Booked Solid, Broke Anyway: Why Your PT Clinic Needs Leverage

WEBVTT

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I got something new for you.

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I like live reactions.

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Live reactions.

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Let's begin.

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Are you showing something?

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Whatever you're playing or showing isn't

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coming through.

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All right.

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I don't know if you can hear.

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I can hear a little bit.

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Oh, it's loud on my end.

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Maybe I got to fix that.

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All right.

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Good morning, gentlemen.

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Welcome to PT Breakfast Club,

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the only live healthcare entrepreneur show

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where your soap notes are messy,

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your strategies are spicy,

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and your front desk probably ghosted

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someone this morning.

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I'm your host, Rudy McKay,

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alongside Tony Maritato, who is mobile,

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and Dave Hiddle, who is not mobile.

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Um, let's see.

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Uh,

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do you by saying thank you to ou

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Therascream,

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the only hipp because sometimes the rea is

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screaming into a sound the EMR crashes for

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the t

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document later.

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Find them online at therascream.com.

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Eventually,

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someone's going to take one of these ideas

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and make a fake website and just sell

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like Pet Rock.

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Pet Rock sold a gajillion Pet Rocks.

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It's the dumbest idea until it's not a

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dumb idea.

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All right, Tony,

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you wanted to kick off the show with

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something that I was doing or I don't

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know.

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I play.

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I do what Tony does.

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I do what Dave does.

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I think it's...

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It's probably a good quality in an

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entrepreneur.

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And I think I'm a budding entrepreneur.

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I've always been someone's Robin.

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I've always been an entrepreneur's Robin.

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So let's get ready.

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Get ready, baby.

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What I mean is the thing I'm saying

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is that that that I'm doing is you

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just play with stuff like you're like, oh,

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yeah, this is the new hot thing.

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I'm going to play with it.

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I don't I'm not going to listen to

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everybody.

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I'll listen to like the Gary V's that

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this is a thing we should pay attention

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to.

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But I'm going to play with it in

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private.

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I'll play with it in public.

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This sounds like we're talking about-

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Tinker, you tinker like Tony.

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Yeah, you bat it around.

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So what I've been tinkering with is we've

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had a couple sponsors on my podcast come

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on that are pretty large PT organizations.

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And-

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one of PT organization's largest problems.

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Yeah, I think Patience is top five,

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but it's a clinician acquisition.

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We need more great clinicians.

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We're always looking.

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Even if we're not hiring today,

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we're always looking.

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So I took one of the sponsors and

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I'll get the video.

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I'll play it in a second once I

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give the setup,

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because I want to hear your thoughts.

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I made the anti-job posting

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job video and i just said what if

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i was just gonna like take the invisible

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and make it visible take the just make

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it not sound like everybody else this is

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like where i i'm gonna say this again

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for the hundredth time the bar is on

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the floor everybody else is doing i mean

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i love all of you

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but you're all doing the bare minimum.

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So when I do four percent better than

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you, I look like I am a genius.

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I am not a genius.

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I'm not.

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I'm just literally putting two percent

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extra effort into this thing.

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You'd probably just put it in chat GPT,

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copy paste and walk away from.

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I also did another spin and you saw

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me do this, Tony, on LinkedIn.

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Chris Wilson.

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Yeah.

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don't know him well i just you know

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i know him from linkedin right and i

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saw what he did and it was just

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after i did an episode with will humphries

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where will humphries says don't write job

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postings write love letters to your future

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colleague and i was like what the hell

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does that mean it means pretend they're

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already working for you for six months and

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you can picture them and write them a

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love letter of why your weight you're

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beckoning them to come work with you so

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i took chris wilson what's his story

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what's his background he runs a clinic

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somewhere where is it

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He I think he just I'm not totally

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sure.

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I know he was working for like a

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hospital based organization.

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He's like a researcher background.

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Super smart guy.

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I remember him for years.

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Chris Wilson,

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this is not a knock on you.

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It's not a knock on you.

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I saw what he did.

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He did what everybody else is doing.

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And then I took his job posting and

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I just wrote it like Will Humphrey said.

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I wrote it like a love letter.

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And then I I did that before and

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people took offense to it.

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I did it with Chris.

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He was like,

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I see what you did there.

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So anyway, I'll now get the video.

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I'll be able to bring it up on

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screen.

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But thoughts on what I'm doing.

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Real quick, Dave,

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have you seen any of Jimmy's like

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recruiting for a company videos,

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the newest ones?

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I haven't.

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No, I'll find it.

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I'll find it.

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How would you like it?

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Why would you like it?

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They were so good.

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I love the approach.

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I love the idea.

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It made me think of you because I

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know you're always in hiring, recruiting,

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attracting mode.

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And I'm like, this is perfect.

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Jimmy's coming out talking about the

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location,

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talking about why you should move there,

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talking about, you know,

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the things that would attract a potential

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new hire beyond just

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The expectations that you do evaluations

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and you do your documentation and all the

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normal stuff that you see on every job

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listing.

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Yeah,

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I just took the job listing and I

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was like,

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what if I made a cable access commercial

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in nineteen ninety six out of this?

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And I think it was like,

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come to Wallingford, Connecticut.

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And listen,

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they're not a mega huge practice,

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but that's not what everybody's looking

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for.

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In fact,

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if you get someone who really knows what

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they're looking for,

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you don't need ten thousand applications.

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You need three.

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You need three right ones and then you

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get to choose from three or just hire

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all three.

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You know what I mean?

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Figure it out later.

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So I'm downloading the video.

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I'll upload it again.

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Have you used video at all to recruit

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Dave or have you just been text based,

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social based?

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Just text-based, social-based.

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There was that, I do,

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whether now or in the coming minutes,

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there was that post we were talking about

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over messaging with the airbrushed

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physical therapist headshot.

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Oh, yes, yes, yes.

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We'll get to that.

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I would love to get your feedback on

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that, but no.

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Actually, in the past year or two,

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I have done a little video where

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I posted it to LinkedIn,

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just organic selfie video while walking.

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And it's kind of describing the role a

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little bit.

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I have done that a little bit.

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But in the past two years,

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it's mostly been cold outbound strategies

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on LinkedIn.

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So cold messages.

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that I've talked about here on the show

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before.

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And then a little bit of social sprinkling

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a little bit of social organic posts.

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We use PT match for candidates as well

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as sturdy McKee's company.

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So like,

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he does like he does like the formal

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recruiting side,

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but then we're also doing like our own

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in house, in house outbound,

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if that makes sense,

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like in house to us,

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but outbound messages to therapists are

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potential candidates.

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Yeah.

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Yeah,

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talk about that video while I download

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mine.

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So you did a video.

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Was this on YouTube, I think I remember?

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No.

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Yeah, I saw it somewhere else, though.

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My question to Dave real quick before you

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get into that is, like,

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what are the things that you love about

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New York?

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Like, what do you love about living there?

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What excites you about New York?

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Because obviously those are the things to

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convey to other therapists who are like,

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hey,

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if you want to come live in X,

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Y, Z.

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So what is it that you still love?

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Why haven't you left?

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No, I don't know.

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No.

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No,

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I wouldn't necessarily want to post

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content about attracting people to come

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into the city because part of our job

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is to be in the subway.

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That takes time for someone to even learn

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the subway.

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I want someone who already knows the

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subway.

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That makes my job a little bit easier.

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So I want someone who's already here

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already has a license,

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already knows about these restaurants,

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Tony.

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They already know about the secret spots

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that Jimmy McKay wants to go to some

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speakeasies.

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I want them to know all that.

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I want them to already be burned out

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with the nearby in-network,

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therapist experience.

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I want them to be annoyed or frustrated

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that they're seeing twelve to twenty

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patients a day,

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twelve to twenty notes a day.

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And you can make more with us by

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treating less patients per day.

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It's crazy.

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And shout out to my new therapist, Andrew,

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who just signed his offer letter starting

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January twelfth, about a month away.

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all from the cold outbound messages.

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But no,

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probably in the last year or so,

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I did video.

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But the most recent posts have just been

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about similar around this cold outbound

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messages.

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But yeah, I would love to hear,

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because Jimmy commented on the post from

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last week,

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the one with my staff therapist where it

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looked like an airbrushed headshot because

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I ran it through ChatGPT.

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Yeah.

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And Jimmy,

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you said something like the line about the

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craft or the craftsmanship or something

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was tight or resonated with you or

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something.

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You remember that?

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I think you reposted the video and you

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added a line and you said something about

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craftsmanship.

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And I was like,

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to the person who wants to be the

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best PT, that's the line.

00:09:25.475 --> 00:09:26.856
Do you know what I mean?

00:09:26.897 --> 00:09:27.397
I got the video.

00:09:27.417 --> 00:09:28.398
Do you want to see it?

00:09:29.639 --> 00:09:30.200
No, my video.

00:09:30.260 --> 00:09:30.620
Yeah, yeah.

00:09:30.640 --> 00:09:31.020
Yeah, pull it up.

00:09:31.041 --> 00:09:31.241
Sure.

00:09:31.261 --> 00:09:31.881
All right.

00:09:32.082 --> 00:09:33.384
So it's just a selfie video, right?

00:09:33.504 --> 00:09:40.172
Or whatever.

00:09:40.192 --> 00:09:40.773
No sound.

00:09:44.236 --> 00:09:45.057
Still no sound.

00:09:48.403 --> 00:09:48.964
All right.

00:09:48.984 --> 00:09:49.443
I can hear a little bit.

00:09:49.464 --> 00:09:49.904
I get it.

00:09:49.965 --> 00:09:50.205
Yeah.

00:09:50.284 --> 00:09:51.485
All right.

00:09:51.504 --> 00:09:54.265
So but last week, last week,

00:09:54.626 --> 00:09:55.746
the post that I'm talking about was an

00:09:55.807 --> 00:09:59.328
organic image from us that you that Jimmy,

00:09:59.469 --> 00:10:01.349
you commented and you said the line about

00:10:01.509 --> 00:10:03.309
craft was tight.

00:10:03.850 --> 00:10:05.591
So that post, by the way,

00:10:06.471 --> 00:10:08.032
that I was going to say that post

00:10:08.052 --> 00:10:09.952
has gotten and you guys know I've been

00:10:09.993 --> 00:10:11.214
inactive on LinkedIn.

00:10:12.173 --> 00:10:12.673
Last week,

00:10:12.734 --> 00:10:14.914
my profile views went up four hundred and

00:10:14.955 --> 00:10:16.434
forty five percent from that one.

00:10:16.634 --> 00:10:18.336
Literally the only post that I posted last

00:10:18.355 --> 00:10:20.437
week.

00:10:20.456 --> 00:10:21.017
That's a lot.

00:10:22.136 --> 00:10:22.697
That's a lot.

00:10:24.957 --> 00:10:26.357
So do you know why I like the

00:10:26.398 --> 00:10:27.399
craftsman line here?

00:10:27.458 --> 00:10:28.139
I'll just I mean,

00:10:28.158 --> 00:10:29.798
I'll give this away because it's not I

00:10:29.818 --> 00:10:32.419
didn't sign an NDA worked for an

00:10:32.460 --> 00:10:33.740
organization called Fox Rehab.

00:10:33.841 --> 00:10:35.961
And there they hired some big,

00:10:35.980 --> 00:10:38.442
fancy consulting firm and did a deep dive.

00:10:38.522 --> 00:10:39.562
Why do people work here?

00:10:39.663 --> 00:10:40.962
Why do people continue to work here?

00:10:41.792 --> 00:10:42.471
Why do people leave?

00:10:43.072 --> 00:10:44.212
And they came up with three Cs.

00:10:44.232 --> 00:10:45.113
Did I ever talk about this with you

00:10:45.133 --> 00:10:45.972
guys, the three Cs?

00:10:46.832 --> 00:10:49.073
Craft, that's why the line landed.

00:10:49.094 --> 00:10:50.094
The first one's craft.

00:10:50.514 --> 00:10:51.754
The second one is cause.

00:10:52.595 --> 00:10:53.695
The third one is community.

00:10:53.995 --> 00:10:54.855
So I'll just break them down.

00:10:55.174 --> 00:10:56.975
Craft is like, and again,

00:10:57.015 --> 00:10:58.296
you're probably gonna have all three

00:10:58.355 --> 00:11:00.297
elements, but one's gonna be your leader.

00:11:00.376 --> 00:11:00.937
It's got to be.

00:11:02.142 --> 00:11:02.722
Craft is like,

00:11:02.743 --> 00:11:03.844
I just want to be the best PT,

00:11:04.024 --> 00:11:06.366
OT, speech therapist, athletic trainer.

00:11:06.807 --> 00:11:07.688
This is my thing.

00:11:08.269 --> 00:11:09.530
This is my thing.

00:11:09.610 --> 00:11:10.552
I polish my tools.

00:11:10.652 --> 00:11:12.014
I sharpen my axe.

00:11:12.293 --> 00:11:13.514
I am a craftsman.

00:11:13.716 --> 00:11:13.796
Now,

00:11:13.816 --> 00:11:15.116
you might also like cause and community,

00:11:15.136 --> 00:11:15.898
but this is your lead.

00:11:16.418 --> 00:11:17.179
So that's craftsman.

00:11:17.299 --> 00:11:17.921
Be the best.

00:11:18.120 --> 00:11:19.361
Insert whatever I am here.

00:11:20.143 --> 00:11:21.243
The second one is cause.

00:11:21.943 --> 00:11:23.303
I want to be a good PT, OT,

00:11:23.344 --> 00:11:24.664
speech therapist, athletic trainer,

00:11:24.784 --> 00:11:27.566
but I'm here because I know I'm in

00:11:27.586 --> 00:11:28.446
the right boat.

00:11:29.525 --> 00:11:31.326
I care about what we do, but man,

00:11:31.366 --> 00:11:32.807
I just like being around.

00:11:33.187 --> 00:11:34.388
I just like being in the right boat,

00:11:34.628 --> 00:11:36.528
knowing that this whole boat is going in

00:11:36.548 --> 00:11:37.208
the right direction.

00:11:37.509 --> 00:11:38.389
And then the third is like,

00:11:39.129 --> 00:11:39.870
I care about what we do,

00:11:39.910 --> 00:11:40.711
and I want to be really good.

00:11:40.730 --> 00:11:43.453
But I'm here for the vibes.

00:11:43.634 --> 00:11:45.115
I just like being around people who are

00:11:45.134 --> 00:11:47.136
super positive and da, da, da.

00:11:47.157 --> 00:11:48.076
So that's what they said,

00:11:48.096 --> 00:11:49.739
that those are the three DNA imprints of

00:11:49.759 --> 00:11:50.578
a really good Fox

00:11:51.563 --> 00:11:52.443
physical therapist,

00:11:52.484 --> 00:11:53.664
occupational therapist, speech therapist.

00:11:53.924 --> 00:11:54.845
This applies everywhere, though.

00:11:54.945 --> 00:11:55.725
It's not just for Fox.

00:11:56.005 --> 00:11:57.525
But if you don't pay attention to why

00:11:57.567 --> 00:11:59.206
someone's there, and then you're like,

00:11:59.486 --> 00:12:02.489
it's CEUs, and it's this, and mentoring,

00:12:02.528 --> 00:12:03.568
and this, and this, and you're like,

00:12:03.708 --> 00:12:04.668
I'm here for the cause.

00:12:04.889 --> 00:12:06.330
You're talking about the wrong thing.

00:12:06.350 --> 00:12:08.110
So first, understand,

00:12:08.431 --> 00:12:11.072
thou shall understand within first.

00:12:11.371 --> 00:12:12.052
What is our thing?

00:12:12.133 --> 00:12:13.232
Is it craft, cause, or community?

00:12:13.653 --> 00:12:16.033
Then realize you're going to want to

00:12:16.634 --> 00:12:18.495
communicate that so you attract the right

00:12:18.514 --> 00:12:19.436
people who, when they get there,

00:12:19.456 --> 00:12:19.716
they're like,

00:12:21.533 --> 00:12:22.432
I'm in the right place,

00:12:22.533 --> 00:12:23.533
because you guys all want to be the

00:12:23.614 --> 00:12:25.173
best PTs and you're elite.

00:12:25.374 --> 00:12:26.693
Or, hey man,

00:12:26.754 --> 00:12:28.575
we are here to be really good B

00:12:28.595 --> 00:12:29.034
pluses.

00:12:29.174 --> 00:12:31.135
But we're here to make people move better,

00:12:31.196 --> 00:12:34.035
move more, move frequently.

00:12:35.496 --> 00:12:37.017
So that is the three Cs.

00:12:37.037 --> 00:12:38.557
So when I saw Dave's Craftsman line,

00:12:38.616 --> 00:12:40.298
Dave just, he might've had a wifi issue.

00:12:41.118 --> 00:12:43.499
When I saw Dave's Craftsman line,

00:12:44.219 --> 00:12:46.500
I was like, ding, to the right person.

00:12:46.559 --> 00:12:47.659
And it sounds like,

00:12:48.586 --> 00:12:48.746
I mean,

00:12:48.787 --> 00:12:50.508
the community within Dave's clinic is

00:12:50.548 --> 00:12:51.207
going to be remote.

00:12:51.269 --> 00:12:52.149
I know he has brick and mortar.

00:12:52.168 --> 00:12:52.528
Dave would be like,

00:12:52.548 --> 00:12:53.250
we have brick and mortar.

00:12:53.649 --> 00:12:54.610
You got to do better at communicating

00:12:54.629 --> 00:12:54.931
that, dude,

00:12:54.951 --> 00:12:56.291
because you're two co-hosts of a live

00:12:56.311 --> 00:12:57.091
stream for two years.

00:12:57.131 --> 00:12:59.072
Didn't know that, right?

00:12:59.773 --> 00:13:02.835
So I'm imagining Dave's vibe amongst his

00:13:02.875 --> 00:13:05.336
clinicians isn't much because you're all

00:13:05.395 --> 00:13:06.417
over New York City, right?

00:13:06.716 --> 00:13:08.278
So don't look for someone who's there for

00:13:08.317 --> 00:13:08.778
community.

00:13:09.118 --> 00:13:09.798
Maybe a little bit.

00:13:09.818 --> 00:13:11.399
Maybe quarterly you get together.

00:13:12.299 --> 00:13:12.840
Cause?

00:13:13.140 --> 00:13:14.240
Yeah, probably a little bit of cause,

00:13:14.260 --> 00:13:15.922
but I think Dave's looking for the

00:13:16.001 --> 00:13:16.722
craftsman

00:13:17.423 --> 00:13:18.307
Crafts women,

00:13:18.707 --> 00:13:21.017
craftspersons in New York City.

00:13:22.870 --> 00:13:24.971
Yeah, I totally agree with that.

00:13:25.051 --> 00:13:28.812
Like we're the anti-community in a sense.

00:13:30.113 --> 00:13:31.293
There's only three of us now.

00:13:31.514 --> 00:13:31.774
You know,

00:13:31.813 --> 00:13:34.054
we went from over twenty down to like

00:13:34.115 --> 00:13:34.534
three.

00:13:35.014 --> 00:13:37.735
One is my wife and we don't want

00:13:37.755 --> 00:13:38.916
to do Christmas parties.

00:13:38.976 --> 00:13:40.756
We don't want to do potlucks like we

00:13:40.817 --> 00:13:41.518
love each other.

00:13:41.638 --> 00:13:42.618
We have a great time,

00:13:42.658 --> 00:13:45.759
but we don't want the community where when

00:13:45.798 --> 00:13:48.039
we started, we loved like Friday night,

00:13:48.139 --> 00:13:48.921
happy hour.

00:13:49.000 --> 00:13:50.020
Everybody would go out.

00:13:50.041 --> 00:13:50.961
We'd have a great time.

00:13:51.000 --> 00:13:52.381
We'd go to the tiki bar and

00:13:53.291 --> 00:13:55.494
that's not the phase of business we're in

00:13:56.215 --> 00:13:59.860
uh i think that's it man people and

00:13:59.961 --> 00:14:01.842
businesses because businesses are made of

00:14:01.903 --> 00:14:04.386
people have and i know you guys are

00:14:04.407 --> 00:14:07.991
both very big taylor swift fan fans eras

00:14:08.854 --> 00:14:09.575
you're in your

00:14:10.711 --> 00:14:12.693
Do real good, five of one,

00:14:12.734 --> 00:14:13.455
I'm out era.

00:14:13.575 --> 00:14:14.796
Cause I got stuff to do that's more

00:14:14.816 --> 00:14:15.397
important than this.

00:14:15.517 --> 00:14:17.278
It should be, it should be.

00:14:17.620 --> 00:14:18.921
When you're twenty-five though,

00:14:19.883 --> 00:14:21.244
I got my first key to the radio

00:14:21.264 --> 00:14:23.027
station and I was like allowed to come

00:14:23.086 --> 00:14:24.589
in and use the equipment on the weekends.

00:14:26.020 --> 00:14:26.642
And I'm like,

00:14:26.682 --> 00:14:27.962
can I just come here whenever I want?

00:14:28.003 --> 00:14:29.043
And they're like, yeah, but why would you?

00:14:29.063 --> 00:14:29.284
I was like,

00:14:29.585 --> 00:14:31.187
because I want to learn this stuff.

00:14:31.687 --> 00:14:32.648
I want to be as good as you

00:14:32.668 --> 00:14:33.528
guys one day.

00:14:33.869 --> 00:14:35.211
And I got to do that on Saturdays.

00:14:35.551 --> 00:14:37.072
Ben Galen chiming in,

00:14:37.113 --> 00:14:38.053
similar to what we need to do for

00:14:38.114 --> 00:14:38.534
patients.

00:14:39.014 --> 00:14:41.037
Yes, you don't want someone who's like,

00:14:41.477 --> 00:14:43.820
I'm going to be a one percent athlete,

00:14:43.860 --> 00:14:45.020
top of the top of the top,

00:14:45.101 --> 00:14:46.482
and walk in and it's like, what's up,

00:14:46.503 --> 00:14:46.783
man?

00:14:46.802 --> 00:14:47.884
We're hanging out, right?

00:14:48.404 --> 00:14:48.905
Conversely,

00:14:48.926 --> 00:14:50.366
you don't want the other thing, right?

00:14:50.486 --> 00:14:52.509
Someone who's just hanging in, like,

00:14:52.808 --> 00:14:53.929
I wouldn't go to one of those clinics.

00:14:53.950 --> 00:14:54.471
It's not my vibe.

00:14:55.130 --> 00:14:55.912
Then Ben also says,

00:14:55.932 --> 00:14:56.692
I would go further to say,

00:14:56.712 --> 00:14:58.214
if you show your staff the value they

00:14:58.254 --> 00:15:00.235
want, whatever it is,

00:15:00.775 --> 00:15:03.038
the more they will put up with different

00:15:03.057 --> 00:15:03.899
hours, bad EMR.

00:15:03.958 --> 00:15:04.299
Yeah.

00:15:05.039 --> 00:15:05.520
Yes.

00:15:06.201 --> 00:15:06.501
Yes.

00:15:08.760 --> 00:15:09.000
to Ben.

00:15:09.020 --> 00:15:12.402
Yeah, we're, we're embodying that,

00:15:12.501 --> 00:15:15.623
you know, we've had a crazy run.

00:15:15.663 --> 00:15:16.624
Like I, we,

00:15:16.644 --> 00:15:18.504
we've been more busy in the last month,

00:15:18.563 --> 00:15:20.205
month and a half than we have all

00:15:20.245 --> 00:15:20.544
year.

00:15:21.426 --> 00:15:23.405
Um, and with that, as numbers go up,

00:15:23.745 --> 00:15:25.106
systems start to break down.

00:15:25.287 --> 00:15:26.768
Our systems have broken down.

00:15:26.847 --> 00:15:27.467
We we've,

00:15:28.018 --> 00:15:29.019
had patients,

00:15:29.078 --> 00:15:30.880
new patients come in that don't exactly

00:15:30.941 --> 00:15:32.663
fit the culture of the clinic.

00:15:33.504 --> 00:15:35.285
And so it's kind of disrupting things a

00:15:35.326 --> 00:15:35.846
little bit,

00:15:36.006 --> 00:15:39.070
but it's one of those deals where I

00:15:39.289 --> 00:15:41.211
used to, fifteen years ago,

00:15:41.873 --> 00:15:44.456
want the patient who valued expertise,

00:15:44.495 --> 00:15:46.677
wanted the patient who wanted the best of

00:15:46.717 --> 00:15:48.379
the best, the most amazing therapist.

00:15:48.480 --> 00:15:48.780
Now,

00:15:49.433 --> 00:15:50.735
I just want a patient to come in

00:15:50.754 --> 00:15:51.274
and hang out.

00:15:51.695 --> 00:15:53.355
I want a patient not to take it

00:15:53.395 --> 00:15:56.717
so seriously, not to believe that,

00:15:56.998 --> 00:15:58.158
all right, Dave is back,

00:15:58.278 --> 00:15:59.219
sharp as a tack.

00:16:00.960 --> 00:16:02.159
I want the patient who just wants to

00:16:02.179 --> 00:16:04.240
come, move a little bit,

00:16:04.301 --> 00:16:05.142
feel a little better.

00:16:05.861 --> 00:16:07.763
But unfortunately,

00:16:07.783 --> 00:16:10.644
and we understand this as a team,

00:16:11.105 --> 00:16:11.605
we're like, look,

00:16:12.066 --> 00:16:13.726
we are not a serious clinic.

00:16:13.826 --> 00:16:15.307
We are not trying to be a serious

00:16:15.326 --> 00:16:15.707
clinic.

00:16:15.727 --> 00:16:18.028
We don't want to treat serious pathology.

00:16:18.509 --> 00:16:20.190
I will send those elsewhere.

00:16:20.910 --> 00:16:23.392
I told you guys I called physical down

00:16:23.432 --> 00:16:24.552
the street because I was like, hey,

00:16:24.712 --> 00:16:25.993
I don't want to do any kind of

00:16:26.033 --> 00:16:28.554
vertigo stuff, any BPPV stuff.

00:16:28.794 --> 00:16:30.496
There's a place I'm going to call them.

00:16:30.596 --> 00:16:31.378
I'm going to hook you up.

00:16:31.399 --> 00:16:32.379
And this was, you know,

00:16:32.419 --> 00:16:34.341
somebody that we had seen multiple times

00:16:34.381 --> 00:16:35.123
for other things.

00:16:35.143 --> 00:16:35.644
But I was like,

00:16:36.205 --> 00:16:38.086
this is not the place for that.

00:16:39.328 --> 00:16:40.831
So, you know, understanding it,

00:16:40.931 --> 00:16:43.033
patient facing, understanding it,

00:16:43.134 --> 00:16:45.496
staff facing, Ben is dead on.

00:16:45.970 --> 00:16:47.370
Ben's saying, I would challenge you, Tony,

00:16:47.390 --> 00:16:49.631
to let those patients walk right at eval

00:16:49.731 --> 00:16:50.893
than to let them throw a wrench in

00:16:50.932 --> 00:16:51.033
this.

00:16:51.072 --> 00:16:51.634
Yeah, he's right.

00:16:51.714 --> 00:16:52.453
Yep.

00:16:52.533 --> 00:16:52.914
Exactly.

00:16:52.975 --> 00:16:53.254
Bingo.

00:16:53.294 --> 00:16:53.455
Yeah.

00:16:53.575 --> 00:16:55.456
Get them out as soon as possible because

00:16:55.596 --> 00:16:57.057
saying yes to them is saying no to

00:16:57.076 --> 00:16:59.099
the next patient, which could be a really,

00:16:59.158 --> 00:17:00.239
really, really good fit.

00:17:00.278 --> 00:17:01.299
Let me know if you can hear this.

00:17:01.360 --> 00:17:02.780
I'll pull it up on Instagram.

00:17:04.853 --> 00:17:05.093
Oh,

00:17:05.153 --> 00:17:07.294
but I also like co-workers who don't drain

00:17:07.334 --> 00:17:07.874
my soul.

00:17:07.933 --> 00:17:09.013
Yeah, congratulations.

00:17:09.253 --> 00:17:10.855
Spectrum Physical Therapy in Waterford,

00:17:10.875 --> 00:17:13.174
Connecticut heard you and built an entire

00:17:13.214 --> 00:17:15.375
clinic around that one concept.

00:17:15.556 --> 00:17:16.316
Two locations,

00:17:16.675 --> 00:17:18.596
twenty-four years of being hometown

00:17:18.616 --> 00:17:18.997
heroes.

00:17:19.436 --> 00:17:21.357
Advanced ortho from head to toe.

00:17:21.597 --> 00:17:22.738
Basically the Avengers,

00:17:22.998 --> 00:17:24.939
but everybody there actually likes each

00:17:24.959 --> 00:17:25.199
other.

00:17:25.558 --> 00:17:26.098
Salary?

00:17:26.398 --> 00:17:28.380
Seventy-five to ninety K. Mentorship?

00:17:28.539 --> 00:17:29.319
I'm glad you asked.

00:17:29.559 --> 00:17:31.181
Yes, real mentorship,

00:17:31.381 --> 00:17:33.603
not the watch this YouTube video and

00:17:33.643 --> 00:17:34.824
figure it out kind.

00:17:34.864 --> 00:17:39.467
Plus CEU support, killer benefits, PTO,

00:17:39.527 --> 00:17:40.307
holidays,

00:17:40.346 --> 00:17:42.909
and a team so good you'll start bragging

00:17:43.028 --> 00:17:44.049
about clinic culture.

00:17:44.380 --> 00:17:47.101
like you're in a very wholesome cult.

00:17:47.461 --> 00:17:48.602
You grad, perfect.

00:17:48.862 --> 00:17:50.702
Seasoned, also perfect.

00:17:51.323 --> 00:17:52.423
Outgoing, energetic,

00:17:52.443 --> 00:17:54.325
loves people in science.

00:17:54.384 --> 00:17:56.105
You're basically already hired.

00:17:56.385 --> 00:17:58.426
If you want a job that actually feels

00:17:58.527 --> 00:17:58.787
good,

00:17:58.807 --> 00:18:00.688
the kind where you help patients grow

00:18:00.728 --> 00:18:01.948
fast, often,

00:18:02.228 --> 00:18:03.969
and occasionally forget you're technically

00:18:04.108 --> 00:18:07.151
at work, Spectrum PT, Waterford,

00:18:07.191 --> 00:18:08.050
Connecticut.

00:18:08.131 --> 00:18:10.912
Hit the link and enter your main character

00:18:10.932 --> 00:18:12.053
PT era immediately.

00:18:14.200 --> 00:18:16.922
That's it.

00:18:17.321 --> 00:18:18.942
They would have normally just been like

00:18:19.363 --> 00:18:20.202
posted on LinkedIn,

00:18:21.104 --> 00:18:22.483
but you're selling Waterford,

00:18:22.523 --> 00:18:23.984
Connecticut or whatever.

00:18:24.105 --> 00:18:25.566
That's a very specific person.

00:18:25.586 --> 00:18:26.726
Do you know what I mean?

00:18:27.186 --> 00:18:30.248
But there's more of those ops than are

00:18:30.788 --> 00:18:31.528
come to Chicago.

00:18:32.769 --> 00:18:34.190
i'm sure they have openings in chicago

00:18:34.210 --> 00:18:36.411
whoever's in chicago but like you're gonna

00:18:36.471 --> 00:18:39.011
solve it faster um i didn't ask them

00:18:39.051 --> 00:18:40.392
permission to do that i just did it

00:18:40.451 --> 00:18:42.232
by the way i just went i went

00:18:42.272 --> 00:18:44.614
to u.s physical therapy i was like who

00:18:44.673 --> 00:18:47.575
has an opening what's the most random path

00:18:47.615 --> 00:18:48.615
and i did another one for a place

00:18:48.655 --> 00:18:50.695
in oregon that's also on my instagram so

00:18:50.736 --> 00:18:52.737
go look at that i'm begging you to

00:18:52.757 --> 00:18:54.077
steal that strategy like

00:18:54.857 --> 00:18:56.601
I'm begging you and you're going to go

00:18:56.641 --> 00:18:57.781
content doesn't work.

00:18:57.882 --> 00:18:59.003
I had a post about that that I

00:18:59.023 --> 00:18:59.825
think you guys saw.

00:19:00.526 --> 00:19:02.729
I parallel like if you see if Dave,

00:19:02.769 --> 00:19:04.030
if you hear someone who goes, oh,

00:19:04.050 --> 00:19:04.912
you're physically you learn,

00:19:04.932 --> 00:19:06.093
they learn you're a physical therapist.

00:19:06.433 --> 00:19:07.915
Yeah, I tried PT once didn't work.

00:19:08.056 --> 00:19:10.078
What is your next snapshot reaction?

00:19:11.923 --> 00:19:12.884
My reaction is, well,

00:19:12.904 --> 00:19:14.425
you've had a bad experience at a

00:19:14.465 --> 00:19:15.246
restaurant before, right?

00:19:15.266 --> 00:19:16.366
But you don't stop going to all

00:19:16.426 --> 00:19:16.887
restaurants.

00:19:17.248 --> 00:19:17.448
Right.

00:19:17.508 --> 00:19:19.288
So I say the same thing when PTs

00:19:19.328 --> 00:19:20.609
go, content doesn't work.

00:19:20.809 --> 00:19:21.151
And I go,

00:19:21.171 --> 00:19:22.612
but you say the same thing when someone

00:19:22.632 --> 00:19:25.173
says, I had PT and it didn't work.

00:19:25.733 --> 00:19:27.535
I posted two videos and it didn't work.

00:19:27.855 --> 00:19:29.675
Maybe they were crappy videos, bro.

00:19:30.096 --> 00:19:30.416
I don't know.

00:19:31.096 --> 00:19:32.337
Did you post them at three a.m.?

00:19:32.878 --> 00:19:35.500
So Ben is a Connecticut native and says,

00:19:35.680 --> 00:19:37.862
so he can say this very,

00:19:37.902 --> 00:19:38.903
I don't know what he was saying, though.

00:19:39.663 --> 00:19:41.391
uh water what you have to sell the

00:19:41.431 --> 00:19:43.398
town though but there you know where i

00:19:43.439 --> 00:19:44.281
got this idea from

00:19:45.265 --> 00:19:47.226
There was some dude who put up an

00:19:47.465 --> 00:19:48.707
online, like a video.

00:19:49.086 --> 00:19:51.488
He shot a cinematic, like cinematic,

00:19:52.028 --> 00:19:54.910
four K camera, drone shots,

00:19:55.210 --> 00:19:57.332
and he was selling his, his, his, his,

00:19:57.352 --> 00:20:00.232
his, his, his, his, his, his, his, his,

00:20:00.593 --> 00:20:02.994
his, his, his, his, his, his, his, his,

00:20:03.234 --> 00:20:05.175
his, his, his, his, his, his, his, his,

00:20:05.215 --> 00:20:06.777
his, his, his, his, his, his, his, his,

00:20:06.797 --> 00:20:07.076
his, his,

00:20:15.625 --> 00:20:16.928
I'm not saying you're a crap box,

00:20:16.968 --> 00:20:17.428
by the way.

00:20:17.488 --> 00:20:18.308
That's not what I'm saying.

00:20:18.348 --> 00:20:19.130
I just got the idea.

00:20:20.152 --> 00:20:21.272
Now that Dave's back,

00:20:21.313 --> 00:20:22.554
let's go back to his.

00:20:24.135 --> 00:20:24.957
The thing that...

00:20:25.865 --> 00:20:29.086
caught my attention was that it did look

00:20:29.246 --> 00:20:29.766
airbrushed,

00:20:30.125 --> 00:20:32.846
that it did look kind of over-stylized.

00:20:34.166 --> 00:20:35.767
That made me stop the scroll.

00:20:35.846 --> 00:20:39.167
I didn't know it was Dave's photo.

00:20:39.188 --> 00:20:39.728
I saw it.

00:20:39.827 --> 00:20:41.128
It made me stop the scroll.

00:20:41.328 --> 00:20:42.528
I saw the numbers,

00:20:42.929 --> 00:20:44.749
a hundred and twenty seven thousand,

00:20:44.808 --> 00:20:45.349
I think it was.

00:20:45.410 --> 00:20:46.450
That was big.

00:20:46.470 --> 00:20:49.851
That was those were like the subheading.

00:20:49.891 --> 00:20:51.111
So the headline was

00:20:51.510 --> 00:20:52.832
the over-stylized image.

00:20:53.192 --> 00:20:55.193
The subheading was the number.

00:20:55.733 --> 00:20:57.255
Then I realized, oh, wait,

00:20:57.315 --> 00:20:58.496
this is a job posting.

00:20:58.615 --> 00:21:00.237
Oh, wait, this is Dave's job posting.

00:21:00.257 --> 00:21:00.596
Look, here it is.

00:21:02.939 --> 00:21:03.259
Here it is.

00:21:03.278 --> 00:21:03.659
There it is.

00:21:03.739 --> 00:21:04.039
There it is.

00:21:04.079 --> 00:21:04.480
There it is.

00:21:04.799 --> 00:21:06.641
Yes.

00:21:06.800 --> 00:21:08.102
Just for everyone, just for clarity,

00:21:08.422 --> 00:21:09.702
this is the post I was talking about

00:21:09.742 --> 00:21:12.184
that Jimmy commented about liking the

00:21:12.384 --> 00:21:14.686
craft and that that pitch was tight or

00:21:14.727 --> 00:21:15.747
whatever, the line or whatever.

00:21:16.268 --> 00:21:18.509
Here's also why I like it.

00:21:18.608 --> 00:21:19.430
You stole...

00:21:21.323 --> 00:21:22.884
Conscious or not, in a good way.

00:21:22.963 --> 00:21:23.723
What did you steal?

00:21:23.804 --> 00:21:24.104
Tony,

00:21:24.144 --> 00:21:25.704
what did he steal for that first line?

00:21:26.184 --> 00:21:29.665
For the few who still believe in craft.

00:21:29.685 --> 00:21:31.106
The few, the proud, the many?

00:21:32.146 --> 00:21:34.028
The few, the proud, the Marines.

00:21:34.167 --> 00:21:35.127
The Marines?

00:21:35.667 --> 00:21:36.848
The Army, you can apply it.

00:21:37.028 --> 00:21:38.249
I'm not knocking all these branches.

00:21:38.308 --> 00:21:39.289
You apply for the Army,

00:21:39.349 --> 00:21:40.230
you apply for the Navy,

00:21:40.250 --> 00:21:41.309
you apply for the Air Force.

00:21:41.510 --> 00:21:42.411
Marines take commitments.

00:21:43.507 --> 00:21:44.527
They're the smallest branch.

00:21:45.126 --> 00:21:46.528
And you can't tell me what any of

00:21:46.567 --> 00:21:48.528
those slogans are for arming,

00:21:48.728 --> 00:21:50.048
maybe aim high because they've been using

00:21:50.068 --> 00:21:51.328
the same one for a billion years.

00:21:51.929 --> 00:21:53.469
And we're looking for a committed

00:21:53.489 --> 00:21:53.909
therapist.

00:21:53.949 --> 00:21:55.769
So he's exactly the point.

00:21:56.029 --> 00:21:56.990
You don't want a hundred.

00:21:57.410 --> 00:21:59.550
I'm looking for the few, the proud,

00:22:00.730 --> 00:22:04.592
the concierge pain relief.

00:22:04.612 --> 00:22:05.672
The few, the proud.

00:22:05.912 --> 00:22:06.791
We'll workshop it.

00:22:07.172 --> 00:22:08.452
And then here's the post we're talking

00:22:08.492 --> 00:22:08.673
about.

00:22:08.752 --> 00:22:09.432
This was the one.

00:22:10.625 --> 00:22:12.126
That was the image that stopped the

00:22:12.146 --> 00:22:12.386
scroll.

00:22:12.686 --> 00:22:13.866
So when I was doing those videos the

00:22:13.886 --> 00:22:15.127
last couple of weeks where I was like,

00:22:15.167 --> 00:22:16.588
hey, if XYZ hired me,

00:22:16.628 --> 00:22:17.888
here's the first three things I'd do.

00:22:18.950 --> 00:22:20.009
And then I tagged the company in it.

00:22:20.651 --> 00:22:21.471
They were doing well.

00:22:21.750 --> 00:22:23.071
Then I started putting the logo of the

00:22:23.112 --> 00:22:24.791
company in there and they started doing

00:22:24.932 --> 00:22:25.333
real well.

00:22:25.353 --> 00:22:27.773
Because it's like, bang, context.

00:22:28.074 --> 00:22:30.434
So yes, I agree when Tony says, one,

00:22:30.454 --> 00:22:31.634
twenty eight K to one seventy.

00:22:31.796 --> 00:22:32.355
Hang on a second.

00:22:32.476 --> 00:22:33.215
How do I get some of that?

00:22:33.395 --> 00:22:36.617
Even if you have to stop because money

00:22:37.491 --> 00:22:38.334
Right?

00:22:38.354 --> 00:22:40.857
That eyeballs, faces, they stop things.

00:22:41.239 --> 00:22:41.640
So let's see,

00:22:41.961 --> 00:22:42.842
how well did this one do?

00:22:43.963 --> 00:22:45.046
Uh,

00:22:45.287 --> 00:22:46.648
twenty-three reactions on LinkedIn is

00:22:46.689 --> 00:22:47.351
actually pretty good.

00:22:48.231 --> 00:22:49.795
I said that craft line is tight.

00:22:53.528 --> 00:22:54.169
Uh, and Tom, so let me,

00:22:54.189 --> 00:22:55.769
I posted this six days ago.

00:22:55.890 --> 00:22:56.849
And as you, as I said,

00:22:57.009 --> 00:22:58.611
I have not been posting at all on

00:22:58.651 --> 00:23:01.550
LinkedIn and it got so far,

00:23:01.651 --> 00:23:03.471
three thousand five hundred and eighteen

00:23:03.531 --> 00:23:05.573
impressions, which is, which,

00:23:05.732 --> 00:23:07.874
which is way more than anything I

00:23:07.913 --> 00:23:08.693
typically post.

00:23:08.713 --> 00:23:08.993
Wow.

00:23:09.513 --> 00:23:11.214
Wow, that's not easy on LinkedIn.

00:23:11.255 --> 00:23:12.796
LinkedIn is good.

00:23:12.816 --> 00:23:16.218
It's a hard platform to sort of hack,

00:23:16.278 --> 00:23:16.939
if you will.

00:23:17.179 --> 00:23:17.358
I mean,

00:23:17.439 --> 00:23:18.880
it's an easy number for Tony to hit,

00:23:18.920 --> 00:23:20.681
but everyone else is not hitting that

00:23:20.780 --> 00:23:21.080
impression.

00:23:21.121 --> 00:23:21.441
Why?

00:23:21.842 --> 00:23:24.423
Because Tony plays and tinkers and does

00:23:24.442 --> 00:23:26.544
stuff regularly, and he keeps teaching.

00:23:27.305 --> 00:23:28.144
This is what people, I think,

00:23:28.164 --> 00:23:29.486
don't understand that I'm starting to

00:23:29.506 --> 00:23:30.046
embrace too,

00:23:30.066 --> 00:23:32.248
which is you could be pissed at the

00:23:32.407 --> 00:23:32.907
algorithm.

00:23:33.167 --> 00:23:36.669
The algorithm wants to reward people who –

00:23:37.082 --> 00:23:39.542
constantly give good stuff or bad stuff

00:23:39.583 --> 00:23:41.383
sometimes to their audience they want

00:23:41.423 --> 00:23:43.044
people who keep people on platform so you

00:23:43.064 --> 00:23:44.845
keep teaching it what you're doing by the

00:23:44.884 --> 00:23:46.404
word you don't think that these platforms

00:23:46.444 --> 00:23:48.086
are just scanning the words that you're

00:23:48.145 --> 00:23:49.665
saying and trying to match those to other

00:23:49.705 --> 00:23:52.007
people that's what the algorithm is who

00:23:52.027 --> 00:23:55.167
would this who would this make giggle lol

00:23:55.468 --> 00:23:57.469
or piss off those are the three and

00:23:57.489 --> 00:23:58.568
it's like well i'm gonna show you that

00:23:58.628 --> 00:23:59.670
i'm gonna show you that i'm gonna show

00:23:59.690 --> 00:24:00.609
you that i'm gonna show you that

00:24:01.250 --> 00:24:02.131
That's how this works.

00:24:02.510 --> 00:24:03.551
I'm not saying hack the algorithm.

00:24:03.632 --> 00:24:05.452
I'm saying understand it and figure out

00:24:05.472 --> 00:24:06.733
how to use it for your advantage.

00:24:07.214 --> 00:24:08.476
And you can make funny videos to get

00:24:08.516 --> 00:24:09.496
people to come to Wallingford,

00:24:09.536 --> 00:24:09.997
Connecticut.

00:24:10.196 --> 00:24:13.058
That's how this works.

00:24:14.400 --> 00:24:16.642
Going back to Jimmy, what you're doing.

00:24:17.579 --> 00:24:18.560
It's just awesome.

00:24:18.780 --> 00:24:19.340
I love it.

00:24:19.500 --> 00:24:21.762
It's a fresh take on an old idea.

00:24:21.863 --> 00:24:23.064
You're bringing it back out.

00:24:23.144 --> 00:24:24.545
Whether it's something that you're being

00:24:24.585 --> 00:24:26.826
paid for right now or not doesn't matter.

00:24:27.406 --> 00:24:29.067
It will get attention.

00:24:29.548 --> 00:24:30.970
And I think it's a great model for

00:24:31.049 --> 00:24:32.049
other people to look at.

00:24:32.691 --> 00:24:33.991
Here's my question to you, Tony.

00:24:34.112 --> 00:24:34.251
Now,

00:24:34.291 --> 00:24:36.153
I'm just tinkering with my Instagram

00:24:36.173 --> 00:24:36.492
account.

00:24:36.794 --> 00:24:38.355
Let's go deeper, one level deeper.

00:24:39.154 --> 00:24:39.976
If someone was like,

00:24:40.415 --> 00:24:41.737
we want you to make these videos all

00:24:41.757 --> 00:24:42.218
the time.

00:24:43.176 --> 00:24:45.699
Should I create a second Instagram account

00:24:45.739 --> 00:24:47.759
or another Instagram account that's just

00:24:47.920 --> 00:24:48.840
job listings?

00:24:49.000 --> 00:24:50.981
Now my head goes to who's going to

00:24:51.041 --> 00:24:51.561
go here?

00:24:51.923 --> 00:24:52.643
PTs.

00:24:52.903 --> 00:24:53.262
Why?

00:24:53.443 --> 00:24:54.344
Because there might be a job.

00:24:54.384 --> 00:24:55.884
That's why you join a newsletter.

00:24:59.788 --> 00:25:00.087
Go ahead.

00:25:00.167 --> 00:25:01.269
You're muted, Dave, for some reason.

00:25:02.229 --> 00:25:03.170
Sorry, sorry.

00:25:03.210 --> 00:25:04.349
You have PT podcast.

00:25:04.871 --> 00:25:07.853
You are doing the get the message out

00:25:07.893 --> 00:25:08.153
thing.

00:25:09.414 --> 00:25:12.375
If you do a new Instagram profile that's

00:25:12.395 --> 00:25:14.675
just for job posting, I love it.

00:25:14.715 --> 00:25:15.056
Personally,

00:25:15.817 --> 00:25:16.957
I hope you do it and you throw

00:25:16.977 --> 00:25:17.576
my thing up there.

00:25:18.057 --> 00:25:19.636
But it's like another project.

00:25:19.676 --> 00:25:21.178
So I just want to I want to

00:25:21.397 --> 00:25:22.377
I want to just reel you in a

00:25:22.397 --> 00:25:22.698
little bit.

00:25:22.718 --> 00:25:24.498
Well, here's what I look at this as.

00:25:24.699 --> 00:25:25.999
I look at this as a link to

00:25:26.038 --> 00:25:27.778
get the message out because I'm going to

00:25:27.798 --> 00:25:29.019
work with clinics and I go, hey,

00:25:29.039 --> 00:25:30.160
by the way, you work with me.

00:25:30.480 --> 00:25:32.500
You also get almost like the nonclinical

00:25:32.539 --> 00:25:32.940
PT.

00:25:33.180 --> 00:25:34.681
I would have someone I would sub this

00:25:34.800 --> 00:25:34.961
out.

00:25:35.560 --> 00:25:36.942
I would film once a month, right?

00:25:36.961 --> 00:25:38.282
Get your things in once a month.

00:25:38.343 --> 00:25:40.104
I'd film all the things we'd write, film,

00:25:40.163 --> 00:25:40.483
whatever.

00:25:40.704 --> 00:25:42.246
Then I'd hand them off to them up.

00:25:42.746 --> 00:25:44.247
And then I'd say I would add this

00:25:44.287 --> 00:25:46.969
as a service to get the message out.

00:25:47.028 --> 00:25:48.950
The small marketing agency with a big

00:25:48.970 --> 00:25:49.190
mouth.

00:25:49.549 --> 00:25:50.111
Do you know what I mean?

00:25:50.250 --> 00:25:50.891
I agree with you.

00:25:50.951 --> 00:25:51.612
It's one more thing.

00:25:51.852 --> 00:25:52.471
But to be like, hey,

00:25:52.491 --> 00:25:53.553
I'm going to come on site.

00:25:53.613 --> 00:25:55.753
And then I'm also I'll also throw you

00:25:55.773 --> 00:25:57.055
how many job openings you got.

00:25:57.435 --> 00:25:58.816
I'll throw you in the feed and now

00:25:58.856 --> 00:25:59.457
you get exposure.

00:25:59.497 --> 00:26:01.057
It's similar to what Tony was doing with

00:26:01.097 --> 00:26:02.318
that database Web site.

00:26:02.781 --> 00:26:04.423
Yeah.

00:26:04.442 --> 00:26:05.383
What happened with that?

00:26:05.403 --> 00:26:07.384
I don't know.

00:26:07.805 --> 00:26:10.945
I've got a cemetery a mile long of

00:26:11.006 --> 00:26:12.047
dead projects.

00:26:12.446 --> 00:26:14.868
That was totally dead.

00:26:14.929 --> 00:26:16.548
Like it still generates leads.

00:26:16.588 --> 00:26:19.250
And I share those leads out on occasion.

00:26:20.836 --> 00:26:21.457
but it's an error.

00:26:21.477 --> 00:26:22.178
I agree with Dave.

00:26:22.238 --> 00:26:23.819
Like maybe you plant the seed,

00:26:23.839 --> 00:26:24.941
you put it out there,

00:26:25.320 --> 00:26:27.663
but it is not something that is going

00:26:27.683 --> 00:26:29.346
to give you the immediate return.

00:26:29.946 --> 00:26:30.647
I would keep it.

00:26:30.948 --> 00:26:32.990
I would keep it on your primary profile.

00:26:33.010 --> 00:26:33.811
Got it.

00:26:33.832 --> 00:26:33.971
Okay.

00:26:35.477 --> 00:26:36.897
You get a couple of videos that hit

00:26:36.917 --> 00:26:37.758
a million views,

00:26:37.798 --> 00:26:40.219
then maybe you consider branching it.

00:26:40.239 --> 00:26:43.640
And I would say like the right thing

00:26:43.960 --> 00:26:46.361
is you create a dedicated channel,

00:26:46.740 --> 00:26:48.381
but we don't have the resources and we

00:26:48.401 --> 00:26:49.781
don't have the budgets and we don't have

00:26:49.821 --> 00:26:51.082
the moving parts for it.

00:26:51.662 --> 00:26:53.682
I would just keep it on your primary

00:26:53.722 --> 00:26:56.503
feed because it's within the scope of what

00:26:56.544 --> 00:26:58.144
you do and what you're good at.

00:26:58.683 --> 00:27:00.484
It's not completely out of left field.

00:27:01.277 --> 00:27:01.517
Yes.

00:27:01.656 --> 00:27:01.998
Agreed.

00:27:02.057 --> 00:27:02.698
Okay.

00:27:02.758 --> 00:27:04.098
Are we done with this topic before we

00:27:04.118 --> 00:27:04.398
move on?

00:27:04.619 --> 00:27:06.780
I have something for you that I did

00:27:06.800 --> 00:27:07.862
real quick after this, Jimmy,

00:27:07.922 --> 00:27:10.423
I'm going to email or text you our

00:27:10.523 --> 00:27:10.984
PDF,

00:27:11.005 --> 00:27:13.105
the two pager it's called the elite

00:27:13.125 --> 00:27:15.107
clinician opportunity or whatever.

00:27:15.147 --> 00:27:17.249
However I wrapped it and it, and,

00:27:17.410 --> 00:27:17.849
and you're going to,

00:27:17.869 --> 00:27:18.971
I think you're going to like it cause

00:27:18.990 --> 00:27:20.332
it's got two columns on the left.

00:27:20.878 --> 00:27:22.618
features on the right benefits.

00:27:22.659 --> 00:27:24.039
So it's the feature and then here's the

00:27:24.079 --> 00:27:24.420
benefit.

00:27:24.940 --> 00:27:25.799
I think I would be,

00:27:25.900 --> 00:27:28.661
I'd be curious if you read that,

00:27:29.240 --> 00:27:30.401
if totally up to you,

00:27:30.461 --> 00:27:30.861
if you want to,

00:27:30.901 --> 00:27:31.760
if you want to make one of those

00:27:32.840 --> 00:27:33.741
videos like that,

00:27:34.021 --> 00:27:36.481
because then you could say that could be

00:27:36.501 --> 00:27:36.902
a template.

00:27:36.922 --> 00:27:37.981
You can say, Hey owner,

00:27:38.102 --> 00:27:39.643
send me a document like this.

00:27:39.702 --> 00:27:40.702
You don't even have to speak with them.

00:27:41.103 --> 00:27:41.303
You know?

00:27:41.363 --> 00:27:41.482
Yeah.

00:27:41.502 --> 00:27:42.663
You can do it over email, whatever.

00:27:43.042 --> 00:27:44.784
Send me this, like, here's the guide,

00:27:45.084 --> 00:27:46.364
the guard rails of this.

00:27:47.044 --> 00:27:49.326
and maybe that makes your job easier to

00:27:49.586 --> 00:27:51.868
make those videos i will easily do that

00:27:52.089 --> 00:27:53.891
i will easily do that uh i do

00:27:53.911 --> 00:27:55.633
want to make sure we pause for a

00:27:55.732 --> 00:27:59.656
sponsor uh thanks to dry needling for dogs

00:27:59.817 --> 00:28:01.378
because if it works for humans it'll

00:28:01.398 --> 00:28:03.801
probably work for your golden doodle now

00:28:03.902 --> 00:28:05.623
offering mobile canine wait wait hold on

00:28:05.682 --> 00:28:06.604
you gotta you gotta share the script are

00:28:06.624 --> 00:28:07.545
you sure do you have do you have

00:28:07.565 --> 00:28:07.925
a graphic

00:28:08.467 --> 00:28:09.827
Sorry, I apologize.

00:28:10.208 --> 00:28:11.628
Dry needling for dogs,

00:28:11.848 --> 00:28:12.969
because if it works for humans,

00:28:13.009 --> 00:28:14.430
it'll probably work for your golden doodle

00:28:14.450 --> 00:28:15.911
or your, that looks like a lab.

00:28:16.351 --> 00:28:18.172
Now offering mobile canine trigger point

00:28:18.211 --> 00:28:18.672
release,

00:28:19.211 --> 00:28:22.193
we come to your cul-de-sac for your golden

00:28:22.233 --> 00:28:22.733
retriever.

00:28:22.913 --> 00:28:24.414
Dryneedlingfordogs.com.

00:28:24.654 --> 00:28:27.256
All right, let's go to the next topic.

00:28:27.316 --> 00:28:28.616
This popped up this morning.

00:28:28.636 --> 00:28:30.238
I don't even know who runs this Facebook

00:28:30.278 --> 00:28:30.577
group,

00:28:30.637 --> 00:28:33.118
but it's just called physical therapy.

00:28:34.251 --> 00:28:35.173
I also want to highlight,

00:28:35.292 --> 00:28:36.854
don't freaking overthink it.

00:28:36.913 --> 00:28:37.954
What am I going to name this Facebook

00:28:37.994 --> 00:28:38.214
group?

00:28:38.255 --> 00:28:41.438
It's called Physical Therapy.

00:28:41.498 --> 00:28:42.638
Guess who shows up there?

00:28:44.000 --> 00:28:44.740
Don't overthink it.

00:28:45.080 --> 00:28:46.201
Here's what was posted this morning.

00:28:46.221 --> 00:28:47.563
I feel like we need a little Tony

00:28:47.603 --> 00:28:48.903
and Dave like rules.

00:28:49.305 --> 00:28:50.085
This was posted.

00:28:50.184 --> 00:28:52.067
I cut out the name of the clinic.

00:28:53.251 --> 00:28:53.571
Why?

00:28:53.832 --> 00:28:55.712
I don't know.

00:28:57.034 --> 00:28:58.413
It was posted at a clinic, apparently,

00:28:58.433 --> 00:28:59.413
and someone took a picture of it.

00:28:59.513 --> 00:29:00.595
And I'll read it for the audience.

00:29:00.654 --> 00:29:01.355
It said, attention,

00:29:01.494 --> 00:29:03.155
all of Martha's patients.

00:29:03.655 --> 00:29:05.017
Martha is the name of the therapist,

00:29:05.116 --> 00:29:05.977
not the name of the clinic.

00:29:06.517 --> 00:29:07.017
So clearly,

00:29:07.076 --> 00:29:08.897
this is just for Martha's patient,

00:29:09.377 --> 00:29:10.739
because we've all been to these clinics

00:29:10.759 --> 00:29:11.118
before.

00:29:11.638 --> 00:29:13.099
You have a bunch of clinician and then

00:29:13.140 --> 00:29:14.381
there's that one who's like,

00:29:14.661 --> 00:29:17.063
I'm the Yoda and I am worth forty

00:29:17.123 --> 00:29:17.983
seven percent more.

00:29:18.344 --> 00:29:20.164
So attention all Martha's patients

00:29:20.204 --> 00:29:22.826
beginning January one due to the stagnant

00:29:22.926 --> 00:29:24.708
and sometimes declining reimbursement

00:29:24.748 --> 00:29:25.949
rates from insurance companies,

00:29:26.009 --> 00:29:28.750
it has become imperative for more more

00:29:29.411 --> 00:29:31.432
That's a practice name that you left in.

00:29:32.932 --> 00:29:34.994
To begin more physical therapy.

00:29:35.335 --> 00:29:36.675
Honestly, if you think about it,

00:29:36.935 --> 00:29:38.297
if this thing is called more,

00:29:38.376 --> 00:29:40.077
if your clinic is called more physical

00:29:40.137 --> 00:29:41.599
therapy, that's brilliant.

00:29:41.680 --> 00:29:42.380
What do you need?

00:29:42.579 --> 00:29:43.740
More physical therapy.

00:29:44.040 --> 00:29:45.342
You sure had a lot of it.

00:29:45.481 --> 00:29:46.262
You need more.

00:29:46.663 --> 00:29:49.224
Go get more physical therapy.

00:29:49.825 --> 00:29:52.027
It's been perfect for more to begin

00:29:52.067 --> 00:29:54.608
charging an experienced clinician fee for

00:29:54.628 --> 00:29:56.911
those patients who wish to have Martha be

00:29:56.931 --> 00:29:57.912
their physical therapist.

00:29:57.951 --> 00:29:59.874
The fee will be fifteen dollars per visit.

00:29:59.894 --> 00:30:00.815
So, again,

00:30:00.855 --> 00:30:02.175
I already hear Tony and Dave in my

00:30:02.195 --> 00:30:04.077
ear going, why bother charging fifteen?

00:30:04.377 --> 00:30:05.078
Charge a hundred.

00:30:05.239 --> 00:30:07.160
Like, don't piss people off,

00:30:07.500 --> 00:30:08.862
piss them off and make the juice worth

00:30:08.882 --> 00:30:09.221
the squeeze.

00:30:09.461 --> 00:30:10.803
The fee will be fifteen dollars per visit

00:30:10.843 --> 00:30:11.703
due at the time of service.

00:30:11.763 --> 00:30:13.205
It's separate from any copays or insurance

00:30:13.246 --> 00:30:13.705
reimbursement.

00:30:14.061 --> 00:30:15.564
and is not billable to your insurance

00:30:15.584 --> 00:30:15.903
company.

00:30:16.204 --> 00:30:18.007
Martha has extensive experience.

00:30:18.047 --> 00:30:19.808
She is a crass woman as a physical

00:30:19.828 --> 00:30:21.150
therapist and dedicated her life to the

00:30:21.171 --> 00:30:22.692
fields of hands-on physical therapy and

00:30:22.751 --> 00:30:24.493
exercise so she may maximize her healing

00:30:24.513 --> 00:30:25.095
potential for you.

00:30:25.878 --> 00:30:26.878
Try to read this all in one breath.

00:30:26.940 --> 00:30:28.240
We apologize for the inconvenience.

00:30:28.339 --> 00:30:28.961
No, you don't.

00:30:29.020 --> 00:30:30.240
You just explained why it's not an

00:30:30.260 --> 00:30:30.701
inconvenience.

00:30:30.721 --> 00:30:31.882
It's a necessity, but keep going.

00:30:31.922 --> 00:30:32.541
This may cause,

00:30:32.582 --> 00:30:34.063
but rising costs everywhere has played a

00:30:34.103 --> 00:30:34.702
role in making,

00:30:34.883 --> 00:30:36.663
stop over explaining the thing.

00:30:37.065 --> 00:30:38.505
It's going to cost you to see Martha.

00:30:38.625 --> 00:30:38.924
Why?

00:30:38.944 --> 00:30:40.125
Because I know you want her.

00:30:40.526 --> 00:30:41.767
We thank you for your understanding.

00:30:41.886 --> 00:30:43.028
You're assuming I'm understanding.

00:30:43.567 --> 00:30:44.708
Martha looks forward to giving you the

00:30:44.748 --> 00:30:46.568
best she has to offer.

00:30:46.588 --> 00:30:49.411
So like first, lawyer-y.

00:30:49.490 --> 00:30:50.131
Is this legal?

00:30:50.171 --> 00:30:50.830
Can you do this?

00:30:51.912 --> 00:30:52.791
I don't know how laws work.

00:30:52.811 --> 00:30:53.853
Tony, Tony, Tony.

00:30:54.874 --> 00:30:57.256
Um, you could not read like,

00:30:57.596 --> 00:30:59.356
and I don't know the payer contracts and

00:30:59.396 --> 00:30:59.616
stuff.

00:30:59.678 --> 00:31:01.278
But from a Medicare perspective,

00:31:01.318 --> 00:31:03.660
you can't force a Medicare beneficiary to

00:31:03.700 --> 00:31:06.221
pay more to see a provider.

00:31:07.442 --> 00:31:07.803
You know,

00:31:07.843 --> 00:31:09.564
there's always going to be ways to make

00:31:09.604 --> 00:31:10.724
something like this work.

00:31:10.984 --> 00:31:12.105
You just got to figure it out.

00:31:12.967 --> 00:31:13.247
Yes.

00:31:13.587 --> 00:31:13.948
All right.

00:31:13.968 --> 00:31:17.412
So thoughts on this besides more physical

00:31:17.451 --> 00:31:19.354
therapy or I posted the other day.

00:31:19.673 --> 00:31:20.815
Here's here's a marketing hack.

00:31:21.316 --> 00:31:22.817
Change the name of your clinic right now.

00:31:23.178 --> 00:31:25.299
Change the whole thing to physical therapy

00:31:26.280 --> 00:31:26.882
near me.

00:31:28.557 --> 00:31:29.577
Because when someone Googles it,

00:31:29.678 --> 00:31:30.338
all right, no, I'm only kidding.

00:31:30.358 --> 00:31:30.919
All right,

00:31:30.959 --> 00:31:32.940
so when you see the thing about Martha,

00:31:33.180 --> 00:31:34.039
where's your head go?

00:31:34.079 --> 00:31:35.780
This screamed Tony and Dave to me when

00:31:35.820 --> 00:31:36.701
I saw it while I was laying in

00:31:36.740 --> 00:31:37.281
bed scrolling.

00:31:38.301 --> 00:31:39.082
You already said it.

00:31:40.442 --> 00:31:44.105
Adding a fifteen dollar charge is like so

00:31:44.144 --> 00:31:44.825
ridiculous.

00:31:44.924 --> 00:31:47.346
Like one fifty, a hundred, like you said,

00:31:47.465 --> 00:31:48.546
like, come on, like,

00:31:48.646 --> 00:31:50.047
like make it worth it.

00:31:51.048 --> 00:31:51.847
Fifteen dollars.

00:31:53.826 --> 00:31:55.267
Ben says if you want Ben to wear

00:31:55.307 --> 00:31:56.367
deodorant while he's treating you,

00:31:56.528 --> 00:31:57.990
it's another fifteen dollars per session.

00:31:58.109 --> 00:32:01.152
Stop nickel and diming people.

00:32:02.593 --> 00:32:04.055
Stop nickel and diming people.

00:32:04.434 --> 00:32:05.236
Like, don't do it.

00:32:06.916 --> 00:32:07.217
You know,

00:32:07.237 --> 00:32:08.979
I bet if you paid Ben fifty bucks,

00:32:09.019 --> 00:32:10.480
he would not wear deodorant.

00:32:10.500 --> 00:32:11.800
You might get a different clientele.

00:32:11.881 --> 00:32:15.884
Oh, although hold on.

00:32:15.944 --> 00:32:16.826
Drowning for dogs.

00:32:16.865 --> 00:32:18.747
David from SME says you'd be surprised how

00:32:18.767 --> 00:32:19.488
many needles we sell.

00:32:19.928 --> 00:32:20.888
So I made a fake commercial.

00:32:20.909 --> 00:32:21.849
That's a real commercial.

00:32:23.557 --> 00:32:26.280
I guarantee there are people dry needling

00:32:26.320 --> 00:32:27.522
dogs, horses.

00:32:27.643 --> 00:32:29.125
I mean, the chiropractic,

00:32:29.346 --> 00:32:31.548
animal chiropractic channels are huge.

00:32:33.007 --> 00:32:35.229
And all the dogs say that the needles

00:32:35.249 --> 00:32:35.789
feel great.

00:32:36.089 --> 00:32:37.810
They tell you that it feels great.

00:32:37.830 --> 00:32:39.093
There was a missed opportunity.

00:32:39.212 --> 00:32:40.273
I should have done a review.

00:32:41.213 --> 00:32:42.915
Jasper, the golden retriever, said, oh,

00:32:42.935 --> 00:32:45.577
whoa, whoa.

00:32:45.597 --> 00:32:46.199
Got a link for dogs.

00:32:46.239 --> 00:32:47.961
Got a link for dogs.com.

00:32:47.980 --> 00:32:48.540
That's what I said.

00:32:48.560 --> 00:32:48.961
There you go.

00:32:49.000 --> 00:32:50.202
There you go.

00:32:50.282 --> 00:32:50.782
I missed that.

00:32:50.803 --> 00:32:52.243
I left the ball on the one-yard line.

00:32:53.865 --> 00:32:54.105
Yeah,

00:32:54.125 --> 00:32:55.928
so anything we want to add to Martha?

00:32:56.416 --> 00:32:56.757
Well,

00:32:56.938 --> 00:32:58.858
I just got another message from somebody a

00:32:58.898 --> 00:33:00.760
day or two ago asking, like,

00:33:01.221 --> 00:33:02.482
how can I do this?

00:33:02.502 --> 00:33:04.203
Can I charge a concierge fee?

00:33:04.223 --> 00:33:04.884
Can I you know,

00:33:05.045 --> 00:33:07.487
what what do I do to make the

00:33:07.727 --> 00:33:10.049
delivering services affordable,

00:33:10.769 --> 00:33:12.090
not affordable for the patient,

00:33:12.111 --> 00:33:13.313
affordable for the therapist?

00:33:13.333 --> 00:33:15.515
Like the therapist can't afford to deliver

00:33:15.555 --> 00:33:17.817
services at the Medicare rates.

00:33:18.356 --> 00:33:21.421
And so this is where the main guideline

00:33:21.441 --> 00:33:23.124
to understand is if you're going to be

00:33:23.144 --> 00:33:24.586
a contract to Medicare provider,

00:33:24.625 --> 00:33:27.028
you can't require patients to pay for

00:33:27.068 --> 00:33:30.012
things beyond what Medicare covers.

00:33:30.913 --> 00:33:32.056
You can't require it,

00:33:32.096 --> 00:33:33.698
but it doesn't mean you can't offer it.

00:33:33.718 --> 00:33:34.419
And so this is where- Wait,

00:33:34.439 --> 00:33:35.039
what does that mean?

00:33:37.185 --> 00:33:41.367
I can't say every Medicare patient has to

00:33:41.468 --> 00:33:43.930
buy my membership or I won't see them,

00:33:44.430 --> 00:33:45.390
but I could say, Hey,

00:33:45.451 --> 00:33:46.550
Medicare beneficiary,

00:33:46.590 --> 00:33:47.932
we're contracted with Medicare.

00:33:48.031 --> 00:33:49.011
If you would like,

00:33:49.413 --> 00:33:51.193
you could join my membership.

00:33:51.534 --> 00:33:53.914
My membership is an extra hundred and

00:33:53.954 --> 00:33:55.875
fifty, three hundred dollars a month.

00:33:56.415 --> 00:33:58.477
It includes these amenities that are not

00:33:58.517 --> 00:33:59.738
covered by Medicare.

00:34:00.258 --> 00:34:01.679
You're not required to do it,

00:34:02.019 --> 00:34:03.720
but it is optional for you to do

00:34:03.759 --> 00:34:03.839
it.

00:34:03.859 --> 00:34:05.260
You know what I mean?

00:34:06.051 --> 00:34:07.073
Go ahead.

00:34:07.093 --> 00:34:08.492
Ben's saying he has an amazing story and

00:34:08.512 --> 00:34:09.094
he has to tell it.

00:34:09.213 --> 00:34:10.134
Ben, if you have a cell phone,

00:34:10.434 --> 00:34:11.735
there's no way Jimmy McKay would put his

00:34:11.894 --> 00:34:13.496
actual cell phone number on the screen.

00:34:14.056 --> 00:34:15.137
Oh, yes, he does, folks.

00:34:15.177 --> 00:34:15.516
Yes, he does.

00:34:16.257 --> 00:34:17.759
There's no way he would say he would

00:34:17.778 --> 00:34:19.079
put on the screen eight, four, five,

00:34:19.119 --> 00:34:20.400
three, one, three, one, nine, one, one.

00:34:20.420 --> 00:34:22.902
There's no possible way Jimmy McKay would

00:34:23.001 --> 00:34:23.262
ever,

00:34:23.822 --> 00:34:26.384
ever do that on a live stream for

00:34:26.423 --> 00:34:26.704
physical.

00:34:26.724 --> 00:34:28.744
So the dollar amount,

00:34:28.784 --> 00:34:30.965
the difference for an experienced

00:34:31.005 --> 00:34:33.307
clinician versus like a new grad or

00:34:33.347 --> 00:34:33.887
whatever, like,

00:34:34.784 --> 00:34:35.764
It happens everywhere else.

00:34:35.804 --> 00:34:37.445
It happens in law firms with tiered

00:34:37.485 --> 00:34:39.387
pricing and our partner is more expensive

00:34:39.447 --> 00:34:41.487
and an associate or junior partner or,

00:34:41.989 --> 00:34:43.650
you know, new lawyer,

00:34:43.690 --> 00:34:46.331
new attorney is a lower billable rate.

00:34:46.612 --> 00:34:48.733
It's same thing in accounting firms and

00:34:49.193 --> 00:34:50.974
probably consultancies and all that.

00:34:50.994 --> 00:34:53.215
So like the fact that it can't be

00:34:53.235 --> 00:34:54.737
done in healthcare is just ridiculous,

00:34:54.797 --> 00:34:57.438
especially when payment reimbursement has

00:34:57.478 --> 00:34:58.219
not increased.

00:34:58.802 --> 00:34:59.764
And it stays the same.

00:34:59.784 --> 00:35:01.244
And in many cases now it's being cut.

00:35:01.324 --> 00:35:04.806
So it literally does not make sense why

00:35:05.286 --> 00:35:06.065
this is not allowed.

00:35:06.146 --> 00:35:06.927
It should be allowed.

00:35:07.407 --> 00:35:07.947
It should be,

00:35:08.306 --> 00:35:10.047
I believe it should be like, Hey,

00:35:10.588 --> 00:35:11.869
Medicare will pay a hundred bucks a visit

00:35:11.909 --> 00:35:12.829
for a four unit visit.

00:35:13.128 --> 00:35:14.630
But then if I wanted to,

00:35:14.769 --> 00:35:15.851
I could on the phone,

00:35:15.871 --> 00:35:16.931
I could say that I should be able

00:35:16.951 --> 00:35:18.492
to say to a Medicare beneficiary, Hey,

00:35:19.331 --> 00:35:20.952
our, you know, we charge three hundred,

00:35:20.972 --> 00:35:22.373
we charge three fifty a visit, whatever.

00:35:22.474 --> 00:35:23.514
So we'll bill Medicare.

00:35:23.534 --> 00:35:24.994
We'll make a hundred bucks off Medicare.

00:35:25.514 --> 00:35:27.615
And your cost is two fifty per visit.

00:35:28.365 --> 00:35:32.248
And if you didn't have Medicare and you

00:35:32.289 --> 00:35:33.550
had, you know, Medicaid,

00:35:33.590 --> 00:35:34.550
if we didn't take Medicaid,

00:35:34.570 --> 00:35:35.831
then your cost per visit would be three

00:35:35.871 --> 00:35:36.132
fifty.

00:35:36.152 --> 00:35:36.753
So either way,

00:35:36.853 --> 00:35:38.715
we want to make three fifty a visit

00:35:38.735 --> 00:35:39.195
or whatever.

00:35:39.436 --> 00:35:41.516
The fact that this can't be done when

00:35:41.838 --> 00:35:43.478
the payment reimbursement is not keeping

00:35:43.518 --> 00:35:45.159
up with inflation and cost of living and

00:35:45.179 --> 00:35:46.802
all that is ridiculous.

00:35:47.369 --> 00:35:49.449
Well, let's clarify for a minute, though.

00:35:49.489 --> 00:35:51.170
When you say it can't be done,

00:35:51.811 --> 00:35:54.753
it's the payer who is saying you can't

00:35:54.793 --> 00:35:55.152
do that.

00:35:55.172 --> 00:35:56.373
It's not that it can't be done.

00:35:56.893 --> 00:35:59.795
It's that we voluntarily agreed to this

00:35:59.974 --> 00:36:00.715
contract.

00:36:01.376 --> 00:36:03.277
Dave and I, if we're working together,

00:36:03.336 --> 00:36:05.237
let's say I hire Dave to go treat

00:36:05.257 --> 00:36:06.478
patients in New York.

00:36:07.278 --> 00:36:08.561
I would tell Dave, hey,

00:36:08.942 --> 00:36:11.344
I am selling the visit.

00:36:11.846 --> 00:36:13.467
This is what the visit's going to be.

00:36:13.668 --> 00:36:15.190
This is what I expect you to do.

00:36:15.851 --> 00:36:17.713
I would not, as your employer,

00:36:18.074 --> 00:36:20.057
I would not want you to go charge

00:36:20.097 --> 00:36:22.380
that patient in addition to what I'm

00:36:22.420 --> 00:36:23.262
already charging.

00:36:24.407 --> 00:36:26.228
That's what we're saying here from the

00:36:26.349 --> 00:36:28.268
payer contract to the therapist.

00:36:28.829 --> 00:36:31.050
The insurance company is saying, hey,

00:36:31.309 --> 00:36:33.269
you're not allowed to charge more than

00:36:33.750 --> 00:36:35.050
I've agreed to pay.

00:36:35.731 --> 00:36:37.550
And so I totally understand it from the

00:36:37.610 --> 00:36:39.331
insurance company side.

00:36:40.492 --> 00:36:42.492
Nobody would allow something like that to

00:36:42.532 --> 00:36:42.833
happen.

00:36:42.853 --> 00:36:45.233
Therapists don't want to understand you

00:36:45.273 --> 00:36:47.114
are working for the insurance company.

00:36:47.614 --> 00:36:49.916
Whether it's an employee or an independent

00:36:49.956 --> 00:36:51.077
contractor, whatever,

00:36:51.237 --> 00:36:53.740
you are working for the insurance company,

00:36:53.860 --> 00:36:54.641
not the patient.

00:36:55.302 --> 00:36:57.826
You cannot do things that the insurance

00:36:57.846 --> 00:36:59.947
company didn't hire you to do.

00:37:01.405 --> 00:37:03.347
And once we kind of wrap our heads,

00:37:03.527 --> 00:37:05.969
I think therapists in two thousand twenty

00:37:06.009 --> 00:37:08.771
five are still thinking, oh,

00:37:08.831 --> 00:37:11.512
the insurance company is paying me for the

00:37:11.592 --> 00:37:12.114
services.

00:37:12.213 --> 00:37:12.353
No,

00:37:12.393 --> 00:37:14.295
you are working for the insurance company.

00:37:14.615 --> 00:37:15.876
You get a ten ninety nine at the

00:37:15.936 --> 00:37:16.416
end of the year,

00:37:16.456 --> 00:37:18.119
just like every other contractor does.

00:37:18.458 --> 00:37:19.980
You have specific guidelines,

00:37:20.141 --> 00:37:22.481
regulations you have to abide with if you

00:37:22.501 --> 00:37:24.184
want that insurance company to pay you.

00:37:24.684 --> 00:37:26.686
The patient has nothing to do with it.

00:37:27.849 --> 00:37:31.411
Yeah, Mr. Devap says, yeah, Dave, I wanna,

00:37:31.751 --> 00:37:32.530
yes, set your rate,

00:37:32.592 --> 00:37:34.771
payer sets their reimbursement and allow

00:37:34.811 --> 00:37:36.793
patients to meet the gap if they want

00:37:37.012 --> 00:37:37.353
that.

00:37:37.813 --> 00:37:39.753
Yes, this is what I want,

00:37:39.793 --> 00:37:41.414
but Tony is saying I cannot have my

00:37:41.454 --> 00:37:42.235
cake and eat it too.

00:37:42.894 --> 00:37:44.074
Yeah, it's what you want,

00:37:44.094 --> 00:37:45.074
it's what we all want,

00:37:45.155 --> 00:37:47.016
but we don't agree to that when we

00:37:47.056 --> 00:37:47.936
sign the contract.

00:37:47.956 --> 00:37:49.817
When we sign the contract, we say,

00:37:50.376 --> 00:37:52.958
I will deliver these procedure codes.

00:37:52.978 --> 00:37:54.217
Is that Ben?

00:37:54.277 --> 00:37:55.818
I don't know, somebody calling.

00:37:57.018 --> 00:37:58.900
Hello, you're live on the air.

00:37:58.940 --> 00:38:03.744
Live on the air.

00:38:04.125 --> 00:38:04.965
Yes, there you go.

00:38:05.005 --> 00:38:05.465
You can't hear it.

00:38:05.485 --> 00:38:06.827
All right, I can hear it.

00:38:06.847 --> 00:38:08.108
We'll work on the audio while you guys

00:38:08.128 --> 00:38:08.547
can't hear.

00:38:08.608 --> 00:38:09.809
All right, Ben, I'm assuming.

00:38:11.690 --> 00:38:14.773
Put up to the mic.

00:38:14.873 --> 00:38:16.434
Oh, man, this is supposed to be working.

00:38:16.514 --> 00:38:17.096
I'll work on this.

00:38:17.115 --> 00:38:18.577
But Ben, real quick, and I'll reiterate,

00:38:18.617 --> 00:38:19.697
you said you had a story with dry

00:38:19.717 --> 00:38:20.559
needling and dogs.

00:38:28.231 --> 00:38:29.251
Jimmy's listening,

00:38:29.311 --> 00:38:30.733
and he's going to tell us what Ben's

00:38:30.773 --> 00:38:31.215
saying.

00:38:31.614 --> 00:38:32.456
Yeah.

00:38:32.476 --> 00:38:35.519
You got a dog pinched neck in the

00:38:35.559 --> 00:38:35.980
neck.

00:38:36.099 --> 00:38:36.360
Uh-huh.

00:38:41.518 --> 00:38:42.159
For the record,

00:38:42.179 --> 00:38:43.599
while Jimmy's getting the story,

00:38:44.079 --> 00:38:45.860
my dog just pulled up.

00:38:45.920 --> 00:38:46.742
My wife brought him in.

00:38:46.762 --> 00:38:50.483
All right, Ben, I'll call you back, man.

00:38:50.523 --> 00:38:52.284
He hired dry needling for dogs,

00:38:52.324 --> 00:38:52.804
essentially.

00:38:52.985 --> 00:38:54.425
The fake thing is a real thing.

00:38:54.606 --> 00:38:55.346
So I parried it.

00:38:56.226 --> 00:38:57.226
I just played my thing.

00:38:57.246 --> 00:38:58.347
I made a fake thing for a real

00:38:58.447 --> 00:38:58.628
thing.

00:38:58.768 --> 00:39:01.590
Sorry about that, Ben.

00:39:01.630 --> 00:39:02.269
I'll work on the audio.

00:39:02.309 --> 00:39:03.351
I thought that was going to work real

00:39:03.371 --> 00:39:03.530
well.

00:39:05.411 --> 00:39:05.751
Yes.

00:39:06.012 --> 00:39:07.072
Oh, that's Dan Vapney.

00:39:07.132 --> 00:39:09.373
Oh, hey, what's up, Dan?

00:39:10.416 --> 00:39:11.356
Oh, deep apps.

00:39:12.137 --> 00:39:13.358
So it's already a thing.

00:39:14.059 --> 00:39:16.420
So think of the most ridiculous thing and

00:39:16.460 --> 00:39:17.121
then Google it.

00:39:17.141 --> 00:39:17.842
It's already a thing.

00:39:17.862 --> 00:39:19.204
That's how the internet works.

00:39:19.523 --> 00:39:20.744
Most ridiculous thing.

00:39:21.025 --> 00:39:22.365
I'm going to pick up a stranger and

00:39:22.405 --> 00:39:24.487
drive them home drunk from the bar.

00:39:24.507 --> 00:39:24.867
That's insane.

00:39:25.329 --> 00:39:26.329
Most ridiculous thing.

00:39:26.710 --> 00:39:28.311
I'm going to let a stranger sleep in

00:39:28.351 --> 00:39:30.813
my house.

00:39:30.853 --> 00:39:32.114
That is the craziest thing.

00:39:33.255 --> 00:39:34.396
Can I tell you a story?

00:39:35.197 --> 00:39:37.259
i'll tell you guys it has to do

00:39:37.278 --> 00:39:39.780
with i was in pt school and uber

00:39:39.820 --> 00:39:41.302
had run had come out with a feature

00:39:41.583 --> 00:39:43.405
but i was intoxicated that's why that's

00:39:43.465 --> 00:39:44.766
most of the time while i'm using uber

00:39:45.085 --> 00:39:46.788
so i just hit get car right i

00:39:46.807 --> 00:39:48.989
want to go home jimmy won't go sleepy

00:39:49.409 --> 00:39:51.010
and i get in the car in the

00:39:51.050 --> 00:39:53.032
back seat i'm in dc and then i

00:39:53.072 --> 00:39:54.554
really close the door and i realize i

00:39:54.594 --> 00:39:56.596
turn on my left real slow and there's

00:39:56.615 --> 00:39:58.438
a woman sitting there in the back seat

00:39:58.458 --> 00:39:59.679
i'm like hey

00:40:00.639 --> 00:40:01.920
I was like, I'm so sorry,

00:40:01.940 --> 00:40:02.621
I got in the wrong Uber.

00:40:02.681 --> 00:40:03.802
And the guy was like, no,

00:40:03.961 --> 00:40:05.141
it's like when they did ride share.

00:40:05.242 --> 00:40:07.043
The pool, the pool, or yeah, ride share.

00:40:07.083 --> 00:40:09.043
And I'm like, yeah, no, I knew that.

00:40:09.103 --> 00:40:10.184
I'm like trying to play it, whatever,

00:40:10.224 --> 00:40:10.784
whatever.

00:40:11.226 --> 00:40:11.945
Next thing you know,

00:40:13.487 --> 00:40:14.547
got a new phone number in my,

00:40:15.128 --> 00:40:16.387
because it was a, I was like,

00:40:16.427 --> 00:40:17.449
this is speed dating.

00:40:18.396 --> 00:40:20.898
um the person was a crazy person it

00:40:20.918 --> 00:40:22.777
you know long story short person i'll tell

00:40:22.797 --> 00:40:23.697
you guys the rest of the story off

00:40:23.717 --> 00:40:25.719
the air person was a crazy person but

00:40:25.798 --> 00:40:27.338
now you're stuck with that which is i

00:40:27.358 --> 00:40:28.719
don't know if they do that anymore but

00:40:28.820 --> 00:40:31.360
i make sure now i don't just blindly

00:40:31.400 --> 00:40:33.121
hit like accept or whatever you shouldn't

00:40:33.280 --> 00:40:35.121
you should be doing that um all right

00:40:35.141 --> 00:40:38.581
so martha good luck to you um uh

00:40:38.621 --> 00:40:39.862
what else oh i have a we have

00:40:39.882 --> 00:40:40.943
a new uh segment

00:40:41.873 --> 00:40:44.155
which is called the mailbag.

00:40:44.416 --> 00:40:45.498
You guys ready to do mailbag?

00:40:45.958 --> 00:40:46.418
Let's do it.

00:40:46.858 --> 00:40:47.579
So we got a DM.

00:40:47.960 --> 00:40:49.141
We asked about this two weeks ago,

00:40:49.581 --> 00:40:52.304
and Marcus decided to follow up.

00:40:52.364 --> 00:40:53.865
Marcus says he's a cash-based physical

00:40:53.905 --> 00:40:54.927
therapist in San Diego.

00:40:56.027 --> 00:40:57.028
He said, I'm booked solid,

00:40:57.048 --> 00:40:58.289
but my bank account says otherwise.

00:40:58.349 --> 00:40:59.710
Guys, I've been solo for two years.

00:40:59.771 --> 00:41:00.152
I'm full.

00:41:00.192 --> 00:41:01.052
Referrals are steady.

00:41:01.172 --> 00:41:01.913
I feel busy,

00:41:02.474 --> 00:41:04.215
but I still can't get ahead financially.

00:41:05.114 --> 00:41:06.554
Where do I start to look to figure

00:41:06.614 --> 00:41:07.356
out what's broken?

00:41:07.476 --> 00:41:09.097
This is starting to feel like a trap

00:41:09.137 --> 00:41:09.838
and a hamster wheel.

00:41:10.077 --> 00:41:10.777
He's booked.

00:41:11.418 --> 00:41:12.179
What's the problem?

00:41:12.380 --> 00:41:12.559
I mean,

00:41:12.579 --> 00:41:13.701
you don't have a lot of information to

00:41:13.740 --> 00:41:14.021
work with.

00:41:14.061 --> 00:41:15.101
Thank you for trusting me.

00:41:15.222 --> 00:41:15.942
We have enough.

00:41:16.021 --> 00:41:16.483
We have enough.

00:41:16.882 --> 00:41:17.362
Do you really?

00:41:17.523 --> 00:41:17.903
I don't know.

00:41:18.103 --> 00:41:18.724
I don't know what to do.

00:41:19.364 --> 00:41:19.824
Charge more?

00:41:20.793 --> 00:41:21.434
What's your cost?

00:41:21.695 --> 00:41:24.456
Be Dave Ramsey, spend more than you make.

00:41:24.516 --> 00:41:25.978
Yeah, exactly.

00:41:26.338 --> 00:41:28.280
What's his overhead and what are his

00:41:28.340 --> 00:41:28.641
rates?

00:41:28.681 --> 00:41:30.121
And he's probably not selling packages.

00:41:31.443 --> 00:41:32.943
But yeah,

00:41:33.023 --> 00:41:34.885
if your book's solid and you don't have

00:41:34.905 --> 00:41:35.847
enough money to live on,

00:41:35.947 --> 00:41:36.807
either your overhead,

00:41:36.827 --> 00:41:37.807
you're spending too much,

00:41:38.108 --> 00:41:40.170
you're at a big fancy place and your

00:41:40.230 --> 00:41:41.831
overhead is too expensive based off of

00:41:41.851 --> 00:41:42.753
whatever your rates are.

00:41:44.153 --> 00:41:45.554
So it kind of comes down to rates.

00:41:45.574 --> 00:41:47.617
Like is he charging, you said California?

00:41:47.637 --> 00:41:48.577
San Diego.

00:41:48.597 --> 00:41:48.978
San Diego.

00:41:49.713 --> 00:41:50.112
San Diego.

00:41:50.193 --> 00:41:50.634
Yeah.

00:41:50.653 --> 00:41:51.893
So, I mean, he's got to be,

00:41:52.014 --> 00:41:54.056
I mean, at least one hundred fifty,

00:41:54.096 --> 00:41:55.217
two hundred or something to visit.

00:41:55.277 --> 00:41:57.878
I'm assuming he's got to be.

00:41:57.918 --> 00:41:58.958
And if he's not like that,

00:41:59.018 --> 00:41:59.800
that's definitely a problem.

00:41:59.820 --> 00:41:59.860
OK.

00:41:59.880 --> 00:42:00.079
Didn't say.

00:42:00.099 --> 00:42:03.322
But we'll we'll figure that out.

00:42:04.061 --> 00:42:04.862
Yeah.

00:42:04.882 --> 00:42:06.804
Every every consultant on the face of the

00:42:06.824 --> 00:42:08.385
planet is going to say,

00:42:08.985 --> 00:42:10.045
if you're booked solid,

00:42:10.106 --> 00:42:11.527
you're charging too little.

00:42:12.027 --> 00:42:12.768
Period.

00:42:12.807 --> 00:42:14.728
It doesn't even matter if you're booked

00:42:14.869 --> 00:42:16.309
solid, you're charging too little.

00:42:16.329 --> 00:42:18.030
You should be at like a seventy five,

00:42:18.070 --> 00:42:18.791
eighty percent.

00:42:19.913 --> 00:42:21.434
If you start raising rates,

00:42:21.454 --> 00:42:22.534
people will drop off.

00:42:22.554 --> 00:42:24.356
That's exactly what's supposed to happen.

00:42:24.856 --> 00:42:27.057
The fact that you have a full schedule.

00:42:27.097 --> 00:42:28.318
Now, we don't know,

00:42:28.400 --> 00:42:29.920
is the full schedule of twenty hours a

00:42:29.960 --> 00:42:30.240
week?

00:42:30.721 --> 00:42:31.342
Maybe it is.

00:42:31.442 --> 00:42:32.742
I talked to therapists who are like,

00:42:32.963 --> 00:42:33.623
I'm so busy.

00:42:33.664 --> 00:42:34.485
I'm working twenty.

00:42:34.945 --> 00:42:36.485
I'll do twenty hours, you know,

00:42:36.585 --> 00:42:37.507
in two days.

00:42:37.547 --> 00:42:38.088
Good point.

00:42:38.188 --> 00:42:38.708
Good point.

00:42:40.690 --> 00:42:40.989
Yeah.

00:42:41.050 --> 00:42:42.731
So so context is important.

00:42:42.791 --> 00:42:44.652
But yeah, most likely charging too little.

00:42:45.213 --> 00:42:47.175
I have a sound effect for this.

00:42:47.235 --> 00:42:48.617
I'll upload it for next episode.

00:42:49.177 --> 00:42:50.699
Ben says move away from San Diego if

00:42:50.719 --> 00:42:51.820
you want to see your bank account grow.

00:42:52.019 --> 00:42:52.639
Marcus, good luck.

00:42:52.780 --> 00:42:53.481
I hope that was helpful.

00:42:53.561 --> 00:42:53.800
Also,

00:42:54.621 --> 00:42:56.523
email all your past customers after you

00:42:56.563 --> 00:42:58.324
raise your rate and say we're actually

00:42:58.364 --> 00:42:59.266
adding new value.

00:42:59.445 --> 00:43:00.106
It's at this rate.

00:43:00.246 --> 00:43:01.867
I can't wait to see you again.

00:43:02.168 --> 00:43:03.829
You're welcome, Marcus.

00:43:03.909 --> 00:43:05.331
Clara is in Ohio.

00:43:06.311 --> 00:43:06.931
Tony's in Ohio.

00:43:07.211 --> 00:43:08.132
Hey, PT Breakfast Club.

00:43:08.172 --> 00:43:08.672
Love the show.

00:43:09.634 --> 00:43:10.375
I want to stop right there.

00:43:11.282 --> 00:43:13.244
thank you clara shout out claire thank you

00:43:13.684 --> 00:43:15.606
quick question i keep hearing about and

00:43:15.626 --> 00:43:17.126
she uses big air quotes and capital

00:43:17.146 --> 00:43:18.608
letters i keep hearing about growing

00:43:18.648 --> 00:43:21.550
through leverage instead of hiring what

00:43:21.570 --> 00:43:23.791
does that mean i don't understand what

00:43:23.811 --> 00:43:25.072
does that look like for a clinic can

00:43:25.112 --> 00:43:27.153
i really grow revenue without just burning

00:43:27.193 --> 00:43:29.534
out my team or adding more full-time staff

00:43:29.635 --> 00:43:31.677
what does growing with leverage mean i

00:43:31.697 --> 00:43:33.277
don't know that i know this is a

00:43:33.318 --> 00:43:34.739
jargon term that i probably understand the

00:43:34.778 --> 00:43:36.380
concept but not the words

00:43:37.889 --> 00:43:38.710
I'll take a shot.

00:43:39.230 --> 00:43:40.311
And then I want to hear what Dave's

00:43:40.331 --> 00:43:40.690
thinking.

00:43:40.951 --> 00:43:43.731
I would say let leverages anytime,

00:43:43.992 --> 00:43:46.373
you know, quote, you have a longer lever.

00:43:46.474 --> 00:43:48.114
So like I go into the clinic,

00:43:48.335 --> 00:43:49.454
I treat for an hour,

00:43:49.556 --> 00:43:50.715
I get paid for an hour.

00:43:51.295 --> 00:43:52.177
That's one to one.

00:43:52.757 --> 00:43:54.398
I want something that gives me three to

00:43:54.538 --> 00:43:55.398
one, five to one,

00:43:55.579 --> 00:43:57.320
ten to one value on that.

00:43:57.380 --> 00:43:58.400
So how do I do that?

00:43:58.460 --> 00:43:59.121
Technology.

00:43:59.900 --> 00:44:01.681
I show I show people in my zero

00:44:01.702 --> 00:44:02.001
to pay it.

00:44:02.041 --> 00:44:02.581
I'm like, look,

00:44:02.922 --> 00:44:04.603
you want to be a mobile therapist.

00:44:05.023 --> 00:44:06.983
Go to the patient's home on Monday.

00:44:07.423 --> 00:44:08.324
That's one to one.

00:44:08.824 --> 00:44:10.925
But then on Tuesday, Wednesday, Thursday,

00:44:11.405 --> 00:44:15.228
do single unit, ten minute telehealth.

00:44:15.588 --> 00:44:17.509
Hey, John, I saw you yesterday.

00:44:17.608 --> 00:44:18.628
We talked about, you know,

00:44:18.668 --> 00:44:19.989
your challenges getting out of that

00:44:20.050 --> 00:44:20.650
recliner.

00:44:20.690 --> 00:44:22.431
Listen, prop your phone up.

00:44:22.590 --> 00:44:24.371
Let me see you get in and out

00:44:24.411 --> 00:44:26.092
of your recliner so I can see if

00:44:26.112 --> 00:44:28.353
you're doing nose over the toes and things

00:44:28.373 --> 00:44:29.074
that we talked about.

00:44:29.653 --> 00:44:31.715
Now all of a sudden I'm using technology

00:44:31.735 --> 00:44:34.878
to lever my time so that in an

00:44:34.918 --> 00:44:37.681
hour I could do six ten-minute telehealth

00:44:37.740 --> 00:44:41.043
single unit sessions where all of a sudden

00:44:41.143 --> 00:44:44.166
I just exploded three and four times the

00:44:44.206 --> 00:44:46.708
profitability double the revenue because I

00:44:46.748 --> 00:44:48.509
don't have MPPR reductions.

00:44:48.628 --> 00:44:49.809
I don't have to travel.

00:44:49.929 --> 00:44:51.532
I don't have any of the other expenses.

00:44:52.027 --> 00:44:52.668
That's leverage.

00:44:53.088 --> 00:44:55.610
Leverage could be people coming into my

00:44:55.650 --> 00:44:56.090
clinic.

00:44:56.690 --> 00:44:57.130
Again,

00:44:57.411 --> 00:44:59.152
I could do one hour in the morning,

00:44:59.251 --> 00:45:01.032
one hour in the afternoon where I just

00:45:01.072 --> 00:45:04.494
do single unit visits and I load the

00:45:04.514 --> 00:45:04.974
clinic up.

00:45:05.436 --> 00:45:05.655
Six,

00:45:05.695 --> 00:45:07.516
seven people an hour coming through there.

00:45:07.956 --> 00:45:08.237
Right.

00:45:08.376 --> 00:45:09.498
And then the rest of the time,

00:45:09.577 --> 00:45:10.838
maybe I do one on one.

00:45:11.039 --> 00:45:12.800
I can lose money on one on one

00:45:12.820 --> 00:45:14.701
because I've made so much money in that

00:45:14.900 --> 00:45:16.762
one hour of time.

00:45:16.802 --> 00:45:16.981
Dave?

00:45:20.706 --> 00:45:22.568
An example that I'm trying to do that

00:45:22.628 --> 00:45:24.570
I think could paint a picture for leverage

00:45:24.730 --> 00:45:26.951
is, so yes, what Tony said,

00:45:27.351 --> 00:45:28.132
like we have therapists,

00:45:28.152 --> 00:45:30.773
they go and we're going to make three

00:45:30.793 --> 00:45:32.775
fifty visit or on a weekend, you know,

00:45:32.815 --> 00:45:33.655
five hundred, five fifty,

00:45:33.675 --> 00:45:35.077
whatever for a weekend visit.

00:45:35.918 --> 00:45:39.420
Leverage would be work.

00:45:39.440 --> 00:45:40.621
I'm kind of trying to create this like

00:45:40.782 --> 00:45:44.324
offer for our older folks that are already

00:45:44.625 --> 00:45:45.806
they already love our service.

00:45:45.826 --> 00:45:46.905
They're already spending money with us.

00:45:46.965 --> 00:45:48.728
They potentially want more.

00:45:49.923 --> 00:45:51.605
and we're looking to like have this like

00:45:51.644 --> 00:45:56.728
vip longevity kind of health offering and

00:45:56.788 --> 00:45:58.829
it's pro it's really uncomfortable for me

00:45:58.869 --> 00:46:00.150
even to think about and kind of plan

00:46:00.190 --> 00:46:01.990
out because i'm thinking like it's it's

00:46:02.030 --> 00:46:04.052
probably going to be around like if if

00:46:04.132 --> 00:46:05.813
and and maybe everyone says no to it

00:46:06.233 --> 00:46:07.434
but it could be like fifty thousand

00:46:07.454 --> 00:46:08.793
dollars to like a hundred thousand dollars

00:46:08.894 --> 00:46:10.996
i know it sounds crazy guys but

00:46:12.155 --> 00:46:13.016
And it would be like, hey,

00:46:13.036 --> 00:46:15.358
there's a physician that does house calls.

00:46:15.398 --> 00:46:16.338
We would loop him in.

00:46:16.438 --> 00:46:18.019
And one of our therapists or someone on

00:46:18.039 --> 00:46:20.541
our team would be an escort for the

00:46:20.601 --> 00:46:22.623
client to go to doctor visits if the

00:46:22.663 --> 00:46:25.085
spouse can't go or to go to restaurants

00:46:25.125 --> 00:46:26.846
like we talked about before and to get

00:46:26.865 --> 00:46:28.266
them back into museums and theaters and

00:46:28.306 --> 00:46:28.606
all that.

00:46:30.148 --> 00:46:33.170
Based off of the hourly rate of what

00:46:33.469 --> 00:46:35.090
our therapist or team would usually do

00:46:35.150 --> 00:46:37.672
with that individual per hour or per day

00:46:37.713 --> 00:46:38.072
or whatever,

00:46:38.976 --> 00:46:40.516
That would be another example of leverage.

00:46:40.536 --> 00:46:41.936
We could see, we could have,

00:46:41.976 --> 00:46:45.918
we can have thousands of dollars in value

00:46:46.119 --> 00:46:49.561
of actual monetary money for the exchange

00:46:49.641 --> 00:46:51.242
of the minute by minute,

00:46:51.282 --> 00:46:53.362
hour by hour interactions with this

00:46:53.382 --> 00:46:53.682
client.

00:46:53.702 --> 00:46:54.903
Because like Jimmy said,

00:46:54.923 --> 00:46:57.304
we're bringing new value to the table and

00:46:57.324 --> 00:46:58.304
we're saying, Hey, we can,

00:46:58.824 --> 00:47:00.206
we can offer you this, this, this, this,

00:47:00.226 --> 00:47:01.367
this is another thing.

00:47:01.387 --> 00:47:02.226
This is like a new thing.

00:47:03.126 --> 00:47:03.907
And it costs this much.

00:47:03.947 --> 00:47:04.967
So that,

00:47:05.027 --> 00:47:07.188
do you guys think that's an example or

00:47:07.268 --> 00:47:08.250
like a story of leverage?

00:47:09.320 --> 00:47:11.561
Would RTM also be another example of

00:47:11.641 --> 00:47:14.643
leverage, like a good medium-sized lever?

00:47:14.663 --> 00:47:15.623
You have to do some work on it,

00:47:15.643 --> 00:47:15.744
right?

00:47:15.784 --> 00:47:16.443
You've got to review.

00:47:16.463 --> 00:47:17.384
You have to do all the things you're

00:47:17.423 --> 00:47:19.045
promising to do or review the data and

00:47:19.244 --> 00:47:20.865
give suggestions and help guide.

00:47:21.286 --> 00:47:22.527
That's a little better because you can sit

00:47:22.547 --> 00:47:24.286
in one spot and be reviewing sixty

00:47:24.327 --> 00:47:26.248
patients in three hours or whatever it is.

00:47:26.867 --> 00:47:27.929
So I think that's a good example.

00:47:28.748 --> 00:47:29.168
Anything else?

00:47:29.550 --> 00:47:30.809
One more real quick.

00:47:30.829 --> 00:47:32.670
So yesterday I'm in the clinic.

00:47:33.791 --> 00:47:35.112
I'm treating patients.

00:47:35.291 --> 00:47:37.693
I'm using equipment while I'm treating

00:47:37.733 --> 00:47:38.353
patients.

00:47:38.793 --> 00:47:40.914
I'm capturing video of the equipment that

00:47:40.954 --> 00:47:44.657
I'm using and I'm earning affiliate income

00:47:44.858 --> 00:47:47.318
from people that will never be my patient.

00:47:47.878 --> 00:47:50.521
You know, one more example of leverage.

00:47:50.940 --> 00:47:52.922
I think last month we made fifteen hundred

00:47:52.942 --> 00:47:56.204
dollars on Facebook ads or Facebook ads,

00:47:56.543 --> 00:47:58.905
people paying me to show ads on my

00:47:58.945 --> 00:48:00.726
videos, not me paying Facebook.

00:48:01.512 --> 00:48:02.132
That's leverage.

00:48:02.172 --> 00:48:04.155
I'm levering those minutes of clinical

00:48:04.195 --> 00:48:06.536
time to not just get paid by the

00:48:06.597 --> 00:48:07.416
insurance company,

00:48:07.456 --> 00:48:09.539
but then repurpose those minutes of my

00:48:09.579 --> 00:48:11.219
life that I'm never going to get back

00:48:11.639 --> 00:48:13.302
to get paid by advertisers,

00:48:13.561 --> 00:48:15.083
to get paid by product companies,

00:48:15.362 --> 00:48:16.023
to get paid.

00:48:16.143 --> 00:48:16.423
You know,

00:48:16.764 --> 00:48:18.806
I could turn that into if I wanted

00:48:18.846 --> 00:48:21.067
to a digital course or something like

00:48:21.106 --> 00:48:21.788
that.

00:48:22.347 --> 00:48:24.329
I saw Bo run an ad kind of

00:48:24.750 --> 00:48:26.690
post yesterday where he's offering

00:48:26.771 --> 00:48:27.472
something new.

00:48:28.012 --> 00:48:28.853
Very cool stuff.

00:48:29.764 --> 00:48:31.766
Yeah.

00:48:31.865 --> 00:48:32.065
All right.

00:48:32.085 --> 00:48:32.405
Um, do, do, do.

00:48:32.445 --> 00:48:32.905
That's all we have.

00:48:34.086 --> 00:48:34.467
One more thing.

00:48:34.487 --> 00:48:34.847
So I'm just,

00:48:34.907 --> 00:48:36.028
I'm just putting in a Gemini.

00:48:36.108 --> 00:48:38.710
I've been using Gemini and chat GBT side

00:48:38.731 --> 00:48:39.150
by side.

00:48:39.170 --> 00:48:40.072
And I kind of like to compare.

00:48:40.092 --> 00:48:45.356
I mean, so, I mean, so far, uh,

00:48:45.376 --> 00:48:47.117
I still like chat GBT a little bit

00:48:47.157 --> 00:48:48.117
better in my opinion.

00:48:48.737 --> 00:48:50.139
Me too.

00:48:50.358 --> 00:48:51.820
I'm asking Gemini right now.

00:48:52.201 --> 00:48:53.581
You guys know, you remember, um,

00:48:53.681 --> 00:48:54.663
Naval Robicon.

00:48:54.802 --> 00:48:55.603
Have you guys heard of this guy?

00:48:55.623 --> 00:48:55.722
Yeah.

00:48:56.244 --> 00:48:56.864
Yeah.

00:48:56.884 --> 00:48:59.206
So he has some, and it's, it's not,

00:49:00.485 --> 00:49:00.706
Uh, okay.

00:49:00.726 --> 00:49:01.286
It is popping up.

00:49:01.967 --> 00:49:04.706
Um, three forms of leverage labor,

00:49:04.786 --> 00:49:05.708
people working for you,

00:49:05.788 --> 00:49:08.869
capital money working for you or code and

00:49:08.969 --> 00:49:11.349
media products with no marginal costs of

00:49:11.429 --> 00:49:13.269
replication, which is exactly,

00:49:13.829 --> 00:49:15.431
exactly what Tony just talked about.

00:49:15.490 --> 00:49:18.711
So, um, the, in terms of leverage,

00:49:18.911 --> 00:49:19.552
there's different ways,

00:49:19.692 --> 00:49:22.253
there's different things out there for you

00:49:22.273 --> 00:49:22.652
to leverage,

00:49:22.672 --> 00:49:25.934
but code meaning software or media media

00:49:26.393 --> 00:49:28.193
is what Tony does go to total therapy

00:49:28.215 --> 00:49:28.815
solutions.

00:49:28.855 --> 00:49:29.735
Look at his, uh,

00:49:30.545 --> 00:49:31.365
Look at his Instagram.

00:49:31.405 --> 00:49:32.427
Look at his Facebook.

00:49:32.467 --> 00:49:34.228
Look at the videos that Tony does for

00:49:34.288 --> 00:49:35.489
Amazon Influencer.

00:49:36.829 --> 00:49:39.351
Those videos are working for him when he's

00:49:39.391 --> 00:49:39.751
sleeping,

00:49:39.771 --> 00:49:41.532
when he's on this call all the time.

00:49:42.052 --> 00:49:43.253
I talked about this every day on LinkedIn.

00:49:43.313 --> 00:49:44.054
Dave Candy,

00:49:44.235 --> 00:49:45.255
friend of the show in a bunch of

00:49:45.295 --> 00:49:45.936
Facebook groups.

00:49:46.135 --> 00:49:48.478
He's probably shooting with an iPhone.

00:49:48.597 --> 00:49:50.338
He's using a twenty three dollar ring

00:49:50.378 --> 00:49:50.599
light.

00:49:50.659 --> 00:49:52.521
His thumbnails are pretty B minus.

00:49:53.260 --> 00:49:54.322
And I showed one video.

00:49:55.298 --> 00:49:56.382
B minus in a good way.

00:49:56.682 --> 00:49:58.708
What I mean is he just does the

00:49:58.748 --> 00:49:59.329
thing.

00:49:59.931 --> 00:50:01.072
Tony got a kick out of that.

00:50:02.128 --> 00:50:02.887
But what I mean is like...

00:50:02.947 --> 00:50:04.628
And then you look at Dave Candy's stats.

00:50:04.648 --> 00:50:07.371
He's just a physical therapist using air

00:50:07.391 --> 00:50:07.670
quotes.

00:50:08.090 --> 00:50:08.831
And I was like, dude,

00:50:09.210 --> 00:50:10.692
look at this one random video.

00:50:10.771 --> 00:50:12.032
Not even his top video.

00:50:12.333 --> 00:50:16.074
Had like three months worth of view times.

00:50:16.474 --> 00:50:17.936
Most of those people will never ever be

00:50:17.956 --> 00:50:20.336
in Dave Candy's state.

00:50:20.396 --> 00:50:20.697
Number one,

00:50:20.717 --> 00:50:21.878
he's getting paid for that video.

00:50:21.998 --> 00:50:23.759
He did it one time in twelve minutes.

00:50:24.099 --> 00:50:25.278
And now when he goes to sleep,

00:50:26.099 --> 00:50:26.800
he's like, what's that?

00:50:26.920 --> 00:50:27.500
Oh, it's a nickel.

00:50:27.800 --> 00:50:28.420
Oh, it's a nickel.

00:50:28.621 --> 00:50:29.161
Oh, it's a nickel.

00:50:29.420 --> 00:50:30.461
And then some people will book...

00:50:31.271 --> 00:50:32.893
and find him because of that but you

00:50:32.932 --> 00:50:35.893
do once you leverage later i'm telling you

00:50:36.054 --> 00:50:38.273
if content wouldn't work tony robbins

00:50:38.293 --> 00:50:40.054
wouldn't be a thing right are we done

00:50:40.074 --> 00:50:40.954
with the mailbag because i have the

00:50:40.974 --> 00:50:42.996
mailbag sound effect brand new you ready i

00:50:43.155 --> 00:50:44.036
don't know if you guys can even hear

00:50:44.076 --> 00:50:48.918
this it's mailbag time real questions real

00:50:48.958 --> 00:50:51.878
people no bots allowed

00:50:52.972 --> 00:50:53.353
Ah, there we go.

00:50:53.393 --> 00:50:54.273
All right, that's the mailbag.

00:50:54.333 --> 00:50:55.253
I do want to say thank you.

00:50:55.273 --> 00:50:56.755
I don't want to forget one of our

00:50:56.815 --> 00:50:57.476
new sponsors.

00:50:57.496 --> 00:50:59.436
This one is going to be a real

00:50:59.476 --> 00:50:59.757
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00:51:20.688 --> 00:51:20.849
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00:51:23.079 --> 00:51:24.360
It's going to be a thing.

00:51:24.420 --> 00:51:26.282
I don't think anyone realizes how

00:51:26.463 --> 00:51:27.923
impressive it is with Jimmy's with

00:51:27.963 --> 00:51:28.583
pronunciation,

00:51:28.623 --> 00:51:30.445
especially with swipe right,

00:51:30.585 --> 00:51:32.407
speaking at the cadence and tone that you

00:51:32.447 --> 00:51:33.887
sometimes speak in.

00:51:33.907 --> 00:51:34.829
Just kudos to you, brother.

00:51:35.329 --> 00:51:35.668
My life.

00:51:35.688 --> 00:51:36.050
All right.

00:51:36.989 --> 00:51:38.891
So we have nine minutes.

00:51:39.112 --> 00:51:40.873
I have a segment I can try.

00:51:40.913 --> 00:51:41.954
We're going to call it the lightning round

00:51:42.014 --> 00:51:44.615
or we can save it where I throw.

00:51:45.277 --> 00:51:46.376
We do overrated, underrated.

00:51:46.476 --> 00:51:47.418
So I'm going to throw a thing.

00:51:47.458 --> 00:51:48.298
You're going to go overrated.

00:51:48.338 --> 00:51:49.320
And why or underrated?

00:51:49.360 --> 00:51:50.480
And why do you want to try this?

00:51:50.820 --> 00:51:51.440
Yeah, let's do it.

00:51:51.481 --> 00:51:52.322
All right, let's do it.

00:51:55.077 --> 00:51:57.179
You're listening to the PT Breakfast Club.

00:51:57.199 --> 00:51:57.378
All right.

00:51:58.739 --> 00:51:59.599
It's time for the lightning round.

00:51:59.619 --> 00:52:00.641
We'll call it overrated, underrated.

00:52:00.661 --> 00:52:01.322
I'm going to throw it out.

00:52:01.342 --> 00:52:02.362
You're going to give me a one-word answer,

00:52:02.422 --> 00:52:02.983
overrated, underrated,

00:52:03.302 --> 00:52:04.724
and then a sentence verification.

00:52:04.744 --> 00:52:05.405
Make this fast.

00:52:06.905 --> 00:52:07.865
Dave, you go first.

00:52:07.885 --> 00:52:08.146
All right.

00:52:08.166 --> 00:52:10.047
It'll be Dave, Tony, Dave, Tony.

00:52:10.188 --> 00:52:11.188
We'll do three.

00:52:11.369 --> 00:52:12.150
All right.

00:52:12.170 --> 00:52:13.250
Overrated, underrated.

00:52:13.369 --> 00:52:15.231
I already know where Dave is going to

00:52:15.251 --> 00:52:15.871
go with this.

00:52:16.333 --> 00:52:16.773
Overrated.

00:52:17.353 --> 00:52:17.873
Overrated?

00:52:17.914 --> 00:52:18.994
You don't want people to be able to

00:52:19.034 --> 00:52:19.574
book online?

00:52:20.293 --> 00:52:22.936
correct you don't want them to okay why

00:52:23.096 --> 00:52:24.536
i love being shocked i thought you'd have

00:52:24.556 --> 00:52:27.440
been like yes book this goes back to

00:52:27.480 --> 00:52:29.380
the video that you posted earlier today

00:52:29.442 --> 00:52:30.623
you were talking about early today about

00:52:30.663 --> 00:52:31.824
longford where it was like you're

00:52:31.884 --> 00:52:34.025
basically almost hired no we want to put

00:52:34.085 --> 00:52:36.688
resistance in the process we don't want

00:52:36.867 --> 00:52:39.010
anyone just we don't want just anyone to

00:52:39.090 --> 00:52:41.853
book on the schedule we need to filter

00:52:41.873 --> 00:52:43.934
you out because respectfully this is i

00:52:43.974 --> 00:52:46.056
don't i don't want to be demeaning but

00:52:47.101 --> 00:52:48.983
in terms of not status, but like,

00:52:49.063 --> 00:52:50.764
we need to make sure that you're the

00:52:50.784 --> 00:52:52.204
right fit for us at the same time.

00:52:52.264 --> 00:52:52.724
Like you,

00:52:52.844 --> 00:52:54.164
you need to make sure that we're the

00:52:54.184 --> 00:52:55.865
right fit for you perspective patient.

00:52:55.885 --> 00:52:57.126
Um, but no, we,

00:52:57.246 --> 00:52:59.027
we will not have just any random person

00:52:59.068 --> 00:53:01.148
book a time without really either at

00:53:02.088 --> 00:53:03.829
either phone calls typically,

00:53:04.329 --> 00:53:05.610
or at the very least we have busy

00:53:05.670 --> 00:53:06.570
executives where they're like,

00:53:06.771 --> 00:53:07.871
I am not speaking on the phone.

00:53:08.192 --> 00:53:09.532
Can we do this all over email?

00:53:09.851 --> 00:53:10.112
Sure.

00:53:10.233 --> 00:53:10.713
Absolutely.

00:53:11.092 --> 00:53:11.413
And it's a,

00:53:11.532 --> 00:53:12.934
it's a back and forth over email.

00:53:12.954 --> 00:53:13.074
Um,

00:53:14.494 --> 00:53:16.237
Not just automatically booking any

00:53:16.717 --> 00:53:18.018
prospective patient with a pulse.

00:53:18.538 --> 00:53:19.599
I already have an idea, dude.

00:53:19.639 --> 00:53:20.639
Like, let's create a custom.

00:53:20.659 --> 00:53:21.880
Let's let's tinker with this.

00:53:21.900 --> 00:53:24.583
Let's create a custom GPT that you'll just

00:53:24.623 --> 00:53:24.884
be like,

00:53:25.043 --> 00:53:26.025
I'm going to send this to you.

00:53:26.144 --> 00:53:27.985
And then they can interact with the GPT

00:53:28.025 --> 00:53:30.588
until the GPT you've taught has said,

00:53:31.009 --> 00:53:31.909
this is the ideal.

00:53:31.949 --> 00:53:33.230
Let's move them on to booking.

00:53:33.590 --> 00:53:34.431
Tony, I like it.

00:53:34.451 --> 00:53:35.851
Twenty four seven online booking

00:53:35.893 --> 00:53:36.313
availability.

00:53:37.005 --> 00:53:41.650
underrated by a mile i want zero friction

00:53:41.849 --> 00:53:47.833
i want the ky jelly but not only

00:53:47.873 --> 00:53:51.536
that i want patients i want patients to

00:53:51.556 --> 00:53:54.179
manage their schedule without any human

00:53:54.239 --> 00:53:54.800
interaction

00:53:55.597 --> 00:53:55.978
Wow.

00:53:56.137 --> 00:53:57.759
See, and that's the brilliance of this.

00:53:57.778 --> 00:53:57.980
Sorry,

00:53:58.000 --> 00:53:59.139
that's twenty four seven online booking.

00:53:59.400 --> 00:54:03.663
I'm asking for Google reviews in the

00:54:03.722 --> 00:54:05.244
evaluation process.

00:54:05.423 --> 00:54:06.804
Overrated, underrated.

00:54:07.025 --> 00:54:09.266
I think that's too early, but just me.

00:54:09.407 --> 00:54:10.027
Underrated.

00:54:10.246 --> 00:54:12.389
If if the peak of happiness is at

00:54:12.409 --> 00:54:14.750
the evaluation, if I get Tony Stiffney,

00:54:15.090 --> 00:54:17.972
if I get Tony Stiffney and he feels,

00:54:18.572 --> 00:54:18.672
oh,

00:54:18.713 --> 00:54:21.094
that feels like twenty five percent better

00:54:21.135 --> 00:54:21.715
range of motion.

00:54:21.755 --> 00:54:22.956
And I've been dealing with this for a

00:54:22.996 --> 00:54:23.215
year.

00:54:23.996 --> 00:54:24.996
I go, boom,

00:54:25.036 --> 00:54:27.398
this could potentially be Tony's,

00:54:27.757 --> 00:54:29.378
the patient's peak of happiness right now.

00:54:29.498 --> 00:54:31.000
I may never get them happier than right

00:54:31.039 --> 00:54:31.260
now.

00:54:31.679 --> 00:54:32.300
Google review,

00:54:32.380 --> 00:54:34.400
I'm asking and then sending a text and

00:54:34.420 --> 00:54:37.362
then sending an email.

00:54:37.382 --> 00:54:38.262
Dave wants to play hard to get.

00:54:38.942 --> 00:54:39.262
Yes.

00:54:39.782 --> 00:54:40.603
Reuben knows me well.

00:54:41.443 --> 00:54:43.083
And Ben, Tony's KY.

00:54:44.061 --> 00:54:44.822
It's not Kentucky.

00:54:45.382 --> 00:54:49.126
You said during, I would say never during,

00:54:49.326 --> 00:54:51.086
but immediately after, you know,

00:54:51.567 --> 00:54:52.907
if they're walking out,

00:54:52.987 --> 00:54:54.168
they're scheduling, they're,

00:54:54.228 --> 00:54:55.349
they're feeling amazing.

00:54:55.369 --> 00:54:55.550
Yes.

00:54:55.730 --> 00:54:57.731
Dave is a hundred percent on get that

00:54:57.791 --> 00:54:58.311
review.

00:55:00.112 --> 00:55:00.974
It's never too early.

00:55:01.094 --> 00:55:03.436
I have got baseball buddies that asked me

00:55:03.496 --> 00:55:04.695
about, Oh, my shoulder, this, that,

00:55:04.715 --> 00:55:05.856
and I give them like a little,

00:55:06.016 --> 00:55:08.099
you know, a little help verbally.

00:55:08.599 --> 00:55:09.139
And I'm like, Hey,

00:55:09.159 --> 00:55:10.159
can you drop me a good review?

00:55:10.320 --> 00:55:11.740
Like I didn't formally evaluate them.

00:55:11.860 --> 00:55:12.541
I did it before.

00:55:13.846 --> 00:55:14.286
I like it.

00:55:14.545 --> 00:55:14.847
Okay.

00:55:14.867 --> 00:55:15.567
You changed my mind.

00:55:15.766 --> 00:55:16.347
You changed my mind.

00:55:16.788 --> 00:55:17.869
Uh, last one, overrated,

00:55:17.969 --> 00:55:20.650
underrated Instagram reels for patient

00:55:20.750 --> 00:55:23.612
education, your clinic, your organization,

00:55:23.652 --> 00:55:25.612
creating Instagram reels for patient

00:55:25.713 --> 00:55:26.173
education.

00:55:26.634 --> 00:55:27.775
I think I'm asking this as I'm a

00:55:27.795 --> 00:55:27.974
list.

00:55:27.994 --> 00:55:29.596
Cause I'm like, is it oversaturated?

00:55:29.615 --> 00:55:30.135
I mean, there's a,

00:55:30.155 --> 00:55:31.617
there's accounts that only show exercise

00:55:31.637 --> 00:55:33.338
videos with underrated, underrated.

00:55:33.458 --> 00:55:33.677
I think,

00:55:33.757 --> 00:55:35.239
I think Tony and I might agree here.

00:55:35.478 --> 00:55:35.840
Underrated.

00:55:35.920 --> 00:55:37.701
I just, just more, the more, the better,

00:55:37.960 --> 00:55:38.842
more content, the better.

00:55:38.902 --> 00:55:40.262
There's not enough practices out there

00:55:40.282 --> 00:55:40.943
that are just doing, uh,

00:55:41.342 --> 00:55:42.143
all the content,

00:55:42.184 --> 00:55:44.365
whether it's Therx and movement based or

00:55:44.465 --> 00:55:45.246
it's, you know,

00:55:45.286 --> 00:55:47.507
jokes with your front desk and, you know,

00:55:48.068 --> 00:55:49.710
like TikTok dances or whatever,

00:55:49.769 --> 00:55:50.891
just underrated.

00:55:51.670 --> 00:55:52.211
Yeah.

00:55:52.231 --> 00:55:53.012
Underrated.

00:55:53.092 --> 00:55:54.454
We should be putting that every,

00:55:54.893 --> 00:55:57.096
every single patient that does get a home

00:55:57.175 --> 00:55:59.077
exercise program, those videos,

00:55:59.277 --> 00:56:02.639
videos are reels ready to publish like all

00:56:02.679 --> 00:56:03.141
day long.

00:56:03.181 --> 00:56:04.161
We should be putting thirty,

00:56:04.201 --> 00:56:06.563
forty clips out every single day.

00:56:07.023 --> 00:56:09.184
If you're treating patients for an eight

00:56:09.204 --> 00:56:09.686
hour day.

00:56:10.188 --> 00:56:10.608
Understood.

00:56:10.628 --> 00:56:10.829
All right.

00:56:10.849 --> 00:56:11.489
That's overrated,

00:56:11.590 --> 00:56:14.135
underrated in the lightning round.

00:56:15.476 --> 00:56:17.740
You're listening to the PT Breakfast Club.

00:56:18.262 --> 00:56:19.362
Thanks to my buddy, Adam,

00:56:19.402 --> 00:56:20.646
who is my old imaging guy who did

00:56:20.686 --> 00:56:21.806
all the voiceovers for those things.

00:56:22.536 --> 00:56:24.298
I'm going to be using those way too

00:56:24.338 --> 00:56:24.498
much.

00:56:25.460 --> 00:56:26.621
Do you want to make sure we're six

00:56:26.641 --> 00:56:27.081
minutes away?

00:56:27.521 --> 00:56:27.661
Sorry,

00:56:27.681 --> 00:56:28.442
four minutes away from the end of the

00:56:28.461 --> 00:56:28.623
show.

00:56:28.643 --> 00:56:29.443
I have one more sponsor.

00:56:29.523 --> 00:56:30.184
We don't get this money.

00:56:31.045 --> 00:56:32.945
Thanks to Chronic Pain Candle Company.

00:56:33.067 --> 00:56:36.469
Scented like low back pain and emotional

00:56:36.510 --> 00:56:37.490
burnout mixed.

00:56:38.692 --> 00:56:41.253
Scents include sciatica sage, burnout,

00:56:41.313 --> 00:56:42.474
and burgundy.

00:56:42.974 --> 00:56:44.016
And new for the holidays,

00:56:44.396 --> 00:56:46.157
Whiplash Winter Pine.

00:56:46.217 --> 00:56:48.641
ChronicPainCandleCompany.com.

00:56:49.690 --> 00:56:51.110
All right, we got four minutes to go.

00:56:51.492 --> 00:56:53.152
We still haven't done live selling.

00:56:53.713 --> 00:56:55.514
I keep forgetting to put that on a

00:56:55.596 --> 00:56:55.976
lead off.

00:56:56.757 --> 00:56:57.297
Maybe we haven't.

00:56:57.396 --> 00:56:59.639
We also haven't tinkered a lot with live

00:56:59.679 --> 00:56:59.960
selling.

00:56:59.980 --> 00:57:00.940
And for people who don't know,

00:57:01.400 --> 00:57:02.961
this was talked about on Instagram

00:57:02.981 --> 00:57:03.182
yesterday.

00:57:03.981 --> 00:57:04.621
Years ago,

00:57:04.943 --> 00:57:06.643
like how come when I'm looking at a

00:57:06.824 --> 00:57:09.326
fashion model or some dude lumberjack,

00:57:09.405 --> 00:57:11.166
I can't just touch the shirt or touch

00:57:11.206 --> 00:57:11.686
the pants.

00:57:12.067 --> 00:57:13.507
And now you kind of can and just

00:57:13.588 --> 00:57:15.949
buy those things like that for me years

00:57:15.969 --> 00:57:16.150
ago.

00:57:16.170 --> 00:57:17.391
And I think Instagram didn't want to do

00:57:17.431 --> 00:57:18.391
it years ago because they were like,

00:57:18.771 --> 00:57:19.893
stay true to the mission.

00:57:20.432 --> 00:57:23.295
build the audience become irreplaceable

00:57:23.394 --> 00:57:25.076
then now you start to see it years

00:57:25.115 --> 00:57:27.057
and years later but live selling is a

00:57:27.077 --> 00:57:29.599
little bit different but not really

00:57:29.639 --> 00:57:30.880
different tony how do you describe what

00:57:30.960 --> 00:57:33.101
live selling is i mean there's two words

00:57:33.121 --> 00:57:34.382
that i understand both of those words but

00:57:34.402 --> 00:57:38.525
like the essence uh real quick let's save

00:57:38.565 --> 00:57:40.146
that i know we keep pushing it off

00:57:40.246 --> 00:57:41.907
let's save it this was a fun team

00:57:41.927 --> 00:57:44.568
dave was gonna say something what were you

00:57:44.588 --> 00:57:45.309
gonna say dave

00:57:47.431 --> 00:57:50.333
Is anyone doing live selling where like,

00:57:50.434 --> 00:57:52.076
I think we could actually make it.

00:57:52.195 --> 00:57:53.797
Cause like we do this, we've been doing,

00:57:53.856 --> 00:57:54.757
I was about to make a joke and

00:57:54.777 --> 00:57:54.858
say,

00:57:54.878 --> 00:57:56.039
we've been doing this for two years and

00:57:56.099 --> 00:57:57.800
now it's starting to feel or sound like

00:57:57.820 --> 00:57:59.300
a show, like a, like a formal show,

00:57:59.541 --> 00:58:00.342
which is kind of funny.

00:58:01.342 --> 00:58:03.965
Is anyone doing live selling where the

00:58:04.485 --> 00:58:06.086
team, like us three or whoever, like the,

00:58:06.407 --> 00:58:07.367
the, the host or whatever,

00:58:08.063 --> 00:58:09.585
like one of them's ripping it and one

00:58:09.625 --> 00:58:11.266
of them's like pushing it like because all

00:58:11.286 --> 00:58:13.527
these like live shopping is like

00:58:13.867 --> 00:58:15.307
everyone's just pushing whatever this

00:58:15.327 --> 00:58:16.648
product is and here's the features and the

00:58:16.668 --> 00:58:18.949
benefits and then and oh you know qvc

00:58:19.090 --> 00:58:20.550
oh we only have fourteen left in stock

00:58:20.570 --> 00:58:22.070
and now we got five left in stock

00:58:22.110 --> 00:58:23.552
and you gotta call this number now and

00:58:23.891 --> 00:58:26.052
all that type of thing i think with

00:58:26.112 --> 00:58:28.373
products i think we could give honest

00:58:28.414 --> 00:58:30.054
reviews about certain products if we ever

00:58:30.135 --> 00:58:31.175
tested the live selling

00:58:31.735 --> 00:58:32.617
It would be so raw.

00:58:32.657 --> 00:58:33.577
It would be so genuine.

00:58:33.858 --> 00:58:34.699
Tony might like it.

00:58:35.039 --> 00:58:35.639
I'm ripping it.

00:58:35.679 --> 00:58:36.760
Jimmy's refereeing.

00:58:37.021 --> 00:58:38.382
Then I'm going to like the next product

00:58:38.422 --> 00:58:39.682
and Tony's not going to like it.

00:58:39.862 --> 00:58:43.545
And that could potentially be entertaining

00:58:43.646 --> 00:58:46.528
or amusing while also being content.

00:58:46.929 --> 00:58:48.469
The first question you should ask is,

00:58:48.630 --> 00:58:50.052
is someone else doing this in another way?

00:58:50.172 --> 00:58:50.411
Yes.

00:58:50.532 --> 00:58:52.833
Like right now, I don't watch TV anymore.

00:58:52.954 --> 00:58:53.875
That should tell you something.

00:58:53.934 --> 00:58:55.056
I don't even want to turn the TV

00:58:55.076 --> 00:58:55.456
on anymore.

00:58:55.496 --> 00:58:57.018
Turn a podcast on and I start working,

00:58:57.038 --> 00:58:57.277
whatever.

00:58:58.713 --> 00:59:00.434
But I know every Good Morning America,

00:59:00.514 --> 00:59:01.253
the Today Show,

00:59:01.313 --> 00:59:02.914
they're going to do the top ten toys

00:59:02.974 --> 00:59:04.375
to grab now.

00:59:04.954 --> 00:59:06.155
And they're all pushing it.

00:59:06.856 --> 00:59:08.237
No one is speaking bad about it.

00:59:08.336 --> 00:59:09.617
That's my question.

00:59:10.016 --> 00:59:12.277
It would be Barstool or the Pat McAfee

00:59:12.297 --> 00:59:13.478
show doing live selling.

00:59:14.679 --> 00:59:15.679
We'll talk more about that.

00:59:16.659 --> 00:59:18.940
Why should this show be live from CSM

00:59:19.041 --> 00:59:20.681
or the Graham Sessions or PPS?

00:59:20.740 --> 00:59:22.061
I've said this for two years.

00:59:23.077 --> 00:59:24.298
I'm not saying it has to be us.

00:59:24.679 --> 00:59:26.822
I'm saying we would do an awesome job

00:59:26.882 --> 00:59:27.141
at it.

00:59:27.222 --> 00:59:28.324
I just self-censored myself.

00:59:28.364 --> 00:59:29.565
I didn't drop the F-bomb because I want

00:59:29.585 --> 00:59:31.186
to show future sponsors like Drowning Link

00:59:31.206 --> 00:59:32.467
for Dogs that we're a family-friendly

00:59:33.509 --> 00:59:33.668
show.

00:59:34.170 --> 00:59:36.411
I think soon organizations are going to

00:59:36.431 --> 00:59:37.233
feel stupid not to.

00:59:37.853 --> 00:59:39.755
Live sell or live broadcast.

00:59:41.036 --> 00:59:42.338
This will be my parting shot.

00:59:42.559 --> 00:59:43.460
I think the...

00:59:44.619 --> 00:59:46.358
the problem with what David,

00:59:46.458 --> 00:59:47.760
I love what David's suggesting.

00:59:47.820 --> 00:59:48.780
I think it'd be amazing.

00:59:49.340 --> 00:59:51.059
The concern would be saying anything

00:59:51.159 --> 00:59:55.280
negative because repercussion of liability

00:59:55.561 --> 00:59:56.340
and things like that.

00:59:56.641 --> 00:59:58.422
Then don't bring people on that you don't

00:59:58.481 --> 00:59:58.822
approve.

00:59:59.222 --> 01:00:00.322
I approve this message, right?

01:00:00.342 --> 01:00:01.963
There's a reason those messages go out.

01:00:02.722 --> 01:00:03.902
I've talked to clients and I got to

01:00:03.922 --> 01:00:04.963
talk to a client soon.

01:00:05.443 --> 01:00:05.802
They're like, well,

01:00:05.842 --> 01:00:07.324
we're just scared that if we let

01:00:07.563 --> 01:00:08.284
advertisers on,

01:00:08.304 --> 01:00:10.523
we're going to have somebody who's pushing

01:00:10.864 --> 01:00:11.503
pseudoscience.

01:00:11.625 --> 01:00:12.085
And I was like,

01:00:12.224 --> 01:00:13.304
I looked deep into the camera and I

01:00:13.324 --> 01:00:13.565
was like,

01:00:14.125 --> 01:00:16.085
then don't let them on your show.

01:00:16.786 --> 01:00:17.925
I was the program director of a radio

01:00:17.945 --> 01:00:18.246
station.

01:00:18.405 --> 01:00:19.186
I was not involved.

01:00:19.206 --> 01:00:19.346
I mean,

01:00:19.365 --> 01:00:20.706
I was involved in the sales process,

01:00:20.726 --> 01:00:22.166
but my job was not knock on doors,

01:00:22.186 --> 01:00:22.907
find advertisers.

01:00:23.307 --> 01:00:24.407
But if someone was going to go on

01:00:24.427 --> 01:00:25.807
the air, it came through me.

01:00:26.168 --> 01:00:27.168
Is this a good match?

01:00:27.588 --> 01:00:30.528
Are you okay with your air staff saying

01:00:30.568 --> 01:00:32.289
this or playing this between Pearl Jam and

01:00:32.309 --> 01:00:32.829
Lincoln Park?

01:00:33.250 --> 01:00:35.670
And if the answer wasn't hell yeah,

01:00:36.311 --> 01:00:37.210
I pushed back and said,

01:00:37.271 --> 01:00:38.492
this doesn't feel like it fits.

01:00:38.672 --> 01:00:39.452
Format wise,

01:00:40.012 --> 01:00:41.251
I don't want this on my radio station.

01:00:41.351 --> 01:00:42.833
Very few times that I've ever pushed that

01:00:42.873 --> 01:00:43.092
button.

01:00:43.652 --> 01:00:44.934
The organizations I've talked to,

01:00:45.434 --> 01:00:47.717
they're looking for the exception,

01:00:47.757 --> 01:00:48.237
not the rule.

01:00:48.277 --> 01:00:48.478
I'm like,

01:00:48.518 --> 01:00:49.798
you're looking for the one in a million

01:00:49.838 --> 01:00:50.498
to say no to.

01:00:50.920 --> 01:00:52.521
And you're shutting down my estimate,

01:00:52.621 --> 01:00:54.463
fifty to one hundred K in annual revenue

01:00:54.802 --> 01:00:56.625
because you're scared to say no to one

01:00:56.664 --> 01:00:57.186
organization.

01:00:57.646 --> 01:00:58.327
Say no.

01:00:58.786 --> 01:01:00.047
You do not meet our policy.

01:01:00.228 --> 01:01:00.949
Drop a policy.

01:01:00.969 --> 01:01:02.070
This is the one time I'll say drop

01:01:02.110 --> 01:01:02.469
a policy.

01:01:02.510 --> 01:01:02.811
All right.

01:01:02.931 --> 01:01:03.371
I'm ranting.

01:01:03.451 --> 01:01:03.972
We're over time.

01:01:04.512 --> 01:01:04.932
Parting shot.

01:01:04.952 --> 01:01:05.112
Go.

01:01:05.172 --> 01:01:06.134
Was that your parting shot?

01:01:06.273 --> 01:01:06.753
That was it.

01:01:06.793 --> 01:01:07.315
That was it.

01:01:07.635 --> 01:01:08.356
My parting shot.

01:01:10.639 --> 01:01:12.362
I like the long lever of code.

01:01:12.503 --> 01:01:13.063
I can't code.

01:01:13.143 --> 01:01:14.726
I like the long lever of media.

01:01:15.005 --> 01:01:17.570
Do it once and magically this stuff

01:01:18.070 --> 01:01:18.952
compounds.

01:01:18.972 --> 01:01:19.552
We'll be back.

01:01:20.114 --> 01:01:21.094
Look, all the things.

01:01:21.215 --> 01:01:22.376
I don't have to remember who to say

01:01:22.416 --> 01:01:22.617
where.

01:01:23.592 --> 01:01:24.552
That's it.

01:01:24.592 --> 01:01:25.112
We're out.

01:01:25.132 --> 01:01:26.594
Boys, what the hell are you doing?

01:01:26.634 --> 01:01:29.436
Follow Tony Maritano on YouTube at Total

01:01:29.476 --> 01:01:30.496
Therapy Solution.

01:01:30.556 --> 01:01:31.577
Find Dave Kittle at

01:01:31.597 --> 01:01:33.539
conciergepainrelief.com.

01:01:33.659 --> 01:01:36.021
And on YouTube at The Dave Kittle Show.

01:01:36.300 --> 01:01:39.163
And follow Jimmy McKay at PT Podcast.

01:01:39.344 --> 01:01:40.625
On YouTube, the socials,

01:01:40.704 --> 01:01:42.485
and wherever you binge podcasts you

01:01:42.505 --> 01:01:44.166
pretend are for CEUs.

01:01:44.487 --> 01:01:45.947
And hey, just a reminder,

01:01:46.409 --> 01:01:47.730
none of this was for advice.

01:01:47.769 --> 01:01:49.190
This was for entertainment only.

01:01:49.510 --> 01:01:50.791
Our lawyers say that counts.

01:01:50.992 --> 01:01:51.913
Thanks to you guys.