Boost Your Physical Therapy Clinic with Proven Marketing Tactics

WEBVTT

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How's baby life?

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Great, man.

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I just got a notification on

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my phone that we're live.

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Good Thursday morning.

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It is PT Breakfast Club.

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I'm Jimmy McKay.

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That's Dave Kittle.

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That's not Tony Meritato.

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That's Joey Albritton.

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Joey, welcome to the third chair today.

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Sometimes we switch it up

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and try to keep this not

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necessarily host heavy,

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but value heavy as we talk

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about things with you.

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Joey, where are you from?

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I'm right out of the Dallas area.

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So I grew up here and went

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away for about two years

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and then came back.

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So we're in the Dallas area.

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And you've got a little bit

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of an interesting backstory.

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I like non-traditional,

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and I feel like I sat in

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class with 38 traditional PT students,

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right?

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Everybody was like, I'm a bio major.

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I've never left college.

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There was a couple of us

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that were a little bit different,

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but you're non-traditional, right,

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in the traditional field.

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Yeah,

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so I was a dental hygienist for four

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years and then went back to

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school and then started a

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marketing business that

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blew up and then actually

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never actually practiced as a PT.

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So lots of schooling to use

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none of it outside of the

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doctor title is pretty much

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what I've seen.

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Do you think you're using none of it?

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You got to use a little some insight.

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Yeah, I do.

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And even the stuff when I

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was a dental hygienist,

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like I always tell people

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dentistry is about 10 years

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ahead of physical therapy

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as far as kind of how it

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goes from a marketing systems,

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you burn out all of that type stuff.

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And so a lot of the trends

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that I saw back when I was

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a dental hygienist,

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I'm now starting to see here of like,

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you're getting people

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getting a little bit more desperate.

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They're trying to do 299s

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when they should maybe be doing W2.

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They're trying to get people

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to clock out whenever they

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don't have patients.

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They're having to be more

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aggressive on marketing

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because there's significantly more of us.

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So you pull of that.

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But then like,

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I also didn't realize like

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when it was just me doing marketing,

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I didn't realize how much I

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was pulling from being in

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physical therapy.

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Then when I started building a team,

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they're like, well,

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yeah if it's sciatica like

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that means it's like a

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nerve issue like that goes

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from their neck right and

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I'm like oh god like we've

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got to have like a physical

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therapy course for our

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internal team which also

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makes me realize how much

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front office also don't

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inherently know what the

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heck they're having to talk

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about either which is kind

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of crazy um when you think

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about it so I'm definitely

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using it um and it's maybe

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hyperbolic when I say that

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I don't use it um but it

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applies pretty much

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everywhere um but it is

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nice to have a doctor title I guess

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yeah so you're saying pt's

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10 years behind right why

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do you why do you think

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that is you mentioned some

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of the things that were 10

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years behind why do you

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think that is what's the

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difference uh they dentists

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have not predominantly been

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someone who had to uh or

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could grow a business off

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of another person actually

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feeding them and so kind of

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like kairos they've had to

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fend for themselves for so

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long that like they're way

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more aggressive um and I

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don't think that they

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One,

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more people also inherently realized I

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need a dentist.

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Not everybody realizes I

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need a physical therapist.

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And so it naturally made it to where like,

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as you've seen pretty much anywhere,

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it's like,

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I've got a hundred dentists in

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like a five mile radius.

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And that doesn't include orthodontists,

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endodontists,

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like all of the other specialties.

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And so I think it's been forced,

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like it's either you did it

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or you just didn't survive.

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And so then like they just

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have a faster feedback loop on there.

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And then the thing that

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makes it crazier is because, of course,

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their higher ticket.

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So then that means that marketers,

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of course,

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go after them significantly heavier,

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which means it's more cutthroat.

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People had to be better at

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it and all of those things.

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And so you don't have like

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an authority of a doctor to say, hey,

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go do physical therapy.

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you don't have the

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dependency on that and so

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it's forced a very

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different dynamic but as

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doctors essentially start

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bringing physical therapy

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in-house well now they're

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starting to feel of like oh

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crap like I need to know

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how to hunt um I've just

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been given food my whole

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life and so I think that

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that's the big dynamic

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necessity is the mother of

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invention when we when it

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was when it was necessary

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when no one was feeding you

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as you had said yeah you

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had to go do it yourself yeah

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Now, about like a year or so ago,

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I spent $5,000 on Invisalign.

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And I did podcast, it's off now,

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but I did podcast episodes

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for like a year or so with the anchors,

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whatever they call them.

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The buttons.

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Yeah.

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I actually I not I should we

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should talk about it now

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briefly because there's

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some pros and cons of like

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that whole experience that

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I think physical therapists

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and owners can learn from.

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And you being in the

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dentistry world previously,

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I think in understand.

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But for me on the patient side of things,

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like there were some good and bad.

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I went to this, I went, first of all,

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I looked around and one of

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the best guys with the most

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reviews was literally on my

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block in Brooklyn,

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like the other side of the block,

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same physical block.

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I'm like, all right, cool.

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So that's close by.

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I was not necessarily

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looking for the best Invisalign

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not orthodontist, whatever,

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whatever it is like near me.

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That's not how I searched.

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Yeah.

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But there were some pros and cons.

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I would love to run by you, Joey,

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to kind of get your

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feedback on like my

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experience as a patient,

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knowing like all marketing

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sales business stuff that

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we kind of all understand

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as physical therapists.

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Is that cool?

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Yeah, no,

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I thought you're about to be like, hey,

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I got a cavity here.

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I need to change this rotation here.

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Yes, we could definitely talk that.

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Otherwise, I'd be like, I have no clue.

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I can't see anything here, man.

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You're right.

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So all right.

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So I called around a couple of places.

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this place was one of the

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best on the phone.

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So the, uh,

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Angie happens to be her name on

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the phone.

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Excellent.

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Went in there, um,

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was presented like they did like whatever,

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uh,

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I think they did like a little

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assessment or whatever.

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Right.

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So you go in,

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you meet the front desk person.

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She's there like full time.

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You meet me.

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Yeah.

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Dr. Tom, the orthodontist,

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he does like a little assessment.

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Then you go back in this

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little office and Angie,

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the front desk person who

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answers the phone,

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takes you through the whole sales process,

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which is interesting

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because it's not the

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orthodontist because I mean,

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also when he did it,

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he had like no other

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patients there or another patient there.

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But regardless,

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she took me through the

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whole sales process.

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I try to nicely do some

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objections and she actually

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handled the objections fairly well.

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I was a little annoyed that

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like to get a 10% discount,

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I had to do all cash upfront.

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And I was like, I think I had like...

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some money on me but I was

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like I need to like go I

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haven't had to go get a

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whole bunch of this amount

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of cash in a while I mean

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we're in we're in 2023 at

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the time um I think I went

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home and I got like a check

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I'm like I wrote a check I

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was crazy that was one that

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was one thing that annoyed

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me that I'm like I have

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this I have a credit card I

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have a debit card like

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I'll put 3% extra on top.

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Like just swipe my card.

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I don't want to have to go

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to other places to come back.

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That's one thing we could

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talk about maybe with

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payment is they didn't meet

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me where I wanted to be met,

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but whatever.

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The whole thing was seamless.

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they never asked me in

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person for a Google review

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we can get into.

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They never asked me in person.

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They would send me the

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automated text messages

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midway and towards the end

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and at the end of the interaction.

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There was a few little

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patient experience things

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that just slight annoyance,

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not a big deal,

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but it was enough for me to not,

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to this day,

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to not write a Google review

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because there wasn't... I

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don't think there was

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enough... It was very...

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They were great,

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but it was very transactional.

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And that is the difference, I think,

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between physical therapy.

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Physical therapy, it's very relational.

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There's a lot more emotions

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and you're connecting with someone.

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They never really fully connected with me.

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So I never and they never said, hey, Dave,

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We're trying to help more

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Brooklynites straighten

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their teeth and look better

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for their graduation pics

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or their family pictures or

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to look better with job interviews.

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And that's why more people

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are turning to us for Invisalign.

00:08:29.040 --> 00:08:30.262
And we wanna get in front of

00:08:30.283 --> 00:08:30.942
more of those people.

00:08:31.062 --> 00:08:32.985
So if you were to consider

00:08:33.004 --> 00:08:34.326
writing a Google review for

00:08:34.706 --> 00:08:35.606
your experience with us,

00:08:36.798 --> 00:08:37.899
it would go a long way and

00:08:37.938 --> 00:08:39.019
we would truly appreciate that.

00:08:39.059 --> 00:08:40.981
And they never did that to me in person.

00:08:42.123 --> 00:08:42.722
They were just sending me

00:08:42.743 --> 00:08:43.923
these automated text messages.

00:08:43.964 --> 00:08:44.644
I think that's another

00:08:44.664 --> 00:08:46.066
learning point for us to dig into.

00:08:46.485 --> 00:08:48.607
I'm throwing a lot at you at once, Joey,

00:08:49.028 --> 00:08:50.089
give me some feedback so far.

00:08:50.469 --> 00:08:50.950
No, you're good.

00:08:51.009 --> 00:08:53.292
So the model you're talking

00:08:53.331 --> 00:08:55.013
about where it's pretty much front office,

00:08:55.072 --> 00:08:56.715
you come in and do a consultation, Dr.

00:08:57.554 --> 00:08:58.615
And when I say consultation,

00:08:58.634 --> 00:09:00.596
it's like your typical,

00:09:01.015 --> 00:09:02.436
you're going to go in,

00:09:02.775 --> 00:09:04.235
maybe in the physician world,

00:09:04.395 --> 00:09:05.676
you have the nurse who comes in,

00:09:05.716 --> 00:09:06.576
they do your blood pressure,

00:09:06.596 --> 00:09:07.616
they do the basic stuff.

00:09:08.197 --> 00:09:09.397
In that world, it's an assistant.

00:09:09.437 --> 00:09:10.356
If it's a general dentist,

00:09:10.397 --> 00:09:11.317
it may be the hygienist.

00:09:11.336 --> 00:09:12.817
There's some of those type things.

00:09:12.837 --> 00:09:14.418
That's just from an efficiency standpoint.

00:09:14.778 --> 00:09:16.018
That's like for someone now,

00:09:16.077 --> 00:09:17.118
maybe they have a tech come

00:09:17.177 --> 00:09:18.119
in and actually get some of

00:09:18.158 --> 00:09:19.278
their health history ahead of time,

00:09:19.339 --> 00:09:20.318
take their blood pressure,

00:09:20.499 --> 00:09:21.298
have them fill out some of

00:09:21.339 --> 00:09:22.479
the pre-objective measure

00:09:22.519 --> 00:09:24.039
type stuff to save them time.

00:09:24.639 --> 00:09:25.759
Or a lot of technology is

00:09:25.799 --> 00:09:26.620
allowing us to do that.

00:09:27.200 --> 00:09:28.160
And so it also kind of

00:09:28.201 --> 00:09:29.240
positions the doctor as

00:09:29.280 --> 00:09:30.041
more of an authority

00:09:30.181 --> 00:09:31.221
because they just come in,

00:09:31.261 --> 00:09:32.461
they kind of know what they need to do.

00:09:33.023 --> 00:09:34.082
And so when they do that,

00:09:34.363 --> 00:09:35.443
they also make it to where

00:09:35.484 --> 00:09:36.624
the reason they separate it

00:09:36.683 --> 00:09:37.724
typically is because

00:09:38.524 --> 00:09:40.385
doctors don't typically like,

00:09:40.865 --> 00:09:41.566
when I say doctors,

00:09:41.605 --> 00:09:42.645
I'm talking dentist doctors.

00:09:43.647 --> 00:09:44.506
My wife's an orthodontist,

00:09:44.527 --> 00:09:45.528
so we all pretty much say

00:09:45.548 --> 00:09:46.168
not a real doctor.

00:09:47.284 --> 00:09:49.389
And so we're both not real doctors,

00:09:49.889 --> 00:09:50.811
according to the public.

00:09:52.413 --> 00:09:53.576
And so essentially,

00:09:53.677 --> 00:09:54.859
it allows them to divorce

00:09:54.899 --> 00:09:55.940
themselves from saying that

00:09:55.980 --> 00:09:57.022
they're making the decision

00:09:57.062 --> 00:09:57.984
based on their treatment

00:09:58.203 --> 00:09:59.506
from financial gain.

00:10:00.464 --> 00:10:02.024
That's why they typically separate it,

00:10:02.063 --> 00:10:03.465
because then they don't have to be like,

00:10:03.585 --> 00:10:04.504
oh, well, how much does it cost?

00:10:04.524 --> 00:10:05.424
It's like, oh, well,

00:10:05.465 --> 00:10:06.525
Susan will take care of it.

00:10:06.885 --> 00:10:07.605
She'll be able to walk you

00:10:07.625 --> 00:10:08.206
through all of this.

00:10:08.745 --> 00:10:09.986
So it makes the person feel

00:10:10.027 --> 00:10:10.927
significantly better.

00:10:11.067 --> 00:10:12.787
And so some of our actual

00:10:12.826 --> 00:10:14.107
even our cash based guys do

00:10:14.168 --> 00:10:15.067
this to where it's like, hey,

00:10:15.107 --> 00:10:15.827
this is what you need.

00:10:15.868 --> 00:10:16.969
And they walk them up to the

00:10:17.009 --> 00:10:18.489
financial coordinator and

00:10:18.528 --> 00:10:20.009
then they're the ones who discuss it.

00:10:20.149 --> 00:10:20.570
Some of them,

00:10:20.590 --> 00:10:21.730
they do it on the back end because,

00:10:21.750 --> 00:10:22.029
of course,

00:10:22.070 --> 00:10:22.950
they know the objection

00:10:22.990 --> 00:10:23.710
handling is going to be

00:10:23.769 --> 00:10:25.270
significantly easier when they do that.

00:10:25.931 --> 00:10:27.352
And so what we did when I

00:10:27.373 --> 00:10:28.654
was in a dental practice is

00:10:28.875 --> 00:10:29.736
I would do all of the

00:10:29.836 --> 00:10:30.758
pretty much tell them

00:10:30.778 --> 00:10:31.739
exactly what they needed

00:10:31.778 --> 00:10:32.460
and already had it.

00:10:32.860 --> 00:10:33.902
The dentist came in and said,

00:10:33.922 --> 00:10:34.823
this is what you need.

00:10:35.303 --> 00:10:36.186
And then I would go get the

00:10:36.225 --> 00:10:37.067
financial coordinator.

00:10:37.086 --> 00:10:38.187
She would walk into the office,

00:10:38.207 --> 00:10:40.191
but I stayed into the room

00:10:40.291 --> 00:10:41.211
where the patient was.

00:10:41.812 --> 00:10:42.953
So that way she could do the

00:10:43.014 --> 00:10:44.234
full sales framework.

00:10:44.614 --> 00:10:45.414
But then when there's like

00:10:45.575 --> 00:10:47.335
actual like health related

00:10:47.414 --> 00:10:49.035
or like the actual process

00:10:49.135 --> 00:10:49.676
that they're needing,

00:10:49.696 --> 00:10:50.797
because there's really only

00:10:50.836 --> 00:10:51.657
like three objections.

00:10:51.677 --> 00:10:52.977
Will the process work for me?

00:10:53.057 --> 00:10:54.177
Do I trust you to actually

00:10:54.197 --> 00:10:54.837
be the one to do it?

00:10:54.878 --> 00:10:56.778
And do I think myself,

00:10:56.798 --> 00:10:58.480
I'm actually capable of doing it?

00:10:58.902 --> 00:10:59.602
Because everybody kind of

00:10:59.623 --> 00:11:01.345
has the unique snowflake syndrome of like,

00:11:01.365 --> 00:11:03.107
well, it won't work for me,

00:11:03.168 --> 00:11:04.830
even though you have 500 testimonials.

00:11:05.410 --> 00:11:06.471
And so those are the three.

00:11:06.611 --> 00:11:08.073
And typically the process is

00:11:08.193 --> 00:11:09.375
one that like your

00:11:09.436 --> 00:11:10.857
providers would be much

00:11:10.898 --> 00:11:12.840
better equipped for than a front office.

00:11:13.341 --> 00:11:14.643
And so that's why they do that model.

00:11:15.389 --> 00:11:16.490
as far as the payment stuff

00:11:16.892 --> 00:11:18.312
I mean really for us like

00:11:18.333 --> 00:11:19.715
when we're doing true cash

00:11:19.754 --> 00:11:21.397
packages and stuff we do 20

00:11:21.397 --> 00:11:22.538
discount if someone prepays

00:11:22.577 --> 00:11:24.419
the whole thing we do a 10

00:11:24.419 --> 00:11:25.380
discount if someone pays

00:11:25.422 --> 00:11:27.003
half up front and then from

00:11:27.043 --> 00:11:27.923
there we go into payments

00:11:27.964 --> 00:11:28.725
if they can't do that but

00:11:28.764 --> 00:11:30.126
there's no discount and

00:11:30.226 --> 00:11:31.447
then and only then do we go

00:11:31.488 --> 00:11:32.549
into care credit after that

00:11:33.129 --> 00:11:34.150
But most of our guys should

00:11:34.171 --> 00:11:34.910
be using care credit,

00:11:34.931 --> 00:11:35.870
which is a common thing in

00:11:35.890 --> 00:11:37.572
the PT or in the dental world.

00:11:38.352 --> 00:11:39.192
So if they didn't offer that,

00:11:39.232 --> 00:11:40.013
that's something else they

00:11:40.052 --> 00:11:40.553
could have done.

00:11:41.214 --> 00:11:42.014
Because you just pretty much

00:11:42.053 --> 00:11:43.754
become a provider that

00:11:43.815 --> 00:11:45.296
allows you to let someone

00:11:45.355 --> 00:11:46.395
extend that over a much

00:11:46.476 --> 00:11:47.557
longer period of time.

00:11:47.576 --> 00:11:49.038
And then you get all of the

00:11:49.077 --> 00:11:50.739
money up front with them to, of course,

00:11:50.759 --> 00:11:51.879
taking a percentage of it,

00:11:51.918 --> 00:11:52.458
but you don't have to

00:11:52.499 --> 00:11:53.659
become a collections agency.

00:11:54.412 --> 00:11:56.032
And so that's a pretty normal model.

00:11:56.812 --> 00:11:58.253
I'm not really a you have to

00:11:58.293 --> 00:11:59.513
do the front office going

00:11:59.552 --> 00:12:01.874
over financials versus the provider.

00:12:02.114 --> 00:12:03.354
Typically, our in network clinics,

00:12:03.433 --> 00:12:03.734
of course,

00:12:03.754 --> 00:12:05.014
they don't go anywhere near as

00:12:05.073 --> 00:12:06.595
in depth on any of that type stuff.

00:12:07.115 --> 00:12:07.855
But your cash ones,

00:12:07.875 --> 00:12:08.934
you typically have to just

00:12:08.955 --> 00:12:09.575
because you've built more

00:12:09.615 --> 00:12:10.414
rapport and you kind of

00:12:10.434 --> 00:12:11.836
have the doctor authority frame there.

00:12:12.875 --> 00:12:13.676
But if you're getting into

00:12:13.716 --> 00:12:14.196
like the whole

00:12:14.316 --> 00:12:15.817
transactional versus

00:12:15.917 --> 00:12:17.356
someone who actually is

00:12:17.397 --> 00:12:18.236
maybe building a better

00:12:18.256 --> 00:12:19.076
relationship there,

00:12:19.697 --> 00:12:20.618
a lot of times that's

00:12:20.658 --> 00:12:21.437
actually going to come down

00:12:21.477 --> 00:12:22.177
to the assistant.

00:12:22.832 --> 00:12:24.193
Like it usually isn't the

00:12:24.455 --> 00:12:26.375
the actual orthodontist or

00:12:26.417 --> 00:12:27.356
the dentist or whatever,

00:12:27.837 --> 00:12:29.019
or in the general dentist world,

00:12:29.038 --> 00:12:29.779
that's going to be more

00:12:29.840 --> 00:12:30.780
like the hygienist.

00:12:30.801 --> 00:12:31.841
So it's like who spends the

00:12:31.881 --> 00:12:32.623
most time with them.

00:12:32.842 --> 00:12:33.043
Right.

00:12:33.884 --> 00:12:35.445
The hard thing about that is

00:12:35.565 --> 00:12:36.966
there's usually like five

00:12:37.326 --> 00:12:38.148
dental assistants and

00:12:38.168 --> 00:12:39.229
you're not actually assigned.

00:12:39.269 --> 00:12:40.710
So their inherent issue is

00:12:40.730 --> 00:12:41.831
they don't have continuity of care.

00:12:42.677 --> 00:12:44.138
And so every time I come in,

00:12:44.197 --> 00:12:45.099
I see a different PT.

00:12:45.139 --> 00:12:46.080
I see a different PTA.

00:12:46.120 --> 00:12:47.020
I see a different PT.

00:12:47.480 --> 00:12:48.381
And we already know that

00:12:48.402 --> 00:12:50.563
that historically decreases

00:12:50.583 --> 00:12:51.303
your length of stay.

00:12:51.443 --> 00:12:52.806
It decreases your graduation rate.

00:12:52.846 --> 00:12:53.905
It does all of those things.

00:12:54.407 --> 00:12:55.268
And so that's probably why

00:12:55.307 --> 00:12:56.087
you feel it because you

00:12:56.107 --> 00:12:57.149
felt like you probably had

00:12:57.168 --> 00:12:58.190
a new front office person

00:12:58.230 --> 00:12:59.951
every single time and they

00:12:59.971 --> 00:13:00.692
didn't have a way to

00:13:00.772 --> 00:13:02.033
systemize the handoff.

00:13:02.212 --> 00:13:03.114
And so that was some of

00:13:03.153 --> 00:13:03.914
their inherent issue.

00:13:04.835 --> 00:13:05.855
I think it's good that they

00:13:05.894 --> 00:13:06.975
do automations on the back

00:13:07.035 --> 00:13:07.936
end for Google reviews,

00:13:08.035 --> 00:13:09.557
but that's kind of just the

00:13:09.596 --> 00:13:10.616
lazy way of doing it.

00:13:11.457 --> 00:13:13.038
That's getting the 10% that

00:13:13.058 --> 00:13:14.139
are hyperactive,

00:13:14.198 --> 00:13:15.679
but it also gets the 10%

00:13:15.679 --> 00:13:17.801
that are hyperactive negative reviews too,

00:13:17.860 --> 00:13:18.620
if you're not careful.

00:13:19.701 --> 00:13:20.761
So you have to be careful there,

00:13:20.782 --> 00:13:22.282
because we've had that happen with us,

00:13:22.302 --> 00:13:23.523
because our systems for

00:13:23.562 --> 00:13:24.763
Google reviews are really

00:13:24.783 --> 00:13:25.583
good on the back end.

00:13:26.283 --> 00:13:27.605
And I've had people that are like, oh,

00:13:27.765 --> 00:13:28.866
we just stopped actually

00:13:28.947 --> 00:13:29.967
asking our team to ask for

00:13:29.988 --> 00:13:31.208
reviews because you all get

00:13:31.249 --> 00:13:32.230
all the reviews for us.

00:13:32.770 --> 00:13:34.432
It's like, what are we doing?

00:13:34.452 --> 00:13:36.434
That's like the main core of

00:13:36.475 --> 00:13:37.535
how you get the really good

00:13:37.615 --> 00:13:38.697
ones is actually asking.

00:13:39.217 --> 00:13:39.817
And so for you,

00:13:40.894 --> 00:13:41.715
I don't know if they did it,

00:13:41.774 --> 00:13:42.755
but they should be doing

00:13:42.796 --> 00:13:44.057
before and after photos.

00:13:44.538 --> 00:13:45.879
So as soon as they get you,

00:13:45.980 --> 00:13:47.221
like if your traditional braces,

00:13:47.241 --> 00:13:48.442
when they debond you or

00:13:48.503 --> 00:13:49.445
then they actually take off

00:13:49.485 --> 00:13:51.267
everything for there, it's like, hey,

00:13:51.287 --> 00:13:52.028
this is where you were.

00:13:52.688 --> 00:13:53.570
This is where you at,

00:13:53.669 --> 00:13:54.571
which is the equivalent to

00:13:54.630 --> 00:13:55.913
us doing a graduation day.

00:13:55.952 --> 00:13:57.153
Hey, this is where you were.

00:13:57.575 --> 00:13:59.096
You finally graduated your plan of care.

00:13:59.716 --> 00:14:01.178
It's a very easy opportunity.

00:14:01.458 --> 00:14:02.441
You should have already also

00:14:02.500 --> 00:14:03.181
asked when they had their

00:14:03.201 --> 00:14:04.222
first breakthrough as well,

00:14:04.302 --> 00:14:05.624
because then they're hyper like, hey,

00:14:06.044 --> 00:14:06.765
this is working.

00:14:07.066 --> 00:14:08.388
I actually have validated

00:14:08.427 --> 00:14:09.909
reasons to want to leave them a review.

00:14:10.490 --> 00:14:12.011
And you always should position it as, hey,

00:14:12.052 --> 00:14:13.094
we're helping more people

00:14:13.274 --> 00:14:14.134
realize what's happening.

00:14:15.086 --> 00:14:16.865
So for whatever reason,

00:14:16.947 --> 00:14:18.466
they they did do the before

00:14:18.486 --> 00:14:20.027
and afters or during the I mean,

00:14:20.067 --> 00:14:20.626
it was long.

00:14:20.667 --> 00:14:22.508
I think I had it on for like

00:14:22.508 --> 00:14:22.927
18 months or 12.

00:14:22.927 --> 00:14:24.268
It was over 12 months.

00:14:25.568 --> 00:14:26.589
So it was a long time,

00:14:26.928 --> 00:14:28.529
sometimes hard to notice or

00:14:28.590 --> 00:14:29.929
understand the peak of

00:14:29.990 --> 00:14:30.590
happiness or the

00:14:30.629 --> 00:14:31.230
breakthroughs because it

00:14:31.250 --> 00:14:32.331
takes so long for the teeth.

00:14:32.431 --> 00:14:32.990
Obviously, you know,

00:14:33.010 --> 00:14:34.691
this to move and creep.

00:14:35.331 --> 00:14:35.691
But anyway,

00:14:35.890 --> 00:14:36.692
they did do the before and

00:14:36.711 --> 00:14:37.312
after pictures.

00:14:38.655 --> 00:14:40.116
I don't think I gave any consent.

00:14:40.136 --> 00:14:41.037
Like I don't see them on

00:14:41.057 --> 00:14:42.216
their website or their

00:14:42.236 --> 00:14:43.398
social media or I don't know.

00:14:43.418 --> 00:14:45.178
Like I don't think they I

00:14:45.198 --> 00:14:46.158
don't think they fully use

00:14:46.178 --> 00:14:46.938
those before and after

00:14:46.958 --> 00:14:51.561
pictures to persuade me or whatever.

00:14:51.620 --> 00:14:53.721
But also I already paid up front.

00:14:53.761 --> 00:14:55.442
So do they need to use the

00:14:55.481 --> 00:14:56.363
before and after pictures

00:14:56.403 --> 00:14:59.244
to like sell me on just a Google review?

00:14:59.264 --> 00:14:59.563
I don't know.

00:14:59.583 --> 00:15:00.364
But you're right.

00:15:00.764 --> 00:15:01.985
They could have or they should have.

00:15:02.798 --> 00:15:03.178
Yeah, I mean,

00:15:03.198 --> 00:15:04.539
it's a very easy way to do it.

00:15:04.681 --> 00:15:06.261
It's just a reminder of

00:15:06.361 --> 00:15:07.783
where you were to where you are now.

00:15:08.023 --> 00:15:08.624
And so like,

00:15:08.844 --> 00:15:10.004
it makes sense that you should

00:15:10.024 --> 00:15:10.644
at a minimum,

00:15:10.664 --> 00:15:11.666
they should do that to also

00:15:11.725 --> 00:15:12.606
ask for a referral to.

00:15:13.618 --> 00:15:14.938
Like if they're if they

00:15:14.979 --> 00:15:15.979
probably didn't ask you for

00:15:15.999 --> 00:15:16.879
a referral at all through

00:15:16.918 --> 00:15:17.899
that entire process.

00:15:20.020 --> 00:15:20.441
So, Jimmy,

00:15:20.541 --> 00:15:22.942
like would this signify that a

00:15:23.062 --> 00:15:24.241
practice like this is

00:15:24.422 --> 00:15:26.003
either missing some of

00:15:26.043 --> 00:15:27.663
these like marketing

00:15:27.823 --> 00:15:28.884
opportunities or maybe

00:15:28.903 --> 00:15:29.725
they're like I went in

00:15:29.745 --> 00:15:30.605
there and I was always the

00:15:30.644 --> 00:15:31.304
first appointment.

00:15:31.325 --> 00:15:32.426
Like I'm one of these people.

00:15:32.505 --> 00:15:33.125
I don't want to wait.

00:15:33.166 --> 00:15:33.905
So I'm always the first

00:15:33.946 --> 00:15:35.206
appointment whenever the office opens.

00:15:35.267 --> 00:15:37.067
I don't give me any day when

00:15:37.087 --> 00:15:37.788
the office opens.

00:15:38.248 --> 00:15:38.327
OK.

00:15:38.788 --> 00:15:40.669
And then so they weren't that busy.

00:15:40.931 --> 00:15:41.110
Right.

00:15:41.171 --> 00:15:42.751
So they had the opportunity

00:15:43.113 --> 00:15:44.014
when it's one on one.

00:15:44.153 --> 00:15:45.274
It's literally I'm the only

00:15:45.335 --> 00:15:47.216
patient in there at 9 a.m.

00:15:47.256 --> 00:15:48.177
or whatever when they open.

00:15:48.957 --> 00:15:49.259
So, Jimmy,

00:15:49.278 --> 00:15:50.099
were they missing these

00:15:50.139 --> 00:15:52.402
opportunities to build some

00:15:52.422 --> 00:15:52.802
of this report?

00:15:52.822 --> 00:15:54.062
That's what I felt like to me.

00:15:54.783 --> 00:15:55.605
What are you hearing so far?

00:15:55.904 --> 00:15:57.346
So it could be a couple of things, right?

00:15:57.426 --> 00:15:58.707
They don't know that they

00:15:58.727 --> 00:15:59.908
should be doing these things.

00:16:00.028 --> 00:16:01.129
There's no one checking to

00:16:01.190 --> 00:16:02.591
see like a great system

00:16:02.610 --> 00:16:03.511
could have been put in place.

00:16:03.552 --> 00:16:05.453
But then six months later, come on, man,

00:16:05.474 --> 00:16:06.274
we get a little lazy and

00:16:06.293 --> 00:16:07.235
then no one's knowing.

00:16:07.816 --> 00:16:08.616
There's also something I

00:16:08.657 --> 00:16:09.356
wanted to touch on,

00:16:09.397 --> 00:16:12.700
which is dental is a higher ticket item.

00:16:12.720 --> 00:16:13.160
Mm hmm.

00:16:13.822 --> 00:16:15.664
this system can bleed more

00:16:16.004 --> 00:16:17.807
and still survive versus

00:16:17.886 --> 00:16:19.807
another that the margin is smaller.

00:16:19.947 --> 00:16:21.190
Like they could get by

00:16:21.230 --> 00:16:22.070
because they're like, listen,

00:16:22.671 --> 00:16:23.711
people are self-conscious

00:16:23.772 --> 00:16:25.592
about their teeth and we're in business,

00:16:25.634 --> 00:16:26.735
which means we got a chance.

00:16:27.525 --> 00:16:29.347
Now, if you're the owner,

00:16:29.788 --> 00:16:30.548
you want to make sure these

00:16:30.589 --> 00:16:31.370
systems are running as

00:16:31.470 --> 00:16:32.410
optimal as possible.

00:16:32.471 --> 00:16:33.672
So you should be doing these things.

00:16:34.692 --> 00:16:35.374
But yeah, I mean,

00:16:36.033 --> 00:16:37.615
how do you do what Jerry Durham,

00:16:37.635 --> 00:16:38.155
which talks about,

00:16:38.176 --> 00:16:40.378
which is go sit in your lobby,

00:16:40.418 --> 00:16:41.580
go sit in your front desk

00:16:42.259 --> 00:16:43.421
and watch how these things

00:16:43.501 --> 00:16:45.864
happen and take notes and then fix them.

00:16:46.822 --> 00:16:48.043
I think the interesting thing there,

00:16:48.083 --> 00:16:49.504
you said they don't feel

00:16:49.524 --> 00:16:50.365
the bleed as much.

00:16:50.907 --> 00:16:51.647
We actually see this,

00:16:51.967 --> 00:16:52.788
we actually looked at an

00:16:52.847 --> 00:16:54.970
entire map of where all of

00:16:55.029 --> 00:16:55.990
our clients are located in

00:16:56.010 --> 00:16:56.672
the United States.

00:16:57.111 --> 00:16:59.533
And it's like the further Northwest we go,

00:16:59.553 --> 00:17:00.955
the less clients we have.

00:17:01.916 --> 00:17:02.917
Because Northwest is where

00:17:02.956 --> 00:17:03.798
our reimbursements are

00:17:03.898 --> 00:17:04.858
significantly higher.

00:17:06.003 --> 00:17:07.244
And so they can run a less

00:17:07.365 --> 00:17:08.366
operationally sound

00:17:08.767 --> 00:17:10.269
business and it allows them

00:17:10.288 --> 00:17:11.250
to not feel it as much.

00:17:11.589 --> 00:17:13.211
It goes back to necessity is

00:17:13.231 --> 00:17:14.452
the mother of invention, right?

00:17:14.532 --> 00:17:16.035
If I don't need to do it,

00:17:16.055 --> 00:17:18.497
then I don't want to do it.

00:17:18.576 --> 00:17:20.078
If I need to do it, I'll do it.

00:17:20.713 --> 00:17:23.154
Yeah, that's why I like Florida, New York,

00:17:23.214 --> 00:17:23.635
New Jersey.

00:17:23.675 --> 00:17:24.796
It's like, good Lord,

00:17:24.836 --> 00:17:27.357
we have a lot of people in that area.

00:17:27.417 --> 00:17:29.298
Yeah, so competition and reimbursement.

00:17:29.778 --> 00:17:31.559
Number one, Dave said,

00:17:31.599 --> 00:17:33.901
where was my Invisalign provider?

00:17:34.080 --> 00:17:34.862
On my street.

00:17:35.442 --> 00:17:36.643
And you could probably hit a

00:17:36.682 --> 00:17:38.083
pitching wedge and hit three others.

00:17:38.663 --> 00:17:39.644
So let's talk about this.

00:17:40.545 --> 00:17:42.365
Now, you're in an interesting position.

00:17:42.385 --> 00:17:43.145
You're in an interesting

00:17:43.226 --> 00:17:44.067
intersection because you

00:17:44.086 --> 00:17:45.827
understand dental and physical therapy,

00:17:45.867 --> 00:17:45.988
right?

00:17:47.028 --> 00:17:48.308
And there's an often used

00:17:48.388 --> 00:17:51.790
cliche about like an annual

00:17:51.871 --> 00:17:53.131
screening for your body.

00:17:53.191 --> 00:17:53.771
Hey, listen,

00:17:54.051 --> 00:17:55.272
you go to your dentist once or

00:17:55.313 --> 00:17:57.153
twice a year and all you do is chew,

00:17:57.733 --> 00:17:58.013
right?

00:17:58.693 --> 00:18:01.395
And yet dental is a higher ticket item.

00:18:01.476 --> 00:18:01.816
So let's,

00:18:02.016 --> 00:18:04.458
I wanna dive into that a little bit.

00:18:04.538 --> 00:18:05.958
Not to mock either,

00:18:06.318 --> 00:18:07.259
I like similarities and

00:18:07.298 --> 00:18:08.279
differences in how you can

00:18:08.480 --> 00:18:09.299
use what you do,

00:18:09.940 --> 00:18:11.201
use what you learn and know

00:18:11.260 --> 00:18:12.481
from one and bring to the other.

00:18:13.342 --> 00:18:16.105
I mean, the cliche looks right, right?

00:18:16.184 --> 00:18:17.045
All you do is chew.

00:18:17.065 --> 00:18:18.286
And then I got all these other parts.

00:18:18.346 --> 00:18:19.887
I should be seeing my physical therapist.

00:18:19.907 --> 00:18:21.509
But so two things.

00:18:21.788 --> 00:18:21.909
One,

00:18:22.108 --> 00:18:24.290
how do we turn physical therapy into a

00:18:24.330 --> 00:18:25.011
higher ticket item?

00:18:25.031 --> 00:18:26.792
Because if you're not taking

00:18:26.833 --> 00:18:27.294
care of your body,

00:18:27.413 --> 00:18:28.575
there's so many things

00:18:28.634 --> 00:18:30.076
beyond chewing and talking

00:18:30.096 --> 00:18:30.836
that you can't do.

00:18:31.576 --> 00:18:31.856
Yeah.

00:18:32.217 --> 00:18:33.018
There's a couple of things

00:18:33.057 --> 00:18:35.240
there because you say higher ticket item,

00:18:35.259 --> 00:18:36.381
but it's on what time frame?

00:18:37.000 --> 00:18:37.299
Okay.

00:18:37.681 --> 00:18:40.042
It depends on the office and the procedure,

00:18:40.083 --> 00:18:40.222
right?

00:18:40.242 --> 00:18:41.324
Cause like I've been to some

00:18:41.483 --> 00:18:43.065
work dentist where they

00:18:43.125 --> 00:18:44.586
never take us on time and

00:18:44.625 --> 00:18:45.426
I'm turning to my wife and

00:18:45.446 --> 00:18:45.907
I'm saying like,

00:18:46.167 --> 00:18:49.049
I hate this place and I am, I'm let's go,

00:18:49.089 --> 00:18:50.211
let's go pay out of pocket

00:18:50.330 --> 00:18:51.913
even for a cleaning.

00:18:52.292 --> 00:18:54.954
Like this is horrific versus

00:18:54.994 --> 00:18:55.756
the Invisalign.

00:18:55.895 --> 00:18:57.096
They are selling the high ticket.

00:18:57.116 --> 00:18:57.897
So I think it depends on the

00:18:57.917 --> 00:18:59.699
office and the procedure and all that.

00:18:59.739 --> 00:19:00.579
But anyway, go ahead, Joey.

00:19:00.759 --> 00:19:01.039
When you,

00:19:01.059 --> 00:19:02.662
when you say Invisalign is high ticket,

00:19:02.701 --> 00:19:04.143
that's actually like mid ticket.

00:19:04.815 --> 00:19:06.996
Like I've sold an $85,000

00:19:06.996 --> 00:19:09.458
treatment plan for implants for someone.

00:19:10.337 --> 00:19:12.078
And so like they can be very,

00:19:12.138 --> 00:19:12.940
very high ticket.

00:19:13.400 --> 00:19:14.721
But the reason I say more so

00:19:14.780 --> 00:19:16.000
on what timeframe is we're

00:19:16.020 --> 00:19:17.501
looking at it as one plan of care.

00:19:18.323 --> 00:19:19.643
So our business is not

00:19:19.682 --> 00:19:22.224
necessarily recurring, it's reoccurring.

00:19:22.924 --> 00:19:24.506
And so people keep coming back.

00:19:24.826 --> 00:19:25.747
Describe the difference.

00:19:26.146 --> 00:19:27.387
So recurring is like, hey,

00:19:27.488 --> 00:19:29.288
I have a Amazon subscribe

00:19:29.328 --> 00:19:30.409
and save and they every

00:19:30.449 --> 00:19:31.309
month it comes to me.

00:19:31.905 --> 00:19:33.346
But reoccurring means they come in,

00:19:33.365 --> 00:19:34.086
they have an issue.

00:19:34.386 --> 00:19:35.626
They then come back a year later,

00:19:35.666 --> 00:19:36.346
they have an issue.

00:19:36.366 --> 00:19:37.407
They then come back again,

00:19:37.428 --> 00:19:38.288
they have another issue.

00:19:38.887 --> 00:19:40.169
And so as you get longer and

00:19:40.189 --> 00:19:40.969
longer in the business,

00:19:41.028 --> 00:19:42.588
typically around year two

00:19:42.628 --> 00:19:43.549
to three is when you start

00:19:43.569 --> 00:19:44.650
really seeing like, oh,

00:19:44.769 --> 00:19:45.630
here comes all my people

00:19:45.670 --> 00:19:46.971
again because they have new

00:19:47.010 --> 00:19:47.971
issues and they trust you.

00:19:48.510 --> 00:19:49.551
And so there is a more

00:19:49.653 --> 00:19:50.814
reoccurring side of this,

00:19:50.894 --> 00:19:52.295
but also people want to add

00:19:52.315 --> 00:19:53.916
a recurring aspect of this.

00:19:54.377 --> 00:19:55.137
And that's where like a lot

00:19:55.178 --> 00:19:56.700
of people will add a wellness program.

00:19:56.740 --> 00:19:57.721
They'll add some type of

00:19:57.780 --> 00:19:59.143
continuity type thing where

00:19:59.163 --> 00:20:00.124
that's a gym membership,

00:20:00.163 --> 00:20:01.065
a wellness program,

00:20:01.404 --> 00:20:02.546
a once a month check in a

00:20:02.626 --> 00:20:04.548
once a quarter or once every six months.

00:20:04.989 --> 00:20:05.849
So that way they can start

00:20:05.890 --> 00:20:07.291
to build that in a little bit more.

00:20:07.372 --> 00:20:08.472
Some people charge for that.

00:20:08.532 --> 00:20:09.473
I have some people who they

00:20:09.534 --> 00:20:10.295
literally just charge.

00:20:10.654 --> 00:20:11.596
they have they schedule a

00:20:11.635 --> 00:20:12.517
six-month checkup with

00:20:12.576 --> 00:20:14.117
every single person because

00:20:14.137 --> 00:20:14.878
they know that when they

00:20:14.919 --> 00:20:15.999
come back there's a chance

00:20:16.019 --> 00:20:17.119
that they could do it you

00:20:17.140 --> 00:20:17.840
have to be careful there

00:20:17.861 --> 00:20:18.521
because you also have a

00:20:18.561 --> 00:20:19.582
high no-show cancellation

00:20:19.622 --> 00:20:20.343
right there so you have to

00:20:20.383 --> 00:20:21.163
be careful on how you do

00:20:21.203 --> 00:20:22.424
the scheduling but that's

00:20:22.704 --> 00:20:23.625
definitely a different

00:20:23.665 --> 00:20:24.946
nuance of reoccurring

00:20:24.987 --> 00:20:26.567
versus recurring um and

00:20:26.627 --> 00:20:27.648
both are good it's just

00:20:27.669 --> 00:20:29.490
they're different yeah I

00:20:29.529 --> 00:20:30.550
mean there's there there's

00:20:30.590 --> 00:20:32.112
that uh you know I mean

00:20:32.133 --> 00:20:33.333
this was echoed to me in pt

00:20:33.353 --> 00:20:34.173
school which is hey

00:20:34.233 --> 00:20:35.055
wouldn't it be great if we

00:20:35.095 --> 00:20:35.855
can get to the point where

00:20:35.895 --> 00:20:37.277
this is my pt because

00:20:37.336 --> 00:20:38.297
people will use the phrase

00:20:38.317 --> 00:20:39.557
that's my dentist right

00:20:40.373 --> 00:20:41.473
And there's a couple of similarities,

00:20:41.513 --> 00:20:42.233
a couple of differences.

00:20:42.473 --> 00:20:45.316
One, I really can't give myself a cleaning,

00:20:45.435 --> 00:20:46.336
not without walking out

00:20:46.757 --> 00:20:47.778
with a sink full of blood.

00:20:47.817 --> 00:20:49.519
It's just not going to work well.

00:20:49.838 --> 00:20:51.619
So there's this thing that I can't do.

00:20:51.720 --> 00:20:53.740
And then there's this perception of, hey,

00:20:54.240 --> 00:20:54.821
exercises.

00:20:54.882 --> 00:20:56.022
I can Google a bunch of stuff.

00:20:56.063 --> 00:20:57.743
So there are similar because

00:20:57.804 --> 00:20:59.124
they're medical procedures,

00:20:59.163 --> 00:21:00.005
things that benefit you.

00:21:00.025 --> 00:21:00.964
But in my opinion,

00:21:01.105 --> 00:21:01.806
the way I think a lot of

00:21:01.826 --> 00:21:03.047
people look at it is the

00:21:03.086 --> 00:21:04.688
difference is like, hey,

00:21:05.087 --> 00:21:06.009
do I really need this?

00:21:07.267 --> 00:21:09.247
Versus when your mouth hurts,

00:21:10.008 --> 00:21:11.647
it's not a need anymore.

00:21:11.807 --> 00:21:12.528
It's not a want anymore.

00:21:12.567 --> 00:21:13.127
It's a need.

00:21:13.228 --> 00:21:14.208
I cannot survive.

00:21:14.288 --> 00:21:15.269
I cannot go through this.

00:21:15.648 --> 00:21:17.108
So it's framing that words.

00:21:17.588 --> 00:21:18.969
And Tony pointed out in the chat,

00:21:19.048 --> 00:21:20.710
words like need versus want.

00:21:21.009 --> 00:21:22.390
Because Dave,

00:21:22.410 --> 00:21:23.130
you said you needed

00:21:23.170 --> 00:21:27.090
Invisalign to survive or because of you,

00:21:27.211 --> 00:21:27.451
right?

00:21:27.471 --> 00:21:28.191
So Joey said that.

00:21:28.310 --> 00:21:29.371
I said I needed it.

00:21:29.431 --> 00:21:31.392
I mean, I definitely know Joey said that.

00:21:31.412 --> 00:21:31.832
Yeah.

00:21:33.011 --> 00:21:35.192
And so some people do think

00:21:35.212 --> 00:21:36.992
they need Invisalign.

00:21:38.152 --> 00:21:40.192
And so I think in reality,

00:21:40.231 --> 00:21:41.133
we have to have a better

00:21:41.173 --> 00:21:43.413
job at actually positioning ourselves,

00:21:43.432 --> 00:21:44.853
like you're saying, as a need.

00:21:45.873 --> 00:21:46.913
And I think the hard thing

00:21:46.953 --> 00:21:47.953
is people don't even know

00:21:47.973 --> 00:21:49.354
what physical therapy is.

00:21:50.473 --> 00:21:51.834
That's the issue we're trying to solve.

00:21:51.874 --> 00:21:52.954
This is the world you live in.

00:21:53.414 --> 00:21:56.795
How do you do that without selling?

00:21:56.815 --> 00:21:59.056
Because 10% of our

00:21:59.115 --> 00:21:59.816
profession is going to want

00:21:59.836 --> 00:22:00.776
to sell whatever.

00:22:00.915 --> 00:22:02.036
They're going to sell the

00:22:02.115 --> 00:22:02.635
next quick thing.

00:22:02.655 --> 00:22:04.135
But 90% of our population, I think,

00:22:04.175 --> 00:22:05.656
maybe more, hopefully more,

00:22:05.777 --> 00:22:06.696
is going to want to sell...

00:22:07.636 --> 00:22:08.356
the proper thing.

00:22:08.376 --> 00:22:10.096
The problem is most people

00:22:10.237 --> 00:22:11.218
in our profession are such

00:22:11.278 --> 00:22:11.958
bleeding hearts.

00:22:12.198 --> 00:22:13.538
And I say this because I love you.

00:22:13.557 --> 00:22:14.617
I love you.

00:22:14.978 --> 00:22:16.018
But if you honestly believe

00:22:16.057 --> 00:22:16.818
that the thing that you

00:22:16.898 --> 00:22:18.019
know and can provide can

00:22:18.038 --> 00:22:19.838
help someone and you're not selling it,

00:22:20.118 --> 00:22:21.798
I'd say that's a disservice, right?

00:22:22.259 --> 00:22:23.460
So how do you teach people

00:22:23.779 --> 00:22:25.039
or how do we educate people

00:22:25.079 --> 00:22:27.000
better to sell the thing

00:22:27.019 --> 00:22:29.560
you honestly believe to make it a need?

00:22:30.260 --> 00:22:31.040
I think a lot of it's

00:22:31.540 --> 00:22:32.560
stretching the gap of where

00:22:32.601 --> 00:22:33.320
they are and where they

00:22:33.340 --> 00:22:34.642
want to be and then making

00:22:34.682 --> 00:22:35.682
them realize they don't

00:22:35.741 --> 00:22:36.821
have another alternative.

00:22:37.542 --> 00:22:38.944
So like the two biggest

00:22:38.984 --> 00:22:39.884
things that I see that

00:22:40.006 --> 00:22:41.326
everybody misses on a front

00:22:41.366 --> 00:22:43.829
office phone call is urgency.

00:22:44.250 --> 00:22:45.171
And then what happens if it

00:22:45.191 --> 00:22:46.172
continues to get worse?

00:22:47.153 --> 00:22:49.756
And so I need to make enough

00:22:49.836 --> 00:22:50.977
money to retire,

00:22:51.637 --> 00:22:52.679
but it's not enough for a

00:22:52.739 --> 00:22:54.119
lot of people to actually

00:22:54.160 --> 00:22:55.020
work harder and do the

00:22:55.060 --> 00:22:55.801
things they need to do to

00:22:55.862 --> 00:22:56.702
start making more money.

00:22:56.722 --> 00:22:57.663
And they're passive with it.

00:22:58.467 --> 00:22:59.748
But if a big life event

00:22:59.788 --> 00:23:01.088
comes up and all of a

00:23:01.128 --> 00:23:02.109
sudden they realize like

00:23:02.190 --> 00:23:03.131
life is short because

00:23:03.151 --> 00:23:04.211
someone just died and they

00:23:04.231 --> 00:23:05.011
need to make sure they take

00:23:05.051 --> 00:23:05.732
care of their family,

00:23:06.272 --> 00:23:07.253
all of a sudden they want

00:23:07.294 --> 00:23:08.434
becomes a very much a need.

00:23:08.942 --> 00:23:09.102
Yeah.

00:23:09.261 --> 00:23:10.442
And so for physical therapy,

00:23:10.461 --> 00:23:11.863
we have to honestly,

00:23:11.903 --> 00:23:12.843
the lot of it's not it's

00:23:12.863 --> 00:23:14.064
not physical therapy.

00:23:14.703 --> 00:23:16.703
It's, hey, I have these issues.

00:23:16.824 --> 00:23:18.444
This is what is preventing me from doing.

00:23:18.805 --> 00:23:19.805
You have to essentially let

00:23:19.865 --> 00:23:20.865
them know that you

00:23:20.925 --> 00:23:21.945
understand where they are.

00:23:22.486 --> 00:23:23.246
And then from there,

00:23:23.266 --> 00:23:24.406
it becomes a it's not

00:23:24.446 --> 00:23:25.906
necessarily I need physical therapy.

00:23:26.386 --> 00:23:27.386
I just need someone who

00:23:27.446 --> 00:23:28.567
understands my problems the

00:23:28.587 --> 00:23:29.147
way that you do.

00:23:29.829 --> 00:23:30.549
And whether that's for

00:23:30.589 --> 00:23:32.050
shockwave or laser or for

00:23:32.090 --> 00:23:33.290
physical therapy, it doesn't matter.

00:23:33.351 --> 00:23:35.271
It's all the exact same sales process.

00:23:35.832 --> 00:23:36.892
The reason that a lot of

00:23:36.932 --> 00:23:38.432
people feel easier time

00:23:38.472 --> 00:23:40.032
selling the new technology

00:23:40.573 --> 00:23:41.413
is because it makes them

00:23:41.452 --> 00:23:42.933
feel more confident in the product.

00:23:43.094 --> 00:23:43.614
I think so.

00:23:43.874 --> 00:23:44.713
They're selling the product

00:23:44.753 --> 00:23:46.375
and not the transformation.

00:23:46.454 --> 00:23:47.974
Don't sell the drill, sell the hole.

00:23:48.055 --> 00:23:49.836
And I think that's what... I

00:23:49.875 --> 00:23:51.256
think other professions

00:23:51.296 --> 00:23:54.537
have a pretty... They've

00:23:54.576 --> 00:23:56.038
been doing it longer probably because...

00:23:57.241 --> 00:23:58.364
need for necessity.

00:23:58.384 --> 00:23:59.605
And you're saying it's not

00:23:59.625 --> 00:24:00.787
like PT is not coming along.

00:24:00.846 --> 00:24:01.667
It's just, it's,

00:24:01.847 --> 00:24:03.590
they haven't needed to move faster.

00:24:03.631 --> 00:24:04.531
So if it didn't move faster,

00:24:04.592 --> 00:24:05.432
that's human nature.

00:24:05.874 --> 00:24:06.074
Yeah.

00:24:06.294 --> 00:24:06.454
Yeah.

00:24:06.494 --> 00:24:07.895
I mean, cause I don't know,

00:24:07.957 --> 00:24:10.559
it's like maybe 10,

00:24:10.559 --> 00:24:11.141
15% of the dental

00:24:11.181 --> 00:24:13.243
population doesn't advertise.

00:24:13.263 --> 00:24:13.344
Yeah.

00:24:14.258 --> 00:24:14.798
That's about it.

00:24:15.398 --> 00:24:16.378
What do you think PT is?

00:24:16.858 --> 00:24:19.221
It's probably only 90%

00:24:19.221 --> 00:24:20.201
probably don't advertise.

00:24:21.761 --> 00:24:22.261
So you,

00:24:22.481 --> 00:24:24.383
you doing something puts you above

00:24:24.383 --> 00:24:25.344
90% in this.

00:24:25.403 --> 00:24:25.943
Yeah, it does.

00:24:26.003 --> 00:24:26.163
Like,

00:24:26.203 --> 00:24:27.865
cause the hard thing is now we've got

00:24:27.884 --> 00:24:29.905
the big chains that they all advertise.

00:24:30.205 --> 00:24:30.566
Luckily,

00:24:30.645 --> 00:24:31.826
most of them aren't very good at it,

00:24:31.886 --> 00:24:33.667
but like you have an

00:24:33.728 --> 00:24:34.928
advantage over pretty much

00:24:35.068 --> 00:24:35.888
most of your people,

00:24:35.929 --> 00:24:37.029
but that's what we're

00:24:37.049 --> 00:24:37.970
seeing very commonly.

00:24:37.990 --> 00:24:39.111
It's like, Hey, someone comes in,

00:24:39.151 --> 00:24:40.090
they're five clinics.

00:24:40.191 --> 00:24:40.651
They're like, Hey,

00:24:40.671 --> 00:24:42.152
we've never had to advertise before.

00:24:42.172 --> 00:24:43.093
Cause like you'll ask him, it's like,

00:24:43.133 --> 00:24:43.772
what's your budget?

00:24:44.502 --> 00:24:45.603
I'm like we don't have a

00:24:45.643 --> 00:24:46.723
budget I'm like oh like

00:24:46.804 --> 00:24:47.683
unlimited they're like no

00:24:47.703 --> 00:24:48.703
we don't have a budget I'm

00:24:48.723 --> 00:24:49.984
like yeah they don't know

00:24:50.525 --> 00:24:51.404
um so they're like they

00:24:51.444 --> 00:24:52.244
don't even know where to

00:24:52.325 --> 00:24:53.786
start which is scary

00:24:53.806 --> 00:24:54.766
because if your whole life

00:24:54.806 --> 00:24:56.125
you've never had a cost to

00:24:56.186 --> 00:24:58.007
acquire a client now all of

00:24:58.027 --> 00:24:58.707
a sudden you're being

00:24:58.886 --> 00:25:00.087
forced to because there's

00:25:00.508 --> 00:25:01.347
it's because it's not even

00:25:01.367 --> 00:25:02.867
just the big guys it's like

00:25:03.009 --> 00:25:03.909
the small guys who are

00:25:03.949 --> 00:25:05.348
taking cash base and taking

00:25:05.348 --> 00:25:07.009
15 to 20 visits a week from

00:25:07.029 --> 00:25:08.269
you another small guy

00:25:08.410 --> 00:25:09.650
another small guy and it

00:25:09.690 --> 00:25:11.111
just takes all those to where like

00:25:11.631 --> 00:25:12.692
You don't have the easy

00:25:12.731 --> 00:25:13.632
low-hanging fruit that

00:25:13.712 --> 00:25:15.473
maybe would have came in.

00:25:15.513 --> 00:25:15.634
Yeah.

00:25:15.653 --> 00:25:19.236
I mean, not even 10, 15 years ago,

00:25:19.596 --> 00:25:22.838
you needed a large budget to go to radio,

00:25:22.919 --> 00:25:24.980
news, TV in a local market, billboard,

00:25:25.059 --> 00:25:26.020
outdoor, direct.

00:25:26.121 --> 00:25:26.941
Maybe that was a cheaper...

00:25:27.301 --> 00:25:29.022
Direct mail was probably like the...

00:25:30.276 --> 00:25:31.356
the thing that nobody really

00:25:31.376 --> 00:25:32.837
needed a huge budget to hit

00:25:32.857 --> 00:25:34.638
a lot of people once or twice.

00:25:35.078 --> 00:25:39.442
And now you need this and you can do it.

00:25:39.923 --> 00:25:40.482
Yes, it does.

00:25:40.542 --> 00:25:40.983
No, no, no, no.

00:25:41.064 --> 00:25:42.664
I'm not saying that it's, it's,

00:25:42.785 --> 00:25:43.664
it's pendulums, right?

00:25:43.704 --> 00:25:45.406
When, when everybody's doing something,

00:25:45.446 --> 00:25:47.768
it's sort of works a little bit less.

00:25:48.048 --> 00:25:48.269
Right.

00:25:48.828 --> 00:25:49.690
And then all of a sudden the

00:25:49.710 --> 00:25:50.289
pendulum and our,

00:25:50.430 --> 00:25:52.070
our attention switches to something else.

00:25:52.531 --> 00:25:53.853
And the people that go

00:25:53.952 --> 00:25:55.273
towards the scary thing,

00:25:55.874 --> 00:25:56.714
cause you're mentioning, um,

00:25:57.799 --> 00:25:58.681
It's the people with five

00:25:58.721 --> 00:26:00.501
clinics who now the big chains roll in.

00:26:00.541 --> 00:26:01.782
They never had to do it.

00:26:02.403 --> 00:26:03.523
They know they have to,

00:26:03.544 --> 00:26:04.424
but they're scared because

00:26:04.444 --> 00:26:05.465
they don't know how and

00:26:05.486 --> 00:26:06.306
they don't know where to start.

00:26:06.566 --> 00:26:07.787
They don't want to reveal to

00:26:07.826 --> 00:26:09.327
someone else that they've

00:26:09.367 --> 00:26:10.128
gotten this far.

00:26:10.189 --> 00:26:12.130
Imposter syndrome comes in like, hey,

00:26:12.250 --> 00:26:12.951
I don't want to have to

00:26:12.990 --> 00:26:13.931
call this guy named Joey,

00:26:13.971 --> 00:26:15.992
but everything I see him

00:26:16.073 --> 00:26:17.433
saying is what I'm feeling.

00:26:18.013 --> 00:26:19.095
But it's that human nature

00:26:19.134 --> 00:26:20.435
of not wanting to go

00:26:20.516 --> 00:26:21.537
towards the uncertainty.

00:26:21.717 --> 00:26:24.858
We'd rather just fight, flight, or freeze.

00:26:25.038 --> 00:26:25.960
A lot of times we freeze.

00:26:26.319 --> 00:26:26.500
Yeah.

00:26:26.680 --> 00:26:26.779
Well,

00:26:26.799 --> 00:26:27.721
I'll tell you one of the things

00:26:27.740 --> 00:26:28.842
that's actually preventing

00:26:28.882 --> 00:26:29.842
a lot of people from moving

00:26:29.882 --> 00:26:31.063
forward with more marketing

00:26:31.083 --> 00:26:32.824
and stuff like that is they

00:26:32.963 --> 00:26:33.904
once were profitable,

00:26:34.085 --> 00:26:35.085
it's starting to become

00:26:35.144 --> 00:26:36.246
less and less profitable.

00:26:36.705 --> 00:26:38.366
So they either don't have a budget for it.

00:26:38.946 --> 00:26:41.209
But the real thing is they

00:26:41.269 --> 00:26:42.509
realize their front office

00:26:42.569 --> 00:26:43.890
isn't good enough to

00:26:43.950 --> 00:26:45.351
actually do the follow up that's needed.

00:26:46.311 --> 00:26:47.913
They're like, hey, like Susan's awesome.

00:26:47.952 --> 00:26:49.073
She's good at scheduling people.

00:26:49.113 --> 00:26:50.213
She needs lay down sales

00:26:50.233 --> 00:26:50.974
that are referrals.

00:26:51.394 --> 00:26:52.615
But like if I was to throw

00:26:52.655 --> 00:26:54.155
an extra hundred leads to her this month,

00:26:54.195 --> 00:26:54.717
she would die.

00:26:55.362 --> 00:26:56.782
And I can't lose Susan right now.

00:26:57.343 --> 00:26:58.143
And so there's a lot of

00:26:58.182 --> 00:26:59.064
people that don't make

00:26:59.104 --> 00:26:59.923
these changes because

00:27:00.023 --> 00:27:01.125
either they're trapped by

00:27:01.164 --> 00:27:01.944
their staff because they're

00:27:01.964 --> 00:27:02.684
afraid they're going to quit,

00:27:02.704 --> 00:27:03.865
especially on the PT side

00:27:03.885 --> 00:27:05.346
because it's hard to find therapists.

00:27:06.166 --> 00:27:07.166
Or it's someone that's been

00:27:07.186 --> 00:27:08.107
around so long and they

00:27:08.147 --> 00:27:09.788
have to not pay with cost

00:27:09.847 --> 00:27:11.888
of marketing or pay to a company like us.

00:27:12.470 --> 00:27:13.410
They have to pay the cost of

00:27:13.470 --> 00:27:14.730
training if someone was to leave.

00:27:15.070 --> 00:27:15.750
They've got to take their

00:27:15.770 --> 00:27:17.172
people offline to properly

00:27:17.251 --> 00:27:18.471
train them to then bring

00:27:18.491 --> 00:27:19.212
them back online.

00:27:19.252 --> 00:27:19.853
So, yeah,

00:27:19.913 --> 00:27:20.992
they're right now on the edge and

00:27:21.012 --> 00:27:21.313
they're like,

00:27:21.333 --> 00:27:22.294
I don't know how I would

00:27:22.334 --> 00:27:23.173
even do that because it's

00:27:23.193 --> 00:27:24.134
not part of their skill set.

00:27:24.494 --> 00:27:24.634
Yeah.

00:27:25.471 --> 00:27:25.673
Yeah,

00:27:25.692 --> 00:27:27.817
because most people hired secretaries

00:27:27.939 --> 00:27:28.681
and then tried to train

00:27:28.701 --> 00:27:29.583
them in sales instead of

00:27:29.603 --> 00:27:30.766
sales and turn them into a

00:27:30.806 --> 00:27:31.528
front office person.

00:27:33.321 --> 00:27:33.642
Yeah.

00:27:33.662 --> 00:27:34.903
So a year ago I had like a,

00:27:34.923 --> 00:27:36.084
an aha moment with my

00:27:36.144 --> 00:27:37.744
marketing and I think that

00:27:37.944 --> 00:27:39.246
owners that are not marketing.

00:27:39.286 --> 00:27:41.106
So Joey's saying, you know,

00:27:41.126 --> 00:27:41.886
there's 1% of physical

00:27:41.906 --> 00:27:43.107
therapy practice owners not

00:27:43.228 --> 00:27:44.909
paying for ads, not doing marketing,

00:27:45.009 --> 00:27:45.808
not having a budget

00:27:45.848 --> 00:27:46.869
allocated for marketing.

00:27:47.730 --> 00:27:49.270
I would assume either they

00:27:49.330 --> 00:27:50.531
have some risk issue or

00:27:50.571 --> 00:27:52.133
they have not had an aha moment.

00:27:52.192 --> 00:27:53.953
Here's my aha moment because

00:27:53.993 --> 00:27:54.894
I think it might help you.

00:27:54.914 --> 00:27:55.835
I have nothing to sell you.

00:27:55.875 --> 00:27:56.816
But, um,

00:27:57.950 --> 00:28:01.132
I was running Google ads years ago,

00:28:01.231 --> 00:28:02.393
five years ago, six years ago.

00:28:02.512 --> 00:28:04.114
And then over time, my monthly budget,

00:28:04.134 --> 00:28:04.953
my daily budget,

00:28:05.013 --> 00:28:06.714
monthly budget spend on it

00:28:06.994 --> 00:28:07.796
increased over time.

00:28:07.855 --> 00:28:08.875
I don't remember the dollar amount,

00:28:08.895 --> 00:28:10.277
but let's just say at one

00:28:10.297 --> 00:28:12.178
point I was spending like a

00:28:12.218 --> 00:28:13.019
thousand bucks a month.

00:28:13.239 --> 00:28:14.839
We ramped it up significantly since then.

00:28:15.619 --> 00:28:16.940
at the time I'm spending a

00:28:16.960 --> 00:28:17.721
thousand bucks a month,

00:28:17.740 --> 00:28:18.661
which probably sounds like

00:28:18.701 --> 00:28:21.241
a lot tracking the prospective patients,

00:28:21.281 --> 00:28:21.741
the leads.

00:28:22.041 --> 00:28:23.561
And obviously there's some

00:28:23.622 --> 00:28:24.623
folks that they're just,

00:28:24.942 --> 00:28:25.423
they're looking for an

00:28:25.442 --> 00:28:26.303
outpatient office and we do

00:28:26.343 --> 00:28:27.563
home visits so that they

00:28:27.583 --> 00:28:28.804
call their own number or whatever.

00:28:28.884 --> 00:28:30.604
And there's good leads, there's bad leads.

00:28:30.663 --> 00:28:31.704
And there's some prospective

00:28:31.904 --> 00:28:33.525
patient leads in the middle that are,

00:28:33.644 --> 00:28:33.904
you know,

00:28:33.944 --> 00:28:35.246
kind of warm and they need some

00:28:35.286 --> 00:28:36.145
of the followup that Joey's

00:28:36.165 --> 00:28:36.625
talking about.

00:28:37.766 --> 00:28:40.086
My aha moment was tracking

00:28:40.126 --> 00:28:42.907
these leads on a monthly basis and seeing

00:28:45.882 --> 00:28:48.423
Even one patient stick with us for,

00:28:48.624 --> 00:28:49.943
let's say, now you fast forward the next,

00:28:50.184 --> 00:28:52.026
let's say, eight months into the future.

00:28:52.865 --> 00:28:54.186
And they've spent $8,000

00:28:54.186 --> 00:28:55.708
with us or something.

00:28:55.988 --> 00:28:57.169
And I go back and I go, okay,

00:28:57.308 --> 00:29:01.551
we spent $1,000 in January of last year.

00:29:02.673 --> 00:29:06.556
We got an X amount of new patient avals.

00:29:07.656 --> 00:29:10.201
And this number of folks ended up,

00:29:10.403 --> 00:29:10.623
you know,

00:29:10.643 --> 00:29:11.625
we're talking about lifetime value.

00:29:11.644 --> 00:29:12.547
Here's how much they spent

00:29:12.606 --> 00:29:13.368
over the last year and a

00:29:13.409 --> 00:29:14.490
half or two years or whatever.

00:29:15.489 --> 00:29:17.388
And then you realize like this one person,

00:29:17.409 --> 00:29:17.429
I,

00:29:18.289 --> 00:29:19.250
of course you want to talk about the

00:29:19.329 --> 00:29:19.930
margin of it,

00:29:19.990 --> 00:29:22.070
but like this person grossly

00:29:22.431 --> 00:29:23.171
top line revenue,

00:29:23.191 --> 00:29:25.811
this person spent $8,000 with us,

00:29:26.332 --> 00:29:28.571
which covered eight months

00:29:28.751 --> 00:29:30.133
of me running these Google ads.

00:29:30.173 --> 00:29:30.272
Now,

00:29:30.292 --> 00:29:32.012
of course there's my time and our time,

00:29:32.113 --> 00:29:32.553
our team,

00:29:32.593 --> 00:29:34.213
and then the fulfillment of my

00:29:34.253 --> 00:29:35.493
therapist going to treat

00:29:35.534 --> 00:29:37.213
the patient and all that.

00:29:37.273 --> 00:29:39.194
So, but from a gross number standpoint,

00:29:39.515 --> 00:29:41.736
it's easy to look at and

00:29:42.355 --> 00:29:43.236
that one patient,

00:29:43.717 --> 00:29:44.837
I'm like, I look back, I'm like,

00:29:44.877 --> 00:29:47.421
that patient just paid for

00:29:47.580 --> 00:29:49.303
eight months of our Google ads.

00:29:49.343 --> 00:29:50.384
Now, of course, in that eight months,

00:29:50.683 --> 00:29:51.786
we also got a ton of other

00:29:51.826 --> 00:29:53.086
people that ended up in the

00:29:53.126 --> 00:29:55.729
future spending five, 10, 15,

00:29:55.729 --> 00:29:57.491
$20,000 with us over time.

00:29:57.751 --> 00:29:58.813
That was my aha moment.

00:29:58.853 --> 00:29:59.794
I go, oh my gosh.

00:30:00.755 --> 00:30:01.675
I just need to ramp.

00:30:01.736 --> 00:30:02.296
And then, of course,

00:30:02.316 --> 00:30:03.536
the most I think I've spent

00:30:03.596 --> 00:30:04.277
is like eight thousand

00:30:04.297 --> 00:30:05.497
dollars a month in Google ads,

00:30:05.656 --> 00:30:06.258
which I know probably

00:30:06.278 --> 00:30:07.657
sounds like a big amount.

00:30:08.798 --> 00:30:10.259
But I'm realizing like

00:30:10.278 --> 00:30:11.799
there's a percentage of folks out there.

00:30:11.819 --> 00:30:13.161
I know New York City is

00:30:13.260 --> 00:30:14.080
maybe a little bit different,

00:30:14.121 --> 00:30:15.622
maybe similar to other metros,

00:30:16.961 --> 00:30:18.722
that if I spend a good

00:30:18.742 --> 00:30:20.084
amount of money and cast a big net,

00:30:20.104 --> 00:30:20.723
there's going to be more of

00:30:20.743 --> 00:30:21.865
these people that stay with us.

00:30:22.884 --> 00:30:24.445
assuming that our product

00:30:24.486 --> 00:30:25.767
and our service is good

00:30:25.866 --> 00:30:27.028
which I believe it is and

00:30:27.048 --> 00:30:28.808
it can always be better but

00:30:28.828 --> 00:30:29.869
that was my aha moment I'm

00:30:29.910 --> 00:30:31.369
like certain people are

00:30:31.411 --> 00:30:33.291
paying for all of the ad

00:30:33.332 --> 00:30:37.294
spend and that just that

00:30:37.314 --> 00:30:39.055
was my aha moment I feel

00:30:39.095 --> 00:30:39.935
like there's owners out

00:30:39.976 --> 00:30:41.317
there that haven't gotten

00:30:41.336 --> 00:30:42.336
to that right joey so I

00:30:42.597 --> 00:30:43.557
know that you helped them

00:30:43.577 --> 00:30:45.278
with them um is that

00:30:45.318 --> 00:30:45.880
something that you can

00:30:46.140 --> 00:30:47.160
figure out on their own is

00:30:47.180 --> 00:30:48.661
that something that just it takes extra

00:30:49.800 --> 00:30:51.702
experience and effort and

00:30:51.942 --> 00:30:52.884
figuring out how much risk

00:30:52.923 --> 00:30:53.604
you're comfortable with.

00:30:53.624 --> 00:30:55.286
I don't know how else owners

00:30:55.326 --> 00:30:56.666
can get to that aha moment.

00:30:57.067 --> 00:30:57.847
And then you actually,

00:30:57.867 --> 00:31:00.549
the budget is no longer a budget.

00:31:00.589 --> 00:31:01.711
It's just return on investment.

00:31:01.751 --> 00:31:04.374
It's like, I'm spending $1,000 this month,

00:31:04.874 --> 00:31:06.194
but this one patient is

00:31:06.214 --> 00:31:07.777
going to spend $8,000 or

00:31:08.356 --> 00:31:09.298
these five patients are

00:31:09.317 --> 00:31:10.578
going to spend $10,000.

00:31:10.578 --> 00:31:12.260
It's going to take time to

00:31:12.320 --> 00:31:13.020
recoup that money,

00:31:13.481 --> 00:31:14.321
but then it's a machine.

00:31:14.362 --> 00:31:15.663
It just keeps circling.

00:31:15.683 --> 00:31:15.804
Yeah.

00:31:16.637 --> 00:31:16.978
Yeah,

00:31:17.038 --> 00:31:18.778
the hard thing is people have kind of

00:31:18.798 --> 00:31:21.679
grouped all bad marketing into marketing,

00:31:22.160 --> 00:31:23.200
just like a lot of patients

00:31:23.240 --> 00:31:24.359
have grouped all physical

00:31:24.380 --> 00:31:26.020
therapy as bad physical therapy.

00:31:26.580 --> 00:31:28.520
And so the biggest thing

00:31:28.540 --> 00:31:29.842
that we kind of have to overcome here,

00:31:29.862 --> 00:31:31.541
because you have pretty good margins,

00:31:31.561 --> 00:31:32.422
because I know you're a

00:31:32.442 --> 00:31:33.702
higher ticket than a lot of people.

00:31:34.462 --> 00:31:35.643
The issue is we have to

00:31:35.682 --> 00:31:36.864
think of a cash flow side

00:31:36.884 --> 00:31:37.844
of things of like, hey,

00:31:38.584 --> 00:31:40.805
if we have this cost to acquire a client,

00:31:41.224 --> 00:31:42.285
we get this amount of money

00:31:42.305 --> 00:31:43.425
in the first 30 days.

00:31:43.885 --> 00:31:44.885
Can we withstand that?

00:31:45.634 --> 00:31:46.675
And so there's many people

00:31:46.715 --> 00:31:48.238
that can't withstand an

00:31:48.238 --> 00:31:49.199
$8,000 a month budget

00:31:49.358 --> 00:31:50.901
because they have too tight of margins.

00:31:51.642 --> 00:31:53.423
But it's very rare that I

00:31:53.503 --> 00:31:54.565
ever find that anybody

00:31:54.585 --> 00:31:55.705
scales something and you

00:31:55.726 --> 00:31:56.646
don't actually get an ROI.

00:31:56.846 --> 00:31:57.146
It's just,

00:31:57.166 --> 00:31:58.249
you have to look at the timeframe.

00:31:59.019 --> 00:32:00.338
And so the hard thing though,

00:32:00.398 --> 00:32:01.519
is most people,

00:32:01.539 --> 00:32:03.200
especially from the radio days.

00:32:03.279 --> 00:32:04.559
And cause I, I mean, I know that that's,

00:32:04.660 --> 00:32:05.039
that's huge.

00:32:05.140 --> 00:32:05.861
I mean, you're like, oh,

00:32:05.881 --> 00:32:06.961
well we got these eyeballs,

00:32:07.000 --> 00:32:07.740
we got these ears,

00:32:07.780 --> 00:32:09.361
we got these impressions, we got these,

00:32:09.701 --> 00:32:09.901
right.

00:32:10.040 --> 00:32:10.902
Because there wasn't a good

00:32:10.942 --> 00:32:11.761
way of tracking it.

00:32:12.261 --> 00:32:13.761
And so there's that,

00:32:13.942 --> 00:32:15.022
or they have a preconceived

00:32:15.063 --> 00:32:15.702
notion of like, Hey,

00:32:15.762 --> 00:32:17.423
I boosted a post and I'm like, cool.

00:32:17.462 --> 00:32:17.623
Like,

00:32:17.702 --> 00:32:19.243
do you know what boosting the post does?

00:32:19.284 --> 00:32:19.804
They're like, yeah,

00:32:19.824 --> 00:32:20.763
it gets it in front of people.

00:32:20.784 --> 00:32:21.784
I'm like, yeah,

00:32:21.824 --> 00:32:23.183
but it's optimized for just

00:32:23.223 --> 00:32:24.744
getting impressions, not conversions.

00:32:24.765 --> 00:32:25.484
They're like, oh.

00:32:26.328 --> 00:32:26.888
OK, well,

00:32:26.949 --> 00:32:28.509
maybe I haven't done Facebook ads

00:32:29.150 --> 00:32:30.970
or they try Facebook ads and they're like,

00:32:31.009 --> 00:32:32.269
well, it didn't work.

00:32:32.410 --> 00:32:33.329
And it's like, OK, well,

00:32:33.349 --> 00:32:34.250
let's figure that out.

00:32:34.310 --> 00:32:35.891
Like, what about it didn't work?

00:32:36.310 --> 00:32:36.490
Right.

00:32:36.711 --> 00:32:37.911
And so you have to have a

00:32:37.951 --> 00:32:39.590
way to diagnose the actual

00:32:39.611 --> 00:32:41.231
process because not

00:32:41.291 --> 00:32:42.372
everybody will crush right

00:32:42.412 --> 00:32:43.751
out the gate because we

00:32:43.791 --> 00:32:45.212
have either personnel issues,

00:32:45.292 --> 00:32:46.113
systems issues.

00:32:46.512 --> 00:32:48.413
Like we have people that will come in.

00:32:48.452 --> 00:32:49.732
We show them exactly what to do.

00:32:49.772 --> 00:32:50.834
They have 100 leads in their

00:32:50.854 --> 00:32:52.773
system and then they don't call anybody.

00:32:53.507 --> 00:32:54.988
So it's just like, OK, well,

00:32:55.028 --> 00:32:55.848
that's pretty hard to get

00:32:55.868 --> 00:32:57.329
an ROI if we don't call anybody.

00:32:57.910 --> 00:32:59.590
And so you have to look at those things.

00:32:59.671 --> 00:33:01.232
But from the belief standpoint,

00:33:02.113 --> 00:33:03.013
I think it's hard to have

00:33:03.054 --> 00:33:03.713
the belief until you

00:33:03.733 --> 00:33:04.515
actually see it work.

00:33:04.555 --> 00:33:05.414
So usually you have to see

00:33:05.455 --> 00:33:06.375
someone else that's done it

00:33:06.556 --> 00:33:07.436
that you at least trust

00:33:07.477 --> 00:33:09.077
enough or you just have

00:33:09.117 --> 00:33:10.419
such undeniable proof that

00:33:10.439 --> 00:33:11.119
you can kind of do it.

00:33:11.519 --> 00:33:13.121
But that's also like why for us,

00:33:13.181 --> 00:33:14.761
like we have a guarantee on

00:33:14.801 --> 00:33:15.823
all of our stuff because we

00:33:15.903 --> 00:33:17.104
know that people are scared

00:33:17.144 --> 00:33:18.044
to make those things.

00:33:18.444 --> 00:33:20.586
But we also we we work on

00:33:20.625 --> 00:33:21.967
people in a longer term time frame,

00:33:22.027 --> 00:33:23.048
knowing that it takes time.

00:33:23.680 --> 00:33:25.580
but we know that they have to know like,

00:33:25.721 --> 00:33:25.820
hey,

00:33:25.902 --> 00:33:27.221
I've tried five other places that

00:33:27.261 --> 00:33:27.663
didn't work.

00:33:28.563 --> 00:33:30.144
So we try to mitigate the risks,

00:33:30.644 --> 00:33:31.164
but of course there's

00:33:31.184 --> 00:33:32.006
always gonna be a risk of

00:33:32.066 --> 00:33:33.166
even implementing anything.

00:33:33.767 --> 00:33:34.948
And so you have to kind of

00:33:34.968 --> 00:33:36.409
just make the leap until

00:33:36.429 --> 00:33:37.470
you have enough confidence

00:33:37.490 --> 00:33:38.509
that it actually makes sense.

00:33:38.829 --> 00:33:40.531
Which is hysterical to me.

00:33:41.942 --> 00:33:43.023
Hearing Joey say,

00:33:43.044 --> 00:33:45.125
I've got to tell practice

00:33:45.185 --> 00:33:47.288
owners that you need to do some stuff.

00:33:47.307 --> 00:33:49.589
You got to trust me, do some stuff.

00:33:49.910 --> 00:33:51.191
And then the results come

00:33:51.652 --> 00:33:53.113
because that is physical therapy.

00:33:53.692 --> 00:33:54.493
So you're having practice

00:33:54.534 --> 00:33:55.535
owners that spend all day

00:33:55.595 --> 00:33:58.037
talking to humans who are like, listen,

00:33:58.057 --> 00:33:59.878
I have seen 10,000 backs.

00:33:59.999 --> 00:34:01.319
I understand what you're going.

00:34:01.339 --> 00:34:02.181
I know you're a snowflake

00:34:02.201 --> 00:34:02.761
and you're unique.

00:34:03.321 --> 00:34:04.702
but I'm going to get you through this plan,

00:34:04.942 --> 00:34:06.063
but you have to commit to

00:34:06.123 --> 00:34:07.523
doing it over and over and over again.

00:34:07.544 --> 00:34:09.144
And then we'll see results.

00:34:09.224 --> 00:34:10.684
And it's the exact same thing.

00:34:10.724 --> 00:34:13.005
Like the parallels are the

00:34:13.045 --> 00:34:13.806
exact same thing.

00:34:13.847 --> 00:34:14.027
And, and,

00:34:14.467 --> 00:34:16.288
and to watch a certain percentage of them,

00:34:16.387 --> 00:34:18.528
I imagine resist has to be

00:34:18.568 --> 00:34:19.148
really frustrating.

00:34:19.168 --> 00:34:20.510
It's like, I can see what you want.

00:34:20.730 --> 00:34:21.750
You've got the opportunity.

00:34:21.789 --> 00:34:22.730
You're a great PT,

00:34:23.170 --> 00:34:24.050
but you're not doing the

00:34:24.090 --> 00:34:25.251
things to get people to pay.

00:34:25.271 --> 00:34:27.672
This is where I love these two phrases.

00:34:27.713 --> 00:34:28.713
I've said this a thousand times,

00:34:28.793 --> 00:34:30.173
pay attention and spend time.

00:34:30.893 --> 00:34:32.375
Because they're transactional phrases.

00:34:32.394 --> 00:34:34.916
You need to pay attention, spend time.

00:34:34.976 --> 00:34:35.657
It's pay and spend.

00:34:35.697 --> 00:34:36.597
It's attention and time.

00:34:37.018 --> 00:34:37.757
That's first.

00:34:38.498 --> 00:34:39.518
And the parallels between

00:34:39.579 --> 00:34:39.978
marketing and

00:34:39.998 --> 00:34:42.061
communications or sales and

00:34:42.681 --> 00:34:43.601
having to commit to rehab,

00:34:43.621 --> 00:34:44.282
they're the same thing.

00:34:45.222 --> 00:34:46.242
And it kind of goes back to

00:34:46.262 --> 00:34:48.884
the whole going back to Google reviews.

00:34:49.224 --> 00:34:50.726
So you have to become the

00:34:50.786 --> 00:34:52.126
person first to do the

00:34:52.146 --> 00:34:53.427
things you need to do to have.

00:34:53.447 --> 00:34:55.128
So people are like, oh,

00:34:55.208 --> 00:34:56.509
I don't get any five-star reviews.

00:34:56.528 --> 00:34:57.188
It's like, okay, well,

00:34:57.208 --> 00:34:58.309
when's the last time you left one?

00:34:59.619 --> 00:35:00.719
They're like, ah, crap.

00:35:00.880 --> 00:35:01.159
Okay.

00:35:01.300 --> 00:35:03.820
They're like, oh, I can't have any doctor.

00:35:03.880 --> 00:35:04.822
No doctors want to talk to

00:35:04.862 --> 00:35:05.581
me when I go in.

00:35:06.242 --> 00:35:07.163
And I'm like, oh, okay.

00:35:07.262 --> 00:35:08.242
So when the last time

00:35:08.322 --> 00:35:09.143
someone came in that was

00:35:09.164 --> 00:35:09.844
trying to sell you a new

00:35:09.884 --> 00:35:10.563
piece of equipment,

00:35:10.764 --> 00:35:12.686
were you super open and open and said, oh,

00:35:12.766 --> 00:35:13.766
I'm ready to buy.

00:35:13.786 --> 00:35:16.166
Hey, I'm not here.

00:35:16.387 --> 00:35:17.407
And you ran in the back.

00:35:18.367 --> 00:35:20.349
So like there's just not congruency there.

00:35:20.469 --> 00:35:21.648
So and that's that's kind of

00:35:21.688 --> 00:35:22.768
like limiting beliefs in

00:35:22.829 --> 00:35:24.349
general and some of those type things.

00:35:24.409 --> 00:35:25.949
Like if you have financial

00:35:26.010 --> 00:35:27.311
objections a lot when

00:35:27.331 --> 00:35:28.291
you're going through the process,

00:35:28.331 --> 00:35:29.030
it's probably because you

00:35:29.050 --> 00:35:30.132
don't feel comfortable about money.

00:35:30.711 --> 00:35:32.112
If you're super busy and you

00:35:32.132 --> 00:35:33.472
feel like you can't ever have enough time,

00:35:33.512 --> 00:35:34.472
you probably get a lot of

00:35:34.532 --> 00:35:35.652
objections around time

00:35:36.393 --> 00:35:37.914
because you let them do that.

00:35:37.994 --> 00:35:38.994
You're a little bit hesitant

00:35:39.014 --> 00:35:39.815
around it because you don't

00:35:39.855 --> 00:35:40.574
feel comfortable.

00:35:41.135 --> 00:35:41.954
So then you're like, oh, yeah,

00:35:41.974 --> 00:35:42.594
that's reasonable.

00:35:42.715 --> 00:35:43.556
Like you are busy.

00:35:44.115 --> 00:35:44.655
That's reasonable.

00:35:44.675 --> 00:35:45.396
You can't afford it because

00:35:45.516 --> 00:35:46.177
I don't even know if I

00:35:46.197 --> 00:35:46.916
could afford it right now.

00:35:47.713 --> 00:35:48.574
And so you kind of sell

00:35:48.635 --> 00:35:50.036
based on your own limiting beliefs.

00:35:50.077 --> 00:35:51.518
And so if you have pauses around though,

00:35:51.539 --> 00:35:52.338
you get those a lot.

00:35:52.360 --> 00:35:53.521
That's one of the easiest

00:35:53.561 --> 00:35:55.322
ways to start to identify like, okay,

00:35:55.784 --> 00:35:57.065
I'm falling into this again.

00:35:57.646 --> 00:35:58.726
How else could I think about

00:35:58.766 --> 00:36:00.128
this to start to change the behavior?

00:36:01.110 --> 00:36:02.530
If a practice owner was saying, okay,

00:36:02.550 --> 00:36:02.871
listen,

00:36:02.952 --> 00:36:03.952
I'm liking everything you're saying,

00:36:03.972 --> 00:36:05.715
but what's one thing I could do today

00:36:06.989 --> 00:36:08.769
Low, low effort, high yield.

00:36:09.210 --> 00:36:10.070
They're doing nothing.

00:36:10.090 --> 00:36:11.269
They're part of that 90%.

00:36:11.389 --> 00:36:13.210
What would you have them start to do?

00:36:13.231 --> 00:36:14.612
Are we talking about getting

00:36:14.711 --> 00:36:15.811
more new patients or what

00:36:15.831 --> 00:36:17.192
problem are we trying to solve?

00:36:17.211 --> 00:36:17.371
Yeah,

00:36:17.532 --> 00:36:18.793
let's do more new patients because I

00:36:18.813 --> 00:36:19.273
think that's the one

00:36:19.293 --> 00:36:20.373
everybody is always going to have.

00:36:20.594 --> 00:36:21.233
Yeah.

00:36:21.273 --> 00:36:22.574
I mean, if you have an existing list,

00:36:22.634 --> 00:36:23.675
past patient marketing is

00:36:23.695 --> 00:36:24.894
the easiest and the cheapest.

00:36:25.994 --> 00:36:27.135
So like if you're small,

00:36:27.655 --> 00:36:28.376
literally pick up your

00:36:28.396 --> 00:36:29.335
phone and just call people

00:36:29.356 --> 00:36:30.157
to see how they're doing.

00:36:30.197 --> 00:36:30.996
If they're doing good,

00:36:31.177 --> 00:36:32.516
ask them for a referral or review.

00:36:32.556 --> 00:36:33.958
If they're doing bad, get them back in.

00:36:34.726 --> 00:36:35.286
If you're bigger,

00:36:35.327 --> 00:36:37.108
you can systemize this more with text,

00:36:37.248 --> 00:36:37.509
email.

00:36:37.548 --> 00:36:38.789
You can even do voicemail drops.

00:36:38.809 --> 00:36:40.251
So it bypasses your ringer.

00:36:40.271 --> 00:36:41.291
So then it leaves a voicemail.

00:36:41.311 --> 00:36:42.333
So it seems more personal.

00:36:43.032 --> 00:36:43.713
Those would be very,

00:36:43.773 --> 00:36:44.875
very low hanging fruit.

00:36:45.434 --> 00:36:46.815
If you want it to be more personalized,

00:36:46.835 --> 00:36:47.657
you can do handwritten

00:36:47.697 --> 00:36:49.077
letters to all of your people.

00:36:49.498 --> 00:36:51.400
Like that's the easiest, lowest friction.

00:36:51.420 --> 00:36:52.099
Your front office,

00:36:52.159 --> 00:36:53.201
like if they can't close an

00:36:53.240 --> 00:36:55.222
existing patient, like we have issues.

00:36:56.001 --> 00:36:57.264
But if we're wanting to have

00:36:57.324 --> 00:36:58.125
maybe a little bit more

00:36:58.264 --> 00:37:00.007
expedited process of like, hey,

00:37:00.047 --> 00:37:01.588
like I know we're going to do that,

00:37:01.688 --> 00:37:02.730
but we also want to kind of

00:37:02.769 --> 00:37:03.871
like throw some gas on it.

00:37:04.431 --> 00:37:05.472
Facebook and Instagram ads

00:37:05.512 --> 00:37:06.574
make the most sense from

00:37:06.594 --> 00:37:08.016
like I can turn them on today.

00:37:08.036 --> 00:37:08.938
We're like SEO.

00:37:08.978 --> 00:37:09.597
It takes some time.

00:37:10.099 --> 00:37:10.278
Right.

00:37:10.418 --> 00:37:11.019
Google ads.

00:37:11.079 --> 00:37:12.081
It still does take some time.

00:37:12.862 --> 00:37:14.182
Even if we do postcards,

00:37:14.222 --> 00:37:15.445
like they don't just

00:37:15.485 --> 00:37:16.465
deliver there tomorrow.

00:37:17.045 --> 00:37:18.547
And so that's kind of how you look at it.

00:37:18.608 --> 00:37:19.829
But we also look at Facebook

00:37:19.849 --> 00:37:21.349
and Instagram ads is like, okay, well,

00:37:21.409 --> 00:37:22.130
it's still what I would

00:37:22.150 --> 00:37:23.291
consider quick win marketing.

00:37:23.713 --> 00:37:24.974
It's like you run back pain

00:37:25.094 --> 00:37:25.835
and then eventually all the

00:37:25.855 --> 00:37:26.795
people that are ready to do it,

00:37:27.036 --> 00:37:27.856
they stop opting in.

00:37:27.876 --> 00:37:28.757
Now you have to do shoulder.

00:37:29.157 --> 00:37:29.838
Now you have to do this.

00:37:30.418 --> 00:37:32.021
But they allow you to afford

00:37:32.380 --> 00:37:33.981
the budget to start working on.

00:37:34.141 --> 00:37:35.083
Now we have all these back

00:37:35.143 --> 00:37:36.164
end past patient systems.

00:37:36.684 --> 00:37:37.905
Now we have SEO firing.

00:37:38.306 --> 00:37:39.827
Now we have more physician referrals.

00:37:40.047 --> 00:37:41.288
We have all those things to

00:37:41.307 --> 00:37:42.148
where eventually you don't

00:37:42.188 --> 00:37:43.130
have to depend on those.

00:37:43.170 --> 00:37:44.210
They're just more for like, hey,

00:37:44.570 --> 00:37:45.472
I have a new location.

00:37:45.492 --> 00:37:46.213
I have a new hire.

00:37:46.253 --> 00:37:47.494
I have seasonality slowness

00:37:47.534 --> 00:37:48.514
because deductibles just

00:37:48.554 --> 00:37:49.635
reset something like that.

00:37:50.275 --> 00:37:51.157
But Facebook and Instagram

00:37:51.177 --> 00:37:52.978
is like the fastest across the board.

00:37:52.998 --> 00:37:54.619
There's going to be some people say, oh,

00:37:54.659 --> 00:37:55.681
that doesn't work in my area.

00:37:55.882 --> 00:37:56.121
I mean,

00:37:56.141 --> 00:37:57.182
Dave's probably one of those that

00:37:57.202 --> 00:37:58.023
would say that because he's

00:37:58.063 --> 00:37:58.844
in New York and a lot of

00:37:58.864 --> 00:37:59.744
people in New York always

00:37:59.766 --> 00:38:01.007
tell me Facebook ads don't work,

00:38:01.827 --> 00:38:02.688
despite the fact that we

00:38:02.728 --> 00:38:03.909
have so many people in New York.

00:38:04.730 --> 00:38:05.570
Then someone will say, oh,

00:38:05.590 --> 00:38:06.552
I'm in a rural area.

00:38:06.632 --> 00:38:07.693
People won't resonate with that.

00:38:07.934 --> 00:38:09.014
Like there's always some

00:38:09.074 --> 00:38:10.076
type of limiting belief and

00:38:10.096 --> 00:38:11.376
they put like a clause on

00:38:11.456 --> 00:38:12.617
why they can't be successful.

00:38:13.458 --> 00:38:14.860
And we have to start to realize, like,

00:38:15.340 --> 00:38:16.300
what's the story we're

00:38:16.320 --> 00:38:17.239
telling ourself that's

00:38:17.280 --> 00:38:18.340
preventing us from actually

00:38:18.360 --> 00:38:19.161
getting what we want?

00:38:19.601 --> 00:38:20.561
Because it's not helpful.

00:38:20.802 --> 00:38:22.242
It's like, OK, well, we are in New York.

00:38:23.543 --> 00:38:25.023
And it's like, well,

00:38:25.163 --> 00:38:26.324
what are we going to do about it?

00:38:26.983 --> 00:38:27.864
And so you have to kind of

00:38:27.884 --> 00:38:28.623
look at those things.

00:38:28.684 --> 00:38:29.704
But those are kind of like

00:38:29.724 --> 00:38:31.224
the easy lower hanging fruit.

00:38:31.846 --> 00:38:32.846
But also just asking,

00:38:32.885 --> 00:38:34.706
like teaching your team how

00:38:34.746 --> 00:38:35.726
to ask for a referral.

00:38:36.467 --> 00:38:36.668
Right.

00:38:36.947 --> 00:38:37.528
Well,

00:38:37.648 --> 00:38:39.769
that was just mentioned in the comments.

00:38:39.829 --> 00:38:40.451
As a therapist,

00:38:40.490 --> 00:38:41.210
I feel that we don't want

00:38:41.231 --> 00:38:42.172
to ask for reviews because

00:38:42.192 --> 00:38:42.891
we want to keep a good

00:38:42.911 --> 00:38:44.032
relationship with our patients.

00:38:44.893 --> 00:38:47.675
I have a counter to that, too.

00:38:47.715 --> 00:38:48.356
But, you know, Joey,

00:38:48.376 --> 00:38:49.097
when you look at Dave's

00:38:49.117 --> 00:38:50.297
already shaking his head, Joey, like,

00:38:50.318 --> 00:38:51.297
you know, hey,

00:38:51.458 --> 00:38:52.659
if you if this is if this

00:38:52.719 --> 00:38:53.820
is something said to you in a meeting,

00:38:53.840 --> 00:38:54.239
what do you say?

00:38:54.539 --> 00:38:55.121
How do you respond?

00:38:55.577 --> 00:38:55.838
Yeah.

00:38:55.898 --> 00:38:56.998
So one, I'd ask,

00:38:57.458 --> 00:38:58.199
I always ask for

00:38:58.239 --> 00:38:59.539
clarification because you

00:38:59.579 --> 00:39:00.599
need to understand the

00:39:00.699 --> 00:39:02.019
actual belief that's already here.

00:39:02.139 --> 00:39:03.300
So I would be asking, it's like,

00:39:03.481 --> 00:39:04.521
what about that would make

00:39:04.541 --> 00:39:05.302
you think that it would

00:39:05.342 --> 00:39:06.981
ruin your relationship with the patient?

00:39:07.802 --> 00:39:08.463
It would ruin the

00:39:08.503 --> 00:39:09.682
relationship if you weren't

00:39:09.702 --> 00:39:11.344
providing a good enough experience.

00:39:12.403 --> 00:39:13.824
And so that's the inherent

00:39:13.885 --> 00:39:15.344
issue is most people don't

00:39:15.364 --> 00:39:17.826
want to ask that because they're afraid.

00:39:17.985 --> 00:39:19.987
What if someone says it's not good enough?

00:39:21.007 --> 00:39:22.047
Because they will then have

00:39:22.088 --> 00:39:23.327
to sit in there and realize

00:39:23.367 --> 00:39:24.268
they're maybe not as good

00:39:24.309 --> 00:39:24.869
as they need to be.

00:39:25.460 --> 00:39:26.481
they maybe need to know how

00:39:26.521 --> 00:39:27.704
to communicate value better,

00:39:27.963 --> 00:39:29.025
they maybe aren't getting

00:39:29.065 --> 00:39:30.126
patients fast enough.

00:39:30.626 --> 00:39:30.786
Like,

00:39:31.088 --> 00:39:32.710
I don't think people realize how

00:39:32.809 --> 00:39:34.192
common it is for therapists

00:39:34.211 --> 00:39:35.472
that I talked to to not

00:39:35.512 --> 00:39:36.534
feel actually confident,

00:39:36.635 --> 00:39:37.195
even though they've been

00:39:37.215 --> 00:39:38.757
doing it for 15 to 50 years.

00:39:39.197 --> 00:39:40.498
Again, it's a long range.

00:39:40.900 --> 00:39:41.500
It's not like, oh,

00:39:41.581 --> 00:39:42.882
new grads are not confident.

00:39:43.342 --> 00:39:43.463
Like,

00:39:44.394 --> 00:39:45.376
very much people would

00:39:45.436 --> 00:39:46.637
realize that like at any

00:39:46.697 --> 00:39:47.918
point 10 to 15 percent of

00:39:47.938 --> 00:39:48.958
people were kind of winging

00:39:48.998 --> 00:39:50.159
it thinking we know how to

00:39:50.199 --> 00:39:51.840
fix them and we're just

00:39:51.900 --> 00:39:53.561
hoping it all plays out and

00:39:53.601 --> 00:39:55.103
so that's very hard for

00:39:55.143 --> 00:39:56.324
someone to want to ask but

00:39:56.503 --> 00:39:58.025
if anything in sales and in

00:39:58.085 --> 00:39:59.385
reviews and all this if you

00:39:59.425 --> 00:40:00.286
listen to like the jordan

00:40:00.306 --> 00:40:01.387
belforts of the world like

00:40:01.927 --> 00:40:03.128
he closes someone and

00:40:03.168 --> 00:40:04.208
immediately ask him for a

00:40:04.228 --> 00:40:06.851
referral because it

00:40:06.891 --> 00:40:08.192
consolidates their decision

00:40:08.231 --> 00:40:08.992
and actually doing it

00:40:09.813 --> 00:40:12.054
And so that allows them to

00:40:12.233 --> 00:40:13.375
consult because think about it,

00:40:13.875 --> 00:40:14.655
when someone starts

00:40:14.735 --> 00:40:16.536
actually doing CrossFit,

00:40:16.896 --> 00:40:19.097
someone starts becoming like a vegan,

00:40:19.637 --> 00:40:20.418
the very first thing they

00:40:20.438 --> 00:40:21.478
want to do is get you to

00:40:21.559 --> 00:40:23.521
also do CrossFit and be a vegan,

00:40:24.161 --> 00:40:25.121
because they're trying to

00:40:25.161 --> 00:40:26.161
consolidate that they made

00:40:26.181 --> 00:40:26.862
the right decision.

00:40:27.583 --> 00:40:29.623
And so a review allows you to do that.

00:40:30.083 --> 00:40:31.625
Again, also, realistically,

00:40:32.025 --> 00:40:33.186
if I leave a five star review,

00:40:33.346 --> 00:40:34.425
I would assume you'd

00:40:34.445 --> 00:40:35.206
probably treat me better.

00:40:36.010 --> 00:40:36.489
So if anything,

00:40:36.530 --> 00:40:37.389
it should only strengthen

00:40:37.409 --> 00:40:38.130
the relationship.

00:40:38.510 --> 00:40:39.630
But it's usually the fear of

00:40:39.771 --> 00:40:40.710
asking that's actually

00:40:40.751 --> 00:40:42.110
causing that actual objection.

00:40:42.831 --> 00:40:43.831
Or they don't know how.

00:40:44.652 --> 00:40:46.012
Most of the time they haven't been trained,

00:40:46.072 --> 00:40:47.112
so it makes them nervous.

00:40:47.411 --> 00:40:49.532
Sorry to cut you off.

00:40:49.652 --> 00:40:51.172
I would remove the nervousness.

00:40:52.092 --> 00:40:52.273
Yeah.

00:40:52.492 --> 00:40:53.032
As therapists,

00:40:53.052 --> 00:40:53.773
I feel we don't want to ask

00:40:53.793 --> 00:40:54.454
for reviews to go and keep

00:40:54.494 --> 00:40:55.153
a good relationship.

00:40:55.494 --> 00:40:56.574
Hey, how was your experience?

00:40:56.853 --> 00:40:57.213
Crappy.

00:40:57.434 --> 00:40:58.313
I'm not mentioning review.

00:41:00.474 --> 00:41:00.735
Great.

00:41:00.755 --> 00:41:01.094
You're out.

00:41:01.414 --> 00:41:02.335
How was your experience?

00:41:02.454 --> 00:41:03.916
It was okay.

00:41:04.135 --> 00:41:05.476
What could have made it better?

00:41:06.550 --> 00:41:06.670
Right.

00:41:06.710 --> 00:41:07.251
That's a good one.

00:41:07.411 --> 00:41:08.293
Or how was your experience?

00:41:08.413 --> 00:41:08.733
Great.

00:41:09.074 --> 00:41:09.956
Would you feel comfortable

00:41:09.996 --> 00:41:10.936
leaving a review so more

00:41:10.976 --> 00:41:12.239
people like you could get the same help?

00:41:12.775 --> 00:41:12.936
Yeah.

00:41:13.396 --> 00:41:14.297
There's your, there's your,

00:41:14.597 --> 00:41:15.637
there's your decision tree.

00:41:15.657 --> 00:41:16.798
There's your question.

00:41:16.858 --> 00:41:17.679
And something interesting.

00:41:17.699 --> 00:41:18.420
Cause there's of course the

00:41:18.480 --> 00:41:20.101
NPS Raider score of like, Hey, how,

00:41:20.402 --> 00:41:22.083
how likely would you be to

00:41:22.422 --> 00:41:23.244
refer to someone?

00:41:23.664 --> 00:41:23.963
But like,

00:41:24.184 --> 00:41:25.445
if you start asking about how

00:41:25.485 --> 00:41:26.606
they feel about the experience,

00:41:26.626 --> 00:41:27.586
how everything is like a

00:41:27.646 --> 00:41:28.827
lot of times people will go

00:41:28.887 --> 00:41:29.648
the actual opposite.

00:41:29.668 --> 00:41:29.909
So like,

00:41:29.949 --> 00:41:31.349
let's say it's one to 10 on like

00:41:31.429 --> 00:41:32.269
how they feel it's been.

00:41:32.309 --> 00:41:33.972
And the recovery has been, well,

00:41:33.992 --> 00:41:34.672
they tell you an eight.

00:41:34.831 --> 00:41:35.492
Most people are like,

00:41:35.512 --> 00:41:36.833
they try to tell you like, Oh, like,

00:41:36.853 --> 00:41:38.614
like what would make it a 10.

00:41:38.614 --> 00:41:39.215
And really all they're

00:41:39.235 --> 00:41:40.677
saying is all the negative things.

00:41:41.336 --> 00:41:41.556
Really,

00:41:41.597 --> 00:41:42.858
you should actually go the opposite

00:41:42.918 --> 00:41:44.038
and say, well, I guess,

00:41:44.358 --> 00:41:45.378
why didn't you rate it a four?

00:41:45.898 --> 00:41:46.818
What did you like about it?

00:41:47.259 --> 00:41:48.478
So then they sell themselves

00:41:48.579 --> 00:41:49.539
on why it was good.

00:41:49.559 --> 00:41:50.800
And you're like, oh,

00:41:50.860 --> 00:41:51.840
so if we were to also

00:41:51.900 --> 00:41:53.121
improve this and this,

00:41:53.581 --> 00:41:55.702
it sounds like this would be a 10.

00:41:55.702 --> 00:41:57.362
Now you have a way to actually improve it.

00:41:57.742 --> 00:41:59.043
So that way you're not saying like,

00:41:59.222 --> 00:41:59.983
what are all the things you

00:42:00.003 --> 00:42:00.603
hated about us?

00:42:00.663 --> 00:42:01.423
Like that's pretty much what

00:42:01.443 --> 00:42:03.123
you do when you try to get them to a 10.

00:42:03.123 --> 00:42:03.344
Right.

00:42:03.503 --> 00:42:04.885
Because that people can't,

00:42:05.485 --> 00:42:08.005
it's harder for them to verbalize that.

00:42:08.206 --> 00:42:08.346
Yeah.

00:42:09.181 --> 00:42:10.061
And it doesn't help.

00:42:10.202 --> 00:42:10.422
Right.

00:42:10.442 --> 00:42:11.322
So like, Hey, okay.

00:42:11.402 --> 00:42:11.802
I like that.

00:42:11.842 --> 00:42:13.083
That's the, I like that reverse.

00:42:13.684 --> 00:42:13.844
Well,

00:42:13.864 --> 00:42:14.985
and that's what we do with physical

00:42:15.025 --> 00:42:15.664
therapy too.

00:42:15.744 --> 00:42:16.146
So it's like,

00:42:16.186 --> 00:42:17.585
they've been to physical therapy before.

00:42:17.626 --> 00:42:18.306
We don't ask like,

00:42:18.327 --> 00:42:19.847
what did you not like about it first?

00:42:19.907 --> 00:42:20.989
It's what did you like about it?

00:42:21.869 --> 00:42:22.730
Because then you find out

00:42:22.750 --> 00:42:23.550
what's important to them.

00:42:23.610 --> 00:42:23.710
Oh,

00:42:23.750 --> 00:42:25.311
I really liked it because I always had

00:42:25.351 --> 00:42:26.072
the same therapist.

00:42:26.112 --> 00:42:27.152
I really liked it because of this.

00:42:27.233 --> 00:42:27.833
So, I mean,

00:42:27.853 --> 00:42:29.434
I guess if we could improve something,

00:42:29.873 --> 00:42:31.215
what do you wish maybe they had done?

00:42:31.695 --> 00:42:31.916
Right.

00:42:32.695 --> 00:42:33.876
But you opened it with an

00:42:33.976 --> 00:42:35.358
easier one to say, what did you like?

00:42:36.922 --> 00:42:37.864
And I think that the

00:42:37.925 --> 00:42:39.608
timeline of asking for a review,

00:42:39.628 --> 00:42:41.552
I think it should be centered around

00:42:42.784 --> 00:42:44.465
a perceived peak of happiness.

00:42:44.525 --> 00:42:45.365
And sometimes that's on the

00:42:45.425 --> 00:42:46.346
first or second visit.

00:42:46.746 --> 00:42:48.405
And I know my buddy down in Florida,

00:42:48.445 --> 00:42:48.945
Ron Miller,

00:42:49.085 --> 00:42:50.646
he and his practice at pursuit,

00:42:50.686 --> 00:42:53.387
like they will only ask now he's got like,

00:42:53.407 --> 00:42:53.606
I don't,

00:42:53.686 --> 00:42:55.027
I forget his number of multiple

00:42:55.088 --> 00:42:55.847
hundreds of review.

00:42:55.867 --> 00:42:56.967
He's got the most reviews of

00:42:57.027 --> 00:42:59.449
any practice in Orlando, Florida, uh,

00:42:59.648 --> 00:43:00.728
and probably the surrounding area.

00:43:00.768 --> 00:43:01.548
So he's got a lot of Google

00:43:01.568 --> 00:43:02.789
reviews in general,

00:43:03.150 --> 00:43:04.349
but they only ask for the

00:43:04.389 --> 00:43:05.710
Google review at the end of

00:43:05.750 --> 00:43:07.170
the plan of care when

00:43:07.210 --> 00:43:09.110
they're discharging a patient, which is,

00:43:11.211 --> 00:43:11.853
it works for them,

00:43:12.393 --> 00:43:13.634
but what I've seen to get

00:43:13.673 --> 00:43:14.635
the most Google reviews.

00:43:14.755 --> 00:43:15.655
And if anyone's watching and

00:43:15.695 --> 00:43:16.576
listening to get more

00:43:16.655 --> 00:43:17.817
Google reviews sooner,

00:43:18.677 --> 00:43:19.838
if there's some breakthrough, like,

00:43:19.898 --> 00:43:20.898
Oh my gosh, I've had,

00:43:21.298 --> 00:43:23.621
my knee has been stiff for months.

00:43:24.201 --> 00:43:24.681
And, you know,

00:43:24.742 --> 00:43:26.041
you just worked on it for

00:43:26.081 --> 00:43:26.922
like 10 minutes.

00:43:26.963 --> 00:43:27.422
What did you do?

00:43:27.463 --> 00:43:28.284
And then you had me do this

00:43:28.344 --> 00:43:29.065
drill or whatever.

00:43:29.445 --> 00:43:30.405
And now it feels looser.

00:43:30.445 --> 00:43:31.505
I have more range of motion.

00:43:31.545 --> 00:43:32.286
This is amazing.

00:43:32.827 --> 00:43:33.688
And then Joey,

00:43:33.768 --> 00:43:34.889
the therapist should be like,

00:43:35.608 --> 00:43:36.809
Oh, that's like, that's amazing.

00:43:36.829 --> 00:43:37.710
Like, that's awesome.

00:43:37.750 --> 00:43:37.969
Like,

00:43:38.090 --> 00:43:40.170
and then you can kind of nicely

00:43:40.251 --> 00:43:42.771
professionally segue it and say like, Hey,

00:43:43.751 --> 00:43:45.972
like we help folks get, you know,

00:43:46.733 --> 00:43:47.833
results like this all the time.

00:43:48.014 --> 00:43:49.094
And we would love for you to

00:43:49.114 --> 00:43:50.414
kind of share that in a Google review.

00:43:51.255 --> 00:43:53.556
and mention this range of

00:43:53.596 --> 00:43:54.516
motion that we just got in

00:43:54.556 --> 00:43:55.436
your knee and now you can

00:43:55.476 --> 00:43:56.717
walk better and it only

00:43:56.777 --> 00:43:58.637
took one or two visits as

00:43:58.677 --> 00:43:59.438
opposed to waiting to the

00:43:59.498 --> 00:44:00.159
end of the plan of care

00:44:00.179 --> 00:44:00.838
because the end of the plan

00:44:00.878 --> 00:44:02.340
of care could be what 10

00:44:02.340 --> 00:44:03.860
visits 15 it could be eight

00:44:03.920 --> 00:44:04.760
visits it could be 20

00:44:04.760 --> 00:44:06.461
visits and it takes a lot

00:44:06.521 --> 00:44:07.481
longer to even get that

00:44:07.561 --> 00:44:09.222
review on your google listing

00:44:09.978 --> 00:44:10.958
or they could just drop off

00:44:10.998 --> 00:44:11.898
before then so you don't

00:44:11.918 --> 00:44:13.340
have the opportunity right

00:44:13.360 --> 00:44:14.621
and so one of the ways that

00:44:14.641 --> 00:44:16.061
we facilitate this more is

00:44:16.282 --> 00:44:17.882
we teach every therapist on

00:44:17.943 --> 00:44:19.684
our routine visits you ask

00:44:19.704 --> 00:44:21.005
them share share something

00:44:21.025 --> 00:44:21.905
that they were able to do

00:44:21.945 --> 00:44:22.766
that they weren't able to

00:44:22.987 --> 00:44:24.188
share a win since last time

00:44:24.547 --> 00:44:25.208
tell me something you're

00:44:25.228 --> 00:44:27.028
grateful for and so it

00:44:27.230 --> 00:44:28.530
changes the dynamic versus

00:44:28.550 --> 00:44:29.351
the person who's saying

00:44:29.391 --> 00:44:30.512
like hey like I'm here

00:44:30.552 --> 00:44:31.813
ain't I or like nine out of

00:44:31.833 --> 00:44:32.813
ten pain and like they're

00:44:32.833 --> 00:44:33.574
just negative the whole

00:44:33.614 --> 00:44:34.514
time so when it creates a

00:44:34.534 --> 00:44:35.235
better environment

00:44:35.755 --> 00:44:37.096
But as soon as they tell you what that is,

00:44:37.115 --> 00:44:37.916
you go have them write it

00:44:37.956 --> 00:44:38.597
on a whiteboard.

00:44:38.956 --> 00:44:39.898
So you have the win board.

00:44:40.458 --> 00:44:41.438
So it just already starts to

00:44:41.458 --> 00:44:42.139
build more authority.

00:44:42.159 --> 00:44:43.300
They actually physically had

00:44:43.340 --> 00:44:44.280
to write down the things

00:44:44.320 --> 00:44:45.641
that were actually happening.

00:44:46.001 --> 00:44:47.023
And then you ask them for

00:44:47.063 --> 00:44:47.862
the review because it

00:44:47.882 --> 00:44:49.204
already has that process of

00:44:49.264 --> 00:44:50.264
being willing to do that.

00:44:50.844 --> 00:44:51.726
And so that's one of the

00:44:51.806 --> 00:44:53.166
easiest ways to start to do that.

00:44:53.586 --> 00:44:54.967
But I also don't love

00:44:55.007 --> 00:44:56.849
waiting till the end purely

00:44:56.909 --> 00:44:58.431
because I don't like

00:44:58.510 --> 00:44:59.530
pulling equity out of a

00:44:59.570 --> 00:45:01.152
relationship when they feel

00:45:01.213 --> 00:45:02.934
like they owe us right now.

00:45:03.990 --> 00:45:05.753
Because if we pull equity out,

00:45:05.793 --> 00:45:06.813
which anytime you're asking

00:45:06.873 --> 00:45:07.875
someone for something,

00:45:07.914 --> 00:45:08.936
whether that's a new offer,

00:45:09.436 --> 00:45:10.838
that's a review, that's a referral,

00:45:10.858 --> 00:45:11.918
we're pulling equity out of

00:45:11.958 --> 00:45:12.719
the relationship.

00:45:13.721 --> 00:45:14.942
I would rather save that for

00:45:14.961 --> 00:45:16.664
a referral than a review.

00:45:16.684 --> 00:45:17.324
Because really,

00:45:17.344 --> 00:45:17.885
you should have already

00:45:17.985 --> 00:45:19.806
asked for the review on the front end.

00:45:20.306 --> 00:45:21.228
I would rather ask for a

00:45:21.288 --> 00:45:22.329
referral or I'm going to

00:45:22.369 --> 00:45:23.630
sell you into a continuity program.

00:45:24.420 --> 00:45:25.061
But if it's like, hey,

00:45:25.101 --> 00:45:25.782
I need to sell them into

00:45:25.802 --> 00:45:27.083
continuity for wellness,

00:45:27.284 --> 00:45:28.385
and I need to ask them for review,

00:45:28.545 --> 00:45:29.367
and I need to ask them for

00:45:29.387 --> 00:45:30.688
referral all on the last visit,

00:45:31.068 --> 00:45:32.170
hopefully they're ready to

00:45:32.210 --> 00:45:33.353
get sold three things

00:45:33.373 --> 00:45:34.594
because that's what we're doing.

00:45:35.536 --> 00:45:37.699
And it allows you, if you forget midway,

00:45:37.898 --> 00:45:39.201
yeah, still do it on the back end.

00:45:39.880 --> 00:45:40.800
But if you don't have the

00:45:40.840 --> 00:45:42.581
midway and you forget on the last session,

00:45:42.681 --> 00:45:43.583
unless you're calling them,

00:45:44.043 --> 00:45:45.023
which to be clear,

00:45:45.222 --> 00:45:46.204
every single one of us

00:45:46.264 --> 00:45:47.364
could very easily say,

00:45:47.623 --> 00:45:48.945
when these people get discharged,

00:45:49.625 --> 00:45:50.766
have your front office do a

00:45:50.806 --> 00:45:52.206
courtesy call to make sure

00:45:52.226 --> 00:45:53.186
that they are happy with

00:45:53.246 --> 00:45:54.086
everything that happened.

00:45:54.347 --> 00:45:55.527
They know their next steps.

00:45:55.608 --> 00:45:56.568
They know that they can call

00:45:56.628 --> 00:45:58.188
us back if they have residual issues.

00:45:58.628 --> 00:46:00.750
And that's another opportunity to ask them,

00:46:01.309 --> 00:46:02.731
do you want to leave us a review?

00:46:03.391 --> 00:46:05.431
The other option is to say, hey, well,

00:46:05.652 --> 00:46:07.112
how would you like to stay this way?

00:46:07.673 --> 00:46:08.693
You told me you're just out of pain.

00:46:08.733 --> 00:46:10.114
How would you like to stay this way?

00:46:10.135 --> 00:46:11.356
They're like, oh,

00:46:11.536 --> 00:46:12.876
because what most people do

00:46:13.728 --> 00:46:16.112
is they sign up for our VIP, blah, blah,

00:46:16.132 --> 00:46:16.592
blah, blah,

00:46:16.652 --> 00:46:18.114
whatever your wellness program is.

00:46:18.693 --> 00:46:19.775
And so it allows you to do a

00:46:19.835 --> 00:46:21.376
lot of those things and

00:46:21.436 --> 00:46:23.039
have a more systematic way of doing it.

00:46:23.438 --> 00:46:24.139
But you've got to have like

00:46:24.139 --> 00:46:25.621
10 touch points because if you miss,

00:46:25.681 --> 00:46:26.563
if you have a whole entire

00:46:26.603 --> 00:46:28.405
thing of like one, that's the only one.

00:46:28.744 --> 00:46:29.646
If you miss it, you miss it.

00:46:29.965 --> 00:46:31.568
If you have 10 and you miss five of them,

00:46:31.628 --> 00:46:31.807
cool.

00:46:31.827 --> 00:46:33.269
We still have five other opportunities.

00:46:34.960 --> 00:46:35.701
Yeah.

00:46:35.800 --> 00:46:36.681
John, the therapy man,

00:46:36.701 --> 00:46:38.141
which is a great YouTube channel name,

00:46:38.161 --> 00:46:39.682
by the way, agrees.

00:46:40.083 --> 00:46:40.864
Ask for a review after a

00:46:40.903 --> 00:46:41.664
breakthrough when the

00:46:41.704 --> 00:46:44.485
client and patient like this goes back.

00:46:45.106 --> 00:46:46.507
Like John, the therapy man, again,

00:46:46.568 --> 00:46:48.309
great name, brings up a great point.

00:46:49.909 --> 00:46:52.612
I did a poll on my Twitter

00:46:52.652 --> 00:46:53.873
feed and at first it was

00:46:53.913 --> 00:46:54.733
going the way I didn't

00:46:54.753 --> 00:46:55.393
think it was going to go

00:46:55.414 --> 00:46:56.014
because we all ask

00:46:56.054 --> 00:46:56.894
questions expecting the

00:46:56.934 --> 00:46:57.554
answer we want to see.

00:46:57.574 --> 00:46:57.675
Right.

00:46:58.891 --> 00:47:00.333
i asked are we as physical

00:47:00.353 --> 00:47:01.693
therapists in show business

00:47:02.014 --> 00:47:03.376
tell business or what the

00:47:03.416 --> 00:47:05.197
hell does that mean and

00:47:05.277 --> 00:47:06.358
first it was in word tell

00:47:06.378 --> 00:47:07.418
business tell business tell

00:47:07.438 --> 00:47:08.420
business which is the way I

00:47:08.440 --> 00:47:10.222
assumed right I'm smart I'm

00:47:10.262 --> 00:47:10.942
going to tell you what to

00:47:10.981 --> 00:47:11.543
do you're going to do it

00:47:12.923 --> 00:47:15.146
but understand that in this

00:47:15.226 --> 00:47:16.407
experience we're selling a

00:47:16.447 --> 00:47:17.648
journey you're not the star

00:47:18.307 --> 00:47:18.929
patient's the star

00:47:20.494 --> 00:47:21.876
We love to talk about ourselves.

00:47:22.396 --> 00:47:23.916
Just look at social media.

00:47:24.197 --> 00:47:25.097
All we do is talk about

00:47:25.137 --> 00:47:27.239
ourselves and others, which is right,

00:47:27.280 --> 00:47:27.739
like the good.

00:47:28.820 --> 00:47:30.282
Allow people a chance to do that.

00:47:30.422 --> 00:47:31.682
If you do not ask them to,

00:47:32.342 --> 00:47:34.344
and this is where I like a referral,

00:47:34.485 --> 00:47:35.565
a review or remain,

00:47:36.286 --> 00:47:37.445
Maybe I'd change the order

00:47:37.487 --> 00:47:38.847
because remaining is about you.

00:47:39.226 --> 00:47:40.208
Do you want to keep changing?

00:47:40.568 --> 00:47:41.648
Do you think I could help you do that?

00:47:41.728 --> 00:47:42.367
That's about you.

00:47:42.387 --> 00:47:44.148
A referral is you get to

00:47:44.188 --> 00:47:46.630
tell who's the one person

00:47:46.670 --> 00:47:47.570
you know in your network

00:47:47.630 --> 00:47:49.030
that could also benefit from this.

00:47:49.431 --> 00:47:50.391
That's a one-to-one.

00:47:50.692 --> 00:47:52.012
And then the review is one-to-many.

00:47:52.371 --> 00:47:53.293
Would you like to shout this

00:47:53.333 --> 00:47:54.032
from the rooftops?

00:47:54.112 --> 00:47:54.793
Would you like to tell,

00:47:55.313 --> 00:47:56.094
don't talk about me?

00:47:57.150 --> 00:47:59.030
Talk about you to everybody else.

00:47:59.291 --> 00:47:59.990
If you did that,

00:48:00.090 --> 00:48:01.231
I'd be grateful because I

00:48:01.251 --> 00:48:02.351
would like to help more people like you.

00:48:02.632 --> 00:48:03.492
You're putting the person

00:48:03.512 --> 00:48:05.552
that you're asking in the power seat.

00:48:05.952 --> 00:48:06.972
You don't owe them anything.

00:48:07.172 --> 00:48:08.393
You're giving them a chance to shut it.

00:48:08.693 --> 00:48:09.913
But if you do not ask,

00:48:10.253 --> 00:48:11.873
likely they will not do it.

00:48:12.273 --> 00:48:12.653
The end.

00:48:12.893 --> 00:48:13.695
Lather, rinse, repeat.

00:48:14.494 --> 00:48:15.054
Yeah, I don't.

00:48:15.655 --> 00:48:17.054
There's been very few times

00:48:17.094 --> 00:48:18.536
where I've thought to myself,

00:48:18.615 --> 00:48:19.916
I want to go leave a review

00:48:20.795 --> 00:48:21.637
unless someone asks.

00:48:21.677 --> 00:48:22.797
And it has nothing to do

00:48:22.836 --> 00:48:24.476
with me actually not

00:48:24.697 --> 00:48:25.478
thinking they were good.

00:48:25.498 --> 00:48:26.338
You just get busy.

00:48:27.012 --> 00:48:28.614
like people only care about

00:48:28.653 --> 00:48:29.795
like what's in it for them

00:48:29.815 --> 00:48:30.536
and it's like oh yeah I

00:48:30.576 --> 00:48:31.376
guess I probably should do

00:48:31.416 --> 00:48:32.217
that especially since I

00:48:32.257 --> 00:48:33.137
literally teach my guys

00:48:33.177 --> 00:48:33.958
they should be doing this

00:48:34.619 --> 00:48:35.541
um and so then you like

00:48:35.581 --> 00:48:36.442
have to go back and start

00:48:36.501 --> 00:48:37.802
doing that but the the

00:48:37.842 --> 00:48:39.364
analogy of you telling you

00:48:39.405 --> 00:48:40.585
more so saying like it's

00:48:40.646 --> 00:48:42.047
not a not a you it's a them

00:48:42.067 --> 00:48:43.829
I always liken it to like

00:48:44.248 --> 00:48:45.650
they are batman and you're alfred

00:48:46.447 --> 00:48:47.628
that's really how it should

00:48:47.688 --> 00:48:49.289
be because like no one's

00:48:49.329 --> 00:48:50.250
like hyped about being

00:48:50.309 --> 00:48:51.769
alfred but like batman

00:48:51.809 --> 00:48:52.831
doesn't exist without him

00:48:53.331 --> 00:48:54.510
correct and so like that's

00:48:54.550 --> 00:48:55.351
how we kind of have to

00:48:55.411 --> 00:48:56.992
allow that to happen so

00:48:57.012 --> 00:48:58.012
that way they can actually

00:48:58.213 --> 00:49:00.052
truly be this the hero in

00:49:00.072 --> 00:49:01.614
their story I would I mean

00:49:01.833 --> 00:49:02.653
there's always people who

00:49:02.835 --> 00:49:03.494
are way smarter and

00:49:03.534 --> 00:49:04.594
research me but there's got

00:49:04.614 --> 00:49:06.235
to be some research on this is

00:49:07.474 --> 00:49:08.436
when you can position

00:49:08.476 --> 00:49:10.699
yourself as not the one doing the thing,

00:49:10.719 --> 00:49:13.442
as helping the people that

00:49:13.481 --> 00:49:14.943
walk through your doors to do the thing,

00:49:15.304 --> 00:49:16.445
they feel more empowered.

00:49:16.485 --> 00:49:17.346
And we talk all about

00:49:17.385 --> 00:49:18.306
therapeutic alliance and

00:49:18.327 --> 00:49:19.248
belief systems now,

00:49:19.268 --> 00:49:20.349
and we have research to

00:49:20.369 --> 00:49:21.731
back this up somewhere.

00:49:21.891 --> 00:49:23.311
That's me hinting at someone

00:49:23.331 --> 00:49:24.574
who has the research to share it with me,

00:49:24.594 --> 00:49:25.574
because I don't know where that paper is,

00:49:25.594 --> 00:49:26.936
but this is my assumption.

00:49:27.617 --> 00:49:29.759
I like that Alfred or Q and Q and Batman,

00:49:29.818 --> 00:49:30.018
right?

00:49:30.159 --> 00:49:31.139
Or sorry, Q and bond.

00:49:31.420 --> 00:49:34.782
I'm mixing up my, my, my story, but yeah,

00:49:34.822 --> 00:49:35.222
Q and bond.

00:49:35.282 --> 00:49:36.943
How do you help them do that?

00:49:37.023 --> 00:49:37.443
And people,

00:49:37.483 --> 00:49:38.625
when they're the star love to

00:49:38.664 --> 00:49:39.365
talk about the show,

00:49:39.385 --> 00:49:41.126
they were just the star of your life.

00:49:41.847 --> 00:49:42.007
Well,

00:49:42.068 --> 00:49:43.289
I think it kind of goes back to your

00:49:43.309 --> 00:49:44.268
Tony Robbins stuff.

00:49:44.329 --> 00:49:44.690
It's like,

00:49:44.949 --> 00:49:46.630
you don't need to have resources.

00:49:46.690 --> 00:49:48.211
You need to become resourceful.

00:49:49.193 --> 00:49:50.253
And it's the more we can get

00:49:50.293 --> 00:49:52.074
someone into a more resourceful state,

00:49:52.155 --> 00:49:53.416
the more people we can impact.

00:49:54.117 --> 00:49:54.297
Okay.

00:49:55.137 --> 00:49:56.378
And you got to ask them

00:49:56.438 --> 00:49:58.559
again in person and then

00:49:58.639 --> 00:50:01.242
have those automated texts go out.

00:50:01.282 --> 00:50:03.163
Because with my Invisalign provider,

00:50:03.182 --> 00:50:04.304
I was getting,

00:50:04.844 --> 00:50:06.686
it was a nice intermittent drip.

00:50:06.846 --> 00:50:08.306
It was like, I don't know,

00:50:10.168 --> 00:50:11.530
once every week or two,

00:50:11.630 --> 00:50:12.971
like it was very spaced out.

00:50:13.030 --> 00:50:14.851
So that was not sales or anything.

00:50:15.271 --> 00:50:16.853
But I thought it was very

00:50:17.054 --> 00:50:21.237
awkward to be getting an ask,

00:50:21.496 --> 00:50:22.197
like Joey's saying,

00:50:22.338 --> 00:50:23.619
pulling equity out of the relationship

00:50:24.764 --> 00:50:27.244
They're sending me an automated text,

00:50:27.284 --> 00:50:28.786
which I know already know

00:50:28.826 --> 00:50:30.067
it's all set up and everything.

00:50:30.086 --> 00:50:33.007
And it links to their Google

00:50:33.047 --> 00:50:34.748
business listing for a Google review.

00:50:34.929 --> 00:50:35.289
Genius.

00:50:35.369 --> 00:50:35.949
Okay, great.

00:50:35.969 --> 00:50:36.349
Of course.

00:50:36.449 --> 00:50:36.730
Awesome.

00:50:37.710 --> 00:50:38.590
But it was just kind of

00:50:38.731 --> 00:50:39.731
awkward that they were

00:50:40.012 --> 00:50:40.692
sending me these

00:50:41.753 --> 00:50:43.213
intermittent questions to

00:50:43.353 --> 00:50:44.054
just write the Google

00:50:44.074 --> 00:50:46.094
review without asking in person.

00:50:46.255 --> 00:50:47.556
So I know we kind of covered it earlier,

00:50:47.576 --> 00:50:49.197
but it's like, ask in person...

00:50:50.056 --> 00:50:51.237
Like if you're an outpatient office,

00:50:51.257 --> 00:50:52.757
like Joey said, whiteboard,

00:50:53.117 --> 00:50:54.038
they can write some wins

00:50:54.077 --> 00:50:55.518
there and then maybe point

00:50:55.557 --> 00:50:56.838
to the whiteboard and be like, Hey,

00:50:57.778 --> 00:50:59.398
that would be great.

00:51:00.099 --> 00:51:03.159
Also the same verbiage, the same words,

00:51:03.179 --> 00:51:04.981
the same message, like, Hey,

00:51:05.001 --> 00:51:05.780
we would love for you to

00:51:05.820 --> 00:51:08.201
share that on our Google reviews as well.

00:51:08.240 --> 00:51:09.161
Like, is that cool?

00:51:09.181 --> 00:51:10.242
Like, can I just send you a link?

00:51:11.003 --> 00:51:11.264
You know,

00:51:11.284 --> 00:51:12.905
it'll help more people in the

00:51:13.005 --> 00:51:14.106
area find us.

00:51:14.146 --> 00:51:14.586
Like you said,

00:51:14.606 --> 00:51:15.387
you didn't know this was

00:51:15.427 --> 00:51:16.869
available and this was even possible.

00:51:17.268 --> 00:51:19.010
And now we got you to XYZ.

00:51:19.471 --> 00:51:20.632
You're over the moon about it.

00:51:21.413 --> 00:51:22.213
You know, like you said,

00:51:22.893 --> 00:51:24.175
let's help them become

00:51:24.235 --> 00:51:25.195
resourceful in the community.

00:51:25.255 --> 00:51:26.536
And then they're in the spotlight.

00:51:26.896 --> 00:51:29.518
They're being proud of their

00:51:29.579 --> 00:51:30.659
wins and their improvement.

00:51:31.460 --> 00:51:33.081
And the conduit is just them

00:51:33.121 --> 00:51:34.702
writing the review on your listing.

00:51:34.722 --> 00:51:35.304
Yeah.

00:51:35.324 --> 00:51:36.764
And when you want to lower friction too,

00:51:36.824 --> 00:51:38.126
like if you have a whiteboard there,

00:51:38.166 --> 00:51:38.947
have a QR code.

00:51:39.813 --> 00:51:40.614
All your therapists should

00:51:40.634 --> 00:51:42.016
have business cards with QR codes.

00:51:42.255 --> 00:51:43.197
You should have a poster,

00:51:43.557 --> 00:51:44.478
ideally in the bathroom.

00:51:44.518 --> 00:51:45.039
It sounds weird.

00:51:45.059 --> 00:51:45.621
You'll have it in the

00:51:45.661 --> 00:51:46.362
bathroom so when they're

00:51:46.382 --> 00:51:47.784
doing their business, they can scan it.

00:51:48.590 --> 00:51:49.490
And so there's there's a lot

00:51:49.530 --> 00:51:50.371
of places you can kind of

00:51:50.411 --> 00:51:51.112
start to do this.

00:51:51.192 --> 00:51:52.653
But like when we build out

00:51:52.693 --> 00:51:53.815
family and friends programs

00:51:53.855 --> 00:51:54.876
for our guys for referrals,

00:51:55.516 --> 00:51:56.637
initially they'll be like, oh,

00:51:56.697 --> 00:51:58.018
like no one's really referring now.

00:51:58.039 --> 00:51:58.958
I'm like, yeah.

00:51:59.018 --> 00:52:01.121
So how do they know that you have it?

00:52:01.141 --> 00:52:01.702
They're like, well,

00:52:01.802 --> 00:52:03.804
I did this one email and then I did this.

00:52:03.884 --> 00:52:05.344
I'm like, well, did you do the email?

00:52:05.385 --> 00:52:06.085
Did you do the text?

00:52:06.106 --> 00:52:06.927
Did you train your team?

00:52:06.947 --> 00:52:07.766
Do you have a poster?

00:52:07.806 --> 00:52:09.088
Do you have a reason why

00:52:09.128 --> 00:52:09.949
they should want to do that?

00:52:10.009 --> 00:52:12.291
Like it's all it's all in the program.

00:52:12.331 --> 00:52:13.432
Like go through the program.

00:52:13.452 --> 00:52:14.072
But like they're like, oh,

00:52:14.092 --> 00:52:14.673
I told him once.

00:52:15.592 --> 00:52:17.032
And it's like, well, yeah,

00:52:17.353 --> 00:52:18.773
it's almost egotistical to

00:52:18.793 --> 00:52:19.713
think that we tell someone

00:52:19.813 --> 00:52:21.134
once and everybody actually saw it.

00:52:21.494 --> 00:52:21.655
Yep.

00:52:22.775 --> 00:52:23.474
And we'll take action.

00:52:23.494 --> 00:52:24.795
Yeah.

00:52:25.815 --> 00:52:26.416
This was fun.

00:52:26.436 --> 00:52:27.817
Yeah, this was awesome.

00:52:28.336 --> 00:52:28.878
I like this.

00:52:29.057 --> 00:52:29.438
I like it.

00:52:29.518 --> 00:52:30.958
I mean, this is the story of my life,

00:52:31.018 --> 00:52:31.159
right?

00:52:31.199 --> 00:52:32.059
I like talking to people who

00:52:32.099 --> 00:52:32.858
are smart and passionate

00:52:32.898 --> 00:52:33.800
about stuff that I'm smart

00:52:33.820 --> 00:52:34.719
and passionate about or

00:52:35.159 --> 00:52:38.322
stuff that I want to be smarter about.

00:52:39.597 --> 00:52:40.518
Last thing we do on the show, Joey,

00:52:40.898 --> 00:52:41.679
is the parting shot.

00:52:41.739 --> 00:52:42.679
Just one thing you'd want to

00:52:42.699 --> 00:52:43.420
leave with the audience.

00:52:43.440 --> 00:52:44.922
This is my way of letting

00:52:44.961 --> 00:52:46.262
you create a really great

00:52:46.322 --> 00:52:48.164
catchy social media clip at

00:52:48.204 --> 00:52:49.025
the end of the show when

00:52:49.045 --> 00:52:49.784
you're all hyped and

00:52:49.824 --> 00:52:50.885
feeling juice that I can

00:52:50.905 --> 00:52:52.646
then share to promote the episode.

00:52:53.467 --> 00:52:54.469
I do the things, people.

00:52:54.509 --> 00:52:55.509
I do the things we tell you to do.

00:52:55.548 --> 00:52:56.570
So parting shot, what do you got?

00:52:57.250 --> 00:52:57.451
Yeah,

00:52:57.670 --> 00:52:59.391
I think the big thing that everybody

00:52:59.431 --> 00:53:01.012
kind of has to realize is

00:53:01.152 --> 00:53:02.414
the reason that we're not

00:53:02.494 --> 00:53:04.996
doing whatever we know we need to do

00:53:06.231 --> 00:53:08.114
is some type of limiting belief.

00:53:08.875 --> 00:53:10.655
And so the reason I say that, though,

00:53:11.297 --> 00:53:15.000
is because if we aren't actually doing it,

00:53:16.021 --> 00:53:18.402
but we have all these list of should dos,

00:53:19.384 --> 00:53:20.605
there's something that's preventing.

00:53:20.644 --> 00:53:21.706
It's not the new tactic.

00:53:21.766 --> 00:53:22.927
It's not the new strategy.

00:53:23.067 --> 00:53:24.768
There's some reason that you

00:53:24.889 --> 00:53:25.650
and or your staff

00:53:26.695 --> 00:53:28.237
is thinking about why

00:53:28.277 --> 00:53:30.197
they're not doing it and so

00:53:30.498 --> 00:53:32.000
honestly you probably like

00:53:32.019 --> 00:53:32.719
go look at your notes

00:53:32.760 --> 00:53:33.760
section on your phone you

00:53:33.780 --> 00:53:34.800
probably have five to six

00:53:34.840 --> 00:53:35.802
things that are what I

00:53:35.842 --> 00:53:36.802
would call your should do's

00:53:37.682 --> 00:53:38.664
and figure out why you're

00:53:38.923 --> 00:53:40.625
not doing them yeah and

00:53:40.684 --> 00:53:41.485
sometimes that's because

00:53:41.505 --> 00:53:42.547
you're afraid of success

00:53:42.967 --> 00:53:44.447
that's a lot of work I have

00:53:44.467 --> 00:53:45.449
to give up this I have to

00:53:45.489 --> 00:53:46.989
do that yeah I was going to

00:53:47.030 --> 00:53:48.210
yes and you it's emotional

00:53:48.630 --> 00:53:49.510
the answer to why you're

00:53:49.530 --> 00:53:50.391
not taking action is

00:53:50.431 --> 00:53:51.932
emotional it's in you it's

00:53:52.052 --> 00:53:54.193
normal it's okay it's just

00:53:54.494 --> 00:53:55.355
it's not okay to keep

00:53:55.394 --> 00:53:56.476
complaining about it not doing it

00:53:56.873 --> 00:53:57.034
Yeah.

00:53:58.155 --> 00:53:59.135
Dave, what do you got, parting shot?

00:54:00.476 --> 00:54:01.717
Parting shot, always be marketing.

00:54:01.757 --> 00:54:04.179
We talked about, Joey,

00:54:04.179 --> 00:54:05.661
90% approximately practice

00:54:05.701 --> 00:54:08.302
owners not allocating money to market.

00:54:08.882 --> 00:54:09.583
I know there's some things

00:54:09.623 --> 00:54:11.204
to possibly look at before that.

00:54:11.644 --> 00:54:13.146
Do you even have the budget

00:54:13.306 --> 00:54:14.708
and the margins?

00:54:14.728 --> 00:54:17.329
And like Joey said, the front desk staff,

00:54:17.369 --> 00:54:18.010
are they trained?

00:54:18.030 --> 00:54:19.490
Are they ready for more

00:54:19.610 --> 00:54:20.952
prospective patients calling in?

00:54:21.052 --> 00:54:21.132
And

00:54:22.750 --> 00:54:23.630
They need to delegate some

00:54:23.650 --> 00:54:25.632
of the other tasks so that, you know,

00:54:26.192 --> 00:54:26.873
answering the phone is

00:54:27.032 --> 00:54:27.974
pretty darn important.

00:54:27.994 --> 00:54:29.574
I would say that and having them show up,

00:54:29.655 --> 00:54:31.016
those are like the two biggest tasks.

00:54:31.516 --> 00:54:33.637
Not having them, I don't know,

00:54:33.878 --> 00:54:35.438
finish someone's account in

00:54:35.639 --> 00:54:36.980
WebPT or something like that.

00:54:37.300 --> 00:54:37.981
They can do that later.

00:54:38.641 --> 00:54:40.043
But yeah, always be marketing.

00:54:40.663 --> 00:54:41.563
there's there's a lot of

00:54:41.585 --> 00:54:42.826
things out there we've put

00:54:42.865 --> 00:54:44.148
out a lot of free content

00:54:44.188 --> 00:54:46.251
around it uh we need to get

00:54:46.391 --> 00:54:47.472
what we do as the

00:54:47.512 --> 00:54:48.313
profession we need to get

00:54:48.333 --> 00:54:49.576
it out more and more into

00:54:49.615 --> 00:54:50.556
the community it could be

00:54:50.617 --> 00:54:51.557
paid ads it could be

00:54:51.978 --> 00:54:53.300
instagram posts whatever

00:54:53.501 --> 00:54:54.442
whatever might be but we

00:54:54.501 --> 00:54:56.065
need to be doing more and more marketing

00:54:56.820 --> 00:54:56.960
Yeah.

00:54:57.601 --> 00:54:59.523
I would say my parting shot is pick one.

00:54:59.762 --> 00:55:00.983
We talked about a lot of things.

00:55:01.684 --> 00:55:02.244
Go online.

00:55:02.385 --> 00:55:03.786
There's a lot of things you can do.

00:55:04.146 --> 00:55:05.128
And when you start doing that,

00:55:05.228 --> 00:55:06.550
it can feel overwhelming.

00:55:06.809 --> 00:55:07.349
And then you're like,

00:55:07.451 --> 00:55:09.432
because I can't do all the things,

00:55:09.793 --> 00:55:10.813
I do none of the things.

00:55:11.233 --> 00:55:12.235
You feel this in your daily

00:55:12.275 --> 00:55:12.956
life when you're like,

00:55:12.976 --> 00:55:13.717
you look around your house,

00:55:13.757 --> 00:55:14.637
like I need to do the dishes.

00:55:14.697 --> 00:55:15.378
I got to do laundry.

00:55:15.398 --> 00:55:16.278
I got to mow the lawn.

00:55:16.679 --> 00:55:17.760
And then what do you wind up doing?

00:55:18.420 --> 00:55:19.021
Sitting on the couch.

00:55:19.302 --> 00:55:20.282
I'm guilty, right?

00:55:20.302 --> 00:55:20.784
Yeah.

00:55:21.083 --> 00:55:22.324
I would say pick one thing.

00:55:22.465 --> 00:55:23.644
Just say to yourself, hey, listen,

00:55:23.664 --> 00:55:24.485
I'm going to allocate the

00:55:24.525 --> 00:55:26.385
next seven days to picking one thing,

00:55:26.505 --> 00:55:27.927
following through and completing it.

00:55:28.306 --> 00:55:29.387
Then I'm going to see how it works.

00:55:29.646 --> 00:55:30.248
And then you'll get that

00:55:30.307 --> 00:55:32.768
dopamine hit and you'll get a result,

00:55:32.989 --> 00:55:33.829
positive or negative.

00:55:34.989 --> 00:55:35.789
And then maybe you'll do

00:55:35.809 --> 00:55:36.469
that second thing.

00:55:36.610 --> 00:55:38.451
But to quote Linkin Park,

00:55:38.650 --> 00:55:39.431
it starts with one.

00:55:40.911 --> 00:55:41.291
Real quick,

00:55:41.532 --> 00:55:42.773
I really want to add something to that.

00:55:43.052 --> 00:55:43.893
You're probably already

00:55:43.932 --> 00:55:45.072
doing something that's working.

00:55:45.313 --> 00:55:46.213
Just do more of it.

00:55:47.610 --> 00:55:48.731
A lot of times we don't have

00:55:48.773 --> 00:55:49.574
to incur change.

00:55:49.753 --> 00:55:50.815
Like just do more.

00:55:50.875 --> 00:55:52.016
Like you're already getting

00:55:52.077 --> 00:55:52.958
patients somehow.

00:55:53.018 --> 00:55:54.920
Just do more and make sure it's happening.

00:55:55.300 --> 00:55:55.501
Right.

00:55:55.780 --> 00:55:55.981
Yeah.

00:55:56.021 --> 00:55:57.764
Research and analysis is

00:55:57.804 --> 00:55:58.545
something that's

00:55:58.744 --> 00:55:59.686
understanding the thing

00:55:59.726 --> 00:56:00.847
that is or is not working

00:56:00.867 --> 00:56:01.708
that you're already doing.

00:56:03.117 --> 00:56:04.099
Where can people find you, Joey?

00:56:04.119 --> 00:56:04.639
Throw that out there.

00:56:05.300 --> 00:56:06.661
RehabCEOs.com pretty much

00:56:06.681 --> 00:56:07.541
has all of our stuff.

00:56:07.621 --> 00:56:09.523
We do have like there's 350

00:56:09.523 --> 00:56:10.503
video trainings and two

00:56:10.543 --> 00:56:11.284
coaching calls a week

00:56:11.324 --> 00:56:12.304
inside of our school group.

00:56:12.364 --> 00:56:15.608
So SKOL.com slash RehabCEOs.

00:56:16.108 --> 00:56:16.869
So for anybody that's

00:56:16.909 --> 00:56:17.768
wanting to just figure out

00:56:17.809 --> 00:56:19.030
like who's this bald guy,

00:56:19.070 --> 00:56:19.990
maybe he knows a little bit

00:56:20.030 --> 00:56:20.711
that can help me.

00:56:21.672 --> 00:56:22.152
Join there.

00:56:22.172 --> 00:56:23.092
We'll let you in and we can

00:56:23.114 --> 00:56:24.333
just help you out in your business.

00:56:25.275 --> 00:56:25.534
Dave,

00:56:25.976 --> 00:56:26.896
make sure people know where to find

00:56:26.936 --> 00:56:28.056
you and leave a review.

00:56:28.978 --> 00:56:29.918
Yeah, exactly.

00:56:32.396 --> 00:56:33.217
Review the podcast.

00:56:33.257 --> 00:56:34.378
I don't ask for that enough.

00:56:34.418 --> 00:56:35.157
I think I should.

00:56:35.177 --> 00:56:37.079
I think in the beginning, people were like,

00:56:37.119 --> 00:56:37.320
hey,

00:56:37.699 --> 00:56:39.621
reviews and ratings on podcasts don't

00:56:39.641 --> 00:56:40.521
necessarily help it,

00:56:41.021 --> 00:56:41.762
but it's social proof.

00:56:42.302 --> 00:56:43.623
So I think for a while there, I was like,

00:56:43.684 --> 00:56:44.304
I don't need that.

00:56:44.344 --> 00:56:44.965
I'm above that.

00:56:45.085 --> 00:56:45.905
And now I'm like, well,

00:56:46.264 --> 00:56:47.585
it really is honestly good to hear.

00:56:47.606 --> 00:56:48.567
Like, what don't you like?

00:56:49.067 --> 00:56:50.068
How could I have made this a

00:56:50.128 --> 00:56:50.909
five-star review?

00:56:50.949 --> 00:56:52.009
Like those sorts of things.

00:56:52.869 --> 00:56:54.690
I do have my favorite one-star review,

00:56:54.710 --> 00:56:55.532
which is their headphones

00:56:55.552 --> 00:56:56.311
were broken and they could

00:56:56.351 --> 00:56:57.193
only hear out of one ear.

00:56:57.273 --> 00:56:59.134
So they weren't hearing the show, right?

00:56:59.454 --> 00:57:00.715
So that's my favorite one-star review.

00:57:00.735 --> 00:57:01.976
Sometimes you got to celebrate the losses.

00:57:02.456 --> 00:57:03.956
So we actually have a client.

00:57:03.996 --> 00:57:05.878
So he's very aggressive on

00:57:05.918 --> 00:57:07.000
how he actually says stuff

00:57:07.039 --> 00:57:08.280
to one star reviews back to

00:57:08.300 --> 00:57:09.601
the people and like blames them.

00:57:09.661 --> 00:57:11.163
But like maybe don't do that.

00:57:11.643 --> 00:57:12.983
But he has what he calls one

00:57:13.003 --> 00:57:13.945
star review parties.

00:57:14.324 --> 00:57:14.646
He's like,

00:57:14.686 --> 00:57:16.487
because if your patients don't

00:57:16.527 --> 00:57:18.409
see what we're doing, that's not on you.

00:57:19.568 --> 00:57:20.510
I know what you're doing and

00:57:20.530 --> 00:57:21.590
I know the impact we're doing.

00:57:21.610 --> 00:57:22.452
So they literally have

00:57:22.572 --> 00:57:23.492
parties when they have a

00:57:23.592 --> 00:57:24.472
one star review because

00:57:24.532 --> 00:57:26.175
otherwise like people are afraid to ask.

00:57:26.893 --> 00:57:29.536
And so yeah, it's crazy.

00:57:29.556 --> 00:57:31.297
It's great for morale and team building,

00:57:31.376 --> 00:57:31.536
right?

00:57:31.896 --> 00:57:32.137
Yeah.

00:57:32.317 --> 00:57:32.936
So I love it.

00:57:32.976 --> 00:57:33.358
It's just like,

00:57:33.398 --> 00:57:34.318
let's just lean into

00:57:34.398 --> 00:57:35.458
anything that doesn't feel

00:57:35.478 --> 00:57:36.199
like what we want.

00:57:37.599 --> 00:57:38.219
Dave, Joey,

00:57:38.260 --> 00:57:39.260
appreciate you guys getting up

00:57:39.300 --> 00:57:40.762
early for us at PT Breakfast Club.

00:57:40.782 --> 00:57:42.023
We'll see you guys on Tuesday.

00:57:42.523 --> 00:57:43.342
Like, subscribe,

00:57:43.382 --> 00:57:44.364
whatever the streamers say.