Breakfast Club PT - To Hire, or Not To Hire? That is Today's Question!

WEBVTT 00:02.088 --> 00:04.910 Breakfast Club PT in the morning. 00:05.430 --> 00:12.534 We should get some professional voice people to do that because I don't think that me doing that every single time is going to do us any good. 00:13.014 --> 00:14.135 Good morning, Dave. 00:14.155 --> 00:15.016 Good morning, Tony. 00:15.036 --> 00:15.916 I am Jimmy. 00:16.476 --> 00:21.619 We're calling ourselves Breakfast Club PT because, well, we're not creative enough to come up with a unique name. 00:21.639 --> 00:24.961 But this is as early as you get me out of bed, 830 Eastern Time. 00:25.261 --> 00:27.143 And I do host a show called Pinecast. 00:28.023 --> 00:28.443 It's a pint. 00:28.503 --> 00:29.384 It's a unit of measure. 00:30.896 --> 00:32.276 And mine is a latte. 00:32.316 --> 00:32.956 Good morning, gentlemen. 00:32.996 --> 00:34.197 What is your drink of choice in the morning? 00:34.217 --> 00:35.537 Do you guys have a drink of choice? 00:37.117 --> 00:37.457 You know what? 00:37.617 --> 00:45.739 I've been waking up for 21 years doing a fresh double shot espresso with steamed almond milk. 00:45.819 --> 00:46.799 I do one for my wife. 00:46.899 --> 00:47.879 I do one for myself. 00:48.019 --> 00:53.741 I've run the gamut of putting coconut oil in, doing all sorts of stuff. 00:54.181 --> 00:55.721 But that's what I do every single morning. 00:56.448 --> 00:56.688 What? 00:57.289 --> 00:58.631 Just a double shot of espresso? 00:58.852 --> 01:02.777 I essentially drink a shot of espresso with just a cup of milk. 01:03.418 --> 01:08.245 Yeah, a double shot of espresso with probably 8 to 10 ounces of almond milk. 01:08.286 --> 01:08.806 Steam it. 01:10.008 --> 01:11.570 And that's my get up and go. 01:12.341 --> 01:15.644 And the last thing I'll ask is what type of machine do you use to do that? 01:15.884 --> 01:17.946 Like what, what is your coffee espresso? 01:17.966 --> 01:18.626 Yeah. 01:18.766 --> 01:21.649 I've got a bell. 01:22.249 --> 01:22.590 Shoot. 01:23.110 --> 01:24.011 You asked me too quick. 01:24.331 --> 01:28.555 It's a name brand, whatever the most popular one on, but it's all handmade. 01:28.615 --> 01:30.196 It's not like a Keurig. 01:30.316 --> 01:32.138 It's like I grind the beans. 01:32.318 --> 01:35.280 I damp them, tamp them, whatever it's called. 01:35.360 --> 01:36.141 I put them in there. 01:36.161 --> 01:37.162 I steam the milk. 01:37.202 --> 01:38.263 I do it all from scratch. 01:39.324 --> 01:40.625 All right, Dave, what about you? 01:41.363 --> 01:42.104 Yeah, what's your morning? 01:42.744 --> 01:43.365 Black coffee. 01:43.425 --> 01:51.191 We have an espresso machine with the pods, so a little work for the environment, but I don't have to grind the beans like Tony. 01:51.652 --> 01:55.795 I got a couple, I got like two, three, a couple of different coffee machines. 01:55.835 --> 01:59.558 But yes, coffee every day since college, since that worked out well. 01:59.678 --> 02:01.320 I didn't drink anything in college. 02:01.340 --> 02:03.822 I just drank, I don't know, milk or water. 02:03.922 --> 02:05.103 And then people are like, how do you do that? 02:05.123 --> 02:05.683 And I'm like, I don't know. 02:05.723 --> 02:06.244 Have you met me? 02:06.384 --> 02:07.945 Like, I'm a little too much without coffee. 02:08.205 --> 02:09.106 Like, this is me on one. 02:09.126 --> 02:09.947 You don't want me on two. 02:10.547 --> 02:39.218 or three so we wanted to essentially wanted to hold each other accountable or i needed to hold myself accountable so we said listen hey thursday mornings at 8 30 we're just gonna get together what are we talking about i think the three of us talk enough where we sort of just need a thread to pull and we can find stuff so uh and that really is like i hate to break the mystery that really is kind of how live radio worked is we'd walk in and there would be a hot sheet which essentially would break down the last 24 hours worth of news pop culture sports whatever and then your job was 02:40.316 --> 02:41.076 Pull that thread. 02:41.977 --> 02:45.098 And it's always fun when something happens or someone crosses paths. 02:45.138 --> 02:50.200 So I think we have a live call in and we'll open the phones for people out there too as we see a bunch of people watching live. 02:51.280 --> 02:53.761 Tony, how did this come about? 02:53.821 --> 02:54.461 Set up the guests. 02:54.481 --> 02:55.481 Who are we talking to? 02:55.541 --> 02:56.502 How did you come across him? 02:56.522 --> 02:58.262 Why is he sitting there on the phone? 02:58.282 --> 02:58.803 He's in the back. 02:58.843 --> 03:00.003 He's in the green room right now. 03:00.103 --> 03:01.244 Yeah, I love it. 03:01.644 --> 03:02.925 So the guest is Michael Derry. 03:03.485 --> 03:06.066 So as you can imagine, I'm sure you guys are the same way. 03:06.106 --> 03:09.448 I get a lot of text messages, Facebook message, all sorts of stuff. 03:10.288 --> 03:11.669 I've known Michael for years now. 03:11.729 --> 03:13.790 I've kind of watched his progression. 03:13.850 --> 03:16.011 He's got an amazing YouTube channel getting started. 03:16.031 --> 03:18.393 I can't believe his channel hasn't blown up yet. 03:19.013 --> 03:21.636 the quality of his videos through the roof. 03:21.776 --> 03:27.222 But Michael was reaching out to me last night and was like, hey, I've got some things lined up. 03:27.362 --> 03:34.689 I'm not quite sure what the next step is, where I'm going with my mobile concierge physical therapy practice. 03:35.130 --> 03:35.790 So I said, hey, 03:36.724 --> 03:38.486 I'm getting on with Jimmy and Dave in the morning. 03:38.586 --> 03:44.190 I said, this is like the perfect softball pitch for Dave because this is right up his alley. 03:44.891 --> 03:50.676 Um, you know, I run a very different business model, but Dave and Michael are, are simpatico there. 03:51.156 --> 03:56.841 So I said, Hey, jump on a phone, give us a call, talk to us about what's going on and let's get some different perspectives. 03:56.881 --> 03:58.042 And that's where we're going to go now. 03:58.603 --> 04:03.207 And when you said that this morning at, you know, five minutes before we started, I was like, Michael Derry, I just interviewed him. 04:03.812 --> 04:27.267 so his episode has not really been released yet but i was like i just spoke to him so michael's on the phone michael you're uh you're the smart one because you're in florida that's correct yes yes i am i'm looking at the uh beautiful sunshine right now yeah i'm looking at piles of white stuff dave's in the city so you get you get white stuff for 10 minutes and then it turns gray and dirty that's how snow works in new york city and then tony you're you're sort of you you 04:28.317 --> 04:29.158 Yeah, I'm in Ohio. 04:29.218 --> 04:29.818 I'm in the middle. 04:29.899 --> 04:31.560 It's like 23 outside right now. 04:31.580 --> 04:34.843 I'm going to bundle up and go for a run shortly, but it's not bad. 04:35.564 --> 04:36.484 So let's start this way. 04:36.645 --> 04:37.005 I don't know. 04:37.025 --> 04:38.206 I like to steal. 04:38.646 --> 04:39.928 Let's start like Shark Tank, right? 04:40.028 --> 04:43.230 Because the minute someone walks in, they sort of need context. 04:44.111 --> 04:45.513 So Michael, you're on the show. 04:45.893 --> 04:48.715 Give us context of your business. 04:49.676 --> 04:52.559 If you were to walk in on Shark Tank, how would you explain it to the sharks? 04:54.215 --> 04:55.115 Yeah, great question. 04:55.215 --> 05:01.237 So I've been the owner of Revision Health Services here in Jacksonville, Florida for about two and a half years. 05:01.957 --> 05:05.918 I essentially started it because my need was I needed to be home more. 05:06.338 --> 05:08.178 I needed to have a little more flexibility in my life. 05:08.218 --> 05:09.338 I just had my first child. 05:10.118 --> 05:12.479 And I'd always toyed around the idea of having my own practice. 05:12.519 --> 05:15.239 But again, no business ownership background at all. 05:15.860 --> 05:22.301 And so I essentially quit my clinic job where I was cranking out patients and started this. 05:23.018 --> 05:23.999 And I just went all in. 05:24.039 --> 05:26.942 There was no soft transition. 05:27.002 --> 05:30.927 It was a very hard transition and just lit a fire behind me. 05:30.967 --> 05:33.389 And I kind of do better in that type of environment. 05:33.429 --> 05:37.754 So I started seeing people in their home, gym and workplace. 05:38.535 --> 05:42.739 And I was just able to provide the care that I thought at that time that people really wanted. 05:42.819 --> 05:44.982 And so it just kind of spread from there. 05:45.978 --> 05:59.044 I transitioned from more, you know, I had to change the language of my business to more of like the concierge revision health service model because people were just expecting, you know, just from the name just to provide traditional therapy services. 05:59.664 --> 06:07.788 And that's a hard conversation to have when people have these expectations coming into it and you're trying to manage those expectations from visit one. 06:07.848 --> 06:10.870 So that kind of led me to the concierge model. 06:11.150 --> 06:13.771 And essentially now I see people in their home 06:15.102 --> 06:20.606 I just got a contract with a local medium-sized business to just do PT for their employees. 06:21.447 --> 06:23.589 And things are really evolving and doing well. 06:24.009 --> 06:25.430 And I've got a little bit of a wait list. 06:25.570 --> 06:30.434 And things have just really grown rapidly over the last two and a half years. 06:32.055 --> 06:33.577 All right. 06:34.037 --> 06:34.778 So what's the problem? 06:34.998 --> 06:36.659 Where's your friction point? 06:36.719 --> 06:37.480 What's the hurdle? 06:37.740 --> 06:39.021 Where's the rub? 06:39.061 --> 06:41.143 Where are you limited right now? 06:42.581 --> 06:43.783 Uh, you know, it's my time. 06:43.923 --> 06:44.243 Right. 06:44.283 --> 06:48.829 And so I'm trying to find ways to best leverage my time and my knowledge and resources that I have. 06:48.969 --> 06:55.216 And, um, you know, I've, I've recently, I've always had like this soft opening, um, for a job opening where I just, 06:55.663 --> 07:01.767 you know, at one point in time, I was actually going to different PT clinics and literally asking the PTs there if they were looking for a change. 07:02.948 --> 07:09.193 And I just kind of put the word out there and someone reached out and had a great interview and seems really promising. 07:09.273 --> 07:16.058 And, you know, as I started becoming a little more real with that decision, I'm like, man, where am I really going with this? 07:16.098 --> 07:17.519 Like if I bring on this higher level, 07:18.359 --> 07:18.839 What is that? 07:19.000 --> 07:21.380 Is that forcing me down a direction I don't want to go down? 07:22.321 --> 07:30.324 I'm able to kind of buy some of my time back with that hire, but then I'm also managing things where I don't have to manage now because I'm basically my brand. 07:31.781 --> 07:39.729 When I reached out to Tony, it was more like, okay, so if I get back 10 hours, let's say 10 hours in my week, am I able to dedicate that more to my blog and YouTube channel? 07:40.269 --> 07:41.590 Is that something I really want to do? 07:41.650 --> 07:43.872 Do I want to just keep going down the path right now? 07:44.313 --> 07:57.325 And I'm just trying to weigh the risk of bringing on this person and the work behind creating the systems and processing to even a deeper level than just having me 07:58.070 --> 08:00.512 And so it's not that I'm in a bad place. 08:00.732 --> 08:02.854 I'm very fortunate to be in the place I'm in. 08:02.934 --> 08:05.316 But I'm like, man, okay, it's been two and a half years. 08:05.376 --> 08:06.157 It's grown to this. 08:06.437 --> 08:14.643 If I hire this PT, am I setting myself up now to essentially hire more PTs and with the goal to sell in the future? 08:14.663 --> 08:17.926 Because I really want to get out of patient care in the next three to five years. 08:18.764 --> 08:20.785 And those are just the thoughts that I was having. 08:20.805 --> 08:31.710 And so when I reached out to him, my intent was just to be a soundboard and kind of echo some of that stuff because I know him along with guys like yourself have kind of been in my similar situation. 08:32.170 --> 08:32.470 Cool. 08:32.751 --> 08:39.754 Now, I love things like this because I'm watching Tony and Dave and I don't even know if Dave looked like he was writing something down, but I know they're both thinking. 08:40.481 --> 08:44.282 So like, like, you know, show us the thought process. 08:44.323 --> 08:48.284 Like, you know, pretend like your skull is just completely transparent as you're hearing. 08:48.324 --> 08:49.124 What are you processing? 08:49.144 --> 08:52.005 What are you picking up on? 08:53.006 --> 08:53.946 Michael, this is Dave Kittle. 08:53.966 --> 08:57.608 We're connected on Facebook, but, uh, you and I, I don't think we've ever spoken before. 08:57.628 --> 09:00.129 So I have a mobile concierge practice here in New York city. 09:00.809 --> 09:00.909 Um, 09:02.748 --> 09:07.012 It sounds like you need to hire therapists right away and they could be part-time, PRN. 09:08.152 --> 09:12.736 There's some content that I've made around this for you to learn for free. 09:12.756 --> 09:16.319 I have nothing to sell you, but to learn about interviewing and the recruiting process and all that. 09:17.280 --> 09:20.543 That'll absolutely get your time back and buy your time back. 09:21.544 --> 09:26.227 I know Tony's putting out a lot of great stuff around YouTube and putting out videos and all that. 09:26.628 --> 09:29.250 My practice, Concierge Pain Relief, we still don't even have an Instagram. 09:29.290 --> 09:30.191 We don't have a YouTube. 09:30.551 --> 09:31.612 Eventually we might get to it. 09:32.052 --> 09:54.397 they just got a microphone last week well no i i just started using it again last week but yes um michael if if you don't hire then yeah you're going to continue to stretch yourself thin and um i don't think a lot of uh early you know online social media videos it you know you're planning c's that's like a long-term game right now like this quarter next quarter um 09:55.317 --> 09:56.618 You need to recruit and hire. 09:57.479 --> 10:02.403 You'll probably have some follow-up contacts or some follow-up questions around this, and Tony's going to jump in as well. 10:02.844 --> 10:05.726 But you need to be doing what you're already doing. 10:05.786 --> 10:09.309 I love you going to practices and asking if they want to – 10:10.430 --> 10:10.930 change your pace. 10:11.031 --> 10:14.213 I love that's actually like, I would say New York aggressive. 10:14.253 --> 10:14.834 I love that. 10:15.955 --> 10:17.156 So kudos to you for that. 10:17.356 --> 10:29.426 And I would also suggest if you haven't already looking at things like indeed ads, LinkedIn ads, getting in front of more therapists and you're already, it sounds like you might go this path, but I'm not sure. 10:29.647 --> 10:33.410 I think I need to ask you, like, why are you unsure about hiring other therapists? 10:33.430 --> 10:33.850 Like what else? 10:33.970 --> 10:36.432 Like, otherwise you're going to like continue to be even busier. 10:37.674 --> 10:38.094 Great question. 10:39.042 --> 10:40.323 Where's your uncertainty come from, Michael? 10:41.303 --> 10:41.443 Yeah. 10:41.463 --> 10:49.486 The uncertainty comes from, uh, you know, at my current numbers, like me being full, seeing patients, it's like 22 visits a week. 10:49.726 --> 10:55.329 I'm sitting a lot better than I ever have, like working in the clinic, um, with my time and my money. 10:55.929 --> 10:57.490 And so that feels really good. 10:57.530 --> 11:02.932 If I bring on a therapist, I'm going to take a little bit of a hit, um, more of an investment. 11:03.232 --> 11:03.332 Um, 11:04.304 --> 11:06.305 And because I am buying some of that time back. 11:06.365 --> 11:10.868 And so while, you know, it was with that time, like what am I going to do with that time? 11:10.928 --> 11:12.649 Am I going to grow the YouTube? 11:12.669 --> 11:13.690 Am I going to grow the blog? 11:13.730 --> 11:19.874 Am I going to continue trying to grow the mobile concierge practice with that time? 11:20.354 --> 11:22.135 And so that's where I was running into the issue. 11:22.175 --> 11:23.276 Like, okay, so if I have this, 11:24.005 --> 11:33.934 you know, this, it's really another, um, another issue I was having is that when I'm able to offer that therapist, so their pain, their pain points are, I'm tired of seeing 50 patients a week. 11:33.975 --> 11:38.319 I'm tired of doing 60 vials a day and I'm tired of not having control of my schedule. 11:38.379 --> 11:41.662 And I'm like, well, with those pain points, I can address every one of those. 11:41.762 --> 11:45.425 I'm offering you a cush, cush schedule with four to five patients a day. 11:45.445 --> 11:47.808 Um, you're going to make a decent living, but 11:49.348 --> 11:56.550 I think Tony had sent me a text a while back and he's like, you're figuring out what they want versus what they actually want or what they feel like they want. 11:57.051 --> 12:06.233 And so when you try to lay it out and lay out all your cards in front of them, the offer is just way different than what a traditional clinic would offer. 12:07.074 --> 12:14.236 And so those two things have really led to some friction of hiring a therapist and they're like, hey, I need the robust health insurance or the robust 401k plan. 12:15.883 --> 12:20.467 Um, and I'm like, man, that's with those being the primary focus, that's really hard. 12:20.487 --> 12:22.549 And that may not be the ideal hire for me. 12:22.969 --> 12:25.411 So, but I just, that just narrows the pool a little bit. 12:26.092 --> 12:26.292 All right. 12:26.372 --> 12:27.693 So this asks a few things. 12:27.733 --> 12:28.614 So he has two, right? 12:29.435 --> 12:30.916 So what can he do right now? 12:30.996 --> 12:35.019 What can Michael do right now as he's preparing to take this leap? 12:35.059 --> 12:36.721 If he's going to take the leap, Michael, you should take the leap. 12:36.741 --> 12:37.822 I'm not, I want to skip to the end. 12:37.842 --> 12:38.262 Yeah. 12:38.642 --> 12:40.882 But before you do that, what can you do? 12:41.063 --> 12:46.323 Because I feel like the analogy of like, hey, to go from third to fourth gear, you got to let off the gas, push the clutch, shift. 12:46.343 --> 12:47.624 You're going to have a little pause there. 12:48.944 --> 12:52.625 But what can he do to set himself up for success? 12:53.525 --> 13:01.626 And what are the questions he should be asking while he's preparing to do that? 13:01.686 --> 13:02.526 People are calling in. 13:02.566 --> 13:03.907 I guess I put my name on my phone. 13:04.007 --> 13:04.867 Yeah. 13:06.786 --> 13:13.389 So what can he do now as he approaches the shifting gear and then what to do right as soon as he shifts gears to make sure he doesn't lose momentum? 13:14.450 --> 13:21.954 So one thing, and you can obviously talk to your accountant and or your attorney, but you can start with hiring therapists as independent contractors. 13:22.655 --> 13:25.696 I can send you the W-9 or whatever, the IRS tax form. 13:26.497 --> 13:29.359 This is pending your legal due diligence or whatever. 13:29.459 --> 13:29.979 And you can just 13:30.279 --> 13:31.460 pay them a fixed rate. 13:31.500 --> 13:38.625 You write up an agreement, you know, you could go and chat GBT and find like an employment agreement for your Jacksonville or for state of Florida. 13:39.785 --> 13:41.126 You pay them a flat rate. 13:41.186 --> 13:46.690 So 60, 65, 70, something to visit or 50 or whatever, something, you know, in that range. 13:46.990 --> 13:49.452 So there's still some margin for you and the, and the practice. 13:50.372 --> 13:51.633 And that's how you can get started. 13:51.693 --> 13:53.254 Don't worry about the insurance. 13:53.314 --> 13:59.959 Don't worry about, you know, the full timers that you're not at that point right now today to maybe make that bigger leap of, 14:00.700 --> 14:04.203 health insurance, benefits package, salary, or whatever. 14:04.584 --> 14:11.951 You could start with where they're kind of like Luna PT and they're scheduling patients at their leisure. 14:12.031 --> 14:14.694 So the therapists are seeing patients in the evenings or the weekends. 14:14.714 --> 14:15.615 They make their own schedule. 14:15.635 --> 14:17.037 They're independent contractors with you. 14:18.018 --> 14:23.886 There's a whole host of other things to do around onboarding calls with them so that they represent your brand properly. 14:23.946 --> 14:32.499 And you obviously have to recruit and interview these folks to make sure that they're the right fit, that they're the right fit for your clients because you know your clientele better than anyone. 14:34.321 --> 14:44.314 Anything that's stopping you there from from having an independent contractor come on, even if it's one of them and they see, you know, two to five patients a day, they make their own schedule. 14:44.994 --> 14:49.300 Have you considered that or is that something that you're like you have issues with or hesitation with? 14:51.195 --> 14:52.856 Yeah, I think there's two parts to that. 14:52.996 --> 14:58.700 One, I already have an independent contractor that I send out about 10 visits a month to. 14:58.720 --> 14:59.940 He's a great guy. 15:00.361 --> 15:02.842 He's just not able to make that jump. 15:02.862 --> 15:04.343 I would love for him to come on full-time. 15:04.363 --> 15:15.910 And I got enough patients where I could bring on a full-timer and really have them cover their costs immediately without any marketing, without any Facebook ads or anything like that. 15:16.310 --> 15:20.913 And so I just kind of always thought I was at hiring that salaried position because 15:21.614 --> 15:50.614 And when I was doing some more of like independent research, and I'm not saying this is of any quality, but when I was looking for the type of person to bring on and the exact brand I want them to represent all the way down to the language I want them to have with a client to represent the experience, it felt like I was leaning more towards an employee to do that because I wanted to influence and manipulate those conversations and those experiences to the level that I feel like Revision Health should be providing. 15:51.320 --> 15:57.612 And so that just led me towards leaning me towards more of an employee versus an independent contractor. 15:57.632 --> 15:58.654 Sounds more like an investment. 15:58.674 --> 16:02.360 If you're going to put that time and effort into it, that sounds like that. 16:02.400 --> 16:03.082 Tony, what are your thoughts? 16:04.110 --> 16:06.952 Man, you know, I heard somebody say this the other day. 16:07.012 --> 16:09.353 If there's no conflict, there's no interest. 16:09.433 --> 16:11.034 And they were talking about conflict of interest. 16:11.054 --> 16:14.276 But here, I'm going to go completely left turn on you guys. 16:14.416 --> 16:17.058 I think you guys are totally wrong for this situation. 16:18.099 --> 16:19.019 And so here's the thing. 16:19.119 --> 16:20.960 So, Michael, correct me if I'm wrong. 16:21.141 --> 16:22.461 You have a child. 16:22.481 --> 16:25.883 You have a second child that you guys just recently had, correct? 16:26.864 --> 16:28.505 Yeah, yeah. 16:30.106 --> 16:30.566 Hang on. 16:31.087 --> 16:31.627 Tony, it's a dog. 16:33.092 --> 16:34.333 I have a rule, though, on the show. 16:34.633 --> 16:38.976 If a dog or a baby makes an appearance on the show, you have to introduce you have to tell her with the name of the dog. 16:39.096 --> 16:39.456 All right. 16:39.476 --> 16:40.296 Well, that was Tucker. 16:40.336 --> 16:41.157 I just kicked out. 16:42.378 --> 16:43.839 But first, congratulations. 16:43.899 --> 16:46.000 That's an amazing time of your life. 16:46.040 --> 16:48.842 You know, and I always say I live vicariously through you guys. 16:49.422 --> 16:53.985 I remember when my kids were new newborns and it's just such an incredible time. 16:54.505 --> 17:00.589 So with that being said, it's like, okay, what I'm hearing is Michael built this amazing business already. 17:00.829 --> 17:02.991 We have a proven product. 17:03.211 --> 17:04.492 He's monetized it. 17:04.612 --> 17:05.832 He's doing well with it. 17:05.953 --> 17:07.153 He's able to deliver it. 17:07.794 --> 17:15.299 Now he's going to go and try and build a different business, a business that's built on somebody else's delivery of service, not Michael's delivery of service. 17:16.560 --> 17:22.064 That's a big challenge at this time in this season of life for you guys. 17:23.185 --> 17:25.186 Your wife, I believe, is a clinician also. 17:26.147 --> 17:29.790 So when I look at this, I'm like, what are the opportunities? 17:30.130 --> 17:32.351 What is the leverage of each opportunity? 17:32.432 --> 17:35.114 So let's say you bring on a great therapist. 17:35.394 --> 17:36.535 They're an awesome therapist. 17:36.915 --> 17:38.436 They meet all of your criteria. 17:39.637 --> 17:43.060 In best case scenario, and I'm asking you this question for an answer. 17:43.800 --> 17:52.908 In a best-case scenario, what kind of money would you be bringing in on top of the expense of that therapist delivering a visit? 17:52.948 --> 17:55.630 Are we talking $40, $100, $150? 17:56.391 --> 17:58.192 Where is the profit in that? 17:58.252 --> 17:58.933 What are you looking at? 18:00.855 --> 18:04.898 If they hit that 22-visit-a-week mark for 48 weeks of the year, it's about $50 of profit per visit. 18:10.583 --> 18:10.883 Okay. 18:10.963 --> 18:12.265 And then what are we looking at? 18:12.505 --> 18:17.610 So since we're talking years, like what does that work out to income wise on a year? 18:19.652 --> 18:23.296 Uh, between 30 and 50 K depending on expenses and, 18:25.208 --> 18:25.448 Okay. 18:25.949 --> 18:27.629 So let's go at the high end. 18:27.649 --> 18:29.910 We've got a 50K opportunity sitting there. 18:30.550 --> 18:32.350 Now, of course, we have to look at risk. 18:32.370 --> 18:33.691 We have to look at liability. 18:33.851 --> 18:40.473 You guys have all heard, as you gain success, you stop looking at certain things and look at other things. 18:40.753 --> 18:40.953 So 18:41.673 --> 18:43.995 You've got the risk of them doing something stupid. 18:44.195 --> 18:48.077 You've got the risk of them representing your brand in a bad way. 18:48.578 --> 18:55.162 But you also have the risk of, imagine this, they get sick, somebody gets pregnant, they wanna do something different. 18:55.502 --> 18:59.485 You've built this infrastructure around the single person and now that person's gone. 19:00.045 --> 19:08.311 Now to Jimmy's skillset, Jimmy's kind of inadvertently moved into this area of recruitment and attraction and talent. 19:09.171 --> 19:21.805 If you're not ready to go down the road of building a talent acquisition machine, I don't know that I want to risk my business on a $30,000 to $50,000 a year potential profit. 19:23.166 --> 19:29.213 When I look at other things that are available, I could probably and I'm putting myself in your shoes. 19:29.833 --> 19:32.175 I could probably raise rates, right? 19:32.475 --> 19:44.724 Cut my caseload, raise rates, find another service that I can offer that replaces the 30 to 50,000 I would be making in profit without adding any employees, any stress, any headache. 19:46.345 --> 19:51.148 I've told these guys before you came on, your YouTube channel is amazing. 19:51.869 --> 19:56.432 I can't believe it hasn't taken off yet, but I do believe it will. 19:57.276 --> 20:01.440 That being said, I would look at a channel like Tone and Titan. 20:01.741 --> 20:02.942 So his name is Jared. 20:02.962 --> 20:03.883 He's a physical therapist. 20:03.923 --> 20:05.544 He's got over a million subscribers. 20:05.604 --> 20:11.090 He's got to be doing 20, 30,000 a month between his YouTube channel and other stuff. 20:12.591 --> 20:14.894 Your quality is on par with his. 20:14.914 --> 20:18.577 I'm not saying you're going to get to where he is, but there's no reason you can't. 20:19.818 --> 20:25.461 Going back to a Hormozy quote, what is reasonable? 20:26.181 --> 20:32.283 How much should I be putting out to the point that it's unreasonable for me not to succeed? 20:34.304 --> 20:36.845 Both of our answers are great answers, if you ask me. 20:37.565 --> 20:38.706 I think Dave is totally right. 20:38.786 --> 20:48.570 I think, yeah, you have the opportunity to scale, you can grow, you can hire, recruit, replace yourself, step out of the clinical role, but I think that's a very different business that you would be getting into. 20:49.150 --> 20:53.054 compared to what you've done successfully now. 20:53.074 --> 21:00.462 Or you could double down on what's already successful, raise your rates, look at monetizing in other ways. 21:01.242 --> 21:12.033 I think the digital income and monetizing in other ways is a bigger lever that gives you more acceleration and growth with higher potential profits. 21:12.794 --> 21:27.288 If I've got a max $50,000 potential profit that could cost me more than that, if things go south compared to something that could be generating $50,000 profit a month, I'm going to take the risk on the $50,000 a month. 21:27.788 --> 21:29.030 But what do you think, Jimmy? 21:32.213 --> 21:33.213 I've never done this. 21:33.294 --> 21:34.475 I've always been a guy. 21:34.515 --> 21:35.636 I've always been robbing. 21:36.380 --> 22:05.260 never batman so i've never done this and i've always just teamed with people so i was looking for the one kpi in the dashboard um that tells you when to shift right 3500 rpms that's when i know i gotta i gotta shift to the next gear so what is that is it is it a is it a number of visits is it a margin like if you had to if you had to narrow it down to one what is that rpm what is that tachometer on a business that tells you it's time to do this 22:06.772 --> 22:07.473 Dave, what do you think? 22:09.134 --> 22:10.495 I understand where Tony's coming from. 22:10.975 --> 22:20.923 The YouTube stuff that Tony is talking about, I want to nicely say, Tony, you're now doing all that stuff, but you already built this asset, which is you're saying for him to not go and do. 22:21.423 --> 22:27.808 It's closer to a guaranteed sure thing, Michael, to grow your practice and have an asset that is... 22:28.388 --> 22:38.077 something that will continue to help your family, not just the 50K or the 30 to 50K of profit per employee now, but it would be 10 years from now from work that you did right now. 22:38.117 --> 22:49.327 And I understand that there's a lot more opportunities, but the thing with YouTube, if you already have great videos, great thumbnails, great, you have a couple thousand or multiple thousands of views for a lot of these videos already, but Tony's saying it hasn't blown up yet. 22:50.287 --> 22:51.649 It also still may never blow up. 22:51.889 --> 22:54.291 You're planting seeds, but you don't know. 22:54.351 --> 22:55.332 I mean, the world is fickle. 22:56.474 --> 22:56.694 Right. 22:56.914 --> 23:03.997 And if you had to say what's, you know, if we voted, like what's the, what's closer to a sure thing, it would be growing a practice. 23:04.038 --> 23:05.978 Now I'm saying one thing, Tony's saying the other. 23:06.018 --> 23:07.099 So we got to kick it back to Michael. 23:07.119 --> 23:12.481 Like Michael, has this provided you any clarity or are the waters cloudier now? 23:13.842 --> 23:19.625 Well, I think it's assuring that you guys are literally discussing the same things that I was toying around in my head. 23:19.765 --> 23:20.025 Right. 23:20.545 --> 23:24.727 And so like, we're all, we're speaking the same language and we're having the same, like, 23:25.219 --> 23:28.844 you know, internal conflict of, you know, it is, it is kind of a sure thing. 23:28.884 --> 23:32.509 I mean, if you have a good product and you bring on good people, you're going to do, you're going to do all right. 23:33.290 --> 23:35.713 Um, you know, and growing that side of things. 23:36.457 --> 23:43.723 you know, the, I would say that the, the one thing that's kind of making me lean more towards Tony's decision is more of like the passion. 23:43.763 --> 23:56.232 Like I, I love treating patients and I love having that relationship with somebody, but, um, I feel like I'm doing like I do fairly well in treatment and learning the new skill of the YouTube channel and the blog is exciting for me. 23:56.272 --> 24:01.416 Cause I don't know the potential of it, but I know the potential of me treating patients and that's, 24:02.123 --> 24:05.506 four or five people a day at 200 bucks a pop, that's my ceiling. 24:06.127 --> 24:11.252 I can predict my ceiling when I have myself and another clinician. 24:11.412 --> 24:22.422 Now, to Tony's point, you can always change up your services or develop something that you can offer that maybe isn't leveraging your time as much, but it's still something you can offer your clients, which I have not even spent any time on. 24:22.442 --> 24:27.806 And to be honest, I've never had a coach or a mentor bring up those things either. 24:27.846 --> 24:28.267 So I've never 24:28.891 --> 24:31.657 had that even in my head. 24:31.757 --> 24:34.422 So I wouldn't say it's more cloudy. 24:34.463 --> 24:39.272 I think it's just more exciting to me that there are some options and it doesn't seem like there's a bad option, but 24:40.920 --> 24:42.701 I feel like once I commit, I'm committed. 24:42.741 --> 24:45.243 And that's what's a little bit frightening to me. 24:45.463 --> 24:48.124 I feel like we could do this type of segment with any type of question. 24:48.144 --> 24:50.726 Then we just come up with, well, it depends. 24:50.866 --> 24:53.187 And then we look like geniuses because of course it depends. 24:53.727 --> 24:57.409 But the answer doesn't necessarily have to be, should you hire yes or no? 24:57.469 --> 24:59.670 It's should you hire right now or not? 24:59.790 --> 25:02.032 Or you punt and you do it later, right? 25:02.592 --> 25:05.654 The other thing I would worry about too is like, is your current state... 25:06.627 --> 25:11.309 is it a pebble in your shoe enough that it's making you unhappy, right? 25:11.329 --> 25:12.750 Because there's always factors, right? 25:12.890 --> 25:15.231 You got family, kid, kid on the way, right? 25:15.251 --> 25:15.791 There's things you need. 25:15.811 --> 25:16.512 There's context. 25:18.332 --> 25:19.853 And is this thing grinding on you? 25:19.933 --> 25:23.595 I mean, I don't think we need, there's no pep talk needed to like, hey, you should put yourself out there. 25:23.615 --> 25:24.055 Like you're not, 25:24.818 --> 25:28.079 In my opinion, you're knocking on doors, man, which is a hard thing to do. 25:28.159 --> 25:29.079 And people are saying yes. 25:29.559 --> 25:34.941 So whatever you're saying when the door opens, because my guess is you didn't just knock on one door and they said yes, you knocked on several doors. 25:35.281 --> 25:36.922 Whatever you're saying resonates. 25:37.122 --> 25:37.762 You have a thing. 25:38.182 --> 25:43.324 There's not a question like, is this a, because I go back to Marcus Limonis, which is the three Ps, right? 25:43.404 --> 25:44.424 People, product, process. 25:45.523 --> 25:52.084 So you have the product, you're the people, but you're also focused on, well, I want this person to use the same messaging. 25:52.945 --> 26:00.666 So you're focused on making sure the next P, the next person keeps that product the same and the other P is process, right? 26:00.686 --> 26:04.927 And it sounds like you're also worried about that too, is you want the experience to do that. 26:05.267 --> 26:08.388 So I think it's not an if you should or shouldn't, it's a when question. 26:08.968 --> 26:10.068 And the answer might not be right now. 26:11.482 --> 26:17.105 Yeah, I love that we have totally different answers because, like you said, there is no wrong answer. 26:18.046 --> 26:19.646 There are so many nuances to this. 26:19.847 --> 26:25.109 I think we achieved the objective, which is, hey, let's look at different perspectives. 26:25.169 --> 26:27.110 Let's look at different directions we could go. 26:27.331 --> 26:34.955 Ultimately, Michael is going to make the best decision for what's best for his family, his children, his near future and far future. 26:36.435 --> 26:37.896 But I think that was great. 26:37.976 --> 26:41.017 Michael, thank you so much for sharing your story and calling in. 26:41.137 --> 26:45.318 Yeah, this is a bold thing to put yourself out there and say like, hey, world, I'm thinking about doing this. 26:45.378 --> 26:50.480 And if because if you do and it doesn't work, you know, that's not an easy thing to do is put yourself out there and you're doing it. 26:50.640 --> 26:51.000 So good. 26:51.180 --> 26:51.600 Good for you. 26:53.359 --> 26:53.960 Yeah, thanks. 26:54.080 --> 26:54.400 Thanks. 26:54.900 --> 26:55.901 I appreciate those words. 26:56.662 --> 26:57.983 Dave, one last question. 26:58.003 --> 26:59.825 Do you have time for me to ask Dave a question here? 26:59.845 --> 27:00.865 I've got all the time in the world. 27:00.905 --> 27:02.006 I've got more espresso to make. 27:02.026 --> 27:02.307 Go ahead. 27:02.367 --> 27:04.609 What do you got, Michael? 27:04.649 --> 27:11.775 Dave, with your concierge practice, is that fueling something else for you? 27:11.795 --> 27:13.636 What is that doing for you now? 27:13.897 --> 27:14.277 Good question. 27:14.693 --> 27:21.214 Yeah, so I don't know if you're following my YouTube channel and my stuff, but we're trying to partner and acquire other practices. 27:21.294 --> 27:28.776 And so I built that as an asset that now I have other therapists treating and seeing a lot of our patients. 27:28.836 --> 27:40.799 And so that is fueling the lifestyle of me being able to put out video content and other endeavors to reach out to practice owners, visit them, get their financials, see if we're the right fit, make offers. 27:42.000 --> 27:44.042 to potentially partner or buy some of these practices. 27:44.102 --> 27:46.986 So that is what's fueling my current situation. 27:49.209 --> 27:49.490 Okay. 27:50.631 --> 27:50.952 Got it. 27:51.632 --> 27:55.838 And so you're acquiring, you're not looking to sell in the next five years? 27:57.060 --> 27:58.582 Not looking to sell in the next five years. 27:59.872 --> 28:01.252 We're looking to grow through acquisition. 28:01.872 --> 28:06.834 And obviously, we're going to grow my current practice organically with paid ads and hiring and all that. 28:06.874 --> 28:12.395 But we're looking to grow through acquisition and no, not looking to sell anytime soon. 28:14.295 --> 28:14.555 Got it. 28:15.256 --> 28:15.536 Got it. 28:15.656 --> 28:15.976 Yeah. 28:16.096 --> 28:18.556 And, you know, I think I've seen some of your content. 28:18.916 --> 28:25.518 And, you know, if I grow, that was my second tier thought of growing the mobile practice and acquiring therapists. 28:26.158 --> 28:32.362 I mean, if my goal is to get out in three to five years, I always thought that getting out meant selling. 28:33.282 --> 28:37.625 But I guess it could mean teaching other people to manage practice. 28:37.985 --> 28:39.766 Which is a different job, though, by the way. 28:40.356 --> 28:42.417 Yeah, you don't have to sell. 28:42.457 --> 28:45.679 It could be you not treating anymore, spending more time with your wife and your two children. 28:46.139 --> 28:48.120 And you have a bunch of therapists that are seeing all the patients. 28:48.160 --> 28:55.723 And then you're making, you know, depending on the scale, you're making, you know, maybe 100K or 200K from the profits of the practice. 28:56.344 --> 28:57.404 And you're not treating at all. 28:57.804 --> 29:00.826 And you're just managing maybe a little bit of the admin or you have an admin person. 29:00.886 --> 29:07.309 And you could just go from what Tony said before, which is going from, you know, business owner to like operator or investor. 29:07.589 --> 29:08.770 So that's another thing. 29:08.790 --> 29:09.250 Yeah. 29:11.158 --> 29:22.443 Yeah, I would say real quick, I would say I agree totally with what Dave's saying is, you know, I heard somebody say this recently, like rich people sell things, wealthy people never sell things. 29:22.544 --> 29:25.725 They just accumulate assets and those assets continue to grow. 29:26.345 --> 29:29.547 And so I have a bad habit of I always want to sell. 29:29.787 --> 29:31.528 I always want to eliminate my risk. 29:31.548 --> 29:34.249 I want to take that paycheck and I want to move on to the next thing. 29:34.889 --> 29:39.210 It has probably slowed my progress down in wealth creation. 29:39.230 --> 29:46.893 I'm working hard to try and change that to I'm going to buy and hold real assets, build real assets. 29:48.273 --> 29:50.474 But yeah, you absolutely don't have to sell. 29:51.755 --> 29:58.278 And real quick, speaking about assets, if you build a practice, you have a lot more control over that asset. 29:58.578 --> 30:07.342 If you build a bunch of stuff on YouTube that's owned by Google, you don't have full control or you don't have the same amount of control because YouTube algorithm could change. 30:07.382 --> 30:08.242 Google could change. 30:09.082 --> 30:11.163 And then, you know, like Greg Todd had what? 30:11.423 --> 30:13.864 Tens of thousands of followers and subscribers on YouTube. 30:13.884 --> 30:14.925 And then his account got deleted. 30:14.945 --> 30:17.206 I don't know if you saw that, but you have no control over that. 30:17.606 --> 30:27.273 So if you have multiple tens of thousands of followers and subscribers on YouTube, and you're as big as Greg Todd making years of content, and his channel was deleted like that, and he had to start from scratch. 30:27.573 --> 30:29.334 So think of everything. 30:29.374 --> 30:32.236 You could watch this recording again. 30:32.256 --> 30:37.300 I think you can't go wrong either way, but there's pros and cons to each. 30:39.511 --> 30:40.412 Yeah, I think you got it. 30:40.452 --> 30:42.333 Well, I really appreciate your guys' input. 30:42.353 --> 30:44.154 This is very valuable for me. 30:44.494 --> 30:48.576 And we'll kind of see what time will tell me what to do. 30:48.896 --> 30:49.397 Sounds great, Michael. 30:49.417 --> 30:50.077 Appreciate the call. 30:50.117 --> 30:55.960 And Michael's episode is coming up on my podcast whenever I get around to editing it, which will be soon. 30:55.980 --> 30:56.861 We just talk to you every day. 30:56.921 --> 30:57.961 Michael, appreciate it, man. 30:58.142 --> 31:00.383 Have a great time in the cold Florida. 31:00.962 --> 31:01.942 and Jacksonville. 31:02.242 --> 31:02.703 Thank you guys. 31:02.743 --> 31:03.343 I appreciate it. 31:03.863 --> 31:04.303 That was fun. 31:04.923 --> 31:05.844 That was kind of a cool twist. 31:06.064 --> 31:10.465 And then instead of just going around in circles with us is bringing in real commerce. 31:10.525 --> 31:11.406 I'd like to do that more. 31:11.426 --> 31:12.886 I agree. 31:13.326 --> 31:14.967 I think it's great for the community. 31:15.027 --> 31:18.428 It's great for the profession, hearing real stories and getting real responses. 31:18.468 --> 31:24.510 And I think there's enough diversity across the three of us that we can present different perspectives. 31:24.983 --> 31:43.358 And the fourth person, which is, you know, I was throwing some graphics on there, and it doesn't matter if you're not watching this live while we're doing it, but if you put in the comments below, I love when comments start to, yes, and, or did you think about, because this is sort of why I started my own podcast, which was I'd look around the room full of 1,000 PTs and be like, the collective knowledge of this room is great. 31:43.438 --> 31:46.060 The problem is it's in a silo, but we call it a skull. 31:46.821 --> 31:47.942 And how can we get that out? 31:47.982 --> 31:48.862 It's discussion. 31:49.042 --> 31:52.064 You need to make people feel like they don't have to give a presentation on it. 31:52.444 --> 31:54.725 So conversation trumps presentation every single time. 31:54.985 --> 31:57.406 And that conversation doesn't necessarily need to only be live. 31:57.426 --> 31:58.927 You can have that in the comments below. 31:59.507 --> 32:06.550 That'll also be where I think we can generate ideas for future either topics you can ask anonymously or you can call in like Michael just did. 32:07.051 --> 32:12.773 I like stuff like that's the sort of thing that can wake me up at 830 in the morning that I can that I can dig with you guys. 32:13.434 --> 32:15.735 Not that you guys aren't energetic and bring me to life. 32:15.855 --> 32:16.035 You do. 32:17.642 --> 32:24.471 And really quick, we were going to talk about patient-facing video, YouTube video versus Google reviews. 32:24.491 --> 32:25.392 Are we going to do that next week? 32:26.053 --> 32:27.074 What do you want to do? 32:27.094 --> 32:27.815 I'm good to do it now. 32:27.875 --> 32:29.337 If you have the time, let's do it now. 32:29.858 --> 32:30.940 So Dave, set up the topic. 32:32.113 --> 32:32.333 Yes. 32:32.493 --> 32:38.536 So I posted a YouTube short of mine from the Dave Kittle show channel. 32:38.677 --> 32:48.682 And I said, one of the best ways for you to grow your practice in 2024 is to get more Google reviews because of the, you know, the social cloud, the searchability. 32:49.102 --> 32:55.746 The, you know, the, the keywords from the reviews that patients write for you, sometimes are shown as like the, what does Tony call it? 32:55.766 --> 32:58.727 Like the highlight or the preview, or it's, it's kind of in the search query. 32:59.588 --> 33:11.014 So those types of things will be matched to what someone is searching in your area, whether they're searching for, you know, physical therapy, you know, Ohio for, you know, Tony's area or home physical therapy in New York city, whatever it might be. 33:11.934 --> 33:13.735 And so Tony said he strongly disagreed. 33:13.775 --> 33:16.957 He said the best thing to be doing in 2024 to grow your practice is you 33:17.777 --> 33:20.699 patient facing YouTube video, which I also agree with. 33:21.359 --> 33:23.400 But but Tony was, you know, very strong. 33:23.440 --> 33:25.221 So I was like, hey, let's let's chat about that. 33:26.341 --> 33:26.582 Yeah. 33:26.962 --> 33:28.182 So so what are your thoughts? 33:28.262 --> 33:29.083 Tell me what you're thinking. 33:30.546 --> 33:40.911 So I was mentioning in that post in the comments to you that when someone is searching around for a service provider, let's say physical therapy, it could even be HVAC or plumber or whatever. 33:42.031 --> 33:48.774 If they're looking for a solution, it depends on where someone is, but I would say for the most part, people are gonna use Google reviews or Yelp reviews. 33:48.875 --> 33:49.615 If we're looking for, 33:49.915 --> 33:52.836 Like if you guys come visit me in New York City, I'm going to take you out to dinner or something. 33:53.136 --> 33:54.396 I'm going to pull up Yelp or Google. 33:54.416 --> 33:56.077 We're going to look at Google reviews of a place. 33:56.397 --> 34:03.379 I might spend one minute or I don't know, like 30 seconds or two minutes looking at a couple of different Google reviews because I don't want to look bad. 34:03.399 --> 34:04.980 I want to take you guys to a great place. 34:05.400 --> 34:06.140 I don't want to get screwed. 34:06.160 --> 34:06.940 I don't want to look bad. 34:07.541 --> 34:15.583 But I'm also not going to go to YouTube and like go, you know, look at videos of this restaurant and a video in their kitchen and interviewing the chef and all that. 34:15.643 --> 34:15.843 Right. 34:16.223 --> 34:17.364 So it depends on the intent. 34:17.964 --> 34:41.728 but if someone's looking for physical therapy or treatment or pain relief or balance or whatever it might be um i think google reviews and or yelp reviews that the patient generated content is the best way because of how it's connected to google and seo and searchability and all that and now you know with tony tony's saying it should be youtube videos it should be patient facing youtube videos which i think 34:42.088 --> 34:46.749 That's a different it's a different it's a different type of patient who requires more. 34:47.589 --> 34:48.550 They're searching. 34:48.610 --> 34:54.031 They're doing more intel and research and they are they're going down the rabbit hole further. 34:54.171 --> 35:02.713 And they want to maybe they really want to make sure that they are picking the right person or practice or they're earlier in the funnel of decision making process. 35:02.933 --> 35:04.874 So that's the groundwork there. 35:05.424 --> 35:14.346 Before Jimmy jumps in as the media guy, yeah, I mean, I'm going to say there is a difference between picking a restaurant for tonight and picking a physical therapist. 35:14.967 --> 35:20.728 I'm going to say that, yes, I understand what everybody has always said about reviews. 35:21.368 --> 35:23.249 Obviously, you look at my businesses. 35:23.269 --> 35:23.789 I have like... 35:24.609 --> 35:25.650 No, no reviews. 35:25.750 --> 35:29.072 I have less than 10 reviews over a 20 year career. 35:29.412 --> 35:30.332 Yeah, I have nothing. 35:30.492 --> 35:31.153 No reviews. 35:33.154 --> 35:41.959 But that being said, when I look at the SEO guys that I do follow, they still continue to say, if you have more reviews, you're going to show up higher in the three pack under the map. 35:42.739 --> 35:44.721 I don't know that I necessarily believe that. 35:44.741 --> 35:48.345 I think if you have more site authority, you have a better chance. 35:48.565 --> 35:53.150 There's multiple factors that control whether you show up in the three-pack on Google Map. 35:54.452 --> 36:02.380 When I look at the ideal client we're trying to attract, again, we're not talking about somebody who's in town for a week. 36:02.420 --> 36:04.563 They're looking for a therapist to rub their back. 36:05.003 --> 36:07.104 and they're gonna read Yelp and Google reviews. 36:07.164 --> 36:09.225 We're looking for somebody who's doing some research. 36:09.925 --> 36:12.286 They wanna find the best of the best in their area. 36:12.686 --> 36:13.887 They wanna get to know the person. 36:13.927 --> 36:14.787 They wanna hear you. 36:14.887 --> 36:15.668 They wanna see you. 36:15.748 --> 36:18.449 They wanna get a sense for what kind of personality you have. 36:18.989 --> 36:21.210 None of that comes across in a review. 36:21.470 --> 36:22.831 And I think the biggest issue for me 36:23.777 --> 36:25.900 I just always assume reviews are fake. 36:26.320 --> 36:28.422 I always assume reviews are played. 36:29.424 --> 36:32.747 Katie Wadlin is a therapist. 36:32.807 --> 36:33.508 She's amazing. 36:33.548 --> 36:34.589 She's in Massachusetts. 36:34.649 --> 36:40.997 She just posted this morning, and I didn't realize this, but I guess a therapist who had interviewed with her 36:41.517 --> 36:48.267 left a negative review, a one-star review saying that she was only interested in treating wealthy individuals. 36:48.928 --> 36:55.979 And she was looking for advice on how to handle this because she has 46 five-star reviews and one one-star review. 36:56.019 --> 36:56.740 And I was like, you know what? 36:57.341 --> 36:59.442 I think it's a badge of a badge of honor. 36:59.482 --> 37:00.622 Like, I think this is great. 37:00.682 --> 37:01.363 This is perfect. 37:01.563 --> 37:07.345 One, nobody should have 47 five-star reviews because it looks fake too. 37:07.966 --> 37:14.709 I think it, it addresses, you know, some questions here and I think it attracts the right audience for what you're looking for. 37:14.729 --> 37:14.769 Um, 37:16.230 --> 37:18.312 So, yes, reviews are an element. 37:18.572 --> 37:22.856 I think they're a decreased like they decrease in value over time. 37:22.876 --> 37:27.600 I don't think anything is ever going to replace what we're doing right now. 37:28.000 --> 37:28.621 People hear me. 37:28.861 --> 37:29.562 People see me. 37:29.662 --> 37:31.964 People understand me as a human being. 37:32.425 --> 37:37.689 They're hiring me if I'm the therapist that's going to treat them or if I represent the brand of my business. 37:38.638 --> 37:40.319 I just think it's a 10 to one return. 37:41.260 --> 37:46.624 Video facing the patient is gonna be 10 times more powerful than a five-star review. 37:46.864 --> 37:47.945 Jimmy, what do you say? 37:47.965 --> 37:50.087 Yeah, I think this is words versus moving pictures. 37:50.227 --> 37:51.748 I think this is yes and, right? 37:52.008 --> 37:53.289 I think they're two different things. 37:53.409 --> 37:54.370 I know back in radio, 37:55.491 --> 37:59.212 There was no Yelp when I was in radio, which shows you how long ago I left the actual radio business. 37:59.992 --> 38:08.734 But we did do user-generated content before it was user-generated content, which is when someone would call, and we would do these things called IDs. 38:08.774 --> 38:13.835 So when I interviewed Ozzy Osbourne, I'd be like, hey, at the end of the interview, Ozzy, you mind doing a quick ID? 38:13.895 --> 38:17.276 And he'd be like, hey, this is Ozzy Osbourne, and you're listening to McKay on 97.9X. 38:17.536 --> 38:22.477 And then, of course, I would play that every time I played like Crazy Train, right, before that, because it personalized it. 38:23.305 --> 38:27.967 So I think we're talking about two different forms of media doing the same thing. 38:28.187 --> 38:37.972 I agree with both of you in that I do look at restaurant reviews, but I don't know if I would look at... It's a timing thing. 38:38.032 --> 38:43.415 I think of Jerry Durham and the patient life cycle sort of image, which is where am I looking for what? 38:44.696 --> 38:45.936 What the hell is a physical therapist? 38:46.237 --> 38:46.857 What do I need? 38:46.977 --> 38:48.098 I need a physical therapist. 38:48.858 --> 38:50.359 You might get that person early, 38:51.348 --> 38:55.430 with user generated video going, Oh, that's what that, that looks like me. 38:55.830 --> 38:57.770 I think I could, maybe I could use that. 38:58.131 --> 39:03.432 And then when you're deciding between a, B or C, you might do a quick, you're looking for red flags. 39:03.472 --> 39:05.453 I actually think you're looking for what you have on Yelp. 39:05.513 --> 39:07.434 You're looking for like, does this place suck? 39:08.243 --> 39:08.403 Yeah. 39:08.423 --> 39:09.324 You know what I mean? 39:09.424 --> 39:14.208 And again, you have to understand, too, is like people who are who are fed and happy. 39:14.708 --> 39:16.530 I mean, I don't I should more. 39:16.750 --> 39:17.211 I know this. 39:17.331 --> 39:23.396 I should go on to Ward's Bridge Inn in Montgomery, New York, and leave a great review because I've had 50 great experiences. 39:23.696 --> 39:24.577 And I don't think I've ever read it. 39:24.797 --> 39:26.759 I've written a review for those guys and I should. 39:27.499 --> 39:35.226 But I have written a few reviews for for places that I'm just like, save your, you know, save your ninety two dollars and do not come here. 39:36.096 --> 39:38.100 Um, I have, I just looked really quick. 39:38.140 --> 39:43.190 I have like, you know, 155 star reviews for the podcast and one, one star review. 39:44.045 --> 39:44.926 And I, same thing. 39:44.966 --> 39:45.786 I sort of cherish that. 39:45.846 --> 39:47.067 Sorry about that. 39:47.508 --> 39:49.049 No, did you actually see what it was? 39:49.149 --> 39:51.851 I interviewed a woman that I know and I love her, Amanda Hall. 39:52.431 --> 39:57.835 And her aunt listened to the podcast and she had like her speaker system or something. 39:57.896 --> 39:59.517 She didn't have her headphones plugged in all the way. 39:59.997 --> 40:03.420 So she could only hear me, but not Amanda. 40:03.620 --> 40:05.922 So she was like, I don't understand why I can only... 40:06.702 --> 40:17.470 But I thought it was hysterical, and I actually share a screenshot of that review all the time on social media because remember the scene from Wolf of Wall Street where he's like, I don't want you to judge me on my wins. 40:17.530 --> 40:20.052 I want you to judge me on my losses because there are so few. 40:20.392 --> 40:21.493 He didn't say there are none. 40:21.974 --> 40:24.295 It's almost like he's like, yeah, man, this is dangerous. 40:24.435 --> 40:27.438 I'm saying what you're thinking. 40:28.198 --> 40:36.920 Um, so I think both, I don't, you know, I think the real question is, can you create a process to get the, if the, if you're going to value these, how do you get these easily? 40:37.580 --> 40:44.521 And I know that there are things that you can put at a front desk, sort of like a tap to get someone, because that is, I'm surprised. 40:44.561 --> 40:48.522 Like if you want to leave a review for my podcast, it's not an easy process. 40:48.702 --> 40:51.002 It's a clunky, I can't give you a link. 40:51.362 --> 40:52.182 It's terrible. 40:52.343 --> 40:52.583 Right. 40:52.603 --> 40:54.643 And what's your tip? 40:56.255 --> 41:01.218 So my tip to get more reviews, Google reviews, you have to ask in person. 41:01.238 --> 41:09.642 So you and your team, your front desk, so we're mobile, we don't have a front desk, but if you have a front desk, everyone needs to be asking the patient in person first to get like a verbal buy-in. 41:09.682 --> 41:19.287 You should also have some either manual or automated text or email reminders to send them the direct link, not to your business Google listing, but there's a direct link. 41:19.307 --> 41:20.308 You can go on YouTube and- 41:20.788 --> 41:23.951 type in like how to find the direct link to my Google reviews. 41:24.632 --> 41:27.555 Um, then you send that link and it literally pops right up. 41:27.575 --> 41:40.587 So as soon as they click on the link, it opens to the, the star rating and then they type in like the text box and hit submit as opposed to them scrolling down the Google business profile and then clicking on reviews, then adding a review. 41:40.627 --> 41:41.368 It's too many steps. 41:41.909 --> 41:43.070 So you find that direct link. 41:43.670 --> 41:43.770 Um, 41:44.531 --> 41:49.534 And as a tip, Tony, so I went and so last year I had Invisalign done. 41:49.674 --> 41:52.235 So I went to some, you know, orthodontists around the corner. 41:52.615 --> 41:55.797 They were sending me these automated links to write a Google review. 41:56.037 --> 41:57.417 They never asked me in person. 41:57.818 --> 42:01.739 I just thought it was like, I mean, if you want it that bad, like, why wouldn't you just mention it? 42:01.780 --> 42:03.080 Like, hey, and this is what we say. 42:03.120 --> 42:04.561 Here's my here's my tip for therapists. 42:05.879 --> 42:16.125 Hey, Jimmy, you mentioned that you've felt better X, Y, Z, whatever, your happiness, your approval with the service, whatever, you're getting X, Y, Z benefit that you mentioned, you love this, that, and the other. 42:18.231 --> 42:20.772 Would you be open to sharing a Google review online? 42:21.152 --> 42:24.573 Because it helps other New Yorkers like you find us online. 42:25.313 --> 42:31.915 So then now you look like a little mini hero because your review would be helping other people find us, get the benefit that you're getting right now. 42:31.935 --> 42:34.735 And you're going to help other people get that benefit down the road. 42:34.775 --> 42:35.416 How cool is that? 42:35.436 --> 42:36.956 So those are some of the tips that we do. 42:37.256 --> 42:38.157 It also frames them up. 42:38.217 --> 42:45.646 When you ask people to speak about you, you don't want to put the words in their mouth, but you want to ask them a better question gets a better answer. 42:45.666 --> 42:49.550 Because again, someone's not going to read 600 words on something, most likely. 42:50.091 --> 42:55.037 So you want to get the good words that people scan because people don't read stuff most of the time, myself included. 42:55.057 --> 42:55.778 We scan stuff. 42:56.218 --> 42:57.659 So you're going to look for those things. 42:57.919 --> 43:00.061 What would you have told your former self before? 43:00.461 --> 43:01.402 You weren't really sure. 43:01.902 --> 43:05.125 What would you say to yourself then of what the experience that you got here? 43:05.165 --> 43:08.207 Well, first, make sure to do what Dave said, which is, did you have a good experience? 43:08.427 --> 43:08.627 No. 43:09.107 --> 43:09.428 Awesome. 43:09.448 --> 43:11.089 Well, better luck next time. 43:11.149 --> 43:12.610 There's no link coming in your email. 43:12.970 --> 43:13.250 Click. 43:13.331 --> 43:14.311 Take that out of the process. 43:15.112 --> 43:15.272 Right. 43:15.932 --> 43:16.433 Another thing. 43:17.293 --> 43:17.474 Sorry. 43:17.494 --> 43:17.774 Go ahead. 43:19.318 --> 43:24.302 I was just going to say one of the things, and again, this is do what I say, not what I do. 43:24.462 --> 43:26.904 I should be doing this on a consistent basis. 43:26.944 --> 43:41.775 But when we did put the time in to develop a system to generate more reviews, even though we never implemented the system, one of the things that we had come up with was we said, okay, what we're going to do is we're going to work the narrative so that we're going to ask, do you have a Gmail account? 43:42.779 --> 43:52.743 If they do, when we generate the receipt for their copay, coinsurance, deductible payment, we either email or text them that receipt. 43:53.323 --> 43:59.106 We include the exact link that you're talking about that takes them right to the page to do the Google review. 43:59.606 --> 44:01.907 And we pre-fame it because the person's in front of me. 44:02.547 --> 44:05.449 And I was like, hey, you know, I'm also going to send you this link. 44:05.489 --> 44:15.054 This is going to connect you straight to Google reviews so that if you take a minute and just let people know about your experience here, it would really help, you know. 44:15.094 --> 44:16.595 And so the person's there. 44:16.655 --> 44:17.915 They just gave me their credit card. 44:17.955 --> 44:19.176 They just paid for the service. 44:19.216 --> 44:20.917 They're feeling the best they're going to feel. 44:21.417 --> 44:27.180 Not only do I text them the receipt or email them the receipt, I also generate that link for them right then and there. 44:27.220 --> 44:30.322 And I frame it for them the other way we used to talk about doing it. 44:30.922 --> 44:38.371 We don't do modalities anymore, but back in the day, we would throw an ice pack on, we'd throw a heat pack on, we'd throw something on at the end of the treatment session. 44:39.032 --> 44:40.253 We would do the same thing. 44:40.293 --> 44:41.915 We would say, hey, do you have a Gmail account? 44:42.596 --> 44:43.677 I'm going to send you this link. 44:44.137 --> 44:49.504 This would be great if you could just take a couple minutes while you're sitting on ice to generate a Google review for me. 44:50.244 --> 44:56.086 Um, maybe even send them some suggestions on what other people have said so they don't have to think about what to say. 44:56.106 --> 45:03.068 But yeah, if you can work it into your business system, you, you can absolutely just knock it out of the park. 45:03.708 --> 45:04.728 We just still don't do it. 45:05.028 --> 45:06.989 And so I will cheat too. 45:07.809 --> 45:07.989 Right. 45:08.029 --> 45:12.150 Cause I like to say, do what I do, what I do, not what I say. 45:12.230 --> 45:13.010 Don't watch what I say. 45:13.090 --> 45:13.631 Watch what I do. 45:13.671 --> 45:14.751 I think I confused that one. 45:15.431 --> 45:21.580 I have noticed an uptick in the amount of times that Amazon has asked me to leave reviews or answer questions. 45:22.221 --> 45:23.182 You purchase this. 45:23.262 --> 45:24.825 Can you answer this person's question? 45:25.205 --> 45:27.989 They're looking for user-generated reviews. 45:29.884 --> 45:32.125 And LinkedIn, are you guys getting this now? 45:32.285 --> 45:38.608 You're one of few experts being asked to comment on this article or this question. 45:39.388 --> 45:40.448 I'm getting that a lot. 45:40.889 --> 45:47.912 And that's both of those platforms wanting to prompt more people, users, me, from interacting with those things. 45:48.712 --> 45:52.174 I think it's probably a hop, skip, and a jump before they start asking for quick videos. 45:52.754 --> 45:54.295 But they'll probably use an app. 45:54.835 --> 45:56.236 Are you guys familiar with like SpeakPipe? 45:57.697 --> 45:59.378 Now, essentially, it's like, here's a link. 45:59.678 --> 46:01.318 We're only going to let when you hit record. 46:01.498 --> 46:02.599 Here's the question on the screen. 46:02.839 --> 46:05.700 When you hit record, we're only going to let you record for 30 seconds. 46:05.720 --> 46:06.520 I think we're going to cut you off. 46:06.540 --> 46:07.420 So you got to get to the point. 46:07.500 --> 46:07.700 Right. 46:08.080 --> 46:11.502 So essentially, it's like a really it's a it's like an automated way to get 46:13.002 --> 46:15.543 video clips for a podcast or a YouTube channel, right? 46:15.603 --> 46:25.785 I'm not there yet, but it's pretty close because I know like I've done 60 second PT, which is a quick 60 second real feature where I ask PTs like 10, 12 seconds questions in 60 seconds. 46:26.445 --> 46:28.545 And Tony was the first to be like, why don't you just automate this? 46:28.565 --> 46:37.227 And I'm like, shoot, after you just standardize the questions, automate them answering and then dubbing me asking the question each time. 46:38.047 --> 46:46.047 But I think so the answer is both because if LinkedIn and Amazon are doing the text thing, I think it's a hop skip until we start to see more video too. 46:46.188 --> 46:46.990 So I think it's yes and. 46:47.850 --> 46:48.070 True. 46:48.811 --> 46:49.431 It's my personal. 46:50.512 --> 46:54.694 What I'm going to do is I'm going to use a test of what you get. 46:54.794 --> 46:57.776 I'm going to stop this live stream in two minutes whenever we're done. 46:58.236 --> 47:00.637 And I'm going to go and I'm going to email my entire email list. 47:00.978 --> 47:02.378 And I'm going to ask for a review. 47:02.498 --> 47:04.299 And I'm going to see what I'm going to get. 47:04.319 --> 47:10.403 But I have to figure out what's the easiest way to get a Google or Spotify review with one link because they're clunky as hell. 47:11.427 --> 47:14.629 Dave, last question for you as the review expert. 47:15.769 --> 47:26.334 If Jimmy does that right now and he gets 100 reviews right now, but then he used up all his reviews for the next three months and gets no reviews for the next three months, what do you think about that situation? 47:26.975 --> 47:27.755 Oh, because they look old? 47:28.632 --> 47:31.953 No, it's just, you know, it's flooding the system all in one shot. 47:31.973 --> 47:41.136 And then all of a sudden now it's there's nothing coming in for the next three months, as opposed to finding a drip sequence that allows you to generate a couple reviews every week. 47:42.356 --> 47:44.057 Well, do you have a do you have an email list? 47:44.117 --> 47:48.878 And then that way you could kind of ask people at like whenever they kind of go through your email sequence. 47:48.898 --> 47:53.320 And then therefore, then you can kind of spread out the ask over time instead of getting the welcome sequence. 47:54.830 --> 47:55.070 Yeah. 47:55.231 --> 48:01.479 Do a welcome sequence and make it like the fourth, fourth or fifth email or fourth or fifth month in like, Hey, you've been listening for a while. 48:01.499 --> 48:02.120 What are your thoughts? 48:02.240 --> 48:03.642 We'd love an honest review. 48:04.412 --> 48:06.294 And the email is just about the review. 48:06.394 --> 48:07.235 There's nothing. 48:08.236 --> 48:09.257 And what's in it for them. 48:09.437 --> 48:09.637 Right. 48:09.697 --> 48:18.606 So, you know, this your review will help other other, you know, forward thinking physical therapists like you find this type of content that you love. 48:18.806 --> 48:21.949 It's a compliment with direction and a clear ask. 48:22.009 --> 48:25.653 Like I'm asking you because you've listened and I appreciate your honest review and you can help other people. 48:26.113 --> 48:27.214 You're the hero of the story. 48:27.354 --> 48:27.695 I like that. 48:28.303 --> 48:28.503 All right. 48:28.723 --> 48:30.205 Uh, parting thoughts for today. 48:30.225 --> 48:31.706 Uh, we just do parting shots. 48:31.766 --> 48:33.347 What are your thoughts on how that go? 48:33.908 --> 48:35.649 Michael user generate anything. 48:35.669 --> 48:36.170 It doesn't matter. 48:36.470 --> 48:37.731 Uh, Tony, what do you got? 48:37.891 --> 48:38.832 I think it was awesome. 48:38.932 --> 48:40.213 I love having a call in. 48:40.393 --> 48:42.375 I love being able to capture those elements. 48:42.415 --> 48:47.939 Just like you said, we create magic in the clinic every single day, but nobody gets to see that magic. 48:48.019 --> 48:52.002 This gives us the chance to get that information out to the public. 48:52.963 --> 48:53.804 We're not in tell business. 48:54.004 --> 48:55.005 We're in show business, Dave. 48:55.573 --> 48:57.434 Parting shot is none of this was scripted. 48:57.514 --> 49:01.377 Tony and I about the Michael Derry situation about like where he should go. 49:01.417 --> 49:02.597 Like we didn't prepare any of that. 49:02.897 --> 49:04.158 We just went in two different directions. 49:04.919 --> 49:06.480 And so Tony's got a ton of experience. 49:06.540 --> 49:08.140 I always respect everything that he says. 49:08.861 --> 49:10.362 I may be wrong, but I'm never in doubt. 49:10.865 --> 49:11.305 There you go. 49:11.766 --> 49:16.289 But listen, no one would watch Stephen A. Smith if everybody agreed with Stephen A. Smith. 49:16.329 --> 49:19.271 We know this is in radio, in radio, in early. 49:19.351 --> 49:23.954 I mean, you brought into the morning show as a budding weekend radio jock. 49:24.034 --> 49:25.996 And they would say this. 49:26.156 --> 49:27.236 We're discussing this topic. 49:27.817 --> 49:31.600 And as the new guy, you got to pick the side last, which means you didn't get to pick the side. 49:32.280 --> 49:33.701 So you have to just argue. 49:33.761 --> 49:36.663 And because the idea isn't we both agree or we're right. 49:36.703 --> 49:39.045 The idea is I want to see a couple of different opinions. 49:40.114 --> 50:02.094 that's and that and that's what i'll say is uh is is trust the process question everything but trust the process uh gentlemen we'll see you next week i guess is the idea we'll do this on thursdays and i would love to see more comments and questions we see a lot i see the how many people are viewing i want to hear from you quite literally on the phone or in comments uh gentlemen appreciate your time thank you