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

WEBVTT00:02.088 --> 00:04.910Breakfast Club PT in the morning.00:05.430 --> 00:12.534We 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 --> 00:14.135Good morning, Dave.00:14.155 --> 00:15.016Good morning, Tony.00:15.036 --> 00:15.916I am Jimmy.00:16.476 --> 00:21.619We're calling ourselves Breakfast Club PT because, well, we're not creative enough to come up with a unique name.00:21.639 --> 00:24.961But this is as early as you get me out of bed, 830 Eastern Time.00:25.261 --> 00:27.143And I do host a show called Pinecast.00:28.023 --> 00:28.443It's a pint.00:28.503 --> 00:29.384It's a unit of measure.00:30.896 --> 00:32.276And mine is a latte.00:32.316 --> 00:32.956Good morning, gentlemen.00:32.996 --> 00:34.197What is your drink of choice in the morning?00:34.217 --> 00:35.537Do you guys have a drink of choice?00:37.117 --> 00:37.457You know what?00:37.617 --> 00:45.739I've been waking up for 21 years doing a fresh double shot espresso with steamed almond milk.00:45.819 --> 00:46.799I do one for my wife.00:46.899 --> 00:47.879I do one for myself.00:48.019 --> 00:53.741I've run the gamut of putting coconut oil in, doing all sorts of stuff.00:54.181 --> 00:55.721But that's what I do every single morning.00:56.448 --> 00:56.688What?00:57.289 --> 00:58.631Just a double shot of espresso?00:58.852 --> 01:02.777I essentially drink a shot of espresso with just a cup of milk.01:03.418 --> 01:08.245Yeah, a double shot of espresso with probably 8 to 10 ounces of almond milk.01:08.286 --> 01:08.806Steam it.01:10.008 --> 01:11.570And that's my get up and go.01:12.341 --> 01:15.644And the last thing I'll ask is what type of machine do you use to do that?01:15.884 --> 01:17.946Like what, what is your coffee espresso?01:17.966 --> 01:18.626Yeah.01:18.766 --> 01:21.649I've got a bell.01:22.249 --> 01:22.590Shoot.01:23.110 --> 01:24.011You asked me too quick.01:24.331 --> 01:28.555It's a name brand, whatever the most popular one on, but it's all handmade.01:28.615 --> 01:30.196It's not like a Keurig.01:30.316 --> 01:32.138It's like I grind the beans.01:32.318 --> 01:35.280I damp them, tamp them, whatever it's called.01:35.360 --> 01:36.141I put them in there.01:36.161 --> 01:37.162I steam the milk.01:37.202 --> 01:38.263I do it all from scratch.01:39.324 --> 01:40.625All right, Dave, what about you?01:41.363 --> 01:42.104Yeah, what's your morning?01:42.744 --> 01:43.365Black coffee.01:43.425 --> 01:51.191We 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 --> 01:55.795I got a couple, I got like two, three, a couple of different coffee machines.01:55.835 --> 01:59.558But yes, coffee every day since college, since that worked out well.01:59.678 --> 02:01.320I didn't drink anything in college.02:01.340 --> 02:03.822I just drank, I don't know, milk or water.02:03.922 --> 02:05.103And then people are like, how do you do that?02:05.123 --> 02:05.683And I'm like, I don't know.02:05.723 --> 02:06.244Have you met me?02:06.384 --> 02:07.945Like, I'm a little too much without coffee.02:08.205 --> 02:09.106Like, this is me on one.02:09.126 --> 02:09.947You don't want me on two.02:10.547 --> 02:39.218or 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 was02:40.316 --> 02:41.076Pull that thread.02:41.977 --> 02:45.098And it's always fun when something happens or someone crosses paths.02:45.138 --> 02:50.200So 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 --> 02:53.761Tony, how did this come about?02:53.821 --> 02:54.461Set up the guests.02:54.481 --> 02:55.481Who are we talking to?02:55.541 --> 02:56.502How did you come across him?02:56.522 --> 02:58.262Why is he sitting there on the phone?02:58.282 --> 02:58.803He's in the back.02:58.843 --> 03:00.003He's in the green room right now.03:00.103 --> 03:01.244Yeah, I love it.03:01.644 --> 03:02.925So the guest is Michael Derry.03:03.485 --> 03:06.066So as you can imagine, I'm sure you guys are the same way.03:06.106 --> 03:09.448I get a lot of text messages, Facebook message, all sorts of stuff.03:10.288 --> 03:11.669I've known Michael for years now.03:11.729 --> 03:13.790I've kind of watched his progression.03:13.850 --> 03:16.011He's got an amazing YouTube channel getting started.03:16.031 --> 03:18.393I can't believe his channel hasn't blown up yet.03:19.013 --> 03:21.636the quality of his videos through the roof.03:21.776 --> 03:27.222But Michael was reaching out to me last night and was like, hey, I've got some things lined up.03:27.362 --> 03:34.689I'm not quite sure what the next step is, where I'm going with my mobile concierge physical therapy practice.03:35.130 --> 03:35.790So I said, hey,03:36.724 --> 03:38.486I'm getting on with Jimmy and Dave in the morning.03:38.586 --> 03:44.190I said, this is like the perfect softball pitch for Dave because this is right up his alley.03:44.891 --> 03:50.676Um, you know, I run a very different business model, but Dave and Michael are, are simpatico there.03:51.156 --> 03:56.841So 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 --> 03:58.042And that's where we're going to go now.03:58.603 --> 04:03.207And 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 --> 04:27.267so 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 you04:28.317 --> 04:29.158Yeah, I'm in Ohio.04:29.218 --> 04:29.818I'm in the middle.04:29.899 --> 04:31.560It's like 23 outside right now.04:31.580 --> 04:34.843I'm going to bundle up and go for a run shortly, but it's not bad.04:35.564 --> 04:36.484So let's start this way.04:36.645 --> 04:37.005I don't know.04:37.025 --> 04:38.206I like to steal.04:38.646 --> 04:39.928Let's start like Shark Tank, right?04:40.028 --> 04:43.230Because the minute someone walks in, they sort of need context.04:44.111 --> 04:45.513So Michael, you're on the show.04:45.893 --> 04:48.715Give us context of your business.04:49.676 --> 04:52.559If you were to walk in on Shark Tank, how would you explain it to the sharks?04:54.215 --> 04:55.115Yeah, great question.04:55.215 --> 05:01.237So I've been the owner of Revision Health Services here in Jacksonville, Florida for about two and a half years.05:01.957 --> 05:05.918I essentially started it because my need was I needed to be home more.05:06.338 --> 05:08.178I needed to have a little more flexibility in my life.05:08.218 --> 05:09.338I just had my first child.05:10.118 --> 05:12.479And I'd always toyed around the idea of having my own practice.05:12.519 --> 05:15.239But again, no business ownership background at all.05:15.860 --> 05:22.301And so I essentially quit my clinic job where I was cranking out patients and started this.05:23.018 --> 05:23.999And I just went all in.05:24.039 --> 05:26.942There was no soft transition.05:27.002 --> 05:30.927It was a very hard transition and just lit a fire behind me.05:30.967 --> 05:33.389And I kind of do better in that type of environment.05:33.429 --> 05:37.754So I started seeing people in their home, gym and workplace.05:38.535 --> 05:42.739And I was just able to provide the care that I thought at that time that people really wanted.05:42.819 --> 05:44.982And so it just kind of spread from there.05:45.978 --> 05:59.044I 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 --> 06:07.788And 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 --> 06:10.870So that kind of led me to the concierge model.06:11.150 --> 06:13.771And essentially now I see people in their home06:15.102 --> 06:20.606I just got a contract with a local medium-sized business to just do PT for their employees.06:21.447 --> 06:23.589And things are really evolving and doing well.06:24.009 --> 06:25.430And I've got a little bit of a wait list.06:25.570 --> 06:30.434And things have just really grown rapidly over the last two and a half years.06:32.055 --> 06:33.577All right.06:34.037 --> 06:34.778So what's the problem?06:34.998 --> 06:36.659Where's your friction point?06:36.719 --> 06:37.480What's the hurdle?06:37.740 --> 06:39.021Where's the rub?06:39.061 --> 06:41.143Where are you limited right now?06:42.581 --> 06:43.783Uh, you know, it's my time.06:43.923 --> 06:44.243Right.06:44.283 --> 06:48.829And so I'm trying to find ways to best leverage my time and my knowledge and resources that I have.06:48.969 --> 06:55.216And, 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 --> 07:01.767you 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 --> 07:09.193And 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 --> 07:16.058And, 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 --> 07:17.519Like if I bring on this higher level,07:18.359 --> 07:18.839What is that?07:19.000 --> 07:21.380Is that forcing me down a direction I don't want to go down?07:22.321 --> 07:30.324I'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 --> 07:39.729When 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 --> 07:41.590Is that something I really want to do?07:41.650 --> 07:43.872Do I want to just keep going down the path right now?07:44.313 --> 07:57.325And 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 me07:58.070 --> 08:00.512And so it's not that I'm in a bad place.08:00.732 --> 08:02.854I'm very fortunate to be in the place I'm in.08:02.934 --> 08:05.316But I'm like, man, okay, it's been two and a half years.08:05.376 --> 08:06.157It's grown to this.08:06.437 --> 08:14.643If 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 --> 08:17.926Because I really want to get out of patient care in the next three to five years.08:18.764 --> 08:20.785And those are just the thoughts that I was having.08:20.805 --> 08:31.710And 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 --> 08:32.470Cool.08:32.751 --> 08:39.754Now, 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 --> 08:44.282So like, like, you know, show us the thought process.08:44.323 --> 08:48.284Like, you know, pretend like your skull is just completely transparent as you're hearing.08:48.324 --> 08:49.124What are you processing?08:49.144 --> 08:52.005What are you picking up on?08:53.006 --> 08:53.946Michael, this is Dave Kittle.08:53.966 --> 08:57.608We're connected on Facebook, but, uh, you and I, I don't think we've ever spoken before.08:57.628 --> 09:00.129So I have a mobile concierge practice here in New York city.09:00.809 --> 09:00.909Um,09:02.748 --> 09:07.012It sounds like you need to hire therapists right away and they could be part-time, PRN.09:08.152 --> 09:12.736There's some content that I've made around this for you to learn for free.09:12.756 --> 09:16.319I have nothing to sell you, but to learn about interviewing and the recruiting process and all that.09:17.280 --> 09:20.543That'll absolutely get your time back and buy your time back.09:21.544 --> 09:26.227I know Tony's putting out a lot of great stuff around YouTube and putting out videos and all that.09:26.628 --> 09:29.250My practice, Concierge Pain Relief, we still don't even have an Instagram.09:29.290 --> 09:30.191We don't have a YouTube.09:30.551 --> 09:31.612Eventually we might get to it.09:32.052 --> 09:54.397they 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 um09:55.317 --> 09:56.618You need to recruit and hire.09:57.479 --> 10:02.403You'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 --> 10:05.726But you need to be doing what you're already doing.10:05.786 --> 10:09.309I love you going to practices and asking if they want to –10:10.430 --> 10:10.930change your pace.10:11.031 --> 10:14.213I love that's actually like, I would say New York aggressive.10:14.253 --> 10:14.834I love that.10:15.955 --> 10:17.156So kudos to you for that.10:17.356 --> 10:29.426And 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 --> 10:33.410I think I need to ask you, like, why are you unsure about hiring other therapists?10:33.430 --> 10:33.850Like what else?10:33.970 --> 10:36.432Like, otherwise you're going to like continue to be even busier.10:37.674 --> 10:38.094Great question.10:39.042 --> 10:40.323Where's your uncertainty come from, Michael?10:41.303 --> 10:41.443Yeah.10:41.463 --> 10:49.486The 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 --> 10:55.329I'm sitting a lot better than I ever have, like working in the clinic, um, with my time and my money.10:55.929 --> 10:57.490And so that feels really good.10:57.530 --> 11:02.932If I bring on a therapist, I'm going to take a little bit of a hit, um, more of an investment.11:03.232 --> 11:03.332Um,11:04.304 --> 11:06.305And because I am buying some of that time back.11:06.365 --> 11:10.868And so while, you know, it was with that time, like what am I going to do with that time?11:10.928 --> 11:12.649Am I going to grow the YouTube?11:12.669 --> 11:13.690Am I going to grow the blog?11:13.730 --> 11:19.874Am I going to continue trying to grow the mobile concierge practice with that time?11:20.354 --> 11:22.135And so that's where I was running into the issue.11:22.175 --> 11:23.276Like, okay, so if I have this,11:24.005 --> 11:33.934you 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 --> 11:38.319I'm tired of doing 60 vials a day and I'm tired of not having control of my schedule.11:38.379 --> 11:41.662And I'm like, well, with those pain points, I can address every one of those.11:41.762 --> 11:45.425I'm offering you a cush, cush schedule with four to five patients a day.11:45.445 --> 11:47.808Um, you're going to make a decent living, but11:49.348 --> 11:56.550I 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 --> 12:06.233And 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 --> 12:14.236And 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 --> 12:20.467Um, and I'm like, man, that's with those being the primary focus, that's really hard.12:20.487 --> 12:22.549And that may not be the ideal hire for me.12:22.969 --> 12:25.411So, but I just, that just narrows the pool a little bit.12:26.092 --> 12:26.292All right.12:26.372 --> 12:27.693So this asks a few things.12:27.733 --> 12:28.614So he has two, right?12:29.435 --> 12:30.916So what can he do right now?12:30.996 --> 12:35.019What can Michael do right now as he's preparing to take this leap?12:35.059 --> 12:36.721If he's going to take the leap, Michael, you should take the leap.12:36.741 --> 12:37.822I'm not, I want to skip to the end.12:37.842 --> 12:38.262Yeah.12:38.642 --> 12:40.882But before you do that, what can you do?12:41.063 --> 12:46.323Because 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 --> 12:47.624You're going to have a little pause there.12:48.944 --> 12:52.625But what can he do to set himself up for success?12:53.525 --> 13:01.626And what are the questions he should be asking while he's preparing to do that?13:01.686 --> 13:02.526People are calling in.13:02.566 --> 13:03.907I guess I put my name on my phone.13:04.007 --> 13:04.867Yeah.13:06.786 --> 13:13.389So 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 --> 13:21.954So 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 --> 13:25.696I can send you the W-9 or whatever, the IRS tax form.13:26.497 --> 13:29.359This is pending your legal due diligence or whatever.13:29.459 --> 13:29.979And you can just13:30.279 --> 13:31.460pay them a fixed rate.13:31.500 --> 13:38.625You 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 --> 13:41.126You pay them a flat rate.13:41.186 --> 13:46.690So 60, 65, 70, something to visit or 50 or whatever, something, you know, in that range.13:46.990 --> 13:49.452So there's still some margin for you and the, and the practice.13:50.372 --> 13:51.633And that's how you can get started.13:51.693 --> 13:53.254Don't worry about the insurance.13:53.314 --> 13:59.959Don'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 --> 14:04.203health insurance, benefits package, salary, or whatever.14:04.584 --> 14:11.951You could start with where they're kind of like Luna PT and they're scheduling patients at their leisure.14:12.031 --> 14:14.694So the therapists are seeing patients in the evenings or the weekends.14:14.714 --> 14:15.615They make their own schedule.14:15.635 --> 14:17.037They're independent contractors with you.14:18.018 --> 14:23.886There's a whole host of other things to do around onboarding calls with them so that they represent your brand properly.14:23.946 --> 14:32.499And 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 --> 14:44.314Anything 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 --> 14:49.300Have you considered that or is that something that you're like you have issues with or hesitation with?14:51.195 --> 14:52.856Yeah, I think there's two parts to that.14:52.996 --> 14:58.700One, I already have an independent contractor that I send out about 10 visits a month to.14:58.720 --> 14:59.940He's a great guy.15:00.361 --> 15:02.842He's just not able to make that jump.15:02.862 --> 15:04.343I would love for him to come on full-time.15:04.363 --> 15:15.910And 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 --> 15:20.913And so I just kind of always thought I was at hiring that salaried position because15:21.614 --> 15:50.614And 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 --> 15:57.612And so that just led me towards leaning me towards more of an employee versus an independent contractor.15:57.632 --> 15:58.654Sounds more like an investment.15:58.674 --> 16:02.360If you're going to put that time and effort into it, that sounds like that.16:02.400 --> 16:03.082Tony, what are your thoughts?16:04.110 --> 16:06.952Man, you know, I heard somebody say this the other day.16:07.012 --> 16:09.353If there's no conflict, there's no interest.16:09.433 --> 16:11.034And they were talking about conflict of interest.16:11.054 --> 16:14.276But here, I'm going to go completely left turn on you guys.16:14.416 --> 16:17.058I think you guys are totally wrong for this situation.16:18.099 --> 16:19.019And so here's the thing.16:19.119 --> 16:20.960So, Michael, correct me if I'm wrong.16:21.141 --> 16:22.461You have a child.16:22.481 --> 16:25.883You have a second child that you guys just recently had, correct?16:26.864 --> 16:28.505Yeah, yeah.16:30.106 --> 16:30.566Hang on.16:31.087 --> 16:31.627Tony, it's a dog.16:33.092 --> 16:34.333I have a rule, though, on the show.16:34.633 --> 16:38.976If 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 --> 16:39.456All right.16:39.476 --> 16:40.296Well, that was Tucker.16:40.336 --> 16:41.157I just kicked out.16:42.378 --> 16:43.839But first, congratulations.16:43.899 --> 16:46.000That's an amazing time of your life.16:46.040 --> 16:48.842You know, and I always say I live vicariously through you guys.16:49.422 --> 16:53.985I remember when my kids were new newborns and it's just such an incredible time.16:54.505 --> 17:00.589So with that being said, it's like, okay, what I'm hearing is Michael built this amazing business already.17:00.829 --> 17:02.991We have a proven product.17:03.211 --> 17:04.492He's monetized it.17:04.612 --> 17:05.832He's doing well with it.17:05.953 --> 17:07.153He's able to deliver it.17:07.794 --> 17:15.299Now 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 --> 17:22.064That's a big challenge at this time in this season of life for you guys.17:23.185 --> 17:25.186Your wife, I believe, is a clinician also.17:26.147 --> 17:29.790So when I look at this, I'm like, what are the opportunities?17:30.130 --> 17:32.351What is the leverage of each opportunity?17:32.432 --> 17:35.114So let's say you bring on a great therapist.17:35.394 --> 17:36.535They're an awesome therapist.17:36.915 --> 17:38.436They meet all of your criteria.17:39.637 --> 17:43.060In best case scenario, and I'm asking you this question for an answer.17:43.800 --> 17:52.908In 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 --> 17:55.630Are we talking $40, $100, $150?17:56.391 --> 17:58.192Where is the profit in that?17:58.252 --> 17:58.933What are you looking at?18:00.855 --> 18:04.898If 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 --> 18:10.883Okay.18:10.963 --> 18:12.265And then what are we looking at?18:12.505 --> 18:17.610So since we're talking years, like what does that work out to income wise on a year?18:19.652 --> 18:23.296Uh, between 30 and 50 K depending on expenses and,18:25.208 --> 18:25.448Okay.18:25.949 --> 18:27.629So let's go at the high end.18:27.649 --> 18:29.910We've got a 50K opportunity sitting there.18:30.550 --> 18:32.350Now, of course, we have to look at risk.18:32.370 --> 18:33.691We have to look at liability.18:33.851 --> 18:40.473You guys have all heard, as you gain success, you stop looking at certain things and look at other things.18:40.753 --> 18:40.953So18:41.673 --> 18:43.995You've got the risk of them doing something stupid.18:44.195 --> 18:48.077You've got the risk of them representing your brand in a bad way.18:48.578 --> 18:55.162But you also have the risk of, imagine this, they get sick, somebody gets pregnant, they wanna do something different.18:55.502 --> 18:59.485You've built this infrastructure around the single person and now that person's gone.19:00.045 --> 19:08.311Now to Jimmy's skillset, Jimmy's kind of inadvertently moved into this area of recruitment and attraction and talent.19:09.171 --> 19:21.805If 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 --> 19:29.213When I look at other things that are available, I could probably and I'm putting myself in your shoes.19:29.833 --> 19:32.175I could probably raise rates, right?19:32.475 --> 19:44.724Cut 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 --> 19:51.148I've told these guys before you came on, your YouTube channel is amazing.19:51.869 --> 19:56.432I can't believe it hasn't taken off yet, but I do believe it will.19:57.276 --> 20:01.440That being said, I would look at a channel like Tone and Titan.20:01.741 --> 20:02.942So his name is Jared.20:02.962 --> 20:03.883He's a physical therapist.20:03.923 --> 20:05.544He's got over a million subscribers.20:05.604 --> 20:11.090He's got to be doing 20, 30,000 a month between his YouTube channel and other stuff.20:12.591 --> 20:14.894Your quality is on par with his.20:14.914 --> 20:18.577I'm not saying you're going to get to where he is, but there's no reason you can't.20:19.818 --> 20:25.461Going back to a Hormozy quote, what is reasonable?20:26.181 --> 20:32.283How much should I be putting out to the point that it's unreasonable for me not to succeed?20:34.304 --> 20:36.845Both of our answers are great answers, if you ask me.20:37.565 --> 20:38.706I think Dave is totally right.20:38.786 --> 20:48.570I 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 --> 20:53.054compared to what you've done successfully now.20:53.074 --> 21:00.462Or you could double down on what's already successful, raise your rates, look at monetizing in other ways.21:01.242 --> 21:12.033I 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 --> 21:27.288If 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 --> 21:29.030But what do you think, Jimmy?21:32.213 --> 21:33.213I've never done this.21:33.294 --> 21:34.475I've always been a guy.21:34.515 --> 21:35.636I've always been robbing.21:36.380 --> 22:05.260never 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 this22:06.772 --> 22:07.473Dave, what do you think?22:09.134 --> 22:10.495I understand where Tony's coming from.22:10.975 --> 22:20.923The 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 --> 22:27.808It's closer to a guaranteed sure thing, Michael, to grow your practice and have an asset that is...22:28.388 --> 22:38.077something 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 --> 22:49.327And 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 --> 22:51.649It also still may never blow up.22:51.889 --> 22:54.291You're planting seeds, but you don't know.22:54.351 --> 22:55.332I mean, the world is fickle.22:56.474 --> 22:56.694Right.22:56.914 --> 23:03.997And 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 --> 23:05.978Now I'm saying one thing, Tony's saying the other.23:06.018 --> 23:07.099So we got to kick it back to Michael.23:07.119 --> 23:12.481Like Michael, has this provided you any clarity or are the waters cloudier now?23:13.842 --> 23:19.625Well, 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 --> 23:20.025Right.23:20.545 --> 23:24.727And so like, we're all, we're speaking the same language and we're having the same, like,23:25.219 --> 23:28.844you know, internal conflict of, you know, it is, it is kind of a sure thing.23:28.884 --> 23:32.509I 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 --> 23:35.713Um, you know, and growing that side of things.23:36.457 --> 23:43.723you 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 --> 23:56.232Like 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 --> 24:01.416Cause I don't know the potential of it, but I know the potential of me treating patients and that's,24:02.123 --> 24:05.506four or five people a day at 200 bucks a pop, that's my ceiling.24:06.127 --> 24:11.252I can predict my ceiling when I have myself and another clinician.24:11.412 --> 24:22.422Now, 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 --> 24:27.806And to be honest, I've never had a coach or a mentor bring up those things either.24:27.846 --> 24:28.267So I've never24:28.891 --> 24:31.657had that even in my head.24:31.757 --> 24:34.422So I wouldn't say it's more cloudy.24:34.463 --> 24:39.272I think it's just more exciting to me that there are some options and it doesn't seem like there's a bad option, but24:40.920 --> 24:42.701I feel like once I commit, I'm committed.24:42.741 --> 24:45.243And that's what's a little bit frightening to me.24:45.463 --> 24:48.124I feel like we could do this type of segment with any type of question.24:48.144 --> 24:50.726Then we just come up with, well, it depends.24:50.866 --> 24:53.187And then we look like geniuses because of course it depends.24:53.727 --> 24:57.409But the answer doesn't necessarily have to be, should you hire yes or no?24:57.469 --> 24:59.670It's should you hire right now or not?24:59.790 --> 25:02.032Or you punt and you do it later, right?25:02.592 --> 25:05.654The other thing I would worry about too is like, is your current state...25:06.627 --> 25:11.309is it a pebble in your shoe enough that it's making you unhappy, right?25:11.329 --> 25:12.750Because there's always factors, right?25:12.890 --> 25:15.231You got family, kid, kid on the way, right?25:15.251 --> 25:15.791There's things you need.25:15.811 --> 25:16.512There's context.25:18.332 --> 25:19.853And is this thing grinding on you?25:19.933 --> 25:23.595I 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 --> 25:24.055Like you're not,25:24.818 --> 25:28.079In my opinion, you're knocking on doors, man, which is a hard thing to do.25:28.159 --> 25:29.079And people are saying yes.25:29.559 --> 25:34.941So 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 --> 25:36.922Whatever you're saying resonates.25:37.122 --> 25:37.762You have a thing.25:38.182 --> 25:43.324There's not a question like, is this a, because I go back to Marcus Limonis, which is the three Ps, right?25:43.404 --> 25:44.424People, product, process.25:45.523 --> 25:52.084So 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 --> 26:00.666So 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 --> 26:04.927And it sounds like you're also worried about that too, is you want the experience to do that.26:05.267 --> 26:08.388So I think it's not an if you should or shouldn't, it's a when question.26:08.968 --> 26:10.068And the answer might not be right now.26:11.482 --> 26:17.105Yeah, I love that we have totally different answers because, like you said, there is no wrong answer.26:18.046 --> 26:19.646There are so many nuances to this.26:19.847 --> 26:25.109I think we achieved the objective, which is, hey, let's look at different perspectives.26:25.169 --> 26:27.110Let's look at different directions we could go.26:27.331 --> 26:34.955Ultimately, 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 --> 26:37.896But I think that was great.26:37.976 --> 26:41.017Michael, thank you so much for sharing your story and calling in.26:41.137 --> 26:45.318Yeah, this is a bold thing to put yourself out there and say like, hey, world, I'm thinking about doing this.26:45.378 --> 26:50.480And 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 --> 26:51.000So good.26:51.180 --> 26:51.600Good for you.26:53.359 --> 26:53.960Yeah, thanks.26:54.080 --> 26:54.400Thanks.26:54.900 --> 26:55.901I appreciate those words.26:56.662 --> 26:57.983Dave, one last question.26:58.003 --> 26:59.825Do you have time for me to ask Dave a question here?26:59.845 --> 27:00.865I've got all the time in the world.27:00.905 --> 27:02.006I've got more espresso to make.27:02.026 --> 27:02.307Go ahead.27:02.367 --> 27:04.609What do you got, Michael?27:04.649 --> 27:11.775Dave, with your concierge practice, is that fueling something else for you?27:11.795 --> 27:13.636What is that doing for you now?27:13.897 --> 27:14.277Good question.27:14.693 --> 27:21.214Yeah, 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 --> 27:28.776And so I built that as an asset that now I have other therapists treating and seeing a lot of our patients.27:28.836 --> 27:40.799And 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 --> 27:44.042to potentially partner or buy some of these practices.27:44.102 --> 27:46.986So that is what's fueling my current situation.27:49.209 --> 27:49.490Okay.27:50.631 --> 27:50.952Got it.27:51.632 --> 27:55.838And so you're acquiring, you're not looking to sell in the next five years?27:57.060 --> 27:58.582Not looking to sell in the next five years.27:59.872 --> 28:01.252We're looking to grow through acquisition.28:01.872 --> 28:06.834And obviously, we're going to grow my current practice organically with paid ads and hiring and all that.28:06.874 --> 28:12.395But we're looking to grow through acquisition and no, not looking to sell anytime soon.28:14.295 --> 28:14.555Got it.28:15.256 --> 28:15.536Got it.28:15.656 --> 28:15.976Yeah.28:16.096 --> 28:18.556And, you know, I think I've seen some of your content.28:18.916 --> 28:25.518And, you know, if I grow, that was my second tier thought of growing the mobile practice and acquiring therapists.28:26.158 --> 28:32.362I mean, if my goal is to get out in three to five years, I always thought that getting out meant selling.28:33.282 --> 28:37.625But I guess it could mean teaching other people to manage practice.28:37.985 --> 28:39.766Which is a different job, though, by the way.28:40.356 --> 28:42.417Yeah, you don't have to sell.28:42.457 --> 28:45.679It could be you not treating anymore, spending more time with your wife and your two children.28:46.139 --> 28:48.120And you have a bunch of therapists that are seeing all the patients.28:48.160 --> 28:55.723And 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 --> 28:57.404And you're not treating at all.28:57.804 --> 29:00.826And you're just managing maybe a little bit of the admin or you have an admin person.29:00.886 --> 29:07.309And 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 --> 29:08.770So that's another thing.29:08.790 --> 29:09.250Yeah.29:11.158 --> 29:22.443Yeah, 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 --> 29:25.725They just accumulate assets and those assets continue to grow.29:26.345 --> 29:29.547And so I have a bad habit of I always want to sell.29:29.787 --> 29:31.528I always want to eliminate my risk.29:31.548 --> 29:34.249I want to take that paycheck and I want to move on to the next thing.29:34.889 --> 29:39.210It has probably slowed my progress down in wealth creation.29:39.230 --> 29:46.893I'm working hard to try and change that to I'm going to buy and hold real assets, build real assets.29:48.273 --> 29:50.474But yeah, you absolutely don't have to sell.29:51.755 --> 29:58.278And real quick, speaking about assets, if you build a practice, you have a lot more control over that asset.29:58.578 --> 30:07.342If 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 --> 30:08.242Google could change.30:09.082 --> 30:11.163And then, you know, like Greg Todd had what?30:11.423 --> 30:13.864Tens of thousands of followers and subscribers on YouTube.30:13.884 --> 30:14.925And then his account got deleted.30:14.945 --> 30:17.206I don't know if you saw that, but you have no control over that.30:17.606 --> 30:27.273So 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 --> 30:29.334So think of everything.30:29.374 --> 30:32.236You could watch this recording again.30:32.256 --> 30:37.300I think you can't go wrong either way, but there's pros and cons to each.30:39.511 --> 30:40.412Yeah, I think you got it.30:40.452 --> 30:42.333Well, I really appreciate your guys' input.30:42.353 --> 30:44.154This is very valuable for me.30:44.494 --> 30:48.576And we'll kind of see what time will tell me what to do.30:48.896 --> 30:49.397Sounds great, Michael.30:49.417 --> 30:50.077Appreciate the call.30:50.117 --> 30:55.960And Michael's episode is coming up on my podcast whenever I get around to editing it, which will be soon.30:55.980 --> 30:56.861We just talk to you every day.30:56.921 --> 30:57.961Michael, appreciate it, man.30:58.142 --> 31:00.383Have a great time in the cold Florida.31:00.962 --> 31:01.942and Jacksonville.31:02.242 --> 31:02.703Thank you guys.31:02.743 --> 31:03.343I appreciate it.31:03.863 --> 31:04.303That was fun.31:04.923 --> 31:05.844That was kind of a cool twist.31:06.064 --> 31:10.465And then instead of just going around in circles with us is bringing in real commerce.31:10.525 --> 31:11.406I'd like to do that more.31:11.426 --> 31:12.886I agree.31:13.326 --> 31:14.967I think it's great for the community.31:15.027 --> 31:18.428It's great for the profession, hearing real stories and getting real responses.31:18.468 --> 31:24.510And I think there's enough diversity across the three of us that we can present different perspectives.31:24.983 --> 31:43.358And 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 --> 31:46.060The problem is it's in a silo, but we call it a skull.31:46.821 --> 31:47.942And how can we get that out?31:47.982 --> 31:48.862It's discussion.31:49.042 --> 31:52.064You need to make people feel like they don't have to give a presentation on it.31:52.444 --> 31:54.725So conversation trumps presentation every single time.31:54.985 --> 31:57.406And that conversation doesn't necessarily need to only be live.31:57.426 --> 31:58.927You can have that in the comments below.31:59.507 --> 32:06.550That'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 --> 32:12.773I 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 --> 32:15.735Not that you guys aren't energetic and bring me to life.32:15.855 --> 32:16.035You do.32:17.642 --> 32:24.471And really quick, we were going to talk about patient-facing video, YouTube video versus Google reviews.32:24.491 --> 32:25.392Are we going to do that next week?32:26.053 --> 32:27.074What do you want to do?32:27.094 --> 32:27.815I'm good to do it now.32:27.875 --> 32:29.337If you have the time, let's do it now.32:29.858 --> 32:30.940So Dave, set up the topic.32:32.113 --> 32:32.333Yes.32:32.493 --> 32:38.536So I posted a YouTube short of mine from the Dave Kittle show channel.32:38.677 --> 32:48.682And 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 --> 32:55.746The, 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 --> 32:58.727Like the highlight or the preview, or it's, it's kind of in the search query.32:59.588 --> 33:11.014So 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 --> 33:13.735And so Tony said he strongly disagreed.33:13.775 --> 33:16.957He said the best thing to be doing in 2024 to grow your practice is you33:17.777 --> 33:20.699patient facing YouTube video, which I also agree with.33:21.359 --> 33:23.400But but Tony was, you know, very strong.33:23.440 --> 33:25.221So I was like, hey, let's let's chat about that.33:26.341 --> 33:26.582Yeah.33:26.962 --> 33:28.182So so what are your thoughts?33:28.262 --> 33:29.083Tell me what you're thinking.33:30.546 --> 33:40.911So 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 --> 33:48.774If 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 --> 33:49.615If we're looking for,33:49.915 --> 33:52.836Like if you guys come visit me in New York City, I'm going to take you out to dinner or something.33:53.136 --> 33:54.396I'm going to pull up Yelp or Google.33:54.416 --> 33:56.077We're going to look at Google reviews of a place.33:56.397 --> 34:03.379I 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 --> 34:04.980I want to take you guys to a great place.34:05.400 --> 34:06.140I don't want to get screwed.34:06.160 --> 34:06.940I don't want to look bad.34:07.541 --> 34:15.583But 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 --> 34:15.843Right.34:16.223 --> 34:17.364So it depends on the intent.34:17.964 --> 34:41.728but 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 think34:42.088 --> 34:46.749That's a different it's a different it's a different type of patient who requires more.34:47.589 --> 34:48.550They're searching.34:48.610 --> 34:54.031They're doing more intel and research and they are they're going down the rabbit hole further.34:54.171 --> 35:02.713And 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 --> 35:04.874So that's the groundwork there.35:05.424 --> 35:14.346Before 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 --> 35:20.728I'm going to say that, yes, I understand what everybody has always said about reviews.35:21.368 --> 35:23.249Obviously, you look at my businesses.35:23.269 --> 35:23.789I have like...35:24.609 --> 35:25.650No, no reviews.35:25.750 --> 35:29.072I have less than 10 reviews over a 20 year career.35:29.412 --> 35:30.332Yeah, I have nothing.35:30.492 --> 35:31.153No reviews.35:33.154 --> 35:41.959But 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 --> 35:44.721I don't know that I necessarily believe that.35:44.741 --> 35:48.345I think if you have more site authority, you have a better chance.35:48.565 --> 35:53.150There's multiple factors that control whether you show up in the three-pack on Google Map.35:54.452 --> 36:02.380When 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 --> 36:04.563They're looking for a therapist to rub their back.36:05.003 --> 36:07.104and they're gonna read Yelp and Google reviews.36:07.164 --> 36:09.225We're looking for somebody who's doing some research.36:09.925 --> 36:12.286They wanna find the best of the best in their area.36:12.686 --> 36:13.887They wanna get to know the person.36:13.927 --> 36:14.787They wanna hear you.36:14.887 --> 36:15.668They wanna see you.36:15.748 --> 36:18.449They wanna get a sense for what kind of personality you have.36:18.989 --> 36:21.210None of that comes across in a review.36:21.470 --> 36:22.831And I think the biggest issue for me36:23.777 --> 36:25.900I just always assume reviews are fake.36:26.320 --> 36:28.422I always assume reviews are played.36:29.424 --> 36:32.747Katie Wadlin is a therapist.36:32.807 --> 36:33.508She's amazing.36:33.548 --> 36:34.589She's in Massachusetts.36:34.649 --> 36:40.997She just posted this morning, and I didn't realize this, but I guess a therapist who had interviewed with her36:41.517 --> 36:48.267left a negative review, a one-star review saying that she was only interested in treating wealthy individuals.36:48.928 --> 36:55.979And 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 --> 36:56.740And I was like, you know what?36:57.341 --> 36:59.442I think it's a badge of a badge of honor.36:59.482 --> 37:00.622Like, I think this is great.37:00.682 --> 37:01.363This is perfect.37:01.563 --> 37:07.345One, nobody should have 47 five-star reviews because it looks fake too.37:07.966 --> 37:14.709I 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 --> 37:14.769Um,37:16.230 --> 37:18.312So, yes, reviews are an element.37:18.572 --> 37:22.856I think they're a decreased like they decrease in value over time.37:22.876 --> 37:27.600I don't think anything is ever going to replace what we're doing right now.37:28.000 --> 37:28.621People hear me.37:28.861 --> 37:29.562People see me.37:29.662 --> 37:31.964People understand me as a human being.37:32.425 --> 37:37.689They'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 --> 37:40.319I just think it's a 10 to one return.37:41.260 --> 37:46.624Video facing the patient is gonna be 10 times more powerful than a five-star review.37:46.864 --> 37:47.945Jimmy, what do you say?37:47.965 --> 37:50.087Yeah, I think this is words versus moving pictures.37:50.227 --> 37:51.748I think this is yes and, right?37:52.008 --> 37:53.289I think they're two different things.37:53.409 --> 37:54.370I know back in radio,37:55.491 --> 37:59.212There was no Yelp when I was in radio, which shows you how long ago I left the actual radio business.37:59.992 --> 38:08.734But 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 --> 38:13.835So 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 --> 38:17.276And he'd be like, hey, this is Ozzy Osbourne, and you're listening to McKay on 97.9X.38:17.536 --> 38:22.477And then, of course, I would play that every time I played like Crazy Train, right, before that, because it personalized it.38:23.305 --> 38:27.967So I think we're talking about two different forms of media doing the same thing.38:28.187 --> 38:37.972I 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 --> 38:43.415I think of Jerry Durham and the patient life cycle sort of image, which is where am I looking for what?38:44.696 --> 38:45.936What the hell is a physical therapist?38:46.237 --> 38:46.857What do I need?38:46.977 --> 38:48.098I need a physical therapist.38:48.858 --> 38:50.359You might get that person early,38:51.348 --> 38:55.430with user generated video going, Oh, that's what that, that looks like me.38:55.830 --> 38:57.770I think I could, maybe I could use that.38:58.131 --> 39:03.432And then when you're deciding between a, B or C, you might do a quick, you're looking for red flags.39:03.472 --> 39:05.453I actually think you're looking for what you have on Yelp.39:05.513 --> 39:07.434You're looking for like, does this place suck?39:08.243 --> 39:08.403Yeah.39:08.423 --> 39:09.324You know what I mean?39:09.424 --> 39:14.208And again, you have to understand, too, is like people who are who are fed and happy.39:14.708 --> 39:16.530I mean, I don't I should more.39:16.750 --> 39:17.211I know this.39:17.331 --> 39:23.396I 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 --> 39:24.577And I don't think I've ever read it.39:24.797 --> 39:26.759I've written a review for those guys and I should.39:27.499 --> 39:35.226But 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 --> 39:38.100Um, I have, I just looked really quick.39:38.140 --> 39:43.190I have like, you know, 155 star reviews for the podcast and one, one star review.39:44.045 --> 39:44.926And I, same thing.39:44.966 --> 39:45.786I sort of cherish that.39:45.846 --> 39:47.067Sorry about that.39:47.508 --> 39:49.049No, did you actually see what it was?39:49.149 --> 39:51.851I interviewed a woman that I know and I love her, Amanda Hall.39:52.431 --> 39:57.835And her aunt listened to the podcast and she had like her speaker system or something.39:57.896 --> 39:59.517She didn't have her headphones plugged in all the way.39:59.997 --> 40:03.420So she could only hear me, but not Amanda.40:03.620 --> 40:05.922So she was like, I don't understand why I can only...40:06.702 --> 40:17.470But 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 --> 40:20.052I want you to judge me on my losses because there are so few.40:20.392 --> 40:21.493He didn't say there are none.40:21.974 --> 40:24.295It's almost like he's like, yeah, man, this is dangerous.40:24.435 --> 40:27.438I'm saying what you're thinking.40:28.198 --> 40:36.920Um, 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 --> 40:44.521And 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 --> 40:48.522Like if you want to leave a review for my podcast, it's not an easy process.40:48.702 --> 40:51.002It's a clunky, I can't give you a link.40:51.362 --> 40:52.182It's terrible.40:52.343 --> 40:52.583Right.40:52.603 --> 40:54.643And what's your tip?40:56.255 --> 41:01.218So my tip to get more reviews, Google reviews, you have to ask in person.41:01.238 --> 41:09.642So 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 --> 41:19.287You 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 --> 41:20.308You can go on YouTube and-41:20.788 --> 41:23.951type in like how to find the direct link to my Google reviews.41:24.632 --> 41:27.555Um, then you send that link and it literally pops right up.41:27.575 --> 41:40.587So 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 --> 41:41.368It's too many steps.41:41.909 --> 41:43.070So you find that direct link.41:43.670 --> 41:43.770Um,41:44.531 --> 41:49.534And as a tip, Tony, so I went and so last year I had Invisalign done.41:49.674 --> 41:52.235So I went to some, you know, orthodontists around the corner.41:52.615 --> 41:55.797They were sending me these automated links to write a Google review.41:56.037 --> 41:57.417They never asked me in person.41:57.818 --> 42:01.739I just thought it was like, I mean, if you want it that bad, like, why wouldn't you just mention it?42:01.780 --> 42:03.080Like, hey, and this is what we say.42:03.120 --> 42:04.561Here's my here's my tip for therapists.42:05.879 --> 42:16.125Hey, 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 --> 42:20.772Would you be open to sharing a Google review online?42:21.152 --> 42:24.573Because it helps other New Yorkers like you find us online.42:25.313 --> 42:31.915So 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 --> 42:34.735And you're going to help other people get that benefit down the road.42:34.775 --> 42:35.416How cool is that?42:35.436 --> 42:36.956So those are some of the tips that we do.42:37.256 --> 42:38.157It also frames them up.42:38.217 --> 42:45.646When 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 --> 42:49.550Because again, someone's not going to read 600 words on something, most likely.42:50.091 --> 42:55.037So 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 --> 42:55.778We scan stuff.42:56.218 --> 42:57.659So you're going to look for those things.42:57.919 --> 43:00.061What would you have told your former self before?43:00.461 --> 43:01.402You weren't really sure.43:01.902 --> 43:05.125What would you say to yourself then of what the experience that you got here?43:05.165 --> 43:08.207Well, first, make sure to do what Dave said, which is, did you have a good experience?43:08.427 --> 43:08.627No.43:09.107 --> 43:09.428Awesome.43:09.448 --> 43:11.089Well, better luck next time.43:11.149 --> 43:12.610There's no link coming in your email.43:12.970 --> 43:13.250Click.43:13.331 --> 43:14.311Take that out of the process.43:15.112 --> 43:15.272Right.43:15.932 --> 43:16.433Another thing.43:17.293 --> 43:17.474Sorry.43:17.494 --> 43:17.774Go ahead.43:19.318 --> 43:24.302I was just going to say one of the things, and again, this is do what I say, not what I do.43:24.462 --> 43:26.904I should be doing this on a consistent basis.43:26.944 --> 43:41.775But 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 --> 43:52.743If they do, when we generate the receipt for their copay, coinsurance, deductible payment, we either email or text them that receipt.43:53.323 --> 43:59.106We include the exact link that you're talking about that takes them right to the page to do the Google review.43:59.606 --> 44:01.907And we pre-fame it because the person's in front of me.44:02.547 --> 44:05.449And I was like, hey, you know, I'm also going to send you this link.44:05.489 --> 44:15.054This 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 --> 44:16.595And so the person's there.44:16.655 --> 44:17.915They just gave me their credit card.44:17.955 --> 44:19.176They just paid for the service.44:19.216 --> 44:20.917They're feeling the best they're going to feel.44:21.417 --> 44:27.180Not 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 --> 44:30.322And I frame it for them the other way we used to talk about doing it.44:30.922 --> 44:38.371We 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 --> 44:40.253We would do the same thing.44:40.293 --> 44:41.915We would say, hey, do you have a Gmail account?44:42.596 --> 44:43.677I'm going to send you this link.44:44.137 --> 44:49.504This 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 --> 44:56.086Um, 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 --> 45:03.068But yeah, if you can work it into your business system, you, you can absolutely just knock it out of the park.45:03.708 --> 45:04.728We just still don't do it.45:05.028 --> 45:06.989And so I will cheat too.45:07.809 --> 45:07.989Right.45:08.029 --> 45:12.150Cause I like to say, do what I do, what I do, not what I say.45:12.230 --> 45:13.010Don't watch what I say.45:13.090 --> 45:13.631Watch what I do.45:13.671 --> 45:14.751I think I confused that one.45:15.431 --> 45:21.580I have noticed an uptick in the amount of times that Amazon has asked me to leave reviews or answer questions.45:22.221 --> 45:23.182You purchase this.45:23.262 --> 45:24.825Can you answer this person's question?45:25.205 --> 45:27.989They're looking for user-generated reviews.45:29.884 --> 45:32.125And LinkedIn, are you guys getting this now?45:32.285 --> 45:38.608You're one of few experts being asked to comment on this article or this question.45:39.388 --> 45:40.448I'm getting that a lot.45:40.889 --> 45:47.912And that's both of those platforms wanting to prompt more people, users, me, from interacting with those things.45:48.712 --> 45:52.174I think it's probably a hop, skip, and a jump before they start asking for quick videos.45:52.754 --> 45:54.295But they'll probably use an app.45:54.835 --> 45:56.236Are you guys familiar with like SpeakPipe?45:57.697 --> 45:59.378Now, essentially, it's like, here's a link.45:59.678 --> 46:01.318We're only going to let when you hit record.46:01.498 --> 46:02.599Here's the question on the screen.46:02.839 --> 46:05.700When you hit record, we're only going to let you record for 30 seconds.46:05.720 --> 46:06.520I think we're going to cut you off.46:06.540 --> 46:07.420So you got to get to the point.46:07.500 --> 46:07.700Right.46:08.080 --> 46:11.502So essentially, it's like a really it's a it's like an automated way to get46:13.002 --> 46:15.543video clips for a podcast or a YouTube channel, right?46:15.603 --> 46:25.785I'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 --> 46:28.545And Tony was the first to be like, why don't you just automate this?46:28.565 --> 46:37.227And 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 --> 46:46.047But 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 --> 46:46.990So I think it's yes and.46:47.850 --> 46:48.070True.46:48.811 --> 46:49.431It's my personal.46:50.512 --> 46:54.694What I'm going to do is I'm going to use a test of what you get.46:54.794 --> 46:57.776I'm going to stop this live stream in two minutes whenever we're done.46:58.236 --> 47:00.637And I'm going to go and I'm going to email my entire email list.47:00.978 --> 47:02.378And I'm going to ask for a review.47:02.498 --> 47:04.299And I'm going to see what I'm going to get.47:04.319 --> 47:10.403But 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 --> 47:14.629Dave, last question for you as the review expert.47:15.769 --> 47:26.334If 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 --> 47:27.755Oh, because they look old?47:28.632 --> 47:31.953No, it's just, you know, it's flooding the system all in one shot.47:31.973 --> 47:41.136And 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 --> 47:44.057Well, do you have a do you have an email list?47:44.117 --> 47:48.878And then that way you could kind of ask people at like whenever they kind of go through your email sequence.47:48.898 --> 47:53.320And then therefore, then you can kind of spread out the ask over time instead of getting the welcome sequence.47:54.830 --> 47:55.070Yeah.47:55.231 --> 48:01.479Do 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 --> 48:02.120What are your thoughts?48:02.240 --> 48:03.642We'd love an honest review.48:04.412 --> 48:06.294And the email is just about the review.48:06.394 --> 48:07.235There's nothing.48:08.236 --> 48:09.257And what's in it for them.48:09.437 --> 48:09.637Right.48:09.697 --> 48:18.606So, 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 --> 48:21.949It's a compliment with direction and a clear ask.48:22.009 --> 48:25.653Like I'm asking you because you've listened and I appreciate your honest review and you can help other people.48:26.113 --> 48:27.214You're the hero of the story.48:27.354 --> 48:27.695I like that.48:28.303 --> 48:28.503All right.48:28.723 --> 48:30.205Uh, parting thoughts for today.48:30.225 --> 48:31.706Uh, we just do parting shots.48:31.766 --> 48:33.347What are your thoughts on how that go?48:33.908 --> 48:35.649Michael user generate anything.48:35.669 --> 48:36.170It doesn't matter.48:36.470 --> 48:37.731Uh, Tony, what do you got?48:37.891 --> 48:38.832I think it was awesome.48:38.932 --> 48:40.213I love having a call in.48:40.393 --> 48:42.375I love being able to capture those elements.48:42.415 --> 48:47.939Just like you said, we create magic in the clinic every single day, but nobody gets to see that magic.48:48.019 --> 48:52.002This gives us the chance to get that information out to the public.48:52.963 --> 48:53.804We're not in tell business.48:54.004 --> 48:55.005We're in show business, Dave.48:55.573 --> 48:57.434Parting shot is none of this was scripted.48:57.514 --> 49:01.377Tony and I about the Michael Derry situation about like where he should go.49:01.417 --> 49:02.597Like we didn't prepare any of that.49:02.897 --> 49:04.158We just went in two different directions.49:04.919 --> 49:06.480And so Tony's got a ton of experience.49:06.540 --> 49:08.140I always respect everything that he says.49:08.861 --> 49:10.362I may be wrong, but I'm never in doubt.49:10.865 --> 49:11.305There you go.49:11.766 --> 49:16.289But listen, no one would watch Stephen A. Smith if everybody agreed with Stephen A. Smith.49:16.329 --> 49:19.271We know this is in radio, in radio, in early.49:19.351 --> 49:23.954I mean, you brought into the morning show as a budding weekend radio jock.49:24.034 --> 49:25.996And they would say this.49:26.156 --> 49:27.236We're discussing this topic.49:27.817 --> 49:31.600And as the new guy, you got to pick the side last, which means you didn't get to pick the side.49:32.280 --> 49:33.701So you have to just argue.49:33.761 --> 49:36.663And because the idea isn't we both agree or we're right.49:36.703 --> 49:39.045The idea is I want to see a couple of different opinions.49:40.114 --> 50:02.094that'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