Bridge Visits: How to Fill Your PT Clinic Schedulef

WEBVTT

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Good Tuesday morning.

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Oh, sorry, Thursday morning.

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Yeah, we're closer to the weekend.

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Good Thursday morning to you.

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PT Breakfast Club,

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the morning radio show for

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PT business owners.

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I'm Jimmy McKay.

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Dave Kittle is going to jump

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in the studio.

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Tony is going to be here later this hour.

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And we've got something a

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little bit different.

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It's fun when you do

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something one way for a while.

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And then if you change it

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just a couple of percentage points,

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all of a sudden it's like really,

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really different.

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So we've got a special guest

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this morning and a little

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bit of a preview.

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See,

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if this is the morning radio show for

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physical therapy business owners,

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then I don't know, APTA's PPS conference,

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the private practice section conference,

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feels like, what is that?

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Is it the Super Bowl?

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Is that Coachella?

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Is that Comic-Con?

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Is it all of those things?

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So we've got a special guest

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who's presenting there,

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has presented there before

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in other places, CSM, the whole nine.

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He's going to give a little

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preview about this topic that,

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a little passionate about it.

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And I really I hope we can

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get some energy out of this guy.

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He's a little subdued.

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So let's bring in the special guest.

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When we went up when we

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before we bring a guest and

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I can see your faces like I

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can see the monitor dude.

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The middle there, Jerry Durham on the show,

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Jerry, welcome, you know,

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welcome to the show.

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Welcome back to the show.

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Good morning.

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Well, you're doing smart things,

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which is you're previewing

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in all your media this talk

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that you're going to give.

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Have you ever even talked

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about this before?

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Is this a topic you've ever

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even touched upon?

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Yeah, maybe so.

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The front desk, right?

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The front desk in your

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healthcare practice.

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So yeah,

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something I've talked about before

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numerous times.

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I'll tell you what's here.

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Here's what's cool.

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So PPS, right?

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Private Practice Section of

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the American Physical

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Therapy Association.

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Um, now you got me thinking what,

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what are those three?

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It's not the Superbowl cause

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CSM would have to be the Superbowl.

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Yeah.

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Right.

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Um, yeah,

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there we go for private practice.

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Yeah.

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And, um, you know, it's,

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it's a good thing.

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And, um, I think I missed,

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missed a couple in the middle,

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probably around COVID, but, um, the,

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the value to me is high being there.

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And, um,

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I got to tell you, it's about even again,

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pre-COVID,

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it was about meeting people

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face to face and then networking.

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So you get that real tight group of people,

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right?

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Private practice owners who

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want to meet other people,

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who are committed to learning,

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who want to talk about new things.

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And it's great to have all

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those people in one space.

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And I love it when we have

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it at places where people can't leave,

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to be brutally honest.

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Yeah.

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Because right.

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Because all of a sudden, right.

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The content people are

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coming in and out of content all day.

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Sometimes I hang out.

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It was, yeah, two years ago in Colorado.

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I love this story.

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Two years ago in Colorado,

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I found a spot where

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everybody had to walk by, right?

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There was this location with

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no matter where you were going to PPS,

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you had to walk by the spot.

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And there was a couch and two chairs.

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So yeah, one morning, right, got up,

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had breakfast, crack it on.

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And before anything started,

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I planted my butt there and

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hung out there for like two hours.

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And right,

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anybody who was there had to

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walk by there.

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So it was really cool.

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Um, and saw it needless to say,

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everybody I wanted to see

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or needed to see.

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And then, right.

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If I wanted to, if it was like, Hey,

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let's connect later.

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It was like,

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it was almost like the place

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you sat down and got to say

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hello to everybody.

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And then if you needed to

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schedule something,

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you scheduled something.

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So, um, yeah.

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This location, real quick,

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this location you can leave,

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but I still think it's a

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great location because most

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of this stuff is inside of it, right?

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Yeah, National Harbor, the Gaylord,

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they understand what they're doing.

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Right, yeah,

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the Gaylord understands about

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keeping people.

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And that's where it was in Colorado, right,

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at the Gaylord.

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And that's the thing,

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and we'll get into this too afterwards,

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but I want you to tee up

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what you're talking about,

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why someone who's on the

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edge of a diving board.

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I decided to go yesterday,

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so I'm going to take the

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trip down from New York.

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Tony's going to be here in a little bit.

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He's going.

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Yeah.

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Dave, we're going to twist his arm.

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Maybe he's going to go.

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He's going to the mountains

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or something like that.

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But this is someone for at

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the edge of a diving board is an owner.

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Like,

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what are you what is someone going to

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walk away with?

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What are you going to get on

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stage and hit him with

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seven different kinds of smoke?

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So for me, well, here,

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because I've read through, right,

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I go through and see I look at Frick.

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I look at every single.

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whatever presentation is

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going to be out there.

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Right.

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And there is consistency there.

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They, they,

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they do something for like new

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business owners every year.

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There's always compliance stuff, right.

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Which changes.

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Oh, Lord have mercy.

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Right.

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So, so there's always things like that.

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So then I'm always looking at, okay,

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what's, what's new.

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And what I like this year,

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I got to be honest is there,

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there is more than one

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about going direct to employer.

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Right.

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So there's shall we call it

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a different practice?

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I don't want to say new practice model,

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but a different practice

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model and being in the

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presentations by people who

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have been in it, people facilitating it,

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people doing it.

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So I think there's huge value.

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in people showing up just

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for those conversations, right?

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And then again,

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the people in the room are

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people doing it, but everybody attending,

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then you almost build out

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your own little community of people.

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Okay, what have you done?

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What have you done, right?

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And the thing is-

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I want to paint this picture because,

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I mean,

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I've only been to like two or

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three PPS and eight or nine CSMs.

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But like the thing is, at CSM,

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it really is this combined section.

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At PPS,

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everybody sort of understands the pain.

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No one has to explain the pains.

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Everybody's like, you got, you know, yeah,

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a little different from

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state to state maybe,

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but it's really the same pain.

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Right.

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And so you got those people, right?

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Again, direct to employer,

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everybody in the same room thinking, hmm,

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something's got to give here, right?

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So it's a great place to learn.

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It's a great place to start conversations.

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And it's a great place to

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build a community to stay in touch with.

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Now me, you knew I'd get to me.

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I wanted to give it a plug.

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I respect and they've been

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good to me and I appreciate it.

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There's value there for

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people and I want them to understand why.

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Here's the lead-in to me.

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They also have what's called

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an admin council.

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They have an admin track at PPS.

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I don't know if a lot of people know this.

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I didn't know that.

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Parallel

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Parallel to content for the

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owners is content for the admin team.

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Brilliant, right?

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And you can get a

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certification there because

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at the end of it,

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you have to take a test.

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So they require you attend,

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I think it's five or six talks.

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And they put me in that last year.

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And I can't tell you

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how happy and glad and excited I was.

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And it's required of them.

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So I had a talk.

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I got to share this.

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I had a talk put together last year,

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and it was for owners.

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They accepted it, and it was for owners.

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A couple weeks later, they accept it.

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I basically had it together and I was like,

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OK, here we go.

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They said, hey, Jerry,

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we're going to put you in

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the admin track.

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And I was like, wow.

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And they said, we're going to require it.

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Right.

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So you'll be a required

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content for the admin teams.

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And I was like, wow.

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And I hung up the phone

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about five minutes later, went,

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can I curse?

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Whatever.

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I was like, oh, fuck,

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because I had to redo the

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talk and I owed it.

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to the admin people that

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were in the room to redo my talk.

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I didn't want them to come

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sit in a talk that was set

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up for owners talking about admin people.

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The theme was still the same

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and the talk was still the same,

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but I redid it to talk to

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the admin people in the room.

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And I got to tell you,

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I've never put so much

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energy and time into one talk.

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And I was so happy with it

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and I got good feedback afterwards.

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So the talk this year,

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is they asked me to keep the same talk,

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same theme.

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And so I kept it.

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But what I realized is it is

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the foundation for a front

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desk person to own the

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process in the company they work at,

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in the practice they work at.

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So everybody wants a script

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for how to manage a front

00:08:35.876 --> 00:08:38.418
desk call and convert a potential client.

00:08:39.517 --> 00:08:41.258
patient into a paying customer.

00:08:41.278 --> 00:08:42.298
And I said, that's cool,

00:08:42.759 --> 00:08:43.740
but I've trained a lot of

00:08:43.799 --> 00:08:45.260
people and including myself

00:08:45.301 --> 00:08:45.821
when I did it.

00:08:46.100 --> 00:08:48.842
And the script was just part of a process.

00:08:48.903 --> 00:08:50.043
It wasn't the answer.

00:08:50.504 --> 00:08:51.884
And so I changed the talk up

00:08:52.345 --> 00:08:53.346
and put together the

00:08:53.405 --> 00:08:55.167
structure of a business.

00:08:55.648 --> 00:08:57.249
And why is sales such a

00:08:57.349 --> 00:08:58.408
central part of the business?

00:08:58.428 --> 00:08:59.750
So I talk about the business

00:09:00.530 --> 00:09:02.272
as a whole and then get

00:09:02.312 --> 00:09:03.472
back to the front desk.

00:09:03.653 --> 00:09:05.774
And it's an hour and a half

00:09:06.033 --> 00:09:07.995
and it's really interactive and

00:09:08.729 --> 00:09:10.470
There is talking at you at the beginning,

00:09:10.490 --> 00:09:13.990
but everywhere in it, the conversations,

00:09:14.030 --> 00:09:15.510
because what's really cool now, again,

00:09:15.610 --> 00:09:16.510
is the people in the room

00:09:16.530 --> 00:09:17.412
are the people doing.

00:09:17.971 --> 00:09:19.511
So ask them, tell me about this,

00:09:19.572 --> 00:09:20.692
or what do you think about this,

00:09:20.732 --> 00:09:22.293
or that last phone call you were on.

00:09:22.513 --> 00:09:23.614
You can't do that with owners.

00:09:24.433 --> 00:09:26.855
And by the way, half the time you find out,

00:09:27.014 --> 00:09:28.115
and I love this, right?

00:09:28.315 --> 00:09:29.475
Because I'll get a new client,

00:09:29.514 --> 00:09:30.635
I'll get the owner on a phone,

00:09:30.655 --> 00:09:31.416
I'll get the admin,

00:09:31.436 --> 00:09:32.456
and I'll ask a question,

00:09:33.056 --> 00:09:34.096
and I'll say something like,

00:09:34.116 --> 00:09:34.897
do you guys do this?

00:09:34.937 --> 00:09:36.177
And the owner will go like this,

00:09:36.717 --> 00:09:37.498
and the admin will go...

00:09:38.395 --> 00:09:40.636
And guess who I believe, right?

00:09:40.677 --> 00:09:41.797
So to have them in the room

00:09:41.856 --> 00:09:42.517
is really cool.

00:09:42.537 --> 00:09:43.476
So I'm really excited

00:09:43.496 --> 00:09:44.456
because I really want to

00:09:44.517 --> 00:09:46.878
elevate this role as you all know,

00:09:46.977 --> 00:09:48.638
and I'm actually on a kick

00:09:49.038 --> 00:09:50.958
and I've had this idea for a long time.

00:09:51.458 --> 00:09:52.578
It just, right?

00:09:52.619 --> 00:09:53.059
When did it,

00:09:53.279 --> 00:09:54.940
when was it appropriate to roll it out?

00:09:55.240 --> 00:09:56.360
Was to create a hundred

00:09:56.440 --> 00:09:59.461
thousand dollar front desk salesperson.

00:09:59.780 --> 00:10:01.621
That means someone who's

00:10:01.662 --> 00:10:02.782
growing your business

00:10:03.581 --> 00:10:04.863
and understands a business

00:10:04.942 --> 00:10:06.443
and doing such good work in

00:10:06.484 --> 00:10:07.663
their role in a sales

00:10:07.724 --> 00:10:09.946
position to put people who

00:10:10.005 --> 00:10:11.246
are a good fit for your

00:10:11.307 --> 00:10:13.528
business on people's schedules who arrive,

00:10:13.567 --> 00:10:14.688
pay, and stay, right?

00:10:15.548 --> 00:10:16.269
So let's do this.

00:10:16.288 --> 00:10:17.809
I'm going to make sure people understand.

00:10:18.171 --> 00:10:20.432
So you're going to be on- There you go.

00:10:20.491 --> 00:10:20.831
Thank you.

00:10:21.793 --> 00:10:22.692
Arrive, pay, and stay.

00:10:22.773 --> 00:10:23.813
That's pretty much it, right?

00:10:24.033 --> 00:10:24.614
Friday- You got it.

00:10:24.734 --> 00:10:25.794
And that's that role, right?

00:10:25.835 --> 00:10:26.654
Of the front desk.

00:10:26.855 --> 00:10:27.336
They own.

00:10:27.456 --> 00:10:28.657
So I'm going to tell you,

00:10:28.976 --> 00:10:31.258
the title is a hook, right?

00:10:31.477 --> 00:10:32.158
Got to be, yeah.

00:10:32.918 --> 00:10:34.378
Yeah,

00:10:34.418 --> 00:10:37.958
but the content is the big picture on

00:10:38.019 --> 00:10:40.379
how to create something, right?

00:10:41.541 --> 00:10:46.402
That will minimize all these

00:10:46.581 --> 00:10:48.142
negative metrics, right?

00:10:48.302 --> 00:10:50.982
And facilitate arrival.

00:10:51.003 --> 00:10:53.624
Okay, so let me ask this.

00:10:53.683 --> 00:10:55.504
Let's go with the big ones, right?

00:10:55.544 --> 00:10:56.445
So what are...

00:10:57.466 --> 00:10:58.547
what are some of the biggest

00:10:58.586 --> 00:10:59.769
mistakes practices make at

00:10:59.788 --> 00:11:00.428
the front desk?

00:11:00.850 --> 00:11:01.971
You just maybe highlighted

00:11:02.091 --> 00:11:03.832
one where a symptom where

00:11:03.852 --> 00:11:05.195
the owner says yes and the

00:11:05.235 --> 00:11:06.636
front office person says no,

00:11:07.096 --> 00:11:08.798
that lead to drop-offs, no-shows,

00:11:08.839 --> 00:11:09.679
and cancellations.

00:11:09.720 --> 00:11:10.880
So here's number one,

00:11:11.000 --> 00:11:12.082
and anybody listening to

00:11:12.263 --> 00:11:14.686
this could do something about this today.

00:11:15.697 --> 00:11:17.097
And by the way, anything I share,

00:11:17.357 --> 00:11:18.979
I didn't do in my own business.

00:11:18.999 --> 00:11:20.220
I always put the context out

00:11:20.240 --> 00:11:21.841
there and didn't do it for

00:11:22.541 --> 00:11:23.302
some of it for eight,

00:11:23.341 --> 00:11:24.462
nine years in my business.

00:11:24.482 --> 00:11:25.543
And then finally fell into

00:11:25.582 --> 00:11:27.284
it and some stuff I'm still figuring out.

00:11:27.345 --> 00:11:28.985
But number one is your,

00:11:29.166 --> 00:11:30.386
your front desk actually

00:11:30.447 --> 00:11:32.508
serves three roles in your business.

00:11:34.056 --> 00:11:34.797
There's a,

00:11:35.116 --> 00:11:36.337
I call it the voice of the company.

00:11:36.499 --> 00:11:37.679
So the salesperson, right?

00:11:37.759 --> 00:11:39.100
Hello, my name is Jimmy.

00:11:39.201 --> 00:11:40.984
I want to schedule physical therapy.

00:11:41.004 --> 00:11:41.803
I have low back pain.

00:11:41.884 --> 00:11:42.946
Well, hello, Jimmy.

00:11:42.985 --> 00:11:43.686
My name's Jerry.

00:11:43.886 --> 00:11:45.327
Thank you for calling ABC Physio.

00:11:45.649 --> 00:11:46.909
That's the voice of the company, right?

00:11:46.929 --> 00:11:47.770
That first contact.

00:11:48.051 --> 00:11:49.732
That is a role within itself.

00:11:50.013 --> 00:11:50.214
Sure.

00:11:50.734 --> 00:11:52.293
Then there is the face of the company,

00:11:52.333 --> 00:11:52.573
right?

00:11:52.913 --> 00:11:54.514
More of the customer service person.

00:11:54.715 --> 00:11:55.174
You got it.

00:11:55.215 --> 00:11:56.575
The retention person.

00:11:56.855 --> 00:11:58.676
So we have a salesperson, the converter.

00:11:58.995 --> 00:12:00.495
Then we have the retention person.

00:12:00.816 --> 00:12:02.436
And then there is that third role,

00:12:02.936 --> 00:12:03.917
which I don't really have a

00:12:03.956 --> 00:12:04.517
good name for it.

00:12:04.576 --> 00:12:06.576
I just call it back office admin.

00:12:06.677 --> 00:12:08.977
People who, whether it's billing,

00:12:09.457 --> 00:12:11.238
more to do with the compliance,

00:12:11.278 --> 00:12:12.418
more to do with the paperwork.

00:12:12.437 --> 00:12:13.759
They're not so much customer

00:12:13.999 --> 00:12:15.219
facing people.

00:12:15.595 --> 00:12:17.475
but they play a huge role in

00:12:17.515 --> 00:12:18.397
patient success.

00:12:18.777 --> 00:12:20.018
All three of those roles

00:12:20.197 --> 00:12:22.759
play a role in patient success.

00:12:23.500 --> 00:12:25.341
If you understand that and

00:12:25.360 --> 00:12:26.600
you post for a front desk

00:12:26.620 --> 00:12:27.802
job and you understand

00:12:27.861 --> 00:12:29.143
which one you need to fill,

00:12:29.883 --> 00:12:31.224
then you will be far,

00:12:31.403 --> 00:12:33.966
far more successful in decreasing.

00:12:34.285 --> 00:12:34.725
And by the way,

00:12:34.745 --> 00:12:35.886
it doesn't matter what role it is.

00:12:36.828 --> 00:12:38.330
any of those roles can help

00:12:38.570 --> 00:12:40.030
to decrease cancels, no-shows,

00:12:40.071 --> 00:12:41.571
and drop-offs, right?

00:12:41.610 --> 00:12:43.052
So that's a number one,

00:12:43.091 --> 00:12:44.793
and anybody could take a step back and go,

00:12:44.832 --> 00:12:45.932
wait a minute, right?

00:12:46.193 --> 00:12:47.073
And it's that thing, right?

00:12:47.573 --> 00:12:47.693
Oh,

00:12:47.754 --> 00:12:49.274
how is my friend Des supposed to answer

00:12:49.294 --> 00:12:50.155
new patient calls when

00:12:50.196 --> 00:12:51.395
they're helping someone get

00:12:51.436 --> 00:12:52.035
scheduled out?

00:12:52.056 --> 00:12:52.897
And I'm like, they're not.

00:12:53.856 --> 00:12:55.778
I've literally told people, people go,

00:12:55.798 --> 00:12:56.697
what am I supposed to do if

00:12:56.738 --> 00:12:57.498
I'm helping a current

00:12:57.518 --> 00:12:58.538
client and the phone rings?

00:12:58.599 --> 00:12:59.979
I'm like, don't answer it, right?

00:13:00.240 --> 00:13:01.259
So again, this idea.

00:13:01.580 --> 00:13:02.779
Is this an ownership thing

00:13:02.799 --> 00:13:04.140
in terms of like owning tasks?

00:13:04.181 --> 00:13:05.240
Is this a business person

00:13:05.260 --> 00:13:07.081
like letting go and saying, you own this,

00:13:07.101 --> 00:13:08.163
I'm going to hold you accountable.

00:13:08.182 --> 00:13:10.442
But on the admin side, they're like,

00:13:10.764 --> 00:13:12.703
I want to own this most likely.

00:13:12.823 --> 00:13:13.565
Yeah, okay.

00:13:13.985 --> 00:13:15.524
And that's, I like the fact you said,

00:13:15.585 --> 00:13:16.365
I want to own this.

00:13:16.405 --> 00:13:17.865
So this is what I found.

00:13:17.905 --> 00:13:19.086
This is what I find out a

00:13:19.126 --> 00:13:20.687
lot working directly with

00:13:20.706 --> 00:13:21.888
the front desk team is,

00:13:22.644 --> 00:13:26.267
They have a broader, wider, better,

00:13:26.548 --> 00:13:27.347
and I'm gonna say better,

00:13:27.668 --> 00:13:29.269
knowledge of the flow of

00:13:29.308 --> 00:13:31.530
the business than anybody

00:13:31.610 --> 00:13:32.551
else in the company.

00:13:32.892 --> 00:13:34.592
And I just did a video on this yesterday.

00:13:34.972 --> 00:13:36.793
And no disrespect to anybody

00:13:36.833 --> 00:13:37.715
else in the company,

00:13:37.875 --> 00:13:39.456
but this front desk person

00:13:39.535 --> 00:13:40.736
understands how people are

00:13:40.756 --> 00:13:41.256
getting to you.

00:13:41.657 --> 00:13:42.758
They're understanding what

00:13:42.878 --> 00:13:43.658
issues they're having

00:13:43.698 --> 00:13:44.918
because they're talking to them first.

00:13:45.240 --> 00:13:46.821
They're understanding payment issues.

00:13:47.866 --> 00:13:48.727
And then they have to

00:13:48.807 --> 00:13:49.808
understand what happens

00:13:49.889 --> 00:13:50.831
next when they arrive.

00:13:50.850 --> 00:13:51.851
They have to understand

00:13:52.231 --> 00:13:53.494
somewhat right high level

00:13:53.793 --> 00:13:55.556
what's going on during fulfillment,

00:13:55.735 --> 00:13:56.998
meaning a course of care.

00:13:57.398 --> 00:13:58.418
They have to understand the

00:13:58.460 --> 00:14:00.621
billing high level again.

00:14:00.701 --> 00:14:01.923
And when statements go out,

00:14:02.043 --> 00:14:03.184
nobody else in the business

00:14:03.225 --> 00:14:04.687
can talk that whole stream.

00:14:05.006 --> 00:14:07.070
like that front desk person, right?

00:14:07.330 --> 00:14:08.812
And anybody probably

00:14:09.011 --> 00:14:09.913
involved in any of those

00:14:09.953 --> 00:14:11.134
three roles knows the

00:14:11.174 --> 00:14:13.057
business better than anybody else, right?

00:14:13.498 --> 00:14:15.059
And so give them the ownership,

00:14:15.380 --> 00:14:18.344
give them the KPIs and the accountability,

00:14:18.485 --> 00:14:18.725
right?

00:14:18.845 --> 00:14:19.946
You said it, right?

00:14:19.966 --> 00:14:20.047
Yeah.

00:14:20.407 --> 00:14:21.086
A hundred percent.

00:14:21.408 --> 00:14:22.788
You can't tell me, you know, to use,

00:14:22.828 --> 00:14:23.688
you know, your baseball fan,

00:14:23.708 --> 00:14:25.149
you can't tell me RBIs are important,

00:14:25.169 --> 00:14:26.071
but then not let me spend

00:14:26.130 --> 00:14:27.091
and not let me swing away

00:14:27.111 --> 00:14:27.491
when there's some.

00:14:27.511 --> 00:14:27.652
Yeah.

00:14:27.692 --> 00:14:27.912
Right.

00:14:28.251 --> 00:14:28.451
Right.

00:14:28.753 --> 00:14:29.173
And then say,

00:14:29.212 --> 00:14:30.274
why don't you drive in more runs?

00:14:30.433 --> 00:14:30.953
Like, right.

00:14:30.994 --> 00:14:31.453
Not fair.

00:14:31.575 --> 00:14:32.235
That's not fair.

00:14:33.096 --> 00:14:33.816
Dave, what do you got?

00:14:34.375 --> 00:14:34.876
So Jerry,

00:14:34.897 --> 00:14:36.378
you recently posted a piece of

00:14:36.418 --> 00:14:38.839
content about, this was you doing a talk.

00:14:38.859 --> 00:14:39.600
It was recorded.

00:14:39.659 --> 00:14:40.620
And you said something like,

00:14:41.653 --> 00:14:44.095
you get a new caller, the phone rings,

00:14:44.534 --> 00:14:47.517
and it's a potentially a thousand dollar,

00:14:47.677 --> 00:14:48.677
it's worth a potential

00:14:48.697 --> 00:14:50.700
thousand dollar on the

00:14:50.740 --> 00:14:51.600
other end of that call.

00:14:51.639 --> 00:14:54.182
So with owners now that are

00:14:54.783 --> 00:14:56.303
focusing more on this admin,

00:14:56.344 --> 00:14:57.884
this front desk person component,

00:14:58.205 --> 00:14:59.546
and you said this person

00:14:59.566 --> 00:15:00.826
could potentially be making

00:15:00.846 --> 00:15:01.988
a hundred thousand dollars a year,

00:15:02.408 --> 00:15:03.688
is that for owners out there,

00:15:03.729 --> 00:15:04.590
is that something that

00:15:04.610 --> 00:15:05.509
you've seen where some of

00:15:05.530 --> 00:15:06.510
these individuals are

00:15:06.591 --> 00:15:07.371
experienced and they're

00:15:07.451 --> 00:15:08.432
just so great that they're

00:15:08.952 --> 00:15:09.793
They're on that type of a

00:15:09.893 --> 00:15:11.673
salary or is it like salary

00:15:11.714 --> 00:15:13.375
plus some performance component?

00:15:14.115 --> 00:15:16.176
Because then I think owners

00:15:16.316 --> 00:15:17.657
and front desk people could

00:15:17.697 --> 00:15:19.216
then further be bought into

00:15:19.797 --> 00:15:20.977
that phone rings and it's

00:15:21.018 --> 00:15:22.258
not worth a hundred dollars

00:15:22.317 --> 00:15:23.239
or it's not worth like.

00:15:23.759 --> 00:15:24.639
Fifty or whatever,

00:15:25.139 --> 00:15:26.259
but it's actually worth a thousand.

00:15:26.299 --> 00:15:27.019
We're going to out of

00:15:27.059 --> 00:15:30.101
network cash back to two grand or more.

00:15:30.221 --> 00:15:30.322
So.

00:15:30.922 --> 00:15:32.523
How can owners understand

00:15:32.562 --> 00:15:34.724
the different options there

00:15:34.985 --> 00:15:37.066
with compensating these individuals?

00:15:37.466 --> 00:15:38.927
Maybe they start just salary

00:15:39.346 --> 00:15:40.148
or they just start

00:15:40.268 --> 00:15:42.168
fifty-fifty salary and performance pay.

00:15:42.188 --> 00:15:42.828
What have you seen and

00:15:42.849 --> 00:15:43.909
what's working out there in

00:15:43.970 --> 00:15:46.351
private practice?

00:15:46.412 --> 00:15:48.873
Good question.

00:15:48.913 --> 00:15:49.953
Jerry, I think we lost your mic.

00:15:50.374 --> 00:15:50.994
Oh, sorry.

00:15:51.014 --> 00:15:52.775
I put myself on mute because

00:15:52.836 --> 00:15:53.936
I get excited sometimes.

00:15:53.956 --> 00:15:55.177
So I mute myself when other

00:15:55.216 --> 00:15:55.797
people are talking.

00:15:59.980 --> 00:16:01.561
Let's go high level real quick, right?

00:16:01.620 --> 00:16:04.243
Outside of healthcare, salespeople, right?

00:16:04.363 --> 00:16:04.943
In many,

00:16:05.183 --> 00:16:07.184
many Fortune-Five hundred companies,

00:16:07.264 --> 00:16:07.504
right?

00:16:07.706 --> 00:16:08.826
Fortune-One hundred companies,

00:16:09.027 --> 00:16:10.888
the top paid employees are

00:16:10.927 --> 00:16:11.668
the salespeople.

00:16:12.229 --> 00:16:13.669
And there are salespeople out there,

00:16:13.730 --> 00:16:14.389
sit down people,

00:16:14.610 --> 00:16:16.812
who take zero salary

00:16:17.091 --> 00:16:18.552
because they want all commission.

00:16:18.833 --> 00:16:19.994
So just for context, right?

00:16:20.034 --> 00:16:21.154
I want everybody to

00:16:21.215 --> 00:16:22.676
understand because they

00:16:22.716 --> 00:16:24.498
drive so much business,

00:16:25.879 --> 00:16:27.520
That they can work and

00:16:27.541 --> 00:16:28.642
they're good at what they do.

00:16:29.023 --> 00:16:30.524
They can make far more money

00:16:30.563 --> 00:16:31.865
off commission than taking

00:16:31.924 --> 00:16:32.725
a dime otherwise.

00:16:33.666 --> 00:16:35.006
And I've done some sales

00:16:35.047 --> 00:16:37.148
courses where people

00:16:37.227 --> 00:16:38.589
structure that out and show

00:16:38.649 --> 00:16:40.029
how do you... Because A

00:16:40.049 --> 00:16:40.811
number one is you got to

00:16:40.831 --> 00:16:42.471
hire the right person who's

00:16:42.532 --> 00:16:43.893
incentivized this way.

00:16:44.232 --> 00:16:45.134
So then we're back to,

00:16:45.153 --> 00:16:45.995
you have to understand the

00:16:46.014 --> 00:16:47.355
three roles and you've got

00:16:47.375 --> 00:16:48.296
to post properly.

00:16:48.416 --> 00:16:50.337
So with that all said, there's a context.

00:16:50.817 --> 00:16:51.479
Yes, David,

00:16:52.318 --> 00:16:53.559
I think there are multiple ways

00:16:53.620 --> 00:16:54.100
to do this.

00:16:54.520 --> 00:16:55.221
Here we go again.

00:16:55.282 --> 00:16:56.221
The owner's got to know

00:16:56.241 --> 00:16:57.482
their numbers inside and out.

00:16:57.663 --> 00:16:59.264
And the most important number,

00:16:59.365 --> 00:17:00.265
I'm just going to say this

00:17:00.326 --> 00:17:01.407
and let's not get in the weeds.

00:17:01.706 --> 00:17:03.128
You have to know your break even, right?

00:17:03.307 --> 00:17:04.669
How many new patients do we

00:17:04.709 --> 00:17:05.690
need on the schedule to pay

00:17:05.730 --> 00:17:06.570
the bills every month?

00:17:06.790 --> 00:17:08.951
Because you don't want to, personally,

00:17:09.833 --> 00:17:10.993
I'm not going to incentivize

00:17:11.013 --> 00:17:12.536
people for getting us to zero, right?

00:17:12.556 --> 00:17:13.436
They're going to get paid.

00:17:13.876 --> 00:17:14.116
Right.

00:17:14.557 --> 00:17:14.798
Right.

00:17:15.238 --> 00:17:16.700
But we got to pay our bills monthly.

00:17:16.779 --> 00:17:18.080
People got to get paid, right?

00:17:18.141 --> 00:17:18.922
Rents got to get paid.

00:17:19.201 --> 00:17:22.424
But once we go over that, then yeah, David,

00:17:22.464 --> 00:17:24.487
we could look at a bonus structure,

00:17:24.527 --> 00:17:25.327
incentives,

00:17:25.968 --> 00:17:27.808
Um, however you want to do that.

00:17:28.089 --> 00:17:29.931
And yeah, when I was doing this shit,

00:17:30.211 --> 00:17:30.832
when I was doing this,

00:17:31.092 --> 00:17:32.113
a new patient was worth

00:17:32.153 --> 00:17:33.314
twenty four hundred dollars

00:17:33.334 --> 00:17:33.973
to the business.

00:17:34.334 --> 00:17:34.595
Right.

00:17:35.134 --> 00:17:37.477
And I had this moment where

00:17:37.497 --> 00:17:38.978
I looked at my front desk team and I said,

00:17:38.998 --> 00:17:40.298
do you know how much that calls worth?

00:17:41.039 --> 00:17:42.319
And from that day forward,

00:17:42.461 --> 00:17:43.480
I'm just going to tell you,

00:17:44.041 --> 00:17:45.823
it's not magically we blew

00:17:45.923 --> 00:17:47.564
up and made a bunch of money, but man,

00:17:47.744 --> 00:17:50.145
it got approached differently.

00:17:50.205 --> 00:17:50.446
Right.

00:17:51.317 --> 00:17:51.916
And so,

00:17:52.277 --> 00:17:53.218
and then I went back to my

00:17:53.258 --> 00:17:55.218
providers and made sure they knew, right?

00:17:55.578 --> 00:17:56.419
I'm still running into

00:17:56.459 --> 00:17:57.398
clients all the time and

00:17:57.419 --> 00:17:59.460
people have no idea what's going on,

00:17:59.700 --> 00:17:59.960
right?

00:18:00.800 --> 00:18:02.500
Business wise, as far as like,

00:18:02.601 --> 00:18:04.902
what is a person who wants

00:18:04.961 --> 00:18:06.063
to do business with us,

00:18:06.442 --> 00:18:07.863
who values what we do,

00:18:08.143 --> 00:18:10.403
who can benefit from what we do, right?

00:18:10.584 --> 00:18:11.924
What do we have to gain from them?

00:18:11.964 --> 00:18:13.305
We have twenty four hundred dollars.

00:18:13.424 --> 00:18:15.026
And then now in this world, I'm like.

00:18:16.335 --> 00:18:18.375
with programs and we don't

00:18:18.395 --> 00:18:20.237
have to get into RTM and everything else,

00:18:20.317 --> 00:18:20.576
right?

00:18:20.856 --> 00:18:21.837
Staying in touch, right?

00:18:21.877 --> 00:18:23.417
The value goes through the roof.

00:18:23.778 --> 00:18:25.838
Again, it all started in one place.

00:18:26.559 --> 00:18:27.279
And that front desk

00:18:27.319 --> 00:18:28.401
salesperson is going to be

00:18:28.500 --> 00:18:30.842
selling the whole journey, man.

00:18:31.281 --> 00:18:32.622
You don't go overboard, obviously.

00:18:32.843 --> 00:18:33.643
We got to get them in the

00:18:33.682 --> 00:18:34.803
door and we got to respect

00:18:34.883 --> 00:18:36.324
why they're coming in today.

00:18:36.624 --> 00:18:36.983
But still,

00:18:37.003 --> 00:18:38.244
they're going to start learning

00:18:38.345 --> 00:18:39.484
about the bigger picture

00:18:39.786 --> 00:18:41.226
from that front desk salesperson.

00:18:41.385 --> 00:18:42.267
They're going to find out

00:18:42.307 --> 00:18:43.326
about the other stuff.

00:18:43.346 --> 00:18:44.948
So does that answer your question, Dave?

00:18:45.612 --> 00:18:46.433
Yeah.

00:18:46.473 --> 00:18:46.714
Yeah.

00:18:46.934 --> 00:18:47.777
Yeah, absolutely.

00:18:48.057 --> 00:18:49.501
I believe it's an incentive

00:18:49.561 --> 00:18:50.584
bonus type program.

00:18:52.750 --> 00:18:54.051
I think it's deeper than that too.

00:18:54.092 --> 00:18:54.672
Cause you can go into

00:18:54.712 --> 00:18:55.772
psychology real quick and

00:18:55.792 --> 00:18:57.854
they actually show that like incentives,

00:18:57.874 --> 00:18:59.394
like Adam Grant talks about this a lot.

00:18:59.414 --> 00:19:01.195
Like money typically doesn't drive the,

00:19:01.236 --> 00:19:03.116
especially the right people, right?

00:19:03.517 --> 00:19:04.798
They want sense of fulfillment.

00:19:04.837 --> 00:19:05.438
They want to enjoy the

00:19:05.458 --> 00:19:06.098
people that are around.

00:19:06.118 --> 00:19:07.759
They want to feel like what I row,

00:19:07.819 --> 00:19:09.421
it moves the boat in the right direction.

00:19:09.441 --> 00:19:10.340
Like that's why the right

00:19:10.381 --> 00:19:11.382
people show up to work.

00:19:11.402 --> 00:19:13.022
And when I understand that things change.

00:19:13.383 --> 00:19:14.303
So check this out.

00:19:14.583 --> 00:19:15.663
Thanks for saying that, Jimmy.

00:19:15.804 --> 00:19:16.483
Check this out.

00:19:16.544 --> 00:19:17.865
So part of the program and

00:19:17.904 --> 00:19:18.905
part of the talk is,

00:19:19.506 --> 00:19:20.988
Everybody has to come

00:19:21.028 --> 00:19:23.510
together under one goal in the business.

00:19:23.550 --> 00:19:23.671
Right.

00:19:23.971 --> 00:19:25.472
Every successful business.

00:19:25.532 --> 00:19:27.714
And this is my talk almost

00:19:27.755 --> 00:19:28.756
starts with this line.

00:19:29.217 --> 00:19:30.678
Every successful business

00:19:30.759 --> 00:19:32.339
has the same blueprint.

00:19:32.420 --> 00:19:32.641
Right.

00:19:32.760 --> 00:19:33.461
I didn't make it up.

00:19:33.721 --> 00:19:34.923
It's existed forever.

00:19:35.303 --> 00:19:35.564
Right.

00:19:35.903 --> 00:19:37.885
And part of it, Jimmy, is everybody.

00:19:38.186 --> 00:19:39.107
This is where I got.

00:19:39.528 --> 00:19:40.847
And this is a book, hold on,

00:19:40.867 --> 00:19:41.429
sit right here,

00:19:41.528 --> 00:19:43.209
that I got from a speaker

00:19:43.608 --> 00:19:45.470
at PPS like five, six years ago.

00:19:45.750 --> 00:19:48.030
The Four Disciplines of Execution.

00:19:48.330 --> 00:19:49.810
This is about the doing, right?

00:19:50.112 --> 00:19:51.832
Everybody's reading the mindset,

00:19:51.932 --> 00:19:53.593
the start with why, don't get me wrong.

00:19:53.633 --> 00:19:53.833
The...

00:19:54.893 --> 00:19:55.933
Huge impact on me.

00:19:56.315 --> 00:19:57.635
This is the doing book.

00:19:58.156 --> 00:19:59.898
This is about getting a team

00:20:00.420 --> 00:20:03.383
aligned behind one big goal.

00:20:03.682 --> 00:20:04.544
And that's where I came up

00:20:04.584 --> 00:20:05.665
with that completed plans

00:20:05.685 --> 00:20:07.106
of care and why so much of

00:20:07.126 --> 00:20:09.789
my content says completed plans of care.

00:20:10.191 --> 00:20:12.512
So everybody in the team.

00:20:13.233 --> 00:20:14.336
All three of those roles,

00:20:14.476 --> 00:20:15.616
I can show all three of

00:20:15.656 --> 00:20:17.298
them how they contribute to

00:20:17.318 --> 00:20:18.361
a completed plan of care.

00:20:18.560 --> 00:20:20.002
And when you can do that in an interview,

00:20:20.083 --> 00:20:20.303
right?

00:20:20.423 --> 00:20:21.404
In an interview, Jimmy.

00:20:21.565 --> 00:20:23.988
And when you post for the job, right?

00:20:24.328 --> 00:20:26.490
You said I was going to get excited.

00:20:26.592 --> 00:20:26.832
You know,

00:20:27.413 --> 00:20:29.875
you post for the job with this idea that,

00:20:30.316 --> 00:20:30.977
hey, Dave.

00:20:31.678 --> 00:20:32.858
You're not some fucking

00:20:32.898 --> 00:20:35.040
front desk admin at a healthcare office.

00:20:35.060 --> 00:20:36.102
You're creating patient

00:20:36.142 --> 00:20:37.343
success at this business.

00:20:37.903 --> 00:20:39.885
Let me show you how, by the way,

00:20:39.986 --> 00:20:41.626
I'm going to show you in the interview,

00:20:41.867 --> 00:20:43.269
the bigger picture and how

00:20:43.308 --> 00:20:44.410
the patient moves through

00:20:44.509 --> 00:20:45.790
and your role and how big

00:20:45.830 --> 00:20:46.692
it is in this company.

00:20:46.992 --> 00:20:48.534
So to your point, Jimmy, exactly.

00:20:48.874 --> 00:20:49.375
So, right.

00:20:49.454 --> 00:20:51.217
It's that all these pieces

00:20:51.237 --> 00:20:52.958
coming together to have

00:20:53.018 --> 00:20:54.539
someone sitting across from you going,

00:20:54.720 --> 00:20:55.681
I want to be part of this.

00:20:56.421 --> 00:20:57.281
Oh, by the way, cool.

00:20:57.342 --> 00:20:58.163
I'll get paid, right?

00:20:58.202 --> 00:20:58.442
Yeah.

00:20:58.563 --> 00:20:59.584
And I'll get paid, right?

00:20:59.844 --> 00:21:00.884
I want to be a part of this

00:21:01.065 --> 00:21:01.645
and I'll get paid.

00:21:01.965 --> 00:21:03.907
And what, there's a huge upside here.

00:21:04.228 --> 00:21:06.048
If I just do my job and I'm like,

00:21:06.088 --> 00:21:06.609
fuck yeah.

00:21:07.230 --> 00:21:07.770
And people like

00:21:07.810 --> 00:21:08.971
understanding what their role is.

00:21:09.132 --> 00:21:09.412
All right.

00:21:09.451 --> 00:21:11.733
So parting shot, we head down.

00:21:11.874 --> 00:21:12.595
It's actually close.

00:21:12.615 --> 00:21:13.414
It's like two weeks away.

00:21:14.135 --> 00:21:15.096
What's your parting shot to

00:21:15.116 --> 00:21:15.877
get someone who's either

00:21:15.917 --> 00:21:16.939
going to PPS already,

00:21:16.959 --> 00:21:17.720
who's making sure they're

00:21:17.740 --> 00:21:18.760
going to be there on Friday

00:21:18.961 --> 00:21:20.201
for happy hour with Jerry

00:21:20.221 --> 00:21:21.363
because you're four to five thirty.

00:21:21.742 --> 00:21:22.743
You are correct, dude.

00:21:23.065 --> 00:21:24.586
And by the way, happy hour in Philly,

00:21:24.705 --> 00:21:26.288
all my best happy hours start at four.

00:21:26.327 --> 00:21:27.009
All right.

00:21:27.028 --> 00:21:28.109
So what's your parting shot

00:21:28.150 --> 00:21:29.590
for from having making sure

00:21:29.611 --> 00:21:31.553
people understand drop offs,

00:21:31.613 --> 00:21:32.473
no shows and cancels?

00:21:33.271 --> 00:21:34.232
I'm just going to say,

00:21:34.673 --> 00:21:36.494
if you show up at PPS and

00:21:36.515 --> 00:21:37.836
you come to my talk, and by the way,

00:21:38.276 --> 00:21:39.176
there are like three other

00:21:39.356 --> 00:21:40.277
talks at the same time.

00:21:40.297 --> 00:21:41.038
I'm not going to lie.

00:21:41.077 --> 00:21:43.779
And there's one that I was like, shit,

00:21:44.079 --> 00:21:46.082
if I wasn't talking, I'd be in this talk,

00:21:46.442 --> 00:21:46.842
by the way.

00:21:47.403 --> 00:21:47.643
Yeah.

00:21:47.682 --> 00:21:48.763
So here's the shot for mine.

00:21:49.084 --> 00:21:51.665
You will have the structure,

00:21:52.425 --> 00:21:54.047
one hundred and thirty

00:21:54.086 --> 00:21:56.449
percent to deliver what we

00:21:57.210 --> 00:21:58.109
have just talked about.

00:21:58.330 --> 00:21:58.750
All of it.

00:22:00.090 --> 00:22:01.751
If you'll have the structure,

00:22:02.051 --> 00:22:03.432
all you have to do is execute.

00:22:03.813 --> 00:22:04.153
Yeah.

00:22:04.232 --> 00:22:05.574
And some people like the plan.

00:22:05.693 --> 00:22:06.315
I promise.

00:22:07.075 --> 00:22:07.875
I guarantee it.

00:22:08.115 --> 00:22:09.096
And I'm going to say at the beginning,

00:22:09.375 --> 00:22:11.478
I'm putting up the objectives and going,

00:22:11.557 --> 00:22:13.479
if this doesn't happen, reach out to me.

00:22:13.719 --> 00:22:15.460
If you don't hear this, reach out to me.

00:22:15.559 --> 00:22:17.340
I want everybody in this

00:22:17.401 --> 00:22:19.082
room to walk out of here

00:22:19.182 --> 00:22:20.103
and be successful.

00:22:21.259 --> 00:22:21.660
Sounds good.

00:22:21.680 --> 00:22:21.980
All right.

00:22:22.000 --> 00:22:22.840
Especially the front desk.

00:22:23.320 --> 00:22:23.780
It should be.

00:22:24.141 --> 00:22:25.621
Drop-offs, no-shows, cancels,

00:22:25.740 --> 00:22:27.241
and short-term cash flow killer.

00:22:27.602 --> 00:22:30.083
The long-term value destroyer.

00:22:30.583 --> 00:22:32.324
PPS, that's on Friday the eleventh,

00:22:32.423 --> 00:22:33.523
four to five-thirty.

00:22:33.903 --> 00:22:35.023
Just in time for happy hour.

00:22:35.084 --> 00:22:36.285
Jerry Durham, appreciate you stopping by,

00:22:36.305 --> 00:22:36.585
my man.

00:22:37.105 --> 00:22:37.505
Thank you, guys.

00:22:37.525 --> 00:22:40.226
Thank you.

00:22:40.286 --> 00:22:41.326
I wish he had more energy.

00:22:41.365 --> 00:22:41.487
Like,

00:22:41.527 --> 00:22:43.666
I wish he was a little more enthusiastic.

00:22:43.727 --> 00:22:45.028
Maybe next time we'll get him, you know,

00:22:45.067 --> 00:22:45.988
a couple cup of coffee.

00:22:47.028 --> 00:22:48.328
Gonna bring... Oh, Tony.

00:22:48.388 --> 00:22:48.848
Tony's in there.

00:22:51.564 --> 00:22:52.825
What were you saying, David?

00:22:52.865 --> 00:22:53.484
I was just saying, like,

00:22:53.505 --> 00:22:53.986
that's the thing with

00:22:54.006 --> 00:22:54.906
Jerry's talks is like,

00:22:55.047 --> 00:22:58.009
he is so unique and so dynamic that,

00:22:58.249 --> 00:22:58.849
and he even said it,

00:22:58.869 --> 00:23:00.671
like his talks are interactive.

00:23:00.711 --> 00:23:01.612
Like he'll literally like

00:23:01.652 --> 00:23:02.332
point at people in the

00:23:02.392 --> 00:23:04.074
audience and say like, so he'll be like,

00:23:04.173 --> 00:23:05.233
answer this question, but he'll,

00:23:05.535 --> 00:23:07.316
without even saying like, you know,

00:23:07.736 --> 00:23:08.277
give me the answer,

00:23:08.297 --> 00:23:09.278
but like he'll point and say like,

00:23:09.337 --> 00:23:10.919
so how much are you guys

00:23:10.939 --> 00:23:11.960
being reimbursed for a visit?

00:23:12.579 --> 00:23:13.361
And someone will like shout

00:23:13.401 --> 00:23:14.323
out like a hundred dollars.

00:23:14.643 --> 00:23:15.324
And then I'll be like, all right,

00:23:15.344 --> 00:23:16.645
so what's your average plan of care?

00:23:16.746 --> 00:23:18.387
And someone will say like ten visits.

00:23:18.407 --> 00:23:19.209
And I'll be like, yeah,

00:23:19.249 --> 00:23:21.051
so that's why a hundred times ten.

00:23:21.071 --> 00:23:22.032
That's why this phone call

00:23:22.093 --> 00:23:23.494
is worth a thousand dollars.

00:23:23.576 --> 00:23:23.875
Yeah.

00:23:24.368 --> 00:23:24.929
Tony, good morning.

00:23:25.449 --> 00:23:26.089
Good morning.

00:23:26.190 --> 00:23:27.250
Can you guys hear me okay?

00:23:27.670 --> 00:23:28.009
Sounds good.

00:23:28.590 --> 00:23:28.990
Morning.

00:23:29.611 --> 00:23:31.152
You guys know Jerry did a

00:23:31.251 --> 00:23:32.672
secret caller for my clinic

00:23:32.932 --> 00:23:34.813
and came to my clinic in person.

00:23:34.833 --> 00:23:35.772
Do you guys remember this?

00:23:36.054 --> 00:23:36.574
Which clinic?

00:23:36.614 --> 00:23:37.273
Ohio, Florida?

00:23:37.713 --> 00:23:40.275
The clinic I'm in right now, Ohio, Monroe.

00:23:41.076 --> 00:23:41.816
I'm sitting here.

00:23:41.996 --> 00:23:43.355
It must have been like a

00:23:43.415 --> 00:23:44.777
Friday or a Thursday.

00:23:44.896 --> 00:23:46.738
I've got one patient left on the schedule.

00:23:48.138 --> 00:23:50.420
Jerry and Paul Goff show up

00:23:50.460 --> 00:23:51.240
at the front door.

00:23:51.760 --> 00:23:53.122
They come into my clinic.

00:23:53.642 --> 00:23:56.423
I'm like, what are you guys doing here?

00:23:57.265 --> 00:23:58.826
We ended up having a great time.

00:23:58.865 --> 00:24:00.487
We got a bunch of PTs together.

00:24:00.527 --> 00:24:02.048
We went out that night for like a,

00:24:02.749 --> 00:24:03.809
you know, meet and greet.

00:24:04.869 --> 00:24:05.671
It was classic.

00:24:06.771 --> 00:24:07.932
But you didn't know they were coming?

00:24:08.452 --> 00:24:09.334
No, I had no idea.

00:24:09.374 --> 00:24:10.513
They were driving through.

00:24:11.355 --> 00:24:12.776
Jerry and Paul went on this

00:24:12.836 --> 00:24:14.396
like cross country tour and

00:24:14.416 --> 00:24:15.337
they were visiting all

00:24:15.377 --> 00:24:16.778
these different clinics.

00:24:17.159 --> 00:24:17.920
You know,

00:24:17.940 --> 00:24:18.780
it's funny you mentioned

00:24:18.820 --> 00:24:20.863
cross-country tour is because, you know,

00:24:21.384 --> 00:24:22.525
we let off with Jerry.

00:24:22.545 --> 00:24:23.786
He's talking at PPS.

00:24:23.965 --> 00:24:24.686
It would be fun to have

00:24:24.707 --> 00:24:26.249
another maybe guest or a

00:24:26.269 --> 00:24:27.730
speaker from PPS jump on the show, too,

00:24:27.750 --> 00:24:29.553
before that comes up in a couple weeks.

00:24:29.873 --> 00:24:31.114
But, Tony, you're going.

00:24:31.654 --> 00:24:32.075
Yeah.

00:24:32.095 --> 00:24:32.776
You decided you were going

00:24:32.796 --> 00:24:33.596
to go a couple weeks ago.

00:24:33.797 --> 00:24:34.878
I decided yesterday that I'm

00:24:34.898 --> 00:24:35.659
officially going.

00:24:36.660 --> 00:24:37.820
And then someone DM to me

00:24:37.840 --> 00:24:38.682
because I think I tweeted

00:24:38.701 --> 00:24:40.002
like who's going or whatever.

00:24:40.042 --> 00:24:40.663
I was trying to gauge

00:24:40.702 --> 00:24:42.003
interest and who's going to be there.

00:24:42.423 --> 00:24:43.224
And someone said,

00:24:43.664 --> 00:24:44.425
sounds like you guys are

00:24:44.445 --> 00:24:45.527
doing college game day.

00:24:45.567 --> 00:24:46.728
Like, do you have a desk?

00:24:46.748 --> 00:24:47.867
Are you going to put is is

00:24:47.928 --> 00:24:48.909
Tony going to put giant

00:24:48.969 --> 00:24:50.670
heads on like Lee Corso?

00:24:51.191 --> 00:24:52.050
What are we going to be doing?

00:24:52.090 --> 00:24:54.472
And we have we have the technology.

00:24:54.512 --> 00:24:55.794
I mean, I've got the live kid.

00:24:55.834 --> 00:24:56.634
I've got the cameras.

00:24:56.694 --> 00:24:57.494
I've got the lights.

00:24:57.595 --> 00:24:58.596
I got the microphones and

00:24:58.615 --> 00:24:59.436
the live streaming stuff.

00:24:59.497 --> 00:25:00.416
So I don't know.

00:25:00.457 --> 00:25:00.917
I mean,

00:25:00.958 --> 00:25:02.419
I'm putting out a soft pitch right now.

00:25:02.439 --> 00:25:02.979
You guys didn't know I was

00:25:02.999 --> 00:25:03.420
going to do this,

00:25:03.460 --> 00:25:04.400
but maybe there's a company

00:25:04.440 --> 00:25:04.941
out there is like

00:25:05.560 --> 00:25:06.540
we got booth space.

00:25:06.560 --> 00:25:07.362
Cause that's what we need.

00:25:07.422 --> 00:25:08.221
We're either going to post

00:25:08.301 --> 00:25:10.282
up in the lobby of the hotel.

00:25:10.482 --> 00:25:11.143
Like what are they going to do?

00:25:11.163 --> 00:25:12.604
Like put us in podcast jail.

00:25:12.644 --> 00:25:13.243
You know what I mean?

00:25:13.263 --> 00:25:14.105
Maybe they'll ask us to move.

00:25:14.125 --> 00:25:14.884
Maybe they'll throw us out.

00:25:14.904 --> 00:25:15.444
I've been thrown out of

00:25:15.505 --> 00:25:16.806
nicer places than this, but.

00:25:17.676 --> 00:25:18.217
Maybe there's a company

00:25:18.237 --> 00:25:19.238
that's got a booth that's like,

00:25:19.557 --> 00:25:20.199
we'll house you.

00:25:20.439 --> 00:25:21.358
We'll give you a plug and

00:25:21.398 --> 00:25:22.460
let you plug your lights in.

00:25:22.480 --> 00:25:23.861
And if you just throw us a mention,

00:25:23.901 --> 00:25:25.102
but I don't know if there's

00:25:25.122 --> 00:25:25.902
a company out there and you

00:25:25.922 --> 00:25:26.462
want to do this,

00:25:26.603 --> 00:25:27.763
but DMS are open as the

00:25:27.804 --> 00:25:29.664
kids these days are saying.

00:25:29.744 --> 00:25:31.925
So Tony, why'd you decide to go to PPS?

00:25:31.945 --> 00:25:33.086
Like, like that's not a,

00:25:33.207 --> 00:25:35.008
it's not a small investment time, effort,

00:25:35.067 --> 00:25:35.769
money, the whole nine.

00:25:36.428 --> 00:25:37.608
Yeah, I know.

00:25:38.769 --> 00:25:40.852
I have been antisocial for too long.

00:25:41.132 --> 00:25:43.515
COVID gave me the excuse

00:25:44.015 --> 00:25:45.056
never to get out of my

00:25:45.076 --> 00:25:46.196
comfort zone again.

00:25:47.198 --> 00:25:48.960
And every time I think of these things,

00:25:48.980 --> 00:25:49.680
and I'm sure people

00:25:49.720 --> 00:25:50.580
watching go through the

00:25:50.621 --> 00:25:52.623
same kind of roller coaster, it's like,

00:25:52.982 --> 00:25:53.844
yeah, I'm going to do it.

00:25:53.903 --> 00:25:54.684
I'm going to meet everybody

00:25:54.724 --> 00:25:56.006
in person and shake some hands.

00:25:56.046 --> 00:25:57.567
And then five minutes later, it's like, oh,

00:25:57.587 --> 00:25:58.647
I don't want to talk to people.

00:25:58.669 --> 00:25:59.689
It's going to be so awkward.

00:25:59.709 --> 00:26:01.010
I have no idea what to say.

00:26:01.606 --> 00:26:02.807
And you just go up and down

00:26:02.847 --> 00:26:03.588
and up and down.

00:26:04.009 --> 00:26:05.650
Right now, I'm on the down.

00:26:05.710 --> 00:26:07.311
I'm like, man, I don't want to do this.

00:26:07.571 --> 00:26:08.291
I'll hold your hand.

00:26:09.333 --> 00:26:10.913
But I'm sure once we get there,

00:26:11.174 --> 00:26:11.934
we'll figure it out.

00:26:11.974 --> 00:26:13.856
Plus, if I have you as a wingman,

00:26:14.356 --> 00:26:15.178
it's a piece of cake.

00:26:15.857 --> 00:26:16.878
I'm the ultimate icebreaker.

00:26:16.898 --> 00:26:17.880
I'm a great wingman.

00:26:18.039 --> 00:26:18.721
I set people up.

00:26:18.740 --> 00:26:20.082
Dave, have you ever been to a PPS?

00:26:20.102 --> 00:26:20.521
I mean,

00:26:20.642 --> 00:26:22.983
you could not be more of the target

00:26:23.344 --> 00:26:25.046
market for PPS in the conference.

00:26:25.720 --> 00:26:25.900
Yeah,

00:26:26.560 --> 00:26:28.461
I had a booth for Venetial back in

00:26:28.481 --> 00:26:30.103
twenty fifteen and twenty sixteen.

00:26:31.304 --> 00:26:32.244
It's it's fun.

00:26:32.305 --> 00:26:33.705
I mean, it's it's busy.

00:26:33.746 --> 00:26:34.866
There's a ton of owners that

00:26:34.906 --> 00:26:36.228
you see on Facebook and

00:26:36.268 --> 00:26:37.848
Twitter and LinkedIn and all that.

00:26:37.868 --> 00:26:39.250
You recognize faces right away.

00:26:40.230 --> 00:26:42.792
It's like you said kind of earlier,

00:26:42.853 --> 00:26:44.134
like everyone is there for

00:26:44.213 --> 00:26:45.375
kind of like the same reason.

00:26:45.434 --> 00:26:47.316
It's like we have practices.

00:26:47.376 --> 00:26:48.196
We want to grow.

00:26:48.217 --> 00:26:49.718
We want to improve practices.

00:26:49.778 --> 00:26:51.940
We want to sometimes

00:26:51.980 --> 00:26:53.461
complain about the same things, you know,

00:26:53.500 --> 00:26:54.102
health, you know,

00:26:54.781 --> 00:26:56.383
health insurance reimbursement, payment,

00:26:56.482 --> 00:26:57.163
that whole thing.

00:26:58.063 --> 00:26:58.423
But yeah,

00:26:58.443 --> 00:27:00.724
there's always different speakers.

00:27:00.964 --> 00:27:03.945
And I think the ABTA PPS has

00:27:03.965 --> 00:27:05.067
done a pretty good job with speakers.

00:27:05.086 --> 00:27:06.047
They've had Daniel Pink.

00:27:06.426 --> 00:27:07.988
When I was there, the pre, uh,

00:27:08.327 --> 00:27:09.627
they had Gary Vaynerchuk.

00:27:09.647 --> 00:27:10.588
He was the keynote speaker.

00:27:11.229 --> 00:27:11.709
And, uh,

00:27:11.729 --> 00:27:13.690
Kevin Schmidt at Petal PT was the

00:27:13.730 --> 00:27:15.310
first one to ask him a question.

00:27:15.371 --> 00:27:16.371
I was like the second person

00:27:16.391 --> 00:27:17.051
to ask a question.

00:27:17.471 --> 00:27:19.031
I met Greg Todd for the first time in

00:27:22.574 --> 00:27:23.714
They usually do a great job

00:27:23.755 --> 00:27:26.176
with the format and the scheduling.

00:27:26.576 --> 00:27:27.397
They have people like Jerry

00:27:27.417 --> 00:27:28.479
Durham come and talk and

00:27:28.578 --> 00:27:29.380
share their expertise.

00:27:29.839 --> 00:27:31.060
So I was going to talk about

00:27:31.080 --> 00:27:31.601
this with Jerry,

00:27:31.621 --> 00:27:32.481
but if I talked about this,

00:27:32.622 --> 00:27:33.643
he would be here for, you know,

00:27:33.682 --> 00:27:34.104
twelve months.

00:27:34.584 --> 00:27:35.384
And I love that about Jerry,

00:27:36.045 --> 00:27:37.105
which is why you should see him speak.

00:27:37.286 --> 00:27:40.769
But CSM, I think the tickets for CSM,

00:27:41.288 --> 00:27:43.691
CSM are like six, seven hundred bucks,

00:27:43.750 --> 00:27:44.011
right?

00:27:44.571 --> 00:27:45.553
Five, seven hundred bucks.

00:27:46.093 --> 00:27:47.575
PPS is fifteen hundred.

00:27:48.584 --> 00:27:50.424
Membership to APTA is like

00:27:50.444 --> 00:27:51.125
five hundred bucks.

00:27:51.526 --> 00:27:52.346
Most of their sections in

00:27:52.365 --> 00:27:53.987
Academy is like fifty, a hundred bucks.

00:27:54.326 --> 00:27:55.587
And private practice is like

00:27:55.788 --> 00:27:58.190
three hundred percent higher.

00:27:58.210 --> 00:27:59.109
There's a reason for that.

00:27:59.390 --> 00:28:01.111
The people joining this are

00:28:01.131 --> 00:28:02.251
not stupid with their money.

00:28:02.612 --> 00:28:02.751
Right.

00:28:02.791 --> 00:28:03.452
They pay attention.

00:28:04.032 --> 00:28:04.693
So they're not paying

00:28:04.713 --> 00:28:05.874
attention to the price side

00:28:05.894 --> 00:28:06.615
of that value.

00:28:06.954 --> 00:28:08.375
They're paying the equation.

00:28:08.395 --> 00:28:09.556
They're paying attention to

00:28:09.576 --> 00:28:11.617
the value side of the equation.

00:28:11.938 --> 00:28:13.358
I think they give a good example on.

00:28:14.555 --> 00:28:15.455
They're just like every

00:28:15.476 --> 00:28:17.278
other section in Academy and APTA, right?

00:28:17.298 --> 00:28:18.479
They have the same opportunities,

00:28:19.019 --> 00:28:19.859
except they do it

00:28:19.900 --> 00:28:21.800
differently and they can charge a premium,

00:28:22.902 --> 00:28:23.942
which is also what I wanted

00:28:23.962 --> 00:28:25.944
to talk about because, Dave,

00:28:25.964 --> 00:28:28.547
you had shared in the group

00:28:28.567 --> 00:28:31.630
chat an image.

00:28:31.829 --> 00:28:32.830
I want you to talk about this one.

00:28:35.006 --> 00:28:35.946
Oh, yes.

00:28:36.507 --> 00:28:37.967
Okay, so I was on Twitter,

00:28:38.587 --> 00:28:40.088
saw the screenshot, thought of you guys,

00:28:40.108 --> 00:28:41.229
thought of this show right away.

00:28:42.190 --> 00:28:43.509
This individual tweeted,

00:28:43.569 --> 00:28:45.050
so last night at my tennis lesson,

00:28:45.070 --> 00:28:46.010
this lady walked up to my

00:28:46.030 --> 00:28:47.231
tennis coach and asked,

00:28:47.731 --> 00:28:48.732
how much do you charge for

00:28:48.792 --> 00:28:50.032
an hour one-on-one session?

00:28:50.113 --> 00:28:51.034
And the tennis coach said,

00:28:51.054 --> 00:28:53.654
the lady gasped and she

00:28:53.694 --> 00:28:54.494
said she couldn't afford

00:28:54.515 --> 00:28:55.895
that and asked if the

00:28:55.976 --> 00:28:56.777
tennis coach would be

00:28:56.817 --> 00:28:59.018
willing to work on her price, which...

00:29:00.055 --> 00:29:01.215
That's a whole other conversation.

00:29:01.236 --> 00:29:04.376
It's so disrespectful and ridiculous.

00:29:04.497 --> 00:29:05.778
Anyway, for most people,

00:29:06.458 --> 00:29:07.458
the tennis coach told the

00:29:07.498 --> 00:29:09.038
lady to text her and they

00:29:09.078 --> 00:29:10.118
could work something out,

00:29:10.138 --> 00:29:11.519
which usually means haggle

00:29:11.579 --> 00:29:12.961
and I'll chop my price down.

00:29:13.901 --> 00:29:15.721
And then the woman said, thanks,

00:29:15.761 --> 00:29:17.281
walked away, walked to the parking lot,

00:29:17.321 --> 00:29:18.143
got in her Porsche nine

00:29:18.182 --> 00:29:19.123
eleven and took off.

00:29:19.182 --> 00:29:19.784
Now, of course,

00:29:19.804 --> 00:29:21.163
there's a few comments

00:29:21.223 --> 00:29:22.244
below that tweets below

00:29:22.265 --> 00:29:23.305
that where someone's like, well,

00:29:23.345 --> 00:29:25.185
you don't know that lady's circumstance.

00:29:25.266 --> 00:29:25.346
And

00:29:25.826 --> 00:29:26.145
you know,

00:29:26.185 --> 00:29:27.727
her husband could have just lost

00:29:27.787 --> 00:29:29.846
his job and, but she still has a Porsche,

00:29:29.866 --> 00:29:30.126
whatever.

00:29:30.426 --> 00:29:30.886
So there are some,

00:29:30.946 --> 00:29:31.926
there are people protecting

00:29:31.968 --> 00:29:32.788
the Porsche owner.

00:29:33.188 --> 00:29:34.127
There are people, you know,

00:29:34.327 --> 00:29:35.847
defending the tennis coach.

00:29:36.328 --> 00:29:37.348
We've talked about pricing

00:29:37.388 --> 00:29:39.068
and rates and out of pocket and all that.

00:29:39.608 --> 00:29:40.028
So, uh,

00:29:40.710 --> 00:29:41.869
I think I'll kick it back over to

00:29:41.890 --> 00:29:42.529
you guys and maybe hear

00:29:42.690 --> 00:29:43.769
what Tony's initial

00:29:43.829 --> 00:29:45.191
reaction or response would be,

00:29:45.250 --> 00:29:46.691
but obviously I have mine.

00:29:47.250 --> 00:29:48.290
Yeah.

00:29:48.330 --> 00:29:49.511
What do you think?

00:29:49.832 --> 00:29:50.751
Uh, you know, but, but,

00:29:51.933 --> 00:29:52.634
I was thinking this while I

00:29:52.653 --> 00:29:53.914
was brushing my teeth this morning,

00:29:54.394 --> 00:29:56.036
and I forget how I got on the topic.

00:29:56.296 --> 00:29:56.556
By the way,

00:29:56.596 --> 00:29:58.217
I have podcasts in my own head

00:29:58.557 --> 00:29:59.517
when there are no microphones,

00:29:59.557 --> 00:30:00.798
and I'm sure you guys do this too.

00:30:02.097 --> 00:30:03.618
But it was the phrase,

00:30:03.638 --> 00:30:04.519
and I think I've said this before,

00:30:04.538 --> 00:30:06.400
which is value and perceived value.

00:30:06.599 --> 00:30:07.740
And I'm like, they're both the same thing,

00:30:08.641 --> 00:30:08.861
right?

00:30:09.000 --> 00:30:10.402
It's just how much you want it.

00:30:10.721 --> 00:30:11.922
And I think I said this in

00:30:12.001 --> 00:30:13.722
one of the posts Tony had

00:30:13.742 --> 00:30:15.324
up the other day, which is people,

00:30:15.763 --> 00:30:16.384
someone was asking,

00:30:16.544 --> 00:30:18.704
why would this situation happen?

00:30:20.491 --> 00:30:20.711
Right.

00:30:21.112 --> 00:30:22.673
People bitch sort of bitch

00:30:22.712 --> 00:30:25.354
about prices on things that they need,

00:30:26.013 --> 00:30:26.614
not want.

00:30:26.953 --> 00:30:27.114
Right.

00:30:27.134 --> 00:30:28.314
People complain about food

00:30:28.334 --> 00:30:30.634
costs and gas costs and housing costs,

00:30:31.015 --> 00:30:33.496
but they find a way to make

00:30:33.536 --> 00:30:35.376
a Louboutin bag or a PS

00:30:35.416 --> 00:30:37.196
five or a larger TV.

00:30:37.696 --> 00:30:37.957
Right.

00:30:38.258 --> 00:30:39.077
So this one was sort of

00:30:39.157 --> 00:30:40.077
juxtaposition because this

00:30:40.097 --> 00:30:40.778
is her bitching about

00:30:40.798 --> 00:30:42.419
something she wants.

00:30:42.519 --> 00:30:42.719
Right.

00:30:42.818 --> 00:30:43.058
Right.

00:30:43.338 --> 00:30:44.279
But she's seeing this

00:30:44.539 --> 00:30:45.901
mismatch in value like I

00:30:45.921 --> 00:30:47.321
could never afford that.

00:30:47.741 --> 00:30:47.862
Like,

00:30:47.922 --> 00:30:49.343
what would your response have been if

00:30:49.383 --> 00:30:52.105
you change tennis lessons to PT?

00:30:52.144 --> 00:30:52.345
Like,

00:30:52.605 --> 00:30:54.165
this is like a real world application,

00:30:54.185 --> 00:30:55.165
which is why I wanted to put up like,

00:30:55.487 --> 00:30:56.527
what would you say?

00:30:56.547 --> 00:30:56.707
I mean,

00:30:56.747 --> 00:30:58.067
you can't come across the top and

00:30:58.147 --> 00:30:58.608
do this.

00:30:58.628 --> 00:30:59.689
That's the fastest way to

00:30:59.709 --> 00:31:00.710
you can't come at her.

00:31:01.130 --> 00:31:01.589
But Tony,

00:31:01.630 --> 00:31:03.131
what would you have said or how

00:31:03.151 --> 00:31:05.432
how do you diffuse and, you know,

00:31:05.772 --> 00:31:06.752
and and start to move

00:31:06.794 --> 00:31:07.653
around to get into a better,

00:31:07.693 --> 00:31:08.954
more constructive conversation?

00:31:09.695 --> 00:31:10.636
Yeah, to me,

00:31:10.737 --> 00:31:12.038
this is like the best thing

00:31:12.057 --> 00:31:13.898
that lady said because that

00:31:13.939 --> 00:31:15.359
lady would have just saved

00:31:15.700 --> 00:31:18.741
a year of frustration on my side.

00:31:19.221 --> 00:31:19.442
Bingo.

00:31:19.461 --> 00:31:20.903
That lady just opened the

00:31:20.923 --> 00:31:22.703
door for me to say, thank you,

00:31:22.744 --> 00:31:24.665
but this is clearly not for you.

00:31:25.967 --> 00:31:26.807
And if we're talking about

00:31:26.866 --> 00:31:28.489
in the PT clinic, it's the same thing.

00:31:28.528 --> 00:31:28.769
Like,

00:31:29.229 --> 00:31:31.070
I think you have to understand culture.

00:31:31.310 --> 00:31:32.592
You have to understand these

00:31:32.672 --> 00:31:33.532
social dynamics.

00:31:33.553 --> 00:31:35.653
You know, my mom came from South America.

00:31:35.693 --> 00:31:37.075
She was born and raised in Columbia.

00:31:37.476 --> 00:31:38.777
She haggled for everything,

00:31:38.817 --> 00:31:39.656
whether she had the money

00:31:39.698 --> 00:31:40.538
in her pocket or not.

00:31:40.557 --> 00:31:42.078
It was just part of the culture.

00:31:43.140 --> 00:31:44.480
There are people who feel

00:31:44.520 --> 00:31:46.722
good about paying full price or more.

00:31:46.762 --> 00:31:48.845
There are people who would pay it,

00:31:48.904 --> 00:31:50.286
but they only feel good if

00:31:50.306 --> 00:31:52.166
they can haggle it down a couple bucks.

00:31:52.847 --> 00:31:53.689
So we've got that.

00:31:54.521 --> 00:31:55.522
To Jimmy's point,

00:31:55.623 --> 00:31:56.605
is it something you need or

00:31:56.644 --> 00:31:57.425
something you want?

00:31:57.645 --> 00:31:58.887
I don't believe we deliver

00:31:59.028 --> 00:31:59.969
anything in my physical

00:31:59.989 --> 00:32:01.510
therapy clinic that people need.

00:32:01.691 --> 00:32:03.492
I think everything we deliver here,

00:32:04.394 --> 00:32:05.516
it's a nice to have,

00:32:05.556 --> 00:32:06.978
it's not a necessary to have.

00:32:07.057 --> 00:32:08.559
All of my patients have been coming

00:32:09.873 --> 00:32:10.693
They've been dealing with

00:32:10.713 --> 00:32:12.834
these conditions for a long time.

00:32:13.034 --> 00:32:14.714
It's not a high priority for them.

00:32:15.875 --> 00:32:16.836
So to me,

00:32:17.276 --> 00:32:19.856
you give me even a shred of resistance,

00:32:20.136 --> 00:32:20.436
I'm out.

00:32:20.676 --> 00:32:21.057
I'm done.

00:32:21.317 --> 00:32:23.077
I want you to be desperately

00:32:23.157 --> 00:32:24.597
seeking the services we

00:32:24.637 --> 00:32:26.759
have to deliver and willing

00:32:26.798 --> 00:32:27.378
to do anything.

00:32:27.398 --> 00:32:28.559
And the funny part is I give

00:32:28.599 --> 00:32:29.319
it away for free.

00:32:29.400 --> 00:32:30.641
I don't even care about the money.

00:32:30.980 --> 00:32:32.601
But as soon as you resist me on the money,

00:32:32.760 --> 00:32:33.261
I am done.

00:32:33.362 --> 00:32:34.442
I am not doing that.

00:32:34.760 --> 00:32:36.401
So, so this, this changes this.

00:32:36.461 --> 00:32:36.622
So,

00:32:36.842 --> 00:32:38.461
so if I think I'm hearing you right to

00:32:38.501 --> 00:32:40.542
play my, my best Chris Voss, right?

00:32:40.843 --> 00:32:41.863
It feels like you're saying

00:32:42.423 --> 00:32:43.844
that our job is to identify

00:32:43.923 --> 00:32:44.503
who is actually,

00:32:44.844 --> 00:32:45.864
our number one job should

00:32:45.903 --> 00:32:47.104
be identifying who, if,

00:32:47.325 --> 00:32:48.384
if this person is a good

00:32:48.424 --> 00:32:51.346
fit for us and if we can over-serve them,

00:32:51.486 --> 00:32:52.286
not what your,

00:32:52.445 --> 00:32:53.685
what is your insurance or

00:32:53.746 --> 00:32:55.326
how do I get this person to

00:32:55.366 --> 00:32:56.567
show up the very first job?

00:32:56.606 --> 00:32:56.807
Maybe,

00:32:57.207 --> 00:32:58.528
maybe Jerry would want to comment on

00:32:58.548 --> 00:32:59.327
this too, which would be

00:32:59.948 --> 00:33:01.028
Is this person a good fit?

00:33:01.068 --> 00:33:02.289
And you can deal with this

00:33:02.329 --> 00:33:03.671
in any sort of field.

00:33:04.090 --> 00:33:05.593
Fire those clients immediately.

00:33:05.692 --> 00:33:06.613
They're going to cost you

00:33:06.653 --> 00:33:07.233
more than they're going to

00:33:07.253 --> 00:33:09.194
pay you every single day.

00:33:09.496 --> 00:33:09.675
Dave,

00:33:09.695 --> 00:33:10.797
I feel like we touched on this when

00:33:10.817 --> 00:33:13.137
we were talking about first phone calls.

00:33:13.178 --> 00:33:14.278
I feel like this is probably

00:33:14.338 --> 00:33:14.940
one of the things you're

00:33:14.980 --> 00:33:15.980
trying to tease out too.

00:33:16.641 --> 00:33:18.521
You mentioned if we're not right for you,

00:33:19.041 --> 00:33:20.863
it costs Dave too much money.

00:33:20.883 --> 00:33:21.943
You're going to send someone

00:33:21.983 --> 00:33:22.944
there and it's going to be,

00:33:23.025 --> 00:33:24.525
and if they don't show or they bail,

00:33:24.545 --> 00:33:25.905
that person took up a spot on the,

00:33:26.266 --> 00:33:26.886
on the calendar.

00:33:26.906 --> 00:33:28.347
So I feel like identifying

00:33:28.367 --> 00:33:29.688
and getting and filtering

00:33:29.708 --> 00:33:31.769
those people out has to be, I mean,

00:33:31.789 --> 00:33:32.789
is there anything before that?

00:33:32.809 --> 00:33:33.971
That has to be the first priority.

00:33:35.403 --> 00:33:36.765
Yeah, this is a major filter.

00:33:39.007 --> 00:33:41.327
If someone calls in and they say like, oh,

00:33:41.387 --> 00:33:42.127
two hundred dollars or

00:33:42.167 --> 00:33:43.269
three hundred dollars per visit.

00:33:43.328 --> 00:33:46.471
Like that's I've had people

00:33:46.550 --> 00:33:47.111
over the years.

00:33:47.632 --> 00:33:48.692
They'll literally say like,

00:33:49.053 --> 00:33:50.012
that's that's crazy.

00:33:50.133 --> 00:33:50.532
And I'm like.

00:33:51.493 --> 00:33:52.295
I immediately like,

00:33:52.515 --> 00:33:53.276
obviously it's not going to

00:33:53.296 --> 00:33:53.916
work out right there,

00:33:53.957 --> 00:33:55.878
but I do have to get my word in.

00:33:55.999 --> 00:33:57.981
And I do say something like

00:33:58.041 --> 00:33:59.442
kind of what we've talked about before,

00:33:59.462 --> 00:34:02.326
which is like, I say, yeah, it's,

00:34:02.507 --> 00:34:03.827
it's a premium price for a

00:34:03.887 --> 00:34:05.871
premium product or a premium experience.

00:34:06.131 --> 00:34:06.932
It's not for everyone.

00:34:07.372 --> 00:34:09.054
And it sounds like it's not for you.

00:34:09.855 --> 00:34:10.715
So I do a takeaway.

00:34:10.916 --> 00:34:11.356
Now, of course,

00:34:11.695 --> 00:34:13.137
the person that would be

00:34:13.376 --> 00:34:15.137
this type of individual

00:34:15.157 --> 00:34:16.797
that's that tries to

00:34:16.818 --> 00:34:17.739
negotiate an eighty five

00:34:17.759 --> 00:34:18.878
dollar tennis lesson.

00:34:18.898 --> 00:34:19.699
Right.

00:34:19.780 --> 00:34:20.400
I agree with Tony.

00:34:20.420 --> 00:34:21.579
There are the folks out

00:34:21.621 --> 00:34:22.740
there that no matter what,

00:34:23.221 --> 00:34:23.922
it could be culture.

00:34:24.081 --> 00:34:25.782
They're from other countries, whatever,

00:34:25.983 --> 00:34:26.262
whatever.

00:34:26.282 --> 00:34:27.443
And that's that's totally fine.

00:34:27.782 --> 00:34:29.003
But there are other cultures

00:34:29.284 --> 00:34:30.965
that do the haggling and the negotiating.

00:34:31.644 --> 00:34:33.987
We let them know on the phone, like not,

00:34:34.188 --> 00:34:35.550
there is no negotiating.

00:34:35.590 --> 00:34:37.411
Like this is the number and

00:34:37.592 --> 00:34:38.954
there is no sob story that

00:34:38.974 --> 00:34:39.634
you can tell me.

00:34:39.914 --> 00:34:40.255
Right.

00:34:40.275 --> 00:34:41.315
That's going to get you some

00:34:41.356 --> 00:34:42.677
discount because that's

00:34:42.697 --> 00:34:43.438
just the way it is.

00:34:43.458 --> 00:34:45.681
Like you can't go haggle a three dollar,

00:34:46.342 --> 00:34:47.222
you know, gallon milk.

00:34:47.463 --> 00:34:48.423
Like that is what it is.

00:34:49.380 --> 00:34:50.059
The fact that you're calling

00:34:50.099 --> 00:34:50.960
a service-based business

00:34:51.001 --> 00:34:52.260
and think that you can haggle,

00:34:53.422 --> 00:34:54.641
we as the service-based

00:34:54.681 --> 00:34:56.543
business community, at least in the US,

00:34:56.862 --> 00:34:58.083
if we get haggled like that,

00:34:58.164 --> 00:34:59.164
at least this is how I feel.

00:34:59.585 --> 00:35:00.405
I almost want to increase

00:35:00.425 --> 00:35:01.806
the price on you on the phone.

00:35:03.445 --> 00:35:05.206
I got a devious business model idea.

00:35:05.306 --> 00:35:06.507
Dave, you just gave it to me.

00:35:07.108 --> 00:35:08.068
You set up, okay,

00:35:08.108 --> 00:35:10.931
so we understand like price anchoring,

00:35:11.271 --> 00:35:11.532
right?

00:35:11.572 --> 00:35:13.632
So by saying, you know, well,

00:35:13.753 --> 00:35:15.273
we started this or, you know,

00:35:15.353 --> 00:35:16.275
using like fifteen hundred

00:35:16.295 --> 00:35:17.195
dollars when really your

00:35:17.215 --> 00:35:17.956
middle package that you'd

00:35:17.976 --> 00:35:19.177
like to sell is eight hundred dollars.

00:35:19.197 --> 00:35:20.038
So suddenly the eight

00:35:20.057 --> 00:35:21.398
hundred dollar package seems like a deal.

00:35:22.139 --> 00:35:24.641
You set up a physical therapy business.

00:35:25.646 --> 00:35:27.909
The price is way above everybody else.

00:35:27.949 --> 00:35:29.030
You get them on the phone.

00:35:29.409 --> 00:35:30.570
You say it's three hundred

00:35:30.590 --> 00:35:31.572
and fifty dollars a session.

00:35:31.612 --> 00:35:32.653
They say that's ridiculous.

00:35:32.693 --> 00:35:33.655
And then you calmly say,

00:35:34.175 --> 00:35:35.737
I can easily refer you to

00:35:35.817 --> 00:35:36.838
three colleagues right now

00:35:36.858 --> 00:35:37.498
that are cheaper,

00:35:37.878 --> 00:35:38.780
except the colleagues are

00:35:38.800 --> 00:35:39.722
all part of your business.

00:35:41.038 --> 00:35:42.858
So you are only there to

00:35:42.938 --> 00:35:44.139
show people the high end

00:35:44.159 --> 00:35:44.860
and they don't want it to

00:35:44.900 --> 00:35:45.760
go right this way,

00:35:45.800 --> 00:35:47.643
but you are the right this way as well.

00:35:47.702 --> 00:35:49.483
Devious business model ideas, steal it.

00:35:50.344 --> 00:35:50.523
I've,

00:35:50.784 --> 00:35:53.306
I've spoken to some owners in the area.

00:35:53.485 --> 00:35:55.547
I won't say who that are even,

00:35:55.648 --> 00:35:57.509
even Medicare part B, you know,

00:35:57.548 --> 00:35:58.329
different practices.

00:35:58.409 --> 00:36:01.931
And I've said, Hey, but, but, but not a,

00:36:02.291 --> 00:36:03.793
like, like we would refer them,

00:36:03.974 --> 00:36:04.994
but I said like, Hey,

00:36:05.014 --> 00:36:06.375
like I'm in the business right now.

00:36:06.775 --> 00:36:07.735
I want to have equity.

00:36:07.755 --> 00:36:08.697
I want to have partnerships,

00:36:08.757 --> 00:36:09.297
like all that.

00:36:09.317 --> 00:36:09.677
So like,

00:36:10.597 --> 00:36:12.219
It would not be just a referral.

00:36:12.280 --> 00:36:13.021
Yes, it would be.

00:36:13.101 --> 00:36:15.003
We're referring to ABC

00:36:15.043 --> 00:36:16.023
physical therapy that takes

00:36:16.043 --> 00:36:17.344
your insurance and takes your Medicare,

00:36:17.385 --> 00:36:18.065
Part B, whatever.

00:36:18.525 --> 00:36:19.527
And they would not know that

00:36:19.567 --> 00:36:20.927
we co-own that practice.

00:36:21.108 --> 00:36:22.489
And that's totally illegal, by the way.

00:36:22.510 --> 00:36:24.152
We don't we don't disclose

00:36:24.172 --> 00:36:25.972
like I own ten or thirty

00:36:26.014 --> 00:36:27.574
percent or fifty percent or

00:36:27.614 --> 00:36:28.615
whatever of that practice.

00:36:29.117 --> 00:36:30.597
So that by the way,

00:36:30.617 --> 00:36:32.000
that happens all the time.

00:36:32.539 --> 00:36:33.661
And we just don't even know about it.

00:36:33.782 --> 00:36:33.862
Oh,

00:36:33.922 --> 00:36:34.983
I just invented something that already

00:36:35.003 --> 00:36:35.403
exists.

00:36:35.483 --> 00:36:36.985
I like it's like I'm Columbus.

00:36:37.025 --> 00:36:38.067
I just discovered America.

00:36:38.086 --> 00:36:38.748
Got it.

00:36:38.827 --> 00:36:39.449
OK, well,

00:36:39.469 --> 00:36:40.489
it's cool to see that I arrived

00:36:40.510 --> 00:36:41.391
at the same conclusion,

00:36:41.452 --> 00:36:42.773
but I didn't know that that was a thing.

00:36:42.813 --> 00:36:43.695
But I was like, oh, my gosh,

00:36:43.755 --> 00:36:44.275
hang on a second.

00:36:44.315 --> 00:36:45.356
This is a great opportunity

00:36:45.717 --> 00:36:46.677
to refer to yourself.

00:36:47.552 --> 00:36:49.873
Um, real quick, real quick, though,

00:36:49.972 --> 00:36:51.112
on that same topic,

00:36:51.353 --> 00:36:52.173
I would never hold it

00:36:52.213 --> 00:36:53.934
against anybody to see if

00:36:53.974 --> 00:36:55.434
there's wiggle room in there.

00:36:55.554 --> 00:36:55.795
Sure.

00:36:55.894 --> 00:36:57.416
So with my courses,

00:36:57.556 --> 00:36:58.536
I get therapists all the

00:36:58.556 --> 00:36:59.436
time that are like, hey,

00:36:59.476 --> 00:37:00.797
do you have any discount codes?

00:37:00.836 --> 00:37:01.697
Are there any, you know,

00:37:01.717 --> 00:37:03.177
is there any way to bring the price down?

00:37:03.237 --> 00:37:05.478
I'm like, absolutely not.

00:37:05.599 --> 00:37:06.498
I'm happy you asked.

00:37:06.559 --> 00:37:07.980
I appreciate it.

00:37:08.000 --> 00:37:08.559
I would ask.

00:37:09.039 --> 00:37:11.402
But no, I keep the price as low as I can.

00:37:11.742 --> 00:37:13.385
And the reality is,

00:37:13.405 --> 00:37:14.326
and everybody knows this,

00:37:14.405 --> 00:37:15.706
it's a digital product.

00:37:15.887 --> 00:37:16.969
I could make it zero.

00:37:17.628 --> 00:37:19.010
I don't make it zero because

00:37:19.030 --> 00:37:20.572
the price has an impact on

00:37:20.592 --> 00:37:22.855
the effectiveness of the content.

00:37:23.335 --> 00:37:24.496
But the idea is, yeah,

00:37:24.596 --> 00:37:25.677
I don't hold it against you

00:37:25.697 --> 00:37:26.679
for asking for less.

00:37:27.952 --> 00:37:28.952
I had this conversation with

00:37:28.972 --> 00:37:30.873
someone yesterday in my

00:37:30.932 --> 00:37:32.034
work with Vestibular First.

00:37:32.873 --> 00:37:34.594
This was not about a digital product.

00:37:34.614 --> 00:37:35.795
This was about a tangible

00:37:35.875 --> 00:37:38.376
set of vestibular diagnostic goggles.

00:37:38.496 --> 00:37:40.195
They were like, how about ten percent?

00:37:40.335 --> 00:37:41.177
I literally was like,

00:37:41.356 --> 00:37:42.416
I need to go into Chris

00:37:42.476 --> 00:37:43.898
Voss mode here because I'm

00:37:43.918 --> 00:37:44.978
not going to say no.

00:37:45.958 --> 00:37:46.657
What I said was,

00:37:47.539 --> 00:37:48.438
help me understand what the

00:37:48.478 --> 00:37:49.659
goal of these goggles are.

00:37:49.699 --> 00:37:50.659
Immediately, I went to...

00:37:51.420 --> 00:37:53.240
what are you going to use these for?

00:37:53.260 --> 00:37:53.742
What do you think you're

00:37:53.762 --> 00:37:54.402
going to get out of it?

00:37:54.702 --> 00:37:55.943
Totally respected them saying like,

00:37:56.003 --> 00:37:57.864
is there any wiggle room or, you know,

00:37:57.925 --> 00:37:59.206
is there a discount code?

00:37:59.425 --> 00:37:59.726
But I said,

00:37:59.786 --> 00:38:00.666
help me understand like what

00:38:00.686 --> 00:38:02.027
you're trying to use with these.

00:38:02.829 --> 00:38:03.608
And then we got into a

00:38:03.648 --> 00:38:04.809
conversation of like her

00:38:04.849 --> 00:38:06.670
patients and all those different things.

00:38:06.710 --> 00:38:08.693
And I said, that's why we exist.

00:38:09.032 --> 00:38:10.634
So we can exist for you and

00:38:10.673 --> 00:38:11.894
people five years from now,

00:38:12.335 --> 00:38:13.335
this is what we know we can

00:38:13.376 --> 00:38:13.996
sell these for.

00:38:14.117 --> 00:38:14.938
And we're probably selling

00:38:14.978 --> 00:38:16.117
them for less than we could.

00:38:16.659 --> 00:38:17.699
And do you know what she did?

00:38:18.000 --> 00:38:20.101
Bought them.

00:38:20.121 --> 00:38:20.202
Yeah.

00:38:22.878 --> 00:38:23.639
A therapist straight up

00:38:23.800 --> 00:38:25.161
asked for a ten percent discount.

00:38:25.400 --> 00:38:25.701
Yes.

00:38:26.302 --> 00:38:28.884
Now, now here I will say this.

00:38:28.903 --> 00:38:30.985
The only time we actually do a discount,

00:38:31.005 --> 00:38:31.766
because when I started

00:38:31.806 --> 00:38:32.666
working with Patrick and Alina,

00:38:32.686 --> 00:38:33.907
because it's a tech company, right?

00:38:33.927 --> 00:38:35.208
It's tangible product, right?

00:38:36.148 --> 00:38:36.590
I said, like,

00:38:36.730 --> 00:38:37.530
what are your thoughts on

00:38:37.630 --> 00:38:38.871
what do you guys do on discounts?

00:38:39.032 --> 00:38:40.193
And I hoped they were going

00:38:40.213 --> 00:38:41.813
to say we don't do them.

00:38:42.014 --> 00:38:43.534
And they said we don't do them.

00:38:43.635 --> 00:38:44.456
And I was like, great.

00:38:44.795 --> 00:38:46.056
And here's like the greatest example.

00:38:46.117 --> 00:38:46.998
It's like you ever seen like

00:38:47.018 --> 00:38:48.278
a discount on this before,

00:38:48.358 --> 00:38:49.460
like the iPhone discount?

00:38:49.800 --> 00:38:51.603
Yeah, it's financed over time.

00:38:52.262 --> 00:38:53.764
Right, over time financed,

00:38:54.025 --> 00:38:55.367
or you can get a cheaper one.

00:38:56.027 --> 00:38:57.088
You can buy a cheaper iPhone

00:38:57.128 --> 00:38:59.271
XIII when the iPhone XVI comes out,

00:38:59.652 --> 00:38:59.833
right?

00:39:00.052 --> 00:39:01.434
But if you start discounting

00:39:01.474 --> 00:39:03.898
that thing now, where does it stop?

00:39:03.998 --> 00:39:05.018
I will say this, though.

00:39:05.896 --> 00:39:07.137
and maybe I'll dig deeper

00:39:07.197 --> 00:39:07.938
into this and come back,

00:39:07.978 --> 00:39:09.059
but Patrick and Alina say,

00:39:09.079 --> 00:39:10.320
we do a ten percent cent

00:39:10.360 --> 00:39:12.822
discount if we meet you at a conference.

00:39:13.302 --> 00:39:13.983
And then I think they give

00:39:14.003 --> 00:39:14.943
them thirty days.

00:39:15.023 --> 00:39:16.864
They will give them like a conference.

00:39:17.166 --> 00:39:19.106
So if you go to CSM, go to their booth,

00:39:19.327 --> 00:39:20.449
try them on, meet with them,

00:39:20.489 --> 00:39:21.068
talk with them,

00:39:21.329 --> 00:39:22.309
and then they give you a timer,

00:39:22.329 --> 00:39:23.271
an exploding offer.

00:39:23.690 --> 00:39:26.474
In thirty days, this goes away.

00:39:26.833 --> 00:39:27.393
And I think...

00:39:28.489 --> 00:39:30.070
If I had to jump into Patrick's brain,

00:39:30.090 --> 00:39:30.990
it would be we're going to

00:39:31.010 --> 00:39:32.650
get so many people to see it.

00:39:33.130 --> 00:39:34.452
And if it's an exploding offer,

00:39:34.711 --> 00:39:35.452
the juice is going to be

00:39:35.472 --> 00:39:36.211
worth the squeeze.

00:39:36.231 --> 00:39:37.452
But but it's also it's like

00:39:37.632 --> 00:39:39.253
don't don't do Prime Day

00:39:39.313 --> 00:39:40.373
every other week or it

00:39:40.414 --> 00:39:41.914
loses its its impact.

00:39:42.253 --> 00:39:42.994
So that's the only time they

00:39:43.275 --> 00:39:44.014
they do do it.

00:39:44.574 --> 00:39:44.675
Well,

00:39:44.695 --> 00:39:46.016
the problem is then you start to

00:39:46.056 --> 00:39:47.376
condition the consumer.

00:39:47.416 --> 00:39:48.615
So I took my kids into

00:39:48.655 --> 00:39:49.637
Kohl's the other day.

00:39:49.657 --> 00:39:50.436
We were buying a belt.

00:39:51.106 --> 00:39:51.688
And I'm like,

00:39:52.007 --> 00:39:53.329
I don't have a thirty percent

00:39:53.409 --> 00:39:54.630
off cold now because that's

00:39:54.730 --> 00:39:55.570
I don't want to buy it.

00:39:55.630 --> 00:39:57.032
I don't have a thirty percent off.

00:39:57.052 --> 00:39:59.375
You remember bad bed, bath and beyond.

00:39:59.494 --> 00:40:01.177
Twenty percent every time.

00:40:01.876 --> 00:40:02.157
Yeah.

00:40:02.177 --> 00:40:04.199
So like you can't make the consumer.

00:40:04.420 --> 00:40:05.840
Yeah.

00:40:05.860 --> 00:40:06.161
Yeah.

00:40:06.201 --> 00:40:06.320
Yeah.

00:40:06.380 --> 00:40:06.581
It is.

00:40:06.681 --> 00:40:07.342
It is conditioning.

00:40:07.362 --> 00:40:09.925
So let me go ahead, Dave.

00:40:10.885 --> 00:40:11.766
With the Chris Voss thing,

00:40:11.806 --> 00:40:13.067
with that type of caller, Jimmy,

00:40:13.246 --> 00:40:13.887
maybe next time.

00:40:14.706 --> 00:40:16.507
The one thing that I like to

00:40:16.527 --> 00:40:18.407
do that is so underrated

00:40:18.487 --> 00:40:19.788
and he mentions it in the

00:40:19.807 --> 00:40:22.469
book is repeating back to

00:40:22.708 --> 00:40:24.208
that individual the last

00:40:24.228 --> 00:40:25.690
couple words or the main

00:40:25.730 --> 00:40:26.889
words of their question.

00:40:27.309 --> 00:40:29.311
So that therapist or owner

00:40:29.331 --> 00:40:30.710
or whoever was asking for a

00:40:30.751 --> 00:40:31.650
ten percent discount.

00:40:32.731 --> 00:40:33.612
However, they did.

00:40:33.632 --> 00:40:34.512
They literally say, like,

00:40:34.672 --> 00:40:35.612
are there any discounts or

00:40:35.652 --> 00:40:36.331
can you give me a discount?

00:40:36.351 --> 00:40:37.351
Like, how did they frame it?

00:40:37.773 --> 00:40:38.112
Yeah.

00:40:38.132 --> 00:40:38.213
Yeah.

00:40:39.952 --> 00:40:42.614
I believe it was similar to

00:40:42.634 --> 00:40:44.514
what Tim Ferriss said the other day,

00:40:44.574 --> 00:40:45.436
or there was a video with

00:40:45.456 --> 00:40:46.657
him and I think Gary Vee, which is,

00:40:47.117 --> 00:40:48.358
what are the chances?

00:40:48.378 --> 00:40:49.938
That was his magic phrase.

00:40:50.079 --> 00:40:51.760
Go to Starbucks a hundred times.

00:40:51.780 --> 00:40:52.300
Go to Starbucks.

00:40:52.581 --> 00:40:53.722
What are the chances that

00:40:53.742 --> 00:40:55.563
there's a ten percent off coupon?

00:40:55.583 --> 00:40:56.583
So I think it was similar to that.

00:40:57.324 --> 00:40:59.344
But that's a ninja approach

00:40:59.364 --> 00:41:00.385
to asking for a discount.

00:41:00.485 --> 00:41:02.985
I'm sure that the owner was just like,

00:41:03.045 --> 00:41:04.485
are there any promotions or

00:41:04.505 --> 00:41:05.326
discounts or whatever?

00:41:05.945 --> 00:41:09.126
And it would behoove owners

00:41:09.186 --> 00:41:10.746
out there to just repeat back,

00:41:10.786 --> 00:41:13.007
or you guys with Vestibular First,

00:41:13.447 --> 00:41:17.887
repeating back to them that question.

00:41:18.987 --> 00:41:21.469
So you are looking for a

00:41:21.608 --> 00:41:23.528
discount right now?

00:41:24.536 --> 00:41:26.838
And like it almost puts it back on them.

00:41:26.918 --> 00:41:28.280
And then sometimes that

00:41:28.360 --> 00:41:30.300
owner would be like, yeah, I mean,

00:41:30.340 --> 00:41:31.601
like if it was only available, but like,

00:41:31.681 --> 00:41:32.782
all right, it was stupid questions.

00:41:32.822 --> 00:41:32.983
Fine.

00:41:33.003 --> 00:41:34.103
Like I'll just pay in full right now.

00:41:34.184 --> 00:41:34.364
Right.

00:41:34.403 --> 00:41:35.565
So like it flips it back on

00:41:35.585 --> 00:41:37.306
them almost like a mirror.

00:41:37.405 --> 00:41:38.547
And then they're like, all right, well,

00:41:38.567 --> 00:41:40.188
like maybe I was just kind

00:41:40.228 --> 00:41:41.409
of overstepping and like,

00:41:41.509 --> 00:41:42.369
now I feel awkward or

00:41:42.409 --> 00:41:43.891
embarrassed and like, fine, I'll just,

00:41:44.050 --> 00:41:44.931
I'll just pay the full price.

00:41:44.972 --> 00:41:45.552
It's no big deal.

00:41:45.871 --> 00:41:46.193
Sorry.

00:41:46.773 --> 00:41:48.034
As long as you do it where

00:41:48.054 --> 00:41:49.494
you're not like making them feel bad.

00:41:49.835 --> 00:41:50.235
So you're looking,

00:41:50.255 --> 00:41:51.836
so you're looking for a discount for the,

00:41:51.996 --> 00:41:53.297
the, the, the goggles.

00:41:53.378 --> 00:41:53.458
Yeah.

00:41:53.637 --> 00:41:56.300
like a, like a curiosity based,

00:41:56.320 --> 00:41:57.561
like you're in, you're intrigued.

00:41:57.581 --> 00:41:59.764
You're like, Oh, so like, did I,

00:41:59.784 --> 00:42:00.525
did I hear you right?

00:42:00.585 --> 00:42:02.967
Like you were asking for a discount or,

00:42:03.306 --> 00:42:04.447
or a promotion.

00:42:04.527 --> 00:42:04.748
Right.

00:42:05.248 --> 00:42:05.509
It's like,

00:42:05.688 --> 00:42:06.829
it's what I was taught in tennis.

00:42:06.869 --> 00:42:07.590
I didn't start playing

00:42:07.630 --> 00:42:08.492
tennis until high school.

00:42:08.552 --> 00:42:09.952
Cause I couldn't make the baseball team.

00:42:09.972 --> 00:42:11.994
Cause I was a five foot six first baseman,

00:42:12.034 --> 00:42:12.556
which doesn't work.

00:42:13.096 --> 00:42:13.135
Um,

00:42:14.036 --> 00:42:15.518
Uh, and my tennis coach was like,

00:42:15.557 --> 00:42:16.717
here's the thing you're

00:42:16.757 --> 00:42:17.617
trying to hit a home run.

00:42:17.657 --> 00:42:18.998
I was trying to blow balls by people.

00:42:19.099 --> 00:42:19.458
Cause I was like,

00:42:19.478 --> 00:42:20.400
that's how you win at tennis.

00:42:20.880 --> 00:42:21.719
And he really just said,

00:42:22.059 --> 00:42:23.201
your job in tennis is to

00:42:23.260 --> 00:42:24.240
make them make the error.

00:42:24.681 --> 00:42:25.782
Like your job is to make

00:42:25.842 --> 00:42:27.402
them hit the ball more than

00:42:27.442 --> 00:42:29.063
you because you want them to hit it out.

00:42:29.103 --> 00:42:30.943
So it was like, just get an unforced error,

00:42:31.324 --> 00:42:31.523
right?

00:42:31.563 --> 00:42:33.625
Like just, just let them screw up.

00:42:33.945 --> 00:42:35.065
So the answer is like what

00:42:35.085 --> 00:42:37.146
Chris Voss would say, hostage situation,

00:42:37.226 --> 00:42:37.786
high stakes,

00:42:38.146 --> 00:42:39.246
make them talk more than you.

00:42:39.867 --> 00:42:40.067
Right.

00:42:40.307 --> 00:42:41.188
It's like I want to show you

00:42:41.208 --> 00:42:42.010
how in charge I am.

00:42:42.070 --> 00:42:42.869
I'm going to say more words

00:42:42.911 --> 00:42:43.670
louder and faster.

00:42:44.112 --> 00:42:45.634
Voss is like it's actually the opposite.

00:42:45.693 --> 00:42:46.474
It's who can get the other

00:42:46.494 --> 00:42:48.376
person talking more so that

00:42:48.396 --> 00:42:49.818
they arrive at the conclusion,

00:42:49.878 --> 00:42:51.219
hopefully that you want them to.

00:42:51.420 --> 00:42:53.702
But yeah,

00:42:53.762 --> 00:42:54.864
so that was that was how that

00:42:54.884 --> 00:42:55.545
went down yesterday.

00:42:56.208 --> 00:42:58.590
Real quick for context, anybody watching,

00:42:58.710 --> 00:43:00.693
if you haven't seen Noah Kagan,

00:43:00.733 --> 00:43:04.076
this is one of his things, is go out,

00:43:04.255 --> 00:43:05.697
ask for a ten percent discount,

00:43:05.737 --> 00:43:07.699
go to Starbucks, ask the cashier.

00:43:08.119 --> 00:43:09.742
Even if they say no, who cares?

00:43:09.802 --> 00:43:10.481
It's no big deal.

00:43:10.882 --> 00:43:12.063
But it's just getting you

00:43:12.123 --> 00:43:14.025
comfortable asking for that

00:43:14.126 --> 00:43:16.367
and kind of having that conversation.

00:43:16.847 --> 00:43:18.690
So Noah Kagan's good buddies

00:43:18.789 --> 00:43:19.731
with Starbucks.

00:43:21.114 --> 00:43:21.855
The guy you just said,

00:43:21.875 --> 00:43:23.215
the four-hour work week.

00:43:23.235 --> 00:43:23.775
Tim Ferriss.

00:43:24.096 --> 00:43:24.876
Tim Ferriss.

00:43:24.896 --> 00:43:26.436
So it all goes full circle

00:43:26.476 --> 00:43:28.737
back into PT Breakfast Club podcast.

00:43:28.757 --> 00:43:28.878
Right.

00:43:28.918 --> 00:43:30.039
Yeah.

00:43:30.119 --> 00:43:31.458
I mean, it's all humans, right?

00:43:31.518 --> 00:43:32.219
Do you ever hear the phrase,

00:43:32.280 --> 00:43:33.519
it's all turtles all the way down?

00:43:33.539 --> 00:43:34.561
Do you know where that one comes from?

00:43:34.621 --> 00:43:35.900
It's turtle.

00:43:35.920 --> 00:43:37.382
So it was like back in Greek times,

00:43:37.402 --> 00:43:37.762
they were like,

00:43:38.623 --> 00:43:39.782
what does the earth sit on?

00:43:40.103 --> 00:43:41.664
And then some philosopher was like,

00:43:41.963 --> 00:43:43.224
in the back of a giant turtle.

00:43:43.485 --> 00:43:44.164
And they were like, okay.

00:43:45.545 --> 00:43:46.806
what is that turtle sitting on?

00:43:46.887 --> 00:43:48.869
And they were like, another giant turtle.

00:43:48.929 --> 00:43:49.929
I'm like, what's below that?

00:43:49.969 --> 00:43:51.351
Like turtles all the way down, man.

00:43:51.670 --> 00:43:53.672
So my translation for that is like,

00:43:53.753 --> 00:43:54.614
I know we're talking about

00:43:54.653 --> 00:43:55.894
physical therapy and business.

00:43:56.516 --> 00:43:57.577
It's people all the way down.

00:43:57.737 --> 00:43:58.336
It's people.

00:43:58.376 --> 00:44:00.338
People are the cause of and

00:44:00.398 --> 00:44:03.081
solution to all of these problems, right?

00:44:03.302 --> 00:44:05.342
And unless you're growing new people,

00:44:06.224 --> 00:44:07.284
Learning how to communicate

00:44:07.304 --> 00:44:09.505
or learning how to filter

00:44:09.606 --> 00:44:11.507
in or out good people for

00:44:11.527 --> 00:44:12.648
your business in terms of

00:44:12.668 --> 00:44:13.688
what Jerry Durham is saying,

00:44:14.088 --> 00:44:15.909
who you're working with or working for,

00:44:17.291 --> 00:44:18.731
or the clients on the other side,

00:44:18.992 --> 00:44:20.333
you're going to be a

00:44:20.373 --> 00:44:21.373
frustrated business owner.

00:44:21.414 --> 00:44:22.715
If you think you're in the business game,

00:44:22.775 --> 00:44:23.454
I think you're wrong.

00:44:23.494 --> 00:44:25.257
I think you're in the people business.

00:44:25.336 --> 00:44:25.856
We all are.

00:44:26.097 --> 00:44:26.717
Everybody is.

00:44:26.737 --> 00:44:28.498
I don't care what you provide or sell.

00:44:29.436 --> 00:44:31.518
So Dave just talked to Jordan Mather.

00:44:31.777 --> 00:44:33.659
I was watching that episode yesterday.

00:44:33.679 --> 00:44:34.300
I gotta watch that.

00:44:34.360 --> 00:44:36.501
Talking about Google ads, Facebook ads,

00:44:36.561 --> 00:44:37.581
when it works better.

00:44:38.262 --> 00:44:39.702
I've got a specific question

00:44:39.862 --> 00:44:41.983
coming from Jeremy Sutton.

00:44:42.664 --> 00:44:44.326
So talking to Jeremy,

00:44:44.405 --> 00:44:45.286
we were talking about the

00:44:45.326 --> 00:44:46.367
wait lists again.

00:44:46.407 --> 00:44:47.027
We were saying,

00:44:47.126 --> 00:44:50.128
how can we leverage our availability

00:44:50.748 --> 00:44:51.789
help these clients that are

00:44:51.809 --> 00:44:52.931
sitting on wait lists for

00:44:52.972 --> 00:44:54.394
hospital clinics and other

00:44:54.434 --> 00:44:55.717
bigger corporate clinics.

00:44:56.739 --> 00:44:58.021
I want to hear your guys'

00:44:58.061 --> 00:44:59.523
feedback because Jerry said, well,

00:44:59.684 --> 00:45:00.465
how do I do this?

00:45:00.505 --> 00:45:03.490
Like practical, how do I actually do this?

00:45:03.510 --> 00:45:04.172
This morning.

00:45:05.016 --> 00:45:07.760
Before we got on Ask Chat GPT, I said,

00:45:07.860 --> 00:45:09.101
I'm a private practice owner,

00:45:09.161 --> 00:45:10.141
physical therapist.

00:45:10.302 --> 00:45:13.143
I have ample openings on my schedule.

00:45:13.585 --> 00:45:14.606
And there are patients

00:45:14.666 --> 00:45:16.027
locally who are waiting

00:45:16.086 --> 00:45:17.268
three to six weeks to start

00:45:17.327 --> 00:45:19.230
physical therapy and other practices.

00:45:19.831 --> 00:45:20.331
What are your

00:45:20.391 --> 00:45:22.012
recommendations for helping

00:45:22.052 --> 00:45:23.474
me to communicate to these

00:45:23.534 --> 00:45:25.476
patients that I can take them today?

00:45:26.097 --> 00:45:27.438
And Chad GPT gave me a bunch

00:45:27.539 --> 00:45:29.880
of suggestions, of course, Google ads,

00:45:29.900 --> 00:45:31.360
Facebook ads, social media,

00:45:31.380 --> 00:45:32.202
all this other stuff.

00:45:32.722 --> 00:45:34.762
And then I said, write me a blurb.

00:45:35.483 --> 00:45:37.204
I want you to use

00:45:37.465 --> 00:45:38.885
copywriting to write me a

00:45:38.945 --> 00:45:40.525
blurb that communicates to

00:45:40.545 --> 00:45:41.367
the patient that

00:45:41.907 --> 00:45:43.367
I have appointments available today.

00:45:44.268 --> 00:45:45.949
And if your doctor told you

00:45:45.969 --> 00:45:47.108
to go somewhere else,

00:45:47.168 --> 00:45:48.670
but it's a three-week waiting list,

00:45:48.710 --> 00:45:50.150
you can start with me today.

00:45:50.690 --> 00:45:51.931
And then you can transition

00:45:51.951 --> 00:45:53.492
to that other provider when

00:45:53.512 --> 00:45:55.492
you're finished waiting on the wait list.

00:45:55.811 --> 00:45:57.052
So I posted that,

00:45:57.193 --> 00:45:59.494
what Chai GPT wrote in my Medicare group.

00:46:00.114 --> 00:46:01.476
But what do you guys say?

00:46:01.536 --> 00:46:02.338
Let's start with Dave

00:46:02.358 --> 00:46:04.141
because this is fresh on his topic.

00:46:04.682 --> 00:46:06.425
How does Jeremy get the word

00:46:06.586 --> 00:46:09.052
out to potential patients to say, hey,

00:46:09.251 --> 00:46:10.253
I can see you today.

00:46:10.293 --> 00:46:12.137
You don't have to wait three or six weeks.

00:46:13.478 --> 00:46:14.659
I mean, Jeremy,

00:46:14.679 --> 00:46:15.780
you certainly can be

00:46:15.840 --> 00:46:17.380
putting out organic content

00:46:17.400 --> 00:46:18.422
videos and things like that

00:46:18.461 --> 00:46:19.603
where you're literally saying that.

00:46:20.422 --> 00:46:21.403
We say this over the phone.

00:46:22.503 --> 00:46:23.545
I don't think I've covered

00:46:23.565 --> 00:46:24.364
this with you guys before.

00:46:24.846 --> 00:46:25.626
We say this all the time.

00:46:25.746 --> 00:46:27.347
I created a little name for it.

00:46:27.447 --> 00:46:28.588
We call it a bridge visit.

00:46:28.628 --> 00:46:30.208
We have people that call us, right?

00:46:30.789 --> 00:46:32.010
And they're like, oh,

00:46:32.090 --> 00:46:33.190
you don't take Medicare.

00:46:33.210 --> 00:46:35.231
You don't take this insurance or whatever.

00:46:35.271 --> 00:46:35.791
Like, oh,

00:46:36.271 --> 00:46:37.293
we were really looking to use our

00:46:37.353 --> 00:46:37.972
insurance.

00:46:38.032 --> 00:46:39.893
And, you know, we call this other place,

00:46:39.934 --> 00:46:40.735
but they, you know...

00:46:41.235 --> 00:46:42.135
Fox rehab or whatever.

00:46:42.155 --> 00:46:43.235
They have like a four or six

00:46:43.534 --> 00:46:44.155
week waiting list.

00:46:44.175 --> 00:46:45.576
We call this other place sunrise.

00:46:45.596 --> 00:46:47.416
They have like a three week waiting list.

00:46:47.476 --> 00:46:49.456
I was like, and we'll say,

00:46:49.556 --> 00:46:51.157
we call it a bridge visit or, you know,

00:46:51.317 --> 00:46:52.056
one or two visits or

00:46:52.077 --> 00:46:52.757
whatever you want to call it.

00:46:52.817 --> 00:46:55.177
But like, we'll say, Hey, we,

00:46:55.478 --> 00:46:55.898
you're right.

00:46:55.998 --> 00:46:56.737
We're expensive.

00:46:56.777 --> 00:46:56.978
Yes.

00:46:57.018 --> 00:46:57.538
We're premium.

00:46:57.657 --> 00:46:57.898
Yes.

00:46:57.938 --> 00:46:58.557
We're out of pocket.

00:46:59.139 --> 00:47:00.099
Uh, those other places,

00:47:00.119 --> 00:47:01.079
they take your insurance,

00:47:01.559 --> 00:47:02.478
but they have a waiting list,

00:47:02.539 --> 00:47:03.940
but you kind of want to use

00:47:03.960 --> 00:47:05.139
your insurance is what you're saying.

00:47:05.179 --> 00:47:05.699
And you, you,

00:47:06.599 --> 00:47:07.420
You were hoping to use your

00:47:07.440 --> 00:47:08.501
insurance like those places,

00:47:08.581 --> 00:47:09.880
but to try to find a place

00:47:09.900 --> 00:47:11.961
that's available this week.

00:47:12.342 --> 00:47:14.182
Well, we are available this week.

00:47:14.583 --> 00:47:15.983
We can be a bridge visit.

00:47:16.543 --> 00:47:17.164
You can use this.

00:47:17.184 --> 00:47:18.023
There's no contract.

00:47:18.063 --> 00:47:20.204
You can use this for one visit, one visit,

00:47:20.284 --> 00:47:21.646
two visits, whatever, one week,

00:47:21.686 --> 00:47:22.106
two weeks.

00:47:23.239 --> 00:47:23.920
You can work with us,

00:47:23.960 --> 00:47:25.463
we can get you started.

00:47:25.802 --> 00:47:28.505
And then whenever that next practice,

00:47:28.525 --> 00:47:30.047
that next company is ready

00:47:30.088 --> 00:47:31.769
for you and you're next up

00:47:31.809 --> 00:47:33.030
on the queue of the waiting list,

00:47:33.652 --> 00:47:34.773
you cut ties with us,

00:47:34.833 --> 00:47:35.693
you go work with them.

00:47:37.791 --> 00:47:38.871
We've used it for years,

00:47:39.271 --> 00:47:42.152
and it's great because some

00:47:42.193 --> 00:47:43.773
percentage of folks, they start with us,

00:47:44.193 --> 00:47:45.235
and they're never going to change.

00:47:46.735 --> 00:47:48.155
They have no idea that down

00:47:48.175 --> 00:47:48.896
the road they end up

00:47:48.956 --> 00:47:50.777
spending or investing a lot

00:47:50.817 --> 00:47:52.338
of dollars with our service.

00:47:53.737 --> 00:47:56.639
But we just framed it differently.

00:47:56.659 --> 00:47:58.601
We're like, hey, totally fine.

00:47:58.621 --> 00:48:00.001
We're not signing some contract.

00:48:00.021 --> 00:48:01.362
We're not getting married.

00:48:01.382 --> 00:48:02.322
You can work with us.

00:48:02.581 --> 00:48:04.023
You can try us out for one or two visits.

00:48:04.302 --> 00:48:05.463
If you don't like it, no problem.

00:48:06.521 --> 00:48:07.643
some people end up staying

00:48:07.663 --> 00:48:08.182
with us forever.

00:48:08.262 --> 00:48:09.324
Now, in terms of Jeremy Sutton,

00:48:10.023 --> 00:48:10.764
you just have to put that

00:48:10.804 --> 00:48:12.005
in organic content.

00:48:12.326 --> 00:48:14.186
Maybe you put that in a video and you have,

00:48:14.367 --> 00:48:14.606
you know,

00:48:14.626 --> 00:48:15.668
you run Facebook ads or

00:48:15.768 --> 00:48:19.269
Instagram ads as like a bridge visit.

00:48:19.329 --> 00:48:21.771
Like you can, the topic,

00:48:22.190 --> 00:48:23.351
the headline of the ad

00:48:23.371 --> 00:48:25.673
could be something like no waiting lists,

00:48:26.474 --> 00:48:27.833
You know, pain relief right away,

00:48:27.873 --> 00:48:28.934
physical therapy right away,

00:48:28.974 --> 00:48:30.594
no waiting list, whatever, you know,

00:48:30.635 --> 00:48:31.896
talk to those pain points.

00:48:32.356 --> 00:48:33.135
You might get some of those

00:48:33.155 --> 00:48:34.077
folks that are shopping

00:48:34.097 --> 00:48:34.916
around or calling three,

00:48:34.936 --> 00:48:35.817
four or five places.

00:48:36.356 --> 00:48:37.418
And if they see that content

00:48:37.438 --> 00:48:39.498
where they hear about that offering,

00:48:39.918 --> 00:48:40.398
it sounds great.

00:48:40.418 --> 00:48:41.099
There's no contract.

00:48:41.119 --> 00:48:41.898
There's no package.

00:48:41.918 --> 00:48:42.458
They're not going to be on

00:48:42.478 --> 00:48:43.219
the hook for anything.

00:48:43.239 --> 00:48:46.320
They can cut ties any anytime they want.

00:48:46.400 --> 00:48:47.300
Jimmy, he named it.

00:48:49.429 --> 00:48:50.391
You always talk about, you name it.

00:48:50.411 --> 00:48:51.291
It's got to have a name.

00:48:51.331 --> 00:48:52.233
If it's a name, it's a thing.

00:48:52.572 --> 00:48:53.052
If it's a name,

00:48:53.072 --> 00:48:53.813
it's a thing because you

00:48:53.833 --> 00:48:54.333
can talk about it

00:48:54.434 --> 00:48:56.416
internally and everybody understands it.

00:48:56.556 --> 00:48:57.597
And once everybody understands it,

00:48:57.777 --> 00:48:59.038
once and only everybody understands it,

00:48:59.097 --> 00:49:00.518
is when you can sell it externally.

00:49:00.659 --> 00:49:02.920
Oh, I didn't describe it well enough,

00:49:02.940 --> 00:49:04.603
but I called it a bridge visit.

00:49:04.623 --> 00:49:06.364
And we would say on the phone,

00:49:07.284 --> 00:49:08.045
It's a bridge visit.

00:49:08.184 --> 00:49:09.146
It's taking you from where

00:49:09.186 --> 00:49:10.686
you are now to connect you

00:49:10.746 --> 00:49:12.586
to the Fox Rehab, whatever.

00:49:12.967 --> 00:49:13.907
We're going to be the bridge

00:49:13.947 --> 00:49:15.809
from right now so that you

00:49:15.849 --> 00:49:16.849
get some care at home.

00:49:16.869 --> 00:49:17.670
You get some mobility.

00:49:17.690 --> 00:49:18.849
You get some therapy or

00:49:18.909 --> 00:49:20.090
relief or hands-on treatment,

00:49:20.130 --> 00:49:22.192
whatever the longevity services,

00:49:22.251 --> 00:49:23.291
whatever we want to frame it.

00:49:23.311 --> 00:49:24.072
But we'll say...

00:49:24.813 --> 00:49:26.373
We'll take you from here and

00:49:26.413 --> 00:49:27.434
connect you to whenever

00:49:27.474 --> 00:49:28.893
that other practice is ready for you.

00:49:28.954 --> 00:49:31.635
And then then some some will, you know,

00:49:32.195 --> 00:49:33.554
do the Fox rehab jump,

00:49:33.574 --> 00:49:34.394
which is totally fine.

00:49:35.195 --> 00:49:36.516
Or and then some will be like, oh,

00:49:36.536 --> 00:49:37.335
this is amazing.

00:49:37.356 --> 00:49:39.916
You know, Dr. Chris or whoever is great.

00:49:39.956 --> 00:49:40.916
And then they stay with us

00:49:40.956 --> 00:49:41.836
for one or two years.

00:49:42.297 --> 00:49:42.396
Yep.

00:49:43.016 --> 00:49:44.797
So you highlight good, fast or cheap.

00:49:45.637 --> 00:49:45.978
Pick two.

00:49:46.219 --> 00:49:47.400
You only get to pick two, right?

00:49:47.460 --> 00:49:48.702
And we just discussed why

00:49:49.302 --> 00:49:49.963
you shouldn't lower your

00:49:50.003 --> 00:49:50.923
rates because if you do,

00:49:51.324 --> 00:49:52.746
so really you're going to

00:49:52.766 --> 00:49:55.489
highlight good and fast, right?

00:49:56.050 --> 00:49:57.793
But Tony, you said, how would you do it?

00:49:57.932 --> 00:49:59.514
Let's say you have this, it's Thursday,

00:49:59.534 --> 00:50:00.516
you've got this tomorrow.

00:50:00.795 --> 00:50:01.416
I'm going to give you my

00:50:01.456 --> 00:50:02.858
three answers and I want to hear yours.

00:50:03.159 --> 00:50:04.260
These are mine in order.

00:50:05.492 --> 00:50:06.632
This is why you capture

00:50:07.132 --> 00:50:08.532
phone numbers and

00:50:08.572 --> 00:50:10.773
permission to send a text message or call,

00:50:11.253 --> 00:50:11.454
right?

00:50:11.534 --> 00:50:12.635
Because you can do that fast.

00:50:12.974 --> 00:50:14.536
You're getting into

00:50:14.596 --> 00:50:15.936
someone's ear and on their eye.

00:50:15.956 --> 00:50:16.516
I mean,

00:50:16.797 --> 00:50:18.097
this is the most valuable real

00:50:18.137 --> 00:50:19.077
estate in the world.

00:50:19.777 --> 00:50:20.978
If you can call me and make

00:50:20.998 --> 00:50:22.719
your name come up here on my smartphone,

00:50:23.559 --> 00:50:24.559
I'm going to look at this,

00:50:25.079 --> 00:50:26.099
I don't know what the stat is,

00:50:26.139 --> 00:50:27.141
four billion times a day.

00:50:27.161 --> 00:50:28.920
That might be a little high.

00:50:29.081 --> 00:50:29.442
Emails.

00:50:30.304 --> 00:50:31.525
If you can get into someone's inbox,

00:50:31.666 --> 00:50:32.505
I'd say that's the second

00:50:32.545 --> 00:50:33.706
most valuable real estate

00:50:33.746 --> 00:50:34.586
in the world digitally

00:50:35.126 --> 00:50:37.427
because we check our emails way too much.

00:50:38.108 --> 00:50:38.929
And then finally,

00:50:38.969 --> 00:50:40.548
I would go social because

00:50:40.568 --> 00:50:41.829
if you're going to do this fast, right?

00:50:41.869 --> 00:50:42.510
These are people.

00:50:42.789 --> 00:50:43.650
This is why it's important

00:50:43.670 --> 00:50:44.471
to build a network.

00:50:44.911 --> 00:50:47.351
I would go with stories or a

00:50:47.391 --> 00:50:48.932
quick Instagram live or

00:50:48.972 --> 00:50:49.532
something like that.

00:50:49.552 --> 00:50:51.994
You see Marcus Limonis from The Prophet.

00:50:52.414 --> 00:50:53.335
He does this a lot.

00:50:53.755 --> 00:50:55.297
for camping world or

00:50:55.317 --> 00:50:56.137
whatever he works for.

00:50:56.378 --> 00:50:57.599
He'll go live and say, guys,

00:50:57.619 --> 00:50:58.440
we're getting rid of these.

00:50:58.460 --> 00:50:59.342
We've got whatever.

00:50:59.762 --> 00:51:01.425
And if you build a network,

00:51:01.465 --> 00:51:02.405
this is why there's working.

00:51:02.885 --> 00:51:03.827
This is why social media

00:51:03.847 --> 00:51:04.608
doesn't work unless you

00:51:04.648 --> 00:51:06.971
work to earn people's attention first.

00:51:07.552 --> 00:51:08.532
But if you have a bank,

00:51:08.592 --> 00:51:09.775
if you have a list of phone

00:51:09.795 --> 00:51:10.275
numbers that you have

00:51:10.295 --> 00:51:11.556
permission to send a text message to,

00:51:11.836 --> 00:51:12.637
that's fast.

00:51:13.458 --> 00:51:14.480
Or you can call them and say,

00:51:14.599 --> 00:51:16.541
I have this bridge visit or something.

00:51:16.561 --> 00:51:17.702
If I had to fill a list,

00:51:18.123 --> 00:51:19.405
if I had to fill spots now,

00:51:19.744 --> 00:51:20.326
these are the orders.

00:51:20.385 --> 00:51:21.527
Text, phone, if you had them,

00:51:21.547 --> 00:51:22.788
I would use them fast.

00:51:23.268 --> 00:51:25.070
Email, you can mass email people, right?

00:51:25.110 --> 00:51:25.650
Even better.

00:51:26.311 --> 00:51:27.452
And then stories is another

00:51:27.532 --> 00:51:28.693
mass communication device.

00:51:28.713 --> 00:51:29.715
So those are my three in order.

00:51:29.755 --> 00:51:31.536
If I had to fill five spots

00:51:31.577 --> 00:51:33.318
tomorrow or my family doesn't eat,

00:51:33.818 --> 00:51:35.900
I go text slash phone, email,

00:51:36.001 --> 00:51:36.961
stories in that order.

00:51:37.181 --> 00:51:38.922
And you can do all those in an,

00:51:38.963 --> 00:51:39.842
if you can't do those in an

00:51:39.902 --> 00:51:41.724
hour and execute that campaign in an hour,

00:51:41.744 --> 00:51:42.625
look what Tony just said.

00:51:42.965 --> 00:51:44.405
I explained it to ChatGPT,

00:51:44.726 --> 00:51:45.485
worked with a little art,

00:51:46.327 --> 00:51:47.206
except what Tony didn't,

00:51:47.568 --> 00:51:49.108
what Tony left out is the

00:51:49.188 --> 00:51:50.228
sort of the magic, right?

00:51:50.688 --> 00:51:51.949
All the work you did before

00:51:51.989 --> 00:51:52.849
that to earn that

00:51:52.889 --> 00:51:53.771
connection so that you

00:51:53.811 --> 00:51:55.831
could call someone and have permission,

00:51:55.871 --> 00:51:56.632
or you could email,

00:51:56.652 --> 00:51:57.492
you have their connection.

00:51:58.378 --> 00:51:59.639
And I think that's the hardest part.

00:51:59.699 --> 00:52:01.561
I think a lot of therapists seeing this,

00:52:01.862 --> 00:52:03.182
maybe they're just getting started.

00:52:03.224 --> 00:52:03.724
They're like,

00:52:04.264 --> 00:52:05.865
I don't have money to pay for

00:52:05.925 --> 00:52:06.626
Facebook ads.

00:52:07.086 --> 00:52:09.389
I don't have following on social media.

00:52:09.648 --> 00:52:11.231
I don't have a list that I

00:52:11.251 --> 00:52:13.112
could do a reactivation campaign with.

00:52:13.632 --> 00:52:15.134
So what do I do then?

00:52:15.634 --> 00:52:17.295
Well, it's just like anything else.

00:52:17.356 --> 00:52:18.956
Like when's the best time to

00:52:18.996 --> 00:52:19.916
plant the tree?

00:52:19.956 --> 00:52:21.018
Same damn thing.

00:52:21.177 --> 00:52:21.918
Yeah.

00:52:21.978 --> 00:52:22.878
Second best time today.

00:52:22.918 --> 00:52:24.159
Like you just have to get

00:52:24.239 --> 00:52:26.181
started and you have to look at this.

00:52:26.221 --> 00:52:27.782
And I'm the first one to say

00:52:27.922 --> 00:52:29.163
most of the people that

00:52:29.222 --> 00:52:30.704
I've seen fail and I see

00:52:30.744 --> 00:52:32.144
very few people fail when

00:52:32.164 --> 00:52:33.025
they go into business for

00:52:33.065 --> 00:52:34.927
themselves is because

00:52:34.947 --> 00:52:36.347
they're undercapitalized.

00:52:36.367 --> 00:52:37.588
They just they're going out

00:52:37.608 --> 00:52:38.550
there trying to do it and

00:52:38.570 --> 00:52:39.329
they don't have any

00:52:39.389 --> 00:52:40.530
resources behind them.

00:52:40.911 --> 00:52:42.552
They don't have a competitive advantage.

00:52:42.592 --> 00:52:43.855
They have no connections.

00:52:43.875 --> 00:52:45.737
Like you have to start with something,

00:52:45.998 --> 00:52:46.358
you know?

00:52:46.398 --> 00:52:49.382
And so this would be where if I'm in,

00:52:49.563 --> 00:52:51.865
in Jimmy's shoes where I'm like,

00:52:52.045 --> 00:52:53.088
I need money tomorrow.

00:52:53.907 --> 00:52:54.827
I'm not going to waste time

00:52:54.867 --> 00:52:56.208
trying to go direct to consumer.

00:52:56.349 --> 00:52:57.409
That takes too much time.

00:52:57.469 --> 00:52:59.829
I'm going to go look for a PRN job.

00:52:59.909 --> 00:53:01.170
I'm going to find a business

00:53:01.190 --> 00:53:02.329
who already has patients

00:53:02.349 --> 00:53:03.630
who's waiting for those

00:53:03.670 --> 00:53:04.550
patients to be seen.

00:53:04.949 --> 00:53:06.391
I'm going to sell my services there.

00:53:07.231 --> 00:53:09.190
But if I had the time or the

00:53:09.231 --> 00:53:10.871
resources to Dave's credit,

00:53:11.652 --> 00:53:12.632
I would go with an ad.

00:53:12.771 --> 00:53:13.911
I would pay to put my

00:53:13.952 --> 00:53:14.972
message in front of those

00:53:15.012 --> 00:53:16.333
people if I haven't built

00:53:16.432 --> 00:53:17.413
an audience yet.

00:53:18.188 --> 00:53:19.588
But if I have an audience,

00:53:20.048 --> 00:53:22.510
you guys saw I went on my Facebook group,

00:53:22.590 --> 00:53:24.110
I went out to my YouTube channel, I said,

00:53:24.250 --> 00:53:26.090
hey, I'm taking these calls.

00:53:26.291 --> 00:53:26.911
It's, you know,

00:53:27.070 --> 00:53:28.431
through the Clarity website

00:53:28.831 --> 00:53:30.271
and people started booking calls.

00:53:30.512 --> 00:53:32.172
But that was a reserve that

00:53:32.293 --> 00:53:34.733
I had if I ever needed to access it.

00:53:35.429 --> 00:53:37.489
So there are ways to do this.

00:53:37.811 --> 00:53:39.050
And just so you guys know,

00:53:39.530 --> 00:53:40.690
the reason why I went down

00:53:40.731 --> 00:53:41.990
that road specifically with

00:53:42.010 --> 00:53:44.012
chat GPT was because I know

00:53:44.032 --> 00:53:44.871
there are patients out

00:53:44.891 --> 00:53:46.672
there who think the doctor

00:53:46.711 --> 00:53:48.072
told me to go to Dave.

00:53:48.652 --> 00:53:49.612
I'm not going to see anybody

00:53:49.652 --> 00:53:50.512
else except Dave,

00:53:50.632 --> 00:53:52.414
but my back is killing me.

00:53:52.574 --> 00:53:53.594
I need to do something.

00:53:54.014 --> 00:53:56.114
So you give that person a way out.

00:53:56.253 --> 00:53:58.335
So they're not avoiding what

00:53:58.355 --> 00:54:00.835
their doctor said, but they're saying, oh,

00:54:00.934 --> 00:54:02.556
now, and I love bridge visit.

00:54:02.596 --> 00:54:03.675
I think that's genius.

00:54:04.255 --> 00:54:05.637
Now I've got this other

00:54:05.677 --> 00:54:08.059
thing that I can still go see the doc,

00:54:08.079 --> 00:54:10.221
the therapist, my doctor prescribed,

00:54:10.701 --> 00:54:12.463
but I can start getting relief today,

00:54:12.963 --> 00:54:13.422
you know?

00:54:13.463 --> 00:54:13.543
And,

00:54:13.682 --> 00:54:15.385
and that's where I think you got to

00:54:15.724 --> 00:54:17.085
handle those objections

00:54:17.126 --> 00:54:19.027
before they ever get vocalized.

00:54:19.447 --> 00:54:20.329
Yep.

00:54:20.349 --> 00:54:21.588
Love it really quick.

00:54:21.750 --> 00:54:22.990
I know we're running late on time,

00:54:23.030 --> 00:54:24.492
but the good, fast, cheap,

00:54:25.675 --> 00:54:27.155
My practice, Concierge Pain Relief,

00:54:27.215 --> 00:54:28.717
home visits, we're premium.

00:54:28.797 --> 00:54:30.679
We hardly take any insurances.

00:54:32.141 --> 00:54:34.623
So we're not cheap.

00:54:34.682 --> 00:54:35.983
We are fast because we don't

00:54:36.003 --> 00:54:36.623
have a waiting list.

00:54:36.664 --> 00:54:39.527
Typically, we want to strive to be great,

00:54:39.547 --> 00:54:40.588
but we'll take good.

00:54:40.987 --> 00:54:42.309
So we're good and fast,

00:54:42.769 --> 00:54:43.469
but we're not cheap.

00:54:43.769 --> 00:54:44.811
Tony, your practice,

00:54:44.871 --> 00:54:45.911
Total Therapy Solutions.

00:54:46.333 --> 00:54:47.574
I think you would argue that

00:54:47.594 --> 00:54:49.135
you're all three, right?

00:54:49.215 --> 00:54:50.135
How is that possible?

00:54:50.175 --> 00:54:51.697
Jimmy said, hey, pick two.

00:54:52.797 --> 00:54:54.838
Are you all three or are you

00:54:54.938 --> 00:54:55.760
only two of the three?

00:54:56.320 --> 00:54:59.242
I think good is too mid of a word.

00:54:59.342 --> 00:55:01.664
I think it should be great fast.

00:55:01.903 --> 00:55:03.565
Yeah, I got kids.

00:55:03.644 --> 00:55:04.746
I got kids in high school.

00:55:05.806 --> 00:55:07.288
No, I think we're fast and cheap.

00:55:07.668 --> 00:55:09.670
I will absolutely sacrifice great.

00:55:10.030 --> 00:55:11.090
I think we're good enough,

00:55:11.530 --> 00:55:13.072
but we are fast and we are cheap.

00:55:13.112 --> 00:55:14.313
I will get you in right now.

00:55:14.472 --> 00:55:15.813
I will make it affordable.

00:55:15.934 --> 00:55:18.056
I will make it covered by your insurance.

00:55:18.476 --> 00:55:19.637
But it's not going to be great.

00:55:20.056 --> 00:55:21.018
It's going to be good enough.

00:55:21.358 --> 00:55:22.818
Go through the major companies, right?

00:55:23.079 --> 00:55:24.280
I guess it's easier when you

00:55:24.300 --> 00:55:24.920
start looking at this,

00:55:24.960 --> 00:55:25.860
which is like Apple.

00:55:25.960 --> 00:55:28.202
They're great and they're fast,

00:55:28.222 --> 00:55:28.963
but they're not cheap.

00:55:29.123 --> 00:55:31.445
McDonald's is fast and cheap.

00:55:32.565 --> 00:55:33.646
They're self-described.

00:55:33.666 --> 00:55:34.365
These are not the greatest

00:55:34.405 --> 00:55:34.927
things in the world.

00:55:36.208 --> 00:55:38.688
Amazon is interesting because it's fast.

00:55:38.869 --> 00:55:39.750
It's always available.

00:55:41.050 --> 00:55:43.052
I think the cheap thing is

00:55:43.112 --> 00:55:45.434
relative because they're a bridge, right?

00:55:45.474 --> 00:55:46.134
They just connect you.

00:55:46.815 --> 00:55:47.355
What's cheap?

00:55:47.394 --> 00:55:48.916
But if you compete with

00:55:48.976 --> 00:55:50.077
Amazon and you want to

00:55:50.137 --> 00:55:50.998
actually sell stuff on

00:55:51.018 --> 00:55:51.918
Amazon because Amazon

00:55:52.318 --> 00:55:53.478
doesn't really sell anything, right?

00:55:53.498 --> 00:55:54.480
They let you sell stuff.

00:55:55.340 --> 00:55:56.400
The cheap is variable.

00:55:56.681 --> 00:55:58.001
So they're going to be cheap.

00:55:58.121 --> 00:56:01.423
So they are fast and cheap.

00:56:01.744 --> 00:56:03.425
You decide if it's great or not.

00:56:03.465 --> 00:56:04.005
So I think that's where it

00:56:04.025 --> 00:56:05.126
starts to get murky on that.

00:56:05.547 --> 00:56:06.148
That third one.

00:56:06.947 --> 00:56:08.929
I would say that Amazon is

00:56:09.269 --> 00:56:11.932
fast and great and not necessarily cheap.

00:56:12.512 --> 00:56:14.094
Fast and great.

00:56:14.114 --> 00:56:14.715
I think they're great

00:56:14.735 --> 00:56:16.856
because you can order.

00:56:17.157 --> 00:56:18.398
I forget, like a week or so ago,

00:56:18.478 --> 00:56:19.119
I ordered something.

00:56:19.139 --> 00:56:19.719
What was the thing?

00:56:19.838 --> 00:56:20.880
Oh, last week.

00:56:21.661 --> 00:56:22.842
So I had a contusion in my

00:56:22.902 --> 00:56:24.724
lower leg from baseball.

00:56:24.764 --> 00:56:26.824
I fouled a ball off two Sundays ago.

00:56:27.646 --> 00:56:29.387
And last week I had a game

00:56:29.507 --> 00:56:30.168
on Friday night.

00:56:30.588 --> 00:56:31.809
I ordered one of those leg

00:56:31.829 --> 00:56:33.090
protective braces that the

00:56:33.331 --> 00:56:34.811
MLB players Velcro around their,

00:56:34.952 --> 00:56:35.552
their ankle.

00:56:35.893 --> 00:56:36.454
Right.

00:56:36.594 --> 00:56:38.735
It came in, it came the next day, dude,

00:56:38.755 --> 00:56:39.416
that's incredible.

00:56:39.456 --> 00:56:40.056
That is great.

00:56:40.577 --> 00:56:41.117
And now it,

00:56:42.514 --> 00:56:43.434
Doesn't the competition

00:56:43.454 --> 00:56:44.394
drive the prices down?

00:56:44.414 --> 00:56:46.135
Because if there was

00:56:46.335 --> 00:56:47.615
something like that for the

00:56:47.755 --> 00:56:49.556
ankle for fifty bucks or a hundred bucks,

00:56:49.956 --> 00:56:50.916
the fifty dollar one,

00:56:51.436 --> 00:56:53.016
if they had the same amount of stars,

00:56:53.617 --> 00:56:54.737
would outsell that one.

00:56:54.757 --> 00:56:56.657
So don't they drive prices

00:56:56.697 --> 00:56:58.298
down because it's all competition?

00:56:58.358 --> 00:56:58.818
Yeah.

00:56:59.184 --> 00:57:00.804
I mean, I think the same thing, you know,

00:57:00.824 --> 00:57:01.646
that Walmart does.

00:57:01.686 --> 00:57:04.208
So, yeah, I mean, like they're Walmart.

00:57:04.869 --> 00:57:06.989
I think Walmart, Amazon,

00:57:07.010 --> 00:57:07.931
you could say maybe there's

00:57:07.951 --> 00:57:08.672
different perspectives.

00:57:08.711 --> 00:57:08.911
Right.

00:57:08.952 --> 00:57:11.373
So like the employees that work at Walmart,

00:57:11.414 --> 00:57:12.994
like they would probably say like, hey,

00:57:13.434 --> 00:57:14.797
you know, it's not great here.

00:57:14.876 --> 00:57:16.318
Like you've heard stories like that.

00:57:16.637 --> 00:57:18.478
they're, they're, they're on, you know, uh,

00:57:18.719 --> 00:57:20.039
social services and things like that.

00:57:20.099 --> 00:57:21.179
So I don't know, maybe, maybe there's,

00:57:21.701 --> 00:57:22.181
maybe it's,

00:57:22.280 --> 00:57:23.541
it's challenging to look at or,

00:57:23.661 --> 00:57:25.181
or dice up some of these with the,

00:57:25.382 --> 00:57:27.503
with this, you know, not dichotomy,

00:57:27.543 --> 00:57:29.605
this trichotomy, whatever this, uh,

00:57:29.644 --> 00:57:31.465
you know, example is good,

00:57:31.505 --> 00:57:32.025
fast and cheap.

00:57:32.045 --> 00:57:32.306
All right.

00:57:32.346 --> 00:57:33.447
Time for parting shots.

00:57:33.806 --> 00:57:35.467
Uh, Dave, Tony, what do you got?

00:57:36.311 --> 00:57:40.233
So if you guys aren't using chat GPT, um,

00:57:40.452 --> 00:57:42.373
Claude, uh, Gemini,

00:57:42.414 --> 00:57:44.135
like I use these tools

00:57:44.255 --> 00:57:45.356
every single day and they

00:57:45.376 --> 00:57:46.737
don't do the thinking for me.

00:57:47.077 --> 00:57:48.878
They help me do better thinking.

00:57:48.898 --> 00:57:50.478
That's the whole idea behind it.

00:57:50.898 --> 00:57:52.260
Get out there and experiment,

00:57:52.280 --> 00:57:53.260
play around with this stuff.

00:57:53.280 --> 00:57:53.980
Yeah.

00:57:54.000 --> 00:57:55.541
I just taught some people or

00:57:55.561 --> 00:57:57.222
just walk them through just what I know.

00:57:57.302 --> 00:57:57.601
And like,

00:57:57.681 --> 00:57:58.922
literally I thought my camera had,

00:57:59.103 --> 00:57:59.884
or my microphone had been

00:57:59.923 --> 00:58:00.664
unplugged because they were

00:58:00.684 --> 00:58:01.844
sort of staring at me like this.

00:58:02.708 --> 00:58:03.509
when I was clearly done

00:58:03.548 --> 00:58:04.170
talking and I'm like,

00:58:04.489 --> 00:58:05.210
can you not hear me?

00:58:05.231 --> 00:58:06.932
And they were like, that's crazy.

00:58:07.072 --> 00:58:07.773
And I'm like, right.

00:58:07.853 --> 00:58:09.215
Like it's right now you have

00:58:09.275 --> 00:58:10.036
access to what I just

00:58:10.076 --> 00:58:11.396
explained you and showed you how to do.

00:58:11.757 --> 00:58:12.338
And they were just sort of

00:58:12.358 --> 00:58:13.239
like dumbfounded.

00:58:13.298 --> 00:58:14.159
Like it's insane.

00:58:14.199 --> 00:58:14.681
It's wild.

00:58:16.867 --> 00:58:17.688
Quick parting shot,

00:58:17.947 --> 00:58:19.889
just a tip in my cap here

00:58:19.909 --> 00:58:20.989
to Jerry Durham with his

00:58:21.030 --> 00:58:22.471
whole front desk approach.

00:58:22.670 --> 00:58:27.393
And it's great that it's finally,

00:58:27.653 --> 00:58:28.755
or it has been more in the

00:58:28.775 --> 00:58:30.615
forefront a lot from him

00:58:30.675 --> 00:58:31.936
pushing his content and his

00:58:31.976 --> 00:58:33.838
talks and his podcasts and all that.

00:58:34.559 --> 00:58:35.519
And yeah, he's a good friend of mine,

00:58:35.539 --> 00:58:37.960
but he helps a ton of practice owners.

00:58:38.021 --> 00:58:38.561
He helps...

00:58:39.041 --> 00:58:40.003
The front desk folks

00:58:40.083 --> 00:58:42.364
understand what's their role, their tasks,

00:58:42.385 --> 00:58:43.425
their responsibilities,

00:58:43.945 --> 00:58:46.367
how valuable they are to a practice.

00:58:46.969 --> 00:58:48.250
And it's just great to see

00:58:48.269 --> 00:58:49.811
that he's got another talk

00:58:49.851 --> 00:58:50.811
accepted at PPS.

00:58:50.831 --> 00:58:52.032
So if you guys are going to PPS,

00:58:52.233 --> 00:58:53.494
I definitely suggest you go

00:58:53.534 --> 00:58:55.074
check out Jerry Durham's talk.

00:58:55.094 --> 00:58:56.016
We got to talk more, Tony,

00:58:56.036 --> 00:58:57.556
about what we want to do there.

00:58:57.677 --> 00:58:59.778
Let's talk about only in public, though.

00:58:59.858 --> 00:59:01.960
I think finding a company and be like, hey,

00:59:01.981 --> 00:59:04.163
what was the company that

00:59:04.202 --> 00:59:05.684
did this at the National

00:59:05.704 --> 00:59:06.585
Football Championship?

00:59:06.744 --> 00:59:07.284
Wasn't it like...

00:59:08.286 --> 00:59:09.347
Oh, I can't remember what that was.

00:59:09.367 --> 00:59:11.648
They like it was like some

00:59:11.728 --> 00:59:12.889
social media personality said,

00:59:13.070 --> 00:59:14.090
I want tickets for the

00:59:14.130 --> 00:59:15.190
National College Football

00:59:15.210 --> 00:59:16.331
Championship and I'll wear

00:59:16.371 --> 00:59:17.452
your T-shirt or whatever.

00:59:17.753 --> 00:59:18.793
And within forty eight hours,

00:59:18.833 --> 00:59:20.114
they had like a brand deal

00:59:20.414 --> 00:59:21.715
and fifteen seats and they

00:59:21.775 --> 00:59:22.775
wore the shirts because

00:59:22.795 --> 00:59:23.956
they made it such a big deal.

00:59:24.416 --> 00:59:25.217
The brand was like,

00:59:26.059 --> 00:59:27.519
I feel like it was kayak dot com.

00:59:28.119 --> 00:59:29.420
was the one who came through

00:59:29.440 --> 00:59:30.440
um we'll talk about that on

00:59:30.480 --> 00:59:31.760
tuesday so we'll figure out

00:59:31.780 --> 00:59:32.360
what we're going to do at

00:59:32.380 --> 00:59:33.740
pps my parting shot would

00:59:33.760 --> 00:59:35.320
be and I'm doing this now

00:59:35.440 --> 00:59:37.121
with going back to pps I

00:59:37.181 --> 00:59:38.762
think I I think I sort of

00:59:38.802 --> 00:59:40.521
shifted into this bad

00:59:40.561 --> 00:59:42.101
mindset of well now I need

00:59:42.121 --> 00:59:43.362
to only teach or I need to

00:59:43.463 --> 00:59:44.623
only be like sharing the

00:59:44.643 --> 00:59:45.643
knowledge right and just

00:59:45.702 --> 00:59:46.802
creating content and going

00:59:46.902 --> 00:59:48.322
out and I I'm not been

00:59:48.342 --> 00:59:49.563
doing enough job of reading

00:59:49.603 --> 00:59:50.704
listening watching which I

00:59:50.824 --> 00:59:51.623
which I'm excited to go to

00:59:51.643 --> 00:59:54.184
pps and just lurk and watch

00:59:54.565 --> 00:59:55.925
and an intake so for

00:59:55.965 --> 00:59:56.864
anybody who's talking

00:59:57.304 --> 00:59:58.465
I don't know what the ratio is,

00:59:58.505 --> 00:59:59.547
but maybe it's two to one.

00:59:59.688 --> 01:00:01.068
You're probably listening, reading,

01:00:01.510 --> 01:00:04.231
hearing, consuming twice as much.

01:00:04.813 --> 01:00:06.394
But there's that thinking part, processing,

01:00:06.474 --> 01:00:07.876
and before you start speaking.

01:00:07.896 --> 01:00:08.657
And that's coming from a guy

01:00:08.677 --> 01:00:09.438
who speaks a lot.

01:00:09.717 --> 01:00:11.639
So I'm getting more back into this.

01:00:11.659 --> 01:00:13.422
So my parting shot is maybe

01:00:13.442 --> 01:00:14.463
that golden two to one

01:00:14.503 --> 01:00:16.184
ratio of intake before you

01:00:16.224 --> 01:00:17.065
start to put out.

01:00:17.505 --> 01:00:18.347
We'll be back Tuesday.

01:00:18.367 --> 01:00:20.088
We did get a couple requests, Tony,

01:00:20.148 --> 01:00:21.248
to show off the treadmill,

01:00:21.469 --> 01:00:22.028
but I didn't want to just

01:00:22.068 --> 01:00:22.929
do that in five minutes.

01:00:22.949 --> 01:00:24.070
Maybe we'll make that the

01:00:24.110 --> 01:00:25.170
first segment on Tuesday.

01:00:25.351 --> 01:00:26.572
Let's dig in for a half hour

01:00:26.592 --> 01:00:28.592
and show us the bells and whistles.

01:00:29.434 --> 01:00:30.213
Same thing.

01:00:30.275 --> 01:00:32.655
I'm going to build that program in public.

01:00:32.695 --> 01:00:33.657
We'll talk about it.

01:00:33.797 --> 01:00:35.637
You guys can borrow any of

01:00:35.677 --> 01:00:36.878
those ideas that you want.

01:00:37.525 --> 01:00:38.367
OK,

01:00:38.387 --> 01:00:39.608
we'll see you guys back here live on

01:00:39.628 --> 01:00:39.969
Tuesday.

01:00:39.989 --> 01:00:40.951
You can always reach us on

01:00:40.990 --> 01:00:42.092
those ridiculous social

01:00:42.112 --> 01:00:43.215
channels that we we share.

01:00:43.514 --> 01:00:44.416
And if your brand going to

01:00:44.456 --> 01:00:46.480
PPS and you want college,

01:00:46.579 --> 01:00:48.443
the PT version of College Game Day,

01:00:48.882 --> 01:00:49.684
maybe we'll get a big giant

01:00:49.704 --> 01:00:50.425
head and we'll start

01:00:50.445 --> 01:00:52.449
putting on one of us during live streams.

01:00:52.469 --> 01:00:53.289
We'll see you guys next week.