Clinic Ownership Without Starting from Scratch: Matt Fain's First 90 Days

WEBVTT

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You're listening to the PT Pinecast,

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where smart people in healthcare come to

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make noise.

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Here's your host, Jimmy McKay.

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All right, today's episode is powered by,

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supported by, empowered by U.S.

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Physical Therapy,

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a national network of clinics focused on,

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well, developing clinicians.

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Not burning them out.

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Leadership tracks, mentorship,

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career growth,

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the stability to help you build the future

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in PT for your career.

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Any of those things,

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a lot of those things,

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all those things sound like something you

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want.

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Check them out online, usph.com.

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I would say where they are geographically,

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but that would take twenty minutes.

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There are a lot of the places.

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So find out what that means and what

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it could mean for you at usph.com.

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Our guest today grew up in Texas,

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but chased the open skies in the Pacific

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Northwest from climbing the highest paved

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mountain in the world to mountain biking

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epic trails in Moab.

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I want to ask you about that because

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I've always wanted to do it.

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This guy doesn't just push limits.

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He lives beyond them.

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And now he's doing the thing.

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And some of the people we talk about

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in this podcast and the live streams that

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we do sort of aspire to.

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We're catching him at the moment where he

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just left the diving board.

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And that's why this is so special.

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So after years of being a PT,

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he's now living out a dream,

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owning his own clinic and redefining what

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a modern PT practice can be.

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be he believes the old ways of doing

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a running a clinic are dying and he's

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not afraid to say it which is good

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because it's a podcast we need him to

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say some stuff uh here to talk about

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building boldly betting on yourself and

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innovating beyond the four walls uh

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matthew fane welcome to the show matt how

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are you man i i'm great man i

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appreciate it thanks so much for having me

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So I've wanted to do like Moab or

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something because I've seen pictures of

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the rocks and they're smooth and the

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mountain biking.

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What time of year?

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Like that's where I always get stuck

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because people are like,

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you don't want to be out there when

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it's too hot.

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You don't want to be out there.

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Where's the sweet spot?

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Yeah, man, the sweet spot,

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I guess you call it the shoulder season.

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So we're looking at like late spring.

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It depends on how high you want to

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go because they got some mountains in

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there.

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They'll still have snow.

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But if you're down in the low hot

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spots, like middle, early spring is good,

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late spring.

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And then we went in the fall,

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like early fall, September, October time.

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Don't warm yourself, man.

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Too hot.

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Yeah, I feel like you'll cook, man.

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I want to do like a Mentos.

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I want to do what I've seen in

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like the Mentos commercials back in the

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nineties where it's like,

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I don't know if I want to climb

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the mountains there.

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If I'm there,

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I want to do like the rocks and

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the stuff that looks like it was it

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was eroded and stuff like that.

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But they have that there because there's

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Moab.

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And what's near Moab is what other parks

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are.

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Well, there's more arches.

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I think Bryce Canyon is close.

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Yeah, I'd be close.

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I'm not sure.

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That's what I was thinking.

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Yeah.

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Yeah.

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There's a lot of parks there.

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So that's another paradise.

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Now that we've done the tourism commercial

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for the state of Utah, you're welcome,

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state of Utah.

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We love you.

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You just did a thing.

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You posted on LinkedIn that you're doing a

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thing.

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I don't want to tell,

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that's not my story.

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So just give a reframe for the audience.

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Like, what are you doing?

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Where are you?

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What's happening, Matt?

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What's happening?

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Yeah, man.

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So I just bought an outpatient PT clinic.

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I've been working there for just over ten

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years.

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Wow.

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And even initially, when I came on,

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I told the owner, I was like, hey,

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man,

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I know I got a lot to prove

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first.

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But I just want to know if I

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do well here, is there, you know,

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potential for me to buy the place when

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you're done?

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And he said, yes.

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So I put my time in and I

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was like, let's do it.

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And, you know, it was just a basic.

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you know, outpatient clinic.

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We were all insurance based and, uh,

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which is, you know, that was, that's,

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that was fine for a long, long time,

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but I've kind of been seeing the writing

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on the wall.

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And, uh, so when I took over,

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I was like, man, I want to,

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I want to do some new stuff,

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but it's, uh, you know,

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you don't know what you don't know.

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So I, I, I found some other people,

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uh,

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regionally that run clinics and do the

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hybrid model thing.

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I reached out to them

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got some coaching, started to get ready,

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got some plans in place.

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And then, yeah,

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we did a big training day a couple

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of weeks ago.

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That was the LinkedIn post.

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It was the night before the training day.

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I had spent hours getting this thing

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ready, man.

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Yeah, man.

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There's PowerPoint slides, papers,

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everything.

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We had a full day of training.

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A lot of it initially was content in

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the afternoon.

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We did a lot of practicing about what

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we're going to talk about with the start

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date of the first of January.

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So let's not get too far ahead.

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Let me re-rack the balls that we still

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got on the pool table here.

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Name of the clinic, location.

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Who are your ideal, your ICPs?

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Who do you love to see walk through

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the door?

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We'll start there.

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Gotcha.

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So the name of the clinic is Phase

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One Physical Therapy.

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and we are in the spokane uh washington

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area that's the very east side of the

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state so we're like twenty miles from

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idaho so uh and but our town we

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actually are actually in suncrest which is

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a little commuter town about fifteen

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minutes outside of uh spokane so we don't

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see a lot of spokane proper patients but

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just a lot of the people who live

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in our community and it's roughly

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We don't know the exact number,

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but it's probably roughly between ten to

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eighteen thousand people in the in a big

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area where they're spread out.

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Gotcha.

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So that's what we see.

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We have we have a little school out

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here, a school district.

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It's just two elementary schools,

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a middle school and a high school.

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And then just the people who live here,

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there's a little bit of industry out here.

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Like I said, we're mainly a commuter town.

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We've got some restaurants,

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a grocery store, and us.

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The clinic's been here since two thousand

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and three.

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Got it.

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And yeah,

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the owner started off in the front part

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of a storage unit.

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So he literally started out in a storage

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unit, like the rolling the door up.

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Well, not in the office part of it.

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You know how like sometimes storage units

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will have like an office section.

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Yes.

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Yes.

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He rented out the office section of us,

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but all around it was the unit,

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the storage units.

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And he just rented out the office space

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of the storage unit back in the day.

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Cause that's what you do.

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You do what you can with what you

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have while you can,

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and then you hope to improve.

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You move on.

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Yeah.

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And then, uh, like I figured it back.

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They went again, uh,

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twenty eight to two thousand eight,

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maybe or two thousand fourteen.

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One of those times.

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I don't know why those two days stick

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in my head.

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He bought some land.

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He built a building and in that building

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is a gym and us.

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And so when you see a gym and

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you like a like a gym,

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you're going to have membership strictly a

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gym,

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not like the gym portion of a clinic.

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No, yes.

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A gym that is open to the public

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and then the physical therapy clinic.

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Now we can use the physical,

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the physical therapy clinic uses the gym

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for their patients, you know, somewhat,

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you know,

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but it is a gym open to the

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public.

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So does he own the gym or did

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he build next to a gym?

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And then if he owned it,

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do you own that now too?

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Or is those two different things?

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Two different things.

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So he,

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he bought the land and built the building

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and started the,

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or moved his PT business from the storage

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unit in

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And then started the gym.

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So he owned all three, the land,

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the building, the gym and the clinic.

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And I just bought the clinic.

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And is he still going to run that

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gym?

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He still has the gym and then the

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property.

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And then can you walk to,

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is there a door from the clinic to

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the gym without having to go outside?

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Like, is there like a portal, a pathway?

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Like, yes,

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actually the main entrance to our clinic,

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you have to go into the gym first.

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The main, wait,

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it's the main entrance to the gym.

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You have to go through your clinic.

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other way around the main to get into

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it.

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Do this again.

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I don't know why I'm not getting this

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to walk in the walk into our clinic.

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You have to walk into the front doors

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of the gym first.

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I love that.

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I mean, that's good.

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That's I mean, it's great.

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Just shows you like here.

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This is a progression.

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This is a spectrum.

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You're here.

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If you need something else,

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you go the other you can come to

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us and you're there.

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So I'm guessing is he and you said

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he still owns it.

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Is he still daily operations with the gym

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or he's strictly the owner?

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He's the owner and he has office manager

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who does it.

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Yeah.

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Yeah.

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This is great, man.

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I mean, you, I mean,

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sounds like a good spot just from what

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I'm hearing.

00:08:15.642 --> 00:08:16.863
It's a great setup, man.

00:08:16.903 --> 00:08:18.305
I can't, you know, it's a,

00:08:18.384 --> 00:08:19.346
it's established.

00:08:19.745 --> 00:08:20.927
We got good patients.

00:08:21.848 --> 00:08:22.028
You know,

00:08:22.048 --> 00:08:23.209
I've been there for ten years now,

00:08:23.250 --> 00:08:24.971
so I'm well established with the company

00:08:25.011 --> 00:08:25.812
and the community.

00:08:26.211 --> 00:08:27.473
Everybody knows me out here.

00:08:27.673 --> 00:08:28.514
I live out here.

00:08:29.956 --> 00:08:30.997
So, yeah, it's a great setup.

00:08:31.177 --> 00:08:32.057
Can't complain.

00:08:32.077 --> 00:08:32.197
Yeah.

00:08:33.014 --> 00:08:33.554
Good for you.

00:08:33.654 --> 00:08:33.855
You know,

00:08:33.875 --> 00:08:34.596
I talked to a lot of people who

00:08:34.615 --> 00:08:36.697
started their own business and even the

00:08:36.777 --> 00:08:38.557
former owner and all the things, you know,

00:08:38.596 --> 00:08:41.298
the stuff that you have to do to

00:08:41.317 --> 00:08:41.658
start.

00:08:41.678 --> 00:08:42.938
I'm like, well, it's already here.

00:08:43.259 --> 00:08:44.740
I mean, yeah, yeah, yeah.

00:08:44.820 --> 00:08:45.419
I mean,

00:08:45.480 --> 00:08:46.841
I'm not going to simplify this and say,

00:08:46.961 --> 00:08:48.041
oh man, works could out for you,

00:08:48.061 --> 00:08:48.500
be fine.

00:08:48.541 --> 00:08:52.503
But like you're buying the boulder that's,

00:08:52.962 --> 00:08:54.484
you've already overcome inertia, right?

00:08:55.464 --> 00:08:56.985
You don't need to prove this concept.

00:08:57.345 --> 00:08:58.945
And that's not to say that now that

00:08:59.004 --> 00:09:00.105
you're driving this bus,

00:09:00.125 --> 00:09:01.725
the stuff that maybe you didn't see,

00:09:03.225 --> 00:09:04.346
now you're the guy.

00:09:05.025 --> 00:09:05.687
Pipe burst.

00:09:06.147 --> 00:09:07.687
You can't say, hey, boss, fix this.

00:09:07.726 --> 00:09:09.226
It's like, hey, I'm, oh, shoot.

00:09:09.246 --> 00:09:09.788
There's nothing.

00:09:10.008 --> 00:09:11.288
There's no one else is going to fix

00:09:11.307 --> 00:09:12.048
it except for me.

00:09:12.648 --> 00:09:13.567
Talk to me about this.

00:09:13.989 --> 00:09:16.229
You said you mentioned it to him.

00:09:16.389 --> 00:09:17.469
I know I've got a lot to prove,

00:09:17.489 --> 00:09:18.629
but is there a chance I could ever

00:09:18.669 --> 00:09:19.049
do that?

00:09:19.190 --> 00:09:20.070
Then you did the thing.

00:09:20.090 --> 00:09:21.389
You proved it for a decade,

00:09:21.409 --> 00:09:22.370
which is no small feat.

00:09:22.730 --> 00:09:23.770
So congrats to you there.

00:09:24.758 --> 00:09:27.198
When did these discussions start?

00:09:27.958 --> 00:09:29.940
How long ago ballpark it for me?

00:09:30.340 --> 00:09:32.640
And then what happened between those

00:09:32.681 --> 00:09:33.260
discussions?

00:09:33.301 --> 00:09:34.282
Like, Hey, what, what,

00:09:34.322 --> 00:09:35.841
what's the name of the owner?

00:09:35.861 --> 00:09:37.163
Just the first name or the former.

00:09:37.182 --> 00:09:40.384
Well, Joel, Joel, Joel, and you're like,

00:09:40.403 --> 00:09:41.644
we're going to do this ballpark.

00:09:41.664 --> 00:09:42.825
How long ago was that?

00:09:42.884 --> 00:09:44.546
And once that was like, we're doing this,

00:09:45.265 --> 00:09:46.226
what was the transition?

00:09:46.267 --> 00:09:46.506
Like,

00:09:46.606 --> 00:09:47.866
did she start to like teach you and

00:09:48.067 --> 00:09:49.368
sort of pull back the curtain a little

00:09:49.408 --> 00:09:49.587
bit?

00:09:50.087 --> 00:09:50.989
Hopefully not all at once.

00:09:51.009 --> 00:09:51.649
Cause that's too much,

00:09:51.708 --> 00:09:53.168
but to make sure that you hit the

00:09:53.188 --> 00:09:54.409
ground beyond running.

00:09:54.934 --> 00:09:55.375
Yeah.

00:09:55.596 --> 00:09:56.475
Well, so, you know,

00:09:56.495 --> 00:09:58.177
the initial conversation obviously started

00:09:58.217 --> 00:09:59.097
when I got hired.

00:09:59.378 --> 00:09:59.979
Sure.

00:10:00.058 --> 00:10:00.740
That was my plan.

00:10:00.759 --> 00:10:02.280
Yeah, but that's a dream.

00:10:02.441 --> 00:10:03.181
That's a dream.

00:10:03.422 --> 00:10:06.043
It's becoming real, you know, three, six,

00:10:06.083 --> 00:10:07.264
twelve months ago, I'm guessing.

00:10:07.284 --> 00:10:07.485
Yeah.

00:10:07.945 --> 00:10:08.605
So I did.

00:10:08.625 --> 00:10:09.385
I was like, you know what?

00:10:09.466 --> 00:10:10.106
I'm not going to do anything.

00:10:10.187 --> 00:10:11.268
I'm just going to put my head down

00:10:11.288 --> 00:10:12.869
and be a hard worker for like five

00:10:12.889 --> 00:10:13.249
years.

00:10:13.528 --> 00:10:14.029
You know,

00:10:14.090 --> 00:10:15.390
I'm not going to talk about it.

00:10:15.451 --> 00:10:16.971
I'm just going to work hard and establish

00:10:17.131 --> 00:10:17.532
myself.

00:10:18.092 --> 00:10:19.153
And then after five years,

00:10:19.193 --> 00:10:20.715
it was just starting to get a little

00:10:20.754 --> 00:10:22.456
conversations going about, hey, you know,

00:10:22.475 --> 00:10:23.876
remember that conversation we had when I

00:10:23.917 --> 00:10:24.258
started?

00:10:24.857 --> 00:10:26.239
you know let's i kind of want to

00:10:26.259 --> 00:10:27.779
revisit that a little bit and so we

00:10:27.799 --> 00:10:29.541
just started gotten the ball rolling and

00:10:29.581 --> 00:10:32.003
then in the last year though uh is

00:10:32.023 --> 00:10:33.803
when it really started to pick up steam

00:10:33.823 --> 00:10:35.065
you know i'm at i'm at a certain

00:10:35.164 --> 00:10:37.807
age i'm forty five um so i have

00:10:37.826 --> 00:10:40.227
plenty of time left but not a ton

00:10:40.268 --> 00:10:41.889
of time if i wanted to get like

00:10:42.350 --> 00:10:44.331
a clinic going established kind of make

00:10:44.350 --> 00:10:45.572
the changes i wanted to do

00:10:46.432 --> 00:10:47.572
uh you know work in it for a

00:10:47.633 --> 00:10:50.073
while and then and start to find that

00:10:50.114 --> 00:10:51.855
next person you know down the road i

00:10:51.894 --> 00:10:53.154
wanted to have a lot of time to

00:10:53.195 --> 00:10:54.735
do this and i was starting to see

00:10:55.316 --> 00:10:57.216
if it didn't happen the next five years

00:10:57.256 --> 00:10:59.538
by the time i'm fifty yeah yeah i'm

00:10:59.577 --> 00:11:01.558
like oh man my return on investment

00:11:01.578 --> 00:11:03.419
starting to like go down and so i

00:11:03.440 --> 00:11:04.980
was like i was really feeling this is

00:11:05.020 --> 00:11:05.500
my time

00:11:06.485 --> 00:11:08.365
So I kind of, I honestly,

00:11:08.405 --> 00:11:09.346
I kind of pushed it a little bit.

00:11:09.366 --> 00:11:11.788
I was like, hey, man,

00:11:11.869 --> 00:11:12.909
if you want me to do this,

00:11:13.049 --> 00:11:13.710
I got it.

00:11:13.769 --> 00:11:15.451
It needs to happen pretty quick.

00:11:15.892 --> 00:11:20.034
Sounds like you were listening to sort of

00:11:20.075 --> 00:11:20.955
Marcus Limonis.

00:11:21.034 --> 00:11:22.416
Do you know Marcus Limonis from the?

00:11:22.515 --> 00:11:23.456
I don't know.

00:11:23.496 --> 00:11:23.797
Great.

00:11:24.557 --> 00:11:25.378
You got to know your numbers.

00:11:26.339 --> 00:11:27.379
So you were like sort of doing the

00:11:27.419 --> 00:11:27.679
math,

00:11:27.720 --> 00:11:29.301
maybe roughly on the practice numbers,

00:11:29.400 --> 00:11:30.162
maybe even your head.

00:11:30.182 --> 00:11:31.962
Maybe you were able to see some of

00:11:31.982 --> 00:11:32.342
the numbers,

00:11:32.582 --> 00:11:33.764
but you were also doing your personal

00:11:33.803 --> 00:11:36.025
numbers, which is who am I now?

00:11:37.489 --> 00:11:38.551
What do I want a year from now?

00:11:38.591 --> 00:11:39.392
What do I want three?

00:11:39.432 --> 00:11:40.273
What do I want ten?

00:11:40.975 --> 00:11:41.975
And if I wait too long,

00:11:41.995 --> 00:11:44.659
that ROI is not ROI-ing, right?

00:11:45.061 --> 00:11:45.662
On multiple,

00:11:45.701 --> 00:11:47.664
like ROI return on investment,

00:11:47.684 --> 00:11:49.528
but also like ROI return on impact, right?

00:11:50.037 --> 00:11:51.999
exactly and that is like that's why i'm

00:11:52.019 --> 00:11:53.659
like sort of pausing here and being like

00:11:54.279 --> 00:11:56.481
see what he did like he was doing

00:11:56.522 --> 00:11:58.523
an internal assessment like what do i want

00:11:59.104 --> 00:12:00.365
if like do i need to leave to

00:12:00.384 --> 00:12:02.206
get it somewhere else or can i push

00:12:02.265 --> 00:12:03.447
in a good way and bring it up

00:12:03.506 --> 00:12:06.168
and yeah cause that conversation to happen

00:12:06.208 --> 00:12:08.291
sooner than it might have happened

00:12:08.451 --> 00:12:11.072
naturally and that's a good thing so when

00:12:11.092 --> 00:12:12.293
you push and said hey can we make

00:12:12.313 --> 00:12:14.716
this happen how what happened next how was

00:12:14.755 --> 00:12:16.096
it received and then what happened next

00:12:16.894 --> 00:12:17.114
Yeah.

00:12:17.173 --> 00:12:17.855
I mean, you know,

00:12:18.014 --> 00:12:19.975
I think it was a little earlier than

00:12:20.035 --> 00:12:21.216
he kind of anticipated,

00:12:21.437 --> 00:12:22.758
but I kind of just laid it out.

00:12:22.778 --> 00:12:24.679
I was like, Hey, again, for me, it's,

00:12:24.779 --> 00:12:25.639
this is how it is.

00:12:26.140 --> 00:12:27.240
And I, you know, and I,

00:12:27.481 --> 00:12:29.143
I think I had a lot of, um,

00:12:29.822 --> 00:12:30.504
what's the word I'm looking for?

00:12:30.524 --> 00:12:32.004
I had a lot of ammo because I've

00:12:32.284 --> 00:12:33.985
been there for so long at that point,

00:12:34.025 --> 00:12:35.527
you know, I've been real established.

00:12:35.607 --> 00:12:36.687
Everybody knows me.

00:12:37.168 --> 00:12:39.610
Like I was like the guy, you know,

00:12:39.649 --> 00:12:40.630
and it's going to be really hard to

00:12:40.650 --> 00:12:42.312
try to find someone else in a small

00:12:42.331 --> 00:12:44.014
community that has that already has that

00:12:44.053 --> 00:12:45.114
investment put in.

00:12:45.575 --> 00:12:45.914
Stop.

00:12:47.099 --> 00:12:49.479
In a good way, in a non-sneaky way,

00:12:49.519 --> 00:12:50.899
you said, hey, listen,

00:12:51.080 --> 00:12:52.379
I'm being very clear.

00:12:52.580 --> 00:12:53.519
If this isn't right,

00:12:53.600 --> 00:12:55.179
then I might start to look somewhere else

00:12:55.200 --> 00:12:55.801
or I don't know.

00:12:56.681 --> 00:12:58.041
But then if it isn't me,

00:12:59.120 --> 00:13:00.181
do your own timing.

00:13:00.260 --> 00:13:01.022
Who would it be?

00:13:01.282 --> 00:13:02.981
Now you've got to search for a person

00:13:03.001 --> 00:13:05.481
to take it over and buy it.

00:13:05.522 --> 00:13:06.403
That's hard.

00:13:06.503 --> 00:13:07.082
That's simple.

00:13:07.102 --> 00:13:08.163
That's not easy.

00:13:08.682 --> 00:13:10.982
So that's good communication in there and

00:13:11.462 --> 00:13:13.004
made that person think, yeah,

00:13:13.024 --> 00:13:13.943
he's got a point.

00:13:13.984 --> 00:13:14.543
Yeah.

00:13:14.976 --> 00:13:16.116
And we know how it sort of progressed

00:13:16.158 --> 00:13:17.378
because then those conversations

00:13:17.418 --> 00:13:18.477
continued.

00:13:18.518 --> 00:13:19.219
Yep.

00:13:19.499 --> 00:13:20.698
So yeah, he thought about it a while.

00:13:20.719 --> 00:13:22.500
He was like, yeah, you know,

00:13:22.519 --> 00:13:23.100
he was down.

00:13:23.681 --> 00:13:25.841
And so then we, you know,

00:13:25.861 --> 00:13:27.381
we just got the paperwork in order and

00:13:27.402 --> 00:13:27.942
we did it.

00:13:28.042 --> 00:13:29.783
And then, yeah, you know,

00:13:29.822 --> 00:13:31.984
he showed me the basic day-to-day stuff,

00:13:32.283 --> 00:13:33.585
you know, just kind of get it going.

00:13:34.184 --> 00:13:35.164
Over what time periods?

00:13:35.184 --> 00:13:36.966
Because it sounds, I mean, it's phase one,

00:13:37.105 --> 00:13:38.147
one-oh-one now, right?

00:13:38.206 --> 00:13:40.408
In between there and January first.

00:13:41.268 --> 00:13:42.168
What was the time period?

00:13:42.248 --> 00:13:43.589
How long did he start to show you?

00:13:44.875 --> 00:13:46.535
So, yeah, I bought the company,

00:13:46.576 --> 00:13:47.657
I think we started in May,

00:13:47.856 --> 00:13:48.998
May of twenty twenty five.

00:13:49.518 --> 00:13:51.119
So it's only been seven months,

00:13:51.220 --> 00:13:51.700
it's almost.

00:13:53.260 --> 00:13:54.221
And so, yeah, so over the course,

00:13:54.241 --> 00:13:54.822
you know, again,

00:13:55.001 --> 00:13:56.082
it was it was going fine.

00:13:56.102 --> 00:13:57.823
It was humming along to this kind of

00:13:57.844 --> 00:14:00.086
showing me the day to day, you know,

00:14:00.125 --> 00:14:02.807
like, you know, checks coming in,

00:14:02.868 --> 00:14:04.428
you know, this and that, you know,

00:14:04.469 --> 00:14:05.429
here's the QuickBooks.

00:14:05.470 --> 00:14:06.890
And we have an office manager that I've

00:14:06.910 --> 00:14:08.192
already kind of been working with,

00:14:09.011 --> 00:14:10.712
kind of help walking me through that kind

00:14:10.753 --> 00:14:11.293
of thing.

00:14:13.470 --> 00:14:15.571
And then I just kind of started keeping

00:14:15.610 --> 00:14:17.510
it humming and I started asking questions.

00:14:17.530 --> 00:14:18.991
And that's when I started also looking at

00:14:20.211 --> 00:14:21.993
some coaching and some other things.

00:14:22.013 --> 00:14:23.753
Because I knew before that,

00:14:23.893 --> 00:14:25.073
even before I bought the company,

00:14:25.134 --> 00:14:26.254
I knew that this is what I wanted

00:14:26.293 --> 00:14:26.634
to do.

00:14:26.933 --> 00:14:27.153
Yes.

00:14:27.293 --> 00:14:29.815
I wanted to transition it to this new

00:14:29.855 --> 00:14:30.315
model.

00:14:31.216 --> 00:14:31.416
All right.

00:14:31.696 --> 00:14:32.475
We'll get to what that is.

00:14:32.576 --> 00:14:33.735
Don't give it away yet, but keep going.

00:14:33.775 --> 00:14:34.057
Yeah.

00:14:34.417 --> 00:14:35.437
So I was like,

00:14:35.777 --> 00:14:37.658
so I was giving a quick tutorial on

00:14:37.738 --> 00:14:38.217
a day to day.

00:14:39.235 --> 00:14:40.876
And if it ain't broke, don't fix it.

00:14:40.917 --> 00:14:41.076
Right.

00:14:41.096 --> 00:14:42.317
So it was working pretty good.

00:14:42.337 --> 00:14:42.557
I'm like,

00:14:42.599 --> 00:14:43.799
I'm not going to change anything right

00:14:43.840 --> 00:14:44.139
now.

00:14:45.120 --> 00:14:45.981
Now I need to learn.

00:14:46.763 --> 00:14:47.844
And that was my next step.

00:14:47.864 --> 00:14:49.044
So I need to figure out the day

00:14:49.065 --> 00:14:49.365
to day.

00:14:49.404 --> 00:14:50.405
So we keep this going.

00:14:52.120 --> 00:14:52.980
And then now I need to learn and

00:14:53.000 --> 00:14:55.682
just absorb and figure out what the next

00:14:55.702 --> 00:14:56.543
step looks like.

00:14:56.703 --> 00:14:56.884
Yeah.

00:14:57.043 --> 00:14:58.445
Ask questions and say, well,

00:14:58.504 --> 00:14:59.586
I see that we're doing this,

00:14:59.625 --> 00:15:00.546
but why do we do that?

00:15:00.785 --> 00:15:00.927
Oh,

00:15:00.986 --> 00:15:02.447
we do that because if you don't put

00:15:02.467 --> 00:15:04.889
that money away, you get whacked with tax.

00:15:04.908 --> 00:15:06.951
You know, your tax is coming, anything,

00:15:07.010 --> 00:15:07.691
all the little stuff.

00:15:08.071 --> 00:15:09.753
You know, why am I doing this?

00:15:10.033 --> 00:15:10.633
Got it.

00:15:10.653 --> 00:15:11.533
Okay, good.

00:15:11.953 --> 00:15:14.095
So you can make decisions a year,

00:15:14.416 --> 00:15:15.756
three years from now based on

00:15:16.417 --> 00:15:18.357
does that still apply not just this is

00:15:18.378 --> 00:15:19.817
what we've always done it why have we

00:15:19.837 --> 00:15:21.119
always done it that way well the world

00:15:21.158 --> 00:15:23.379
changed so we shouldn't do it this way

00:15:23.440 --> 00:15:26.100
now yeah like it and that's another thing

00:15:26.120 --> 00:15:27.701
too a lot of it was just uh

00:15:27.760 --> 00:15:30.121
maybe making things more efficient again

00:15:30.162 --> 00:15:31.842
he'd been doing it for you know twenty

00:15:31.863 --> 00:15:33.683
years this way and it was working but

00:15:33.744 --> 00:15:34.923
i i kind of realized i was like

00:15:34.943 --> 00:15:36.024
hey man there's some things we can do

00:15:36.085 --> 00:15:36.404
here to

00:15:37.369 --> 00:15:39.549
Just even clean up what's going on.

00:15:41.130 --> 00:15:42.772
Yeah, let's make more of our deposits,

00:15:42.971 --> 00:15:44.412
more of our payments, ACHs,

00:15:44.451 --> 00:15:45.793
instead of checks coming in the mail to

00:15:45.832 --> 00:15:48.634
us all the time.

00:15:48.953 --> 00:15:51.655
Our supplies that you go to Costco every

00:15:51.755 --> 00:15:52.375
once in a while for,

00:15:52.395 --> 00:15:54.697
let's just do a subscription on Amazon or

00:15:54.756 --> 00:15:55.376
something like that.

00:15:55.397 --> 00:15:57.097
So a lot of those were just little

00:15:57.158 --> 00:15:58.099
cleaning the house,

00:15:58.119 --> 00:15:59.339
kind of making things a little more

00:15:59.359 --> 00:16:00.620
efficient, a little more clean.

00:16:01.567 --> 00:16:02.908
you know, updating some paperwork,

00:16:02.947 --> 00:16:03.707
stuff like that.

00:16:04.369 --> 00:16:05.570
But those are just things that were,

00:16:06.269 --> 00:16:06.570
you know,

00:16:06.711 --> 00:16:08.292
it was just more of just general business

00:16:08.312 --> 00:16:09.873
things that you need to update every once

00:16:09.932 --> 00:16:10.293
in a while.

00:16:10.538 --> 00:16:10.817
All right.

00:16:10.857 --> 00:16:12.679
So now I feel like I feel like

00:16:12.700 --> 00:16:13.821
we've arrived at now,

00:16:14.360 --> 00:16:16.423
almost driving your Yeah.

00:16:16.503 --> 00:16:18.465
And so now you're running the place said

00:16:18.544 --> 00:16:20.206
May, which is, you know, six months,

00:16:20.226 --> 00:16:21.067
seven months ago.

00:16:21.908 --> 00:16:22.688
Um,

00:16:22.729 --> 00:16:23.649
but now we'll start talking about the

00:16:23.710 --> 00:16:24.149
future.

00:16:24.409 --> 00:16:24.811
You said,

00:16:25.350 --> 00:16:26.873
I've been looking at some things,

00:16:26.893 --> 00:16:27.933
want to make some changes.

00:16:28.413 --> 00:16:30.456
Sometimes previous clinic owners don't

00:16:30.475 --> 00:16:31.397
make changes, because they're like,

00:16:31.417 --> 00:16:33.278
Listen, I know where I'm going.

00:16:33.958 --> 00:16:34.720
It ain't worth me.

00:16:35.734 --> 00:16:37.274
tearing apart the deck to put a new

00:16:37.313 --> 00:16:37.995
deck on the house.

00:16:38.034 --> 00:16:39.394
If I'm thinking of selling in two years,

00:16:39.414 --> 00:16:40.235
I'm not going to get any,

00:16:40.575 --> 00:16:41.895
I'm not going to get the ROI return

00:16:41.936 --> 00:16:43.076
on impact out of that to play with

00:16:43.096 --> 00:16:43.916
the deck or whatever.

00:16:44.275 --> 00:16:45.096
Same for the clinic.

00:16:45.317 --> 00:16:46.517
So now here you are.

00:16:47.557 --> 00:16:50.878
So what, what changes are you making?

00:16:50.937 --> 00:16:52.418
What are the big two or three things

00:16:52.437 --> 00:16:52.979
that you're like, Hey,

00:16:52.999 --> 00:16:54.918
I've been here for ten years, elbows deep.

00:16:55.339 --> 00:16:56.538
I've always wanted to do it.

00:16:56.659 --> 00:16:57.779
Now I'm holding the wheel.

00:16:57.879 --> 00:16:59.240
So what, what's, what's the,

00:16:59.419 --> 00:17:01.020
what's the two or three big levers you're

00:17:01.041 --> 00:17:02.120
going to pull for phase one?

00:17:02.721 --> 00:17:03.042
Yeah.

00:17:03.101 --> 00:17:03.923
So, I mean,

00:17:03.962 --> 00:17:06.566
our biggest lever is offering cash pay

00:17:06.605 --> 00:17:07.166
services.

00:17:08.428 --> 00:17:09.548
Yeah, that's the big one.

00:17:09.868 --> 00:17:12.471
And not only cash pay physical therapy,

00:17:13.153 --> 00:17:15.234
but we're going to be doing a cash

00:17:15.275 --> 00:17:18.678
pay stretch, kind of stretch lab thing.

00:17:18.817 --> 00:17:19.999
So that's the big one.

00:17:21.200 --> 00:17:22.840
a couple other things we're cleaning up

00:17:22.881 --> 00:17:24.902
how we schedule you know we're gonna be

00:17:24.922 --> 00:17:26.883
a little more efficient in our scheduling

00:17:27.564 --> 00:17:29.805
uh you know and how we see patients

00:17:30.265 --> 00:17:32.246
and then uh the third thing was the

00:17:32.286 --> 00:17:34.646
insurance issue you know looking at our

00:17:34.686 --> 00:17:36.648
insurances what insurances are we just

00:17:36.788 --> 00:17:38.930
that are just killing us um what can

00:17:38.950 --> 00:17:40.029
we do to kind of clean that up

00:17:40.049 --> 00:17:41.111
a little bit um

00:17:41.932 --> 00:17:43.932
and make it more, again, more efficient.

00:17:43.952 --> 00:17:45.493
But the number one above all is just

00:17:45.513 --> 00:17:45.973
the cash bay.

00:17:45.993 --> 00:17:47.174
That's our huge one.

00:17:47.295 --> 00:17:48.596
How did you know, though?

00:17:48.736 --> 00:17:50.797
I mean, this isn't me, like, grilling you,

00:17:50.836 --> 00:17:53.137
but, like, how did you know, like,

00:17:53.557 --> 00:17:56.740
how are you judging that the market wants

00:17:56.799 --> 00:17:57.461
it, needs it,

00:17:57.540 --> 00:17:58.840
and will follow through with it?

00:17:58.861 --> 00:18:00.301
People ask, like, how did you get there?

00:18:01.643 --> 00:18:03.104
A lot of it was through research,

00:18:03.163 --> 00:18:04.964
you know, just, like, you know,

00:18:05.045 --> 00:18:06.806
finding you and other people on LinkedIn.

00:18:07.006 --> 00:18:07.286
And, I mean,

00:18:07.326 --> 00:18:08.807
I look at PT stuff all the time.

00:18:09.403 --> 00:18:10.564
I kind of hear what's out there.

00:18:10.743 --> 00:18:13.684
And then one of our employees now used

00:18:13.724 --> 00:18:15.846
to work at a clinic in a town

00:18:15.865 --> 00:18:19.686
about an hour away who the clinic owner

00:18:20.067 --> 00:18:23.468
had started cash paid services and is now

00:18:23.607 --> 00:18:25.048
very successful at it.

00:18:25.448 --> 00:18:26.407
So I was kind of getting an ear

00:18:26.428 --> 00:18:27.769
from him and I contacted that guy.

00:18:27.788 --> 00:18:28.669
And that's actually the guy I've been

00:18:28.689 --> 00:18:29.769
getting a lot of coaching with.

00:18:30.249 --> 00:18:31.930
It's this guy who's very successful on his

00:18:32.089 --> 00:18:32.230
own.

00:18:33.196 --> 00:18:35.058
And so it's just kind of been in

00:18:35.098 --> 00:18:38.602
my wheelhouse for a couple of years,

00:18:38.682 --> 00:18:40.542
knowing that's kind of the big thing we

00:18:40.583 --> 00:18:41.304
want to work on.

00:18:41.983 --> 00:18:44.165
I'm not going solely cash pay, obviously,

00:18:44.626 --> 00:18:45.968
but having that part of the mix.

00:18:45.988 --> 00:18:46.607
It's an option.

00:18:47.009 --> 00:18:49.049
It's an option, right?

00:18:49.109 --> 00:18:49.309
It is.

00:18:49.329 --> 00:18:50.852
Dude, if that happens, that'd be awesome.

00:18:51.011 --> 00:18:53.253
But I also want to, you know,

00:18:53.374 --> 00:18:55.556
our demographic here is really weird.

00:18:55.576 --> 00:18:56.936
We live near on a lake.

00:18:57.057 --> 00:18:58.458
And so we have people who are like

00:18:58.577 --> 00:18:59.318
super rich.

00:18:59.699 --> 00:19:01.838
you know have a lot of affluence a

00:19:01.878 --> 00:19:03.000
lot of money but we also are out

00:19:03.019 --> 00:19:05.339
in the country where we have people who

00:19:05.460 --> 00:19:07.140
who don't and so i want to that's

00:19:07.201 --> 00:19:08.361
a big part of it too is being

00:19:08.381 --> 00:19:09.881
able to have the you know feed both

00:19:09.901 --> 00:19:11.921
of those people i call them just doors

00:19:12.000 --> 00:19:13.342
right and this is where you get like

00:19:13.382 --> 00:19:14.981
tactical with like if i go to your

00:19:15.001 --> 00:19:16.862
website right now and i can't see the

00:19:16.922 --> 00:19:19.403
two doors and know which one i'm i

00:19:19.762 --> 00:19:22.523
that fits me to walk through confused

00:19:22.564 --> 00:19:24.723
people don't yeah they don't

00:19:25.066 --> 00:19:26.107
They don't go any further.

00:19:26.127 --> 00:19:27.269
You just spend a bunch of money to

00:19:27.288 --> 00:19:28.310
get them to your website or to know

00:19:28.351 --> 00:19:28.711
about you.

00:19:29.132 --> 00:19:30.894
And then you get them there either at

00:19:30.913 --> 00:19:33.076
your clinic, physically on your website,

00:19:33.157 --> 00:19:34.199
your socials, anywhere.

00:19:34.219 --> 00:19:35.361
They're going to look and they're going,

00:19:36.201 --> 00:19:37.423
they're not saying it consciously

00:19:37.983 --> 00:19:38.585
subconsciously.

00:19:38.885 --> 00:19:39.326
Is this for me?

00:19:40.265 --> 00:19:41.605
there a door do i know how to

00:19:42.026 --> 00:19:43.907
is it one click away where i can

00:19:43.968 --> 00:19:45.769
see where i can become on this and

00:19:45.788 --> 00:19:47.750
if the answer is no the answer is

00:19:47.790 --> 00:19:49.352
not spend more or do more marketing the

00:19:49.412 --> 00:19:51.374
answer is clean up the user experience and

00:19:51.493 --> 00:19:53.674
understand your brand to do that sounds

00:19:53.734 --> 00:19:55.477
like you are a few steps ahead so

00:19:55.497 --> 00:19:56.718
you're doing that but i wanted to pause

00:19:56.738 --> 00:19:59.160
and make sure see what matt's doing he

00:19:59.220 --> 00:20:01.401
understands you're talking about

00:20:01.461 --> 00:20:03.682
demographics but you said demographics

00:20:04.042 --> 00:20:05.604
you're talking about psychographics too

00:20:06.305 --> 00:20:07.766
They're in the lake, they're rural,

00:20:07.826 --> 00:20:08.866
they're probably active.

00:20:09.146 --> 00:20:10.608
So if they have the money and they

00:20:10.628 --> 00:20:12.309
want to keep water skiing or hiking,

00:20:12.750 --> 00:20:14.392
there's the door that you can come

00:20:14.451 --> 00:20:14.692
through.

00:20:14.852 --> 00:20:15.613
By the way, when I say the door,

00:20:15.633 --> 00:20:16.413
I don't mean out, I mean in.

00:20:17.513 --> 00:20:18.954
Or, hey, listen, you're rural.

00:20:19.415 --> 00:20:20.676
I can't afford that.

00:20:21.096 --> 00:20:21.678
There's a door.

00:20:22.498 --> 00:20:23.659
Let me open it and pull it open

00:20:23.679 --> 00:20:24.599
and hold it for you.

00:20:24.619 --> 00:20:25.160
That's great.

00:20:25.520 --> 00:20:25.820
All right,

00:20:26.240 --> 00:20:29.364
so just opening that or creating,

00:20:29.423 --> 00:20:31.986
knocking a hole in the sheetrock and the

00:20:32.026 --> 00:20:33.606
studs and making a new door for cash

00:20:33.646 --> 00:20:33.827
pay,

00:20:34.607 --> 00:20:37.952
like chef's kiss uh what else now you

00:20:37.972 --> 00:20:39.054
get to you get to sort of come

00:20:39.094 --> 00:20:40.415
in and put your fingerprints on everything

00:20:40.455 --> 00:20:41.436
what else are you going to change what

00:20:41.457 --> 00:20:42.238
else are you going to amplify

00:20:43.023 --> 00:20:45.785
yeah oh man i mean so i was

00:20:45.825 --> 00:20:47.184
actually talking to my office manager this

00:20:47.244 --> 00:20:48.925
morning the hard part is sometimes there's

00:20:49.046 --> 00:20:51.746
so many ideas coming at me yes and

00:20:51.786 --> 00:20:53.426
i'm like dude i can't do them all

00:20:53.446 --> 00:20:56.907
at once don't yeah great perfect yeah

00:20:57.188 --> 00:20:58.627
because then it's just like you don't know

00:20:58.728 --> 00:21:00.528
i mean so part of what i my

00:21:00.568 --> 00:21:02.429
thought process here like okay matt chill

00:21:02.509 --> 00:21:04.410
out a little bit let's let's do the

00:21:04.450 --> 00:21:06.890
big things first we'll see how it goes

00:21:06.910 --> 00:21:09.191
we'll refine and then add

00:21:10.290 --> 00:21:10.892
Because right now,

00:21:10.912 --> 00:21:12.451
I just want to grab this.

00:21:12.471 --> 00:21:13.313
We're going to grab that.

00:21:13.333 --> 00:21:14.792
But there's a lot of, you know,

00:21:14.813 --> 00:21:15.292
a lot of,

00:21:15.313 --> 00:21:16.814
we have a lot of ideas as far

00:21:16.854 --> 00:21:19.035
as, you know, using the gym and offering.

00:21:19.755 --> 00:21:21.596
Not really for people who, you know,

00:21:21.615 --> 00:21:23.896
the people who join a gym are motivated

00:21:23.916 --> 00:21:24.978
people, right?

00:21:24.998 --> 00:21:25.897
They want to, they go.

00:21:26.509 --> 00:21:27.530
But there's a lot of people,

00:21:27.912 --> 00:21:29.034
especially in PT clinics,

00:21:29.054 --> 00:21:32.598
who they desire doing something like that,

00:21:32.638 --> 00:21:34.221
but they are just not ready.

00:21:34.260 --> 00:21:36.865
They're intimidated or whatever it may be.

00:21:37.125 --> 00:21:39.188
They're confused and confused people

00:21:39.228 --> 00:21:39.548
don't.

00:21:40.050 --> 00:21:40.290
Yeah.

00:21:40.371 --> 00:21:41.692
And so that's another thing I'm looking at

00:21:41.731 --> 00:21:44.113
is offering a bridge, you know, that,

00:21:44.133 --> 00:21:45.233
you know, so that you can,

00:21:45.253 --> 00:21:46.233
you're done with therapy.

00:21:46.934 --> 00:21:47.974
You want to do that.

00:21:48.035 --> 00:21:49.997
You don't know how you're not sure you're

00:21:50.136 --> 00:21:50.797
uncomfortable.

00:21:51.037 --> 00:21:53.498
We can provide a bridge, um,

00:21:53.557 --> 00:21:54.699
where that is, you know,

00:21:54.719 --> 00:21:56.140
you're still under the guise of physical

00:21:56.180 --> 00:21:59.422
therapy and we're helping you run through,

00:21:59.761 --> 00:22:00.221
you know,

00:22:00.261 --> 00:22:02.002
maybe you were here for your shoulder.

00:22:02.022 --> 00:22:03.023
So we're still going to focus on your

00:22:03.044 --> 00:22:03.384
shoulder.

00:22:04.010 --> 00:22:04.771
Around the gym,

00:22:04.811 --> 00:22:05.814
creating a program for you,

00:22:05.894 --> 00:22:07.076
really working on your shoulder,

00:22:07.096 --> 00:22:08.278
but you're in the gym space.

00:22:08.818 --> 00:22:10.781
So you're getting used and comfortable to

00:22:10.821 --> 00:22:11.563
that for that.

00:22:12.044 --> 00:22:12.944
And then, you know,

00:22:13.005 --> 00:22:14.247
now your shoulder is real good.

00:22:14.287 --> 00:22:15.429
You've been doing it a couple of months.

00:22:15.509 --> 00:22:16.971
Now they're more ready to like, yeah,

00:22:16.990 --> 00:22:18.093
I am ready to do the gym and

00:22:18.113 --> 00:22:19.154
do the whole body thing.

00:22:19.275 --> 00:22:21.155
or whatever so part of it is looking

00:22:21.195 --> 00:22:23.316
into programs like that being a bridge

00:22:23.496 --> 00:22:27.137
from you're done with the hardcore pt but

00:22:27.157 --> 00:22:29.739
you're not quite ready for the normal gym

00:22:29.778 --> 00:22:32.138
stuff yet and maybe you know you're not

00:22:32.480 --> 00:22:34.079
your shoulder or whatever it is isn't

00:22:34.140 --> 00:22:35.760
quite where it needs to be yet here's

00:22:35.800 --> 00:22:37.840
a way to fine tune and get ready

00:22:37.881 --> 00:22:39.821
for the next step so that's another thing

00:22:39.842 --> 00:22:41.563
we have we're kind of building toward is

00:22:41.583 --> 00:22:42.303
that bridge

00:22:42.798 --> 00:22:44.279
So here's why I like this.

00:22:44.319 --> 00:22:45.921
I'm trying to channel my inner Tony

00:22:45.941 --> 00:22:47.201
Meritato and Dave Kittle,

00:22:47.240 --> 00:22:49.082
my co-hosts for our live stream.

00:22:50.502 --> 00:22:52.963
Why wouldn't you be continuing that

00:22:52.983 --> 00:22:54.224
relationship with the gym?

00:22:54.444 --> 00:22:57.205
Of course you should and you are.

00:22:58.686 --> 00:23:00.688
You're not doing anything fancy,

00:23:00.847 --> 00:23:03.068
which is great, which is, hey,

00:23:03.469 --> 00:23:05.130
if people are here, they should go there.

00:23:06.203 --> 00:23:07.443
If they're there, we can,

00:23:07.564 --> 00:23:09.204
you're building a bridge bridges work

00:23:09.265 --> 00:23:11.066
into, they work both ways.

00:23:11.365 --> 00:23:12.066
Exactly.

00:23:12.365 --> 00:23:13.286
Exactly.

00:23:13.385 --> 00:23:13.705
And then,

00:23:14.006 --> 00:23:15.527
so what does a bridge look like?

00:23:15.626 --> 00:23:16.626
Is it a program?

00:23:17.146 --> 00:23:19.468
I, I, I knew a guy who, uh,

00:23:19.708 --> 00:23:20.428
had a gym,

00:23:20.827 --> 00:23:22.669
had the same similar setup right next to

00:23:22.689 --> 00:23:24.209
a gym with a door, like quite literally,

00:23:24.229 --> 00:23:25.089
there should be a door,

00:23:25.430 --> 00:23:28.131
not literally telegraph.

00:23:28.171 --> 00:23:29.471
There is a relationship here.

00:23:30.030 --> 00:23:31.672
Um, but there's also a divider here,

00:23:31.731 --> 00:23:31.951
right?

00:23:32.112 --> 00:23:33.571
So the door works in a couple of

00:23:33.592 --> 00:23:35.413
different metaphoric and literal ways.

00:23:35.792 --> 00:23:35.853
Um,

00:23:36.153 --> 00:23:39.434
um this this was smart and maybe you're

00:23:39.474 --> 00:23:42.496
doing this the guy said hey listen all

00:23:42.536 --> 00:23:44.896
your new gym membership people i have

00:23:44.936 --> 00:23:46.377
extensive experience as a physical

00:23:46.417 --> 00:23:47.939
therapist and also as a strength and

00:23:47.959 --> 00:23:50.720
conditioning expert right how about this

00:23:50.920 --> 00:23:52.461
every person that signs up for your gym

00:23:52.641 --> 00:23:54.981
zero cost to you i will do they

00:23:55.021 --> 00:23:56.482
sign up with me as a training session

00:23:56.803 --> 00:23:58.064
i will walk them around and show them

00:23:58.084 --> 00:23:58.844
how to safely

00:24:00.244 --> 00:24:01.346
use every piece of equipment,

00:24:01.685 --> 00:24:04.028
answer any questions, reduce anxiety.

00:24:04.508 --> 00:24:05.749
Hey, for the, for the gym owner,

00:24:05.848 --> 00:24:06.849
we're going to make sure no one breaks

00:24:06.869 --> 00:24:08.371
your, breaks your stuff.

00:24:08.391 --> 00:24:08.510
Yeah.

00:24:09.612 --> 00:24:10.932
Like I'm sure that, Oh yeah, this is,

00:24:10.991 --> 00:24:12.232
you're going to make sure no one's going

00:24:12.252 --> 00:24:12.854
to break myself.

00:24:12.973 --> 00:24:14.994
How much does this cost me?

00:24:15.035 --> 00:24:16.175
I hear Tony and Dave yelling at me,

00:24:16.236 --> 00:24:16.896
charge them something,

00:24:16.957 --> 00:24:17.997
charge them something.

00:24:18.017 --> 00:24:20.578
Maybe it could be a simple exchange of,

00:24:21.138 --> 00:24:21.420
Hey,

00:24:22.574 --> 00:24:24.035
it might not have to be monetary in

00:24:24.055 --> 00:24:25.576
terms of exchange,

00:24:25.635 --> 00:24:27.016
but that was a little sneaky,

00:24:27.056 --> 00:24:28.616
sneaky that I wanted to tell the audience

00:24:28.636 --> 00:24:29.738
where I think was brilliant.

00:24:29.778 --> 00:24:31.759
So it's, it's, but it's the same thing.

00:24:31.798 --> 00:24:33.378
It's the same minute script and it doesn't

00:24:33.419 --> 00:24:35.079
have to be math, Matt doing it.

00:24:35.099 --> 00:24:36.520
It could be anybody on your staff.

00:24:36.540 --> 00:24:37.320
Oh, I never asked this.

00:24:37.540 --> 00:24:38.602
What's your staff look like?

00:24:38.761 --> 00:24:39.561
Like, like volume,

00:24:39.582 --> 00:24:40.282
how many people you got?

00:24:41.002 --> 00:24:43.163
We have eight total staff.

00:24:43.203 --> 00:24:46.246
We have two more PTs.

00:24:47.037 --> 00:24:48.597
You and two, three PTs total.

00:24:49.317 --> 00:24:50.618
So we have an athletic trainer.

00:24:51.058 --> 00:24:51.479
Nice.

00:24:51.939 --> 00:24:52.358
Yep.

00:24:52.420 --> 00:24:53.259
And can we do a lot of stuff

00:24:53.279 --> 00:24:54.160
with the school as well?

00:24:54.420 --> 00:24:55.020
Smart man.

00:24:55.221 --> 00:24:55.661
Brilliant.

00:24:55.701 --> 00:24:57.221
Keep going.

00:24:57.241 --> 00:24:59.262
We have an aid in the back and

00:24:59.282 --> 00:25:00.702
then we have three front office.

00:25:01.463 --> 00:25:01.884
Three.

00:25:01.943 --> 00:25:02.864
You guys are beefy.

00:25:03.144 --> 00:25:04.484
Talk to me real quick about what the

00:25:04.525 --> 00:25:05.305
athletic trainer does.

00:25:05.365 --> 00:25:07.266
You said some stuff with the school.

00:25:07.886 --> 00:25:08.126
Yeah.

00:25:08.146 --> 00:25:09.227
I want you to double click on that.

00:25:09.527 --> 00:25:10.688
Make that, make that bigger.

00:25:11.259 --> 00:25:12.663
So, um, and this,

00:25:12.682 --> 00:25:14.787
this started before I came, the owner has,

00:25:14.826 --> 00:25:16.790
it's a, it's a small school,

00:25:16.851 --> 00:25:18.213
so they don't have athletic training

00:25:18.233 --> 00:25:20.037
services, right?

00:25:20.557 --> 00:25:21.480
Now you got to get it.

00:25:21.500 --> 00:25:22.461
And you're like, we'll fill it.

00:25:22.853 --> 00:25:25.413
yeah so it's all volunteer you know and

00:25:25.614 --> 00:25:27.035
uh you know go to all the football

00:25:27.055 --> 00:25:29.336
games all the basketball games and then

00:25:29.375 --> 00:25:31.376
we're there for we can't go to everything

00:25:31.457 --> 00:25:32.537
but those are the big ones we go

00:25:32.596 --> 00:25:34.357
to and then we help out with anything

00:25:34.458 --> 00:25:36.398
else and i came on board i loved

00:25:36.439 --> 00:25:38.980
high school sports i was like i actually

00:25:39.160 --> 00:25:40.780
uh wanted to be an at as well

00:25:40.840 --> 00:25:43.021
but that lifestyle i realized this isn't

00:25:43.041 --> 00:25:43.301
for me

00:25:45.242 --> 00:25:45.462
Yeah.

00:25:45.522 --> 00:25:46.542
And so, but I was like,

00:25:46.583 --> 00:25:47.183
this is perfect.

00:25:47.243 --> 00:25:48.183
I can do a little bit of it,

00:25:48.203 --> 00:25:49.364
but I'm still a therapist.

00:25:49.384 --> 00:25:50.984
So through the years,

00:25:51.025 --> 00:25:51.944
it got bigger and bigger.

00:25:51.964 --> 00:25:53.125
And it was like, man, this is,

00:25:53.425 --> 00:25:54.425
it was all volunteer.

00:25:54.865 --> 00:25:56.445
And we're like, man, this is intense.

00:25:57.086 --> 00:25:58.666
We need someone who's a little more

00:25:58.707 --> 00:25:59.166
dedicated.

00:25:59.186 --> 00:26:00.728
We have this athletic trainer who helps us

00:26:00.788 --> 00:26:01.248
out now.

00:26:02.528 --> 00:26:03.749
And he helps run a lot of those

00:26:03.808 --> 00:26:04.709
things with the school.

00:26:05.191 --> 00:26:07.751
So is there anything financial between the

00:26:07.791 --> 00:26:08.071
school?

00:26:08.092 --> 00:26:10.113
Because they're required to provide that,

00:26:10.173 --> 00:26:10.353
right?

00:26:10.393 --> 00:26:12.792
Athletic coverage in some states anyway,

00:26:12.853 --> 00:26:13.333
right?

00:26:13.354 --> 00:26:14.173
You know, I don't know.

00:26:14.394 --> 00:26:15.634
I mean,

00:26:15.673 --> 00:26:16.815
obviously a lot of the bigger schools

00:26:16.855 --> 00:26:18.115
around the area have ATs,

00:26:18.154 --> 00:26:21.115
but at our size of school and in

00:26:21.175 --> 00:26:22.036
our district,

00:26:22.336 --> 00:26:25.836
there's only one school I've ever seen

00:26:25.856 --> 00:26:27.738
that has paid athletic trainer.

00:26:28.038 --> 00:26:28.837
So how does this work?

00:26:28.958 --> 00:26:31.159
You guys send this like pro bono?

00:26:32.278 --> 00:26:32.820
Yep.

00:26:32.881 --> 00:26:34.248
And then what is sort of on the

00:26:34.288 --> 00:26:34.730
back end?

00:26:34.750 --> 00:26:35.736
We're going to make sure about that.

00:26:36.657 --> 00:26:38.338
we get yeah i mean so a lot

00:26:38.378 --> 00:26:39.460
of it is that our market a lot

00:26:39.480 --> 00:26:41.040
of it we use for marketing you know

00:26:41.260 --> 00:26:43.201
it's just those games or community events

00:26:43.221 --> 00:26:45.523
they see us out there there's that but

00:26:45.544 --> 00:26:46.804
then yeah we a lot of it is

00:26:46.824 --> 00:26:47.944
we see that we see the kids when

00:26:47.964 --> 00:26:49.746
they get hurt when they get injured their

00:26:49.786 --> 00:26:53.709
patients yeah like that you know stuff

00:26:53.749 --> 00:26:55.650
like that um and then we get to

00:26:55.690 --> 00:26:58.030
do talks you know with before parents

00:26:58.070 --> 00:27:00.232
before games talking about concussions or

00:27:00.313 --> 00:27:01.973
you know certain injuries so again that's

00:27:02.034 --> 00:27:03.294
it that's an outlet for us to be

00:27:03.314 --> 00:27:03.914
in the community

00:27:05.196 --> 00:27:06.077
Talking to parents.

00:27:06.097 --> 00:27:07.480
So we kind of view it as a

00:27:07.520 --> 00:27:08.542
marketing thing as well.

00:27:08.863 --> 00:27:10.726
Can I ask a question or two?

00:27:10.746 --> 00:27:11.708
I'm a podcast host.

00:27:11.728 --> 00:27:12.429
I'm probably going to anyway.

00:27:13.731 --> 00:27:15.775
Have you heard us talk about the combine

00:27:15.855 --> 00:27:17.137
idea that I've thrown around?

00:27:17.730 --> 00:27:20.413
no what's that so all right so right

00:27:20.452 --> 00:27:22.075
now you've got opportunity because you're

00:27:22.095 --> 00:27:24.135
going to do some talks with parents and

00:27:24.155 --> 00:27:25.557
you're on the field and maybe they give

00:27:25.576 --> 00:27:26.998
you a banner at the football game or

00:27:27.018 --> 00:27:28.839
whatever thanks to right let's say there's

00:27:28.900 --> 00:27:30.922
no financial i think there should be

00:27:30.942 --> 00:27:32.522
because you're talking about a school

00:27:32.563 --> 00:27:34.664
district with budget and if it's legally

00:27:34.765 --> 00:27:36.526
they have to provide it because of their

00:27:36.566 --> 00:27:39.028
insurance i want them i want you i

00:27:39.048 --> 00:27:40.409
mean i'm not a lawyer but i would

00:27:40.429 --> 00:27:41.329
double click on that and go

00:27:41.549 --> 00:27:43.050
looking at that yeah could we at least

00:27:43.070 --> 00:27:44.711
cover his time you know what i mean

00:27:44.751 --> 00:27:46.353
like an atc should be you know hundred

00:27:46.373 --> 00:27:48.154
bucks an hour or whatever so i would

00:27:48.174 --> 00:27:50.496
double click on that just to see but

00:27:50.656 --> 00:27:52.577
here's how to make that relationship

00:27:52.798 --> 00:27:55.140
slipperier so it's not a pipeline it's a

00:27:55.240 --> 00:27:58.061
slide so my thing i was talking about

00:27:58.102 --> 00:28:00.963
a few weeks ago was athletes love to

00:28:01.003 --> 00:28:04.787
get ranked we're dumb we're big dumb

00:28:04.846 --> 00:28:07.008
animals and i love it right yeah same

00:28:07.348 --> 00:28:09.410
what we said was so we're recording this

00:28:09.450 --> 00:28:10.550
in december right now

00:28:11.973 --> 00:28:13.954
you're already like football's over,

00:28:14.095 --> 00:28:14.375
right?

00:28:14.515 --> 00:28:15.894
Football, high school football's over.

00:28:16.295 --> 00:28:18.056
You're working towards next semester,

00:28:18.076 --> 00:28:19.695
which is basketball, or is that going on?

00:28:19.715 --> 00:28:20.816
Basketball has already started.

00:28:21.195 --> 00:28:22.196
So what I would do is I would

00:28:22.217 --> 00:28:24.576
look ahead to spring, track, tennis,

00:28:24.757 --> 00:28:27.657
baseball, volleyball, maybe for girls.

00:28:27.678 --> 00:28:29.538
It depends on the state and which indoor,

00:28:29.597 --> 00:28:30.118
outdoor, whatever.

00:28:30.919 --> 00:28:34.420
I would say take tennis, baseball, soccer,

00:28:34.660 --> 00:28:34.980
whatever.

00:28:35.720 --> 00:28:37.020
Go to your clinic and your gym.

00:28:37.500 --> 00:28:38.142
Look around.

00:28:38.182 --> 00:28:39.462
This is where you and your staff get

00:28:39.482 --> 00:28:40.202
to get creative.

00:28:40.824 --> 00:28:41.983
What are the,

00:28:42.144 --> 00:28:44.885
if you turned high school baseball into a

00:28:44.925 --> 00:28:47.788
combine, you know, two,

00:28:47.827 --> 00:28:49.869
twenty five for reps, long jump,

00:28:49.950 --> 00:28:50.450
high jump,

00:28:50.490 --> 00:28:53.271
all the things they make NFL prospects do

00:28:53.571 --> 00:28:54.692
create your own version.

00:28:54.913 --> 00:28:56.755
But maybe for each sport.

00:28:57.766 --> 00:28:58.346
Like baseball,

00:28:58.385 --> 00:28:59.487
it sort of doesn't matter if I can

00:28:59.567 --> 00:29:00.106
jump high.

00:29:00.146 --> 00:29:00.948
So take that out.

00:29:01.428 --> 00:29:02.868
But overhead, shoulder, whatever.

00:29:02.929 --> 00:29:03.969
It doesn't matter, right?

00:29:04.328 --> 00:29:05.490
Do ten events.

00:29:06.490 --> 00:29:09.531
And then I'd throw combine day.

00:29:10.132 --> 00:29:11.532
So you said you got a school district

00:29:11.573 --> 00:29:12.073
in your town.

00:29:12.153 --> 00:29:14.473
Where's the next closest one or two?

00:29:16.194 --> 00:29:18.256
The next closest would be in Spokane

00:29:18.296 --> 00:29:18.776
proper.

00:29:19.016 --> 00:29:19.636
How far is that?

00:29:20.156 --> 00:29:21.778
That's about a fifteen,

00:29:21.817 --> 00:29:22.657
twenty minute drive.

00:29:22.837 --> 00:29:24.499
And that's a lot of schools there.

00:29:24.858 --> 00:29:26.099
So here's the thing.

00:29:27.167 --> 00:29:28.627
I was going to say anything within a

00:29:28.709 --> 00:29:31.648
thirty mile radius because thirty miles is

00:29:31.729 --> 00:29:32.329
thirty minutes.

00:29:32.369 --> 00:29:33.509
People might go for thirty.

00:29:33.910 --> 00:29:35.971
They'd go a little further for especially

00:29:36.030 --> 00:29:36.590
now, man.

00:29:36.611 --> 00:29:36.830
I mean,

00:29:36.871 --> 00:29:38.050
I got a buddy whose kid plays on

00:29:38.090 --> 00:29:38.832
two hockey teams.

00:29:39.172 --> 00:29:40.892
Neither of them are in New York State.

00:29:40.912 --> 00:29:43.813
So what this would be is it's a

00:29:44.053 --> 00:29:44.913
one day event.

00:29:45.294 --> 00:29:47.753
Your team gets invited for two hours.

00:29:48.974 --> 00:29:50.674
And here's an event and here's why you're

00:29:50.734 --> 00:29:51.134
doing it.

00:29:51.295 --> 00:29:52.796
Hey, before the season starts.

00:29:53.648 --> 00:29:54.568
How's your team, man?

00:29:54.670 --> 00:29:55.789
Did they do any of the stuff you

00:29:55.809 --> 00:29:56.990
told them to do in the offseason?

00:29:57.570 --> 00:29:59.172
We're going to have them do a combine,

00:29:59.231 --> 00:29:59.991
see where they are.

00:30:00.291 --> 00:30:02.032
Tell them what the events are, right?

00:30:02.613 --> 00:30:03.653
Then have them do it.

00:30:03.874 --> 00:30:06.795
Your staff mans each station to make sure

00:30:06.815 --> 00:30:07.715
it's properly ranked,

00:30:07.736 --> 00:30:08.715
just like the combine.

00:30:09.336 --> 00:30:10.277
And you see where you are.

00:30:10.636 --> 00:30:13.018
Now you go over to ChatGPT and you

00:30:13.038 --> 00:30:13.878
make a spreadsheet.

00:30:14.818 --> 00:30:18.403
You see who ranked first in this event

00:30:18.782 --> 00:30:20.826
and you rank them who ranked first in

00:30:20.846 --> 00:30:21.326
this event.

00:30:21.626 --> 00:30:22.768
Then you do a combined.

00:30:23.028 --> 00:30:24.930
Who's your best overall athlete coach?

00:30:25.130 --> 00:30:25.611
Who is it?

00:30:25.631 --> 00:30:26.971
Yeah.

00:30:27.011 --> 00:30:27.952
Here's the best part.

00:30:29.394 --> 00:30:31.856
Number one, you see who's doing well.

00:30:31.998 --> 00:30:32.758
We can help them do better.

00:30:33.828 --> 00:30:35.089
See who's the middle of the bell curve.

00:30:35.450 --> 00:30:35.769
Hey man,

00:30:35.809 --> 00:30:36.770
which side of the bell curve you want

00:30:36.790 --> 00:30:37.151
to be on?

00:30:37.490 --> 00:30:38.491
North side of the south side.

00:30:38.852 --> 00:30:40.712
And then who's bringing up the rear?

00:30:41.212 --> 00:30:42.192
This isn't a shame.

00:30:42.453 --> 00:30:43.834
This is a show opportunity.

00:30:44.194 --> 00:30:45.315
And the only way you can,

00:30:45.355 --> 00:30:46.816
you can take this data and go and

00:30:46.875 --> 00:30:48.176
train yourself and then whatever.

00:30:48.856 --> 00:30:50.097
but the only way to see if you

00:30:50.117 --> 00:30:51.958
got better is to come back and try

00:30:51.978 --> 00:30:52.317
it again.

00:30:52.337 --> 00:30:53.439
Yeah.

00:30:53.479 --> 00:30:54.159
See where this is.

00:30:54.199 --> 00:30:56.339
Like you could do this for free or

00:30:56.380 --> 00:30:57.881
you can say, this is it.

00:30:57.901 --> 00:30:58.040
Look,

00:30:58.201 --> 00:31:00.221
you see how much time and resources I'm

00:31:00.261 --> 00:31:00.801
putting into this,

00:31:01.142 --> 00:31:02.843
but now you're not asking each individual

00:31:02.883 --> 00:31:03.702
parent to pay.

00:31:04.522 --> 00:31:05.243
It's a team thing.

00:31:05.743 --> 00:31:06.564
Yeah.

00:31:06.624 --> 00:31:08.805
And like parents these days are fricking

00:31:08.944 --> 00:31:10.846
used to it for better or worse on

00:31:10.905 --> 00:31:11.566
doing weird.

00:31:11.625 --> 00:31:13.366
Like this is almost a showcase of,

00:31:13.782 --> 00:31:14.423
But now you're saying,

00:31:14.903 --> 00:31:16.104
is this something you want to do after

00:31:16.144 --> 00:31:17.025
high school or do you want to get

00:31:17.065 --> 00:31:18.726
better from freshman to junior to senior

00:31:18.746 --> 00:31:19.086
year?

00:31:20.105 --> 00:31:21.346
Phase one is the place you do it.

00:31:21.366 --> 00:31:22.988
There you go.

00:31:23.067 --> 00:31:24.468
Even though Spokane in my mind,

00:31:24.508 --> 00:31:25.368
and I'm saying this for you,

00:31:25.388 --> 00:31:26.670
but also the audience is listening.

00:31:26.829 --> 00:31:29.770
I still think this combine idea has legs.

00:31:30.491 --> 00:31:32.092
You can play with it and you put

00:31:32.132 --> 00:31:32.553
the result.

00:31:32.873 --> 00:31:33.833
But now look what you do.

00:31:34.854 --> 00:31:36.654
Maybe you de-identify the data.

00:31:37.478 --> 00:31:37.718
Right.

00:31:37.758 --> 00:31:39.519
So it's just player one twenty seven

00:31:39.558 --> 00:31:40.679
player six thirty five.

00:31:40.759 --> 00:31:40.999
Right.

00:31:41.479 --> 00:31:42.759
And you put the results on your Web

00:31:42.819 --> 00:31:44.079
site and you're right.

00:31:44.559 --> 00:31:45.339
Yeah.

00:31:45.359 --> 00:31:46.921
Like what's what's the mascot of your high

00:31:46.961 --> 00:31:48.480
school and the mascot in Spokane?

00:31:48.500 --> 00:31:51.041
Do you know where the Eagles and what

00:31:51.082 --> 00:31:52.162
Spokane what's one of them?

00:31:52.182 --> 00:31:53.282
You got a bunch of schools.

00:31:53.363 --> 00:31:56.384
One of them is the we call it

00:31:56.423 --> 00:31:57.003
the Panthers.

00:31:57.423 --> 00:31:59.064
So like, let's rank them, man.

00:31:59.604 --> 00:32:00.585
Panthers, Eagles.

00:32:01.224 --> 00:32:03.106
And now they're going, man, you're like,

00:32:03.146 --> 00:32:03.707
look at that.

00:32:03.727 --> 00:32:05.327
You're like, yeah, we do.

00:32:05.367 --> 00:32:07.328
We don't have any dudes who are doing

00:32:07.409 --> 00:32:09.049
overhead shoulder press who are, you know,

00:32:09.130 --> 00:32:10.030
on the baseball team.

00:32:10.050 --> 00:32:10.391
But like,

00:32:10.711 --> 00:32:12.152
we've decided that's one thing we're going

00:32:12.172 --> 00:32:12.432
to do.

00:32:12.471 --> 00:32:14.594
How many overhead press at thirty five

00:32:14.614 --> 00:32:15.233
pounds can you do?

00:32:15.534 --> 00:32:15.894
I don't know.

00:32:15.934 --> 00:32:16.355
Make it up.

00:32:16.875 --> 00:32:18.756
yeah i don't know people love this stuff

00:32:18.817 --> 00:32:20.978
peloton does this orange theory does this

00:32:21.018 --> 00:32:22.398
this is already done i'm just stealing the

00:32:22.439 --> 00:32:25.661
idea yeah that's great i know our athletic

00:32:25.701 --> 00:32:28.282
trainer would he loves this stuff let so

00:32:28.323 --> 00:32:30.785
here's my other okay good now that let

00:32:31.184 --> 00:32:33.287
what's your athletic trainer's name ryan

00:32:33.666 --> 00:32:36.409
let ryan own it yeah totally you give

00:32:36.449 --> 00:32:37.390
him and you go hey man if this

00:32:37.410 --> 00:32:39.391
grows into a thing let ryan be an

00:32:39.451 --> 00:32:40.132
entrepreneur

00:32:41.657 --> 00:32:44.079
So this will be okay the first year,

00:32:44.440 --> 00:32:45.780
but then Ryan will be like, hey, man,

00:32:46.321 --> 00:32:47.702
I'm seeing around corners now.

00:32:47.722 --> 00:32:49.044
I'm seeing what this could be if he

00:32:49.064 --> 00:32:49.744
wants to own it.

00:32:49.765 --> 00:32:49.865
Yeah.

00:32:49.964 --> 00:32:52.366
Oh, he totally would.

00:32:52.386 --> 00:32:52.846
Next year.

00:32:52.866 --> 00:32:53.827
You know what we should do next year?

00:32:53.847 --> 00:32:54.788
Like, no, what, Ryan?

00:32:54.828 --> 00:32:55.509
What should we do?

00:32:56.069 --> 00:32:56.509
And be like,

00:32:56.589 --> 00:32:58.051
you will financially be compensated

00:32:58.092 --> 00:32:59.952
because we are now bringing in revenue

00:32:59.972 --> 00:33:01.554
through this.

00:33:01.594 --> 00:33:04.257
We're providing so much value and asking

00:33:04.297 --> 00:33:05.657
them, this is what we're going to deliver,

00:33:05.718 --> 00:33:06.878
and we're only going to charge you this.

00:33:07.594 --> 00:33:08.013
Yeah.

00:33:08.094 --> 00:33:09.434
And you could just do that backwards math

00:33:09.474 --> 00:33:10.596
like this was going to cost us and

00:33:10.635 --> 00:33:11.816
people you should be getting.

00:33:11.836 --> 00:33:13.676
I don't know.

00:33:13.696 --> 00:33:14.076
This to me,

00:33:14.096 --> 00:33:15.637
I got excited when I found out.

00:33:15.657 --> 00:33:15.917
You know,

00:33:15.978 --> 00:33:17.878
and I can't believe I forgot this one.

00:33:17.898 --> 00:33:19.920
Talk about another way we were making

00:33:19.960 --> 00:33:20.201
money.

00:33:20.280 --> 00:33:21.740
One thing we already started is Ryan did

00:33:21.800 --> 00:33:23.142
a sport camp this summer.

00:33:23.362 --> 00:33:24.482
Ding, ding, ding, ding, ding.

00:33:24.843 --> 00:33:26.483
I can feed into it right there.

00:33:26.604 --> 00:33:29.085
It was like an injury prevention before

00:33:29.125 --> 00:33:30.365
school starts kind of thing.

00:33:32.490 --> 00:33:34.510
I like framing it as a game because

00:33:34.550 --> 00:33:35.510
we're big, dumb animals.

00:33:35.530 --> 00:33:36.352
Yeah, yeah.

00:33:36.372 --> 00:33:37.751
And it's like a showcase.

00:33:38.051 --> 00:33:40.512
The showcase is about my kid and me,

00:33:40.913 --> 00:33:41.212
right?

00:33:41.472 --> 00:33:42.594
The combine is about me.

00:33:42.713 --> 00:33:45.375
Injury prevention, in a good way,

00:33:45.434 --> 00:33:46.974
PTs love to take these things.

00:33:47.275 --> 00:33:47.414
Yeah.

00:33:47.694 --> 00:33:50.496
About health care and medicine and

00:33:50.536 --> 00:33:51.317
biomechanics.

00:33:51.336 --> 00:33:52.737
I'm like, it ain't about biomechanics.

00:33:53.076 --> 00:33:53.596
It's about,

00:33:54.176 --> 00:33:55.417
am I going to do well next year

00:33:55.458 --> 00:33:57.218
and look good in front of my classmates

00:33:57.258 --> 00:33:58.538
or my teammates or my family?

00:33:59.660 --> 00:34:01.622
And that's not selling snake oil.

00:34:01.701 --> 00:34:03.723
That's reframing what people value,

00:34:03.824 --> 00:34:04.525
in my opinion.

00:34:04.865 --> 00:34:06.146
So I love the fact that you do

00:34:06.186 --> 00:34:06.406
that.

00:34:06.527 --> 00:34:07.807
That's a great revenue generator.

00:34:08.068 --> 00:34:09.269
Again, provide this much value,

00:34:09.710 --> 00:34:10.530
charge them this much,

00:34:10.851 --> 00:34:11.992
laugh all the way to the bank because

00:34:12.012 --> 00:34:13.835
they're excited and you get to keep the

00:34:13.855 --> 00:34:15.516
lights on and then amplify.

00:34:15.536 --> 00:34:16.557
Exactly.

00:34:16.637 --> 00:34:18.480
One more thing that you're going to flip

00:34:18.920 --> 00:34:20.282
now that you're driving the bus.

00:34:21.021 --> 00:34:22.804
um so yeah that oh and then so

00:34:22.844 --> 00:34:24.485
another thing we're going to do again

00:34:24.505 --> 00:34:26.407
we're offering kind of what ryan was doing

00:34:26.427 --> 00:34:28.389
with these clinics we want to our camps

00:34:28.869 --> 00:34:30.711
we want to start offering various like

00:34:30.831 --> 00:34:32.934
one-off clinics to the community uh in

00:34:32.954 --> 00:34:34.916
what way i like it and um so

00:34:34.996 --> 00:34:37.458
our other therapist blake uh who who

00:34:37.478 --> 00:34:41.362
listens to you by the way yeah um

00:34:41.422 --> 00:34:43.764
he is we're setting up a fall prevention

00:34:43.784 --> 00:34:44.385
clinic right now

00:34:44.965 --> 00:34:45.385
Got it.

00:34:45.505 --> 00:34:46.246
What is it called?

00:34:46.666 --> 00:34:48.007
If you listen to my live stream,

00:34:48.246 --> 00:34:49.568
Tony makes fun of me all the time.

00:34:50.387 --> 00:34:53.989
If it's got a mayonnaise name,

00:34:54.690 --> 00:34:55.650
people are going to look at it and

00:34:55.690 --> 00:34:57.351
think it's mayonnaise-flavored ice cream.

00:34:57.570 --> 00:34:58.411
You got an idea?

00:34:58.731 --> 00:34:59.871
There's AI all over the place.

00:34:59.891 --> 00:35:02.413
What are you going to call it, though?

00:35:02.452 --> 00:35:02.932
You tell me.

00:35:03.833 --> 00:35:04.393
I want to know.

00:35:04.472 --> 00:35:05.653
That's where, again, I need to…

00:35:07.228 --> 00:35:08.148
We can workshop it,

00:35:08.168 --> 00:35:09.168
but the first thing I'm going to do

00:35:09.208 --> 00:35:10.730
is go to ChatGPT and explain what you

00:35:10.769 --> 00:35:11.170
just said.

00:35:11.190 --> 00:35:11.610
Then I'm going to go,

00:35:11.630 --> 00:35:13.532
give me a name that slaps grandma across

00:35:13.552 --> 00:35:15.293
the face.

00:35:15.452 --> 00:35:16.554
Or even better,

00:35:16.853 --> 00:35:19.036
slaps the forty-year-old grandma.

00:35:20.702 --> 00:35:24.063
kid of the mom who's sixty eight across

00:35:24.103 --> 00:35:26.384
the face like i'm forty six i would

00:35:26.423 --> 00:35:28.264
say help i thought i've fallen and i

00:35:28.304 --> 00:35:30.005
can't get up because that would be that

00:35:30.025 --> 00:35:31.925
was the advertising campaign for that life

00:35:31.965 --> 00:35:34.326
alert button that every every ten comer

00:35:34.405 --> 00:35:35.827
every ten minutes that was a commercial on

00:35:35.847 --> 00:35:37.847
in the nineties and two thousands you want

00:35:37.867 --> 00:35:40.327
to grab their attention and give a shot

00:35:40.367 --> 00:35:42.148
to grab the person who this is for

00:35:42.168 --> 00:35:43.949
his attention you have to earn attention

00:35:44.048 --> 00:35:46.949
first before you ever earn someone's even

00:35:47.108 --> 00:35:49.690
thinking about maybe coming to where you

00:35:49.769 --> 00:35:49.909
are

00:35:50.429 --> 00:35:53.153
yeah at all period that's a great idea

00:35:53.173 --> 00:35:55.456
well that's one area that again it's the

00:35:55.476 --> 00:35:57.097
same thing it's the same thing it's a

00:35:57.159 --> 00:35:59.882
combine for grandma yeah yeah but don't

00:35:59.902 --> 00:36:01.784
call it a combine because grandmas don't

00:36:02.065 --> 00:36:03.585
watch the nfl draft you know what i

00:36:03.646 --> 00:36:05.548
mean but what blake is identify was this

00:36:05.568 --> 00:36:06.130
blake's idea

00:36:07.193 --> 00:36:07.913
Oh, it was mine.

00:36:08.152 --> 00:36:09.233
And it was kind of both of our,

00:36:09.253 --> 00:36:10.454
we've been talking about it for a while.

00:36:10.474 --> 00:36:11.474
I'm not going to say I took it.

00:36:11.514 --> 00:36:13.155
We've been talking about this for a while,

00:36:13.755 --> 00:36:14.795
but it's his baby.

00:36:15.275 --> 00:36:15.655
Yeah.

00:36:15.695 --> 00:36:16.715
Like there's yes.

00:36:16.976 --> 00:36:19.277
You're yes to all of this.

00:36:19.637 --> 00:36:20.476
They're all combines.

00:36:21.016 --> 00:36:22.157
Just don't call them combines.

00:36:22.237 --> 00:36:23.478
Cause that wouldn't resonate.

00:36:23.518 --> 00:36:23.757
Right.

00:36:24.597 --> 00:36:25.637
Like, yeah.

00:36:25.677 --> 00:36:25.998
Brilliant.

00:36:26.179 --> 00:36:26.498
Yes.

00:36:26.998 --> 00:36:27.358
Yes.

00:36:27.378 --> 00:36:27.679
And,

00:36:28.119 --> 00:36:30.320
but also I would say whoever gave you

00:36:30.340 --> 00:36:31.099
that advice said,

00:36:32.864 --> 00:36:34.965
Map this out.

00:36:35.164 --> 00:36:36.425
Use a Gantt chart.

00:36:36.646 --> 00:36:37.766
And that's like fancy talk.

00:36:37.826 --> 00:36:39.347
I've never put a Gantt chart together in

00:36:39.387 --> 00:36:40.547
my life, but I've looked at them.

00:36:40.827 --> 00:36:41.847
That's one of those charts where

00:36:41.887 --> 00:36:43.708
essentially it's like this project is

00:36:43.728 --> 00:36:45.509
going to start in January and it's going

00:36:45.528 --> 00:36:46.329
to end in March.

00:36:46.389 --> 00:36:47.369
And then this one's going to start in

00:36:47.429 --> 00:36:48.630
March and end in June.

00:36:48.650 --> 00:36:50.590
This one's going to start in May and

00:36:50.650 --> 00:36:51.371
end in July.

00:36:51.710 --> 00:36:53.452
Like map these out because the things that

00:36:53.472 --> 00:36:55.213
you're talking about are very simple,

00:36:55.833 --> 00:36:56.733
but not easy,

00:36:57.233 --> 00:36:59.934
but very important if executed well

00:36:59.954 --> 00:37:00.534
enough.

00:37:00.782 --> 00:37:01.802
waste of time, energy,

00:37:01.822 --> 00:37:04.344
and money if they're not executed well.

00:37:04.985 --> 00:37:05.485
I got, you know,

00:37:05.525 --> 00:37:07.047
my brain brains this way because when I

00:37:07.088 --> 00:37:07.568
got put in,

00:37:07.907 --> 00:37:08.889
when I got put in charge to run

00:37:08.909 --> 00:37:09.469
a radio station,

00:37:09.769 --> 00:37:12.472
I wanted to do all the things, right?

00:37:12.552 --> 00:37:13.554
I had been the number two for a

00:37:13.594 --> 00:37:14.795
long time and now I'm the number one

00:37:14.835 --> 00:37:16.056
and I'm like, I do anything I want.

00:37:16.735 --> 00:37:17.336
And then I started,

00:37:17.496 --> 00:37:19.539
my boss was just like, like Stephen Covey,

00:37:20.500 --> 00:37:21.561
start with the end in mind.

00:37:22.021 --> 00:37:23.262
He was like, so I'm like,

00:37:23.322 --> 00:37:24.163
I want to do an event where we

00:37:24.182 --> 00:37:25.925
give away a thousand t-shirts and this and

00:37:25.945 --> 00:37:26.344
this and this.

00:37:26.364 --> 00:37:26.945
He goes, all right.

00:37:27.887 --> 00:37:28.969
there you are on the back of the

00:37:29.009 --> 00:37:30.650
pickup truck with the radio station logo

00:37:30.710 --> 00:37:32.530
on it throwing away a thousand t-shirts

00:37:33.731 --> 00:37:35.813
how'd you pay for them like what do

00:37:35.833 --> 00:37:40.034
you mean our marketing budget for a fifty

00:37:40.074 --> 00:37:42.456
thousand watt rock radio station was zero

00:37:42.476 --> 00:37:44.757
dollars and that looked like a huge

00:37:44.818 --> 00:37:47.318
limitation to me but it taught me how

00:37:47.338 --> 00:37:49.119
to think of every one of these you

00:37:49.139 --> 00:37:50.800
have to make you have to provide so

00:37:50.840 --> 00:37:53.762
much value that it'll cover your costs

00:37:54.519 --> 00:37:54.579
Yes.

00:37:54.699 --> 00:37:55.641
And lead to revenue.

00:37:55.981 --> 00:37:56.740
And if it doesn't,

00:37:57.021 --> 00:37:58.422
we do not start that project.

00:37:58.822 --> 00:37:59.822
Like Mr. Beast,

00:38:00.103 --> 00:38:02.623
if he can't picture what the thumbnail of

00:38:02.643 --> 00:38:04.864
the video looks like or the title of

00:38:04.885 --> 00:38:05.905
the video looks like,

00:38:06.346 --> 00:38:08.186
they do not ever take the camera out

00:38:08.206 --> 00:38:08.646
of the bag.

00:38:08.907 --> 00:38:11.047
And we should be doing that in business.

00:38:11.588 --> 00:38:12.367
Yeah.

00:38:13.068 --> 00:38:14.409
Because what we do is we lead with,

00:38:14.489 --> 00:38:15.369
I want to help grandma.

00:38:15.489 --> 00:38:15.789
Great.

00:38:16.467 --> 00:38:18.148
start with what does the end look like

00:38:18.168 --> 00:38:20.809
and work that's the cheat code it gets

00:38:20.889 --> 00:38:22.391
real easy when you start in the future

00:38:22.411 --> 00:38:25.492
not we're starting here where are we going

00:38:25.612 --> 00:38:27.293
i don't know the future then how do

00:38:27.313 --> 00:38:28.833
we know when we got there i don't

00:38:28.855 --> 00:38:30.175
know if it's going to work we'll figure

00:38:30.215 --> 00:38:32.255
it out i like that attitude but i

00:38:32.275 --> 00:38:33.597
like that when you have a north star

00:38:33.697 --> 00:38:35.237
and you can at least say there's the

00:38:35.277 --> 00:38:37.478
north star let's reverse engineer yeah so

00:38:37.518 --> 00:38:38.719
blake you and blake are onto something

00:38:38.739 --> 00:38:39.219
with that as well

00:38:39.666 --> 00:38:39.867
Cool.

00:38:39.887 --> 00:38:40.626
I love it.

00:38:40.646 --> 00:38:43.688
That's a great idea with the snazzy names,

00:38:43.789 --> 00:38:44.068
man.

00:38:44.088 --> 00:38:45.289
It's got to have a name.

00:38:45.710 --> 00:38:46.090
Otherwise,

00:38:46.130 --> 00:38:47.530
people don't know what to call it to

00:38:47.570 --> 00:38:49.210
themselves and to others.

00:38:49.231 --> 00:38:51.112
They can't promote your boring thing.

00:38:51.211 --> 00:38:52.632
It doesn't fall out of their mouth.

00:38:52.652 --> 00:38:53.574
Yeah.

00:38:53.594 --> 00:38:54.434
Like if you watch the movie,

00:38:54.474 --> 00:38:55.393
The Social Network,

00:38:56.094 --> 00:38:57.735
Justin Timberlake's character turned to

00:38:57.775 --> 00:39:00.777
Jesse Eisenberg and said, oh,

00:39:01.077 --> 00:39:01.976
he like got up and he was about

00:39:01.996 --> 00:39:02.717
to leave the restaurant.

00:39:02.737 --> 00:39:03.677
He's like, oh, one more thing.

00:39:04.398 --> 00:39:04.998
Drop the the.

00:39:06.161 --> 00:39:07.621
Cause people don't call it the Facebook.

00:39:07.782 --> 00:39:09.164
They're going to shorten it anyway.

00:39:09.463 --> 00:39:11.726
You might as well do it for them,

00:39:12.226 --> 00:39:13.586
but giving it a name.

00:39:13.708 --> 00:39:15.929
I know it's, it costs zero dollars.

00:39:17.871 --> 00:39:19.271
I don't have any data to support this,

00:39:19.311 --> 00:39:22.034
but if there's no name, I don't, people,

00:39:22.275 --> 00:39:23.076
they don't know what to follow.

00:39:23.096 --> 00:39:23.956
They don't want to call it.

00:39:23.976 --> 00:39:24.077
Yeah.

00:39:24.376 --> 00:39:26.679
Exactly.

00:39:26.699 --> 00:39:27.760
Perfect.

00:39:27.780 --> 00:39:28.981
We got a few minutes left.

00:39:30.059 --> 00:39:31.621
We'll go rapid fire questions.

00:39:31.880 --> 00:39:33.521
This is not about your clinic anymore.

00:39:33.541 --> 00:39:34.641
Okay.

00:39:34.702 --> 00:39:35.021
Now,

00:39:35.061 --> 00:39:36.922
because you have been doing extensive

00:39:36.963 --> 00:39:40.204
research within your own clinic about the

00:39:40.224 --> 00:39:41.983
profession in other clinics,

00:39:42.003 --> 00:39:43.304
like the other one, a half hour away,

00:39:43.545 --> 00:39:44.184
you're looking,

00:39:45.565 --> 00:39:47.445
why is it time for PTs to get

00:39:47.485 --> 00:39:48.527
out of the box now?

00:39:48.606 --> 00:39:51.027
Why is now the time to change things?

00:39:51.188 --> 00:39:52.827
This is you talking to other clinicians or

00:39:52.867 --> 00:39:53.369
other owners.

00:39:53.668 --> 00:39:55.168
Why is it time for PTs to get

00:39:55.188 --> 00:39:56.449
out of the box now?

00:39:57.690 --> 00:39:59.251
Because you still have a little time and

00:39:59.271 --> 00:39:59.751
not much.

00:40:00.304 --> 00:40:00.704
For what?

00:40:00.724 --> 00:40:01.606
Before what happens?

00:40:01.686 --> 00:40:02.186
Before what?

00:40:02.226 --> 00:40:04.547
Before, you know, the story keeps going,

00:40:04.608 --> 00:40:04.807
right?

00:40:04.847 --> 00:40:06.409
Reimbursements from insurance keeps going

00:40:06.449 --> 00:40:06.949
down.

00:40:07.289 --> 00:40:08.530
Your costs keep going up.

00:40:08.771 --> 00:40:10.172
Not going up, guys.

00:40:10.192 --> 00:40:11.813
Yeah, eventually it's just going to,

00:40:11.932 --> 00:40:13.233
it's not going to be sustainable.

00:40:13.594 --> 00:40:16.596
Right now, like right now, we're doing it.

00:40:16.835 --> 00:40:18.097
But it's not horrible.

00:40:18.117 --> 00:40:18.878
It's not great.

00:40:19.568 --> 00:40:21.248
But I feel if you don't start making

00:40:21.268 --> 00:40:22.550
this transition soon,

00:40:23.371 --> 00:40:24.291
and it takes a while,

00:40:24.311 --> 00:40:25.911
like I'm having to learn this stuff,

00:40:25.952 --> 00:40:27.233
a lot of trial and error.

00:40:27.273 --> 00:40:28.833
It's going to take a while before it

00:40:28.994 --> 00:40:30.715
gets up to where it's humming really good.

00:40:32.155 --> 00:40:33.137
So you got to do it while you

00:40:33.157 --> 00:40:33.918
still have, while you're,

00:40:34.117 --> 00:40:35.699
what you're doing now still makes money.

00:40:36.434 --> 00:40:38.094
make hay while the sun shines.

00:40:38.175 --> 00:40:39.496
Cause once your hay gets wet,

00:40:39.576 --> 00:40:40.016
I learned this.

00:40:40.096 --> 00:40:40.516
Cause I was like,

00:40:40.556 --> 00:40:41.556
where'd that phrase come from?

00:40:41.617 --> 00:40:43.257
I don't, I don't do anything with hay.

00:40:43.277 --> 00:40:43.559
I was like,

00:40:43.619 --> 00:40:45.099
why is the hay with the sunshine?

00:40:45.400 --> 00:40:46.681
Oh, once it gets wet, it's ruined.

00:40:46.701 --> 00:40:47.740
I'm like, oh, then that makes sense.

00:40:47.880 --> 00:40:49.282
Now that now make hay while the sunshine

00:40:49.302 --> 00:40:49.742
makes sense.

00:40:50.242 --> 00:40:50.822
Rapid fire.

00:40:51.123 --> 00:40:51.304
What,

00:40:51.384 --> 00:40:52.483
what do you think the clinic of the

00:40:52.503 --> 00:40:53.844
future looks like to you?

00:40:53.925 --> 00:40:55.025
What is, what is it to you?

00:40:55.065 --> 00:40:56.907
I won't make you talk on behalf of

00:40:56.947 --> 00:40:57.827
the entire profession.

00:40:57.847 --> 00:40:58.367
That's too big.

00:40:58.728 --> 00:41:00.128
What is the clinic of the future look

00:41:00.168 --> 00:41:01.971
like, feel like, sound like to you?

00:41:02.947 --> 00:41:05.307
oh man it's you know it's a warm

00:41:05.347 --> 00:41:06.807
place where people can just they can come

00:41:06.907 --> 00:41:09.608
in um you know without having to see

00:41:09.628 --> 00:41:12.369
a doctor or not they come in and

00:41:12.548 --> 00:41:15.869
uh it's not just about you know man

00:41:15.889 --> 00:41:17.650
my shoulder hurts what what's wrong what

00:41:17.670 --> 00:41:19.030
can you do for me and it feels

00:41:19.050 --> 00:41:22.572
like what what is it that you are

00:41:22.592 --> 00:41:23.972
having a hard time doing and what is

00:41:24.012 --> 00:41:25.472
it that your quality of life is poor

00:41:25.492 --> 00:41:26.572
right now what can we do to make

00:41:26.592 --> 00:41:27.552
your quality of life better

00:41:27.938 --> 00:41:28.938
It's a third place.

00:41:29.018 --> 00:41:30.119
It's the place that you go,

00:41:30.438 --> 00:41:31.739
not that you're forced to go.

00:41:31.759 --> 00:41:33.059
It's a place you want to lean into.

00:41:33.099 --> 00:41:34.519
It's a place you put on your calendar

00:41:34.539 --> 00:41:36.561
because after work, I go work out.

00:41:36.581 --> 00:41:38.721
Wouldn't it be beautiful if that place

00:41:38.780 --> 00:41:40.501
also had a PT in it and we

00:41:40.541 --> 00:41:42.081
could help a little bit?

00:41:42.382 --> 00:41:43.402
If we could help a little bit to

00:41:43.443 --> 00:41:44.063
a lot of people,

00:41:44.123 --> 00:41:45.163
we don't need to charge people a lot

00:41:45.202 --> 00:41:46.503
of money because we have a lot of

00:41:46.523 --> 00:41:47.583
people who are helping a little bit.

00:41:48.168 --> 00:41:49.628
Yeah.

00:41:49.648 --> 00:41:49.849
Yeah.

00:41:49.869 --> 00:41:49.949
Yeah.

00:41:49.969 --> 00:41:51.170
So I like to focus more on like,

00:41:52.090 --> 00:41:52.690
what is it about your,

00:41:52.829 --> 00:41:53.670
what's your quality of life?

00:41:53.690 --> 00:41:54.931
How can we make your quality of life

00:41:54.990 --> 00:41:57.811
better in regards to, you know,

00:41:57.831 --> 00:42:00.172
your function or whatever it may be.

00:42:00.773 --> 00:42:02.152
And I think that's a big one.

00:42:02.193 --> 00:42:04.173
And the other one is I like the

00:42:04.233 --> 00:42:04.914
idea of no paper.

00:42:05.646 --> 00:42:06.326
You know,

00:42:06.606 --> 00:42:08.706
every it's just everything is clean.

00:42:09.248 --> 00:42:11.628
It's just well running slick.

00:42:11.648 --> 00:42:13.650
You got your your iPad, your kiosk,

00:42:13.670 --> 00:42:14.190
whatever.

00:42:14.590 --> 00:42:16.050
And but it also needs to be simple

00:42:16.070 --> 00:42:17.851
because that's one thing because we went

00:42:18.731 --> 00:42:19.371
with our EMR.

00:42:19.391 --> 00:42:21.353
We're all digital now and all that stuff.

00:42:22.773 --> 00:42:23.793
And I think it will get better as

00:42:23.813 --> 00:42:24.355
the year goes on.

00:42:24.394 --> 00:42:26.115
But the older generation still has a hard

00:42:26.155 --> 00:42:26.655
time with it.

00:42:27.275 --> 00:42:28.016
You know,

00:42:28.077 --> 00:42:30.179
it's a little overwhelming for them.

00:42:30.800 --> 00:42:32.641
So it needs to be something that's still

00:42:32.681 --> 00:42:34.744
simple and clean.

00:42:34.864 --> 00:42:36.344
I do think as time goes on,

00:42:36.425 --> 00:42:38.907
as the new older generations,

00:42:38.927 --> 00:42:39.949
they're going to be used to it.

00:42:40.228 --> 00:42:40.489
Yeah.

00:42:40.590 --> 00:42:40.929
Right.

00:42:40.949 --> 00:42:43.273
But right now we still find they're going

00:42:43.293 --> 00:42:44.193
to demand it.

00:42:44.634 --> 00:42:45.235
Yeah.

00:42:45.355 --> 00:42:47.376
If the workflow on the clinician end.

00:42:48.530 --> 00:42:51.090
is even a little bit more friction-filled

00:42:51.110 --> 00:42:52.251
than it is somewhere else,

00:42:52.951 --> 00:42:54.751
you'll be fighting to get that good

00:42:54.791 --> 00:42:57.311
clinician to come work for you.

00:42:57.751 --> 00:42:59.193
You're asking smart people to make dumb

00:42:59.213 --> 00:42:59.972
decisions.

00:43:00.313 --> 00:43:02.112
They don't typically do that, right?

00:43:02.673 --> 00:43:04.134
Come here and you're going to do more

00:43:04.213 --> 00:43:06.313
work and there's going to be a little

00:43:06.333 --> 00:43:08.494
bit of grain of sand in your sock

00:43:08.775 --> 00:43:10.155
working here because it's going to suck a

00:43:10.175 --> 00:43:10.996
little more and there's a little more

00:43:11.036 --> 00:43:13.335
friction multiplied by every patient

00:43:13.376 --> 00:43:13.876
interaction.

00:43:14.315 --> 00:43:15.936
Smart people typically don't make dumb

00:43:15.956 --> 00:43:16.456
decisions.

00:43:17.838 --> 00:43:19.898
Make your offer to hire a clinician or

00:43:19.918 --> 00:43:22.101
for someone to come work with you so

00:43:22.161 --> 00:43:24.043
stunningly obvious that it would be dumb

00:43:24.083 --> 00:43:25.384
for them not to do that.

00:43:25.563 --> 00:43:27.945
And that is a thing to invest in.

00:43:30.306 --> 00:43:31.407
What do you think the hardest,

00:43:31.507 --> 00:43:33.009
what's the hardest thing about making the

00:43:33.028 --> 00:43:36.911
leap to clinic ownership been so far?

00:43:36.931 --> 00:43:38.152
The buck stops with you.

00:43:39.094 --> 00:43:39.795
You're it, baby.

00:43:39.894 --> 00:43:41.255
You are Atlas holding it up.

00:43:41.731 --> 00:43:43.032
There's no one you can look back to

00:43:43.072 --> 00:43:45.235
and say, if I get goofed this up,

00:43:45.974 --> 00:43:46.596
it's on him.

00:43:46.715 --> 00:43:46.815
No.

00:43:46.835 --> 00:43:48.257
No one's going to save you.

00:43:48.356 --> 00:43:48.817
No.

00:43:49.137 --> 00:43:50.378
But I like it.

00:43:50.778 --> 00:43:51.880
I do well with pressure.

00:43:52.699 --> 00:43:53.661
I know what I do well with,

00:43:53.681 --> 00:43:54.641
what I don't do well with.

00:43:54.802 --> 00:43:56.862
And for me, deadlines, I like deadlines.

00:43:56.902 --> 00:43:57.664
I like pressure.

00:43:58.003 --> 00:43:58.443
Yeah.

00:43:58.463 --> 00:44:00.425
It helps me stay on top of things.

00:44:00.746 --> 00:44:02.067
When things are ambiguous,

00:44:02.567 --> 00:44:04.068
when things are just kind of whatever,

00:44:04.168 --> 00:44:05.148
that's where I don't do well.

00:44:05.690 --> 00:44:07.590
So having a little bit of pressure for

00:44:07.610 --> 00:44:08.371
me is a good thing.

00:44:08.552 --> 00:44:09.152
All right.

00:44:09.192 --> 00:44:10.233
So what I wanted to do,

00:44:10.293 --> 00:44:11.693
you're a little bit –

00:44:11.476 --> 00:44:13.277
uh abnormal we've never done this before

00:44:13.297 --> 00:44:14.956
in the ten years of my podcast which

00:44:14.996 --> 00:44:16.418
was i saw on linkedin that you were

00:44:16.438 --> 00:44:20.699
doing this you are you've just left the

00:44:20.719 --> 00:44:23.619
diving board yeah there's more to go like

00:44:23.820 --> 00:44:25.121
we're gonna go through some changes

00:44:25.141 --> 00:44:26.981
there's gonna be some really really scary

00:44:27.021 --> 00:44:28.521
days and there's gonna be some great ones

00:44:28.561 --> 00:44:29.902
man and as long as i think as

00:44:29.922 --> 00:44:31.222
long as people are aware it ain't all

00:44:31.262 --> 00:44:33.164
rainbows and sunshine there's gonna be

00:44:33.204 --> 00:44:35.065
some clouds but there's on the other side

00:44:35.085 --> 00:44:36.224
of the clouds there's gonna be some stuff

00:44:36.505 --> 00:44:37.385
so what i'd like to do is we're

00:44:37.405 --> 00:44:38.445
recording this in december

00:44:39.827 --> 00:44:41.688
January, like come back in March.

00:44:42.610 --> 00:44:43.550
Like, I'd like to talk to you.

00:44:43.710 --> 00:44:45.152
I'd like to talk to four different

00:44:45.193 --> 00:44:45.954
versions of Matt.

00:44:45.994 --> 00:44:47.536
All right now.

00:44:47.876 --> 00:44:49.498
And then three months, three months,

00:44:49.518 --> 00:44:49.958
three months.

00:44:50.018 --> 00:44:50.199
Right.

00:44:50.239 --> 00:44:51.360
So love it.

00:44:51.460 --> 00:44:52.201
And then just see,

00:44:52.260 --> 00:44:53.922
and we'll have a similar, I'll try to,

00:44:54.463 --> 00:44:55.864
I'll pull out the questions I asked you

00:44:55.905 --> 00:44:57.387
now, and then we'll have,

00:44:57.407 --> 00:44:59.429
so how'd that go?

00:44:59.469 --> 00:44:59.590
Yeah.

00:45:01.347 --> 00:45:02.367
Jimmy mentioned the combine.

00:45:02.588 --> 00:45:03.349
Hey man, tried it.

00:45:03.489 --> 00:45:05.230
Didn't work.

00:45:05.309 --> 00:45:05.570
Okay.

00:45:05.690 --> 00:45:06.030
Got it.

00:45:06.150 --> 00:45:06.331
All right.

00:45:06.992 --> 00:45:07.532
Lesson learned.

00:45:07.952 --> 00:45:09.074
But that's what I want to do is

00:45:09.094 --> 00:45:10.094
cause I want more.

00:45:10.335 --> 00:45:11.815
If we don't show more people.

00:45:13.023 --> 00:45:15.286
your face and hear your problems and your

00:45:15.346 --> 00:45:18.047
successes i think our profession maybe

00:45:18.088 --> 00:45:20.148
stalls because it's hard to see what

00:45:20.168 --> 00:45:22.030
you're doing what you're doing is a very

00:45:22.070 --> 00:45:23.371
you know your staff is seeing it but

00:45:23.391 --> 00:45:24.992
that's small how do we make the small

00:45:25.032 --> 00:45:27.373
big uh goofy little things called podcasts

00:45:27.393 --> 00:45:28.775
and youtube we can do that so i'd

00:45:28.835 --> 00:45:30.177
love to have you back in three months

00:45:30.516 --> 00:45:32.797
three months three months and that'll be

00:45:32.838 --> 00:45:35.099
like your first year and then you'd be

00:45:35.199 --> 00:45:37.382
like what's the favorite birthday of the

00:45:37.402 --> 00:45:37.702
parent the

00:45:37.762 --> 00:45:39.224
First baby's first birthday.

00:45:39.284 --> 00:45:39.603
Right.

00:45:40.304 --> 00:45:40.425
Yeah.

00:45:40.445 --> 00:45:41.186
And you're a little odd.

00:45:41.266 --> 00:45:41.445
Right.

00:45:41.465 --> 00:45:42.847
Because you're not you didn't start this

00:45:42.867 --> 00:45:44.009
from zero, which is cool.

00:45:44.309 --> 00:45:45.429
But I still think there's a ton of

00:45:45.449 --> 00:45:46.472
lessons you're going to learn in the next

00:45:46.532 --> 00:45:48.193
three, six, nine, twelve.

00:45:48.454 --> 00:45:49.715
Yeah, that sounds great.

00:45:49.815 --> 00:45:50.235
I love it.

00:45:50.295 --> 00:45:51.797
And one thing I'm excited about and I

00:45:51.836 --> 00:45:52.797
told my office manager,

00:45:52.878 --> 00:45:54.039
one thing I want to keep track of

00:45:54.119 --> 00:45:55.581
is I want to keep track of as

00:45:55.601 --> 00:45:57.563
we as we do these cash pay services

00:45:57.583 --> 00:45:57.804
and stuff.

00:45:58.143 --> 00:46:01.344
what percentage of our total revenue is

00:46:01.403 --> 00:46:02.985
cash pay, right?

00:46:03.344 --> 00:46:04.726
So now it's zero.

00:46:04.885 --> 00:46:04.985
Yeah.

00:46:05.005 --> 00:46:08.067
And we're starting from zero and we're in

00:46:08.126 --> 00:46:09.246
three months to be able to say,

00:46:09.286 --> 00:46:11.047
Hey man, I don't know,

00:46:11.128 --> 00:46:13.989
ten percent is cash pay and then six

00:46:14.028 --> 00:46:15.289
months, twenty percent,

00:46:15.329 --> 00:46:16.010
whatever it may be.

00:46:16.389 --> 00:46:18.610
So that's exciting for me to kind of

00:46:18.630 --> 00:46:20.630
have those milestones to look at and see

00:46:21.291 --> 00:46:23.472
what percentage of the whole are we

00:46:23.492 --> 00:46:24.452
starting to transition?

00:46:24.880 --> 00:46:26.402
Love to see it.

00:46:26.422 --> 00:46:26.983
Yeah, I'm super excited.

00:46:27.003 --> 00:46:27.943
We're going to be back in three months.

00:46:28.244 --> 00:46:29.585
If you've listened to the show before and

00:46:29.646 --> 00:46:30.666
like Blake, Blake's like,

00:46:30.686 --> 00:46:31.547
he knows what's coming next.

00:46:31.907 --> 00:46:32.909
It's called The Parting Shot.

00:46:33.969 --> 00:46:36.032
This is The Parting Shot.

00:46:36.552 --> 00:46:37.974
One last mic drop moment.

00:46:38.635 --> 00:46:39.456
No pressure.

00:46:39.876 --> 00:46:41.998
Just your legacy on the line.

00:46:42.880 --> 00:46:43.601
No pressure, Matt.

00:46:43.621 --> 00:46:44.161
Just your legacy.

00:46:44.181 --> 00:46:45.123
I'm alive for the parting shot.

00:46:45.163 --> 00:46:46.543
Do you want to say thanks to Brooks

00:46:47.023 --> 00:46:47.244
IHL?

00:46:47.264 --> 00:46:48.605
That's Brooks Institute of Higher

00:46:48.625 --> 00:46:48.885
Learning.

00:46:49.226 --> 00:46:50.626
They've been supporting the show for,

00:46:50.766 --> 00:46:51.927
I think, three years.

00:46:52.887 --> 00:46:54.570
World-class residencies, fellowships,

00:46:54.590 --> 00:46:56.050
and continuing education designed to turn

00:46:56.130 --> 00:46:58.192
good clinicians into great ones.

00:46:58.271 --> 00:46:59.012
They'll hold your hand,

00:46:59.713 --> 00:47:00.434
have you walk the walk,

00:47:00.454 --> 00:47:01.594
but then you're doing it on your own.

00:47:01.974 --> 00:47:02.876
They're mentors for

00:47:03.476 --> 00:47:05.157
their programs they're all built around

00:47:05.277 --> 00:47:07.639
real world patient care and their grads

00:47:07.659 --> 00:47:09.961
consistently become leaders in this great

00:47:09.981 --> 00:47:12.583
profession of ours check out brooksihl.org

00:47:12.623 --> 00:47:13.804
and see how far you can go it's

00:47:13.864 --> 00:47:18.510
brooksihl.org all right parting shot no

00:47:18.550 --> 00:47:20.050
pressure matt but hit me with it what

00:47:20.070 --> 00:47:22.652
do you got oh man all i would

00:47:22.672 --> 00:47:23.853
say for people who are interested in doing

00:47:23.873 --> 00:47:26.476
this two things one

00:47:27.469 --> 00:47:29.313
Do it.

00:47:29.434 --> 00:47:30.396
There have been so many things in my

00:47:30.456 --> 00:47:33.164
life where I'm just like, maybe, maybe,

00:47:33.204 --> 00:47:33.565
maybe.

00:47:34.349 --> 00:47:35.389
You know, but the thing is,

00:47:35.429 --> 00:47:35.849
is to do it.

00:47:35.869 --> 00:47:36.851
But the second thing is,

00:47:36.891 --> 00:47:38.032
is to find people to help you go

00:47:38.052 --> 00:47:38.632
along the way.

00:47:38.713 --> 00:47:39.434
And for me,

00:47:39.454 --> 00:47:42.115
that's been coaching and getting people

00:47:42.436 --> 00:47:42.695
who have,

00:47:42.856 --> 00:47:44.838
who are a step ahead of me and

00:47:44.858 --> 00:47:46.719
say, Hey man, teach me what you know,

00:47:47.300 --> 00:47:47.501
you know,

00:47:47.561 --> 00:47:48.882
help me along this way and to be

00:47:49.001 --> 00:47:50.003
open to ideas.

00:47:50.382 --> 00:47:51.103
Yeah.

00:47:51.143 --> 00:47:54.527
That has been by far the biggest help

00:47:54.666 --> 00:47:57.108
for me is to find someone who has

00:47:57.168 --> 00:47:58.710
done this, who has done this well,

00:47:58.851 --> 00:47:59.831
and not just one person.

00:47:59.851 --> 00:48:00.311
There can be,

00:48:00.371 --> 00:48:01.413
obviously it can be multiples.

00:48:01.873 --> 00:48:04.436
But to, and to help,

00:48:04.456 --> 00:48:06.577
and they are so willing to help.

00:48:06.617 --> 00:48:07.338
They really are.

00:48:07.378 --> 00:48:09.159
Like people who understand and look at you

00:48:09.219 --> 00:48:11.001
and they go, oh man, you're into some,

00:48:11.621 --> 00:48:12.523
you're into some friction.

00:48:12.623 --> 00:48:13.943
If I could reduce that friction,

00:48:14.244 --> 00:48:15.164
if someone could have reduced that

00:48:15.184 --> 00:48:17.447
friction for me by five percent, man,

00:48:17.487 --> 00:48:18.226
I would have showed up.

00:48:20.228 --> 00:48:21.469
I think the average is also higher in

00:48:21.489 --> 00:48:22.030
our profession.

00:48:22.650 --> 00:48:23.751
For better or for worse, right?

00:48:23.771 --> 00:48:25.452
In terms of people willing to give time.

00:48:25.472 --> 00:48:26.713
But there's a bunch of free resources.

00:48:26.733 --> 00:48:27.735
There's paid resources.

00:48:28.094 --> 00:48:31.117
You can ask people for free if the

00:48:31.157 --> 00:48:32.878
paid resource is worth it.

00:48:34.219 --> 00:48:35.860
Like a guy like Danny Matei.

00:48:36.420 --> 00:48:37.561
Like that guy,

00:48:37.882 --> 00:48:39.762
he tells people to go completely cash.

00:48:41.364 --> 00:48:43.344
I mean, he's barely even tries.

00:48:43.525 --> 00:48:44.005
I'm like, Danny,

00:48:44.025 --> 00:48:45.726
you got to like boost up your marketing.

00:48:45.746 --> 00:48:46.927
He's like, I don't need to.

00:48:46.967 --> 00:48:48.688
We get two hundred clinic people who want

00:48:48.708 --> 00:48:51.791
to run cash clinics in in-person events

00:48:51.831 --> 00:48:52.492
twice a year.

00:48:52.532 --> 00:48:54.092
He goes, I sort of don't need to.

00:48:54.132 --> 00:48:54.934
And I'm like, damn,

00:48:55.014 --> 00:48:57.074
that's when there's desire,

00:48:57.094 --> 00:48:58.697
when the desire, the demand is.

00:48:58.717 --> 00:48:59.077
Yeah.

00:48:59.956 --> 00:49:02.199
Um, shoot people, uh, the website,

00:49:02.340 --> 00:49:03.380
where do they go to see your clinic

00:49:03.400 --> 00:49:03.740
website?

00:49:03.760 --> 00:49:05.081
I want clinicians to see your website.

00:49:05.101 --> 00:49:06.543
Cause maybe it changes over time too.

00:49:06.603 --> 00:49:07.184
Where would you send them?

00:49:07.204 --> 00:49:07.903
Yeah.

00:49:07.923 --> 00:49:08.985
It's a phase one.

00:49:09.005 --> 00:49:12.007
That's the number one phase one pt.com.

00:49:13.188 --> 00:49:14.849
We will be updating that soon as well

00:49:14.929 --> 00:49:15.710
with all these things.

00:49:15.751 --> 00:49:17.672
It's going to be changing as time goes

00:49:17.753 --> 00:49:20.695
on, but not all at once, Matt.

00:49:20.715 --> 00:49:21.014
Perfect.

00:49:21.135 --> 00:49:21.356
All right.

00:49:21.416 --> 00:49:21.675
Good.

00:49:21.775 --> 00:49:22.036
Good.

00:49:22.737 --> 00:49:23.717
Matt, appreciate your time, man.

00:49:23.737 --> 00:49:24.398
Thanks for doing this.

00:49:24.818 --> 00:49:25.398
Hey, thank you.

00:49:25.438 --> 00:49:26.280
I appreciate it so much.

00:49:27.697 --> 00:49:28.777
That's it for this one,

00:49:29.038 --> 00:49:30.659
but we're just getting warmed up.

00:49:31.199 --> 00:49:33.099
Smash follow, send it to a friend,

00:49:33.320 --> 00:49:35.021
or crank up the next episode.

00:49:35.501 --> 00:49:36.382
Want to go deeper?

00:49:36.862 --> 00:49:38.963
Hit us at pgpiecast.com.

00:49:40.244 --> 00:49:42.246
Or find us on YouTube and socials at

00:49:42.266 --> 00:49:43.485
pgpiecast.

00:49:43.907 --> 00:49:46.188
And legally, none of this was advice.

00:49:46.268 --> 00:49:47.909
It's for entertainment purposes only.

00:49:47.989 --> 00:49:49.650
Bullshit!

00:49:49.670 --> 00:49:50.269
See, Keith?

00:49:50.471 --> 00:49:51.550
We read the script.

00:49:51.831 --> 00:49:52.492
Happy now?