Clinic Waitlist or Na?

WEBVTT

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All right, we're live.

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Big fancy intro.

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And I'm awake.

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Good morning, Tony.

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Good morning, Dave, who is tardy.

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Good morning, good morning, good morning.

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We don't use words like

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tardy or hooky enough.

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I thought we'd use it more.

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When I was in school,

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I thought this would be on

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my permanent record and

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people would know when I was tardy.

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Well, I think that's the thing.

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You're not in that school zone.

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You don't have kids in the school zone.

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I think I've heard Tardy a

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fair share right now with my boys.

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Nice.

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I said nice.

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So what are we talking about?

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Well,

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I wanted Dave to weigh in on

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something you had sort of

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posted yesterday.

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You were being very

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strategic when Tony asks a question.

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I think this,

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was this on LinkedIn or Twitter or both?

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I think I might've saw both.

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Yeah.

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I'm not on Twitter.

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It was on Facebook and LinkedIn.

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Oh, okay.

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See, they all blend together.

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All right.

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So do you have the question?

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Do you want me to find the

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question and bring it up?

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Yeah, I'll pull it up.

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I've got it behind me.

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Okay.

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And I did choose these words

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intentionally.

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So basically, you know,

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I've heard lots of you

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mentioned that you have a wait list.

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So lots of private practices.

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I've battled against wait lists.

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I'm just telling you guys for decade,

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nobody wants to listen to me.

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That's okay.

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That's why I'm here.

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So you don't want to have

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the wait list or you've

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battled- I would never have a wait list.

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It's absurd to have a wait list.

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There are ways that you can

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get rid of a wait list that

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benefit the patient and

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benefit the therapist.

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So I basically in my Facebook post, I said,

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have you considered hiring

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a telehealth therapist?

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Now,

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this would be a topic if you guys want

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to get into it today.

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My wife has been out of

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patient care for over fifteen years now.

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She's been all, you know,

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raising the family,

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doing stuff with the boys,

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but now she's finding that

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she has more time.

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She's doing ninety percent

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volunteer work and she was like,

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maybe I can get back in and

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maybe I can do some, you know, some work.

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What do you think is the

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best thing for me to do?

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So I put this post out because in my mind,

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I was thinking it doesn't

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make sense for her to go

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start treating patients,

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but maybe she could help

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some other therapists do

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telehealth evals to offload

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their wait list.

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Telehealth triage, man.

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It's a brilliant idea.

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Yeah, I mean,

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if patients are going to be sitting there,

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you might as well have them engaged,

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get that telehealth

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evaluation done initially.

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So I said, look,

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you could hire a contract

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therapist to perform

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telehealth evaluations.

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The secret behind that is my

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wife is available.

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OK, you number two,

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you could hire a contract

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therapist to perform the

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telehealth evaluation and

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work that patient into your

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existing schedule.

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You could try to hire a

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physical therapist

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assistant if you can't find PTs to hire.

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Or the third option is you

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can hire a contract therapist,

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let them do the telehealth evaluation.

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And who knows,

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maybe the patient likes it

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and the patient wants to

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stay on the telehealth, you know,

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ecosystem.

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And then I gave them three

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options in the poll, I said,

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and I chose these words intentionally,

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quote, nope, I'd rather make them wait.

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And Jimmy, you said, let them eat cake.

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I was thinking exactly the same thing.

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Right.

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But I said, nope,

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I'd rather make them wait.

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Number two is, yep,

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the therapist would need to

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follow my framework, which is tough,

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but it could be done.

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Three, maybe, comma,

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never considered that.

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And of course,

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I shared this on Facebook and LinkedIn,

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and I knew the poll would

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be completely flip flop

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between the two platforms.

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And sure enough, it was Facebook.

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Sixty seven percent said, nope,

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I'd rather make them wait.

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I'm going to take a look at LinkedIn,

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but what are your initial

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thoughts about that?

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I mean,

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doesn't surprise me before I before

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I saw the results for it,

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when I looked at the question, I was like,

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people are going to say I'm

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the secret sauce.

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I was actually, I was,

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I was a little surprised

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with the percentage of

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folks that answered that.

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Like, I know, I don't know.

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I figured it was like twenty

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five to fifty percent would say,

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let them wait, make them wait, whatever.

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But I agree that the

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audience loves when there's conflict,

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tension, disagreement,

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potentially between Tony

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and I. They love it.

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We get feedback from it all the time.

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But I agree one hundred

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percent with Tony here.

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And this is like, for example,

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I want to have a wait list.

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Right.

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So that's what people chose.

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So that means,

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and you guys correct me if I'm wrong,

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that means you want to wait

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a little bit longer until you have

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more results in the community.

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You wanna wait a little bit

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longer for word of mouth referrals.

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You wanna wait a little bit

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more for that reimbursement

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insurance money to hit your bank account.

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You wanna wait for your revenue.

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You wanna wait for profits, for results,

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for Google reviews, for everything.

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That's crazy.

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I agree a hundred percent

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with Tony Meritato about

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getting these new evals in

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as soon as possible.

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Sometimes even bumping your

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current patients that day.

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Let's get into it.

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Oh, OK.

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So I think originally when

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we were because we have a group chat,

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I think originally maybe I read it wrong.

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I thought we disagreed.

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But that is that is I agree.

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I think we're all three going.

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No, no, no.

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All three of us.

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Yeah.

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All three of us absolutely agree.

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And of course,

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I'm looking at the LinkedIn poll.

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So only seven percent of the

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people that responded on LinkedIn said,

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no, I'd rather make them wait.

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Everybody,

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ninety three percent chose one

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of the other two options, either.

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Yeah.

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Hire a therapist to do it.

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Or I never considered it

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because I didn't know it

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was available to Dave's credit.

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You know, a hundred percent.

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Like I even teach this in my

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Medicare course.

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I'm like, look, if you're in growth mode.

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If you're trying to build a business,

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trying to build a foundation,

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you never let that patient

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wait to get them started,

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get them an evaluation,

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build your plan of care.

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I would bump people out of

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existing appointments if I needed to.

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If I didn't have access to

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my schedule and I was a

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mobile therapist and someone called,

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I would book that

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appointment for the same

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day if they call in the morning,

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the next morning if they

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call in the afternoon.

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My metric,

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and it's still the metric to this day,

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is I want evaluations

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completed within twenty

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four hours from the first

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point of contact,

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usually a telephone call.

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And that takes priority over

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everything because the

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people I'm already seeing, they know me,

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they like me, they trust me.

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And here's the thing.

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The the courtesy I extend to

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the new client who should

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get started today is the

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same courtesy I would

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extend to the existing client.

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So even if I was working

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with a client and I had to step away,

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I would say, hey, I'm sorry, you know,

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I need to take this call.

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This is a patient that might

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have an urgent question.

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The patient with me knows I

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would do the same thing for them.

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If they called me,

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I would prioritize them.

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I'm prioritizing the new person.

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And that is the way I

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believe things should be done.

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But I think we three are in

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the far minority because most therapists,

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they're going to push it off.

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They're going to make them wait.

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And a lot of them will say

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they're coming to see me,

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not anybody else.

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Right?

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Scott does have a good point, right?

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Because we don't know the

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psychographics of the

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people answering this question.

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He says it depends on who

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the audience is owner and practice owners,

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which might be more people on LinkedIn,

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or not necessarily on LinkedIn,

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but more active on LinkedIn,

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or staff therapists.

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Right?

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Do you think do you think

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the differences would would

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be stark there?

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Do you think there'd be a big difference?

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So I would tell you,

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and I'm sure Dave agrees with this too,

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it's the culture.

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When I was a staff there, well,

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I was never a staff therapist,

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but when I was a staff for anywhere,

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I had the same personality.

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I was like, absolutely not,

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we gotta get them in,

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let's get them going,

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whatever I have to do.

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And I think a lot, I think Scott,

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and I think a lot of people

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here that have gone the

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private practice route,

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they have that drive in them.

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Now, if I wouldn't say staff therapist,

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I would say if you're the

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complacent therapist who

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wants to clock in,

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clock out and not think of

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it any other time.

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Yeah.

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Why the heck would you

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prioritize if I'm an athletico therapist?

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Nothing against athletico.

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I'm going to get paid the

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same amount regardless.

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There's no reason for me to

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prioritize anyone new coming in.

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There's no advantage to it.

00:08:42.283 --> 00:08:44.623
Why would I even try to get

00:08:44.682 --> 00:08:46.484
new people in or condense

00:08:46.524 --> 00:08:47.884
my schedule or do anything?

00:08:48.284 --> 00:08:51.046
It's because it's deep inside your soul.

00:08:51.505 --> 00:08:53.466
You are a production person.

00:08:53.506 --> 00:08:55.386
You are somebody who wants to achieve.

00:08:55.407 --> 00:08:56.107
You're somebody who's

00:08:56.168 --> 00:08:57.207
pushing the boundary.

00:08:57.687 --> 00:08:58.708
You are somebody who's going

00:08:58.729 --> 00:09:01.190
to be successful whatever you do.

00:09:01.250 --> 00:09:01.429
Dave?

00:09:02.269 --> 00:09:03.510
So let me ask,

00:09:03.571 --> 00:09:04.631
I'll ask a question from the

00:09:04.732 --> 00:09:06.153
folks on the Facebook side

00:09:06.173 --> 00:09:07.875
that chose to select.

00:09:08.436 --> 00:09:09.256
I'll let them wait.

00:09:09.417 --> 00:09:09.697
These,

00:09:09.876 --> 00:09:12.019
this is the question I want to ask Tony,

00:09:12.340 --> 00:09:13.461
because I know that this is

00:09:13.500 --> 00:09:15.081
what they would pose as

00:09:15.123 --> 00:09:15.962
their biggest challenger

00:09:16.043 --> 00:09:17.225
issue or their question.

00:09:17.245 --> 00:09:18.125
So they would say, Tony,

00:09:19.288 --> 00:09:21.951
if I evaluate this wait list, right,

00:09:22.311 --> 00:09:22.931
I don't have enough

00:09:22.951 --> 00:09:24.993
capacity to schedule out

00:09:25.092 --> 00:09:27.053
all of these other wait list patients,

00:09:27.214 --> 00:09:29.035
as well as my current block of patients,

00:09:29.375 --> 00:09:30.576
because everyone wants follow-ups,

00:09:30.616 --> 00:09:31.456
everyone wants whatever,

00:09:31.517 --> 00:09:32.837
two or three times a week or whatever.

00:09:33.639 --> 00:09:34.879
So the question, Tony,

00:09:34.899 --> 00:09:37.640
would be if I fit in this wait list,

00:09:37.760 --> 00:09:39.562
let's say this week or next week, I just,

00:09:39.722 --> 00:09:41.203
I try to fit in the evaluations.

00:09:41.844 --> 00:09:42.684
My practice is,

00:09:43.424 --> 00:09:45.227
doesn't have the follow-up

00:09:45.288 --> 00:09:48.131
visit availability in my schedule.

00:09:48.712 --> 00:09:49.654
How would you answer that, Tony?

00:09:50.423 --> 00:09:51.965
So this is the most exciting

00:09:52.024 --> 00:09:53.884
part of being an entrepreneur,

00:09:53.924 --> 00:09:55.265
of being a business owner.

00:09:55.326 --> 00:09:56.846
You see market demand,

00:09:56.946 --> 00:09:58.927
you have a problem facing you,

00:09:59.506 --> 00:10:00.988
you build a solution.

00:10:01.508 --> 00:10:03.448
So if you say, okay,

00:10:03.649 --> 00:10:05.528
I can't fit them into the

00:10:05.609 --> 00:10:06.889
existing schedule.

00:10:07.269 --> 00:10:08.450
Well, how do I fix that?

00:10:08.590 --> 00:10:09.230
What can I do?

00:10:09.270 --> 00:10:11.772
Can I create another alternative solution?

00:10:12.231 --> 00:10:14.251
Can I bring RTM into the mix

00:10:14.272 --> 00:10:16.173
to help those patients feel engaged?

00:10:16.212 --> 00:10:17.494
Can the therapist that does

00:10:17.533 --> 00:10:18.494
the evaluation,

00:10:19.193 --> 00:10:19.514
you know,

00:10:19.774 --> 00:10:21.456
create a framework that allows

00:10:21.495 --> 00:10:23.236
that patient to say, well,

00:10:23.616 --> 00:10:25.357
I know I'm not getting two

00:10:25.418 --> 00:10:26.859
or three days a week treatment,

00:10:26.899 --> 00:10:28.200
but at least I'm getting started.

00:10:28.240 --> 00:10:29.500
At least I'm moving in the

00:10:29.559 --> 00:10:30.421
right direction.

00:10:31.081 --> 00:10:32.822
As opposed to saying, no,

00:10:33.081 --> 00:10:34.663
you just got to sit there and lay away.

00:10:35.203 --> 00:10:37.085
I will get to you when I get to you.

00:10:38.205 --> 00:10:39.505
I just don't think that's a

00:10:39.566 --> 00:10:40.547
good experience,

00:10:40.667 --> 00:10:42.607
but then you can flip the

00:10:42.648 --> 00:10:43.828
script and you say, well, hey,

00:10:44.448 --> 00:10:46.270
I'm I'm an exclusive therapist.

00:10:46.650 --> 00:10:48.491
Nobody else in my area does what I do.

00:10:49.013 --> 00:10:50.494
I'm the only one who can do it.

00:10:50.995 --> 00:10:52.635
Those patients value what I

00:10:52.676 --> 00:10:53.996
do so much that they're

00:10:54.037 --> 00:10:55.538
willing to wait six weeks.

00:10:56.239 --> 00:10:58.921
OK, then raise your prices, double,

00:10:58.961 --> 00:11:01.842
triple your prices, control capacity.

00:11:01.883 --> 00:11:03.404
You have to understand how

00:11:03.445 --> 00:11:05.626
to control capacity or else

00:11:05.746 --> 00:11:06.927
you're just making them

00:11:07.028 --> 00:11:08.349
suffer for no benefit.

00:11:09.048 --> 00:11:11.029
There's no advantage to that patient.

00:11:11.049 --> 00:11:12.291
There's no advantage to you

00:11:12.331 --> 00:11:13.351
as the business owner.

00:11:14.091 --> 00:11:16.192
You're just spinning the

00:11:16.232 --> 00:11:17.354
hamster wheel and not

00:11:17.394 --> 00:11:18.394
really getting anywhere.

00:11:18.855 --> 00:11:20.816
Now, the follow-up question to that,

00:11:20.836 --> 00:11:21.015
though,

00:11:21.035 --> 00:11:22.976
because you posted recently and

00:11:23.037 --> 00:11:23.998
probably the past two or

00:11:24.018 --> 00:11:25.339
three years about different

00:11:25.399 --> 00:11:26.519
ideas around hire a

00:11:26.558 --> 00:11:28.340
contract therapist for the demand,

00:11:28.399 --> 00:11:30.000
hire a telehealth therapist

00:11:30.041 --> 00:11:30.961
for the evaluations,

00:11:31.001 --> 00:11:32.582
and try to create a system

00:11:32.722 --> 00:11:33.984
around this demand.

00:11:34.443 --> 00:11:35.725
These owners would then ask

00:11:35.745 --> 00:11:36.605
you the follow-up question,

00:11:36.664 --> 00:11:37.245
or they would say...

00:11:38.105 --> 00:11:39.407
The challenge though, Tony,

00:11:39.466 --> 00:11:41.970
is if I can't really, I don't want to,

00:11:41.990 --> 00:11:43.870
or I can't create a system

00:11:43.931 --> 00:11:46.234
for this demand because the

00:11:46.354 --> 00:11:47.875
wait list has an ebb and flow.

00:11:48.014 --> 00:11:48.956
In July and August,

00:11:49.216 --> 00:11:50.096
we don't have a wait list.

00:11:50.297 --> 00:11:51.719
In September and October,

00:11:52.099 --> 00:11:52.960
now we have a wait list.

00:11:53.299 --> 00:11:55.701
So you're asking these owners,

00:11:56.792 --> 00:11:59.352
to do more tasks, a new project,

00:11:59.732 --> 00:12:02.594
to create a dynamic

00:12:03.173 --> 00:12:04.813
solution because this ebb

00:12:04.854 --> 00:12:05.914
and flow of the wait list,

00:12:06.134 --> 00:12:06.875
they have this wait list

00:12:06.894 --> 00:12:08.075
because they stow people away,

00:12:08.115 --> 00:12:09.155
they can sit there and wait.

00:12:09.395 --> 00:12:10.316
But then in July and August,

00:12:10.355 --> 00:12:11.216
there is no wait list,

00:12:11.436 --> 00:12:12.336
so they don't need that

00:12:12.397 --> 00:12:13.437
solution that you're talking about.

00:12:13.537 --> 00:12:14.876
And that's part of the challenge.

00:12:15.096 --> 00:12:17.177
It's like a whole other new

00:12:17.337 --> 00:12:18.898
thing to manage, right?

00:12:18.937 --> 00:12:20.099
And I do agree with you.

00:12:20.519 --> 00:12:21.578
It's not that challenging, yeah,

00:12:21.599 --> 00:12:22.019
to manage.

00:12:22.178 --> 00:12:23.460
It's not that challenging, though, to...

00:12:24.823 --> 00:12:26.304
I mean, there's PT Match,

00:12:26.325 --> 00:12:27.525
there's Indeed Ads, there's LinkedIn.

00:12:27.546 --> 00:12:28.206
I mean,

00:12:28.225 --> 00:12:31.107
there's ways to hire someone who

00:12:31.988 --> 00:12:33.448
has their full-time at

00:12:33.469 --> 00:12:35.210
Athletico and then part-time with you.

00:12:35.269 --> 00:12:36.450
And they can do part-time

00:12:36.471 --> 00:12:38.652
just evaluations only or whatever.

00:12:38.672 --> 00:12:39.672
There's ways around it.

00:12:40.133 --> 00:12:41.332
The challenge is that these

00:12:41.432 --> 00:12:42.293
owners are already so

00:12:42.433 --> 00:12:43.653
swamped and spinning so

00:12:43.673 --> 00:12:44.575
many plates and you're

00:12:44.634 --> 00:12:46.716
adding another plate for them to spin.

00:12:46.855 --> 00:12:48.476
And it's a dynamic plate,

00:12:48.736 --> 00:12:49.677
not a plate like you spin

00:12:49.697 --> 00:12:50.658
it and just hold it there.

00:12:51.099 --> 00:12:52.318
It's like it comes and goes,

00:12:52.339 --> 00:12:53.019
comes and goes.

00:12:53.960 --> 00:12:56.421
Uh, and so that's it.

00:12:56.441 --> 00:12:56.701
I don't know.

00:12:56.740 --> 00:12:57.701
Like, is it,

00:12:57.780 --> 00:12:59.381
am I talking too much into it

00:12:59.442 --> 00:13:00.241
or is that something that

00:13:00.261 --> 00:13:01.442
you think these owners would be saying?

00:13:01.782 --> 00:13:02.341
But that's why,

00:13:02.741 --> 00:13:03.663
that's why we use the plate

00:13:03.682 --> 00:13:05.883
analogy because every,

00:13:06.003 --> 00:13:07.144
that's why it's the plate analogy.

00:13:07.163 --> 00:13:08.043
You don't just put somewhere,

00:13:08.063 --> 00:13:09.124
that'd be the shelf analogy.

00:13:09.144 --> 00:13:09.864
It's the plate is you have

00:13:09.884 --> 00:13:11.284
to spin it and pay attention to it.

00:13:11.625 --> 00:13:12.144
And then, you know,

00:13:12.164 --> 00:13:13.825
you can go away for a little while.

00:13:14.326 --> 00:13:15.005
So I would say,

00:13:15.125 --> 00:13:16.326
understand what business you're in.

00:13:16.806 --> 00:13:17.846
This is the type of problem

00:13:17.865 --> 00:13:19.147
you want to solve or not.

00:13:19.167 --> 00:13:19.246
Yeah.

00:13:20.120 --> 00:13:21.379
This is also your job.

00:13:21.541 --> 00:13:23.480
Your job is actually, as Tony would say,

00:13:23.801 --> 00:13:25.162
your job is not to be elbow

00:13:25.201 --> 00:13:26.942
deep in patient care, right?

00:13:27.062 --> 00:13:27.903
If that's what you want to do,

00:13:27.942 --> 00:13:29.643
then be a clinician, work for someone,

00:13:29.702 --> 00:13:30.464
work with someone.

00:13:30.923 --> 00:13:32.323
But this is actually your job.

00:13:32.783 --> 00:13:33.404
I don't have an air

00:13:33.424 --> 00:13:35.445
conditioning problem in November, right?

00:13:35.465 --> 00:13:36.166
But I'm juggling air

00:13:36.206 --> 00:13:37.046
conditioning problems in

00:13:37.105 --> 00:13:38.186
July because I need the

00:13:38.225 --> 00:13:39.527
clinic to be a certain temperature.

00:13:39.846 --> 00:13:41.086
So if it flows,

00:13:41.126 --> 00:13:42.548
then your job is now to

00:13:42.587 --> 00:13:43.768
take care of the air conditioner.

00:13:44.448 --> 00:13:46.489
Or, I mean, literally, in radio,

00:13:46.528 --> 00:13:47.028
I worked with...

00:13:48.649 --> 00:13:50.030
a group of people who bought

00:13:50.150 --> 00:13:51.530
an abandoned mall in

00:13:51.591 --> 00:13:52.772
Northeast Pennsylvania,

00:13:53.312 --> 00:13:55.113
way outside of Scranton

00:13:55.153 --> 00:13:55.894
where we were located.

00:13:55.953 --> 00:13:57.673
So far away from people.

00:13:58.274 --> 00:13:59.054
And they essentially tried

00:13:59.075 --> 00:14:01.755
to build like an entertainment plex,

00:14:02.056 --> 00:14:04.357
laser tag, video games, bowling.

00:14:05.038 --> 00:14:06.077
And I said, I got to be honest, man,

00:14:06.238 --> 00:14:06.918
I'm really curious.

00:14:07.298 --> 00:14:07.938
Why did you put it?

00:14:08.259 --> 00:14:10.480
Forty five minutes away from Scranton.

00:14:10.541 --> 00:14:10.941
And he said,

00:14:11.100 --> 00:14:12.360
look outside of that parking lot.

00:14:12.581 --> 00:14:13.522
We got lots of parking.

00:14:13.841 --> 00:14:15.383
If I put this in downtown Scranton,

00:14:15.702 --> 00:14:16.722
we would have we would have

00:14:16.743 --> 00:14:17.604
a parking problem.

00:14:18.595 --> 00:14:20.537
That's a great problem to have, bro,

00:14:20.557 --> 00:14:21.297
because right now we have

00:14:21.317 --> 00:14:22.738
an empty parking lot problem.

00:14:23.259 --> 00:14:24.399
So I'd say if you look at it

00:14:24.419 --> 00:14:25.980
like this is the reason you

00:14:26.000 --> 00:14:27.322
got into business, right?

00:14:27.861 --> 00:14:30.604
Or as Tony also, there is a caveat.

00:14:31.065 --> 00:14:32.745
Is this the kind of business

00:14:32.765 --> 00:14:34.067
you want to do?

00:14:34.307 --> 00:14:35.868
Maybe you want to be one or

00:14:35.908 --> 00:14:36.828
two people in the clinic.

00:14:36.928 --> 00:14:37.669
If that's the case,

00:14:38.009 --> 00:14:40.292
triple your rates and say, you know what?

00:14:40.471 --> 00:14:41.293
Go down the street.

00:14:41.373 --> 00:14:43.274
So decide what type of

00:14:43.333 --> 00:14:44.434
business you want because

00:14:44.455 --> 00:14:46.596
there's two ends of that bell curve.

00:14:47.553 --> 00:14:48.374
That's another thing, though,

00:14:48.394 --> 00:14:49.134
because a lot of these

00:14:49.214 --> 00:14:52.215
owners that are replying or in general,

00:14:52.235 --> 00:14:52.975
because there's just more

00:14:53.034 --> 00:14:54.355
in-network owners across the country.

00:14:54.375 --> 00:14:55.196
There's, what,

00:14:55.216 --> 00:14:55.995
thousands or tens of

00:14:56.015 --> 00:14:56.735
thousands of practice

00:14:56.796 --> 00:14:58.197
owners that are in-network.

00:14:58.956 --> 00:14:59.797
They cannot raise their

00:14:59.836 --> 00:15:01.177
rates or they believe that

00:15:01.197 --> 00:15:02.298
they cannot raise their rates.

00:15:02.337 --> 00:15:03.217
They're not dropping the

00:15:03.258 --> 00:15:04.258
lower paying contracts.

00:15:04.298 --> 00:15:05.577
They're maybe not even

00:15:05.658 --> 00:15:06.818
adding cash pay services.

00:15:07.298 --> 00:15:07.438
So...

00:15:08.558 --> 00:15:11.022
Tony makes it respectfully,

00:15:11.322 --> 00:15:12.423
makes it sound easy

00:15:12.462 --> 00:15:14.105
sometimes because you're

00:15:14.144 --> 00:15:14.885
still taking all the

00:15:14.905 --> 00:15:15.767
in-network contracts.

00:15:15.826 --> 00:15:17.227
Tony, these owners might also say,

00:15:17.248 --> 00:15:17.849
and I want to chime in.

00:15:17.948 --> 00:15:18.629
I'm trying to chime in for

00:15:18.649 --> 00:15:19.331
them because they're not here.

00:15:20.552 --> 00:15:22.494
They might also say, Tony, I don't know,

00:15:22.533 --> 00:15:23.294
show us your books.

00:15:23.355 --> 00:15:25.817
You're doing these in-network contracts.

00:15:25.836 --> 00:15:26.758
What are you charging out of

00:15:26.778 --> 00:15:27.558
pocket in terms of

00:15:28.299 --> 00:15:29.380
telling us to raise our rates,

00:15:29.441 --> 00:15:30.961
these owners either don't

00:15:31.001 --> 00:15:32.201
believe they can raise their rates,

00:15:32.221 --> 00:15:32.842
they're not providing

00:15:32.863 --> 00:15:35.244
enough out of pocket value.

00:15:35.803 --> 00:15:36.384
So you're right,

00:15:36.664 --> 00:15:37.845
if they if they charge out of pocket,

00:15:37.865 --> 00:15:39.005
they absolutely would thin

00:15:39.066 --> 00:15:40.366
out the waitlist.

00:15:40.407 --> 00:15:42.248
But then, in July and August,

00:15:42.508 --> 00:15:44.849
they might have less volume

00:15:44.928 --> 00:15:46.890
than they did this past July and August.

00:15:46.910 --> 00:15:47.610
So Jimmy,

00:15:48.030 --> 00:15:50.011
So let's talk about those scenarios.

00:15:50.052 --> 00:15:50.371
Hang on.

00:15:51.013 --> 00:15:53.714
And I hear this argument all the time.

00:15:53.933 --> 00:15:56.514
You know, it's, well, how do I do that?

00:15:56.595 --> 00:15:57.735
How do I charge this person

00:15:57.755 --> 00:15:58.816
this much when I'm charging

00:15:58.855 --> 00:16:00.236
somebody else something different?

00:16:00.317 --> 00:16:00.876
Who cares?

00:16:01.177 --> 00:16:01.297
Like,

00:16:01.317 --> 00:16:02.998
have you never walked into a store

00:16:03.097 --> 00:16:04.958
and seen something on discount?

00:16:05.499 --> 00:16:06.080
I was just in the

00:16:06.120 --> 00:16:07.399
supermarket yesterday and I

00:16:07.419 --> 00:16:08.701
was buying steaks for fifty

00:16:08.721 --> 00:16:10.442
percent off like that happens.

00:16:10.961 --> 00:16:12.523
When we were in South Florida,

00:16:12.562 --> 00:16:14.304
there was a massive influx

00:16:14.345 --> 00:16:16.407
between January through March,

00:16:16.866 --> 00:16:17.847
huge numbers,

00:16:17.927 --> 00:16:20.210
triple the volume compared

00:16:20.250 --> 00:16:22.751
to like April or August, September,

00:16:22.831 --> 00:16:23.493
that time of year.

00:16:24.053 --> 00:16:26.316
So if you have something like that,

00:16:26.336 --> 00:16:27.596
you build a system,

00:16:27.716 --> 00:16:29.717
a business that works within that.

00:16:30.418 --> 00:16:31.639
You set your prices.

00:16:32.880 --> 00:16:34.121
I prefer set your prices

00:16:34.162 --> 00:16:35.201
high and then offer a

00:16:35.261 --> 00:16:36.822
discount when things get slow.

00:16:37.104 --> 00:16:39.264
Or what we used to do was we

00:16:39.284 --> 00:16:40.666
would take the extra staff

00:16:40.706 --> 00:16:42.187
that we had and we'd be like, look,

00:16:42.606 --> 00:16:43.768
go get a skilled nursing

00:16:43.807 --> 00:16:45.649
job two days a week, three days a week.

00:16:45.749 --> 00:16:46.629
We don't have enough

00:16:46.669 --> 00:16:48.010
patients to keep you busy

00:16:48.471 --> 00:16:50.091
in the slow season the whole time.

00:16:50.633 --> 00:16:52.433
You can go get fifty percent

00:16:52.474 --> 00:16:54.254
more profit if you go work

00:16:54.294 --> 00:16:55.556
a skilled nursing job or a

00:16:55.596 --> 00:16:56.397
home health job.

00:16:57.057 --> 00:16:58.557
And you can keep your base

00:16:58.616 --> 00:17:00.278
here so that when season

00:17:00.317 --> 00:17:01.278
rolls back around,

00:17:01.658 --> 00:17:03.599
we'll fill your schedule back up.

00:17:04.199 --> 00:17:06.219
There's always ways to make that work.

00:17:06.618 --> 00:17:07.880
And the idea that you can't

00:17:07.980 --> 00:17:10.259
change your pricing dynamically,

00:17:10.319 --> 00:17:11.160
look at Wendy's,

00:17:11.220 --> 00:17:13.421
look at other businesses that do it.

00:17:13.580 --> 00:17:16.481
Airplanes, booking tickets for flights,

00:17:16.521 --> 00:17:17.602
they do it all the time.

00:17:18.142 --> 00:17:19.301
I don't know why we have

00:17:19.342 --> 00:17:20.542
this misconception that

00:17:21.423 --> 00:17:23.502
once I set the price, it's set in stone.

00:17:23.663 --> 00:17:24.584
Absolutely not.

00:17:24.624 --> 00:17:26.144
We can change the price day to day.

00:17:26.784 --> 00:17:27.224
I do it.

00:17:27.305 --> 00:17:28.685
If I'm not in the mood to treat you,

00:17:28.766 --> 00:17:29.606
I'm going to charge you

00:17:29.666 --> 00:17:31.509
more money than if I am in

00:17:31.548 --> 00:17:32.509
the mood to treat you.

00:17:32.829 --> 00:17:34.771
If it's a condition I don't want to treat,

00:17:35.251 --> 00:17:36.413
I'm not going to do it

00:17:36.512 --> 00:17:37.794
unless you pay me enough to

00:17:37.834 --> 00:17:39.695
make me want to treat that condition.

00:17:40.096 --> 00:17:41.196
Hang on, Dave.

00:17:41.217 --> 00:17:42.137
The other part of it,

00:17:42.178 --> 00:17:43.459
the other part of it is.

00:17:44.721 --> 00:17:44.980
Shoot.

00:17:45.221 --> 00:17:45.801
OK, go ahead,

00:17:45.821 --> 00:17:46.701
because I forgot the other

00:17:46.721 --> 00:17:47.803
part of your comment.

00:17:48.644 --> 00:17:50.005
So with the waitlist,

00:17:50.464 --> 00:17:53.047
could the owners just say they call?

00:17:53.067 --> 00:17:53.606
I don't know how many.

00:17:54.207 --> 00:17:55.607
Do we even know how big the waitlist is?

00:17:55.647 --> 00:17:56.608
Have you heard of their ever

00:17:56.648 --> 00:17:58.950
numbers like six patients, eight patients,

00:17:59.049 --> 00:17:59.349
fifteen?

00:17:59.390 --> 00:18:01.111
Maybe it depends on the practice size,

00:18:01.151 --> 00:18:01.511
obviously.

00:18:01.551 --> 00:18:02.352
Right.

00:18:02.372 --> 00:18:03.292
Like what volume are we even

00:18:03.313 --> 00:18:03.792
talking about here?

00:18:05.182 --> 00:18:05.502
I don't know.

00:18:05.782 --> 00:18:06.124
I don't know.

00:18:06.183 --> 00:18:08.224
People just say three weeks, six weeks,

00:18:08.525 --> 00:18:10.246
but you reminded me of the other point.

00:18:10.566 --> 00:18:12.787
So the other point is back to me.

00:18:13.126 --> 00:18:14.087
What do I do?

00:18:14.448 --> 00:18:15.449
There's a difference between

00:18:16.048 --> 00:18:17.490
what I say and what I do.

00:18:18.410 --> 00:18:19.050
I do,

00:18:20.330 --> 00:18:22.992
I basically set mine up where if I'm

00:18:23.192 --> 00:18:25.834
averaging four units a visit, right?

00:18:25.894 --> 00:18:26.934
In my clinic,

00:18:26.954 --> 00:18:28.075
that's insurance-based and

00:18:28.134 --> 00:18:29.516
I'm starting to accumulate

00:18:29.615 --> 00:18:30.936
more referrals coming in

00:18:30.997 --> 00:18:32.417
than discharges going out.

00:18:33.178 --> 00:18:34.459
I start to go to three units.

00:18:34.519 --> 00:18:35.420
I go to two units.

00:18:35.460 --> 00:18:36.461
I go to one unit.

00:18:37.001 --> 00:18:39.002
That is one version of

00:18:39.084 --> 00:18:40.785
raising your prices because

00:18:40.825 --> 00:18:41.465
no one else does that.

00:18:41.486 --> 00:18:42.987
Huh?

00:18:43.027 --> 00:18:43.688
No one else does that.

00:18:44.214 --> 00:18:45.756
No, no one else is willing to do that.

00:18:45.796 --> 00:18:47.135
They're like, this is my schedule.

00:18:47.155 --> 00:18:47.955
It's set in stone.

00:18:47.996 --> 00:18:49.217
It is never going to vary.

00:18:49.876 --> 00:18:51.477
You bill units.

00:18:51.517 --> 00:18:52.778
You don't bill visits.

00:18:52.958 --> 00:18:54.719
And so if you're billing, quote,

00:18:54.778 --> 00:18:55.759
selling units,

00:18:56.179 --> 00:18:57.759
you have variability in that.

00:18:57.859 --> 00:18:59.380
And if you look at Medicare,

00:18:59.400 --> 00:19:00.359
just as an example,

00:19:00.400 --> 00:19:01.840
and I've shared this a bunch of times,

00:19:02.441 --> 00:19:03.401
when I do more than a

00:19:03.480 --> 00:19:05.061
single unit in a visit,

00:19:05.142 --> 00:19:07.222
Medicare reduces the other

00:19:07.383 --> 00:19:09.063
units based on the multiple

00:19:09.103 --> 00:19:10.463
procedure payment reduction.

00:19:11.364 --> 00:19:13.585
I will maximize Medicare reimbursement.

00:19:13.625 --> 00:19:15.246
I can nearly double my

00:19:15.346 --> 00:19:16.807
revenue depending on how

00:19:16.866 --> 00:19:18.867
it's done by reducing the

00:19:18.928 --> 00:19:20.669
number of units and getting

00:19:20.709 --> 00:19:22.148
more Medicare beneficiaries

00:19:22.189 --> 00:19:22.730
in the clinic.

00:19:22.750 --> 00:19:24.390
And I would argue not only

00:19:24.430 --> 00:19:26.191
does it make it more profitable for me,

00:19:27.092 --> 00:19:28.332
there's no additional

00:19:28.392 --> 00:19:29.532
documentation because

00:19:29.573 --> 00:19:31.334
documentation is based on units.

00:19:32.054 --> 00:19:34.496
But there is increased profit,

00:19:34.836 --> 00:19:36.278
which makes it easier for

00:19:36.317 --> 00:19:37.419
me to help more people,

00:19:37.459 --> 00:19:38.559
to access more people,

00:19:38.619 --> 00:19:39.901
to pay my staff more.

00:19:40.421 --> 00:19:40.721
You know,

00:19:40.741 --> 00:19:43.064
there are so many advantages to

00:19:43.144 --> 00:19:44.744
going and optimizing.

00:19:44.904 --> 00:19:46.386
And I would say a patient

00:19:46.406 --> 00:19:47.807
coming five days a week for

00:19:47.948 --> 00:19:49.730
one unit visit doesn't mean

00:19:49.769 --> 00:19:50.891
they're only in my clinic

00:19:50.911 --> 00:19:51.590
for ten minutes.

00:19:51.911 --> 00:19:53.413
They can be on my clinic for an hour.

00:19:53.633 --> 00:19:54.433
I've got the space.

00:19:54.473 --> 00:19:55.314
I've got the time.

00:19:55.374 --> 00:19:56.454
It doesn't affect me.

00:19:57.276 --> 00:19:59.436
But that increases my profitability,

00:19:59.836 --> 00:20:02.758
doubles my profit, increases my revenue,

00:20:03.057 --> 00:20:04.578
gives me more resources and

00:20:04.618 --> 00:20:05.900
makes it easier for me to

00:20:05.960 --> 00:20:07.099
handle more capacity.

00:20:07.119 --> 00:20:09.260
And then when things slow down, OK,

00:20:09.441 --> 00:20:10.340
I start going to two and

00:20:10.361 --> 00:20:11.682
three and four unit visits.

00:20:12.162 --> 00:20:14.702
I go into fewer frequency,

00:20:15.163 --> 00:20:16.703
but longer duration.

00:20:16.844 --> 00:20:18.805
You know, there is always ways to do this.

00:20:18.865 --> 00:20:21.846
We do it in exercise, increase intensity,

00:20:21.945 --> 00:20:23.527
lower repetitions like you

00:20:23.547 --> 00:20:25.007
working on strength, on power,

00:20:25.087 --> 00:20:25.768
on endurance.

00:20:26.387 --> 00:20:28.388
It's the same principle for our business.

00:20:29.390 --> 00:20:30.009
Let me ask you this.

00:20:31.431 --> 00:20:32.171
Two questions.

00:20:32.971 --> 00:20:35.292
Why are healthcare providers

00:20:36.413 --> 00:20:37.874
feel icky about doing this?

00:20:37.993 --> 00:20:39.434
Is it because no one has

00:20:39.515 --> 00:20:40.394
done it and they don't want

00:20:40.434 --> 00:20:41.135
to be the first?

00:20:41.195 --> 00:20:42.396
And then my follow-up question is,

00:20:42.936 --> 00:20:43.757
five years from now,

00:20:43.797 --> 00:20:45.798
is this going to be commonplace?

00:20:46.259 --> 00:20:46.959
What do you think, Dave?

00:20:49.497 --> 00:20:50.217
Commonplace, no.

00:20:50.297 --> 00:20:52.219
I think it's like using a fax machine.

00:20:52.239 --> 00:20:53.259
It's just the thing that

00:20:53.278 --> 00:20:54.059
they've always done,

00:20:54.279 --> 00:20:56.201
and it's just going to continue.

00:20:56.941 --> 00:20:57.981
Why don't others use this?

00:20:58.162 --> 00:20:59.883
Again, I've said it a million times.

00:21:00.103 --> 00:21:01.703
Tony is just built differently.

00:21:01.804 --> 00:21:03.884
He thinks creatively.

00:21:04.365 --> 00:21:05.445
A ton of other owners, again,

00:21:05.465 --> 00:21:06.445
they're so busy with so

00:21:06.465 --> 00:21:07.186
many different things,

00:21:07.207 --> 00:21:08.867
and they're just almost...

00:21:09.488 --> 00:21:12.009
respectfully, almost like robots,

00:21:12.029 --> 00:21:13.570
like Tony, like we're billing, you know,

00:21:14.010 --> 00:21:14.191
you know,

00:21:14.290 --> 00:21:15.751
units and visits and like we

00:21:15.771 --> 00:21:16.952
have the set time and we're

00:21:16.992 --> 00:21:18.094
trying to maximize, you know,

00:21:18.173 --> 00:21:19.115
three point three,

00:21:19.134 --> 00:21:20.096
three point five units a

00:21:20.115 --> 00:21:22.176
visit for four units a visit, whatever.

00:21:22.237 --> 00:21:25.338
Like we get paid based off of units.

00:21:25.719 --> 00:21:26.940
And so a patient comes in

00:21:27.381 --> 00:21:28.401
and we are trying to

00:21:28.721 --> 00:21:29.662
legally and compliantly

00:21:29.942 --> 00:21:31.784
maximize the billable unit.

00:21:33.464 --> 00:21:35.465
I don't think it's going to change.

00:21:36.707 --> 00:21:38.848
Why don't they keep that over to Tony?

00:21:39.853 --> 00:21:40.192
I agree.

00:21:40.212 --> 00:21:43.056
I mean, it hasn't changed in thirty years.

00:21:43.135 --> 00:21:44.298
Why would it change in the

00:21:44.337 --> 00:21:45.239
next five years?

00:21:45.878 --> 00:21:47.121
I don't think it's going to change.

00:21:47.621 --> 00:21:49.403
I agree that I'm not beating

00:21:49.502 --> 00:21:50.903
up on those therapists like

00:21:50.964 --> 00:21:52.486
they are killing themselves.

00:21:52.506 --> 00:21:54.347
They're working every minute of every day.

00:21:54.367 --> 00:21:56.170
When I talk to family

00:21:56.210 --> 00:21:58.071
members that are working in tech,

00:21:58.112 --> 00:21:59.692
working in different kinds

00:21:59.794 --> 00:22:01.895
of industries like that,

00:22:02.276 --> 00:22:03.477
They're spending their day.

00:22:03.517 --> 00:22:04.938
They do probably five

00:22:04.998 --> 00:22:06.378
minutes of actual work for

00:22:06.419 --> 00:22:07.779
every hour that they're paid.

00:22:07.859 --> 00:22:08.920
The rest of their time,

00:22:09.340 --> 00:22:10.320
they're just hanging out.

00:22:10.361 --> 00:22:11.481
They're shopping online.

00:22:11.521 --> 00:22:12.663
They're doing stuff that has

00:22:12.863 --> 00:22:14.884
absolutely no extra value to the company.

00:22:15.324 --> 00:22:16.744
I've never seen a therapist

00:22:16.785 --> 00:22:18.645
be able to have that kind

00:22:18.747 --> 00:22:20.186
of productivity standard.

00:22:21.407 --> 00:22:21.989
So they are.

00:22:22.009 --> 00:22:23.769
They're killing themselves

00:22:23.849 --> 00:22:24.829
working so much.

00:22:24.849 --> 00:22:26.811
They just don't have time to think.

00:22:27.372 --> 00:22:29.192
But when we come out, hopefully,

00:22:29.752 --> 00:22:31.794
and we share some of these ideas,

00:22:32.534 --> 00:22:34.515
my intention here is, yeah,

00:22:34.535 --> 00:22:36.115
just get the ball rolling and be like, oh,

00:22:36.155 --> 00:22:37.155
I never thought of it that.

00:22:37.276 --> 00:22:40.458
That's why in that poll, I said,

00:22:40.857 --> 00:22:42.699
maybe I never thought of it

00:22:42.739 --> 00:22:44.279
that way because they don't

00:22:44.400 --> 00:22:46.701
even realize that this is an option.

00:22:47.681 --> 00:22:49.481
And so that therapist, like my wife,

00:22:49.862 --> 00:22:51.742
sitting at home, boys are growing up.

00:22:51.803 --> 00:22:52.903
She's looking for some extra

00:22:52.943 --> 00:22:54.384
things that she could do.

00:22:54.444 --> 00:22:55.726
She wants to use her knowledge.

00:22:55.766 --> 00:22:57.286
She was an amazing therapist,

00:22:57.666 --> 00:22:59.027
a hundred times better than me.

00:22:59.847 --> 00:23:02.088
She could be accessible to

00:23:02.308 --> 00:23:03.670
any clinic in Ohio just

00:23:03.690 --> 00:23:05.111
because she's licensed in Ohio.

00:23:05.750 --> 00:23:08.392
who needs to get an extra evaluation in.

00:23:08.771 --> 00:23:10.593
And even the word evaluation,

00:23:10.673 --> 00:23:12.252
I think it's misguided

00:23:12.813 --> 00:23:15.354
because what does evaluation mean?

00:23:15.513 --> 00:23:17.295
What is an evaluation?

00:23:18.454 --> 00:23:19.776
We know what we like to do

00:23:19.836 --> 00:23:20.675
as an evaluation.

00:23:20.715 --> 00:23:20.955
Dave,

00:23:21.036 --> 00:23:22.836
I'm sure your evaluation is a hundred

00:23:22.896 --> 00:23:25.477
times more complex, more detailed,

00:23:25.576 --> 00:23:26.857
more involved than mine.

00:23:27.557 --> 00:23:28.479
But effectively,

00:23:28.519 --> 00:23:29.638
if you look at the Medicare

00:23:29.679 --> 00:23:31.160
guideline as an example,

00:23:31.700 --> 00:23:33.260
the absolute required

00:23:33.361 --> 00:23:34.981
elements for an evaluation

00:23:35.122 --> 00:23:37.403
are a diagnosis and a

00:23:37.442 --> 00:23:38.423
functional assessment.

00:23:38.522 --> 00:23:39.884
When you look at what they

00:23:39.923 --> 00:23:41.444
call a functional assessment,

00:23:41.924 --> 00:23:43.506
they recommend optimal,

00:23:43.806 --> 00:23:44.586
a functional outcome

00:23:44.625 --> 00:23:46.166
measure created by APTA.

00:23:46.626 --> 00:23:47.988
You look at something like

00:23:48.067 --> 00:23:50.608
squatting on the optimal questionnaire.

00:23:51.229 --> 00:23:52.190
You have four numbers.

00:23:52.869 --> 00:23:55.031
They're basically a zero to four.

00:23:55.571 --> 00:23:56.251
They can do it.

00:23:56.291 --> 00:23:57.192
They can't do it.

00:23:57.333 --> 00:23:59.474
Or it's some level of difficulty between.

00:24:00.035 --> 00:24:01.435
And so I could do that

00:24:01.675 --> 00:24:02.596
through a telehealth

00:24:02.636 --> 00:24:04.577
platform and at least get

00:24:04.637 --> 00:24:06.098
that patient started.

00:24:06.138 --> 00:24:08.381
And then if your practice, if your culture,

00:24:08.421 --> 00:24:09.602
if you want to do more,

00:24:10.122 --> 00:24:11.983
you want to do manual muscle testing,

00:24:12.023 --> 00:24:13.505
you want to do goniometry,

00:24:13.525 --> 00:24:14.444
you want to do any of the

00:24:14.525 --> 00:24:16.426
stuff that people think are

00:24:16.467 --> 00:24:17.488
in is important.

00:24:18.228 --> 00:24:19.308
Go ahead and do it on the

00:24:19.348 --> 00:24:20.189
follow-up visits.

00:24:20.269 --> 00:24:21.450
Do it in the next session.

00:24:21.470 --> 00:24:23.892
You don't have to have all that stuff done,

00:24:24.432 --> 00:24:27.153
air quote, to have an evaluation.

00:24:27.795 --> 00:24:28.055
You know,

00:24:28.095 --> 00:24:29.776
the diagnosis pretty much gives

00:24:29.836 --> 00:24:31.076
us everything we need right

00:24:31.136 --> 00:24:31.758
out of the gate.

00:24:32.519 --> 00:24:34.641
Therapists make it too complicated.

00:24:34.942 --> 00:24:36.643
They need to see a simpler version.

00:24:36.962 --> 00:24:37.502
That's what I was going to

00:24:37.682 --> 00:24:39.484
sort of chime in or ask on, which is,

00:24:39.585 --> 00:24:40.545
are we doing this?

00:24:40.684 --> 00:24:41.625
I've heard before,

00:24:42.205 --> 00:24:42.866
I've talked to people

00:24:42.906 --> 00:24:44.087
who've taken large chunks

00:24:44.147 --> 00:24:45.828
of PT documentation and run

00:24:45.848 --> 00:24:47.250
them through AI and said, hey,

00:24:47.930 --> 00:24:48.691
what do you know about this?

00:24:48.711 --> 00:24:49.691
And the one glaring thing

00:24:49.730 --> 00:24:51.732
was we document too much.

00:24:52.292 --> 00:24:53.134
Not that we're being

00:24:53.193 --> 00:24:54.914
required to document too much,

00:24:54.954 --> 00:24:56.215
not that the evil insurance

00:24:56.236 --> 00:24:57.656
companies or Medicare,

00:24:57.676 --> 00:24:59.057
the government says you got

00:24:59.097 --> 00:25:00.739
to spend so much time documenting this.

00:25:01.138 --> 00:25:02.820
We do that self selecting.

00:25:03.300 --> 00:25:04.481
The other thing from that

00:25:05.041 --> 00:25:06.343
analysis was that we are

00:25:06.403 --> 00:25:07.423
actually providing things

00:25:07.443 --> 00:25:08.365
we're not charging for.

00:25:09.085 --> 00:25:10.366
So we're screaming our

00:25:10.527 --> 00:25:11.669
reimbursements going down,

00:25:11.749 --> 00:25:12.529
but we're leaving money on

00:25:12.569 --> 00:25:14.192
the table because we're being safe.

00:25:14.472 --> 00:25:15.974
These two things that I just mentioned,

00:25:16.414 --> 00:25:17.757
over documenting and under

00:25:17.817 --> 00:25:19.619
charging for things you actually deliver.

00:25:20.079 --> 00:25:20.861
That's an emotion.

00:25:21.261 --> 00:25:22.282
That's you being scared.

00:25:22.983 --> 00:25:23.965
That's what I read anyway.

00:25:25.119 --> 00:25:26.220
Yeah.

00:25:26.259 --> 00:25:27.580
Go ahead, Dave.

00:25:27.601 --> 00:25:28.221
As a sidebar,

00:25:28.381 --> 00:25:29.981
I switched over to a new

00:25:30.122 --> 00:25:31.102
electronic medical record

00:25:31.142 --> 00:25:32.163
and I'm not getting any juju,

00:25:32.202 --> 00:25:32.863
so I'm not going to even

00:25:32.883 --> 00:25:33.963
mention them right now.

00:25:34.064 --> 00:25:35.084
But they do have an

00:25:35.104 --> 00:25:36.464
integration for Hippo Scribe.

00:25:36.805 --> 00:25:38.005
Tony's affiliated with Hippo Scribe.

00:25:38.025 --> 00:25:38.805
I don't get anything out of it,

00:25:38.845 --> 00:25:40.365
but we are going to look

00:25:40.425 --> 00:25:41.606
into that for sure in terms

00:25:41.626 --> 00:25:42.707
of that documentation and

00:25:42.727 --> 00:25:44.508
to avoid the over documentation.

00:25:45.008 --> 00:25:46.028
And if we can just do the

00:25:46.107 --> 00:25:47.229
audio component and Hippo

00:25:47.269 --> 00:25:48.628
Scribe transcribes it and

00:25:48.669 --> 00:25:49.710
puts it into the note.

00:25:50.690 --> 00:25:51.769
It's just less work for the

00:25:51.789 --> 00:25:52.810
therapist if he can just

00:25:52.851 --> 00:25:54.090
kind of transcribe and like

00:25:54.151 --> 00:25:55.631
make a note for us.

00:25:56.310 --> 00:25:57.271
So that's really exciting.

00:25:58.352 --> 00:26:00.332
The thing I wanted to do

00:26:00.372 --> 00:26:02.653
real quick is can we try to get tactical,

00:26:02.792 --> 00:26:03.073
Tony?

00:26:03.093 --> 00:26:05.032
Let's say we both have a wait list, right?

00:26:05.473 --> 00:26:07.013
Let's say we both have a wait list.

00:26:07.433 --> 00:26:09.193
You know, my practice, we're mobile.

00:26:09.654 --> 00:26:10.894
Tony, you're brick and mortar.

00:26:11.755 --> 00:26:12.434
Let's say, you know,

00:26:12.474 --> 00:26:14.336
Jimmy's at the top of our, he's a patient,

00:26:14.355 --> 00:26:15.455
he's at the top of our wait list.

00:26:16.499 --> 00:26:18.500
We talked about a potential solution.

00:26:18.580 --> 00:26:20.702
We talked about cash or out of pocket,

00:26:20.982 --> 00:26:22.243
even though Jimmy's, you know,

00:26:22.263 --> 00:26:22.765
let's say he's got

00:26:22.805 --> 00:26:23.645
insurance and he was

00:26:24.205 --> 00:26:25.788
potentially wanting to use his insurance.

00:26:26.268 --> 00:26:27.929
Could we, could owners out there,

00:26:28.009 --> 00:26:29.530
could they call up Jimmy and say, hey,

00:26:30.231 --> 00:26:31.092
you have, you know,

00:26:31.353 --> 00:26:33.233
United Healthcare and we

00:26:33.273 --> 00:26:34.756
called you yesterday and we

00:26:34.796 --> 00:26:36.596
said the wait list is four weeks.

00:26:37.377 --> 00:26:38.919
is when we can schedule your evaluation.

00:26:38.939 --> 00:26:40.019
You're scheduled on our books,

00:26:40.180 --> 00:26:41.720
on our calendar for four weeks from now.

00:26:41.880 --> 00:26:42.121
Yes.

00:26:42.580 --> 00:26:44.061
So can I give my reaction right now?

00:26:45.021 --> 00:26:45.301
First?

00:26:46.323 --> 00:26:46.522
Sure.

00:26:46.823 --> 00:26:47.462
For what I'm thinking?

00:26:47.743 --> 00:26:48.364
Four weeks.

00:26:48.663 --> 00:26:49.084
Oh man.

00:26:49.163 --> 00:26:49.423
Okay.

00:26:49.544 --> 00:26:50.785
In my brain, I'm going, cool.

00:26:50.845 --> 00:26:51.865
I'll stay on your wait list,

00:26:51.905 --> 00:26:52.605
but I'm going to go look.

00:26:52.705 --> 00:26:53.807
I'm going to start Googling

00:26:53.886 --> 00:26:55.126
around to see if someone

00:26:55.146 --> 00:26:56.188
can solve my problem faster.

00:26:57.563 --> 00:26:57.803
Right.

00:26:58.124 --> 00:26:59.806
So then the practice owners out there,

00:26:59.885 --> 00:27:00.547
they're going to just call

00:27:00.567 --> 00:27:01.288
the second patient.

00:27:02.749 --> 00:27:03.210
It's like, hey,

00:27:03.250 --> 00:27:04.551
there's patients everywhere, whatever.

00:27:05.172 --> 00:27:05.792
Have a nice life.

00:27:06.433 --> 00:27:07.154
So, yes, I agree.

00:27:07.494 --> 00:27:10.538
So could we call Jimmy and say, hey,

00:27:11.019 --> 00:27:12.121
we accept your insurance.

00:27:12.320 --> 00:27:13.583
We have you scheduled for

00:27:13.663 --> 00:27:14.343
four weeks from now.

00:27:15.612 --> 00:27:16.432
Today is Thursday.

00:27:17.334 --> 00:27:18.434
If you wanted us to fit you

00:27:18.494 --> 00:27:19.737
in today or tomorrow or

00:27:19.777 --> 00:27:21.739
possibly next week, Tony,

00:27:22.038 --> 00:27:23.000
it would be out of pocket.

00:27:23.240 --> 00:27:24.040
Pick a dollar amount,

00:27:24.142 --> 00:27:25.083
a hundred dollars a visit,

00:27:25.103 --> 00:27:26.284
a hundred and fifty or

00:27:26.304 --> 00:27:27.404
whatever we're going to say.

00:27:29.887 --> 00:27:31.169
How do owners out there

00:27:31.209 --> 00:27:32.631
potentially implement this, Tony?

00:27:32.651 --> 00:27:34.313
Are they going to say to Jimmy, okay,

00:27:34.333 --> 00:27:35.433
so for this plan of care,

00:27:36.363 --> 00:27:37.423
It's going to be the evaluation.

00:27:37.442 --> 00:27:38.243
Then we're going to assess you.

00:27:38.263 --> 00:27:38.943
We're going to see how many

00:27:38.983 --> 00:27:39.824
visits you might need,

00:27:39.844 --> 00:27:41.003
depending on your presentation,

00:27:41.023 --> 00:27:43.164
your clinical presentation, all of that.

00:27:43.724 --> 00:27:44.545
Maybe it's two visits.

00:27:44.585 --> 00:27:46.125
Maybe it's eight or twelve visits,

00:27:46.165 --> 00:27:46.526
whatever.

00:27:47.086 --> 00:27:47.346
Tony,

00:27:47.365 --> 00:27:48.807
do you suggest these owners out there

00:27:49.646 --> 00:27:50.567
present this to the patient?

00:27:50.606 --> 00:27:50.987
Say, hey,

00:27:51.166 --> 00:27:52.228
we have you booked for four weeks

00:27:52.248 --> 00:27:52.548
from now.

00:27:53.067 --> 00:27:54.387
If you want to get in ASAP,

00:27:54.448 --> 00:27:54.928
it's going to be one

00:27:54.948 --> 00:27:55.989
hundred dollars out of pocket.

00:27:56.048 --> 00:27:57.128
And then is none of that

00:27:57.148 --> 00:27:58.409
going to be run through their insurance?

00:27:58.429 --> 00:27:59.250
Like what are the options

00:27:59.289 --> 00:27:59.970
out there for owners?

00:28:01.108 --> 00:28:03.652
So like anything gets complicated.

00:28:04.792 --> 00:28:06.255
If we're talking about a

00:28:06.295 --> 00:28:07.655
provider who's contracted

00:28:07.675 --> 00:28:09.278
with an insurance company,

00:28:10.259 --> 00:28:11.059
you're in network,

00:28:11.099 --> 00:28:12.101
you're contracted with that

00:28:12.161 --> 00:28:13.001
insurance company.

00:28:13.142 --> 00:28:15.044
You've got some limitations there.

00:28:15.224 --> 00:28:15.365
Now,

00:28:15.424 --> 00:28:18.248
the way I would approach this is I

00:28:18.288 --> 00:28:18.488
would...

00:28:19.528 --> 00:28:20.690
I would look at that and I

00:28:20.710 --> 00:28:22.192
would basically say, okay,

00:28:23.071 --> 00:28:24.993
I'm contracted with UnitedHealthcare.

00:28:25.595 --> 00:28:27.375
UnitedHealthcare as of today

00:28:27.415 --> 00:28:29.919
does not cover telehealth, right?

00:28:29.939 --> 00:28:31.119
That's an established fact.

00:28:31.160 --> 00:28:32.300
Medicare still covers it

00:28:32.320 --> 00:28:33.001
through the end of two

00:28:33.041 --> 00:28:33.902
thousand twenty four.

00:28:34.502 --> 00:28:35.723
After that, it goes away,

00:28:35.784 --> 00:28:37.246
which opens doors for us.

00:28:37.826 --> 00:28:39.488
Let's go with UnitedHealthcare.

00:28:39.528 --> 00:28:40.969
It's not a covered benefit

00:28:41.469 --> 00:28:42.730
for telehealth services.

00:28:43.391 --> 00:28:44.751
What I would do is I would say.

00:28:45.778 --> 00:28:46.019
Hey,

00:28:46.660 --> 00:28:48.540
we have a four week waiting list for

00:28:48.641 --> 00:28:49.721
most of our patients.

00:28:50.862 --> 00:28:53.723
If you'd like to get started today,

00:28:54.304 --> 00:28:54.944
what it is,

00:28:55.005 --> 00:28:56.546
it's a hundred and fifty dollar fee.

00:28:57.326 --> 00:28:58.846
We can do a telehealth visit

00:28:58.906 --> 00:29:00.307
right now over the phone.

00:29:00.347 --> 00:29:01.328
Like literally it could just

00:29:01.348 --> 00:29:02.869
be voice because remember,

00:29:02.910 --> 00:29:04.671
there's not a covered intervention.

00:29:04.711 --> 00:29:05.971
It used to be it had to be

00:29:06.030 --> 00:29:07.632
voice and video together.

00:29:08.232 --> 00:29:09.192
That's out the window.

00:29:09.473 --> 00:29:10.973
So now I could literally

00:29:11.015 --> 00:29:12.095
charge them one hundred and

00:29:12.134 --> 00:29:12.796
fifty dollars.

00:29:13.615 --> 00:29:15.678
I do the evaluation over the phone.

00:29:16.298 --> 00:29:17.939
They jump to the front of the line.

00:29:18.039 --> 00:29:19.681
Now they come in for therapy.

00:29:20.221 --> 00:29:21.301
It'll get billed to the

00:29:21.362 --> 00:29:23.304
insurance for the covered services.

00:29:23.644 --> 00:29:25.464
If I am a therapist and most

00:29:25.525 --> 00:29:26.645
of the people watching this

00:29:26.685 --> 00:29:28.207
would be who deliver

00:29:28.267 --> 00:29:30.128
greater value than what's covered,

00:29:30.528 --> 00:29:31.730
then you would have other

00:29:31.789 --> 00:29:32.810
services that they would

00:29:32.871 --> 00:29:34.231
also be paying cash for

00:29:34.271 --> 00:29:35.252
that are not covered by

00:29:35.272 --> 00:29:36.354
their insurance policy.

00:29:36.953 --> 00:29:38.575
But the idea is we're still

00:29:38.615 --> 00:29:40.595
in the brain mindset of

00:29:41.134 --> 00:29:42.256
telehealth isn't covered.

00:29:42.395 --> 00:29:43.175
I can't offer it.

00:29:43.675 --> 00:29:45.237
Telehealth not being covered

00:29:45.277 --> 00:29:46.336
is what opens the door.

00:29:46.376 --> 00:29:48.077
And telehealth is anything.

00:29:48.617 --> 00:29:49.117
Literally,

00:29:49.157 --> 00:29:51.378
when a patient calls you to schedule,

00:29:51.759 --> 00:29:53.519
you ask them the questions.

00:29:53.618 --> 00:29:55.039
That is a telehealth session.

00:29:55.599 --> 00:29:57.020
You get all the information

00:29:57.060 --> 00:29:58.121
for your evaluation and

00:29:58.141 --> 00:29:59.201
your documentation.

00:29:59.821 --> 00:30:01.221
That is a telehealth session.

00:30:01.281 --> 00:30:02.903
It doesn't have to be treatment.

00:30:02.982 --> 00:30:04.182
It doesn't have to include

00:30:04.222 --> 00:30:05.002
the other stuff.

00:30:06.564 --> 00:30:07.584
It totally can be done.

00:30:07.644 --> 00:30:09.045
So that's the way I would

00:30:09.085 --> 00:30:10.945
charge is I would charge

00:30:10.965 --> 00:30:12.685
the hundred and fifty to

00:30:12.746 --> 00:30:14.126
get them to the front of the line.

00:30:14.166 --> 00:30:14.606
But really,

00:30:14.646 --> 00:30:15.586
I'm charging the hundred and

00:30:15.626 --> 00:30:16.748
fifty for the twenty minute

00:30:16.768 --> 00:30:18.468
phone call to get all the

00:30:18.528 --> 00:30:20.108
information to start the

00:30:20.148 --> 00:30:21.808
plan of care and do the

00:30:21.868 --> 00:30:23.049
telehealth evaluation.

00:30:24.451 --> 00:30:26.333
Um, if it's cash, you know,

00:30:26.353 --> 00:30:27.393
you're not contracted,

00:30:27.413 --> 00:30:28.554
you're out of network, whatever,

00:30:28.953 --> 00:30:29.614
even easier.

00:30:30.114 --> 00:30:32.775
Like that one for sure is you say, Hey,

00:30:32.815 --> 00:30:34.316
we do reserve a couple spots.

00:30:34.435 --> 00:30:36.615
If you want to get started today, it's the,

00:30:36.736 --> 00:30:38.336
you know, this is the pricing for it.

00:30:38.817 --> 00:30:40.077
If you're willing to wait,

00:30:40.117 --> 00:30:41.657
if it's not too urgent for you,

00:30:41.698 --> 00:30:43.398
then this is the standard pricing.

00:30:44.439 --> 00:30:46.019
You have two pricing models.

00:30:46.480 --> 00:30:47.560
I would put that out there

00:30:47.621 --> 00:30:49.201
publicly like twenty four

00:30:49.241 --> 00:30:51.963
hour scheduling has a you do it.

00:30:52.003 --> 00:30:53.325
Five hundred dollar price

00:30:54.066 --> 00:30:55.026
standard scheduling,

00:30:55.066 --> 00:30:56.646
two hundred and fifty dollar price.

00:30:57.468 --> 00:30:59.229
But there's always ways to make this work.

00:30:59.249 --> 00:31:00.329
You just need to figure out

00:31:00.849 --> 00:31:02.931
how you do it if you're allowed to do it.

00:31:03.011 --> 00:31:04.311
And then do you have the

00:31:04.352 --> 00:31:05.232
team that'll do it?

00:31:05.272 --> 00:31:06.773
Back to Scott's question.

00:31:07.674 --> 00:31:09.276
I can tell you today I've

00:31:09.336 --> 00:31:10.797
had therapists on my team

00:31:10.836 --> 00:31:12.258
that would not do it.

00:31:13.077 --> 00:31:14.357
So I can't force them to do it.

00:31:14.758 --> 00:31:15.618
They're professionals.

00:31:15.659 --> 00:31:16.618
I'm not going to make them

00:31:16.679 --> 00:31:21.319
do it if they're not comfortable with it.

00:31:21.339 --> 00:31:23.441
So tactical on your side, what do you say?

00:31:23.461 --> 00:31:26.402
What do you do?

00:31:27.402 --> 00:31:29.342
We typically don't have a wait list,

00:31:29.382 --> 00:31:29.622
I think,

00:31:29.642 --> 00:31:30.962
because we charge a good amount of money.

00:31:31.502 --> 00:31:31.583
Yeah.

00:31:31.603 --> 00:31:31.722
Yeah.

00:31:32.796 --> 00:31:33.876
You're in the sweet spot then.

00:31:34.037 --> 00:31:34.936
You're in the spot where

00:31:35.117 --> 00:31:36.939
supply and demand are equally balanced.

00:31:36.959 --> 00:31:38.599
That's not easy, but was it ever?

00:31:39.059 --> 00:31:39.780
It had to be.

00:31:39.800 --> 00:31:41.061
You didn't come out on day one,

00:31:41.321 --> 00:31:42.221
come out of the womb as a

00:31:42.261 --> 00:31:43.623
business and be perfectly

00:31:43.682 --> 00:31:45.884
dead on with price, demand, awareness,

00:31:45.904 --> 00:31:46.464
and all those things.

00:31:46.644 --> 00:31:47.806
Did you ever have this problem,

00:31:47.905 --> 00:31:48.886
or was it the other way?

00:31:49.267 --> 00:31:50.248
Because you're in New York City,

00:31:50.307 --> 00:31:51.608
competition's crazy high.

00:31:53.077 --> 00:31:54.118
There is a lot of competition.

00:31:54.138 --> 00:31:55.199
There's a lot of saturation

00:31:55.219 --> 00:31:56.078
with different practices.

00:31:56.138 --> 00:31:56.880
Even since COVID,

00:31:56.900 --> 00:31:57.880
there's been even more of

00:31:57.900 --> 00:31:59.020
these mobile therapists.

00:31:59.080 --> 00:32:00.441
And I had a therapist that

00:32:00.461 --> 00:32:02.442
was great with me for from

00:32:02.501 --> 00:32:04.423
twenty twenty or twenty

00:32:04.442 --> 00:32:06.743
twenty one until twenty twenty two.

00:32:06.824 --> 00:32:07.963
And then he went and started

00:32:07.983 --> 00:32:08.505
his own practice.

00:32:08.525 --> 00:32:09.345
We're still on great terms.

00:32:09.365 --> 00:32:10.424
So, yeah, there's a lot of competition.

00:32:12.741 --> 00:32:14.284
We've never really had a big wait list.

00:32:14.364 --> 00:32:15.125
All the wait lists that you

00:32:15.164 --> 00:32:16.346
see online that you hear about,

00:32:16.605 --> 00:32:19.148
in my opinion, it's usually, like,

00:32:19.249 --> 00:32:20.170
ninety percent of the time

00:32:20.230 --> 00:32:21.751
it's in-network because of the volume,

00:32:22.192 --> 00:32:25.336
lower financial responsibility.

00:32:26.136 --> 00:32:27.377
There's just more leads,

00:32:27.438 --> 00:32:28.358
more prospective patients

00:32:28.420 --> 00:32:29.259
out there that are being

00:32:29.320 --> 00:32:31.163
referred by their in-network physicians,

00:32:31.903 --> 00:32:33.144
people that want to use their insurance,

00:32:33.164 --> 00:32:33.424
whatever.

00:32:34.405 --> 00:32:35.626
So we just have not really

00:32:35.666 --> 00:32:37.509
had a big wait list.

00:32:37.528 --> 00:32:38.609
So I've always had the

00:32:39.130 --> 00:32:41.251
juggling like the two sides over time.

00:32:41.291 --> 00:32:42.633
It's like trying to get

00:32:42.673 --> 00:32:43.534
patient demand and then

00:32:43.574 --> 00:32:44.815
getting therapists like my

00:32:44.835 --> 00:32:45.715
other therapist to see them

00:32:45.756 --> 00:32:47.356
and just kind of like that

00:32:47.376 --> 00:32:48.397
back and forth over time.

00:32:49.137 --> 00:32:49.378
But no,

00:32:49.398 --> 00:32:52.760
we've never had a wait list of like six,

00:32:52.780 --> 00:32:53.201
seven, eight,

00:32:53.261 --> 00:32:55.282
whatever patients like these

00:32:55.323 --> 00:32:55.963
other practices.

00:32:56.023 --> 00:32:59.186
So I think it's I don't know,

00:32:59.227 --> 00:32:59.906
with the dollar amount,

00:33:01.291 --> 00:33:02.093
We've done the phone calls.

00:33:02.113 --> 00:33:03.053
We've done conversion calls.

00:33:03.393 --> 00:33:05.015
All of us, we've talked about pricing,

00:33:05.055 --> 00:33:05.914
all that.

00:33:05.974 --> 00:33:08.237
And so that alone filters

00:33:08.277 --> 00:33:09.958
people out where the ones

00:33:09.978 --> 00:33:11.358
that are not the right fit, they are like,

00:33:11.419 --> 00:33:12.900
oh, I want to use my insurance,

00:33:12.920 --> 00:33:13.740
my Medicare, whatever.

00:33:13.759 --> 00:33:15.060
I'm going to call Fox Rehab

00:33:15.141 --> 00:33:16.821
or some other place that

00:33:16.842 --> 00:33:17.663
takes their insurance.

00:33:17.702 --> 00:33:19.503
So that's why Fox Rehab has

00:33:19.884 --> 00:33:20.825
a big wait list of four to

00:33:20.845 --> 00:33:22.546
six weeks pretty much like all the time.

00:33:23.625 --> 00:33:24.366
And that's why we don't.

00:33:25.305 --> 00:33:26.665
So this goes back to,

00:33:26.705 --> 00:33:27.665
and we talked about it,

00:33:27.726 --> 00:33:29.586
the whole price control model.

00:33:30.186 --> 00:33:32.709
What price controls do is

00:33:32.749 --> 00:33:34.930
they limit access to services,

00:33:35.009 --> 00:33:36.750
which effectively gives

00:33:36.830 --> 00:33:38.152
nobody a great experience,

00:33:38.211 --> 00:33:39.471
nobody a great service.

00:33:40.712 --> 00:33:42.314
But back to in my

00:33:42.394 --> 00:33:44.734
insurance-based brick and mortar clinic,

00:33:45.375 --> 00:33:46.895
other things that we created.

00:33:46.955 --> 00:33:48.317
So decades ago,

00:33:48.336 --> 00:33:49.596
we created the non-covered

00:33:49.636 --> 00:33:50.458
maintenance program.

00:33:51.198 --> 00:33:52.878
And what that effectively is,

00:33:52.999 --> 00:33:54.420
is it was a way for us to

00:33:54.440 --> 00:33:55.640
manage the peaks and the

00:33:55.700 --> 00:33:57.601
troughs of referral cycles.

00:33:57.760 --> 00:33:58.842
Everybody knows this.

00:33:59.342 --> 00:34:01.383
You go in, you get six, ten,

00:34:01.423 --> 00:34:02.963
twelve referrals in a week,

00:34:03.003 --> 00:34:03.804
and then all of a sudden

00:34:03.845 --> 00:34:05.444
you're flooded with new patients.

00:34:05.945 --> 00:34:07.465
And then three months later,

00:34:07.546 --> 00:34:08.867
doc goes on vacation and

00:34:08.927 --> 00:34:10.307
now you're down and you have nothing.

00:34:10.947 --> 00:34:11.588
We were like,

00:34:11.769 --> 00:34:13.271
I need a way to keep these

00:34:13.291 --> 00:34:15.094
individuals in the ecosystem,

00:34:15.134 --> 00:34:16.115
keep them active,

00:34:16.155 --> 00:34:18.097
but not get on the schedule

00:34:18.117 --> 00:34:19.539
so that I'm not flooding my

00:34:19.581 --> 00:34:21.684
therapist with too many treatments.

00:34:22.184 --> 00:34:24.126
So we said, hey, they're coming anyway.

00:34:24.166 --> 00:34:25.248
They like being here.

00:34:25.268 --> 00:34:26.469
It's a great atmosphere.

00:34:27.070 --> 00:34:28.652
We'll create this program.

00:34:28.952 --> 00:34:30.233
We used to call it wellness.

00:34:30.253 --> 00:34:31.873
We call that non-covered maintenance.

00:34:32.494 --> 00:34:34.195
And basically if I have,

00:34:34.735 --> 00:34:36.195
if Dave is a patient and

00:34:36.235 --> 00:34:37.496
Jimmy is a patient and

00:34:37.516 --> 00:34:38.617
they're both coming in

00:34:38.637 --> 00:34:39.797
today at ten o'clock,

00:34:39.858 --> 00:34:40.818
but Jimmy's doing pretty

00:34:40.858 --> 00:34:41.818
good and Dave needs a

00:34:41.858 --> 00:34:42.760
little more attention.

00:34:43.460 --> 00:34:44.581
Jimmy is going to be

00:34:44.880 --> 00:34:46.021
independent today and I'm

00:34:46.061 --> 00:34:47.822
going to bill for my time with Dave.

00:34:48.302 --> 00:34:49.202
But then if, you know,

00:34:49.262 --> 00:34:50.503
things switch and all of a

00:34:50.523 --> 00:34:52.043
sudden now Jimmy no shows,

00:34:52.403 --> 00:34:53.324
but Dave is there.

00:34:53.824 --> 00:34:54.304
I don't care.

00:34:54.465 --> 00:34:54.925
That's fine.

00:34:54.965 --> 00:34:56.505
Or Dave no shows and Jimmy's there.

00:34:56.646 --> 00:34:57.106
I don't care.

00:34:57.226 --> 00:34:57.786
That's fine.

00:34:58.427 --> 00:34:59.987
I have the flexibility

00:35:00.027 --> 00:35:01.307
because I've got this bank

00:35:01.507 --> 00:35:02.788
of individuals that are

00:35:02.827 --> 00:35:04.309
coming to my clinic that

00:35:04.329 --> 00:35:05.849
are all available for

00:35:06.210 --> 00:35:07.871
insurance billing when I need it,

00:35:07.971 --> 00:35:08.570
if I need it.

00:35:09.849 --> 00:35:11.731
I built that specifically to

00:35:11.791 --> 00:35:14.132
handle the peaks and the troughs.

00:35:14.311 --> 00:35:17.132
And this goes back to the joy of business.

00:35:17.253 --> 00:35:19.614
I love building solutions to problems.

00:35:19.653 --> 00:35:20.393
That was a problem.

00:35:20.414 --> 00:35:21.653
How do we handle capacity?

00:35:22.054 --> 00:35:23.934
What happens if a therapist calls in sick?

00:35:24.295 --> 00:35:24.835
No big deal.

00:35:25.115 --> 00:35:26.416
The patients who are coming in,

00:35:26.775 --> 00:35:28.157
they're going to do their own thing.

00:35:28.277 --> 00:35:31.077
And I hate the excuse that, oh,

00:35:31.117 --> 00:35:32.918
my patient is too complex.

00:35:32.998 --> 00:35:35.378
My patient needs direct, you know,

00:35:35.398 --> 00:35:36.079
all that stuff.

00:35:36.960 --> 00:35:38.099
Your patient can sit in a

00:35:38.159 --> 00:35:40.081
chair and do exercises that

00:35:40.121 --> 00:35:42.780
are low enough level to

00:35:42.900 --> 00:35:44.242
meet their capacity,

00:35:44.842 --> 00:35:45.961
especially when you're not

00:35:46.001 --> 00:35:47.202
billing insurance for it,

00:35:47.702 --> 00:35:48.641
especially when they're the

00:35:48.742 --> 00:35:49.963
second and third patient on

00:35:50.003 --> 00:35:51.023
the schedule and you're not

00:35:51.043 --> 00:35:51.842
going to bill for that

00:35:51.882 --> 00:35:52.963
particular session.

00:35:53.402 --> 00:35:54.023
And you know what?

00:35:54.184 --> 00:35:55.764
I bet that patient actually

00:35:55.824 --> 00:35:57.184
leaves feeling good and

00:35:57.204 --> 00:35:58.985
appreciates the fact that you, quote,

00:35:59.284 --> 00:36:00.724
went easy on them today.

00:36:01.445 --> 00:36:02.266
Now, of course,

00:36:02.306 --> 00:36:03.806
you go into a what about

00:36:03.826 --> 00:36:05.766
Medicare Advantage with a copay?

00:36:06.228 --> 00:36:06.967
Well, what about it?

00:36:07.467 --> 00:36:08.688
Like, that's OK.

00:36:09.009 --> 00:36:10.409
You can make decisions based

00:36:10.449 --> 00:36:11.670
on internal policies on

00:36:11.710 --> 00:36:12.710
whether you want to still

00:36:12.731 --> 00:36:14.052
collect the copay amount,

00:36:14.552 --> 00:36:15.972
but not submit the claim to

00:36:16.012 --> 00:36:16.773
the insurance.

00:36:17.193 --> 00:36:18.534
Whether you want to not even

00:36:18.594 --> 00:36:19.855
bill the copay and you want

00:36:19.875 --> 00:36:21.195
to you want to be the hero.

00:36:21.576 --> 00:36:22.797
Tell your patient they came

00:36:22.856 --> 00:36:23.617
in today and you're not

00:36:23.657 --> 00:36:25.077
going to bill them for today's session.

00:36:25.498 --> 00:36:27.239
They will love you for a lifetime.

00:36:27.641 --> 00:36:28.942
They don't even realize that

00:36:28.981 --> 00:36:30.164
it's because you're making

00:36:30.204 --> 00:36:31.164
more money treating the

00:36:31.284 --> 00:36:32.367
other person and billing

00:36:32.407 --> 00:36:33.809
for those billable minutes

00:36:33.849 --> 00:36:35.490
and not your patient's billable minutes.

00:36:36.472 --> 00:36:39.195
There are lots of ways to make this work.

00:36:39.556 --> 00:36:41.597
We used to run a deal where

00:36:41.617 --> 00:36:43.760
a patient with a high copay plan

00:36:44.762 --> 00:36:47.422
would come in once we do the evaluation.

00:36:47.463 --> 00:36:48.724
If we made the determination,

00:36:48.764 --> 00:36:50.125
they were appropriate for therapy.

00:36:50.164 --> 00:36:50.864
And let's say they had a

00:36:50.905 --> 00:36:51.925
fifty dollar copay.

00:36:52.545 --> 00:36:54.266
Our monthly rate is one hundred dollars.

00:36:54.827 --> 00:36:55.606
We would charge them one

00:36:55.626 --> 00:36:56.728
hundred dollars for the month.

00:36:57.447 --> 00:36:58.768
We would bill the first

00:36:58.809 --> 00:37:01.070
visit and the last visit of the month.

00:37:01.769 --> 00:37:03.150
We collected a hundred dollars.

00:37:03.451 --> 00:37:05.873
That's two fifty dollar copays.

00:37:06.293 --> 00:37:07.853
But in the consumer's mind,

00:37:07.893 --> 00:37:08.795
in the patient's mind,

00:37:08.815 --> 00:37:10.056
they got a month of therapy

00:37:10.096 --> 00:37:10.936
for a hundred bucks.

00:37:10.956 --> 00:37:11.597
Right.

00:37:11.617 --> 00:37:12.478
We still got the

00:37:12.518 --> 00:37:13.978
reimbursement on top of the

00:37:14.018 --> 00:37:15.099
fifty dollar copay.

00:37:15.139 --> 00:37:16.280
We were compliant with our

00:37:16.340 --> 00:37:17.320
insurance contract.

00:37:17.380 --> 00:37:18.681
The services delivered

00:37:19.121 --> 00:37:20.983
between the payable visits

00:37:21.423 --> 00:37:23.885
was general supervision,

00:37:24.126 --> 00:37:25.706
therapeutic exercise that

00:37:25.746 --> 00:37:27.347
is not billable anyway,

00:37:27.387 --> 00:37:29.090
but it was beneficial to the patient.

00:37:29.789 --> 00:37:31.371
we checked all the boxes

00:37:31.452 --> 00:37:32.594
better for us better for

00:37:32.614 --> 00:37:33.594
the patient better for the

00:37:33.635 --> 00:37:35.376
insurance company reduce

00:37:35.416 --> 00:37:38.521
the barriers to therapy it

00:37:38.541 --> 00:37:39.942
can be done it can be done

00:37:39.981 --> 00:37:41.164
you just have to go out and

00:37:41.184 --> 00:37:41.945
do it and these are things

00:37:41.965 --> 00:37:43.586
that we actually do and

00:37:43.626 --> 00:37:45.128
have done understand the

00:37:45.168 --> 00:37:46.831
rules of the game what what

00:37:46.871 --> 00:37:48.992
kind of game you want to play and then

00:37:50.289 --> 00:37:52.791
get creative right and at no

00:37:52.811 --> 00:37:53.612
point are we saying break

00:37:53.632 --> 00:37:54.331
the rules we're actually

00:37:54.351 --> 00:37:55.393
saying understand the rules

00:37:56.193 --> 00:37:58.994
uh so well um so you can

00:37:59.034 --> 00:37:59.956
actually be creative

00:38:00.922 --> 00:38:02.362
I have an off-ramp topic

00:38:02.382 --> 00:38:03.864
since I think we've talked

00:38:03.884 --> 00:38:04.844
about this for a hot minute.

00:38:05.465 --> 00:38:06.545
One of the comments earlier

00:38:06.565 --> 00:38:07.467
made me think about something.

00:38:07.487 --> 00:38:08.347
This was Scott saying,

00:38:09.047 --> 00:38:10.309
depends on who the audience is,

00:38:10.349 --> 00:38:11.550
practice owners or staff

00:38:11.570 --> 00:38:12.371
physical therapists.

00:38:12.451 --> 00:38:13.690
And Tony, you had mentioned, hey, listen,

00:38:14.052 --> 00:38:14.992
I've had people on my team

00:38:15.012 --> 00:38:15.773
who've been hustlers.

00:38:16.253 --> 00:38:16.934
And I've had people on my

00:38:16.954 --> 00:38:17.875
team who were just like, listen,

00:38:17.914 --> 00:38:19.155
I'm here to show up and

00:38:19.195 --> 00:38:20.115
punch in and punch out.

00:38:20.356 --> 00:38:21.257
And that's not a negative.

00:38:21.376 --> 00:38:22.978
That's just understanding

00:38:22.998 --> 00:38:24.378
what drivers people have.

00:38:24.840 --> 00:38:25.900
And there was a great clip.

00:38:26.840 --> 00:38:28.402
uh from gary v he does these

00:38:28.443 --> 00:38:29.563
speaking engagements and

00:38:29.583 --> 00:38:30.485
then a lot of really great

00:38:30.704 --> 00:38:31.766
like clips come from when

00:38:31.806 --> 00:38:32.827
he starts taking questions

00:38:32.847 --> 00:38:34.327
from the audience and this

00:38:34.369 --> 00:38:35.409
guy stood up it doesn't

00:38:35.429 --> 00:38:36.269
even matter what kind of

00:38:36.309 --> 00:38:37.311
business owner he was he

00:38:37.331 --> 00:38:38.652
said gary you know

00:38:39.072 --> 00:38:40.233
everybody's lazy nobody

00:38:40.273 --> 00:38:41.916
wants to work I can't find

00:38:42.056 --> 00:38:44.498
anybody who works as hard

00:38:44.657 --> 00:38:47.061
as me in my business what

00:38:47.081 --> 00:38:47.961
am I doing wrong

00:38:48.581 --> 00:38:50.422
And Gary, he was not expecting this.

00:38:50.463 --> 00:38:51.804
He was expecting like grind

00:38:51.844 --> 00:38:52.864
or these people are lazy.

00:38:53.204 --> 00:38:54.286
And Gary essentially slapped

00:38:54.306 --> 00:38:55.045
him across the face.

00:38:55.065 --> 00:38:55.286
He goes,

00:38:55.586 --> 00:38:58.108
why would anybody work as hard or

00:38:58.148 --> 00:39:00.690
harder than you in your business?

00:39:01.070 --> 00:39:04.092
Like they are a solution for you.

00:39:04.172 --> 00:39:05.713
You work for them.

00:39:06.012 --> 00:39:07.253
So the problem, my friend,

00:39:07.434 --> 00:39:08.195
is in the mirror.

00:39:08.594 --> 00:39:09.835
So, you know,

00:39:09.916 --> 00:39:10.835
I bring this up because

00:39:10.876 --> 00:39:11.836
people will say like these

00:39:11.876 --> 00:39:12.336
people are lazy.

00:39:12.356 --> 00:39:13.137
They don't want to work.

00:39:13.157 --> 00:39:14.818
Well, understand what drives someone.

00:39:15.358 --> 00:39:15.659
Right.

00:39:15.838 --> 00:39:16.639
Is it autonomy?

00:39:16.699 --> 00:39:17.519
Is it showing up?

00:39:17.619 --> 00:39:18.599
Is it reliability?

00:39:19.059 --> 00:39:20.121
I go back to my demo with

00:39:20.181 --> 00:39:21.081
hips and shoulders.

00:39:21.581 --> 00:39:23.262
If you want mobility and the

00:39:23.282 --> 00:39:26.001
ability to be creative and flexible,

00:39:26.342 --> 00:39:27.663
you're going to have less stability.

00:39:28.123 --> 00:39:29.003
That's a shoulder joint.

00:39:29.302 --> 00:39:30.224
If you want a lot of

00:39:30.264 --> 00:39:31.943
stability with a little mobility,

00:39:32.384 --> 00:39:33.625
that's a that's a hip joint.

00:39:33.764 --> 00:39:34.664
Very, very stable.

00:39:35.005 --> 00:39:37.065
So understanding who you are,

00:39:37.166 --> 00:39:38.005
self-awareness,

00:39:38.286 --> 00:39:39.606
what you want to get out of this.

00:39:40.568 --> 00:39:41.449
as well as understanding the

00:39:41.489 --> 00:39:43.391
people on your team will help you,

00:39:43.411 --> 00:39:45.972
in my opinion, go a long, long way.

00:39:45.992 --> 00:39:46.992
But I think that clip from

00:39:47.032 --> 00:39:48.452
Gary Vee where the business

00:39:48.492 --> 00:39:49.914
owner sort of got slapped across the face,

00:39:49.934 --> 00:39:50.353
like, hey, man,

00:39:50.393 --> 00:39:51.295
you're actually the problem

00:39:51.534 --> 00:39:52.014
because you don't

00:39:52.074 --> 00:39:53.715
understand the second

00:39:53.755 --> 00:39:54.996
component we were just talking about.

00:39:55.336 --> 00:39:56.637
Understand the rules of business,

00:39:56.697 --> 00:39:57.998
the guidelines, the contracts,

00:39:58.338 --> 00:39:59.159
how things work.

00:39:59.900 --> 00:40:00.860
Then you have to understand

00:40:00.880 --> 00:40:03.340
the human component or you will lose.

00:40:04.722 --> 00:40:05.943
Did either of you guys

00:40:06.063 --> 00:40:07.824
interview Ben Gallen?

00:40:10.943 --> 00:40:11.923
No, I know I didn't mean Dave did.

00:40:12.003 --> 00:40:12.804
Um, you know,

00:40:12.864 --> 00:40:14.144
he and I didn't see eye to

00:40:14.304 --> 00:40:15.644
eye on this exact topic.

00:40:15.704 --> 00:40:18.527
Basically when he and I were

00:40:18.567 --> 00:40:20.208
talking about something in a,

00:40:20.228 --> 00:40:21.628
like a panel discussion,

00:40:21.887 --> 00:40:23.588
he was effectively saying, look,

00:40:23.608 --> 00:40:25.230
you're the owner, you're the leader.

00:40:25.289 --> 00:40:26.670
This is your business, you know?

00:40:27.190 --> 00:40:28.753
They're either on the bus or off the bus,

00:40:28.793 --> 00:40:30.014
that kind of conversation.

00:40:30.855 --> 00:40:32.096
And I understand.

00:40:32.235 --> 00:40:33.237
I was like that when I

00:40:33.277 --> 00:40:34.137
started the business.

00:40:34.197 --> 00:40:35.840
I read E-Myth Revisited.

00:40:35.940 --> 00:40:37.280
I created all the systems

00:40:37.300 --> 00:40:38.262
and the processes.

00:40:38.302 --> 00:40:38.762
And I thought,

00:40:38.822 --> 00:40:40.063
I'm going to train my team

00:40:40.565 --> 00:40:41.204
and they're going to do

00:40:41.244 --> 00:40:43.927
things the way I want things to be done.

00:40:43.947 --> 00:40:44.507
Because, hey,

00:40:44.608 --> 00:40:45.909
I'm paying you to do things

00:40:45.929 --> 00:40:47.190
the way I want things to be done.

00:40:48.072 --> 00:40:49.293
It took a couple of years.

00:40:50.250 --> 00:40:51.170
But I pretty quickly

00:40:51.231 --> 00:40:54.373
realized that's not in my personality.

00:40:54.673 --> 00:40:55.594
And I don't believe that's

00:40:55.635 --> 00:40:57.036
the way things should be done.

00:40:58.077 --> 00:40:59.679
I eventually realized, hey,

00:41:00.358 --> 00:41:02.081
my customer is the employee.

00:41:02.661 --> 00:41:04.704
The customer of the business

00:41:04.844 --> 00:41:06.485
is the customer of the employee.

00:41:06.525 --> 00:41:08.567
Like there's this weird dynamic there.

00:41:09.168 --> 00:41:09.648
And so...

00:41:10.708 --> 00:41:11.869
To Jimmy's point, I said, look,

00:41:12.130 --> 00:41:14.313
nobody is going to work as hard as I do.

00:41:14.413 --> 00:41:15.353
I'm always going to see a

00:41:15.393 --> 00:41:16.755
decline in production and

00:41:16.815 --> 00:41:18.317
revenue and profitability

00:41:18.356 --> 00:41:19.938
when somebody else is doing it.

00:41:20.478 --> 00:41:22.581
The question I have to answer is,

00:41:23.181 --> 00:41:24.583
are they doing it better

00:41:24.623 --> 00:41:26.025
than the competition,

00:41:26.224 --> 00:41:27.606
which historically any

00:41:27.646 --> 00:41:28.748
therapist working for us

00:41:28.788 --> 00:41:30.309
was always better than

00:41:30.369 --> 00:41:32.190
therapists working at other places?

00:41:33.072 --> 00:41:34.534
Am I making enough money to

00:41:34.574 --> 00:41:36.536
accept the risk of hiring

00:41:36.777 --> 00:41:38.679
and letting somebody work?

00:41:39.159 --> 00:41:39.460
Okay.

00:41:40.101 --> 00:41:42.483
And then does this give me

00:41:42.543 --> 00:41:44.226
enough freedom to do other things?

00:41:44.246 --> 00:41:44.786
Right.

00:41:44.806 --> 00:41:47.168
Because I don't want to be that...

00:41:48.190 --> 00:41:51.094
who is like, it's my way or the highway.

00:41:51.114 --> 00:41:52.376
You have to do it like this.

00:41:52.536 --> 00:41:53.677
No, you're a professional.

00:41:54.057 --> 00:41:55.579
You went through university

00:41:55.619 --> 00:41:56.400
just like I did.

00:41:56.802 --> 00:41:58.704
You have equal education and

00:41:58.744 --> 00:41:59.784
context and everything.

00:41:59.804 --> 00:42:00.126
In fact,

00:42:00.166 --> 00:42:01.367
you're better because you're the

00:42:01.467 --> 00:42:02.429
one actually seeing the

00:42:02.469 --> 00:42:04.210
patients and learning every single day

00:42:05.032 --> 00:42:06.652
If I'm not in patient care,

00:42:06.813 --> 00:42:08.313
I am losing my skills and

00:42:08.353 --> 00:42:10.233
my understanding of the patient.

00:42:10.793 --> 00:42:12.673
So I am going to let you do

00:42:12.693 --> 00:42:13.474
what you do best.

00:42:13.534 --> 00:42:13.773
Now,

00:42:14.855 --> 00:42:17.876
I've supported therapists that they'll

00:42:17.916 --> 00:42:19.596
work forty hours and I'm

00:42:19.715 --> 00:42:21.135
lucky if they get thirty

00:42:21.175 --> 00:42:22.496
two visits a week.

00:42:23.317 --> 00:42:24.518
That's just the price I pay

00:42:24.557 --> 00:42:25.599
to have that person on the

00:42:25.639 --> 00:42:27.641
team right next to them.

00:42:27.800 --> 00:42:29.621
A PTA will generate sixty

00:42:29.641 --> 00:42:32.583
visits a week for less compensation.

00:42:33.144 --> 00:42:34.425
That's the reality of the

00:42:34.445 --> 00:42:35.487
way the business works.

00:42:35.567 --> 00:42:36.708
But yeah,

00:42:36.907 --> 00:42:39.329
I understood that I could not

00:42:39.409 --> 00:42:40.911
dictate or force them to do

00:42:40.971 --> 00:42:42.813
what I believed was best.

00:42:43.432 --> 00:42:44.373
But as long as they were

00:42:44.413 --> 00:42:45.472
doing what was in the best

00:42:45.554 --> 00:42:47.233
interest of the patient and

00:42:47.773 --> 00:42:49.653
what kept them happy and satisfied,

00:42:50.255 --> 00:42:51.795
we had a good arrangement

00:42:51.934 --> 00:42:53.394
and most of our clinicians

00:42:53.454 --> 00:42:54.795
worked for a long time for us.

00:42:55.096 --> 00:42:55.536
Yeah.

00:42:55.556 --> 00:42:56.056
I would agree with

00:42:56.215 --> 00:42:57.115
everything you said there

00:42:57.135 --> 00:42:58.556
except for one word change, right?

00:42:58.576 --> 00:43:00.476
So I agree no one will work

00:43:00.516 --> 00:43:03.838
as hard in terms of

00:43:03.978 --> 00:43:05.257
sacrificing something.

00:43:05.297 --> 00:43:06.297
But if you put people in the

00:43:06.338 --> 00:43:07.257
right situation,

00:43:07.898 --> 00:43:08.978
they might be better than you.

00:43:10.210 --> 00:43:11.471
You might hire a therapist

00:43:11.490 --> 00:43:12.391
that is going to actually

00:43:12.451 --> 00:43:13.751
produce more than you would

00:43:14.032 --> 00:43:15.052
if you were in that position.

00:43:16.532 --> 00:43:17.932
This goes back to psychographics.

00:43:17.992 --> 00:43:19.253
I feel like this goes full circle.

00:43:19.733 --> 00:43:20.713
Let me give you an example.

00:43:21.315 --> 00:43:21.755
In radio,

00:43:21.775 --> 00:43:22.875
we didn't make a whole ton of money.

00:43:23.295 --> 00:43:23.835
We got paid,

00:43:23.876 --> 00:43:26.175
but no one was under the myth

00:43:26.195 --> 00:43:27.016
that we were getting rich.

00:43:28.061 --> 00:43:29.121
I almost walked into a radio

00:43:29.141 --> 00:43:30.001
station the first day and I

00:43:30.041 --> 00:43:30.681
was dumbfounded.

00:43:30.942 --> 00:43:32.101
They gave me a key and

00:43:32.161 --> 00:43:34.422
didn't care what time I came in, morning,

00:43:34.461 --> 00:43:34.981
noon, or night.

00:43:35.362 --> 00:43:36.262
And I would in the beginning.

00:43:36.362 --> 00:43:37.983
I'd go learn production

00:43:38.003 --> 00:43:38.882
skills at two or three

00:43:38.902 --> 00:43:39.603
o'clock in the morning

00:43:39.802 --> 00:43:40.983
after being out with my

00:43:41.023 --> 00:43:41.603
friends all night.

00:43:41.943 --> 00:43:43.804
I was thrilled to have the opportunity.

00:43:44.523 --> 00:43:46.063
Somebody recognized that I

00:43:46.103 --> 00:43:47.945
was driven by learning and

00:43:48.045 --> 00:43:49.105
I couldn't believe you're

00:43:49.144 --> 00:43:50.045
actually letting me talk on

00:43:50.065 --> 00:43:51.344
the radio and people can hear me.

00:43:52.105 --> 00:43:54.186
So understand what drives people.

00:43:54.985 --> 00:43:55.927
And you can get a lot out of

00:43:55.947 --> 00:43:56.887
them because I've worked

00:43:57.668 --> 00:43:59.050
unpaid for a long,

00:43:59.090 --> 00:44:00.471
long time doing a bunch of

00:44:00.510 --> 00:44:01.172
different tasks.

00:44:01.572 --> 00:44:03.054
But I feel like I got paid

00:44:03.514 --> 00:44:04.474
and felt like I was getting

00:44:04.514 --> 00:44:05.856
paid more than enough when

00:44:05.896 --> 00:44:06.978
I was doing those things.

00:44:07.518 --> 00:44:09.440
So understanding what drives people.

00:44:09.500 --> 00:44:09.920
So people.

00:44:10.001 --> 00:44:10.842
So the only word that I

00:44:10.862 --> 00:44:12.722
would change there is harder or better.

00:44:13.563 --> 00:44:14.264
Someone is going to work,

00:44:14.364 --> 00:44:15.507
might not work harder than you.

00:44:15.666 --> 00:44:16.126
They might,

00:44:16.266 --> 00:44:17.849
if you give them the runway and say,

00:44:18.050 --> 00:44:19.150
Hey man,

00:44:19.170 --> 00:44:20.231
as long as you stay within these

00:44:20.271 --> 00:44:21.793
guidelines, do, do whatever,

00:44:21.853 --> 00:44:23.356
do whatever you think is best.

00:44:23.675 --> 00:44:24.516
And they might actually

00:44:24.556 --> 00:44:26.159
perform better and better

00:44:26.179 --> 00:44:28.121
being better outcomes, better,

00:44:28.762 --> 00:44:29.621
Uh, reviews,

00:44:29.681 --> 00:44:31.182
better opinions of you and more,

00:44:31.262 --> 00:44:32.623
it could be more money,

00:44:32.862 --> 00:44:33.943
but understanding those

00:44:34.003 --> 00:44:35.063
things and not treating.

00:44:35.364 --> 00:44:36.943
So I sort of liked that analogy of like,

00:44:37.264 --> 00:44:37.364
Hey,

00:44:37.384 --> 00:44:39.005
they've got to be on the bus my way

00:44:39.025 --> 00:44:39.545
or the highway.

00:44:39.565 --> 00:44:40.804
It's like, okay,

00:44:40.985 --> 00:44:42.284
we've all got to be on the same bus,

00:44:42.344 --> 00:44:43.905
but do we have to be on the same seat?

00:44:44.306 --> 00:44:45.425
Cause Jimmy's most likely

00:44:45.445 --> 00:44:46.206
going to be hanging on the

00:44:46.246 --> 00:44:46.907
side of the bus,

00:44:47.146 --> 00:44:48.206
but that's where I'm comfortable.

00:44:49.528 --> 00:44:49.809
I love it.

00:44:49.829 --> 00:44:51.070
So two things to expand off

00:44:51.110 --> 00:44:51.891
of what Jimmy just said.

00:44:52.092 --> 00:44:53.273
One is the Gary V thing.

00:44:53.813 --> 00:44:55.454
Any of the teammates that we hire,

00:44:56.295 --> 00:44:57.356
we should not expect them

00:44:57.396 --> 00:45:00.159
to have the hundred percent output or the,

00:45:00.219 --> 00:45:02.221
you know, exuding the core values.

00:45:02.240 --> 00:45:03.842
Yes, we want them to exude the core values,

00:45:03.882 --> 00:45:05.403
but I mean, no one's going to, you know,

00:45:05.483 --> 00:45:07.706
wake up early, stay longer, all that do,

00:45:07.865 --> 00:45:09.288
you know, skip lunch like us,

00:45:09.347 --> 00:45:10.027
all that type of stuff.

00:45:10.818 --> 00:45:11.699
We should expect our team

00:45:11.719 --> 00:45:13.579
members and employees to be

00:45:13.920 --> 00:45:16.181
seventy or eighty percent as well as us.

00:45:16.221 --> 00:45:17.242
So that's one thing I agree

00:45:17.262 --> 00:45:18.161
with what Jimmy said with

00:45:18.181 --> 00:45:18.862
the Gary V thing.

00:45:19.222 --> 00:45:20.182
Second thing that Jimmy said,

00:45:20.202 --> 00:45:21.702
which I want to double click on,

00:45:22.023 --> 00:45:24.023
which I really am passionate about,

00:45:24.063 --> 00:45:25.045
which is a lot of these

00:45:25.085 --> 00:45:25.945
practice owners and also

00:45:25.985 --> 00:45:27.045
business owners throughout the country,

00:45:27.065 --> 00:45:28.346
just service based businesses,

00:45:28.885 --> 00:45:29.907
business owners everywhere.

00:45:29.947 --> 00:45:30.907
And I'm trying to improve on

00:45:30.947 --> 00:45:32.547
this every single day, which is.

00:45:33.367 --> 00:45:34.268
what Jimmy said about

00:45:34.429 --> 00:45:36.050
managing these team members,

00:45:36.250 --> 00:45:40.192
onboarding them, training them, and then,

00:45:40.552 --> 00:45:42.693
which is also the next point,

00:45:43.094 --> 00:45:44.514
is not just training so

00:45:44.534 --> 00:45:46.556
they get onboarded in three or four weeks,

00:45:46.596 --> 00:45:47.916
whatever, and they're up and running,

00:45:48.376 --> 00:45:49.577
but then it's the weekly

00:45:49.617 --> 00:45:50.498
calls and the weekly

00:45:50.557 --> 00:45:52.480
check-ins that the owner, the manager,

00:45:52.599 --> 00:45:54.240
the business owner, practice owner,

00:45:54.260 --> 00:45:54.541
whatever,

00:45:54.581 --> 00:45:55.862
should be doing with their team members.

00:45:56.161 --> 00:45:57.882
This is one thing that my business coach,

00:45:58.302 --> 00:45:59.704
Sturdy McKee, has been helping me with,

00:45:59.744 --> 00:46:01.505
which is I'll have a

00:46:01.545 --> 00:46:02.565
challenge with a team member,

00:46:03.565 --> 00:46:04.646
I told you guys one of the

00:46:04.826 --> 00:46:05.726
therapists earlier this

00:46:05.746 --> 00:46:06.367
year that went from

00:46:06.427 --> 00:46:07.507
full-time to part-time and

00:46:07.527 --> 00:46:08.847
then Sundays only.

00:46:09.286 --> 00:46:10.367
And then I fired him.

00:46:11.427 --> 00:46:11.807
I'm like,

00:46:12.307 --> 00:46:13.668
you didn't keep the full-time

00:46:13.688 --> 00:46:14.849
agreement that we had in

00:46:14.889 --> 00:46:17.128
the offer letter within one year.

00:46:18.188 --> 00:46:19.028
And then Sturdy,

00:46:19.389 --> 00:46:22.769
I'm kind of complaining to

00:46:22.809 --> 00:46:24.210
my business coach and my business partner,

00:46:24.231 --> 00:46:24.831
Sturdy McKee.

00:46:25.190 --> 00:46:25.570
And he goes,

00:46:26.291 --> 00:46:28.210
so have you been doing the weekly calls,

00:46:28.231 --> 00:46:30.512
the weekly check-ins with this therapist?

00:46:30.532 --> 00:46:30.831
And I go...

00:46:32.244 --> 00:46:33.905
No, no, I haven't.

00:46:34.045 --> 00:46:34.427
I haven't.

00:46:34.507 --> 00:46:38.268
And so he asked this in a

00:46:38.409 --> 00:46:41.851
way because he's so talented with this.

00:46:41.891 --> 00:46:42.532
He's kind of like,

00:46:42.972 --> 00:46:43.932
is there a way you were

00:46:43.972 --> 00:46:45.253
able to spot this earlier?

00:46:45.273 --> 00:46:46.514
Yeah, yeah, yeah.

00:46:46.534 --> 00:46:46.996
And he's like,

00:46:47.076 --> 00:46:48.456
if you were doing the weekly

00:46:48.516 --> 00:46:49.456
check-in calls,

00:46:49.597 --> 00:46:51.978
could this have been caught two, four,

00:46:52.298 --> 00:46:53.400
six weeks ago, whatever?

00:46:53.440 --> 00:46:53.940
And I'm like...

00:46:56.096 --> 00:46:58.257
Yes, probably.

00:46:58.277 --> 00:46:59.657
There's a great podcast.

00:46:59.958 --> 00:47:01.619
Guy Raz, who does How I Built This,

00:47:01.699 --> 00:47:02.878
now does a different podcast.

00:47:02.980 --> 00:47:04.400
And you guys know Jim Collins, right?

00:47:04.420 --> 00:47:04.981
Good to great.

00:47:06.081 --> 00:47:07.322
So he was interviewing Jim Collins.

00:47:07.422 --> 00:47:09.143
And one thing he said

00:47:09.222 --> 00:47:12.684
yesterday was the largest

00:47:12.724 --> 00:47:14.505
factor to losing great

00:47:14.565 --> 00:47:16.306
employees and having them

00:47:16.367 --> 00:47:18.788
sort of fade out or look to

00:47:18.827 --> 00:47:19.688
go somewhere else was

00:47:20.748 --> 00:47:23.190
It wasn't money, it wasn't PTO,

00:47:23.250 --> 00:47:25.373
it wasn't free food in the lobby.

00:47:25.853 --> 00:47:27.253
It was the amount of contact

00:47:27.293 --> 00:47:29.817
time that they had with their leaders.

00:47:30.056 --> 00:47:30.657
Typically,

00:47:31.137 --> 00:47:33.300
good people wanna understand

00:47:33.360 --> 00:47:34.141
where they are in the

00:47:34.221 --> 00:47:36.182
ecosystem and am I doing well?

00:47:36.302 --> 00:47:38.005
And I sort of, as I'm listening to this,

00:47:38.025 --> 00:47:39.806
I'm like chopping wood outside.

00:47:39.826 --> 00:47:40.786
I'm going, hang on a second.

00:47:41.568 --> 00:47:42.527
every place that I've been

00:47:42.547 --> 00:47:44.329
that I've been like I don't

00:47:44.369 --> 00:47:45.528
really fit this isn't a

00:47:45.548 --> 00:47:47.489
good thing I then applied

00:47:47.590 --> 00:47:49.090
that to it I was like oh

00:47:49.130 --> 00:47:50.550
yeah they never checked in

00:47:51.391 --> 00:47:52.231
the only time they checked

00:47:52.271 --> 00:47:53.391
in it was when I didn't do

00:47:53.451 --> 00:47:54.492
something for how they

00:47:54.552 --> 00:47:55.851
wanted and then so I was

00:47:56.112 --> 00:47:58.132
always on defense and maybe

00:47:58.172 --> 00:47:59.233
this is specific to me or

00:47:59.273 --> 00:48:00.652
maybe this is universal but

00:48:00.753 --> 00:48:02.614
I do creative stuff I

00:48:02.833 --> 00:48:04.233
either do things that we

00:48:04.273 --> 00:48:04.934
know how to do in a

00:48:04.994 --> 00:48:06.434
different way or we invent

00:48:06.474 --> 00:48:07.355
things that did not exist

00:48:07.375 --> 00:48:09.255
yesterday that exists now I

00:48:09.315 --> 00:48:10.235
have to feel comfortable

00:48:11.356 --> 00:48:13.077
Or if I'm pitching out of fear,

00:48:13.458 --> 00:48:14.699
I'm going to be playing it safe.

00:48:14.780 --> 00:48:15.440
And then you should hire

00:48:15.480 --> 00:48:16.360
anybody else because

00:48:16.460 --> 00:48:17.442
anybody else can type in a

00:48:17.481 --> 00:48:18.563
thing in chat GPT and get

00:48:18.583 --> 00:48:19.503
that answer and do that.

00:48:19.885 --> 00:48:21.226
So I thought that was unique,

00:48:21.246 --> 00:48:23.168
which is he said the leading factor.

00:48:23.487 --> 00:48:24.728
And Jim Collins even said,

00:48:25.530 --> 00:48:26.911
I'm not really a writer or a motivator.

00:48:26.952 --> 00:48:27.291
He's like,

00:48:27.452 --> 00:48:29.134
I just liked business and

00:48:29.173 --> 00:48:29.873
studying the human

00:48:29.914 --> 00:48:32.076
condition because it had so much data.

00:48:32.737 --> 00:48:33.677
I could look at a business

00:48:33.717 --> 00:48:35.057
from twenty years ago and

00:48:35.077 --> 00:48:36.958
it tells a story almost

00:48:36.998 --> 00:48:37.719
like looking at the box

00:48:37.739 --> 00:48:38.960
score of a baseball game.

00:48:39.239 --> 00:48:40.541
I can see how that game went

00:48:40.561 --> 00:48:41.561
with them by the numbers.

00:48:41.862 --> 00:48:43.702
So he actually said, I loved business,

00:48:43.742 --> 00:48:44.523
not because I wanted to

00:48:44.563 --> 00:48:46.143
make a lot of money or be a businessman.

00:48:46.483 --> 00:48:47.525
He said it allowed me to

00:48:48.364 --> 00:48:50.806
quantify the hero's journey

00:48:50.887 --> 00:48:51.907
because he would compare

00:48:52.329 --> 00:48:53.610
companies that made it and

00:48:53.670 --> 00:48:54.550
similar companies that

00:48:54.590 --> 00:48:56.192
didn't and figure out what

00:48:56.253 --> 00:48:57.733
was it and then let's

00:48:57.793 --> 00:48:58.695
double let's double click

00:48:58.755 --> 00:49:00.056
on the reasons behind it

00:49:00.076 --> 00:49:01.137
but he did have that one

00:49:01.157 --> 00:49:02.257
and when I applied that

00:49:02.418 --> 00:49:03.860
metric to myself which was

00:49:04.199 --> 00:49:05.420
how often was I checking it

00:49:05.681 --> 00:49:06.442
I had a job where we had a

00:49:06.481 --> 00:49:07.503
weekly one-on-one with my

00:49:07.742 --> 00:49:08.724
superior guy who ran the

00:49:08.744 --> 00:49:09.824
whole you know the whole

00:49:09.885 --> 00:49:11.045
organization and I could

00:49:11.065 --> 00:49:11.947
tell the whole time we were

00:49:11.967 --> 00:49:12.387
on the meeting

00:49:13.797 --> 00:49:14.858
Dude had another tab open.

00:49:16.159 --> 00:49:17.059
Just bring me problems, Jimmy.

00:49:17.079 --> 00:49:18.320
Just bring problems and solutions.

00:49:19.061 --> 00:49:20.481
I was there to be on a team.

00:49:20.902 --> 00:49:21.762
He was there just to get

00:49:21.842 --> 00:49:23.023
outputs and check in once a

00:49:23.063 --> 00:49:24.405
week for fifteen minutes.

00:49:24.744 --> 00:49:26.646
So am I surprised it didn't didn't work?

00:49:26.686 --> 00:49:27.407
Was it my fault?

00:49:28.168 --> 00:49:30.070
Maybe it was also a little bit his.

00:49:30.690 --> 00:49:31.130
So, Dave,

00:49:31.311 --> 00:49:32.751
I know you need to go give us

00:49:32.791 --> 00:49:33.873
your parting shot and then

00:49:33.913 --> 00:49:35.534
Jimmy and I'll finish the podcast.

00:49:36.351 --> 00:49:36.630
Sure.

00:49:36.690 --> 00:49:37.833
So parting shot,

00:49:38.413 --> 00:49:40.235
we talked about potential

00:49:40.856 --> 00:49:41.996
solutions for the wait list.

00:49:42.036 --> 00:49:43.057
We talked about potential

00:49:43.117 --> 00:49:44.679
solutions just now about

00:49:45.681 --> 00:49:47.902
onboarding training, managing,

00:49:48.043 --> 00:49:49.864
reviewing performance with team members.

00:49:51.005 --> 00:49:51.867
You don't have to do any of this,

00:49:52.268 --> 00:49:52.847
but you...

00:49:54.010 --> 00:49:55.052
can or should do some of

00:49:55.072 --> 00:49:56.652
this just only if you want

00:49:56.992 --> 00:49:58.434
a better practice, better business,

00:49:58.454 --> 00:49:59.353
just more efficient.

00:49:59.813 --> 00:50:00.675
If you want your team

00:50:00.695 --> 00:50:01.614
members to stay longer,

00:50:01.635 --> 00:50:02.476
because I know I do,

00:50:02.715 --> 00:50:03.916
and I pay a lot of time or

00:50:03.996 --> 00:50:06.318
money and effort to get new team members,

00:50:06.438 --> 00:50:07.057
new therapists,

00:50:07.077 --> 00:50:08.239
and I want to keep them if

00:50:08.259 --> 00:50:09.059
they're doing great and

00:50:09.260 --> 00:50:10.420
it's the right fit for both sides.

00:50:10.900 --> 00:50:11.900
So we're putting out these

00:50:11.940 --> 00:50:13.481
tactical ideas and

00:50:13.521 --> 00:50:15.742
solutions and you don't

00:50:15.762 --> 00:50:16.704
have to implement anything.

00:50:17.324 --> 00:50:18.425
But also don't complain on

00:50:18.485 --> 00:50:21.068
social media that insurance

00:50:21.208 --> 00:50:23.490
or patients are going to

00:50:23.510 --> 00:50:24.692
chiropractic or massage

00:50:24.711 --> 00:50:25.293
when they should be coming

00:50:25.373 --> 00:50:26.715
to me or this or that.

00:50:27.114 --> 00:50:28.175
We're offering solutions.

00:50:29.295 --> 00:50:30.954
These are real solutions

00:50:30.974 --> 00:50:31.876
that actually work.

00:50:31.956 --> 00:50:33.536
Yes, I know it's challenging to implement.

00:50:33.615 --> 00:50:33.815
Yes,

00:50:33.896 --> 00:50:35.235
I know it's challenging to then

00:50:35.315 --> 00:50:36.717
measure and review if it's

00:50:36.757 --> 00:50:37.677
even working or all that.

00:50:38.217 --> 00:50:40.297
But these are ways to make a

00:50:40.356 --> 00:50:42.097
practice better and more efficient.

00:50:42.998 --> 00:50:43.958
So you can take it from

00:50:43.978 --> 00:50:44.878
there as the practice owner

00:50:44.898 --> 00:50:45.577
watching or listening.

00:50:46.018 --> 00:50:47.699
We make suggestions, you make decisions.

00:50:48.739 --> 00:50:49.239
See you, Dave.

00:50:49.259 --> 00:50:51.880
See you, Dave.

00:50:51.920 --> 00:50:54.460
So Jimmy,

00:50:54.579 --> 00:50:56.001
let's use this as the last

00:50:56.041 --> 00:50:57.400
segment for just a couple minutes.

00:50:58.344 --> 00:51:01.750
Have you created your clarity.fm account?

00:51:02.090 --> 00:51:02.289
Yes.

00:51:04.300 --> 00:51:04.460
Okay.

00:51:04.840 --> 00:51:06.463
For those watching, if you don't know,

00:51:06.503 --> 00:51:07.963
we've talked about it a couple of times.

00:51:08.023 --> 00:51:09.344
Dave's using his account.

00:51:09.525 --> 00:51:10.525
I get no benefit.

00:51:10.565 --> 00:51:11.686
This is not an affiliate.

00:51:11.706 --> 00:51:12.786
This is not a promotion.

00:51:13.507 --> 00:51:14.849
It's just anybody who's

00:51:14.889 --> 00:51:16.489
getting inbound and you

00:51:16.530 --> 00:51:17.851
want a way to monetize that

00:51:17.951 --> 00:51:19.291
inbound message.

00:51:19.331 --> 00:51:21.193
And I'm going to read one that I just got.

00:51:22.494 --> 00:51:25.577
Go to clarity.fm, create a free account.

00:51:25.637 --> 00:51:27.818
The way it works basically is they take

00:51:29.579 --> 00:51:31.760
But what they do is they

00:51:32.601 --> 00:51:33.721
process the credit card.

00:51:33.760 --> 00:51:35.181
They have the scheduling option.

00:51:35.221 --> 00:51:36.481
They have a chat feature

00:51:36.501 --> 00:51:37.641
that allows you to talk to

00:51:37.661 --> 00:51:39.963
the person before you do the call.

00:51:40.963 --> 00:51:41.302
Yes,

00:51:41.322 --> 00:51:43.242
you could sell your own fifteen minute

00:51:43.282 --> 00:51:45.164
calls on Calendly or Tiny

00:51:45.204 --> 00:51:46.304
Cal or any of those.

00:51:46.804 --> 00:51:48.204
But I just find that using

00:51:48.244 --> 00:51:49.824
their platform and sending

00:51:49.864 --> 00:51:51.284
the link to their page is

00:51:51.304 --> 00:51:52.485
just so much easier.

00:51:52.505 --> 00:51:53.246
Right.

00:51:54.405 --> 00:51:55.487
While we were on today

00:51:55.867 --> 00:51:57.367
talking about somebody

00:51:57.407 --> 00:51:58.568
who's doing something else

00:51:58.588 --> 00:51:59.429
at the same time,

00:52:00.289 --> 00:52:01.730
I got a message from LinkedIn.

00:52:02.451 --> 00:52:03.911
I won't say the name, but it says, Hi,

00:52:04.032 --> 00:52:04.492
Anthony.

00:52:04.692 --> 00:52:05.331
I'm a healthcare

00:52:05.373 --> 00:52:06.793
entrepreneur and investor

00:52:07.333 --> 00:52:09.474
interested in the physical therapy space.

00:52:09.534 --> 00:52:10.496
I'd love to connect and

00:52:10.556 --> 00:52:12.155
learn more about your business.

00:52:12.637 --> 00:52:14.137
Would you be open to a call

00:52:14.177 --> 00:52:15.918
later this week or next?

00:52:16.739 --> 00:52:17.960
And then the sign off.

00:52:18.706 --> 00:52:20.487
And so I said, I blank.

00:52:21.047 --> 00:52:22.088
Thanks for reaching out.

00:52:22.547 --> 00:52:23.447
I'm happy to connect.

00:52:23.688 --> 00:52:24.909
This is the best way for you

00:52:24.929 --> 00:52:25.909
to get on the schedule.

00:52:26.208 --> 00:52:27.590
And I sent him my clarity link.

00:52:28.289 --> 00:52:29.990
I charge three hundred dollars an hour.

00:52:30.411 --> 00:52:31.751
They pay by the minute.

00:52:32.211 --> 00:52:33.253
It's super simple.

00:52:33.773 --> 00:52:35.954
But there is no reason for

00:52:35.994 --> 00:52:37.755
me to book a call.

00:52:37.914 --> 00:52:38.594
I don't know you.

00:52:38.735 --> 00:52:39.896
I have no idea what you want.

00:52:39.956 --> 00:52:41.516
You're not giving me any context.

00:52:41.815 --> 00:52:42.496
Right.

00:52:44.057 --> 00:52:45.440
This could be done with

00:52:45.579 --> 00:52:47.043
patients who are reaching

00:52:47.143 --> 00:52:48.804
out to you who don't want

00:52:48.824 --> 00:52:50.527
to necessarily be your patient,

00:52:50.567 --> 00:52:52.811
but have questions for you.

00:52:52.871 --> 00:52:54.853
Tire kickers like this is

00:52:54.914 --> 00:52:55.954
the best solution.

00:52:56.536 --> 00:52:59.280
But I don't ever hear you share that link.

00:52:59.679 --> 00:53:00.500
Yeah,

00:53:00.639 --> 00:53:03.460
I think I will tell someone to do it

00:53:03.581 --> 00:53:05.181
and then I feel icky doing it.

00:53:05.282 --> 00:53:06.862
Or maybe I maybe here's what

00:53:06.902 --> 00:53:07.663
I probably need to do.

00:53:08.222 --> 00:53:09.782
I probably need to determine

00:53:10.063 --> 00:53:11.324
the use cases of when it's

00:53:11.344 --> 00:53:12.483
appropriate and when it's

00:53:12.503 --> 00:53:15.625
just sure this is a person who I want to.

00:53:15.664 --> 00:53:17.846
So I think it's because, well, number one,

00:53:17.905 --> 00:53:18.726
I'm special, Tony,

00:53:18.746 --> 00:53:19.746
and everybody else is different.

00:53:19.786 --> 00:53:19.947
Right.

00:53:19.967 --> 00:53:20.586
That's what we all think.

00:53:21.226 --> 00:53:22.829
um I think I'm constantly

00:53:22.849 --> 00:53:23.489
looking for the next

00:53:23.528 --> 00:53:25.731
conversation so to me I do

00:53:25.931 --> 00:53:27.472
find at least it's worth

00:53:27.672 --> 00:53:28.914
sort of the value of like

00:53:28.934 --> 00:53:29.675
hey I'll give you fifteen

00:53:29.695 --> 00:53:30.775
minutes knowing that it

00:53:30.856 --> 00:53:31.677
might not result in

00:53:31.717 --> 00:53:32.538
something but it might

00:53:32.597 --> 00:53:33.739
result in an episode with

00:53:33.759 --> 00:53:34.920
scott dickinson from next

00:53:34.960 --> 00:53:35.601
level which we just

00:53:35.900 --> 00:53:36.621
released this year it's

00:53:36.641 --> 00:53:37.822
like okay that was worth

00:53:38.202 --> 00:53:39.204
not putting up a paywall

00:53:39.563 --> 00:53:41.465
funniest thing though I will now then

00:53:42.347 --> 00:53:43.327
debunk everything I just

00:53:43.367 --> 00:53:46.733
said is I took your advice

00:53:46.873 --> 00:53:47.893
when people would approach

00:53:47.954 --> 00:53:48.974
me because I get pitched a

00:53:49.014 --> 00:53:50.036
lot I just shared a pitch

00:53:50.056 --> 00:53:51.858
yesterday with someone we

00:53:51.898 --> 00:53:53.061
sort of evaluated the pitch

00:53:53.081 --> 00:53:54.041
we should do that and you

00:53:54.061 --> 00:53:56.824
know and anonymize it uh but

00:53:57.606 --> 00:53:59.146
if it's clearly a business

00:53:59.206 --> 00:54:00.668
who is clearly pitching

00:54:00.768 --> 00:54:01.829
something because they want

00:54:01.849 --> 00:54:03.289
your information or they

00:54:03.329 --> 00:54:04.550
want to be on your platform

00:54:04.731 --> 00:54:06.472
for purely business reasons

00:54:06.871 --> 00:54:08.672
right you were like you

00:54:08.713 --> 00:54:09.914
have to start putting up I

00:54:09.934 --> 00:54:11.195
would love to do this I

00:54:11.235 --> 00:54:12.135
have several I have two

00:54:12.175 --> 00:54:13.396
ways of doing it it's a and

00:54:13.416 --> 00:54:14.956
b the cost of a is this the

00:54:14.996 --> 00:54:15.878
cost of b is this

00:54:16.818 --> 00:54:19.139
And most of the time when I do that,

00:54:19.380 --> 00:54:20.461
the businesses follow through.

00:54:21.121 --> 00:54:22.123
And the way I look at it is

00:54:22.143 --> 00:54:22.684
a lot of these

00:54:22.764 --> 00:54:24.045
organizations are using PR

00:54:24.065 --> 00:54:25.465
firms that have popped up

00:54:25.527 --> 00:54:27.307
overnight and PR firms.

00:54:27.949 --> 00:54:28.989
They are going around this

00:54:29.030 --> 00:54:30.411
person's sphere and finding

00:54:30.451 --> 00:54:31.391
podcasts or YouTube

00:54:31.431 --> 00:54:32.333
channels that have reach

00:54:32.373 --> 00:54:34.275
and saying it's worth this CEO's time.

00:54:34.735 --> 00:54:35.755
And I get pitched by some

00:54:35.916 --> 00:54:37.958
large organizations doing this.

00:54:38.518 --> 00:54:39.519
And the way I looked at it,

00:54:39.659 --> 00:54:41.340
I put my Tony Meritato hat on it and said,

00:54:42.101 --> 00:54:44.181
your company is paying a PR

00:54:44.302 --> 00:54:45.583
agency hundreds of dollars

00:54:45.603 --> 00:54:47.063
an hour to go farm these out.

00:54:47.643 --> 00:54:49.164
If you get to the end of the rainbow,

00:54:49.465 --> 00:54:51.887
you obviously know what this is worth.

00:54:52.047 --> 00:54:53.728
You see the value in this.

00:54:54.128 --> 00:54:54.989
Why should I not?

00:54:55.748 --> 00:54:57.369
Now, a lot of times I'll say, okay,

00:54:57.389 --> 00:54:58.251
it's five hundred bucks for

00:54:58.291 --> 00:55:00.192
this episode or this or whatever.

00:55:01.152 --> 00:55:02.293
Sometimes I won't,

00:55:02.594 --> 00:55:04.894
but I'm sort of weighing how this feels.

00:55:04.954 --> 00:55:05.556
The long game.

00:55:05.835 --> 00:55:05.936
Hey,

00:55:05.976 --> 00:55:08.737
is it worth to get thirty minutes of

00:55:08.858 --> 00:55:10.418
my time with that CEO?

00:55:10.858 --> 00:55:12.059
So in three months I can

00:55:12.099 --> 00:55:13.940
pitch them a larger project.

00:55:14.581 --> 00:55:17.284
So, you know, that's also me, you know,

00:55:17.563 --> 00:55:18.523
telling people what to do.

00:55:18.565 --> 00:55:19.905
Do as I say, not as I do.

00:55:20.266 --> 00:55:21.106
So I probably should do it

00:55:21.126 --> 00:55:22.047
more is what I'm saying.

00:55:23.047 --> 00:55:23.567
And you're right.

00:55:23.646 --> 00:55:26.487
I mean, there's always value exchange.

00:55:27.108 --> 00:55:28.507
If you're giving it free

00:55:28.527 --> 00:55:29.608
because you're expecting or

00:55:29.668 --> 00:55:31.489
hoping for something bigger down the road,

00:55:31.688 --> 00:55:32.889
I do that as well.

00:55:33.489 --> 00:55:34.590
In a case like this,

00:55:34.670 --> 00:55:36.030
this message that came in,

00:55:36.789 --> 00:55:37.929
there's no expectation.

00:55:37.949 --> 00:55:39.409
I don't even know who you work for,

00:55:39.471 --> 00:55:39.971
what you do.

00:55:39.990 --> 00:55:41.831
I have no context for anything.

00:55:42.371 --> 00:55:42.971
Absolutely.

00:55:43.030 --> 00:55:43.791
I'm going to put that

00:55:44.351 --> 00:55:46.211
clarity link between you and I.

00:55:47.831 --> 00:55:49.972
So I had been just telling everybody,

00:55:50.313 --> 00:55:52.012
take me off your list

00:55:52.132 --> 00:55:54.193
because I don't want any contact.

00:55:54.793 --> 00:55:57.135
Now I'm coming kind of back to, hey,

00:55:57.155 --> 00:55:58.914
I haven't done clarity in a long time.

00:55:59.394 --> 00:56:00.916
I've kind of recharged the batteries.

00:56:01.076 --> 00:56:01.795
I'm going to do it.

00:56:02.396 --> 00:56:03.657
Let's hit parting shots.

00:56:03.757 --> 00:56:05.777
So I think the biggest thing

00:56:05.916 --> 00:56:07.338
out of today's episode is

00:56:07.398 --> 00:56:08.538
understanding that.

00:56:08.697 --> 00:56:09.878
There's value everywhere.

00:56:10.878 --> 00:56:12.360
The opportunity to create

00:56:12.380 --> 00:56:14.380
value is literally infinite.

00:56:14.420 --> 00:56:16.840
There are so many problems you can solve.

00:56:17.222 --> 00:56:19.041
You just have to look at it

00:56:19.081 --> 00:56:20.322
with a creative eye,

00:56:20.862 --> 00:56:21.983
understand the resources

00:56:22.003 --> 00:56:24.304
you have available, and how,

00:56:24.625 --> 00:56:27.126
if you can solve that problem profitably.

00:56:27.326 --> 00:56:29.407
I shared the interview with

00:56:29.666 --> 00:56:32.047
one of the CEOs from Netflix,

00:56:32.108 --> 00:56:33.068
not Reed Hastings,

00:56:33.108 --> 00:56:34.148
but one of the other guys.

00:56:34.909 --> 00:56:36.088
Super interesting.

00:56:36.208 --> 00:56:37.389
You can find it on Google.

00:56:38.050 --> 00:56:39.210
And the thing that he talked

00:56:39.231 --> 00:56:41.934
about is he and Reed Hastings,

00:56:41.994 --> 00:56:42.916
I can't remember his name,

00:56:43.356 --> 00:56:44.898
were driving in a car when

00:56:44.918 --> 00:56:46.659
they came up with the idea for Netflix.

00:56:47.119 --> 00:56:48.442
And they were brainstorming

00:56:48.541 --> 00:56:50.123
all of these business ideas

00:56:50.143 --> 00:56:51.025
and they wanted to try all

00:56:51.065 --> 00:56:52.045
these different things and

00:56:52.085 --> 00:56:52.806
thinking about it.

00:56:53.246 --> 00:56:54.027
Somebody said,

00:56:54.248 --> 00:56:58.112
let's mail DVDs through the U.S.

00:56:58.152 --> 00:56:58.893
Postal Service.

00:56:59.514 --> 00:57:01.135
Immediately, they stopped the car.

00:57:01.436 --> 00:57:03.016
They took a CD out of the car.

00:57:03.056 --> 00:57:04.358
They put it into an envelope.

00:57:04.398 --> 00:57:05.719
They put it in the mailbox.

00:57:06.260 --> 00:57:08.420
And then when they got home,

00:57:09.202 --> 00:57:11.704
the CD arrived undamaged.

00:57:12.184 --> 00:57:14.405
And that was initial proof of concept.

00:57:14.967 --> 00:57:17.248
And so what I would love to

00:57:17.289 --> 00:57:18.489
see is more clinicians

00:57:18.550 --> 00:57:20.170
taking these ideas and being like,

00:57:20.711 --> 00:57:22.572
how can I just test this really quick,

00:57:22.693 --> 00:57:24.494
really cheap, really easy?

00:57:25.902 --> 00:57:27.902
Go on Clarity, create an account,

00:57:27.983 --> 00:57:29.103
set a five hundred dollar

00:57:29.143 --> 00:57:31.125
an hour price point and see

00:57:31.164 --> 00:57:32.505
if anybody pays that.

00:57:32.865 --> 00:57:33.106
Yeah.

00:57:33.146 --> 00:57:34.726
Go on your website and put a

00:57:34.766 --> 00:57:35.867
special offer for a

00:57:35.927 --> 00:57:37.449
thousand dollar plan of care.

00:57:37.469 --> 00:57:39.309
That's three visits for a

00:57:39.369 --> 00:57:41.471
special condition, a specific condition,

00:57:41.510 --> 00:57:43.172
and see if anybody would buy it.

00:57:43.612 --> 00:57:45.273
Like it doesn't cost you anything.

00:57:45.333 --> 00:57:47.153
Just test the concept.

00:57:47.313 --> 00:57:47.835
Yeah.

00:57:47.894 --> 00:57:49.155
My parting shot would be do

00:57:49.195 --> 00:57:50.135
the uncomfortable thing.

00:57:50.335 --> 00:57:51.597
In the last couple of days,

00:57:51.637 --> 00:57:53.117
we've talked about recording phone calls.

00:57:54.208 --> 00:57:55.389
but then actually listening to them.

00:57:56.210 --> 00:57:57.090
I know you don't like to

00:57:57.110 --> 00:57:57.931
listen to your own voice.

00:57:58.331 --> 00:57:59.813
It's also awkward to analyze

00:57:59.833 --> 00:58:01.373
yourself or to sit there

00:58:01.393 --> 00:58:02.375
while someone else listens

00:58:02.414 --> 00:58:04.115
or that you know listens and do it.

00:58:04.817 --> 00:58:07.398
But it's the area of the biggest growth,

00:58:07.458 --> 00:58:08.018
in my opinion.

00:58:08.478 --> 00:58:10.581
There's that great LinkedIn

00:58:11.800 --> 00:58:12.702
meme that goes around every

00:58:12.782 --> 00:58:13.242
once in a while,

00:58:13.262 --> 00:58:15.304
which is the growth of the

00:58:15.344 --> 00:58:16.244
success you're looking for

00:58:16.264 --> 00:58:17.706
is hiding in the work you're not doing.

00:58:18.186 --> 00:58:19.126
We keep looking for these...

00:58:19.827 --> 00:58:21.829
new avenues of success.

00:58:22.030 --> 00:58:23.472
Like let me find the next best thing.

00:58:23.512 --> 00:58:24.012
Listen,

00:58:24.273 --> 00:58:25.735
I love to think I'm innovative or

00:58:25.876 --> 00:58:26.617
attempt to be.

00:58:27.998 --> 00:58:29.019
Typically it's the basics.

00:58:29.121 --> 00:58:30.422
So the success you're

00:58:30.442 --> 00:58:32.865
looking for is in the results or sorry,

00:58:32.885 --> 00:58:34.268
the work that you're not doing.

00:58:35.188 --> 00:58:36.650
case in point I sort of sat

00:58:36.690 --> 00:58:37.490
there and went through my

00:58:37.550 --> 00:58:38.672
youtube channel and paid

00:58:38.711 --> 00:58:40.512
attention facebook sorry

00:58:40.554 --> 00:58:41.454
podcasting is a little

00:58:41.494 --> 00:58:42.275
different it's harder to

00:58:42.335 --> 00:58:43.376
like pinpoint things

00:58:43.695 --> 00:58:44.597
youtube makes it a lot

00:58:44.657 --> 00:58:45.697
easier they understand the

00:58:45.737 --> 00:58:47.518
game that they're in and I

00:58:47.559 --> 00:58:48.420
started paying attention to

00:58:48.460 --> 00:58:49.380
which episodes that I

00:58:49.400 --> 00:58:50.961
released four or five years

00:58:51.001 --> 00:58:52.702
ago on youtube are still

00:58:52.762 --> 00:58:53.943
getting traction like

00:58:54.045 --> 00:58:55.445
decent traction and I said

00:58:55.985 --> 00:58:57.927
hey idiot why are you not

00:58:57.987 --> 00:58:59.048
doing more like that it

00:58:59.088 --> 00:59:00.048
doesn't mean that you

00:59:00.088 --> 00:59:01.530
should do that exact topic

00:59:02.010 --> 00:59:02.831
But why don't you take that

00:59:02.911 --> 00:59:04.614
format and put it in a different way?

00:59:05.074 --> 00:59:05.534
So that was the

00:59:05.554 --> 00:59:07.275
uncomfortable moment for me is like, man,

00:59:07.315 --> 00:59:09.778
I was driving without a map, right?

00:59:09.798 --> 00:59:10.880
I think I'm so clear and

00:59:10.900 --> 00:59:12.641
innovative and smart and focused.

00:59:12.661 --> 00:59:13.643
And I was like, man,

00:59:14.123 --> 00:59:14.963
you have data being

00:59:15.003 --> 00:59:15.704
presented in front of you

00:59:15.844 --> 00:59:16.606
every single day,

00:59:16.826 --> 00:59:18.286
and you're just not acting on it.

00:59:18.688 --> 00:59:20.088
So maybe that was out of fear for me.

00:59:20.469 --> 00:59:22.291
But that sort of inspired this week's,

00:59:23.012 --> 00:59:24.574
the last five episodes of my podcast,

00:59:24.594 --> 00:59:25.775
which was how I built this

00:59:26.422 --> 00:59:28.003
sort of uh episode so we

00:59:28.023 --> 00:59:29.643
looked at pt entrepreneurs

00:59:29.664 --> 00:59:31.125
who created a product and I

00:59:31.144 --> 00:59:32.105
just said show me the

00:59:32.144 --> 00:59:33.786
hero's journey and the goal

00:59:33.806 --> 00:59:34.945
the output is number one we

00:59:34.965 --> 00:59:35.726
can learn where they were

00:59:35.786 --> 00:59:37.286
successful and failed I

00:59:37.347 --> 00:59:38.268
love the fail we actually

00:59:38.288 --> 00:59:39.027
learned more from failure

00:59:39.068 --> 00:59:40.449
so I would say my parting

00:59:40.469 --> 00:59:42.429
shot is uh the results

00:59:42.449 --> 00:59:43.690
you're looking for hiding

00:59:43.710 --> 00:59:44.369
in the work you're not

00:59:44.409 --> 00:59:47.771
doing start doing that work

00:59:48.192 --> 00:59:48.952
all right wrap it up

00:59:49.427 --> 00:59:50.487
All right, we're back on Tuesday.

00:59:50.688 --> 00:59:51.528
Subscribe, like.

00:59:51.568 --> 00:59:52.708
Take a listen to those episodes.

00:59:52.748 --> 00:59:53.710
I will put a plug in for those.

00:59:53.929 --> 00:59:55.130
We've released three so far.

00:59:55.650 --> 00:59:56.271
Next Level,

00:59:57.630 --> 00:59:59.871
the Nord Stick with Garrett Drumheller,

00:59:59.931 --> 01:00:01.432
and then Patrick and Helena Esmond,

01:00:01.853 --> 01:00:03.054
who I get to work with every day.

01:00:03.454 --> 01:00:04.333
But I just want to know,

01:00:04.914 --> 01:00:05.914
not necessarily about the products.

01:00:05.954 --> 01:00:06.914
It's really not about the products.

01:00:06.974 --> 01:00:07.795
It's about the people and

01:00:07.815 --> 01:00:09.235
the journey and what you get out of it.

01:00:09.476 --> 01:00:10.876
Is that something you liked?

01:00:10.936 --> 01:00:11.336
If so,

01:00:11.817 --> 01:00:12.858
I can go in the kitchen and cook

01:00:12.878 --> 01:00:13.277
more of that.

01:00:13.538 --> 01:00:14.659
Tony, for Dave,

01:00:14.719 --> 01:00:15.579
we'll see you guys next week.