Do It Differently or Die: A Wake-Up Call for PT Owners

WEBVTT

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There should be a video.

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There it is.

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Look at that.

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A little time lapse.

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Is there a camera?

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That was me.

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We're live.

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We're live.

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That's later.

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I'll be riding the...

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Are you going to go to Disney?

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no i was thinking about going to i

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don't think i realized how close disney

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world land sorry to the disney people

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let's go disney disney how close disney

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was it's like a hundred yards away yeah

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as we're live at csm uh eric fernandez

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from hyper ice appreciate you taking time

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out appreciate you having me your booth is

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never slow because you've got great

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touchable wearable tryable things that's

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for sure uh less than a year ago

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i never got to really ask this but

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you have the hyper ice nike crossover

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collab should i like run with the camera

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yeah we'll bring it back a little late

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for that huh

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People have seen it.

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I'll put the link on there.

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If you haven't seen it,

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just Google Nike hyper ice shoe shoe.

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Yeah.

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And I think you told me about how

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long does something like Nike doesn't let

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the swoosh go anywhere unless like seventy

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eight steps are checked and cross checked.

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And yeah, there's a lot of steps.

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So how long does something like that?

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I mean,

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it was about three years in development.

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Okay, that's even longer than I thought.

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For anyone who doesn't know,

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it's a high-top shoe that has Normatex

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dynamic air compression therapy built into

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it,

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along with an electric heating technology.

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So you get heat and compression therapy on

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the ankle and Achilles complex.

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On a wearable shoe.

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On a wearable.

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You can go, you can dance,

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you can run,

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you can do whatever you want.

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It's awesome.

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It is very much like a performance,

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wellness, self-care product.

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You'll never see it in a clinic.

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That's not what it's meant for, of course.

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But really cool piece of tech.

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And funny aside,

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I almost shouldn't say this,

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but it's a live stream.

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We're having fun.

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So you want to know the origin.

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Forever we wanted to build a performance,

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tech-enabled shoe with Nike.

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And for a long time,

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I think they were like,

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I don't think we want that.

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And they had something else they wanted us

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to build, a heating and cooling vest,

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temperature controlling for their

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athletes.

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And we were like, we can do it,

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but we really want to do this shoe.

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We went to this very small,

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intimate prototype meeting with like a

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couple of their highest end athletes and

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their innovation people, private summit.

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And we had mocked up the shoe.

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We almost weren't supposed to have like

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brought it.

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It was so like the battery pack was

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like taped to the back of the calf,

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like earlier.

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It's just got to hang on for the

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meeting.

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And the shoe stole the show.

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Like athletes wouldn't give it back.

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They were obsessed.

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And then it was just iteration and

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iteration after that.

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And three years later, now we have it.

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And then like, what do you do?

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You wait a year and then you come

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out with like color or something.

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Like you got to do a twist.

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Like we got more stuff coming.

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We're not done.

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I was on the ramp getting on the

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airplane to fly here.

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And the guy in front of me had

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high top Nike's Wu-Tang clan,

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like limited.

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And I literally,

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I'm not a sneaker head or anything,

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but I respect.

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And I was like, my man,

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those must not have been easy to get.

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Like those had to be insane to get.

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That's what you want.

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Now, I just saw the other day,

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you have the orange.

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Yep, that was an Olympic special product.

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I don't know why I want them more,

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but I do because they're orange.

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And because you can't get them.

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Because you can't get them.

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There is no amount of money you could

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offer me, man,

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that will get you a pair.

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Oh, so it's just Olympic athletes.

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Just for like fifty Olympic athletes.

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That's cool.

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Limited run, special edition.

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That's fun.

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All right, so let's get spicy.

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Okay, spicy.

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You're the last live stream of the day.

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Okay,

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so you've behaved yourself long enough,

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and now we can just be ourselves.

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I'm four steps away from the hotel bar

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and going to dinner.

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And then I'll come back tomorrow and we'll

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do it all again.

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We'll do it all again.

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Everything's great.

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Isn't that lovely?

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Why is outpatient PT in a race to

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the bottom right now?

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Oh, all right.

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That's a loaded question.

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Shots fired.

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Shots fired.

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So here's the thing, right?

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Outpatient is one of the most

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cost-effective ways to manage your

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long-term care.

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We know that.

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The data is so clear.

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All over.

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Yet it's like the bottom of the funnel.

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It's kicked to the side.

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There's so many challenges.

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Everybody knows the X, right?

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Reimbursements are going down.

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Cost of doing business is going up.

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And I think the challenge is nobody wants

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to break out of the model.

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So we're all looking for efficiencies,

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right?

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So AI, everything in your life these days.

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And AI is amazing.

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There are so many things that it's

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bringing to the space in terms of

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efficiency of your notes and documentation

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and being more personalized.

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There's so many things.

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But all we're doing is squeezing

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efficiency into a model that doesn't work.

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So in my mind,

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it's like we're changing the band-aid

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versus actually triaging and fixing the

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problem.

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And so it has its place.

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But if we just think we can keep

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hammering in the same direction we've

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always been going,

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that's the definition of insanity, right?

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How do we expect the equation to change?

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So what would or what could or what

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should the clinic,

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the outpatient ortho clinic in ten years

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look like?

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And then spoiler alert,

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whoever does that now has the first mover

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advantage.

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But what do you envision a clinic in

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five or ten years looking like?

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Look,

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I think there's always going to be

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diversity, right?

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Like a hospital-based system,

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a large corporate PT,

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your private practice,

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they're all going to be different,

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of course.

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But I think at the end of the

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day, there's high-level changes.

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And the first one is,

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let's stop calling them patients.

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They're consumers.

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At the end of the day,

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your patients are consumers, right?

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And it's like,

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we all choose to spend our money where

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we perceive value.

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And how many times have you heard from

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the therapist,

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my patient can barely afford their co-pay

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or X, Y, and Z.

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And I never want to minimize people's

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individual financial situations.

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Hardship is real.

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But people invest their time and their

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money,

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typically their two most precious

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resources, where they perceive value.

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And I think if we don't start thinking

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about them as consumers and looking at

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consumer behavior and consumer choice,

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we're not gonna solve the equation.

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A lot of people now are talking about

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PT being the primary care of MSK.

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I believe in that model.

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That's how I interact with my therapist

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and my trusted care team.

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There's no reason why your PT shouldn't be

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the quarterback.

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But I think if you're going to be

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the quarterback, one,

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you have to figure out how to interact

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with the other disciplines and the other

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areas of health and wellness.

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And I think you have to provide services

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and solutions to consistently meet the

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patient's need.

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I've said this a lot lately,

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but like my need is a forty one

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year old who still tries to play men's

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league hockey with a bunch of twenty two

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year old.

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You know what I mean?

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Like and everything else I do,

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like my needs are going to go up

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and down over time,

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but it's consistent and it's going to go

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up.

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Sure.

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And I think too often you see clinics

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that are really,

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really good at providing care.

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They care terribly.

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They're great at the pinnacle of need,

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right at the peak of the wave.

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And as we go down to the trough,

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that's where we fall off.

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That's where patients don't complete.

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They don't come to their last couple

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visits.

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They don't stick with maintenance

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programs.

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We also haven't designed,

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for the most part,

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services to give them a way to stay

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connected.

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A life cycle.

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Right.

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But I think if we can crack that

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trough, then you've won.

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And I think it's just like,

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You need cash-based revenue.

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You need retail services.

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You need to be really efficient on

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billing.

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You need the remote monitoring.

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You need all of it.

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You know what I mean?

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There's not one silver bullet.

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But if we don't start moving in that

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direction, I don't know.

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It's like DME.

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It's a race to the bottom.

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Is this a good moment?

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I feel like we go through cycles.

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We go through eras, like Taylor Swift.

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feel like are we in now the getting

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married era right but i feel like the

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the era is like and we always take

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it to the extreme right we're doing you

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know we're shoving coffee where coffee

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doesn't belong uh to feel better i know

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what that is there's a name for that

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there is a name for that i'm not

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sure we're putting coffee there but we're

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in the moment where people are like decaf

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right but we're in the moment now where

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people are like okay i'm gonna invest the

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health and wellness era and of course

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there's good bad and indifferent but we're

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in that

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Isn't PT, like, sort of poised to, like,

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be a good beacon for that?

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We have the real estate.

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We have clinics in your communities.

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We have relationships.

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Isn't it the best position?

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Yes.

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I would say yes.

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The best, like, the skill set?

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So are we just medicalizing this instead

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of leaning into it?

00:07:45.603 --> 00:07:46.725
Or are we saying, well, actually,

00:07:46.805 --> 00:07:47.946
which is the worst two words?

00:07:47.985 --> 00:07:49.267
No one wants to hear, well, actually.

00:07:51.083 --> 00:07:52.083
Allegedly, apparently.

00:07:52.682 --> 00:07:53.684
According to the literature.

00:07:53.983 --> 00:07:55.384
Yeah, yeah, exactly, exactly.

00:07:55.803 --> 00:07:58.285
No, I mean, I think that's the challenge,

00:07:58.305 --> 00:07:58.485
right?

00:07:58.504 --> 00:07:59.805
And there's a challenge in terms of like

00:07:59.985 --> 00:08:01.545
educating our therapists in terms of,

00:08:02.024 --> 00:08:04.105
you know, what is the continuum of care,

00:08:04.146 --> 00:08:04.305
right?

00:08:04.346 --> 00:08:05.985
What is like the more holistic approach?

00:08:06.406 --> 00:08:07.646
I think it's what are your services?

00:08:07.726 --> 00:08:09.627
But I mean, look, the trend is really,

00:08:09.666 --> 00:08:10.627
really clear on wellness.

00:08:11.708 --> 00:08:12.788
The money just keeps going up.

00:08:12.807 --> 00:08:14.067
People are pouring more and more money

00:08:14.088 --> 00:08:14.447
into it.

00:08:14.767 --> 00:08:14.987
And like,

00:08:15.048 --> 00:08:16.788
why is somebody spending a hundred and

00:08:16.829 --> 00:08:18.149
twenty bucks for a stretch session?

00:08:19.281 --> 00:08:21.384
Why is somebody paying, personally,

00:08:21.403 --> 00:08:22.444
a whole lot of money for my lifetime

00:08:22.463 --> 00:08:23.084
fitness membership?

00:08:23.745 --> 00:08:24.545
I prioritize it.

00:08:24.646 --> 00:08:25.685
It helps in the health and wellness.

00:08:25.706 --> 00:08:30.288
We also have to remember, I'm forty-one,

00:08:30.668 --> 00:08:32.770
I'm getting older.

00:08:32.831 --> 00:08:34.371
My younger cousins, the next generation,

00:08:34.572 --> 00:08:35.251
they're coming up.

00:08:35.312 --> 00:08:36.173
They want this.

00:08:36.513 --> 00:08:37.033
You know what I mean?

00:08:37.052 --> 00:08:39.715
So I think if we base our model

00:08:40.115 --> 00:08:43.457
around what worked ten years ago,

00:08:43.477 --> 00:08:44.758
that community's aging out.

00:08:46.131 --> 00:08:48.333
Understand what people value.

00:08:49.715 --> 00:08:50.456
We mentioned before,

00:08:50.755 --> 00:08:52.878
you vote with your time and your money.

00:08:53.619 --> 00:08:55.841
You know this because you sell things,

00:08:56.400 --> 00:08:57.282
you listen to,

00:08:57.761 --> 00:08:59.303
Hyper is not gonna create something for it

00:08:59.323 --> 00:09:00.043
to sit on a shelf.

00:09:00.063 --> 00:09:00.884
It's not how you work.

00:09:01.466 --> 00:09:03.147
I mean,

00:09:04.207 --> 00:09:05.568
what amount of time worth of research is

00:09:05.589 --> 00:09:07.350
done before you even make a new anything

00:09:07.551 --> 00:09:09.673
or a change to something or add a

00:09:09.753 --> 00:09:10.212
feature?

00:09:10.734 --> 00:09:13.255
You're not doing that, you know,

00:09:14.692 --> 00:09:15.212
in no time,

00:09:15.393 --> 00:09:16.734
you're putting time and effort into

00:09:17.114 --> 00:09:20.336
understanding what people are looking for.

00:09:20.395 --> 00:09:20.796
Totally.

00:09:21.155 --> 00:09:22.397
And I think what you're seeing from like

00:09:22.437 --> 00:09:23.857
a health and wellness trend, you see this,

00:09:23.998 --> 00:09:24.957
like that's the other thing, right?

00:09:24.977 --> 00:09:26.379
We have to look outside of what has

00:09:26.418 --> 00:09:27.419
been our narrow focus.

00:09:28.019 --> 00:09:30.841
If we ignore learnings from the fitness

00:09:30.860 --> 00:09:32.701
industry, from hospitality, right?

00:09:32.982 --> 00:09:34.883
If we think cryotherapy is just this weird

00:09:34.923 --> 00:09:36.043
thing or stretch is this weird,

00:09:36.163 --> 00:09:37.304
like we can't.

00:09:37.404 --> 00:09:37.504
One,

00:09:37.524 --> 00:09:39.385
we have to learn from those to see

00:09:39.405 --> 00:09:40.807
what people are responding to and what

00:09:40.826 --> 00:09:41.626
people are asking for.

00:09:41.846 --> 00:09:43.749
I took heat because I asked a question

00:09:43.788 --> 00:09:46.009
because Stretch Labs, right,

00:09:46.029 --> 00:09:48.091
which is a franchise or other things or

00:09:48.111 --> 00:09:50.072
spinoffs and PTs were saying, well,

00:09:50.153 --> 00:09:52.215
actually, and I remember just saying,

00:09:52.315 --> 00:09:52.975
I asked a question.

00:09:52.995 --> 00:09:53.195
I was like,

00:09:53.235 --> 00:09:54.475
are you mad they're doing it or are

00:09:54.495 --> 00:09:56.116
you mad they're doing it better than you?

00:09:56.177 --> 00:09:56.638
Right.

00:09:56.677 --> 00:09:57.938
Are you mad that they thought about it?

00:09:57.958 --> 00:10:00.019
Well, they're just buying this thing.

00:10:00.039 --> 00:10:00.259
I'm like,

00:10:00.360 --> 00:10:02.182
they are super transparent on what they're

00:10:02.221 --> 00:10:02.581
selling.

00:10:02.881 --> 00:10:04.543
You will be stretched for forty five

00:10:04.562 --> 00:10:04.783
minutes.

00:10:04.823 --> 00:10:07.345
You will pay me this and people show

00:10:07.765 --> 00:10:07.905
up.

00:10:08.566 --> 00:10:09.947
Well, actually, no, my man.

00:10:10.288 --> 00:10:12.048
The expectation and the reality are met.

00:10:12.089 --> 00:10:13.870
And that's when people walk out feeling

00:10:13.929 --> 00:10:15.451
great that they just gave someone money

00:10:15.471 --> 00:10:17.312
because they got more than they put in.

00:10:17.972 --> 00:10:20.115
And it's ambiguous when you go to a

00:10:20.174 --> 00:10:20.534
PT.

00:10:20.595 --> 00:10:21.395
What it'll cost?

00:10:21.596 --> 00:10:22.297
What am I getting?

00:10:22.557 --> 00:10:23.618
Am I here for a week or is

00:10:23.638 --> 00:10:25.418
this an ongoing thing forever?

00:10:25.859 --> 00:10:27.259
Expectation meets reality.

00:10:27.320 --> 00:10:28.400
And if it's misaligned,

00:10:28.801 --> 00:10:29.922
that's when people feel robbed.

00:10:30.201 --> 00:10:31.903
That's when people don't show up back up

00:10:32.104 --> 00:10:32.923
because they don't understand.

00:10:33.024 --> 00:10:34.806
Where am I on this journey?

00:10:35.125 --> 00:10:35.405
Totally.

00:10:35.426 --> 00:10:35.666
I mean,

00:10:35.686 --> 00:10:37.486
like one of the best PT experiences I

00:10:37.626 --> 00:10:40.648
ever had was with this guy, Mike Silva,

00:10:40.687 --> 00:10:43.148
who's like come Mike's amazing, right?

00:10:43.168 --> 00:10:44.568
Like patient experience, guru,

00:10:44.649 --> 00:10:45.369
amazing therapist,

00:10:45.389 --> 00:10:47.149
amazing business leader, growth coach,

00:10:47.190 --> 00:10:47.929
et cetera.

00:10:47.970 --> 00:10:49.429
But like I was running into some knee

00:10:49.450 --> 00:10:49.929
pain issues.

00:10:49.951 --> 00:10:51.071
I was training for a half marathon and

00:10:51.091 --> 00:10:52.270
he invited me down to his house and

00:10:52.291 --> 00:10:54.032
like treated me in his private treatment

00:10:54.052 --> 00:10:54.392
space.

00:10:54.871 --> 00:10:56.491
And sure, he was doing me a favor.

00:10:56.653 --> 00:10:57.633
He took like an hour and a half

00:10:57.673 --> 00:10:58.332
of his time,

00:10:58.633 --> 00:11:00.114
but I have never been so thoroughly

00:11:00.153 --> 00:11:00.734
diagnosed.

00:11:00.813 --> 00:11:01.913
He knew what I was in for,

00:11:02.313 --> 00:11:03.534
but he looked at the whole body.

00:11:03.595 --> 00:11:04.475
He looked at everything.

00:11:04.955 --> 00:11:05.816
And he clearly said,

00:11:05.875 --> 00:11:06.855
here's what we need to do to get

00:11:06.895 --> 00:11:07.716
you back on track.

00:11:08.157 --> 00:11:09.238
But here's what you need to be thinking

00:11:09.258 --> 00:11:10.599
about for six and twelve months down the

00:11:10.639 --> 00:11:10.839
road.

00:11:11.019 --> 00:11:11.979
Here's what you need to be thinking about

00:11:11.999 --> 00:11:13.500
for the next five years based off your

00:11:13.679 --> 00:11:13.921
age.

00:11:13.980 --> 00:11:15.621
Like, it was amazing.

00:11:15.662 --> 00:11:16.902
It gave me such a clear roadmap.

00:11:16.982 --> 00:11:18.163
You understood.

00:11:18.523 --> 00:11:19.423
That was a good.

00:11:20.845 --> 00:11:22.405
It's a way to understand and make sure

00:11:22.426 --> 00:11:22.706
that there.

00:11:23.586 --> 00:11:26.207
I always say my one of my soapboxes

00:11:26.227 --> 00:11:27.769
is the goal of communication is not to

00:11:27.828 --> 00:11:28.669
have communicated.

00:11:28.730 --> 00:11:29.890
It's to achieve understanding.

00:11:30.211 --> 00:11:30.410
Yes.

00:11:30.910 --> 00:11:32.392
And just because I said something one way,

00:11:32.432 --> 00:11:33.413
Michael could have said, well,

00:11:33.432 --> 00:11:34.193
you're going to need this.

00:11:34.313 --> 00:11:35.234
If he saw the look in your eye,

00:11:35.254 --> 00:11:36.894
like, I don't think he gets it.

00:11:36.934 --> 00:11:37.796
Or do you understand that?

00:11:37.816 --> 00:11:38.517
Say it back to me.

00:11:38.657 --> 00:11:39.356
Like, explain that to me.

00:11:39.376 --> 00:11:39.857
I just want to help.

00:11:39.878 --> 00:11:41.077
I'm gonna make sure I'm the same page.

00:11:41.519 --> 00:11:42.779
If you walked out of there without being

00:11:42.820 --> 00:11:45.380
clear, it's everything's ambiguous.

00:11:45.501 --> 00:11:47.082
And there's no there's no wonder people

00:11:47.102 --> 00:11:47.302
don't.

00:11:48.493 --> 00:11:49.254
If I hear it again,

00:11:49.374 --> 00:11:50.494
people don't understand what we do.

00:11:50.955 --> 00:11:52.535
How good are you explaining it?

00:11:52.556 --> 00:11:54.456
Well, it's the APTA's job.

00:11:54.576 --> 00:11:55.277
I got news for you.

00:11:55.477 --> 00:11:57.259
The APTA is a professional association

00:11:57.519 --> 00:11:58.980
where professionals associate.

00:11:59.519 --> 00:12:00.461
We're the profession.

00:12:00.821 --> 00:12:01.621
That's not outside.

00:12:01.662 --> 00:12:02.741
Someone the other day was arguing on

00:12:02.761 --> 00:12:05.703
Facebook how APTA needs to do a national

00:12:05.744 --> 00:12:06.784
ad campaign to get patients.

00:12:06.804 --> 00:12:07.245
And I was like,

00:12:07.424 --> 00:12:09.067
I don't think they should.

00:12:09.746 --> 00:12:10.908
That's not what they're built for.

00:12:11.048 --> 00:12:11.807
They're not built for that.

00:12:11.827 --> 00:12:13.489
They're built for professional

00:12:13.528 --> 00:12:14.309
associations.

00:12:14.669 --> 00:12:15.610
That's what they are.

00:12:15.870 --> 00:12:17.172
Understand what that is.

00:12:17.491 --> 00:12:19.972
Right, yeah, no, I mean, look,

00:12:20.573 --> 00:12:24.096
there's so many challenges there we can

00:12:24.176 --> 00:12:24.576
unpack.

00:12:24.655 --> 00:12:26.576
There's also just so many opportunities,

00:12:26.616 --> 00:12:27.657
but you said something there that's key,

00:12:27.697 --> 00:12:27.897
right?

00:12:28.158 --> 00:12:29.278
If I'm gonna wait for somebody else to

00:12:29.298 --> 00:12:30.158
solve the problem for me,

00:12:31.259 --> 00:12:32.140
I'm gonna be the last thing that can

00:12:32.160 --> 00:12:32.921
work out.

00:12:33.261 --> 00:12:34.743
There's more patients out there than the

00:12:34.783 --> 00:12:36.845
industry will ever have the bandwidth to

00:12:36.884 --> 00:12:37.465
care for.

00:12:37.884 --> 00:12:39.366
And so if we actually think about that

00:12:39.407 --> 00:12:39.947
for a second,

00:12:40.807 --> 00:12:42.068
then let's think about who we're going

00:12:42.168 --> 00:12:42.489
after.

00:12:43.009 --> 00:12:43.490
I get it.

00:12:43.889 --> 00:12:45.051
As a healthcare professional,

00:12:45.392 --> 00:12:46.773
therapists wanna help everybody.

00:12:46.793 --> 00:12:48.214
They don't care about demographics,

00:12:48.234 --> 00:12:49.274
they don't care about income levels,

00:12:49.294 --> 00:12:50.216
ability to pay, et cetera.

00:12:50.836 --> 00:12:52.755
but you can't deliver care unless the

00:12:52.796 --> 00:12:53.876
dollar and cents works.

00:12:54.037 --> 00:12:55.297
And if your P&L is in the red,

00:12:55.756 --> 00:12:57.477
you're going out of business.

00:12:57.618 --> 00:13:00.258
And so you have to be comfortable charging

00:13:00.298 --> 00:13:02.519
what your value is and setting a value

00:13:02.538 --> 00:13:03.499
and creating a value.

00:13:03.519 --> 00:13:04.879
That's the other thing too, right?

00:13:04.918 --> 00:13:06.980
Like is a forty five minute stretch worth

00:13:07.000 --> 00:13:07.840
one hundred twenty bucks?

00:13:08.179 --> 00:13:09.360
Depends on who's doing it and how I

00:13:09.400 --> 00:13:10.260
feel when I'm leaving.

00:13:10.280 --> 00:13:11.801
They put the money up and people will

00:13:11.841 --> 00:13:12.941
come for it, you know?

00:13:13.181 --> 00:13:14.142
And so, again,

00:13:14.201 --> 00:13:15.282
I just I think it's like we have

00:13:15.302 --> 00:13:16.942
to challenge everything appropriately

00:13:17.702 --> 00:13:18.982
because the existing model, man,

00:13:20.264 --> 00:13:21.485
It's not working for a lot of people.

00:13:21.725 --> 00:13:23.745
Look how many companies are here trying to

00:13:23.785 --> 00:13:25.605
recruit every possible kid they could

00:13:25.645 --> 00:13:26.407
coming out of school.

00:13:26.746 --> 00:13:28.547
Nobody can attract, retention, burnout,

00:13:28.626 --> 00:13:29.648
all the buzzwords.

00:13:29.687 --> 00:13:30.187
You know what I mean?

00:13:30.207 --> 00:13:32.668
It's not that people are doing bad

00:13:32.707 --> 00:13:33.129
business.

00:13:33.149 --> 00:13:34.688
It's not that leaders don't care.

00:13:35.668 --> 00:13:36.830
The model needs to be rebuilt.

00:13:37.190 --> 00:13:40.510
The system is perfectly designed to get

00:13:40.551 --> 00:13:41.311
the result it gets.

00:13:42.187 --> 00:13:43.808
If you don't like the result of getting,

00:13:43.889 --> 00:13:45.071
it's not the world.

00:13:45.130 --> 00:13:46.030
It's the system you're in.

00:13:46.091 --> 00:13:47.552
And I know it's bad and it's hard

00:13:47.592 --> 00:13:48.212
to change.

00:13:48.514 --> 00:13:49.293
But if you don't,

00:13:50.434 --> 00:13:52.317
you're not going to have a job or

00:13:52.336 --> 00:13:53.798
a clinic in, I don't know,

00:13:53.837 --> 00:13:54.619
three to five years.

00:13:54.639 --> 00:13:55.399
A lot of these things aren't going to

00:13:55.419 --> 00:13:55.799
exist.

00:13:56.681 --> 00:13:57.341
You know,

00:13:57.360 --> 00:13:58.381
there's people out there doing it well.

00:13:58.422 --> 00:13:59.462
There's models that are working.

00:13:59.482 --> 00:14:00.884
There's people making that change.

00:14:01.485 --> 00:14:02.806
You know, who's going to be first?

00:14:02.846 --> 00:14:03.606
Who's going to follow?

00:14:03.667 --> 00:14:04.687
Who's going to figure out how to adapt

00:14:04.707 --> 00:14:05.368
to a system level?

00:14:05.528 --> 00:14:05.969
Those are all...

00:14:06.229 --> 00:14:07.809
The one that hurts is when someone told

00:14:07.830 --> 00:14:08.090
me,

00:14:08.330 --> 00:14:09.830
there are people stupider than you making

00:14:09.870 --> 00:14:10.530
more money than you.

00:14:10.811 --> 00:14:12.370
And I'm like, well, shit.

00:14:12.431 --> 00:14:13.432
It doesn't even hurt because I know it's

00:14:13.471 --> 00:14:13.751
true.

00:14:13.912 --> 00:14:14.451
It is true.

00:14:14.471 --> 00:14:15.452
As soon as you go, no, it's not.

00:14:15.493 --> 00:14:17.592
I go, dude, someone invented a pet rock,

00:14:17.653 --> 00:14:17.894
dude.

00:14:18.214 --> 00:14:19.933
Like, it's dumb.

00:14:20.073 --> 00:14:20.914
Remember the Chia Pet?

00:14:21.115 --> 00:14:21.914
Chia Pet.

00:14:22.595 --> 00:14:23.316
I mean, all of them.

00:14:23.395 --> 00:14:24.716
Snap bracelets.

00:14:25.937 --> 00:14:28.898
You're more likely to overthink it than

00:14:28.937 --> 00:14:29.977
you are to underthink it.

00:14:30.857 --> 00:14:31.798
And what's the worst that happens?

00:14:32.950 --> 00:14:34.510
try again because if you do nothing you

00:14:34.671 --> 00:14:36.390
it's inevitable that this will not work

00:14:36.490 --> 00:14:39.091
out yeah uh last thing i'll ask what's

00:14:39.111 --> 00:14:41.352
an uncomfortable truth owners need to hear

00:14:41.873 --> 00:14:43.533
right now in twenty twenty six an

00:14:43.552 --> 00:14:44.953
uncomfortable truth we said some

00:14:44.994 --> 00:14:46.413
uncomfortable yeah i feel like we've said

00:14:46.453 --> 00:14:48.335
some uncomfortable truth um

00:14:50.924 --> 00:14:51.125
I mean,

00:14:51.164 --> 00:14:52.446
I think it really is that the model

00:14:52.946 --> 00:14:54.586
is not working.

00:14:54.606 --> 00:14:55.967
You can yell at insurance companies all

00:14:55.988 --> 00:14:56.187
you want.

00:14:56.227 --> 00:14:56.847
I got news for you.

00:14:56.868 --> 00:14:57.528
They're not listening.

00:14:57.548 --> 00:14:58.048
They don't care.

00:14:58.229 --> 00:14:59.229
They're not going to change.

00:14:59.330 --> 00:15:00.889
Facebook comment section is not where

00:15:00.909 --> 00:15:01.630
things get changed.

00:15:02.171 --> 00:15:03.951
You either do it differently or you die.

00:15:04.111 --> 00:15:04.792
I'm very sorry.

00:15:04.812 --> 00:15:05.913
You'd be blunt.

00:15:05.952 --> 00:15:06.533
That's what I think.

00:15:06.552 --> 00:15:07.494
Don't get me wrong.

00:15:09.028 --> 00:15:11.028
I just think, look, here we go.

00:15:11.048 --> 00:15:14.451
You're absolutely undervaluing yourself

00:15:14.910 --> 00:15:15.691
and your services,

00:15:16.490 --> 00:15:17.731
and you're not willing to change.

00:15:18.331 --> 00:15:19.452
And if you're not willing to change,

00:15:19.592 --> 00:15:20.493
what do you expect to happen?

00:15:20.572 --> 00:15:22.714
And you're gonna get what you deserve.

00:15:22.894 --> 00:15:23.754
Look, change can be scary.

00:15:24.355 --> 00:15:25.894
Or change can be exciting, right?

00:15:26.034 --> 00:15:26.215
Like,

00:15:26.294 --> 00:15:27.895
every problem is actually an opportunity.

00:15:28.456 --> 00:15:29.336
It's the mindset.

00:15:29.375 --> 00:15:30.255
It's how we approach it.

00:15:30.576 --> 00:15:31.635
It's how we attack the problem.

00:15:31.836 --> 00:15:32.876
It doesn't have to be perfect.

00:15:32.917 --> 00:15:34.277
Just take a step.

00:15:34.317 --> 00:15:34.836
Like, you know,

00:15:34.876 --> 00:15:35.976
we say this all the time, right?

00:15:36.256 --> 00:15:37.197
There's not a silver bullet.

00:15:37.456 --> 00:15:38.957
There's not one hyperized solution you can

00:15:38.977 --> 00:15:40.577
buy or a solution from any company in

00:15:40.597 --> 00:15:41.597
this room that you can buy that's going

00:15:41.618 --> 00:15:42.038
to fix it.

00:15:42.557 --> 00:15:44.619
But take a step, man.

00:15:44.658 --> 00:15:45.479
Try something different.

00:15:45.538 --> 00:15:46.359
Fall on your face.

00:15:46.438 --> 00:15:48.278
Like, again,

00:15:48.418 --> 00:15:49.278
you just got to get out there and

00:15:49.298 --> 00:15:49.599
do it.

00:15:49.679 --> 00:15:49.919
All right.

00:15:49.960 --> 00:15:50.679
Last thing we do on the show,

00:15:50.720 --> 00:15:52.139
we call it the parting shot.

00:15:53.945 --> 00:15:55.066
This is the Parting Shot.

00:15:55.626 --> 00:15:57.028
One last mic drop moment.

00:15:57.710 --> 00:15:58.490
No pressure.

00:15:58.951 --> 00:16:01.113
Just your legacy on the line.

00:16:02.195 --> 00:16:02.916
Pressure here, Eric.

00:16:03.235 --> 00:16:04.658
What do you want to leave with the

00:16:04.697 --> 00:16:04.937
audience?

00:16:04.957 --> 00:16:07.461
Parting Shot, what do you got?

00:16:07.480 --> 00:16:08.642
Hawaiian pizza is the best pizza on the

00:16:08.662 --> 00:16:08.782
planet.

00:16:08.802 --> 00:16:09.884
Oh, yeah, we didn't even talk about that.

00:16:10.183 --> 00:16:11.225
Hawaiian pizza is the best pizza on the

00:16:11.245 --> 00:16:11.645
planet.

00:16:11.706 --> 00:16:12.386
I agree with you.

00:16:13.717 --> 00:16:14.499
I like it.

00:16:14.578 --> 00:16:15.899
Also, I think it's a Canadian invention.

00:16:16.320 --> 00:16:17.740
So then there's maybe some geopolitical

00:16:18.740 --> 00:16:19.182
angles there.

00:16:20.001 --> 00:16:21.143
I don't think the best bagels come from

00:16:21.163 --> 00:16:21.582
New York City.

00:16:21.602 --> 00:16:21.783
All right.

00:16:21.803 --> 00:16:22.283
Where do they come from?

00:16:22.303 --> 00:16:23.605
I think North Jersey, Bergen County.

00:16:23.945 --> 00:16:24.264
Okay.

00:16:24.284 --> 00:16:24.966
Close, but different.

00:16:25.186 --> 00:16:25.385
Yeah.

00:16:25.605 --> 00:16:26.907
Okay.

00:16:27.767 --> 00:16:31.370
And if you have heard of Hyperice,

00:16:31.629 --> 00:16:32.971
a percussion gun, Normatech,

00:16:33.010 --> 00:16:33.650
any of our stuff,

00:16:33.671 --> 00:16:34.792
or even stuff that looks like us,

00:16:35.293 --> 00:16:36.613
and you think it doesn't belong in your

00:16:36.653 --> 00:16:37.354
PT clinic...

00:16:38.990 --> 00:16:39.572
Come find me.

00:16:39.672 --> 00:16:40.393
All right.

00:16:40.572 --> 00:16:41.894
Let me prove you wrong or prove me

00:16:41.934 --> 00:16:42.215
wrong.

00:16:42.735 --> 00:16:43.496
You can prove me wrong.

00:16:43.736 --> 00:16:45.538
I will absolutely buy you a Hyperice tool

00:16:45.578 --> 00:16:46.019
you're choosing.

00:16:46.039 --> 00:16:46.421
There we go.

00:16:46.600 --> 00:16:47.402
Eric Fernandez, Hyperice.

00:16:47.422 --> 00:16:48.724
Thank you for stopping by the live stream

00:16:48.744 --> 00:16:48.943
studio.