Do you own a business or just a job?

WEBVTT

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Broadcasting way too early from three

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separate Wi-Fi connections.

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It's PT Breakfast Club with Tony Meritato,

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Dave Kittle, and Jimmy McKay.

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Tuesday morning to you here on PT

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Breakfast Club.

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Tony Meritato, I'm Jimmy McKay,

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Dave Kittle.

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HR.

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HR gave me the day off today.

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So Dave Kittle's off today.

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But I will tease you with this.

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I think in two weeks I fly to

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Florida for APTA Florida.

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I think they asked me to do the

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keynote there because someone else named

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Jimmy McKay was on the docket.

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They just happened to Google me and they

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got me by accident.

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So they asked me to do the talk,

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but both of you are making an appearance

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in the talk.

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What do you mean?

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Both of you, you and Dave, Dave.

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Oh, okay.

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So Florida or go to Orlando.

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Okay.

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I think they do their annual conference at

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the same spot every year.

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It's in Orlando.

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Of course, it's me.

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I'm not talking about anything clinical.

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I'm not doing that.

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So part of it,

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I was using AI to create the outline.

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I was using it as sort of as

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a bouncing off partner.

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And then I was like, this needs,

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I need some speed here.

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You know,

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I think I told like a serious story

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and then lessen and it slowed it down.

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I'm like,

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I got to bring these people back up

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before we close, big close.

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So part of the speed round is I

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want to show people

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In the audience,

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it's going to be a couple hundred people

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there.

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Students, clinicians, everybody.

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People doing things differently.

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Like I'd like them to think,

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not to steal the idea straight,

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but be like, oh, what's my twist?

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So do you know Farley Schweigert?

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Yeah, of course.

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Like horseback equine.

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Well,

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it's way better when you say cowboy PT

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because like a New Yorker like me,

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I don't know.

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You ride a horse.

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You're a cowboy.

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Yeah.

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Cowboy PT.

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Or I talked about Steven Burkert up in

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Vermont.

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Snow Beast performance just hangs out

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with.

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And I just want people to be like,

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wait, I've never I've never seen a job.

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You know, description like that, you know,

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someone trying to get me to click and

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apply.

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I'm like, yeah, you click and apply.

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You work at a place and you learn

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some stuff and maybe you go and do

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your own thing like what Dave does,

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like what Tony does.

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So it'll be like a speed round where

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I'm just want to put this.

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Here's this part,

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like almost like Chris Corner.

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Look at this guy.

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She just drives around to all these shows

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and treats people on horseback.

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You know, Alyssa arms is a dance PT.

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She goes to these dance competitions and

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she's like, boom, set up a table.

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She also dances.

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That's her hobby.

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But she's like,

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not only is my trip now covered, uh,

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I'm getting clients that'll see me,

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you know,

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for weeks and months virtually or in

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person.

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So you guys made this,

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you guys made the, uh, the speed round.

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Are we talking about you guys?

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Yeah, that sounds awesome.

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All right,

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what do we want to talk about today?

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What was on the docket?

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You got a couple things.

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Yeah.

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First off, you said this,

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and I'm curious when we're going to stop

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saying this.

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You said, quote, I used AI, too.

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At some point,

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it's just going to be standard.

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Like, you assume you used AI.

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Like, I used a computer.

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I almost say it because I want to

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make sure people, like, I don't, like,

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I'm not trying to take ownership.

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Like, I'm not trying to, like, you know.

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But it was me, right, with the AI.

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But I think that's why I still say

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it.

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Yeah,

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I think we're going to hit the point

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where it's just assumed everything is

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built on the back of some sort of

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AI platform.

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So I went to chat GPT.

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I just did it this morning on the

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way to work.

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And I was like, hey, you know,

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what is it?

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September first.

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Hey, September first.

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What are some ideas?

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Search LinkedIn.

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Now, I've never queued it to do that.

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I've never prompted it.

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But I said,

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search LinkedIn to see what kind of

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interesting business topics are out there

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for the podcast.

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You came up.

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Now, my chat GPT knows you, me, Dave,

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we do the podcast.

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But, you know,

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you came up as one of the posts

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that it recommended.

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Awesome.

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The ones that I thought were really

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interesting though that this audience

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might benefit from are some of the bigger

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business stuff.

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You know, so like number one,

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traditional insurance versus cash pay,

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like nobody cares about that anymore.

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Should PT clinics stop selling visits?

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That was your post.

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The private equity.

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So I shared the screenshot with you,

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but it brought up,

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a post that talked about private equity,

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it talked about acquisitions,

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it talked about who owns PT clinics.

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And it got me thinking the person who

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shared the post said,

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if you're going to partner with a non-PT,

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you should not do it.

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You should not have a business person come

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into your business.

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PTs should own PT clinics.

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We've had this discussion before,

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maybe not recently.

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That's the dumbest thing I've ever heard.

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I understand the emotion behind it and the

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intent behind it.

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And the person goes through the post and

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is like,

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a business person doesn't understand

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documentation.

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They don't understand patient engagement.

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They don't understand the alliance between

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the patient and the provider.

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You're right.

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That's what makes them so freaking good at

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running a business.

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How do you think somebody gets an MBA,

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spends all of those years studying and

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understanding business,

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And isn't better than you,

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a PT who is amazing at PT-ing,

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but you're not a business person.

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You don't understand the value

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propositions and the exchange,

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and you haven't studied the history of

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business.

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And we see that negative business

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sentiment of we got to get business people

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out of healthcare.

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Yeah.

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It's a business.

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Yes.

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It's the business of healthcare.

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There's a, it says it right there.

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The business of healthcare served over

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breakfast right on the bottom.

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There's a line and I forget who said

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it.

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And it says something like,

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we judge others by their actions and we

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judge ourselves by our intentions.

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So this is what I think it means

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here in this situation.

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Well,

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I understand healthcare because I'm a

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physical therapist.

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I have the schooling and the experience.

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And I understand business because I've

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been to businesses and I see how they

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work.

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Well, then isn't the reverse true?

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If someone's been to BT, then they,

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of course, figure it out.

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Well, no.

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You have insight into what you do and

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the little nuances.

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People see the outcome,

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but maybe they don't know the steps that

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go into it.

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Well, the same is business.

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Just because you're like, well, I get it.

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There's a door and a bunch of stuff

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and a cash register, and you sell stuff.

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It's like, well,

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how do you know what stuff to put

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on the shelf three months before it would

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be...

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popular.

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How'd you know how to do that?

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How'd you know how to work inventory?

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So I think it's,

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I think mismatching people

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with skill sets and knowledge is we

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learned about why this was valuable in the

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eighties, man.

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It was called the a team.

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If you had four, you know, what,

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you know,

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howling mad Murdoch's that's a crappy team

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because there's no plan,

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but you do need one guy who's nuts

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enough to fly the helicopter under the

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bridge.

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Right?

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So saying a business person doesn't add

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tremendous value to a healthcare business.

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Now that doesn't mean

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that they're going to come in and say,

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well, let's do it this way.

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I've done it before.

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And then the person needs to say, okay,

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well, actually,

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we can't do that because ABC.

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This goes into my second saying, right?

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Everybody wants me to think outside the

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box.

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First,

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you got to put me in a box,

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right?

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Because if the same rules apply from

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retail to PT, some of them do,

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and some of them just plain old don't.

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That's not a negative.

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That's just how it is.

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The smart person

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acts as if they're in the box and

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thinks their way out.

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They create their way out.

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So saying a business person isn't valuable

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in a PT or healthcare business.

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I mean,

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think about that because there it is.

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It's a healthcare business.

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You need to know how business works.

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Right.

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And then we go back into the circle.

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We've talked about this,

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which is there should be more business in

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PT school.

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There should be no business in PT school.

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And I'm like,

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everybody wants PT school to be cheaper,

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shorter, faster,

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get them out of the workforce.

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But also we're going to add an MBA.

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Like,

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where are we going to why not psychology

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then if all, you know,

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so we can go round and round in

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that.

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But yet saying a business person doesn't

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belong in a health care business.

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Good luck.

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You do that.

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I'll do the other one.

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You do that.

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Yeah.

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So, you know,

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that I hate the negative sentiment toward

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business,

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but I guess everything is about balancing

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personalities.

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And so you need that, you know,

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person that empathy driven, you know,

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I can relate to my patient.

00:09:05.024 --> 00:09:06.184
I can give the best patient care

00:09:06.225 --> 00:09:06.765
experience.

00:09:07.285 --> 00:09:10.688
I want to do this because the business

00:09:10.708 --> 00:09:12.191
person is not going to be that person.

00:09:13.525 --> 00:09:15.886
And when you take on the challenge of,

00:09:16.567 --> 00:09:19.688
I'm going to be an amazing therapist and

00:09:19.708 --> 00:09:21.969
be an amazing business owner and be an

00:09:22.009 --> 00:09:25.010
amazing employer and be an amazing janitor

00:09:25.390 --> 00:09:27.731
and be an amazing marketer, you know,

00:09:27.751 --> 00:09:29.692
you're starting to dilute the water so

00:09:29.751 --> 00:09:30.153
deeply.

00:09:30.212 --> 00:09:32.553
That's why we suffer when we try to

00:09:32.594 --> 00:09:33.693
do all of it at once.

00:09:33.933 --> 00:09:34.674
I will say this,

00:09:34.855 --> 00:09:37.876
a physical therapist in business becomes a

00:09:37.917 --> 00:09:38.518
business person.

00:09:39.057 --> 00:09:41.279
You gain knowledge in business, right?

00:09:41.299 --> 00:09:42.921
So it's not that I think this is

00:09:43.081 --> 00:09:43.961
one or the other,

00:09:44.662 --> 00:09:47.144
but I think as you've sort of highlighted,

00:09:47.303 --> 00:09:48.304
at some point,

00:09:48.764 --> 00:09:50.746
your capacity for the things that you can

00:09:50.787 --> 00:09:51.967
effectively oversee...

00:09:52.648 --> 00:09:53.889
hits a ceiling, right?

00:09:53.908 --> 00:09:56.431
You can't be the person doing, you know,

00:09:56.770 --> 00:09:59.013
the patient care and then worrying about

00:09:59.113 --> 00:10:01.174
the schedule and the finances.

00:10:01.215 --> 00:10:03.777
Like you can until you can't.

00:10:03.817 --> 00:10:05.118
And this is going to vary by setting.

00:10:05.859 --> 00:10:07.779
It's going to vary by person and place

00:10:08.120 --> 00:10:09.020
and all the different variables.

00:10:09.041 --> 00:10:10.522
But there is a point when

00:10:11.501 --> 00:10:12.982
you are doing all the things,

00:10:13.043 --> 00:10:14.784
but now you're doing them poorly.

00:10:15.365 --> 00:10:16.907
And that's not a,

00:10:16.947 --> 00:10:18.347
I know you're saving money by doing

00:10:18.388 --> 00:10:20.269
everything, but at some point, listen,

00:10:20.328 --> 00:10:21.350
I could probably figure out how to,

00:10:21.370 --> 00:10:22.171
I got a leak in my roof.

00:10:22.211 --> 00:10:23.331
I could probably figure it out,

00:10:23.792 --> 00:10:25.193
but I'm forty six and I'm like,

00:10:25.354 --> 00:10:26.534
I'm not getting on the roof because if

00:10:26.575 --> 00:10:28.635
I fall off, I'm screwed.

00:10:28.777 --> 00:10:28.976
Right.

00:10:28.996 --> 00:10:29.356
And I'm out.

00:10:29.736 --> 00:10:30.898
I don't want to I don't want to

00:10:30.937 --> 00:10:32.720
risk me doing that poorly because winter's

00:10:32.759 --> 00:10:33.100
coming.

00:10:33.860 --> 00:10:34.160
Right.

00:10:34.280 --> 00:10:35.542
And now it's going to leak and cause

00:10:35.601 --> 00:10:36.123
more damage.

00:10:36.143 --> 00:10:38.144
So there's a we do this juice versus

00:10:38.184 --> 00:10:39.546
squeeze ratio all the time.

00:10:40.184 --> 00:10:41.085
Yeah.

00:10:41.125 --> 00:10:43.145
So that led me down that road.

00:10:43.746 --> 00:10:44.486
And I was like, well,

00:10:44.547 --> 00:10:46.327
what are the real businesses doing these

00:10:46.368 --> 00:10:46.707
days?

00:10:46.868 --> 00:10:49.188
So I prompted it again.

00:10:49.208 --> 00:10:51.169
I was like, hey, what's going on with...

00:10:51.990 --> 00:10:53.171
And when I think,

00:10:53.211 --> 00:10:54.250
this is kind of interesting,

00:10:54.270 --> 00:10:57.652
when I think of the real businesses in

00:10:57.711 --> 00:10:59.072
the physical therapy space,

00:10:59.572 --> 00:11:03.174
immediately my mind goes to Hinge Health,

00:11:03.955 --> 00:11:04.456
Sword,

00:11:05.255 --> 00:11:07.076
I had forgotten about Luna Physical

00:11:07.118 --> 00:11:07.498
Therapy.

00:11:07.557 --> 00:11:09.678
Like they've been off my radar for a

00:11:09.719 --> 00:11:10.259
long time.

00:11:10.320 --> 00:11:12.020
And before Hinge and Sword,

00:11:12.341 --> 00:11:14.243
Luna Physical Therapy was like the

00:11:14.283 --> 00:11:15.943
business that I was following for

00:11:16.063 --> 00:11:16.764
everything.

00:11:17.125 --> 00:11:19.447
They were the leaders in innovation.

00:11:19.486 --> 00:11:20.847
They were pushing the envelope.

00:11:21.508 --> 00:11:22.668
So then I prompted, I was like, hey,

00:11:22.687 --> 00:11:24.168
what's going on with these businesses?

00:11:24.548 --> 00:11:25.570
And it was kind of interesting.

00:11:25.649 --> 00:11:27.450
Sword and Hinge, you know,

00:11:27.529 --> 00:11:28.990
they're making acquisitions.

00:11:29.030 --> 00:11:31.251
They're expanding outside of just physical

00:11:31.292 --> 00:11:31.892
therapy.

00:11:32.432 --> 00:11:33.712
You, me, Dave,

00:11:33.732 --> 00:11:35.913
we talked about them being like digital

00:11:35.953 --> 00:11:37.413
physical therapy platforms,

00:11:37.474 --> 00:11:39.215
but based on what they are doing.

00:11:40.211 --> 00:11:42.852
It looks like they're moving into like

00:11:43.114 --> 00:11:46.395
multiple spaces, not just the rehab space.

00:11:47.756 --> 00:11:48.498
And, you know,

00:11:48.597 --> 00:11:51.701
hinge in two or three years, I think,

00:11:52.201 --> 00:11:55.803
grew faster and is just the same size

00:11:55.844 --> 00:11:57.365
or slightly larger than U.S.

00:11:57.405 --> 00:11:58.186
physical therapy,

00:11:58.206 --> 00:11:59.847
which has been around over twenty years.

00:12:00.288 --> 00:12:03.590
wow it's just these businesses can scale

00:12:03.629 --> 00:12:06.692
so quickly um so those are some

00:12:06.772 --> 00:12:09.692
interesting kind of business things what's

00:12:09.732 --> 00:12:12.375
on your mind about that isn't the isn't

00:12:12.394 --> 00:12:15.476
the um the setup with luna that you're

00:12:15.537 --> 00:12:17.618
not they're not full-time employees right

00:12:17.798 --> 00:12:20.078
they're ten they're they're they're

00:12:20.178 --> 00:12:21.639
independent like you're an independent

00:12:21.759 --> 00:12:24.182
operator right and you and they're your

00:12:24.221 --> 00:12:26.143
business you you contract with them or i

00:12:26.163 --> 00:12:27.222
don't want to say the wrong word here

00:12:27.243 --> 00:12:28.183
but you know what i'm saying

00:12:28.722 --> 00:12:31.724
Yeah, so Luna has positioned themselves,

00:12:31.823 --> 00:12:33.705
at least from what I've understood,

00:12:34.304 --> 00:12:35.046
as Uber.

00:12:35.426 --> 00:12:37.525
Uber positions itself as a digital

00:12:37.567 --> 00:12:39.547
platform connecting drivers and

00:12:40.027 --> 00:12:40.607
passengers.

00:12:41.668 --> 00:12:43.869
You're not an employee of Uber,

00:12:44.349 --> 00:12:45.409
you're contracting,

00:12:45.429 --> 00:12:48.211
you're paying to use the Uber platform.

00:12:49.110 --> 00:12:50.932
And what's interesting about Luna is,

00:12:50.991 --> 00:12:53.913
you know, prior to this, so like, yeah,

00:12:53.933 --> 00:12:56.635
it was we're going to connect therapists

00:12:56.655 --> 00:12:58.297
who want to deliver in-home therapy

00:12:58.336 --> 00:13:01.119
services with patients who want in-home

00:13:01.158 --> 00:13:02.080
therapy services.

00:13:02.220 --> 00:13:03.721
We're the digital platform.

00:13:03.780 --> 00:13:05.341
We're the Uber of PT.

00:13:06.283 --> 00:13:08.443
They had the EMR that was like the

00:13:08.663 --> 00:13:10.946
most advanced, most revolutionary,

00:13:11.025 --> 00:13:12.886
most innovative EMR on the market.

00:13:13.368 --> 00:13:16.330
Every single therapist I spoke to who

00:13:16.490 --> 00:13:17.470
worked for Luna

00:13:18.510 --> 00:13:20.653
Love the EMR because you would literally

00:13:20.734 --> 00:13:21.754
get back in your car.

00:13:22.174 --> 00:13:23.456
You'd call it on the phone.

00:13:23.976 --> 00:13:25.239
It would ask you questions.

00:13:25.259 --> 00:13:26.759
You would answer those questions and the

00:13:26.820 --> 00:13:29.462
documentation would be done in that

00:13:29.503 --> 00:13:30.124
capacity.

00:13:30.163 --> 00:13:31.504
And that's something I think we should

00:13:31.544 --> 00:13:35.068
discuss is back to even the most

00:13:35.208 --> 00:13:37.812
innovative EMRs on the market right now,

00:13:38.153 --> 00:13:39.193
kind of in the space.

00:13:40.339 --> 00:13:42.581
I don't think they're changing the

00:13:42.660 --> 00:13:45.202
fundamental way documentation is being

00:13:45.264 --> 00:13:45.563
done.

00:13:45.624 --> 00:13:47.384
Like, yes, there's AI scribes,

00:13:47.404 --> 00:13:48.706
there's ambient listening.

00:13:48.947 --> 00:13:50.788
I can't live without an AI scribe.

00:13:50.889 --> 00:13:52.570
I'm the first one to admit that.

00:13:53.530 --> 00:13:55.592
But I still find myself with this

00:13:55.692 --> 00:13:57.494
interaction with the computer and the

00:13:57.514 --> 00:13:59.196
keyboard and the AI scribe,

00:13:59.937 --> 00:14:01.977
I don't feel like it's fundamentally

00:14:02.038 --> 00:14:04.120
changed the way I document.

00:14:05.561 --> 00:14:07.001
Or I should say the way most people

00:14:07.042 --> 00:14:07.662
are documenting.

00:14:07.702 --> 00:14:08.962
It's kind of changed for me,

00:14:09.023 --> 00:14:11.104
but I've got some tech background and I

00:14:11.144 --> 00:14:13.225
can make it do what I want.

00:14:14.505 --> 00:14:17.868
If you're looking at this from an outside

00:14:17.927 --> 00:14:19.389
perspective looking in,

00:14:19.568 --> 00:14:21.990
what are you seeing on the documentation

00:14:22.009 --> 00:14:22.110
front?

00:14:22.169 --> 00:14:23.691
Because obviously you have connections.

00:14:24.249 --> 00:14:25.529
Yeah.

00:14:25.590 --> 00:14:26.529
I thought it was really funny.

00:14:26.549 --> 00:14:27.630
I'd love to do like a timeline.

00:14:27.650 --> 00:14:29.851
I remember when scribes first came out,

00:14:29.892 --> 00:14:33.173
the argument was, it's always or never.

00:14:33.894 --> 00:14:35.596
We will never allow this.

00:14:35.855 --> 00:14:38.017
And then that went away real quick once

00:14:38.076 --> 00:14:38.397
people,

00:14:38.657 --> 00:14:41.698
even the biggest naysayers for a scribe or

00:14:42.058 --> 00:14:43.360
a sidekick or whatever you want to call

00:14:43.379 --> 00:14:43.519
them,

00:14:44.860 --> 00:14:47.383
went away real quick once people

00:14:47.442 --> 00:14:47.923
understood

00:14:49.376 --> 00:14:51.097
Because a lot of times, and now,

00:14:51.138 --> 00:14:51.379
you know,

00:14:51.438 --> 00:14:52.899
I think I'm long enough in the tooth

00:14:52.940 --> 00:14:53.660
where I can see,

00:14:54.321 --> 00:14:55.121
if you own a business,

00:14:55.142 --> 00:14:56.663
you're getting sold something every twenty

00:14:56.702 --> 00:14:57.003
minutes.

00:14:57.023 --> 00:14:59.144
Like, you got a part-time job of saying,

00:14:59.205 --> 00:14:59.905
no, thank you.

00:15:00.446 --> 00:15:02.528
And the things that you try to pitch

00:15:02.607 --> 00:15:03.908
are time and money, time and money,

00:15:03.948 --> 00:15:04.870
time and money, time and money.

00:15:04.889 --> 00:15:05.809
We're going to save you time and money,

00:15:05.830 --> 00:15:06.410
time and money.

00:15:06.471 --> 00:15:07.552
And by the time you've heard that four

00:15:07.572 --> 00:15:09.393
hundred times, man, you are numb.

00:15:09.833 --> 00:15:11.134
Your brain is like, absolutely.

00:15:11.154 --> 00:15:13.216
And I don't blame business people for

00:15:13.256 --> 00:15:16.298
being numb and pessimistic and just not

00:15:16.318 --> 00:15:17.080
believing the hype.

00:15:17.659 --> 00:15:19.241
but what are you looking for like are

00:15:19.302 --> 00:15:21.783
people adopting it will it change does it

00:15:21.945 --> 00:15:25.268
actually save money and speed the one the

00:15:25.408 --> 00:15:27.289
one bit of research that surprised me from

00:15:27.309 --> 00:15:29.172
a big study that prompt just did was

00:15:30.553 --> 00:15:32.395
having the scribe didn't make people

00:15:32.456 --> 00:15:35.278
happier having described didn't save time

00:15:36.019 --> 00:15:39.243
unless the person liked the tool

00:15:41.154 --> 00:15:42.957
If you're a lumberjack and all you do

00:15:43.018 --> 00:15:44.600
is use axes and then all of a

00:15:44.640 --> 00:15:46.143
sudden it's chainsaw time,

00:15:46.604 --> 00:15:48.167
but you're still fighting it.

00:15:49.933 --> 00:15:50.114
Yeah,

00:15:50.514 --> 00:15:51.635
you're not going to be effective with a

00:15:51.676 --> 00:15:53.297
chainsaw because the entire time, well,

00:15:53.336 --> 00:15:54.937
these kids today don't know what it's like

00:15:54.957 --> 00:15:56.559
to chop down a tree with an axe

00:15:56.879 --> 00:15:59.322
or whatever reason that is that you're not

00:15:59.361 --> 00:15:59.922
adopting it.

00:16:00.163 --> 00:16:02.283
So it's not necessarily just the skill,

00:16:02.303 --> 00:16:04.066
the tool, the effectiveness.

00:16:04.365 --> 00:16:07.447
It's as big as humans are big,

00:16:07.488 --> 00:16:07.869
dumb animals.

00:16:08.269 --> 00:16:09.250
Do you like it or not?

00:16:09.690 --> 00:16:10.770
Then if you do,

00:16:11.291 --> 00:16:12.312
it does do those things.

00:16:12.351 --> 00:16:13.153
It saves time.

00:16:13.273 --> 00:16:13.913
It saves money.

00:16:15.154 --> 00:16:16.535
That was the thing that made me go,

00:16:16.756 --> 00:16:19.840
oh, damn, that adage holds up.

00:16:20.740 --> 00:16:21.822
Humans are big, dumb animals.

00:16:21.842 --> 00:16:23.404
And whether we like it or not,

00:16:23.544 --> 00:16:24.926
are we going to drag our feet or

00:16:24.966 --> 00:16:25.187
not?

00:16:26.294 --> 00:16:28.756
I still think I just did a big

00:16:28.857 --> 00:16:32.160
overhaul on my AI documentation system

00:16:32.321 --> 00:16:33.302
over the past week.

00:16:34.543 --> 00:16:36.344
I was falling behind on notes again.

00:16:36.384 --> 00:16:36.585
You know,

00:16:36.605 --> 00:16:38.866
I've got the recordings and I've got all

00:16:38.907 --> 00:16:40.668
of these things in place, but I'm like,

00:16:41.369 --> 00:16:43.931
I need to update the AIs have gotten

00:16:43.990 --> 00:16:44.392
better.

00:16:44.451 --> 00:16:45.852
The scribes have gotten better,

00:16:45.913 --> 00:16:47.855
but I'm still using old templates.

00:16:48.355 --> 00:16:50.317
So I did this major overhaul.

00:16:51.258 --> 00:16:54.020
and what i still find is it's really

00:16:54.280 --> 00:16:56.221
it needs to be a back and forth

00:16:56.302 --> 00:16:59.785
it's not it needs to identify why does

00:16:59.806 --> 00:17:00.866
it need to be a back and forth

00:17:00.907 --> 00:17:02.248
and not just a fourth

00:17:03.631 --> 00:17:04.491
Historically,

00:17:05.173 --> 00:17:08.034
it's been all about what I can process

00:17:08.074 --> 00:17:08.673
in my head.

00:17:08.713 --> 00:17:09.835
And I'm like, why?

00:17:09.974 --> 00:17:11.355
Why would it ever be like that?

00:17:11.455 --> 00:17:13.777
It has access to millions of data points.

00:17:14.477 --> 00:17:16.458
Why am I gonna think that I'm gonna

00:17:16.478 --> 00:17:19.160
be the perfect, get all the facts right,

00:17:19.180 --> 00:17:20.240
get all the details right,

00:17:20.299 --> 00:17:21.881
make all the clinical decisions right?

00:17:22.480 --> 00:17:24.321
We've talked about at some point,

00:17:24.362 --> 00:17:26.262
the scale's gonna tip where if you're not

00:17:26.403 --> 00:17:27.844
using AI to double check,

00:17:28.503 --> 00:17:30.424
your clinical decision-making,

00:17:30.665 --> 00:17:31.746
it is malpractice.

00:17:31.986 --> 00:17:34.347
We are coming to that at this stage

00:17:34.387 --> 00:17:34.928
in the game.

00:17:35.429 --> 00:17:37.849
So I'm like, I should say, okay, hey,

00:17:37.869 --> 00:17:39.811
AI scribe, ambient listening,

00:17:40.271 --> 00:17:41.292
what do you think about this?

00:17:41.373 --> 00:17:42.634
What should I do about that?

00:17:42.733 --> 00:17:43.493
I've seen this.

00:17:43.594 --> 00:17:44.434
I noticed this.

00:17:44.474 --> 00:17:46.016
These are some of the indications that are

00:17:46.056 --> 00:17:46.695
popping up.

00:17:47.376 --> 00:17:49.678
Have this conversation back and forth.

00:17:50.439 --> 00:17:51.900
We're not at the point that we can

00:17:51.940 --> 00:17:53.240
do video yet.

00:17:54.473 --> 00:17:56.055
It's still not at the point where you

00:17:56.075 --> 00:17:57.616
could do photos yet,

00:17:58.237 --> 00:17:59.959
but if you look at some of the

00:18:00.038 --> 00:18:02.299
large language models coming out of China

00:18:02.560 --> 00:18:03.662
and some of the other things,

00:18:03.741 --> 00:18:05.222
that stuff is available.

00:18:06.083 --> 00:18:08.885
Why is it not in our AI scribe

00:18:09.006 --> 00:18:11.867
under a HIPAA compliant guardian?

00:18:12.509 --> 00:18:13.630
I bought a three-D printer.

00:18:14.069 --> 00:18:16.511
I need a fall winter hobby.

00:18:18.531 --> 00:18:19.453
I bought a guitar,

00:18:19.976 --> 00:18:20.798
more to come with this.

00:18:20.817 --> 00:18:22.401
I bought a guitar and a three printer.

00:18:22.421 --> 00:18:22.642
I was like,

00:18:22.662 --> 00:18:24.306
I need to make something and I've got

00:18:24.326 --> 00:18:24.626
to do something.

00:18:24.666 --> 00:18:26.270
I have no music ability whatsoever.

00:18:27.252 --> 00:18:28.232
I get the three D printer.

00:18:28.292 --> 00:18:29.374
I follow all the directions.

00:18:29.394 --> 00:18:30.173
It's not working.

00:18:30.453 --> 00:18:31.574
So of course, what am I doing?

00:18:31.714 --> 00:18:33.375
I'm using voice mode on chat GPT to

00:18:33.394 --> 00:18:35.076
be like, it's giving me this error.

00:18:35.895 --> 00:18:37.757
The company that owns the printer does

00:18:37.797 --> 00:18:39.557
have like a AI companion,

00:18:39.596 --> 00:18:42.077
but it's giving me like error codes thing.

00:18:42.117 --> 00:18:42.837
I'm like, I'm a man.

00:18:43.018 --> 00:18:44.398
I just opened this eleven minutes ago.

00:18:44.499 --> 00:18:46.058
You're you're a thirty thousand foot.

00:18:46.920 --> 00:18:48.839
So I'm using chat GPT and of course

00:18:48.960 --> 00:18:50.701
it's accessing probably their database,

00:18:50.721 --> 00:18:52.902
but it's giving me like better prompts to

00:18:52.981 --> 00:18:54.781
figure out what the thing is wrong.

00:18:55.482 --> 00:18:56.462
Finally, it says.

00:18:58.031 --> 00:18:59.212
do that process,

00:18:59.712 --> 00:19:01.674
shoot a fifteen second video and give me

00:19:01.694 --> 00:19:01.954
the video.

00:19:01.974 --> 00:19:02.615
I'll let you know.

00:19:03.455 --> 00:19:04.215
And I literally was like,

00:19:05.057 --> 00:19:06.377
can you can you do that?

00:19:06.417 --> 00:19:07.318
Because I haven't done that.

00:19:07.398 --> 00:19:08.660
I haven't given it video yet.

00:19:08.680 --> 00:19:09.720
I've given it photos.

00:19:10.500 --> 00:19:11.060
And yes,

00:19:11.240 --> 00:19:13.442
it was able to say in that part

00:19:13.462 --> 00:19:14.723
of the process, oh, yeah,

00:19:14.763 --> 00:19:16.884
that thing's touching that move that out

00:19:16.904 --> 00:19:18.987
of the way because it could see that.

00:19:19.086 --> 00:19:21.669
So what you're saying is not would would

00:19:21.729 --> 00:19:22.890
it be nice to have?

00:19:23.490 --> 00:19:25.712
It's it's fixing Jimmy's new three D

00:19:25.752 --> 00:19:26.134
printer.

00:19:26.253 --> 00:19:26.954
Why isn't it?

00:19:27.496 --> 00:19:29.298
Why aren't we giving it video inpatient

00:19:29.318 --> 00:19:29.759
interactions?

00:19:30.119 --> 00:19:30.539
You know,

00:19:30.579 --> 00:19:33.003
this is going to happen when within twelve

00:19:33.044 --> 00:19:33.364
months.

00:19:33.904 --> 00:19:34.385
Got to be within.

00:19:35.287 --> 00:19:35.528
It'll be.

00:19:36.266 --> 00:19:38.307
And so even going back to companies like

00:19:41.230 --> 00:19:43.173
Hinge Health and some of the companies

00:19:43.192 --> 00:19:45.095
that are out there, they have the video.

00:19:45.855 --> 00:19:48.038
They can watch you do your home exercises.

00:19:48.057 --> 00:19:49.720
They can determine when you're out of

00:19:49.759 --> 00:19:51.280
alignment or whatever they think is

00:19:51.320 --> 00:19:52.281
important for that.

00:19:53.282 --> 00:19:56.787
It's not coming into the EMR experience.

00:19:57.406 --> 00:19:59.249
and so i just i think we need

00:19:59.269 --> 00:20:01.872
to expand that interface i'm not sure how

00:20:01.932 --> 00:20:04.814
it's going to happen um you didn't seem

00:20:04.834 --> 00:20:06.016
to think it was a big deal but

00:20:06.096 --> 00:20:08.817
i i was genuinely surprised i saw the

00:20:08.857 --> 00:20:13.142
announcement of spry working with luna

00:20:13.182 --> 00:20:15.365
physical therapy and this goes back to

00:20:15.404 --> 00:20:17.266
what i was saying earlier like the biggest

00:20:17.286 --> 00:20:19.528
thing about luna anybody could do mobile

00:20:19.568 --> 00:20:20.048
pt right

00:20:21.029 --> 00:20:23.790
But it was their documentation platform.

00:20:23.810 --> 00:20:25.692
And now to see them partnering with an

00:20:25.751 --> 00:20:28.012
EMR company that's an established EMR,

00:20:28.792 --> 00:20:30.294
I was surprised about that.

00:20:30.693 --> 00:20:32.654
I don't know how old that announcement is.

00:20:32.714 --> 00:20:33.715
I think it's pretty fresh.

00:20:33.955 --> 00:20:34.135
Yeah.

00:20:35.000 --> 00:20:35.961
Yeah, I think it's pretty fresh.

00:20:36.442 --> 00:20:37.442
I mean, that's the thing, right,

00:20:37.482 --> 00:20:39.305
is if I'm going to take an extra

00:20:39.365 --> 00:20:40.586
job, it better be really,

00:20:40.625 --> 00:20:42.907
really easy or the juice isn't worth the

00:20:42.948 --> 00:20:43.568
squeeze, right?

00:20:43.628 --> 00:20:44.971
It's got to be easy money.

00:20:44.990 --> 00:20:46.311
Like Dave was talking about this the other

00:20:46.332 --> 00:20:46.432
day.

00:20:46.471 --> 00:20:47.393
No moonlighting, right?

00:20:48.134 --> 00:20:50.135
It's got to be terribly simple or like,

00:20:50.395 --> 00:20:50.817
yeah,

00:20:50.836 --> 00:20:52.178
I've already just put in eight hours.

00:20:52.238 --> 00:20:53.519
Why am I going to do two more

00:20:53.940 --> 00:20:55.842
unless the pay or the simplicity are high

00:20:55.902 --> 00:20:56.482
or low enough?

00:20:57.065 --> 00:20:59.105
So like Dave's paying way more than Luna.

00:20:59.125 --> 00:21:00.626
Luna pays on average between,

00:21:00.707 --> 00:21:01.207
I think it's like,

00:21:01.247 --> 00:21:04.669
sixty eight and seventy two dollars for an

00:21:05.049 --> 00:21:06.210
in-home visit.

00:21:06.690 --> 00:21:08.632
You could get a home health contract with

00:21:08.652 --> 00:21:10.413
a home health company and get paid over

00:21:10.432 --> 00:21:11.153
one hundred dollars.

00:21:11.512 --> 00:21:11.732
Right.

00:21:11.772 --> 00:21:12.032
You know,

00:21:12.074 --> 00:21:14.555
so why are therapists taking a lower rate,

00:21:14.595 --> 00:21:15.935
twenty five percent less?

00:21:16.596 --> 00:21:19.017
better documentation better experience

00:21:19.376 --> 00:21:21.076
it's a different clientele these aren't

00:21:21.116 --> 00:21:23.417
your typical home health referrals these

00:21:23.458 --> 00:21:26.219
are outpatient referrals living in the

00:21:26.298 --> 00:21:29.420
home you know so um yeah that's that's

00:21:29.460 --> 00:21:32.840
a huge differentiator for anyone who has a

00:21:32.921 --> 00:21:34.740
mobile business and is looking to hire

00:21:34.760 --> 00:21:36.481
yeah if you can catch two patients on

00:21:36.501 --> 00:21:37.761
the way home if you you know if

00:21:37.781 --> 00:21:38.682
you get out of work at three or

00:21:38.721 --> 00:21:39.923
four o'clock and you're like i can catch

00:21:39.942 --> 00:21:41.083
two patients on the way home

00:21:41.859 --> 00:21:42.540
Why wouldn't you?

00:21:42.701 --> 00:21:44.741
If the lift is low and the juice

00:21:44.882 --> 00:21:47.144
is enough... Well,

00:21:47.644 --> 00:21:49.665
we talked about that Van Westendorp

00:21:50.086 --> 00:21:52.048
pricing model, the Van Westendorp.

00:21:52.628 --> 00:21:54.369
I'll get the exact four questions.

00:21:54.549 --> 00:21:55.029
Yeah.

00:21:55.070 --> 00:21:55.290
But...

00:21:56.257 --> 00:22:00.280
But Uber does this to figure out,

00:22:00.601 --> 00:22:03.423
because I think when the thing beeps on

00:22:03.442 --> 00:22:03.963
your phone,

00:22:04.003 --> 00:22:05.846
if you have a ride in your area,

00:22:06.145 --> 00:22:06.746
you've got like,

00:22:07.007 --> 00:22:09.989
thirty or forty or less than sixty seconds

00:22:10.549 --> 00:22:13.752
to actually say, yes, I'll take it.

00:22:14.133 --> 00:22:15.693
And what they're doing is they're testing

00:22:16.555 --> 00:22:17.955
how low is too low

00:22:18.777 --> 00:22:21.057
How high is someone taking it quickly?

00:22:21.178 --> 00:22:22.317
All you are data.

00:22:22.439 --> 00:22:23.538
You all of this is data.

00:22:23.959 --> 00:22:25.079
So, you know, the first one,

00:22:25.240 --> 00:22:27.079
the first ride might be twenty dollars.

00:22:27.500 --> 00:22:28.921
And then if you accept that,

00:22:29.320 --> 00:22:30.942
the next one ain't going to be higher.

00:22:31.582 --> 00:22:31.842
Right.

00:22:31.902 --> 00:22:33.163
The next one's not going to be higher.

00:22:33.202 --> 00:22:34.222
It's going to be a little lower.

00:22:34.262 --> 00:22:36.064
So you can test those different things out

00:22:36.544 --> 00:22:37.765
of what people are willing to take.

00:22:37.984 --> 00:22:39.806
It's wild.

00:22:39.826 --> 00:22:41.526
So wrapping up,

00:22:42.926 --> 00:22:44.827
I'm just looking at the comments that we

00:22:44.867 --> 00:22:45.627
have here.

00:22:47.539 --> 00:22:48.441
Teresa said,

00:22:48.520 --> 00:22:50.544
home health documentation platforms don't

00:22:51.324 --> 00:22:52.726
utilize AI enough.

00:22:53.247 --> 00:22:54.888
Like I've never done an Oasis,

00:22:55.028 --> 00:22:57.351
I've never done home health documentation,

00:22:57.391 --> 00:22:59.653
but everything says it's a nightmare,

00:22:59.673 --> 00:23:01.415
she said, because Oasis sucks,

00:23:01.757 --> 00:23:03.137
way too much documentation.

00:23:04.219 --> 00:23:07.640
I went for a general physical health,

00:23:07.660 --> 00:23:09.720
you know, saw my, saw my doctor,

00:23:10.180 --> 00:23:11.161
nurse practitioner.

00:23:11.480 --> 00:23:12.221
What do you call,

00:23:12.601 --> 00:23:16.342
like you would call an MD, Dr. Jones.

00:23:16.961 --> 00:23:18.721
What do you call a nurse practitioner?

00:23:20.123 --> 00:23:21.103
Oh, it's a great question.

00:23:21.583 --> 00:23:23.124
Whatever they introduce themselves to me

00:23:23.163 --> 00:23:25.364
as, I don't know.

00:23:25.384 --> 00:23:26.084
I had to ask chat GPT and it

00:23:26.104 --> 00:23:26.503
was like,

00:23:26.544 --> 00:23:27.924
you can call them by their name.

00:23:28.005 --> 00:23:28.204
There,

00:23:28.265 --> 00:23:29.984
there was no like professional

00:23:30.045 --> 00:23:33.266
designation, which is so weird to me.

00:23:33.346 --> 00:23:33.566
Yeah.

00:23:34.288 --> 00:23:37.373
anyway um she was like yeah we're not

00:23:37.473 --> 00:23:40.037
using ai i i hate it it took

00:23:40.096 --> 00:23:42.961
more time to to get it to you

00:23:42.980 --> 00:23:45.183
know do what i want i have a

00:23:45.243 --> 00:23:46.866
sister-in-law who's a primary care

00:23:46.906 --> 00:23:49.509
physician at the va here in town

00:23:50.191 --> 00:23:52.532
She was like, I am ready to quit.

00:23:52.753 --> 00:23:53.934
I need to get out of here.

00:23:54.375 --> 00:23:56.696
They're switching EMRs.

00:23:57.157 --> 00:23:59.720
The new EMR has an AI scribe,

00:23:59.740 --> 00:24:00.861
but it doesn't even matter.

00:24:01.501 --> 00:24:03.143
None of the old data.

00:24:03.324 --> 00:24:05.586
Imagine a patient panel for a medical

00:24:06.006 --> 00:24:06.586
doctor.

00:24:07.366 --> 00:24:09.670
None of the patient data is transitioning

00:24:09.710 --> 00:24:10.851
to the new EMR.

00:24:11.090 --> 00:24:13.833
Every single patient is a new patient.

00:24:14.534 --> 00:24:17.277
She has to get all of the information.

00:24:17.938 --> 00:24:20.760
They're seeing one patient per physician

00:24:20.800 --> 00:24:21.461
per day.

00:24:22.021 --> 00:24:23.903
They have thousands of patients on their

00:24:23.943 --> 00:24:24.344
panel.

00:24:24.644 --> 00:24:26.967
They're only scheduling one a day because

00:24:27.007 --> 00:24:29.308
it takes so long to get everything into

00:24:29.328 --> 00:24:30.550
the new EMR system.

00:24:34.846 --> 00:24:36.348
Why are they not transferring it over?

00:24:36.368 --> 00:24:37.430
Is it too hard?

00:24:38.310 --> 00:24:40.913
You hire a new company for a three-year

00:24:40.952 --> 00:24:42.355
period to do that, right?

00:24:42.894 --> 00:24:45.597
I mean, go back to Elon Musk.

00:24:45.657 --> 00:24:46.778
Go back to Doge.

00:24:46.838 --> 00:24:49.261
There are people retiring from the

00:24:49.301 --> 00:24:49.922
government.

00:24:50.002 --> 00:24:53.266
Their files are paper files going down an

00:24:53.326 --> 00:24:56.048
elevator into a side of a mountain.

00:24:56.368 --> 00:24:57.911
This is what we're dealing with.

00:24:58.790 --> 00:24:59.030
Wow.

00:24:59.171 --> 00:24:59.612
It is.

00:24:59.731 --> 00:25:01.432
It is unreal.

00:25:01.471 --> 00:25:03.853
And then we wonder back to why why

00:25:03.893 --> 00:25:05.334
all this stuff is so expensive.

00:25:05.354 --> 00:25:06.894
It's not because the providers are getting

00:25:06.934 --> 00:25:07.855
paid so much money.

00:25:08.595 --> 00:25:10.355
It's because of all the administrative

00:25:10.395 --> 00:25:13.037
hassle and the old technology and the old

00:25:13.076 --> 00:25:13.896
platforms.

00:25:13.916 --> 00:25:14.817
Yeah.

00:25:15.958 --> 00:25:16.817
It's the same now.

00:25:16.917 --> 00:25:18.618
It's back to school time and people are

00:25:18.638 --> 00:25:20.298
like, oh, my taxes are so high.

00:25:20.838 --> 00:25:21.278
And I'm like,

00:25:21.439 --> 00:25:23.039
I got friends that are all teachers and

00:25:23.059 --> 00:25:25.881
they're doing GoFundMes for index cards

00:25:25.921 --> 00:25:26.500
and pens.

00:25:26.540 --> 00:25:28.560
And I'm like, I don't think it's the...

00:25:28.621 --> 00:25:30.102
I'm not saying they're not paid,

00:25:30.461 --> 00:25:33.602
but they're putting up their own nickel to

00:25:33.622 --> 00:25:35.063
buy high letters and Crayolas.

00:25:35.103 --> 00:25:36.363
And I'm like, that's not where...

00:25:36.423 --> 00:25:41.263
It is in this transfer of money or

00:25:41.324 --> 00:25:43.605
information from one thing to the next.

00:25:44.444 --> 00:25:45.405
This is interesting.

00:25:46.026 --> 00:25:46.346
RV,

00:25:46.626 --> 00:25:48.067
I haven't talked to RV in a long

00:25:48.127 --> 00:25:48.468
time.

00:25:49.729 --> 00:25:52.971
We're currently using Prompt at the Lewis

00:25:52.990 --> 00:25:54.291
DPT program.

00:25:55.012 --> 00:25:56.213
Excited to explore how it can be

00:25:56.233 --> 00:25:57.775
integrated more intentionally into

00:25:57.855 --> 00:25:59.476
documentation, instruction,

00:25:59.556 --> 00:26:01.277
broader educational experience for

00:26:01.317 --> 00:26:01.738
students.

00:26:02.577 --> 00:26:04.720
This is what I've always said.

00:26:04.940 --> 00:26:07.481
I'm like, the AI scribe,

00:26:07.622 --> 00:26:10.324
the ability to use AI in clinical

00:26:10.443 --> 00:26:14.086
education, it is such a powerful tool.

00:26:14.688 --> 00:26:14.968
Now,

00:26:15.448 --> 00:26:17.789
I've asked multiple times in like the DPT

00:26:17.829 --> 00:26:19.070
student group and stuff,

00:26:19.412 --> 00:26:22.094
I don't hear educators really leveraging

00:26:22.114 --> 00:26:25.175
the power of AI to help their students

00:26:25.236 --> 00:26:27.077
in real life scenarios.

00:26:27.559 --> 00:26:27.861
All right.

00:26:27.881 --> 00:26:30.126
So here's why educators don't do it.

00:26:30.247 --> 00:26:32.333
Educators are not lazy.

00:26:32.432 --> 00:26:33.455
They're usually hustlers.

00:26:34.455 --> 00:26:34.855
Harvey,

00:26:34.875 --> 00:26:35.656
you got to tell me if Jimmy is

00:26:35.676 --> 00:26:36.096
right or wrong.

00:26:36.116 --> 00:26:36.676
Yeah.

00:26:36.696 --> 00:26:38.938
So educators are not lazy.

00:26:39.218 --> 00:26:41.298
A lot of times, they are doing it.

00:26:41.417 --> 00:26:42.659
It's just the process.

00:26:43.538 --> 00:26:45.160
I've got to get my school to OK

00:26:45.180 --> 00:26:45.500
this.

00:26:46.019 --> 00:26:47.660
So the program he's talking about at

00:26:47.700 --> 00:26:48.019
Prompt,

00:26:48.079 --> 00:26:49.760
I know the people who are in charge

00:26:49.780 --> 00:26:51.280
of it, they're on my team.

00:26:51.320 --> 00:26:52.461
So I hear what they're doing.

00:26:52.682 --> 00:26:56.363
They just hit their one hundredth program

00:26:56.442 --> 00:26:57.103
that they're in.

00:26:57.143 --> 00:26:58.364
So they started at zero.

00:26:58.423 --> 00:27:01.224
And the goal was, well, usually, I mean,

00:27:01.265 --> 00:27:02.144
you tell me if I'm wrong.

00:27:03.173 --> 00:27:05.013
In my first clinical experience,

00:27:05.334 --> 00:27:07.575
I got the big rundown of the EMR

00:27:07.615 --> 00:27:09.575
approximately thirty six seconds before my

00:27:09.615 --> 00:27:11.236
first patient walked in as a student.

00:27:11.576 --> 00:27:12.375
It was like, yeah, yeah, yeah.

00:27:12.435 --> 00:27:14.175
Top left is add new and then you'll

00:27:14.195 --> 00:27:14.556
figure it out.

00:27:14.576 --> 00:27:14.976
You're smart.

00:27:15.036 --> 00:27:15.455
You're smart.

00:27:15.756 --> 00:27:17.196
And then I'm like trying to look at

00:27:17.217 --> 00:27:19.376
a human as now I'm playing the role

00:27:19.457 --> 00:27:22.337
of of James McKay SPT.

00:27:22.397 --> 00:27:25.038
I still have my name tag and you're

00:27:25.198 --> 00:27:27.239
never I was never taught was never given

00:27:27.278 --> 00:27:28.278
an EMR onboarding.

00:27:29.098 --> 00:27:30.320
So Prompt is saying, listen,

00:27:30.361 --> 00:27:31.402
if you're gonna be using this,

00:27:32.824 --> 00:27:33.565
use the real stuff.

00:27:33.585 --> 00:27:35.186
So they don't get like an education

00:27:35.227 --> 00:27:35.606
version.

00:27:35.626 --> 00:27:37.108
They don't get a diet version.

00:27:37.449 --> 00:27:38.349
They get the EMR.

00:27:39.423 --> 00:27:41.044
And they can use it in class.

00:27:41.304 --> 00:27:42.784
So if you're going to do a subjective

00:27:42.804 --> 00:27:43.904
exam in class, great,

00:27:43.924 --> 00:27:44.785
you're getting those words.

00:27:45.285 --> 00:27:46.546
What do you have to do with them?

00:27:47.246 --> 00:27:49.366
So you get all of it, sidekick,

00:27:49.467 --> 00:27:50.647
the EMR, the whole nine.

00:27:51.028 --> 00:27:52.367
And the idea is use it in an

00:27:52.407 --> 00:27:53.749
environment that's low stakes.

00:27:54.249 --> 00:27:55.630
Use it when you can screw up.

00:27:55.869 --> 00:27:58.711
What happens if you delete everything in a

00:27:58.750 --> 00:27:59.050
blank?

00:27:59.090 --> 00:27:59.810
What do you do?

00:28:00.131 --> 00:28:02.071
You go deer in headlights?

00:28:02.311 --> 00:28:02.712
No,

00:28:02.772 --> 00:28:04.073
do it when you can screw up in

00:28:04.113 --> 00:28:04.353
lab.

00:28:04.373 --> 00:28:05.513
That's what lab is for.

00:28:06.713 --> 00:28:08.015
I'd love to hear Arvi's...

00:28:09.015 --> 00:28:11.277
experience because he's currently using it

00:28:12.057 --> 00:28:14.618
because I think it's I think it's great

00:28:14.659 --> 00:28:16.559
but like as you know full disclosure I

00:28:16.619 --> 00:28:19.281
work there but I don't think we'd hit

00:28:19.301 --> 00:28:20.702
a hundred programs enrolling because these

00:28:20.762 --> 00:28:22.765
educators talk to each other because you

00:28:22.785 --> 00:28:23.904
have to do a little bit of work

00:28:23.964 --> 00:28:26.467
right RV had to like figure this program

00:28:26.666 --> 00:28:27.988
out and that probably wasn't on his bingo

00:28:28.028 --> 00:28:30.750
card but in his brain I'm guessing they're

00:28:30.769 --> 00:28:32.730
saying okay I can see where it's gonna

00:28:32.750 --> 00:28:34.673
be this much work and this much reward

00:28:35.232 --> 00:28:36.814
this is the thing we'll implement this

00:28:37.074 --> 00:28:37.494
semester

00:28:38.375 --> 00:28:38.536
You know,

00:28:38.556 --> 00:28:40.217
it'd be really interesting whether there's

00:28:40.257 --> 00:28:42.356
an opportunity for somebody who's like,

00:28:42.557 --> 00:28:44.317
I want to stay involved in the profession,

00:28:44.357 --> 00:28:45.659
but I want to get out of patient

00:28:45.679 --> 00:28:48.619
care, but I want a non-clinical role.

00:28:50.079 --> 00:28:51.381
There's got to be prompt,

00:28:51.461 --> 00:28:52.881
like power users,

00:28:53.441 --> 00:28:56.502
the clinician who absolutely like,

00:28:56.643 --> 00:28:58.563
like I'm going to use myself and my

00:28:58.702 --> 00:28:59.002
EMR.

00:28:59.022 --> 00:29:01.804
For example, I'm with patient studio.

00:29:02.625 --> 00:29:05.326
I can take just a regular browser.

00:29:06.425 --> 00:29:09.047
I can use ChatGPT to create code in

00:29:09.067 --> 00:29:10.847
a regular browser so that when I push

00:29:10.887 --> 00:29:11.328
a button,

00:29:11.868 --> 00:29:15.971
it does things to the EMR on screen.

00:29:16.310 --> 00:29:19.413
I can manipulate my EMR in certain ways

00:29:19.452 --> 00:29:20.814
that I don't think a lot of,

00:29:21.193 --> 00:29:22.954
if anybody else does it,

00:29:24.078 --> 00:29:26.200
I would be considered a power user for

00:29:26.319 --> 00:29:27.799
what I'm trying to do.

00:29:28.721 --> 00:29:30.560
I should be the person involved with the

00:29:30.681 --> 00:29:33.382
university teaching those kids,

00:29:33.422 --> 00:29:35.343
those young adults, they're not kids,

00:29:35.923 --> 00:29:39.824
how to really extract the most value out

00:29:39.864 --> 00:29:40.724
of the EMR.

00:29:42.305 --> 00:29:44.385
And I don't think that's probably not

00:29:44.486 --> 00:29:46.287
happening right now.

00:29:46.507 --> 00:29:47.946
It's probably somebody who generally

00:29:48.007 --> 00:29:50.268
understands the fundamentals of the

00:29:50.307 --> 00:29:50.647
system.

00:29:50.708 --> 00:29:53.868
We have a lot of former clinicians as

00:29:53.909 --> 00:29:54.689
customer service,

00:29:54.729 --> 00:29:55.969
like the people who are saying, okay,

00:29:56.009 --> 00:29:56.709
I see what you're doing.

00:29:56.788 --> 00:29:57.868
Let me see your screen.

00:29:57.888 --> 00:29:59.009
They are those kind of people.

00:29:59.529 --> 00:30:01.269
I was that person back in radio.

00:30:01.289 --> 00:30:03.151
There was a couple of different programs,

00:30:03.171 --> 00:30:04.570
and this was showing our age.

00:30:05.211 --> 00:30:07.852
The programs were compact disc players,

00:30:07.912 --> 00:30:10.152
but then we started to use apps while

00:30:10.172 --> 00:30:11.051
we were on the air,

00:30:11.531 --> 00:30:14.012
and I think I just lucked out and

00:30:14.972 --> 00:30:16.153
got one of these companies,

00:30:16.333 --> 00:30:17.433
and we started using it.

00:30:17.693 --> 00:30:19.493
It was a giveaway platform, right?

00:30:19.594 --> 00:30:20.998
Like if I did a live read for

00:30:21.018 --> 00:30:23.505
your PT clinic at twelve oh two,

00:30:24.046 --> 00:30:24.627
how do we like

00:30:25.645 --> 00:30:26.625
document that.

00:30:26.945 --> 00:30:28.467
How can my promotions director turn around

00:30:28.487 --> 00:30:28.906
and be like,

00:30:28.926 --> 00:30:30.607
your thing was read thirty-six times.

00:30:30.647 --> 00:30:31.708
It was just in a piece of paper.

00:30:31.788 --> 00:30:33.409
So I grabbed onto that.

00:30:33.429 --> 00:30:33.749
I was like,

00:30:33.788 --> 00:30:35.028
this is going to be dope.

00:30:35.648 --> 00:30:36.910
I think I did the math where this

00:30:36.950 --> 00:30:37.509
is money.

00:30:37.609 --> 00:30:39.631
Now I can prove how many times I

00:30:39.691 --> 00:30:39.911
did it.

00:30:39.931 --> 00:30:41.131
And you can put a dollar amount to

00:30:41.151 --> 00:30:41.351
that.

00:30:41.750 --> 00:30:42.612
And then the company was like,

00:30:42.791 --> 00:30:44.592
this guy's super hyped and he's one of

00:30:44.652 --> 00:30:44.971
you.

00:30:45.653 --> 00:30:47.573
So I would jump on calls with people

00:30:47.593 --> 00:30:48.173
and be like, okay,

00:30:48.413 --> 00:30:49.473
this is how they tell you to use

00:30:49.513 --> 00:30:49.614
it?

00:30:50.173 --> 00:30:51.075
this is how I use it.

00:30:51.115 --> 00:30:51.734
Like do that.

00:30:51.775 --> 00:30:51.914
Yeah.

00:30:51.934 --> 00:30:52.075
Yeah.

00:30:52.095 --> 00:30:53.336
But also do this or do it like

00:30:53.355 --> 00:30:53.536
this.

00:30:53.556 --> 00:30:55.557
Cause I understood what it was like to

00:30:55.596 --> 00:30:57.978
be waiting for a song to end,

00:30:58.038 --> 00:30:58.999
taking a phone call,

00:30:59.058 --> 00:31:00.640
doing a giveaway and trying to operate

00:31:00.680 --> 00:31:01.220
this app.

00:31:01.760 --> 00:31:02.820
So doing, as you said,

00:31:02.840 --> 00:31:04.561
is we know how the off the shelf

00:31:04.622 --> 00:31:05.162
label is,

00:31:05.201 --> 00:31:07.644
but I've been in your seat before those,

00:31:07.784 --> 00:31:08.903
that, that insight,

00:31:08.924 --> 00:31:11.506
that institutional knowledge or occupation

00:31:11.526 --> 00:31:13.326
knowledge, terribly valuable.

00:31:14.203 --> 00:31:15.585
Now, that's awesome.

00:31:15.724 --> 00:31:18.288
You have clinicians that are kind of CSRs

00:31:18.347 --> 00:31:20.028
and they've had experience.

00:31:20.730 --> 00:31:21.390
I'm curious,

00:31:21.450 --> 00:31:22.730
you and I have talked about this.

00:31:22.851 --> 00:31:23.811
Are any of them,

00:31:23.852 --> 00:31:25.113
when they do a demo,

00:31:25.473 --> 00:31:27.895
every demo I've ever gone through has

00:31:27.955 --> 00:31:30.258
never been a real patient engagement demo.

00:31:31.118 --> 00:31:32.640
You can show me all the most amazing

00:31:32.680 --> 00:31:33.861
stuff about the platform.

00:31:34.080 --> 00:31:34.642
I don't care.

00:31:34.781 --> 00:31:36.544
I want to see it in use with

00:31:36.584 --> 00:31:37.523
a real patient.

00:31:38.505 --> 00:31:40.866
I've always been astounded that EMRs are

00:31:40.907 --> 00:31:42.449
not scheduling.

00:31:42.808 --> 00:31:44.951
Okay, book an appointment, real patient.

00:31:45.432 --> 00:31:47.933
You are the CSR is going to demo

00:31:47.993 --> 00:31:48.974
the system with me.

00:31:49.075 --> 00:31:50.115
It could be a sandbox.

00:31:50.155 --> 00:31:50.817
It could be, you know,

00:31:50.856 --> 00:31:51.857
we sign a BAA.

00:31:51.877 --> 00:31:53.159
We do it all HIPAA compliant.

00:31:53.598 --> 00:31:54.619
But the idea is like,

00:31:55.000 --> 00:31:57.001
let me see this in action with a

00:31:57.082 --> 00:31:57.803
real patient.

00:31:58.182 --> 00:31:59.183
How are you doing this?

00:31:59.243 --> 00:32:00.144
What's the workflow?

00:32:00.163 --> 00:32:02.605
What's already in there so that when my

00:32:02.665 --> 00:32:05.169
patient comes back with me and we start

00:32:05.189 --> 00:32:07.990
the eval, where do I begin on this?

00:32:08.384 --> 00:32:08.565
Right.

00:32:09.625 --> 00:32:12.445
So I'll check because I don't touch that,

00:32:12.486 --> 00:32:13.385
but that's a great idea.

00:32:13.566 --> 00:32:14.645
I did the same thing when I was

00:32:14.665 --> 00:32:17.406
helping out Doug Adams from Run DNA with

00:32:17.467 --> 00:32:17.906
marketing.

00:32:18.186 --> 00:32:18.666
He was like, well,

00:32:18.686 --> 00:32:19.846
we should do this and this.

00:32:19.886 --> 00:32:20.446
I'm like, Doug,

00:32:20.606 --> 00:32:23.228
your stuff is so damn cool and visual.

00:32:23.647 --> 00:32:25.147
Do you know what my marketing plan for

00:32:25.188 --> 00:32:25.728
you would be?

00:32:25.788 --> 00:32:26.268
He's like, what?

00:32:26.288 --> 00:32:26.508
I'm like,

00:32:26.748 --> 00:32:28.348
give away free running evaluations,

00:32:28.689 --> 00:32:30.429
but talk me through what you're doing and

00:32:30.568 --> 00:32:31.048
seeing.

00:32:31.608 --> 00:32:33.630
Do a real running evaluation, right?

00:32:33.670 --> 00:32:34.170
Take a four...

00:32:35.309 --> 00:32:36.131
Give it away for free.

00:32:36.151 --> 00:32:37.791
Whatever that eval that you're going to

00:32:37.811 --> 00:32:40.753
give away for free is worth a hundred

00:32:40.794 --> 00:32:42.255
times because it's real.

00:32:42.835 --> 00:32:44.175
And then I'm like, do multicam.

00:32:44.256 --> 00:32:45.517
Do a cam on the side,

00:32:45.537 --> 00:32:46.376
a cam on the back,

00:32:46.696 --> 00:32:48.198
and then a cam on the screen of

00:32:48.238 --> 00:32:52.080
what the RunDNA awesome three-dimensional

00:32:52.121 --> 00:32:52.921
camera is showing.

00:32:52.980 --> 00:32:53.682
So, yeah.

00:32:54.182 --> 00:32:56.463
Don't give me a demo.

00:32:56.804 --> 00:32:57.484
Do the thing.

00:32:57.545 --> 00:32:59.046
Don't give me a video.

00:32:59.105 --> 00:33:00.748
I want to go drive the Ferrari.

00:33:01.448 --> 00:33:02.628
I want to feel the Ferrari.

00:33:03.089 --> 00:33:04.631
I think what you're saying is pretty

00:33:04.671 --> 00:33:05.010
powerful.

00:33:06.393 --> 00:33:08.594
I've demoed an AI scribe for someone

00:33:08.614 --> 00:33:09.015
before.

00:33:10.019 --> 00:33:11.461
at where do you think Jimmy McKay is

00:33:11.540 --> 00:33:12.161
meeting people?

00:33:12.580 --> 00:33:13.842
I'm at the bar, right?

00:33:13.922 --> 00:33:15.682
I'm at the conference in the happy hour.

00:33:16.143 --> 00:33:17.084
So I've said, yeah,

00:33:17.144 --> 00:33:18.023
I can give you a demo.

00:33:18.064 --> 00:33:19.244
And they go, let's set something up.

00:33:19.285 --> 00:33:20.546
And then I fire right back and I

00:33:20.566 --> 00:33:22.527
go, let's do the demo right now.

00:33:23.007 --> 00:33:23.867
Pick a body part.

00:33:23.928 --> 00:33:25.327
I'll be the PT, you be the patient.

00:33:25.788 --> 00:33:26.729
And their whole thing was like,

00:33:27.088 --> 00:33:27.789
it's loud in here.

00:33:27.809 --> 00:33:28.990
And there's a dude over there talking

00:33:29.009 --> 00:33:29.990
about his trip to Toledo.

00:33:30.010 --> 00:33:30.750
I'm like, good.

00:33:31.151 --> 00:33:32.771
Is your clinic dead quiet?

00:33:33.051 --> 00:33:33.313
No.

00:33:34.153 --> 00:33:35.693
So I wanted people to hear.

00:33:35.753 --> 00:33:36.153
I was like,

00:33:36.255 --> 00:33:38.056
let's I just said this thing's badass.

00:33:38.155 --> 00:33:39.896
Let's beat on it right now.

00:33:40.217 --> 00:33:42.199
So when it's done, I'm the ShamWow,

00:33:42.219 --> 00:33:43.439
you know, be the ShamWow guy.

00:33:43.459 --> 00:33:44.619
I'm going to show you right now.

00:33:44.920 --> 00:33:45.661
I'm going to do slap.

00:33:45.681 --> 00:33:46.602
Remember Slap Chop?

00:33:46.682 --> 00:33:49.384
Slap Chop.

00:33:49.403 --> 00:33:49.584
All right.

00:33:49.604 --> 00:33:50.443
What's Arby saying?

00:33:50.604 --> 00:33:50.984
Oh, OK.

00:33:51.025 --> 00:33:51.424
Yeah.

00:33:51.484 --> 00:33:52.164
It's a shameless plug.

00:33:52.204 --> 00:33:54.906
APTA First Network will host a Beyond the

00:33:54.946 --> 00:33:55.387
Prom.

00:33:55.407 --> 00:33:56.307
Tune Judgment AI.

00:33:56.448 --> 00:33:56.769
Yes.

00:33:58.213 --> 00:33:58.835
Evan's great.

00:33:58.875 --> 00:33:59.775
Tough Seattle.

00:34:00.336 --> 00:34:01.916
Rich Severin, Chicago.

00:34:01.957 --> 00:34:02.656
Kendra Gagnon.

00:34:03.156 --> 00:34:05.157
Ooh, lineup is solid on that one,

00:34:05.178 --> 00:34:05.959
if you know those people.

00:34:06.739 --> 00:34:08.239
Because now you've got the thing.

00:34:08.860 --> 00:34:10.382
The educators, again,

00:34:10.641 --> 00:34:11.942
they know how this rolls.

00:34:12.342 --> 00:34:13.302
Something comes out,

00:34:13.382 --> 00:34:14.623
and they've got to wait for the rules

00:34:14.664 --> 00:34:15.505
to get created by...

00:34:16.425 --> 00:34:19.146
boards and you know university boards and

00:34:19.186 --> 00:34:21.548
presidents and then it finally gets okayed

00:34:21.909 --> 00:34:23.610
because this thing's a wave like no one's

00:34:23.650 --> 00:34:25.373
thinking this is a this isn't a fad

00:34:25.413 --> 00:34:27.574
this is internet right so that's good to

00:34:27.614 --> 00:34:29.215
see and i love the fact that like

00:34:29.235 --> 00:34:31.197
the first network i know i'm doing a

00:34:31.217 --> 00:34:35.001
webinar tomorrow night with uh academy of

00:34:35.021 --> 00:34:38.423
leadership and innovation about a lot of

00:34:38.443 --> 00:34:39.844
the topics that we're talking about here

00:34:39.885 --> 00:34:41.045
i'll share the link in the in the

00:34:41.166 --> 00:34:42.246
in the show notes when i release the

00:34:42.266 --> 00:34:42.967
podcast today

00:34:44.161 --> 00:34:45.202
The thing that I'm curious,

00:34:45.242 --> 00:34:46.603
and I know Rich.

00:34:47.023 --> 00:34:47.824
I know of Rich.

00:34:47.885 --> 00:34:48.846
I've never met Rich.

00:34:49.586 --> 00:34:51.829
The other two names I'm not familiar with.

00:34:51.949 --> 00:34:54.152
Evan's the program director at Tufts

00:34:54.192 --> 00:34:55.833
Seattle and Kendra Gagnon,

00:34:55.913 --> 00:34:58.096
she's in academics and thinks deep and

00:34:59.385 --> 00:35:00.668
It'll be great because they're smart and

00:35:00.688 --> 00:35:01.407
they speak well.

00:35:01.889 --> 00:35:03.170
But what were you going to say?

00:35:03.230 --> 00:35:04.170
No doubt they're smart.

00:35:04.291 --> 00:35:05.432
No doubt they speak well.

00:35:05.992 --> 00:35:07.735
I'm curious if they tend to be more

00:35:07.775 --> 00:35:09.476
of an AI bull or a bear.

00:35:10.778 --> 00:35:12.460
This has been a big topic I've been

00:35:12.501 --> 00:35:15.523
following just in business generally.

00:35:16.605 --> 00:35:17.106
U.S.

00:35:17.545 --> 00:35:19.248
tends to be more AI bear.

00:35:19.969 --> 00:35:22.670
China tends to be more AI bull on

00:35:22.730 --> 00:35:25.251
a population level, not just individuals.

00:35:25.311 --> 00:35:25.690
Which one?

00:35:25.811 --> 00:35:26.891
I always get confused because they're

00:35:26.972 --> 00:35:27.271
animals.

00:35:27.311 --> 00:35:28.012
It doesn't say anything.

00:35:28.052 --> 00:35:30.713
Which one's pro and which bullish means

00:35:30.733 --> 00:35:32.514
you think you're going to invest in it.

00:35:32.574 --> 00:35:33.855
Bearish means you're going to hold on.

00:35:34.541 --> 00:35:37.143
Yeah, bearish is negative sentiment.

00:35:37.184 --> 00:35:38.684
It's going to go down.

00:35:38.764 --> 00:35:40.105
In the US, generally,

00:35:40.164 --> 00:35:42.025
there's so much fear and so much concern

00:35:42.065 --> 00:35:45.228
around AI taking our jobs, AI using water,

00:35:45.327 --> 00:35:47.690
AI running up the cost of electricity,

00:35:47.809 --> 00:35:48.889
negative, negative, negative.

00:35:49.831 --> 00:35:50.851
On the China side,

00:35:51.251 --> 00:35:53.572
the population in general tends to be very

00:35:53.632 --> 00:35:54.472
pro AI.

00:35:54.893 --> 00:35:56.675
It's going to improve quality of life.

00:35:56.755 --> 00:35:58.476
It's going to improve medical discovery.

00:35:58.516 --> 00:36:00.856
It's going to improve efficiency and all

00:36:00.896 --> 00:36:01.476
of these things.

00:36:02.773 --> 00:36:05.355
this would be no different like we see

00:36:05.394 --> 00:36:07.114
in the facebook groups there are people

00:36:07.155 --> 00:36:10.376
who think ai is a negative in general

00:36:10.416 --> 00:36:13.396
for the profession um i i saw that

00:36:13.436 --> 00:36:17.358
it said education ai responsibly in

00:36:17.418 --> 00:36:20.318
physical therapy responsibly tends to put

00:36:20.358 --> 00:36:22.719
up a flag for me we want responsible

00:36:22.898 --> 00:36:26.280
use but is that code for you know

00:36:26.300 --> 00:36:27.860
this is going to be bad for us

00:36:28.041 --> 00:36:30.260
or is is this going to be something

00:36:30.762 --> 00:36:31.521
looked at as

00:36:32.242 --> 00:36:32.422
Hey,

00:36:32.463 --> 00:36:34.972
I have access to millions of data points

00:36:35.012 --> 00:36:37.782
that my brain could never process in a

00:36:37.902 --> 00:36:38.485
millisecond.

00:36:38.893 --> 00:36:40.474
I think... I forget who said it.

00:36:40.534 --> 00:36:41.876
Again, I'm good with quotes and sayings.

00:36:41.896 --> 00:36:43.596
I just can't remember who says them.

00:36:44.237 --> 00:36:44.856
Someone said,

00:36:44.896 --> 00:36:46.898
do you really think we're going to recycle

00:36:47.498 --> 00:36:50.280
our way out of making up too much

00:36:50.320 --> 00:36:50.880
plastic?

00:36:51.000 --> 00:36:52.900
Are we going to regulate ourselves out of

00:36:52.920 --> 00:36:52.960
it?

00:36:52.981 --> 00:36:53.661
It's like, no.

00:36:54.061 --> 00:36:56.483
It's some kid who's six years old right

00:36:56.543 --> 00:36:59.344
now is going to invent a process or

00:36:59.385 --> 00:37:02.226
a chemical that actually turns used

00:37:02.246 --> 00:37:04.547
plastic bottles into candy canes or

00:37:04.666 --> 00:37:05.108
something.

00:37:05.188 --> 00:37:05.447
It's like...

00:37:06.427 --> 00:37:08.869
You can't put genies back in bottles.

00:37:08.929 --> 00:37:11.052
That's sort of how genies in bottles work.

00:37:11.592 --> 00:37:14.054
So, you know, mass production of plastic.

00:37:14.173 --> 00:37:15.755
We're not going to regulate.

00:37:15.954 --> 00:37:16.996
We're not going to downregulate.

00:37:17.036 --> 00:37:18.376
I think I saw a statistic on some

00:37:18.436 --> 00:37:19.036
documentary.

00:37:19.956 --> 00:37:20.577
In the eighties,

00:37:20.677 --> 00:37:22.938
everything was about recycling programs.

00:37:23.300 --> 00:37:24.420
Let's get all these bottles.

00:37:24.460 --> 00:37:25.440
And you feel good.

00:37:25.920 --> 00:37:27.001
I feel good when I go get a

00:37:27.081 --> 00:37:28.382
pile of nickels at the thing.

00:37:28.422 --> 00:37:28.643
You know,

00:37:28.682 --> 00:37:30.204
after a couple of parties at my house,

00:37:30.244 --> 00:37:32.346
I bring the sack full of empty cans

00:37:32.365 --> 00:37:33.166
and it feels great.

00:37:33.547 --> 00:37:34.887
And then I saw the statistic and they

00:37:34.907 --> 00:37:35.188
were like,

00:37:36.108 --> 00:37:37.989
half of a third of a tenth of

00:37:38.010 --> 00:37:39.552
a percent actually gets recycled i was

00:37:39.572 --> 00:37:43.215
like wait wait what what do you mean

00:37:43.275 --> 00:37:44.677
i thought we were saving the world here

00:37:44.697 --> 00:37:45.878
it's like nah it's sort of not the

00:37:45.898 --> 00:37:47.581
way it works man like we're not gonna

00:37:47.621 --> 00:37:50.143
we're not gonna regulate or reduce reduce

00:37:50.764 --> 00:37:52.505
uh recycle our way out of it you're

00:37:52.525 --> 00:37:55.289
gonna go forward and create the thing that

00:37:55.309 --> 00:37:57.210
will stop that that's just how it works

00:37:57.690 --> 00:37:58.692
Hey, perfect timing.

00:37:58.751 --> 00:38:01.134
We're going to wrap up by nine fifteen.

00:38:01.213 --> 00:38:02.795
Will Boyd just jumped on.

00:38:03.976 --> 00:38:06.318
I wanted to close the episode with this

00:38:06.358 --> 00:38:09.541
post from Uncaged Clinicians.

00:38:10.262 --> 00:38:12.103
And it's basically an individual, Jamie,

00:38:12.443 --> 00:38:14.764
who's saying that is there any way for

00:38:14.784 --> 00:38:18.068
her to sell her single owner operator

00:38:18.148 --> 00:38:19.548
solopreneur business?

00:38:20.750 --> 00:38:23.112
I think she mentions in here that she

00:38:23.152 --> 00:38:27.014
has a special niche within myofascial and

00:38:27.074 --> 00:38:28.597
some manual therapy stuff.

00:38:29.476 --> 00:38:31.159
Basically, the business is her.

00:38:31.219 --> 00:38:32.380
People are coming for her.

00:38:32.440 --> 00:38:35.021
She's got a long list of people waiting

00:38:35.081 --> 00:38:35.782
to see her.

00:38:35.822 --> 00:38:39.144
And I think she might be dealing with

00:38:39.184 --> 00:38:41.005
some issues and wants to get out.

00:38:41.766 --> 00:38:44.108
So Jimmy, we've talked about it,

00:38:44.188 --> 00:38:47.289
but let's review kind of what do you

00:38:47.309 --> 00:38:50.268
tell somebody who hasn't built a business

00:38:51.110 --> 00:38:53.369
that can sustain without you,

00:38:54.190 --> 00:38:55.550
but there's still value there.

00:38:55.590 --> 00:38:57.271
How do you extract some of that value?

00:38:57.291 --> 00:38:59.452
Um, how do you do it?

00:38:59.472 --> 00:39:01.152
Or how do you explain to this person

00:39:01.672 --> 00:39:03.632
that they might not be selling what they

00:39:03.672 --> 00:39:04.994
think they're selling?

00:39:05.034 --> 00:39:06.233
What would you tell this person?

00:39:06.353 --> 00:39:07.034
Let's start there.

00:39:07.393 --> 00:39:08.795
Um, I would say, okay, well,

00:39:08.835 --> 00:39:09.594
let's talk about.

00:39:10.918 --> 00:39:12.420
Let's talk about the difference between

00:39:12.460 --> 00:39:14.724
buying a job and buying a business,

00:39:15.025 --> 00:39:16.606
which is if you can go...

00:39:16.626 --> 00:39:18.309
The test is always these big pundits.

00:39:18.349 --> 00:39:19.431
And I think I'm starting to say,

00:39:19.592 --> 00:39:20.072
I got it.

00:39:20.672 --> 00:39:22.235
You need to build a business that you

00:39:22.275 --> 00:39:23.237
can walk away from.

00:39:23.297 --> 00:39:25.179
And the guy said for six weeks.

00:39:26.420 --> 00:39:27.322
You got to be able to walk away

00:39:27.342 --> 00:39:29.644
for six weeks and the business has to

00:39:29.684 --> 00:39:32.469
be able to have a problem or several

00:39:33.250 --> 00:39:35.713
and have processes to self-correct.

00:39:35.992 --> 00:39:36.253
Not,

00:39:36.594 --> 00:39:37.715
I guess we'll figure that back out in

00:39:37.755 --> 00:39:39.317
six months or six weeks when the boss

00:39:39.336 --> 00:39:39.858
comes back.

00:39:40.458 --> 00:39:42.601
So the question is, they're a solopreneur.

00:39:43.161 --> 00:39:44.523
If she went away for six weeks,

00:39:44.563 --> 00:39:45.184
what happens?

00:39:46.054 --> 00:39:47.416
Well, she's not doing, you know,

00:39:47.436 --> 00:39:49.077
she's not selling things on the internet

00:39:49.117 --> 00:39:50.978
where a robot makes them and ships them.

00:39:51.440 --> 00:39:53.041
She's the person providing the care.

00:39:53.081 --> 00:39:56.043
So she owns a job right now.

00:39:56.184 --> 00:39:58.806
She is the one hundred percent sole owner

00:39:58.865 --> 00:40:00.728
of a job that when she goes on

00:40:00.748 --> 00:40:01.288
vacation,

00:40:01.588 --> 00:40:03.750
the business earns zero zero dollars.

00:40:04.030 --> 00:40:04.951
And there it is right there.

00:40:05.030 --> 00:40:06.072
Scott coming in on cue.

00:40:06.713 --> 00:40:08.534
She owns a customer list and that is

00:40:08.574 --> 00:40:09.454
terribly valuable.

00:40:10.135 --> 00:40:11.916
But my guess is most of the time

00:40:11.936 --> 00:40:13.518
when people start throwing figures around,

00:40:14.539 --> 00:40:16.842
It's not what you think it is, right?

00:40:16.882 --> 00:40:19.543
Like you think this list is worth lots

00:40:19.583 --> 00:40:19.884
of money.

00:40:20.264 --> 00:40:22.244
It could be worth lots of money.

00:40:23.025 --> 00:40:25.047
Well, so could my LinkedIn login, right?

00:40:25.067 --> 00:40:26.108
There's lots of people there.

00:40:26.168 --> 00:40:27.188
I could get lots of gigs.

00:40:27.248 --> 00:40:28.690
I could do lots of consulting work.

00:40:28.730 --> 00:40:29.289
Yes, yes, yes.

00:40:30.311 --> 00:40:31.791
But that's the option to do that.

00:40:31.811 --> 00:40:33.853
So it is valuable if you're a practice...

00:40:34.918 --> 00:40:35.057
Now,

00:40:35.137 --> 00:40:37.320
I think what I might tell this person

00:40:37.380 --> 00:40:37.460
is,

00:40:37.579 --> 00:40:38.960
how long do you want to go before

00:40:38.981 --> 00:40:39.481
you sell it?

00:40:40.201 --> 00:40:41.681
And if the answer is like three to

00:40:41.722 --> 00:40:42.842
five years, or I mean,

00:40:42.882 --> 00:40:43.963
hopefully it's some time,

00:40:44.563 --> 00:40:46.565
you do what the dentists used to do,

00:40:46.664 --> 00:40:46.965
right?

00:40:47.065 --> 00:40:48.806
The dentist or the general practitioners,

00:40:48.846 --> 00:40:51.827
the family doctor in the neighborhood,

00:40:51.847 --> 00:40:53.849
a lot of times had their office in

00:40:53.889 --> 00:40:55.030
their house, like in the basement,

00:40:55.610 --> 00:40:57.231
is you find a student,

00:40:57.251 --> 00:40:58.632
you find a girl or a guy at

00:40:58.652 --> 00:40:59.853
a medical school or dental school,

00:40:59.873 --> 00:41:00.653
and you go, hey...

00:41:01.333 --> 00:41:02.253
You want to figure out how to do

00:41:02.293 --> 00:41:04.635
all this stuff or I'll apprentice you,

00:41:05.094 --> 00:41:06.835
show you business, show you dental,

00:41:07.496 --> 00:41:08.916
show you how to give out lollipops at

00:41:08.936 --> 00:41:10.315
the end so they go get cavities before

00:41:10.335 --> 00:41:10.956
they come back to you,

00:41:10.996 --> 00:41:11.996
like all the ins and outs.

00:41:12.476 --> 00:41:13.996
And then I will start to do what

00:41:14.016 --> 00:41:15.838
Homer Simpson does in that gif.

00:41:16.217 --> 00:41:17.518
I'll start to sort of fade into the

00:41:17.538 --> 00:41:19.458
background and you'll start to fade into

00:41:19.478 --> 00:41:21.239
the foreground and this will be your

00:41:21.278 --> 00:41:21.840
practice.

00:41:22.360 --> 00:41:23.960
So if this person thinks they're just

00:41:23.980 --> 00:41:26.021
going to dangle this offer sheet and

00:41:26.041 --> 00:41:26.860
someone's going to take it,

00:41:27.717 --> 00:41:29.039
Yeah, you got to find the right,

00:41:29.079 --> 00:41:30.601
that's a needle in a stack of,

00:41:31.121 --> 00:41:32.324
it's a needle in a haystack there to

00:41:32.364 --> 00:41:34.126
find the right person, I guess.

00:41:34.146 --> 00:41:34.407
I don't know.

00:41:34.427 --> 00:41:34.887
What do you think?

00:41:34.927 --> 00:41:35.367
Am I wrong?

00:41:35.387 --> 00:41:35.768
Am I right?

00:41:36.440 --> 00:41:36.880
Yeah, yeah.

00:41:36.920 --> 00:41:37.601
No, you're right.

00:41:38.460 --> 00:41:40.302
The thing with the customer list is it's

00:41:40.322 --> 00:41:42.182
a list of customers who want her,

00:41:42.382 --> 00:41:44.664
not necessarily a list of customers.

00:41:46.204 --> 00:41:49.286
I feel that I could sell a list

00:41:49.347 --> 00:41:51.288
of customers who want physical therapy.

00:41:51.327 --> 00:41:53.168
They don't care who's delivering it.

00:41:53.248 --> 00:41:56.510
They just want a place in this building

00:41:56.630 --> 00:41:59.452
at this address that bills insurance for

00:41:59.492 --> 00:42:00.693
the services they receive.

00:42:01.114 --> 00:42:03.014
I kind of could sell that.

00:42:04.755 --> 00:42:06.096
In her unique situation,

00:42:06.115 --> 00:42:07.876
now there were great comments down below

00:42:07.896 --> 00:42:08.416
that post.

00:42:08.536 --> 00:42:09.215
One person said,

00:42:09.235 --> 00:42:11.376
and I think this is the most powerful

00:42:11.456 --> 00:42:11.936
option,

00:42:12.777 --> 00:42:15.057
is if you really feel like you have

00:42:15.117 --> 00:42:16.338
something that's unique,

00:42:16.398 --> 00:42:18.278
that you have a special approach,

00:42:18.318 --> 00:42:20.659
you have something that you've created

00:42:20.798 --> 00:42:22.420
with experience and time and effort,

00:42:23.199 --> 00:42:24.740
teach other people, you know,

00:42:24.820 --> 00:42:28.483
package that as something you can sell and

00:42:28.543 --> 00:42:29.543
teach to other people.

00:42:29.563 --> 00:42:30.844
And it doesn't have to be the PTs.

00:42:31.304 --> 00:42:32.206
Like we've talked,

00:42:32.706 --> 00:42:34.867
the license doesn't really matter.

00:42:35.467 --> 00:42:38.349
There's nobody who's aggressively going to

00:42:38.389 --> 00:42:40.110
the massage therapy space,

00:42:40.309 --> 00:42:42.132
focus on licensed massage therapists.

00:42:42.472 --> 00:42:44.092
There are PTs coaching and training

00:42:44.233 --> 00:42:45.753
trainers, personal trainers,

00:42:46.514 --> 00:42:48.534
go teach a bunch of massage therapists how

00:42:48.574 --> 00:42:49.695
to do what you do because it's a

00:42:49.735 --> 00:42:50.797
manual technique.

00:42:51.097 --> 00:42:52.237
They're licensed to do it.

00:42:53.143 --> 00:42:55.144
And then that's where you make your money.

00:42:55.184 --> 00:42:56.266
That's where you sell that.

00:42:56.965 --> 00:43:00.048
Or create the digital product that shows a

00:43:00.128 --> 00:43:02.650
spouse, a mother, a father, a husband,

00:43:02.690 --> 00:43:04.652
whatever, how to do what you do.

00:43:05.092 --> 00:43:07.876
Sell the digital product to the consumer

00:43:07.896 --> 00:43:08.536
who needs it.

00:43:09.878 --> 00:43:12.079
In regards to a conventional business

00:43:12.099 --> 00:43:14.581
sale, though, it's really hard.

00:43:14.601 --> 00:43:16.402
And even if you brought in an apprentice

00:43:16.764 --> 00:43:17.945
to kind of work under you,

00:43:18.344 --> 00:43:19.565
They're never going to do it the way

00:43:19.585 --> 00:43:21.146
you do it, you know,

00:43:21.646 --> 00:43:23.628
and that's going to take a long time

00:43:23.648 --> 00:43:25.307
to kind of transition out of.

00:43:25.369 --> 00:43:28.389
And I think the real value,

00:43:28.630 --> 00:43:30.811
at least as you're bringing it across in

00:43:30.851 --> 00:43:31.271
the post,

00:43:31.411 --> 00:43:33.992
is you've developed something kind of

00:43:34.052 --> 00:43:34.793
proprietary.

00:43:34.813 --> 00:43:37.454
There's John Barnes and there's all these

00:43:37.494 --> 00:43:38.974
people that are out there that have

00:43:38.994 --> 00:43:40.376
created their systems,

00:43:40.396 --> 00:43:41.817
that they're selling their systems.

00:43:42.617 --> 00:43:44.637
that's really what you would probably look

00:43:44.677 --> 00:43:45.358
at selling.

00:43:46.958 --> 00:43:49.918
Or you suck out as much cash as

00:43:49.938 --> 00:43:52.000
you possibly can while you can,

00:43:52.099 --> 00:43:54.041
and you put that cash into something else

00:43:54.081 --> 00:43:55.661
that's going to give you a bigger return.

00:43:56.240 --> 00:43:57.842
And when you're ready to close the door,

00:43:57.882 --> 00:43:58.641
you close the door.

00:43:59.121 --> 00:44:01.463
Like we closed the doors down the street

00:44:01.905 --> 00:44:04.666
where it was a fully operational clinic.

00:44:04.947 --> 00:44:07.188
Theoretically, it could have been sold,

00:44:07.829 --> 00:44:09.371
but we decided, you know what?

00:44:09.710 --> 00:44:11.331
The equipment is useless.

00:44:11.413 --> 00:44:13.094
I'm throwing away most of the equipment.

00:44:13.193 --> 00:44:14.695
I'm getting rid of a bunch of stuff.

00:44:14.775 --> 00:44:15.735
I'm just closing the door.

00:44:16.536 --> 00:44:18.559
I pulled out as much cash as I

00:44:18.599 --> 00:44:20.599
could leading up to the closure.

00:44:21.201 --> 00:44:21.541
Yeah.

00:44:21.740 --> 00:44:22.481
And now it's done.

00:44:23.001 --> 00:44:24.382
It did what it was supposed to do.

00:44:24.884 --> 00:44:25.204
Yep.

00:44:25.224 --> 00:44:25.945
Parting shots.

00:44:26.264 --> 00:44:26.664
Parting shots.

00:44:26.684 --> 00:44:27.226
What do you got, Tony?

00:44:28.876 --> 00:44:30.456
um we talked about a lot of stuff

00:44:30.476 --> 00:44:32.398
today i don't know you know business

00:44:32.518 --> 00:44:34.518
business is exciting business is a

00:44:34.559 --> 00:44:37.460
creative process for me business fills a

00:44:37.561 --> 00:44:40.481
role that probably physical therapy and

00:44:40.541 --> 00:44:42.643
patient care used to fill up one time

00:44:43.083 --> 00:44:44.985
and that's okay i'm good with that yeah

00:44:46.670 --> 00:44:48.811
I would say, because that last story,

00:44:48.831 --> 00:44:50.052
the last topic is on my mind,

00:44:50.213 --> 00:44:51.552
understand what business you're in.

00:44:52.094 --> 00:44:53.054
So if you're a solopreneur,

00:44:53.074 --> 00:44:53.733
if you're that person,

00:44:53.753 --> 00:44:56.195
you're in the interaction business.

00:44:56.295 --> 00:44:58.016
You are the getting liked and getting

00:44:58.056 --> 00:44:58.916
chosen business.

00:44:59.516 --> 00:45:01.277
That doesn't always transfer when you go

00:45:01.297 --> 00:45:01.757
to leave.

00:45:01.978 --> 00:45:04.157
Because unfortunately, you the star,

00:45:04.539 --> 00:45:05.858
and they see your name or your logo

00:45:05.878 --> 00:45:07.579
and they go, I want that person.

00:45:07.659 --> 00:45:08.719
And the problem is when you go to

00:45:08.780 --> 00:45:11.141
sell that, that pop goes,

00:45:11.181 --> 00:45:12.782
it doesn't transfer to the next person.

00:45:13.202 --> 00:45:14.822
So understand what business you're

00:45:14.882 --> 00:45:15.322
actually in.

00:45:15.862 --> 00:45:17.583
We'll be back on Thursday,

00:45:17.764 --> 00:45:18.625
and we'll have Dave with us.

00:45:18.704 --> 00:45:19.585
Tony, have a good week, man.

00:45:19.865 --> 00:45:20.425
You too, buddy.

00:45:20.525 --> 00:45:21.967
That's it.

00:45:21.987 --> 00:45:22.467
We're out.

00:45:22.507 --> 00:45:23.969
Boys, what the hell are you doing?

00:45:24.028 --> 00:45:26.871
Follow Tony Maritato on YouTube at Total

00:45:26.891 --> 00:45:27.931
Therapy Solution.

00:45:27.972 --> 00:45:28.972
Find Dave Kittle at

00:45:28.992 --> 00:45:32.175
conciergepainrelief.com and on YouTube at

00:45:32.195 --> 00:45:33.496
The Dave Kittle Show.

00:45:33.695 --> 00:45:36.637
And follow Jimmy McKay at PT Podcasts on

00:45:36.737 --> 00:45:37.998
YouTube, the socials,

00:45:38.099 --> 00:45:39.880
and wherever you binge podcasts you

00:45:39.900 --> 00:45:40.820
pretend are for CEU.

00:45:41.862 --> 00:45:43.286
And hey, just a reminder,

00:45:43.788 --> 00:45:45.110
none of this was for advice.

00:45:45.170 --> 00:45:46.614
This was for entertainment only.

00:45:46.795 --> 00:45:48.278
Our lawyers say that counts.

00:45:48.358 --> 00:45:49.280
Thanks, Keith.