Embracing Change: The Power of Delegation and Mindset in Business Growth

WEBVTT 00:01.102 --> 00:02.964 Let's just go. 00:08.348 --> 00:09.429 He's back on the show. 00:09.569 --> 00:10.670 Jamie Schreier is back. 00:10.690 --> 00:11.691 Jamie, it's been too long. 00:11.791 --> 00:12.572 My apologies. 00:13.993 --> 00:15.254 It has been too long. 00:15.334 --> 00:16.635 Please don't apologize. 00:16.675 --> 00:18.777 We apologize too much in this country. 00:18.817 --> 00:20.298 We apologize for everything. 00:21.016 --> 00:24.238 I saw someone do a New Year's intention, 00:24.278 --> 00:25.678 not resolution, but intention. 00:25.958 --> 00:27.059 And this was a female. 00:27.139 --> 00:30.221 And she was pointing out how herself, 00:30.241 --> 00:31.101 and then she noticed other 00:31.141 --> 00:32.041 females in her office, 00:32.502 --> 00:34.563 their first impulse is to apologize. 00:35.583 --> 00:38.645 And she was commenting how a 00:38.745 --> 00:40.245 simple flip of instead of 00:40.546 --> 00:41.706 if she was late for a meeting, 00:41.806 --> 00:43.267 instead of I'm sorry I'm late, 00:43.827 --> 00:45.248 it was thank you so much 00:45.308 --> 00:45.988 for your patience. 00:47.069 --> 00:49.570 And she went into how that changes things. 00:51.141 --> 00:54.384 Yeah, I've experienced the same thing, 00:55.645 --> 00:56.906 maybe that same example. 00:56.986 --> 00:59.909 But yeah, instead of saying, you know, 01:00.409 --> 01:01.110 I'm sorry, 01:01.130 --> 01:03.752 you you kind of reverse it and 01:04.333 --> 01:05.794 you make it much more of a positive. 01:06.535 --> 01:08.716 Or I also heard this. 01:09.017 --> 01:10.398 It's instead of saying, I'm sorry, 01:10.438 --> 01:10.958 I was late. 01:11.019 --> 01:12.460 Just like I'm late. 01:12.480 --> 01:16.443 Yeah, just just just date it. 01:17.443 --> 01:18.664 I'm late thank you for your 01:18.684 --> 01:20.825 patience right yeah you 01:20.865 --> 01:23.106 know it's hard because uh 01:23.506 --> 01:24.466 we could dive into this 01:24.506 --> 01:26.207 because we we say sorry all 01:26.227 --> 01:27.448 over the place it is it's 01:27.508 --> 01:28.828 almost like a I think I 01:28.868 --> 01:31.329 think it's a selfish kind 01:31.529 --> 01:35.191 of um it's various it it's 01:35.231 --> 01:36.452 a selfish way like 01:36.472 --> 01:38.192 psychology wise like I'm 01:38.312 --> 01:39.713 sorry like you have to 01:39.753 --> 01:40.994 respond to not now I'm 01:41.074 --> 01:42.774 sorry oh yeah like you know 01:42.794 --> 01:44.895 my response is is is always um 01:47.045 --> 01:48.186 You don't need to apologize. 01:48.526 --> 01:49.647 Don't apologize to me. 01:49.767 --> 01:51.128 You're making the thing worse. 01:51.748 --> 01:52.508 I'll get on a call with 01:52.548 --> 01:53.849 someone who's late and 01:53.869 --> 01:55.430 they'll spend five minutes apologizing. 01:55.450 --> 01:55.690 I said, 01:56.151 --> 01:59.112 we're already late on our coaching call. 01:59.573 --> 02:00.613 You don't have to spend five 02:00.653 --> 02:01.794 minutes apologizing because 02:01.814 --> 02:03.215 it's not going to change everything. 02:03.635 --> 02:05.196 We're on it right now. 02:05.637 --> 02:05.957 Right. 02:06.017 --> 02:08.258 Just say, Jamie, I'm late. 02:08.778 --> 02:09.739 Thanks for your patience. 02:09.779 --> 02:10.059 Thanks. 02:10.079 --> 02:11.200 Thanks for waiting. 02:12.061 --> 02:12.381 You know, 02:14.065 --> 02:15.266 Hope you weren't worried 02:15.467 --> 02:16.808 that I wasn't going to show. 02:17.008 --> 02:18.090 Like something. 02:19.011 --> 02:20.052 Don't rant for three minutes 02:20.212 --> 02:21.073 that you were late because 02:21.113 --> 02:22.755 now we're five minutes past 02:22.815 --> 02:23.776 plus the extra three. 02:24.236 --> 02:24.497 Right. 02:25.077 --> 02:25.338 Yeah. 02:27.240 --> 02:28.241 So something I want to talk 02:28.261 --> 02:29.202 about with you that we were 02:29.262 --> 02:30.463 like sort of discussing. 02:30.483 --> 02:32.606 I feel like you're one of 02:32.646 --> 02:33.867 those few people who I 02:33.887 --> 02:34.848 could get on a call with. 02:34.988 --> 02:35.449 I mean – 02:36.201 --> 02:36.701 we've done this. 02:36.721 --> 02:37.582 This isn't something I feel 02:37.622 --> 02:38.042 like we can do. 02:38.062 --> 02:39.343 This is what we do is we 02:39.363 --> 02:40.503 have nothing to talk about. 02:40.643 --> 02:41.564 And then we get on a call 02:41.604 --> 02:43.265 and then two hours goes by and we're like, 02:43.745 --> 02:44.705 we should have recorded that. 02:45.846 --> 02:47.727 And just before we hit record here, 02:47.767 --> 02:50.949 we were talking about, um, 02:51.529 --> 02:52.329 how would I summarize what 02:52.349 --> 02:52.790 we're talking about? 02:53.090 --> 02:53.210 Um, 02:55.467 --> 02:56.908 Setting ourselves up for success, 02:56.988 --> 02:57.949 or at least that's what I 02:57.989 --> 02:58.930 was looking at it as. 02:59.110 --> 03:01.772 And I am on that bandwagon 03:01.812 --> 03:03.554 of I never made resolutions. 03:03.874 --> 03:04.374 Or I did, 03:04.414 --> 03:05.816 but I never followed them because 03:06.136 --> 03:07.677 they weren't realistic. 03:08.158 --> 03:09.919 So now the idea is intentions. 03:10.740 --> 03:12.101 So I'll tell you what I'm doing. 03:12.141 --> 03:13.082 And this is good because 03:13.122 --> 03:13.882 this is almost like I'm 03:13.902 --> 03:14.863 getting free business 03:14.903 --> 03:15.664 coaching from Jamie. 03:15.684 --> 03:17.125 This is how I sneak stuff from people. 03:18.123 --> 03:19.847 So I took one of the things 03:19.887 --> 03:21.790 that I was really, really nervous about. 03:21.891 --> 03:23.133 And you've talked about this. 03:23.514 --> 03:24.496 You had a term for it. 03:24.596 --> 03:26.540 Checkbook accounting? 03:26.941 --> 03:27.682 No, it was something different. 03:27.702 --> 03:27.883 It was... 03:28.735 --> 03:30.776 It was like, yeah, you were like, 03:30.836 --> 03:31.536 is there money in there? 03:31.656 --> 03:31.876 Yes. 03:32.076 --> 03:32.497 Then we're good. 03:32.917 --> 03:34.657 It's like, wait, that's not a great idea. 03:34.677 --> 03:35.338 That's not a great way to 03:35.358 --> 03:36.258 run your life for you. 03:36.478 --> 03:36.758 Good. 03:36.978 --> 03:37.899 No money bad. 03:38.279 --> 03:40.300 It's more than like this. 03:40.560 --> 03:40.820 Right. 03:41.400 --> 03:42.681 So when this podcast started, 03:42.721 --> 03:43.681 this thing was a goof. 03:43.801 --> 03:44.582 This thing was a joke. 03:44.662 --> 03:45.962 It was just like a goof thing. 03:46.042 --> 03:46.242 Right. 03:46.322 --> 03:47.223 And then it became a thing. 03:47.643 --> 03:49.524 And then it started to generate revenue. 03:49.984 --> 03:51.485 And then I, you know, 03:51.605 --> 03:52.745 I did what everybody did, 03:52.805 --> 03:53.765 which is probably Jamie's 03:53.805 --> 03:54.726 going to shake his head at me. 03:55.286 --> 03:56.387 But maybe other people do it, too. 03:56.507 --> 03:58.088 I got like a QuickBooks online account. 03:58.108 --> 03:58.848 I was like, all right. 03:59.488 --> 04:01.989 And that was like buying to 04:02.049 --> 04:02.830 QuickBooks credit. 04:02.850 --> 04:04.891 It was like buying a Formula One car. 04:05.882 --> 04:07.362 I had no idea to freaking use it. 04:07.722 --> 04:08.303 I mean, I could. 04:08.343 --> 04:09.343 I could send an invoice and 04:09.363 --> 04:10.083 I could sort of try. 04:10.123 --> 04:12.964 And I was like, it looks good. 04:13.064 --> 04:14.504 But when an error popped up, I was like, 04:14.604 --> 04:16.805 I have no idea what's going on. 04:16.865 --> 04:17.105 So 2024, 04:17.105 --> 04:18.785 I'm leaning into what are the 04:18.865 --> 04:20.266 things that I'm good at? 04:20.506 --> 04:21.446 Let's do more of those. 04:21.886 --> 04:22.666 What are the things that I'm 04:22.806 --> 04:24.467 self-conscious or insecure about? 04:24.927 --> 04:26.467 Let's not just close the door, 04:26.487 --> 04:27.948 put them in the closet, close the door, 04:28.028 --> 04:28.848 sweep them under the rug 04:28.888 --> 04:30.388 and hope nothing bad happens. 04:30.768 --> 04:31.749 So I'm leaning into that. 04:31.829 --> 04:33.309 So I'm hiring a professional. 04:33.809 --> 04:34.591 to do those things. 04:34.771 --> 04:35.452 And it, you know, 04:35.472 --> 04:36.915 we're recording the first week of the, 04:37.055 --> 04:37.696 of the new year. 04:37.857 --> 04:39.339 And I had a conversation with, 04:40.161 --> 04:41.383 I won't say who, but it's like, it's, 04:41.463 --> 04:42.184 it's a, it's a, 04:42.445 --> 04:44.388 I found them from an ad and I, 04:44.649 --> 04:45.710 you're hiring like a 04:45.730 --> 04:47.093 bookkeeper bookkeeper. 04:50.131 --> 04:52.412 And I feel good about it so far. 04:52.532 --> 04:53.133 I'm like, oh, 04:53.273 --> 04:54.273 someone's going to do the 04:54.313 --> 04:55.494 thing that every year in 04:55.614 --> 04:57.595 April... I had someone doing my books, 04:57.635 --> 04:59.356 but I needed to do them and 04:59.376 --> 05:00.137 then walk into this 05:00.177 --> 05:02.858 person's office with all my papers. 05:02.958 --> 05:03.779 And then they did stuff. 05:03.799 --> 05:04.899 And it still never felt good. 05:05.320 --> 05:06.360 This is more of a service 05:06.380 --> 05:08.181 where I can call them whenever I want. 05:08.782 --> 05:09.562 And they're looking at my 05:09.582 --> 05:10.823 books and they're doing them. 05:10.923 --> 05:12.364 And I'm like, take my money. 05:12.904 --> 05:14.665 Because I hated the emotion 05:14.765 --> 05:16.146 of not doing it myself. 05:16.266 --> 05:16.586 Hated it. 05:17.745 --> 05:18.926 You know what this is called? 05:19.146 --> 05:21.067 This is called being a 05:21.127 --> 05:23.289 professional versus being an amateur. 05:24.369 --> 05:26.731 Or you're looking at this as 05:26.791 --> 05:28.312 a business versus a hobby. 05:29.753 --> 05:32.315 And what's interesting is if 05:32.355 --> 05:34.236 we're focusing on the 05:34.556 --> 05:35.797 physical therapy world, 05:36.677 --> 05:38.559 what is it that we want people to do? 05:39.539 --> 05:40.940 We want people who obviously 05:40.980 --> 05:41.721 are appropriate 05:42.591 --> 05:45.053 to take the time and the 05:45.113 --> 05:47.995 money to seek out an expert 05:48.575 --> 05:49.936 who has trained and 05:50.036 --> 05:53.279 dedicated their lives in this area. 05:54.059 --> 05:56.121 So instead of taking longer 05:56.241 --> 05:58.182 or possibly not fixing your 05:58.222 --> 05:59.083 problem at all, 05:59.623 --> 06:01.384 you can get it fixed quicker, 06:01.464 --> 06:02.445 you can get back to doing 06:02.485 --> 06:03.186 things you love. 06:04.547 --> 06:05.588 And what you just said was 06:05.648 --> 06:07.830 interesting is I finally 06:07.910 --> 06:11.093 made the decision to hire, you said, 06:11.133 --> 06:12.554 a professional or you could 06:12.594 --> 06:14.977 say an expert that actually 06:15.197 --> 06:16.598 has dedicated their life 06:17.479 --> 06:20.462 and their time to learn the 06:20.942 --> 06:22.364 art and the science of 06:22.484 --> 06:23.925 bookkeeping so they can 06:23.985 --> 06:25.026 help other people. 06:25.406 --> 06:25.547 Yes. 06:26.286 --> 06:28.028 And here's the interesting point. 06:28.088 --> 06:29.849 You and I, when we first came on, I said, 06:29.929 --> 06:31.070 you know, how are we doing? 06:31.090 --> 06:31.310 I said, 06:31.651 --> 06:32.952 I've been going deep in the last 06:32.992 --> 06:33.672 several months. 06:34.093 --> 06:34.853 And this is the kind of 06:34.873 --> 06:36.495 stuff I'm going deeper in. 06:36.935 --> 06:39.257 I'm going much more under the surface, 06:40.118 --> 06:41.198 especially with psychology 06:41.218 --> 06:41.939 and how we think. 06:42.540 --> 06:43.580 And what's interesting is. 06:45.100 --> 06:46.761 We want people to do the 06:46.861 --> 06:50.022 thing that we aren't doing ourselves. 06:50.642 --> 06:53.443 And let's just be clear, your business, 06:53.583 --> 06:55.824 your life is to the extent 06:56.664 --> 06:57.764 of how you think, 06:58.785 --> 07:02.966 how you make decisions and 07:03.086 --> 07:04.787 how you handle your own 07:05.127 --> 07:07.088 stuff that's in our head or the emotions. 07:07.708 --> 07:10.069 So the more you upgrade you, 07:11.468 --> 07:12.810 the better your business and 07:12.830 --> 07:14.011 the better your life becomes. 07:14.251 --> 07:16.274 This is one big selfish ride. 07:16.754 --> 07:17.755 All we have to do, 07:18.296 --> 07:21.240 like this just kind of came to me, Jamie. 07:21.280 --> 07:23.042 I'm just like, so wait a minute, 07:23.142 --> 07:24.023 wait a minute, Jamie. 07:24.624 --> 07:25.485 All you have to do is just 07:25.585 --> 07:27.427 really 100% just focus on 07:27.467 --> 07:28.368 you getting just better. 07:28.748 --> 07:28.889 Yes. 07:29.329 --> 07:30.790 reading more, learning more. 07:31.311 --> 07:32.712 You know, you practice in private, 07:32.732 --> 07:34.033 which you get paid for in public, 07:34.053 --> 07:35.814 like practicing, creating. 07:36.374 --> 07:37.595 And the more you do that, 07:37.776 --> 07:39.076 the more you will attract 07:39.157 --> 07:40.518 better people and the more 07:40.558 --> 07:41.879 you will help more people, 07:42.139 --> 07:43.140 which will then in turn 07:43.480 --> 07:45.541 bring more people into your world. 07:46.462 --> 07:49.264 But it's fearful because our 07:49.344 --> 07:50.645 mindset looks at, 07:50.825 --> 07:52.106 and I don't want to speak for you, 07:52.126 --> 07:53.467 but if you're like most people, 07:54.188 --> 07:54.969 it's a cost. 07:55.389 --> 07:55.469 Yep. 07:56.246 --> 07:57.867 And what we don't appreciate, 07:58.347 --> 07:59.807 because most of us are 07:59.867 --> 08:02.549 still in hobby mode or amateur hour, 08:03.269 --> 08:05.390 is we don't appreciate the 08:05.470 --> 08:09.731 fact that our time is valuable. 08:11.592 --> 08:14.533 And we have been trained and 08:14.693 --> 08:16.054 taught to think 08:16.954 --> 08:19.596 that every dollar we spend 08:19.777 --> 08:22.399 is an expense yet we're 08:22.439 --> 08:23.700 telling other people when 08:23.740 --> 08:25.361 you come to us it's an 08:25.441 --> 08:26.562 investment in your health 08:26.883 --> 08:28.384 that's all we have to do 08:28.984 --> 08:30.065 you'll love this one we can 08:30.085 --> 08:32.367 move on all we have to do 08:33.228 --> 08:35.049 is be the person we want 08:35.170 --> 08:37.512 our clients to be that's why that's it 08:38.544 --> 08:41.005 Just be that person and you 08:41.065 --> 08:42.987 will attract more clients 08:43.307 --> 08:44.347 because you'll know how 08:44.387 --> 08:45.608 they think because you 08:45.668 --> 08:46.529 think the same way. 08:46.809 --> 08:48.410 But what you can't do is 08:48.450 --> 08:49.811 have outside people do 08:49.871 --> 08:50.971 things that you yourself 08:51.071 --> 08:51.912 are not willing to do. 08:52.892 --> 08:53.693 That doesn't work. 08:53.993 --> 08:54.733 Wait, what do you mean by that? 08:54.773 --> 08:56.755 You can't have outside people like, 08:57.015 --> 08:58.055 but aren't I? 08:58.095 --> 08:59.536 I'm hiring someone to do the bookkeeping. 08:59.676 --> 09:01.037 I would be a fraud. 09:02.038 --> 09:02.338 I would. 09:02.418 --> 09:02.678 No, no, no. 09:02.738 --> 09:03.478 I don't mean it like that. 09:03.618 --> 09:05.700 I mean, I would be a fraud. 09:06.903 --> 09:08.443 If I didn't have a coach. 09:09.123 --> 09:09.784 Oh, I see what you mean. 09:09.884 --> 09:10.044 Yeah. 09:10.064 --> 09:11.664 If I didn't immerse myself 09:11.744 --> 09:12.684 into the coaching world. 09:12.704 --> 09:13.104 In other words, 09:13.764 --> 09:15.485 if I'm not willing to do 09:15.565 --> 09:18.905 the things such as hire a bookkeeper, 09:19.425 --> 09:20.826 such as hire a coach, 09:21.106 --> 09:22.386 but I'm expecting my 09:22.546 --> 09:24.046 clients or potential 09:24.086 --> 09:25.987 clients to do those things, 09:26.707 --> 09:27.887 you have something that is 09:28.027 --> 09:29.147 lacking integrity. 09:29.747 --> 09:30.767 Can you get away with it? 09:31.107 --> 09:31.268 Sure. 09:31.288 --> 09:32.128 There's lots of people that 09:32.168 --> 09:33.028 don't have integrity that 09:33.048 --> 09:33.768 make plenty of money. 09:34.525 --> 09:36.407 But if you're truly aligned 09:36.867 --> 09:37.648 with who you are, 09:37.728 --> 09:38.989 what you want and all that, 09:39.649 --> 09:40.870 all you have to do are to 09:40.950 --> 09:41.851 do things that you're 09:41.951 --> 09:43.112 asking other people to do. 09:43.613 --> 09:45.694 So when I get fears and I got fears, 09:46.115 --> 09:47.696 I got worries, I got concerns. 09:47.736 --> 09:48.237 I'm human. 09:48.737 --> 09:50.018 I get myself caught up with 09:50.058 --> 09:51.079 all kinds of stuff. 09:51.499 --> 09:53.341 But what I've done is not 09:53.421 --> 09:54.942 beat myself up that that 09:55.022 --> 09:56.203 happens because I'm human. 09:56.704 --> 09:58.866 But I've learned how to manage that. 09:59.426 --> 10:00.567 So I don't make really 10:00.627 --> 10:02.248 stupid mistakes that are 10:02.268 --> 10:05.069 really costly and affect people and ruin, 10:05.729 --> 10:07.010 make things even worse. 10:07.730 --> 10:11.112 So that's really the thing here, Jimmy, 10:11.212 --> 10:14.194 is you're starting to have 10:14.254 --> 10:15.955 more respect for what you 10:15.995 --> 10:17.135 do and who you are. 10:17.155 --> 10:19.357 And the minute you get that clarity, 10:20.327 --> 10:23.610 It took you about a second to then go find, 10:23.630 --> 10:25.171 make the decision to go find that person. 10:25.432 --> 10:26.112 And then by the way, 10:26.533 --> 10:28.474 that person may not be the right person. 10:29.255 --> 10:30.556 Six months from now, you may be like, 10:30.596 --> 10:31.097 you know what? 10:32.538 --> 10:34.600 She was good or he was good, but you know, 10:34.620 --> 10:35.580 they just didn't do this. 10:35.621 --> 10:36.121 And I want to do this. 10:36.561 --> 10:37.702 Some people at that point, 10:37.802 --> 10:38.723 if that happens to you, 10:39.304 --> 10:40.445 don't say it didn't work. 10:41.872 --> 10:43.214 That's a mistake people make. 10:43.254 --> 10:44.435 Well, I hired someone so, 10:44.455 --> 10:45.076 and it didn't work. 10:45.096 --> 10:46.577 So I just took it back into myself. 10:47.458 --> 10:47.979 Just say, 10:48.680 --> 10:51.623 these are the good things that happened. 10:51.823 --> 10:53.705 These are the areas that didn't work out. 10:54.206 --> 10:55.868 So if I brought someone else on, 10:56.088 --> 10:57.229 I would want these areas 10:57.489 --> 10:58.511 and then find someone else. 11:00.031 --> 11:00.951 And then what you do is you 11:00.971 --> 11:02.872 just keep looking at where 11:02.932 --> 11:04.192 is Jimmy not spending 11:04.232 --> 11:06.632 Jimmy's best time and effort. 11:06.933 --> 11:08.753 And you have to believe that 11:08.973 --> 11:12.254 that has a just so much more value. 11:12.774 --> 11:15.074 But man, we have some deep money issues. 11:15.454 --> 11:16.075 We all do. 11:16.915 --> 11:17.795 And we just look at 11:17.995 --> 11:19.675 everything as a damn cost. 11:19.915 --> 11:20.195 Yeah. 11:20.896 --> 11:22.096 And it trapped us. 11:22.935 --> 11:25.037 Because we're just selling our time, 11:25.077 --> 11:26.439 like selling our soul. 11:26.719 --> 11:28.641 We're selling our soul to the money death. 11:29.021 --> 11:30.583 We just keep selling it and selling it. 11:30.603 --> 11:32.165 I think we have endless time 11:32.665 --> 11:34.087 hoping that I'm just going 11:34.107 --> 11:34.888 to do this for now, 11:34.948 --> 11:36.449 but eventually I'll hire 11:36.509 --> 11:37.310 someone to do this. 11:37.650 --> 11:39.773 You don't because you get into habits. 11:40.453 --> 11:41.595 And habits, as we know, 11:41.675 --> 11:43.116 are so hard to break. 11:44.177 --> 11:45.559 So anyways. 11:47.534 --> 11:48.737 Was that planned on our talk today? 11:48.877 --> 11:49.718 It wasn't planned. 11:50.159 --> 11:53.445 So that's one thing that I 11:53.465 --> 11:55.689 was saying to myself in 2024. 11:55.689 --> 11:57.132 I don't know why we do this 11:57.192 --> 11:59.035 around a calendar change, but we do. 12:00.003 --> 12:00.243 I said, 12:00.263 --> 12:01.904 I'm going to lean into the scary things. 12:02.164 --> 12:03.385 And one of them was like, 12:03.425 --> 12:04.905 I hate this bookkeeping thing. 12:04.986 --> 12:06.306 And it's on my calendar every month. 12:06.426 --> 12:06.886 Do this. 12:06.967 --> 12:08.087 Send out the invoices and 12:08.227 --> 12:09.488 reconcile and do all these things. 12:09.848 --> 12:11.049 And I knew I was doing them poorly. 12:11.069 --> 12:12.089 And I hated it. 12:12.509 --> 12:13.370 And it was probably costing 12:13.410 --> 12:14.850 me money in the end because 12:15.051 --> 12:15.751 I'm not good at it. 12:16.331 --> 12:17.252 The second thing was... 12:18.300 --> 12:19.220 What are the things that I 12:19.260 --> 12:22.442 could bring someone on that I'm okay at, 12:22.522 --> 12:23.462 I don't mind doing, 12:23.502 --> 12:25.383 but I don't love anymore, maybe I used to, 12:25.763 --> 12:26.984 and they're just plain better than me. 12:27.664 --> 12:29.445 And while they're doing that thing, 12:29.765 --> 12:30.605 I could be doing the other 12:30.645 --> 12:32.406 things that I'm more suited for, 12:32.786 --> 12:37.008 like doing, and move the needle, right? 12:37.048 --> 12:38.469 Move and put things in the net. 12:39.169 --> 12:41.070 And that was hiring someone. 12:41.450 --> 12:43.791 Again, I started in radio as an editor, 12:44.071 --> 12:44.731 as an audio editor. 12:44.751 --> 12:45.332 That's where you start. 12:45.492 --> 12:46.572 Either handing out bumper stickers, 12:46.612 --> 12:48.413 which I did, or editing, which I did. 12:49.253 --> 12:50.894 And I'm bringing on an editor too, 12:51.114 --> 12:51.654 which is like, 12:51.714 --> 12:52.974 I need someone because I'd 12:53.014 --> 12:54.455 rather be talking to Jamie. 12:54.795 --> 12:55.355 And then later on, 12:55.375 --> 12:56.496 I'm talking to F. Scott. 12:56.876 --> 12:58.016 And that's two episodes. 12:58.396 --> 12:59.017 Well, in the past, 12:59.057 --> 13:00.277 I could talk to Jamie and 13:00.357 --> 13:02.238 edit Jamie and then release Jamie. 13:03.343 --> 13:05.164 Now, with adding an editor, 13:05.184 --> 13:07.625 and I preach this to clients all the time, 13:07.685 --> 13:08.946 but did not do it because I was like, 13:08.966 --> 13:10.067 well, I know how to do it. 13:10.107 --> 13:11.888 So it feels it's like cutting my own grass, 13:12.068 --> 13:12.928 which I actually like doing. 13:13.589 --> 13:15.109 But it's like, at some point, 13:15.149 --> 13:17.371 if I owned so much grass, 13:17.791 --> 13:19.392 or I had so much other things to do, 13:19.432 --> 13:20.372 and that wasn't on my list 13:20.432 --> 13:21.413 is like pay someone to do it then. 13:22.423 --> 13:23.784 I don't like cutting my own grass. 13:24.204 --> 13:25.325 I've hired someone else to do it. 13:25.765 --> 13:27.086 You see, that's the beautiful part. 13:27.146 --> 13:28.527 I'm not living by Jimmy's 13:28.607 --> 13:30.588 rules or someone else's rules. 13:31.008 --> 13:33.450 I'm living by what Jamie likes to do, 13:33.890 --> 13:35.291 what gives Jamie energy, 13:35.852 --> 13:37.673 and what doesn't give Jamie energy. 13:38.093 --> 13:39.554 Some people like to cut 13:39.614 --> 13:40.615 grass because it's kind of 13:40.635 --> 13:42.716 this meditative with the sound. 13:42.736 --> 13:44.157 They like going out there. 13:44.637 --> 13:45.778 Some people don't. 13:46.647 --> 13:48.388 but what you don't want to 13:48.428 --> 13:49.789 do is start getting caught 13:49.889 --> 13:51.610 up into justification 13:51.630 --> 13:53.011 because we're really good 13:53.031 --> 13:55.012 at justifying yes because 13:55.132 --> 13:56.633 our ego is fragile you know 13:56.653 --> 13:57.754 I told you I've been going 13:57.794 --> 14:00.135 deep a lot of this our ego 14:00.195 --> 14:02.097 is fragile so if we do 14:02.157 --> 14:03.097 something that's kind of 14:03.157 --> 14:05.459 like counter like 14:06.844 --> 14:09.125 Let's say you don't like to cut your grass, 14:09.185 --> 14:10.145 but you don't want to pay 14:10.165 --> 14:11.066 for someone to do it. 14:11.646 --> 14:13.246 You'll justify it because 14:13.266 --> 14:15.387 you have to satisfy the ego that's saying, 14:15.447 --> 14:17.188 hey, I'm fragile here. 14:17.628 --> 14:18.669 Make sure that we have a 14:18.709 --> 14:20.149 good reason that we can 14:20.209 --> 14:22.530 tell whoever you're telling. 14:23.070 --> 14:25.071 But this happens in business 14:25.111 --> 14:25.771 all over the place. 14:25.811 --> 14:27.992 I mean, the number one place that happens, 14:28.432 --> 14:29.052 I'm not talking in the 14:29.092 --> 14:30.173 beginning of your business. 14:30.573 --> 14:31.473 I'm talking about after you 14:31.513 --> 14:33.034 have several hundred thousand dollars, 14:33.054 --> 14:33.994 maybe like six, 14:34.034 --> 14:34.674 seven hundred thousand 14:34.694 --> 14:35.435 dollars in revenue. 14:36.275 --> 14:37.448 But you're still treating 40, 14:37.448 --> 14:38.419 50 hours a week. 14:39.180 --> 14:39.481 Why? 14:39.501 --> 14:41.505 And we're not talking about 14:41.805 --> 14:42.767 not able to hire. 14:43.368 --> 14:44.570 You're choosing not to hire 14:44.590 --> 14:45.251 because you're like, 14:45.452 --> 14:48.437 I'm making more money if I 14:48.497 --> 14:49.359 don't hire someone. 14:50.623 --> 14:51.804 but you're also trapped in 14:51.824 --> 14:53.765 your business and you can't 14:53.825 --> 14:54.846 look at the other things 14:54.866 --> 14:55.527 that you don't even know 14:55.587 --> 14:57.148 exist because you don't 14:57.168 --> 14:58.149 have that viewpoint because 14:58.169 --> 14:59.350 your viewpoint's a clinician, 14:59.770 --> 15:01.291 but then you justify it saying, 15:01.451 --> 15:02.252 I'm saving money. 15:02.872 --> 15:05.194 This is the mental game that 15:05.354 --> 15:08.136 keeps us really small and that keeps us 15:09.037 --> 15:11.618 doubt. 15:11.738 --> 15:12.819 If you had to explain 15:12.919 --> 15:14.239 working on or working in 15:14.280 --> 15:15.400 your business to someone 15:15.440 --> 15:16.320 because they sound the same, 15:16.400 --> 15:17.801 how do you explain the 15:17.841 --> 15:18.842 difference between the two? 15:18.862 --> 15:23.604 I'm going to stop there. 15:23.684 --> 15:24.284 How do you explain the 15:24.304 --> 15:24.964 difference between working 15:25.104 --> 15:27.406 on and working in your own business? 15:28.166 --> 15:28.626 First of all, 15:28.666 --> 15:29.526 do you know where that whole 15:30.007 --> 15:30.687 stuff came from? 15:30.707 --> 15:31.527 No. 15:31.547 --> 15:36.570 It came from the EMF, Michael Gerber. 15:37.310 --> 15:37.731 He's the one, 15:37.971 --> 15:38.833 at least that's where I first 15:38.873 --> 15:40.356 saw it in the late 90s, 15:41.178 --> 15:42.280 working in your business on it. 15:42.300 --> 15:43.743 People are still using it left and right. 15:44.083 --> 15:44.444 I love it. 15:44.484 --> 15:46.528 People are using it that are 15:46.568 --> 15:47.650 actually working in the business. 15:48.211 --> 15:48.712 It's simple. 15:49.815 --> 15:51.477 In the business is you're 15:51.537 --> 15:52.398 physically in the 15:52.558 --> 15:54.340 operations of the business. 15:54.620 --> 15:55.241 The day-to-day. 15:55.801 --> 15:57.603 You're responsible for 15:58.144 --> 16:00.787 something within the day-to-day, 16:00.867 --> 16:02.909 week-to-week operations of it. 16:03.630 --> 16:05.251 When you're working on the business, 16:05.532 --> 16:07.974 you're working with strategic planning. 16:08.675 --> 16:12.337 You're working with support and training. 16:12.837 --> 16:14.498 You're working with building 16:14.678 --> 16:16.218 networks and relationships 16:16.498 --> 16:17.719 and looking and exploring 16:17.759 --> 16:18.599 for opportunities. 16:19.360 --> 16:20.840 You're looking at things 16:20.940 --> 16:22.961 from a different perspective. 16:23.661 --> 16:25.782 So you could say working on the business, 16:25.802 --> 16:26.363 you're going to have a 10,000, 20,000, 30, 16:26.363 --> 16:26.623 000 foot view. 16:26.683 --> 16:27.623 Working in the business, 16:27.643 --> 16:28.423 you're on the ground floor. 16:32.793 --> 16:34.234 You're in it delivering. 16:34.255 --> 16:35.936 So that's the way I simply 16:36.136 --> 16:38.259 see it is I see in it. 16:39.059 --> 16:40.541 You can't be in it and see 16:40.561 --> 16:41.542 what's outside of it. 16:41.622 --> 16:43.084 It's impossible for anything. 16:43.404 --> 16:44.405 Can you go back? 16:44.625 --> 16:47.588 Coach, I can't see what I don't see. 16:48.189 --> 16:49.650 I'm in my business as much 16:49.710 --> 16:52.213 as I'm removed from maybe 16:52.253 --> 16:53.614 some of the day to day like you're doing. 16:54.055 --> 16:55.056 You're not doing the editing. 16:55.516 --> 16:57.577 So I don't do my social media. 16:57.837 --> 16:58.417 But you know what? 16:58.877 --> 16:59.757 I shoot videos. 17:00.957 --> 17:01.838 I like to shoot videos. 17:01.878 --> 17:02.518 I like to teach. 17:02.558 --> 17:03.178 I like to train. 17:03.498 --> 17:04.678 I just don't do the crap 17:04.878 --> 17:05.579 that actually puts the 17:05.619 --> 17:07.039 video on the thing and 17:07.079 --> 17:07.999 measures all the stats. 17:08.539 --> 17:09.460 I just show up and say, 17:09.740 --> 17:10.800 tell me what the stats are 17:11.240 --> 17:12.921 and tell me what's working 17:13.221 --> 17:14.441 and what we have to do to improve it. 17:15.421 --> 17:15.961 That's it. 17:16.562 --> 17:18.082 I don't stop doing that part. 17:18.902 --> 17:20.983 But all of the administrative, all that, 17:21.323 --> 17:22.404 that's in the business. 17:22.484 --> 17:25.146 Delivery of care, that's in the business. 17:25.166 --> 17:26.747 That's part of your operations. 17:27.447 --> 17:29.568 Looking at numbers and 17:29.668 --> 17:30.829 looking at your metrics, 17:31.930 --> 17:33.771 that is on your business. 17:34.551 --> 17:35.812 Putting the metrics together, 17:35.832 --> 17:38.113 that's in your business. 17:39.134 --> 17:41.215 You are hiring someone to 17:41.275 --> 17:42.876 put the bookkeeping and the 17:42.936 --> 17:44.037 numbers and the financials. 17:44.960 --> 17:45.840 But don't ever make the 17:45.880 --> 17:47.801 mistake that at least once a month, 17:48.281 --> 17:49.741 you don't block out a half hour, 17:49.741 --> 17:52.401 45 minutes to review what that is. 17:52.902 --> 17:54.822 That is on business stuff. 17:55.362 --> 17:56.562 I'll say one more thing about it. 17:57.623 --> 17:59.023 It's hard to work on your 17:59.083 --> 18:00.163 business if you don't have 18:00.203 --> 18:01.323 a clear picture of what the 18:01.343 --> 18:02.063 heck you're working on. 18:03.224 --> 18:03.684 In other words, 18:03.704 --> 18:05.304 we talk about New Year's resolutions. 18:05.364 --> 18:07.585 Well, I teach New Year's resolutions. 18:07.645 --> 18:08.765 I just call it something different. 18:09.105 --> 18:10.245 We just call it creating a 18:10.285 --> 18:13.466 yearly plan and having certain, 18:15.410 --> 18:19.013 habits formed that the 18:19.053 --> 18:20.014 habits right now aren't 18:20.094 --> 18:21.796 serving us so the habit of 18:21.876 --> 18:23.558 right now is is making you 18:23.578 --> 18:24.639 know reactive decisions 18:24.699 --> 18:25.600 because I emotionally get 18:25.640 --> 18:27.501 crazy because I hate you 18:27.541 --> 18:29.163 know you know looking at 18:29.203 --> 18:30.945 the bank and doing bank 18:30.985 --> 18:32.266 balance accounting as mike 18:32.286 --> 18:34.148 mcalowicz talks about then 18:34.168 --> 18:35.869 to do a better habit is 18:35.909 --> 18:36.810 well you know what how 18:36.830 --> 18:38.151 about I just hire someone 18:38.792 --> 18:41.375 that takes that so then the 18:41.415 --> 18:42.977 habit becomes I will set a 18:43.037 --> 18:44.739 meeting twice a month once 18:44.779 --> 18:46.401 a month and have that 18:46.461 --> 18:48.443 person explain to me how 18:48.543 --> 18:49.804 our books are doing and all 18:49.824 --> 18:51.166 of that so you've 18:51.286 --> 18:54.289 substituted a habit to help 18:55.070 --> 18:56.472 remove another habit 18:56.932 --> 18:58.975 willpower does not change habits 18:59.801 --> 19:01.002 I'm going to lose weight. 19:01.122 --> 19:01.562 That's it. 19:01.622 --> 19:02.302 I'm going to do it. 19:02.822 --> 19:04.983 You have to put in safeguards. 19:05.003 --> 19:06.404 You have to put in things 19:06.744 --> 19:09.665 that over time creates a new habit. 19:10.045 --> 19:11.966 You can't just cut things cold turkey. 19:12.006 --> 19:12.526 That doesn't work. 19:12.546 --> 19:14.347 But anyway, I digress. 19:14.387 --> 19:16.648 But when we look at these resolutions, 19:17.668 --> 19:18.248 you're just making 19:18.308 --> 19:21.050 decisions of what you will 19:21.090 --> 19:22.210 do and what you won't do. 19:23.210 --> 19:24.471 You're just creating that. 19:24.511 --> 19:26.052 But it has to be towards something. 19:26.412 --> 19:27.332 If it's not towards something, 19:27.372 --> 19:27.992 it doesn't stick. 19:28.252 --> 19:29.033 I want to lose weight. 19:29.173 --> 19:29.373 Why? 19:30.646 --> 19:32.007 Well, because I want to feel better. 19:33.187 --> 19:33.488 Why? 19:34.408 --> 19:35.569 I want to look good in clothes. 19:35.709 --> 19:36.049 Why? 19:37.090 --> 19:40.071 Because I feel like a stronger person. 19:40.091 --> 19:41.232 I feel more confident. 19:41.512 --> 19:42.773 I'll be able to be stronger 19:42.813 --> 19:43.654 around my friends. 19:44.074 --> 19:44.894 How important is that? 19:45.074 --> 19:45.835 It's important more than 19:45.875 --> 19:46.595 anything in the world. 19:46.895 --> 19:47.136 Good. 19:48.036 --> 19:49.157 Now you're connecting 19:49.277 --> 19:51.358 something to the weight loss. 19:51.958 --> 19:53.159 Now the question becomes, 19:53.759 --> 19:55.320 how serious are you about it? 19:55.340 --> 19:56.141 What are you willing to do? 19:56.881 --> 19:59.424 Because if the willpower is your only way, 19:59.824 --> 20:00.565 it's going to fail, 20:00.786 --> 20:02.347 which is why just go to the 20:02.407 --> 20:03.669 gym in February. 20:03.689 --> 20:04.490 You'll see what I mean. 20:04.750 --> 20:05.591 Nobody will be there. 20:05.891 --> 20:07.373 Same old, same old people will be there. 20:08.914 --> 20:10.256 But it's the same thing in our business, 20:10.296 --> 20:10.496 too. 20:11.337 --> 20:12.198 Same exact thing. 20:12.298 --> 20:13.600 We come up with this stuff. 20:13.920 --> 20:15.602 OK, starting the first week of June. 20:16.829 --> 20:18.631 Then we come to February and March, 20:19.171 --> 20:20.192 and the only thing we're 20:20.212 --> 20:21.913 doing are the habits that 20:21.953 --> 20:23.214 are already established. 20:24.255 --> 20:25.436 It's hard, dude. 20:25.657 --> 20:26.137 It's hard. 20:26.517 --> 20:29.220 I use a lot of Jamie Schreier-isms. 20:29.900 --> 20:30.481 Just the other day, 20:30.501 --> 20:33.123 I probably used them wrong, 20:33.163 --> 20:34.584 but the sentiment is there. 20:34.884 --> 20:35.745 I was talking to someone. 20:35.765 --> 20:36.025 I was like, 20:36.045 --> 20:37.186 you're in the getting ready stage. 20:37.206 --> 20:38.267 I'm like, when's that going to happen? 20:38.287 --> 20:38.968 Well, I'm getting ready. 20:38.988 --> 20:39.969 I'm getting ready. 20:43.140 --> 20:44.161 Getting ready to get ready. 20:44.181 --> 20:45.322 I'm getting ready to get, you know, 20:45.342 --> 20:46.723 I'm gonna, I'm gonna, I'm like, 20:46.783 --> 20:48.124 what's preventing you from doing that? 20:48.284 --> 20:48.985 And they didn't ask. 20:49.025 --> 20:51.146 And I just kept saying, but why, but why? 20:51.206 --> 20:53.148 And then eventually they were like me. 20:53.348 --> 20:54.088 And I was like, now, 20:54.289 --> 20:55.409 now we have a breakthrough. 20:56.851 --> 20:59.893 So, so you have me on here to coach you. 20:59.933 --> 21:00.854 So let me coach you and 21:00.874 --> 21:03.095 everyone else can be the fly on the wall. 21:03.776 --> 21:05.457 So you can, 21:05.537 --> 21:06.918 you can actually go further 21:06.978 --> 21:08.460 instead of saying what's preventing you, 21:08.480 --> 21:09.781 you can tell them what's preventing you. 21:10.666 --> 21:12.068 So obviously there's some 21:12.228 --> 21:14.851 level of fear that's 21:14.891 --> 21:16.233 causing you to not take action. 21:16.813 --> 21:18.355 What specifically is it? 21:19.837 --> 21:22.821 So now instead of having to think this, 21:23.241 --> 21:24.763 you made it easier to think. 21:25.344 --> 21:25.964 What's the thing? 21:26.425 --> 21:28.147 Because we know it's fear. 21:29.088 --> 21:29.709 We know it's fear. 21:30.768 --> 21:31.829 What I don't know is what 21:31.909 --> 21:32.989 the fear is for them. 21:33.649 --> 21:34.770 But you know what's amazing 21:34.790 --> 21:36.251 when I ask that question to people? 21:36.851 --> 21:38.052 When they actually say it, 21:38.452 --> 21:39.893 it depowers the fear. 21:39.973 --> 21:41.794 The fear is left when it's out there. 21:42.174 --> 21:43.434 Fear likes to hide. 21:43.955 --> 21:45.635 It likes to hide right in our brain. 21:46.236 --> 21:47.757 I always tell people like, look, 21:47.857 --> 21:50.078 let's shine a light on the fear, 21:50.138 --> 21:52.619 on the uncomfortableness, on the worry. 21:52.659 --> 21:54.660 Let's shine a light on that 21:54.680 --> 21:55.160 son of a bitch. 21:55.260 --> 21:56.101 Because once you do... 21:57.310 --> 21:58.591 it loses its power. 21:59.031 --> 22:02.633 So you're ready for a parallel between me, 22:02.913 --> 22:03.954 how I selected this book 22:03.994 --> 22:06.475 company organization and 22:06.595 --> 22:07.295 physical therapy. 22:07.555 --> 22:09.196 And part of this might be 22:09.356 --> 22:10.397 the system is broken, 22:10.577 --> 22:12.038 but I get tired of giving 22:12.118 --> 22:13.679 excuses of the system's broken. 22:13.939 --> 22:14.579 So I'm just going to sit 22:14.599 --> 22:15.179 here and complain. 22:15.880 --> 22:18.001 So here's two things you talk about fear. 22:18.321 --> 22:19.542 And when you shine a light on it, 22:20.262 --> 22:21.783 my shoulders drop and a fear went away. 22:22.458 --> 22:23.958 I had no idea what monthly 22:23.998 --> 22:24.859 bookkeeping would cost. 22:24.939 --> 22:25.619 I was like, is it $1,000? 22:25.659 --> 22:26.759 Is it $10,000? 22:27.279 --> 22:28.120 I don't know. 22:28.240 --> 22:29.140 And I would go to websites 22:29.280 --> 22:29.940 and no one would tell me. 22:30.880 --> 22:32.261 I was like, just ballpark it for me. 22:32.441 --> 22:32.981 Is it $100? 22:34.001 --> 22:34.501 Is it $10,000? 22:35.282 --> 22:36.262 Because if it's $10,000, 22:36.262 --> 22:37.862 I ain't making $10, 22:37.862 --> 22:38.763 000 a month kind of money to pay. 22:38.863 --> 22:39.303 I don't know that. 22:40.083 --> 22:41.964 So I had no idea, no context. 22:42.964 --> 22:45.765 This company had very clear ballparks. 22:46.005 --> 22:46.265 They're like, 22:46.305 --> 22:47.765 if you're an entrepreneur that does this, 22:48.165 --> 22:48.906 it's this, it's this. 22:49.006 --> 22:50.426 So I was like, oh, okay. 22:51.852 --> 22:53.655 That's completely doable. 22:53.895 --> 22:54.897 I'm in that range. 22:55.297 --> 22:55.978 And they had options, 22:56.078 --> 22:56.979 monthly versus yearly. 22:57.000 --> 22:57.240 They're like, 22:57.260 --> 22:58.041 you're going to save more money. 22:58.121 --> 22:59.042 I was like, okay. 22:59.824 --> 23:01.706 And the second thing was they... 23:03.723 --> 23:05.485 made it very easy to figure 23:05.585 --> 23:06.926 out if this was the right person. 23:07.406 --> 23:09.008 They said, if this, 23:09.448 --> 23:10.429 and they listed a couple of 23:10.449 --> 23:11.089 the different things. 23:11.170 --> 23:12.331 If this sounds like you, 23:12.671 --> 23:13.992 we don't know if we can help you, 23:14.412 --> 23:15.213 but you click here. 23:15.413 --> 23:16.774 We put you one-on-one for 20 23:16.774 --> 23:17.675 minutes with someone on the phone. 23:17.975 --> 23:19.417 You ask them all the questions you want, 23:19.757 --> 23:20.998 and then they will let you 23:21.058 --> 23:22.640 know if you sound like a good fit. 23:23.300 --> 23:23.460 Now, 23:23.540 --> 23:24.880 take everything about bookkeeping that 23:24.900 --> 23:27.321 I just said and replace it 23:27.381 --> 23:28.341 with physical therapy 23:28.361 --> 23:29.581 because Jamie and I are PTs. 23:30.182 --> 23:31.082 The problem, I think, 23:31.202 --> 23:33.602 is that cost thing is so 23:33.722 --> 23:35.643 ambiguous sometimes that 23:35.703 --> 23:37.043 people probably are like me 23:37.083 --> 23:37.923 because there's that fear. 23:38.403 --> 23:38.764 Is this a $10,000? 23:39.444 --> 23:40.844 Does this ever end? 23:40.904 --> 23:42.724 Is this three times a week forever? 23:43.285 --> 23:44.025 What is this? 23:44.245 --> 23:46.525 And I think that is, for my opinion, 23:46.605 --> 23:48.326 a limiting factor why a lot of people, 23:48.406 --> 23:49.026 patient-wise, 23:49.606 --> 23:50.969 might not begin that 23:51.049 --> 23:52.331 conversation with a PT. 23:52.591 --> 23:53.613 They can't understand the 23:53.713 --> 23:55.916 outcome because the process 23:55.996 --> 23:57.238 feels very ambiguous. 23:57.859 --> 24:00.223 Well, we're in a world of, well, 24:00.343 --> 24:00.784 I say this, 24:02.810 --> 24:04.411 We're in a world of transparency. 24:05.131 --> 24:06.731 People want transparency. 24:06.971 --> 24:07.611 Having said that, 24:07.851 --> 24:11.112 not everyone's transparent, as we know. 24:11.592 --> 24:13.753 But the successful companies 24:13.913 --> 24:14.933 are transparent. 24:15.613 --> 24:18.734 They tell you up front what this is. 24:19.634 --> 24:21.395 And the reason they do that 24:21.415 --> 24:23.635 and are successful is 24:23.655 --> 24:25.116 because they're clear on who they are. 24:25.916 --> 24:27.157 They're clear on the type of 24:27.217 --> 24:28.397 person they want to serve. 24:29.058 --> 24:31.299 They're clear on what is the 24:32.039 --> 24:34.101 cost or whatever the things that you get. 24:34.201 --> 24:35.101 Like I learned from this, 24:35.161 --> 24:37.022 like originally when I was doing coaching, 24:37.042 --> 24:39.143 I didn't know myself. 24:40.104 --> 24:41.665 Like I did everything kind 24:41.705 --> 24:42.966 of like off the cuff. 24:43.446 --> 24:46.588 Like I knew how to help you, but the cost, 24:46.628 --> 24:47.808 I would be changing my mind. 24:47.828 --> 24:48.469 I'd be doing this. 24:48.509 --> 24:49.329 I'd be like, oh, maybe this. 24:49.369 --> 24:51.210 Like that's not what people want. 24:51.230 --> 24:52.611 That didn't make people feel secure. 24:55.296 --> 24:56.037 Oh, my bad, dude. 24:56.077 --> 24:56.457 That was bad. 24:56.477 --> 24:57.097 I'll edit that out. 24:57.138 --> 24:58.178 That was me. 24:58.218 --> 25:01.381 The idea is, and this is the mindset shift, 25:01.421 --> 25:01.641 right? 25:01.721 --> 25:03.322 That's a big part of what 25:03.362 --> 25:04.263 we're doing here. 25:04.603 --> 25:06.565 We're changing how we think about things. 25:07.085 --> 25:08.026 The shift is, 25:08.046 --> 25:10.408 how about we look at it from 25:10.448 --> 25:13.070 the perspective of our patients, 25:13.730 --> 25:15.332 of our client? 25:15.432 --> 25:17.293 What is it that would make 25:17.373 --> 25:19.435 them feel comfortable? 25:20.200 --> 25:21.402 what is it that they would 25:21.522 --> 25:22.903 need to be able to make a 25:22.943 --> 25:25.486 decision so this is by the 25:25.546 --> 25:27.588 way jimmy working on the 25:27.628 --> 25:29.531 business stuff you can't do 25:29.611 --> 25:31.172 this when you have 30 25:31.172 --> 25:32.274 things on your plate you 25:32.314 --> 25:34.196 have 20 notes to do you got 25:34.216 --> 25:35.277 a bunch of patients coming 25:35.357 --> 25:36.538 in you got docs on the 25:36.558 --> 25:37.620 phone you got insurances 25:37.660 --> 25:40.263 denying you you you can't do this 25:42.476 --> 25:45.197 In that world, you need to step away, 25:45.297 --> 25:46.878 step all the way back and saying, 25:47.398 --> 25:50.179 how do we create a better 25:50.379 --> 25:52.239 experience for our client, 25:52.639 --> 25:53.479 for our patient? 25:53.980 --> 25:55.400 And you just have to keep 25:55.480 --> 25:56.500 asking questions. 25:57.161 --> 25:58.401 How do we do that on the 25:58.981 --> 26:01.242 idea of expectations? 26:02.822 --> 26:03.862 People feel more comfortable 26:03.903 --> 26:05.363 when they know what's expected of them. 26:06.409 --> 26:07.510 In Practice Free to View, 26:08.130 --> 26:10.251 our first call is called a 26:10.312 --> 26:11.312 getting started call. 26:12.033 --> 26:13.093 And we tell people, 26:13.153 --> 26:15.235 I tell them on my initial discovery call, 26:15.275 --> 26:16.315 but we tell people, 26:16.896 --> 26:18.056 I just want to be clear. 26:18.857 --> 26:21.118 Here's what you can expect from us. 26:21.258 --> 26:21.979 I start out with us. 26:22.819 --> 26:24.180 Here's what you can expect from us. 26:24.640 --> 26:25.920 We are going to provide you 26:26.180 --> 26:27.101 everything you need. 26:27.521 --> 26:28.701 We are going to support you. 26:29.141 --> 26:30.002 We're going to kick your 26:30.102 --> 26:31.522 butt sometimes if we have to. 26:32.182 --> 26:33.163 But you're going to have 26:33.383 --> 26:34.243 everything you need to 26:34.383 --> 26:35.764 build the business and the 26:35.864 --> 26:36.984 practice that you want. 26:37.804 --> 26:39.165 Here's what we need from you. 26:40.165 --> 26:43.226 We expect you to show up on time, 26:43.786 --> 26:44.347 prepared. 26:45.147 --> 26:46.667 We expect you to block out 26:46.767 --> 26:47.628 on your calendar. 26:48.550 --> 26:50.150 our coaching calls and et cetera. 26:50.911 --> 26:54.171 We expect you to do the best you can, 26:55.432 --> 26:56.372 the best you can. 26:57.372 --> 26:59.692 Now, where did I get that? 27:00.333 --> 27:03.053 It's the exact same thing I did with PT. 27:03.953 --> 27:06.234 In my practice, when I had trouble, 27:06.294 --> 27:06.594 you know, 27:07.874 --> 27:09.855 retaining patients and visits 27:09.915 --> 27:12.035 and cancellations, I just, you know, 27:12.075 --> 27:13.115 I started talking to my 27:13.255 --> 27:14.456 coach and mentors and all that. 27:14.476 --> 27:15.156 And I've just been like, 27:16.158 --> 27:17.038 You have to look at it from 27:17.058 --> 27:17.599 their perspective. 27:17.659 --> 27:19.480 How do you make their thing? 27:19.720 --> 27:20.700 And don't assume you know 27:20.800 --> 27:21.581 what they're thinking. 27:23.021 --> 27:24.302 So we start to ask questions 27:24.342 --> 27:26.403 and we realize that, first of all, 27:26.423 --> 27:27.624 they don't even know what we do. 27:28.824 --> 27:30.225 And what they do know is 27:30.265 --> 27:31.346 incorrect information, 27:31.726 --> 27:33.747 but it doesn't mean they 27:33.767 --> 27:34.587 don't believe it. 27:35.608 --> 27:35.888 Well, 27:35.988 --> 27:37.549 I believe I have to go a million times. 27:38.809 --> 27:40.170 I believe that you're going to hurt me. 27:41.508 --> 27:42.989 I believe that I'm gonna get 27:43.049 --> 27:44.350 nickel and dime with stuff. 27:44.430 --> 27:45.191 I believe that I'm gonna get 27:45.211 --> 27:45.971 stuck with the bill. 27:46.772 --> 27:48.593 You don't judge whether 27:48.653 --> 27:49.534 they're right or wrong. 27:49.934 --> 27:52.136 All you have to do is start 27:52.896 --> 27:54.317 figuring out responses, 27:54.357 --> 27:55.858 which is called answering objections. 27:56.539 --> 27:57.519 You just have to figure out, 27:57.880 --> 28:00.542 so how are you going to respond to that? 28:00.902 --> 28:01.522 Well, guess what? 28:02.003 --> 28:02.963 If you're not spending any 28:03.063 --> 28:05.085 time responding to 28:05.145 --> 28:07.086 objections and teaching 28:07.106 --> 28:08.187 your staff how to do that, 28:08.387 --> 28:09.348 especially front desk, 28:11.052 --> 28:12.853 then shouldn't you have a 28:12.933 --> 28:14.233 lot of cancellations and no 28:14.293 --> 28:16.554 show and a poor utilization? 28:16.934 --> 28:18.554 Should you not be making any money? 28:18.574 --> 28:19.354 I mean, 28:19.895 --> 28:21.155 don't you deserve that for not 28:21.515 --> 28:22.555 doing what is needed? 28:23.256 --> 28:25.096 Now you can justify and say, 28:25.176 --> 28:26.176 I don't know how to do it. 28:26.536 --> 28:26.957 Okay. 28:27.937 --> 28:29.837 But come on, with the world, 28:31.498 --> 28:32.978 you can get taught anything. 28:32.998 --> 28:34.319 You can go on YouTube and 28:34.359 --> 28:35.959 get exactly everything you need. 28:35.979 --> 28:38.400 It's your job as the owner 28:39.614 --> 28:41.696 is to make it, to put it in place. 28:43.397 --> 28:43.977 That's, I mean. 28:44.858 --> 28:46.499 Here's a very visible answer, 28:46.599 --> 28:48.060 or here's a very visible 28:48.180 --> 28:49.341 example of what you just said. 28:50.222 --> 28:53.424 I think five to seven years ago, 28:53.604 --> 28:55.145 whenever you went to a website, 28:55.545 --> 28:56.206 when you were looking to 28:56.246 --> 28:58.167 hire a bookkeeper or a 28:58.307 --> 28:59.248 video editor or anything, 29:00.825 --> 29:03.409 they would bury the cost 29:03.469 --> 29:05.191 question in a click here, 29:05.311 --> 29:06.272 let's set up a call, 29:06.633 --> 29:07.854 get a personalized quote. 29:08.655 --> 29:10.578 That was five to seven years ago. 29:11.099 --> 29:12.240 And now one of the first 29:12.280 --> 29:14.063 thing you see across the 29:14.103 --> 29:15.685 header of websites is pricing. 29:16.792 --> 29:17.853 Because I think people, 29:17.953 --> 29:18.614 I think businesses 29:18.734 --> 29:19.775 understood what you're saying, 29:19.795 --> 29:20.896 which is that is the 29:20.956 --> 29:21.857 objection they're looking, 29:22.018 --> 29:23.259 that they bring out first. 29:23.860 --> 29:25.021 And as long as you give them 29:25.061 --> 29:28.504 a context or at least help 29:28.565 --> 29:32.328 them understand, get them closer, people, 29:32.489 --> 29:33.610 the fear is reduced. 29:33.830 --> 29:34.871 That is one thing that the 29:34.911 --> 29:35.892 bookkeeper did for me. 29:36.072 --> 29:36.853 They were very clear that 29:36.893 --> 29:37.434 here's our pricing. 29:38.720 --> 29:39.260 Take it or leave it, 29:39.681 --> 29:41.602 which probably does them some good, 29:41.642 --> 29:42.222 which is they're not 29:42.262 --> 29:43.383 booking one-on-one calls 29:43.443 --> 29:45.864 with their reps for people 29:45.904 --> 29:46.905 who are never going to buy 29:46.945 --> 29:48.606 their product in the first place. 29:48.966 --> 29:50.327 So then they have to, 29:50.607 --> 29:53.269 the owner of that company, first of all, 29:53.329 --> 29:54.310 has to make a conscious 29:54.350 --> 29:55.270 decision to do this. 29:56.151 --> 29:57.532 And that conscious decision 29:58.032 --> 29:59.013 comes from values. 29:59.773 --> 30:01.595 It comes from what that owner believes. 30:02.215 --> 30:03.356 We're the type of company 30:03.396 --> 30:04.657 that is in integrity. 30:04.897 --> 30:05.838 We're the type of company 30:05.858 --> 30:06.879 that is transparent. 30:06.939 --> 30:09.001 Like those standards, 30:09.081 --> 30:10.982 those values is what guides 30:11.383 --> 30:12.904 your thought process and behavior. 30:13.304 --> 30:16.567 So then the end solution becomes, hey, 30:16.647 --> 30:17.027 Jimmy, 30:17.147 --> 30:19.149 so are we going to put pricing on there? 30:19.169 --> 30:19.750 Well- 30:20.530 --> 30:21.970 Our value is transparency. 30:22.490 --> 30:23.871 So let's put pricing on there. 30:23.911 --> 30:24.971 Let's make sure we create 30:24.991 --> 30:26.611 the context of what 30:26.651 --> 30:28.352 separates us from other companies. 30:28.752 --> 30:29.812 And then you know what we're going to do? 30:30.372 --> 30:32.352 Let people choose because I 30:32.592 --> 30:35.173 don't want 60% of our calls 30:35.793 --> 30:37.553 not to turn into clients. 30:38.113 --> 30:39.694 I'd rather have 10% of our 30:39.734 --> 30:41.134 calls do that because I'm 30:41.214 --> 30:42.414 paying for people to be on 30:42.454 --> 30:43.694 these calls and I don't 30:43.734 --> 30:44.815 want to just a bunch of people. 30:45.015 --> 30:46.235 But guess what that also takes? 30:47.188 --> 30:48.689 It takes an abundance 30:48.749 --> 30:51.551 mindset because a scarcity mindset is, 30:52.431 --> 30:54.393 well, if I put what we really do, 30:55.093 --> 30:56.474 what if they don't come and 30:56.514 --> 30:57.955 now I don't have any patients? 30:58.956 --> 31:01.697 So you have to believe that 31:01.737 --> 31:02.958 there's plenty for everyone, 31:02.998 --> 31:03.839 especially in our field. 31:04.119 --> 31:05.660 I say this all the time. 31:05.960 --> 31:07.261 There's 343 million human 31:07.301 --> 31:08.562 bodies just in the US. 31:09.402 --> 31:10.923 There's plenty of bodies out there. 31:11.324 --> 31:12.124 What they don't know is they 31:12.144 --> 31:12.985 don't know who you are. 31:13.845 --> 31:14.886 They don't know the benefits 31:14.946 --> 31:16.147 that you could provide for them. 31:16.667 --> 31:17.948 They don't know where you are. 31:18.228 --> 31:19.509 They don't know how you operate. 31:19.529 --> 31:20.649 They don't know what you believe. 31:20.910 --> 31:22.451 They don't know what services you do. 31:22.471 --> 31:23.651 They don't even know what those mean. 31:24.132 --> 31:25.112 That's your job. 31:25.853 --> 31:27.333 As the owner, your job, 31:27.774 --> 31:29.675 not to bitch and complain and saying, 31:30.015 --> 31:31.156 well, they should know what we do. 31:32.409 --> 31:33.991 No, they shouldn't know what they do. 31:34.451 --> 31:36.033 And don't blame the APTA. 31:36.453 --> 31:37.774 These are associations. 31:38.315 --> 31:38.816 You know what? 31:39.276 --> 31:40.838 I stopped blaming the APTA a 31:40.878 --> 31:41.738 long time ago. 31:42.199 --> 31:43.460 They're doing the best they can. 31:43.500 --> 31:44.401 But what I'm not doing, 31:44.781 --> 31:45.742 expecting them to 31:46.263 --> 31:49.006 communicate clearly what I do. 31:49.266 --> 31:50.227 That's my job. 31:50.567 --> 31:50.767 Yeah. 31:51.448 --> 31:52.949 You can bitch and complain about it. 31:53.930 --> 31:54.471 Go for it. 31:55.111 --> 31:56.012 It ain't gonna change. 31:57.413 --> 31:58.414 Just take ownership. 31:58.934 --> 32:00.015 When you take ownership, 32:00.415 --> 32:01.416 building a business becomes 32:01.576 --> 32:03.618 so much easier when you just own it. 32:04.739 --> 32:05.700 If you keep blaming, 32:06.941 --> 32:08.502 you're never gonna really move forward. 32:09.082 --> 32:10.564 Blaming other just 32:10.644 --> 32:12.085 reinforces your position of 32:12.125 --> 32:12.886 you being right, 32:14.287 --> 32:15.207 even though the results 32:15.227 --> 32:16.288 you're getting are not right. 32:16.909 --> 32:17.790 So the results, 32:18.190 --> 32:19.271 here's what I want people to do. 32:20.646 --> 32:21.687 Look in the mirror and 32:21.767 --> 32:23.308 honestly say that the 32:23.368 --> 32:24.389 results you're getting, 32:24.670 --> 32:25.851 whatever those results may be, 32:26.171 --> 32:28.993 financial result, time, happiness, 32:29.094 --> 32:31.696 wellbeing, whatever you want, 32:32.276 --> 32:34.238 and ask yourself, mirror, 32:34.819 --> 32:36.540 am I getting the results that I want? 32:36.620 --> 32:38.142 And you have to honestly answer. 32:38.702 --> 32:40.404 If the answer is no, 32:41.084 --> 32:42.706 then if you don't change 32:43.366 --> 32:44.668 how you're doing things, 32:44.968 --> 32:46.409 how you're thinking about things, 32:47.050 --> 32:48.291 like really change them, 32:48.331 --> 32:49.332 not just want to change them, 32:49.953 --> 32:51.434 then don't expect any 32:51.514 --> 32:53.577 significant changes in the outcomes. 32:54.698 --> 32:55.679 Just period. 32:56.700 --> 32:58.041 And by looking at the 32:58.061 --> 32:58.802 businesses that are out 32:58.822 --> 32:59.643 there and the practices 32:59.663 --> 33:00.323 that are out there, 33:02.225 --> 33:03.627 most of them just aren't making it. 33:04.448 --> 33:05.729 Then they get scared and 33:05.769 --> 33:06.910 they sell it for pennies on 33:06.930 --> 33:08.131 the dollar to these bigger 33:08.171 --> 33:09.492 comes that certainly know 33:09.512 --> 33:10.292 what the heck they're doing. 33:10.833 --> 33:12.073 They're making a fortune off of yours. 33:12.294 --> 33:13.655 But you're also selling your dream. 33:14.215 --> 33:15.416 You're selling this thing 33:15.776 --> 33:16.717 that you want to do. 33:17.317 --> 33:18.098 And then you go into what, 33:18.138 --> 33:19.219 working for someone else? 33:19.239 --> 33:20.439 And then you're unhappy doing that? 33:20.459 --> 33:21.080 Uh-uh. 33:21.540 --> 33:22.801 That's not the solution. 33:23.502 --> 33:25.223 The solution is start being 33:25.263 --> 33:25.923 a professional. 33:25.943 --> 33:26.764 Start being a pro. 33:27.364 --> 33:28.425 Start taking this seriously. 33:28.465 --> 33:29.606 Look in the mirror and say, 33:29.686 --> 33:30.727 you don't know what you're doing. 33:31.795 --> 33:35.177 Start there and then say, but I can learn. 33:35.197 --> 33:37.979 That's what I did. 33:38.039 --> 33:39.420 I looked in the mirror, dude. 33:40.941 --> 33:41.722 Just one point. 33:41.982 --> 33:42.703 I looked in the mirror. 33:42.723 --> 33:43.963 This was, I don't know how many years ago, 33:44.003 --> 33:44.664 a long time ago. 33:45.585 --> 33:46.585 And this was right after my 33:46.645 --> 33:47.246 place burned down. 33:47.986 --> 33:48.787 And I shared that story 33:48.807 --> 33:49.647 about how my place burned 33:49.687 --> 33:50.908 down three years into it. 33:51.789 --> 33:53.290 But even before it burned down, 33:53.310 --> 33:53.910 I wasn't happy. 33:54.371 --> 33:55.631 And I looked in the mirror and I said, 33:55.651 --> 33:55.772 Jamie, 33:55.792 --> 33:57.052 you don't know what the F you're doing. 33:57.433 --> 33:58.193 And that was hard for me 33:58.213 --> 33:58.974 because my ego says, 34:00.247 --> 34:00.747 I'm smart. 34:01.187 --> 34:01.688 I'm good. 34:01.708 --> 34:02.488 People love me. 34:02.508 --> 34:03.529 I'm a hell of a therapist. 34:03.569 --> 34:04.269 Yada, yada, yada. 34:04.649 --> 34:04.889 I said, 34:04.909 --> 34:07.590 I don't know about this business stuff. 34:07.610 --> 34:08.531 I want to know about it. 34:09.151 --> 34:10.472 I want to think I know about it. 34:11.172 --> 34:12.053 I read the e-myth. 34:12.193 --> 34:13.213 I should know about working 34:13.573 --> 34:14.554 on your business, not in it. 34:15.654 --> 34:17.155 But I don't know how to do that. 34:17.595 --> 34:19.116 I don't know how to stay 34:19.156 --> 34:21.097 accountable to actually do it. 34:21.977 --> 34:23.179 And that's when things 34:23.319 --> 34:24.602 changed for me because I 34:24.622 --> 34:25.844 was honest with myself. 34:26.285 --> 34:27.407 I think people aren't honest 34:27.427 --> 34:28.128 with themselves. 34:28.569 --> 34:29.911 And when you're not honest with yourself, 34:29.971 --> 34:31.354 Jimmy, it's easy to blame others. 34:32.616 --> 34:33.337 At the end of the day, 34:33.417 --> 34:34.719 you need to feel right. 34:35.560 --> 34:36.620 And the way you feel right 34:37.360 --> 34:39.121 is by justifying your position, 34:39.481 --> 34:40.301 even if it's not getting 34:40.341 --> 34:41.061 you what you want. 34:41.321 --> 34:42.961 And that's how you blame other people. 34:43.521 --> 34:45.042 You know, like I told you, 34:45.082 --> 34:46.562 I've been going real deep 34:46.702 --> 34:47.702 for the last thing and I'm 34:47.742 --> 34:48.822 coming up with these things 34:48.882 --> 34:50.543 and it's making all the 34:50.583 --> 34:51.603 difference with people though. 34:51.943 --> 34:52.883 Because once you see it, 34:53.743 --> 34:54.543 you can change it. 34:54.803 --> 34:55.583 Here's a quote that might 34:55.683 --> 34:58.924 summarize or capitalize on 34:58.964 --> 34:59.684 what you just said, 35:00.324 --> 35:02.345 which is the results that 35:02.365 --> 35:03.945 you're seeking are hiding 35:03.965 --> 35:05.205 in the work that you're avoiding. 35:06.488 --> 35:08.949 Yeah. 35:09.749 --> 35:10.849 I might've said something, but I mean, 35:10.889 --> 35:11.870 someone smarter said that 35:11.890 --> 35:13.850 before me and I might've changed it. 35:13.890 --> 35:14.771 I think you put it on my 35:14.791 --> 35:15.711 Facebook post or something. 35:15.771 --> 35:16.171 I might've. 35:16.671 --> 35:16.871 Yeah. 35:16.911 --> 35:20.232 Because yeah, that was it because right. 35:20.312 --> 35:21.093 That's right. 35:21.133 --> 35:21.313 Yeah. 35:21.333 --> 35:22.493 Nobody cares about your 35:22.573 --> 35:24.094 excuses as much as you do. 35:24.434 --> 35:25.234 Yeah. 35:25.314 --> 35:26.494 Which is keep pointing. 35:26.534 --> 35:28.555 Like no one, it's not that no one, 35:28.635 --> 35:28.795 you know, 35:28.815 --> 35:29.575 cause some people would say like, 35:29.635 --> 35:30.716 no one cares, work harder. 35:30.836 --> 35:31.736 Like that's a great thing to 35:31.776 --> 35:32.917 put on a motivational poster, 35:32.957 --> 35:33.417 put on the wall. 35:34.017 --> 35:34.137 But, 35:35.252 --> 35:38.174 But working harder isn't what, Jamie, 35:38.274 --> 35:39.014 isn't what you're saying. 35:39.054 --> 35:41.836 You're saying the success 35:41.856 --> 35:43.277 you're seeking is hiding in 35:43.297 --> 35:44.398 the things that you're avoiding. 35:44.898 --> 35:46.139 So that's when I decided to, 35:46.159 --> 35:49.521 I can 2x myself if I hired an editor, 35:49.721 --> 35:50.041 and I did. 35:51.002 --> 35:52.142 And there are these things 35:52.202 --> 35:53.343 that I'm sweeping under the 35:53.403 --> 35:54.964 rug or just avoiding or 35:55.164 --> 35:56.425 trudging through and doing 35:56.445 --> 35:58.066 them that someone else could do better. 35:58.906 --> 35:59.186 Likely, 35:59.226 --> 36:00.247 I'm going to hire a bookkeeper and 36:00.267 --> 36:01.027 they're going to find me 36:01.088 --> 36:02.108 more money than I'm paying them. 36:02.128 --> 36:03.209 Probably. 36:03.229 --> 36:03.569 Probably. 36:04.388 --> 36:07.829 And what I love to do too, because I'm a, 36:09.310 --> 36:09.930 I don't know what I am, 36:09.970 --> 36:11.830 but I like to do best case, 36:11.950 --> 36:12.831 worst case scenarios. 36:13.331 --> 36:13.731 Okay, good. 36:13.791 --> 36:14.291 Yes. 36:14.331 --> 36:15.772 I'm one of those people. 36:15.872 --> 36:16.592 I always do that. 36:17.712 --> 36:21.313 And very few times I ever 36:22.674 --> 36:24.214 choose not to do something 36:24.254 --> 36:25.815 because of a worst case scenario. 36:26.255 --> 36:26.455 Right. 36:27.199 --> 36:28.679 Because the fact that you 36:28.719 --> 36:30.940 even do a best case, worst case scenario, 36:31.600 --> 36:33.401 and my mindset is, 36:33.421 --> 36:35.481 and what I teach my clients 36:35.621 --> 36:38.202 is the mindset of the only 36:38.302 --> 36:42.203 time you fail is when you 36:42.263 --> 36:43.303 don't learn from it. 36:44.123 --> 36:45.343 That's the only time you fail. 36:45.404 --> 36:45.884 Other than that, 36:45.924 --> 36:47.204 you're never going to learn 36:47.924 --> 36:48.664 from succeeding. 36:48.944 --> 36:50.285 You don't learn from succeeding. 36:50.305 --> 36:51.645 You only learn from failing. 36:51.945 --> 36:54.626 But you can fail and not learn. 36:55.006 --> 36:55.246 Correct. 36:55.731 --> 36:55.931 Right. 36:56.011 --> 36:56.512 I mean, 36:56.532 --> 36:58.714 you can fail and not learn from 36:58.734 --> 37:00.676 your mistakes and just 37:00.716 --> 37:02.157 continue to repeat them in 37:02.197 --> 37:02.738 different ways. 37:03.218 --> 37:04.339 But if you fail, 37:04.379 --> 37:05.641 so your worst case scenario is. 37:06.542 --> 37:07.823 And so if I was coaching you, Jimmy, 37:07.863 --> 37:08.764 I said, Jimmy, 37:08.804 --> 37:10.625 what's really I like use 37:10.646 --> 37:11.366 the word resistance. 37:11.406 --> 37:12.547 What's really the resistance? 37:12.587 --> 37:14.129 Like what what is it? 37:14.189 --> 37:15.570 And you can be honest with me right now. 37:16.251 --> 37:18.093 What was the resistance of 37:18.153 --> 37:19.154 hiring the bookkeeper? 37:20.844 --> 37:23.485 I had no idea if it was going to be $10, 37:23.485 --> 37:25.446 000 or, or a hundred dollars a month. 37:25.486 --> 37:26.526 I had no idea scale. 37:26.806 --> 37:30.387 And this was the unknown of money. 37:30.788 --> 37:31.068 Correct. 37:31.268 --> 37:32.968 Is it possible to have an 37:33.088 --> 37:34.289 idea to find out some 37:34.309 --> 37:35.509 information to at least get 37:35.929 --> 37:36.590 what that could be? 37:37.130 --> 37:37.290 Yes. 37:37.450 --> 37:38.650 So let's make that the first step. 37:39.070 --> 37:40.611 And I did like to do that. 37:40.931 --> 37:41.031 Right. 37:41.111 --> 37:41.351 Okay. 37:41.511 --> 37:43.252 So then now this thing that 37:43.272 --> 37:44.072 you're running around in 37:44.112 --> 37:44.992 your head for who knows how 37:45.012 --> 37:46.273 many weeks or months or 37:46.353 --> 37:47.954 years can actually be 37:48.014 --> 37:49.134 solved in about five minutes. 37:51.167 --> 37:55.568 Okay, what else is the deeper resistance? 37:56.429 --> 37:59.069 Is there any worry, fear around money? 38:00.150 --> 38:03.671 Like just in general, like why would I, 38:03.811 --> 38:04.931 and some people need prompting. 38:05.171 --> 38:05.811 You're probably one of those 38:05.851 --> 38:06.412 guys that would. 38:08.372 --> 38:10.253 Why would I pay somebody 38:10.433 --> 38:12.353 that I can do myself, 38:12.994 --> 38:14.134 even though I don't love it, 38:14.414 --> 38:15.494 but I don't mind it? 38:16.395 --> 38:17.215 Was that something that went 38:17.235 --> 38:17.655 through your head? 38:18.628 --> 38:19.209 Uh, yes. 38:19.589 --> 38:22.151 Mostly it was, um, I think if, 38:22.752 --> 38:24.613 if I could take a stab at 38:24.694 --> 38:25.314 mostly it was like, 38:25.434 --> 38:26.675 I didn't know what I didn't know. 38:26.996 --> 38:28.157 So I didn't know, uh, 38:29.534 --> 38:31.275 I was also insecure with how bad it was. 38:31.375 --> 38:32.715 Maybe my books are so bad. 38:32.936 --> 38:33.376 Oh my God. 38:33.416 --> 38:34.256 Like maybe my house is, 38:34.876 --> 38:35.657 I don't want to hire a house, 38:36.017 --> 38:36.777 someone to clean my house 38:36.837 --> 38:37.558 once a month because my, 38:37.738 --> 38:38.698 my place is so dirt. 38:38.758 --> 38:41.339 It's not, but like your resistance, 38:42.100 --> 38:43.720 let's go, let's go deep into this. 38:44.321 --> 38:45.561 You're cause this is really common. 38:45.941 --> 38:48.362 Your resistance was really reality. 38:48.842 --> 38:49.043 Yeah. 38:49.503 --> 38:49.703 Okay. 38:50.123 --> 38:51.644 This person would bring 38:51.704 --> 38:54.925 about a reality that you 38:55.165 --> 38:58.367 weren't ready to face. 38:59.369 --> 39:00.994 And what I mean by that is 39:01.595 --> 39:02.698 we get a lot of people that 39:02.738 --> 39:04.423 are resistant to financials. 39:05.846 --> 39:08.888 And I believe some of the reason, 39:08.928 --> 39:09.809 not all of the reason, 39:09.909 --> 39:12.811 is because the financials is a fricking, 39:13.771 --> 39:15.913 just right in your face of 39:16.033 --> 39:16.853 how you're doing. 39:17.794 --> 39:19.055 It's unemotional. 39:19.755 --> 39:21.076 It's flat out objective. 39:22.117 --> 39:24.919 And some of us, and I'm with you, Jimmy, 39:25.259 --> 39:26.900 when I did my books myself, which is, 39:27.400 --> 39:28.501 it's laughable that I did 39:28.541 --> 39:29.242 my books myself. 39:29.502 --> 39:31.703 I wasn't even, I was losing thousands. 39:34.618 --> 39:35.559 Part of it was I didn't want 39:35.579 --> 39:37.560 to pay someone, but if you go deeper, 39:38.180 --> 39:39.221 when I reflect back, 39:40.382 --> 39:43.263 I didn't want to see what I wasn't doing. 39:43.844 --> 39:45.044 I didn't want someone to 39:45.104 --> 39:47.226 tell me I wasn't good 39:47.686 --> 39:49.387 because I have a fragile 39:49.627 --> 39:53.969 ego and I can't handle that. 39:55.090 --> 39:57.892 So what happened was eventually, 39:57.912 --> 40:00.033 and I know this is happening for you, 40:00.053 --> 40:01.294 what I wanted was 40:02.987 --> 40:06.069 was greater than that fear or that worry, 40:06.390 --> 40:07.150 which was bullshit. 40:07.390 --> 40:08.491 The worry was bullshit. 40:08.911 --> 40:10.212 It was something I concocted 40:10.232 --> 40:12.995 in my own head because the person I hired, 40:13.015 --> 40:14.396 like the person that you hired, 40:15.016 --> 40:15.897 she was great. 40:16.437 --> 40:17.018 She helped me. 40:17.178 --> 40:19.279 She taught me P&L. 40:19.319 --> 40:20.880 She taught me what chart of accounts were. 40:21.081 --> 40:22.301 She taught me how to organize it. 40:22.642 --> 40:24.143 She taught me what a balance sheet was. 40:24.463 --> 40:25.564 I read about this a little bit, 40:25.604 --> 40:26.505 but I really didn't have a 40:26.565 --> 40:28.006 clue because now I had 40:28.066 --> 40:28.746 something that it was 40:28.806 --> 40:30.468 related to that was important to me. 40:31.088 --> 40:32.229 So all of a sudden I'm like, 40:33.783 --> 40:35.964 Look how much time I wasted 40:36.985 --> 40:39.446 on this whole story I had in my head. 40:40.507 --> 40:43.088 So as you begin, this is a skill, Jimmy, 40:43.128 --> 40:43.448 for you. 40:43.468 --> 40:45.129 Take the lesson. 40:45.489 --> 40:47.090 I'm going to tell you to do 40:47.130 --> 40:47.710 something right now. 40:48.431 --> 40:49.571 Not this second, but when we're done. 40:50.091 --> 40:53.553 I want you to debrief that 40:53.633 --> 40:55.254 situation that you just went through. 40:56.155 --> 40:57.235 And here's what I mean by debrief. 40:58.496 --> 41:00.497 Name it, hiring a bookkeeper. 41:01.986 --> 41:05.927 what went well what went 41:05.967 --> 41:09.548 well what went good second 41:11.328 --> 41:12.628 what did you have trouble 41:12.688 --> 41:17.089 with to be how did you 41:17.129 --> 41:22.570 handle it three what did 41:22.610 --> 41:26.171 you learn from it four 41:27.551 --> 41:29.712 knowing this what can you 41:29.772 --> 41:31.652 do moving forward 41:32.603 --> 41:34.064 that will help you in the 41:34.104 --> 41:36.045 future yeah I'm already 41:36.065 --> 41:36.926 thinking about these things 41:36.986 --> 41:40.508 yeah this is the most 41:40.688 --> 41:44.891 important tool concept we 41:44.931 --> 41:45.872 teach at practice freedom 41:45.892 --> 41:47.753 you we call it the mini 41:47.773 --> 41:49.795 debrief but it's a it's a 41:49.855 --> 41:51.516 reflection tool and if you 41:51.556 --> 41:53.677 look at psychology and you 41:53.717 --> 41:54.458 look at all the stuff 41:54.478 --> 41:55.458 that's out there written by 41:55.538 --> 41:56.979 all these very very smart 41:57.039 --> 41:58.240 people a whole lot smarter 41:58.280 --> 42:01.763 than I am they will have elements of 42:02.748 --> 42:05.491 people always look forward 42:07.412 --> 42:08.553 and they don't look 42:08.854 --> 42:11.476 backwards and the gold is 42:11.576 --> 42:13.037 looking and reflecting 42:13.198 --> 42:14.899 backwards and the problem 42:14.979 --> 42:16.320 is when you don't spend the 42:16.360 --> 42:17.261 time by the way this is 42:17.301 --> 42:18.462 also working on your 42:18.502 --> 42:19.503 business when you don't 42:19.583 --> 42:21.065 spend the time reflecting 42:22.213 --> 42:24.955 You will gloss over it in your memory. 42:25.596 --> 42:28.338 Your memory isn't about the facts. 42:29.059 --> 42:32.242 Your memory will put it into some nice, 42:32.482 --> 42:35.524 neat package that sounds good to you. 42:36.385 --> 42:38.547 But it isn't anywhere close 42:39.267 --> 42:40.789 to what actually happened. 42:41.604 --> 42:43.285 The only way to really do it 42:43.405 --> 42:44.646 is to reflect back. 42:45.226 --> 42:46.927 And you can reflect something like this. 42:47.368 --> 42:48.528 I would reflect sooner 42:48.588 --> 42:50.189 rather than later so you can remember. 42:50.870 --> 42:52.911 But you can also, for things like, 42:53.772 --> 42:55.673 you can reflect back things a while ago. 42:55.693 --> 42:58.194 Because the questions that 42:58.214 --> 42:59.635 you're asking yourself around, 43:00.135 --> 43:02.177 so we just call it did well do better. 43:02.217 --> 43:03.437 That's like a quick way of doing it. 43:03.818 --> 43:04.518 What went well? 43:04.598 --> 43:05.479 What could you do better? 43:05.839 --> 43:07.000 But I kind of added some 43:07.020 --> 43:07.800 other stuff into that. 43:09.281 --> 43:10.641 You'll learn so much that 43:10.661 --> 43:11.642 will give you then now 43:11.742 --> 43:13.682 confidence with your next 43:13.742 --> 43:15.483 hire or with the next thing 43:15.503 --> 43:16.223 that you fear. 43:16.263 --> 43:17.203 Because you could look back 43:17.223 --> 43:18.243 at this and say, you know what? 43:18.964 --> 43:20.044 I feared stuff before. 43:20.824 --> 43:21.644 But look at all these 43:21.684 --> 43:22.885 results that I feared. 43:23.445 --> 43:24.685 Look at what I learned from it. 43:25.165 --> 43:26.586 So the worst case scenario, 43:26.726 --> 43:28.406 and I've done this hundreds of times. 43:28.846 --> 43:30.167 I debrief almost everything. 43:31.207 --> 43:32.547 What I've learned is I've 43:32.627 --> 43:34.248 learned how to learn from 43:34.928 --> 43:38.409 my mistakes and failures to use them 43:39.246 --> 43:42.789 to help overcome my natural 43:42.849 --> 43:43.890 tendency not to move 43:43.930 --> 43:45.331 forward with something and 43:45.391 --> 43:46.372 just hold back. 43:49.675 --> 43:50.535 I had a conversation or 43:50.575 --> 43:51.336 interaction with somebody 43:51.376 --> 43:52.837 on Twitter where somebody 43:52.857 --> 43:53.738 made a statement and I 43:53.818 --> 43:54.819 chimed in that I agreed. 43:55.339 --> 43:57.881 And the statement was, I love failure. 43:58.102 --> 43:59.142 And I was like, I love failure too. 44:00.216 --> 44:00.916 And then the third guy 44:00.956 --> 44:01.716 chimed in and was like, 44:02.297 --> 44:03.357 that's the wrong way to look at it. 44:03.517 --> 44:04.277 I love success. 44:04.677 --> 44:05.797 I guess I'll be over here on 44:05.837 --> 44:07.198 my own on success island. 44:08.158 --> 44:11.419 And I was like, and I wrote, I'm great. 44:12.119 --> 44:12.859 I'm excited for you. 44:13.239 --> 44:15.300 He wanted this fight. 44:15.500 --> 44:15.960 And I was like, 44:16.360 --> 44:17.541 you're just looking at it differently. 44:18.381 --> 44:19.861 I get to success by failure, 44:20.541 --> 44:23.942 by probing and trying 44:23.982 --> 44:25.703 things that I'm like, I'm trying to reach, 44:25.943 --> 44:26.623 exceeding my grasp. 44:27.190 --> 44:29.012 respond to my next uh social 44:29.092 --> 44:30.053 post because it's coming 44:30.093 --> 44:31.033 out this week and it's 44:31.054 --> 44:32.415 going to be the title of 44:32.455 --> 44:33.376 the post is going to be I 44:33.416 --> 44:35.898 want you to fail and some 44:35.918 --> 44:36.839 people would say absolutely 44:36.899 --> 44:38.660 not but you and I i mean 44:38.680 --> 44:39.721 that's just my mindset was 44:39.741 --> 44:40.942 probably the same oh no 44:41.042 --> 44:43.845 failure no no avoid it and 44:43.865 --> 44:45.286 you're right there is a 44:45.666 --> 44:48.049 deeper with failure where 44:48.089 --> 44:50.090 are we learning failure from from school 44:50.996 --> 44:53.677 And school, they don't reward failure. 44:53.697 --> 44:55.218 So your entire life, 44:55.658 --> 44:57.179 especially in your formative years, 44:57.679 --> 44:58.580 is through school. 44:59.020 --> 45:00.441 And you're being compared to 45:00.521 --> 45:02.302 other people based on letter grades. 45:03.035 --> 45:03.335 Well, 45:03.776 --> 45:04.877 you're not being compared to other 45:04.897 --> 45:06.218 people in letter grades in your business. 45:06.979 --> 45:08.781 Nobody cares where you went to school. 45:08.921 --> 45:10.643 Nobody cares how smart you are. 45:10.663 --> 45:13.345 All that matters in your business is, 45:13.786 --> 45:15.468 is your business giving you 45:15.528 --> 45:16.469 the life that you want? 45:16.849 --> 45:18.591 Is your business satisfying you? 45:18.611 --> 45:19.311 Well, 45:19.432 --> 45:20.853 when none of us are learned how to 45:20.973 --> 45:21.614 think that way, 45:22.174 --> 45:24.575 And all we think about is working hard, 45:24.855 --> 45:25.875 which none of us have a 45:25.915 --> 45:26.775 problem doing that. 45:27.315 --> 45:28.036 Sacrificing, 45:28.076 --> 45:29.256 we don't have problems doing that. 45:29.696 --> 45:33.217 But we also strive for this perfectionism. 45:33.937 --> 45:35.097 We're high achievers. 45:35.618 --> 45:36.778 We like to compare with 45:36.918 --> 45:38.658 others because we want to beat everybody. 45:39.098 --> 45:40.839 You see, that's what gets us into trouble. 45:41.758 --> 45:43.581 That's what gets us in that, 45:43.621 --> 45:45.743 one of my mentors, 45:45.783 --> 45:47.165 Dan Sullivan calls the gap, 45:47.746 --> 45:51.771 this negative plate, this negative zone, 45:52.492 --> 45:53.033 if you will. 45:54.095 --> 45:54.876 That's what happens. 45:56.448 --> 45:58.129 Yeah, I heard someone else say, and again, 45:58.189 --> 45:59.070 you can tell I like quotes 45:59.330 --> 46:00.952 and I like stealing words of smart people, 46:01.232 --> 46:02.433 but I think that's how we learn, right? 46:03.193 --> 46:04.995 And they said, you know, 46:05.315 --> 46:06.276 modern or traditional 46:06.336 --> 46:09.118 school has it backwards by 180 degrees. 46:09.639 --> 46:10.159 In school, 46:10.179 --> 46:11.500 you're given a lesson and then 46:11.520 --> 46:12.100 you're tested. 46:12.421 --> 46:13.081 But in life, 46:13.482 --> 46:15.123 you're given the test and then 46:15.143 --> 46:15.863 you learn the lesson. 46:16.863 --> 46:17.723 So it is sort of this, 46:18.103 --> 46:20.224 it is in the life example, 46:20.404 --> 46:21.664 failure is the teacher. 46:21.924 --> 46:22.925 In the school example, 46:23.045 --> 46:24.725 failure is the thing to avoid. 46:25.105 --> 46:26.006 And I think when you spend 46:26.046 --> 46:27.506 an entire lifetime avoiding failure, 46:27.886 --> 46:28.746 you would logically say 46:28.766 --> 46:29.647 this is the bad thing. 46:30.187 --> 46:32.267 Except we would never do this with kids. 46:32.568 --> 46:33.408 The first time you try to 46:33.448 --> 46:34.988 walk and it doesn't work, what do you do? 46:35.368 --> 46:36.109 You're not any good at it? 46:36.249 --> 46:37.149 We're not going to learn. 46:37.169 --> 46:37.229 No. 46:37.893 --> 46:40.155 You promote failure there and learning. 46:40.915 --> 46:41.896 There's that third option, too, 46:41.916 --> 46:43.057 which is failure is one thing. 46:43.077 --> 46:43.778 Success is another. 46:43.818 --> 46:45.279 You don't learn well from success. 46:45.719 --> 46:46.740 But can I learn from the 46:46.840 --> 46:49.222 failure to then promote future successes? 46:50.623 --> 46:50.843 Yeah. 46:51.163 --> 46:51.383 I mean, 46:51.403 --> 46:53.045 you can say that it's all this 46:53.105 --> 46:54.145 stuff in our head. 46:54.886 --> 46:55.627 And then we're like, yeah, 46:55.647 --> 46:56.867 but I just need to get more patience. 46:56.907 --> 46:58.088 I just need to get more patience. 46:58.989 --> 47:00.090 And you say the same thing 47:00.951 --> 47:02.592 month after month, year after year. 47:03.809 --> 47:04.650 At some point, 47:04.770 --> 47:06.412 and some people don't get to this place, 47:06.952 --> 47:07.813 at some point, 47:08.314 --> 47:09.795 you have to look in the mirror and say, 47:10.256 --> 47:12.057 perhaps I'm looking at this 47:12.258 --> 47:13.038 the wrong way. 47:13.579 --> 47:17.183 Perhaps the problem isn't 47:17.363 --> 47:19.585 getting patients or 47:19.645 --> 47:21.847 referrals or cancellations 47:22.508 --> 47:23.469 or even hiring. 47:24.551 --> 47:27.092 The problem must be how I'm 47:27.152 --> 47:27.832 approaching it. 47:28.533 --> 47:29.933 Because although I like to 47:30.013 --> 47:31.514 say everyone has it, 47:31.534 --> 47:32.314 because we love saying 47:32.354 --> 47:33.695 words like they and everyone. 47:33.835 --> 47:34.355 Who said that? 47:34.675 --> 47:35.295 They say that. 47:35.815 --> 47:36.996 Yeah, they talk a lot. 47:37.576 --> 47:38.697 But the real problem, 47:38.737 --> 47:39.657 and this is something that 47:39.757 --> 47:41.738 I continue to explore myself. 47:41.778 --> 47:43.658 So I am a guinea pig for 47:43.819 --> 47:44.879 everybody I talk to and 47:44.899 --> 47:45.659 everybody I work with. 47:45.959 --> 47:47.340 I'm just not learning. 47:47.680 --> 47:49.861 I'm doing this myself is I'm 47:49.961 --> 47:52.382 exploring this idea of, 47:56.946 --> 48:00.970 Where is my thinking not 48:01.210 --> 48:02.791 serving me in what I want? 48:03.712 --> 48:05.514 So I need to be clear in what I want, 48:06.395 --> 48:07.315 and then I need to be 48:07.456 --> 48:13.241 really intentional on what I'm doing. 48:14.801 --> 48:15.601 And, and that's, 48:15.841 --> 48:18.062 it's just so enlightening to, to, 48:18.242 --> 48:19.442 to realize like, you know, 48:19.482 --> 48:20.283 something happened today. 48:20.303 --> 48:21.743 You know, I'll be honest, 48:21.783 --> 48:22.483 something happened today. 48:22.543 --> 48:25.404 I had a, I had a, a client reach out and, 48:25.544 --> 48:26.584 and say, hey, Jamie, you know, 48:26.604 --> 48:27.244 something's going on in my 48:27.264 --> 48:29.165 personal life and, you know, 48:29.625 --> 48:31.185 may have to put some coaching on. 48:31.426 --> 48:33.246 And I've known this woman for a long time. 48:33.286 --> 48:34.926 And the first thing I did is 48:34.966 --> 48:36.007 I got the pit in my stomach 48:36.047 --> 48:36.827 and I got the angst. 48:38.107 --> 48:38.347 Right. 48:38.367 --> 48:41.128 And I went, Jamie, 48:42.088 --> 48:43.729 this has happened a thousand times. 48:43.929 --> 48:44.009 Yeah. 48:44.738 --> 48:45.518 Don't react. 48:46.518 --> 48:47.078 Deep breath. 48:47.319 --> 48:48.079 The first thing I did, 48:49.159 --> 48:49.959 we have this thing called 48:50.019 --> 48:51.399 confidence toolbox, 48:51.439 --> 48:52.760 which is things that we 48:52.820 --> 48:54.080 have that give us confidence. 48:55.720 --> 48:57.001 I changed, went to the gym, 48:57.561 --> 48:59.241 worked out for 45 minutes, came back. 48:59.741 --> 49:01.261 My energy level was up here. 49:02.482 --> 49:04.162 I then wrote her an email 49:04.242 --> 49:10.603 back in a very present, connected moment, 49:10.623 --> 49:11.804 because this is all about her, 49:12.264 --> 49:12.804 not about me. 49:14.369 --> 49:16.310 And I feel so much better about it. 49:16.630 --> 49:18.591 No matter what happens, you know, 49:18.671 --> 49:19.531 I'm here for her. 49:19.551 --> 49:21.292 That's what we operate on. 49:22.132 --> 49:24.393 And that's that. 49:25.053 --> 49:26.214 You know how many times I've 49:26.254 --> 49:27.995 reacted when somebody quits 49:28.335 --> 49:30.155 or a patient didn't show or 49:30.255 --> 49:31.736 this happened or that happened. 49:32.136 --> 49:34.757 And I fricking said stuff and did stuff. 49:35.217 --> 49:35.658 Me jerk. 49:36.378 --> 49:37.819 That caused me more problems 49:37.839 --> 49:38.519 than the thing itself. 49:39.212 --> 49:39.392 Sure. 49:39.994 --> 49:40.475 Well, 49:40.695 --> 49:41.677 I liked the thing you were talking 49:41.697 --> 49:42.599 about a second ago before 49:42.619 --> 49:43.461 you mentioned that example, 49:43.501 --> 49:44.443 which is sometimes you have 49:44.463 --> 49:45.244 to look in yourself. 49:45.645 --> 49:47.168 And I feel like a very good... 49:47.972 --> 49:49.793 pop culture reference with 49:49.833 --> 49:51.594 that is Taylor Swift 49:51.634 --> 49:53.795 released a song called it's me. 49:53.915 --> 49:54.715 Hi, I'm the problem. 49:54.735 --> 49:55.076 It's me. 49:55.656 --> 49:56.476 And then she went on just to 49:56.496 --> 49:58.797 have like a four billion, $4,400 billion. 49:59.218 --> 49:59.378 She's, 49:59.918 --> 50:01.579 she's got the GDP of several large 50:01.639 --> 50:02.899 countries on this one. 50:03.039 --> 50:05.020 She certainly does. 50:06.401 --> 50:07.462 You know, Taylor Swift, 50:07.542 --> 50:08.502 I'm not going to judge you. 50:08.602 --> 50:09.483 I'm not here to judge you. 50:09.983 --> 50:10.783 I would actually judge 50:10.803 --> 50:11.964 someone who at this point, 50:12.084 --> 50:13.044 how have you avoided 50:13.104 --> 50:14.125 knowing who Taylor Swift is? 50:15.270 --> 50:17.351 Like, like how have you done it? 50:17.931 --> 50:19.651 Um, but I think that example, right? 50:19.691 --> 50:21.452 That meme, that gif is kind of funny. 50:21.472 --> 50:22.432 Like, hi, it's me. 50:22.492 --> 50:23.792 I'm the problem is me is how 50:23.812 --> 50:25.433 many situations in life 50:25.493 --> 50:27.814 where you've at least been 50:27.854 --> 50:30.274 a part of the problem or by recognizing, 50:30.314 --> 50:31.315 Hey, I'm part of this problem. 50:31.515 --> 50:32.415 I can now be a part of the 50:32.455 --> 50:33.995 solution without that. 50:34.115 --> 50:34.295 I mean, 50:34.335 --> 50:35.776 the 12 step program is based on 50:35.816 --> 50:37.156 that without admitting there's a problem. 50:37.176 --> 50:39.757 You can't get to a solution and look, 50:41.056 --> 50:42.818 I've not found a situation 50:42.858 --> 50:43.519 in my life when I've 50:43.579 --> 50:44.880 recognized I'm part of the problem, 50:44.940 --> 50:46.862 or at least I could be more 50:46.882 --> 50:47.863 a part of the solution. 50:48.364 --> 50:49.305 I've never had a situation 50:49.325 --> 50:50.306 where that didn't help me 50:50.506 --> 50:51.467 in some small way. 50:51.748 --> 50:52.588 And here's the thing. 50:53.149 --> 50:54.471 We feel we're alone. 50:55.371 --> 50:56.513 And for many of us, we were. 50:56.613 --> 50:58.935 I felt I was alone when I was in business. 50:59.761 --> 51:01.042 Because your colleagues 51:01.082 --> 51:02.463 don't talk to you and 51:02.483 --> 51:03.704 everyone says you're doing great. 51:03.764 --> 51:04.365 So then you're like 51:04.385 --> 51:05.226 comparing yourself and like, 51:05.346 --> 51:06.507 am I the only one not making it? 51:06.527 --> 51:07.127 Right. 51:07.287 --> 51:08.649 But the reality is you don't 51:08.729 --> 51:09.689 have to do this alone. 51:09.730 --> 51:11.311 And it's not cheating, Jimmy. 51:11.331 --> 51:13.393 It's not cheating doing with 51:13.433 --> 51:14.554 someone else as you were 51:14.594 --> 51:16.655 taught in school that that's, you know, 51:16.775 --> 51:18.457 cheating if you're collaborating. 51:18.997 --> 51:19.218 Yeah. 51:19.618 --> 51:22.520 It's hard to do business and 51:22.600 --> 51:24.262 doing it alone is even harder. 51:25.461 --> 51:26.502 That's why I coach. 51:27.162 --> 51:28.383 That's why I have a coach, 51:29.104 --> 51:31.325 is because it's hard to do this alone. 51:31.766 --> 51:33.507 I want someone to think ideas through. 51:33.907 --> 51:35.248 I wanna have a thinking partner. 51:35.508 --> 51:36.249 I want someone that's 51:36.309 --> 51:38.010 protecting me from me. 51:38.030 --> 51:39.791 I want someone to help me 51:39.851 --> 51:42.713 avoid the big things that happen. 51:43.254 --> 51:44.895 I want someone that I can 51:45.075 --> 51:47.817 learn how they think about a problem, 51:48.177 --> 51:49.398 not just feed me a bunch of 51:49.558 --> 51:51.640 answers to make me codependent on them. 51:52.799 --> 51:54.760 that's why people have 51:54.880 --> 51:58.201 coaches and whether it's 51:58.321 --> 51:59.781 you know you know I know 51:59.821 --> 52:00.702 some people have you know 52:00.762 --> 52:01.922 look explore like peer 52:01.982 --> 52:04.243 groups or masterminds hey 52:04.703 --> 52:06.464 that's not coaching that's 52:06.524 --> 52:07.984 its own thing of 52:08.064 --> 52:09.345 collaboration and running 52:09.465 --> 52:11.485 ideas and connecting it's 52:11.766 --> 52:13.186 all good the problem is 52:13.526 --> 52:14.386 that's a very small 52:14.426 --> 52:15.927 percentage of people right 52:16.909 --> 52:18.450 very small percentage of people. 52:19.210 --> 52:20.270 And that's the problem. 52:20.851 --> 52:23.272 If we can learn how to 52:23.732 --> 52:24.632 address the stuff that 52:24.672 --> 52:25.392 we're talking about today, 52:25.412 --> 52:26.813 this is like some deep stuff. 52:27.713 --> 52:28.914 There's plenty of people out 52:28.974 --> 52:29.974 there that need our help. 52:30.614 --> 52:31.355 And the only reason they're 52:31.375 --> 52:32.615 not getting that help is 52:32.675 --> 52:36.197 because you refuse to help you, period. 52:37.097 --> 52:41.479 If you just take ownership to help you, 52:42.239 --> 52:43.960 you're gonna help so many people 52:45.262 --> 52:46.503 And yes, 52:46.543 --> 52:48.045 you're going to make a lot of 52:48.085 --> 52:49.446 money doing it and you're 52:49.466 --> 52:50.367 going to have a great life 52:50.627 --> 52:51.688 and you're going to have an 52:51.928 --> 52:54.751 unbelievable impact in your community. 52:54.991 --> 52:56.333 That all goes with it. 52:56.833 --> 52:58.194 Because what you're providing is valuable. 53:00.116 --> 53:03.019 What we provide is tremendously valuable. 53:03.239 --> 53:04.520 But what I'm tired of, 53:04.560 --> 53:06.282 and I don't jump into this anymore, 53:06.923 --> 53:07.904 I'm just tired of just 53:07.964 --> 53:10.106 hearing people just complain about 53:11.522 --> 53:12.663 We're better than those. 53:12.923 --> 53:14.024 Do you realize we got all 53:14.304 --> 53:16.285 into this whole doctorate 53:16.325 --> 53:17.906 and course because we were 53:17.926 --> 53:19.887 comparing ourselves to other fields, 53:21.388 --> 53:21.688 right? 53:21.968 --> 53:24.190 We get into this because we're comparing. 53:24.490 --> 53:25.190 And now look, 53:26.311 --> 53:28.112 we're all in debt because we 53:28.132 --> 53:29.413 have all this higher education. 53:29.473 --> 53:30.694 So all the schools just said, hey, 53:30.734 --> 53:31.894 we'll just charge you more money. 53:32.635 --> 53:32.835 What? 53:33.235 --> 53:34.196 You think the money we were 53:34.216 --> 53:35.096 going to make coming out of 53:35.136 --> 53:36.637 school is magically going 53:36.657 --> 53:38.458 to be better because of third parties? 53:38.518 --> 53:39.399 They don't care. 53:40.310 --> 53:42.952 Like we created the problem we're in. 53:44.113 --> 53:44.814 So you know what? 53:45.274 --> 53:45.595 Own it. 53:46.015 --> 53:46.275 Say it. 53:46.856 --> 53:47.236 I own it. 53:47.256 --> 53:49.918 And let's start doing something about it. 53:50.179 --> 53:51.760 But that starts with you. 53:52.320 --> 53:53.421 Don't waste your time 53:53.481 --> 53:54.682 getting into these groups 53:54.943 --> 53:56.364 to try to change the world. 53:56.704 --> 53:59.347 Jeff Bezos said the most 53:59.407 --> 54:00.528 important thing you need to 54:00.588 --> 54:01.889 know is you need to be 54:01.989 --> 54:03.450 honest about the way the world is. 54:04.901 --> 54:05.661 And right now, 54:05.941 --> 54:07.082 here's the way the world is. 54:07.822 --> 54:09.382 Insurance companies want to 54:09.462 --> 54:12.323 cut what your value is and 54:12.363 --> 54:14.084 want to delay payments, period. 54:15.544 --> 54:17.225 Medicare is going to make it 54:17.265 --> 54:18.785 more and more difficult, period. 54:19.406 --> 54:21.726 People do not know what you do, period. 54:22.507 --> 54:23.087 You can change that. 54:24.116 --> 54:26.016 And let's start fixing it. 54:26.096 --> 54:27.617 You can't fix the insurance companies, 54:28.117 --> 54:29.077 but you can add in 54:29.737 --> 54:31.398 alternative payment methods. 54:31.578 --> 54:32.478 You can learn how to sell 54:32.518 --> 54:33.538 cash-based services. 54:33.978 --> 54:35.659 You can dial in and 54:35.719 --> 54:37.119 streamline your services 54:37.639 --> 54:39.239 and reduce your overhead. 54:39.479 --> 54:40.680 There's things you can do. 54:40.700 --> 54:42.980 And the people that we have worked with, 54:43.720 --> 54:44.841 they're making a lot of 54:44.941 --> 54:46.041 money doing these things. 54:46.341 --> 54:48.201 So it's not like you can't make money. 54:48.641 --> 54:49.642 You can make money. 54:50.442 --> 54:51.162 By providing value. 54:51.869 --> 54:52.869 You can't do it the way 54:52.949 --> 54:53.670 you're doing it now. 54:54.030 --> 54:54.330 Correct. 54:54.650 --> 54:55.570 So we're doing a different 54:55.610 --> 54:56.190 way of doing it. 54:56.670 --> 54:57.751 We did an episode or doing 54:57.771 --> 54:59.711 an episode recently where we wanted to, 54:59.731 --> 55:00.191 I wanted, 55:00.211 --> 55:01.892 I wanted a definitive answer from, 55:02.032 --> 55:02.572 from people. 55:02.612 --> 55:03.592 And I'll ask you this question. 55:04.293 --> 55:04.533 Sure. 55:06.353 --> 55:08.474 If you had a 22 or 23 year 55:08.514 --> 55:09.194 old in front of you and 55:09.214 --> 55:10.134 they asked you the question, 55:11.134 --> 55:12.135 is it worth it to become a 55:12.175 --> 55:13.055 physical therapist? 55:13.655 --> 55:14.515 How would you answer it? 55:15.036 --> 55:16.396 And it could be a yes or a no. 55:16.436 --> 55:17.496 And then a qualifier. 55:18.957 --> 55:19.797 What would you say to them? 55:20.488 --> 55:22.109 well the qualifier first 55:22.329 --> 55:24.049 would be if you're really 55:24.169 --> 55:26.570 passionate about it then 55:26.610 --> 55:27.770 the answer is absolutely 55:27.990 --> 55:28.910 and I've had people ask me 55:28.930 --> 55:29.830 people ask me all the time 55:29.910 --> 55:31.991 because they know I said 55:33.251 --> 55:36.092 but if you're focusing on 55:36.472 --> 55:38.893 really making a living and 55:39.253 --> 55:42.814 and um you would have to 55:42.854 --> 55:43.594 really question that 55:44.278 --> 55:45.459 Because the amount of money 55:45.519 --> 55:47.440 you're going to pay for the 55:47.480 --> 55:50.561 return on investment is very difficult. 55:51.181 --> 55:52.282 If you're going to say, 55:52.482 --> 55:53.823 I'm going to become a physical therapist, 55:53.843 --> 55:55.343 go get a job working for someone else, 55:55.563 --> 55:57.064 and show up and be a 55:57.144 --> 55:59.525 clinician who does this, 56:00.246 --> 56:01.686 and I'm holding my hand on a podcast, 56:01.706 --> 56:04.768 but if you are doing the minimum effort, 56:05.308 --> 56:06.068 are you shocked you're 56:06.088 --> 56:07.249 getting paid the minimum amount? 56:07.856 --> 56:09.779 viable salary you shouldn't 56:09.799 --> 56:11.461 be shocked can you provide 56:11.521 --> 56:12.502 more if the answer is yes 56:12.862 --> 56:13.583 my question would be why 56:13.623 --> 56:14.965 aren't you why aren't you 56:15.085 --> 56:16.427 showing someone you know I 56:16.467 --> 56:17.188 talked with a client every 56:17.208 --> 56:18.009 day it was like we have a 56:18.470 --> 56:19.170 their company within 56:19.230 --> 56:20.312 physical therapy a big one 56:21.693 --> 56:22.874 We provide a really great... 56:23.215 --> 56:24.476 They're a continuing education company. 56:24.836 --> 56:26.358 We provide great continuing education. 56:26.538 --> 56:27.378 The thing that we do, 56:27.419 --> 56:28.540 the thing that we teach works. 56:28.720 --> 56:29.480 It helps people. 56:29.641 --> 56:31.022 You get certified, it helps people. 56:31.663 --> 56:32.003 I said, 56:32.123 --> 56:35.106 how often are you showing people that? 56:35.366 --> 56:36.787 And they said, all the time, every day. 56:36.908 --> 56:38.409 And then I asked this next question, Jamie, 56:39.090 --> 56:40.091 can you show me that now? 56:41.112 --> 56:42.273 Show me on your website how 56:42.333 --> 56:43.994 you will help me become a 56:44.034 --> 56:45.476 better version of me so I 56:45.516 --> 56:46.557 can help more people 56:47.304 --> 56:47.704 doing that. 56:48.305 --> 56:49.065 And their website just 56:49.105 --> 56:50.206 talked about them and their 56:50.246 --> 56:51.046 history and their 56:51.086 --> 56:52.127 background and why they do 56:52.147 --> 56:53.188 what they do as a company. 56:53.528 --> 56:54.829 And I said, your website's about you. 56:54.949 --> 56:55.669 I need it to be about the 56:55.689 --> 56:56.370 people you serve. 56:56.750 --> 56:57.771 When you change that, 56:58.051 --> 56:59.092 we can change everything else. 56:59.152 --> 57:00.192 The videos, the media, 57:00.532 --> 57:02.033 that will be an extension because, 57:02.053 --> 57:04.235 and here's the nice little quote I use, 57:04.295 --> 57:05.356 we are not in tell business. 57:05.596 --> 57:06.937 We are in show business. 57:06.997 --> 57:08.037 Tell business is not a business. 57:08.357 --> 57:08.918 It ain't a business. 57:10.148 --> 57:11.949 We avoid telling people. 57:12.229 --> 57:12.749 I mean, 57:13.069 --> 57:14.310 you're more adept at this than I am, 57:14.350 --> 57:16.871 but we do some light 57:16.991 --> 57:18.192 training around websites. 57:18.252 --> 57:19.472 I'm not a website developer, 57:19.833 --> 57:21.293 but I'm a communicator. 57:21.773 --> 57:23.134 And you're absolutely right. 57:23.494 --> 57:24.775 When you look at a website, 57:24.835 --> 57:26.296 if you're not speaking to 57:26.356 --> 57:29.197 the person that you are trying to attract, 57:29.577 --> 57:31.138 then you're just basically telling them, 57:31.598 --> 57:32.899 it really isn't about you. 57:32.979 --> 57:34.099 It's all about me. 57:34.399 --> 57:35.180 So let's do this. 57:35.780 --> 57:36.821 my name is jamie schreier 57:36.861 --> 57:37.561 I'm going to give you my 57:37.601 --> 57:38.221 whole history and 57:38.262 --> 57:39.062 everything about me blah 57:39.082 --> 57:40.283 blah blah and all they're 57:40.423 --> 57:42.944 asking is can this person 57:43.364 --> 57:45.446 help me with my problem yes 57:45.526 --> 57:47.347 or no and if it's not a yes 57:47.387 --> 57:48.748 in two seconds I'm moving 57:48.908 --> 57:52.129 on so make it easy for 57:52.170 --> 57:54.951 people to say yes can they 57:55.151 --> 57:57.332 resonate with you and if 57:57.373 --> 57:59.294 they say no that's okay 57:59.734 --> 58:03.256 we're so afraid of no yeah right like 58:04.366 --> 58:05.687 Let's not be afraid of no. 58:06.587 --> 58:07.067 Lean into it. 58:07.107 --> 58:07.988 No just saves you time. 58:08.508 --> 58:08.968 I like that. 58:09.209 --> 58:09.909 All right. 58:09.949 --> 58:11.650 We do a parting shot with every episode. 58:11.670 --> 58:12.610 You ready for your parting shot? 58:13.331 --> 58:13.751 Yeah, sure. 58:28.612 --> 58:29.452 Parting Shot is brought to 58:29.472 --> 58:30.373 you by our friends from the 58:30.413 --> 58:32.453 Academy of Orthopedic Physical Therapy. 58:32.493 --> 58:35.134 Find them online at orthopt.org. 58:35.674 --> 58:36.695 They're a profession leading 58:36.815 --> 58:37.655 current concepts of 58:37.715 --> 58:39.576 orthopedic physical therapy, 58:39.616 --> 58:40.356 taking you from where you 58:40.496 --> 58:41.696 are in your orthopedic life 58:41.896 --> 58:42.697 to where you want to be. 58:42.717 --> 58:44.617 Maybe you want to take that OCS exam. 58:44.997 --> 58:46.338 This is a great guide that 58:46.358 --> 58:47.198 will help you get to that. 58:47.498 --> 58:48.098 At least they're not going 58:48.118 --> 58:48.959 to take the test for you, 58:49.339 --> 58:50.119 but it'll get you to the 58:50.219 --> 58:52.680 test day feeling confident and competent. 58:53.460 --> 58:56.102 Again, orthopt.org. 58:56.162 --> 58:56.823 All right, Jamie, 58:57.103 --> 58:58.945 how would you wrap this up? 58:59.065 --> 59:00.486 Or what's the sentiment 59:00.506 --> 59:01.086 you'd want to leave with 59:01.106 --> 59:02.047 people with their party shop? 59:04.069 --> 59:04.769 Yeah, good question. 59:04.789 --> 59:05.950 We've talked about a lot of things, 59:05.990 --> 59:09.233 but I think it all stems to, look, 59:09.673 --> 59:11.835 all of us deserve to be successful. 59:12.556 --> 59:14.837 All of us deserve to be happy. 59:15.738 --> 59:17.259 All of us deserve to... 59:18.735 --> 59:21.076 fulfill this dream and this 59:21.216 --> 59:22.536 ideal of helping others. 59:23.416 --> 59:25.477 All of that happens when you 59:25.517 --> 59:28.217 look inward to yourself and 59:28.237 --> 59:29.818 you ask the tough questions. 59:30.578 --> 59:32.638 Am I achieving those now? 59:33.158 --> 59:34.319 And only you can answer that. 59:34.359 --> 59:35.839 You don't have to tell anyone else this. 59:36.539 --> 59:38.380 And if the answer is no, 59:39.240 --> 59:41.100 what would I have to do to 59:41.140 --> 59:44.221 begin moving forward to 59:44.301 --> 59:45.361 achieving those things? 59:45.682 --> 59:47.382 What would I have to become 59:48.564 --> 59:50.645 Who is the person I would have to be? 59:51.705 --> 59:54.706 Am I putting the amount of 59:55.046 --> 59:58.507 effort into growing myself 59:58.567 --> 01:00:00.608 to become a better leader, 01:00:00.648 --> 01:00:01.988 a better business owner and 01:00:02.028 --> 01:00:02.568 what have you? 01:00:03.309 --> 01:00:04.449 That's what we're talking about. 01:00:04.549 --> 01:00:05.589 Because if you are, 01:00:05.609 --> 01:00:07.390 there's lots of resources. 01:00:07.690 --> 01:00:08.510 Practice Freedom U, 01:00:08.550 --> 01:00:09.471 that's what we're built on. 01:00:09.911 --> 01:00:11.571 We're built on helping people do that. 01:00:11.811 --> 01:00:12.632 And there's other companies 01:00:12.692 --> 01:00:13.452 out there as well. 01:00:14.232 --> 01:00:16.253 But if you stay focused 01:00:17.768 --> 01:00:19.349 If you stay into the same 01:00:19.409 --> 01:00:20.550 way of looking at things 01:00:20.910 --> 01:00:22.371 and same way of justifying 01:00:22.451 --> 01:00:24.153 things and the same way of 01:00:24.213 --> 01:00:26.274 making you feel like like 01:00:26.815 --> 01:00:29.056 everything else is the problem, not me. 01:00:29.677 --> 01:00:30.858 You're not going to get what 01:00:30.918 --> 01:00:33.760 you want and you absolutely deserve. 01:00:34.220 --> 01:00:35.601 And the problem with that is 01:00:35.621 --> 01:00:36.722 and this is where I have a problem. 01:00:36.882 --> 01:00:38.243 You can choose not to do that, 01:00:38.783 --> 01:00:40.004 but it's going to affect your staff. 01:00:40.945 --> 01:00:42.246 It's going to affect your patients. 01:00:42.626 --> 01:00:43.807 It's going to affect your community. 01:00:43.907 --> 01:00:44.608 It's going to affect the 01:00:44.668 --> 01:00:46.009 people that you actually 01:00:46.409 --> 01:00:47.310 love and care about, 01:00:47.610 --> 01:00:48.811 let alone it's going to 01:00:48.831 --> 01:00:50.332 affect your family because 01:00:50.352 --> 01:00:51.133 you're not going to be home 01:00:51.153 --> 01:00:51.713 and you're not going to be 01:00:51.753 --> 01:00:52.774 pleasant to be around 01:00:53.094 --> 01:00:54.415 because business is stressful, 01:00:54.656 --> 01:00:56.757 especially when you do it incorrectly. 01:00:57.198 --> 01:00:58.278 So that's what we really 01:00:58.359 --> 01:00:59.079 talked about here. 01:00:59.640 --> 01:01:01.281 If you want help, if you need help, 01:01:01.921 --> 01:01:02.481 Reach out, 01:01:02.881 --> 01:01:04.662 start off by taking the practice quiz. 01:01:04.682 --> 01:01:06.162 I'm sure Jimmy will have that on there. 01:01:06.443 --> 01:01:08.083 The practice quiz helps you 01:01:08.123 --> 01:01:09.764 start to identify where you 01:01:09.864 --> 01:01:10.664 are in your business. 01:01:11.124 --> 01:01:12.104 There's different problems 01:01:12.124 --> 01:01:13.465 for different areas of your business, 01:01:13.505 --> 01:01:14.765 which means different solutions. 01:01:15.145 --> 01:01:16.226 And it lets you know whether 01:01:16.246 --> 01:01:17.366 you're a committed clinician, 01:01:17.786 --> 01:01:18.706 overwhelmed operator, 01:01:18.786 --> 01:01:19.807 evolving entrepreneur. 01:01:20.207 --> 01:01:21.267 Once you take the quiz, 01:01:21.307 --> 01:01:23.588 it'll give you tips and 01:01:23.668 --> 01:01:25.349 ideas and advice of what to do. 01:01:25.369 --> 01:01:27.789 And then you can set up a 01:01:27.889 --> 01:01:29.090 free quiz review. 01:01:29.930 --> 01:01:31.111 that we can talk through it 01:01:31.252 --> 01:01:33.654 and see what some next steps are for you. 01:01:34.375 --> 01:01:35.616 Love it. 01:01:35.797 --> 01:01:37.018 Jamie, thank you for the time. 01:01:37.038 --> 01:01:39.340 It was very much a therapy 01:01:39.360 --> 01:01:40.121 session for Jimmy. 01:01:40.282 --> 01:01:41.923 But look, progress. 01:01:42.744 --> 01:01:43.705 I'm doing the things. 01:01:43.765 --> 01:01:44.326 Progress, not perfection. 01:01:44.826 --> 01:01:45.888 Progress, not perfection. 01:01:45.908 --> 01:01:46.408 All right. 01:01:46.428 --> 01:01:46.889 They say the best 01:01:46.929 --> 01:01:48.390 conversations happen at happy hour. 01:01:48.410 --> 01:01:49.411 Thanks for coming to ours.