Entitlement vs. Ownership: What PTs Need to Hear About Their Careers

WEBVTT

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Good Chicago morning to you.

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Live from some hotel in

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Chicago because I don't

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need any of you yahoos

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calling and waking me up

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with like a like a prank wake up call.

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I've had that before.

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It's super early here, Dave.

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I know we're live at eight thirty eastern,

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but seven thirty eastern or

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seven thirty central is

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where I am right now.

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How you doing?

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No Tony today, by the way.

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We appreciate you waking up

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an extra hour early.

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And yeah, no Tony today.

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No Tony today.

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Tony is out.

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Is he at the fishing hole or

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something like that?

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That's what he's doing?

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They're at an undisclosed

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family lake house, I think it is.

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Oh, good for him.

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That's good.

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All right.

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We have a problem with YouTube.

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I'm trying to get us live on

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YouTube right now.

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Hang on a second.

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But I will talk about us and

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what we did last night.

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And by us, I mean me.

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I'm in Chicago.

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I went to this event.

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There's a photo from it.

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I am not a great photographer.

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I feel like if you're at a

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cool event and you take a picture,

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it always looks like

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there's three people at the event.

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I'm just not a good photographer.

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But this event was full.

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It was the health to tech event.

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I flew all the way to Chicago for it.

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because I think it's a

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stunningly simple and

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brilliant idea and this guy

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alex came up with this idea

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and he's like a tech ceo

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he's got this like startup

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and he's worked in health

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tech for like thirteen

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years interview coming out

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with alex I interviewed him

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yesterday before the event

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and he's sitting there

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probably thinking like hey

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how do I get more people

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who might be like

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influential to my organization's success

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But then he went one step further,

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which is like, well, to help my success,

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I actually should help other people.

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So he throws these impromptu

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like pub nights.

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where the formula is pretty easy.

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If there's a speaker,

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he's about to introduce the

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speaker last night.

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She spoke on using

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storytelling in your

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communications and

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marketing to a room full of tech people.

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And I remember like a lot of

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them were like, hmm.

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When I talked to her, I grabbed her,

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and I'll have her on the show too,

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because she's smart.

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I said,

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how is this usually received by

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tech people?

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And she's like, they love it,

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but they never do it.

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And I'm like, right, right, right.

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Everybody agrees it needs to be done,

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but then they're like, oh,

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we don't do it.

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It was a great event.

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I loved it.

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The bumpability,

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which is what we talk about

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after the event, was fantastic.

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The bumpability for this was...

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The people in the room that

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you want to be bumping into on LinkedIn,

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except now you're giving

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them you're having eye contact.

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They're handing you their business cards.

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I got a pile of business

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cards like these are the

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these are the exact right

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people you want to be in the room with.

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And it's anti LinkedIn.

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Right.

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Alex goes into why in the interview,

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why it was why it's really

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successful and all the

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reasons that you and I

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would probably point out.

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people were starved for in,

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in human contact, uh,

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in person contact during COVID.

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This thing comes back.

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He has them at like this

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place called the yard.

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Do you, are there places?

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They told me the staff there

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told me they have locations in New York.

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It's like a cool.

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We work.

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Have you seen this?

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Like a co-op?

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Yeah.

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A non, we were co-op.

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Yeah.

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They're new.

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Um,

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staff was there it was very

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nice it's called the yard

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and I made several

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milkshake jokes and they

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did not understand them I

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think the staff is too

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young I think I have aged

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out of milkshake jokes and

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I'm like this is great you

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guys should have milkshakes

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and they're like oh yeah

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that we'll put that on a

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list yeah ice cream

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whatever because you want

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to bring more people to the

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yard and she was like yes

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yeah so you can pass our

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cards out and I was like

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never mind so I wanted to

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retell that joke here

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because at least I got a

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giggle out of dave anyway

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This brings up what this

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made me think of was I

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think the number was thirty two.

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Somebody wrote a book called

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The Thirty Two Immutable

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Laws of Marketing.

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And I've talked about them

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before without ever maybe

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referencing a list,

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which is if your thing is big,

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how can you make it small?

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If it's small, how can you make it big?

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If it's visible,

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how can you make it invisible?

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Just all the vice versa.

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I think health to tech

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events work because they

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are the opposite of LinkedIn.

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They are the in-person LinkedIn.

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Great event.

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He's doing more of them.

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There's one coming to New York.

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I did not want to wait to

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scope my first one out.

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That's why I flew to Chicago,

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because I think this is a

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stunningly great idea.

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And here's what I want

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people to do who are in health tech.

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I don't want you to come.

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I want you to come because I

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want to take all the good

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vibes and all the meetings for myself.

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So don't come to these events.

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Don't go to health the

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number two tech dot com and

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see where the events are.

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So he pretty much does Boston, New York,

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Philly, D.C., Chicago,

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and then he just rotates.

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He has different frequencies

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for different cities.

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New York, I think he does every month.

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So if you're in health tech,

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don't go to these events.

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They'll be horrible for your

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career because you'll have

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way too many people to talk to.

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So it was a good event.

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I loved it.

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Alex, again, kudos to you.

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Another backstory I'll say

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before we move to the next

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topic was he's a Ukrainian refugee.

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He left during the war.

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I mean,

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this guy was like – he could have

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just done –

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you know, just survived, but he didn't.

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He came to the U.S.

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on a visa.

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And I don't know, in my opinion,

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there's no way to measure

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how many connections he's

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fostered so far or how many

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he'll do in the end, right?

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There's really no way to

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really measure this,

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but this will be the

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meeting for several things

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that will happen and blow

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up in health tech in the future.

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It'd be awesome.

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So that's the event.

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Kudos to Alex.

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Episode out soon.

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See,

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and this is the beauty of in-person

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anything compared to virtual anything.

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And this is why, for multiple reasons,

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like I always jab Tony

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because Tony comes up with

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these like virtual, you know, telehealth,

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you know,

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video visits and virtual

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programs and this and that.

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Hold on, Tony's not here, so I'll be Tony.

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How did you find out about this?

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I'm like, I'm LinkedIn.

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And he's like, right.

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Yeah.

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But,

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but now I used to go to these in the

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city here in, in,

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in New York through like diff,

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like meetup and these

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different other platforms.

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And it was very, it was similar.

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It was like when I had

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initial and it was like a

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couple of different people

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would talk about their

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software companies or

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they'd have a speaker or whatever,

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or they'd have it like an

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investor that's speaking.

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There was pitch nights.

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There were, you know,

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That's a cool idea.

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Pitch that.

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You could submit your startup,

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your business plan, your mock-ups,

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whatever.

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And there's a huge

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difference between that.

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I don't want to get too far into it,

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but I went to this one.

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This dude pitched.

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This was this was twenty

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fourteen or fifteen.

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This dude pitched like it

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was like the Instagram for

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health care images.

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So it was like imaging and

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things like that.

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It was called Insight Medi.

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Long story short,

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we met in twenty fourteen and and I,

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we have our honeymoon in

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Spain in twenty fifteen.

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I messaged him on Twitter,

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DM on Twitter like, hey, dude,

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like we met in New York and

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you pitched like you didn't

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win or like whatever,

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like he he was hard on himself.

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I was like, dude, that was a great pitch.

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We met up in Spain a year

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later and like we've gone

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to Spain and Germany

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multiple times to see him

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and his family just from

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one of these events.

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Like, we – and he'll come to Brooklyn.

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He stayed – him and his

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family have stayed with us.

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We're good friends.

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We just spoke.

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They're moving somewhere

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else in Spain right now.

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He can't do that online.

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And that's just relationship building,

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like, you know, peer-to-peer,

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colleague-to-colleague.

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And this is – regardless of price,

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regardless of insurance –

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This is my opinion,

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why there is no ultimate

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value in doing some virtual

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thing where you're trying

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to help someone either out of pain,

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out of an injury, get them back to sport,

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get them back to like,

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there's so many constraints

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to the virtual.

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And these are some of the

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anecdotal non-clinical stories, right?

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Like that guy, Alex, has a tech company.

00:08:02.281 --> 00:08:03.322
You're in a tech company.

00:08:03.682 --> 00:08:05.124
You have tech offerings.

00:08:05.423 --> 00:08:07.285
But then you get a room full

00:08:07.345 --> 00:08:09.766
of technologists that are

00:08:09.987 --> 00:08:11.668
meeting in person because

00:08:11.689 --> 00:08:13.550
their whole world is virtual.

00:08:14.571 --> 00:08:15.170
And then they do this.

00:08:15.752 --> 00:08:16.872
That could have been a Zoom call.

00:08:16.911 --> 00:08:17.673
Why was it in person?

00:08:17.713 --> 00:08:18.153
You know what I mean?

00:08:18.192 --> 00:08:19.394
It's just fascinating.

00:08:21.769 --> 00:08:22.831
it's fascinating like the

00:08:23.011 --> 00:08:24.052
the commonalities and the

00:08:24.072 --> 00:08:25.694
differences of like virtual

00:08:25.874 --> 00:08:28.216
work or play and in-person

00:08:28.396 --> 00:08:30.978
work or play or recreation

00:08:31.019 --> 00:08:32.240
you're gonna hate the next

00:08:32.259 --> 00:08:34.761
thing I'm gonna say though

00:08:34.802 --> 00:08:36.023
so alex is all about he got

00:08:36.062 --> 00:08:37.543
first the alex is all about

00:08:37.563 --> 00:08:38.966
the in-person events he is

00:08:39.005 --> 00:08:40.027
the one fostering the

00:08:40.147 --> 00:08:41.368
anti-linkedin right the

00:08:41.427 --> 00:08:43.289
in-person linkedin alex is

00:08:43.370 --> 00:08:45.030
also a tech ceo I wasn't

00:08:45.051 --> 00:08:45.692
planning on doing this I

00:08:45.711 --> 00:08:46.432
was going to save it for

00:08:46.471 --> 00:08:47.813
his interview but I'll pop it out

00:08:48.668 --> 00:08:51.110
This is his product that he has created.

00:08:52.230 --> 00:08:56.474
So Yod, your online doctor diagnostics,

00:08:56.815 --> 00:08:58.336
he is creating a tool that

00:08:58.355 --> 00:08:59.056
you're looking at here if

00:08:59.076 --> 00:09:01.697
you're watching a live stream.

00:09:01.758 --> 00:09:03.078
It looks like one of the

00:09:03.119 --> 00:09:04.019
handheld thermometers,

00:09:04.379 --> 00:09:05.480
like the forehead thermometers.

00:09:05.760 --> 00:09:07.442
Yeah, and it's going to diagnose what?

00:09:08.533 --> 00:09:10.894
So what you do is his goal,

00:09:11.394 --> 00:09:12.894
his vision is everybody in

00:09:12.934 --> 00:09:13.995
America or everybody in the

00:09:14.035 --> 00:09:15.176
world has one of these

00:09:15.216 --> 00:09:16.277
things that has multiple

00:09:16.297 --> 00:09:18.618
attachments under their bathroom sink.

00:09:19.456 --> 00:09:20.758
And when you need to triage,

00:09:20.778 --> 00:09:22.119
do I go to the emergency room?

00:09:22.379 --> 00:09:23.659
Is my kid that sick enough?

00:09:24.120 --> 00:09:25.240
Or they just need to take,

00:09:25.441 --> 00:09:26.142
they can write a script.

00:09:26.562 --> 00:09:29.364
You telehealth call your doctor.

00:09:29.604 --> 00:09:30.625
Boom, there's a Zoom call.

00:09:31.284 --> 00:09:32.926
But now the doctor needs more information.

00:09:33.006 --> 00:09:34.528
They might need to know temperature.

00:09:34.687 --> 00:09:35.607
They might need to look in

00:09:35.628 --> 00:09:36.729
their ear or your throat.

00:09:37.089 --> 00:09:38.309
They might need an EKG.

00:09:39.610 --> 00:09:40.991
I don't know so he's got

00:09:41.032 --> 00:09:43.474
this multi-tooled thing

00:09:43.494 --> 00:09:45.054
that bluetooth's so now

00:09:45.075 --> 00:09:45.956
when you plug it in the

00:09:45.995 --> 00:09:47.557
doctor's like all right mom

00:09:47.756 --> 00:09:48.798
like put that in the kid's

00:09:48.878 --> 00:09:50.259
ear oh yeah that's inflamed

00:09:50.298 --> 00:09:51.219
like boop that's an ear

00:09:51.240 --> 00:09:52.440
infection got it let's just

00:09:52.460 --> 00:09:53.380
get instead of waiting for

00:09:53.421 --> 00:09:55.403
five hours in the er the

00:09:55.482 --> 00:09:56.943
multiple attachment tool so

00:09:56.984 --> 00:09:58.063
it's an extension

00:09:59.565 --> 00:10:02.066
of the provider used by mom

00:10:02.086 --> 00:10:04.046
or dad or somebody not to prevent,

00:10:04.066 --> 00:10:05.826
not to replace them and not

00:10:05.846 --> 00:10:07.086
to replace an ER visit.

00:10:07.687 --> 00:10:08.187
But gosh,

00:10:08.207 --> 00:10:09.687
if you could knock ER visits down

00:10:09.927 --> 00:10:11.148
by twenty percent at three

00:10:11.187 --> 00:10:11.948
o'clock in the morning.

00:10:12.509 --> 00:10:14.970
So this is example of like

00:10:14.990 --> 00:10:16.889
someone who embraces both.

00:10:17.070 --> 00:10:18.410
So I don't disagree with you,

00:10:18.551 --> 00:10:19.910
but in some cases it

00:10:19.951 --> 00:10:21.071
wouldn't be bad because

00:10:21.171 --> 00:10:24.211
I've done telehealth to triage my dad,

00:10:24.532 --> 00:10:25.673
not dragging my dad into a

00:10:25.712 --> 00:10:26.972
doctor's visit when I didn't need to.

00:10:28.846 --> 00:10:29.907
So that device,

00:10:31.248 --> 00:10:32.067
it makes sense to be an

00:10:32.107 --> 00:10:33.509
extension of a virtual visit,

00:10:33.589 --> 00:10:34.308
of a telehealth visit.

00:10:34.328 --> 00:10:35.788
Because when you do a telehealth visit,

00:10:35.828 --> 00:10:37.250
you don't have those components.

00:10:37.690 --> 00:10:38.570
You have nothing.

00:10:38.669 --> 00:10:40.490
To relay to a physician or a

00:10:40.671 --> 00:10:41.791
nurse practitioner or whoever,

00:10:42.530 --> 00:10:44.731
NP or a physician assistant or whatever.

00:10:44.751 --> 00:10:46.611
A stethoscope so they can hear the cough.

00:10:46.631 --> 00:10:48.173
That's just cool.

00:10:48.212 --> 00:10:50.514
So he's at, like, he built a website.

00:10:50.553 --> 00:10:51.354
It looks beautiful.

00:10:51.433 --> 00:10:52.153
It's designed well.

00:10:52.193 --> 00:10:55.174
But, like, I'm assuming he, like,

00:10:55.514 --> 00:10:56.294
has he raised money?

00:10:56.514 --> 00:10:57.816
Is this a new development?

00:10:58.897 --> 00:11:01.678
Um, I ha I would have to ask him again.

00:11:01.778 --> 00:11:02.019
Yeah.

00:11:02.178 --> 00:11:03.740
I mean, he held me, he handed me one.

00:11:03.840 --> 00:11:04.399
Like he has a,

00:11:04.500 --> 00:11:05.541
he has a working prototype

00:11:05.921 --> 00:11:06.782
at the event yesterday.

00:11:08.072 --> 00:11:09.952
So, and he has competition.

00:11:09.993 --> 00:11:11.374
He mentioned who the competition was.

00:11:11.394 --> 00:11:11.693
He's like,

00:11:12.134 --> 00:11:13.934
we're not the only people to do this.

00:11:13.955 --> 00:11:14.595
There's another one,

00:11:14.615 --> 00:11:16.255
but their price point is, you know,

00:11:16.316 --> 00:11:17.296
five or six times higher

00:11:17.316 --> 00:11:18.116
than we'd like it to be.

00:11:18.736 --> 00:11:20.577
Alex, in my head, I was thinking,

00:11:20.658 --> 00:11:21.557
what would I pay for this, right?

00:11:21.577 --> 00:11:22.418
I started thinking like, Dave,

00:11:22.759 --> 00:11:23.259
what would I pay for?

00:11:23.339 --> 00:11:24.240
Are people gonna pay for this?

00:11:24.799 --> 00:11:26.441
He wants to make it,

00:11:26.581 --> 00:11:27.561
he wants to make it two digits,

00:11:27.681 --> 00:11:28.902
ninety-nine dollars or less.

00:11:29.442 --> 00:11:29.841
Because I'm like,

00:11:29.861 --> 00:11:30.722
that's the way you get it

00:11:30.822 --> 00:11:33.183
underneath everybody's kitchen sink.

00:11:34.183 --> 00:11:37.164
The amount of money to build

00:11:37.205 --> 00:11:38.725
this thing that's actually accurate,

00:11:38.804 --> 00:11:40.144
that can do all the vital

00:11:40.184 --> 00:11:42.765
signs is going to be astronomical.

00:11:42.846 --> 00:11:43.546
I wish him the best.

00:11:43.686 --> 00:11:45.666
I have a twelve month old son.

00:11:46.027 --> 00:11:46.826
I would pay one hundred

00:11:46.846 --> 00:11:47.907
dollars right now for it.

00:11:48.246 --> 00:11:48.807
I would pay one hundred.

00:11:49.086 --> 00:11:50.908
I would pay I would probably

00:11:50.927 --> 00:11:52.087
pay a couple multiple

00:11:52.128 --> 00:11:53.008
hundreds for it right now.

00:11:54.008 --> 00:11:54.707
But if it worked,

00:11:55.109 --> 00:11:56.109
the amount of money this

00:11:56.129 --> 00:11:57.589
thing will need to get in

00:11:57.688 --> 00:11:58.989
front of consumers across

00:11:59.028 --> 00:12:01.909
the country is going to be raising like

00:12:03.870 --> 00:12:04.991
tens of millions,

00:12:05.052 --> 00:12:07.874
if not hundreds of millions of dollars.

00:12:08.053 --> 00:12:09.455
I hope he can do it.

00:12:10.034 --> 00:12:12.057
Someone's going to do it.

00:12:12.976 --> 00:12:13.798
Or he gets bought.

00:12:14.467 --> 00:12:15.408
Right?

00:12:15.528 --> 00:12:16.730
Or someone's like, you're- I mean,

00:12:16.889 --> 00:12:18.791
Amazon bought one medical, right?

00:12:19.272 --> 00:12:21.994
So if they don't already have it,

00:12:22.134 --> 00:12:23.495
if they're not already working on it,

00:12:23.715 --> 00:12:25.255
then either it's not a big enough market,

00:12:25.515 --> 00:12:26.576
it's not enough where they

00:12:26.596 --> 00:12:27.918
can get the price down to

00:12:28.097 --> 00:12:29.099
sell to everyone who has

00:12:29.139 --> 00:12:30.179
Amazon Prime or whatever.

00:12:31.941 --> 00:12:32.721
I'm just being a realist.

00:12:32.761 --> 00:12:34.123
Like if he were to pitch me

00:12:34.202 --> 00:12:35.563
on investing in this, let's just say,

00:12:35.604 --> 00:12:37.245
like, I'm not saying he is, I don't know.

00:12:38.385 --> 00:12:41.268
I would not invest in this because this is,

00:12:41.467 --> 00:12:41.808
this is,

00:12:42.528 --> 00:12:43.610
going to take a ton of money

00:12:44.150 --> 00:12:45.052
to actually get done.

00:12:45.172 --> 00:12:46.734
And then they get it into

00:12:46.793 --> 00:12:48.316
some different consumer

00:12:48.375 --> 00:12:49.538
portals so that more people

00:12:49.577 --> 00:12:50.619
find out about it, know about it,

00:12:50.658 --> 00:12:50.918
whatever.

00:12:52.267 --> 00:12:52.927
And then it's one of these

00:12:52.947 --> 00:12:53.486
things where it's,

00:12:54.427 --> 00:12:55.327
you have to buy it when you

00:12:55.347 --> 00:12:55.888
don't need it.

00:12:56.307 --> 00:12:57.089
And then when you need it

00:12:57.149 --> 00:12:58.168
and you don't have it, it's like, wait,

00:12:58.428 --> 00:12:59.109
now it's going to take two

00:12:59.129 --> 00:13:00.049
days on Amazon prime or

00:13:00.070 --> 00:13:00.710
it's going to take seven

00:13:00.730 --> 00:13:01.490
days to order it from his

00:13:01.529 --> 00:13:02.169
website or whatever.

00:13:02.730 --> 00:13:03.291
So it's one of those,

00:13:03.730 --> 00:13:04.490
it's one of those things

00:13:04.530 --> 00:13:06.812
that is more like a, what's,

00:13:06.971 --> 00:13:07.991
what's the analogy?

00:13:08.032 --> 00:13:08.873
Like it's more like a

00:13:09.133 --> 00:13:10.572
vitamin instead of a painkiller.

00:13:10.852 --> 00:13:13.094
It's like, I, I don't have like, yeah,

00:13:13.274 --> 00:13:14.173
yeah, yeah.

00:13:14.214 --> 00:13:15.195
So like you'd have to order

00:13:15.215 --> 00:13:17.254
it ahead of time and when

00:13:17.274 --> 00:13:17.775
you don't need it.

00:13:18.135 --> 00:13:20.316
Uh, fascinating, really interesting.

00:13:21.076 --> 00:13:21.236
Um,

00:13:23.690 --> 00:13:25.370
I just don't think there's

00:13:25.389 --> 00:13:26.091
going to be a mass.

00:13:26.370 --> 00:13:27.750
Let's just say, I don't know,

00:13:27.870 --> 00:13:29.892
in twenty five years,

00:13:30.732 --> 00:13:31.373
I don't think there's going

00:13:31.393 --> 00:13:32.634
to be a huge change in the

00:13:32.653 --> 00:13:33.774
amount of in-person that we

00:13:33.833 --> 00:13:35.455
do versus telehealth and virtual.

00:13:35.534 --> 00:13:39.476
But anyway, that's my bias.

00:13:39.496 --> 00:13:39.897
Tony's here.

00:13:42.205 --> 00:13:44.166
Tony was on a lake right now.

00:13:44.726 --> 00:13:46.488
He's already out on the lake.

00:13:46.869 --> 00:13:47.129
Good.

00:13:47.149 --> 00:13:47.808
It's early.

00:13:47.849 --> 00:13:49.451
If you're on vacation, dude,

00:13:49.971 --> 00:13:50.991
you have a certain amount of hours.

00:13:51.011 --> 00:13:52.153
So he's in the back of a boat.

00:13:52.572 --> 00:13:53.494
He's wearing Crocs.

00:13:54.294 --> 00:13:55.254
So I'm about to make fun of

00:13:55.274 --> 00:13:56.196
him for that when he gets back.

00:13:56.216 --> 00:13:58.597
But hey, listen, you're on a boat, dude.

00:13:58.618 --> 00:13:59.399
You could be made fun of.

00:13:59.958 --> 00:14:01.200
What do you want to talk about next?

00:14:01.220 --> 00:14:02.081
Do you want to talk about...

00:14:04.282 --> 00:14:06.302
the thing that I brought to the group chat,

00:14:06.643 --> 00:14:07.443
the thing in New York,

00:14:07.524 --> 00:14:08.024
or do you want to talk

00:14:08.043 --> 00:14:09.104
about the guy that you have

00:14:09.144 --> 00:14:10.424
the thing in the live show?

00:14:10.544 --> 00:14:12.666
I have both ready.

00:14:12.686 --> 00:14:13.306
Let me see.

00:14:13.346 --> 00:14:14.145
Let me, well,

00:14:14.166 --> 00:14:15.326
you started off with the Alex thing.

00:14:15.386 --> 00:14:16.326
Let me go with,

00:14:17.167 --> 00:14:18.587
how about the Greg Todd rant?

00:14:19.599 --> 00:14:21.961
that I sent in the chat.

00:14:21.980 --> 00:14:22.961
Yeah, yeah.

00:14:22.981 --> 00:14:23.442
Okay,

00:14:23.461 --> 00:14:25.604
so Greg Todd on his story yesterday

00:14:25.683 --> 00:14:27.166
posted a, I guess,

00:14:27.405 --> 00:14:29.006
so this is a post from Physiogram.

00:14:29.908 --> 00:14:30.869
Salary discrepancy,

00:14:30.989 --> 00:14:32.190
experienced physical therapist here.

00:14:32.789 --> 00:14:33.510
Annual billing,

00:14:33.530 --> 00:14:34.552
three hundred forty K to

00:14:34.591 --> 00:14:37.674
three hundred sixty K. Annual pay,

00:14:37.774 --> 00:14:38.895
one hundred and five K. So

00:14:38.916 --> 00:14:40.216
they're billing three

00:14:40.236 --> 00:14:41.398
hundred forty to three

00:14:41.418 --> 00:14:43.019
hundred sixty thousand dollars per year.

00:14:44.307 --> 00:14:45.067
sounds like an in-network

00:14:45.128 --> 00:14:46.187
practice but could be out

00:14:46.227 --> 00:14:46.969
of network as well but

00:14:47.028 --> 00:14:47.668
probably in their work

00:14:48.350 --> 00:14:49.951
their annual pay salary

00:14:49.971 --> 00:14:50.910
compensation whatever is a

00:14:50.931 --> 00:14:51.572
hundred five thousand

00:14:51.591 --> 00:14:53.092
dollars they just receive a

00:14:53.153 --> 00:14:54.493
generous point five percent

00:14:54.572 --> 00:14:55.734
merit-based raise which

00:14:55.793 --> 00:14:56.934
honestly felt like someone

00:14:57.115 --> 00:14:58.015
and I'm just quoting this

00:14:58.355 --> 00:14:59.876
this post which honestly

00:14:59.917 --> 00:15:01.378
felt like someone tossed

00:15:01.398 --> 00:15:02.378
scraps off the corporate

00:15:02.398 --> 00:15:03.158
table and called it a

00:15:03.178 --> 00:15:04.158
reward I'm curious maybe

00:15:04.178 --> 00:15:05.019
the clinic owners regional

00:15:05.059 --> 00:15:06.841
managers vp ceos can help

00:15:06.860 --> 00:15:07.441
me understand the

00:15:07.480 --> 00:15:08.961
sustainability model here

00:15:09.383 --> 00:15:10.663
how is capping a pt's

00:15:10.702 --> 00:15:11.583
financial growth while

00:15:11.624 --> 00:15:12.884
squeezing maximum billing

00:15:13.445 --> 00:15:15.505
from them, supposed to work long-term.

00:15:16.326 --> 00:15:20.109
PTs aren't neither blind nor dumb,

00:15:20.470 --> 00:15:22.010
and burnout isn't just a buzzword.

00:15:22.431 --> 00:15:24.052
Would love some insight from the top,

00:15:24.091 --> 00:15:25.452
preferably someone other than,

00:15:25.832 --> 00:15:27.094
thanks for all you do,

00:15:27.614 --> 00:15:28.715
and pizza for lunch.

00:15:28.815 --> 00:15:31.736
Because pizza, you know, yeah.

00:15:32.037 --> 00:15:32.496
So to be clear,

00:15:32.517 --> 00:15:33.898
this wasn't written by Greg Todd,

00:15:33.918 --> 00:15:35.278
but Greg Todd screenshotted

00:15:35.318 --> 00:15:36.659
it and then was commenting on it.

00:15:37.543 --> 00:15:37.842
Well, yeah,

00:15:37.863 --> 00:15:40.225
and his comment in text form was,

00:15:40.885 --> 00:15:41.927
nobody's going to tell this

00:15:42.227 --> 00:15:42.988
person the truth.

00:15:43.308 --> 00:15:44.690
They actually get paid too much,

00:15:45.009 --> 00:15:46.471
which I was like, whoa!

00:15:47.413 --> 00:15:49.394
And then the next story of

00:15:49.434 --> 00:15:51.576
his was him verbally saying

00:15:52.937 --> 00:15:55.000
that this PT that's making

00:15:55.019 --> 00:15:55.620
one hundred and five

00:15:55.660 --> 00:15:56.701
thousand dollars per year

00:15:57.162 --> 00:15:57.842
somewhere in the U.S.,

00:15:59.035 --> 00:15:59.677
is entitled.

00:16:00.277 --> 00:16:00.758
Now,

00:16:01.979 --> 00:16:05.101
before I even say if I agree with this

00:16:05.142 --> 00:16:05.481
or not,

00:16:05.562 --> 00:16:07.703
or if you agree with Greg Todd or not,

00:16:08.544 --> 00:16:11.388
any thoughts or takeaways on the post?

00:16:12.589 --> 00:16:14.510
Got to love a nice anonymous post.

00:16:14.551 --> 00:16:15.211
Got to love it.

00:16:15.631 --> 00:16:17.254
Well, yeah, the anonymous posts.

00:16:17.333 --> 00:16:19.054
And I have flipped from being like,

00:16:19.075 --> 00:16:19.956
what's the problem?

00:16:19.975 --> 00:16:21.096
Unless you're a whistleblower.

00:16:21.928 --> 00:16:22.149
Right?

00:16:23.169 --> 00:16:23.750
Then it's fine.

00:16:23.791 --> 00:16:24.991
Or it's a legal matter or something.

00:16:25.032 --> 00:16:25.592
Other than that,

00:16:25.673 --> 00:16:29.376
I'm sort of... Now I'm anti... I got you.

00:16:29.476 --> 00:16:30.557
I got you on my side.

00:16:31.078 --> 00:16:33.542
So what is my... I mean,

00:16:33.601 --> 00:16:35.303
they're at least trying...

00:16:35.323 --> 00:16:36.325
Because in this post...

00:16:36.565 --> 00:16:37.206
That's the wrong one.

00:16:37.225 --> 00:16:38.706
They're trying to get...

00:16:39.607 --> 00:16:42.109
someone to like say like

00:16:42.168 --> 00:16:42.808
real information right

00:16:42.828 --> 00:16:43.529
they're saying like someone

00:16:43.549 --> 00:16:44.309
from a top I'm gonna hear

00:16:44.330 --> 00:16:45.429
someone from the top except

00:16:45.450 --> 00:16:46.029
this person's being

00:16:46.049 --> 00:16:46.931
anonymous they want someone

00:16:46.951 --> 00:16:47.750
else to like give them real

00:16:47.791 --> 00:16:48.610
info it's like well

00:16:49.032 --> 00:16:50.011
transparency worth both

00:16:50.052 --> 00:16:51.533
ways but right um what's

00:16:51.552 --> 00:16:53.133
the multiple what is the

00:16:53.312 --> 00:16:55.693
what as an owner three so

00:16:55.714 --> 00:16:56.234
if you want to make a

00:16:56.313 --> 00:16:57.195
hundred thousand dollars

00:16:57.215 --> 00:16:58.075
you have to bring in three

00:16:58.095 --> 00:16:58.995
hundred thousand dollars at

00:16:59.014 --> 00:17:00.176
least or or three and a

00:17:00.216 --> 00:17:01.895
half yeah well that's where

00:17:01.916 --> 00:17:02.557
they're at that's what

00:17:02.576 --> 00:17:03.496
that's what this person's

00:17:03.517 --> 00:17:05.897
doing exactly yeah exactly

00:17:05.917 --> 00:17:08.499
so so so here's a couple comments like

00:17:09.627 --> 00:17:11.790
Therapists, and I thought I knew as well,

00:17:11.871 --> 00:17:12.371
but I didn't.

00:17:12.571 --> 00:17:13.112
Therapists,

00:17:13.192 --> 00:17:14.252
or it doesn't even matter if

00:17:14.272 --> 00:17:15.494
you're in physical therapy or healthcare,

00:17:15.515 --> 00:17:17.116
you're in some other, I don't know,

00:17:17.136 --> 00:17:19.278
you're in HVAC, you're in, I don't know,

00:17:19.579 --> 00:17:22.403
pool cleaning, yard maintenance,

00:17:22.563 --> 00:17:24.826
whatever you're in, whatever, sales,

00:17:24.885 --> 00:17:25.286
like whatever.

00:17:26.106 --> 00:17:27.929
it's at least three point

00:17:27.949 --> 00:17:30.050
five x difference of like

00:17:30.391 --> 00:17:31.912
what you bring in and then

00:17:31.991 --> 00:17:32.893
what you're actually paid

00:17:32.932 --> 00:17:34.354
whether it's a fixed salary

00:17:34.473 --> 00:17:36.096
or it's hourly annualized

00:17:36.175 --> 00:17:38.657
over the year or sal or a

00:17:38.698 --> 00:17:39.818
commission based or what or

00:17:39.878 --> 00:17:41.160
some hybrid of some combo

00:17:41.259 --> 00:17:44.942
of those things so staff

00:17:44.962 --> 00:17:45.604
physical therapists

00:17:45.663 --> 00:17:46.444
including myself when I was

00:17:46.464 --> 00:17:47.726
a new grad or when I was

00:17:47.806 --> 00:17:48.665
you know working with ed

00:17:48.707 --> 00:17:50.268
meerschen motion pt and all

00:17:50.288 --> 00:17:51.209
that and then they kept

00:17:51.249 --> 00:17:52.169
growing after I left

00:17:53.230 --> 00:17:55.371
I thought I knew my overall

00:17:55.411 --> 00:17:57.172
value and the value

00:17:57.211 --> 00:17:59.451
exchange of what I'm

00:17:59.471 --> 00:18:00.352
bringing to the table and

00:18:00.392 --> 00:18:01.492
what I should be making and

00:18:02.972 --> 00:18:03.673
what I should be getting

00:18:03.712 --> 00:18:05.192
paid versus what I'm doing.

00:18:06.532 --> 00:18:08.153
And this therapist and most

00:18:08.193 --> 00:18:09.713
therapists don't understand

00:18:10.733 --> 00:18:13.095
how challenging it is and all the costs,

00:18:13.414 --> 00:18:15.555
all the risk to run a

00:18:15.634 --> 00:18:16.494
business and a practice,

00:18:16.615 --> 00:18:17.776
especially if you're in network.

00:18:18.336 --> 00:18:19.415
Greg Todd said,

00:18:20.296 --> 00:18:21.976
in that verbal the next

00:18:22.296 --> 00:18:24.176
slide he said you know when

00:18:24.217 --> 00:18:24.696
you're billing three

00:18:24.717 --> 00:18:25.656
hundred forty k to three

00:18:25.676 --> 00:18:26.757
hundred sixty k per year

00:18:27.017 --> 00:18:28.176
that practice might only be

00:18:28.217 --> 00:18:29.897
making sixty percent of

00:18:29.958 --> 00:18:33.057
that so I don't have a

00:18:33.077 --> 00:18:33.798
calculator in front of me

00:18:33.837 --> 00:18:34.999
but that's what's that two

00:18:35.019 --> 00:18:35.858
hundred k or something

00:18:36.939 --> 00:18:39.239
sixty percent of what of of

00:18:39.278 --> 00:18:41.099
three hundred and sixty in

00:18:41.119 --> 00:18:42.039
the in the window of three

00:18:42.240 --> 00:18:43.240
three forty to three sixty

00:18:43.259 --> 00:18:44.700
you take say three fifty

00:18:44.720 --> 00:18:45.441
three hundred fifty

00:18:45.461 --> 00:18:47.560
thousand what's sixty percent of that

00:18:48.807 --> 00:18:50.914
Uh, two, two, ten, two hundred and ten.

00:18:50.954 --> 00:18:52.259
So they're making a hundred

00:18:52.299 --> 00:18:53.242
grand on you and you paying

00:18:53.262 --> 00:18:53.683
you a hundred.

00:18:54.662 --> 00:18:54.882
Right.

00:18:55.061 --> 00:18:59.266
So that's like... And any of the denials,

00:18:59.346 --> 00:19:00.807
any of the bad notes,

00:19:00.866 --> 00:19:01.647
if the therapist writes a

00:19:01.688 --> 00:19:02.769
bad note and they're not

00:19:02.828 --> 00:19:04.190
getting coached on writing

00:19:04.529 --> 00:19:05.912
better clinical documentation, whatever,

00:19:06.231 --> 00:19:08.173
the owners and the CEOs and the regional,

00:19:08.473 --> 00:19:09.954
whoever owns the practice,

00:19:09.974 --> 00:19:11.855
the stakeholders, me in my practice,

00:19:12.497 --> 00:19:13.178
I'm taking the risk.

00:19:13.278 --> 00:19:15.159
I'm paying you a guaranteed

00:19:15.239 --> 00:19:16.299
or an agreed upon rate.

00:19:16.660 --> 00:19:17.922
But if you're not delivering

00:19:18.021 --> 00:19:19.583
the proper notes or if there's an issue,

00:19:19.643 --> 00:19:21.545
if there's something with...

00:19:22.542 --> 00:19:24.885
uh a patient wants to report

00:19:25.166 --> 00:19:26.969
us to the board or try to

00:19:27.009 --> 00:19:28.330
sue us or whatever like the

00:19:28.471 --> 00:19:29.452
owners take all the

00:19:29.492 --> 00:19:30.875
responsibility all the risk

00:19:31.576 --> 00:19:33.598
and the staff physical therapists take

00:19:34.647 --> 00:19:35.667
no risk at all because

00:19:35.688 --> 00:19:37.449
they're being paid a salary or hourly.

00:19:37.608 --> 00:19:38.308
Some of my therapists

00:19:38.348 --> 00:19:39.609
actually taking some risk

00:19:39.650 --> 00:19:41.650
in terms of being paid per visit,

00:19:41.891 --> 00:19:42.911
but then they might have

00:19:43.330 --> 00:19:44.751
dips in compensation when

00:19:45.071 --> 00:19:46.071
people are being discharged,

00:19:46.531 --> 00:19:47.352
our patients and clients

00:19:47.392 --> 00:19:49.813
are traveling and they're

00:19:49.833 --> 00:19:52.034
being paid per visit at a higher rate,

00:19:52.814 --> 00:19:54.414
but it's not a consistent paycheck,

00:19:54.454 --> 00:19:54.634
right?

00:19:54.654 --> 00:19:55.595
So physical therapists,

00:19:55.775 --> 00:19:57.056
and Tony knows this, Tony would agree,

00:19:57.875 --> 00:19:59.599
most likely that therapists

00:20:00.741 --> 00:20:02.325
are typically fear-based

00:20:02.505 --> 00:20:03.907
and they're risk averse and

00:20:03.928 --> 00:20:05.652
they want to have like a consistent pay.

00:20:05.692 --> 00:20:06.933
They want to have a consistent paycheck.

00:20:07.963 --> 00:20:09.785
One hundred five K. I mean,

00:20:10.005 --> 00:20:11.285
I know from some insider

00:20:11.325 --> 00:20:13.086
talks with owners recently

00:20:13.185 --> 00:20:14.066
in the New York City area,

00:20:14.926 --> 00:20:15.967
Spear Physical Therapy is

00:20:16.007 --> 00:20:17.667
paying a lot of their therapists, seventy,

00:20:17.807 --> 00:20:18.008
eighty,

00:20:18.048 --> 00:20:21.269
ninety K per year to be full time staff,

00:20:21.930 --> 00:20:23.670
staff, physical therapists in Manhattan,

00:20:23.789 --> 00:20:24.631
in the New York City area.

00:20:24.810 --> 00:20:24.951
Now,

00:20:25.010 --> 00:20:25.971
it doesn't mean that they live in

00:20:25.990 --> 00:20:26.371
Manhattan.

00:20:26.391 --> 00:20:27.352
They might live in Queens or

00:20:27.392 --> 00:20:28.551
Brooklyn or New Jersey.

00:20:28.971 --> 00:20:29.913
That's a hard one.

00:20:31.781 --> 00:20:32.482
Right, right, right.

00:20:32.563 --> 00:20:33.442
Or they might live uptown,

00:20:33.462 --> 00:20:34.722
they might live in the, you know,

00:20:34.762 --> 00:20:36.023
Harlem or the Bronx, I don't know,

00:20:36.104 --> 00:20:36.443
wherever.

00:20:38.144 --> 00:20:39.865
But if this physical

00:20:39.904 --> 00:20:41.305
therapist is making a

00:20:41.325 --> 00:20:42.125
hundred and five thousand

00:20:42.165 --> 00:20:44.946
dollars and they're getting

00:20:45.267 --> 00:20:46.807
a point five percent merit

00:20:46.826 --> 00:20:49.127
based raise on their base salary.

00:20:51.406 --> 00:20:53.788
The problem is they're saying like,

00:20:54.428 --> 00:20:55.107
I deserve more.

00:20:55.248 --> 00:20:55.407
Like,

00:20:55.448 --> 00:20:56.548
why am I only getting paid a hundred

00:20:56.567 --> 00:20:57.909
five K when I'm billing,

00:20:57.949 --> 00:20:58.548
three hundred sixty

00:20:58.568 --> 00:20:59.628
thousand dollars a year.

00:21:00.568 --> 00:21:02.269
And I don't understand like,

00:21:02.369 --> 00:21:03.390
why not look at it as like,

00:21:03.809 --> 00:21:05.289
how else can I bring value

00:21:05.809 --> 00:21:06.851
to the practice?

00:21:06.871 --> 00:21:08.111
Can I bring new referral sources?

00:21:08.151 --> 00:21:09.530
Can I do more new programs?

00:21:09.550 --> 00:21:10.451
Can I do what Jimmy did?

00:21:10.471 --> 00:21:12.451
Can I go and do some of these, you know,

00:21:12.491 --> 00:21:14.231
tech meetups and maybe, I don't know,

00:21:14.291 --> 00:21:15.692
start an ergonomic program

00:21:15.712 --> 00:21:16.692
for all these technologists

00:21:16.913 --> 00:21:17.813
that are all these companies,

00:21:18.113 --> 00:21:18.993
bring more money to the

00:21:19.013 --> 00:21:20.094
table and then say, hey,

00:21:20.733 --> 00:21:21.795
Can I get twenty five or

00:21:21.835 --> 00:21:22.756
fifty percent of this

00:21:22.816 --> 00:21:24.218
partnership deal or whatever?

00:21:24.699 --> 00:21:25.619
Then that's more money for

00:21:25.640 --> 00:21:26.820
the staff physical therapist.

00:21:27.642 --> 00:21:29.644
We know that reimbursement

00:21:29.683 --> 00:21:31.425
is capped or declining and

00:21:31.445 --> 00:21:32.708
there's no wiggle room there.

00:21:33.288 --> 00:21:35.471
So why fight that?

00:21:36.464 --> 00:21:37.945
So it's a psychology thing.

00:21:38.006 --> 00:21:38.506
Number one,

00:21:38.766 --> 00:21:40.247
you were taught in the brochure

00:21:40.728 --> 00:21:41.208
that you're gonna be a

00:21:41.268 --> 00:21:42.228
doctor of physical therapy

00:21:42.248 --> 00:21:43.308
when you walk in this machine.

00:21:43.368 --> 00:21:44.690
And when you come out, there you are,

00:21:44.710 --> 00:21:45.430
you have the degree.

00:21:45.871 --> 00:21:47.632
And then someone goes to US

00:21:47.672 --> 00:21:48.892
News and World Report and

00:21:48.932 --> 00:21:50.093
reads rankings of the

00:21:50.133 --> 00:21:51.213
happiest professions or the

00:21:51.233 --> 00:21:53.375
best schools or the average salary.

00:21:53.454 --> 00:21:54.375
And you're like, great, I'm gonna be,

00:21:54.576 --> 00:21:55.516
that's what I sign up for.

00:21:55.895 --> 00:21:58.617
And that is one person to interpretation.

00:21:58.917 --> 00:22:00.358
Why don't these things happen?

00:22:00.538 --> 00:22:02.039
Or why if I bring in four to

00:22:02.079 --> 00:22:03.280
three hundred and fifty thousand dollars,

00:22:03.320 --> 00:22:04.020
am I not getting two

00:22:04.040 --> 00:22:04.922
hundred fifty thousand dollars?

00:22:06.297 --> 00:22:07.480
Fifty to sixty percent of

00:22:08.020 --> 00:22:09.523
overhead is wages.

00:22:09.865 --> 00:22:10.867
So that front desk person

00:22:10.887 --> 00:22:12.130
that preps every patient or

00:22:12.171 --> 00:22:12.771
takes a phone call,

00:22:13.173 --> 00:22:13.834
you have to pay for it.

00:22:13.874 --> 00:22:14.896
You have to bring in money

00:22:14.936 --> 00:22:15.739
to pay for Cindy.

00:22:16.917 --> 00:22:19.278
um rent and facility any any

00:22:19.338 --> 00:22:20.598
of the aids any of the the

00:22:20.659 --> 00:22:21.920
non like non-revenue

00:22:21.940 --> 00:22:23.039
producing team members

00:22:23.359 --> 00:22:25.320
billing people billing

00:22:25.340 --> 00:22:26.181
people we'll get to that if

00:22:26.201 --> 00:22:27.141
you have marketing how did

00:22:27.161 --> 00:22:28.301
you get that patient did

00:22:28.342 --> 00:22:29.402
you physically go out and

00:22:29.442 --> 00:22:30.501
with a sign no you didn't

00:22:30.521 --> 00:22:31.583
you either paid on someone

00:22:31.623 --> 00:22:33.103
to run online ads right

00:22:33.383 --> 00:22:35.124
amen so amen so fifty to

00:22:35.144 --> 00:22:37.505
sixty percent of total revenue is

00:22:38.444 --> 00:22:39.924
salaries everybody in the

00:22:39.944 --> 00:22:41.486
room yes whether they are

00:22:41.566 --> 00:22:43.726
revenue generating or not

00:22:44.066 --> 00:22:44.885
they like to get paid

00:22:44.925 --> 00:22:45.506
because they have to pay

00:22:45.665 --> 00:22:46.727
rent for their own

00:22:46.926 --> 00:22:48.446
apartments number two rent

00:22:48.467 --> 00:22:49.926
and facility costs it's

00:22:50.047 --> 00:22:51.708
usually a huge major fixed

00:22:51.768 --> 00:22:54.188
cost medical spaces too are

00:22:54.228 --> 00:22:55.188
commercial they are going

00:22:55.208 --> 00:22:56.229
to be more than the square

00:22:56.249 --> 00:22:56.949
footage that you're living

00:22:57.009 --> 00:22:59.608
in now third comes back to

00:22:59.648 --> 00:23:02.309
the first one benefits and payroll taxes

00:23:03.268 --> 00:23:04.269
I know that like a hundred

00:23:04.308 --> 00:23:05.611
thousand dollars is what you look at.

00:23:05.830 --> 00:23:06.791
But when an employer offers

00:23:06.811 --> 00:23:07.613
you health insurance,

00:23:07.833 --> 00:23:08.753
they are paying that.

00:23:09.976 --> 00:23:10.696
To Dave's credit,

00:23:10.737 --> 00:23:11.557
he called the next one

00:23:11.897 --> 00:23:12.798
billing and revenue cycle

00:23:12.818 --> 00:23:16.383
management in-house or outsourced.

00:23:16.522 --> 00:23:17.403
It's usually a big deal.

00:23:17.443 --> 00:23:19.446
So saving a point or two or

00:23:19.487 --> 00:23:20.387
getting a better one

00:23:21.718 --> 00:23:23.419
is a big deal so that could

00:23:23.439 --> 00:23:24.739
be four to seven percent

00:23:25.719 --> 00:23:26.778
I've heard as many as I've

00:23:26.798 --> 00:23:28.039
heard some people doing ten

00:23:28.079 --> 00:23:29.480
or twelve percent could you

00:23:29.519 --> 00:23:31.101
imagine that twelve ten or

00:23:31.121 --> 00:23:32.000
twelve that's not that

00:23:32.040 --> 00:23:33.300
crazy but people don't know

00:23:33.320 --> 00:23:33.862
because people haven't

00:23:33.902 --> 00:23:35.182
talked about it uh

00:23:35.221 --> 00:23:37.823
insurance your emr ehr so

00:23:37.863 --> 00:23:39.182
technology like that that

00:23:39.202 --> 00:23:41.523
could be uh like what

00:23:41.584 --> 00:23:42.804
ballpark emr costs a

00:23:42.844 --> 00:23:43.604
hundred dollars per

00:23:43.644 --> 00:23:44.565
provider three hundred

00:23:44.585 --> 00:23:45.384
dollars I've heard I've

00:23:45.404 --> 00:23:47.365
heard some wild ranges of

00:23:47.464 --> 00:23:49.046
emr costs per provider per month

00:23:50.990 --> 00:23:52.310
Yeah, a hundred, a hundred.

00:23:52.351 --> 00:23:53.152
I mean, I think prompt,

00:23:53.432 --> 00:23:55.212
I've heard prompt nowadays

00:23:55.413 --> 00:23:56.334
is more expensive.

00:23:57.775 --> 00:23:59.876
But yeah, in that range.

00:24:01.698 --> 00:24:02.699
You see all these things

00:24:02.939 --> 00:24:04.460
that come to fruition, yeah.

00:24:04.559 --> 00:24:05.020
Absolutely.

00:24:05.121 --> 00:24:06.321
Overall, as a review,

00:24:06.442 --> 00:24:08.423
there's like three main buckets, right?

00:24:08.442 --> 00:24:09.683
So you said like the

00:24:09.723 --> 00:24:11.645
personnel and the labor side, right?

00:24:11.726 --> 00:24:13.987
And like you said, fifty to sixty percent.

00:24:14.407 --> 00:24:15.608
Call it fifty-five percent.

00:24:16.670 --> 00:24:18.451
you got overhead at around

00:24:18.490 --> 00:24:19.391
twenty five percent,

00:24:19.730 --> 00:24:21.392
which only leaves twenty percent profit.

00:24:21.451 --> 00:24:21.612
Now,

00:24:21.672 --> 00:24:23.393
there's not a lot of there's not a ton

00:24:23.413 --> 00:24:24.173
of practices across the

00:24:24.192 --> 00:24:25.993
country that are even at twenty percent.

00:24:26.334 --> 00:24:27.714
So then there's more you take, you know,

00:24:27.734 --> 00:24:29.236
maybe there are ten, eleven, twelve,

00:24:29.256 --> 00:24:30.596
whatever, fifteen percent.

00:24:30.976 --> 00:24:32.076
So the other percentage

00:24:32.116 --> 00:24:33.336
points there that are not

00:24:33.376 --> 00:24:34.157
in the profit bucket

00:24:34.857 --> 00:24:37.239
are already in the personnel

00:24:37.278 --> 00:24:38.299
bucket or the overhead

00:24:38.339 --> 00:24:39.299
bucket overhead would be

00:24:39.339 --> 00:24:40.861
the rent like you said the

00:24:40.941 --> 00:24:42.481
utilities all the you know

00:24:42.541 --> 00:24:43.221
all the fixed costs the

00:24:43.261 --> 00:24:44.442
equipment buying new

00:24:44.482 --> 00:24:45.262
laptops buying new

00:24:45.303 --> 00:24:46.324
treatment tables building

00:24:46.423 --> 00:24:47.464
out construction building

00:24:47.484 --> 00:24:48.545
you know expanding your

00:24:48.684 --> 00:24:50.165
office opening up the next

00:24:50.286 --> 00:24:52.207
office whatever it is so

00:24:53.007 --> 00:24:55.848
yeah personnel labor uh

00:24:55.868 --> 00:24:57.009
fifty five or so percent

00:24:57.089 --> 00:24:58.329
overhead twenty five ish

00:24:58.369 --> 00:24:59.471
percent probably more

00:25:02.467 --> 00:25:04.367
I feel like Dave will agree with Dave.

00:25:04.468 --> 00:25:06.489
Dave Cohen chiming in saying,

00:25:06.528 --> 00:25:07.250
building and revenue are

00:25:07.289 --> 00:25:07.849
two different animals.

00:25:08.829 --> 00:25:09.691
I didn't understand this,

00:25:10.351 --> 00:25:11.291
but you have to understand

00:25:11.332 --> 00:25:12.172
that different words have

00:25:12.192 --> 00:25:12.952
different definitions.

00:25:13.313 --> 00:25:14.173
Building and revenue are two

00:25:14.192 --> 00:25:14.693
different animals.

00:25:14.753 --> 00:25:16.714
Salary should be a percentage of revenue.

00:25:17.555 --> 00:25:19.037
not of billings agree with

00:25:19.057 --> 00:25:20.960
greg todd this person is in

00:25:20.980 --> 00:25:23.163
fact overpaid and it's not

00:25:23.262 --> 00:25:24.263
what they're not saying is

00:25:24.304 --> 00:25:25.506
this person isn't worth

00:25:25.566 --> 00:25:26.827
more but they haven't

00:25:26.928 --> 00:25:29.010
brought it in yet we kill

00:25:29.590 --> 00:25:31.413
we sorry we eat but we kill

00:25:31.473 --> 00:25:33.115
as a pack hey everybody

00:25:33.355 --> 00:25:34.718
let's figure out how to hunt better

00:25:35.439 --> 00:25:37.661
Instead of, and I'm not saying this, well,

00:25:37.760 --> 00:25:38.080
I don't know.

00:25:38.201 --> 00:25:39.742
I can't say this person is

00:25:39.803 --> 00:25:41.223
entitled or not because I

00:25:41.243 --> 00:25:42.085
don't know them well enough.

00:25:42.444 --> 00:25:44.205
But what you might say is, hey,

00:25:44.306 --> 00:25:45.326
why is it this way?

00:25:45.626 --> 00:25:46.508
And then someone,

00:25:46.708 --> 00:25:47.689
a good owner will sit you

00:25:47.709 --> 00:25:48.730
down and be like, okay, my man,

00:25:49.109 --> 00:25:50.010
let's talk about numbers.

00:25:50.211 --> 00:25:52.032
Like be John Taffer in Bar Rescue.

00:25:52.373 --> 00:25:53.314
Let's break open the books.

00:25:53.354 --> 00:25:54.394
Did you know that we picked

00:25:54.414 --> 00:25:55.575
this location over that one

00:25:55.855 --> 00:25:56.415
because of this?

00:25:56.455 --> 00:25:57.977
And then this costs four

00:25:57.997 --> 00:25:58.978
dollars more per square

00:25:59.038 --> 00:26:00.318
foot times all this.

00:26:00.759 --> 00:26:01.759
You want to have, you know.

00:26:02.500 --> 00:26:04.202
a grass floor a turf floor

00:26:04.242 --> 00:26:05.223
we can do whatever that

00:26:05.263 --> 00:26:06.424
costs money that floor

00:26:06.464 --> 00:26:08.448
costs money over and over

00:26:08.528 --> 00:26:11.009
so yeah I think more I

00:26:11.029 --> 00:26:11.530
think we need more

00:26:11.590 --> 00:26:13.073
education and more transparency

00:26:14.396 --> 00:26:15.357
This is where even if I'm

00:26:15.397 --> 00:26:16.338
not going to be a business owner,

00:26:16.378 --> 00:26:17.779
me understanding how

00:26:17.839 --> 00:26:20.080
businesses work will make me go, oh, okay,

00:26:20.301 --> 00:26:20.642
I get it.

00:26:20.821 --> 00:26:21.782
That's why I can't make two

00:26:21.803 --> 00:26:22.682
hundred thousand dollars.

00:26:23.223 --> 00:26:24.605
They don't want to give it to you.

00:26:25.005 --> 00:26:25.786
These are a lot of ex

00:26:25.806 --> 00:26:26.807
clinicians who would love

00:26:26.846 --> 00:26:28.748
to make other clinicians more money.

00:26:28.948 --> 00:26:30.209
And they're not laughing

00:26:30.249 --> 00:26:31.609
their way to the bank all the time.

00:26:31.650 --> 00:26:32.471
Sometimes they are.

00:26:32.651 --> 00:26:35.913
They get paid last and they are.

00:26:36.054 --> 00:26:38.476
Their salary is very

00:26:38.556 --> 00:26:39.717
variable from month to month.

00:26:40.196 --> 00:26:41.157
Imagine that.

00:26:41.874 --> 00:26:43.615
So good call, David.

00:26:43.634 --> 00:26:43.714
Yeah,

00:26:43.734 --> 00:26:44.595
and none of the staff physical

00:26:44.615 --> 00:26:46.355
therapists understand that.

00:26:47.276 --> 00:26:48.737
Well, I shouldn't say none.

00:26:48.817 --> 00:26:50.998
A lot of them do.

00:26:51.097 --> 00:26:53.278
I feel like more people understand.

00:26:53.298 --> 00:26:54.999
They understand that the

00:26:55.078 --> 00:26:56.660
owner sometimes gets

00:26:56.700 --> 00:26:57.861
squeezed with this profit, right?

00:26:57.881 --> 00:26:58.961
So if there's extra,

00:26:59.000 --> 00:27:00.781
depending on capacity and

00:27:00.842 --> 00:27:04.083
referrals and team members and all that,

00:27:04.303 --> 00:27:05.983
the personnel and the overhead bucket,

00:27:06.064 --> 00:27:07.124
it's easy for those buckets

00:27:07.163 --> 00:27:07.805
to be bloated.

00:27:08.325 --> 00:27:09.884
It gets taken away from the profit bucket.

00:27:09.904 --> 00:27:10.625
There's three buckets.

00:27:11.477 --> 00:27:13.098
um it's saying uh base

00:27:13.118 --> 00:27:14.099
salary plus a percentage of

00:27:14.140 --> 00:27:15.560
collected revenue adds

00:27:15.961 --> 00:27:16.821
safety for the owner

00:27:16.902 --> 00:27:19.384
absolutely how like how how

00:27:19.644 --> 00:27:20.566
what a great motivating

00:27:20.605 --> 00:27:21.727
factor would that would

00:27:21.747 --> 00:27:22.667
that be it's like okay

00:27:22.688 --> 00:27:23.749
you're that's how sales

00:27:23.788 --> 00:27:24.910
works a lot of times

00:27:24.930 --> 00:27:25.851
there's different ways for

00:27:25.871 --> 00:27:27.451
sales like base salary but

00:27:27.471 --> 00:27:28.192
if you really want to make

00:27:28.232 --> 00:27:30.494
money my man go go hunt

00:27:30.714 --> 00:27:33.157
like let's go hunt um but

00:27:33.278 --> 00:27:35.259
that's it's a mindset shift

00:27:35.904 --> 00:27:37.246
across all the Facebook groups,

00:27:37.286 --> 00:27:38.548
across LinkedIn, whatever,

00:27:38.567 --> 00:27:40.690
like all the physical therapy groups that,

00:27:40.869 --> 00:27:41.711
that I've basically have

00:27:41.730 --> 00:27:44.252
gotten out of everyone saying,

00:27:44.272 --> 00:27:46.075
I would say everyone,

00:27:46.115 --> 00:27:47.496
like almost all these staff

00:27:47.516 --> 00:27:49.498
physical therapists are like, you know,

00:27:49.637 --> 00:27:50.298
I deserve more.

00:27:50.338 --> 00:27:50.459
We,

00:27:50.719 --> 00:27:52.461
we deserve more because we're DPTs

00:27:52.480 --> 00:27:53.622
because we're doctors, physical therapy.

00:27:53.682 --> 00:27:55.763
We deserve more because we

00:27:55.784 --> 00:27:56.704
have all the student loan debt.

00:27:58.227 --> 00:28:00.568
None of them ever say, um,

00:28:01.868 --> 00:28:02.809
I'm going to bring in this

00:28:02.890 --> 00:28:04.131
extra fifty K or one

00:28:04.171 --> 00:28:07.192
hundred K in revenue from running groups,

00:28:07.272 --> 00:28:08.334
from partnerships.

00:28:08.594 --> 00:28:08.854
I mean,

00:28:08.874 --> 00:28:09.994
there's some there's some practice

00:28:10.035 --> 00:28:10.535
owners that have

00:28:10.575 --> 00:28:11.516
partnerships with like big

00:28:11.556 --> 00:28:12.477
companies like with on

00:28:12.517 --> 00:28:14.478
running and Strava and

00:28:14.959 --> 00:28:16.259
different brands and stuff

00:28:16.279 --> 00:28:17.681
like Adidas and stuff like that,

00:28:17.701 --> 00:28:18.922
like that.

00:28:19.021 --> 00:28:20.282
Now, of course, that takes effort.

00:28:20.903 --> 00:28:21.804
Yes, that takes effort.

00:28:22.503 --> 00:28:23.045
It takes time.

00:28:23.444 --> 00:28:25.066
And that could be you

00:28:25.105 --> 00:28:26.207
mentioned behind the scenes, Jimmy,

00:28:26.247 --> 00:28:28.528
like how how could a person

00:28:28.548 --> 00:28:29.589
in an organization like

00:28:30.289 --> 00:28:32.010
Should they ask the CEO or

00:28:32.030 --> 00:28:33.152
someone for permission for

00:28:33.172 --> 00:28:33.692
this type of stuff?

00:28:33.712 --> 00:28:35.114
Should they ask the owner or

00:28:35.153 --> 00:28:36.335
should they just go and try

00:28:36.355 --> 00:28:38.757
to do the thing and ask for

00:28:38.817 --> 00:28:40.198
forgiveness or permission later?

00:28:41.439 --> 00:28:42.480
A lot of the therapists are

00:28:42.559 --> 00:28:44.382
not going out and being

00:28:44.422 --> 00:28:45.923
proactive and saying,

00:28:46.323 --> 00:28:47.723
how could we start a new program?

00:28:47.763 --> 00:28:53.068
How can I, as a therapist,

00:28:53.088 --> 00:28:55.191
bring more value into the practice

00:28:56.128 --> 00:28:58.869
And because I have a cushion

00:28:59.250 --> 00:29:01.010
of a fixed guaranteed salary,

00:29:02.271 --> 00:29:03.531
so they don't have downside.

00:29:03.551 --> 00:29:04.633
They don't have a lot of downside.

00:29:05.173 --> 00:29:06.153
They're asking for more

00:29:06.212 --> 00:29:08.034
upside without any cut in the downside,

00:29:08.394 --> 00:29:08.875
right?

00:29:08.894 --> 00:29:09.615
But they're not bringing any

00:29:09.634 --> 00:29:10.595
of these programs or these

00:29:10.674 --> 00:29:12.996
ideas or these partnerships, revenue,

00:29:13.336 --> 00:29:15.517
profits into the practice and saying, hey,

00:29:15.557 --> 00:29:16.758
if I bring this in,

00:29:17.137 --> 00:29:18.519
can I get fifty percent of this?

00:29:19.519 --> 00:29:19.660
Like,

00:29:19.680 --> 00:29:20.500
cause I know you're going to have the

00:29:20.559 --> 00:29:21.340
overhead of actually

00:29:21.881 --> 00:29:23.261
rolling it out and like

00:29:24.021 --> 00:29:25.301
onboarding all the therapists.

00:29:25.362 --> 00:29:26.323
If it's a new thing and

00:29:26.722 --> 00:29:28.263
educating our therapists,

00:29:28.364 --> 00:29:29.124
like here's why we're doing

00:29:29.144 --> 00:29:29.943
this partnership with

00:29:30.503 --> 00:29:32.265
Strava or on running or whatever.

00:29:32.585 --> 00:29:33.266
Here's what we're going to

00:29:33.286 --> 00:29:33.945
do this run club.

00:29:33.965 --> 00:29:34.766
We're going to, I mean,

00:29:34.786 --> 00:29:35.685
there's a ton of personal

00:29:35.727 --> 00:29:36.547
trainers that are eating

00:29:36.586 --> 00:29:38.367
our lunch with doing like

00:29:38.407 --> 00:29:39.407
workshops and talks and

00:29:39.567 --> 00:29:42.068
running groups with like ASICs.

00:29:42.148 --> 00:29:42.828
And they're going to like

00:29:42.848 --> 00:29:44.369
the ASIC stores and the

00:29:44.549 --> 00:29:46.371
personal trainers are talking about

00:29:47.131 --> 00:29:49.512
Foot types and different shoe styles.

00:29:49.633 --> 00:29:49.833
I mean,

00:29:49.913 --> 00:29:51.213
physical therapists should be doing that.

00:29:51.334 --> 00:29:51.993
It's insane.

00:29:52.515 --> 00:29:53.075
I always say,

00:29:53.174 --> 00:29:56.237
when PTs... I forget who the guy was,

00:29:56.297 --> 00:29:57.478
but he was in a Facebook group.

00:29:57.778 --> 00:29:59.960
And he was like, look at this trainer.

00:30:00.079 --> 00:30:01.780
This person's teaching... He

00:30:01.800 --> 00:30:02.662
was a trainer...

00:30:03.382 --> 00:30:04.583
teaching offering a

00:30:04.663 --> 00:30:06.005
certification class or a

00:30:06.325 --> 00:30:07.365
continuing education class

00:30:07.506 --> 00:30:09.567
for other trainers not a pt

00:30:10.008 --> 00:30:11.229
and this guy screenshots it

00:30:11.490 --> 00:30:13.131
drops it in a google at a

00:30:13.171 --> 00:30:14.392
facebook group and of

00:30:14.432 --> 00:30:16.193
course it's like me with

00:30:16.233 --> 00:30:18.135
piranhas yeah yeah and he's

00:30:18.155 --> 00:30:19.856
like his his bone to pick

00:30:19.876 --> 00:30:21.679
was he listed all the

00:30:21.699 --> 00:30:23.840
pathologies that this would

00:30:23.881 --> 00:30:25.001
be able to help he's like

00:30:25.522 --> 00:30:26.644
he's using all these terms

00:30:26.683 --> 00:30:27.704
for the people we help and

00:30:27.785 --> 00:30:28.605
I just chime in and I go

00:30:29.517 --> 00:30:30.258
Do we have some sort of

00:30:30.298 --> 00:30:31.859
proprietary ownership of

00:30:31.940 --> 00:30:32.780
treating people with those?

00:30:32.901 --> 00:30:34.483
If those people with those

00:30:34.503 --> 00:30:36.967
conditions want to see that person,

00:30:37.688 --> 00:30:40.131
medical license or not, this is America,

00:30:40.151 --> 00:30:40.490
baby.

00:30:40.632 --> 00:30:41.311
They're going to do it.

00:30:41.373 --> 00:30:42.894
Are you mad he's doing it or

00:30:42.954 --> 00:30:44.896
mad he's doing it better than you?

00:30:45.577 --> 00:30:46.337
because he clearly

00:30:46.377 --> 00:30:47.959
communicated if you do this

00:30:48.038 --> 00:30:49.299
you will be more confident

00:30:49.319 --> 00:30:50.660
and competent in working

00:30:50.680 --> 00:30:52.280
with these people the dude

00:30:52.300 --> 00:30:53.821
was I'm gonna now I'm gonna

00:30:53.882 --> 00:30:54.922
be stereotyping the dude in

00:30:54.961 --> 00:30:55.623
his profile picture a

00:30:55.643 --> 00:30:57.143
little bit old older so I'm

00:30:57.202 --> 00:30:58.384
guessing he had a

00:30:58.483 --> 00:31:00.424
solidified world view I

00:31:00.484 --> 00:31:01.724
need you to have a more

00:31:01.885 --> 00:31:03.125
liquid world view that

00:31:03.145 --> 00:31:05.307
would be my hot take right

00:31:05.326 --> 00:31:06.907
so I understand that you

00:31:07.028 --> 00:31:09.028
are offended that you're not making more

00:31:10.252 --> 00:31:12.233
Tough, let's do something about it.

00:31:12.314 --> 00:31:13.355
This is not a bunch of

00:31:13.474 --> 00:31:14.335
owners sitting on a hill

00:31:14.375 --> 00:31:17.017
somewhere giggling as all their minions.

00:31:17.037 --> 00:31:18.678
Maybe there's some jackasses like that,

00:31:18.698 --> 00:31:19.858
but most of the people are

00:31:19.898 --> 00:31:20.659
bleeding hearts.

00:31:21.058 --> 00:31:22.339
They did it because they were like,

00:31:22.359 --> 00:31:23.621
all right, this is my path forward.

00:31:24.642 --> 00:31:26.623
And this math doesn't math.

00:31:28.724 --> 00:31:30.186
A lot of these staff physical therapists,

00:31:30.207 --> 00:31:33.730
they want a boost in their base salary,

00:31:33.750 --> 00:31:35.073
this guaranteed salary,

00:31:35.093 --> 00:31:35.993
but they also don't want to

00:31:36.013 --> 00:31:38.037
go do these talks at seven, eight p.m.

00:31:38.377 --> 00:31:41.922
at these gyms, the ASIC store, whatever.

00:31:42.182 --> 00:31:43.243
You want extra money

00:31:44.125 --> 00:31:44.744
but you don't want to

00:31:44.825 --> 00:31:46.286
actually bring value to the

00:31:46.326 --> 00:31:48.165
table like if I if I had

00:31:48.465 --> 00:31:49.527
team members or therapists

00:31:49.926 --> 00:31:50.967
say I want to do this I

00:31:50.987 --> 00:31:51.586
want to do this I want to

00:31:51.606 --> 00:31:54.048
do this like then our name

00:31:54.067 --> 00:31:55.228
and our branding and you

00:31:55.248 --> 00:31:55.949
know we're getting out

00:31:55.969 --> 00:31:57.368
there more in the community

00:31:57.409 --> 00:31:59.869
like and then show me like

00:32:00.009 --> 00:32:01.210
let's track it like you did

00:32:01.230 --> 00:32:01.930
a talk you did a

00:32:01.971 --> 00:32:03.151
presentation whatever we

00:32:03.171 --> 00:32:04.250
got how many leads we got

00:32:04.290 --> 00:32:05.412
how many new patients they

00:32:05.451 --> 00:32:06.551
spent what dollars

00:32:08.109 --> 00:32:09.010
The problem is that second

00:32:09.050 --> 00:32:10.172
part is tracking it.

00:32:10.211 --> 00:32:10.332
Well,

00:32:10.412 --> 00:32:11.512
I'm going to go do this and this and

00:32:11.532 --> 00:32:11.813
this.

00:32:11.833 --> 00:32:12.673
And then you as an owner are

00:32:12.713 --> 00:32:13.835
probably saying, okay,

00:32:14.256 --> 00:32:15.056
let's walk through how

00:32:15.076 --> 00:32:16.738
that's going to bring us business.

00:32:16.917 --> 00:32:17.519
You're just saying,

00:32:17.558 --> 00:32:18.459
let's go through the process.

00:32:18.880 --> 00:32:20.421
What if you do it ten times

00:32:20.701 --> 00:32:21.741
and it only brings us

00:32:22.262 --> 00:32:23.584
thirty percent of what you

00:32:23.624 --> 00:32:26.086
thought it was going to?

00:32:26.205 --> 00:32:27.227
Then the owner and the staff

00:32:27.247 --> 00:32:27.827
physical therapist,

00:32:27.988 --> 00:32:29.068
we can share that thirty percent.

00:32:30.589 --> 00:32:34.112
Because you are now at the

00:32:34.152 --> 00:32:36.813
same level of risk and downside.

00:32:37.894 --> 00:32:38.854
You did a bunch of work.

00:32:39.153 --> 00:32:40.875
You did a bunch of time at six, seven,

00:32:40.894 --> 00:32:42.096
eight PM after your workday

00:32:42.375 --> 00:32:43.757
to go do whatever, to do talks,

00:32:43.777 --> 00:32:45.438
to do running works, whatever.

00:32:46.518 --> 00:32:47.318
And it didn't work.

00:32:47.739 --> 00:32:49.180
And so you're only going to

00:32:49.200 --> 00:32:49.880
get paid what that...

00:32:50.200 --> 00:32:51.361
brings in so if it brought

00:32:51.421 --> 00:32:52.321
in you know thirty percent

00:32:52.342 --> 00:32:54.324
of the projection then yeah

00:32:54.403 --> 00:32:55.265
yeah let's split then I'll

00:32:55.285 --> 00:32:56.365
take the fifty fifteen

00:32:56.405 --> 00:32:57.426
percent you take fifteen

00:32:57.446 --> 00:32:59.028
percent of what it brought

00:32:59.088 --> 00:33:01.632
in uh because I had no

00:33:01.711 --> 00:33:03.673
extra time or risk my risk

00:33:03.713 --> 00:33:04.634
is shared with your risk

00:33:04.914 --> 00:33:05.935
and I didn't have any extra

00:33:05.996 --> 00:33:07.396
time other than it was your

00:33:07.938 --> 00:33:10.160
own time to do it sure now

00:33:10.380 --> 00:33:11.821
now let's look at that I'm cool with that

00:33:13.103 --> 00:33:14.865
This has been a mind, like an even more,

00:33:14.884 --> 00:33:16.286
like I understood that from

00:33:16.326 --> 00:33:17.287
running radio stations.

00:33:17.686 --> 00:33:19.028
I would have people pitch ideas to me.

00:33:19.248 --> 00:33:21.450
And then I would have on-air

00:33:21.490 --> 00:33:23.571
talent pitch an idea for a

00:33:23.692 --> 00:33:24.792
sponsorable feature.

00:33:25.012 --> 00:33:25.153
Hey,

00:33:25.192 --> 00:33:26.413
I'm gonna do this thing every day at

00:33:26.454 --> 00:33:26.914
twelve.

00:33:27.315 --> 00:33:27.976
We could probably get

00:33:28.016 --> 00:33:29.057
someone to sponsor it.

00:33:29.656 --> 00:33:30.657
Can I get some of that money?

00:33:30.738 --> 00:33:31.598
And I'm like, absolutely.

00:33:31.858 --> 00:33:33.461
But now you're in on it with

00:33:33.500 --> 00:33:34.642
me through the whole process.

00:33:35.241 --> 00:33:36.323
Because now a salesperson

00:33:36.343 --> 00:33:37.083
has to go pitch that.

00:33:37.202 --> 00:33:38.203
That salesperson has to get

00:33:38.223 --> 00:33:39.503
paid because that's their job.

00:33:39.805 --> 00:33:41.105
They're going to take a cut of that.

00:33:41.746 --> 00:33:42.766
And then everybody in this

00:33:42.806 --> 00:33:43.747
room or some of the team is

00:33:43.767 --> 00:33:44.826
going to help produce that.

00:33:45.106 --> 00:33:46.127
That's part of their revenue.

00:33:46.587 --> 00:33:48.088
So what I don't want people thinking is,

00:33:48.328 --> 00:33:49.630
I brought in an extra hundred grand.

00:33:49.670 --> 00:33:50.750
Where's my extra hundred grand?

00:33:51.030 --> 00:33:51.431
My man,

00:33:51.631 --> 00:33:53.791
we got to pay for the machine that

00:33:53.832 --> 00:33:54.913
allowed you to do that.

00:33:55.373 --> 00:33:56.673
I had a kid who would not be

00:33:56.693 --> 00:33:57.453
able to understand this.

00:33:57.473 --> 00:33:58.055
He's like, if I...

00:33:58.775 --> 00:33:59.856
help you sell a sponsorship

00:33:59.896 --> 00:34:00.778
for ten grand a month.

00:34:00.897 --> 00:34:01.878
I want ten grand a month.

00:34:01.898 --> 00:34:02.619
I'm like, my man,

00:34:02.961 --> 00:34:04.682
you don't own the radio station.

00:34:04.983 --> 00:34:06.746
We have to pay for this machine.

00:34:07.386 --> 00:34:07.626
Exactly.

00:34:07.646 --> 00:34:08.588
I love the fact that you're

00:34:08.608 --> 00:34:09.389
like what you're thinking

00:34:09.429 --> 00:34:10.510
in ten grand a month.

00:34:10.630 --> 00:34:10.891
Awesome.

00:34:11.012 --> 00:34:12.673
I will happily make this

00:34:12.713 --> 00:34:13.916
part of your job and you

00:34:13.936 --> 00:34:14.856
get a cut of that.

00:34:15.628 --> 00:34:16.389
But dude,

00:34:16.670 --> 00:34:19.472
I have to keep the lights on

00:34:19.612 --> 00:34:21.153
while you're doing extra money?

00:34:21.353 --> 00:34:22.815
No, you're part of it,

00:34:22.855 --> 00:34:24.436
which means you get part of it.

00:34:25.838 --> 00:34:26.798
Oh, the thing I was gonna say was,

00:34:27.139 --> 00:34:28.039
this has been a cool

00:34:28.079 --> 00:34:30.681
mindset shift for me in my new job.

00:34:31.282 --> 00:34:32.503
I'm in partnerships.

00:34:33.570 --> 00:34:35.512
So it's different than an affiliate code,

00:34:35.711 --> 00:34:35.851
right?

00:34:35.891 --> 00:34:37.213
We've all had like us share

00:34:37.233 --> 00:34:37.875
this affiliate code.

00:34:37.894 --> 00:34:38.815
That's not what partnerships are.

00:34:39.135 --> 00:34:40.237
Partnerships are cool.

00:34:40.597 --> 00:34:41.538
And I'm just starting.

00:34:41.577 --> 00:34:42.539
I'm two months in.

00:34:43.039 --> 00:34:43.760
Cool.

00:34:43.840 --> 00:34:45.802
Here's why though.

00:34:45.862 --> 00:34:47.043
So I don't want two hundred

00:34:47.103 --> 00:34:48.965
partners working with me

00:34:49.445 --> 00:34:50.688
because I look at myself.

00:34:50.708 --> 00:34:51.608
I'm Jerry Maguire.

00:34:52.949 --> 00:34:57.373
Help me help you show me the money, baby.

00:34:57.992 --> 00:34:58.474
I will.

00:34:59.134 --> 00:35:00.655
But help me help you is first,

00:35:00.715 --> 00:35:01.916
which is I'd like to have,

00:35:02.016 --> 00:35:03.896
and I'm making up a number,

00:35:04.418 --> 00:35:06.599
because once I hit my limit on partners,

00:35:06.699 --> 00:35:07.800
like Jerry Maguire said,

00:35:08.280 --> 00:35:10.461
it's not just more and more athletes.

00:35:10.561 --> 00:35:12.123
It's deeper connections with

00:35:12.182 --> 00:35:13.063
fewer athletes.

00:35:13.103 --> 00:35:13.963
That was the thing that he

00:35:13.983 --> 00:35:16.125
wrote in his hotel room where I am now.

00:35:17.126 --> 00:35:17.967
The things we want,

00:35:18.106 --> 00:35:19.487
the things we think but do not say.

00:35:19.588 --> 00:35:20.949
That was his thesis.

00:35:20.969 --> 00:35:22.068
That was his clarion call

00:35:22.128 --> 00:35:22.789
that got him fired.

00:35:23.309 --> 00:35:27.295
By more, what was it?

00:35:27.315 --> 00:35:27.675
Jerry Moore.

00:35:27.715 --> 00:35:29.817
Jerry Moore.

00:35:29.836 --> 00:35:31.838
So here's how partnerships shifted.

00:35:31.900 --> 00:35:32.940
Here's maybe how clinicians

00:35:32.960 --> 00:35:33.721
should look at it.

00:35:34.742 --> 00:35:35.844
I'm going to facilitate a

00:35:35.884 --> 00:35:37.945
relationship with someone, right?

00:35:38.005 --> 00:35:39.146
But then it's your duty

00:35:39.246 --> 00:35:40.648
after you sign that partnership,

00:35:40.969 --> 00:35:42.610
it's now two ways, right?

00:35:42.771 --> 00:35:44.192
So I'm looking to get twenty

00:35:44.211 --> 00:35:45.414
five or thirty partners.

00:35:45.474 --> 00:35:47.956
And then one day a month is

00:35:48.016 --> 00:35:48.976
Jimmy's responsibility to

00:35:48.996 --> 00:35:49.697
get a call and say,

00:35:50.018 --> 00:35:52.159
how do we now become successful?

00:35:52.539 --> 00:35:53.521
I don't expect me to sign a

00:35:53.561 --> 00:35:54.681
partnership and have that

00:35:54.722 --> 00:35:56.143
person just go bring me

00:35:56.184 --> 00:35:58.226
business without me doing a part of it.

00:35:58.365 --> 00:35:58.666
Now, yes,

00:35:58.925 --> 00:36:00.126
me paying that person or giving

00:36:00.146 --> 00:36:01.489
them a fee is part of it.

00:36:01.929 --> 00:36:02.929
But to me,

00:36:03.110 --> 00:36:04.371
I like the relationship build

00:36:04.411 --> 00:36:06.012
part of partnerships, right,

00:36:06.032 --> 00:36:07.353
which is not sponsorships.

00:36:07.472 --> 00:36:09.594
It's not affiliates, not affiliate codes.

00:36:10.054 --> 00:36:12.356
It's a little bit deeper.

00:36:12.655 --> 00:36:14.016
Now that we're in partnership together,

00:36:14.297 --> 00:36:15.577
my first question should

00:36:15.617 --> 00:36:17.179
not be how much can you bring me?

00:36:17.539 --> 00:36:19.320
What can I help you do?

00:36:19.701 --> 00:36:21.202
Like this guy, Alex, like in theory,

00:36:21.222 --> 00:36:22.282
if he were to become a partner, I'd go,

00:36:22.302 --> 00:36:22.762
great, Alex,

00:36:22.963 --> 00:36:24.384
you've got a bananas idea in

00:36:24.403 --> 00:36:25.405
this in-person event.

00:36:25.684 --> 00:36:27.085
How does Jimmy help you get

00:36:27.126 --> 00:36:27.806
more people there?

00:36:28.045 --> 00:36:29.648
How does Jimmy help you, you know,

00:36:30.007 --> 00:36:31.369
he mentioned he has two podcasts.

00:36:32.108 --> 00:36:33.309
he doesn't have two podcasts

00:36:33.349 --> 00:36:34.530
he has two podcasts just on

00:36:34.590 --> 00:36:35.869
youtube and I'm like my man

00:36:35.889 --> 00:36:36.949
you got to be on spotify

00:36:37.271 --> 00:36:37.871
all your stuff your

00:36:37.911 --> 00:36:38.871
interviews are bananas but

00:36:39.130 --> 00:36:41.331
let me help you let help me

00:36:41.751 --> 00:36:42.532
help you it's all jerry

00:36:42.552 --> 00:36:43.791
maguire I'm going to take

00:36:43.811 --> 00:36:44.652
my entire career in

00:36:44.672 --> 00:36:45.833
partnerships all the

00:36:45.853 --> 00:36:47.554
leadership uh if from from

00:36:47.594 --> 00:36:49.094
jerry maguire and I did

00:36:49.134 --> 00:36:49.893
make a jerry maguire

00:36:49.914 --> 00:36:50.693
reference the other day in

00:36:50.713 --> 00:36:52.195
a meeting and it also got

00:36:52.215 --> 00:36:53.735
missed half the room didn't

00:36:53.795 --> 00:36:55.516
know it was like

00:36:57.219 --> 00:36:57.639
I think I said,

00:36:57.659 --> 00:36:59.443
help me help you and show me the money.

00:36:59.923 --> 00:37:01.447
And I had people like, yeah.

00:37:01.487 --> 00:37:02.148
And then they were like,

00:37:03.284 --> 00:37:05.605
And I'm like, oh, it hurts my soul.

00:37:06.826 --> 00:37:08.326
But that message should

00:37:08.405 --> 00:37:09.865
still resonate with your team members,

00:37:09.925 --> 00:37:10.987
even if they don't know the

00:37:11.027 --> 00:37:12.047
movie Jerry Maguire, right?

00:37:12.327 --> 00:37:13.007
Well, yes,

00:37:13.027 --> 00:37:13.827
but I think the people that

00:37:13.847 --> 00:37:14.226
resonate with it.

00:37:14.246 --> 00:37:14.806
It's very obvious.

00:37:14.847 --> 00:37:15.547
Help me help you.

00:37:15.568 --> 00:37:16.367
You're in partnerships.

00:37:16.788 --> 00:37:18.728
Right, but help me help you is a cliche,

00:37:18.967 --> 00:37:20.068
but because it was in the movie,

00:37:20.108 --> 00:37:21.548
it's an emotional cliche.

00:37:21.568 --> 00:37:22.509
Right, right, right, right.

00:37:22.809 --> 00:37:24.608
Somebody who understands and agrees,

00:37:24.969 --> 00:37:25.969
why don't we think this way?

00:37:26.389 --> 00:37:27.250
I think Jerry's saying,

00:37:27.550 --> 00:37:28.670
I think he's saying, why don't we,

00:37:28.710 --> 00:37:30.411
the profession, think this way?

00:37:30.570 --> 00:37:31.431
And this was a few minutes ago,

00:37:31.451 --> 00:37:32.610
so I don't even know what his record was.

00:37:34.108 --> 00:37:34.487
Also,

00:37:34.847 --> 00:37:37.548
Jerry Durham's Giants beat my

00:37:37.588 --> 00:37:38.688
Phillies two out of three.

00:37:39.409 --> 00:37:40.730
I was talking smack online,

00:37:41.449 --> 00:37:42.389
and I have to eat my words

00:37:42.429 --> 00:37:43.751
because they won the series.

00:37:44.291 --> 00:37:45.891
On the road, it was in Philly,

00:37:45.931 --> 00:37:48.231
so shout out to Jerry and his SF Giants.

00:37:48.632 --> 00:37:50.472
I saw JT Real Muto got

00:37:50.512 --> 00:37:51.492
called out on a called

00:37:51.532 --> 00:37:54.333
strike that was four inches

00:37:54.414 --> 00:37:54.974
off the plate.

00:37:55.653 --> 00:37:56.974
The robot umpires are

00:37:56.994 --> 00:37:59.594
sitting off the snake going like,

00:37:59.675 --> 00:38:00.295
all right.

00:38:00.376 --> 00:38:01.635
I can't wait for the robot umpires.

00:38:02.710 --> 00:38:04.231
Not robot physical therapist,

00:38:04.592 --> 00:38:06.072
but I want robot umpires.

00:38:06.333 --> 00:38:08.934
At least robot umpires helping on, like,

00:38:08.954 --> 00:38:10.115
didn't we do the whole tap

00:38:10.155 --> 00:38:10.755
the helmet thing?

00:38:10.775 --> 00:38:12.117
Is that not happening now?

00:38:12.396 --> 00:38:13.177
I just want, real quick,

00:38:13.257 --> 00:38:14.998
I just want a digital home plate.

00:38:15.079 --> 00:38:16.239
It just lights up green or red.

00:38:16.278 --> 00:38:17.260
Green, like a strike.

00:38:17.519 --> 00:38:18.880
Red for a ball or whatever.

00:38:19.260 --> 00:38:20.141
Or vice versa.

00:38:20.161 --> 00:38:22.282
But I don't want any, like,

00:38:22.382 --> 00:38:23.503
I had an issue over the

00:38:23.543 --> 00:38:25.224
weekend with a game and a

00:38:25.244 --> 00:38:27.365
bad call in a game with an umpire.

00:38:27.425 --> 00:38:28.686
I was sliding headfirst in a home.

00:38:29.027 --> 00:38:29.487
I was safe.

00:38:29.527 --> 00:38:31.027
My whole dugout erupted

00:38:31.068 --> 00:38:31.789
because I was called out.

00:38:32.568 --> 00:38:33.849
we don't need human umpires

00:38:33.989 --> 00:38:35.369
for baseball at any level

00:38:35.869 --> 00:38:39.010
full stop full stop we do

00:38:39.070 --> 00:38:40.351
we we do need folks like

00:38:40.391 --> 00:38:41.411
jimmy and partnerships

00:38:41.452 --> 00:38:43.731
though partnerships help me

00:38:43.771 --> 00:38:44.313
look look right in the

00:38:44.333 --> 00:38:46.112
camera help me help you um

00:38:46.233 --> 00:38:48.393
I found this online yes

00:38:48.574 --> 00:38:49.994
yeah on linkedin the

00:38:50.034 --> 00:38:50.833
digital version of

00:38:50.934 --> 00:38:52.114
networking because I can't

00:38:52.135 --> 00:38:53.094
walk around new york city

00:38:53.855 --> 00:38:55.376
uh it's called a walk in new york

00:38:56.320 --> 00:38:57.541
reinvent your neuro

00:38:57.581 --> 00:38:58.782
rehabilitation so like

00:38:58.822 --> 00:39:00.021
right off the bat love the

00:39:00.081 --> 00:39:01.764
website like great makes me

00:39:01.884 --> 00:39:02.724
intrigued a little

00:39:02.764 --> 00:39:03.505
confusing because I'm like

00:39:03.525 --> 00:39:04.184
what is it but then it says

00:39:04.204 --> 00:39:04.985
a new kind of private

00:39:05.025 --> 00:39:06.987
practice combining

00:39:07.126 --> 00:39:09.208
self-balancing exoskeletons

00:39:09.648 --> 00:39:11.030
immersive virtual reality

00:39:11.090 --> 00:39:12.510
and personalized care start

00:39:12.530 --> 00:39:13.090
your rehab journey

00:39:14.485 --> 00:39:16.126
So this is a practice online.

00:39:16.626 --> 00:39:17.905
There's that free discovery call,

00:39:17.925 --> 00:39:18.987
which breaks my heart.

00:39:19.007 --> 00:39:20.067
It's the only way to get in.

00:39:20.146 --> 00:39:21.387
I couldn't give you money if I wanted.

00:39:21.407 --> 00:39:23.228
I'd have to do a free discovery call.

00:39:23.289 --> 00:39:24.668
All right.

00:39:25.449 --> 00:39:26.769
I'm interviewing the guy or

00:39:26.829 --> 00:39:27.909
one of the guys behind this

00:39:27.949 --> 00:39:29.070
or somebody involved with this.

00:39:30.324 --> 00:39:31.266
And I was trying to figure

00:39:31.286 --> 00:39:32.846
it out just by looking at the website.

00:39:33.186 --> 00:39:34.608
It looks like they come to

00:39:34.648 --> 00:39:36.608
you with an exoskeleton to your house.

00:39:36.628 --> 00:39:37.768
So it's like concierge care

00:39:37.829 --> 00:39:39.469
in New York if you are a

00:39:39.550 --> 00:39:41.791
neurologic physical therapy patient,

00:39:42.012 --> 00:39:43.612
a patient of neurologic physical therapy.

00:39:43.632 --> 00:39:44.612
There is no way they're

00:39:44.672 --> 00:39:46.614
lugging this around to do house calls.

00:39:46.634 --> 00:39:47.355
There's no way.

00:39:48.476 --> 00:39:50.257
I thought they were on Park Ave South.

00:39:50.637 --> 00:39:51.717
I thought it was brick and mortar.

00:39:52.077 --> 00:39:54.878
I thought it was coming to you.

00:39:54.918 --> 00:39:55.760
Meet the team.

00:39:55.960 --> 00:39:56.559
Hold on.

00:39:56.840 --> 00:39:57.541
Go back up a little bit.

00:39:57.641 --> 00:39:59.322
It doesn't say why you should come to us.

00:40:02.081 --> 00:40:02.501
These things?

00:40:02.521 --> 00:40:02.623
No, no.

00:40:02.702 --> 00:40:03.702
Go back a little bit.

00:40:03.744 --> 00:40:04.284
Who should come to us?

00:40:04.344 --> 00:40:05.264
Stroke spinal cord.

00:40:05.664 --> 00:40:06.606
These are all conditions.

00:40:07.766 --> 00:40:10.369
But I thought he said we come to you.

00:40:11.050 --> 00:40:13.992
Who should come to us?

00:40:14.012 --> 00:40:14.773
Come to us.

00:40:14.972 --> 00:40:15.853
I thought the first thing I

00:40:15.873 --> 00:40:16.775
saw in his LinkedIn post

00:40:16.795 --> 00:40:18.456
that led me to this a while ago.

00:40:19.757 --> 00:40:21.438
So this is a good thing.

00:40:21.478 --> 00:40:24.202
And I'm not busting chops here, Josh.

00:40:25.250 --> 00:40:26.411
But if you actually bring an

00:40:26.510 --> 00:40:28.311
exoskeleton to someone,

00:40:28.512 --> 00:40:29.711
if you lug this thing around,

00:40:30.431 --> 00:40:31.492
I've been in one of these things.

00:40:31.873 --> 00:40:32.572
They're cool.

00:40:32.853 --> 00:40:33.753
They're heavy though, right?

00:40:34.193 --> 00:40:36.494
Yeah, but you know how it is.

00:40:36.614 --> 00:40:38.155
I mean, I played with one two years ago.

00:40:38.235 --> 00:40:38.556
By now,

00:40:38.596 --> 00:40:40.257
they might be like half as light or

00:40:40.356 --> 00:40:40.697
I don't know.

00:40:40.817 --> 00:40:41.878
It might fly at this point.

00:40:41.898 --> 00:40:42.918
Who knows?

00:40:44.039 --> 00:40:45.079
If you go to the very bottom

00:40:45.139 --> 00:40:45.920
and I think there was like

00:40:45.940 --> 00:40:48.121
an Instagram button and

00:40:48.141 --> 00:40:49.601
then you could look at their Instagram,

00:40:49.621 --> 00:40:50.922
there was a brick and mortar office.

00:40:50.961 --> 00:40:52.362
Yeah, there is an address.

00:40:53.369 --> 00:40:54.311
There is an address.

00:40:54.990 --> 00:40:55.831
Yeah, just click on that.

00:40:55.851 --> 00:40:57.393
There's like two posts on their Instagram,

00:40:57.434 --> 00:40:58.894
and one shows like a

00:40:58.994 --> 00:41:01.838
street-level office on Park Ave South,

00:41:01.878 --> 00:41:03.378
which that brings me to my

00:41:03.418 --> 00:41:06.242
next point in a second about, yeah,

00:41:06.422 --> 00:41:07.702
that first or second post,

00:41:07.722 --> 00:41:08.264
whatever that is.

00:41:09.125 --> 00:41:11.347
This one?

00:41:11.387 --> 00:41:12.067
The one, yeah,

00:41:12.086 --> 00:41:12.987
where you can see the taxi

00:41:13.007 --> 00:41:13.809
cab on the left.

00:41:14.730 --> 00:41:14.889
Yeah,

00:41:15.030 --> 00:41:17.192
and they're using an overhead harness

00:41:17.211 --> 00:41:17.692
system, too.

00:41:18.641 --> 00:41:19.922
right oh see in the

00:41:19.942 --> 00:41:20.862
beginning I thought they

00:41:20.882 --> 00:41:22.083
were bringing exoskeletons

00:41:22.123 --> 00:41:23.025
to people in new york who

00:41:23.045 --> 00:41:24.467
couldn't get them which I

00:41:24.487 --> 00:41:25.867
don't know man I feel like

00:41:25.887 --> 00:41:26.648
a lot of people would ask

00:41:26.668 --> 00:41:28.329
for that not easy simple

00:41:28.369 --> 00:41:30.132
but not easy that would be

00:41:30.231 --> 00:41:32.693
like let's get into the

00:41:32.894 --> 00:41:34.675
like quick financial like

00:41:35.217 --> 00:41:36.538
nerdy business stuff real

00:41:36.557 --> 00:41:38.199
quick so the space looks

00:41:38.239 --> 00:41:40.342
beautiful the technology looks awesome

00:41:40.981 --> 00:41:42.523
on the website though it

00:41:42.543 --> 00:41:43.364
says that we're you know

00:41:43.385 --> 00:41:44.907
that they take a lot of in

00:41:44.947 --> 00:41:46.047
network or they take a lot

00:41:46.088 --> 00:41:47.009
of insurance including you

00:41:47.028 --> 00:41:48.992
know medicare and like some

00:41:49.012 --> 00:41:49.853
of the other payers right

00:41:50.293 --> 00:41:52.335
on the website so but on

00:41:52.375 --> 00:41:53.817
here it's a one-on-one

00:41:53.896 --> 00:41:55.679
visit it looks like where obviously

00:41:57.128 --> 00:41:58.467
I mean, at least in this video,

00:41:58.527 --> 00:41:59.909
there's a professional,

00:42:00.048 --> 00:42:01.128
I'm assuming that's a therapist,

00:42:01.648 --> 00:42:03.110
with a patient or client

00:42:03.130 --> 00:42:03.989
that has a neurological

00:42:04.030 --> 00:42:07.210
condition that's in the exoskeleton.

00:42:07.471 --> 00:42:08.972
And also, they're on Park Ave South.

00:42:09.731 --> 00:42:11.273
Jerry says, bring on the robots.

00:42:11.413 --> 00:42:12.972
I hope he means talking about MLB,

00:42:13.172 --> 00:42:14.112
but not for physical therapy.

00:42:14.132 --> 00:42:14.353
He does.

00:42:14.434 --> 00:42:15.353
He does.

00:42:16.273 --> 00:42:16.353
Yeah.

00:42:16.373 --> 00:42:16.713
Finally,

00:42:16.753 --> 00:42:17.894
Jerry and I can agree on something.

00:42:18.954 --> 00:42:20.155
Free discovery for everyone.

00:42:20.175 --> 00:42:21.096
It's foolish.

00:42:21.315 --> 00:42:21.635
I agree.

00:42:22.733 --> 00:42:23.034
Yeah, well,

00:42:23.074 --> 00:42:24.434
let me just hammer this point

00:42:24.454 --> 00:42:24.856
for a second.

00:42:24.876 --> 00:42:27.117
So they're on Park Ave South in Manhattan.

00:42:27.918 --> 00:42:29.418
That space is pretty big.

00:42:30.739 --> 00:42:34.422
I would say, I don't know, that's at least,

00:42:35.163 --> 00:42:36.804
that's at least a K per month,

00:42:37.164 --> 00:42:37.965
a thousand dollars a month,

00:42:37.985 --> 00:42:40.347
but it's probably, it's probably ten,

00:42:40.387 --> 00:42:43.489
fifteen, I don't know, K per month.

00:42:45.170 --> 00:42:45.849
And how,

00:42:45.911 --> 00:42:47.070
if you're doing one on one visits

00:42:47.090 --> 00:42:47.532
like this,

00:42:48.467 --> 00:42:48.708
Meaning,

00:42:48.847 --> 00:42:50.532
cause there's a professional or a

00:42:50.594 --> 00:42:51.916
therapist with the patient

00:42:52.478 --> 00:42:53.481
in this exoskeleton

00:42:54.349 --> 00:42:55.568
How can you accept all these

00:42:55.688 --> 00:42:56.750
in-network insurances,

00:42:56.809 --> 00:42:57.730
including like Medicare and

00:42:57.750 --> 00:42:58.750
make a hundred or one

00:42:58.769 --> 00:42:59.771
hundred and twenty per visit?

00:43:00.710 --> 00:43:01.630
And how can you make this

00:43:01.650 --> 00:43:02.471
business model work?

00:43:02.590 --> 00:43:04.911
Maybe we need to hear more from Josh,

00:43:04.931 --> 00:43:05.992
the founder and the

00:43:06.032 --> 00:43:07.152
physical therapist that works here.

00:43:07.512 --> 00:43:09.152
How can you cover the overhead?

00:43:09.172 --> 00:43:09.713
We're already talking.

00:43:09.893 --> 00:43:10.813
We're talking about the personnel,

00:43:10.893 --> 00:43:12.733
the overhead and the profit overhead.

00:43:12.773 --> 00:43:13.773
That overhead harness system

00:43:13.833 --> 00:43:14.494
isn't cheap either.

00:43:14.695 --> 00:43:15.014
Not at all.

00:43:15.034 --> 00:43:16.295
Like not cheap.

00:43:16.315 --> 00:43:17.034
The amount of money that

00:43:17.074 --> 00:43:18.916
they get to even put to buy

00:43:18.956 --> 00:43:19.755
the exoskeleton,

00:43:19.775 --> 00:43:20.576
to have the overhead

00:43:20.596 --> 00:43:22.336
harness attached into the.

00:43:24.190 --> 00:43:24.989
attached overhead.

00:43:25.010 --> 00:43:25.971
So it was already installed.

00:43:26.010 --> 00:43:27.152
So it looks like this

00:43:27.211 --> 00:43:28.393
practice has put a lot of

00:43:28.414 --> 00:43:30.976
money up front to get them running.

00:43:30.996 --> 00:43:32.157
The clinic was beautiful.

00:43:32.177 --> 00:43:32.878
It looks gorgeous.

00:43:32.978 --> 00:43:35.239
I love the aesthetic of it.

00:43:35.260 --> 00:43:35.661
So, yeah,

00:43:39.155 --> 00:43:40.014
I didn't even realize they

00:43:40.034 --> 00:43:41.335
were that expensive so that

00:43:41.556 --> 00:43:43.795
yeah I like maybe he got a

00:43:43.916 --> 00:43:46.016
unit that's like used and

00:43:46.155 --> 00:43:47.217
it's free or it's part of

00:43:47.257 --> 00:43:49.496
some I don't know uh some

00:43:49.556 --> 00:43:50.817
study yes something like

00:43:50.856 --> 00:43:52.597
that maybe that but even

00:43:52.637 --> 00:43:53.458
that you still have the

00:43:53.518 --> 00:43:55.657
overhead of that space the

00:43:55.697 --> 00:43:56.418
the address that's on their

00:43:56.438 --> 00:43:57.777
website Park Ave South not

00:43:57.918 --> 00:43:59.798
cheap at all but this store

00:43:59.838 --> 00:44:01.539
for storefront location not

00:44:01.599 --> 00:44:02.518
even like on the third

00:44:02.559 --> 00:44:03.639
floor eighth floor through

00:44:03.659 --> 00:44:05.440
an elevator storefront

00:44:06.440 --> 00:44:09.001
Sidewalk location, Park Ave South,

00:44:09.141 --> 00:44:09.943
very expensive.

00:44:10.503 --> 00:44:11.884
How do you make this business model work?

00:44:12.003 --> 00:44:12.684
I'm fascinated.

00:44:13.065 --> 00:44:14.346
Maybe we need to have one in the future.

00:44:14.425 --> 00:44:15.786
Can I show you how you make it work?

00:44:15.847 --> 00:44:16.806
And this wasn't planned.

00:44:16.947 --> 00:44:18.708
This is different, not the same.

00:44:18.909 --> 00:44:20.309
These guys cut the PTs out.

00:44:21.262 --> 00:44:22.423
And I commended him for it.

00:44:23.063 --> 00:44:23.985
So this is somebody I had on

00:44:24.005 --> 00:44:24.644
the show a long time.

00:44:24.684 --> 00:44:25.525
I'll bring Yanni back.

00:44:25.545 --> 00:44:26.347
That's Yanni right there.

00:44:26.367 --> 00:44:27.166
That's Yanni Corey.

00:44:27.688 --> 00:44:29.007
Yanni was a Georgetown athlete.

00:44:29.628 --> 00:44:31.349
Yanni was playing beach

00:44:31.369 --> 00:44:32.951
volleyball in California

00:44:33.090 --> 00:44:34.291
and dove in between matches

00:44:34.331 --> 00:44:35.853
to like cool off spinal cord injury.

00:44:35.932 --> 00:44:36.753
He hit a sandbar.

00:44:37.313 --> 00:44:38.255
So like prime of his life.

00:44:38.974 --> 00:44:40.637
There's Yanni right there getting swole.

00:44:41.376 --> 00:44:43.619
Yanni then went through the

00:44:43.639 --> 00:44:45.641
system and was like, dude,

00:44:46.440 --> 00:44:47.422
we can't afford this.

00:44:47.561 --> 00:44:48.742
Or I get neuro rehab like

00:44:49.023 --> 00:44:50.164
once a month because of

00:44:50.304 --> 00:44:51.284
whatever insurance and

00:44:51.304 --> 00:44:52.385
costs and availability.

00:44:53.085 --> 00:44:57.590
Yanni started next step, which are gyms,

00:44:57.630 --> 00:44:59.931
gym set up square footage and machines,

00:44:59.972 --> 00:45:00.833
baby and trainers.

00:45:01.333 --> 00:45:02.454
But obviously they have

00:45:02.474 --> 00:45:03.755
things like vibration plates.

00:45:03.775 --> 00:45:04.896
They have things like not so

00:45:04.936 --> 00:45:07.137
much exoskeletons, I think, but more like,

00:45:07.177 --> 00:45:08.818
like FES bikes and

00:45:09.079 --> 00:45:11.000
So a gym for people with

00:45:11.900 --> 00:45:14.101
neurologic rehabilitation.

00:45:14.121 --> 00:45:14.983
I won't even say neurologic

00:45:15.023 --> 00:45:15.963
physical therapy issues.

00:45:16.643 --> 00:45:17.503
And because Yanni was a

00:45:17.563 --> 00:45:19.264
smart dude and he's like, admittedly,

00:45:19.284 --> 00:45:20.126
he's like, I have connections.

00:45:20.146 --> 00:45:21.266
He's like, I'm a Georgetown grad.

00:45:21.326 --> 00:45:22.947
I got people with insights

00:45:22.967 --> 00:45:23.927
and connections and money.

00:45:24.547 --> 00:45:26.369
And getting this to work is

00:45:26.409 --> 00:45:27.150
still not easy.

00:45:27.469 --> 00:45:28.391
It's a brilliant idea.

00:45:29.210 --> 00:45:31.231
Yanni's goal is a gym in every major,

00:45:31.373 --> 00:45:32.373
one of these in every major

00:45:32.413 --> 00:45:35.934
city in the US and then spread.

00:45:36.436 --> 00:45:37.016
So-

00:45:38.139 --> 00:45:39.300
I want to make sure we don't

00:45:39.300 --> 00:45:40.661
– I'm not dumping on Josh, though,

00:45:40.681 --> 00:45:41.523
from walking New York.

00:45:42.923 --> 00:45:43.684
They're doing it.

00:45:43.885 --> 00:45:44.505
I want to see how.

00:45:44.605 --> 00:45:45.646
Because let's learn.

00:45:45.786 --> 00:45:47.786
Let's steal their good ideas

00:45:48.148 --> 00:45:50.670
and give it away and see how.

00:45:50.690 --> 00:45:52.110
But I think next step – this

00:45:52.150 --> 00:45:53.251
is what Yanni figured out.

00:45:53.411 --> 00:45:54.172
He went through the system.

00:45:54.472 --> 00:45:55.152
He saw that.

00:45:55.253 --> 00:45:56.132
Park Avenue South.

00:45:56.152 --> 00:45:56.733
And what's red?

00:45:56.773 --> 00:45:57.875
What's a nexus going to cost?

00:45:58.235 --> 00:45:59.755
He's like, we're never going to get this.

00:45:59.936 --> 00:46:00.717
So he starts gyms.

00:46:00.737 --> 00:46:02.018
Yeah.

00:46:04.594 --> 00:46:06.137
I don't know if I'm a fan of

00:46:06.336 --> 00:46:07.757
doing this type of, I mean,

00:46:07.838 --> 00:46:09.378
it's different if you're, so it's a gym,

00:46:09.458 --> 00:46:11.481
but a lot of the electrodes

00:46:11.501 --> 00:46:13.001
that they're using, a lot of that, I mean,

00:46:13.282 --> 00:46:14.043
they're using right here.

00:46:14.063 --> 00:46:15.425
There's two, three people.

00:46:16.005 --> 00:46:16.905
Yeah.

00:46:16.925 --> 00:46:17.346
I understand.

00:46:17.445 --> 00:46:18.047
I understand.

00:46:18.126 --> 00:46:18.246
Yeah.

00:46:18.327 --> 00:46:18.766
I understand.

00:46:18.847 --> 00:46:20.007
It's cheaper labor basically.

00:46:20.168 --> 00:46:20.369
Right.

00:46:20.469 --> 00:46:21.590
Well, they have PTs though.

00:46:22.710 --> 00:46:23.751
Come in and train the trainers.

00:46:25.065 --> 00:46:27.588
that's that's that's I mean

00:46:27.628 --> 00:46:29.409
I don't know if I don't

00:46:29.449 --> 00:46:31.632
know if I'm a fan of that I

00:46:31.652 --> 00:46:33.994
don't know well no I know I

00:46:34.034 --> 00:46:35.496
know what's what's better what's worse

00:46:36.768 --> 00:46:37.530
Trainers are smart.

00:46:37.570 --> 00:46:38.990
We're not geniuses because

00:46:39.010 --> 00:46:39.931
we have a PT degree.

00:46:40.132 --> 00:46:41.293
We know some stuff and we

00:46:41.313 --> 00:46:42.034
can teach them stuff.

00:46:42.353 --> 00:46:43.034
They only need to know how

00:46:43.054 --> 00:46:43.934
much do you need to know to

00:46:43.954 --> 00:46:46.016
get someone on an FES bike?

00:46:46.476 --> 00:46:46.597
Well,

00:46:46.757 --> 00:46:48.599
you need to know where to put those

00:46:48.619 --> 00:46:49.639
sticky electrodes for like

00:46:49.659 --> 00:46:50.900
the FES and all that.

00:46:51.021 --> 00:46:52.101
I figure I passed the test.

00:46:52.141 --> 00:46:53.242
Anybody can figure this out.

00:46:53.844 --> 00:46:54.063
Yeah.

00:46:54.103 --> 00:46:54.503
Don't hear.

00:46:54.543 --> 00:46:55.445
Hey, listen, you're an adult.

00:46:55.525 --> 00:46:56.126
Don't screw up.

00:46:56.525 --> 00:46:57.286
And there's insurance.

00:46:57.686 --> 00:46:58.206
Don't screw up.

00:46:58.286 --> 00:46:59.268
And we'll fire you if you do.

00:47:00.369 --> 00:47:00.849
I like it.

00:47:01.869 --> 00:47:02.451
It's interesting.

00:47:03.860 --> 00:47:05.561
So I'll get Yanni back on.

00:47:05.621 --> 00:47:06.601
He did a ride across America.

00:47:06.782 --> 00:47:09.103
But Tony, you can't do that type of rehab.

00:47:09.123 --> 00:47:11.184
You can't do that rehab gym online.

00:47:12.025 --> 00:47:12.945
That can't be virtual.

00:47:14.045 --> 00:47:15.027
No.

00:47:15.047 --> 00:47:16.347
Well, here's what you know about neuro.

00:47:17.688 --> 00:47:19.230
It's repetitions.

00:47:19.250 --> 00:47:19.690
That's what they know.

00:47:19.750 --> 00:47:21.090
Right.

00:47:21.150 --> 00:47:22.692
He did a ride across America.

00:47:23.719 --> 00:47:25.900
He rode essentially like a

00:47:26.021 --> 00:47:28.342
jacked up wheelchair,

00:47:28.661 --> 00:47:29.782
like an off-road wheelchair

00:47:29.862 --> 00:47:31.043
across the country to raise money.

00:47:31.103 --> 00:47:32.244
He's done this multiple times.

00:47:32.724 --> 00:47:35.925
San Francisco to like DC, wild.

00:47:36.146 --> 00:47:38.266
Yanni's like, yes.

00:47:38.726 --> 00:47:40.829
Yanni's a messed up kind of guy.

00:47:40.969 --> 00:47:41.789
I like guys like that.

00:47:42.829 --> 00:47:44.971
Where he's like, I piss a lot of PTs off.

00:47:45.050 --> 00:47:45.231
He's like,

00:47:45.251 --> 00:47:46.610
a lot of PTs will find out about us.

00:47:46.851 --> 00:47:48.632
And like, there's no PTs on staff?

00:47:48.652 --> 00:47:49.293
He goes, no, you're too,

00:47:49.313 --> 00:47:50.253
because you want a hundred

00:47:50.273 --> 00:47:51.474
and fifty thousand dollars.

00:47:54.795 --> 00:47:55.414
But also,

00:47:55.974 --> 00:47:56.894
the folks that have those

00:47:56.914 --> 00:47:57.815
neurological conditions,

00:47:57.856 --> 00:47:59.175
they have a lot of other expenses.

00:47:59.215 --> 00:48:00.195
They're trying to buy their

00:48:00.215 --> 00:48:01.336
own FES bikes at home, whatever.

00:48:01.516 --> 00:48:02.577
And they probably can't

00:48:02.597 --> 00:48:03.876
afford the one-on-one visits.

00:48:03.896 --> 00:48:05.197
The insurance won't pay for it.

00:48:05.297 --> 00:48:05.777
Exactly.

00:48:06.117 --> 00:48:08.978
The insurance is like, I'm out.

00:48:09.059 --> 00:48:10.139
You could cut different parts of it.

00:48:10.159 --> 00:48:11.039
They cut the therapist out.

00:48:11.059 --> 00:48:11.579
It's interesting.

00:48:11.599 --> 00:48:12.000
Correct.

00:48:12.039 --> 00:48:12.579
Yeah, they cut.

00:48:12.780 --> 00:48:14.541
We just said the overhead.

00:48:14.581 --> 00:48:15.621
They cut the most expensive part.

00:48:15.721 --> 00:48:17.001
You can't do that.

00:48:17.021 --> 00:48:17.461
They did.

00:48:17.621 --> 00:48:18.842
They said, fuck you, I will.

00:48:18.902 --> 00:48:19.442
And they did.

00:48:20.302 --> 00:48:21.623
And you know who cares?

00:48:22.443 --> 00:48:23.903
PTs are griping about it.

00:48:24.585 --> 00:48:25.804
And I'm saying, look at that.

00:48:25.905 --> 00:48:26.766
Look at the face of the

00:48:26.806 --> 00:48:28.146
person who's working out right now.

00:48:28.507 --> 00:48:29.507
They look pretty damn happy.

00:48:29.907 --> 00:48:30.628
And what does that do for

00:48:30.809 --> 00:48:31.728
their entire life and their

00:48:31.748 --> 00:48:32.530
entire solar system?

00:48:33.010 --> 00:48:34.891
It shouldn't be that way, but it is.

00:48:35.052 --> 00:48:36.072
That's where Yanni's like, fine,

00:48:36.112 --> 00:48:37.032
if you're not building it with me,

00:48:37.132 --> 00:48:37.934
I'll build it myself.

00:48:38.193 --> 00:48:39.355
I love stuff like that.

00:48:39.655 --> 00:48:40.094
He's awesome.

00:48:40.856 --> 00:48:41.376
All right.

00:48:41.396 --> 00:48:42.036
What else is on the list?

00:48:42.077 --> 00:48:43.958
We have twelve minutes.

00:48:46.253 --> 00:48:47.193
You're up.

00:48:47.233 --> 00:48:47.833
Let's see.

00:48:47.873 --> 00:48:51.056
Do you want to... You're up or you are up?

00:48:51.436 --> 00:48:52.376
Oh, I was like, you're up.

00:48:52.556 --> 00:48:53.217
We're going across.

00:48:53.257 --> 00:48:54.699
How about this?

00:48:54.798 --> 00:48:56.519
I sent you the... We either

00:48:56.539 --> 00:48:57.740
got the Bo thing or your

00:48:57.800 --> 00:49:01.342
LinkedIn post about the...

00:49:02.224 --> 00:49:04.125
What do you do in your

00:49:04.144 --> 00:49:04.885
workplace to foster

00:49:04.965 --> 00:49:05.786
excellence across your team?

00:49:05.806 --> 00:49:06.465
You want to do that or you

00:49:06.485 --> 00:49:07.166
want to do the Bo thing?

00:49:07.567 --> 00:49:08.166
Talk about Bo.

00:49:08.246 --> 00:49:08.947
I'll go find the other

00:49:08.987 --> 00:49:09.907
LinkedIn post so we have it.

00:49:10.409 --> 00:49:11.429
So start talking about Bo.

00:49:11.449 --> 00:49:12.309
I'll go click around to find

00:49:12.349 --> 00:49:13.251
my LinkedIn post that we're

00:49:13.291 --> 00:49:13.811
going to talk about.

00:49:14.081 --> 00:49:15.362
All right, this is a physical therapist,

00:49:15.402 --> 00:49:16.463
Dr. Boba Banco.

00:49:16.724 --> 00:49:18.585
I screenshotted his LinkedIn post.

00:49:18.666 --> 00:49:19.967
I'm sorry, this is the Instagram post.

00:49:20.708 --> 00:49:21.768
And it's got a QR code.

00:49:21.789 --> 00:49:22.849
It says movement assessment,

00:49:22.869 --> 00:49:23.469
one hundred ninety nine

00:49:23.510 --> 00:49:24.891
dollars with his phone number,

00:49:25.291 --> 00:49:27.333
his email address and his website.

00:49:28.094 --> 00:49:32.257
And Bo put in the caption targeting.

00:49:33.449 --> 00:49:34.130
targeting an older

00:49:34.150 --> 00:49:35.271
population for movement

00:49:35.311 --> 00:49:36.911
assessment in in person or

00:49:36.971 --> 00:49:40.072
virtually any thoughts, colors, spacing,

00:49:40.152 --> 00:49:40.612
etc.

00:49:40.672 --> 00:49:43.293
So, so Bo is a good friend of mine.

00:49:43.673 --> 00:49:43.994
I love it.

00:49:44.074 --> 00:49:44.253
He's,

00:49:44.554 --> 00:49:45.974
he's posting this out there that that

00:49:46.014 --> 00:49:46.835
prospective patients might

00:49:46.875 --> 00:49:47.775
actually see anyway.

00:49:48.335 --> 00:49:50.695
But he's asking for help on

00:49:50.755 --> 00:49:51.936
designing this or our

00:49:51.976 --> 00:49:53.197
thoughts on this type of a

00:49:53.396 --> 00:49:55.338
banner flyer for this offer.

00:49:56.800 --> 00:49:58.360
All right.

00:49:58.681 --> 00:49:59.442
I'm stuck.

00:49:59.702 --> 00:50:01.925
And this is probably a longer, we should,

00:50:02.304 --> 00:50:03.126
I feel like an entire

00:50:03.186 --> 00:50:04.306
episode or a chunk of one

00:50:04.327 --> 00:50:05.068
in the future should be

00:50:05.728 --> 00:50:07.789
taking phrases that PTs use

00:50:08.190 --> 00:50:09.150
and using better one.

00:50:09.452 --> 00:50:11.574
Because a movement assessment, I don't,

00:50:12.393 --> 00:50:13.155
I understand what you're

00:50:13.175 --> 00:50:14.135
saying because I'm a PT.

00:50:14.635 --> 00:50:15.898
I'm worried that people are like,

00:50:17.478 --> 00:50:18.440
I'm not a dancer.

00:50:18.539 --> 00:50:19.360
I don't know what a movement

00:50:19.380 --> 00:50:20.181
assessment is.

00:50:21.293 --> 00:50:23.275
Like Shirley Sarman in the movement system,

00:50:24.114 --> 00:50:26.376
I don't know, words matter, dude.

00:50:26.596 --> 00:50:26.936
So like,

00:50:27.255 --> 00:50:29.016
that's why I'm like not making fun of Bo.

00:50:29.416 --> 00:50:30.938
I think Bo is using phrases

00:50:30.958 --> 00:50:32.137
that others have used.

00:50:33.298 --> 00:50:34.518
I'm trying to figure out

00:50:34.838 --> 00:50:35.980
what a movement assessment is.

00:50:36.019 --> 00:50:37.561
If I'm even a PT,

00:50:37.601 --> 00:50:39.842
is that a physical therapy assessment?

00:50:39.882 --> 00:50:41.202
Is that a treatment or

00:50:41.222 --> 00:50:41.722
something different?

00:50:42.181 --> 00:50:43.163
And I think in the public

00:50:43.302 --> 00:50:45.704
that is confusing.

00:50:47.047 --> 00:50:47.568
Yeah, I mean,

00:50:47.608 --> 00:50:49.208
maybe we should hold this for

00:50:49.309 --> 00:50:51.690
a longer episode.

00:50:52.090 --> 00:50:53.550
So your dad had a stroke, right?

00:50:54.331 --> 00:50:55.150
Would he say,

00:50:55.451 --> 00:50:56.411
I need a movement assessment

00:50:56.452 --> 00:50:57.452
or I want a movement assessment?

00:50:57.512 --> 00:50:58.193
Or would he say,

00:50:58.813 --> 00:51:01.733
I want a balance better

00:51:01.773 --> 00:51:04.074
plan or a walk better plan?

00:51:05.614 --> 00:51:06.795
fix me fix my fix my walking

00:51:07.275 --> 00:51:08.735
like well yeah like and and

00:51:08.755 --> 00:51:09.476
that's that's the thing

00:51:09.556 --> 00:51:10.295
I've had I've had

00:51:10.315 --> 00:51:12.556
therapists um get mad at me

00:51:12.717 --> 00:51:13.896
and write to me because of

00:51:13.956 --> 00:51:15.436
stuff on my website around

00:51:15.476 --> 00:51:16.797
like find the root cause of

00:51:16.856 --> 00:51:17.958
pain fix the root cause of

00:51:17.978 --> 00:51:20.038
pain or like you know the

00:51:20.057 --> 00:51:21.617
word fix and you know oh

00:51:21.637 --> 00:51:22.679
well you can't fix humans

00:51:22.699 --> 00:51:23.798
we're not we're not cars

00:51:23.818 --> 00:51:24.259
you know we're not

00:51:24.278 --> 00:51:26.579
mechanics we're not broken

00:51:26.858 --> 00:51:29.420
but that person feels something is broken

00:51:30.219 --> 00:51:31.320
I just, I, you,

00:51:31.481 --> 00:51:34.422
I want to use my target customers.

00:51:34.661 --> 00:51:34.782
Words.

00:51:34.862 --> 00:51:37.324
I agree.

00:51:37.344 --> 00:51:37.903
Like Google ads.

00:51:37.923 --> 00:51:38.864
I spent a ton of money on

00:51:38.943 --> 00:51:41.405
and back in twenty sixteen,

00:51:41.425 --> 00:51:42.045
twenty seventeen,

00:51:42.085 --> 00:51:42.786
like when I first started

00:51:42.806 --> 00:51:44.467
doing home visits and they were like, oh,

00:51:44.487 --> 00:51:45.608
yeah, we found you guys on Google.

00:51:45.648 --> 00:51:46.927
And it was like, oh, cool.

00:51:46.967 --> 00:51:47.789
Like what?

00:51:47.829 --> 00:51:49.128
Like what did you type into Google?

00:51:49.449 --> 00:51:49.829
It was, you know,

00:51:49.869 --> 00:51:50.909
it was just like a couple of days ago.

00:51:50.949 --> 00:51:51.150
Right.

00:51:51.489 --> 00:51:51.670
Yeah.

00:51:51.731 --> 00:51:52.110
Reversing.

00:51:52.130 --> 00:51:52.490
They're like.

00:51:52.963 --> 00:51:54.164
in home physical therapy or

00:51:54.224 --> 00:51:55.184
home physical therapy,

00:51:55.244 --> 00:51:58.487
Manhattan or home PT in NYC, whatever.

00:51:58.746 --> 00:52:00.307
So I was like, Oh, all right.

00:52:00.327 --> 00:52:02.489
So like just use those and

00:52:02.949 --> 00:52:03.949
have run a ton of money

00:52:03.969 --> 00:52:05.731
through them to make even more money.

00:52:06.291 --> 00:52:07.552
That's what they Google.

00:52:07.693 --> 00:52:09.893
But when they see concierge pain relief,

00:52:09.934 --> 00:52:11.315
they go, Oh yeah, that's what I meant.

00:52:11.514 --> 00:52:11.815
So it's,

00:52:11.875 --> 00:52:14.637
it is this wide net to a narrow funnel.

00:52:15.456 --> 00:52:16.036
They don't have to

00:52:16.056 --> 00:52:17.757
necessarily Google concierge pain relief,

00:52:17.777 --> 00:52:18.518
but when they see it.

00:52:18.739 --> 00:52:20.400
So if we took that parallel and,

00:52:21.681 --> 00:52:24.965
fix, help after stroke,

00:52:25.405 --> 00:52:26.547
and then you see something,

00:52:26.586 --> 00:52:27.608
what's the next thing?

00:52:27.628 --> 00:52:28.690
I don't know if a movement

00:52:28.730 --> 00:52:29.951
assessment does it,

00:52:30.764 --> 00:52:31.704
That tells me what you're

00:52:31.744 --> 00:52:32.905
doing as the therapist.

00:52:33.385 --> 00:52:35.067
It's not, it's not, uh,

00:52:35.086 --> 00:52:36.407
so Bo works with a lot of

00:52:36.467 --> 00:52:37.467
like active folks.

00:52:38.007 --> 00:52:41.170
So I would say each post or

00:52:41.650 --> 00:52:42.769
digital flyer or whatever

00:52:43.150 --> 00:52:45.110
should be calling out each,

00:52:45.170 --> 00:52:46.652
like a specific person or

00:52:46.672 --> 00:52:47.733
whatever their main issue is.

00:52:47.773 --> 00:52:50.233
So if it's, if it's crossfitters,

00:52:50.733 --> 00:52:52.275
it's either like low back or shoulder.

00:52:52.855 --> 00:52:54.235
So it's either low back pain or shoulder.

00:52:54.275 --> 00:52:57.677
Maybe you have one flyer that's like, uh,

00:52:57.697 --> 00:52:59.637
so hundred ninety nine dollars, uh,

00:53:01.422 --> 00:53:06.126
shoulder uh shoulder tune up

00:53:06.547 --> 00:53:07.387
for crossfitters or

00:53:07.447 --> 00:53:08.788
crossfit shoulder tune up

00:53:09.228 --> 00:53:11.230
or assessment or whatever

00:53:11.250 --> 00:53:11.989
but I don't mind by

00:53:12.030 --> 00:53:13.451
crossfit and the condition

00:53:14.012 --> 00:53:15.652
yeah crossfit tells it

00:53:15.672 --> 00:53:17.434
that's your who because if

00:53:17.454 --> 00:53:18.275
you're a golfer you're like

00:53:18.295 --> 00:53:19.356
I don't need this guy right

00:53:19.416 --> 00:53:20.155
unless he says golfer

00:53:20.675 --> 00:53:22.217
crossfit tune up yeah I

00:53:22.237 --> 00:53:25.119
sort of need it because I

00:53:25.139 --> 00:53:25.940
was stuck on movement

00:53:25.960 --> 00:53:27.161
assessment as the drill and

00:53:27.181 --> 00:53:28.121
would talk people that sell

00:53:28.141 --> 00:53:29.623
the hole in the wall don't sell the drill

00:53:30.657 --> 00:53:32.759
And this is selling the drill, yeah.

00:53:32.798 --> 00:53:33.579
But the funny part is

00:53:33.619 --> 00:53:35.521
CrossFit tune-up is selling the drill too,

00:53:35.541 --> 00:53:37.181
but for me that makes – I

00:53:37.242 --> 00:53:38.943
like that more because I

00:53:38.963 --> 00:53:40.523
can picture what I get out of a tune-up.

00:53:40.784 --> 00:53:41.405
I don't know what I get out

00:53:41.445 --> 00:53:42.125
of an assessment.

00:53:42.445 --> 00:53:44.487
Like a tune-up, broken, then fixed.

00:53:44.626 --> 00:53:46.608
So, yeah, that does sound – never mind.

00:53:47.407 --> 00:53:48.588
I know we're talking about the tune-up,

00:53:48.628 --> 00:53:49.550
which is the process,

00:53:49.949 --> 00:53:51.210
but I know when I get tuned up,

00:53:51.570 --> 00:53:53.132
the car runs better, and that's my goal.

00:53:53.152 --> 00:53:53.811
So I see it.

00:53:53.851 --> 00:53:55.393
I think it's a shorter distance to –

00:53:56.914 --> 00:53:57.074
Like,

00:53:57.153 --> 00:54:00.096
don't create chasms in your messaging

00:54:00.255 --> 00:54:01.217
that are so wide that

00:54:01.237 --> 00:54:01.797
someone's going to need to

00:54:01.817 --> 00:54:02.898
do mental gymnastics and

00:54:02.938 --> 00:54:03.918
burn a lot of calories.

00:54:04.318 --> 00:54:04.958
That's what I think the

00:54:04.998 --> 00:54:06.219
problem with movement assessment is.

00:54:06.739 --> 00:54:07.179
Then what?

00:54:07.380 --> 00:54:08.920
Well, then we put together a plan.

00:54:09.342 --> 00:54:09.862
That's too big.

00:54:10.001 --> 00:54:11.003
So then sell the plan.

00:54:12.623 --> 00:54:13.344
They'll tell you all the time,

00:54:13.384 --> 00:54:14.025
three steps.

00:54:14.545 --> 00:54:16.405
Come to bow.

00:54:16.445 --> 00:54:17.626
Get assessed.

00:54:19.112 --> 00:54:19.793
run through a brick wall.

00:54:19.873 --> 00:54:21.193
Like you need to like do it in,

00:54:21.213 --> 00:54:22.634
if you can do it in two steps,

00:54:23.514 --> 00:54:24.554
like be like Bo.

00:54:24.835 --> 00:54:26.675
How Bo doesn't use, he did for a while.

00:54:26.735 --> 00:54:28.315
He needs to use more Bo knows.

00:54:28.376 --> 00:54:29.657
Cause if he's aiming at older adults,

00:54:29.717 --> 00:54:31.538
they- Oh, he was using Bo,

00:54:31.777 --> 00:54:32.838
he has been for years.

00:54:32.858 --> 00:54:33.617
It's a podcast.

00:54:33.637 --> 00:54:35.478
Podcast, Bo knows this, Bo knows.

00:54:35.518 --> 00:54:36.420
And it was such a great idea

00:54:36.440 --> 00:54:39.021
because Bo knows would stay the same.

00:54:39.061 --> 00:54:41.201
He's like Bo knows neuro rehab,

00:54:41.300 --> 00:54:43.181
Bo knows CrossFit, Bo knows that.

00:54:43.802 --> 00:54:45.182
I mean, if your name is Bo,

00:54:46.530 --> 00:54:46.989
You do that.

00:54:47.010 --> 00:54:48.672
All right, I found my post.

00:54:49.572 --> 00:54:50.512
Let me get this off the screen.

00:54:50.713 --> 00:54:54.215
My post, let me zoom these in here.

00:54:54.315 --> 00:54:54.916
It's on LinkedIn.

00:54:55.315 --> 00:54:57.958
Yeah, so I took a crazy statement.

00:54:58.038 --> 00:54:58.759
We talked about how you

00:54:58.798 --> 00:54:59.980
write viral tweets and stuff.

00:55:00.460 --> 00:55:01.681
And I took a crazy statement.

00:55:01.960 --> 00:55:03.101
Mediocrity in healthcare is

00:55:03.121 --> 00:55:04.182
something we should just accept.

00:55:04.302 --> 00:55:05.884
And of course, what?

00:55:05.983 --> 00:55:07.905
We could never accept mediocrity.

00:55:08.666 --> 00:55:09.766
And then I go on to say,

00:55:10.146 --> 00:55:11.248
we didn't go through years of schools,

00:55:11.288 --> 00:55:11.588
clinics,

00:55:11.608 --> 00:55:12.507
and sleepless nights just to

00:55:12.548 --> 00:55:13.248
punch a clock.

00:55:13.608 --> 00:55:14.369
And yet-

00:55:15.376 --> 00:55:16.195
Patients still walk away

00:55:16.215 --> 00:55:17.135
disappointed with their care.

00:55:17.376 --> 00:55:17.717
Why?

00:55:18.657 --> 00:55:20.056
And instead of blaming the patients, I say,

00:55:20.077 --> 00:55:20.916
here's the real question.

00:55:20.956 --> 00:55:21.737
If you're a provider who

00:55:21.777 --> 00:55:23.197
refuses to settle for average,

00:55:23.858 --> 00:55:25.418
but what do you do actively

00:55:25.458 --> 00:55:27.358
to raise the bar, not just for you,

00:55:27.398 --> 00:55:28.778
but for your whole team?

00:55:29.458 --> 00:55:30.880
And then I use the LinkedIn poll.

00:55:31.800 --> 00:55:33.019
And for the podcast audience,

00:55:33.099 --> 00:55:34.380
I had four options.

00:55:34.460 --> 00:55:36.880
Lead by example, celebrate great care,

00:55:37.260 --> 00:55:38.481
mentor and teach peers,

00:55:38.961 --> 00:55:40.262
set up and uphold standards.

00:55:41.217 --> 00:55:43.719
And I'll give the results or I'll give the,

00:55:43.858 --> 00:55:45.179
there's four days left in the polls.

00:55:45.980 --> 00:55:48.260
It's pretty evenly split.

00:55:48.360 --> 00:55:48.800
Right now,

00:55:48.920 --> 00:55:50.621
it's pretty evenly split between three.

00:55:50.800 --> 00:55:52.882
Lead, mentor, and uphold standards.

00:55:52.902 --> 00:55:54.682
So lead by example, mentor, peers,

00:55:55.143 --> 00:55:55.802
set and uphold standards.

00:55:56.242 --> 00:55:58.063
Celebrate great care is at four percent.

00:55:59.144 --> 00:56:00.425
So it looks like you

00:56:00.465 --> 00:56:01.666
selected lead by example,

00:56:01.847 --> 00:56:02.766
like that was your answer.

00:56:03.327 --> 00:56:04.648
I think so, yeah.

00:56:04.807 --> 00:56:05.248
So for me,

00:56:05.389 --> 00:56:07.369
I selected set and uphold standards.

00:56:07.409 --> 00:56:09.811
If I had to pick one, lead by example,

00:56:09.871 --> 00:56:11.032
of course it makes sense, but

00:56:12.125 --> 00:56:13.306
like are there there's a

00:56:13.626 --> 00:56:14.447
there's a therapist in the

00:56:14.487 --> 00:56:15.829
clinic there's a the clinic

00:56:15.849 --> 00:56:17.110
director like they lead by

00:56:17.150 --> 00:56:19.193
example but for each of the

00:56:19.233 --> 00:56:20.614
therapists like they they

00:56:20.635 --> 00:56:22.036
don't their onus is not on

00:56:22.056 --> 00:56:23.717
them to follow that like

00:56:23.737 --> 00:56:24.438
they're just they might

00:56:24.559 --> 00:56:25.599
look at it they might be

00:56:25.639 --> 00:56:27.181
like yeah that's the leader

00:56:27.543 --> 00:56:29.244
or whatever but the owner

00:56:29.364 --> 00:56:30.826
the clinic director the manager whatever

00:56:31.626 --> 00:56:32.507
has to be setting and

00:56:32.547 --> 00:56:33.588
upholding the standards

00:56:33.608 --> 00:56:34.628
because that's like okay

00:56:34.688 --> 00:56:36.210
jimmy like like person by

00:56:36.230 --> 00:56:37.070
person therapist by

00:56:37.110 --> 00:56:38.190
therapist staff member by

00:56:38.231 --> 00:56:39.530
staff member here's your

00:56:39.550 --> 00:56:40.552
roles and responsibilities

00:56:40.851 --> 00:56:42.152
here's your role scorecard

00:56:42.273 --> 00:56:42.913
here's how you're gonna be

00:56:42.952 --> 00:56:44.474
assessed here like when you

00:56:44.514 --> 00:56:45.534
come to ask for more money

00:56:45.594 --> 00:56:46.474
or like a pay raise or

00:56:46.494 --> 00:56:47.396
whatever we're gonna look

00:56:47.456 --> 00:56:49.016
at your money we're gonna

00:56:49.036 --> 00:56:50.197
look at like you know your

00:56:50.436 --> 00:56:51.677
patient satisfaction scores

00:56:51.717 --> 00:56:52.818
your google reviews like

00:56:53.599 --> 00:56:54.539
Here is how we're going to

00:56:54.619 --> 00:56:55.840
set and uphold standards.

00:56:56.019 --> 00:56:57.280
And here's how we're going

00:56:57.300 --> 00:56:58.119
to keep you accountable.

00:56:58.460 --> 00:57:00.021
And here's the weekly calls

00:57:00.081 --> 00:57:00.800
or meetings or whatever.

00:57:00.820 --> 00:57:01.581
We're going to check in with

00:57:01.601 --> 00:57:04.882
you over time to make sure, Hey, are you,

00:57:05.101 --> 00:57:07.643
are you, cause upfront it's the manager,

00:57:07.663 --> 00:57:08.402
the owners to,

00:57:08.563 --> 00:57:09.463
it's the responsibility to

00:57:09.603 --> 00:57:10.862
set the standards and then

00:57:11.003 --> 00:57:12.224
uphold them over time.

00:57:12.264 --> 00:57:13.123
Like here's how we're going

00:57:13.143 --> 00:57:14.403
to keep you accountable to

00:57:14.543 --> 00:57:15.585
these standards over time.

00:57:16.085 --> 00:57:18.324
So that's why I selected

00:57:18.405 --> 00:57:19.266
that as the response.

00:57:20.085 --> 00:57:20.746
I changed my answer.

00:57:21.530 --> 00:57:22.490
You can do that on a LinkedIn poll.

00:57:22.510 --> 00:57:24.652
I hit undo and I changed my answer.

00:57:24.994 --> 00:57:25.894
Well, I brought this up.

00:57:25.914 --> 00:57:26.695
No one saw it.

00:57:26.795 --> 00:57:27.255
That's okay.

00:57:27.376 --> 00:57:27.496
No,

00:57:27.516 --> 00:57:29.137
but changing your answer is not a sign

00:57:29.157 --> 00:57:29.498
of weakness.

00:57:29.518 --> 00:57:29.898
It's a sign of

00:57:31.467 --> 00:57:33.289
strength in my opinion so

00:57:33.329 --> 00:57:34.170
what you made me think of

00:57:34.190 --> 00:57:35.110
was that line that I talked

00:57:35.130 --> 00:57:35.731
about the other day from

00:57:35.791 --> 00:57:37.052
adam grant what he says is

00:57:37.072 --> 00:57:37.911
the nineteen words you have

00:57:37.931 --> 00:57:38.753
to say before you give some

00:57:38.773 --> 00:57:39.672
feedback I'm giving you

00:57:39.693 --> 00:57:40.454
these comments because I

00:57:40.474 --> 00:57:41.393
have high expectations

00:57:41.673 --> 00:57:42.315
sorry very high

00:57:42.335 --> 00:57:43.416
expectations and I'm

00:57:43.456 --> 00:57:44.356
confident you can reach

00:57:44.396 --> 00:57:46.117
them but jimmy you've been

00:57:46.157 --> 00:57:47.597
doing this let's let's so

00:57:47.637 --> 00:57:49.139
that is I think setting and

00:57:49.159 --> 00:57:50.539
upholding standings might

00:57:50.659 --> 00:57:52.420
also be leading by example

00:57:52.440 --> 00:57:53.342
because if you set and

00:57:53.402 --> 00:57:56.344
uphold you're showing I

00:57:56.384 --> 00:57:57.204
picked lead by example

00:57:57.264 --> 00:57:57.905
first because I thought it

00:57:57.925 --> 00:57:59.246
was show not tell

00:58:03.710 --> 00:58:04.811
And to reinforce it,

00:58:04.871 --> 00:58:06.693
it's like lead by example is great,

00:58:06.992 --> 00:58:08.574
but it's like, it's like vague.

00:58:08.675 --> 00:58:09.255
Like there's,

00:58:09.295 --> 00:58:10.177
there's nothing in like a

00:58:10.237 --> 00:58:10.876
standard operating

00:58:10.938 --> 00:58:12.378
procedure where you can be like, you know,

00:58:12.699 --> 00:58:14.902
like they lead by example is subjective.

00:58:15.322 --> 00:58:17.764
Set and uphold standards is objective.

00:58:17.784 --> 00:58:19.346
You either did it or you didn't do it.

00:58:19.686 --> 00:58:20.166
Got it.

00:58:20.246 --> 00:58:20.728
Okay.

00:58:20.807 --> 00:58:21.449
I changed my answer.

00:58:22.914 --> 00:58:23.896
All the other stuff is great, too.

00:58:23.936 --> 00:58:24.056
Like,

00:58:24.096 --> 00:58:26.077
they need to be mentored and taught

00:58:26.137 --> 00:58:27.639
and trained and coached along the way.

00:58:27.659 --> 00:58:28.219
That's important.

00:58:28.759 --> 00:58:30.880
And then celebrating great care, like, oh,

00:58:30.940 --> 00:58:31.762
like, you know,

00:58:31.782 --> 00:58:32.822
we have a team meeting and, like,

00:58:33.043 --> 00:58:33.242
you know,

00:58:33.282 --> 00:58:34.903
Jimmy wrote a Google review about,

00:58:35.244 --> 00:58:36.405
you know, Dr. Tommy.

00:58:36.684 --> 00:58:36.826
Like,

00:58:37.346 --> 00:58:38.806
let's read that Google review out loud.

00:58:38.847 --> 00:58:41.608
Like, let's, as we're talking, like,

00:58:41.688 --> 00:58:42.108
as a team.

00:58:42.909 --> 00:58:43.690
let's read some of these

00:58:43.710 --> 00:58:44.911
google reviews let's read

00:58:44.931 --> 00:58:45.974
some of these comments let

00:58:46.313 --> 00:58:47.896
oh mary you know sent us a

00:58:48.235 --> 00:58:49.416
handwritten thank you note

00:58:49.436 --> 00:58:50.358
or a card like let's read

00:58:50.378 --> 00:58:51.139
that out let's show let's

00:58:51.159 --> 00:58:52.360
pass that around yes you

00:58:52.380 --> 00:58:53.181
want to celebrate great

00:58:53.202 --> 00:58:54.722
care and the experience if

00:58:54.742 --> 00:58:55.664
you could only do one

00:58:56.144 --> 00:58:56.885
setting up whole standards

00:58:57.527 --> 00:58:58.447
because they're repeatable

00:58:58.788 --> 00:59:00.429
no doubt and measurable and

00:59:00.449 --> 00:59:01.911
what gets repeatable and measurable

00:59:02.704 --> 00:59:03.224
Amen.

00:59:03.244 --> 00:59:03.766
All right.

00:59:03.826 --> 00:59:04.405
Sixty seconds.

00:59:04.666 --> 00:59:05.586
This is good timing.

00:59:06.086 --> 00:59:07.387
Parting shot.

00:59:07.509 --> 00:59:08.668
We are crisp today.

00:59:08.708 --> 00:59:09.349
We are crisp.

00:59:10.990 --> 00:59:11.811
Parting shots.

00:59:12.431 --> 00:59:15.393
Let's go back to the Greg Todd thing.

00:59:16.155 --> 00:59:16.996
I didn't say it earlier if

00:59:17.056 --> 00:59:17.795
it was not clear.

00:59:17.815 --> 00:59:19.277
A hundred percent agree with him.

00:59:20.157 --> 00:59:20.878
I don't know if I have

00:59:20.898 --> 00:59:22.480
enough information to say

00:59:22.519 --> 00:59:23.699
that they're overpaid,

00:59:24.181 --> 00:59:25.181
but I do feel like there's

00:59:25.242 --> 00:59:26.583
some amount of entitlement there.

00:59:27.023 --> 00:59:28.043
And the parting shot would

00:59:28.083 --> 00:59:30.565
be if you want to be paid more,

00:59:31.425 --> 00:59:34.626
You have to think of ways.

00:59:34.666 --> 00:59:36.467
You bring ways to the table.

00:59:36.487 --> 00:59:37.407
You bring ideas.

00:59:38.007 --> 00:59:38.849
Here's a game plan.

00:59:38.889 --> 00:59:39.748
Here's a strategy.

00:59:39.768 --> 00:59:40.708
Should I test this out?

00:59:40.728 --> 00:59:41.949
Should I go do this on my own time,

00:59:41.969 --> 00:59:43.769
whatever, at nights, weekends, whatever?

00:59:44.411 --> 00:59:46.731
How can I bring more value

00:59:46.911 --> 00:59:47.731
to the practice?

00:59:48.271 --> 00:59:49.952
Can I bring more patience, more revenue,

00:59:50.012 --> 00:59:50.992
more partnerships, whatever?

00:59:52.070 --> 00:59:53.391
physical therapists out there watching,

00:59:53.452 --> 00:59:54.612
if you're listening, watching,

00:59:56.012 --> 00:59:56.452
think of that,

00:59:56.552 --> 00:59:57.994
bring that stuff to the table.

00:59:58.333 --> 00:59:59.795
Don't say like you're in

00:59:59.815 --> 01:00:01.076
this in-network model where

01:00:01.175 --> 01:00:01.916
everything is capped,

01:00:02.215 --> 01:00:05.737
so there's no more meat on

01:00:05.777 --> 01:00:06.277
the bone there.

01:00:06.797 --> 01:00:07.998
You gotta go find meat somewhere else.

01:00:08.018 --> 01:00:09.639
The meat is at the gym,

01:00:10.500 --> 01:00:12.581
it's at the running shoe store,

01:00:12.661 --> 01:00:14.822
it's at the library maybe, I don't know,

01:00:14.842 --> 01:00:16.242
the CrossFit gym, wherever it is,

01:00:16.563 --> 01:00:18.623
at the coffee shops, the yoga studios,

01:00:18.643 --> 01:00:19.264
the Pilates,

01:00:20.045 --> 01:00:21.206
other business owners in the area.

01:00:21.965 --> 01:00:23.126
How can you help the

01:00:23.146 --> 01:00:25.166
practice owner transfer

01:00:25.186 --> 01:00:26.027
some of that value?

01:00:26.847 --> 01:00:27.527
And then they should

01:00:27.628 --> 01:00:29.289
absolutely be open to

01:00:29.349 --> 01:00:32.411
giving you a bigger slice of that pie.

01:00:32.931 --> 01:00:35.431
My parting shot will be Jerry Maguire,

01:00:35.472 --> 01:00:35.791
right?

01:00:35.952 --> 01:00:37.213
Help me help you.

01:00:37.592 --> 01:00:39.574
Help me help you.

01:00:39.733 --> 01:00:40.574
Should be your mindset.

01:00:41.054 --> 01:00:43.534
Be the agent in Jerry Maguire.

01:00:43.655 --> 01:00:44.835
Be the partnership guy.

01:00:45.496 --> 01:00:46.496
When you lead with that,

01:00:46.516 --> 01:00:48.777
look at Alex from my event last night.

01:00:49.338 --> 01:00:49.637
Dude's like,

01:00:49.657 --> 01:00:50.557
I'm going to create a space

01:00:50.577 --> 01:00:51.619
for others to succeed.

01:00:51.719 --> 01:00:53.998
And then Alex gets to ride that wave.

01:00:54.378 --> 01:00:55.559
Like, dude's a smart guy.

01:00:56.119 --> 01:00:57.019
And then every once in a while,

01:00:57.059 --> 01:00:57.860
my final parting shot,

01:00:57.880 --> 01:00:58.559
we'll speak for Tony's.

01:00:58.619 --> 01:01:01.581
Every once in a while, unplug, do nothing,

01:01:01.760 --> 01:01:02.400
be on a lake,

01:01:02.920 --> 01:01:04.981
and be comfortable wearing Crocs.

01:01:05.681 --> 01:01:06.782
We'll see you guys on Tuesday.

01:01:06.862 --> 01:01:08.222
Follow Learn Medicare Billing,

01:01:08.362 --> 01:01:11.083
Dave Kittle Show, and PT Podcast.

01:01:11.623 --> 01:01:13.603
And maybe we'll come to New York.

01:01:13.722 --> 01:01:14.443
You want to come to the next

01:01:14.503 --> 01:01:14.824
event with me?

01:01:14.844 --> 01:01:15.483
It's going to be in New York.

01:01:16.501 --> 01:01:17.141
In the city, yeah.

01:01:17.181 --> 01:01:17.461
Let's do it.

01:01:17.481 --> 01:01:17.822
In the city.

01:01:18.023 --> 01:01:18.342
We'll do it.

01:01:18.362 --> 01:01:18.623
All right.

01:01:18.663 --> 01:01:19.402
Anybody else want to come?