Oct. 4, 2024

Entrepreneurship in Physical Therapy: Avoid Burnout, Scale Your Practice, and Succeed with Self-Reflection

Show Notes
Transcript

In this episode of PT Pintcast, host Jimmy McKay, DPT, dives into a deep discussion with an expert panel of physical therapists LIVE from Nazarath College who are forging their own paths as entrepreneurs in the PT industry. Joined by Brenda Gajowski, Bryan Guzski, Derek Hagen, Russ Manalastas, and Michael Huson from Nazareth College, they explore what it takes to succeed in private practice, from self-reflection and personal growth to overcoming burnout and embracing new opportunities.

If you're a PT looking to build or scale your own practice, this conversation will inspire and guide you on your journey. Learn how to leverage your strengths, build lasting partnerships, and market yourself effectively in a competitive healthcare environment.

Key Points Discussed:

How self-reflection can drive your success as a PT entrepreneur
Avoiding burnout and creating a work-life balance that works for you
Building strong partnerships and collaborations to scale your business
The power of saying yes to unexpected opportunities to grow your practice
How to effectively sell your value as a healthcare provider

Whether you're just starting out or looking to take your practice to the next level, this episode is packed with actionable insights to help you thrive.

WEBVTT

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All right, let her rip.

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All right.

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Should I get in front, I guess,

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for a second?

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Yeah.

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Live stream, Mike.

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Live stream.

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I know I don't do this very often, Jimmy.

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I got you.

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Hi.

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Okay.

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So welcome, everybody.

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We are live streaming this one today.

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This is our alternative

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business model panel slash

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cash-based panel here today

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at Nazareth University for

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business administration for

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physical therapists.

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I'd first like to

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welcome jimmy and thank him

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for having us on here um

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jimmy can you give us just

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a little bit of your

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background I know the folks

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that you're live streaming

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to probably know you but

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let's give a little

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background here to the

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students yeah so I consider

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myself non-traditional um I

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have a degree from saint

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bonaventure university go bonnie's um

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in journalism and mass

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communication so I actually

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worked in radio and

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communications was on air

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and ran radio stations for

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about fifteen years before

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I decided to do a little

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bit of a career pivot uh

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did that and went to pt

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school in and while I was

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there you still needed to

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explain to people what a

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podcast was but I sort of

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felt lost and confused as a

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pt student but I decided to

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pick up a microphone and

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start a podcast because

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that was you know normal to

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me or felt normal to me

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to use it as sort of a cheat

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code and learn about the profession.

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It was supposed to be like a

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six episode thing.

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It was supposed to be a goof.

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And it's been about nine

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years that I've been hosting the podcast.

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I did treat clinically for

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three years in orthopedics and peds,

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sort of split my time there.

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But the entire time I was doing that,

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and even while I was still a PT student,

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I was working for getting

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hired by APTA sections or academies.

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I was getting hired by

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companies to sort of help

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them with media and communications.

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Because the idea was who

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better to help a PT

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organization communicate

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the value or the benefits

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of PT than somebody who was

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a PT student or when I was a graduate.

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So I worked for large and

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small PT organizations in my career.

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I haven't worked clinically

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since three years after graduating.

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uh right now I work uh sort

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of a myriad I work for apta

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orthopedics which is one of

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the largest components of

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the apta I get to help them

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with media and

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communications and member

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retention I work for a cool

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health tech company I

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almost want to call them a

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startup but they've been

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around for five years and

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uh mike I don't even know

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if I told you this they

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actually make health technology

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So these are the Insight Pro

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Plus goggles that we make.

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Essentially,

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if you work in vestibular care,

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they're like night vision goggles,

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so you can do great

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vestibular assessments.

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So I've got to put two

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random careers together,

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and my parents are still

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very confused what it is I do,

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but I have fun doing it.

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So that's my non-traditional PT career.

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Excellent.

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Thanks, Jimmy.

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Brenda, how about you?

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So I graduated from PT

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school from Ithaca College.

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That's actually where I met Dr. Hewson.

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We go way back.

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And I spent time kind of

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traveling through different

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types of orthopedic settings.

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I was attached to a hospital

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for a while in a spine clinic.

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That was my first job.

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And I started managing that

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clinic and becoming,

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it was part of a regional

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kind of PT conglomerate.

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So I was managing that clinic and then

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moved back home to near New

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York City to get married.

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And I was in an orthopedic

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clinic there that was

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attached to a busy gym in Manhattan.

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And both of those

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experiences gave me a lot of experience,

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but also the want and the

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desire to do more with my clients.

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And in both of those experiences,

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I started to kind of

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I think people kind of

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picked up on that on me.

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And so I started to take

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some private clients on the side,

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which was approved by

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people that needed to approve it.

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But I started to do some

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after hour care the way

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that I wanted to do it.

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So that was kind of where my

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passion for owning my own

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business and doing things

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my own way began.

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And then we moved up to just

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a standalone private sports

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therapy clinic in Connecticut.

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And that is when I started

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having my own babies and

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realizing the gap in care.

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So my business kind of comes

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out of my story.

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So I realized the gap in

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care that was given to new moms,

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especially active new moms

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who weren't having...

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difficulties but needed to

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get back into life and

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running and all the things.

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And so I started She Thrives

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PT in two thousand

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seventeen here in Charlotte,

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North Carolina.

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We moved here to raise our family.

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And I came down here from

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New York City area and I

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had space and I didn't know

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what to do with space.

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And so we converted it to a clinic.

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So I treat out of my home

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and I am a private pay cash PT.

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Um, and I work mostly with,

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I work with women,

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anything to do with core pelvic health,

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but also I have that whole

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entire orthopedic background.

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So I kind of say I treat anything.

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We focus on the root of things.

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Um, and I work, I came out of the gates,

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like with my niche of

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pregnancy and postpartum.

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And I'm part of a nonprofit

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here that I helped to found.

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Um,

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and so those are the types of people I

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see.

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Awesome.

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Thanks, Brenda.

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Brian?

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Hey, guys.

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Brian Guskey.

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I'm a physical therapist and

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strength and conditioning

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specialist and nutrition coach,

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so I do a little bit of everything.

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I graduated from Indiana

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College in twenty fourteen

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and then met my girlfriend, now wife,

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here in Rochester.

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So I've been in Rochester

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since twenty fifteen.

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I worked with the University

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of Rochester orthopedics

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for about seven years.

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During that time,

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I actually went back to school.

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I went back to business

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school and got really

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interested in

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entrepreneurship and business.

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And while I was at the

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University of Rochester,

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I was really involved with education.

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So I was taught in the

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orthopedic residency program.

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I worked a lot with spine,

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kind of running related injuries.

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And I really loved the

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patient care and coaching side of things.

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So after I finished up school,

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I decided to start my own thing.

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So it was a slow, slow move,

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slow transition.

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I went down to per diem.

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I did some rehab,

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inpatient rehab work to

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kind of fill the gap as I

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transitioned into my practice,

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which was motive physical therapy.

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So right now I rent space in

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East Rochester, Penfield area.

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It's like a multifunctional

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health space with massage therapists,

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personal trainers,

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a few other professionals in there.

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So we all kind of work

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collaboratively out of the space.

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And that was,

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of two and a half years ago,

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so this will be kind of my

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third full year in operations.

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So, yeah, fully cash-based, out of network,

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private.

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So, yeah,

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it's been a fun journey so far

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and looking forward to

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telling you guys more about it.

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Entrepreneur in vendor, hopefully.

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Oh, geez.

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We're working on some running stuff,

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so actually pretty cool

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things that we've got going on, too.

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Yeah.

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Derek.

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Hi, guys.

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My name's Derek Hagan.

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Sorry, I'm a couple minutes late.

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I have to get the kids on, or to school.

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So I am a physical therapist as well.

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I hate to say how long I've

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been doing it now,

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but it's been fifteen-ish

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years that I've been practicing.

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Pretty much all outpatient

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ortho type stuff.

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I've dabbled in home care.

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And what I did when I

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graduated from Wheeling University,

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in early two thousands.

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So we graduated from there,

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worked in outpatient ortho,

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seeing a lot of patients, a lot of volume,

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which I think we might touch on later on,

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but I think was a lot, sorry,

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very beneficial to seeing a

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lot of different types of

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people and interacting with

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a lot of different types of people.

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And I think that helped me a

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ton grow socially.

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emotionally all that to be

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able to talk to people a

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little bit better I did

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that for a couple years

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then moved up to New York

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because you know my

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girlfriend slash wife's

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from up here and so of

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course here we are so did

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that lived up here ended up

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getting to an outpatient

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ortho place did was

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director of physical

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therapy there for a little while

00:09:09.195 --> 00:09:10.654
was still dabbling in home care,

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was doing stuff here as an adjunct,

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so kind of juggling three

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jobs at the same time.

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But then I had a friend who

00:09:18.197 --> 00:09:20.979
was back in Ohio, physical therapist,

00:09:21.239 --> 00:09:23.399
that also started a

00:09:23.418 --> 00:09:24.539
cash-based physical therapy

00:09:24.580 --> 00:09:25.320
clinic down there,

00:09:25.480 --> 00:09:26.860
was keeping me up to date

00:09:26.879 --> 00:09:27.801
with what's going on with that,

00:09:28.421 --> 00:09:29.341
how successful it was.

00:09:29.740 --> 00:09:30.542
He said, oh, you gotta do it,

00:09:30.562 --> 00:09:31.241
you gotta do it.

00:09:31.381 --> 00:09:32.201
He still wants me to this

00:09:32.221 --> 00:09:33.783
day to move down there to

00:09:33.802 --> 00:09:37.183
be with him and grow his business.

00:09:39.215 --> 00:09:40.796
So I just one night just said, whatever,

00:09:41.035 --> 00:09:41.316
screw it.

00:09:41.336 --> 00:09:42.037
I'm just gonna start it.

00:09:42.057 --> 00:09:43.336
So I started a business and

00:09:43.837 --> 00:09:45.238
the next day went down and

00:09:46.980 --> 00:09:49.941
got all my legal stuff situated,

00:09:50.061 --> 00:09:51.621
got a town hall and

00:09:52.503 --> 00:09:53.342
basically just started it

00:09:53.363 --> 00:09:54.144
up right then and there and

00:09:54.163 --> 00:09:55.684
just try to figure it out from there.

00:09:55.705 --> 00:09:57.765
So it was very, very from the ground start,

00:09:58.666 --> 00:09:59.866
but I've grown it to now

00:10:00.567 --> 00:10:03.229
where I'm in a gym solely, not solely,

00:10:03.269 --> 00:10:04.490
but I can venture out.

00:10:04.529 --> 00:10:06.049
My liability insurance

00:10:06.090 --> 00:10:07.571
allows me to go wherever I need to go.

00:10:07.591 --> 00:10:08.491
It follows me everywhere I go.

00:10:08.932 --> 00:10:09.972
So I can treat in people's homes.

00:10:10.072 --> 00:10:10.852
I can treat in parks.

00:10:10.932 --> 00:10:12.073
I can treat in lots.

00:10:12.114 --> 00:10:13.014
I can go wherever I want.

00:10:13.053 --> 00:10:15.775
But I have space in a gym in

00:10:15.796 --> 00:10:17.056
Webster where there's a lot of people.

00:10:17.096 --> 00:10:17.897
A lot of people want to stay

00:10:17.937 --> 00:10:18.797
active and be active.

00:10:18.836 --> 00:10:20.437
So it's a nice environment there.

00:10:21.138 --> 00:10:22.599
My business is called Hagan

00:10:22.639 --> 00:10:23.339
Movement Institute.

00:10:23.359 --> 00:10:25.159
And I have that name for a reason.

00:10:25.600 --> 00:10:27.240
It's not specific like, oh,

00:10:27.380 --> 00:10:28.341
Hagan Physical Therapy.

00:10:28.682 --> 00:10:29.201
It's movement.

00:10:29.282 --> 00:10:29.982
Oh, what's that mean?

00:10:30.163 --> 00:10:31.043
It gets the conversation

00:10:31.082 --> 00:10:32.403
going and has the reason behind it,

00:10:32.443 --> 00:10:32.803
whatever.

00:10:32.844 --> 00:10:35.065
So that's my business.

00:10:35.345 --> 00:10:36.885
Been doing it for five years, I guess,

00:10:36.905 --> 00:10:37.927
now I started it, in

00:10:38.687 --> 00:10:40.427
COVID made my full-time job

00:10:40.447 --> 00:10:41.488
at the time go away,

00:10:41.528 --> 00:10:42.727
which was probably a

00:10:42.748 --> 00:10:43.629
blessing in disguise.

00:10:43.649 --> 00:10:45.288
So I maybe focused on just this business,

00:10:45.328 --> 00:10:47.250
and now it's my number one thing.

00:10:47.370 --> 00:10:48.070
And that's what I do,

00:10:48.269 --> 00:10:49.950
treating people one-on-one, cash-based.

00:10:50.610 --> 00:10:52.530
Again, out of the door, same type of deal.

00:10:52.551 --> 00:10:53.370
So it's been fun.

00:10:53.410 --> 00:10:55.491
I'm going to touch into more details,

00:10:55.511 --> 00:10:55.812
I'm sure.

00:10:56.192 --> 00:10:56.412
Awesome.

00:10:56.532 --> 00:10:59.092
Thanks, Derek.

00:10:59.253 --> 00:10:59.513
All right.

00:10:59.893 --> 00:11:01.774
Let's open this up to you all.

00:11:01.793 --> 00:11:02.874
You've got some great folks

00:11:02.933 --> 00:11:05.115
here with some good experiences.

00:11:05.495 --> 00:11:06.294
What do you want to ask?

00:11:07.655 --> 00:11:08.115
Who's first?

00:11:08.826 --> 00:11:12.086
right to be great just core

00:11:12.187 --> 00:11:14.008
question is why cash base

00:11:14.028 --> 00:11:14.847
so I'd love to hear from

00:11:14.908 --> 00:11:16.308
each of you guys one of the

00:11:16.328 --> 00:11:17.249
biggest pros one of the

00:11:17.269 --> 00:11:18.869
biggest cons of going your

00:11:19.009 --> 00:11:20.649
non-traditional routes and

00:11:20.690 --> 00:11:25.912
uh no repeats there we go

00:11:25.991 --> 00:11:26.912
who wants to take that

00:11:26.932 --> 00:11:28.352
first think back on what

00:11:28.373 --> 00:11:29.253
they said corporate lingo

00:11:34.630 --> 00:11:35.792
Yeah, I'll go first.

00:11:35.812 --> 00:11:40.894
So for me, it was kind of out of necessity,

00:11:41.033 --> 00:11:41.354
I guess.

00:11:41.453 --> 00:11:43.235
So just there's some

00:11:43.254 --> 00:11:45.095
administrative hurdles and

00:11:45.115 --> 00:11:46.416
a lot more paperwork if

00:11:46.436 --> 00:11:47.155
you're going to contract

00:11:47.176 --> 00:11:47.936
with insurance companies.

00:11:47.975 --> 00:11:49.616
At least that's my knowledge.

00:11:50.376 --> 00:11:51.498
So when I started out,

00:11:51.518 --> 00:11:52.378
I actually started out as a

00:11:52.418 --> 00:11:53.258
mobile practice.

00:11:53.278 --> 00:11:54.839
So going to offices, gyms,

00:11:54.879 --> 00:11:55.839
and homes to work with

00:11:56.178 --> 00:11:57.179
patients and clients there.

00:11:57.279 --> 00:11:58.519
And I just didn't have the

00:11:59.220 --> 00:12:00.821
time or really the

00:12:00.841 --> 00:12:03.201
knowledge or the drive to learn about

00:12:08.274 --> 00:12:09.955
how I saw it.

00:12:10.095 --> 00:12:11.395
Cash is just a means of

00:12:11.436 --> 00:12:12.937
expressing value and that

00:12:12.976 --> 00:12:17.099
you kind of value the

00:12:17.139 --> 00:12:18.559
service that you're paying for.

00:12:18.740 --> 00:12:21.542
So when I looked at it that way,

00:12:22.522 --> 00:12:24.222
I wanted to find patients

00:12:24.243 --> 00:12:25.764
and clients that saw value

00:12:25.783 --> 00:12:26.625
and how it would be able to

00:12:26.644 --> 00:12:27.784
help them and solve their

00:12:27.804 --> 00:12:31.847
problem and not kind of

00:12:31.888 --> 00:12:33.067
relying on insurance.

00:12:33.408 --> 00:12:34.568
It blocked me to do that a

00:12:34.589 --> 00:12:36.049
little bit easier with plus version.

00:12:36.070 --> 00:12:37.191
So yeah, that was kind of

00:12:38.197 --> 00:12:39.158
in a nutshell why I want

00:12:39.197 --> 00:12:41.720
cash I like the idea of

00:12:41.779 --> 00:12:43.922
freedom you know um freedom

00:12:43.981 --> 00:12:45.604
for my schedule freedom for

00:12:45.683 --> 00:12:46.725
how I want to treat people

00:12:47.664 --> 00:12:48.566
freedom for how long I want

00:12:48.586 --> 00:12:49.567
to treat people how often I

00:12:49.586 --> 00:12:50.388
want to treat people you

00:12:50.408 --> 00:12:51.408
know insurances obviously

00:12:51.428 --> 00:12:52.369
dictate a lot of that kind

00:12:52.389 --> 00:12:53.750
of thing um when they run

00:12:53.770 --> 00:12:54.610
out of visits you know that

00:12:54.630 --> 00:12:55.851
doesn't exist in cash base

00:12:55.952 --> 00:12:58.053
it's whatever I want or I

00:12:58.073 --> 00:12:58.855
think is best for the

00:12:58.875 --> 00:13:00.076
patient based on a

00:13:00.115 --> 00:13:01.837
collaboration a synergy

00:13:01.878 --> 00:13:02.938
with the patient and myself

00:13:03.339 --> 00:13:04.460
you know that's that's the what we

00:13:04.519 --> 00:13:05.780
like to come up with is a

00:13:05.841 --> 00:13:06.620
plan of what we got.

00:13:07.000 --> 00:13:08.042
That means seeing them once,

00:13:08.081 --> 00:13:08.902
then it's seeing them once.

00:13:08.922 --> 00:13:09.903
If it's seeing them ten times,

00:13:09.942 --> 00:13:10.623
it's ten times.

00:13:10.643 --> 00:13:11.363
It's whatever we,

00:13:11.763 --> 00:13:13.224
it's based on that individual case.

00:13:13.403 --> 00:13:14.325
So the freedom was nice,

00:13:14.745 --> 00:13:15.625
making my own schedule.

00:13:15.884 --> 00:13:16.785
I don't have to, you know,

00:13:17.145 --> 00:13:18.265
send in a paperwork six

00:13:18.306 --> 00:13:19.506
weeks in advance for a PTO

00:13:19.527 --> 00:13:20.307
request or anything.

00:13:20.366 --> 00:13:21.988
I just don't go to work.

00:13:22.488 --> 00:13:24.408
So it's nice freedom that way.

00:13:24.788 --> 00:13:25.710
A con for me

00:13:26.578 --> 00:13:27.480
Those are the pros.

00:13:28.039 --> 00:13:29.321
And there's no ceiling for

00:13:29.341 --> 00:13:32.283
me also for income or drive or whatever.

00:13:32.344 --> 00:13:33.423
There's no ceiling there

00:13:33.464 --> 00:13:34.985
where you only are going to

00:13:35.025 --> 00:13:35.666
make this much.

00:13:35.946 --> 00:13:37.027
It's whatever you make it to

00:13:37.047 --> 00:13:38.849
be or you want it to be.

00:13:40.149 --> 00:13:41.610
A con for me is the

00:13:41.711 --> 00:13:43.793
salesmanship part of it in my mind,

00:13:43.932 --> 00:13:45.433
in my social aspect.

00:13:45.833 --> 00:13:47.455
I don't like being a sales person.

00:13:48.076 --> 00:13:49.856
I don't like selling myself all the time,

00:13:49.956 --> 00:13:51.258
but inherently you have to

00:13:51.479 --> 00:13:53.720
as a business owner, I believe,

00:13:53.860 --> 00:13:54.980
in this kind of industry.

00:13:55.041 --> 00:13:55.701
So I think that's

00:13:56.206 --> 00:13:57.366
one of the cons, I guess,

00:13:57.386 --> 00:13:58.427
but some people thrive on that.

00:13:58.447 --> 00:13:59.528
And that might even be a pro

00:13:59.548 --> 00:14:00.107
for some people.

00:14:00.128 --> 00:14:00.847
But for me, that's,

00:14:00.927 --> 00:14:01.869
that's just what it was.

00:14:01.889 --> 00:14:02.208
Cause I don't,

00:14:02.469 --> 00:14:03.470
I don't want to sell myself.

00:14:03.549 --> 00:14:05.291
I just want the product and the,

00:14:05.390 --> 00:14:07.091
and the results would be

00:14:07.111 --> 00:14:08.451
the reason why people are coming to me.

00:14:08.471 --> 00:14:09.592
I don't have to explain

00:14:09.692 --> 00:14:10.712
every single little piece,

00:14:10.732 --> 00:14:11.833
which I ended up having to,

00:14:11.874 --> 00:14:12.875
cause it's just part of the business,

00:14:12.914 --> 00:14:14.375
but learning how to do that

00:14:14.794 --> 00:14:16.355
takes too many time and a

00:14:16.375 --> 00:14:17.336
little bit of effort for me.

00:14:17.376 --> 00:14:17.517
Right.

00:14:17.537 --> 00:14:22.619
How about you?

00:14:22.658 --> 00:14:23.379
So, um,

00:14:24.587 --> 00:14:27.688
It is well kind of to echo some things.

00:14:28.509 --> 00:14:29.369
One for ease,

00:14:29.389 --> 00:14:30.769
because when I came out of

00:14:30.789 --> 00:14:32.129
the gates with this business,

00:14:32.669 --> 00:14:35.091
I wanted it to grow very

00:14:35.150 --> 00:14:36.270
slowly and easily.

00:14:36.291 --> 00:14:37.831
And I knew nothing about

00:14:38.272 --> 00:14:39.172
starting a business.

00:14:39.392 --> 00:14:40.991
I called the APTA.

00:14:41.091 --> 00:14:42.673
I called our local business bureau.

00:14:42.753 --> 00:14:43.913
I was like, what do I do?

00:14:44.764 --> 00:14:44.945
Um,

00:14:45.205 --> 00:14:47.346
and what I couldn't take on was trying

00:14:47.386 --> 00:14:48.768
to figure out the whole

00:14:48.888 --> 00:14:50.349
insurance contracts and

00:14:50.389 --> 00:14:52.029
gains and have an

00:14:52.070 --> 00:14:53.130
administrator with me

00:14:53.191 --> 00:14:54.292
because it was just me.

00:14:54.331 --> 00:14:55.873
So I was focusing myself on

00:14:55.913 --> 00:14:56.732
growing my business.

00:14:57.214 --> 00:15:00.676
So part of it was ease, but also I really.

00:15:01.769 --> 00:15:04.611
wanted to do things my way

00:15:04.672 --> 00:15:06.513
and not insurance's way.

00:15:06.613 --> 00:15:08.315
I wanted time with my clients.

00:15:08.995 --> 00:15:10.557
I had this vision and this

00:15:10.616 --> 00:15:11.738
is what I've done of kind

00:15:11.778 --> 00:15:13.580
of being more of a partner

00:15:13.639 --> 00:15:15.201
in care where we can kind

00:15:15.221 --> 00:15:16.562
of like Derek said, I mean,

00:15:16.682 --> 00:15:18.004
I see people once and then

00:15:18.063 --> 00:15:19.085
I see them again in six

00:15:19.125 --> 00:15:20.385
months if they're doing well.

00:15:20.725 --> 00:15:23.248
We design a care plan based

00:15:23.368 --> 00:15:24.889
on whatever it is that they need.

00:15:25.789 --> 00:15:26.850
And I've had people under my

00:15:26.890 --> 00:15:27.812
care since two thousand

00:15:27.851 --> 00:15:29.994
seventeen who just come in, you know,

00:15:30.014 --> 00:15:32.655
for I call them tune ups, but, you know,

00:15:32.716 --> 00:15:35.017
check ins and to learn

00:15:35.037 --> 00:15:36.138
something more about their body.

00:15:36.719 --> 00:15:37.940
And also that preventative

00:15:37.980 --> 00:15:39.500
piece is really hard with

00:15:39.581 --> 00:15:41.381
insurance companies in pelvic health,

00:15:41.501 --> 00:15:44.524
especially because I do do pelvic health.

00:15:44.563 --> 00:15:45.784
It's very difficult to get

00:15:45.825 --> 00:15:47.346
pelvic health covered by insurance.

00:15:48.106 --> 00:15:50.509
And so because it's seen as more of.

00:15:52.062 --> 00:15:53.602
preventative care, you know,

00:15:53.643 --> 00:15:55.224
unless you can't walk, that's,

00:15:55.283 --> 00:15:56.303
that's what they would say, right?

00:15:56.344 --> 00:15:57.205
Can they negotiate,

00:15:57.225 --> 00:15:58.144
can they take care of the baby,

00:15:58.384 --> 00:15:59.645
negotiate the stairs in their house?

00:15:59.745 --> 00:16:00.046
Okay.

00:16:00.466 --> 00:16:01.447
It's not necessary,

00:16:01.466 --> 00:16:03.248
but I believe very strongly

00:16:03.288 --> 00:16:05.068
it's necessary.

00:16:05.308 --> 00:16:07.210
So it's my population as well.

00:16:07.269 --> 00:16:08.210
It didn't make sense to go

00:16:08.230 --> 00:16:08.931
through insurance.

00:16:09.410 --> 00:16:11.672
So those were some of the pros and cons.

00:16:12.298 --> 00:16:13.578
just the flexibility of

00:16:13.678 --> 00:16:15.320
where to treat and being

00:16:15.440 --> 00:16:16.922
able to go and do workshops

00:16:16.942 --> 00:16:18.942
in the community and being able,

00:16:19.043 --> 00:16:20.244
I stop into people's houses

00:16:20.283 --> 00:16:22.085
sometimes if they need me to,

00:16:22.125 --> 00:16:23.285
most people do come here,

00:16:23.826 --> 00:16:25.227
but I wanted it to see,

00:16:25.567 --> 00:16:27.789
I wanted it to be this,

00:16:28.029 --> 00:16:29.431
I am a partner in their care.

00:16:29.510 --> 00:16:30.611
And when something pops up,

00:16:30.652 --> 00:16:31.653
if we're treating something

00:16:32.052 --> 00:16:32.953
and then their neck hurts,

00:16:33.153 --> 00:16:33.975
I can just treat their neck.

00:16:34.335 --> 00:16:35.895
I don't have to get a new script for it.

00:16:36.296 --> 00:16:37.437
And I am in North Carolina.

00:16:37.557 --> 00:16:38.457
I know that

00:16:39.142 --> 00:16:40.883
the governing rules are

00:16:41.023 --> 00:16:42.744
different than New York.

00:16:42.783 --> 00:16:44.225
But in North Carolina,

00:16:44.644 --> 00:16:45.825
we do not have we don't

00:16:45.865 --> 00:16:47.446
have a restriction on our

00:16:48.086 --> 00:16:50.607
visits under cash based PT.

00:16:50.827 --> 00:16:53.369
So I wanted to eliminate all that.

00:16:54.389 --> 00:16:58.230
And then cons for me is

00:16:59.211 --> 00:17:01.212
really because I do feel like in a way

00:17:03.028 --> 00:17:05.412
Some people avoid coming here, of course,

00:17:05.432 --> 00:17:06.032
because they want to go

00:17:06.053 --> 00:17:06.814
through their insurance.

00:17:08.055 --> 00:17:10.258
And I feel like I could help them,

00:17:10.357 --> 00:17:11.499
but naturally, like,

00:17:11.519 --> 00:17:13.060
and I completely understand that.

00:17:13.121 --> 00:17:15.304
And I have insurance that I

00:17:15.344 --> 00:17:16.404
refer to all the time.

00:17:16.846 --> 00:17:18.627
So kind of feeling like I

00:17:18.667 --> 00:17:20.190
can't help people who I know need help.

00:17:21.006 --> 00:17:22.446
is a little bit of challenging for me,

00:17:22.487 --> 00:17:24.409
but that's also why I do do

00:17:24.469 --> 00:17:25.630
free workshops around the

00:17:25.670 --> 00:17:27.330
community and I work with a nonprofit.

00:17:27.770 --> 00:17:29.311
So I feel like I'm still

00:17:29.873 --> 00:17:31.634
giving my information and

00:17:31.653 --> 00:17:32.654
my knowledge to people who

00:17:32.674 --> 00:17:35.116
can't financially afford to come see me.

00:17:35.237 --> 00:17:36.798
And there is an element of

00:17:38.278 --> 00:17:39.859
salesmanship as well.

00:17:41.340 --> 00:17:42.582
With my caseload,

00:17:42.882 --> 00:17:45.124
because people are looking

00:17:45.183 --> 00:17:46.444
for something different and

00:17:46.464 --> 00:17:47.645
they usually they've already

00:17:48.538 --> 00:17:49.878
try to get physical therapy

00:17:49.920 --> 00:17:50.940
and it's not covered.

00:17:52.720 --> 00:17:53.560
I don't have to have that

00:17:53.601 --> 00:17:55.040
conversation as often.

00:17:55.121 --> 00:17:56.801
It's not as difficult, which I love,

00:17:57.622 --> 00:17:59.163
but there is an element of

00:17:59.303 --> 00:18:00.742
explaining who you are and

00:18:00.782 --> 00:18:02.284
what you do and why you're different.

00:18:03.624 --> 00:18:05.884
And so that is something

00:18:05.904 --> 00:18:10.086
that can be challenging sometimes.

00:18:10.125 --> 00:18:13.067
It's all cash.

00:18:13.126 --> 00:18:13.788
It's all cash.

00:18:14.008 --> 00:18:15.048
You either paid for it

00:18:15.188 --> 00:18:16.628
before from your paycheck

00:18:16.769 --> 00:18:17.989
into an insurance company or

00:18:19.431 --> 00:18:20.471
Or you hand it over right there.

00:18:21.291 --> 00:18:24.214
It's all money, right?

00:18:24.255 --> 00:18:25.756
Deciding what relationship

00:18:25.776 --> 00:18:27.636
you want to build,

00:18:27.656 --> 00:18:29.137
what that person's actually looking for.

00:18:30.199 --> 00:18:31.259
That's the difference, right?

00:18:31.339 --> 00:18:33.240
That's like I'm a cash-based PT.

00:18:33.340 --> 00:18:34.402
We're all cash-based PTs.

00:18:34.982 --> 00:18:36.002
We like to buy cornflakes

00:18:36.403 --> 00:18:38.184
and pay rent and pay for

00:18:38.204 --> 00:18:40.606
our student loans.

00:18:40.626 --> 00:18:41.488
Those are coming, by the way.

00:18:42.607 --> 00:18:44.109
But you decide who you want to work with.

00:18:45.059 --> 00:18:45.279
That's,

00:18:45.299 --> 00:18:46.121
that's the first step in an

00:18:46.161 --> 00:18:47.101
advertising campaign.

00:18:47.181 --> 00:18:47.881
And it should be the first

00:18:47.921 --> 00:18:48.721
step in my opinion,

00:18:50.303 --> 00:18:52.003
in opening a business or

00:18:52.084 --> 00:18:55.625
practice is what relationship,

00:18:55.765 --> 00:18:56.506
what am I selling?

00:18:57.205 --> 00:18:58.027
It's a great, uh,

00:18:58.086 --> 00:18:59.247
business writer named Seth Godin.

00:18:59.446 --> 00:18:59.807
He says,

00:18:59.887 --> 00:19:01.667
people don't buy products or services.

00:19:02.528 --> 00:19:04.369
They buy relationships, stories,

00:19:04.710 --> 00:19:05.770
and magic.

00:19:05.790 --> 00:19:06.550
That's what they want to buy.

00:19:08.031 --> 00:19:08.231
You know,

00:19:08.291 --> 00:19:09.112
if someone says I don't like

00:19:09.192 --> 00:19:11.153
selling not to knock anybody, right.

00:19:11.173 --> 00:19:11.894
I don't like selling.

00:19:11.953 --> 00:19:12.354
No one does.

00:19:14.576 --> 00:19:16.097
Ask them what they want to achieve.

00:19:16.679 --> 00:19:17.819
Isn't that what we teach in

00:19:17.839 --> 00:19:19.000
like evaluation, right?

00:19:19.020 --> 00:19:19.721
What do you wanna get?

00:19:21.782 --> 00:19:23.444
I told you I work in communications,

00:19:23.505 --> 00:19:23.704
right?

00:19:25.185 --> 00:19:26.426
Some people would say I sell goggles.

00:19:27.607 --> 00:19:27.928
I don't.

00:19:28.628 --> 00:19:29.470
I talk to vestibular

00:19:29.509 --> 00:19:31.030
therapists and ask them

00:19:31.050 --> 00:19:31.991
what their limitations are.

00:19:32.913 --> 00:19:33.853
I cheat.

00:19:34.874 --> 00:19:36.194
I make everything about them.

00:19:37.316 --> 00:19:38.737
That sounds a lot like PT, doesn't it?

00:19:39.557 --> 00:19:39.978
Right?

00:19:39.998 --> 00:19:41.539
When you make the conversation about them,

00:19:43.355 --> 00:19:44.115
You don't have to sell anything.

00:19:44.856 --> 00:19:45.576
You're deciding.

00:19:46.156 --> 00:19:46.417
Actually,

00:19:46.778 --> 00:19:47.758
you're leading them to the end of

00:19:47.778 --> 00:19:48.377
the diving board.

00:19:49.419 --> 00:19:53.441
Is this the right place for you or not?

00:19:54.582 --> 00:19:56.122
Because people will ask three questions.

00:19:57.022 --> 00:19:57.682
You're asking these

00:19:57.722 --> 00:19:59.324
questions right now as you sit in class.

00:20:00.805 --> 00:20:01.345
You're asking these

00:20:01.384 --> 00:20:01.984
questions while you're

00:20:02.025 --> 00:20:03.006
swiping on Instagram,

00:20:03.306 --> 00:20:04.787
walking down the street, watching TV,

00:20:05.487 --> 00:20:06.106
or scrolling.

00:20:07.268 --> 00:20:08.087
What does this do?

00:20:09.348 --> 00:20:10.910
How might it make my life better?

00:20:11.811 --> 00:20:12.813
And then if I like the

00:20:12.913 --> 00:20:14.874
answers to those two, if they fit,

00:20:15.394 --> 00:20:16.674
what do I need to do to get it?

00:20:17.955 --> 00:20:19.336
I either run it through my

00:20:19.376 --> 00:20:21.518
insurance or I hand you money.

00:20:22.417 --> 00:20:23.499
Let's be honest, I swipe a card.

00:20:24.539 --> 00:20:27.080
But you're asking, is this worth that?

00:20:28.541 --> 00:20:29.682
This is a seesaw.

00:20:30.722 --> 00:20:32.785
Is there enough value on one

00:20:32.845 --> 00:20:34.826
side for the price that

00:20:34.846 --> 00:20:36.346
you're asking me to pay?

00:20:36.567 --> 00:20:37.827
That's it.

00:20:37.907 --> 00:20:39.788
It's the value and price seesaw.

00:20:41.755 --> 00:20:43.214
So I think this is a smart

00:20:43.275 --> 00:20:44.515
question and good question.

00:20:44.595 --> 00:20:46.355
And the add on no repeats is

00:20:46.415 --> 00:20:47.516
a terribly good add on.

00:20:47.536 --> 00:20:48.096
It's very good.

00:20:48.816 --> 00:20:51.136
A lot of people pay

00:20:51.176 --> 00:20:52.916
attention to the right side

00:20:52.957 --> 00:20:53.717
of that seesaw.

00:20:54.136 --> 00:20:54.936
What's it cost?

00:20:56.837 --> 00:20:58.198
I would tell you if you want

00:20:58.218 --> 00:20:59.718
to win and do well and do

00:20:59.738 --> 00:21:00.438
whatever you want,

00:21:00.478 --> 00:21:01.298
like a lot of these people

00:21:01.337 --> 00:21:04.979
on the screen focus on the left side.

00:21:04.999 --> 00:21:06.398
There's a business that

00:21:06.439 --> 00:21:09.779
focuses only on the left side, right?

00:21:09.859 --> 00:21:10.519
And that's Amazon.

00:21:13.172 --> 00:21:13.833
I'm going to venture that a

00:21:13.913 --> 00:21:14.493
hundred percent of the

00:21:14.534 --> 00:21:17.236
people in that room have Amazon, right?

00:21:17.256 --> 00:21:18.277
Have no idea what they pay

00:21:18.317 --> 00:21:18.917
for it every year,

00:21:19.278 --> 00:21:20.278
because all they do is

00:21:20.339 --> 00:21:21.740
focus on the left side of that.

00:21:22.281 --> 00:21:23.702
They overload on value.

00:21:24.002 --> 00:21:26.326
So you never question the price.

00:21:26.945 --> 00:21:28.126
What if you could do that in

00:21:28.146 --> 00:21:28.708
your practice?

00:21:29.288 --> 00:21:29.888
I think you can.

00:21:29.909 --> 00:21:33.772
All right.

00:21:34.453 --> 00:21:35.394
Next question.

00:21:43.844 --> 00:21:47.905
Derek, you want to take that one first?

00:22:07.701 --> 00:22:10.563
Okay.

00:22:10.603 --> 00:22:12.343
How are we getting people in the door?

00:22:14.403 --> 00:22:15.903
Sometimes I feel,

00:22:16.223 --> 00:22:16.864
depending upon your

00:22:16.903 --> 00:22:18.085
situation and cash base,

00:22:18.125 --> 00:22:19.404
you've got to go find people.

00:22:20.984 --> 00:22:23.105
To me, the most interactions you can make,

00:22:23.726 --> 00:22:24.885
that's what you need to do.

00:22:24.925 --> 00:22:26.606
You've got to get the volume out there,

00:22:26.646 --> 00:22:29.807
whether that means go out and sell again,

00:22:29.827 --> 00:22:34.048
sell yourself to events, workshops,

00:22:34.209 --> 00:22:35.429
tables, whatever it may be.

00:22:36.003 --> 00:22:37.105
to get in front of people,

00:22:37.125 --> 00:22:38.145
get in front of the community.

00:22:38.685 --> 00:22:40.347
I like my situation where I

00:22:40.407 --> 00:22:41.969
am because there's hundreds,

00:22:42.009 --> 00:22:43.009
thousands of people walking

00:22:43.029 --> 00:22:44.771
through the gym every single day,

00:22:45.172 --> 00:22:46.252
and they walk right by,

00:22:46.313 --> 00:22:47.013
right when they walk in,

00:22:47.034 --> 00:22:48.194
they walk right by my side

00:22:48.234 --> 00:22:49.516
where my little office space is.

00:22:49.615 --> 00:22:50.256
I have access to the

00:22:50.276 --> 00:22:51.336
twenty-five thousand square foot.

00:22:51.396 --> 00:22:53.278
I walk around, I be visible,

00:22:53.338 --> 00:22:54.359
and people see me.

00:22:55.101 --> 00:22:58.363
So then reputation, then word of mouth,

00:22:58.403 --> 00:23:00.105
and then that all kind of spins around.

00:23:01.646 --> 00:23:02.426
new patients this week

00:23:02.446 --> 00:23:03.747
that's solely on oh I heard

00:23:03.767 --> 00:23:04.807
about you you got a good

00:23:04.827 --> 00:23:05.688
reputation they literally

00:23:05.728 --> 00:23:06.847
tell me that just from

00:23:07.008 --> 00:23:08.048
talks amongst the gym

00:23:08.067 --> 00:23:09.628
people it's all about just

00:23:09.648 --> 00:23:10.949
patient interaction people

00:23:10.969 --> 00:23:13.128
interaction I haven't

00:23:13.209 --> 00:23:15.410
recently like gone out and

00:23:15.589 --> 00:23:16.890
sought after physicians or

00:23:16.910 --> 00:23:17.849
surgeons or anything like

00:23:17.890 --> 00:23:20.290
that I think there's value

00:23:20.351 --> 00:23:21.611
in that to some degree I

00:23:21.631 --> 00:23:22.730
think you can there's a way

00:23:22.770 --> 00:23:25.132
to still do that but even

00:23:25.471 --> 00:23:26.592
even those are tough cells

00:23:26.632 --> 00:23:27.711
because they still want to

00:23:27.751 --> 00:23:28.711
do the insurance base they

00:23:28.751 --> 00:23:29.792
already paid for insurance

00:23:29.813 --> 00:23:31.472
so we should go with insurance it's like

00:23:37.465 --> 00:23:39.228
what they value, like Jimmy said.

00:23:39.248 --> 00:23:42.992
I think to get people in the door,

00:23:43.032 --> 00:23:44.634
it's all about volume of

00:23:44.674 --> 00:23:46.237
patient and people interaction.

00:23:46.478 --> 00:23:47.479
Just getting out there and

00:23:47.519 --> 00:23:48.220
talking to people,

00:23:48.641 --> 00:23:49.781
as many people as you can,

00:23:50.222 --> 00:23:51.104
to increase your odds.

00:23:51.483 --> 00:23:52.625
I think that's the biggest thing.

00:23:52.645 --> 00:23:54.587
That's why I liked getting out of school,

00:23:55.689 --> 00:23:56.750
kind of just being thrown

00:23:56.809 --> 00:23:58.351
into a high volume

00:23:58.371 --> 00:23:59.551
environment seeing a lot of

00:23:59.571 --> 00:24:01.192
patients all the time for

00:24:01.313 --> 00:24:02.574
two years straight just

00:24:02.653 --> 00:24:04.174
non-stop basically and that

00:24:04.194 --> 00:24:05.496
was great so I learned a

00:24:05.536 --> 00:24:06.636
lot of different diagnoses

00:24:06.656 --> 00:24:07.758
which is fun to me I like

00:24:07.778 --> 00:24:08.557
doing everything head to

00:24:08.597 --> 00:24:10.480
toe and different types of

00:24:10.539 --> 00:24:11.941
personalities cultures all

00:24:11.961 --> 00:24:13.021
that stuff so that any

00:24:13.061 --> 00:24:14.041
conversation I get thrown

00:24:14.082 --> 00:24:16.144
into I'm fine I'm good to

00:24:16.163 --> 00:24:17.325
go just keep talking

00:24:20.622 --> 00:24:20.842
Brian,

00:24:20.862 --> 00:24:23.223
you want to take it since we got the

00:24:23.263 --> 00:24:23.703
camera on you?

00:24:24.044 --> 00:24:24.345
Yeah,

00:24:25.566 --> 00:24:27.586
so I think a big piece of what's

00:24:27.606 --> 00:24:28.708
worked well for me is going

00:24:28.768 --> 00:24:31.089
to the places where kind of

00:24:31.109 --> 00:24:32.070
the patient and clients

00:24:32.090 --> 00:24:33.071
that I want to see are.

00:24:33.132 --> 00:24:34.932
So for me that looks like

00:24:34.972 --> 00:24:36.934
going to local races and

00:24:36.994 --> 00:24:38.135
kind of setting up a table

00:24:38.256 --> 00:24:39.616
and having conversations or

00:24:39.636 --> 00:24:40.698
just being present there

00:24:41.278 --> 00:24:42.999
and having conversations.

00:24:44.001 --> 00:24:45.603
That looked like going to gyms.

00:24:45.643 --> 00:24:48.884
That looked like doing different talks,

00:24:49.325 --> 00:24:51.625
different businesses locally on health,

00:24:51.645 --> 00:24:53.767
wellness, and almost like workshops.

00:24:54.866 --> 00:24:56.468
So kind of going to where

00:24:56.528 --> 00:24:58.489
your target market, if you will,

00:24:59.148 --> 00:25:00.670
are and doing the things

00:25:00.690 --> 00:25:02.030
that they want to do and

00:25:02.111 --> 00:25:03.590
perhaps are limited in the

00:25:03.631 --> 00:25:04.531
things that they want to do.

00:25:05.551 --> 00:25:06.653
So I think word of mouth,

00:25:06.792 --> 00:25:07.653
especially starting out,

00:25:07.673 --> 00:25:08.753
can be really powerful when

00:25:08.773 --> 00:25:09.693
maybe you don't have access

00:25:09.713 --> 00:25:11.115
to being in front of a lot of people,

00:25:12.316 --> 00:25:13.296
like Derek was saying.

00:25:14.262 --> 00:25:16.003
So kind of asking a person

00:25:16.023 --> 00:25:17.084
that maybe you have a

00:25:17.104 --> 00:25:19.923
successful series of visits

00:25:19.943 --> 00:25:20.785
or treatments with,

00:25:21.265 --> 00:25:22.785
do you know anyone else

00:25:22.805 --> 00:25:24.144
that might be looking for help?

00:25:24.305 --> 00:25:25.685
Or where can I find more

00:25:26.026 --> 00:25:27.425
patients and clients like yourself?

00:25:27.486 --> 00:25:28.205
And kind of having a

00:25:28.925 --> 00:25:29.846
conversation like that,

00:25:29.866 --> 00:25:30.547
they might be able to give

00:25:30.567 --> 00:25:32.146
you good insight as to how

00:25:32.166 --> 00:25:33.027
to find more people.

00:25:34.288 --> 00:25:34.907
And again,

00:25:34.948 --> 00:25:36.008
kind of word of mouth is one of

00:25:36.048 --> 00:25:37.748
the most powerful, at least I've found,

00:25:37.988 --> 00:25:40.749
kind of referral sources

00:25:44.693 --> 00:25:45.034
locally,

00:25:45.054 --> 00:25:47.236
that doesn't need to be MDs in a

00:25:47.256 --> 00:25:48.155
big medical system.

00:25:48.175 --> 00:25:50.196
That can be massage therapists,

00:25:50.297 --> 00:25:52.038
chiropractors, acupuncturists,

00:25:52.097 --> 00:25:53.618
people that are trying to

00:25:53.659 --> 00:25:54.420
help the same type of

00:25:54.440 --> 00:25:55.701
people that you are.

00:25:55.800 --> 00:25:57.161
If you create a reputation

00:25:57.221 --> 00:26:00.542
of yourself as being really,

00:26:01.003 --> 00:26:03.724
not necessarily a specialist,

00:26:03.765 --> 00:26:05.605
but just doing a good job

00:26:05.685 --> 00:26:07.487
and being good with patients and people,

00:26:07.527 --> 00:26:08.627
you'd be surprised how

00:26:08.748 --> 00:26:11.048
powerful that can be, that reputation.

00:26:12.369 --> 00:26:13.711
So that's another way.

00:26:28.544 --> 00:26:29.346
I have never,

00:26:30.196 --> 00:26:32.577
gone out and spoken to a

00:26:32.617 --> 00:26:33.978
doctor about what I do.

00:26:34.657 --> 00:26:36.378
Doctors know about me and they refer to me,

00:26:36.419 --> 00:26:38.838
but it's all through my clients.

00:26:38.919 --> 00:26:41.680
I think if you do a good job

00:26:41.900 --> 00:26:43.339
with what you're doing and

00:26:43.359 --> 00:26:44.681
you get that first client

00:26:44.740 --> 00:26:46.921
and then it just snowballs

00:26:47.701 --> 00:26:49.561
and it's word of mouth and

00:26:49.582 --> 00:26:50.821
it's having conversations

00:26:51.082 --> 00:26:52.742
out in the community and

00:26:53.766 --> 00:26:55.527
building on the curiosity of people,

00:26:55.826 --> 00:26:57.186
you know, people ask me all the time,

00:26:57.247 --> 00:26:57.887
what do I do?

00:26:57.928 --> 00:26:59.587
And like, what do you mean pelvic,

00:26:59.607 --> 00:27:00.328
what's a pelvic floor?

00:27:00.388 --> 00:27:01.528
I don't even know what that is, you know?

00:27:01.909 --> 00:27:04.269
So these conversations and I was, um,

00:27:05.171 --> 00:27:05.750
way back,

00:27:05.851 --> 00:27:06.931
I got the advice when I first

00:27:06.951 --> 00:27:08.152
started my clinic to,

00:27:08.251 --> 00:27:11.053
or my business to give more,

00:27:11.093 --> 00:27:12.953
like just give information,

00:27:13.273 --> 00:27:15.214
not in a formal setting, like a workshop,

00:27:15.255 --> 00:27:19.296
but just show up and answer

00:27:19.316 --> 00:27:20.497
questions and just

00:27:21.040 --> 00:27:23.262
Give in the beginning and

00:27:23.542 --> 00:27:25.403
show yourself as an expert

00:27:25.503 --> 00:27:26.765
and develop that trust

00:27:28.326 --> 00:27:30.307
before people even come to see you.

00:27:30.788 --> 00:27:32.229
And so that is what I did.

00:27:33.249 --> 00:27:34.369
And I think that that is

00:27:34.529 --> 00:27:37.211
what has created this word

00:27:37.231 --> 00:27:38.173
of mouth network that I

00:27:38.192 --> 00:27:39.133
don't even need to feed

00:27:39.292 --> 00:27:43.756
that often because people know me.

00:27:43.876 --> 00:27:44.757
And when they come to me,

00:27:44.817 --> 00:27:45.617
they talk about me,

00:27:45.718 --> 00:27:46.678
especially because I work

00:27:46.698 --> 00:27:47.638
with moms and the mom

00:27:47.679 --> 00:27:49.559
community is so strong with information,

00:27:49.579 --> 00:27:50.320
with things like that.

00:27:51.153 --> 00:27:51.472
Um,

00:27:51.532 --> 00:27:54.115
and then also recently I would say

00:27:54.214 --> 00:27:55.875
something that has really benefited me.

00:27:56.395 --> 00:27:56.915
I'm very.

00:27:57.596 --> 00:27:58.936
Technology resistance.

00:27:59.017 --> 00:28:00.978
I know we use it all the time, but I,

00:28:01.637 --> 00:28:02.577
I don't feel like I have a

00:28:02.597 --> 00:28:03.519
lot of time for it,

00:28:03.679 --> 00:28:05.920
but I hired somebody to

00:28:05.960 --> 00:28:07.820
help me with my website and

00:28:07.881 --> 00:28:10.801
help me with my SEO and I'm

00:28:10.821 --> 00:28:11.843
writing more blogs.

00:28:12.123 --> 00:28:13.463
So a lot of people are

00:28:13.503 --> 00:28:14.963
coming to me right now through Google.

00:28:15.605 --> 00:28:17.144
And I love it because they

00:28:17.184 --> 00:28:18.246
come in and they say.

00:28:18.935 --> 00:28:21.039
hey, I always say, how did you find me?

00:28:21.461 --> 00:28:22.682
What do you know about my practice?

00:28:22.864 --> 00:28:24.948
And the people who say, oh,

00:28:25.008 --> 00:28:25.890
I just Googled you and

00:28:25.910 --> 00:28:27.752
you're the only pelvic PT in Charlotte.

00:28:27.772 --> 00:28:28.074
And I'm like,

00:28:28.362 --> 00:28:29.862
oh, no, I'm not, but yay,

00:28:30.742 --> 00:28:31.643
my website's doing an

00:28:31.843 --> 00:28:33.782
awesome job communicating what I do.

00:28:35.144 --> 00:28:38.505
And so that has ramped up.

00:28:38.565 --> 00:28:39.585
I was doing just kind of

00:28:39.625 --> 00:28:40.384
word of mouth and just

00:28:40.404 --> 00:28:41.484
letting people find me and

00:28:41.505 --> 00:28:42.965
doing workshops in the community.

00:28:43.486 --> 00:28:45.886
And now Google is helping

00:28:45.906 --> 00:28:47.106
people to find me because I

00:28:47.146 --> 00:28:48.067
have had help with that.

00:28:48.767 --> 00:28:49.567
I couldn't do it all.

00:28:49.647 --> 00:28:52.728
And so I needed to upgrade.

00:28:52.748 --> 00:28:54.509
I needed to outsource a little bit.

00:28:55.882 --> 00:28:56.963
Well, Brenda, is that,

00:28:57.003 --> 00:28:58.425
is that a hundred percent accurate?

00:28:58.445 --> 00:28:59.948
I don't want to overcorrect.

00:29:00.048 --> 00:29:00.228
Right.

00:29:00.248 --> 00:29:00.868
But I want to highlight

00:29:00.909 --> 00:29:01.710
something that you had said.

00:29:02.471 --> 00:29:03.712
You said they Googled me,

00:29:04.334 --> 00:29:05.596
but if they didn't know about you,

00:29:05.635 --> 00:29:06.436
how they Google you.

00:29:06.957 --> 00:29:07.137
Right.

00:29:07.157 --> 00:29:08.118
So you mean they searched

00:29:08.159 --> 00:29:10.281
for a solution and you were

00:29:10.321 --> 00:29:11.163
there already.

00:29:12.364 --> 00:29:13.545
Yes, the virtual question.

00:29:13.984 --> 00:29:14.164
Right.

00:29:14.184 --> 00:29:15.645
So they had a pain point.

00:29:16.105 --> 00:29:17.166
They were hurting for

00:29:17.227 --> 00:29:18.487
something and they did what

00:29:18.507 --> 00:29:19.387
we do to solve it.

00:29:19.807 --> 00:29:20.048
Right.

00:29:20.327 --> 00:29:21.749
Which is what the what the

00:29:21.769 --> 00:29:22.670
gentleman we're talking about.

00:29:23.470 --> 00:29:24.410
I went to someone.

00:29:25.030 --> 00:29:27.152
I didn't know who to solve this problem.

00:29:27.192 --> 00:29:30.653
So I asked a doctor or I asked a friend.

00:29:31.723 --> 00:29:32.584
And then that person,

00:29:32.983 --> 00:29:33.703
you had already put a

00:29:33.743 --> 00:29:34.545
thought in their head,

00:29:35.085 --> 00:29:35.904
which then put words in

00:29:35.924 --> 00:29:36.805
their mouth that came out.

00:29:36.845 --> 00:29:37.684
And that's word of mouth.

00:29:38.224 --> 00:29:40.925
But what you did is you were

00:29:40.965 --> 00:29:42.445
where they already were or

00:29:42.526 --> 00:29:43.846
where they were going to be

00:29:44.386 --> 00:29:45.366
when they had that pain

00:29:45.406 --> 00:29:47.866
point that you decided you

00:29:47.906 --> 00:29:48.647
wanted to solve.

00:29:48.807 --> 00:29:49.708
And then you went there

00:29:49.748 --> 00:29:50.508
before they were there.

00:29:51.028 --> 00:29:51.968
I worked for a hospital

00:29:52.048 --> 00:29:53.348
research lab for a little while.

00:29:53.409 --> 00:29:55.348
That was something I wanted to try.

00:29:55.939 --> 00:29:57.641
I do not belong in research,

00:29:57.721 --> 00:29:58.701
but I got to work with a

00:29:58.761 --> 00:30:00.203
research organization to

00:30:00.243 --> 00:30:02.586
get funding for research

00:30:03.346 --> 00:30:04.587
and then to get participants.

00:30:04.868 --> 00:30:06.529
Research teams need both of those things.

00:30:06.851 --> 00:30:09.432
And their previous way of

00:30:09.472 --> 00:30:10.815
getting both of those things, well,

00:30:10.894 --> 00:30:12.497
I should say more of the participants,

00:30:12.817 --> 00:30:14.778
was putting up flyers on

00:30:14.818 --> 00:30:16.381
the walls of the hospital.

00:30:17.897 --> 00:30:18.218
And I said,

00:30:18.258 --> 00:30:19.598
how effective is that to

00:30:19.618 --> 00:30:20.480
getting participants in

00:30:20.500 --> 00:30:21.119
your research study?

00:30:21.140 --> 00:30:22.641
They say, not very effective.

00:30:23.040 --> 00:30:23.201
I said,

00:30:23.221 --> 00:30:24.182
because the people that you need to

00:30:24.221 --> 00:30:27.683
talk to are not in the hospital.

00:30:27.703 --> 00:30:29.285
They're out of the hospital.

00:30:29.786 --> 00:30:30.625
So what Brenda did,

00:30:30.645 --> 00:30:31.446
I want to highlight that,

00:30:31.507 --> 00:30:34.249
is she was digitally, and you even said,

00:30:34.308 --> 00:30:37.171
I think, the online thing, not my thing,

00:30:38.010 --> 00:30:39.112
but a little bit of work,

00:30:40.853 --> 00:30:41.614
and you were able to

00:30:41.673 --> 00:30:43.013
actually leverage that,

00:30:43.154 --> 00:30:44.174
and you were where they were.

00:30:44.596 --> 00:30:45.016
Mm-hmm.

00:30:46.957 --> 00:30:47.297
Yeah.

00:30:47.336 --> 00:30:49.057
So I like to write blogs.

00:30:49.178 --> 00:30:50.377
And so I just needed to

00:30:50.417 --> 00:30:53.199
connect my blogs to the SEO.

00:30:53.219 --> 00:30:54.199
Like what questions are,

00:30:54.219 --> 00:30:55.480
how do people find those things?

00:30:55.539 --> 00:30:55.740
Right.

00:30:55.799 --> 00:30:57.000
What questions are they asking?

00:30:57.960 --> 00:30:59.520
But that goes back to the

00:30:59.560 --> 00:31:01.080
advice that I was given that I love.

00:31:01.101 --> 00:31:02.981
It's just like give information.

00:31:03.021 --> 00:31:03.842
People don't know what

00:31:03.862 --> 00:31:04.582
they're looking for.

00:31:04.821 --> 00:31:08.303
And the more you can just talk and give,

00:31:08.542 --> 00:31:10.344
then they will realize that

00:31:10.364 --> 00:31:11.503
there might be a solution out there.

00:31:11.942 --> 00:31:13.483
It's hard at first, I imagine, because,

00:31:13.503 --> 00:31:15.344
I mean, guys, you talked about this, too,

00:31:15.384 --> 00:31:18.525
in terms of having to sell, right?

00:31:19.925 --> 00:31:21.205
You don't have to sell if

00:31:21.286 --> 00:31:22.207
you're communicating and

00:31:22.227 --> 00:31:22.926
you're giving value.

00:31:23.207 --> 00:31:25.907
Probably hard to do when you're at zero,

00:31:26.028 --> 00:31:26.268
right?

00:31:26.347 --> 00:31:27.428
As a lot of the students are probably like,

00:31:27.468 --> 00:31:28.449
hey, man, if I graduate,

00:31:28.528 --> 00:31:29.808
I'm at zero tomorrow.

00:31:30.528 --> 00:31:31.390
What do I do?

00:31:31.930 --> 00:31:33.410
And I know this from working

00:31:33.450 --> 00:31:35.151
with practice owners or companies.

00:31:36.090 --> 00:31:37.971
There's an impulse to just sell.

00:31:39.113 --> 00:31:40.996
flail and do everything and

00:31:41.036 --> 00:31:42.218
try this and try that.

00:31:43.901 --> 00:31:44.902
How did you resist that in

00:31:44.922 --> 00:31:47.586
the beginning your practice?

00:31:47.605 --> 00:31:49.690
To do everything to just do

00:31:49.869 --> 00:31:51.152
you can't do everything right?

00:31:51.192 --> 00:31:52.374
But how did you resist that?

00:31:54.829 --> 00:31:55.210
I don't know.

00:31:55.269 --> 00:31:56.550
I don't know if I resisted it well,

00:31:56.631 --> 00:31:57.172
personally.

00:31:57.432 --> 00:31:59.613
I feel like I try to do

00:31:59.792 --> 00:32:01.153
everything and then

00:32:01.775 --> 00:32:03.215
realizing that that doesn't

00:32:03.276 --> 00:32:04.457
work and kind of coming

00:32:04.497 --> 00:32:05.678
back to center and like

00:32:05.718 --> 00:32:07.219
just getting back into,

00:32:08.078 --> 00:32:10.040
let me just do a really

00:32:10.080 --> 00:32:11.721
good job with the person in front of me.

00:32:11.862 --> 00:32:13.303
And because that is the,

00:32:13.323 --> 00:32:14.202
that's what I'm good at.

00:32:14.323 --> 00:32:16.144
That's why I'm doing what I'm doing.

00:32:16.724 --> 00:32:18.046
And that is what makes me

00:32:18.066 --> 00:32:19.207
the expert is just that

00:32:19.247 --> 00:32:21.548
person in front of me, not all this.

00:32:22.749 --> 00:32:23.410
I have news.

00:32:23.609 --> 00:32:24.289
That's sales.

00:32:25.250 --> 00:32:25.851
That's sales.

00:32:26.811 --> 00:32:28.532
Asking someone what their

00:32:28.593 --> 00:32:31.315
problem is and then hang on a second.

00:32:31.914 --> 00:32:34.296
This is where the magic comes in.

00:32:34.316 --> 00:32:35.497
Being quiet long enough for

00:32:35.517 --> 00:32:37.258
them to tell you.

00:32:37.317 --> 00:32:37.898
That's sales.

00:32:38.578 --> 00:32:40.599
It's all under communications.

00:32:40.619 --> 00:32:41.401
Most of the time when I give

00:32:41.441 --> 00:32:42.821
presentations or people want to hire me,

00:32:42.882 --> 00:32:44.122
the very first slide,

00:32:44.142 --> 00:32:45.242
I think I have three slides,

00:32:45.563 --> 00:32:46.824
is two tin cans and a string.

00:32:46.943 --> 00:32:47.585
That's what you're doing.

00:32:48.479 --> 00:32:49.318
You're connecting to someone

00:32:49.378 --> 00:32:51.359
else and deciding this

00:32:51.380 --> 00:32:53.461
person is not a good fit, right?

00:32:53.661 --> 00:32:54.461
I might get them in the

00:32:54.480 --> 00:32:56.541
clinic and get an evaluation done.

00:32:56.882 --> 00:32:57.643
Three days from now,

00:32:57.663 --> 00:32:58.823
they're not going to be a good patient.

00:32:58.863 --> 00:32:59.502
Good.

00:32:59.523 --> 00:33:01.483
Don't build that relationship.

00:33:01.544 --> 00:33:05.986
Not like that.

00:33:06.046 --> 00:33:09.027
So, Jimmy, let's give you this question,

00:33:09.086 --> 00:33:09.267
too.

00:33:09.326 --> 00:33:10.288
So how have you built your

00:33:10.367 --> 00:33:12.209
following and the folks

00:33:12.229 --> 00:33:12.848
that you work with?

00:33:13.327 --> 00:33:14.268
Yeah, I'll give, right?

00:33:15.328 --> 00:33:16.128
My favorite day in third

00:33:16.169 --> 00:33:17.189
grade was show and tell.

00:33:17.308 --> 00:33:17.990
More for show.

00:33:18.390 --> 00:33:20.309
Tell's fun, right?

00:33:20.351 --> 00:33:20.631
Show.

00:33:21.790 --> 00:33:23.111
There's no such thing as tell business.

00:33:23.971 --> 00:33:24.632
It's show business.

00:33:25.132 --> 00:33:26.053
And I have news for you.

00:33:26.133 --> 00:33:27.333
This is a hill I will die on.

00:33:27.692 --> 00:33:29.834
As a physical therapist, an accountant,

00:33:30.153 --> 00:33:31.493
a house painter, a plumber,

00:33:31.694 --> 00:33:32.335
you're in show business.

00:33:33.288 --> 00:33:34.107
especially today.

00:33:34.807 --> 00:33:36.449
So how can you show someone

00:33:36.469 --> 00:33:38.348
that you are the best

00:33:38.429 --> 00:33:40.250
possible solution for that

00:33:40.509 --> 00:33:41.710
particular problem?

00:33:42.109 --> 00:33:42.690
There are a hundred

00:33:42.710 --> 00:33:44.691
different ways and they're all mediums,

00:33:45.351 --> 00:33:48.152
pictures, videos, sounds, words,

00:33:48.352 --> 00:33:49.051
that's media.

00:33:49.571 --> 00:33:53.012
So for me, I mean, this was not strategic.

00:33:53.032 --> 00:33:53.893
I would love to say this was

00:33:54.252 --> 00:33:55.873
strategic starting a podcast.

00:33:56.253 --> 00:33:57.673
I was gonna go be a physical therapist.

00:33:58.493 --> 00:33:59.434
But I just started doing

00:33:59.515 --> 00:34:00.674
something out of my own

00:34:00.714 --> 00:34:02.155
insecurity and finding

00:34:02.195 --> 00:34:03.596
people who were the best solution.

00:34:03.936 --> 00:34:05.076
So instead of buying books

00:34:05.116 --> 00:34:06.377
in PT school and reading them,

00:34:06.698 --> 00:34:07.659
I reached out to authors.

00:34:08.358 --> 00:34:09.659
They sent me a free copy of the book,

00:34:10.059 --> 00:34:10.519
Jackpot.

00:34:10.980 --> 00:34:11.661
And number two,

00:34:12.161 --> 00:34:13.460
I knew I learned more by

00:34:14.342 --> 00:34:15.822
talking than I did by reading anyway.

00:34:16.163 --> 00:34:17.983
So I had unfettered access

00:34:18.364 --> 00:34:20.164
to experts for forty five minutes.

00:34:20.867 --> 00:34:22.068
Wouldn't that be great if

00:34:22.128 --> 00:34:23.809
patients had that access to Brenda,

00:34:24.210 --> 00:34:25.791
which it sounds like they do,

00:34:26.492 --> 00:34:28.434
except she wrote a blog three months ago,

00:34:28.773 --> 00:34:30.014
and now they have access to

00:34:30.034 --> 00:34:32.237
that whenever they're looking for it.

00:34:33.177 --> 00:34:35.639
So it's show versus tell.

00:34:35.880 --> 00:34:41.164
And how can you show value

00:34:41.184 --> 00:34:42.445
before you ever walk in the room?

00:34:43.615 --> 00:34:45.697
And the quickest way to do that is,

00:34:45.817 --> 00:34:47.518
and I'm biased because I work in media,

00:34:47.538 --> 00:34:49.759
is creating digital copies of yourself,

00:34:50.099 --> 00:34:52.659
like this live stream.

00:34:52.699 --> 00:34:55.061
So my answer to that is

00:34:55.141 --> 00:34:56.021
understand what business

00:34:56.041 --> 00:34:56.860
you're actually in.

00:34:58.021 --> 00:34:58.882
And getting someone's

00:34:58.902 --> 00:35:00.782
attention is showing them

00:35:00.882 --> 00:35:02.304
that you are a fantastic

00:35:02.344 --> 00:35:04.063
solution to their problem.

00:35:04.083 --> 00:35:07.244
All right.

00:35:07.365 --> 00:35:08.045
What's next?

00:35:08.126 --> 00:35:10.527
Next topic.

00:35:16.188 --> 00:35:17.509
So I just want to know from

00:35:17.548 --> 00:35:18.829
like each of you either

00:35:18.869 --> 00:35:20.550
tell like a patient story

00:35:20.570 --> 00:35:21.329
or maybe it was on the

00:35:21.389 --> 00:35:22.809
business side but what was

00:35:22.829 --> 00:35:24.090
the first time in your

00:35:24.130 --> 00:35:25.351
business where you really

00:35:25.391 --> 00:35:27.530
were like I'm so glad that

00:35:27.630 --> 00:35:29.092
I did this like it just

00:35:29.492 --> 00:35:30.632
everything came together

00:35:30.652 --> 00:35:31.751
whether it be a patient or

00:35:31.791 --> 00:35:32.851
something like how did you

00:35:32.871 --> 00:35:34.351
know that like this was

00:35:34.532 --> 00:35:35.492
definitely what you wanted

00:35:35.512 --> 00:35:36.532
to do or like when you

00:35:36.572 --> 00:35:38.833
finally got that positive feedback?

00:35:41.574 --> 00:35:43.074
Brenda you want to start with that one?

00:35:45.597 --> 00:35:48.626
Yeah, that is such a good question.

00:35:52.016 --> 00:35:52.577
I mean, I can,

00:35:53.708 --> 00:35:56.130
I can honestly say it was my first patient,

00:35:56.150 --> 00:35:56.909
but that's not the story

00:35:56.929 --> 00:35:57.731
I'm going to tell.

00:35:58.690 --> 00:36:00.911
But she still is under my care today.

00:36:01.911 --> 00:36:05.494
And I felt so happy when she

00:36:05.554 --> 00:36:07.195
found me and she came in the door.

00:36:07.215 --> 00:36:08.695
She's my first patient ever.

00:36:09.916 --> 00:36:11.335
She scared the crap out of

00:36:11.356 --> 00:36:13.836
me because she had something going on,

00:36:13.916 --> 00:36:15.757
a surgery that I had never seen before.

00:36:16.237 --> 00:36:17.838
And that was, so it was also, actually,

00:36:17.858 --> 00:36:18.579
I'm going to tell the story

00:36:19.480 --> 00:36:22.300
because that was also my moment of like,

00:36:23.119 --> 00:36:24.740
what am I doing?

00:36:25.041 --> 00:36:25.561
Like, why am I,

00:36:25.681 --> 00:36:27.943
I'm here by myself with this person.

00:36:28.023 --> 00:36:30.003
And I've never seen this going on before.

00:36:30.764 --> 00:36:33.585
Um, like, okay, we've got this,

00:36:33.686 --> 00:36:36.907
but it validated everything

00:36:36.967 --> 00:36:39.349
I've wanted to do because we,

00:36:39.909 --> 00:36:41.210
I helped her not even

00:36:41.251 --> 00:36:43.231
knowing what she had, um, uh,

00:36:43.612 --> 00:36:44.432
abdominal surgery.

00:36:45.112 --> 00:36:45.632
So, and it

00:36:48.896 --> 00:36:50.737
I helped her and that was

00:36:51.137 --> 00:36:51.798
what I wanted to do.

00:36:51.818 --> 00:36:53.579
And she's still under my care today.

00:36:54.480 --> 00:36:55.481
However many years later,

00:36:55.521 --> 00:36:56.942
this is eight years later almost.

00:36:58.342 --> 00:37:00.403
And she just comes about once a year now,

00:37:00.483 --> 00:37:00.804
again,

00:37:00.884 --> 00:37:02.065
just because we've developed this

00:37:02.144 --> 00:37:03.166
really good relationship

00:37:03.246 --> 00:37:04.527
and she trusts me with her body.

00:37:04.927 --> 00:37:06.367
And so she comes in and she says,

00:37:06.467 --> 00:37:07.047
I feel great,

00:37:07.467 --> 00:37:09.168
but can you just like look

00:37:09.208 --> 00:37:10.510
through everything and look

00:37:10.530 --> 00:37:12.070
at my balance and see

00:37:12.371 --> 00:37:13.311
what's going on when I'm

00:37:13.351 --> 00:37:14.311
lifting weights and all

00:37:14.331 --> 00:37:16.454
this kind of stuff.

00:37:16.474 --> 00:37:18.335
So anyway, so she, she was my first,

00:37:18.945 --> 00:37:20.646
oh crap moment and also my

00:37:20.708 --> 00:37:22.389
first like this is why I'm

00:37:22.449 --> 00:37:25.293
doing this moment because I

00:37:25.894 --> 00:37:27.297
got to the other side of it

00:37:27.617 --> 00:37:29.460
and not won her over but

00:37:29.539 --> 00:37:30.641
realized that I'm good at

00:37:30.681 --> 00:37:33.784
this and I want to do this forever um

00:37:34.641 --> 00:37:35.682
And then my other,

00:37:35.702 --> 00:37:36.563
the story that I was going

00:37:36.603 --> 00:37:37.543
to tell before I started

00:37:37.563 --> 00:37:40.306
that one was another person

00:37:40.326 --> 00:37:42.347
who really validated what I

00:37:42.367 --> 00:37:43.588
want to do is someone who

00:37:43.628 --> 00:37:44.668
had been through,

00:37:45.268 --> 00:37:46.369
she's actually an older client.

00:37:46.389 --> 00:37:47.911
She did not just have a baby,

00:37:48.851 --> 00:37:49.791
but she had been through

00:37:49.811 --> 00:37:51.253
the ringer of healthcare

00:37:51.333 --> 00:37:52.474
and she had been struggling

00:37:52.534 --> 00:37:56.135
with debilitating back pain for years.

00:37:56.677 --> 00:37:58.597
And she's very active and

00:37:58.637 --> 00:38:00.239
she had teenage kids at home.

00:38:00.259 --> 00:38:01.659
She's always running around and

00:38:02.418 --> 00:38:05.521
Um, she found me actually from,

00:38:06.041 --> 00:38:07.163
she was my first person to

00:38:07.202 --> 00:38:08.623
find me on Google and she

00:38:08.643 --> 00:38:09.784
just came in and she was like,

00:38:10.224 --> 00:38:11.226
I don't know if you can help me,

00:38:11.306 --> 00:38:12.327
but I've tried everything.

00:38:12.827 --> 00:38:16.530
And so she was, again, somebody in my,

00:38:16.730 --> 00:38:18.751
in my practice that I was like, yes,

00:38:19.112 --> 00:38:20.293
this is why I do it.

00:38:20.353 --> 00:38:21.393
This is why I'm here.

00:38:21.454 --> 00:38:21.713
You know,

00:38:21.753 --> 00:38:24.516
she like the insurance world failed her.

00:38:24.795 --> 00:38:26.297
She'd been in and out of PT

00:38:26.336 --> 00:38:27.498
doctors and everything.

00:38:28.358 --> 00:38:30.860
Um, and so she is a great one as well.

00:38:33.239 --> 00:38:37.702
awesome right uh yeah I

00:38:37.722 --> 00:38:38.702
think the first so I'll

00:38:38.722 --> 00:38:39.583
preface this by saying

00:38:39.603 --> 00:38:40.905
there probably isn't a week

00:38:40.925 --> 00:38:41.724
that goes by that I don't

00:38:41.744 --> 00:38:43.186
you know question whether

00:38:43.206 --> 00:38:44.367
or not this was is the

00:38:44.387 --> 00:38:46.148
right path like would it be

00:38:46.188 --> 00:38:47.728
easier on the other side or

00:38:47.789 --> 00:38:48.789
kind of working for someone

00:38:48.869 --> 00:38:50.471
else um I think that's just

00:38:50.570 --> 00:38:53.092
kind of uh comes with you

00:38:53.112 --> 00:38:54.172
know being an entrepreneur

00:38:54.213 --> 00:38:54.753
and owning your own

00:38:54.773 --> 00:38:56.134
business I think that's pretty normal

00:39:00.054 --> 00:39:01.195
So that being said,

00:39:01.215 --> 00:39:02.576
I do think this definitely

00:39:02.596 --> 00:39:03.755
was the right choice for me,

00:39:03.775 --> 00:39:05.277
and I do love it and enjoy it.

00:39:05.376 --> 00:39:06.797
And I think, honestly,

00:39:06.818 --> 00:39:09.719
it was the first time that I was paid,

00:39:09.739 --> 00:39:10.500
like somebody wrote me a

00:39:10.519 --> 00:39:12.221
check to work with them.

00:39:13.681 --> 00:39:14.762
And that was, yeah,

00:39:14.782 --> 00:39:16.603
two and a half years ago now.

00:39:17.023 --> 00:39:18.744
So, yeah, I mean,

00:39:18.925 --> 00:39:21.206
I did what I thought to be

00:39:21.246 --> 00:39:22.567
a thorough assessment,

00:39:23.027 --> 00:39:24.108
understood their problem,

00:39:24.188 --> 00:39:25.349
talked about how I was

00:39:25.369 --> 00:39:26.510
going to be able to help them,

00:39:26.969 --> 00:39:28.210
what their plan of care would look like.

00:39:29.445 --> 00:39:31.385
in and that was that was

00:39:31.425 --> 00:39:32.847
pretty cool so I remember

00:39:32.907 --> 00:39:34.567
that vividly and it is a

00:39:34.586 --> 00:39:36.208
little bit of uh if you

00:39:36.228 --> 00:39:37.289
guys do kind of start your

00:39:37.369 --> 00:39:38.829
own practices and go off

00:39:39.329 --> 00:39:40.789
and do your own thing um it

00:39:40.809 --> 00:39:41.510
is a little bit of drug

00:39:41.750 --> 00:39:43.311
right it's like kind of a

00:39:43.351 --> 00:39:45.152
hit of like this person

00:39:45.172 --> 00:39:46.072
trust me you know there's

00:39:46.092 --> 00:39:47.012
this this trust

00:39:47.032 --> 00:39:48.934
relationship um and then

00:39:49.034 --> 00:39:50.014
after you kind of establish

00:39:50.034 --> 00:39:51.574
that trust there's loyalty

00:39:51.594 --> 00:39:52.855
and advocacy that follows

00:39:53.635 --> 00:39:54.396
so once you start to see

00:39:54.436 --> 00:39:55.797
that happen where this

00:39:55.836 --> 00:39:56.817
person trusted you they

00:39:56.856 --> 00:39:58.418
paid you did a good job

00:39:59.045 --> 00:39:59.525
care of them.

00:39:59.585 --> 00:40:01.146
They got better.

00:40:01.246 --> 00:40:02.427
They're now loyal to you.

00:40:02.789 --> 00:40:04.570
If they have another problem in the future,

00:40:04.590 --> 00:40:05.130
they're probably going to

00:40:05.150 --> 00:40:05.751
come back to you.

00:40:05.791 --> 00:40:06.773
But then also they become an

00:40:06.813 --> 00:40:07.574
advocate and they start

00:40:07.614 --> 00:40:08.855
talking to other people about you.

00:40:08.894 --> 00:40:10.817
And it's kind of this ripple

00:40:10.856 --> 00:40:13.159
effect that can be really,

00:40:13.298 --> 00:40:14.039
really powerful.

00:40:14.059 --> 00:40:14.900
So yeah,

00:40:15.101 --> 00:40:17.103
just definitely that first time

00:40:17.202 --> 00:40:17.864
was pretty cool.

00:40:21.077 --> 00:40:22.079
I like that the dynamic

00:40:22.099 --> 00:40:22.679
there because I was

00:40:22.719 --> 00:40:23.860
thinking of both ends of it

00:40:24.000 --> 00:40:25.822
of feel good story versus

00:40:26.101 --> 00:40:27.463
money right and I was my

00:40:27.503 --> 00:40:28.844
first thing went to the

00:40:28.864 --> 00:40:30.425
money part of it because I

00:40:30.465 --> 00:40:31.427
got three kids I got a

00:40:31.447 --> 00:40:32.568
family I just started this

00:40:32.588 --> 00:40:33.789
business I have to provide

00:40:33.809 --> 00:40:36.130
for my family so yeah to

00:40:36.170 --> 00:40:38.233
validate that when somebody

00:40:38.393 --> 00:40:39.773
easily without hesitation

00:40:39.813 --> 00:40:40.974
wrote me a check with four

00:40:41.014 --> 00:40:42.036
digits on it a crooked

00:40:42.056 --> 00:40:42.856
number at the beginning

00:40:42.876 --> 00:40:44.818
like that's like that

00:40:44.898 --> 00:40:46.579
validates it a little bit right so

00:40:47.900 --> 00:40:50.922
That is a nice chunk to say that hey,

00:40:50.943 --> 00:40:52.603
this is correct, this is right,

00:40:52.623 --> 00:40:55.144
this is gonna be feasible for the future.

00:40:56.085 --> 00:40:57.065
The feel good stuff I think

00:40:57.146 --> 00:40:59.347
happens kind of throughout no matter what,

00:40:59.427 --> 00:41:00.547
hopefully I should say,

00:41:00.688 --> 00:41:02.949
throughout your career wherever you are.

00:41:03.329 --> 00:41:04.911
I remember lots of those kinds of

00:41:05.463 --> 00:41:06.603
situations when I was doing

00:41:06.643 --> 00:41:07.644
insurance basement because

00:41:07.664 --> 00:41:08.605
I just you care and

00:41:08.684 --> 00:41:09.605
hopefully we get into this

00:41:10.144 --> 00:41:11.505
industry mostly to help

00:41:11.525 --> 00:41:12.846
people so I remember all

00:41:12.865 --> 00:41:14.266
these situations where

00:41:14.505 --> 00:41:15.666
getting these people up and

00:41:15.706 --> 00:41:16.887
running again and haven't

00:41:17.067 --> 00:41:17.987
walked stairs in twenty

00:41:18.007 --> 00:41:19.188
years and now you got box

00:41:19.208 --> 00:41:19.887
jumping and stuff or

00:41:19.907 --> 00:41:22.208
whatever there was that

00:41:22.248 --> 00:41:23.148
situation insurance but

00:41:23.168 --> 00:41:24.108
when it's attached to your

00:41:24.148 --> 00:41:25.429
business and your baby

00:41:25.449 --> 00:41:26.909
basically to me it just

00:41:27.050 --> 00:41:27.849
holds a little more weight

00:41:27.889 --> 00:41:29.250
so when people haven't

00:41:29.490 --> 00:41:30.990
climbed stairs correctly and

00:41:32.012 --> 00:41:33.612
a decade or more and then I

00:41:33.632 --> 00:41:34.773
have them lifting weights

00:41:34.873 --> 00:41:35.994
and doing you know hundred

00:41:36.014 --> 00:41:38.235
pound uh lunges or or three

00:41:38.275 --> 00:41:39.315
hundred pound squats or

00:41:39.717 --> 00:41:40.217
four hundred pound

00:41:40.237 --> 00:41:41.398
deadlifts it's like they're

00:41:41.438 --> 00:41:43.059
they're super happy they're

00:41:43.079 --> 00:41:44.199
in tears to do that and

00:41:44.239 --> 00:41:45.079
that's you know the feel

00:41:45.099 --> 00:41:46.420
good combined with the

00:41:46.460 --> 00:41:47.360
actual feasibility

00:41:47.541 --> 00:41:49.762
financially is to me I

00:41:49.782 --> 00:41:51.643
think dual situations so

00:41:51.664 --> 00:41:54.425
it's a good marriage isn't

00:41:54.485 --> 00:41:56.106
it when you can find that

00:41:56.126 --> 00:42:00.128
sweet spot right yeah jimmy how about you

00:42:00.733 --> 00:42:01.353
Yeah.

00:42:01.373 --> 00:42:02.315
Are these third years that

00:42:02.355 --> 00:42:03.375
were in the class?

00:42:03.394 --> 00:42:04.835
Yeah.

00:42:04.916 --> 00:42:05.115
Yeah.

00:42:05.135 --> 00:42:06.356
So mine came when I was a third year.

00:42:06.396 --> 00:42:07.157
So I went to Marymount

00:42:07.197 --> 00:42:08.757
university as a PT student.

00:42:08.898 --> 00:42:10.858
And we, uh, in our third year,

00:42:10.878 --> 00:42:12.619
we get to go on a service trip.

00:42:13.340 --> 00:42:14.420
This was to Costa Rica.

00:42:14.882 --> 00:42:16.442
The problem was as I was

00:42:16.461 --> 00:42:18.023
getting closer and closer to graduation,

00:42:18.143 --> 00:42:19.463
all my classmates were

00:42:19.483 --> 00:42:20.184
getting more and more

00:42:20.224 --> 00:42:21.804
confident about where they

00:42:21.824 --> 00:42:23.126
were going to practice, what setting,

00:42:23.186 --> 00:42:24.427
who are they going to work with?

00:42:24.766 --> 00:42:25.907
Like they were getting very,

00:42:25.927 --> 00:42:27.748
very certain and the more

00:42:27.849 --> 00:42:28.568
certain they got,

00:42:29.500 --> 00:42:30.780
The more uncertain I got,

00:42:30.800 --> 00:42:32.721
like the closer we got to graduation,

00:42:32.840 --> 00:42:34.121
I was, I was starting to panic.

00:42:34.621 --> 00:42:35.940
And the reason was I liked

00:42:37.041 --> 00:42:37.742
all my rotations.

00:42:37.782 --> 00:42:39.202
I sort of liked everything I

00:42:39.222 --> 00:42:41.182
was looking at and

00:42:41.222 --> 00:42:42.822
consuming and touching and PT,

00:42:43.182 --> 00:42:44.563
but I didn't love any one thing.

00:42:45.123 --> 00:42:46.063
So I actually sat down with

00:42:46.083 --> 00:42:48.523
my advisor and I was like, I, I don't,

00:42:48.543 --> 00:42:49.585
I think I should bail out.

00:42:49.605 --> 00:42:50.204
It's probably like six

00:42:50.244 --> 00:42:51.304
months before graduation.

00:42:52.507 --> 00:42:53.768
And she asked why.

00:42:53.849 --> 00:42:54.409
She was smart.

00:42:54.690 --> 00:42:56.891
She put the questions back on me.

00:42:56.951 --> 00:42:57.672
Why?

00:42:57.711 --> 00:42:58.391
Walk me through that.

00:42:59.112 --> 00:43:01.353
And I explained, I don't feel like I fit.

00:43:02.094 --> 00:43:03.516
So I might as well start looking.

00:43:03.735 --> 00:43:04.496
I started to panic,

00:43:04.516 --> 00:43:05.336
start looking for that

00:43:05.376 --> 00:43:06.418
thing that I'm going to do

00:43:06.677 --> 00:43:07.538
because this isn't it.

00:43:08.219 --> 00:43:09.179
And she said two things.

00:43:09.199 --> 00:43:09.679
Number one,

00:43:09.960 --> 00:43:11.161
you're going to owe the money anyway.

00:43:12.842 --> 00:43:13.963
You're ninety eight percent

00:43:13.983 --> 00:43:14.402
of the way through.

00:43:14.422 --> 00:43:15.684
You might as well finish, get the degree,

00:43:16.164 --> 00:43:16.945
which is practical.

00:43:17.005 --> 00:43:18.326
So she grounded me with that statement.

00:43:18.666 --> 00:43:20.126
And the second one was she

00:43:20.567 --> 00:43:21.427
leaned into my fear.

00:43:22.427 --> 00:43:23.028
You're probably right.

00:43:23.849 --> 00:43:24.550
You're probably not going to

00:43:24.570 --> 00:43:25.532
find anything that's perfect.

00:43:25.652 --> 00:43:26.311
You're probably going to

00:43:26.331 --> 00:43:28.355
have to build it yourself.

00:43:28.474 --> 00:43:29.476
And that sort of woke me up.

00:43:29.856 --> 00:43:30.836
And I went back to class and

00:43:30.856 --> 00:43:31.657
started studying because I

00:43:31.677 --> 00:43:32.878
had to pass the test

00:43:32.898 --> 00:43:33.440
because I was going to owe

00:43:33.460 --> 00:43:34.081
the money anyway.

00:43:34.581 --> 00:43:35.501
So fast forward to the

00:43:35.541 --> 00:43:36.262
service ordering trip.

00:43:36.302 --> 00:43:37.063
We went and worked in an

00:43:37.184 --> 00:43:39.865
orphanage for two weeks in Costa Rica.

00:43:40.971 --> 00:43:42.931
And I actually have pictures

00:43:42.992 --> 00:43:43.773
of that patient.

00:43:43.813 --> 00:43:44.574
So you asked me for like a

00:43:45.034 --> 00:43:46.014
specific patient.

00:43:46.635 --> 00:43:47.835
So I'll paint you a picture

00:43:47.976 --> 00:43:48.775
in the orphanage that we

00:43:48.795 --> 00:43:50.898
got to work with patients for two weeks.

00:43:51.157 --> 00:43:53.739
Most of them had CP, really severe CP,

00:43:53.760 --> 00:43:54.960
but there was one kid who

00:43:54.981 --> 00:43:55.981
had muscular dystrophy.

00:43:56.001 --> 00:43:58.182
So I got paired with him.

00:43:58.222 --> 00:43:59.344
So two weeks, this kid,

00:43:59.463 --> 00:44:00.503
happiest kid on the planet.

00:44:01.643 --> 00:44:02.623
All you got to do is be around them.

00:44:02.643 --> 00:44:03.945
Just smile from ear to ear.

00:44:04.344 --> 00:44:05.804
Living in an orphanage his whole life,

00:44:06.405 --> 00:44:08.326
he was essentially stuck in

00:44:08.385 --> 00:44:09.306
a chair all day.

00:44:09.367 --> 00:44:10.586
He had a little bit of wrist function,

00:44:10.706 --> 00:44:12.827
a little bit of cervical rotation.

00:44:12.907 --> 00:44:13.367
That's it.

00:44:14.288 --> 00:44:15.228
That's all he had.

00:44:15.648 --> 00:44:16.509
And he was the happiest

00:44:16.548 --> 00:44:18.188
person I probably had ever

00:44:18.228 --> 00:44:19.670
met and still to this day had ever met.

00:44:20.190 --> 00:44:20.909
And for two weeks,

00:44:20.949 --> 00:44:21.731
he just showed me what

00:44:21.751 --> 00:44:22.751
being happy looked like.

00:44:22.891 --> 00:44:23.690
And I could help him.

00:44:24.050 --> 00:44:25.472
We brought him down his first water slide.

00:44:26.505 --> 00:44:27.706
much to the much to the

00:44:27.726 --> 00:44:29.208
dismay of the nuns that

00:44:29.228 --> 00:44:30.509
were living in the orphanage.

00:44:30.528 --> 00:44:31.550
They did not like the fact

00:44:31.570 --> 00:44:33.672
that we just brought him on a water slide,

00:44:33.711 --> 00:44:34.873
brought him to his first movie.

00:44:34.952 --> 00:44:36.534
He'd lived no more than a

00:44:36.574 --> 00:44:37.514
mile from a movie theater,

00:44:37.536 --> 00:44:38.255
had never been to one.

00:44:38.677 --> 00:44:40.277
So we got to do all those firsts.

00:44:40.617 --> 00:44:42.059
But the problem was we left

00:44:42.099 --> 00:44:43.380
him no better than we found

00:44:43.440 --> 00:44:46.103
him because you don't fix

00:44:46.543 --> 00:44:47.445
muscular dystrophy.

00:44:47.985 --> 00:44:49.407
So I left and was heartbroken.

00:44:51.806 --> 00:44:52.706
but then decided,

00:44:53.067 --> 00:44:53.947
could we change this

00:44:54.007 --> 00:44:55.347
person's minute to minute existence?

00:44:55.588 --> 00:44:56.987
I can't do anything with my hands.

00:44:57.027 --> 00:44:58.389
I can't change muscular dystrophy.

00:44:58.688 --> 00:45:00.630
So we decided as a class to

00:45:00.690 --> 00:45:01.590
raise money and get him a

00:45:01.630 --> 00:45:02.230
power wheelchair,

00:45:02.250 --> 00:45:03.311
because he had wrist function.

00:45:04.483 --> 00:45:05.304
right now he's in a tilt and

00:45:05.324 --> 00:45:06.405
space chair where he was

00:45:06.465 --> 00:45:08.706
put he sat all day happy

00:45:09.007 --> 00:45:11.088
but sat so we decided to

00:45:11.128 --> 00:45:11.710
raise money for a

00:45:11.730 --> 00:45:12.650
wheelchair so we raised

00:45:12.791 --> 00:45:14.032
three three thousand

00:45:14.072 --> 00:45:15.673
dollars in sixty six days

00:45:16.054 --> 00:45:16.795
which is not bad for a

00:45:16.815 --> 00:45:17.675
bunch of pt students who

00:45:17.695 --> 00:45:19.036
are trying to graduate so I

00:45:19.097 --> 00:45:20.438
actually had the we've got

00:45:20.478 --> 00:45:22.019
the photo like that's

00:45:22.900 --> 00:45:24.322
that's when I got to bring

00:45:24.362 --> 00:45:25.523
the power wheelchair that

00:45:25.543 --> 00:45:27.184
we raised back to costa rica

00:45:28.206 --> 00:45:29.286
and teach him how to use it.

00:45:29.806 --> 00:45:31.367
And for the first ten minutes,

00:45:31.407 --> 00:45:32.369
he looked like he had a

00:45:32.409 --> 00:45:34.530
couple of beers slamming into walls.

00:45:34.550 --> 00:45:34.849
I said,

00:45:34.889 --> 00:45:36.391
please don't destroy this thirty

00:45:36.431 --> 00:45:37.391
thousand dollar wheelchair

00:45:37.411 --> 00:45:38.632
we just fundraised for you.

00:45:39.373 --> 00:45:40.653
And about fifteen minutes later,

00:45:40.733 --> 00:45:42.635
he piloted himself down a

00:45:42.675 --> 00:45:44.257
path through a doorframe

00:45:44.277 --> 00:45:45.978
and sat himself at the head

00:45:45.998 --> 00:45:47.117
of the table for lunch.

00:45:47.878 --> 00:45:49.239
And that's when I realized

00:45:50.762 --> 00:45:51.961
that you can use different

00:45:52.021 --> 00:45:53.782
skills in different ways to

00:45:53.842 --> 00:45:54.702
solve problems.

00:45:54.822 --> 00:45:56.384
And my professor, again,

00:45:56.443 --> 00:45:58.083
who had convinced me not to quit, said,

00:45:58.844 --> 00:46:00.284
hundreds of PT students had

00:46:00.304 --> 00:46:01.264
been to that orphanage over

00:46:01.284 --> 00:46:03.746
the last ten years from several schools.

00:46:04.226 --> 00:46:05.827
He'd been there most of his life.

00:46:06.367 --> 00:46:08.547
Lots of smart people had seen him.

00:46:09.088 --> 00:46:10.487
You saw him differently.

00:46:10.927 --> 00:46:12.509
And that's not to pat myself on the back.

00:46:12.929 --> 00:46:14.230
What that's to say is,

00:46:14.710 --> 00:46:16.150
what do you see in someone

00:46:16.190 --> 00:46:17.170
in front of you that you

00:46:17.210 --> 00:46:18.731
could help them in a way that

00:46:19.753 --> 00:46:22.454
They might have never been helped before.

00:46:22.934 --> 00:46:24.956
So he taught me the biggest lesson.

00:46:25.137 --> 00:46:26.538
I thought I was there to teach them stuff.

00:46:26.597 --> 00:46:26.958
Here I am,

00:46:26.998 --> 00:46:28.358
the PT student coming to Coastal.

00:46:28.378 --> 00:46:29.460
I'm going to teach you all everything.

00:46:29.880 --> 00:46:31.621
He taught me that I can take

00:46:31.661 --> 00:46:33.063
my skills in different places.

00:46:33.202 --> 00:46:34.184
Is it non-traditional?

00:46:34.304 --> 00:46:34.684
Yes.

00:46:34.884 --> 00:46:35.585
Is that scary?

00:46:35.945 --> 00:46:36.865
Absolutely.

00:46:37.025 --> 00:46:37.806
Every single day.

00:46:37.826 --> 00:46:38.967
And I've been doing it for a while.

00:46:39.407 --> 00:46:40.128
But it's out there.

00:46:40.367 --> 00:46:42.230
And if you work, which I'm very sorry,

00:46:42.309 --> 00:46:42.929
you're still going to have

00:46:42.949 --> 00:46:43.570
to work at this.

00:46:43.791 --> 00:46:44.570
Still work involved.

00:46:45.192 --> 00:46:45.891
You can find it.

00:46:46.052 --> 00:46:46.913
You can make a living.

00:46:47.132 --> 00:46:49.135
And even better, you can be fulfilled.

00:46:52.483 --> 00:46:53.923
Awesome.

00:46:53.963 --> 00:46:54.344
So again,

00:46:54.403 --> 00:46:56.105
we've kind of heard this marriage

00:46:56.164 --> 00:46:59.806
between finding what we want to do,

00:46:59.927 --> 00:47:00.166
right.

00:47:00.327 --> 00:47:01.708
And making it feasible.

00:47:01.867 --> 00:47:03.088
And sometimes you have to

00:47:03.748 --> 00:47:06.690
kind of blaze your own path, right.

00:47:07.050 --> 00:47:07.309
And I,

00:47:07.349 --> 00:47:08.590
Jimmy in the past has said his

00:47:08.630 --> 00:47:10.371
favorite diagrams of end diagram, right?

00:47:10.431 --> 00:47:11.152
So that's the,

00:47:12.132 --> 00:47:13.072
that's what you're looking for.

00:47:13.112 --> 00:47:14.474
You want to find that sweet spot.

00:47:14.753 --> 00:47:15.894
It may not happen right away.

00:47:16.474 --> 00:47:18.335
Every person here that has spoken,

00:47:18.817 --> 00:47:19.818
has talked about how they

00:47:19.858 --> 00:47:21.018
worked in different places

00:47:21.059 --> 00:47:22.079
before they got to where

00:47:22.099 --> 00:47:23.159
they are now and kind of

00:47:23.179 --> 00:47:24.181
found their sweet spot

00:47:24.201 --> 00:47:25.422
right but you have to build

00:47:25.461 --> 00:47:26.882
those skills and figure out

00:47:26.922 --> 00:47:27.742
exactly what you want you

00:47:27.762 --> 00:47:28.463
don't always know what you

00:47:28.483 --> 00:47:30.445
want when you come out did

00:47:30.605 --> 00:47:32.186
any of you see yourselves

00:47:32.226 --> 00:47:33.306
in the position you are in

00:47:33.367 --> 00:47:34.628
now when you got out of pt

00:47:34.668 --> 00:47:40.211
school I honestly I feel

00:47:40.231 --> 00:47:41.271
like I was so naive back

00:47:41.291 --> 00:47:44.954
then I because it was you

00:47:45.355 --> 00:47:46.275
know four decades ago

00:47:48.739 --> 00:47:50.221
It was at its infancy, I think,

00:47:50.260 --> 00:47:50.961
with CacheBase.

00:47:51.143 --> 00:47:51.822
I didn't even know it

00:47:51.864 --> 00:47:54.086
existed until probably five

00:47:54.146 --> 00:47:56.230
to eight years into my career.

00:47:56.670 --> 00:47:57.550
I didn't know it existed.

00:47:57.731 --> 00:47:59.173
I was just so blinded by everything.

00:47:59.684 --> 00:48:00.744
probably wasn't seeking out

00:48:00.764 --> 00:48:01.565
the information either.

00:48:01.945 --> 00:48:05.528
But yeah, I didn't, during PT school,

00:48:05.548 --> 00:48:06.409
they asked, what's your five,

00:48:06.449 --> 00:48:07.550
ten year plan?

00:48:08.172 --> 00:48:09.532
It wasn't really to own my own business,

00:48:09.552 --> 00:48:10.434
because I knew it was a lot,

00:48:10.454 --> 00:48:12.896
or I thought it was a lot to manage,

00:48:12.916 --> 00:48:13.637
and I didn't think it was

00:48:13.896 --> 00:48:15.898
worth my time to do all that.

00:48:15.918 --> 00:48:17.460
I didn't think it was feasible, all that.

00:48:17.619 --> 00:48:23.164
But definitely didn't see this, for sure.

00:48:23.244 --> 00:48:24.266
I can tell you the same for me.

00:48:24.306 --> 00:48:25.967
If you told me I was gonna be teaching,

00:48:27.003 --> 00:48:27.804
my first of all my

00:48:27.844 --> 00:48:28.463
professors would have

00:48:28.483 --> 00:48:29.364
laughed at you brenda would

00:48:29.385 --> 00:48:30.505
have laughed at me brenda

00:48:30.525 --> 00:48:31.226
would have laughed at you

00:48:31.266 --> 00:48:33.088
brendan remembers me I

00:48:33.427 --> 00:48:34.228
would have never thought I

00:48:34.268 --> 00:48:35.148
would be here my whole

00:48:35.168 --> 00:48:35.909
thing was I was going to

00:48:35.929 --> 00:48:36.909
open a private practice

00:48:36.929 --> 00:48:37.851
which I did and I was going

00:48:37.871 --> 00:48:38.672
to run that for the rest of

00:48:38.711 --> 00:48:40.072
my life which I didn't I

00:48:40.112 --> 00:48:41.092
did it for fifteen years

00:48:41.112 --> 00:48:43.815
yeah it was plenty that was

00:48:43.875 --> 00:48:45.617
plenty for me so where are

00:48:45.637 --> 00:48:47.038
we going next let's do one

00:48:47.057 --> 00:48:47.818
more question and maybe

00:48:47.858 --> 00:48:48.458
take a little break

00:48:56.532 --> 00:48:58.838
So we talked about your hell yes moment.

00:48:59.400 --> 00:49:01.644
What was the biggest challenge, a setback,

00:49:01.664 --> 00:49:02.606
a hurdle you had to get

00:49:03.108 --> 00:49:05.193
over creating your own business?

00:49:14.155 --> 00:49:15.597
Jimmy, you want to start this one?

00:49:15.617 --> 00:49:15.697
Sure.

00:49:15.936 --> 00:49:16.858
I get them every day.

00:49:17.057 --> 00:49:19.159
My biggest setback, I mean, I don't know.

00:49:19.760 --> 00:49:20.740
When I ask people questions

00:49:20.760 --> 00:49:21.822
like biggest or most,

00:49:21.902 --> 00:49:22.842
I get frozen because now I

00:49:22.862 --> 00:49:23.684
got to pick just one.

00:49:24.143 --> 00:49:25.965
But there's setbacks every single day,

00:49:26.166 --> 00:49:26.947
right?

00:49:27.007 --> 00:49:31.110
I mean, I'm a physical therapy radio DJ.

00:49:31.130 --> 00:49:32.472
That doesn't make any sense, right?

00:49:32.512 --> 00:49:33.391
A podcast,

00:49:33.512 --> 00:49:35.353
do other stuff behind the scenes,

00:49:35.373 --> 00:49:36.355
but none of this was planned.

00:49:36.875 --> 00:49:39.217
So biggest setback is every single day.

00:49:40.036 --> 00:49:40.297
Right.

00:49:40.376 --> 00:49:41.057
I imagine,

00:49:41.097 --> 00:49:42.097
cause I talked to other practice

00:49:42.157 --> 00:49:45.559
owners as part of what I do is that, man,

00:49:45.599 --> 00:49:45.860
is this,

00:49:46.280 --> 00:49:47.840
is this model going to exist in

00:49:47.880 --> 00:49:48.722
three to five years?

00:49:48.742 --> 00:49:50.563
I'll give you an example.

00:49:50.722 --> 00:49:52.023
Brenda said she writes blogs

00:49:52.083 --> 00:49:53.804
that increases her websites, SEO.

00:49:54.184 --> 00:49:56.585
So she's found in her town, right?

00:49:56.606 --> 00:49:56.786
Brenda.

00:49:56.806 --> 00:49:56.967
Right.

00:49:59.943 --> 00:50:01.503
There's a new technology out

00:50:01.523 --> 00:50:03.684
there called artificial intelligence.

00:50:04.385 --> 00:50:05.465
I have started to shift when

00:50:05.565 --> 00:50:06.365
I have a problem,

00:50:06.445 --> 00:50:07.726
instead of Googling something,

00:50:08.166 --> 00:50:09.086
I ask the AI.

00:50:09.786 --> 00:50:11.668
It gives me sometimes more

00:50:11.768 --> 00:50:12.949
accurate information.

00:50:15.090 --> 00:50:17.170
What's gonna happen when AI kills search?

00:50:18.811 --> 00:50:19.771
How will you be found?

00:50:20.092 --> 00:50:21.172
Congratulations, Brenda.

00:50:21.373 --> 00:50:22.092
Thanks for typing.

00:50:22.452 --> 00:50:25.574
All that SEO does not matter.

00:50:26.275 --> 00:50:26.815
Doesn't matter.

00:50:27.275 --> 00:50:27.896
Uh-oh.

00:50:28.987 --> 00:50:30.088
That's going to be a setback

00:50:30.128 --> 00:50:31.048
that Brenda can start

00:50:31.068 --> 00:50:33.289
thinking about now and

00:50:33.349 --> 00:50:35.431
figure out how she's going to solve it.

00:50:35.951 --> 00:50:38.552
It's still two tin cans

00:50:38.873 --> 00:50:39.972
connected by a string.

00:50:40.293 --> 00:50:40.713
That's it.

00:50:41.273 --> 00:50:42.074
Where are the people?

00:50:42.474 --> 00:50:43.394
Where are they going?

00:50:43.554 --> 00:50:45.135
Well, you can't really get into AI.

00:50:45.275 --> 00:50:46.615
I had somebody from a large

00:50:47.195 --> 00:50:49.036
physical therapy organization say,

00:50:49.737 --> 00:50:51.077
how do we get into the AI

00:50:51.177 --> 00:50:52.778
so when someone types a question,

00:50:52.838 --> 00:50:53.639
we're the answer?

00:50:54.440 --> 00:50:54.880
You don't.

00:50:55.525 --> 00:50:57.750
you're either the answer or you're not.

00:50:58.391 --> 00:50:59.632
I don't know the answer to how,

00:50:59.932 --> 00:51:01.054
when AI kills search,

00:51:01.094 --> 00:51:01.976
how will people be found?

00:51:02.637 --> 00:51:05.121
It's something that makes me curious.

00:51:05.702 --> 00:51:06.244
Five years ago,

00:51:06.264 --> 00:51:07.264
it would have made me scared.

00:51:07.885 --> 00:51:08.788
Now it says, you know what?

00:51:10.563 --> 00:51:11.623
I'm in the same storm as

00:51:11.663 --> 00:51:12.664
everybody else will figure

00:51:12.684 --> 00:51:13.943
it out because we just have

00:51:13.983 --> 00:51:15.643
to find where the people

00:51:15.724 --> 00:51:17.605
are so we can ask them what

00:51:17.644 --> 00:51:19.344
problems they have and then show,

00:51:19.525 --> 00:51:20.025
not tell,

00:51:20.425 --> 00:51:21.666
how we're the best solution for that.

00:51:21.905 --> 00:51:22.186
So to me,

00:51:22.226 --> 00:51:23.246
my biggest setbacks are every

00:51:23.286 --> 00:51:24.485
single day because I'm

00:51:24.585 --> 00:51:25.887
making this up as we go along.

00:51:26.226 --> 00:51:27.047
But I hear from a lot of

00:51:27.367 --> 00:51:29.748
people in business, we're all sort of,

00:51:29.827 --> 00:51:30.907
all this is made up, guys.

00:51:31.007 --> 00:51:31.967
Society's made up.

00:51:32.027 --> 00:51:32.648
It's all made up.

00:51:32.887 --> 00:51:33.568
I know it's scary.

00:51:33.588 --> 00:51:36.248
But once you hug that and lean into it,

00:51:36.909 --> 00:51:37.550
I think that's when you

00:51:37.610 --> 00:51:38.869
actually get freedom.

00:51:40.643 --> 00:51:41.322
Is that a good way of not

00:51:41.724 --> 00:51:42.344
answering the question?

00:51:42.364 --> 00:51:44.204
I like it.

00:51:44.244 --> 00:51:47.708
It's a good answer.

00:51:47.728 --> 00:51:49.289
I think just as a,

00:51:50.048 --> 00:51:51.190
I think most of us here

00:51:51.250 --> 00:51:52.271
kind of like solo careers,

00:51:52.291 --> 00:51:54.132
like doing everything ourselves.

00:51:54.152 --> 00:51:55.072
I think there's just a lot

00:51:55.092 --> 00:51:56.032
to juggle and you have to

00:51:56.052 --> 00:51:56.873
wear a lot of different hats.

00:51:56.974 --> 00:51:58.914
So, I mean,

00:51:59.115 --> 00:52:01.077
obviously like focusing on the

00:52:01.097 --> 00:52:02.057
patient and patient care

00:52:02.097 --> 00:52:03.277
and doing a good job there.

00:52:03.719 --> 00:52:06.039
Cause that's arguably what matters most,

00:52:06.420 --> 00:52:08.942
but then marketing, networking, you know,

00:52:08.981 --> 00:52:09.563
doing your, your,

00:52:10.509 --> 00:52:12.110
books at the end of the month,

00:52:12.170 --> 00:52:13.170
making sure things are okay

00:52:13.190 --> 00:52:13.990
with your bank account,

00:52:14.030 --> 00:52:16.331
making sure your consent

00:52:16.351 --> 00:52:19.273
forms are up to par in

00:52:19.293 --> 00:52:21.994
terms of how they're worded.

00:52:22.335 --> 00:52:23.715
So it's just a lot.

00:52:23.775 --> 00:52:25.856
But I think if you're kind

00:52:25.876 --> 00:52:27.556
of a really structured,

00:52:27.916 --> 00:52:29.878
you don't need to live by your calendar,

00:52:29.918 --> 00:52:31.659
but live by your calendar type of person,

00:52:31.679 --> 00:52:33.380
you kind of just get used

00:52:33.400 --> 00:52:35.141
to it and adapt.

00:52:35.161 --> 00:52:36.981
So I'd say that's a challenge.

00:52:37.001 --> 00:52:38.222
And then the other is just during

00:52:38.699 --> 00:52:39.800
of slow times it's like how

00:52:39.820 --> 00:52:40.961
do we stay positive how do

00:52:40.981 --> 00:52:43.063
we what do I need to do to

00:52:43.384 --> 00:52:45.306
kind of remedy this you

00:52:45.326 --> 00:52:46.726
know talk about in business

00:52:46.746 --> 00:52:47.387
I'm sure you guys talk

00:52:47.407 --> 00:52:49.009
about like leads like leads

00:52:49.088 --> 00:52:50.750
are people that potentially

00:52:50.769 --> 00:52:51.670
will be seeking out your

00:52:51.690 --> 00:52:52.731
service well how do I get

00:52:52.771 --> 00:52:53.733
more leads like how do I

00:52:53.753 --> 00:52:55.414
get more people asking

00:52:55.614 --> 00:52:58.096
asking for help um so

00:52:58.115 --> 00:52:59.717
that's a that's another uh

00:52:59.797 --> 00:53:01.099
point or another uh

00:53:01.139 --> 00:53:02.480
challenge I guess is just when

00:53:12.476 --> 00:53:16.918
I had, setback-wise, as a sole proprietor,

00:53:17.079 --> 00:53:18.980
as an independent cash base,

00:53:19.079 --> 00:53:20.300
I can work with organizations,

00:53:21.362 --> 00:53:24.164
work with a local soccer

00:53:24.204 --> 00:53:24.884
organization doing a

00:53:24.903 --> 00:53:25.965
performance training program.

00:53:26.005 --> 00:53:27.065
One of my biggest setbacks

00:53:27.085 --> 00:53:29.887
was recruiting PT students

00:53:29.967 --> 00:53:31.228
at Nazareth to help me with

00:53:31.268 --> 00:53:32.668
those programs.

00:53:34.510 --> 00:53:35.590
That's a joke.

00:53:36.391 --> 00:53:38.452
The question asker is one of those people.

00:53:38.472 --> 00:53:38.653
Anyway.

00:53:39.706 --> 00:53:40.246
So now,

00:53:40.286 --> 00:53:41.568
one thing that always pops in my

00:53:41.588 --> 00:53:42.188
head when it comes to

00:53:42.228 --> 00:53:44.090
setbacks is the story very

00:53:44.170 --> 00:53:45.231
early on when I was still

00:53:45.251 --> 00:53:46.351
juggling all four things

00:53:47.351 --> 00:53:48.192
was just an interaction I

00:53:48.233 --> 00:53:48.793
had with a patient.

00:53:48.833 --> 00:53:49.693
And I think the lesson

00:53:49.893 --> 00:53:50.813
learned is probably just

00:53:50.833 --> 00:53:52.235
you're never going to please everybody.

00:53:53.536 --> 00:53:54.677
This person came to me with

00:53:54.896 --> 00:53:56.898
a post-surgical condition,

00:53:57.217 --> 00:53:59.219
post-surgical situation

00:53:59.260 --> 00:54:00.119
where I had never even

00:54:00.199 --> 00:54:01.300
heard of the surgery before.

00:54:01.661 --> 00:54:02.621
So I had to do some research

00:54:02.681 --> 00:54:03.561
on the surgery myself.

00:54:03.963 --> 00:54:06.083
And then she had specific symptoms.

00:54:06.405 --> 00:54:07.666
instructions on a specific

00:54:07.706 --> 00:54:08.865
protocol from a specific

00:54:08.925 --> 00:54:09.806
surgeon that she needed to

00:54:09.847 --> 00:54:11.748
follow fine great so got

00:54:11.768 --> 00:54:12.547
off the phone and whatnot

00:54:12.588 --> 00:54:13.849
and I went to the surgeon

00:54:13.889 --> 00:54:14.708
right to the surgeon and

00:54:14.728 --> 00:54:15.349
said hey do you have a

00:54:15.369 --> 00:54:16.929
protocol for this surgery

00:54:16.969 --> 00:54:17.911
that you do didn't mention

00:54:17.931 --> 00:54:18.911
the patient whatever do you

00:54:18.931 --> 00:54:20.211
have a protocol for that

00:54:20.731 --> 00:54:22.032
and they said they're going

00:54:22.052 --> 00:54:22.913
to get back to me whatever

00:54:22.952 --> 00:54:23.672
they sent it to me blah

00:54:23.693 --> 00:54:25.574
blah and then the person

00:54:25.614 --> 00:54:27.014
found out that I contacted

00:54:27.494 --> 00:54:28.896
the physician to try to you

00:54:29.295 --> 00:54:29.976
know get ahead of the

00:54:30.016 --> 00:54:31.317
situation and be prepared

00:54:31.797 --> 00:54:32.898
and she got offended that

00:54:33.461 --> 00:54:35.842
I went and got that information and said,

00:54:36.202 --> 00:54:39.563
I didn't give you permission to do that.

00:54:39.943 --> 00:54:41.324
I didn't give you permission to do that.

00:54:41.784 --> 00:54:42.684
She got offended with that.

00:54:42.884 --> 00:54:43.965
I hate offending people.

00:54:44.105 --> 00:54:46.445
I'm a people person.

00:54:46.525 --> 00:54:48.905
I hate when people don't like me.

00:54:50.126 --> 00:54:51.405
I lost some sleep for that.

00:54:51.547 --> 00:54:52.567
I still remember that to this day.

00:54:52.586 --> 00:54:54.467
That was five years ago that

00:54:54.487 --> 00:54:55.027
that happened.

00:54:55.447 --> 00:54:56.248
I still think about that.

00:54:56.367 --> 00:54:57.427
It's definitely a lesson

00:54:58.353 --> 00:54:59.713
I can please everybody.

00:55:00.094 --> 00:55:00.793
You're not going to be able

00:55:00.813 --> 00:55:02.034
to sell yourself to everybody.

00:55:02.514 --> 00:55:05.797
And just like I think was said before,

00:55:05.876 --> 00:55:07.157
you're going to refer out

00:55:07.177 --> 00:55:08.338
to other people if your

00:55:08.358 --> 00:55:11.860
situation doesn't fit their needs.

00:55:11.940 --> 00:55:14.722
So I think that was one of my setbacks,

00:55:14.762 --> 00:55:15.001
I think,

00:55:15.061 --> 00:55:17.764
in addition to what was said over here,

00:55:17.784 --> 00:55:17.864
too.

00:55:20.887 --> 00:55:22.268
I think my biggest setback,

00:55:22.288 --> 00:55:23.548
which is always ongoing,

00:55:23.668 --> 00:55:25.849
is how much time everything takes.

00:55:27.909 --> 00:55:29.250
And I think I had this

00:55:29.309 --> 00:55:33.311
vision that eventually this

00:55:33.371 --> 00:55:35.731
practice would kind of be, you know,

00:55:35.811 --> 00:55:37.092
running itself and I would

00:55:37.132 --> 00:55:40.353
have more time outside of the business.

00:55:40.432 --> 00:55:44.414
But I've quickly learned that with, I mean,

00:55:44.853 --> 00:55:45.534
I live here.

00:55:49.086 --> 00:55:51.568
business and looking things

00:55:51.708 --> 00:55:53.588
up and scrolling Instagram

00:55:53.768 --> 00:55:55.349
and I feel like but it is

00:55:55.409 --> 00:55:56.429
also what interests me

00:55:56.730 --> 00:56:00.110
right so I it's just

00:56:00.170 --> 00:56:02.211
challenging time um

00:56:02.532 --> 00:56:04.472
balancing my time every day

00:56:04.753 --> 00:56:07.833
uh and giving way more time

00:56:07.893 --> 00:56:09.253
than I think I expected but

00:56:09.293 --> 00:56:10.934
I don't mind giving the time

00:56:11.652 --> 00:56:12.974
And kind of like Jimmy said,

00:56:13.054 --> 00:56:14.733
in an ever-changing world,

00:56:14.813 --> 00:56:15.655
I feel like I have things

00:56:15.675 --> 00:56:16.454
figured out and then

00:56:16.494 --> 00:56:17.576
something changes and I

00:56:17.596 --> 00:56:18.576
have things figured out.

00:56:19.096 --> 00:56:20.617
And then, I don't know,

00:56:20.637 --> 00:56:22.478
there's a PT down the block now.

00:56:23.798 --> 00:56:24.498
It's just,

00:56:25.059 --> 00:56:27.400
I think about my business all the time.

00:56:29.221 --> 00:56:30.201
In a good way and a bad way,

00:56:30.240 --> 00:56:33.063
but I don't think I anticipated that.

00:56:33.143 --> 00:56:35.884
I'm working way over a full-time job.

00:56:36.498 --> 00:56:40.003
job but I'm pulling in my

00:56:40.123 --> 00:56:42.987
own income which is not I'm

00:56:43.027 --> 00:56:44.349
not blowing out the banks

00:56:44.389 --> 00:56:45.431
with my income I'm bringing

00:56:45.490 --> 00:56:47.353
in because you know most of

00:56:47.373 --> 00:56:48.456
it's behind the scenes yeah

00:56:49.949 --> 00:56:52.050
Yeah, like look to sum up those answers,

00:56:52.110 --> 00:56:52.391
right?

00:56:52.490 --> 00:56:53.871
Like that's what I do just

00:56:53.891 --> 00:56:54.512
because I interview.

00:56:54.572 --> 00:56:55.952
So I look for the emotion in that.

00:56:56.072 --> 00:56:57.954
Brian talked about what do

00:56:57.974 --> 00:57:00.695
you do when the leads dry up?

00:57:01.076 --> 00:57:02.277
So Brian started to

00:57:02.376 --> 00:57:05.338
understand I'm in the show business.

00:57:05.378 --> 00:57:06.559
I'm in the marketing business.

00:57:07.119 --> 00:57:07.860
But he's a PT.

00:57:07.880 --> 00:57:09.041
It's a PT clinic.

00:57:09.242 --> 00:57:10.182
Yep.

00:57:10.222 --> 00:57:11.163
No people to take care of.

00:57:11.603 --> 00:57:12.804
No PT.

00:57:12.844 --> 00:57:13.505
Derek said...

00:57:14.574 --> 00:57:17.233
when I offended someone, Derek highlights,

00:57:17.554 --> 00:57:19.074
I'm in the relationship business.

00:57:19.235 --> 00:57:20.875
If that person got offended by that,

00:57:22.014 --> 00:57:23.936
and believe me, I'm a woo personality too,

00:57:23.976 --> 00:57:25.896
Derek, that just, I mean,

00:57:25.936 --> 00:57:27.996
hearing your story made me feel gross,

00:57:28.115 --> 00:57:28.315
right?

00:57:28.356 --> 00:57:29.597
But that person wasn't the

00:57:29.637 --> 00:57:31.237
best person for you because

00:57:31.356 --> 00:57:32.396
from your point of view,

00:57:33.077 --> 00:57:34.217
you were going above and beyond.

00:57:34.496 --> 00:57:35.277
From their point of view,

00:57:35.297 --> 00:57:35.998
you did something without

00:57:36.018 --> 00:57:36.617
their permission.

00:57:36.797 --> 00:57:37.378
Who's wrong?

00:57:37.737 --> 00:57:38.038
Nobody.

00:57:38.597 --> 00:57:38.938
Nobody's wrong.

00:57:38.958 --> 00:57:40.057
You're both right, right?

00:57:40.077 --> 00:57:41.099
But that wasn't a good

00:57:41.619 --> 00:57:42.659
relationship to build.

00:57:42.739 --> 00:57:43.398
That's okay.

00:57:44.099 --> 00:57:44.900
We have to remember that.

00:57:44.940 --> 00:57:45.900
People pleasers like us have

00:57:45.920 --> 00:57:46.380
to remember that.

00:57:46.400 --> 00:57:46.922
That's okay.

00:57:46.942 --> 00:57:49.123
And then Brenda said your

00:57:49.164 --> 00:57:50.965
biggest setback or pain

00:57:50.985 --> 00:57:52.987
point is how much time, organization.

00:57:53.367 --> 00:57:55.188
You realize you're in the time business.

00:57:55.309 --> 00:57:57.411
You're in the business business.

00:57:58.210 --> 00:58:00.653
So someone much smarter than

00:58:00.673 --> 00:58:02.235
me said a PT clinic is in

00:58:02.255 --> 00:58:03.255
the recruiting business,

00:58:03.916 --> 00:58:05.097
the real estate business,

00:58:05.577 --> 00:58:06.659
the marketing business,

00:58:06.938 --> 00:58:08.581
and the business business.

00:58:08.601 --> 00:58:09.141
Okay.

00:58:10.349 --> 00:58:11.710
And PT, that's in there, right?

00:58:12.351 --> 00:58:15.655
That is how you deliver what you deliver,

00:58:16.255 --> 00:58:16.414
right?

00:58:16.916 --> 00:58:18.336
That's the delivery mechanism.

00:58:19.297 --> 00:58:21.039
PT is how you give that.

00:58:21.418 --> 00:58:22.280
What you deliver,

00:58:22.340 --> 00:58:24.402
what you have to do is organization,

00:58:24.822 --> 00:58:26.603
relationships, and attention.

00:58:27.384 --> 00:58:28.565
And I think the people who

00:58:28.585 --> 00:58:31.347
figure that out faster succeed faster.

00:58:31.407 --> 00:58:32.268
And it looks by accident.

00:58:32.288 --> 00:58:33.869
It looks like luck, but it's not.

00:58:34.389 --> 00:58:36.612
It's not luck.

00:58:36.751 --> 00:58:37.193
Okay.

00:58:38.697 --> 00:58:40.900
So let's take five minutes.

00:58:42.282 --> 00:58:43.643
So people need to get up and

00:58:43.664 --> 00:58:44.786
move around a little bit.

00:58:46.788 --> 00:58:48.170
Great conversation so far.

00:58:48.250 --> 00:58:49.371
So let's come back at like

00:58:49.411 --> 00:58:50.233
nine thirty five.

00:58:50.532 --> 00:58:53.317
We'll go a little while longer.

00:58:53.336 --> 00:58:53.617
Thank you.

01:09:38.975 --> 01:09:39.654
All right.

01:09:42.195 --> 01:09:43.015
Welcome back.

01:09:43.895 --> 01:09:44.595
We got a nice little break.

01:09:44.615 --> 01:09:45.216
So ready to move on to our

01:09:45.235 --> 01:09:45.636
next question here.

01:09:45.655 --> 01:09:46.216
Do you guys ever feel

01:09:46.237 --> 01:09:46.896
limited in the population

01:09:46.917 --> 01:09:47.837
you treat or in the amount

01:09:47.877 --> 01:09:48.476
of money you make?

01:10:01.396 --> 01:10:02.377
just because somebody might

01:10:02.398 --> 01:10:03.679
not be able to afford or

01:10:03.698 --> 01:10:05.699
they might not fit what you

01:10:05.720 --> 01:10:06.801
were willing to treat?

01:10:06.820 --> 01:10:07.921
I was rude and was talking.

01:10:08.582 --> 01:10:10.103
Can you say that again?

01:10:10.122 --> 01:10:11.083
The first time.

01:10:13.206 --> 01:10:14.707
You would be limited in the

01:10:14.747 --> 01:10:15.747
population you choose.

01:10:15.787 --> 01:10:17.509
You only really stick with, like,

01:10:17.548 --> 01:10:18.449
customer image,

01:10:18.810 --> 01:10:20.751
or you'd be limited in the

01:10:20.770 --> 01:10:21.752
amount of money you're able

01:10:21.771 --> 01:10:22.792
to make because somebody

01:10:22.813 --> 01:10:23.713
might not be able to afford

01:10:23.753 --> 01:10:25.034
what you're wanting.

01:10:29.382 --> 01:10:31.483
Um, yeah, that's a good question.

01:10:31.523 --> 01:10:32.944
So in terms of niche,

01:10:33.543 --> 01:10:34.583
I started out kind of, um,

01:10:35.564 --> 01:10:36.604
like general population,

01:10:36.644 --> 01:10:38.425
just being trained in orthopedics.

01:10:38.704 --> 01:10:41.104
Probably I could help anyone and everyone.

01:10:41.444 --> 01:10:42.145
Um,

01:10:42.185 --> 01:10:43.845
but over the course of the last few years,

01:10:43.905 --> 01:10:45.565
realize that that's fair.

01:10:45.586 --> 01:10:46.867
I don't know if Jimmy might

01:10:46.926 --> 01:10:47.886
agree or disagree with this,

01:10:47.947 --> 01:10:49.106
but if you're speaking to everyone,

01:10:49.127 --> 01:10:50.287
then what's the saying

01:10:50.306 --> 01:10:51.667
you're speaking to no one sort of thing.

01:10:51.686 --> 01:10:52.528
So, um,

01:10:52.608 --> 01:10:54.828
I started reaching down over the last, uh,

01:10:55.448 --> 01:10:56.728
year working with more

01:10:56.768 --> 01:10:58.368
runners and endurance athletes,

01:10:58.448 --> 01:10:59.149
triathletes.

01:11:00.962 --> 01:11:03.265
And that's worked really well, I think,

01:11:03.284 --> 01:11:04.385
because once you do a good

01:11:04.404 --> 01:11:06.305
job with a few people in a certain circle,

01:11:07.046 --> 01:11:10.547
people talk and it's easier

01:11:12.668 --> 01:11:14.189
to get people interested in

01:11:14.449 --> 01:11:17.091
what you do and that sort of thing.

01:11:17.752 --> 01:11:21.073
So I never really felt limited,

01:11:21.113 --> 01:11:21.554
if anything,

01:11:21.573 --> 01:11:22.873
when I was trying to work

01:11:22.894 --> 01:11:24.375
with everyone and speak to everyone.

01:11:24.395 --> 01:11:25.475
I was almost more limited.

01:11:26.922 --> 01:11:28.184
not so much now.

01:11:28.264 --> 01:11:29.045
And then your second

01:11:29.085 --> 01:11:31.265
question about access.

01:11:32.527 --> 01:11:32.686
Yeah,

01:11:32.766 --> 01:11:34.908
I think there's a little bit of a

01:11:34.929 --> 01:11:36.369
trade-off with if you're

01:11:36.430 --> 01:11:37.711
going to go and network and

01:11:37.770 --> 01:11:40.153
accept insurance versus out of network.

01:11:41.274 --> 01:11:42.034
Being out of network

01:11:42.074 --> 01:11:43.295
eliminates kind of the friction.

01:11:43.355 --> 01:11:44.976
It's just cleaner to deliver

01:11:44.997 --> 01:11:46.057
services and then get paid

01:11:46.078 --> 01:11:46.837
for those services.

01:11:47.559 --> 01:11:49.260
But the trade-off is that

01:11:49.300 --> 01:11:50.541
you limit access.

01:11:50.581 --> 01:11:54.104
So the way I looked at it is

01:11:54.564 --> 01:11:55.645
in order to kind of

01:11:56.434 --> 01:11:58.154
financially do what I want

01:11:58.173 --> 01:12:00.994
to do and kind of do what I'm doing now,

01:12:01.095 --> 01:12:02.774
I would need to see, you know,

01:12:02.994 --> 01:12:04.355
however many more patients

01:12:04.435 --> 01:12:07.176
being in network just based on, um,

01:12:07.216 --> 01:12:09.176
you know, how, how reimbursed.

01:12:09.237 --> 01:12:09.537
So, uh,

01:12:10.497 --> 01:12:12.557
to me that other situation looked

01:12:12.578 --> 01:12:14.037
like just doing the kind of

01:12:14.057 --> 01:12:16.899
being back in a busy outpatient practice.

01:12:17.099 --> 01:12:19.179
So, um, yeah, I,

01:12:19.259 --> 01:12:20.698
I guess there's always that,

01:12:20.819 --> 01:12:23.079
that trade off of, of access.

01:12:30.030 --> 01:12:30.572
I think you're getting to

01:12:30.612 --> 01:12:32.192
the heart of what we have

01:12:32.231 --> 01:12:34.213
to discuss with patients

01:12:35.394 --> 01:12:36.715
with cash-based physical

01:12:36.734 --> 01:12:37.614
therapy in the first place.

01:12:37.635 --> 01:12:38.475
Like, oh,

01:12:38.496 --> 01:12:40.096
I can't afford this type of deal.

01:12:40.216 --> 01:12:41.396
What do we have to say to that?

01:12:41.717 --> 01:12:43.979
It's how much would it cost

01:12:43.998 --> 01:12:44.939
to stay in the situation

01:12:44.958 --> 01:12:45.680
that you're currently in?

01:12:45.699 --> 01:12:47.341
That's kind of what we're

01:12:47.381 --> 01:12:48.560
trying to tell patients as well.

01:12:48.581 --> 01:12:51.403
So limiting access,

01:12:51.802 --> 01:12:54.024
I could almost argue that

01:12:54.264 --> 01:12:56.685
we have access and we aren't limited.

01:12:56.725 --> 01:12:57.265
We're actually

01:12:57.801 --> 01:12:59.222
more free to see more people

01:12:59.422 --> 01:13:00.563
because we're not limited

01:13:00.582 --> 01:13:01.804
by insurances or this or

01:13:01.823 --> 01:13:02.743
that or whatever.

01:13:03.123 --> 01:13:04.324
We can see whoever we want.

01:13:04.664 --> 01:13:05.784
As far as affordability,

01:13:06.104 --> 01:13:08.025
that's about what they value.

01:13:08.246 --> 01:13:09.426
It's about what they can do.

01:13:09.506 --> 01:13:11.266
If it's a real problem,

01:13:11.806 --> 01:13:12.547
how much is that going to

01:13:12.568 --> 01:13:14.307
cost to fix the problem?

01:13:14.689 --> 01:13:15.509
How much is it going to cost

01:13:15.529 --> 01:13:16.908
to stay in the problem that you have?

01:13:17.949 --> 01:13:18.970
That's the way that you sell

01:13:19.350 --> 01:13:20.270
that kind of stuff as well.

01:13:24.358 --> 01:13:25.238
In an indirect way,

01:13:25.257 --> 01:13:26.057
you're getting to the heart

01:13:26.099 --> 01:13:28.559
of what we have to explain to people is,

01:13:28.719 --> 01:13:30.000
oh, I already paid for insurance.

01:13:30.039 --> 01:13:30.539
Why am I doing it?

01:13:30.819 --> 01:13:31.199
It's like, yeah,

01:13:31.300 --> 01:13:31.859
there's some people you're

01:13:31.880 --> 01:13:33.119
not going to be able to get

01:13:33.159 --> 01:13:34.201
off that train.

01:13:34.841 --> 01:13:37.181
But if you sell it the right way,

01:13:38.782 --> 01:13:39.662
we're adding a value.

01:13:39.681 --> 01:13:40.462
We're adding access.

01:13:40.502 --> 01:13:42.042
We're adding more access.

01:13:43.746 --> 01:13:45.127
clinics will because I have

01:13:45.146 --> 01:13:45.908
this right here that I have

01:13:45.927 --> 01:13:47.229
a patient I have since I've

01:13:47.248 --> 01:13:48.208
been here today I have

01:13:48.548 --> 01:13:49.550
texted a patient already

01:13:49.810 --> 01:13:51.171
sorry that's rude but I've

01:13:51.211 --> 01:13:52.292
texted patients here they

01:13:52.351 --> 01:13:53.653
text me back it's just

01:13:53.752 --> 01:13:55.213
that's more access as well

01:13:55.253 --> 01:13:56.614
so it's all about value

01:13:56.635 --> 01:13:57.395
it's all about what they're

01:13:57.416 --> 01:13:58.296
looking for when it comes

01:13:58.315 --> 01:13:59.296
to the care that they're

01:13:59.317 --> 01:14:00.997
coming to us for I'd like

01:14:01.037 --> 01:14:02.338
to unpack kind of what

01:14:02.359 --> 01:14:03.739
their previous experience

01:14:03.779 --> 01:14:06.042
was with PT too just to

01:14:06.162 --> 01:14:07.302
kind of show how maybe

01:14:08.264 --> 01:14:09.005
how I'm going to help them

01:14:09.024 --> 01:14:10.305
with their problem would be different.

01:14:10.345 --> 01:14:11.206
So it kind of serves as a

01:14:11.225 --> 01:14:12.787
little bit of a differentiator.

01:14:13.226 --> 01:14:15.689
Most, unfortunately, most patients,

01:14:15.708 --> 01:14:17.050
when you ask that question, will say,

01:14:17.130 --> 01:14:17.489
you know, oh,

01:14:17.609 --> 01:14:18.850
it's one of like two or

01:14:18.871 --> 01:14:19.730
three other patients here

01:14:19.791 --> 01:14:20.631
at any given time.

01:14:20.652 --> 01:14:22.592
My PT was like kind of

01:14:22.632 --> 01:14:24.293
juggling and running around.

01:14:24.333 --> 01:14:26.414
And that's not to put down

01:14:26.435 --> 01:14:29.197
kind of like the network system,

01:14:29.216 --> 01:14:30.257
because we need those

01:14:30.557 --> 01:14:32.338
systems to help people that

01:14:32.378 --> 01:14:34.661
can't afford other types of services.

01:14:36.238 --> 01:14:37.318
And also there's the benefit of,

01:14:37.398 --> 01:14:38.719
as a clinician, being on that side,

01:14:38.779 --> 01:14:40.038
you do get a ton of repetitions.

01:14:40.198 --> 01:14:42.680
Like Derek was saying, you see patterns,

01:14:42.720 --> 01:14:43.980
and you learn a ton.

01:14:44.001 --> 01:14:45.541
So there's definitely value

01:14:45.680 --> 01:14:47.622
in being part of a practice

01:14:47.662 --> 01:14:49.302
like that coming out of school.

01:14:49.722 --> 01:14:51.363
A lot of value.

01:14:51.884 --> 01:14:52.823
But yeah,

01:14:52.844 --> 01:14:55.185
kind of just it's one way that I

01:14:55.225 --> 01:14:57.105
like to kind of differentiate my service,

01:14:57.126 --> 01:14:58.605
too, is like, OK, well, what was it like?

01:14:58.706 --> 01:14:59.706
And did it help?

01:14:59.786 --> 01:15:00.627
And what makes helpful?

01:15:00.646 --> 01:15:01.127
What didn't help?

01:15:01.146 --> 01:15:01.627
That sort of thing.

01:15:07.881 --> 01:15:08.702
Brent, I think you're muted.

01:15:08.721 --> 01:15:11.144
It's all right.

01:15:11.585 --> 01:15:15.828
We've all been there.

01:15:15.969 --> 01:15:18.131
I feel like in terms of I

01:15:18.150 --> 01:15:20.233
don't feel limited by what

01:15:20.493 --> 01:15:21.875
people can afford because

01:15:22.074 --> 01:15:22.676
kind of like we've been

01:15:22.695 --> 01:15:23.376
saying the whole time,

01:15:23.395 --> 01:15:26.158
you are selling the value

01:15:26.219 --> 01:15:29.061
of it and people buy things, you know,

01:15:30.778 --> 01:15:33.301
In my world, people go out and buy, like,

01:15:33.501 --> 01:15:34.521
get your body back after

01:15:34.542 --> 01:15:36.863
baby programs all the time online.

01:15:37.404 --> 01:15:39.305
And so the money,

01:15:39.345 --> 01:15:40.306
it's just kind of like

01:15:40.787 --> 01:15:41.908
getting them to realize

01:15:42.007 --> 01:15:44.109
where they are putting their money.

01:15:44.170 --> 01:15:46.011
And again, we've said it again and again,

01:15:46.032 --> 01:15:47.694
but selling the solution.

01:15:48.895 --> 01:15:52.177
So a lot of times going out of network,

01:15:52.318 --> 01:15:55.720
I have found that because

01:15:55.841 --> 01:15:56.841
of the time spent

01:15:57.306 --> 01:15:58.226
And because of the

01:15:58.266 --> 01:16:00.948
partnership between sessions and things,

01:16:00.967 --> 01:16:01.828
you know, and again,

01:16:01.868 --> 01:16:03.467
that value that word we keep using,

01:16:03.828 --> 01:16:04.988
it actually turns out to be

01:16:05.029 --> 01:16:06.009
sometimes less money than

01:16:06.048 --> 01:16:07.109
what you've paid into your

01:16:07.128 --> 01:16:08.449
insurance and co-pays and

01:16:08.489 --> 01:16:09.789
seeing a PT three times a

01:16:09.829 --> 01:16:12.609
week and getting maybe ten

01:16:12.649 --> 01:16:13.591
minutes of time,

01:16:13.631 --> 01:16:14.831
which is not their fault.

01:16:14.930 --> 01:16:16.030
I worked in wonderful

01:16:16.091 --> 01:16:16.970
insurance based clinics,

01:16:17.011 --> 01:16:17.652
but you're moving.

01:16:17.792 --> 01:16:18.452
You're seeing a lot of

01:16:18.492 --> 01:16:21.972
people or you pay out of

01:16:22.012 --> 01:16:23.653
pocket and you get your

01:16:24.497 --> 01:16:26.819
hour, hour and a half, whatever it is,

01:16:26.859 --> 01:16:27.840
kind of get to the root of

01:16:27.880 --> 01:16:29.301
the problems and have a

01:16:29.341 --> 01:16:31.123
plan of action between sessions.

01:16:31.944 --> 01:16:33.765
So I feel like people in my

01:16:33.826 --> 01:16:35.528
practice kind of see those

01:16:35.568 --> 01:16:37.109
two sides of the scale pretty quickly.

01:16:38.850 --> 01:16:40.893
And also in terms of affordability,

01:16:41.213 --> 01:16:43.435
I mentioned it before, but I do think

01:16:43.695 --> 01:16:46.319
Personally, you get creative with it.

01:16:46.458 --> 01:16:49.261
I do sell group workshops

01:16:49.341 --> 01:16:50.283
and things like that and

01:16:50.323 --> 01:16:52.945
birth prep workshops that

01:16:53.105 --> 01:16:54.546
are more if people can't

01:16:54.567 --> 01:16:55.849
come to see me privately,

01:16:55.948 --> 01:16:57.750
then they come to a workshop, right,

01:16:57.789 --> 01:16:59.671
to still get my help out

01:16:59.692 --> 01:17:01.134
there and the information out there.

01:17:02.551 --> 01:17:04.712
And then in terms of the niching down,

01:17:05.313 --> 01:17:06.813
what I learned is that

01:17:06.872 --> 01:17:07.974
that's actually very

01:17:08.474 --> 01:17:11.435
beneficial because as we're all,

01:17:11.595 --> 01:17:12.515
it sounds like we were all

01:17:12.534 --> 01:17:15.595
kind of orthopedic based PTs, sports PTs.

01:17:16.975 --> 01:17:19.997
And so you can, you know the whole body,

01:17:20.037 --> 01:17:21.277
you can treat anything.

01:17:21.756 --> 01:17:24.278
However, if you go out and say like,

01:17:24.457 --> 01:17:25.578
I can treat anything,

01:17:25.637 --> 01:17:26.378
it's hard to find your

01:17:26.399 --> 01:17:28.158
people that you can help.

01:17:28.498 --> 01:17:30.859
But then when I niched down,

01:17:31.940 --> 01:17:33.501
I realized very quickly how

01:17:33.541 --> 01:17:36.261
much that actually gave me

01:17:36.322 --> 01:17:37.542
a more variety of clients,

01:17:37.563 --> 01:17:39.443
which is weird to say, but like I,

01:17:39.462 --> 01:17:40.483
I call myself and you'll

01:17:40.502 --> 01:17:41.243
see on my website.

01:17:41.302 --> 01:17:41.503
I mean,

01:17:41.724 --> 01:17:45.704
I am a pregnancy perinatal postpartum PT,

01:17:46.005 --> 01:17:47.725
but I treat men and I treat

01:17:47.864 --> 01:17:48.824
the person coming after

01:17:48.845 --> 01:17:50.865
this is eighty five, you know, and so.

01:17:51.764 --> 01:17:53.345
niching down actually helped

01:17:53.385 --> 01:17:55.445
people to find me, um,

01:17:55.546 --> 01:17:56.605
and realize who I am,

01:17:56.645 --> 01:17:58.287
cuz I'm really just selling me, you know,

01:17:58.386 --> 01:18:00.427
in my, like my relationship with them.

01:18:00.528 --> 01:18:02.628
So that actually helped me

01:18:02.689 --> 01:18:04.009
to grow into a bigger

01:18:04.069 --> 01:18:06.409
variety of population,

01:18:06.610 --> 01:18:07.490
a client population.

01:18:08.864 --> 01:18:09.645
I like when someone else

01:18:09.985 --> 01:18:11.327
says my answers to things.

01:18:11.346 --> 01:18:12.328
I like that, Brenda,

01:18:12.347 --> 01:18:13.748
which is like you sell relationships.

01:18:14.529 --> 01:18:15.569
So do you feel limited by

01:18:15.630 --> 01:18:17.030
population or what they can afford?

01:18:17.631 --> 01:18:19.313
Is this person someone you wanna work with,

01:18:19.672 --> 01:18:19.853
right?

01:18:20.033 --> 01:18:22.234
That's a who question, not a how question,

01:18:22.375 --> 01:18:23.695
as in how much does it cost

01:18:24.396 --> 01:18:25.377
or how will they pay for it?

01:18:25.757 --> 01:18:27.059
Is this someone you wanna work for?

01:18:27.679 --> 01:18:28.819
If you worked for a clinic,

01:18:28.920 --> 01:18:29.780
which means someone else is

01:18:29.820 --> 01:18:31.101
your boss and you wanna

01:18:31.141 --> 01:18:32.842
give this person a different solution,

01:18:33.722 --> 01:18:36.045
a scaled-down solution that

01:18:36.085 --> 01:18:38.226
costs less but still has value,

01:18:38.367 --> 01:18:39.268
you have to ask your boss.

01:18:39.948 --> 01:18:40.708
And they have to agree to it.

01:18:41.270 --> 01:18:42.310
And that boss decides.

01:18:42.730 --> 01:18:44.671
If you are your own boss, you decide.

01:18:45.113 --> 01:18:46.113
You can make that decision.

01:18:47.335 --> 01:18:49.275
So you're deciding that this

01:18:49.315 --> 01:18:50.898
is someone I would like to work with.

01:18:51.057 --> 01:18:52.899
This fills my cup.

01:18:53.399 --> 01:18:54.780
This is why I started this practice.

01:18:55.261 --> 01:18:56.682
You can give them a different solution.

01:18:58.144 --> 01:18:59.324
If you serve enough people,

01:18:59.465 --> 01:19:01.207
you can decide to charge someone nothing.

01:19:02.283 --> 01:19:03.463
You can decide part of my

01:19:03.503 --> 01:19:04.604
business will be pro bono.

01:19:04.704 --> 01:19:05.805
I will seek those people out

01:19:05.824 --> 01:19:06.725
that I think deserve my

01:19:06.765 --> 01:19:07.945
help or need my help.

01:19:08.286 --> 01:19:09.006
And I will charge them

01:19:09.367 --> 01:19:10.787
nothing because they can't afford it,

01:19:11.027 --> 01:19:11.966
but I want to give it to them.

01:19:12.507 --> 01:19:14.207
You have that freedom as a business owner,

01:19:14.547 --> 01:19:15.569
as long as you understand

01:19:15.729 --> 01:19:17.849
your numbers and you can

01:19:17.890 --> 01:19:19.670
figure out what services

01:19:19.689 --> 01:19:20.850
are you actually providing?

01:19:21.730 --> 01:19:23.230
What business are you actually in?

01:19:23.771 --> 01:19:25.311
Because if you sell widgets,

01:19:25.731 --> 01:19:27.372
a widget costs X and it's

01:19:27.393 --> 01:19:28.953
going to cost X to everybody.

01:19:29.774 --> 01:19:30.373
It doesn't have to.

01:19:31.529 --> 01:19:32.831
Can you sell a different solution?

01:19:33.690 --> 01:19:34.291
I forget who it was,

01:19:34.310 --> 01:19:35.792
but one of the guys commented before,

01:19:35.851 --> 01:19:38.113
like understanding that

01:19:38.773 --> 01:19:41.033
different things cost different things.

01:19:41.253 --> 01:19:42.154
If I can get you better in

01:19:42.354 --> 01:19:44.435
one visit for three hundred dollars,

01:19:45.496 --> 01:19:46.476
is that actually better and

01:19:46.516 --> 01:19:47.596
more beneficial to you than

01:19:47.636 --> 01:19:48.358
someone who's charging you

01:19:48.377 --> 01:19:50.519
a copay for six weeks?

01:19:50.838 --> 01:19:51.798
That math maths.

01:19:52.078 --> 01:19:52.979
So you decide.

01:19:54.363 --> 01:19:55.444
but that is communication.

01:19:55.583 --> 01:19:56.524
Help me under, I mean,

01:19:56.765 --> 01:19:57.604
I liked how he said it too,

01:19:57.625 --> 01:19:59.006
which is help me understand

01:19:59.546 --> 01:20:00.466
what this costs for you to

01:20:00.506 --> 01:20:01.648
stay in this problem would be.

01:20:02.328 --> 01:20:02.868
I couldn't work.

01:20:02.929 --> 01:20:04.911
I'd be okay.

01:20:05.070 --> 01:20:05.890
I am now in the getting you

01:20:05.930 --> 01:20:06.872
back to work business.

01:20:07.011 --> 01:20:08.012
Let me see how I can do that.

01:20:09.042 --> 01:20:10.101
But if you own your own business,

01:20:10.243 --> 01:20:11.042
you decide.

01:20:11.502 --> 01:20:12.583
You decide.

01:20:13.463 --> 01:20:14.463
And I'll give the analogy.

01:20:14.503 --> 01:20:15.444
I think I gave it last time.

01:20:15.524 --> 01:20:16.585
It's hips and shoulders.

01:20:17.206 --> 01:20:18.006
If you want a really,

01:20:18.065 --> 01:20:20.726
really stable career with a

01:20:20.766 --> 01:20:23.028
little bit of mobility, you want a hip.

01:20:23.387 --> 01:20:24.509
Super stable joint.

01:20:24.969 --> 01:20:25.588
Some mobility.

01:20:25.890 --> 01:20:28.331
Super stable though.

01:20:28.350 --> 01:20:30.372
But you don't get to decide.

01:20:30.391 --> 01:20:31.612
That's safe and stable.

01:20:31.872 --> 01:20:32.653
Or if you want to own your

01:20:32.693 --> 01:20:33.533
own business and be able to

01:20:33.552 --> 01:20:34.974
make these decisions, that's a shoulder.

01:20:35.154 --> 01:20:36.394
Lots of flexibility.

01:20:36.793 --> 01:20:37.755
Lots of range of motion.

01:20:39.198 --> 01:20:41.559
Some stability, some, but it's on you.

01:20:41.738 --> 01:20:43.159
So decide what business you're in,

01:20:43.180 --> 01:20:44.159
because if you're on your own business,

01:20:44.180 --> 01:20:45.541
you can make these

01:20:45.560 --> 01:20:59.765
decisions and you can do these things.

01:20:59.926 --> 01:21:02.448
All right.

01:21:02.467 --> 01:21:02.728
Next question.

01:21:02.747 --> 01:21:03.287
Do you think that it's

01:21:03.347 --> 01:21:05.069
helpful to have a business

01:21:05.109 --> 01:21:06.069
degree if you're going to

01:21:06.128 --> 01:21:07.189
do the cash based or on

01:21:07.208 --> 01:21:07.590
your own practice?

01:21:13.453 --> 01:21:16.314
Yeah, that's a great question.

01:21:18.317 --> 01:21:19.917
Would I recommend it's for everyone?

01:21:20.177 --> 01:21:21.238
No, definitely not.

01:21:22.578 --> 01:21:24.899
But I definitely got value out of it.

01:21:25.261 --> 01:21:27.442
And what I mean by that is I

01:21:27.462 --> 01:21:28.662
just was exposed to

01:21:28.703 --> 01:21:29.563
different conversations,

01:21:29.603 --> 01:21:31.925
different models of thinking,

01:21:32.045 --> 01:21:33.945
different ways to think about it,

01:21:34.426 --> 01:21:36.847
as Jimmy was talking about before,

01:21:36.887 --> 01:21:37.427
just like the

01:21:37.846 --> 01:21:39.587
how the world works and why

01:21:39.627 --> 01:21:40.747
society and culture the way

01:21:40.768 --> 01:21:42.609
it is just like kind of opens your mind,

01:21:42.628 --> 01:21:43.748
just like any education in

01:21:43.788 --> 01:21:44.868
any degree is going to do.

01:21:46.010 --> 01:21:47.789
But I'll also say just for more,

01:21:48.109 --> 01:21:50.411
the more tactical stuff of like, you know,

01:21:50.430 --> 01:21:53.612
how to create a profit and loss,

01:21:53.771 --> 01:21:55.693
like statement and document.

01:21:55.773 --> 01:21:57.193
And how do I track that?

01:21:57.233 --> 01:21:59.073
How do I track my income and expenses,

01:21:59.094 --> 01:21:59.854
those types of things,

01:22:02.884 --> 01:22:03.744
once you start doing it a

01:22:03.765 --> 01:22:04.746
couple months but just

01:22:04.786 --> 01:22:05.426
going in with that

01:22:05.445 --> 01:22:06.345
knowledge was helpful for

01:22:06.386 --> 01:22:10.048
me so yeah I wouldn't

01:22:10.088 --> 01:22:11.630
recommend do you need to

01:22:11.670 --> 01:22:12.789
get a go back to business

01:22:12.810 --> 01:22:13.911
school to start practice

01:22:14.051 --> 01:22:16.393
absolutely not if you're

01:22:16.493 --> 01:22:17.672
considering it or intrigued

01:22:17.693 --> 01:22:20.114
by it or interested yeah

01:22:20.295 --> 01:22:21.576
it's a good choice

01:22:24.426 --> 01:22:25.947
With a person without a business degree,

01:22:26.226 --> 01:22:27.667
I would say it depends on

01:22:27.927 --> 01:22:29.269
how you define beneficial.

01:22:30.130 --> 01:22:31.329
It's beneficial for you.

01:22:31.350 --> 01:22:32.890
It may not be beneficial for someone else.

01:22:33.372 --> 01:22:34.653
You get out what you put in.

01:22:34.832 --> 01:22:35.912
So if you go to business

01:22:35.932 --> 01:22:37.895
school and you are passionate about it,

01:22:37.914 --> 01:22:39.475
you like it, you absorb everything,

01:22:39.515 --> 01:22:40.195
then you probably got

01:22:40.216 --> 01:22:40.996
something out of it.

01:22:41.016 --> 01:22:41.997
But if you go into it and

01:22:42.516 --> 01:22:43.518
it's not even what you want

01:22:43.537 --> 01:22:45.319
to be doing and it's

01:22:45.578 --> 01:22:47.300
redundant or it's easily

01:22:47.319 --> 01:22:48.140
accessible somewhere else

01:22:48.161 --> 01:22:49.061
without having to pay all the money,

01:22:49.082 --> 01:22:50.301
then maybe not.

01:22:50.362 --> 01:22:51.023
So it's all...

01:22:54.326 --> 01:22:57.587
that define beneficial, financially,

01:22:58.106 --> 01:22:59.908
emotionally, time-wise, time management,

01:22:59.948 --> 01:23:00.627
all that stuff.

01:23:01.069 --> 01:23:01.929
Do you think that you were

01:23:02.009 --> 01:23:03.189
able to figure out

01:23:03.210 --> 01:23:05.250
everything you needed to

01:23:05.730 --> 01:23:06.871
own your own business

01:23:07.070 --> 01:23:09.271
without having to do classes on it?

01:23:10.792 --> 01:23:11.853
I mean, I know you were able to.

01:23:12.073 --> 01:23:13.514
How were you able to do that?

01:23:13.533 --> 01:23:13.854
Yeah,

01:23:16.595 --> 01:23:19.496
I think information is very accessible.

01:23:22.756 --> 01:23:24.296
apply it to your own life in

01:23:24.317 --> 01:23:26.519
your own situation it's one

01:23:26.538 --> 01:23:27.698
of the struggles in life

01:23:27.939 --> 01:23:29.159
and in America in this

01:23:29.199 --> 01:23:30.180
world is there's so much

01:23:30.220 --> 01:23:31.042
information out there how

01:23:31.061 --> 01:23:31.942
do you know what's true how

01:23:31.962 --> 01:23:32.341
do you know what's

01:23:32.362 --> 01:23:34.323
beneficial and I think I've

01:23:34.404 --> 01:23:35.545
learned it over the fifteen

01:23:35.564 --> 01:23:36.364
years and five years of

01:23:36.404 --> 01:23:38.606
doing my own thing you know

01:23:38.627 --> 01:23:39.988
life and physical therapy

01:23:40.007 --> 01:23:41.167
it's all a little bit about

01:23:41.328 --> 01:23:42.829
trial and error it's you

01:23:42.869 --> 01:23:43.810
try this out see what it

01:23:43.829 --> 01:23:46.192
see what works it works go

01:23:46.231 --> 01:23:47.313
more towards that path and

01:23:47.332 --> 01:23:49.213
then foster that you know

01:23:50.323 --> 01:23:51.024
Grass is always greener

01:23:51.064 --> 01:23:52.185
where somewhere else is grass.

01:23:52.225 --> 01:23:53.447
It's greener where you water

01:23:53.466 --> 01:23:58.654
it appropriately.

01:23:58.694 --> 01:24:00.216
Yeah,

01:24:00.235 --> 01:24:02.278
there were points in starting this

01:24:02.297 --> 01:24:04.201
that I wish I had more

01:24:05.042 --> 01:24:06.583
knowledge about running a business.

01:24:08.154 --> 01:24:09.994
but I do not have a business degree.

01:24:10.515 --> 01:24:12.515
I realized that going through PT school,

01:24:12.536 --> 01:24:14.317
that's one thing that we,

01:24:14.976 --> 01:24:16.318
I learned really nothing about,

01:24:16.778 --> 01:24:17.819
but there is,

01:24:18.279 --> 01:24:19.819
I just did so much

01:24:19.859 --> 01:24:21.199
information in the beginning.

01:24:21.479 --> 01:24:21.661
Um,

01:24:21.701 --> 01:24:24.202
there's a lot of access to PTs who have

01:24:24.221 --> 01:24:25.202
done this before.

01:24:25.601 --> 01:24:26.122
Um,

01:24:26.222 --> 01:24:27.823
I even bought paperwork for a

01:24:27.884 --> 01:24:30.045
cash-based PT from another PT.

01:24:30.185 --> 01:24:32.326
So, um,

01:24:32.386 --> 01:24:35.527
it takes a lot of searching and sifting,

01:24:36.108 --> 01:24:36.787
um, for sure.

01:24:37.301 --> 01:24:37.900
Like Derek said,

01:24:37.921 --> 01:24:38.981
there's just so much out

01:24:39.002 --> 01:24:39.681
there and you have to

01:24:39.702 --> 01:24:41.122
figure out what works best for you.

01:24:42.021 --> 01:24:43.443
And it takes a lot of conversation.

01:24:43.542 --> 01:24:46.583
I called a lot of people.

01:24:46.663 --> 01:24:47.663
I think I mentioned earlier,

01:24:47.703 --> 01:24:49.345
like I called my local APTA

01:24:49.385 --> 01:24:50.244
chapter and I said,

01:24:50.284 --> 01:24:51.305
I want to start this business.

01:24:51.324 --> 01:24:51.786
What do I do?

01:24:52.305 --> 01:24:53.405
And then she referred me to

01:24:53.426 --> 01:24:54.246
the business bureau.

01:24:54.305 --> 01:24:55.527
I said, I want to start this business.

01:24:55.546 --> 01:24:56.067
What do I do?

01:24:56.487 --> 01:24:57.487
And then I had to get zoned

01:24:57.527 --> 01:24:58.328
from my house because my

01:24:58.347 --> 01:25:00.287
clinic is here and all that

01:25:00.307 --> 01:25:00.807
kind of stuff.

01:25:00.828 --> 01:25:02.569
It just, it took a lot of time.

01:25:03.850 --> 01:25:05.891
A lot of calls, lots of conversations,

01:25:06.252 --> 01:25:07.171
lots of confusion.

01:25:07.471 --> 01:25:11.793
And then eventually I figured it all out.

01:25:11.873 --> 01:25:14.836
I would say, do you need a degree?

01:25:14.975 --> 01:25:15.235
No.

01:25:15.716 --> 01:25:17.195
But if you want a degree and

01:25:17.216 --> 01:25:18.396
that's the thing that you're looking for,

01:25:18.417 --> 01:25:18.917
then go get it.

01:25:18.936 --> 01:25:20.297
Like, I don't want to brag,

01:25:20.358 --> 01:25:23.038
but I have one third of an MBA.

01:25:26.097 --> 01:25:26.478
One third.

01:25:26.597 --> 01:25:27.259
I went through it.

01:25:27.298 --> 01:25:27.519
I said,

01:25:27.578 --> 01:25:28.918
I wanted to do this when I was

01:25:28.939 --> 01:25:29.720
looking to leave radio.

01:25:29.739 --> 01:25:30.800
I didn't go right into PT.

01:25:31.280 --> 01:25:32.081
I did what like most

01:25:32.161 --> 01:25:33.862
middle-aged dudes did when I panicked.

01:25:34.402 --> 01:25:36.143
I went to go to law school, hated it.

01:25:36.162 --> 01:25:37.564
I went to go to business school,

01:25:37.884 --> 01:25:39.725
lasted a year, didn't love it.

01:25:40.265 --> 01:25:41.326
And that's when I was riding

01:25:41.345 --> 01:25:42.386
bikes with somebody and

01:25:42.405 --> 01:25:43.407
they were a PT and I just

01:25:43.426 --> 01:25:44.466
liked how they talk to people.

01:25:44.587 --> 01:25:45.868
And I was like, I want to do that.

01:25:46.488 --> 01:25:47.269
That's how I figured it out.

01:25:47.588 --> 01:25:48.509
So do I think you need it?

01:25:49.029 --> 01:25:51.631
No, but this is also a good lesson, right?

01:25:51.671 --> 01:25:53.332
Like hire for your weaknesses.

01:25:54.653 --> 01:25:56.014
You don't have to hire someone full time.

01:25:56.253 --> 01:25:56.413
Like,

01:25:56.474 --> 01:25:57.635
I don't know anything about books and

01:25:57.654 --> 01:25:58.234
a P&L.

01:25:58.395 --> 01:25:59.115
Great, hire someone.

01:25:59.956 --> 01:26:01.277
And while they're doing your books,

01:26:01.796 --> 01:26:02.618
what can you learn from them?

01:26:02.957 --> 01:26:04.338
There's YouTube University, right?

01:26:04.378 --> 01:26:04.979
But some people are like,

01:26:05.340 --> 01:26:06.340
I don't have the time for that.

01:26:06.420 --> 01:26:08.801
Great, pay someone for their time.

01:26:08.841 --> 01:26:08.981
Like,

01:26:09.141 --> 01:26:10.603
I gotta give a little knock on PTs a

01:26:10.622 --> 01:26:11.063
little bit, right?

01:26:11.082 --> 01:26:12.764
Because I am one,

01:26:12.783 --> 01:26:14.765
so I get to throw stones in this house,

01:26:15.086 --> 01:26:15.265
right?

01:26:16.689 --> 01:26:18.610
We're one of those professions who's like,

01:26:19.051 --> 01:26:20.712
we could get you where you

01:26:20.733 --> 01:26:21.753
wanna go faster.

01:26:21.833 --> 01:26:22.634
Why don't you come and see

01:26:22.814 --> 01:26:24.456
us instead of suffering for so long?

01:26:24.775 --> 01:26:25.976
Or why'd you go to that professional?

01:26:26.476 --> 01:26:27.417
We're the best at that.

01:26:28.698 --> 01:26:30.020
And then we'll try to build

01:26:30.039 --> 01:26:30.779
our own website,

01:26:31.041 --> 01:26:32.881
set up our own accounting, do our P and L,

01:26:33.282 --> 01:26:34.262
figure out how to hire,

01:26:34.382 --> 01:26:35.083
figure out how to rent

01:26:35.123 --> 01:26:36.184
space and never hire

01:26:36.203 --> 01:26:36.965
another professional.

01:26:38.046 --> 01:26:39.067
Doesn't work both ways.

01:26:39.346 --> 01:26:40.387
You don't get to say one,

01:26:40.467 --> 01:26:41.507
why didn't you hire us to

01:26:41.547 --> 01:26:42.748
help you get from where you

01:26:42.828 --> 01:26:44.411
are to where you wanna go faster?

01:26:45.235 --> 01:26:46.896
and then not do the same thing.

01:26:47.936 --> 01:26:48.136
Right?

01:26:48.476 --> 01:26:49.457
So do you need a business degree?

01:26:49.537 --> 01:26:49.756
No.

01:26:49.997 --> 01:26:50.858
Do you want a business degree?

01:26:50.877 --> 01:26:51.658
And you think it would get

01:26:51.698 --> 01:26:53.078
you more information faster?

01:26:53.198 --> 01:26:54.298
And you you're willing?

01:26:54.759 --> 01:26:56.180
The juice is worth the squeeze?

01:26:56.800 --> 01:26:56.960
Right?

01:26:57.000 --> 01:26:58.500
What I'm going to put in time, effort,

01:26:58.539 --> 01:27:00.081
money, sweat, blood, tears?

01:27:00.961 --> 01:27:01.980
And what will I get out of that?

01:27:02.761 --> 01:27:04.082
So my answer is the very,

01:27:04.122 --> 01:27:05.502
very physical therapy answer.

01:27:06.182 --> 01:27:06.643
It depends.

01:27:09.649 --> 01:27:11.189
I will say that we talk

01:27:11.210 --> 01:27:12.550
about resources that are out there.

01:27:12.770 --> 01:27:14.130
I learned as much as I could

01:27:14.170 --> 01:27:16.310
from anybody I could, including patients.

01:27:17.530 --> 01:27:18.992
I had patients that owned businesses.

01:27:19.051 --> 01:27:19.731
I had patients that were

01:27:19.752 --> 01:27:20.832
financial advisors.

01:27:21.131 --> 01:27:21.993
I would get as much

01:27:22.033 --> 01:27:23.033
information out of them as

01:27:23.073 --> 01:27:23.872
I possibly could.

01:27:24.292 --> 01:27:25.472
The doctors who I worked

01:27:25.512 --> 01:27:27.134
with ran great businesses.

01:27:27.253 --> 01:27:28.113
I would sit down and talk to

01:27:28.134 --> 01:27:28.974
them about business more

01:27:28.993 --> 01:27:29.694
than I would talk to them

01:27:29.734 --> 01:27:31.555
about that healthcare stuff.

01:27:32.114 --> 01:27:34.636
So any place you can absorb

01:27:34.676 --> 01:27:36.216
information from is a great way to do it.

01:27:36.296 --> 01:27:36.516
Again,

01:27:36.636 --> 01:27:37.917
one reason why we have this course here.

01:27:38.590 --> 01:27:39.689
is so that you can learn

01:27:39.710 --> 01:27:41.690
from some of these people

01:27:41.730 --> 01:27:42.671
and I told you before so

01:27:42.692 --> 01:27:43.971
you can learn from all my

01:27:43.992 --> 01:27:44.492
mistakes that I made yeah

01:27:44.511 --> 01:27:45.233
pts too like you're talking

01:27:45.252 --> 01:27:45.953
about like financial

01:27:45.972 --> 01:27:47.153
advisors as patients like

01:27:47.353 --> 01:27:49.753
people on the most part

01:27:50.134 --> 01:27:51.715
will will at least begin to

01:27:51.755 --> 01:27:53.555
give you their time right

01:27:54.115 --> 01:27:55.315
especially other pts like

01:27:55.355 --> 01:27:56.077
we have the peace corps

01:27:56.096 --> 01:27:57.176
gene and I can say it

01:27:57.197 --> 01:27:58.577
because I am one but a lot

01:27:58.596 --> 01:27:59.478
of pt owners will just say

01:27:59.518 --> 01:28:00.297
I'll sit down with you

01:28:00.358 --> 01:28:01.318
let's just get you started

01:28:01.399 --> 01:28:02.538
great take them up on that

01:28:08.927 --> 01:28:09.948
Other people are hearing bells, right?

01:28:09.969 --> 01:28:10.850
That's not just me.

01:28:10.869 --> 01:28:13.971
Yeah.

01:28:13.992 --> 01:28:15.554
Yeah, that's us.

01:28:15.634 --> 01:28:16.715
It's the bus here at,

01:28:16.854 --> 01:28:17.935
or the bells here at Nazareth.

01:28:18.015 --> 01:28:19.317
I can mute that one, but.

01:28:19.796 --> 01:28:20.457
Hey, Russ.

01:28:21.458 --> 01:28:21.719
Hey, guys.

01:28:21.738 --> 01:28:22.560
Can you hear me okay?

01:28:24.140 --> 01:28:24.881
Yeah.

01:28:24.962 --> 01:28:26.302
Russ, live from his car.

01:28:26.762 --> 01:28:27.524
Live from my car.

01:28:27.543 --> 01:28:28.604
You know, I was going to do it outside,

01:28:28.645 --> 01:28:30.046
but they got this big train out here.

01:28:30.065 --> 01:28:31.106
There's a whole lot of noise,

01:28:31.127 --> 01:28:32.207
and I don't need to record this, Jimmy.

01:28:32.247 --> 01:28:33.809
So I wanted to make sure it

01:28:33.828 --> 01:28:34.550
felt okay here.

01:28:35.188 --> 01:28:36.868
Yeah, we're live, just FYI, no editing.

01:28:36.889 --> 01:28:39.871
Okay, got it.

01:28:39.911 --> 01:28:40.891
Perfect timing, Ross.

01:28:41.171 --> 01:28:41.893
You want to introduce

01:28:41.912 --> 01:28:42.853
yourself and kind of give a

01:28:42.872 --> 01:28:44.154
little background on what you do.

01:28:44.194 --> 01:28:45.534
And then I actually have a

01:28:45.574 --> 01:28:47.497
question from somebody that

01:28:47.516 --> 01:28:48.436
didn't make it to class

01:28:48.457 --> 01:28:51.960
today that we'll go into after that.

01:28:52.000 --> 01:28:52.880
Sure, yeah.

01:28:52.920 --> 01:28:54.622
Sorry for being a little late here.

01:28:54.641 --> 01:28:57.103
I had a meeting that I couldn't pass up.

01:28:57.182 --> 01:28:58.123
I'm Ross Manalastis.

01:28:58.384 --> 01:28:59.685
I own Mana Performance Therapy.

01:29:00.725 --> 01:29:02.447
We've been in the private

01:29:02.487 --> 01:29:03.547
pay sector now for

01:29:04.695 --> 01:29:05.856
Oh geez, July was seven years.

01:29:05.917 --> 01:29:07.957
So, um, kind of crazy.

01:29:08.578 --> 01:29:08.637
Uh,

01:29:08.677 --> 01:29:10.219
my office is located in next level

01:29:10.238 --> 01:29:11.260
strength conditioning in Fairport.

01:29:11.779 --> 01:29:13.301
We're attached to two ice hockey rinks.

01:29:13.360 --> 01:29:14.841
So kind of our niches are hockey,

01:29:15.181 --> 01:29:16.922
do a lot of rotational athlete type work.

01:29:16.943 --> 01:29:19.385
So hockey, golf, um,

01:29:20.485 --> 01:29:21.886
see a lot of ACL reconstructions.

01:29:22.167 --> 01:29:22.226
Um,

01:29:22.266 --> 01:29:23.747
and then we've been doing a lot more

01:29:23.768 --> 01:29:24.488
with baseball lately.

01:29:24.528 --> 01:29:24.707
So, um,

01:29:24.747 --> 01:29:28.911
our partners in terms of organizations,

01:29:29.211 --> 01:29:29.331
um,

01:29:30.273 --> 01:29:31.073
We have our satellite

01:29:31.094 --> 01:29:31.993
location at Cobblestone

01:29:32.014 --> 01:29:33.135
Creek Country Club in Victor,

01:29:33.154 --> 01:29:33.935
which is about maybe ten

01:29:33.956 --> 01:29:34.735
miles down the road from

01:29:34.796 --> 01:29:35.756
our current office.

01:29:36.577 --> 01:29:38.519
We have a partnership with

01:29:38.578 --> 01:29:39.880
Bishop Kearney Hockey Selects,

01:29:39.899 --> 01:29:42.521
which is like a boarding

01:29:42.622 --> 01:29:43.703
hockey school here in

01:29:43.722 --> 01:29:44.722
Rochester in Irondequoit.

01:29:45.823 --> 01:29:46.604
Let's see.

01:29:46.625 --> 01:29:47.864
We have Smash Sports,

01:29:47.885 --> 01:29:49.086
which is a baseball company

01:29:49.667 --> 01:29:51.448
out in Scottsville or Henrietta area.

01:29:52.068 --> 01:29:53.989
A good buddy of mine oversees that company,

01:29:54.010 --> 01:29:55.511
so we're doing some baseball stuff there.

01:29:56.539 --> 01:29:58.201
and um last but not least we

01:29:58.240 --> 01:29:59.502
oversee the sports medicine

01:29:59.643 --> 01:30:01.703
and rehab for the rochester

01:30:01.724 --> 01:30:02.664
junior americans which is

01:30:02.704 --> 01:30:03.746
our junior hockey program

01:30:03.805 --> 01:30:05.567
at next level so we oversee

01:30:05.646 --> 01:30:06.768
all the injuries the

01:30:06.807 --> 01:30:08.088
recoveries return to sports

01:30:08.168 --> 01:30:10.030
and the protocols um to

01:30:10.070 --> 01:30:11.652
make sure guys are one not

01:30:11.692 --> 01:30:12.632
losing time on the ice but

01:30:12.672 --> 01:30:13.613
also two are getting back

01:30:13.672 --> 01:30:15.375
at a safe manner so um I've

01:30:15.395 --> 01:30:17.636
got three kids uh my life

01:30:17.716 --> 01:30:18.756
is crazy right now I've got

01:30:18.796 --> 01:30:20.319
a dog and a great wife we

01:30:20.338 --> 01:30:21.179
just celebrated fourteen

01:30:21.198 --> 01:30:23.201
years yesterday so um

01:30:24.145 --> 01:30:27.527
Listen, I think my experience as a PT,

01:30:27.646 --> 01:30:28.608
I've seen a lot of places,

01:30:28.728 --> 01:30:29.649
done a lot of different things,

01:30:29.689 --> 01:30:30.809
and just trying to figure

01:30:30.849 --> 01:30:31.869
out how I can keep up with

01:30:31.890 --> 01:30:33.610
you young studs that are

01:30:33.631 --> 01:30:34.471
coming out of school here.

01:30:34.492 --> 01:30:37.514
Awesome.

01:30:37.533 --> 01:30:38.333
I think that's pretty much it.

01:30:38.354 --> 01:30:42.377
That's my clip notes version there.

01:30:42.396 --> 01:30:42.716
Thanks, Ross.

01:30:42.737 --> 01:30:43.497
Something interesting you

01:30:43.518 --> 01:30:44.257
said there is it talks

01:30:44.278 --> 01:30:45.578
about his good buddy who he

01:30:45.658 --> 01:30:47.140
had at Smash at Sports, right?

01:30:47.199 --> 01:30:49.862
We've been talking about communication.

01:30:50.082 --> 01:30:51.162
I actually know his good buddy.

01:30:51.181 --> 01:30:52.363
We all used to play baseball together.

01:30:52.703 --> 01:30:53.423
Yes, we did.

01:30:54.104 --> 01:30:54.764
would go out there and just

01:30:54.783 --> 01:30:55.944
try not to get hurt but

01:30:56.305 --> 01:30:58.364
correct that is correct I

01:30:58.404 --> 01:30:59.445
do have a question that

01:30:59.466 --> 01:31:01.947
came in here um and it's do

01:31:02.186 --> 01:31:03.567
you all work alone or do

01:31:03.587 --> 01:31:05.467
you have any partners

01:31:05.507 --> 01:31:07.028
co-workers employees and

01:31:07.047 --> 01:31:08.208
what are the pros and cons

01:31:08.248 --> 01:31:09.328
of working alone versus

01:31:09.349 --> 01:31:10.770
having others to rely on

01:31:10.789 --> 01:31:16.211
good question yeah russ do

01:31:16.230 --> 01:31:16.912
you want to take that one

01:31:16.931 --> 01:31:17.752
because I know you've got

01:31:19.314 --> 01:31:19.595
Yeah,

01:31:19.676 --> 01:31:23.439
so we're fortunate to have Jason Turi.

01:31:23.719 --> 01:31:25.020
He's our full staff PT.

01:31:25.640 --> 01:31:27.322
He's been with us just under

01:31:27.362 --> 01:31:28.341
a year at this point in time.

01:31:29.283 --> 01:31:30.623
Jason actually came from the

01:31:30.703 --> 01:31:31.645
University of Rochester.

01:31:31.685 --> 01:31:33.305
He was their head of fitness

01:31:33.326 --> 01:31:34.346
science and performance.

01:31:34.386 --> 01:31:35.828
And so he's a great resource for us.

01:31:35.868 --> 01:31:36.948
He's really kind of elevated

01:31:37.009 --> 01:31:38.350
our practice in terms of just

01:31:38.890 --> 01:31:39.591
looking at things a little

01:31:39.610 --> 01:31:40.412
differently and looking at

01:31:40.431 --> 01:31:41.351
some of the data and some

01:31:41.391 --> 01:31:42.893
of the research that we have.

01:31:43.672 --> 01:31:46.213
He actually runs the PT Inquest podcast.

01:31:46.234 --> 01:31:47.274
So if anyone listens to that,

01:31:47.314 --> 01:31:49.154
Jason is your host on that podcast,

01:31:49.175 --> 01:31:49.875
which is pretty neat.

01:31:51.336 --> 01:31:52.456
And we also have Zach Gabor.

01:31:52.496 --> 01:31:54.296
Zach Gabor is a part-time PT with us.

01:31:54.577 --> 01:31:57.637
He works a couple hours a week for us.

01:31:57.997 --> 01:31:59.399
He oversees clinical athletes.

01:31:59.418 --> 01:32:00.238
So I don't know if you guys

01:32:00.298 --> 01:32:01.460
are familiar with clinical athlete,

01:32:01.479 --> 01:32:03.140
but Zach is the one who oversees that.

01:32:03.199 --> 01:32:05.301
So we've got two studs that

01:32:05.360 --> 01:32:06.161
we're fortunate enough to

01:32:06.180 --> 01:32:07.301
have on our staff that

01:32:07.702 --> 01:32:08.863
really kind of helps to

01:32:08.903 --> 01:32:09.904
elevate our practice and

01:32:09.963 --> 01:32:10.884
elevate the standards of

01:32:10.904 --> 01:32:12.024
what we think PT is.

01:32:12.966 --> 01:32:13.466
And it's really,

01:32:13.485 --> 01:32:14.466
really integrated into

01:32:14.506 --> 01:32:15.488
strength conditioning, right?

01:32:15.528 --> 01:32:17.948
And so, you know, a little pitch,

01:32:17.969 --> 01:32:19.371
I don't know of people in

01:32:19.390 --> 01:32:20.971
the room that are taking

01:32:21.032 --> 01:32:22.773
our elective in the spring, Mike,

01:32:22.792 --> 01:32:24.654
but we run a strength and

01:32:24.694 --> 01:32:25.654
conditioning elective at

01:32:25.734 --> 01:32:27.055
NAS in the spring semester.

01:32:27.095 --> 01:32:27.697
So that's just a little

01:32:27.716 --> 01:32:28.917
pitch for our class there.

01:32:28.957 --> 01:32:31.099
But I think the benefits of

01:32:31.139 --> 01:32:32.079
working with people

01:32:33.440 --> 01:32:35.202
especially people that are

01:32:35.221 --> 01:32:36.301
much smarter than you.

01:32:36.922 --> 01:32:37.863
I think it just allows you

01:32:37.882 --> 01:32:39.304
to look at rehab and look

01:32:39.444 --> 01:32:40.784
at business a little differently.

01:32:41.945 --> 01:32:43.207
I think while we started our

01:32:43.226 --> 01:32:44.747
business as a solo

01:32:44.787 --> 01:32:45.788
practitioner back in two

01:32:45.809 --> 01:32:46.548
thousand seventeen,

01:32:46.588 --> 01:32:47.609
I think the hard part was

01:32:48.210 --> 01:32:49.430
trying to figure out like I

01:32:49.451 --> 01:32:50.652
can do all these different

01:32:50.671 --> 01:32:51.972
things or I can just make

01:32:51.993 --> 01:32:52.993
sure I focus on what I'm

01:32:53.052 --> 01:32:54.934
good at and make sure that

01:32:55.395 --> 01:32:56.475
I can hire people around me

01:32:56.494 --> 01:32:57.676
that are much better at the

01:32:57.716 --> 01:32:58.856
other aspects of the

01:32:58.896 --> 01:33:00.337
business that maybe I'm not great at.

01:33:01.416 --> 01:33:02.997
For instance, my wife, Kat,

01:33:03.016 --> 01:33:04.077
she's a PT as well.

01:33:04.657 --> 01:33:07.717
She works in a pro bono COO

01:33:07.797 --> 01:33:08.998
role in our business.

01:33:09.498 --> 01:33:12.460
She oversees all the backend operations,

01:33:13.020 --> 01:33:14.000
some of the financial stuff

01:33:14.020 --> 01:33:16.780
that I do and I'm good at,

01:33:16.820 --> 01:33:18.801
but I know she's extremely good at.

01:33:19.181 --> 01:33:20.341
Then Jason and Zach,

01:33:20.641 --> 01:33:21.542
they oversee a lot of our

01:33:21.563 --> 01:33:23.403
protocols and a lot of our programming.

01:33:24.663 --> 01:33:24.904
Again,

01:33:25.083 --> 01:33:26.503
my job right now while I'm still

01:33:26.564 --> 01:33:27.925
treating in the office, maybe fifteen,

01:33:27.965 --> 01:33:28.585
twenty hours a week,

01:33:29.064 --> 01:33:30.225
My job now is trying to

01:33:30.246 --> 01:33:31.386
figure out how can we talk

01:33:31.426 --> 01:33:32.487
to different organizations

01:33:32.506 --> 01:33:34.547
and different companies to

01:33:34.587 --> 01:33:36.009
be able to show them the

01:33:36.048 --> 01:33:37.009
value of what we're doing

01:33:37.048 --> 01:33:38.069
and how we're much

01:33:38.130 --> 01:33:39.470
different than just your

01:33:39.511 --> 01:33:40.850
traditional rehab down the street.

01:33:40.911 --> 01:33:42.311
So I think the hard part

01:33:42.332 --> 01:33:43.332
about working by yourself

01:33:43.372 --> 01:33:44.672
is that there's a lot of

01:33:44.752 --> 01:33:46.014
doubt that you have in your

01:33:46.094 --> 01:33:48.015
head when you're a solo practitioner,

01:33:48.055 --> 01:33:49.376
especially going against

01:33:49.395 --> 01:33:50.896
the grain and running your own practice,

01:33:50.917 --> 01:33:52.056
especially a cash base or

01:33:52.176 --> 01:33:53.097
outer network practice.

01:33:54.018 --> 01:33:55.179
And you have a lot of doubt

01:33:55.439 --> 01:33:57.180
about how much you should charge,

01:33:58.210 --> 01:33:59.331
Should you be doing this?

01:33:59.891 --> 01:34:00.712
Selling, right?

01:34:00.731 --> 01:34:01.372
And I know, Jimmy,

01:34:01.672 --> 01:34:02.913
we've talked about this in the past,

01:34:02.953 --> 01:34:03.873
but selling is something

01:34:03.913 --> 01:34:05.636
that you do each and every day.

01:34:06.615 --> 01:34:07.457
It's something you have to be really,

01:34:07.476 --> 01:34:08.016
really good at.

01:34:08.637 --> 01:34:09.498
And if you don't sell

01:34:09.519 --> 01:34:10.479
yourself and you don't sell

01:34:10.519 --> 01:34:11.600
the service that you're providing,

01:34:12.119 --> 01:34:12.961
then the person's like,

01:34:13.440 --> 01:34:14.542
I'm not sure this is valuable for me.

01:34:14.582 --> 01:34:15.243
I just go down the street

01:34:15.262 --> 01:34:16.543
and pay X amount of dollars

01:34:16.644 --> 01:34:19.426
less to get maybe a substandard of care,

01:34:19.445 --> 01:34:20.025
but it's something that

01:34:20.046 --> 01:34:20.947
they value because it's cheaper.

01:34:21.559 --> 01:34:21.698
Right.

01:34:21.738 --> 01:34:23.119
And so I think the hard part

01:34:23.140 --> 01:34:24.100
about working by yourself

01:34:24.201 --> 01:34:26.002
is just making sure you've

01:34:26.042 --> 01:34:26.963
got a good network of

01:34:27.003 --> 01:34:28.784
people to one kind of lean

01:34:28.845 --> 01:34:29.985
on if you are frustrated

01:34:30.046 --> 01:34:32.028
and you need somewhere to kind of vent.

01:34:32.809 --> 01:34:34.029
But also to the benefits of

01:34:34.069 --> 01:34:34.831
working with partners is

01:34:34.850 --> 01:34:36.131
that you can really,

01:34:36.532 --> 01:34:39.215
really be good at what you

01:34:39.255 --> 01:34:40.074
think you're good at and

01:34:40.095 --> 01:34:41.497
then be able to delegate

01:34:42.237 --> 01:34:43.037
the other roles and

01:34:43.078 --> 01:34:43.998
responsibilities of your

01:34:44.019 --> 01:34:45.500
business based on what the

01:34:45.520 --> 01:34:46.421
other skill sets of the

01:34:46.440 --> 01:34:47.641
people around you have as well.

01:34:50.481 --> 01:34:51.363
All right.

01:34:51.382 --> 01:34:54.225
Brenda, you want to take, go next?

01:34:54.244 --> 01:34:54.404
Yeah,

01:34:54.505 --> 01:34:55.886
I can echo that with Russ because I

01:34:56.086 --> 01:34:57.667
am a sole practitioner.

01:34:57.766 --> 01:34:58.587
It's just me.

01:34:59.167 --> 01:35:00.529
Part of that is based on the

01:35:00.569 --> 01:35:02.451
confines of my current space.

01:35:02.530 --> 01:35:05.113
I just don't have capacity

01:35:06.012 --> 01:35:07.213
to take anybody on,

01:35:07.314 --> 01:35:08.954
but I'm trying to stay

01:35:08.975 --> 01:35:10.256
creative and open-minded to

01:35:10.296 --> 01:35:11.216
that and just see what the

01:35:11.256 --> 01:35:13.297
next steps are for me in that sense.

01:35:13.318 --> 01:35:14.099
Cause I miss people.

01:35:14.338 --> 01:35:16.100
I miss working and

01:35:16.140 --> 01:35:17.981
partnering with somebody and just,

01:35:18.561 --> 01:35:19.662
learning from them and

01:35:19.682 --> 01:35:22.283
getting new ideas um that

01:35:22.344 --> 01:35:23.283
don't just come from my

01:35:23.324 --> 01:35:25.466
head so but the way that I

01:35:25.525 --> 01:35:28.947
combat that is um I have

01:35:29.027 --> 01:35:30.207
strong collaborations in

01:35:30.228 --> 01:35:32.809
the community um so I do a

01:35:32.929 --> 01:35:33.829
lot of work with a

01:35:33.909 --> 01:35:35.411
non-profit um with a lot of

01:35:35.451 --> 01:35:37.851
other professionals and I

01:35:37.912 --> 01:35:39.613
have a strong um

01:35:40.708 --> 01:35:42.789
networking source where I

01:35:42.869 --> 01:35:44.510
refer out and people refer to me.

01:35:45.270 --> 01:35:48.291
Um, we do kind of collaborative workshops.

01:35:48.971 --> 01:35:49.811
And so that,

01:35:49.912 --> 01:35:52.412
that does help me because I am

01:35:52.432 --> 01:35:53.273
very people driven.

01:35:53.332 --> 01:35:54.432
So that is one of the

01:35:54.453 --> 01:35:57.954
challenges of just being me here at home.

01:35:58.675 --> 01:35:58.795
Um,

01:35:58.835 --> 01:36:01.336
the positive about it is that it is me

01:36:01.376 --> 01:36:04.796
here at home and I have three young kids.

01:36:04.936 --> 01:36:05.377
And so,

01:36:06.144 --> 01:36:08.083
It's very organic and easy

01:36:08.144 --> 01:36:10.704
to balance my time between

01:36:10.725 --> 01:36:11.725
when I have a client here

01:36:12.064 --> 01:36:13.164
and when I have to run up

01:36:13.204 --> 01:36:14.704
and throw laundry in between clients,

01:36:14.744 --> 01:36:15.024
you know?

01:36:15.086 --> 01:36:16.746
So for me,

01:36:16.926 --> 01:36:18.286
this works right now and that's

01:36:18.305 --> 01:36:19.525
why I designed it this way.

01:36:19.685 --> 01:36:21.947
And it was my goal when I had babies.

01:36:22.966 --> 01:36:24.867
But I am kind of always

01:36:25.087 --> 01:36:28.087
looking for that creative

01:36:28.148 --> 01:36:29.707
next step to again,

01:36:29.768 --> 01:36:32.287
be amongst people and hire out.

01:36:32.427 --> 01:36:33.368
Oh, and I didn't even say this,

01:36:33.389 --> 01:36:35.769
but I have over the years,

01:36:36.347 --> 01:36:37.529
when I got brave enough to

01:36:37.588 --> 01:36:38.930
and realizing I can't do it all.

01:36:39.050 --> 01:36:40.631
I do have, I've hired out,

01:36:40.671 --> 01:36:41.372
like I've hired out a

01:36:41.412 --> 01:36:43.373
business coach and I've

01:36:43.413 --> 01:36:45.395
hired out a branding manager.

01:36:45.895 --> 01:36:49.238
And so they work for me,

01:36:49.297 --> 01:36:50.118
but not in the sense of

01:36:50.158 --> 01:36:51.159
working under my roof.

01:36:51.180 --> 01:36:52.720
So that helps me a lot.

01:36:52.740 --> 01:36:57.704
And now you're actually

01:36:57.725 --> 01:36:59.966
working from home with your husband too.

01:37:00.407 --> 01:37:00.768
Yes.

01:37:00.887 --> 01:37:01.448
They're very negative,

01:37:01.488 --> 01:37:04.170
but you are working with your husband.

01:37:05.958 --> 01:37:06.798
Yes, yes.

01:37:06.859 --> 01:37:07.760
He's in the back.

01:37:07.920 --> 01:37:08.600
I'm in the front.

01:37:08.979 --> 01:37:10.440
And it's actually ironic how

01:37:10.461 --> 01:37:11.301
little we see each other

01:37:11.320 --> 01:37:12.662
during the day or hear each other.

01:37:13.662 --> 01:37:14.103
But yes,

01:37:14.162 --> 01:37:16.184
he is full time work from home now.

01:37:17.043 --> 01:37:18.784
One of Dr. Houston's good friends.

01:37:22.185 --> 01:37:23.167
So I've got a little bit of

01:37:23.186 --> 01:37:24.067
a different situation

01:37:24.106 --> 01:37:25.747
because I'm very self-aware

01:37:25.768 --> 01:37:28.649
of my current situation and I don't.

01:37:30.011 --> 01:37:31.493
seek out and hire out a lot

01:37:31.533 --> 01:37:33.756
of other resources that I

01:37:33.836 --> 01:37:34.556
probably should.

01:37:34.837 --> 01:37:38.000
And it's just, I've made it happen.

01:37:38.020 --> 01:37:38.600
I've made it work.

01:37:38.661 --> 01:37:40.182
But in the same sense,

01:37:40.682 --> 01:37:41.503
I feel like I do surround

01:37:41.543 --> 01:37:42.704
myself with people that are

01:37:43.105 --> 01:37:44.346
still in my business.

01:37:44.506 --> 01:37:45.627
So in my situation,

01:37:45.768 --> 01:37:47.529
I'm around hundreds of people every day.

01:37:48.211 --> 01:37:50.393
And the employees at the gym where I am,

01:37:50.432 --> 01:37:50.752
they're all

01:37:51.903 --> 01:37:53.163
on my side they're basically

01:37:53.184 --> 01:37:54.043
part of my business too

01:37:54.064 --> 01:37:54.724
because they're helping

01:37:54.764 --> 01:37:55.784
they know the value of it

01:37:55.805 --> 01:37:57.024
they've seen it I help them

01:37:57.064 --> 01:37:58.525
they they've had personal

01:37:58.546 --> 01:37:59.586
interaction so they're

01:37:59.725 --> 01:38:00.987
technically extensions and

01:38:01.006 --> 01:38:02.667
branches of me as well that

01:38:02.707 --> 01:38:04.347
help to build my business

01:38:04.387 --> 01:38:05.127
and grow my business too

01:38:05.167 --> 01:38:06.269
you know all the

01:38:06.288 --> 01:38:07.248
partnerships that you make

01:38:07.288 --> 01:38:08.130
with all the other

01:38:08.229 --> 01:38:09.229
organizations like russell

01:38:09.250 --> 01:38:10.791
sam you know you partner

01:38:10.831 --> 01:38:11.451
with this baseball

01:38:11.470 --> 01:38:12.470
organization this softball

01:38:12.490 --> 01:38:13.452
this soccer this whatever

01:38:13.532 --> 01:38:14.231
if you're going to be in

01:38:14.372 --> 01:38:17.212
that that realm um all that

01:38:17.252 --> 01:38:18.654
I think is little branches of you

01:38:19.494 --> 01:38:20.855
as long as you sell yourself well,

01:38:20.876 --> 01:38:21.917
like Russ said, too.

01:38:21.936 --> 01:38:24.278
So I think that's a lot of

01:38:24.318 --> 01:38:25.698
what I've done is not

01:38:25.719 --> 01:38:27.119
necessarily financially hired.

01:38:27.560 --> 01:38:28.440
I see the value in it.

01:38:28.480 --> 01:38:30.042
And I've said this last year, too,

01:38:30.082 --> 01:38:31.042
is that I see the value in

01:38:31.082 --> 01:38:32.224
it and I probably should do it.

01:38:33.003 --> 01:38:34.965
But I've made it work so far

01:38:36.286 --> 01:38:36.907
to where I haven't

01:38:37.386 --> 01:38:38.608
physically or actually

01:38:38.648 --> 01:38:40.668
financially hired people out to do that.

01:38:40.948 --> 01:38:41.529
I feel like it's...

01:38:42.716 --> 01:38:43.797
it's a reputation thing and

01:38:43.818 --> 01:38:44.978
it's it's a it's a thing

01:38:45.018 --> 01:38:45.899
where people it's word of

01:38:45.918 --> 01:38:47.399
mouth with business with

01:38:47.498 --> 01:38:48.319
people you have

01:38:48.340 --> 01:38:49.520
interactions with and they

01:38:49.539 --> 01:38:50.701
help to grow it as well

01:38:50.720 --> 01:38:51.220
they're part of your

01:38:51.261 --> 01:38:55.582
business um yeah being

01:38:55.722 --> 01:38:57.423
still kind of early on into

01:38:57.463 --> 01:38:58.503
this it's been really

01:38:58.524 --> 01:39:00.005
helpful I think for me to

01:39:00.244 --> 01:39:01.786
to kind of do everything or

01:39:01.805 --> 01:39:02.945
at least have a pretty good

01:39:03.025 --> 01:39:04.067
understanding of how things

01:39:04.106 --> 01:39:05.447
work how does you know

01:39:05.648 --> 01:39:06.688
website development work

01:39:06.728 --> 01:39:08.609
what does marketing look like you know

01:39:09.012 --> 01:39:10.234
I want to create a newsletter.

01:39:10.413 --> 01:39:11.814
What does that process look like?

01:39:11.835 --> 01:39:12.836
I have hired out some of

01:39:12.855 --> 01:39:14.136
that stuff now at this point,

01:39:14.837 --> 01:39:16.118
but I think it can't be

01:39:17.398 --> 01:39:18.618
understated that it is

01:39:18.998 --> 01:39:19.560
pretty important to

01:39:19.579 --> 01:39:20.740
understand how all the

01:39:20.780 --> 01:39:22.121
parts work together in your

01:39:22.140 --> 01:39:26.463
business before outsourcing those things.

01:39:26.503 --> 01:39:27.765
Unless you're completely

01:39:29.966 --> 01:39:30.988
If no kind of basic

01:39:31.007 --> 01:39:32.347
knowledge on how something works,

01:39:32.387 --> 01:39:33.488
then obviously you need to

01:39:33.529 --> 01:39:34.509
look to someone for help.

01:39:34.529 --> 01:39:36.149
But I think at least trying

01:39:36.170 --> 01:39:38.051
to do some of the things or

01:39:38.091 --> 01:39:39.051
most of the things yourself

01:39:39.152 --> 01:39:41.813
early on can be really helpful.

01:39:41.853 --> 01:39:43.453
So yeah,

01:39:43.493 --> 01:39:45.215
just speaking to kind of who I work with.

01:39:45.234 --> 01:39:46.694
So I work in a really kind of warm,

01:39:46.734 --> 01:39:47.815
collaborative space.

01:39:47.836 --> 01:39:49.115
We do like open houses.

01:39:49.917 --> 01:39:51.997
We share some clients and

01:39:52.177 --> 01:39:53.618
patients as needed in that

01:39:53.679 --> 01:39:54.479
multifunctional health

01:39:54.498 --> 01:39:56.100
space that I work out of.

01:39:56.640 --> 01:39:58.301
So that's a really good experience.

01:39:58.320 --> 01:39:58.461
But

01:39:59.399 --> 01:39:59.599
Yeah,

01:39:59.658 --> 01:40:01.359
I think also just kind of having an

01:40:01.439 --> 01:40:02.961
idea of what your, you know,

01:40:02.980 --> 01:40:03.881
need to have this starting

01:40:03.921 --> 01:40:05.322
out if you're gonna start a practice.

01:40:05.362 --> 01:40:08.103
But what do you want your, you know,

01:40:08.143 --> 01:40:10.163
kind of practice to look like?

01:40:10.323 --> 01:40:12.744
As Brenda used the term design,

01:40:12.784 --> 01:40:13.484
which I really like,

01:40:13.685 --> 01:40:15.305
you can design it any way you want.

01:40:15.345 --> 01:40:16.326
Like maybe you only want to

01:40:16.386 --> 01:40:18.067
treat five patients a week.

01:40:18.087 --> 01:40:20.087
Well, that's cool, but like, you know,

01:40:20.127 --> 01:40:21.689
your numbers and how is this gonna work?

01:40:21.708 --> 01:40:23.109
Like where's the cash coming from, right?

01:40:24.250 --> 01:40:25.470
So you need to understand

01:40:25.489 --> 01:40:25.989
that type of thing.

01:40:26.130 --> 01:40:27.430
Or maybe you wanna just,

01:40:27.775 --> 01:40:29.056
do everything yourself and

01:40:29.077 --> 01:40:30.698
you want to be you want to

01:40:30.717 --> 01:40:31.779
be on social media that you

01:40:31.798 --> 01:40:32.538
want to do all your

01:40:32.559 --> 01:40:33.699
marketing and you want to

01:40:33.720 --> 01:40:34.541
see all the patients and

01:40:34.560 --> 01:40:35.661
just not hire anything out

01:40:35.680 --> 01:40:36.561
well great that's going to

01:40:36.582 --> 01:40:38.483
save you a lot of money but

01:40:38.502 --> 01:40:39.583
you need to also invest the

01:40:39.623 --> 01:40:41.364
time into acquiring that

01:40:41.404 --> 01:40:42.445
knowledge into how to do

01:40:42.525 --> 01:40:43.747
all those things on top of

01:40:43.766 --> 01:40:44.747
treatment patients so

01:40:45.167 --> 01:40:46.068
there's just there's

01:40:46.087 --> 01:40:46.969
there's different systems

01:40:47.009 --> 01:40:48.590
different business designs

01:40:48.750 --> 01:40:49.951
but uh the cool thing about

01:40:49.970 --> 01:40:50.730
being an entrepreneur is

01:40:50.751 --> 01:40:51.652
you're in control of that

01:40:51.692 --> 01:40:52.712
so you're kind of in

01:40:52.733 --> 01:40:55.994
control of that vision so yeah

01:40:56.826 --> 01:40:57.707
It's the worst.

01:40:57.828 --> 01:40:58.507
Cause you have to do that

01:40:58.548 --> 01:40:59.569
thing in PT school that I

01:40:59.609 --> 01:41:00.511
avoided like the plague,

01:41:00.530 --> 01:41:02.253
which is a self like reflection.

01:41:02.935 --> 01:41:04.115
Ah, the worst.

01:41:04.237 --> 01:41:05.398
It's like write stuff and

01:41:05.438 --> 01:41:06.899
reflect and think who's got

01:41:06.939 --> 01:41:08.403
time to think I'm in PT school.

01:41:08.762 --> 01:41:10.164
I don't have time to think or learn.

01:41:10.185 --> 01:41:11.065
I just have to do things.

01:41:11.868 --> 01:41:12.529
But ironically,

01:41:12.769 --> 01:41:13.890
by doing that after PT

01:41:13.909 --> 01:41:15.609
school is when I got and learned the most,

01:41:16.090 --> 01:41:17.610
when I paused and just sort of reflected.

01:41:17.730 --> 01:41:19.212
I didn't do it necessarily formally,

01:41:19.511 --> 01:41:21.252
but I caught myself doing it informally.

01:41:21.692 --> 01:41:22.393
Where do I want to go?

01:41:22.512 --> 01:41:23.493
Where do I want to design?

01:41:24.292 --> 01:41:24.934
What's this going to look

01:41:24.953 --> 01:41:26.894
like in six months or six years?

01:41:26.913 --> 01:41:27.895
Or what could it look like?

01:41:29.395 --> 01:41:30.395
what you're deciding right

01:41:30.475 --> 01:41:31.935
now you're gonna bear

01:41:32.157 --> 01:41:33.117
that's that's what you're

01:41:33.256 --> 01:41:34.097
you're gonna bear the fruit

01:41:34.198 --> 01:41:35.719
of six months or five years

01:41:35.738 --> 01:41:37.779
from now so be intentional

01:41:37.819 --> 01:41:39.640
about that um at the same

01:41:39.680 --> 01:41:40.761
time being fluid right

01:41:40.841 --> 01:41:43.462
bruce lee be like water um

01:41:43.483 --> 01:41:44.923
but what do they say don't

01:41:45.384 --> 01:41:46.664
uh never change the goal

01:41:46.805 --> 01:41:48.305
just change the path hey if

01:41:48.326 --> 01:41:48.985
there's something that's

01:41:49.046 --> 01:41:50.067
not working great let's

01:41:50.106 --> 01:41:51.287
change let's change that

01:41:51.327 --> 01:41:53.047
path but not the goal good

01:41:53.108 --> 01:41:54.109
I mean you got into it for

01:41:54.128 --> 01:41:54.929
a reason don't change the

01:41:54.948 --> 01:41:56.911
goal and that goal can be people

01:41:57.853 --> 01:41:58.734
And not all of them have to

01:41:58.774 --> 01:42:00.194
be full-time hires, right?

01:42:00.215 --> 01:42:01.074
You don't need to make that

01:42:01.154 --> 01:42:02.015
sort of investment.

01:42:02.576 --> 01:42:03.216
You do need to make a

01:42:03.296 --> 01:42:04.417
different investment.

01:42:04.436 --> 01:42:05.957
Is it an informal relationship, right?

01:42:06.118 --> 01:42:07.259
I've got mentors that I call

01:42:07.619 --> 01:42:09.240
and I do not pay them, right?

01:42:09.261 --> 01:42:10.060
They're just people in my

01:42:10.100 --> 01:42:11.981
life that want to have that.

01:42:12.002 --> 01:42:12.863
There are people that I pay

01:42:12.903 --> 01:42:15.824
to do things like accounting.

01:42:16.045 --> 01:42:17.826
That's too expensive for me to mess up.

01:42:17.926 --> 01:42:19.186
I don't want to spend the time doing it.

01:42:19.627 --> 01:42:20.347
I hate it.

01:42:20.747 --> 01:42:22.088
And to me, it's too scary.

01:42:22.248 --> 01:42:23.390
There's too much possible

01:42:23.430 --> 01:42:25.371
downside if I put a wrong zero somewhere.

01:42:25.811 --> 01:42:27.393
Someone else digs that.

01:42:28.252 --> 01:42:29.213
Like that's why they went to

01:42:29.253 --> 01:42:30.335
school and that's why they get up.

01:42:30.654 --> 01:42:31.615
I can't fathom it.

01:42:32.176 --> 01:42:33.077
I don't understand it,

01:42:33.096 --> 01:42:34.478
but they like spreadsheets and numbers.

01:42:34.738 --> 01:42:36.239
Great spreadsheet all day.

01:42:36.720 --> 01:42:37.121
So one of the,

01:42:37.301 --> 01:42:38.662
one of the best things I did,

01:42:38.981 --> 01:42:40.182
I had some people working

01:42:40.724 --> 01:42:42.564
on the podcast and other things with me.

01:42:42.864 --> 01:42:44.386
We took one of those, um, uh,

01:42:44.426 --> 01:42:46.047
like personality strengths finders.

01:42:46.087 --> 01:42:47.069
We did strengths finders.

01:42:48.559 --> 01:42:50.621
And the results that I got, like Derek,

01:42:50.640 --> 01:42:52.061
like you would have gotten woo.

01:42:52.703 --> 01:42:53.804
That's like one of the personality type,

01:42:53.884 --> 01:42:54.764
winning others over.

01:42:54.823 --> 01:42:56.765
Like, oh, we need, I need you to like me.

01:42:56.786 --> 01:42:57.287
If you don't like me,

01:42:57.327 --> 01:42:58.207
I can't understand why I

01:42:58.247 --> 01:42:59.328
can't go to sleep at night, right?

01:42:59.868 --> 01:43:00.989
A lot of my strengths were

01:43:01.010 --> 01:43:01.909
not shocks to me.

01:43:02.742 --> 01:43:04.563
But when we started sharing them together,

01:43:05.162 --> 01:43:06.122
I realized that I was

01:43:06.182 --> 01:43:08.203
keeping organizational tasks,

01:43:08.625 --> 01:43:10.244
spreadsheet stuff from

01:43:10.324 --> 01:43:11.525
somebody else on my team.

01:43:12.386 --> 01:43:14.226
And that was the thing she loved.

01:43:14.907 --> 01:43:16.087
So you see where my

01:43:16.148 --> 01:43:17.108
personality and their

01:43:17.167 --> 01:43:18.189
personality were opposed.

01:43:18.769 --> 01:43:20.210
I wasn't giving her boring

01:43:20.250 --> 01:43:22.470
tasks because I wanted her to like me.

01:43:22.751 --> 01:43:24.310
And by giving her spreadsheet stuff,

01:43:24.371 --> 01:43:25.692
she might not like me.

01:43:26.171 --> 01:43:27.712
That was the reason she was there.

01:43:28.533 --> 01:43:31.034
Once I understood that, level unlocked.

01:43:31.454 --> 01:43:33.235
She got more stuff that she wanted to do,

01:43:33.657 --> 01:43:34.756
and I got the spreadsheet

01:43:34.796 --> 01:43:36.478
stuff done and didn't have to do it.

01:43:36.859 --> 01:43:38.199
So it starts, unfortunately,

01:43:38.220 --> 01:43:38.899
with that thing we want to

01:43:38.939 --> 01:43:39.940
avoid in PT school,

01:43:40.640 --> 01:43:42.122
which is self-reflection.

01:43:42.381 --> 01:43:42.882
But it works.

01:43:43.082 --> 01:43:43.342
Who knew?

01:43:43.363 --> 01:43:48.447
Next question.

01:43:54.432 --> 01:43:55.914
With burnout rates being so

01:43:55.935 --> 01:43:57.416
high in physical therapists,

01:43:57.555 --> 01:43:58.756
how do you sort of avoid

01:43:58.777 --> 01:44:00.738
that with owning your own

01:44:00.779 --> 01:44:03.240
business and balance it,

01:44:03.261 --> 01:44:04.101
making sure you're not

01:44:04.122 --> 01:44:05.203
spreading yourself too thin?

01:44:09.027 --> 01:44:11.029
So avoiding burnout and not

01:44:11.069 --> 01:44:12.329
spreading yourself too thin

01:44:12.369 --> 01:44:13.511
while owning your own business.

01:44:16.485 --> 01:44:17.907
actually fairly easy to

01:44:17.966 --> 01:44:19.247
avoid burnout because

01:44:19.287 --> 01:44:19.987
you're in charge of

01:44:20.067 --> 01:44:22.028
whatever you want your

01:44:22.068 --> 01:44:24.708
business to be it's burnout

01:44:24.769 --> 01:44:25.488
is you're just seeing too

01:44:25.509 --> 01:44:27.069
many patients if burnout is

01:44:27.109 --> 01:44:27.850
you're being told what to

01:44:27.890 --> 01:44:29.090
do too much you know that's

01:44:29.210 --> 01:44:30.350
that's all in your control

01:44:30.890 --> 01:44:31.890
so depends on what the

01:44:31.911 --> 01:44:33.851
burnout is due to and

01:44:34.731 --> 01:44:35.893
sometimes you got to find

01:44:35.912 --> 01:44:37.033
your path you know trial

01:44:37.052 --> 01:44:38.193
and error find your passion

01:44:38.634 --> 01:44:41.173
I enjoy this so like I'm

01:44:41.213 --> 01:44:42.935
scrolling on instagram I'm not

01:44:43.362 --> 01:44:44.301
not scrolling through cat

01:44:44.322 --> 01:44:45.443
videos it's physical

01:44:45.462 --> 01:44:46.443
therapy stuff that ends up

01:44:46.722 --> 01:44:47.863
coming up all the time it's

01:44:47.884 --> 01:44:48.684
just because that's what I

01:44:49.163 --> 01:44:51.204
end up putting my eyes on

01:44:51.284 --> 01:44:53.565
so I enjoy it it's fun it's

01:44:53.586 --> 01:44:55.207
a passion so I think that

01:44:55.447 --> 01:44:56.926
you just build off of that

01:44:57.106 --> 01:44:58.328
and then pretty much avoids

01:44:58.368 --> 01:45:01.208
burnout on its own so yeah

01:45:01.328 --> 01:45:04.989
if in if you are burned out

01:45:05.331 --> 01:45:06.171
dealing with too many

01:45:06.211 --> 01:45:07.671
people again change the

01:45:07.690 --> 01:45:08.971
path like like Jimmy said

01:45:10.180 --> 01:45:11.180
change something it doesn't

01:45:11.199 --> 01:45:11.960
have to be everything

01:45:12.119 --> 01:45:13.060
that's just a little bit of

01:45:13.081 --> 01:45:13.780
something here and there

01:45:13.801 --> 01:45:14.621
and it's probably going to

01:45:14.640 --> 01:45:15.801
have to be continue to

01:45:15.820 --> 01:45:16.481
change throughout your

01:45:16.502 --> 01:45:17.301
entire life it can't be the

01:45:17.341 --> 01:45:18.141
same thing the whole time

01:45:18.162 --> 01:45:18.841
it's just I don't think

01:45:19.101 --> 01:45:23.143
we're wired that way you

01:45:23.162 --> 01:45:23.903
change nothing nothing

01:45:23.922 --> 01:45:26.463
changes oh I like that

01:45:26.724 --> 01:45:27.684
brothers it's not me sorry

01:45:31.085 --> 01:45:32.005
jimmy you want to go I

01:45:32.164 --> 01:45:32.965
think you've done a lot of

01:45:33.064 --> 01:45:34.166
uh research and a lot of

01:45:34.185 --> 01:45:35.345
conversations on this topic

01:45:35.631 --> 01:45:35.872
Yep.

01:45:35.891 --> 01:45:36.632
Done a lot of research,

01:45:36.653 --> 01:45:37.432
which is talking about it

01:45:37.453 --> 01:45:38.434
because it is a frequently

01:45:38.493 --> 01:45:39.014
asked question.

01:45:39.514 --> 01:45:39.734
I mean,

01:45:39.774 --> 01:45:41.055
my dad was a New York City fireman.

01:45:41.095 --> 01:45:42.115
He walked by a little while ago.

01:45:42.536 --> 01:45:44.537
Like, number one, where's the fire?

01:45:45.877 --> 01:45:47.298
Smells like, feels like burnout.

01:45:47.538 --> 01:45:48.920
Where's it coming from?

01:45:49.000 --> 01:45:49.819
That's the first thing a

01:45:49.859 --> 01:45:50.701
fireman needs to do.

01:45:50.841 --> 01:45:53.261
So what is the thing that is causing you,

01:45:54.603 --> 01:45:56.503
self-reflection, burnout?

01:45:57.765 --> 01:45:58.845
And then how do we go around that?

01:45:58.945 --> 01:46:00.546
How can I remove that from your every day?

01:46:01.792 --> 01:46:01.992
Man,

01:46:02.032 --> 01:46:03.354
if it was accounting for me and I

01:46:03.453 --> 01:46:04.534
stopped doing what I did

01:46:04.574 --> 01:46:05.516
because accounting,

01:46:06.297 --> 01:46:07.259
how frustrated would my

01:46:07.319 --> 01:46:08.140
buddy be who's an accountant?

01:46:08.159 --> 01:46:08.479
He's like, dude,

01:46:08.500 --> 01:46:08.961
I could have done your

01:46:08.980 --> 01:46:11.224
books in ten minutes for free.

01:46:11.463 --> 01:46:12.104
Or you could have hired that

01:46:12.125 --> 01:46:13.386
guy for a hundred dollars.

01:46:14.287 --> 01:46:16.170
I removed that and things got better.

01:46:17.335 --> 01:46:18.555
addition by subtraction.

01:46:18.615 --> 01:46:21.578
So number one is, where's the fire?

01:46:22.060 --> 01:46:22.840
And then once you figure out

01:46:22.859 --> 01:46:23.541
where the fire is,

01:46:23.961 --> 01:46:25.443
the path gets real clear.

01:46:25.962 --> 01:46:28.265
But burnout is an ambiguous term.

01:46:28.886 --> 01:46:30.268
Whoever the student was that asked that,

01:46:30.927 --> 01:46:33.411
she might get burned out doing X.

01:46:34.993 --> 01:46:36.014
Why is the person next to

01:46:36.033 --> 01:46:36.875
her not burned out?

01:46:37.395 --> 01:46:38.835
That part doesn't, they like it.

01:46:38.895 --> 01:46:39.375
You don't.

01:46:39.695 --> 01:46:40.855
Can you change the path

01:46:40.895 --> 01:46:42.155
without changing the destination?

01:46:42.496 --> 01:46:42.837
Yes.

01:46:43.277 --> 01:46:45.037
So find where the fire is.

01:46:45.337 --> 01:46:46.717
Can I remove it?

01:46:46.837 --> 01:46:50.099
Go over, around, through, under, right?

01:46:50.578 --> 01:46:52.340
And then can I continue on

01:46:52.380 --> 01:46:54.261
this path with this deviation?

01:46:54.440 --> 01:46:55.462
I think the answer is yes.

01:46:55.521 --> 01:46:57.203
I think the people I mean,

01:46:57.762 --> 01:46:58.222
what was his name?

01:46:58.262 --> 01:46:58.663
Darwin.

01:46:58.684 --> 01:47:00.224
It's not the strongest who survive.

01:47:00.243 --> 01:47:01.824
It is the most adaptable to change.

01:47:02.286 --> 01:47:04.266
So if you want to be around for a while,

01:47:04.487 --> 01:47:05.606
right, you want to avoid burnout,

01:47:05.787 --> 01:47:06.528
be adaptable.

01:47:06.807 --> 01:47:08.109
But you have to you have to

01:47:08.149 --> 01:47:09.429
self-reflect and you have

01:47:09.469 --> 01:47:10.289
to know where you're going,

01:47:10.949 --> 01:47:12.530
where I am right now and where I'm going.

01:47:12.591 --> 01:47:13.712
Man, that sounds a lot like a P.T.

01:47:13.771 --> 01:47:14.011
eval.

01:47:24.088 --> 01:47:26.990
Yeah, I mean, I think for me, you know,

01:47:27.030 --> 01:47:28.371
starting off doing

01:47:28.411 --> 01:47:30.632
everything from social media, website,

01:47:31.872 --> 01:47:35.576
marketing, client care, home programs,

01:47:35.615 --> 01:47:38.077
remote programming, virtual consults,

01:47:38.716 --> 01:47:39.137
it's a lot.

01:47:39.698 --> 01:47:41.859
And I think, you know, I think for me,

01:47:41.998 --> 01:47:44.421
I'm very driven by trying

01:47:44.461 --> 01:47:45.981
to continue to kind of push

01:47:46.002 --> 01:47:46.841
our profession forward,

01:47:46.881 --> 01:47:48.042
but also to try and

01:47:48.671 --> 01:47:50.252
prove the doubters wrong, right?

01:47:50.273 --> 01:47:50.493
Like, Oh,

01:47:50.533 --> 01:47:52.194
you can't start a cash practice in this,

01:47:52.434 --> 01:47:53.014
in Rochester.

01:47:53.033 --> 01:47:54.094
There's no way you're not

01:47:54.113 --> 01:47:54.914
going to be successful.

01:47:54.975 --> 01:47:56.175
No one's going to pay this money, blah,

01:47:56.194 --> 01:47:56.855
blah, blah, blah, blah.

01:47:57.636 --> 01:47:58.997
So I have a tendency to wear

01:47:59.037 --> 01:47:59.997
my emotion on my sleeve.

01:48:00.016 --> 01:48:02.518
And a lot of times when, um, you know,

01:48:02.618 --> 01:48:04.779
if you're frustrated or, or, you know,

01:48:04.819 --> 01:48:06.899
maybe annoyed by situations,

01:48:07.600 --> 01:48:08.201
you don't want that to

01:48:08.220 --> 01:48:09.020
spill that into your

01:48:09.060 --> 01:48:09.820
personal life either.

01:48:09.881 --> 01:48:10.041
Right.

01:48:10.100 --> 01:48:11.061
I think a lot of times, you know,

01:48:11.082 --> 01:48:11.962
you talk about balance

01:48:11.981 --> 01:48:13.422
between personal and professional.

01:48:14.560 --> 01:48:16.320
I think, unfortunately, as an entrepreneur,

01:48:16.360 --> 01:48:17.640
as someone who owns a business, it's very,

01:48:17.680 --> 01:48:19.082
very hard to separate the two.

01:48:19.381 --> 01:48:20.162
And when you don't separate

01:48:20.181 --> 01:48:21.442
the two or can't do that,

01:48:22.162 --> 01:48:23.682
it can it can be very,

01:48:23.703 --> 01:48:25.944
very challenging to live

01:48:25.963 --> 01:48:27.003
the life that you quote

01:48:27.024 --> 01:48:28.064
unquote want to live.

01:48:28.364 --> 01:48:28.564
Right.

01:48:28.625 --> 01:48:29.664
And so, well, yes,

01:48:29.685 --> 01:48:30.865
we have the autonomy to do

01:48:30.905 --> 01:48:31.706
what we want to do and

01:48:31.725 --> 01:48:33.065
change the path and all that stuff.

01:48:33.886 --> 01:48:34.527
At the end of the day,

01:48:34.567 --> 01:48:36.067
like the reason why I think

01:48:36.087 --> 01:48:37.828
a lot of us get into owning

01:48:37.847 --> 01:48:38.568
a business is because we're

01:48:38.587 --> 01:48:39.368
passionate about what we

01:48:39.408 --> 01:48:40.668
want to do and how we want to do it.

01:48:41.429 --> 01:48:43.069
But when

01:48:43.737 --> 01:48:45.676
we have barriers in our way,

01:48:45.697 --> 01:48:46.877
or if we have things that

01:48:46.938 --> 01:48:48.177
are not going the way we want,

01:48:48.257 --> 01:48:50.297
can we be able to adapt and

01:48:50.358 --> 01:48:51.738
not get frustrated and not

01:48:51.899 --> 01:48:54.099
need to have more leads come in?

01:48:54.219 --> 01:48:54.958
Be, I think,

01:48:54.998 --> 01:48:56.458
be present and be okay with

01:48:56.479 --> 01:48:57.340
the moments that we have.

01:48:57.920 --> 01:49:00.319
Um, cause we all want more, right?

01:49:00.399 --> 01:49:01.720
We all want to see more people.

01:49:01.779 --> 01:49:03.621
We all want to make more money.

01:49:03.761 --> 01:49:04.680
We all want people to

01:49:04.720 --> 01:49:06.301
recognize what we do and how we do it.

01:49:06.921 --> 01:49:07.520
Um,

01:49:07.560 --> 01:49:09.822
but sometimes still looking back and

01:49:09.841 --> 01:49:10.622
reflecting and say, Hey,

01:49:11.550 --> 01:49:12.911
This is pretty cool what I'm doing.

01:49:14.291 --> 01:49:16.152
Being OK with that, too, is really,

01:49:16.171 --> 01:49:16.792
really important.

01:49:17.733 --> 01:49:18.792
And so I think, yeah,

01:49:18.813 --> 01:49:19.554
there have been moments

01:49:19.594 --> 01:49:21.715
where I felt maybe, quote unquote,

01:49:21.854 --> 01:49:22.614
burnout-ish.

01:49:24.015 --> 01:49:25.516
But sometimes you just need

01:49:25.537 --> 01:49:26.176
to have a little more

01:49:26.216 --> 01:49:27.877
self-reflection to understand, hey,

01:49:28.217 --> 01:49:29.097
look where you are now

01:49:29.118 --> 01:49:29.838
compared to where you were

01:49:29.859 --> 01:49:30.618
when you first started.

01:49:31.296 --> 01:49:33.377
Things have gotten better, right?

01:49:34.599 --> 01:49:35.498
Maybe not at the time that

01:49:35.519 --> 01:49:36.720
you wanted to or maybe not

01:49:37.279 --> 01:49:38.300
in an expedited manner,

01:49:38.619 --> 01:49:39.280
but things were better than

01:49:39.301 --> 01:49:39.961
when you first started,

01:49:39.980 --> 01:49:40.900
and that's important as well.

01:49:41.001 --> 01:49:42.521
So I think burnout is, yes,

01:49:42.601 --> 01:49:43.483
definitely controllable.

01:49:43.863 --> 01:49:44.943
You've got to find the source of it.

01:49:45.484 --> 01:49:46.524
And once you find the source of it,

01:49:46.583 --> 01:49:47.604
sometimes you need to then

01:49:47.625 --> 01:49:48.685
be able to delegate

01:49:49.404 --> 01:49:50.145
something that you don't

01:49:50.185 --> 01:49:51.046
necessarily want to do to

01:49:51.065 --> 01:49:52.207
help take it off your plate.

01:49:52.707 --> 01:49:53.846
If you can take it off your plate,

01:49:54.328 --> 01:49:55.368
it's going to alleviate a

01:49:55.408 --> 01:49:56.609
lot of stress that is then

01:49:56.668 --> 01:49:57.229
self-inflicted.

01:49:58.091 --> 01:49:58.792
And that's the stuff that I

01:49:58.813 --> 01:49:59.673
think becomes really important,

01:49:59.694 --> 01:50:00.194
especially if you're

01:50:00.213 --> 01:50:01.034
starting out in a new

01:50:01.055 --> 01:50:02.417
business or starting out in

01:50:02.436 --> 01:50:03.618
a new venture or side hustle,

01:50:03.637 --> 01:50:04.479
whatever that looks like.

01:50:05.159 --> 01:50:06.220
Yeah, you want to do all the things.

01:50:06.261 --> 01:50:07.641
You want to just have it be

01:50:07.682 --> 01:50:08.644
a home run from the start.

01:50:09.064 --> 01:50:09.765
But if it's not,

01:50:09.864 --> 01:50:10.945
how then do you deal with that?

01:50:10.966 --> 01:50:11.707
And then how can you make

01:50:11.726 --> 01:50:13.389
sure that you've got, again,

01:50:13.429 --> 01:50:14.409
the people around you,

01:50:14.729 --> 01:50:15.831
whether it's business coaches,

01:50:15.850 --> 01:50:16.771
the right people around you

01:50:16.811 --> 01:50:18.994
to make it more palatable

01:50:19.034 --> 01:50:20.136
to be in the position that you're in?

01:50:23.512 --> 01:50:24.613
Mm-hmm.

01:50:24.712 --> 01:50:25.292
Yeah.

01:50:25.432 --> 01:50:26.793
I don't have anything new to

01:50:26.873 --> 01:50:27.533
add there because my

01:50:27.573 --> 01:50:30.755
burnout also comes from not

01:50:30.814 --> 01:50:32.534
client care because that's what I love.

01:50:32.574 --> 01:50:33.435
And also it's always

01:50:33.475 --> 01:50:36.815
changing and I design it.

01:50:38.015 --> 01:50:40.516
But all the extras.

01:50:41.077 --> 01:50:42.476
And it took me a while.

01:50:42.636 --> 01:50:44.797
I felt very burnt out by

01:50:45.238 --> 01:50:46.877
marketing and the social

01:50:46.917 --> 01:50:48.478
media aspects and those

01:50:48.537 --> 01:50:49.439
sort of things because I

01:50:49.458 --> 01:50:50.399
feel like that is not...

01:50:51.059 --> 01:50:52.439
necessarily my strength.

01:50:53.199 --> 01:50:55.480
And so once I found that

01:50:55.501 --> 01:50:58.101
branding manager and outsource it,

01:50:58.902 --> 01:51:00.243
that has been taken off my

01:51:00.283 --> 01:51:01.863
plate and it's working.

01:51:02.203 --> 01:51:05.744
And we joke all the time that she calls me,

01:51:05.784 --> 01:51:06.886
she's like, you need to do this.

01:51:06.926 --> 01:51:07.265
I'm like,

01:51:08.100 --> 01:51:09.780
You give me like goosebumps

01:51:09.820 --> 01:51:11.282
even thinking about doing that.

01:51:11.381 --> 01:51:12.882
And she's like, okay, I'll do it for you.

01:51:12.922 --> 01:51:13.904
Just get me a video.

01:51:13.944 --> 01:51:14.885
And so I send her a video

01:51:14.944 --> 01:51:17.086
and she does all the things.

01:51:18.327 --> 01:51:20.649
And so that learning that

01:51:20.729 --> 01:51:22.329
has helped me a lot with

01:51:22.369 --> 01:51:23.470
burnout because it is a lot

01:51:23.650 --> 01:51:25.712
owning your own business.

01:51:26.773 --> 01:51:28.795
So I'm not afraid to do that anymore.

01:51:31.095 --> 01:51:31.494
All right.

01:51:31.515 --> 01:51:32.395
Parting shots.

01:51:32.576 --> 01:51:34.636
We'll start with a gentleman in class,

01:51:34.657 --> 01:51:35.997
then go to Brenda, then Russ,

01:51:36.057 --> 01:51:36.797
and we can wrap it up.

01:51:36.818 --> 01:51:37.338
So parting shots.

01:51:37.359 --> 01:51:38.158
What would you want to leave

01:51:38.179 --> 01:51:39.199
with everybody as we sort

01:51:39.220 --> 01:51:39.961
of wrap up here?

01:51:40.701 --> 01:51:41.622
Derek, why don't we start with you?

01:51:41.641 --> 01:51:45.724
Okay.

01:51:45.743 --> 01:51:46.404
Three quick things.

01:51:49.167 --> 01:51:50.728
Like Jimmy, I like quotes and whatnot,

01:51:50.747 --> 01:51:51.667
so I have a couple on my

01:51:51.728 --> 01:51:52.769
wall in my office.

01:51:54.550 --> 01:51:55.970
Aristotle, Albert Einstein.

01:51:55.990 --> 01:51:57.712
Have you heard of him?

01:51:57.731 --> 01:51:58.773
Life requires movement.

01:51:59.514 --> 01:51:59.713
Of course,

01:51:59.753 --> 01:52:00.935
everything requires movement and

01:52:01.154 --> 01:52:02.275
everything is geared back

01:52:02.315 --> 01:52:02.917
towards movement.

01:52:02.936 --> 01:52:03.596
That's one of the reasons I

01:52:03.636 --> 01:52:05.498
named my business, have that word in it.

01:52:05.838 --> 01:52:06.840
Life requires movement.

01:52:07.199 --> 01:52:08.360
And also with Albert Einstein,

01:52:08.980 --> 01:52:10.561
nothing happens until something moves,

01:52:10.823 --> 01:52:11.603
okay?

01:52:11.622 --> 01:52:14.746
That can be adapted to life.

01:52:14.926 --> 01:52:16.306
So if you need to do anything,

01:52:16.346 --> 01:52:17.908
if you want to do anything in life,

01:52:18.268 --> 01:52:19.109
you gotta get moving.

01:52:19.128 --> 01:52:21.090
And you literally, physically, spiritually,

01:52:21.149 --> 01:52:21.650
emotionally,

01:52:21.671 --> 01:52:22.712
you have to just keep moving.

01:52:22.731 --> 01:52:24.993
You have to keep adapting.

01:52:25.033 --> 01:52:25.833
Nothing changes,

01:52:25.913 --> 01:52:27.755
all those kind of quotes I

01:52:27.774 --> 01:52:28.355
think are huge.

01:52:28.819 --> 01:52:29.701
But I say it all the time

01:52:29.720 --> 01:52:30.680
when it comes to patients,

01:52:30.720 --> 01:52:32.162
just educating them all the time.

01:52:32.542 --> 01:52:34.304
By the way, my number one treatment,

01:52:35.204 --> 01:52:36.585
resource treatment service

01:52:36.666 --> 01:52:38.247
I give to patients is education.

01:52:38.306 --> 01:52:39.167
It's not exercise.

01:52:39.186 --> 01:52:39.887
It's not manual work.

01:52:39.908 --> 01:52:40.667
It's education.

01:52:40.688 --> 01:52:41.929
That's the number one thing, by the way.

01:52:42.770 --> 01:52:44.490
But movement is key.

01:52:44.791 --> 01:52:45.412
Keep moving.

01:52:45.572 --> 01:52:46.813
Keep going towards your path.

01:52:46.832 --> 01:52:48.314
That's one of my parting things.

01:52:48.673 --> 01:52:53.577
The last thing is the quote

01:52:53.617 --> 01:52:54.318
I say to patients,

01:52:54.337 --> 01:52:55.158
which I think I came up

01:52:55.179 --> 01:52:55.759
with as a matter of

01:52:56.832 --> 01:52:57.671
Influence the other one

01:52:57.692 --> 01:52:58.672
hundred and sixty seven.

01:52:58.733 --> 01:53:00.734
So how many hours are there in a week?

01:53:01.413 --> 01:53:02.614
One sixty eight.

01:53:02.635 --> 01:53:02.895
Thank you.

01:53:02.954 --> 01:53:03.595
One sixty eight.

01:53:04.034 --> 01:53:05.376
So if they're with you for

01:53:05.416 --> 01:53:07.117
like an hour or less, let's say.

01:53:07.176 --> 01:53:07.436
Right.

01:53:07.657 --> 01:53:08.936
As a physical, whether it's twice,

01:53:08.957 --> 01:53:09.818
three times a week, whatever.

01:53:09.877 --> 01:53:10.537
Collectively,

01:53:10.557 --> 01:53:11.859
if they're with you for an hour,

01:53:12.099 --> 01:53:14.060
you're influencing that hopefully ish.

01:53:14.819 --> 01:53:15.640
But you really need to

01:53:15.699 --> 01:53:16.501
influence what they're

01:53:16.520 --> 01:53:17.381
doing at home because

01:53:17.520 --> 01:53:18.400
that's a huge amount of

01:53:18.421 --> 01:53:19.481
time that they're not with you.

01:53:19.601 --> 01:53:20.662
So make sure that you are

01:53:20.743 --> 01:53:21.462
influencing their one

01:53:21.483 --> 01:53:23.184
hundred sixty seven that

01:53:23.264 --> 01:53:24.043
they're not with you.

01:53:24.380 --> 01:53:25.020
that's when I think you're

01:53:25.039 --> 01:53:25.859
going to make a bigger

01:53:25.899 --> 01:53:28.060
impact in their lives and

01:53:28.121 --> 01:53:28.740
getting them better.

01:53:28.780 --> 01:53:29.480
That's when you're going to

01:53:29.720 --> 01:53:31.261
get the business when it

01:53:31.280 --> 01:53:32.761
comes to word of mouth.

01:53:32.841 --> 01:53:34.002
So influence the other .

01:53:38.542 --> 01:53:39.523
I don't know if mine will be

01:53:39.542 --> 01:53:41.063
as powerful as that,

01:53:41.162 --> 01:53:44.283
but I'd say my heart shot

01:53:44.304 --> 01:53:46.064
would be I think we talked

01:53:46.104 --> 01:53:47.064
a little bit about kind of

01:53:47.085 --> 01:53:49.444
self reflection, self assessment.

01:53:50.625 --> 01:53:52.546
Do take inventory at some points.

01:53:52.626 --> 01:53:54.185
It doesn't have to be every day, but

01:53:54.898 --> 01:53:55.757
Every once in a while,

01:53:55.778 --> 01:53:56.898
I'll take inventory of what

01:53:57.018 --> 01:53:58.479
are my unique abilities?

01:53:58.599 --> 01:53:59.399
What are my strengths?

01:53:59.418 --> 01:54:01.078
What are my values?

01:54:01.198 --> 01:54:02.979
You each are different in

01:54:03.039 --> 01:54:04.460
those three things, right?

01:54:04.500 --> 01:54:05.800
You each value different things.

01:54:05.819 --> 01:54:06.979
You each have different strengths.

01:54:07.220 --> 01:54:08.261
You each can do something a

01:54:08.280 --> 01:54:09.520
little bit different than someone else.

01:54:09.980 --> 01:54:10.680
So if you're thinking about

01:54:10.720 --> 01:54:12.141
starting a practice, just as an example,

01:54:12.162 --> 01:54:12.942
because that's why we're here.

01:54:13.202 --> 01:54:14.322
I love working with golfers.

01:54:14.481 --> 01:54:15.322
Okay, awesome.

01:54:15.502 --> 01:54:16.742
I love working with golfers, too.

01:54:16.983 --> 01:54:18.243
But what are your unique abilities?

01:54:18.283 --> 01:54:18.882
What are your strengths?

01:54:18.903 --> 01:54:20.262
And what do you value about that?

01:54:20.422 --> 01:54:21.563
That's going to be different for me,

01:54:21.582 --> 01:54:23.123
and that's your differentiator.

01:54:24.451 --> 01:54:25.671
take inventory of that.

01:54:26.032 --> 01:54:27.693
And if you can align those

01:54:27.712 --> 01:54:29.274
things with your path and

01:54:29.293 --> 01:54:33.396
what you want to do,

01:54:33.417 --> 01:54:36.738
they're going to be happy.

01:54:36.899 --> 01:54:38.979
But you will decrease that

01:54:39.020 --> 01:54:39.701
risk of burnout.

01:54:39.780 --> 01:54:42.823
So I think the weed whacker

01:54:42.842 --> 01:54:44.264
is cutting me off.

01:54:45.663 --> 01:54:46.604
Think about your abilities,

01:54:46.625 --> 01:54:47.345
think about your strengths,

01:54:47.365 --> 01:54:48.286
think about your values and

01:54:48.326 --> 01:54:49.587
see if you can find something,

01:54:50.306 --> 01:54:51.247
a passion or

01:54:56.055 --> 01:54:56.295
Yep.

01:54:56.395 --> 01:54:59.859
And mine is don't be afraid

01:54:59.899 --> 01:55:02.822
to say yes to different opportunities,

01:55:02.881 --> 01:55:04.444
not knowing where they're

01:55:04.463 --> 01:55:05.524
going to put you.

01:55:05.645 --> 01:55:09.469
If it excites you and moves you,

01:55:09.569 --> 01:55:11.310
then just being open minded.

01:55:11.371 --> 01:55:12.573
And we've all said like

01:55:12.592 --> 01:55:13.734
we're on a path that we

01:55:13.753 --> 01:55:14.635
couldn't have before.

01:55:15.791 --> 01:55:16.931
really thought about or

01:55:16.971 --> 01:55:18.511
designed in PT school.

01:55:19.072 --> 01:55:22.014
So don't be afraid to really

01:55:22.734 --> 01:55:23.913
think about and decide what

01:55:23.953 --> 01:55:25.215
you want to do with your degree.

01:55:25.314 --> 01:55:27.256
And, and nothing is an answer to,

01:55:27.515 --> 01:55:29.317
if you go and like totally

01:55:29.356 --> 01:55:30.877
do something else, that's an answer too.

01:55:30.957 --> 01:55:32.877
But, um, just kind of

01:55:33.426 --> 01:55:35.809
going through it and saying

01:55:36.229 --> 01:55:38.291
yes to whatever you feel

01:55:38.350 --> 01:55:39.350
feels right for you,

01:55:39.430 --> 01:55:43.154
because there's so many opportunities, um,

01:55:43.173 --> 01:55:44.114
within this profession.

01:55:44.154 --> 01:55:46.115
And obviously I do love this profession,

01:55:46.817 --> 01:55:48.818
um, that you, I mean,

01:55:48.858 --> 01:55:50.439
you can be so creative.

01:55:50.460 --> 01:55:51.460
You don't have to get stuck

01:55:51.500 --> 01:55:52.981
in a box or be afraid to

01:55:53.002 --> 01:55:57.385
get out of that box.

01:55:57.465 --> 01:55:57.564
Yeah.

01:55:57.625 --> 01:55:58.005
I love that.

01:55:58.064 --> 01:56:00.006
I mean, I think I've got two things.

01:56:00.407 --> 01:56:01.268
Um,

01:56:01.328 --> 01:56:02.448
we all get into this profession to help

01:56:02.509 --> 01:56:02.748
people.

01:56:02.809 --> 01:56:02.988
Right.

01:56:03.612 --> 01:56:05.372
but how we help people can

01:56:05.393 --> 01:56:06.453
look a lot of different ways.

01:56:06.913 --> 01:56:07.913
So I think the first one is

01:56:08.154 --> 01:56:09.675
be okay with hearing no.

01:56:10.734 --> 01:56:11.775
I think a lot of times if

01:56:11.796 --> 01:56:13.356
you're trying to do entrepreneurship,

01:56:13.396 --> 01:56:13.957
if you're trying to do

01:56:14.016 --> 01:56:14.877
something different than

01:56:15.197 --> 01:56:17.838
your traditional path, be okay hearing no,

01:56:17.878 --> 01:56:19.619
because you'll probably hear no a lot.

01:56:19.779 --> 01:56:21.159
I'm sure we hear no a lot in

01:56:21.560 --> 01:56:23.240
a private pay sector, right?

01:56:23.841 --> 01:56:25.421
So don't take that personally,

01:56:25.521 --> 01:56:26.842
just find a better way to

01:56:26.903 --> 01:56:28.104
connect with that person so

01:56:28.123 --> 01:56:29.264
you get them to say yes.

01:56:29.783 --> 01:56:30.984
So that leads me to my second thing,

01:56:31.005 --> 01:56:33.126
which is get better at selling yourself.

01:56:33.817 --> 01:56:35.479
whether that's in a traditional practice,

01:56:35.498 --> 01:56:36.841
whether that's in a side hustle,

01:56:36.860 --> 01:56:37.421
whether it's in a

01:56:37.481 --> 01:56:39.323
full-blown cash practice,

01:56:39.363 --> 01:56:40.284
whatever that looks like.

01:56:40.966 --> 01:56:42.148
Get better at the

01:56:42.207 --> 01:56:43.349
conversation you're having

01:56:43.368 --> 01:56:45.731
with someone so that they say yes more.

01:56:46.273 --> 01:56:47.975
I think the more you can sell yourself,

01:56:47.994 --> 01:56:48.957
the more you're selling

01:56:49.396 --> 01:56:50.779
whatever service you're providing.

01:56:50.899 --> 01:56:52.081
And again, it doesn't have to be

01:56:53.091 --> 01:56:53.332
X, Y,

01:56:53.351 --> 01:56:54.453
or Z. It doesn't have to be needling.

01:56:54.472 --> 01:56:55.394
It doesn't have to be manual therapy.

01:56:55.413 --> 01:56:56.375
It doesn't have to be exercise.

01:56:56.395 --> 01:56:58.076
You're selling an outcome to them.

01:56:58.475 --> 01:56:59.756
The outcome is they need to

01:56:59.796 --> 01:57:01.259
get to this point,

01:57:01.639 --> 01:57:02.640
and they're currently here.

01:57:02.720 --> 01:57:04.820
How are you getting them there?

01:57:04.881 --> 01:57:06.762
So sell the outcome.

01:57:06.842 --> 01:57:07.984
Make sure you're good at that.

01:57:08.064 --> 01:57:08.484
And then again,

01:57:08.524 --> 01:57:09.965
if you're hearing no more often,

01:57:10.326 --> 01:57:11.145
then that's a conversation

01:57:11.166 --> 01:57:11.587
you need to have with

01:57:11.606 --> 01:57:13.627
yourself in terms of your sales process.

01:57:14.189 --> 01:57:15.390
What does your process look like?

01:57:15.810 --> 01:57:16.930
How are you doing that?

01:57:17.310 --> 01:57:18.271
And what are your rebuttals

01:57:18.311 --> 01:57:19.432
if people are skeptical

01:57:19.453 --> 01:57:20.673
about the services that you're providing?

01:57:21.350 --> 01:57:22.091
I think that's something

01:57:22.112 --> 01:57:23.993
that I learned pretty hard

01:57:24.012 --> 01:57:25.814
when we first started going, right?

01:57:25.854 --> 01:57:26.314
When we're like, hey,

01:57:26.335 --> 01:57:27.114
we're going to charge this

01:57:27.135 --> 01:57:27.676
amount of money.

01:57:28.115 --> 01:57:29.216
If we're hearing a lot of no's,

01:57:29.617 --> 01:57:30.957
why are we hearing a lot of no's, right?

01:57:30.978 --> 01:57:32.078
And that's when sometimes like Brenda,

01:57:32.099 --> 01:57:33.180
you hire a business coach

01:57:33.239 --> 01:57:34.621
to get you more confident

01:57:34.701 --> 01:57:35.921
in your sales process.

01:57:36.761 --> 01:57:38.443
Because again, when you hear a lot of no's,

01:57:38.484 --> 01:57:39.344
all of a sudden that doubt

01:57:39.363 --> 01:57:40.104
starts to creep in your

01:57:40.145 --> 01:57:40.784
mind and you're like,

01:57:41.204 --> 01:57:42.667
am I going to be able to do this?

01:57:42.766 --> 01:57:44.007
Am I going to be able to sustain this?

01:57:44.228 --> 01:57:45.788
And so I think number one is

01:57:46.439 --> 01:57:47.239
Get used to hearing no,

01:57:47.640 --> 01:57:48.740
but then number two is get

01:57:48.780 --> 01:57:49.980
better at sales so that all

01:57:50.060 --> 01:57:52.641
of a sudden those no's turn into yes's.

01:57:52.742 --> 01:57:53.162
Well said.

01:57:54.203 --> 01:57:55.342
I will keep it short and sweet.

01:57:56.262 --> 01:57:57.002
Self-assess.

01:57:57.524 --> 01:57:58.503
Man, that reflection thing,

01:57:58.524 --> 01:57:59.863
it comes back after PT school.

01:57:59.944 --> 01:58:00.505
And it works.

01:58:01.545 --> 01:58:03.565
Decide what business you're actually in.

01:58:03.765 --> 01:58:05.405
Needling, cupping, physical therapy,

01:58:05.426 --> 01:58:06.386
those are all hows.

01:58:06.827 --> 01:58:07.627
Those are hows.

01:58:08.367 --> 01:58:10.868
People don't pay for products or services.

01:58:11.127 --> 01:58:13.029
They pay for relationships, stories,

01:58:13.248 --> 01:58:13.708
and magic.

01:58:14.707 --> 01:58:16.587
They want to be the hero of their story.

01:58:17.389 --> 01:58:18.829
Luke wasn't there for the lightsaber.

01:58:19.029 --> 01:58:20.631
He was there to become a Jedi.

01:58:20.791 --> 01:58:22.492
It was the journey, right?

01:58:22.511 --> 01:58:23.592
So pay attention to that.

01:58:23.752 --> 01:58:25.753
You're Yoda in that scenario.

01:58:26.475 --> 01:58:28.095
And always change the path,

01:58:28.136 --> 01:58:28.957
not the destination.

01:58:29.773 --> 01:58:30.953
It would be a real shame.

01:58:31.493 --> 01:58:32.194
I forget the number.

01:58:32.215 --> 01:58:33.496
I was talking to Larry Benz,

01:58:33.515 --> 01:58:34.497
who runs Confluent Health,

01:58:34.516 --> 01:58:35.497
a pretty big organization

01:58:35.537 --> 01:58:36.439
in PT yesterday.

01:58:36.759 --> 01:58:37.699
He was giving us numbers on

01:58:37.739 --> 01:58:39.921
how many PTs are leaving the profession,

01:58:40.681 --> 01:58:42.163
or sorry, not just the profession,

01:58:42.224 --> 01:58:43.625
leaving clinical practice.

01:58:43.944 --> 01:58:45.445
He said about nineteen

01:58:45.485 --> 01:58:46.787
percent of licensed

01:58:46.828 --> 01:58:48.569
physical therapists are

01:58:48.649 --> 01:58:50.690
actually treating patients.

01:58:51.011 --> 01:58:51.532
I'm not a math guy,

01:58:51.572 --> 01:58:53.113
but that's one out of five.

01:58:53.793 --> 01:58:56.036
Why did the other four out of five leave?

01:58:56.775 --> 01:58:57.997
I think a big answer to that

01:58:58.016 --> 01:59:00.417
would be they changed the destination.

01:59:00.599 --> 01:59:02.020
This is too frustrating.

01:59:02.579 --> 01:59:04.240
This how is too frustrating.

01:59:04.600 --> 01:59:06.101
So I'm not going to go to that place,

01:59:06.122 --> 01:59:07.903
do that thing that I wanted to do.

01:59:08.283 --> 01:59:09.543
I'm not going to go to that place anymore.

01:59:09.944 --> 01:59:12.405
So change the route,

01:59:12.827 --> 01:59:13.907
but not the destination.

01:59:14.226 --> 01:59:15.068
That's my parting shot.

01:59:17.645 --> 01:59:20.305
Alright, thank you to everybody here.

01:59:20.345 --> 01:59:22.506
This was awesome students.

01:59:22.567 --> 01:59:25.067
I think it was shaking their heads.

01:59:25.087 --> 01:59:25.828
Yes, they loved it.

01:59:26.287 --> 01:59:28.368
Thanks guys and Brenda.

01:59:30.488 --> 01:59:32.810
Always fun to do every year and Jimmy.

01:59:32.829 --> 01:59:33.930
Thank you for hosting this.

01:59:34.470 --> 01:59:35.090
These are some of the

01:59:35.130 --> 01:59:36.190
smartest people I know and

01:59:36.270 --> 01:59:37.530
some of the coolest stuff,

01:59:37.551 --> 01:59:39.271
so I'd like to have them share.

01:59:39.311 --> 01:59:40.332
So thank you all.

Entrepreneurship in Physical Therapy: Avoid Burnout, Scale Your Practice, and Succeed with Self-Reflection

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