Essential Business, Marketing & Tech Insights to Transform Your Practice

WEBVTT

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Happy Thursday, July 4th to you all.

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He's Tony Meritato.

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I'm Jimmy McKay.

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Usually sitting to your

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radio right would be Dave Kittle,

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but he's off today.

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He's off from the thing that

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we do randomly on the internet.

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Tony, how you doing, man?

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Good.

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I think you just said July 4th.

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Did I say July 4th?

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Oh, July 25th.

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Sorry.

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I saw you make a face and I was like,

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this is what happens when you multitask.

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was talking with someone the

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other day like we

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understand as therapists

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cognitive overload and uh

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multitasking the guy giving

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the talk was essentially

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saying there's no such

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thing as multitasking

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you're multi-doing right

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but you're doing every time

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you add a thing you're

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dividing your actual

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ability to do it like me

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talking and saying the date

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at the exact same time I

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can't do it because I just

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said july 4th wouldn't it

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be nice if it was july 4th I'd go back

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I take it.

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Yeah.

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But, you know,

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not to go down this road today,

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but this is my point when I

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talk about realizing how much we miss.

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When I started doing the ambient listening,

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AI scribe technology stuff, I was like,

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oh, my gosh,

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I am saying so much stuff

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that I don't I'm not even aware of.

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I'm either forgetting details.

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I'm confusing details.

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Just my brain is not working

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the way I think it's working.

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Yeah, we can save that for another one.

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You're really good at us

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coming up with ideas like in our chat,

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like our DMs or whatever,

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and then being like, hang on,

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let's talk about that.

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I'm very,

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very good at doing the shooting

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the ideas back and forth.

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But when it comes time to like, hey,

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let's bring that back

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around and really dive deep.

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I forget about that,

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but that would be a good

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conversation to have.

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We can sort of go back and

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revisit Chris Voss.

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And his book, Never Split the Difference.

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Did you read that?

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I know Dave Kittle read it.

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I've watched a ton of his interviews.

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I've never read the book.

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You're fine with it then.

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Because he dives into that, which is like,

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hey, if I'm talking to a bank robber,

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it's really important that

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when he or she says something,

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I heard it.

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Right.

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And it shows the importance of that.

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All right.

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So that's a mental note.

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We'll get to that.

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But today, look at me.

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Look at Jimmy reeling it

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back in and staying on topic.

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You had thrown an idea out.

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which is funny because you

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can come at it in so many ways, which is,

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well, you set it up.

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How do you have bad service

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but still a line around the block?

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Right.

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So this actually started, like most things,

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my kids ask me a question.

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So we're on a family vacation right now.

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We were out on the boat yesterday.

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We were fishing and kind of hanging out.

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And it gave me a chance to spend time.

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So my oldest was like asking

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me about monopolies.

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Why do monopolies exist?

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What's a monopoly?

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How does it work?

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And I said, well,

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there are times that

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monopolies are beneficial.

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You know,

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the power company like here where we are,

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Duke Energy,

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that's where you buy your electricity.

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And then I started thinking about it.

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I was like,

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there are monopolies or

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businesses with such a deep

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competitive advantage that

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they could be horrible at

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delivering a customer experience.

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And yet customers will continue to go.

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And so I was thinking,

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how can we bring some of that?

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We know healthcare is like that.

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Terrible for customer service,

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terrible for keeping patients informed,

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telling them what the costs

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are going to be, any of that stuff.

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My clinic is just as guilty.

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Like you'll call maybe three

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or four times to get an

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evaluation and you might

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not ever get a call back.

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Yet we still have a full

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schedule of new patients.

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We still have a full

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schedule of patient follow

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ups like we can be really

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bad and still be successful

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as a business.

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So how can we as a

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profession kind of learn from this,

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put ourselves in a position

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where even if we drop the ball,

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it's okay.

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There's a little bit of leeway.

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We can still help the patient.

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We can still benefit the clinicians.

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We can still make a profit

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and like things will still function.

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So do you have any ideas?

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I've got a couple,

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but what are some of those

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businesses that no matter

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how much you hate doing or

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going or paying, you still do it?

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Yeah.

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I mean, when you, when you kick this idea,

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I was like, wait, where are we going?

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It's sort of like the anti idea idea.

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And then number two,

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who the heck are your kids

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that are like having

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conversations about monopoly?

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How old are these kids?

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Uh, 15, 13, 13, 11.

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What 15 or 11 year old is

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having monopoly cover,

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but that's besides the point.

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So like, yeah,

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you brought up examples when we,

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when you kick this idea to me,

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which is like the one that I always,

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that comes up is the DMV.

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Right.

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But we can dig into that.

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And then the TSA for me, which is like, uh,

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I can't choose to go

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through different lanes to

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get through the,

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through the airport and get on my plane.

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So like you look at like how, how,

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why isn't this more efficient than,

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the lines,

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it's not more efficient because

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there's no alternative.

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Sure.

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But ironically, the TSA and the DMV

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Well, let's go with the TSA,

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and then we can draw

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parallels to healthcare.

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The TSA has two different

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options for speeding up your process now.

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One is clear,

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and that's like the Lexus

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version or the Cadillac version.

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And they do like a retinal scan.

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They do a background check,

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and then they'll ID you

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with a retinal scan.

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And then the idea is you

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just breathe nice and clear

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right through that.

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See all the peasants back

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here in cattle and coach?

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You don't wait in line with

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them to take your shoes off.

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You keep your shoes on.

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And then the other is like PreCheck.

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And PreCheck is like the medium version.

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It's nice.

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And in my opinion,

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and I do not get a nickel from PreCheck,

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you should get it if you

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travel more than twice a year.

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It's worth every dollar

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because I think it's good

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for like five years.

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So the juice versus squeeze

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ratio is good there.

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But there's not a lot of

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competition for TSA or the DMV.

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And I know in New York,

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they started doing... The DMV did...

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probably for their own

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employees or their own efficiency.

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Now, I don't think it was the user,

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but they started acting

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like the deli or the meat counter,

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where instead of standing in line,

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you'd walk up and you'd use

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like a quick iPad.

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New York, did they do that in Ohio too?

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I'm going to talk about what they do here.

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It's kind of interesting.

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I'm here to do this.

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And if it's a simple thing,

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I'm guessing they sort of

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cue you with a little

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ticket and a number.

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And those are based on the

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different windows.

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So there's some operational

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efficiency that didn't

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exist with the TSA that

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does exist now in terms of the DMV.

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So in terms of parallels,

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I started thinking about this.

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It's like,

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I look at you and I look at Dave Kittle.

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You're in Ohio, not necessarily rural,

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but you're not in New York City.

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You're not on top.

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So there it could be like

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you're the only option, I would say,

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how you can deliver bad

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service or mediocre, warm mayonnaise,

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as I call it,

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warm mayonnaise service and

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still have a thriving

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business as you set

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yourself up where you're

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the only option for 50 miles or

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Or you're New York City where you're like,

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well, there's 100 options.

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I can exist because supply and demand.

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As long as I put my shingle

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out in Manhattan,

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I'm going to have enough

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people to support myself.

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So that is my first one,

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which is supply and demand

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location or the surrounding

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area will dictate that.

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Yeah, all of those things.

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So like for me,

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where I am today compared to a decade ago,

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down in South Florida,

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200 plus clinics within

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Sarasota city limits.

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Here in Ohio, when I got here,

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there was two clinics

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within the same basic demographic,

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same population for the city.

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So here it's much easier for

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me to build a successful business,

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drop a few balls,

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not be as like

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operationally significant

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as I was in Florida.

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but I think we can persist

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even though we're terrible

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with follow-up we're

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terrible at getting notes

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to the doctor for

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authorizations all these

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kinds of things because the

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patient care experience is

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so good and we have enough

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history people have been to

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us most of my patients most

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like 73 percent

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They're returning patients,

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different condition,

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but returning patients.

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So they know, like, and trust me,

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they want to come to me.

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It's just like that annoying

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brother or sister.

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You might have that when, you know,

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push comes to shove, you know,

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they're going to get the job done.

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So that's, that's our advantage here.

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Even though I honestly,

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and I don't know that we've

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talked about this.

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I probably have an

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administrative person in

00:08:54.797 --> 00:08:56.418
the office 20% of the time.

00:08:56.437 --> 00:08:56.759
Wow, really?

00:08:56.778 --> 00:08:56.918
Yeah.

00:08:59.285 --> 00:09:02.328
So that means that we could have two PTAs,

00:09:02.389 --> 00:09:04.691
a PT, full caseload,

00:09:05.171 --> 00:09:06.152
nobody at the front desk,

00:09:06.732 --> 00:09:07.974
nobody collecting payments,

00:09:08.134 --> 00:09:10.056
nobody answering calls,

00:09:10.155 --> 00:09:11.496
following up on calls.

00:09:13.499 --> 00:09:14.539
But that's okay because we

00:09:14.559 --> 00:09:15.600
can get away with that

00:09:15.620 --> 00:09:16.480
because we have enough

00:09:16.562 --> 00:09:18.043
margin of error that the

00:09:18.062 --> 00:09:19.423
patients are still going to come.

00:09:19.443 --> 00:09:20.524
They're still going to be happy.

00:09:20.565 --> 00:09:21.405
They're still going to tell

00:09:21.426 --> 00:09:22.407
the doctor that they want

00:09:22.427 --> 00:09:23.427
to come to me instead of

00:09:23.447 --> 00:09:24.568
NovaCare across the street.

00:09:26.513 --> 00:09:29.054
But when we're talking about local DMV,

00:09:29.355 --> 00:09:30.255
that was one that I was

00:09:30.296 --> 00:09:31.236
thinking about too.

00:09:31.277 --> 00:09:33.219
What's interesting is our

00:09:33.298 --> 00:09:35.780
local DMV is private DMV

00:09:36.402 --> 00:09:39.083
motor vehicles is privately owned.

00:09:39.544 --> 00:09:40.144
It is?

00:09:40.806 --> 00:09:41.086
It is.

00:09:41.105 --> 00:09:43.128
I don't know how this works,

00:09:43.548 --> 00:09:44.568
but I can tell you that

00:09:44.668 --> 00:09:45.789
they have online check-in.

00:09:46.510 --> 00:09:48.373
So even though you go there,

00:09:48.432 --> 00:09:49.653
there might be 20 people

00:09:49.693 --> 00:09:50.793
you can check in online.

00:09:52.034 --> 00:09:53.836
My son did something for his

00:09:53.876 --> 00:09:55.158
driver's permit and he was

00:09:55.238 --> 00:09:56.078
able to do everything

00:09:56.198 --> 00:09:57.799
online so that when we walked in,

00:09:58.159 --> 00:09:59.902
he just got the certificate

00:09:59.922 --> 00:10:00.522
and we were done.

00:10:02.384 --> 00:10:04.105
They've got like nice colors.

00:10:04.164 --> 00:10:05.586
They've got clean chairs.

00:10:05.846 --> 00:10:08.148
Now I will still say like

00:10:08.187 --> 00:10:09.469
the people behind the counter,

00:10:10.009 --> 00:10:12.652
obviously overworked, obviously underpaid,

00:10:12.731 --> 00:10:14.293
like obviously frustrated,

00:10:14.413 --> 00:10:15.474
not their dream to

00:10:16.154 --> 00:10:18.696
be born and grow up and work at a DMV,

00:10:19.355 --> 00:10:21.976
but not quite as foul as

00:10:22.037 --> 00:10:23.697
the DMV that I remember

00:10:24.097 --> 00:10:25.759
growing up down in South

00:10:25.798 --> 00:10:26.958
Florida and stuff like that.

00:10:28.960 --> 00:10:30.421
But yeah, what's the choice?

00:10:30.860 --> 00:10:32.301
My kid wants a driver's license.

00:10:32.400 --> 00:10:33.861
I can't go to a competitor.

00:10:33.922 --> 00:10:35.503
There's no place else for me to go.

00:10:35.562 --> 00:10:37.724
So no matter how bad they might be,

00:10:38.303 --> 00:10:39.803
that is the only place,

00:10:40.004 --> 00:10:41.225
that is the only option.

00:10:42.559 --> 00:10:45.461
So I like slippery slopes, right?

00:10:45.902 --> 00:10:47.322
And Scott is mentioning like, wow,

00:10:47.361 --> 00:10:48.123
what a great idea.

00:10:48.182 --> 00:10:49.883
Private DMV sounds like a win, win,

00:10:49.923 --> 00:10:50.663
win for everybody.

00:10:50.884 --> 00:10:51.923
And like it will be.

00:10:52.345 --> 00:10:53.865
But then when we slide down this,

00:10:53.904 --> 00:10:54.725
you can say like, hey,

00:10:54.765 --> 00:10:56.306
if you live somewhere where I live,

00:10:56.326 --> 00:10:58.908
there's really only one hospital.

00:10:59.726 --> 00:11:01.828
within emergency driving distance, right?

00:11:02.350 --> 00:11:03.610
So like that like highlights

00:11:03.692 --> 00:11:04.932
if they're the monopoly

00:11:04.952 --> 00:11:06.855
that they are going to,

00:11:07.416 --> 00:11:09.378
this is the person on the couch.

00:11:09.557 --> 00:11:10.619
They're only gonna do what

00:11:10.658 --> 00:11:12.662
they have to do to stay in

00:11:12.721 --> 00:11:14.322
existence because they

00:11:14.342 --> 00:11:15.445
don't have that competition.

00:11:17.267 --> 00:11:18.027
Yeah, yeah.

00:11:18.187 --> 00:11:18.386
Now,

00:11:18.466 --> 00:11:20.207
what's interesting is I was just

00:11:20.248 --> 00:11:21.008
saying the other day,

00:11:21.087 --> 00:11:22.328
like hospitals have just

00:11:22.408 --> 00:11:23.629
exploded everywhere.

00:11:23.649 --> 00:11:25.309
I can't believe there's only one for you.

00:11:26.529 --> 00:11:29.630
My town is like 50,000 population.

00:11:30.110 --> 00:11:32.672
It's a steel mill Midwestern town.

00:11:32.731 --> 00:11:34.153
It's not an affluent town.

00:11:34.273 --> 00:11:36.333
We have just where my clinic is.

00:11:36.833 --> 00:11:37.953
There are two hospitals,

00:11:38.153 --> 00:11:39.855
one across the street from each other.

00:11:39.894 --> 00:11:41.134
And then right down the road,

00:11:41.195 --> 00:11:42.895
there's like three more hospitals.

00:11:43.015 --> 00:11:44.495
One's a pediatric hospital,

00:11:44.556 --> 00:11:45.716
Cincinnati Children's.

00:11:46.277 --> 00:11:47.957
we have hospitals all over

00:11:48.018 --> 00:11:49.339
the place and they continue

00:11:49.359 --> 00:11:50.299
to build more.

00:11:50.320 --> 00:11:52.701
I just think they have so much money.

00:11:52.721 --> 00:11:53.400
They need to put it

00:11:53.441 --> 00:11:54.581
somewhere and real estate

00:11:54.621 --> 00:11:55.423
is a good option.

00:11:55.783 --> 00:11:55.962
Yeah.

00:11:56.123 --> 00:11:57.783
I think, I think that it will pop up.

00:11:57.844 --> 00:11:59.524
There's, so there's one main hospital,

00:11:59.544 --> 00:12:01.485
but there's several like medical groups,

00:12:01.505 --> 00:12:03.927
like the urgent care or then the special,

00:12:04.128 --> 00:12:05.869
you know, the non-hospital stuff.

00:12:06.269 --> 00:12:07.870
But this also points out the

00:12:07.929 --> 00:12:08.791
second thing I was going to

00:12:08.831 --> 00:12:09.812
bring up when you like sort

00:12:09.831 --> 00:12:11.712
of threw this to me in terms of like,

00:12:13.027 --> 00:12:14.067
how this works or how you

00:12:14.087 --> 00:12:15.089
could work it to your advantage,

00:12:15.528 --> 00:12:16.889
not only geographically.

00:12:17.049 --> 00:12:18.390
So not only numbers,

00:12:18.991 --> 00:12:22.575
but you could be the super specific PT.

00:12:22.615 --> 00:12:24.456
You could be the super specific thing.

00:12:24.515 --> 00:12:25.836
So you're like, I'm it baby.

00:12:26.457 --> 00:12:28.499
You know, um, an idea.

00:12:28.620 --> 00:12:29.841
Do you know who Steve Tepper is?

00:12:30.500 --> 00:12:30.660
No.

00:12:31.000 --> 00:12:32.041
Steve Tepper's a PT,

00:12:32.721 --> 00:12:35.381
and he just got super nerdy

00:12:35.522 --> 00:12:38.883
and learned cardiopulmonary, like EKG.

00:12:39.083 --> 00:12:41.783
So he was the only guy, or not the only,

00:12:41.823 --> 00:12:43.304
but according to me,

00:12:43.345 --> 00:12:45.325
in a lot of people's views,

00:12:45.345 --> 00:12:47.326
he was the only guy who

00:12:47.385 --> 00:12:48.625
really knew this deep.

00:12:49.145 --> 00:12:50.787
And if you looked at PT programs...

00:12:52.255 --> 00:12:53.496
it's a captive requirement

00:12:53.537 --> 00:12:54.798
to teach cardio poem and

00:12:54.837 --> 00:12:56.779
hit all these checkpoints, but it's,

00:12:56.960 --> 00:12:58.081
it's such a specialty that

00:12:58.101 --> 00:12:59.863
there's not a lot of PTs in

00:12:59.903 --> 00:13:01.404
the area of PT schools

00:13:01.524 --> 00:13:03.647
geographically to teach that.

00:13:03.746 --> 00:13:05.427
So like a PT school is like,

00:13:05.467 --> 00:13:06.129
we don't have anybody.

00:13:06.168 --> 00:13:07.629
So Steve Tepper was like, that's cool.

00:13:08.431 --> 00:13:09.811
I'll just fly to your school

00:13:10.291 --> 00:13:12.292
and come in hot for like 48

00:13:12.292 --> 00:13:13.751
hours and then hit every

00:13:13.792 --> 00:13:14.572
one of those checkpoints.

00:13:14.611 --> 00:13:15.351
And then dude, I'm out.

00:13:15.952 --> 00:13:17.692
And that was his, that was so smart.

00:13:17.732 --> 00:13:19.332
He's like, I'm the hired gun.

00:13:19.413 --> 00:13:20.493
Cause I'm the guy who knows

00:13:20.533 --> 00:13:22.214
this one specific thing,

00:13:22.494 --> 00:13:24.254
but I know it so well and I

00:13:24.313 --> 00:13:25.014
know you need it.

00:13:25.374 --> 00:13:26.134
So that's my gig.

00:13:26.335 --> 00:13:27.674
I got a carry on container

00:13:28.054 --> 00:13:29.815
and a laptop and that's his model.

00:13:29.835 --> 00:13:30.115
So like,

00:13:30.475 --> 00:13:32.096
how could you be the model for that?

00:13:32.155 --> 00:13:33.796
Now you have to be smart, right?

00:13:34.110 --> 00:13:35.070
And you have to say like, hey,

00:13:35.110 --> 00:13:35.769
if I'm gonna be the

00:13:35.850 --> 00:13:37.770
hippotherapy PT in this

00:13:37.870 --> 00:13:39.171
area and I'm gonna do this, this, this,

00:13:39.691 --> 00:13:41.552
are you solving a problem

00:13:42.451 --> 00:13:45.131
that actually exists for your audience?

00:13:45.591 --> 00:13:47.253
Now, keep in mind, when I say audience,

00:13:47.653 --> 00:13:49.673
we can say time and space geographically,

00:13:50.072 --> 00:13:51.653
or we can go down the road of like, well,

00:13:51.673 --> 00:13:52.913
your audience could be anybody,

00:13:53.033 --> 00:13:54.193
anywhere with a microphone.

00:13:54.494 --> 00:13:56.075
How can you deliver this care virtually,

00:13:56.115 --> 00:13:57.315
which is another several

00:13:57.335 --> 00:13:58.715
live streams that we could be doing.

00:13:59.195 --> 00:14:01.316
We kicked around the idea, or you did,

00:14:02.235 --> 00:14:03.976
of the Peloton PT?

00:14:04.057 --> 00:14:05.177
Why isn't there someone who's like,

00:14:05.899 --> 00:14:08.139
I work exclusively,

00:14:08.480 --> 00:14:10.081
who cares where you geographically are,

00:14:10.182 --> 00:14:12.302
but if you have pain or

00:14:12.383 --> 00:14:13.683
anything with riding

00:14:13.744 --> 00:14:15.004
Pelotons in your basement,

00:14:15.466 --> 00:14:16.725
I'm your person, I'm your girl,

00:14:16.745 --> 00:14:17.246
I'm your guy,

00:14:17.287 --> 00:14:18.447
you zoom in with me and then

00:14:18.467 --> 00:14:19.307
I make sure you're better.

00:14:19.708 --> 00:14:20.668
So I think the second one

00:14:20.729 --> 00:14:23.510
outside of geography was specialization.

00:14:23.571 --> 00:14:25.533
Can you get ironically so narrow?

00:14:26.052 --> 00:14:27.736
that you become the option

00:14:27.856 --> 00:14:28.457
and then it doesn't really

00:14:28.498 --> 00:14:29.320
matter what kind of service

00:14:29.760 --> 00:14:30.702
you know level of service

00:14:30.743 --> 00:14:31.684
or quality of service you

00:14:31.705 --> 00:14:32.647
provide people are going to

00:14:32.667 --> 00:14:33.408
be the path to your door

00:14:34.260 --> 00:14:34.461
Yeah.

00:14:34.821 --> 00:14:35.282
Yeah.

00:14:35.422 --> 00:14:36.221
And that's the thing.

00:14:36.261 --> 00:14:37.342
So you look at it and you say,

00:14:37.363 --> 00:14:39.864
how can I leverage these opportunities?

00:14:40.224 --> 00:14:41.404
Follow up on what we talked

00:14:41.445 --> 00:14:43.787
about this past Tuesday.

00:14:44.567 --> 00:14:46.248
Everybody has hidden value.

00:14:46.307 --> 00:14:48.349
They just maybe don't recognize it yet.

00:14:48.668 --> 00:14:51.431
So if I'm on the other side

00:14:51.490 --> 00:14:55.133
of this monopoly, if I'm a startup,

00:14:55.312 --> 00:14:56.974
I'm a single owner operator,

00:14:57.153 --> 00:14:58.534
I'm desperate for patients,

00:14:58.634 --> 00:14:59.755
but all of the patients are

00:14:59.775 --> 00:15:01.657
going to the local hospital because

00:15:02.298 --> 00:15:03.841
They have the doctors and

00:15:03.902 --> 00:15:05.104
doctors are forced to keep

00:15:05.164 --> 00:15:06.788
patients in their network.

00:15:07.229 --> 00:15:07.389
Right.

00:15:07.490 --> 00:15:08.432
What do I do?

00:15:09.374 --> 00:15:10.517
Well, I'm here.

00:15:11.339 --> 00:15:13.240
I'm I've got time available.

00:15:13.581 --> 00:15:15.663
I'm talking theoretically on that person.

00:15:16.345 --> 00:15:17.686
So what if I make myself

00:15:17.765 --> 00:15:18.947
available as a telehealth

00:15:18.986 --> 00:15:20.008
physical therapist for

00:15:20.168 --> 00:15:21.929
other practices outside of

00:15:22.049 --> 00:15:25.153
my driving radius who are

00:15:25.274 --> 00:15:26.815
so desperate they need

00:15:26.835 --> 00:15:28.417
evaluations to be done?

00:15:28.937 --> 00:15:30.399
They've got the three to six

00:15:30.418 --> 00:15:31.120
week wait list,

00:15:31.159 --> 00:15:33.022
which we talked about on another episode.

00:15:33.621 --> 00:15:36.102
And I'm like, look, I'm a gun for hire.

00:15:36.263 --> 00:15:36.842
I am here.

00:15:36.863 --> 00:15:39.004
I will telehealth into your clinic.

00:15:39.104 --> 00:15:40.644
I will do your evaluation.

00:15:40.924 --> 00:15:43.044
You can have somebody on site.

00:15:43.926 --> 00:15:46.005
And at least based on the

00:15:46.105 --> 00:15:47.086
current guidelines,

00:15:47.287 --> 00:15:49.648
as long as telehealth is

00:15:49.707 --> 00:15:53.568
covered by Medicare until December 31st,

00:15:53.568 --> 00:15:55.309
2024, there's a projection,

00:15:55.370 --> 00:15:56.610
an option that telehealth

00:15:56.649 --> 00:15:58.171
will be covered and made

00:15:58.250 --> 00:16:00.490
permanent for outpatient physical therapy,

00:16:00.551 --> 00:16:01.532
occupational therapy.

00:16:01.892 --> 00:16:02.052
Yeah.

00:16:02.412 --> 00:16:03.991
So this is absolutely

00:16:04.052 --> 00:16:06.153
something that we could say, OK,

00:16:06.552 --> 00:16:08.073
maybe I can't come work for

00:16:08.094 --> 00:16:09.014
your clinic and I'm an

00:16:09.053 --> 00:16:10.234
independent business owner,

00:16:10.274 --> 00:16:12.235
but you can hire me to get

00:16:12.355 --> 00:16:14.475
the start of care started.

00:16:15.096 --> 00:16:15.355
Yeah,

00:16:16.056 --> 00:16:18.677
this you you bring something up that

00:16:18.716 --> 00:16:19.836
we did in radio.

00:16:20.297 --> 00:16:21.677
And gosh, I get to say like, well,

00:16:21.697 --> 00:16:22.317
when I started,

00:16:22.357 --> 00:16:23.298
we weren't able to do this.

00:16:23.357 --> 00:16:25.158
And then then it was commonplace.

00:16:25.739 --> 00:16:26.578
Are you familiar with the

00:16:26.639 --> 00:16:28.000
idea of like voice tracking

00:16:28.159 --> 00:16:28.940
or syndication?

00:16:30.221 --> 00:16:31.602
syndication yeah so

00:16:31.623 --> 00:16:32.563
syndication would be like

00:16:32.604 --> 00:16:33.725
hey you have a morning show

00:16:33.784 --> 00:16:34.485
it doesn't really matter

00:16:34.525 --> 00:16:35.307
where it is let's say it's

00:16:35.567 --> 00:16:36.207
you know a lot of them were

00:16:36.227 --> 00:16:36.827
actually based out of

00:16:36.908 --> 00:16:37.729
dallas I think it was

00:16:37.749 --> 00:16:38.188
because it was in the

00:16:38.229 --> 00:16:39.029
middle of the country right

00:16:39.049 --> 00:16:40.370
a decent sized city so

00:16:40.390 --> 00:16:41.351
there was a lot of morning

00:16:41.392 --> 00:16:42.653
shows morning radio shows

00:16:42.673 --> 00:16:43.855
that were based in dallas

00:16:43.975 --> 00:16:45.475
that would then simulcast

00:16:46.057 --> 00:16:46.996
to different radio stations

00:16:47.037 --> 00:16:48.599
around the country so if

00:16:48.619 --> 00:16:49.799
you're a morning radio show

00:16:49.899 --> 00:16:51.041
or if you're a station in

00:16:51.081 --> 00:16:52.481
like you know scranton

00:16:52.501 --> 00:16:53.383
pennsylvania and you're

00:16:53.423 --> 00:16:54.663
like we don't have the budget

00:16:55.524 --> 00:16:57.066
Or it's slim pickings.

00:16:57.105 --> 00:16:57.626
Like we,

00:16:58.187 --> 00:16:59.268
we can't get anybody to move to

00:16:59.307 --> 00:17:00.168
Scranton or there aren't

00:17:00.308 --> 00:17:01.009
many great shows.

00:17:01.068 --> 00:17:02.750
You say, we want to carry this show.

00:17:03.250 --> 00:17:04.832
And then you get the, you know,

00:17:04.852 --> 00:17:06.614
the kid Kelly show from Dallas.

00:17:07.694 --> 00:17:09.375
And with a little bit of technology, uh,

00:17:10.663 --> 00:17:11.845
and maybe somebody sitting

00:17:11.865 --> 00:17:13.027
in the actual studio in

00:17:13.047 --> 00:17:14.308
Scranton for 20 bucks an hour,

00:17:14.368 --> 00:17:15.390
you can make it sound and

00:17:15.470 --> 00:17:17.594
feel like they're actually there.

00:17:17.614 --> 00:17:19.195
And many people in our

00:17:19.236 --> 00:17:20.959
geographic area had no idea

00:17:21.338 --> 00:17:23.321
that that show was syndicated,

00:17:23.442 --> 00:17:25.484
simulcast to so many different markets.

00:17:25.826 --> 00:17:26.026
And again,

00:17:26.767 --> 00:17:28.308
The perfect example is like Howard Stern.

00:17:28.449 --> 00:17:28.608
Like,

00:17:28.669 --> 00:17:29.750
did you actually think Howard Stern

00:17:29.770 --> 00:17:31.553
was in Idaho just because

00:17:31.573 --> 00:17:32.933
you could hear him on the radio in Idaho?

00:17:33.214 --> 00:17:33.994
The answer was no.

00:17:34.276 --> 00:17:36.157
Like, you know, it was clear there, right?

00:17:36.798 --> 00:17:38.400
The other was voice tracking.

00:17:38.540 --> 00:17:39.922
So voice tracking is similar

00:17:39.942 --> 00:17:41.304
to what you're talking about.

00:17:42.557 --> 00:17:43.616
Voice tracking was typically

00:17:43.757 --> 00:17:46.238
used on different shifts

00:17:46.478 --> 00:17:47.758
outside of morning radio.

00:17:48.097 --> 00:17:48.897
So essentially everybody

00:17:48.917 --> 00:17:49.958
knew like the radio station

00:17:49.998 --> 00:17:50.598
had a playlist.

00:17:50.699 --> 00:17:51.919
It was a list of MP3s,

00:17:52.239 --> 00:17:53.239
much like a Spotify

00:17:53.259 --> 00:17:53.898
playlist that you would

00:17:53.959 --> 00:17:56.079
create with several holes

00:17:56.160 --> 00:17:58.960
in them that a DJ didn't

00:17:59.019 --> 00:18:00.580
matter where they were located,

00:18:00.681 --> 00:18:01.320
would upload,

00:18:01.461 --> 00:18:02.881
would bring that up on their screen.

00:18:03.020 --> 00:18:04.421
And then they would just go to the holes.

00:18:04.461 --> 00:18:05.241
They'd look at what song

00:18:05.261 --> 00:18:06.021
they were coming out of,

00:18:06.082 --> 00:18:07.281
look at song what they were coming into.

00:18:07.981 --> 00:18:08.682
They would have a little

00:18:09.223 --> 00:18:10.525
update from the program

00:18:10.545 --> 00:18:11.385
director that ran that

00:18:11.425 --> 00:18:13.147
station in Kansas or

00:18:13.208 --> 00:18:14.650
Florida or South Carolina.

00:18:15.049 --> 00:18:16.672
Hey, we're doing this concert giveaway.

00:18:16.951 --> 00:18:17.792
So they were able to fill

00:18:17.833 --> 00:18:19.055
those holes with voice or

00:18:19.075 --> 00:18:20.435
personality or ideas or

00:18:20.476 --> 00:18:22.417
commentary and then just upload it.

00:18:22.557 --> 00:18:23.500
So when it actually played,

00:18:23.519 --> 00:18:25.060
it sounds it sounded seamless.

00:18:25.887 --> 00:18:28.909
So you could be a busier radio station,

00:18:28.949 --> 00:18:30.430
have more holes, or, hey,

00:18:30.450 --> 00:18:32.090
we don't need as much, less holes, or,

00:18:32.131 --> 00:18:32.230
hey,

00:18:32.270 --> 00:18:33.330
we don't need you to voice track

00:18:33.351 --> 00:18:34.231
because we have someone here.

00:18:34.632 --> 00:18:35.112
But it's similar.

00:18:35.132 --> 00:18:37.192
It's like, hey, if I have more evaluations,

00:18:37.492 --> 00:18:39.753
I can put up a flag digitally and go, hey,

00:18:40.273 --> 00:18:42.835
who's ready to take those evals?

00:18:42.855 --> 00:18:43.316
Are you ready?

00:18:43.455 --> 00:18:45.096
And you're like, I can do it virtually.

00:18:45.135 --> 00:18:45.916
I can do it digitally.

00:18:46.436 --> 00:18:48.178
So it's a similar option,

00:18:48.518 --> 00:18:50.298
which will become more prevalent.

00:18:51.460 --> 00:18:52.760
I would love to see it, you know,

00:18:52.820 --> 00:18:53.801
become more prevalent

00:18:53.882 --> 00:18:54.923
because like you said,

00:18:55.442 --> 00:18:57.905
Uber opened up capacity.

00:18:58.266 --> 00:18:58.506
Right.

00:18:58.566 --> 00:18:59.586
So if there's a car sitting

00:18:59.606 --> 00:19:01.048
in the driveway and there's

00:19:01.088 --> 00:19:02.369
a person sitting on the couch,

00:19:02.549 --> 00:19:03.810
you all of a sudden could

00:19:04.070 --> 00:19:05.071
pick up and start a

00:19:05.112 --> 00:19:07.213
business any time of day that you wanted.

00:19:07.294 --> 00:19:09.096
If you had access to Uber,

00:19:09.236 --> 00:19:12.138
Airbnb made capacity available available.

00:19:12.259 --> 00:19:13.099
I think about all the

00:19:13.140 --> 00:19:14.401
therapists that even

00:19:14.441 --> 00:19:16.102
therapists that are on maternity leave,

00:19:16.142 --> 00:19:17.423
therapists that are, you know,

00:19:17.644 --> 00:19:18.644
out for whatever.

00:19:18.704 --> 00:19:19.664
They just had an ACL

00:19:19.704 --> 00:19:20.766
reconstruction and they're

00:19:20.806 --> 00:19:21.646
sitting and they're bored

00:19:21.666 --> 00:19:22.788
and they want to do something.

00:19:23.469 --> 00:19:25.609
We have capacity in the system.

00:19:25.651 --> 00:19:27.971
We just can't access that capacity.

00:19:28.532 --> 00:19:31.075
So if there was a area

00:19:31.375 --> 00:19:33.057
online that you could put

00:19:33.176 --> 00:19:34.897
up that flag and say, hey,

00:19:35.358 --> 00:19:36.159
we've got a patient who

00:19:36.179 --> 00:19:37.200
needs an evaluation.

00:19:38.185 --> 00:19:39.346
The therapist could opt in.

00:19:39.548 --> 00:19:40.628
They could choose to do it.

00:19:42.290 --> 00:19:43.692
We're getting to the

00:19:43.751 --> 00:19:44.653
therapists that are

00:19:44.712 --> 00:19:46.454
available as opposed to all

00:19:46.494 --> 00:19:47.355
of us just sitting around

00:19:47.395 --> 00:19:48.436
complaining that there's no

00:19:48.458 --> 00:19:49.218
therapist to hire.

00:19:49.699 --> 00:19:50.980
Go ahead.

00:19:51.340 --> 00:19:53.903
So say two things that came

00:19:53.923 --> 00:19:54.944
to mind when you were talking there.

00:19:54.964 --> 00:19:56.967
I can't remember the name of the app,

00:19:57.106 --> 00:19:58.008
but there was an app.

00:19:58.848 --> 00:20:02.190
designed for restaurants so

00:20:02.230 --> 00:20:03.069
let's say tony runs a

00:20:03.109 --> 00:20:04.111
restaurant and jimmy's one

00:20:04.171 --> 00:20:06.451
of you know 12 servers and

00:20:06.510 --> 00:20:07.771
tony's like dude you know

00:20:08.092 --> 00:20:09.172
dave just called in sick

00:20:09.211 --> 00:20:10.113
he's not here I need

00:20:10.133 --> 00:20:11.313
someone to cover the shift

00:20:12.333 --> 00:20:13.354
in back in the day you'd

00:20:13.374 --> 00:20:14.673
have to make 12 phone calls

00:20:14.894 --> 00:20:15.653
right and of course they're

00:20:15.673 --> 00:20:16.233
going to know who you are

00:20:16.255 --> 00:20:16.875
they're not going to dodge

00:20:16.894 --> 00:20:17.575
it they're going to screen

00:20:17.595 --> 00:20:19.414
the calls and then your

00:20:19.536 --> 00:20:20.935
your your job for the next

00:20:21.016 --> 00:20:22.316
two hours is find someone

00:20:22.355 --> 00:20:23.636
to cover the shift that's

00:20:23.676 --> 00:20:24.957
coming up in two hours they

00:20:24.977 --> 00:20:25.676
created an app was

00:20:25.717 --> 00:20:27.018
essentially everybody's on the app

00:20:28.423 --> 00:20:29.564
Tony puts up a flag that says,

00:20:29.763 --> 00:20:30.723
who wants the shift?

00:20:30.743 --> 00:20:31.605
Because there's somebody in

00:20:31.644 --> 00:20:33.526
the 12 that is like, I want it, I need it,

00:20:33.586 --> 00:20:34.105
I need the money.

00:20:34.586 --> 00:20:35.586
And there's 11 that may be like,

00:20:35.606 --> 00:20:36.146
I don't know,

00:20:36.207 --> 00:20:37.527
I'm going to work as little as possible.

00:20:37.768 --> 00:20:39.107
So this made it easy to find

00:20:39.147 --> 00:20:41.169
the needle in the stack of needles.

00:20:41.449 --> 00:20:42.470
And I forget what app that was,

00:20:42.490 --> 00:20:43.049
but it made it more

00:20:43.089 --> 00:20:44.009
efficient for managers.

00:20:44.049 --> 00:20:44.891
And whatever it cost,

00:20:44.951 --> 00:20:46.191
it paid for itself probably

00:20:46.551 --> 00:20:48.251
in two shifts filled, right?

00:20:48.271 --> 00:20:49.853
Because that is your supply and demand,

00:20:50.173 --> 00:20:50.953
which fluctuated.

00:20:51.253 --> 00:20:52.974
Here's another idea that doesn't exist,

00:20:53.535 --> 00:20:54.515
that maybe we can steal

00:20:54.555 --> 00:20:55.576
from a failed business.

00:20:56.951 --> 00:20:57.251
Okay.

00:20:57.853 --> 00:21:01.256
What if you just said Airbnb and Uber,

00:21:01.415 --> 00:21:02.276
and I heard a great talk

00:21:02.296 --> 00:21:03.096
and the way it was framed,

00:21:03.116 --> 00:21:03.837
it was like the world's

00:21:03.857 --> 00:21:05.699
largest cab company owns no cabs.

00:21:06.119 --> 00:21:07.240
The world's largest hotel

00:21:07.279 --> 00:21:09.642
company owns no hotels and

00:21:09.662 --> 00:21:10.123
no real estate.

00:21:10.163 --> 00:21:11.544
That's Uber and Airbnb.

00:21:12.545 --> 00:21:14.685
So what if you stole a model from WeWork?

00:21:15.487 --> 00:21:17.167
so what if tony tomorrow

00:21:17.208 --> 00:21:18.127
comes into his clinic and

00:21:18.328 --> 00:21:20.190
fires all of his pts right

00:21:20.690 --> 00:21:22.711
but you say now everybody

00:21:22.730 --> 00:21:24.011
in the geographic area is

00:21:24.071 --> 00:21:24.811
now an independent

00:21:24.852 --> 00:21:26.952
contractor you I own the

00:21:27.053 --> 00:21:28.173
space because there is

00:21:28.213 --> 00:21:29.213
advantage to having this

00:21:29.314 --> 00:21:30.974
space and this this central

00:21:30.994 --> 00:21:32.476
place to meet like we work

00:21:32.536 --> 00:21:33.277
it was like I don't need

00:21:33.317 --> 00:21:34.237
meetings all the time so

00:21:34.257 --> 00:21:35.018
why the hell am I paying

00:21:35.038 --> 00:21:35.978
for this office all the

00:21:36.018 --> 00:21:37.679
time but when I need it I

00:21:37.759 --> 00:21:38.638
need it because I need the

00:21:39.460 --> 00:21:40.579
ambiance I need the meeting

00:21:40.621 --> 00:21:42.662
space I need a tv whatever

00:21:43.561 --> 00:21:44.082
And I don't want to be

00:21:44.102 --> 00:21:44.883
meeting at a coffee shop

00:21:44.903 --> 00:21:45.522
all the time and I don't

00:21:45.542 --> 00:21:46.202
bring people to my house.

00:21:46.742 --> 00:21:47.903
So is there do you think

00:21:47.923 --> 00:21:48.884
there's a lot like let's

00:21:48.923 --> 00:21:49.844
shoot holes in this idea.

00:21:50.224 --> 00:21:52.265
If you combined WeWork and

00:21:52.625 --> 00:21:54.705
Uber for for physical therapists.

00:21:54.746 --> 00:21:54.865
Now,

00:21:54.965 --> 00:21:56.826
Tony is just like you book an hour in

00:21:56.846 --> 00:21:58.667
my my my clinic and you get

00:21:58.688 --> 00:21:59.827
to use all the amenities.

00:21:59.948 --> 00:22:00.167
Listen,

00:22:00.188 --> 00:22:01.548
I'm taking all the overhead and the risk.

00:22:02.449 --> 00:22:03.489
Um, with that,

00:22:03.528 --> 00:22:05.009
you just pay either per use

00:22:05.170 --> 00:22:06.170
or I get a cut,

00:22:06.230 --> 00:22:07.990
like there's a flat rate or I get a cut.

00:22:08.050 --> 00:22:08.451
Like, you know,

00:22:08.490 --> 00:22:09.351
you run it through my bill.

00:22:09.371 --> 00:22:11.332
I also offer billing POS

00:22:11.352 --> 00:22:12.291
systems or something.

00:22:12.612 --> 00:22:13.752
It might get too convoluted,

00:22:13.772 --> 00:22:14.272
less convoluted.

00:22:14.512 --> 00:22:14.772
I don't know.

00:22:14.792 --> 00:22:15.653
Is that something that could work?

00:22:16.314 --> 00:22:17.173
A thousand percent.

00:22:17.213 --> 00:22:18.974
I do it right now for massage therapy.

00:22:19.595 --> 00:22:21.075
So massage therapists in the

00:22:21.214 --> 00:22:23.736
area can come rent a massage room.

00:22:23.756 --> 00:22:26.336
Sam says he uses a space like that.

00:22:26.356 --> 00:22:27.277
It looks like I'm too late.

00:22:27.477 --> 00:22:27.757
Okay.

00:22:27.837 --> 00:22:28.298
This exists.

00:22:28.317 --> 00:22:28.478
Perfect.

00:22:28.637 --> 00:22:28.978
Perfect.

00:22:30.096 --> 00:22:31.637
Yeah, so like my massage therapist,

00:22:31.657 --> 00:22:33.178
they can come in, they can rent the room,

00:22:33.518 --> 00:22:35.538
there's laundry facilities on site,

00:22:35.578 --> 00:22:36.680
there's all of these things.

00:22:37.279 --> 00:22:39.421
I had said previously, you know,

00:22:39.881 --> 00:22:42.021
we have two clinic locations right now.

00:22:42.261 --> 00:22:43.442
One is completely

00:22:43.602 --> 00:22:45.202
underutilized and it

00:22:45.242 --> 00:22:46.163
doesn't even have to be

00:22:46.423 --> 00:22:47.364
physical therapists.

00:22:47.403 --> 00:22:48.423
Like if you have the

00:22:48.483 --> 00:22:49.744
equipment and you have the space.

00:22:50.384 --> 00:22:51.204
It could be PT.

00:22:51.265 --> 00:22:51.965
It could be OT.

00:22:51.986 --> 00:22:53.266
It could be personal trainers.

00:22:53.306 --> 00:22:54.666
It could be yoga Pilates.

00:22:54.686 --> 00:22:55.988
It could be any of these

00:22:57.587 --> 00:22:59.769
local individuals who want

00:22:59.829 --> 00:23:01.309
to dip a toe in the water

00:23:01.609 --> 00:23:03.691
of what is it like to be my own boss?

00:23:03.830 --> 00:23:05.612
Maybe they still have full-time jobs.

00:23:06.653 --> 00:23:07.833
Could be open on weekends.

00:23:07.893 --> 00:23:09.193
Could be open overnight.

00:23:09.513 --> 00:23:09.814
You know,

00:23:09.874 --> 00:23:11.535
we have a lot of people here in

00:23:11.595 --> 00:23:13.715
Ohio who are working third shift.

00:23:13.736 --> 00:23:14.916
They're working overnight.

00:23:15.436 --> 00:23:16.416
Most physical therapy

00:23:16.458 --> 00:23:17.678
clinics aren't open when

00:23:17.698 --> 00:23:19.318
they get off that shift.

00:23:20.478 --> 00:23:23.280
So they come in and really,

00:23:23.300 --> 00:23:24.722
if you look at just

00:23:24.923 --> 00:23:25.964
absolute numbers and I

00:23:26.005 --> 00:23:29.127
shared this a long time ago, you could,

00:23:29.147 --> 00:23:31.171
let me run the math for a second.

00:23:31.826 --> 00:23:34.148
If I'm an owner running a private practice,

00:23:34.189 --> 00:23:35.430
I'm not treating patients.

00:23:35.529 --> 00:23:37.031
I am a genuine owner.

00:23:37.652 --> 00:23:38.593
There's probably going to be

00:23:38.653 --> 00:23:40.875
a 15% profit margin in there,

00:23:41.355 --> 00:23:43.076
up or down 5% either way.

00:23:43.617 --> 00:23:44.317
So you're like, well,

00:23:44.798 --> 00:23:47.101
what if I just threw that

00:23:47.101 --> 00:23:49.442
15% profit margin as the

00:23:49.863 --> 00:23:51.904
use fee and therapists

00:23:51.964 --> 00:23:53.246
could just come in and use

00:23:53.286 --> 00:23:55.008
the facility or I made it a

00:23:55.048 --> 00:23:57.309
premium and I said 20%.

00:23:57.309 --> 00:23:57.990
Like you said,

00:23:58.030 --> 00:23:58.991
it could be an absolute

00:23:59.011 --> 00:24:00.114
dollar amount or it could

00:24:00.134 --> 00:24:02.175
be a percentage of what they're charging.

00:24:02.616 --> 00:24:03.557
But the idea is I'm going to

00:24:03.597 --> 00:24:04.859
make the same money anyway,

00:24:05.381 --> 00:24:06.541
but I'm going to have less risk,

00:24:06.843 --> 00:24:07.723
less liability.

00:24:07.923 --> 00:24:09.266
There's no Medicare audits

00:24:09.306 --> 00:24:10.326
that I have to worry about

00:24:10.366 --> 00:24:13.730
because it's not my MPI and PTAN,

00:24:13.932 --> 00:24:15.032
it's that therapist.

00:24:15.814 --> 00:24:17.434
and then the upsell services

00:24:17.914 --> 00:24:18.934
maybe the therapist wants

00:24:18.954 --> 00:24:19.596
to do it but they don't

00:24:19.635 --> 00:24:20.996
want to do billing so we

00:24:21.036 --> 00:24:22.096
offer a billing service

00:24:22.156 --> 00:24:23.356
maybe the therapist wants

00:24:23.376 --> 00:24:24.257
to do it but they don't

00:24:24.297 --> 00:24:25.738
want to do admin and

00:24:25.758 --> 00:24:26.857
scheduling and answering

00:24:26.897 --> 00:24:28.358
calls so we offer that as

00:24:28.398 --> 00:24:30.339
an upsell service it can

00:24:30.559 --> 00:24:32.141
absolutely be done you just

00:24:32.161 --> 00:24:33.221
need the right environment

00:24:33.500 --> 00:24:34.761
the right density of

00:24:35.082 --> 00:24:36.481
available therapists who

00:24:36.541 --> 00:24:37.623
are thinking about it and

00:24:37.663 --> 00:24:39.323
then letting them know

00:24:39.462 --> 00:24:40.864
something like this is available

00:24:42.878 --> 00:24:42.999
Um,

00:24:43.400 --> 00:24:45.801
Sam who's the migraine PT says he uses

00:24:45.842 --> 00:24:47.063
this, it was called Medco share.

00:24:47.083 --> 00:24:47.982
So I just brought up their, uh,

00:24:49.785 --> 00:24:50.965
website and that's what, that's,

00:24:51.086 --> 00:24:52.446
this is exactly what I envisioned.

00:24:52.606 --> 00:24:52.807
So.

00:24:53.728 --> 00:24:54.388
I did not know this.

00:24:54.628 --> 00:24:55.730
It sounded like I just like, Hey,

00:24:55.750 --> 00:24:56.009
what this,

00:24:56.089 --> 00:24:57.651
this is a crazy idea and I invented it,

00:24:57.851 --> 00:24:58.392
but that happens.

00:24:58.432 --> 00:24:59.031
You come up with the same

00:24:59.071 --> 00:24:59.913
idea as someone else did,

00:25:00.073 --> 00:25:00.874
but they did it three years

00:25:00.913 --> 00:25:02.055
ago and they actually followed through.

00:25:03.115 --> 00:25:05.698
Um, so Sam is saying he uses this.

00:25:07.861 --> 00:25:08.741
And we're calling Sam right

00:25:08.761 --> 00:25:10.201
now because it's a live

00:25:10.241 --> 00:25:11.403
call-in show and we can do this.

00:25:12.223 --> 00:25:13.724
First month free when you

00:25:13.744 --> 00:25:14.904
sign a six-month agreement.

00:25:15.065 --> 00:25:16.006
I want to see where they are.

00:25:16.326 --> 00:25:16.987
Sam, what's up, dude?

00:25:18.027 --> 00:25:18.366
Not much.

00:25:18.387 --> 00:25:19.067
How's it going, Jamie?

00:25:19.268 --> 00:25:20.788
Tony, can you hear Sam okay on that end?

00:25:20.949 --> 00:25:21.650
I can, yeah.

00:25:21.890 --> 00:25:22.170
Perfect.

00:25:22.190 --> 00:25:22.930
We'll do speakerphone.

00:25:22.950 --> 00:25:24.010
So how long have you been

00:25:24.030 --> 00:25:24.871
doing MedcoShare?

00:25:24.932 --> 00:25:26.011
Looks like a cool idea that

00:25:26.031 --> 00:25:26.952
I just invented that was

00:25:26.972 --> 00:25:27.532
already invented.

00:25:28.493 --> 00:25:28.993
Since 2021.

00:25:33.288 --> 00:25:33.827
Oh, okay.

00:25:33.867 --> 00:25:34.788
So this has been a little while.

00:25:34.848 --> 00:25:35.769
It looks like they've got...

00:25:35.929 --> 00:25:37.630
This is a regional version of this.

00:25:37.650 --> 00:25:37.869
Maybe 2022.

00:25:37.970 --> 00:25:38.371
All right.

00:25:38.891 --> 00:25:40.030
So two years.

00:25:40.051 --> 00:25:40.432
A couple years.

00:25:40.892 --> 00:25:42.593
Pennsylvania, New Jersey, Texas.

00:25:42.853 --> 00:25:44.453
Can you bounce between locations?

00:25:44.473 --> 00:25:46.134
Because you're in Pennsylvania.

00:25:46.174 --> 00:25:48.155
Can you, like the WeWork,

00:25:48.276 --> 00:25:49.576
can you use the location in

00:25:50.596 --> 00:25:51.636
Philly and then go to the

00:25:51.656 --> 00:25:52.698
King of Prussia if you have

00:25:52.758 --> 00:25:53.377
someone closer?

00:25:54.239 --> 00:25:56.319
It would be separate agreements for that.

00:25:56.440 --> 00:25:56.720
Got it.

00:25:56.799 --> 00:25:58.921
I'd have to have a room rate

00:25:58.941 --> 00:26:00.422
for that and a room rate for...

00:26:01.253 --> 00:26:02.433
the other location I use.

00:26:02.594 --> 00:26:03.575
How's the experience been?

00:26:04.674 --> 00:26:05.375
It's been pretty good.

00:26:05.555 --> 00:26:07.215
So I just schedule online on

00:26:07.236 --> 00:26:07.976
their platform.

00:26:08.056 --> 00:26:09.717
I share a room right now

00:26:09.757 --> 00:26:11.477
with one or two other providers.

00:26:12.498 --> 00:26:13.718
And we're pretty good about

00:26:13.778 --> 00:26:14.938
communicating like, hey,

00:26:14.998 --> 00:26:15.858
I saw that you booked this room.

00:26:15.878 --> 00:26:16.798
Are you using it right now?

00:26:16.818 --> 00:26:17.419
And it's like, oh,

00:26:17.459 --> 00:26:18.980
I didn't actually have patients today.

00:26:19.740 --> 00:26:20.259
You can use them.

00:26:20.279 --> 00:26:21.560
We'll switch our times out.

00:26:21.580 --> 00:26:25.241
But I pay for a small room block.

00:26:25.281 --> 00:26:25.682
So I get

00:26:26.365 --> 00:26:28.606
like four half days a month.

00:26:28.866 --> 00:26:29.928
But I can pay all the way up

00:26:30.008 --> 00:26:32.490
to renting a whole room for

00:26:32.529 --> 00:26:33.550
myself at all times.

00:26:33.691 --> 00:26:33.891
Yeah.

00:26:34.050 --> 00:26:35.231
They're dispersing the risk

00:26:35.271 --> 00:26:36.472
is what I love about this, Tony,

00:26:36.492 --> 00:26:37.753
which is like, hey, man,

00:26:37.973 --> 00:26:39.315
rising tide lifts all ships.

00:26:39.694 --> 00:26:40.796
If I just come in hot and

00:26:40.816 --> 00:26:42.698
try to lock everybody in on

00:26:42.718 --> 00:26:44.960
a contract and make them bleed,

00:26:45.559 --> 00:26:47.361
I will make more money for

00:26:47.381 --> 00:26:48.321
the first three months.

00:26:48.362 --> 00:26:50.324
And when that person is sinking,

00:26:50.384 --> 00:26:52.045
then I'm going to make no

00:26:52.105 --> 00:26:54.547
money six months or two years from now.

00:26:54.567 --> 00:26:55.067
And they're smart.

00:26:55.788 --> 00:26:56.587
What about some of the other

00:26:56.867 --> 00:26:58.848
benefits or features that comes with it?

00:26:58.868 --> 00:26:59.469
I'm seeing, like,

00:26:59.528 --> 00:27:01.108
you're mentioning flexible offices.

00:27:01.589 --> 00:27:03.609
It says basic support staffing.

00:27:03.670 --> 00:27:04.369
These are things I didn't

00:27:04.390 --> 00:27:05.010
even think about.

00:27:05.770 --> 00:27:07.631
They have a check-in kiosk.

00:27:07.951 --> 00:27:08.250
So, like,

00:27:08.290 --> 00:27:09.332
it'll let me know the patient's

00:27:09.372 --> 00:27:10.551
there and in the waiting room.

00:27:11.731 --> 00:27:12.673
They have, like,

00:27:12.972 --> 00:27:15.272
a front desk person up there that can,

00:27:15.292 --> 00:27:15.972
like, help with stuff.

00:27:15.992 --> 00:27:19.034
They also offer, like,

00:27:19.114 --> 00:27:20.615
a medical assistant if, like, you're,

00:27:20.634 --> 00:27:22.075
like, a physician and using the space,

00:27:22.095 --> 00:27:22.815
which a lot of, like,

00:27:22.855 --> 00:27:23.536
most of the people there

00:27:23.596 --> 00:27:25.056
are physician groups.

00:27:26.486 --> 00:27:27.906
um and they also are now

00:27:27.946 --> 00:27:30.147
starting to offer like some

00:27:30.188 --> 00:27:31.647
more um what it's like

00:27:31.688 --> 00:27:34.509
marketing um services so

00:27:34.528 --> 00:27:35.670
like if I wanted to do like

00:27:35.730 --> 00:27:37.109
a newsletter email or

00:27:37.150 --> 00:27:38.230
website like they're also

00:27:38.270 --> 00:27:39.931
combining that right that's

00:27:40.652 --> 00:27:42.451
really really competitive

00:27:42.511 --> 00:27:43.492
if you're using their space

00:27:43.873 --> 00:27:44.952
last question I'll ask like

00:27:45.292 --> 00:27:46.433
like talk about who else is

00:27:46.453 --> 00:27:47.013
there you mentioned

00:27:47.054 --> 00:27:48.233
physicians and you're a

00:27:48.273 --> 00:27:49.335
physical therapist you

00:27:49.375 --> 00:27:50.976
treat people uh with

00:27:51.016 --> 00:27:51.915
migraine who else is there

00:27:53.103 --> 00:27:54.682
So when I first started there,

00:27:54.722 --> 00:27:56.044
there was a pelvic health

00:27:56.064 --> 00:27:58.644
group who's now got busier

00:27:58.683 --> 00:27:59.604
and bigger and moved on to

00:27:59.624 --> 00:28:00.604
their own private space.

00:28:01.064 --> 00:28:04.625
But also there is a pediatric cardiologist,

00:28:05.144 --> 00:28:08.066
an adult cardiologist, dermatologist,

00:28:08.425 --> 00:28:09.945
a primary care office,

00:28:11.625 --> 00:28:13.146
a tattoo removal person,

00:28:14.606 --> 00:28:18.326
and a medical esthetician.

00:28:18.446 --> 00:28:19.647
Last question.

00:28:19.728 --> 00:28:20.448
Have you guys...

00:28:22.335 --> 00:28:23.055
Do you think it's a good

00:28:23.075 --> 00:28:24.214
environment for you to

00:28:24.275 --> 00:28:26.435
refer out and vice versa?

00:28:27.175 --> 00:28:28.816
The idea here is bumpability.

00:28:30.336 --> 00:28:30.457
Oh,

00:28:30.477 --> 00:28:32.636
like us networking with the other

00:28:32.676 --> 00:28:33.217
people there?

00:28:33.317 --> 00:28:33.797
Correct.

00:28:34.477 --> 00:28:34.757
Yeah,

00:28:34.836 --> 00:28:36.478
so I've been doing that there and

00:28:36.518 --> 00:28:37.357
with some of the other

00:28:37.417 --> 00:28:39.857
locations that have

00:28:39.897 --> 00:28:41.398
providers that I would work

00:28:41.439 --> 00:28:42.199
more closely with.

00:28:42.818 --> 00:28:43.199
Love this.

00:28:43.219 --> 00:28:44.058
I try to talk with them and

00:28:44.078 --> 00:28:45.719
network and see who I could

00:28:45.739 --> 00:28:47.339
refer to them and when it's appropriate.

00:28:49.570 --> 00:28:51.232
and in kind for them.

00:28:51.492 --> 00:28:51.913
Love that.

00:28:52.074 --> 00:28:52.693
This is brilliant.

00:28:52.753 --> 00:28:52.953
Sam,

00:28:52.973 --> 00:28:54.576
appreciate your insight on this idea

00:28:54.615 --> 00:28:55.396
that I invented that

00:28:55.436 --> 00:28:56.337
someone else stole from me,

00:28:56.377 --> 00:28:57.699
but it's because they did it first.

00:28:58.980 --> 00:28:59.361
Yeah, no problem.

00:28:59.381 --> 00:28:59.861
All right.

00:28:59.901 --> 00:29:00.161
Thanks, dude.

00:29:00.181 --> 00:29:01.522
Thanks for inviting me on.

00:29:01.542 --> 00:29:02.163
All right, man.

00:29:02.202 --> 00:29:02.384
See ya.

00:29:02.824 --> 00:29:03.003
Yeah.

00:29:04.045 --> 00:29:04.244
Cool.

00:29:04.384 --> 00:29:05.026
I mean, hey, look,

00:29:05.066 --> 00:29:06.346
my proof of concept was a

00:29:06.386 --> 00:29:06.928
proof of concept.

00:29:06.948 --> 00:29:07.808
Did someone just beat me to it?

00:29:08.988 --> 00:29:09.528
So like I said,

00:29:09.548 --> 00:29:12.689
I this is basically exactly what we do.

00:29:12.749 --> 00:29:14.890
I think we have we were down

00:29:14.950 --> 00:29:15.789
a couple right now.

00:29:15.830 --> 00:29:18.270
I think we have five massage

00:29:18.310 --> 00:29:19.612
therapists who kind of come

00:29:19.771 --> 00:29:22.772
in like we work or whatever.

00:29:22.932 --> 00:29:24.273
They rent the room either by

00:29:24.314 --> 00:29:25.713
the hour or by the month.

00:29:26.273 --> 00:29:28.674
And I did the math on this years ago.

00:29:28.875 --> 00:29:30.195
So I just kind of redid it.

00:29:31.076 --> 00:29:34.238
In my area, if I rent a massage room,

00:29:34.278 --> 00:29:36.239
about a 10 by 10, 10 by 12 room,

00:29:37.058 --> 00:29:38.640
it's $250 a month.

00:29:39.401 --> 00:29:40.601
That's pretty competitive

00:29:40.641 --> 00:29:42.182
with other massage places

00:29:42.281 --> 00:29:43.623
that rent a massage room.

00:29:44.282 --> 00:29:45.943
And so if I do the math,

00:29:46.384 --> 00:29:48.085
there's 8760 hours in a year.

00:29:48.105 --> 00:29:48.905
I think that's right.

00:29:48.925 --> 00:29:49.546
If I'm doing $250 a month,

00:29:49.726 --> 00:29:50.226
that's 3000 a year.

00:29:50.246 --> 00:29:50.926
Run the numbers.

00:29:50.946 --> 00:29:52.488
It's about $0.34 an hour.

00:30:01.449 --> 00:30:03.410
I don't know, I don't do public math,

00:30:03.490 --> 00:30:08.031
but if I rent by the hour, it's $15,

00:30:08.031 --> 00:30:08.311
right?

00:30:08.392 --> 00:30:09.653
So if I look at this as a

00:30:09.752 --> 00:30:11.813
landlord and I'm like, look,

00:30:11.874 --> 00:30:13.653
I've got this space,

00:30:13.913 --> 00:30:15.994
I need to maximize how much

00:30:16.075 --> 00:30:17.875
money I can rent this space

00:30:17.935 --> 00:30:19.997
for 15 an hour,

00:30:20.017 --> 00:30:23.357
as opposed to 34 cents or whatever,

00:30:23.798 --> 00:30:24.618
huge difference.

00:30:24.878 --> 00:30:25.058
Now,

00:30:25.078 --> 00:30:26.480
am I gonna rent 24 hours in a day at

00:30:26.480 --> 00:30:27.039
$15 an hour?

00:30:27.079 --> 00:30:27.160
No.

00:30:29.800 --> 00:30:31.541
but I'm going to rent the premium hours,

00:30:31.722 --> 00:30:31.982
you know?

00:30:32.022 --> 00:30:33.743
And then I always have

00:30:33.784 --> 00:30:35.705
thought about this as clinic owners.

00:30:35.726 --> 00:30:36.865
I'm like,

00:30:37.027 --> 00:30:39.127
how can we optimize the dead time

00:30:39.188 --> 00:30:39.769
in the clinic?

00:30:39.848 --> 00:30:41.130
Maybe it's the lunch hour.

00:30:41.210 --> 00:30:42.069
If you have a team that

00:30:42.109 --> 00:30:43.330
takes the same lunch hour,

00:30:43.411 --> 00:30:45.913
maybe it's the weekends, the holidays,

00:30:45.992 --> 00:30:46.814
the evenings.

00:30:47.734 --> 00:30:49.516
I remember as a young person,

00:30:49.715 --> 00:30:50.896
it was nothing for me to go

00:30:50.936 --> 00:30:52.438
work out at 9 p.m.,

00:30:52.979 --> 00:30:55.099
but a lot of clinics are closed at 9 p.m.

00:30:55.140 --> 00:30:58.083
So like, how can we tap into that time?

00:30:59.194 --> 00:31:00.976
This model can be applied to

00:31:01.016 --> 00:31:01.656
stuff like that.

00:31:02.397 --> 00:31:03.919
And then if you remember, we talked,

00:31:03.979 --> 00:31:05.779
I think it was last Tuesday,

00:31:06.260 --> 00:31:08.142
we talked about kind of

00:31:08.261 --> 00:31:09.722
mobile operations.

00:31:09.782 --> 00:31:10.983
I talked about vans,

00:31:11.064 --> 00:31:13.105
the sprinter vans and stuff like that.

00:31:13.125 --> 00:31:13.445
I'm like,

00:31:13.926 --> 00:31:14.787
if we're going to go down the

00:31:14.866 --> 00:31:17.490
sharing road, what if an investor,

00:31:17.730 --> 00:31:19.991
let's say me, I buy a sprinter,

00:31:20.551 --> 00:31:22.634
I outfit it with everything we need.

00:31:23.213 --> 00:31:25.013
But maybe a new mobile

00:31:25.034 --> 00:31:26.134
therapist doesn't have

00:31:26.194 --> 00:31:27.494
enough use for a Sprinter

00:31:27.535 --> 00:31:29.154
van like that five days a week,

00:31:29.194 --> 00:31:30.135
seven days a week.

00:31:30.175 --> 00:31:32.395
So then we do a timeshare of

00:31:32.435 --> 00:31:33.215
the Sprinter van.

00:31:33.236 --> 00:31:35.196
So we have a handful of

00:31:35.257 --> 00:31:36.737
therapists who can use the

00:31:36.757 --> 00:31:38.238
Sprinter on different days.

00:31:39.077 --> 00:31:40.198
Me, the investor,

00:31:40.778 --> 00:31:41.817
I'm going to get the money

00:31:41.877 --> 00:31:43.118
and I can charge a premium.

00:31:43.259 --> 00:31:44.159
The therapist is going to

00:31:44.219 --> 00:31:46.439
save because of reduced risk liability.

00:31:46.459 --> 00:31:48.240
It all works together.

00:31:49.383 --> 00:31:50.844
Listen, I'm with you.

00:31:51.565 --> 00:31:53.026
You and I are pretty active on social.

00:31:53.165 --> 00:31:53.905
You and I have both gotten

00:31:53.925 --> 00:31:55.146
into LinkedIn a lot, right?

00:31:55.586 --> 00:31:56.647
It's funny how the same

00:31:56.708 --> 00:31:58.269
people interact on different platforms.

00:31:58.869 --> 00:32:00.431
But the common thread is we

00:32:00.471 --> 00:32:02.071
don't get paid enough and

00:32:02.132 --> 00:32:03.813
our education is too expensive.

00:32:04.032 --> 00:32:04.814
And I got news for you.

00:32:05.273 --> 00:32:06.494
Insurance companies or the

00:32:06.575 --> 00:32:07.895
US government or higher

00:32:07.935 --> 00:32:09.277
education don't care.

00:32:09.997 --> 00:32:10.518
They don't care.

00:32:11.558 --> 00:32:13.099
And you can time how fast

00:32:13.119 --> 00:32:14.981
that they'll change with a sundial.

00:32:15.662 --> 00:32:16.583
It's not happening.

00:32:17.163 --> 00:32:18.503
So other solutions,

00:32:18.984 --> 00:32:19.944
it's the people who are,

00:32:20.786 --> 00:32:21.807
what did Darwin say?

00:32:21.846 --> 00:32:23.887
It's not the strongest that survive.

00:32:23.928 --> 00:32:26.329
It's the most adaptable to change.

00:32:27.191 --> 00:32:28.432
I'm quoting that guy, I think,

00:32:28.592 --> 00:32:29.432
as close as I can.

00:32:29.833 --> 00:32:31.493
So it's the people who can

00:32:31.634 --> 00:32:33.776
rage against the machine all you want,

00:32:33.796 --> 00:32:34.395
but then you got to do

00:32:34.457 --> 00:32:35.116
something about it.

00:32:35.176 --> 00:32:36.137
Like, I'm with you.

00:32:36.478 --> 00:32:37.179
Like, get mad.

00:32:38.188 --> 00:32:39.457
But if you're sitting here saying, gosh,

00:32:39.497 --> 00:32:40.564
it sounds like so much work

00:32:40.584 --> 00:32:41.167
or I have to think,

00:32:42.280 --> 00:32:43.582
I'll quote another guy, Picasso,

00:32:43.961 --> 00:32:46.865
good artists copy, great artists steal.

00:32:46.984 --> 00:32:48.767
Like, look what I just did, you know,

00:32:48.846 --> 00:32:50.107
by accident, which is like, hey,

00:32:50.147 --> 00:32:51.348
what if you took WeWork and

00:32:52.128 --> 00:32:52.970
Uber and you put them together?

00:32:53.631 --> 00:32:55.853
This is the way to quote the Mandalorian.

00:32:55.873 --> 00:32:57.614
I'm dropping quotes, just stealing quotes.

00:32:57.834 --> 00:32:58.555
This is the way,

00:32:59.315 --> 00:33:00.936
but it doesn't have to be the one way.

00:33:01.156 --> 00:33:02.298
So what lessons,

00:33:02.377 --> 00:33:05.039
this is why I watch TED Talks and,

00:33:05.119 --> 00:33:05.320
you know,

00:33:05.340 --> 00:33:06.642
we listen to podcasts and Tony

00:33:06.662 --> 00:33:07.521
watches YouTube videos.

00:33:08.740 --> 00:33:10.400
I don't have to copy this exact model,

00:33:10.420 --> 00:33:12.101
but what can I take and be

00:33:12.161 --> 00:33:13.941
really modular with these

00:33:13.980 --> 00:33:16.761
different ideas and make it right for me?

00:33:16.862 --> 00:33:17.722
I was talking with a friend

00:33:17.742 --> 00:33:18.603
who's a photographer

00:33:18.623 --> 00:33:20.643
yesterday and she's like

00:33:20.722 --> 00:33:21.463
stuck in her business.

00:33:21.624 --> 00:33:21.903
And again,

00:33:21.943 --> 00:33:23.144
this is a conversation that's so

00:33:23.243 --> 00:33:24.523
easy to have with someone else.

00:33:25.265 --> 00:33:25.505
And then...

00:33:26.525 --> 00:33:27.424
You look in the mirror and you're like,

00:33:27.464 --> 00:33:28.465
why am I not doing those things?

00:33:28.486 --> 00:33:29.425
Because we're big, dumb animals.

00:33:30.105 --> 00:33:30.807
And she was like,

00:33:30.826 --> 00:33:33.268
I hate shooting weddings.

00:33:33.567 --> 00:33:34.367
I was like, but she's like,

00:33:34.387 --> 00:33:35.807
that's my biggest ROI.

00:33:35.929 --> 00:33:38.429
And I said, OK, so hire someone.

00:33:38.528 --> 00:33:39.589
You book the deal.

00:33:39.910 --> 00:33:40.869
You hire the shooter.

00:33:40.930 --> 00:33:42.030
Become a business owner.

00:33:42.151 --> 00:33:43.290
You hire two shooters.

00:33:43.570 --> 00:33:44.652
She's like, I love editing.

00:33:44.751 --> 00:33:46.172
I love doing this and this.

00:33:46.211 --> 00:33:46.412
I go,

00:33:46.772 --> 00:33:48.613
then do more of that and less of the

00:33:48.633 --> 00:33:50.074
other thing, because there's someone else

00:33:51.121 --> 00:33:52.901
who's the yin to your yang,

00:33:52.980 --> 00:33:54.342
who loves the other thing.

00:33:54.382 --> 00:33:55.041
If you're the person who

00:33:55.082 --> 00:33:57.061
likes taking on risk to buy

00:33:57.082 --> 00:33:58.422
the sprinter van and mod it

00:33:58.561 --> 00:34:01.623
out and you love networking, okay,

00:34:01.682 --> 00:34:02.762
and you're the therapist who's like,

00:34:02.883 --> 00:34:04.003
just give me the keys, dude.

00:34:04.044 --> 00:34:04.963
I want to go treat people.

00:34:05.923 --> 00:34:07.903
You don't need to go into a big, giant,

00:34:07.983 --> 00:34:09.105
formal partnership for that.

00:34:09.125 --> 00:34:10.045
You don't need to get married.

00:34:10.085 --> 00:34:11.264
You can just hang out.

00:34:12.744 --> 00:34:16.346
This is the tender of business,

00:34:16.885 --> 00:34:19.467
which is have the level of

00:34:19.507 --> 00:34:20.766
relationship that's right for you.

00:34:22.264 --> 00:34:22.443
Yeah.

00:34:23.105 --> 00:34:24.365
Yeah, no, I totally agree.

00:34:25.186 --> 00:34:26.788
What other topics did you have on mind?

00:34:27.768 --> 00:34:29.130
What other topics did I have on mind?

00:34:30.331 --> 00:34:30.590
Well,

00:34:30.751 --> 00:34:33.074
what was our conversation on Tuesday

00:34:33.134 --> 00:34:33.313
about?

00:34:33.353 --> 00:34:34.474
We got pretty deep into that.

00:34:35.873 --> 00:34:36.855
We were, yeah,

00:34:36.875 --> 00:34:38.115
we were talking about just

00:34:38.596 --> 00:34:40.797
other non-clinical opportunities,

00:34:40.878 --> 00:34:42.278
I think is a huge topic.

00:34:42.918 --> 00:34:45.360
I had shared a post from the

00:34:45.561 --> 00:34:47.463
alternative career group.

00:34:47.802 --> 00:34:48.804
I don't remember the exact

00:34:48.844 --> 00:34:49.684
Facebook group name.

00:34:49.704 --> 00:34:51.766
It was a sad post.

00:34:51.806 --> 00:34:52.005
I mean,

00:34:52.045 --> 00:34:53.507
there are so many sad posts in that

00:34:53.567 --> 00:34:53.867
group.

00:34:54.708 --> 00:34:55.869
It was an occupational

00:34:55.909 --> 00:34:58.090
therapist assistant who was

00:34:58.190 --> 00:35:00.351
frustrated that he or she

00:35:00.652 --> 00:35:01.833
is not getting paid the

00:35:01.873 --> 00:35:04.014
same as a physical therapist assistant.

00:35:05.106 --> 00:35:06.768
And going down the road and

00:35:07.268 --> 00:35:08.369
the normal kind of

00:35:08.429 --> 00:35:10.331
frustrations that this person's feeling.

00:35:10.391 --> 00:35:12.233
And one of the quotes that I

00:35:12.253 --> 00:35:13.094
pulled out of that that I

00:35:13.135 --> 00:35:14.436
think is worth discussing

00:35:14.615 --> 00:35:16.038
is the person said,

00:35:16.637 --> 00:35:18.420
I'm at the point where I clock in,

00:35:18.719 --> 00:35:19.842
I do what needs to be done

00:35:19.961 --> 00:35:20.581
and I clock out.

00:35:21.382 --> 00:35:24.266
And so as much as everybody here,

00:35:24.565 --> 00:35:26.027
like the people watching, listening,

00:35:26.067 --> 00:35:27.427
they're so passionate.

00:35:27.507 --> 00:35:29.610
It sickens them to think

00:35:29.650 --> 00:35:30.891
that somebody would be like

00:35:30.931 --> 00:35:31.952
that and still be working

00:35:31.992 --> 00:35:32.711
in the profession.

00:35:33.413 --> 00:35:34.713
There's a large,

00:35:35.074 --> 00:35:38.137
silent faction of the

00:35:38.177 --> 00:35:40.318
profession that feels exactly like that.

00:35:41.360 --> 00:35:44.581
And so we all want to be paid more.

00:35:44.601 --> 00:35:45.362
I get it.

00:35:45.936 --> 00:35:47.117
but there's a lot of people

00:35:47.177 --> 00:35:48.717
that aren't doing the

00:35:48.898 --> 00:35:51.219
actions to justify higher payment.

00:35:51.838 --> 00:35:53.780
And so when I look at something like this,

00:35:54.061 --> 00:35:55.280
and I'm the first one to say, look,

00:35:55.380 --> 00:35:56.481
a job can be a job.

00:35:57.061 --> 00:35:58.023
You don't have to be

00:35:58.083 --> 00:35:59.384
passionate about what you do.

00:35:59.423 --> 00:36:00.644
You don't have to dream

00:36:00.724 --> 00:36:02.365
about what you do the next day.

00:36:02.425 --> 00:36:03.686
Like you don't have to have any of that.

00:36:03.726 --> 00:36:06.128
You can just go in, be a professional,

00:36:06.467 --> 00:36:07.648
do your job and go home.

00:36:07.949 --> 00:36:08.768
Totally fine.

00:36:09.269 --> 00:36:10.550
But once you cross that

00:36:10.630 --> 00:36:13.351
threshold of literally despising work,

00:36:13.771 --> 00:36:15.313
what you do, why you do it,

00:36:15.413 --> 00:36:16.934
hating the people you're helping.

00:36:17.014 --> 00:36:19.715
Like it's too late to save that.

00:36:20.534 --> 00:36:22.315
So two things on that post

00:36:22.335 --> 00:36:24.876
that I shared was one stop

00:36:25.077 --> 00:36:26.458
before you get to that point.

00:36:26.518 --> 00:36:28.978
Like we are professionals, you know, you,

00:36:29.099 --> 00:36:30.239
you can only run your head

00:36:30.300 --> 00:36:31.519
into the wall so many times

00:36:31.559 --> 00:36:33.420
before you decide to stop doing that.

00:36:33.440 --> 00:36:34.382
Um,

00:36:34.541 --> 00:36:37.043
identify the signs before it hits that

00:36:37.143 --> 00:36:37.443
point.

00:36:37.902 --> 00:36:38.583
And two, um,

00:36:39.443 --> 00:36:41.286
If you're at that point,

00:36:41.606 --> 00:36:42.967
what are the options for you?

00:36:43.047 --> 00:36:44.668
How can you leverage your experience,

00:36:44.688 --> 00:36:46.250
your knowledge, your expertise?

00:36:47.210 --> 00:36:47.952
I do think,

00:36:48.251 --> 00:36:49.954
I think we mentioned this earlier today,

00:36:50.054 --> 00:36:51.735
that a lot of people,

00:36:51.755 --> 00:36:54.137
there's a level of comfort in that.

00:36:54.498 --> 00:36:55.858
I'd rather just complain.

00:36:55.918 --> 00:36:57.119
I'd rather be frustrated.

00:36:57.161 --> 00:36:58.481
I'd rather be mad and have

00:36:58.521 --> 00:37:00.103
something to blame, even though...

00:37:01.063 --> 00:37:02.746
probably not what's actually

00:37:02.786 --> 00:37:03.708
causing it's probably

00:37:03.768 --> 00:37:04.889
something in family and

00:37:04.969 --> 00:37:06.994
social life and other you

00:37:07.034 --> 00:37:09.518
know aspects yep so any of

00:37:09.577 --> 00:37:11.340
those things what are you thinking about

00:37:12.351 --> 00:37:13.833
I would help these individuals.

00:37:14.072 --> 00:37:15.454
Well, first identify it's the,

00:37:15.835 --> 00:37:17.056
so from a business owner,

00:37:17.096 --> 00:37:17.956
and this was like a great,

00:37:18.016 --> 00:37:19.697
like riff from Gary Vee and

00:37:19.717 --> 00:37:21.099
you either love or hate Gary Vee.

00:37:21.119 --> 00:37:21.980
There's no middle ground,

00:37:22.000 --> 00:37:22.639
which I'm okay with.

00:37:22.760 --> 00:37:23.721
I went from hating him to

00:37:23.780 --> 00:37:25.722
actually loving him or liking him deeply.

00:37:25.742 --> 00:37:26.302
I don't know if I love him,

00:37:26.943 --> 00:37:27.905
but the idea was the 80 and

00:37:28.465 --> 00:37:29.945
it parallels with the 80, 20 rule.

00:37:30.126 --> 00:37:31.688
It's like 20% of your

00:37:31.728 --> 00:37:32.467
organization is going to

00:37:32.487 --> 00:37:33.929
bring you 80% of the results.

00:37:34.090 --> 00:37:34.989
It doesn't mean the other

00:37:34.989 --> 00:37:36.711
80% doesn't do anything,

00:37:37.152 --> 00:37:38.152
but they're not the ones

00:37:38.233 --> 00:37:39.213
like listening to a Ted

00:37:39.233 --> 00:37:41.856
talk and thinking about your business and

00:37:42.115 --> 00:37:42.916
when they're not working.

00:37:42.996 --> 00:37:44.538
Some people like to come in and do it,

00:37:44.858 --> 00:37:45.739
and that's not their life,

00:37:46.139 --> 00:37:48.280
and that is 1,000% okay,

00:37:48.601 --> 00:37:49.862
and you should expect that.

00:37:51.324 --> 00:37:52.565
Gary Vee will say, listen,

00:37:52.625 --> 00:37:55.367
people shouldn't work as

00:37:55.447 --> 00:37:56.367
hard as you in your

00:37:56.387 --> 00:37:58.951
business because it's not their business.

00:37:59.550 --> 00:37:59.972
It's not.

00:38:00.871 --> 00:38:03.311
And then, so part of that 20%, right?

00:38:03.391 --> 00:38:04.992
The people that it's not your business.

00:38:05.032 --> 00:38:05.871
This is like, you know,

00:38:06.112 --> 00:38:07.552
some people want to call them A players.

00:38:07.652 --> 00:38:09.353
I don't like to grade it like that.

00:38:09.972 --> 00:38:10.634
I just look at it like,

00:38:10.813 --> 00:38:11.353
because you can have

00:38:11.373 --> 00:38:12.134
someone who wants to come

00:38:12.193 --> 00:38:13.213
in and be a professional

00:38:13.594 --> 00:38:14.795
and then clock out and leave.

00:38:14.815 --> 00:38:15.375
And you'd be like, well,

00:38:15.394 --> 00:38:15.994
that's not an A player.

00:38:16.014 --> 00:38:16.474
They're not doing,

00:38:16.494 --> 00:38:17.454
they're not going above and beyond.

00:38:17.494 --> 00:38:18.956
Like they are hitting the

00:38:19.036 --> 00:38:20.596
mark exactly what you

00:38:21.036 --> 00:38:21.896
placed in front of them.

00:38:22.277 --> 00:38:24.277
That is, in my opinion, an A player.

00:38:24.496 --> 00:38:25.597
But you have some people who

00:38:25.637 --> 00:38:26.717
want to do not necessarily

00:38:26.757 --> 00:38:27.838
more differently, right?

00:38:28.418 --> 00:38:30.579
Some people value different things.

00:38:31.239 --> 00:38:32.179
This was the riff I was

00:38:32.219 --> 00:38:33.561
talking about from Gary Vee was,

00:38:35.081 --> 00:38:36.003
if you have somebody who's

00:38:36.043 --> 00:38:37.043
really integral to your

00:38:37.083 --> 00:38:39.043
business and they go and leave,

00:38:40.344 --> 00:38:41.405
and now you're screwed

00:38:41.425 --> 00:38:42.867
because to get back to

00:38:42.907 --> 00:38:44.728
where you were now before they left,

00:38:45.088 --> 00:38:47.909
it might take 18 months.

00:38:47.929 --> 00:38:49.230
The idea is, he was saying,

00:38:49.811 --> 00:38:50.550
you might have been able to

00:38:50.590 --> 00:38:52.052
prevent that with a conversation.

00:38:53.206 --> 00:38:55.947
So his crux of this was,

00:38:56.226 --> 00:38:57.047
if you don't understand

00:38:57.086 --> 00:39:00.007
what drives people in your organization,

00:39:00.447 --> 00:39:01.309
prepare to lose them.

00:39:01.809 --> 00:39:02.748
Because some people are like,

00:39:03.068 --> 00:39:04.809
I like the fact that I walk in,

00:39:05.449 --> 00:39:07.670
do my stuff, it's a good environment,

00:39:07.811 --> 00:39:08.831
I like what we produce,

00:39:09.311 --> 00:39:10.052
and then I go home.

00:39:10.391 --> 00:39:12.512
That is their driver in your business.

00:39:12.891 --> 00:39:13.893
What is their driver outside

00:39:13.913 --> 00:39:14.333
your business?

00:39:14.672 --> 00:39:16.114
I don't know, hiking, grandkids,

00:39:16.134 --> 00:39:17.153
doesn't matter, great.

00:39:17.634 --> 00:39:19.456
They do this to pay their

00:39:19.496 --> 00:39:21.036
mortgage and to buy cornflakes.

00:39:21.317 --> 00:39:22.418
And that is fine.

00:39:22.538 --> 00:39:23.378
That is perfect.

00:39:23.438 --> 00:39:24.420
That is fantastic.

00:39:24.719 --> 00:39:25.420
When someone actually

00:39:25.481 --> 00:39:26.440
understands themselves,

00:39:26.961 --> 00:39:28.963
that is a level of Zen that

00:39:29.003 --> 00:39:30.023
people aspire to.

00:39:30.085 --> 00:39:31.244
That's happiness, right?

00:39:31.445 --> 00:39:33.027
But there are people who are like, hey,

00:39:33.447 --> 00:39:34.648
my work, I want to do more.

00:39:34.849 --> 00:39:35.949
Part of this is my identity.

00:39:36.769 --> 00:39:38.172
So understanding like, hey,

00:39:38.271 --> 00:39:40.715
I really want to be an intrapreneur,

00:39:41.054 --> 00:39:42.195
that phrase that I never

00:39:42.235 --> 00:39:43.697
heard of until a year or two ago,

00:39:43.737 --> 00:39:45.039
which is I want to develop

00:39:45.079 --> 00:39:46.581
a program inside this

00:39:46.661 --> 00:39:48.083
business that we're going to beta test.

00:39:48.382 --> 00:39:49.344
And you as the business owner,

00:39:49.784 --> 00:39:51.746
I'm going to make you $100,000.

00:39:51.746 --> 00:39:53.007
And I get to do these things.

00:39:53.068 --> 00:39:54.248
We get to impact more people.

00:39:54.507 --> 00:39:55.548
And maybe some of my driver

00:39:55.588 --> 00:39:56.668
is impact or being

00:39:56.708 --> 00:39:58.750
innovative or being known

00:39:58.889 --> 00:39:59.869
or making more money.

00:40:00.291 --> 00:40:01.971
So if I can bring in an extra 100K,

00:40:02.251 --> 00:40:04.192
are you saying, can I have 25 of that?

00:40:04.291 --> 00:40:05.572
And you're like, as a business owner,

00:40:05.592 --> 00:40:06.793
you're like, you bring in 100 grand,

00:40:06.972 --> 00:40:07.434
I will give you 25.

00:40:07.434 --> 00:40:10.215
And I will smile and put my

00:40:10.255 --> 00:40:10.914
arm around you and say,

00:40:10.974 --> 00:40:12.195
what's your next crazy idea?

00:40:13.175 --> 00:40:14.516
Both of these scenarios are 100% okay.

00:40:16.563 --> 00:40:18.045
But yes to Tony saying,

00:40:18.244 --> 00:40:21.326
understand what drives you, your partner,

00:40:21.385 --> 00:40:22.907
your owner, the people you work for.

00:40:23.007 --> 00:40:23.467
Everybody needs to

00:40:23.507 --> 00:40:24.088
understand what their

00:40:24.108 --> 00:40:25.568
drivers are because once it

00:40:25.608 --> 00:40:26.329
hits that point,

00:40:27.128 --> 00:40:28.869
now you're already in looking,

00:40:29.110 --> 00:40:30.331
you're like in ripcord mode.

00:40:30.351 --> 00:40:30.590
You're like,

00:40:30.650 --> 00:40:31.751
how do I get out of this plane?

00:40:31.791 --> 00:40:32.672
How do I pull the ripcord

00:40:33.132 --> 00:40:33.972
and get the hell out of there?

00:40:34.333 --> 00:40:35.313
And that's psychology.

00:40:36.112 --> 00:40:37.934
And the answer is, man,

00:40:37.954 --> 00:40:38.635
you got to get rid of those

00:40:38.675 --> 00:40:39.695
people as fast as possible.

00:40:39.914 --> 00:40:41.635
And you need to get the hell out too.

00:40:42.115 --> 00:40:43.177
And then you leave and you

00:40:43.217 --> 00:40:44.016
miss it and you come back

00:40:44.157 --> 00:40:44.858
with fresh eyes.

00:40:44.998 --> 00:40:45.277
I don't know.

00:40:46.222 --> 00:40:46.643
Yeah,

00:40:46.802 --> 00:40:48.403
I think the hardest thing for a lot

00:40:48.443 --> 00:40:50.563
of the listeners here is

00:40:51.244 --> 00:40:52.184
they're starting small.

00:40:52.625 --> 00:40:54.164
They're owner operators.

00:40:54.224 --> 00:40:55.266
They're passionate.

00:40:55.326 --> 00:40:56.465
This is their dream.

00:40:56.505 --> 00:40:58.126
They've wanted to go out on their own,

00:40:58.166 --> 00:40:59.967
build their own patient care experience,

00:41:00.047 --> 00:41:00.947
do things the way they

00:41:01.146 --> 00:41:02.268
believe things should be done.

00:41:03.347 --> 00:41:05.951
And then to make that transition to, okay,

00:41:06.771 --> 00:41:07.731
I've gotten so busy,

00:41:07.771 --> 00:41:09.353
I want to start hiring a team.

00:41:10.114 --> 00:41:12.476
But to acknowledge that that

00:41:12.556 --> 00:41:13.858
team doesn't have to be as

00:41:13.918 --> 00:41:15.159
passionate as you.

00:41:16.380 --> 00:41:17.601
They're probably not going to be.

00:41:18.041 --> 00:41:20.003
And so now you say, well,

00:41:20.224 --> 00:41:21.244
do I still want to be the

00:41:21.324 --> 00:41:22.606
one doing everything for

00:41:22.626 --> 00:41:24.007
the rest of my life until I die?

00:41:24.847 --> 00:41:29.773
Or am I okay with 80%, 70% as effective,

00:41:29.974 --> 00:41:32.036
as passionate, as profitable,

00:41:32.635 --> 00:41:34.398
but now I can step away a little bit.

00:41:34.438 --> 00:41:35.418
Now I can take time for

00:41:35.478 --> 00:41:37.460
family and vacation and friends.

00:41:38.728 --> 00:41:39.748
My team is amazing.

00:41:40.009 --> 00:41:42.190
I would send any person that

00:41:42.309 --> 00:41:44.369
wants therapy to anyone on my team,

00:41:45.050 --> 00:41:46.670
but I would never expect my

00:41:46.710 --> 00:41:48.150
team to do things that I

00:41:48.231 --> 00:41:50.911
would do if I was still full time.

00:41:51.231 --> 00:41:52.552
That is the key mistake.

00:41:52.731 --> 00:41:53.972
And I was guilty of that.

00:41:54.152 --> 00:41:55.992
When I took over a radio station,

00:41:56.532 --> 00:41:57.653
I went from being like the

00:41:57.713 --> 00:41:59.173
number two guy at a radio station.

00:41:59.213 --> 00:42:00.313
My boss got a giant

00:42:00.353 --> 00:42:01.635
promotion and went to a big,

00:42:01.695 --> 00:42:02.894
big radio station far away.

00:42:03.547 --> 00:42:04.586
And then I was sort of like,

00:42:04.666 --> 00:42:05.947
I was given the chance to

00:42:06.228 --> 00:42:07.407
now interview for my boss's

00:42:07.449 --> 00:42:08.509
job for like two or three

00:42:08.548 --> 00:42:09.668
months while they did a job search.

00:42:10.849 --> 00:42:11.690
And I looked around at the

00:42:11.750 --> 00:42:13.070
team who I was now,

00:42:13.090 --> 00:42:13.951
I went from like being a

00:42:14.030 --> 00:42:15.391
peer to being like, you know,

00:42:15.592 --> 00:42:17.251
I'm the manager, now I'm the boss man,

00:42:17.291 --> 00:42:17.472
right?

00:42:18.253 --> 00:42:19.273
I was like, hey, everybody,

00:42:19.393 --> 00:42:20.413
we need to double down.

00:42:20.452 --> 00:42:21.474
This is a chance for us to

00:42:21.534 --> 00:42:24.335
keep our station and not

00:42:24.375 --> 00:42:26.356
bring in some random outsider guy.

00:42:26.396 --> 00:42:27.456
Like, yeah, I wanted the job.

00:42:27.856 --> 00:42:28.757
It was a motivation for me,

00:42:28.777 --> 00:42:30.097
but I honestly like, I was like, whoa,

00:42:30.117 --> 00:42:30.396
whoa, whoa,

00:42:30.436 --> 00:42:31.538
let's not lose what we have here.

00:42:32.518 --> 00:42:34.559
and I made I was like why

00:42:34.858 --> 00:42:36.199
why are why is she not

00:42:36.278 --> 00:42:37.518
working as hard as me or

00:42:37.559 --> 00:42:38.458
why does she not think of

00:42:38.498 --> 00:42:40.619
things like me and it was a

00:42:40.699 --> 00:42:42.059
very much of this a finger

00:42:42.099 --> 00:42:43.780
point out out out and it

00:42:43.840 --> 00:42:45.240
took me a while and

00:42:45.300 --> 00:42:45.860
probably several

00:42:45.920 --> 00:42:47.541
conversations with a wise

00:42:48.141 --> 00:42:51.141
uh uh manager uh jules who

00:42:51.181 --> 00:42:52.161
sat me down and was just

00:42:52.202 --> 00:42:54.443
like unders your job is now

00:42:54.563 --> 00:42:55.842
people more than it was

00:42:55.902 --> 00:42:58.364
yesterday you were your job was

00:42:59.324 --> 00:43:02.204
funny and engaging and promos and witty.

00:43:02.385 --> 00:43:03.164
That was yesterday.

00:43:03.184 --> 00:43:04.105
It's still part of your job

00:43:04.125 --> 00:43:05.045
because you're still on the air.

00:43:05.565 --> 00:43:06.465
But the other part of your

00:43:06.485 --> 00:43:07.907
job is now managing people.

00:43:08.806 --> 00:43:12.148
It's not the best nurse in

00:43:12.188 --> 00:43:14.829
the ward that becomes the best manager.

00:43:15.128 --> 00:43:15.588
It might be.

00:43:16.757 --> 00:43:18.039
this is a different skill set.

00:43:18.159 --> 00:43:18.759
Like I was having this

00:43:18.778 --> 00:43:19.739
conversation every day.

00:43:19.820 --> 00:43:21.400
Like, oh, we were having it on LinkedIn.

00:43:22.041 --> 00:43:23.083
Like I on purpose was like

00:43:23.143 --> 00:43:24.443
poking on this conversation

00:43:24.543 --> 00:43:25.184
and that we can,

00:43:25.224 --> 00:43:26.724
this is a totally different episode too.

00:43:27.346 --> 00:43:28.146
But the question was like,

00:43:28.927 --> 00:43:30.208
what else belongs in the PT

00:43:30.228 --> 00:43:30.947
school curriculum?

00:43:31.108 --> 00:43:32.268
I think you were one of only,

00:43:32.369 --> 00:43:33.369
you may be the only one or

00:43:33.710 --> 00:43:35.731
one of two that said, cause I asked,

00:43:35.771 --> 00:43:36.851
what should we add to PT

00:43:36.871 --> 00:43:37.532
school curriculum?

00:43:37.632 --> 00:43:38.132
You're one of the only

00:43:38.152 --> 00:43:39.253
people that said we should take away.

00:43:39.414 --> 00:43:40.715
That's sort of what I was alluding to.

00:43:40.855 --> 00:43:42.016
I wanted to see what I

00:43:42.056 --> 00:43:42.835
wanted to do is see how

00:43:42.976 --> 00:43:43.856
long we could make the

00:43:43.896 --> 00:43:45.597
syllabus and be like, Hey guys,

00:43:45.938 --> 00:43:47.239
maybe adding isn't the way.

00:43:47.858 --> 00:43:48.039
Right.

00:43:48.338 --> 00:43:48.679
But the,

00:43:48.739 --> 00:43:49.800
the theme that kept coming up was

00:43:49.840 --> 00:43:50.920
business, business, business.

00:43:51.681 --> 00:43:52.802
And I want to, I'm going to, I'm like,

00:43:52.922 --> 00:43:53.181
okay,

00:43:53.322 --> 00:43:55.824
like my opinion is not end all be all,

00:43:55.864 --> 00:43:58.025
but business is an entire degree.

00:43:58.224 --> 00:43:58.965
Where do we stop?

00:43:59.385 --> 00:43:59.585
You know,

00:43:59.646 --> 00:44:02.327
why not communications or psychology or,

00:44:02.947 --> 00:44:04.228
or accounting or finance?

00:44:04.309 --> 00:44:04.869
And people were like, well,

00:44:04.889 --> 00:44:05.670
those are degree.

00:44:05.769 --> 00:44:06.570
Those are real.

00:44:06.710 --> 00:44:08.090
Those are, those are professions.

00:44:08.170 --> 00:44:08.711
And I want to be like,

00:44:09.713 --> 00:44:11.034
I have a degree hanging on the wall.

00:44:11.054 --> 00:44:12.715
It says communications.

00:44:13.235 --> 00:44:15.096
Under communications is marketing, PR,

00:44:15.155 --> 00:44:15.556
promotion.

00:44:15.576 --> 00:44:18.657
So understanding drivers is

00:44:18.677 --> 00:44:20.278
what I would say to go back

00:44:20.298 --> 00:44:20.998
to the original thread

00:44:21.039 --> 00:44:22.159
before I went into the weeds.

00:44:23.157 --> 00:44:24.137
And I think this applies

00:44:24.237 --> 00:44:25.199
even to patient care.

00:44:25.539 --> 00:44:27.980
You know, so like I go, I run, I work out,

00:44:28.059 --> 00:44:28.719
I do things.

00:44:29.039 --> 00:44:31.081
I don't expect my patient to

00:44:31.121 --> 00:44:33.061
be as passionate about and

00:44:33.121 --> 00:44:34.621
as effective at doing the

00:44:34.681 --> 00:44:36.782
things that I do the way I do them.

00:44:37.382 --> 00:44:39.583
Because most of my patients, at least,

00:44:40.184 --> 00:44:41.583
they don't have gym memberships.

00:44:41.643 --> 00:44:42.784
They're not working out.

00:44:42.824 --> 00:44:44.085
They're not doing physical

00:44:44.125 --> 00:44:45.545
activity and then getting

00:44:45.585 --> 00:44:46.606
injured and coming to see me.

00:44:47.606 --> 00:44:48.746
They're leading their lives

00:44:48.827 --> 00:44:51.268
that isn't revolving around

00:44:51.347 --> 00:44:52.128
physical activity.

00:44:52.528 --> 00:44:54.588
I position my life around

00:44:54.610 --> 00:44:57.110
the ability to make sure I get to run,

00:44:57.150 --> 00:44:57.811
I get to lift,

00:44:57.851 --> 00:44:58.951
I get to do the things that

00:44:58.990 --> 00:45:00.192
I think are most important to me.

00:45:00.731 --> 00:45:02.152
So I can't take somebody who

00:45:02.393 --> 00:45:03.813
doesn't prioritize that.

00:45:04.793 --> 00:45:06.315
Make them or expect them to

00:45:06.355 --> 00:45:07.235
prioritize that.

00:45:07.775 --> 00:45:09.456
So these are universal lessons.

00:45:09.876 --> 00:45:12.597
It's the patient, the employee, you know,

00:45:12.777 --> 00:45:14.838
who my kids like whoever I

00:45:15.898 --> 00:45:17.338
need to meet them where they're at.

00:45:17.780 --> 00:45:19.400
I need to understand their

00:45:19.760 --> 00:45:20.940
journey and where they're

00:45:20.960 --> 00:45:22.541
trying to go and make the

00:45:22.601 --> 00:45:24.382
determination if I can

00:45:24.442 --> 00:45:26.702
provide any value on their path.

00:45:26.882 --> 00:45:27.242
You know,

00:45:27.262 --> 00:45:28.344
I'm not going to change their path.

00:45:28.643 --> 00:45:30.364
If they valued it as much as you did,

00:45:30.405 --> 00:45:31.326
they wouldn't be in front

00:45:31.346 --> 00:45:32.086
of you in the first place.

00:45:32.347 --> 00:45:34.568
That's a simple idea, but it's important.

00:45:35.048 --> 00:45:36.449
If they valued movement and

00:45:36.510 --> 00:45:37.610
health and all those things

00:45:37.690 --> 00:45:38.512
as much as you did,

00:45:38.532 --> 00:45:39.632
and there are some anomalies.

00:45:39.652 --> 00:45:40.393
There are people who do all

00:45:40.414 --> 00:45:41.333
the things and still get hurt,

00:45:41.373 --> 00:45:42.655
and I'm not discounting that.

00:45:43.195 --> 00:45:45.117
But for a decent percentage

00:45:45.157 --> 00:45:46.177
of people who see PTs,

00:45:46.197 --> 00:45:47.960
if they valued it a half as

00:45:48.019 --> 00:45:51.643
much or knew one-tenth as much as we did,

00:45:51.983 --> 00:45:52.603
they wouldn't be there.

00:45:52.623 --> 00:45:53.204
Right.

00:45:53.523 --> 00:45:54.804
that's why you're valuable

00:45:55.005 --> 00:45:57.086
understand that is because

00:45:57.166 --> 00:45:58.387
they don't value this so

00:45:58.427 --> 00:46:00.150
you're I've pushed before

00:46:00.269 --> 00:46:01.271
we've had this conversation

00:46:01.291 --> 00:46:03.532
where your job really isn't to motivate

00:46:04.539 --> 00:46:05.019
It's not,

00:46:05.159 --> 00:46:06.940
it's your goal is to achieve

00:46:06.981 --> 00:46:07.601
understanding.

00:46:07.740 --> 00:46:08.561
I need you to understand

00:46:08.581 --> 00:46:10.001
that I can lay out a plan,

00:46:10.041 --> 00:46:11.961
but if you don't understand why you do,

00:46:12.061 --> 00:46:14.521
why, if you do ABC, you will get X, Y,

00:46:14.561 --> 00:46:16.922
Z. If we don't begin with understanding,

00:46:17.282 --> 00:46:18.742
there's no chance for success.

00:46:18.902 --> 00:46:20.262
And that goes for clinician

00:46:20.302 --> 00:46:21.403
patient that goes for owner

00:46:21.443 --> 00:46:22.503
clinician that goes for

00:46:22.543 --> 00:46:24.043
clinician clinician that goes for husband,

00:46:24.063 --> 00:46:25.644
wife, wife, husband, husband, husband,

00:46:25.664 --> 00:46:27.425
wife, wife, father, sons, father,

00:46:27.445 --> 00:46:28.304
you know, all those things,

00:46:28.405 --> 00:46:29.184
all those relationships.

00:46:29.344 --> 00:46:30.065
It's understanding.

00:46:31.286 --> 00:46:31.525
Right.

00:46:31.545 --> 00:46:31.646
Right.

00:46:32.440 --> 00:46:34.264
Let's let's hit one more

00:46:34.423 --> 00:46:36.706
post that I shared recently.

00:46:36.726 --> 00:46:39.311
This is from an anonymous

00:46:39.371 --> 00:46:40.472
member in my total knee

00:46:40.532 --> 00:46:41.653
replacement support group.

00:46:41.994 --> 00:46:43.356
Dave hates anonymous posts.

00:46:43.496 --> 00:46:45.018
I like them and I think you like them too.

00:46:46.094 --> 00:46:47.554
um I'm on the fence I don't

00:46:47.574 --> 00:46:48.715
know it's like some of them

00:46:48.755 --> 00:46:49.755
like why would you make

00:46:49.795 --> 00:46:51.076
this anonymous there's no

00:46:51.416 --> 00:46:53.197
nothing because people are

00:46:53.237 --> 00:46:55.137
afraid look yeah and I'll

00:46:55.177 --> 00:46:56.177
bring this up you know

00:46:56.237 --> 00:46:57.338
tomorrow when I do a live

00:46:57.378 --> 00:46:58.458
stream but someone like you

00:46:58.478 --> 00:46:59.659
know like poked at me

00:46:59.759 --> 00:47:01.260
online and I said okay like

00:47:01.320 --> 00:47:03.300
you're you're free for your

00:47:03.340 --> 00:47:05.382
opinion um let's talk about

00:47:05.422 --> 00:47:06.101
it that guy hasn't

00:47:06.141 --> 00:47:07.402
responded yet it's weird

00:47:07.422 --> 00:47:08.523
when the keyboard comes out

00:47:08.543 --> 00:47:09.163
of the way and all of a

00:47:09.182 --> 00:47:09.822
sudden the microphone's

00:47:09.842 --> 00:47:11.123
gonna be put there our opinions change

00:47:12.005 --> 00:47:12.644
So what was the purpose?

00:47:13.885 --> 00:47:15.166
So this person just said, you know,

00:47:15.206 --> 00:47:16.445
what are your physiotherapy

00:47:16.485 --> 00:47:17.746
sessions look like?

00:47:18.447 --> 00:47:19.907
I'm 10 weeks post-op,

00:47:20.367 --> 00:47:22.748
have range of motion of 80 degrees,

00:47:22.788 --> 00:47:24.588
had a manipulation two weeks ago.

00:47:24.688 --> 00:47:26.148
My physical therapist has no

00:47:26.309 --> 00:47:27.989
interest in seeing me

00:47:28.150 --> 00:47:30.369
exercise or measuring my range of motion.

00:47:30.429 --> 00:47:32.150
His focus is purely on using

00:47:32.210 --> 00:47:33.751
electrotherapy and

00:47:33.791 --> 00:47:35.632
manipulating my scar tissue.

00:47:36.231 --> 00:47:36.793
Now, of course,

00:47:37.072 --> 00:47:38.494
this is the patient's

00:47:38.655 --> 00:47:40.416
perception of what the

00:47:40.456 --> 00:47:42.478
therapist is focused on.

00:47:42.498 --> 00:47:43.860
And he said,

00:47:43.920 --> 00:47:45.382
I'm not sure how much benefit

00:47:45.402 --> 00:47:46.583
I'm getting from this and

00:47:46.704 --> 00:47:47.465
any thoughts would be

00:47:47.505 --> 00:47:48.545
greatly appreciated.

00:47:48.565 --> 00:47:50.487
So my response was,

00:47:51.009 --> 00:47:52.130
what would you like to happen?

00:47:52.490 --> 00:47:52.931
Question mark.

00:47:54.072 --> 00:47:55.293
So much of therapy is about

00:47:55.333 --> 00:47:57.474
meeting the patient's expectations.

00:47:57.873 --> 00:47:59.215
I said there are therapists

00:47:59.255 --> 00:48:01.416
who focus on exercise more than others.

00:48:01.456 --> 00:48:02.157
There are therapists who

00:48:02.177 --> 00:48:03.418
focus on manual therapy

00:48:03.458 --> 00:48:04.478
more than exercise.

00:48:05.079 --> 00:48:05.798
There are therapists who

00:48:05.838 --> 00:48:07.079
expect you to do more on

00:48:07.099 --> 00:48:08.139
your own and therapists who

00:48:08.159 --> 00:48:10.121
will literally do everything for you.

00:48:10.581 --> 00:48:10.742
Right.

00:48:10.822 --> 00:48:12.603
I said even in the same clinic,

00:48:12.623 --> 00:48:13.722
there's a wide variety of

00:48:13.762 --> 00:48:15.443
therapists and treatment styles.

00:48:15.784 --> 00:48:16.045
Huge.

00:48:16.545 --> 00:48:18.445
yeah I mean this goes back

00:48:18.465 --> 00:48:19.086
to what I was just talking

00:48:19.126 --> 00:48:20.547
about in terms of like your

00:48:20.827 --> 00:48:21.728
like the vital thing is

00:48:21.807 --> 00:48:23.349
achieve understanding I

00:48:23.369 --> 00:48:23.969
mean I remember as a

00:48:24.030 --> 00:48:25.389
student right you come in

00:48:25.429 --> 00:48:26.190
and you're sort of like

00:48:26.291 --> 00:48:27.532
your my job was like just

00:48:28.431 --> 00:48:29.273
or I thought my job it

00:48:29.313 --> 00:48:30.132
wasn't my job but I thought

00:48:30.152 --> 00:48:31.733
it was my job was like be a

00:48:31.833 --> 00:48:33.896
version of my ci just be

00:48:33.956 --> 00:48:35.255
the version of her right

00:48:35.295 --> 00:48:36.317
and then I'll win and then

00:48:36.356 --> 00:48:37.498
I'll pass but ironically

00:48:37.538 --> 00:48:38.657
it's that's not the point

00:48:38.838 --> 00:48:39.659
that's not what she wanted

00:48:39.679 --> 00:48:40.800
that's not what I should have been doing

00:48:41.420 --> 00:48:43.739
But if you can pause and say

00:48:43.739 --> 00:48:46.260
– and the evaluation is not

00:48:46.300 --> 00:48:48.201
just about measuring objective things.

00:48:48.340 --> 00:48:49.300
It's about understanding

00:48:49.340 --> 00:48:50.681
like – so what's success

00:48:50.702 --> 00:48:51.322
look like to you?

00:48:51.722 --> 00:48:52.722
How do you – what kind of

00:48:52.742 --> 00:48:54.001
things do you think will

00:48:54.021 --> 00:48:56.103
help get you there, can help guide you?

00:48:56.143 --> 00:48:57.222
And if the person is saying,

00:48:57.262 --> 00:48:59.143
I want to do A, B, C, D, E,

00:48:59.182 --> 00:49:00.682
and you're like – I got to

00:49:00.702 --> 00:49:01.202
be honest with you.

00:49:01.282 --> 00:49:02.943
I'm not the therapist for you.

00:49:04.123 --> 00:49:06.463
That's a bold but self-aware

00:49:06.543 --> 00:49:07.864
thing to do because you're saying, hey,

00:49:07.885 --> 00:49:08.724
man, six weeks from now,

00:49:08.744 --> 00:49:09.505
you're going to be pissed.

00:49:09.525 --> 00:49:10.025
Right.

00:49:10.184 --> 00:49:10.985
Because that you're not

00:49:11.005 --> 00:49:11.786
going to get that with me

00:49:11.846 --> 00:49:12.585
or that's just not how I

00:49:12.646 --> 00:49:13.365
operate or we don't have

00:49:13.385 --> 00:49:14.286
the ability to do that.

00:49:15.146 --> 00:49:16.447
This isn't going to be a good relationship,

00:49:16.487 --> 00:49:18.088
but I know someone who who might be.

00:49:18.387 --> 00:49:19.347
So that's a good question on

00:49:19.407 --> 00:49:20.688
your part and probably

00:49:20.728 --> 00:49:21.969
should have been asked by

00:49:22.009 --> 00:49:23.289
the clinician first.

00:49:24.750 --> 00:49:25.570
But it's amazing because we

00:49:25.590 --> 00:49:26.951
started the episode with, hey,

00:49:28.572 --> 00:49:29.431
is that what they said?

00:49:29.492 --> 00:49:30.393
Is that what I heard?

00:49:30.693 --> 00:49:32.132
Do we have understanding?

00:49:32.193 --> 00:49:33.094
Because with the lack of it,

00:49:33.173 --> 00:49:34.153
you get in trouble quick.

00:49:34.860 --> 00:49:36.262
Yeah, yeah, yeah, yeah.

00:49:36.422 --> 00:49:36.842
I agree.

00:49:36.862 --> 00:49:38.583
It's one of those things

00:49:38.603 --> 00:49:39.344
where I look at that.

00:49:39.403 --> 00:49:40.184
Now, for me,

00:49:40.605 --> 00:49:43.467
this has evolved over 20 plus years.

00:49:44.807 --> 00:49:45.309
Now I do.

00:49:45.389 --> 00:49:46.789
Now I start with what are

00:49:46.829 --> 00:49:47.829
you expecting today?

00:49:48.030 --> 00:49:49.291
Like new patient comes in the door.

00:49:49.311 --> 00:49:50.873
I have no history with this patient.

00:49:51.012 --> 00:49:52.313
One of the first objectives

00:49:52.434 --> 00:49:54.976
is not to get into testing

00:49:55.036 --> 00:49:56.056
and measurements and all

00:49:56.097 --> 00:49:56.797
this other stuff.

00:49:56.856 --> 00:50:00.460
It's like you came today, you called,

00:50:00.500 --> 00:50:01.681
you made the appointment.

00:50:02.521 --> 00:50:04.782
what are you expecting to happen today?

00:50:05.302 --> 00:50:07.324
Are you expecting me to fix something?

00:50:07.565 --> 00:50:09.286
Or are you expecting to work out?

00:50:09.405 --> 00:50:11.246
Are you expecting to, you know,

00:50:11.286 --> 00:50:12.307
get your answers,

00:50:12.507 --> 00:50:13.728
answers to your questions?

00:50:15.110 --> 00:50:15.429
Of course,

00:50:15.469 --> 00:50:16.490
I always ask if they've had

00:50:16.530 --> 00:50:17.532
therapy anywhere else,

00:50:17.592 --> 00:50:19.152
and what was the best and

00:50:19.172 --> 00:50:21.253
the worst of that experience,

00:50:21.954 --> 00:50:23.735
but understanding what that

00:50:23.815 --> 00:50:26.617
person actually wants or needs.

00:50:27.599 --> 00:50:27.978
And then

00:50:28.938 --> 00:50:32.181
Being confident and being able to say,

00:50:32.201 --> 00:50:34.461
I can't do that for you.

00:50:34.621 --> 00:50:35.842
And that's huge.

00:50:35.902 --> 00:50:36.083
Now,

00:50:36.262 --> 00:50:39.204
I couldn't have done that the first 10

00:50:39.204 --> 00:50:40.664
years of private practice.

00:50:40.945 --> 00:50:43.005
I took every human that

00:50:43.025 --> 00:50:43.726
walked in the door.

00:50:43.766 --> 00:50:45.547
If you had a pulse and an insurance number,

00:50:46.047 --> 00:50:48.007
you were going to be seen at my clinic.

00:50:48.068 --> 00:50:48.849
That was it.

00:50:49.889 --> 00:50:51.048
If I didn't know how to do it,

00:50:51.128 --> 00:50:52.150
I'd learn how to do it,

00:50:52.530 --> 00:50:53.449
whatever you needed.

00:50:53.550 --> 00:50:54.889
But yeah, today, gosh,

00:50:57.030 --> 00:50:58.791
I'm almost ashamed to say it,

00:50:58.831 --> 00:51:00.331
but I probably refer out

00:51:00.751 --> 00:51:01.851
more than half the people

00:51:01.911 --> 00:51:03.090
that are referred in.

00:51:03.110 --> 00:51:05.012
I don't want to do sciatica.

00:51:05.092 --> 00:51:06.311
I don't want to do back pain.

00:51:06.391 --> 00:51:08.052
I don't obviously do any neuro.

00:51:08.152 --> 00:51:09.413
I don't do any pediatrics.

00:51:09.452 --> 00:51:11.592
I don't do any amputees or prosthetics.

00:51:11.652 --> 00:51:13.532
I don't want to see somebody

00:51:13.592 --> 00:51:15.134
who's looking for orthotics

00:51:15.293 --> 00:51:16.994
or has plantar fascia issues.

00:51:17.114 --> 00:51:17.134
I

00:51:17.773 --> 00:51:19.956
There is a long laundry list

00:51:19.996 --> 00:51:22.380
of things that I don't want to see.

00:51:22.400 --> 00:51:23.661
If you want dry needling,

00:51:23.681 --> 00:51:24.543
go across the street.

00:51:24.643 --> 00:51:25.844
If you want Kinesio taping,

00:51:25.864 --> 00:51:26.605
go down the road.

00:51:26.625 --> 00:51:27.226
If you, you know.

00:51:28.092 --> 00:51:30.733
So but I can do that because

00:51:30.753 --> 00:51:32.193
I have enough history and I

00:51:32.233 --> 00:51:34.833
have enough depth in my on

00:51:34.853 --> 00:51:37.315
my bench that I've always

00:51:37.355 --> 00:51:38.496
got patients coming in.

00:51:38.956 --> 00:51:42.016
This is this is wisdom, in my opinion.

00:51:42.036 --> 00:51:43.378
This is understanding.

00:51:43.998 --> 00:51:44.697
So Jessica says,

00:51:44.717 --> 00:51:45.358
I love the what are you

00:51:45.378 --> 00:51:46.998
expecting question not only to patients,

00:51:47.039 --> 00:51:47.579
but as I said,

00:51:47.599 --> 00:51:48.840
any any relationship

00:51:49.219 --> 00:51:50.820
understanding is like got to be the key.

00:51:51.320 --> 00:51:52.300
And that doesn't mean agreement.

00:51:53.041 --> 00:51:55.041
but I understand what you want.

00:51:55.342 --> 00:51:57.244
This is a skill in arguments,

00:51:57.864 --> 00:51:58.445
which is like, oh,

00:51:58.485 --> 00:51:59.465
I understand where you're coming from.

00:51:59.505 --> 00:51:59.644
Cool.

00:51:59.684 --> 00:52:01.085
I don't have to agree with it.

00:52:02.788 --> 00:52:04.108
Your goal isn't to win the argument.

00:52:04.148 --> 00:52:05.268
Your goal is to achieve understanding.

00:52:05.289 --> 00:52:05.849
So Jessica's saying,

00:52:05.869 --> 00:52:07.050
I love the what you expect in question,

00:52:07.070 --> 00:52:08.391
not only in patience, but as an educator,

00:52:08.771 --> 00:52:10.793
she poses this to students often too.

00:52:11.012 --> 00:52:12.173
This is a cheat code for life.

00:52:13.307 --> 00:52:13.487
Right.

00:52:13.967 --> 00:52:14.548
And I'm just taking my

00:52:14.588 --> 00:52:15.208
personal experience.

00:52:15.409 --> 00:52:16.409
I used to think that when a

00:52:16.449 --> 00:52:17.230
patient walked in,

00:52:17.250 --> 00:52:19.130
I had to have everything mapped out.

00:52:19.291 --> 00:52:20.170
And when they said something,

00:52:20.210 --> 00:52:21.791
I know exactly what I'm going to do.

00:52:22.012 --> 00:52:22.771
And I'm the expert.

00:52:23.291 --> 00:52:24.373
And the ultimate really

00:52:24.492 --> 00:52:26.173
cheat code Yoda Gandalf

00:52:26.233 --> 00:52:28.315
version is walk me through

00:52:28.335 --> 00:52:29.335
what you think we should be doing.

00:52:29.355 --> 00:52:30.094
What do you think we should

00:52:30.114 --> 00:52:30.635
be doing today?

00:52:30.896 --> 00:52:32.195
Shifts the locus of control

00:52:32.335 --> 00:52:33.637
because that's where it should be anyway.

00:52:33.817 --> 00:52:34.097
Right.

00:52:34.137 --> 00:52:34.317
Right.

00:52:35.117 --> 00:52:35.398
And then.

00:52:36.257 --> 00:52:37.739
It doesn't remove anything

00:52:37.759 --> 00:52:38.239
because there's always

00:52:38.259 --> 00:52:39.119
going to be the Karens out

00:52:39.159 --> 00:52:39.800
there who are going to find

00:52:39.840 --> 00:52:40.780
something wrong, right?

00:52:40.820 --> 00:52:42.882
There's going to be people named Karen.

00:52:42.902 --> 00:52:43.702
This is how it happens.

00:52:46.003 --> 00:52:47.483
But you're going to miss

00:52:47.563 --> 00:52:49.364
less if you start there.

00:52:49.704 --> 00:52:50.925
What do you think we'd get

00:52:50.945 --> 00:52:52.005
the most out of doing today?

00:52:52.025 --> 00:52:54.108
Listen, we've got 45 minutes, right?

00:52:54.228 --> 00:52:55.068
Let's be honest here.

00:52:55.387 --> 00:52:56.949
What do you think that we

00:52:56.969 --> 00:52:58.070
should do to get the most out of it?

00:52:58.329 --> 00:52:59.990
And they might pose something wildly...

00:53:00.949 --> 00:53:01.831
That you disagree with.

00:53:01.851 --> 00:53:03.112
And you're like, help me understand that.

00:53:03.632 --> 00:53:04.693
Then you become Chris Voss.

00:53:04.713 --> 00:53:06.155
Then you become the hostage negotiator,

00:53:06.175 --> 00:53:07.076
which is like, help me understand that.

00:53:07.396 --> 00:53:07.695
Okay.

00:53:08.896 --> 00:53:09.557
If I were to present you

00:53:09.577 --> 00:53:10.458
with an alternative option

00:53:10.498 --> 00:53:11.398
that I think in my

00:53:11.440 --> 00:53:12.621
experience might get you better results,

00:53:12.641 --> 00:53:13.521
are you opening to hear it?

00:53:14.842 --> 00:53:16.523
And if they're not, be like, okay, well,

00:53:16.543 --> 00:53:17.784
then we're going to try your thing today.

00:53:17.965 --> 00:53:18.786
But long-term,

00:53:18.985 --> 00:53:20.547
maybe this isn't a good relationship.

00:53:21.248 --> 00:53:21.568
All right.

00:53:22.594 --> 00:53:23.534
Last thing,

00:53:23.675 --> 00:53:26.476
and then we can talk about parting shots.

00:53:26.496 --> 00:53:27.677
I thought this was interesting.

00:53:29.219 --> 00:53:31.101
We rented a boat, I mentioned yesterday.

00:53:31.161 --> 00:53:31.940
We went fishing.

00:53:32.001 --> 00:53:33.262
We did a little bit of cruising.

00:53:33.842 --> 00:53:35.744
Now, renting the boat, I had options.

00:53:35.784 --> 00:53:37.164
I could do a two-hour, three-hour,

00:53:37.244 --> 00:53:39.407
four-hour, or a full day.

00:53:39.847 --> 00:53:40.768
I chose three hours.

00:53:40.907 --> 00:53:41.949
I was talking to my boys.

00:53:42.268 --> 00:53:44.251
Again, everything is a life lesson.

00:53:44.490 --> 00:53:45.271
I said, look, guys.

00:53:46.251 --> 00:53:48.713
I chose three hours very intentionally.

00:53:49.014 --> 00:53:49.193
One,

00:53:49.835 --> 00:53:52.677
because I think you guys will want to

00:53:52.717 --> 00:53:53.818
be on the boat longer.

00:53:53.898 --> 00:53:55.038
You'll want to fish longer.

00:53:56.072 --> 00:53:58.152
But I want to stop that

00:53:58.211 --> 00:53:59.612
experience right at the

00:53:59.693 --> 00:54:00.753
point where you're still

00:54:00.833 --> 00:54:02.152
enjoying it and haven't

00:54:02.193 --> 00:54:02.913
gotten sick of it.

00:54:03.532 --> 00:54:04.813
You know, we did a six hour,

00:54:04.893 --> 00:54:06.773
I think a couple, maybe a year ago,

00:54:06.873 --> 00:54:09.173
and like by hour four, they were spent,

00:54:09.213 --> 00:54:10.795
they were exhausted, it was hot,

00:54:10.855 --> 00:54:12.375
nobody was catching anything anyway.

00:54:12.974 --> 00:54:15.416
So I'm like, look, there's value in this.

00:54:15.556 --> 00:54:17.476
Stop before you have to stop.

00:54:17.536 --> 00:54:19.456
Stop before it gets tedious.

00:54:19.536 --> 00:54:21.077
When I'm working on a home project,

00:54:21.137 --> 00:54:21.976
I'm painting a wall.

00:54:22.737 --> 00:54:24.338
I have no problem stopping

00:54:24.759 --> 00:54:25.900
before I feel like I need

00:54:25.920 --> 00:54:27.420
to stop because I know if I don't,

00:54:27.481 --> 00:54:28.402
I'm going to start spilling

00:54:28.442 --> 00:54:31.244
paint and dripping paint, mow the grass,

00:54:31.304 --> 00:54:32.025
same thing.

00:54:32.585 --> 00:54:34.407
In my patient evaluations,

00:54:34.987 --> 00:54:36.829
I stop before I feel like

00:54:36.889 --> 00:54:38.451
the patient wants me to stop.

00:54:39.251 --> 00:54:40.512
And therapists are like,

00:54:40.552 --> 00:54:41.994
how do you do a 20 minute eval?

00:54:42.313 --> 00:54:42.494
Well,

00:54:42.534 --> 00:54:45.757
because now that I piqued the interest,

00:54:46.177 --> 00:54:47.318
I made them feel good.

00:54:48.237 --> 00:54:49.418
I made them achieve

00:54:49.478 --> 00:54:51.099
something and not wore them out.

00:54:51.840 --> 00:54:53.119
Now they're going to want to come back,

00:54:53.380 --> 00:54:54.481
even if it's tomorrow.

00:54:55.222 --> 00:54:57.282
I could literally do 20 minutes today,

00:54:57.684 --> 00:54:58.963
get them to come back tomorrow,

00:54:59.043 --> 00:55:00.125
get them to come back three

00:55:00.164 --> 00:55:01.286
or four times in a row.

00:55:01.405 --> 00:55:04.867
It's finding that balance point.

00:55:04.907 --> 00:55:05.748
Everybody's going to be a

00:55:05.789 --> 00:55:06.630
little bit different,

00:55:07.170 --> 00:55:08.451
but I don't think we

00:55:08.731 --> 00:55:10.251
discuss these things enough,

00:55:10.291 --> 00:55:11.532
these strategies enough.

00:55:11.612 --> 00:55:13.313
And so everybody does an

00:55:13.353 --> 00:55:14.655
hour because they want an

00:55:14.695 --> 00:55:15.795
hour of one-on-one time.

00:55:16.362 --> 00:55:17.463
But you're neglecting other parts.

00:55:17.543 --> 00:55:18.143
Go ahead.

00:55:18.844 --> 00:55:20.164
I'm playing by the rules of the game.

00:55:20.684 --> 00:55:22.545
I'm in the box, and I'm mad about it.

00:55:23.226 --> 00:55:25.206
I'm mad because I should do this and that.

00:55:25.367 --> 00:55:27.568
But what I want some people

00:55:27.588 --> 00:55:28.628
to understand is that you

00:55:28.668 --> 00:55:29.588
don't have to do that.

00:55:29.628 --> 00:55:31.250
You can do what Tony is just suggesting,

00:55:31.289 --> 00:55:31.449
right?

00:55:32.371 --> 00:55:34.132
Sinatra, always leave them wanting more.

00:55:34.472 --> 00:55:35.652
Bogart, one of those guys.

00:55:35.672 --> 00:55:36.313
I think it was Sinatra.

00:55:36.333 --> 00:55:37.112
Always leave them wanting more.

00:55:37.632 --> 00:55:40.295
Hey, man, want to pique the interest?

00:55:41.347 --> 00:55:43.068
That's the way to do it is don't,

00:55:43.608 --> 00:55:45.190
don't go around the block more than once.

00:55:45.730 --> 00:55:46.110
Like don't,

00:55:46.369 --> 00:55:47.831
don't hit the punchline more than once.

00:55:47.891 --> 00:55:48.570
It just, it does.

00:55:48.610 --> 00:55:49.851
It's not funnier of a second time.

00:55:50.411 --> 00:55:51.632
That's self-awareness though.

00:55:51.713 --> 00:55:52.813
And that's, you have to,

00:55:53.273 --> 00:55:54.813
you have to step on the

00:55:54.873 --> 00:55:56.215
Lego a few times or you

00:55:56.255 --> 00:55:57.474
have to do something too

00:55:57.534 --> 00:55:58.476
long before you're like,

00:55:58.835 --> 00:55:59.876
what could have made this better?

00:56:00.496 --> 00:56:01.597
Ending 20 minutes earlier.

00:56:01.717 --> 00:56:02.197
Hold on a second.

00:56:02.237 --> 00:56:03.237
You mean less is more?

00:56:03.257 --> 00:56:04.157
Well, I think,

00:56:04.898 --> 00:56:06.079
I think more could be more

00:56:06.119 --> 00:56:06.679
if more was good.

00:56:06.699 --> 00:56:08.099
So I think good is good.

00:56:08.800 --> 00:56:10.141
Not more is good, not less is good.

00:56:10.161 --> 00:56:10.641
Good is good.

00:56:10.740 --> 00:56:11.882
And understanding when that

00:56:11.981 --> 00:56:13.744
is and then reeling it back in,

00:56:14.123 --> 00:56:15.065
just like I'm doing now

00:56:15.085 --> 00:56:16.445
when I realize we're done

00:56:16.485 --> 00:56:17.485
and it's time for parting shots.

00:56:18.246 --> 00:56:18.827
Sounds good.

00:56:18.867 --> 00:56:19.146
All right.

00:56:19.206 --> 00:56:20.268
So my parting shot,

00:56:21.469 --> 00:56:25.731
we all have that capacity

00:56:25.771 --> 00:56:26.853
that we're not accessing,

00:56:26.893 --> 00:56:28.273
that asset that we're not

00:56:28.313 --> 00:56:29.454
appropriately valuing.

00:56:30.295 --> 00:56:31.876
Take a hard internal look

00:56:31.936 --> 00:56:33.416
and find what you have a

00:56:33.536 --> 00:56:38.041
value that makes a job feel like fun.

00:56:38.786 --> 00:56:41.387
yeah because you can design

00:56:41.407 --> 00:56:42.789
your own and it can you

00:56:42.829 --> 00:56:43.929
like this feels like

00:56:44.010 --> 00:56:45.170
cheating and I'm like good

00:56:45.931 --> 00:56:46.793
good because as long as

00:56:46.813 --> 00:56:48.333
other people are happy and

00:56:48.353 --> 00:56:49.635
you're happy that's isn't

00:56:49.655 --> 00:56:51.097
that the goal my parting

00:56:51.137 --> 00:56:53.599
shot would be um uh the

00:56:53.639 --> 00:56:55.199
line from that I took from

00:56:55.280 --> 00:56:56.360
chris voss has never split

00:56:56.380 --> 00:56:57.322
the difference because it

00:56:57.362 --> 00:56:58.163
felt like I said the word

00:56:58.282 --> 00:56:59.143
you know achieve under the

00:56:59.163 --> 00:56:59.704
phrase achieve

00:56:59.724 --> 00:57:00.525
understanding which is

00:57:01.005 --> 00:57:02.065
every conversation is a

00:57:02.106 --> 00:57:03.947
negotiation for information every

00:57:04.806 --> 00:57:06.070
every and oh and I say this

00:57:06.150 --> 00:57:07.074
beware when someone says

00:57:07.195 --> 00:57:09.360
always or never every or never

00:57:10.184 --> 00:57:11.786
But I stand by this one.

00:57:11.985 --> 00:57:12.965
Every conversation is a

00:57:13.005 --> 00:57:14.266
negotiation for information.

00:57:14.407 --> 00:57:15.648
Your job is not to be the expert.

00:57:15.668 --> 00:57:16.367
Your job is to try to

00:57:16.427 --> 00:57:17.289
achieve understanding.

00:57:18.248 --> 00:57:18.909
And notice I didn't say your

00:57:18.929 --> 00:57:20.030
job is a physical therapist.

00:57:20.429 --> 00:57:21.231
This is the job.

00:57:21.791 --> 00:57:23.751
That's the first thing on the punch list.

00:57:24.132 --> 00:57:25.092
Achieve understanding.

00:57:25.112 --> 00:57:26.333
Because without it, man,

00:57:26.353 --> 00:57:27.213
you can go sideways.

00:57:27.253 --> 00:57:27.873
You can go in the wrong

00:57:27.914 --> 00:57:28.795
direction and waste your

00:57:28.835 --> 00:57:29.914
time and theirs and money

00:57:29.934 --> 00:57:31.295
and the whole nine.

00:57:31.335 --> 00:57:32.336
We're coming back on Tuesday.

00:57:32.356 --> 00:57:33.197
Do you have anything coming

00:57:33.237 --> 00:57:34.717
up between now and Tuesday

00:57:34.737 --> 00:57:35.577
that you want to throw out?

00:57:35.617 --> 00:57:36.858
Any cool things you're doing or?

00:57:37.942 --> 00:57:40.523
No, we got three more days, I think,

00:57:40.583 --> 00:57:41.344
in Hilton Head.

00:57:41.403 --> 00:57:42.465
We're going to enjoy it.

00:57:42.664 --> 00:57:44.726
Beach and pool and back to beach.

00:57:45.326 --> 00:57:45.666
Do that.

00:57:45.686 --> 00:57:45.985
All right.

00:57:46.005 --> 00:57:46.967
We'll be back on Tuesday.

00:57:47.067 --> 00:57:49.027
Follow Tony's Lord Medicare

00:57:49.047 --> 00:57:49.909
billing YouTube channel.

00:57:49.929 --> 00:57:50.748
How many people are in that

00:57:50.809 --> 00:57:51.309
or follow that?

00:57:52.050 --> 00:57:53.951
We're almost ready to cross

00:57:53.951 --> 00:57:55.231
10,000 subscribers on the channel.

00:57:55.271 --> 00:57:56.251
So we got to get that.

00:57:56.271 --> 00:57:57.112
Oh, niche.

00:57:57.432 --> 00:57:58.632
That's so I'm using air quotes.

00:57:58.693 --> 00:57:59.514
It's so dorky.

00:58:00.153 --> 00:58:01.655
That when you started, did you, wow,

00:58:01.675 --> 00:58:02.655
this is a whole different conversation,

00:58:02.675 --> 00:58:03.717
but did you think you'd get

00:58:03.856 --> 00:58:05.277
to 10,000 people who wanted

00:58:05.297 --> 00:58:06.818
to learn Medicare billing?

00:58:07.199 --> 00:58:08.099
No, of course not.

00:58:08.619 --> 00:58:10.121
Yeah, the funnel's upside down, man.

00:58:10.262 --> 00:58:11.402
It doesn't make any sense

00:58:12.103 --> 00:58:13.043
until it makes sense.

00:58:13.103 --> 00:58:15.445
All right, until Tuesday, follow Tony,

00:58:15.465 --> 00:58:15.865
follow Dave.

00:58:15.885 --> 00:58:16.927
He'll be back on Tuesday,

00:58:17.086 --> 00:58:18.608
and I'm at PT Pinecast.

00:58:19.027 --> 00:58:19.728
Until next time, guys.