From Idea to Impact: Jay Dicharry on Creating the MOBO Board

WEBVTT

00:00:00.029 --> 00:00:01.112
cord.

00:00:01.153 --> 00:00:01.635
Perfect.

00:00:02.177 --> 00:00:04.966
All right, Jay, what's the story of

00:00:05.910 --> 00:00:07.633
that probably comes up at

00:00:07.652 --> 00:00:08.894
dinner parties for you once

00:00:08.933 --> 00:00:10.375
people find out like oh you

00:00:10.435 --> 00:00:13.117
made a thing people are

00:00:13.137 --> 00:00:13.897
always like okay well

00:00:13.938 --> 00:00:15.679
what's the thing and then

00:00:15.759 --> 00:00:16.640
why'd you do it what

00:00:16.699 --> 00:00:17.701
problem were you trying to

00:00:17.780 --> 00:00:19.522
solve and really the big

00:00:19.623 --> 00:00:20.724
one is I call it the diving

00:00:20.743 --> 00:00:22.085
board moment what inspired

00:00:22.125 --> 00:00:23.346
you to take it from the pit

00:00:23.385 --> 00:00:24.907
of your stomach to I'm

00:00:24.986 --> 00:00:25.807
actually going to solve

00:00:25.827 --> 00:00:26.969
this problem so first

00:00:27.009 --> 00:00:28.089
introduce mobile board like

00:00:28.370 --> 00:00:29.510
what is it and then what's

00:00:29.550 --> 00:00:31.272
the problem it's seeking to solve

00:00:31.914 --> 00:00:32.374
Yeah, Jimmy.

00:00:32.435 --> 00:00:34.015
I'll say this.

00:00:35.296 --> 00:00:36.118
Everything I've done in my

00:00:36.158 --> 00:00:39.240
career has been born out of frustration.

00:00:39.381 --> 00:00:44.545
I've been just beyond overwhelmed,

00:00:44.585 --> 00:00:46.767
frustrated with why can't this happen?

00:00:46.807 --> 00:00:48.668
Why can't we get this message across?

00:00:48.709 --> 00:00:51.011
Why can't we help people understand this?

00:00:51.131 --> 00:00:54.514
I'm a PT, obviously,

00:00:54.573 --> 00:00:55.715
and a biomechanics researcher.

00:00:55.975 --> 00:00:57.697
I ran a biomechanics lab at

00:00:57.716 --> 00:00:58.898
University of Virginia and

00:00:59.357 --> 00:01:00.539
you know I'm looking at if

00:01:00.558 --> 00:01:01.338
people want to talk about

00:01:01.359 --> 00:01:02.560
the quantified self and

00:01:02.600 --> 00:01:03.661
data and that's what I do

00:01:03.680 --> 00:01:04.700
every day right I look at

00:01:04.721 --> 00:01:06.503
like objective measures of

00:01:06.543 --> 00:01:08.323
how people run walk squat

00:01:08.364 --> 00:01:09.944
jump lift cut ride a bike

00:01:09.984 --> 00:01:12.786
etc and I kept getting sick

00:01:12.825 --> 00:01:14.346
and tired of seeing people

00:01:14.387 --> 00:01:16.209
do a horrible job repairing

00:01:16.228 --> 00:01:17.409
their foot and echo complex

00:01:17.448 --> 00:01:18.829
for whatever it is they

00:01:18.870 --> 00:01:21.272
like to do right um and

00:01:21.891 --> 00:01:22.173
You know,

00:01:22.572 --> 00:01:24.775
deficits in one segment obviously

00:01:24.816 --> 00:01:26.257
transfer up the chain somewhere else.

00:01:26.278 --> 00:01:29.441
And so, you know, while we can talk about,

00:01:30.603 --> 00:01:30.944
you know,

00:01:31.284 --> 00:01:32.546
you have to work on this and that,

00:01:32.566 --> 00:01:34.227
it's like, okay, great.

00:01:34.248 --> 00:01:35.489
But at some point in time,

00:01:35.569 --> 00:01:36.570
people need tools.

00:01:36.590 --> 00:01:37.992
Like we have weights to

00:01:38.132 --> 00:01:39.454
strengthen your pecs, right?

00:01:39.474 --> 00:01:39.995
And we have...

00:01:40.376 --> 00:01:41.915
there are bands to change load,

00:01:41.936 --> 00:01:43.316
but like when it came to

00:01:43.996 --> 00:01:44.897
foot and ankle health,

00:01:45.356 --> 00:01:46.817
there wasn't really anything out there.

00:01:46.938 --> 00:01:48.878
I mean, you had an Eric's pad, which is,

00:01:49.278 --> 00:01:50.198
I don't understand why any

00:01:50.218 --> 00:01:51.299
clinician uses that to

00:01:51.358 --> 00:01:52.618
train proprioception and balance.

00:01:52.638 --> 00:01:53.879
Cause that's not what it does.

00:01:53.920 --> 00:01:55.340
And we can talk about that if you'd like,

00:01:55.359 --> 00:01:56.620
but yeah, so I,

00:01:56.819 --> 00:01:57.740
I literally got frustrated.

00:01:57.760 --> 00:01:58.840
There were no effective tools.

00:01:58.881 --> 00:01:59.781
And so I built this little

00:01:59.801 --> 00:02:00.760
thing called mobile board,

00:02:00.781 --> 00:02:02.662
which is a it's a

00:02:03.542 --> 00:02:04.522
So it's a rocker board,

00:02:04.563 --> 00:02:06.685
but it tilts in the axis

00:02:06.724 --> 00:02:08.225
that your foot pronates and supinates.

00:02:09.086 --> 00:02:10.747
And it's got a cutout that

00:02:10.807 --> 00:02:12.808
doesn't let you use your long flexors,

00:02:12.829 --> 00:02:13.830
which is most people love

00:02:13.849 --> 00:02:14.830
to do to dominate with.

00:02:14.871 --> 00:02:17.432
So you sort of are cued or sort of,

00:02:18.492 --> 00:02:19.114
I put in quotes,

00:02:19.294 --> 00:02:20.895
forced to use your

00:02:20.955 --> 00:02:22.075
intrinsic muscles to drive

00:02:22.096 --> 00:02:22.896
your first met down,

00:02:22.917 --> 00:02:24.138
which is the exact way the

00:02:24.177 --> 00:02:24.758
center of pressure

00:02:24.798 --> 00:02:25.838
transfers through your foot

00:02:25.859 --> 00:02:26.780
during the gait process.

00:02:26.800 --> 00:02:29.442
So yeah, that's where we are.

00:02:29.461 --> 00:02:30.842
And that's why we're here.

00:02:30.862 --> 00:02:30.983
Yeah.

00:02:31.960 --> 00:02:32.240
Yeah.

00:02:32.699 --> 00:02:32.979
All right.

00:02:33.039 --> 00:02:35.621
So you had a bunch of those moments,

00:02:35.661 --> 00:02:36.841
likely, or a bunch of those thoughts,

00:02:36.881 --> 00:02:37.782
which is why can't we?

00:02:37.801 --> 00:02:40.701
It would be better if we could just.

00:02:41.443 --> 00:02:43.122
But you decided with this

00:02:43.282 --> 00:02:45.403
that I'm going to take that first step.

00:02:45.503 --> 00:02:47.484
I'm actually going to say, all right,

00:02:47.704 --> 00:02:48.645
I'm going to be the person.

00:02:49.104 --> 00:02:50.905
Instead of how come we haven't solved it,

00:02:50.985 --> 00:02:52.466
it'll be how come I haven't solved it.

00:02:52.846 --> 00:02:52.985
So

00:02:53.825 --> 00:02:54.927
it's gotta be challenges.

00:02:54.948 --> 00:02:55.709
There's gotta be, you know,

00:02:55.769 --> 00:02:57.670
boulders in our way or forks in the road.

00:02:58.051 --> 00:02:58.812
What were some of the

00:02:58.853 --> 00:03:00.014
biggest challenges that you

00:03:00.093 --> 00:03:01.415
encountered in the very

00:03:01.616 --> 00:03:04.079
early stages of developing mobile board?

00:03:04.098 --> 00:03:05.381
And then how'd you get

00:03:05.401 --> 00:03:07.804
around them over under, you know, through,

00:03:08.003 --> 00:03:09.086
how'd you get through those challenges?

00:03:09.662 --> 00:03:09.942
Yeah.

00:03:10.042 --> 00:03:11.362
So, you know, this is interesting, right?

00:03:11.383 --> 00:03:14.205
So I'm really big on, like,

00:03:14.965 --> 00:03:16.786
I'm a total motor learning geek, right?

00:03:16.885 --> 00:03:18.326
I love the science of motor

00:03:18.366 --> 00:03:19.328
learning and motor

00:03:19.348 --> 00:03:21.308
development and skill acquisition.

00:03:21.368 --> 00:03:22.289
So, you know,

00:03:22.770 --> 00:03:24.390
what I don't like doing is

00:03:24.431 --> 00:03:26.271
telling patients, do this, don't do that,

00:03:26.292 --> 00:03:27.612
and using extrinsic cues

00:03:27.633 --> 00:03:28.552
and all these things.

00:03:28.593 --> 00:03:28.734
Like,

00:03:28.993 --> 00:03:29.954
I like putting people in an

00:03:29.973 --> 00:03:31.155
environment and saying, hey,

00:03:31.936 --> 00:03:33.475
figure out how to do this, right?

00:03:33.536 --> 00:03:33.757
Like,

00:03:34.556 --> 00:03:36.558
We know that if people can, you know,

00:03:36.618 --> 00:03:38.040
have some motivation, right,

00:03:38.061 --> 00:03:38.882
because they want to win

00:03:38.961 --> 00:03:40.223
whatever you're tasking them to do.

00:03:40.704 --> 00:03:42.064
And we know that if they can

00:03:42.164 --> 00:03:44.366
figure out and feel things on their own,

00:03:44.768 --> 00:03:45.669
we know that we don't have

00:03:45.688 --> 00:03:46.569
to give as many cues and

00:03:46.590 --> 00:03:47.550
feedback instructions.

00:03:47.610 --> 00:03:47.770
Right.

00:03:47.811 --> 00:03:49.372
And so my goal for Mobo was

00:03:49.393 --> 00:03:51.455
to was to not just invent

00:03:51.474 --> 00:03:52.455
something and put a cool

00:03:52.496 --> 00:03:53.236
name on it and throw a

00:03:53.257 --> 00:03:54.518
bunch of marketing dollars behind it.

00:03:54.538 --> 00:03:55.438
My goal is to design

00:03:55.479 --> 00:03:56.319
something that literally

00:03:56.379 --> 00:03:57.341
worked with people.

00:03:57.501 --> 00:03:58.502
your anatomy, right?

00:03:58.921 --> 00:04:00.122
That you had to feel.

00:04:00.723 --> 00:04:02.264
And when you're in that position, you go,

00:04:02.524 --> 00:04:02.723
oh,

00:04:03.183 --> 00:04:05.444
I can tell if I don't drive my first

00:04:05.525 --> 00:04:07.687
met down, this board is going to wobble,

00:04:07.706 --> 00:04:08.586
become unstable.

00:04:08.926 --> 00:04:11.329
And if I do shift my thought process,

00:04:11.549 --> 00:04:12.729
I control the board, right?

00:04:12.769 --> 00:04:13.810
And that was it.

00:04:13.849 --> 00:04:14.850
That was my entire...

00:04:15.905 --> 00:04:17.165
goal for making this thing

00:04:17.206 --> 00:04:18.466
is is to is to build a

00:04:18.485 --> 00:04:19.726
better environment to help

00:04:19.766 --> 00:04:20.646
someone train the nervous

00:04:20.666 --> 00:04:23.449
system quite simply um and

00:04:23.548 --> 00:04:25.250
interestingly enough uh the

00:04:25.310 --> 00:04:26.910
mobile board prototype that

00:04:26.990 --> 00:04:28.490
was out there first looks

00:04:28.810 --> 00:04:29.911
nothing like what it looks

00:04:29.951 --> 00:04:32.353
like today uh in fact I I

00:04:32.392 --> 00:04:35.654
had shown this um to uh

00:04:36.730 --> 00:04:38.932
Somebody very high up in the retail world.

00:04:39.632 --> 00:04:41.014
And he used it.

00:04:41.915 --> 00:04:43.458
I use it with some patients myself, right?

00:04:43.517 --> 00:04:46.942
And he used the one that I made.

00:04:46.961 --> 00:04:47.701
And he's like, you know,

00:04:48.543 --> 00:04:49.904
I totally get this.

00:04:50.204 --> 00:04:50.745
I feel it.

00:04:50.786 --> 00:04:51.706
This is genius.

00:04:51.766 --> 00:04:53.067
He goes, it's not a product.

00:04:53.853 --> 00:04:54.995
And I was like, what?

00:04:55.235 --> 00:04:55.654
And he goes,

00:04:55.774 --> 00:04:57.055
it just doesn't have a look

00:04:57.076 --> 00:04:58.475
and feel of a thing.

00:04:58.596 --> 00:04:59.697
It's too disjointed.

00:04:59.716 --> 00:05:01.677
And I was so like, you know,

00:05:01.697 --> 00:05:02.538
I was very busy.

00:05:02.619 --> 00:05:03.678
I have like five jobs.

00:05:03.699 --> 00:05:04.720
And I was like, ah, forget it.

00:05:04.740 --> 00:05:05.759
I'll put this in the back burner.

00:05:05.779 --> 00:05:06.600
I did nothing with it.

00:05:08.721 --> 00:05:10.942
And so I just, it's that for years,

00:05:10.963 --> 00:05:12.062
like literally I used the

00:05:12.083 --> 00:05:13.303
patients here and there and again,

00:05:13.343 --> 00:05:14.665
but yeah, it looked a lot different.

00:05:14.704 --> 00:05:15.064
And so

00:05:16.464 --> 00:05:17.206
Long story short,

00:05:17.266 --> 00:05:20.487
it was several years later and I was like,

00:05:20.526 --> 00:05:20.786
you know,

00:05:20.826 --> 00:05:21.927
let me get this thing out again.

00:05:21.966 --> 00:05:24.548
And I took a jigsaw and just

00:05:24.648 --> 00:05:25.649
literally just took some

00:05:25.889 --> 00:05:27.389
wood and cut one myself for

00:05:27.408 --> 00:05:28.288
the jigsaw and made it.

00:05:28.329 --> 00:05:29.029
It looks very similar to

00:05:29.050 --> 00:05:30.089
what it looks like right now.

00:05:30.689 --> 00:05:32.190
And I said, wait a second.

00:05:32.750 --> 00:05:33.911
hold on, this actually works.

00:05:33.992 --> 00:05:34.992
And it actually has like

00:05:35.031 --> 00:05:36.572
more of a actual product feel.

00:05:37.892 --> 00:05:38.233
Okay.

00:05:38.413 --> 00:05:39.374
I can't sit here in my

00:05:39.473 --> 00:05:41.375
basement with a jigsaw and

00:05:41.415 --> 00:05:42.394
make thousands of these.

00:05:42.894 --> 00:05:45.396
So I got to figure out how

00:05:45.415 --> 00:05:46.857
to make these scale.

00:05:47.057 --> 00:05:49.278
And so I'm a clinician, right?

00:05:49.358 --> 00:05:50.937
Like I'm a biomechanics dork.

00:05:51.038 --> 00:05:52.278
I don't know anything about product.

00:05:53.439 --> 00:05:55.019
I bought a CNC machine and I

00:05:55.060 --> 00:05:57.680
had to learn how to code a CNC machine.

00:05:58.081 --> 00:05:58.641
And I had to learn about

00:05:58.701 --> 00:05:59.982
tolerances and materials.

00:06:00.041 --> 00:06:02.202
And I made a bunch of my garage and then

00:06:03.072 --> 00:06:05.677
Um, you know, it's then, then I like,

00:06:05.697 --> 00:06:05.877
you know,

00:06:05.916 --> 00:06:07.038
kept iterating little tweaks

00:06:07.079 --> 00:06:07.718
here and there and then

00:06:07.738 --> 00:06:08.560
figure out some things.

00:06:08.600 --> 00:06:10.141
Then I basically had a board.

00:06:10.182 --> 00:06:12.024
I was like, oh, this is pretty darn solid.

00:06:12.045 --> 00:06:13.045
It does what it needs to do.

00:06:13.125 --> 00:06:14.928
And, uh, and I can make these, you know,

00:06:15.408 --> 00:06:15.949
replicate it.

00:06:16.009 --> 00:06:17.951
So, um, it's.

00:06:19.303 --> 00:06:20.605
It's a lot of steps,

00:06:20.706 --> 00:06:21.807
but I think the biggest

00:06:21.827 --> 00:06:23.069
thing I'd like to get

00:06:23.088 --> 00:06:24.511
across to everybody with an idea,

00:06:24.531 --> 00:06:25.872
and I hope tons of people have ideas,

00:06:25.913 --> 00:06:26.134
right?

00:06:26.173 --> 00:06:29.197
Like own the space that you

00:06:29.237 --> 00:06:31.680
want to look at changing, right?

00:06:31.721 --> 00:06:33.343
Like really understand

00:06:34.348 --> 00:06:35.949
What problem are you trying to solve?

00:06:36.009 --> 00:06:36.889
What else is out there?

00:06:36.930 --> 00:06:37.971
What's commonly done, right?

00:06:38.011 --> 00:06:39.432
PT is getting a rut all the time, right?

00:06:39.552 --> 00:06:40.992
How can we do things better?

00:06:41.033 --> 00:06:42.192
And what thing are you

00:06:42.452 --> 00:06:43.413
actually going to change?

00:06:44.074 --> 00:06:45.774
And I think if you go into

00:06:45.814 --> 00:06:46.896
it that way with a pretty

00:06:46.935 --> 00:06:48.555
big kind of mission

00:06:48.596 --> 00:06:49.797
statement behind what you're trying to do,

00:06:50.216 --> 00:06:50.858
it's going to help you get

00:06:50.877 --> 00:06:51.757
past those hurdles.

00:06:51.898 --> 00:06:52.437
This is a lot.

00:06:52.637 --> 00:06:54.038
It's a lot of things that

00:06:54.238 --> 00:06:56.379
you will have to –

00:06:55.720 --> 00:06:56.019
you know,

00:06:56.560 --> 00:06:59.302
iterate on augment change shift that,

00:06:59.423 --> 00:07:00.524
that not in your wheelhouse.

00:07:00.603 --> 00:07:01.925
Cause we don't learn this in PT school.

00:07:01.944 --> 00:07:03.387
I mean, I teach in PT school.

00:07:03.427 --> 00:07:05.228
We don't teach product creation class now.

00:07:05.769 --> 00:07:06.069
Yeah.

00:07:06.129 --> 00:07:07.629
It's not an, it's not going to,

00:07:07.730 --> 00:07:08.771
it's not going to be on the test.

00:07:08.790 --> 00:07:09.591
It's not in the syllabus.

00:07:11.740 --> 00:07:12.480
So, all right.

00:07:12.521 --> 00:07:13.781
So at this point,

00:07:14.382 --> 00:07:16.504
if we go in chronological order,

00:07:17.084 --> 00:07:18.324
you've now taken it back out.

00:07:18.805 --> 00:07:19.824
You felt the frustration.

00:07:19.845 --> 00:07:20.745
You're like, this is still,

00:07:21.045 --> 00:07:22.187
this is still needed, right?

00:07:22.247 --> 00:07:22.646
There's still,

00:07:22.726 --> 00:07:23.427
this is still a problem that

00:07:23.447 --> 00:07:24.367
exists that needs to be solved.

00:07:24.387 --> 00:07:25.708
And I still think this is the best way.

00:07:26.168 --> 00:07:27.189
You sort of made it look and

00:07:27.288 --> 00:07:28.449
feel a little bit different.

00:07:28.470 --> 00:07:29.170
So now you're like, okay,

00:07:29.189 --> 00:07:29.990
now it feels like a product.

00:07:30.571 --> 00:07:32.331
You learned a CNC machine,

00:07:32.391 --> 00:07:33.632
which is another skill

00:07:33.692 --> 00:07:34.692
that's probably not on the

00:07:34.733 --> 00:07:36.434
syllabus in many PT schools, if any.

00:07:36.454 --> 00:07:37.314
Yeah.

00:07:37.975 --> 00:07:39.536
At what point is it like, okay,

00:07:39.997 --> 00:07:41.639
I can't scale me in my

00:07:41.699 --> 00:07:43.362
garage with a CNC machine.

00:07:43.862 --> 00:07:44.803
I'm going to sort of figure

00:07:44.843 --> 00:07:47.026
out how to make this now a thing, right?

00:07:47.086 --> 00:07:48.988
So how did you take it from

00:07:49.108 --> 00:07:49.829
a thing that you're going

00:07:49.850 --> 00:07:51.432
to do to scale it to more

00:07:51.451 --> 00:07:53.375
than just you to make it repeatable?

00:07:54.098 --> 00:07:54.319
Yeah.

00:07:54.478 --> 00:07:56.940
And so this is the part where I got stuck.

00:07:57.461 --> 00:07:58.242
And, and I think,

00:07:58.362 --> 00:07:59.262
and probably everybody does,

00:07:59.341 --> 00:08:00.923
you have this idea and you

00:08:00.963 --> 00:08:02.124
have this drive and you

00:08:02.184 --> 00:08:03.324
want to do this thing to like, I,

00:08:03.584 --> 00:08:05.545
I literally can't make, like you said,

00:08:05.605 --> 00:08:06.666
I can't make these at scale.

00:08:06.726 --> 00:08:07.947
I can't make tens of thousands.

00:08:07.987 --> 00:08:08.208
Right.

00:08:08.247 --> 00:08:08.487
So,

00:08:09.187 --> 00:08:10.869
and this is a thing which is pretty cool.

00:08:11.149 --> 00:08:11.649
I think that.

00:08:12.250 --> 00:08:13.850
For every clinician listening to this,

00:08:14.091 --> 00:08:15.192
we have the coolest thing

00:08:15.211 --> 00:08:17.112
in the whole world behind our careers.

00:08:17.312 --> 00:08:19.533
We get to meet people in all demographics,

00:08:19.634 --> 00:08:19.834
right?

00:08:19.915 --> 00:08:22.615
Like you've met somebody who

00:08:22.656 --> 00:08:23.677
works for a company,

00:08:23.997 --> 00:08:25.377
a manufacturing plant,

00:08:25.658 --> 00:08:27.798
somebody who owns a, you know, has,

00:08:27.819 --> 00:08:28.259
I mean,

00:08:28.639 --> 00:08:30.980
you have network links out the wazoo,

00:08:31.040 --> 00:08:31.262
right?

00:08:31.322 --> 00:08:32.101
And so I was thinking like,

00:08:32.162 --> 00:08:32.822
who have I treated?

00:08:32.881 --> 00:08:33.783
Who's done some things, right?

00:08:33.802 --> 00:08:34.943
So I made some phone calls.

00:08:36.384 --> 00:08:38.248
And actually got very well

00:08:38.268 --> 00:08:39.509
connected with some folks like, oh,

00:08:39.990 --> 00:08:41.412
this is a space I live in, right?

00:08:41.491 --> 00:08:43.034
I work in the manufacturing space.

00:08:43.054 --> 00:08:44.015
And if you want to basically

00:08:44.056 --> 00:08:46.099
get these at scale, we can do that,

00:08:46.158 --> 00:08:46.359
right?

00:08:46.399 --> 00:08:49.923
So that is huge is to like

00:08:50.104 --> 00:08:50.845
look at the connections.

00:08:50.905 --> 00:08:51.426
And it's something like,

00:08:51.485 --> 00:08:52.368
I don't know this person.

00:08:53.604 --> 00:08:55.284
look, think through who you've treated.

00:08:55.426 --> 00:08:55.765
You do.

00:08:56.005 --> 00:08:56.947
Okay.

00:08:57.067 --> 00:08:57.847
It's not that hard.

00:08:58.028 --> 00:08:59.028
And, and the other thing,

00:08:59.068 --> 00:09:01.070
which I want to be clear at

00:09:01.971 --> 00:09:04.052
clear about is not just a

00:09:04.092 --> 00:09:04.972
manufacturing piece.

00:09:05.013 --> 00:09:05.933
It's the IP piece.

00:09:07.115 --> 00:09:08.096
I treated a bunch of IP

00:09:08.135 --> 00:09:10.197
attorneys and I call them and I'm like,

00:09:10.618 --> 00:09:11.538
I can't tell you how much

00:09:11.558 --> 00:09:12.599
money I spent on IP

00:09:12.619 --> 00:09:13.399
protection and still

00:09:13.419 --> 00:09:14.519
spending and fighting

00:09:14.559 --> 00:09:15.620
knockoffs or anything else.

00:09:15.821 --> 00:09:16.360
That's real.

00:09:17.402 --> 00:09:20.503
So get very heavily protected.

00:09:20.964 --> 00:09:22.063
I can tell you there are a

00:09:22.144 --> 00:09:23.264
lot of people out there who

00:09:23.284 --> 00:09:23.965
want to take your great

00:09:24.044 --> 00:09:26.046
idea and poach it and run with it.

00:09:26.807 --> 00:09:29.187
And so, yeah, protect yourself for sure.

00:09:30.072 --> 00:09:31.053
This is what I call the

00:09:31.134 --> 00:09:32.193
Sesame Street moment

00:09:32.254 --> 00:09:33.674
because Sesame Street had that song,

00:09:33.715 --> 00:09:35.095
who are the people in your neighborhood?

00:09:35.495 --> 00:09:37.015
So you mentioned IP attorney

00:09:37.096 --> 00:09:38.216
and you mentioned someone

00:09:38.236 --> 00:09:39.256
in manufacturing, right?

00:09:39.537 --> 00:09:41.077
But what's that person's job title?

00:09:41.118 --> 00:09:42.238
Like if they were going to Google,

00:09:42.258 --> 00:09:44.658
like what type of manufacturing?

00:09:44.678 --> 00:09:45.059
Because I feel like

00:09:45.080 --> 00:09:46.440
manufacturing is such a vague term,

00:09:46.460 --> 00:09:48.561
but like, is it product manufacturing?

00:09:48.681 --> 00:09:49.861
Is it like, what is it?

00:09:49.902 --> 00:09:51.121
How would someone look for that,

00:09:51.422 --> 00:09:52.623
the right field?

00:09:53.342 --> 00:09:54.543
Yeah, it depends what you're going to do.

00:09:54.563 --> 00:09:54.744
Right.

00:09:54.764 --> 00:09:55.966
So you want to try and find

00:09:55.985 --> 00:09:57.047
these sourcing firms.

00:09:57.226 --> 00:09:58.727
So, you know, they're there.

00:09:58.807 --> 00:09:59.808
It depends if you're doing a

00:09:59.869 --> 00:10:00.809
textile based product.

00:10:00.870 --> 00:10:01.049
Right.

00:10:01.090 --> 00:10:02.091
Maybe you have like soft goods.

00:10:02.110 --> 00:10:03.572
Maybe you've got like elastic base,

00:10:03.592 --> 00:10:04.514
like a I mean,

00:10:04.673 --> 00:10:05.735
they're a band type material.

00:10:05.754 --> 00:10:07.056
Maybe you've got hard goods

00:10:07.076 --> 00:10:08.476
like mud boots made out of bamboo.

00:10:08.557 --> 00:10:08.778
Right.

00:10:08.798 --> 00:10:10.659
Sustainably sourced bamboo.

00:10:10.679 --> 00:10:12.181
That's what's really important to me.

00:10:12.201 --> 00:10:13.062
I don't want to put plastic

00:10:13.081 --> 00:10:13.802
back in the world.

00:10:14.003 --> 00:10:15.264
And so that was just part of

00:10:15.303 --> 00:10:16.125
my mission statement.

00:10:16.144 --> 00:10:17.446
I want a renewable material product.

00:10:17.905 --> 00:10:19.408
So I knew the type of materials I wanted.

00:10:19.727 --> 00:10:23.152
I knew the tolerances, the spec I needed.

00:10:23.412 --> 00:10:25.955
So if you understand what you're making,

00:10:26.315 --> 00:10:27.636
then you have to find out

00:10:27.756 --> 00:10:30.500
who might be able to help me with this.

00:10:30.539 --> 00:10:31.581
So you're looking for

00:10:31.640 --> 00:10:32.601
companies that have done

00:10:32.642 --> 00:10:34.524
things like that in the past.

00:10:35.825 --> 00:10:36.565
And there are a number of

00:10:36.605 --> 00:10:37.826
sourcing firms out there.

00:10:37.846 --> 00:10:39.366
And what you're looking to

00:10:39.386 --> 00:10:41.128
do is to try and find out, you know,

00:10:41.148 --> 00:10:42.308
again, this gets into your connections,

00:10:42.349 --> 00:10:42.509
right?

00:10:42.528 --> 00:10:44.230
Like you may know somebody who worked at,

00:10:44.610 --> 00:10:44.889
you know,

00:10:44.990 --> 00:10:46.490
let's say a running shoe company

00:10:46.770 --> 00:10:47.591
who produces shoes,

00:10:47.611 --> 00:10:48.972
but they might have some, you know,

00:10:49.033 --> 00:10:49.812
leads in somewhere else.

00:10:49.832 --> 00:10:51.594
You may find stuff, you know, hard goods.

00:10:51.614 --> 00:10:54.056
You may find somebody who is a machinist,

00:10:54.275 --> 00:10:54.515
right?

00:10:54.576 --> 00:10:56.856
Who has some leads on who to talk to.

00:10:57.998 --> 00:10:58.938
State by state,

00:10:59.038 --> 00:11:00.779
I would strongly recommend theirs.

00:11:01.539 --> 00:11:02.640
Most states have like

00:11:02.681 --> 00:11:04.182
startup accelerator kind of

00:11:04.221 --> 00:11:05.763
leads to reach out to for

00:11:05.822 --> 00:11:06.724
local production help.

00:11:07.264 --> 00:11:09.085
And while that might not be

00:11:09.105 --> 00:11:10.186
your final step, right,

00:11:10.225 --> 00:11:12.427
if you need a run of maybe twenty,

00:11:12.648 --> 00:11:13.567
thirty units to get for

00:11:13.628 --> 00:11:14.828
proof of concept or show

00:11:14.889 --> 00:11:16.450
investors or whatever, right, like.

00:11:16.840 --> 00:11:18.802
You have to, your idea is worth nothing,

00:11:19.182 --> 00:11:19.381
right?

00:11:20.003 --> 00:11:21.384
Your product is worth something, right?

00:11:21.403 --> 00:11:22.424
You've probably heard this before,

00:11:22.806 --> 00:11:23.767
but you have to have

00:11:23.826 --> 00:11:26.149
something to show someone they can use,

00:11:26.229 --> 00:11:26.428
right?

00:11:26.489 --> 00:11:28.591
And so, yeah,

00:11:28.610 --> 00:11:29.591
you have to get that thing

00:11:29.711 --> 00:11:32.715
built in a low scale at first, for sure.

00:11:33.134 --> 00:11:33.576
You know,

00:11:33.615 --> 00:11:35.197
my first production run was fifty units.

00:11:35.378 --> 00:11:35.577
Right.

00:11:35.638 --> 00:11:36.899
Like it's small.

00:11:38.541 --> 00:11:38.841
You know,

00:11:38.861 --> 00:11:40.082
my production run show up next

00:11:40.123 --> 00:11:41.124
week is five thousand.

00:11:41.224 --> 00:11:41.403
Right.

00:11:41.443 --> 00:11:42.985
So it's just you got it.

00:11:43.066 --> 00:11:43.365
You got it.

00:11:43.586 --> 00:11:45.048
There is a time and a place to scale.

00:11:46.028 --> 00:11:48.591
And and so I would I would look out,

00:11:48.611 --> 00:11:49.013
you know, again,

00:11:49.052 --> 00:11:49.953
think about the resources

00:11:49.974 --> 00:11:50.553
in your Rolodex.

00:11:52.216 --> 00:11:54.057
Maybe, again, look around state,

00:11:55.057 --> 00:11:55.998
look at your state resources,

00:11:56.038 --> 00:11:56.518
see what they've got

00:11:56.557 --> 00:11:57.558
available for you to help

00:11:57.578 --> 00:11:58.519
with some local production.

00:11:58.980 --> 00:12:00.259
And just think about what you need, right?

00:12:00.379 --> 00:12:02.780
And I think that's one of the things, too,

00:12:02.841 --> 00:12:05.423
is when you're making your product idea,

00:12:06.102 --> 00:12:06.342
again,

00:12:06.442 --> 00:12:07.764
if you understand the problem

00:12:07.783 --> 00:12:08.705
you're trying to solve,

00:12:08.845 --> 00:12:10.605
there's probably a few ways

00:12:10.645 --> 00:12:11.826
you could make the product

00:12:12.046 --> 00:12:14.648
look and feel to accomplish that goal.

00:12:14.668 --> 00:12:16.347
So think about what's realistic, right?

00:12:16.368 --> 00:12:20.049
Like, again, for me, I hate packaging,

00:12:20.230 --> 00:12:20.431
right?

00:12:20.551 --> 00:12:21.370
I hate packaging.

00:12:21.937 --> 00:12:23.618
over developed stuff, right?

00:12:23.658 --> 00:12:26.018
So like, you know, the mobile board box,

00:12:26.097 --> 00:12:28.259
like is the size of a pizza box kind of,

00:12:28.719 --> 00:12:29.119
and you know,

00:12:29.139 --> 00:12:30.198
the strength of box comes

00:12:30.219 --> 00:12:31.039
from the board itself.

00:12:31.100 --> 00:12:32.080
I built the box very

00:12:32.100 --> 00:12:32.940
intentionally in a way to

00:12:32.980 --> 00:12:34.581
make that thing durable and strong.

00:12:34.620 --> 00:12:35.441
Cause I hate stuff getting

00:12:35.461 --> 00:12:36.240
damaged and shipping.

00:12:36.260 --> 00:12:37.520
So it's like all these

00:12:37.541 --> 00:12:38.302
little things I thought

00:12:38.322 --> 00:12:40.101
about to make sure that I wasn't putting,

00:12:40.282 --> 00:12:40.481
you know,

00:12:40.542 --> 00:12:41.903
a bunch of junk out there in the world.

00:12:41.982 --> 00:12:43.802
I wasn't putting, you know,

00:12:44.023 --> 00:12:45.524
a big bulky box of the shipping.

00:12:45.683 --> 00:12:47.384
Shipping is really expensive, right?

00:12:47.403 --> 00:12:47.923
So you want to,

00:12:48.024 --> 00:12:49.044
I want it to be flat pack

00:12:49.065 --> 00:12:50.024
to be cheaper to ship.

00:12:50.404 --> 00:12:50.725
So it's like,

00:12:51.005 --> 00:12:51.748
if you think about all these

00:12:51.768 --> 00:12:52.269
things where you're

00:12:52.328 --> 00:12:53.171
iterating your product,

00:12:53.191 --> 00:12:54.432
they're going to help you, again,

00:12:55.475 --> 00:12:56.557
focus on the problem you're

00:12:56.577 --> 00:12:57.580
trying to solve first.

00:12:57.700 --> 00:12:59.222
And then like the making it thing,

00:13:00.486 --> 00:13:01.648
Sure, you need the connections,

00:13:01.748 --> 00:13:03.830
but that's not that hard, right?

00:13:03.850 --> 00:13:04.730
You just need to sort of

00:13:04.811 --> 00:13:07.432
like take some leaps and make it happen.

00:13:07.832 --> 00:13:09.254
Find the right person who's

00:13:09.274 --> 00:13:10.315
an expert in that and

00:13:10.355 --> 00:13:11.056
they'll guide you through

00:13:11.076 --> 00:13:13.258
that process and they'll X you just like,

00:13:13.378 --> 00:13:13.638
you know,

00:13:14.118 --> 00:13:15.519
or X you just like you went from

00:13:15.558 --> 00:13:17.780
fifty to five thousand per order.

00:13:18.361 --> 00:13:18.481
Well,

00:13:18.501 --> 00:13:19.802
there's a group that we didn't talk

00:13:19.842 --> 00:13:20.563
about just yet.

00:13:21.144 --> 00:13:22.644
which is everybody you're

00:13:23.004 --> 00:13:25.005
aiming to serve with the mobile board.

00:13:25.086 --> 00:13:26.907
So how'd you validate the

00:13:27.047 --> 00:13:28.347
market for mobile board?

00:13:28.707 --> 00:13:29.847
What would you do to make

00:13:29.868 --> 00:13:30.928
sure that people would

00:13:30.969 --> 00:13:33.649
actually need and want this?

00:13:33.789 --> 00:13:34.730
And then how did you go

00:13:34.770 --> 00:13:37.251
about like figuring out a marketing pitch,

00:13:37.331 --> 00:13:37.451
right?

00:13:37.491 --> 00:13:39.232
I say marketing is always, it's simple.

00:13:39.253 --> 00:13:41.014
It's just two tin cans and a string.

00:13:41.033 --> 00:13:41.553
You're just trying to get

00:13:41.573 --> 00:13:43.075
information from one side to another.

00:13:43.095 --> 00:13:45.196
It's simple, but it's not always easy.

00:13:45.336 --> 00:13:47.356
So what were your steps there?

00:13:47.517 --> 00:13:47.797
Yeah.

00:13:47.856 --> 00:13:49.697
So this is where things get weird, right?

00:13:49.758 --> 00:13:50.599
Like, um, I,

00:13:52.092 --> 00:13:53.394
I love that part of the story.

00:13:53.996 --> 00:13:57.903
Yeah, I'll just say this.

00:13:58.344 --> 00:13:59.927
I think you stick to your values.

00:14:00.087 --> 00:14:01.330
And here's why I'm saying this.

00:14:02.412 --> 00:14:04.495
I've been very clear about

00:14:05.255 --> 00:14:05.956
everything I've done in my

00:14:05.995 --> 00:14:07.755
life has been born out of frustration,

00:14:07.796 --> 00:14:08.636
been very deliberate about

00:14:08.657 --> 00:14:09.537
everything I've taken.

00:14:10.356 --> 00:14:11.937
When I was running that biomechanics lab,

00:14:12.596 --> 00:14:14.138
we didn't spend one dollar in marketing.

00:14:14.177 --> 00:14:15.077
We had a waiting list of

00:14:15.118 --> 00:14:16.677
about six months to get in to see us,

00:14:16.758 --> 00:14:16.998
right?

00:14:17.038 --> 00:14:20.239
So I think that I've really

00:14:20.278 --> 00:14:21.359
tried to put myself out

00:14:21.399 --> 00:14:23.198
there to be somebody who's

00:14:23.839 --> 00:14:25.399
a valuable resource to people out there,

00:14:25.440 --> 00:14:25.679
right?

00:14:26.019 --> 00:14:27.720
And I think people, it's earned trust,

00:14:27.860 --> 00:14:28.039
right?

00:14:28.080 --> 00:14:32.600
And so when I launched Mobo, I...

00:14:34.142 --> 00:14:34.261
Yeah,

00:14:34.282 --> 00:14:36.144
I literally I was teaching a CME

00:14:36.183 --> 00:14:39.086
course in Colorado and I

00:14:39.186 --> 00:14:40.727
brought a few to this course.

00:14:41.227 --> 00:14:42.909
I brought twenty four boards

00:14:42.929 --> 00:14:44.250
to the course and I had, again,

00:14:44.270 --> 00:14:45.893
like ten more at my house still.

00:14:45.952 --> 00:14:47.433
I think I gave like five of them to people,

00:14:47.474 --> 00:14:48.355
right, just to play with.

00:14:48.414 --> 00:14:50.878
And and I was like, hey,

00:14:51.980 --> 00:14:53.821
our course is over, right?

00:14:53.860 --> 00:14:55.640
Like this is not seeing me approve.

00:14:55.701 --> 00:14:57.221
I'll just show you this thing I made.

00:14:57.721 --> 00:14:58.841
If anybody's interested,

00:14:58.942 --> 00:14:59.543
I'm going to sell these

00:14:59.582 --> 00:15:00.903
like really cheap while we're here.

00:15:00.923 --> 00:15:01.724
It's just kind of our first

00:15:01.744 --> 00:15:02.543
little production run.

00:15:03.004 --> 00:15:04.465
And every single person in

00:15:04.485 --> 00:15:05.965
the course bought one.

00:15:06.384 --> 00:15:06.945
And I was like, wait,

00:15:06.965 --> 00:15:08.105
I didn't think this was going to happen.

00:15:08.166 --> 00:15:08.365
Right.

00:15:08.446 --> 00:15:09.206
And everybody's like, no,

00:15:09.245 --> 00:15:10.187
like we trust you.

00:15:11.167 --> 00:15:12.246
And that was like really

00:15:12.447 --> 00:15:15.729
interesting because I hate

00:15:15.769 --> 00:15:16.528
selling things.

00:15:18.423 --> 00:15:20.004
I'm just not, I'm not wired that way.

00:15:20.264 --> 00:15:24.524
And so when, I think that speaks back to,

00:15:24.924 --> 00:15:26.144
if people understand that

00:15:26.164 --> 00:15:28.426
you're coming from the angle of,

00:15:28.546 --> 00:15:29.706
I really wanna help

00:15:30.667 --> 00:15:31.986
whatever it is you're trying to help,

00:15:32.047 --> 00:15:32.187
right?

00:15:32.206 --> 00:15:33.827
They really believe you that

00:15:33.888 --> 00:15:34.528
that's the case,

00:15:35.187 --> 00:15:36.688
they're gonna believe what you're doing.

00:15:38.602 --> 00:15:41.464
we've, I mean,

00:15:41.484 --> 00:15:42.845
Mobo is a hundred percent self-funded.

00:15:43.605 --> 00:15:44.865
So I put a lot of my savings

00:15:44.905 --> 00:15:45.605
in to get started,

00:15:45.666 --> 00:15:46.826
but we were profitable

00:15:46.907 --> 00:15:48.548
after three months and we

00:15:48.567 --> 00:15:49.868
don't make tons of money, right?

00:15:49.908 --> 00:15:50.729
We're super small,

00:15:50.788 --> 00:15:51.828
like we're ridiculously small,

00:15:51.908 --> 00:15:53.909
but we exist, right?

00:15:53.950 --> 00:15:55.211
And my goal is to just keep

00:15:55.230 --> 00:15:56.331
being here to help people.

00:15:56.471 --> 00:15:56.730
You know,

00:15:56.831 --> 00:15:57.652
I'm not going to be the next

00:15:57.692 --> 00:15:59.111
Google and don't want to be, right?

00:15:59.152 --> 00:16:00.972
Like, but I think that, you know,

00:16:01.033 --> 00:16:02.153
you can make an impact

00:16:03.014 --> 00:16:06.296
and change a course of how, whatever it is,

00:16:06.336 --> 00:16:07.716
your problem is sort of

00:16:07.736 --> 00:16:09.037
addressed in our clinical

00:16:09.057 --> 00:16:10.278
community and our performance community.

00:16:10.317 --> 00:16:15.821
And so I think that you just be real,

00:16:15.941 --> 00:16:17.541
you be truthful, you be honest,

00:16:17.681 --> 00:16:19.341
and you show people what

00:16:19.361 --> 00:16:20.082
the thing can do.

00:16:20.942 --> 00:16:22.004
We don't really spend much

00:16:22.083 --> 00:16:22.803
money on marketing.

00:16:23.183 --> 00:16:24.365
I spend a hundred bucks a

00:16:24.465 --> 00:16:26.466
month on Instagram ads and that's it.

00:16:28.067 --> 00:16:28.908
And I know there's tons of

00:16:28.947 --> 00:16:30.187
people out there saying, oh,

00:16:30.347 --> 00:16:30.868
you give me this,

00:16:30.947 --> 00:16:32.889
I can three X and five X. And like,

00:16:33.828 --> 00:16:35.409
you can throw a lot of money at things.

00:16:35.509 --> 00:16:36.169
You really can.

00:16:36.889 --> 00:16:39.831
But to get that back is hard.

00:16:40.591 --> 00:16:42.032
And the flip side of this is,

00:16:43.919 --> 00:16:45.360
I've talked to several of my

00:16:45.400 --> 00:16:46.481
friends who have different companies,

00:16:46.542 --> 00:16:46.701
right?

00:16:46.721 --> 00:16:48.844
And they do spend tons of money,

00:16:48.943 --> 00:16:50.325
millions of dollars a year in marketing.

00:16:50.345 --> 00:16:51.666
And if you spend millions of

00:16:51.686 --> 00:16:52.666
dollars a year in marketing,

00:16:52.686 --> 00:16:53.746
you get a lot of buzz and

00:16:53.767 --> 00:16:55.008
you're probably getting a lot of sales,

00:16:55.048 --> 00:16:56.308
but you also have to do

00:16:56.369 --> 00:16:58.190
something called pay for inventory,

00:16:58.529 --> 00:16:59.331
which is not cheap.

00:16:59.864 --> 00:17:00.244
And so,

00:17:00.504 --> 00:17:01.504
so many people I know are

00:17:01.524 --> 00:17:02.465
incredibly stressed out

00:17:02.504 --> 00:17:03.184
because they're always in

00:17:03.205 --> 00:17:03.985
this battle of trying to

00:17:04.025 --> 00:17:05.025
keep up with this marketing

00:17:05.045 --> 00:17:05.786
machine they built.

00:17:06.445 --> 00:17:08.425
And I didn't play that game.

00:17:08.506 --> 00:17:11.267
You know, my CFO I have and I,

00:17:11.307 --> 00:17:12.268
we talked about making the

00:17:12.288 --> 00:17:14.107
most lean plan possible.

00:17:14.788 --> 00:17:16.449
And all we do is make a

00:17:16.489 --> 00:17:17.189
product that works.

00:17:17.509 --> 00:17:19.330
We put it out there, it gets results.

00:17:19.651 --> 00:17:21.051
And I think, I mean,

00:17:21.112 --> 00:17:22.113
word of mouth has been my

00:17:22.173 --> 00:17:25.095
biggest aid is it's like,

00:17:25.174 --> 00:17:25.955
I tried this thing,

00:17:26.316 --> 00:17:28.938
it made a difference and boom, boom,

00:17:28.958 --> 00:17:29.179
boom.

00:17:30.259 --> 00:17:30.680
And yes,

00:17:30.700 --> 00:17:32.661
we get a bunch of big names using it too.

00:17:32.820 --> 00:17:33.821
But again,

00:17:33.942 --> 00:17:35.103
I don't pay them for marketing

00:17:35.123 --> 00:17:36.144
either because I can't, right?

00:17:36.183 --> 00:17:37.365
But if they put some words

00:17:37.444 --> 00:17:38.346
out and tell somebody else,

00:17:38.365 --> 00:17:39.146
tell somebody else, like,

00:17:39.626 --> 00:17:40.627
if you've got somebody, again,

00:17:40.887 --> 00:17:41.929
going back to what I said before,

00:17:42.249 --> 00:17:44.391
if your product really works, right?

00:17:44.431 --> 00:17:45.632
Like it will succeed.

00:17:45.791 --> 00:17:46.952
Like it's real simple.

00:17:47.413 --> 00:17:48.913
And so I put a lot of time

00:17:48.933 --> 00:17:49.875
and effort to making sure

00:17:49.894 --> 00:17:50.994
it's really going to give

00:17:51.236 --> 00:17:52.016
tangible benefits.

00:17:52.056 --> 00:17:53.777
And if so, you're set.

00:17:53.957 --> 00:17:55.538
You don't have to, you know,

00:17:55.578 --> 00:17:56.638
one of my professors back

00:17:56.739 --> 00:17:58.039
in PT school said a long time ago,

00:17:58.059 --> 00:17:58.519
he's like, look,

00:17:59.040 --> 00:17:59.661
people always talk about

00:17:59.701 --> 00:18:00.882
how do I market and get success?

00:18:00.922 --> 00:18:01.182
He goes,

00:18:01.342 --> 00:18:02.702
if you're really good at what you do,

00:18:02.883 --> 00:18:03.983
you don't have to market, right?

00:18:04.003 --> 00:18:05.144
It's the same thing for

00:18:05.244 --> 00:18:05.884
product development.

00:18:05.984 --> 00:18:07.145
If your thing is really good,

00:18:07.385 --> 00:18:08.247
you don't have to spend any money.

00:18:08.988 --> 00:18:09.428
Yeah,

00:18:09.628 --> 00:18:11.269
one of the leading marketing minds is

00:18:11.289 --> 00:18:12.531
a guy by the name of Seth Godin.

00:18:12.612 --> 00:18:13.873
And everything he writes and

00:18:13.913 --> 00:18:14.773
speaks is simple.

00:18:15.154 --> 00:18:15.875
And he said the best

00:18:15.934 --> 00:18:18.218
marketing is a really great product.

00:18:18.718 --> 00:18:19.719
So I'm going to unpack a few

00:18:19.759 --> 00:18:21.141
things that I heard you say.

00:18:21.201 --> 00:18:22.741
I think I heard you say is

00:18:22.761 --> 00:18:24.084
you didn't do any marketing initially,

00:18:24.384 --> 00:18:24.845
but you did.

00:18:25.305 --> 00:18:26.707
You started marketing years

00:18:26.747 --> 00:18:28.028
before you even had MoboBoard,

00:18:28.048 --> 00:18:30.310
which was you earned people's trust.

00:18:30.530 --> 00:18:32.272
You walked the walk and ran

00:18:32.313 --> 00:18:33.473
the ran in your world.

00:18:34.115 --> 00:18:35.435
And then that earned things,

00:18:35.496 --> 00:18:37.519
which is in marketing or communications,

00:18:37.538 --> 00:18:39.221
we talk about this funnel, which is know,

00:18:39.280 --> 00:18:40.040
like, trust.

00:18:40.602 --> 00:18:42.743
You can pay for people knowing about you.

00:18:43.325 --> 00:18:45.586
But once you go deeper to like and trust,

00:18:45.886 --> 00:18:47.367
you've got to earn that, right?

00:18:47.788 --> 00:18:49.368
At the top, it's very transactional.

00:18:49.429 --> 00:18:49.929
At the bottom,

00:18:49.969 --> 00:18:51.250
it should be very relational.

00:18:51.630 --> 00:18:52.391
And you started your

00:18:52.451 --> 00:18:53.632
marketing for MobileBoard

00:18:54.011 --> 00:18:55.173
long before MobileBoard was

00:18:55.192 --> 00:18:56.473
ever a glimmer in your eye.

00:18:56.973 --> 00:18:58.035
And that's powerful.

00:18:58.075 --> 00:18:58.894
That really does sort of

00:18:58.914 --> 00:18:59.756
validate this idea

00:19:00.395 --> 00:19:02.396
the best marketing is a good product.

00:19:03.258 --> 00:19:05.398
You introduced it to the right people,

00:19:05.558 --> 00:19:05.739
right?

00:19:05.778 --> 00:19:07.579
That first CME course,

00:19:07.640 --> 00:19:08.560
and people said this was

00:19:08.580 --> 00:19:09.320
the right audience.

00:19:09.661 --> 00:19:10.741
And there's your validation.

00:19:10.821 --> 00:19:11.902
Hey, I put this out there.

00:19:12.442 --> 00:19:13.803
I explained it simply.

00:19:13.963 --> 00:19:14.983
And people said, yeah,

00:19:15.104 --> 00:19:16.065
that's a problem I also

00:19:16.105 --> 00:19:18.546
agree shouldn't exist in the world.

00:19:18.885 --> 00:19:19.666
And now it does.

00:19:20.346 --> 00:19:22.268
So let's move further in the timeline.

00:19:22.409 --> 00:19:24.029
As this thing starts to gain traction,

00:19:24.670 --> 00:19:25.431
what were the key

00:19:25.471 --> 00:19:26.571
strategies you employed to

00:19:26.731 --> 00:19:28.553
scale or not scale,

00:19:28.593 --> 00:19:32.415
to scale on purpose or

00:19:32.516 --> 00:19:34.297
scale exactly how you wanted to?

00:19:34.718 --> 00:19:35.877
And then let's talk about the flip side,

00:19:35.917 --> 00:19:36.798
which is pains.

00:19:37.239 --> 00:19:38.019
Maybe just talk about one of

00:19:38.039 --> 00:19:39.020
the things that you didn't,

00:19:39.080 --> 00:19:39.661
I always love that,

00:19:40.122 --> 00:19:41.162
never thought this would

00:19:41.201 --> 00:19:42.442
happen or dealing with this

00:19:42.502 --> 00:19:44.023
problem was never on my bingo card.

00:19:44.064 --> 00:19:45.806
So as it gained traction,

00:19:45.846 --> 00:19:46.946
what were the strategies

00:19:46.967 --> 00:19:47.747
that actually allowed you

00:19:47.767 --> 00:19:48.788
to make this thing a thing?

00:19:50.413 --> 00:19:53.619
So I think that everybody's

00:19:53.640 --> 00:19:54.701
going to have their own

00:19:54.762 --> 00:19:55.924
sort of bottleneck,

00:19:56.246 --> 00:20:01.978
and that bottleneck is actually –

00:20:00.265 --> 00:20:01.105
people might disagree with me,

00:20:01.125 --> 00:20:02.807
but I think it's helpful is

00:20:02.846 --> 00:20:04.949
that you're probably going

00:20:04.969 --> 00:20:06.691
to be cashflow limited, right?

00:20:07.290 --> 00:20:08.352
When you start your business.

00:20:08.551 --> 00:20:08.731
And,

00:20:08.892 --> 00:20:10.153
and that's a good thing because you're

00:20:10.173 --> 00:20:11.054
gonna have to think how

00:20:11.094 --> 00:20:12.695
much inventory do I want to order?

00:20:13.596 --> 00:20:15.238
Because I have to sell these and I,

00:20:15.317 --> 00:20:15.597
you know,

00:20:15.637 --> 00:20:17.279
you have to pay for inventory space.

00:20:17.299 --> 00:20:18.820
And like, there's a lot of if,

00:20:18.980 --> 00:20:20.561
ands or buts there on what you can do.

00:20:20.623 --> 00:20:21.083
So yeah,

00:20:21.403 --> 00:20:22.163
you know instead of thinking

00:20:22.183 --> 00:20:23.805
about the negatives like oh

00:20:23.865 --> 00:20:24.885
I I don't have inventory

00:20:24.925 --> 00:20:26.047
space or I don't have this

00:20:26.146 --> 00:20:28.028
like again play the flip

00:20:28.067 --> 00:20:29.509
side what do you have right

00:20:29.650 --> 00:20:30.911
I have x amount of dollars

00:20:31.010 --> 00:20:32.051
you know I I'm you're

00:20:32.071 --> 00:20:33.353
investing in yourself right

00:20:33.413 --> 00:20:34.173
and make this abundantly

00:20:34.212 --> 00:20:35.914
clear you're saying hey I I

00:20:35.934 --> 00:20:37.336
mean you probably don't

00:20:37.375 --> 00:20:38.236
have you know again an

00:20:38.296 --> 00:20:39.317
angel fund backing you

00:20:39.356 --> 00:20:40.057
maybe you do that's a

00:20:40.077 --> 00:20:40.837
different discussion which

00:20:40.857 --> 00:20:41.798
you're well ahead of me but

00:20:42.279 --> 00:20:43.279
um you know if you're if

00:20:43.299 --> 00:20:44.681
you're solo like I was you

00:20:44.701 --> 00:20:45.682
have to say here's much

00:20:45.721 --> 00:20:46.962
money I believe I can put

00:20:47.002 --> 00:20:48.403
in this right so I believe

00:20:48.423 --> 00:20:50.145
in my idea and put this much in

00:20:50.625 --> 00:20:51.586
here's how much inventory I

00:20:51.606 --> 00:20:53.388
can buy right and at the

00:20:53.449 --> 00:20:54.869
terms I'm at right now with

00:20:55.050 --> 00:20:56.152
with your manufacturer

00:20:56.192 --> 00:20:57.252
right so you know if you're

00:20:57.272 --> 00:20:58.594
buying let's say a hundred

00:20:58.653 --> 00:20:59.994
units you're paying x right

00:21:00.015 --> 00:21:00.855
if you say I'm by a

00:21:00.915 --> 00:21:01.876
thousand well it's a whole

00:21:01.896 --> 00:21:02.698
lot cheaper because they

00:21:02.738 --> 00:21:03.818
can make you more at scale

00:21:03.858 --> 00:21:04.640
right if you're buying five

00:21:04.680 --> 00:21:06.122
thousand lowers again so

00:21:06.622 --> 00:21:07.182
you have to think about

00:21:07.282 --> 00:21:08.263
what can I afford to

00:21:08.364 --> 00:21:09.365
purchase right now and how

00:21:09.404 --> 00:21:13.709
can I get those in um and um

00:21:15.390 --> 00:21:17.171
And that's a hard value, right?

00:21:17.191 --> 00:21:17.750
You're just looking at

00:21:17.810 --> 00:21:18.730
numbers and thinking about

00:21:18.790 --> 00:21:20.090
what can I afford to do?

00:21:20.851 --> 00:21:22.051
And that never changes.

00:21:22.071 --> 00:21:23.412
I mean, every time we reorder,

00:21:23.451 --> 00:21:24.432
it's always a battle.

00:21:24.471 --> 00:21:27.153
But I would say, talking about barriers,

00:21:27.212 --> 00:21:30.453
I would say, I'll be blunt.

00:21:31.294 --> 00:21:32.713
When I launched Mobo,

00:21:33.595 --> 00:21:34.375
I launched at the same

00:21:34.414 --> 00:21:35.234
price we are right now.

00:21:35.954 --> 00:21:37.615
And my goal was to look, I needed,

00:21:38.017 --> 00:21:38.916
I needed money, right?

00:21:38.957 --> 00:21:40.377
Like, and I didn't want to raise money,

00:21:40.417 --> 00:21:41.598
but that's a whole different issue,

00:21:41.638 --> 00:21:42.480
but I need money.

00:21:42.519 --> 00:21:43.601
And my goal was to basically

00:21:43.641 --> 00:21:45.162
come out with Movo and basically,

00:21:45.501 --> 00:21:45.701
you know,

00:21:45.862 --> 00:21:47.603
lower the price after we kind of get some,

00:21:47.784 --> 00:21:48.683
some kind of just money in

00:21:48.703 --> 00:21:49.704
the business for a little while.

00:21:50.586 --> 00:21:51.746
That was my original plan.

00:21:51.846 --> 00:21:52.886
And then this thing called

00:21:52.926 --> 00:21:54.929
COVID happened and the cost

00:21:54.989 --> 00:21:55.689
of goods went up.

00:21:55.788 --> 00:21:56.829
I mean, three hundred percent.

00:21:56.910 --> 00:21:58.010
I meant to be blunt with you,

00:21:58.050 --> 00:21:59.211
went up three hundred percent.

00:22:00.231 --> 00:22:02.314
Shipping prices have been just insane.

00:22:02.902 --> 00:22:04.682
stupid right like I can't

00:22:04.742 --> 00:22:06.284
tell you people how much

00:22:06.704 --> 00:22:07.625
shipping has gone up

00:22:08.025 --> 00:22:09.226
transport infrastructure

00:22:09.246 --> 00:22:10.267
shipping everything right

00:22:10.767 --> 00:22:13.269
um and as a small business

00:22:13.388 --> 00:22:14.390
you have no seat at the

00:22:14.410 --> 00:22:15.309
table right you're just a

00:22:15.390 --> 00:22:17.731
punching bag um and so you

00:22:17.751 --> 00:22:19.373
know we've done everything

00:22:19.413 --> 00:22:20.473
humanly possible just to

00:22:20.554 --> 00:22:22.214
not raise prices right and

00:22:22.234 --> 00:22:23.035
we've helped we have not

00:22:23.075 --> 00:22:24.675
raised them one dollar um

00:22:24.776 --> 00:22:25.817
and we've held it steady

00:22:25.977 --> 00:22:26.917
and it's really hard

00:22:27.337 --> 00:22:29.119
But I want to make this approachable,

00:22:29.200 --> 00:22:29.701
affordable.

00:22:30.320 --> 00:22:31.501
I'm not trying to sell

00:22:31.561 --> 00:22:32.383
something to the person who

00:22:32.403 --> 00:22:33.904
lives in an apartment in

00:22:33.924 --> 00:22:35.145
the Upper West Side of Manhattan.

00:22:35.165 --> 00:22:36.067
I want to sell it to the

00:22:36.346 --> 00:22:37.648
high school kid in Nebraska

00:22:37.689 --> 00:22:38.710
who just needs some help too.

00:22:38.970 --> 00:22:42.334
So those are hard things to

00:22:42.354 --> 00:22:43.474
do to control costs.

00:22:44.015 --> 00:22:44.455
And again,

00:22:44.655 --> 00:22:45.856
you can spend a bunch of money

00:22:46.057 --> 00:22:47.459
and make things shiny and glittery.

00:22:47.919 --> 00:22:50.721
but keep it clean, keep it simple,

00:22:51.221 --> 00:22:52.682
keep it something that's sustainable.

00:22:52.762 --> 00:22:52.942
Right.

00:22:52.982 --> 00:22:54.104
And like, when you look at, you know,

00:22:54.203 --> 00:22:55.964
every single month,

00:22:56.025 --> 00:22:57.185
I just look at how can I

00:22:57.226 --> 00:22:58.567
keep my expenses as low as

00:22:58.606 --> 00:22:59.346
humanly possible?

00:22:59.488 --> 00:22:59.667
Right.

00:22:59.708 --> 00:23:00.647
That that's what I look at

00:23:00.949 --> 00:23:01.969
because I know the things

00:23:01.989 --> 00:23:02.690
that have to happen.

00:23:02.849 --> 00:23:03.009
Right.

00:23:03.130 --> 00:23:05.112
And, and I know that, you know,

00:23:05.132 --> 00:23:05.852
the order is coming out.

00:23:05.872 --> 00:23:06.752
I got shipping charges.

00:23:06.772 --> 00:23:07.692
I got things on top of it.

00:23:07.773 --> 00:23:07.993
It's like,

00:23:08.054 --> 00:23:09.355
you have to look at all those

00:23:09.375 --> 00:23:10.055
little aspects.

00:23:10.075 --> 00:23:11.355
And then there's also,

00:23:11.375 --> 00:23:13.678
so that's from the monetary side.

00:23:13.698 --> 00:23:14.979
The other thing is a quality control.

00:23:14.999 --> 00:23:16.640
You know, we,

00:23:17.034 --> 00:23:18.434
when you have another

00:23:18.474 --> 00:23:20.135
company producing your goods,

00:23:20.836 --> 00:23:22.136
they're producing the good

00:23:22.156 --> 00:23:23.017
that's going to wind up in

00:23:23.037 --> 00:23:24.518
your consumer's doorstep, right?

00:23:24.597 --> 00:23:26.659
And so if they screw up,

00:23:26.858 --> 00:23:28.079
you're the one that gets yelled at,

00:23:28.119 --> 00:23:28.740
not the company.

00:23:29.079 --> 00:23:30.961
I mean, not the person who, you know,

00:23:31.000 --> 00:23:32.481
sat there and made the tolerances to,

00:23:32.501 --> 00:23:32.882
you know,

00:23:33.342 --> 00:23:35.123
one iota of a millimeter too big

00:23:35.163 --> 00:23:35.884
or too small, right?

00:23:35.923 --> 00:23:38.484
So you need to be really

00:23:38.525 --> 00:23:40.865
careful that you have good QC.

00:23:41.186 --> 00:23:42.346
We had a shipment come in of

00:23:42.366 --> 00:23:43.347
boards that we had to,

00:23:44.107 --> 00:23:46.169
unpack and redo all the fins

00:23:46.288 --> 00:23:48.509
on because they came in bad.

00:23:50.009 --> 00:23:50.891
Now we've got really

00:23:50.911 --> 00:23:52.671
extensive QC steps in place

00:23:52.691 --> 00:23:53.872
to make sure it doesn't happen again,

00:23:53.932 --> 00:23:56.692
but that was a pretty big problem.

00:23:58.932 --> 00:24:00.594
I'm always looking to iterate things too,

00:24:00.634 --> 00:24:00.753
right?

00:24:00.773 --> 00:24:01.954
There's been little tweaks

00:24:02.055 --> 00:24:03.195
in the MOBO over the years, right?

00:24:03.215 --> 00:24:03.395
I mean,

00:24:03.476 --> 00:24:05.057
it's not like we have like a MOBO

00:24:05.096 --> 00:24:06.837
two point oh, it's like, you know, crazy,

00:24:06.898 --> 00:24:08.199
but there's been little tweaks we've made,

00:24:08.239 --> 00:24:09.039
which make it better.

00:24:09.400 --> 00:24:09.921
I'm really,

00:24:10.421 --> 00:24:11.481
really proud of the one we have

00:24:11.521 --> 00:24:11.801
right now.

00:24:11.821 --> 00:24:12.722
I mean, our current board is,

00:24:12.843 --> 00:24:13.962
is weight loaded to

00:24:14.163 --> 00:24:15.364
thirteen hundred pounds.

00:24:15.403 --> 00:24:16.744
It's ridiculously strong.

00:24:17.486 --> 00:24:18.727
You know, the fin tolerances are dialed.

00:24:18.747 --> 00:24:19.406
They don't get these little

00:24:19.446 --> 00:24:20.587
fin pins there to help them

00:24:20.627 --> 00:24:21.167
stay in better.

00:24:21.208 --> 00:24:23.289
It's like, so little things come, you know,

00:24:23.329 --> 00:24:24.029
you can iterate.

00:24:24.951 --> 00:24:26.152
I can't remember who said this,

00:24:26.172 --> 00:24:27.452
somebody famous, but they say, you know,

00:24:27.472 --> 00:24:27.512
if

00:24:27.893 --> 00:24:28.753
If you look back in the

00:24:28.794 --> 00:24:29.753
first version of your product,

00:24:29.773 --> 00:24:30.775
you're not embarrassed that

00:24:30.815 --> 00:24:31.595
you did something wrong.

00:24:33.096 --> 00:24:34.997
Yes, I look at the first one I made,

00:24:35.017 --> 00:24:35.317
I'm like,

00:24:35.557 --> 00:24:37.157
this thing's not near as nice as

00:24:37.178 --> 00:24:38.118
we have right now, right?

00:24:39.200 --> 00:24:40.500
And so, yeah,

00:24:40.519 --> 00:24:41.661
you're always tweaking things.

00:24:42.461 --> 00:24:43.442
You listen to your customers.

00:24:43.541 --> 00:24:44.982
I work with a bunch of

00:24:45.042 --> 00:24:46.104
elites across the world,

00:24:46.144 --> 00:24:47.463
and they always say, hey, look,

00:24:47.544 --> 00:24:48.505
I know you joked about this

00:24:48.525 --> 00:24:49.546
being the size of my laptop,

00:24:49.566 --> 00:24:50.365
but it's a little bit

00:24:50.405 --> 00:24:51.366
bigger than my MacBook.

00:24:51.386 --> 00:24:52.166
Can you just shrink it down

00:24:52.207 --> 00:24:53.448
a tiny bit so I can travel

00:24:53.468 --> 00:24:53.988
with it easier?

00:24:54.448 --> 00:24:55.068
And I was like, no.

00:24:55.961 --> 00:24:56.321
Sure.

00:24:56.461 --> 00:24:56.643
Right.

00:24:56.682 --> 00:24:57.824
Like I didn't realize that.

00:24:57.864 --> 00:24:58.023
Right.

00:24:58.044 --> 00:24:59.924
So I just shrunk it, you know, point seven,

00:24:59.964 --> 00:25:00.625
five inches.

00:25:00.965 --> 00:25:01.886
And now it's the same down

00:25:01.906 --> 00:25:02.646
there as a MacBook.

00:25:02.686 --> 00:25:02.826
Right.

00:25:02.867 --> 00:25:04.249
It's like it doesn't make a

00:25:04.288 --> 00:25:06.210
difference in how it works at all.

00:25:06.230 --> 00:25:07.050
But it just makes it easier

00:25:07.070 --> 00:25:07.810
for folks to pack if

00:25:07.830 --> 00:25:08.632
they're traveling a lot.

00:25:08.672 --> 00:25:09.633
So like, you know,

00:25:09.653 --> 00:25:11.054
listen to your when you

00:25:11.074 --> 00:25:12.015
make a product like.

00:25:12.634 --> 00:25:13.695
You know the problem you're

00:25:13.715 --> 00:25:14.395
trying to solve.

00:25:14.415 --> 00:25:15.036
You're the expert.

00:25:15.076 --> 00:25:16.096
You're the clinician, right?

00:25:16.636 --> 00:25:18.857
And a little quick tangent here.

00:25:19.459 --> 00:25:21.038
The way most things are done

00:25:22.119 --> 00:25:24.881
is somebody sits in a marketing box,

00:25:24.901 --> 00:25:25.501
and they say, hey,

00:25:25.642 --> 00:25:27.303
I want to build this widget

00:25:27.323 --> 00:25:28.702
to market towards these people.

00:25:29.324 --> 00:25:29.923
In my mind,

00:25:29.943 --> 00:25:31.684
that is the wrong way to make things,

00:25:31.805 --> 00:25:32.045
right?

00:25:32.704 --> 00:25:34.205
You are coming in as the

00:25:34.465 --> 00:25:35.866
expert in your field.

00:25:36.126 --> 00:25:36.926
Instead of just trying to

00:25:36.968 --> 00:25:38.488
make a box and stick a name

00:25:38.548 --> 00:25:39.209
on it to sell,

00:25:39.969 --> 00:25:41.950
Think about the real problem

00:25:42.230 --> 00:25:43.391
and then how you'd really

00:25:43.431 --> 00:25:44.550
want to fix it and then

00:25:44.770 --> 00:25:45.932
label it and make it look nice.

00:25:45.951 --> 00:25:46.112
Right.

00:25:46.132 --> 00:25:48.573
So my point is just, you know,

00:25:48.653 --> 00:25:49.653
if you really understand

00:25:49.673 --> 00:25:50.314
what you're doing,

00:25:50.534 --> 00:25:51.894
you can solve that problem

00:25:51.934 --> 00:25:53.655
well and you understand the problem.

00:25:53.695 --> 00:25:55.596
But do listen to your audience on, hey,

00:25:56.537 --> 00:25:57.798
I like it, you know,

00:25:57.817 --> 00:26:00.378
the way this looks or feels or, you know,

00:26:00.398 --> 00:26:02.119
what about a soft touch here, whatever,

00:26:02.160 --> 00:26:02.579
all those things.

00:26:02.619 --> 00:26:04.161
And if you have a reason to say, hey,

00:26:04.201 --> 00:26:05.122
those things shouldn't be there,

00:26:05.162 --> 00:26:06.082
then great, right?

00:26:06.122 --> 00:26:09.144
But, you know, Steve Jobs is one saying,

00:26:09.163 --> 00:26:09.564
you know, look,

00:26:09.644 --> 00:26:11.125
I'm not giving people what they want,

00:26:11.184 --> 00:26:12.424
give them what they need, right?

00:26:12.464 --> 00:26:15.527
Like you understand what the problem is.

00:26:15.547 --> 00:26:16.968
So make sure you're giving what they need.

00:26:17.008 --> 00:26:19.128
You can adjust things to make it appealing,

00:26:19.489 --> 00:26:20.589
but keep your core

00:26:20.630 --> 00:26:21.309
principles with your

00:26:21.349 --> 00:26:23.131
product are at the top of your game.

00:26:24.365 --> 00:26:25.747
So let's talk about impact now,

00:26:26.007 --> 00:26:27.567
because it sounds like from

00:26:27.606 --> 00:26:29.428
the beginning of this story

00:26:29.548 --> 00:26:31.048
of mobile board, um,

00:26:31.067 --> 00:26:31.528
that's what you were

00:26:31.548 --> 00:26:32.449
looking to do is you were

00:26:32.469 --> 00:26:33.429
looking to have impact.

00:26:33.449 --> 00:26:34.430
And along the way you were,

00:26:34.769 --> 00:26:36.470
you were conscious of what

00:26:36.509 --> 00:26:37.651
you didn't want to impact

00:26:37.730 --> 00:26:38.790
in terms of what materials

00:26:38.810 --> 00:26:40.951
you use or packaging you didn't use.

00:26:41.571 --> 00:26:43.192
So how has mobile board

00:26:43.353 --> 00:26:45.233
impacted the community,

00:26:45.294 --> 00:26:46.413
either therapists or the

00:26:46.453 --> 00:26:47.574
people they get to use or

00:26:47.634 --> 00:26:49.075
people who buy it to use it themselves?

00:26:52.498 --> 00:26:53.397
I think pretty well.

00:26:55.380 --> 00:26:55.579
I mean,

00:26:56.019 --> 00:26:57.560
I don't want to come across as cocky.

00:26:57.641 --> 00:26:59.682
I mean, I'm kind of blown away.

00:27:00.282 --> 00:27:00.624
I mean,

00:27:00.923 --> 00:27:03.945
I get emails from clinicians and

00:27:04.066 --> 00:27:05.007
athletes like,

00:27:06.260 --> 00:27:07.561
more than I would possibly

00:27:07.602 --> 00:27:09.263
imagine on you know thank

00:27:09.304 --> 00:27:10.023
you you've trained this

00:27:10.104 --> 00:27:11.465
whole thing has transformed

00:27:11.905 --> 00:27:13.406
you know not just you know

00:27:13.487 --> 00:27:14.268
another piece of equipment

00:27:14.288 --> 00:27:15.409
we have but like our entire

00:27:15.429 --> 00:27:16.589
approach to how we look at

00:27:16.609 --> 00:27:18.451
these things right like I I

00:27:18.471 --> 00:27:19.392
mentioned I'm gonna go off

00:27:19.412 --> 00:27:20.133
a tangent but like

00:27:21.459 --> 00:27:21.898
you know,

00:27:21.939 --> 00:27:23.880
standard of care five years ago in a,

00:27:24.039 --> 00:27:24.640
in a, um,

00:27:24.779 --> 00:27:25.839
in a PT clinic for foot and

00:27:25.859 --> 00:27:26.661
ankle dysfunction with

00:27:26.721 --> 00:27:28.000
standard Eric's pad and balance.

00:27:28.040 --> 00:27:28.221
Right.

00:27:28.240 --> 00:27:28.520
And like,

00:27:29.001 --> 00:27:31.142
we know unstable cushion surfaces

00:27:31.182 --> 00:27:32.182
are not the best way to,

00:27:32.423 --> 00:27:34.123
to integrate our proprioception system.

00:27:34.163 --> 00:27:34.323
Right.

00:27:34.343 --> 00:27:36.304
And so, you know, eyes open, eyes closed,

00:27:36.344 --> 00:27:37.403
get visual disturbances,

00:27:37.463 --> 00:27:38.345
but proprioception is

00:27:38.424 --> 00:27:40.365
literally feel it's feedback, right?

00:27:40.404 --> 00:27:42.205
Like, and so if you have a system that.

00:27:42.625 --> 00:27:42.885
you know,

00:27:42.905 --> 00:27:45.047
I designed Movo to move with the body,

00:27:45.228 --> 00:27:45.468
right,

00:27:45.607 --> 00:27:47.269
in the axis of our body already moves.

00:27:47.489 --> 00:27:49.529
I designed it to be hard on purpose, right,

00:27:49.569 --> 00:27:50.410
because our body wants

00:27:50.509 --> 00:27:51.391
consistent feedback,

00:27:51.471 --> 00:27:53.451
not changes in tactile stimulation.

00:27:54.292 --> 00:27:55.492
And it needs to have some

00:27:55.532 --> 00:27:56.473
slight texture to it, right,

00:27:56.493 --> 00:27:57.374
because we can upregulate

00:27:57.394 --> 00:27:58.394
somebody's sensory feedback.

00:27:58.434 --> 00:27:59.214
And I've done tons of

00:27:59.234 --> 00:28:00.135
research on this in the past.

00:28:00.195 --> 00:28:00.855
And so, you know,

00:28:01.737 --> 00:28:03.397
everything has a very clear intent.

00:28:03.417 --> 00:28:03.998
And I think that

00:28:04.317 --> 00:28:05.558
It's been interesting because, yes,

00:28:05.598 --> 00:28:06.680
mobile board is a thing,

00:28:07.220 --> 00:28:08.800
but it's also really

00:28:08.901 --> 00:28:10.221
changed the way I think a

00:28:10.261 --> 00:28:11.383
lot of therapists look at

00:28:11.542 --> 00:28:13.163
how we train and, again,

00:28:13.284 --> 00:28:14.144
how we build a better

00:28:14.163 --> 00:28:15.664
environment to upregulate

00:28:15.724 --> 00:28:17.306
proprioceptive input, right?

00:28:17.326 --> 00:28:18.547
Because proprioception is a

00:28:18.626 --> 00:28:19.347
sensory phenomenon,

00:28:19.468 --> 00:28:20.728
not a motor phenomenon.

00:28:23.365 --> 00:28:24.424
I think that that's been

00:28:24.484 --> 00:28:25.246
pretty interesting because

00:28:25.266 --> 00:28:26.286
it's gotten clinicians to

00:28:26.326 --> 00:28:27.346
open their eyes and go, wait a second,

00:28:27.925 --> 00:28:29.366
what am I really doing, right?

00:28:29.626 --> 00:28:31.267
How can I change this dynamic?

00:28:31.307 --> 00:28:32.928
And then I'm not just

00:28:32.948 --> 00:28:34.488
training a foot and ankle in isolation.

00:28:34.847 --> 00:28:36.269
I'm training the foot to

00:28:36.308 --> 00:28:37.648
integrate with the rest of the body,

00:28:37.709 --> 00:28:37.828
right?

00:28:37.848 --> 00:28:38.710
It's why I designed it to be

00:28:38.730 --> 00:28:39.569
a load-bearing,

00:28:39.609 --> 00:28:40.529
weight-bearing thing that

00:28:40.549 --> 00:28:42.090
you can do squat pattern

00:28:42.131 --> 00:28:43.471
and hinge pattern stuff on, right?

00:28:43.490 --> 00:28:44.411
And you're still integrating

00:28:44.431 --> 00:28:46.011
your foot into that same

00:28:46.372 --> 00:28:47.412
sort of training methodology.

00:28:47.451 --> 00:28:48.952
So how has it changed things?

00:28:49.073 --> 00:28:50.932
I mean, it's been pretty powerful.

00:28:50.952 --> 00:28:52.814
I mean, I'm not going to lie.

00:28:53.794 --> 00:28:54.875
it's always nice and humbling.

00:28:54.894 --> 00:28:55.095
I mean,

00:28:55.214 --> 00:28:56.535
I go to the gym and I see somebody

00:28:56.555 --> 00:28:57.415
bring their mobile board in

00:28:57.435 --> 00:28:58.615
with them to do their work there, right?

00:28:58.635 --> 00:28:59.396
Or, you know,

00:28:59.477 --> 00:29:00.616
I go to teach courses and

00:29:00.636 --> 00:29:01.416
they've already got a stack

00:29:01.457 --> 00:29:02.538
of mobile boards in the corner.

00:29:03.258 --> 00:29:04.179
You know, I look around.

00:29:04.838 --> 00:29:05.098
Again,

00:29:05.138 --> 00:29:06.980
we don't have big marketing dollars

00:29:07.039 --> 00:29:08.160
to pay for endorsements,

00:29:08.200 --> 00:29:09.740
but you can walk in

00:29:09.800 --> 00:29:11.201
training rooms of many NFL

00:29:11.240 --> 00:29:12.122
and NBA teams around the

00:29:12.142 --> 00:29:13.021
world and guess what?

00:29:13.041 --> 00:29:14.103
They got a bunch of mobile boards.

00:29:14.163 --> 00:29:17.023
So it's been kind of cool to

00:29:17.084 --> 00:29:18.284
see that make it, you know, again,

00:29:18.324 --> 00:29:18.845
make a difference.

00:29:18.884 --> 00:29:19.464
That's all I really want to

00:29:19.484 --> 00:29:20.305
try and do is help more

00:29:20.365 --> 00:29:21.385
people get the most they

00:29:21.405 --> 00:29:22.226
can out of their body and

00:29:22.465 --> 00:29:24.266
Um, yeah, it's been kind of fun.

00:29:24.286 --> 00:29:24.786
Great mission.

00:29:25.307 --> 00:29:25.487
All right.

00:29:25.527 --> 00:29:26.567
So let's talk directly to

00:29:26.606 --> 00:29:27.446
those people with that

00:29:27.507 --> 00:29:28.547
feeling in their gut.

00:29:29.027 --> 00:29:29.406
You know, that,

00:29:29.607 --> 00:29:32.048
that person who is you before that really,

00:29:32.387 --> 00:29:32.587
you know,

00:29:32.768 --> 00:29:34.189
awful looking version one point Oh,

00:29:34.209 --> 00:29:35.148
whatever that looks like.

00:29:35.429 --> 00:29:36.269
But what advice would you

00:29:36.288 --> 00:29:37.788
give to someone who's listening now?

00:29:37.808 --> 00:29:38.429
It goes, you know,

00:29:38.849 --> 00:29:40.009
here's my little bone to

00:29:40.069 --> 00:29:40.809
pick or my problem.

00:29:40.849 --> 00:29:41.349
You want to start?

00:29:41.630 --> 00:29:43.269
What advice would you give them to,

00:29:43.309 --> 00:29:44.290
to where to start?

00:29:44.330 --> 00:29:45.290
Where's that first step?

00:29:45.330 --> 00:29:45.951
What should they do?

00:29:46.030 --> 00:29:47.290
How do they jump off the diving board?

00:29:47.871 --> 00:29:49.092
Make it like, do it.

00:29:49.152 --> 00:29:50.311
I mean, look, it,

00:29:50.928 --> 00:29:51.909
It's shocking, right?

00:29:52.088 --> 00:29:53.590
I launched Mobo five years ago.

00:29:53.810 --> 00:29:54.912
You know how far things have

00:29:54.932 --> 00:29:55.752
come in five years?

00:29:55.913 --> 00:29:56.894
You can walk around.

00:29:57.194 --> 00:29:57.875
I guarantee you know

00:29:57.954 --> 00:29:59.257
somebody with a three-D printer, right?

00:29:59.317 --> 00:30:01.818
Like make one, okay?

00:30:02.099 --> 00:30:04.041
You can literally go on YouTube,

00:30:04.082 --> 00:30:06.023
take a course in three-D print modeling,

00:30:06.124 --> 00:30:06.423
okay?

00:30:06.503 --> 00:30:07.865
And like figure out how to make this thing

00:30:08.145 --> 00:30:09.366
You can make anything you

00:30:09.386 --> 00:30:11.567
want for probably fifty bucks at tops.

00:30:11.646 --> 00:30:11.867
Right.

00:30:11.928 --> 00:30:13.488
So make things.

00:30:13.607 --> 00:30:15.209
And it's going to be like mine was.

00:30:15.328 --> 00:30:16.808
It's not going to look great.

00:30:17.069 --> 00:30:17.769
Who cares?

00:30:18.089 --> 00:30:18.809
It needs to work.

00:30:18.990 --> 00:30:19.190
Right.

00:30:19.230 --> 00:30:21.070
If it doesn't iterate on again.

00:30:21.250 --> 00:30:21.451
Right.

00:30:21.471 --> 00:30:23.211
Like keep playing with that.

00:30:23.451 --> 00:30:24.633
I would really keep playing

00:30:24.673 --> 00:30:25.712
with that and iterating on

00:30:25.732 --> 00:30:26.813
your ideas until you've got

00:30:26.853 --> 00:30:27.594
something you're like, oh.

00:30:28.564 --> 00:30:30.164
this works right like and

00:30:30.444 --> 00:30:31.265
maybe you make ten of them

00:30:31.285 --> 00:30:32.325
fifteen of them right show

00:30:32.345 --> 00:30:33.185
them some friends show them

00:30:33.205 --> 00:30:34.625
some colleagues be careful

00:30:34.645 --> 00:30:35.586
about not showing everybody

00:30:35.606 --> 00:30:36.326
because you want to have my

00:30:36.366 --> 00:30:37.988
pre-protection but um yeah

00:30:38.107 --> 00:30:39.367
make the thing right like

00:30:39.468 --> 00:30:40.608
do it and again like so

00:30:40.648 --> 00:30:41.588
much stuff goes in our

00:30:41.628 --> 00:30:42.670
heads I have this idea

00:30:42.970 --> 00:30:44.369
again your idea is not

00:30:44.410 --> 00:30:46.191
helpful your thing you made

00:30:46.631 --> 00:30:48.132
that you can put a patient

00:30:48.471 --> 00:30:49.813
on or in or around, right.

00:30:49.853 --> 00:30:51.034
And have them get an outcome.

00:30:51.394 --> 00:30:52.355
That's important.

00:30:52.474 --> 00:30:52.674
Right.

00:30:52.714 --> 00:30:53.756
So I do that.

00:30:53.796 --> 00:30:55.877
Number one, uh, number two, again,

00:30:55.917 --> 00:30:57.499
I can't emphasize enough lawyer up,

00:30:57.638 --> 00:30:58.519
lawyer up, lawyer up.

00:30:58.799 --> 00:31:00.601
Um, I mean, you need IP protection.

00:31:00.701 --> 00:31:02.182
It's extraordinarily expensive.

00:31:02.201 --> 00:31:03.403
It's whatever you think it is.

00:31:03.423 --> 00:31:04.163
It's triple that.

00:31:04.723 --> 00:31:07.125
Um, but you need IP protection for sure.

00:31:07.786 --> 00:31:09.988
Um, and yeah,

00:31:10.028 --> 00:31:11.169
I think those are two big things,

00:31:11.209 --> 00:31:11.648
but again, like

00:31:13.694 --> 00:31:14.576
And myself included,

00:31:14.676 --> 00:31:16.540
I got like overwhelmed by those stresses,

00:31:16.580 --> 00:31:16.741
right?

00:31:16.781 --> 00:31:17.703
I was like, oh, I can't do this.

00:31:18.104 --> 00:31:18.945
You can, right?

00:31:18.986 --> 00:31:19.768
Like you really can.

00:31:19.887 --> 00:31:21.029
You can make the thing.

00:31:21.795 --> 00:31:22.596
You can figure out how to

00:31:22.635 --> 00:31:23.576
keep making it better.

00:31:23.737 --> 00:31:24.538
And when you first launch,

00:31:24.577 --> 00:31:25.838
it might be the greatest thing ever.

00:31:25.878 --> 00:31:26.220
Fine.

00:31:26.380 --> 00:31:26.859
Iterate on it.

00:31:26.900 --> 00:31:27.721
Keep doing it right.

00:31:27.760 --> 00:31:29.863
Like you got to keep challenging yourself.

00:31:30.203 --> 00:31:31.525
And that's what we do as clinicians.

00:31:31.664 --> 00:31:32.365
We keep trying to challenge

00:31:32.385 --> 00:31:33.487
ourselves in the clinic every day.

00:31:34.008 --> 00:31:34.907
Challenge yourself in the

00:31:34.948 --> 00:31:36.369
same mindset for your product.

00:31:36.430 --> 00:31:38.011
But but I would I would focus on that.

00:31:39.472 --> 00:31:40.193
And, you know, again,

00:31:40.213 --> 00:31:42.056
just don't get too stressed

00:31:42.155 --> 00:31:43.596
out by the money aspect.

00:31:43.636 --> 00:31:43.837
Right.

00:31:43.917 --> 00:31:45.019
It's going to work out.

00:31:45.378 --> 00:31:46.700
gonna be times you're gonna

00:31:47.160 --> 00:31:49.181
go gee I screwed up I you

00:31:49.201 --> 00:31:51.162
know we had a um probably

00:31:51.201 --> 00:31:52.122
heard the name peter tia

00:31:52.142 --> 00:31:54.242
before um his podcast right

00:31:54.262 --> 00:31:57.124
so he uh just uh six months

00:31:57.144 --> 00:31:59.464
ago or so he gave I didn't

00:31:59.484 --> 00:32:00.226
know this was happening

00:32:00.266 --> 00:32:01.526
right I woke up one morning

00:32:01.586 --> 00:32:02.326
I was making my kids

00:32:02.346 --> 00:32:04.146
breakfast and um you know

00:32:04.347 --> 00:32:05.607
by when my co-worker called

00:32:05.627 --> 00:32:07.128
me up she's like what'd you

00:32:07.169 --> 00:32:08.068
do yesterday I was like

00:32:08.108 --> 00:32:09.210
what do you mean she's like

00:32:09.997 --> 00:32:10.836
You didn't check your email?

00:32:11.538 --> 00:32:11.817
No.

00:32:11.877 --> 00:32:12.478
And I look at my email.

00:32:12.498 --> 00:32:14.798
We have orders come in by the hundreds,

00:32:14.939 --> 00:32:15.980
every second.

00:32:16.119 --> 00:32:17.121
I'm like, what's going on?

00:32:17.760 --> 00:32:19.142
What podcast do you do or something?

00:32:19.162 --> 00:32:20.061
I'm like, nothing.

00:32:20.701 --> 00:32:22.163
And Peter Attia just

00:32:22.282 --> 00:32:23.243
happened to give us a shout

00:32:23.324 --> 00:32:24.804
out on his Instagram.

00:32:24.864 --> 00:32:26.005
And we were sold out in an

00:32:26.065 --> 00:32:26.704
hour and a half.

00:32:28.246 --> 00:32:28.906
Some people say those are

00:32:28.926 --> 00:32:29.928
good problems to have.

00:32:30.028 --> 00:32:30.268
Well,

00:32:30.367 --> 00:32:31.788
my problem was my next shipment

00:32:31.829 --> 00:32:32.410
wasn't coming,

00:32:32.529 --> 00:32:34.372
wasn't be ready in for two more months,

00:32:34.451 --> 00:32:34.652
right?

00:32:34.672 --> 00:32:36.894
So it's like things that are

00:32:36.953 --> 00:32:38.134
going to happen, right?

00:32:38.154 --> 00:32:38.695
You're going to have

00:32:38.736 --> 00:32:39.916
something go gangbusters

00:32:40.498 --> 00:32:41.618
and it's going to sell you

00:32:41.659 --> 00:32:42.640
out real quick and you're going to go,

00:32:42.660 --> 00:32:43.579
wow, I should have more to sell,

00:32:43.681 --> 00:32:44.260
but you're not.

00:32:44.520 --> 00:32:45.021
It's okay.

00:32:45.041 --> 00:32:45.982
You have to deal with it, right?

00:32:46.563 --> 00:32:48.664
And sometimes you're going to, you know,

00:32:49.185 --> 00:32:50.767
think, gee, I ordered too many, right?

00:32:50.807 --> 00:32:51.968
Like it's okay.

00:32:52.107 --> 00:32:52.628
Like there's,

00:32:52.949 --> 00:32:54.130
there's a learning thing

00:32:54.170 --> 00:32:54.911
involved in this.

00:32:55.131 --> 00:32:56.832
And just like you had to learn to,

00:32:57.173 --> 00:32:58.453
you know, treat your patients at first,

00:32:58.534 --> 00:32:58.733
right.

00:32:58.753 --> 00:32:59.595
And get comfortable with that.

00:32:59.634 --> 00:33:00.796
It's a different hat.

00:33:00.836 --> 00:33:02.718
You have to learn for skills for this too,

00:33:02.738 --> 00:33:03.898
but it's okay.

00:33:04.219 --> 00:33:05.279
And you're going to figure it out.

00:33:05.480 --> 00:33:09.604
And it's, yeah, just do get off your butt.

00:33:09.703 --> 00:33:11.464
And this thing is percolating your idea,

00:33:11.766 --> 00:33:13.067
make it happen as soon as you can.

00:33:13.887 --> 00:33:14.188
Love it.

00:33:14.327 --> 00:33:14.509
All right.

00:33:14.548 --> 00:33:15.630
Last thing we do on the show, Jay,

00:33:15.650 --> 00:33:15.910
you're no,

00:33:15.950 --> 00:33:17.010
you're no stranger to it is the

00:33:17.050 --> 00:33:17.711
parting shot.

00:33:18.251 --> 00:33:20.054
What's an idea, a concept, a quote,

00:33:20.094 --> 00:33:21.595
or just a guiding principle

00:33:21.615 --> 00:33:22.375
that you want to leave with

00:33:22.395 --> 00:33:23.876
the audience who's listening,

00:33:23.916 --> 00:33:25.178
who maybe is okay.

00:33:25.719 --> 00:33:26.019
Okay.

00:33:26.138 --> 00:33:27.580
Once I, once this podcast is over,

00:33:27.601 --> 00:33:28.280
I'm gonna run out the door

00:33:28.300 --> 00:33:29.102
and start making my thing.

00:33:29.142 --> 00:33:29.301
What's,

00:33:29.461 --> 00:33:30.163
what's something you'd want to

00:33:30.182 --> 00:33:30.983
leave with the audience?

00:33:31.443 --> 00:33:31.604
Yeah.

00:33:31.644 --> 00:33:32.704
You know, I love, you know,

00:33:32.865 --> 00:33:33.486
it's interesting to me,

00:33:33.506 --> 00:33:35.146
this whole concept of beginner mindsets,

00:33:35.166 --> 00:33:36.409
getting lots of attention these days,

00:33:36.469 --> 00:33:36.669
right?

00:33:36.729 --> 00:33:37.769
Like, um,

00:33:38.188 --> 00:33:38.669
you know,

00:33:38.709 --> 00:33:39.569
I've been practicing for twenty

00:33:39.589 --> 00:33:40.050
five years.

00:33:40.211 --> 00:33:40.411
Right.

00:33:40.490 --> 00:33:40.631
I mean,

00:33:40.651 --> 00:33:41.553
those of you listening may be

00:33:41.573 --> 00:33:42.574
practicing for a year or two,

00:33:42.653 --> 00:33:43.714
twenty years, thirty years, whatever.

00:33:43.755 --> 00:33:43.935
Right.

00:33:43.976 --> 00:33:46.799
Like it's easy to get stuck in ruts.

00:33:47.000 --> 00:33:47.380
And, you know,

00:33:47.400 --> 00:33:49.303
I joke I literally have four jobs.

00:33:49.363 --> 00:33:49.583
Right.

00:33:50.084 --> 00:33:50.924
And, you know,

00:33:51.546 --> 00:33:53.488
I like that in some aspect

00:33:53.508 --> 00:33:55.852
because I like to maybe it's just

00:33:56.271 --> 00:33:57.633
playing into my ADHD, who knows?

00:33:57.673 --> 00:33:58.272
But, you know,

00:33:58.373 --> 00:33:59.614
it's nice to have different

00:33:59.693 --> 00:34:01.474
avenues to help people and to do things,

00:34:01.555 --> 00:34:01.654
right?

00:34:01.674 --> 00:34:02.596
It's all the same thing.

00:34:02.615 --> 00:34:03.696
I'm all just trying to help people,

00:34:03.757 --> 00:34:04.517
whether it's through writing,

00:34:04.537 --> 00:34:05.218
whether it's through teaching,

00:34:05.238 --> 00:34:06.178
whether it's through, you know,

00:34:06.218 --> 00:34:08.239
MOBO or taking care of patients, right?

00:34:08.260 --> 00:34:11.101
So it's all trying to do that.

00:34:11.121 --> 00:34:12.161
I think that, again,

00:34:12.181 --> 00:34:13.503
it's easy for us to get stuck in a rut.

00:34:13.523 --> 00:34:14.503
I've been treating low backs

00:34:14.543 --> 00:34:15.483
for X number of years,

00:34:15.503 --> 00:34:16.885
been treating ankles this long, like,

00:34:18.130 --> 00:34:18.931
You know,

00:34:18.952 --> 00:34:20.793
take that beginner mindset and find out,

00:34:20.873 --> 00:34:21.713
hey, how can I,

00:34:21.833 --> 00:34:22.974
what other avenues do I

00:34:23.014 --> 00:34:24.114
have to take the reason why

00:34:24.135 --> 00:34:25.096
I got in this profession to

00:34:25.115 --> 00:34:26.177
help people in the first place?

00:34:26.516 --> 00:34:27.998
How can I expand my reach?

00:34:28.018 --> 00:34:28.639
And, you know,

00:34:28.659 --> 00:34:29.199
whether you do that

00:34:29.358 --> 00:34:30.539
personally through a new sport,

00:34:30.579 --> 00:34:31.641
a new challenge physically,

00:34:31.661 --> 00:34:32.702
or whether you do it from your,

00:34:33.001 --> 00:34:34.563
you're in a clinic learning

00:34:34.603 --> 00:34:36.003
new skills for a CME course,

00:34:36.023 --> 00:34:37.005
or whether you do it for

00:34:37.065 --> 00:34:37.965
building a product, right?

00:34:38.025 --> 00:34:39.146
Like take the leap and do

00:34:39.166 --> 00:34:40.246
the thing because you're

00:34:40.266 --> 00:34:40.947
going to have a whole heck

00:34:40.967 --> 00:34:41.608
of a lot more fun.

00:34:42.148 --> 00:34:42.429
Love it.

00:34:42.588 --> 00:34:43.809
Jay Deshari, Mobile Board,

00:34:44.210 --> 00:34:45.170
appreciate you walking us

00:34:45.210 --> 00:34:47.193
through the journey to where you are now.

00:34:47.898 --> 00:34:48.682
Thanks much for having me.

00:34:48.804 --> 00:34:51.157
And yeah, do the thing, everybody.

00:34:51.257 --> 00:34:51.661
Perfect.