How Virtual Assistants Are Changing Private Practice PT

WEBVTT

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Will Humphries is back.

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Will, I tried, like,

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if I tried to give you a hype intro,

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I don't know that I would ever be able to,

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there's very few people I

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say have more energy than me.

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Will Humphries is one of them.

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I don't know if I have your energy,

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but I try to.

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I love your energy, man.

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I think when we got together,

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it was just like we started

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vibing in such a way the

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walls were shaking.

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We're like, let's go.

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Let's do this thing.

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So I saw you at PPS.

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That was not that long ago, but still,

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it was still a few months ago.

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Like what is up?

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And I feel every time I talk to you,

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you're not even, you're not like,

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you're not changing the

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color on something.

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You're like, and I'm over and doing this.

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Giantly different thing now.

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Like what possibly are you doing now?

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So my finally,

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so here's the thing I've

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been building companies

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since I sold my practice in,

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I sold my PT practice,

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had five locations exited.

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I have been on a mission to

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find ways to do one thing, Jimmy.

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Free you up.

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I want PT, OT,

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SLP owners to be free

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because they are so

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compressed with

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responsibilities and not just owners,

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leaders, anyone who's like, man,

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I am drowning in it.

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Even if you're not like

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considering yourself a leader,

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if you are a PT and you're

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passionate or an OT and

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you're super committed.

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yeah, man, you're who they want to help.

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So I started a medical

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billing company that you heard about.

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I've built that up.

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I have someone else running it.

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I spend maybe a couple hours

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a year on that.

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Smart.

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It was, you know what?

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I built, here's my concept, Jimmy.

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I read a book called Who Not

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How by Dan Sullivan.

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And it was all about like

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anything we do in life is

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about building around

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people versus ideas.

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So my old biller who used to work for me,

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who merged twenty six

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locations in Arizona, became available.

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And I said, hey,

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Let's do a business.

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You do medical billing.

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It's not the thing I want to do forever,

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but it'll get me started in

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this B to B physical therapy space.

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And she's like, let's go.

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That was five years ago.

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I spent,

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I spent very little time in it and

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it continues to grow as it

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does a great job.

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Now,

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what that's turned into is my current

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company in Jimmy.

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I am obsessed about this thing.

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I've cleared the field in a

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sense because although I

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still do coaching privately

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for certain groups,

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my passion is in virtual

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assistants to help free people up.

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And here's my vision.

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I want to bring

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four hundred and forty-four

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families out of poverty

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from the Philippines as

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they free up physical therapy,

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occupational therapy,

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and speech entrepreneurs.

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I'm going to pause and let

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that sink in because I love

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how you started with that.

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Number one, you set it up with the book,

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right?

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People, right?

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You start with people.

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Who, not how.

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Who's going to solve this, not how.

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But you're saying this is

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the who and here's the how.

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So like this could have been

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an episode on virtual assistants,

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but Will, of course,

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comes at it from a different way,

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which is like all those

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pain points you have and you,

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there's two options.

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You could go to a Facebook,

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a physical therapy Facebook

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group and bitch about it,

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which is always an option.

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And people always take that option.

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For sure.

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I'm sure you feel good when

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you hit enter and everybody,

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twelve people like your post.

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Or you could try to solve the problem.

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Well, yeah.

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And here's the thing is,

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because here's the deal.

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I'm not like here to promote that,

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even though I did,

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because I'm just passionate.

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You want to know what's in my heart.

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That's what's in my heart.

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But not everybody is meant

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to have virtual assistants.

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But what everyone is meant

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to do is to finally establish boundaries.

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There's this thing in psychology, Jimmy,

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that I read and it blew my freaking mind.

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And I wanted to tell the entire industry.

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It's that there's this

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diagnosable mindset called

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the healer mindset, which, of course,

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most people,

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healthcare providers fall into.

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And it's characterized by

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human beings who are very caring,

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that want to be healers for others,

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who on the extreme side

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can't establish boundaries

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for themselves.

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They are always putting themselves last.

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They are the victim mindset

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people as well.

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It's like, well,

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no one works harder than me.

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And by the way, Jimmy, this couldn't,

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I could have had this

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diagnosis tattooed on my chest.

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Like that's who I am, you know,

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please hear all these different things.

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But when you establish

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boundaries and we work through who,

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not how I have been very gifted, not,

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not me gifted,

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but like blessed with

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people who have stepped into my life,

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who have given me this rare

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opportunity to find balance.

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And I am all about that for PT OTSLPs.

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Cause like there's no better

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human beings on the planet,

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in my opinion,

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they need boundaries they

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need space but they need

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the right who's they need

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coaches they need all those

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things some need vas

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virtual assistants but some

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but all and everyone needs

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a jimmy mckay we need these

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who's yeah you're not going

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to just resist that but

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like we need these who's to

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get the knowledge that we

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can knowledge is power break us free

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And help us like take charge

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of a life in a way that we

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never even dreamed possible

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if we're just willing to

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let go and do it.

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We talked about this, of course,

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before we hit record,

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which is like you need –

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and you actually added to it.

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You need – I always say you

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need how people – you need

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wow people and how people.

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Like Jimmy can come up with

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a crazy idea and then he

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leaves and everybody in the room goes,

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how the hell are we going to do that?

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I'm like, I need a how person.

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Yeah, you're right.

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But you also added a third person,

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which is like you have –

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You have people, idea people, wow people,

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how people are the doers.

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And then you have thinkers,

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which are important too.

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The problem that you and I both, I think,

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agree with is if the thinkers,

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if we move at the speed of thinkers,

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we don't get done.

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Howard Hughes wasn't

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starting his wacky airplane

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company waiting for thinkers, right?

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Steve Jobs was like, thinkers are fired.

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Like I want do people and

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wow people and everybody

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else needs to get out.

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Exactly.

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And what's cool to me is

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that they have actually decoded this

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Patrick Lencioni is the guru

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of business books.

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He wrote The Five

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Dysfunctions of the Team,

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He is one of the world's

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most successful coaches of all time.

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He wrote a book in a concept

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called The Six Working Geniuses.

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Oh, somebody told me about this last year.

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We have to get into this,

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because there's a lot of

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personality tests.

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There's Meyer Briggs.

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There's all these things.

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This isn't that.

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But what he identified is

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that there are six types of

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talents in a business.

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In order for a company to thrive,

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for any organization to thrive,

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there are different people.

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So what you call the wow

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person would be his ideator, someone who,

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and, and galvanizer,

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you and I are both ideator galvanizers.

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We have come,

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we come up with constant

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ideas and we can inspire people to them.

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Like that's our gift.

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Now,

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hell on earth for me is getting the

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job done called tenacity.

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Believe it or not, Jimmy,

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there are people who are super talented.

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They just want to be told

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what they just not told what to do,

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but they want to be said, Hey, listen,

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Here's the, here's the vision.

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Hit that target.

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Get us there.

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And they're like, heck yeah.

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And they're the ones who

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will overcome mountains to get us done.

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What are the first two?

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Galvanizers, ideators.

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So yeah,

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let me go through the concept

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really quick because all of

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you guys listening, this is so important.

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Stop whatever you're doing

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and pay close attention.

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This will maximize your leadership,

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your business.

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Even if you're an employee

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of a company and you're just like,

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why is this pertaining to me?

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Figure out who you are and

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who the other people are.

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Yeah,

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because every painful part of a

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company is missing one of

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these components.

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There are six.

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The first is called the wonderer.

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This is the person who, and by the way,

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this is a highly,

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these aren't just random terms, guys.

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This has been highly

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researched and proven with

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tens of thousands of

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companies over the last thirty years.

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So go get the book.

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Easy read.

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You can listen to the book

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in three hours on Audible.

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So the concept is simple,

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and the test is like ten bucks.

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So like the wanderer is the

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person who goes out and

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just wonders why everything

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is the way that it is.

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Why is,

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why do we have to like go upstairs?

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Couldn't we do something else?

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Like they just wonder,

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they challenge the status quo.

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Their whole existence comes

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across a little bit.

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I have a son who's a wanderer as his top,

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his top genius.

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And I, as a teenager,

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I just thought he was rebellious.

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Why do we have to go to church?

00:08:06.064 --> 00:08:07.144
Why do we have to do this?

00:08:07.204 --> 00:08:08.045
Why do I have to go to school?

00:08:08.569 --> 00:08:09.490
he was just wondering.

00:08:10.052 --> 00:08:11.552
He wasn't trying to push against me.

00:08:11.593 --> 00:08:12.494
Yeah, it wasn't this.

00:08:12.793 --> 00:08:14.836
No, he was just curious about it.

00:08:14.896 --> 00:08:16.937
See, that bleeds into the next genius.

00:08:17.319 --> 00:08:18.540
This is the ideator.

00:08:18.600 --> 00:08:20.180
This is the brilliant person

00:08:20.201 --> 00:08:22.223
who can think of millions of ideas.

00:08:22.242 --> 00:08:23.064
That's me and you.

00:08:23.545 --> 00:08:25.547
We can go on a whiteboard for hours and go,

00:08:25.646 --> 00:08:27.507
oh, oh my gosh,

00:08:27.548 --> 00:08:29.410
like I'm in love with my whiteboard.

00:08:29.550 --> 00:08:31.031
It's like a weird relationship.

00:08:31.052 --> 00:08:32.974
So I quite literally, like you and I,

00:08:33.583 --> 00:08:35.426
When we have a wonderer go,

00:08:35.547 --> 00:08:37.008
unless we're a green wonderer ourselves,

00:08:37.308 --> 00:08:38.509
I'll explain that in a second.

00:08:38.529 --> 00:08:39.812
But if a wonderer goes,

00:08:40.413 --> 00:08:41.734
why do we have to use stairs?

00:08:41.793 --> 00:08:42.375
You and I go, well,

00:08:42.394 --> 00:08:43.456
what if we catapulted each

00:08:43.496 --> 00:08:44.076
other up the stairs?

00:08:44.136 --> 00:08:44.798
Right, right, right.

00:08:45.058 --> 00:08:45.980
Created an escalator.

00:08:46.320 --> 00:08:47.481
We are inventors.

00:08:48.863 --> 00:08:49.364
No joke.

00:08:49.423 --> 00:08:50.323
I bought a house a year and

00:08:50.344 --> 00:08:51.264
a half ago and I have a

00:08:51.304 --> 00:08:52.586
pool in the backyard and my

00:08:52.625 --> 00:08:53.287
dad was a fireman.

00:08:53.326 --> 00:08:53.606
I was like,

00:08:53.888 --> 00:08:54.628
how cool would it be to have a

00:08:54.748 --> 00:08:56.549
fire pole to get down?

00:08:56.570 --> 00:08:56.870
Yes.

00:08:57.250 --> 00:08:58.331
And my friends were like, uh,

00:08:58.351 --> 00:08:59.893
and I was like, but I mean, come on.

00:08:59.993 --> 00:09:01.234
I know the insurance probably has an issue,

00:09:01.254 --> 00:09:02.235
but how cool.

00:09:02.754 --> 00:09:02.936
Yeah.

00:09:03.015 --> 00:09:04.096
And it's so funny about us.

00:09:04.657 --> 00:09:05.977
is that half of our ideas

00:09:06.018 --> 00:09:07.219
are so brilliant and half

00:09:07.239 --> 00:09:07.980
of them are crap.

00:09:08.259 --> 00:09:09.120
Oh, yeah, totally.

00:09:09.380 --> 00:09:10.181
And we don't know the

00:09:10.221 --> 00:09:11.842
difference unless we work

00:09:11.863 --> 00:09:14.705
with the next person, which is called, oh,

00:09:14.745 --> 00:09:15.806
it's a discerner.

00:09:16.385 --> 00:09:18.168
The discerner has a natural

00:09:18.227 --> 00:09:19.849
gift of quality.

00:09:19.908 --> 00:09:21.409
It's not something that is learned.

00:09:21.990 --> 00:09:23.051
My wife is a discerner.

00:09:23.631 --> 00:09:24.773
Taste.

00:09:24.873 --> 00:09:26.913
Yes, when she would walk into a room.

00:09:27.315 --> 00:09:28.134
My father-in-law told me

00:09:28.154 --> 00:09:29.015
this before I married her.

00:09:29.635 --> 00:09:30.777
He said, when she was a little girl,

00:09:30.937 --> 00:09:31.836
I played this game at the

00:09:31.856 --> 00:09:32.878
mall where we would walk

00:09:32.898 --> 00:09:34.698
her into a store and I'd say,

00:09:34.719 --> 00:09:36.039
what's the nicest thing here?

00:09:36.780 --> 00:09:38.442
And she'd walk around, whether it was,

00:09:39.261 --> 00:09:39.461
you know,

00:09:39.481 --> 00:09:41.923
a store that sold China or art

00:09:42.183 --> 00:09:43.164
or furniture.

00:09:43.804 --> 00:09:45.446
And she'd say, that's the nicest thing.

00:09:45.466 --> 00:09:45.765
And he said,

00:09:45.926 --> 00:09:47.447
every single time it was the

00:09:47.547 --> 00:09:48.947
most expensive thing in the store.

00:09:48.988 --> 00:09:49.729
You could smell it.

00:09:50.749 --> 00:09:51.708
So I've been very blessed

00:09:51.729 --> 00:09:54.509
because when I partner with

00:09:54.529 --> 00:09:55.910
a partner in one of my businesses,

00:09:56.030 --> 00:09:56.711
I don't have any more.

00:09:56.750 --> 00:09:57.130
I'm done.

00:09:57.250 --> 00:09:58.250
Virtual Rockstar is where

00:09:58.390 --> 00:09:58.912
I'm here to stay.

00:09:58.951 --> 00:09:59.991
But when I was growing these

00:10:00.032 --> 00:10:01.511
concepts to find myself,

00:10:02.312 --> 00:10:04.113
I found a who that had a special talent.

00:10:04.153 --> 00:10:06.474
But then I didn't know I was

00:10:06.514 --> 00:10:07.614
doing this until I took the

00:10:07.653 --> 00:10:08.494
six working geniuses.

00:10:08.533 --> 00:10:09.754
But every one of my partners

00:10:09.875 --> 00:10:10.534
is a discerner.

00:10:10.995 --> 00:10:12.375
They come to me for ideas

00:10:12.595 --> 00:10:13.816
and they'll tell me those three suck.

00:10:13.956 --> 00:10:14.655
That's the one.

00:10:14.816 --> 00:10:16.956
And then the discerner takes

00:10:16.996 --> 00:10:18.076
it to the next person.

00:10:18.645 --> 00:10:19.807
who's the galvanizer.

00:10:20.366 --> 00:10:21.908
The galvanizer, once the idea,

00:10:21.927 --> 00:10:22.868
that's you and me again.

00:10:22.967 --> 00:10:23.489
Yeah, let's go.

00:10:23.528 --> 00:10:24.089
Let's go.

00:10:24.288 --> 00:10:26.409
Because everyone has two geniuses.

00:10:26.509 --> 00:10:29.131
This has been, so everyone has two greens,

00:10:29.312 --> 00:10:30.652
two yellows and two reds.

00:10:30.711 --> 00:10:31.832
Let me explain that really quick.

00:10:32.633 --> 00:10:34.575
The two greens are our

00:10:34.634 --> 00:10:35.955
natural abilities that feed

00:10:35.995 --> 00:10:37.775
our soul that we could do all day long.

00:10:38.275 --> 00:10:40.998
Yellow, we're capable and able to do it.

00:10:41.447 --> 00:10:42.288
But the only thing,

00:10:42.349 --> 00:10:43.688
and it doesn't drain our soul,

00:10:43.729 --> 00:10:44.570
but it doesn't feed it.

00:10:44.610 --> 00:10:46.030
And that's the danger is

00:10:46.051 --> 00:10:46.931
that we want to spend time

00:10:46.951 --> 00:10:47.630
in our green because that's

00:10:47.650 --> 00:10:48.572
where we're the most useful.

00:10:48.611 --> 00:10:50.033
Now, then there's the red.

00:10:50.212 --> 00:10:52.193
The red drains our souls.

00:10:52.653 --> 00:10:54.375
And they've been challenged

00:10:54.414 --> 00:10:56.895
by experts in the six working geniuses.

00:10:57.015 --> 00:10:58.596
Like, why don't people have three?

00:10:58.636 --> 00:10:59.758
Doesn't someone just have one?

00:11:00.455 --> 00:11:01.534
They have done this so many

00:11:01.615 --> 00:11:03.254
hundreds or tens of thousands of times.

00:11:03.316 --> 00:11:04.456
It's always boiled down to,

00:11:04.495 --> 00:11:07.076
there's always two of the six pieces.

00:11:07.655 --> 00:11:10.496
So now we're talking about the galvanizer.

00:11:10.517 --> 00:11:12.397
The galvanizer is you and I, again,

00:11:12.596 --> 00:11:13.836
I'm agreeing on ID eight

00:11:14.157 --> 00:11:16.798
inventor and on galvanized galvanizing,

00:11:16.837 --> 00:11:19.258
where I love to get on stage and be like,

00:11:19.278 --> 00:11:21.639
Hey team, there's the, where we're going.

00:11:21.739 --> 00:11:22.739
Let's we can do it.

00:11:23.458 --> 00:11:24.139
We sell,

00:11:24.298 --> 00:11:25.879
we sell the groups and sell to people.

00:11:25.918 --> 00:11:26.379
We say, listen,

00:11:26.399 --> 00:11:27.240
this is what we're about

00:11:27.259 --> 00:11:28.679
because we're naturally passionate and

00:11:29.308 --> 00:11:30.288
love to be able to get

00:11:30.308 --> 00:11:32.389
everyone going now we're

00:11:32.409 --> 00:11:34.691
the last two now the last

00:11:34.730 --> 00:11:35.631
two so if you think about

00:11:35.652 --> 00:11:36.692
like this the first two

00:11:36.851 --> 00:11:39.092
were high level idea

00:11:39.113 --> 00:11:42.335
creation the middle two are

00:11:42.375 --> 00:11:45.135
the vetting of the idea and

00:11:45.296 --> 00:11:46.456
the rallying behind the

00:11:46.535 --> 00:11:48.076
idea the last two is where

00:11:48.116 --> 00:11:49.398
the idea where the rubber

00:11:49.418 --> 00:11:50.418
meets the road and the job

00:11:50.457 --> 00:11:53.499
gets done yes this it

00:11:53.599 --> 00:11:55.639
starts with they use a term

00:11:55.720 --> 00:11:57.280
I hate called enabler

00:11:58.291 --> 00:11:59.812
I think of enablement as a negative thing,

00:11:59.851 --> 00:12:01.052
but they don't use that.

00:12:01.392 --> 00:12:02.712
This is someone who enables

00:12:02.753 --> 00:12:04.474
another human being to be successful.

00:12:04.533 --> 00:12:05.774
Think of this as a coach.

00:12:06.354 --> 00:12:07.014
Got it.

00:12:07.054 --> 00:12:08.455
Someone who's like a direct report,

00:12:08.495 --> 00:12:09.535
like a clinical director

00:12:09.576 --> 00:12:10.556
who will sit down with that

00:12:10.596 --> 00:12:12.277
PT and be like, who's just magical.

00:12:12.297 --> 00:12:13.756
Like they just seem to get

00:12:13.777 --> 00:12:15.357
the PT skill set in.

00:12:15.457 --> 00:12:16.658
They're just good at training.

00:12:16.678 --> 00:12:18.119
They're good at like one on

00:12:18.239 --> 00:12:19.379
one interactions versus one

00:12:19.399 --> 00:12:20.360
to many like you and me.

00:12:21.480 --> 00:12:22.341
And then there's that last

00:12:22.380 --> 00:12:23.421
person called tenacity.

00:12:24.121 --> 00:12:24.741
Tenacity.

00:12:25.618 --> 00:12:27.259
If they have a good idea and

00:12:27.278 --> 00:12:28.438
they're bought in and they

00:12:28.479 --> 00:12:30.099
have a good enabler to support them.

00:12:31.019 --> 00:12:32.279
And you're like, let's just say like,

00:12:32.320 --> 00:12:33.320
for an example, they're going from,

00:12:33.340 --> 00:12:34.480
they're going from A to B.

00:12:35.160 --> 00:12:36.461
They will make that happen

00:12:36.520 --> 00:12:37.741
come hell or high water.

00:12:37.782 --> 00:12:38.741
They will move mountains.

00:12:39.121 --> 00:12:39.822
They will do it.

00:12:39.841 --> 00:12:40.981
They are just so good at

00:12:41.023 --> 00:12:42.403
getting it done in a way

00:12:42.423 --> 00:12:43.602
that no one else can do.

00:12:44.464 --> 00:12:46.224
So we all have two greens, two yellows,

00:12:46.244 --> 00:12:46.663
two reds.

00:12:46.683 --> 00:12:47.924
The test takes ten minutes,

00:12:48.445 --> 00:12:50.125
has transformed my businesses.

00:12:50.264 --> 00:12:52.166
I have coached, uh, one of my partners,

00:12:52.186 --> 00:12:52.926
Michelle Bambenek.

00:12:53.429 --> 00:12:55.530
She coaches companies on this concept.

00:12:55.571 --> 00:12:56.731
She's certified in the six

00:12:56.772 --> 00:12:57.532
working geniuses.

00:12:58.113 --> 00:12:59.533
And outside of healthcare,

00:12:59.734 --> 00:13:02.534
this is taking on a whole

00:13:02.554 --> 00:13:04.416
new world for companies across the world.

00:13:04.496 --> 00:13:05.697
It is such a cool concept

00:13:05.716 --> 00:13:06.817
because it's not about my

00:13:06.898 --> 00:13:07.677
thinker or feeler.

00:13:07.717 --> 00:13:08.698
It's like, hey,

00:13:08.739 --> 00:13:09.538
this is where I get energy.

00:13:09.558 --> 00:13:10.320
This is where I don't.

00:13:10.860 --> 00:13:11.880
Who on our team,

00:13:12.400 --> 00:13:14.241
we need a green in all of

00:13:14.261 --> 00:13:15.123
these capabilities.

00:13:15.163 --> 00:13:16.143
So that's how you solve

00:13:16.182 --> 00:13:17.004
these things as we grow.

00:13:17.994 --> 00:13:19.134
I am not going to knock this

00:13:19.174 --> 00:13:20.495
boss but I had a boss who

00:13:20.515 --> 00:13:21.677
would probably look at this

00:13:21.937 --> 00:13:22.977
in the past and he would

00:13:23.018 --> 00:13:24.198
probably say this is crap

00:13:24.219 --> 00:13:26.941
totally good I remember I

00:13:26.961 --> 00:13:27.841
was working for a large

00:13:27.861 --> 00:13:28.702
healthcare company and he

00:13:28.763 --> 00:13:29.663
sat me down and he's like

00:13:29.703 --> 00:13:32.666
jimmy we need you to get

00:13:32.706 --> 00:13:34.366
better at spreadsheets and

00:13:34.427 --> 00:13:37.169
I was like okay he's like

00:13:37.289 --> 00:13:38.250
if you ever want to be vp

00:13:38.291 --> 00:13:39.831
of communications here you

00:13:39.851 --> 00:13:40.412
need to be better at

00:13:40.451 --> 00:13:41.994
paperwork and spreadsheets and I was like

00:13:43.091 --> 00:13:45.072
okay, can I ask a question though?

00:13:45.173 --> 00:13:45.812
And he's like, sure.

00:13:46.113 --> 00:13:48.212
And I said, the spreadsheet people,

00:13:48.693 --> 00:13:49.573
are they getting better at

00:13:49.594 --> 00:13:51.573
like talking and giving

00:13:51.614 --> 00:13:52.695
presentations and doing

00:13:52.735 --> 00:13:53.754
videos and podcasts?

00:13:53.794 --> 00:13:55.154
And he's like, absolutely not.

00:13:55.215 --> 00:13:57.696
And I was like, does that seem fair?

00:13:58.155 --> 00:13:59.135
Like, and not even like fair,

00:13:59.176 --> 00:14:00.557
like Jimmy needs to do extra work,

00:14:01.376 --> 00:14:01.677
but like,

00:14:02.864 --> 00:14:03.965
Why don't we let them be

00:14:04.044 --> 00:14:05.765
really good at that and me

00:14:05.785 --> 00:14:06.865
be really good at this?

00:14:06.985 --> 00:14:08.047
And then we're both happy.

00:14:08.167 --> 00:14:08.947
And also you're happy

00:14:08.966 --> 00:14:11.749
because you're getting the most done.

00:14:12.028 --> 00:14:13.349
Like if you give me a spreadsheet,

00:14:13.448 --> 00:14:14.029
like I'm like,

00:14:14.470 --> 00:14:15.389
he doesn't like me because

00:14:15.450 --> 00:14:16.091
this is the worst.

00:14:16.171 --> 00:14:17.672
This is the worst thing on the planet.

00:14:18.192 --> 00:14:19.131
But the funny thing is,

00:14:19.172 --> 00:14:20.092
if you put spreadsheet

00:14:20.113 --> 00:14:21.113
people in front of a camera,

00:14:21.313 --> 00:14:22.453
sometimes I'm generalizing.

00:14:22.974 --> 00:14:24.715
They're like, I am stressed out.

00:14:24.774 --> 00:14:25.395
I don't want to do it.

00:14:25.436 --> 00:14:26.495
Why are you asking me to do this?

00:14:26.975 --> 00:14:27.677
And I get that.

00:14:28.788 --> 00:14:29.809
And I remember like during

00:14:29.830 --> 00:14:30.929
this conversation, he was like, no,

00:14:30.950 --> 00:14:31.791
you have to understand

00:14:32.010 --> 00:14:33.111
spreadsheets rule the world.

00:14:33.172 --> 00:14:35.493
And I'm like, I shouldn't work with you.

00:14:35.572 --> 00:14:37.413
I'm out on the wrong team.

00:14:37.433 --> 00:14:38.495
I love that story because

00:14:38.534 --> 00:14:39.895
it's so paralleled into a

00:14:39.936 --> 00:14:41.037
clinical setting that we

00:14:41.096 --> 00:14:42.397
see all the time.

00:14:42.417 --> 00:14:43.498
This was a big mistake I

00:14:43.538 --> 00:14:45.359
made as a leader is that if

00:14:45.379 --> 00:14:46.240
you're an owner and you own

00:14:46.259 --> 00:14:47.441
an outpatient clinic,

00:14:48.081 --> 00:14:49.581
your inclination is to take

00:14:49.621 --> 00:14:51.783
your best employee and promote them,

00:14:52.043 --> 00:14:52.724
which makes sense.

00:14:53.284 --> 00:14:54.705
But the problem is usually

00:14:55.004 --> 00:14:55.865
at a clinical level,

00:14:56.025 --> 00:14:57.806
our best employee is a tenacity.

00:14:57.885 --> 00:14:58.686
That's someone who's like

00:14:58.745 --> 00:14:59.886
really good at patient care.

00:15:00.506 --> 00:15:02.326
They may or may not have a

00:15:02.386 --> 00:15:04.008
skillset in enablement,

00:15:04.048 --> 00:15:05.408
which is more of a director skill.

00:15:06.028 --> 00:15:07.187
So what I love about this

00:15:07.227 --> 00:15:07.768
versus like your

00:15:07.788 --> 00:15:08.788
Myers-Briggs and I get why

00:15:08.828 --> 00:15:09.928
people poo poo these things

00:15:09.948 --> 00:15:12.409
because there's been so many, you know,

00:15:12.429 --> 00:15:13.250
by the way, they're all great.

00:15:13.289 --> 00:15:14.529
A lot of great companies use them.

00:15:15.009 --> 00:15:16.070
That's why I try to separate

00:15:16.090 --> 00:15:17.770
this out from other things

00:15:17.791 --> 00:15:19.110
because it's less about

00:15:19.171 --> 00:15:20.851
like the person and more

00:15:20.871 --> 00:15:22.172
about the organization.

00:15:23.111 --> 00:15:24.513
And I put this through my

00:15:24.572 --> 00:15:26.913
family and it totally like

00:15:27.014 --> 00:15:28.073
healed relationships.

00:15:28.214 --> 00:15:30.735
And like when we're looking to hire now,

00:15:30.894 --> 00:15:32.056
I don't hire anyone.

00:15:32.135 --> 00:15:33.535
Listen, in the last three years,

00:15:33.635 --> 00:15:34.456
I've hired over two hundred

00:15:34.476 --> 00:15:35.616
people across my companies.

00:15:36.356 --> 00:15:38.337
When I put this test into place,

00:15:38.998 --> 00:15:41.158
our retention skyrocketed

00:15:41.458 --> 00:15:43.820
because I knew what the

00:15:43.840 --> 00:15:45.280
tasks were for the job and

00:15:45.341 --> 00:15:46.461
I knew the mindset,

00:15:46.522 --> 00:15:47.662
especially for leadership.

00:15:48.475 --> 00:15:49.756
If I've got a leader who's

00:15:49.777 --> 00:15:51.139
going to be leading a group of people,

00:15:51.178 --> 00:15:52.379
they better be galvanizers.

00:15:52.679 --> 00:15:53.000
Yeah.

00:15:53.041 --> 00:15:55.803
So do you give the test before someone,

00:15:55.823 --> 00:15:57.325
when they apply?

00:15:57.404 --> 00:15:58.525
I don't work with somebody

00:15:58.546 --> 00:16:00.107
unless I know what their geniuses are.

00:16:00.467 --> 00:16:01.730
This isn't a personality test.

00:16:01.769 --> 00:16:04.011
This is what can I count on you for?

00:16:04.032 --> 00:16:05.552
And what can I not just in work?

00:16:06.193 --> 00:16:06.774
Outside of work,

00:16:06.794 --> 00:16:08.196
I don't care if you're a feeler thinker.

00:16:08.436 --> 00:16:09.397
You know, I don't care about that crap.

00:16:09.778 --> 00:16:11.600
This is also, like you said, retention.

00:16:13.899 --> 00:16:14.899
Because they can't wait to

00:16:14.940 --> 00:16:15.799
get to work because all

00:16:15.840 --> 00:16:17.000
they're doing is green stuff.

00:16:17.181 --> 00:16:18.402
They're feeding their souls.

00:16:18.501 --> 00:16:18.761
Yeah.

00:16:18.782 --> 00:16:20.082
They're like, I will come to work early.

00:16:20.143 --> 00:16:20.443
Why?

00:16:20.964 --> 00:16:22.284
Because I'm doing green stuff.

00:16:22.345 --> 00:16:22.884
And by the way,

00:16:22.924 --> 00:16:25.187
when we're all doing our own green stuff,

00:16:25.206 --> 00:16:26.888
because my green is

00:16:26.908 --> 00:16:27.969
different than someone else's green,

00:16:29.049 --> 00:16:30.049
the job gets done.

00:16:30.311 --> 00:16:31.071
And we love it.

00:16:32.032 --> 00:16:33.312
Well, and if you ask me,

00:16:33.472 --> 00:16:34.754
so tenacity is one of my reds.

00:16:35.433 --> 00:16:37.515
If you ask me to go through

00:16:37.895 --> 00:16:40.597
and get the job done on a

00:16:40.957 --> 00:16:41.879
front-facing level,

00:16:41.899 --> 00:16:42.839
let's say that spreadsheet

00:16:42.879 --> 00:16:43.620
example came up,

00:16:44.707 --> 00:16:45.649
I hate it.

00:16:45.688 --> 00:16:47.010
Like I can't even put words

00:16:47.030 --> 00:16:49.613
in my mouth and I hate it so much.

00:16:49.813 --> 00:16:51.115
I don't like, I like spreadsheets.

00:16:51.294 --> 00:16:52.616
I don't like building out.

00:16:52.657 --> 00:16:53.256
No, I don't.

00:16:53.376 --> 00:16:53.618
Yeah.

00:16:53.697 --> 00:16:54.999
It's like solving like just

00:16:55.038 --> 00:16:56.581
the detail work of that kind of stuff.

00:16:56.760 --> 00:16:57.241
And by the way,

00:16:57.261 --> 00:16:59.102
that doesn't mean I'm better or worse.

00:16:59.283 --> 00:16:59.764
No, it doesn't.

00:16:59.783 --> 00:17:02.326
It's not equally,

00:17:03.028 --> 00:17:05.109
but like if you have a tenacity enabler.

00:17:05.862 --> 00:17:06.241
Um,

00:17:06.261 --> 00:17:07.702
that's usually not the person you want

00:17:07.743 --> 00:17:08.703
directing your clinic.

00:17:09.025 --> 00:17:10.786
You know, you want at least an enabler,

00:17:10.846 --> 00:17:11.826
probably a galvanizer.

00:17:12.366 --> 00:17:13.488
So oftentimes it's really

00:17:13.607 --> 00:17:14.808
interesting because I've

00:17:14.848 --> 00:17:16.289
seen high level multimillion.

00:17:16.611 --> 00:17:16.651
Uh,

00:17:16.671 --> 00:17:17.892
there's one company I was consulting

00:17:17.951 --> 00:17:19.133
that is the third largest

00:17:19.173 --> 00:17:20.614
pest control company in the country.

00:17:21.154 --> 00:17:21.796
They make hundreds of

00:17:21.836 --> 00:17:22.757
millions of dollars a year.

00:17:23.478 --> 00:17:24.179
And they were making

00:17:24.199 --> 00:17:25.820
decisions that were just so

00:17:25.861 --> 00:17:26.561
confusing to them.

00:17:26.942 --> 00:17:27.682
It's like whenever you were

00:17:27.923 --> 00:17:29.144
as an owner go or a leader go,

00:17:29.164 --> 00:17:30.105
why is this not working?

00:17:30.646 --> 00:17:32.528
They put this into place and it's like,

00:17:32.588 --> 00:17:33.289
it's so simple.

00:17:33.309 --> 00:17:35.333
It's because they're not meant to do X, Y,

00:17:35.353 --> 00:17:35.532
or Z.

00:17:36.473 --> 00:17:37.234
And then they change their

00:17:37.295 --> 00:17:38.194
vetting process and

00:17:38.214 --> 00:17:40.455
everything has exponentially climbed.

00:17:40.476 --> 00:17:42.396
So it's a powerful concept.

00:17:42.877 --> 00:17:42.958
Well,

00:17:42.978 --> 00:17:44.618
that's the cool thing is it's a concept.

00:17:44.719 --> 00:17:45.778
It's a lens that you can run

00:17:45.818 --> 00:17:46.480
things through.

00:17:47.160 --> 00:17:48.181
So you can stop and you all

00:17:48.201 --> 00:17:49.060
have a central language.

00:17:49.080 --> 00:17:49.820
Like, hang on a second.

00:17:49.840 --> 00:17:50.622
Why isn't this working?

00:17:50.662 --> 00:17:51.582
Like, okay, well, who's the who?

00:17:51.602 --> 00:17:52.982
Do we have the right people?

00:17:53.563 --> 00:17:54.723
Oh, this person's not of this.

00:17:54.763 --> 00:17:55.304
They're of this.

00:17:55.423 --> 00:17:55.744
Got it.

00:17:55.884 --> 00:17:56.464
Found the problem.

00:17:56.525 --> 00:17:57.826
Now fix it and get it done.

00:17:58.386 --> 00:17:58.727
Totally.

00:17:59.386 --> 00:17:59.606
Yeah.

00:17:59.646 --> 00:18:00.228
It's amazing too,

00:18:00.248 --> 00:18:01.127
because when people learn

00:18:01.147 --> 00:18:02.048
this about themselves,

00:18:02.588 --> 00:18:04.648
it unlocks other aspects of their lives.

00:18:04.669 --> 00:18:05.329
So they're at work.

00:18:05.809 --> 00:18:08.010
Oh my gosh, I'm a enabler or whatever,

00:18:08.050 --> 00:18:08.990
like whatever my greens are.

00:18:09.010 --> 00:18:09.691
Let's say it's me.

00:18:09.730 --> 00:18:11.311
It's an ideation guy and a,

00:18:12.211 --> 00:18:13.893
and a galvanizer, my wife and I.

00:18:14.590 --> 00:18:16.571
actually increased our

00:18:16.632 --> 00:18:17.612
relationship and decreased

00:18:17.652 --> 00:18:19.153
our arguments because when

00:18:19.173 --> 00:18:20.452
she's a discerner and she's

00:18:20.492 --> 00:18:22.773
tenacity see to me to give

00:18:22.794 --> 00:18:24.275
some something for someone

00:18:24.295 --> 00:18:25.714
to do at home would feel

00:18:25.775 --> 00:18:26.816
weird but when she's

00:18:26.836 --> 00:18:27.796
wanting to support me she's

00:18:27.816 --> 00:18:28.717
like just tell me what you

00:18:28.757 --> 00:18:30.616
need yeah and I'm like you

00:18:30.636 --> 00:18:31.278
know what you could really

00:18:31.317 --> 00:18:32.617
do to help me would be to

00:18:32.657 --> 00:18:34.019
help me like do these four

00:18:34.038 --> 00:18:35.078
things and then she gets

00:18:35.098 --> 00:18:36.019
them done and she gets

00:18:36.059 --> 00:18:36.880
energy and she's like what

00:18:36.900 --> 00:18:37.619
else do you need and I'm

00:18:37.640 --> 00:18:39.161
like you have no idea what

00:18:39.181 --> 00:18:39.661
that meant to me

00:18:40.557 --> 00:18:42.598
so in return she gets stuck

00:18:42.618 --> 00:18:43.919
all the time like in

00:18:43.979 --> 00:18:44.980
certain areas and I'll come

00:18:45.019 --> 00:18:45.920
up with ideas and she's

00:18:45.940 --> 00:18:47.101
like well those three are

00:18:47.141 --> 00:18:48.060
crap but those other three

00:18:48.080 --> 00:18:49.021
were really helpful thank

00:18:49.041 --> 00:18:50.842
you will so like just

00:18:50.902 --> 00:18:52.423
having this knowledge base

00:18:52.442 --> 00:18:53.603
about where we feed our

00:18:53.703 --> 00:18:54.804
energy helps us in any

00:18:54.923 --> 00:18:55.983
inner any group whether

00:18:56.023 --> 00:18:57.625
it's a work group a family

00:18:57.704 --> 00:18:59.066
unit a church group us

00:18:59.205 --> 00:19:00.886
whatever we do it's so

00:19:00.926 --> 00:19:01.807
important to know where

00:19:01.846 --> 00:19:02.846
people get their energy so

00:19:02.886 --> 00:19:04.228
when we're looking at a project

00:19:04.820 --> 00:19:06.381
we know who should be in charge of what.

00:19:06.842 --> 00:19:08.602
And it just gets done ten times better,

00:19:08.622 --> 00:19:08.902
Jimmy.

00:19:09.162 --> 00:19:09.481
It's awesome.

00:19:09.582 --> 00:19:12.663
Better, faster, more efficient, happier,

00:19:12.702 --> 00:19:13.063
all the things.

00:19:13.143 --> 00:19:13.343
All right.

00:19:13.383 --> 00:19:15.824
So you're leveraging this or

00:19:15.864 --> 00:19:17.305
part of this concept, I imagine,

00:19:17.805 --> 00:19:19.464
when you're building Virtual Rockstar.

00:19:20.224 --> 00:19:21.185
I don't want to skip over an

00:19:21.226 --> 00:19:22.326
easy thing because I think

00:19:22.365 --> 00:19:23.905
a virtual assistant is a

00:19:24.145 --> 00:19:25.487
relatively new concept.

00:19:26.166 --> 00:19:27.166
And for some people listening,

00:19:27.647 --> 00:19:28.288
this might be the first

00:19:28.307 --> 00:19:29.587
time someone's actually explained it.

00:19:30.008 --> 00:19:30.949
And I understand what both

00:19:30.989 --> 00:19:31.828
of those words mean,

00:19:31.888 --> 00:19:32.949
virtual and assistant.

00:19:33.430 --> 00:19:35.109
But lay it down for people.

00:19:35.190 --> 00:19:35.829
Don't go.

00:19:36.029 --> 00:19:37.010
Don't feel like you're going

00:19:37.030 --> 00:19:37.750
to go too basic.

00:19:37.871 --> 00:19:38.490
Go basic.

00:19:38.990 --> 00:19:39.612
What is it?

00:19:39.971 --> 00:19:42.032
And then what will it allow people to do?

00:19:42.153 --> 00:19:42.932
Dot, dot, dot.

00:19:43.032 --> 00:19:43.893
And that will lead to

00:19:43.932 --> 00:19:44.993
helping four thousand four

00:19:45.013 --> 00:19:45.953
hundred and forty four people.

00:19:46.993 --> 00:19:47.253
Yes.

00:19:47.493 --> 00:19:48.615
So start with the super basic.

00:19:49.295 --> 00:19:49.474
Yeah,

00:19:49.654 --> 00:19:52.156
so the first thing I'll say about

00:19:52.176 --> 00:19:53.238
what it is before we go

00:19:53.278 --> 00:19:55.138
granular is that it is the

00:19:55.199 --> 00:19:56.159
second fastest growing

00:19:56.180 --> 00:19:57.559
trend in healthcare next to AI.

00:19:57.619 --> 00:20:00.982
It is projected across the

00:20:01.022 --> 00:20:03.483
next ten years that virtual assistants,

00:20:03.503 --> 00:20:04.325
and I'll explain what that is,

00:20:04.825 --> 00:20:06.346
are meant to offload

00:20:06.405 --> 00:20:09.647
healthcare costs and dramatically improve,

00:20:09.867 --> 00:20:10.588
not laterally,

00:20:10.769 --> 00:20:12.589
improve the patient care experience.

00:20:12.609 --> 00:20:13.170
So what is it?

00:20:13.871 --> 00:20:15.511
Especially in the physical therapy, OT,

00:20:15.692 --> 00:20:16.732
SLP space, what is it?

00:20:17.798 --> 00:20:19.921
It's any non-clinical role

00:20:20.740 --> 00:20:21.922
in a business can be

00:20:22.001 --> 00:20:25.944
supported and possibly run

00:20:26.244 --> 00:20:27.767
by someone overseas.

00:20:28.646 --> 00:20:30.368
And there's a lot of initial

00:20:30.449 --> 00:20:31.568
concerns people have about that.

00:20:31.588 --> 00:20:32.869
But let me go really granular.

00:20:33.330 --> 00:20:36.573
My clients range from people

00:20:36.613 --> 00:20:38.595
who have just one person

00:20:38.615 --> 00:20:39.434
who's like a personal

00:20:39.474 --> 00:20:41.217
assistant who goes through

00:20:41.237 --> 00:20:43.278
and totally cleans up their emails,

00:20:43.317 --> 00:20:44.259
taking them from three

00:20:44.278 --> 00:20:45.519
hours to thirty minutes a day.

00:20:46.593 --> 00:20:47.472
and running their personal

00:20:47.492 --> 00:20:49.193
calendar and all those things,

00:20:49.794 --> 00:20:50.834
all the way to clients who

00:20:50.854 --> 00:20:52.015
have six locations,

00:20:52.615 --> 00:20:54.355
who have over twenty virtual assistants.

00:20:54.375 --> 00:20:55.476
When you walk into a clinic,

00:20:55.976 --> 00:20:57.916
there's a monitor there,

00:20:58.217 --> 00:21:00.117
they interact with one of my team members,

00:21:00.157 --> 00:21:02.038
but they're mine in all the

00:21:02.057 --> 00:21:03.538
ways you don't want an employee,

00:21:03.878 --> 00:21:05.199
because I own the relationship,

00:21:05.278 --> 00:21:07.240
I own the liability, all those things,

00:21:07.799 --> 00:21:09.181
but they are my clients'

00:21:09.381 --> 00:21:10.320
employees in all the ways

00:21:10.340 --> 00:21:12.362
that you would want an employee.

00:21:12.721 --> 00:21:13.781
They wear the company's shirt,

00:21:13.801 --> 00:21:16.042
they report to you, all those things.

00:21:16.980 --> 00:21:18.099
And so when, in those companies,

00:21:18.119 --> 00:21:19.980
those larger ones who are really that,

00:21:20.020 --> 00:21:21.362
that particular client saves,

00:21:21.422 --> 00:21:22.201
two hundred and fifty

00:21:22.241 --> 00:21:25.702
thousand dollars a year of pure profits.

00:21:25.923 --> 00:21:27.124
And he says the customer

00:21:27.163 --> 00:21:28.964
service has improved where

00:21:28.984 --> 00:21:30.045
his percentage of arrival

00:21:30.105 --> 00:21:31.986
has increased because this

00:21:32.006 --> 00:21:33.205
is life changing money.

00:21:33.586 --> 00:21:35.747
Jimmy, when someone picks up the phone,

00:21:35.886 --> 00:21:37.048
when they, you know, when you walk in,

00:21:37.067 --> 00:21:38.167
it's a screen you worry about,

00:21:38.268 --> 00:21:39.449
especially older patients

00:21:39.489 --> 00:21:41.709
in rural communities being like, what?

00:21:42.430 --> 00:21:43.470
But like, first of all,

00:21:43.490 --> 00:21:45.530
all of them have perfect English.

00:21:46.194 --> 00:21:48.115
And I have a whole guarantee around that.

00:21:48.156 --> 00:21:48.916
So when they walk in and

00:21:48.936 --> 00:21:50.038
there's someone whose life

00:21:50.698 --> 00:21:51.939
is being pulled out of

00:21:52.019 --> 00:21:53.400
poverty because of that job.

00:21:54.520 --> 00:21:55.521
When that screen turns on,

00:21:55.821 --> 00:21:57.163
how do you think they show up?

00:21:57.182 --> 00:21:58.944
They are ready to go.

00:21:59.625 --> 00:22:01.987
Jimmy, they are like, oh, hi, Mrs. Smith.

00:22:02.027 --> 00:22:03.248
It's so good to see you again.

00:22:03.268 --> 00:22:04.288
How's life treating you today?

00:22:04.409 --> 00:22:04.808
Anyway,

00:22:04.909 --> 00:22:07.211
they're just so passionate that it

00:22:07.230 --> 00:22:09.192
makes up for any of the perceived loss.

00:22:10.153 --> 00:22:10.913
But that's not the thing I'm

00:22:10.933 --> 00:22:12.214
trying to pitch here.

00:22:12.315 --> 00:22:13.796
It's just the possibility of

00:22:14.655 --> 00:22:15.497
All of my clients,

00:22:16.176 --> 00:22:17.137
almost all of my clients

00:22:17.198 --> 00:22:20.161
start with a non-patient

00:22:20.201 --> 00:22:22.982
facing role like insurance verification,

00:22:23.042 --> 00:22:24.443
medical billing authorization.

00:22:25.464 --> 00:22:26.586
And that's really where this started.

00:22:26.645 --> 00:22:27.846
I was finding people

00:22:27.886 --> 00:22:29.428
overseas for my billing company.

00:22:29.828 --> 00:22:30.709
I thought I'd never hire

00:22:30.750 --> 00:22:31.630
overseas because that's the

00:22:31.650 --> 00:22:32.490
kiss of death for billing

00:22:32.530 --> 00:22:34.772
companies is that they outsource overseas,

00:22:34.813 --> 00:22:35.053
right?

00:22:35.653 --> 00:22:38.175
But I realized it's not the people,

00:22:38.816 --> 00:22:39.596
it's the companies that

00:22:39.616 --> 00:22:40.538
just are trying to do this

00:22:40.617 --> 00:22:41.558
mass profit thing.

00:22:42.546 --> 00:22:43.586
Recruiting is my favorite

00:22:43.606 --> 00:22:44.768
skill that I love.

00:22:44.807 --> 00:22:45.648
So I said, well,

00:22:45.669 --> 00:22:46.710
let's just set it up for my

00:22:46.829 --> 00:22:47.470
own companies.

00:22:47.490 --> 00:22:48.730
And after hiring over fifty

00:22:48.770 --> 00:22:49.692
people directly,

00:22:50.291 --> 00:22:51.773
people started asking me to do it.

00:22:52.755 --> 00:22:55.217
And I was like, no, I'm too busy.

00:22:55.257 --> 00:22:56.438
I've got three other companies.

00:22:56.637 --> 00:22:57.959
And they said, please, we'll pay you.

00:22:58.298 --> 00:23:00.161
Yeah, I like money.

00:23:00.800 --> 00:23:00.980
Well,

00:23:01.362 --> 00:23:02.603
it's more the idea that people were

00:23:02.643 --> 00:23:03.784
desperate for that support

00:23:03.923 --> 00:23:04.624
to the point where no one's

00:23:04.644 --> 00:23:05.305
ever asked me.

00:23:05.565 --> 00:23:06.885
And I just so I piloted it.

00:23:07.066 --> 00:23:08.788
And literally people who coached with me.

00:23:09.640 --> 00:23:10.599
are in my billing company

00:23:10.619 --> 00:23:11.641
said will this is the best

00:23:11.681 --> 00:23:12.401
thing you've ever done for

00:23:12.461 --> 00:23:13.961
us because you're out there

00:23:13.980 --> 00:23:14.741
and you just find these

00:23:14.761 --> 00:23:16.701
amazing people I just bring

00:23:16.721 --> 00:23:18.123
them in and they say their

00:23:18.163 --> 00:23:19.083
favorite thing isn't the

00:23:19.123 --> 00:23:20.923
money savings it's the fact

00:23:20.963 --> 00:23:22.003
that all of their american

00:23:22.044 --> 00:23:23.825
employees work harder when

00:23:23.865 --> 00:23:26.085
these filipinos show up and

00:23:26.105 --> 00:23:28.165
they are like so bent on

00:23:28.185 --> 00:23:30.086
doing the best job possible

00:23:30.146 --> 00:23:31.146
and they every day thank

00:23:31.186 --> 00:23:32.166
you for for today's or

00:23:32.186 --> 00:23:32.968
anything else that you need

00:23:32.988 --> 00:23:34.188
from me before I go right

00:23:35.068 --> 00:23:35.970
So that's what it is.

00:23:36.069 --> 00:23:37.450
So we have all sorts of roles.

00:23:37.509 --> 00:23:39.070
Here's how people get rolling with us.

00:23:39.171 --> 00:23:40.992
If they're like even a little bit curious,

00:23:41.532 --> 00:23:42.753
we get on a discovery call.

00:23:43.134 --> 00:23:43.894
We find out if their

00:23:43.933 --> 00:23:46.036
situation is appropriate for a VA.

00:23:46.096 --> 00:23:46.816
Not everyone is.

00:23:46.955 --> 00:23:48.477
And we're really big on not

00:23:48.557 --> 00:23:50.298
selling it if it's not a fit.

00:23:50.678 --> 00:23:51.759
No, it's not worth it.

00:23:52.179 --> 00:23:52.920
It's not worth it.

00:23:53.160 --> 00:23:54.180
We're trying to bring people

00:23:54.200 --> 00:23:55.601
out of poverty, not create confusion.

00:23:55.881 --> 00:23:56.622
And when we get,

00:23:57.561 --> 00:23:58.502
when we get someone on the call,

00:23:59.586 --> 00:24:00.705
If we find a good fit,

00:24:00.726 --> 00:24:01.747
we'll usually find the

00:24:01.826 --> 00:24:02.987
first hire to make it

00:24:03.047 --> 00:24:03.886
really easy for them.

00:24:03.926 --> 00:24:05.866
And once they learn how to

00:24:05.906 --> 00:24:06.606
work with a virtual

00:24:06.646 --> 00:24:07.867
assistant and we give them

00:24:07.907 --> 00:24:09.807
all the tools they need to learn that,

00:24:10.048 --> 00:24:11.087
and we give them support.

00:24:12.088 --> 00:24:12.729
Once they learn,

00:24:13.048 --> 00:24:15.009
that's our fastest growing client.

00:24:15.028 --> 00:24:16.088
The way we're growing is

00:24:16.108 --> 00:24:17.289
someone who has one VA who

00:24:17.329 --> 00:24:18.130
goes to like five.

00:24:18.690 --> 00:24:18.869
Right.

00:24:18.890 --> 00:24:19.809
They just immediately,

00:24:19.829 --> 00:24:21.089
they start every time that

00:24:21.109 --> 00:24:22.471
front desk quits, they're like, oh,

00:24:22.490 --> 00:24:22.851
no worries.

00:24:22.990 --> 00:24:24.391
I'll call virtual rockstar.

00:24:25.342 --> 00:24:26.342
And with it, we can replace,

00:24:26.402 --> 00:24:27.502
we can get someone in there

00:24:27.522 --> 00:24:28.843
in less than five days.

00:24:29.103 --> 00:24:31.083
Just five business days, just super fast.

00:24:31.482 --> 00:24:32.663
The big opportunities are

00:24:32.723 --> 00:24:34.683
where the biggest fear is, right?

00:24:34.824 --> 00:24:36.325
Well, there's probably a lot of,

00:24:36.404 --> 00:24:37.684
I probably have so much

00:24:37.845 --> 00:24:38.585
onboarding and yeah,

00:24:38.605 --> 00:24:39.944
and that's where Wilkoms is like, right.

00:24:40.065 --> 00:24:40.766
I figured it out.

00:24:40.986 --> 00:24:42.066
I'm going to take that where

00:24:42.105 --> 00:24:43.165
you are and where you want to go.

00:24:43.465 --> 00:24:44.006
I have the bridge.

00:24:44.165 --> 00:24:44.786
It's smooth.

00:24:44.866 --> 00:24:45.366
It's flat.

00:24:45.426 --> 00:24:45.967
I've done it before.

00:24:46.007 --> 00:24:47.586
Relax.

00:24:47.626 --> 00:24:48.826
Yeah, it's so true.

00:24:48.946 --> 00:24:49.807
And again, I just,

00:24:49.887 --> 00:24:51.147
I think I was so surprised.

00:24:52.058 --> 00:24:52.838
that we've grown so fast.

00:24:52.859 --> 00:24:54.601
We literally, in the last year and a half,

00:24:54.621 --> 00:24:55.500
we brought on over a

00:24:55.580 --> 00:24:57.762
hundred practices across the country,

00:24:57.782 --> 00:24:59.123
and we're now rapidly

00:24:59.163 --> 00:25:01.184
expanding outside of physical therapy.

00:25:01.204 --> 00:25:02.384
We have orthopedic surgeons,

00:25:02.444 --> 00:25:04.166
we have dental offices.

00:25:04.307 --> 00:25:07.929
I'm hyper-focused just in outpatient care,

00:25:08.348 --> 00:25:09.230
but I'll take,

00:25:09.269 --> 00:25:10.651
if someone's an inpatient environment,

00:25:10.711 --> 00:25:11.171
I can help

00:25:12.390 --> 00:25:14.490
like our bread and butter is

00:25:14.791 --> 00:25:16.412
specifically physical

00:25:16.432 --> 00:25:18.353
therapy outpatient clinics

00:25:18.413 --> 00:25:20.273
we can we can do so much

00:25:20.294 --> 00:25:21.615
with that space and so yeah

00:25:21.634 --> 00:25:22.996
it's been great because the

00:25:23.115 --> 00:25:24.257
filipinos will cry when

00:25:24.277 --> 00:25:26.076
they get the job you know

00:25:26.218 --> 00:25:27.157
we're years into this

00:25:27.198 --> 00:25:28.858
business now and we have a

00:25:28.939 --> 00:25:29.739
ninety eight percent

00:25:29.778 --> 00:25:31.299
retention very few people

00:25:31.359 --> 00:25:32.381
leave not just the virtual

00:25:32.401 --> 00:25:33.201
assistants but the

00:25:33.221 --> 00:25:34.301
companies very few leave

00:25:35.122 --> 00:25:36.682
and to me it's I've

00:25:37.087 --> 00:25:37.868
I call it like this,

00:25:37.969 --> 00:25:39.289
not since becoming a PT

00:25:39.309 --> 00:25:40.971
have I done something that

00:25:40.990 --> 00:25:42.352
has touched my life this way.

00:25:42.913 --> 00:25:43.512
Yeah.

00:25:43.573 --> 00:25:44.114
It's a gift.

00:25:44.173 --> 00:25:45.674
And here's the biggest thing I'll end on.

00:25:46.135 --> 00:25:47.016
I'm just the virtual

00:25:47.056 --> 00:25:50.278
assistant thing is that we

00:25:50.318 --> 00:25:51.640
decided when we started this company,

00:25:51.660 --> 00:25:52.760
we were going to flip the

00:25:52.800 --> 00:25:53.701
script on how these

00:25:53.741 --> 00:25:54.823
companies operate because

00:25:55.083 --> 00:25:56.544
usually they're going and

00:25:56.564 --> 00:25:57.164
getting people in the

00:25:57.184 --> 00:25:57.984
Philippines for one to

00:25:58.005 --> 00:25:59.586
three dollars an hour and

00:25:59.606 --> 00:26:00.666
then they're charging eight to ten.

00:26:01.909 --> 00:26:03.210
We are paying our Filipinos

00:26:03.269 --> 00:26:05.751
between seven and ten dollars an hour

00:26:06.758 --> 00:26:07.838
And our charge is twelve.

00:26:09.421 --> 00:26:12.463
We run fifteen to twenty percent margins.

00:26:12.845 --> 00:26:13.865
I'm very transparent because

00:26:14.006 --> 00:26:15.708
any time I can give back to the Filipino,

00:26:15.768 --> 00:26:16.107
I can.

00:26:16.147 --> 00:26:17.549
So when we hire,

00:26:18.830 --> 00:26:19.991
this is truly life changing

00:26:20.032 --> 00:26:20.532
money for them.

00:26:21.653 --> 00:26:23.973
Filipino makes in the

00:26:23.993 --> 00:26:24.854
Philippines less than a

00:26:24.894 --> 00:26:26.555
dollar per hour on average.

00:26:26.674 --> 00:26:27.796
So when you walk in with twelve,

00:26:27.816 --> 00:26:28.756
they lose their mind.

00:26:29.296 --> 00:26:30.436
Yeah, they actually have a life.

00:26:30.676 --> 00:26:31.557
And ninety five percent of

00:26:31.616 --> 00:26:32.798
our employees are single

00:26:32.837 --> 00:26:34.458
mothers who have lots of

00:26:34.478 --> 00:26:35.419
family support to support

00:26:35.439 --> 00:26:36.618
their kids who work your

00:26:36.679 --> 00:26:38.119
hours when you want them to,

00:26:38.200 --> 00:26:40.101
who show up and cry because

00:26:40.121 --> 00:26:41.000
they can still be there in

00:26:41.020 --> 00:26:41.701
the morning to send their

00:26:41.721 --> 00:26:43.102
kids off to school and then

00:26:43.122 --> 00:26:43.922
they sleep while their kids

00:26:43.942 --> 00:26:45.303
are at school and then they

00:26:45.323 --> 00:26:46.242
take their kids back and

00:26:46.262 --> 00:26:47.443
are with them and tuck them into bed.

00:26:47.483 --> 00:26:48.284
Then they go to work.

00:26:48.884 --> 00:26:50.065
And when they go to work,

00:26:51.031 --> 00:26:51.832
our relationship with the

00:26:51.852 --> 00:26:53.692
employers and the employees

00:26:53.813 --> 00:26:54.452
is some of the most

00:26:54.492 --> 00:26:55.573
touching things I've seen.

00:26:55.613 --> 00:26:56.053
It's, it's,

00:26:56.272 --> 00:26:57.913
it's akin to like being a mentor.

00:26:58.512 --> 00:26:59.334
It's just beautiful.

00:26:59.894 --> 00:27:00.433
Wow.

00:27:00.993 --> 00:27:02.693
So where are you on the, on the,

00:27:02.834 --> 00:27:03.693
on the journey to four

00:27:03.733 --> 00:27:04.894
thousand four hundred forty four,

00:27:04.934 --> 00:27:05.674
like ballpark it?

00:27:06.214 --> 00:27:07.055
We're about two hundred

00:27:07.075 --> 00:27:08.315
virtual assistants in right now.

00:27:08.795 --> 00:27:09.355
So, I mean,

00:27:10.375 --> 00:27:11.596
four thousand four hundred forty,

00:27:11.635 --> 00:27:13.195
is there a, is there a special, is, is,

00:27:13.556 --> 00:27:14.736
is quad, is quad four, is that,

00:27:14.816 --> 00:27:15.155
what's the,

00:27:15.256 --> 00:27:16.056
is there something special

00:27:16.096 --> 00:27:16.876
there that I'm not seeing?

00:27:16.916 --> 00:27:17.196
Is there?

00:27:17.217 --> 00:27:19.336
Yeah, I, I wanted to make an, uh,

00:27:19.732 --> 00:27:20.814
I wanted to do something big.

00:27:20.834 --> 00:27:21.653
I've been wanting to do

00:27:21.693 --> 00:27:22.894
something big for a long time.

00:27:23.454 --> 00:27:23.815
What's that?

00:27:24.075 --> 00:27:24.815
It's not a small number.

00:27:25.015 --> 00:27:26.036
It's a large number.

00:27:26.056 --> 00:27:27.355
I wanted to make a dink in

00:27:27.375 --> 00:27:28.696
the world the way that Apple does.

00:27:28.737 --> 00:27:29.616
I wanted to do something

00:27:29.636 --> 00:27:30.577
that was so significant,

00:27:30.597 --> 00:27:31.758
but I wanted to be in healthcare.

00:27:31.817 --> 00:27:33.179
Jimmy, here's the actual vision.

00:27:33.278 --> 00:27:33.979
The reason that's so

00:27:34.019 --> 00:27:35.599
important is that four

00:27:35.640 --> 00:27:36.480
thousand four hundred and

00:27:36.500 --> 00:27:37.240
forty four virtual

00:27:37.280 --> 00:27:38.921
assistants will mean that I

00:27:39.000 --> 00:27:40.642
have around a thousand to

00:27:40.682 --> 00:27:42.883
two thousand entrepreneurs

00:27:42.923 --> 00:27:43.522
working with me.

00:27:44.263 --> 00:27:45.104
If I have one to two

00:27:45.144 --> 00:27:47.464
thousand entrepreneurs working with me,

00:27:48.176 --> 00:27:49.178
I want to take that group

00:27:49.577 --> 00:27:50.657
and start to take,

00:27:50.939 --> 00:27:51.759
with all that money and

00:27:51.798 --> 00:27:52.659
freedom that they have,

00:27:53.140 --> 00:27:54.299
I want to start changing healthcare.

00:27:55.221 --> 00:27:57.662
I want to start creating a movement.

00:27:57.682 --> 00:28:00.222
I'm trying to do it now, but again,

00:28:00.523 --> 00:28:01.644
we're so limited with where we are.

00:28:01.683 --> 00:28:02.244
I want a group,

00:28:02.404 --> 00:28:03.164
that's the whole point of

00:28:03.184 --> 00:28:04.145
Virtual Rockstar is to take

00:28:04.165 --> 00:28:04.925
them out of poverty,

00:28:05.586 --> 00:28:06.727
free up these entrepreneurs

00:28:06.747 --> 00:28:07.446
with time and money.

00:28:07.767 --> 00:28:08.127
Right.

00:28:08.208 --> 00:28:09.969
And together figure out how

00:28:10.009 --> 00:28:12.509
we are going to change regulations,

00:28:13.029 --> 00:28:14.191
fight insurance companies.

00:28:14.940 --> 00:28:15.580
Because at that point,

00:28:15.601 --> 00:28:16.362
we'll have enough time and

00:28:16.403 --> 00:28:16.983
money to do so.

00:28:17.605 --> 00:28:18.767
So what are some of the things,

00:28:18.807 --> 00:28:20.589
talk about the outcome outcome.

00:28:21.751 --> 00:28:23.875
If you're an owner who is like, eh,

00:28:24.096 --> 00:28:25.659
and then you're like, okay, I'll try it.

00:28:25.759 --> 00:28:26.240
Now you have,

00:28:26.641 --> 00:28:27.301
what do they do with their

00:28:27.342 --> 00:28:27.761
time and money?

00:28:29.028 --> 00:28:29.469
What do you mean?

00:28:29.489 --> 00:28:30.230
Like what they're doing now?

00:28:30.250 --> 00:28:30.289
Oh,

00:28:30.549 --> 00:28:31.731
what do they do when they have extra

00:28:31.771 --> 00:28:32.051
time?

00:28:32.112 --> 00:28:33.334
Are they hiring more clinicians?

00:28:33.354 --> 00:28:34.575
Are they opening more locations?

00:28:34.615 --> 00:28:35.517
Are they just, you know,

00:28:35.537 --> 00:28:36.778
we're just paying people more?

00:28:36.817 --> 00:28:38.019
Like what do they get to do

00:28:38.079 --> 00:28:39.541
now that they're like, oh shoot,

00:28:40.222 --> 00:28:42.005
the downstream is like more money, less,

00:28:42.244 --> 00:28:43.227
more money, more time.

00:28:43.646 --> 00:28:44.587
What are they doing with it?

00:28:45.328 --> 00:28:46.450
You know what's so funny, Jimmy?

00:28:46.549 --> 00:28:48.631
I've actually had so many

00:28:48.671 --> 00:28:50.112
times people who are like,

00:28:50.413 --> 00:28:51.212
you asked me that.

00:28:51.272 --> 00:28:52.013
What am I supposed to do now?

00:28:52.034 --> 00:28:52.834
What am I supposed to do?

00:28:53.253 --> 00:28:53.414
Like,

00:28:53.434 --> 00:28:54.875
I've got all this time on my hands

00:28:55.115 --> 00:28:55.955
and we're making more money

00:28:55.976 --> 00:28:56.477
than we've made.

00:28:56.517 --> 00:28:57.797
What am I supposed to do with my time?

00:28:57.876 --> 00:28:59.818
And I just laugh because it

00:28:59.858 --> 00:29:00.959
sounds like I'm lying.

00:29:01.200 --> 00:29:01.779
Like, you know,

00:29:02.359 --> 00:29:03.240
that literally I've

00:29:03.381 --> 00:29:04.261
answered this question

00:29:04.342 --> 00:29:05.521
dozens and dozens of times.

00:29:05.942 --> 00:29:07.144
The short answer is depends

00:29:07.183 --> 00:29:07.683
on your vision.

00:29:08.928 --> 00:29:12.669
But an easy answer is to be

00:29:12.709 --> 00:29:14.409
the leader you were born to be by.

00:29:14.449 --> 00:29:15.309
And that's not just an

00:29:15.349 --> 00:29:16.329
inspirational thing.

00:29:17.589 --> 00:29:18.549
We don't even know when

00:29:18.569 --> 00:29:19.590
we're so busy in our

00:29:19.631 --> 00:29:21.830
businesses that our job is

00:29:21.871 --> 00:29:22.932
to hold the culture and the

00:29:22.971 --> 00:29:23.832
vision of the company.

00:29:24.571 --> 00:29:25.811
So when we have time on our

00:29:25.852 --> 00:29:27.752
hands and we're feeling

00:29:27.772 --> 00:29:28.512
like we're taking care of

00:29:28.553 --> 00:29:29.633
our bodies and ourselves

00:29:29.673 --> 00:29:30.472
and we're finally taking

00:29:30.492 --> 00:29:31.413
care of our families in a

00:29:31.433 --> 00:29:31.933
way where we're not

00:29:31.993 --> 00:29:33.233
spreading ourselves so thin

00:29:33.253 --> 00:29:34.193
that we're just passing out

00:29:34.273 --> 00:29:35.295
over and over again at night,

00:29:35.875 --> 00:29:37.255
that we actually have time to breathe.

00:29:37.980 --> 00:29:38.540
Then it's like,

00:29:38.902 --> 00:29:40.843
use that time to dream and

00:29:40.883 --> 00:29:42.943
envision the future and to

00:29:43.023 --> 00:29:44.845
build what is meant to be built.

00:29:44.884 --> 00:29:46.346
And if you don't know what that is,

00:29:46.645 --> 00:29:48.646
then join me and you, Jimmy,

00:29:49.186 --> 00:29:50.327
on making a movement in the

00:29:50.367 --> 00:29:51.769
physical therapy space and

00:29:51.848 --> 00:29:52.848
fight insurance companies.

00:29:53.589 --> 00:29:55.109
That's the whole thing is if

00:29:55.170 --> 00:29:56.371
people don't know what to do,

00:29:57.051 --> 00:29:57.711
that's the thing I'm

00:29:57.751 --> 00:29:58.471
building with their time

00:29:58.491 --> 00:29:59.472
and money is a purpose.

00:29:59.972 --> 00:30:00.693
But for some people,

00:30:00.733 --> 00:30:01.574
I've had people literally

00:30:01.614 --> 00:30:02.374
tell me that they just

00:30:02.394 --> 00:30:03.775
became really involved in

00:30:03.815 --> 00:30:05.016
coaching their kids' football teams.

00:30:05.625 --> 00:30:06.626
I've had other people tell

00:30:06.666 --> 00:30:07.929
me that they've taken up hobbies.

00:30:07.949 --> 00:30:09.170
Other people travel the world.

00:30:09.230 --> 00:30:10.070
I try to get all of my

00:30:10.111 --> 00:30:11.732
clients to take a month off

00:30:11.834 --> 00:30:13.796
every year and travel the world.

00:30:13.836 --> 00:30:14.016
If they,

00:30:14.195 --> 00:30:17.279
if that's because I know it sounds,

00:30:17.359 --> 00:30:18.701
it sounds like, you know, that's,

00:30:18.842 --> 00:30:19.843
that's like wasteful.

00:30:19.923 --> 00:30:20.064
It's,

00:30:20.163 --> 00:30:21.726
it's not people come back from those

00:30:21.786 --> 00:30:22.807
months with the most

00:30:23.863 --> 00:30:24.182
Look,

00:30:24.202 --> 00:30:25.663
physical therapy owners in particular

00:30:25.743 --> 00:30:27.065
are the best people on the planet.

00:30:27.085 --> 00:30:29.007
They're so full of charity.

00:30:29.527 --> 00:30:30.467
You give them some time to

00:30:30.508 --> 00:30:31.667
breathe and some money,

00:30:32.108 --> 00:30:32.709
they're going to come back

00:30:32.749 --> 00:30:34.170
with some life-changing ideas.

00:30:34.190 --> 00:30:34.970
Ideas, energy.

00:30:35.330 --> 00:30:37.071
Well, they make it mandatory in Europe.

00:30:39.538 --> 00:30:40.599
They make you leave.

00:30:40.680 --> 00:30:41.881
Do not come to work.

00:30:42.521 --> 00:30:45.223
They do it in a lot of places in academics,

00:30:45.263 --> 00:30:45.384
right?

00:30:45.403 --> 00:30:46.765
Well, they give the option sabbatical,

00:30:46.825 --> 00:30:47.105
right?

00:30:47.605 --> 00:30:48.527
Because they understand,

00:30:48.547 --> 00:30:49.307
they've researched it.

00:30:49.326 --> 00:30:50.147
When they come back,

00:30:50.167 --> 00:30:51.128
when that person comes back,

00:30:51.409 --> 00:30:52.609
they're actually more than.

00:30:52.630 --> 00:30:53.391
Yes.

00:30:53.451 --> 00:30:55.092
Just grinding people like

00:30:55.332 --> 00:30:57.673
old brake pads does not

00:30:57.753 --> 00:30:59.395
actually get the most out of that person.

00:30:59.455 --> 00:31:00.896
No, our American culture is so bad.

00:31:01.737 --> 00:31:03.259
In physical therapy, we get it the worst.

00:31:03.278 --> 00:31:04.299
When I sold my practice,

00:31:04.339 --> 00:31:05.240
I'll never forget one of my

00:31:05.279 --> 00:31:05.921
coaches saying,

00:31:06.732 --> 00:31:07.053
listen,

00:31:07.574 --> 00:31:09.055
that is probably the hardest

00:31:09.095 --> 00:31:10.836
industry I've ever, ever coached him.

00:31:11.196 --> 00:31:11.836
And this was a guy who's

00:31:11.856 --> 00:31:13.659
been in every industry and it's true.

00:31:13.679 --> 00:31:14.398
So if you're listening to

00:31:14.419 --> 00:31:15.480
this and you're a leader or

00:31:15.559 --> 00:31:17.201
an owner and you're even

00:31:17.402 --> 00:31:18.482
somewhat profitable,

00:31:19.182 --> 00:31:21.144
you are way better and more

00:31:21.184 --> 00:31:22.086
powerful as a leader than

00:31:22.165 --> 00:31:22.905
you can imagine.

00:31:22.925 --> 00:31:23.626
Cause I will tell you as

00:31:23.646 --> 00:31:24.386
someone who sold his

00:31:24.406 --> 00:31:25.888
practice and started for others,

00:31:26.588 --> 00:31:27.390
every other company I've

00:31:27.410 --> 00:31:28.971
started is exponentially easier.

00:31:29.310 --> 00:31:30.551
It's just, it's a grind.

00:31:30.792 --> 00:31:31.012
And that's,

00:31:31.153 --> 00:31:32.173
that's why I want to give back.

00:31:32.213 --> 00:31:32.493
It's like,

00:31:33.153 --> 00:31:33.894
Hey,

00:31:34.034 --> 00:31:35.414
I believe that I'm a product of

00:31:35.714 --> 00:31:37.335
fortune and blessings from heaven,

00:31:37.555 --> 00:31:37.994
literally.

00:31:38.634 --> 00:31:40.695
I am not that smart organically.

00:31:41.135 --> 00:31:43.836
I just believe if I had that opportunity,

00:31:43.896 --> 00:31:44.757
my job is to make sure

00:31:44.777 --> 00:31:45.656
everyone else can get freed up.

00:31:46.178 --> 00:31:47.557
So hit me with just more

00:31:47.597 --> 00:31:48.597
like things that you

00:31:48.678 --> 00:31:50.259
wouldn't expect a virtual

00:31:50.298 --> 00:31:51.778
assistant to be able to handle.

00:31:52.538 --> 00:31:53.400
Yeah.

00:31:53.440 --> 00:31:54.019
Like number one,

00:31:54.099 --> 00:31:56.119
the front desk on a screen, I was like,

00:31:57.039 --> 00:31:59.601
wow, I think I'm pretty forward thinking.

00:31:59.621 --> 00:32:00.201
I don't know that I would

00:32:00.221 --> 00:32:01.461
have been bold enough to say, yeah,

00:32:01.481 --> 00:32:02.021
we're gonna do that.

00:32:02.761 --> 00:32:03.803
five years ago or excuse me

00:32:03.823 --> 00:32:04.463
ten years ago in my

00:32:04.503 --> 00:32:05.263
practice I would have

00:32:05.284 --> 00:32:06.224
laughed at you yeah there's

00:32:06.265 --> 00:32:07.946
no it wasn't there yet yeah

00:32:07.987 --> 00:32:11.108
no it's it is literally in

00:32:11.128 --> 00:32:12.190
by the end of this decade

00:32:12.550 --> 00:32:13.471
everyone's going to have a

00:32:13.530 --> 00:32:14.392
screen at the front and it

00:32:14.412 --> 00:32:15.913
will either be AI or it

00:32:15.932 --> 00:32:17.355
will be a virtual assistant

00:32:17.714 --> 00:32:18.816
right a hundred percent I

00:32:18.836 --> 00:32:19.536
know that sounds insane

00:32:19.556 --> 00:32:20.356
it's like because you know

00:32:20.676 --> 00:32:21.538
again I was in a rural

00:32:21.999 --> 00:32:23.539
Republican community in Arizona

00:32:24.198 --> 00:32:25.159
And there was like old,

00:32:25.338 --> 00:32:26.038
older people's like,

00:32:26.058 --> 00:32:27.539
there's no way we're it's,

00:32:27.720 --> 00:32:28.380
it's the whole self

00:32:28.400 --> 00:32:29.901
checkout aisle of the grocery store.

00:32:30.621 --> 00:32:32.122
You never like prefer that,

00:32:32.142 --> 00:32:33.682
but it's the studies and

00:32:33.702 --> 00:32:35.064
the trends are so past.

00:32:35.144 --> 00:32:35.443
Like, here's,

00:32:35.463 --> 00:32:37.164
what's funny outside of healthcare.

00:32:37.285 --> 00:32:38.845
This is so far down the road.

00:32:39.026 --> 00:32:41.086
Every time I go to a business conference,

00:32:41.586 --> 00:32:42.626
that's not healthcare.

00:32:43.067 --> 00:32:44.067
Everyone already has it as a

00:32:44.087 --> 00:32:44.788
virtual assistant.

00:32:45.288 --> 00:32:45.929
So the thing that would

00:32:45.949 --> 00:32:47.750
shock you in the operation of a business

00:32:49.257 --> 00:32:49.856
bookkeeping.

00:32:50.057 --> 00:32:51.798
People have all their books run by VAs.

00:32:52.438 --> 00:32:53.598
They have all of their

00:32:53.759 --> 00:32:55.179
payroll being run by VAs.

00:32:55.219 --> 00:32:56.599
They have anything administrative.

00:32:58.279 --> 00:32:59.320
The bigger shocker I think

00:32:59.340 --> 00:33:00.381
that people don't realize

00:33:00.941 --> 00:33:03.281
is the whole personal assistant.

00:33:03.501 --> 00:33:05.323
Because for a virtual

00:33:05.343 --> 00:33:08.683
assistant to run your money, your email,

00:33:08.723 --> 00:33:10.164
and your calendar seems

00:33:10.184 --> 00:33:11.065
like you would never do

00:33:11.105 --> 00:33:11.884
that with someone overseas.

00:33:11.904 --> 00:33:13.605
That seems like a big distrust.

00:33:13.625 --> 00:33:14.445
And that's why we have some

00:33:14.486 --> 00:33:15.425
guarantees in our company

00:33:15.445 --> 00:33:15.967
to prevent that.

00:33:15.987 --> 00:33:17.146
But it's one of those things where

00:33:18.068 --> 00:33:19.951
giving your life to a VA,

00:33:20.411 --> 00:33:22.291
literally your email, your calendar.

00:33:23.093 --> 00:33:24.614
I am not allowed to touch my calendar.

00:33:25.734 --> 00:33:28.217
She set this meeting up as me with you.

00:33:28.758 --> 00:33:30.298
And I got debriefed on it

00:33:30.538 --> 00:33:31.839
over the weekend with an email like, hey,

00:33:31.859 --> 00:33:33.280
this is what you got coming up Monday.

00:33:33.721 --> 00:33:34.781
And so it's just been

00:33:35.843 --> 00:33:38.625
freeing in a way that's indescribable.

00:33:38.665 --> 00:33:41.067
But yeah, social media is a big one.

00:33:41.228 --> 00:33:42.828
I have a podcast as well.

00:33:42.888 --> 00:33:43.769
I've got a social media.

00:33:44.269 --> 00:33:45.290
It's the entire thing is

00:33:45.310 --> 00:33:46.531
being run by virtual assistants.

00:33:47.269 --> 00:33:48.211
I've got a team of people

00:33:48.250 --> 00:33:48.852
who are doing it in the

00:33:48.872 --> 00:33:49.893
Philippines that work just

00:33:49.913 --> 00:33:52.676
for me full-time, and they are brilliant.

00:33:52.916 --> 00:33:54.398
I've got a full-time website

00:33:54.439 --> 00:33:55.819
developer I have on my team,

00:33:55.839 --> 00:33:57.021
a full-time videographer I

00:33:57.041 --> 00:33:57.843
have on my team.

00:33:59.244 --> 00:34:00.086
Once you get into it,

00:34:00.105 --> 00:34:01.007
you unlock what it's...

00:34:01.027 --> 00:34:02.288
Because it isn't hard, Jimmy,

00:34:02.307 --> 00:34:03.189
but it is a different

00:34:03.229 --> 00:34:04.830
muscle to work with an overseas employee,

00:34:04.871 --> 00:34:05.392
and that's what we

00:34:05.451 --> 00:34:06.733
specialize in helping people do.

00:34:07.317 --> 00:34:07.518
Right.

00:34:07.617 --> 00:34:08.197
Well that, yeah,

00:34:08.217 --> 00:34:09.277
I imagine you're sitting

00:34:09.297 --> 00:34:10.498
around going like, yes.

00:34:10.639 --> 00:34:11.798
And like, well, hold on a second.

00:34:11.818 --> 00:34:12.579
If we can do this,

00:34:12.639 --> 00:34:13.619
why couldn't we do this and this?

00:34:13.639 --> 00:34:14.599
And you're like, we can.

00:34:14.739 --> 00:34:15.280
Okay, great.

00:34:15.300 --> 00:34:15.980
Let's test it out.

00:34:16.400 --> 00:34:16.699
Yes.

00:34:16.840 --> 00:34:17.599
It feeds on itself.

00:34:17.619 --> 00:34:18.740
Like if you take a little

00:34:18.800 --> 00:34:19.800
extra work to work with

00:34:19.820 --> 00:34:20.960
your first virtual assistant,

00:34:20.981 --> 00:34:22.601
we help you define the best role.

00:34:22.681 --> 00:34:23.802
If you're not sure what that looks like,

00:34:23.822 --> 00:34:24.702
we have like a menu of

00:34:24.722 --> 00:34:25.722
skills that you pick and we

00:34:25.762 --> 00:34:26.643
find the best person.

00:34:27.422 --> 00:34:28.463
And then what we're the best

00:34:28.643 --> 00:34:30.382
at is finding those people.

00:34:30.443 --> 00:34:31.643
So once you get that person

00:34:31.824 --> 00:34:32.684
and they're on your team,

00:34:33.324 --> 00:34:34.106
All of a sudden you've

00:34:34.146 --> 00:34:34.945
learned how to do it and

00:34:34.965 --> 00:34:35.606
now you've got some more

00:34:35.646 --> 00:34:37.266
time and a little extra money.

00:34:37.347 --> 00:34:39.248
So then you go, okay.

00:34:39.289 --> 00:34:40.108
What else can I be doing?

00:34:40.128 --> 00:34:40.690
What else can I do?

00:34:40.730 --> 00:34:42.090
And then it starts, that's how it grows.

00:34:42.110 --> 00:34:43.710
Do you know who Alex Ramosi is by the way?

00:34:43.731 --> 00:34:44.411
Oh yeah.

00:34:44.512 --> 00:34:45.291
Yeah.

00:34:45.311 --> 00:34:47.454
So I was with him last weekend.

00:34:48.094 --> 00:34:48.514
You're hanging out.

00:34:49.175 --> 00:34:50.315
Did he wear the nasal strip?

00:34:50.715 --> 00:34:51.155
The whole time.

00:34:51.496 --> 00:34:53.478
He's always wearing that breathing thing.

00:34:53.657 --> 00:34:54.077
The whole time.

00:34:54.536 --> 00:34:56.518
And it was powerful because, uh,

00:34:56.539 --> 00:34:57.300
I got a chance to coach

00:34:57.320 --> 00:35:01.204
with him for a while and he was just like,

00:35:01.485 --> 00:35:03.067
yeah, man, this is, this is,

00:35:03.086 --> 00:35:04.889
this is the future for healthcare.

00:35:05.068 --> 00:35:06.231
He's like, um,

00:35:06.860 --> 00:35:08.081
He's like in our team alone,

00:35:08.420 --> 00:35:10.583
we have them doing cold outreach.

00:35:10.623 --> 00:35:11.083
Like he's like,

00:35:11.123 --> 00:35:12.023
he just went through the

00:35:12.043 --> 00:35:13.085
vision of what he's been

00:35:13.105 --> 00:35:13.646
building on with the

00:35:13.686 --> 00:35:16.148
virtual assistant space for a while now.

00:35:16.847 --> 00:35:18.028
So yeah, it's pretty weird.

00:35:18.570 --> 00:35:19.871
If someone's thirty six

00:35:19.911 --> 00:35:20.992
minutes into this podcast

00:35:21.012 --> 00:35:22.532
and they're like, fine, take like,

00:35:22.592 --> 00:35:23.954
what do I do?

00:35:23.994 --> 00:35:24.934
What's the baby step?

00:35:24.954 --> 00:35:25.554
Because, of course,

00:35:25.574 --> 00:35:26.195
like even if they want to

00:35:26.215 --> 00:35:27.016
take one step forward,

00:35:27.737 --> 00:35:28.617
before they leap into the

00:35:28.637 --> 00:35:29.757
complete deep end and go

00:35:30.318 --> 00:35:30.938
completely in there,

00:35:31.338 --> 00:35:32.438
what do you suggest people do?

00:35:32.458 --> 00:35:34.498
Do they go take a look at your website?

00:35:34.539 --> 00:35:35.338
What's step one?

00:35:35.420 --> 00:35:36.880
Go to virtualrockstar.com.

00:35:37.119 --> 00:35:38.260
Virtualrockstar.com.

00:35:38.280 --> 00:35:39.021
Go to the bottom.

00:35:39.440 --> 00:35:40.460
There's two things.

00:35:40.501 --> 00:35:40.820
Number one,

00:35:40.840 --> 00:35:41.621
you can get all sorts of

00:35:41.661 --> 00:35:43.121
information there on that.

00:35:43.581 --> 00:35:45.282
You can learn about our industry events.

00:35:45.302 --> 00:35:46.103
We just had our first

00:35:46.242 --> 00:35:48.324
full-time big industry event March first.

00:35:48.403 --> 00:35:49.643
We specialize in that stuff.

00:35:50.143 --> 00:35:51.505
At the bottom of the first page,

00:35:51.525 --> 00:35:52.425
there's a calendar you can

00:35:52.465 --> 00:35:54.005
jump on to talk to Tony Williams.

00:35:54.606 --> 00:35:55.485
And here's the thing.

00:35:56.148 --> 00:35:57.309
You don't have to even like

00:35:57.329 --> 00:35:58.170
if you just want to find

00:35:58.231 --> 00:35:59.092
out if it's for you,

00:35:59.672 --> 00:36:00.492
this is a good chance for

00:36:00.512 --> 00:36:01.914
you to discover what it is,

00:36:02.034 --> 00:36:03.275
because literally ninety

00:36:03.315 --> 00:36:04.237
nine percent of people who

00:36:04.297 --> 00:36:05.137
first reach out are like,

00:36:05.277 --> 00:36:06.478
I don't know if this is a fit for me.

00:36:06.518 --> 00:36:07.460
Yeah, yeah, yeah.

00:36:07.519 --> 00:36:08.219
It's like they don't know.

00:36:08.260 --> 00:36:09.702
So so we don't have people.

00:36:09.922 --> 00:36:11.684
We literally this is another thing, Jimmy.

00:36:12.423 --> 00:36:13.925
No one signs any agreements

00:36:13.945 --> 00:36:16.007
with me until after we have

00:36:16.047 --> 00:36:18.070
already found the virtual assistant.

00:36:18.945 --> 00:36:20.025
And the reason I do that,

00:36:20.065 --> 00:36:21.606
and it's so backwards in my industry,

00:36:21.626 --> 00:36:22.646
they sign this and then

00:36:22.666 --> 00:36:23.686
we'll go find you somebody.

00:36:24.166 --> 00:36:24.527
I'm like, no,

00:36:24.547 --> 00:36:25.907
I'm going to put the risk on me.

00:36:26.487 --> 00:36:27.489
If we can't introduce you to

00:36:27.528 --> 00:36:27.989
someone that you

00:36:28.009 --> 00:36:29.190
immediately fall in love with,

00:36:29.210 --> 00:36:30.110
like an A player,

00:36:30.570 --> 00:36:31.530
then don't sign up with me.

00:36:31.871 --> 00:36:32.451
I don't care.

00:36:32.851 --> 00:36:35.331
I'd rather make it like Alex or Mosey says,

00:36:35.371 --> 00:36:36.492
make an offer so good that

00:36:36.512 --> 00:36:38.313
people feel safe that they know.

00:36:38.474 --> 00:36:38.713
Yeah.

00:36:39.594 --> 00:36:40.994
So yeah, that's how they'd find out.

00:36:41.034 --> 00:36:42.956
Go to the website, learn about it, go down,

00:36:43.016 --> 00:36:44.277
click on a discovery call.

00:36:44.637 --> 00:36:45.800
You can message me directly

00:36:45.840 --> 00:36:48.862
if you want at virtualrockstar.com.

00:36:49.782 --> 00:36:50.623
Most of the information will

00:36:50.643 --> 00:36:53.867
probably be my VA.

00:36:53.907 --> 00:36:55.268
But if you're like really needing help,

00:36:55.307 --> 00:36:56.469
she'll mark it and I'll call you.

00:36:56.648 --> 00:36:57.148
Got it.

00:36:58.661 --> 00:36:59.523
Uh, you're going,

00:36:59.583 --> 00:37:00.103
we're gonna try to turn

00:37:00.123 --> 00:37:01.204
this episode around quick

00:37:01.244 --> 00:37:03.346
because you're going to

00:37:03.365 --> 00:37:04.246
Florida pretty soon.

00:37:04.666 --> 00:37:04.907
Yes.

00:37:05.047 --> 00:37:06.748
I am so excited, Jimmy,

00:37:06.768 --> 00:37:08.550
because at the end of, at the end of,

00:37:08.670 --> 00:37:09.150
in two weeks,

00:37:09.210 --> 00:37:10.612
I'm going to the P three PT

00:37:10.652 --> 00:37:11.532
millionaire conference.

00:37:11.592 --> 00:37:13.574
This is a powerful

00:37:13.594 --> 00:37:15.355
conference that is so much

00:37:15.394 --> 00:37:16.215
more than recruiting.

00:37:16.255 --> 00:37:18.358
It's all about, um, money.

00:37:18.786 --> 00:37:20.648
and how we can not just

00:37:20.708 --> 00:37:22.369
recruit great people, but build them,

00:37:22.449 --> 00:37:23.048
retain them.

00:37:23.108 --> 00:37:24.429
How can we be more profitable?

00:37:24.911 --> 00:37:26.012
We have some of the biggest

00:37:26.532 --> 00:37:28.193
names in the industry going.

00:37:28.233 --> 00:37:29.653
I know we wanted to get you there,

00:37:29.693 --> 00:37:30.655
but you already had plans.

00:37:30.675 --> 00:37:31.576
It was so funny because when

00:37:31.596 --> 00:37:32.677
we were talking as a group, they're like,

00:37:32.697 --> 00:37:33.317
well, Jimmy, of course,

00:37:33.336 --> 00:37:34.538
is already doing eight other things.

00:37:35.137 --> 00:37:36.980
But we've got like Jacob

00:37:37.019 --> 00:37:38.240
from Comprehend Health,

00:37:38.320 --> 00:37:39.461
and we've got the

00:37:40.021 --> 00:37:41.782
PTBilling.com team there to

00:37:41.822 --> 00:37:43.204
help us with all things financial.

00:37:43.284 --> 00:37:44.846
These guys are also powerful leaders.

00:37:44.885 --> 00:37:46.407
We have rehab CEOs.

00:37:46.936 --> 00:37:48.179
Two amazing guys who are

00:37:48.199 --> 00:37:50.081
making phenomenal waves in the industry.

00:37:50.702 --> 00:37:51.824
Just breaking down the

00:37:51.864 --> 00:37:52.764
barriers for people.

00:37:52.864 --> 00:37:54.067
Just incredible guys.

00:37:54.628 --> 00:37:56.771
Who should come?

00:37:56.891 --> 00:37:58.072
If someone was going to come to this,

00:37:58.132 --> 00:37:59.954
who's the ideal person?

00:37:59.994 --> 00:38:01.217
What are they stressed with?

00:38:01.257 --> 00:38:02.237
What do they want to solve

00:38:02.759 --> 00:38:03.900
to be in that room for two days?

00:38:04.349 --> 00:38:05.929
Yeah, look guys, I'll tell you right now,

00:38:06.130 --> 00:38:07.170
the way I got to where I

00:38:07.210 --> 00:38:08.811
was to hear was through

00:38:08.831 --> 00:38:09.871
coaching and conferences

00:38:09.911 --> 00:38:11.273
and books that there's,

00:38:11.393 --> 00:38:13.534
there's only those three things books.

00:38:13.793 --> 00:38:15.434
Now I would say podcasts and books.

00:38:15.735 --> 00:38:16.576
So you're on the right path

00:38:16.596 --> 00:38:17.556
by doing this right now and

00:38:17.596 --> 00:38:19.416
listening to this, but conferences,

00:38:19.556 --> 00:38:21.137
there's not enough in our industry.

00:38:21.757 --> 00:38:22.679
I try to go to one every

00:38:22.719 --> 00:38:24.739
quarter now and have for years.

00:38:25.260 --> 00:38:26.820
This is for people who are

00:38:26.880 --> 00:38:28.702
PT leaders and owners who

00:38:28.762 --> 00:38:30.422
are feeling pressure from

00:38:30.643 --> 00:38:32.143
not getting reimbursed enough.

00:38:32.637 --> 00:38:34.197
who are just like getting so

00:38:34.257 --> 00:38:35.257
frustrated in their

00:38:35.297 --> 00:38:36.277
business because they don't

00:38:36.338 --> 00:38:38.237
have the flexibility to put

00:38:38.257 --> 00:38:39.858
the time and attention on recruiting.

00:38:40.639 --> 00:38:41.858
If you want the tips and

00:38:41.898 --> 00:38:43.159
tricks that are going to accelerate you,

00:38:43.179 --> 00:38:44.079
I was at Alex Ramosy's

00:38:44.099 --> 00:38:44.679
thing last weekend.

00:38:44.699 --> 00:38:45.440
Like that's literally,

00:38:45.800 --> 00:38:46.760
this is how you do it.

00:38:46.820 --> 00:38:47.800
And here's what's powerful.

00:38:48.280 --> 00:38:48.800
You're going to become

00:38:48.880 --> 00:38:50.282
friends with all the CEOs

00:38:50.302 --> 00:38:51.181
of all these companies.

00:38:51.402 --> 00:38:52.862
We're going to talk, we're going to,

00:38:52.882 --> 00:38:54.322
we're going to help you wherever we can.

00:38:54.443 --> 00:38:56.003
You might decide some of

00:38:56.023 --> 00:38:57.123
those services are for you.

00:38:57.384 --> 00:38:57.903
I don't care.

00:38:58.043 --> 00:38:59.143
Don't sign up for anything.

00:38:59.670 --> 00:39:00.690
The relationship is what

00:39:00.731 --> 00:39:02.012
matters most because who we

00:39:02.032 --> 00:39:04.052
are in five years is a

00:39:04.092 --> 00:39:05.833
matter of who we are, who we know,

00:39:05.934 --> 00:39:07.355
and what we read.

00:39:07.434 --> 00:39:08.135
And what we listen to.

00:39:08.775 --> 00:39:10.356
So go get to know some of

00:39:10.376 --> 00:39:11.637
the most important people

00:39:11.677 --> 00:39:12.898
in our industry and go

00:39:12.958 --> 00:39:14.179
learn like three or four

00:39:14.219 --> 00:39:14.960
things that you'll take

00:39:14.980 --> 00:39:16.440
back and immediately break

00:39:16.541 --> 00:39:19.523
free of some degree of your limitations.

00:39:20.592 --> 00:39:22.516
Uh, you're on YouTube for your podcast.

00:39:22.597 --> 00:39:23.737
Willpower podcast,

00:39:23.757 --> 00:39:25.019
wherever podcasts are heard.

00:39:25.740 --> 00:39:27.784
Um, before we do parting shots, just like,

00:39:28.324 --> 00:39:29.367
what have you gotten out of

00:39:29.407 --> 00:39:30.409
being this weird thing?

00:39:30.509 --> 00:39:31.369
Podcast hosts,

00:39:31.429 --> 00:39:32.251
which wasn't a thing a

00:39:32.291 --> 00:39:32.811
couple of years ago.

00:39:32.873 --> 00:39:33.494
Now it's like a thing.

00:39:34.161 --> 00:39:36.764
Yeah, it has totally changed my life.

00:39:38.505 --> 00:39:40.146
I know it sounds, everything does,

00:39:40.186 --> 00:39:41.708
by the way, but this is- Has it though?

00:39:41.768 --> 00:39:42.789
Because I feel like you were

00:39:42.809 --> 00:39:44.771
a podcast host before podcasts.

00:39:44.871 --> 00:39:45.371
Do you know what I mean?

00:39:45.411 --> 00:39:46.452
I feel like you were you,

00:39:46.793 --> 00:39:48.335
there weren't podcasts, now there are.

00:39:48.355 --> 00:39:49.916
You're like, oh, I'll put it through this,

00:39:49.956 --> 00:39:50.597
a microphone.

00:39:50.898 --> 00:39:51.938
Well, yeah, I've done YouTube.

00:39:51.978 --> 00:39:53.199
I have a YouTube channel

00:39:53.659 --> 00:39:55.021
with hundreds of subscribers.

00:39:55.382 --> 00:39:56.943
And so it's not that big,

00:39:56.963 --> 00:39:57.762
but it's one of those

00:39:57.782 --> 00:39:58.282
things where I've been

00:39:58.302 --> 00:39:58.943
doing YouTube videos from

00:39:59.244 --> 00:40:00.083
since twenty twenty and

00:40:00.103 --> 00:40:01.085
slowly growing that channel.

00:40:01.125 --> 00:40:02.844
But the reason I do a

00:40:02.864 --> 00:40:04.025
podcast is because I

00:40:04.065 --> 00:40:05.567
actually don't have an

00:40:05.606 --> 00:40:06.947
attention span for podcasts.

00:40:07.106 --> 00:40:08.507
It's really hard for me to listen to them.

00:40:09.068 --> 00:40:10.708
So I finally had a coach two

00:40:10.748 --> 00:40:11.548
years and three years ago.

00:40:11.628 --> 00:40:14.030
Go, you're a moron.

00:40:14.271 --> 00:40:15.791
Podcasts are vital just

00:40:15.811 --> 00:40:16.871
because you're one of the

00:40:16.911 --> 00:40:18.192
few people that aren't able

00:40:18.452 --> 00:40:19.313
to focus on those.

00:40:19.612 --> 00:40:20.172
Most people.

00:40:20.393 --> 00:40:21.813
It's a huge way to help people.

00:40:22.617 --> 00:40:24.398
And in that timeframe, I mean,

00:40:24.797 --> 00:40:26.018
I love that I've built an audience.

00:40:26.079 --> 00:40:28.260
I love that I get to serve the industry.

00:40:28.880 --> 00:40:29.420
I've changed.

00:40:29.481 --> 00:40:30.842
The podcast is now going to

00:40:30.862 --> 00:40:32.643
be the whole purpose is to free you up.

00:40:32.682 --> 00:40:34.483
I have my first season coming out,

00:40:35.123 --> 00:40:36.065
my second season coming out

00:40:36.085 --> 00:40:36.625
over the summer,

00:40:36.664 --> 00:40:37.885
where all we're focusing on

00:40:37.945 --> 00:40:38.905
is helping provide

00:40:39.246 --> 00:40:41.086
resources to free people's time up.

00:40:41.226 --> 00:40:41.947
That's it.

00:40:42.487 --> 00:40:42.967
But the,

00:40:43.188 --> 00:40:44.188
the main thing I've gotten out of

00:40:44.208 --> 00:40:46.329
it is for me, the more people I know,

00:40:46.409 --> 00:40:47.371
the smarter I become.

00:40:48.092 --> 00:40:51.436
And that has been so great because, man,

00:40:51.637 --> 00:40:53.079
I am a work in progress and

00:40:53.239 --> 00:40:54.201
I can get all the help I can.

00:40:54.221 --> 00:40:55.342
So getting all these genius

00:40:55.422 --> 00:40:57.344
personalities teaching me

00:40:57.465 --> 00:40:58.246
everything that I can

00:40:58.306 --> 00:40:59.387
possibly think of to help

00:40:59.407 --> 00:41:00.509
be a better leader has made

00:41:00.528 --> 00:41:02.030
me a better father, a better husband.

00:41:03.159 --> 00:41:04.260
And I've gotten business out of it.

00:41:04.300 --> 00:41:05.721
Lots of people will come up on the show,

00:41:05.740 --> 00:41:06.802
get to know me and be like,

00:41:07.262 --> 00:41:08.563
virtual assistants, tell me about that.

00:41:08.583 --> 00:41:09.583
And then they turn into clients.

00:41:09.884 --> 00:41:10.563
Funny how that works.

00:41:11.025 --> 00:41:11.284
Yeah.

00:41:11.344 --> 00:41:11.985
I mean, Oprah said it.

00:41:12.025 --> 00:41:13.065
People want to be seen, heard,

00:41:13.085 --> 00:41:13.646
and understood.

00:41:14.527 --> 00:41:15.387
Simon Sinek was like,

00:41:15.407 --> 00:41:16.108
people want to know you.

00:41:16.128 --> 00:41:17.449
Then they'll know you.

00:41:17.469 --> 00:41:18.369
Then they'll like you then.

00:41:18.489 --> 00:41:20.050
And only then might they trust you.

00:41:20.110 --> 00:41:20.931
And we do business.

00:41:21.492 --> 00:41:22.972
We hang out with socially

00:41:23.552 --> 00:41:24.653
with people we trust.

00:41:24.974 --> 00:41:27.014
And seeing someone sign on

00:41:27.034 --> 00:41:28.155
the side of the road is different.

00:41:28.436 --> 00:41:29.516
Have you ever heard of seven, eleven,

00:41:29.597 --> 00:41:29.916
four?

00:41:30.297 --> 00:41:30.398
No.

00:41:30.518 --> 00:41:30.677
No.

00:41:31.425 --> 00:41:32.585
seven eleven four I forget

00:41:32.606 --> 00:41:33.666
who I'm not not giving

00:41:33.708 --> 00:41:34.427
credit to him I just can't

00:41:34.447 --> 00:41:36.110
remember who they are as my

00:41:36.891 --> 00:41:37.711
ring light went out there

00:41:37.731 --> 00:41:39.793
we go um seven eleven four

00:41:39.813 --> 00:41:41.014
is a concept that says

00:41:41.255 --> 00:41:43.498
someone has to see uh spend

00:41:43.597 --> 00:41:45.539
seven hours with you over

00:41:45.619 --> 00:41:47.742
eleven instances four

00:41:47.762 --> 00:41:49.003
different ways before

00:41:49.023 --> 00:41:49.985
they'll begin to trust you

00:41:50.045 --> 00:41:51.465
so it's like seven hours is

00:41:51.485 --> 00:41:52.547
a lot but it could be like

00:41:53.288 --> 00:41:55.070
It could be like, you know, a billion,

00:41:55.130 --> 00:41:56.132
ten minute interactions

00:41:56.152 --> 00:41:58.034
like reels has been a great way.

00:41:58.094 --> 00:41:59.155
Short form content.

00:41:59.777 --> 00:42:01.197
You're like seven hours of reels.

00:42:01.679 --> 00:42:02.619
I look at some of my reels,

00:42:02.659 --> 00:42:04.322
the length of time when you

00:42:04.382 --> 00:42:06.766
multiply small views over, you know,

00:42:06.826 --> 00:42:08.608
small time over over a lot of views.

00:42:09.409 --> 00:42:11.469
People are watching and that can be words,

00:42:11.530 --> 00:42:12.030
pictures,

00:42:12.590 --> 00:42:14.510
hearing from other people about

00:42:14.550 --> 00:42:16.030
you or something that you taught them.

00:42:16.411 --> 00:42:17.192
It adds up.

00:42:17.472 --> 00:42:19.472
And if you can get to seven, eleven, four,

00:42:19.773 --> 00:42:22.094
seven hours, eleven different instances,

00:42:22.193 --> 00:42:23.994
at least four different ways.

00:42:24.074 --> 00:42:25.355
And those ways could be in person.

00:42:26.114 --> 00:42:27.215
I mean, you can get a lot in person,

00:42:27.255 --> 00:42:27.436
right?

00:42:27.456 --> 00:42:29.797
Someone watches you for an hour on stage,

00:42:30.057 --> 00:42:31.659
hangs with you at the bar for two hours.

00:42:31.780 --> 00:42:33.320
Over the next few months, they read a book,

00:42:33.701 --> 00:42:34.782
they watch a podcast or

00:42:34.842 --> 00:42:36.963
five or listen like that.

00:42:37.023 --> 00:42:38.985
That gets to seven quickly.

00:42:40.726 --> 00:42:42.307
This all all these things add up.

00:42:42.487 --> 00:42:43.088
Clinicians.

00:42:43.929 --> 00:42:44.969
Oh, YouTube's too big.

00:42:44.989 --> 00:42:46.210
I don't need it in my local community.

00:42:46.891 --> 00:42:47.891
Second largest search engine

00:42:47.911 --> 00:42:48.532
on the planet.

00:42:48.771 --> 00:42:49.932
People are YouTubing,

00:42:49.952 --> 00:42:50.552
people looking at your

00:42:50.713 --> 00:42:51.753
Google business profile,

00:42:51.773 --> 00:42:52.255
but looking at your

00:42:52.295 --> 00:42:53.755
channels now without even

00:42:53.795 --> 00:42:54.655
thinking about this.

00:42:54.916 --> 00:42:55.817
So if you want to be the PT

00:42:55.876 --> 00:42:56.797
of choice in your community,

00:42:57.057 --> 00:42:58.057
this is not just for people

00:42:58.097 --> 00:42:58.659
who want to be an

00:42:58.878 --> 00:43:00.219
international or national brand.

00:43:00.760 --> 00:43:02.940
This is for pretty much any industry.

00:43:03.461 --> 00:43:03.641
Yeah.

00:43:03.862 --> 00:43:05.123
And Jimmy, first of all,

00:43:05.143 --> 00:43:06.143
I didn't know that first part.

00:43:06.364 --> 00:43:07.643
I love that you taught me that.

00:43:07.664 --> 00:43:09.326
Another example of growing

00:43:09.346 --> 00:43:10.686
off of someone else's knowledge base.

00:43:11.327 --> 00:43:12.166
The whole social media thing

00:43:12.186 --> 00:43:12.867
that you just went into,

00:43:13.577 --> 00:43:15.199
That is what I coach now.

00:43:15.320 --> 00:43:16.440
It's a heavy part of what I

00:43:16.481 --> 00:43:17.702
coach now for recruiting.

00:43:18.362 --> 00:43:19.163
Big time.

00:43:19.503 --> 00:43:20.724
Ninety nine percent of

00:43:20.744 --> 00:43:21.605
companies are out there

00:43:21.644 --> 00:43:23.367
just putting ads out, doing nothing else.

00:43:23.467 --> 00:43:23.967
And they think, well,

00:43:24.126 --> 00:43:25.108
I don't know social media.

00:43:25.148 --> 00:43:26.228
I don't like social media.

00:43:26.809 --> 00:43:27.931
That's the fastest growing

00:43:27.951 --> 00:43:29.152
virtual assistant that I'm

00:43:29.192 --> 00:43:31.233
hiring for to actually go

00:43:31.273 --> 00:43:32.835
in there and just post every day for you.

00:43:33.342 --> 00:43:34.141
And it doesn't have to be

00:43:34.181 --> 00:43:35.282
magic because no one else

00:43:35.302 --> 00:43:36.242
is doing anything.

00:43:36.262 --> 00:43:36.722
You just have to.

00:43:37.362 --> 00:43:38.483
The bar's low.

00:43:38.523 --> 00:43:39.063
The bar's low.

00:43:39.483 --> 00:43:39.623
Yeah.

00:43:39.664 --> 00:43:40.625
How do you think like everybody's like,

00:43:41.005 --> 00:43:41.184
well,

00:43:41.224 --> 00:43:42.605
your radio background made you a

00:43:42.905 --> 00:43:44.326
major podcast successful.

00:43:44.346 --> 00:43:44.646
I was like,

00:43:44.965 --> 00:43:46.266
I think my radio background made me,

00:43:46.427 --> 00:43:49.128
made me personally feel safe to start,

00:43:49.668 --> 00:43:51.449
but the success came from sixteen,

00:43:51.528 --> 00:43:52.688
seventeen hundred episodes.

00:43:52.708 --> 00:43:54.969
That's where, I mean, I hate to.

00:43:55.110 --> 00:43:56.010
You are intimidating.

00:43:56.050 --> 00:43:56.590
If you're starting,

00:43:56.610 --> 00:43:58.050
like when I was starting my PT podcast,

00:43:58.070 --> 00:43:59.550
I was thinking about you as the standard.

00:43:59.791 --> 00:44:00.972
I couldn't think about it because you're,

00:44:01.411 --> 00:44:02.711
You are so naturally good at

00:44:02.731 --> 00:44:04.873
those things that it's like, oh crap,

00:44:05.293 --> 00:44:06.393
if I think in my mind I

00:44:06.414 --> 00:44:08.153
have to be Jimmy McKay to start a podcast,

00:44:08.173 --> 00:44:09.454
I don't think I ever would have done it.

00:44:09.514 --> 00:44:11.014
But you can't be Jimmy McKay,

00:44:11.054 --> 00:44:12.335
but nobody could be Will.

00:44:12.635 --> 00:44:13.315
Do you know what I mean?

00:44:13.335 --> 00:44:14.115
I'm not trying to be like,

00:44:14.456 --> 00:44:15.356
I thank you for that.

00:44:16.195 --> 00:44:16.335
Yeah,

00:44:16.376 --> 00:44:17.297
that's the whole point is that

00:44:17.376 --> 00:44:18.916
everyone's voice matters.

00:44:18.976 --> 00:44:19.938
And some people have an

00:44:19.998 --> 00:44:21.398
organic talent like Jimmy does.

00:44:22.153 --> 00:44:23.775
And like repetition is king.

00:44:24.036 --> 00:44:24.295
Again,

00:44:24.577 --> 00:44:25.958
the consistency for everyone

00:44:25.998 --> 00:44:26.659
listening is like,

00:44:27.018 --> 00:44:27.579
it sounds like you're

00:44:27.619 --> 00:44:28.481
really promoting people to

00:44:28.501 --> 00:44:29.400
start their own podcast,

00:44:29.420 --> 00:44:30.161
which I would agree.

00:44:30.563 --> 00:44:32.083
Although like you,

00:44:32.985 --> 00:44:35.186
I tried to talk most people

00:44:35.367 --> 00:44:37.809
out of starting it unless it was right.

00:44:37.929 --> 00:44:38.670
Because what I didn't want

00:44:38.690 --> 00:44:39.530
them to do was go through

00:44:39.670 --> 00:44:40.831
all the work and then get

00:44:40.871 --> 00:44:42.092
to episode six and be like,

00:44:42.192 --> 00:44:42.771
I don't like it.

00:44:42.831 --> 00:44:43.532
So the first time, like,

00:44:43.791 --> 00:44:44.572
I want to start a podcast.

00:44:44.592 --> 00:44:45.273
I'm like, why?

00:44:45.592 --> 00:44:46.672
And they're like, money.

00:44:46.793 --> 00:44:47.873
And I'm like, wrong answer.

00:44:48.333 --> 00:44:49.454
Or like, fame.

00:44:49.514 --> 00:44:50.695
And I'm like, hate to break it to you.

00:44:51.034 --> 00:44:51.875
Also wrong answer.

00:44:52.215 --> 00:44:52.775
But if they're like,

00:44:52.875 --> 00:44:54.155
I have so much to say and I

00:44:54.175 --> 00:44:55.675
don't know where to put it, right answer.

00:44:55.757 --> 00:44:56.516
Let me show you how.

00:44:56.697 --> 00:44:58.717
Or I really just, you know, my-

00:45:00.097 --> 00:45:00.438
Yeah.

00:45:00.478 --> 00:45:00.617
Like,

00:45:00.777 --> 00:45:01.898
like my professional organization

00:45:01.918 --> 00:45:02.559
does great work,

00:45:02.599 --> 00:45:03.920
but I feel like I have something to add.

00:45:03.940 --> 00:45:04.519
I'm like, great.

00:45:04.760 --> 00:45:05.161
That's right.

00:45:05.221 --> 00:45:05.521
Answer.

00:45:05.940 --> 00:45:07.362
So it's almost like I fight clubbed them.

00:45:07.402 --> 00:45:09.782
I'm like, if you're telling me like,

00:45:09.822 --> 00:45:10.684
just cause you showed up,

00:45:10.724 --> 00:45:11.264
doesn't mean I'm going to

00:45:11.284 --> 00:45:11.764
sell you something.

00:45:11.784 --> 00:45:12.523
I'm like, I'm sorry.

00:45:12.644 --> 00:45:14.846
Cause I don't want to, cause over,

00:45:15.085 --> 00:45:16.827
over time people would go

00:45:16.947 --> 00:45:17.907
podcasting didn't work.

00:45:17.967 --> 00:45:18.427
I tried it.

00:45:18.447 --> 00:45:18.688
I'm like,

00:45:18.708 --> 00:45:20.007
but you went in with the wrong reason.

00:45:20.588 --> 00:45:21.789
It's like saying PT doesn't work.

00:45:21.869 --> 00:45:22.570
What was the outcome?

00:45:22.769 --> 00:45:23.610
My wife made me go, well,

00:45:23.690 --> 00:45:24.349
of course you weren't going

00:45:24.371 --> 00:45:25.110
to be successful because

00:45:25.130 --> 00:45:25.990
you didn't want to go there.

00:45:26.050 --> 00:45:27.152
You didn't understand the outcome.

00:45:28.344 --> 00:45:28.465
Yeah,

00:45:28.525 --> 00:45:29.786
I think that's so powerful because like,

00:45:29.867 --> 00:45:31.449
again, I believe that people,

00:45:32.010 --> 00:45:32.831
I thought like when I joined,

00:45:32.851 --> 00:45:34.632
when I started my podcast, I thought like,

00:45:34.693 --> 00:45:35.514
oh, I've missed the boat.

00:45:35.893 --> 00:45:36.014
Dude,

00:45:36.454 --> 00:45:37.956
it is like the studies on this is like,

00:45:38.016 --> 00:45:38.277
oh no,

00:45:38.396 --> 00:45:39.938
it's becoming so much more of an

00:45:39.998 --> 00:45:40.739
industry than they ever

00:45:40.760 --> 00:45:41.501
could have predicted.

00:45:41.541 --> 00:45:41.942
This is such a,

00:45:42.481 --> 00:45:43.943
it's not early adapter like you,

00:45:44.063 --> 00:45:45.405
but I give you so much credit for.

00:45:46.626 --> 00:45:47.867
is the courage to start this

00:45:47.887 --> 00:45:49.668
when it wasn't as known to

00:45:49.688 --> 00:45:51.489
be such a important thing.

00:45:51.510 --> 00:45:52.250
You were a student?

00:45:52.809 --> 00:45:54.231
I was a second year PT student.

00:45:54.510 --> 00:45:54.831
I was,

00:45:55.871 --> 00:45:57.572
I could not wait to tell you all the

00:45:57.592 --> 00:45:58.853
things I had no idea about.

00:45:58.932 --> 00:45:59.773
That's why I was like,

00:46:00.034 --> 00:46:01.094
I can't wait to tell you how dumb,

00:46:01.393 --> 00:46:03.295
how dumb I am about this, but Hey,

00:46:03.335 --> 00:46:04.615
I've got this guy on my show.

00:46:04.655 --> 00:46:06.577
And in we're both going to know stuff.

00:46:06.777 --> 00:46:07.936
And I think that was, that was,

00:46:08.056 --> 00:46:09.318
I was sort of just useful.

00:46:09.338 --> 00:46:09.438
Yeah.

00:46:09.838 --> 00:46:10.197
Honest.

00:46:10.257 --> 00:46:10.639
Yeah.

00:46:11.559 --> 00:46:12.719
Obama has a great quote.

00:46:12.759 --> 00:46:13.820
When he was asked in front

00:46:13.860 --> 00:46:15.199
of somebody to a bunch of

00:46:15.219 --> 00:46:15.860
college students,

00:46:15.900 --> 00:46:17.161
he said he was being asked, like,

00:46:17.201 --> 00:46:17.900
what should they be?

00:46:18.280 --> 00:46:20.561
And the person asking the

00:46:20.601 --> 00:46:22.302
question wanted him to give like a job,

00:46:22.322 --> 00:46:24.023
like go be a coder, go be a whatever.

00:46:24.282 --> 00:46:25.342
But of course, you know,

00:46:25.382 --> 00:46:26.123
public speakers who are

00:46:26.143 --> 00:46:27.244
good are good at twisting and he goes,

00:46:27.284 --> 00:46:27.784
be useful.

00:46:29.143 --> 00:46:29.844
You're always going to have

00:46:29.864 --> 00:46:31.764
a job if you're like, well,

00:46:31.824 --> 00:46:32.826
what can I do here?

00:46:32.846 --> 00:46:33.606
Look around the room.

00:46:34.266 --> 00:46:35.246
My grandmother always said,

00:46:35.447 --> 00:46:36.387
when you go to someone's house,

00:46:36.427 --> 00:46:37.309
knock with your elbows,

00:46:37.369 --> 00:46:38.449
meaning bring a gift.

00:46:39.230 --> 00:46:39.909
Always be able to knock on

00:46:39.929 --> 00:46:40.431
the door with your elbows.

00:46:40.451 --> 00:46:42.132
But take that knock with

00:46:42.152 --> 00:46:43.432
your elbows idea and what

00:46:43.452 --> 00:46:44.333
could you put it into?

00:46:44.373 --> 00:46:45.733
Which is like, how could I be useful here?

00:46:46.074 --> 00:46:47.074
I don't know anything about coding,

00:46:47.094 --> 00:46:49.215
but what could I do here?

00:46:49.255 --> 00:46:49.376
Hey,

00:46:49.757 --> 00:46:51.117
and that starts with asking questions.

00:46:51.748 --> 00:46:53.409
What, what's your biggest problem?

00:46:53.489 --> 00:46:53.730
And like,

00:46:53.809 --> 00:46:54.750
what's your next biggest problem?

00:46:55.090 --> 00:46:56.050
What's your twenties biggest problem?

00:46:56.070 --> 00:46:56.811
Oh, I can help with that.

00:46:57.110 --> 00:46:57.692
Great.

00:46:57.711 --> 00:46:58.492
Help it start with that.

00:46:58.992 --> 00:46:59.773
See, it's okay.

00:46:59.793 --> 00:47:00.552
My gosh, we just have to,

00:47:00.632 --> 00:47:01.853
I know we're getting close out of time,

00:47:01.873 --> 00:47:02.494
but you said something that

00:47:02.514 --> 00:47:04.074
was so big for a recruiting emphasis.

00:47:04.094 --> 00:47:04.715
I just want to hit it.

00:47:04.755 --> 00:47:05.155
Jimmy is,

00:47:05.695 --> 00:47:07.036
is that so many times when I used

00:47:07.056 --> 00:47:07.976
to do private coaching for

00:47:08.036 --> 00:47:08.936
recruiting and I've helped

00:47:09.396 --> 00:47:10.137
over a hundred companies

00:47:10.157 --> 00:47:11.597
across the country, I,

00:47:12.277 --> 00:47:13.079
the biggest thing I had to

00:47:13.099 --> 00:47:14.159
turn around was that they're like,

00:47:14.239 --> 00:47:15.280
what do I need to do to hire?

00:47:15.460 --> 00:47:17.561
I'm like, Oh my gosh, you're so far away.

00:47:18.161 --> 00:47:19.460
Cause like when we were able

00:47:19.481 --> 00:47:20.442
to show them that, um,

00:47:21.208 --> 00:47:22.289
recruiting was really about

00:47:22.708 --> 00:47:24.909
service and how like what

00:47:24.929 --> 00:47:25.869
they should do is find out

00:47:25.889 --> 00:47:27.550
from their ideal hires what

00:47:27.570 --> 00:47:29.490
their pain points are be or

00:47:29.510 --> 00:47:30.451
the right questions is what

00:47:30.471 --> 00:47:31.731
you said like what is it

00:47:31.751 --> 00:47:32.612
that bothers you and then

00:47:32.652 --> 00:47:34.411
from there what's so

00:47:34.452 --> 00:47:35.532
shocking is most of the

00:47:35.552 --> 00:47:36.472
people I've worked with in

00:47:36.512 --> 00:47:37.512
the physical therapy space

00:47:37.532 --> 00:47:38.813
in particular they're so

00:47:38.873 --> 00:47:40.014
powerful but they are so

00:47:40.034 --> 00:47:40.994
blind to their their

00:47:41.014 --> 00:47:42.514
amazing power right that

00:47:42.534 --> 00:47:43.414
that's me that's the main

00:47:43.434 --> 00:47:43.994
reason why I don't think

00:47:44.014 --> 00:47:45.175
they start podcasts so my

00:47:45.195 --> 00:47:46.655
thought is like yeah if

00:47:46.675 --> 00:47:47.795
they think that they could

00:47:47.835 --> 00:47:49.016
actually serve people

00:47:49.036 --> 00:47:50.016
whether it's patients or

00:47:50.509 --> 00:47:52.530
the next generation of PTs and they don't,

00:47:52.690 --> 00:47:53.590
if they want to even,

00:47:53.771 --> 00:47:55.052
but they don't know how,

00:47:55.072 --> 00:47:56.492
just go ask questions like you said,

00:47:57.273 --> 00:47:58.414
and then build solutions.

00:47:58.474 --> 00:48:00.275
Now the easiest solution, not the easiest,

00:48:00.335 --> 00:48:00.695
I should say,

00:48:00.715 --> 00:48:01.614
but the most obvious

00:48:01.655 --> 00:48:02.456
solution would be like

00:48:03.016 --> 00:48:04.217
social media and podcasting.

00:48:04.757 --> 00:48:05.157
Cause it's like,

00:48:05.197 --> 00:48:06.717
if they could establish a podcast,

00:48:06.737 --> 00:48:07.878
let's say that a student

00:48:07.918 --> 00:48:09.340
debt is something that most

00:48:09.360 --> 00:48:10.721
PTs are freaking out about.

00:48:11.161 --> 00:48:13.081
And you believe that you could,

00:48:13.521 --> 00:48:14.382
even if you don't know the answer,

00:48:14.402 --> 00:48:15.483
but you wanna help that answer,

00:48:15.503 --> 00:48:16.483
you start a podcast.

00:48:17.079 --> 00:48:17.318
By the way,

00:48:17.338 --> 00:48:18.320
I'm giving away something right

00:48:18.360 --> 00:48:19.902
now that if someone did this,

00:48:20.242 --> 00:48:20.902
they would never,

00:48:21.003 --> 00:48:22.143
ever have to worry about

00:48:22.164 --> 00:48:22.804
recruiting again.

00:48:23.244 --> 00:48:24.286
Start a podcast about

00:48:24.326 --> 00:48:25.907
helping students solve

00:48:25.927 --> 00:48:27.148
their financial concerns.

00:48:27.708 --> 00:48:29.409
It will go to every student organically.

00:48:29.931 --> 00:48:30.690
Everyone who listens to it

00:48:30.710 --> 00:48:31.291
is going to want to work

00:48:31.311 --> 00:48:32.012
with you because they'll

00:48:32.512 --> 00:48:33.813
spend the seven hours that

00:48:33.833 --> 00:48:34.974
Jimmy just taught me.

00:48:35.414 --> 00:48:36.275
And then they'll work for

00:48:36.315 --> 00:48:36.936
you and love you.

00:48:37.016 --> 00:48:38.157
And they'll come on already

00:48:38.177 --> 00:48:39.579
bought in versus trying you

00:48:39.639 --> 00:48:40.780
out like a pair of pants

00:48:40.800 --> 00:48:41.460
for the first year.

00:48:41.909 --> 00:48:42.688
We all know how that feels

00:48:42.708 --> 00:48:43.369
when people quit.

00:48:43.708 --> 00:48:43.929
Correct.

00:48:43.949 --> 00:48:44.670
So like,

00:48:44.769 --> 00:48:45.710
I just think that what you said

00:48:45.730 --> 00:48:46.409
there is so brilliant.

00:48:46.429 --> 00:48:47.130
I just wanted to punch it.

00:48:47.670 --> 00:48:48.070
Well, thank you.

00:48:48.090 --> 00:48:48.731
I always love when people

00:48:48.751 --> 00:48:49.510
point out my brilliance.

00:48:51.532 --> 00:48:52.271
Last thing we do on an

00:48:52.311 --> 00:48:53.692
episode is called the parting shot.

00:48:54.793 --> 00:48:55.612
So Will, what's your,

00:48:55.672 --> 00:48:56.393
what's your parting shot?

00:48:56.413 --> 00:48:57.672
What's the, what's your mic drop moment?

00:48:57.733 --> 00:48:58.293
The thing you want to leave

00:48:58.313 --> 00:48:58.994
with the audience today?

00:48:59.554 --> 00:48:59.793
Yeah.

00:49:00.494 --> 00:49:01.594
The most important leader in

00:49:01.673 --> 00:49:04.275
any room is the person who loves the most,

00:49:05.215 --> 00:49:06.155
the most influential,

00:49:06.335 --> 00:49:08.655
powerful leader loves the most.

00:49:08.675 --> 00:49:09.496
What does that look like?

00:49:09.717 --> 00:49:11.097
Love looks like service.

00:49:12.346 --> 00:49:13.686
When I walked in to Alex

00:49:13.706 --> 00:49:14.668
Ramosi with his tens of

00:49:14.688 --> 00:49:16.088
millions of subscribers and

00:49:16.528 --> 00:49:18.969
everyone was stargazed by what he was,

00:49:19.130 --> 00:49:20.010
when he got off stage at

00:49:20.050 --> 00:49:21.592
the end of the second day, his wife,

00:49:21.791 --> 00:49:23.813
Layla, who's a little bit of a celebrity,

00:49:23.833 --> 00:49:25.735
but not much comparatively,

00:49:25.755 --> 00:49:26.996
she's the actual CEO of his

00:49:27.096 --> 00:49:28.597
multi-hundred million dollar company.

00:49:29.536 --> 00:49:31.579
She got on stage and you could feel it,

00:49:32.179 --> 00:49:32.840
the leadership.

00:49:32.940 --> 00:49:35.742
She jumped on stage and the answers,

00:49:35.762 --> 00:49:37.463
the way she answered it was so lovingly.

00:49:37.543 --> 00:49:39.103
She served people so openly.

00:49:39.943 --> 00:49:40.324
That...

00:49:41.014 --> 00:49:42.697
was like a magnet.

00:49:42.737 --> 00:49:43.717
You just were drawn to her

00:49:43.737 --> 00:49:44.679
and you'd want to follow her.

00:49:44.739 --> 00:49:47.762
So my parting shot is that if you're stuck,

00:49:48.123 --> 00:49:50.806
ask yourself, what does love look like?

00:49:51.206 --> 00:49:52.548
What does service look like

00:49:52.648 --> 00:49:53.891
in this problem?

00:49:54.552 --> 00:49:55.913
It will shift the mindset

00:49:56.092 --> 00:49:57.014
and the solutions will come.

00:49:57.614 --> 00:49:58.373
Yeah, magically,

00:49:58.474 --> 00:49:59.594
that's stuff that starts to appear.

00:50:00.474 --> 00:50:01.675
Will, have fun in Florida.

00:50:01.755 --> 00:50:02.815
We'll share the link to that.

00:50:02.956 --> 00:50:04.376
And then Will Power Podcast.

00:50:05.436 --> 00:50:06.737
And let's do something, I don't know,

00:50:06.797 --> 00:50:07.318
something soon.

00:50:07.378 --> 00:50:08.277
I'll talk to your people.

00:50:08.297 --> 00:50:09.958
I have a feeling we are

00:50:10.059 --> 00:50:10.958
going to be crossing lots

00:50:10.978 --> 00:50:12.699
of paths based on our discussion.

00:50:12.719 --> 00:50:13.320
Fingers crossed.

00:50:13.679 --> 00:50:14.119
Will Humphries,

00:50:14.139 --> 00:50:15.440
appreciate you coming on the show again,

00:50:15.460 --> 00:50:15.561
Will.

00:50:15.581 --> 00:50:16.041
Thank you, Jimmy.