Innovative PT & OT Revenue Models You Haven't Heard Of!

WEBVTT

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Always wanted to say this.

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And we're back!

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Live on Tuesday,

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the 27th for PT Breakfast Club.

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This is a little bit like

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getting the class to help

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you with your homework.

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We're going to do some work

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today that'll help me with my job,

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which is kind of fun

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because marketing and sales

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and communications, it's sort of like

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Doing it in public.

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You're allowed to do your work in public.

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In fact, it's encouraged.

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So we're going to dig into

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something that I'm doing there.

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And then we're going to talk

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about OTs and private practice.

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And I like this because this

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is a little bit out of the

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comfort zone because, yeah,

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I sort of know what an OT

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is and you might know what an OT is,

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but what are they allowed to do?

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How are they similar and how

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are they different?

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And then we can go to the third,

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I call them cousins,

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the third cousin eventually of the rehab,

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which would be speech pathologists.

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Maybe we can bring them into

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the conversation eventually.

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But Dave's on vacation,

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but he's supposedly going to be here.

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I know Tony's here.

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So let's get started.

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good morning gentlemen how

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are we doing wait I need

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the music we gotta we gotta

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set the the tone there we

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go there we go sort of like

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a little wake up you gotta

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have the jingle gentlemen

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tony maritato dave kittle

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dave on vacation where are

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you I feel like we should

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have a graphic like live

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from on on location of

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where are you where in the

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world is dave kittle you're

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in the beautiful beautiful

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blue ridge mountains in uh

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northwest georgia

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So you're in Northwest

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Georgia and you're doing

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the complete stereotype thing,

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sipping coffee on a rocking chair.

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That is a very Northwest

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Georgia thing that I would

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think of if you said I'm in

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Northwest Georgia.

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Are you in front of a log cabin?

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Can you give us a complete shot there?

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Oh, you are living in a Lincoln log place.

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Lincoln logs in full effect, human size.

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That's cool.

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All right.

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So I'm glad you're with us on vacation,

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getting up bright and early.

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How's it going, gentlemen?

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Awesome.

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Awesome.

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Let's jump into it.

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Jimmy,

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you had something queued up that you

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took off the screen before we went live.

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Did I?

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Which one?

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Which thing was I talking about?

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You had a graphic.

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I couldn't see it.

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Oh,

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I was talking about the APTA private

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practice thing.

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You want to talk about it?

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Yeah, yeah, yeah.

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All right.

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So I'll throw it on.

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I thought this is a really good idea.

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And I love stealing good

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ideas because why wouldn't

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you love stealing good ideas?

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This is something I was

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dancing around with on the

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APTA private practice website.

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And I just thought it was a

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stupidly simple idea.

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And you're like, well,

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that's private practice.

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That's a private practice section.

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They're huge compared to me,

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a clinic owner.

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But this is just a really good idea.

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So this is the APTA private

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practice section's buyer's guide.

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And let's say Dave or Tony,

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you're a clinic owner and

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you are in the private practice section.

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What they've done here is

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they've sort of curated a

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list of people or products

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or companies that have said like,

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we want to market,

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we want to be in front of clinic owners,

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your members.

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And instead of just

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everybody just sort of like

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trying to scream and yell over each other,

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private practice section was like, yeah,

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cool.

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Like we'll put together a list

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And then we'll give everybody this nice,

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neat amount of space.

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We'll give everybody a title

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and a link that you can go

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to these different things.

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So I'm actually surprised

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that there aren't more companies.

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I didn't count or anything,

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but I'm guessing around 20.

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So essentially,

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it's like an Amazon wishlist, right?

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Built into the APTA's

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private practice section.

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And what they're saying, what they see,

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the thing you have to

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understand is the private

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practice section

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understands that the

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product is the attention of

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their audience.

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Their product is,

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um the strength of their

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brand and like you know now

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you're on their website

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it's sort of a blessing and

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you've got that traffic

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they understand where they

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are if you're a private

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practice owner some people

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they know their numbers I

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don't know what they are

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but they're saying there

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are enough people coming to

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the site of this

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psychographic not

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demographic psychographic

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like you do these things

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these are your problems and

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they're saying it's worth it

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to uh to be on this guide so

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I just thought it was a

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good idea of a good use of

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a website right a good use

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of web it is click on place

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and add that orange button

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in the middle can you or is

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this a picture nope okay so

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I'm looking at this and I'm

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like where's the pricing

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yep click basic listing

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I've got to be.

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Guys, come on.

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Classic, classic.

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I love the idea.

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I think it's great.

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I think it's going in the right direction.

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But, you know,

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I had an interesting situation yesterday.

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There is a company that I'll

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introduce here probably in

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the next week or so.

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This company was totally

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unrelated to APTA or anything.

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It's just an experience I

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had that I'll share.

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They were introduced to me

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through a third party.

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They should have the

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technology for a solution

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that I've been looking for.

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I'm like, awesome.

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It's a startup tech startup.

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They've got funding.

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They're kind of new.

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I schedule a call.

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The whole call was kind of

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more sales pitch for investors,

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less like sales pitch to a consumer,

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even though I'm a consumer.

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And, you know, I get it.

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They're new.

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They're practicing.

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They're trying to figure out

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what what is going to resonate with me.

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But at the end of the

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probably 30 minute call, I'm like, OK,

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I get all that stuff.

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How much is it?

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I need to know the pricing.

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Like,

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I don't even know if I'm a big enough

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client that could even come

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on the platform.

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Doesn't matter how great

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your technology is.

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If I'm too small,

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we just wasted 30 minutes

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of both our time.

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Right.

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Now I had to book another call.

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That was yesterday.

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I have to book another call today,

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hopefully to find out pricing.

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But I'm like,

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why didn't I get pricing yesterday?

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And this goes to that price transparency.

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And let's just weed out the

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people that are absolutely

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never going to be customers anyway.

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Dave, you're smiling.

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What are your thoughts?

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So the first call was they

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were trying to get you in as an investor.

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Is that correct?

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They were trying to go after

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that Meritato money?

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Well, that was kind of the pitch.

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It was directed at investors

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more than customers,

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but I was coming to them as a customer.

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Like I wanted to buy their

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service from what I understood.

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But I think they're just so

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in the mindset of VC

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funding and pitching to

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investors that they haven't

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switched the pitch to a customer pitch.

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Right.

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So that can segue eventually.

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We don't have to jump now,

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but that's what I'm doing

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at my new role at Vestibular First.

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And we can talk about it.

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But it's the difference

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between B2B and B2C.

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And B2C...

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In my opinion, anyway,

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it's you aim here at the heart,

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at the emotions, right?

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Like B to C,

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you'd be talking about what am

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I going to get out of this

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in terms of benefits?

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And then you can hit me with

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a list of features, benefits first,

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then features.

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The thing is, be really wary.

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And I've noticed this on websites,

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buying products and services online.

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It used to be you had to do

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so much digging to find a price.

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And now I think enough

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companies understand,

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don't mess with my time

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because if I search and

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still can't find it,

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you're going to lose.

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I feel like a lot of

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websites have pricing there.

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And I think the scary part was, well,

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if you tell them how much

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it's going to cost,

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like they're going to run away.

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Okay, so maybe you're overpriced, right?

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Like people aren't dumb.

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If you're selling me something,

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is a thousand bucks too much?

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I don't know.

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What are you selling?

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It's a new car.

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No, man.

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Show me that price.

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So I think it's funny.

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I think what you bring up is really valid,

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which is like, hey,

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let's say in the first five

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seconds of their pitch that you're like,

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damn, I'm in.

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How much?

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And that's hidden?

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Dude, that's a loss.

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That's not safe.

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That's risky.

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And I think price is the

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single easiest communicator of value.

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If something is $10,000,

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whether I believe it's

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actually worth $10,000 is a

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conversation for later.

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You as the company selling

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this product or service,

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if you want to convey, hey,

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this is a high value,

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very worth worthy investment.

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take another zero on again, the rear price,

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you know,

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because I can always buy

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something cheaper.

00:08:42.452 --> 00:08:43.774
Nobody's ever going to not

00:08:43.833 --> 00:08:45.135
find something cheaper or

00:08:45.275 --> 00:08:47.456
free or on YouTube or whatever.

00:08:48.097 --> 00:08:48.677
But when,

00:08:48.817 --> 00:08:50.740
when I see Dave Kittle selling a

00:08:50.740 --> 00:08:52.740
$500 session, I'm like, wow,

00:08:53.042 --> 00:08:54.222
this must be incredible.

00:08:54.302 --> 00:08:55.524
I want to learn more about that.

00:08:56.224 --> 00:08:57.504
you know we we don't list

00:08:57.544 --> 00:08:58.426
pricing anywhere we don't

00:08:58.446 --> 00:08:59.687
list pricing on our website

00:08:59.706 --> 00:09:00.528
or anything we we do it

00:09:00.567 --> 00:09:01.749
over the phone so I mean

00:09:01.788 --> 00:09:02.889
maybe that'll change in the

00:09:02.931 --> 00:09:05.153
future uh by the way I did

00:09:05.212 --> 00:09:06.333
make I gotta put I gotta

00:09:06.374 --> 00:09:07.455
post it soon I was on a run

00:09:07.855 --> 00:09:09.336
and I was saying uh tony

00:09:09.356 --> 00:09:11.018
maritato is extremely wrong

00:09:11.038 --> 00:09:12.820
and incorrect about the ai

00:09:13.320 --> 00:09:14.581
uh new client onboarding

00:09:14.761 --> 00:09:16.222
and that we use humans and

00:09:16.403 --> 00:09:17.264
anyway that that video will

00:09:17.283 --> 00:09:18.105
be coming out soon but

00:09:18.164 --> 00:09:19.605
anyway awesome uh sidebar

00:09:21.008 --> 00:09:22.669
The one axiom that I would

00:09:22.710 --> 00:09:23.912
like practice owners to

00:09:24.312 --> 00:09:25.394
keep in their head sort of

00:09:25.494 --> 00:09:26.775
sums up what Tony said,

00:09:26.836 --> 00:09:28.778
which is you determine the price,

00:09:29.379 --> 00:09:30.399
I determine the value.

00:09:31.120 --> 00:09:32.202
So if you're saying this is worth $1,000,

00:09:32.202 --> 00:09:32.403
no, no, no.

00:09:32.462 --> 00:09:33.283
Tony says this costs $1,000.

00:09:36.467 --> 00:09:37.589
I can tell you that this

00:09:37.609 --> 00:09:38.928
thing's worth what I'm willing.

00:09:38.969 --> 00:09:40.529
The value is $250.

00:09:40.830 --> 00:09:42.150
Therefore, we are incongruent.

00:09:42.211 --> 00:09:43.812
What you want to say is, hey,

00:09:43.851 --> 00:09:45.013
this is $1,000.

00:09:45.013 --> 00:09:45.832
The price is $1,000.

00:09:46.413 --> 00:09:49.075
I feel in my heart that it's worth $2,000.

00:09:49.075 --> 00:09:49.855
And that's when you get the

00:09:49.914 --> 00:09:51.735
meme from Futurama where

00:09:51.775 --> 00:09:53.076
the guy's just like, take my money.

00:09:53.797 --> 00:09:55.398
That is where the sweet spot.

00:09:55.837 --> 00:09:57.818
And I need to do a deep dive

00:09:57.879 --> 00:09:58.679
into Futurama.

00:09:59.679 --> 00:10:01.760
That price versus value seesaw,

00:10:01.780 --> 00:10:02.980
because you're exactly right.

00:10:03.241 --> 00:10:05.001
Price is the easiest thing to manipulate.

00:10:05.042 --> 00:10:05.282
Watch.

00:10:05.402 --> 00:10:06.363
I can just go on the website,

00:10:07.503 --> 00:10:08.102
change the price.

00:10:08.202 --> 00:10:08.923
The price is lower.

00:10:09.823 --> 00:10:12.085
Communicating value, because remember,

00:10:12.144 --> 00:10:13.565
that's the harder thing to do.

00:10:13.785 --> 00:10:14.725
It's harder to measure.

00:10:14.745 --> 00:10:15.765
It's harder to quantify.

00:10:16.005 --> 00:10:17.346
But that's why big brands win.

00:10:17.767 --> 00:10:18.807
That's why people who don't

00:10:18.827 --> 00:10:19.947
even think about price win.

00:10:19.967 --> 00:10:22.028
That's why everybody listening right now,

00:10:22.369 --> 00:10:22.568
oh,

00:10:22.908 --> 00:10:24.090
I can tell everybody who's watching live,

00:10:24.210 --> 00:10:25.149
you all have Amazon Prime.

00:10:25.775 --> 00:10:26.817
And it's not because of the price,

00:10:26.836 --> 00:10:27.937
because I think 90% of you

00:10:27.996 --> 00:10:28.817
don't freaking know it.

00:10:28.957 --> 00:10:29.778
If you know the price of

00:10:29.798 --> 00:10:31.558
your Amazon Prime right now to the dollar,

00:10:32.039 --> 00:10:32.539
put it below.

00:10:32.600 --> 00:10:33.220
I'd love to see it.

00:10:33.240 --> 00:10:35.741
I have no idea.

00:10:35.761 --> 00:10:37.042
125, I have no idea.

00:10:37.403 --> 00:10:37.562
Right.

00:10:37.643 --> 00:10:39.183
It's because the value is so high,

00:10:39.203 --> 00:10:40.364
you're not even checking it.

00:10:41.325 --> 00:10:42.144
So if the value were a

00:10:42.164 --> 00:10:44.025
little lower every couple

00:10:44.067 --> 00:10:44.866
months or every year when

00:10:44.907 --> 00:10:47.148
it came to re-up, you'd be like, ah,

00:10:47.168 --> 00:10:48.109
did I get that out of that?

00:10:48.769 --> 00:10:49.330
Mm-mm.

00:10:50.090 --> 00:10:51.471
So I think that's a good point,

00:10:51.490 --> 00:10:52.812
which is value versus price.

00:10:52.831 --> 00:10:53.111
So yeah,

00:10:53.131 --> 00:10:54.673
I think this is a good idea from PPS.

00:10:55.514 --> 00:10:57.155
I think a little bit, good idea,

00:10:57.176 --> 00:10:59.197
C minus on execution.

00:10:59.236 --> 00:11:00.177
Show me what it costs.

00:11:01.479 --> 00:11:03.120
So do you think a simple fix,

00:11:03.139 --> 00:11:04.100
because let's be tactical,

00:11:04.139 --> 00:11:06.381
maybe someone from PPS is watching.

00:11:06.481 --> 00:11:07.822
Buyer's guide, I mean,

00:11:07.842 --> 00:11:09.484
look at the well-designed website.

00:11:10.831 --> 00:11:12.530
Here's the buyer's guy, right?

00:11:12.750 --> 00:11:13.711
Links, yada, yada.

00:11:13.731 --> 00:11:15.152
These look like all products

00:11:15.192 --> 00:11:17.032
and services that at least... Oh,

00:11:17.052 --> 00:11:18.091
you know what I just noticed?

00:11:18.912 --> 00:11:19.972
Oh, watch this.

00:11:20.432 --> 00:11:21.312
This is kind of cool.

00:11:21.692 --> 00:11:22.993
This wasn't the order these

00:11:23.212 --> 00:11:24.332
ads were in a second ago.

00:11:24.373 --> 00:11:25.573
I'm going to refresh the page again.

00:11:26.854 --> 00:11:26.994
Oh.

00:11:27.413 --> 00:11:28.774
I think this shuffles the

00:11:28.874 --> 00:11:29.933
deck so you're not just...

00:11:31.735 --> 00:11:32.615
It's not doing it now,

00:11:32.634 --> 00:11:33.774
but I thought a second ago

00:11:33.794 --> 00:11:35.034
that that Eco Pro Pillow

00:11:35.654 --> 00:11:38.375
one was lower and now they're up higher.

00:11:38.416 --> 00:11:39.275
Yeah, I think...

00:11:40.816 --> 00:11:42.136
Yeah, I think it shuffles the deck,

00:11:42.177 --> 00:11:43.238
at least for the bottom ones.

00:11:43.398 --> 00:11:43.677
Anyway,

00:11:44.457 --> 00:11:46.259
but if you can't tell me really

00:11:46.278 --> 00:11:47.360
quickly what it costs,

00:11:47.539 --> 00:11:48.941
even if I got there as a

00:11:49.000 --> 00:11:49.841
potential customer,

00:11:50.998 --> 00:11:51.498
You lost me.

00:11:51.538 --> 00:11:52.399
I'm not gonna take 20

00:11:52.399 --> 00:11:53.339
minutes to dig through your

00:11:53.359 --> 00:11:54.639
website to create an account.

00:11:54.720 --> 00:11:56.260
I'm not gonna do it.

00:11:56.400 --> 00:11:56.822
But then again,

00:11:56.942 --> 00:11:58.302
ad sales usually is over the phone,

00:11:58.341 --> 00:11:58.462
right?

00:11:58.503 --> 00:11:59.263
That's kind of like a little

00:11:59.283 --> 00:12:00.884
bit of almost like enterprise sales.

00:12:00.964 --> 00:12:02.284
So they might wanna get you on the phone.

00:12:02.804 --> 00:12:05.547
You would hope, but I know this,

00:12:05.746 --> 00:12:07.248
and I can't speak for all sections,

00:12:07.307 --> 00:12:08.288
academies or companies,

00:12:08.568 --> 00:12:09.649
very few actually have a

00:12:09.729 --> 00:12:11.429
dedicated sales or marketing person.

00:12:11.750 --> 00:12:12.870
Usually it's third-party now.

00:12:13.211 --> 00:12:14.351
So the person who did that,

00:12:14.591 --> 00:12:15.692
who created that website,

00:12:15.952 --> 00:12:18.615
just took the idea to execution is done.

00:12:19.215 --> 00:12:19.794
And then they're like, well,

00:12:19.835 --> 00:12:20.716
we'll just put a link on

00:12:20.755 --> 00:12:22.037
there for people to give us money.

00:12:22.397 --> 00:12:23.437
How come there's not money coming in?

00:12:23.658 --> 00:12:24.719
Well, the idea is not good.

00:12:24.899 --> 00:12:26.620
No, it's because the execution is bad.

00:12:27.000 --> 00:12:27.640
But they don't know that

00:12:27.681 --> 00:12:28.181
because they don't run

00:12:28.201 --> 00:12:29.282
through their own processes

00:12:29.501 --> 00:12:30.042
because you don't click

00:12:30.062 --> 00:12:31.102
through your own website enough.

00:12:32.886 --> 00:12:33.767
So real quick,

00:12:33.866 --> 00:12:35.168
my guess is the basic

00:12:35.227 --> 00:12:37.008
listings cycle through,

00:12:37.227 --> 00:12:38.447
but the featured listings

00:12:38.467 --> 00:12:39.488
stay at the top because I

00:12:39.508 --> 00:12:40.948
just went into an incognito

00:12:40.989 --> 00:12:42.369
browser and refreshed it.

00:12:43.068 --> 00:12:44.769
The top listings are still there,

00:12:44.870 --> 00:12:46.870
but the bottom listings are cycling.

00:12:47.269 --> 00:12:48.890
Let's get into vestibular first.

00:12:48.931 --> 00:12:50.350
Let's talk about what you're doing there.

00:12:50.791 --> 00:12:51.870
Yeah, vestibular first.

00:12:53.010 --> 00:12:54.192
So vestibular first is,

00:12:54.591 --> 00:12:55.591
I call it just simply a

00:12:55.631 --> 00:12:57.631
healthcare technology company, right?

00:12:58.332 --> 00:12:59.712
Specifically aimed at

00:13:01.349 --> 00:13:02.490
rehab professionals who

00:13:02.551 --> 00:13:04.592
treat people with vestibular disorders.

00:13:04.773 --> 00:13:07.557
So people with all sorts of

00:13:07.976 --> 00:13:08.778
vestibular disorders.

00:13:08.859 --> 00:13:10.520
And there's a diagnostic tool.

00:13:10.561 --> 00:13:11.861
There are options out there.

00:13:12.743 --> 00:13:14.284
And I love the origin story, right?

00:13:14.304 --> 00:13:15.807
It's always fun to tell the origin story.

00:13:16.268 --> 00:13:18.090
It was a physical therapist, Helena,

00:13:18.931 --> 00:13:20.231
who works with patients with

00:13:20.272 --> 00:13:20.912
vestibular disorders,

00:13:21.251 --> 00:13:22.972
came home work and dropped on the couch.

00:13:23.133 --> 00:13:24.273
This is how I imagine anyway,

00:13:24.693 --> 00:13:25.714
and was sort of like doing

00:13:25.754 --> 00:13:27.034
that thing you do with your spouse,

00:13:27.075 --> 00:13:27.514
which is like,

00:13:27.855 --> 00:13:29.014
this is such a pain in the ass.

00:13:29.255 --> 00:13:29.735
I want that.

00:13:29.775 --> 00:13:30.155
You know,

00:13:30.456 --> 00:13:31.697
there are these products out there,

00:13:31.716 --> 00:13:32.677
these goggles,

00:13:33.197 --> 00:13:34.418
almost like the Oculus that

00:13:34.457 --> 00:13:35.738
you put over your eyes and

00:13:35.758 --> 00:13:36.778
it knocks out all the light.

00:13:37.038 --> 00:13:38.379
And that's that's important

00:13:38.480 --> 00:13:39.679
because when you knock out all the light,

00:13:39.899 --> 00:13:41.140
the eyes do something different.

00:13:42.196 --> 00:13:43.537
And she's like, but here's the problem.

00:13:43.557 --> 00:13:46.299
The low, the low cost option is 700 bucks.

00:13:46.340 --> 00:13:47.721
It's just two magnifying glasses.

00:13:47.760 --> 00:13:48.601
That doesn't do enough.

00:13:48.662 --> 00:13:50.003
That doesn't block out light and yada,

00:13:50.023 --> 00:13:50.224
yada.

00:13:50.484 --> 00:13:52.184
And the high end options like 15 grand,

00:13:52.546 --> 00:13:53.527
no clinic I work for is

00:13:53.567 --> 00:13:54.748
ever going to be able to afford that.

00:13:55.649 --> 00:13:58.932
And he is a tech dude, like websites,

00:13:59.052 --> 00:13:59.392
tech.

00:13:59.451 --> 00:14:00.793
He's the guy who can solder

00:14:00.873 --> 00:14:01.894
things and do all the

00:14:01.974 --> 00:14:02.995
things that I can't do.

00:14:03.456 --> 00:14:03.916
And he goes, well,

00:14:03.936 --> 00:14:04.677
what do you need it to do?

00:14:04.736 --> 00:14:05.717
And she just sort of vomited

00:14:05.758 --> 00:14:06.839
what she needed it to do.

00:14:07.239 --> 00:14:07.720
And then he's like,

00:14:07.980 --> 00:14:09.562
hold my beer and went to Amazon,

00:14:09.601 --> 00:14:10.582
just bought a bunch of parts.

00:14:10.962 --> 00:14:11.984
And then like two years later,

00:14:12.004 --> 00:14:13.466
they have an FDA approved

00:14:13.605 --> 00:14:15.347
medical device that does

00:14:15.508 --> 00:14:17.068
all the things of the

00:14:17.068 --> 00:14:20.072
$15,000 option for a middle

00:14:20.173 --> 00:14:21.774
of the road cost of $2,600.

00:14:21.774 --> 00:14:23.895
And that's what the Insight

00:14:23.936 --> 00:14:24.937
Pro Plus goggles are.

00:14:25.618 --> 00:14:28.581
Now, they sell these goggles B2C.

00:14:28.921 --> 00:14:30.201
So they've got a great website.

00:14:30.402 --> 00:14:32.264
They've got really good SEO.

00:14:32.303 --> 00:14:34.225
They've got good paid and organic content.

00:14:34.245 --> 00:14:35.105
They've got good paid.

00:14:35.306 --> 00:14:36.106
We're working on more

00:14:36.206 --> 00:14:36.988
organic content because

00:14:37.008 --> 00:14:37.707
that's where I come in.

00:14:38.149 --> 00:14:39.330
But they're like, here's the problem.

00:14:39.370 --> 00:14:40.409
Here's why we bring Jimmy on

00:14:40.450 --> 00:14:42.491
board is we want to get

00:14:42.552 --> 00:14:44.173
into larger organizations,

00:14:44.693 --> 00:14:46.975
the larger PT chains, right?

00:14:47.176 --> 00:14:47.436
right?

00:14:48.157 --> 00:14:49.258
And hospital systems.

00:14:49.677 --> 00:14:50.558
How do we do that?

00:14:50.658 --> 00:14:53.000
Because that is B2B.

00:14:53.280 --> 00:14:54.701
That's not necessarily B2C.

00:14:54.721 --> 00:14:54.841
Well,

00:14:54.861 --> 00:14:56.283
I shouldn't say it's not ever B2C

00:14:56.302 --> 00:14:57.683
because if you get in touch

00:14:57.703 --> 00:14:58.605
with a clinician who

00:14:58.644 --> 00:14:59.846
watches something or sees

00:14:59.905 --> 00:15:01.126
it or hears about it at CSM,

00:15:01.726 --> 00:15:02.727
hopefully she goes to her

00:15:02.768 --> 00:15:04.989
manager or he goes to the

00:15:05.070 --> 00:15:05.950
purchasing person and says,

00:15:06.009 --> 00:15:07.130
I want to use my budget for this.

00:15:07.390 --> 00:15:09.653
So that still is a route of B2C,

00:15:10.293 --> 00:15:11.673
but I get brought in because, you know,

00:15:11.875 --> 00:15:13.176
how do we get the law?

00:15:13.196 --> 00:15:13.956
I don't want to name any of

00:15:13.975 --> 00:15:14.996
these practices, but like

00:15:15.277 --> 00:15:16.138
how do we get some of these

00:15:16.258 --> 00:15:17.957
large practices to come in

00:15:18.019 --> 00:15:19.940
and say okay we want to

00:15:20.000 --> 00:15:21.820
order 10 or 20 or 50 of

00:15:21.879 --> 00:15:23.681
these because we can see if

00:15:23.760 --> 00:15:25.442
we arm our vestibular pts

00:15:25.461 --> 00:15:28.224
with this again b2c is

00:15:28.283 --> 00:15:30.004
heart b2b is logic and

00:15:30.044 --> 00:15:31.325
brain this will help us

00:15:31.384 --> 00:15:31.985
make more money

00:15:32.245 --> 00:15:33.966
differentiate us bring in

00:15:34.027 --> 00:15:34.726
patients we weren't

00:15:34.746 --> 00:15:37.528
bringing in before um and

00:15:37.568 --> 00:15:39.109
that is my role there I get

00:15:39.149 --> 00:15:40.230
to talk to people all the time

00:15:41.345 --> 00:15:42.385
So we were talking about

00:15:42.446 --> 00:15:44.326
this a little bit yesterday on chat.

00:15:44.427 --> 00:15:45.447
I'm curious to hear what

00:15:45.488 --> 00:15:46.748
Dave's perspective is.

00:15:46.908 --> 00:15:48.208
One of the things that I had said,

00:15:48.229 --> 00:15:49.789
and I see this across

00:15:50.410 --> 00:15:51.451
multiple situations.

00:15:51.471 --> 00:15:52.412
So like a therapist who

00:15:52.432 --> 00:15:56.735
wants to go in and do worksite ergonomics,

00:15:57.315 --> 00:15:58.995
they're like, I know I can save you money,

00:15:59.056 --> 00:15:59.576
the company.

00:15:59.635 --> 00:16:00.836
I know I can reduce injuries.

00:16:00.897 --> 00:16:02.697
I can lower workers' comp costs,

00:16:02.738 --> 00:16:03.458
all that kind of stuff.

00:16:04.399 --> 00:16:06.260
These are all theoretical savings.

00:16:06.980 --> 00:16:08.602
They're really hard to sell.

00:16:09.102 --> 00:16:10.203
Wellness programs,

00:16:10.264 --> 00:16:11.225
all these different things.

00:16:11.264 --> 00:16:13.746
So in Jimmy's case here, we're talking,

00:16:14.267 --> 00:16:14.506
okay,

00:16:15.508 --> 00:16:17.870
I had suggested if you're trying to

00:16:17.909 --> 00:16:19.650
get into larger companies,

00:16:19.711 --> 00:16:21.572
hospital-based systems, things like that,

00:16:21.673 --> 00:16:22.754
even with Hipposcribe,

00:16:22.793 --> 00:16:23.693
trying to go into a

00:16:23.754 --> 00:16:25.115
hospital-based organization.

00:16:25.895 --> 00:16:27.596
Jimmy had acknowledged who's

00:16:27.616 --> 00:16:28.577
the contact person,

00:16:28.618 --> 00:16:29.938
who's the decision maker.

00:16:30.700 --> 00:16:32.941
In those kinds of organizations,

00:16:33.501 --> 00:16:34.903
it's really less about

00:16:35.062 --> 00:16:36.583
bringing in awesome stuff

00:16:36.703 --> 00:16:38.625
and it's more about not rocking the boat.

00:16:39.145 --> 00:16:40.427
When I worked for a hospital,

00:16:40.868 --> 00:16:41.988
it wasn't about hiring the

00:16:42.028 --> 00:16:42.769
best therapist.

00:16:42.849 --> 00:16:43.730
It was about hiring the

00:16:43.769 --> 00:16:44.690
therapist that doesn't

00:16:44.730 --> 00:16:45.990
disrupt the organization

00:16:46.051 --> 00:16:47.633
and cause problems because

00:16:47.653 --> 00:16:49.053
they're better than everyone else.

00:16:49.494 --> 00:16:50.533
I would rather hire an

00:16:50.754 --> 00:16:52.134
average or below average

00:16:52.174 --> 00:16:53.176
therapist who's just gonna

00:16:53.235 --> 00:16:55.797
do the job and not cause problems.

00:16:56.476 --> 00:16:57.736
So when we're looking at

00:16:57.777 --> 00:16:59.298
bringing something like this in,

00:16:59.418 --> 00:17:00.458
it's like, all right, well,

00:17:00.918 --> 00:17:01.839
what does this all mean?

00:17:01.918 --> 00:17:03.679
Is this really gonna make me more money?

00:17:03.820 --> 00:17:04.900
All of my vestibular

00:17:04.940 --> 00:17:06.580
therapists are already fully booked.

00:17:06.881 --> 00:17:07.821
They're already making as

00:17:07.882 --> 00:17:09.001
much money as they're gonna make.

00:17:09.501 --> 00:17:10.883
Is this gonna open the door

00:17:10.982 --> 00:17:12.363
to turning an hour of

00:17:12.423 --> 00:17:13.903
vestibular rehab into

00:17:13.903 --> 00:17:15.545
$1,000 revenue instead of $150 revenue?

00:17:18.865 --> 00:17:19.226
I don't know.

00:17:19.346 --> 00:17:20.747
I don't know it well enough.

00:17:21.307 --> 00:17:22.626
But most of the time when I

00:17:22.666 --> 00:17:24.167
look at introducing an

00:17:24.307 --> 00:17:25.709
opportunity like this that

00:17:25.888 --> 00:17:27.128
we all look at and we're like, oh,

00:17:27.148 --> 00:17:27.709
this is awesome.

00:17:27.749 --> 00:17:28.630
It's going to do this stuff

00:17:28.670 --> 00:17:29.890
and attract more new patients.

00:17:30.589 --> 00:17:31.391
They're typically like,

00:17:31.490 --> 00:17:32.790
we don't need more new patients.

00:17:32.830 --> 00:17:33.991
We already have a waiting list.

00:17:34.551 --> 00:17:35.592
It's not going to generate

00:17:35.652 --> 00:17:37.032
more billable units because

00:17:37.073 --> 00:17:38.873
we're using the same CPT codes.

00:17:39.453 --> 00:17:40.074
In fact...

00:17:40.973 --> 00:17:42.036
When I talked to Biodex

00:17:42.076 --> 00:17:44.440
Rehab about their reactive step trainer,

00:17:44.980 --> 00:17:48.085
they wanted a bill 97112

00:17:48.085 --> 00:17:50.469
for using this balance device.

00:17:50.528 --> 00:17:51.790
I was like, here's the problem.

00:17:52.667 --> 00:17:54.169
I'm not a neurotherapist.

00:17:54.348 --> 00:17:58.352
I can build 97112 today with rubber bands.

00:17:58.612 --> 00:17:59.853
That costs me 50 cents.

00:18:00.173 --> 00:18:01.453
Why do I need to buy an

00:18:01.773 --> 00:18:03.634
expensive treadmill to

00:18:03.674 --> 00:18:05.376
build the same CPT codes?

00:18:05.416 --> 00:18:07.038
And that's the thing with this device.

00:18:07.577 --> 00:18:10.180
So the real situation here is,

00:18:10.920 --> 00:18:12.902
where is the truly unique

00:18:12.961 --> 00:18:14.623
advantage of bringing this

00:18:14.803 --> 00:18:17.203
in outside of the theoretical?

00:18:17.625 --> 00:18:19.145
Yes, it's a better experience.

00:18:19.185 --> 00:18:19.486
Yes,

00:18:19.586 --> 00:18:21.227
it gives our therapists a new tool

00:18:21.267 --> 00:18:22.407
that they don't already have.

00:18:23.407 --> 00:18:24.327
What do you think, Dave?

00:18:25.969 --> 00:18:26.729
I love that approach.

00:18:27.548 --> 00:18:28.368
The one thing I was thinking

00:18:28.449 --> 00:18:29.450
since we chatted about it

00:18:29.470 --> 00:18:32.250
yesterday and then into today, with APTA,

00:18:32.289 --> 00:18:34.090
is there like a special interest group?

00:18:34.131 --> 00:18:35.070
Is there like one of those

00:18:35.131 --> 00:18:36.730
SIGs or whatever for vestibular,

00:18:37.070 --> 00:18:37.852
just for vestibular?

00:18:38.051 --> 00:18:39.192
I'm assuming there probably is, right?

00:18:40.311 --> 00:18:40.971
Yeah.

00:18:41.231 --> 00:18:42.952
Within the APTA neuro section,

00:18:42.972 --> 00:18:43.752
there's vestibular.

00:18:43.772 --> 00:18:43.952
Yep.

00:18:45.032 --> 00:18:46.794
So I don't know if that's got to be...

00:18:47.737 --> 00:18:49.057
don't know what hundreds if

00:18:49.097 --> 00:18:50.097
not thousands of therapists

00:18:50.137 --> 00:18:52.259
right there so like it

00:18:52.479 --> 00:18:54.299
maybe if is there a way to

00:18:54.559 --> 00:18:56.621
either you guys interview

00:18:56.641 --> 00:18:57.661
them all create a bunch of

00:18:57.701 --> 00:19:00.222
content yep paid placement

00:19:00.423 --> 00:19:01.522
ads whatever that go out to

00:19:01.563 --> 00:19:02.163
all the vestibular

00:19:02.202 --> 00:19:03.223
therapists I think that

00:19:03.263 --> 00:19:04.344
would be maybe one of the

00:19:04.384 --> 00:19:05.644
things for like the best

00:19:05.684 --> 00:19:06.424
bang for your buck but like

00:19:06.464 --> 00:19:07.286
tony said today and

00:19:07.566 --> 00:19:09.987
yesterday in chat like the the

00:19:10.645 --> 00:19:12.386
device has to show a private

00:19:12.426 --> 00:19:14.448
practice owner how it can help.

00:19:15.567 --> 00:19:16.308
Obviously there has to be

00:19:16.328 --> 00:19:17.949
the financial side and it's gotta be,

00:19:18.229 --> 00:19:19.170
there's like the functional

00:19:19.230 --> 00:19:21.391
side as well of like a therapist that

00:19:22.335 --> 00:19:23.256
is currently doing, I don't know,

00:19:23.276 --> 00:19:24.876
like the Dick's Hall Pike or whatever,

00:19:25.277 --> 00:19:27.199
and whatever vestibular diagnostics,

00:19:28.339 --> 00:19:29.320
are they currently doing it

00:19:29.421 --> 00:19:31.281
with the other cheapy goggles?

00:19:31.382 --> 00:19:32.323
Are they doing it without

00:19:32.363 --> 00:19:33.103
any goggles right now?

00:19:33.263 --> 00:19:34.444
And so that sometimes is the

00:19:34.484 --> 00:19:35.164
challenge of bringing

00:19:35.204 --> 00:19:36.726
something like this into

00:19:36.746 --> 00:19:37.886
any business that's a

00:19:37.906 --> 00:19:39.248
little bit more expensive,

00:19:39.268 --> 00:19:40.148
there's more overhead.

00:19:40.189 --> 00:19:40.749
And then it's like,

00:19:41.109 --> 00:19:41.650
we got to make sure

00:19:41.710 --> 00:19:42.530
obviously that it's being

00:19:42.671 --> 00:19:44.833
used and what's the actual financial

00:19:45.492 --> 00:19:46.173
uh, return on it.

00:19:46.233 --> 00:19:48.675
And then like all the other nuance around,

00:19:48.955 --> 00:19:49.175
you know,

00:19:49.236 --> 00:19:50.596
training and onboarding and

00:19:50.636 --> 00:19:51.257
making sure that your

00:19:51.277 --> 00:19:52.157
therapists are actually,

00:19:52.417 --> 00:19:53.199
the vestibular therapists

00:19:53.219 --> 00:19:53.898
are actually going to use

00:19:53.939 --> 00:19:55.461
it and continue to use it and,

00:19:55.641 --> 00:19:57.701
and have some, some patient, uh,

00:19:58.303 --> 00:19:59.163
some patient improvement.

00:19:59.462 --> 00:20:00.423
And then maybe you use those

00:20:00.463 --> 00:20:02.365
goggles to send a video to

00:20:02.385 --> 00:20:04.666
the referring ENT or whatever, you know,

00:20:04.707 --> 00:20:05.248
physician, all that,

00:20:05.288 --> 00:20:06.489
like that's gotta be like,

00:20:06.628 --> 00:20:07.449
there's multiple things.

00:20:07.509 --> 00:20:09.290
I don't think it's just one channel.

00:20:09.310 --> 00:20:10.211
There's like multiple things

00:20:10.230 --> 00:20:10.771
to figure out.

00:20:11.092 --> 00:20:11.291
All right,

00:20:11.311 --> 00:20:12.752
so this feels very much like Shark Tank,

00:20:12.792 --> 00:20:13.792
and I'm getting all sweaty

00:20:13.813 --> 00:20:14.433
because I got to answer all

00:20:14.453 --> 00:20:15.473
these questions from the sharks.

00:20:15.554 --> 00:20:17.654
So they did a sort of

00:20:18.296 --> 00:20:19.536
analysis where they had an

00:20:19.576 --> 00:20:22.196
organization give this tool

00:20:22.257 --> 00:20:23.478
to 11 different therapists,

00:20:24.419 --> 00:20:25.919
and they found out that it

00:20:25.979 --> 00:20:27.380
pays off in about 11 weeks.

00:20:27.960 --> 00:20:30.381
So they said, hey, listen, using this,

00:20:30.461 --> 00:20:32.563
we can show any way that it

00:20:32.623 --> 00:20:34.103
pays for itself in 11 weeks.

00:20:34.663 --> 00:20:36.023
The thing that I think it sells, I think,

00:20:36.064 --> 00:20:37.105
Dave, you hit on it last.

00:20:38.285 --> 00:20:38.744
Because, I mean,

00:20:38.865 --> 00:20:39.826
I studied vestibular

00:20:39.846 --> 00:20:41.807
therapy for 29 minutes, I think,

00:20:41.866 --> 00:20:42.507
in PT school.

00:20:42.547 --> 00:20:44.067
We blew right through it in neuro, right?

00:20:44.087 --> 00:20:44.708
Because if you don't have a

00:20:44.748 --> 00:20:46.249
neuro professor who's an expert in it,

00:20:46.628 --> 00:20:47.829
you're going to get the bare minimum,

00:20:47.849 --> 00:20:48.230
right?

00:20:48.329 --> 00:20:50.891
And knowing that this is a niche market,

00:20:51.151 --> 00:20:52.892
but I think it's an underserved market.

00:20:52.912 --> 00:20:54.252
And they've got the data to prove that,

00:20:54.313 --> 00:20:54.492
right?

00:20:55.761 --> 00:20:56.942
So the last thing that Dave

00:20:56.982 --> 00:20:58.884
said I think was really valuable,

00:20:58.924 --> 00:21:00.406
which is if you're looking

00:21:00.446 --> 00:21:01.347
down at someone's head,

00:21:01.367 --> 00:21:02.249
remember it was like to do

00:21:02.269 --> 00:21:03.170
like a Dick's tall pike.

00:21:03.190 --> 00:21:03.710
You're doing it on your

00:21:03.750 --> 00:21:04.671
classmates like you know

00:21:04.691 --> 00:21:05.592
what the heck you're doing.

00:21:07.013 --> 00:21:08.275
You're looking for this.

00:21:08.815 --> 00:21:11.458
If you want your professor's insight into,

00:21:11.498 --> 00:21:12.618
hey, is that a nystagmus?

00:21:12.679 --> 00:21:14.320
They have to be right on top of you.

00:21:15.261 --> 00:21:16.383
So I think this product

00:21:16.442 --> 00:21:17.604
actually sells two things

00:21:17.644 --> 00:21:18.744
that we're not talking about.

00:21:19.385 --> 00:21:20.507
Number one,

00:21:20.946 --> 00:21:21.968
putting the patient's eyes in

00:21:21.988 --> 00:21:23.789
the dark gives you different results.

00:21:24.451 --> 00:21:25.652
Except I don't know about you guys,

00:21:26.051 --> 00:21:28.273
but I'm not Wolverine from X-Men.

00:21:28.314 --> 00:21:29.875
I can't see in the dark, right?

00:21:30.175 --> 00:21:32.278
So this puts people's eyes,

00:21:32.357 --> 00:21:33.538
patient's eyes in the dark,

00:21:33.778 --> 00:21:35.319
but still allows you to let you see them.

00:21:35.339 --> 00:21:35.820
So number one,

00:21:35.840 --> 00:21:36.801
it gives you the superpower

00:21:36.882 --> 00:21:37.903
of night vision.

00:21:38.202 --> 00:21:40.244
These are night vision cameras, right?

00:21:40.345 --> 00:21:41.746
OK, so that's number one.

00:21:42.006 --> 00:21:43.146
You're going to get a better result.

00:21:43.287 --> 00:21:44.347
Is that worth twenty six

00:21:44.367 --> 00:21:45.669
hundred bucks to a hospital system?

00:21:46.189 --> 00:21:46.489
I don't know.

00:21:46.509 --> 00:21:47.329
Let's let them decide.

00:21:47.750 --> 00:21:49.310
The second thing it does is

00:21:49.651 --> 00:21:50.632
your professor doesn't have

00:21:50.652 --> 00:21:51.551
to be over your head.

00:21:51.952 --> 00:21:52.893
So, number one,

00:21:53.294 --> 00:21:54.574
I can record with these

00:21:54.634 --> 00:21:56.576
things so I can do the maneuver.

00:21:57.826 --> 00:21:59.449
and then record what it's doing.

00:22:00.029 --> 00:22:01.151
So low-hanging fruit,

00:22:01.211 --> 00:22:02.673
I can show the patient and say,

00:22:02.853 --> 00:22:03.714
see what I'm seeing?

00:22:03.734 --> 00:22:05.155
And this is what I've heard

00:22:05.195 --> 00:22:05.876
from Helene and other

00:22:05.957 --> 00:22:06.738
vestibular therapists.

00:22:07.118 --> 00:22:08.421
There is validation there.

00:22:09.020 --> 00:22:09.582
Oh my gosh,

00:22:09.602 --> 00:22:10.742
there actually is something

00:22:10.784 --> 00:22:11.503
wrong with me because you

00:22:11.523 --> 00:22:13.026
know what vestibular disorders look like?

00:22:13.902 --> 00:22:15.824
Nothing like you and I just

00:22:15.844 --> 00:22:16.805
look at someone who's go, Oh,

00:22:16.825 --> 00:22:18.125
you just keep saying you feel dizzy,

00:22:18.446 --> 00:22:19.086
but I don't see,

00:22:19.106 --> 00:22:19.887
there's nothing bleeding.

00:22:19.907 --> 00:22:20.669
There's nothing visible.

00:22:20.929 --> 00:22:22.049
So it's validation.

00:22:22.590 --> 00:22:24.192
The second level is you can

00:22:24.313 --> 00:22:25.854
send it to a therapist that you know,

00:22:25.894 --> 00:22:27.056
who's an expert and go,

00:22:27.076 --> 00:22:28.136
you can send the video clip

00:22:28.176 --> 00:22:29.959
with permission to someone and go,

00:22:30.118 --> 00:22:31.480
here's what I think I'm doing.

00:22:31.500 --> 00:22:32.721
Here's what I think I'm seeing.

00:22:32.780 --> 00:22:33.761
Do you see that as well?

00:22:34.442 --> 00:22:35.223
And this is like another

00:22:35.284 --> 00:22:36.585
nice feature I don't think I mentioned.

00:22:36.924 --> 00:22:37.144
Yes,

00:22:37.184 --> 00:22:38.465
it's got two cameras that are night

00:22:38.506 --> 00:22:39.326
vision in the goggles.

00:22:39.987 --> 00:22:42.429
It allows the webcam you're

00:22:42.469 --> 00:22:44.971
recording on to record the maneuver.

00:22:45.510 --> 00:22:46.432
So you can actually see

00:22:46.571 --> 00:22:47.813
where in the maneuver,

00:22:47.873 --> 00:22:49.294
because it's got play-by-play now,

00:22:49.713 --> 00:22:50.474
where in the maneuver the

00:22:50.555 --> 00:22:51.315
eye did that thing.

00:22:51.816 --> 00:22:52.496
And the third thing that

00:22:52.536 --> 00:22:53.317
David just keyed on,

00:22:53.356 --> 00:22:54.176
now you can send it to

00:22:54.217 --> 00:22:56.479
maybe a referring physician and say, hey,

00:22:56.519 --> 00:22:57.519
you were right to send that

00:22:57.559 --> 00:22:58.780
patient to me because look

00:22:58.800 --> 00:23:00.442
what I found and look what I am.

00:23:00.481 --> 00:23:01.682
So I think it's a differentiator.

00:23:01.702 --> 00:23:03.203
It's an option for a differentiator.

00:23:04.300 --> 00:23:05.501
And so remind me,

00:23:05.961 --> 00:23:07.063
are the goggles a

00:23:07.123 --> 00:23:08.903
diagnostic tool or are they

00:23:08.923 --> 00:23:10.685
a training recovery tool?

00:23:11.066 --> 00:23:13.247
They're a diagnostic tool for now.

00:23:14.147 --> 00:23:14.428
Okay.

00:23:15.469 --> 00:23:16.630
Cause you had said at one

00:23:16.690 --> 00:23:18.871
point that consumers were buying them.

00:23:19.172 --> 00:23:20.471
No, no, no, no, no, no.

00:23:20.491 --> 00:23:21.633
These are not a consumer tool.

00:23:21.653 --> 00:23:23.474
This is a diagnostic tool only.

00:23:23.994 --> 00:23:25.395
Sorry if I didn't answer that right.

00:23:26.317 --> 00:23:26.557
Yeah.

00:23:26.596 --> 00:23:26.777
Yeah.

00:23:27.497 --> 00:23:29.358
So these, these, these goggles,

00:23:29.378 --> 00:23:30.660
and I've got a pair right off camera, but,

00:23:30.920 --> 00:23:31.000
um,

00:23:32.672 --> 00:23:33.751
Hook up to a laptop and

00:23:33.791 --> 00:23:34.653
essentially just give you a

00:23:34.712 --> 00:23:36.093
camera view of each eye and

00:23:36.113 --> 00:23:36.833
then you would take the

00:23:36.873 --> 00:23:38.292
person through an evaluation.

00:23:38.653 --> 00:23:40.233
And that is what that is the

00:23:40.753 --> 00:23:42.314
money ball of what these things are,

00:23:42.795 --> 00:23:44.394
because you can't see a lot

00:23:44.414 --> 00:23:44.994
of these things,

00:23:45.555 --> 00:23:46.214
especially if you're a new

00:23:46.255 --> 00:23:48.776
clinician at the speed.

00:23:48.796 --> 00:23:49.836
And then are you sure?

00:23:49.855 --> 00:23:51.416
Because now, again, I have a PT license.

00:23:51.457 --> 00:23:52.096
I'm on my own.

00:23:53.557 --> 00:23:53.958
I mean,

00:23:53.978 --> 00:23:55.759
I even thought about an additional

00:23:55.858 --> 00:23:58.080
service to this would be like a tutor,

00:23:58.301 --> 00:23:59.643
like have someone like Helena.

00:23:59.663 --> 00:24:00.523
I know I'm pimping out our

00:24:00.544 --> 00:24:02.025
time without her actually here.

00:24:03.165 --> 00:24:05.327
Hey, like send it in and say, you know,

00:24:05.367 --> 00:24:06.087
with permission,

00:24:06.189 --> 00:24:07.068
what are you seeing here?

00:24:07.148 --> 00:24:08.430
And now it's like this tutor

00:24:08.691 --> 00:24:10.231
sort of service, which is like, hey,

00:24:10.251 --> 00:24:11.373
like I'm on call,

00:24:11.712 --> 00:24:12.894
like your Clarity FM service.

00:24:14.555 --> 00:24:16.175
I'm there to give you my insight,

00:24:16.296 --> 00:24:17.576
but ultimately it's on your

00:24:17.615 --> 00:24:18.596
license and yada, yada.

00:24:19.115 --> 00:24:20.416
So I think the two things

00:24:20.457 --> 00:24:21.196
that stood out to me was

00:24:21.297 --> 00:24:22.037
night vision and the

00:24:22.076 --> 00:24:24.438
ability to freeze and rewind time.

00:24:25.417 --> 00:24:25.978
Well, again,

00:24:25.998 --> 00:24:29.759
this goes to looking at the technology,

00:24:29.798 --> 00:24:30.898
looking at opportunity,

00:24:30.939 --> 00:24:31.919
especially with a new

00:24:31.959 --> 00:24:34.240
landscape with video and

00:24:34.799 --> 00:24:36.721
synchronous communication.

00:24:36.740 --> 00:24:39.461
I had pitched the idea years

00:24:39.520 --> 00:24:40.340
ago where I'm like,

00:24:40.922 --> 00:24:42.602
if there is a great community

00:24:42.981 --> 00:24:44.663
McKenzie certified therapist

00:24:44.723 --> 00:24:45.846
or a great pelvic floor

00:24:45.865 --> 00:24:47.126
therapist or a great wet

00:24:47.387 --> 00:24:48.628
vestibular therapist.

00:24:49.430 --> 00:24:49.911
I should,

00:24:50.111 --> 00:24:52.794
instead of going to some random

00:24:52.854 --> 00:24:53.775
CEU course,

00:24:54.536 --> 00:24:56.077
I should be able to just bring

00:24:56.117 --> 00:24:58.901
that therapist into my evaluation,

00:24:58.941 --> 00:25:00.383
bring them into my clinic and,

00:25:00.923 --> 00:25:02.884
It's still a billable event under me,

00:25:02.943 --> 00:25:06.065
but I'm learning as I do the evaluation.

00:25:06.085 --> 00:25:07.825
So something like that.

00:25:07.845 --> 00:25:10.566
I buy the goggles along with that.

00:25:10.625 --> 00:25:11.445
I get access,

00:25:11.486 --> 00:25:12.145
whether it's a paid

00:25:12.185 --> 00:25:13.346
membership or whatever,

00:25:13.467 --> 00:25:16.208
to somebody who's well trained in it.

00:25:16.367 --> 00:25:17.647
And they're training me as

00:25:17.728 --> 00:25:19.189
I'm using it with my clients.

00:25:20.009 --> 00:25:20.148
Yeah.

00:25:20.990 --> 00:25:22.471
I just see tremendous value

00:25:22.531 --> 00:25:24.193
in that rather than let's

00:25:24.233 --> 00:25:25.615
get together for a weekend

00:25:25.675 --> 00:25:27.097
and let's do a CEU and then

00:25:27.117 --> 00:25:27.778
we're going to forget 90%

00:25:27.778 --> 00:25:30.021
of it once we leave.

00:25:30.122 --> 00:25:30.462
Yeah.

00:25:31.003 --> 00:25:32.526
You come off hot on Monday

00:25:32.566 --> 00:25:33.707
morning after that course

00:25:33.767 --> 00:25:34.749
and then everything's great.

00:25:34.769 --> 00:25:35.730
And then I bet you like, you know,

00:25:35.750 --> 00:25:36.750
a couple of days later, you're like,

00:25:37.711 --> 00:25:39.053
A YouTube video is great,

00:25:39.113 --> 00:25:40.314
but if I'm staring at my

00:25:40.374 --> 00:25:41.934
house and my front door,

00:25:42.275 --> 00:25:43.395
and I saw the video on how

00:25:43.576 --> 00:25:44.737
to hang a front door,

00:25:44.797 --> 00:25:46.157
but now mine's slightly different,

00:25:46.538 --> 00:25:48.759
having that person standing next to you,

00:25:49.099 --> 00:25:50.160
it's almost like a handyman.

00:25:50.480 --> 00:25:51.340
Even if the handyman wasn't

00:25:51.361 --> 00:25:52.481
there to do the work, you're like,

00:25:52.521 --> 00:25:53.502
I'm capable, I'm willing,

00:25:54.363 --> 00:25:55.983
just tell me I'm doing it right.

00:25:56.545 --> 00:25:58.486
Confidence and competence is

00:25:58.586 --> 00:26:00.047
actually what you want to sell.

00:26:00.902 --> 00:26:02.821
So something that interesting happened,

00:26:02.842 --> 00:26:03.982
I was talking to a patient

00:26:04.022 --> 00:26:08.242
in my clinic today, female, mid-50s,

00:26:08.303 --> 00:26:09.304
diagnosed with pretty

00:26:09.344 --> 00:26:11.703
significant osteoporosis.

00:26:12.644 --> 00:26:14.365
And she was just devastated,

00:26:14.605 --> 00:26:16.345
emotionally very upset,

00:26:16.464 --> 00:26:17.924
can't believe that she was

00:26:17.984 --> 00:26:20.006
diagnosed with osteoporosis

00:26:20.046 --> 00:26:20.766
to this degree.

00:26:21.726 --> 00:26:23.125
I connected her with a

00:26:23.726 --> 00:26:24.746
therapist who's got a great

00:26:24.786 --> 00:26:25.787
YouTube channel.

00:26:25.807 --> 00:26:27.247
The two of them have been talking.

00:26:27.906 --> 00:26:30.489
But she spent about six months,

00:26:30.828 --> 00:26:33.070
went through like the Kubler-Ross stages,

00:26:33.131 --> 00:26:33.432
you know,

00:26:33.511 --> 00:26:35.413
denial and anger and all that stuff.

00:26:36.094 --> 00:26:39.395
Anyway, a wellness thing comes to town.

00:26:39.957 --> 00:26:40.998
They have a different

00:26:41.057 --> 00:26:44.160
technology for measuring bone density,

00:26:44.220 --> 00:26:44.961
bone quality.

00:26:45.520 --> 00:26:47.363
Well, based on this assessment,

00:26:47.702 --> 00:26:48.784
her bones aren't that bad.

00:26:49.144 --> 00:26:50.125
So now the question is,

00:26:50.164 --> 00:26:51.807
did she get a bad DEXA scan?

00:26:52.346 --> 00:26:52.606
Right.

00:26:52.826 --> 00:26:55.128
Or did you know what's going on?

00:26:56.130 --> 00:26:57.530
again with a device like

00:26:57.570 --> 00:26:59.491
this are they doing

00:26:59.593 --> 00:27:00.553
anything because it's if

00:27:00.613 --> 00:27:02.094
it's a diagnostic are they

00:27:02.114 --> 00:27:03.255
doing something where the

00:27:03.275 --> 00:27:05.175
therapist goes does an

00:27:05.236 --> 00:27:07.298
event either locally or

00:27:07.397 --> 00:27:08.939
part of a wellness you know

00:27:09.398 --> 00:27:11.580
fair and they just line up

00:27:11.580 --> 00:27:14.282
20 vestibular individuals

00:27:14.323 --> 00:27:14.982
who want to get an

00:27:15.042 --> 00:27:16.584
assessment they do the

00:27:16.644 --> 00:27:18.065
diagnostic and then they

00:27:18.144 --> 00:27:20.446
refer out to local clinics

00:27:20.606 --> 00:27:21.948
in the area yeah

00:27:23.095 --> 00:27:24.275
That's a good idea.

00:27:24.535 --> 00:27:26.256
So not right.

00:27:26.316 --> 00:27:27.935
That angle, no.

00:27:28.036 --> 00:27:29.856
That program, no.

00:27:29.916 --> 00:27:30.396
Not right now.

00:27:30.416 --> 00:27:31.817
Because we used to do

00:27:31.856 --> 00:27:33.958
something with a metabolism tester.

00:27:34.038 --> 00:27:34.597
We would go,

00:27:34.678 --> 00:27:37.138
we would do $100 per assessment.

00:27:37.638 --> 00:27:39.298
You breathe into this little device.

00:27:39.778 --> 00:27:42.319
It measures resting metabolic rate.

00:27:42.940 --> 00:27:43.880
They pay us there.

00:27:44.200 --> 00:27:45.320
And then we would refer out

00:27:45.361 --> 00:27:46.661
to the personal trainers or

00:27:46.681 --> 00:27:47.980
the local people that

00:27:48.020 --> 00:27:49.501
wanted to work on weight

00:27:49.541 --> 00:27:50.561
loss and weight management.

00:27:51.001 --> 00:27:53.304
Here's one of the reasons why not yet.

00:27:53.723 --> 00:27:54.924
And this is a stat that I

00:27:54.964 --> 00:27:56.125
got from Helena and Patrick,

00:27:56.165 --> 00:27:57.146
which is the person who's

00:27:57.166 --> 00:27:58.307
living with dizziness

00:27:58.948 --> 00:28:00.729
usually sees six to seven

00:28:00.788 --> 00:28:02.810
providers until they find the right one.

00:28:03.371 --> 00:28:05.553
Dizziness is so ambiguous.

00:28:05.992 --> 00:28:06.713
Where do I go?

00:28:06.733 --> 00:28:08.434
The average person barely

00:28:08.474 --> 00:28:10.436
thinks of a PT for many of

00:28:10.477 --> 00:28:11.656
the things PTs can do.

00:28:12.637 --> 00:28:14.759
This is maybe not one of them.

00:28:15.559 --> 00:28:17.362
So that is, again,

00:28:17.442 --> 00:28:18.643
it comes back to education

00:28:18.682 --> 00:28:19.583
and communications and

00:28:19.603 --> 00:28:20.203
marketing is like

00:28:20.384 --> 00:28:22.244
positioning yourself as the

00:28:23.006 --> 00:28:24.186
right provider who can get

00:28:24.227 --> 00:28:25.188
me to the right solution.

00:28:25.607 --> 00:28:27.209
Scott is dropping in the comment.

00:28:28.089 --> 00:28:29.171
Same kind of idea would work

00:28:29.211 --> 00:28:30.171
for MSK ultrasound.

00:28:30.191 --> 00:28:31.752
It's funny that he says that Scott,

00:28:31.772 --> 00:28:32.673
where I'm the same wavelength.

00:28:32.772 --> 00:28:33.814
I was thinking the same thing,

00:28:33.854 --> 00:28:35.394
which is you have all these

00:28:35.655 --> 00:28:37.196
MSK ultrasound programs.

00:28:37.576 --> 00:28:39.138
devices and practitioners

00:28:39.199 --> 00:28:40.420
now saying hey I have

00:28:40.619 --> 00:28:42.362
insight I can you know

00:28:43.022 --> 00:28:43.943
vestibular first has the

00:28:43.963 --> 00:28:45.065
ability to see in the dark

00:28:45.184 --> 00:28:46.405
and freeze time and allow

00:28:46.425 --> 00:28:47.666
you to stop and rewind time

00:28:47.727 --> 00:28:49.489
right msk ultrasound lets

00:28:49.509 --> 00:28:50.710
you see through walls or

00:28:51.010 --> 00:28:52.332
body walls you know in this

00:28:52.352 --> 00:28:53.653
position what can you do

00:28:53.693 --> 00:28:55.635
with that superpower is the

00:28:55.695 --> 00:28:56.977
juice worth the squeeze if

00:28:57.017 --> 00:28:58.397
you're if you have the

00:28:58.438 --> 00:29:00.160
superpower and you know how to use it

00:29:01.221 --> 00:29:03.962
How can you leverage that to

00:29:04.042 --> 00:29:04.804
help more people?

00:29:04.824 --> 00:29:05.703
I think it's there.

00:29:06.025 --> 00:29:07.224
I think the person who finds

00:29:07.265 --> 00:29:08.685
out how to do it the best first,

00:29:08.946 --> 00:29:09.906
most effectively with the

00:29:09.946 --> 00:29:11.147
least amount of friction wins.

00:29:12.648 --> 00:29:13.670
Let me ask you real quick.

00:29:13.970 --> 00:29:14.490
Go ahead, Dave.

00:29:14.510 --> 00:29:14.770
Go ahead.

00:29:15.670 --> 00:29:16.131
So really quick,

00:29:16.211 --> 00:29:18.271
on the MSK diagnostic watch,

00:29:18.291 --> 00:29:19.492
and I'm glad Scott mentioned this.

00:29:19.553 --> 00:29:21.154
So we use the Butterfly IQ.

00:29:21.515 --> 00:29:22.935
There's a way with the app.

00:29:23.056 --> 00:29:23.777
It's so simple.

00:29:24.616 --> 00:29:26.798
The Butterfly, the probe,

00:29:27.098 --> 00:29:28.721
the device plugs right into my iPhone.

00:29:28.820 --> 00:29:29.942
You can send an image and a

00:29:29.981 --> 00:29:31.182
video right from the app.

00:29:31.903 --> 00:29:33.063
to other clinicians.

00:29:33.083 --> 00:29:34.483
You could send it to another therapist.

00:29:34.503 --> 00:29:35.904
You could send it to a colleague and say,

00:29:35.944 --> 00:29:37.085
Hey, I'm seeing this.

00:29:37.144 --> 00:29:37.664
What do you see?

00:29:37.704 --> 00:29:37.984
Whatever.

00:29:38.665 --> 00:29:40.185
And another thing is that

00:29:40.205 --> 00:29:41.026
there's a lot of physical

00:29:41.046 --> 00:29:42.166
therapists and especially

00:29:42.186 --> 00:29:43.007
there's a lot of physicians

00:29:43.067 --> 00:29:44.847
on Instagram who share

00:29:45.288 --> 00:29:46.167
diagnostic ultrasound

00:29:46.288 --> 00:29:48.868
imaging pictures and still images.

00:29:49.450 --> 00:29:51.089
They'll post almost like a case study.

00:29:51.529 --> 00:29:52.651
And in the comment section,

00:29:52.931 --> 00:29:54.171
other physicians chime in

00:29:54.391 --> 00:29:56.112
as to the diagnosis and what they see.

00:29:56.551 --> 00:29:56.791
Oh yeah.

00:29:56.832 --> 00:29:58.292
It's a brilliant social strategy.

00:29:59.320 --> 00:29:59.662
Exactly.

00:29:59.682 --> 00:30:00.983
So I mentioned here in the private chat,

00:30:01.023 --> 00:30:02.165
you guys can't see it publicly,

00:30:02.185 --> 00:30:03.127
but I said, you know,

00:30:03.167 --> 00:30:05.131
talking about butterfly IQ

00:30:05.211 --> 00:30:06.452
and maybe vestibular first

00:30:06.472 --> 00:30:07.335
could do something like that,

00:30:07.355 --> 00:30:08.576
where you get a bunch of

00:30:08.977 --> 00:30:10.259
vestibular therapists that

00:30:10.279 --> 00:30:11.382
are trying the goggles on

00:30:11.442 --> 00:30:12.723
or they bought the goggles, whatever.

00:30:13.277 --> 00:30:14.538
if they're able to do,

00:30:14.557 --> 00:30:15.238
I don't know if the device

00:30:15.278 --> 00:30:15.857
is able to do that,

00:30:15.877 --> 00:30:16.759
but if you're able to have

00:30:16.818 --> 00:30:19.400
still images or videos from the goggles,

00:30:20.299 --> 00:30:22.340
you have those therapists tagging,

00:30:22.500 --> 00:30:23.582
you know, you can do a challenge,

00:30:23.622 --> 00:30:25.261
you can do a giveaway, whatever.

00:30:25.281 --> 00:30:25.982
Um,

00:30:26.182 --> 00:30:28.163
but posting these images on their own

00:30:28.243 --> 00:30:29.483
Instagram and Facebook or

00:30:29.503 --> 00:30:30.444
YouTube or wherever.

00:30:31.125 --> 00:30:32.445
And of course it's, you know,

00:30:33.006 --> 00:30:34.527
with permission or not,

00:30:34.606 --> 00:30:35.287
these are anonymous.

00:30:35.326 --> 00:30:37.387
These just be anonymous patients or you do,

00:30:37.468 --> 00:30:38.407
you know, therapists, whatever.

00:30:38.428 --> 00:30:38.468
Um,

00:30:39.949 --> 00:30:40.969
And then you post on,

00:30:41.410 --> 00:30:42.710
on social media and then you're,

00:30:42.869 --> 00:30:44.490
they're tagging at vestibular first or,

00:30:44.530 --> 00:30:44.730
you know,

00:30:44.770 --> 00:30:46.131
your social media account or website.

00:30:46.652 --> 00:30:48.652
Patrick and Alina are in France at a,

00:30:48.771 --> 00:30:49.833
at the baronet conference,

00:30:49.853 --> 00:30:50.752
which is like a big

00:30:50.873 --> 00:30:52.074
international conference

00:30:52.173 --> 00:30:53.653
with people who work with, uh, you know,

00:30:53.713 --> 00:30:54.474
people with vestibular

00:30:54.494 --> 00:30:55.394
disorders right now.

00:30:55.434 --> 00:30:56.576
But I've been taking notes

00:30:56.596 --> 00:30:57.355
cause they've been gone for

00:30:57.375 --> 00:30:58.375
a week or two and I have

00:30:58.395 --> 00:30:59.596
the dry erase board full of

00:30:59.636 --> 00:31:00.156
all those things.

00:31:00.176 --> 00:31:01.096
And you touched on one of them.

00:31:01.396 --> 00:31:02.837
If you go to vestibular first socials,

00:31:03.117 --> 00:31:03.678
they have a really good

00:31:03.877 --> 00:31:04.898
active social following.

00:31:05.019 --> 00:31:07.759
Alina puts up treatment ideas and yeah,

00:31:08.644 --> 00:31:09.884
discussions that vestibular

00:31:09.903 --> 00:31:10.825
therapists would wanna have.

00:31:11.065 --> 00:31:11.904
She's got that covered.

00:31:12.105 --> 00:31:13.385
That is the lowest hanging

00:31:13.445 --> 00:31:14.486
fruit and they do that and

00:31:14.506 --> 00:31:16.066
they do it terribly well, right?

00:31:16.767 --> 00:31:17.826
What you don't see,

00:31:18.446 --> 00:31:19.948
and this is Helena if you're watching,

00:31:20.488 --> 00:31:21.367
Patrick if you're watching,

00:31:21.928 --> 00:31:22.949
I don't see nearly enough

00:31:23.189 --> 00:31:24.189
night vision videos.

00:31:24.449 --> 00:31:25.750
Like you have the ability to

00:31:25.809 --> 00:31:26.569
see in the dark.

00:31:27.329 --> 00:31:29.152
I want a night vision video

00:31:29.332 --> 00:31:31.974
every 24 hours of something.

00:31:32.375 --> 00:31:34.017
So that is the lowest hanging fruit.

00:31:34.076 --> 00:31:35.178
So that's going to be in our

00:31:35.198 --> 00:31:35.878
marketing meeting when you

00:31:35.898 --> 00:31:37.901
guys get back from the Baronet conference,

00:31:37.921 --> 00:31:39.481
which is don't tell me that

00:31:39.501 --> 00:31:41.384
you're a night vision goggle set.

00:31:41.403 --> 00:31:41.884
You're not.

00:31:44.207 --> 00:31:45.587
You are the ability to see in the dark.

00:31:45.708 --> 00:31:46.548
That is what you sell.

00:31:46.688 --> 00:31:47.807
How you do it is a night

00:31:47.847 --> 00:31:49.689
vision camera in a goggle set.

00:31:49.788 --> 00:31:51.670
What you sell, what the value is,

00:31:51.869 --> 00:31:53.830
I can see in the dark easily,

00:31:53.951 --> 00:31:56.152
simply at the turn of a button.

00:31:56.311 --> 00:31:56.951
Absolutely.

00:31:57.031 --> 00:31:58.251
So we're going to see more

00:31:58.311 --> 00:31:59.772
night vision videos, Helena.

00:31:59.873 --> 00:32:00.732
That's what we're going to do.

00:32:00.913 --> 00:32:01.713
I will say, though,

00:32:01.814 --> 00:32:04.295
as a non-vestibular therapist,

00:32:05.015 --> 00:32:07.195
those like night vision

00:32:07.296 --> 00:32:09.356
people's nasty eyes that

00:32:09.376 --> 00:32:11.737
grosses me out I know good

00:32:11.917 --> 00:32:13.678
I don't want you you are

00:32:13.738 --> 00:32:14.699
not my people so like

00:32:14.858 --> 00:32:17.078
totally this brings up the

00:32:17.259 --> 00:32:18.759
stupid business model of

00:32:18.779 --> 00:32:19.599
the woman who's now a

00:32:19.900 --> 00:32:21.040
millionaire which is dr

00:32:21.080 --> 00:32:22.361
pimple popper that is

00:32:22.401 --> 00:32:24.501
disgusting yeah a lot of

00:32:24.541 --> 00:32:26.202
people millions of people

00:32:26.542 --> 00:32:28.163
and it is like eye candy

00:32:28.763 --> 00:32:30.243
and it's like sad like just

00:32:30.304 --> 00:32:31.805
people dig watching the kids

00:32:32.984 --> 00:32:33.565
It's popping.

00:32:34.026 --> 00:32:35.625
So it's like, dude, that's great.

00:32:35.705 --> 00:32:37.487
Like, but for vestibular therapists,

00:32:37.866 --> 00:32:39.708
that is eye candy.

00:32:39.827 --> 00:32:42.169
And they can, they can do these things,

00:32:42.409 --> 00:32:45.569
the matrix where Neo's

00:32:45.609 --> 00:32:46.470
looking at the ones and

00:32:46.529 --> 00:32:48.351
zeros on the screen and the green and the,

00:32:48.510 --> 00:32:49.811
and he can sees ones and

00:32:49.852 --> 00:32:51.751
zeros vestibular therapist.

00:32:51.791 --> 00:32:52.873
Well, you and I, we look at it.

00:32:52.893 --> 00:32:53.792
It's just ones and zeros

00:32:53.893 --> 00:32:55.074
vestibular therapists see

00:32:55.173 --> 00:32:55.993
right through it and they

00:32:56.013 --> 00:32:56.874
can see the matrix.

00:32:56.913 --> 00:32:58.454
They can, it all makes sense to them.

00:32:58.922 --> 00:33:00.483
So another interesting question,

00:33:00.523 --> 00:33:01.605
and I'm sure they've

00:33:01.644 --> 00:33:02.786
explored all of these.

00:33:02.885 --> 00:33:04.928
I'm just, we're geeking out on it.

00:33:06.890 --> 00:33:10.713
Since it's a diagnostic tool, okay,

00:33:10.733 --> 00:33:12.737
so I go in for an x-ray, right?

00:33:12.757 --> 00:33:14.038
There's an x-ray technician

00:33:14.077 --> 00:33:15.278
who does the x-ray,

00:33:15.318 --> 00:33:15.819
but then there's a

00:33:15.859 --> 00:33:18.142
radiologist who reads the

00:33:18.281 --> 00:33:20.144
x-ray and develops the report.

00:33:20.825 --> 00:33:23.165
Does it need to be a clinician?

00:33:24.326 --> 00:33:25.286
If it's cash pay,

00:33:25.767 --> 00:33:26.586
does it need to be a

00:33:26.626 --> 00:33:28.487
clinician who actually has the goggles,

00:33:28.527 --> 00:33:31.407
who actually does the testing itself,

00:33:31.508 --> 00:33:33.489
not interprets the test or anything else,

00:33:33.528 --> 00:33:34.709
just is physically there

00:33:34.788 --> 00:33:36.029
with the person doing the test?

00:33:36.430 --> 00:33:37.089
That's a good question.

00:33:37.670 --> 00:33:38.590
Helena is going to answer that.

00:33:38.810 --> 00:33:40.230
I'm going to say I'm going

00:33:40.270 --> 00:33:41.550
to my gut reaction as the

00:33:41.590 --> 00:33:42.872
PT who works in sales,

00:33:42.892 --> 00:33:44.451
but is not never treated vestibular.

00:33:44.551 --> 00:33:45.673
I'm going to say it does.

00:33:46.771 --> 00:33:47.752
Because there's a lot of

00:33:47.913 --> 00:33:50.094
nuance into when things come on.

00:33:50.114 --> 00:33:51.234
Because I went to clinic

00:33:51.255 --> 00:33:52.276
with Helena for an entire

00:33:52.296 --> 00:33:53.195
day and watched this.

00:33:53.836 --> 00:33:55.218
And that is the other option, right?

00:33:55.617 --> 00:33:56.638
I'll do a live stream where

00:33:56.659 --> 00:33:57.720
we put the goggles on and

00:33:57.740 --> 00:33:58.519
you can essentially see

00:33:58.619 --> 00:33:59.701
each eye individually.

00:33:59.980 --> 00:34:01.201
But you can also see what's

00:34:01.221 --> 00:34:02.021
going on in the room.

00:34:02.041 --> 00:34:04.243
So while you're recording each eye,

00:34:04.584 --> 00:34:05.285
you're recording the

00:34:05.325 --> 00:34:06.365
clinician and the patient

00:34:06.404 --> 00:34:07.726
from across the room with

00:34:07.846 --> 00:34:09.588
the camera all in one shot.

00:34:10.612 --> 00:34:12.353
So when things happen,

00:34:12.492 --> 00:34:13.592
vestibular therapists chime

00:34:13.612 --> 00:34:14.353
in here to help me make

00:34:14.773 --> 00:34:15.833
sure I'm not an idiot.

00:34:16.373 --> 00:34:18.034
When things happen and when

00:34:18.074 --> 00:34:19.795
they come on is terribly important.

00:34:21.715 --> 00:34:22.735
So I'm going to say yes,

00:34:22.775 --> 00:34:25.115
that is part of the – I would say yes.

00:34:25.155 --> 00:34:26.416
My answer is that's part of the skill.

00:34:27.016 --> 00:34:28.199
Could you treat – are you

00:34:28.219 --> 00:34:28.860
saying could you treat a

00:34:28.900 --> 00:34:30.302
PTA to do this as well?

00:34:30.382 --> 00:34:31.483
Is that what – Heck no.

00:34:31.523 --> 00:34:33.186
I'm saying can I get a great

00:34:33.425 --> 00:34:35.628
person with a great personality?

00:34:35.648 --> 00:34:36.851
Like an x-ray tech.

00:34:36.871 --> 00:34:36.990
Huh?

00:34:37.030 --> 00:34:39.353
Like an x-ray – a little bit of training.

00:34:39.373 --> 00:34:40.315
Yeah, like what has some –

00:34:42.005 --> 00:34:43.447
Why can't I just get a human

00:34:43.507 --> 00:34:45.166
who's got great social skills,

00:34:45.246 --> 00:34:48.208
who's looking for a job like this?

00:34:48.588 --> 00:34:50.268
There's a lot of people

00:34:50.309 --> 00:34:51.710
moving into non-medical

00:34:51.750 --> 00:34:53.110
companion care that are

00:34:53.190 --> 00:34:54.731
just doing phenomenal.

00:34:55.210 --> 00:34:56.831
Why can't I get somebody like that?

00:34:57.311 --> 00:34:58.452
If I was a vestibular

00:34:58.512 --> 00:35:00.672
therapist sitting here behind my computer,

00:35:01.114 --> 00:35:02.134
I could have three or four

00:35:02.173 --> 00:35:03.474
of these individuals out in

00:35:03.494 --> 00:35:05.335
the field and just book

00:35:05.355 --> 00:35:07.195
them on house calls.

00:35:07.695 --> 00:35:09.157
They go, I'm live.

00:35:09.697 --> 00:35:10.739
I'm there with them.

00:35:10.759 --> 00:35:12.342
I can tell them if they need

00:35:12.362 --> 00:35:13.384
to do something or change

00:35:13.403 --> 00:35:14.365
something or whatever.

00:35:14.385 --> 00:35:15.768
Oh, I see what you mean.

00:35:15.789 --> 00:35:16.048
Yeah.

00:35:16.088 --> 00:35:17.431
So you can still have the

00:35:17.532 --> 00:35:18.914
therapist element there.

00:35:19.824 --> 00:35:21.804
but that individual would be trained by me,

00:35:22.326 --> 00:35:23.585
trained by vestibular first,

00:35:23.626 --> 00:35:24.427
trained by somebody,

00:35:24.867 --> 00:35:26.027
but they're effectively the

00:35:26.068 --> 00:35:27.429
technician who's out in the

00:35:27.489 --> 00:35:29.110
house with the patient and

00:35:29.130 --> 00:35:31.050
the patient's family, hands,

00:35:31.271 --> 00:35:32.012
boots on the ground,

00:35:32.052 --> 00:35:33.351
but I am the one here.

00:35:33.512 --> 00:35:34.112
And like I said,

00:35:34.152 --> 00:35:37.034
I could have eight to 820 at that house,

00:35:37.034 --> 00:35:40.056
820 to 840 at this house,

00:35:40.056 --> 00:35:40.777
840 to eight to nine

00:35:40.797 --> 00:35:41.777
o'clock at the next house.

00:35:42.297 --> 00:35:43.579
And as I'm hitting the next one,

00:35:43.619 --> 00:35:44.818
that first person leaves to

00:35:44.840 --> 00:35:46.920
go to the third or fourth visit.

00:35:47.340 --> 00:35:48.481
So what you're really doing

00:35:48.541 --> 00:35:50.204
is seeing the dark,

00:35:50.224 --> 00:35:51.425
the ability to freeze time,

00:35:51.525 --> 00:35:52.005
and now you have the

00:35:52.045 --> 00:35:54.929
ability to see miles away virtually.

00:35:55.309 --> 00:35:57.132
So essentially extending the

00:35:57.291 --> 00:35:59.114
vision of a therapist.

00:35:59.414 --> 00:36:01.215
I'm going to change my answer and say, ooh,

00:36:02.557 --> 00:36:03.878
maybe not, right?

00:36:04.159 --> 00:36:05.179
And you also said something else,

00:36:05.201 --> 00:36:06.282
which is a vestibular first

00:36:06.302 --> 00:36:07.021
certification.

00:36:07.583 --> 00:36:08.943
And I know everybody and their mom is like,

00:36:09.003 --> 00:36:10.585
I do certifications and content courses.

00:36:11.106 --> 00:36:12.268
Before I took this job,

00:36:12.547 --> 00:36:13.929
I was trying to find a

00:36:14.009 --> 00:36:16.170
reason not to work for vestibular first.

00:36:16.251 --> 00:36:18.472
So I asked, again, not a vestibular expert,

00:36:18.492 --> 00:36:19.293
but I asked a bunch of

00:36:19.313 --> 00:36:21.275
people who I respect and knew personally,

00:36:21.695 --> 00:36:22.838
knew well enough to tell me

00:36:22.878 --> 00:36:23.838
the truth and not just what

00:36:23.858 --> 00:36:24.478
I wanted to hear.

00:36:25.039 --> 00:36:25.980
Couldn't find a person to

00:36:26.041 --> 00:36:27.382
say a bad thing about vestibular.

00:36:27.722 --> 00:36:28.782
Not just the company because

00:36:28.922 --> 00:36:29.764
that's inanimate.

00:36:30.063 --> 00:36:30.885
Patrick and Helena.

00:36:31.105 --> 00:36:32.987
So people trust her and

00:36:33.047 --> 00:36:35.188
Patrick because they do the right thing.

00:36:35.248 --> 00:36:37.811
So I don't know this because

00:36:37.851 --> 00:36:38.891
that answers a lot of the

00:36:38.931 --> 00:36:39.572
different questions,

00:36:39.592 --> 00:36:40.532
which is how is this going

00:36:40.552 --> 00:36:41.434
to make me money,

00:36:41.773 --> 00:36:42.295
which is something

00:36:42.335 --> 00:36:44.175
therapists with Peace Corps

00:36:44.235 --> 00:36:45.818
disease or the Peace Corps

00:36:45.858 --> 00:36:47.719
gene you'll hear in an upcoming episode.

00:36:47.739 --> 00:36:48.420
I think that was Scott

00:36:48.460 --> 00:36:49.400
Dickinson with Next Level.

00:36:49.900 --> 00:36:51.621
BT's just got this Peace Corps gene, man.

00:36:52.121 --> 00:36:53.222
We want to do everything.

00:36:53.242 --> 00:36:54.202
And we've talked about just

00:36:54.262 --> 00:36:55.463
last week where if you can

00:36:55.842 --> 00:36:56.402
get some of that,

00:36:56.443 --> 00:36:58.143
if this is an emotional thing, right?

00:36:58.384 --> 00:36:59.483
This is an emotional thing.

00:36:59.983 --> 00:37:01.985
The emotion sometimes blocks the logic.

00:37:02.505 --> 00:37:04.224
So I'm going to change my answer to maybe.

00:37:04.304 --> 00:37:06.445
And that is an idea I didn't think of.

00:37:07.204 --> 00:37:08.985
So now what happens is that

00:37:09.025 --> 00:37:11.706
turns a single clinician, owner-operator,

00:37:11.807 --> 00:37:13.768
small provider into

00:37:13.809 --> 00:37:14.748
somebody who's going to buy

00:37:14.829 --> 00:37:16.369
four devices instead of one.

00:37:16.389 --> 00:37:18.110
Because now they're math-maths.

00:37:18.391 --> 00:37:18.630
Yeah.

00:37:18.690 --> 00:37:19.532
Even better.

00:37:19.552 --> 00:37:20.711
The math-math's faster.

00:37:20.731 --> 00:37:23.173
I do want to mention they do

00:37:23.653 --> 00:37:25.074
create educational models.

00:37:25.735 --> 00:37:28.056
And I see how many people

00:37:28.096 --> 00:37:28.817
are buying these things.

00:37:29.097 --> 00:37:30.336
This is a need that they are

00:37:30.376 --> 00:37:31.137
fulfilling that was not

00:37:31.177 --> 00:37:32.358
fulfilled previously.

00:37:32.398 --> 00:37:33.179
We're talking about, like,

00:37:33.199 --> 00:37:34.440
I have a new ring.

00:37:35.219 --> 00:37:36.440
Yeah, like the headbands.

00:37:36.460 --> 00:37:37.141
You saw that picture?

00:37:37.601 --> 00:37:39.143
Because that is – the

00:37:39.182 --> 00:37:40.423
alternative was like we did

00:37:40.443 --> 00:37:42.224
it in PT school with like pipe cleaners.

00:37:42.786 --> 00:37:43.987
You like made it pipe cleaners.

00:37:44.007 --> 00:37:44.347
You did this.

00:37:44.646 --> 00:37:46.507
This has like actual like

00:37:47.148 --> 00:37:48.409
fluid in it to show you the

00:37:48.489 --> 00:37:49.891
speed of the crystals and

00:37:49.911 --> 00:37:50.411
things like that.

00:37:50.451 --> 00:37:52.112
So for vestibular therapists –

00:37:52.938 --> 00:37:54.719
it's a little bit teaching the teacher,

00:37:54.880 --> 00:37:56.222
but it's a lot teaching the patient.

00:37:56.242 --> 00:37:57.222
So it's a really great model

00:37:57.242 --> 00:37:59.125
to have in clinic to show like,

00:37:59.246 --> 00:38:00.286
why am I having you hold

00:38:00.327 --> 00:38:02.889
your head for 45 seconds or

00:38:02.929 --> 00:38:03.389
a minute and a half?

00:38:03.431 --> 00:38:04.711
Why is it taking so long?

00:38:04.771 --> 00:38:06.114
So, all right.

00:38:07.074 --> 00:38:08.496
Um, what do we want to jump to next?

00:38:08.556 --> 00:38:09.318
Well, let's talk about OT.

00:38:09.963 --> 00:38:12.224
Yeah, because this leads right into OT.

00:38:12.264 --> 00:38:13.623
So yes, last week,

00:38:14.603 --> 00:38:16.764
somebody had asked us about

00:38:16.945 --> 00:38:18.445
OTs going independent,

00:38:18.525 --> 00:38:20.706
OTs going into private practice.

00:38:21.166 --> 00:38:22.266
What are the opportunities?

00:38:22.306 --> 00:38:23.266
What's the landscape?

00:38:23.786 --> 00:38:24.786
And one of the things that I

00:38:24.847 --> 00:38:26.166
always think about is, you know,

00:38:26.367 --> 00:38:28.547
OTs are kind of an interesting breed.

00:38:30.068 --> 00:38:32.369
I asked ChatGPT before we came on.

00:38:32.389 --> 00:38:34.110
I'm like, what does an OT do?

00:38:34.349 --> 00:38:35.349
What's the definition of an

00:38:35.409 --> 00:38:36.349
occupational therapist?

00:38:36.389 --> 00:38:37.170
How is it different than

00:38:37.230 --> 00:38:38.170
physical therapist?

00:38:38.451 --> 00:38:39.070
What does it say?

00:38:39.713 --> 00:38:39.996
Huh?

00:38:40.420 --> 00:38:41.005
What did it say?

00:38:42.750 --> 00:38:44.210
Nothing spectacular.

00:38:44.431 --> 00:38:48.032
It said... Was its answer

00:38:48.233 --> 00:38:49.514
super ambiguous too?

00:38:49.773 --> 00:38:51.175
Unlike, let's see,

00:38:51.235 --> 00:38:52.735
so OTs or healthcare

00:38:52.755 --> 00:38:53.996
professionals helping

00:38:54.016 --> 00:38:55.617
individuals of all ages

00:38:55.677 --> 00:38:56.818
develop a recovery and

00:38:56.858 --> 00:38:58.239
maintain skills needed for

00:38:58.259 --> 00:38:59.579
daily living and working.

00:39:00.400 --> 00:39:01.760
Unlike physical therapy,

00:39:01.820 --> 00:39:02.621
I thought this was going to

00:39:02.641 --> 00:39:03.262
be interesting.

00:39:03.983 --> 00:39:05.362
Unlike physical therapy,

00:39:06.704 --> 00:39:08.065
which primarily targets

00:39:08.164 --> 00:39:09.226
physical mobility,

00:39:10.106 --> 00:39:11.427
Occupational therapy

00:39:11.646 --> 00:39:13.648
emphasizes enabling people

00:39:13.728 --> 00:39:16.769
to perform meaningful activity, quote,

00:39:16.989 --> 00:39:18.871
occupations that are

00:39:18.931 --> 00:39:21.032
necessary or desired for

00:39:21.072 --> 00:39:22.152
their daily lives.

00:39:22.733 --> 00:39:24.635
It's amazing to me how we

00:39:24.655 --> 00:39:25.574
have two different

00:39:25.614 --> 00:39:27.036
professions that are still

00:39:27.076 --> 00:39:28.257
in existence for this long.

00:39:28.277 --> 00:39:28.936
Yeah.

00:39:30.117 --> 00:39:31.639
Nobody, a PT and OT,

00:39:31.800 --> 00:39:33.141
no one can explain the difference.

00:39:34.521 --> 00:39:35.862
Using that definition from AI,

00:39:36.182 --> 00:39:38.023
meaningful occupations of daily living.

00:39:38.043 --> 00:39:38.764
I don't know, man.

00:39:38.824 --> 00:39:40.465
Walking feels pretty meaningful to me.

00:39:40.786 --> 00:39:42.807
That's the thing.

00:39:43.429 --> 00:39:45.710
Any PT that I talk to-

00:39:46.431 --> 00:39:48.032
Everyone's about functional training,

00:39:48.492 --> 00:39:50.733
but OTs are supposed to own

00:39:51.293 --> 00:39:52.773
the functional world, you know,

00:39:52.853 --> 00:39:53.755
sit to stand and bed

00:39:53.775 --> 00:39:54.835
mobility and all this kind

00:39:54.875 --> 00:39:55.655
of stuff all the way

00:39:55.695 --> 00:39:57.637
through work function, leisure,

00:39:57.737 --> 00:39:58.978
leisure function, whatever.

00:40:00.177 --> 00:40:01.778
But every PT will say we

00:40:01.858 --> 00:40:02.960
focus on function.

00:40:03.019 --> 00:40:04.900
We focus on regaining function.

00:40:05.661 --> 00:40:07.103
So whatever people have

00:40:07.143 --> 00:40:08.623
their arbitrary definitions

00:40:08.684 --> 00:40:09.304
between the two.

00:40:09.344 --> 00:40:10.545
What I think is unique though,

00:40:10.565 --> 00:40:13.608
I do think there is more of

00:40:13.708 --> 00:40:16.192
a perception that the

00:40:16.251 --> 00:40:17.213
general population

00:40:17.253 --> 00:40:18.813
understands what physical therapy does,

00:40:19.574 --> 00:40:21.617
whether it be hot packs, cold packs,

00:40:21.677 --> 00:40:23.778
massage, dry needling, whatever.

00:40:24.460 --> 00:40:25.882
I do think there's a little

00:40:26.001 --> 00:40:27.864
more understanding of PT

00:40:28.005 --> 00:40:29.246
and the general population.

00:40:29.286 --> 00:40:32.030
I think OT is just so

00:40:32.311 --> 00:40:34.695
unknown that gives them the

00:40:34.835 --> 00:40:37.197
opportunity to come in with

00:40:37.358 --> 00:40:38.639
unique service offerings

00:40:38.701 --> 00:40:40.523
that the consumer doesn't even know.

00:40:41.164 --> 00:40:43.806
So it's like PTs are pigeonholed into,

00:40:43.865 --> 00:40:45.085
well, I'm a physical therapist.

00:40:45.106 --> 00:40:46.806
They should be going through insurance.

00:40:47.407 --> 00:40:48.467
OTs can come at it.

00:40:48.507 --> 00:40:49.429
There are a lot of OTs

00:40:49.449 --> 00:40:51.289
getting into mental health.

00:40:51.809 --> 00:40:53.070
There are OTs getting into

00:40:53.150 --> 00:40:54.130
all sorts of stuff.

00:40:54.150 --> 00:40:54.771
And I'm like, look,

00:40:54.831 --> 00:40:56.632
I wouldn't even mention I'm an OT.

00:40:57.472 --> 00:40:58.554
I would look at a problem

00:40:59.353 --> 00:41:01.416
that is worth solving.

00:41:02.505 --> 00:41:04.407
That the consumer has the

00:41:04.447 --> 00:41:06.009
money to pay you to solve.

00:41:06.809 --> 00:41:07.690
And then I would just create

00:41:07.710 --> 00:41:08.952
a solution for that problem.

00:41:09.172 --> 00:41:10.532
The fact that I'm an OT

00:41:10.913 --> 00:41:12.474
doesn't even come into the equation.

00:41:12.875 --> 00:41:14.376
I would just get out there

00:41:14.617 --> 00:41:15.998
and I would start solving

00:41:16.077 --> 00:41:17.259
expensive problems for

00:41:17.318 --> 00:41:18.980
people who have the money to pay for it.

00:41:19.521 --> 00:41:20.961
And then on the side,

00:41:21.463 --> 00:41:22.342
if I want to help those

00:41:22.382 --> 00:41:23.764
people who can't afford me,

00:41:23.784 --> 00:41:26.086
then I'll do it for free.

00:41:26.126 --> 00:41:28.088
Because I still believe that...

00:41:28.829 --> 00:41:31.730
an OT going out and doing $100 house call,

00:41:31.969 --> 00:41:33.389
you might as well just do it for free.

00:41:33.389 --> 00:41:34.889
$100 is not going to be

00:41:34.929 --> 00:41:36.710
enough money for you to pay your mortgage,

00:41:36.751 --> 00:41:38.371
pay your loans, do all the other stuff.

00:41:38.911 --> 00:41:40.090
Focus on people that'll pay

00:41:40.130 --> 00:41:42.351
you $500 to have a

00:41:42.391 --> 00:41:43.851
vestibular first headset

00:41:43.911 --> 00:41:44.731
and come out there if

00:41:44.771 --> 00:41:46.592
you're a vestibular OT and

00:41:46.833 --> 00:41:49.652
do the diagnostics and treat that person.

00:41:49.672 --> 00:41:51.193
And then with the extra

00:41:51.213 --> 00:41:52.193
money you make from that,

00:41:52.634 --> 00:41:54.153
just go help the other people for free.

00:41:54.353 --> 00:41:55.695
Do it to fulfill yourself.

00:41:55.755 --> 00:41:56.855
Do it to fill your tank.

00:41:57.474 --> 00:41:58.514
But that's where I think the

00:41:58.594 --> 00:42:01.036
OT's unique advantage is,

00:42:01.056 --> 00:42:02.777
is they are so unknown,

00:42:03.356 --> 00:42:04.838
they shouldn't even mention

00:42:04.878 --> 00:42:05.978
that they're an OT because

00:42:06.018 --> 00:42:07.179
immediately that throws you

00:42:07.239 --> 00:42:08.659
into the insurance category.

00:42:09.159 --> 00:42:09.980
Just be like, hey,

00:42:10.099 --> 00:42:11.360
I've got special training.

00:42:11.460 --> 00:42:12.880
I'm uniquely qualified.

00:42:12.900 --> 00:42:14.041
I am going to solve this

00:42:14.101 --> 00:42:15.242
problem in a different way.

00:42:15.822 --> 00:42:17.682
And you go out and do what you do best.

00:42:17.762 --> 00:42:17.943
What?

00:42:18.003 --> 00:42:19.284
It's that grunt test, right?

00:42:19.503 --> 00:42:20.443
The three questions that

00:42:20.585 --> 00:42:21.485
everybody's asking when

00:42:21.525 --> 00:42:22.625
they look at anything,

00:42:23.005 --> 00:42:23.545
any of those things.

00:42:23.585 --> 00:42:24.166
What do you do?

00:42:24.706 --> 00:42:25.927
How does it make my life better?

00:42:26.751 --> 00:42:27.632
What do I need to do to get

00:42:27.672 --> 00:42:29.112
it at no point?

00:42:29.172 --> 00:42:30.574
Do I need to know your certifications?

00:42:31.554 --> 00:42:33.396
The certifications are implied.

00:42:33.896 --> 00:42:34.757
So what do you do?

00:42:34.856 --> 00:42:35.896
How does it make my life better?

00:42:35.916 --> 00:42:36.858
You're sort of asking, like,

00:42:37.197 --> 00:42:39.099
do I think you can actually do this?

00:42:39.539 --> 00:42:39.699
Like,

00:42:39.820 --> 00:42:41.059
do I think this is actually going to

00:42:41.079 --> 00:42:41.340
happen?

00:42:41.661 --> 00:42:42.800
We've all been exposed to

00:42:42.860 --> 00:42:43.581
claims that we're like,

00:42:43.621 --> 00:42:44.362
that's not going to work.

00:42:44.541 --> 00:42:45.802
I've I've been suckered up.

00:42:45.943 --> 00:42:46.784
You've bought we've all

00:42:46.824 --> 00:42:47.983
purchased on something on Teemu.

00:42:48.985 --> 00:42:49.304
Right.

00:42:49.706 --> 00:42:50.126
We get that.

00:42:50.186 --> 00:42:50.925
We get it in the box.

00:42:50.945 --> 00:42:51.186
I'm like,

00:42:51.206 --> 00:42:53.467
this is not what was on the brochure.

00:42:53.568 --> 00:42:54.329
This is not the thing.

00:42:54.648 --> 00:42:57.351
So we're always doing that at no point.

00:42:57.971 --> 00:42:58.851
This is where people get

00:42:58.891 --> 00:43:00.672
distracted when they're saying like, well,

00:43:00.693 --> 00:43:01.393
I can't wait to tell you

00:43:01.432 --> 00:43:02.634
that I went to school for seven years,

00:43:02.733 --> 00:43:04.315
become a doctor of physical therapy,

00:43:04.335 --> 00:43:05.795
or I went to school to become an OT.

00:43:06.416 --> 00:43:08.177
If it's not advancing the plot,

00:43:08.657 --> 00:43:09.719
don't have it in the movie.

00:43:09.898 --> 00:43:10.858
I think I've brought this up

00:43:10.878 --> 00:43:11.760
with you guys before.

00:43:11.780 --> 00:43:12.099
Have you,

00:43:12.199 --> 00:43:13.420
you guys have both you you're in

00:43:13.501 --> 00:43:14.222
the Rudy era.

00:43:14.242 --> 00:43:15.663
You've seen the movie Rudy, right?

00:43:15.682 --> 00:43:16.083
Sure.

00:43:17.331 --> 00:43:18.675
What did Rudy go to college for?

00:43:19.016 --> 00:43:19.797
What was his major?

00:43:21.141 --> 00:43:21.983
I don't remember.

00:43:22.625 --> 00:43:22.965
History?

00:43:22.985 --> 00:43:23.367
I don't know.

00:43:23.887 --> 00:43:24.769
It wasn't in the movie.

00:43:24.789 --> 00:43:25.351
Want to know why?

00:43:25.371 --> 00:43:26.554
Because it wasn't important.

00:43:28.083 --> 00:43:28.943
So they didn't bring it up.

00:43:29.063 --> 00:43:30.545
That's my point is like you

00:43:30.585 --> 00:43:32.987
being an OT is if you ask,

00:43:33.027 --> 00:43:33.849
I will tell you that.

00:43:34.228 --> 00:43:35.389
But don't put it in the

00:43:35.449 --> 00:43:36.271
movie because it's going to

00:43:36.311 --> 00:43:37.652
distract you from the point.

00:43:37.672 --> 00:43:39.755
The point was he was five foot nothing,

00:43:39.755 --> 00:43:40.715
100 and nothing.

00:43:41.036 --> 00:43:41.976
And he's playing football

00:43:41.996 --> 00:43:44.059
with the best football team in the land.

00:43:44.498 --> 00:43:45.559
That's what the movie was about.

00:43:45.599 --> 00:43:46.782
He went to college for something,

00:43:46.802 --> 00:43:48.864
but stop mentioning it unless it's asked.

00:43:49.389 --> 00:43:50.989
So, so, so Tony,

00:43:51.030 --> 00:43:52.231
what would be a couple of

00:43:52.251 --> 00:43:55.253
examples of $500 worth of house calls?

00:43:55.313 --> 00:43:56.813
So, you know, like a full,

00:43:56.994 --> 00:43:58.215
full home assessment, right?

00:43:58.295 --> 00:44:00.536
So like, no, here's the, here's the thing.

00:44:00.637 --> 00:44:01.998
I've done a ton of house calls,

00:44:02.057 --> 00:44:03.197
as you guys know, over the years.

00:44:03.778 --> 00:44:04.800
And a lot of people, you,

00:44:04.840 --> 00:44:06.159
you say this need,

00:44:06.199 --> 00:44:07.240
this light needs to be brighter.

00:44:07.460 --> 00:44:08.222
This rug is,

00:44:08.581 --> 00:44:10.182
needs to be rolled up and moved.

00:44:10.242 --> 00:44:11.885
And then my patients in New

00:44:11.905 --> 00:44:12.545
York City are like, oh,

00:44:12.625 --> 00:44:13.726
it's like a $10,000 rug.

00:44:13.766 --> 00:44:14.347
It's not moving.

00:44:14.447 --> 00:44:15.708
It's staying there.

00:44:15.827 --> 00:44:17.650
So what are some ideas for

00:44:17.710 --> 00:44:21.012
OTs out there to offer a $500 house call?

00:44:21.052 --> 00:44:22.193
It's got to be like

00:44:23.273 --> 00:44:24.554
vestibular first goggles.

00:44:24.594 --> 00:44:26.956
It's got to be like balanced dizziness,

00:44:27.338 --> 00:44:28.679
vertigo assessment,

00:44:29.199 --> 00:44:30.860
and game plan or whatever.

00:44:31.021 --> 00:44:31.920
What are some other ideas

00:44:31.981 --> 00:44:33.742
for OTs out there to have

00:44:33.782 --> 00:44:35.103
kind of like a premium home

00:44:35.284 --> 00:44:36.264
house call offering?

00:44:36.922 --> 00:44:37.483
Well, that's the thing.

00:44:37.543 --> 00:44:39.664
So it depends on the OT, obviously,

00:44:39.684 --> 00:44:40.704
and what their niche is,

00:44:40.744 --> 00:44:41.824
what their specialty is,

00:44:41.905 --> 00:44:43.065
what makes them unique.

00:44:43.625 --> 00:44:45.005
If we were looking at an OT

00:44:45.045 --> 00:44:46.626
who wants to do vestibular stuff,

00:44:46.666 --> 00:44:48.085
like there are plenty of

00:44:48.146 --> 00:44:49.146
people who will pay $500

00:44:49.146 --> 00:44:51.166
for you to come out when

00:44:51.487 --> 00:44:53.768
mom is experiencing an

00:44:53.827 --> 00:44:55.688
acute episode of vertigo

00:44:56.068 --> 00:44:57.028
and they don't know what to do.

00:44:57.469 --> 00:44:58.769
And she's puking in a trash

00:44:58.789 --> 00:45:00.190
can and they need somebody

00:45:00.210 --> 00:45:01.489
to come help her right now.

00:45:01.971 --> 00:45:03.971
Like that's a minimum $500

00:45:03.971 --> 00:45:04.791
probably could be even

00:45:04.851 --> 00:45:06.211
higher in a place like New York.

00:45:06.972 --> 00:45:07.072
Um,

00:45:07.311 --> 00:45:09.434
I've talked about OTs going out when

00:45:09.614 --> 00:45:12.255
it's a non-emergency fall, you know,

00:45:12.315 --> 00:45:13.896
paramedics, firefighters,

00:45:13.936 --> 00:45:15.157
they're making constant

00:45:15.398 --> 00:45:17.719
calls for patients who are on the ground,

00:45:18.099 --> 00:45:20.041
can't get up, but it's not an emergency.

00:45:20.521 --> 00:45:20.960
And I know,

00:45:20.981 --> 00:45:22.981
I know patients who are in my

00:45:23.061 --> 00:45:25.123
practice who will sit on

00:45:25.184 --> 00:45:26.385
the ground till the next

00:45:26.445 --> 00:45:27.826
day when their son can come

00:45:27.925 --> 00:45:28.965
over because they don't

00:45:29.005 --> 00:45:30.146
want to call the paramedics

00:45:30.206 --> 00:45:30.927
or firefighters,

00:45:31.007 --> 00:45:32.668
even though they know it's free,

00:45:33.048 --> 00:45:34.130
they don't want to bother them.

00:45:34.889 --> 00:45:35.831
But if there is somebody

00:45:35.891 --> 00:45:37.413
that they could pay to help

00:45:37.512 --> 00:45:38.974
get them off the ground, and then,

00:45:39.014 --> 00:45:40.817
of course, that leads into, well,

00:45:40.836 --> 00:45:41.818
this is going to happen again.

00:45:41.878 --> 00:45:43.199
It's happened three times this month.

00:45:43.260 --> 00:45:44.960
Let's figure out a way to

00:45:45.242 --> 00:45:46.903
either minimize the chances

00:45:46.963 --> 00:45:48.005
of this happening or

00:45:48.105 --> 00:45:49.967
prevent it completely, you know.

00:45:51.007 --> 00:45:52.730
OTs that are I know a couple

00:45:52.769 --> 00:45:53.891
OTs that are getting into

00:45:53.931 --> 00:45:55.512
technology and they're like

00:45:55.592 --> 00:45:56.373
they want to help

00:45:56.492 --> 00:45:58.954
geriatrics better understand technology.

00:45:59.394 --> 00:46:00.155
Maybe they're going to come

00:46:00.235 --> 00:46:02.358
in and set up a system

00:46:02.398 --> 00:46:03.818
within the home that helps

00:46:03.878 --> 00:46:05.380
them connect the TV to

00:46:05.500 --> 00:46:06.420
FaceTime so they can

00:46:06.460 --> 00:46:08.163
communicate with friends and family.

00:46:08.742 --> 00:46:10.224
go to that leisure and

00:46:10.603 --> 00:46:12.786
enjoyment aspect of OT.

00:46:14.047 --> 00:46:15.748
Coming in for something like that,

00:46:15.768 --> 00:46:17.550
it's not a covered service under Medicare,

00:46:18.190 --> 00:46:21.072
easily a $500 to $1,000 house call.

00:46:21.612 --> 00:46:23.114
You actually do the

00:46:23.173 --> 00:46:24.574
technology integration and

00:46:24.635 --> 00:46:26.096
show the client how to do it.

00:46:26.556 --> 00:46:28.231
But the idea is I'll pay $1,000, $2,000,

00:46:28.231 --> 00:46:29.518
$3,000 for a one-time thing

00:46:29.539 --> 00:46:30.559
more than I'm likely to

00:46:30.599 --> 00:46:31.239
probably pay $700 for a

00:46:31.260 --> 00:46:32.820
24-visit plan of care.

00:46:32.840 --> 00:46:32.940
Right.

00:46:38.461 --> 00:46:41.103
You know, so where is the real value?

00:46:41.164 --> 00:46:42.764
Where is the real pain point?

00:46:42.885 --> 00:46:43.626
And then again,

00:46:44.186 --> 00:46:46.288
who am I trying to sell that to?

00:46:46.427 --> 00:46:47.889
Why would I try to sell

00:46:47.889 --> 00:46:52.572
$750,000 consultation to

00:46:52.612 --> 00:46:53.773
somebody who can't afford

00:46:53.853 --> 00:46:54.914
putting food on the table?

00:46:55.114 --> 00:46:56.315
Like it just makes no sense.

00:46:56.876 --> 00:46:58.498
But if I want to help that person,

00:46:58.577 --> 00:47:01.199
let me do it from a place of abundance.

00:47:01.380 --> 00:47:02.541
So I don't have to charge

00:47:02.561 --> 00:47:03.842
them anything because that person,

00:47:03.902 --> 00:47:05.362
even $5 is going to be too

00:47:05.402 --> 00:47:06.164
expensive for that.

00:47:06.184 --> 00:47:06.284
Right.

00:47:07.059 --> 00:47:07.661
I did an interview.

00:47:07.681 --> 00:47:08.422
I'll try to find it,

00:47:08.461 --> 00:47:10.463
but it was a husband and wife duo.

00:47:10.503 --> 00:47:11.605
He was like a licensed

00:47:11.644 --> 00:47:12.646
general contractor and she

00:47:12.686 --> 00:47:13.567
was a physical therapist

00:47:13.626 --> 00:47:14.188
and they did this.

00:47:14.788 --> 00:47:15.509
They were in Texas.

00:47:15.548 --> 00:47:16.469
I'll find that eventually.

00:47:16.851 --> 00:47:17.731
But essentially it was like

00:47:18.072 --> 00:47:19.052
she comes in and does a

00:47:19.092 --> 00:47:21.375
home modification evaluation,

00:47:21.394 --> 00:47:22.797
says you need grab bars here and here.

00:47:23.097 --> 00:47:24.478
It can't be here because that's too high.

00:47:24.498 --> 00:47:24.998
It can't be here.

00:47:25.539 --> 00:47:26.900
But then the person's going, cool.

00:47:27.782 --> 00:47:28.704
I don't know how to do that.

00:47:28.764 --> 00:47:29.726
Like, where do I buy?

00:47:30.027 --> 00:47:31.108
They just go, there's my husband.

00:47:31.369 --> 00:47:32.992
He knows what bars because

00:47:33.032 --> 00:47:34.016
he's my husband and I tell him,

00:47:34.076 --> 00:47:34.958
and then he puts them in

00:47:35.378 --> 00:47:36.440
and you've just saw,

00:47:36.460 --> 00:47:37.583
you've gone end to end.

00:47:38.918 --> 00:47:39.940
And then I was looking for

00:47:39.960 --> 00:47:40.800
the episode that I did with

00:47:40.820 --> 00:47:41.641
that husband and wife.

00:47:41.842 --> 00:47:42.461
I can't remember their names.

00:47:42.501 --> 00:47:43.362
I believe they're out of Texas.

00:47:43.603 --> 00:47:44.925
And I came across this.

00:47:45.125 --> 00:47:45.905
I hate their website,

00:47:45.985 --> 00:47:47.728
but I love their business model,

00:47:48.347 --> 00:47:49.509
which is two therapists.

00:47:49.588 --> 00:47:50.831
Look, he's holding a drill.

00:47:50.851 --> 00:47:51.871
It tells me everything sort

00:47:51.911 --> 00:47:52.391
of I need to know.

00:47:52.411 --> 00:47:53.233
I want to see more pictures.

00:47:53.253 --> 00:47:54.393
I want a bigger picture like this.

00:47:54.773 --> 00:47:55.414
But they do that.

00:47:55.514 --> 00:47:56.876
They create safe home living

00:47:56.896 --> 00:47:58.257
environments for families in New Jersey.

00:47:59.126 --> 00:48:00.867
So this is, I'm guessing anyway,

00:48:01.007 --> 00:48:02.268
this is my split second

00:48:02.288 --> 00:48:05.268
decision is your mom or dad has a stroke.

00:48:05.309 --> 00:48:05.949
They're coming home.

00:48:05.989 --> 00:48:07.130
They would like to be independent.

00:48:07.449 --> 00:48:08.990
You as a son or a daughter are like,

00:48:09.050 --> 00:48:09.630
that's cool,

00:48:09.670 --> 00:48:10.552
but I don't want to find my

00:48:10.612 --> 00:48:11.891
mom or my dad on the floor

00:48:12.251 --> 00:48:13.612
when I come visit them next morning.

00:48:13.873 --> 00:48:14.813
They're like, we got you.

00:48:15.072 --> 00:48:15.753
We're going to make this

00:48:15.833 --> 00:48:16.733
area safe for you.

00:48:16.793 --> 00:48:17.653
Cause I'm like, I don't know.

00:48:17.855 --> 00:48:18.715
I know it's a, you know,

00:48:19.155 --> 00:48:21.356
rugs and lights and grab bars.

00:48:21.436 --> 00:48:22.775
Oh my, where do I put these things?

00:48:22.795 --> 00:48:23.556
They're like, we got you.

00:48:24.536 --> 00:48:25.978
We come in with different eyes.

00:48:27.195 --> 00:48:27.876
And a drill.

00:48:28.476 --> 00:48:30.099
That's the thing is you have

00:48:30.139 --> 00:48:31.561
to complete the solution.

00:48:32.360 --> 00:48:32.581
Right.

00:48:32.661 --> 00:48:33.682
So that's what I would say is.

00:48:34.382 --> 00:48:35.885
But if you can't find a

00:48:35.945 --> 00:48:37.505
contractor in town and be like, hey, bro,

00:48:37.525 --> 00:48:38.847
do you want to pair, you know,

00:48:38.887 --> 00:48:40.409
team up with me on this and

00:48:40.449 --> 00:48:41.150
see what we can do?

00:48:41.230 --> 00:48:41.951
Because I think it's a

00:48:42.030 --> 00:48:42.952
problem that people have

00:48:43.132 --> 00:48:43.833
every single day.

00:48:44.911 --> 00:48:45.152
So,

00:48:45.331 --> 00:48:47.393
and then even just stepping back from

00:48:47.432 --> 00:48:48.713
that and home mods is just

00:48:48.913 --> 00:48:50.074
one aspect of this,

00:48:50.153 --> 00:48:51.333
but like Sue Doyle does a

00:48:51.373 --> 00:48:52.393
lot with home mods.

00:48:52.914 --> 00:48:54.695
She had interviewed, um,

00:48:54.855 --> 00:48:56.675
I think a real estate agent,

00:48:56.775 --> 00:48:57.775
and then she might've even

00:48:57.835 --> 00:49:01.056
really interviewed a builder, but like,

00:49:01.177 --> 00:49:01.797
I don't know if you

00:49:01.856 --> 00:49:03.257
remember Dave right now,

00:49:03.336 --> 00:49:05.318
you're sitting in a vacation,

00:49:05.358 --> 00:49:07.219
like a Verbo or Airbnb or

00:49:07.259 --> 00:49:07.898
something like that.

00:49:07.958 --> 00:49:08.139
Right.

00:49:09.112 --> 00:49:09.833
Think about this.

00:49:10.293 --> 00:49:11.693
What if you wanted to bring

00:49:11.753 --> 00:49:14.574
your mom or dad to that vacation rental?

00:49:15.114 --> 00:49:16.135
I was in Hilton Head.

00:49:16.255 --> 00:49:17.295
I grabbed my phone.

00:49:17.775 --> 00:49:19.335
I went around this Hilton

00:49:19.376 --> 00:49:21.077
Head oceanfront home.

00:49:21.556 --> 00:49:23.858
I was like, look, here are the pros.

00:49:23.898 --> 00:49:25.137
Here are the cons.

00:49:25.177 --> 00:49:26.539
These steps aren't marked.

00:49:26.579 --> 00:49:28.420
They're like raw coral.

00:49:28.820 --> 00:49:30.400
They're going to trip a geriatric.

00:49:30.440 --> 00:49:31.420
There's no handrail.

00:49:33.041 --> 00:49:35.963
An OT, if they wanted to go that direction,

00:49:36.422 --> 00:49:37.603
could reach out to all of

00:49:37.664 --> 00:49:38.983
those vacation rentals,

00:49:39.043 --> 00:49:40.784
could just fly to Hilton Head,

00:49:40.824 --> 00:49:42.385
go through all of the houses,

00:49:42.425 --> 00:49:44.146
walk through them, do an evaluation,

00:49:44.186 --> 00:49:44.947
do an assessment.

00:49:45.407 --> 00:49:46.387
That would be something that

00:49:46.447 --> 00:49:48.309
helps sell that house.

00:49:48.750 --> 00:49:50.431
They could do ADA compliance

00:49:50.490 --> 00:49:52.271
for what needs to go where,

00:49:52.331 --> 00:49:53.532
recommendations on it.

00:49:54.353 --> 00:49:56.673
Their OT is getting into travel right now.

00:49:56.753 --> 00:49:57.894
They're doing travel for

00:49:57.934 --> 00:49:59.755
individuals who need extra help.

00:50:00.416 --> 00:50:01.936
It's an amazing niche.

00:50:02.038 --> 00:50:02.737
I think they have a

00:50:02.777 --> 00:50:03.998
certification that they're

00:50:04.039 --> 00:50:05.920
releasing or have released for that.

00:50:06.320 --> 00:50:06.681
Smart.

00:50:07.302 --> 00:50:08.882
It's mind blowing how many

00:50:09.003 --> 00:50:10.565
opportunities are out there.

00:50:11.141 --> 00:50:12.442
that we don't even know.

00:50:12.481 --> 00:50:13.603
We're not even aware about.

00:50:13.663 --> 00:50:14.643
It's not on the radar.

00:50:14.684 --> 00:50:15.704
But obviously,

00:50:15.764 --> 00:50:17.005
conversations like this

00:50:17.065 --> 00:50:18.206
allow us to get the

00:50:18.266 --> 00:50:20.108
information out to the community.

00:50:20.588 --> 00:50:21.230
This is a buddy.

00:50:21.250 --> 00:50:22.150
I just saw this because I

00:50:22.610 --> 00:50:25.132
got my college alumni magazine.

00:50:25.172 --> 00:50:26.755
This is a guy I actually graduated with.

00:50:26.775 --> 00:50:27.735
He was on the swim team.

00:50:28.416 --> 00:50:29.556
And I think his degree was

00:50:29.597 --> 00:50:31.378
like PE or something.

00:50:31.438 --> 00:50:32.099
And he started this

00:50:32.139 --> 00:50:34.882
organization called Ocean Cure,

00:50:35.021 --> 00:50:35.563
OceanCure.org.

00:50:37.429 --> 00:50:38.449
Nonprofit organization out

00:50:38.469 --> 00:50:39.911
of Carolina Beach, North Carolina,

00:50:39.971 --> 00:50:41.771
and they provide increased

00:50:42.291 --> 00:50:43.373
beach accessibility.

00:50:43.893 --> 00:50:44.673
So you've got someone who

00:50:44.954 --> 00:50:46.275
can't go in the ocean,

00:50:46.335 --> 00:50:48.456
but you want to go to the shore,

00:50:48.476 --> 00:50:49.697
but that person is going to be like,

00:50:49.717 --> 00:50:49.996
I don't know.

00:50:50.458 --> 00:50:51.679
Imagine you were able to just be like,

00:50:51.798 --> 00:50:52.438
I'm on site.

00:50:53.179 --> 00:50:54.079
I will make sure this person

00:50:54.099 --> 00:50:54.780
can go into the ocean

00:50:54.800 --> 00:50:55.501
safely because I have the

00:50:55.561 --> 00:50:56.702
tools and the knowledge.

00:50:57.501 --> 00:50:58.762
Can you get me to the outcome?

00:50:59.123 --> 00:51:00.083
I don't care what you know.

00:51:00.304 --> 00:51:01.065
That's where that cliche,

00:51:01.085 --> 00:51:02.425
I love beating up on that cliche.

00:51:02.786 --> 00:51:03.867
No one cares how much you

00:51:03.907 --> 00:51:05.728
know until they know how much you care.

00:51:06.027 --> 00:51:06.608
No, they don't.

00:51:07.509 --> 00:51:08.690
What they care about is can

00:51:08.730 --> 00:51:09.510
you help me solve my

00:51:09.530 --> 00:51:10.469
problem from end to end,

00:51:10.510 --> 00:51:11.391
not just tell me about a

00:51:11.431 --> 00:51:12.811
solution or send me a link

00:51:12.851 --> 00:51:14.431
to a YouTube video about the solution.

00:51:14.771 --> 00:51:17.793
Can you walk me from problem to the ocean?

00:51:17.853 --> 00:51:19.094
Can you get me from Kansas

00:51:19.614 --> 00:51:21.355
to chest deep in the water?

00:51:21.394 --> 00:51:22.376
And if the answer is yes,

00:51:22.735 --> 00:51:24.155
that's worth something, people.

00:51:24.516 --> 00:51:25.177
And you know where people

00:51:25.197 --> 00:51:26.016
want to go into the beach

00:51:26.036 --> 00:51:26.938
where you'd find those people?

00:51:27.418 --> 00:51:28.018
At the beach.

00:51:28.458 --> 00:51:29.338
Go live at the beach.

00:51:29.978 --> 00:51:32.000
So find the problem and work backwards.

00:51:33.039 --> 00:51:33.800
And in my opinion,

00:51:33.981 --> 00:51:35.481
none of this requires a certification.

00:51:35.882 --> 00:51:36.782
No offense to the group or

00:51:36.802 --> 00:51:38.403
the association out there doing these.

00:51:38.443 --> 00:51:39.503
Jimmy just talked about an

00:51:39.583 --> 00:51:41.425
experience like going to a beach,

00:51:41.505 --> 00:51:42.525
even if you don't even go in the water,

00:51:42.565 --> 00:51:44.786
if you have some handicap, disability,

00:51:44.806 --> 00:51:46.148
movement impairment,

00:51:46.427 --> 00:51:47.389
even if you're on the sand,

00:51:47.409 --> 00:51:49.090
that's mostly... You're

00:51:49.110 --> 00:51:50.130
still at the beach, right?

00:51:50.411 --> 00:51:51.311
And then Tony talked about...

00:51:52.391 --> 00:51:52.711
Previously,

00:51:52.731 --> 00:51:53.572
we talked about and Tony

00:51:53.873 --> 00:51:55.954
definitely talked about the travel aspect,

00:51:56.014 --> 00:51:56.856
like going on,

00:51:56.876 --> 00:51:58.177
like taking a patient or a

00:51:58.197 --> 00:52:00.079
client to around a golf or

00:52:00.139 --> 00:52:01.139
some other experience.

00:52:01.179 --> 00:52:02.481
And Jeremy Sutton is

00:52:03.041 --> 00:52:04.422
promoting and trying to do some of that.

00:52:04.902 --> 00:52:06.864
And then even travel, like Tony just said.

00:52:07.784 --> 00:52:08.425
Folks traveling,

00:52:08.766 --> 00:52:11.347
like you as the OT or the PT or whoever,

00:52:11.407 --> 00:52:12.887
like you can basically get

00:52:12.927 --> 00:52:15.210
like kind of like free vacations, right?

00:52:15.230 --> 00:52:16.230
Because you're not going to like pay.

00:52:16.250 --> 00:52:18.231
You're going to charge a figure.

00:52:18.592 --> 00:52:20.193
But that includes like your time,

00:52:20.213 --> 00:52:23.213
your travel, lodging, meals, all of that.

00:52:23.333 --> 00:52:24.195
Like you can basically

00:52:24.375 --> 00:52:25.335
travel the world for free

00:52:25.356 --> 00:52:26.356
with this type of an idea.

00:52:26.436 --> 00:52:26.817
And again,

00:52:26.856 --> 00:52:27.617
this is outside of the

00:52:27.657 --> 00:52:29.097
constraint of covered

00:52:29.137 --> 00:52:30.518
service and insurance and all that.

00:52:30.958 --> 00:52:31.619
That's like that movie with

00:52:31.639 --> 00:52:33.079
Kevin Hart and Bryan Cranston, right?

00:52:33.481 --> 00:52:35.161
But is there a model that exists?

00:52:35.842 --> 00:52:36.141
Sure.

00:52:36.262 --> 00:52:37.722
If you're a family going on vacation,

00:52:37.742 --> 00:52:38.503
you've got young kids,

00:52:38.824 --> 00:52:39.643
you always look for the

00:52:39.744 --> 00:52:40.925
niece or the nephew to, hey,

00:52:40.965 --> 00:52:42.646
you want to come on vacation with me?

00:52:43.005 --> 00:52:43.626
Because we want to go out to

00:52:43.666 --> 00:52:44.766
dinner twice in the week,

00:52:45.168 --> 00:52:45.748
and you get to play with

00:52:45.768 --> 00:52:46.628
the kids and put them to bed.

00:52:47.228 --> 00:52:49.269
Look for the problems first.

00:52:49.670 --> 00:52:50.831
Stop trying to jam your

00:52:50.871 --> 00:52:51.871
solution into holes.

00:52:53.012 --> 00:52:53.893
Look for the big,

00:52:53.954 --> 00:52:55.356
giant chasms that already

00:52:55.416 --> 00:52:56.619
exist and ask yourself,

00:52:56.679 --> 00:52:58.621
which ones could I solve

00:52:58.702 --> 00:53:00.105
simply and which ones would

00:53:00.125 --> 00:53:01.726
I like to solve frequently

00:53:02.007 --> 00:53:02.688
and which ones can be

00:53:02.728 --> 00:53:03.771
solved over and over again?

00:53:05.088 --> 00:53:07.170
So taking this 180 degrees

00:53:07.210 --> 00:53:08.210
and go in the opposite

00:53:08.250 --> 00:53:10.170
direction of what most OTs

00:53:10.251 --> 00:53:11.891
and PTs would want to do,

00:53:12.391 --> 00:53:14.092
but absolutely could be doing.

00:53:14.132 --> 00:53:15.572
And I don't know why I feel

00:53:15.612 --> 00:53:17.054
like New York City is like

00:53:17.193 --> 00:53:18.693
a prime breeding ground for

00:53:18.753 --> 00:53:19.494
something like this.

00:53:19.914 --> 00:53:20.675
What do you got?

00:53:22.215 --> 00:53:23.976
Have you ever heard of

00:53:24.175 --> 00:53:27.237
attorneys sending ADA

00:53:27.277 --> 00:53:28.978
demand letters to local

00:53:29.018 --> 00:53:31.318
businesses who are not ADA compliant?

00:53:32.644 --> 00:53:34.166
I have not heard that, but yeah,

00:53:34.306 --> 00:53:35.949
I could see that in New York city.

00:53:36.009 --> 00:53:36.509
Absolutely.

00:53:37.070 --> 00:53:37.329
Okay.

00:53:37.369 --> 00:53:38.251
So here's the deal.

00:53:38.331 --> 00:53:43.817
So an OTPT would go in, you know,

00:53:43.836 --> 00:53:45.338
you'd go into the bodega,

00:53:45.398 --> 00:53:46.880
you'd go into the sandwich shop,

00:53:46.920 --> 00:53:47.981
you'd go into whatever,

00:53:48.521 --> 00:53:49.722
you'd go into the bathroom,

00:53:49.782 --> 00:53:50.963
you'd look under the sink,

00:53:51.103 --> 00:53:52.485
non ADA compliant.

00:53:52.985 --> 00:53:54.887
You go tell your partner attorney that,

00:53:55.628 --> 00:53:56.668
Send this guy a letter.

00:53:57.309 --> 00:53:58.289
The attorney sends the

00:53:58.329 --> 00:53:59.889
letter saying our client

00:53:59.949 --> 00:54:01.750
was in your establishment.

00:54:01.849 --> 00:54:03.489
It's not ADA compliant.

00:54:03.610 --> 00:54:06.170
We expect whatever restitution, blah, blah,

00:54:06.190 --> 00:54:06.530
blah.

00:54:07.210 --> 00:54:09.670
They're getting thousands to

00:54:09.971 --> 00:54:12.231
hundreds of thousands in

00:54:12.331 --> 00:54:15.092
quote restitution on some of these cases.

00:54:15.112 --> 00:54:16.693
And it's legitimate.

00:54:16.773 --> 00:54:16.992
I mean,

00:54:17.052 --> 00:54:18.753
it's not really a scam because

00:54:18.813 --> 00:54:21.193
these businesses are so busy.

00:54:21.273 --> 00:54:22.594
They're mom and pop businesses.

00:54:22.653 --> 00:54:23.813
It's a horrible thing to do.

00:54:24.614 --> 00:54:26.275
But they were not ADA

00:54:26.335 --> 00:54:27.755
compliant and they're not

00:54:27.815 --> 00:54:28.976
abiding by the law.

00:54:29.836 --> 00:54:32.179
So we were in a situation like this,

00:54:32.239 --> 00:54:33.579
and that's the only reason why I know it,

00:54:34.039 --> 00:54:35.280
where something like this

00:54:35.340 --> 00:54:36.922
happened in one of my mom's

00:54:37.001 --> 00:54:38.663
nightclubs decades ago.

00:54:39.682 --> 00:54:41.164
We got a demand letter for $100,000 plus.

00:54:41.204 --> 00:54:42.105
We negotiated it down to

00:54:42.105 --> 00:54:42.704
$10,000 just to like...

00:54:46.047 --> 00:54:47.768
not go through the litigation.

00:54:48.248 --> 00:54:50.512
But imagine that for nothing

00:54:51.012 --> 00:54:52.193
other than walking into

00:54:52.213 --> 00:54:53.554
this business and realizing

00:54:53.594 --> 00:54:54.335
that something in the

00:54:54.376 --> 00:54:56.137
bathroom wasn't ADA compliant,

00:54:56.637 --> 00:54:58.900
an attorney and a person

00:54:59.621 --> 00:55:02.264
got $10,000 out of my mom's business.

00:55:02.625 --> 00:55:03.826
That's it.

00:55:04.085 --> 00:55:05.166
And we still had to pay the

00:55:05.206 --> 00:55:06.509
cost to bring everything up

00:55:06.528 --> 00:55:07.570
through compliance.

00:55:07.590 --> 00:55:07.750
Sure.

00:55:07.869 --> 00:55:08.090
Yeah.

00:55:08.309 --> 00:55:09.471
There's putting your skills.

00:55:09.791 --> 00:55:09.971
I mean,

00:55:09.990 --> 00:55:10.871
you want to talk about the Peace

00:55:10.911 --> 00:55:11.451
Corps gene.

00:55:11.911 --> 00:55:12.271
Okay.

00:55:12.331 --> 00:55:13.032
Why don't you go out there

00:55:13.132 --> 00:55:13.731
and fight the people?

00:55:13.751 --> 00:55:14.413
The opposite side.

00:55:14.853 --> 00:55:15.112
Yeah.

00:55:15.132 --> 00:55:15.952
It's like, okay, great.

00:55:15.972 --> 00:55:17.373
You're the private investigator,

00:55:17.414 --> 00:55:17.813
but instead of

00:55:17.853 --> 00:55:18.833
investigating people who

00:55:18.873 --> 00:55:20.855
are cheating the system or

00:55:20.875 --> 00:55:21.755
cheating on their spouse,

00:55:22.376 --> 00:55:23.295
you're going out and you're

00:55:23.315 --> 00:55:24.615
doing proper evaluations

00:55:24.675 --> 00:55:25.597
for ADA compliance.

00:55:25.936 --> 00:55:27.217
Do you need a certification to do that?

00:55:27.538 --> 00:55:27.737
No.

00:55:27.998 --> 00:55:29.297
Do you need to know the regulations?

00:55:29.518 --> 00:55:29.777
Sure.

00:55:29.838 --> 00:55:31.778
Could you teach yourself that in a day?

00:55:32.278 --> 00:55:32.699
Absolutely.

00:55:32.719 --> 00:55:34.179
Could you do it in four hours with AI?

00:55:34.380 --> 00:55:34.960
Most likely.

00:55:34.980 --> 00:55:35.800
Yeah.

00:55:36.826 --> 00:55:37.166
Yeah.

00:55:37.425 --> 00:55:37.706
I mean,

00:55:37.947 --> 00:55:39.927
so essentially you'd freelance for

00:55:41.007 --> 00:55:42.048
attorneys and say,

00:55:42.309 --> 00:55:43.349
here's the here's the thing

00:55:43.369 --> 00:55:44.190
that should be happening.

00:55:44.751 --> 00:55:45.650
I can write on a piece of

00:55:45.690 --> 00:55:46.831
paper my certifications.

00:55:46.851 --> 00:55:47.391
This is where you get to

00:55:47.431 --> 00:55:48.652
flex and tell people a master.

00:55:48.773 --> 00:55:50.454
According to a doctor of physical therapy,

00:55:51.134 --> 00:55:52.574
it was analyzed and measured.

00:55:52.614 --> 00:55:53.434
And these were the photos.

00:55:54.295 --> 00:55:54.596
Yeah.

00:55:54.675 --> 00:55:55.956
I mean, that's a model.

00:55:56.655 --> 00:55:56.815
Now,

00:55:56.856 --> 00:55:59.157
I think you could do it in a more ethical,

00:55:59.237 --> 00:56:00.418
like feel good,

00:56:00.518 --> 00:56:02.639
sleep good at night way in

00:56:02.679 --> 00:56:04.079
the sense that you could be

00:56:04.139 --> 00:56:05.420
the therapist going in,

00:56:05.780 --> 00:56:07.121
doing these assessments,

00:56:07.621 --> 00:56:09.163
then sending a letter to

00:56:09.202 --> 00:56:10.643
the business owner and saying, hey,

00:56:11.304 --> 00:56:12.364
I just want you to know

00:56:12.385 --> 00:56:13.346
this is what I do.

00:56:13.425 --> 00:56:14.766
This is my specialty.

00:56:15.226 --> 00:56:16.626
I was in your establishment.

00:56:16.708 --> 00:56:17.807
This is what's going on.

00:56:17.867 --> 00:56:18.889
These are the deficits.

00:56:19.489 --> 00:56:20.130
Absolutely,

00:56:20.190 --> 00:56:21.530
if an attorney has somebody

00:56:21.590 --> 00:56:23.751
come in and experience this,

00:56:23.791 --> 00:56:24.472
you're going to be on the

00:56:24.512 --> 00:56:25.992
hook for tens of or

00:56:26.072 --> 00:56:27.574
hundreds of thousands of dollars.

00:56:28.574 --> 00:56:29.835
If you want my full report

00:56:29.856 --> 00:56:31.177
and my recommendation, it's only $1,000,

00:56:31.177 --> 00:56:33.818
and you can bring your

00:56:33.838 --> 00:56:35.278
business up to compliance.

00:56:35.719 --> 00:56:38.041
Man, Tony is like, listen.

00:56:38.340 --> 00:56:39.601
Gangster, gangster today.

00:56:39.641 --> 00:56:40.581
I'm not saying someone's

00:56:40.601 --> 00:56:41.682
going to drop a dime in 29

00:56:41.682 --> 00:56:42.724
and a half days,

00:56:42.744 --> 00:56:43.563
but what I'm saying is

00:56:43.583 --> 00:56:44.864
someone's going to drop a

00:56:44.925 --> 00:56:45.826
dime in 29 and a half days.

00:56:46.286 --> 00:56:47.789
You don't come into my clinic.

00:56:47.809 --> 00:56:48.471
That's the only thing.

00:56:50.543 --> 00:56:50.903
Wow.

00:56:51.264 --> 00:56:52.784
Yeah, because what you could do is, listen,

00:56:53.505 --> 00:56:54.684
an attorney will be

00:56:54.985 --> 00:56:56.704
notified in 30 to 60 days

00:56:56.824 --> 00:56:57.505
unless you change it.

00:56:57.525 --> 00:56:57.905
By the way,

00:56:58.286 --> 00:56:59.726
here are the names of three

00:56:59.826 --> 00:57:01.465
different contractors who do this,

00:57:01.965 --> 00:57:03.106
and you can stay in compliance.

00:57:03.146 --> 00:57:04.487
Oh, that's where you can get paid, too.

00:57:04.726 --> 00:57:05.686
You can get paid for those

00:57:05.746 --> 00:57:06.907
referrals to the contractors.

00:57:07.086 --> 00:57:08.108
Yeah.

00:57:08.168 --> 00:57:09.367
My strong safety,

00:57:09.628 --> 00:57:11.288
my backup backup is the attorney,

00:57:11.327 --> 00:57:12.648
but my linebacker is,

00:57:12.949 --> 00:57:14.909
do you want to get in compliance?

00:57:14.969 --> 00:57:16.028
Get on this guy's waiting list,

00:57:16.068 --> 00:57:16.688
and he can turn your

00:57:16.708 --> 00:57:18.849
bathroom from non-ADA

00:57:18.869 --> 00:57:19.650
compliant to compliant.

00:57:20.795 --> 00:57:22.175
But in the real world,

00:57:22.317 --> 00:57:23.277
a lot of these business

00:57:23.336 --> 00:57:24.376
owners already have

00:57:24.436 --> 00:57:25.557
probably a contractor or a

00:57:25.597 --> 00:57:26.737
buddy who's a contractor, whatever.

00:57:26.757 --> 00:57:28.159
So you give them the three referrals.

00:57:28.239 --> 00:57:29.559
Maybe you get paid for those

00:57:29.579 --> 00:57:30.518
contract referrals,

00:57:30.840 --> 00:57:31.559
but they're not gonna

00:57:31.599 --> 00:57:32.699
necessarily always pick

00:57:32.719 --> 00:57:33.619
those three referrals.

00:57:33.880 --> 00:57:34.280
Right, right, right.

00:57:34.320 --> 00:57:36.961
But also what Tony's saying there is, hey,

00:57:37.021 --> 00:57:38.641
I did my assessment to

00:57:38.762 --> 00:57:40.922
unlock the assessment you paid me.

00:57:41.463 --> 00:57:42.204
Because you could send the

00:57:42.244 --> 00:57:43.143
contractor in there and the

00:57:43.164 --> 00:57:44.304
contractor's like, what do you want?

00:57:44.324 --> 00:57:44.684
And he's like,

00:57:44.704 --> 00:57:45.985
the guy said we were out of code.

00:57:46.005 --> 00:57:47.264
Oh, I don't know.

00:57:47.304 --> 00:57:48.786
I don't know what the code is.

00:57:49.365 --> 00:57:49.666
Great.

00:57:50.447 --> 00:57:52.048
It's why when you buy a house,

00:57:52.088 --> 00:57:53.030
you pay for what?

00:57:53.190 --> 00:57:54.032
An inspection.

00:57:54.713 --> 00:57:55.293
I want to know.

00:57:55.373 --> 00:57:56.554
Give me the dirty little secrets.

00:57:56.795 --> 00:57:57.896
But what he's doing here is

00:57:57.916 --> 00:57:58.938
he's moving the inspection.

00:57:59.539 --> 00:58:01.081
They're not selling their house,

00:58:01.501 --> 00:58:02.563
but people are using the

00:58:02.603 --> 00:58:04.445
bathroom or trying to get into a facility,

00:58:04.724 --> 00:58:06.126
and he's moving the –

00:58:06.126 --> 00:58:07.088
you're selling inspections

00:58:07.108 --> 00:58:07.728
to people who didn't know

00:58:07.748 --> 00:58:08.309
they needed one.

00:58:09.469 --> 00:58:10.751
The lawyer approach is the

00:58:10.831 --> 00:58:13.976
one that's going to cause

00:58:13.996 --> 00:58:15.637
the most amount of movement.

00:58:16.137 --> 00:58:17.860
The Peace Corps gene therapists,

00:58:18.260 --> 00:58:19.702
I just heard several heads explode.

00:58:20.222 --> 00:58:21.284
Several heads explode.

00:58:21.965 --> 00:58:22.666
And I agree.

00:58:22.686 --> 00:58:24.307
Even I was like, ooh, man, that's cold,

00:58:24.347 --> 00:58:24.487
bro.

00:58:25.148 --> 00:58:26.550
So let's think of parting shots.

00:58:26.690 --> 00:58:27.771
You guys think about it.

00:58:27.951 --> 00:58:29.351
I'm just going to say going

00:58:29.411 --> 00:58:31.914
back through the episode, you know,

00:58:32.353 --> 00:58:33.375
thankfully there were

00:58:33.414 --> 00:58:35.016
things three heads are better than one.

00:58:35.096 --> 00:58:36.836
We, we threw a couple ideas out there.

00:58:36.916 --> 00:58:37.177
Like,

00:58:37.657 --> 00:58:40.259
could I hire a technician to go in

00:58:40.278 --> 00:58:41.880
the field, to go to the patient's home,

00:58:41.960 --> 00:58:43.161
to bring the vestibular

00:58:43.201 --> 00:58:44.101
first headset to the

00:58:44.141 --> 00:58:46.663
patient while I remain remote,

00:58:46.764 --> 00:58:48.023
which allows me to

00:58:48.204 --> 00:58:51.327
exponentially clone myself, increase,

00:58:51.367 --> 00:58:52.907
you know, my, my time,

00:58:52.987 --> 00:58:54.309
like whatever you want to say.

00:58:54.329 --> 00:58:54.369
Um,

00:58:55.630 --> 00:58:56.891
We see that opportunity.

00:58:56.931 --> 00:58:58.391
We see the opportunity with

00:58:58.773 --> 00:59:00.815
somebody who understands ADA compliance,

00:59:00.875 --> 00:59:01.936
leveraging that knowledge

00:59:01.996 --> 00:59:04.297
in an ethical or less than ethical way.

00:59:05.239 --> 00:59:06.739
There are still so many

00:59:06.840 --> 00:59:07.960
hidden opportunities,

00:59:08.021 --> 00:59:09.782
dark corners for us to make

00:59:09.983 --> 00:59:10.943
money with the knowledge

00:59:10.983 --> 00:59:12.184
and the experience we have.

00:59:12.445 --> 00:59:13.405
That's my parting shot.

00:59:13.907 --> 00:59:14.126
Right.

00:59:14.186 --> 00:59:15.047
So go ahead, Dave.

00:59:15.068 --> 00:59:15.568
I got one, too.

00:59:16.349 --> 00:59:17.951
So before parting shot, just like.

00:59:19.217 --> 00:59:20.719
even with x-ray techs and MRI techs,

00:59:20.739 --> 00:59:21.980
like they do have to kind

00:59:22.059 --> 00:59:23.840
of maneuver or move a

00:59:24.181 --> 00:59:25.101
patient or client around

00:59:25.141 --> 00:59:25.922
different positions.

00:59:26.262 --> 00:59:27.284
And sometimes those folks

00:59:27.304 --> 00:59:28.925
have fractures or very

00:59:28.965 --> 00:59:30.206
involved medical conditions.

00:59:30.246 --> 00:59:32.786
So Tony's idea of having a

00:59:33.188 --> 00:59:34.849
unlicensed but trained

00:59:35.268 --> 00:59:37.389
individual do the vestibular surgery

00:59:38.550 --> 00:59:40.851
and then the OT or PT can

00:59:40.891 --> 00:59:42.092
look at your vestibular

00:59:42.112 --> 00:59:43.353
first video later.

00:59:43.472 --> 00:59:44.434
And they're kind of like the

00:59:44.614 --> 00:59:46.295
therapist radiologist version.

00:59:46.715 --> 00:59:46.914
Sure.

00:59:47.054 --> 00:59:47.414
I think that,

00:59:47.514 --> 00:59:48.695
I think that's something for

00:59:48.735 --> 00:59:49.396
sure to explore.

00:59:51.237 --> 00:59:52.556
Going back, I would say parting shot.

00:59:53.717 --> 00:59:57.420
I like the finding ways to get or,

00:59:57.539 --> 00:59:59.000
or establish some premium

00:59:59.059 --> 01:00:01.141
house calls thinking outside the box.

01:00:01.561 --> 01:00:03.601
And again, we talked about this before,

01:00:03.641 --> 01:00:04.563
like packaging it and

01:00:04.862 --> 01:00:06.103
calling it something right.

01:00:06.143 --> 01:00:06.903
Like as opposed to,

01:00:07.344 --> 01:00:09.585
it's a PT home visit or a OT

01:00:09.626 --> 01:00:10.806
home visit or house call

01:00:11.726 --> 01:00:12.748
because then they're going to say, well,

01:00:12.827 --> 01:00:13.789
do you take Medicare or do

01:00:13.829 --> 01:00:14.588
you take my insurance?

01:00:15.170 --> 01:00:16.650
But again, if you package it, if you,

01:00:16.831 --> 01:00:18.791
if the messaging, which is very important,

01:00:18.811 --> 01:00:19.472
the messaging and the

01:00:19.552 --> 01:00:21.153
wording around it and the offering,

01:00:21.514 --> 01:00:22.534
and you get this, you get this,

01:00:22.554 --> 01:00:22.994
you get this,

01:00:23.094 --> 01:00:26.217
maybe like a value stack is a great way,

01:00:26.277 --> 01:00:27.318
especially for the OTs out

01:00:27.358 --> 01:00:28.858
there to think outside the box.

01:00:29.059 --> 01:00:29.440
And again,

01:00:30.492 --> 01:00:31.452
get paid what you think you're worth.

01:00:31.492 --> 01:00:32.775
If you think you're worth

01:00:32.775 --> 01:00:33.815
500 or a thousand an hour,

01:00:33.856 --> 01:00:34.817
like that's a way to do it.

01:00:35.358 --> 01:00:36.719
The only way that that model

01:00:36.760 --> 01:00:39.202
works that Tony suggested, which is,

01:00:39.282 --> 01:00:40.563
could you have five techs,

01:00:40.864 --> 01:00:42.166
vestibular techs in the field?

01:00:42.867 --> 01:00:44.429
And then one vestibular

01:00:44.668 --> 01:00:46.731
qualified NCS therapist in

01:00:46.911 --> 01:00:49.896
the clinic is if we untie our emotions.

01:00:51.657 --> 01:00:53.018
And I'm telling you this,

01:00:53.197 --> 01:00:55.978
this is the thing that's

01:00:56.018 --> 01:00:58.380
holding you back is not the difficulty.

01:00:58.440 --> 01:00:59.159
It's not the website.

01:00:59.179 --> 01:00:59.699
It's not the program.

01:00:59.719 --> 01:01:00.280
It's not the thing you don't

01:01:00.300 --> 01:01:00.740
know how to do.

01:01:01.221 --> 01:01:02.420
It's the emotion holding you back.

01:01:02.581 --> 01:01:03.141
That's the reason.

01:01:03.280 --> 01:01:05.302
My parting shot will be in

01:01:05.362 --> 01:01:06.422
parallel with all the ideas,

01:01:06.461 --> 01:01:07.902
which is you can use your

01:01:07.963 --> 01:01:10.423
familiar skills in unfamiliar places.

01:01:10.764 --> 01:01:12.043
That's where the magic happens.

01:01:12.103 --> 01:01:13.143
That's where amazing

01:01:13.204 --> 01:01:14.505
business opportunities happen.

01:01:14.824 --> 01:01:16.085
That's when you look backwards.

01:01:16.164 --> 01:01:16.864
And I'm going to be doing a

01:01:16.925 --> 01:01:18.246
series on my podcast called

01:01:19.025 --> 01:01:19.967
coming up in September,

01:01:20.427 --> 01:01:22.007
highlighting PT inventors,

01:01:22.208 --> 01:01:24.130
PTs who have taken this

01:01:24.449 --> 01:01:25.369
thing we're talking about

01:01:25.731 --> 01:01:26.570
and actually gone through

01:01:26.590 --> 01:01:28.351
the simple but not easy

01:01:28.391 --> 01:01:29.753
steps of creating an actual product,

01:01:30.114 --> 01:01:31.914
like Garrett Drumheller with Nordstick,

01:01:32.034 --> 01:01:33.996
like Scott Dickinson with Next Level,

01:01:34.476 --> 01:01:35.976
like Jay Deshari with MoboBoard,

01:01:36.038 --> 01:01:37.018
like Patrick and Alina with

01:01:37.057 --> 01:01:37.818
Vestibular First.

01:01:38.239 --> 01:01:40.360
Familiar skills in familiar

01:01:40.400 --> 01:01:42.181
places get you familiar results.

01:01:42.442 --> 01:01:43.181
Familiar skills in

01:01:43.402 --> 01:01:44.963
unfamiliar places get you

01:01:45.003 --> 01:01:46.463
exceptional results.

01:01:46.505 --> 01:01:47.525
I don't know why Tony just left,

01:01:52.186 --> 01:01:52.626
He's still here.

01:01:52.688 --> 01:01:53.527
Oh, he left the stage.

01:01:53.547 --> 01:01:54.527
No, he bounced.

01:01:54.688 --> 01:01:54.887
All right.

01:01:54.907 --> 01:01:55.188
All right.

01:01:55.309 --> 01:01:56.889
We'll be back on Thursday

01:01:56.909 --> 01:01:57.668
with another topic.

01:01:57.869 --> 01:01:58.889
If you like what you heard,

01:01:59.090 --> 01:01:59.730
just let us know.

01:02:00.230 --> 01:02:00.510
Listen,

01:02:00.570 --> 01:02:02.670
we are fragile human beings with egos,

01:02:02.831 --> 01:02:03.992
and just let us know you

01:02:04.311 --> 01:02:05.853
like the topics or give us

01:02:05.873 --> 01:02:07.233
something we haven't talked about before,

01:02:07.572 --> 01:02:08.733
and we'll see you back on Thursday.

01:02:08.793 --> 01:02:09.873
Subscribe and like and

01:02:09.914 --> 01:02:11.355
listen and share and do the whole thing.

01:02:11.394 --> 01:02:12.474
Dave, have fun on vacation, man.

01:02:12.514 --> 01:02:13.255
Go back to relaxing.

01:02:13.735 --> 01:02:14.155
Thank you.

01:02:14.215 --> 01:02:15.235
I'll still be here Thursday, man.

01:02:15.275 --> 01:02:15.815
I miss you guys.

01:02:15.856 --> 01:02:16.175
I love you.

01:02:16.195 --> 01:02:16.516
Take care.

01:02:17.036 --> 01:02:17.396
Sounds good.