Mastering Physical Therapy Practice

WEBVTT

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Cody, how we doing, man?

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Good.

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Very good.

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Appreciate you coming on.

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PT Business Blueprint with Cody Barnett.

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Again, just to reiterate,

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while I do these first, I don't know,

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fifty interviews,

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I'm going to keep saying it.

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Because the thing is,

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every time I say it and

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then put an episode out,

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I get five more people to

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come on the show.

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And that's the goal,

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to do a thousand interviews

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over the next five years.

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That's two hundred

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interviews a year with PT

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practitioners or people in

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or around the profession of

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physical therapy or healthcare.

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And I just want to do a

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light skim over the top.

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I want people to sort of be

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able to peer in and see

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what your business or these

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businesses are about.

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Cause I want people to open more of them.

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I want more people to take

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sort of charge of their own careers.

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So Cody,

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like when you're at a dinner party

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or a barbecue or something like that,

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of course the question of like, Hey,

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you know,

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after what's your name and where

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you're from and you bring up body works,

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like what, what do you say?

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How do you explain it to people?

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What do you, what do you do?

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Um, yeah, well,

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usually people will start with, uh, Hey,

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I got this elbow problem right here.

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That's usually how it starts.

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Um, but something like that.

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But, um, so for me, at least, um,

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when I started, uh, like, uh,

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I may be different than most,

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most of the people I know, um,

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started cause they got injured.

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Um, I never got injured.

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Um, I just started cause I loved anatomy.

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and I love physiology.

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And so I started volunteering at a local,

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my local hospital and their

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PT department.

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I just cold called them,

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walked in one day and said, Hey,

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I'd like to learn more about this.

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And so they were gracious

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enough and let me come in

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and I volunteered there.

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And eventually I worked

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there and eventually

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decided this is what I want to do.

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Um, so that's how I got started is, uh,

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just with, with a cold call,

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something I thought I might like, um,

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as far as, uh, our practice and, and,

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ask about that so I usually

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don't tell people I'm a

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physical therapist I

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usually say something along

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the lines of I own a

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physical therapy practice

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or I'll say something along

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the lines of well I help

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keep people mobile active

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and off pain pills and so

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those types of things

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typically generate a little

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bit more curiosity in terms

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of how we talk about

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ourselves and how we phrase things so

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Usually, at the barbecue,

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that's usually one of those

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two routes is usually the route I'll go.

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Okay.

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So if people want to double click in,

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like I like, I love the intriguing,

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like I help people stay active,

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mobile and off pain pills.

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Is that what you said?

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I love that.

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Cause that sort of sets the tone.

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It makes people want to,

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it makes them sort of have to say like,

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well, how do you do that?

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Or what is that?

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Oh, I do that.

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How I do that is physical therapy.

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What you do is keep people mobile,

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active and off pain pills.

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So off the bat,

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Winner, right?

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Like winner, winner, chicken dinner.

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But if someone were to

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double click in or maybe

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another therapist were to be like, oh,

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you want to practice?

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That's fantastic.

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You know, who do you treat?

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Is it inpatient, outpatient?

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Like who are your ideal

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customer or customers?

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Yeah.

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So from there,

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basically we specialize in orthopedics.

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And so a lot of it,

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if it's physios watching today, it's,

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you know, a lot of orthopedic injuries.

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So orthopedic pain and injury, back pain,

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shoulder pain, neck pain,

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those sorts of things.

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I have been doing this for

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about thirty five years,

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so I've developed several

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niches that we dive into

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here at our practice.

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So certainly our perfect customer,

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if you will,

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is kind of the fifty fifty

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year old plus person that

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likes to stay active and

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they're not willing to settle.

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They're not willing to stay

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home on the couch and say, well,

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I'm just getting old.

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So those people generally

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aren't attracted to us.

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We specialize more in people

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that want to stay active

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and value their health.

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So that's the main unique feature.

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But some niches within that

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is I've been a runner and a

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cyclist my whole life.

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So treats a lot of runners

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and cyclists and triathletes,

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that sort of thing.

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And then as I've gotten older,

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I've gotten into pickleball.

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And so for the last several years,

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we've specialized in

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treating pickleball

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injuries and that's really

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fun because it's a fun

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sport and we love it.

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Yeah.

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Let me ask you this.

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In terms of those niches,

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outside of maybe communicating them,

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right,

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running ads or organic content of

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getting them in the door,

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outside of them,

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as soon as they walk in the door,

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is there,

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are there special things that you do?

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Is there a difference?

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Like, you know, are there programs?

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Because a lot of times

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people will say like, well,

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come in the clinic and now

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you're just receiving physical therapy.

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But when you start to niche down,

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you can do interesting

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things because runners and

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cyclists are both endurance athletes,

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but they're different.

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So when they get inside,

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are there different things

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that you do with those different groups?

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Yeah.

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Well, um, the short answer is always,

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it depends, but yes.

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Um, so, um,

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Uh, in terms of runners, like we do,

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you know, we do,

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we can do three D video analysis.

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We do, uh, motion video analysis.

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I actually started doing

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that back in the day when I

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had a VCR camera over my

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shoulder videotaping people.

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And then I'd take the

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videotape home at night and

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put it in the VCR and then

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do slow motion.

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Get out of here, man.

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Yeah.

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So that's, I've been at it for a while.

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We've come a long way.

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Now, you know,

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I just grab my phone and

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pull up my app and bam and, and take,

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you know, a few seconds of running video.

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And then we,

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You scroll through it and found it.

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Here's what's going on.

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So, yeah,

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it's amazing to be able to just

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pull your phone out of your

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pocket compared to what I started with.

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So, yeah, so we do that.

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We, you know, when people come in our door,

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you know,

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they kind of get that it's a

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little bit different

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because I've got a bicycle

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hanging on my ceiling in

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our waiting room.

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So my,

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my idea there is that we want to

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promote the idea that, you know,

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this is an active place.

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And, um,

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so for people that just walk in that, um,

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most, most people comment about that.

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Yeah.

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Um, and, um, uh, and then, you know,

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we see, we,

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we've got an excellent local

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bike shop that's a block

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down the way from me.

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So I work with them a lot and, um,

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They do an excellent job at

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fitting cyclists.

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So I really stay away from

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just fitting cyclists on bikes.

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But where I come into play

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is if they've got somebody

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that's got chronic back

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pain or neck pain or hip

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pain when they ride.

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And so then I'll do a

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PT-esque fitting session

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with them where we're

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looking at their anatomy

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and what's going on for them.

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So, yeah,

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so there's some unique things

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that we do there.

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So some questions,

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people who either have a

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clinic or might be wanting

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to start a clinic.

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You've sort of opened the door.

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Great radio segue, as we call it,

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which is relationship with a bike shop.

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So what do you do

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organically or paid or formally,

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I should say?

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So organic or formal in

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terms of how does Cody find

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the right people or how do

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the right people in your neighborhood?

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Where are you geographically, by the way?

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I think I skipped over that.

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We're in Wichita, Kansas.

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Perfect.

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Okay.

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So how does Wichita either

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know about Cody already or

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how do they find you?

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Like what are the different

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ways that people,

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because as the marketing

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guy with the marketing background,

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I'm always curious and I

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think there's always great

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innovation outside of

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formal or informal

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relationships or organic or paid things.

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What do you do to make sure

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that people stay, you stay top of mind?

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Well, multifaceted.

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So there's new customers,

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there's existing customers.

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So for our existing customers, you know,

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we've had our practice

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since two thousand five.

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So we've seen a lot of people, you know,

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so we've got a big database of people.

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So we do a weekly email.

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So we're constantly emailing them either.

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We'll do a combination of

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informational stuff, just educational,

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informational things about

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different things.

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you know, injuries or different, uh,

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health,

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health related things and stuff so that,

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you know, we, we, we, I mean, I,

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I am biased,

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but I think we provide really,

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really good content for people.

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Um, and then in those weekly emails,

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there's,

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there's sometimes going to be an

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offer for some program or some,

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something that's going on a

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webinar or a treatment, you know,

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treatment highlight or

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something like that.

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Um,

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So we've got that, you know, obviously,

00:08:34.796 --> 00:08:35.436
like everybody else,

00:08:35.456 --> 00:08:36.937
we do social media and the

00:08:36.976 --> 00:08:37.857
Facebooks and the

00:08:38.357 --> 00:08:40.158
Instagrams and the YouTubes and such.

00:08:41.139 --> 00:08:42.879
So that's mostly our

00:08:42.919 --> 00:08:44.280
existing customer base.

00:08:44.400 --> 00:08:46.182
And those customers, you know,

00:08:46.341 --> 00:08:48.182
often refer people to us.

00:08:48.222 --> 00:08:50.082
So we're very blessed that

00:08:51.163 --> 00:08:52.845
our clients will refer

00:08:53.144 --> 00:08:54.245
their friends and family members,

00:08:54.284 --> 00:08:55.346
their neighbors, etc.,

00:08:56.062 --> 00:08:56.663
And, um,

00:08:56.722 --> 00:08:57.783
obviously we're always very

00:08:57.822 --> 00:08:59.124
appreciative of that and we're,

00:08:59.485 --> 00:09:00.544
we're thankful to them and

00:09:00.605 --> 00:09:02.105
we thank them when that happens.

00:09:02.125 --> 00:09:05.109
Um, so that's our, our meat and potatoes.

00:09:05.729 --> 00:09:05.828
Um,

00:09:05.849 --> 00:09:07.090
but just from just people that we've

00:09:07.110 --> 00:09:08.510
been seeing for the last twenty years.

00:09:09.371 --> 00:09:11.493
Um, the terms of new patients to your,

00:09:11.533 --> 00:09:12.594
to your question, um,

00:09:13.153 --> 00:09:13.734
Typically,

00:09:13.854 --> 00:09:14.955
that will either be referrals

00:09:14.975 --> 00:09:15.735
from friends and family

00:09:15.754 --> 00:09:18.216
members or we'll do events.

00:09:18.255 --> 00:09:20.157
So we'll be at a pickleball event.

00:09:20.177 --> 00:09:21.217
We'll be at a running event.

00:09:21.918 --> 00:09:23.438
We'll be at the local bike shop.

00:09:23.458 --> 00:09:24.198
We'll be at the local

00:09:24.219 --> 00:09:26.700
running store doing things like that.

00:09:27.581 --> 00:09:29.020
And then we'll also do

00:09:29.822 --> 00:09:32.322
regular webinars for our clients.

00:09:32.342 --> 00:09:35.464
So, you know, you can do a webinar on,

00:09:35.884 --> 00:09:38.485
you know, back pain or something.

00:09:38.946 --> 00:09:39.985
So we'll do an educational

00:09:40.025 --> 00:09:41.626
thing that provides people an opportunity

00:09:41.940 --> 00:09:42.120
go, hey,

00:09:42.139 --> 00:09:43.341
these guys might know what they're

00:09:43.361 --> 00:09:43.962
talking about.

00:09:44.043 --> 00:09:45.385
Maybe I should go see them

00:09:45.485 --> 00:09:48.951
about my problem X. Yeah.

00:09:48.971 --> 00:09:50.312
You hit a lot of things there.

00:09:50.494 --> 00:09:52.836
And I think for people who

00:09:52.876 --> 00:09:54.580
maybe are doing one or a

00:09:54.639 --> 00:09:55.421
couple of these things.

00:09:56.940 --> 00:09:57.961
They might hear all the

00:09:57.980 --> 00:09:58.721
things that you're doing

00:09:58.740 --> 00:10:00.702
and you talk about them so nonchalantly.

00:10:00.743 --> 00:10:01.102
Like, well,

00:10:01.143 --> 00:10:02.043
we're at events and we do

00:10:02.104 --> 00:10:03.325
webinars and we do an email

00:10:03.345 --> 00:10:05.285
and we do social platforms.

00:10:05.765 --> 00:10:06.466
That's a lot.

00:10:07.006 --> 00:10:08.107
I think it's great.

00:10:08.827 --> 00:10:10.789
Where is your best ROI that

00:10:10.809 --> 00:10:12.291
you think in terms of the

00:10:12.331 --> 00:10:13.251
things that you do?

00:10:13.272 --> 00:10:14.312
We'll go with digitally

00:10:14.351 --> 00:10:17.355
creating versus in person.

00:10:17.434 --> 00:10:18.274
Where do you think is the

00:10:18.355 --> 00:10:19.255
best digital ROI?

00:10:19.275 --> 00:10:20.056
Digital ROI would have to be

00:10:20.076 --> 00:10:21.037
weekly newsletter,

00:10:21.057 --> 00:10:24.960
weekly email newsletter.

00:10:26.192 --> 00:10:27.374
because those are going out

00:10:27.394 --> 00:10:28.953
to people that already know, love,

00:10:28.994 --> 00:10:29.674
and trust us.

00:10:30.115 --> 00:10:30.654
They're warm.

00:10:30.674 --> 00:10:32.235
Yeah.

00:10:32.375 --> 00:10:35.898
And, and in terms of guaranteed,

00:10:35.918 --> 00:10:37.337
at least landing in their inbox,

00:10:37.378 --> 00:10:38.479
it's virtually a hundred percent.

00:10:38.499 --> 00:10:39.359
They're going to get it right.

00:10:39.379 --> 00:10:40.360
Unless there's an email issue.

00:10:41.000 --> 00:10:42.900
Now they're opening that open rate.

00:10:43.581 --> 00:10:44.761
What do you know what your open rate is?

00:10:44.782 --> 00:10:45.381
Like, are you like,

00:10:45.542 --> 00:10:47.182
are you like sleeves rolled

00:10:47.222 --> 00:10:48.043
up doing the email?

00:10:49.783 --> 00:10:50.203
Yeah.

00:10:50.365 --> 00:10:50.825
Yeah, we do.

00:10:50.845 --> 00:10:51.264
We,

00:10:52.056 --> 00:10:53.255
We've done different things.

00:10:54.876 --> 00:10:55.897
We've paid people to do it

00:10:55.937 --> 00:10:57.236
for us and currently we're

00:10:57.256 --> 00:10:58.277
doing it ourselves.

00:10:59.977 --> 00:11:00.778
So we've done different

00:11:00.798 --> 00:11:01.677
things over the years.

00:11:03.918 --> 00:11:04.698
Open rate.

00:11:07.099 --> 00:11:08.519
I'm told by people in the

00:11:08.558 --> 00:11:09.700
business that open rates

00:11:09.759 --> 00:11:11.299
aren't always accurate anymore.

00:11:12.019 --> 00:11:13.519
So the goal used to be

00:11:13.559 --> 00:11:14.740
twenty percent or better.

00:11:15.541 --> 00:11:16.880
I know we're better than that.

00:11:16.941 --> 00:11:19.782
We run about thirty to forty percent.

00:11:20.282 --> 00:11:21.282
But I'm also told

00:11:21.912 --> 00:11:24.073
that just because it says it is opened,

00:11:24.134 --> 00:11:25.855
it may not have actually been read.

00:11:26.895 --> 00:11:28.517
Whereas a few years ago,

00:11:29.236 --> 00:11:30.378
open rate was open rate.

00:11:32.139 --> 00:11:33.659
But as far as I know,

00:11:33.740 --> 00:11:35.701
our open rate is pretty good.

00:11:36.062 --> 00:11:37.822
It's getting harder with the email now.

00:11:39.124 --> 00:11:42.346
There's more and more where

00:11:42.365 --> 00:11:45.828
if people don't engage with you anymore,

00:11:45.869 --> 00:11:47.669
if they're not engaging with your email,

00:11:48.129 --> 00:11:49.370
it becomes harder for it to

00:11:49.451 --> 00:11:50.152
be deliverable.

00:11:54.735 --> 00:11:55.316
it's, I mean, it's,

00:11:55.355 --> 00:11:56.255
people are just getting so much.

00:11:56.316 --> 00:11:56.636
Yeah.

00:11:56.856 --> 00:11:57.738
This highlights the fact

00:11:57.758 --> 00:11:58.418
that we're actually,

00:11:58.437 --> 00:11:59.658
no matter what business you're in,

00:11:59.798 --> 00:12:00.899
you're in show business.

00:12:01.220 --> 00:12:02.561
You're in the, I need to show,

00:12:02.620 --> 00:12:02.921
and it's not,

00:12:02.941 --> 00:12:04.402
it doesn't mean you got to put on a show,

00:12:04.942 --> 00:12:05.702
but you have to show,

00:12:05.763 --> 00:12:06.884
continually show people

00:12:06.903 --> 00:12:07.985
what value you bring.

00:12:08.044 --> 00:12:08.966
So when they actually have

00:12:09.005 --> 00:12:11.246
that problem or need your solution,

00:12:12.087 --> 00:12:13.688
You are the top of mind or

00:12:13.729 --> 00:12:14.688
you are the thing that they,

00:12:14.749 --> 00:12:16.590
as you mentioned, know, like and trust.

00:12:18.730 --> 00:12:21.870
Other questions that clinicians ask you.

00:12:22.130 --> 00:12:23.532
Let me ask you one of these

00:12:23.572 --> 00:12:24.611
best advice questions.

00:12:24.912 --> 00:12:25.513
You say you've been doing

00:12:25.533 --> 00:12:26.413
this for how long?

00:12:26.452 --> 00:12:27.232
Close to thirty years?

00:12:27.253 --> 00:12:27.312
Yes.

00:12:27.332 --> 00:12:28.193
I graduated in ninety one,

00:12:28.333 --> 00:12:32.174
but I've had my practice since so far.

00:12:33.024 --> 00:12:33.283
Okay.

00:12:33.764 --> 00:12:35.664
So you've been doing this for a while.

00:12:36.325 --> 00:12:37.306
What advice would you,

00:12:37.525 --> 00:12:38.926
do you wish was whispered

00:12:38.966 --> 00:12:41.006
in your ear in oh four

00:12:41.287 --> 00:12:42.388
before you got started?

00:12:42.488 --> 00:12:43.427
What advice would you have

00:12:43.467 --> 00:12:50.770
given Cody back then before you started?

00:12:50.791 --> 00:12:52.671
Um, that's a really good question, Jimmy.

00:12:52.892 --> 00:12:53.731
Um, thanks.

00:12:53.751 --> 00:12:59.173
Um, yeah, I would say, um,

00:12:59.673 --> 00:13:00.813
I would say you need to fall

00:13:00.874 --> 00:13:02.674
in love with the problem.

00:13:02.715 --> 00:13:04.495
Don't fall in love with the solution.

00:13:05.437 --> 00:13:06.076
Okay.

00:13:06.136 --> 00:13:10.620
So in oh five, it was, and, and, you know,

00:13:10.639 --> 00:13:12.181
I've learned this just over

00:13:12.240 --> 00:13:14.423
time and through mentors

00:13:14.503 --> 00:13:16.104
and through reading books and whatever.

00:13:16.823 --> 00:13:17.965
But, um,

00:13:18.004 --> 00:13:19.785
but back then it was like physical

00:13:19.806 --> 00:13:21.967
therapy or physical therapy practice.

00:13:22.028 --> 00:13:23.849
And we, physical therapy is the,

00:13:23.908 --> 00:13:24.789
is the thing that's going

00:13:24.809 --> 00:13:25.910
to fix everything.

00:13:26.730 --> 00:13:28.211
And to be really honest, you know,

00:13:28.251 --> 00:13:29.513
the public doesn't care.

00:13:31.701 --> 00:13:32.360
They don't care.

00:13:32.601 --> 00:13:33.261
They don't care how many

00:13:33.302 --> 00:13:34.643
initials are after your name.

00:13:35.844 --> 00:13:37.684
They don't care where you went to school.

00:13:38.585 --> 00:13:39.605
They just want to know if

00:13:40.426 --> 00:13:41.626
you can meet them where

00:13:41.647 --> 00:13:43.187
they're at and solve their problem.

00:13:43.908 --> 00:13:45.950
So back in the beginning

00:13:45.970 --> 00:13:47.711
when I knew absolutely zero

00:13:47.770 --> 00:13:48.912
about marketing and

00:13:48.951 --> 00:13:50.152
speaking to people and such,

00:13:50.172 --> 00:13:53.453
it would be all about physical therapy.

00:13:54.174 --> 00:13:54.514
Well,

00:13:54.554 --> 00:13:55.956
today I don't ever talk about

00:13:55.995 --> 00:13:56.836
physical therapy.

00:13:57.756 --> 00:13:58.817
We talk about the problem.

00:13:59.870 --> 00:14:01.529
So I talk about the fact that, you know,

00:14:01.549 --> 00:14:02.630
your back hurts and because

00:14:02.650 --> 00:14:03.890
your back hurts and you're

00:14:03.910 --> 00:14:04.630
not sleeping at night

00:14:04.671 --> 00:14:05.890
because you can't sleep well at night,

00:14:06.030 --> 00:14:07.532
you're going to work grumpy every day.

00:14:08.412 --> 00:14:09.912
And, you know,

00:14:10.792 --> 00:14:11.972
it's all of the problems

00:14:11.993 --> 00:14:13.113
that are associated with

00:14:13.153 --> 00:14:14.173
whatever the issue is.

00:14:14.212 --> 00:14:16.874
So that would be,

00:14:17.153 --> 00:14:18.553
I think that'd be the key

00:14:18.573 --> 00:14:20.033
thing from O-IV that I would have,

00:14:20.114 --> 00:14:23.355
I wish I knew then that I don't know now.

00:14:23.914 --> 00:14:24.355
It's brilliant.

00:14:24.434 --> 00:14:25.115
You know,

00:14:25.134 --> 00:14:26.635
we've got to speak to people

00:14:26.676 --> 00:14:27.716
where they're at and the

00:14:27.735 --> 00:14:28.816
things that are important to them.

00:14:29.565 --> 00:14:30.505
And to you and I,

00:14:30.706 --> 00:14:31.966
the physio is important

00:14:32.628 --> 00:14:34.048
because we love anatomy.

00:14:34.068 --> 00:14:34.929
We love physiology.

00:14:34.950 --> 00:14:36.311
We love figuring stuff out.

00:14:36.370 --> 00:14:37.292
That's what got me into this

00:14:37.312 --> 00:14:38.812
is because I love all of those things.

00:14:39.553 --> 00:14:40.855
But at the end of the day,

00:14:41.755 --> 00:14:43.476
our clients don't care.

00:14:43.878 --> 00:14:45.158
They just want to know if you can –

00:14:45.631 --> 00:14:49.697
If you could fix me so that

00:14:49.736 --> 00:14:50.457
I can go play with my

00:14:50.477 --> 00:14:51.958
grandkids or go golfing or

00:14:51.979 --> 00:14:53.780
whatever it is that they want to do.

00:14:53.801 --> 00:14:53.900
Bingo.

00:14:53.921 --> 00:14:54.000
Yeah,

00:14:54.022 --> 00:14:55.062
I'm having my basement renovated

00:14:55.102 --> 00:14:55.383
right now.

00:14:55.403 --> 00:14:56.344
I'll be in a new studio in a

00:14:56.364 --> 00:14:57.004
couple of weeks.

00:14:57.645 --> 00:14:59.147
I found people that my

00:14:59.226 --> 00:15:00.629
neighbor trusted because

00:15:00.668 --> 00:15:02.250
he's handy and I trust my neighbor.

00:15:02.410 --> 00:15:03.672
And he said, these are the guys.

00:15:03.893 --> 00:15:04.533
So I hired them.

00:15:05.193 --> 00:15:05.934
I didn't ask him what kind

00:15:05.955 --> 00:15:06.575
of tools they did.

00:15:07.375 --> 00:15:07.956
Maybe I should have,

00:15:07.995 --> 00:15:09.437
but I know they did his house,

00:15:09.638 --> 00:15:10.518
but I didn't ask for other

00:15:10.619 --> 00:15:11.519
pictures of other houses.

00:15:11.558 --> 00:15:13.240
I saw my neighbor's house, and he's picky,

00:15:13.500 --> 00:15:14.642
and I was like, got it.

00:15:15.101 --> 00:15:15.702
But I wasn't going to go

00:15:15.722 --> 00:15:16.442
down the rabbit hole of

00:15:16.503 --> 00:15:19.245
where did you study sheetrock,

00:15:19.306 --> 00:15:20.447
or what kind of tools do you use,

00:15:20.506 --> 00:15:21.607
Milwaukee or DeWalt?

00:15:22.268 --> 00:15:24.749
And and the guy selling his

00:15:24.788 --> 00:15:26.450
services and he didn't sell

00:15:26.490 --> 00:15:27.870
as he sold the solution.

00:15:28.150 --> 00:15:28.850
So tell me what you want to

00:15:28.870 --> 00:15:29.692
do with this room and what

00:15:29.711 --> 00:15:30.951
do you want it to look like or feel like?

00:15:30.991 --> 00:15:31.232
Got it.

00:15:31.273 --> 00:15:31.452
Got it.

00:15:31.533 --> 00:15:33.313
OK, I can do this for them.

00:15:33.394 --> 00:15:34.614
And he didn't get into the weeds.

00:15:34.813 --> 00:15:36.174
But I bet you if I had if I

00:15:36.195 --> 00:15:38.316
had pressed what kind of I

00:15:38.576 --> 00:15:39.236
don't know what kind of

00:15:39.277 --> 00:15:40.657
sheetrock or screws he

00:15:40.677 --> 00:15:41.418
could have told me.

00:15:41.798 --> 00:15:42.398
But he knew not to.

00:15:42.658 --> 00:15:43.818
He knew not to dwell on that.

00:15:45.309 --> 00:15:46.671
And I think what you're saying,

00:15:46.770 --> 00:15:47.730
and I agree with,

00:15:47.931 --> 00:15:49.991
is focus on the problem and

00:15:50.412 --> 00:15:51.972
the before and the after.

00:15:52.273 --> 00:15:53.094
Where do you want to go?

00:15:53.193 --> 00:15:54.714
What's preventing you from getting there?

00:15:54.955 --> 00:15:55.995
I know it sounds simple,

00:15:56.235 --> 00:15:58.235
and we're overeducated for

00:15:58.255 --> 00:15:59.356
that type of conversation,

00:15:59.677 --> 00:16:00.096
but having that

00:16:00.136 --> 00:16:02.258
conversation is a skill and doing it well,

00:16:02.418 --> 00:16:02.677
right?

00:16:02.957 --> 00:16:03.658
So I like that.

00:16:03.719 --> 00:16:05.318
Yeah.

00:16:05.460 --> 00:16:06.460
I talk to people much

00:16:06.500 --> 00:16:07.520
differently today than I

00:16:07.561 --> 00:16:08.360
did twenty years ago.

00:16:09.099 --> 00:16:10.019
Isn't that the point though?

00:16:10.399 --> 00:16:12.461
We're supposed to grow and change, right?

00:16:12.500 --> 00:16:13.201
And good for you.

00:16:13.922 --> 00:16:15.482
Since you've been doing this for a while,

00:16:15.643 --> 00:16:16.644
I can ask you a question

00:16:16.663 --> 00:16:17.544
that maybe I can't ask

00:16:17.585 --> 00:16:18.304
someone who's been doing it

00:16:18.325 --> 00:16:19.025
for five years.

00:16:19.385 --> 00:16:20.886
What's the biggest change,

00:16:20.947 --> 00:16:24.528
positive or negative, in the profession?

00:16:24.568 --> 00:16:25.409
We'll go even bigger.

00:16:25.450 --> 00:16:26.129
That you've seen,

00:16:26.149 --> 00:16:28.032
that you've either liked or not liked.

00:16:28.371 --> 00:16:29.673
Been doing it since ninety-one.

00:16:29.712 --> 00:16:30.932
What do you think's the best?

00:16:31.214 --> 00:16:32.354
What's your favorite change

00:16:32.394 --> 00:16:33.394
or the thing that gives you hope?

00:16:33.414 --> 00:16:35.956
Can I ask for both of them?

00:16:36.556 --> 00:16:37.056
Yeah, do it.

00:16:37.135 --> 00:16:37.696
Yeah, please.

00:16:38.677 --> 00:16:41.476
So the thing that I probably

00:16:42.317 --> 00:16:45.217
don't like as well is that

00:16:46.177 --> 00:16:49.198
our – and I'll preface this

00:16:49.219 --> 00:16:50.840
by saying I'm an APTA member.

00:16:50.899 --> 00:16:52.860
I'm a private practice section member.

00:16:52.919 --> 00:16:55.100
I've been our state federal

00:16:55.140 --> 00:16:56.821
affairs liaison.

00:16:57.140 --> 00:17:00.221
Like I'm pro-profession, right?

00:17:00.952 --> 00:17:02.614
But I would say that our

00:17:02.653 --> 00:17:04.075
profession in general and

00:17:04.095 --> 00:17:05.195
our leadership in general

00:17:05.296 --> 00:17:07.057
has been very focused on

00:17:07.457 --> 00:17:10.680
getting doctorate level and education.

00:17:10.759 --> 00:17:12.121
And all of that's good and well.

00:17:12.181 --> 00:17:14.541
And I don't disagree with that.

00:17:15.242 --> 00:17:17.124
But in terms of I think we

00:17:17.163 --> 00:17:18.904
need to do a much better

00:17:18.944 --> 00:17:20.185
job as far as marketing

00:17:20.346 --> 00:17:21.346
what we do to the public.

00:17:22.476 --> 00:17:23.916
overall and and I'm not

00:17:23.957 --> 00:17:25.076
putting that on the on the

00:17:25.116 --> 00:17:25.998
national profession I'm

00:17:26.018 --> 00:17:27.157
putting that on on

00:17:27.298 --> 00:17:28.838
individuals on you and I'm

00:17:28.858 --> 00:17:30.500
putting that on everybody

00:17:30.539 --> 00:17:31.961
that's out there whether

00:17:32.000 --> 00:17:33.121
you own a practice or

00:17:33.181 --> 00:17:35.102
whether you're an employee

00:17:35.142 --> 00:17:36.202
of a practice it doesn't

00:17:36.242 --> 00:17:38.423
matter like it's our job if

00:17:38.463 --> 00:17:39.963
we want to elevate so that

00:17:40.003 --> 00:17:41.085
people want to come to us

00:17:41.144 --> 00:17:42.885
first for their problems

00:17:43.405 --> 00:17:45.866
like it's up to us and so

00:17:45.886 --> 00:17:48.107
it's you know again people

00:17:48.147 --> 00:17:49.828
don't really care what

00:17:49.868 --> 00:17:51.589
initials you've got after your name

00:17:52.108 --> 00:17:53.490
They really don't.

00:17:53.990 --> 00:17:55.491
Are you a fellow or not a fellow?

00:17:57.513 --> 00:17:58.394
Not to say that those aren't

00:17:58.414 --> 00:17:59.474
important and those help us

00:17:59.516 --> 00:18:02.978
get people better, but people don't care.

00:18:03.479 --> 00:18:04.660
And so I would say there's

00:18:04.680 --> 00:18:08.303
been such drive to make

00:18:08.343 --> 00:18:09.324
everything doctored and

00:18:09.364 --> 00:18:10.404
more education and more

00:18:10.444 --> 00:18:11.526
certifications and more of

00:18:11.566 --> 00:18:14.808
this that we miss the point

00:18:15.128 --> 00:18:16.470
of who's our customers?

00:18:17.300 --> 00:18:18.862
how do we speak better to our customer?

00:18:18.882 --> 00:18:20.423
How do we market to our customer?

00:18:20.462 --> 00:18:21.584
How do they know that we,

00:18:22.183 --> 00:18:23.384
everybody knows what doctors do.

00:18:23.424 --> 00:18:24.645
Everybody knows what nurses do.

00:18:24.665 --> 00:18:26.767
I don't know if people know what we do.

00:18:27.448 --> 00:18:29.249
And so I think it's ironic.

00:18:29.308 --> 00:18:30.970
I think it's up to us as an

00:18:31.029 --> 00:18:33.071
individual to market

00:18:33.092 --> 00:18:34.192
ourselves in our community

00:18:34.251 --> 00:18:35.053
and to our neighbors and

00:18:35.073 --> 00:18:36.153
our family and whatever,

00:18:37.153 --> 00:18:38.714
all of the things that we can help solve.

00:18:39.395 --> 00:18:40.175
I think it's interesting in

00:18:40.195 --> 00:18:41.237
that sentence that you said,

00:18:42.298 --> 00:18:43.499
people don't know what we do.

00:18:45.355 --> 00:18:46.037
And that's okay.

00:18:46.657 --> 00:18:48.220
I think if we put one word

00:18:48.259 --> 00:18:48.881
in that sentence,

00:18:48.921 --> 00:18:49.821
we get more clear in our

00:18:49.842 --> 00:18:50.603
marketing message,

00:18:50.762 --> 00:18:51.865
which from the top of the show,

00:18:51.884 --> 00:18:54.188
how you explained it, I think people,

00:18:54.488 --> 00:18:55.690
it would be better if they

00:18:55.710 --> 00:18:57.951
just know what we can do for them.

00:18:59.291 --> 00:18:59.832
Do you know what I mean?

00:19:00.011 --> 00:19:00.211
Like,

00:19:01.772 --> 00:19:03.772
I don't care how the guy downstairs

00:19:03.972 --> 00:19:05.374
renovates the basement.

00:19:06.034 --> 00:19:08.094
I care what he can do for you.

00:19:08.114 --> 00:19:09.095
You can take this room from

00:19:09.154 --> 00:19:10.835
dank and dark and creepy to

00:19:11.015 --> 00:19:11.914
not dank and dark and

00:19:11.934 --> 00:19:13.796
creepy to bright and warm

00:19:13.816 --> 00:19:15.415
and welcoming and usable.

00:19:15.997 --> 00:19:16.297
Done.

00:19:16.856 --> 00:19:18.116
I sort of don't care in the middle.

00:19:18.557 --> 00:19:18.676
Now,

00:19:18.717 --> 00:19:19.998
the difference between the basement

00:19:20.038 --> 00:19:21.698
thing and what we do is you

00:19:21.718 --> 00:19:23.598
got to be part of the process, right?

00:19:23.699 --> 00:19:24.999
You got to come along, right?

00:19:25.538 --> 00:19:27.039
It'd be a different story if

00:19:27.259 --> 00:19:28.279
I had to help that guy

00:19:29.686 --> 00:19:29.886
you know,

00:19:29.967 --> 00:19:31.468
eight hours a day for three days

00:19:31.508 --> 00:19:32.769
doing the basement, then I'd want to know,

00:19:32.930 --> 00:19:33.230
okay,

00:19:33.349 --> 00:19:34.671
what's going to be involved in this.

00:19:34.931 --> 00:19:37.292
So I will give clinicians or

00:19:37.373 --> 00:19:38.534
patients some grace there

00:19:38.554 --> 00:19:39.355
because they do have to be

00:19:39.714 --> 00:19:40.434
part of the process,

00:19:40.596 --> 00:19:41.756
which is also part though

00:19:41.817 --> 00:19:43.017
of communicating, hey,

00:19:43.057 --> 00:19:44.759
the physical part and physical therapy,

00:19:45.058 --> 00:19:45.960
it's going to be mostly you.

00:19:47.300 --> 00:19:47.500
Right.

00:19:47.961 --> 00:19:48.480
Yeah.

00:19:48.520 --> 00:19:49.862
So that was the profession wide.

00:19:50.321 --> 00:19:51.301
What was the second part of

00:19:51.321 --> 00:19:52.383
the question that you wanted to answer,

00:19:52.442 --> 00:19:52.603
too?

00:19:52.643 --> 00:19:53.262
You said both.

00:19:53.762 --> 00:19:55.002
So that was that was the thing.

00:19:55.482 --> 00:19:56.284
That was the thing that I

00:19:56.304 --> 00:19:58.104
would say that I wish, you know,

00:19:58.703 --> 00:20:00.585
that it's been in my mind

00:20:00.625 --> 00:20:01.644
kind of a negative thing.

00:20:01.704 --> 00:20:02.385
It's not negative,

00:20:03.046 --> 00:20:04.645
but we need to do a better job at.

00:20:05.125 --> 00:20:05.226
OK.

00:20:05.646 --> 00:20:06.987
And then in terms of the

00:20:07.027 --> 00:20:08.887
things that I've seen in

00:20:08.907 --> 00:20:10.067
terms of how we've grown

00:20:10.087 --> 00:20:11.228
and the positive things.

00:20:12.229 --> 00:20:12.709
Well, golly,

00:20:12.848 --> 00:20:15.028
we know so much more now than

00:20:15.048 --> 00:20:15.950
we knew in nineteen ninety

00:20:16.109 --> 00:20:16.990
one when I got out.

00:20:17.903 --> 00:20:20.265
And so there's things that

00:20:20.325 --> 00:20:22.446
we can know and treat and

00:20:22.487 --> 00:20:24.188
diagnose and fix and cure

00:20:24.768 --> 00:20:25.929
that are so much better.

00:20:25.949 --> 00:20:27.650
I'm so much better at what I do today.

00:20:27.750 --> 00:20:29.131
And most of my colleagues

00:20:29.892 --> 00:20:30.853
are so much better at what

00:20:30.873 --> 00:20:33.114
they do today than we were

00:20:33.134 --> 00:20:35.556
three years ago in terms of

00:20:35.596 --> 00:20:36.916
what we have as far as the

00:20:36.936 --> 00:20:38.157
tools in our toolbox.

00:20:38.837 --> 00:20:40.558
And part of that's technology,

00:20:40.619 --> 00:20:41.500
part of it's knowledge,

00:20:41.539 --> 00:20:42.540
part of it's research,

00:20:43.521 --> 00:20:45.403
but there's no question

00:20:46.064 --> 00:20:47.463
That in my mind,

00:20:47.964 --> 00:20:49.664
that in terms of how we

00:20:49.724 --> 00:20:52.145
serve our world as a whole

00:20:52.625 --> 00:20:53.946
is better today than it was

00:20:54.007 --> 00:20:55.366
thirty years ago and thirty years ago,

00:20:55.467 --> 00:20:56.626
I would have said we're

00:20:56.646 --> 00:20:58.367
better today than we were in the fifties.

00:20:59.428 --> 00:21:00.189
And that's great, right?

00:21:00.229 --> 00:21:01.249
That's the direction you want to be going.

00:21:01.449 --> 00:21:03.509
So so I would say, you know,

00:21:03.529 --> 00:21:04.670
in terms of how we how we

00:21:04.750 --> 00:21:05.971
serve those around us,

00:21:06.030 --> 00:21:07.070
I think that's definitely

00:21:07.090 --> 00:21:09.231
grown and we've certainly

00:21:09.291 --> 00:21:10.412
upped our game in that regard.

00:21:11.892 --> 00:21:12.873
What advice would you give

00:21:12.913 --> 00:21:14.273
to physical therapists that

00:21:14.294 --> 00:21:15.354
maybe have just opened a

00:21:15.394 --> 00:21:16.214
clinic or maybe they're

00:21:16.275 --> 00:21:17.715
thinking about doing one?

00:21:17.776 --> 00:21:18.317
Now you get to,

00:21:18.537 --> 00:21:19.076
you don't have to give

00:21:19.096 --> 00:21:20.758
advice to the past version of Cody.

00:21:20.778 --> 00:21:23.039
You can give advice to someone who's like,

00:21:23.299 --> 00:21:24.621
you know, yeah, in a year or two,

00:21:24.701 --> 00:21:25.741
I'm going to be doing this thing.

00:21:25.862 --> 00:21:27.242
Or maybe they just did and

00:21:27.262 --> 00:21:28.063
they're willing to be a

00:21:28.124 --> 00:21:29.344
sponge and listen to things.

00:21:29.384 --> 00:21:31.326
What advice would you give them for today?

00:21:31.346 --> 00:21:32.286
Yep.

00:21:32.747 --> 00:21:36.068
So tips would be one,

00:21:36.088 --> 00:21:39.050
don't underestimate marketing.

00:21:39.310 --> 00:21:40.632
So there's internal marketing,

00:21:40.731 --> 00:21:41.472
external marketing.

00:21:41.982 --> 00:21:42.962
Internal marketing is what

00:21:42.982 --> 00:21:43.884
you do with the people that

00:21:43.903 --> 00:21:46.104
are already under your roof.

00:21:46.664 --> 00:21:47.565
External marketing,

00:21:48.204 --> 00:21:50.266
what are you doing to the outside world?

00:21:50.786 --> 00:21:52.006
How do you get people that

00:21:52.026 --> 00:21:55.047
are on the outside walls to have a better,

00:21:55.126 --> 00:21:56.448
more clear understanding of

00:21:56.468 --> 00:21:57.708
what's going on inside your

00:21:57.748 --> 00:22:02.750
walls so that their external perception

00:22:03.297 --> 00:22:05.077
matches your internal reality.

00:22:05.837 --> 00:22:08.219
Um, so, um, definitely marketing.

00:22:08.798 --> 00:22:12.519
Um, I'd say, um, in terms of, of, um,

00:22:12.559 --> 00:22:14.800
from a financial standpoint, obviously,

00:22:14.901 --> 00:22:15.201
you know,

00:22:15.641 --> 00:22:17.201
I've developed financial skills

00:22:17.260 --> 00:22:17.862
over the years.

00:22:18.481 --> 00:22:20.182
Um, when I started, um,

00:22:20.301 --> 00:22:21.682
I didn't have any business classes.

00:22:21.803 --> 00:22:22.903
I didn't have an MBA.

00:22:23.502 --> 00:22:25.564
Um, I just knew what I wanted to do.

00:22:25.644 --> 00:22:26.624
And, and, um,

00:22:27.424 --> 00:22:29.184
I was pretty detail oriented

00:22:29.244 --> 00:22:30.224
and how I went about it.

00:22:30.905 --> 00:22:31.766
But, um,

00:22:32.304 --> 00:22:33.105
You've got to, you know,

00:22:33.125 --> 00:22:33.684
you've got to make the

00:22:33.704 --> 00:22:35.767
numbers work and figure that stuff out.

00:22:35.807 --> 00:22:37.508
You can't just assume that

00:22:37.528 --> 00:22:38.248
you're going to get X

00:22:38.268 --> 00:22:39.990
number of patients per week or per month.

00:22:40.529 --> 00:22:41.570
And I always calculated

00:22:41.611 --> 00:22:42.411
everything on a worst.

00:22:42.451 --> 00:22:43.771
What's my worst case scenario?

00:22:43.791 --> 00:22:43.952
Yeah.

00:22:44.272 --> 00:22:45.673
Yeah.

00:22:45.713 --> 00:22:45.874
Yeah.

00:22:46.213 --> 00:22:48.276
If things get dire, what can I sell?

00:22:48.796 --> 00:22:49.356
Yeah.

00:22:51.516 --> 00:22:52.676
Sell the bike in the lobby.

00:22:53.438 --> 00:22:54.557
Sell the bike in the lobby, right?

00:22:54.597 --> 00:22:56.578
That's a resource.

00:22:56.920 --> 00:22:57.099
All right,

00:22:57.119 --> 00:22:58.220
last question I'll ask before we

00:22:58.240 --> 00:22:59.060
do parting shots.

00:22:59.721 --> 00:23:00.481
What's been the most

00:23:00.642 --> 00:23:03.303
rewarding part of this journey?

00:23:03.403 --> 00:23:04.844
I'll say, not just as a clinician,

00:23:04.864 --> 00:23:06.065
we'll be more specific

00:23:06.085 --> 00:23:07.586
since this is a business blueprint.

00:23:08.086 --> 00:23:08.747
What's been the most

00:23:08.807 --> 00:23:09.707
rewarding part of this

00:23:09.747 --> 00:23:11.127
journey as a clinic owner?

00:23:11.147 --> 00:23:18.011
Well, you know, for me, it's like,

00:23:18.736 --> 00:23:20.536
We get to see amazing things.

00:23:22.836 --> 00:23:23.896
There's so many amazing things.

00:23:23.957 --> 00:23:26.538
I like my, my, my patients inspire me,

00:23:27.278 --> 00:23:27.478
you know,

00:23:27.498 --> 00:23:28.798
and I don't feel like working out.

00:23:29.478 --> 00:23:29.759
I've got,

00:23:29.858 --> 00:23:31.078
I think about a patient that's

00:23:31.118 --> 00:23:33.138
inspired me that did

00:23:33.179 --> 00:23:33.959
something that they didn't

00:23:33.979 --> 00:23:34.640
think they could do.

00:23:34.720 --> 00:23:35.500
And they went out and did it.

00:23:35.619 --> 00:23:36.799
And then that gets me.

00:23:36.900 --> 00:23:37.259
Okay.

00:23:37.380 --> 00:23:37.660
All right.

00:23:37.720 --> 00:23:39.161
I've got to do my workout today.

00:23:39.980 --> 00:23:42.141
So being able to see people

00:23:42.181 --> 00:23:43.801
do things literally every

00:23:43.842 --> 00:23:45.041
day is super cool.

00:23:45.771 --> 00:23:47.614
You know, we've seen people, you know,

00:23:47.673 --> 00:23:49.015
get run over by a car and

00:23:49.055 --> 00:23:50.635
then run with the Olympic torch.

00:23:51.656 --> 00:23:52.917
I've seen people that

00:23:53.459 --> 00:23:54.880
couldn't stand up out of a

00:23:54.920 --> 00:23:56.661
chair and now they can, you know,

00:23:57.061 --> 00:23:59.564
walk out to the mailbox and back.

00:23:59.923 --> 00:24:00.724
It doesn't matter if it's a

00:24:00.785 --> 00:24:01.826
big thing or a little thing.

00:24:02.185 --> 00:24:03.346
It's a big thing to them.

00:24:03.366 --> 00:24:07.390
You know, we've had people just do,

00:24:07.450 --> 00:24:10.032
you know, amazing, amazing things.

00:24:10.173 --> 00:24:12.013
So being able to help them

00:24:12.054 --> 00:24:12.934
do that and achieve that.

00:24:13.632 --> 00:24:14.352
things that they maybe

00:24:14.393 --> 00:24:15.553
didn't think were possible

00:24:15.792 --> 00:24:17.253
or didn't feel that they'd

00:24:17.273 --> 00:24:18.394
ever be able to do again.

00:24:18.555 --> 00:24:20.236
Like it's so super cool.

00:24:20.256 --> 00:24:22.637
And then, and then the cool thing is, is,

00:24:22.657 --> 00:24:23.238
you know,

00:24:23.337 --> 00:24:24.679
we get to make a living doing that.

00:24:25.559 --> 00:24:27.861
I can remember when I was a student and I,

00:24:28.060 --> 00:24:29.261
and I transitioned from

00:24:29.582 --> 00:24:33.184
paying to do PT to being

00:24:33.345 --> 00:24:34.684
getting my first paycheck.

00:24:35.125 --> 00:24:35.465
And I'm like,

00:24:35.891 --> 00:24:36.730
holy cow, they,

00:24:36.750 --> 00:24:38.311
they actually paid me to do

00:24:38.352 --> 00:24:39.852
this and I loved it, you know?

00:24:40.772 --> 00:24:40.853
Yeah.

00:24:40.873 --> 00:24:43.453
Um, so, um, definitely that, you know,

00:24:43.473 --> 00:24:45.294
in terms of from a business perspective,

00:24:45.614 --> 00:24:47.494
um, it's, it's gratifying, you know,

00:24:47.515 --> 00:24:49.476
most businesses, um, they,

00:24:49.496 --> 00:24:50.635
they say that statistically,

00:24:50.655 --> 00:24:52.676
if you make it past year three, um,

00:24:52.696 --> 00:24:53.396
you're going to make it.

00:24:53.457 --> 00:24:55.877
So, um, you know, for us as a business,

00:24:55.998 --> 00:24:58.398
you know, we feel like, um, you know,

00:24:58.598 --> 00:24:58.699
we've,

00:24:58.719 --> 00:25:00.338
we've really helped a lot of people.

00:25:00.858 --> 00:25:02.279
Um, we've done everything ethically.

00:25:02.319 --> 00:25:03.539
We put our patients first.

00:25:04.240 --> 00:25:05.240
Um, we, um,

00:25:06.642 --> 00:25:08.344
We serve only our patients,

00:25:08.884 --> 00:25:10.406
and if we do that,

00:25:10.467 --> 00:25:11.748
then we are successful.

00:25:12.449 --> 00:25:14.872
And so that would probably be number two,

00:25:15.732 --> 00:25:16.734
is being able to just have

00:25:16.815 --> 00:25:18.056
a viable business that we

00:25:18.076 --> 00:25:19.218
know is going to be here for the long

00:25:23.290 --> 00:25:24.352
Last thing we do on our episodes,

00:25:24.392 --> 00:25:25.471
we call it the parting shot.

00:25:25.551 --> 00:25:28.054
What's one idea, one sentiment,

00:25:28.074 --> 00:25:29.755
a mic drop moment, a soapbox statement?

00:25:29.795 --> 00:25:30.474
It could be something you've

00:25:30.494 --> 00:25:31.655
already said before that you repeat.

00:25:31.675 --> 00:25:32.635
What's the last thing you

00:25:32.655 --> 00:25:34.076
want to hammer home and

00:25:34.116 --> 00:25:35.617
really just burn into the

00:25:35.678 --> 00:25:37.959
audience's brain?

00:25:38.058 --> 00:25:38.319
Yeah,

00:25:38.359 --> 00:25:40.681
my parting shot would be the

00:25:40.740 --> 00:25:41.801
percentage of people that

00:25:41.821 --> 00:25:43.722
we can help is far smaller

00:25:44.262 --> 00:25:45.844
than the people that we actually do help.

00:25:46.635 --> 00:25:48.156
You know, statistically, you know,

00:25:48.277 --> 00:25:50.478
I don't know what the number is.

00:25:51.058 --> 00:25:51.798
It's a low number.

00:25:51.838 --> 00:25:53.039
It's like four percent or

00:25:53.099 --> 00:25:54.901
nine percent or something

00:25:54.921 --> 00:25:55.741
of the people that we could

00:25:55.842 --> 00:25:56.741
actually that could

00:25:56.781 --> 00:25:57.863
actually benefit from us

00:25:58.042 --> 00:25:59.443
actually get our care.

00:26:00.325 --> 00:26:01.484
And so that means there's

00:26:01.545 --> 00:26:03.586
probably ninety percent out

00:26:03.626 --> 00:26:06.848
there that aren't getting

00:26:06.888 --> 00:26:07.628
how we can help them.

00:26:07.648 --> 00:26:08.609
They're not receiving what

00:26:08.650 --> 00:26:10.270
we can do to help them as a profession.

00:26:10.990 --> 00:26:13.413
So there's plenty of room, you know.

00:26:14.076 --> 00:26:16.096
in our city, we've been blessed.

00:26:17.377 --> 00:26:19.198
I was the first practice in

00:26:19.218 --> 00:26:22.138
Kansas to leave all of the

00:26:22.199 --> 00:26:23.618
insurance networks and go

00:26:24.699 --> 00:26:26.839
completely direct care or

00:26:26.880 --> 00:26:28.559
cash pay in our state.

00:26:29.559 --> 00:26:31.060
And there's been several

00:26:31.101 --> 00:26:32.040
more now since then.

00:26:32.060 --> 00:26:33.621
And I think that's awesome.

00:26:33.701 --> 00:26:33.980
You know,

00:26:34.141 --> 00:26:34.862
I don't look at them as

00:26:34.902 --> 00:26:36.241
competitors because I know

00:26:36.602 --> 00:26:37.682
there's so many people out

00:26:37.721 --> 00:26:38.882
there walking by on the

00:26:38.922 --> 00:26:41.423
sidewalk that we can all help.

00:26:41.482 --> 00:26:41.643
So

00:26:42.142 --> 00:26:43.442
Um, you know, I'd say if you're,

00:26:43.542 --> 00:26:44.762
if you're interested in doing it,

00:26:44.782 --> 00:26:47.384
you know, um, there's niches out there,

00:26:47.404 --> 00:26:51.386
uh, and, um, and it can be done.

00:26:51.826 --> 00:26:52.126
Well done.

00:26:52.146 --> 00:26:53.548
Uh, Cody, appreciate your insight.

00:26:53.607 --> 00:26:54.248
Thanks for doing one of

00:26:54.268 --> 00:26:56.209
these first couple of, uh, PT, uh,

00:26:56.269 --> 00:26:57.730
business blueprint episodes with us.

00:26:58.289 --> 00:26:59.431
Um, and congrats man,

00:26:59.590 --> 00:27:00.632
like congrats on doing the

00:27:00.672 --> 00:27:01.652
thing and being excited

00:27:01.672 --> 00:27:02.653
about getting paid to do

00:27:02.692 --> 00:27:03.813
the thing that you love anyway, man.

00:27:03.833 --> 00:27:04.574
So thank you for that.

00:27:04.594 --> 00:27:04.673
Yeah.

00:27:04.693 --> 00:27:04.993
Thank you.

00:27:05.034 --> 00:27:05.713
Appreciate you having me on.

00:27:05.753 --> 00:27:06.755
Appreciate it.