Payment, Reimbursement, and Grandpa the Mailbox Guy

WEBVTT

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Broadcasting way too early from three

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separate Wi-Fi connections.

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It's PT Breakfast Club with Tony Meritato,

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Dave Kittle, and Jimmy McKay.

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all right welcome to pt breakfast club

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live stream and i just realized i left

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my coffee somewhere on the train i just

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looked for like where where is it i

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have the laptop though don't leave the

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laptop and bring the coffee leave the

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coffee bring the laptop tony maritano on a

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beach are you at a lake you're the

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ocean where are you we're at the ocean

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we're at hilton head the boys are out

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there fishing in the surf right now so

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i didn't want to leave them alone

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Perfect.

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And Dave Kittle, Dave Kittle somewhere.

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He's not in the bluegrass country again,

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is he?

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Not that I've heard of.

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All right.

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What do you want to talk about?

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I just got back from a road trip

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and a half, man.

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I did all sorts of APTA stuff and

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then I got on a train this morning

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and headed to, I mean,

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good product placement, right?

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I'm at the prompt headquarters in their

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podcast studio.

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The podcast studio.

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Wow.

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They've got a dedicated podcast studio.

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I walked in last time I was here,

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and I was like,

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it's all the toys in the background that

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people like Jimmy McKay play with.

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Microphones, cameras, and doodads,

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and power banks, and things like that.

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But I got in trouble.

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by APTA.

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I broke a rule.

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I broke a rule.

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I didn't know I was breaking.

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So, all right.

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So this past weekend I was in Portland

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and it was APTA's house of delegates,

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which is like their Congress, you know,

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where laws, you know, get made and,

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and their payment summit.

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So payment summit came first and that's

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that the turnout was,

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I mean,

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I guess shouldn't surprise us for a long

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time.

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APTA critics are saying you're focusing on

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all the wrong things.

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Money focus on money will solve everything

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else after money.

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So this was an entire two day deal

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all about payment summit.

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whole thing the thing that surprised me

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four hundred and fifty people signed up

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for this and flew all the way to

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portland so was anything solved no but

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it's never solved in one conference right

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but a bunch of people get together you'll

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never know what happened in that room for

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six months eighteen months twenty four

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months the fact that it's happening and

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the fact that it's not called the

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reimbursement summit it's called the

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payment summit

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automatically for someone like me who

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loves naming things and words fantastic

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but four hundred and fifty people signed

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up for that thing and headed out there

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um so let's get dave in here dave

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would love this too there were there were

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more than a few i know it was

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the payment summit right so you think

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third-party payers uh but there are more

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than a few

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cash practitioners out there at the APTA

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event as well.

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So the people like Dave Kittles of the

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world getting excited too.

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They're like,

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what do we need to summit for?

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You give me money.

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I give you QR code.

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What's the problem?

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We just swipe.

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Very simple.

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The reason I got in trouble was the

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next part of the weekend was APTA's House

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of Delegates.

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And I'm not a delegate,

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but I'm just in the peanut gallery.

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And of course I'm listening and I'm

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heckling or why are we talking about this?

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And I'm live tweeting what's happening.

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And then at the lunch break,

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they come on the big loudspeaker and

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they're like,

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we've been given reports that people are

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live tweeting what's going on here.

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And I was like, nice, that's me.

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And they're like,

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just a reminder that is against the rules.

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You're not allowed to do that.

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So you're not allowed to do that.

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So I got in trouble.

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But what do they got to do?

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Put me in LinkedIn jail?

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So I stopped.

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But also because a lot of this stuff

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was a little over my head.

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But I cheated.

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You guys would appreciate this.

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I uploaded the hundred and forty page PDF

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to Claude.

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And then I sat there and I was

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like, all right, we're on RC for.

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What does this mean?

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Give it to me in eighth grade language.

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Why should I care?

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You know, is this going to pass?

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Yada, yada.

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And Claude was able to walk me through

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everything.

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So that's how Jimmy got in trouble at

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APTA this weekend.

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But we kept Portland weird.

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Let's put it that way.

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Real quick, it drives me crazy.

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So my wife does social media for a

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local theater group that my kid's in.

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And every single show,

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they do three big shows a year.

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Every single show, it's the same argument.

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We need to show the audience what is

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happening, what is coming,

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what you're coming to see.

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Like, these kids are phenomenal.

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This isn't like a typical high school

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show.

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These are like professional kids.

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Many of them have gone on to be

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on TV shows and other stuff.

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And we're like,

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they don't want to spoil the surprise,

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right?

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but i'm like the parent these are parents

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coming to see their kids they're coming no

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matter what if you make it and show

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them how incredible the sets are they have

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like a thirty five forty thousand dollar

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budget for every show you show them how

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incredible the sets are the costume the

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design live orchestra in the pit

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But they won't do it.

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They're like, no,

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we're going to ruin the surprise.

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We need the big reveal.

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We can't do it.

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And it drives us insane because we know

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we could sell out every show if people

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could just see that.

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Perfect example is every single inning of

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every single Savannah Bananas baseball

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game is streamed live on YouTube.

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And they still sell out one hundred

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thousand seat stadiums.

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Yeah.

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Yeah.

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Oh,

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I was at an APTA event when I

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was a student.

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I was like,

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why don't they record or share these

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things?

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If we record or share them,

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no one will come in person.

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Hello?

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Oh, the music industry is on line three.

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Apparently, when you download a song,

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you never go to see that band live.

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Dave Grohl was famous.

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for saying i brought this up a couple

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weeks ago on linkedin when napster came

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around uh kids napster was like a free

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spotify that you never had to pay for

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or listen to ads uh when napster came

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around ironically metallica the biggest

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anti-culture and anti-establishment band

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was like

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was pro-regulation.

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And Dave Grohl was like, listen, guys,

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you're not seeing it.

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Give away the songs for free and live

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on the live show, the T-shirt, the merch,

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the community, those things.

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I don't know if you guys know this,

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but the movie industry,

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if you've seen a movie trailer,

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it gives away most of the movie.

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But people still go see the movie.

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because you're giving away parts and maybe

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it's not in the right order or you're

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going or you leave me with a cliffhanger

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and now you've you've you've put an itch

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in my brain and i've got to see

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how those two things come together so hard

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hard agree on you can't over you can't

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over share like you can't you just can't

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so what were some of the big takeaways

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that you are allowed to share

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And why we've had this conversation,

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I still don't understand.

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Why do you like payment instead of

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reimbursement?

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reimbursement sounds like, uh, thank you,

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sir.

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May I have another,

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could I have some more, some more soup,

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please, sir.

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Can we put another, you know,

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brick of coal, uh, you know,

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nugget of coal,

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which is exactly what it is by the

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way.

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That's exactly the process.

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And getting paid is like, uh,

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you want your, uh,

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you want your kitchen redone.

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It's

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up front and I'll get to you in

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six months.

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I just think it reframes the,

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it reframes what's actually happening,

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which is an exchange of services,

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not I'll do something.

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And then you're going to knock me down

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anyway.

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I think part of it comes from healthcare

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is not supposed to be profitable.

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Nobody's supposed to make, you know,

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extra money than you need to survive in

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healthcare.

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So they said,

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we can't use the word payment because

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that's, that's related to money.

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Let's call it reimbursement.

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But I also think I am paying my

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staff, I'm delivering the service,

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I'm putting money out,

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and then I'm submitting a claim to get

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that money reimbursed from the insurance

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company.

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So, I mean, I don't care.

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I see it the same way.

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Reimbursement, payment,

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it makes no difference, but...

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Yeah, it feels, I mean,

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that's what it is, right?

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Like I've worked for companies where I had

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to spend a lot of money on like

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things up front and it felt weird me

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then asking for that money back.

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I'm like, my man,

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when I was doing that work thing and

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I kept swiping my credit card until I

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said,

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I want you to give me a credit

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card or you front me up front,

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I'll let you know when my bank of

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money for you is gone and then you'll

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give me some more.

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So I think it's as subtle as that.

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Uh,

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I was in terms of the RCs or

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the bills,

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the first four were about money.

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And I would love to talk to this

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woman.

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Her name is Gwen.

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She's a physical therapist and a lawyer.

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I'm going to say out of Maine.

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Yeah, that's it.

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Yep.

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And she authored RC one and RC two.

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I sat down, I studied, I was like,

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you know,

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I put it in AI and had it

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explained to me.

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I studied the RCs and I was like,

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I can't wait to see how these get

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all voted.

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And, uh,

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I got my coffee and came back and

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they were on RC four already.

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It was eight minutes in.

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They were just adopted.

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They were like, we read these.

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We love like they did not debate them,

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which is a good thing,

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which means they were just got it.

00:09:27.037 --> 00:09:27.378
Yes.

00:09:27.498 --> 00:09:28.058
Moving on.

00:09:28.158 --> 00:09:29.780
So they just accepted the first couple.

00:09:30.241 --> 00:09:33.066
What's RC reference.

00:09:33.446 --> 00:09:33.866
Give me a minute.

00:09:38.667 --> 00:09:41.229
Uh, like reference committee.

00:09:41.249 --> 00:09:42.870
Oh, okay.

00:09:42.990 --> 00:09:44.650
Reference committee, but it's like a bill.

00:09:44.691 --> 00:09:45.230
It's a bill.

00:09:45.350 --> 00:09:47.373
Like let's, we all know schoolhouse rocks.

00:09:47.472 --> 00:09:47.732
Okay.

00:09:48.253 --> 00:09:49.693
So that's how a bill becomes a bill.

00:09:49.714 --> 00:09:51.134
It's how an RC becomes a thing,

00:09:51.174 --> 00:09:53.355
but they released the official minutes,

00:09:53.917 --> 00:09:55.837
three days or something afterwards,

00:09:55.898 --> 00:09:56.278
probably.

00:09:56.678 --> 00:09:58.158
So all the teas are dotted and the

00:09:58.219 --> 00:09:58.820
eyes are crossed.

00:09:58.860 --> 00:09:59.639
You know how these things go.

00:09:59.679 --> 00:09:59.799
Um,

00:10:01.380 --> 00:10:03.062
so most of the things that were happening,

00:10:03.082 --> 00:10:03.143
uh,

00:10:03.883 --> 00:10:05.183
were a little over my head.

00:10:05.705 --> 00:10:06.725
Here's the thing, though.

00:10:07.005 --> 00:10:08.267
Here's the thing that I kept thinking.

00:10:08.846 --> 00:10:10.508
They literally were like talking about

00:10:11.376 --> 00:10:16.798
debating uses of the word and or or,

00:10:16.918 --> 00:10:17.878
super minute things.

00:10:17.937 --> 00:10:19.599
And to me,

00:10:19.719 --> 00:10:20.839
I can't deal with things like that.

00:10:20.899 --> 00:10:21.719
I'm just like, you do it.

00:10:22.339 --> 00:10:23.859
I did think of that whole line where

00:10:23.879 --> 00:10:24.379
you say,

00:10:24.639 --> 00:10:27.179
if you're flying from LA to Washington,

00:10:27.220 --> 00:10:27.899
DC,

00:10:28.259 --> 00:10:30.201
and you miss dial by a tenth of

00:10:30.221 --> 00:10:30.681
a degree,

00:10:30.701 --> 00:10:31.880
you're going to wind up in Miami,

00:10:31.900 --> 00:10:32.900
whatever the example is.

00:10:32.921 --> 00:10:33.900
I'm like, I get it.

00:10:34.101 --> 00:10:34.501
I get it.

00:10:34.861 --> 00:10:36.142
Someone's got to do this stuff.

00:10:36.501 --> 00:10:36.721
Right.

00:10:36.782 --> 00:10:38.283
I mean, there was the Oxford comma.

00:10:38.643 --> 00:10:38.822
Right.

00:10:38.863 --> 00:10:40.464
Wasn't that the bane of our existence for

00:10:40.644 --> 00:10:41.124
for a while?

00:10:41.543 --> 00:10:43.205
So someone screwed up in a meeting like

00:10:43.245 --> 00:10:43.605
this.

00:10:43.745 --> 00:10:45.304
And then we dealt with the Oxford comma

00:10:45.345 --> 00:10:46.145
for a million years.

00:10:46.186 --> 00:10:48.346
So is there a need for a room

00:10:48.365 --> 00:10:48.826
like this?

00:10:49.067 --> 00:10:49.466
Yes.

00:10:49.927 --> 00:10:51.368
Should I be on a delegation?

00:10:51.648 --> 00:10:52.107
I don't know.

00:10:52.148 --> 00:10:53.607
Probably not doing that stuff,

00:10:53.648 --> 00:10:54.548
not doing that stuff.

00:10:55.229 --> 00:10:55.750
Um,

00:10:55.789 --> 00:10:57.211
but the fact that everybody came together

00:10:57.250 --> 00:10:58.432
is also, it honestly,

00:10:58.451 --> 00:11:00.735
it's the bump ability of the nighttime

00:11:00.774 --> 00:11:01.595
activities too,

00:11:01.696 --> 00:11:02.535
is you're going to meet people from

00:11:02.596 --> 00:11:03.898
different States and different settings.

00:11:04.298 --> 00:11:05.038
And next thing you know,

00:11:05.099 --> 00:11:07.120
a business is born or an idea or

00:11:07.140 --> 00:11:09.702
a project launches.

00:11:09.783 --> 00:11:12.025
So, you know,

00:11:12.046 --> 00:11:13.826
I look at this and talking about payment

00:11:14.427 --> 00:11:15.729
for physical therapy or payment for

00:11:15.749 --> 00:11:16.210
healthcare.

00:11:16.870 --> 00:11:17.471
And, uh,

00:11:18.590 --> 00:11:19.549
I have no hope.

00:11:20.051 --> 00:11:20.291
I mean,

00:11:20.490 --> 00:11:23.251
I have no positive outlook on any of

00:11:23.272 --> 00:11:23.471
this.

00:11:23.552 --> 00:11:25.773
And I look at these posts on LinkedIn

00:11:25.832 --> 00:11:27.833
and you're going there and they're APTA,

00:11:27.854 --> 00:11:29.634
this and that with different stuff about

00:11:29.674 --> 00:11:31.735
payment and the actual,

00:11:31.796 --> 00:11:33.135
like anything they like would be

00:11:33.176 --> 00:11:33.796
substantial.

00:11:33.836 --> 00:11:36.197
Let's say a four to six percent increase

00:11:36.236 --> 00:11:37.158
every year, right?

00:11:37.278 --> 00:11:38.018
It's never going to happen.

00:11:38.038 --> 00:11:38.759
It's not happening.

00:11:38.798 --> 00:11:39.678
It hasn't happened.

00:11:40.298 --> 00:11:41.480
There's no way that it's going to happen

00:11:41.500 --> 00:11:41.899
this year.

00:11:41.919 --> 00:11:43.039
There's no way that it's going to happen

00:11:43.059 --> 00:11:43.801
in five years.

00:11:44.041 --> 00:11:45.380
There's no way that it's ever going to

00:11:45.421 --> 00:11:45.760
happen.

00:11:46.302 --> 00:11:46.961
It is just.

00:11:48.820 --> 00:11:50.321
It's kind of wild, I believe,

00:11:50.360 --> 00:11:52.043
that like there are so many smart,

00:11:52.243 --> 00:11:53.082
motivated people,

00:11:53.844 --> 00:11:55.225
especially you get them together and they

00:11:55.245 --> 00:11:56.346
can maybe move mountains.

00:11:57.067 --> 00:11:58.847
But this is a mountain that is immovable.

00:11:59.008 --> 00:12:02.951
This is the ultimate immovable mountain.

00:12:04.432 --> 00:12:06.614
And I want to kind of like, listen,

00:12:07.053 --> 00:12:08.775
if you're like Tony, right?

00:12:08.836 --> 00:12:11.217
Like you're already in network for a lot

00:12:11.238 --> 00:12:12.839
of years and you bought real estate and

00:12:12.899 --> 00:12:15.400
your family set up and you can dabble

00:12:15.461 --> 00:12:17.842
online, like cool, like all good.

00:12:19.355 --> 00:12:23.119
But even Tony is not with the pitchforks

00:12:23.519 --> 00:12:27.764
and signs at the Capitol or whatever with

00:12:27.823 --> 00:12:29.966
like, hey, I want more payment.

00:12:30.986 --> 00:12:32.548
Because he knows it's not going to happen.

00:12:33.229 --> 00:12:35.150
And it's just crazy that there's all these

00:12:35.250 --> 00:12:38.534
efforts for something that is literally

00:12:38.715 --> 00:12:39.535
out of our hands.

00:12:39.576 --> 00:12:40.636
These multi,

00:12:40.677 --> 00:12:42.359
multi-billion dollar insurance companies

00:12:43.131 --> 00:12:44.673
do not care about any of this.

00:12:44.692 --> 00:12:46.533
They don't care about the APTA.

00:12:46.553 --> 00:12:48.095
They don't care about any of the payment

00:12:48.134 --> 00:12:48.434
reform.

00:12:48.455 --> 00:12:50.015
They don't care about who goes and talks

00:12:50.035 --> 00:12:52.116
to any of the senators or Congress people

00:12:52.177 --> 00:12:52.836
or anyone.

00:12:53.616 --> 00:12:55.197
Literally, they're... I mean, tell me,

00:12:55.258 --> 00:12:55.879
Jimmy, please.

00:12:55.918 --> 00:12:56.578
Jimmy, Tony,

00:12:57.198 --> 00:12:58.379
anyone else that's watching live,

00:12:58.500 --> 00:13:00.000
anyone that's watching on YouTube or

00:13:00.061 --> 00:13:00.461
LinkedIn,

00:13:00.780 --> 00:13:02.902
comment here live because I want to be

00:13:02.942 --> 00:13:03.361
positive.

00:13:03.542 --> 00:13:06.504
I'm super bullish on the future of the

00:13:06.524 --> 00:13:07.024
profession,

00:13:07.464 --> 00:13:10.186
but it's exchanging a dollar amount for...

00:13:11.251 --> 00:13:13.673
a package visit or one visit in person

00:13:13.793 --> 00:13:16.494
or some online stuff telehealth and some

00:13:16.553 --> 00:13:19.134
stuff in person and maybe some stuff that

00:13:19.154 --> 00:13:20.816
Tony has kind of sold and pitched but

00:13:21.875 --> 00:13:24.076
I'm very bullish on what we do and

00:13:24.116 --> 00:13:25.337
the value that we bring to people and

00:13:25.357 --> 00:13:27.639
the results and the confidence that we

00:13:27.658 --> 00:13:29.639
give to patients and clients but in terms

00:13:29.659 --> 00:13:31.580
of the insurance companies or Medicare

00:13:31.640 --> 00:13:32.441
paying us more

00:13:33.590 --> 00:13:35.652
ever, it's not going to happen.

00:13:35.711 --> 00:13:37.913
So there's all this effort and initiative

00:13:38.193 --> 00:13:40.034
and people travel and they fly and they

00:13:40.054 --> 00:13:42.197
go to DC or they go to Portland

00:13:42.236 --> 00:13:44.119
and they go to these different APT events

00:13:44.359 --> 00:13:44.979
about payment.

00:13:45.399 --> 00:13:48.042
And you're talking about RC this, RC that,

00:13:48.101 --> 00:13:49.722
and this four things got passed, whatever.

00:13:50.163 --> 00:13:52.826
It literally, none of this matters.

00:13:52.905 --> 00:13:53.986
None of this will move the needle.

00:13:54.167 --> 00:13:55.927
And please tell me live,

00:13:56.187 --> 00:13:57.548
if anyone is here commenting,

00:13:57.970 --> 00:13:59.530
let me know where I'm wrong.

00:14:00.010 --> 00:14:00.951
I would be open to it.

00:14:01.251 --> 00:14:02.854
But it's why there's so many...

00:14:03.453 --> 00:14:04.956
twenty and thirty year olds that are doing

00:14:05.015 --> 00:14:07.018
out of networking and self-pay practices

00:14:07.057 --> 00:14:09.200
now all over the country because they see

00:14:09.220 --> 00:14:10.360
the writing on the wall they see that

00:14:10.740 --> 00:14:13.063
it's impossible to make a living making

00:14:13.203 --> 00:14:15.745
seventy dollars a visit from an in-network

00:14:16.447 --> 00:14:17.988
physical therapy visit and then you got to

00:14:18.008 --> 00:14:21.171
see volume right so am i wrong am

00:14:21.272 --> 00:14:23.533
i out of line uh am i not

00:14:23.693 --> 00:14:25.755
am i overlooking something yeah

00:14:27.774 --> 00:14:29.816
I would say the policy people would have

00:14:30.115 --> 00:14:31.736
would have better that I've had these

00:14:31.756 --> 00:14:32.496
people on the show,

00:14:32.616 --> 00:14:33.697
they explain it better.

00:14:33.716 --> 00:14:35.398
And they say this is the what have

00:14:35.418 --> 00:14:35.758
they done?

00:14:35.798 --> 00:14:36.837
They haven't done anything.

00:14:36.918 --> 00:14:37.678
Nothing works.

00:14:38.119 --> 00:14:38.719
What have they done?

00:14:39.458 --> 00:14:41.259
Like anything substantial three to six

00:14:41.299 --> 00:14:43.921
percent increase ever in any calendar year

00:14:43.941 --> 00:14:45.660
or even over the last ten years?

00:14:46.422 --> 00:14:47.741
It hasn't they haven't done anything.

00:14:47.761 --> 00:14:48.822
There are no results.

00:14:49.163 --> 00:14:52.124
Do they have any receipts?

00:14:52.203 --> 00:14:52.384
No,

00:14:52.624 --> 00:14:53.683
I would I would I would love to

00:14:53.724 --> 00:14:54.965
bring them on the show and let them

00:14:55.105 --> 00:14:55.764
answer your question.

00:14:56.913 --> 00:14:57.433
I mean,

00:14:57.594 --> 00:14:59.774
it reminds me of when you have that

00:14:59.815 --> 00:15:02.196
patient in the clinic who's like,

00:15:02.416 --> 00:15:06.138
forty years at a desk, out of shape,

00:15:06.258 --> 00:15:08.639
overweight, diabetic, hypertensive,

00:15:08.678 --> 00:15:09.899
you know, all those things.

00:15:10.960 --> 00:15:14.380
It's more about success measured as not

00:15:14.421 --> 00:15:16.461
getting worse as quickly as you would

00:15:16.501 --> 00:15:16.961
expect.

00:15:17.469 --> 00:15:18.229
Right.

00:15:18.328 --> 00:15:20.711
That's what that's what this is.

00:15:21.211 --> 00:15:22.711
It's it's you're OK.

00:15:23.032 --> 00:15:25.413
We would have lost twenty percent a year

00:15:25.592 --> 00:15:28.835
in payment, not five percent a year.

00:15:29.774 --> 00:15:31.916
I really do think that's what their their

00:15:31.956 --> 00:15:33.937
claim to success would be.

00:15:34.017 --> 00:15:37.399
That which is which is horrific.

00:15:38.198 --> 00:15:38.379
Right.

00:15:38.418 --> 00:15:40.480
But you know, you can hate the player.

00:15:40.519 --> 00:15:41.460
You could hate the game.

00:15:42.019 --> 00:15:43.919
I could see if we had no advocacy,

00:15:43.960 --> 00:15:44.600
someone would go,

00:15:44.779 --> 00:15:46.660
not one person spoke up for physical

00:15:46.681 --> 00:15:47.841
therapy on the house floor.

00:15:48.140 --> 00:15:49.081
This is BS.

00:15:49.360 --> 00:15:50.182
Why would we not do this?

00:15:50.402 --> 00:15:50.701
Fair.

00:15:50.761 --> 00:15:51.422
No one did it.

00:15:51.481 --> 00:15:51.662
Right.

00:15:51.682 --> 00:15:54.042
Like, and if someone, you know,

00:15:54.081 --> 00:15:56.043
there are splinter organizations that have

00:15:56.143 --> 00:15:58.523
also started up and I interviewed some of

00:15:58.543 --> 00:15:59.562
those people and I said,

00:16:00.323 --> 00:16:02.644
their main gripe is APTA sucks.

00:16:02.823 --> 00:16:04.303
So I handed them a microphone and said,

00:16:04.624 --> 00:16:05.345
what would you do?

00:16:05.424 --> 00:16:06.804
And they said, we'd send emails.

00:16:06.865 --> 00:16:07.225
And I said,

00:16:08.513 --> 00:16:09.494
APTA does that.

00:16:09.653 --> 00:16:11.134
How will your emails be different?

00:16:11.635 --> 00:16:13.177
And they could not explain that.

00:16:13.197 --> 00:16:14.677
They could not explain who they were

00:16:14.697 --> 00:16:16.899
writing to differently or what they were

00:16:16.919 --> 00:16:17.659
saying differently.

00:16:17.679 --> 00:16:18.441
And I finally said,

00:16:18.740 --> 00:16:20.763
will your emails all be written in bold

00:16:20.783 --> 00:16:21.423
and italics?

00:16:21.443 --> 00:16:23.245
Like you have to explain to me how

00:16:23.304 --> 00:16:23.845
it's different.

00:16:23.966 --> 00:16:24.765
And they couldn't.

00:16:24.806 --> 00:16:26.388
And eventually they actually relented and

00:16:26.408 --> 00:16:26.607
said,

00:16:27.693 --> 00:16:27.953
Yeah,

00:16:28.193 --> 00:16:29.595
we can't do anything differently than

00:16:29.615 --> 00:16:30.095
we're already doing.

00:16:30.254 --> 00:16:31.196
This game sucks.

00:16:31.456 --> 00:16:32.817
Like, no bones about it.

00:16:32.836 --> 00:16:33.697
The people in it,

00:16:33.996 --> 00:16:35.378
I imagine the people like Justin Elliott

00:16:35.398 --> 00:16:36.817
at APT are like, this game sucks.

00:16:38.239 --> 00:16:39.299
Exactly, exactly.

00:16:39.379 --> 00:16:41.221
So why not ten years ago,

00:16:41.260 --> 00:16:43.322
why not five years ago, whatever, say,

00:16:43.381 --> 00:16:45.503
hey, listen, we have to unplug from this.

00:16:45.783 --> 00:16:46.883
We have to unplug from this.

00:16:48.203 --> 00:16:50.544
And every – they could have – I

00:16:50.565 --> 00:16:51.485
would have gone more aggressive.

00:16:51.566 --> 00:16:52.206
I would have said, hey,

00:16:52.346 --> 00:16:53.706
we've got to get the Tony Meritatos of

00:16:53.726 --> 00:16:54.067
the world.

00:16:54.267 --> 00:16:55.748
We've got to get all these people and

00:16:55.788 --> 00:16:55.927
say,

00:16:55.967 --> 00:16:57.008
hey –

00:16:57.328 --> 00:16:59.169
Let's all stop billing in network

00:16:59.210 --> 00:16:59.769
insurances.

00:16:59.909 --> 00:17:00.730
Let's get together.

00:17:00.909 --> 00:17:03.490
Now you sound like the guys from UPTA.

00:17:03.571 --> 00:17:05.270
And my response is fantastic.

00:17:05.310 --> 00:17:06.750
Have you ever thrown a surprise birthday

00:17:06.770 --> 00:17:08.912
party with eight friends?

00:17:08.951 --> 00:17:10.192
You can't get everybody there on time.

00:17:10.632 --> 00:17:12.813
If we got ten percent of the population

00:17:12.873 --> 00:17:14.333
or the profession to stop taking

00:17:14.373 --> 00:17:16.232
insurance, it's not going to happen.

00:17:16.493 --> 00:17:16.894
I mean,

00:17:17.513 --> 00:17:20.193
I love wishing that's not going to happen.

00:17:20.473 --> 00:17:22.174
Would that work if you could do it?

00:17:22.394 --> 00:17:22.654
Yes.

00:17:24.089 --> 00:17:24.809
The orchestrate,

00:17:24.869 --> 00:17:26.131
you can't get a hundred people to click

00:17:26.151 --> 00:17:27.031
like on a photo.

00:17:27.132 --> 00:17:28.251
Like that's hard enough.

00:17:28.853 --> 00:17:29.813
It's just not going to happen.

00:17:30.733 --> 00:17:31.653
So if we unplug,

00:17:31.673 --> 00:17:33.315
it's like raging against gravity.

00:17:33.435 --> 00:17:33.675
It's like,

00:17:33.715 --> 00:17:34.695
I'm just not going to pay attention to

00:17:34.715 --> 00:17:35.056
it today.

00:17:35.477 --> 00:17:36.057
It's like, it doesn't,

00:17:36.116 --> 00:17:37.077
gravity doesn't care.

00:17:37.317 --> 00:17:38.397
This system does not care.

00:17:38.719 --> 00:17:39.358
And so, and so,

00:17:39.598 --> 00:17:40.700
so then there's a whole bunch of in

00:17:40.720 --> 00:17:42.240
that we're practice owners that unless

00:17:42.280 --> 00:17:44.321
they sell to a regional or national

00:17:44.342 --> 00:17:47.663
corporate that has better back end and all

00:17:47.683 --> 00:17:48.223
that, like they're,

00:17:48.263 --> 00:17:50.986
they're never going to have higher visit

00:17:51.046 --> 00:17:52.467
rate revenue per visit ever.

00:17:53.259 --> 00:17:53.619
Right,

00:17:53.980 --> 00:17:56.181
except this whole show is that way is

00:17:56.260 --> 00:17:56.800
closed.

00:17:56.901 --> 00:17:58.281
That way is as good as it's going

00:17:58.301 --> 00:17:58.501
to be.

00:17:58.622 --> 00:17:59.602
Someone else should advocate.

00:17:59.662 --> 00:18:00.923
Someone else should go to these meetings.

00:18:01.262 --> 00:18:02.002
I'll go to the parties.

00:18:02.143 --> 00:18:02.942
Someone else go to the meetings.

00:18:03.644 --> 00:18:05.163
What else are you going to do?

00:18:05.483 --> 00:18:06.565
Gravity sucks.

00:18:06.805 --> 00:18:08.865
Charging the consumer a dollar amount for

00:18:08.884 --> 00:18:09.705
whatever your service is.

00:18:09.726 --> 00:18:10.405
It's very simple.

00:18:10.425 --> 00:18:12.906
And that's the thing is like,

00:18:12.926 --> 00:18:14.067
it has nothing really to do with the

00:18:14.086 --> 00:18:14.487
APTA.

00:18:14.507 --> 00:18:16.708
It's like we set our own prices and

00:18:16.748 --> 00:18:18.167
we either deliver value or we don't.

00:18:18.188 --> 00:18:19.808
We either deliver results or we don't.

00:18:20.409 --> 00:18:22.589
And that results in,

00:18:24.249 --> 00:18:26.289
I'll tell you, like,

00:18:26.309 --> 00:18:28.069
I had a therapist sell a thirty six

00:18:28.089 --> 00:18:30.230
hundred dollar package yesterday that

00:18:30.250 --> 00:18:31.730
basically pays for his next whole

00:18:31.750 --> 00:18:32.290
paycheck.

00:18:33.010 --> 00:18:35.811
Like the cash flow of self pay is

00:18:35.852 --> 00:18:38.192
just it's it's awesome.

00:18:38.772 --> 00:18:38.932
Right.

00:18:39.012 --> 00:18:40.452
I sleep really well at night because

00:18:40.532 --> 00:18:41.614
there's always cash flow.

00:18:41.653 --> 00:18:43.314
I don't have to worry about much revenue

00:18:43.354 --> 00:18:44.913
cycle management and, you know,

00:18:45.074 --> 00:18:46.734
begging for claims and denying visits.

00:18:47.255 --> 00:18:48.515
But it could happen everywhere.

00:18:48.714 --> 00:18:48.954
People,

00:18:49.316 --> 00:18:50.576
therapists could be doing it everywhere.

00:18:51.703 --> 00:18:53.125
They could be doing it everywhere,

00:18:53.204 --> 00:18:54.905
but people could be eating healthy and

00:18:54.965 --> 00:18:56.686
exercising all the time everywhere,

00:18:57.047 --> 00:18:58.448
but they're not going to.

00:18:58.968 --> 00:19:00.048
So the only thing I learned from

00:19:00.108 --> 00:19:01.829
statistics is that lovely shape,

00:19:02.369 --> 00:19:03.009
the bell curve.

00:19:03.391 --> 00:19:04.750
So you are on the right side of

00:19:04.770 --> 00:19:05.991
the bell curve and you are,

00:19:06.092 --> 00:19:06.511
I don't know,

00:19:06.913 --> 00:19:09.134
three standard deviations from the mean.

00:19:10.353 --> 00:19:12.353
The middle is doing it this other way.

00:19:12.673 --> 00:19:14.894
Most of the profession is doing it this

00:19:14.953 --> 00:19:15.433
other way.

00:19:15.894 --> 00:19:17.253
And the cool part is economy is a

00:19:17.334 --> 00:19:17.713
scale.

00:19:18.453 --> 00:19:18.794
I mean,

00:19:19.035 --> 00:19:21.234
when you divide this amount of work by

00:19:21.275 --> 00:19:22.555
this many people or this large an

00:19:22.615 --> 00:19:22.954
audience,

00:19:23.595 --> 00:19:25.496
it moves faster than if a couple people

00:19:25.536 --> 00:19:25.776
did it.

00:19:26.115 --> 00:19:29.415
I'm not saying it's moving fast.

00:19:29.455 --> 00:19:30.916
I'm saying I'm glad someone's at least

00:19:30.957 --> 00:19:31.376
doing it.

00:19:31.517 --> 00:19:32.076
It ain't me,

00:19:32.237 --> 00:19:33.537
but I'm glad someone smarter than me is

00:19:33.576 --> 00:19:33.957
doing it.

00:19:34.596 --> 00:19:36.917
But would you agree or disagree that any

00:19:36.958 --> 00:19:38.518
of the efforts in the last fifteen or

00:19:38.538 --> 00:19:39.097
twenty years

00:19:40.224 --> 00:19:41.528
have made any real impact.

00:19:41.588 --> 00:19:41.808
Yes.

00:19:41.848 --> 00:19:42.711
It may be a slow,

00:19:42.750 --> 00:19:43.933
maybe like Tony said, it's,

00:19:44.194 --> 00:19:45.458
it's decreased the ability for all these

00:19:45.478 --> 00:19:48.685
insurance companies to by twenty five

00:19:48.726 --> 00:19:49.106
percent.

00:19:49.682 --> 00:19:50.982
i don't know why i put any money

00:19:51.163 --> 00:19:53.144
into my four one k eleven years ago

00:19:53.204 --> 00:19:54.826
i didn't i have not felt anything from

00:19:54.885 --> 00:19:57.268
that i will when i take the money

00:19:57.367 --> 00:19:59.450
out so you could say i it feels

00:19:59.490 --> 00:20:00.711
like it's slow but then you could say

00:20:00.750 --> 00:20:02.852
direct access or you could say different

00:20:02.892 --> 00:20:04.753
policy wins here's what i'll do my

00:20:04.794 --> 00:20:06.575
homework before thursday i'll get a list

00:20:06.634 --> 00:20:07.955
of things that have happened over the last

00:20:07.996 --> 00:20:09.497
twenty years let's look if they're

00:20:09.517 --> 00:20:11.538
significant or not if the juice is worth

00:20:11.558 --> 00:20:13.680
the squeeze but the alternative is nothing

00:20:14.320 --> 00:20:15.642
and to me nothing feels lazy

00:20:17.287 --> 00:20:17.747
All right,

00:20:17.807 --> 00:20:18.688
we got to loop Tony back in.

00:20:18.728 --> 00:20:20.670
I know he's there on the beach looking

00:20:20.890 --> 00:20:23.932
all types of relaxed.

00:20:24.292 --> 00:20:25.513
I want to share this because this made

00:20:25.534 --> 00:20:27.476
me think of both of you because we've

00:20:27.516 --> 00:20:28.777
talked about Chris Corner.

00:20:28.977 --> 00:20:30.618
And if you don't – the problem with

00:20:30.659 --> 00:20:32.259
Chris Corner is he spells his name funny

00:20:32.279 --> 00:20:33.300
because I've told several people.

00:20:33.320 --> 00:20:34.622
They're like, I can't find this guy.

00:20:34.642 --> 00:20:37.304
And I'm like, it's K-O-E-R-N-E-R.

00:20:37.324 --> 00:20:38.826
He's got to change his name.

00:20:39.165 --> 00:20:40.007
He's got to change his name.

00:20:40.507 --> 00:20:43.048
Now what he provides people is stunningly

00:20:43.128 --> 00:20:43.429
awesome.

00:20:43.809 --> 00:20:45.431
Chris corner is the kind of guy who

00:20:45.451 --> 00:20:46.311
looks at a business.

00:20:46.632 --> 00:20:48.232
He could look at a lemonade stand and

00:20:48.252 --> 00:20:49.453
be like, look at this kid.

00:20:49.713 --> 00:20:52.215
This kid's out here selling lemonade on a

00:20:52.276 --> 00:20:52.876
busy corner.

00:20:52.936 --> 00:20:53.897
Why did he pick that corner?

00:20:53.938 --> 00:20:54.577
Cause it's busy.

00:20:54.877 --> 00:20:56.579
We talked about an idea on this show

00:20:56.599 --> 00:20:58.080
that I thought about doing with my

00:20:58.101 --> 00:20:59.261
brother, which was,

00:20:59.382 --> 00:21:01.423
and then I saw a post in a

00:21:01.544 --> 00:21:03.785
local to my town, Facebook group.

00:21:04.066 --> 00:21:06.768
And it is this post grandpa,

00:21:06.968 --> 00:21:08.868
the mailbox guy.

00:21:08.969 --> 00:21:09.170
Now,

00:21:10.171 --> 00:21:13.452
two hundred eighty dollars to install a

00:21:13.553 --> 00:21:15.814
mailbox and he gives this is clearly ai

00:21:15.834 --> 00:21:17.154
generated but i don't care because it's

00:21:17.174 --> 00:21:18.516
actually ai generated but it looks pretty

00:21:18.576 --> 00:21:21.336
nice four different types of mailbox

00:21:21.376 --> 00:21:23.377
designs and if you dave have you ever

00:21:23.458 --> 00:21:26.079
dug a hole with a post hole digger

00:21:26.599 --> 00:21:27.941
tony have you ever dug a hole yes

00:21:27.980 --> 00:21:29.961
of course of course i'm from a blue

00:21:29.981 --> 00:21:31.563
collar family man listen come on now

00:21:32.282 --> 00:21:32.923
I got to be honest,

00:21:33.344 --> 00:21:34.904
digging a hole with a post hole digger

00:21:34.984 --> 00:21:37.366
will humble you real quick because one

00:21:37.386 --> 00:21:38.287
hole ain't that bad.

00:21:38.307 --> 00:21:39.528
But when you got to install a fence,

00:21:39.929 --> 00:21:41.849
fifteen, twenty holes sucks.

00:21:42.190 --> 00:21:43.431
So if you look at this, you're like,

00:21:43.530 --> 00:21:43.871
man,

00:21:44.010 --> 00:21:45.573
the snowplow has been blowing up my

00:21:45.613 --> 00:21:47.913
mailbox all winter and it looks like ass.

00:21:48.013 --> 00:21:49.734
And I got the crappiest mailbox in Milan

00:21:49.976 --> 00:21:50.496
in the neighborhood.

00:21:50.556 --> 00:21:51.797
You're like two hundred eighty bucks.

00:21:52.136 --> 00:21:52.998
Never mind the labor.

00:21:53.278 --> 00:21:54.598
It's the mailbox, the post,

00:21:54.659 --> 00:21:55.539
the da da da da da da da

00:21:55.559 --> 00:21:55.740
da da.

00:21:56.279 --> 00:21:59.342
The margins on Grandpa the Mailbox Guy,

00:21:59.502 --> 00:22:01.163
which is a great name, by the way,

00:22:01.223 --> 00:22:03.005
because who doesn't want to throw Grandpa

00:22:03.025 --> 00:22:03.506
some cash?

00:22:03.546 --> 00:22:04.246
Grandpa will do it.

00:22:04.266 --> 00:22:05.126
The neighborhood grandpa.

00:22:05.968 --> 00:22:07.828
The margin on this must be like.

00:22:08.930 --> 00:22:10.131
It's fifty percent.

00:22:10.270 --> 00:22:11.392
I'll do the math in a second,

00:22:11.432 --> 00:22:13.012
but two hundred eighty bucks for a brand

00:22:13.032 --> 00:22:14.433
new mailbox and the post.

00:22:14.854 --> 00:22:16.435
And here's what you're paying for.

00:22:17.016 --> 00:22:18.057
It's freaking done.

00:22:18.880 --> 00:22:20.800
Well, is it including the,

00:22:20.941 --> 00:22:22.421
like in that price,

00:22:22.461 --> 00:22:25.021
you think it includes the supplies?

00:22:25.041 --> 00:22:26.923
Because it says installation.

00:22:26.962 --> 00:22:27.923
It doesn't say.

00:22:28.123 --> 00:22:30.023
Yeah.

00:22:30.144 --> 00:22:31.144
I can't imagine.

00:22:31.763 --> 00:22:33.625
I can't imagine it includes everything.

00:22:35.406 --> 00:22:36.188
Yeah, maybe not.

00:22:36.367 --> 00:22:37.148
You know what I'm going to do?

00:22:37.169 --> 00:22:38.048
Here, keep talking.

00:22:38.150 --> 00:22:39.191
I'm going to text this dude to see

00:22:39.230 --> 00:22:40.971
if he responds at eight fifty three in

00:22:40.991 --> 00:22:41.373
the morning.

00:22:41.792 --> 00:22:44.496
So call or text the grandpa guy.

00:22:44.516 --> 00:22:45.395
So I'm going to call him right now.

00:22:45.777 --> 00:22:47.298
But I just like here's what I'm saying

00:22:47.317 --> 00:22:47.739
with Dave.

00:22:48.219 --> 00:22:49.720
If the only way you could make money

00:22:49.881 --> 00:22:50.040
is.

00:22:51.768 --> 00:22:53.069
whatever the normal way is,

00:22:53.130 --> 00:22:54.530
or wait for someone to decide how much

00:22:54.612 --> 00:22:56.053
money you make, that sucks.

00:22:56.493 --> 00:22:57.894
This dude's like, I am... Now,

00:22:58.015 --> 00:23:00.178
this guy probably also has other side

00:23:00.238 --> 00:23:00.577
hustles.

00:23:01.019 --> 00:23:02.039
But when you text him and you're like,

00:23:02.079 --> 00:23:04.082
are you the grandpa, the mailbox guy?

00:23:04.162 --> 00:23:05.624
He's like, oh, got it, grandpa mode.

00:23:05.864 --> 00:23:06.944
I know who I'm talking to.

00:23:07.445 --> 00:23:08.686
But this is just a way of saying...

00:23:09.587 --> 00:23:12.209
He's selling mailboxes, but he's not.

00:23:12.308 --> 00:23:16.210
He's selling the to-done version of this.

00:23:16.549 --> 00:23:18.030
And that's why it's stunningly simple and

00:23:18.070 --> 00:23:18.711
stunningly stupid.

00:23:18.730 --> 00:23:20.152
So I saw that in the wild after

00:23:20.172 --> 00:23:22.511
we had talked about it in my hometown

00:23:22.571 --> 00:23:23.071
Facebook group.

00:23:23.092 --> 00:23:24.313
I wanted to bring it up.

00:23:24.333 --> 00:23:25.472
So while you text him,

00:23:25.512 --> 00:23:27.114
this goes back to, okay,

00:23:27.134 --> 00:23:28.794
how do we apply this to what we

00:23:28.834 --> 00:23:29.193
do?

00:23:30.015 --> 00:23:32.816
I would say like the obvious solution is,

00:23:32.875 --> 00:23:33.915
hey, I'll come out,

00:23:34.096 --> 00:23:35.856
install a grab bar for a hundred and

00:23:35.896 --> 00:23:36.576
fifty dollars.

00:23:37.884 --> 00:23:40.044
As soon as you say to a physical

00:23:40.084 --> 00:23:41.805
therapist who's complaining about not

00:23:41.845 --> 00:23:43.984
making enough money that you could be

00:23:44.025 --> 00:23:45.806
installing grab bars for one hundred and

00:23:45.826 --> 00:23:46.645
fifty dollars.

00:23:47.066 --> 00:23:48.925
The first thing they're going to say is

00:23:49.346 --> 00:23:51.426
it's too risky, too much liability.

00:23:51.547 --> 00:23:52.586
I don't have insurance.

00:23:52.666 --> 00:23:53.747
I don't do construction.

00:23:53.826 --> 00:23:54.826
What if I hit a pipe?

00:23:55.146 --> 00:23:56.508
What if I hit the electrical?

00:23:56.887 --> 00:23:58.268
Like they're going to give you fifty

00:23:58.327 --> 00:24:00.407
reasons why they can't make one hundred

00:24:00.428 --> 00:24:02.548
and fifty dollars doing a grab bar.

00:24:03.463 --> 00:24:03.884
You know,

00:24:03.943 --> 00:24:07.487
so people like us do things like this.

00:24:08.186 --> 00:24:10.929
I love anything that puts a dollar in

00:24:10.949 --> 00:24:11.730
your pocket.

00:24:13.030 --> 00:24:16.653
But I just people don't typically go into

00:24:16.673 --> 00:24:20.275
physical therapy with the mindset of I

00:24:20.295 --> 00:24:21.056
want to make money.

00:24:21.096 --> 00:24:22.656
What's the best way for me to leverage

00:24:22.696 --> 00:24:24.357
this knowledge, this, you know,

00:24:24.557 --> 00:24:26.500
asset that I've purchased?

00:24:26.519 --> 00:24:26.599
Yeah.

00:24:26.619 --> 00:24:26.799
Yeah.

00:24:28.476 --> 00:24:28.695
Yeah,

00:24:28.796 --> 00:24:30.478
because you've been taught a way to

00:24:30.597 --> 00:24:31.700
operate in a machine.

00:24:32.160 --> 00:24:33.461
Like this is the matrix.

00:24:33.480 --> 00:24:35.143
Like you've been taught that the only way

00:24:35.262 --> 00:24:37.326
is just do this and you do this

00:24:37.346 --> 00:24:38.507
and you do this and then something

00:24:38.547 --> 00:24:38.987
happens.

00:24:39.867 --> 00:24:41.269
And that works for some people.

00:24:41.309 --> 00:24:42.750
There's nothing wrong with that.

00:24:43.092 --> 00:24:44.512
But you have to understand you're going to

00:24:44.532 --> 00:24:45.994
put an X and someone else is going

00:24:46.015 --> 00:24:48.116
to sort of decide what Y is that

00:24:48.136 --> 00:24:48.817
you get out of it.

00:24:49.097 --> 00:24:49.959
If you're okay with that,

00:24:50.830 --> 00:24:51.810
Lather, rinse, repeat.

00:24:52.151 --> 00:24:52.872
If you're not,

00:24:53.432 --> 00:24:54.971
either change and do everything

00:24:54.991 --> 00:24:56.452
differently, which is what Dave does,

00:24:57.093 --> 00:24:58.733
or do a little bit of that and

00:24:58.753 --> 00:24:59.574
a little bit of this.

00:24:59.933 --> 00:25:01.154
And that's your deciding factor.

00:25:02.194 --> 00:25:03.234
Oh, I'm getting a text message.

00:25:03.255 --> 00:25:04.455
I'll flick this on the screen.

00:25:04.556 --> 00:25:05.875
This is gonna make both of you happy.

00:25:05.895 --> 00:25:08.777
But someone just texted me another example

00:25:10.117 --> 00:25:10.857
of doing this.

00:25:11.278 --> 00:25:12.137
I'll put it on the screen when I

00:25:12.157 --> 00:25:13.259
get the image.

00:25:13.338 --> 00:25:13.398
Oh,

00:25:13.419 --> 00:25:14.558
I thought you said someone's gonna text

00:25:14.578 --> 00:25:16.579
you about the whole AP Day payment thing

00:25:16.619 --> 00:25:18.941
and that they were mad about what I

00:25:18.961 --> 00:25:19.361
was saying.

00:25:20.204 --> 00:25:21.085
I don't think people are bad.

00:25:22.425 --> 00:25:23.766
I think what you're saying is a very,

00:25:23.806 --> 00:25:26.047
very common expectation versus reality

00:25:26.086 --> 00:25:26.647
disconnect.

00:25:28.188 --> 00:25:29.489
But what I've found is typically it's

00:25:30.088 --> 00:25:33.250
usually not that off.

00:25:33.289 --> 00:25:35.330
It's not that different.

00:25:35.810 --> 00:25:36.612
I'm not saying you're wrong.

00:25:36.751 --> 00:25:36.892
I mean,

00:25:36.951 --> 00:25:37.912
I felt the same way for a long

00:25:37.951 --> 00:25:38.132
time.

00:25:38.412 --> 00:25:40.133
I joined APTA because I like being around

00:25:40.173 --> 00:25:41.134
people and meeting people.

00:25:41.453 --> 00:25:42.513
Plus, if you host a podcast,

00:25:42.554 --> 00:25:44.414
it's good to be around people who have

00:25:44.454 --> 00:25:45.055
different ideas.

00:25:49.361 --> 00:25:51.001
Oh, this is, I've seen this before.

00:25:51.362 --> 00:25:53.864
This is a grandpa.

00:25:56.184 --> 00:25:58.446
So I don't need to put the image.

00:25:59.106 --> 00:26:00.827
This looks like it's a Craigslist post.

00:26:01.308 --> 00:26:03.069
And here's the guy on Craigslist.

00:26:04.113 --> 00:26:04.913
It's just a grandpa.

00:26:05.273 --> 00:26:05.855
He's grilling.

00:26:05.875 --> 00:26:06.496
He's grilling.

00:26:06.516 --> 00:26:08.136
And the headline reads,

00:26:08.518 --> 00:26:11.421
needed geriatric father figure for Bacchus

00:26:11.441 --> 00:26:13.182
Barbecue, Spokane, Washington.

00:26:13.863 --> 00:26:15.444
I'll be throwing a Bacchus Barbecue on

00:26:15.484 --> 00:26:16.246
June.

00:26:16.266 --> 00:26:19.169
We range in age from twenty one to

00:26:19.209 --> 00:26:19.769
twenty six.

00:26:19.809 --> 00:26:21.050
While most of us know how to operate

00:26:21.070 --> 00:26:21.510
a grill,

00:26:21.751 --> 00:26:23.292
none of us are prepared to fill the

00:26:23.333 --> 00:26:24.954
role of barbecue dad.

00:26:25.796 --> 00:26:26.676
That being said.

00:26:28.632 --> 00:26:31.532
We need someone of a geriatric father

00:26:31.553 --> 00:26:32.853
figure from six to eight.

00:26:33.453 --> 00:26:35.034
Minimum of eighteen years experience as a

00:26:35.094 --> 00:26:35.453
father.

00:26:35.473 --> 00:26:36.535
It's like a job description.

00:26:36.994 --> 00:26:38.355
A minimum of ten years drilling

00:26:38.414 --> 00:26:39.076
experience.

00:26:39.836 --> 00:26:41.395
An appreciation of nice cold beer and a

00:26:41.415 --> 00:26:41.997
hot summer day.

00:26:42.017 --> 00:26:43.116
We can't pay you in money.

00:26:46.278 --> 00:26:47.838
All right, well, you lost me.

00:26:47.878 --> 00:26:49.578
They basically want like a grill master

00:26:49.618 --> 00:26:51.220
chef, but instead of that,

00:26:51.279 --> 00:26:52.920
they're trying to change the name of the

00:26:52.960 --> 00:26:55.101
role in hopes that they can pay less

00:26:55.201 --> 00:26:57.382
or basically pay in vibes and beer.

00:26:58.000 --> 00:26:59.402
But this is like what I thought this

00:26:59.461 --> 00:27:00.804
was when I first looked at the post.

00:27:01.203 --> 00:27:02.565
I thought it was like remember dad of

00:27:02.605 --> 00:27:03.125
the Internet,

00:27:03.165 --> 00:27:04.667
that guy with the YouTube channel who

00:27:04.688 --> 00:27:05.828
teaches you how to, you know,

00:27:05.909 --> 00:27:06.769
in ninety seconds.

00:27:07.390 --> 00:27:08.371
Here's how to change a tire.

00:27:08.391 --> 00:27:09.352
Here's how to tie a tie.

00:27:09.392 --> 00:27:11.233
Here's how to check your air filter.

00:27:12.134 --> 00:27:12.835
That's the thing.

00:27:12.915 --> 00:27:15.397
But the IRL in the in real life

00:27:15.438 --> 00:27:18.039
version of those things be those things.

00:27:18.601 --> 00:27:20.383
Your parent like mine had a stroke.

00:27:21.758 --> 00:27:22.719
And if I didn't have a degree in

00:27:22.759 --> 00:27:23.480
physical therapy,

00:27:23.599 --> 00:27:25.461
I wouldn't even know grab bars existed.

00:27:25.883 --> 00:27:28.025
Or, hey, you have a tile shower?

00:27:28.972 --> 00:27:30.413
And you're going to use those suction cup

00:27:31.294 --> 00:27:31.834
grab bars?

00:27:32.555 --> 00:27:33.795
Super hard no, man.

00:27:33.976 --> 00:27:36.957
Because one hard pull and those tiles are

00:27:36.997 --> 00:27:38.357
off the wall and your dad's on his

00:27:38.518 --> 00:27:38.758
ass.

00:27:38.798 --> 00:27:40.519
Like hard no.

00:27:41.019 --> 00:27:42.359
I know that paying someone five hundred

00:27:42.380 --> 00:27:43.619
bucks to come out and do those things

00:27:43.660 --> 00:27:44.500
might seem expensive,

00:27:44.540 --> 00:27:46.342
but what's one trip to the ER?

00:27:46.682 --> 00:27:48.222
That math maths, right?

00:27:48.262 --> 00:27:50.624
But like Tony said, well, I don't know.

00:27:50.663 --> 00:27:52.545
What's the liability on that?

00:27:53.685 --> 00:27:54.746
Here's why I like AI.

00:27:54.905 --> 00:27:56.047
You can now go into that

00:27:57.797 --> 00:27:58.117
And say,

00:27:58.157 --> 00:27:59.298
how many people would I need to see

00:27:59.317 --> 00:28:00.878
a week to make this in the black

00:28:00.959 --> 00:28:04.180
and make it ROI positive?

00:28:04.220 --> 00:28:05.941
I like it for idea generation and things

00:28:05.961 --> 00:28:06.842
like that.

00:28:06.882 --> 00:28:08.001
I tell you something cool.

00:28:08.041 --> 00:28:09.722
I don't think you guys saw this yet.

00:28:09.982 --> 00:28:11.784
I shared yesterday a post.

00:28:13.545 --> 00:28:15.865
I always knew like putting a person in

00:28:15.885 --> 00:28:18.727
the pool, you create pressure, you know,

00:28:18.767 --> 00:28:20.008
to reduce swelling.

00:28:20.968 --> 00:28:23.650
And so I started asking Gemini or chat

00:28:23.670 --> 00:28:24.549
GPT, one of them.

00:28:25.131 --> 00:28:25.391
You know,

00:28:25.431 --> 00:28:27.112
how do you compare this to a TED

00:28:27.152 --> 00:28:29.452
stocking, TED hose, compression hose?

00:28:29.953 --> 00:28:31.114
And it gave me the numbers.

00:28:31.173 --> 00:28:32.555
So I was like, all right,

00:28:32.674 --> 00:28:35.175
give me a number, twelve inches deep, one,

00:28:35.195 --> 00:28:36.876
two, three, four, five feet of water.

00:28:37.457 --> 00:28:40.618
What is the meters of mercury compared to

00:28:40.638 --> 00:28:42.079
a compression stocking?

00:28:42.640 --> 00:28:43.641
And it was awesome.

00:28:43.760 --> 00:28:43.961
Now,

00:28:44.080 --> 00:28:45.781
I don't know if the numbers are accurate,

00:28:46.382 --> 00:28:48.042
but it should be pretty objective.

00:28:48.123 --> 00:28:49.804
Like, it should be reasonable.

00:28:50.403 --> 00:28:52.105
So then I took a picture of myself

00:28:52.144 --> 00:28:53.465
in the pool, front and back.

00:28:54.317 --> 00:28:57.079
And I started like using it to generate

00:28:57.099 --> 00:28:58.260
these comparisons.

00:28:58.980 --> 00:29:00.823
Now you've got me thinking, I'm like, oh,

00:29:00.863 --> 00:29:03.144
we could totally do like grab bar safety.

00:29:03.884 --> 00:29:05.945
There are so many things that you could

00:29:06.006 --> 00:29:06.906
do with this.

00:29:06.946 --> 00:29:08.288
You could do the throw rugs.

00:29:08.428 --> 00:29:09.848
Everybody needs to get rid of the throw

00:29:09.888 --> 00:29:10.288
rugs.

00:29:10.910 --> 00:29:13.371
Like all of that kind of stuff just

00:29:13.451 --> 00:29:15.992
within seconds using the AI tools that

00:29:16.032 --> 00:29:16.834
already exist.

00:29:17.482 --> 00:29:17.923
Correct.

00:29:18.063 --> 00:29:19.743
Yeah, Tony, your image was great.

00:29:19.763 --> 00:29:20.444
I'm going to get it up on the

00:29:20.545 --> 00:29:21.025
screen.

00:29:21.565 --> 00:29:22.385
Super simple.

00:29:23.266 --> 00:29:23.547
I mean,

00:29:23.846 --> 00:29:25.607
what was the approximate generation time

00:29:25.647 --> 00:29:27.489
for a prompt like that to get this

00:29:27.548 --> 00:29:29.490
image that I'm about to show?

00:29:29.589 --> 00:29:31.310
I mean, it was less than a minute.

00:29:31.912 --> 00:29:32.912
Yeah.

00:29:32.932 --> 00:29:33.952
I got to show you guys.

00:29:33.992 --> 00:29:35.334
So we've been throwing the cat.

00:29:37.994 --> 00:29:38.915
No, we can't.

00:29:38.955 --> 00:29:39.536
But those are awesome.

00:29:39.576 --> 00:29:40.057
What are they?

00:29:41.037 --> 00:29:41.597
I don't even know.

00:29:41.678 --> 00:29:42.698
Take a picture and put it.

00:29:43.479 --> 00:29:44.159
Sorry, guys.

00:29:44.778 --> 00:29:45.099
Animals.

00:29:45.871 --> 00:29:47.111
Hey, wait,

00:29:47.151 --> 00:29:48.731
get me on the screen real quick.

00:29:50.031 --> 00:29:51.251
So we just threw the cast net.

00:29:51.271 --> 00:29:51.751
All right.

00:29:51.771 --> 00:29:52.872
Look at the fish.

00:29:52.892 --> 00:29:54.492
I got a whole bunch of little,

00:29:55.032 --> 00:29:56.512
I'm going to say jacks or something.

00:30:01.273 --> 00:30:01.453
All right.

00:30:01.473 --> 00:30:02.394
So now you're going to go put those

00:30:02.453 --> 00:30:03.594
fish on ice and sell them on the

00:30:03.614 --> 00:30:04.755
boardwalk or what?

00:30:04.795 --> 00:30:07.394
That's right.

00:30:07.454 --> 00:30:11.175
We've been catching stingray and whiting

00:30:11.276 --> 00:30:11.875
all morning.

00:30:14.086 --> 00:30:16.749
It's the stunningly simple ideas that are

00:30:16.788 --> 00:30:17.289
the best.

00:30:17.549 --> 00:30:19.310
Did you know popsicles were invented when

00:30:19.330 --> 00:30:22.353
a kid left juice out in the winter?

00:30:22.393 --> 00:30:24.193
Just left it outside and then the next

00:30:24.213 --> 00:30:25.355
day was like, how's this work?

00:30:26.135 --> 00:30:26.336
You know,

00:30:26.395 --> 00:30:29.458
Velcro was invented when someone noticed

00:30:30.419 --> 00:30:31.759
the little burrs that when you walk

00:30:31.779 --> 00:30:32.819
through the woods and they stick to your

00:30:32.859 --> 00:30:35.102
clothes and then look for an application

00:30:35.122 --> 00:30:35.481
for that.

00:30:35.521 --> 00:30:38.044
So the best ideas are just stunningly

00:30:38.104 --> 00:30:39.325
simple and they're sitting out there.

00:30:41.826 --> 00:30:43.166
So if you want to pull that picture

00:30:43.186 --> 00:30:45.067
back up, we can discuss it real quick.

00:30:46.468 --> 00:30:47.229
Here's the thing.

00:30:48.028 --> 00:30:50.530
Everybody thinks like AI is going to give

00:30:50.611 --> 00:30:51.750
us the answer,

00:30:52.912 --> 00:30:55.633
but it's not if you don't have the

00:30:55.692 --> 00:30:56.834
originating idea.

00:30:56.894 --> 00:30:58.694
Like I had to come up with the

00:30:58.795 --> 00:31:01.776
idea of, oh, let's compare Ted Ho's,

00:31:01.796 --> 00:31:03.196
which nobody can get on,

00:31:03.876 --> 00:31:08.000
with what the water can do in a

00:31:08.039 --> 00:31:08.259
pool.

00:31:09.218 --> 00:31:12.040
Now I related this to post-op total knee

00:31:12.080 --> 00:31:13.241
because that's my niche.

00:31:13.821 --> 00:31:15.263
And I got a bunch of posts about

00:31:15.344 --> 00:31:17.286
when it's safe to get in the pool.

00:31:17.306 --> 00:31:18.826
But this was very cool.

00:31:19.827 --> 00:31:23.230
This speaks directly to your target

00:31:23.290 --> 00:31:25.212
audience, which is why it's so great.

00:31:27.555 --> 00:31:28.817
I'm bringing up a post right now that

00:31:28.876 --> 00:31:31.278
I shared last week.

00:31:31.558 --> 00:31:32.940
I just completely stole this.

00:31:34.019 --> 00:31:35.160
I'll turn the music off so we don't

00:31:35.200 --> 00:31:35.780
get in trouble.

00:31:36.540 --> 00:31:37.742
I saw a post that was,

00:31:38.363 --> 00:31:40.525
it was for people in the military and

00:31:40.545 --> 00:31:42.507
it was like shape of sunglasses based on

00:31:42.527 --> 00:31:43.909
what your job was in the military.

00:31:43.929 --> 00:31:44.788
It was like pilots.

00:31:44.849 --> 00:31:46.111
They wear the, you know, the Tom crew,

00:31:46.131 --> 00:31:47.471
you know, and, and I was like,

00:31:47.672 --> 00:31:48.413
that's kind of cool.

00:31:48.452 --> 00:31:49.993
What's the PT alternative to that?

00:31:50.694 --> 00:31:52.336
We're not really known for our sunglasses,

00:31:52.737 --> 00:31:54.038
but we are known for our footwear.

00:31:54.499 --> 00:31:57.382
So it was physical therapist specialties,

00:31:57.422 --> 00:31:58.162
but make it shoes.

00:31:58.903 --> 00:31:59.564
And it was like hokas,

00:31:59.584 --> 00:32:03.166
and you can see the pediatric PTs there,

00:32:03.227 --> 00:32:04.807
very colorful, inpatient,

00:32:05.127 --> 00:32:06.808
going with the Crocs on sport mode.

00:32:07.730 --> 00:32:09.230
It's quite literally that simple.

00:32:10.372 --> 00:32:12.273
But the people, our colleagues,

00:32:12.314 --> 00:32:13.174
myself included,

00:32:13.315 --> 00:32:14.976
will sometimes overcomplicate it and think

00:32:14.996 --> 00:32:15.757
it takes six weeks.

00:32:16.096 --> 00:32:17.557
I'll give an example of someone who wanted

00:32:17.597 --> 00:32:22.942
to create an in-person and virtual MBA for

00:32:22.961 --> 00:32:23.883
the physical therapist.

00:32:24.463 --> 00:32:26.285
And they were sixty pages deep on a

00:32:26.325 --> 00:32:26.766
syllabus.

00:32:27.526 --> 00:32:28.247
Sixty pages.

00:32:28.666 --> 00:32:30.108
And they were structuring everything out.

00:32:30.308 --> 00:32:31.990
I came in and it's easier to have

00:32:32.892 --> 00:32:34.093
fresh eyes on something like this.

00:32:34.113 --> 00:32:34.452
And I said,

00:32:35.094 --> 00:32:36.695
sell it to ten people for a thousand

00:32:36.736 --> 00:32:37.096
dollars.

00:32:37.175 --> 00:32:38.498
If you can't sell it to ten people

00:32:38.538 --> 00:32:39.358
for a thousand dollars,

00:32:39.858 --> 00:32:41.361
stop writing the syllabus.

00:32:41.921 --> 00:32:43.041
Sell it now.

00:32:43.363 --> 00:32:44.044
Pre-sale it.

00:32:44.104 --> 00:32:46.046
And if you can't, why bother doing that?

00:32:46.105 --> 00:32:47.606
Why bother putting more effort into it?

00:32:48.848 --> 00:32:50.190
You're never going to get that ROI back.

00:32:53.163 --> 00:32:55.023
I thought it would have been like what

00:32:55.064 --> 00:32:57.463
the TheraBand you use says about you as

00:32:57.483 --> 00:32:58.565
a physical therapist.

00:32:58.924 --> 00:32:59.704
Give me twenty minutes.

00:32:59.884 --> 00:33:00.665
Give me twenty minutes.

00:33:00.965 --> 00:33:01.705
I'll get it back.

00:33:01.726 --> 00:33:02.326
TRX.

00:33:03.066 --> 00:33:03.727
Yeah.

00:33:04.507 --> 00:33:04.807
Yeah.

00:33:05.247 --> 00:33:06.446
But you can have as much fun with

00:33:06.468 --> 00:33:07.028
this as you want.

00:33:07.067 --> 00:33:09.669
The barrier to the limiting factor is

00:33:09.709 --> 00:33:12.308
still the human and the person deciding if

00:33:12.348 --> 00:33:14.190
it has value or not or how much

00:33:14.769 --> 00:33:15.810
is still the human.

00:33:16.570 --> 00:33:19.211
And you should get excited about that,

00:33:19.271 --> 00:33:19.811
in my opinion.

00:33:21.993 --> 00:33:23.233
Quick separate topic.

00:33:23.253 --> 00:33:25.095
I don't know if you've seen on LinkedIn

00:33:25.115 --> 00:33:25.996
the last week or two,

00:33:26.036 --> 00:33:29.037
but I started to post some high level

00:33:29.076 --> 00:33:30.957
posts around like, hey,

00:33:30.997 --> 00:33:32.218
if you're a physical therapist,

00:33:32.298 --> 00:33:33.798
occupational therapist, PTA,

00:33:34.459 --> 00:33:36.098
would you ever consider relocating?

00:33:36.259 --> 00:33:38.539
Because I've been doing all these DMs to

00:33:38.859 --> 00:33:40.800
New York City area therapists.

00:33:41.161 --> 00:33:42.241
And I'm thinking like, I mean,

00:33:42.321 --> 00:33:42.721
I'm not getting...

00:33:43.481 --> 00:33:44.763
that close, but I have sent out,

00:33:45.023 --> 00:33:45.884
let's say in the last two years,

00:33:45.904 --> 00:33:47.747
like I have sent out like hundreds of

00:33:47.787 --> 00:33:48.227
messages.

00:33:48.567 --> 00:33:49.909
So at some point I'm going to touch

00:33:50.529 --> 00:33:52.531
most of the PTs that are on LinkedIn

00:33:52.592 --> 00:33:53.673
or whatever that are in the New York

00:33:53.692 --> 00:33:54.093
city area.

00:33:54.113 --> 00:33:54.594
So then I was like,

00:33:54.933 --> 00:33:56.355
you know what I saw,

00:33:56.875 --> 00:33:58.258
or I was listening to like a physical

00:33:58.278 --> 00:34:00.259
therapy podcast where another owner

00:34:00.961 --> 00:34:02.962
had a new therapist that like relocated

00:34:02.982 --> 00:34:03.803
from like another state.

00:34:03.823 --> 00:34:04.623
And I was like, you know what?

00:34:05.083 --> 00:34:06.324
We have a, we have a good deal.

00:34:06.344 --> 00:34:07.864
Like we have a, we have like, yeah,

00:34:07.884 --> 00:34:10.284
it's expensive to live here, but like, um,

00:34:10.304 --> 00:34:11.644
we pay therapists well and we have a,

00:34:11.846 --> 00:34:12.565
we have a good offering.

00:34:12.905 --> 00:34:13.545
So I was like, I should,

00:34:13.726 --> 00:34:16.027
I should start doing some posts where I

00:34:16.086 --> 00:34:16.487
am like,

00:34:17.208 --> 00:34:19.088
inviting or just opening up the

00:34:19.128 --> 00:34:21.349
opportunity for someone to relocate to

00:34:21.369 --> 00:34:23.469
come live here in what I call the

00:34:23.489 --> 00:34:24.309
greatest city in the world.

00:34:24.490 --> 00:34:25.451
A lot of people say that in New

00:34:25.471 --> 00:34:25.831
York City.

00:34:26.190 --> 00:34:27.170
Yes, it's expensive.

00:34:27.952 --> 00:34:28.751
It's going to be tough to find an

00:34:28.791 --> 00:34:29.811
apartment, all that type of stuff.

00:34:29.871 --> 00:34:32.313
But all the great food, all that.

00:34:32.333 --> 00:34:34.253
I know Tony and Jim,

00:34:34.273 --> 00:34:35.273
you both have kind of talked about

00:34:35.333 --> 00:34:36.695
different foods and different things over

00:34:36.735 --> 00:34:37.054
the years.

00:34:37.094 --> 00:34:37.175
And

00:34:37.514 --> 00:34:39.157
that could be a drawing point as well

00:34:39.197 --> 00:34:40.418
as like all the stuff that we have

00:34:40.458 --> 00:34:42.320
here and i was like let me put

00:34:42.340 --> 00:34:44.023
some money behind this post the the post

00:34:44.063 --> 00:34:46.065
in the first several hours like or the

00:34:46.085 --> 00:34:48.668
first day or whatever it got like random

00:34:48.688 --> 00:34:51.351
people to comment or dm me or email

00:34:51.371 --> 00:34:52.614
me like the resume and i was like

00:34:53.034 --> 00:34:54.295
and it was completely organic and i was

00:34:54.315 --> 00:34:55.516
like wow like this post

00:34:56.431 --> 00:34:57.891
didn't even have like a call to action

00:34:58.711 --> 00:35:00.293
uh but people are like reaching out right

00:35:00.813 --> 00:35:03.193
so i'm like so i put like i

00:35:03.213 --> 00:35:04.414
think like five hundred bucks or something

00:35:04.454 --> 00:35:07.076
behind it with like a linkedin boost and

00:35:07.115 --> 00:35:09.197
yeah we're getting more resumes and people

00:35:09.217 --> 00:35:12.458
dming and emailing and uh this this guy

00:35:12.498 --> 00:35:14.139
for example this guy in colorado's got

00:35:14.159 --> 00:35:16.360
like twenty years of experience as a pt

00:35:16.400 --> 00:35:18.159
and he's like asking for more information

00:35:18.219 --> 00:35:19.460
so that's why i send the information i

00:35:19.481 --> 00:35:21.822
send the i send the faq document

00:35:22.242 --> 00:35:24.402
I send the two page elite clinician growth

00:35:24.422 --> 00:35:25.623
opportunity, which is basically like,

00:35:25.663 --> 00:35:26.744
here's the base salary.

00:35:26.764 --> 00:35:27.923
Here's the weekly performance pay.

00:35:27.963 --> 00:35:28.963
Here's your PTO, all that.

00:35:29.364 --> 00:35:30.364
There's no surprises.

00:35:30.405 --> 00:35:32.106
Everything is completely upfront.

00:35:32.385 --> 00:35:34.025
You get that information first before we

00:35:34.045 --> 00:35:35.947
ever speak, because I don't want,

00:35:36.146 --> 00:35:38.108
I want to speak only after you've read

00:35:38.128 --> 00:35:38.628
the information,

00:35:38.668 --> 00:35:39.708
you know what you're going to get.

00:35:41.588 --> 00:35:42.949
So it's just kind of like volume game,

00:35:43.188 --> 00:35:44.670
if that makes sense right now.

00:35:45.349 --> 00:35:45.929
And I'm like, wow.

00:35:46.010 --> 00:35:46.130
Yeah.

00:35:46.230 --> 00:35:48.351
I like just never occurred to me to

00:35:48.431 --> 00:35:50.552
look outside of a licensed professional

00:35:51.360 --> 00:35:52.940
therapist that's licensed in New York

00:35:53.141 --> 00:35:53.460
state.

00:35:53.561 --> 00:35:53.981
And I'm like, yeah,

00:35:54.061 --> 00:35:55.141
of course I should be doing that.

00:35:55.661 --> 00:35:57.842
And if other practices can get PTs to

00:35:57.922 --> 00:36:00.483
relocate, I believe I can too.

00:36:00.603 --> 00:36:01.262
Oh, people, I mean, look,

00:36:01.282 --> 00:36:02.123
look at travel PT.

00:36:02.244 --> 00:36:03.364
Like if you're saying, Hey,

00:36:03.423 --> 00:36:04.324
we can do this.

00:36:04.864 --> 00:36:05.085
If you,

00:36:05.164 --> 00:36:06.085
have you ever wanted to live in New

00:36:06.105 --> 00:36:06.585
York city?

00:36:06.605 --> 00:36:08.485
Right.

00:36:09.025 --> 00:36:09.726
What?

00:36:09.985 --> 00:36:12.086
I wouldn't want someone to just do the

00:36:12.106 --> 00:36:14.447
travel contracts because there's like and

00:36:14.467 --> 00:36:15.487
then they're, then they bounce.

00:36:16.152 --> 00:36:16.472
Right.

00:36:16.532 --> 00:36:17.952
But like what I'm saying is like you

00:36:17.992 --> 00:36:19.554
live in a place that like people would

00:36:19.574 --> 00:36:21.554
like I would do that for a year

00:36:21.675 --> 00:36:22.795
or I would check that out.

00:36:22.835 --> 00:36:24.257
I would I would invest a year and

00:36:24.317 --> 00:36:25.057
say, we'll do that.

00:36:25.958 --> 00:36:26.097
Yeah.

00:36:26.137 --> 00:36:26.759
Thirteen weeks.

00:36:26.778 --> 00:36:28.179
You probably that would be hard to get

00:36:28.199 --> 00:36:30.340
back to zero on that.

00:36:30.380 --> 00:36:30.641
Right.

00:36:31.461 --> 00:36:33.222
After all, you have invested in someone,

00:36:33.242 --> 00:36:35.384
I'm guessing, Dave.

00:36:36.545 --> 00:36:37.905
I mean, at the very least a year,

00:36:37.945 --> 00:36:39.085
I mean, but in general,

00:36:39.106 --> 00:36:41.106
like like my my one third,

00:36:41.268 --> 00:36:43.108
one of my therapists from the two

00:36:43.148 --> 00:36:44.048
therapists that I hired this year,

00:36:44.188 --> 00:36:45.030
one told the other one.

00:36:45.623 --> 00:36:46.163
uh,

00:36:46.202 --> 00:36:47.364
like as long as I'm in New York

00:36:47.403 --> 00:36:48.384
city, like I,

00:36:48.844 --> 00:36:50.204
like I'm only going to work this type

00:36:50.244 --> 00:36:51.684
of job or for,

00:36:51.724 --> 00:36:52.925
for Dave or concierge payment.

00:36:52.945 --> 00:36:53.204
It's like,

00:36:53.244 --> 00:36:54.846
it doesn't make sense to ever like leave

00:36:54.885 --> 00:36:57.465
this unless I left New York city that

00:36:57.545 --> 00:36:58.246
like that.

00:36:58.507 --> 00:36:59.947
I heard that and that like made my

00:36:59.987 --> 00:37:00.766
month obviously.

00:37:00.847 --> 00:37:01.047
Right.

00:37:01.108 --> 00:37:01.907
So it's like, okay,

00:37:01.987 --> 00:37:03.688
I'm getting feedback from my therapist

00:37:03.788 --> 00:37:05.869
that they're happy with the caseload,

00:37:05.909 --> 00:37:07.028
the medical record.

00:37:07.048 --> 00:37:07.929
It's not too bad with,

00:37:08.050 --> 00:37:09.369
it's very easy to cite notes.

00:37:09.469 --> 00:37:09.550
And

00:37:10.496 --> 00:37:13.219
what they make and they can,

00:37:13.239 --> 00:37:14.500
there's so much flexibility, right?

00:37:14.559 --> 00:37:15.780
So I'm getting that.

00:37:15.800 --> 00:37:17.242
And then that's obviously helping me with

00:37:17.262 --> 00:37:18.802
like refining the offer and attracting

00:37:18.842 --> 00:37:20.445
more candidates and therapists in the

00:37:20.485 --> 00:37:20.804
future.

00:37:24.268 --> 00:37:25.768
So not to change subject,

00:37:25.829 --> 00:37:28.070
but something I don't know if you guys

00:37:28.090 --> 00:37:30.012
discussed last week when I was out,

00:37:30.813 --> 00:37:32.934
Jimmy is at prompt headquarters.

00:37:33.775 --> 00:37:35.737
Have there been any formal announcements

00:37:35.777 --> 00:37:36.297
about this?

00:37:37.418 --> 00:37:38.478
Yeah, we dropped it on LinkedIn,

00:37:38.498 --> 00:37:40.980
and I think – Right now.

00:37:41.039 --> 00:37:43.461
Nobody's on LinkedIn.

00:37:43.481 --> 00:37:44.963
There's a lot of people on LinkedIn now.

00:37:45.003 --> 00:37:47.503
Since Twitter sort of became a cesspool,

00:37:48.304 --> 00:37:49.206
you guys aren't on LinkedIn.

00:37:49.565 --> 00:37:49.965
So, yeah.

00:37:50.025 --> 00:37:53.648
So I work for Prompt now.

00:37:53.668 --> 00:37:55.088
I feel we're talking about myself.

00:37:55.309 --> 00:37:56.769
That's why I always tell people, like,

00:37:56.809 --> 00:37:57.371
sell yourself.

00:37:58.130 --> 00:37:58.411
So –

00:37:59.911 --> 00:38:01.713
Everybody's known about Prompt for a long

00:38:01.753 --> 00:38:02.014
time.

00:38:02.094 --> 00:38:04.135
I think people have a pretty good feel

00:38:04.255 --> 00:38:04.614
on them.

00:38:04.715 --> 00:38:06.237
I think they've got a pretty positive,

00:38:06.577 --> 00:38:06.996
you know,

00:38:09.338 --> 00:38:10.519
essentially the profession has a pretty

00:38:10.539 --> 00:38:12.920
good positive outlook on Prompt.

00:38:14.242 --> 00:38:15.543
I'm not, I want to be very clear.

00:38:15.702 --> 00:38:16.664
I don't sell anything.

00:38:17.304 --> 00:38:18.905
I've tried to be a salesperson before.

00:38:19.306 --> 00:38:20.007
I don't know why.

00:38:20.586 --> 00:38:21.527
I wish I could be good at it

00:38:21.947 --> 00:38:23.429
because it's very lucrative, but I'm not.

00:38:23.469 --> 00:38:24.210
So I get to do,

00:38:24.269 --> 00:38:26.550
the job title is director of strategic,

00:38:26.650 --> 00:38:27.291
manager of,

00:38:28.023 --> 00:38:28.784
Strategery.

00:38:29.344 --> 00:38:31.105
Strategic Innovation Manager.

00:38:31.666 --> 00:38:32.085
What does that mean?

00:38:32.106 --> 00:38:32.385
I don't know.

00:38:32.405 --> 00:38:33.425
We're going to figure it out.

00:38:34.047 --> 00:38:35.126
They made up a job for me.

00:38:35.246 --> 00:38:37.228
We made up a job together that put

00:38:37.268 --> 00:38:40.128
my skills together with what Prompt was

00:38:40.148 --> 00:38:40.608
looking for,

00:38:40.648 --> 00:38:42.610
which is go to events like we were

00:38:42.630 --> 00:38:43.971
just talking about with APTA.

00:38:44.731 --> 00:38:47.431
And how can you lead with a give

00:38:47.492 --> 00:38:47.952
first?

00:38:48.592 --> 00:38:49.952
So my job will be like liaising with

00:38:50.014 --> 00:38:51.813
APTA state chapters and academies,

00:38:52.233 --> 00:38:53.835
universities, clinics.

00:38:54.215 --> 00:38:54.976
These are my people.

00:38:56.016 --> 00:38:57.217
And everybody knows me as a guy.

00:38:57.257 --> 00:38:58.619
I'm not really the hard sell guy.

00:38:59.820 --> 00:39:00.960
I just get to sing a song of

00:39:01.001 --> 00:39:02.322
an organization that's trying to make it

00:39:02.362 --> 00:39:05.405
better for people who are in this

00:39:05.445 --> 00:39:05.965
profession.

00:39:06.786 --> 00:39:08.126
I did ask that question the other day.

00:39:08.286 --> 00:39:09.688
Would you do you call it the physical

00:39:09.708 --> 00:39:11.811
therapy industry or industry or physical

00:39:11.851 --> 00:39:12.670
therapy profession?

00:39:13.072 --> 00:39:14.233
Industry makes me cringe.

00:39:16.715 --> 00:39:17.576
Uh, so they're, uh,

00:39:17.655 --> 00:39:19.376
they're the business partner for,

00:39:19.456 --> 00:39:21.217
for PT clinics and well, not,

00:39:21.257 --> 00:39:22.117
I shouldn't just say PT,

00:39:22.137 --> 00:39:24.097
but PTOT speech chiropractors.

00:39:24.938 --> 00:39:26.677
Um, so that's what I get to do.

00:39:26.878 --> 00:39:27.858
So that's why I'm sitting here with the

00:39:27.878 --> 00:39:28.378
logo behind me.

00:39:28.398 --> 00:39:28.518
Well,

00:39:28.538 --> 00:39:29.858
really I'm just in the office today and

00:39:29.898 --> 00:39:31.079
this is their podcast studio,

00:39:31.539 --> 00:39:32.679
which should also make you excited.

00:39:32.699 --> 00:39:33.679
The fact that I work at a place

00:39:33.918 --> 00:39:36.400
that has their own podcast studio.

00:39:36.440 --> 00:39:37.699
Well, congratulations.

00:39:37.900 --> 00:39:40.661
Thanks.

00:39:40.681 --> 00:39:42.121
What else do we have on the docket?

00:39:43.302 --> 00:39:43.702
I don't know.

00:39:43.842 --> 00:39:45.423
I literally got back from Portland last

00:39:45.463 --> 00:39:46.425
night at ten p.m.,

00:39:46.545 --> 00:39:47.606
got up at five a.m.

00:39:47.646 --> 00:39:48.786
to get on a train to Hoboken.

00:39:48.806 --> 00:39:51.028
So I'm a little I am wired awake.

00:39:51.128 --> 00:39:52.489
I guess by noon I'll be completely

00:39:52.530 --> 00:39:53.311
crashing and burnt.

00:39:53.371 --> 00:39:54.891
But I'm here now.

00:39:55.032 --> 00:39:56.514
Let me I sent you guys I don't

00:39:56.534 --> 00:39:57.414
know if you replied to it,

00:39:57.454 --> 00:39:59.356
but I sent a screenshot or a link

00:39:59.396 --> 00:40:01.898
to the the one on one basketball like

00:40:01.938 --> 00:40:04.101
street basketball video on Instagram.

00:40:04.141 --> 00:40:05.762
And it had two hundred and fifty five

00:40:05.822 --> 00:40:06.563
million views.

00:40:06.603 --> 00:40:07.463
And I sent it to you guys and

00:40:07.503 --> 00:40:09.224
I said, have you ever seen.

00:40:10.262 --> 00:40:12.204
a short or a real or whatever with

00:40:12.224 --> 00:40:14.545
that many views.

00:40:14.766 --> 00:40:16.086
I clicked into this guy's account.

00:40:16.367 --> 00:40:17.987
Um, MK Matt.

00:40:18.228 --> 00:40:19.489
And it's like a Greek glass name,

00:40:19.509 --> 00:40:20.690
but he's like, he's pretty good.

00:40:20.769 --> 00:40:23.132
And it's like a very specific rules with

00:40:23.192 --> 00:40:24.032
like one-on-one basketball.

00:40:24.052 --> 00:40:24.233
Like if,

00:40:24.353 --> 00:40:25.873
like if I'm playing Tony and if I

00:40:25.914 --> 00:40:27.735
shoot and I missed the ball,

00:40:27.775 --> 00:40:29.577
like the game, it stops for a second.

00:40:29.597 --> 00:40:30.797
Like Tony now gets the ball.

00:40:30.838 --> 00:40:32.018
Like there's no, there's no like,

00:40:32.679 --> 00:40:34.219
there's no rebounds and like you're

00:40:34.239 --> 00:40:35.239
continuing to fight for the ball.

00:40:35.260 --> 00:40:37.019
So there's like very specific like

00:40:37.039 --> 00:40:37.800
streetball rules.

00:40:38.400 --> 00:40:40.001
And he wears like a microphone and he's

00:40:40.041 --> 00:40:41.641
got like a lapel mic and he's all

00:40:41.702 --> 00:40:42.342
social media stuff.

00:40:42.362 --> 00:40:43.722
He's got like three million followers.

00:40:45.543 --> 00:40:46.802
And then he goes to different countries.

00:40:46.822 --> 00:40:47.864
What is the league called?

00:40:48.844 --> 00:40:50.143
No, it just, it's just this dude.

00:40:50.324 --> 00:40:50.885
It's just this dude.

00:40:50.945 --> 00:40:54.505
I sent Matt, I don't know, Matt K,

00:40:54.545 --> 00:40:56.505
but it's like a Greek last name.

00:40:57.306 --> 00:40:58.047
But I saw the,

00:40:58.286 --> 00:40:59.327
I saw one of his videos and I

00:40:59.347 --> 00:41:01.588
thought it was pretty good from like the,

00:41:01.788 --> 00:41:01.947
like,

00:41:02.500 --> 00:41:04.081
don't like the newsfeed or what like the

00:41:04.161 --> 00:41:06.063
the for you page or whatever on instagram

00:41:06.782 --> 00:41:08.784
and it had like millions of views yeah

00:41:08.804 --> 00:41:13.748
this this this video here uh where it's

00:41:13.887 --> 00:41:15.949
it gets kind of you know like combative

00:41:16.070 --> 00:41:18.612
and it's like great content it's like very

00:41:18.911 --> 00:41:21.534
it's not really much editing and it's like

00:41:21.934 --> 00:41:23.755
this guy gets a ton of people at

00:41:23.835 --> 00:41:25.657
every like a crowds of people because he

00:41:25.697 --> 00:41:27.818
does you know like youtube and social

00:41:27.838 --> 00:41:28.798
media video content

00:41:29.766 --> 00:41:30.907
and he goes to different cities and he

00:41:30.927 --> 00:41:32.327
calls out like their best player.

00:41:32.367 --> 00:41:32.608
And some,

00:41:32.827 --> 00:41:34.068
like most of the time this guy wins,

00:41:34.427 --> 00:41:35.268
sometimes he loses.

00:41:36.068 --> 00:41:38.309
Um, but they get like pretty physical,

00:41:38.409 --> 00:41:39.849
almost like, you know, like,

00:41:39.889 --> 00:41:41.190
like jail basketball.

00:41:42.170 --> 00:41:42.250
Yeah.

00:41:42.269 --> 00:41:42.990
You have to watch.

00:41:43.050 --> 00:41:44.530
Cause it's like when a fight breaks out,

00:41:44.570 --> 00:41:46.192
like it's in our nature, man,

00:41:46.271 --> 00:41:47.751
you don't need to explain to people while,

00:41:47.791 --> 00:41:49.472
when someone yells fight in high school,

00:41:50.413 --> 00:41:51.333
the world stops.

00:41:53.278 --> 00:41:53.559
Yeah,

00:41:53.599 --> 00:41:54.641
but I kicked it over to you guys

00:41:54.661 --> 00:41:55.621
because I was like,

00:41:55.641 --> 00:41:57.443
I've never seen two hundred fifty five

00:41:57.545 --> 00:42:00.507
million views on one Instagram reel.

00:42:01.108 --> 00:42:02.650
And the guy's got three million followers.

00:42:02.690 --> 00:42:03.672
I never even heard of him.

00:42:03.711 --> 00:42:04.833
And it's just crazy.

00:42:06.054 --> 00:42:06.275
And so.

00:42:07.019 --> 00:42:08.280
just to dissect it real quick do you

00:42:08.300 --> 00:42:10.123
think it's just because that many views

00:42:10.163 --> 00:42:12.284
yes it's yes there's like they're smack

00:42:12.304 --> 00:42:13.827
talk you know all that type of stuff

00:42:14.246 --> 00:42:15.327
and then also it's like you don't know

00:42:15.347 --> 00:42:16.829
what's going to happen right so that kind

00:42:16.869 --> 00:42:18.672
of results in more people watching it to

00:42:18.711 --> 00:42:20.474
the end of the video or more people

00:42:20.494 --> 00:42:22.896
watching in general and sharing it i

00:42:22.936 --> 00:42:25.338
watched it when you shared it and i

00:42:25.358 --> 00:42:26.980
was waiting for does this end in a

00:42:27.019 --> 00:42:28.661
brawl because these dudes were not

00:42:29.974 --> 00:42:32.315
cordial like they're like like they are

00:42:32.434 --> 00:42:34.235
right next to a fight like one dude's

00:42:34.255 --> 00:42:36.237
like you know you know headlocking this

00:42:36.257 --> 00:42:39.297
guy and it's basketball uh that's a reason

00:42:39.818 --> 00:42:42.759
it's also showing a score like every time

00:42:43.059 --> 00:42:44.539
they score a point that's too nothing

00:42:44.579 --> 00:42:46.101
right you want to see how it ends

00:42:46.141 --> 00:42:47.541
does it end in a fight which dude

00:42:47.581 --> 00:42:50.222
wins which i mean they're both jackasses

00:42:50.262 --> 00:42:51.262
right you don't know which guy to root

00:42:51.282 --> 00:42:51.443
for

00:42:52.681 --> 00:42:54.402
It's shared by two accounts.

00:42:54.784 --> 00:42:56.925
This guy, the guy who shared it,

00:42:57.005 --> 00:42:58.666
Matt Kalaptis,

00:42:59.007 --> 00:43:00.027
it's got three point three million

00:43:00.047 --> 00:43:00.527
followers.

00:43:00.668 --> 00:43:02.869
And it was also shared with on fire

00:43:02.929 --> 00:43:04.030
streetball Brazil.

00:43:04.530 --> 00:43:06.351
They have two hundred thirty thousand

00:43:06.371 --> 00:43:06.891
followers.

00:43:07.253 --> 00:43:09.173
So the answer is all those reasons.

00:43:09.514 --> 00:43:11.215
All those reasons are contributing factors

00:43:11.255 --> 00:43:12.717
as to why this thing spreads.

00:43:12.777 --> 00:43:13.016
Right.

00:43:13.336 --> 00:43:14.197
Dry climate.

00:43:14.498 --> 00:43:14.918
Windy.

00:43:15.998 --> 00:43:16.619
Forest fire,

00:43:16.739 --> 00:43:18.362
like it would have been a small fire,

00:43:18.382 --> 00:43:19.922
but because it got real windy or it

00:43:19.943 --> 00:43:23.467
was just a slow news day or and

00:43:23.487 --> 00:43:25.309
then you see eleven million likes and

00:43:25.369 --> 00:43:27.791
sixty eight thousand comments,

00:43:27.811 --> 00:43:29.592
one hundred and fifty thousand reshares,

00:43:30.934 --> 00:43:31.614
almost one hundred,

00:43:31.934 --> 00:43:33.197
almost a million cents.

00:43:33.297 --> 00:43:35.599
So you start to see all those different

00:43:35.639 --> 00:43:37.201
things come together for that.

00:43:39.793 --> 00:43:40.152
Yeah,

00:43:40.273 --> 00:43:42.313
I've never seen those kinds of numbers,

00:43:42.353 --> 00:43:44.173
but I haven't really been looking for it.

00:43:45.175 --> 00:43:46.994
But I think this is the kind of

00:43:47.034 --> 00:43:49.016
stuff that we could take lessons from.

00:43:49.556 --> 00:43:51.737
Like when you mentioned the score up on

00:43:51.777 --> 00:43:52.757
the screen, I was like, oh,

00:43:52.836 --> 00:43:54.818
I should totally put like the range of

00:43:54.858 --> 00:43:56.938
motion for the knee flexion as we're going

00:43:56.958 --> 00:43:58.818
through different positions.

00:43:59.365 --> 00:44:01.208
to measure range of motion, you know,

00:44:01.268 --> 00:44:03.409
like there are these elements.

00:44:03.869 --> 00:44:07.632
Now I did, yeah, I did see a,

00:44:07.713 --> 00:44:10.574
like a massage therapy video where they

00:44:10.715 --> 00:44:13.458
used AI to create a video that shows

00:44:13.498 --> 00:44:16.099
somebody massaging what they were calling

00:44:16.300 --> 00:44:17.541
a knot in the muscle.

00:44:18.161 --> 00:44:19.163
And it was kind of gross.

00:44:19.262 --> 00:44:21.344
It was like a nasty illustration,

00:44:21.385 --> 00:44:21.885
but I was like, oh,

00:44:21.965 --> 00:44:22.945
I could totally use that.

00:44:23.385 --> 00:44:26.108
So then I made one showing massage,

00:44:26.128 --> 00:44:28.088
like a thumb on an IT band.

00:44:28.128 --> 00:44:28.289
Then,

00:44:28.329 --> 00:44:30.670
then it goes into like translucent skin

00:44:30.731 --> 00:44:31.911
and the fascia below.

00:44:32.853 --> 00:44:34.893
It got a hundred thousand views in the

00:44:34.934 --> 00:44:35.474
first day.

00:44:35.574 --> 00:44:38.076
I haven't checked it today, but I'm like,

00:44:38.516 --> 00:44:38.836
yeah.

00:44:38.896 --> 00:44:39.117
So,

00:44:39.277 --> 00:44:42.119
so these are the inspirations that I try

00:44:42.159 --> 00:44:44.219
to pull from to be like, all right,

00:44:44.260 --> 00:44:46.521
how do I model this to improve my

00:44:46.561 --> 00:44:46.882
reach?

00:44:47.523 --> 00:44:47.722
Right.

00:44:48.123 --> 00:44:49.664
It's promising a payoff.

00:44:50.005 --> 00:44:53.967
Love or hate chiropractor videos that say

00:44:54.286 --> 00:44:56.389
biggest pop ever, dot, dot, dot,

00:44:56.548 --> 00:44:57.188
wait for it.

00:44:57.369 --> 00:44:59.130
Number one, you're gaming the algorithm.

00:44:59.269 --> 00:45:02.833
What I mean by that is you're hooking

00:45:02.873 --> 00:45:05.833
that human's brain that something's going

00:45:05.853 --> 00:45:06.315
to happen.

00:45:06.335 --> 00:45:07.534
And if you just give me one more

00:45:07.594 --> 00:45:09.657
second and one more second and one more

00:45:09.717 --> 00:45:11.498
second, you're going to get a payoff.

00:45:13.414 --> 00:45:15.074
algorithm or the platform looks at that

00:45:15.094 --> 00:45:16.894
like this is compelling content i don't

00:45:16.914 --> 00:45:18.534
know anything about it but people watch

00:45:18.655 --> 00:45:21.376
longer than usual so there's a promise for

00:45:21.436 --> 00:45:23.476
payoff so you could easily do a video

00:45:23.896 --> 00:45:26.456
where you have patient a walk in and

00:45:26.496 --> 00:45:28.938
say well we're six weeks post your knee

00:45:28.978 --> 00:45:32.757
replacement will we get to today there's a

00:45:32.818 --> 00:45:35.679
reason a drum roll exists it's to build

00:45:35.838 --> 00:45:39.019
tension for the climax and the payoff

00:45:39.599 --> 00:45:42.061
So you could easily steal that little

00:45:42.242 --> 00:45:44.083
trick from the streetball video with the

00:45:44.163 --> 00:45:44.643
score.

00:45:45.123 --> 00:45:49.786
Who will win?

00:45:49.806 --> 00:45:49.987
Yeah.

00:45:50.007 --> 00:45:50.166
Yeah,

00:45:50.306 --> 00:45:52.748
there's psychological principles at play.

00:45:52.788 --> 00:45:53.889
The outcome is unclear.

00:45:54.750 --> 00:45:56.510
You also need to make it super simple.

00:45:56.550 --> 00:45:58.972
The rules require no explanation.

00:45:59.251 --> 00:46:00.273
Like if I were going to do,

00:46:00.753 --> 00:46:02.034
if I were going to create a new

00:46:02.094 --> 00:46:04.576
Instagram account tomorrow for a sport,

00:46:05.195 --> 00:46:07.318
I would do musical chairs with drunk

00:46:07.358 --> 00:46:07.717
adults.

00:46:08.835 --> 00:46:10.054
i'd say welcome to musical chairs with

00:46:10.074 --> 00:46:12.735
drunk adults you now know and i would

00:46:12.775 --> 00:46:14.996
and the video would start with the crash

00:46:15.456 --> 00:46:17.077
right with the woman about to crash oh

00:46:17.097 --> 00:46:18.038
my god you're going to give away the

00:46:18.117 --> 00:46:20.257
ending yes because you want to see how

00:46:20.318 --> 00:46:22.619
it got there you got b you now

00:46:22.659 --> 00:46:24.860
need a and it makes you watch more

00:46:24.880 --> 00:46:26.380
of the video which is what you want

00:46:26.420 --> 00:46:28.081
the algorithm the algorithm wants you to

00:46:28.101 --> 00:46:29.800
do yeah i want to go back to

00:46:29.840 --> 00:46:30.981
one of the first things we talked about

00:46:31.021 --> 00:46:32.262
is how is your youth

00:46:33.239 --> 00:46:35.420
theater group getting fifty K for set

00:46:35.440 --> 00:46:35.880
design.

00:46:35.900 --> 00:46:37.521
I want to know their fundraiser is because

00:46:37.541 --> 00:46:38.963
that person needs a raise.

00:46:38.983 --> 00:46:41.384
And they get donations from Money Man,

00:46:41.423 --> 00:46:43.764
Tony Meritato and other folks in the area.

00:46:44.826 --> 00:46:45.346
We do.

00:46:45.405 --> 00:46:48.146
We donate talents more than treasure.

00:46:48.186 --> 00:46:50.148
But no, I like seriously,

00:46:50.608 --> 00:46:52.610
these kids are phenomenal.

00:46:52.650 --> 00:46:53.650
They're incredible.

00:46:54.090 --> 00:46:54.610
So, you know,

00:46:54.951 --> 00:46:58.231
you sell tickets and even within this,

00:46:58.972 --> 00:47:01.333
the game that they refuse to play is

00:47:02.059 --> 00:47:04.280
If you get more little kids on the

00:47:04.300 --> 00:47:04.719
cast,

00:47:04.800 --> 00:47:06.541
you're going to get more grandparents,

00:47:06.601 --> 00:47:07.641
more aunts and uncles.

00:47:07.661 --> 00:47:09.840
You're going to get more family members.

00:47:10.541 --> 00:47:12.161
You go to sporting events.

00:47:12.202 --> 00:47:15.202
Like Dave, in another year or two,

00:47:15.541 --> 00:47:17.483
he starts hitting the T-ball circuit.

00:47:18.143 --> 00:47:19.802
Everybody in Dave's family is going to

00:47:19.842 --> 00:47:20.822
come to see his son.

00:47:21.362 --> 00:47:23.483
By the time his son is like fifteen,

00:47:23.543 --> 00:47:24.103
sixteen,

00:47:24.123 --> 00:47:25.884
you're lucky if mom and dad show up.

00:47:25.903 --> 00:47:26.923
I was going to say,

00:47:26.943 --> 00:47:29.045
because I'm in my thirties playing weekend

00:47:29.085 --> 00:47:30.085
baseball and no one shows up.

00:47:30.105 --> 00:47:31.284
Exactly.

00:47:33.188 --> 00:47:35.731
So like even with this theater stuff,

00:47:35.751 --> 00:47:36.931
you know, we're like, look, guys,

00:47:36.972 --> 00:47:38.614
go more junior shows,

00:47:38.974 --> 00:47:40.856
get more little ones in the cast.

00:47:40.916 --> 00:47:41.838
They do anything.

00:47:41.938 --> 00:47:43.739
I think it's like six years old is

00:47:43.780 --> 00:47:44.380
the youngest.

00:47:44.460 --> 00:47:46.123
My kid started at age six.

00:47:46.483 --> 00:47:47.565
He's seventeen now.

00:47:48.103 --> 00:47:50.483
you age out once you're out of high

00:47:50.523 --> 00:47:50.784
school.

00:47:51.403 --> 00:47:51.844
But I'm like,

00:47:51.884 --> 00:47:53.423
the more little kids you have,

00:47:53.903 --> 00:47:55.125
the more money you make,

00:47:55.164 --> 00:47:56.284
the more tickets you sell.

00:47:56.324 --> 00:47:58.045
And we sell out thousand,

00:47:58.085 --> 00:47:59.565
fifteen hundred seat theaters.

00:47:59.585 --> 00:47:59.686
Wow.

00:48:00.585 --> 00:48:01.965
Yeah, pretty consistently.

00:48:01.985 --> 00:48:03.327
And like I said,

00:48:03.367 --> 00:48:04.666
they do three shows a year.

00:48:05.586 --> 00:48:07.327
But my wife has been doing the social

00:48:07.367 --> 00:48:07.887
media.

00:48:08.708 --> 00:48:09.387
But, you know,

00:48:09.427 --> 00:48:12.668
it's like pulling teeth because she's the

00:48:12.869 --> 00:48:15.789
only one that really is trying to bring

00:48:15.849 --> 00:48:17.150
technology into the group.

00:48:17.554 --> 00:48:19.376
They're still using paper forms.

00:48:19.755 --> 00:48:21.617
They're still, you know, everybody,

00:48:21.858 --> 00:48:23.759
even though you've been in the group for

00:48:23.778 --> 00:48:24.440
a decade,

00:48:24.860 --> 00:48:26.260
you still have to fill out a new

00:48:26.300 --> 00:48:26.722
release.

00:48:26.742 --> 00:48:28.563
You still have to fill out new paperwork.

00:48:28.583 --> 00:48:30.385
You still have to handwrite your address

00:48:30.425 --> 00:48:31.786
instead of a simple Google form.

00:48:33.210 --> 00:48:34.612
I have an update within show.

00:48:34.972 --> 00:48:36.353
Grandpa, the mailbox guy,

00:48:36.373 --> 00:48:37.373
has texted me back.

00:48:37.393 --> 00:48:38.173
We've got a text back.

00:48:38.213 --> 00:48:38.914
Tony was right.

00:48:39.275 --> 00:48:40.355
Two hundred eighty bucks is the

00:48:40.434 --> 00:48:43.197
installation or he'll go to the store and

00:48:43.237 --> 00:48:44.097
buy everything.

00:48:44.137 --> 00:48:47.278
He's talking about post mailbox cement,

00:48:47.338 --> 00:48:48.619
everything for three twenty.

00:48:48.659 --> 00:48:50.601
So three twenty is the all in price.

00:48:50.641 --> 00:48:53.742
Two eighty is just the doing it for

00:48:53.802 --> 00:48:54.003
you.

00:48:54.222 --> 00:48:56.525
Notice what he didn't say in this ad.

00:48:57.605 --> 00:49:00.148
How many dollars an hour he's offering to

00:49:00.168 --> 00:49:00.668
do this for?

00:49:00.807 --> 00:49:01.047
Why?

00:49:02.829 --> 00:49:03.550
I don't care how,

00:49:03.710 --> 00:49:05.052
if you could do it in twenty eight

00:49:05.092 --> 00:49:06.494
minutes, God bless you.

00:49:06.514 --> 00:49:07.554
If it takes you all day,

00:49:07.655 --> 00:49:08.456
I also don't care.

00:49:09.197 --> 00:49:12.340
I have put a mailbox in an hour.

00:49:13.170 --> 00:49:13.311
right?

00:49:13.331 --> 00:49:14.371
You're going to dig the hole.

00:49:14.431 --> 00:49:15.333
You're going to square, you know,

00:49:15.393 --> 00:49:16.594
squaring everything up.

00:49:17.155 --> 00:49:18.036
You're going to wait, you know,

00:49:18.076 --> 00:49:19.597
waiting for it to cure is also the

00:49:19.637 --> 00:49:20.358
different part of it.

00:49:20.378 --> 00:49:21.818
But as long as it's, uh,

00:49:21.838 --> 00:49:22.639
as long as it's done, right.

00:49:22.699 --> 00:49:25.262
So three hundred and twenty bucks,

00:49:25.842 --> 00:49:26.583
I would say I don't,

00:49:26.844 --> 00:49:27.744
I would have to do it better.

00:49:27.764 --> 00:49:29.126
I don't want to start saying how much

00:49:29.146 --> 00:49:30.827
a post in a mailbox costs.

00:49:30.867 --> 00:49:31.768
I could research that.

00:49:31.827 --> 00:49:32.168
I don't know.

00:49:32.568 --> 00:49:34.951
Mailbox, eighty bucks post, eighty bucks.

00:49:35.050 --> 00:49:35.331
I don't know.

00:49:35.411 --> 00:49:35.831
Eighty bucks.

00:49:36.351 --> 00:49:37.193
So you're looking at three hundred and

00:49:37.213 --> 00:49:37.813
twenty bucks.

00:49:38.273 --> 00:49:38.713
Oh, look at that.

00:49:39.456 --> 00:49:41.637
So let's say cost is one hundred and

00:49:41.677 --> 00:49:43.338
sixty and you're charging three twenty.

00:49:43.878 --> 00:49:45.039
Your margin is fifty percent.

00:49:45.079 --> 00:49:45.920
Congratulations.

00:49:45.960 --> 00:49:48.141
You just paid yourself one hundred and

00:49:48.181 --> 00:49:49.061
sixty bucks an hour.

00:49:49.501 --> 00:49:50.442
Let's say you have to go to Home

00:49:50.461 --> 00:49:50.782
Depot.

00:49:51.362 --> 00:49:52.762
One hundred and twenty bucks an hour.

00:49:53.403 --> 00:49:55.123
I like that business because you can do

00:49:55.724 --> 00:49:57.385
six in a day if you're if the

00:49:57.425 --> 00:49:58.505
top of the funnel is working.

00:49:58.766 --> 00:49:59.746
If you can get a bunch of people

00:49:59.786 --> 00:50:02.148
in a geographic area to know you as

00:50:03.407 --> 00:50:04.688
grandpa, the mailbox guy.

00:50:07.773 --> 00:50:08.713
Well, again,

00:50:08.793 --> 00:50:10.735
it's hard to make that comparison of

00:50:12.135 --> 00:50:14.317
making a post that's a physical object

00:50:14.396 --> 00:50:17.039
versus a physical therapist helping

00:50:18.119 --> 00:50:18.900
someone like Jimmy,

00:50:19.159 --> 00:50:23.503
a weekend ice hockey player who has hip

00:50:23.543 --> 00:50:23.862
pain.

00:50:24.262 --> 00:50:25.324
And then it's like, well,

00:50:26.083 --> 00:50:27.244
I don't know how long it's going to

00:50:27.264 --> 00:50:27.585
take, right?

00:50:27.605 --> 00:50:28.885
So that's why it's more important to just

00:50:28.925 --> 00:50:29.106
like,

00:50:29.686 --> 00:50:30.907
especially in the self-pay world for us,

00:50:30.947 --> 00:50:32.507
it's like really the phone call for Jimmy

00:50:32.527 --> 00:50:33.309
would be like, hey,

00:50:33.668 --> 00:50:34.889
we're really just selling that first

00:50:34.949 --> 00:50:35.210
visit.

00:50:35.717 --> 00:50:36.836
Cause in that first visit is like the

00:50:36.876 --> 00:50:37.818
evaluation, the concert,

00:50:37.838 --> 00:50:38.597
we're going to look how you,

00:50:38.617 --> 00:50:40.137
we're going to watch how you move your

00:50:40.177 --> 00:50:40.579
posture.

00:50:40.599 --> 00:50:41.759
We're going to check your range of motion,

00:50:41.778 --> 00:50:42.478
your strength, all that.

00:50:43.199 --> 00:50:44.300
Then we're going to lay out a plan,

00:50:44.360 --> 00:50:46.039
give you some one or two exercises or

00:50:46.079 --> 00:50:46.880
drills to do on your own.

00:50:47.000 --> 00:50:48.541
And at the end of that visit,

00:50:48.880 --> 00:50:50.161
we're going to present the plan of care.

00:50:50.422 --> 00:50:51.141
But either way,

00:50:51.222 --> 00:50:53.601
I agree that we're not saying here's what,

00:50:53.643 --> 00:50:55.143
you know, here's what we charge per hour.

00:50:55.682 --> 00:50:56.103
Yeah.

00:50:56.143 --> 00:50:58.324
Visit hour ambiguous.

00:50:58.463 --> 00:50:59.543
It feels transactional.

00:51:00.043 --> 00:51:00.324
Grandpa,

00:51:00.344 --> 00:51:02.025
the mailbox guy says you're gonna have the

00:51:02.045 --> 00:51:04.525
nicest mailbox in the block on the block.

00:51:05.612 --> 00:51:06.831
just give me this and walk away and

00:51:06.871 --> 00:51:07.793
I'll solve it for you.

00:51:08.813 --> 00:51:09.373
The thing is,

00:51:09.472 --> 00:51:11.034
I think there are certain things that have

00:51:11.094 --> 00:51:13.074
benchmark pricing in your head.

00:51:13.193 --> 00:51:14.494
I don't know about you guys.

00:51:15.014 --> 00:51:16.755
If I'm thinking about a new mailbox in

00:51:16.795 --> 00:51:17.454
front of my house,

00:51:17.514 --> 00:51:19.536
I'm thinking five hundred dollars or less.

00:51:19.695 --> 00:51:21.597
It's a no, no brainer, no thought.

00:51:21.617 --> 00:51:22.197
Just do it.

00:51:24.657 --> 00:51:25.398
If if.

00:51:26.518 --> 00:51:28.300
I'm trying to think of what is like

00:51:28.340 --> 00:51:30.260
the no brainer for physical therapy.

00:51:31.461 --> 00:51:33.302
I do think it's the one-time visit.

00:51:35.465 --> 00:51:35.704
Yeah.

00:51:35.885 --> 00:51:36.826
One-time visit.

00:51:37.445 --> 00:51:38.126
I'm calling,

00:51:38.407 --> 00:51:40.068
let me get this taken care of today.

00:51:40.547 --> 00:51:41.469
Tell me what to do.

00:51:41.668 --> 00:51:42.829
Give me the evaluation.

00:51:42.849 --> 00:51:45.471
Give me the home program and we're done.

00:51:46.112 --> 00:51:46.791
And again,

00:51:46.992 --> 00:51:48.713
I'm kind of thinking that five hundred

00:51:48.753 --> 00:51:50.494
dollar price point has always been in my

00:51:50.534 --> 00:51:52.215
head for something like that.

00:51:53.436 --> 00:51:55.358
it's just a one time in and out,

00:51:55.498 --> 00:51:56.260
get it done.

00:51:56.900 --> 00:51:58.362
And, you know, DC.

00:51:58.422 --> 00:51:58.563
Yeah.

00:52:00.304 --> 00:52:03.007
But then if you want the accountability,

00:52:03.067 --> 00:52:04.648
right, if you want the handholding,

00:52:04.728 --> 00:52:05.728
if you want the oversight,

00:52:05.748 --> 00:52:07.010
if this is something that keeps coming up

00:52:07.050 --> 00:52:08.371
every year, every couple of years,

00:52:08.791 --> 00:52:10.452
and if you're looking to actually address

00:52:10.532 --> 00:52:10.652
it,

00:52:11.233 --> 00:52:12.934
now you'd have to invest more money and

00:52:12.974 --> 00:52:14.635
time for the full plan of care.

00:52:14.675 --> 00:52:15.036
Either way,

00:52:15.056 --> 00:52:16.677
you should kind of let them know at

00:52:16.697 --> 00:52:19.039
that first visit, here's the plan of care.

00:52:19.079 --> 00:52:21.199
Here's the game plan that we would do.

00:52:21.701 --> 00:52:22.802
You could certainly do some of this on

00:52:22.822 --> 00:52:23.141
your own.

00:52:23.702 --> 00:52:25.063
If they ask for five or ten or

00:52:25.204 --> 00:52:27.246
whatever exercises or give me exercises

00:52:27.266 --> 00:52:28.927
that I could progressively do over the

00:52:28.947 --> 00:52:30.849
next six weeks or six months, it's like,

00:52:31.148 --> 00:52:32.889
no, that's what we would do together.

00:52:32.929 --> 00:52:34.331
So that would be a separate dollar amount.

00:52:35.271 --> 00:52:36.672
Yep.

00:52:36.833 --> 00:52:37.634
This –

00:52:38.393 --> 00:52:40.713
This goes into what I shared or tagged

00:52:40.753 --> 00:52:42.914
you guys on yesterday, I think.

00:52:43.335 --> 00:52:45.916
Let's close the show with this topic.

00:52:46.576 --> 00:52:47.376
Somebody was saying,

00:52:47.436 --> 00:52:49.416
what happens if a physical therapist calls

00:52:49.496 --> 00:52:51.898
in sick the day of or the night

00:52:51.938 --> 00:52:52.637
before?

00:52:53.318 --> 00:52:55.018
What do you do with that person's

00:52:55.079 --> 00:52:56.260
scheduled appointments?

00:52:57.003 --> 00:52:59.626
Now, before I chime in,

00:52:59.885 --> 00:53:01.867
Dave is probably the best option.

00:53:02.568 --> 00:53:04.911
In your business model today,

00:53:05.472 --> 00:53:07.373
if one of your guys gets sick,

00:53:07.673 --> 00:53:08.574
what are you doing?

00:53:10.856 --> 00:53:12.677
then the patients are not seen because

00:53:12.717 --> 00:53:14.217
everyone has like their own one-on-one

00:53:14.257 --> 00:53:16.559
patients yeah i mean maybe maybe i'll

00:53:16.579 --> 00:53:18.481
maybe i'll go out but like some days

00:53:18.561 --> 00:53:20.382
i'm i'm booked with other stuff right so

00:53:20.422 --> 00:53:21.963
like could i be the safety net for

00:53:22.003 --> 00:53:24.005
some of my therapists for coverage yeah i

00:53:24.065 --> 00:53:26.266
totally could i might be available i might

00:53:26.306 --> 00:53:29.807
not be um if they are ill or

00:53:29.827 --> 00:53:31.750
uh unable to go see their patients then

00:53:31.789 --> 00:53:32.889
we're gonna try to just move those

00:53:32.929 --> 00:53:35.311
patients to another day um

00:53:35.992 --> 00:53:38.054
partly because we're partly mobile,

00:53:39.215 --> 00:53:40.496
also with office visits.

00:53:40.556 --> 00:53:42.818
But every patient is booked with one

00:53:42.858 --> 00:53:45.320
particular therapist at that time slot.

00:53:45.721 --> 00:53:50.003
So it's challenging for another therapist

00:53:50.023 --> 00:53:53.067
to kind of absorb that compared to in

00:53:53.126 --> 00:53:53.967
a network practice,

00:53:54.168 --> 00:53:55.248
especially if it's brick and mortar.

00:53:56.289 --> 00:53:58.391
I believe it's easier for a therapist to

00:53:58.431 --> 00:53:59.592
kind of absorb some of that.

00:53:59.911 --> 00:54:01.454
And maybe patients,

00:54:01.974 --> 00:54:03.394
they get the expectation of maybe you're

00:54:03.414 --> 00:54:04.416
not going to get as much care

00:54:06.521 --> 00:54:08.382
with like if tony is absorbing his

00:54:08.664 --> 00:54:11.106
jeremy's patients then you're going to

00:54:11.126 --> 00:54:12.365
probably get a little less treatment or

00:54:12.385 --> 00:54:13.867
whatever but we could still you know

00:54:13.887 --> 00:54:15.949
continue your plan and all that there were

00:54:15.969 --> 00:54:17.590
there were some good comments in that post

00:54:17.630 --> 00:54:20.452
because some someone said like well you

00:54:20.532 --> 00:54:22.514
signed up for two visits a week not

00:54:22.574 --> 00:54:24.135
two visits a week with john and it's

00:54:24.155 --> 00:54:26.376
like well yeah but at the same time

00:54:26.436 --> 00:54:28.958
it's like it depends like are you paying

00:54:28.978 --> 00:54:31.161
a twenty dollar copay and respectfully

00:54:31.940 --> 00:54:33.782
you might not care as much who treats

00:54:33.802 --> 00:54:33.963
you.

00:54:34.003 --> 00:54:35.003
Like, yeah.

00:54:35.043 --> 00:54:36.324
But then if you're paying three fifty a

00:54:36.344 --> 00:54:36.684
visit,

00:54:36.965 --> 00:54:39.286
you kind of have some higher expectations

00:54:39.327 --> 00:54:40.987
about who you're seeing and don't want to

00:54:41.027 --> 00:54:43.210
just be seen by someone random,

00:54:43.289 --> 00:54:44.331
even just for today.

00:54:44.391 --> 00:54:47.032
So there's challenges depending, I think,

00:54:47.172 --> 00:54:49.275
on insurance and payment and all that.

00:54:49.315 --> 00:54:49.894
And also, again,

00:54:49.974 --> 00:54:52.356
expectations in the model that Tony has

00:54:52.396 --> 00:54:53.538
versus the model that I have.

00:54:53.577 --> 00:54:57.061
And Tony would be able to navigate this

00:54:57.101 --> 00:54:59.161
way better than us and for us probably

00:54:59.222 --> 00:55:00.943
be more lost revenue for that day.

00:55:01.965 --> 00:55:02.766
I think it's a great post.

00:55:02.847 --> 00:55:04.648
I shared that screenshot of that post with

00:55:04.668 --> 00:55:05.728
the prompt social media team.

00:55:05.748 --> 00:55:06.088
And I was like,

00:55:06.128 --> 00:55:08.971
do you guys ask questions like this to

00:55:09.030 --> 00:55:10.911
get, cause there's no right answer.

00:55:10.992 --> 00:55:12.273
There's the right answer for you.

00:55:12.693 --> 00:55:13.793
But a lot of times the goal of

00:55:13.974 --> 00:55:16.635
sharing that post is someone shares a

00:55:16.695 --> 00:55:17.936
solution that you've never thought of that

00:55:17.956 --> 00:55:19.659
you're like, that would be a good option.

00:55:20.838 --> 00:55:23.661
My head goes to friends that have brick

00:55:23.681 --> 00:55:24.422
and mortar clinics,

00:55:24.442 --> 00:55:26.623
which would be the problem is time and

00:55:26.742 --> 00:55:29.144
effort to give that person a choice and

00:55:29.164 --> 00:55:31.606
then route that choice the right way.

00:55:31.626 --> 00:55:33.367
That's an automation technology thing.

00:55:33.407 --> 00:55:35.108
So if you're like Jimmy's out.

00:55:36.411 --> 00:55:38.052
Fire a text message to every one of

00:55:38.072 --> 00:55:39.733
Jimmy's patients and give them a decision

00:55:39.773 --> 00:55:40.112
tree.

00:55:40.472 --> 00:55:41.813
Do you want to reschedule?

00:55:42.034 --> 00:55:44.114
That leads to a reschedule within seventy

00:55:44.155 --> 00:55:45.235
two hours or whatever.

00:55:45.635 --> 00:55:48.257
Or I want to keep the same time.

00:55:48.876 --> 00:55:50.518
Which which clinician do you want to see

00:55:50.557 --> 00:55:50.958
next?

00:55:51.318 --> 00:55:53.579
These two or I don't care or like

00:55:53.619 --> 00:55:54.179
have fun with it.

00:55:54.440 --> 00:55:56.621
Surprise me like spin the wheel.

00:55:56.920 --> 00:55:57.201
Right.

00:55:57.260 --> 00:55:58.121
Like make it fun.

00:55:59.724 --> 00:56:01.306
Or I want to wait for Jimmy next

00:56:01.365 --> 00:56:01.666
week.

00:56:01.885 --> 00:56:02.786
So that's simple.

00:56:03.148 --> 00:56:04.108
But if you set it up and you

00:56:04.168 --> 00:56:05.891
know that that's going to happen, guys,

00:56:05.911 --> 00:56:06.552
that's going to happen.

00:56:06.871 --> 00:56:08.673
So putting time and effort before the

00:56:08.733 --> 00:56:11.958
morning of that happening is worth its

00:56:12.018 --> 00:56:13.500
weight because you walk away with a good

00:56:13.539 --> 00:56:14.121
experience.

00:56:15.398 --> 00:56:17.601
We just did something like this because

00:56:17.702 --> 00:56:19.784
Jeremy was out of town for a week.

00:56:19.884 --> 00:56:21.865
Now I'm out of town for a week.

00:56:23.007 --> 00:56:24.708
There are patients who only want to see

00:56:24.748 --> 00:56:24.909
me.

00:56:24.949 --> 00:56:26.411
There are patients who don't care who they

00:56:26.431 --> 00:56:27.472
see, right?

00:56:27.512 --> 00:56:30.173
So we're still small enough that we don't

00:56:30.295 --> 00:56:32.976
have to systematize it to the point that

00:56:33.597 --> 00:56:35.380
everybody has to follow the same rules no

00:56:35.420 --> 00:56:35.920
matter what.

00:56:36.641 --> 00:56:38.221
That's the advantage of being a small

00:56:38.260 --> 00:56:40.842
practice versus being a ten location

00:56:40.882 --> 00:56:41.222
clinic.

00:56:41.782 --> 00:56:43.143
Where I think this gets really

00:56:43.202 --> 00:56:45.083
interesting, especially for a listener,

00:56:45.762 --> 00:56:47.364
is beyond, you know,

00:56:47.664 --> 00:56:49.264
when it's in the clinic,

00:56:49.923 --> 00:56:51.744
it's look at who you're hiring.

00:56:52.485 --> 00:56:54.405
Is the person you're hiring somebody who

00:56:54.445 --> 00:56:55.344
gets sick a lot?

00:56:55.846 --> 00:56:58.286
Because there have been people we've hired

00:56:58.306 --> 00:57:00.226
in the past who are like freaking sick

00:57:00.387 --> 00:57:01.067
every month.

00:57:02.067 --> 00:57:03.206
And they're calling out sick.

00:57:03.228 --> 00:57:04.248
They have no guilt.

00:57:04.307 --> 00:57:06.409
They have no consciousness about calling

00:57:06.509 --> 00:57:07.048
out sick.

00:57:07.489 --> 00:57:08.969
Then there are people who will come into

00:57:09.009 --> 00:57:11.250
the clinic like you want to send that

00:57:11.769 --> 00:57:14.391
worker home because they, you know,

00:57:14.530 --> 00:57:17.032
are obviously like in horrible shape.

00:57:17.532 --> 00:57:18.032
Right.

00:57:18.072 --> 00:57:20.092
So one is who am I actually hiring?

00:57:20.172 --> 00:57:22.233
What is this person's work ethic and what

00:57:22.253 --> 00:57:22.815
are they like?

00:57:22.835 --> 00:57:23.934
What's their constitution?

00:57:24.516 --> 00:57:25.976
Two is, you know,

00:57:26.036 --> 00:57:27.677
what is the business that I've built?

00:57:27.717 --> 00:57:30.277
Have I built a business that says, hey,

00:57:30.378 --> 00:57:33.159
this is your therapist and only your

00:57:33.219 --> 00:57:34.000
therapist.

00:57:34.360 --> 00:57:35.460
And if I'm selling that,

00:57:35.481 --> 00:57:37.561
am I charging for the added value of

00:57:37.601 --> 00:57:38.722
that like Dave does?

00:57:39.702 --> 00:57:42.103
um and then who are the clients if

00:57:42.204 --> 00:57:44.103
i'm treating a bunch of chronic pain

00:57:44.523 --> 00:57:47.125
highly complex individuals who need

00:57:47.184 --> 00:57:48.945
specialized care who build these

00:57:49.005 --> 00:57:52.206
relationships with therapists i'm likely

00:57:52.246 --> 00:57:54.347
to be building a business that's very

00:57:54.427 --> 00:57:57.646
sticky patients don't just leave but on

00:57:57.666 --> 00:58:00.047
the flip side i'm paying the price because

00:58:00.847 --> 00:58:03.889
I'm shocked to hear Dave lets a full

00:58:03.909 --> 00:58:05.170
day of revenue go,

00:58:05.751 --> 00:58:07.813
but like a lot of us can't afford

00:58:07.853 --> 00:58:09.393
to lose a full day of revenue.

00:58:09.954 --> 00:58:12.056
Even if you're deferring that revenue down

00:58:12.096 --> 00:58:12.715
the road,

00:58:13.217 --> 00:58:14.697
if you're not opening an extra day on

00:58:14.757 --> 00:58:15.737
Saturday, Sunday,

00:58:15.797 --> 00:58:18.559
like how are you giving up, you know,

00:58:19.121 --> 00:58:22.163
a thousand or a ten thousand dollar day?

00:58:23.342 --> 00:58:24.123
That's crazy.

00:58:24.744 --> 00:58:27.126
So I think we have to take three

00:58:27.146 --> 00:58:27.987
steps deeper

00:58:28.938 --> 00:58:30.960
To first look at who you're hiring,

00:58:31.659 --> 00:58:33.820
then look at the system you're hiring that

00:58:33.860 --> 00:58:34.920
person into.

00:58:35.521 --> 00:58:36.880
Then, like Jimmy said,

00:58:37.422 --> 00:58:39.681
develop the solution to solve the problem.

00:58:39.742 --> 00:58:41.822
It could be a technology solution where

00:58:41.922 --> 00:58:43.882
immediately at, you know,

00:58:43.943 --> 00:58:45.664
eleven o'clock the night before when your

00:58:45.684 --> 00:58:47.164
therapist says, hey, I can't make it.

00:58:47.804 --> 00:58:49.644
It automates a text that goes out to

00:58:49.664 --> 00:58:51.206
the future patients to say, hey,

00:58:51.246 --> 00:58:52.146
this is what's going on.

00:58:53.003 --> 00:58:53.344
I don't know,

00:58:53.385 --> 00:58:55.266
but I don't think people are thinking

00:58:55.306 --> 00:58:57.230
about that when you're sitting there

00:58:57.269 --> 00:58:59.233
saying, I hate my job.

00:58:59.432 --> 00:59:00.313
I hate my life.

00:59:00.393 --> 00:59:01.996
I'm going to go start my own practice

00:59:02.016 --> 00:59:04.079
so I can work for myself.

00:59:04.159 --> 00:59:04.300
Yeah.

00:59:05.530 --> 00:59:06.010
I have to run.

00:59:06.132 --> 00:59:07.452
I think we need to spend a little

00:59:07.472 --> 00:59:09.012
bit more time on this topic maybe next

00:59:09.032 --> 00:59:10.492
time or in the next couple episodes,

00:59:11.213 --> 00:59:12.594
because there were more comments that I

00:59:12.673 --> 00:59:14.293
agreed with and disagreed with with that

00:59:14.333 --> 00:59:14.594
post.

00:59:14.634 --> 00:59:16.414
So there's there's some more, I think,

00:59:16.454 --> 00:59:16.994
to get into.

00:59:17.574 --> 00:59:17.735
Yeah.

00:59:17.775 --> 00:59:18.114
But yeah,

00:59:18.135 --> 00:59:19.416
it certainly depends on the practice.

00:59:19.456 --> 00:59:20.655
It depends on the team you're hiring.

00:59:20.735 --> 00:59:21.556
I agree with you, Tony.

00:59:21.576 --> 00:59:23.777
It depends on your patients and clientele,

00:59:24.157 --> 00:59:25.217
their expectations.

00:59:26.318 --> 00:59:27.478
I think a little bit also, again,

00:59:27.518 --> 00:59:28.119
with the payer,

00:59:28.239 --> 00:59:30.639
like is it insurance or versus out of

00:59:30.659 --> 00:59:30.960
pocket?

00:59:30.980 --> 00:59:32.239
There's different expectations there.

00:59:33.579 --> 00:59:35.460
For my parting shot,

00:59:35.740 --> 00:59:36.822
we kind of bounced around with different

00:59:36.862 --> 00:59:37.242
topics.

00:59:37.302 --> 00:59:40.842
But I always like just the simple focus

00:59:40.882 --> 00:59:41.784
on expectations, right?

00:59:41.804 --> 00:59:44.445
So whether it's the mailbox,

00:59:45.184 --> 00:59:47.206
here's how much it is for this solution

00:59:47.226 --> 00:59:48.547
for this result and how much it is

00:59:49.347 --> 00:59:51.248
very clear and just managing my

00:59:51.288 --> 00:59:54.548
expectations with that example versus even

00:59:54.568 --> 00:59:55.789
what we're talking about now with like

00:59:55.989 --> 00:59:57.530
cancels and if you have a therapist that's

00:59:57.690 --> 00:59:58.170
that's sick,

00:59:58.771 --> 01:00:00.090
what are the expectations around that?

01:00:00.311 --> 01:00:01.771
So that's my parting shot for today.

01:00:04.266 --> 01:00:05.445
Jimmy,

01:00:05.525 --> 01:00:07.407
I would say keep it stunningly simple.

01:00:07.586 --> 01:00:08.827
Keep it as simple as possible.

01:00:09.186 --> 01:00:10.108
Understand what business you're.

01:00:10.188 --> 01:00:10.347
I mean,

01:00:10.367 --> 01:00:11.688
it's the same damn parting shot every

01:00:11.728 --> 01:00:14.068
time, but keep it as simple as possible.

01:00:14.108 --> 01:00:15.489
This few point points is failure.

01:00:16.449 --> 01:00:18.369
And I say, guys, guys,

01:00:18.610 --> 01:00:21.150
let's congratulate Jimmy on his new

01:00:21.190 --> 01:00:21.670
venture.

01:00:22.251 --> 01:00:23.632
Looking forward to seeing it.

01:00:23.731 --> 01:00:26.572
We'll catch you guys Thursday at eight

01:00:26.612 --> 01:00:27.313
thirty Eastern.

01:00:27.333 --> 01:00:27.612
See you guys.

01:00:27.632 --> 01:00:27.813
That's it.

01:00:27.833 --> 01:00:28.012
We're out.

01:00:28.032 --> 01:00:31.373
What the hell are you doing?

01:00:31.853 --> 01:00:34.735
Tony Maritano on YouTube at Total Therapy

01:00:34.775 --> 01:00:35.315
Solution.

01:00:35.376 --> 01:00:36.376
Find Dave Kittle at

01:00:36.396 --> 01:00:39.597
conciergepainrelief.com and on YouTube at

01:00:39.617 --> 01:00:40.777
The Dave Kittle Show.

01:00:41.117 --> 01:00:44.260
And follow Jimmy McKay at PT Podcasts on

01:00:44.280 --> 01:00:45.420
YouTube, the socials,

01:00:45.519 --> 01:00:47.300
and wherever you binge podcasts you

01:00:47.320 --> 01:00:48.981
pretend are for CEUs.

01:00:49.282 --> 01:00:50.722
And hey, just a reminder,

01:00:51.202 --> 01:00:52.543
none of this was for advice.

01:00:52.563 --> 01:00:54.003
This was for entertainment only.

01:00:54.304 --> 01:00:55.684
Our lawyers say that counts.

01:00:55.784 --> 01:00:56.666
Thanks, Keith.