Physical Therapists Need to Stop Selling Visits

WEBVTT

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Okay.

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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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Unfortunately for everybody,

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I'm the only person on camera,

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so you have to look at me.

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I'm Jimmy McKay.

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That's Tony Meritato,

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the disembodied voice,

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and Dave Kittle will be here in a

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minute.

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Tony, how's it going, man?

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Good.

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I've got a funny story to share.

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Last week,

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you and I were talking about weight loss

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and using AI and doing all this stuff

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and I said, you know,

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like when i was in my forties late

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thirties i i understood the math you move

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five uh two hundred and fifty calories a

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day more you eat two hundred and fifty

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calories a day less you lose a pound

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of fat a week and i said now

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in my fifties it doesn't work but i

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found something that does what is what is

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that

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What do you think?

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I'll give you one guess and it's not

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AI.

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Dave would be proud.

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There's no technology involved.

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In fact, it's the opposite of technology.

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Did you get sick?

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Yes.

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Biology is the opposite of technology,

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but that'll do the trick.

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Here's the deal.

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I'm at home.

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I've got four boys.

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We have a dual air fryer and they're

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constantly using it.

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I find a raw hamburger patty.

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We have frozen hamburger patties.

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So I find a raw hamburger patty sitting

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in the air fryer.

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I'm like, oh shit,

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I can't let this go to waste.

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It was probably from the night before,

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but I have no idea.

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It didn't smell rancid.

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So I cooked it and then I ate

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it.

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And then for like a week going on

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to a week and a half,

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I just cannot like eat well, normal.

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My stomach is upset after like two bites

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of just about anything.

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I'm down ten pounds.

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It was miserable, but it's not like food.

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Ten pounds,

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but it's not like food poisoning because I

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never threw up.

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I wanted to throw up,

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but I didn't throw up.

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It was just weird.

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It was weird.

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Now, I had the GI stuff,

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but not the like vomiting.

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And so, of course,

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I put it in the chat GPT and

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I'm like, hey, you know.

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I haven't run for a week.

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I need to get back to running.

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What do I do about it?

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And it's like, well, do this, do this,

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do this.

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Okay.

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I've lost nearly ten pounds in about ten

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days.

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And it's like, well,

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it's probably just water weight and low

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glycogen storage.

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And I'm like, you bitch.

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Tell me I'm losing fat with all the

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suffering.

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That ain't how it works, man.

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You got to suffer for longer than that,

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a week,

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but

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I mean, that does show you, like,

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so the reason we're talking about this,

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if you missed the last episode, is,

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and we can talk briefly about how we

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use it,

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because I used AI does not tell the

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whole story.

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Like, there's some skill to it.

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There's some tricks to it.

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There's some other stuff to it.

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Yeah.

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When I started using AI, I was like,

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I want to get fit and lose weight.

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And I went up four pounds for the

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first week.

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And only yesterday did I actually go down

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a pound from my original weight.

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And then, of course, I was like,

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it's always giving me like this,

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not toxic positivity, but a little for me,

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a little too much.

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I'm a silver lining guy,

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but I'm more of my realist or an

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optimist, pessimist, realist.

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I'm more of a realist.

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I'm like, give it to me straight.

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You're not doing it well enough,

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so I'll do it better.

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So I just dropped one pound in the

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last week and a half,

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two weeks of on purpose doing what I'm

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doing.

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And we can talk about how we're doing

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it as well.

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How are you using it?

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Did you create just a chat and how

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did you start it?

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Like get to the nitty gritty because it

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might seem boring,

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but this is a differentiator.

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For which part?

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For the AI, how did you start it?

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Are you just having a conversation with

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ChatGPT?

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Did you start off with goals?

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Did you start off with a weight and

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body mass index?

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Or how in-depth did you go with it?

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So for reference,

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just so we're talking about the same

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thing, the weight loss was pure stupidity.

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No AI involved.

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You're using AI after running.

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The running, yeah.

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So yeah, I started a chat.

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And like I do with all projects like

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this, and I do the same on Gemini.

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It's not just ChatGPT.

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I started chat.

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I feed the chat the information.

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So I went into my running app because

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I had been running prior,

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grab all the analytics out of my running

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app, upload the running analytics,

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distance, time, frequency, intensity.

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Then I put in my blood pressure.

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I put in my body weight.

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I put in kind of a little emotional

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like, hey, this is what I've been feeling.

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This is

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after every run, yeah, this is, you know,

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what, uh, what it felt like,

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was it hard?

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Was it easy rate of perceived exertion

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kind of stuff?

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Um,

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And then we just,

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every single day I take new screenshots of

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the new, new analytics.

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I put it in there.

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I do this with my social media stuff.

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I do this when I want to grow

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a garden.

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I do this with any,

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any related thing that I'm going to use

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AI to help me track and monitor.

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And each one's a separate chat.

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And then once the chat gets a little

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too long, what?

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Each one's a separate chat?

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No, no, like the running is a chat.

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The gardening is a chat.

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The food, yeah.

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Once the chat gets too long,

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AI starts to degrade.

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So then either I get a summary,

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a synopsis of what we've done and then

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start a new chat or reintegrate,

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put new analytics,

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like update everything and say,

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here's the new starting point.

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Let's go from here.

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I just had to do that with my

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social media stuff.

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It was starting to lose the analytics.

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I started a new chat,

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put in fresh analytics from the weekend,

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uh, thirty days back and I said, okay,

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now this is where we're starting.

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These are the goals.

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These are the objectives.

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Yeah,

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I do a couple of things like same

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thing.

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We'll just stay with health.

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It's I started here.

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I am.

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Here's my goals.

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I was going to list all the pieces

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of athletic equipment that I had.

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Then I want to just taking pictures and

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I'm like, I don't know,

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inventory this bang, bang, bang, bang,

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bang.

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I like doing this.

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I don't like doing this.

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And then it started by saying,

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every morning I want your starting weight.

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And it's like the third day of me

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going up three pounds.

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It was like, okay,

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let's only review the actual weight every

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two or three days because it really isn't

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about short term.

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It's about long term.

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It's being a little bit of toxic

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positivity.

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it gives me some breakdowns and i keep

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it simple too when i get off the

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peloton i'm not sitting there telling it

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i'm not writing down how many kilojoules i

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did i'm just taking a picture here's my

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analytics here's how i did i verbally you

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know just here's what i ate here's what

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i did got it got it make some

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sense out of that and it gives me

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a plan for the next couple of days

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let's get dave in it in on it

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are you using are you using sort of

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that sort of chat feature at all in

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in health or you just no

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Is this a different feature in ChatGPT or

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Gemini?

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No, no.

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Just using it.

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Saying, hey,

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you're now my health and fitness coach or

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I just need another set of ears for

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this.

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Here's where I am.

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Here's what I did.

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If I want this goal,

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what would you recommend or things like

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that?

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You know, I'd be curious from Dave.

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Dave uses a business coach,

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a personal coach.

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Do you also use any AI as that

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business personal coach?

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And what's the difference between the two?

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Like,

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what does Sturdy bring to the table that

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an AI can't?

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I mean,

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as much AI can pull from other...

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areas of knowledge bases and all that,

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like sturdy had six locations.

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He had a big team,

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fifty or something employees or more sold

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it.

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Right.

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Charge out of pocket in a major city

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in San Francisco,

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similar to what I'm trying to do in

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New York City.

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So he's already been there and done it.

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And I mean, OK,

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the one the one thing that I think

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is really easy is if I have to

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do some takeaway thing like homework or,

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you know, hey, work on this, you know,

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before it was like,

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No.

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make core values like what are the things

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that annoy you in your business uh and

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usually like the things that frustrate you

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and annoy you usually that's like you can

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pull your core values out of that because

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it's things that you like inherently like

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hate or don't want to exemplify in your

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business right so like i can put that

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in the chat gpt and i can say

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hey even you know remind me in a

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week or two but like there is there

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is no onus that is different than a

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human where i have to be accountable to

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another human this is why we talk about

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one-on-one like we talk about in person

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physical therapy versus digital stuff

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That's one thing.

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I mean,

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AI can have access to unlimited

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information.

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But usually I have a Thursday call with

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Sturdy,

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three out of the four Thursdays of every

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month.

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So if I have to do something that

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we're going to discuss on the next call,

00:09:27.304 --> 00:09:28.426
I have way more...

00:09:29.919 --> 00:09:33.482
I have way more of accountability that I

00:09:33.523 --> 00:09:34.943
need to show up for that next call

00:09:35.344 --> 00:09:37.326
with the thing that I'm working on or

00:09:37.346 --> 00:09:39.667
already done or send questions or, hey,

00:09:39.687 --> 00:09:40.447
this is what I'm working on.

00:09:40.467 --> 00:09:41.548
What do you think so far?

00:09:42.168 --> 00:09:43.950
Or I send him agendas.

00:09:44.009 --> 00:09:46.312
I send him updates of wins and challenges.

00:09:46.412 --> 00:09:48.133
And here's how the week is going or

00:09:48.173 --> 00:09:50.134
here's how last week was going before

00:09:50.914 --> 00:09:52.096
between last call and this call.

00:09:54.910 --> 00:09:56.351
Maybe you could do all of that in

00:09:56.451 --> 00:09:56.812
AI,

00:09:57.272 --> 00:10:00.092
but it's no different than like people

00:10:00.133 --> 00:10:01.692
like have it have a hundred apps on

00:10:01.712 --> 00:10:03.594
their phone and like no one takes any

00:10:03.693 --> 00:10:04.374
app seriously.

00:10:04.413 --> 00:10:06.475
People have the running apps and the diet

00:10:06.534 --> 00:10:08.154
apps and the food apps and all this

00:10:08.174 --> 00:10:08.995
type of stuff.

00:10:09.495 --> 00:10:11.275
And a lot of our country is still

00:10:11.437 --> 00:10:13.996
overweight and out of shape and unhealthy

00:10:14.017 --> 00:10:14.498
and unwell.

00:10:14.557 --> 00:10:14.778
Right.

00:10:14.798 --> 00:10:17.979
So I still use GPT and Gemini more

00:10:18.019 --> 00:10:18.739
for exercise.

00:10:19.099 --> 00:10:22.220
generating social media captions images

00:10:22.259 --> 00:10:25.059
sometimes uh we were talking about the the

00:10:25.100 --> 00:10:26.620
rates and the investment pricing that i'm

00:10:26.640 --> 00:10:29.480
working on the graphic that we we

00:10:29.500 --> 00:10:30.701
discussed over the weekend i wanted to get

00:10:30.721 --> 00:10:33.961
your guys input um more like more like

00:10:33.981 --> 00:10:35.461
that stuff maybe some i used it for

00:10:35.621 --> 00:10:38.523
sops i've used it for my my last

00:10:38.562 --> 00:10:41.024
couple full-time w-two hires like the

00:10:41.124 --> 00:10:43.504
actual like agreements and contracts like

00:10:43.524 --> 00:10:45.804
the master employment agreement that says

00:10:45.884 --> 00:10:46.985
no moonlighting and

00:10:47.684 --> 00:10:50.187
company property to return company

00:10:50.227 --> 00:10:52.210
property or any other like intellectual

00:10:52.250 --> 00:10:54.272
property or like not stealing patient

00:10:54.312 --> 00:10:55.553
records and all that type of stuff.

00:10:55.953 --> 00:10:58.056
There was like five of those contracts or

00:10:58.115 --> 00:11:00.359
agreements that I use chat GPT and Gemini

00:11:00.418 --> 00:11:02.821
for to then have my therapist sign.

00:11:04.024 --> 00:11:04.365
But no,

00:11:04.565 --> 00:11:06.586
I'm not using it for health and wellness.

00:11:06.686 --> 00:11:07.066
I'm not.

00:11:07.385 --> 00:11:10.365
I have used it for creating a workout

00:11:10.405 --> 00:11:10.726
plan.

00:11:10.826 --> 00:11:12.187
But it's like then I had this knee

00:11:12.206 --> 00:11:13.787
that I messed up.

00:11:13.826 --> 00:11:14.287
I bumped.

00:11:14.547 --> 00:11:15.508
I slid on my knee.

00:11:15.548 --> 00:11:16.067
It was swollen.

00:11:16.107 --> 00:11:16.788
I had it drained.

00:11:16.827 --> 00:11:17.648
It swelled back up.

00:11:17.707 --> 00:11:18.347
It was bruised.

00:11:18.388 --> 00:11:20.469
Now it's it's ninety percent.

00:11:20.528 --> 00:11:21.369
I'm still running on it,

00:11:21.408 --> 00:11:22.568
working out on it, spring on it.

00:11:22.589 --> 00:11:24.750
But I'm not working out every day like

00:11:24.789 --> 00:11:25.370
I want to.

00:11:25.769 --> 00:11:27.129
Plus, I'm in baseball season.

00:11:27.190 --> 00:11:27.370
Right.

00:11:27.409 --> 00:11:29.110
So I have used it for.

00:11:30.110 --> 00:11:32.270
Hey, ChatGPT, here's my goals.

00:11:32.311 --> 00:11:33.351
I want to break a sweat every day.

00:11:33.412 --> 00:11:35.011
Here's the equipment I have access to in

00:11:35.032 --> 00:11:35.591
my home gym.

00:11:36.072 --> 00:11:38.592
Here's the exercise that I like, squats,

00:11:38.613 --> 00:11:40.212
deadlifts, lunges, all that type of stuff.

00:11:41.413 --> 00:11:41.854
But no,

00:11:41.874 --> 00:11:43.254
I haven't used it for any other

00:11:43.313 --> 00:11:45.774
accountability or tracking anything else

00:11:45.994 --> 00:11:49.075
or giving it information like Tony was

00:11:49.095 --> 00:11:49.315
saying.

00:11:49.975 --> 00:11:52.796
Here's my RPE or here's how I felt

00:11:52.895 --> 00:11:54.035
or here, this and that.

00:11:54.056 --> 00:11:56.017
So I haven't used it to that extent.

00:11:56.976 --> 00:11:57.697
Maybe I will in the future.

00:11:57.716 --> 00:11:57.956
We'll see.

00:12:00.216 --> 00:12:01.258
don't know what the i don't know what

00:12:01.278 --> 00:12:04.100
the formula is but it's definitely some

00:12:04.140 --> 00:12:06.462
percentage of new information and some

00:12:06.822 --> 00:12:08.524
percentage confirmation of what you

00:12:08.565 --> 00:12:10.506
already sort of know like i'm asking it

00:12:10.527 --> 00:12:12.107
what to buy at the store and like

00:12:12.288 --> 00:12:13.769
eighty percent of it i'm like i knew

00:12:13.789 --> 00:12:15.692
that but twenty percent i'm like if you

00:12:15.711 --> 00:12:17.293
give me a couple things that i could

00:12:17.352 --> 00:12:19.554
eat that i like that aren't bad you

00:12:19.575 --> 00:12:20.976
know i'm using air quotes for bad

00:12:22.158 --> 00:12:23.118
then I would appreciate that.

00:12:23.138 --> 00:12:24.698
And I sort of knew eighty percent of

00:12:24.739 --> 00:12:25.139
it already.

00:12:25.198 --> 00:12:25.419
Right.

00:12:25.500 --> 00:12:27.120
Lean chicken, lean, lean, lean.

00:12:27.620 --> 00:12:27.941
Right.

00:12:28.160 --> 00:12:29.081
But vegetables.

00:12:29.261 --> 00:12:30.442
This is a surprise to me.

00:12:30.503 --> 00:12:31.604
Right.

00:12:31.663 --> 00:12:34.184
I went and bought Greek yogurt and then

00:12:34.485 --> 00:12:36.086
told me I bought the wrong Greek yogurt

00:12:36.105 --> 00:12:37.346
because it's like that one's the fake.

00:12:37.386 --> 00:12:38.107
That's all the sugar.

00:12:38.128 --> 00:12:38.748
I got it.

00:12:38.788 --> 00:12:39.128
Got it.

00:12:39.207 --> 00:12:39.447
Got it.

00:12:39.469 --> 00:12:40.649
Got it.

00:12:40.688 --> 00:12:43.671
Do you want to talk about your the

00:12:43.711 --> 00:12:44.552
thing that you share with us,

00:12:44.611 --> 00:12:47.113
the graphic and the thing that Dave or

00:12:47.153 --> 00:12:47.933
Tony gave feedback on?

00:12:48.570 --> 00:12:50.270
Yeah, let's talk about that.

00:12:50.711 --> 00:12:52.591
And then if you get a chance,

00:12:52.851 --> 00:12:54.852
let's see if you can pull up the

00:12:54.993 --> 00:12:57.354
post on Facebook that shows other people's

00:12:57.374 --> 00:13:00.134
pricing from the uncaged clinician.

00:13:00.154 --> 00:13:01.456
Because I think it'd be good for people

00:13:01.475 --> 00:13:03.817
to see what people are saying they charge.

00:13:04.476 --> 00:13:04.797
Yeah.

00:13:04.856 --> 00:13:05.557
And that's actually,

00:13:05.658 --> 00:13:07.317
it's so funny because that's what prompted

00:13:07.357 --> 00:13:09.778
me to, because over the, on Saturday,

00:13:10.139 --> 00:13:11.980
I had two like warm leads that called

00:13:12.080 --> 00:13:14.421
in for home visits in New York City.

00:13:14.620 --> 00:13:17.623
And that's, I texted like a paragraph

00:13:18.409 --> 00:13:20.331
like you know separated with white space

00:13:20.350 --> 00:13:22.253
in between and bulleted like here's how

00:13:22.273 --> 00:13:25.394
much we charge or whatever but I was

00:13:25.434 --> 00:13:26.696
like you know what I don't know why

00:13:26.716 --> 00:13:28.897
I just like this doesn't look professional

00:13:28.917 --> 00:13:30.717
like texting all these rates or whatever

00:13:30.758 --> 00:13:32.879
like it should be like a for better

00:13:32.960 --> 00:13:34.821
or for worse names like uh like a

00:13:34.880 --> 00:13:37.143
menu card something where it's like so

00:13:37.163 --> 00:13:39.604
that the person when they get it they're

00:13:39.624 --> 00:13:41.625
less likely to negotiate or haggle on it

00:13:41.686 --> 00:13:42.986
because they're like oh this is like

00:13:43.975 --> 00:13:45.937
a business already has this created like

00:13:45.996 --> 00:13:47.658
on a menu as opposed to,

00:13:48.499 --> 00:13:50.080
I'm texting you like,

00:13:50.200 --> 00:13:51.780
like when the contractor, you know,

00:13:52.541 --> 00:13:53.461
or the plumber or whatever,

00:13:53.501 --> 00:13:54.643
like writes out like on a piece of

00:13:54.682 --> 00:13:55.822
paper, like, you know, this is the,

00:13:55.842 --> 00:13:57.344
and this is, you know, and this is,

00:13:57.364 --> 00:13:57.604
and so,

00:14:01.982 --> 00:14:02.363
it looks,

00:14:02.683 --> 00:14:03.865
I think it could make it a little

00:14:03.884 --> 00:14:04.365
more formal.

00:14:04.384 --> 00:14:05.966
So that was, that was the post, Tony,

00:14:05.986 --> 00:14:06.527
that actually,

00:14:07.028 --> 00:14:08.708
I think around Friday or Saturday that I

00:14:08.788 --> 00:14:10.350
saw that we saw the same post on,

00:14:10.471 --> 00:14:12.592
on cage clinician about the title of that

00:14:12.633 --> 00:14:12.873
post.

00:14:12.893 --> 00:14:13.793
So I can find it.

00:14:13.854 --> 00:14:15.355
Cause I'm seeing a lot.

00:14:15.375 --> 00:14:17.197
They were asking what cash-based

00:14:17.216 --> 00:14:18.177
therapists are charging.

00:14:18.197 --> 00:14:19.938
All right.

00:14:19.999 --> 00:14:20.700
I'll look for it.

00:14:21.299 --> 00:14:21.600
Yeah.

00:14:21.980 --> 00:14:22.601
In the meantime,

00:14:22.721 --> 00:14:25.163
do you have the screenshot of what Dave

00:14:25.244 --> 00:14:25.624
put up?

00:14:26.144 --> 00:14:28.067
Yeah.

00:14:28.167 --> 00:14:28.386
Yeah.

00:14:29.760 --> 00:14:32.744
So, I mean, just real quick, visually,

00:14:33.144 --> 00:14:35.486
from me looking at this immediately on the

00:14:35.506 --> 00:14:36.967
phone, the big thing that stands out,

00:14:36.988 --> 00:14:39.910
it's hard to read, the font itself.

00:14:40.130 --> 00:14:42.933
It's fancy, it's professional, but it's,

00:14:43.514 --> 00:14:44.475
you know, just kind of...

00:14:45.456 --> 00:14:47.096
Like I have to do one of those,

00:14:47.378 --> 00:14:48.918
like tilt my head back,

00:14:48.979 --> 00:14:51.320
five hundred and fifty if Saturday,

00:14:51.400 --> 00:14:53.022
Sunday and a couple other things.

00:14:53.081 --> 00:14:57.164
And then, of course, a variety of stuff.

00:14:57.904 --> 00:15:00.947
And I do think me included.

00:15:00.967 --> 00:15:01.648
I love the feedback.

00:15:01.668 --> 00:15:03.610
Keep it coming.

00:15:03.649 --> 00:15:04.389
Me included.

00:15:04.549 --> 00:15:05.431
It's just, you know,

00:15:05.870 --> 00:15:07.371
we got to think about who the client

00:15:07.511 --> 00:15:07.652
is.

00:15:08.533 --> 00:15:10.634
am I putting the responsibility on the

00:15:10.673 --> 00:15:12.754
client of, I don't know,

00:15:12.854 --> 00:15:13.673
what do I choose?

00:15:13.693 --> 00:15:14.754
Do I do twenty four?

00:15:14.794 --> 00:15:15.715
Do I do twelve?

00:15:15.754 --> 00:15:17.855
Like, how do I know what to choose?

00:15:18.475 --> 00:15:20.836
As opposed to just saying, like, here,

00:15:20.995 --> 00:15:21.995
this is what it is.

00:15:22.035 --> 00:15:23.155
This is what we're going to do.

00:15:23.235 --> 00:15:24.756
Or I love what you said.

00:15:24.836 --> 00:15:26.076
Like, it needs a name.

00:15:26.116 --> 00:15:27.317
Jimmy's golden rule.

00:15:27.356 --> 00:15:28.998
Like, everything needs a name.

00:15:29.398 --> 00:15:32.038
So just give me the Dave starter package.

00:15:32.479 --> 00:15:33.678
This is what everybody gets.

00:15:33.818 --> 00:15:35.899
Nobody gets to start with just one thing.

00:15:35.999 --> 00:15:37.720
You don't get to just buy and avow.

00:15:39.044 --> 00:15:41.826
start with the starter package or if

00:15:41.846 --> 00:15:43.785
you're the other route like the mechanic

00:15:43.806 --> 00:15:45.566
across the street okay seventy dollar

00:15:45.586 --> 00:15:47.567
diagnostic a hundred and fifty dollar

00:15:47.586 --> 00:15:50.346
whatever and that'll be applied to what we

00:15:50.386 --> 00:15:52.727
agree on after that or this is the

00:15:52.768 --> 00:15:58.489
minimum you know yeah two things this felt

00:15:58.509 --> 00:16:00.869
like a new york city uh parking sign

00:16:01.389 --> 00:16:03.269
which is you can park here on even

00:16:03.289 --> 00:16:03.669
days

00:16:04.703 --> 00:16:05.985
but not on odd days,

00:16:06.085 --> 00:16:06.845
except on the weekend,

00:16:06.904 --> 00:16:08.346
unless it's a holiday.

00:16:08.365 --> 00:16:09.865
And I'm like,

00:16:09.885 --> 00:16:11.706
do I park here or not?

00:16:12.187 --> 00:16:12.927
Or not?

00:16:12.967 --> 00:16:13.628
Bro, bro, you know,

00:16:13.687 --> 00:16:14.849
it says what day of the week,

00:16:14.869 --> 00:16:15.808
you know, what day of the week.

00:16:15.849 --> 00:16:18.289
So if you listen, I, by the way,

00:16:18.370 --> 00:16:18.789
just, just,

00:16:18.910 --> 00:16:20.370
just if anyone is watching or listening,

00:16:20.410 --> 00:16:21.971
like I do this on purpose,

00:16:22.052 --> 00:16:24.273
I want to hear your actual role feedback.

00:16:24.293 --> 00:16:28.335
But look at the first line, five fifty.

00:16:28.455 --> 00:16:30.135
If Saturday or Sunday say weekend.

00:16:31.456 --> 00:16:32.236
Why use two words?

00:16:32.277 --> 00:16:32.376
Yeah.

00:16:34.024 --> 00:16:35.166
Well, it could be weekend.

00:16:35.485 --> 00:16:36.546
I just I want it to be just

00:16:36.586 --> 00:16:37.145
very clear.

00:16:37.407 --> 00:16:38.086
So, you know, which day.

00:16:38.106 --> 00:16:39.126
But yes, it could be weekend.

00:16:39.326 --> 00:16:40.988
But I wouldn't want to say week day

00:16:41.028 --> 00:16:42.568
because I feel like some people might not

00:16:42.609 --> 00:16:44.610
even like a weekday is Monday through

00:16:44.629 --> 00:16:44.929
Sunday.

00:16:45.009 --> 00:16:46.129
Some people might think, I don't know.

00:16:46.149 --> 00:16:48.130
So it could say weekend and then Monday

00:16:48.150 --> 00:16:48.671
through Friday.

00:16:49.131 --> 00:16:49.812
And no point.

00:16:49.912 --> 00:16:51.932
Every weekend is Saturday, Sunday.

00:16:53.148 --> 00:16:55.428
But anyway,

00:16:55.448 --> 00:16:58.350
I would say that because likely the twenty

00:16:58.370 --> 00:17:00.371
four visit of a twelve visit needs some

00:17:00.831 --> 00:17:01.592
explaining,

00:17:02.452 --> 00:17:04.433
doing it in this format is too much.

00:17:04.473 --> 00:17:05.795
Like you want to look him in the

00:17:05.974 --> 00:17:07.395
eye and you've got to decide whether this

00:17:07.455 --> 00:17:09.116
person is even right, right for them.

00:17:09.501 --> 00:17:11.663
So I ran it and I sort of

00:17:11.702 --> 00:17:13.763
jotted down my notes and then vomited this

00:17:13.784 --> 00:17:14.983
thing into AI and said,

00:17:15.545 --> 00:17:16.984
I want you to explain it to me

00:17:17.204 --> 00:17:19.086
if I was,

00:17:19.125 --> 00:17:20.386
and I usually pick my sort of Mount

00:17:20.446 --> 00:17:20.926
Rushmore,

00:17:21.807 --> 00:17:23.647
which is like Rory Sutherland or Seth

00:17:23.688 --> 00:17:25.308
Godin, Gary Vee.

00:17:25.368 --> 00:17:27.329
Gary Vee just wants a graphic, right?

00:17:27.369 --> 00:17:29.530
Just of Dave punching pain in the face

00:17:29.570 --> 00:17:29.931
or whatever.

00:17:30.351 --> 00:17:31.951
But yeah, a lot of it was like,

00:17:31.991 --> 00:17:32.571
we understand like,

00:17:32.632 --> 00:17:33.712
what are you solving for?

00:17:33.752 --> 00:17:35.373
Because the headline says rates,

00:17:35.393 --> 00:17:36.374
investment and pricing.

00:17:37.034 --> 00:17:38.756
but doesn't say what you're solving for.

00:17:39.415 --> 00:17:40.136
Even your name,

00:17:40.156 --> 00:17:41.438
even the name of the organization,

00:17:41.498 --> 00:17:42.378
Concierge Pain Relief,

00:17:43.119 --> 00:17:44.980
says more about what you're solving.

00:17:45.221 --> 00:17:47.083
So what are we solving for here?

00:17:47.423 --> 00:17:49.164
So if someone who didn't really understand

00:17:49.184 --> 00:17:50.165
what your business was,

00:17:50.787 --> 00:17:51.867
would they understand what we're...

00:17:52.008 --> 00:17:52.788
Because right now, everything,

00:17:53.308 --> 00:17:55.750
the largest font is price.

00:17:56.451 --> 00:17:58.193
So right now, you're competing on price.

00:17:58.334 --> 00:17:59.535
And that's not what you want to compete

00:17:59.575 --> 00:17:59.654
on.

00:17:59.815 --> 00:18:00.055
No,

00:18:00.355 --> 00:18:01.938
equally it says investment at the same

00:18:01.978 --> 00:18:02.239
font.

00:18:02.278 --> 00:18:03.701
And I want it to be investment as

00:18:03.760 --> 00:18:05.502
opposed to here's our menu.

00:18:05.542 --> 00:18:08.627
Here's how much it costs, right?

00:18:08.748 --> 00:18:10.590
So it could just say pricing.

00:18:10.830 --> 00:18:12.073
It could just say rates and pricing.

00:18:13.335 --> 00:18:15.297
So I have investment in their own purpose

00:18:15.317 --> 00:18:17.278
to convey that you're investing in your

00:18:17.298 --> 00:18:18.078
health and wellness.

00:18:18.878 --> 00:18:20.000
No, it's not a title.

00:18:20.099 --> 00:18:21.800
It's not like, you know, whatever,

00:18:22.121 --> 00:18:22.622
like Tony said,

00:18:22.662 --> 00:18:24.663
like your starter package or whatever.

00:18:24.682 --> 00:18:26.023
Like it's not a formal title.

00:18:26.503 --> 00:18:27.924
But when people are like, well,

00:18:27.944 --> 00:18:28.665
how much does it cost?

00:18:28.685 --> 00:18:29.705
Like if you don't take insurance,

00:18:29.746 --> 00:18:30.307
how much is it?

00:18:30.646 --> 00:18:31.887
How much is it out of pocket?

00:18:32.644 --> 00:18:32.845
Yeah.

00:18:33.046 --> 00:18:34.467
Also, like this is probably just from AI,

00:18:34.507 --> 00:18:35.689
but it says five fifty,

00:18:35.709 --> 00:18:37.671
then five fifty again and fifty and three

00:18:37.691 --> 00:18:38.132
fifty again.

00:18:38.311 --> 00:18:38.732
Like really.

00:18:38.752 --> 00:18:40.173
Yeah.

00:18:40.375 --> 00:18:42.076
That is a little that is a little

00:18:42.156 --> 00:18:42.576
redundant.

00:18:42.637 --> 00:18:43.459
But by the way,

00:18:43.699 --> 00:18:45.201
if anyone doesn't know me or anything like

00:18:45.461 --> 00:18:47.262
we specifically say this.

00:18:47.963 --> 00:18:50.605
and show it or disclose it by saying

00:18:50.744 --> 00:18:53.946
five fifty for weekends as a price anchor

00:18:54.366 --> 00:18:55.626
right you drive you drive by a car

00:18:55.646 --> 00:18:57.488
dealership and it's like this car used to

00:18:57.508 --> 00:19:00.128
be five grand now it's now it's now

00:19:00.189 --> 00:19:01.769
it's one thousand nine hundred and ninety

00:19:01.809 --> 00:19:03.230
nine dollars right so now you're like oh

00:19:03.250 --> 00:19:04.631
that's like a that's like a deal like

00:19:04.691 --> 00:19:06.531
it you know i'm getting a deal like

00:19:06.571 --> 00:19:08.192
it was did you did you

00:19:08.613 --> 00:19:10.433
every every single price every single

00:19:10.453 --> 00:19:12.414
thing on amazon is like the retail price

00:19:12.434 --> 00:19:14.056
and it's like crossed out or in gray

00:19:14.355 --> 00:19:16.057
and then it's like the orange like here's

00:19:16.116 --> 00:19:17.856
exactly what you're actually paying it's

00:19:18.077 --> 00:19:20.538
there's price anchoring everywhere um so

00:19:20.578 --> 00:19:21.838
that's why we do it like and some

00:19:21.878 --> 00:19:23.599
people will say yeah some people will want

00:19:23.619 --> 00:19:25.441
to do weekends without a price anchor

00:19:25.480 --> 00:19:26.821
they'll be like yeah all right five fifty

00:19:26.902 --> 00:19:29.083
and it like that's but what are they

00:19:29.123 --> 00:19:30.864
buying there they're buying i can't take a

00:19:30.903 --> 00:19:32.983
day off of work and get this relief

00:19:33.025 --> 00:19:34.484
so i want i'll be buying more because

00:19:34.585 --> 00:19:35.586
i need it no

00:19:36.519 --> 00:19:38.661
They're buying speed, promptness.

00:19:38.740 --> 00:19:40.002
There's a clip floating around the

00:19:40.042 --> 00:19:42.726
internet and it's the actor that plays

00:19:42.945 --> 00:19:45.568
Hank Schrader in Breaking Bad,

00:19:45.628 --> 00:19:46.609
but it's not that show.

00:19:46.890 --> 00:19:48.872
And it's two guys that are buddies and

00:19:48.892 --> 00:19:50.013
they're selling cars.

00:19:50.614 --> 00:19:52.596
And there's one guy who's clearly,

00:19:52.655 --> 00:19:53.877
clearly shady.

00:19:54.903 --> 00:19:56.045
And he's like getting into a car.

00:19:56.065 --> 00:19:57.346
He's like, I need a car right now.

00:19:57.925 --> 00:19:59.346
And the guy goes, oh,

00:19:59.386 --> 00:20:00.067
we just got this.

00:20:00.087 --> 00:20:01.067
He goes, how much is this car?

00:20:01.087 --> 00:20:02.128
He's sitting in it in front of the

00:20:02.148 --> 00:20:03.250
wheel going, how much is this car?

00:20:03.269 --> 00:20:04.470
I need to drive this car away today.

00:20:05.290 --> 00:20:06.451
And he's like, it's so new.

00:20:06.471 --> 00:20:07.792
We haven't even priced it yet.

00:20:07.853 --> 00:20:08.452
Hang on.

00:20:08.913 --> 00:20:11.234
And he yells across the lot to his

00:20:11.454 --> 00:20:12.155
co-founder.

00:20:12.855 --> 00:20:14.237
And he goes, hey, man,

00:20:14.436 --> 00:20:15.377
how much is this?

00:20:15.438 --> 00:20:17.298
And the guy goes, fifty two hundred.

00:20:17.398 --> 00:20:18.740
And the guy goes, what?

00:20:18.819 --> 00:20:20.442
And he goes, fifty two hundred.

00:20:20.501 --> 00:20:22.442
And he goes, he said twenty two hundred.

00:20:22.482 --> 00:20:24.505
And the guy in the car clearly heard

00:20:24.525 --> 00:20:28.647
the guy say fifty two.

00:20:29.067 --> 00:20:30.148
And goes, he said,

00:20:30.249 --> 00:20:31.269
I can put you in this for twenty

00:20:31.289 --> 00:20:31.490
two.

00:20:31.549 --> 00:20:32.530
And he goes, wait a minute,

00:20:32.730 --> 00:20:34.731
if I give you twenty two hundred dollars

00:20:34.932 --> 00:20:36.693
right now and he goes, well,

00:20:36.753 --> 00:20:37.854
I don't know, make me an offer.

00:20:38.714 --> 00:20:39.816
And then he bang, he does it.

00:20:39.836 --> 00:20:41.737
And then you think the guy just got

00:20:41.797 --> 00:20:42.737
swindled and he walks away.

00:20:42.757 --> 00:20:42.997
He goes,

00:20:43.198 --> 00:20:44.357
I paid that hundred bucks for that car

00:20:44.377 --> 00:20:44.878
this morning.

00:20:44.898 --> 00:20:46.219
I just sold it for twenty two.

00:20:46.659 --> 00:20:47.619
I wanted it off the lot.

00:20:47.900 --> 00:20:49.961
But you felt like fifty two is the

00:20:50.161 --> 00:20:50.521
anchor.

00:20:50.721 --> 00:20:53.143
So you can't tell me price anchoring

00:20:53.222 --> 00:20:56.345
doesn't work because it works on me and

00:20:56.365 --> 00:20:57.204
I'm not a genius.

00:20:57.404 --> 00:20:59.185
But if I know the trick is happening

00:20:59.226 --> 00:21:00.527
and I still make it work,

00:21:00.866 --> 00:21:01.407
it still works.

00:21:02.227 --> 00:21:03.166
Then the trick works.

00:21:03.287 --> 00:21:03.686
It does.

00:21:03.887 --> 00:21:05.268
The thing where we had to stop calling

00:21:05.307 --> 00:21:06.508
it a trick and started calling it,

00:21:07.229 --> 00:21:09.128
I don't know, magic, brain magic,

00:21:09.288 --> 00:21:10.470
math magic, something.

00:21:11.690 --> 00:21:13.069
So I think it's a good starting point.

00:21:13.410 --> 00:21:18.311
I think you have some mostly taking away

00:21:18.451 --> 00:21:21.073
here, less adding, more removing.

00:21:21.313 --> 00:21:23.292
The only thing I would add is it

00:21:23.313 --> 00:21:23.953
needs a name.

00:21:23.993 --> 00:21:25.273
And I actually played with,

00:21:25.354 --> 00:21:26.394
and Tony's frozen right now,

00:21:26.433 --> 00:21:29.375
but I actually came up with,

00:21:29.494 --> 00:21:31.076
or my question was,

00:21:32.897 --> 00:21:33.317
Doctor,

00:21:33.439 --> 00:21:34.519
you make it – when you want to

00:21:34.539 --> 00:21:35.279
go see a doctor,

00:21:35.319 --> 00:21:38.702
you make a – Appointment.

00:21:39.084 --> 00:21:40.345
Appointment, right?

00:21:40.825 --> 00:21:43.087
So, like, we sell, for some reason, like,

00:21:43.627 --> 00:21:45.190
sessions or visits.

00:21:45.869 --> 00:21:46.170
I don't know.

00:21:47.131 --> 00:21:48.132
What's the word?

00:21:48.393 --> 00:21:50.634
I made a dentist appointment yesterday.

00:21:50.654 --> 00:21:52.836
Like you said, diagnostic or consult.

00:21:52.856 --> 00:21:53.057
Diagnostic.

00:21:53.076 --> 00:21:53.817
Diagnostic.

00:21:54.377 --> 00:21:57.039
But yeah, you'd go to a physical.

00:21:59.060 --> 00:22:00.622
You started like a rabbit hole because I

00:22:00.642 --> 00:22:02.041
was talking and driving now.

00:22:02.502 --> 00:22:02.903
I was like,

00:22:03.403 --> 00:22:04.743
this went around in a circle because I

00:22:04.763 --> 00:22:05.683
know Colorado,

00:22:05.804 --> 00:22:08.326
APTA Colorado was just going after this.

00:22:09.824 --> 00:22:11.846
We have physical in our name,

00:22:11.886 --> 00:22:13.628
but we don't really offer physicals.

00:22:13.669 --> 00:22:17.534
People offer evaluations or annual

00:22:17.855 --> 00:22:19.376
checkups or whatever.

00:22:19.737 --> 00:22:21.138
Dude, the word's in our name,

00:22:21.179 --> 00:22:22.540
and we're not even trying to own it,

00:22:22.601 --> 00:22:22.800
right?

00:22:22.840 --> 00:22:23.541
A physical.

00:22:23.602 --> 00:22:25.163
Where's your annual...

00:22:25.924 --> 00:22:28.145
physical so i would say whatever you're

00:22:28.165 --> 00:22:29.807
gonna sell like i don't i don't think

00:22:29.928 --> 00:22:32.969
visits the right word um but you're

00:22:32.989 --> 00:22:35.191
getting close so i think whatever whatever

00:22:35.330 --> 00:22:36.771
i want to come see dave or someone

00:22:36.811 --> 00:22:38.752
from someone dave's office needs to have a

00:22:38.833 --> 00:22:40.773
name appointment could be anything doesn't

00:22:40.794 --> 00:22:42.234
need to be too fancy don't overthink it

00:22:42.635 --> 00:22:44.396
talk in their language whatever they would

00:22:44.436 --> 00:22:44.596
say

00:22:45.615 --> 00:22:45.855
Also,

00:22:46.435 --> 00:22:50.201
another thing to mention is that this menu

00:22:50.221 --> 00:22:50.480
card,

00:22:50.500 --> 00:22:51.642
whatever we're going to call it just for

00:22:51.701 --> 00:22:55.066
today's sake, this is not best practice,

00:22:55.207 --> 00:22:59.531
meaning it's not a great idea to talk

00:22:59.551 --> 00:23:01.693
about packages to someone before they've

00:23:01.733 --> 00:23:04.257
even made the decision to do the first

00:23:04.277 --> 00:23:04.498
thing.

00:23:04.778 --> 00:23:06.439
So the reason why it says five-fifty or

00:23:06.479 --> 00:23:07.098
three-fifty,

00:23:07.398 --> 00:23:09.940
the process is we speak to someone on

00:23:10.079 --> 00:23:12.060
one or two phone calls and we are

00:23:12.121 --> 00:23:14.661
selling the consult or the diagnostic or

00:23:14.682 --> 00:23:15.442
the evaluation.

00:23:15.481 --> 00:23:17.142
We're selling just the one visit.

00:23:17.742 --> 00:23:19.323
And then at the end of the one

00:23:19.363 --> 00:23:21.163
visit, the evaluation, the treatment,

00:23:21.183 --> 00:23:21.983
the HEP,

00:23:22.003 --> 00:23:23.664
the therapist lays out the prognosis,

00:23:23.684 --> 00:23:25.105
the game plan, the treatment plan,

00:23:25.565 --> 00:23:27.006
managing expectations,

00:23:27.066 --> 00:23:28.405
making sure that they've understood the

00:23:28.445 --> 00:23:30.307
client's goals, where they want to get to,

00:23:30.727 --> 00:23:31.867
what have they done before that hasn't

00:23:31.887 --> 00:23:32.667
worked, all that stuff.

00:23:33.567 --> 00:23:34.488
At the end of that first visit,

00:23:34.768 --> 00:23:36.229
the therapist is then saying,

00:23:36.588 --> 00:23:38.550
here's how many visits and how many weeks

00:23:38.570 --> 00:23:40.311
this is going to take to fix or

00:23:40.372 --> 00:23:42.374
to get back to your main goal.

00:23:42.874 --> 00:23:44.516
Or if it's you chop it down into

00:23:44.556 --> 00:23:45.635
like, here's what we're going to do.

00:23:45.675 --> 00:23:47.077
It's going to be four weeks or six

00:23:47.117 --> 00:23:48.939
weeks to get to your first goal.

00:23:49.259 --> 00:23:51.381
If it's like a really catastrophic, like,

00:23:51.941 --> 00:23:53.021
chronic issue or whatever.

00:23:53.862 --> 00:23:55.544
Then at the end of the first visit,

00:23:56.263 --> 00:23:58.085
our therapists are then saying,

00:23:59.006 --> 00:24:00.326
here's how long it's going to be.

00:24:00.507 --> 00:24:01.586
And how would you like to pay for

00:24:01.606 --> 00:24:01.707
that?

00:24:01.767 --> 00:24:02.508
Meaning like, are you going to,

00:24:02.667 --> 00:24:03.888
you want to go visit by visit or

00:24:03.909 --> 00:24:05.109
do you want to go with a treatment

00:24:05.150 --> 00:24:05.490
package?

00:24:05.549 --> 00:24:06.509
Now, moving forward,

00:24:06.730 --> 00:24:08.531
I want my therapist to say,

00:24:08.811 --> 00:24:09.511
maybe not today,

00:24:09.551 --> 00:24:11.634
but if they're watching or listening in

00:24:11.653 --> 00:24:12.914
the near future, we're going to coach,

00:24:12.934 --> 00:24:13.674
I'm going to coach you on this.

00:24:13.694 --> 00:24:14.556
We're going to go through all this,

00:24:14.576 --> 00:24:16.356
which is at the end of the evaluation,

00:24:17.346 --> 00:24:18.508
we're gonna tell the clients, hey,

00:24:19.208 --> 00:24:21.652
we don't go visit by visit.

00:24:22.532 --> 00:24:24.234
I wanna get out of visit by visit.

00:24:24.596 --> 00:24:26.518
So we're selling over the one or two

00:24:26.538 --> 00:24:26.999
phone calls,

00:24:27.019 --> 00:24:29.041
we're selling the evaluation and they're

00:24:29.082 --> 00:24:30.743
paying five-fifty if it's weekends or

00:24:30.763 --> 00:24:32.346
they're paying three-fifty if it's Monday

00:24:32.365 --> 00:24:32.846
through Friday.

00:24:32.866 --> 00:24:33.867
And then at the end of the visit,

00:24:34.148 --> 00:24:34.729
we're saying, hey,

00:24:35.289 --> 00:24:37.570
Here's the game plan to fix your entire

00:24:37.671 --> 00:24:41.992
issue or to accomplish goal number one of

00:24:42.073 --> 00:24:44.034
many goals if you have like really bad

00:24:44.054 --> 00:24:46.015
balance or chronic pain or all this type

00:24:46.035 --> 00:24:46.355
of stuff.

00:24:46.734 --> 00:24:48.075
The therapist will lay out the treatment

00:24:48.095 --> 00:24:50.195
plan at the end of the evaluation.

00:24:51.156 --> 00:24:52.416
So it's almost like we would need like

00:24:52.457 --> 00:24:53.317
two menu cards.

00:24:53.357 --> 00:24:55.778
The first menu card would be five fifty,

00:24:55.798 --> 00:24:56.419
three fifty.

00:24:56.479 --> 00:24:57.680
And it really just depends on the day

00:24:57.700 --> 00:24:58.140
of the week.

00:24:58.960 --> 00:25:00.040
And we're selling just that.

00:25:01.141 --> 00:25:04.182
So I forget whose paradigm this is,

00:25:04.262 --> 00:25:06.304
but if you can't explain like how to

00:25:06.365 --> 00:25:08.486
buy your service in three steps or less,

00:25:08.786 --> 00:25:09.767
they're like no good.

00:25:09.787 --> 00:25:10.846
Like that's like the quality of like a

00:25:10.886 --> 00:25:11.488
good website.

00:25:11.508 --> 00:25:13.368
It should be do this, then this,

00:25:14.569 --> 00:25:16.431
maybe then this, or should we do this,

00:25:16.490 --> 00:25:18.011
then this, then this happens, right?

00:25:18.873 --> 00:25:20.993
So do you have that process?

00:25:21.074 --> 00:25:22.575
Like it's go to the website,

00:25:22.615 --> 00:25:23.816
book a call with Dave, right?

00:25:24.336 --> 00:25:27.218
So it's book a clarity call or book

00:25:27.238 --> 00:25:29.539
an evaluation to see if you're right for

00:25:29.640 --> 00:25:29.799
us.

00:25:31.383 --> 00:25:33.462
If you are, a therapist comes to you,

00:25:35.203 --> 00:25:35.463
right?

00:25:35.523 --> 00:25:36.364
Is that the next step?

00:25:37.324 --> 00:25:39.625
So they have to reach out, right?

00:25:39.644 --> 00:25:40.204
So really,

00:25:40.464 --> 00:25:41.664
it's not listed on the website in terms

00:25:41.724 --> 00:25:42.105
of steps,

00:25:42.164 --> 00:25:44.266
but they have to either inquire through

00:25:44.286 --> 00:25:45.385
the website or call in.

00:25:45.445 --> 00:25:45.746
Obviously,

00:25:45.786 --> 00:25:47.906
calling in is more efficient and more

00:25:47.926 --> 00:25:48.326
direct.

00:25:48.926 --> 00:25:50.906
We speak with them for one phone call,

00:25:51.228 --> 00:25:52.647
sometimes two phone calls,

00:25:53.167 --> 00:25:56.108
usually one phone call to sell or to

00:25:56.368 --> 00:25:56.689
offer

00:25:57.568 --> 00:25:59.130
to take the next step which would be

00:25:59.269 --> 00:26:01.631
the first visit evaluation then after that

00:26:01.671 --> 00:26:03.392
it's like do you think that we're the

00:26:03.412 --> 00:26:04.492
right provider for you do you feel like

00:26:04.512 --> 00:26:06.193
the treatment plan is the right treatment

00:26:06.233 --> 00:26:08.835
plan for you is this within your budget

00:26:09.556 --> 00:26:12.136
uh are you within our area to do

00:26:12.176 --> 00:26:13.438
home visits or are you coming to our

00:26:13.498 --> 00:26:15.679
office right and then at that point then

00:26:15.699 --> 00:26:17.319
it's like the full plan of care so

00:26:17.359 --> 00:26:21.082
it's like phone call to a complimentary

00:26:21.102 --> 00:26:23.903
phone call to discuss like are you the

00:26:23.943 --> 00:26:25.265
right fit for our practice then it's

00:26:25.944 --> 00:26:27.786
do the evaluation and you understand the

00:26:27.806 --> 00:26:28.365
dollar amount.

00:26:29.247 --> 00:26:30.487
I go with like, what,

00:26:30.666 --> 00:26:32.107
what do other businesses do?

00:26:32.268 --> 00:26:35.128
It's like, Hey man, the covers, ten bucks,

00:26:35.588 --> 00:26:36.289
ten bucks.

00:26:36.650 --> 00:26:36.970
Okay.

00:26:37.049 --> 00:26:37.710
And now I'm here.

00:26:38.090 --> 00:26:38.431
And it's like,

00:26:39.429 --> 00:26:41.068
you want a drink yeah all right well

00:26:41.089 --> 00:26:43.069
a round is fifty bucks it's like fifty

00:26:43.109 --> 00:26:45.471
bucks okay do you want to dance at

00:26:45.510 --> 00:26:47.050
your table i do want to dance at

00:26:47.090 --> 00:26:49.051
my table like well that's a hundred bucks

00:26:49.071 --> 00:26:54.673
it's like this is great that's five

00:26:54.712 --> 00:26:57.094
hundred dollars don't hit him with if you

00:26:57.134 --> 00:26:59.694
put five hundred dollars on the street no

00:26:59.755 --> 00:27:02.976
one comes in no one comes in what

00:27:02.996 --> 00:27:06.717
you put is cold drinks great steaks and

00:27:06.737 --> 00:27:07.217
great wings

00:27:08.196 --> 00:27:09.498
I was wondering about this.

00:27:09.897 --> 00:27:12.239
Are strippers still charging a dollar?

00:27:12.499 --> 00:27:14.219
Like did inflation affect that?

00:27:14.398 --> 00:27:16.559
I haven't been in that environment for

00:27:16.599 --> 00:27:17.760
like many years.

00:27:18.800 --> 00:27:20.521
If I were marketing for a strip club.

00:27:20.942 --> 00:27:22.461
We're hitting all the topics today, folks,

00:27:22.541 --> 00:27:22.923
everything.

00:27:23.623 --> 00:27:26.104
I would do the same thing that they're

00:27:26.144 --> 00:27:28.944
doing now, which is pennies don't exist.

00:27:29.684 --> 00:27:31.385
Like pennies, everything's rounded.

00:27:31.445 --> 00:27:33.446
So like singles don't exist.

00:27:33.928 --> 00:27:34.928
That's what I wonder.

00:27:34.948 --> 00:27:36.189
I wonder if everything went to a five.

00:27:36.269 --> 00:27:38.711
At the door, Gino, the bouncer,

00:27:38.891 --> 00:27:42.353
will change all your singles into chips or

00:27:42.373 --> 00:27:42.873
fives.

00:27:42.972 --> 00:27:43.693
Like, you know what I mean?

00:27:43.713 --> 00:27:45.755
Like how come strip clubs don't do that?

00:27:45.954 --> 00:27:46.955
I'm not a strip club guy.

00:27:47.435 --> 00:27:49.978
But why wouldn't they do the same idea

00:27:50.077 --> 00:27:52.480
as a casino and make the money not

00:27:52.641 --> 00:27:53.421
money anymore?

00:27:53.480 --> 00:27:55.403
So now it just feels like, hey,

00:27:55.702 --> 00:27:57.325
for two hundred dollars,

00:27:57.664 --> 00:28:00.527
you can get the bling pack and we'll

00:28:00.547 --> 00:28:01.989
give you one of those little guns that

00:28:02.068 --> 00:28:03.369
shoots, you know,

00:28:03.450 --> 00:28:06.051
our fake money and do whatever you want,

00:28:06.092 --> 00:28:06.571
bro.

00:28:06.712 --> 00:28:07.353
Like, I don't know.

00:28:07.472 --> 00:28:08.713
This feels like an opportunity.

00:28:08.733 --> 00:28:11.096
Chips would be brilliant in that

00:28:11.135 --> 00:28:11.737
environment.

00:28:13.426 --> 00:28:14.807
right i don't know if chips chips are

00:28:14.827 --> 00:28:16.907
harder to slip into well they would but

00:28:16.968 --> 00:28:20.068
like there are coin slots you just don't

00:28:20.108 --> 00:28:23.609
want coin slots there um yeah dave wants

00:28:23.750 --> 00:28:24.830
dave bullock wants to go i gotta be

00:28:24.851 --> 00:28:27.711
honest i'm not trying to like evade not

00:28:27.751 --> 00:28:29.372
a huge not a huge strip club fan

00:28:29.692 --> 00:28:33.253
here's why i've probably been five times

00:28:33.294 --> 00:28:35.913
in my life i want to have conversation

00:28:35.953 --> 00:28:39.055
like i'm fascinated with the story you

00:28:39.115 --> 00:28:40.455
asked for the real name

00:28:41.076 --> 00:28:41.355
Yeah,

00:28:41.415 --> 00:28:44.898
I can't get past in PT school when

00:28:44.919 --> 00:28:46.500
a professor would walk in for a practical

00:28:46.519 --> 00:28:47.799
like, hi, I'm Sally.

00:28:47.819 --> 00:28:49.481
I'm like, no, you're not like I can't.

00:28:49.721 --> 00:28:51.103
I can't get past the fact that I

00:28:51.123 --> 00:28:52.143
know your name is not that.

00:28:52.182 --> 00:28:54.644
So, yeah, my name is Chastity.

00:28:54.684 --> 00:28:55.505
I'm like, no, it's not.

00:28:55.746 --> 00:28:56.726
I need to know what your name is.

00:28:56.806 --> 00:28:57.606
I need to know what your store.

00:28:57.727 --> 00:28:58.346
I'm fat.

00:28:58.406 --> 00:28:59.748
How did you get here?

00:29:00.208 --> 00:29:00.909
Needs to happen.

00:29:01.929 --> 00:29:02.548
All right.

00:29:02.568 --> 00:29:04.569
I sent you the link to the original

00:29:04.630 --> 00:29:05.109
post,

00:29:05.589 --> 00:29:07.750
but just to hit some of the numbers

00:29:07.770 --> 00:29:09.932
that were shared for people watching,

00:29:09.971 --> 00:29:12.093
like, what are cash PTs charging?

00:29:13.212 --> 00:29:14.993
Every time this question comes up,

00:29:15.074 --> 00:29:16.574
it's always worth looking at.

00:29:16.614 --> 00:29:17.855
I'll hit some big numbers.

00:29:18.775 --> 00:29:21.777
So one person saying two hundred and fifty

00:29:21.797 --> 00:29:23.077
dollars for the evaluation,

00:29:23.137 --> 00:29:24.680
two twenty five for follow ups,

00:29:24.759 --> 00:29:27.162
another two hundred and fifty for the

00:29:27.241 --> 00:29:28.422
thirty minute eval.

00:29:29.303 --> 00:29:30.923
So basically five hundred an hour,

00:29:31.625 --> 00:29:33.685
one twenty five for a fifteen minute

00:29:33.726 --> 00:29:34.267
follow up.

00:29:34.747 --> 00:29:35.428
I love Emma.

00:29:35.567 --> 00:29:36.288
Emma Green.

00:29:36.307 --> 00:29:37.789
She's in a bunch of my groups.

00:29:38.529 --> 00:29:39.191
Yeah, you know,

00:29:39.211 --> 00:29:41.532
she established herself as the tennis

00:29:41.653 --> 00:29:42.613
elbow queen.

00:29:42.653 --> 00:29:45.336
She is like going full tilt on tennis

00:29:45.395 --> 00:29:45.736
elbow.

00:29:46.395 --> 00:29:47.116
And because of that,

00:29:47.376 --> 00:29:48.678
she's got premium pricing.

00:29:49.259 --> 00:29:50.240
A fifteen minute,

00:29:50.279 --> 00:29:51.079
people are going to be like,

00:29:51.099 --> 00:29:52.421
what could you do in fifteen minutes?

00:29:52.981 --> 00:29:55.423
I could answer your most urgent question

00:29:55.483 --> 00:29:57.605
in fifteen minutes and then you can take

00:29:57.625 --> 00:29:59.586
that information and go turn it into a

00:29:59.626 --> 00:30:00.428
full plan of care.

00:30:00.448 --> 00:30:02.569
Go ahead, Jimmy,

00:30:02.589 --> 00:30:03.529
you can keep looking at it.

00:30:03.569 --> 00:30:04.211
You got it up.

00:30:05.634 --> 00:30:07.914
I have to show screenshots because if I

00:30:07.954 --> 00:30:09.836
share my screen, my computer slows down.

00:30:09.855 --> 00:30:10.656
So that's what I'm doing there.

00:30:10.696 --> 00:30:11.717
But yeah, I mean,

00:30:12.678 --> 00:30:14.278
I read this discussion and there were

00:30:14.338 --> 00:30:16.220
several points where there were people

00:30:16.400 --> 00:30:18.861
like Lauren, a couple scrolls down says,

00:30:18.921 --> 00:30:20.241
oh my gosh, I'm undercharging,

00:30:20.701 --> 00:30:22.323
still take some insurance after five years

00:30:22.343 --> 00:30:22.883
of my own practice.

00:30:23.022 --> 00:30:24.243
I'm planning to drop insurance.

00:30:25.023 --> 00:30:26.625
Any other neuro PTs out there?

00:30:26.684 --> 00:30:30.027
Like this post catches fire and gets

00:30:30.067 --> 00:30:32.647
discussion, sometimes anonymous,

00:30:32.667 --> 00:30:33.107
sometimes not.

00:30:33.188 --> 00:30:34.068
It's better when it's not.

00:30:35.712 --> 00:30:36.334
When people like,

00:30:36.773 --> 00:30:39.955
but I could never because I'm in a

00:30:40.076 --> 00:30:42.617
rural area and people can't afford it.

00:30:43.057 --> 00:30:44.098
And you are making,

00:30:44.439 --> 00:30:46.280
could you imagine if you were making

00:30:46.320 --> 00:30:49.423
decisions for me based on what I could

00:30:49.442 --> 00:30:52.384
or could not afford based on where I

00:30:52.484 --> 00:30:52.724
live?

00:30:52.765 --> 00:30:55.606
Like that's discriminatory, isn't it?

00:30:55.747 --> 00:30:56.748
That's discriminatory.

00:30:56.768 --> 00:30:57.107
You're like,

00:30:57.188 --> 00:30:58.808
they're just country bumpkins.

00:30:58.828 --> 00:30:59.569
They don't have any money.

00:31:00.507 --> 00:31:02.127
I'll just charge nothing and be able to

00:31:02.147 --> 00:31:04.609
provide nothing because I'll never be able

00:31:04.631 --> 00:31:05.691
to get a second therapist.

00:31:07.252 --> 00:31:09.595
That part of the conversation usually

00:31:10.075 --> 00:31:10.255
comes.

00:31:10.535 --> 00:31:11.756
Farmers don't make any money.

00:31:11.936 --> 00:31:12.217
Really?

00:31:12.847 --> 00:31:13.167
Really?

00:31:14.048 --> 00:31:14.949
I live in an area where there's a

00:31:14.969 --> 00:31:15.529
bunch of farmers.

00:31:15.589 --> 00:31:16.690
Trust me.

00:31:16.809 --> 00:31:18.991
When people know what they're doing,

00:31:19.092 --> 00:31:19.692
they have money.

00:31:19.832 --> 00:31:21.272
That's sort of how it happens.

00:31:21.732 --> 00:31:22.334
And they do well.

00:31:22.653 --> 00:31:24.535
Do not assume because someone's job makes

00:31:24.555 --> 00:31:24.815
them dirty.

00:31:24.835 --> 00:31:25.996
You know how many electricians and

00:31:26.036 --> 00:31:26.536
plumbers?

00:31:27.056 --> 00:31:27.416
Yes.

00:31:27.836 --> 00:31:28.537
On the job.

00:31:29.218 --> 00:31:30.117
Timberlands, right?

00:31:30.157 --> 00:31:30.858
And they look dirty.

00:31:31.118 --> 00:31:32.859
Why would you wear nice clothes to a

00:31:32.880 --> 00:31:33.720
thing you're going to get dirty in?

00:31:33.759 --> 00:31:35.080
But when they leave, trust me,

00:31:35.401 --> 00:31:36.981
there's green stuff in the pocket,

00:31:37.061 --> 00:31:38.202
probably direct deposit in the bank

00:31:38.222 --> 00:31:38.462
account.

00:31:39.102 --> 00:31:39.301
All right.

00:31:39.321 --> 00:31:40.823
Hitting a couple others then since you

00:31:40.843 --> 00:31:41.443
don't have it.

00:31:42.525 --> 00:31:43.265
In Phoenix,

00:31:43.325 --> 00:31:46.008
mobile pelvic PT and a ninety minute

00:31:46.028 --> 00:31:48.348
evaluation, two hundred and sixty dollars.

00:31:49.049 --> 00:31:51.872
We've got a therapist doing one hundred

00:31:51.892 --> 00:31:54.473
and eighty for seventy five minute eval.

00:31:55.095 --> 00:31:56.875
Three hundred dollars for a ninety minute

00:31:56.895 --> 00:31:57.435
eval.

00:31:57.997 --> 00:31:59.778
You know, you're seeing some consistency.

00:31:59.817 --> 00:32:01.359
Three hundred dollars a visit.

00:32:02.470 --> 00:32:02.589
Uh,

00:32:02.690 --> 00:32:05.673
sixty minutes for a hundred and eighty,

00:32:05.712 --> 00:32:07.453
two hundred and fifty for the eval,

00:32:08.035 --> 00:32:09.476
two hundred for the eval.

00:32:09.496 --> 00:32:11.978
A lot of people differentiating between an

00:32:12.018 --> 00:32:13.900
evaluation and follow-up care.

00:32:14.039 --> 00:32:16.041
So they're charging less for follow-up.

00:32:17.542 --> 00:32:17.643
Right.

00:32:17.663 --> 00:32:17.702
Uh,

00:32:17.762 --> 00:32:20.925
five hundred for an eval plus one month

00:32:20.986 --> 00:32:22.988
of remote rehab coaching.

00:32:23.488 --> 00:32:25.450
That's three hundred dollars a month after

00:32:25.470 --> 00:32:25.690
that.

00:32:26.068 --> 00:32:26.729
This was in there.

00:32:26.769 --> 00:32:28.570
What's a visceral therapist?

00:32:28.611 --> 00:32:30.011
Is that someone moving your guts around?

00:32:30.432 --> 00:32:30.592
Yeah.

00:32:30.991 --> 00:32:33.433
Is that a thing?

00:32:33.493 --> 00:32:35.015
Visceral manipulation, yeah.

00:32:35.035 --> 00:32:36.536
There was a guy in my area,

00:32:36.576 --> 00:32:37.336
I won't say who,

00:32:37.777 --> 00:32:38.637
but he would be like,

00:32:39.578 --> 00:32:41.880
and maybe I skipped that week in PT

00:32:41.900 --> 00:32:42.681
school, but he was like,

00:32:42.961 --> 00:32:43.862
I help women get pregnant.

00:32:44.261 --> 00:32:44.642
He's like,

00:32:44.741 --> 00:32:46.763
I do all sorts of visceral manipulation to

00:32:46.804 --> 00:32:47.784
help your eggs flow better.

00:32:47.844 --> 00:32:51.767
And I'm like, what are we doing here?

00:32:53.167 --> 00:32:54.009
Here's the thing.

00:32:55.373 --> 00:32:56.693
College is expensive.

00:32:57.153 --> 00:32:58.255
Cars are expensive.

00:32:58.295 --> 00:32:59.875
And houses are crazy.

00:33:00.636 --> 00:33:02.858
Because when my dad bought a house,

00:33:02.898 --> 00:33:03.959
it cost X.

00:33:04.400 --> 00:33:05.601
And then when he asked me,

00:33:06.480 --> 00:33:07.382
thirty years later,

00:33:07.402 --> 00:33:08.462
when I was looking to buy a house,

00:33:09.403 --> 00:33:10.163
what houses cost?

00:33:10.183 --> 00:33:11.484
And he's like, houses cost that?

00:33:11.545 --> 00:33:12.145
I can't believe it.

00:33:12.205 --> 00:33:12.425
Dad,

00:33:12.465 --> 00:33:13.866
you bought a house and stopped looking at

00:33:13.926 --> 00:33:14.626
housing prices.

00:33:15.067 --> 00:33:17.048
And prices kept marching on.

00:33:17.789 --> 00:33:18.369
Not a lot.

00:33:18.670 --> 00:33:19.211
A little bit.

00:33:19.391 --> 00:33:19.851
A little bit.

00:33:19.911 --> 00:33:20.892
Then a pandemic happens.

00:33:21.011 --> 00:33:21.573
And I was like...

00:33:22.292 --> 00:33:24.255
But because your ears and eyes were closed

00:33:24.295 --> 00:33:26.757
to it, all of a sudden you're shocked.

00:33:27.596 --> 00:33:28.817
Do we think that's something similar

00:33:28.837 --> 00:33:31.000
happening in this thread where people are

00:33:31.039 --> 00:33:31.240
like,

00:33:31.339 --> 00:33:33.301
you're charging more than a hundred

00:33:33.342 --> 00:33:35.544
dollars unless you've pulled your head up

00:33:36.044 --> 00:33:37.305
and asked this question.

00:33:37.665 --> 00:33:39.707
Your brain is stuck on my hours worth

00:33:39.727 --> 00:33:40.307
a hundred dollars.

00:33:40.728 --> 00:33:41.588
People keep coming,

00:33:41.669 --> 00:33:42.730
which means they can afford it,

00:33:42.750 --> 00:33:43.790
which means it's a good price.

00:33:44.111 --> 00:33:46.173
But they've never asked or tried to press.

00:33:47.130 --> 00:33:47.570
So therefore,

00:33:47.590 --> 00:33:49.813
when they see someone tripling or five

00:33:49.992 --> 00:33:52.095
X-ing what they're doing, it's ridiculous.

00:33:52.134 --> 00:33:53.977
It's not worth that.

00:33:54.076 --> 00:33:54.298
Yeah,

00:33:54.337 --> 00:33:56.039
it's a conversation I just had with my

00:33:56.079 --> 00:33:56.921
kids yesterday.

00:33:56.961 --> 00:33:59.763
I'm like, guys, everything is expensive.

00:33:59.824 --> 00:34:01.625
They don't have a point of reference yet.

00:34:01.865 --> 00:34:03.106
I've got a point of reference.

00:34:03.186 --> 00:34:04.868
My wife still talks about getting paid two

00:34:04.909 --> 00:34:07.111
dollars an hour when she was babysitting

00:34:07.151 --> 00:34:07.551
as a kid.

00:34:07.592 --> 00:34:08.932
That's her point of reference.

00:34:09.833 --> 00:34:12.556
i understand because of what you and dave

00:34:12.577 --> 00:34:15.139
and i always talk about i understand that

00:34:15.340 --> 00:34:17.380
everything i buy today will be painfully

00:34:17.422 --> 00:34:19.724
expensive that doesn't mean it's not worth

00:34:19.764 --> 00:34:21.324
it it just means it's going to hurt

00:34:21.364 --> 00:34:22.847
to buy it but i'm still going to

00:34:22.867 --> 00:34:24.949
buy it and that's why houses no matter

00:34:24.989 --> 00:34:27.771
how expensive they get people continue to

00:34:27.831 --> 00:34:30.454
buy them it is not an affordability crisis

00:34:30.594 --> 00:34:32.835
it is unaffordable to me

00:34:34.027 --> 00:34:36.289
my family my parents left new york in

00:34:36.329 --> 00:34:38.371
the eighties because they didn't want to

00:34:38.411 --> 00:34:39.931
pay the taxes and they didn't want to

00:34:39.992 --> 00:34:41.672
pay you know the prices they moved to

00:34:41.693 --> 00:34:45.516
florida i left i left florida in my

00:34:45.576 --> 00:34:48.237
thirties because i didn't want to pay the

00:34:48.297 --> 00:34:51.239
insurance rates for for coverage and

00:34:51.280 --> 00:34:53.440
prices were too expensive i came to ohio

00:34:53.501 --> 00:34:54.961
my kids are going to leave ohio at

00:34:55.001 --> 00:34:57.264
some point like that's just the way money

00:34:57.324 --> 00:35:00.826
moves and so with something like this the

00:35:01.065 --> 00:35:02.927
one last post that i'll mention on this

00:35:02.967 --> 00:35:03.347
thread

00:35:04.648 --> 00:35:05.090
William,

00:35:05.130 --> 00:35:06.992
I think the last name is pronounced Shope,

00:35:07.813 --> 00:35:08.954
S-C-H-O-P-P.

00:35:09.474 --> 00:35:10.155
I like this.

00:35:10.175 --> 00:35:10.556
What's that?

00:35:12.603 --> 00:35:14.523
I liked his comment.

00:35:14.543 --> 00:35:14.623
Yeah.

00:35:14.842 --> 00:35:15.704
So I'm going to round up.

00:35:15.844 --> 00:35:17.384
Twenty five hundred dollars for eight

00:35:17.403 --> 00:35:19.884
sessions, thirty five hundred for twelve,

00:35:20.324 --> 00:35:21.945
forty five hundred for eighteen.

00:35:22.324 --> 00:35:23.344
He said, quote,

00:35:23.465 --> 00:35:26.005
if it's less than thirty three percent,

00:35:26.545 --> 00:35:29.126
I'm looking for ways to clean up our

00:35:29.186 --> 00:35:30.927
funnel, meaning conversion.

00:35:31.947 --> 00:35:34.387
My rule is if my lead to package

00:35:34.467 --> 00:35:36.188
is greater than thirty three percent,

00:35:36.228 --> 00:35:37.128
I'm raising my rates.

00:35:37.807 --> 00:35:39.108
So he kind of has a formula to

00:35:39.128 --> 00:35:39.449
say, look,

00:35:39.509 --> 00:35:41.248
if I'm selling more than I expect,

00:35:41.489 --> 00:35:42.469
I'm charging too little.

00:35:42.650 --> 00:35:43.530
I got to charge more.

00:35:44.070 --> 00:35:46.431
You know, it's basic free market.

00:35:46.492 --> 00:35:46.692
Like,

00:35:46.891 --> 00:35:49.172
why should the person creating the value

00:35:49.233 --> 00:35:51.974
penalize themselves because somebody

00:35:52.014 --> 00:35:54.394
somewhere can't afford it when there are

00:35:54.434 --> 00:35:55.494
plenty of people who can?

00:35:56.856 --> 00:35:59.217
I would like to offer a chance to

00:35:59.257 --> 00:36:01.237
do a social experiment.

00:36:01.358 --> 00:36:02.918
I want to go into the group that

00:36:02.938 --> 00:36:06.320
you run, the... Medicare group?

00:36:07.239 --> 00:36:08.179
Yeah, let's go into that one.

00:36:08.260 --> 00:36:09.280
And here's what I want to say.

00:36:09.960 --> 00:36:11.661
I want each one of those people who

00:36:11.681 --> 00:36:13.943
wants to play along to copy and paste

00:36:14.023 --> 00:36:16.784
a post on their own personal page because

00:36:16.824 --> 00:36:18.065
that'll be in their community.

00:36:18.085 --> 00:36:19.485
And I'm using air quotes in their own

00:36:19.525 --> 00:36:20.586
geographic community,

00:36:20.626 --> 00:36:21.867
in their own family community.

00:36:22.568 --> 00:36:24.489
And I'll craft the post.

00:36:24.528 --> 00:36:25.670
But what I want to do is I

00:36:25.710 --> 00:36:26.750
want to say, hey,

00:36:27.271 --> 00:36:28.451
trying to figure out what to pay a

00:36:28.490 --> 00:36:30.112
babysitter in your area.

00:36:30.391 --> 00:36:33.313
What's a babysitter per hour rate?

00:36:33.333 --> 00:36:34.414
Because this is a

00:36:37.621 --> 00:36:40.043
This is a need and a want.

00:36:40.123 --> 00:36:41.385
This is a need and a want.

00:36:41.445 --> 00:36:42.586
It's something you want to leave your

00:36:42.626 --> 00:36:42.967
house.

00:36:43.447 --> 00:36:44.568
You want to leave your house and you

00:36:44.588 --> 00:36:45.708
don't have a sister,

00:36:45.829 --> 00:36:47.110
an uncle that you can drop your.

00:36:47.391 --> 00:36:47.650
Great.

00:36:47.911 --> 00:36:50.773
So you need to purchase this.

00:36:50.793 --> 00:36:53.255
But it's it's uncredentialed.

00:36:54.898 --> 00:36:55.518
Uncredentialed.

00:36:55.778 --> 00:36:57.539
There's probably some you want to high

00:36:57.579 --> 00:36:58.061
trust.

00:36:58.121 --> 00:36:59.041
You want to go, hey,

00:36:59.061 --> 00:36:59.802
who is this kid?

00:36:59.882 --> 00:37:00.143
Listen.

00:37:01.126 --> 00:37:02.188
If the house catches fire,

00:37:02.248 --> 00:37:03.289
are they going to make sure the kids

00:37:03.309 --> 00:37:03.809
get out, right?

00:37:03.849 --> 00:37:05.670
I'm not expecting this kid to do surgery,

00:37:06.152 --> 00:37:06.431
right?

00:37:06.552 --> 00:37:07.672
But like knowing CPR,

00:37:08.313 --> 00:37:10.496
I want to know what the going rate

00:37:10.516 --> 00:37:13.778
for babysitters is in the country.

00:37:13.818 --> 00:37:15.119
It'd be amazing if we could get like

00:37:15.139 --> 00:37:16.101
a thousand data points.

00:37:16.141 --> 00:37:16.442
We won't.

00:37:16.481 --> 00:37:17.402
But if we get a thousand,

00:37:17.523 --> 00:37:19.043
this is where AI could come in, right?

00:37:19.423 --> 00:37:20.465
It's twenty five bucks an hour.

00:37:20.606 --> 00:37:21.586
We got one.

00:37:21.646 --> 00:37:21.907
Where?

00:37:22.407 --> 00:37:23.007
In New York City.

00:37:24.755 --> 00:37:25.414
in New York City.

00:37:26.175 --> 00:37:28.596
I'd love to see what the fluctuation is

00:37:28.775 --> 00:37:30.536
and then say the therapists who are like,

00:37:31.016 --> 00:37:32.318
that's too much money and go,

00:37:33.918 --> 00:37:34.797
that's too much money.

00:37:35.358 --> 00:37:35.798
It's not.

00:37:36.358 --> 00:37:37.179
Whatever you're charging.

00:37:37.219 --> 00:37:38.340
But I want people to see what,

00:37:38.539 --> 00:37:40.159
because that should be the floor, right?

00:37:40.960 --> 00:37:45.041
This person is a non-employee that you

00:37:45.202 --> 00:37:45.641
need.

00:37:46.161 --> 00:37:46.922
It's not a nice to have,

00:37:46.942 --> 00:37:47.762
it's a need to have.

00:37:47.943 --> 00:37:49.742
And what are people willing to pay?

00:37:50.003 --> 00:37:50.784
Because a kid,

00:37:51.403 --> 00:37:52.985
if you offer the kid twelve in New

00:37:53.005 --> 00:37:54.244
York City, are they showing up, Dave?

00:37:56.489 --> 00:37:58.769
Uh, no, no, you're going to go.

00:37:58.789 --> 00:38:01.489
What are you getting for, for context?

00:38:01.530 --> 00:38:03.130
Like when our kids were small enough,

00:38:03.170 --> 00:38:04.311
we needed a babysitter.

00:38:04.710 --> 00:38:06.311
We always had a niece or a nephew

00:38:06.831 --> 00:38:07.871
around to do it.

00:38:08.012 --> 00:38:10.371
We could never spend a night out and

00:38:10.411 --> 00:38:12.052
I'm not saying the night I'm saying like

00:38:12.092 --> 00:38:13.413
a four hour block of time.

00:38:13.452 --> 00:38:14.932
We couldn't go out for a four hour

00:38:14.952 --> 00:38:16.813
block for less than a hundred bucks.

00:38:17.414 --> 00:38:18.594
Usually it'd be a hundred and twenty

00:38:18.634 --> 00:38:19.313
hundred and thirty.

00:38:20.614 --> 00:38:22.315
What are you getting for that?

00:38:22.335 --> 00:38:25.016
Because like, I'm guessing again,

00:38:25.057 --> 00:38:27.079
I'm comparing back to what my wife said.

00:38:27.119 --> 00:38:28.800
She would like feed them.

00:38:28.840 --> 00:38:29.760
She'd clean up.

00:38:29.780 --> 00:38:31.342
She'd wash the dishes when she was the

00:38:31.362 --> 00:38:32.101
babysitter.

00:38:32.561 --> 00:38:33.782
She would get them in bed.

00:38:33.822 --> 00:38:35.463
She'd do the jammy routine.

00:38:35.503 --> 00:38:37.826
Like mom or dad would come home and

00:38:37.865 --> 00:38:39.887
the kids were completely finished for the

00:38:39.947 --> 00:38:40.266
night.

00:38:40.646 --> 00:38:42.347
And that was two dollars an hour.

00:38:42.389 --> 00:38:44.630
And that's what stuck in her head.

00:38:44.750 --> 00:38:46.690
What's included in the twenty five an

00:38:46.751 --> 00:38:47.010
hour?

00:38:47.030 --> 00:38:47.791
I'm just curious.

00:38:49.052 --> 00:38:53.677
All of that, including engagement,

00:38:54.117 --> 00:38:56.099
no tablets, no TV.

00:38:56.480 --> 00:38:57.340
In this day and age,

00:38:57.501 --> 00:38:58.981
kind of unheard of, right?

00:38:59.021 --> 00:39:00.103
So we got lucky.

00:39:00.163 --> 00:39:02.545
Our babysitter just graduated college and

00:39:02.585 --> 00:39:03.726
she was the valedictorian.

00:39:04.126 --> 00:39:05.407
She had a four point GPA.

00:39:05.427 --> 00:39:07.248
Apparently she is going to be a

00:39:07.309 --> 00:39:08.010
mathematician.

00:39:08.530 --> 00:39:10.512
So in terms of babysitting,

00:39:10.612 --> 00:39:13.034
I think she's like probably undercharging

00:39:13.094 --> 00:39:13.193
us.

00:39:13.213 --> 00:39:14.235
I hope she's not listening.

00:39:15.056 --> 00:39:15.936
Don't raise your hands on us.

00:39:17.947 --> 00:39:18.548
She's amazing.

00:39:18.849 --> 00:39:20.150
So we get someone who's competent,

00:39:20.170 --> 00:39:21.731
someone who we trust to take him to

00:39:21.771 --> 00:39:22.773
different parks nearby,

00:39:22.913 --> 00:39:26.175
which safety is obviously really huge and

00:39:26.195 --> 00:39:26.856
really important to us.

00:39:27.757 --> 00:39:29.239
But just the day to day,

00:39:29.278 --> 00:39:32.501
like playful things, toys, games,

00:39:32.603 --> 00:39:33.282
activities,

00:39:33.422 --> 00:39:35.125
things that are like like dynamic and

00:39:35.144 --> 00:39:35.605
stimulating,

00:39:35.686 --> 00:39:37.507
as opposed to sitting in front of a

00:39:37.788 --> 00:39:39.668
phone, a tablet or a TV.

00:39:39.688 --> 00:39:40.871
We could just do that for free and

00:39:40.911 --> 00:39:41.751
not have a babysitter.

00:39:41.871 --> 00:39:42.052
Right.

00:39:44.559 --> 00:39:44.679
Yeah.

00:39:44.840 --> 00:39:45.860
It begs to...

00:39:46.161 --> 00:39:48.021
I like this activity because it takes

00:39:48.061 --> 00:39:49.402
people's identities out of it.

00:39:50.021 --> 00:39:52.563
It puts them in their own position and

00:39:52.623 --> 00:39:53.503
not their identity.

00:39:54.083 --> 00:39:54.943
We could go into...

00:39:54.963 --> 00:39:56.103
This would be a different episode.

00:39:57.844 --> 00:39:58.925
The thread, Tony,

00:39:58.945 --> 00:40:00.246
that you started where...

00:40:00.606 --> 00:40:02.306
What's the difference between the greatest

00:40:02.786 --> 00:40:05.407
personal trainer and a crappy PT?

00:40:06.007 --> 00:40:07.068
And people can't...

00:40:07.367 --> 00:40:09.108
I love rolling into those threads because

00:40:09.588 --> 00:40:10.528
I poke all day.

00:40:10.728 --> 00:40:12.070
I just go down the line and I

00:40:12.090 --> 00:40:12.230
go...

00:40:13.050 --> 00:40:16.152
Let's pretend you had a friend who sat

00:40:16.192 --> 00:40:18.313
with you in PT school.

00:40:18.652 --> 00:40:20.074
They did not pay tuition.

00:40:20.373 --> 00:40:22.416
They just snuck into every class and sat

00:40:22.436 --> 00:40:25.878
in the back and just no one noticed.

00:40:26.057 --> 00:40:27.197
Because every time someone says,

00:40:28.259 --> 00:40:30.079
we spend hundreds of hours.

00:40:30.139 --> 00:40:30.360
Great.

00:40:30.760 --> 00:40:33.202
My friend Ted spent hundreds of hours next

00:40:33.222 --> 00:40:34.083
to me in PT school.

00:40:34.322 --> 00:40:35.643
He learned everything that I did.

00:40:35.864 --> 00:40:37.003
We had the same exposure.

00:40:37.244 --> 00:40:38.164
Jimmy got the license.

00:40:38.445 --> 00:40:39.085
Ted did not.

00:40:39.266 --> 00:40:40.626
The only difference is I took a test

00:40:40.867 --> 00:40:41.427
and Ted didn't.

00:40:42.860 --> 00:40:43.800
That's their identity.

00:40:44.561 --> 00:40:45.722
So I like this question about the

00:40:45.762 --> 00:40:47.724
babysitter because it makes them think

00:40:47.744 --> 00:40:49.463
about what they're actually paying for.

00:40:50.284 --> 00:40:52.166
Like your valedictorian should charge

00:40:52.346 --> 00:40:52.786
more,

00:40:53.646 --> 00:40:55.728
not the next person should charge less.

00:40:56.516 --> 00:40:57.916
Do you know what I mean?

00:40:58.157 --> 00:40:59.077
There's a base.

00:40:59.617 --> 00:41:00.719
Decide what it is.

00:41:01.139 --> 00:41:02.960
Decide what problem you solve.

00:41:03.041 --> 00:41:04.322
I don't do all that extra stuff.

00:41:04.922 --> 00:41:07.063
I am here to dial nine one one

00:41:07.083 --> 00:41:08.244
because your kid's not old enough.

00:41:08.744 --> 00:41:09.405
If they're choking,

00:41:09.445 --> 00:41:11.686
I could probably fake a Heimlich maneuver

00:41:11.706 --> 00:41:12.807
based on watching TV.

00:41:13.527 --> 00:41:16.650
I'm here so you don't get legally in

00:41:16.690 --> 00:41:20.552
trouble if the cops roll in and you're

00:41:20.612 --> 00:41:21.173
out of a date.

00:41:21.840 --> 00:41:23.440
But yeah, by all means,

00:41:24.581 --> 00:41:26.583
stay charging two dollars from when thirty

00:41:26.603 --> 00:41:28.903
years ago when you started or update your

00:41:28.943 --> 00:41:30.864
rates because the dollar moved on.

00:41:31.144 --> 00:41:32.686
But no one taught that lesson in PT

00:41:32.706 --> 00:41:33.786
school.

00:41:33.827 --> 00:41:36.487
So I think the take home with twenty

00:41:36.527 --> 00:41:37.608
five in Colorado,

00:41:37.648 --> 00:41:39.489
we did find a teenager for fifteen.

00:41:39.710 --> 00:41:40.911
I'd love to hear the question.

00:41:41.650 --> 00:41:42.811
Here's the question of Bo.

00:41:42.952 --> 00:41:44.672
And, you know, no,

00:41:44.693 --> 00:41:46.373
I'm not saying this in a negative light

00:41:46.393 --> 00:41:47.914
because this this is the same kind of

00:41:47.954 --> 00:41:48.195
thing.

00:41:48.755 --> 00:41:48.976
So.

00:41:49.920 --> 00:41:51.481
does ten dollars make that much of a

00:41:51.541 --> 00:41:53.784
difference what does ten dollars mean like

00:41:53.903 --> 00:41:56.525
are you looking at this as oh i

00:41:56.565 --> 00:41:58.168
can't pay twenty five but i can pay

00:41:58.208 --> 00:42:00.949
fifteen or are you looking at this as

00:42:00.989 --> 00:42:03.831
well i'm saving ten you know these are

00:42:03.871 --> 00:42:06.614
the questions from me thinking about the

00:42:06.653 --> 00:42:08.596
consumer and you and i the three of

00:42:08.675 --> 00:42:10.896
us in the physical therapy world we're

00:42:10.916 --> 00:42:12.559
like well somebody who's going to pay a

00:42:12.639 --> 00:42:14.360
hundred are they not going to pay one

00:42:14.400 --> 00:42:15.101
twenty five

00:42:16.382 --> 00:42:18.905
Where does it break to say, well,

00:42:18.925 --> 00:42:19.907
they'll pay one twenty five,

00:42:19.947 --> 00:42:21.710
but they won't pay one ninety nine.

00:42:21.829 --> 00:42:23.492
Like, where does that happen?

00:42:24.233 --> 00:42:25.355
In my experience,

00:42:25.414 --> 00:42:27.157
now we're going to the other end of

00:42:27.197 --> 00:42:28.539
the market.

00:42:28.619 --> 00:42:30.001
There are people who will pay ten.

00:42:30.925 --> 00:42:32.085
They will pay fifteen.

00:42:32.565 --> 00:42:33.967
They're not going to pay twenty five.

00:42:34.407 --> 00:42:37.170
There's a definitive break in who will say

00:42:37.210 --> 00:42:39.811
yes and who will say no between fifteen

00:42:40.313 --> 00:42:41.092
and twenty five.

00:42:41.213 --> 00:42:42.934
And that could be a copay coinsurance.

00:42:42.954 --> 00:42:44.695
That could be whatever, you know.

00:42:44.755 --> 00:42:47.137
And so I have identified that break.

00:42:47.177 --> 00:42:48.920
So it doesn't help me as a business

00:42:48.980 --> 00:42:51.382
owner to go to ten because the tens

00:42:51.422 --> 00:42:52.463
will pay fifteen.

00:42:52.922 --> 00:42:54.465
It does make a difference for me to

00:42:54.525 --> 00:42:56.226
go stay at fifteen and not go to

00:42:56.266 --> 00:42:58.987
twenty five because there is a definitive

00:42:59.047 --> 00:42:59.548
break there.

00:43:00.358 --> 00:43:01.079
Totally get it.

00:43:01.199 --> 00:43:01.942
I understand.

00:43:02.081 --> 00:43:03.103
Here's how I look at it.

00:43:03.284 --> 00:43:05.427
I actually don't think it matters for me.

00:43:06.148 --> 00:43:07.431
It doesn't matter if it's fifteen,

00:43:07.451 --> 00:43:08.351
twenty five, thirty,

00:43:08.371 --> 00:43:09.373
thirty five an hour or whatever,

00:43:09.474 --> 00:43:12.338
because in the time that the babysitter is

00:43:12.378 --> 00:43:12.619
here,

00:43:13.641 --> 00:43:14.360
My wife and I,

00:43:14.661 --> 00:43:15.581
so I'm not even really,

00:43:15.621 --> 00:43:16.583
I'm not even treating patients,

00:43:16.603 --> 00:43:17.802
but if I were treating patients,

00:43:17.842 --> 00:43:18.923
then my wife and I would be able

00:43:18.943 --> 00:43:20.485
to either go do the things we want

00:43:20.505 --> 00:43:21.905
to do, like we have to work out,

00:43:21.985 --> 00:43:23.025
she's got to do yoga,

00:43:23.065 --> 00:43:24.025
she goes to Orange Theory,

00:43:24.045 --> 00:43:26.106
she goes out where she treats patients.

00:43:26.527 --> 00:43:28.889
So if we were treating patients,

00:43:29.369 --> 00:43:30.168
she is and I'm not,

00:43:30.789 --> 00:43:32.650
we would be unlocking hundreds of dollars,

00:43:32.731 --> 00:43:33.751
at least top line revenue,

00:43:33.791 --> 00:43:37.213
hundreds of dollars an hour in gross

00:43:37.273 --> 00:43:39.594
income in that time that we're paying the

00:43:39.653 --> 00:43:40.534
twenty five dollars an hour.

00:43:41.255 --> 00:43:43.137
But I'm also right now onboarding and

00:43:43.257 --> 00:43:44.277
coaching my therapist.

00:43:44.438 --> 00:43:47.559
So to be unlocking thousands of dollars or

00:43:47.619 --> 00:43:49.681
tens of thousands or hopefully hundreds of

00:43:49.722 --> 00:43:52.202
thousands of dollars in value for

00:43:52.284 --> 00:43:53.704
therapists that then stay with us for the

00:43:53.744 --> 00:43:54.224
long term.

00:43:54.565 --> 00:43:55.045
So for me,

00:43:55.106 --> 00:43:56.427
I don't look at it as like, oh,

00:43:56.467 --> 00:44:00.028
should we have said twenty instead of

00:44:00.070 --> 00:44:01.911
twenty five or should we have said twenty

00:44:01.971 --> 00:44:03.391
three dollars and fifty cents an hour or

00:44:03.431 --> 00:44:03.672
whatever?

00:44:05.342 --> 00:44:06.623
when you look at it from the big

00:44:06.663 --> 00:44:07.902
picture of what you're going to be

00:44:07.943 --> 00:44:09.324
replacing, like you're buying back,

00:44:09.503 --> 00:44:10.403
I'm buying back my time.

00:44:10.443 --> 00:44:11.284
Like that's what I'm trying to do.

00:44:11.364 --> 00:44:11.505
Right.

00:44:11.545 --> 00:44:13.585
So it doesn't matter if it's fifteen an

00:44:13.625 --> 00:44:15.525
hour, twenty five, thirty five,

00:44:15.606 --> 00:44:16.586
forty five dollars an hour.

00:44:16.606 --> 00:44:18.606
Like if I can replace it with two

00:44:18.646 --> 00:44:21.088
fifty or three fifty per hour top line

00:44:21.909 --> 00:44:24.349
with with enough volume or the activities

00:44:24.389 --> 00:44:26.931
of growing and hiring more therapists and

00:44:27.891 --> 00:44:28.710
and onboarding,

00:44:28.992 --> 00:44:29.751
recruiting more therapists,

00:44:29.811 --> 00:44:30.731
onboarding more therapists,

00:44:31.313 --> 00:44:32.333
making them successful,

00:44:32.432 --> 00:44:34.153
then that's that's the thing that.

00:44:34.173 --> 00:44:34.253
Yeah.

00:44:35.574 --> 00:44:36.655
It doesn't matter if we're paying a

00:44:36.675 --> 00:44:37.836
babysitter fifty dollars an hour.

00:44:37.856 --> 00:44:38.818
Correct.

00:44:38.858 --> 00:44:39.039
Yeah.

00:44:39.619 --> 00:44:41.221
I'm going to need my friend needs a

00:44:41.280 --> 00:44:41.702
new roof.

00:44:41.762 --> 00:44:42.882
So he was walking me through the thought

00:44:42.902 --> 00:44:43.423
process.

00:44:44.003 --> 00:44:45.706
And if you were just going like, well,

00:44:45.726 --> 00:44:47.387
how many hours does it take?

00:44:47.447 --> 00:44:47.728
I'm like,

00:44:47.748 --> 00:44:49.070
it's not the way to look at it.

00:44:49.690 --> 00:44:50.791
I would need a lot of hours to

00:44:50.851 --> 00:44:52.134
figure out how to do it.

00:44:52.393 --> 00:44:53.795
Then I would need to want to do

00:44:53.835 --> 00:44:54.936
that sort of hard work.

00:44:56.038 --> 00:44:57.117
And then when I was done,

00:44:57.139 --> 00:44:57.858
I'd have to wonder,

00:44:58.518 --> 00:44:59.599
did I do that right?

00:44:59.619 --> 00:45:01.340
Because I only learned about it three days

00:45:01.360 --> 00:45:02.340
ago, then I did it.

00:45:02.460 --> 00:45:04.161
And now when it rains, I'll be nervous.

00:45:04.181 --> 00:45:05.742
So you're deciding like,

00:45:05.822 --> 00:45:07.342
what do I get out of it?

00:45:07.682 --> 00:45:09.284
I feel like this went full circle because

00:45:10.474 --> 00:45:12.137
You want to know what you get out

00:45:12.197 --> 00:45:14.159
of it, not just what it costs.

00:45:14.278 --> 00:45:15.900
The cost should be last.

00:45:16.081 --> 00:45:17.702
Tell me what this is going to cost.

00:45:17.862 --> 00:45:18.523
What do you do?

00:45:18.864 --> 00:45:20.365
How does it make my life better?

00:45:20.465 --> 00:45:21.666
And then what would I need to do

00:45:21.686 --> 00:45:22.447
to get it?

00:45:22.487 --> 00:45:23.809
What would I need to give up to

00:45:23.849 --> 00:45:24.190
get it?

00:45:24.230 --> 00:45:24.710
But first,

00:45:24.751 --> 00:45:26.393
talk to me about what this alleviates

00:45:26.413 --> 00:45:27.753
because I ain't getting on my roof at

00:45:27.793 --> 00:45:29.996
forty six because I got no experience with

00:45:30.016 --> 00:45:30.217
that.

00:45:30.657 --> 00:45:31.739
Well, this is something wrong.

00:45:32.300 --> 00:45:33.922
This is the challenging part with what we

00:45:33.961 --> 00:45:34.222
do.

00:45:34.282 --> 00:45:35.623
And Tony and I talked about this before

00:45:35.643 --> 00:45:37.963
in the show where the outcome of someone

00:45:38.003 --> 00:45:39.764
being pain-free and being able to go on

00:45:39.804 --> 00:45:41.344
a cruise or walk with their spouse on

00:45:41.364 --> 00:45:42.126
a beach or whatever,

00:45:42.646 --> 00:45:44.367
it's hard to put a dollar amount to

00:45:44.407 --> 00:45:44.487
it.

00:45:44.527 --> 00:45:45.867
That's why Tony said before,

00:45:46.208 --> 00:45:48.568
it's easier for him to sell the Medicare,

00:45:49.168 --> 00:45:50.710
uh, uh,

00:45:50.989 --> 00:45:54.931
zero to zero to build or zero to

00:45:54.972 --> 00:45:56.512
pay the Medicare course.

00:45:56.552 --> 00:45:58.152
Cause he knows if someone buys his five

00:45:58.172 --> 00:45:58.954
hundred dollar course,

00:45:59.594 --> 00:46:01.594
they should absolutely make five grand.

00:46:01.635 --> 00:46:02.456
I mean, they should make fifty.

00:46:02.476 --> 00:46:03.856
They should make they should make five

00:46:03.896 --> 00:46:05.938
hundred thousand dollars if they if they

00:46:05.958 --> 00:46:08.500
had some team through the what they

00:46:08.539 --> 00:46:09.960
learned from Tony's five hundred dollar

00:46:09.981 --> 00:46:10.221
course.

00:46:10.240 --> 00:46:12.563
It's easier to see a before and after

00:46:12.842 --> 00:46:14.244
with an objective number.

00:46:14.724 --> 00:46:17.126
It's harder to say, hey,

00:46:17.365 --> 00:46:18.507
even for our ideal client,

00:46:19.186 --> 00:46:21.327
like, hey, millionaire, multimillionaire,

00:46:21.807 --> 00:46:23.907
you're going to invest five or ten K,

00:46:24.648 --> 00:46:25.489
but we're going to be able to get

00:46:25.509 --> 00:46:26.748
you back to all the things you want

00:46:26.768 --> 00:46:27.148
to do,

00:46:27.228 --> 00:46:28.869
like raising money and growing your

00:46:28.909 --> 00:46:29.550
business and all that.

00:46:29.570 --> 00:46:31.610
And that could be millions of dollars in

00:46:31.670 --> 00:46:35.291
value that we're helping you unlock or get

00:46:35.331 --> 00:46:37.791
back to or focus on so that your

00:46:37.811 --> 00:46:39.193
headaches and back pain or whatever are

00:46:39.233 --> 00:46:41.172
not a distraction that get in the way

00:46:41.353 --> 00:46:42.534
of all the things that you need to

00:46:42.554 --> 00:46:44.014
do to grow your business and all that.

00:46:44.094 --> 00:46:45.635
So maybe there's some examples,

00:46:45.675 --> 00:46:46.695
maybe there's some ways we could talk

00:46:46.715 --> 00:46:47.114
about it on

00:46:47.355 --> 00:46:50.257
future episodes but it's harder to have

00:46:50.277 --> 00:46:51.777
like a dollar amount or like a return

00:46:51.797 --> 00:46:53.920
on investment like objectively for like

00:46:53.960 --> 00:46:56.581
patient client outcomes it might be and

00:46:56.621 --> 00:46:58.402
this is a longer conversation because i

00:46:58.422 --> 00:46:59.963
just looked up who are the largest

00:47:00.043 --> 00:47:04.186
television advertising categories by spend

00:47:04.327 --> 00:47:06.628
and ad impressions and i just looked at

00:47:06.648 --> 00:47:09.670
them quick and what do you think they

00:47:09.690 --> 00:47:12.672
are any guesses pharmaceuticals for tv

00:47:12.693 --> 00:47:16.315
commercials one of the five uh political

00:47:17.742 --> 00:47:19.063
Political will be seasonal,

00:47:19.463 --> 00:47:20.505
so we can talk about that.

00:47:20.644 --> 00:47:22.606
No, but that will be on the list,

00:47:22.626 --> 00:47:23.666
but only every couple of years.

00:47:23.766 --> 00:47:25.068
Cars?

00:47:25.447 --> 00:47:25.987
Automotive.

00:47:26.728 --> 00:47:28.130
Automotive, pharmaceuticals, yep.

00:47:29.150 --> 00:47:32.032
Pharmaceuticals has to be number one.

00:47:32.351 --> 00:47:34.554
Retail, entertainment, and insurance.

00:47:35.634 --> 00:47:37.916
So what you're saying is true, except...

00:47:39.634 --> 00:47:42.315
All of those sort of sell subjective

00:47:42.394 --> 00:47:43.235
things, right?

00:47:43.255 --> 00:47:45.097
Because I don't buy the car because it's

00:47:45.117 --> 00:47:46.577
the objectively best car.

00:47:47.097 --> 00:47:48.777
I buy it because first it's the

00:47:48.878 --> 00:47:50.778
subjectively thing and it fits my

00:47:50.818 --> 00:47:51.318
personality.

00:47:51.398 --> 00:47:53.239
Then I go down to brass.

00:47:53.460 --> 00:47:54.501
This is an amazing,

00:47:54.521 --> 00:47:55.581
great point from Jimmy.

00:47:55.621 --> 00:47:56.242
Yes, you're right.

00:47:56.362 --> 00:47:57.422
All of the ad spend.

00:47:57.802 --> 00:47:58.342
I think, by the way,

00:47:58.382 --> 00:48:00.043
I think three quarters of the ad spend

00:48:00.063 --> 00:48:01.903
on TV is pharmaceuticals.

00:48:02.023 --> 00:48:03.125
Check me if I'm wrong.

00:48:03.625 --> 00:48:05.286
I believe it's seventy something percent.

00:48:05.565 --> 00:48:07.706
Three quarters of ad spend on TV is

00:48:07.726 --> 00:48:08.327
pharmaceuticals.

00:48:09.166 --> 00:48:09.606
But you're right.

00:48:09.867 --> 00:48:10.188
You're right.

00:48:10.208 --> 00:48:12.849
They are selling the person smiling,

00:48:12.869 --> 00:48:13.688
like the before and after,

00:48:13.708 --> 00:48:16.130
like the eczema, they're all upset.

00:48:16.190 --> 00:48:17.271
And then the before and after,

00:48:17.291 --> 00:48:18.550
they're like playing with their kids in a

00:48:18.590 --> 00:48:18.911
park.

00:48:19.012 --> 00:48:20.331
Yeah.

00:48:20.351 --> 00:48:24.813
They are selling a non-objective result or

00:48:24.893 --> 00:48:27.434
outcome that is hard to peg to some

00:48:27.474 --> 00:48:27.976
dollar amount.

00:48:27.996 --> 00:48:29.096
Yes, I agree.

00:48:29.175 --> 00:48:30.916
According to Media Radar,

00:48:31.097 --> 00:48:31.996
and this is back,

00:48:32.077 --> 00:48:33.717
this information is from ten years ago,

00:48:33.737 --> 00:48:35.438
so I'll find some more updated.

00:48:35.539 --> 00:48:37.599
Technology was number one.

00:48:38.576 --> 00:48:40.737
Media and entertainment was number two,

00:48:40.777 --> 00:48:42.556
which is ironic because media and

00:48:42.597 --> 00:48:43.157
entertainment,

00:48:43.177 --> 00:48:44.757
your job is reaching people.

00:48:45.438 --> 00:48:46.777
Even if they have a channel,

00:48:46.818 --> 00:48:48.498
they're still spending other places.

00:48:48.538 --> 00:48:51.818
So attention is their economy.

00:48:52.599 --> 00:48:54.039
And then number three was pharma.

00:48:54.079 --> 00:48:55.619
And this is, again, twenty eighteen,

00:48:56.039 --> 00:49:00.181
six point six billion for pharmaceuticals.

00:49:00.561 --> 00:49:03.364
if it didn't work they wouldn't do it

00:49:03.664 --> 00:49:05.827
now they have higher tickets so they've

00:49:05.847 --> 00:49:07.989
got the budget to spend but they wouldn't

00:49:08.009 --> 00:49:09.771
be doing it long term if it didn't

00:49:09.791 --> 00:49:11.313
work again this is from almost ten years

00:49:11.333 --> 00:49:13.195
ago so i would say tv

00:49:14.844 --> 00:49:17.485
would be probably the second location they

00:49:17.527 --> 00:49:18.086
would spend.

00:49:18.507 --> 00:49:21.130
First would be social, is my guess,

00:49:21.170 --> 00:49:22.510
is where their dollars,

00:49:22.771 --> 00:49:23.831
not just their ad spend,

00:49:23.851 --> 00:49:25.213
their organic effort as well.

00:49:25.594 --> 00:49:26.735
You didn't have organic.

00:49:26.755 --> 00:49:30.038
Your organic was a sign outside your

00:49:30.077 --> 00:49:30.898
store.

00:49:31.018 --> 00:49:33.581
It was organic or it was word of

00:49:33.641 --> 00:49:33.882
mouth.

00:49:33.922 --> 00:49:34.581
There was no, well,

00:49:34.601 --> 00:49:37.003
we created some content, right?

00:49:37.043 --> 00:49:38.706
Pharmaceuticals sell hope products.

00:49:39.045 --> 00:49:43.847
And that's higher on the value pyramid.

00:49:44.768 --> 00:49:46.188
That's what we should be selling and what

00:49:46.228 --> 00:49:47.128
we do kind of sell,

00:49:47.148 --> 00:49:50.150
but we don't describe it well enough or

00:49:50.170 --> 00:49:52.512
we don't tell the consumer.

00:49:53.052 --> 00:49:56.173
The biggest reason we as a profession or

00:49:56.333 --> 00:49:58.094
individually as a clinic or a chain of

00:49:58.135 --> 00:50:00.775
clinics don't consistently sell hope well

00:50:01.275 --> 00:50:03.317
is we change the messaging too often.

00:50:03.817 --> 00:50:04.697
We try something.

00:50:04.818 --> 00:50:06.179
It doesn't work right away.

00:50:06.298 --> 00:50:06.619
We leave.

00:50:07.259 --> 00:50:08.500
But look at Allstate.

00:50:08.579 --> 00:50:09.579
Is it Allstate?

00:50:10.579 --> 00:50:11.641
The one where mayhem?

00:50:12.221 --> 00:50:13.260
Look, I don't even remember what it is,

00:50:13.300 --> 00:50:14.081
but I know it's mayhem.

00:50:14.101 --> 00:50:14.661
When I see it,

00:50:14.702 --> 00:50:15.222
I know what it is.

00:50:15.601 --> 00:50:18.523
They sell fear, lack of fear.

00:50:19.443 --> 00:50:19.744
Listen,

00:50:19.804 --> 00:50:22.565
you can have this or you could have

00:50:22.945 --> 00:50:23.706
not this.

00:50:24.326 --> 00:50:25.186
You decide.

00:50:25.666 --> 00:50:29.668
They literally do that trick where they

00:50:29.688 --> 00:50:29.827
go,

00:50:31.148 --> 00:50:34.070
a woman was found murdered yesterday by

00:50:34.090 --> 00:50:34.489
the river.

00:50:36.068 --> 00:50:37.610
Her boyfriend was the last person who saw

00:50:37.630 --> 00:50:37.730
her.

00:50:37.750 --> 00:50:38.190
How are you?

00:50:39.771 --> 00:50:41.693
I didn't say he did it.

00:50:41.813 --> 00:50:44.014
I just put two facts next to each

00:50:44.074 --> 00:50:44.295
other.

00:50:44.574 --> 00:50:46.295
And when you draw the line between them,

00:50:46.596 --> 00:50:47.896
that's the whole point of the movie

00:50:47.936 --> 00:50:48.536
Inception.

00:50:48.838 --> 00:50:50.778
When it's your idea, it's gold.

00:50:50.998 --> 00:50:52.460
When I tell you, trust me,

00:50:52.500 --> 00:50:53.139
it's worth it,

00:50:53.400 --> 00:50:54.981
it feels icky and I'm not buying that

00:50:55.101 --> 00:50:55.702
used car.

00:50:56.322 --> 00:50:57.503
But when you do it,

00:50:57.764 --> 00:50:59.844
I cannot undo your idea.

00:50:59.885 --> 00:51:00.385
And people...

00:51:03.047 --> 00:51:05.146
people who see physical therapists it'd be

00:51:05.186 --> 00:51:07.588
great to do the most boring ad campaign

00:51:08.027 --> 00:51:10.369
no graphics no color black and white

00:51:10.568 --> 00:51:13.668
people who see physical therapists live

00:51:13.708 --> 00:51:18.170
better lives the happiest people on the

00:51:18.210 --> 00:51:22.231
planet see pts and then just shut up

00:51:22.311 --> 00:51:24.791
i think the challenge though what's ben

00:51:24.811 --> 00:51:26.911
saying ben says why do i always expect

00:51:26.952 --> 00:51:28.552
the cheers theme song playing in tony's

00:51:28.612 --> 00:51:28.952
office

00:51:32.498 --> 00:51:33.699
It's playing in the background.

00:51:33.778 --> 00:51:34.418
I just mute it.

00:51:35.639 --> 00:51:37.641
The challenge with both of those, though,

00:51:37.661 --> 00:51:39.963
is people coming to us have to do

00:51:40.043 --> 00:51:40.463
stuff.

00:51:40.643 --> 00:51:42.143
I can buy a pill and I don't

00:51:42.164 --> 00:51:42.925
have to do anything.

00:51:43.005 --> 00:51:45.885
I can buy insurance and hope I never

00:51:45.925 --> 00:51:46.847
have to use it.

00:51:46.927 --> 00:51:49.168
People coming to us have to actually do

00:51:49.228 --> 00:51:49.648
stuff.

00:51:50.409 --> 00:51:53.610
And I think most of us here,

00:51:53.911 --> 00:51:56.193
the ones who are the most successful are

00:51:56.233 --> 00:51:58.833
the true believers to the level of

00:51:58.914 --> 00:51:59.534
delusion

00:52:00.293 --> 00:52:01.375
that they're like, yes,

00:52:01.454 --> 00:52:02.856
I can cure your problem.

00:52:02.916 --> 00:52:04.440
I want to deliver the outcome.

00:52:04.500 --> 00:52:07.184
I manually can do it, whatever.

00:52:08.262 --> 00:52:10.043
The rest of us are more realistic.

00:52:10.083 --> 00:52:10.505
Like, look,

00:52:10.625 --> 00:52:12.686
I can't reverse fifty years of sedentary

00:52:12.746 --> 00:52:15.708
lifestyle and bad choices.

00:52:17.329 --> 00:52:18.831
Really enjoy the discussion today.

00:52:18.891 --> 00:52:20.331
Thanks, Will, for showing up,

00:52:20.492 --> 00:52:21.572
as you always do.

00:52:23.213 --> 00:52:23.775
So I don't know.

00:52:23.855 --> 00:52:24.295
I don't know.

00:52:24.815 --> 00:52:26.757
The only thing I can say is we

00:52:26.817 --> 00:52:29.778
need to position ourselves like a Spartan

00:52:29.838 --> 00:52:33.161
race, like a CrossFit, like, you know,

00:52:33.862 --> 00:52:35.623
come to us for the pain and the

00:52:35.663 --> 00:52:36.164
challenge.

00:52:39.485 --> 00:52:41.246
What about the people that sell this?

00:52:41.726 --> 00:52:42.867
And you don't even have to be watching

00:52:42.887 --> 00:52:43.449
the live stream.

00:52:43.469 --> 00:52:44.509
You'll know what I'm talking about.

00:52:51.342 --> 00:52:52.003
You know what I'm talking about?

00:52:52.043 --> 00:52:52.943
The people who lay down and do the

00:52:52.963 --> 00:52:54.465
weird hand movements and they're doing the

00:52:54.625 --> 00:52:56.365
noises with their hands and they're

00:52:56.405 --> 00:52:58.007
relieving the raking.

00:52:58.327 --> 00:52:59.728
I've sent you guys videos.

00:52:59.967 --> 00:53:02.090
Yes, yes, yes.

00:53:02.170 --> 00:53:04.391
The one physician on Instagram,

00:53:04.590 --> 00:53:05.931
he's like a radiologist,

00:53:06.072 --> 00:53:09.074
just tears apart all those videos and all

00:53:09.114 --> 00:53:10.114
the chiropractic videos.

00:53:10.195 --> 00:53:11.675
Because he plays along with it.

00:53:11.795 --> 00:53:12.976
He's like doing commentary.

00:53:13.297 --> 00:53:13.976
But here's the thing.

00:53:13.996 --> 00:53:14.797
You got to give him credit.

00:53:15.117 --> 00:53:16.878
They believe what Tony just said.

00:53:17.358 --> 00:53:19.280
They must believe to the level of the

00:53:19.320 --> 00:53:19.940
delusion

00:53:21.126 --> 00:53:21.987
Of what they're selling.

00:53:22.067 --> 00:53:24.268
They believe one hundred percent and

00:53:24.347 --> 00:53:25.909
ninety nine people might walk by them at

00:53:25.929 --> 00:53:26.548
a flea market.

00:53:26.929 --> 00:53:28.670
But if one out of every hundred pays

00:53:28.769 --> 00:53:30.030
two hundred and fifty bucks,

00:53:30.791 --> 00:53:32.711
that's a that's a pretty good living,

00:53:32.771 --> 00:53:33.152
I guess.

00:53:33.192 --> 00:53:33.572
I don't know.

00:53:33.612 --> 00:53:33.811
I mean,

00:53:33.851 --> 00:53:35.313
depending on how much it costs you to

00:53:35.333 --> 00:53:36.012
get a degree and.

00:53:40.108 --> 00:53:42.251
That checks all the boxes for the modern

00:53:42.311 --> 00:53:42.831
economy.

00:53:43.271 --> 00:53:44.753
It looks good on social media.

00:53:45.213 --> 00:53:46.615
It generates views.

00:53:46.695 --> 00:53:49.298
It generates comments and interactions and

00:53:49.358 --> 00:53:50.480
positive or negative.

00:53:51.141 --> 00:53:53.523
Somebody said something about negative

00:53:53.623 --> 00:53:55.304
press or negative something.

00:53:55.364 --> 00:53:56.525
And Jimmy came on and said,

00:53:56.565 --> 00:53:58.088
there is no negative press.

00:53:58.128 --> 00:53:59.628
You know, it's just comments, man.

00:54:00.400 --> 00:54:00.780
Just more comments.

00:54:00.800 --> 00:54:02.103
Do you remember what it was, Dave?

00:54:02.123 --> 00:54:03.483
I don't remember.

00:54:03.503 --> 00:54:05.465
Last week I commented on the video you

00:54:05.505 --> 00:54:07.487
posted of the chiropractor who manipulates

00:54:07.547 --> 00:54:08.449
the lady's shoulder.

00:54:08.989 --> 00:54:10.469
And she was like screaming.

00:54:11.150 --> 00:54:11.791
And he's like,

00:54:12.052 --> 00:54:13.333
we got to get rid of these adhesions

00:54:13.413 --> 00:54:14.813
now with this like, you know,

00:54:14.934 --> 00:54:16.195
massage gun or whatever thing.

00:54:16.635 --> 00:54:18.677
even if only one percent of the people

00:54:18.737 --> 00:54:21.599
believe in that now they actually will

00:54:21.878 --> 00:54:24.440
more strongly defend it because ninety

00:54:24.460 --> 00:54:26.782
nine people are yelling they are wrong not

00:54:26.882 --> 00:54:29.864
it's wrong they they hear you're wrong and

00:54:29.903 --> 00:54:33.186
they triple quadruple six tuple down and

00:54:33.206 --> 00:54:34.527
they go no and now I'm going to

00:54:34.547 --> 00:54:35.648
go book an appointment for this guy

00:54:37.318 --> 00:54:37.699
Yeah.

00:54:37.798 --> 00:54:39.621
And Tony commented on that – of that

00:54:39.641 --> 00:54:42.163
video and said that he was surprised,

00:54:42.182 --> 00:54:44.204
like, the people actually – like,

00:54:44.264 --> 00:54:45.965
why would you ever post that video to

00:54:46.005 --> 00:54:47.568
try to, like, attract patients?

00:54:48.268 --> 00:54:49.769
Because they understand what kind of crazy

00:54:49.789 --> 00:54:50.710
they're fishing for.

00:54:51.492 --> 00:54:52.753
Fish with the right bait.

00:54:52.773 --> 00:54:54.414
They're looking for crazy – they post

00:54:54.434 --> 00:54:55.454
crazy shit.

00:54:55.755 --> 00:54:57.257
That math maths.

00:54:58.996 --> 00:55:00.016
I mean, truthfully though,

00:55:00.878 --> 00:55:03.340
I think it's crazy to post dry needling

00:55:03.621 --> 00:55:04.161
videos.

00:55:04.822 --> 00:55:09.889
I think it's crazy that a therapist is

00:55:09.929 --> 00:55:13.733
gonna stick dry needles into human flesh,

00:55:13.914 --> 00:55:17.398
hook up an electrical charge to it and

00:55:17.458 --> 00:55:19.018
shock the muscle and think

00:55:19.559 --> 00:55:21.623
that the consumer is gonna see that and

00:55:21.643 --> 00:55:23.485
be like, oh yeah, that's what I need.

00:55:23.585 --> 00:55:24.367
I need some of that.

00:55:24.807 --> 00:55:27.090
But like, obviously I don't do it.

00:55:27.552 --> 00:55:29.675
I understand what you do.

00:55:29.795 --> 00:55:31.777
I understand the people who do it.

00:55:32.297 --> 00:55:34.400
I'm just saying from an outside observer

00:55:34.460 --> 00:55:35.161
looking in,

00:55:35.682 --> 00:55:37.583
That is going to repel the ninety eight

00:55:37.623 --> 00:55:39.985
percent of people who are in pain and

00:55:40.025 --> 00:55:40.925
think, yeah,

00:55:40.965 --> 00:55:42.306
you know what I need for a solution

00:55:42.347 --> 00:55:42.887
to pain?

00:55:43.288 --> 00:55:44.527
Needles and electricity.

00:55:44.568 --> 00:55:45.869
That's going to make my pain better.

00:55:45.889 --> 00:55:47.329
Like, it's just not.

00:55:47.710 --> 00:55:49.010
But it doesn't matter because it's a two

00:55:49.050 --> 00:55:51.211
percent who are going to be like, yes,

00:55:51.251 --> 00:55:52.193
that is what I need.

00:55:52.733 --> 00:55:54.293
And that's what you're looking for, right?

00:55:54.313 --> 00:55:55.875
You're not trying to convince the ninety

00:55:55.974 --> 00:55:56.155
eight.

00:55:56.175 --> 00:55:59.317
You're trying to root out.

00:55:59.336 --> 00:55:59.737
Look for the.

00:55:59.996 --> 00:56:02.599
Yeah, that's what we'll saying crazy pain.

00:56:03.126 --> 00:56:04.527
I mean, go full Forrest Gump.

00:56:04.568 --> 00:56:06.110
Crazy is as crazy does,

00:56:06.170 --> 00:56:07.210
but that's who shows up.

00:56:07.891 --> 00:56:08.472
Real quick.

00:56:08.492 --> 00:56:09.353
Since Will's here,

00:56:09.414 --> 00:56:11.916
I've been loving the Will posts where he

00:56:11.956 --> 00:56:13.920
talks about business owners that are

00:56:14.079 --> 00:56:16.222
basically doing millions in revenue and

00:56:16.282 --> 00:56:17.563
not pulling a profit.

00:56:18.606 --> 00:56:18.646
Um,

00:56:19.536 --> 00:56:21.159
You know, I read those posts.

00:56:21.239 --> 00:56:23.141
I like those posts when I see them.

00:56:23.581 --> 00:56:27.226
And I think it speaks to a virtually

00:56:27.286 --> 00:56:29.307
infinite number of individuals who are out

00:56:29.327 --> 00:56:31.130
there who have these businesses that are

00:56:31.150 --> 00:56:33.293
like, I'm bringing in all this money.

00:56:33.413 --> 00:56:35.175
Why is it not in my bank account?

00:56:35.735 --> 00:56:39.079
What is will sell from this chart?

00:56:41.108 --> 00:56:42.289
I don't know from that chart,

00:56:42.349 --> 00:56:44.490
but I know that it resonates with business

00:56:44.570 --> 00:56:47.152
owners like me, who is like, yeah,

00:56:47.213 --> 00:56:48.552
where is all this money going?

00:56:48.572 --> 00:56:50.534
When we were at five locations,

00:56:50.653 --> 00:56:52.255
I didn't make any more take home than

00:56:52.295 --> 00:56:53.755
I make today with one location.

00:56:55.507 --> 00:56:57.148
We'll go from bottom to top real quick.

00:56:58.409 --> 00:56:59.110
Simplifies,

00:56:59.610 --> 00:57:01.311
makes money because he knows there's money

00:57:01.373 --> 00:57:01.713
in there.

00:57:02.472 --> 00:57:03.173
He starts with,

00:57:03.534 --> 00:57:05.896
I met a guy in blank industry doing

00:57:05.936 --> 00:57:07.297
this much in annual revenue,

00:57:08.097 --> 00:57:11.601
but the bank accounts weren't banking.

00:57:11.681 --> 00:57:13.702
And everybody so far is like, yeah,

00:57:13.902 --> 00:57:15.224
I know a dollar in doesn't mean a

00:57:15.264 --> 00:57:15.784
dollar out.

00:57:15.864 --> 00:57:16.704
In fact, it's less.

00:57:18.726 --> 00:57:21.730
There is reduces anxiety.

00:57:23.389 --> 00:57:24.130
There has to be.

00:57:24.150 --> 00:57:25.231
There's organization.

00:57:25.851 --> 00:57:26.992
There's reduces cost,

00:57:27.032 --> 00:57:28.353
avoid hassles and quality.

00:57:28.414 --> 00:57:30.155
That's what he sells, right?

00:57:30.275 --> 00:57:31.416
And then you're like, take my money.

00:57:31.675 --> 00:57:32.876
If I'm going to give you a dollar

00:57:32.936 --> 00:57:33.938
and you're going to help me find the

00:57:33.978 --> 00:57:36.259
dollars I'm missing, and when you're done,

00:57:36.278 --> 00:57:38.541
my machine runs better, that's what it is,

00:57:38.621 --> 00:57:38.840
right?

00:57:39.242 --> 00:57:39.442
He's like,

00:57:39.481 --> 00:57:40.643
I'm going to go in and figure out

00:57:40.682 --> 00:57:41.682
why your engine,

00:57:41.764 --> 00:57:43.425
your financial engine is broken,

00:57:43.905 --> 00:57:44.726
and I'm going to get rid of the

00:57:44.766 --> 00:57:45.365
bad parts,

00:57:45.425 --> 00:57:46.666
and it's just going to run smoother,

00:57:47.067 --> 00:57:48.949
and you don't have to touch the engine

00:57:48.969 --> 00:57:49.108
anymore.

00:57:50.478 --> 00:57:52.139
Be different if he was selling a course

00:57:52.159 --> 00:57:53.081
on how to do it yourself.

00:57:53.101 --> 00:57:53.320
You're like,

00:57:53.340 --> 00:57:54.061
if I'm still gonna have to do it

00:57:54.101 --> 00:57:54.581
myself,

00:57:55.242 --> 00:57:56.423
I'll just pay you more to do it

00:57:56.704 --> 00:57:57.184
for me.

00:57:57.445 --> 00:57:58.646
I mean, how often does that happen?

00:58:00.054 --> 00:58:02.275
real quick as we're closing the show i

00:58:02.315 --> 00:58:06.418
shared a screenshot uh kaya which i think

00:58:06.438 --> 00:58:07.858
we kind of talked about a long time

00:58:07.898 --> 00:58:11.079
ago it's a virtual physical therapy

00:58:11.300 --> 00:58:15.202
platform they were acquired by sword you

00:58:15.222 --> 00:58:17.983
know hinge hinge health has like the

00:58:18.023 --> 00:58:21.505
headlines sword is the avis in the digital

00:58:21.545 --> 00:58:23.527
health space digital physical therapy

00:58:23.568 --> 00:58:23.927
space

00:58:24.527 --> 00:58:26.289
So Kaya got acquired for two hundred

00:58:26.349 --> 00:58:28.871
eighty eighty five million dollars in

00:58:28.952 --> 00:58:30.353
January of this year.

00:58:31.534 --> 00:58:34.295
Bring soared one hundred million people

00:58:34.356 --> 00:58:35.117
worldwide.

00:58:35.617 --> 00:58:35.918
Like,

00:58:36.498 --> 00:58:39.501
where is the money in physical therapy

00:58:39.561 --> 00:58:40.001
going?

00:58:40.041 --> 00:58:41.322
That's why I'm sharing this.

00:58:41.882 --> 00:58:44.144
It ain't going to opening private clinics.

00:58:44.204 --> 00:58:45.706
It ain't going to, you know,

00:58:45.826 --> 00:58:46.726
one on one care.

00:58:46.806 --> 00:58:49.009
It's not going to paying physical

00:58:49.048 --> 00:58:49.710
therapists more.

00:58:50.369 --> 00:58:52.431
It's in the technology side of the

00:58:52.472 --> 00:58:53.211
profession,

00:58:53.753 --> 00:58:56.094
and it's going into resources that can

00:58:56.175 --> 00:58:58.356
access tens of millions of people,

00:58:58.896 --> 00:59:00.157
not one person an hour.

00:59:00.878 --> 00:59:01.639
Correct.

00:59:02.340 --> 00:59:02.699
Correct.

00:59:03.121 --> 00:59:04.461
So when you buy something like this,

00:59:04.501 --> 00:59:05.382
where does your head go?

00:59:05.402 --> 00:59:05.702
I mean,

00:59:05.742 --> 00:59:06.943
this is probably a longer discussion,

00:59:06.963 --> 00:59:07.824
but when you buy Kaya,

00:59:08.125 --> 00:59:09.865
you're buying access to potential

00:59:10.025 --> 00:59:10.567
customers.

00:59:10.706 --> 00:59:11.246
That's what you're buying.

00:59:11.266 --> 00:59:11.367
Yeah,

00:59:11.387 --> 00:59:12.847
that was the main part of the roll

00:59:12.949 --> 00:59:13.028
up.

00:59:13.088 --> 00:59:13.449
Yeah.

00:59:13.548 --> 00:59:13.909
Yeah.

00:59:13.949 --> 00:59:16.592
Kids Rolodex was like a paper contacts app

00:59:16.632 --> 00:59:18.052
on your phone, but on your desk.

00:59:18.492 --> 00:59:20.195
that's what you're doing you're buying a a

00:59:20.255 --> 00:59:22.179
digital rolodex of people that you can

00:59:22.219 --> 00:59:23.500
contact and then you know you have

00:59:23.561 --> 00:59:27.166
workflows or you know email sequences to

00:59:27.186 --> 00:59:28.867
touch those people and sell them the thing

00:59:28.887 --> 00:59:30.710
that you're busy selling they didn't

00:59:30.731 --> 00:59:32.233
change their business model they just

00:59:32.273 --> 00:59:33.213
bought their competition

00:59:34.599 --> 00:59:35.440
That's it.

00:59:35.460 --> 00:59:35.699
All right.

00:59:35.719 --> 00:59:36.380
Thursday.

00:59:36.940 --> 00:59:37.981
And this is my parting shot.

00:59:38.061 --> 00:59:40.123
Dave is going to talk to us about

00:59:41.224 --> 00:59:43.525
private equity, about investors.

00:59:43.666 --> 00:59:45.987
We had talked last time, Dave and I,

00:59:46.047 --> 00:59:47.608
about, you know,

00:59:47.648 --> 00:59:48.969
once you bring an investor in,

00:59:49.231 --> 00:59:50.110
your profit's gone.

00:59:50.150 --> 00:59:51.032
You're basically done.

00:59:51.092 --> 00:59:52.813
Like you're working for the investor now.

00:59:52.833 --> 00:59:54.315
You're not working for yourself.

00:59:55.215 --> 00:59:56.797
I wanted to talk about that today,

00:59:56.817 --> 00:59:57.878
but we didn't get around to it.

00:59:57.938 --> 00:59:59.159
Let's do it Thursday.

00:59:59.759 --> 01:00:02.300
because i i am very interested in that

01:00:02.320 --> 01:00:05.061
kind of funding behind a business and

01:00:05.101 --> 01:00:07.744
dave's been in that world before all right

01:00:07.784 --> 01:00:11.846
parting shots what do you got dave oh

01:00:11.925 --> 01:00:15.509
man um for me the recap of keeping

01:00:15.608 --> 01:00:15.809
the

01:00:16.746 --> 01:00:19.009
Menu card or keeping your offer simple.

01:00:20.009 --> 01:00:22.170
The example that I showed or we showed

01:00:22.271 --> 01:00:24.291
at the top of the episode is too

01:00:24.311 --> 01:00:24.932
many numbers.

01:00:25.193 --> 01:00:26.554
And that's why I wanted to get your

01:00:26.733 --> 01:00:27.494
guys' feedback on.

01:00:27.514 --> 01:00:28.994
And then we're asking, you know,

01:00:29.054 --> 01:00:29.695
ask the audience,

01:00:29.996 --> 01:00:31.956
phoning a friend for some feedback as

01:00:31.996 --> 01:00:32.197
well.

01:00:32.998 --> 01:00:33.478
So for us,

01:00:33.518 --> 01:00:34.898
just like simplifying the steps,

01:00:34.918 --> 01:00:36.119
the offer, like phone call,

01:00:36.460 --> 01:00:37.380
selling the first visit,

01:00:37.721 --> 01:00:38.942
then selling the plan of care.

01:00:39.742 --> 01:00:40.503
Very simple process.

01:00:41.202 --> 01:00:41.422
you know,

01:00:41.463 --> 01:00:44.126
stepping stones along like the process of

01:00:44.166 --> 01:00:44.846
how to work with us,

01:00:45.186 --> 01:00:46.547
as opposed to like too many numbers and

01:00:46.568 --> 01:00:48.429
too many decisions all at once,

01:00:48.469 --> 01:00:50.873
which will create confused consumers.

01:00:50.913 --> 01:00:51.773
And if someone's confused,

01:00:51.793 --> 01:00:53.255
they're not going to do business with us

01:00:53.356 --> 01:00:53.615
or you.

01:00:54.836 --> 01:00:57.519
Confuse me, lose me.

01:00:57.559 --> 01:01:00.382
What do you got, Tony?

01:01:00.422 --> 01:01:01.503
Don't talk yourself out of money.

01:01:02.184 --> 01:01:03.485
If you're valuable and you provide a

01:01:03.505 --> 01:01:03.746
value,

01:01:03.806 --> 01:01:05.586
if you honestly believe you provide,

01:01:05.847 --> 01:01:07.068
that's the difference between snake oil,

01:01:07.128 --> 01:01:07.288
right?

01:01:07.327 --> 01:01:08.527
They know that they're selling crap.

01:01:08.688 --> 01:01:10.028
But if you honestly believe you're selling

01:01:10.068 --> 01:01:11.510
something good and sometimes crazy,

01:01:11.550 --> 01:01:12.710
people honestly believe that and they're

01:01:12.731 --> 01:01:13.911
delusional and good for them.

01:01:14.130 --> 01:01:15.231
I wish I lived in that world too.

01:01:15.672 --> 01:01:16.572
I wish unicorns were real.

01:01:16.753 --> 01:01:17.913
But if you honestly believe a thing that

01:01:17.932 --> 01:01:19.333
you provide is valuable and you're not

01:01:19.373 --> 01:01:19.994
charging for it,

01:01:20.094 --> 01:01:21.335
I would say you're doing yourself,

01:01:22.034 --> 01:01:23.456
your coworkers, your employees,

01:01:23.596 --> 01:01:25.456
and your patients a disservice because you

01:01:25.476 --> 01:01:27.358
could do more with that money to help

01:01:27.418 --> 01:01:29.179
more people, including yourself.

01:01:29.518 --> 01:01:30.420
Don't talk yourself out of money.

01:01:32.034 --> 01:01:32.954
All right, guys, Tuesday,

01:01:32.994 --> 01:01:34.516
Thursday morning, eight thirty Eastern.

01:01:34.576 --> 01:01:36.157
We'll see you on Thursday.

01:01:36.297 --> 01:01:37.579
That's it.

01:01:37.619 --> 01:01:38.139
We're out.

01:01:38.159 --> 01:01:39.599
Boys, what the hell are you doing?

01:01:39.639 --> 01:01:42.481
Follow Tony Maritano on YouTube at Total

01:01:42.501 --> 01:01:43.563
Therapy Solution.

01:01:43.603 --> 01:01:44.603
Find Dave Kittle at

01:01:44.623 --> 01:01:47.806
ConciergePainRelief.com and on YouTube at

01:01:47.827 --> 01:01:49.248
The Dave Kittle Show.

01:01:49.327 --> 01:01:52.250
And follow Jimmy McKay at PT Podcast on

01:01:52.349 --> 01:01:52.971
YouTube,

01:01:53.030 --> 01:01:54.751
the socials and wherever you binge

01:01:54.771 --> 01:01:56.353
podcasts you pretend are for CEU.

01:01:57.498 --> 01:01:58.922
And hey, just a reminder,

01:01:59.422 --> 01:02:00.706
none of this was for advice.

01:02:00.786 --> 01:02:02.231
This was for entertainment only.

01:02:02.472 --> 01:02:03.894
Our lawyers say that counts.

01:02:03.996 --> 01:02:04.818
Thanks, Keegan.