PT Breakfast Club 10/7

WEBVTT

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All right.

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Good Tuesday morning to you.

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Do we have listener questions?

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Is that what we're doing?

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Are we going into the, like,

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as they would say,

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I'm part of the interruption mailbag.

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Are we going into the mailbag today?

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We can.

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Before we hit the mailbag, Dave,

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have you guys started watching blues

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clues?

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Is that still a thing?

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not yet uh we we've done we've done

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sesame street we've done uh monsters inc

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what are some you know obviously sesame

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street if i didn't say that already but

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yeah uh blues clues it's it's on the

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docket somewhere i'm sure it just hasn't

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been initiated well there's a there's a

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mail call segment that you'll appreciate

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when when you get into it okay go

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ahead i missed that one i haven't done

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blues clues yet

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All right, Dave,

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you said you had some listener emails.

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I'm going to guess these aren't anonymous.

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No, no.

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Shout out to our friend,

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friend of the podcast,

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friend of Breakfast Club,

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friend of the Dave Kittle Show,

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PT Pinecast and Learning Medicare Billing,

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Dr. Eric Broadworth,

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physical therapy practice owner out of

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Grand Rapids, Michigan.

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And we spoke recently and he had some

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questions around compensation,

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staffing and expectations for staff

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physical therapists.

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I'll of course,

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I'll give my thoughts and you guys can

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as well.

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So the biggest thing that he was asking

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about or first of all,

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his his statement was he has some physical

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therapists that if he was asking if they

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have downtime between visits because

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they're mostly one on one,

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they do dry needling, they do, you know,

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laser and red light therapy and different

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things like that.

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But they're still predominantly self-pay.

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They're looking to potentially go in

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network with Blue Cross Blue Shield and

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then offer this dry needling and laser and

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red light therapy.

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components as self-pay add-ons.

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His first sticking point or challenge,

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Tony, is he was asking me,

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do I pay my staff physical therapist for

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the downtime between visits?

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Let's say there's a gap of one or

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two or three

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slots on the calendar between patients.

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And I told him, I said,

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for my therapist,

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like regardless of whether they're W-two

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or ten ninety nine independent contractors

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hourly,

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they're my therapist are paid on an on

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a per visit basis.

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So it doesn't matter if it's in the

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brick and mortar office in midtown

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Manhattan or if it's home visits.

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we pay our therapist for completing that

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treatment visit.

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That was one thing.

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Another thing he was asking about was if

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you have, you know, cancel or no-show,

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do you then also still pay the therapist?

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Because again,

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now it's the same slot where there's no

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income or there's no treatment being

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rendered, the patient cancels or no-shows.

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And I said to him, yes,

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like we charge the patient because that's

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what they signed up.

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That's what they signed.

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They signed the late cancellation policy.

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So, yes,

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we still charge the patient in full.

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And yes,

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we still pay the physical therapist in

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full.

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Those are the first two.

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Let me start with that.

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So do you, I forget,

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do you collect ahead of the appointment?

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So if somebody cancels,

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they lose that session or do you,

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if they last minute cancel,

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do you collect after the fact?

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So I know you mentioned this maybe a

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year or so ago.

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We're getting better at it.

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And it's actually a beautiful thing when

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you do charge the card like twenty four

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hours in advance.

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It's a beautiful thing because if

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something comes up, you're like, oh, yeah,

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no problem.

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Like, totally understand.

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Like, all good.

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Something came up,

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but like we already charged the card and.

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also we're doing a little bit more

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packages recently i i we probably need to

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do a catch-up episode on it because now

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we have i don't know a handful of

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patients that are on packages that are at

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different stages of the package so then

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you got to follow all that and make

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sure like when is everyone finished and

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when you know does anyone want to re-up

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or whatever

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Same thing with the package.

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We had someone a week or two ago,

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like they had to be out of town

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and they already had, you know,

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a visit scheduled and they just,

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one of those visits just gets removed off

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the package.

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Like it's, it's,

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it is so beautiful on the business,

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you know, operation side.

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Like there's no resistance because then

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it's not a penalty.

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It's not the retroactive, like, oh,

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you canceled today or yesterday,

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late cancel or whatever.

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Now,

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now we have to charge a card or

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whatever.

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you know,

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when you already have their card charged

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twenty four hours in advance or a package,

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you just

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It's already taken care of.

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It's beautiful.

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It's wonderful for the flow of things.

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And it's almost like there's no bad taste

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in anyone's mouth,

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as opposed to when someone late cancels

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today or yesterday.

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Now we're charging them.

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And like you've said before, Tony,

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like now it does feel like a slap

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on the wrist,

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bad taste in someone's mouth,

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like a little bit of a negative sentiment.

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So we're getting into it.

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We're getting better at it.

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The challenge for us is that some of

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our patients are through the out of

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network

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insurance benefits so like they might have

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already hit their deductible and maybe

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their copay is like thirty dollars so it's

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like how do i charge that person three

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hundred or three fifty or whatever

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yesterday for today's visit and then if

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they do today's visit now it's like a

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credit it's a little bit challenging

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depending on the insurance like the out of

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network insurance and the cost

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And we're probably like, sixty,

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seventy percent self-pay.

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So we're like, we're majority there.

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We're getting there.

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There's just some sticking points in terms

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of the insurance stuff for us.

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But it's better than it was before.

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Yeah,

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so I think it's fundamental to the design

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of the business.

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You know,

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every business has breakage from

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manufacturing to restaurants to therapy

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services.

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You design the business first to deliver

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the experience you want to maintain the

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profitability you want.

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If I'm looking at a therapist and they're

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gonna cost me a hundred and twenty

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thousand a year,

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I have to account for a hundred and

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twenty thousand a year.

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And it's my responsibility as the business

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owner to ensure my systems are in place

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so that if I do have breakage,

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a cancellation, a no-show,

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somebody prematurely discharges,

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whatever the thing is that cost me money,

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I have enough cushion,

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enough profitability to say,

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I'm going to pay this person one hundred

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and twenty thousand.

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I'm going to have my operating expenses

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covered and I'm going to have a profit

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margin in that.

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You know,

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and I think this is where the amateur

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kind of falls behind and the professional

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business owner excels is because they

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understand like it's not an ethical

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decision.

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It's not an emotional decision.

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There's zero like

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thought that even goes into it this is

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what it is it's very black and white

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somebody walks in my door they have a

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thirty dollar copay you pay the thirty

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dollars now if you don't want to pay

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it that's totally fine just leave like

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there's nothing for me to do um yeah

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i would love to give everybody and i

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i

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I'm going to preface this maybe in the

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next segment.

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I asked ChatGPT to give me acronyms and

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words for free, F-R-E-E,

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because so many people are talking about

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health care should be free.

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We know it's not free.

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We know it's paid for by somebody.

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So we got some pretty funny acronyms that

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ChatGPT came up with.

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But bottom line is,

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the business has to be designed with

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enough profit margin in place so that it

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can account for you're going to have a

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seven percent cancellation no-show rate on

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the year.

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You have to account for that.

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That's money loss.

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There's nothing you can do about it.

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Now, if you want to get into, okay,

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so then what does the therapist do during

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that time you're paying them and they're

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not producing revenue?

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That's the next phase of this

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conversation.

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But Jimmy, what are your thoughts on this?

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This is unique to me.

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I mean,

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I've only worked in environments where you

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got paid salary.

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So you got paid to show up at

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a certain time and you got paid to

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this is this is both clinical and non

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clinical before I was a physical

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therapist.

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So to me, it seems

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I guess it would be hard.

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It would be harder,

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but better to align goals.

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I don't, I don't know.

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Like if I only got paid when there

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was a treatment and I'm just sitting,

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so I'm going to show up at nine

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AM and leave at five PM and only

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got paid some of those hours.

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But then I was told like, well,

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the more you work, uh,

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and help us on marketing it'll come down

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and that feels like trickle-down economics

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to me it's like it's not my boat

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so that i'm so glad you mentioned salary

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and that whole situation okay so the one

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thing that eric broadworth about the

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mailbag questions we got another one from

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him is that he asked specifically about

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that he we're talking exactly what you

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just said jimmy so

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He would show, and listen,

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I do this as well.

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My friend, Dr. Christian Marshall,

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Tribeca Physical Therapy,

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he does it as well with a spreadsheet.

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He shows his therapist like, okay,

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so here's a spreadsheet.

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You have options.

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Sometimes it's like two options,

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maybe three options.

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in terms of like,

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do you want a salary like here?

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Or do you want like pay per visit

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where you could actually make more?

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Eric yesterday on the phone said,

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I show my therapist a spreadsheet and

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it's, here's your,

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he didn't say what number, but he said,

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If you if you take the salary,

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the salary is here and that's all you

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can make in the full year.

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Obviously,

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there's no risk like it's guaranteed,

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but then there's no upside.

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Right.

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So he shows them he's like,

00:09:43.629 --> 00:09:44.750
or you could make like I think he

00:09:44.770 --> 00:09:45.030
said, like,

00:09:45.650 --> 00:09:48.413
thirty three percent of revenue that you

00:09:48.472 --> 00:09:48.732
treat.

00:09:48.832 --> 00:09:49.072
Right.

00:09:49.113 --> 00:09:50.433
So he's like,

00:09:50.553 --> 00:09:52.414
if you chose this and based off of

00:09:52.434 --> 00:09:54.535
the other flow of patients from our other

00:09:54.576 --> 00:09:56.157
therapists that have treated patients over

00:09:56.177 --> 00:09:58.038
the past year or two, he's like,

00:09:58.077 --> 00:10:00.298
you can make six figures with the pay

00:10:00.339 --> 00:10:01.120
per visit.

00:10:01.919 --> 00:10:03.784
But they still choose the salary and the

00:10:03.885 --> 00:10:05.370
salary annually, Jimmy,

00:10:05.409 --> 00:10:06.030
is lower

00:10:07.085 --> 00:10:07.585
Now, of course,

00:10:07.664 --> 00:10:09.245
I know this one has like no risk

00:10:09.265 --> 00:10:11.006
is like an NFL guaranteed contract.

00:10:11.067 --> 00:10:14.008
And this is kind of like, you know,

00:10:14.107 --> 00:10:15.749
a little bit of like the bonus play

00:10:15.788 --> 00:10:16.308
a little bit more.

00:10:16.589 --> 00:10:17.450
Maybe there's some risk.

00:10:17.730 --> 00:10:20.451
And so I told Eric, I'm like, Eric,

00:10:20.510 --> 00:10:22.652
this is something that I never understood

00:10:22.692 --> 00:10:22.932
either.

00:10:23.111 --> 00:10:24.533
I needed Sturdy McKee to tell me I

00:10:24.572 --> 00:10:26.734
needed I needed a sage, a guide,

00:10:26.793 --> 00:10:29.235
a mentor to give me some information on

00:10:29.254 --> 00:10:29.475
this.

00:10:29.595 --> 00:10:30.556
And what Sturdy told me,

00:10:30.576 --> 00:10:31.836
and I think we've talked about it before,

00:10:32.336 --> 00:10:32.636
he said.

00:10:33.820 --> 00:10:35.727
physical therapy as a profession and also

00:10:36.029 --> 00:10:37.254
physicians and nurses and all that,

00:10:38.187 --> 00:10:39.467
The people that are attracted to

00:10:39.508 --> 00:10:41.769
healthcare are folks that don't want risk.

00:10:41.808 --> 00:10:43.328
They want this guaranteed salary.

00:10:43.369 --> 00:10:44.929
Sturdy gave me an example of like some

00:10:45.009 --> 00:10:46.929
friend that's a physician in San Francisco

00:10:47.669 --> 00:10:49.211
and they were choosing like a,

00:10:49.230 --> 00:10:50.770
I don't know, like a, like a.

00:10:51.571 --> 00:10:52.831
Two hundred and fifty or a three hundred

00:10:52.850 --> 00:10:53.812
thousand dollars salary.

00:10:54.111 --> 00:10:55.792
But if it was the pay per visit

00:10:55.871 --> 00:10:56.491
or the pay, you know,

00:10:56.532 --> 00:10:58.113
the revenue share or whatever,

00:10:58.732 --> 00:11:00.153
the physician could have made like seven

00:11:00.173 --> 00:11:01.452
hundred and fifty thousand dollars,

00:11:01.673 --> 00:11:03.234
but they still chose

00:11:03.933 --> 00:11:05.674
The fixed salary, even like,

00:11:06.335 --> 00:11:08.014
even though they know based off their

00:11:08.034 --> 00:11:11.015
production and like their normal work

00:11:11.035 --> 00:11:12.436
habits, like they're going to do X, Y,

00:11:12.495 --> 00:11:14.076
Z, like their flow and all that.

00:11:14.576 --> 00:11:15.677
So yes, yes.

00:11:15.736 --> 00:11:18.238
The therapist or the clinician has to know

00:11:18.317 --> 00:11:21.119
or trust what's the inflow of leads and

00:11:21.139 --> 00:11:22.259
marketing and what, like how,

00:11:22.538 --> 00:11:23.759
how busy can you get me and how

00:11:23.798 --> 00:11:25.139
busy can I stay and all that?

00:11:25.559 --> 00:11:26.179
Yes, of course.

00:11:26.200 --> 00:11:27.559
That's, that's part of it.

00:11:27.921 --> 00:11:29.660
I don't think it's PTs or risk averse.

00:11:29.701 --> 00:11:31.120
I think people who are risk averse or

00:11:31.160 --> 00:11:32.802
risk averse and people who aren't, aren't.

00:11:33.322 --> 00:11:35.702
Because I was in communications and

00:11:35.743 --> 00:11:38.163
marketing for close to twenty years.

00:11:38.485 --> 00:11:39.845
And there were people, salespeople,

00:11:39.865 --> 00:11:40.325
who were like,

00:11:40.645 --> 00:11:41.946
all I do is make money on what

00:11:42.005 --> 00:11:42.466
I sell.

00:11:42.586 --> 00:11:44.226
I might go two months without selling.

00:11:44.567 --> 00:11:45.707
But when I hit, I hit big.

00:11:45.947 --> 00:11:47.188
I wouldn't be able to sleep at night.

00:11:47.688 --> 00:11:48.448
Not going to happen.

00:11:48.528 --> 00:11:49.590
I wouldn't be able to do it.

00:11:50.129 --> 00:11:52.131
But knowing the only thing that they were

00:11:52.192 --> 00:11:53.812
able to sell was the thing I created

00:11:53.852 --> 00:11:55.874
every single day was fine with me as

00:11:55.933 --> 00:11:58.696
long as it's hard to be creative when

00:11:58.716 --> 00:12:00.716
you don't know when the bottom of Maslow's

00:12:01.256 --> 00:12:02.477
hierarchy of needs is going to come.

00:12:02.937 --> 00:12:04.219
Some people are okay with that.

00:12:04.298 --> 00:12:04.919
Some people aren't.

00:12:04.980 --> 00:12:07.922
I don't think it's as broad as a

00:12:07.981 --> 00:12:08.461
profession.

00:12:08.481 --> 00:12:09.942
I think some people are okay with that.

00:12:11.364 --> 00:12:13.764
And more often than not, those people say,

00:12:14.044 --> 00:12:15.025
I don't want to just do this.

00:12:15.166 --> 00:12:15.966
I want to open a business.

00:12:16.669 --> 00:12:18.630
So I see what you're saying here, Ben.

00:12:18.650 --> 00:12:20.072
It's like I disagree, but I do.

00:12:20.091 --> 00:12:20.952
I respectfully disagree.

00:12:21.312 --> 00:12:23.274
I don't think PTs are risk-averse as a

00:12:23.333 --> 00:12:23.634
whole.

00:12:23.734 --> 00:12:26.115
I think most people are risk-averse as a

00:12:26.155 --> 00:12:26.395
whole.

00:12:26.556 --> 00:12:29.697
Yeah,

00:12:29.717 --> 00:12:32.539
I could say most people are risk-averse.

00:12:32.679 --> 00:12:34.941
I could say the profession of PT does

00:12:34.981 --> 00:12:35.741
attract risk.

00:12:36.884 --> 00:12:39.408
A larger percentage of those people,

00:12:39.427 --> 00:12:41.049
you know,

00:12:41.490 --> 00:12:44.013
I've said this for twenty five years that

00:12:44.033 --> 00:12:44.793
I've run a business.

00:12:44.974 --> 00:12:47.155
I still to this day don't think that

00:12:47.216 --> 00:12:50.000
I have ever really employed somebody who

00:12:50.080 --> 00:12:51.881
is purely motivated by money.

00:12:52.381 --> 00:12:53.243
And I'm sure, Jimmy,

00:12:53.302 --> 00:12:55.825
like you're probably one of these people

00:12:55.865 --> 00:12:58.966
that whether you got paid twenty thousand

00:12:59.006 --> 00:13:01.448
a year or one hundred and twenty thousand

00:13:01.489 --> 00:13:04.130
a year, once you agree on a salary,

00:13:04.191 --> 00:13:06.513
you're going to put one hundred and twenty

00:13:06.552 --> 00:13:08.615
percent effort into everything you do.

00:13:08.634 --> 00:13:11.216
And the irony in this is.

00:13:12.264 --> 00:13:14.307
like i've never been able to incentivize

00:13:14.326 --> 00:13:17.269
somebody to do more yeah um i would

00:13:17.330 --> 00:13:20.714
even say some a handful of people they

00:13:20.754 --> 00:13:23.216
feel good getting paid less because it

00:13:23.255 --> 00:13:25.619
makes them feel like they're a martyr

00:13:25.658 --> 00:13:27.900
they're suffering they're working so hard

00:13:27.941 --> 00:13:29.283
they're killing themselves they're

00:13:29.302 --> 00:13:31.264
thinking about their patients every minute

00:13:31.304 --> 00:13:33.746
of every day and they're getting paid less

00:13:33.767 --> 00:13:35.288
than they think that they deserve

00:13:35.788 --> 00:13:37.931
So it's like that is the reward in

00:13:37.971 --> 00:13:38.711
and of itself.

00:13:38.772 --> 00:13:40.933
It's like we have patients that come in

00:13:40.974 --> 00:13:43.796
and want to hurt because they feel like

00:13:43.836 --> 00:13:46.837
that pain in the experience is making them

00:13:46.879 --> 00:13:48.100
better, making them stronger.

00:13:48.139 --> 00:13:50.861
It's what they're coming here for.

00:13:50.922 --> 00:13:53.244
So it's completely it goes back to,

00:13:53.323 --> 00:13:53.604
you know,

00:13:54.044 --> 00:13:55.865
we do things where emotional creatures

00:13:55.905 --> 00:13:58.548
were driven by fears and desires and

00:13:59.028 --> 00:14:01.691
anxiety and all that kind of stuff.

00:14:01.711 --> 00:14:02.611
But that being said.

00:14:04.004 --> 00:14:06.144
There's a fundamental question of why are

00:14:06.184 --> 00:14:06.625
you here?

00:14:06.684 --> 00:14:07.884
Why do you want to work with me?

00:14:07.965 --> 00:14:09.205
What are your objectives?

00:14:09.264 --> 00:14:11.326
This business is a platform for your

00:14:11.346 --> 00:14:12.405
growth and success.

00:14:13.105 --> 00:14:14.547
Do you just want to be here for

00:14:14.586 --> 00:14:15.187
twenty years?

00:14:15.586 --> 00:14:16.947
Do you want a stable income,

00:14:17.006 --> 00:14:18.707
not have to worry, not have to think?

00:14:19.327 --> 00:14:20.947
Okay, you're going to pay a premium.

00:14:20.967 --> 00:14:23.109
You're going to get paid less than

00:14:23.168 --> 00:14:24.989
somebody else who wants to come in,

00:14:25.129 --> 00:14:27.690
use this as a training platform.

00:14:28.402 --> 00:14:29.644
because they're going to eventually want

00:14:29.663 --> 00:14:31.986
their own business you're going to earn

00:14:32.006 --> 00:14:33.590
more but you're going to also make me

00:14:33.629 --> 00:14:35.312
a lot more money you know and even

00:14:35.351 --> 00:14:36.975
if i only get that person for two

00:14:37.014 --> 00:14:38.496
years and the other person for twenty

00:14:38.537 --> 00:14:41.461
years i there's different value exchanges

00:14:41.522 --> 00:14:42.283
on both sides

00:14:43.989 --> 00:14:44.089
Good.

00:14:44.168 --> 00:14:46.590
Let me pitch both of you the middle

00:14:46.610 --> 00:14:47.990
ground, potential solutions.

00:14:48.091 --> 00:14:49.850
So potential solution for this

00:14:49.870 --> 00:14:50.451
conversation,

00:14:50.772 --> 00:14:52.432
potential solution for Eric Broadworth,

00:14:52.451 --> 00:14:54.113
since he watches the show,

00:14:54.153 --> 00:14:55.993
he's given us feedback and asked some

00:14:56.013 --> 00:14:57.573
questions and wanted to provide him some

00:14:57.634 --> 00:14:58.594
value here publicly.

00:14:59.335 --> 00:15:00.715
So the one thing that I'm actually working

00:15:00.754 --> 00:15:02.135
on right now, and I've helped,

00:15:02.916 --> 00:15:04.255
I've had help from Sturdy McKee,

00:15:04.275 --> 00:15:06.697
and I've actually helped from ChatGVT as

00:15:06.736 --> 00:15:07.336
well, which is like,

00:15:07.837 --> 00:15:08.398
what would be

00:15:09.357 --> 00:15:10.859
the middle ground so it's kind of like

00:15:10.918 --> 00:15:15.163
a base salary and then additional pay for

00:15:15.222 --> 00:15:16.903
performance based off of what the

00:15:16.943 --> 00:15:20.287
therapist is treating per month and per

00:15:20.307 --> 00:15:23.830
quarter and the the challenge that i'm at

00:15:23.870 --> 00:15:25.951
right now so like hypothetically i kind of

00:15:25.971 --> 00:15:27.272
just threw a dart at the board eric

00:15:27.292 --> 00:15:28.953
this will be different for you but for

00:15:29.014 --> 00:15:31.296
me i started with a ninety thousand dollar

00:15:31.316 --> 00:15:32.336
salary and then

00:15:33.856 --> 00:15:35.417
the performance pay on top of that.

00:15:35.498 --> 00:15:36.418
So right now,

00:15:36.477 --> 00:15:38.357
and this is not live with any therapist,

00:15:38.378 --> 00:15:39.618
but this is what I'm working on behind

00:15:39.638 --> 00:15:40.018
the scenes.

00:15:40.038 --> 00:15:42.019
It's kind of like the eighty seven

00:15:42.058 --> 00:15:44.458
thousand to ninety thousand as the fixed

00:15:44.519 --> 00:15:46.200
rate guaranteed salary,

00:15:46.659 --> 00:15:50.140
which if you and that's like treating for

00:15:50.201 --> 00:15:50.280
us,

00:15:50.321 --> 00:15:51.581
it's like treating like three patients a

00:15:51.620 --> 00:15:53.321
day at three point five.

00:15:53.341 --> 00:15:54.701
Like it's totally doable.

00:15:54.802 --> 00:15:55.822
I could do it in a coma.

00:15:55.902 --> 00:15:58.361
Like it's just totally, totally possible.

00:15:59.121 --> 00:16:00.763
And but of course, the

00:16:02.143 --> 00:16:03.864
There does, at least for my model,

00:16:03.884 --> 00:16:05.985
there does need to be the incentive to

00:16:06.025 --> 00:16:09.248
go above six figures because you as the

00:16:09.268 --> 00:16:10.668
therapist are treating patients,

00:16:10.729 --> 00:16:11.909
you're booking patients,

00:16:11.929 --> 00:16:15.292
you're trying to evaluate and activate the

00:16:15.371 --> 00:16:16.852
spouse or the other people in the

00:16:16.873 --> 00:16:17.133
building,

00:16:17.153 --> 00:16:18.214
you're trying to meet other people,

00:16:18.734 --> 00:16:19.293
all that type of stuff.

00:16:19.315 --> 00:16:20.916
So there is a little bit of extra,

00:16:21.475 --> 00:16:23.017
I don't wanna say work,

00:16:23.256 --> 00:16:24.798
but there is upside.

00:16:24.918 --> 00:16:26.578
And I ran some scenarios and some

00:16:26.839 --> 00:16:27.440
projections.

00:16:27.899 --> 00:16:29.900
And if a therapist with us is treating

00:16:29.981 --> 00:16:30.701
patients

00:16:30.841 --> 00:16:34.905
five patients a day over six months,

00:16:35.366 --> 00:16:37.208
you gotta build in some variability.

00:16:37.909 --> 00:16:40.272
A therapist in my model could make

00:16:41.253 --> 00:16:42.615
somewhere between a hundred and forty four

00:16:42.654 --> 00:16:44.277
thousand to a hundred and seventy seven

00:16:44.317 --> 00:16:44.677
thousand.

00:16:45.357 --> 00:16:45.557
Again,

00:16:45.577 --> 00:16:47.961
depending on the variability of how often

00:16:48.000 --> 00:16:50.903
can they maintain a twenty to twenty five

00:16:50.943 --> 00:16:51.543
visit per week

00:16:52.284 --> 00:16:53.625
schedule so it'd be like five a day

00:16:53.666 --> 00:16:55.927
monday through friday that accounts by the

00:16:55.947 --> 00:16:58.269
way these numbers account for taking you

00:16:58.291 --> 00:17:01.974
know pto ptoa the eight whatever national

00:17:02.014 --> 00:17:03.774
holidays some sick days all that type of

00:17:03.794 --> 00:17:07.459
stuff so it's based off of like workable

00:17:07.479 --> 00:17:11.362
business days per year and that even that

00:17:11.461 --> 00:17:13.044
model that pitch

00:17:14.522 --> 00:17:16.304
only going to attract some gamers it's not

00:17:16.324 --> 00:17:17.704
going to attract someone that just like

00:17:17.765 --> 00:17:20.506
wants whatever salary and like knows that

00:17:20.526 --> 00:17:22.866
they don't have to like work that hard

00:17:22.886 --> 00:17:24.288
they could just go into some office and

00:17:24.307 --> 00:17:26.088
just kind of like punch a ticket you

00:17:26.108 --> 00:17:28.410
know punch a clock so that's kind of

00:17:28.430 --> 00:17:29.391
where i'm at i don't know if that

00:17:29.411 --> 00:17:30.810
gives eric any clarity but do you guys

00:17:30.830 --> 00:17:31.632
have any feedback on that

00:17:32.728 --> 00:17:33.888
I'm going to go the other way,

00:17:34.309 --> 00:17:36.471
because just as we spent time saying,

00:17:36.491 --> 00:17:36.731
you know,

00:17:36.771 --> 00:17:38.673
you have to understand the psychology of

00:17:38.733 --> 00:17:40.556
the individual who's coming on board.

00:17:41.156 --> 00:17:43.159
You also have to understand the psychology

00:17:43.239 --> 00:17:44.079
of the owner.

00:17:44.559 --> 00:17:47.022
If we're talking smaller private practice,

00:17:47.303 --> 00:17:49.625
something like me or Eric or anything like

00:17:49.645 --> 00:17:49.846
that.

00:17:50.931 --> 00:17:53.531
I've done, so I've done it all, right?

00:17:53.852 --> 00:17:55.991
I've had like bonuses.

00:17:56.071 --> 00:17:57.192
I've hit metrics.

00:17:57.271 --> 00:17:58.372
I said, look, you do this,

00:17:58.392 --> 00:17:58.892
you do that.

00:17:58.932 --> 00:17:59.813
You earn this much.

00:18:00.232 --> 00:18:01.792
We've also done just a straight profit

00:18:01.833 --> 00:18:02.053
share.

00:18:02.252 --> 00:18:02.772
We're like, look,

00:18:02.792 --> 00:18:04.093
here's our operating costs.

00:18:04.133 --> 00:18:05.513
We've been in business,

00:18:05.594 --> 00:18:06.953
fifteen years at this point.

00:18:07.433 --> 00:18:08.574
Here's the operating costs.

00:18:08.594 --> 00:18:09.554
This is what we expect.

00:18:09.574 --> 00:18:10.795
This is what we've done over the last

00:18:10.835 --> 00:18:11.335
three years.

00:18:11.375 --> 00:18:12.755
You increase revenue above this,

00:18:12.775 --> 00:18:14.035
we'll give you a percentage of the

00:18:14.095 --> 00:18:15.035
increase in revenue.

00:18:15.776 --> 00:18:17.715
The problem with all of that stuff

00:18:18.233 --> 00:18:21.375
is it also has to match my personality.

00:18:21.996 --> 00:18:23.696
I don't want to track all that crap.

00:18:23.997 --> 00:18:26.558
I don't want to carrot on a stick.

00:18:26.638 --> 00:18:27.598
I don't want to bribe you.

00:18:27.719 --> 00:18:28.940
I don't want to insult you.

00:18:29.480 --> 00:18:30.901
I want to work with a professional.

00:18:31.500 --> 00:18:32.882
If you're going to act like a

00:18:32.942 --> 00:18:34.903
professional, here's the deal.

00:18:35.564 --> 00:18:37.144
Standard salary is this.

00:18:37.744 --> 00:18:39.726
I'm willing to just take the hit.

00:18:39.846 --> 00:18:41.227
I know you're going to overproduce.

00:18:41.326 --> 00:18:43.607
I'll pay you twenty percent above standard

00:18:43.647 --> 00:18:44.147
salary,

00:18:44.749 --> 00:18:45.108
but

00:18:46.275 --> 00:18:48.576
If you don't perform to what you agree

00:18:48.616 --> 00:18:50.618
to, what you say you're going to do,

00:18:51.378 --> 00:18:52.200
we got to let you go.

00:18:52.420 --> 00:18:53.961
Like, again, objective.

00:18:55.142 --> 00:18:56.784
I'm not going to because once you get

00:18:56.824 --> 00:18:58.265
into some of that stuff like profit

00:18:58.285 --> 00:18:59.846
sharing, you're like, OK, well,

00:18:59.986 --> 00:19:02.428
what happens if elections get delayed?

00:19:02.868 --> 00:19:03.068
Like,

00:19:03.288 --> 00:19:06.391
I want the ability sometimes in November

00:19:06.711 --> 00:19:08.873
to hold all of my Medicare claims and

00:19:08.952 --> 00:19:11.655
not submit them until January if I want

00:19:11.675 --> 00:19:13.997
to defer compensation or income to the

00:19:14.038 --> 00:19:15.719
next calendar year for tax reasons.

00:19:16.249 --> 00:19:18.611
There are times in January where I want

00:19:18.631 --> 00:19:21.032
to hold submitting claims to insurance

00:19:21.053 --> 00:19:23.634
companies so that deductibles are met by

00:19:23.775 --> 00:19:24.595
other providers.

00:19:24.615 --> 00:19:26.416
There are very specific things I want to

00:19:26.436 --> 00:19:29.358
do within my business to manage the cash

00:19:29.439 --> 00:19:31.339
flow that would negatively impact an

00:19:31.380 --> 00:19:31.961
employee

00:19:33.030 --> 00:19:34.972
Now you're just getting into all of these

00:19:35.013 --> 00:19:37.195
games that, for my personality,

00:19:37.715 --> 00:19:38.517
I don't want to play.

00:19:39.438 --> 00:19:41.180
So I would just rather say, look,

00:19:41.400 --> 00:19:42.981
I know there's going to be cancellations,

00:19:43.061 --> 00:19:44.242
no-shows, breakage.

00:19:44.304 --> 00:19:45.484
I know I'm going to lose money in

00:19:45.525 --> 00:19:46.266
some cases,

00:19:46.306 --> 00:19:48.508
but I better make my money in other

00:19:48.548 --> 00:19:49.088
cases.

00:19:49.568 --> 00:19:51.151
This is what I'm willing to pay you.

00:19:51.653 --> 00:19:54.115
This is the time I'm willing to commit

00:19:54.154 --> 00:19:55.635
to paying you that money.

00:19:56.215 --> 00:19:58.278
And if you perform, awesome.

00:19:58.438 --> 00:19:59.818
Like it's gonna work out great for both

00:19:59.858 --> 00:20:00.159
of us.

00:20:00.279 --> 00:20:01.240
You're gonna make a profit,

00:20:01.279 --> 00:20:02.141
I'm gonna make a profit.

00:20:02.181 --> 00:20:03.582
But if not, no big deal.

00:20:03.701 --> 00:20:07.964
Let's just go separate ways.

00:20:08.005 --> 00:20:10.067
Jimmy, you've been in these situations

00:20:11.194 --> 00:20:13.940
Yeah, for me, I watched,

00:20:14.039 --> 00:20:15.261
I can only speak from my experience,

00:20:15.281 --> 00:20:15.422
right?

00:20:15.442 --> 00:20:16.944
I want to like reach outside of what

00:20:16.964 --> 00:20:17.405
I've seen.

00:20:18.667 --> 00:20:19.189
Everybody,

00:20:19.429 --> 00:20:21.152
most people that I've worked with were

00:20:21.231 --> 00:20:23.075
aware of like their bonus structure,

00:20:23.415 --> 00:20:24.678
but they weren't driven by it.

00:20:26.268 --> 00:20:27.848
with the exception of salespeople.

00:20:28.650 --> 00:20:30.250
And those people were a different breed.

00:20:30.371 --> 00:20:32.932
I remember being friends with some of the

00:20:32.951 --> 00:20:35.614
salespeople outside of work and looking at

00:20:35.653 --> 00:20:36.694
them and thinking,

00:20:36.835 --> 00:20:38.036
I have no idea how you go to

00:20:38.056 --> 00:20:38.556
bed at night,

00:20:38.976 --> 00:20:40.636
not knowing if you're going to be able

00:20:40.656 --> 00:20:41.458
to pay your bills.

00:20:41.877 --> 00:20:42.898
And they were totally,

00:20:42.979 --> 00:20:44.159
one hundred percent OK with it.

00:20:45.039 --> 00:20:46.361
And then I watched the people that I

00:20:46.401 --> 00:20:46.901
worked with,

00:20:46.941 --> 00:20:48.582
the people who needed to have that sort

00:20:48.602 --> 00:20:49.262
of security.

00:20:50.744 --> 00:20:52.967
go above and beyond and kill themselves.

00:20:53.307 --> 00:20:55.710
I mean, in communications and radio,

00:20:55.750 --> 00:20:57.192
it wasn't obviously for patients because

00:20:57.211 --> 00:20:57.932
we didn't have any.

00:20:58.313 --> 00:20:59.334
For me, it was all like,

00:20:59.614 --> 00:21:01.695
I want to make sure that someone in

00:21:01.756 --> 00:21:03.657
a year looks at the list of people

00:21:03.698 --> 00:21:04.618
on the team and goes, well,

00:21:04.638 --> 00:21:07.781
we can't cut him because he plays five

00:21:07.801 --> 00:21:10.684
positions and he runs out in field ground

00:21:10.704 --> 00:21:10.965
balls.

00:21:11.685 --> 00:21:12.626
For me, it was always about...

00:21:13.407 --> 00:21:15.009
making sure you were on the team and

00:21:15.048 --> 00:21:16.989
you were still, you know, uh, in the,

00:21:17.108 --> 00:21:18.490
in the world of musical chairs,

00:21:18.730 --> 00:21:19.891
when they pulled a chair away,

00:21:20.490 --> 00:21:21.891
you were still having a share when the

00:21:21.951 --> 00:21:22.612
music stopped.

00:21:23.051 --> 00:21:23.632
So I think you,

00:21:23.672 --> 00:21:24.932
you have to find someone's personal

00:21:24.972 --> 00:21:25.333
drivers.

00:21:25.373 --> 00:21:27.292
Like what, what drives you?

00:21:27.532 --> 00:21:30.414
We did an entire two year long campaign

00:21:30.755 --> 00:21:31.894
at Fox rehabilitation.

00:21:31.914 --> 00:21:34.455
When I was there that circled around this

00:21:34.516 --> 00:21:35.276
very theory,

00:21:35.517 --> 00:21:37.497
they were looking at somebody was looking

00:21:37.557 --> 00:21:38.837
at with spreadsheets, uh,

00:21:39.377 --> 00:21:41.141
How do we find people and keep them?

00:21:41.481 --> 00:21:43.464
And they hired these outside consulting

00:21:43.484 --> 00:21:43.825
firms.

00:21:44.205 --> 00:21:47.351
And it came down to three things.

00:21:47.371 --> 00:21:48.212
Do you want to know what those things

00:21:48.292 --> 00:21:48.373
are?

00:21:48.393 --> 00:21:49.515
But it's a little bit of a tangent,

00:21:49.535 --> 00:21:50.355
but it's sort of not.

00:21:51.597 --> 00:21:52.398
Make your own schedule.

00:21:53.059 --> 00:21:53.681
Fix salary.

00:21:54.671 --> 00:21:55.250
No, no, no.

00:21:55.351 --> 00:21:57.291
So these were like a little more like

00:21:57.451 --> 00:22:00.752
feely, like internal drivers, three Cs.

00:22:01.712 --> 00:22:02.813
But the things that you're saying, Dave,

00:22:02.853 --> 00:22:04.834
could go into that.

00:22:05.453 --> 00:22:06.734
So what I'm saying is like these things

00:22:06.755 --> 00:22:07.755
were like broader terms.

00:22:08.454 --> 00:22:10.915
So the three things were craft.

00:22:11.888 --> 00:22:15.291
cause community i was going to say

00:22:15.311 --> 00:22:18.836
community so i'll unpack these so you can

00:22:18.855 --> 00:22:20.416
look at a pt specifically or pretty much

00:22:20.477 --> 00:22:22.578
anybody like this applies to everybody and

00:22:22.598 --> 00:22:23.599
you say like well i'm there for a

00:22:23.640 --> 00:22:24.681
little bit of this and a little bit

00:22:24.701 --> 00:22:26.962
of that yes you have all but there

00:22:27.002 --> 00:22:28.344
needs to be one main driver

00:22:29.045 --> 00:22:30.865
that when you touch on, the person goes,

00:22:31.066 --> 00:22:32.746
yes, yes, I want to work there.

00:22:33.066 --> 00:22:34.507
If I'm in a room of twenty different

00:22:34.527 --> 00:22:36.527
employers at a career fair and you hit

00:22:36.626 --> 00:22:37.827
on this, I'm going to go,

00:22:37.867 --> 00:22:39.248
you get me, you get me.

00:22:39.748 --> 00:22:41.229
But you can't have twenty of those things.

00:22:41.409 --> 00:22:42.749
You have to have like three,

00:22:43.028 --> 00:22:45.150
and then you can have three campaigns that

00:22:45.170 --> 00:22:45.329
go.

00:22:45.589 --> 00:22:46.750
So craft, cause,

00:22:46.770 --> 00:22:47.810
and community were the thing.

00:22:49.258 --> 00:22:50.298
Craft was like,

00:22:50.798 --> 00:22:51.598
I am going to be the best.

00:22:51.739 --> 00:22:54.160
I am here to be the best physical

00:22:54.180 --> 00:22:56.099
therapist, whatever that means to me,

00:22:56.380 --> 00:22:57.721
to me autonomously.

00:22:58.461 --> 00:22:59.840
I am here to be a PT and

00:22:59.861 --> 00:23:01.842
then nothing else matters, right?

00:23:01.882 --> 00:23:03.782
Like, yes, my coworkers are nice.

00:23:03.923 --> 00:23:05.103
I like community, but like,

00:23:05.343 --> 00:23:07.344
I am here to take Con Ed courses.

00:23:07.564 --> 00:23:08.864
I eat, sleep, breathe,

00:23:09.344 --> 00:23:11.664
and everything is about my craft.

00:23:11.825 --> 00:23:13.546
I want to be the best PT on

00:23:13.566 --> 00:23:14.165
my tombstone.

00:23:14.346 --> 00:23:15.086
Greatest PT ever.

00:23:15.306 --> 00:23:15.886
That's craft.

00:23:16.287 --> 00:23:16.846
Cause.

00:23:17.946 --> 00:23:18.748
This is pretty big.

00:23:18.928 --> 00:23:21.250
This is, I want to help people.

00:23:22.290 --> 00:23:23.771
At Fox, it was specifically like,

00:23:24.172 --> 00:23:27.275
what are we on this giant aircraft carrier

00:23:27.555 --> 00:23:28.455
or this big boat?

00:23:28.736 --> 00:23:29.455
What are we,

00:23:29.496 --> 00:23:31.117
what I'm doing my little part to be

00:23:31.137 --> 00:23:31.978
the best craftsman,

00:23:32.159 --> 00:23:32.999
but I want to know I'm on the

00:23:33.019 --> 00:23:35.060
right boat so that every little paddle

00:23:35.080 --> 00:23:36.741
that I do feels like it does.

00:23:37.022 --> 00:23:38.183
At Fox, it really was,

00:23:38.963 --> 00:23:40.285
they were smart enough to give it a

00:23:40.345 --> 00:23:40.705
name.

00:23:40.746 --> 00:23:41.046
Yeah.

00:23:41.286 --> 00:23:42.487
It wasn't just help everybody.

00:23:42.527 --> 00:23:43.028
It's too big.

00:23:43.147 --> 00:23:44.750
That's throwing a single dollar bill in a

00:23:44.829 --> 00:23:45.029
silo.

00:23:45.150 --> 00:23:45.570
It's too big.

00:23:45.871 --> 00:23:48.073
It was to eradicate ageism.

00:23:48.614 --> 00:23:50.195
It was like older adults deserve better.

00:23:50.576 --> 00:23:52.198
I'm giving you better care and I'm always

00:23:52.238 --> 00:23:52.878
talking about it.

00:23:53.179 --> 00:23:54.119
So they had to give they had to

00:23:54.140 --> 00:23:55.582
give the head.

00:23:55.882 --> 00:23:59.025
If you're Stephen Miller story brand,

00:23:59.945 --> 00:24:00.386
Donald Miller,

00:24:00.586 --> 00:24:01.907
you had to give the villain a name.

00:24:02.169 --> 00:24:02.729
It was ageism.

00:24:03.470 --> 00:24:04.911
So that was that was cause.

00:24:05.090 --> 00:24:06.172
And then community is like, dude,

00:24:06.231 --> 00:24:07.532
I want to be around cool people who

00:24:07.573 --> 00:24:10.015
are dope and like you're cool and you're

00:24:10.075 --> 00:24:11.455
good and you're cool.

00:24:12.037 --> 00:24:13.438
You're a little more here for the fun,

00:24:13.478 --> 00:24:14.157
but I like you.

00:24:14.178 --> 00:24:15.439
So who do I do it with?

00:24:15.880 --> 00:24:16.359
And again,

00:24:16.759 --> 00:24:18.040
if you had a Venn diagram with all

00:24:18.080 --> 00:24:19.102
three of those, of course, you're like,

00:24:19.402 --> 00:24:20.403
yeah, I want a little bit of this,

00:24:20.442 --> 00:24:21.104
want a little bit of this.

00:24:21.203 --> 00:24:21.903
I want to solve this.

00:24:22.105 --> 00:24:23.645
You want all three of those things.

00:24:23.965 --> 00:24:25.507
But one was the main driver.

00:24:25.547 --> 00:24:27.067
And they tried to they tried to find

00:24:27.107 --> 00:24:29.170
what that was because they realized and

00:24:29.190 --> 00:24:30.570
this is Fox is in, I don't know,

00:24:30.611 --> 00:24:31.231
a billion states.

00:24:31.932 --> 00:24:32.352
Um,

00:24:32.372 --> 00:24:35.574
they realize bonuses and signing bonuses

00:24:35.594 --> 00:24:36.913
and flexible and autonomy.

00:24:36.973 --> 00:24:38.775
Like those are table stakes.

00:24:38.894 --> 00:24:40.776
I need you to pay me enough.

00:24:40.895 --> 00:24:42.336
Adam Grant talks about this a lot.

00:24:42.676 --> 00:24:43.917
I need you to pay me enough.

00:24:43.978 --> 00:24:44.417
What is that?

00:24:44.438 --> 00:24:44.938
I don't know.

00:24:45.137 --> 00:24:45.637
I don't know.

00:24:45.678 --> 00:24:46.259
Like you need,

00:24:46.638 --> 00:24:47.618
you need to figure out what your numbers

00:24:47.699 --> 00:24:49.480
are and know that there's my basement.

00:24:49.579 --> 00:24:50.259
Can't go below it.

00:24:50.480 --> 00:24:50.661
Right.

00:24:51.000 --> 00:24:51.320
If you want to,

00:24:51.401 --> 00:24:52.622
if you really want this guy,

00:24:52.682 --> 00:24:54.061
cause oh man, he's the glue guy.

00:24:54.102 --> 00:24:54.803
What's the glue guy.

00:24:54.823 --> 00:24:55.462
I don't,

00:24:55.722 --> 00:24:56.962
it's the guy who plays three different

00:24:57.003 --> 00:24:58.423
positions or when he walks in the room,

00:24:58.443 --> 00:24:59.325
everybody gets excited.

00:24:59.365 --> 00:24:59.565
Right.

00:25:00.345 --> 00:25:01.266
There's my basement.

00:25:01.726 --> 00:25:03.008
If I really want this guy,

00:25:03.048 --> 00:25:05.309
cause I understand my team, my small unit,

00:25:05.509 --> 00:25:06.510
I need this guy.

00:25:06.730 --> 00:25:07.771
I'm willing to go a little more.

00:25:08.031 --> 00:25:09.273
Am I going to incentivize them for

00:25:09.314 --> 00:25:09.794
bonuses?

00:25:10.094 --> 00:25:10.414
Sure.

00:25:10.714 --> 00:25:11.736
All those things are table stakes.

00:25:11.955 --> 00:25:13.017
Fox was able to do it.

00:25:13.498 --> 00:25:13.657
I mean,

00:25:13.678 --> 00:25:15.819
there was one girl who lived in New

00:25:15.839 --> 00:25:19.262
York city and she had family overseas.

00:25:19.423 --> 00:25:20.483
So she'd work essentially.

00:25:20.503 --> 00:25:21.444
She'd book her own schedule.

00:25:21.625 --> 00:25:23.346
She'd work nonstop for like three weeks

00:25:23.507 --> 00:25:25.449
and then she'd go to like Greece and

00:25:26.262 --> 00:25:26.844
She'd go to Greece.

00:25:26.864 --> 00:25:28.305
She was like twenty four years old.

00:25:28.345 --> 00:25:28.825
And she's like, yeah,

00:25:28.845 --> 00:25:29.786
I'm going to go to Greece for two

00:25:29.806 --> 00:25:29.986
weeks.

00:25:30.306 --> 00:25:32.147
How are you pulling out bank units for

00:25:32.167 --> 00:25:33.348
like a month and a half?

00:25:33.848 --> 00:25:34.690
Fox doesn't care.

00:25:34.930 --> 00:25:35.570
Yes, they do.

00:25:35.971 --> 00:25:37.092
They care that you did that.

00:25:37.132 --> 00:25:38.472
And then they go, go to Greece.

00:25:38.673 --> 00:25:40.375
We we want you to go to Greece

00:25:40.394 --> 00:25:41.415
because we want you to come back and

00:25:41.435 --> 00:25:42.856
work for four more weeks straight.

00:25:43.277 --> 00:25:46.200
So find what the whole campaign again.

00:25:46.440 --> 00:25:47.201
And I'll wrap it up here.

00:25:47.240 --> 00:25:48.481
I promise I'm just not going to go

00:25:48.501 --> 00:25:49.162
on a tangent forever.

00:25:49.603 --> 00:25:51.585
Was what drives you like Greece?

00:25:52.125 --> 00:25:52.644
what do you want to do?

00:25:52.684 --> 00:25:54.247
Like, what, what's your thing?

00:25:54.426 --> 00:25:54.707
And it was,

00:25:54.826 --> 00:25:56.107
it was nice because it was like,

00:25:56.188 --> 00:25:57.249
I don't care what you do.

00:25:57.509 --> 00:25:58.650
You're going to come through one of these

00:25:58.691 --> 00:25:59.351
three doors.

00:25:59.631 --> 00:26:00.592
And when you get there,

00:26:01.011 --> 00:26:02.493
we understand that that's what drives you.

00:26:02.794 --> 00:26:04.335
Yes, we have that.

00:26:04.414 --> 00:26:05.135
It wasn't a shock.

00:26:06.641 --> 00:26:08.883
love that so the real real quick with

00:26:08.903 --> 00:26:11.306
that so i love all that it's fascinating

00:26:11.346 --> 00:26:13.468
that you're even you because you were at

00:26:13.488 --> 00:26:14.528
fox and now you're not there anymore

00:26:14.548 --> 00:26:16.250
you're able to kind of relay that whole

00:26:16.290 --> 00:26:17.571
thing like even that that's special

00:26:17.592 --> 00:26:19.534
because they kind of plug that into you

00:26:19.594 --> 00:26:21.175
potentially like in a way well and then

00:26:21.215 --> 00:26:23.198
you're able to i helped craft or you

00:26:23.317 --> 00:26:24.999
yeah yeah you know you're creating craft

00:26:25.059 --> 00:26:25.119
it

00:26:25.559 --> 00:26:28.843
So what's interesting is you didn't

00:26:28.863 --> 00:26:32.105
mention anything about dollar amount,

00:26:32.144 --> 00:26:33.626
salary, hourly, whatever.

00:26:33.906 --> 00:26:36.048
The one thing that my observation of Fox

00:26:36.068 --> 00:26:36.229
though,

00:26:36.269 --> 00:26:38.651
so the opposite of that young physical

00:26:38.671 --> 00:26:39.892
therapist that was banking units,

00:26:40.291 --> 00:26:41.553
there is some quota.

00:26:41.633 --> 00:26:43.815
And if a therapist does not get a

00:26:43.835 --> 00:26:44.375
quota,

00:26:45.236 --> 00:26:47.198
and if Fox is not giving them enough

00:26:47.337 --> 00:26:48.798
new patient referrals or whatever in a

00:26:48.858 --> 00:26:50.200
certain zip code that they're working in,

00:26:51.141 --> 00:26:52.803
Don't they get that quota,

00:26:53.182 --> 00:26:54.723
some dollar amount deducted from the next

00:26:54.743 --> 00:26:56.066
paycheck and the next paycheck if they're

00:26:56.086 --> 00:26:58.188
not hitting enough units per pay period or

00:26:58.228 --> 00:26:58.508
whatever?

00:26:58.928 --> 00:26:59.409
I don't know.

00:26:59.528 --> 00:27:00.829
I'm not trying to dodge the question.

00:27:00.990 --> 00:27:01.410
Maybe.

00:27:01.830 --> 00:27:02.951
I will tell you this, though.

00:27:03.011 --> 00:27:04.432
They did a gajillion dollars.

00:27:04.653 --> 00:27:05.314
I'm pretty sure.

00:27:05.614 --> 00:27:06.075
I don't know,

00:27:06.095 --> 00:27:08.036
but I'm almost positive it would be

00:27:08.076 --> 00:27:09.678
deducted from the next pay period.

00:27:09.718 --> 00:27:10.097
Could be.

00:27:11.159 --> 00:27:14.300
um the same would be if you ran

00:27:14.320 --> 00:27:16.962
out of uh yeah so what i would

00:27:17.002 --> 00:27:19.423
say is that that probably is it i

00:27:19.483 --> 00:27:21.566
wasn't on the clinical side there i would

00:27:21.625 --> 00:27:23.886
say this though they did a ton of

00:27:23.946 --> 00:27:25.768
research before they ever opened a team in

00:27:25.807 --> 00:27:28.730
an area they were like do we have

00:27:28.829 --> 00:27:31.271
more than enough ways to get paid i

00:27:31.291 --> 00:27:32.593
mean they're working with older adults

00:27:32.692 --> 00:27:34.054
like it's like you know

00:27:35.278 --> 00:27:35.959
Or everywhere.

00:27:35.999 --> 00:27:36.858
Do we have enough water?

00:27:36.959 --> 00:27:37.880
We're in the Atlantic Ocean.

00:27:38.019 --> 00:27:38.319
Yes.

00:27:38.440 --> 00:27:38.980
Okay, good.

00:27:39.121 --> 00:27:39.441
Got it.

00:27:39.681 --> 00:27:40.320
Now what do we need?

00:27:40.682 --> 00:27:41.021
Boats.

00:27:41.122 --> 00:27:42.262
I don't know.

00:27:42.442 --> 00:27:44.223
So they understood they had more than

00:27:44.263 --> 00:27:44.763
enough of that.

00:27:44.804 --> 00:27:46.325
That's not always the case, though.

00:27:46.384 --> 00:27:47.086
I see what you're saying.

00:27:47.326 --> 00:27:48.866
So you don't always have,

00:27:48.906 --> 00:27:50.508
if you're an orthopedic,

00:27:50.567 --> 00:27:51.528
if you're a sports clinic,

00:27:51.548 --> 00:27:53.509
you don't always have enough athletes in

00:27:53.549 --> 00:27:55.070
an area or maybe you have competition.

00:27:56.271 --> 00:27:56.672
But, I mean,

00:27:56.771 --> 00:27:59.053
Fox is a logistics company that happened

00:27:59.073 --> 00:28:00.854
to put their logistics and their strategy

00:28:00.894 --> 00:28:02.214
towards treating older adults.

00:28:02.375 --> 00:28:02.556
I mean...

00:28:03.435 --> 00:28:06.301
They understood that that's sort of what

00:28:06.321 --> 00:28:06.962
you need to be.

00:28:08.410 --> 00:28:09.851
You need to be a media company that

00:28:10.151 --> 00:28:11.231
knows how to do logistics.

00:28:11.291 --> 00:28:12.353
And what are you putting it towards?

00:28:12.873 --> 00:28:13.713
Treating older adults.

00:28:14.255 --> 00:28:16.695
Instead of I'm a, like Tony said this,

00:28:17.037 --> 00:28:17.997
I'm a PT clinic.

00:28:18.438 --> 00:28:20.019
Athelas, who I work for, everybody's like,

00:28:20.058 --> 00:28:20.098
oh,

00:28:20.118 --> 00:28:21.400
they're a healthcare technology company.

00:28:21.980 --> 00:28:23.501
They're a technology company that saw

00:28:23.602 --> 00:28:25.083
enough big, hairy, scary,

00:28:25.103 --> 00:28:27.104
annoying problems in healthcare that were

00:28:27.144 --> 00:28:28.885
worth enough to put towards the effort.

00:28:29.105 --> 00:28:30.307
But they're gonna work really hard because

00:28:30.326 --> 00:28:30.567
they're like,

00:28:30.626 --> 00:28:31.627
there's enough problems here.

00:28:31.887 --> 00:28:33.169
And we're super good at this.

00:28:33.669 --> 00:28:35.191
Instead of I have a bleeding heart,

00:28:35.911 --> 00:28:37.612
Let me learn how to become a...

00:28:37.732 --> 00:28:39.433
It's the Armageddon question.

00:28:39.933 --> 00:28:42.497
Do you want to treat bleeding heart or

00:28:42.517 --> 00:28:43.837
do you want to teach bleeding hearts how

00:28:43.857 --> 00:28:45.798
to become business owners or teach

00:28:45.838 --> 00:28:47.401
business or let business owners run

00:28:47.441 --> 00:28:49.301
businesses that employ bleeding hearts?

00:28:49.582 --> 00:28:49.923
Do that.

00:28:50.042 --> 00:28:50.883
Do you want to teach...

00:28:51.723 --> 00:28:53.346
astronauts how to oil drill or oil

00:28:53.385 --> 00:28:55.367
drillers how to be astronauts i mean which

00:28:55.468 --> 00:28:57.730
one's easier it's actually i mean it's the

00:28:57.830 --> 00:28:59.551
opposite of the movie armageddon it would

00:28:59.571 --> 00:29:03.997
be how to be oil drillers but of

00:29:04.037 --> 00:29:06.098
course don't ask bruce willis that uh

00:29:06.118 --> 00:29:08.201
because i'm the best because i work with

00:29:08.221 --> 00:29:11.224
the best but that's i mean what what

00:29:11.285 --> 00:29:12.086
job are you in

00:29:13.393 --> 00:29:14.173
Tony said this before,

00:29:14.192 --> 00:29:16.094
and I didn't agree with him at first

00:29:16.693 --> 00:29:18.193
two years ago or three years ago when

00:29:18.213 --> 00:29:18.894
he said it was like,

00:29:19.653 --> 00:29:21.474
you shouldn't be a business owner and

00:29:21.515 --> 00:29:23.654
treating in your clinic.

00:29:23.674 --> 00:29:25.596
You should be painting yourself out of the

00:29:25.635 --> 00:29:27.675
house, right?

00:29:27.695 --> 00:29:29.175
Did I make that analogy or that metaphor

00:29:29.236 --> 00:29:29.336
up?

00:29:29.355 --> 00:29:29.776
Probably.

00:29:29.895 --> 00:29:31.477
But I probably pictured that when Tony was

00:29:31.497 --> 00:29:32.176
saying it.

00:29:32.257 --> 00:29:33.576
That is the best way to go in

00:29:33.616 --> 00:29:35.218
terms of a practice owner.

00:29:35.258 --> 00:29:36.617
Yeah.

00:29:36.637 --> 00:29:37.198
It's too hard.

00:29:39.340 --> 00:29:40.785
All right, so any final recap on,

00:29:40.865 --> 00:29:42.730
I think we hit everything with the

00:29:42.891 --> 00:29:43.573
listener questions.

00:29:44.996 --> 00:29:46.240
Was there another question though?

00:29:47.651 --> 00:29:49.050
I mean, that was the biggest thing of,

00:29:50.211 --> 00:29:51.612
are you paying therapists, you know,

00:29:51.652 --> 00:29:52.432
in the downtime,

00:29:52.472 --> 00:29:53.653
so it kind of ties into like,

00:29:53.712 --> 00:29:55.133
if they're, I mean, if their salary,

00:29:55.313 --> 00:29:57.114
then yes, you're kind of like, you're,

00:29:57.273 --> 00:29:58.733
you're basically paying them whenever

00:29:58.773 --> 00:29:59.474
there's downtime.

00:30:00.035 --> 00:30:01.654
And there should be something maybe

00:30:01.674 --> 00:30:03.796
written into their, you know,

00:30:03.855 --> 00:30:05.016
employment agreement that like,

00:30:05.236 --> 00:30:06.797
if they have no shows and cancels,

00:30:06.856 --> 00:30:07.997
and there's like dead time,

00:30:08.356 --> 00:30:09.557
they need to be, you know,

00:30:10.577 --> 00:30:12.679
posting social media videos or doing

00:30:12.719 --> 00:30:13.259
something else.

00:30:13.499 --> 00:30:15.101
But then the reverse is true, right?

00:30:15.261 --> 00:30:17.203
If you say you have to see six

00:30:17.244 --> 00:30:18.906
patients a day and you're like, hey, man,

00:30:18.967 --> 00:30:19.488
I got eight.

00:30:19.528 --> 00:30:20.710
Can you do it?

00:30:21.269 --> 00:30:22.853
There's a structure in place that says if

00:30:22.873 --> 00:30:24.255
you're doing more than you're being asked,

00:30:24.275 --> 00:30:26.417
I'm going to pay you X percentage of

00:30:26.557 --> 00:30:27.118
over, right?

00:30:27.829 --> 00:30:28.250
Like what you're,

00:30:28.269 --> 00:30:30.673
like what Ben was saying with like- So,

00:30:30.913 --> 00:30:32.153
yeah, could be.

00:30:32.253 --> 00:30:34.635
I mean, my, listen, my first,

00:30:34.756 --> 00:30:36.518
my second job, but first job in Brooklyn,

00:30:36.917 --> 00:30:38.859
I was hired to be a clinic director.

00:30:39.580 --> 00:30:41.942
And there was something around maybe the

00:30:42.083 --> 00:30:43.564
ego of that or whatever.

00:30:43.644 --> 00:30:45.365
Like we looked at every, you know,

00:30:45.385 --> 00:30:47.008
I was there for two years or something

00:30:47.307 --> 00:30:47.968
as a clinic director.

00:30:48.828 --> 00:30:50.510
and i'm the clinic director with these

00:30:50.530 --> 00:30:52.152
other roles and responsibilities yes i was

00:30:52.172 --> 00:30:53.753
probably getting paid more than the other

00:30:53.814 --> 00:30:54.914
step physical therapist because that's

00:30:54.934 --> 00:30:57.317
what i signed up for and i always

00:30:57.356 --> 00:30:59.960
had the most visits completed like every

00:31:00.119 --> 00:31:03.522
month every quarter like i was treating

00:31:03.563 --> 00:31:04.263
more patients

00:31:05.571 --> 00:31:06.452
So, but I didn't,

00:31:06.633 --> 00:31:07.953
I didn't say to my employer,

00:31:07.993 --> 00:31:08.614
I didn't turn to them.

00:31:08.653 --> 00:31:09.755
I didn't say to Ed Mears, like, hey,

00:31:09.775 --> 00:31:11.375
what's the, what's the performance pay?

00:31:11.675 --> 00:31:13.377
Like, you know,

00:31:13.417 --> 00:31:14.438
six patients were on my schedule,

00:31:14.458 --> 00:31:15.398
but now you want me to see eight

00:31:15.439 --> 00:31:15.878
or, you know,

00:31:15.939 --> 00:31:17.259
ten or twelve are on my schedule,

00:31:17.279 --> 00:31:18.740
but I saw fifteen or whatever.

00:31:19.281 --> 00:31:21.182
Like, I didn't ask for that.

00:31:21.442 --> 00:31:23.203
Again, I'm built differently, maybe,

00:31:23.263 --> 00:31:23.785
and I'm, you know,

00:31:23.805 --> 00:31:24.865
I'm different than a lot of the staff

00:31:24.885 --> 00:31:25.665
therapists out there.

00:31:27.086 --> 00:31:28.107
But it depends.

00:31:28.147 --> 00:31:29.288
I don't, you know, I don't know.

00:31:29.888 --> 00:31:30.489
What do you think, Tony?

00:31:30.730 --> 00:31:31.690
Are we at the point where there's a

00:31:31.730 --> 00:31:32.951
lot of Seth physical therapists that are

00:31:32.971 --> 00:31:33.131
like,

00:31:33.490 --> 00:31:34.892
I signed up for six visits a day,

00:31:35.372 --> 00:31:37.012
now you want me to see eight,

00:31:37.032 --> 00:31:38.574
and you gotta pay me extra for that,

00:31:38.594 --> 00:31:39.815
or what, Jimmy?

00:31:39.835 --> 00:31:42.195
There's research around this,

00:31:42.376 --> 00:31:44.337
and I'll find it when Tony starts talking,

00:31:44.357 --> 00:31:45.679
but the research around this is they

00:31:45.759 --> 00:31:47.440
taught monkeys fairness.

00:31:48.305 --> 00:31:50.266
They gave monkeys bananas.

00:31:50.326 --> 00:31:51.846
I'll find the actual study, right?

00:31:52.326 --> 00:31:53.246
And then they all of a sudden,

00:31:53.566 --> 00:31:54.227
one monkey,

00:31:54.527 --> 00:31:56.807
everybody was getting a cut of banana,

00:31:56.826 --> 00:31:57.287
a cut of banana.

00:31:57.307 --> 00:31:58.208
Everybody was like, this is great,

00:31:58.228 --> 00:31:58.667
this is great.

00:31:58.688 --> 00:32:00.448
And then one monkey got a banana plus

00:32:00.488 --> 00:32:00.928
a grape.

00:32:01.327 --> 00:32:02.209
Do you know what happened?

00:32:02.669 --> 00:32:04.949
Like, you didn't get less bananas.

00:32:05.608 --> 00:32:06.650
They went ape.

00:32:06.670 --> 00:32:07.390
They went batshit.

00:32:08.970 --> 00:32:11.010
They lost their monkey minds.

00:32:12.271 --> 00:32:16.755
Like I am, I'm not, I don't know.

00:32:16.815 --> 00:32:19.196
I'll get to study, but fairness,

00:32:20.317 --> 00:32:22.319
you're constantly doing the math and it

00:32:22.359 --> 00:32:23.339
doesn't need there.

00:32:23.601 --> 00:32:25.342
I don't think that there's an exact like

00:32:25.862 --> 00:32:26.702
tipping point,

00:32:26.903 --> 00:32:28.684
but there's a range where you're like,

00:32:28.785 --> 00:32:30.546
dude, there's the,

00:32:30.566 --> 00:32:32.587
there's the dishwashing theory or the dish

00:32:32.627 --> 00:32:33.788
breaking theory, which is like,

00:32:33.808 --> 00:32:35.190
if you don't want to wash dishes and,

00:32:36.413 --> 00:32:36.953
break a bunch.

00:32:37.233 --> 00:32:38.474
And then you don't get, you're like, ah,

00:32:38.494 --> 00:32:39.434
you're costing us more money.

00:32:39.454 --> 00:32:41.615
And then you sweep, sweep the floor.

00:32:42.116 --> 00:32:44.577
And like that rewards the person who's a

00:32:44.657 --> 00:32:45.377
jackass.

00:32:45.758 --> 00:32:47.199
And then people like me are like, oh,

00:32:47.239 --> 00:32:47.558
I'm good.

00:32:47.739 --> 00:32:49.660
I want to, I'll just wash the dishes.

00:32:50.380 --> 00:32:51.240
People who are good.

00:32:51.260 --> 00:32:52.221
And there's research on this.

00:32:52.280 --> 00:32:53.342
I listened to a lot of Adam Grant.

00:32:53.981 --> 00:32:55.903
People who are good at their jobs get

00:32:55.982 --> 00:32:59.763
rewarded with more work at their jobs.

00:33:01.444 --> 00:33:02.984
This is why the interview process on the

00:33:03.065 --> 00:33:05.086
front end is so vitally important to kind

00:33:05.105 --> 00:33:06.365
of screen in and out,

00:33:06.946 --> 00:33:07.886
screen in the right fit,

00:33:07.926 --> 00:33:10.028
screen out the wrong fit based off of-

00:33:11.048 --> 00:33:12.609
Well, and there's a trial period, right?

00:33:12.650 --> 00:33:14.711
So like, you know, the first two,

00:33:14.731 --> 00:33:15.992
three months or whatever should be a trial

00:33:16.034 --> 00:33:18.316
period where it's in writing, like, Hey,

00:33:18.796 --> 00:33:19.057
you know,

00:33:19.116 --> 00:33:20.198
whether it's part-time or full-time,

00:33:20.238 --> 00:33:22.079
like we're literally giving this a go,

00:33:22.140 --> 00:33:23.721
like let's, you know, in whatever,

00:33:26.104 --> 00:33:29.125
this is a trial period this is an

00:33:29.165 --> 00:33:31.988
introductory period and let's see in the

00:33:32.028 --> 00:33:34.469
working world now are you an actual right

00:33:34.509 --> 00:33:36.650
fit do you like our feedback or support

00:33:36.690 --> 00:33:39.192
all that our guidance mentorship on both

00:33:39.251 --> 00:33:41.413
ends you have no idea until you've until

00:33:41.452 --> 00:33:43.654
the sheen is worn off until it's like

00:33:43.694 --> 00:33:45.256
become a job let me ask you this

00:33:45.276 --> 00:33:46.395
i don't want to backtrack but i do

00:33:46.415 --> 00:33:47.057
like backtracking

00:33:47.757 --> 00:33:49.859
If you were to answer each of you,

00:33:50.059 --> 00:33:51.961
you can only pick one of the three.

00:33:52.362 --> 00:33:54.325
Which are your main drivers, craft,

00:33:54.545 --> 00:33:56.767
cause or community for each of you?

00:33:57.087 --> 00:33:58.429
As I was describing those,

00:33:58.910 --> 00:34:01.092
which ones of those for you

00:34:02.854 --> 00:34:04.335
like popped up so i'll give you a

00:34:04.355 --> 00:34:06.575
review craft again is like if you're a

00:34:06.595 --> 00:34:08.195
clinic director you're like i am a clinic

00:34:08.215 --> 00:34:10.396
director i'm gonna know my kpis i'm gonna

00:34:10.416 --> 00:34:11.956
be able to do like work with people

00:34:12.317 --> 00:34:13.737
i'm gonna like everything a clinic

00:34:13.777 --> 00:34:15.518
director did or a clinician i am a

00:34:15.579 --> 00:34:18.039
clinician i'm a technician i am the person

00:34:18.059 --> 00:34:20.480
who's great this cause the bigot like the

00:34:20.579 --> 00:34:23.081
organization i am i'm here because i want

00:34:23.101 --> 00:34:24.362
to do my part no matter what it

00:34:24.461 --> 00:34:26.581
is like the guy who said uh who

00:34:26.782 --> 00:34:28.362
asked the janitor at nasa what are you

00:34:28.402 --> 00:34:29.804
doing what do you do here i help

00:34:29.824 --> 00:34:30.563
put people on the moon

00:34:31.063 --> 00:34:32.204
That dude was there for cause.

00:34:32.244 --> 00:34:32.465
Right.

00:34:32.724 --> 00:34:33.646
And then community is like,

00:34:33.826 --> 00:34:34.686
do I love these people?

00:34:34.965 --> 00:34:36.146
I don't I don't care what we do.

00:34:36.206 --> 00:34:36.987
We might with widgets.

00:34:37.007 --> 00:34:38.108
We might make nuclear bombs.

00:34:38.327 --> 00:34:39.469
But I love the people that we do

00:34:39.528 --> 00:34:39.889
it with.

00:34:40.068 --> 00:34:41.730
And I wouldn't want to do it anywhere

00:34:41.771 --> 00:34:41.911
else.

00:34:42.030 --> 00:34:43.592
And it was probably secondary and tertiary

00:34:43.612 --> 00:34:44.012
drivers.

00:34:44.391 --> 00:34:45.353
But what's your prime?

00:34:45.413 --> 00:34:46.512
What's your I'm interested.

00:34:46.592 --> 00:34:47.514
What are your primary drivers?

00:34:48.833 --> 00:34:50.313
Oh, this is tough.

00:34:50.393 --> 00:34:51.934
I like having to answer this on the

00:34:51.954 --> 00:34:52.195
fly,

00:34:52.215 --> 00:34:53.655
on the hotspot or on the hot seat.

00:34:55.675 --> 00:34:57.496
My initial response is I have some

00:34:57.536 --> 00:35:00.315
therapists that are on the last,

00:35:01.056 --> 00:35:02.856
the community kind of like,

00:35:03.036 --> 00:35:03.976
I have therapists that are like,

00:35:04.456 --> 00:35:06.438
I love working with Concierge Pain Relief

00:35:06.478 --> 00:35:07.898
because I love your clientele.

00:35:07.958 --> 00:35:09.458
I love the clientele because they're like,

00:35:09.958 --> 00:35:10.898
they're motivated.

00:35:11.177 --> 00:35:12.278
They're like, they're okay.

00:35:12.298 --> 00:35:12.998
Like some visits,

00:35:13.018 --> 00:35:14.958
like they just talk for the whole hour.

00:35:15.099 --> 00:35:16.380
Like they don't even do any movement or

00:35:16.400 --> 00:35:18.000
maybe they just walk and you know,

00:35:18.840 --> 00:35:18.940
Yeah,

00:35:18.980 --> 00:35:19.940
and they still get paid and we get

00:35:19.960 --> 00:35:20.101
paid.

00:35:20.420 --> 00:35:20.860
It's crazy.

00:35:20.900 --> 00:35:21.420
It's bonkers.

00:35:21.762 --> 00:35:23.161
So I have some therapists that are like,

00:35:23.422 --> 00:35:24.342
I love your clientele.

00:35:24.382 --> 00:35:25.143
They're motivated.

00:35:25.182 --> 00:35:27.704
They're better than these other Medicare

00:35:27.784 --> 00:35:29.606
or Medicaid based agencies that I've

00:35:29.626 --> 00:35:31.326
worked for before that are cursing at us

00:35:31.405 --> 00:35:32.126
and saying, get out.

00:35:32.186 --> 00:35:33.407
And I didn't request home physical

00:35:33.427 --> 00:35:33.788
therapy.

00:35:34.487 --> 00:35:35.829
But then I also have other therapists that

00:35:35.869 --> 00:35:37.590
are the craft that are like,

00:35:38.291 --> 00:35:39.831
I want to be like, you know,

00:35:39.871 --> 00:35:42.494
I want to bring like the, you know,

00:35:42.534 --> 00:35:45.936
the Swiss army knife toolbox into the

00:35:46.257 --> 00:35:46.856
someone's home.

00:35:47.317 --> 00:35:48.498
And no matter what they need,

00:35:48.617 --> 00:35:50.380
maybe they need breathing work.

00:35:50.420 --> 00:35:51.320
Maybe they need, you know,

00:35:51.360 --> 00:35:53.802
counseling on rest and hydration and,

00:35:54.141 --> 00:35:54.322
you know,

00:35:54.362 --> 00:35:56.744
recovery and sleep and that type of stuff.

00:35:56.784 --> 00:35:58.565
And then others want, you know,

00:35:58.606 --> 00:36:00.166
certain manual therapy approaches and

00:36:00.266 --> 00:36:00.987
others want,

00:36:01.086 --> 00:36:01.146
you

00:36:02.168 --> 00:36:04.048
empowerment and an exercise program or

00:36:04.068 --> 00:36:06.710
whatever and like my style like our

00:36:06.831 --> 00:36:09.373
offering is like there is a little bit

00:36:09.413 --> 00:36:12.896
of diversity around the motivated person

00:36:12.936 --> 00:36:16.458
that likes our offering and the therapists

00:36:16.478 --> 00:36:17.958
that work with us that stay the longest

00:36:17.978 --> 00:36:20.081
that stay the last couple years they're

00:36:20.101 --> 00:36:21.862
the ones there's many of them that are

00:36:22.061 --> 00:36:24.063
more of like the craft like you you

00:36:24.083 --> 00:36:25.563
don't know like they walk into whatever

00:36:26.405 --> 00:36:26.865
in someone's home,

00:36:26.885 --> 00:36:27.847
like they don't know what they're walking

00:36:27.887 --> 00:36:29.347
into and they can solve it.

00:36:29.367 --> 00:36:29.949
They can figure it out.

00:36:29.969 --> 00:36:32.271
They're going to offer reassurance.

00:36:32.311 --> 00:36:33.753
They're going to offer some type of

00:36:33.833 --> 00:36:34.273
treatment,

00:36:34.454 --> 00:36:37.297
whatever the person is seeking and almost

00:36:37.498 --> 00:36:38.818
starting the visit and starting the

00:36:38.838 --> 00:36:40.161
evaluations of like, hey,

00:36:41.061 --> 00:36:42.744
what are your expectations for today's

00:36:42.784 --> 00:36:43.344
evaluation?

00:36:44.005 --> 00:36:45.646
what are your expectations today for the

00:36:45.826 --> 00:36:47.987
first or second follow-up visit like get

00:36:48.126 --> 00:36:50.068
pulling those things out and whatever the

00:36:50.108 --> 00:36:52.509
person is looking for how can we match

00:36:52.528 --> 00:36:54.530
them we're like meet them where they're at

00:36:55.030 --> 00:36:57.311
so i don't know if that like i

00:36:57.391 --> 00:36:59.072
i'm kind of like stuck in between those

00:36:59.112 --> 00:37:00.753
two and i do have a coaching call

00:37:00.773 --> 00:37:02.775
with sturdy tomorrow so i'm gonna have to

00:37:02.795 --> 00:37:04.195
bring this up to him and ask what

00:37:04.235 --> 00:37:05.516
what do you think of this so i

00:37:05.536 --> 00:37:06.516
don't know what do you think tony what

00:37:06.675 --> 00:37:07.996
what do you have with with you your

00:37:08.137 --> 00:37:09.438
your team with those three

00:37:10.057 --> 00:37:11.480
It definitely changes, right?

00:37:11.619 --> 00:37:12.900
It evolves like all of us.

00:37:12.940 --> 00:37:15.184
Like I can remember when it was for

00:37:15.284 --> 00:37:18.628
me, craft took precedence over everything.

00:37:18.748 --> 00:37:21.269
I was obsessed with reading research,

00:37:21.329 --> 00:37:22.030
studying,

00:37:22.110 --> 00:37:23.793
like looking up different conditions,

00:37:23.853 --> 00:37:25.835
trying to figure out how to solve the

00:37:25.875 --> 00:37:26.416
problems.

00:37:27.257 --> 00:37:29.239
I go to sleep thinking about patient care

00:37:29.259 --> 00:37:30.981
and wake up thinking about patient care.

00:37:32.039 --> 00:37:35.222
Then it kind of shifted to bigger picture

00:37:35.282 --> 00:37:36.925
cause, you know, I was like, hey,

00:37:36.945 --> 00:37:38.106
let's build this business.

00:37:38.146 --> 00:37:39.748
Let's make this business about helping the

00:37:39.768 --> 00:37:42.291
community and keeping geriatrics

00:37:42.331 --> 00:37:44.373
independent and safe and all this stuff.

00:37:45.143 --> 00:37:46.945
No, I'd probably say it's community,

00:37:47.105 --> 00:37:47.864
like really.

00:37:48.244 --> 00:37:49.706
And funny thing is,

00:37:50.067 --> 00:37:51.367
it's a community of three.

00:37:51.728 --> 00:37:52.548
It's my wife,

00:37:52.969 --> 00:37:55.130
my physical therapist assistant, and me.

00:37:55.371 --> 00:37:56.952
I don't want the community to grow.

00:37:57.251 --> 00:37:58.612
I don't want to bring anyone else into

00:37:58.652 --> 00:37:59.273
the community.

00:37:59.853 --> 00:38:01.255
Like it's literally,

00:38:01.315 --> 00:38:02.815
we enjoy each other's time.

00:38:03.076 --> 00:38:04.436
We enjoy what we're doing.

00:38:04.757 --> 00:38:06.458
We're good enough at what we do.

00:38:06.559 --> 00:38:07.960
We're all on the same page.

00:38:09.181 --> 00:38:11.983
So my priority or focus over the last

00:38:12.003 --> 00:38:14.304
couple of years is definitely

00:38:14.826 --> 00:38:16.849
the people that make the community.

00:38:17.030 --> 00:38:18.293
And to a certain degree,

00:38:18.313 --> 00:38:19.956
the patients are part of that community.

00:38:20.317 --> 00:38:22.041
They're coming in, they're socializing,

00:38:22.061 --> 00:38:22.782
they're talking.

00:38:24.679 --> 00:38:25.418
The funny thing is,

00:38:25.460 --> 00:38:26.699
Jeremy Sutton's on here.

00:38:26.719 --> 00:38:28.922
He said, choose the fourth C, cash.

00:38:29.382 --> 00:38:31.003
The last person I would ever think is

00:38:31.023 --> 00:38:32.563
going to say cash version.

00:38:33.244 --> 00:38:35.445
I'm really bringing him along in terms of

00:38:35.644 --> 00:38:37.025
the monetary component of all this.

00:38:37.045 --> 00:38:38.827
That's where I would say, Jeremy,

00:38:38.847 --> 00:38:40.869
if Jeremy were trying to work for me,

00:38:40.889 --> 00:38:41.208
I'd be like,

00:38:41.369 --> 00:38:43.130
I need to pay you enough that money

00:38:43.150 --> 00:38:44.710
is not a barrier.

00:38:45.190 --> 00:38:45.291
Now,

00:38:45.331 --> 00:38:48.112
it doesn't mean like triple the average

00:38:48.172 --> 00:38:49.753
salary for a person to get them on

00:38:49.793 --> 00:38:50.034
board.

00:38:50.074 --> 00:38:50.793
It means like that.

00:38:50.994 --> 00:38:53.195
I want that person thinking about me and

00:38:53.255 --> 00:38:56.777
not having a side hustle or working with

00:38:56.836 --> 00:38:58.458
me will lead to something where you can

00:38:58.498 --> 00:38:59.878
eliminate a side hustle.

00:39:00.498 --> 00:39:01.300
Same for me, Tony.

00:39:01.440 --> 00:39:02.920
It was definitely craft when I first

00:39:02.940 --> 00:39:03.300
started.

00:39:04.360 --> 00:39:04.541
You know,

00:39:04.581 --> 00:39:05.902
my career was definitely like I want to

00:39:05.922 --> 00:39:06.663
be the best at this.

00:39:07.143 --> 00:39:08.123
Then it was in the middle,

00:39:08.163 --> 00:39:09.443
like definitely community where I was

00:39:09.483 --> 00:39:09.704
like,

00:39:10.184 --> 00:39:12.266
I just want to like coming to work.

00:39:12.826 --> 00:39:14.047
I care what I'm doing.

00:39:15.016 --> 00:39:15.978
And I'll get better at it.

00:39:16.018 --> 00:39:17.217
But if I don't have these people around

00:39:17.237 --> 00:39:18.298
me that I like doing it with,

00:39:18.778 --> 00:39:19.719
I'm not going to do anything.

00:39:20.139 --> 00:39:20.559
And for me,

00:39:20.599 --> 00:39:22.440
cause was always an underlying thing.

00:39:23.141 --> 00:39:25.442
I need there to be a cause and

00:39:25.481 --> 00:39:26.143
I need to like it.

00:39:26.782 --> 00:39:27.963
But I didn't walk through a door like

00:39:28.003 --> 00:39:28.603
seeking a cause.

00:39:28.623 --> 00:39:29.204
Like example,

00:39:29.224 --> 00:39:31.905
like I did a bunch of like fundraising

00:39:31.945 --> 00:39:32.646
and charity work.

00:39:33.206 --> 00:39:34.927
the american red cross for the leukemia

00:39:34.947 --> 00:39:37.668
lymphoma society while i was in radio and

00:39:37.748 --> 00:39:39.809
after i didn't really have a connection to

00:39:39.869 --> 00:39:40.909
either of those but i was like i'm

00:39:40.949 --> 00:39:42.130
glad you do good work how do i

00:39:42.170 --> 00:39:43.911
help if i can do my part and

00:39:43.972 --> 00:39:45.672
i can just do funny radio stuff and

00:39:45.692 --> 00:39:47.652
then you make money to help people great

00:39:47.693 --> 00:39:48.793
like that was a good way for me

00:39:48.833 --> 00:39:51.835
to uh interact so that was my craft

00:39:51.876 --> 00:39:53.036
cause community all right we got twenty

00:39:53.056 --> 00:39:53.856
minutes left what are we talking about

00:39:53.876 --> 00:39:57.157
next what's the pivot dave you shared

00:39:57.197 --> 00:39:58.958
something i thought was interesting the

00:39:59.079 --> 00:40:00.460
new york running boom

00:40:01.907 --> 00:40:05.630
uh almost a billion dollar local economy

00:40:05.670 --> 00:40:07.932
yeah i don't understand it i didn't really

00:40:07.952 --> 00:40:10.894
look into it but i guess if you

00:40:11.695 --> 00:40:13.077
i mean if you put together all the

00:40:13.117 --> 00:40:16.440
people that pay for races and what they

00:40:16.460 --> 00:40:19.503
pay for shoes and clothing and all this

00:40:19.543 --> 00:40:21.764
you know expensive like lululemon and aloe

00:40:21.784 --> 00:40:22.105
yeah

00:40:23.385 --> 00:40:23.646
I don't know.

00:40:23.666 --> 00:40:25.327
I don't know what total dollar amount,

00:40:25.407 --> 00:40:27.748
like all the I guess all of like

00:40:27.827 --> 00:40:29.487
the races and the half marathons and the

00:40:29.527 --> 00:40:30.369
full marathon.

00:40:30.909 --> 00:40:32.630
I don't know where they got to a

00:40:32.670 --> 00:40:33.469
billion dollars,

00:40:34.650 --> 00:40:35.871
how they got to that number.

00:40:35.951 --> 00:40:37.972
But yeah, I mean, there's I mean,

00:40:38.052 --> 00:40:38.492
I don't know.

00:40:38.731 --> 00:40:40.192
Running has always been big in most

00:40:40.211 --> 00:40:41.373
cities, especially in New York City.

00:40:42.608 --> 00:40:42.708
Yeah,

00:40:42.728 --> 00:40:44.909
but it wasn't a thing like in the,

00:40:44.969 --> 00:40:45.690
I don't know, six.

00:40:45.710 --> 00:40:46.971
I remember my uncle told me he ran

00:40:47.010 --> 00:40:48.271
like the fourth New York City.

00:40:48.452 --> 00:40:49.052
No, he couldn't.

00:40:49.952 --> 00:40:51.534
He ran one of the first marathons and

00:40:51.554 --> 00:40:53.715
it was like people looked at him like

00:40:53.735 --> 00:40:54.956
he was going to go to the center

00:40:54.976 --> 00:40:55.336
of the earth.

00:40:55.356 --> 00:40:56.378
Like you're going to do a what?

00:40:56.739 --> 00:40:57.659
Now it's like doing a marathon.

00:40:57.679 --> 00:40:58.619
Like, all right, good luck to me.

00:40:58.639 --> 00:40:59.681
Like, it's not even a thing.

00:40:59.860 --> 00:41:00.360
When I did it,

00:41:00.380 --> 00:41:01.802
it was sort of like my first one.

00:41:01.822 --> 00:41:03.503
It was like, that's kind of an endeavor.

00:41:03.784 --> 00:41:04.965
Now it's like people look at each other

00:41:04.985 --> 00:41:06.646
going, hey, have fun this weekend.

00:41:06.706 --> 00:41:07.246
Go knock it out.

00:41:07.967 --> 00:41:09.307
It's become more commonplace.

00:41:11.568 --> 00:41:12.530
which is good buddy.

00:41:12.811 --> 00:41:16.581
He is in charge of bringing big athletic

00:41:16.621 --> 00:41:18.806
events like that to like the Cincinnati

00:41:18.827 --> 00:41:19.949
and surrounding areas.

00:41:21.048 --> 00:41:22.230
I don't remember if he's part of the

00:41:22.269 --> 00:41:23.831
tourism board or whatever.

00:41:24.472 --> 00:41:27.974
But when you look at that, those events,

00:41:28.195 --> 00:41:30.376
I mean, you've got the event itself.

00:41:30.396 --> 00:41:31.657
Then you've got all the buildup.

00:41:31.677 --> 00:41:32.639
You've got the hotels.

00:41:32.659 --> 00:41:33.639
You've got the restaurants.

00:41:33.659 --> 00:41:37.804
You've got the clothes and merch and

00:41:37.884 --> 00:41:39.385
everything that surrounds it.

00:41:39.445 --> 00:41:41.467
I mean, it is amazing.

00:41:42.903 --> 00:41:45.704
uh and and to think about where again

00:41:45.784 --> 00:41:47.925
where physical therapy as a profession or

00:41:47.985 --> 00:41:49.985
individual therapist can kind of step into

00:41:50.005 --> 00:41:52.686
that role i just went up to a

00:41:52.746 --> 00:41:55.108
cross-country meet my seventeen-year-old

00:41:55.367 --> 00:41:57.748
sixteen-year-old he runs cross-country you

00:41:58.528 --> 00:42:01.070
you had to buy the tickets online they

00:42:01.130 --> 00:42:03.610
filled up the entire parking lot and and

00:42:03.809 --> 00:42:06.391
started converting traffic but everywhere

00:42:06.451 --> 00:42:08.871
along the course there were fleet feet

00:42:09.519 --> 00:42:11.565
like flags flying,

00:42:11.605 --> 00:42:14.070
they were a major sponsor of the event.

00:42:15.173 --> 00:42:16.295
They were there on site,

00:42:16.335 --> 00:42:18.059
they were doing their digital scans,

00:42:18.099 --> 00:42:19.262
like they did all of this kind of

00:42:19.302 --> 00:42:19.643
stuff.

00:42:20.958 --> 00:42:23.541
I generally find that most therapists who

00:42:23.581 --> 00:42:25.922
go and set up a booth at those

00:42:25.983 --> 00:42:28.005
events, it doesn't work for us.

00:42:28.065 --> 00:42:29.846
Like we're not going to do anything with

00:42:29.885 --> 00:42:30.106
that.

00:42:30.507 --> 00:42:33.268
But if you're deep in that community and

00:42:33.289 --> 00:42:34.550
you're making connections,

00:42:34.650 --> 00:42:37.431
especially at the level of we're going to

00:42:37.472 --> 00:42:38.353
bring a, you know,

00:42:38.373 --> 00:42:40.894
a three million dollar event to the city.

00:42:41.735 --> 00:42:44.097
Now you want to see referrals start

00:42:44.117 --> 00:42:44.818
pouring in.

00:42:45.217 --> 00:42:46.699
You want to get orthopedics who want to

00:42:46.739 --> 00:42:49.139
specialize in athletic injuries reaching

00:42:49.199 --> 00:42:49.940
out to you.

00:42:50.340 --> 00:42:52.521
Like that's where the real value is in

00:42:52.561 --> 00:42:53.402
something like this.

00:42:53.822 --> 00:42:55.143
You can't think too small.

00:42:55.182 --> 00:42:56.824
You can't set up a massage table to

00:42:57.244 --> 00:42:58.003
rub calves.

00:42:58.384 --> 00:43:01.206
You have to get in at your levels.

00:43:02.260 --> 00:43:04.882
How would you hire someone for that job?

00:43:05.081 --> 00:43:07.802
Would that be more of a salary position

00:43:08.302 --> 00:43:10.003
to create an event like that that might

00:43:10.023 --> 00:43:11.063
be five years away?

00:43:11.463 --> 00:43:13.264
Or would you make that a commission-based?

00:43:14.143 --> 00:43:15.485
Yeah, no, I mean, it's you.

00:43:15.664 --> 00:43:17.565
You're the person you'd hire for that job.

00:43:17.664 --> 00:43:18.786
It would be salary.

00:43:18.945 --> 00:43:21.045
It'd be, what do you need, Jimmy,

00:43:21.106 --> 00:43:22.827
to have peace of mind to know that

00:43:22.867 --> 00:43:24.786
you can focus on this full time?

00:43:25.126 --> 00:43:25.927
For five years.

00:43:26.208 --> 00:43:27.507
You give me the number.

00:43:27.987 --> 00:43:29.548
And then I have to know based on

00:43:29.748 --> 00:43:30.909
other experiences

00:43:31.820 --> 00:43:33.342
If I can turn that number into a

00:43:33.402 --> 00:43:33.802
profit.

00:43:34.061 --> 00:43:34.382
Correct.

00:43:34.443 --> 00:43:34.822
You know,

00:43:34.882 --> 00:43:36.864
and that's the way you do it.

00:43:36.983 --> 00:43:38.264
And you can't think twice about it.

00:43:38.284 --> 00:43:41.967
That's why VC funded ventures are so

00:43:42.226 --> 00:43:42.708
common.

00:43:42.768 --> 00:43:45.009
Like I was just talking to somebody who

00:43:45.028 --> 00:43:46.590
has VC funding behind them.

00:43:46.610 --> 00:43:47.771
And they're like, look,

00:43:47.791 --> 00:43:48.971
we don't care about the money.

00:43:49.331 --> 00:43:51.112
The investors expect to lose all the

00:43:51.152 --> 00:43:51.393
money.

00:43:52.572 --> 00:43:54.173
Half a million dollars doesn't mean

00:43:54.273 --> 00:43:55.094
anything to them.

00:43:55.155 --> 00:43:57.235
They put that out there across hundreds

00:43:57.275 --> 00:43:58.617
and hundreds of businesses and

00:43:59.349 --> 00:44:01.653
We just need growth and we need people

00:44:01.673 --> 00:44:03.257
who are going to bring the growth and

00:44:03.418 --> 00:44:04.981
one in a thousand will succeed.

00:44:05.382 --> 00:44:07.204
And that one in a thousand will blow

00:44:07.244 --> 00:44:09.429
the doors off of everybody else and we'll

00:44:09.469 --> 00:44:10.391
make the profit.

00:44:11.371 --> 00:44:12.833
I'm going to say that's kind of where

00:44:12.873 --> 00:44:14.775
we are in on a smaller scale in

00:44:14.835 --> 00:44:15.335
our business.

00:44:15.375 --> 00:44:16.735
We have to be able to hire five

00:44:16.795 --> 00:44:19.277
therapists knowing who are going to lose

00:44:19.338 --> 00:44:21.539
us money because one is going to make

00:44:21.579 --> 00:44:23.280
twenty times the income.

00:44:23.320 --> 00:44:24.802
But that's but that's not possible.

00:44:24.902 --> 00:44:25.141
Right.

00:44:25.181 --> 00:44:26.503
Because of the current state we're in.

00:44:26.563 --> 00:44:26.802
Right.

00:44:27.003 --> 00:44:29.204
One one is not possible.

00:44:29.405 --> 00:44:31.385
It's not possible the way it's been done.

00:44:31.485 --> 00:44:31.666
Right.

00:44:31.746 --> 00:44:33.628
Bootstrapped and thinking that you have to

00:44:33.668 --> 00:44:36.070
turn every billable minute into a profit.

00:44:36.130 --> 00:44:36.469
Correct.

00:44:36.489 --> 00:44:36.630
Correct.

00:44:36.936 --> 00:44:38.737
But that's why VCs are coming in and

00:44:38.777 --> 00:44:41.097
buying up clinics and private practices

00:44:41.157 --> 00:44:42.998
and consolidating and doing all that,

00:44:43.478 --> 00:44:45.500
because they are taking advantage in a

00:44:45.539 --> 00:44:48.661
good way of the inefficiencies of somebody

00:44:48.701 --> 00:44:49.942
who is like, man,

00:44:50.021 --> 00:44:52.101
I love physical therapy and I love patient

00:44:52.141 --> 00:44:53.822
care and I'm willing to lose three hundred

00:44:53.862 --> 00:44:55.903
dollars building this foundation.

00:44:56.523 --> 00:44:57.844
And then they're going to come in,

00:44:58.344 --> 00:44:59.945
buy it for pennies on the dollar because

00:44:59.965 --> 00:45:01.224
it's not worth anything anyway.

00:45:01.244 --> 00:45:02.726
You're losing money for three years.

00:45:03.346 --> 00:45:05.228
and turn it into something that's actually

00:45:05.289 --> 00:45:05.789
profitable.

00:45:05.829 --> 00:45:07.632
Something patients are willing to pay for,

00:45:08.132 --> 00:45:09.916
something that actually gets positive

00:45:10.016 --> 00:45:12.458
outcomes and is profitable.

00:45:12.719 --> 00:45:14.322
It's also wild when you look at like,

00:45:14.422 --> 00:45:16.764
and I've barely dabbled, I've no...

00:45:18.262 --> 00:45:19.282
I'm trying to make sure people don't think

00:45:19.302 --> 00:45:20.565
I'm trying to talk outside of my boots

00:45:20.605 --> 00:45:20.744
here.

00:45:21.465 --> 00:45:23.246
It's amazing when you look across VC

00:45:23.286 --> 00:45:25.568
portfolios and they're like, I'm buying,

00:45:26.429 --> 00:45:29.172
I'm dabbling in industries that cross

00:45:29.271 --> 00:45:29.572
over.

00:45:30.032 --> 00:45:30.994
It's like, hey, I bought a...

00:45:31.655 --> 00:45:34.217
When you're listening to Shark Tank and

00:45:34.277 --> 00:45:35.838
Cuban's trying to buy this company and

00:45:35.858 --> 00:45:36.119
he's like,

00:45:36.438 --> 00:45:38.541
I own three companies that do the thing

00:45:38.840 --> 00:45:41.563
that you pay two dollars a unit for.

00:45:41.864 --> 00:45:43.405
I'll get the cost down to thirty cents

00:45:43.425 --> 00:45:43.625
a unit.

00:45:43.644 --> 00:45:43.905
It's like,

00:45:44.465 --> 00:45:45.346
Oh, I didn't think about that.

00:45:45.385 --> 00:45:47.007
Like you own companies.

00:45:47.487 --> 00:45:48.947
You're not just a bag of money.

00:45:49.467 --> 00:45:53.748
You get Mark Cuban's Rolodex plus his

00:45:53.929 --> 00:45:55.449
infrastructure plus his supply.

00:45:55.510 --> 00:45:55.869
And you're like,

00:45:56.130 --> 00:45:58.110
that's when you start thinking in three D

00:45:58.170 --> 00:46:01.331
and you're like, oh gosh, I never thought.

00:46:01.472 --> 00:46:03.273
I just thought you buy a company and

00:46:03.313 --> 00:46:05.072
you paint it and you get the logo

00:46:05.092 --> 00:46:06.813
a little better and you get ten percent.

00:46:06.853 --> 00:46:07.273
But no,

00:46:07.313 --> 00:46:09.454
these people who are investors are

00:46:09.494 --> 00:46:09.835
thinking.

00:46:10.775 --> 00:46:12.777
six dimensions deep like oh no I know

00:46:12.896 --> 00:46:13.918
I know the guy that can do I

00:46:13.938 --> 00:46:15.820
know the guy who owns that company who's

00:46:16.221 --> 00:46:17.661
giving you that thing for two dollars a

00:46:17.742 --> 00:46:19.003
unit you're getting screwed I'm gonna get

00:46:19.023 --> 00:46:20.425
that cost down to forty cents a unit

00:46:20.485 --> 00:46:21.586
and then your margins are gonna go like

00:46:21.606 --> 00:46:22.947
this then we're gonna take the money and

00:46:22.967 --> 00:46:24.590
we're gonna roll into this that so it

00:46:24.610 --> 00:46:25.871
would have taken you ten years it's gonna

00:46:25.891 --> 00:46:28.253
take you two and then we're gonna exit

00:46:28.293 --> 00:46:30.556
in five like it's wild this is a

00:46:30.615 --> 00:46:31.998
whole new world for me because I was

00:46:32.018 --> 00:46:33.159
always a guy just rowing a boat

00:46:34.505 --> 00:46:35.425
Well, I mean,

00:46:36.045 --> 00:46:37.387
you see the same thing on the patient

00:46:37.407 --> 00:46:38.007
care side.

00:46:38.027 --> 00:46:39.750
Like you go to Dave.

00:46:40.010 --> 00:46:41.070
I tell Dave, Dave, man,

00:46:41.090 --> 00:46:42.172
my back is killing me.

00:46:42.612 --> 00:46:43.893
He does an evaluation.

00:46:43.934 --> 00:46:46.335
He's going to understand six layers deep.

00:46:46.775 --> 00:46:47.476
It could be this.

00:46:47.496 --> 00:46:48.137
It could be that.

00:46:48.177 --> 00:46:49.097
It could be, you know,

00:46:49.179 --> 00:46:50.280
five different conditions.

00:46:50.300 --> 00:46:51.840
It could even be referred from somewhere

00:46:51.900 --> 00:46:52.782
else, whatever,

00:46:53.583 --> 00:46:55.583
because he's an expert in patient care and

00:46:55.603 --> 00:46:57.146
he understands how to do that.

00:46:57.940 --> 00:47:00.603
But you take that therapist who knows that

00:47:00.643 --> 00:47:01.903
much about patient care,

00:47:01.943 --> 00:47:04.525
they don't know enough about business.

00:47:04.606 --> 00:47:05.947
So they think, like Jimmy,

00:47:06.507 --> 00:47:07.208
it's a business.

00:47:07.288 --> 00:47:08.268
I run it for profit.

00:47:08.289 --> 00:47:09.128
This is what I do.

00:47:09.168 --> 00:47:11.451
Like, it's so much more complex.

00:47:11.610 --> 00:47:13.172
But this is where Tony comes in and

00:47:13.231 --> 00:47:13.652
goes,

00:47:14.733 --> 00:47:16.755
you're that person who's the diehard craft

00:47:16.835 --> 00:47:17.775
person we talked about.

00:47:17.996 --> 00:47:19.456
All you care about is making the patient

00:47:19.476 --> 00:47:19.757
better.

00:47:20.257 --> 00:47:21.557
And you are going to suggest these

00:47:21.597 --> 00:47:23.199
sneakers because they want to run the

00:47:23.239 --> 00:47:25.141
marathon in seven months.

00:47:26.894 --> 00:47:29.597
you don't get anything for that you don't

00:47:29.617 --> 00:47:31.257
get that affiliate like that to me is

00:47:31.297 --> 00:47:33.860
like well it would be disingenuous no you

00:47:33.880 --> 00:47:35.260
were going to suggest that anyway you just

00:47:35.302 --> 00:47:37.463
told me you're the craft person but you

00:47:37.503 --> 00:47:39.844
can't build a business on that i mean

00:47:39.885 --> 00:47:40.766
tony i think you shared a

00:47:42.269 --> 00:47:43.931
a graphic the other day that was like

00:47:43.951 --> 00:47:45.472
an image of somebody doing a workout in

00:47:45.492 --> 00:47:46.773
a gym and you had highlighted,

00:47:46.813 --> 00:47:48.793
you like circled like nine things.

00:47:48.833 --> 00:47:49.675
It was like, uh,

00:47:49.755 --> 00:47:51.155
one of those pictures is like spot the

00:47:51.195 --> 00:47:52.496
differences, like the nine things.

00:47:52.817 --> 00:47:55.157
It was like, why aren't there links, um,

00:47:55.818 --> 00:47:57.300
to all these different things that you're,

00:47:57.800 --> 00:47:58.920
you are promoting.

00:47:58.940 --> 00:48:01.081
You're wearing the Lululemon shirt.

00:48:01.141 --> 00:48:03.903
You're using the biodex thing and you're

00:48:03.943 --> 00:48:05.304
wearing the sneaker.

00:48:06.465 --> 00:48:08.306
I know it feels if you're the craft

00:48:08.347 --> 00:48:11.309
person that that's selling out.

00:48:12.474 --> 00:48:14.996
And I think that maybe people will

00:48:15.117 --> 00:48:17.599
actually think twice about what they share

00:48:17.619 --> 00:48:20.221
in a video in a good way to

00:48:20.300 --> 00:48:22.003
say, oh, everything I'm doing,

00:48:22.083 --> 00:48:23.943
someone is paying really close attention

00:48:23.983 --> 00:48:24.224
to.

00:48:24.945 --> 00:48:26.885
Maybe I should only do the things that

00:48:26.925 --> 00:48:28.027
I one hundred percent believe.

00:48:28.047 --> 00:48:28.286
Good.

00:48:29.346 --> 00:48:29.985
Think that way.

00:48:30.246 --> 00:48:31.746
But if you honestly believe that,

00:48:32.086 --> 00:48:34.168
that is a value because people pay for

00:48:34.188 --> 00:48:36.590
that every single day and people would

00:48:36.630 --> 00:48:37.670
follow your insight.

00:48:37.730 --> 00:48:38.690
And if that's what you want to get

00:48:38.731 --> 00:48:39.210
paid for,

00:48:39.451 --> 00:48:40.771
you have to give them a pathway.

00:48:41.231 --> 00:48:43.753
And if you're not, that's on you.

00:48:43.793 --> 00:48:44.793
Dave was on a roll.

00:48:44.853 --> 00:48:46.474
He shared another one and we'll use this

00:48:46.514 --> 00:48:47.635
to close out the show.

00:48:48.594 --> 00:48:50.576
Penn State's charging ten thousand dollars

00:48:50.615 --> 00:48:52.996
for a full season access.

00:48:53.117 --> 00:48:54.717
Unique fan experience.

00:48:55.418 --> 00:48:56.639
Yes.

00:48:56.679 --> 00:48:57.320
Practices.

00:48:57.380 --> 00:48:57.900
Go ahead.

00:48:58.472 --> 00:48:58.632
Yeah,

00:48:58.713 --> 00:49:01.293
so the reason why this is interesting is

00:49:01.333 --> 00:49:02.775
because Penn State and many other

00:49:02.894 --> 00:49:05.235
universities are doing this specifically

00:49:05.536 --> 00:49:06.657
because they believe,

00:49:07.297 --> 00:49:08.378
whether right or wrong,

00:49:08.757 --> 00:49:10.378
they believe that they are losing money

00:49:10.418 --> 00:49:12.320
because of that whole landmark settlement

00:49:12.380 --> 00:49:13.981
around name, image, and likeness,

00:49:14.021 --> 00:49:15.061
the whole NIL thing.

00:49:15.400 --> 00:49:16.961
And now that players are making money and

00:49:17.001 --> 00:49:18.182
able to get sponsorships...

00:49:18.882 --> 00:49:19.422
on the table.

00:49:19.463 --> 00:49:21.385
They used to be cash in a duffel

00:49:21.425 --> 00:49:22.465
bag under the table.

00:49:22.525 --> 00:49:23.425
And all of a sudden,

00:49:23.465 --> 00:49:24.887
the player's mom has a new house or

00:49:24.907 --> 00:49:26.648
whatever or a new car.

00:49:28.048 --> 00:49:30.490
Because of the whole NIL situation,

00:49:31.431 --> 00:49:32.932
these universities, including Penn State,

00:49:33.112 --> 00:49:33.773
they're like, hey,

00:49:34.114 --> 00:49:36.775
we're losing the previous revenue that we

00:49:36.876 --> 00:49:37.456
used to have.

00:49:37.896 --> 00:49:39.217
And where are they going?

00:49:39.737 --> 00:49:40.398
Where are they going?

00:49:40.577 --> 00:49:41.778
They're going to the consumer.

00:49:41.798 --> 00:49:42.820
They're going to the fan,

00:49:43.059 --> 00:49:43.981
the end consumer.

00:49:44.820 --> 00:49:46.302
And they're charging some outrageous,

00:49:46.402 --> 00:49:47.583
you know, ten grand.

00:49:47.603 --> 00:49:48.844
I don't know if that gets us for

00:49:48.885 --> 00:49:49.606
all the home games.

00:49:49.626 --> 00:49:51.146
So what's that like eight or something

00:49:51.206 --> 00:49:52.327
home games or whatever?

00:49:52.829 --> 00:49:53.809
Maybe a playoff game,

00:49:54.150 --> 00:49:56.871
maybe maybe one of the playoff games or

00:49:56.891 --> 00:49:57.313
ball games.

00:49:58.193 --> 00:50:00.074
But they get, you know, unlimited

00:50:01.949 --> 00:50:03.710
team exposure there's like you know

00:50:03.809 --> 00:50:07.672
private they they remove certain um vendor

00:50:07.692 --> 00:50:09.632
stands and they added you know different

00:50:09.733 --> 00:50:13.094
unique uh fan experiences where the fans

00:50:13.114 --> 00:50:15.036
can kind of be behind like a partition

00:50:15.056 --> 00:50:16.735
but they can high-five the players as

00:50:16.777 --> 00:50:18.336
they're like coming you know before they

00:50:18.356 --> 00:50:19.938
get out of the tunnel like in you

00:50:19.958 --> 00:50:21.239
know underneath the bleachers and

00:50:21.559 --> 00:50:23.039
different things like that so the

00:50:23.079 --> 00:50:25.101
universities are like hey how else can we

00:50:25.380 --> 00:50:26.882
make money we've been having this like

00:50:26.942 --> 00:50:30.302
amazing uh funnel of money for years and

00:50:30.342 --> 00:50:31.063
decades and

00:50:32.344 --> 00:50:34.467
Let's offer this new thing at some

00:50:34.547 --> 00:50:35.668
outrageous dollar amount.

00:50:36.248 --> 00:50:38.449
And the parallel is like same thing.

00:50:38.489 --> 00:50:40.731
Like there's patients that are paying out

00:50:40.751 --> 00:50:42.112
of pocket for physical therapy when they

00:50:42.132 --> 00:50:43.934
already have Medicare coverage or they

00:50:43.954 --> 00:50:44.956
have a network insurance.

00:50:45.876 --> 00:50:48.179
And it's going to be a segment or

00:50:48.199 --> 00:50:48.878
a subset of...

00:50:49.500 --> 00:50:50.880
the fans out there that are going to

00:50:50.920 --> 00:50:52.280
pay Penn State,

00:50:52.360 --> 00:50:54.041
the ones that have the money or want

00:50:54.061 --> 00:50:55.061
that are obsessed fans,

00:50:55.342 --> 00:50:56.543
they're going to find the money to do

00:50:56.603 --> 00:50:56.722
it.

00:50:57.103 --> 00:50:58.844
If you're a really big fan,

00:50:59.103 --> 00:51:01.284
just like some of our patients and clients

00:51:01.304 --> 00:51:03.125
that find the money or have the money

00:51:03.485 --> 00:51:04.365
to pay for what we do.

00:51:04.565 --> 00:51:05.746
And we're very, you know,

00:51:05.766 --> 00:51:07.367
it's different than what else is out

00:51:07.387 --> 00:51:09.067
there.

00:51:09.126 --> 00:51:10.507
If you want to figure that out,

00:51:12.418 --> 00:51:14.621
Pay attention to when the interns show up.

00:51:15.181 --> 00:51:16.302
So we did that in radio.

00:51:16.922 --> 00:51:18.605
When we had bands in the studio,

00:51:19.106 --> 00:51:20.367
interns showed up when they weren't

00:51:20.407 --> 00:51:21.248
scheduled because they were like,

00:51:21.748 --> 00:51:22.710
can I just stand here?

00:51:23.411 --> 00:51:24.452
I'm allowed to be in this building.

00:51:24.472 --> 00:51:26.373
Can I just hover in the corner?

00:51:26.875 --> 00:51:29.637
So this was like a big deal.

00:51:29.717 --> 00:51:30.938
Somebody was trying to get elected in the

00:51:30.958 --> 00:51:31.579
state of New York,

00:51:31.639 --> 00:51:33.802
and he put a real –

00:51:33.402 --> 00:51:35.364
case together where it was illegal to do

00:51:35.384 --> 00:51:37.585
what's called pay for play a record

00:51:37.625 --> 00:51:39.487
company couldn't give jimmy a bag of money

00:51:39.766 --> 00:51:40.568
and then all of a sudden i start

00:51:40.608 --> 00:51:42.568
playing the new whatever song that should

00:51:42.588 --> 00:51:44.489
be illegal and the reason was well it's

00:51:44.510 --> 00:51:46.172
a private business who cares i'm using

00:51:46.211 --> 00:51:47.472
public airwaves so that's where the

00:51:47.492 --> 00:51:48.893
government got involved right so you

00:51:48.934 --> 00:51:49.753
couldn't do that

00:51:50.534 --> 00:51:51.976
But I started paying attention to like,

00:51:52.655 --> 00:51:52.876
oh,

00:51:53.115 --> 00:51:54.815
so this is a value because when we

00:51:54.856 --> 00:51:56.637
play it, you make money on it.

00:51:56.657 --> 00:51:57.757
So as long as I'm playing it and

00:51:57.797 --> 00:51:58.818
doing things on the up and up,

00:51:58.858 --> 00:51:59.358
it's fine.

00:51:59.697 --> 00:52:01.177
So I started looking at when the interns

00:52:01.197 --> 00:52:02.998
were showing up and we started figuring

00:52:03.039 --> 00:52:05.159
out different ways to make it cooler.

00:52:05.440 --> 00:52:06.980
We didn't monetize it as much.

00:52:07.119 --> 00:52:08.820
We just made the interactions cooler.

00:52:09.101 --> 00:52:10.641
So instead of just having a band in

00:52:10.661 --> 00:52:11.461
the small studio,

00:52:12.422 --> 00:52:14.523
I took an old old filing cabinet room

00:52:15.603 --> 00:52:16.523
emptied the room out,

00:52:16.724 --> 00:52:17.846
put a small stage in there.

00:52:17.905 --> 00:52:19.887
And now I could have forty people in

00:52:19.927 --> 00:52:21.931
the studio when the band was in and

00:52:21.971 --> 00:52:22.451
not eight.

00:52:23.447 --> 00:52:24.447
And then we were able to do a

00:52:24.527 --> 00:52:27.528
giveaway for a month for tickets to that

00:52:27.568 --> 00:52:27.869
thing.

00:52:28.329 --> 00:52:29.108
And then I took it out of the

00:52:29.148 --> 00:52:30.130
building altogether.

00:52:30.150 --> 00:52:31.530
The band was already going to come play

00:52:31.590 --> 00:52:33.331
six songs acoustic in studio.

00:52:33.351 --> 00:52:33.570
I was like,

00:52:33.891 --> 00:52:34.831
we're going to do it at a band.

00:52:34.911 --> 00:52:35.791
We're going to do it at a bar

00:52:35.811 --> 00:52:37.253
down the street, but we're only,

00:52:37.273 --> 00:52:38.413
we're going to give people less than

00:52:38.452 --> 00:52:39.793
twenty four hours notice to come.

00:52:40.193 --> 00:52:41.293
And we're going to we're going to send

00:52:41.313 --> 00:52:43.175
them a text message twenty four hours

00:52:43.195 --> 00:52:43.875
before the thing.

00:52:43.894 --> 00:52:44.916
You've got to be signed up for our

00:52:44.956 --> 00:52:45.155
text.

00:52:45.175 --> 00:52:47.237
So it was like, find the thing.

00:52:47.617 --> 00:52:47.896
Right.

00:52:48.376 --> 00:52:50.237
Is someone is someone really,

00:52:50.297 --> 00:52:50.978
really important?

00:52:51.438 --> 00:52:52.998
Is there a Penn State fan that really

00:52:53.018 --> 00:52:55.701
wants to – look what they do in

00:52:55.780 --> 00:52:57.342
European football, soccer kids.

00:52:58.402 --> 00:53:00.143
There's always a kid that walks out with

00:53:00.423 --> 00:53:01.625
the professionals and they hold hands.

00:53:01.684 --> 00:53:02.865
I don't really understand it, but, like,

00:53:03.206 --> 00:53:04.646
you don't think that that either was a

00:53:04.706 --> 00:53:06.929
contest or someone paid for it or there's

00:53:06.949 --> 00:53:08.510
a relationship between that club and

00:53:08.530 --> 00:53:10.110
that's – there absolutely is.

00:53:10.271 --> 00:53:10.570
Why?

00:53:10.731 --> 00:53:12.291
Because it costs them freaking zero.

00:53:12.552 --> 00:53:13.313
What's it cost them?

00:53:13.873 --> 00:53:14.873
In Madison Square Garden,

00:53:14.893 --> 00:53:16.175
when the Rangers walk out,

00:53:16.494 --> 00:53:18.215
they walk out in a hallway that, like,

00:53:18.315 --> 00:53:19.577
you can stand in that's, like,

00:53:19.617 --> 00:53:20.597
completely glassed in.

00:53:21.670 --> 00:53:22.449
Cost them zero.

00:53:22.769 --> 00:53:24.590
But if you're the stockbroker whose kids

00:53:24.630 --> 00:53:26.090
are super big Ranger fans,

00:53:26.530 --> 00:53:28.030
and now you can just think,

00:53:28.210 --> 00:53:29.451
can I take a selfie doing it?

00:53:29.710 --> 00:53:30.050
Yes.

00:53:30.552 --> 00:53:32.692
Charge for it.

00:53:32.711 --> 00:53:33.731
Can I take a selfie doing it?

00:53:33.791 --> 00:53:34.092
Yes.

00:53:34.192 --> 00:53:35.032
Cameron payola.

00:53:35.052 --> 00:53:36.052
It was the big payola skate.

00:53:36.092 --> 00:53:37.172
It was the big payola push.

00:53:37.813 --> 00:53:39.052
Somebody was trying to get elected hard.

00:53:39.092 --> 00:53:39.452
I was like,

00:53:39.472 --> 00:53:41.052
you know who the biggest scoundrel,

00:53:41.132 --> 00:53:42.032
I'm not saying it was good.

00:53:42.072 --> 00:53:42.634
It wasn't good.

00:53:42.653 --> 00:53:43.233
You know,

00:53:43.273 --> 00:53:45.634
the biggest people who scourges on society

00:53:45.693 --> 00:53:48.094
are radio station program directors.

00:53:48.375 --> 00:53:49.954
Like think about, all right,

00:53:50.014 --> 00:53:51.034
it was illegal, but,

00:53:51.800 --> 00:53:52.079
I don't know.

00:53:52.099 --> 00:53:52.900
I think there was bigger,

00:53:53.061 --> 00:53:55.001
bigger fish to fry.

00:53:55.121 --> 00:53:55.641
I love it.

00:53:55.681 --> 00:53:56.041
You know,

00:53:56.181 --> 00:53:58.103
we've talked about it a hundred times.

00:53:58.242 --> 00:54:00.423
Here's a hundred and one coming into the

00:54:00.443 --> 00:54:01.545
clinic this morning.

00:54:01.644 --> 00:54:03.385
I'm talking to chat GPT.

00:54:03.465 --> 00:54:03.806
Hey,

00:54:03.846 --> 00:54:06.967
what are some like timely topics for PT

00:54:07.027 --> 00:54:07.807
breakfast club?

00:54:08.807 --> 00:54:12.030
And one of them was letting patients self

00:54:12.090 --> 00:54:14.311
pay as an option.

00:54:14.878 --> 00:54:17.960
to reduce wait times, increase access.

00:54:18.679 --> 00:54:20.021
And I just go back to, I'm like,

00:54:20.400 --> 00:54:21.382
I don't understand.

00:54:21.501 --> 00:54:23.844
Even we on our website,

00:54:23.864 --> 00:54:25.505
and I just checked because I had forgotten

00:54:25.525 --> 00:54:26.025
about this.

00:54:26.545 --> 00:54:28.646
Even we on our website have a two

00:54:28.666 --> 00:54:30.568
hundred and fifty dollar self pay one

00:54:30.588 --> 00:54:31.268
visit option.

00:54:31.809 --> 00:54:32.809
You know, it's like, look,

00:54:32.869 --> 00:54:34.050
if you if you just need a quick

00:54:34.090 --> 00:54:36.190
about pay the two fifty, come on in.

00:54:36.231 --> 00:54:37.751
We don't sell them, but they're there.

00:54:37.771 --> 00:54:38.492
They're marketed.

00:54:38.532 --> 00:54:40.454
We put it out publicly to the world.

00:54:41.318 --> 00:54:44.101
and like we know there's a shortage of

00:54:44.161 --> 00:54:46.242
staff we know there's wait lists we know

00:54:46.262 --> 00:54:48.344
there's all these problems going on and

00:54:48.384 --> 00:54:50.405
therapists aren't generating enough

00:54:50.505 --> 00:54:53.409
profitability to stay in business what is

00:54:53.449 --> 00:54:55.190
the harm in just putting it out there

00:54:55.431 --> 00:54:57.211
penn state's doing a ten thousand dollar

00:54:57.311 --> 00:54:59.434
offer why not just put out on the

00:54:59.494 --> 00:55:00.255
website hey

00:55:00.835 --> 00:55:03.255
exclusive offer, five available,

00:55:03.717 --> 00:55:05.456
five hundred dollar one time session.

00:55:05.878 --> 00:55:07.018
You know, this is what we do.

00:55:07.077 --> 00:55:07.938
Boom, boom, boom, boom, boom.

00:55:08.018 --> 00:55:09.239
These are the benefits to it.

00:55:09.298 --> 00:55:09.900
No way.

00:55:09.940 --> 00:55:11.559
Same day appointments, whatever.

00:55:12.001 --> 00:55:15.661
Like I would literally cancel an

00:55:15.681 --> 00:55:17.782
appointment for somebody else.

00:55:17.922 --> 00:55:18.864
Call me evil.

00:55:19.833 --> 00:55:22.536
to book an appointment for a five hundred

00:55:22.556 --> 00:55:25.217
dollar self-paced session if they called

00:55:25.277 --> 00:55:27.179
and wanted to get in today you know

00:55:27.199 --> 00:55:28.822
and the reality is if i didn't make

00:55:28.862 --> 00:55:31.023
that sacrifice i wouldn't be able to stay

00:55:31.043 --> 00:55:33.525
in business if i'm losing money every year

00:55:34.324 --> 00:55:35.505
I mean, go to Disney.

00:55:35.605 --> 00:55:36.666
You could buy a fast pass.

00:55:36.686 --> 00:55:36.766
Yeah.

00:55:36.786 --> 00:55:37.586
Same thing.

00:55:37.626 --> 00:55:38.668
How screwed up is that?

00:55:38.788 --> 00:55:39.489
You can buy a,

00:55:39.909 --> 00:55:41.411
you can use money to skip a line.

00:55:41.550 --> 00:55:41.731
Yeah.

00:55:42.351 --> 00:55:43.413
Go to a baseball game.

00:55:43.672 --> 00:55:45.815
Football game comes with parking passes.

00:55:46.215 --> 00:55:48.097
You're selling the thing that where would

00:55:48.117 --> 00:55:48.938
the interns show up?

00:55:48.998 --> 00:55:49.699
I can, I can park here.

00:55:49.739 --> 00:55:49.918
Right.

00:55:49.938 --> 00:55:51.219
Cause I'm, this is cool.

00:55:51.561 --> 00:55:51.760
Right.

00:55:51.800 --> 00:55:52.981
Where are they trying to like, sort of,

00:55:53.141 --> 00:55:53.842
I can skip the line.

00:55:53.862 --> 00:55:54.063
Right.

00:55:54.083 --> 00:55:55.423
Like charge for that.

00:55:55.503 --> 00:55:57.465
Cause people are doing the math in their

00:55:57.505 --> 00:55:57.786
head.

00:55:58.489 --> 00:55:59.010
Is this worth it?

00:55:59.110 --> 00:56:00.110
Oh, dude, I've stood in a line.

00:56:00.150 --> 00:56:01.030
Dude, it sucks.

00:56:01.130 --> 00:56:03.010
In Florida, in July, in the humidity,

00:56:03.291 --> 00:56:03.731
I'd pay.

00:56:04.030 --> 00:56:04.452
I'd pay for it.

00:56:04.472 --> 00:56:04.771
Oh, really?

00:56:04.811 --> 00:56:05.411
You'd pay for that?

00:56:06.751 --> 00:56:07.873
They pass the eyebrow test.

00:56:07.893 --> 00:56:08.972
They go, oh, you'd pay for that?

00:56:09.813 --> 00:56:10.373
Charge for that.

00:56:10.492 --> 00:56:11.213
People will pay for it.

00:56:11.813 --> 00:56:13.253
And also at every sporting event,

00:56:13.753 --> 00:56:15.974
the closer you sit to the action,

00:56:16.155 --> 00:56:17.054
the more you pay, right?

00:56:17.074 --> 00:56:18.034
So if you're courtside,

00:56:18.275 --> 00:56:20.036
if you're sitting behind home plate,

00:56:20.936 --> 00:56:22.916
at any game the closer you are to

00:56:22.936 --> 00:56:25.518
the action you typically pay more unless

00:56:25.538 --> 00:56:27.717
you got invited by you know a friend

00:56:27.737 --> 00:56:29.539
or something that had tickets but the

00:56:29.559 --> 00:56:31.358
closer you sit the more you pay the

00:56:31.398 --> 00:56:32.840
further away you are the less you pay

00:56:33.119 --> 00:56:34.820
same type of thing front of the plane

00:56:35.880 --> 00:56:39.822
bigger seats board first baggage fee or

00:56:39.882 --> 00:56:41.463
you know like just think like but what

00:56:41.523 --> 00:56:43.382
tony said there the magic f word that

00:56:43.443 --> 00:56:45.603
tony talked about there or sorry not the

00:56:45.684 --> 00:56:47.344
f word you avoided the f word was

00:56:47.445 --> 00:56:48.625
benefits and not features

00:56:50.351 --> 00:56:51.771
So I'll do my parting shot first.

00:56:52.231 --> 00:56:53.112
Here's my parting shot.

00:56:53.472 --> 00:56:54.853
I've said this a hundred times in front

00:56:54.893 --> 00:56:57.135
of physical therapists, researchers,

00:56:57.155 --> 00:56:57.894
and academics.

00:56:59.335 --> 00:57:00.476
You have to understand the difference

00:57:00.496 --> 00:57:01.536
between features and benefits.

00:57:01.677 --> 00:57:02.896
So if there's going to be one hill

00:57:02.936 --> 00:57:03.478
that I'm going to die on,

00:57:03.498 --> 00:57:04.097
this is one of them.

00:57:04.657 --> 00:57:05.338
I have a Jeep.

00:57:05.579 --> 00:57:06.219
It is red.

00:57:06.559 --> 00:57:07.519
It's four-wheel drive.

00:57:07.900 --> 00:57:09.681
And it's got a top that comes off.

00:57:10.061 --> 00:57:11.782
Those are all features of my Jeep.

00:57:12.121 --> 00:57:13.922
I know that PTs want to,

00:57:14.083 --> 00:57:16.043
we would love to evidence-based.

00:57:17.003 --> 00:57:18.425
And I'm going to talk about features all

00:57:18.465 --> 00:57:18.625
day.

00:57:19.679 --> 00:57:20.179
Nobody cares.

00:57:20.900 --> 00:57:21.739
They think they do.

00:57:22.501 --> 00:57:24.461
They logic their way back into caring,

00:57:24.501 --> 00:57:25.603
but they want the benefits.

00:57:26.003 --> 00:57:26.684
It's red.

00:57:27.043 --> 00:57:28.224
When I pull into a parking lot,

00:57:28.744 --> 00:57:29.806
everybody pays attention.

00:57:30.126 --> 00:57:32.027
That's the benefit of having a red Jeep.

00:57:32.306 --> 00:57:33.208
It's four-wheel drive.

00:57:33.648 --> 00:57:35.128
Do you think an upstate New York snowstorm

00:57:35.228 --> 00:57:36.530
ever keeps me in my house?

00:57:36.869 --> 00:57:37.411
Absolutely not.

00:57:37.530 --> 00:57:39.012
That's the benefit of four-wheel drive.

00:57:39.371 --> 00:57:40.052
Four doors.

00:57:41.233 --> 00:57:42.693
Dude, I never leave a friend behind.

00:57:42.873 --> 00:57:43.914
The party's always in my Jeep.

00:57:45.188 --> 00:57:45.989
The top comes off.

00:57:46.210 --> 00:57:48.351
I can go from covered to wind in

00:57:48.371 --> 00:57:49.952
my hair in ninety seconds or less.

00:57:50.211 --> 00:57:51.052
That's the benefit.

00:57:51.413 --> 00:57:53.373
Talk about benefits and you'll never go

00:57:53.414 --> 00:57:53.634
hungry.

00:57:58.574 --> 00:57:59.394
All right.

00:57:59.414 --> 00:58:00.074
I just had it, but I lost it.

00:58:00.094 --> 00:58:00.896
Dave, what do you got?

00:58:01.056 --> 00:58:01.195
I'll go.

00:58:01.235 --> 00:58:01.376
I'll go.

00:58:01.396 --> 00:58:01.496
Yeah.

00:58:01.815 --> 00:58:04.157
So going back to the whole employer and

00:58:04.217 --> 00:58:05.838
team member employee situation,

00:58:06.438 --> 00:58:07.759
just going back to being on the same

00:58:07.798 --> 00:58:09.280
page, both sides.

00:58:09.340 --> 00:58:11.300
And it's always a challenge, both sides.

00:58:11.360 --> 00:58:12.880
It would be great if we can all

00:58:12.920 --> 00:58:13.862
just say, hey,

00:58:13.882 --> 00:58:15.041
this is what we're looking for.

00:58:15.141 --> 00:58:17.103
This is what we're this is what we're

00:58:17.123 --> 00:58:18.623
seeking is what we want.

00:58:18.943 --> 00:58:19.824
What do you want?

00:58:19.885 --> 00:58:20.945
What do you want out of this?

00:58:21.065 --> 00:58:22.525
What are the things that will

00:58:23.186 --> 00:58:25.786
allow you to do a great job?

00:58:25.827 --> 00:58:26.806
What is the support?

00:58:27.467 --> 00:58:28.547
What is the mentorship?

00:58:28.568 --> 00:58:30.728
What is the compensation?

00:58:30.789 --> 00:58:31.668
Is it annual?

00:58:31.708 --> 00:58:32.469
Is it salary?

00:58:32.509 --> 00:58:34.030
Is it some performance pay?

00:58:34.190 --> 00:58:36.371
What is it that you're searching for?

00:58:36.570 --> 00:58:38.090
Or maybe you already have your hiring

00:58:38.130 --> 00:58:39.711
process dialed in and you're kind of like,

00:58:39.791 --> 00:58:40.572
this is the offer,

00:58:40.851 --> 00:58:42.132
kind of like what's on Sony's website.

00:58:42.152 --> 00:58:42.833
This is the offer.

00:58:43.572 --> 00:58:45.393
take it or leave it either way just

00:58:45.653 --> 00:58:47.695
i think we all not even just physical

00:58:47.715 --> 00:58:50.016
therapy but just in all professions all

00:58:50.096 --> 00:58:52.197
jobs that are being listed out there like

00:58:52.757 --> 00:58:53.677
there just needs to be a little bit

00:58:53.717 --> 00:58:54.858
more transparency a little bit more

00:58:54.938 --> 00:58:57.119
openness like just both sides just put

00:58:57.139 --> 00:58:58.659
your cards on the table like this is

00:58:58.679 --> 00:58:59.780
what i'm willing to pay you this is

00:58:59.800 --> 00:59:01.862
the salary i'm willing to pay this is

00:59:01.882 --> 00:59:03.463
the upside that i'm willing to pay if

00:59:03.503 --> 00:59:05.523
you treat more patients whatever like just

00:59:05.603 --> 00:59:07.684
more candid conversations like let's find

00:59:07.764 --> 00:59:09.605
out what both sides want and then i

00:59:09.625 --> 00:59:11.485
think you'll have better matches and more

00:59:11.505 --> 00:59:12.527
team members that stay longer

00:59:13.802 --> 00:59:14.802
All right, parting shot.

00:59:14.882 --> 00:59:16.503
If you haven't done it already,

00:59:16.563 --> 00:59:17.724
what are you waiting for?

00:59:17.804 --> 00:59:18.623
Go subscribe.

00:59:18.664 --> 00:59:20.943
Go follow PT Breakfast Club,

00:59:20.983 --> 00:59:23.125
Dave Kittle Show, Learn Medicare Billing.

00:59:23.585 --> 00:59:26.425
We've been out here twice a week sharing

00:59:26.505 --> 00:59:27.686
ideas, sharing content.

00:59:27.706 --> 00:59:29.425
The least you could do is support the

00:59:29.485 --> 00:59:30.565
social media channels.

00:59:30.626 --> 00:59:33.166
You guys come back Tuesdays and Thursdays,

00:59:33.266 --> 00:59:34.286
eight thirty a.m.

00:59:34.467 --> 00:59:34.927
Eastern.

00:59:35.286 --> 00:59:36.668
We'll catch you on the next episode.

00:59:36.688 --> 00:59:37.208
Thanks, guys.

00:59:37.228 --> 00:59:37.367
See you.