“PT Lite,” Gym Models, and Why Clinics Should Upsell Smarter

WEBVTT

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Broadcasting way too early from three

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separate Wi-Fi connections.

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It's PT Breakfast Club with Tony Meritato,

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Dave Kittle, and Jimmy McKay.

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good thursday morning to you all welcome

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back to pt breakfast club the only

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healthcare show that's a must listen

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before you accidentally hand your patient

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data to a chat bot you could easily

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do that you could accidentally do that

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before eight thirty in the morning uh

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today this is called the front tease guy

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we're gonna front tease forward let him

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know this is like when you do a

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short form video and you're like wait for

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it uh ai just got access to your

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patient's health data that's either great

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or horrible or horribly great i'm not sure

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yet

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Medicare gave you a pay bump that's

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actually a subtraction,

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addition by subtraction.

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We talked about that a little bit

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yesterday,

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but I feel like we've all got it

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on the docket for today.

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And I wanted to talk about Gold's Gym.

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Gold's Gym in my area is doing something.

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I don't even think it's...

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what they're doing nationally but i think

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it's important what they're doing and

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they're doing it in plain sight and

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healthcare in my opinion will look at it

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and be like oh that doesn't apply to

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us but it one thousand percent should

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apply to us but most of us will

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ignore it so let's dig in we have

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to go first to uh to a sponsor

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we got a sponsor

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No, that's the wrong sponsor.

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There we go.

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Hot Pack Express.

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Today's show is sponsored by Hot Pack

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Express, the leading provider of fast,

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forgettable modalities that satisfy the

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eight minute rule and your deepest apathy.

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Why stretch when you can just bake a

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shoulder at one hundred and forty five

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degrees for twelve minutes?

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Comes bundled with a stopwatch,

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a foam cervical roll and a false sense

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of productivity.

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Hot Pack Express dot com.

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Keeping PTs licensed since nineteen

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seventy six.

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Hot Pack Express.

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What would you do, Tony,

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if that's what your hydroculator looked

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like in your clinic?

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By the way,

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I called it a hydro collator for the

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first year and a half of me.

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No, correct me.

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I'm like, also,

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you don't say it a lot.

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You're just like, bring me a hot pack.

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But I was like,

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it says it on the side.

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Hydro collator.

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I don't know what the hell it is.

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I still love the condescending PTs that

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want to make fun of their patients for

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wanting hot packs, wanting ultrasound,

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wanting things that feel good when they're

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coming to you to feel better.

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Oh, man.

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We'll get into other stuff, too.

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We got somebody debating me or not

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debating me,

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arguing with me in LinkedIn comments.

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Remember to bring that up later.

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But really, really quick.

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I got some new swag.

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I got it.

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I got it.

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We got some new shirts in.

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We got new.

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I got it.

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I got to ask you guys live.

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How does the font look?

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Can you see it?

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Can you see the concierge pain relief?

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The new gray, the new gray fit.

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How you doing?

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It looks good.

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How you doing?

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You asking if you like the font reminds

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me of Patrick Bateman in American Psycho

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where they all just keep showing each

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other their business cards.

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Like, ooh, look at that.

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What color is that?

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It's like, that's bone.

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That's bone there.

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Look at that font.

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Sans Serif.

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Or is it with Serif?

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Something like that.

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It looks good, Dave.

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It looks good.

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And then, Dave, remind me,

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I rolled out a small marketing campaign

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for you.

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We'll get into that.

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I still think the lead story is OpenAI.

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OpenAI just launched ChatGPT Health.

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a version of ChatGPT that connects to

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patients' health records, Apple Health,

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insurance information, and more.

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The funny part is we're sitting here two

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days ago talking about like, hey,

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it'd be great if these EMRs could do

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stuff and connect to stuff.

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And OpenAI was like, hold my beer.

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And you knew they were already doing this.

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The funny part is I believe we also

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mentioned,

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or maybe I just said this in my

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head,

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whoever does this first is going to win.

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Like when you bring the walls down and

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make it more open access,

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more people will lean into it.

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So how much research,

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this just happened yesterday.

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How much did you guys even look into

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this so far?

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I haven't seen any of it.

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I will say Google had Google health,

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Google had an EMR,

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Google had stuff a decade ago,

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but the compliance and the regulation and

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the burden of bureaucracy just completely

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crushed it.

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I don't know.

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Yeah.

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We'll see what happens.

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Google canceled their EMR.

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I mean,

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who could have built a better EMR than

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Google?

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Look at what they did with docs and

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cheats.

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Here it is on the screen.

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I'll just put it on there.

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I'll just scroll around.

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Go ahead, Dave.

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Yeah,

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so I just watched this intro video that

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you sent us, I guess,

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earlier this morning or yesterday,

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last night.

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My thought was it's giving different

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patient accounts of like, hey, chat GPT,

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I have ten minutes in between my babies

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that are napping.

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Give me a ten-minute workout that I can

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do based off of I only have access

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to ten-pound dumbbells.

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And then there was another woman that was

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like, I'm having an endometriosis flare.

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And

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XYZ, like, asking for, like,

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some assistance or whatever.

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There was another guy.

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There was, like, these cases of, like,

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using ChatGPT for assistance.

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Oh,

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the guy was taking pictures of his food

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before and after the food,

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and it was giving him, like,

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the calories and, like,

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an inflammation score.

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I mean, there was some good.

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There was some, like, cringey, bad stuff.

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Like, I think people,

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at least in the U.S.,

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I think they're going to use ChatGPT

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not all that different than how they're

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already using Google.

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They're looking for information.

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But in terms of like

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executing a plan.

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Yes,

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you can use ChatGPT to build a plan.

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I told you guys before,

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like writing plans and sending them to

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prospective patients before ever meeting

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them just based off of the intake phone

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call.

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So yes,

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it can give you some high level of

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a plan, health and wellness plan, health,

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you know, action plan.

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It could be a good thing in terms

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of helping some folks be more empowered to

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take control of their health.

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That's awesome.

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I'm sure, like, I know you guys all,

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you know,

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who wouldn't agree with that or who

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wouldn't think that's a great thing.

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But there were some other things of like,

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why is this guy building some models for

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himself where he's talking about like an

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inflammation score?

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So everything that you eat is like causing

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inflammation.

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So there's just, I don't know.

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I don't know if we're just the video

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and the framing of it,

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but at the end of the day,

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I think it's a net positive that I

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think it'll empower some folks to do more

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of their own health and wellness focus and

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maybe ChatGBT can help leverage.

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Yeah.

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This came on the heels of there's always

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statistics flying around,

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but like there were two hundred and fifty

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million health related chat GPT questions

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like a week or if you had told

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me a day, I would be like, yeah,

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OK, that tracks.

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I mean, I do it a lot.

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in and outside of like, you know,

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MSK realms.

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Um,

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it's made me a really good cook so

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far.

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Cause I'm like,

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how do I not screw this up again?

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Cause you know what I do?

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I'll open the box or the bag,

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put the food in the air fryer.

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Then I'll have to go back to the

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garbage to pull the bag out to then

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read the instructions.

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I don't know why they don't,

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there's gotta be some better way.

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Um,

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But this is inevitable.

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This is just removing one barrier of

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friction.

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Now they're saying it out loud.

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People knew that they were doing this

00:07:24.305 --> 00:07:24.665
already.

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They're a search engine with AI in it.

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They know what people are searching for,

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right?

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I mean,

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this is the answer to the public on

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steroids.

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I had shared a post a couple of

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days ago where I was saying,

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I think there's a real legit opportunity

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for us to create,

00:07:40.129 --> 00:07:42.670
whether it's a custom GPT or an individual

00:07:42.709 --> 00:07:43.110
basis,

00:07:43.149 --> 00:07:45.531
because chat GPT is not HIPAA compliant.

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Right.

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I get a new patient in the clinic.

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We're sitting there.

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We're talking.

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They're tech savvy.

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They understand.

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They're using, like me,

00:07:54.665 --> 00:07:56.305
ChatGPT every single day.

00:07:56.485 --> 00:07:57.987
They understand how it works.

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I think the sweet spot right now,

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this minute,

00:08:02.327 --> 00:08:04.889
is patients don't know how to ask the

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right questions and how to dig deeper.

00:08:07.649 --> 00:08:08.850
We can help with that.

00:08:09.230 --> 00:08:12.392
So if we create a twenty questions kind

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of thing to guide the patient down the

00:08:15.276 --> 00:08:18.057
road in the chat and then they use

00:08:18.077 --> 00:08:19.098
the chat as a journal.

00:08:19.538 --> 00:08:20.519
So I woke up today.

00:08:20.560 --> 00:08:21.800
This is how my shoulder feels.

00:08:21.841 --> 00:08:23.242
This is what I did when I did

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that.

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It got worse when I did this.

00:08:25.024 --> 00:08:26.305
It actually felt a little better.

00:08:26.966 --> 00:08:29.608
the chat is creating this log like a

00:08:29.668 --> 00:08:31.689
journal interpreting those results.

00:08:31.810 --> 00:08:34.332
And then if I see the patient next

00:08:34.393 --> 00:08:36.033
week, they come in, they say, Hey,

00:08:36.094 --> 00:08:38.316
give me a summary of all the information,

00:08:38.355 --> 00:08:38.636
you know,

00:08:38.677 --> 00:08:41.019
analyze the information I shared.

00:08:41.739 --> 00:08:42.820
It communicates to me,

00:08:42.860 --> 00:08:45.423
the therapist in twenty seconds,

00:08:45.523 --> 00:08:47.504
what might take the patient twenty

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minutes.

00:08:48.544 --> 00:08:49.767
You could do this with doctors,

00:08:49.787 --> 00:08:50.947
you could do it with so many other

00:08:51.008 --> 00:08:51.687
situations,

00:08:51.748 --> 00:08:51.928
but

00:08:52.609 --> 00:08:54.910
The chat has to understand the questions

00:08:54.951 --> 00:08:55.591
to ask.

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And I don't think it's there yet.

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That's why people get bad information

00:08:59.235 --> 00:09:00.255
because they don't want to ask the right

00:09:00.296 --> 00:09:00.775
questions.

00:09:00.796 --> 00:09:02.437
Yeah, it'll get there, though,

00:09:02.738 --> 00:09:04.219
because you could also ask it a good,

00:09:04.298 --> 00:09:05.080
dumb question.

00:09:06.106 --> 00:09:07.227
Do you understand what I'm saying?

00:09:07.248 --> 00:09:08.669
Like, you could be like, my back hurts.

00:09:08.690 --> 00:09:10.230
You don't have to say like, you know,

00:09:10.432 --> 00:09:12.433
I've got soreness three inches above my SI

00:09:12.474 --> 00:09:12.754
joint.

00:09:12.793 --> 00:09:13.634
You can put my back hurts.

00:09:13.695 --> 00:09:14.895
And then like good AI would be like,

00:09:14.936 --> 00:09:15.677
well, where is it?

00:09:16.118 --> 00:09:17.519
Let's help figure out where that is since

00:09:17.578 --> 00:09:18.200
I can't see.

00:09:18.799 --> 00:09:20.842
I decided to train my Misogi for the

00:09:20.863 --> 00:09:21.923
year, which is like my big,

00:09:22.163 --> 00:09:24.485
my BHAG is I want to do another

00:09:25.206 --> 00:09:25.648
triathlon.

00:09:25.668 --> 00:09:27.369
I'm gonna do another Ironman triathlon.

00:09:28.090 --> 00:09:29.552
So I've got just a GPT.

00:09:29.773 --> 00:09:31.154
I've told it all the data about me,

00:09:31.514 --> 00:09:33.096
height, weight, my experience.

00:09:33.197 --> 00:09:34.479
And now when I ride Peloton,

00:09:34.759 --> 00:09:36.101
I don't even download the data.

00:09:36.241 --> 00:09:37.583
I screenshot it and I go,

00:09:37.624 --> 00:09:39.166
here's my ride today, analyze it,

00:09:39.687 --> 00:09:42.730
adjust my training plan accordingly for

00:09:42.770 --> 00:09:44.052
the next couple of days.

00:09:44.793 --> 00:09:46.414
If I have sleep data,

00:09:46.475 --> 00:09:47.134
I do the same thing.

00:09:47.174 --> 00:09:48.076
If I had an aura ring,

00:09:48.115 --> 00:09:49.015
I would be doing that.

00:09:49.436 --> 00:09:49.917
But yes,

00:09:49.956 --> 00:09:53.158
this is something that is able to read

00:09:53.177 --> 00:09:53.918
and recognize.

00:09:53.938 --> 00:09:54.979
This is not a stay-in-the-pocket

00:09:55.019 --> 00:09:55.479
quarterback.

00:09:55.538 --> 00:09:56.299
Chat should be the health.

00:09:56.600 --> 00:09:57.320
Read and recognize.

00:09:57.360 --> 00:09:58.140
Ben Galen said, yeah,

00:09:58.160 --> 00:10:01.402
it's two hundred thirty million users,

00:10:01.481 --> 00:10:02.163
not searches,

00:10:02.602 --> 00:10:05.004
users asking about health each week.

00:10:05.384 --> 00:10:06.345
You could have told me five hundred

00:10:06.365 --> 00:10:06.605
million.

00:10:06.625 --> 00:10:07.345
I wouldn't have been shocked.

00:10:07.644 --> 00:10:08.285
Wouldn't have been shocked.

00:10:08.306 --> 00:10:09.245
I'd be like, yeah, that tracks.

00:10:09.686 --> 00:10:10.767
And look, that's right now.

00:10:12.315 --> 00:10:12.875
That's right now.

00:10:12.934 --> 00:10:14.196
Like there's still people that I know that

00:10:14.216 --> 00:10:15.157
are very smart or like,

00:10:15.496 --> 00:10:16.197
I'll get to the AI.

00:10:16.317 --> 00:10:17.359
I really don't know what I'm doing.

00:10:17.418 --> 00:10:17.739
And I'm like,

00:10:17.759 --> 00:10:20.201
I feel like spending twenty minutes a day

00:10:20.240 --> 00:10:22.001
might be might be a good investment.

00:10:22.511 --> 00:10:23.293
Where's this go?

00:10:23.332 --> 00:10:27.575
What's the next O expletive moment?

00:10:27.615 --> 00:10:28.716
This is pretty O expletive.

00:10:29.596 --> 00:10:30.317
It is and it isn't.

00:10:31.398 --> 00:10:32.619
Now that they're actually saying it,

00:10:33.399 --> 00:10:34.580
that to me is they're going to start

00:10:34.600 --> 00:10:35.039
leaning in.

00:10:35.059 --> 00:10:36.881
There's going to be different integrations

00:10:36.902 --> 00:10:37.341
in my mind.

00:10:37.642 --> 00:10:38.482
Where's this go next?

00:10:38.523 --> 00:10:40.683
What's the next O moment?

00:10:40.783 --> 00:10:42.485
I think the lowest hanging fruit,

00:10:42.504 --> 00:10:46.168
the easiest is wipes out all the simple

00:10:46.327 --> 00:10:48.349
musculoskeletal referrals going to

00:10:48.730 --> 00:10:50.490
physical therapy.

00:10:50.571 --> 00:10:51.951
Completely puts them all,

00:10:52.792 --> 00:10:54.591
into the AI world.

00:10:54.611 --> 00:10:55.812
It won't.

00:10:55.832 --> 00:10:57.173
It absolutely will.

00:10:57.732 --> 00:10:59.773
I mean, it's a smart YouTube.

00:11:00.513 --> 00:11:01.634
I have a shoulder problem.

00:11:01.693 --> 00:11:02.433
I go to YouTube.

00:11:02.514 --> 00:11:03.573
I look for answers.

00:11:03.673 --> 00:11:05.974
Now it's a smart version of YouTube.

00:11:07.034 --> 00:11:09.034
And if it means paying fifty dollars to

00:11:09.075 --> 00:11:11.095
go see Dave, an amazing therapist,

00:11:11.195 --> 00:11:13.855
because that's my copay versus a five

00:11:13.895 --> 00:11:15.395
minute chat search,

00:11:15.596 --> 00:11:16.875
I'm going to do the chat search.

00:11:17.395 --> 00:11:19.777
We just did this with where we're dog

00:11:19.817 --> 00:11:20.116
sitting.

00:11:20.716 --> 00:11:22.297
We're dog sitting for five months.

00:11:23.418 --> 00:11:25.177
The dog's eating super healthy food,

00:11:25.197 --> 00:11:26.817
but he's got some skin stuff going on

00:11:26.837 --> 00:11:29.278
and he's got horrendous sulfur.

00:11:29.359 --> 00:11:30.739
Like I feel like I'm living in a

00:11:30.778 --> 00:11:33.059
volcano gas and we're,

00:11:33.159 --> 00:11:35.880
we're using chat GPT to analyze his diet.

00:11:35.921 --> 00:11:36.600
And why is he,

00:11:36.801 --> 00:11:38.360
why is he stink so bad and what's

00:11:38.380 --> 00:11:39.881
going on and why is he chewing and

00:11:39.902 --> 00:11:40.642
what,

00:11:40.741 --> 00:11:42.682
and it gave us the most amazing like

00:11:42.701 --> 00:11:44.702
breakdown of dogs being sensitive to

00:11:44.743 --> 00:11:45.182
chicken.

00:11:45.222 --> 00:11:46.783
And even though we were doing a really,

00:11:46.822 --> 00:11:49.203
really high quality blue Buffalo dog,

00:11:49.783 --> 00:11:50.544
food, you know,

00:11:50.605 --> 00:11:52.265
the chicken sensitivity is a common

00:11:52.306 --> 00:11:52.686
problem.

00:11:52.706 --> 00:11:54.207
He's not digesting the protein.

00:11:54.227 --> 00:11:56.529
That's why you smell the sulfur in the

00:11:56.570 --> 00:11:56.990
gas.

00:11:57.009 --> 00:11:58.831
So switch to a single ingredient.

00:11:58.912 --> 00:12:00.673
If you have the money for it,

00:12:01.153 --> 00:12:03.335
do a prescription single ingredient.

00:12:03.414 --> 00:12:04.615
If you want to be a little more

00:12:04.716 --> 00:12:06.418
economical, go to, you know,

00:12:06.817 --> 00:12:08.178
these recommendations.

00:12:08.559 --> 00:12:10.421
This is how you switch from what he's

00:12:10.480 --> 00:12:12.081
been eating to what he's going to eat.

00:12:12.101 --> 00:12:14.664
This is the switching cadence.

00:12:15.480 --> 00:12:16.761
And it's amazing, you know,

00:12:16.841 --> 00:12:18.943
and like I would have gone to a

00:12:19.004 --> 00:12:21.966
vet if I had not had access to

00:12:22.025 --> 00:12:22.407
this.

00:12:22.986 --> 00:12:23.908
I believe it more.

00:12:24.187 --> 00:12:25.149
I trust it more.

00:12:25.288 --> 00:12:28.331
It provides me the citations that I want.

00:12:28.392 --> 00:12:31.995
If I ask for this will absolutely replace

00:12:32.534 --> 00:12:34.996
most of what we do on a typical

00:12:35.076 --> 00:12:35.817
outpatient level.

00:12:36.340 --> 00:12:37.900
Do you think Sam Altman was sitting there

00:12:37.921 --> 00:12:38.981
a couple years ago going,

00:12:39.282 --> 00:12:40.884
someone somewhere eventually is going to

00:12:40.903 --> 00:12:41.484
be typing in,

00:12:41.624 --> 00:12:43.285
why do my dogs fart smell?

00:12:43.785 --> 00:12:44.846
And they're going to get great answers.

00:12:44.866 --> 00:12:45.908
They're going to get great answers.

00:12:45.967 --> 00:12:47.328
And it's modify the chicken.

00:12:48.350 --> 00:12:49.171
I will say this.

00:12:49.331 --> 00:12:50.751
I want to make sure we understand

00:12:50.812 --> 00:12:52.013
background before I'll come to you in a

00:12:52.052 --> 00:12:52.474
second, Dave.

00:12:53.033 --> 00:12:55.515
This is how they're explaining where they

00:12:55.576 --> 00:12:56.657
get this information.

00:12:56.697 --> 00:12:59.480
So OpenAI is saying that ChachiBG Health,

00:12:59.559 --> 00:13:02.601
this specialized AI model,

00:13:02.942 --> 00:13:04.082
was in collaboration with over...

00:13:04.964 --> 00:13:06.465
Two hundred and sixty physician to help

00:13:06.485 --> 00:13:07.926
shape the responses for safety,

00:13:07.966 --> 00:13:10.687
clarity and appropriate care escalation

00:13:10.787 --> 00:13:12.447
and develop the unique elevation tool

00:13:12.467 --> 00:13:14.749
called health bench to test it.

00:13:14.788 --> 00:13:16.070
So and they say they've been working on

00:13:16.090 --> 00:13:16.929
it for two plus years.

00:13:16.950 --> 00:13:18.171
So this wasn't like, hey,

00:13:18.551 --> 00:13:22.192
let's aim this crazy thing at health now.

00:13:22.452 --> 00:13:23.474
I'm not saying it's perfect.

00:13:23.854 --> 00:13:24.975
Nothing is that.

00:13:25.075 --> 00:13:26.696
That is how they're explaining their their

00:13:27.436 --> 00:13:28.437
where the runway came.

00:13:28.456 --> 00:13:29.376
So this was not overnight.

00:13:29.397 --> 00:13:30.977
This was according to them for two years.

00:13:33.032 --> 00:13:35.432
So I could see, Tony,

00:13:35.472 --> 00:13:36.373
how this could help.

00:13:36.552 --> 00:13:39.613
I could see how maybe right now there's

00:13:39.633 --> 00:13:41.413
a bunch of people that are already like,

00:13:41.453 --> 00:13:43.913
hold on, wouldn't already those folks,

00:13:43.933 --> 00:13:44.173
Tony,

00:13:44.193 --> 00:13:47.394
be using YouTube to do these regular

00:13:47.475 --> 00:13:50.035
exercises and all the exercises that

00:13:50.056 --> 00:13:51.755
physical therapists put out and maybe some

00:13:51.796 --> 00:13:53.275
personal trainers that they put out.

00:13:54.037 --> 00:13:56.157
But you're saying this will wipe out those

00:13:56.216 --> 00:13:59.118
cases that are like easy musculoskeletal

00:13:59.138 --> 00:14:00.697
cases that are going to physical therapy.

00:14:01.871 --> 00:14:02.052
Like,

00:14:02.572 --> 00:14:04.873
a video-based platform is not already

00:14:04.913 --> 00:14:05.393
helping that.

00:14:05.592 --> 00:14:06.452
Like, they type it in.

00:14:06.493 --> 00:14:08.134
And this, I think,

00:14:09.073 --> 00:14:10.715
what you just described with the dog,

00:14:11.115 --> 00:14:12.455
the dog sitting and you're troubleshooting

00:14:12.475 --> 00:14:14.495
all that, you don't realize it.

00:14:15.235 --> 00:14:17.736
You're, like, at the top echelon of, like,

00:14:17.996 --> 00:14:19.457
users who will use this type of a

00:14:19.518 --> 00:14:19.758
tool.

00:14:20.158 --> 00:14:21.177
What you're describing.

00:14:24.499 --> 00:14:25.460
I agree with Dave.

00:14:25.700 --> 00:14:26.860
I know what he was saying.

00:14:28.139 --> 00:14:28.760
And he's right.

00:14:28.880 --> 00:14:29.701
Like, yeah.

00:14:31.294 --> 00:14:31.796
Yes,

00:14:32.657 --> 00:14:35.259
we are in the top one percent of

00:14:35.419 --> 00:14:36.481
users, most likely.

00:14:36.621 --> 00:14:36.981
In fact,

00:14:37.062 --> 00:14:38.203
I think when I looked at my year

00:14:38.264 --> 00:14:39.284
in review,

00:14:40.025 --> 00:14:41.648
it basically told me I was like in

00:14:41.687 --> 00:14:43.630
the top three percent of users and

00:14:43.951 --> 00:14:45.253
whatever they were measuring.

00:14:46.634 --> 00:14:47.375
So Dave's right.

00:14:48.496 --> 00:14:50.019
Once again, Dave is right.

00:14:50.282 --> 00:14:53.984
But I think what you're saying is it's

00:14:54.024 --> 00:14:55.965
going to weed out some of the bottom.

00:14:56.004 --> 00:14:57.265
Hopefully the things that are coming there

00:14:57.285 --> 00:14:58.746
are still really appropriate.

00:14:58.767 --> 00:15:00.326
They're good, they're quality,

00:15:00.648 --> 00:15:01.868
and they're hopefully the ones that will

00:15:01.908 --> 00:15:02.369
follow through.

00:15:02.808 --> 00:15:03.408
Find value.

00:15:03.428 --> 00:15:04.870
I don't want to say follow through,

00:15:04.889 --> 00:15:07.892
but see the value, believe the value,

00:15:07.951 --> 00:15:08.831
follow through on the value,

00:15:08.851 --> 00:15:09.952
get the value.

00:15:10.033 --> 00:15:14.595
Yeah, Dave, I was saying you're right.

00:15:14.674 --> 00:15:15.596
And I don't know if there's a lag.

00:15:15.615 --> 00:15:16.275
We got a lag here?

00:15:16.916 --> 00:15:17.437
No, you're good now.

00:15:17.777 --> 00:15:18.397
You're good.

00:15:18.456 --> 00:15:19.398
I was saying you're right.

00:15:20.475 --> 00:15:25.297
Well, I'm just saying...

00:15:25.576 --> 00:15:26.517
And Jeremy Sutton says, hey,

00:15:26.537 --> 00:15:27.418
when Dave gets on a roll,

00:15:27.457 --> 00:15:29.317
Tony cuts his feed.

00:15:29.378 --> 00:15:30.538
It does look like that.

00:15:31.739 --> 00:15:32.820
It feels like that show,

00:15:32.840 --> 00:15:34.701
the one they just canceled on ESPN where

00:15:34.740 --> 00:15:36.020
Tony Real used to be able to mute

00:15:36.041 --> 00:15:37.461
people, muted for thirties,

00:15:37.822 --> 00:15:38.562
minus three points.

00:15:38.782 --> 00:15:39.461
We should do that.

00:15:39.522 --> 00:15:40.802
We could do around the horn,

00:15:40.822 --> 00:15:41.322
around the horn.

00:15:42.403 --> 00:15:43.443
Listen, this was coming.

00:15:43.644 --> 00:15:45.825
This is the internet of things plus AI

00:15:45.884 --> 00:15:46.144
now.

00:15:46.304 --> 00:15:47.044
And I don't know,

00:15:47.105 --> 00:15:48.745
it feels more useful now.

00:15:48.865 --> 00:15:50.167
Will it take over the world?

00:15:50.628 --> 00:15:51.969
No, probably not.

00:15:52.249 --> 00:15:53.169
Will it do nothing?

00:15:53.370 --> 00:15:54.029
Absolutely not.

00:15:54.110 --> 00:15:55.892
It's going to be doing something.

00:15:55.932 --> 00:15:57.293
And if you're not paying attention,

00:15:58.153 --> 00:15:59.434
you're going to get run over by this.

00:15:59.855 --> 00:16:01.355
And I just want you paying attention.

00:16:01.395 --> 00:16:02.697
You don't need to get a PhD in

00:16:02.736 --> 00:16:03.298
GPT.

00:16:04.558 --> 00:16:05.860
You do need to be paying attention to

00:16:05.919 --> 00:16:07.100
it and understanding those things.

00:16:07.120 --> 00:16:08.682
This is why you watch the news, right?

00:16:08.802 --> 00:16:09.702
I didn't understand that when I was

00:16:09.743 --> 00:16:09.982
eleven.

00:16:10.003 --> 00:16:10.224
I was like,

00:16:10.264 --> 00:16:11.323
why do we care what's happening in

00:16:11.705 --> 00:16:12.085
wherever?

00:16:12.125 --> 00:16:14.027
It's like, well, butterfly effect,

00:16:14.067 --> 00:16:14.567
ripples.

00:16:14.687 --> 00:16:16.328
And it's just good to be smart.

00:16:17.109 --> 00:16:19.350
Um, so, uh, I don't know.

00:16:19.451 --> 00:16:20.613
I think AI is a filter.

00:16:21.432 --> 00:16:22.153
It's a tool.

00:16:22.293 --> 00:16:24.275
We can point these things, right?

00:16:24.316 --> 00:16:26.857
Like I'm, I still get caught though,

00:16:26.898 --> 00:16:27.759
halfway through my day,

00:16:27.778 --> 00:16:29.181
like doing things manually.

00:16:29.201 --> 00:16:30.721
And I'm like, what am I doing?

00:16:30.761 --> 00:16:31.883
Like, I'm still in my pattern.

00:16:31.903 --> 00:16:33.784
Then I'm like, I have a second monitor.

00:16:33.804 --> 00:16:34.004
I'm like,

00:16:34.426 --> 00:16:36.386
that's all I put that chat GPT and

00:16:36.408 --> 00:16:37.568
AI is only on that monitor.

00:16:37.589 --> 00:16:38.288
And I'm like, okay.

00:16:38.308 --> 00:16:39.470
So it's almost like a second computer

00:16:39.671 --> 00:16:40.130
visually.

00:16:40.171 --> 00:16:40.892
It's a second thing.

00:16:41.312 --> 00:16:42.893
And I catch myself four or five times

00:16:42.952 --> 00:16:46.556
a day not doing things the easier way

00:16:46.655 --> 00:16:48.476
or the more effective way.

00:16:48.697 --> 00:16:51.219
And that seems, I don't know,

00:16:51.318 --> 00:16:51.899
stupid for me.

00:16:54.640 --> 00:16:56.581
Has anybody brought up in clinic with you?

00:16:56.601 --> 00:16:58.043
And when Dave comes back,

00:16:58.082 --> 00:16:58.964
I'll ask him the same thing.

00:16:58.984 --> 00:17:00.124
And this is for the audience as well.

00:17:00.144 --> 00:17:01.205
This would be a great question.

00:17:01.225 --> 00:17:03.086
Has, well,

00:17:03.145 --> 00:17:06.689
I asked ChatGPT and it said this.

00:17:07.890 --> 00:17:09.089
That's had to have come up already.

00:17:09.210 --> 00:17:09.451
Really?

00:17:09.510 --> 00:17:09.691
No?

00:17:09.711 --> 00:17:09.750
No.

00:17:10.390 --> 00:17:11.871
I don't think it has.

00:17:12.990 --> 00:17:14.872
Um, I don't think it has,

00:17:16.432 --> 00:17:17.231
but I haven't heard.

00:17:17.271 --> 00:17:18.593
Yeah, no, I, no,

00:17:18.613 --> 00:17:19.313
I don't think it has.

00:17:19.913 --> 00:17:20.012
Yeah.

00:17:20.054 --> 00:17:21.354
Ben game one saying that's population

00:17:21.394 --> 00:17:23.375
health, low complexity, low acuity.

00:17:23.454 --> 00:17:25.194
Don't need the full experience, right?

00:17:25.515 --> 00:17:26.615
We sort of want that tree.

00:17:26.635 --> 00:17:27.915
That's what triage is for.

00:17:27.935 --> 00:17:29.317
It's why not everybody gets a bed in

00:17:29.336 --> 00:17:29.616
the ER.

00:17:29.737 --> 00:17:31.478
Uh, but for decades,

00:17:31.538 --> 00:17:33.417
PT only offers the full experience.

00:17:33.438 --> 00:17:33.518
Yeah.

00:17:33.557 --> 00:17:34.479
There's no PT light, right?

00:17:35.499 --> 00:17:36.980
This is where like PT and the ED

00:17:37.019 --> 00:17:38.560
is all like, like everybody's like,

00:17:38.580 --> 00:17:39.381
that's ridiculous.

00:17:39.401 --> 00:17:40.602
I'm like, is it though?

00:17:40.701 --> 00:17:42.303
Isn't that the greatest place for it?

00:17:42.903 --> 00:17:43.063
Yeah.

00:17:43.182 --> 00:17:43.844
Oh, he even said that.

00:17:43.903 --> 00:17:44.963
I didn't know that PT light, uh,

00:17:45.325 --> 00:17:47.165
ALB PT light and solve a lot of

00:17:47.246 --> 00:17:48.365
issues and accessing costs.

00:17:48.926 --> 00:17:50.126
How great would that be?

00:17:50.227 --> 00:17:50.887
If you're like, yeah.

00:17:51.127 --> 00:17:52.048
How many times have you seen someone?

00:17:52.067 --> 00:17:53.449
You're like, you don't even need me, man.

00:17:53.509 --> 00:17:54.789
I look, look, look, do these two things.

00:17:54.809 --> 00:17:55.430
You're going to feel great.

00:17:55.450 --> 00:17:56.871
And you're like, ah,

00:17:56.891 --> 00:17:57.711
those are the people who are like,

00:17:57.770 --> 00:17:58.832
come on, I'll give you, give me,

00:17:58.951 --> 00:17:59.853
I'll give you, I'll give you like,

00:17:59.893 --> 00:18:00.833
no man, it's not even worth it.

00:18:00.853 --> 00:18:02.193
It was, it's not a real solution.

00:18:03.344 --> 00:18:03.804
And, you know,

00:18:03.923 --> 00:18:06.244
this this is where we go back to.

00:18:07.045 --> 00:18:10.045
I think we lose contact with a huge

00:18:10.085 --> 00:18:12.066
demographic simply because we're not

00:18:12.125 --> 00:18:13.746
willing to offer PT light.

00:18:14.365 --> 00:18:16.326
I used to offer the twenty minute sessions

00:18:16.366 --> 00:18:18.146
for, you know, twenty years.

00:18:18.567 --> 00:18:20.528
I used to offer lunch break PT,

00:18:20.587 --> 00:18:22.768
like just come in, in and out.

00:18:22.867 --> 00:18:23.508
Twenty minutes.

00:18:23.548 --> 00:18:25.888
You will absolutely not even miss your

00:18:25.909 --> 00:18:27.028
your lunch break from work.

00:18:28.049 --> 00:18:29.230
There are so many people,

00:18:29.351 --> 00:18:31.492
one time sessions, one visit plan of care.

00:18:31.573 --> 00:18:34.134
Like I have no problem evaluating someone

00:18:34.174 --> 00:18:35.455
and just telling them, hey,

00:18:35.477 --> 00:18:36.176
you're doing great.

00:18:36.436 --> 00:18:37.117
Peace of mind.

00:18:37.458 --> 00:18:38.038
You're good.

00:18:38.058 --> 00:18:39.200
Just keep doing what you're doing.

00:18:39.881 --> 00:18:40.641
But, you know,

00:18:40.681 --> 00:18:42.282
so many of us don't want to do

00:18:42.323 --> 00:18:42.643
that.

00:18:42.803 --> 00:18:45.125
We don't want to offer that.

00:18:46.987 --> 00:18:49.288
Is it because the onboarding and the

00:18:49.388 --> 00:18:51.470
getting them set up and in the door,

00:18:52.391 --> 00:18:53.991
the juice isn't worth the squeeze, right?

00:18:54.011 --> 00:18:54.551
It's like so much effort.

00:18:54.571 --> 00:18:54.652
Yeah.

00:18:56.173 --> 00:18:56.313
Yeah.

00:18:56.394 --> 00:18:57.673
I think that's a big part of it.

00:18:58.095 --> 00:18:59.875
And it's a lot of it's self-imposed.

00:19:00.395 --> 00:19:02.278
Like I still go back to when I

00:19:02.478 --> 00:19:04.318
was teaching my Medicare course, I'm like,

00:19:04.778 --> 00:19:07.641
are you guys asking all referrals the same

00:19:07.681 --> 00:19:09.803
questions, the same number of questions?

00:19:09.823 --> 00:19:10.563
Because you know what?

00:19:11.002 --> 00:19:12.704
If somebody is coming to me for one

00:19:12.724 --> 00:19:14.645
to three visit episode of care,

00:19:14.665 --> 00:19:14.726
I'm

00:19:15.105 --> 00:19:17.626
I am not going through nine million past

00:19:17.686 --> 00:19:18.887
medical history questions.

00:19:19.167 --> 00:19:21.108
That's only if I expect this person to

00:19:21.148 --> 00:19:22.369
be around for twelve months.

00:19:22.869 --> 00:19:26.192
If it's a simple case, insidious onset,

00:19:26.211 --> 00:19:27.531
you woke up with a kink in your

00:19:27.571 --> 00:19:27.913
neck.

00:19:28.333 --> 00:19:29.973
I don't care about your injury.

00:19:30.013 --> 00:19:31.394
Thirty seven years ago,

00:19:31.753 --> 00:19:33.194
we're just going to deal with the kink

00:19:33.234 --> 00:19:33.734
in your neck.

00:19:34.076 --> 00:19:36.696
But like therapists refuse to accept that.

00:19:37.317 --> 00:19:39.137
Going back to the stuff I see on

00:19:39.178 --> 00:19:41.659
TikTok where a guy, great therapist,

00:19:41.719 --> 00:19:43.519
I'm not denigrating.

00:19:43.539 --> 00:19:44.441
I don't know if that's the word.

00:19:45.040 --> 00:19:46.061
But he was like, yeah,

00:19:46.122 --> 00:19:48.243
I go through a fifty seven point checklist

00:19:48.284 --> 00:19:49.464
for an upper quarter screen.

00:19:49.484 --> 00:19:50.465
I'm like, why?

00:19:51.086 --> 00:19:51.266
Why?

00:19:51.425 --> 00:19:52.968
I just asked you to pick something up.

00:19:53.567 --> 00:19:54.628
Let me see you pull this.

00:19:54.669 --> 00:19:55.630
Let me see you push that.

00:19:55.670 --> 00:19:56.671
Let me see you touch the top of

00:19:56.691 --> 00:19:57.692
your head and the load back.

00:19:58.011 --> 00:19:59.613
OK, I got enough information.

00:19:59.712 --> 00:20:00.953
Let's just start doing stuff now.

00:20:01.414 --> 00:20:02.576
I was going to share this in the

00:20:02.615 --> 00:20:03.276
Facebook group,

00:20:03.516 --> 00:20:05.097
but I felt a little sexual.

00:20:05.817 --> 00:20:06.898
I want to go edgy.

00:20:06.919 --> 00:20:07.640
It's not that sexual.

00:20:07.960 --> 00:20:09.361
But like this is this is a great

00:20:09.401 --> 00:20:10.201
example because.

00:20:11.563 --> 00:20:13.065
I don't know what a photo shoot would

00:20:13.105 --> 00:20:15.888
be for someone, an hour, two hours.

00:20:15.909 --> 00:20:17.431
This is going to shock you, Tony.

00:20:17.490 --> 00:20:19.153
I've never had professional photos taken

00:20:19.173 --> 00:20:19.413
of me.

00:20:20.866 --> 00:20:22.347
But this person is a photographer.

00:20:22.867 --> 00:20:24.189
They're offering, first of all,

00:20:24.409 --> 00:20:26.750
font choices, script, handwritten font,

00:20:26.970 --> 00:20:28.349
horrible idea, but keep going.

00:20:29.371 --> 00:20:32.672
It says, hello, Valentine's Day boudoir,

00:20:33.051 --> 00:20:35.633
twenty to twenty five minute session.

00:20:36.493 --> 00:20:39.974
And you get ten edited images and one

00:20:40.055 --> 00:20:41.036
mini Polaroid.

00:20:42.096 --> 00:20:43.217
I'm guessing that means like a physical.

00:20:43.416 --> 00:20:45.837
You get ten like JPEGs and a hand

00:20:45.897 --> 00:20:46.718
and a tangible thing.

00:20:47.518 --> 00:20:48.558
Three hundred and fifty bucks.

00:20:50.184 --> 00:20:50.664
Like there's...

00:20:51.165 --> 00:20:55.107
I'm sure this photographer is like, yeah,

00:20:55.147 --> 00:20:56.749
I've got a session that's like two hours

00:20:56.769 --> 00:20:57.589
and you're going to get a thousand

00:20:57.630 --> 00:20:58.410
pictures or whatever.

00:20:58.730 --> 00:20:59.631
But they're also like, hey,

00:20:59.651 --> 00:21:00.912
if you just want to bang this out

00:21:01.011 --> 00:21:01.792
in twenty minutes...

00:21:02.884 --> 00:21:04.403
Let's do that for Valentine's Day.

00:21:04.825 --> 00:21:05.924
So I wasn't going to share that because

00:21:05.964 --> 00:21:06.944
it's a little racy.

00:21:06.964 --> 00:21:07.865
But I'm like, is it though?

00:21:08.026 --> 00:21:08.986
Someone in their underpants.

00:21:09.026 --> 00:21:09.826
I've walked in the mall.

00:21:10.306 --> 00:21:10.865
Look at that.

00:21:10.885 --> 00:21:11.707
There's a Victoria's Secret.

00:21:12.086 --> 00:21:14.227
But that's an example of PT Lite.

00:21:14.448 --> 00:21:16.448
Does everything have to be the full Monty?

00:21:16.708 --> 00:21:17.288
See what I'm doing there?

00:21:17.508 --> 00:21:18.328
No, it doesn't.

00:21:18.388 --> 00:21:19.128
You can offer...

00:21:20.308 --> 00:21:23.089
So I could develop a full advertising

00:21:23.130 --> 00:21:23.769
campaign for you.

00:21:23.910 --> 00:21:25.270
We could shoot videos and whatever,

00:21:25.310 --> 00:21:26.211
whatever images.

00:21:26.951 --> 00:21:28.471
But I've also got this session where...

00:21:29.416 --> 00:21:30.657
Did you see what I did with Bo

00:21:30.698 --> 00:21:31.238
Babanko?

00:21:31.778 --> 00:21:32.377
Yeah.

00:21:32.417 --> 00:21:32.917
Dr. Bo.

00:21:33.318 --> 00:21:35.338
So Bo sat on StreamYard,

00:21:35.378 --> 00:21:36.359
the app we're doing now.

00:21:37.319 --> 00:21:38.820
I looked up his website, Bo,

00:21:38.861 --> 00:21:39.921
and I know Bo already.

00:21:40.561 --> 00:21:41.642
And then I sat down with Bo,

00:21:41.701 --> 00:21:42.622
and he sat there with me,

00:21:43.262 --> 00:21:44.603
and I asked him twenty questions,

00:21:45.644 --> 00:21:47.785
all in alignment for his strategic goals.

00:21:48.805 --> 00:21:51.226
And then I zhuzhed up the videos and

00:21:51.266 --> 00:21:52.566
said, here you go, Bo.

00:21:52.586 --> 00:21:54.846
There's the next couple weeks worth of

00:21:55.667 --> 00:21:56.627
your Instagram content.

00:21:57.008 --> 00:21:58.088
Bo showed up, and it was Bo.

00:21:58.871 --> 00:21:59.671
But if I had said, Bo,

00:21:59.711 --> 00:22:00.491
I'm going to fly there.

00:22:00.511 --> 00:22:02.071
I'm going to bring in three videographers

00:22:02.712 --> 00:22:04.373
and whoever the person is that holds the

00:22:04.452 --> 00:22:05.453
light and angles it.

00:22:05.473 --> 00:22:06.213
And we're going to do this.

00:22:06.253 --> 00:22:07.314
It's going to be ten grand.

00:22:07.454 --> 00:22:08.535
And he would get a lot more.

00:22:08.575 --> 00:22:10.655
But he's like, I don't need too much.

00:22:11.076 --> 00:22:12.016
You're trying to kill a fly with a

00:22:12.056 --> 00:22:12.336
hammer.

00:22:12.757 --> 00:22:13.356
So you have to, I mean,

00:22:13.416 --> 00:22:14.897
I don't know, scale appropriate.

00:22:15.238 --> 00:22:16.837
So I've got different options.

00:22:17.398 --> 00:22:18.259
Which one's appropriate?

00:22:18.278 --> 00:22:20.279
I don't know what your problem is yet.

00:22:20.299 --> 00:22:22.861
That's where I think what Chachapit Health

00:22:22.901 --> 00:22:23.881
is going to knock out a lot of

00:22:23.901 --> 00:22:25.342
those that were never meant to be there

00:22:25.481 --> 00:22:25.922
anyway.

00:22:26.461 --> 00:22:27.762
I think this is net positive.

00:22:28.521 --> 00:22:30.124
And I would say like all things,

00:22:30.545 --> 00:22:31.905
we can have a place,

00:22:31.965 --> 00:22:33.307
we can have a seat at that table.

00:22:34.269 --> 00:22:35.711
So somebody, we market,

00:22:35.790 --> 00:22:37.752
we explain to the population, we're like,

00:22:37.792 --> 00:22:39.575
hey, this is an amazing resource.

00:22:39.654 --> 00:22:41.817
PT, chat, health, whatever.

00:22:42.298 --> 00:22:44.381
Go here, do this, ask these questions.

00:22:44.421 --> 00:22:46.163
We create video content showing the

00:22:46.202 --> 00:22:48.085
consumer how to use that tool.

00:22:48.965 --> 00:22:51.748
And then if the consumer doesn't get what

00:22:51.788 --> 00:22:52.528
they need,

00:22:52.907 --> 00:22:54.509
guess who's going to be the first person

00:22:54.548 --> 00:22:56.130
they're going to choose to go to for

00:22:56.150 --> 00:22:57.750
that real life interaction?

00:22:58.230 --> 00:22:59.092
That becomes us.

00:22:59.551 --> 00:23:01.833
But like if we completely ignore it,

00:23:01.853 --> 00:23:03.334
completely move away from it,

00:23:03.354 --> 00:23:04.634
say how terrible it is,

00:23:04.674 --> 00:23:05.756
it's not going to do anything.

00:23:06.236 --> 00:23:07.977
We don't have a seat at the table

00:23:08.057 --> 00:23:08.416
anymore.

00:23:08.457 --> 00:23:11.638
We just gave up that opportunity to some

00:23:11.739 --> 00:23:13.539
other profession, some other professional.

00:23:14.962 --> 00:23:16.285
If you avoid it and pretend it doesn't

00:23:16.346 --> 00:23:17.929
exist and be like, oh my gosh,

00:23:18.009 --> 00:23:19.813
I don't want anybody to know about this

00:23:20.053 --> 00:23:20.473
at all,

00:23:22.218 --> 00:23:23.200
then you're going to get run over by

00:23:23.240 --> 00:23:23.299
it.

00:23:23.380 --> 00:23:25.605
I believe Dave's on the phone.

00:23:27.704 --> 00:23:28.184
Good morning.

00:23:28.464 --> 00:23:28.785
Good morning.

00:23:28.826 --> 00:23:29.526
Sorry for the tech issue.

00:23:29.546 --> 00:23:30.105
There you go.

00:23:30.125 --> 00:23:30.526
All right.

00:23:30.865 --> 00:23:31.727
Now we got you on the phone.

00:23:31.926 --> 00:23:32.747
Now we go on the phone.

00:23:32.767 --> 00:23:33.126
Dave Kettle.

00:23:33.567 --> 00:23:35.188
First time caller, long time listener.

00:23:37.068 --> 00:23:39.810
Long time co-host, first time caller.

00:23:39.851 --> 00:23:41.490
So final questions before we move on from

00:23:41.510 --> 00:23:42.051
this topic.

00:23:42.652 --> 00:23:45.813
Just final, not parting shot,

00:23:45.873 --> 00:23:46.574
but medium shot.

00:23:47.054 --> 00:23:48.535
Do you guys think this creates more

00:23:48.575 --> 00:23:50.535
informed patients or more confused ones?

00:23:50.555 --> 00:23:51.135
You have to answer.

00:23:51.195 --> 00:23:52.496
More informed or more confused?

00:23:52.635 --> 00:23:53.636
Dave, we'll go with you first.

00:23:53.717 --> 00:23:55.258
More informed or more confused?

00:23:55.298 --> 00:23:55.998
ChatGPT Health.

00:23:57.611 --> 00:23:58.893
I think they can be more important,

00:23:58.913 --> 00:24:00.034
definitely.

00:24:00.074 --> 00:24:01.817
More important.

00:24:01.836 --> 00:24:03.157
And then the final one before we move

00:24:03.198 --> 00:24:03.278
on.

00:24:03.318 --> 00:24:06.883
What's one way a smart clinic can ride

00:24:06.903 --> 00:24:09.205
this wave instead of getting run over by

00:24:09.266 --> 00:24:09.346
it?

00:24:09.767 --> 00:24:10.647
You know that's going to happen.

00:24:10.708 --> 00:24:12.069
Standing still with your back at the wave,

00:24:12.089 --> 00:24:12.611
you get killed.

00:24:13.291 --> 00:24:14.834
What's one way, simple way?

00:24:15.094 --> 00:24:15.815
I'll go first.

00:24:15.855 --> 00:24:16.695
Dave, you missed it,

00:24:16.736 --> 00:24:18.558
but I was just saying what we should

00:24:18.598 --> 00:24:20.201
be doing is creating content,

00:24:20.221 --> 00:24:22.903
teaching consumers how to use these tools

00:24:22.943 --> 00:24:24.967
to get their answers because when they

00:24:25.027 --> 00:24:25.988
don't get the answer,

00:24:26.028 --> 00:24:27.770
then they're going to come to us for

00:24:27.790 --> 00:24:29.873
the more detailed, more in-depth response.

00:24:29.894 --> 00:24:30.074
Yes, yes.

00:24:32.818 --> 00:24:34.039
I absolutely love that.

00:24:34.279 --> 00:24:36.601
I can't even think of anything remotely

00:24:36.661 --> 00:24:40.702
close to being even in that ballpark that

00:24:40.843 --> 00:24:41.884
I agree a hundred percent with.

00:24:42.344 --> 00:24:44.724
Because if they don't find the answers in

00:24:44.765 --> 00:24:45.525
that pathway,

00:24:46.045 --> 00:24:47.286
then they will look at someone like Tony

00:24:47.306 --> 00:24:48.886
or I or some other practice and say,

00:24:48.906 --> 00:24:50.247
you know what?

00:24:50.267 --> 00:24:51.807
They sound like a confident professional.

00:24:51.827 --> 00:24:53.469
Let me contact them because I was not

00:24:53.528 --> 00:24:55.750
able to get my solution or my, yeah,

00:24:55.769 --> 00:24:57.191
I wasn't able to figure it out with

00:24:57.211 --> 00:24:57.711
ChatGPT.

00:24:58.516 --> 00:25:00.959
So at the end of our content or

00:25:00.979 --> 00:25:01.680
videos or whatever,

00:25:02.059 --> 00:25:03.221
there could be that call to action that

00:25:03.240 --> 00:25:03.461
says, hey,

00:25:04.742 --> 00:25:06.424
if you're not finding what you're looking

00:25:06.444 --> 00:25:07.425
for with ChatGPT,

00:25:07.486 --> 00:25:10.388
if it's not resolving your situation,

00:25:10.450 --> 00:25:13.573
not providing a customized enough plan for

00:25:13.593 --> 00:25:13.732
you,

00:25:14.574 --> 00:25:16.055
go ahead and reach out and then the

00:25:16.214 --> 00:25:17.914
only experience the taste in their mouth

00:25:17.954 --> 00:25:19.976
of you is there's that guy that's super

00:25:20.016 --> 00:25:21.957
helpful all the time and yeah i can't

00:25:21.977 --> 00:25:24.238
figure this damn thing out same thing as

00:25:24.258 --> 00:25:25.377
the plumber who's like going to teach you

00:25:25.397 --> 00:25:27.739
how to fix basic stuff that he's like

00:25:27.798 --> 00:25:29.180
i couldn't it's going to be in the

00:25:29.220 --> 00:25:30.299
ass anyway to come out there and fix

00:25:30.319 --> 00:25:32.320
that basic thing i want the ten thousand

00:25:32.340 --> 00:25:34.261
dollar job i don't want the thousand ten

00:25:34.301 --> 00:25:37.363
dollar jobs i don't i don't maybe someone

00:25:37.403 --> 00:25:37.643
does

00:25:38.262 --> 00:25:38.603
Right.

00:25:38.663 --> 00:25:39.644
Someone someone does.

00:25:39.903 --> 00:25:41.064
It's it's not me.

00:25:42.365 --> 00:25:42.865
Real quick,

00:25:42.944 --> 00:25:44.346
before we go to the next one,

00:25:44.546 --> 00:25:47.307
Dave is the consummate entrepreneur

00:25:47.366 --> 00:25:48.327
problem solver.

00:25:48.448 --> 00:25:49.407
I love what he did.

00:25:49.708 --> 00:25:51.169
I did this yesterday.

00:25:51.669 --> 00:25:54.951
So yesterday I was a third party observer

00:25:55.171 --> 00:25:57.231
in a physical therapy session with a

00:25:57.271 --> 00:25:59.153
patient therapist,

00:25:59.212 --> 00:26:00.953
reached out friend of the pod.

00:26:00.993 --> 00:26:02.233
He's probably watching right now,

00:26:02.374 --> 00:26:04.776
asked me for some input on a situation

00:26:04.796 --> 00:26:05.395
for a patient.

00:26:06.555 --> 00:26:09.076
We did the video console and then we

00:26:09.115 --> 00:26:11.256
kept getting like frozen and stuck.

00:26:11.296 --> 00:26:11.896
And I was like, hey,

00:26:12.116 --> 00:26:13.696
let's just kill the video.

00:26:14.257 --> 00:26:15.298
I saw what I need to see.

00:26:15.377 --> 00:26:16.917
Let's go to a voice call so we

00:26:16.958 --> 00:26:18.137
don't have an interruption.

00:26:18.518 --> 00:26:19.759
And it was just spur of the moment.

00:26:19.818 --> 00:26:21.179
Dave did exactly that.

00:26:21.219 --> 00:26:22.980
He's like, I see a problem.

00:26:23.200 --> 00:26:24.680
I'm going to come up with a solution.

00:26:24.859 --> 00:26:26.040
And now he's with us.

00:26:26.181 --> 00:26:27.080
I love it.

00:26:27.201 --> 00:26:27.260
Yep.

00:26:28.020 --> 00:26:28.320
Agreed.

00:26:29.163 --> 00:26:30.544
I want to make sure we pay the

00:26:30.564 --> 00:26:30.944
bills.

00:26:31.365 --> 00:26:32.527
Today's episode brought to you by the

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compliance candle.

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their lunch break,

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That's a great tagline.

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Burn one before you burn out.

00:27:02.576 --> 00:27:03.538
And just before we move on,

00:27:04.419 --> 00:27:06.881
I'm already securing the social media

00:27:06.901 --> 00:27:08.842
handles for the chat G.

00:27:10.002 --> 00:27:10.963
Capital P.T.

00:27:11.104 --> 00:27:11.683
That'll be me.

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I'll be the guy who explains everything.

00:27:13.365 --> 00:27:14.806
So follow me on Instagram.

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Someone's already grabbed it for the chat

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GPT.

00:27:18.469 --> 00:27:20.309
That is me.

00:27:20.549 --> 00:27:21.611
Second topic today.

00:27:21.631 --> 00:27:22.330
We'll move to this one.

00:27:22.391 --> 00:27:23.751
We a little bit flirted with this

00:27:23.791 --> 00:27:24.333
yesterday.

00:27:24.752 --> 00:27:25.472
Sorry, on Tuesday.

00:27:26.834 --> 00:27:29.175
And I could find the graphic that you

00:27:29.195 --> 00:27:29.935
shared, Tony.

00:27:30.717 --> 00:27:31.696
But Dave wasn't here.

00:27:32.597 --> 00:27:35.140
Every major CPT code went up slightly

00:27:35.160 --> 00:27:35.259
today.

00:27:37.462 --> 00:27:39.304
but down in real dollars when inflation

00:27:39.324 --> 00:27:39.763
adjusted.

00:27:42.984 --> 00:27:44.565
So nine, seven, one, one, oh,

00:27:44.585 --> 00:27:46.665
went from twenty seven dollars and fifty

00:27:46.746 --> 00:27:49.685
six cents to buckle up kids.

00:27:49.946 --> 00:27:52.586
Twenty eight dollars and one cent.

00:27:52.767 --> 00:27:53.307
But keep in mind,

00:27:53.548 --> 00:27:54.488
we don't have pennies anymore,

00:27:54.508 --> 00:27:55.948
so we just round out anyway.

00:27:56.288 --> 00:27:59.229
But now it's only worth now.

00:27:59.269 --> 00:28:01.089
Now it's only worth twenty seven dollars

00:28:01.130 --> 00:28:02.130
and twenty five cents.

00:28:02.250 --> 00:28:03.769
So we're net down a quarter.

00:28:06.811 --> 00:28:07.692
This is why I want to bring it

00:28:07.712 --> 00:28:08.073
up again.

00:28:08.333 --> 00:28:09.653
We can deep dive into the numbers.

00:28:09.894 --> 00:28:11.776
I'm going to zone out after about eleven

00:28:11.836 --> 00:28:12.416
seconds anyway.

00:28:12.436 --> 00:28:12.896
I'm just going to not.

00:28:12.936 --> 00:28:13.917
I'm going to believe what both of you

00:28:13.958 --> 00:28:14.157
say.

00:28:14.638 --> 00:28:15.900
But what are we going to do about

00:28:15.940 --> 00:28:16.000
it?

00:28:16.019 --> 00:28:17.882
So it's what, so what, now what?

00:28:18.702 --> 00:28:21.224
And we've talked about this before,

00:28:21.244 --> 00:28:22.685
and I feel like people are catching on.

00:28:22.766 --> 00:28:24.207
Someone like Drew Cruz was like,

00:28:24.247 --> 00:28:24.807
wait a minute.

00:28:25.469 --> 00:28:27.990
Are you saying we could use insurance as

00:28:28.010 --> 00:28:28.631
a loss leader?

00:28:29.451 --> 00:28:31.133
And maybe we need to explain what loss

00:28:31.173 --> 00:28:31.813
leaders are.

00:28:32.413 --> 00:28:33.854
Not because we're talking down to people,

00:28:33.874 --> 00:28:35.575
but because it's not a normal healthcare

00:28:35.595 --> 00:28:36.875
term, especially in PT,

00:28:37.215 --> 00:28:39.196
which is if we lose money on the

00:28:39.257 --> 00:28:40.718
hot dog at Costco,

00:28:41.338 --> 00:28:43.180
but you come and you're in the building

00:28:43.259 --> 00:28:44.720
and we know for every hundred people that

00:28:44.759 --> 00:28:45.740
walk in the front door,

00:28:46.000 --> 00:28:47.521
they spend this much money.

00:28:48.182 --> 00:28:50.564
Our job is actually get more people in

00:28:50.604 --> 00:28:51.183
the door.

00:28:51.683 --> 00:28:52.505
And then also...

00:28:53.404 --> 00:28:54.925
How do we make buying seamless?

00:28:55.646 --> 00:28:57.647
This is a process and a pipeline.

00:28:57.688 --> 00:29:00.971
So how do you do that in MSK

00:29:00.990 --> 00:29:01.310
care?

00:29:01.530 --> 00:29:03.393
We'll go brick and mortar and we'll go

00:29:03.673 --> 00:29:05.114
Dave concierge.

00:29:07.516 --> 00:29:09.217
How can people understand this concept and

00:29:09.237 --> 00:29:09.978
how do they do it better?

00:29:11.739 --> 00:29:13.259
Well, I don't participate in these,

00:29:14.181 --> 00:29:14.760
respectfully,

00:29:14.780 --> 00:29:16.383
these low-paying insurance contracts.

00:29:16.643 --> 00:29:20.905
And I think Tony might have better ideas

00:29:21.006 --> 00:29:23.188
on how to potentially use these in-network

00:29:24.300 --> 00:29:27.001
contracts as loss leaders to get people in

00:29:27.122 --> 00:29:29.804
and then funnel them to what he has

00:29:29.903 --> 00:29:31.065
as, I forget what he calls it,

00:29:31.085 --> 00:29:33.385
but like the weekly or monthly membership

00:29:33.846 --> 00:29:35.166
or like the continuity program.

00:29:35.646 --> 00:29:36.287
The challenge,

00:29:36.866 --> 00:29:38.428
the challenge I believe is that if he,

00:29:38.688 --> 00:29:39.669
I mean, it's just a numbers game.

00:29:39.709 --> 00:29:41.069
Like it depends on like,

00:29:41.470 --> 00:29:43.351
I don't know how great the practice is

00:29:43.451 --> 00:29:44.971
and how well they frame it and describe

00:29:45.011 --> 00:29:46.732
it and the spacing that they have for

00:29:46.792 --> 00:29:49.253
these members to kind of go from

00:29:51.039 --> 00:29:53.340
insurance-based physical therapy to some

00:29:53.381 --> 00:29:56.042
continuity or out-of-pocket services.

00:29:56.063 --> 00:29:58.805
When people come into an in-network world

00:29:59.165 --> 00:30:00.405
and they just want to pay their twenty

00:30:00.425 --> 00:30:01.988
to fifty dollar copay per visit,

00:30:02.688 --> 00:30:04.128
I think it's really challenging.

00:30:04.169 --> 00:30:05.789
And I would love to hear rebuttals.

00:30:05.829 --> 00:30:06.931
I would love to hear anyone that watches

00:30:06.951 --> 00:30:08.511
the show, you know, send us a message,

00:30:08.551 --> 00:30:09.232
comment below,

00:30:10.054 --> 00:30:12.654
message us or comment somewhere on one of

00:30:12.674 --> 00:30:13.175
our YouTube.

00:30:13.215 --> 00:30:13.336
But

00:30:14.098 --> 00:30:14.559
Let us know,

00:30:15.080 --> 00:30:16.743
are there practices out there that are

00:30:16.804 --> 00:30:18.748
in-network on the front end and then have

00:30:20.049 --> 00:30:21.894
the whole process dialed in to convert

00:30:21.913 --> 00:30:22.234
people

00:30:24.548 --> 00:30:26.429
a twelve-visit plan of care through your

00:30:26.449 --> 00:30:28.970
in-network insurance to a continuity

00:30:28.990 --> 00:30:35.012
membership or some self-pay experience

00:30:35.032 --> 00:30:36.054
where they're paying a hundred or two

00:30:36.074 --> 00:30:36.933
hundred dollars per visit.

00:30:37.153 --> 00:30:38.914
I just don't think it's possible because I

00:30:38.934 --> 00:30:40.516
believe it's two different customers.

00:30:40.536 --> 00:30:42.636
It's two different consumers and that's

00:30:42.676 --> 00:30:43.278
the challenge.

00:30:43.357 --> 00:30:46.919
So stop advertising for those customers,

00:30:48.039 --> 00:30:48.259
right?

00:30:48.299 --> 00:30:48.519
I mean,

00:30:48.559 --> 00:30:50.760
you get what you attract or you attract

00:30:50.800 --> 00:30:52.041
what you attract or, you know.

00:30:53.992 --> 00:30:55.814
I agree with Dave.

00:30:56.174 --> 00:30:57.555
There needs to be a new model.

00:30:57.615 --> 00:31:00.356
There needs to be a business started from

00:31:00.416 --> 00:31:02.739
the beginning where the seed planted for

00:31:02.778 --> 00:31:05.819
the business is, okay,

00:31:06.101 --> 00:31:08.701
we're going to use insurance to bring

00:31:08.741 --> 00:31:09.262
people in.

00:31:09.542 --> 00:31:10.303
Here's the thing.

00:31:10.563 --> 00:31:12.865
So on what Dave is saying, it's like,

00:31:13.244 --> 00:31:16.086
okay, McDonald's sells a cheap Happy Meal.

00:31:16.527 --> 00:31:18.387
They're never going to convert the

00:31:18.428 --> 00:31:21.210
customer buying the four dollar Happy Meal

00:31:21.809 --> 00:31:23.412
into somebody who's going to pay eighty

00:31:23.451 --> 00:31:26.474
dollars for a dry aged steak right so

00:31:26.855 --> 00:31:28.938
like there's no reason to even try that

00:31:29.959 --> 00:31:32.320
the thing is you're not going to get

00:31:32.361 --> 00:31:34.202
somebody who doesn't want to pay for your

00:31:34.242 --> 00:31:35.865
service to all of a sudden want to

00:31:35.904 --> 00:31:38.907
pay for your service but wealthy

00:31:38.968 --> 00:31:41.049
individuals who do see the value in

00:31:41.109 --> 00:31:44.054
something premium they also have insurance

00:31:44.813 --> 00:31:47.055
So the messaging can't be.

00:31:47.154 --> 00:31:50.057
My messaging is, anyone, anywhere,

00:31:50.196 --> 00:31:51.057
come into my clinic.

00:31:51.077 --> 00:31:52.759
We're going to take care of you.

00:31:52.798 --> 00:31:54.640
My messaging is not, hey,

00:31:54.680 --> 00:31:56.561
we have a premium level service.

00:31:56.602 --> 00:31:57.883
We have premium equipment.

00:31:57.903 --> 00:31:59.703
We have the best everything in town.

00:32:01.484 --> 00:32:03.165
And if you have insurance and you want

00:32:03.185 --> 00:32:03.727
to use it,

00:32:03.926 --> 00:32:05.087
come and we'll start with that.

00:32:05.127 --> 00:32:07.209
Like that is a different business model,

00:32:07.229 --> 00:32:08.769
but I think that's the business model of

00:32:08.809 --> 00:32:09.611
the future.

00:32:10.050 --> 00:32:11.991
That's where the combination of what Dave

00:32:12.031 --> 00:32:14.854
does and what I do comes together is,

00:32:15.054 --> 00:32:17.895
okay, who are the executives in my town?

00:32:17.915 --> 00:32:19.696
So we have a couple publicly traded

00:32:19.757 --> 00:32:20.337
companies.

00:32:20.778 --> 00:32:21.919
Who are the executives?

00:32:22.398 --> 00:32:23.579
What's their insurance?

00:32:23.980 --> 00:32:25.060
What is the plan?

00:32:25.121 --> 00:32:26.801
Now I'm going to start creating marketing

00:32:26.842 --> 00:32:29.544
content focused on individuals with that

00:32:29.584 --> 00:32:31.105
specific insurance plan.

00:32:32.184 --> 00:32:34.866
And I'm going to deliver a premium service

00:32:34.886 --> 00:32:37.188
so that they're coming in on the

00:32:37.268 --> 00:32:37.968
insurance,

00:32:38.407 --> 00:32:40.368
but then they're going to stay for the

00:32:40.429 --> 00:32:41.309
self-pay stuff.

00:32:42.549 --> 00:32:43.730
That's where I think it needs to go.

00:32:44.383 --> 00:32:45.282
Yeah, I just hear that song.

00:32:45.423 --> 00:32:47.684
My insurance brings all the boys to the

00:32:47.704 --> 00:32:49.025
yard and their life is better.

00:32:49.546 --> 00:32:50.986
It's going to bring them to the door.

00:32:51.527 --> 00:32:53.106
But if you bring if you consistently bring

00:32:53.126 --> 00:32:55.469
the wrong person to the door and that's

00:32:55.509 --> 00:32:56.528
not the person that's ever going to

00:32:56.568 --> 00:32:57.288
convert here.

00:32:57.349 --> 00:32:58.690
And I know people are like these guys

00:32:58.730 --> 00:32:59.210
are icky.

00:32:59.451 --> 00:33:01.151
They're using words like convert and

00:33:01.211 --> 00:33:01.652
upsell.

00:33:02.412 --> 00:33:03.573
And I look at it as like,

00:33:03.853 --> 00:33:05.654
because I know there are people with a

00:33:05.815 --> 00:33:08.277
deep affliction of the Peace Corps gene.

00:33:08.656 --> 00:33:09.397
I have a little bit.

00:33:09.458 --> 00:33:10.919
It's not deep, but it's in there.

00:33:10.999 --> 00:33:11.480
I promise.

00:33:11.539 --> 00:33:13.540
I have a heart who are going to

00:33:13.560 --> 00:33:13.701
say,

00:33:13.741 --> 00:33:16.284
but then you can't give this to everybody.

00:33:16.503 --> 00:33:18.125
Therefore, you should give it to nobody.

00:33:18.285 --> 00:33:20.827
And I'm like, that doesn't feel right.

00:33:21.347 --> 00:33:22.409
I feel like there's some logical

00:33:22.449 --> 00:33:23.048
fallacies.

00:33:23.410 --> 00:33:25.191
The funny part is I've had conversations

00:33:25.211 --> 00:33:25.751
with these people.

00:33:26.756 --> 00:33:27.477
on LinkedIn,

00:33:28.156 --> 00:33:30.199
the entire time I've had like a chart

00:33:30.239 --> 00:33:31.621
of logical fallacies out.

00:33:31.740 --> 00:33:32.682
And I'm like, oh,

00:33:32.701 --> 00:33:34.563
because what they're saying sounds right.

00:33:34.643 --> 00:33:36.765
And I'm like, no, it's a logical fallacy.

00:33:37.711 --> 00:33:38.852
Once I learned about what logical

00:33:38.892 --> 00:33:40.553
fallacies were, I was like, oh,

00:33:40.613 --> 00:33:42.193
this is how people can sound right,

00:33:43.075 --> 00:33:44.375
but it doesn't hold water.

00:33:45.016 --> 00:33:49.319
So you offering a more premium thing does

00:33:49.420 --> 00:33:52.182
not diminish the things someone else can't

00:33:52.241 --> 00:33:52.501
get.

00:33:52.582 --> 00:33:53.382
I'm very sorry.

00:33:53.923 --> 00:33:55.284
I'm into raising the floor and the

00:33:55.324 --> 00:33:55.723
ceiling,

00:33:56.124 --> 00:33:57.265
but you can't get mad at me for

00:33:57.305 --> 00:33:58.766
doing either of those things.

00:33:58.905 --> 00:33:59.807
But for some reason,

00:33:59.826 --> 00:34:02.528
people in our profession get very mad at

00:34:02.548 --> 00:34:02.588
it.

00:34:02.648 --> 00:34:04.250
I can't believe you're offering cold

00:34:04.289 --> 00:34:04.730
plunge.

00:34:05.330 --> 00:34:06.711
And charging money for it.

00:34:06.731 --> 00:34:07.092
I'm like, well,

00:34:07.112 --> 00:34:08.313
you don't have to get in the tub.

00:34:08.552 --> 00:34:09.554
I'm not getting in that tub,

00:34:09.574 --> 00:34:09.994
by the way.

00:34:12.295 --> 00:34:13.416
So that's the way I sort of look

00:34:13.456 --> 00:34:13.677
at it.

00:34:14.398 --> 00:34:15.237
I did a little prep,

00:34:15.398 --> 00:34:17.880
but ten ways you could use.

00:34:18.880 --> 00:34:19.822
I'm sure we could do an entire.

00:34:20.001 --> 00:34:21.402
We should do a six pack episode on

00:34:21.443 --> 00:34:21.682
this.

00:34:22.123 --> 00:34:23.824
Ten ways that you can use insurance as

00:34:23.844 --> 00:34:24.405
a loss leader.

00:34:24.664 --> 00:34:25.766
But what are the other things?

00:34:26.085 --> 00:34:28.126
One is like gym membership or upsells or

00:34:28.188 --> 00:34:28.668
premiums.

00:34:29.059 --> 00:34:30.000
Well, just real quick,

00:34:30.059 --> 00:34:31.860
I want to hear Dave's perspective because

00:34:32.041 --> 00:34:32.541
he and I,

00:34:32.601 --> 00:34:34.101
we've never really talked in this

00:34:34.141 --> 00:34:34.762
direction.

00:34:35.402 --> 00:34:38.264
So Dave, you have insurance, I'm sure.

00:34:38.344 --> 00:34:40.425
You know executives and wealthy

00:34:40.465 --> 00:34:42.126
individuals that have insurance.

00:34:42.746 --> 00:34:44.927
I think the key is targeting the marketing

00:34:45.188 --> 00:34:48.708
to that individual with insurance and high

00:34:48.768 --> 00:34:51.590
net worth who then would be on board

00:34:51.751 --> 00:34:53.052
switching from, okay,

00:34:53.072 --> 00:34:54.492
we're finished with what insurance will

00:34:54.552 --> 00:34:54.833
pay.

00:34:55.253 --> 00:34:56.313
Now I'm going to self-pay.

00:34:56.472 --> 00:34:57.333
Does that sound right?

00:34:59.130 --> 00:34:59.891
So I agree with that.

00:34:59.931 --> 00:35:00.132
I mean,

00:35:00.311 --> 00:35:02.733
I've even considered where we take

00:35:02.793 --> 00:35:04.195
out-of-network insurance, which we do,

00:35:04.255 --> 00:35:06.255
and we have a medical biller to facilitate

00:35:06.275 --> 00:35:06.556
that.

00:35:06.675 --> 00:35:11.278
And then after that patient comes and

00:35:11.338 --> 00:35:12.860
experiences therapy with one of our

00:35:12.880 --> 00:35:14.320
therapists for X amount of time,

00:35:14.922 --> 00:35:17.202
then we eventually potentially would have

00:35:17.262 --> 00:35:18.384
said, hey,

00:35:18.643 --> 00:35:20.746
we're no longer going to be dealing your

00:35:20.806 --> 00:35:21.306
insurance.

00:35:21.346 --> 00:35:22.527
We'll provide you with a super bill.

00:35:23.373 --> 00:35:26.456
And here's why we're doing it and provide

00:35:26.757 --> 00:35:29.860
some chat GPT can response of patient

00:35:29.900 --> 00:35:32.282
experience or efficiency or whatever.

00:35:33.543 --> 00:35:35.164
And then eventually just segue them to

00:35:35.264 --> 00:35:36.746
paying out of pocket and giving them some

00:35:36.786 --> 00:35:39.969
super bill receipt for their reimbursement

00:35:39.989 --> 00:35:40.570
consideration.

00:35:40.909 --> 00:35:42.271
I've definitely thought about that where

00:35:42.311 --> 00:35:44.873
we definitely do capture more people

00:35:45.494 --> 00:35:45.914
that...

00:35:46.945 --> 00:35:48.047
We bill through their out-of-network

00:35:48.086 --> 00:35:48.567
insurance.

00:35:48.626 --> 00:35:49.507
And then later,

00:35:49.766 --> 00:35:52.228
it's basically like they've become our

00:35:52.329 --> 00:35:52.969
ideal client.

00:35:53.009 --> 00:35:54.148
But in the beginning,

00:35:54.188 --> 00:35:55.610
they are a little bit... Some of them,

00:35:56.050 --> 00:35:56.911
even if they're well-off,

00:35:57.490 --> 00:35:59.251
are a little bit more insurance-minded.

00:35:59.711 --> 00:36:00.711
And that is the challenge.

00:36:01.193 --> 00:36:03.813
I think that's a lot more doable for

00:36:03.853 --> 00:36:06.574
me as opposed to going from the in-network

00:36:06.894 --> 00:36:07.516
to self-pay.

00:36:07.576 --> 00:36:09.255
I think the out-of-network insurance is

00:36:09.396 --> 00:36:10.356
easier because...

00:36:10.945 --> 00:36:12.126
Let's say now we're in January.

00:36:12.385 --> 00:36:13.106
So a lot of these,

00:36:14.206 --> 00:36:15.148
pretty much all the out-of-network

00:36:15.367 --> 00:36:16.487
deductibles, typically,

00:36:16.748 --> 00:36:19.891
ninety seven percent of them are resetting

00:36:19.951 --> 00:36:21.331
or have reset on January first.

00:36:21.371 --> 00:36:24.954
So now the beneficiary has to hit even

00:36:24.974 --> 00:36:27.094
their out-of-network deductible to then

00:36:27.155 --> 00:36:28.476
have their insurance kick in and pay.

00:36:28.496 --> 00:36:29.496
So they're going to pay us out of

00:36:29.536 --> 00:36:30.956
pocket or they're going to pay some other

00:36:31.557 --> 00:36:33.418
physician or the MRI or whatever.

00:36:33.438 --> 00:36:34.519
They're going to pay out of pocket,

00:36:35.239 --> 00:36:36.940
you know, five hundred, a thousand,

00:36:36.981 --> 00:36:38.242
two thousand, whatever dollars.

00:36:39.056 --> 00:36:40.757
sometimes way more, sometimes, you know,

00:36:40.797 --> 00:36:42.519
four or five grand or even more than

00:36:42.539 --> 00:36:42.800
that.

00:36:43.701 --> 00:36:46.163
And then it gets covered by their

00:36:46.222 --> 00:36:47.625
out-of-network insurances, right?

00:36:47.644 --> 00:36:48.425
So then at that point,

00:36:48.445 --> 00:36:50.708
they're already kind of like semi-self-pay

00:36:50.748 --> 00:36:52.329
or out-of-pocket in some ways,

00:36:52.789 --> 00:36:55.331
as opposed to going from in-network to

00:36:55.351 --> 00:36:56.373
ripping the bandaid off.

00:36:56.594 --> 00:36:58.576
And it's just a bigger gap that way.

00:36:59.056 --> 00:36:59.695
All right,

00:36:59.916 --> 00:37:01.797
so Stephen Dunn chiming in here.

00:37:01.856 --> 00:37:02.856
I'll read it to you, Dave.

00:37:02.896 --> 00:37:03.797
When he was in cash only,

00:37:03.817 --> 00:37:05.418
it was easy to move people over to

00:37:05.458 --> 00:37:06.237
our Pilates program.

00:37:06.257 --> 00:37:06.797
I'll say that again.

00:37:07.539 --> 00:37:09.418
Stephen Dunn says, when I was cash only,

00:37:09.498 --> 00:37:11.280
it was easy to move people over to

00:37:11.320 --> 00:37:12.159
our Pilates program.

00:37:12.360 --> 00:37:13.380
That friction tracks.

00:37:13.599 --> 00:37:14.420
I'm paying money,

00:37:14.561 --> 00:37:15.460
and now I'm going to pay money for

00:37:15.481 --> 00:37:16.061
this other thing.

00:37:16.280 --> 00:37:16.800
It's all money.

00:37:17.302 --> 00:37:18.782
It feels like paper money or invisible

00:37:18.802 --> 00:37:18.961
money.

00:37:19.541 --> 00:37:21.322
But with MC, is that managed care?

00:37:21.822 --> 00:37:22.083
Is that MC?

00:37:22.103 --> 00:37:22.362
Medicare.

00:37:23.362 --> 00:37:23.762
Oh, Medicare.

00:37:24.204 --> 00:37:24.943
With Medicare,

00:37:25.244 --> 00:37:26.503
they never want to pay for wellness

00:37:26.523 --> 00:37:27.985
services as they are used to paying for

00:37:28.025 --> 00:37:28.284
nothing.

00:37:29.005 --> 00:37:29.364
Yes.

00:37:30.865 --> 00:37:32.286
They're used to... I agree with Steven,

00:37:32.306 --> 00:37:32.827
a hundred percent.

00:37:34.347 --> 00:37:36.268
They're used to it already being paid for.

00:37:36.369 --> 00:37:37.608
And I'm using air quotes.

00:37:37.869 --> 00:37:38.670
It's already paid for.

00:37:38.730 --> 00:37:39.690
Why am I paying?

00:37:39.730 --> 00:37:41.291
You're trying to get more money on me.

00:37:41.650 --> 00:37:43.612
That's not...

00:37:43.632 --> 00:37:45.853
This is a communications problem.

00:37:46.873 --> 00:37:47.454
Do you know what I mean?

00:37:47.514 --> 00:37:48.855
Because I feel the same way, right?

00:37:49.335 --> 00:37:50.014
If I paid...

00:37:50.054 --> 00:37:51.195
If there was money coming out of my

00:37:51.275 --> 00:37:55.318
check every month for auto repair

00:37:55.358 --> 00:37:55.878
insurance...

00:37:57.269 --> 00:37:58.271
And then all of a sudden I had

00:37:58.291 --> 00:37:58.710
to pay more.

00:37:58.731 --> 00:37:59.711
I'd be like, whoa, whoa, whoa.

00:38:00.052 --> 00:38:01.492
I look every two weeks and I see

00:38:01.532 --> 00:38:01.954
that thing.

00:38:01.994 --> 00:38:03.715
It says minus two hundred and seventy five

00:38:03.755 --> 00:38:04.114
dollars.

00:38:04.835 --> 00:38:05.735
I thought this was free.

00:38:05.976 --> 00:38:06.536
No, not free.

00:38:06.556 --> 00:38:06.737
Sorry.

00:38:06.916 --> 00:38:08.077
But I already paid for it.

00:38:08.639 --> 00:38:10.840
Well, you paid for auto insurance,

00:38:11.239 --> 00:38:12.601
not auto repair.

00:38:13.021 --> 00:38:13.943
There's the difference there.

00:38:14.182 --> 00:38:16.184
So, yes, this is psychology.

00:38:16.583 --> 00:38:18.405
This is psychology with communications.

00:38:19.313 --> 00:38:20.853
This is where Tony needs to jump back

00:38:20.934 --> 00:38:22.795
in because he's posted this a lot over

00:38:22.894 --> 00:38:23.795
the previous years,

00:38:24.255 --> 00:38:25.396
including the past year or two,

00:38:25.456 --> 00:38:27.356
where he'll say things like Medicare

00:38:27.376 --> 00:38:29.137
covers the bare minimum and it's kind of

00:38:29.197 --> 00:38:30.318
like it is what it is.

00:38:30.898 --> 00:38:33.039
But every other practice is, you know,

00:38:33.119 --> 00:38:35.240
billing Medicare as if it's like the

00:38:35.280 --> 00:38:39.402
complete panacea of like everything for

00:38:39.463 --> 00:38:41.003
all people for all physical therapy.

00:38:41.043 --> 00:38:41.403
Right, Tony?

00:38:41.423 --> 00:38:41.503
Yeah.

00:38:42.202 --> 00:38:43.503
Yeah, yeah, a hundred percent.

00:38:43.623 --> 00:38:44.864
And this goes back to,

00:38:45.505 --> 00:38:48.427
we are so desperate to deliver an

00:38:48.467 --> 00:38:49.608
exceptional service.

00:38:50.210 --> 00:38:52.871
We want to wow every single patient.

00:38:52.972 --> 00:38:54.554
We want every single patient to be as

00:38:54.614 --> 00:38:56.456
passionate about therapy as we are.

00:38:57.016 --> 00:38:59.057
We are willing to take the food,

00:38:59.159 --> 00:39:01.601
literally the drumstick out of our kids'

00:39:01.661 --> 00:39:02.242
mouths and

00:39:02.842 --> 00:39:04.963
and give it to somebody else because we

00:39:04.983 --> 00:39:07.184
are so desperate for that approval and

00:39:07.224 --> 00:39:10.166
that, that acclimation that, you know,

00:39:10.186 --> 00:39:11.188
we're like, well,

00:39:11.628 --> 00:39:14.010
the CPT code covers therapeutic.

00:39:14.170 --> 00:39:15.811
The one I always use is CPT code

00:39:15.831 --> 00:39:16.652
covers gate training.

00:39:16.692 --> 00:39:16.851
Well,

00:39:17.032 --> 00:39:18.452
gate training could be a belt in a

00:39:18.512 --> 00:39:19.094
dirt floor.

00:39:20.003 --> 00:39:22.626
But you want to spend eighty thousand

00:39:22.646 --> 00:39:25.628
dollars on an advanced treadmill and all

00:39:25.668 --> 00:39:27.831
of these different technologies.

00:39:28.391 --> 00:39:30.994
You are doing that at your own expense.

00:39:31.034 --> 00:39:32.936
You don't have to do that.

00:39:33.237 --> 00:39:35.079
There's no expectation of that.

00:39:37.119 --> 00:39:39.340
It's just this is why it's so dangerous

00:39:39.721 --> 00:39:42.041
to give the keys to the clinic to

00:39:42.121 --> 00:39:43.902
the therapist who just wants to be a

00:39:43.961 --> 00:39:44.541
therapist.

00:39:44.902 --> 00:39:46.422
You need the business owner.

00:39:46.442 --> 00:39:48.242
You need the person that understands the

00:39:48.302 --> 00:39:51.143
exchange of value to protect the therapist

00:39:51.204 --> 00:39:54.083
from himself and to protect the patient

00:39:54.123 --> 00:39:55.125
from herself.

00:39:55.525 --> 00:39:57.905
And everybody comes out a winner when you

00:39:57.945 --> 00:40:00.106
have an actual business person in charge

00:40:00.146 --> 00:40:00.326
of it.

00:40:00.885 --> 00:40:01.045
Yep.

00:40:01.105 --> 00:40:01.625
All right.

00:40:01.664 --> 00:40:04.626
So we'll change topics a little bit,

00:40:04.666 --> 00:40:06.387
but I think this is a yes and

00:40:06.547 --> 00:40:08.547
or this is another industry that's doing

00:40:08.768 --> 00:40:10.628
something in parallel that we should be

00:40:10.688 --> 00:40:11.288
copying,

00:40:11.588 --> 00:40:13.449
but we're not because we have a bleeding

00:40:13.489 --> 00:40:16.010
heart or we think we're too fancy and

00:40:16.050 --> 00:40:16.429
we're not.

00:40:16.550 --> 00:40:18.050
And the company I think we should copy

00:40:18.291 --> 00:40:19.070
is Gold's Gym.

00:40:20.000 --> 00:40:22.101
So the mall in my town,

00:40:22.240 --> 00:40:23.420
which I remember opened when I was in

00:40:23.460 --> 00:40:23.961
high school,

00:40:24.021 --> 00:40:25.902
was like it was like walking into like

00:40:26.103 --> 00:40:27.702
NASA's space station.

00:40:27.742 --> 00:40:28.443
It was insane.

00:40:28.483 --> 00:40:29.903
And now it looks exactly the same,

00:40:29.943 --> 00:40:31.005
except it's thirty years old.

00:40:31.045 --> 00:40:31.284
Right.

00:40:31.784 --> 00:40:32.824
So, of course, who comes in?

00:40:32.985 --> 00:40:35.186
Target jumps in all the other little

00:40:35.206 --> 00:40:36.387
stores that used to be great.

00:40:37.628 --> 00:40:40.168
But Gold's Gym has taken over two floors

00:40:40.208 --> 00:40:41.528
of I think where Sears was.

00:40:41.568 --> 00:40:43.289
So like two department store floors.

00:40:43.750 --> 00:40:45.030
And I walked by the other day.

00:40:45.931 --> 00:40:47.652
And I'll describe the map for the podcast

00:40:47.672 --> 00:40:48.552
listeners.

00:40:48.572 --> 00:40:49.293
I took a picture of this.

00:40:49.673 --> 00:40:51.494
This is what's hanging on.

00:40:51.534 --> 00:40:52.315
They close the doors,

00:40:52.376 --> 00:40:55.057
pardon our dust while we renovate.

00:40:55.418 --> 00:40:56.938
And this is what they're putting in there.

00:40:57.760 --> 00:41:00.422
So this is like a Where's Waldo image.

00:41:01.101 --> 00:41:02.302
Look at this layout.

00:41:02.342 --> 00:41:03.043
First of all,

00:41:03.543 --> 00:41:05.164
I see a logo I recognize in the

00:41:05.204 --> 00:41:06.045
top left.

00:41:06.686 --> 00:41:09.148
There is that Parisi Speed School.

00:41:09.168 --> 00:41:11.070
You guys have heard of Parisi Speed School

00:41:11.090 --> 00:41:11.389
before?

00:41:12.346 --> 00:41:14.367
I don't think I have.

00:41:14.628 --> 00:41:16.231
It's a company franchise.

00:41:16.451 --> 00:41:18.172
It's some guy named Parisi who's like,

00:41:18.293 --> 00:41:19.373
you want to be a high school athlete?

00:41:19.393 --> 00:41:20.034
You want to run track?

00:41:20.054 --> 00:41:20.815
You want to go to college?

00:41:20.916 --> 00:41:22.597
You want to be faster?

00:41:22.637 --> 00:41:23.239
It's a protocol.

00:41:23.760 --> 00:41:24.059
It's great.

00:41:24.380 --> 00:41:25.121
They make people faster.

00:41:25.240 --> 00:41:26.822
People love them, right?

00:41:27.204 --> 00:41:28.666
Have you ever heard of Frozen Ropes or

00:41:28.686 --> 00:41:29.547
is that just a New York thing?

00:41:29.666 --> 00:41:30.487
That's a national thing, right?

00:41:30.807 --> 00:41:31.509
Frozen Ropes is like,

00:41:31.528 --> 00:41:32.509
do you want to be great at baseball?

00:41:32.730 --> 00:41:34.070
We have baseball centers with batting

00:41:34.090 --> 00:41:35.210
cages and pitching and fielding.

00:41:35.291 --> 00:41:36.592
It's just critical, right?

00:41:36.913 --> 00:41:37.833
No PTs on board, though.

00:41:37.893 --> 00:41:38.873
Oh, it must be bad.

00:41:38.914 --> 00:41:39.875
No, they make people faster.

00:41:40.315 --> 00:41:41.335
So at this Gold's Gym,

00:41:41.356 --> 00:41:42.456
they're showing you what they're

00:41:42.476 --> 00:41:42.896
renovating.

00:41:42.916 --> 00:41:44.398
So they're putting in this long,

00:41:44.438 --> 00:41:47.059
it looks like a hundred yard turf floor

00:41:47.380 --> 00:41:48.762
for Parisi Speed School.

00:41:49.322 --> 00:41:51.923
Top left-hand corner, Cairo and Nutrition.

00:41:51.963 --> 00:41:52.684
There's like a room.

00:41:53.385 --> 00:41:55.427
Notice how it says Cairo Nutrition in

00:41:55.467 --> 00:41:56.367
parentheses future.

00:41:56.668 --> 00:41:58.708
They built the space knowing they can put

00:41:58.748 --> 00:42:00.210
someone in there because they're going to

00:42:00.231 --> 00:42:02.351
build the rest of the environment that's

00:42:02.371 --> 00:42:05.574
going to bring the right people,

00:42:05.594 --> 00:42:07.215
bring the right boys to the yard because

00:42:07.235 --> 00:42:08.536
their milkshake is better than yours.

00:42:09.498 --> 00:42:10.619
They have baseball.

00:42:11.599 --> 00:42:12.920
It looks like pitching lanes,

00:42:13.001 --> 00:42:14.141
four pitching lanes there,

00:42:14.501 --> 00:42:15.902
but it could easily be batting cages as

00:42:15.943 --> 00:42:16.163
well.

00:42:16.324 --> 00:42:16.963
Four of them,

00:42:17.103 --> 00:42:18.505
turf floor right next to that speed

00:42:18.545 --> 00:42:18.766
school.

00:42:19.809 --> 00:42:20.789
Going around the horn,

00:42:21.010 --> 00:42:22.931
they now have something called Swing,

00:42:23.070 --> 00:42:24.610
which is, I looked it up,

00:42:24.690 --> 00:42:26.411
it's a golf simulator.

00:42:26.610 --> 00:42:28.192
So they're putting in a couple of twenty

00:42:28.231 --> 00:42:30.831
thousand dollar golf simulators right next

00:42:30.851 --> 00:42:32.833
to the indoor pickleball courts,

00:42:33.893 --> 00:42:37.713
right next to the cornhole area,

00:42:38.634 --> 00:42:40.534
which is right next to the locker rooms,

00:42:40.574 --> 00:42:42.594
which is also next to the reception and

00:42:42.675 --> 00:42:43.574
shake bar area.

00:42:44.539 --> 00:42:45.900
Yes, this is a Gold's Gym,

00:42:45.920 --> 00:42:46.842
so there's going to be a bunch of

00:42:46.942 --> 00:42:49.523
racks and back and arm section and leg

00:42:49.563 --> 00:42:51.985
section and a track and a cardio and

00:42:52.005 --> 00:42:54.487
a group exercise for Pilates and a cycling

00:42:54.527 --> 00:42:55.009
studio.

00:42:56.050 --> 00:42:57.710
But now you start to see the different

00:42:57.731 --> 00:42:58.791
things, right?

00:42:58.811 --> 00:43:00.512
We've got turf, we've got pickleball,

00:43:00.532 --> 00:43:01.773
we've got golf simulators.

00:43:02.659 --> 00:43:04.039
This seems confusing.

00:43:04.141 --> 00:43:05.561
There's all this stuff, Tony.

00:43:05.922 --> 00:43:07.023
It's almost like they don't know what

00:43:07.043 --> 00:43:09.365
they're doing or they're just designing

00:43:09.425 --> 00:43:11.989
Disneyland for people who want to move.

00:43:12.068 --> 00:43:12.809
What do they want to move?

00:43:13.010 --> 00:43:13.429
I don't know.

00:43:13.650 --> 00:43:14.271
Lots of things.

00:43:14.570 --> 00:43:16.733
Golf on Tuesday, pickleball on Wednesday.

00:43:17.193 --> 00:43:18.074
What do I do when I'm leaving?

00:43:18.155 --> 00:43:19.797
I buy an eleven dollar protein shake.

00:43:20.217 --> 00:43:21.838
And we could even touch on Mel.

00:43:22.059 --> 00:43:23.599
We could even now touch on Mel Robbins

00:43:23.639 --> 00:43:24.860
for a second because I got thoughts on

00:43:24.880 --> 00:43:25.061
that.

00:43:25.101 --> 00:43:25.981
But look,

00:43:26.282 --> 00:43:28.423
why wouldn't this isn't a PT clinic?

00:43:28.483 --> 00:43:29.585
These people are dumb,

00:43:29.925 --> 00:43:32.907
except isn't this a better PT clinic

00:43:33.007 --> 00:43:34.849
layout that I just described rather than a

00:43:34.889 --> 00:43:37.813
bunch of plinths and beige paint?

00:43:39.173 --> 00:43:40.335
What's the monthly membership?

00:43:41.260 --> 00:43:42.943
I'll look while you keep going.

00:43:43.143 --> 00:43:43.983
So, you know,

00:43:44.423 --> 00:43:46.606
we have a Planet Fitness that took over

00:43:46.626 --> 00:43:48.387
a big space in a mall that's just

00:43:48.407 --> 00:43:49.588
a completely dead mall.

00:43:50.849 --> 00:43:52.150
Same thing, like, ten,

00:43:52.190 --> 00:43:53.612
twenty bucks for a Planet Fitness,

00:43:53.652 --> 00:43:55.353
maybe a hundred bucks for Gold's Gym.

00:43:55.813 --> 00:43:57.295
How are we still stuck?

00:43:57.434 --> 00:43:59.896
We're doing a hundred bucks a session.

00:44:00.577 --> 00:44:02.358
How are we stuck in this world?

00:44:02.519 --> 00:44:04.201
I don't know a single PT who doesn't

00:44:04.221 --> 00:44:06.382
look at that space and start drooling,

00:44:06.842 --> 00:44:08.885
thinking about how amazing it would be for

00:44:09.065 --> 00:44:10.085
us to own that.

00:44:10.545 --> 00:44:10.786
Yet,

00:44:10.905 --> 00:44:12.427
I don't know a single PT that owns

00:44:12.467 --> 00:44:12.547
it.

00:44:12.628 --> 00:44:13.789
I know some are getting close.

00:44:13.849 --> 00:44:15.610
I know some are moving in that direction.

00:44:16.210 --> 00:44:18.693
But this has been a frustration for twenty

00:44:18.733 --> 00:44:20.693
five years that I've been in business.

00:44:21.775 --> 00:44:22.094
Why?

00:44:22.516 --> 00:44:24.197
How do we not have the budgets to

00:44:24.257 --> 00:44:25.958
do something like that this year?

00:44:26.635 --> 00:44:28.056
The answer is fear.

00:44:28.077 --> 00:44:28.998
Here's the memberships.

00:44:29.259 --> 00:44:30.119
I'll read it for Dave.

00:44:30.420 --> 00:44:31.601
Basic, silver and gold.

00:44:32.021 --> 00:44:32.963
Of course, options.

00:44:33.943 --> 00:44:34.463
So basic,

00:44:34.724 --> 00:44:36.826
you pay an enrollment fee and then basic

00:44:36.867 --> 00:44:38.208
is nineteen dollars a month.

00:44:38.327 --> 00:44:40.110
Silver is twenty five bucks a month.

00:44:40.469 --> 00:44:41.711
Gold is thirty dollars a month.

00:44:41.791 --> 00:44:42.331
I got to be honest,

00:44:42.371 --> 00:44:43.833
if I'm doing three options,

00:44:43.873 --> 00:44:45.114
they're going to be vastly different.

00:44:45.574 --> 00:44:45.795
Right.

00:44:45.876 --> 00:44:47.396
Why would you do twenty between twenty and

00:44:47.436 --> 00:44:48.157
thirty dollars?

00:44:48.277 --> 00:44:48.559
I don't know.

00:44:49.059 --> 00:44:49.938
This is Gold's Gym.

00:44:49.958 --> 00:44:50.739
Maybe I won't doubt them,

00:44:50.780 --> 00:44:52.820
but it goes from twenty to twenty five

00:44:52.840 --> 00:44:53.360
to thirty.

00:44:53.800 --> 00:44:54.902
But what are you getting?

00:44:55.242 --> 00:44:56.681
So let me let me like what are

00:44:56.702 --> 00:44:58.563
you taking away?

00:44:58.603 --> 00:44:59.184
That's the thing.

00:44:59.224 --> 00:45:01.003
When you show the graphic of the layout

00:45:01.063 --> 00:45:02.605
of the whole entire space,

00:45:03.085 --> 00:45:05.666
this is probably just the gym part of

00:45:05.706 --> 00:45:07.726
the Gold's Gym area that you showed.

00:45:08.088 --> 00:45:10.289
They don't get access to the football or

00:45:10.329 --> 00:45:12.530
the baseball cages or the Parisi Speed

00:45:12.550 --> 00:45:13.389
School or any of that.

00:45:14.831 --> 00:45:17.653
The difference is basic gets you the gym,

00:45:17.693 --> 00:45:18.315
like you said,

00:45:18.414 --> 00:45:21.157
but none of the cool pickleball, swing,

00:45:21.197 --> 00:45:24.181
golf simulator, hydro massage,

00:45:24.900 --> 00:45:25.501
recovery lounge,

00:45:25.521 --> 00:45:26.523
which I didn't even mention.

00:45:26.862 --> 00:45:27.704
So as soon as you go to the

00:45:27.784 --> 00:45:30.766
second level up, you get all that.

00:45:31.547 --> 00:45:33.849
And then the reason to get the platinum

00:45:33.889 --> 00:45:36.170
version is you also get use of...

00:45:36.271 --> 00:45:38.452
I live between Newburgh and Middletown,

00:45:38.472 --> 00:45:39.494
New York, and there's a Gold's Gym,

00:45:39.534 --> 00:45:40.474
and obviously they're owned by the...

00:45:40.914 --> 00:45:42.315
You get access to both of them,

00:45:42.675 --> 00:45:44.536
and the pool, and the jacuzzi spa,

00:45:44.637 --> 00:45:45.498
and the racquetball,

00:45:46.077 --> 00:45:47.278
and the basketball court.

00:45:47.318 --> 00:45:48.219
So yeah, they understood.

00:45:48.920 --> 00:45:50.362
increase scope just a little bit.

00:45:50.402 --> 00:45:52.483
Take the super dangly thing and be like,

00:45:52.503 --> 00:45:53.344
yeah, you can have that.

00:45:53.364 --> 00:45:54.125
You got to pay more.

00:45:54.385 --> 00:45:54.686
Why?

00:45:55.286 --> 00:45:55.907
I get more.

00:45:56.166 --> 00:45:57.969
The funny thing is people do this math.

00:45:58.289 --> 00:45:58.829
No problem.

00:45:58.849 --> 00:45:59.371
They're like, yeah,

00:46:00.371 --> 00:46:01.373
they're either going to buy it or they're

00:46:01.413 --> 00:46:03.054
not, but they're never offended by it.

00:46:03.938 --> 00:46:04.378
For some reason,

00:46:04.398 --> 00:46:05.539
they are at a PT clinic.

00:46:05.639 --> 00:46:06.240
Isn't that funny?

00:46:06.902 --> 00:46:07.822
You get the same thing.

00:46:07.862 --> 00:46:08.001
Like,

00:46:08.021 --> 00:46:09.664
you can't believe you're charging someone

00:46:09.724 --> 00:46:10.023
more.

00:46:10.284 --> 00:46:11.364
You already paid for it.

00:46:11.405 --> 00:46:12.346
Give it to him for free.

00:46:12.365 --> 00:46:14.487
And I'm like, I paid for it.

00:46:14.588 --> 00:46:16.429
I'd like for it to pay itself off

00:46:16.489 --> 00:46:17.690
and then make money so I can buy

00:46:17.731 --> 00:46:20.233
cornflakes and food for my family.

00:46:20.253 --> 00:46:21.313
Is that not OK?

00:46:21.653 --> 00:46:22.635
Is that not OK?

00:46:22.675 --> 00:46:23.675
Is an honest question.

00:46:23.755 --> 00:46:24.516
And for some reason,

00:46:24.536 --> 00:46:25.958
the answer is it's not OK.

00:46:26.217 --> 00:46:27.018
You need to bleed.

00:46:27.318 --> 00:46:28.018
You need to hurt.

00:46:29.179 --> 00:46:33.164
So this is where the financial illiteracy,

00:46:33.264 --> 00:46:35.106
like we spend so much time patting

00:46:35.146 --> 00:46:36.668
ourselves on the back for how smart we

00:46:36.768 --> 00:46:36.967
are.

00:46:37.489 --> 00:46:39.550
But this is where the financial illiteracy

00:46:39.610 --> 00:46:41.353
comes back to bite us in the butt.

00:46:42.213 --> 00:46:44.596
Access to all of that stuff for thirty

00:46:44.635 --> 00:46:48.278
dollars, forty dollars a month is unreal.

00:46:48.519 --> 00:46:49.501
I was ready for a hundred bucks.

00:46:50.099 --> 00:46:52.081
Yeah, it's unimaginable.

00:46:52.782 --> 00:46:55.844
And yet we still have people that are

00:46:56.045 --> 00:46:57.485
mad at corporations,

00:46:57.545 --> 00:46:59.027
mad at greedy capitalists,

00:46:59.068 --> 00:47:00.409
mad at all of this stuff.

00:47:01.128 --> 00:47:03.090
We wouldn't have the standard of living.

00:47:03.130 --> 00:47:05.032
We wouldn't have access to the resources.

00:47:05.092 --> 00:47:07.014
We wouldn't have any of the stuff we

00:47:07.074 --> 00:47:10.336
have if someone somewhere wasn't making a

00:47:10.416 --> 00:47:13.599
profit that they then reinvested back into

00:47:13.619 --> 00:47:16.541
the system to create this kind of resource

00:47:16.581 --> 00:47:17.422
scale economy.

00:47:17.603 --> 00:47:20.443
I mean, it just it blows my mind.

00:47:21.003 --> 00:47:21.583
And, you know,

00:47:21.724 --> 00:47:23.744
as much as we talked earlier about

00:47:23.804 --> 00:47:25.606
inflation and Medicare paying us

00:47:26.025 --> 00:47:29.867
functionally less because of inflation,

00:47:30.126 --> 00:47:32.307
I don't want to just harp on how

00:47:32.407 --> 00:47:34.688
little our dollar is actually worth,

00:47:34.728 --> 00:47:36.329
because on the flip side,

00:47:36.929 --> 00:47:38.570
you've got access to something like that.

00:47:38.650 --> 00:47:40.331
I know homeless people.

00:47:40.791 --> 00:47:42.510
I know homeless people that are paying a

00:47:42.550 --> 00:47:45.072
Planet Fitness membership just to go take

00:47:45.092 --> 00:47:45.472
showers.

00:47:45.492 --> 00:47:45.592
Yes.

00:47:45.612 --> 00:47:46.713
It's cheaper.

00:47:47.492 --> 00:47:50.114
Like that wouldn't exist without the

00:47:50.155 --> 00:47:52.896
capitalism and the profits and, you know,

00:47:52.976 --> 00:47:54.498
all of the stuff we have around it.

00:47:54.918 --> 00:47:57.019
And then, of course, access to chat GPT,

00:47:57.179 --> 00:47:59.661
access to resources and technology that

00:48:00.101 --> 00:48:01.963
would otherwise be unavailable.

00:48:02.304 --> 00:48:03.543
Pricing every two weeks.

00:48:03.885 --> 00:48:05.085
I guess I wasn't reading it right in

00:48:05.105 --> 00:48:06.166
the pricings every two weeks.

00:48:06.186 --> 00:48:08.007
That's a nice little flim flam every two

00:48:08.027 --> 00:48:08.208
weeks.

00:48:08.228 --> 00:48:09.688
So it's fifty it's forty bucks a month,

00:48:09.708 --> 00:48:11.429
fifty bucks a month, sixty bucks a month.

00:48:12.672 --> 00:48:15.213
It still feels low and still feels right.

00:48:15.914 --> 00:48:17.074
That should be the cost per week,

00:48:17.554 --> 00:48:20.036
not every two weeks.

00:48:20.456 --> 00:48:21.335
Yeah, I mean,

00:48:21.416 --> 00:48:23.277
I was at the JCC in the Upper

00:48:23.317 --> 00:48:25.117
West Side in Manhattan.

00:48:25.398 --> 00:48:27.378
That was a hundred and something a person

00:48:27.438 --> 00:48:27.699
a month.

00:48:28.539 --> 00:48:29.619
But I did my research.

00:48:29.659 --> 00:48:30.960
I looked at Equinox and was like,

00:48:31.322 --> 00:48:32.282
I know what I'm buying there.

00:48:32.362 --> 00:48:34.804
I don't need lilac scented towels.

00:48:35.085 --> 00:48:36.407
Like I need some heavy stuff.

00:48:36.467 --> 00:48:37.688
But I also looked at like New York

00:48:37.708 --> 00:48:38.449
sports clubs.

00:48:39.028 --> 00:48:40.490
And for me, the difference was a pool.

00:48:40.590 --> 00:48:40.990
That was it.

00:48:41.050 --> 00:48:42.492
Cause I was training for tries and I

00:48:42.512 --> 00:48:43.132
was like, I need a pool.

00:48:43.873 --> 00:48:45.014
There was a pool at Equinox,

00:48:45.835 --> 00:48:47.536
but I needed to wear a banana hammock.

00:48:47.815 --> 00:48:48.936
It was banana hammock only.

00:48:49.056 --> 00:48:50.918
And I was like, listen, I'm comfortable,

00:48:50.998 --> 00:48:52.159
but I want to wear the Speedos to

00:48:52.199 --> 00:48:52.539
my knees.

00:48:53.400 --> 00:48:54.119
So I couldn't do it.

00:48:54.139 --> 00:48:55.380
But I understood what I was buying.

00:48:55.420 --> 00:48:56.521
And it was low, medium, high.

00:48:56.842 --> 00:48:59.043
And I'm sure the JCC knew that they

00:48:59.063 --> 00:49:00.664
were pricing themselves between Equinox

00:49:00.684 --> 00:49:01.505
and New York Sports Club.

00:49:01.704 --> 00:49:02.804
They understood that.

00:49:03.766 --> 00:49:04.786
We as a profession...

00:49:05.887 --> 00:49:08.590
don't feel that we do we're just like

00:49:08.630 --> 00:49:10.211
well i'm worth this well we can talk

00:49:10.251 --> 00:49:12.213
about the bullying i don't have the um

00:49:12.293 --> 00:49:14.576
i don't have the graphic but somebody in

00:49:14.795 --> 00:49:17.099
a facebook group we won't say who we

00:49:17.139 --> 00:49:18.840
can't say who because they posted

00:49:18.880 --> 00:49:21.302
anonymously that they were being bullied

00:49:21.322 --> 00:49:24.284
by an insurance company and i get the

00:49:24.585 --> 00:49:26.967
the essential gist of the conversation was

00:49:27.528 --> 00:49:28.489
uh and feel free to jump in

00:49:30.400 --> 00:49:33.523
UHC, were they clawing back money,

00:49:33.543 --> 00:49:35.324
or someone didn't submit paperwork in a

00:49:35.364 --> 00:49:35.985
timely manner,

00:49:36.045 --> 00:49:37.865
and so we're taking our money back?

00:49:38.425 --> 00:49:39.586
If I remember correctly,

00:49:39.626 --> 00:49:41.248
and I'm the one who obviously shared the

00:49:41.288 --> 00:49:41.628
image,

00:49:42.807 --> 00:49:44.289
it was an out-of-network billing

00:49:44.329 --> 00:49:45.349
situation.

00:49:45.769 --> 00:49:46.891
I think they were requesting

00:49:46.931 --> 00:49:48.010
documentation.

00:49:48.030 --> 00:49:49.251
They were auditing the account,

00:49:49.271 --> 00:49:50.393
something along those lines.

00:49:51.324 --> 00:49:52.405
And, you know,

00:49:52.425 --> 00:49:54.306
the end result was they were taking the

00:49:54.346 --> 00:49:54.905
money back.

00:49:55.326 --> 00:50:00.208
And it goes back to just how I

00:50:00.248 --> 00:50:02.329
remember as a young person thinking your

00:50:02.389 --> 00:50:03.911
perception is your reality.

00:50:04.010 --> 00:50:05.952
And hearing these things, I'm like, no,

00:50:06.233 --> 00:50:07.853
there's an actual reality.

00:50:07.893 --> 00:50:08.994
There's an actual truth.

00:50:09.655 --> 00:50:12.295
And so when I hear somebody say the

00:50:12.315 --> 00:50:13.356
word bullying...

00:50:14.914 --> 00:50:16.335
I tried to look up the definition.

00:50:16.416 --> 00:50:18.257
I tried to understand it.

00:50:18.396 --> 00:50:21.418
As an adult in this world, no,

00:50:21.458 --> 00:50:22.480
you just made a mistake.

00:50:22.500 --> 00:50:24.400
You didn't understand the regulations.

00:50:24.420 --> 00:50:25.942
You didn't understand the agreement.

00:50:26.362 --> 00:50:27.963
Whether you're out of network or not,

00:50:28.023 --> 00:50:28.663
it doesn't matter.

00:50:28.682 --> 00:50:30.324
There's an expectation for payment.

00:50:30.724 --> 00:50:32.085
You document these things.

00:50:32.125 --> 00:50:33.166
You track these things.

00:50:33.206 --> 00:50:34.447
You deliver these things.

00:50:34.746 --> 00:50:35.847
If you don't do that,

00:50:36.268 --> 00:50:38.329
the insurance company does not pay you.

00:50:38.668 --> 00:50:38.909
Wait,

00:50:38.949 --> 00:50:40.911
does the insurance company write this down

00:50:40.990 --> 00:50:42.612
somewhere and then make you sign it?

00:50:43.291 --> 00:50:45.034
They have published policy.

00:50:45.054 --> 00:50:45.655
Well, they explained it.

00:50:45.675 --> 00:50:46.155
That's what I'm saying.

00:50:46.175 --> 00:50:46.896
It's a contract.

00:50:46.936 --> 00:50:48.599
They wrote it down and you read it,

00:50:48.639 --> 00:50:49.760
supposedly, and signed it.

00:50:49.880 --> 00:50:51.222
Sorry, it's not bullying anymore.

00:50:51.826 --> 00:50:53.507
So I'm going to say for this case

00:50:53.606 --> 00:50:55.626
out of network, they didn't sign a policy.

00:50:55.726 --> 00:50:57.007
They didn't sign a contract with the

00:50:57.047 --> 00:50:57.327
payer,

00:50:57.347 --> 00:50:59.509
but they did submit a claim saying we

00:50:59.548 --> 00:51:02.188
did this stuff in the expectation that we

00:51:02.250 --> 00:51:03.710
satisfied the expectation.

00:51:05.190 --> 00:51:05.811
So I go back.

00:51:05.871 --> 00:51:08.532
I'm like, OK, I make the mistake.

00:51:09.152 --> 00:51:10.972
I pay the price for my mistake.

00:51:11.592 --> 00:51:14.152
It's not bullying me if you want to

00:51:14.193 --> 00:51:15.153
take back your money.

00:51:16.094 --> 00:51:18.675
But that language becomes so inflammatory.

00:51:18.695 --> 00:51:19.215
And, of course,

00:51:19.255 --> 00:51:20.275
we're not going to get into it,

00:51:20.295 --> 00:51:21.974
but we see that across all of media

00:51:22.074 --> 00:51:22.655
everywhere.

00:51:23.074 --> 00:51:25.235
The language that people choose to use on

00:51:25.295 --> 00:51:26.036
both sides,

00:51:26.135 --> 00:51:27.976
it's not one side or the other.

00:51:28.016 --> 00:51:28.617
It's both.

00:51:29.336 --> 00:51:31.717
It's intentionally inflammatory language.

00:51:32.077 --> 00:51:32.916
It generates likes.

00:51:32.996 --> 00:51:33.978
It generates attention.

00:51:33.998 --> 00:51:35.038
It makes you feel good.

00:51:35.878 --> 00:51:38.077
But that is a very real threat to

00:51:38.358 --> 00:51:38.958
everything.

00:51:39.239 --> 00:51:40.199
Progress.

00:51:40.219 --> 00:51:40.858
So bad news,

00:51:40.878 --> 00:51:41.739
they're taking their money back.

00:51:41.818 --> 00:51:43.619
Good news, it's twelve dollars.

00:51:43.679 --> 00:51:45.639
They're taking twelve dollars back.

00:51:46.179 --> 00:51:47.041
That's the upside, right?

00:51:47.101 --> 00:51:47.740
Hey, all right, well,

00:51:47.760 --> 00:51:48.561
they're taking their money back.

00:51:48.601 --> 00:51:49.322
It's twelve dollars.

00:51:49.362 --> 00:51:51.402
It wasn't worth the stamp and the envelope

00:51:51.422 --> 00:51:53.063
you were going to put in the mail

00:51:53.083 --> 00:51:53.364
for that.

00:51:55.445 --> 00:51:57.067
We've got a few minutes.

00:51:57.126 --> 00:51:59.547
Real quick, to fight that, what we do,

00:51:59.608 --> 00:52:01.530
and I hope every other practice does this,

00:52:01.570 --> 00:52:03.951
which is having patients on the front end

00:52:04.170 --> 00:52:07.713
sign paperwork that says something around

00:52:07.733 --> 00:52:07.952
this.

00:52:08.853 --> 00:52:10.855
So for the out-of-network insurance,

00:52:10.914 --> 00:52:12.936
and we have had some of the UHC

00:52:12.976 --> 00:52:13.717
fallbacks and

00:52:14.577 --> 00:52:17.721
um it it happens um whether it's we

00:52:17.740 --> 00:52:19.202
didn't provide enough documentation or

00:52:19.322 --> 00:52:23.186
whatever um but it we had it uh

00:52:23.206 --> 00:52:25.947
during uh or we had like a couple

00:52:25.967 --> 00:52:28.650
that was on uhc and it's we didn't

00:52:28.670 --> 00:52:30.771
get paid for six months or twelve months

00:52:30.791 --> 00:52:33.313
it was something crazy and we did have

00:52:33.333 --> 00:52:34.936
them sign something where it said like hey

00:52:34.976 --> 00:52:36.836
we already had your card on file for

00:52:36.896 --> 00:52:39.440
your normal copay deductible whatever and

00:52:39.480 --> 00:52:39.699
then

00:52:41.487 --> 00:52:42.349
At some point, we're like, hey,

00:52:42.369 --> 00:52:43.811
we need to charge you like whatever it

00:52:43.851 --> 00:52:45.391
was, two, fifty, three, three hundred,

00:52:45.411 --> 00:52:46.253
whatever per visit.

00:52:46.554 --> 00:52:47.675
And it was like a lot of visits.

00:52:47.715 --> 00:52:48.835
It was like it was like a thousand.

00:52:48.856 --> 00:52:50.197
I think it was like a grand total

00:52:50.217 --> 00:52:50.958
or something crazy.

00:52:51.539 --> 00:52:53.181
So we said,

00:52:53.221 --> 00:52:54.362
we're going to do you want to do

00:52:54.402 --> 00:52:55.583
a payment plan or can we just,

00:52:55.623 --> 00:52:56.905
you know, can we just, you know,

00:52:56.945 --> 00:52:58.045
rip this card right now?

00:52:58.467 --> 00:52:59.007
Obviously that.

00:52:59.286 --> 00:53:02.371
So then all of a sudden the patient.

00:53:03.322 --> 00:53:06.164
Help Leverage, they were frustrated,

00:53:06.184 --> 00:53:09.065
but they were kind of mad at us.

00:53:09.186 --> 00:53:10.447
But then I'm also like, hey,

00:53:10.487 --> 00:53:11.628
this is UnitedHealthcare.

00:53:11.688 --> 00:53:12.967
Your insurance company.

00:53:13.349 --> 00:53:15.070
We were totally clear and transparent.

00:53:15.530 --> 00:53:16.871
And the paperwork says,

00:53:17.391 --> 00:53:19.753
if we're not paid within six months of

00:53:19.813 --> 00:53:21.034
each of these dates of service,

00:53:21.454 --> 00:53:23.554
you are on the hook for this dollar

00:53:23.574 --> 00:53:23.775
amount.

00:53:23.835 --> 00:53:25.297
And at the time, it was like, whatever,

00:53:25.376 --> 00:53:25.677
it was like,

00:53:25.797 --> 00:53:27.958
two fifty or something like that,

00:53:28.219 --> 00:53:28.798
or three hundred.

00:53:29.690 --> 00:53:31.130
So they were on the hook for all

00:53:31.150 --> 00:53:31.650
these visits.

00:53:32.090 --> 00:53:32.710
And then we said, hey,

00:53:32.731 --> 00:53:34.751
we're going to start charging your card

00:53:35.610 --> 00:53:37.811
for these visits starting tomorrow or next

00:53:37.851 --> 00:53:38.271
week, whatever.

00:53:38.711 --> 00:53:42.112
And then magically, one of the spouses,

00:53:42.172 --> 00:53:42.871
one of the patients,

00:53:43.893 --> 00:53:45.492
was our leverage inside of

00:53:46.052 --> 00:53:46.733
UnitedHealthcare.

00:53:46.813 --> 00:53:48.172
And magically, it got paid.

00:53:48.193 --> 00:53:48.413
Ding, ding.

00:53:51.353 --> 00:53:54.074
Because the patient didn't want to be on

00:53:54.094 --> 00:53:55.195
the hook for this full amount.

00:53:55.295 --> 00:53:55.675
Yep.

00:53:55.894 --> 00:53:57.614
And if anyone's watching or listening...

00:53:58.501 --> 00:54:00.262
Anytime that this stuff gets posted online

00:54:00.322 --> 00:54:00.704
of like,

00:54:02.103 --> 00:54:03.626
I'm getting bullied by the insurance or

00:54:03.646 --> 00:54:04.286
whatever,

00:54:04.706 --> 00:54:06.387
either have this in your new client

00:54:06.407 --> 00:54:08.728
paperwork for patients to sign it up front

00:54:08.748 --> 00:54:10.429
so that you will always be made whole.

00:54:10.449 --> 00:54:11.751
You're always going to get paid somehow,

00:54:11.811 --> 00:54:13.052
either from the insurance or from the

00:54:13.092 --> 00:54:13.512
patient.

00:54:14.373 --> 00:54:14.432
Or...

00:54:15.119 --> 00:54:16.061
Just opt out.

00:54:16.081 --> 00:54:17.461
Just be self-pay.

00:54:17.481 --> 00:54:18.983
Just stop taking the insurance.

00:54:19.003 --> 00:54:19.282
Whatever.

00:54:19.543 --> 00:54:20.463
You have choices.

00:54:20.744 --> 00:54:22.045
But the screenshots...

00:54:22.284 --> 00:54:23.344
And back then when this happened,

00:54:23.706 --> 00:54:25.867
I didn't go on social media and tag

00:54:25.907 --> 00:54:29.148
Tony and screenshot this callback and say,

00:54:29.349 --> 00:54:31.231
the insurance is bullying me.

00:54:31.251 --> 00:54:33.552
Come on.

00:54:33.992 --> 00:54:35.012
We have options.

00:54:35.253 --> 00:54:36.253
We navigated it.

00:54:36.554 --> 00:54:37.554
We got made whole.

00:54:37.875 --> 00:54:38.534
All is good.

00:54:38.635 --> 00:54:39.596
And I didn't talk bad about

00:54:39.695 --> 00:54:40.396
UnitedHealthcare at all.

00:54:40.436 --> 00:54:41.077
What?

00:54:41.117 --> 00:54:42.018
Now I am.

00:54:42.057 --> 00:54:43.739
But back then when it happened, I wasn't.

00:54:44.416 --> 00:54:46.798
Dave, before we, we got six minutes.

00:54:46.818 --> 00:54:49.400
Hey, hold on, hold on.

00:54:49.460 --> 00:54:51.422
My new patient is pulling into the parking

00:54:51.443 --> 00:54:51.682
lot.

00:54:51.782 --> 00:54:52.463
I need to go do an eval.

00:54:52.483 --> 00:54:54.965
I'm going to share my parting thought.

00:54:56.166 --> 00:54:58.268
You know, today was a great episode.

00:54:58.309 --> 00:55:00.391
We shared a lot of, I think, inspiration.

00:55:00.451 --> 00:55:02.652
Like I saw so many opportunities in the

00:55:02.693 --> 00:55:04.494
Gold Gym example and the other stuff that

00:55:04.514 --> 00:55:05.014
we're doing.

00:55:05.855 --> 00:55:07.755
I just think it goes back to we

00:55:07.916 --> 00:55:09.958
as physical therapists understand better

00:55:09.978 --> 00:55:10.737
than anyone.

00:55:11.217 --> 00:55:12.719
If we want something good,

00:55:12.938 --> 00:55:14.420
it takes a lot of hard work.

00:55:14.780 --> 00:55:16.041
It takes a lot of failure.

00:55:16.081 --> 00:55:17.262
It takes a lot of mistakes,

00:55:17.302 --> 00:55:18.782
but if you keep working on it,

00:55:19.242 --> 00:55:20.744
we can achieve great things.

00:55:20.804 --> 00:55:21.244
That's it.

00:55:21.324 --> 00:55:21.804
Like that,

00:55:21.844 --> 00:55:23.565
that is a function of what we do

00:55:23.606 --> 00:55:24.346
in the profession.

00:55:24.666 --> 00:55:25.706
I'll see you guys next time.

00:55:25.947 --> 00:55:26.867
All right.

00:55:26.887 --> 00:55:27.947
Uh, Dave, before we wrap up,

00:55:28.047 --> 00:55:28.728
I did this for you.

00:55:28.768 --> 00:55:29.347
I'm not sure if you're,

00:55:29.407 --> 00:55:30.688
are you able to see the screen?

00:55:30.708 --> 00:55:32.369
Like, can you look at the live stream?

00:55:32.409 --> 00:55:34.010
Cause I have some images for you or

00:55:34.070 --> 00:55:35.050
I can just describe them.

00:55:35.130 --> 00:55:36.110
It's a podcast anyway.

00:55:36.150 --> 00:55:37.251
So I got bored last night.

00:55:37.271 --> 00:55:37.550
I'm watching.

00:55:37.831 --> 00:55:39.012
I'm watching right now.

00:55:39.072 --> 00:55:41.052
I got bored last night and every once

00:55:41.072 --> 00:55:42.353
in a while an idea hits me and

00:55:42.373 --> 00:55:44.514
I was like, Ooh, Oh, okay,

00:55:44.974 --> 00:55:45.733
let's do this.

00:55:45.934 --> 00:55:46.434
So I was like,

00:55:46.534 --> 00:55:49.016
how would I get more patients if I

00:55:49.056 --> 00:55:49.675
were Dave Kittle?

00:55:50.436 --> 00:55:51.956
And then I just... I like cute little...

00:55:52.097 --> 00:55:53.878
I like cute little weird ways.

00:55:53.898 --> 00:55:54.478
Like weird.

00:55:54.978 --> 00:55:56.478
So I came up with this idea.

00:55:57.280 --> 00:55:58.641
And I went to Canva and I mocked

00:55:58.681 --> 00:55:59.320
a bunch of them up.

00:55:59.400 --> 00:56:00.161
I'll send them to you.

00:56:00.402 --> 00:56:01.302
And I even branded it.

00:56:01.342 --> 00:56:02.123
I even used your logo.

00:56:02.163 --> 00:56:04.264
Put them on the screen right now if

00:56:04.304 --> 00:56:04.804
you want.

00:56:05.043 --> 00:56:07.125
I think you should do door knockers like

00:56:07.206 --> 00:56:07.786
in hotels.

00:56:09.260 --> 00:56:11.681
I want the setup to be on side

00:56:11.922 --> 00:56:13.481
one and I want the punchline.

00:56:14.021 --> 00:56:15.202
I want someone to return to their

00:56:15.322 --> 00:56:17.322
apartment in New York City and be like,

00:56:17.463 --> 00:56:18.382
what the hell is this?

00:56:18.483 --> 00:56:19.242
This is supposed to be...

00:56:19.583 --> 00:56:20.702
It's juxtaposition.

00:56:20.842 --> 00:56:21.744
It does not belong.

00:56:22.244 --> 00:56:24.463
The do not disturb door hanger does not

00:56:24.523 --> 00:56:26.844
belong in a residential thing.

00:56:26.945 --> 00:56:27.824
It's a hotel thing.

00:56:28.025 --> 00:56:30.885
So automatically, intrigue achieved,

00:56:31.184 --> 00:56:31.425
right?

00:56:31.985 --> 00:56:33.786
So for the people who are just listening,

00:56:33.806 --> 00:56:35.206
it's a door knock campaign that I call

00:56:35.246 --> 00:56:36.786
please disturb, not do not disturb,

00:56:36.806 --> 00:56:37.286
please disturb.

00:56:37.547 --> 00:56:38.686
So the front of the first one...

00:56:39.307 --> 00:56:41.331
the front of the first one says imagine

00:56:41.351 --> 00:56:42.454
you came home and you were like you

00:56:42.474 --> 00:56:43.617
know you got groceries in your hand a

00:56:43.677 --> 00:56:44.719
bag and you're looking you're getting your

00:56:44.760 --> 00:56:46.143
key in the door and it says there's

00:56:46.163 --> 00:56:48.668
a door hanger saying this door leads to

00:56:48.708 --> 00:56:49.130
relief

00:56:50.244 --> 00:56:52.085
And then one of those turnover arrows.

00:56:52.487 --> 00:56:53.907
And then on the other side,

00:56:53.947 --> 00:56:54.989
the punchline says,

00:56:55.728 --> 00:56:57.150
your living room is our clinic,

00:56:57.369 --> 00:56:58.610
concierge pain relief.

00:56:58.891 --> 00:57:00.652
Phone number, call, twenty-four hours,

00:57:00.833 --> 00:57:01.413
QR code.

00:57:02.173 --> 00:57:04.074
So it's setup, punchline.

00:57:04.936 --> 00:57:06.416
Setup, punchline.

00:57:06.817 --> 00:57:07.818
So here's another setup.

00:57:07.898 --> 00:57:09.679
This one is facing the consumer, right?

00:57:09.699 --> 00:57:10.880
They come home and they're like, what?

00:57:10.920 --> 00:57:12.400
And she says, checkout time.

00:57:13.141 --> 00:57:13.961
What is this?

00:57:13.981 --> 00:57:15.543
And they grab it off their door and

00:57:15.563 --> 00:57:16.623
they turn it over and it says,

00:57:16.864 --> 00:57:17.505
for pain relief.

00:57:18.458 --> 00:57:19.619
Your living room is our clinic.

00:57:19.739 --> 00:57:20.802
Concierge, pain relief.

00:57:20.862 --> 00:57:21.501
We come to you.

00:57:22.063 --> 00:57:24.264
QR code, phone number, twenty-four hours.

00:57:25.306 --> 00:57:25.827
The next one.

00:57:25.907 --> 00:57:27.588
This is not a hotel service.

00:57:28.550 --> 00:57:29.289
You turn it over,

00:57:30.271 --> 00:57:31.572
but we still come to your door.

00:57:31.773 --> 00:57:33.855
Concierge, pain relief, physical therapy,

00:57:33.954 --> 00:57:35.436
QR code, phone number, call,

00:57:35.476 --> 00:57:36.197
twenty-four hours.

00:57:37.458 --> 00:57:37.840
Set up.

00:57:38.159 --> 00:57:39.581
What if pain was optional?

00:57:40.418 --> 00:57:41.077
Turn it over.

00:57:41.918 --> 00:57:42.878
Treatment at home.

00:57:43.018 --> 00:57:43.920
Results that last.

00:57:44.119 --> 00:57:45.179
Concierge pain relief.

00:57:45.340 --> 00:57:45.840
Phone number.

00:57:46.300 --> 00:57:47.061
Twenty four hours.

00:57:47.240 --> 00:57:47.721
QR code.

00:57:47.760 --> 00:57:48.581
I think I have one more.

00:57:48.702 --> 00:57:48.882
Oh, yeah.

00:57:49.181 --> 00:57:50.121
This door opens.

00:57:50.282 --> 00:57:51.123
I love this.

00:57:51.163 --> 00:57:51.702
I love it.

00:57:51.722 --> 00:57:53.603
This door opens to better movement.

00:57:54.423 --> 00:57:55.005
What is that?

00:57:55.605 --> 00:57:56.164
What is this?

00:57:56.284 --> 00:57:57.925
And you turn it over and it says

00:57:58.025 --> 00:58:00.286
we bring physical therapy to you.

00:58:00.706 --> 00:58:02.068
Concierge pain relief.

00:58:02.088 --> 00:58:02.847
So you get the idea.

00:58:02.947 --> 00:58:03.327
It doesn't.

00:58:03.427 --> 00:58:05.688
It makes sense because it's the

00:58:05.829 --> 00:58:06.789
anti-digital ad.

00:58:07.882 --> 00:58:08.862
It's not digital.

00:58:08.882 --> 00:58:10.603
It's not trying to get into your feed.

00:58:10.903 --> 00:58:12.143
It's not doing those things.

00:58:13.164 --> 00:58:15.885
In terms of legally doing this,

00:58:16.045 --> 00:58:17.626
I think there would be some residents that

00:58:17.646 --> 00:58:18.226
would get mad.

00:58:18.246 --> 00:58:19.668
Sure.

00:58:19.688 --> 00:58:21.228
Get mad or is it illegal?

00:58:22.409 --> 00:58:22.969
That's the thing.

00:58:23.030 --> 00:58:24.771
I would have to check the legalities of

00:58:24.791 --> 00:58:27.152
this because some people might just

00:58:27.831 --> 00:58:30.233
probably not in their own building but

00:58:30.253 --> 00:58:32.755
some people in certain buildings but

00:58:33.536 --> 00:58:35.199
It depends on the building and the people,

00:58:35.219 --> 00:58:37.382
but some people might literally take it

00:58:37.402 --> 00:58:38.264
off the door and throw it on the

00:58:38.304 --> 00:58:38.625
floor,

00:58:38.664 --> 00:58:41.088
which would then now create trash for the

00:58:41.108 --> 00:58:42.130
people that work there.

00:58:42.291 --> 00:58:45.074
I would, this is the assumption,

00:58:45.135 --> 00:58:46.077
you're making the assumption that

00:58:46.884 --> 00:58:48.246
myself or one of my therapists already

00:58:48.286 --> 00:58:50.807
have a patient in this building, right?

00:58:51.248 --> 00:58:53.451
Because we would have to have access to

00:58:53.471 --> 00:58:53.831
the building.

00:58:53.871 --> 00:58:54.010
Right.

00:58:54.030 --> 00:58:54.130
Yeah.

00:58:54.170 --> 00:58:55.472
My strategy was like, why would...

00:58:55.713 --> 00:58:57.074
So then I start to shoot holes.

00:58:57.094 --> 00:58:58.094
Like, why wouldn't this work?

00:58:58.496 --> 00:58:59.376
That could be one of them.

00:58:59.476 --> 00:59:00.518
I would want to know the legalities,

00:59:00.777 --> 00:59:01.798
obviously, right?

00:59:02.298 --> 00:59:03.099
Second would be like, well,

00:59:03.119 --> 00:59:04.121
how are we going to deploy this?

00:59:04.742 --> 00:59:06.543
Number one, they're cheap to produce.

00:59:07.364 --> 00:59:09.085
but it still keeps it's still on brand

00:59:09.125 --> 00:59:10.706
because a hotel sort of has this level

00:59:10.746 --> 00:59:12.626
of cachet right do not disturb right so

00:59:12.646 --> 00:59:14.648
it still keeps your concierge level of

00:59:14.969 --> 00:59:17.030
brand you didn't have to sink this is

00:59:17.090 --> 00:59:19.711
actually bringing like fancy hotel quality

00:59:19.751 --> 00:59:21.231
to a red like my house like that's

00:59:21.271 --> 00:59:23.233
kind of cool um you can carry a

00:59:23.273 --> 00:59:25.215
lot of them and yes my my idea

00:59:25.255 --> 00:59:27.496
was while you're treating mrs smith on

00:59:27.655 --> 00:59:31.759
five f between you and the i'm not

00:59:31.818 --> 00:59:33.539
asking your therapist to hit every door

00:59:33.599 --> 00:59:34.701
but it's like between here and the

00:59:34.760 --> 00:59:35.121
elevator

00:59:37.601 --> 00:59:41.722
My next fleet of these would be playing

00:59:41.782 --> 00:59:42.563
off somehow,

00:59:42.603 --> 00:59:44.184
which was the bystander effect,

00:59:44.244 --> 00:59:46.445
which is like someone in your building is

00:59:46.485 --> 00:59:47.364
getting better right now.

00:59:47.405 --> 00:59:47.985
Why not you?

00:59:48.085 --> 00:59:49.266
Do you know what I mean?

00:59:49.286 --> 00:59:50.726
Without saying who the neighbor is,

00:59:52.106 --> 00:59:53.007
I've been in the building.

00:59:53.206 --> 00:59:54.847
Someone else is doing this.

00:59:55.208 --> 00:59:56.708
It's a reason there's a testimonial.

00:59:57.447 --> 00:59:58.628
Or, ooh, all right,

00:59:58.688 --> 01:00:00.550
we're live workshopping this.

01:00:01.130 --> 01:00:03.291
Do you offer a free session to Mr.

01:00:03.391 --> 01:00:03.811
Smith

01:00:04.490 --> 01:00:06.253
the last session if you're like can we

01:00:06.313 --> 01:00:10.715
put your your testimonial on a special run

01:00:10.755 --> 01:00:13.297
of these door hangers for this building

01:00:14.831 --> 01:00:16.112
Listen, here's what we're going to do.

01:00:16.411 --> 01:00:17.132
With your permission,

01:00:17.271 --> 01:00:18.693
your last session is zero dollars.

01:00:19.074 --> 01:00:21.454
If we can write exactly this, Mr.

01:00:21.514 --> 01:00:24.677
Smith said this, he's in three B,

01:00:25.217 --> 01:00:26.659
ask him if it worked for him.

01:00:27.079 --> 01:00:28.860
Almost like when someone cuts your lawn or

01:00:28.900 --> 01:00:30.822
does siding on your house and they put

01:00:30.862 --> 01:00:34.144
the side in your yard to be like,

01:00:34.324 --> 01:00:34.664
look,

01:00:34.864 --> 01:00:36.266
look what kind of work we could do.

01:00:36.907 --> 01:00:38.688
That would be a twist because who'd be

01:00:38.708 --> 01:00:39.728
like, yeah, okay, I don't care.

01:00:41.268 --> 01:00:44.211
Yeah, so I've done some versions of this.

01:00:45.353 --> 01:00:45.873
Okay.

01:00:45.914 --> 01:00:47.896
You know, like in certain buildings,

01:00:48.876 --> 01:00:50.038
before you get to the elevator,

01:00:50.077 --> 01:00:50.619
there's like,

01:00:51.211 --> 01:00:53.313
there's like a little table and it's got

01:00:53.333 --> 01:00:56.693
like a little flower or a large bouquet

01:00:56.713 --> 01:00:58.233
of flowers in certain buildings or like a

01:00:58.333 --> 01:00:58.793
mirror.

01:00:58.873 --> 01:00:59.574
There's something there.

01:00:59.994 --> 01:01:00.914
And I'll throw like,

01:01:01.014 --> 01:01:02.315
I'll just drop like a couple of business

01:01:02.335 --> 01:01:02.974
cards on it.

01:01:03.454 --> 01:01:04.735
And like sometimes over the years,

01:01:04.755 --> 01:01:05.936
like I've been a little aggressive.

01:01:05.996 --> 01:01:08.135
If there's like a spot in the elevator,

01:01:08.257 --> 01:01:09.976
I'll like put my business card somewhere

01:01:10.016 --> 01:01:11.416
like in the elevator or if there's like

01:01:11.496 --> 01:01:14.077
a, there's like a little nine by eleven,

01:01:14.117 --> 01:01:15.018
like, um, like, yeah, no,

01:01:15.797 --> 01:01:17.659
like a cork board.

01:01:18.711 --> 01:01:23.074
Like a little screen that's talking about

01:01:23.436 --> 01:01:24.777
upcoming events or something in the

01:01:24.797 --> 01:01:25.277
building.

01:01:26.237 --> 01:01:27.117
Hilton wouldn't do that.

01:01:27.157 --> 01:01:27.878
Hilton would do this.

01:01:28.079 --> 01:01:29.380
I want you there.

01:01:29.480 --> 01:01:31.541
That's great for John Q. Public PT.

01:01:32.121 --> 01:01:33.163
Because they're like, I'll just jam.

01:01:33.202 --> 01:01:34.364
That's what a real estate agent does.

01:01:34.403 --> 01:01:35.364
They jam their card wherever.

01:01:35.405 --> 01:01:37.885
I don't know what the ROI is on

01:01:37.925 --> 01:01:38.527
that.

01:01:38.547 --> 01:01:39.547
When I go to a coffee shop and

01:01:39.728 --> 01:01:41.608
I see like, that makes sense for like,

01:01:41.648 --> 01:01:44.610
handyman services.

01:01:44.652 --> 01:01:46.512
For you, I'd want to bougie it up.

01:01:49.228 --> 01:01:51.208
Custom door hangers?

01:01:51.268 --> 01:01:52.449
Is this what they're called?

01:01:52.469 --> 01:01:54.030
Doorknob hangers and door hangers?

01:01:54.090 --> 01:01:54.670
Door hangers.

01:01:54.731 --> 01:01:55.010
Yeah.

01:01:55.271 --> 01:01:55.471
I mean,

01:01:55.610 --> 01:01:57.052
I could send you the file through Canva.

01:01:57.072 --> 01:01:58.693
You can buy them through Canva.

01:01:59.659 --> 01:02:02.201
without having to take the artwork out

01:02:02.260 --> 01:02:02.420
now.

01:02:02.661 --> 01:02:05.023
Canva lets you print like Vistaprint or

01:02:05.043 --> 01:02:05.764
whatever those things are.

01:02:05.983 --> 01:02:07.005
You can just hit print and then the

01:02:07.065 --> 01:02:08.327
hundred or five hundred or a thousand.

01:02:08.347 --> 01:02:10.007
Yeah, I like it.

01:02:10.047 --> 01:02:11.409
But now you can just play with it.

01:02:11.869 --> 01:02:13.271
And I got this idea because I had

01:02:13.291 --> 01:02:16.514
a woman do... She's like house cleaning.

01:02:16.653 --> 01:02:18.936
And she cleaned my house two months ago

01:02:18.976 --> 01:02:22.798
because I didn't seek her out.

01:02:22.858 --> 01:02:24.059
A friend sent her to me.

01:02:24.681 --> 01:02:25.101
And she was like,

01:02:25.141 --> 01:02:26.021
I'll do it for free once.

01:02:26.041 --> 01:02:27.023
And I'm like, well, I'm not an idiot.

01:02:27.952 --> 01:02:28.932
So I happened to be sitting here and

01:02:28.952 --> 01:02:29.713
I was talking to her.

01:02:30.215 --> 01:02:30.494
And I was like,

01:02:30.554 --> 01:02:31.817
how do you find new clients?

01:02:31.856 --> 01:02:33.478
And she's like, well, Facebook groups,

01:02:33.539 --> 01:02:34.440
but word of mouth.

01:02:35.141 --> 01:02:36.422
And I had this idea for her.

01:02:37.244 --> 01:02:38.264
I was like, this hat...

01:02:38.885 --> 01:02:40.307
So I designed a whole fleet of these

01:02:40.367 --> 01:02:40.708
for her.

01:02:40.728 --> 01:02:40.969
I'm like,

01:02:41.148 --> 01:02:44.213
so your advertising cost is a tank of

01:02:44.253 --> 01:02:46.436
gas and printing, right?

01:02:46.576 --> 01:02:47.697
And then you drive around and you put

01:02:47.717 --> 01:02:49.277
them on a bunch of people's doors while

01:02:49.318 --> 01:02:49.938
they're at work.

01:02:50.277 --> 01:02:51.958
So when they come home, it's like,

01:02:52.219 --> 01:02:53.380
wouldn't it be great if,

01:02:53.719 --> 01:02:54.481
and then flip it over,

01:02:54.581 --> 01:02:55.621
you stepped into a clean home,

01:02:56.722 --> 01:02:58.202
ray of sunshine, housecleaning.

01:02:58.222 --> 01:02:59.182
And I'm like, that's cute.

01:02:59.503 --> 01:03:01.264
Because even if you batted three out of

01:03:01.284 --> 01:03:01.864
a hundred,

01:03:02.724 --> 01:03:05.045
because housecleaning is hopefully

01:03:05.086 --> 01:03:05.586
recurring.

01:03:06.532 --> 01:03:08.014
Like you get someone you like, know, like,

01:03:08.074 --> 01:03:09.634
and trust, and then you keep that person.

01:03:09.653 --> 01:03:11.054
And then you offer them deals.

01:03:11.094 --> 01:03:12.074
Like it's three hundred bucks for me to

01:03:12.094 --> 01:03:14.036
clean your house unless you, you know,

01:03:14.275 --> 01:03:15.576
guarantee unless you sign up for twelve

01:03:15.615 --> 01:03:15.856
months.

01:03:15.896 --> 01:03:16.556
And then it's, you know,

01:03:16.717 --> 01:03:17.277
two hundred bucks.

01:03:17.436 --> 01:03:18.797
Like you give them a crazy deal.

01:03:19.536 --> 01:03:21.177
And then I was explaining cash flow to

01:03:21.217 --> 01:03:21.378
her.

01:03:21.418 --> 01:03:21.617
I'm like,

01:03:21.697 --> 01:03:22.599
now you get them to sign up,

01:03:22.639 --> 01:03:23.518
not just agree to it.

01:03:23.539 --> 01:03:24.259
You got pay up front.

01:03:26.280 --> 01:03:27.260
So that's what the door hanger thing.

01:03:27.280 --> 01:03:27.760
I don't know.

01:03:27.780 --> 01:03:28.481
I'll send you the file.

01:03:29.021 --> 01:03:30.740
It'd be cool to do different QR codes

01:03:30.760 --> 01:03:34.563
on different cards to see which funny one

01:03:34.583 --> 01:03:35.463
liners worked best.

01:03:37.731 --> 01:03:38.391
Cause if, you know what I mean?

01:03:38.411 --> 01:03:39.132
Like to see which of the,

01:03:39.233 --> 01:03:40.873
which ones of the jokes landed,

01:03:40.893 --> 01:03:41.635
I don't know.

01:03:41.894 --> 01:03:42.755
And then where they came from.

01:03:43.277 --> 01:03:43.476
All right.

01:03:43.516 --> 01:03:46.300
Parting shots, Dave, what do you got?

01:03:46.400 --> 01:03:46.699
Oh man.

01:03:46.780 --> 01:03:48.141
I mean, we've covered an array of topics,

01:03:48.161 --> 01:03:49.663
but in terms of the,

01:03:49.702 --> 01:03:50.583
the big one about chat,

01:03:50.603 --> 01:03:51.364
you can see in health.

01:03:51.385 --> 01:03:53.206
I mean, the more models like that,

01:03:53.226 --> 01:03:55.027
the more tools and resources,

01:03:55.088 --> 01:03:57.170
the better with empowering folks around

01:03:57.190 --> 01:03:57.851
their health and wellness.

01:03:58.211 --> 01:04:00.213
I don't think there's any disagreement

01:04:00.233 --> 01:04:00.454
there.

01:04:01.730 --> 01:04:04.713
Will it result in more consumers becoming

01:04:04.753 --> 01:04:06.554
a little more savvy about their health and

01:04:06.574 --> 01:04:10.378
wellness and understanding what are their

01:04:10.538 --> 01:04:10.958
options?

01:04:11.039 --> 01:04:11.338
I think yes.

01:04:11.398 --> 01:04:12.500
I think that's, like I said,

01:04:12.539 --> 01:04:13.101
a net positive.

01:04:13.141 --> 01:04:15.822
I think that could be totally a great

01:04:15.842 --> 01:04:16.123
thing.

01:04:16.423 --> 01:04:19.025
Could it help or result in some patients

01:04:19.065 --> 01:04:19.626
or clients

01:04:20.572 --> 01:04:22.193
going the route of conservative care and

01:04:22.233 --> 01:04:23.295
physical therapy at the same time.

01:04:23.375 --> 01:04:23.976
I think so too.

01:04:24.016 --> 01:04:24.856
I think more of the,

01:04:25.436 --> 01:04:27.139
we talked about it before with video and

01:04:27.579 --> 01:04:29.581
YouTube and Instagram and Facebook and

01:04:29.601 --> 01:04:32.204
TikTok and more video helping physical

01:04:32.244 --> 01:04:34.686
therapy and everything, acupuncture,

01:04:34.746 --> 01:04:35.208
chiropractic,

01:04:35.248 --> 01:04:37.070
everything in the health and wellness

01:04:37.090 --> 01:04:37.329
world.

01:04:37.389 --> 01:04:38.670
So will this do the same?

01:04:38.751 --> 01:04:39.311
I think it can.

01:04:39.831 --> 01:04:41.014
Don't be Metallica.

01:04:43.041 --> 01:04:43.581
Here's what I mean.

01:04:43.961 --> 01:04:45.481
Metallica should have been the poster

01:04:45.501 --> 01:04:48.143
child for like, screw the machine, man.

01:04:48.563 --> 01:04:49.284
Screw the man.

01:04:49.304 --> 01:04:50.264
The man's keeping us down.

01:04:50.525 --> 01:04:52.346
But when Napster came out,

01:04:53.487 --> 01:04:54.766
which for the younger part of the audience

01:04:54.786 --> 01:04:56.728
was a free file sharing service that you

01:04:56.748 --> 01:04:57.969
just go onto this app and you could

01:04:57.989 --> 01:04:58.628
download any song.

01:04:58.648 --> 01:05:00.030
They were hardcore against it.

01:05:00.090 --> 01:05:01.090
Hardcore against it.

01:05:01.590 --> 01:05:03.211
They were testifying in Congress.

01:05:03.431 --> 01:05:04.672
And listen, I get it.

01:05:06.172 --> 01:05:07.614
Except you're never going to legislate.

01:05:08.333 --> 01:05:09.554
You can't rage against...

01:05:09.715 --> 01:05:11.275
It's rage against the machine.

01:05:12.489 --> 01:05:14.291
The machine being a bunch of people in

01:05:14.371 --> 01:05:14.851
government.

01:05:15.012 --> 01:05:16.333
That's what rage against the machine

01:05:16.373 --> 01:05:16.552
meant.

01:05:16.833 --> 01:05:18.715
It didn't mean rage against the computer.

01:05:18.755 --> 01:05:19.936
The computer wasn't the machine.

01:05:20.556 --> 01:05:21.878
You get a lot of shovels and a

01:05:21.918 --> 01:05:22.619
lot of brooms.

01:05:23.519 --> 01:05:25.141
Get everybody you've ever met and meet me

01:05:25.181 --> 01:05:25.802
down at the beach.

01:05:26.143 --> 01:05:27.304
The tide's still going to win.

01:05:27.724 --> 01:05:29.646
We can shovel that water out as fast

01:05:29.686 --> 01:05:30.847
as we want.

01:05:31.188 --> 01:05:32.188
Tide's still going to tide.

01:05:32.809 --> 01:05:33.809
Technology is tide.

01:05:34.231 --> 01:05:34.911
You either get...

01:05:35.692 --> 01:05:37.853
You either learn to float and navigate or

01:05:37.873 --> 01:05:39.012
you get run over and drown.

01:05:39.032 --> 01:05:39.893
The tide is coming.

01:05:40.213 --> 01:05:43.175
It does not require you to believe in

01:05:43.235 --> 01:05:44.434
it for it to come.

01:05:44.875 --> 01:05:46.255
So you either get with it or you

01:05:46.335 --> 01:05:48.175
get run over by it.

01:05:48.817 --> 01:05:50.637
We'll see you guys on Tuesday.

01:05:51.338 --> 01:05:52.458
For anybody in New Jersey,

01:05:52.498 --> 01:05:55.679
I'll see you at Kean University with APTA

01:05:55.719 --> 01:05:57.679
New Jersey's student conclave.

01:05:58.280 --> 01:05:59.802
I'm actually not sure why in twenty twenty

01:05:59.842 --> 01:06:02.585
six we still call student events the same

01:06:02.626 --> 01:06:02.806
thing.

01:06:02.826 --> 01:06:04.347
We call an event when we name a

01:06:04.427 --> 01:06:04.648
pope.

01:06:04.668 --> 01:06:05.608
I'm not sure why we're still calling

01:06:05.628 --> 01:06:06.250
things conclaves.

01:06:06.269 --> 01:06:06.971
But hey,

01:06:07.110 --> 01:06:08.072
I'm going to be in a conclave.

01:06:08.172 --> 01:06:08.974
I'll see you guys out there.

01:06:08.994 --> 01:06:09.675
I'll see you on Tuesday.

01:06:11.760 --> 01:06:12.822
That's it for this one,

01:06:13.101 --> 01:06:14.804
but we're just getting warmed up.

01:06:15.244 --> 01:06:17.166
Smash follow, send it to a friend,

01:06:17.385 --> 01:06:19.047
or crank up the next episode.

01:06:19.568 --> 01:06:20.489
Want to go deeper?

01:06:20.929 --> 01:06:23.070
Hit us at pgpinecast.com.

01:06:24.311 --> 01:06:26.313
Or find us on YouTube and socials at

01:06:26.333 --> 01:06:27.554
pgpinecast.

01:06:27.974 --> 01:06:30.257
And legally, none of this was advice.

01:06:30.336 --> 01:06:32.059
It's for entertainment purposes only.

01:06:32.099 --> 01:06:33.719
Bullshit!

01:06:33.739 --> 01:06:34.320
See, Keith?

01:06:34.541 --> 01:06:35.601
We read the script.

01:06:35.882 --> 01:06:36.543
Happy now?