Raise Your Rates or Close Your Doors!

WEBVTT

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We now have, like, intros that are, like,

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old.

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Like, that was an old intro.

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I like the beat of the old intro,

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though.

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The beat.

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Remember the first time I made it,

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it was, like, twenty seconds long,

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and then we were like,

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we gotta cut that.

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That one's six.

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That one's six seconds long.

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Six is better.

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Yeah.

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So,

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Tony Maritato pulling in the parking lot.

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Dave Kittle on the beach.

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Yeah.

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Yeah.

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So he's off.

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So we're going to discuss stuff today.

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What do we want to start with?

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We just decided that we were going to

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talk about what today?

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Yeah.

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So I and I'm going to pitch the

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same question to you.

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My question and this I'm actually parked

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right now.

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This applies.

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We're going to hit this in different ways.

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Jimmy, I know that you did triathlons,

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you were an athlete, maybe still are.

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My question to you is, realistically,

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could a therapist who's never done a

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triathlon

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effectively treat a triathlete in the

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clinic whether it be somebody who's

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developed an injury from competing

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somebody who's developed a tendinopathy or

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an overuse do you think they have the

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point of reference even if they've seen

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all the videos read all the books

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understand what a triathlete has to do can

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they effectively develop a treatment plan

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and treat that individual

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Oh, man,

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I'm going to PT this and just say

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it depends.

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It depends how curious they are.

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Because if you say to someone, well,

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what's involved in swimming?

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There's some shoulder stuff.

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There's some kicking.

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And now you can't figure out why the

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swimmer's elbow hurts.

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and you're not willing to go a step

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further,

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you wouldn't know that sometimes coaches

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tell you to really flex your wrist.

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And that puts a lot of pressure on

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the medial epicondyle.

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So like, it just depends.

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So if it's a inquisitive therapist,

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who's going to keep saying, but why,

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but why, but why?

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Like if they're just like,

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if they got like a little something stuck

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in their craw, like I'm pissed,

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I can't figure this out.

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Then yes.

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But if the person's just like,

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I understand swimming,

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but they've never swam and they're not

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willing to look, it's not,

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I don't think you need to be an

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Ironman to treat Ironman.

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That might be like a bold statement.

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But if you're not willing to ask people

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who've done it or are doing it,

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Well, what goes into that?

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Or let me double if you if you're

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not going to just keep double clicking,

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the answer would be no,

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you're going to stay on the surface level.

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So I don't think you need to necessarily

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have done it.

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But I think you need to be like,

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just ridiculously curious to figure out

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what goes into that.

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Why is that?

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Why is that?

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Well,

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why is that until you come up with

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an answer?

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So then let's take that in two directions.

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Let's say, you know,

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we always hear people talking about

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business coaches.

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Should you take advice from a business

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coach that hasn't built the business that

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you want to build?

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If you want to get, you know,

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the first thing I tell everybody in my

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Medicare course is, look,

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I am not the guy to take you

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to a ten million dollar business.

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I've never built a ten million dollar

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business.

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I've never been there.

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It requires a different skill set.

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Why aren't these the same?

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Or are they like, theoretically,

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I might understand the principles of a ten

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million dollar business,

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but I've never experienced the ten million

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dollar business.

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I've never,

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I've never been in the water at a

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quarter mile, you know, and,

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and known the feeling of whatever you feel

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at that point.

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Like, I just don't know how, yes,

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I could probably like finagle it and be

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okay,

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but

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Well,

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then I would say your resources as a

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PT aren't just what you know at that

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moment, right?

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Because we go to CPGs and we go

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to courses or we Google stuff.

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So you could say like, well,

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I read all about sports psychology and I

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understand why you stop and you panic at,

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you know, a half mile.

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You're surrounded by a half mile of water.

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I get it.

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So I'm going to say my answer is

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yes.

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Ben gives an example.

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I don't think that the comment is going

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to work because it's going to be he

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gives a link.

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He says he agrees not doing it doesn't

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mean you can't become an expert,

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but not doing it and not understanding it,

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then no.

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So I guess he has an extreme example.

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I think I know what this is.

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I think it's a kicking coach,

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like a football kicking coach,

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who was never a kicker.

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And they're like, well,

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I could break this down.

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It's this, this, this, this, this,

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do this, more this, less this.

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Do you ever read the book Blink by

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Malcolm Gladwell?

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I know it.

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I've never read it.

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I mean, I'll save you, you know,

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twenty three dollars and a couple hours of

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your life.

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Essentially,

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it's like essentially Malcolm was positing

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and I'm going to is a rough summation.

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We're just we're pattern recognition

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machines.

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Like there was a guy in the book

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who was a free throw shooting expert and

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you could cover.

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all you would do is show the shooter

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and you would cover like the pat.

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As soon as the ball left the guy's

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hand, you would leave.

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You couldn't see it.

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And he could like going in, going out,

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going in, going out, going in, going out.

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Like he knew it because he was like,

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it doesn't matter what happens after the

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ball.

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Nothing's nothing's happening.

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Like nothing,

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nothing of note is happening after the

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ball leaves the hand.

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He's like, it's all this.

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So he could tell there's a guy on

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Instagram called Lee.

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His Instagram handles lethal shooter.

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And he does these ridiculous shooting

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challenges.

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Like he'll get like a rim that is

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like an eighth of an inch larger than

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a basketball.

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And he'll just like knock stuff down.

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He actually went to St.

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Bonaventure University, go Bonneys,

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was a really,

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really good college player at St.

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Bonaventure.

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And I'm not knocking my alma mater,

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but like he wasn't going pro.

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So how is he the guy that gets

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brought in when professional NBA players

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get a hitch in their giddy up?

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He's good at that thing.

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I think an interesting aspect here is,

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so I started boxing when I got into

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Penn State.

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I never did like organized sports before

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that.

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So I did martial arts.

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I grew up in a martial arts academy.

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I did martial arts forever,

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but I never really competed.

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Once I got into college and I was

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looking for something to do,

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I got into boxing as an intramural sport.

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And I can tell you, like,

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I remember the experience.

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First time I got seriously punched in the

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face, likely broke my nose.

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Blood everywhere.

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Like being in that situation is not

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something you can understand from reading

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and listening and learning in the

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classroom.

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So we bring in those other aspects.

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What got me thinking about this whole

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topic is and I'm going to butcher his

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last name,

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even though I've known him for years.

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You would you would probably say it right.

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Mark Caragella.

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Mark Caragella.

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He has just elevated into the next tier

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of creators for me.

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His TikTok,

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his pain stuff is just incredible.

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Lorimer Mosley and some of the other guys,

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he's in that level for me right now.

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Anyway, I'm listening to him yesterday.

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I'm walking the dog.

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I'm thinking about all the stuff that he's

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talking about.

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I've been experiencing some back pain.

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I don't think you and Dave and I

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talked about it.

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I had a major flood in my laundry

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room on the second floor.

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I left.

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I came home.

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It was like a torrential downpour in my

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kitchen because the second floor laundry

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had ruptured a hose and water was just

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pouring through.

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So anyway, so I'm doing repair work.

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I've done drywall.

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I'm working on the ceiling.

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I spend a lot of time in extension

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for a couple of days.

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My low back is killing me.

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Like worst low back pain I've had in

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a long time.

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And it's got me thinking about, okay,

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you know, I've had sore backs.

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I've had like fascial pain.

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I theoretically understand what my

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patients describe to me.

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But now I've experienced a very specific

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kind of back pain,

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like a virtually debilitating back pain.

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And so now I feel like I can

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better treat certain individuals.

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I am going to say it does confirm

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my biases,

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what I thought I understood to what now

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I feel like I understand better.

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It's cemented certain ideas for me about

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back pain.

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But that being said,

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I just I see this carry through so

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many like categories in life.

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Yeah.

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Not taking advice from a business coach

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who's never run a successful business.

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Not taking advice from, you know,

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a sports therapist who's never played the

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sport that they're trying to coach.

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And it's really,

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really hard for me watching all of the

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social media content to hear somebody

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who's never experienced the condition say,

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so emphatically telling the patient what

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they should be experiencing,

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what they should be feeling.

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This is what's going on.

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You're missing so much of the context of

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the experience,

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the fear and the anxiety and the

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frustration and, you know,

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the emotional baggage and the support

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systems within the family and like, oh,

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yeah,

00:09:36.477 --> 00:09:38.979
all of these aspects that you just will

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never get out of a book.

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Yeah, I agree.

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You can tell when someone is telling you

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something from a book or when someone has

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walked through it.

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There's nuance to that.

00:09:50.605 --> 00:09:51.865
I'll read Ben's comment in a minute

00:09:51.885 --> 00:09:53.606
because Ben, he's dropping paragraphs.

00:09:53.647 --> 00:09:54.908
He's dropping full paragraphs.

00:09:54.927 --> 00:09:55.368
I love that.

00:09:55.808 --> 00:09:57.529
Ben, we'll just send you a link.

00:09:57.549 --> 00:09:58.311
We'll get you on the show.

00:09:58.331 --> 00:09:59.010
It's easier to read.

00:10:00.272 --> 00:10:00.972
I can see that.

00:10:01.113 --> 00:10:02.053
I mean, you know.

00:10:02.774 --> 00:10:03.594
for a while there,

00:10:03.614 --> 00:10:04.514
three or four years ago,

00:10:04.554 --> 00:10:06.456
the thing was mentorship for students.

00:10:06.556 --> 00:10:08.076
That was the thing everybody was selling.

00:10:08.155 --> 00:10:09.897
And I felt really icky about that.

00:10:10.496 --> 00:10:11.378
And that was legit.

00:10:11.437 --> 00:10:12.837
Like clinicians were like,

00:10:12.878 --> 00:10:13.739
do you want to be mentored?

00:10:14.479 --> 00:10:15.899
Because I'm a clinician and I've been

00:10:15.919 --> 00:10:17.000
doing this for ten years and you've been

00:10:17.019 --> 00:10:17.779
doing it for ten weeks.

00:10:17.820 --> 00:10:19.000
And do you feel awkward?

00:10:19.041 --> 00:10:20.741
And all those things.

00:10:20.861 --> 00:10:22.341
It just felt predatory to me.

00:10:22.841 --> 00:10:23.663
Like, I don't know.

00:10:23.722 --> 00:10:23.903
Like,

00:10:24.263 --> 00:10:25.844
there's an exchange of value and people

00:10:25.864 --> 00:10:26.943
thought the money was worth it.

00:10:27.004 --> 00:10:28.524
So some of the students gave it.

00:10:28.825 --> 00:10:29.705
It just felt icky to me.

00:10:29.725 --> 00:10:30.505
Yeah.

00:10:32.456 --> 00:10:32.778
So yeah,

00:10:32.857 --> 00:10:35.480
I get that where someone is like,

00:10:35.960 --> 00:10:37.520
I build a seven-figure business.

00:10:37.541 --> 00:10:38.682
They love talking figures.

00:10:39.062 --> 00:10:40.222
We're going to build seven-figure

00:10:40.263 --> 00:10:41.964
businesses and eight-figure businesses.

00:10:42.464 --> 00:10:43.865
But you look into their credentials and

00:10:43.884 --> 00:10:44.485
they haven't.

00:10:44.826 --> 00:10:46.966
And there's something to that.

00:10:47.268 --> 00:10:48.908
Well, I would push back on like,

00:10:49.269 --> 00:10:51.630
could you as a physical therapist help a

00:10:51.711 --> 00:10:53.192
triathlete rehab?

00:10:53.932 --> 00:10:55.793
You have extensive knowledge in rehab,

00:10:55.813 --> 00:10:56.354
right?

00:10:56.613 --> 00:10:57.133
Do you know what I mean?

00:10:57.173 --> 00:10:57.312
Like,

00:10:57.533 --> 00:10:58.793
it's not like the person is coming off

00:10:58.854 --> 00:10:59.374
cold.

00:10:59.833 --> 00:11:01.174
Like, so I guess we, you know, the,

00:11:01.195 --> 00:11:02.695
the researchers out there will be able to,

00:11:03.115 --> 00:11:05.336
to answer or set up this experiment

00:11:05.375 --> 00:11:05.635
better.

00:11:06.376 --> 00:11:07.917
Who'd be better at helping a triathlete

00:11:07.976 --> 00:11:08.418
rehab,

00:11:08.658 --> 00:11:10.457
a coach with extensive triathlon

00:11:10.477 --> 00:11:11.198
experience,

00:11:11.958 --> 00:11:14.779
a PT with a lot of rehab experience,

00:11:14.820 --> 00:11:16.520
but no competitive experience.

00:11:16.780 --> 00:11:17.980
Like you need to tease that out.

00:11:18.260 --> 00:11:19.501
The answer is somewhere in the middle.

00:11:20.491 --> 00:11:22.493
The answer is someone who gives a shit.

00:11:22.692 --> 00:11:25.933
Ryan Clark is a, he's on ESPN,

00:11:25.953 --> 00:11:26.875
but he was a pro bowler,

00:11:26.914 --> 00:11:28.455
like three or four time pro bowler for

00:11:28.534 --> 00:11:30.615
in the NFL played for the Steelers and

00:11:30.635 --> 00:11:31.135
the giants.

00:11:31.515 --> 00:11:32.976
I saw him speak at a medical conference

00:11:33.017 --> 00:11:35.437
in DC and he had an issue with

00:11:36.297 --> 00:11:38.238
I think it was sickle cell anemia or

00:11:38.258 --> 00:11:39.258
something with his spleen.

00:11:39.817 --> 00:11:41.859
Every test was coming back, you're fine.

00:11:42.298 --> 00:11:43.860
And he was like wasting away.

00:11:44.220 --> 00:11:45.039
And they're like, you're fine,

00:11:45.059 --> 00:11:45.340
you're fine.

00:11:45.360 --> 00:11:46.260
He's like, I'm dropping weight.

00:11:46.321 --> 00:11:47.201
I can't get out of bed.

00:11:47.321 --> 00:11:48.921
I'm a defensive back in the NFL.

00:11:49.261 --> 00:11:50.182
I cannot get out of bed.

00:11:50.721 --> 00:11:52.883
And the NFL doctor from his team was

00:11:52.942 --> 00:11:53.743
like, you're fine, you're fine,

00:11:53.763 --> 00:11:54.102
you're fine.

00:11:54.143 --> 00:11:55.303
He went and hired his own doctor.

00:11:55.683 --> 00:11:56.923
And this doctor sat down and he's like,

00:11:57.004 --> 00:11:57.865
all your tests are fine.

00:11:57.924 --> 00:11:58.384
And he was like,

00:11:58.904 --> 00:11:59.544
Here we go again.

00:11:59.645 --> 00:12:00.525
And he goes, no,

00:12:00.605 --> 00:12:01.586
something is clearly not fine.

00:12:01.606 --> 00:12:02.727
You're telling me you're not fine.

00:12:03.028 --> 00:12:03.587
I look at you.

00:12:03.668 --> 00:12:04.509
You don't look fine.

00:12:04.708 --> 00:12:05.789
I look at a picture of you last

00:12:05.830 --> 00:12:06.070
year.

00:12:06.250 --> 00:12:07.130
That's not what you look like.

00:12:07.350 --> 00:12:07.971
Something's wrong.

00:12:08.672 --> 00:12:10.293
And then he's like the message that Ryan

00:12:10.312 --> 00:12:11.573
Clark was giving through the room full of

00:12:11.614 --> 00:12:13.355
like medical professionals was.

00:12:15.511 --> 00:12:16.631
I just need you to give a shit.

00:12:16.991 --> 00:12:17.753
So the guy was like,

00:12:18.732 --> 00:12:20.013
cause Ryan Clark was like, I'm dying.

00:12:20.232 --> 00:12:20.432
He's like,

00:12:20.472 --> 00:12:21.433
I'm going to go home and die in

00:12:21.453 --> 00:12:21.953
a couple of months.

00:12:22.014 --> 00:12:23.474
Cause if this keeps going in the slippery

00:12:23.514 --> 00:12:23.793
slope.

00:12:24.195 --> 00:12:24.855
And he was just like,

00:12:24.975 --> 00:12:25.634
I looked at this guy.

00:12:25.654 --> 00:12:25.875
He's like,

00:12:25.934 --> 00:12:26.654
I have no idea what's going on,

00:12:26.674 --> 00:12:27.556
but we're just going to figure it out.

00:12:27.796 --> 00:12:29.436
Like, that's the kind of person you need.

00:12:29.696 --> 00:12:31.537
Now the difference is if this is your

00:12:31.596 --> 00:12:32.037
business,

00:12:32.076 --> 00:12:33.397
like you could have someone make a really

00:12:33.417 --> 00:12:35.817
crappy decision and crash your business.

00:12:35.857 --> 00:12:36.937
That's different than like crashing your

00:12:36.977 --> 00:12:38.379
race, unless you're a professional racer.

00:12:39.274 --> 00:12:40.154
but I'm not.

00:12:40.315 --> 00:12:41.635
I want to hear Ben's comment because I

00:12:41.696 --> 00:12:42.296
can't see it,

00:12:42.375 --> 00:12:45.456
but I want to take this idea into,

00:12:45.897 --> 00:12:47.717
you know, this is where you're like,

00:12:47.878 --> 00:12:49.538
all right, am I treating the condition?

00:12:50.057 --> 00:12:52.778
Like I I've never done a triathlon,

00:12:52.999 --> 00:12:54.318
but I've sprained an ankle.

00:12:54.740 --> 00:12:57.080
Am I treating the ankle or am I

00:12:57.100 --> 00:12:58.260
treating the athlete?

00:12:59.181 --> 00:13:01.282
This is where you're looking at this as

00:13:01.701 --> 00:13:01.861
is,

00:13:01.981 --> 00:13:05.643
am I a holistic provider trying to address

00:13:05.783 --> 00:13:06.143
all of

00:13:06.222 --> 00:13:08.604
these issues nutrition and psychology and

00:13:08.644 --> 00:13:10.803
emotion and all that stuff or am I

00:13:10.844 --> 00:13:13.504
just here to fix you know a very

00:13:13.565 --> 00:13:16.186
discreet mechanical problem what did Ben

00:13:16.225 --> 00:13:17.947
say Ben said this he's like all being

00:13:18.006 --> 00:13:20.366
said experience is immensely helpful which

00:13:20.407 --> 00:13:22.327
is why the guy he was talking about

00:13:22.408 --> 00:13:25.349
Doug Blevins is an NFL kicking coach um

00:13:25.369 --> 00:13:26.668
Doug is the exception and typically you

00:13:26.688 --> 00:13:27.889
find ex-experts

00:13:28.590 --> 00:13:30.711
Being leaders like a former dancer,

00:13:30.831 --> 00:13:31.631
a former, you know,

00:13:31.652 --> 00:13:32.653
where I play beer hockey,

00:13:32.673 --> 00:13:34.094
there's a poster of a guy who's like

00:13:34.474 --> 00:13:35.794
coaching goalies because he was a

00:13:36.014 --> 00:13:38.035
semi-professional ice hockey goalie.

00:13:38.056 --> 00:13:39.397
Like he understands it.

00:13:39.476 --> 00:13:39.717
Right.

00:13:40.716 --> 00:13:41.817
He said it's not a hundred percent the

00:13:41.837 --> 00:13:42.337
requirement,

00:13:42.357 --> 00:13:43.339
but he would agree to think that the

00:13:43.418 --> 00:13:46.542
ex tennis pro who is a PT would

00:13:46.562 --> 00:13:48.123
be better to treat tennis injuries than

00:13:48.143 --> 00:13:49.744
the average PT who never played.

00:13:50.605 --> 00:13:51.926
So it goes back to my PT answer.

00:13:51.946 --> 00:13:52.407
It depends,

00:13:52.866 --> 00:13:54.707
but more leans to Tony in that probably

00:13:54.727 --> 00:13:56.470
the person with experience has insight.

00:13:56.590 --> 00:13:59.471
Others don't, I don't disagree there.

00:13:59.893 --> 00:14:01.094
Like if I were to come in and

00:14:01.114 --> 00:14:01.974
be like, Tony, how many,

00:14:02.274 --> 00:14:03.235
how many events are there?

00:14:03.254 --> 00:14:05.376
How many parts are there to a triathlon?

00:14:05.397 --> 00:14:06.298
What would your,

00:14:06.717 --> 00:14:07.379
it's not a trick question.

00:14:07.418 --> 00:14:07.678
Yeah.

00:14:07.839 --> 00:14:08.679
Three.

00:14:08.700 --> 00:14:08.961
Three.

00:14:09.481 --> 00:14:10.984
I would say it is a trick question

00:14:11.203 --> 00:14:12.546
because if you're doing a long-distance

00:14:12.586 --> 00:14:15.409
triathlon, it's swim, bike, run, think,

00:14:15.630 --> 00:14:16.130
and eat.

00:14:16.292 --> 00:14:17.452
You've got a lot of time to think

00:14:17.754 --> 00:14:19.155
and be nervous and over-calculate,

00:14:19.436 --> 00:14:20.298
and you have to keep eating.

00:14:20.518 --> 00:14:21.519
So it's like, oh, yeah,

00:14:21.558 --> 00:14:23.903
but a shorter triathlon –

00:14:23.461 --> 00:14:24.663
Nutrition, not so much.

00:14:24.682 --> 00:14:26.484
When I see people in a sprint triathlon

00:14:26.783 --> 00:14:28.644
stopping for water, and I'm like,

00:14:29.024 --> 00:14:30.186
you're not going to get sweaty in this

00:14:30.225 --> 00:14:30.625
whole race.

00:14:30.645 --> 00:14:33.528
It's like you've seen Bolt taking a drink

00:14:33.567 --> 00:14:34.229
at the hundred meters.

00:14:34.249 --> 00:14:35.688
It's like, I think you'll be okay.

00:14:36.570 --> 00:14:36.850
So yeah,

00:14:36.889 --> 00:14:39.371
I think insight can definitely help.

00:14:39.892 --> 00:14:42.352
I've also seen, I won't say his name,

00:14:42.373 --> 00:14:47.076
but there was a great people, Hong Kang.

00:14:47.537 --> 00:14:49.317
He was a CI.

00:14:49.437 --> 00:14:50.057
He wasn't my CI,

00:14:50.158 --> 00:14:51.038
but he was at the clinic I was

00:14:51.099 --> 00:14:52.399
at, one of my rotations.

00:14:53.360 --> 00:14:55.421
and he just broke he was like don't

00:14:55.461 --> 00:14:56.880
overthink it man it's just movement like

00:14:57.360 --> 00:14:59.881
why is he's like a baseball pitcher dancer

00:15:00.261 --> 00:15:01.802
he's like he just had this way of

00:15:01.863 --> 00:15:03.562
looking at things though where he's like

00:15:03.602 --> 00:15:04.864
show me the thing that makes you hurt

00:15:04.964 --> 00:15:06.244
and like they do it ten times and

00:15:06.264 --> 00:15:07.884
he's like okay we do this and he

00:15:07.904 --> 00:15:10.105
was just like like dude looked so

00:15:10.164 --> 00:15:12.905
disinterested i was like this guy does not

00:15:12.946 --> 00:15:15.187
care he's just over in the corner and

00:15:15.206 --> 00:15:16.466
was just on his notes and he'd like

00:15:16.527 --> 00:15:17.707
look up and be like do this

00:15:18.467 --> 00:15:20.548
And he looked so disinterested,

00:15:21.068 --> 00:15:23.090
but he got like such great results.

00:15:23.110 --> 00:15:24.811
And he only did what he needed to

00:15:24.850 --> 00:15:25.051
do.

00:15:25.770 --> 00:15:27.011
You know what I mean?

00:15:27.052 --> 00:15:28.653
Like there was no wasted effort.

00:15:28.692 --> 00:15:29.732
There was no wasted energy.

00:15:29.753 --> 00:15:30.592
It wasn't a wasted.

00:15:30.953 --> 00:15:31.913
I wouldn't even say it was a wasted

00:15:31.994 --> 00:15:32.313
word.

00:15:32.533 --> 00:15:33.875
It wasn't even a wasted syllable.

00:15:34.235 --> 00:15:35.495
Dude just knew exactly what to do.

00:15:35.535 --> 00:15:36.436
And he's like, it's just movement.

00:15:37.395 --> 00:15:39.256
What do you do?

00:15:39.297 --> 00:15:40.658
So what made you think of this?

00:15:41.754 --> 00:15:43.176
Just just it.

00:15:43.277 --> 00:15:45.038
Everything goes back into marketing for

00:15:45.077 --> 00:15:45.298
me.

00:15:45.359 --> 00:15:46.980
So I was sitting here and I'm like,

00:15:47.660 --> 00:15:47.900
you know,

00:15:47.941 --> 00:15:50.984
I flip through TikTok and Instagram and

00:15:51.044 --> 00:15:53.147
I'm watching these younger clinicians that

00:15:53.187 --> 00:15:55.089
are coming out, creating content.

00:15:55.769 --> 00:15:58.451
I'm thinking about target demographics,

00:15:58.552 --> 00:15:59.413
who you're talking to.

00:15:59.432 --> 00:16:00.514
And I even think about myself,

00:16:00.553 --> 00:16:02.515
like my total knee replacement community.

00:16:03.017 --> 00:16:04.818
I've never had a total knee replacement.

00:16:05.298 --> 00:16:07.801
I don't care if I've treated hundreds of

00:16:08.000 --> 00:16:10.341
patients after knee replacement or

00:16:10.461 --> 00:16:12.062
thousands of people online.

00:16:12.123 --> 00:16:14.465
It's one of those deals where I've never

00:16:14.524 --> 00:16:15.686
been in your shoes.

00:16:15.745 --> 00:16:16.686
And I acknowledge it.

00:16:16.806 --> 00:16:17.366
I say that.

00:16:17.407 --> 00:16:17.947
I'm like, look,

00:16:18.466 --> 00:16:20.008
the best thing that I could deliver is

00:16:20.087 --> 00:16:20.509
I could say,

00:16:21.533 --> 00:16:22.913
you, Mr. Patient,

00:16:23.333 --> 00:16:25.195
can talk to your brother, your sister,

00:16:25.294 --> 00:16:26.815
somebody you know who had a knee

00:16:26.855 --> 00:16:27.394
replacement.

00:16:28.075 --> 00:16:30.696
I can bring you the experience of hundreds

00:16:30.735 --> 00:16:32.576
of people who have had a knee replacement,

00:16:32.995 --> 00:16:33.816
but I've never been there.

00:16:34.037 --> 00:16:35.756
I've never experienced it.

00:16:36.397 --> 00:16:38.817
And so when I'm thinking of my back

00:16:38.836 --> 00:16:42.538
pain at an age of fifty, I'm like,

00:16:42.557 --> 00:16:46.178
there's no person who hasn't experienced

00:16:46.198 --> 00:16:48.759
what I'm experiencing who can really

00:16:48.839 --> 00:16:51.299
understand what I'm feeling

00:16:52.597 --> 00:16:53.739
And in my opinion,

00:16:53.899 --> 00:16:56.041
I don't think they can create an effective

00:16:56.081 --> 00:16:57.601
treatment plan because they're going to

00:16:57.662 --> 00:16:59.923
come at me with all their techniques and

00:16:59.943 --> 00:17:01.765
their specialties and their biases and

00:17:01.785 --> 00:17:02.605
their ideas.

00:17:03.888 --> 00:17:05.689
I think I would be really hard pressed

00:17:05.709 --> 00:17:09.511
to find a therapist who really understood

00:17:09.593 --> 00:17:11.875
exactly what I'm experiencing right now.

00:17:12.535 --> 00:17:12.875
You know,

00:17:12.895 --> 00:17:15.179
and it's something that has taken me out

00:17:15.239 --> 00:17:17.363
of commission from a training perspective.

00:17:17.423 --> 00:17:18.104
I haven't run.

00:17:18.484 --> 00:17:19.326
I haven't lifted.

00:17:19.385 --> 00:17:21.469
There's a bunch of stuff that I literally

00:17:21.509 --> 00:17:22.109
can't do.

00:17:22.872 --> 00:17:24.354
Doesn't mean I haven't done other things.

00:17:24.753 --> 00:17:26.076
Doesn't mean I've stopped working.

00:17:26.116 --> 00:17:26.978
Doesn't mean, you know.

00:17:27.878 --> 00:17:29.220
I've changed behaviors.

00:17:29.799 --> 00:17:32.441
But I just I think if I was

00:17:32.500 --> 00:17:35.481
an uneducated consumer who doesn't really

00:17:35.542 --> 00:17:36.962
understand what I'm feeling,

00:17:37.542 --> 00:17:39.183
coming into a therapist,

00:17:39.503 --> 00:17:40.785
and I hate to put an age on

00:17:40.845 --> 00:17:40.964
it,

00:17:41.345 --> 00:17:42.405
but I'm just going to say like a

00:17:42.506 --> 00:17:44.205
twenty five year old therapist,

00:17:44.826 --> 00:17:46.027
they're going to take me through all of

00:17:46.047 --> 00:17:47.528
these special tests and they're going to

00:17:47.548 --> 00:17:49.048
take me through all of these things.

00:17:49.088 --> 00:17:51.169
And I'm going to have positive findings

00:17:51.209 --> 00:17:52.509
for, you know, yeah,

00:17:52.589 --> 00:17:54.391
I probably have had stenosis for twenty

00:17:54.431 --> 00:17:55.991
years and I probably had these other

00:17:56.011 --> 00:17:56.432
things.

00:17:56.491 --> 00:17:56.571
And

00:17:57.642 --> 00:17:57.982
I don't know.

00:17:58.063 --> 00:18:00.086
It's just so so I go in two

00:18:00.106 --> 00:18:01.269
directions with this one.

00:18:02.131 --> 00:18:03.272
I don't know that I could find a

00:18:03.854 --> 00:18:05.718
clinician who could effectively treat me

00:18:05.758 --> 00:18:07.141
for what I'm dealing with right now.

00:18:08.211 --> 00:18:11.794
if they don't understand their own

00:18:11.854 --> 00:18:12.375
experiences?

00:18:12.714 --> 00:18:13.516
And two,

00:18:14.316 --> 00:18:16.798
why are we not making this the focus

00:18:16.878 --> 00:18:19.059
of our marketing messages?

00:18:19.961 --> 00:18:21.823
I know there are therapists who say, hey,

00:18:21.863 --> 00:18:23.223
I come from a sports background.

00:18:23.284 --> 00:18:25.205
I played collegiate football.

00:18:25.266 --> 00:18:26.567
I understand these things.

00:18:27.228 --> 00:18:28.828
But I want to see more of that.

00:18:28.848 --> 00:18:31.330
I want to see every therapist out there

00:18:31.391 --> 00:18:31.852
saying,

00:18:32.491 --> 00:18:34.432
I understand, I can empathize,

00:18:34.492 --> 00:18:36.532
I can connect with because these are my

00:18:36.573 --> 00:18:37.794
personal experiences.

00:18:37.854 --> 00:18:39.273
This is what I've been through.

00:18:39.834 --> 00:18:41.755
Now, I would share this experience,

00:18:41.775 --> 00:18:42.815
but I don't want to because I don't

00:18:42.835 --> 00:18:44.756
want a bunch of low back pain referrals.

00:18:45.036 --> 00:18:46.455
That is not what I want at my

00:18:46.496 --> 00:18:46.976
clinic.

00:18:47.375 --> 00:18:49.616
So there's the business side of it that

00:18:49.656 --> 00:18:52.057
says stay away from low back pain.

00:18:52.458 --> 00:18:53.479
That is not what we do.

00:18:53.519 --> 00:18:55.119
That's not the culture of our clinic.

00:18:55.840 --> 00:18:57.001
But it just got me thinking from a

00:18:57.102 --> 00:18:58.242
marketing perspective,

00:18:59.044 --> 00:19:01.145
if I did want that kind of referral,

00:19:02.047 --> 00:19:03.067
how would I communicate it?

00:19:03.548 --> 00:19:03.647
Yeah.

00:19:04.409 --> 00:19:04.729
Yeah.

00:19:04.749 --> 00:19:04.969
I mean,

00:19:05.269 --> 00:19:07.111
I'd be remiss if my friend Jamie,

00:19:07.131 --> 00:19:08.031
who's a psychologist,

00:19:08.051 --> 00:19:09.252
were listening because he listens to the

00:19:09.292 --> 00:19:10.653
show sometimes and he loves when I try

00:19:10.694 --> 00:19:11.075
to bring up,

00:19:11.955 --> 00:19:13.376
I try to be an amateur psychologist,

00:19:13.396 --> 00:19:14.657
but he did teach me this.

00:19:15.578 --> 00:19:15.878
Do you know,

00:19:16.179 --> 00:19:17.000
did we talk about this before?

00:19:17.039 --> 00:19:18.340
The difference between empathy and

00:19:18.401 --> 00:19:18.801
sympathy?

00:19:18.821 --> 00:19:18.942
Yeah.

00:19:20.212 --> 00:19:21.093
Tell me.

00:19:21.113 --> 00:19:24.535
I can have empathy for a woman who's

00:19:24.575 --> 00:19:26.256
pregnant and what it's like to give birth.

00:19:26.395 --> 00:19:27.936
I can't have sympathy for it because I

00:19:27.977 --> 00:19:28.517
haven't done it.

00:19:28.856 --> 00:19:30.077
But I can imagine.

00:19:30.478 --> 00:19:30.637
Right.

00:19:30.678 --> 00:19:31.657
I could be like, oh, man,

00:19:31.698 --> 00:19:32.739
look at how she's standing.

00:19:32.759 --> 00:19:34.700
Her back must be killing her or whatever.

00:19:35.099 --> 00:19:35.440
Gosh,

00:19:35.460 --> 00:19:37.161
that must be so uncomfortable after

00:19:37.201 --> 00:19:37.540
hearing.

00:19:38.000 --> 00:19:38.902
But I can't have sympathy.

00:19:39.162 --> 00:19:41.063
Someone else who's done it can have

00:19:41.123 --> 00:19:41.583
sympathy.

00:19:42.998 --> 00:19:45.160
but knowing that like no two experiences

00:19:45.200 --> 00:19:46.240
are exactly alike.

00:19:46.260 --> 00:19:47.603
So I don't think Tony needs to get

00:19:47.623 --> 00:19:49.244
a knee replacement himself,

00:19:49.664 --> 00:19:50.885
even though he doesn't need one just to

00:19:50.925 --> 00:19:53.128
go through the process of being able to,

00:19:53.209 --> 00:19:53.769
uh, to have it.

00:19:53.788 --> 00:19:57.192
There was a doctor who just amputated his

00:19:57.252 --> 00:19:57.712
own leg,

00:19:57.732 --> 00:19:59.174
but he had a little psychology issue.

00:19:59.375 --> 00:20:00.817
He, some people have a thing.

00:20:00.836 --> 00:20:01.497
That's a thing.

00:20:01.958 --> 00:20:02.518
Yeah.

00:20:02.578 --> 00:20:05.060
Seated psychology issue to amputate.

00:20:05.481 --> 00:20:05.541
Um,

00:20:07.631 --> 00:20:09.755
I think you just need to ask the

00:20:09.795 --> 00:20:11.298
right questions, right?

00:20:11.378 --> 00:20:13.221
I mean, people will reveal themselves.

00:20:15.088 --> 00:20:16.429
Well, what you were getting to,

00:20:16.689 --> 00:20:17.230
and I agree,

00:20:17.269 --> 00:20:19.651
I think the best compromise for all of

00:20:19.691 --> 00:20:22.152
this is if I was going to try

00:20:22.172 --> 00:20:23.132
to find a therapist,

00:20:23.553 --> 00:20:24.913
go to therapy somewhere,

00:20:25.693 --> 00:20:27.473
I would be looking for somebody who's

00:20:27.493 --> 00:20:31.256
going to function as an associate,

00:20:31.856 --> 00:20:33.217
not a healer.

00:20:33.537 --> 00:20:33.836
You know,

00:20:33.917 --> 00:20:35.678
somebody who's going to work with me to

00:20:35.698 --> 00:20:37.199
help me try to figure this out,

00:20:37.778 --> 00:20:39.140
not somebody who's going to say,

00:20:39.359 --> 00:20:40.520
I have the cure for you.

00:20:40.701 --> 00:20:41.621
This is what we're going to do.

00:20:42.481 --> 00:20:42.902
And so...

00:20:44.358 --> 00:20:47.141
I think even that kind of line of

00:20:47.201 --> 00:20:48.500
thought is something that we should

00:20:48.540 --> 00:20:50.481
communicate in our marketing message.

00:20:51.163 --> 00:20:52.442
If that's what we want to be like,

00:20:52.682 --> 00:20:53.923
I don't want to be the healer.

00:20:54.003 --> 00:20:55.045
I don't want to be the guru.

00:20:55.144 --> 00:20:56.085
I don't want to be the one that

00:20:56.105 --> 00:20:57.766
has the fix.

00:20:57.786 --> 00:20:59.386
I tell every one of my patients, look,

00:20:59.826 --> 00:21:01.307
I probably don't know.

00:21:02.208 --> 00:21:04.589
what the root cause of this problem is.

00:21:06.352 --> 00:21:07.853
I'm going to do the best to eliminate

00:21:07.873 --> 00:21:09.954
the things that just absolutely don't make

00:21:09.994 --> 00:21:10.295
sense.

00:21:10.335 --> 00:21:12.416
This doesn't seem like a bone problem.

00:21:12.616 --> 00:21:14.679
This doesn't seem like a ligament problem.

00:21:14.719 --> 00:21:16.299
This doesn't seem like, you know,

00:21:16.319 --> 00:21:16.700
whatever.

00:21:18.241 --> 00:21:20.583
And in the process of us eliminating what

00:21:20.644 --> 00:21:23.365
we probably don't think this is,

00:21:24.328 --> 00:21:25.471
we're going to work on moving,

00:21:25.810 --> 00:21:27.253
getting fit, getting strong,

00:21:27.294 --> 00:21:29.597
like doing things that don't make you feel

00:21:29.657 --> 00:21:32.501
worse and potentially improve your fitness

00:21:32.542 --> 00:21:33.544
level and health level.

00:21:34.365 --> 00:21:35.688
And maybe at the end,

00:21:36.689 --> 00:21:38.712
even if you don't have less pain,

00:21:39.829 --> 00:21:40.931
we're going to be healthier.

00:21:41.230 --> 00:21:43.492
Maybe we'll be stronger and we're going to

00:21:43.512 --> 00:21:45.413
have things that we can use to kind

00:21:45.513 --> 00:21:48.496
of control what's going on better than you

00:21:48.536 --> 00:21:49.237
have right now.

00:21:49.656 --> 00:21:51.558
Like that's the kind of therapist that

00:21:51.598 --> 00:21:53.279
I've always been that I want to be.

00:21:53.900 --> 00:21:55.301
So I don't need to be an expert.

00:21:55.402 --> 00:21:58.403
I don't need to be a triathlete in

00:21:58.443 --> 00:22:00.484
order to help them kind of discover the

00:22:00.545 --> 00:22:02.886
path back to where they want to be.

00:22:03.267 --> 00:22:05.189
I'm just going to come with you along

00:22:05.209 --> 00:22:05.749
for the ride.

00:22:05.989 --> 00:22:06.088
Yeah.

00:22:06.109 --> 00:22:07.810
It's the difference between, um,

00:22:09.275 --> 00:22:11.396
the, the, the, the hero and the guide,

00:22:11.517 --> 00:22:12.396
like I'm going to be the guide,

00:22:12.698 --> 00:22:13.317
but also it's like,

00:22:13.397 --> 00:22:14.979
am I being the guide for, uh,

00:22:15.118 --> 00:22:15.279
you know,

00:22:15.339 --> 00:22:16.861
in terms of rehab or am I being

00:22:16.881 --> 00:22:18.162
the guy for performance?

00:22:18.241 --> 00:22:19.163
Those are two different things.

00:22:19.442 --> 00:22:22.484
You can have someone who's the X Ironman

00:22:22.585 --> 00:22:23.125
champion,

00:22:23.465 --> 00:22:24.787
who is now really great at coaching.

00:22:24.987 --> 00:22:26.528
You could have someone who's a mediocre

00:22:26.607 --> 00:22:27.028
athlete,

00:22:27.269 --> 00:22:28.849
be a really great coach because they're

00:22:28.869 --> 00:22:30.810
just coaching is a skill, right?

00:22:31.071 --> 00:22:32.472
And being an athlete is

00:22:33.053 --> 00:22:35.035
has a set of skills and you might've

00:22:35.055 --> 00:22:36.455
done all the same things, right?

00:22:36.576 --> 00:22:37.817
But you just didn't have it.

00:22:37.897 --> 00:22:38.178
I don't know.

00:22:38.198 --> 00:22:39.618
Your legs weren't long enough or you just

00:22:39.659 --> 00:22:40.800
weren't big enough or whatever.

00:22:40.901 --> 00:22:41.981
Just as you didn't have it.

00:22:43.742 --> 00:22:47.507
So, so yes, I mean, I think,

00:22:47.606 --> 00:22:49.067
I think we've seen our fair share.

00:22:49.087 --> 00:22:50.529
If you were, if you brought Mark Cargill,

00:22:50.569 --> 00:22:50.630
uh,

00:22:52.354 --> 00:22:54.255
One example of this would be if someone

00:22:54.375 --> 00:22:57.195
asks, I was very confused by this.

00:22:57.836 --> 00:22:59.916
We have that pain scale from zero to

00:22:59.957 --> 00:23:01.196
ten, where's your pain, right?

00:23:01.676 --> 00:23:03.038
And then someone says ten,

00:23:03.498 --> 00:23:04.498
and I remember I did this too when

00:23:04.518 --> 00:23:05.038
I was a student.

00:23:05.057 --> 00:23:05.739
I was like, oh yeah.

00:23:07.219 --> 00:23:08.759
you know, tens, we're going to,

00:23:08.799 --> 00:23:10.000
you just got stung by bees in the

00:23:10.121 --> 00:23:11.821
eyeball with salt.

00:23:12.343 --> 00:23:13.624
And they're like, yeah, it's a tent.

00:23:13.644 --> 00:23:15.204
And I remember being like, ah,

00:23:15.365 --> 00:23:16.665
this person just wants attention or

00:23:16.685 --> 00:23:17.066
whatever.

00:23:17.425 --> 00:23:18.886
And then you look back at it or

00:23:18.906 --> 00:23:20.208
you hear someone like Mark,

00:23:20.228 --> 00:23:21.308
and I'm pretty sure it was him having

00:23:21.328 --> 00:23:23.810
the discussion is like, how do you know?

00:23:24.587 --> 00:23:25.709
Like that person could be sitting

00:23:25.729 --> 00:23:27.288
completely calm and they're so used to

00:23:27.308 --> 00:23:28.230
what ten is, whatever.

00:23:28.289 --> 00:23:28.549
I don't know.

00:23:28.769 --> 00:23:30.510
You made the scale up, dumbass.

00:23:30.790 --> 00:23:31.431
I answered it.

00:23:31.671 --> 00:23:32.490
Why are you mad at me?

00:23:32.551 --> 00:23:33.291
Why are you doubting me?

00:23:33.412 --> 00:23:34.811
Is it because I'm not screaming and

00:23:34.853 --> 00:23:36.032
bleeding, right?

00:23:36.212 --> 00:23:37.534
Is that what you're – or are you

00:23:37.594 --> 00:23:39.374
trying to teach me something?

00:23:39.474 --> 00:23:40.575
It's not that bad, buddy.

00:23:41.394 --> 00:23:42.935
Or I've also heard this,

00:23:43.096 --> 00:23:44.817
and it's probably an amalgamation of all

00:23:44.856 --> 00:23:45.817
of them,

00:23:45.836 --> 00:23:48.038
which is like is this person – has

00:23:48.057 --> 00:23:49.838
this person said it's a six and it

00:23:49.858 --> 00:23:51.660
really hurts and it really hurts four

00:23:51.700 --> 00:23:52.480
thousand times?

00:23:52.539 --> 00:23:52.859
I'm like,

00:23:52.920 --> 00:23:53.980
I guess I have to yell a ten.

00:23:55.348 --> 00:23:58.270
We've called a rental car company and

00:23:58.351 --> 00:24:01.792
screamed, operate, operator,

00:24:01.833 --> 00:24:03.153
because you're just frustrated with the

00:24:03.192 --> 00:24:03.693
process.

00:24:03.713 --> 00:24:03.933
You're like,

00:24:04.173 --> 00:24:05.494
I guess I have to be a dick

00:24:06.255 --> 00:24:07.836
to get the result because nothing.

00:24:08.036 --> 00:24:08.796
I've been nice.

00:24:09.056 --> 00:24:09.797
That didn't work.

00:24:09.896 --> 00:24:10.876
Now I need to scream.

00:24:10.936 --> 00:24:12.458
So it's like sometimes people are just in

00:24:12.498 --> 00:24:12.978
the system.

00:24:13.519 --> 00:24:14.900
You put them in the system and they

00:24:14.940 --> 00:24:16.619
said ten and you doubted them.

00:24:16.980 --> 00:24:17.721
Who the hell are you?

00:24:17.980 --> 00:24:19.182
Who the hell are you to doubt them?

00:24:19.241 --> 00:24:19.501
Right.

00:24:19.642 --> 00:24:20.142
I don't know.

00:24:20.583 --> 00:24:22.163
But I think if Mark were here,

00:24:22.463 --> 00:24:23.104
he'd bring that up.

00:24:23.771 --> 00:24:25.992
Talking about pain scales, I think it was,

00:24:26.553 --> 00:24:28.133
I don't even know, fifteen years ago.

00:24:28.853 --> 00:24:30.913
I've been practice owner twenty five

00:24:30.973 --> 00:24:31.294
years.

00:24:31.314 --> 00:24:33.114
So let's go back like fifteen,

00:24:33.255 --> 00:24:34.275
eighteen years ago.

00:24:34.734 --> 00:24:35.875
I was like, why?

00:24:36.015 --> 00:24:38.736
Why am I wasting my time asking patients

00:24:38.776 --> 00:24:41.957
for a number when the patient, you know,

00:24:42.017 --> 00:24:43.497
on the best of days,

00:24:43.517 --> 00:24:45.557
the patient's going to be like, well,

00:24:45.678 --> 00:24:47.438
in the morning or in the afternoon with

00:24:47.478 --> 00:24:49.038
pain meds or without pain meds?

00:24:49.058 --> 00:24:49.798
You know, it's like

00:24:50.419 --> 00:24:53.420
We understand the context around pain and

00:24:53.460 --> 00:24:56.141
it's so dependent on, are you fearful,

00:24:56.221 --> 00:24:57.020
anxiety?

00:24:57.080 --> 00:24:58.661
Did you sleep well last night?

00:24:58.681 --> 00:24:59.281
Are you hungry?

00:24:59.301 --> 00:25:00.922
Like all of these influencing factors.

00:25:00.942 --> 00:25:02.742
I'm like, it makes no sense.

00:25:03.563 --> 00:25:05.863
So I had transitioned to, okay,

00:25:05.883 --> 00:25:07.463
I don't want a subjective pain report.

00:25:07.943 --> 00:25:09.285
I'm never going to ask you for a

00:25:09.345 --> 00:25:10.006
pain number.

00:25:11.165 --> 00:25:12.708
I found the Mankowski,

00:25:12.748 --> 00:25:13.847
and I don't know if I'm saying that

00:25:13.888 --> 00:25:14.788
right, pain scale,

00:25:14.808 --> 00:25:19.051
which had descriptors of what a seven

00:25:19.092 --> 00:25:20.913
would be, what a five would be.

00:25:21.574 --> 00:25:23.655
And then I would use the physical

00:25:23.695 --> 00:25:26.857
manifestation of what I could observe as

00:25:27.398 --> 00:25:29.740
an indication of pain level.

00:25:30.161 --> 00:25:31.902
But even with that, you know, I mean,

00:25:32.001 --> 00:25:33.383
it's completely ridiculous.

00:25:33.403 --> 00:25:36.525
Like I would tell you a deep searing

00:25:36.565 --> 00:25:36.846
pain.

00:25:37.586 --> 00:25:38.987
But it makes me laugh.

00:25:39.106 --> 00:25:42.289
My response to discomfort, my response,

00:25:42.630 --> 00:25:44.612
even if, you know, something bad happens,

00:25:45.512 --> 00:25:46.854
my first response is to laugh.

00:25:46.874 --> 00:25:48.955
I have a nervous habit of laughing.

00:25:49.936 --> 00:25:51.778
And so I remember a couple of years

00:25:51.817 --> 00:25:54.160
ago, I think I fractured an ankle,

00:25:54.961 --> 00:25:56.803
stepped on the edge of a basketball court.

00:25:57.522 --> 00:25:58.943
It was immense pain.

00:25:59.585 --> 00:26:01.826
I was laying on the ground laughing

00:26:01.886 --> 00:26:04.288
hysterically because I didn't know what

00:26:04.308 --> 00:26:05.349
else to do, you know,

00:26:05.390 --> 00:26:07.932
but that is the way pain comes out

00:26:08.011 --> 00:26:09.594
for me.

00:26:09.693 --> 00:26:11.315
An observer would look at me and be

00:26:11.355 --> 00:26:11.935
like, what the heck?

00:26:12.016 --> 00:26:13.057
You can't hurt that much.

00:26:13.457 --> 00:26:14.298
Right.

00:26:14.317 --> 00:26:14.678
So, yeah,

00:26:14.798 --> 00:26:16.599
I think the pain scale is absurd.

00:26:16.680 --> 00:26:18.382
I think it's ridiculous that we're still

00:26:18.422 --> 00:26:20.824
teaching students to use the pain scale.

00:26:21.463 --> 00:26:22.965
It's never been an effective tool.

00:26:23.532 --> 00:26:25.096
Yeah, Ben said he heard someone say this.

00:26:25.195 --> 00:26:26.859
If I used a rusty knife to pull

00:26:26.920 --> 00:26:27.842
off your skin right now,

00:26:27.882 --> 00:26:29.806
would your pain increase from the ten?

00:26:30.748 --> 00:26:31.750
If so, it's not a ten.

00:26:32.270 --> 00:26:32.550
Yes.

00:26:33.934 --> 00:26:35.035
I get it.

00:26:35.095 --> 00:26:36.175
He heard a PT say that once.

00:26:36.477 --> 00:26:37.938
I think the only effective pain scale,

00:26:37.958 --> 00:26:38.758
have you ever seen this one?

00:26:38.778 --> 00:26:40.199
This is the improved pain scale.

00:26:40.619 --> 00:26:41.160
Yeah.

00:26:41.180 --> 00:26:42.461
Number one might be an itch.

00:26:42.500 --> 00:26:43.701
Number two, I just need a Band-Aid.

00:26:43.741 --> 00:26:45.623
Number six is bees.

00:26:46.344 --> 00:26:47.765
Number nine, mauled by a bear.

00:26:48.925 --> 00:26:49.866
I guess that's accurate.

00:26:49.886 --> 00:26:51.448
But also, I always like to ask,

00:26:51.488 --> 00:26:53.048
or someone smart taught me to ask,

00:26:53.189 --> 00:26:54.109
what are you going to do with that

00:26:54.150 --> 00:26:54.630
information?

00:26:54.670 --> 00:26:55.009
Right.

00:26:55.191 --> 00:26:55.290
Yeah.

00:26:55.911 --> 00:26:56.611
So it's a nine.

00:26:56.931 --> 00:26:57.230
Okay.

00:26:57.912 --> 00:26:58.951
Well, that's better than yesterday.

00:26:59.192 --> 00:27:00.811
Why don't you look on the bright side?

00:27:01.093 --> 00:27:03.173
Um, I'm here and it's a nine.

00:27:03.272 --> 00:27:04.053
So I get it.

00:27:04.093 --> 00:27:05.074
Let's all look on the bright side.

00:27:05.094 --> 00:27:06.114
What are we going to do about it?

00:27:06.513 --> 00:27:07.595
What does that nine,

00:27:07.714 --> 00:27:09.015
does that nine change any of your

00:27:09.055 --> 00:27:09.835
information or not?

00:27:09.855 --> 00:27:10.494
Does it change?

00:27:10.634 --> 00:27:12.096
Uh, does it change your treatment plan?

00:27:12.135 --> 00:27:13.355
If not, I don't know.

00:27:13.435 --> 00:27:14.817
Great information.

00:27:14.856 --> 00:27:16.076
Good to know.

00:27:16.237 --> 00:27:16.636
Yeah.

00:27:16.777 --> 00:27:16.957
Yeah.

00:27:17.416 --> 00:27:17.917
I agree.

00:27:18.958 --> 00:27:19.077
Um,

00:27:20.244 --> 00:27:22.125
Anything before we wrap this up?

00:27:22.165 --> 00:27:25.269
And I know we had shared some topic

00:27:25.409 --> 00:27:25.989
ideas.

00:27:26.088 --> 00:27:26.950
If you want to take a look in

00:27:26.970 --> 00:27:27.470
the chat.

00:27:27.931 --> 00:27:28.391
I've got one.

00:27:28.770 --> 00:27:29.071
Go ahead.

00:27:29.531 --> 00:27:30.413
So I'm doing this.

00:27:31.373 --> 00:27:32.534
I was talking to some people the other

00:27:32.554 --> 00:27:33.555
day about...

00:27:35.336 --> 00:27:37.239
what we see on like social media right

00:27:37.659 --> 00:27:39.060
so what we see and what people are

00:27:39.080 --> 00:27:41.525
looking for and the debate comes in or

00:27:41.545 --> 00:27:43.067
maybe i just notice it and then it

00:27:43.106 --> 00:27:44.489
comes out and then it comes back again

00:27:44.509 --> 00:27:46.592
i've seen it ten times in my ten

00:27:46.632 --> 00:27:49.234
years and it's how much business content

00:27:49.615 --> 00:27:50.817
should be in pt school

00:27:51.337 --> 00:27:51.538
Right.

00:27:52.138 --> 00:27:54.261
And I look at them and I say,

00:27:54.342 --> 00:27:55.723
like, I, first of all, there is,

00:27:55.743 --> 00:27:57.586
there needs to be business content or that

00:27:57.626 --> 00:27:58.468
school isn't accredited.

00:27:58.488 --> 00:27:59.869
So I'm going to defend the academics

00:27:59.890 --> 00:28:00.029
there.

00:28:00.069 --> 00:28:02.232
There has to be a checkbox list of

00:28:02.272 --> 00:28:02.753
those things.

00:28:03.173 --> 00:28:04.215
But the question always is,

00:28:04.556 --> 00:28:05.436
is it enough to,

00:28:06.423 --> 00:28:07.864
And I would always say,

00:28:08.243 --> 00:28:09.663
I don't think that's the role of PT

00:28:09.683 --> 00:28:10.464
school, right?

00:28:10.704 --> 00:28:12.125
It's actually in the name.

00:28:12.184 --> 00:28:13.726
If you look very, very closely,

00:28:14.105 --> 00:28:17.048
it says physical therapy school.

00:28:17.327 --> 00:28:18.887
The school is teaching you how to be

00:28:18.907 --> 00:28:19.228
a physical.

00:28:19.268 --> 00:28:20.009
I know it's confusing.

00:28:20.028 --> 00:28:21.669
It should be school physical therapy.

00:28:21.689 --> 00:28:23.309
But there's also a business school.

00:28:23.609 --> 00:28:24.770
There's a communication school.

00:28:24.790 --> 00:28:25.871
There's a school of psychology.

00:28:27.271 --> 00:28:28.632
So I'm not saying no content.

00:28:28.771 --> 00:28:30.373
Or if you're curious about it,

00:28:30.432 --> 00:28:32.153
there was no content about ice hockey

00:28:32.273 --> 00:28:32.614
before.

00:28:32.893 --> 00:28:34.794
or gymnastics in my PT program.

00:28:34.834 --> 00:28:36.074
But if I wanted to treat ice hockey

00:28:36.094 --> 00:28:36.974
players or gymnasts,

00:28:37.335 --> 00:28:38.434
I would need to go on to more

00:28:38.474 --> 00:28:39.915
schooling or look into it myself.

00:28:40.355 --> 00:28:40.776
But anyway,

00:28:41.336 --> 00:28:42.876
we got to go in circles and someone

00:28:42.916 --> 00:28:43.136
said,

00:28:43.617 --> 00:28:45.698
how much business content is on your

00:28:45.758 --> 00:28:46.759
podcast specifically?

00:28:46.778 --> 00:28:47.118
I'm like, well,

00:28:47.159 --> 00:28:48.759
I think it's sprinkled in there.

00:28:48.799 --> 00:28:50.160
We're talking about stuff that's related

00:28:50.200 --> 00:28:51.941
to business because I think when you boil

00:28:51.980 --> 00:28:52.540
business down,

00:28:53.000 --> 00:28:55.643
it's a value exchange between people.

00:28:55.722 --> 00:28:56.803
It's communicating that.

00:28:56.843 --> 00:28:58.104
There's psychology elements.

00:28:58.304 --> 00:28:59.483
There's rules and regulations,

00:28:59.523 --> 00:29:00.505
which I don't want to touch with a

00:29:01.945 --> 00:29:03.707
So I just said, gosh,

00:29:04.448 --> 00:29:05.509
I know a lot of people,

00:29:05.548 --> 00:29:08.031
but I've never really structured it in

00:29:08.112 --> 00:29:09.093
terms of a course.

00:29:09.472 --> 00:29:10.074
I've never done it.

00:29:10.314 --> 00:29:11.775
I'm also not selling a course.

00:29:11.935 --> 00:29:13.477
This is not my prelude to.

00:29:13.777 --> 00:29:15.159
For just ninety three dollars,

00:29:15.219 --> 00:29:16.539
you can have the MBA.

00:29:16.839 --> 00:29:17.381
I'm not doing that.

00:29:17.560 --> 00:29:18.863
This will be open sourced.

00:29:19.423 --> 00:29:20.304
this will be free.

00:29:20.923 --> 00:29:22.266
This will be, uh, uh,

00:29:22.705 --> 00:29:23.247
what is it called?

00:29:23.287 --> 00:29:25.368
Like, will we create it in a group?

00:29:25.429 --> 00:29:26.589
Like just like group, group,

00:29:26.609 --> 00:29:27.230
create a group,

00:29:27.269 --> 00:29:28.290
think whatever we're doing.

00:29:28.811 --> 00:29:30.913
Uh, the, the experts, I am vetting them.

00:29:31.134 --> 00:29:32.454
I sort of have to know if they're,

00:29:32.714 --> 00:29:33.115
if they've got,

00:29:33.276 --> 00:29:34.636
if I would take a course,

00:29:34.676 --> 00:29:35.958
if this person were teaching that,

00:29:36.298 --> 00:29:37.980
would I trust that person enough to do

00:29:38.000 --> 00:29:38.200
that?

00:29:38.621 --> 00:29:40.782
So I posted this on LinkedIn yesterday,

00:29:40.823 --> 00:29:42.023
not even twenty four hours ago.

00:29:42.104 --> 00:29:42.684
Did you see this?

00:29:42.845 --> 00:29:43.905
I think I tagged you in it.

00:29:43.925 --> 00:29:44.165
I've been an

00:29:46.383 --> 00:29:47.544
I tagged you in it, Tony.

00:29:47.663 --> 00:29:48.744
I was looking for you to teach a

00:29:48.785 --> 00:29:49.105
course.

00:29:49.224 --> 00:29:51.646
So I just literally said the MBA,

00:29:51.707 --> 00:29:53.127
Masters of Business Administration,

00:29:53.449 --> 00:29:54.189
for the DPT.

00:29:54.710 --> 00:29:56.451
This would not be in a syllabus.

00:29:56.490 --> 00:29:57.711
This would not be in a school.

00:29:58.152 --> 00:29:59.532
So I said PT schools taught us how

00:29:59.553 --> 00:30:00.413
to treat patients,

00:30:00.493 --> 00:30:02.576
didn't teach us how to run a business,

00:30:02.675 --> 00:30:04.917
lead a team, design a career.

00:30:05.198 --> 00:30:05.577
Because again,

00:30:05.597 --> 00:30:06.578
you don't need to just run...

00:30:06.919 --> 00:30:07.880
You don't have to just want to run

00:30:07.900 --> 00:30:08.240
a business.

00:30:08.259 --> 00:30:09.500
You could want to be in a business.

00:30:09.961 --> 00:30:11.222
But part of that would be running a

00:30:11.303 --> 00:30:12.784
team, all those different things.

00:30:13.203 --> 00:30:14.424
So what if we unfixed it?

00:30:14.464 --> 00:30:14.625
So...

00:30:15.786 --> 00:30:16.807
I created,

00:30:16.926 --> 00:30:17.768
and I know this is going to shock

00:30:17.788 --> 00:30:18.929
you, Tony, with ChatGPT,

00:30:19.048 --> 00:30:22.070
what would the syllabus be for a physical

00:30:22.090 --> 00:30:24.313
therapist who wanted to know more about

00:30:24.353 --> 00:30:24.593
business?

00:30:24.613 --> 00:30:27.255
What would be the MBA light for a

00:30:27.295 --> 00:30:27.915
DPT?

00:30:28.016 --> 00:30:28.836
And it spit out

00:30:29.795 --> 00:30:30.394
A syllabus.

00:30:30.694 --> 00:30:31.996
We're going to break up into four

00:30:32.036 --> 00:30:32.536
semesters.

00:30:32.796 --> 00:30:33.695
So we're going to do this in twenty

00:30:33.715 --> 00:30:35.217
twenty six, four quarters,

00:30:35.777 --> 00:30:37.676
five or six courses per quarter.

00:30:37.977 --> 00:30:38.877
And I just put it out there.

00:30:39.278 --> 00:30:42.118
Who wants to teach what course?

00:30:42.298 --> 00:30:42.838
And I did not.

00:30:43.058 --> 00:30:44.578
Besides you and a couple of people,

00:30:44.598 --> 00:30:45.720
I did not ping a lot of people.

00:30:45.759 --> 00:30:46.420
This was not like.

00:30:46.900 --> 00:30:47.740
an attention grab,

00:30:48.121 --> 00:30:49.362
but people have showed up.

00:30:49.402 --> 00:30:50.622
Will Boyd just chimed in.

00:30:50.642 --> 00:30:52.002
He's like, I'll do number one,

00:30:52.324 --> 00:30:54.805
the thing we say we need in school.

00:30:55.265 --> 00:30:56.365
I would actually say we need it before

00:30:56.405 --> 00:30:56.967
you go to PTs,

00:30:57.007 --> 00:30:58.748
before you sign on for a loan.

00:30:58.768 --> 00:31:00.509
You have to understand it's too late when

00:31:00.528 --> 00:31:01.108
you're doing it there.

00:31:01.690 --> 00:31:02.349
But Will Boyd's like,

00:31:02.390 --> 00:31:03.351
I'll do money literacy.

00:31:04.266 --> 00:31:05.926
Chad Madden, known for marketing, is like,

00:31:06.248 --> 00:31:07.669
I'll do marketing one-on-one, right?

00:31:08.588 --> 00:31:10.030
Amit is a guy I know who's a

00:31:10.090 --> 00:31:11.491
business consultant and has jumped on for

00:31:11.511 --> 00:31:11.711
a bun.

00:31:11.751 --> 00:31:14.233
I've had Lucas Van Etten from Ohio on

00:31:14.253 --> 00:31:14.773
a couple times.

00:31:14.834 --> 00:31:17.696
So I'm sort of crowdsourcing these things

00:31:18.076 --> 00:31:18.517
where I've said,

00:31:18.557 --> 00:31:19.919
these are the things that – this is

00:31:19.939 --> 00:31:22.641
how I've used my podcast for ten years.

00:31:23.961 --> 00:31:25.083
I want to know some stuff.

00:31:26.031 --> 00:31:27.272
I don't feel like paying for the course

00:31:27.292 --> 00:31:28.054
or taking too much time.

00:31:28.314 --> 00:31:29.355
Could you just like have a beer with

00:31:29.394 --> 00:31:31.596
me and like, just give me the beats.

00:31:31.915 --> 00:31:32.737
Give me the CliffsNotes.

00:31:33.176 --> 00:31:35.199
So you're not going to get a certificate

00:31:35.259 --> 00:31:35.960
at the end of this.

00:31:36.640 --> 00:31:37.340
You're just not.

00:31:38.060 --> 00:31:39.261
But you will walk away with some good

00:31:39.321 --> 00:31:39.622
ideas.

00:31:39.883 --> 00:31:41.763
So think of this as like a less

00:31:41.983 --> 00:31:42.565
scripted,

00:31:42.884 --> 00:31:44.266
although I've already had a conversation

00:31:44.286 --> 00:31:45.186
with several of these people going,

00:31:45.426 --> 00:31:46.446
do you want me to do slides?

00:31:47.288 --> 00:31:47.948
Not slides.

00:31:47.968 --> 00:31:49.249
Like, is this a conversation?

00:31:49.269 --> 00:31:50.009
Is this Q&A?

00:31:50.289 --> 00:31:51.690
And I keep pushing back like a good

00:31:51.730 --> 00:31:52.150
therapist.

00:31:52.170 --> 00:31:52.951
And I go, depends.

00:31:53.750 --> 00:31:54.751
How do you picture this?

00:31:55.031 --> 00:31:56.192
Does it need slides?

00:31:56.452 --> 00:31:57.712
Because we can record the video,

00:31:57.752 --> 00:31:58.453
which is fine.

00:31:59.054 --> 00:32:00.934
I'm not going to edit it a ton,

00:32:01.095 --> 00:32:01.654
if at all.

00:32:01.775 --> 00:32:03.576
But the goal is to give people a

00:32:03.635 --> 00:32:06.057
taste while you're driving or, you know,

00:32:06.116 --> 00:32:07.657
tour from class, tour from clinical,

00:32:07.698 --> 00:32:08.417
tour from work.

00:32:08.818 --> 00:32:09.459
So that's the idea.

00:32:09.659 --> 00:32:10.598
So I'm crowdsourcing that.

00:32:10.638 --> 00:32:11.980
And that's my goal for twenty twenty six.

00:32:12.000 --> 00:32:13.141
That's my that's my big, hairy,

00:32:13.161 --> 00:32:14.461
audacious goal for twenty twenty six.

00:32:14.480 --> 00:32:15.461
So what are you teaching, Tony?

00:32:16.374 --> 00:32:18.015
I don't know, but I love the idea.

00:32:18.055 --> 00:32:19.797
How have we never done that before?

00:32:19.856 --> 00:32:22.239
Have you never done that before?

00:32:22.259 --> 00:32:24.340
I started to in PT school.

00:32:24.901 --> 00:32:26.561
I said, I want to be in sports.

00:32:26.742 --> 00:32:27.702
This is back when I thought I wanted

00:32:27.722 --> 00:32:28.864
to be a sports physical therapist.

00:32:28.903 --> 00:32:30.405
So I was like, I have a podcast.

00:32:30.665 --> 00:32:32.126
I will interview someone who's like an

00:32:32.267 --> 00:32:33.248
expert at sports.

00:32:34.451 --> 00:32:36.373
baseball football track swimming and then

00:32:36.413 --> 00:32:38.214
I want to get into we like fencing,

00:32:38.796 --> 00:32:39.737
or like,

00:32:40.077 --> 00:32:41.759
I don't like weird sports and get into

00:32:41.799 --> 00:32:41.880
it.

00:32:42.079 --> 00:32:43.121
And what I found is like,

00:32:43.300 --> 00:32:44.883
there was some nuance to it but was

00:32:44.923 --> 00:32:47.046
it interesting enough to do a conversation

00:32:47.086 --> 00:32:48.207
with each kind of,

00:32:48.446 --> 00:32:49.689
it was but I lost interest,

00:32:49.709 --> 00:32:50.750
I also didn't want to be a sports

00:32:50.769 --> 00:32:51.730
physical therapist anymore.

00:32:52.717 --> 00:32:53.998
I'm still interested in this.

00:32:54.218 --> 00:32:54.999
So look at this.

00:32:55.558 --> 00:32:58.461
I get to ride sidecar on this motorcycle

00:32:58.540 --> 00:33:00.261
sidecar little journey with these smart

00:33:00.281 --> 00:33:01.663
people while they ride around.

00:33:02.423 --> 00:33:02.923
And listen,

00:33:02.943 --> 00:33:06.546
this is Seinfeld going for coffee in cars

00:33:06.685 --> 00:33:08.428
with donuts or whatever his show is.

00:33:09.627 --> 00:33:10.429
So that's the syllabus.

00:33:10.848 --> 00:33:12.410
I would love for you and Dave to

00:33:12.450 --> 00:33:13.790
take a look and see if I missed

00:33:13.830 --> 00:33:14.250
anything.

00:33:14.491 --> 00:33:15.511
We can always add to it.

00:33:15.571 --> 00:33:16.573
I mean, there's no rules here.

00:33:17.413 --> 00:33:18.673
And I would like to make it a

00:33:18.795 --> 00:33:19.615
mix of people.

00:33:19.875 --> 00:33:21.655
I like the fact that someone like Will

00:33:21.695 --> 00:33:22.057
Boyd,

00:33:22.757 --> 00:33:23.678
or Chad Madden,

00:33:24.358 --> 00:33:26.000
who probably could teach five or six of

00:33:26.040 --> 00:33:27.162
these was like, I'll take one.

00:33:27.442 --> 00:33:28.202
And I like, I mean,

00:33:28.442 --> 00:33:29.663
I like that because now I know it'll

00:33:29.683 --> 00:33:30.885
be a higher likelihood of them getting it

00:33:30.925 --> 00:33:32.346
done because I know how I am too.

00:33:32.847 --> 00:33:33.969
But I also like how we're just going

00:33:33.989 --> 00:33:35.089
to like, I don't know, man,

00:33:35.329 --> 00:33:38.594
mix it up, you know, toss the salad.

00:33:38.713 --> 00:33:40.315
Please don't say that.

00:33:40.335 --> 00:33:41.195
I wanted to see if I could make

00:33:41.215 --> 00:33:41.596
you laugh.

00:33:42.917 --> 00:33:44.179
Yeah, no, it's awesome.

00:33:44.358 --> 00:33:45.460
I would say, you know,

00:33:45.519 --> 00:33:49.242
bringing more voices in is what we want.

00:33:49.423 --> 00:33:51.464
I'll just fill in the gaps where needed,

00:33:51.525 --> 00:33:52.185
where I can.

00:33:52.807 --> 00:33:54.988
Ben said, maybe you do get a certificate.

00:33:55.489 --> 00:33:56.930
It says it's not that hard to partner

00:33:56.950 --> 00:33:58.351
with an educational institutionalist.

00:33:58.951 --> 00:33:59.392
Really?

00:33:59.531 --> 00:33:59.592
See,

00:33:59.612 --> 00:34:00.813
that's coming from someone like me who's

00:34:00.853 --> 00:34:01.814
like, ah, it's probably,

00:34:02.434 --> 00:34:04.696
if it's more than four pages of paperwork.

00:34:06.310 --> 00:34:07.612
Like I wouldn't still have a driver's

00:34:07.632 --> 00:34:08.713
license if it was difficult.

00:34:08.992 --> 00:34:09.914
But yeah, you're probably right.

00:34:09.974 --> 00:34:13.356
I mean, Matt Kondo is a professor.

00:34:13.416 --> 00:34:14.617
He came to me and he would make

00:34:14.637 --> 00:34:17.219
a bunch of stuff for my NPTE study

00:34:17.259 --> 00:34:17.798
podcast.

00:34:18.199 --> 00:34:21.402
We got published somewhere in some journal

00:34:21.422 --> 00:34:22.722
that Matt could tell you what it was.

00:34:22.983 --> 00:34:24.324
He was like, let's study if...

00:34:26.096 --> 00:34:28.777
studying for the NPTE with a podcast like

00:34:28.978 --> 00:34:29.398
helps.

00:34:29.777 --> 00:34:31.559
And I'm like, okay,

00:34:31.579 --> 00:34:32.661
you're in charge of how to do,

00:34:32.740 --> 00:34:33.501
I don't know how to do that.

00:34:33.561 --> 00:34:34.641
I'll be the podcast guy.

00:34:34.681 --> 00:34:35.143
You do the,

00:34:35.182 --> 00:34:37.184
and we got published and I could find

00:34:37.204 --> 00:34:38.726
that somewhere, but yeah, I guess maybe,

00:34:38.746 --> 00:34:40.467
I don't know, Ben, you're smarter than me.

00:34:40.487 --> 00:34:41.547
We'll get out a certificate.

00:34:41.847 --> 00:34:43.108
I can make something on, well,

00:34:43.148 --> 00:34:43.610
first of all,

00:34:44.050 --> 00:34:45.451
you can just make certificates.

00:34:45.510 --> 00:34:47.413
Like you can go to Canva and you

00:34:47.432 --> 00:34:48.333
can just make those.

00:34:48.753 --> 00:34:49.773
So good idea.

00:34:50.594 --> 00:34:51.815
Stephen Dunn says he's into it too.

00:34:51.976 --> 00:34:52.295
He said,

00:34:52.876 --> 00:34:54.295
even though some of us old clinic owners

00:34:54.335 --> 00:34:55.117
are interested in it as well.

00:34:55.677 --> 00:34:57.757
I think if you're an old clinic owner

00:34:58.077 --> 00:34:59.077
and you're still around,

00:34:59.217 --> 00:35:02.840
it shows that you probably have the desire

00:35:02.880 --> 00:35:03.519
to learn more.

00:35:03.780 --> 00:35:04.699
Because if you didn't,

00:35:05.121 --> 00:35:06.521
you wouldn't have learned more and you

00:35:06.581 --> 00:35:07.862
probably would have been phased out by

00:35:07.902 --> 00:35:08.041
now.

00:35:08.061 --> 00:35:09.222
I mean, you evolved.

00:35:10.181 --> 00:35:12.923
So this is built out of my curiosity

00:35:12.943 --> 00:35:13.704
and we'll see where it goes.

00:35:15.009 --> 00:35:16.550
But I would love suggestions too.

00:35:16.710 --> 00:35:17.590
If you think like, oh,

00:35:17.630 --> 00:35:19.771
I would love to learn from this person

00:35:19.811 --> 00:35:20.371
on this topic.

00:35:20.952 --> 00:35:22.652
I don't think they need to be in

00:35:22.693 --> 00:35:24.954
PT specifically as well.

00:35:25.014 --> 00:35:26.114
I don't think that's a prerequisite.

00:35:26.615 --> 00:35:28.317
Look at me using educational terms like

00:35:28.436 --> 00:35:31.998
prerequisite.

00:35:32.099 --> 00:35:32.498
All right.

00:35:32.518 --> 00:35:33.079
That's awesome.

00:35:33.119 --> 00:35:33.960
What else do we got?

00:35:36.721 --> 00:35:37.922
I was looking through the chat.

00:35:40.163 --> 00:35:40.704
Yeah.

00:35:42.032 --> 00:35:44.672
I didn't get a chance to read Larry's

00:35:45.393 --> 00:35:46.474
recent article.

00:35:46.773 --> 00:35:48.375
Did you get a chance to read that?

00:35:48.434 --> 00:35:49.574
I think Dave shared it.

00:35:50.835 --> 00:35:52.335
I read the title,

00:35:52.657 --> 00:35:55.038
and then I read the comments to see

00:35:55.237 --> 00:35:56.858
which direction people are going.

00:35:56.898 --> 00:35:59.099
But the one you're talking about was the

00:35:59.159 --> 00:36:00.659
one he was talking about, Hinge or Sword?

00:36:01.000 --> 00:36:01.239
Yeah.

00:36:01.260 --> 00:36:02.380
Okay.

00:36:03.335 --> 00:36:06.898
What was the general theme that you picked

00:36:06.958 --> 00:36:07.039
up?

00:36:08.599 --> 00:36:10.041
I mean, well, I mean,

00:36:10.081 --> 00:36:11.742
he shared an image of a stick figure

00:36:11.943 --> 00:36:12.382
and he's like,

00:36:12.402 --> 00:36:14.744
when your three billion dollar AI care

00:36:14.784 --> 00:36:19.307
model comes with stick figures and no PT,

00:36:19.768 --> 00:36:24.291
how much is actually there was the vibe

00:36:24.311 --> 00:36:24.853
that I was getting.

00:36:26.010 --> 00:36:27.170
So I shared,

00:36:27.471 --> 00:36:28.572
and this is what got me thinking of

00:36:28.672 --> 00:36:28.851
it.

00:36:30.213 --> 00:36:32.974
So I go through my old photos and

00:36:32.994 --> 00:36:33.414
videos.

00:36:33.594 --> 00:36:35.737
And actually this morning on the way here,

00:36:35.916 --> 00:36:38.159
I shared a post saying, hey guys,

00:36:38.699 --> 00:36:41.981
like if you're not capturing photos and

00:36:42.001 --> 00:36:43.722
videos just all day long,

00:36:43.842 --> 00:36:46.545
you're missing out on a ton of value.

00:36:48.166 --> 00:36:49.166
I wanted to get some...

00:36:50.208 --> 00:36:52.728
posts out on my Facebook business page and

00:36:53.248 --> 00:36:54.509
Instagram and TikTok.

00:36:55.009 --> 00:36:56.148
So what I do is I go into

00:36:56.188 --> 00:36:58.710
my desktop and I'm like iPhone downloads.

00:36:58.750 --> 00:36:59.110
And I just,

00:36:59.230 --> 00:37:00.789
I find all of the stuff that I

00:37:00.809 --> 00:37:01.650
pull off my phone.

00:37:02.469 --> 00:37:03.610
And in the past,

00:37:03.789 --> 00:37:06.771
I had found pictures of home exercise

00:37:06.811 --> 00:37:07.371
programs.

00:37:07.451 --> 00:37:09.891
Now some were stick figures,

00:37:10.371 --> 00:37:11.592
some were drawings,

00:37:12.072 --> 00:37:13.831
some were photos of people,

00:37:13.851 --> 00:37:15.612
but this was stuff like even in the

00:37:15.733 --> 00:37:17.773
best of what I found,

00:37:18.512 --> 00:37:20.313
It was like Microsoft Word.

00:37:20.634 --> 00:37:21.974
You take a photo,

00:37:22.255 --> 00:37:23.996
you put it into a Word document,

00:37:24.016 --> 00:37:25.277
you type up the description,

00:37:25.336 --> 00:37:27.038
and that's the home exercise program.

00:37:27.057 --> 00:37:29.039
It's been printed out thousands of times.

00:37:29.739 --> 00:37:30.920
And so I shared a post.

00:37:31.659 --> 00:37:33.221
Maybe I didn't word it correctly.

00:37:33.842 --> 00:37:35.963
You know, kind of saying, hey, guys,

00:37:36.182 --> 00:37:37.724
it's two thousand twenty five.

00:37:37.784 --> 00:37:39.565
This is two thousand five.

00:37:40.264 --> 00:37:40.844
content.

00:37:40.945 --> 00:37:43.246
Why are we still producing this?

00:37:43.346 --> 00:37:44.447
We want to get paid more.

00:37:44.586 --> 00:37:45.947
We want to be better respected.

00:37:46.327 --> 00:37:48.748
And yet we're putting junk like this out.

00:37:49.449 --> 00:37:50.510
And holy cow,

00:37:50.750 --> 00:37:52.851
I was surprised at how many therapists are

00:37:52.871 --> 00:37:55.211
like geriatrics don't know how to use

00:37:55.251 --> 00:37:55.972
technology.

00:37:56.032 --> 00:37:58.172
Geriatrics don't want smartphones.

00:37:58.193 --> 00:37:59.753
They need this kind of stuff.

00:38:01.452 --> 00:38:02.572
Even if that was the case,

00:38:02.592 --> 00:38:03.172
which it's not,

00:38:04.132 --> 00:38:05.994
I've got a clinic full of geriatrics who

00:38:06.074 --> 00:38:08.554
want me to send them videos on their

00:38:08.635 --> 00:38:11.315
smartphones that they can reference with

00:38:11.376 --> 00:38:13.536
verbal explanations of what they should be

00:38:13.597 --> 00:38:13.938
doing.

00:38:14.617 --> 00:38:15.137
But I get it.

00:38:15.237 --> 00:38:15.458
Yeah,

00:38:15.478 --> 00:38:17.579
like there's still a place for paper

00:38:17.619 --> 00:38:18.699
copies of things.

00:38:20.059 --> 00:38:22.601
I was just amazed at how resistant

00:38:22.641 --> 00:38:24.862
therapists were to saying, hey,

00:38:24.902 --> 00:38:25.862
we can make this better.

00:38:26.422 --> 00:38:28.585
You know, so I've always said, look,

00:38:28.824 --> 00:38:29.844
if I'm going to give you a stick

00:38:29.864 --> 00:38:31.226
figure, it's going to be free.

00:38:31.806 --> 00:38:33.648
If I'm going to give you something better,

00:38:33.987 --> 00:38:36.010
there might be some costs associated with

00:38:36.030 --> 00:38:36.070
it,

00:38:36.130 --> 00:38:38.951
especially if I'm updating it outside of

00:38:39.032 --> 00:38:40.612
billable face-to-face time.

00:38:41.313 --> 00:38:42.393
That's a different topic.

00:38:42.994 --> 00:38:46.416
But I was just surprised at how resistant

00:38:46.777 --> 00:38:49.237
so many therapists were to saying, hey,

00:38:49.679 --> 00:38:51.300
we could probably do better than these

00:38:51.340 --> 00:38:51.920
stick figures.

00:38:51.940 --> 00:38:52.820
Is it...

00:38:55.813 --> 00:38:58.675
Is it because it's hard that they would

00:38:58.695 --> 00:38:59.496
have to make a change?

00:38:59.655 --> 00:39:00.737
Ironically, like, isn't it?

00:39:01.077 --> 00:39:04.039
If I were my friend, Jamie would say,

00:39:04.778 --> 00:39:06.480
every accusation is an admission.

00:39:07.161 --> 00:39:08.561
These geriatrics don't understand

00:39:08.621 --> 00:39:09.202
technology.

00:39:09.342 --> 00:39:09.501
Oh,

00:39:09.521 --> 00:39:11.322
so you don't know how to use anything

00:39:11.382 --> 00:39:11.623
better.

00:39:12.623 --> 00:39:14.304
Or it's effort on your part to have

00:39:14.344 --> 00:39:16.326
to do that outside of, well,

00:39:16.346 --> 00:39:17.967
just go over to HEP to go and

00:39:18.027 --> 00:39:19.807
hit click, click, click, print.

00:39:20.728 --> 00:39:23.210
My grandmother was ninety nine and a half

00:39:23.230 --> 00:39:23.349
years.

00:39:25.016 --> 00:39:26.858
uh gammy just passed away a few months

00:39:26.898 --> 00:39:30.157
ago she was on facebook she was on

00:39:30.177 --> 00:39:31.938
she was texting and she wasn't just like

00:39:32.139 --> 00:39:34.659
on there like she would chime in the

00:39:34.679 --> 00:39:36.539
group chat with the family and make funny

00:39:36.719 --> 00:39:38.900
like she knew she had comedic timing at

00:39:38.960 --> 00:39:40.601
ninety nine we're gonna round up say she

00:39:40.641 --> 00:39:41.681
was a hundred because she was ninety nine

00:39:41.701 --> 00:39:43.101
and a half so that is a cop

00:39:43.181 --> 00:39:44.842
out especially in twenty twenty five like

00:39:45.681 --> 00:39:47.061
i'm wondering when that is going i can

00:39:47.101 --> 00:39:49.802
actually hear apta geriatrics members uh

00:39:49.822 --> 00:39:51.302
cheering because they've thought they've

00:39:51.344 --> 00:39:52.903
known this for years um

00:39:54.112 --> 00:39:57.295
Is someone – who's the app?

00:39:57.414 --> 00:39:57.994
What's the app?

00:39:58.215 --> 00:40:01.197
HEP to go is essentially stick figures,

00:40:01.757 --> 00:40:02.836
like, in a printed form.

00:40:03.018 --> 00:40:04.277
But, like, hey, listen,

00:40:04.318 --> 00:40:05.518
did its job for a long time.

00:40:06.239 --> 00:40:07.639
Have we not evolved from that?

00:40:07.739 --> 00:40:08.760
Is there nothing out – I know a

00:40:08.800 --> 00:40:09.400
lot – I know, like,

00:40:09.501 --> 00:40:11.561
every EMR wants to do the thing,

00:40:11.641 --> 00:40:13.422
and they sort of have it embedded.

00:40:13.443 --> 00:40:15.804
But, like, has anybody done it well?

00:40:16.965 --> 00:40:18.784
I haven't seen it, you know,

00:40:18.925 --> 00:40:21.007
and I –

00:40:21.931 --> 00:40:25.233
My point in sharing that more was not

00:40:25.253 --> 00:40:27.653
to necessarily say we need to completely

00:40:27.693 --> 00:40:30.514
do away with this, but it's to say,

00:40:30.614 --> 00:40:33.177
look, we can do better than this.

00:40:34.271 --> 00:40:35.733
And even if you have somebody at the

00:40:35.793 --> 00:40:37.293
other end, now my mother-in-law,

00:40:37.353 --> 00:40:38.414
I think she's ninety two.

00:40:38.875 --> 00:40:40.797
She loves her phone because she can't

00:40:40.876 --> 00:40:41.257
hear.

00:40:41.516 --> 00:40:43.438
She's got like ninety eight percent

00:40:43.498 --> 00:40:44.159
hearing loss.

00:40:44.219 --> 00:40:45.219
She can read lips.

00:40:45.940 --> 00:40:47.380
If you talk to her directly,

00:40:47.440 --> 00:40:49.061
she has no cognitive deficits,

00:40:49.121 --> 00:40:51.023
but she loves the phone because she can

00:40:51.083 --> 00:40:53.505
read the text message and she can kind

00:40:53.545 --> 00:40:54.686
of watch the videos.

00:40:54.746 --> 00:40:57.588
And especially with closed caption.

00:40:58.208 --> 00:40:58.409
I mean,

00:40:58.449 --> 00:41:00.369
it's opened up her world to so many

00:41:00.429 --> 00:41:00.949
new things.

00:41:00.969 --> 00:41:01.391
So like

00:41:02.050 --> 00:41:05.454
There are advantages in both directions.

00:41:05.994 --> 00:41:07.215
My thing is, no,

00:41:07.815 --> 00:41:09.757
I haven't seen a platform out there that

00:41:09.797 --> 00:41:10.416
does it well.

00:41:11.858 --> 00:41:13.780
I know there is a way to do

00:41:13.840 --> 00:41:14.260
it well.

00:41:14.340 --> 00:41:16.541
We just need somebody to figure it out.

00:41:16.922 --> 00:41:17.862
You know, that's all I'm saying.

00:41:18.063 --> 00:41:19.204
Are we two weeks?

00:41:19.224 --> 00:41:19.684
I was going to say,

00:41:19.704 --> 00:41:21.085
are we six months to a year away?

00:41:21.364 --> 00:41:23.246
But really, are we two weeks away from?

00:41:23.867 --> 00:41:24.186
I mean, look,

00:41:24.387 --> 00:41:25.168
I don't know how to code,

00:41:25.387 --> 00:41:27.710
but we have AI scribes.

00:41:29.224 --> 00:41:31.527
I think the issue is like exercises and

00:41:31.586 --> 00:41:31.947
movement,

00:41:31.967 --> 00:41:33.708
like have all these like jargony terms,

00:41:33.789 --> 00:41:34.931
what I might call it this,

00:41:34.971 --> 00:41:35.811
you might call it that.

00:41:35.831 --> 00:41:36.431
And it's weird.

00:41:36.871 --> 00:41:38.333
Now the patient in the middle is like,

00:41:38.474 --> 00:41:39.155
I don't really know.

00:41:39.574 --> 00:41:41.096
Then if you want to modify someone,

00:41:41.376 --> 00:41:43.157
something to do something, do this,

00:41:43.197 --> 00:41:44.679
but do it like this, not as deep,

00:41:44.719 --> 00:41:45.119
whatever.

00:41:45.561 --> 00:41:46.942
So you could record that.

00:41:48.570 --> 00:41:51.172
And then add something like an AI video

00:41:51.211 --> 00:41:51.773
generator.

00:41:52.672 --> 00:41:54.355
So the process would be like, all right,

00:41:54.375 --> 00:41:55.956
hey, listen, it's the last five minutes.

00:41:56.657 --> 00:41:58.117
You prompt your AI scribe.

00:41:58.617 --> 00:41:59.599
Hey, it's the last five minutes.

00:41:59.679 --> 00:42:01.179
Let's work on the three exercises I'm

00:42:01.199 --> 00:42:01.760
going to give you.

00:42:02.121 --> 00:42:02.922
Here's number one.

00:42:03.202 --> 00:42:03.882
I'm going to do it.

00:42:04.463 --> 00:42:06.563
Add computer vision to this part, right?

00:42:06.704 --> 00:42:08.565
Or you could just describe it as now

00:42:08.606 --> 00:42:09.646
it gets a little tricky.

00:42:09.666 --> 00:42:10.708
You have to be a good describer.

00:42:11.527 --> 00:42:11.668
Yeah.

00:42:12.409 --> 00:42:14.309
We're going to modify it not as deep.

00:42:14.730 --> 00:42:15.170
Got it.

00:42:15.389 --> 00:42:16.590
There's video number one.

00:42:16.829 --> 00:42:17.751
Let's do video two.

00:42:17.791 --> 00:42:18.690
Here's video three.

00:42:19.130 --> 00:42:21.152
And then let's get that texted over you.

00:42:21.532 --> 00:42:22.791
And now it should be able to be

00:42:22.851 --> 00:42:24.472
texted through the EMR because you have

00:42:24.512 --> 00:42:26.552
that patient's cell phone number logged in

00:42:26.572 --> 00:42:26.713
there.

00:42:26.773 --> 00:42:27.873
We can send text messages.

00:42:28.293 --> 00:42:30.253
So let me know when my royalties check

00:42:30.655 --> 00:42:31.315
should show up.

00:42:31.355 --> 00:42:32.614
I'll let you know the address because we

00:42:32.655 --> 00:42:33.715
just invented how to do it, right?

00:42:33.875 --> 00:42:34.456
But we're there.

00:42:35.335 --> 00:42:36.255
Nothing I just said.

00:42:36.516 --> 00:42:38.876
The connections between might be broken,

00:42:39.217 --> 00:42:40.677
but everything I just said is possible

00:42:40.858 --> 00:42:41.737
right now, correct?

00:42:42.539 --> 00:42:43.661
Yeah, a hundred percent.

00:42:44.440 --> 00:42:46.603
And I think we would probably find that

00:42:46.643 --> 00:42:48.443
it's being done in other professions.

00:42:49.143 --> 00:42:50.744
I showed you guys, you know,

00:42:50.945 --> 00:42:52.806
when my car goes into the shop,

00:42:52.867 --> 00:42:54.447
Toyota puts it up on the lift.

00:42:54.947 --> 00:42:57.188
The mechanic takes a phone.

00:42:57.309 --> 00:42:58.329
I don't know if it's his phone or

00:42:58.349 --> 00:42:59.590
the company's phone.

00:43:00.110 --> 00:43:01.913
records a video showing me the

00:43:02.072 --> 00:43:03.313
undercarriage of my car,

00:43:03.353 --> 00:43:04.315
showing me the wheel,

00:43:04.355 --> 00:43:06.657
showing me the inspection that he's doing

00:43:07.237 --> 00:43:08.378
in real time,

00:43:08.858 --> 00:43:11.701
shoots that video over to me so that

00:43:11.800 --> 00:43:13.583
I can then make a decision to say,

00:43:13.663 --> 00:43:15.103
yes, I want this,

00:43:15.164 --> 00:43:17.686
this and this and pay for it right

00:43:17.706 --> 00:43:18.987
then and there over the phone.

00:43:19.027 --> 00:43:21.309
My car is literally still on the lift

00:43:21.329 --> 00:43:22.411
when I make that decision.

00:43:23.351 --> 00:43:26.853
You know that that is an app where

00:43:26.932 --> 00:43:27.253
he is,

00:43:27.574 --> 00:43:29.974
I'm guessing the mechanic is prompted.

00:43:30.494 --> 00:43:31.376
It's an oil change.

00:43:31.675 --> 00:43:33.436
It brings up an oil change template.

00:43:33.876 --> 00:43:34.038
Yeah.

00:43:34.117 --> 00:43:34.458
Okay.

00:43:34.518 --> 00:43:35.858
Video one, show you,

00:43:36.119 --> 00:43:37.159
I need to see the dipstick,

00:43:37.219 --> 00:43:38.980
pull the dip video of the dipstick, right?

00:43:39.000 --> 00:43:40.440
He's probably got a chest mount so he

00:43:40.460 --> 00:43:42.503
can be doing the thing while he's showing

00:43:42.523 --> 00:43:44.684
you things with his hands and whatever

00:43:44.724 --> 00:43:46.344
that app costs to develop.

00:43:46.925 --> 00:43:48.065
I mean, that's like, it's bold.

00:43:48.126 --> 00:43:49.367
It's like creating a video.

00:43:50.460 --> 00:43:51.161
with guardrails.

00:43:51.202 --> 00:43:52.481
It's bowling with bumpers.

00:43:52.501 --> 00:43:53.762
It's like, you can't really miss.

00:43:53.802 --> 00:43:54.543
It's like, okay,

00:43:54.864 --> 00:43:58.666
shoot a ten-second or less video of you

00:43:58.706 --> 00:44:00.648
showing the dipstick and walk through what

00:44:00.688 --> 00:44:01.148
we've said.

00:44:01.628 --> 00:44:03.789
Or it's got the script right on it

00:44:03.809 --> 00:44:04.550
and a teleprompter.

00:44:04.869 --> 00:44:06.030
And then you hit next and it brings

00:44:06.050 --> 00:44:06.550
you to the, okay,

00:44:06.610 --> 00:44:08.391
now go to the tire and show the

00:44:08.452 --> 00:44:08.793
tread.

00:44:09.112 --> 00:44:10.273
Even if the tread is good.

00:44:11.297 --> 00:44:11.577
Right?

00:44:11.817 --> 00:44:13.918
Because that shows your tread is good.

00:44:13.938 --> 00:44:15.157
Look, this is the tool we measure it.

00:44:15.418 --> 00:44:16.818
And you still got a ways to go.

00:44:16.878 --> 00:44:18.219
Come back in a couple thousand miles and

00:44:18.239 --> 00:44:18.860
we'll check it again.

00:44:19.340 --> 00:44:20.721
You do those eight point,

00:44:20.800 --> 00:44:23.961
fifteen point inspections and you show,

00:44:24.561 --> 00:44:25.121
not tell.

00:44:25.661 --> 00:44:26.862
Everybody's favorite day was show and

00:44:26.882 --> 00:44:27.163
tell.

00:44:27.762 --> 00:44:28.983
But every day is a tell day at

00:44:29.003 --> 00:44:29.304
school.

00:44:29.423 --> 00:44:30.923
Not every day are you allowed to bring

00:44:31.023 --> 00:44:32.744
in something cool and show people.

00:44:33.304 --> 00:44:34.925
So that was that was showing.

00:44:35.485 --> 00:44:35.666
I, we,

00:44:36.206 --> 00:44:37.606
there have been a lot of apps that

00:44:37.626 --> 00:44:38.567
have tried to do this, right?

00:44:38.606 --> 00:44:40.768
Like postural apps and things like that.

00:44:41.148 --> 00:44:42.608
I think the pushback there is they're

00:44:42.628 --> 00:44:43.349
like, dude,

00:44:43.369 --> 00:44:44.949
like that's not really showing, you know,

00:44:45.090 --> 00:44:45.969
everybody's different.

00:44:46.190 --> 00:44:47.110
We're not tires.

00:44:47.291 --> 00:44:49.532
I know the body mechanic analogy works,

00:44:49.572 --> 00:44:50.112
but doesn't.

00:44:50.992 --> 00:44:51.152
Um,

00:44:51.333 --> 00:44:53.454
I do like the use of video to

00:44:53.494 --> 00:44:54.833
show people results though.

00:44:54.893 --> 00:44:55.554
I think that's good.

00:44:55.594 --> 00:44:55.755
Look,

00:44:55.775 --> 00:44:57.094
look at personal trainers or people in

00:44:57.135 --> 00:44:57.614
weight loss.

00:44:57.835 --> 00:44:58.576
That's their bread and butter.

00:44:59.608 --> 00:45:01.148
So what's interesting here,

00:45:01.349 --> 00:45:02.670
and I'll just share what I do.

00:45:03.911 --> 00:45:05.813
Everybody who comes through my door signs

00:45:05.853 --> 00:45:06.733
a media release,

00:45:06.793 --> 00:45:09.175
signs the normal HIPAA privacy notice,

00:45:09.215 --> 00:45:10.255
signs all of that stuff.

00:45:12.418 --> 00:45:14.498
Usually on the first session and then

00:45:14.579 --> 00:45:16.681
periodically throughout the plan of care.

00:45:17.362 --> 00:45:18.643
I'm recording content.

00:45:19.063 --> 00:45:21.025
And you can see it on any of

00:45:21.085 --> 00:45:21.764
my media.

00:45:22.606 --> 00:45:23.505
Two or three things.

00:45:23.947 --> 00:45:25.047
This is what we're going to do.

00:45:25.168 --> 00:45:26.568
This is what your home program is.

00:45:27.597 --> 00:45:29.137
I record it while you're in the clinic.

00:45:29.717 --> 00:45:33.300
I immediately text it to your phone so

00:45:33.320 --> 00:45:35.541
that I have confirmation you received it,

00:45:35.681 --> 00:45:36.262
I sent it,

00:45:36.521 --> 00:45:38.402
but I also have the privacy notices in

00:45:38.463 --> 00:45:40.344
place because I'm gonna share it.

00:45:41.063 --> 00:45:44.186
And they know that I'm gonna share it.

00:45:44.326 --> 00:45:46.507
This benefits me and the patient in

00:45:46.547 --> 00:45:47.148
several ways.

00:45:48.088 --> 00:45:50.489
One, the patient sees themself.

00:45:50.728 --> 00:45:52.309
They're not seeing a fitness model.

00:45:52.329 --> 00:45:53.650
They're not seeing a twenty-year-old.

00:45:53.670 --> 00:45:55.010
This goes back to the beginning of the

00:45:55.030 --> 00:45:57.733
show where we said this is relatable.

00:45:57.753 --> 00:45:59.532
You see a real human that happens to

00:45:59.552 --> 00:46:00.153
be you.

00:46:00.653 --> 00:46:03.034
You hear what the therapist is telling you

00:46:03.054 --> 00:46:04.715
because it's my voice coming through the

00:46:04.755 --> 00:46:06.376
phone behind the camera.

00:46:06.996 --> 00:46:08.157
You hear the instructions.

00:46:08.177 --> 00:46:09.197
You hear the reps and sets.

00:46:09.217 --> 00:46:10.057
You hear the frequency.

00:46:10.097 --> 00:46:11.398
You hear everything that's supposed to

00:46:11.438 --> 00:46:11.739
happen.

00:46:13.380 --> 00:46:15.900
I can capture, let's say, a minute

00:46:16.914 --> 00:46:19.034
And that minute that would have normally

00:46:19.054 --> 00:46:21.496
been paid for by the insurance and never

00:46:21.536 --> 00:46:22.777
gotten paid again,

00:46:23.556 --> 00:46:25.518
I can capture that minute of time and

00:46:25.597 --> 00:46:27.539
monetize it for the next five to ten

00:46:27.579 --> 00:46:27.878
years.

00:46:28.378 --> 00:46:30.719
Because social media is going to continue

00:46:30.739 --> 00:46:33.382
to pay me if it's a good clip

00:46:33.521 --> 00:46:35.382
and if other people want to see that

00:46:35.422 --> 00:46:35.663
clip.

00:46:36.402 --> 00:46:38.563
I can provide access to individuals

00:46:38.704 --> 00:46:40.925
anywhere in the world to hear what a

00:46:40.965 --> 00:46:42.726
physical therapist in the United States

00:46:42.746 --> 00:46:44.286
would be telling them if they had the

00:46:44.306 --> 00:46:47.009
same condition completely for free.

00:46:47.688 --> 00:46:50.371
That person in India gets free access to

00:46:50.391 --> 00:46:50.590
care.

00:46:51.510 --> 00:46:53.411
I get paid by the advertisers and

00:46:53.452 --> 00:46:54.733
potentially the product company.

00:46:55.273 --> 00:46:58.036
My patient gets the best possible example

00:46:58.076 --> 00:46:59.677
and explanation of what they should be

00:46:59.717 --> 00:47:02.478
doing at home until we update the home

00:47:02.539 --> 00:47:03.599
exercise program.

00:47:04.440 --> 00:47:06.340
And I do it in the session.

00:47:06.380 --> 00:47:08.041
So it's not like I have to take

00:47:08.101 --> 00:47:10.344
time away that's not billable forever.

00:47:11.144 --> 00:47:13.768
or take time away from other people to

00:47:13.887 --> 00:47:16.010
go in and create the HEP and do

00:47:16.070 --> 00:47:16.791
all of this stuff.

00:47:17.532 --> 00:47:19.614
I am doing this at point of contact

00:47:20.076 --> 00:47:22.117
as part of the paid treatment session.

00:47:23.320 --> 00:47:26.202
To me, it makes so much sense

00:47:27.155 --> 00:47:27.576
And now,

00:47:28.317 --> 00:47:30.259
does every single patient who walk in my

00:47:30.298 --> 00:47:31.880
door want a service like that?

00:47:31.960 --> 00:47:32.181
No.

00:47:32.601 --> 00:47:32.880
Okay.

00:47:33.141 --> 00:47:34.001
So I don't do it for them.

00:47:34.503 --> 00:47:36.864
But it's a vast minority of people,

00:47:37.025 --> 00:47:39.427
less than a ten percent,

00:47:39.847 --> 00:47:40.947
who don't want that.

00:47:41.969 --> 00:47:44.231
Most of the other people do want that

00:47:44.291 --> 00:47:44.711
service.

00:47:47.543 --> 00:47:49.005
Why aren't you sharing these things?

00:47:49.286 --> 00:47:52.831
Tony just turned his clinic into show and

00:47:52.871 --> 00:47:54.054
tell day every day.

00:47:55.114 --> 00:47:56.677
Was talking with someone the other day.

00:47:56.717 --> 00:47:57.318
I won't say who.

00:47:58.288 --> 00:47:59.509
but they were looking to raise their

00:47:59.568 --> 00:47:59.989
rates.

00:48:00.208 --> 00:48:01.309
And how do they do that?

00:48:01.349 --> 00:48:02.190
Did we talk about this?

00:48:02.210 --> 00:48:03.451
We might have talked about this on the

00:48:03.490 --> 00:48:03.690
side.

00:48:04.110 --> 00:48:05.132
So they were going to raise their rates.

00:48:05.172 --> 00:48:05.791
I forget what it was.

00:48:05.811 --> 00:48:06.731
Let's say they were going to raise them.

00:48:06.853 --> 00:48:07.873
They haven't done it in five years.

00:48:07.913 --> 00:48:09.233
They have to raise it twenty percent,

00:48:09.994 --> 00:48:13.135
which is actually should be advocating for

00:48:13.155 --> 00:48:14.556
you to raise your rates more often.

00:48:14.677 --> 00:48:16.478
So it doesn't need to be twenty percent

00:48:16.498 --> 00:48:17.117
to stay afloat.

00:48:17.478 --> 00:48:18.798
So I'll just that that's a little mini

00:48:18.838 --> 00:48:19.438
lesson right there.

00:48:20.599 --> 00:48:22.300
But what I had suggested was.

00:48:23.021 --> 00:48:24.141
Here's a crazy idea.

00:48:24.382 --> 00:48:25.722
Here's someone who's never done it,

00:48:25.963 --> 00:48:27.083
throwing out a Hail Mary.

00:48:27.143 --> 00:48:27.704
A what if?

00:48:28.045 --> 00:48:29.606
I haven't done it, but let's try it.

00:48:30.106 --> 00:48:31.188
So my suggestion was,

00:48:31.268 --> 00:48:33.309
what if you said you have to rate,

00:48:33.849 --> 00:48:34.650
we're raising our rate,

00:48:34.831 --> 00:48:37.393
we're raising our rate.

00:48:37.413 --> 00:48:38.434
We're raising our rate.

00:48:38.474 --> 00:48:39.333
We're raising our rate.

00:48:39.353 --> 00:48:39.894
We're raising our rate.

00:48:39.914 --> 00:48:41.695
We're raising our rate.

00:48:41.715 --> 00:48:42.536
We're raising our rate.

00:48:42.637 --> 00:48:44.719
We're raising our rate.

00:48:45.079 --> 00:48:46.440
We're raising our rate.

00:48:46.500 --> 00:48:47.581
We're raising our rate.

00:48:47.621 --> 00:48:48.501
We're raising our rate.

00:48:48.661 --> 00:48:49.422
We're raising our rate.

00:48:49.443 --> 00:48:50.463
We're raising our rate.

00:48:52.641 --> 00:48:53.822
with a hundred houses in it,

00:48:54.202 --> 00:48:56.643
you go submit plans to the town board

00:48:56.684 --> 00:48:59.005
for seven hundred and fifty houses and

00:48:59.025 --> 00:49:01.106
they talk you down to a hundred houses

00:49:01.126 --> 00:49:02.567
and you're like, fine, you win,

00:49:02.668 --> 00:49:03.588
I'll only do a hundred,

00:49:03.608 --> 00:49:04.809
we'll scale this back, right?

00:49:05.168 --> 00:49:06.570
So the idea there being is,

00:49:07.650 --> 00:49:09.092
Each choice is a win.

00:49:09.331 --> 00:49:09.592
You're like,

00:49:09.793 --> 00:49:10.954
do you not want to be on camera?

00:49:10.974 --> 00:49:11.773
You're not going to sign the release.

00:49:11.793 --> 00:49:12.295
That's fine.

00:49:12.474 --> 00:49:13.215
It's totally your thing.

00:49:13.615 --> 00:49:14.896
We give a ten percent discount.

00:49:15.416 --> 00:49:19.460
I'm sure I think I'm wondering if someone

00:49:19.500 --> 00:49:21.661
seal coats my driveway or paints my house

00:49:21.981 --> 00:49:23.463
and then there's a sign in my lawn

00:49:23.503 --> 00:49:24.623
for two weeks.

00:49:25.065 --> 00:49:26.425
Did I get something for that or am

00:49:26.445 --> 00:49:27.827
I just being nice because the guys were

00:49:27.907 --> 00:49:28.146
good?

00:49:28.266 --> 00:49:28.987
Like I'm always like.

00:49:29.668 --> 00:49:31.027
No, I paid you.

00:49:31.407 --> 00:49:32.588
You did the thing I paid you.

00:49:32.608 --> 00:49:34.429
You don't get to advertise on my lawn.

00:49:34.909 --> 00:49:36.628
But I know people who've said, oh,

00:49:36.648 --> 00:49:37.110
you know what?

00:49:37.369 --> 00:49:38.670
We'll give you two hundred fifty bucks

00:49:38.750 --> 00:49:38.929
off.

00:49:39.030 --> 00:49:41.150
It was never did the two hundred fifty

00:49:41.190 --> 00:49:42.590
bucks that you were going to take off

00:49:42.811 --> 00:49:44.271
was going to go in that guy's pocket,

00:49:44.311 --> 00:49:45.610
like just right to have a driver.

00:49:46.070 --> 00:49:46.731
But that's the idea.

00:49:46.751 --> 00:49:47.811
So what do you think of that strategy?

00:49:47.851 --> 00:49:48.012
Listen,

00:49:48.052 --> 00:49:49.012
we're going to we're going to increase

00:49:49.052 --> 00:49:49.371
prices.

00:49:49.411 --> 00:49:50.052
Thirty percent.

00:49:50.512 --> 00:49:51.773
We'll give you ten percent off if you

00:49:51.813 --> 00:49:53.152
sign the social media release.

00:49:54.065 --> 00:49:55.045
I like the idea.

00:49:55.226 --> 00:49:56.967
I don't like the strategy.

00:49:57.128 --> 00:49:59.449
First, let me ask you, why twenty percent?

00:50:00.751 --> 00:50:02.112
Why was this person doing twenty percent

00:50:02.132 --> 00:50:02.351
at all?

00:50:03.112 --> 00:50:04.152
They hadn't raised their rates in a

00:50:04.293 --> 00:50:05.353
million years and they were like,

00:50:05.434 --> 00:50:06.574
we can't stay solvent.

00:50:06.735 --> 00:50:07.556
And I'm like, OK,

00:50:07.596 --> 00:50:09.617
so why aren't you charging more?

00:50:09.697 --> 00:50:11.079
I feel bad.

00:50:11.278 --> 00:50:12.340
I don't want to raise my rates.

00:50:12.380 --> 00:50:13.320
My patients can't pay it.

00:50:13.360 --> 00:50:14.202
I'm like, do you know that?

00:50:15.940 --> 00:50:18.201
Twenty percent just seems like it's not

00:50:18.280 --> 00:50:18.981
even worth it.

00:50:19.161 --> 00:50:20.661
You know, I think more.

00:50:21.061 --> 00:50:21.400
Yeah.

00:50:21.981 --> 00:50:22.300
Yes.

00:50:22.981 --> 00:50:24.922
I don't know what their base rate is.

00:50:25.202 --> 00:50:27.041
One percent was was too much for this

00:50:27.242 --> 00:50:28.463
for this clinician who was like,

00:50:28.603 --> 00:50:30.262
I don't I can't rate I can't raise

00:50:30.322 --> 00:50:30.702
any rates.

00:50:30.902 --> 00:50:31.503
But that's the thing.

00:50:31.822 --> 00:50:33.344
If you're going to go through the pain,

00:50:33.603 --> 00:50:35.923
if you don't want to raise rates,

00:50:36.643 --> 00:50:37.965
one percent, twenty percent,

00:50:38.025 --> 00:50:39.664
fifty percent, it's all going to hurt.

00:50:39.784 --> 00:50:41.385
Let's just go for fifty percent.

00:50:41.905 --> 00:50:42.826
You know, now, again,

00:50:43.005 --> 00:50:44.485
I don't know what the rates are, but.

00:50:45.186 --> 00:50:46.106
If you're you,

00:50:46.146 --> 00:50:49.289
twenty percent just seems like it's it's

00:50:49.329 --> 00:50:50.929
in that uncomfortable zone,

00:50:50.949 --> 00:50:52.690
but not really going to make an impact.

00:50:54.132 --> 00:50:55.251
Let's overshoot,

00:50:55.413 --> 00:50:56.853
which is kind of what you're saying.

00:50:57.253 --> 00:50:57.994
Right.

00:50:58.114 --> 00:51:00.695
I don't like making the value exchange of

00:51:00.835 --> 00:51:02.016
let me record media.

00:51:02.577 --> 00:51:03.858
Because I think people are going to let

00:51:03.878 --> 00:51:04.938
you record it anyway.

00:51:05.119 --> 00:51:06.880
I don't think you're gaining any benefit

00:51:06.900 --> 00:51:07.219
from that.

00:51:07.701 --> 00:51:09.902
I do love the idea of saying, hey,

00:51:10.081 --> 00:51:11.483
we're going to double our rates.

00:51:11.884 --> 00:51:13.324
But for existing clients,

00:51:13.465 --> 00:51:15.206
we're going to give you fifty percent off

00:51:15.246 --> 00:51:15.626
of that.

00:51:16.005 --> 00:51:17.286
So you're only going to get a fifty

00:51:17.327 --> 00:51:18.527
percent increase, you know,

00:51:19.748 --> 00:51:20.909
and I would just leave it at that.

00:51:20.949 --> 00:51:23.692
Like it's a reward for being a longtime

00:51:23.731 --> 00:51:25.753
client that you're not going to go to

00:51:25.793 --> 00:51:26.773
three hundred dollars.

00:51:26.934 --> 00:51:28.914
You're you're only going to go to two

00:51:28.954 --> 00:51:29.635
hundred dollars.

00:51:31.436 --> 00:51:33.900
I think that's plenty of thank you for

00:51:33.920 --> 00:51:34.842
being a customer.

00:51:36.182 --> 00:51:37.344
I would also say if you're going to

00:51:37.385 --> 00:51:38.385
raise twenty,

00:51:39.568 --> 00:51:41.530
you're going to lose people no matter

00:51:41.590 --> 00:51:42.030
what.

00:51:42.311 --> 00:51:44.213
You have to raise enough to make up

00:51:44.233 --> 00:51:46.056
for the number of people you lose.

00:51:46.836 --> 00:51:49.460
But to your main topic here,

00:51:50.614 --> 00:51:51.514
People love media.

00:51:52.255 --> 00:51:53.456
Either they love it or they hate it.

00:51:53.856 --> 00:51:54.476
If they don't want it,

00:51:54.496 --> 00:51:55.775
they're not going to do it anyway.

00:51:56.737 --> 00:51:58.836
If I went into an exchange to say,

00:51:58.996 --> 00:51:59.336
hey,

00:51:59.637 --> 00:52:01.597
I'm going to record and share this in

00:52:01.697 --> 00:52:02.978
exchange for something,

00:52:03.858 --> 00:52:05.079
I would go straight on.

00:52:05.338 --> 00:52:06.559
Look, I'll treat you for free.

00:52:06.579 --> 00:52:08.099
Right.

00:52:08.320 --> 00:52:10.679
We've got plenty of individuals that come.

00:52:10.760 --> 00:52:12.041
They get referred to us.

00:52:12.521 --> 00:52:14.081
They have high deductible plans.

00:52:14.121 --> 00:52:16.621
They absolutely cannot afford therapy.

00:52:18.001 --> 00:52:19.782
I would do an exchange with that person

00:52:20.141 --> 00:52:22.264
saying, hey, I want to see you.

00:52:22.724 --> 00:52:23.885
I know you can't afford it.

00:52:24.284 --> 00:52:25.105
I know nobody else.

00:52:25.786 --> 00:52:26.885
Somebody called yesterday.

00:52:26.925 --> 00:52:28.706
They got quoted three hundred dollars an

00:52:28.827 --> 00:52:32.570
hour at another larger corporate clinic.

00:52:33.246 --> 00:52:34.507
You know, so we're like, look,

00:52:34.527 --> 00:52:35.847
we can work with you on this.

00:52:35.887 --> 00:52:37.447
This is what we're going to do based

00:52:37.487 --> 00:52:38.648
on your diagnosis,

00:52:38.728 --> 00:52:40.969
not having evaluated you.

00:52:41.389 --> 00:52:43.090
This is really what I think you probably

00:52:43.130 --> 00:52:43.371
need.

00:52:44.012 --> 00:52:45.271
We gave him a flat rate and we're

00:52:45.291 --> 00:52:47.514
like, do with that what you want.

00:52:47.534 --> 00:52:47.893
Right.

00:52:49.362 --> 00:52:51.465
But my point being is, yeah,

00:52:51.784 --> 00:52:54.306
just twenty percent seems crazy to waste

00:52:54.487 --> 00:52:55.788
all of that effort.

00:52:56.407 --> 00:52:57.989
Go for fifty percent or more.

00:52:58.128 --> 00:52:59.389
I would not do twenty.

00:53:00.130 --> 00:53:01.130
One percent was too much.

00:53:01.231 --> 00:53:02.411
I can't believe I have to raise the

00:53:02.572 --> 00:53:02.891
rate.

00:53:03.052 --> 00:53:04.273
And I'm like, my man, like,

00:53:04.753 --> 00:53:06.655
have you have you have you watched

00:53:07.755 --> 00:53:09.376
television for the last twenty years?

00:53:09.396 --> 00:53:10.918
Like everything's more expensive.

00:53:11.217 --> 00:53:11.478
Yeah.

00:53:12.219 --> 00:53:13.820
You know, the whole conversation is.

00:53:14.672 --> 00:53:15.554
And once people,

00:53:15.873 --> 00:53:17.295
once someone put this in perspective for

00:53:17.335 --> 00:53:18.556
me, you can't unsee it,

00:53:18.597 --> 00:53:20.579
which is people complain about needs,

00:53:20.639 --> 00:53:21.139
not wants.

00:53:22.099 --> 00:53:24.601
I will complain about the price of food,

00:53:25.182 --> 00:53:26.724
gasoline, health insurance.

00:53:26.864 --> 00:53:27.885
Those are needs, not wants.

00:53:27.965 --> 00:53:28.646
I need those things.

00:53:28.965 --> 00:53:29.766
I die without them.

00:53:30.288 --> 00:53:32.068
Food, shelter, clothing, medical care.

00:53:34.170 --> 00:53:35.672
Have you been to a, well,

00:53:35.853 --> 00:53:36.793
what's the team that you go to?

00:53:36.833 --> 00:53:37.775
You're the Reds fan, right?

00:53:38.682 --> 00:53:40.143
For baseball, we're the Reds.

00:53:40.182 --> 00:53:41.463
For football, Bengals.

00:53:41.684 --> 00:53:43.884
What's a night out at the Reds to

00:53:43.923 --> 00:53:46.304
watch the Reds play for you and the

00:53:46.324 --> 00:53:46.405
kids?

00:53:46.425 --> 00:53:47.505
This is a great example.

00:53:48.344 --> 00:53:50.606
We can go to a Reds game.

00:53:51.286 --> 00:53:53.045
Decent seats, not great seats,

00:53:53.065 --> 00:53:54.606
not terrible seats are going to be like

00:53:54.646 --> 00:53:55.746
thirty five dollars.

00:53:57.047 --> 00:53:57.666
And then, you know,

00:53:57.686 --> 00:53:58.867
you're going to pay for food.

00:53:58.907 --> 00:54:00.208
You're going to pay for parking.

00:54:00.288 --> 00:54:02.387
I mean, there's six of us.

00:54:02.487 --> 00:54:02.708
Right.

00:54:02.748 --> 00:54:04.547
My wife, myself, the four kids.

00:54:04.568 --> 00:54:06.768
You're talking about a five hundred dollar

00:54:06.789 --> 00:54:06.869
deal.

00:54:07.556 --> 00:54:10.539
event and that if we went to football

00:54:10.980 --> 00:54:13.862
it's like two hundred dollars a ticket for

00:54:13.922 --> 00:54:16.885
like just the same quality nine home games

00:54:16.905 --> 00:54:18.748
that's it only nine home games there's

00:54:18.867 --> 00:54:21.831
eighty uh two home games in or eighty

00:54:21.911 --> 00:54:23.371
one home games in professional baseball i

00:54:23.853 --> 00:54:25.534
went to i went to a yankee playoff

00:54:25.574 --> 00:54:27.836
game somebody got tickets the tickets

00:54:27.856 --> 00:54:30.039
weren't crazy so it was yankees red socks

00:54:30.278 --> 00:54:32.061
wild card series

00:54:33.402 --> 00:54:34.621
hundred and twenty five bucks for the

00:54:34.661 --> 00:54:34.882
ticket.

00:54:34.902 --> 00:54:35.643
I was like sold.

00:54:35.702 --> 00:54:35.882
Like,

00:54:35.922 --> 00:54:36.663
what am I going to see this again?

00:54:36.922 --> 00:54:38.382
My best friend is a Red Sox fan.

00:54:38.782 --> 00:54:39.722
So he's like, we got to go.

00:54:41.643 --> 00:54:43.264
I'll get the drinks because he organized

00:54:43.284 --> 00:54:45.184
the we went with a bunch of dudes

00:54:45.505 --> 00:54:46.204
bus ride down there.

00:54:47.224 --> 00:54:48.344
I was like, I'll get the first round.

00:54:48.664 --> 00:54:49.565
I got a vodka soda.

00:54:49.885 --> 00:54:51.465
The guy at the counter goes single or

00:54:51.485 --> 00:54:51.885
a double.

00:54:51.985 --> 00:54:52.346
And I'm like,

00:54:52.626 --> 00:54:54.327
we're we're at Yankees Red Sox.

00:54:54.407 --> 00:54:55.327
When are we going to do this again?

00:54:55.387 --> 00:54:56.286
Double it up, my man.

00:54:56.347 --> 00:54:57.166
And then the guy says,

00:54:57.306 --> 00:54:59.327
how much do you think two double vodka

00:54:59.367 --> 00:55:00.947
sodas in left field at Yankee Stadium was?

00:55:02.969 --> 00:55:03.989
I got a story too,

00:55:04.030 --> 00:55:06.731
but I'm going to be the nice guy

00:55:06.751 --> 00:55:08.811
and I'm going to say fifty bucks knowing

00:55:08.871 --> 00:55:09.652
that it's more.

00:55:09.972 --> 00:55:11.594
It was fifty five dollars each.

00:55:12.393 --> 00:55:13.634
Each drink was fifty five.

00:55:14.155 --> 00:55:17.496
But we got to keep the cup not

00:55:17.536 --> 00:55:17.876
to keep.

00:55:18.115 --> 00:55:19.097
We got to keep the cup.

00:55:19.137 --> 00:55:19.717
What's your story?

00:55:20.492 --> 00:55:20.911
Yeah,

00:55:20.972 --> 00:55:23.193
we have some really great friends of ours.

00:55:23.233 --> 00:55:25.733
They have like really great seats,

00:55:25.833 --> 00:55:27.592
box seats, you know, free food,

00:55:27.652 --> 00:55:28.373
all this stuff.

00:55:29.193 --> 00:55:29.893
So I'm like, hey,

00:55:29.934 --> 00:55:31.114
I'm going to get around to drinks.

00:55:31.193 --> 00:55:32.094
I'm going to go to the bar.

00:55:32.173 --> 00:55:32.474
Meanwhile,

00:55:32.534 --> 00:55:34.394
I've never been to this section of the

00:55:34.414 --> 00:55:35.155
ballpark.

00:55:35.755 --> 00:55:36.355
I'm like, hey,

00:55:36.394 --> 00:55:38.516
let me get to whatever the drinks were.

00:55:39.436 --> 00:55:41.235
One for my wife, one for his wife.

00:55:41.876 --> 00:55:42.956
And the guy's like, all right,

00:55:42.976 --> 00:55:43.976
that'll be fifty dollars.

00:55:44.016 --> 00:55:45.016
So what?

00:55:46.054 --> 00:55:47.155
their little drinks.

00:55:47.315 --> 00:55:49.516
I was like, holy cow.

00:55:51.398 --> 00:55:51.838
But again,

00:55:52.498 --> 00:55:54.320
so going back to the person who's raising

00:55:54.360 --> 00:55:55.079
rates, it's like,

00:55:55.559 --> 00:55:58.121
have you never been somewhere that

00:55:58.322 --> 00:56:00.463
something was painfully expensive?

00:56:00.523 --> 00:56:01.422
I'm sure you have.

00:56:02.304 --> 00:56:03.824
And you have a decision.

00:56:03.844 --> 00:56:05.184
Do I want to buy it or not?

00:56:05.346 --> 00:56:07.447
I'm not forced to buy it.

00:56:08.067 --> 00:56:08.327
You know,

00:56:08.628 --> 00:56:10.568
and this is where we get into that

00:56:10.648 --> 00:56:11.630
weird dynamic.

00:56:11.650 --> 00:56:12.952
And I know we're running out of time

00:56:12.992 --> 00:56:15.974
where it's like, hey, is this something?

00:56:16.213 --> 00:56:17.655
And I think what killed us as a

00:56:17.695 --> 00:56:19.717
profession was when we got into medical

00:56:19.777 --> 00:56:20.458
necessity.

00:56:20.958 --> 00:56:21.119
Right.

00:56:21.159 --> 00:56:22.260
Because if you're going to tell me

00:56:22.320 --> 00:56:24.322
something is medically necessary.

00:56:25.603 --> 00:56:26.463
Oh, is that your cup?

00:56:27.284 --> 00:56:29.146
Yes.

00:56:29.206 --> 00:56:29.746
So the cup,

00:56:29.766 --> 00:56:31.007
it's one hundred and ten dollar cup.

00:56:32.298 --> 00:56:34.840
Um, if something's medically necessary,

00:56:34.920 --> 00:56:37.380
I'm going to feel terrible expecting you

00:56:37.400 --> 00:56:39.400
to pay if it's something that you can't

00:56:39.460 --> 00:56:39.920
afford.

00:56:40.481 --> 00:56:40.701
Right.

00:56:40.780 --> 00:56:42.280
But I'm sorry, guys,

00:56:42.320 --> 00:56:44.001
this is not medical necessity.

00:56:44.061 --> 00:56:45.681
Like it's not life or death.

00:56:46.161 --> 00:56:48.061
Like it's a nice to have, you know,

00:56:48.121 --> 00:56:49.422
yes, you could function better.

00:56:49.443 --> 00:56:50.362
You could survive better.

00:56:50.382 --> 00:56:51.623
We improve quality of life.

00:56:51.643 --> 00:56:53.382
We do so many of these things,

00:56:54.623 --> 00:56:55.884
at least in my clinic,

00:56:56.664 --> 00:56:57.903
it's not life or death.

00:56:57.983 --> 00:57:00.385
It's not medically necessary.

00:57:01.143 --> 00:57:04.407
And so when I would share the Maslow

00:57:04.666 --> 00:57:05.286
pyramid,

00:57:06.288 --> 00:57:08.329
you clearly see the higher you go on

00:57:08.349 --> 00:57:11.472
that pyramid, the less necessary it is,

00:57:11.532 --> 00:57:13.193
but the more valuable it is,

00:57:13.253 --> 00:57:15.054
the more people are willing to pay for

00:57:15.114 --> 00:57:15.215
it.

00:57:15.675 --> 00:57:17.115
So let's do parting shots.

00:57:17.717 --> 00:57:19.197
It's a fifty dollar parting shot.

00:57:19.878 --> 00:57:21.559
If you're going to go through the pain

00:57:21.619 --> 00:57:23.963
of raising prices, raising your rates,

00:57:24.063 --> 00:57:27.326
do not do this little ten percent,

00:57:27.387 --> 00:57:30.329
twenty percent like go big or go home.

00:57:30.469 --> 00:57:31.391
Don't waste your time.

00:57:31.431 --> 00:57:33.253
I would say fifty percent minimum.

00:57:33.572 --> 00:57:34.074
Yeah.

00:57:34.114 --> 00:57:35.996
Most people could probably double if

00:57:36.016 --> 00:57:38.018
you're struggling with the idea of raising

00:57:38.038 --> 00:57:38.398
your rates,

00:57:38.418 --> 00:57:40.141
you're probably undercharging already.

00:57:41.057 --> 00:57:42.077
double those rates,

00:57:42.538 --> 00:57:44.998
and then you can always offer discounts

00:57:45.039 --> 00:57:45.978
and be more flexible.

00:57:46.518 --> 00:57:47.858
What's your parting shot?

00:57:47.898 --> 00:57:49.360
This is the line that I used once.

00:57:49.400 --> 00:57:51.960
I had a large educational organization who

00:57:51.980 --> 00:57:53.760
was like, we want to launch a podcast.

00:57:53.780 --> 00:57:54.820
We want to do this, this, this, this,

00:57:54.840 --> 00:57:55.021
this.

00:57:55.041 --> 00:57:56.201
And I let them talk and talk and

00:57:56.240 --> 00:57:56.481
talk.

00:57:56.780 --> 00:57:57.882
And every time they said they wanted

00:57:57.922 --> 00:57:58.181
something,

00:57:58.202 --> 00:57:59.282
I would write it down on a line,

00:57:59.322 --> 00:58:00.282
on a line, on a line,

00:58:00.362 --> 00:58:01.141
on a line, on a line.

00:58:01.461 --> 00:58:02.702
And then I said, this is the rate.

00:58:03.083 --> 00:58:03.422
And they're like,

00:58:03.563 --> 00:58:04.702
can you do it for half?

00:58:04.762 --> 00:58:05.523
And my line was,

00:58:05.543 --> 00:58:06.543
I don't know how to hit half a

00:58:06.583 --> 00:58:06.884
home run.

00:58:07.164 --> 00:58:08.384
Half a home run is a pop out

00:58:08.423 --> 00:58:09.023
to second base.

00:58:09.909 --> 00:58:10.530
Yeah.

00:58:10.570 --> 00:58:11.851
Do you want to pop out to second

00:58:11.871 --> 00:58:12.130
base?

00:58:12.692 --> 00:58:13.211
And then I said,

00:58:13.353 --> 00:58:14.474
I know ten people that can do it

00:58:14.494 --> 00:58:14.813
cheaper.

00:58:15.173 --> 00:58:16.014
It's not going to be as good,

00:58:16.114 --> 00:58:17.637
but they'll do it for that,

00:58:18.197 --> 00:58:19.378
but not me.

00:58:19.398 --> 00:58:20.400
Sounds like Chris Doe.

00:58:21.344 --> 00:58:23.967
Yeah, it's not big-timing someone,

00:58:24.007 --> 00:58:25.809
but if I had said yes to get

00:58:25.849 --> 00:58:26.469
the client,

00:58:26.829 --> 00:58:27.791
I'm just going to tell you this.

00:58:28.032 --> 00:58:29.112
It's a treadmill.

00:58:29.413 --> 00:58:30.153
It's a hamster wheel.

00:58:30.333 --> 00:58:31.054
You don't move.

00:58:31.315 --> 00:58:32.034
There's movement.

00:58:32.695 --> 00:58:33.356
There's movement.

00:58:33.436 --> 00:58:34.338
You're burning calories,

00:58:34.358 --> 00:58:35.217
and you're doing stuff,

00:58:35.237 --> 00:58:37.000
but you're not going anywhere if you do

00:58:37.039 --> 00:58:37.641
things like that.

00:58:37.721 --> 00:58:38.842
You're just trying to maintain,

00:58:39.322 --> 00:58:40.262
and it feels icky.

00:58:40.963 --> 00:58:42.025
You know how many times I've had my

00:58:42.065 --> 00:58:45.108
finger hovering over the send button on

00:58:45.148 --> 00:58:47.190
like an, like on a, on a quote.

00:58:47.532 --> 00:58:48.954
And I've said like, I can't believe this.

00:58:49.014 --> 00:58:49.653
I can't believe it.

00:58:49.713 --> 00:58:50.434
And you send it and I'm like,

00:58:50.454 --> 00:58:51.315
can I unsend it?

00:58:52.077 --> 00:58:54.699
And most of the time, if you've clearly,

00:58:55.041 --> 00:58:56.262
this is, and I'll have a parting,

00:58:56.302 --> 00:58:56.802
parting shot.

00:58:57.083 --> 00:58:58.764
If you've clearly described value,

00:58:59.405 --> 00:59:00.666
That person never complains.

00:59:00.827 --> 00:59:02.268
They might say, no, I don't have it.

00:59:02.608 --> 00:59:04.070
And it's not a negotiation.

00:59:04.530 --> 00:59:07.152
I would also say making sure that is

00:59:07.251 --> 00:59:08.193
very clear.

00:59:08.773 --> 00:59:10.655
And this is where I think PT almost

00:59:10.695 --> 00:59:11.356
gets a pass.

00:59:11.695 --> 00:59:12.757
It's very ambiguous.

00:59:13.117 --> 00:59:13.217
Well,

00:59:13.257 --> 00:59:14.237
how long do I have to show up,

00:59:14.277 --> 00:59:14.557
Tony?

00:59:14.577 --> 00:59:15.699
I don't know.

00:59:15.759 --> 00:59:16.139
For a while.

00:59:16.380 --> 00:59:17.480
So I don't know what this is.

00:59:17.519 --> 00:59:18.340
Is this ongoing?

00:59:18.601 --> 00:59:20.623
So that is sort of the part of

00:59:20.663 --> 00:59:23.505
our profession that sucks is people might

00:59:23.545 --> 00:59:25.186
pay something, think they're getting this,

00:59:25.206 --> 00:59:25.907
but they just don't.

00:59:25.967 --> 00:59:26.226
Why?

00:59:26.887 --> 00:59:26.947
Why?

00:59:27.148 --> 00:59:30.391
Bodies, science, biology, life, it sucks.

00:59:31.311 --> 00:59:32.532
That's where I do like the idea of

00:59:32.552 --> 00:59:34.614
a flat rate and then continuing care,

00:59:34.673 --> 00:59:35.155
things like that.

00:59:35.195 --> 00:59:35.914
You can get creative,

00:59:35.974 --> 00:59:36.896
as Tony just talked about.

00:59:37.717 --> 00:59:38.898
Dave will be back from the beach,

00:59:38.998 --> 00:59:39.938
I believe, next week.

00:59:41.639 --> 00:59:43.661
Hopefully, he will have a tan.

00:59:43.681 --> 00:59:46.523
There's at least four dozen pictures of

00:59:46.563 --> 00:59:47.784
Dave with his shirt off running on the

00:59:47.804 --> 00:59:48.405
beach, probably.

00:59:49.536 --> 00:59:50.956
Guys, he knows how to get the attention.

00:59:51.556 --> 00:59:52.016
So we'll be back.

00:59:52.117 --> 00:59:53.237
Oh, we'll be back on Thursday.

00:59:53.418 --> 00:59:53.677
Never mind.

00:59:53.697 --> 00:59:54.838
I thought today was Thursday for a hot

00:59:54.878 --> 00:59:55.137
second.

00:59:55.557 --> 00:59:56.898
I will be in Reno.

00:59:57.759 --> 01:00:00.159
I'm going to AOMT, the AOMT Conference,

01:00:00.659 --> 01:00:02.278
American Association of Orthopedic Manual

01:00:02.318 --> 01:00:03.039
Physical Therapists.

01:00:03.099 --> 01:00:03.980
I was out there last year.

01:00:04.440 --> 01:00:05.380
Now I'm going to Reno.

01:00:06.340 --> 01:00:08.960
I hope I still have some money left.

01:00:09.481 --> 01:00:10.141
All right, guys.

01:00:10.181 --> 01:00:12.161
Don't forget Dave Kittle's show,

01:00:12.240 --> 01:00:14.222
PT Pinecast, Learn Medicare Belling.

01:00:14.242 --> 01:00:15.702
We'll see you guys on Thursday.