Resilience in Physical Therapy Entrepreneurship

WEBVTT

00:00:09.505 --> 00:00:10.705
All right, we are live.

00:00:10.766 --> 00:00:12.067
Dave Kittle, how's it going?

00:00:13.047 --> 00:00:13.708
Tony, good morning.

00:00:13.968 --> 00:00:14.327
Feeling great.

00:00:14.368 --> 00:00:14.708
How are you?

00:00:15.909 --> 00:00:17.870
So this is like the epitome

00:00:18.129 --> 00:00:19.291
of entrepreneurship.

00:00:20.832 --> 00:00:21.992
Jimmy's on vacation.

00:00:22.053 --> 00:00:23.013
He's enjoying the beach.

00:00:23.073 --> 00:00:24.434
I was on the beach last week.

00:00:25.754 --> 00:00:26.756
At last minute,

00:00:26.856 --> 00:00:28.277
I'm trying to figure this out.

00:00:28.376 --> 00:00:30.737
I guess on the cell phone with Safari,

00:00:30.818 --> 00:00:32.598
I can't control StreamYard.

00:00:32.658 --> 00:00:34.060
So I had to go to a computer

00:00:34.179 --> 00:00:34.761
in the clinic.

00:00:35.701 --> 00:00:36.241
Because, of course,

00:00:36.301 --> 00:00:37.002
I'm booked with new

00:00:37.021 --> 00:00:38.203
patients today since I was

00:00:38.243 --> 00:00:39.243
gone all last week.

00:00:40.764 --> 00:00:43.206
Start the live in the gym.

00:00:43.706 --> 00:00:43.905
Now,

00:00:43.945 --> 00:00:46.228
hopefully this isn't streaming live in

00:00:46.268 --> 00:00:47.609
my physical therapy clinic,

00:00:47.689 --> 00:00:48.448
because if it is,

00:00:48.588 --> 00:00:49.270
people are going to hear

00:00:49.310 --> 00:00:50.070
the whole episode.

00:00:51.271 --> 00:00:52.531
And then I did jump in here

00:00:52.572 --> 00:00:55.194
to get on the camera so that we can talk.

00:00:55.253 --> 00:00:56.433
But like entrepreneurs,

00:00:56.935 --> 00:00:57.795
physical therapists,

00:00:57.854 --> 00:00:59.015
occupational therapists,

00:00:59.076 --> 00:01:02.118
they are the best at making things work,

00:01:02.237 --> 00:01:04.599
figuring things out, making things work.

00:01:05.180 --> 00:01:06.400
And I have a feeling today

00:01:06.420 --> 00:01:07.620
we can talk about that a

00:01:07.680 --> 00:01:09.480
little bit for the episode.

00:01:10.042 --> 00:01:11.481
Now, you're looking sharp.

00:01:12.081 --> 00:01:14.802
What's different with the setup for you?

00:01:14.822 --> 00:01:19.323
I have my new Logitech

00:01:19.343 --> 00:01:22.025
camera that you've been

00:01:22.185 --> 00:01:24.085
urging me to purchase for, I don't know,

00:01:24.165 --> 00:01:25.626
two years, four years,

00:01:25.686 --> 00:01:26.606
something like that.

00:01:27.326 --> 00:01:27.447
Yeah.

00:01:27.507 --> 00:01:27.706
Yeah.

00:01:29.415 --> 00:01:31.096
It looks awesome.

00:01:31.197 --> 00:01:31.477
I mean,

00:01:31.537 --> 00:01:33.938
the internet is still a little bit flaky,

00:01:34.379 --> 00:01:36.260
but the sound is awesome.

00:01:36.421 --> 00:01:37.182
The visual,

00:01:37.302 --> 00:01:40.144
like I can see the highlight in your eye.

00:01:40.825 --> 00:01:43.346
It looks so much better than

00:01:43.406 --> 00:01:45.730
the webcam on the, what did you have,

00:01:45.769 --> 00:01:46.689
a MacBook Pro?

00:01:47.611 --> 00:01:48.352
MacBook Air?

00:01:48.831 --> 00:01:49.572
MacBook Air, yeah.

00:01:50.112 --> 00:01:50.373
Yeah.

00:01:51.269 --> 00:01:53.028
All right, so what's on your mind?

00:01:53.248 --> 00:01:54.629
It's the end of July.

00:01:54.689 --> 00:01:56.290
Like we are past the halfway

00:01:56.349 --> 00:01:57.170
point for the year.

00:01:57.850 --> 00:01:58.831
Big things should be

00:01:58.891 --> 00:02:00.191
happening for everybody

00:02:00.230 --> 00:02:02.471
coming into the end of 2024.

00:02:02.471 --> 00:02:04.152
I've got a couple of topics on my mind,

00:02:04.191 --> 00:02:05.272
but what have you been thinking about?

00:02:06.753 --> 00:02:06.912
Well,

00:02:06.933 --> 00:02:08.673
we have to start off by mentioning

00:02:08.772 --> 00:02:09.933
the Olympics and we have a

00:02:10.033 --> 00:02:11.854
few business and marketing

00:02:11.894 --> 00:02:13.433
and branding ideas and

00:02:13.473 --> 00:02:14.514
strategies that we've been

00:02:14.594 --> 00:02:17.254
noticing recently with the Olympics.

00:02:17.275 --> 00:02:18.215
So we should probably start

00:02:18.235 --> 00:02:19.036
there unless you have

00:02:19.075 --> 00:02:20.075
something else that's going on.

00:02:21.034 --> 00:02:23.076
That's perfect, go ahead, you launch it.

00:02:23.957 --> 00:02:24.217
All right,

00:02:24.237 --> 00:02:25.719
so I shared with you and Jimmy

00:02:25.759 --> 00:02:27.502
last night in the chat that

00:02:28.002 --> 00:02:29.044
Apex Physical Therapy,

00:02:29.084 --> 00:02:30.544
I forget where they're at in Florida,

00:02:31.406 --> 00:02:34.149
Angie McGilvery and her husband,

00:02:34.669 --> 00:02:35.631
I think they're both PTs,

00:02:35.670 --> 00:02:36.512
they own the practice.

00:02:36.551 --> 00:02:38.433
And then there was a local

00:02:38.493 --> 00:02:40.195
news clip that one of their

00:02:40.395 --> 00:02:41.137
physical therapists,

00:02:42.300 --> 00:02:44.020
was treating one of our usa

00:02:44.061 --> 00:02:45.722
olympians I i apologize I

00:02:45.782 --> 00:02:47.581
forget the um I watched it

00:02:47.602 --> 00:02:48.682
maybe a week or two ago so

00:02:48.703 --> 00:02:49.483
I can't recall which

00:02:49.582 --> 00:02:51.182
athlete maybe maybe

00:02:51.223 --> 00:02:53.824
swimmers but um the the

00:02:53.864 --> 00:02:56.163
news clip showed manual

00:02:56.204 --> 00:02:58.384
therapy being delivered and

00:02:58.405 --> 00:02:59.724
then obviously so by the

00:02:59.764 --> 00:03:02.445
physical therapy practice and then um

00:03:04.675 --> 00:03:05.596
Interviewing and speaking to

00:03:05.635 --> 00:03:09.578
the athletes about their treatments,

00:03:09.598 --> 00:03:11.118
their preparation, their prehab,

00:03:11.139 --> 00:03:12.338
getting ready for the Olympics,

00:03:12.900 --> 00:03:13.439
all of that.

00:03:14.479 --> 00:03:15.781
And I believe either in that

00:03:15.820 --> 00:03:17.562
video or another video that

00:03:18.282 --> 00:03:19.342
that physical therapist

00:03:19.401 --> 00:03:20.962
from Apex Physical Therapy,

00:03:21.323 --> 00:03:22.743
and I think maybe Angie as well,

00:03:23.921 --> 00:03:24.983
have traveled over to Paris

00:03:25.022 --> 00:03:26.383
right now to be with those

00:03:26.462 --> 00:03:28.683
athletes to deliver treatment.

00:03:28.843 --> 00:03:31.286
So I think, I mean,

00:03:31.466 --> 00:03:32.485
there's a whole bunch of things here.

00:03:32.506 --> 00:03:34.206
At the very least,

00:03:34.287 --> 00:03:35.828
I think it's a great way for

00:03:36.973 --> 00:03:38.754
you to get a practice to get

00:03:39.014 --> 00:03:40.474
local marketing and

00:03:40.514 --> 00:03:42.616
branding and free exposure.

00:03:44.377 --> 00:03:46.197
And we can go into the pros and cons of,

00:03:46.236 --> 00:03:47.397
you know, I don't know how, first of all,

00:03:47.457 --> 00:03:48.478
how do they get lucky?

00:03:48.518 --> 00:03:49.778
How did they get these athletes?

00:03:50.758 --> 00:03:51.758
Are they, you know,

00:03:51.979 --> 00:03:52.879
you and I know that some of

00:03:52.900 --> 00:03:54.979
these athletes are not, I mean,

00:03:55.000 --> 00:03:56.181
they're representing our country

00:03:56.908 --> 00:03:58.030
But a lot of these athletes

00:03:58.069 --> 00:03:59.972
are not they don't have a

00:03:59.991 --> 00:04:01.832
lot of financial resources in some cases,

00:04:02.693 --> 00:04:04.014
especially if they're like, you know,

00:04:04.175 --> 00:04:07.098
newer or younger or no names or whatever.

00:04:07.457 --> 00:04:07.617
So.

00:04:10.163 --> 00:04:10.963
know what are the pros and

00:04:10.984 --> 00:04:12.585
cons of offering that type

00:04:12.604 --> 00:04:14.907
of therapy for free just so

00:04:14.927 --> 00:04:15.888
you can potentially get

00:04:15.908 --> 00:04:17.129
some of these news clips or

00:04:17.170 --> 00:04:18.190
you do your own videos and

00:04:18.211 --> 00:04:18.990
you post them on social

00:04:19.011 --> 00:04:20.213
media and you interview

00:04:20.233 --> 00:04:21.353
these athletes I i think

00:04:21.394 --> 00:04:22.254
it's amazing and then the

00:04:22.295 --> 00:04:23.154
fact that they went over

00:04:23.175 --> 00:04:24.055
there and traveled with

00:04:24.115 --> 00:04:26.538
them to paris obviously is

00:04:26.598 --> 00:04:27.639
a cool you know life

00:04:27.680 --> 00:04:29.680
experience and all that um so

00:04:30.442 --> 00:04:32.103
we can maybe discuss some

00:04:32.163 --> 00:04:34.764
ways to potentially get

00:04:35.064 --> 00:04:37.464
Olympians in your practice in, you know,

00:04:37.504 --> 00:04:38.545
in four years from now or

00:04:38.586 --> 00:04:39.365
three years or whatever,

00:04:39.425 --> 00:04:40.065
three and a half years from

00:04:40.105 --> 00:04:42.247
now on their lead up to

00:04:42.507 --> 00:04:43.307
their performance.

00:04:43.327 --> 00:04:44.829
So maybe we could start there.

00:04:44.869 --> 00:04:45.488
I know there was something

00:04:45.528 --> 00:04:46.408
else with the clothing and

00:04:46.428 --> 00:04:47.209
the uniforms that I wanted

00:04:47.230 --> 00:04:48.410
to kind of tie in and get to.

00:04:48.449 --> 00:04:50.511
But how about the the

00:04:50.550 --> 00:04:53.132
Olympians being treated by

00:04:53.411 --> 00:04:54.192
physical therapists?

00:04:55.033 --> 00:04:57.038
in the US and how can other

00:04:57.119 --> 00:04:57.940
owners learn from this?

00:04:57.980 --> 00:04:58.802
How can they kind of steal

00:04:58.843 --> 00:05:00.165
this strategy and

00:05:00.666 --> 00:05:01.870
potentially help Olympians

00:05:02.110 --> 00:05:03.252
and kind of get a little

00:05:03.273 --> 00:05:04.334
bit of that local spotlight?

00:05:05.523 --> 00:05:06.884
Yeah, no, I think that's great.

00:05:07.605 --> 00:05:08.365
I want to share a couple

00:05:08.406 --> 00:05:10.627
experiences that I've had as a therapist,

00:05:10.648 --> 00:05:11.728
private practice owner,

00:05:11.809 --> 00:05:13.250
and as it leads into that.

00:05:13.709 --> 00:05:15.052
So I remember, man,

00:05:15.771 --> 00:05:18.115
it was 15 to 17 years ago.

00:05:18.634 --> 00:05:20.317
Super sweet young girl,

00:05:20.396 --> 00:05:22.177
probably eight or nine years old.

00:05:23.338 --> 00:05:25.461
Pretty competitive gymnast, you know,

00:05:25.540 --> 00:05:26.903
just came into the practice

00:05:26.923 --> 00:05:27.963
because she lives locally.

00:05:28.663 --> 00:05:30.807
Turns out over the next 10 years,

00:05:31.447 --> 00:05:32.528
multiple injuries,

00:05:32.649 --> 00:05:34.071
repeated episodes of care.

00:05:35.031 --> 00:05:37.435
She turns into a great collegiate gymnast,

00:05:37.615 --> 00:05:40.278
top level, wins all these awards.

00:05:41.531 --> 00:05:43.694
prizes, places really well,

00:05:44.754 --> 00:05:46.836
doesn't go on to the Olympics.

00:05:46.916 --> 00:05:48.197
But the idea is,

00:05:48.218 --> 00:05:50.961
I think this is generally how it happens.

00:05:50.980 --> 00:05:51.261
You know,

00:05:51.300 --> 00:05:53.163
just a typical kid shows up with

00:05:53.202 --> 00:05:54.684
an injury, usually overuse,

00:05:55.285 --> 00:05:56.004
different topic.

00:05:57.105 --> 00:05:59.327
And then they end up, who knows,

00:05:59.387 --> 00:06:00.288
they're going to be the

00:06:00.369 --> 00:06:02.031
next Olympian or they're

00:06:02.050 --> 00:06:03.091
going to go to trials.

00:06:03.732 --> 00:06:05.273
I had it with this situation.

00:06:05.312 --> 00:06:06.995
I had it with a weightlifter.

00:06:07.595 --> 00:06:10.016
He was going to Olympic trials.

00:06:10.298 --> 00:06:11.899
I was volunteering for Team

00:06:11.959 --> 00:06:13.779
Florida down in Sarasota.

00:06:14.560 --> 00:06:16.122
He was an amazing athlete.

00:06:16.382 --> 00:06:18.264
He didn't make it to the Olympics.

00:06:18.324 --> 00:06:20.725
But again, these were very close.

00:06:21.406 --> 00:06:24.129
I had a third individual, very similar.

00:06:24.149 --> 00:06:26.069
I had a great opportunity as

00:06:26.151 --> 00:06:28.232
a PT student where I was at

00:06:28.973 --> 00:06:31.675
Volitary Academy IMG down in Bradenton.

00:06:32.949 --> 00:06:34.713
We had just incredible athletes,

00:06:34.752 --> 00:06:35.874
incredible exposure.

00:06:36.454 --> 00:06:36.696
Now,

00:06:37.336 --> 00:06:39.740
what I think is interesting is how

00:06:39.839 --> 00:06:41.221
that is taken,

00:06:41.341 --> 00:06:43.105
how that is capitalized on

00:06:43.786 --> 00:06:46.269
for therapists relative to

00:06:46.410 --> 00:06:47.550
maybe a shoe company.

00:06:48.971 --> 00:06:49.812
What do we do?

00:06:50.392 --> 00:06:52.833
We tend to pull away from the spotlight.

00:06:53.192 --> 00:06:54.973
We tend to hide in the background.

00:06:55.454 --> 00:06:57.535
We tend to not take advantage,

00:06:57.555 --> 00:06:59.454
not leverage these opportunities.

00:07:00.815 --> 00:07:02.355
Apex is there.

00:07:03.016 --> 00:07:04.976
Let's see what Apex does

00:07:05.057 --> 00:07:06.656
because there's obviously a

00:07:06.716 --> 00:07:08.077
little bit of buzz right now.

00:07:08.197 --> 00:07:09.418
Are they going to double down?

00:07:09.954 --> 00:07:11.536
Are they going to leverage

00:07:11.576 --> 00:07:13.156
that for the next couple of years?

00:07:13.216 --> 00:07:14.458
Are they going to grab clips

00:07:14.658 --> 00:07:15.778
of that and put it in their

00:07:15.819 --> 00:07:17.038
marketing and push it out

00:07:17.098 --> 00:07:17.980
to the consumer?

00:07:18.600 --> 00:07:19.461
Or are they just going to

00:07:19.480 --> 00:07:21.182
kind of fade into the background?

00:07:21.201 --> 00:07:23.302
I think the biggest

00:07:23.343 --> 00:07:24.884
frustration for me is just

00:07:25.024 --> 00:07:27.024
so often we don't

00:07:27.105 --> 00:07:28.846
capitalize on those opportunities.

00:07:29.225 --> 00:07:30.247
I would also love to see

00:07:30.307 --> 00:07:31.468
this is where I would love

00:07:31.487 --> 00:07:33.069
to see APTA come out.

00:07:33.749 --> 00:07:36.711
capture those little

00:07:36.791 --> 00:07:38.252
opportunities of exposure,

00:07:38.892 --> 00:07:40.855
collectively bring them out,

00:07:41.134 --> 00:07:42.757
push them on social media,

00:07:42.937 --> 00:07:44.478
make it more popular so

00:07:44.517 --> 00:07:46.019
that more people can see it.

00:07:46.038 --> 00:07:48.380
I don't think we can necessarily say,

00:07:48.401 --> 00:07:49.141
I'm going to be the

00:07:49.182 --> 00:07:50.442
physical therapist for the

00:07:50.523 --> 00:07:52.644
next gold medal winner.

00:07:53.346 --> 00:07:54.687
But when it does happen,

00:07:54.706 --> 00:07:56.908
I think we need to capture

00:07:56.949 --> 00:07:58.250
that magic in a bottle.

00:08:00.882 --> 00:08:01.502
Yeah, absolutely.

00:08:01.543 --> 00:08:02.182
How's my Wi-Fi?

00:08:02.242 --> 00:08:03.184
Is it still a little laggy?

00:08:03.845 --> 00:08:05.206
Yeah, your voice is good.

00:08:05.545 --> 00:08:07.807
Your image is totally frozen,

00:08:07.867 --> 00:08:09.269
but I wouldn't worry about it.

00:08:09.750 --> 00:08:13.353
You're switching back and forth.

00:08:13.713 --> 00:08:15.295
You're on the new camera,

00:08:15.334 --> 00:08:17.137
then it went to the PC camera,

00:08:17.156 --> 00:08:18.737
and now it's back to the new camera.

00:08:19.838 --> 00:08:20.360
No worries.

00:08:22.321 --> 00:08:22.600
All right.

00:08:22.721 --> 00:08:25.363
So I think other owners can

00:08:25.524 --> 00:08:26.425
absolutely learn from this,

00:08:26.846 --> 00:08:28.187
can utilize this.

00:08:29.769 --> 00:08:31.110
How much do you think they

00:08:31.151 --> 00:08:32.993
should offer potentially

00:08:33.072 --> 00:08:34.495
pro bono or for free?

00:08:39.193 --> 00:08:42.315
You get the local spotlight on the,

00:08:42.794 --> 00:08:44.395
especially if it's like a TV news camera.

00:08:45.436 --> 00:08:45.655
I mean,

00:08:46.216 --> 00:08:47.517
could you offer that Olympian like

00:08:47.576 --> 00:08:48.736
a free package or two?

00:08:48.756 --> 00:08:50.397
I think that's reasonable.

00:08:51.258 --> 00:08:52.697
Are you gonna go and travel

00:08:52.798 --> 00:08:54.139
to Paris on your own dime

00:08:54.538 --> 00:08:55.979
and treat them for free over there?

00:08:56.298 --> 00:08:57.679
I think that's a little bit of a stretch,

00:08:57.740 --> 00:08:58.240
but I mean,

00:08:58.279 --> 00:08:59.600
if you love the sport and you

00:08:59.639 --> 00:09:00.441
love the Olympics,

00:09:01.221 --> 00:09:02.240
it could be a great experience.

00:09:02.280 --> 00:09:02.421
Now,

00:09:02.500 --> 00:09:04.682
if the athlete can get you free

00:09:04.721 --> 00:09:06.221
tickets inside some of the events,

00:09:06.981 --> 00:09:08.363
then maybe you break even, right?

00:09:09.794 --> 00:09:12.596
I think it depends on the business model.

00:09:12.596 --> 00:09:13.557
25 years ago,

00:09:13.576 --> 00:09:15.418
I would have foot the bill

00:09:15.477 --> 00:09:16.518
for everything and I would

00:09:16.538 --> 00:09:17.418
have gone just because I

00:09:17.458 --> 00:09:18.658
wanted the experience and I

00:09:18.678 --> 00:09:19.580
wanted to be around it.

00:09:20.139 --> 00:09:20.720
Today,

00:09:20.740 --> 00:09:23.041
I'm not going unless I get paid a

00:09:23.081 --> 00:09:24.221
ridiculous amount of money.

00:09:24.662 --> 00:09:26.283
That's not my goal.

00:09:26.342 --> 00:09:27.643
That's not my intention.

00:09:27.663 --> 00:09:30.745
And again, you said it earlier,

00:09:31.004 --> 00:09:33.405
my experience is these

00:09:33.765 --> 00:09:35.687
Olympic athletes are mostly

00:09:35.787 --> 00:09:37.148
funding their own stuff.

00:09:37.248 --> 00:09:38.908
I know they get a little bit of money,

00:09:39.448 --> 00:09:40.808
from the olympic committee

00:09:40.869 --> 00:09:41.529
and I know they get a

00:09:41.570 --> 00:09:42.909
little bit of money if they

00:09:43.169 --> 00:09:44.971
they place on the podium

00:09:45.370 --> 00:09:46.490
but generally speaking

00:09:46.610 --> 00:09:48.152
these athletes are funding

00:09:48.211 --> 00:09:49.652
themselves they're barely

00:09:49.692 --> 00:09:51.032
scraping by they've got

00:09:51.111 --> 00:09:52.993
jobs to support their

00:09:53.052 --> 00:09:55.494
ability to still compete

00:09:55.673 --> 00:09:57.073
and train and do all of

00:09:57.114 --> 00:09:59.195
this um it's really a

00:09:59.254 --> 00:10:03.495
struggle you know so uh I i would bet

00:10:04.451 --> 00:10:05.751
I don't want to put words in their mouth,

00:10:05.792 --> 00:10:08.614
but I would bet the therapist,

00:10:08.634 --> 00:10:09.835
the athletic trainers,

00:10:10.335 --> 00:10:12.256
the support teams that you

00:10:12.317 --> 00:10:13.878
see over there with the athletes,

00:10:14.437 --> 00:10:15.938
a lot of that is self-funded.

00:10:15.958 --> 00:10:17.299
And again,

00:10:17.320 --> 00:10:19.302
if you're going to turn that

00:10:19.381 --> 00:10:20.523
into marketing material,

00:10:20.602 --> 00:10:21.884
branding material, and now

00:10:22.344 --> 00:10:23.445
The therapist who is there

00:10:23.485 --> 00:10:24.346
is going to come back and

00:10:24.365 --> 00:10:25.126
they're going to charge

00:10:25.206 --> 00:10:26.888
premium rates for their services.

00:10:27.369 --> 00:10:29.269
Totally worth it as a marketing expense.

00:10:30.110 --> 00:10:31.572
But most of the time,

00:10:31.613 --> 00:10:32.913
that's not what I see happens.

00:10:33.254 --> 00:10:35.056
It just turns into a story

00:10:35.096 --> 00:10:35.875
that they're going to tell

00:10:35.895 --> 00:10:37.918
their grandkids that I was

00:10:37.977 --> 00:10:39.279
a physical therapist back

00:10:39.299 --> 00:10:41.140
in the 2024 Olympics and I

00:10:41.181 --> 00:10:42.623
got to be there on site and

00:10:42.643 --> 00:10:43.283
it was amazing.

00:10:43.703 --> 00:10:45.024
But it never goes beyond that.

00:10:46.431 --> 00:10:47.530
Yeah.

00:10:47.791 --> 00:10:53.352
Now, with the whole Olympics,

00:10:55.693 --> 00:10:56.573
what else are you seeing?

00:10:56.653 --> 00:10:57.355
I know there was something

00:10:57.414 --> 00:10:59.414
else that you shared in the

00:10:59.475 --> 00:11:00.956
chat that kind of tied in.

00:11:01.990 --> 00:11:04.033
So let's talk about the branding, right?

00:11:04.173 --> 00:11:05.534
You see these Olympic

00:11:05.654 --> 00:11:07.277
athletes with Nike and

00:11:07.337 --> 00:11:08.458
Adidas and all of these

00:11:08.519 --> 00:11:09.720
different brands all over.

00:11:09.780 --> 00:11:11.423
And then I don't remember

00:11:11.462 --> 00:11:13.245
and I don't have it on my phone,

00:11:13.304 --> 00:11:15.587
but a specific brand came

00:11:15.748 --> 00:11:18.591
out or now athletes are going unbranded.

00:11:19.292 --> 00:11:20.994
Because what was happening

00:11:21.073 --> 00:11:23.355
was they would win Olympic

00:11:23.395 --> 00:11:25.538
gold and now the brand that

00:11:25.577 --> 00:11:27.239
they were wearing just out

00:11:27.399 --> 00:11:29.240
of that's what they had

00:11:29.822 --> 00:11:31.562
gets all of this notoriety

00:11:31.602 --> 00:11:32.744
and all of this repress.

00:11:33.465 --> 00:11:34.586
So if somebody had come up

00:11:34.625 --> 00:11:35.907
with this idea to say, hey,

00:11:35.947 --> 00:11:36.788
we're going to give you all

00:11:37.008 --> 00:11:38.408
unbranded clothing.

00:11:39.690 --> 00:11:40.870
This way, if you win,

00:11:41.650 --> 00:11:43.652
now you can sell the value

00:11:43.792 --> 00:11:44.991
of that winning.

00:11:45.331 --> 00:11:46.673
Now, I originally thought,

00:11:46.732 --> 00:11:48.013
now this would be an interesting one.

00:11:48.452 --> 00:11:50.033
I want to hear your take on it, Dave.

00:11:50.453 --> 00:11:52.315
So the clothes they were

00:11:52.355 --> 00:11:55.135
wearing was just plain blank clothing,

00:11:55.196 --> 00:11:56.696
no branding, no design,

00:11:56.797 --> 00:11:57.697
no lines or anything.

00:11:58.197 --> 00:11:58.456
I was like,

00:11:58.496 --> 00:11:59.258
I wonder if they're going to

00:11:59.378 --> 00:12:02.240
use AI to then go back

00:12:02.721 --> 00:12:05.004
after if they win and Nike

00:12:05.024 --> 00:12:06.586
says we want to, you know,

00:12:06.666 --> 00:12:07.746
we want to endorse you.

00:12:08.287 --> 00:12:10.309
They go back with AI and

00:12:10.330 --> 00:12:12.071
they add branding to the

00:12:12.130 --> 00:12:13.172
clothing that they have,

00:12:13.232 --> 00:12:14.394
almost like a green screen.

00:12:14.994 --> 00:12:16.135
Like think of it like a

00:12:16.196 --> 00:12:17.817
green screen because that that is,

00:12:18.158 --> 00:12:20.179
you know, billboard material right there.

00:12:21.363 --> 00:12:22.504
I don't think that's what they're doing.

00:12:22.984 --> 00:12:24.063
I think they're just saying, hey,

00:12:24.083 --> 00:12:24.684
we're not going to give

00:12:24.725 --> 00:12:26.585
away the value of this free

00:12:26.784 --> 00:12:29.106
media unless you pay for it

00:12:29.246 --> 00:12:29.927
ahead of time.

00:12:30.527 --> 00:12:33.368
And then if we win and nobody paid for it,

00:12:33.488 --> 00:12:37.070
now we've got something to negotiate.

00:12:37.169 --> 00:12:38.650
But I think there are just

00:12:38.711 --> 00:12:40.532
so many opportunities in this, again,

00:12:40.611 --> 00:12:43.972
with AI to go back and

00:12:44.052 --> 00:12:46.033
start to capitalize on some of that.

00:12:47.195 --> 00:12:47.774
What do you think?

00:12:49.682 --> 00:12:50.643
I didn't know that there was

00:12:50.702 --> 00:12:52.203
some potential artificial

00:12:52.244 --> 00:12:53.264
intelligence angle.

00:12:54.807 --> 00:12:58.370
It kind of seemed like from this bandit,

00:12:58.409 --> 00:12:59.230
was it bandit sports?

00:12:59.390 --> 00:13:00.692
Yeah, that's what it was.

00:13:01.351 --> 00:13:03.134
Solid black uniforms and

00:13:03.413 --> 00:13:05.235
outfits for the track

00:13:05.296 --> 00:13:07.398
athletes and many of the other Olympians.

00:13:08.839 --> 00:13:12.501
I think they performed it geniusly,

00:13:12.542 --> 00:13:13.383
which is kind of like

00:13:13.423 --> 00:13:14.244
something that would get

00:13:15.597 --> 00:13:16.618
talked about something that

00:13:16.638 --> 00:13:18.519
would get maybe written up in blogs or,

00:13:18.538 --> 00:13:18.918
you know,

00:13:18.958 --> 00:13:21.519
mentioned somewhere on the Internet and,

00:13:21.538 --> 00:13:23.559
you know, solid black for the Olympics.

00:13:23.659 --> 00:13:25.220
It is it is unique.

00:13:25.279 --> 00:13:26.120
I mean, I mean,

00:13:26.139 --> 00:13:27.740
you either got to go solid

00:13:27.801 --> 00:13:28.721
white or solid black.

00:13:28.760 --> 00:13:29.000
I mean,

00:13:29.520 --> 00:13:30.360
all the other countries have

00:13:30.380 --> 00:13:31.821
different color logos and

00:13:31.880 --> 00:13:32.741
the athletes are wearing

00:13:33.162 --> 00:13:34.461
typically the country's

00:13:34.522 --> 00:13:36.322
colors or the variations of

00:13:36.341 --> 00:13:37.643
those colors for that year

00:13:37.663 --> 00:13:38.363
or that Olympiad.

00:13:40.102 --> 00:13:42.684
So the solid black is pretty unique.

00:13:43.485 --> 00:13:47.268
And it's something that they, I mean,

00:13:47.327 --> 00:13:48.849
it's probably like a lost leader, right?

00:13:48.889 --> 00:13:49.830
And then they get the free,

00:13:50.470 --> 00:13:51.711
they pay for this upfront.

00:13:52.471 --> 00:13:53.572
They lose some money with

00:13:54.332 --> 00:13:56.173
paying for these uniforms.

00:13:56.573 --> 00:13:57.695
And then as soon as it's

00:13:57.794 --> 00:13:58.575
mentioned like this,

00:13:58.615 --> 00:13:59.495
and now we're talking about

00:13:59.515 --> 00:14:01.017
it on our show and other places,

00:14:01.096 --> 00:14:02.138
other people are talking about it.

00:14:03.239 --> 00:14:04.820
Then I didn't yet.

00:14:05.100 --> 00:14:06.500
And I don't know if you have, but like,

00:14:06.660 --> 00:14:08.162
I'll probably go and check out

00:14:08.601 --> 00:14:10.224
you know, Bandit, whatever, you know,

00:14:10.303 --> 00:14:11.424
what other things do they sell?

00:14:11.445 --> 00:14:12.905
Do they sell clothes that I

00:14:12.966 --> 00:14:14.106
might get for working out?

00:14:14.167 --> 00:14:15.687
Like what other performance

00:14:15.727 --> 00:14:17.750
gear or things or what are they about?

00:14:18.190 --> 00:14:19.291
And now they're on my radar.

00:14:19.431 --> 00:14:20.292
And so in the future,

00:14:20.831 --> 00:14:22.133
if I see something with Bandit,

00:14:22.552 --> 00:14:23.594
I have a connection in my

00:14:23.634 --> 00:14:25.716
mind with them and the Olympics.

00:14:25.916 --> 00:14:26.956
So then maybe I'll be more

00:14:27.017 --> 00:14:30.179
likely to pay out of pocket, you know,

00:14:30.220 --> 00:14:31.740
pay for something that

00:14:31.821 --> 00:14:33.101
either I don't need or maybe it's,

00:14:33.142 --> 00:14:34.442
you know, more of like a Nike,

00:14:34.482 --> 00:14:35.644
like aspirational type of a

00:14:35.703 --> 00:14:37.105
product in terms of price point.

00:14:37.125 --> 00:14:37.525
So who knows?

00:14:38.125 --> 00:14:38.506
Yeah,

00:14:38.746 --> 00:14:40.429
I had never heard of the company before.

00:14:40.450 --> 00:14:42.011
This was a great way to

00:14:42.152 --> 00:14:43.975
generate some press and get

00:14:44.054 --> 00:14:46.820
them in front of their ideal audience.

00:14:47.279 --> 00:14:48.101
And truthfully, I mean,

00:14:48.121 --> 00:14:49.423
when I think about it, I'm not,

00:14:49.443 --> 00:14:51.187
at least I don't think I'm

00:14:51.326 --> 00:14:52.928
influenced by influencers.

00:14:53.669 --> 00:14:55.010
uh if lebron james is

00:14:55.051 --> 00:14:56.131
wearing something I don't

00:14:56.152 --> 00:14:57.393
think I'm gonna shoot a

00:14:57.413 --> 00:14:58.693
basketball like him because

00:14:58.734 --> 00:15:00.434
I buy the same shoes as him

00:15:00.995 --> 00:15:02.676
but I will say when I'm

00:15:02.716 --> 00:15:04.577
looking at olympic athletes

00:15:05.097 --> 00:15:06.839
I do have a feeling or at

00:15:06.879 --> 00:15:08.821
least in my brain I'm like

00:15:09.360 --> 00:15:11.121
they're probably using

00:15:11.201 --> 00:15:13.224
wearing the best performance gear

00:15:13.644 --> 00:15:15.245
whether it be the shoe, the shirt,

00:15:15.304 --> 00:15:16.284
the shorts, whatever.

00:15:16.304 --> 00:15:18.905
So I probably have a higher

00:15:18.946 --> 00:15:20.866
level of trust buying

00:15:20.927 --> 00:15:22.248
something that an Olympian

00:15:22.327 --> 00:15:23.427
is wearing rather than

00:15:23.467 --> 00:15:24.448
buying something that a

00:15:24.489 --> 00:15:25.769
professional athlete is wearing.

00:15:26.528 --> 00:15:27.529
The other thing that I

00:15:27.570 --> 00:15:28.429
wanted to mention that I

00:15:28.470 --> 00:15:29.591
thought was interesting was

00:15:30.568 --> 00:15:31.330
we were watching the

00:15:31.350 --> 00:15:32.850
swimming and the gymnastics

00:15:32.890 --> 00:15:35.394
the other night and the way

00:15:35.634 --> 00:15:37.655
the media companies had

00:15:37.875 --> 00:15:40.077
everything ready to go so

00:15:40.138 --> 00:15:42.139
that the moment somebody

00:15:42.220 --> 00:15:44.903
scored you know a gold uh

00:15:45.322 --> 00:15:47.485
medal time or score

00:15:48.265 --> 00:15:49.167
instantly they had the

00:15:49.206 --> 00:15:50.268
background story ready

00:15:51.067 --> 00:15:52.208
And it's like they play the

00:15:52.249 --> 00:15:53.590
story about them as a kid

00:15:53.649 --> 00:15:54.549
and they had pictures of

00:15:54.590 --> 00:15:55.770
them growing up and they

00:15:55.791 --> 00:15:57.251
had all of this context.

00:15:58.432 --> 00:15:59.432
The Olympics,

00:15:59.613 --> 00:16:01.014
I'm sitting there watching this.

00:16:02.014 --> 00:16:03.654
It's really they've done

00:16:03.735 --> 00:16:04.916
such an amazing job

00:16:04.975 --> 00:16:06.176
building the story around

00:16:06.235 --> 00:16:08.498
the person more than just

00:16:08.538 --> 00:16:09.677
the athletic performance.

00:16:10.359 --> 00:16:12.659
And so, you know, you hear about athletes.

00:16:14.326 --> 00:16:15.807
This person was adopted and

00:16:16.107 --> 00:16:16.988
they went through these

00:16:17.048 --> 00:16:18.328
challenges and this person

00:16:18.369 --> 00:16:21.111
had a kidney failure that I mean,

00:16:21.131 --> 00:16:22.673
that story by itself with

00:16:22.712 --> 00:16:23.874
the gymnast who had the

00:16:23.913 --> 00:16:25.455
kidney issues and she was

00:16:25.495 --> 00:16:26.916
completely out of training

00:16:27.076 --> 00:16:28.956
to be able to come back and

00:16:28.996 --> 00:16:30.719
compete at this level in

00:16:30.818 --> 00:16:32.259
such a short amount of time

00:16:32.740 --> 00:16:33.721
just blows your mind.

00:16:34.181 --> 00:16:35.782
And so now you're rooting

00:16:35.842 --> 00:16:37.082
for this person because of

00:16:37.144 --> 00:16:38.104
the background story,

00:16:38.144 --> 00:16:39.125
because of everything that

00:16:39.164 --> 00:16:39.826
they've shared.

00:16:40.625 --> 00:16:43.687
goes back into what we do on a daily basis,

00:16:43.746 --> 00:16:45.207
which is, look, Dave,

00:16:45.548 --> 00:16:46.989
you might be an amazing therapist,

00:16:47.568 --> 00:16:49.029
but if I don't know anything about you,

00:16:49.529 --> 00:16:50.509
I don't know anything about

00:16:50.570 --> 00:16:53.991
your past history, about your philosophy,

00:16:54.052 --> 00:16:55.432
about your culture,

00:16:55.511 --> 00:16:56.893
like I'm not going to have

00:16:56.913 --> 00:16:57.773
a connection to you.

00:16:57.812 --> 00:16:59.234
But as soon as I start to hear, oh,

00:16:59.274 --> 00:17:00.474
Dave played baseball and

00:17:00.494 --> 00:17:01.955
Dave did this and Dave lives in

00:17:02.383 --> 00:17:03.965
Brooklyn and he's a new dad.

00:17:04.025 --> 00:17:05.566
And all of a sudden I

00:17:05.586 --> 00:17:06.606
started to create these

00:17:06.686 --> 00:17:08.808
connections where I want to

00:17:08.848 --> 00:17:09.690
get to know you.

00:17:09.750 --> 00:17:10.951
I want to work with you.

00:17:10.990 --> 00:17:13.574
I want you to be my therapist.

00:17:14.213 --> 00:17:14.755
Again,

00:17:15.194 --> 00:17:17.537
we don't do a very good job at

00:17:17.596 --> 00:17:18.577
building that kind of

00:17:18.637 --> 00:17:20.519
context around the

00:17:20.960 --> 00:17:22.402
therapeutic relationship.

00:17:24.388 --> 00:17:26.108
So when they like NBC or

00:17:26.150 --> 00:17:28.210
whoever's doing the I forget if it's ABC,

00:17:28.250 --> 00:17:28.829
NBC, whatever,

00:17:29.210 --> 00:17:29.790
when they do those

00:17:29.830 --> 00:17:31.290
spotlights and they have

00:17:31.631 --> 00:17:33.491
the because one of them was

00:17:33.551 --> 00:17:37.633
the one of the men, Olympia,

00:17:37.792 --> 00:17:38.512
obviously Olympians,

00:17:38.833 --> 00:17:42.973
one of the pommel horse or

00:17:43.334 --> 00:17:44.934
the overall the I forget,

00:17:45.055 --> 00:17:47.214
like all the like the rings.

00:17:47.255 --> 00:17:47.836
What's that?

00:17:48.056 --> 00:17:48.415
I'm sorry.

00:17:48.455 --> 00:17:48.736
What's it?

00:17:48.855 --> 00:17:49.175
What's the.

00:17:51.193 --> 00:17:51.634
I don't know,

00:17:51.913 --> 00:17:55.615
but just go with men's gymnastics.

00:17:55.715 --> 00:17:56.955
Men's gymnastics, thank you.

00:17:56.976 --> 00:17:57.696
Men's gymnastics.

00:17:58.636 --> 00:18:00.198
One of those guys had some

00:18:00.278 --> 00:18:02.238
ACL injury a couple years ago,

00:18:02.317 --> 00:18:03.318
so they did a whole

00:18:03.378 --> 00:18:06.000
background video with his family,

00:18:06.099 --> 00:18:08.681
and he was on a farm riding horses,

00:18:08.861 --> 00:18:12.422
and they wake up at whatever, 4 or 5 a.m.,

00:18:12.481 --> 00:18:13.343
and the first thing they

00:18:13.363 --> 00:18:14.583
have to do is take care of the horses.

00:18:15.002 --> 00:18:15.644
So you're right.

00:18:16.044 --> 00:18:17.624
NBC or whoever is hosting,

00:18:17.723 --> 00:18:18.865
whatever channel is hosting,

00:18:19.505 --> 00:18:20.948
They have this whole

00:18:21.107 --> 00:18:23.491
backstory for each of these athletes,

00:18:23.551 --> 00:18:24.973
especially, I don't know if they,

00:18:24.993 --> 00:18:25.895
maybe it's most of them or

00:18:25.976 --> 00:18:27.097
all of them in case any of

00:18:27.137 --> 00:18:28.078
them break out and have

00:18:28.119 --> 00:18:29.260
some amazing performance.

00:18:30.765 --> 00:18:31.705
Why do you think they do that?

00:18:31.766 --> 00:18:33.086
Do you think they do that to

00:18:34.327 --> 00:18:35.769
keep our attention so that

00:18:35.808 --> 00:18:36.650
we talk about these

00:18:36.730 --> 00:18:37.570
athletes more so that

00:18:37.590 --> 00:18:39.913
there's some human connection there?

00:18:40.012 --> 00:18:40.292
And then,

00:18:40.834 --> 00:18:41.815
because ultimately they want to

00:18:41.835 --> 00:18:42.895
sell advertisements, right?

00:18:42.935 --> 00:18:44.797
Like NBC, I mean, obviously they want to,

00:18:45.178 --> 00:18:46.198
they want to display this

00:18:46.259 --> 00:18:47.819
amazing performance of our

00:18:47.940 --> 00:18:50.362
athletes in Paris and all

00:18:50.442 --> 00:18:52.384
other Olympiads whenever it happens.

00:18:52.923 --> 00:18:54.164
But do they have these

00:18:54.306 --> 00:18:56.366
backstories set up already for,

00:18:57.228 --> 00:18:58.848
to give us something

00:18:58.929 --> 00:18:59.849
different to watch

00:18:59.890 --> 00:19:01.672
temporarily that's not the

00:19:01.731 --> 00:19:02.731
sport that's not the

00:19:02.932 --> 00:19:05.875
performance is it to get

00:19:05.914 --> 00:19:07.776
that human connection so

00:19:07.816 --> 00:19:09.196
that it keeps our eyeballs

00:19:09.257 --> 00:19:11.259
watching more and more of

00:19:11.278 --> 00:19:12.940
the olympics like obviously

00:19:13.039 --> 00:19:14.181
I i think there's got to be

00:19:14.240 --> 00:19:16.103
some you know monetary

00:19:16.182 --> 00:19:18.243
capitalistic reason but at

00:19:18.263 --> 00:19:19.105
the same time it's like a

00:19:19.365 --> 00:19:20.425
it's like a warm-hearted

00:19:20.866 --> 00:19:22.347
reason as well but that's

00:19:22.468 --> 00:19:23.608
what sells and that's what

00:19:23.648 --> 00:19:24.769
works and keeps attention right

00:19:25.470 --> 00:19:27.471
Yeah, I mean, look, MrBeast,

00:19:28.371 --> 00:19:30.551
the biggest YouTuber in the world,

00:19:30.652 --> 00:19:31.732
came out a couple of months

00:19:31.792 --> 00:19:32.873
or maybe close to a year

00:19:32.932 --> 00:19:34.953
ago and said the biggest

00:19:35.013 --> 00:19:36.494
drawback to the content he

00:19:36.714 --> 00:19:38.816
used to produce was he

00:19:38.915 --> 00:19:40.576
couldn't build those relationships.

00:19:40.616 --> 00:19:41.457
He couldn't make a

00:19:41.497 --> 00:19:43.258
connection between the

00:19:43.498 --> 00:19:44.657
people that were in the

00:19:44.698 --> 00:19:46.118
MrBeast challenge for that

00:19:46.159 --> 00:19:47.880
video and the viewers.

00:19:48.140 --> 00:19:49.019
And what would happen is

00:19:49.059 --> 00:19:50.641
people would click off prematurely.

00:19:51.161 --> 00:19:53.142
So in his newer content,

00:19:53.201 --> 00:19:55.563
now Mr. Beast has a huge deal with Amazon,

00:19:55.583 --> 00:19:57.523
but in his newer content, he said,

00:19:57.544 --> 00:19:59.484
I am going to focus more

00:19:59.525 --> 00:20:01.226
time on building relationships,

00:20:01.286 --> 00:20:02.426
sharing backstories,

00:20:02.507 --> 00:20:03.527
getting the viewer to

00:20:03.586 --> 00:20:06.929
connect with the participant in my video.

00:20:07.548 --> 00:20:09.390
We know that when we look at

00:20:09.549 --> 00:20:11.151
pre-recorded content, right,

00:20:11.171 --> 00:20:11.810
I'm going to watch...

00:20:13.491 --> 00:20:14.653
a show on TV.

00:20:15.094 --> 00:20:15.933
I'm going to fast forward

00:20:15.953 --> 00:20:16.875
through every commercial.

00:20:16.894 --> 00:20:17.796
I'm never going to sit there

00:20:17.816 --> 00:20:19.017
and watch a commercial anymore.

00:20:19.096 --> 00:20:21.578
So live sports is the only

00:20:21.699 --> 00:20:23.661
place on TV that I know of

00:20:24.221 --> 00:20:25.281
that you're actually going

00:20:25.301 --> 00:20:26.522
to sit there and watch the

00:20:26.563 --> 00:20:28.364
commercial because either

00:20:28.384 --> 00:20:29.345
you're going to be on delay,

00:20:29.865 --> 00:20:31.707
maybe you let it record a little bit,

00:20:31.767 --> 00:20:32.928
but then somebody is going

00:20:32.948 --> 00:20:33.749
to mess it up for you.

00:20:34.628 --> 00:20:35.910
Or you're going to just sit

00:20:35.950 --> 00:20:38.211
there and work through that commercial.

00:20:38.250 --> 00:20:39.632
So building the relationship

00:20:39.751 --> 00:20:41.093
with the athlete,

00:20:41.153 --> 00:20:42.653
between the viewer and the athlete,

00:20:42.673 --> 00:20:44.414
is a huge element in

00:20:44.515 --> 00:20:45.615
keeping your attention.

00:20:46.155 --> 00:20:47.596
And now the question is, all right,

00:20:47.616 --> 00:20:49.097
so how do we do this,

00:20:49.678 --> 00:20:52.859
bring that concept into therapy?

00:20:53.299 --> 00:20:55.561
I call these hostage testimonials.

00:20:55.801 --> 00:20:57.142
We see therapists that share

00:20:57.182 --> 00:20:58.442
hostage testimonials,

00:20:58.883 --> 00:21:00.724
persons up against a blank wall,

00:21:01.065 --> 00:21:02.184
cameras in their face,

00:21:03.365 --> 00:21:05.385
overhead lighting like you guys see here.

00:21:05.886 --> 00:21:06.446
And they're like,

00:21:06.507 --> 00:21:08.287
tell us why you love physical therapy.

00:21:08.747 --> 00:21:11.208
And the patient's like, this was great.

00:21:11.307 --> 00:21:12.387
I feel so much better.

00:21:12.468 --> 00:21:14.667
It's a horrible, horrible testimonial,

00:21:14.748 --> 00:21:17.269
but this is what we're used to doing.

00:21:17.788 --> 00:21:18.909
So I've always said,

00:21:19.048 --> 00:21:20.849
how can we build a relationship?

00:21:20.910 --> 00:21:23.369
I would love to see a reality style show.

00:21:23.390 --> 00:21:26.371
I would love to show the development,

00:21:26.411 --> 00:21:27.830
the progression of the patient.

00:21:27.871 --> 00:21:28.691
If you know there's going to

00:21:28.731 --> 00:21:30.652
be a good patient for social media,

00:21:31.152 --> 00:21:33.211
Like, get clips of the evaluation.

00:21:33.271 --> 00:21:34.813
Get clips of midway through

00:21:34.833 --> 00:21:35.613
the plan of care.

00:21:36.133 --> 00:21:40.013
Get non-biased, non-scripted,

00:21:40.614 --> 00:21:42.953
real interaction between the therapist,

00:21:42.993 --> 00:21:45.375
the patient, talking, sharing ideas.

00:21:46.775 --> 00:21:47.275
And again,

00:21:47.394 --> 00:21:49.154
we're doing that because we want

00:21:49.174 --> 00:21:50.515
to build an emotional

00:21:50.575 --> 00:21:51.675
connection between the

00:21:51.715 --> 00:21:53.296
patient in the clinic and

00:21:53.316 --> 00:21:55.076
the prospective patient

00:21:55.135 --> 00:21:56.696
who's watching that video

00:21:56.757 --> 00:21:59.057
clip of that patient in your clinic.

00:21:59.757 --> 00:22:00.958
I think this is a universal

00:22:00.998 --> 00:22:03.358
thing that all media has done forever.

00:22:06.000 --> 00:22:10.461
So, um, around that with, uh,

00:22:11.343 --> 00:22:13.544
the reality show or, or the, or just,

00:22:13.584 --> 00:22:14.683
or just recording, right?

00:22:15.044 --> 00:22:16.164
Let's say, Tony,

00:22:16.204 --> 00:22:17.566
let's say you lived in New York city.

00:22:17.586 --> 00:22:19.165
You called up my practice and we're like,

00:22:19.185 --> 00:22:21.627
Hey, you know, yeah, we, we charge, uh,

00:22:21.667 --> 00:22:23.587
you know, two 50 to three 50 per visit,

00:22:23.648 --> 00:22:24.828
depending on which therapist.

00:22:24.909 --> 00:22:26.650
And now I'm price anchoring

00:22:26.690 --> 00:22:28.651
at $500 a visit for weekend visits.

00:22:29.330 --> 00:22:30.332
And let's say you're like,

00:22:30.392 --> 00:22:32.053
that is way too expensive.

00:22:32.472 --> 00:22:34.114
I mean, I read all your Google reviews.

00:22:35.675 --> 00:22:37.056
Your website resonates with me.

00:22:37.076 --> 00:22:39.438
I really like what I see,

00:22:40.057 --> 00:22:40.878
but I just don't have the

00:22:40.939 --> 00:22:42.299
financial budget for it.

00:22:43.709 --> 00:22:45.390
Should I or could I or other

00:22:45.410 --> 00:22:46.769
practice owners watching or listening,

00:22:47.089 --> 00:22:48.510
if you're cash-based,

00:22:48.550 --> 00:22:49.510
assuming that you're cash-based,

00:22:50.230 --> 00:22:51.311
and if a prospective

00:22:51.332 --> 00:22:52.992
patient calls in that after

00:22:53.032 --> 00:22:54.173
you have a conversation with them,

00:22:54.252 --> 00:22:56.114
if you kind of decided

00:22:56.253 --> 00:22:57.574
they're the right fit and

00:22:58.414 --> 00:22:59.434
they truly need your help

00:23:00.154 --> 00:23:00.935
and they just don't have

00:23:00.955 --> 00:23:02.336
the financial resources to pay,

00:23:02.596 --> 00:23:03.997
and regardless of whatever your rates are,

00:23:03.997 --> 00:23:04.297
$100, $125, $150 a visit, $175,

00:23:04.297 --> 00:23:05.936
whatever your rates are in

00:23:05.957 --> 00:23:06.597
any other state,

00:23:11.092 --> 00:23:12.113
If someone like Tony calls

00:23:12.192 --> 00:23:13.875
up and is the right fit,

00:23:13.914 --> 00:23:15.615
but cannot pay my out-of-pocket rates,

00:23:16.717 --> 00:23:18.298
what are the pros and cons of me saying,

00:23:18.338 --> 00:23:18.578
well,

00:23:18.778 --> 00:23:21.662
I can have you sign a consent form

00:23:22.542 --> 00:23:23.503
and we're going to,

00:23:25.085 --> 00:23:26.286
I'll charge you a hundred

00:23:26.306 --> 00:23:27.527
bucks or 50 bucks a visit

00:23:27.548 --> 00:23:30.770
or whatever in exchange for

00:23:30.931 --> 00:23:33.133
you signing over the ability for,

00:23:33.153 --> 00:23:35.914
and you consenting so that we can record

00:23:38.112 --> 00:23:39.054
all the visits,

00:23:39.173 --> 00:23:40.056
like we'll record your

00:23:40.096 --> 00:23:40.998
initial evaluation.

00:23:41.118 --> 00:23:42.300
If you want to schedule more visits,

00:23:42.461 --> 00:23:43.002
we could do that.

00:23:44.817 --> 00:23:46.458
Is there any legal

00:23:46.498 --> 00:23:47.719
considerations or any

00:23:48.480 --> 00:23:51.321
issues with offering a cash

00:23:51.602 --> 00:23:53.304
pay discounted rate in

00:23:53.344 --> 00:23:55.605
exchange for recording it,

00:23:55.806 --> 00:23:57.928
recording the entire patient interaction,

00:23:57.968 --> 00:23:58.688
the whole visit?

00:23:59.269 --> 00:24:01.069
You could have an editor chop it up later.

00:24:01.089 --> 00:24:02.491
You could put the whole visit,

00:24:03.833 --> 00:24:05.334
the whole hour long or

00:24:05.594 --> 00:24:09.176
however long you do visits on Instagram,

00:24:09.196 --> 00:24:11.038
Facebook, YouTube, wherever.

00:24:13.750 --> 00:24:15.271
I know you'll probably like

00:24:15.291 --> 00:24:15.873
this because you've done

00:24:15.913 --> 00:24:17.415
some of this stuff in the past, Tony,

00:24:17.435 --> 00:24:19.719
but any issues with that or

00:24:19.778 --> 00:24:21.101
legal considerations?

00:24:21.221 --> 00:24:22.502
I mean, obviously, we're not lawyers.

00:24:23.443 --> 00:24:24.144
Yeah, yeah, of course.

00:24:24.203 --> 00:24:25.005
We're not lawyers.

00:24:25.984 --> 00:24:30.385
I purchased my media releases from Iris,

00:24:30.625 --> 00:24:33.086
from Nancy Beckley,

00:24:33.166 --> 00:24:35.327
from multiple resources

00:24:35.367 --> 00:24:36.188
that are out there.

00:24:36.448 --> 00:24:38.108
So let's spend a little time

00:24:38.169 --> 00:24:39.209
talking about this because

00:24:39.689 --> 00:24:41.730
I've shared this concept in

00:24:41.890 --> 00:24:43.309
different ways over the

00:24:43.349 --> 00:24:44.510
last five to ten years.

00:24:45.250 --> 00:24:46.991
You've got option number one.

00:24:48.212 --> 00:24:49.752
You are my patient.

00:24:49.973 --> 00:24:50.854
You call me.

00:24:50.874 --> 00:24:52.795
You want to come in for therapy.

00:24:53.736 --> 00:24:55.036
Even forget the discounts,

00:24:55.076 --> 00:24:55.896
forget everything else.

00:24:55.977 --> 00:24:56.217
Right.

00:24:56.676 --> 00:24:57.958
If you're a Medicare beneficiary,

00:24:58.018 --> 00:24:59.679
I'm going to make 100 bucks on the hour.

00:25:00.019 --> 00:25:01.500
OK, I'm not going to survive on that.

00:25:02.160 --> 00:25:04.260
But if I document and I like

00:25:04.300 --> 00:25:05.481
to use the word document,

00:25:05.501 --> 00:25:06.682
if I document that

00:25:06.742 --> 00:25:09.124
engagement and I document, let's say,

00:25:09.163 --> 00:25:10.724
a 12 visit plan of care.

00:25:11.484 --> 00:25:12.226
And I inform,

00:25:12.405 --> 00:25:13.907
I provide you informed consent.

00:25:14.288 --> 00:25:16.430
I provide you the HIPAA privacy notice.

00:25:16.509 --> 00:25:17.931
I've got the media releases

00:25:17.971 --> 00:25:19.153
that effectively give you

00:25:19.192 --> 00:25:20.473
the right as the patient

00:25:20.987 --> 00:25:23.268
to refuse for me to share

00:25:23.327 --> 00:25:26.108
this content or to request

00:25:26.189 --> 00:25:27.769
that I remove the content

00:25:27.890 --> 00:25:29.089
at some point in the future.

00:25:29.109 --> 00:25:29.890
Like all of these are

00:25:29.990 --> 00:25:33.030
elements in your rights as a patient.

00:25:33.692 --> 00:25:35.432
But once we get past that,

00:25:35.451 --> 00:25:36.212
and it could be done,

00:25:36.373 --> 00:25:37.393
absolutely it could be done.

00:25:38.113 --> 00:25:40.074
Then what happens is I

00:25:40.153 --> 00:25:43.075
record my initial evaluation with you,

00:25:43.134 --> 00:25:43.755
Dave Kittle.

00:25:44.076 --> 00:25:46.276
I'm evaluating your

00:25:47.096 --> 00:25:49.897
post-surgical Tommy John surgery.

00:25:50.778 --> 00:25:53.038
And so I'm going to evaluate

00:25:53.058 --> 00:25:54.259
that in a very specific way

00:25:54.298 --> 00:25:56.319
because I'm a physical therapist.

00:25:56.720 --> 00:25:59.500
And then I would put that

00:25:59.560 --> 00:26:01.082
information out on social

00:26:01.122 --> 00:26:02.862
media and maybe I put it on YouTube.

00:26:03.402 --> 00:26:04.762
It's a monetized YouTube

00:26:04.803 --> 00:26:06.282
channel and now that video

00:26:06.343 --> 00:26:07.903
is starting to generate views.

00:26:08.384 --> 00:26:09.663
I've got videos on YouTube

00:26:09.703 --> 00:26:10.545
that have generated a

00:26:10.605 --> 00:26:11.825
couple thousand dollars,

00:26:12.644 --> 00:26:13.486
eight minute video.

00:26:14.665 --> 00:26:15.946
over the last three or four years.

00:26:16.748 --> 00:26:20.951
So now what's happened is I took the $100,

00:26:20.951 --> 00:26:22.251
I would call it a loss leader,

00:26:22.832 --> 00:26:24.073
Medicare reimbursement,

00:26:24.634 --> 00:26:26.994
and I've monetized that hour of my life,

00:26:27.055 --> 00:26:27.655
your life,

00:26:27.955 --> 00:26:29.636
and it's generated $1,000 on

00:26:29.856 --> 00:26:30.938
YouTube because so many

00:26:30.978 --> 00:26:32.720
people want to see what

00:26:32.779 --> 00:26:34.080
it's like to go to physical

00:26:34.121 --> 00:26:35.521
therapy for a Tommy John

00:26:36.061 --> 00:26:36.883
recovery program.

00:26:38.042 --> 00:26:38.883
There's that option.

00:26:39.042 --> 00:26:40.503
We can monetize in that way.

00:26:40.903 --> 00:26:43.064
Absolutely reasonable and it

00:26:43.183 --> 00:26:44.423
should be done that way.

00:26:45.224 --> 00:26:47.045
Option number two, just like you said,

00:26:47.105 --> 00:26:48.924
you can't afford my therapy.

00:26:49.464 --> 00:26:51.566
So the value exchange is

00:26:51.605 --> 00:26:52.766
you're not going to give me money,

00:26:53.385 --> 00:26:54.405
but you're going to give me

00:26:54.546 --> 00:26:55.787
rights to the media.

00:26:56.267 --> 00:26:57.807
You're going to sign off all

00:26:57.846 --> 00:26:59.166
of the notices and everything.

00:26:59.646 --> 00:27:00.867
And now I'm going to share that.

00:27:01.067 --> 00:27:04.468
I could sell that to YouTube advertisers.

00:27:04.607 --> 00:27:06.929
I could sell that to other therapists.

00:27:07.628 --> 00:27:08.630
Maybe there's something,

00:27:08.690 --> 00:27:10.070
a pelvic floor therapist

00:27:10.490 --> 00:27:12.071
who's treating a condition

00:27:12.692 --> 00:27:14.894
and I've never done pelvic floor.

00:27:14.913 --> 00:27:16.595
I have no idea what even to expect.

00:27:16.796 --> 00:27:18.317
Male pelvic floor is huge.

00:27:18.396 --> 00:27:19.277
We know a couple of guys in

00:27:19.317 --> 00:27:20.377
New York that are doing it.

00:27:20.958 --> 00:27:22.700
So maybe I want to pay 10 or

00:27:22.700 --> 00:27:24.101
20 bucks to see a real

00:27:24.181 --> 00:27:25.902
therapist with a real patient,

00:27:26.001 --> 00:27:27.363
have a real interaction,

00:27:27.903 --> 00:27:29.243
just so I get an idea of

00:27:29.324 --> 00:27:32.086
what something like that is like.

00:27:32.125 --> 00:27:32.987
And then maybe I want to go

00:27:33.027 --> 00:27:34.008
get the education and the

00:27:34.048 --> 00:27:34.887
training I would need to

00:27:34.928 --> 00:27:35.909
bring that into my clinic.

00:27:37.184 --> 00:27:38.425
Yes, it's possible.

00:27:38.746 --> 00:27:39.926
Yes, it's doable.

00:27:40.166 --> 00:27:41.268
I think that should be the

00:27:41.327 --> 00:27:42.449
future of education.

00:27:42.910 --> 00:27:44.411
To think that right now

00:27:44.691 --> 00:27:46.612
there are classrooms of DPT

00:27:46.652 --> 00:27:47.833
students across the country

00:27:47.853 --> 00:27:48.673
who are sitting there

00:27:49.213 --> 00:27:51.635
listening to a professor

00:27:51.777 --> 00:27:54.398
read from a book is absurd.

00:27:54.878 --> 00:27:56.400
When we live in a social

00:27:56.440 --> 00:27:58.362
media world that a student

00:27:58.382 --> 00:28:00.083
could be with you, Dave, in Brooklyn,

00:28:00.522 --> 00:28:01.703
seeing how you do it,

00:28:01.844 --> 00:28:03.005
and then 20 minutes later

00:28:03.065 --> 00:28:04.946
could be with me in Middletown, Ohio,

00:28:04.967 --> 00:28:06.067
and then 20 minutes later,

00:28:06.548 --> 00:28:08.429
could be with a therapist in California.

00:28:08.709 --> 00:28:09.430
You know, like,

00:28:10.029 --> 00:28:11.631
how are we not accessing

00:28:11.730 --> 00:28:13.311
the real education that's

00:28:13.352 --> 00:28:14.573
happening every single day?

00:28:18.027 --> 00:28:19.749
makes a lot of sense um I

00:28:19.788 --> 00:28:21.470
always think of I mean I

00:28:21.509 --> 00:28:22.550
know you like to go to the

00:28:23.251 --> 00:28:25.614
dpt and education side of

00:28:25.634 --> 00:28:26.855
things but I always like to

00:28:27.134 --> 00:28:28.195
think of like the marketing

00:28:28.957 --> 00:28:30.478
exposure to get the

00:28:31.038 --> 00:28:31.759
physical therapy

00:28:31.778 --> 00:28:33.060
evaluations and treatments

00:28:33.340 --> 00:28:35.061
capture that get it out on

00:28:35.123 --> 00:28:37.904
social media and typically

00:28:38.005 --> 00:28:39.526
attract more patients I

00:28:39.546 --> 00:28:40.768
think I i don't know if

00:28:40.807 --> 00:28:41.808
we've talked about this too much but

00:28:43.055 --> 00:28:43.634
I need to do this.

00:28:43.674 --> 00:28:44.915
We need to do this in my practice.

00:28:45.135 --> 00:28:47.156
And I think that it can help

00:28:47.217 --> 00:28:49.357
attract new therapists,

00:28:49.538 --> 00:28:51.019
like the way that Josh Funk

00:28:51.318 --> 00:28:53.740
and Rehab to Perform and

00:28:53.799 --> 00:28:54.800
all these other practices

00:28:55.401 --> 00:28:58.623
are putting out different

00:28:58.643 --> 00:28:59.202
types of content.

00:28:59.242 --> 00:28:59.942
I know Jimmy and I have

00:28:59.982 --> 00:29:00.804
talked about this as well,

00:29:00.824 --> 00:29:04.705
but putting out the patient

00:29:04.945 --> 00:29:06.826
visits on YouTube or

00:29:06.926 --> 00:29:08.047
Facebook or Instagram or whatever,

00:29:08.106 --> 00:29:09.688
even if it's the full visit

00:29:09.728 --> 00:29:10.429
or if it just clips,

00:29:11.578 --> 00:29:12.459
I always look at it as like

00:29:12.598 --> 00:29:14.440
I would want to do that and

00:29:14.500 --> 00:29:16.759
get a ROI for it because I

00:29:16.779 --> 00:29:17.720
want to attract more new

00:29:17.799 --> 00:29:19.840
prospective patients and

00:29:20.040 --> 00:29:21.300
more leads and more

00:29:21.941 --> 00:29:23.922
patients and clients into our practice.

00:29:23.942 --> 00:29:24.582
But at the same time,

00:29:24.622 --> 00:29:26.662
it can also attract other

00:29:26.701 --> 00:29:27.882
therapists because they

00:29:27.942 --> 00:29:29.962
just see it on social media

00:29:30.002 --> 00:29:30.663
and they're like, oh,

00:29:30.702 --> 00:29:32.002
that is a practice that's

00:29:32.022 --> 00:29:33.604
near me and that resonates with me.

00:29:33.804 --> 00:29:35.564
And that can help with

00:29:35.624 --> 00:29:36.683
getting more new resumes

00:29:36.784 --> 00:29:38.203
and the whole hiring and

00:29:38.243 --> 00:29:39.365
staffing challenges that

00:29:39.404 --> 00:29:40.164
we've been talking about.

00:29:41.224 --> 00:29:43.086
And then at the same time, real quick,

00:29:43.126 --> 00:29:44.048
at the same time,

00:29:44.147 --> 00:29:46.309
I think it can also attract

00:29:46.349 --> 00:29:47.330
physicians and referral

00:29:47.351 --> 00:29:48.571
partners because I know on

00:29:48.592 --> 00:29:49.393
Instagram there's a lot of

00:29:49.432 --> 00:29:50.614
New York City-based physicians,

00:29:50.713 --> 00:29:51.674
as I mentioned before.

00:29:51.694 --> 00:29:53.355
I connected with a bunch of them.

00:29:53.836 --> 00:29:55.557
And so if I put out content like that,

00:29:56.259 --> 00:29:57.700
it's potentially – like you

00:29:57.740 --> 00:29:58.861
still would want to have it

00:30:00.663 --> 00:30:02.284
kind of guided to some of

00:30:02.304 --> 00:30:04.537
the specific populations, but –

00:30:04.537 --> 00:30:05.518
That one piece of content,

00:30:05.758 --> 00:30:08.099
if I evaluate Tony as a patient,

00:30:09.221 --> 00:30:10.182
it could help me attract

00:30:10.221 --> 00:30:10.781
more new patients.

00:30:10.821 --> 00:30:13.144
It could help attract other therapists,

00:30:13.384 --> 00:30:14.384
potential therapists and

00:30:14.424 --> 00:30:15.445
candidates to interview,

00:30:15.925 --> 00:30:17.047
and then also potentially

00:30:17.067 --> 00:30:17.827
referral partners.

00:30:19.315 --> 00:30:20.455
Yeah, 100%.

00:30:20.536 --> 00:30:22.116
I remember somebody had

00:30:22.176 --> 00:30:24.038
shared in one of the

00:30:24.077 --> 00:30:25.378
Facebook groups recently,

00:30:25.439 --> 00:30:26.159
I think it might have been

00:30:26.179 --> 00:30:28.800
a response to Joey Alberton's recent post,

00:30:29.340 --> 00:30:31.063
where he was talking about

00:30:31.682 --> 00:30:33.544
stop sharing on social media.

00:30:33.923 --> 00:30:35.085
You're not trying to attract

00:30:35.164 --> 00:30:36.286
a national audience if

00:30:36.306 --> 00:30:37.207
you're looking to get more

00:30:37.267 --> 00:30:38.968
patients into your business.

00:30:39.548 --> 00:30:40.969
you know sharing stuff on

00:30:41.068 --> 00:30:42.589
social media isn't usually

00:30:42.630 --> 00:30:44.090
going to help that and

00:30:44.211 --> 00:30:46.252
somebody within that um

00:30:46.553 --> 00:30:47.432
replied and they talked

00:30:47.472 --> 00:30:48.134
about I think it was

00:30:48.193 --> 00:30:49.214
instagram and I think they

00:30:49.255 --> 00:30:50.996
talked about putting posts

00:30:51.076 --> 00:30:52.416
on instagram specifically

00:30:52.477 --> 00:30:54.218
for recruitment efforts and

00:30:54.258 --> 00:30:54.938
trying to attract

00:30:54.978 --> 00:30:57.339
therapists to employ you

00:30:57.480 --> 00:30:59.201
and rob vining had done an

00:30:59.280 --> 00:31:00.281
interview it wasn't the

00:31:00.321 --> 00:31:01.343
first interview with me it

00:31:01.383 --> 00:31:02.182
was one of the later

00:31:02.262 --> 00:31:03.784
interviews and we talked

00:31:03.824 --> 00:31:04.884
about that now this must

00:31:04.924 --> 00:31:06.905
have been 10 15 years ago

00:31:07.507 --> 00:31:09.107
but we talked about that I said look

00:31:10.067 --> 00:31:11.808
I'm not putting media out

00:31:11.848 --> 00:31:12.808
there specifically on

00:31:12.888 --> 00:31:15.349
Instagram to attract patients.

00:31:15.750 --> 00:31:17.151
I am putting media out there

00:31:17.171 --> 00:31:18.090
to show potential

00:31:18.191 --> 00:31:19.791
candidates that I want to hire.

00:31:20.311 --> 00:31:21.873
This is what therapy is like

00:31:21.932 --> 00:31:23.192
at Total Therapy Solutions.

00:31:23.733 --> 00:31:24.794
And lately I've been sharing

00:31:24.854 --> 00:31:26.394
a lot of Facebook posts

00:31:26.414 --> 00:31:28.075
from my knee replacement support group.

00:31:28.434 --> 00:31:29.895
These are real people who

00:31:29.976 --> 00:31:31.616
are in physical therapy or

00:31:31.737 --> 00:31:32.856
quit physical therapy

00:31:32.876 --> 00:31:34.438
because they hated physical therapy.

00:31:34.978 --> 00:31:35.478
I'm like, look,

00:31:35.518 --> 00:31:37.378
this is what real people are saying.

00:31:37.979 --> 00:31:39.919
And a lot of this comes from

00:31:40.039 --> 00:31:42.000
not that it's a good therapist,

00:31:42.079 --> 00:31:43.259
a bad therapist or whatever.

00:31:43.319 --> 00:31:45.681
They had no idea what to

00:31:45.760 --> 00:31:47.842
expect going to that

00:31:47.942 --> 00:31:50.261
specific therapy center or

00:31:50.321 --> 00:31:51.643
that specific therapist.

00:31:52.502 --> 00:31:53.943
And, you know, you go to Dave,

00:31:53.963 --> 00:31:54.443
you go to me.

00:31:54.703 --> 00:31:55.523
You're probably going to get

00:31:55.544 --> 00:31:56.743
a very different patient

00:31:56.763 --> 00:31:58.404
care experience between the two.

00:31:59.144 --> 00:32:00.806
The patient should have the

00:32:00.865 --> 00:32:02.066
information available for

00:32:02.105 --> 00:32:03.886
them to see what the

00:32:03.946 --> 00:32:04.906
experience is going to be

00:32:04.967 --> 00:32:07.428
like and to know what the

00:32:07.508 --> 00:32:09.269
expectations are a la Jerry

00:32:09.308 --> 00:32:12.349
Durham before they ever pick up the phone,

00:32:12.410 --> 00:32:13.589
before they ever try to

00:32:13.630 --> 00:32:14.671
reach out to any of us.

00:32:15.230 --> 00:32:16.692
so yeah I agree with you

00:32:16.731 --> 00:32:17.472
dave there's the

00:32:17.532 --> 00:32:18.973
recruitment element where

00:32:19.193 --> 00:32:20.674
you want therapists who

00:32:20.815 --> 00:32:22.056
want to come work for you

00:32:22.576 --> 00:32:23.477
not therapists you're

00:32:23.497 --> 00:32:24.657
trying to convince to come

00:32:24.698 --> 00:32:26.638
work for you um you want

00:32:26.679 --> 00:32:27.980
patients who want to be

00:32:28.000 --> 00:32:29.260
your patient not patients

00:32:29.280 --> 00:32:30.061
who are coming in because

00:32:30.102 --> 00:32:31.142
the doctor told them to go

00:32:31.162 --> 00:32:33.423
to therapy all of that

00:32:33.483 --> 00:32:35.105
comes with these kinds of

00:32:35.224 --> 00:32:37.007
experiences and there's

00:32:37.067 --> 00:32:38.326
nothing more genuine than

00:32:38.367 --> 00:32:40.048
seeing a real patient engagement

00:32:40.568 --> 00:32:42.170
you know I i shared a video

00:32:42.210 --> 00:32:43.531
last night I didn't know we

00:32:43.551 --> 00:32:44.211
were going to talk about

00:32:44.251 --> 00:32:45.192
this where it was five

00:32:45.232 --> 00:32:46.354
years ago I recorded a

00:32:46.394 --> 00:32:47.595
video in the lobby of my

00:32:47.634 --> 00:32:48.655
physical therapy clinic

00:32:50.494 --> 00:32:52.096
My value proposition in the

00:32:52.136 --> 00:32:53.397
video wasn't that we're the

00:32:53.438 --> 00:32:54.117
best therapist.

00:32:54.178 --> 00:32:55.920
It was convenient parking,

00:32:56.319 --> 00:32:57.902
no surprise billing and

00:32:57.961 --> 00:32:59.022
flexible scheduling.

00:32:59.763 --> 00:33:02.826
And I still have that value proposition,

00:33:03.086 --> 00:33:05.147
you know, but go to you.

00:33:05.729 --> 00:33:07.570
It's going to be the best manual therapy.

00:33:07.651 --> 00:33:08.571
It's going to be, you know,

00:33:08.612 --> 00:33:09.471
the best education,

00:33:09.511 --> 00:33:10.814
like all these other things.

00:33:12.095 --> 00:33:13.977
I just wish more therapists

00:33:13.997 --> 00:33:15.278
would produce more content.

00:33:16.778 --> 00:33:18.199
So I agree with a lot of the

00:33:18.239 --> 00:33:19.279
things that Joey Albritton

00:33:19.319 --> 00:33:20.780
has been posting on Facebook.

00:33:21.461 --> 00:33:23.201
The thing that he said about, you know,

00:33:24.403 --> 00:33:25.443
social media doesn't need

00:33:25.683 --> 00:33:27.464
one more video of like how

00:33:27.484 --> 00:33:28.685
to do a shoulder external

00:33:28.705 --> 00:33:31.087
rotation exercise video

00:33:31.127 --> 00:33:32.028
from a physical therapist.

00:33:32.188 --> 00:33:32.909
I agree with him.

00:33:33.628 --> 00:33:34.009
However,

00:33:34.170 --> 00:33:35.790
there's physical therapists out there.

00:33:35.891 --> 00:33:37.051
It depends on their intent.

00:33:37.692 --> 00:33:39.032
So are they just putting out

00:33:39.053 --> 00:33:40.413
videos because other

00:33:40.453 --> 00:33:41.054
physical therapists are

00:33:41.074 --> 00:33:41.674
putting out videos?

00:33:41.734 --> 00:33:43.175
Then he's 100% right.

00:33:43.776 --> 00:33:44.717
And like that physical

00:33:44.737 --> 00:33:46.178
therapist is probably wasting time.

00:33:47.137 --> 00:33:47.538
However,

00:33:47.699 --> 00:33:48.940
if a physical therapist can

00:33:49.000 --> 00:33:50.601
comment on that post like

00:33:50.661 --> 00:33:52.662
Josh Funk or someone else and say,

00:33:54.143 --> 00:33:57.105
we put out this like different silos,

00:33:57.145 --> 00:33:59.988
we'll put out, you know, results,

00:34:00.188 --> 00:34:00.468
you know,

00:34:00.607 --> 00:34:02.650
graduation discharge type videos

00:34:02.690 --> 00:34:03.269
or pictures.

00:34:04.030 --> 00:34:05.191
And that helps attract other

00:34:05.791 --> 00:34:07.393
other patients or, you know,

00:34:07.432 --> 00:34:08.793
videos or graphics around

00:34:08.813 --> 00:34:10.355
the Google reviews or

00:34:11.496 --> 00:34:12.836
someone ringing the bell or whatever,

00:34:12.896 --> 00:34:13.757
like and they reach

00:34:13.818 --> 00:34:15.139
whatever milestone or goal.

00:34:16.157 --> 00:34:17.438
that's gonna attract more new patients.

00:34:18.260 --> 00:34:19.121
But like you said,

00:34:19.181 --> 00:34:19.942
there are more and more

00:34:19.981 --> 00:34:20.643
physical therapists out

00:34:20.663 --> 00:34:22.143
there that are continuing

00:34:22.184 --> 00:34:24.186
to put out these exercise videos.

00:34:25.146 --> 00:34:26.989
And if any of them can comment,

00:34:27.469 --> 00:34:28.231
if they're listening to this,

00:34:28.271 --> 00:34:30.552
if any of them can comment on this post,

00:34:30.672 --> 00:34:32.934
on our episode or on Joey

00:34:32.974 --> 00:34:34.097
Albritton's post or wherever,

00:34:34.137 --> 00:34:34.876
somewhere online,

00:34:35.628 --> 00:34:36.869
Can you let us know, please,

00:34:36.949 --> 00:34:39.351
that you've had candidates,

00:34:39.371 --> 00:34:40.353
you've had physical therapy

00:34:40.393 --> 00:34:43.175
candidates come to you and say,

00:34:43.615 --> 00:34:44.436
here's my resume.

00:34:44.556 --> 00:34:45.518
Are you guys hiring?

00:34:45.577 --> 00:34:46.559
I want to interview with you.

00:34:46.579 --> 00:34:49.862
And I found you on Instagram

00:34:49.922 --> 00:34:51.063
or I found you on Facebook.

00:34:51.344 --> 00:34:52.985
And I love this content that

00:34:53.005 --> 00:34:53.826
you guys are posting.

00:34:53.865 --> 00:34:55.788
I can kind of see your culture,

00:34:55.827 --> 00:34:56.487
your morale,

00:34:56.869 --> 00:34:58.329
how you guys carry yourselves.

00:34:58.951 --> 00:34:59.630
I love the...

00:35:00.692 --> 00:35:01.052
Whatever.

00:35:01.253 --> 00:35:02.934
I don't know the exercise prescription.

00:35:02.954 --> 00:35:04.335
I love the you know,

00:35:04.394 --> 00:35:05.456
the style of patients that

00:35:05.476 --> 00:35:07.858
you guys treat and help and

00:35:08.518 --> 00:35:09.518
the athletes or the weekend

00:35:09.539 --> 00:35:10.480
warriors or whoever.

00:35:11.119 --> 00:35:12.101
That's what I want to hear from,

00:35:12.141 --> 00:35:13.161
because then the intent

00:35:13.302 --> 00:35:15.264
would be less about just

00:35:15.523 --> 00:35:17.686
one extra random exercise

00:35:17.706 --> 00:35:19.447
video that the online world

00:35:19.487 --> 00:35:20.106
doesn't even need.

00:35:20.967 --> 00:35:23.469
If it attracts resumes and candidates,

00:35:23.990 --> 00:35:25.992
then keep doing it.

00:35:26.432 --> 00:35:27.855
And then I would say if that's the case,

00:35:27.894 --> 00:35:29.755
then Joey is like halfway

00:35:29.815 --> 00:35:32.858
wrong because if it's

00:35:32.898 --> 00:35:34.320
attracting resumes and candidates,

00:35:35.302 --> 00:35:36.643
the intent is not for new

00:35:36.682 --> 00:35:37.344
patient marketing.

00:35:37.384 --> 00:35:38.405
So it depends on the intent.

00:35:39.139 --> 00:35:40.621
it is it is and we're never

00:35:40.681 --> 00:35:41.742
gonna know let me ask you

00:35:41.802 --> 00:35:44.445
this um I am shocked

00:35:44.626 --> 00:35:46.889
genuinely shocked at how

00:35:47.050 --> 00:35:48.110
little and when I say

00:35:48.170 --> 00:35:52.336
little I mean zero how little inbound um

00:35:54.239 --> 00:35:57.201
messaging I get from current

00:35:57.501 --> 00:35:58.501
active students.

00:35:59.382 --> 00:36:01.322
I don't know what's going on.

00:36:01.503 --> 00:36:03.083
I don't know what the deal is.

00:36:03.824 --> 00:36:06.445
I remember way back in my

00:36:06.505 --> 00:36:08.005
career as an employer,

00:36:08.025 --> 00:36:09.525
one of the most frustrating

00:36:09.565 --> 00:36:11.027
things for me was the lack

00:36:11.047 --> 00:36:13.427
of curiosity in my employees.

00:36:13.947 --> 00:36:15.509
So I would always,

00:36:15.909 --> 00:36:16.750
what are you thinking about?

00:36:16.789 --> 00:36:17.789
What do you want to learn about?

00:36:18.070 --> 00:36:18.851
What excites you?

00:36:19.751 --> 00:36:20.972
And there was really never

00:36:21.112 --> 00:36:22.592
anything there that

00:36:22.672 --> 00:36:23.273
somebody would be like,

00:36:23.552 --> 00:36:24.813
I want to do this and this and this.

00:36:25.514 --> 00:36:27.614
Students are in kind of a similar boat,

00:36:27.775 --> 00:36:29.315
but as I look at

00:36:30.208 --> 00:36:31.108
The landscape,

00:36:31.288 --> 00:36:33.869
I am shocked at how few

00:36:35.110 --> 00:36:37.590
students are actually reaching out.

00:36:37.670 --> 00:36:37.831
Now,

00:36:37.931 --> 00:36:39.170
I don't know if because they think

00:36:39.190 --> 00:36:41.052
they're too busy with studies.

00:36:41.231 --> 00:36:42.791
I don't know if maybe I'm

00:36:42.811 --> 00:36:44.693
just not in front of their network,

00:36:44.753 --> 00:36:45.853
like because I'm not so

00:36:45.913 --> 00:36:47.534
much on Instagram and TikTok.

00:36:47.594 --> 00:36:48.653
I'm more on Facebook.

00:36:49.074 --> 00:36:50.434
They don't even know that I exist.

00:36:51.275 --> 00:36:51.414
Um,

00:36:51.976 --> 00:36:54.838
have you had any kind of inbound from

00:36:55.018 --> 00:36:56.059
students that are like,

00:36:56.398 --> 00:36:57.920
I think what you're doing is amazing.

00:36:57.940 --> 00:36:59.041
I want to follow you.

00:36:59.081 --> 00:37:00.362
Cause I get a lot from therapists.

00:37:00.382 --> 00:37:02.623
Therapists are like almost daily.

00:37:02.643 --> 00:37:04.304
I get a message or an email

00:37:04.344 --> 00:37:04.965
from a therapist.

00:37:04.985 --> 00:37:05.364
Who's like,

00:37:05.405 --> 00:37:06.987
I've been quietly following you

00:37:07.047 --> 00:37:07.586
for years.

00:37:08.027 --> 00:37:09.088
Thank you so much for the

00:37:09.128 --> 00:37:11.068
content you share and, and, you know,

00:37:11.110 --> 00:37:12.289
the innovative ideas.

00:37:13.150 --> 00:37:13.271
Um,

00:37:13.570 --> 00:37:15.273
but I don't get anything from students.

00:37:18.034 --> 00:37:18.235
I, um,

00:37:19.639 --> 00:37:20.822
sometimes over the past I

00:37:20.842 --> 00:37:21.643
don't know maybe five or

00:37:21.663 --> 00:37:22.724
six years I'll get a few

00:37:22.804 --> 00:37:24.206
here and there on either

00:37:24.266 --> 00:37:26.750
linkedin or facebook dm but

00:37:26.789 --> 00:37:27.650
typically they're going to

00:37:27.690 --> 00:37:29.974
be like very like about to

00:37:30.014 --> 00:37:30.876
graduate or they're

00:37:30.896 --> 00:37:32.358
studying for boards or

00:37:33.099 --> 00:37:34.320
they're not contacting me

00:37:34.420 --> 00:37:35.862
for a rotation um

00:37:37.394 --> 00:37:38.815
Very, very small,

00:37:38.835 --> 00:37:40.635
maybe five all time asking

00:37:40.675 --> 00:37:43.237
for a rotation that I can recall.

00:37:45.057 --> 00:37:47.759
So, yeah, I mean, if anything,

00:37:47.818 --> 00:37:48.840
it's usually like newer

00:37:48.880 --> 00:37:50.239
grads looking for their

00:37:50.260 --> 00:37:51.780
first job or it's someone

00:37:51.800 --> 00:37:53.420
that's looking to relocate

00:37:53.440 --> 00:37:54.702
to New York City or something like that,

00:37:55.161 --> 00:37:55.981
or they're from here and

00:37:56.001 --> 00:37:56.563
they went to school

00:37:56.603 --> 00:37:57.422
somewhere else and they're

00:37:57.463 --> 00:37:58.822
like finishing up their DPT

00:37:58.862 --> 00:38:00.443
program and they're going

00:38:00.523 --> 00:38:01.985
to come get licensed here.

00:38:02.824 --> 00:38:04.347
or they're moving back or

00:38:04.367 --> 00:38:05.409
they're moving to New York City.

00:38:05.871 --> 00:38:08.155
But I agree, I'm similar,

00:38:08.916 --> 00:38:10.798
not too much of the

00:38:10.918 --> 00:38:12.601
curiosity type cold

00:38:12.641 --> 00:38:15.487
messaging from DBT students at this time.

00:38:16.414 --> 00:38:17.715
So if you're not doing it

00:38:17.775 --> 00:38:18.695
when you're a student,

00:38:18.974 --> 00:38:19.755
you're not going to be

00:38:19.795 --> 00:38:21.936
doing it when you're working full time.

00:38:22.097 --> 00:38:23.277
I just feel like a

00:38:23.336 --> 00:38:24.777
combination effort needs to

00:38:24.818 --> 00:38:26.958
be put forth between the professors.

00:38:27.599 --> 00:38:28.639
If I was a professor in a

00:38:28.679 --> 00:38:30.780
DPT program today, I would be like, guys,

00:38:31.300 --> 00:38:32.661
you need to be flooding.

00:38:32.702 --> 00:38:33.722
You need to be spamming.

00:38:33.742 --> 00:38:34.802
You need to be getting out

00:38:34.842 --> 00:38:35.704
there and building your

00:38:35.744 --> 00:38:37.664
professional network right now.

00:38:38.445 --> 00:38:40.628
so that when the time comes

00:38:40.708 --> 00:38:42.811
that you want to leverage

00:38:42.851 --> 00:38:44.635
these connections, they already exist.

00:38:45.315 --> 00:38:46.237
And I'm sorry,

00:38:46.297 --> 00:38:48.902
no matter how hard your program is,

00:38:49.402 --> 00:38:50.744
you have more time when

00:38:50.784 --> 00:38:51.666
you're a student than you

00:38:51.706 --> 00:38:53.148
do when you're a working professional.

00:38:53.748 --> 00:38:54.110
So,

00:38:54.570 --> 00:38:57.193
and married and kids and mortgage and

00:38:57.233 --> 00:38:57.992
all the other stuff.

00:38:58.012 --> 00:38:59.434
So I'd be like, as a professor,

00:38:59.954 --> 00:39:00.576
get out there.

00:39:00.675 --> 00:39:03.259
I would demand you get three

00:39:03.338 --> 00:39:04.639
extra credit points for

00:39:04.840 --> 00:39:07.702
every 10 therapists you meet,

00:39:08.123 --> 00:39:08.864
network with,

00:39:09.105 --> 00:39:10.565
and build a relationship with.

00:39:11.007 --> 00:39:12.708
And then as a student,

00:39:12.748 --> 00:39:13.728
I would just be like, all right,

00:39:13.789 --> 00:39:15.050
this is my full-time job.

00:39:15.150 --> 00:39:16.932
I'm going to DM and connect.

00:39:17.313 --> 00:39:18.753
I'm going to consume content

00:39:19.074 --> 00:39:19.715
and I'm going to make

00:39:19.775 --> 00:39:21.175
relationships with people

00:39:21.215 --> 00:39:22.476
that are out there in the

00:39:22.536 --> 00:39:23.597
profession right now.

00:39:25.460 --> 00:39:26.860
I know we could never study it,

00:39:27.061 --> 00:39:29.722
but I would love to see the

00:39:30.003 --> 00:39:32.005
income discrepancy between

00:39:32.065 --> 00:39:33.927
the student today who's

00:39:33.987 --> 00:39:34.947
building a professional

00:39:35.007 --> 00:39:36.568
network with therapists

00:39:36.588 --> 00:39:38.050
that are working right now

00:39:38.670 --> 00:39:39.791
compared to the student who

00:39:39.831 --> 00:39:41.632
graduates and then looks

00:39:41.672 --> 00:39:43.454
for a job with no connections.

00:39:44.980 --> 00:39:45.721
Yeah,

00:39:46.280 --> 00:39:47.842
two different paths and you can

00:39:47.882 --> 00:39:48.503
choose which one,

00:39:48.782 --> 00:39:49.664
but obviously the one where

00:39:49.684 --> 00:39:50.384
you're reaching out and

00:39:50.403 --> 00:39:51.445
you're building relationships,

00:39:52.005 --> 00:39:53.746
you'll have so many more options.

00:39:54.146 --> 00:39:55.768
You'll have more leverage, right?

00:39:57.523 --> 00:39:57.822
Yeah.

00:39:58.282 --> 00:39:58.623
Yeah.

00:39:59.182 --> 00:40:02.264
So let's, we got about 15 minutes.

00:40:03.824 --> 00:40:05.224
Tell me what you're doing

00:40:05.284 --> 00:40:06.465
these days since we've been

00:40:06.505 --> 00:40:07.905
talking about media so much

00:40:07.945 --> 00:40:09.085
through this episode.

00:40:09.706 --> 00:40:11.465
What are some of the boots on the ground,

00:40:11.525 --> 00:40:13.206
the real tactics that

00:40:13.246 --> 00:40:14.726
you're using right now in

00:40:14.786 --> 00:40:17.186
regards to marketing your business,

00:40:18.206 --> 00:40:19.228
either new patient

00:40:19.367 --> 00:40:22.527
acquisition or new hire acquisition?

00:40:23.128 --> 00:40:24.768
What are some things you're doing?

00:40:25.429 --> 00:40:25.949
What is that?

00:40:27.630 --> 00:40:28.010
All right.

00:40:28.612 --> 00:40:30.773
So this is referral pads.

00:40:30.833 --> 00:40:31.012
Now,

00:40:31.052 --> 00:40:32.873
it's not the same as Tony Meritato's

00:40:32.974 --> 00:40:34.034
referral pads where you

00:40:34.074 --> 00:40:36.697
list all of your competitors nearby.

00:40:36.757 --> 00:40:39.057
This is just our referral

00:40:39.077 --> 00:40:40.478
pad for concierge pain relief.

00:40:42.059 --> 00:40:43.221
I am about to fill one of

00:40:43.240 --> 00:40:44.342
these out to refer one of

00:40:44.382 --> 00:40:47.704
my patients digitally.

00:40:48.043 --> 00:40:48.925
I'll take a picture of it.

00:40:49.793 --> 00:40:51.818
to refer her to my main

00:40:52.719 --> 00:40:54.403
podiatrist that I work with

00:40:54.463 --> 00:40:55.226
or collaborate with.

00:40:56.327 --> 00:40:57.670
That's one thing I need to get,

00:40:59.068 --> 00:41:00.409
a little bit more boots on the ground.

00:41:00.528 --> 00:41:01.409
I love how you just asked

00:41:01.449 --> 00:41:02.170
about boots on the ground.

00:41:02.210 --> 00:41:03.070
And I had this literally

00:41:03.130 --> 00:41:03.931
sitting right on my desk,

00:41:03.952 --> 00:41:05.273
right next to me as we did this.

00:41:06.032 --> 00:41:08.695
And that podiatrist, I had asked him,

00:41:08.715 --> 00:41:10.476
I said, hey,

00:41:10.956 --> 00:41:12.577
if I had some referral pads

00:41:12.657 --> 00:41:13.858
for concierge pain relief

00:41:13.918 --> 00:41:15.380
for our home physical therapy.

00:41:15.940 --> 00:41:17.862
And podiatry is great

00:41:17.922 --> 00:41:19.702
because people are going to be on,

00:41:19.842 --> 00:41:20.003
you know,

00:41:20.023 --> 00:41:20.983
they're going to be laid up and

00:41:21.023 --> 00:41:22.264
it's harder for them to get around and

00:41:22.784 --> 00:41:24.246
They can get to an outpatient office,

00:41:24.286 --> 00:41:25.668
but it's a little more challenging,

00:41:25.708 --> 00:41:25.927
right?

00:41:25.987 --> 00:41:27.728
So I have a good

00:41:27.768 --> 00:41:29.210
relationship with this podiatrist.

00:41:29.271 --> 00:41:29.811
I said to him,

00:41:30.632 --> 00:41:31.532
if I have some of these

00:41:32.554 --> 00:41:35.916
blank referral pads, would you use them?

00:41:35.936 --> 00:41:36.777
Would that be helpful?

00:41:37.697 --> 00:41:39.318
He said, yeah, that would be great.

00:41:40.463 --> 00:41:41.164
drop some off.

00:41:41.824 --> 00:41:43.726
Um, and so then I printed them up.

00:41:43.927 --> 00:41:45.028
I printed, I spent, you know,

00:41:45.088 --> 00:41:45.989
hundreds just because of

00:41:46.030 --> 00:41:47.570
this one podiatrist said, yes,

00:41:47.931 --> 00:41:48.391
print them up.

00:41:48.472 --> 00:41:50.954
So he's got three offices.

00:41:51.496 --> 00:41:52.516
And so I need to drop them

00:41:52.637 --> 00:41:53.637
off at each office.

00:41:53.697 --> 00:41:54.918
I was just texting him yesterday.

00:41:54.978 --> 00:41:57.842
Cause I'm trying to refer this patient, um,

00:41:57.961 --> 00:41:58.262
that, uh,

00:41:59.670 --> 00:42:01.532
hurt their toe on a bike.

00:42:01.793 --> 00:42:03.713
And so I'm going to refer

00:42:03.753 --> 00:42:04.715
this patient over to him.

00:42:05.376 --> 00:42:06.536
And that's one thing in

00:42:06.556 --> 00:42:07.416
terms of boots on the ground,

00:42:07.436 --> 00:42:08.657
which is the opposite of

00:42:08.818 --> 00:42:09.679
all the stuff we're talking about.

00:42:09.759 --> 00:42:10.659
Opposite of video,

00:42:10.800 --> 00:42:12.340
opposite of social media,

00:42:12.882 --> 00:42:14.182
old school boots on the ground.

00:42:15.003 --> 00:42:16.003
I can't believe you even

00:42:16.043 --> 00:42:16.885
asked about it because I

00:42:16.925 --> 00:42:17.684
was going to try to figure

00:42:17.704 --> 00:42:19.166
out a way to kind of show

00:42:19.206 --> 00:42:20.427
these and bring these up.

00:42:20.628 --> 00:42:21.869
And, you know,

00:42:22.128 --> 00:42:23.230
magically we just have the

00:42:23.250 --> 00:42:24.471
synergy where you ask about

00:42:24.490 --> 00:42:25.672
boots on the ground and there you go.

00:42:26.693 --> 00:42:28.974
So I know people ask me all the time.

00:42:29.034 --> 00:42:32.195
I'm going to ask you, give me the actual,

00:42:32.655 --> 00:42:33.755
how many did you order?

00:42:33.775 --> 00:42:34.836
How many?

00:42:34.916 --> 00:42:36.416
Those look like thick pads.

00:42:36.436 --> 00:42:37.737
I'm going to go the opposite

00:42:37.777 --> 00:42:39.657
direction on you with this, probably.

00:42:40.137 --> 00:42:41.659
How many pages per pad?

00:42:41.739 --> 00:42:46.139
Where did you order them?

00:42:46.599 --> 00:42:48.280
These are 25 tear-offs per.

00:42:48.360 --> 00:42:49.360
Okay, perfect.

00:42:51.420 --> 00:42:52.842
I think I spent...

00:42:54.702 --> 00:42:56.023
It was like four or 500 bucks.

00:42:57.804 --> 00:42:58.784
Each of these stacks,

00:42:58.824 --> 00:43:02.367
I think I got maybe four or

00:43:02.427 --> 00:43:03.327
five of these stacks.

00:43:03.768 --> 00:43:05.168
I can't even recall.

00:43:05.188 --> 00:43:06.148
It was a while ago,

00:43:06.768 --> 00:43:08.690
closer to the time of the

00:43:08.710 --> 00:43:09.371
baby being born.

00:43:09.411 --> 00:43:10.632
So I can't even remember

00:43:11.211 --> 00:43:12.532
like how many I ordered or whatever.

00:43:12.612 --> 00:43:13.052
But again,

00:43:13.132 --> 00:43:16.074
probably like a hundred or whatever.

00:43:16.315 --> 00:43:18.476
No, if this is 25, then I have probably,

00:43:18.777 --> 00:43:20.338
I don't know, 500 tear offs.

00:43:21.057 --> 00:43:22.139
Is there a reason you went

00:43:22.199 --> 00:43:22.918
with quarter sizes?

00:43:26.297 --> 00:43:27.657
I want it to be similar to

00:43:27.818 --> 00:43:28.998
the referral pads that the

00:43:29.039 --> 00:43:29.998
physicians already use.

00:43:30.820 --> 00:43:31.119
Okay.

00:43:31.219 --> 00:43:32.280
Did you do anything special

00:43:32.320 --> 00:43:32.860
with the paper?

00:43:33.061 --> 00:43:35.402
Just regular white color?

00:43:35.483 --> 00:43:36.282
What'd you do with paper?

00:43:38.844 --> 00:43:42.447
It's pretty standard thin.

00:43:44.728 --> 00:43:47.771
Again, I can't recall the specs, but...

00:43:48.978 --> 00:43:50.380
I think it's got a little

00:43:50.420 --> 00:43:51.541
bit of a thickness,

00:43:51.882 --> 00:43:54.123
but no glossy if that's, you know.

00:43:54.224 --> 00:43:54.463
Yeah.

00:43:54.764 --> 00:43:57.507
So probably like 20, 25 pound paper.

00:43:57.706 --> 00:43:58.608
It doesn't look color.

00:43:58.628 --> 00:44:00.028
It looks like just one, you know,

00:44:00.068 --> 00:44:00.610
color ink.

00:44:02.110 --> 00:44:04.193
And so I see the name across the top.

00:44:05.074 --> 00:44:06.494
What else do you have on there?

00:44:08.242 --> 00:44:08.704
And again,

00:44:10.144 --> 00:44:11.565
this will evolve because I

00:44:11.606 --> 00:44:12.748
realized there might be

00:44:12.788 --> 00:44:13.909
something and I'll get your feedback.

00:44:13.929 --> 00:44:14.548
There might be something

00:44:14.588 --> 00:44:17.052
that I missed on here as usual.

00:44:17.112 --> 00:44:18.592
Like it's impossible to get

00:44:18.632 --> 00:44:20.715
it nailed down the first time.

00:44:21.335 --> 00:44:22.697
Yeah, so tell me what it says.

00:44:23.318 --> 00:44:25.400
So across the top, it says referral blank.

00:44:26.081 --> 00:44:27.141
And then it says concierge

00:44:27.161 --> 00:44:28.903
pain relief in the largest font.

00:44:30.065 --> 00:44:30.806
right below that.

00:44:31.288 --> 00:44:32.469
It says home physical therapy,

00:44:32.548 --> 00:44:34.592
our phone number, our website.

00:44:34.891 --> 00:44:35.273
It says,

00:44:35.373 --> 00:44:38.697
we come to you aches and pains and

00:44:38.777 --> 00:44:39.659
neuro rehab.

00:44:39.938 --> 00:44:40.659
The reason why I went with

00:44:40.679 --> 00:44:42.141
that is because it's the

00:44:42.222 --> 00:44:44.304
smallest amount of letters and words

00:44:45.025 --> 00:44:48.228
to convey that we help people with,

00:44:48.449 --> 00:44:51.072
you know, joint pain, back pain, sciatica,

00:44:51.612 --> 00:44:52.753
as well as neuro rehab.

00:44:52.833 --> 00:44:54.514
So if I drop these off at a

00:44:54.795 --> 00:44:55.876
future neurologist,

00:44:56.617 --> 00:44:59.338
whether it's Parkinson's, MS, whatever,

00:45:00.300 --> 00:45:01.842
about half of our clientele

00:45:02.081 --> 00:45:04.364
is like an ortho condition,

00:45:04.503 --> 00:45:06.186
sports medicine, weekend warriors.

00:45:06.945 --> 00:45:09.108
And then the other half are geriatrics.

00:45:09.969 --> 00:45:13.114
Parkinson's, MS, those types of things.

00:45:13.153 --> 00:45:14.275
And then it just says patient name,

00:45:14.315 --> 00:45:15.918
phone number, diagnosis and condition,

00:45:16.297 --> 00:45:17.639
the big box in the middle

00:45:17.739 --> 00:45:20.403
to write in the diagnosis

00:45:20.443 --> 00:45:21.987
and condition of Allentree, whatever,

00:45:22.447 --> 00:45:23.528
and then signature and date

00:45:23.548 --> 00:45:24.070
at the bottom.

00:45:24.130 --> 00:45:24.289
Now,

00:45:25.070 --> 00:45:28.293
There might be one thing that I skipped,

00:45:28.612 --> 00:45:29.153
that I missed.

00:45:29.373 --> 00:45:30.655
Is there anything that right

00:45:30.675 --> 00:45:32.396
off the bat that strikes

00:45:32.436 --> 00:45:34.177
you as missing or no?

00:45:34.677 --> 00:45:35.577
Yeah, 100%.

00:45:36.018 --> 00:45:38.059
So I would be looking at that.

00:45:38.139 --> 00:45:40.481
Now, this is new regarding me.

00:45:41.637 --> 00:45:42.757
I would add a QR code

00:45:43.237 --> 00:45:44.657
because the reality is QR

00:45:44.818 --> 00:45:46.577
codes have gotten popular

00:45:46.677 --> 00:45:47.699
enough that most people

00:45:47.739 --> 00:45:48.778
understand how they work.

00:45:49.219 --> 00:45:50.498
You go to a restaurant,

00:45:50.980 --> 00:45:51.880
all of these things,

00:45:52.059 --> 00:45:53.239
a QR code would be so

00:45:53.300 --> 00:45:55.661
simple to just scan and

00:45:55.701 --> 00:45:57.960
then pull up your website,

00:45:58.021 --> 00:45:59.882
pull up information, pull up whatever.

00:46:00.532 --> 00:46:02.532
So I would get a QR code on

00:46:02.572 --> 00:46:03.353
the next batch.

00:46:04.134 --> 00:46:07.556
You said evaluate and treat.

00:46:08.356 --> 00:46:09.378
My objective,

00:46:09.418 --> 00:46:10.318
and this is something that

00:46:10.358 --> 00:46:11.438
takes a little bit of A-B

00:46:11.478 --> 00:46:14.141
testing on the physician specifically,

00:46:14.762 --> 00:46:17.382
but I want it to be as simple as possible,

00:46:17.443 --> 00:46:18.824
as low friction as possible.

00:46:18.884 --> 00:46:21.045
So what I would do is at the minimum,

00:46:21.106 --> 00:46:22.706
I would have evaluate and

00:46:22.766 --> 00:46:23.567
treat with a little

00:46:23.586 --> 00:46:24.907
checkbox so they don't have

00:46:24.947 --> 00:46:26.228
to write evaluate and treat

00:46:26.248 --> 00:46:26.969
and they just check it.

00:46:27.610 --> 00:46:28.670
That's the most generic,

00:46:28.710 --> 00:46:30.331
broad approach that you can take.

00:46:31.612 --> 00:46:32.753
Now, from there,

00:46:33.313 --> 00:46:34.733
I would look at this in two ways.

00:46:35.014 --> 00:46:35.914
You're going for a

00:46:35.974 --> 00:46:37.956
minimalist approach because you're like,

00:46:38.436 --> 00:46:39.978
I want them to send me anything.

00:46:40.077 --> 00:46:41.398
I don't want them to be

00:46:41.478 --> 00:46:42.338
limited to anything.

00:46:42.878 --> 00:46:43.519
You can do that.

00:46:43.780 --> 00:46:45.400
We've done that and we've

00:46:45.420 --> 00:46:46.440
done it successfully.

00:46:46.561 --> 00:46:47.762
But that also requires the

00:46:47.782 --> 00:46:49.202
physician to write stuff,

00:46:49.322 --> 00:46:50.384
which they don't like to do.

00:46:51.625 --> 00:46:53.887
Or the flip side is you can say,

00:46:53.907 --> 00:46:57.070
I'm going to give you check boxes, again,

00:46:57.130 --> 00:46:58.650
beyond evaluate and treat,

00:46:59.132 --> 00:47:00.432
so that maybe it's a

00:47:00.572 --> 00:47:02.434
peripheral neuropathy treatment plan,

00:47:02.534 --> 00:47:02.775
check.

00:47:03.275 --> 00:47:04.356
Maybe it's a plantar

00:47:04.376 --> 00:47:06.219
fasciitis treatment plan, check.

00:47:06.878 --> 00:47:09.021
It's Dave's unique, you know,

00:47:09.202 --> 00:47:12.143
spectacular foot pain relief, check.

00:47:12.864 --> 00:47:14.126
Just something.

00:47:14.626 --> 00:47:16.547
And you just have to kind of experiment.

00:47:16.567 --> 00:47:18.869
And I've even gone as far as

00:47:18.929 --> 00:47:21.490
to say one referral pad for

00:47:21.731 --> 00:47:22.791
one specific condition.

00:47:22.811 --> 00:47:24.393
This is going to be the most profitable,

00:47:24.492 --> 00:47:26.793
most successful condition that I treat.

00:47:27.434 --> 00:47:28.574
And this is the only thing

00:47:28.614 --> 00:47:29.876
that I want this referral

00:47:29.896 --> 00:47:30.777
pad to focus on.

00:47:31.536 --> 00:47:34.219
It's just like a sales page, landing page.

00:47:34.278 --> 00:47:35.199
Like, yeah,

00:47:35.300 --> 00:47:36.701
you can go and you can have

00:47:36.721 --> 00:47:38.981
Yahoo homepage with a

00:47:39.041 --> 00:47:40.083
thousand different links

00:47:40.103 --> 00:47:40.824
that you can click.

00:47:41.284 --> 00:47:42.304
Or you could go to Google

00:47:42.344 --> 00:47:44.186
where there's one field

00:47:44.746 --> 00:47:46.027
that you have to type in

00:47:46.146 --> 00:47:47.188
what you're searching for.

00:47:48.628 --> 00:47:49.610
But you have to test it.

00:47:49.929 --> 00:47:51.431
Every physician is going to

00:47:51.451 --> 00:47:52.331
be a little bit different

00:47:52.351 --> 00:47:53.612
in what they ultimately want.

00:47:55.422 --> 00:47:57.023
I thought that you were also

00:47:57.103 --> 00:48:00.007
going to say that I did not

00:48:00.588 --> 00:48:02.590
write anything about, so I wrote,

00:48:02.871 --> 00:48:04.853
we come to you, but it doesn't,

00:48:05.032 --> 00:48:06.233
it doesn't say where it

00:48:06.293 --> 00:48:08.657
doesn't say Manhattan and Brooklyn only,

00:48:08.777 --> 00:48:10.639
or Manhattan, Brooklyn, Queens.

00:48:10.659 --> 00:48:10.699
Um,

00:48:11.719 --> 00:48:14.262
or, you know, Connecticut, Westchester,

00:48:14.902 --> 00:48:15.923
I feel like I don't know,

00:48:16.164 --> 00:48:18.286
should I have or could just

00:48:18.306 --> 00:48:21.769
say like new NYC area or NYC metro area?

00:48:22.329 --> 00:48:23.552
Is that important in terms

00:48:23.592 --> 00:48:25.393
of mobile concierge visits?

00:48:25.793 --> 00:48:28.115
Should I have something on there or no?

00:48:28.135 --> 00:48:31.699
I don't think it's as important,

00:48:32.260 --> 00:48:34.282
especially if I put myself

00:48:34.322 --> 00:48:35.983
in the patient's shoes.

00:48:36.853 --> 00:48:37.474
Pun intended.

00:48:37.494 --> 00:48:40.679
And I'm like, hey, podiatrist, you know,

00:48:40.699 --> 00:48:41.599
I've got these issues.

00:48:41.699 --> 00:48:43.481
And the podiatrist is like, well,

00:48:43.963 --> 00:48:45.445
here's a referral for therapy.

00:48:45.985 --> 00:48:47.827
I'm probably going to assume

00:48:48.487 --> 00:48:50.550
the referral I receive is

00:48:50.650 --> 00:48:52.672
going to be within my geographic area.

00:48:53.914 --> 00:48:55.175
It's always a battle,

00:48:55.235 --> 00:48:56.496
a challenge to understand

00:48:56.655 --> 00:48:58.697
how to make the wording

00:48:58.856 --> 00:49:00.496
such that they don't think

00:49:00.597 --> 00:49:02.557
it's Medicare Part A home health,

00:49:02.998 --> 00:49:04.239
that they understand that

00:49:04.378 --> 00:49:07.219
it's a concierge, which is in the name,

00:49:08.240 --> 00:49:10.181
service where we come to your home.

00:49:11.121 --> 00:49:12.623
Those things are hard.

00:49:12.643 --> 00:49:13.202
I don't know.

00:49:13.222 --> 00:49:14.884
I listened to what you said.

00:49:17.284 --> 00:49:19.106
I don't know how crystal clear that was,

00:49:19.146 --> 00:49:19.646
but again,

00:49:20.126 --> 00:49:22.547
that's where I go back to the QR code,

00:49:22.626 --> 00:49:24.148
the URL for the website.

00:49:24.248 --> 00:49:25.648
I think most people will get that.

00:49:26.429 --> 00:49:27.650
Then they'll go investigate.

00:49:28.250 --> 00:49:29.449
They're going to go look up

00:49:29.510 --> 00:49:30.811
Dave Kittle or they're

00:49:30.831 --> 00:49:32.371
going to go look up the company.

00:49:32.751 --> 00:49:33.911
They're going to look for videos.

00:49:34.112 --> 00:49:35.072
They're going to get a sense.

00:49:35.132 --> 00:49:35.873
That's where they're going

00:49:35.893 --> 00:49:37.213
to get more information.

00:49:37.713 --> 00:49:38.994
And ultimately the client is

00:49:39.014 --> 00:49:39.934
going to sell themselves.

00:49:40.574 --> 00:49:44.161
Like you have the media assets out there.

00:49:44.661 --> 00:49:47.465
So the client convinces themselves,

00:49:48.186 --> 00:49:49.809
Dave Kittle is the person

00:49:49.849 --> 00:49:51.413
who is going to solve my problem.

00:49:53.655 --> 00:49:54.177
So you said...

00:49:55.364 --> 00:49:56.385
What was not crystal clear?

00:49:56.425 --> 00:49:58.206
What did I say that was not crystal clear?

00:49:58.266 --> 00:49:59.628
Like describing what was on the pad?

00:49:59.967 --> 00:50:02.108
Well, listening to what you read,

00:50:02.128 --> 00:50:03.369
it's like, all right,

00:50:04.170 --> 00:50:05.190
it took you a little bit to

00:50:05.231 --> 00:50:06.512
say physical therapy, but it's like,

00:50:06.572 --> 00:50:07.711
is this a chiropractor?

00:50:07.811 --> 00:50:09.172
Is this another podiatrist

00:50:09.213 --> 00:50:10.994
or a specialist that you

00:50:11.014 --> 00:50:12.394
got to physical therapy,

00:50:13.135 --> 00:50:14.615
but then also just trying

00:50:14.635 --> 00:50:15.876
to understand like,

00:50:16.197 --> 00:50:17.637
is this traditional home

00:50:17.697 --> 00:50:20.159
health physical therapy, you know,

00:50:20.219 --> 00:50:21.719
like the hospital Medicare

00:50:21.760 --> 00:50:22.701
party home health,

00:50:22.780 --> 00:50:24.222
or is this something different?

00:50:25.108 --> 00:50:26.331
I don't have the wording for that.

00:50:26.411 --> 00:50:27.193
I don't know what's the best

00:50:27.233 --> 00:50:27.753
way to say it.

00:50:29.356 --> 00:50:29.637
Got it.

00:50:30.038 --> 00:50:31.139
No, great feedback.

00:50:32.722 --> 00:50:33.643
Anything else on that?

00:50:34.829 --> 00:50:35.010
No.

00:50:35.409 --> 00:50:36.791
So now the question is, okay,

00:50:36.811 --> 00:50:38.711
what's the distribution strategy?

00:50:39.311 --> 00:50:41.393
I love that it's 25 pages per pad.

00:50:41.833 --> 00:50:42.353
To me,

00:50:42.472 --> 00:50:44.594
that's small enough that they're

00:50:44.614 --> 00:50:45.494
going to run out and it's

00:50:45.514 --> 00:50:46.554
going to give you a reason

00:50:46.614 --> 00:50:47.695
to send them more.

00:50:47.715 --> 00:50:52.476
In my videos that I've shared about this,

00:50:52.597 --> 00:50:53.097
I said, look,

00:50:53.697 --> 00:50:55.259
I don't want to send 10 pads

00:50:55.298 --> 00:50:56.478
to every doctor because

00:50:56.539 --> 00:50:57.278
they're all going to go in

00:50:57.298 --> 00:50:58.079
the trash anyway.

00:50:58.880 --> 00:51:01.402
I would start with one to three pads.

00:51:01.983 --> 00:51:03.684
I would do a quarterly mailing.

00:51:05.324 --> 00:51:06.885
And then I would try to

00:51:06.925 --> 00:51:07.827
develop some sort of

00:51:07.887 --> 00:51:09.929
tracking mechanism so that I could see,

00:51:09.949 --> 00:51:10.768
okay,

00:51:10.869 --> 00:51:13.210
this referral came back from this doctor.

00:51:13.271 --> 00:51:14.972
So I know they're actually using the pad.

00:51:14.992 --> 00:51:16.514
So I'm going to send to them

00:51:16.574 --> 00:51:17.653
more consistently.

00:51:17.673 --> 00:51:19.014
I've been sending to this

00:51:19.536 --> 00:51:21.536
other doctor quarterly for 12 months.

00:51:21.577 --> 00:51:23.099
I've never gotten anything from them.

00:51:23.139 --> 00:51:23.878
So I'm just going to take

00:51:23.918 --> 00:51:24.760
them off my list.

00:51:25.239 --> 00:51:26.663
and replace them with somebody else.

00:51:27.664 --> 00:51:29.288
It's a long-term continuity

00:51:29.387 --> 00:51:31.572
program that you need to develop,

00:51:33.175 --> 00:51:33.896
but I think it's great.

00:51:34.097 --> 00:51:36.101
What are you thinking for distribution?

00:51:37.260 --> 00:51:37.541
Yes,

00:51:38.541 --> 00:51:40.222
I'm surprised that you didn't say

00:51:40.342 --> 00:51:41.503
dropping them off physically.

00:51:41.702 --> 00:51:44.003
I know that the stature that

00:51:44.023 --> 00:51:45.423
you're at now with your business,

00:51:45.903 --> 00:51:47.905
of course, you're going to say mail them.

00:51:48.445 --> 00:51:49.585
But if someone is in their

00:51:49.606 --> 00:51:51.126
first couple of years of practice,

00:51:51.226 --> 00:51:52.027
I think it makes the most

00:51:52.067 --> 00:51:54.507
sense to try to physically drop in.

00:51:55.148 --> 00:51:55.807
And like you said,

00:51:55.907 --> 00:51:57.389
drop off one or two of these

00:51:58.188 --> 00:51:59.409
And that gives you an excuse

00:51:59.429 --> 00:52:00.969
to come back in six weeks

00:52:01.050 --> 00:52:02.230
or eight weeks or whatever.

00:52:03.630 --> 00:52:05.090
That's something that Sturdy McKee,

00:52:05.210 --> 00:52:07.331
my business coach and my buddy,

00:52:08.112 --> 00:52:09.351
he actually helped me.

00:52:09.731 --> 00:52:10.652
He gave me the idea.

00:52:11.092 --> 00:52:12.273
You gave me the idea years

00:52:12.313 --> 00:52:15.693
ago with the global referral pad.

00:52:15.713 --> 00:52:17.695
But this one, Sturdy helped me design.

00:52:18.494 --> 00:52:21.315
And he kind of said to drop in.

00:52:22.096 --> 00:52:23.996
you know, drop off some pens, drop off,

00:52:24.036 --> 00:52:26.119
like he says, I know it sounds corny,

00:52:26.159 --> 00:52:28.019
but it's like every office

00:52:28.159 --> 00:52:30.161
has patients stealing pens,

00:52:30.541 --> 00:52:31.802
like not even on purpose.

00:52:31.882 --> 00:52:33.983
It's just like people just take pens.

00:52:34.625 --> 00:52:35.585
So they're, you know,

00:52:35.625 --> 00:52:36.686
if you go into any doctor's

00:52:36.746 --> 00:52:38.606
office and you say like, do you guys,

00:52:39.128 --> 00:52:40.949
are you guys, do you need any new pens?

00:52:41.489 --> 00:52:43.670
Like most places will welcome pens,

00:52:43.851 --> 00:52:44.271
he said.

00:52:44.411 --> 00:52:44.751
And so,

00:52:46.293 --> 00:52:47.373
Distribution strategy,

00:52:47.713 --> 00:52:49.536
I'm gonna have to continue

00:52:49.556 --> 00:52:50.737
to be treating less and

00:52:51.177 --> 00:52:52.679
either hire someone or do

00:52:52.719 --> 00:52:54.119
it myself to drop off some

00:52:54.139 --> 00:52:55.121
of these referral pads.

00:52:56.001 --> 00:52:57.543
And there are some concierge

00:52:57.583 --> 00:52:59.043
physicians here in the city

00:52:59.063 --> 00:52:59.925
that have referred to us.

00:53:00.545 --> 00:53:01.527
Some of them, I feel bad.

00:53:01.606 --> 00:53:01.907
Some of them,

00:53:01.947 --> 00:53:04.088
like I never even said thank

00:53:04.128 --> 00:53:06.291
you or I didn't meet up

00:53:06.331 --> 00:53:08.233
with them or take them out

00:53:08.273 --> 00:53:10.094
for a coffee or stop by

00:53:10.135 --> 00:53:10.974
their office or anything.

00:53:11.795 --> 00:53:14.956
So I need to diversify the

00:53:15.237 --> 00:53:17.237
networking and the and the referrals.

00:53:17.958 --> 00:53:19.938
And this will be part of that strategy.

00:53:21.018 --> 00:53:21.298
Yeah,

00:53:21.778 --> 00:53:25.860
I would have said go and use this as

00:53:25.900 --> 00:53:27.141
an excuse to meet and

00:53:27.181 --> 00:53:28.302
interact with the front desk.

00:53:30.369 --> 00:53:33.010
But with experience comes

00:53:33.431 --> 00:53:34.692
knowledge and wisdom.

00:53:34.791 --> 00:53:36.193
And it's one of those things

00:53:36.213 --> 00:53:39.114
where we're balancing time, which is so,

00:53:39.255 --> 00:53:41.436
so, so valuable and so limited.

00:53:41.996 --> 00:53:42.695
So it's like,

00:53:43.257 --> 00:53:44.737
is it the most effective

00:53:44.777 --> 00:53:46.998
strategy to just blindly mail these out?

00:53:47.398 --> 00:53:47.559
No.

00:53:48.498 --> 00:53:50.920
But is the time invested in

00:53:51.141 --> 00:53:52.681
opening that physician door

00:53:53.481 --> 00:53:54.661
and walking in and that

00:53:54.722 --> 00:53:55.963
front desk looking at me,

00:53:56.023 --> 00:53:57.324
and I guarantee it's going to be...

00:53:58.958 --> 00:53:59.219
You know,

00:53:59.778 --> 00:54:00.860
they're instantly going to

00:54:00.920 --> 00:54:01.840
deflate as soon as they

00:54:01.880 --> 00:54:02.780
realize you're just there

00:54:02.800 --> 00:54:04.380
to give them pens and sell them stuff.

00:54:05.800 --> 00:54:07.081
I don't think it's worth it

00:54:07.402 --> 00:54:08.382
in that respect.

00:54:08.461 --> 00:54:11.083
And I've done countless drop-offs.

00:54:11.143 --> 00:54:12.844
I've been in countless offices.

00:54:12.864 --> 00:54:16.065
I understand both sides of

00:54:16.625 --> 00:54:17.885
this value proposition.

00:54:18.826 --> 00:54:19.865
Once I have rapport,

00:54:20.405 --> 00:54:22.186
once I know the front desk, now,

00:54:22.306 --> 00:54:23.166
if you're going to do it,

00:54:23.487 --> 00:54:24.226
let's do it right.

00:54:24.807 --> 00:54:25.788
Learn a magic trick.

00:54:26.507 --> 00:54:28.831
Learn a unique magic trick

00:54:28.911 --> 00:54:30.313
that you can do with a pen

00:54:31.813 --> 00:54:34.536
so that when you go to say, hey, I'm Dave,

00:54:34.617 --> 00:54:35.659
I'm here to drop off these

00:54:35.719 --> 00:54:37.581
pads and let me show you this real quick.

00:54:38.081 --> 00:54:40.503
You do something that stands out,

00:54:40.664 --> 00:54:42.246
you do a magic trick, then you're like,

00:54:42.266 --> 00:54:45.369
hey, take these, give it to your patients,

00:54:45.409 --> 00:54:45.730
whatever.

00:54:46.733 --> 00:54:47.813
then maybe you have a chance

00:54:47.853 --> 00:54:48.574
that it's going to be

00:54:48.755 --> 00:54:50.096
remembered because you're

00:54:50.115 --> 00:54:51.237
going to make the person laugh.

00:54:51.376 --> 00:54:52.077
You're going to give them

00:54:52.137 --> 00:54:53.318
something that interrupts

00:54:53.378 --> 00:54:54.579
the pattern of their day.

00:54:55.059 --> 00:54:56.722
But the reality is I've

00:54:56.802 --> 00:54:57.782
never walked into a

00:54:57.822 --> 00:54:59.664
physician office that the

00:54:59.704 --> 00:55:02.226
front desk wasn't already overworked,

00:55:03.246 --> 00:55:05.148
frustrated, probably hungry,

00:55:05.228 --> 00:55:06.791
maybe wants to go smoke a cigarette,

00:55:07.291 --> 00:55:09.253
and you are offering nothing of value.

00:55:09.773 --> 00:55:10.253
You know,

00:55:10.373 --> 00:55:12.634
so you have to be a performer if

00:55:13.275 --> 00:55:14.695
you're going to go do that.

00:55:14.715 --> 00:55:15.916
And if you're not willing to

00:55:15.956 --> 00:55:16.775
be a performer,

00:55:16.835 --> 00:55:19.476
if you're not going to do the tricks,

00:55:19.956 --> 00:55:20.898
don't waste your time.

00:55:21.217 --> 00:55:22.177
Just mail them,

00:55:22.657 --> 00:55:23.858
knowing that most of them

00:55:23.898 --> 00:55:25.018
are going to go in the trash.

00:55:25.079 --> 00:55:26.800
But it's the old marketing, you know,

00:55:26.840 --> 00:55:27.739
it's got to take seven

00:55:27.800 --> 00:55:29.780
exposures before anybody

00:55:29.860 --> 00:55:30.742
actually retains it.

00:55:31.882 --> 00:55:34.384
And to see you be the person

00:55:34.423 --> 00:55:35.625
going out there doing it

00:55:35.704 --> 00:55:36.885
with the social media and

00:55:36.905 --> 00:55:38.186
the other stuff that you could be doing,

00:55:38.768 --> 00:55:40.108
that would break my heart.

00:55:40.608 --> 00:55:44.271
Like that would be devastating.

00:55:45.452 --> 00:55:46.773
But even a new therapist, you know,

00:55:46.813 --> 00:55:47.954
brand new practice owner,

00:55:48.014 --> 00:55:48.956
I don't have any patients,

00:55:48.976 --> 00:55:50.237
I'm sitting here with nothing to do.

00:55:51.092 --> 00:55:52.012
I don't know that I could

00:55:52.112 --> 00:55:53.675
honestly advise you take

00:55:53.715 --> 00:55:55.896
your time to go drop stuff off,

00:55:56.378 --> 00:55:57.778
bring donuts, bring coffee.

00:55:57.838 --> 00:55:58.719
None of that stuff is going

00:55:58.739 --> 00:56:00.161
to matter unless you do the

00:56:00.782 --> 00:56:02.664
dog and pony show and you

00:56:02.744 --> 00:56:04.487
really make it something memorable.

00:56:07.114 --> 00:56:09.356
so let's let's do this um

00:56:09.416 --> 00:56:10.175
this is kind of weird

00:56:10.215 --> 00:56:11.416
because I'm going to do my

00:56:11.436 --> 00:56:13.115
parting shot then I'm going

00:56:13.135 --> 00:56:14.277
to take off because I'm

00:56:14.297 --> 00:56:15.097
going to get to the other

00:56:15.137 --> 00:56:16.577
computer to end the live

00:56:16.637 --> 00:56:18.657
stream because this is how

00:56:18.717 --> 00:56:20.797
we do things um so so my

00:56:20.818 --> 00:56:21.938
parting shot you know the

00:56:21.978 --> 00:56:23.657
whole theme of this episode

00:56:24.177 --> 00:56:24.938
is about building

00:56:24.998 --> 00:56:26.179
relationships at the end of

00:56:26.219 --> 00:56:27.599
the day building

00:56:27.659 --> 00:56:28.739
relationships whether we're

00:56:28.759 --> 00:56:30.259
talking about on tv whether

00:56:30.278 --> 00:56:31.079
we're talking about through

00:56:31.099 --> 00:56:32.800
social media whether we're talking about

00:56:33.199 --> 00:56:34.181
boots on the ground,

00:56:34.240 --> 00:56:35.503
walking into the clinic

00:56:35.563 --> 00:56:37.625
where you want referrals to come from.

00:56:38.766 --> 00:56:41.108
We need to build those relationships.

00:56:41.168 --> 00:56:43.271
And the irony here is nobody

00:56:43.351 --> 00:56:43.990
is better than the

00:56:44.050 --> 00:56:46.574
therapist at building relationships,

00:56:46.653 --> 00:56:49.396
yet we don't build the high

00:56:49.416 --> 00:56:50.757
value relationships that we

00:56:50.797 --> 00:56:51.719
need to be building.

00:56:52.320 --> 00:56:55.023
So do things to build relationships.

00:56:55.083 --> 00:56:55.784
Dave, what do you got?

00:56:57.202 --> 00:56:57.481
Love it.

00:56:58.103 --> 00:56:59.903
How about we, I'll go with this.

00:56:59.963 --> 00:57:01.804
I'll go with diversifying

00:57:01.864 --> 00:57:02.905
your mix of marketing.

00:57:02.945 --> 00:57:04.927
So should you or could you

00:57:05.047 --> 00:57:07.608
be doing some online things,

00:57:08.088 --> 00:57:09.530
some guerrilla marketing

00:57:09.590 --> 00:57:11.090
in-person drop-offs or

00:57:11.170 --> 00:57:11.952
having someone in your

00:57:11.992 --> 00:57:14.393
practice do these in-person drop-offs,

00:57:14.454 --> 00:57:15.574
whether it's referral pads,

00:57:15.594 --> 00:57:16.394
whether it's pens,

00:57:17.856 --> 00:57:19.936
how can you diversify your

00:57:20.538 --> 00:57:21.617
relationship building,

00:57:21.657 --> 00:57:22.838
your connections to

00:57:22.898 --> 00:57:24.440
potentially get more new patients,

00:57:24.519 --> 00:57:26.762
more new referrals into your practice?

00:57:27.581 --> 00:57:32.764
Obviously, online results in faster,

00:57:33.184 --> 00:57:36.186
more efficiencies with referrals.

00:57:36.726 --> 00:57:38.467
But that's pretty much it.

00:57:38.586 --> 00:57:40.788
Tony's on the, he ran into the other room.

00:57:40.827 --> 00:57:41.188
He's good.

00:57:41.228 --> 00:57:42.009
We're ready to roll.

00:57:42.708 --> 00:57:44.329
Thank you all for watching today.

00:57:44.349 --> 00:57:45.969
Go ahead and subscribe to

00:57:46.170 --> 00:57:47.831
Learn Medicare Billing on YouTube.

00:57:48.291 --> 00:57:49.411
And we'll catch you next time here,

00:57:50.012 --> 00:57:51.813
wherever this is broadcasted.

00:57:51.853 --> 00:57:55.293
PT Pinecast, Dave Kettle Show,

00:57:55.635 --> 00:57:56.494
Learn Medicare Billing.

00:57:56.835 --> 00:57:57.458
Tony, thank you.

00:57:57.519 --> 00:57:57.983
Jimmy, thank you.