Revolutionizing PT: Imaging & Urgent Care Integration

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Good morning.

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Welcome back to PT Breakfast Club.

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My name is Tony Maritato.

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I don't have Jimmy's awesome intro,

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but Jimmy looks like he's on location.

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This is like one of those hurricane,

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you know, reporting live from...

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Yeah, I feel like I'm Jim Cantore.

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It's like, yeah,

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there's a hurricane outside.

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But to prove it to you,

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I'm going to go stand in it.

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And the reason I don't have

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the fancy intro and the

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fancy microphone is, I mean, Dave,

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you're in New York City.

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I'm about 70 miles north of New York City.

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We had some pretty bad storms last night.

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And, you know,

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I've tried to get Alexa to answer me,

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but no power.

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So she doesn't want to

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respond to me at all.

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Dave, did you have any weather?

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Yeah, it was windy, what,

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the past day or two?

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Was it...

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Rainy,

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I don't know if we had your exact

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the storm level,

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No power outage here.

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But in speaking of power,

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we got the Philly shirt on today.

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Philly is one of the best

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teams in baseball.

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We'll probably end up seeing

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the Jimmy McKay's New York

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Yankees in the World Series.

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Wow.

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And then also Eagles Super

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Bowl later this year, this season.

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That's what we're hoping for.

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But that's some pie in the sky stuff.

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We're going to actually talk

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some realistic tactical stuff today.

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Why don't you lead it off?

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Uh, Dave, you,

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you shared some great posts.

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What do you want to talk about first?

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Uh,

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which one I should talk about the

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podcast one.

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Yeah.

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The podcast one, Nicholas.

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Okay.

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Do you want me to read some

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of it or like keep it short?

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Go ahead.

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Okay,

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so this guy Nicholas Petroski is a

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DPT on LinkedIn.

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I've talked to him maybe briefly.

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I think he either went to my

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same DPT program or he just

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happens to be practicing in Philly.

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So he's the owner of

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Petroski Physiotherapy and Performance,

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and he posted on LinkedIn –

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And he wanted some help from the community,

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like his followers, whatever,

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about a podcast.

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And he said, for some time now,

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I have received the

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variation of different questions.

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When are you starting a podcast?

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And basically, he's wrestled with it.

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And there's pros and cons.

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He kind of listed this post.

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And it was like pros and cons.

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Like it was...

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He wants to share his

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knowledge and insight and

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interview other clinicians

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or talk to other patients

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and things like that.

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But then it's the trade-off, right?

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It's the trade-off of like, is it time?

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Like,

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do I have the time to put in two

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hours a week and record?

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And like,

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would that be benefiting people

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listening?

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Yeah.

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And he said, you know,

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what if he could use those

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hours better to serve his

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team and patients as

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opposed to doing this,

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as opposed to doing like a podcast?

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And so I shared it with you

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guys because we've been

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kind of talking about some

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things behind the scenes, but I know

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You know,

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there's always like there's pros

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and cons of some new

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project or some new thing.

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And I think that would at

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least get us started for

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this morning because I

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wanted to share with you guys.

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I think it resonates with people.

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There's a good amount of

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clinicians and I think

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there's just a good amount

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of professionals out there

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in every industry that

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should be on a podcast or a

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show and they might have.

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some hesitation around like

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how and why and logistics and all that.

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So go ahead, go ahead, Jimmy.

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You just said the magic word, right?

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So I'll, I talked to a lot of people,

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people know me as the podcast guy.

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Cause that's what I,

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that's how I started right.

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Background in broadcasting

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and radio came to PT and

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then just got super excited

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at the amount of like super

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smart people who were in the profession.

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And I was like, you know, this is 2014.

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Why aren't these things far and wide?

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Why do I have to fly to a

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conference to get this

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person's insight only to

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have that person's insight be

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To disappear, it's never being recorded,

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right?

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Fast forward less than a decade later,

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and you have people who are

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walking up to this guy, Nick.

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This guy's name is Nick.

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Yeah, Nick.

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Hey, man, why don't you have a podcast?

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Here's what I translate or

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boil down when I hear that.

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Hey, I really like your insights.

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I'd love to hear more from you.

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That's the what and the

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little bit of the why.

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I really like hearing from you.

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I feel seen, heard, understood.

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You can read into it as

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little or as much as you want.

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The how might be the podcast, right?

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And Nick is going through

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his pros and cons list.

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Brilliant.

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The word I wanted to stop

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you with is a minute ago.

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You said,

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does Nick want to have a podcast

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or does Nick want to be on a podcast?

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many people and it's getting

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easier and easier right to

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I mean when I started there

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was it was a lot more

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technical now we do a live

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stream I'm standing on my

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deck with a set of

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headphones on we're going

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to flip this from just a

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live stream in a video to a

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podcast in 15 minutes right

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so he's doing he's doing

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his due diligence he's

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doing it right in terms of

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any and he's right in terms

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of like hey what would it

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what would it require cost

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wise little to nothing

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Time wise, OK,

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let's say two hours a week

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for an episode planning,

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putting it together and

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putting it out there.

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He's right.

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So if he doesn't if he gets

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to the end of this analysis,

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this cost benefit analysis

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and says two hours of my

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time should be and could be

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best served somewhere else,

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he shouldn't do it.

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He shouldn't.

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In my experience, for me,

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it is worth it because I

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sort of like learning from

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people this way.

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So I would say he's doing it

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the right way by going

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through this cost benefit analysis.

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I would, this is not try to convince,

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I don't try to convince anybody.

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I wind up talking more

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people out of starting a

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podcast than I do in,

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and I'm not talking them

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out as much as I'm,

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I'm sort of sharing and

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letting them know sort of

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like what Nick is doing.

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And a lot of people wind up saying, oh,

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I feel like I want to just

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be a guest on your podcast.

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I don't want to go through

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the rigmarole of doing this actual thing.

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And that's okay.

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I will say now,

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if you did spend an hour or

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two hours a week

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That information or that

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effort is compounded with

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the power of what we're doing right now.

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Like, we've been live for six minutes,

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and as soon as we're done being live,

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I'm going to flip it over

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to my already established

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podcast audience.

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Now, these things are investments.

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I've been doing my show for eight years.

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Tony, Dave,

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you've been doing your various

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things for years and creating content.

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If it's not worth it for you,

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you shouldn't do it.

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If it's not a hell yeah,

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it should be a hell no.

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But I like his process,

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and he arrives at the bottom line like,

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you know,

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What did he – at the bottom of the post,

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what did he wind up with?

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Like, all right,

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so I'm not going to do it

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or I still need information

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or – He ends it with two questions.

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To start one, to start a podcast,

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I would need to see an area

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where I could provide exponential value,

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question mark.

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And then anyone have any guiding thoughts?

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So I don't know.

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Did I tag you?

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All right, hold on.

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I think I tagged you guys.

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I don't know.

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This also could be, and I don't know, Nick,

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right?

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But this also could be

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genuinely worth him asking,

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or this could be his,

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this could be a zigzag.

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This could be him like, you know,

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lots of people have asked

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me to start a podcast and I've sort of,

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I'm holding back a little bit.

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I don't know, two hours, is it worth it?

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He's already started it,

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is what you're saying.

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He's already started behind the scenes.

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Or he's already decided

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we're going to do it,

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and we're going to play this little coy.

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We're going to play this little game like,

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you know, I don't want to do this,

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but tell me how pretty I am,

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and maybe I'll show up for

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the Miss America pageant.

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I don't know.

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I don't know this guy.

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Could be either way.

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Neither is bad, by the way.

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I'm not taking shots.

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You got it.

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Well,

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my my thought is this is really similar.

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And I talk to you guys about

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this to what we do in physical therapy.

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Right.

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So we've got a patient.

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The patient is not used to exercising.

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And we're, you know, patients like, well,

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how do I resolve my shoulder pain?

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Well, you know,

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we can start an exercise program.

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Patients like that's two hours,

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three hours a week.

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Do I have the time?

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Do I have the investment?

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Do I have to buy a membership?

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Do I have to get equipment?

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Like the patient has been

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doing the status quo up to this point.

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Likely it's been 20, 30,

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40 years of momentum that's

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carrying them through.

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Now we want them to change.

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And I had said like every

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minute of every person's

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day is occupied right now.

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There is no person that has

00:08:10.485 --> 00:08:11.665
time that isn't filled.

00:08:11.704 --> 00:08:12.786
And it could be filled with

00:08:12.865 --> 00:08:13.726
watching Netflix.

00:08:13.786 --> 00:08:17.329
I've been sucked into the Viking series.

00:08:17.408 --> 00:08:18.990
And every minute I get that

00:08:19.031 --> 00:08:20.011
I'm not doing something,

00:08:20.370 --> 00:08:21.831
I flip on Netflix and watch

00:08:21.851 --> 00:08:23.733
five minutes of it to just get caught up.

00:08:24.353 --> 00:08:24.653
So it's...

00:08:25.634 --> 00:08:27.276
This person, Nicholas, you know,

00:08:27.375 --> 00:08:27.956
he's busy.

00:08:27.997 --> 00:08:28.737
He's doing things.

00:08:28.776 --> 00:08:29.978
And I think it's even harder

00:08:30.437 --> 00:08:31.379
because he's probably doing

00:08:31.399 --> 00:08:32.980
things that make a money there.

00:08:33.100 --> 00:08:35.001
There's a reward for what he's doing.

00:08:35.042 --> 00:08:35.761
And now you're going to

00:08:35.841 --> 00:08:37.823
switch and you're like, man,

00:08:37.884 --> 00:08:39.565
I'm going to be speaking into the abyss.

00:08:39.664 --> 00:08:40.666
Nobody's listening.

00:08:40.745 --> 00:08:41.645
Is it worth the time?

00:08:41.706 --> 00:08:42.647
Is it worth the effort?

00:08:42.667 --> 00:08:43.628
Yeah.

00:08:44.875 --> 00:08:46.796
So I always think about with my patients,

00:08:46.836 --> 00:08:47.035
like,

00:08:47.775 --> 00:08:50.697
how do I get them going down the path?

00:08:50.878 --> 00:08:52.498
How do I reduce the friction?

00:08:52.557 --> 00:08:53.558
How do I increase the

00:08:53.599 --> 00:08:55.339
momentum in a different direction?

00:08:55.359 --> 00:09:00.081
And I think if we solve that problem, man,

00:09:00.142 --> 00:09:01.601
I think the riches come down the road.

00:09:03.763 --> 00:09:05.644
So what would you guys do?

00:09:05.725 --> 00:09:06.966
Like we've talked about

00:09:07.025 --> 00:09:08.548
projects that we want to get started.

00:09:09.148 --> 00:09:10.889
What are some strategies you

00:09:10.929 --> 00:09:12.811
guys do on a daily basis?

00:09:12.850 --> 00:09:13.972
And it doesn't have to be business.

00:09:14.013 --> 00:09:14.732
It could be anything.

00:09:14.773 --> 00:09:16.053
But like if you want to eat better,

00:09:16.434 --> 00:09:17.475
if you want to sleep better,

00:09:17.535 --> 00:09:18.456
if you want to change a

00:09:18.636 --> 00:09:19.857
routine or a habit.

00:09:20.739 --> 00:09:21.960
Dave, let's start with you.

00:09:22.019 --> 00:09:23.561
You've got a new baby in the house.

00:09:23.620 --> 00:09:25.623
Like everything is upended for you,

00:09:25.663 --> 00:09:26.144
I'm sure.

00:09:26.163 --> 00:09:28.326
How do you create new

00:09:28.385 --> 00:09:29.407
patterns for yourself?

00:09:31.053 --> 00:09:31.553
Oh man.

00:09:32.014 --> 00:09:33.075
Um, I, I don't,

00:09:33.534 --> 00:09:34.515
I don't write anything down.

00:09:34.615 --> 00:09:37.057
I mean, I think I have certain things that,

00:09:37.576 --> 00:09:39.418
uh, are non-negotiables, right?

00:09:39.477 --> 00:09:42.019
So like, um, I think intermittently I've,

00:09:42.119 --> 00:09:42.320
you know,

00:09:42.340 --> 00:09:43.580
I took like a week off of this

00:09:43.639 --> 00:09:44.721
show here and there or whatever,

00:09:44.760 --> 00:09:45.240
obviously, um,

00:09:46.120 --> 00:09:47.241
when I had family visiting

00:09:47.322 --> 00:09:47.861
or when we were in the

00:09:47.902 --> 00:09:48.643
hospital or whatever.

00:09:48.663 --> 00:09:48.702
Um,

00:09:49.562 --> 00:09:51.024
but there's just certain things that

00:09:51.083 --> 00:09:52.303
like my, for example,

00:09:52.323 --> 00:09:53.164
like my wife and I like,

00:09:53.284 --> 00:09:55.385
and she knows certain things like I need,

00:09:55.405 --> 00:09:55.605
I'm

00:09:55.645 --> 00:09:57.187
putting out stuff to the Dave Kittle show.

00:09:57.226 --> 00:09:57.866
I'm doing this show.

00:09:57.886 --> 00:10:00.327
We do some cross promotion, whatever, um,

00:10:00.648 --> 00:10:01.868
this stuff is going to happen.

00:10:01.947 --> 00:10:03.269
Like my wife just knows, like,

00:10:03.408 --> 00:10:04.149
but I don't waste time.

00:10:04.168 --> 00:10:04.328
I don't,

00:10:04.408 --> 00:10:06.250
I don't like dilly dally with the

00:10:06.309 --> 00:10:08.211
other things, but then also like exercise,

00:10:08.250 --> 00:10:10.272
like I pretty much have to

00:10:10.312 --> 00:10:12.511
break a sweat every day and exercise.

00:10:12.611 --> 00:10:13.033
And it might,

00:10:13.173 --> 00:10:14.413
it's usually in my garage or

00:10:14.452 --> 00:10:15.774
I run or it's in the living room,

00:10:15.793 --> 00:10:16.634
but most of the time it's

00:10:16.953 --> 00:10:17.553
It's downstairs.

00:10:17.594 --> 00:10:18.715
So those types of things,

00:10:19.335 --> 00:10:20.895
certain a small list of

00:10:20.956 --> 00:10:23.235
things are my non-negotiables.

00:10:23.836 --> 00:10:25.517
And then the other things

00:10:26.498 --> 00:10:27.298
that are maybe less

00:10:27.337 --> 00:10:30.479
important can can take up the new,

00:10:30.759 --> 00:10:31.019
you know,

00:10:31.340 --> 00:10:34.160
take up space or become like the

00:10:34.201 --> 00:10:36.041
new de facto behavior or

00:10:36.160 --> 00:10:37.241
schedule or whatever it might be.

00:10:37.861 --> 00:10:39.802
So I think it takes I don't know.

00:10:39.883 --> 00:10:41.163
I think it takes a lot of awareness.

00:10:41.222 --> 00:10:42.803
I think it takes some, you know,

00:10:42.823 --> 00:10:43.764
experience, maturity,

00:10:43.803 --> 00:10:44.825
like with succeeding and

00:10:44.865 --> 00:10:45.845
failing in other areas.

00:10:47.205 --> 00:10:49.306
And so whether it's a new

00:10:49.346 --> 00:10:51.047
podcast or a new project or

00:10:51.067 --> 00:10:54.227
a new company or whatever, for me,

00:10:54.248 --> 00:10:54.748
I don't know.

00:10:54.908 --> 00:10:58.028
It's just like I simplify like I have like,

00:10:58.168 --> 00:10:58.830
you know, family.

00:10:59.864 --> 00:11:02.225
my health and wellness business.

00:11:02.804 --> 00:11:04.565
And then outside of that, like, I mean,

00:11:04.664 --> 00:11:05.865
weekend baseball, but I,

00:11:06.166 --> 00:11:08.025
I'm not going to a bar and, you know,

00:11:08.066 --> 00:11:09.346
drinking with friends every night.

00:11:09.386 --> 00:11:10.027
I'm not going,

00:11:10.466 --> 00:11:12.447
I'm not doing fantasy sports ever, ever.

00:11:12.847 --> 00:11:14.807
I'm not doing, um, you know,

00:11:15.308 --> 00:11:17.408
all you can eat, you know, wings at, at,

00:11:17.749 --> 00:11:19.289
at the saloon, at the bar or whatever.

00:11:19.350 --> 00:11:20.610
Like there's certain things

00:11:21.029 --> 00:11:22.850
that just take away time

00:11:22.890 --> 00:11:24.370
and effort from like my main things.

00:11:24.390 --> 00:11:25.731
I have those main three buckets, like,

00:11:25.751 --> 00:11:26.672
you know, family,

00:11:28.461 --> 00:11:30.644
health and wellness, and my business.

00:11:30.783 --> 00:11:31.504
And my business would be

00:11:31.544 --> 00:11:33.285
like concierge pain relief and this stuff,

00:11:33.326 --> 00:11:34.307
the video stuff,

00:11:34.326 --> 00:11:35.607
the content stuff for the

00:11:35.668 --> 00:11:36.948
mergers and acquisitions and all that.

00:11:37.548 --> 00:11:38.669
And then that fourth bucket,

00:11:38.710 --> 00:11:39.431
like the thing,

00:11:39.510 --> 00:11:40.831
whatever the thing would have to be,

00:11:41.212 --> 00:11:42.393
fit in one of those three things.

00:11:42.413 --> 00:11:43.173
Because if it doesn't fit in

00:11:43.214 --> 00:11:44.075
one of those three things,

00:11:44.595 --> 00:11:45.836
then it's going to be

00:11:45.916 --> 00:11:47.277
really tough for me to

00:11:47.398 --> 00:11:48.938
either have time or passion

00:11:49.058 --> 00:11:50.899
or inspiration or focus for it,

00:11:51.000 --> 00:11:51.541
if that makes sense.

00:11:53.253 --> 00:11:54.614
Before we go to Jimmy,

00:11:54.793 --> 00:11:56.073
I just want to follow up on that.

00:11:56.134 --> 00:11:58.153
So what was it that flipped

00:11:58.173 --> 00:11:59.355
the switch for you, Dave,

00:11:59.875 --> 00:12:01.735
to commit to PT Breakfast

00:12:01.774 --> 00:12:03.034
Club two days a week?

00:12:03.075 --> 00:12:04.235
That's a huge commitment,

00:12:04.275 --> 00:12:05.515
two hours of your life that

00:12:05.535 --> 00:12:06.176
you're giving up.

00:12:06.755 --> 00:12:07.856
What did you give up?

00:12:07.917 --> 00:12:09.177
Because you had to give up something.

00:12:09.716 --> 00:12:10.937
And what was it that made

00:12:10.976 --> 00:12:11.996
you flip the switch to say,

00:12:12.017 --> 00:12:13.398
I am going to commit to this?

00:12:13.418 --> 00:12:13.918
Because there have been

00:12:13.937 --> 00:12:15.077
multiple challenges in

00:12:15.118 --> 00:12:16.658
front of you and you still

00:12:16.719 --> 00:12:17.399
stuck through it.

00:12:18.058 --> 00:12:18.599
What made that?

00:12:20.376 --> 00:12:20.576
I mean,

00:12:20.817 --> 00:12:22.457
there's other things where I need to,

00:12:22.798 --> 00:12:24.519
like some things on my practice side,

00:12:24.578 --> 00:12:27.480
get a little maybe less focused.

00:12:27.500 --> 00:12:28.400
Like I need to,

00:12:29.162 --> 00:12:30.542
I talked about a full-time

00:12:30.581 --> 00:12:31.543
physical therapist that was

00:12:31.562 --> 00:12:32.543
full-time that was going to

00:12:32.582 --> 00:12:34.043
help carry us through this

00:12:34.104 --> 00:12:35.125
whole maternity process.

00:12:35.144 --> 00:12:37.765
And then four months in, he's like, hey,

00:12:37.785 --> 00:12:41.067
and this is fine, like that it's public,

00:12:41.107 --> 00:12:43.688
but I'd rather be part-time

00:12:43.769 --> 00:12:44.990
and half-time instead of full-time,

00:12:45.090 --> 00:12:45.909
even though like the whole

00:12:45.950 --> 00:12:47.471
agreement was full-time and, you know,

00:12:47.510 --> 00:12:48.451
I paid a recruiting fee.

00:12:49.673 --> 00:12:52.298
$7,200.

00:12:49.753 --> 00:12:52.298
And so, you know, things happen, right?

00:12:52.318 --> 00:12:52.399
What,

00:12:55.577 --> 00:12:56.479
I would say some things on

00:12:56.519 --> 00:12:58.279
my practice side probably have slacked.

00:12:58.340 --> 00:13:00.701
I need to hire like a remote admin.

00:13:00.761 --> 00:13:02.484
I need to recruit and hire more therapists,

00:13:02.524 --> 00:13:02.844
whatever.

00:13:03.484 --> 00:13:05.265
But the thing with why am I

00:13:05.306 --> 00:13:06.726
doing this or why?

00:13:06.787 --> 00:13:07.967
Like you, us three,

00:13:08.008 --> 00:13:09.208
we started doing this once a week.

00:13:09.769 --> 00:13:11.451
I don't know if you guys remember Jimmy.

00:13:11.650 --> 00:13:12.351
I think he was really

00:13:12.392 --> 00:13:14.013
excited one day and he said, Hey,

00:13:14.052 --> 00:13:15.634
we should do this like five days a week.

00:13:16.014 --> 00:13:17.255
And then I think Tony and I said,

00:13:17.275 --> 00:13:19.076
and maybe because I know Tony well,

00:13:19.476 --> 00:13:21.379
and this, I want to be, I want to do more,

00:13:21.538 --> 00:13:23.039
but I also want it to be realistic.

00:13:23.100 --> 00:13:23.660
So I said,

00:13:23.681 --> 00:13:24.520
I don't know if you guys remember,

00:13:24.561 --> 00:13:24.822
I said,

00:13:25.361 --> 00:13:26.902
why don't we do twice a week,

00:13:26.922 --> 00:13:27.702
which is where we're at now.

00:13:27.783 --> 00:13:29.743
So I said, instead of one, let's go two.

00:13:30.082 --> 00:13:31.524
I figured we could capture

00:13:31.543 --> 00:13:33.004
Meritato twice a week.

00:13:33.043 --> 00:13:34.264
We could all be doing this

00:13:34.284 --> 00:13:35.065
together twice a week.

00:13:35.725 --> 00:13:37.164
Maybe it increases over time,

00:13:37.645 --> 00:13:38.706
but I just know from my

00:13:38.745 --> 00:13:40.166
history of content and

00:13:40.206 --> 00:13:41.486
videos and interviewing

00:13:41.547 --> 00:13:42.527
folks and all that,

00:13:43.740 --> 00:13:45.039
I just know that this show

00:13:45.221 --> 00:13:47.480
and interacting with you guys is just,

00:13:47.620 --> 00:13:49.261
like I said, planting digital seeds.

00:13:49.721 --> 00:13:50.961
They grow into some other

00:13:51.042 --> 00:13:51.842
things in the future.

00:13:52.543 --> 00:13:55.024
And I have enough business

00:13:55.063 --> 00:13:55.844
awareness to know that

00:13:56.224 --> 00:13:57.423
those things that grow in the future,

00:13:57.465 --> 00:13:58.504
I don't know what it's going to be.

00:13:59.065 --> 00:13:59.804
But it's going to be

00:13:59.945 --> 00:14:01.346
something really good.

00:14:02.265 --> 00:14:03.106
And I'm OK with some of the

00:14:03.126 --> 00:14:04.907
delayed gratification right now.

00:14:05.548 --> 00:14:06.207
And so, yeah,

00:14:06.268 --> 00:14:07.489
some things might slack maybe

00:14:07.528 --> 00:14:08.769
a little bit on the business side.

00:14:08.788 --> 00:14:10.570
I can't have my health and wellness slack.

00:14:10.610 --> 00:14:12.350
I can't have the family stuff slack.

00:14:12.410 --> 00:14:12.831
And so, yeah,

00:14:12.850 --> 00:14:13.551
it kind of comes out of the

00:14:13.571 --> 00:14:14.130
business bucket.

00:14:15.211 --> 00:14:15.451
Give me.

00:14:16.570 --> 00:14:16.809
Yeah.

00:14:16.929 --> 00:14:17.311
Um, we,

00:14:17.350 --> 00:14:18.091
I think I've talked about this

00:14:18.130 --> 00:14:20.653
before and I forget who brought this, uh,

00:14:20.812 --> 00:14:22.615
three question test to me.

00:14:22.634 --> 00:14:24.056
It might've been someone like Gary Vee,

00:14:24.096 --> 00:14:25.456
but it's the called the grunt test.

00:14:25.996 --> 00:14:26.577
What do you do?

00:14:26.837 --> 00:14:27.918
How does it make my life better?

00:14:28.379 --> 00:14:29.860
What do I need to do to get it right?

00:14:29.960 --> 00:14:30.860
So you can, you, you,

00:14:31.020 --> 00:14:32.662
you use this test every day.

00:14:33.102 --> 00:14:34.144
We use this test now,

00:14:34.403 --> 00:14:35.605
especially with short form video,

00:14:36.125 --> 00:14:38.246
tens of millions of times a day, you're,

00:14:38.326 --> 00:14:39.668
you're constantly assessing like,

00:14:39.827 --> 00:14:41.589
is this worth my time and effort?

00:14:41.629 --> 00:14:43.510
Cause keep in mind your time

00:14:43.571 --> 00:14:46.373
and paying attention is time and effort.

00:14:46.985 --> 00:14:50.349
So how would I weigh

00:14:50.428 --> 00:14:51.629
starting a new project or

00:14:51.669 --> 00:14:52.890
how did I weigh starting or

00:14:52.951 --> 00:14:54.072
continuing to do this?

00:14:54.192 --> 00:14:55.092
Which one do you want me to answer?

00:14:55.133 --> 00:14:56.114
I can answer both, Tony.

00:14:56.433 --> 00:14:57.235
Both, both.

00:14:57.315 --> 00:14:58.416
You choose which one first.

00:14:58.976 --> 00:15:01.339
So for this, I said like, what is it?

00:15:01.519 --> 00:15:02.440
How does it make my life better?

00:15:02.460 --> 00:15:03.421
What do I need to do to get it?

00:15:03.581 --> 00:15:03.921
For me,

00:15:04.181 --> 00:15:05.682
it's an hour talking with people

00:15:05.722 --> 00:15:07.104
that are smart,

00:15:08.211 --> 00:15:09.133
different things that I

00:15:09.192 --> 00:15:10.714
don't that I might not be

00:15:10.835 --> 00:15:12.395
smart at so I'm getting

00:15:12.676 --> 00:15:13.677
right just by giving that

00:15:13.716 --> 00:15:14.898
hour I'm getting insights

00:15:14.918 --> 00:15:16.460
from different people I say

00:15:16.539 --> 00:15:17.880
things like I have never

00:15:17.921 --> 00:15:19.863
thought about that or I

00:15:20.163 --> 00:15:21.144
never thought about that

00:15:21.264 --> 00:15:22.445
that way which means the

00:15:22.485 --> 00:15:23.566
topic I have thought about

00:15:23.586 --> 00:15:25.226
I have a new perspective so

00:15:25.307 --> 00:15:27.668
what is it how might it

00:15:27.688 --> 00:15:29.230
make my life better makes me think

00:15:29.870 --> 00:15:31.191
gives me company right if

00:15:31.230 --> 00:15:32.191
you want to say like okay

00:15:32.230 --> 00:15:33.731
like this is creating

00:15:33.772 --> 00:15:34.851
content which I can do by

00:15:34.912 --> 00:15:35.873
myself I can just turn the

00:15:35.913 --> 00:15:36.633
camera on or I can

00:15:36.653 --> 00:15:37.873
interview people this is

00:15:37.932 --> 00:15:39.073
different and then what do

00:15:39.094 --> 00:15:40.214
I need to do to get it you

00:15:40.254 --> 00:15:41.274
have to ask yourself what

00:15:41.315 --> 00:15:42.315
am I putting in just like

00:15:42.375 --> 00:15:43.855
nick did it's two hours a week right

00:15:44.826 --> 00:15:45.988
I'm saying it's two hours a

00:15:46.028 --> 00:15:46.928
week just like this,

00:15:46.948 --> 00:15:49.070
and then I do the math and

00:15:49.090 --> 00:15:50.672
I say I'm getting more than I'm giving.

00:15:51.072 --> 00:15:52.812
New project, I do the same thing,

00:15:52.972 --> 00:15:53.833
except I'm not as

00:15:53.874 --> 00:15:55.254
calculated as everybody else.

00:15:55.495 --> 00:15:56.995
I'm a run into the fire to

00:15:57.115 --> 00:15:58.596
save the kittens way before

00:15:58.638 --> 00:15:59.437
I figure out that I'm

00:15:59.477 --> 00:16:00.798
running into a fireworks factory.

00:16:00.938 --> 00:16:01.759
I'm okay with that.

00:16:02.414 --> 00:16:03.015
I'm you know,

00:16:03.056 --> 00:16:04.057
I've heard Mark Cuban talk

00:16:04.096 --> 00:16:04.976
about things like this.

00:16:05.017 --> 00:16:06.038
I think I'm more like Cuban

00:16:06.077 --> 00:16:07.980
in terms of like, I must say, yes,

00:16:08.200 --> 00:16:09.380
I'm going to figure it out later.

00:16:09.501 --> 00:16:11.222
And if it ends, it ends.

00:16:11.724 --> 00:16:12.764
So I'd rather go in there

00:16:12.784 --> 00:16:14.145
and break a dozen eggs,

00:16:15.067 --> 00:16:16.347
hoping that one survives.

00:16:16.528 --> 00:16:18.068
I sort of act I act like that.

00:16:18.230 --> 00:16:19.711
So I'm a I'm a I'm a leaper.

00:16:20.812 --> 00:16:22.033
And then I look while I'm on the way down.

00:16:22.921 --> 00:16:23.240
Yeah.

00:16:23.701 --> 00:16:24.662
And, you know,

00:16:24.942 --> 00:16:27.063
we all kind of have very

00:16:27.163 --> 00:16:29.865
similar modes of operation with that.

00:16:29.985 --> 00:16:31.868
I know for me, I always,

00:16:31.927 --> 00:16:33.109
I just shared on LinkedIn a

00:16:33.129 --> 00:16:34.250
post this morning about

00:16:34.309 --> 00:16:35.450
like looking at upside

00:16:35.471 --> 00:16:37.032
potential versus downside risk.

00:16:37.792 --> 00:16:38.613
And I think when we think

00:16:38.653 --> 00:16:39.874
about physical therapy,

00:16:40.514 --> 00:16:42.436
if I treat a Medicare beneficiary,

00:16:42.916 --> 00:16:45.077
I've got very limited upside potential,

00:16:45.378 --> 00:16:45.638
right?

00:16:45.738 --> 00:16:47.899
If I'm the delivering therapist and

00:16:48.179 --> 00:16:49.380
I'm going to make 100

00:16:49.380 --> 00:16:50.741
whatever dollars a visit.

00:16:50.782 --> 00:16:51.142
That's it.

00:16:51.302 --> 00:16:52.263
I'm never going to make more

00:16:52.302 --> 00:16:54.923
than that for that acute hour of my time.

00:16:55.524 --> 00:16:57.125
But if I do a podcast like

00:16:57.166 --> 00:16:58.346
this and I surround myself

00:16:58.427 --> 00:17:00.148
with you guys and Scott's

00:17:00.187 --> 00:17:01.649
here and Karen and people

00:17:01.668 --> 00:17:03.070
that have been engaged with us,

00:17:03.970 --> 00:17:05.211
we're building an audience

00:17:05.290 --> 00:17:06.571
and there's literally

00:17:06.692 --> 00:17:08.133
unlimited upside potential.

00:17:08.573 --> 00:17:09.453
And like Dave said,

00:17:09.473 --> 00:17:10.795
I have no idea what's

00:17:10.835 --> 00:17:11.635
coming down the road.

00:17:11.655 --> 00:17:13.637
I have no idea where it's gonna go,

00:17:14.179 --> 00:17:15.359
but I can tell you that

00:17:15.599 --> 00:17:18.603
over 49 coming on 50 years of life,

00:17:19.263 --> 00:17:21.144
I've seen more benefits

00:17:21.224 --> 00:17:23.126
from unlimited upside potential

00:17:24.008 --> 00:17:25.609
than I've seen from very

00:17:26.049 --> 00:17:27.951
capped upside benefit.

00:17:29.413 --> 00:17:31.234
So this is one of those things where to me,

00:17:31.295 --> 00:17:31.875
it's like, all right,

00:17:32.336 --> 00:17:33.336
I'm going to give something up.

00:17:33.656 --> 00:17:34.577
I'm going to commit to

00:17:35.038 --> 00:17:36.240
minimum two hours a week.

00:17:36.259 --> 00:17:37.480
We're going to see where it goes.

00:17:38.981 --> 00:17:39.903
Probably for me,

00:17:39.962 --> 00:17:43.465
the hardest one is I gave up my Tuesday,

00:17:43.486 --> 00:17:44.406
Thursday runs

00:17:45.288 --> 00:17:47.029
I don't like running in the afternoon.

00:17:47.190 --> 00:17:48.030
I love running in the

00:17:48.070 --> 00:17:50.272
morning and this is like prime time.

00:17:50.313 --> 00:17:51.354
The weather is perfect.

00:17:51.493 --> 00:17:52.555
I feel my best.

00:17:52.994 --> 00:17:54.957
I don't have any sugar drops or anything.

00:17:55.076 --> 00:17:56.038
I, you know,

00:17:56.077 --> 00:17:58.421
so that's a big sacrifice for me.

00:17:59.300 --> 00:18:01.482
Um, but I think it's worth it.

00:18:01.523 --> 00:18:02.845
I think it's going to pay

00:18:02.904 --> 00:18:03.806
off in the long run.

00:18:03.846 --> 00:18:05.406
Now, practice owners,

00:18:05.586 --> 00:18:06.989
you're building community, um,

00:18:08.529 --> 00:18:09.672
I want to talk about,

00:18:10.071 --> 00:18:10.813
unless there's something

00:18:10.854 --> 00:18:11.654
else you guys wanted to

00:18:11.694 --> 00:18:12.675
mention about that,

00:18:12.736 --> 00:18:14.157
about starting a podcast or

00:18:14.178 --> 00:18:15.740
just doing something you know.

00:18:16.403 --> 00:18:18.544
To me, I sum it up, juice versus squeeze,

00:18:18.743 --> 00:18:18.943
right?

00:18:19.084 --> 00:18:21.025
I was talking to this with

00:18:21.045 --> 00:18:21.964
an organization I may be

00:18:21.984 --> 00:18:22.865
working with in the future.

00:18:23.285 --> 00:18:24.645
Everything's a seesaw, right?

00:18:24.806 --> 00:18:26.307
On one side is value.

00:18:26.507 --> 00:18:28.366
What might I get out of this?

00:18:28.727 --> 00:18:29.988
On the other side is cost.

00:18:30.728 --> 00:18:32.028
When you put everything down there,

00:18:32.108 --> 00:18:33.608
I know it's super cheesy, right?

00:18:33.648 --> 00:18:34.789
Make a pros and cons list.

00:18:35.230 --> 00:18:36.269
But really, you're doing the math,

00:18:36.289 --> 00:18:36.910
the pros and cons.

00:18:36.930 --> 00:18:38.131
So juice versus squeeze and

00:18:38.171 --> 00:18:39.651
put it on that value

00:18:39.671 --> 00:18:41.071
proposition seesaw and see

00:18:41.092 --> 00:18:41.592
where it lands.

00:18:42.930 --> 00:18:45.751
So this is something totally off topic.

00:18:45.971 --> 00:18:47.113
I don't understand,

00:18:47.192 --> 00:18:48.894
and I'm hoping you guys can educate me.

00:18:50.655 --> 00:18:51.957
I saw this come through.

00:18:52.076 --> 00:18:53.637
Ryan Martin this morning

00:18:53.917 --> 00:18:56.160
shared that Arizona, I think, yeah,

00:18:56.400 --> 00:18:57.840
ABTA Arizona,

00:18:58.321 --> 00:19:00.022
Governor Hobbs just signed

00:19:00.063 --> 00:19:01.544
legislation allowing

00:19:01.604 --> 00:19:04.645
physical therapists to order all imaging.

00:19:05.606 --> 00:19:08.667
So Dave, this might be more in your world.

00:19:09.367 --> 00:19:11.368
Um, I can tell you over, you know,

00:19:11.368 --> 00:19:13.189
20 plus years of private practice,

00:19:13.449 --> 00:19:14.829
maybe there was like a

00:19:14.950 --> 00:19:16.609
handful of people that I

00:19:16.630 --> 00:19:17.451
thought might have a hip

00:19:17.471 --> 00:19:19.550
fracture and I wanted them

00:19:19.590 --> 00:19:20.971
to get imaging just to rule

00:19:21.071 --> 00:19:21.991
out hip fracture.

00:19:22.571 --> 00:19:24.071
But is this a thing?

00:19:24.172 --> 00:19:27.313
Is this something that therapists value?

00:19:27.413 --> 00:19:28.913
Do we need to order imaging?

00:19:29.354 --> 00:19:30.814
Where, where are you guys on this?

00:19:31.114 --> 00:19:31.414
Yeah.

00:19:31.615 --> 00:19:32.174
Dave, you go first.

00:19:33.046 --> 00:19:34.307
So first of all, um,

00:19:34.527 --> 00:19:35.748
Brian Martin is the man I

00:19:35.867 --> 00:19:36.988
had him on my podcast.

00:19:37.009 --> 00:19:39.470
We discussed, uh, and I commented,

00:19:39.549 --> 00:19:40.770
I think I commented on that post.

00:19:40.810 --> 00:19:41.490
I said, Hey Ryan,

00:19:41.510 --> 00:19:42.271
I need to get you back on

00:19:42.311 --> 00:19:44.232
my pod so we can discuss this.

00:19:45.173 --> 00:19:45.334
Um,

00:19:46.153 --> 00:19:49.635
so I will give my thoughts without the

00:19:49.717 --> 00:19:50.656
full understanding.

00:19:50.757 --> 00:19:52.278
Cause I was, I, I need to, you know,

00:19:52.317 --> 00:19:53.578
hear from him as to like

00:19:53.618 --> 00:19:54.720
how they would use this in

00:19:54.759 --> 00:19:55.920
the medical model or like

00:19:56.181 --> 00:19:57.221
the therapy model and all that.

00:19:57.821 --> 00:19:58.442
And then, you know,

00:19:58.481 --> 00:19:59.482
obviously therapists that

00:19:59.502 --> 00:20:00.163
are watching or listening,

00:20:00.182 --> 00:20:01.064
they're going to ask about like,

00:20:01.084 --> 00:20:01.263
you know,

00:20:01.683 --> 00:20:03.105
reimbursement and apparently

00:20:03.125 --> 00:20:04.527
it is possible maybe it is

00:20:04.906 --> 00:20:06.688
state dependent and all that um

00:20:07.684 --> 00:20:10.465
this I think is in my

00:20:10.546 --> 00:20:11.885
opinion it's it's different

00:20:11.905 --> 00:20:12.786
tony it's different than

00:20:12.806 --> 00:20:13.787
the practice style that

00:20:13.906 --> 00:20:15.406
you're accustomed to that's

00:20:15.467 --> 00:20:18.147
why I you know it's you

00:20:18.188 --> 00:20:19.248
have something you have a

00:20:19.288 --> 00:20:20.308
lot of ingrained behaviors

00:20:20.409 --> 00:20:22.328
as I do as we all do and so

00:20:22.368 --> 00:20:23.169
something like this all of

00:20:23.229 --> 00:20:24.589
a sudden like I totally

00:20:24.609 --> 00:20:25.609
understand and it makes

00:20:25.630 --> 00:20:26.529
sense why you're like you

00:20:26.549 --> 00:20:27.790
know is this even feasible

00:20:27.810 --> 00:20:29.111
does this even make sense

00:20:29.250 --> 00:20:30.551
or like who cares or whatever um

00:20:32.471 --> 00:20:33.292
But, you know,

00:20:33.553 --> 00:20:34.692
orthopods are kind of taught

00:20:34.752 --> 00:20:36.294
this approach and like

00:20:36.354 --> 00:20:37.775
they'll x-ray almost everyone.

00:20:37.835 --> 00:20:37.994
Right.

00:20:38.055 --> 00:20:39.195
And like we just don't

00:20:39.236 --> 00:20:40.195
because like that's not we

00:20:40.215 --> 00:20:41.376
didn't learn it in school.

00:20:41.396 --> 00:20:42.698
We didn't have we didn't

00:20:42.738 --> 00:20:44.018
have the ability to order.

00:20:44.479 --> 00:20:45.878
And so it's just not in our

00:20:45.939 --> 00:20:46.839
normal workflow.

00:20:47.880 --> 00:20:49.741
I think as we talk more or

00:20:49.781 --> 00:20:51.762
we see more around orthopods.

00:20:52.702 --> 00:20:54.003
primary care physical therapy.

00:20:54.023 --> 00:20:54.683
I know there's different

00:20:54.703 --> 00:20:55.344
folks that you guys have

00:20:55.384 --> 00:20:56.345
spoken to that are doing

00:20:56.365 --> 00:20:56.884
this type of stuff.

00:20:56.904 --> 00:20:58.346
That's why we started doing

00:20:58.385 --> 00:20:59.486
diagnostic ultrasound.

00:21:00.346 --> 00:21:01.326
We have a lot of patients

00:21:01.366 --> 00:21:03.147
that come to us that,

00:21:03.268 --> 00:21:04.167
that reach out to us in New

00:21:04.188 --> 00:21:05.648
York city that don't have a

00:21:05.689 --> 00:21:06.888
primary care physician or

00:21:06.909 --> 00:21:08.390
they have not been to an orthopod.

00:21:08.950 --> 00:21:10.971
So in those cases, like, I guess, yeah,

00:21:11.230 --> 00:21:12.172
we could just refer back to

00:21:12.192 --> 00:21:14.272
the orthopod as opposed to

00:21:14.373 --> 00:21:15.192
ordering the x-rays.

00:21:15.692 --> 00:21:16.453
These are some things that I

00:21:16.473 --> 00:21:17.614
would want to ask Ryan Martin.

00:21:17.634 --> 00:21:18.335
But again,

00:21:19.434 --> 00:21:20.576
Moving forward with

00:21:21.115 --> 00:21:22.657
reimbursement crunch and

00:21:22.857 --> 00:21:25.519
finding more ways to have

00:21:25.779 --> 00:21:27.701
out-of-pocket services, cash pay services,

00:21:27.922 --> 00:21:29.103
building more margins so

00:21:29.123 --> 00:21:29.903
that we can stay in

00:21:29.962 --> 00:21:30.923
business and help more of

00:21:30.983 --> 00:21:31.605
our communities.

00:21:32.265 --> 00:21:34.446
I do think imaging,

00:21:34.807 --> 00:21:36.147
including x-ray potentially,

00:21:36.167 --> 00:21:37.930
but definitely diagnostic ultrasound.

00:21:39.109 --> 00:21:41.031
could have its place with

00:21:41.373 --> 00:21:44.195
physical therapists looking to be more,

00:21:44.536 --> 00:21:45.297
I'm not saying the only

00:21:45.356 --> 00:21:46.558
primary care provider,

00:21:46.598 --> 00:21:48.461
but being more in the

00:21:48.580 --> 00:21:49.903
forefront of primary care

00:21:50.522 --> 00:21:51.884
because more people are on Instagram,

00:21:51.904 --> 00:21:52.746
more people are on TikTok,

00:21:52.766 --> 00:21:54.086
they're seeing physical therapy videos,

00:21:54.106 --> 00:21:54.708
they're calling their

00:21:54.728 --> 00:21:55.729
physical therapy offices,

00:21:55.769 --> 00:21:56.670
they're going right to the

00:21:56.730 --> 00:21:58.553
PT practice in many cases,

00:21:59.991 --> 00:22:01.874
And this is something that could help,

00:22:02.615 --> 00:22:03.675
you know, rule things out,

00:22:04.175 --> 00:22:05.637
just have a differential diagnosis,

00:22:05.897 --> 00:22:07.098
maybe assessed or figured

00:22:07.118 --> 00:22:08.401
out before you go in and

00:22:08.520 --> 00:22:09.481
manipulate that hip or

00:22:09.521 --> 00:22:10.201
whatever it might be.

00:22:10.982 --> 00:22:12.865
So that's kind of like my

00:22:12.964 --> 00:22:13.546
opening statements,

00:22:13.645 --> 00:22:15.768
although I need some room

00:22:15.788 --> 00:22:16.808
for adjustment after I

00:22:16.828 --> 00:22:17.589
speak with Ryan Martin.

00:22:18.971 --> 00:22:19.932
OK, OK.

00:22:20.972 --> 00:22:21.753
What do you think of Jimmy?

00:22:22.607 --> 00:22:23.407
This is two things.

00:22:23.728 --> 00:22:25.088
This is external and internal.

00:22:25.328 --> 00:22:26.509
One, this is a tool.

00:22:26.648 --> 00:22:27.529
And I've done some work with

00:22:27.549 --> 00:22:28.710
APTA Orthopedics.

00:22:28.750 --> 00:22:29.690
There's a guy by the name of

00:22:29.750 --> 00:22:33.031
Bruno who is terribly fired

00:22:33.132 --> 00:22:36.633
up about imaging.

00:22:36.873 --> 00:22:38.053
And this guy is an expert on it.

00:22:38.113 --> 00:22:39.473
And he will bring you the numbers.

00:22:39.574 --> 00:22:42.555
He has the receipts of what happens here.

00:22:42.815 --> 00:22:43.055
Right.

00:22:43.115 --> 00:22:44.915
So we're going to see like, you know,

00:22:44.976 --> 00:22:45.976
someone someone from Bruno

00:22:46.016 --> 00:22:47.136
and APTA Orthopedics with

00:22:47.156 --> 00:22:48.096
their special interest group.

00:22:48.777 --> 00:22:49.696
in terms of imaging they're

00:22:49.717 --> 00:22:51.178
saying like listen when pts

00:22:51.198 --> 00:22:52.157
can do this it's cost

00:22:52.198 --> 00:22:53.498
savings it's better it gets

00:22:53.538 --> 00:22:54.377
people to the better care

00:22:54.417 --> 00:22:57.038
faster I can't refute bruno

00:22:57.118 --> 00:22:58.338
and the receipts he's got

00:22:58.378 --> 00:23:00.079
that right the other thing

00:23:00.099 --> 00:23:01.079
that I think this is is

00:23:01.140 --> 00:23:02.539
this is internal validation

00:23:02.799 --> 00:23:04.760
too and and and saying it's

00:23:04.800 --> 00:23:05.661
both of these things it's

00:23:05.701 --> 00:23:07.102
not saying it's bad but

00:23:07.162 --> 00:23:08.761
this is this is I think us

00:23:09.590 --> 00:23:10.751
Fighting to show other

00:23:10.811 --> 00:23:12.232
people that we're smart and

00:23:12.272 --> 00:23:13.534
we can provide things and

00:23:13.673 --> 00:23:14.875
we can do this too and we

00:23:14.914 --> 00:23:15.875
have enough education.

00:23:16.236 --> 00:23:17.636
And I agree with both of those things.

00:23:17.757 --> 00:23:19.458
It's not bad to have both of these things.

00:23:19.739 --> 00:23:20.719
But this is an external

00:23:20.759 --> 00:23:22.401
thing saying cost savings,

00:23:22.500 --> 00:23:24.122
better for patients, agree, agree.

00:23:24.402 --> 00:23:24.662
Again,

00:23:24.741 --> 00:23:27.023
Bruno and APTA Orthopedics and their

00:23:27.064 --> 00:23:27.724
live streams.

00:23:27.785 --> 00:23:28.965
Go look at their YouTube channel,

00:23:28.986 --> 00:23:30.247
which I help produce.

00:23:30.586 --> 00:23:31.907
But it's got good information on there.

00:23:32.974 --> 00:23:33.915
And they have the receipts.

00:23:33.935 --> 00:23:35.436
They can show this thing

00:23:35.537 --> 00:23:36.577
helps cost savings.

00:23:36.637 --> 00:23:37.578
It gets people better care.

00:23:37.598 --> 00:23:39.859
It helps get people better faster.

00:23:40.181 --> 00:23:40.740
Hard stop.

00:23:41.261 --> 00:23:42.201
The other thing, what is this?

00:23:42.261 --> 00:23:43.784
Why are we fighting so hard for this is,

00:23:44.364 --> 00:23:46.105
you know, physicians might say like, well,

00:23:46.144 --> 00:23:47.486
watch out for scope creep

00:23:47.547 --> 00:23:49.127
because we've got the

00:23:49.147 --> 00:23:50.108
physical therapists over

00:23:50.148 --> 00:23:50.909
here and the chiropractors.

00:23:51.148 --> 00:23:53.131
They're sort of right, right?

00:23:53.250 --> 00:23:54.271
So we're looking for other

00:23:54.332 --> 00:23:56.252
things to expand because we

00:23:56.292 --> 00:23:57.614
know we either expand and

00:23:57.653 --> 00:23:59.576
grow or atrophy and die, right?

00:24:00.167 --> 00:24:01.709
So I think this is one way

00:24:01.848 --> 00:24:03.310
people can look at and say, well,

00:24:03.330 --> 00:24:04.491
if we could order these things,

00:24:04.592 --> 00:24:05.873
I see what you're doing over there.

00:24:05.992 --> 00:24:06.792
I'm the younger brother.

00:24:06.853 --> 00:24:08.414
I see what you, you got ice cream.

00:24:08.434 --> 00:24:09.434
How come I don't,

00:24:09.655 --> 00:24:10.896
I'm deserving of ice cream.

00:24:11.277 --> 00:24:12.337
So I think it's one of those things.

00:24:12.597 --> 00:24:13.919
It's a little bit of validation is like,

00:24:14.179 --> 00:24:15.259
we do have the credentials.

00:24:15.299 --> 00:24:16.401
We do have the education.

00:24:16.441 --> 00:24:17.541
We can use these things.

00:24:17.582 --> 00:24:18.482
And when we start to,

00:24:19.002 --> 00:24:19.824
that comes to my first

00:24:19.884 --> 00:24:21.105
point is there's the receipts.

00:24:25.315 --> 00:24:26.174
Scott said, yes,

00:24:26.234 --> 00:24:27.015
I'm glad you brought up the

00:24:27.434 --> 00:24:28.736
Arizona announcement.

00:24:29.556 --> 00:24:30.155
And like I said,

00:24:30.276 --> 00:24:31.977
I am completely ignorant to this.

00:24:32.076 --> 00:24:33.778
So please bear with me.

00:24:33.798 --> 00:24:35.998
I just know, you know,

00:24:36.038 --> 00:24:37.479
I've got some exposure to

00:24:37.558 --> 00:24:38.959
the chiropractic market.

00:24:39.440 --> 00:24:41.299
I know that 20 years ago,

00:24:41.700 --> 00:24:42.800
every single human that

00:24:42.840 --> 00:24:43.421
walked into the

00:24:43.441 --> 00:24:45.162
chiropractic office got an x-ray.

00:24:45.221 --> 00:24:46.362
Now they've moved almost

00:24:46.402 --> 00:24:47.442
completely away from

00:24:47.582 --> 00:24:48.823
everybody getting an x-ray.

00:24:49.502 --> 00:24:52.445
my understanding is that MRI

00:24:52.625 --> 00:24:55.307
imaging is just so inconsistent.

00:24:56.068 --> 00:24:57.809
There's that classic case

00:24:57.890 --> 00:24:59.571
where a woman goes to 10

00:24:59.571 --> 00:25:01.932
MRI imaging centers in three months,

00:25:01.993 --> 00:25:02.614
I think it is.

00:25:02.993 --> 00:25:04.214
She gets 10 completely

00:25:04.275 --> 00:25:05.636
different diagnoses with

00:25:05.696 --> 00:25:07.577
almost no carryover between them.

00:25:07.597 --> 00:25:09.220
So I'm like,

00:25:09.539 --> 00:25:11.761
if imaging is inconsistent at best,

00:25:13.342 --> 00:25:13.642
we're,

00:25:13.782 --> 00:25:15.564
we're not going to be doing surgery

00:25:15.844 --> 00:25:16.364
anyway.

00:25:16.903 --> 00:25:19.025
Now I hadn't thought of,

00:25:19.204 --> 00:25:21.046
I think it was Dave's point where, okay,

00:25:21.066 --> 00:25:22.707
maybe this is opening new doors.

00:25:22.767 --> 00:25:23.647
If we're going to be the

00:25:23.728 --> 00:25:25.229
primary care providers of

00:25:25.308 --> 00:25:26.670
musculoskeletal service,

00:25:26.769 --> 00:25:28.230
maybe there is a point there.

00:25:28.750 --> 00:25:30.151
Maybe therapists are thinking, well,

00:25:30.211 --> 00:25:31.172
I'm going to bring imaging

00:25:31.211 --> 00:25:32.313
into my office and that's

00:25:32.353 --> 00:25:33.452
going to be a new revenue

00:25:33.532 --> 00:25:34.693
opportunity for me.

00:25:34.713 --> 00:25:35.554
Um,

00:25:35.614 --> 00:25:37.615
with Ryan doing the ultrasound

00:25:37.654 --> 00:25:39.336
musculoskeletal ultrasound, like,

00:25:39.395 --> 00:25:40.457
is this something that he

00:25:40.497 --> 00:25:42.077
would need to be able to do?

00:25:42.577 --> 00:25:44.338
have access to ordering

00:25:44.419 --> 00:25:45.539
imaging to do the

00:25:45.579 --> 00:25:47.000
musculoskeletal ultrasound?

00:25:47.181 --> 00:25:47.721
I don't know.

00:25:47.741 --> 00:25:48.782
I really don't.

00:25:48.803 --> 00:25:49.583
I have no idea.

00:25:50.644 --> 00:25:52.164
But talking about these

00:25:52.224 --> 00:25:55.007
topics just reminded me, Paul,

00:25:55.086 --> 00:25:57.929
Paul Sign from StrataPT had shared this.

00:25:58.789 --> 00:26:00.050
I know it's not too big,

00:26:00.090 --> 00:26:01.491
but I'll just read it real quick.

00:26:01.531 --> 00:26:02.192
There's a massive

00:26:02.251 --> 00:26:03.753
opportunity to make more

00:26:03.794 --> 00:26:05.714
money in physical therapy world.

00:26:05.974 --> 00:26:06.756
Let's explain.

00:26:07.435 --> 00:26:08.557
And he goes through, you know,

00:26:08.576 --> 00:26:09.477
there's a certain amount of

00:26:09.538 --> 00:26:11.038
money you can make for the

00:26:11.118 --> 00:26:12.479
minimum standard of care.

00:26:13.119 --> 00:26:14.361
There's a different amount

00:26:14.401 --> 00:26:15.921
of money you can make for

00:26:15.981 --> 00:26:18.042
the best outcome for the patient.

00:26:18.063 --> 00:26:19.884
There's a delta between the two numbers.

00:26:20.423 --> 00:26:22.464
And it talks about virtual coaching,

00:26:22.605 --> 00:26:24.366
digital products like courses,

00:26:24.467 --> 00:26:25.807
online programs and

00:26:25.948 --> 00:26:27.848
physical products like, you know,

00:26:27.909 --> 00:26:29.670
exercise balls and massage guns.

00:26:29.789 --> 00:26:30.730
What do you guys think?

00:26:31.678 --> 00:26:33.459
So does this play in?

00:26:33.499 --> 00:26:34.559
Does this mean that we're

00:26:34.579 --> 00:26:35.660
going to see clinicians

00:26:35.700 --> 00:26:37.101
that are bringing imaging

00:26:37.221 --> 00:26:38.882
into the office or is this

00:26:38.902 --> 00:26:39.602
going to open new

00:26:39.642 --> 00:26:42.202
opportunities for like acute care?

00:26:42.584 --> 00:26:43.723
We used to take walk-ins.

00:26:43.844 --> 00:26:45.325
We weren't in urgent care,

00:26:45.765 --> 00:26:46.726
but I had an orthopedic

00:26:46.786 --> 00:26:47.965
office across the hall.

00:26:48.125 --> 00:26:50.346
We would take walk-in evaluation.

00:26:50.428 --> 00:26:52.808
So if somebody needed it immediately,

00:26:52.828 --> 00:26:54.549
I could see anyone just

00:26:54.589 --> 00:26:56.029
about any day I was in the clinic.

00:26:56.631 --> 00:26:58.050
What are you guys thinking

00:26:58.090 --> 00:26:59.071
about any of that stuff?

00:27:00.019 --> 00:27:02.780
I like that theme because the ability,

00:27:02.820 --> 00:27:03.520
for example,

00:27:03.540 --> 00:27:04.201
let's just say physical

00:27:04.221 --> 00:27:05.961
therapists that let's just say today,

00:27:06.101 --> 00:27:09.021
they now can order x-rays in every state,

00:27:09.061 --> 00:27:09.521
let's just say.

00:27:10.261 --> 00:27:11.622
And I play weekend baseball

00:27:11.761 --> 00:27:13.863
and I've treated like half of my team,

00:27:13.903 --> 00:27:15.403
half of my guys, maybe more than that.

00:27:16.462 --> 00:27:18.202
And let's say I'm playing

00:27:18.242 --> 00:27:19.844
and I'm there and I see like,

00:27:19.864 --> 00:27:20.344
I don't know,

00:27:20.364 --> 00:27:21.503
they roll an ankle or

00:27:21.523 --> 00:27:24.104
there's a collision or something, right?

00:27:24.223 --> 00:27:26.325
Something where it's like, oh, that like,

00:27:26.505 --> 00:27:26.724
you know,

00:27:27.224 --> 00:27:28.306
that sounded like a pop or

00:27:28.346 --> 00:27:29.507
that sounded like something

00:27:29.527 --> 00:27:31.768
that w or like a very

00:27:31.807 --> 00:27:32.669
common getting hit by a

00:27:32.729 --> 00:27:34.529
pitch in the finger, the thumb or wrist,

00:27:35.150 --> 00:27:37.192
um, oftentimes results in a fracture.

00:27:37.231 --> 00:27:39.313
Let's just say that that specific, uh,

00:27:39.593 --> 00:27:41.334
situation or incidents you

00:27:41.354 --> 00:27:43.096
get hit by a pitch and it's

00:27:43.135 --> 00:27:44.355
either fracture or it's not, you know,

00:27:44.376 --> 00:27:45.237
that there's probably,

00:27:45.257 --> 00:27:46.778
there's no muscle tear.

00:27:46.837 --> 00:27:47.258
There's no,

00:27:47.358 --> 00:27:49.519
there's no reason initially to do an MRI.

00:27:49.539 --> 00:27:50.901
Um, but

00:27:52.355 --> 00:27:53.517
Why couldn't I just say, hey,

00:27:53.717 --> 00:27:54.837
let's go get that x-ray or

00:27:54.938 --> 00:27:57.039
here's a referral pad, a script,

00:27:57.079 --> 00:27:57.400
whatever.

00:27:58.240 --> 00:28:00.061
It could save the healthcare consumer.

00:28:00.542 --> 00:28:01.784
Maybe we talk about downstream,

00:28:01.804 --> 00:28:02.765
the insurance companies

00:28:02.825 --> 00:28:04.586
with getting people better faster.

00:28:04.645 --> 00:28:05.406
Maybe they would like that.

00:28:05.446 --> 00:28:06.186
Maybe they would actually

00:28:06.247 --> 00:28:07.587
spend less money and they

00:28:07.628 --> 00:28:08.169
would save money.

00:28:08.209 --> 00:28:08.890
So then the insurance

00:28:08.930 --> 00:28:10.049
company maybe makes more

00:28:10.069 --> 00:28:11.491
money and maybe that's why

00:28:11.511 --> 00:28:12.271
they would be interested.

00:28:12.653 --> 00:28:14.173
But for my buddy who, let's just say,

00:28:14.213 --> 00:28:16.315
just got hit in the finger by a pitch,

00:28:16.976 --> 00:28:17.415
I say, hey,

00:28:18.356 --> 00:28:19.758
Let's go get you x-rayed

00:28:20.458 --> 00:28:21.798
depending on where I can

00:28:21.818 --> 00:28:24.020
get you in or I schedule you or, you know,

00:28:24.040 --> 00:28:24.921
refer you to somewhere.

00:28:25.500 --> 00:28:26.261
They can potentially,

00:28:26.301 --> 00:28:26.961
that patient could

00:28:27.001 --> 00:28:28.702
potentially get an x-ray a

00:28:28.762 --> 00:28:30.564
day or two or a week sooner

00:28:31.005 --> 00:28:32.164
compared to if they have to

00:28:32.204 --> 00:28:33.346
wait until Monday morning

00:28:33.786 --> 00:28:34.727
and they have to call an

00:28:34.926 --> 00:28:35.768
urgent care or go to the

00:28:35.827 --> 00:28:37.868
urgent care or they have to, you know,

00:28:37.888 --> 00:28:39.650
wait in line or whatever or whatever.

00:28:40.441 --> 00:28:41.761
call an orthopod and get in

00:28:41.801 --> 00:28:42.442
later in the week.

00:28:43.201 --> 00:28:44.103
There's access,

00:28:44.222 --> 00:28:45.324
there's the component of access,

00:28:45.364 --> 00:28:47.404
there's the speed to treatment.

00:28:48.125 --> 00:28:49.385
And if there's more,

00:28:49.806 --> 00:28:51.446
if it's faster to treatment,

00:28:52.106 --> 00:28:52.867
then potentially the

00:28:52.907 --> 00:28:53.647
outcomes could be better.

00:28:53.688 --> 00:28:54.288
Maybe there's less

00:28:54.347 --> 00:28:56.088
downstream effects in terms

00:28:56.148 --> 00:28:57.349
of the insurance is looking

00:28:57.369 --> 00:28:59.030
at these patients in like a risk pool.

00:28:59.790 --> 00:29:01.311
And if we can get patients

00:29:01.872 --> 00:29:03.212
conservative treatment sooner,

00:29:03.772 --> 00:29:04.574
maybe an x-ray from a

00:29:04.614 --> 00:29:05.534
physical therapist versus

00:29:05.554 --> 00:29:07.855
an x-ray from an orthopod or whatever,

00:29:08.536 --> 00:29:09.316
maybe these patients can

00:29:09.336 --> 00:29:09.896
get better sooner.

00:29:09.916 --> 00:29:13.699
They have less issues and

00:29:14.298 --> 00:29:15.660
things downstream from that

00:29:15.700 --> 00:29:17.721
if it's not addressed up

00:29:17.760 --> 00:29:18.601
front right away.

00:29:18.681 --> 00:29:20.603
So in terms of speed of access,

00:29:20.863 --> 00:29:21.623
maybe there's value.

00:29:21.663 --> 00:29:22.763
There's value on the patient

00:29:22.784 --> 00:29:24.365
side to save money and time.

00:29:25.265 --> 00:29:26.145
The therapist gets to be the

00:29:26.185 --> 00:29:27.526
conduit to do that potentially.

00:29:27.846 --> 00:29:28.826
And then maybe there's even

00:29:28.866 --> 00:29:30.428
a payment upside on the insurance.

00:29:31.488 --> 00:29:33.568
I do want to commend three

00:29:33.628 --> 00:29:34.849
physical therapists for

00:29:34.890 --> 00:29:35.910
talking about this topic

00:29:35.950 --> 00:29:36.711
for about eight minutes and

00:29:36.770 --> 00:29:38.311
not using the word toolbox

00:29:39.352 --> 00:29:40.192
because this is another

00:29:40.272 --> 00:29:41.593
tool in our toolbox.

00:29:42.173 --> 00:29:42.673
Right, guys?

00:29:43.094 --> 00:29:44.114
Where's our toolbox?

00:29:45.214 --> 00:29:46.455
But that was the first thing I thought.

00:29:46.496 --> 00:29:47.915
But I held off on saying I was like,

00:29:47.976 --> 00:29:48.676
one of these other guys are

00:29:48.696 --> 00:29:49.457
going to say toolbox.

00:29:49.497 --> 00:29:50.037
I'll hold that out.

00:29:52.682 --> 00:29:53.742
I go back to what is the

00:29:53.803 --> 00:29:55.523
actual value you provide, right?

00:29:55.544 --> 00:29:56.664
What are the core tenants of

00:29:56.684 --> 00:29:57.685
the things that we provide?

00:29:57.705 --> 00:30:00.627
Do I think that providing imaging is nice?

00:30:00.949 --> 00:30:01.229
Sure.

00:30:01.489 --> 00:30:02.109
Do I think it's on the

00:30:02.170 --> 00:30:03.931
periphery of what our value actually is?

00:30:04.250 --> 00:30:04.571
I do.

00:30:04.852 --> 00:30:05.372
I think it's on the

00:30:05.392 --> 00:30:06.093
periphery of the value.

00:30:06.333 --> 00:30:07.394
Do I think it's great that

00:30:08.255 --> 00:30:09.736
APTA Arizona is advocating

00:30:09.776 --> 00:30:11.557
for their constituents?

00:30:11.938 --> 00:30:12.458
Absolutely.

00:30:13.999 --> 00:30:15.961
Scott says, I have a tool chest.

00:30:17.041 --> 00:30:17.342
Scott,

00:30:17.402 --> 00:30:18.722
I'm going to say sometimes I'm just

00:30:18.803 --> 00:30:19.063
a tool.

00:30:20.545 --> 00:30:23.445
Um, so going back to this, yeah,

00:30:23.465 --> 00:30:24.226
a hundred percent.

00:30:24.286 --> 00:30:25.487
Like this, this is a great,

00:30:25.527 --> 00:30:26.527
this is why I have a

00:30:26.547 --> 00:30:27.528
podcast because it

00:30:27.627 --> 00:30:28.788
introduces me to new

00:30:28.827 --> 00:30:29.948
concepts and new ideas.

00:30:30.048 --> 00:30:32.068
I can get so stuck in my own head,

00:30:32.689 --> 00:30:33.869
in my own head.

00:30:34.049 --> 00:30:35.769
I'm so used to the referrals

00:30:35.829 --> 00:30:36.911
that I always see.

00:30:37.510 --> 00:30:39.511
But, you know, Dave talked about baseball,

00:30:39.571 --> 00:30:41.211
two of my four boys broke

00:30:41.451 --> 00:30:42.873
arms playing baseball.

00:30:43.472 --> 00:30:44.933
If I could have had access

00:30:44.973 --> 00:30:46.374
to just a quick x-ray to

00:30:46.433 --> 00:30:48.714
rule out fracture, like I would not

00:30:49.434 --> 00:30:51.156
obviously want to do things

00:30:51.396 --> 00:30:53.659
until I rule out that bone

00:30:53.679 --> 00:30:55.440
fracture for sprained ankle,

00:30:55.540 --> 00:30:58.042
for impact injury, anything like that.

00:30:58.522 --> 00:30:59.483
But I don't typically see

00:30:59.544 --> 00:31:00.664
those in my clinic.

00:31:00.724 --> 00:31:02.266
Now, if I have access to it,

00:31:02.286 --> 00:31:03.528
it opens up a whole new

00:31:03.627 --> 00:31:04.729
opportunity for me.

00:31:05.849 --> 00:31:06.971
What do you guys think about it?

00:31:06.990 --> 00:31:07.590
I don't know if we ever

00:31:07.631 --> 00:31:09.192
talked about it on the podcast.

00:31:10.105 --> 00:31:12.188
if we're going to talk about acute care,

00:31:12.429 --> 00:31:14.530
primary care, musculoskeletal issues,

00:31:15.131 --> 00:31:16.413
what about a walk-in clinic?

00:31:16.653 --> 00:31:18.434
You know, if, if you're,

00:31:18.575 --> 00:31:19.675
are you willing to,

00:31:19.776 --> 00:31:20.936
what are your thoughts on

00:31:21.157 --> 00:31:23.279
neither of you are really in a situation,

00:31:23.359 --> 00:31:24.942
but I have a physical location.

00:31:24.961 --> 00:31:25.001
Um,

00:31:26.563 --> 00:31:28.003
I can take walk-ins.

00:31:28.184 --> 00:31:29.586
I've taken walk-ins.

00:31:30.046 --> 00:31:31.626
What do you think about PTs

00:31:31.846 --> 00:31:34.368
getting into that almost

00:31:34.409 --> 00:31:37.090
like a musculoskeletal urgent care?

00:31:37.151 --> 00:31:38.412
We can open virtual.

00:31:38.451 --> 00:31:39.452
We can do telehealth.

00:31:39.933 --> 00:31:41.075
I've said a hundred times.

00:31:41.875 --> 00:31:44.195
If I was a parent on a soccer field,

00:31:44.195 --> 00:31:46.576
9 p.m., I don't know if I want to go sit.

00:31:46.615 --> 00:31:48.156
The urgent care maybe is closed.

00:31:48.196 --> 00:31:50.297
That means a trip to the pediatric ER.

00:31:50.636 --> 00:31:51.798
I don't know if I want to sit there.

00:31:51.817 --> 00:31:53.357
I don't know if my soccer

00:31:53.518 --> 00:31:55.999
athlete even has to go or

00:31:56.058 --> 00:31:56.838
could it be something

00:31:56.858 --> 00:31:57.838
that's managed at home.

00:31:58.419 --> 00:31:59.579
I get family members that

00:31:59.619 --> 00:32:02.480
call me once or twice a month like, hey,

00:32:02.520 --> 00:32:03.381
my son did this.

00:32:03.421 --> 00:32:04.040
What do you think?

00:32:04.641 --> 00:32:05.101
What do you think?

00:32:05.221 --> 00:32:07.461
Urgent care, walk-in, PT services?

00:32:07.481 --> 00:32:07.561
Yeah.

00:32:11.272 --> 00:32:11.673
I love it.

00:32:11.732 --> 00:32:13.134
So in terms of sourcing

00:32:13.193 --> 00:32:15.354
potential partnerships and acquisitions,

00:32:15.814 --> 00:32:17.555
we've sent letters to an

00:32:17.795 --> 00:32:21.076
ouch med urgent care in New York City.

00:32:21.096 --> 00:32:21.695
I think they have like two

00:32:21.736 --> 00:32:22.976
or three locations and it's

00:32:23.115 --> 00:32:25.136
co-owned by a PA and maybe

00:32:25.156 --> 00:32:26.957
an orthopod or a

00:32:27.037 --> 00:32:28.357
non-surgical orthopod or something.

00:32:28.397 --> 00:32:30.218
So it is ouch med.

00:32:30.337 --> 00:32:31.679
It is literally what you just said.

00:32:31.878 --> 00:32:32.979
It's an urgent care that's

00:32:33.098 --> 00:32:34.278
like musculoskeletal only.

00:32:34.338 --> 00:32:35.759
So you don't go there if you have a cough.

00:32:36.460 --> 00:32:38.903
You go there if you have a sports injury,

00:32:39.002 --> 00:32:41.125
like an ache and pain, weekend warrior,

00:32:41.305 --> 00:32:42.266
runners, whatever.

00:32:43.768 --> 00:32:44.288
My thought,

00:32:44.307 --> 00:32:46.451
because I sent them letters and

00:32:46.471 --> 00:32:47.291
they haven't responded.

00:32:47.432 --> 00:32:48.732
And they're probably not watching this.

00:32:48.893 --> 00:32:50.013
But if they ever watch this,

00:32:50.194 --> 00:32:51.336
reach out to the Fieldmaker Group.

00:32:51.355 --> 00:32:52.116
Reach out to Dave Kittle.

00:32:52.436 --> 00:32:53.617
We would love to partner

00:32:53.637 --> 00:32:55.359
with you guys or acquire or

00:32:55.980 --> 00:32:57.021
have something.

00:32:58.363 --> 00:32:58.683
And so...

00:33:00.568 --> 00:33:01.868
I think it would be great to

00:33:02.969 --> 00:33:04.769
combine forces or yeah,

00:33:04.849 --> 00:33:06.089
we talked about a hospital before.

00:33:06.109 --> 00:33:07.289
Hey, absolutely.

00:33:07.509 --> 00:33:07.809
Let's,

00:33:08.269 --> 00:33:11.510
we could absolutely hire or we could,

00:33:11.730 --> 00:33:12.010
you know,

00:33:12.211 --> 00:33:14.191
hire one physician if we need

00:33:14.270 --> 00:33:15.932
oversight and then one or

00:33:15.951 --> 00:33:17.751
more PAs or nurses or nurse

00:33:17.771 --> 00:33:18.372
practitioners.

00:33:18.511 --> 00:33:18.811
Yeah.

00:33:19.172 --> 00:33:20.491
They're absolutely, or maybe,

00:33:20.551 --> 00:33:21.792
or maybe kind of Tony, I don't know.

00:33:21.813 --> 00:33:22.853
You can correct me.

00:33:22.913 --> 00:33:24.272
Maybe you were thinking the

00:33:24.313 --> 00:33:25.353
walk-in clinic is just the

00:33:25.393 --> 00:33:26.292
physical therapy clinic.

00:33:26.313 --> 00:33:27.574
So kind of like concentra,

00:33:27.894 --> 00:33:28.733
you go to concentra.

00:33:28.773 --> 00:33:29.773
Have you guys heard of concentra?

00:33:30.816 --> 00:33:30.996
Yeah.

00:33:31.695 --> 00:33:31.816
Yeah.

00:33:32.477 --> 00:33:34.458
So concentra has like, it's,

00:33:34.617 --> 00:33:35.577
it's a little work comp.

00:33:35.597 --> 00:33:36.939
It's it there's, there's the work,

00:33:37.159 --> 00:33:37.979
work hardening stuff,

00:33:37.999 --> 00:33:39.480
but people go to concentra.

00:33:39.500 --> 00:33:40.319
It's like an urgent care,

00:33:40.359 --> 00:33:41.079
but then they also have

00:33:41.099 --> 00:33:43.300
physical therapists in the same facility.

00:33:43.361 --> 00:33:44.020
One of my buddies,

00:33:44.161 --> 00:33:45.122
my best man in my wedding

00:33:45.721 --> 00:33:46.742
was a physical therapist

00:33:46.762 --> 00:33:47.742
and a clinic director at

00:33:47.782 --> 00:33:49.103
one of the concentra locations.

00:33:50.304 --> 00:33:51.585
Patients would get evaluated

00:33:51.904 --> 00:33:53.025
and oftentimes they'd get

00:33:53.085 --> 00:33:54.286
referred to physical therapy.

00:33:54.365 --> 00:33:56.165
And obviously it was right

00:33:56.185 --> 00:33:57.727
across the lobby, right down the hallway.

00:33:58.846 --> 00:33:59.468
That type of thing.

00:34:00.305 --> 00:34:01.684
there should be more of.

00:34:01.845 --> 00:34:05.165
And that is how with cash

00:34:05.185 --> 00:34:08.086
pay services or more value or more,

00:34:08.126 --> 00:34:08.987
like we talked about,

00:34:09.547 --> 00:34:11.626
how can another topic like

00:34:11.706 --> 00:34:12.547
clinicians making more

00:34:12.588 --> 00:34:14.007
money or having more money

00:34:14.047 --> 00:34:15.327
in the mix with what they make,

00:34:16.228 --> 00:34:17.768
that could be absolutely a solution.

00:34:17.889 --> 00:34:20.028
A walk-in clinic, a musculoskeletal clinic,

00:34:20.768 --> 00:34:22.829
and you just market it, you advertise it.

00:34:23.190 --> 00:34:24.469
Jimmy doesn't like it, but

00:34:25.143 --> 00:34:25.382
Well,

00:34:25.563 --> 00:34:28.246
I'm surprised because two C's come to

00:34:28.306 --> 00:34:29.128
mind, right?

00:34:29.228 --> 00:34:30.268
Number one is cost.

00:34:30.849 --> 00:34:31.010
Like,

00:34:31.250 --> 00:34:33.072
are you going to get are you in an area?

00:34:33.291 --> 00:34:34.172
Are you going to get enough

00:34:34.333 --> 00:34:36.076
people with this problem

00:34:36.556 --> 00:34:38.117
understanding that you

00:34:38.157 --> 00:34:39.318
solve this problem when

00:34:39.338 --> 00:34:40.199
they need it to be solved

00:34:40.481 --> 00:34:41.260
to pay the rent?

00:34:41.822 --> 00:34:42.041
Right.

00:34:42.362 --> 00:34:44.144
So it's cost and culture.

00:34:44.704 --> 00:34:46.427
I mean, I'm 44 years old.

00:34:46.768 --> 00:34:47.429
When I was a kid,

00:34:47.469 --> 00:34:48.990
we didn't know what an urgent care was.

00:34:49.492 --> 00:34:51.333
If you got a problem at 3 in the morning,

00:34:51.353 --> 00:34:53.177
you went to the emergency room.

00:34:53.476 --> 00:34:54.599
I think I was in my 30s

00:34:54.619 --> 00:34:55.199
before someone was like,

00:34:55.219 --> 00:34:56.300
why don't you go to the urgent care?

00:34:56.320 --> 00:34:56.561
And I'm like,

00:34:56.581 --> 00:34:57.242
is that what you call

00:34:57.722 --> 00:34:59.606
emergency rooms down here in Virginia?

00:34:59.626 --> 00:35:00.387
I was in grad school.

00:35:00.407 --> 00:35:01.648
They're like, no, it's like...

00:35:02.148 --> 00:35:04.090
Emergency room, urgent care.

00:35:04.130 --> 00:35:07.231
It's not as emergency, it's just urgent.

00:35:07.672 --> 00:35:08.891
So my thing would,

00:35:09.052 --> 00:35:10.753
you have to not change culture again.

00:35:10.773 --> 00:35:12.673
This is a walk-in because

00:35:12.733 --> 00:35:14.014
right now culture says you

00:35:14.054 --> 00:35:14.954
go to your doctor,

00:35:15.175 --> 00:35:17.336
your doctor tells you when to go to a PT.

00:35:17.757 --> 00:35:18.556
So I don't know if I would

00:35:18.637 --> 00:35:19.818
leap for this clinic,

00:35:20.257 --> 00:35:23.079
but I do like what Taco

00:35:23.119 --> 00:35:25.460
Bell and KFC have done,

00:35:25.541 --> 00:35:26.820
which is do we need

00:35:26.900 --> 00:35:28.581
standalone restaurants?

00:35:28.782 --> 00:35:30.282
Are we actually competitors?

00:35:30.951 --> 00:35:33.172
A friend of my podcast, Rebecca Griffith,

00:35:34.012 --> 00:35:36.054
she sort of is three steps ahead.

00:35:36.233 --> 00:35:37.414
She's a physical therapist

00:35:37.454 --> 00:35:38.596
in the emergency department

00:35:38.615 --> 00:35:39.695
at her hospital system,

00:35:40.217 --> 00:35:41.697
and she teaches other

00:35:42.818 --> 00:35:44.418
hospital systems why

00:35:44.478 --> 00:35:45.780
putting a PT in their

00:35:45.820 --> 00:35:47.601
emergency department is valuable,

00:35:47.641 --> 00:35:48.641
like we're talking about here,

00:35:48.902 --> 00:35:49.963
and then how to do it,

00:35:50.023 --> 00:35:51.643
how to make it ROI positive very,

00:35:51.664 --> 00:35:52.123
very quickly.

00:35:52.563 --> 00:35:54.605
So when I open up,

00:35:54.644 --> 00:35:55.686
when I sign a lease on the

00:35:55.746 --> 00:35:59.028
corner of Madison Avenue and 76th Street,

00:35:59.469 --> 00:36:00.351
I don't know because I

00:36:00.550 --> 00:36:03.373
would then need to create culture change,

00:36:03.713 --> 00:36:05.235
and that is hard.

00:36:05.695 --> 00:36:07.398
But the easier thing is, hey –

00:36:08.376 --> 00:36:09.559
Uh, Hey gym owner,

00:36:09.579 --> 00:36:10.380
do you mind if I set up

00:36:10.420 --> 00:36:12.422
shop as a PT in the corner of your gym?

00:36:12.442 --> 00:36:13.242
And you're like, yeah,

00:36:13.262 --> 00:36:14.164
cause that's where the people are.

00:36:14.485 --> 00:36:15.346
That one makes sense.

00:36:15.786 --> 00:36:17.047
Hey, urgent care.

00:36:17.527 --> 00:36:17.889
What if,

00:36:18.789 --> 00:36:20.090
what if it's an urgent care down

00:36:20.130 --> 00:36:21.192
the street and you say,

00:36:21.572 --> 00:36:23.054
push this easy button right

00:36:23.094 --> 00:36:24.976
here and I'll run up the street.

00:36:25.344 --> 00:36:25.865
In the beginning,

00:36:25.885 --> 00:36:27.507
whenever you guys might have a patient,

00:36:27.527 --> 00:36:28.387
if I'm available.

00:36:28.487 --> 00:36:29.849
So I don't know if I take

00:36:29.889 --> 00:36:31.110
the leap to opening this as

00:36:31.150 --> 00:36:32.510
a business model just yet.

00:36:32.632 --> 00:36:33.132
Personally,

00:36:33.152 --> 00:36:34.914
I would need to see it work

00:36:35.114 --> 00:36:36.914
maybe in a collaboration

00:36:37.034 --> 00:36:38.617
first because it's culture change.

00:36:39.625 --> 00:36:40.844
So let's talk about a couple

00:36:40.885 --> 00:36:41.646
of those elements,

00:36:41.666 --> 00:36:43.786
because every one of them

00:36:44.005 --> 00:36:45.047
struck a chord with me.

00:36:46.447 --> 00:36:47.226
And I'm going to do it kind

00:36:47.266 --> 00:36:48.248
of in reverse order.

00:36:48.347 --> 00:36:49.827
So docking a box, right?

00:36:49.947 --> 00:36:51.909
For a long time, CrossFit boxes,

00:36:52.349 --> 00:36:53.750
they were out there trying

00:36:53.769 --> 00:36:54.929
to bring PTs in.

00:36:54.949 --> 00:36:56.931
And one of the things that we talked about,

00:36:57.030 --> 00:36:57.771
I talked about,

00:36:58.590 --> 00:36:59.952
I think it was with Dave,

00:37:00.253 --> 00:37:02.135
how if I was contracted

00:37:02.155 --> 00:37:03.416
with Medicare as a physical

00:37:03.456 --> 00:37:05.478
therapist and there was a

00:37:05.838 --> 00:37:07.501
CrossFit box that had a

00:37:07.561 --> 00:37:09.262
physical therapist who was cash-based,

00:37:09.402 --> 00:37:11.405
I could do the eval, it's covered service,

00:37:11.605 --> 00:37:12.746
and we can open up a plan

00:37:12.766 --> 00:37:14.387
of care for the cash-based provider.

00:37:15.148 --> 00:37:17.331
What about, and I've shared this idea,

00:37:18.512 --> 00:37:20.474
making myself available to

00:37:20.735 --> 00:37:22.396
multiple CrossFit boxes.

00:37:23.237 --> 00:37:25.699
We know injuries happen in the box.

00:37:26.219 --> 00:37:27.840
We know as a box owner,

00:37:28.360 --> 00:37:29.961
if somebody does something,

00:37:30.161 --> 00:37:31.764
an acute injury while

00:37:31.784 --> 00:37:34.606
they're in a CrossFit class, um,

00:37:34.786 --> 00:37:36.067
the quicker I can get them

00:37:36.106 --> 00:37:37.447
taken care of the better.

00:37:37.969 --> 00:37:39.889
And so what we want to do is

00:37:40.331 --> 00:37:41.771
I could be the available

00:37:42.012 --> 00:37:44.153
urgent care physical therapy provider,

00:37:44.173 --> 00:37:44.213
um,

00:37:45.333 --> 00:37:47.054
I could bring that person

00:37:47.295 --> 00:37:49.195
onto a virtual telehealth visit.

00:37:49.896 --> 00:37:51.378
I can rule out, you know,

00:37:51.518 --> 00:37:53.498
really true acute cases.

00:37:53.518 --> 00:37:55.079
I can give them some information.

00:37:55.119 --> 00:37:56.079
I can direct them to an

00:37:56.119 --> 00:37:58.001
emergency room or an urgent care.

00:37:58.621 --> 00:38:00.802
But this is all premium service.

00:38:01.222 --> 00:38:03.344
So now what happens is if

00:38:03.403 --> 00:38:05.264
I'm going to do that, to Jimmy's point,

00:38:05.864 --> 00:38:07.266
it can't be the same price

00:38:07.367 --> 00:38:08.608
as if somebody schedules an

00:38:08.648 --> 00:38:10.168
appointment three weeks in the future.

00:38:10.550 --> 00:38:12.871
This is a three to $500 service.

00:38:12.911 --> 00:38:15.494
This is a multi-thousand dollar retainer,

00:38:15.974 --> 00:38:16.255
you know,

00:38:16.315 --> 00:38:18.157
but there's opportunities there

00:38:18.257 --> 00:38:19.938
to be the true dock in the box,

00:38:20.418 --> 00:38:23.561
virtual acute care services for CrossFit,

00:38:23.661 --> 00:38:25.322
for yoga, for Pilates.

00:38:26.204 --> 00:38:29.264
Going to culture, exactly the same thing.

00:38:29.304 --> 00:38:30.766
When I was the primary

00:38:30.806 --> 00:38:31.927
therapist in my physical

00:38:31.967 --> 00:38:33.027
therapy clinic where we

00:38:33.067 --> 00:38:34.947
were across the hall from

00:38:35.047 --> 00:38:36.268
two orthopedic surgeons who

00:38:36.309 --> 00:38:37.668
specialized in spine care,

00:38:38.630 --> 00:38:39.269
they would have a ton of

00:38:39.309 --> 00:38:40.871
patients that didn't need surgery,

00:38:40.971 --> 00:38:43.311
but they needed some acute services.

00:38:43.771 --> 00:38:45.393
They would just walk them across the hall.

00:38:46.152 --> 00:38:47.472
Even if and I want to share

00:38:47.532 --> 00:38:48.594
this for other therapists,

00:38:48.634 --> 00:38:49.733
therapists were like, well, wait,

00:38:49.773 --> 00:38:51.574
if I have a full patient schedule,

00:38:52.034 --> 00:38:53.534
how do I take a walk in?

00:38:54.315 --> 00:38:56.195
Even if I had a patient in

00:38:56.275 --> 00:38:57.195
front of me that I was

00:38:57.235 --> 00:38:58.615
scheduled for a 10 a.m.

00:38:58.695 --> 00:38:59.635
to 11 a.m.

00:38:59.675 --> 00:39:01.277
appointment and there was an

00:39:01.336 --> 00:39:02.577
acute case that walked in,

00:39:03.257 --> 00:39:04.918
I had the facility so that

00:39:04.978 --> 00:39:06.077
I could always take that

00:39:06.117 --> 00:39:08.117
person even for 15 or 20 minutes,

00:39:08.137 --> 00:39:09.278
a little bit of pain relief,

00:39:09.318 --> 00:39:10.458
a little bit of peace of mind.

00:39:10.958 --> 00:39:12.340
I could do an evaluation.

00:39:12.400 --> 00:39:13.820
I can show them two or three things.

00:39:14.420 --> 00:39:15.681
there was never a time that

00:39:15.721 --> 00:39:16.822
I couldn't do that.

00:39:16.942 --> 00:39:18.302
And I never had an angry

00:39:18.342 --> 00:39:20.025
patient on the other side who said, well,

00:39:20.065 --> 00:39:22.065
I booked an appointment from 10 to 11.

00:39:22.065 --> 00:39:23.407
I want all 60 minutes,

00:39:24.268 --> 00:39:25.389
but it's a cultural thing.

00:39:26.030 --> 00:39:27.530
It's I, the therapist,

00:39:27.550 --> 00:39:28.972
I'm comfortable doing that.

00:39:29.172 --> 00:39:29.311
I,

00:39:29.331 --> 00:39:31.173
the therapist can communicate with both

00:39:31.233 --> 00:39:32.114
parties to make sure that

00:39:32.135 --> 00:39:33.795
neither party is upset or angry.

00:39:34.275 --> 00:39:34.516
You know,

00:39:34.597 --> 00:39:35.958
I could never make one of my

00:39:36.137 --> 00:39:37.759
other employed therapists

00:39:37.980 --> 00:39:39.380
do that because they didn't

00:39:39.420 --> 00:39:40.240
want to do that.

00:39:40.581 --> 00:39:42.443
And it wasn't part of, you know, what,

00:39:42.663 --> 00:39:42.903
what,

00:39:43.463 --> 00:39:45.565
the experience they wanted to deliver.

00:39:46.005 --> 00:39:48.168
So if I built a culture around, hey,

00:39:48.688 --> 00:39:49.208
let's do it.

00:39:49.248 --> 00:39:51.130
We get to walk in, we're gonna take them.

00:39:51.150 --> 00:39:52.251
We're gonna take care of people.

00:39:52.271 --> 00:39:53.972
We're gonna open this up to

00:39:54.032 --> 00:39:55.172
multiple opportunities.

00:39:55.893 --> 00:39:57.414
I think that could be built.

00:39:57.996 --> 00:39:59.237
And in regards to,

00:39:59.297 --> 00:40:00.177
is this something that I'm

00:40:00.197 --> 00:40:03.579
gonna go full into, open physical therapy,

00:40:03.619 --> 00:40:05.302
urgent care sign on the building?

00:40:05.842 --> 00:40:06.842
Probably not today,

00:40:07.362 --> 00:40:08.264
but I think it's something

00:40:08.284 --> 00:40:09.965
that people could start introducing.

00:40:10.005 --> 00:40:11.025
And if we go into the

00:40:11.065 --> 00:40:12.527
business with the mindset of,

00:40:13.268 --> 00:40:14.248
I'm not doing what's always

00:40:14.289 --> 00:40:15.389
been done because I'm going

00:40:15.409 --> 00:40:16.871
to get the results that I always got.

00:40:17.411 --> 00:40:19.152
I am going to do something different.

00:40:19.273 --> 00:40:22.735
How do I optimize for this result?

00:40:23.476 --> 00:40:25.317
And it's going to be a lot of telehealth.

00:40:25.396 --> 00:40:26.637
It's going to be a lot of, you know,

00:40:27.119 --> 00:40:28.780
marketing to a new community.

00:40:29.300 --> 00:40:31.681
But man, if you were in the soccer world,

00:40:31.742 --> 00:40:34.284
if you're in the girls gymnastics world,

00:40:34.344 --> 00:40:35.485
if you're in any of these

00:40:35.585 --> 00:40:36.865
worlds because you have

00:40:36.945 --> 00:40:37.927
kids in it or you have a

00:40:37.967 --> 00:40:38.726
connection to it,

00:40:39.608 --> 00:40:41.210
you see the opportunity for

00:40:41.250 --> 00:40:43.733
this all day long and you

00:40:43.893 --> 00:40:45.135
instantly become the

00:40:45.175 --> 00:40:46.456
provider of choice for that.

00:40:47.137 --> 00:40:47.358
Yeah.

00:40:47.538 --> 00:40:48.780
Meeting that person where they are,

00:40:48.840 --> 00:40:49.760
but they have to understand

00:40:49.800 --> 00:40:51.242
what they have to understand.

00:40:51.262 --> 00:40:52.545
Do you have a problem that I can solve?

00:40:53.204 --> 00:40:53.445
Dave,

00:40:54.465 --> 00:40:54.744
Yeah, no,

00:40:54.784 --> 00:40:56.126
I a hundred percent agree about

00:40:56.186 --> 00:40:58.367
culture and either you would need to,

00:40:58.387 --> 00:40:58.768
you know,

00:40:58.867 --> 00:41:00.349
kind of like almost retrain your

00:41:00.369 --> 00:41:01.289
staff and make sure that

00:41:01.349 --> 00:41:02.769
they would be on board for this.

00:41:03.411 --> 00:41:04.371
And maybe some of them are,

00:41:04.411 --> 00:41:05.112
and some of them aren't.

00:41:05.871 --> 00:41:07.813
And then, you know, in Tony's situation,

00:41:07.873 --> 00:41:09.494
my situation, like for me, I,

00:41:09.815 --> 00:41:10.135
we're going to,

00:41:10.295 --> 00:41:11.235
we're always going to be hiring.

00:41:11.315 --> 00:41:12.677
So the next physical therapist,

00:41:12.717 --> 00:41:14.398
it would kind of be like, Hey, like,

00:41:14.438 --> 00:41:15.199
here's the role.

00:41:15.278 --> 00:41:15.759
It's the,

00:41:15.878 --> 00:41:17.960
it's the current role that this role,

00:41:17.980 --> 00:41:19.460
like the established role,

00:41:19.481 --> 00:41:21.143
but then also these other things here,

00:41:21.242 --> 00:41:21.583
like the,

00:41:22.302 --> 00:41:24.204
For example, if we were on call for,

00:41:24.304 --> 00:41:24.525
you know,

00:41:24.585 --> 00:41:26.146
six different crossfit boxes or whatever,

00:41:26.507 --> 00:41:27.648
that would I agree that has

00:41:27.668 --> 00:41:28.809
to kind of be baked into

00:41:28.889 --> 00:41:30.710
either the job description

00:41:30.911 --> 00:41:33.713
of the next hire or, you know,

00:41:33.733 --> 00:41:35.494
getting buy in from the current, you know,

00:41:35.635 --> 00:41:36.574
one or more team members,

00:41:36.614 --> 00:41:38.137
which sometimes is possible

00:41:38.157 --> 00:41:39.557
and sometimes it's not possible.

00:41:39.597 --> 00:41:40.197
And again, yeah,

00:41:40.277 --> 00:41:42.139
it goes back to culture as well.

00:41:43.460 --> 00:41:43.902
I think.

00:41:44.561 --> 00:41:45.764
This could be a transition

00:41:46.324 --> 00:41:47.985
to the Josh Funk tweet

00:41:48.246 --> 00:41:49.929
about how does he get more

00:41:50.009 --> 00:41:51.210
money into clinicians' hands?

00:41:51.690 --> 00:41:52.231
Could we go there?

00:41:52.271 --> 00:41:53.333
Because I can kind of make

00:41:53.373 --> 00:41:54.054
this connection.

00:41:54.594 --> 00:41:55.576
Because the connection here

00:41:55.655 --> 00:41:57.858
for me would be... Okay, so...

00:41:59.030 --> 00:42:00.311
I think in the private chat,

00:42:00.331 --> 00:42:01.771
we were talking about aside,

00:42:01.811 --> 00:42:03.012
you guys said aside from

00:42:03.072 --> 00:42:04.851
cost per visit or volume.

00:42:04.911 --> 00:42:06.032
Josh was saying besides

00:42:06.112 --> 00:42:07.512
seeing more patients or

00:42:07.552 --> 00:42:09.092
seeing patients longer, I believe.

00:42:09.152 --> 00:42:11.634
So essentially instead of doing more hours,

00:42:12.833 --> 00:42:13.313
how can you,

00:42:13.474 --> 00:42:14.634
how can you give more money as a,

00:42:14.693 --> 00:42:15.755
because Josh is a business

00:42:15.815 --> 00:42:17.054
owner of rehab to perform.

00:42:17.355 --> 00:42:19.094
He's like, how can I pay my people more?

00:42:19.195 --> 00:42:20.576
Which is if you work for a

00:42:20.635 --> 00:42:21.655
company and your CEO is

00:42:21.715 --> 00:42:22.335
asking this question,

00:42:22.356 --> 00:42:24.097
that's a good sign because he's looking,

00:42:24.257 --> 00:42:25.277
he's looking to turn over

00:42:25.336 --> 00:42:26.177
every rock and say like,

00:42:26.536 --> 00:42:27.518
Okay, what am I missing?

00:42:27.577 --> 00:42:28.777
What are other people doing

00:42:28.818 --> 00:42:30.478
besides just saying, see more patients,

00:42:30.518 --> 00:42:31.259
do more evals,

00:42:31.619 --> 00:42:33.880
keep people on your schedule longer?

00:42:34.181 --> 00:42:35.340
How can I pay my people more?

00:42:37.041 --> 00:42:37.561
Well, yeah.

00:42:37.581 --> 00:42:38.021
Go ahead, Dave.

00:42:39.911 --> 00:42:40.072
Well,

00:42:40.311 --> 00:42:41.592
the business case is you have to have

00:42:41.632 --> 00:42:42.432
some people stay on the

00:42:42.452 --> 00:42:43.653
schedule for some amount of time.

00:42:43.713 --> 00:42:45.755
But in terms of his question

00:42:46.014 --> 00:42:48.376
and my immediate response is like, well,

00:42:48.916 --> 00:42:49.777
we talked about before,

00:42:49.817 --> 00:42:50.556
we're not going to increase

00:42:50.577 --> 00:42:51.617
the insurance reimbursement.

00:42:51.637 --> 00:42:53.077
So if Josh Funk or any other

00:42:53.117 --> 00:42:54.559
practice owner out there, I agree.

00:42:54.579 --> 00:42:56.500
It's an amazing question to be asking.

00:42:56.880 --> 00:42:59.101
And your staff should love your CEO.

00:42:59.121 --> 00:43:00.842
Your owner is asking this question.

00:43:01.650 --> 00:43:03.492
But for me, my immediate thought is like,

00:43:04.291 --> 00:43:05.554
I want to go right to a fix

00:43:05.614 --> 00:43:06.153
or a solution.

00:43:06.193 --> 00:43:07.835
And for me, it's like, then patients,

00:43:07.976 --> 00:43:09.217
clients have to pay more out of pocket.

00:43:09.836 --> 00:43:10.538
Whether it's different

00:43:10.557 --> 00:43:12.780
services or they're paying- There it is,

00:43:12.880 --> 00:43:14.021
different services, right.

00:43:14.521 --> 00:43:15.742
Either different services or

00:43:15.782 --> 00:43:16.943
like a concierge fee,

00:43:17.003 --> 00:43:18.465
which I know a lot of

00:43:18.485 --> 00:43:19.226
people are not going to like.

00:43:19.246 --> 00:43:20.726
But let's say every January 1st,

00:43:20.766 --> 00:43:21.688
they pay $1,000 or $2,000

00:43:21.688 --> 00:43:22.088
or they're paying-

00:43:25.530 --> 00:43:26.711
I don't know, a hundred dollars a month,

00:43:26.731 --> 00:43:29.253
you know, literally just like a sidebar,

00:43:29.494 --> 00:43:30.755
like membership to be.

00:43:30.775 --> 00:43:31.556
So Josh Funk,

00:43:31.576 --> 00:43:33.137
his practice is rehab to perform.

00:43:33.498 --> 00:43:34.398
And let's just say like,

00:43:34.958 --> 00:43:35.840
if you really want to get

00:43:35.880 --> 00:43:37.300
more money into your clinician's hands,

00:43:37.641 --> 00:43:38.681
there's gotta be money

00:43:38.762 --> 00:43:40.123
coming from somewhere.

00:43:40.623 --> 00:43:41.264
It ain't coming from the

00:43:41.284 --> 00:43:41.903
insurance company.

00:43:41.943 --> 00:43:42.644
It's going to come from the

00:43:42.664 --> 00:43:44.126
patient most likely.

00:43:44.827 --> 00:43:46.927
And it's gotta be other services that they,

00:43:47.128 --> 00:43:48.670
that they want, that they want.

00:43:49.630 --> 00:43:51.311
and or like a concierge fee

00:43:51.391 --> 00:43:52.391
where you don't have to add

00:43:52.451 --> 00:43:53.170
any other services.

00:43:53.231 --> 00:43:53.931
It's just like, hey,

00:43:54.331 --> 00:43:56.251
we're charging like a membership fee.

00:43:56.271 --> 00:43:57.351
You can walk in any time.

00:43:57.632 --> 00:43:58.373
Here's the connection.

00:43:58.432 --> 00:43:59.492
You can walk in any time.

00:43:59.532 --> 00:44:01.193
You don't need a schedule.

00:44:01.532 --> 00:44:02.414
You're a VIP.

00:44:02.494 --> 00:44:04.134
Now I know with healthcare,

00:44:04.153 --> 00:44:04.873
it gets a little,

00:44:05.313 --> 00:44:06.255
some people don't like it

00:44:06.295 --> 00:44:07.494
because then it's like not

00:44:07.514 --> 00:44:08.414
everyone has the financial

00:44:08.454 --> 00:44:10.175
resources to pay for that.

00:44:10.835 --> 00:44:11.976
But they would want to do a

00:44:12.016 --> 00:44:12.657
walk-in clinic.

00:44:13.056 --> 00:44:13.836
But tomorrow,

00:44:13.936 --> 00:44:14.936
Josh Funk could start

00:44:14.996 --> 00:44:15.836
advertising some

00:44:16.016 --> 00:44:17.458
musculoskeletal walk-in clinic

00:44:18.057 --> 00:44:18.898
And it would be his same

00:44:18.918 --> 00:44:19.739
brick and mortar clinic.

00:44:20.420 --> 00:44:21.161
And it would be the one

00:44:21.201 --> 00:44:22.222
therapist in each office

00:44:22.242 --> 00:44:23.523
that wants to be paid more.

00:44:24.103 --> 00:44:25.023
And now they become the de

00:44:25.063 --> 00:44:28.467
facto primary care

00:44:28.567 --> 00:44:30.007
differential diagnosis specialist,

00:44:30.088 --> 00:44:31.449
assuming that they have those skills.

00:44:32.010 --> 00:44:33.490
And then they can refer for x-ray.

00:44:33.610 --> 00:44:35.032
They can do diagnostic ultrasound.

00:44:35.452 --> 00:44:36.994
They could refer to orthopods,

00:44:37.134 --> 00:44:39.436
text the orthopod and get them in sooner.

00:44:39.916 --> 00:44:40.757
And that person,

00:44:40.817 --> 00:44:42.277
that's value to the patient.

00:44:42.918 --> 00:44:43.119
Right.

00:44:43.860 --> 00:44:45.181
That's just my initial response,

00:44:45.221 --> 00:44:46.161
my initial thoughts on this.

00:44:46.715 --> 00:44:48.677
I like to steal from other things.

00:44:48.836 --> 00:44:50.677
That was what I was taught early in radio.

00:44:50.737 --> 00:44:53.119
Picasso said, good artists, Bardo,

00:44:53.260 --> 00:44:54.340
great artists, steal.

00:44:55.581 --> 00:44:56.882
This sounds like an ad, you know,

00:44:57.322 --> 00:44:58.943
and I keep saying I'm going

00:44:58.963 --> 00:45:00.284
to do a full episode on this,

00:45:00.384 --> 00:45:02.144
but it's this B2C value

00:45:02.184 --> 00:45:03.146
pyramid that I refer to

00:45:03.186 --> 00:45:03.945
back all the time.

00:45:04.746 --> 00:45:05.967
And I want to focus on the

00:45:06.007 --> 00:45:07.047
value of access.

00:45:07.367 --> 00:45:08.208
And that's what you get.

00:45:08.309 --> 00:45:09.489
I will open my bank account

00:45:09.530 --> 00:45:10.369
right now and prove I do

00:45:10.449 --> 00:45:11.510
not have an OnlyFans.

00:45:11.670 --> 00:45:13.532
I do not subscribe to anybody's OnlyFans.

00:45:14.186 --> 00:45:15.409
But what if what if that's

00:45:15.469 --> 00:45:17.672
really what you're selling is access?

00:45:18.014 --> 00:45:20.036
So if I consider myself, listen,

00:45:20.056 --> 00:45:21.559
I'm still wearing the Ironman T-shirt,

00:45:21.599 --> 00:45:22.340
even though I haven't raced

00:45:22.380 --> 00:45:23.242
in like three or four years.

00:45:23.623 --> 00:45:24.344
I'm an Ironman.

00:45:24.405 --> 00:45:24.525
Right.

00:45:24.545 --> 00:45:26.208
Let's say I'm going in training.

00:45:26.896 --> 00:45:28.637
this is this four to six

00:45:28.677 --> 00:45:29.599
month window is really

00:45:29.639 --> 00:45:31.420
important for me I want

00:45:31.539 --> 00:45:32.900
access to my pt because

00:45:32.940 --> 00:45:34.461
he's my body mechanic right

00:45:34.762 --> 00:45:35.503
and I don't have time to

00:45:35.543 --> 00:45:36.824
schedule so I want to go on

00:45:36.864 --> 00:45:39.105
to my only fans for my pt

00:45:39.144 --> 00:45:40.266
version of only fans and I

00:45:40.306 --> 00:45:41.027
want to message him a

00:45:41.067 --> 00:45:42.628
picture of this well or I

00:45:42.648 --> 00:45:43.708
want to send him a video or

00:45:43.728 --> 00:45:44.688
I want to send him training

00:45:44.728 --> 00:45:46.889
results I paid kevin who

00:45:46.909 --> 00:45:48.552
was a pt student at the

00:45:48.592 --> 00:45:49.931
time to be my iron man

00:45:49.972 --> 00:45:50.853
training coach because dude

00:45:50.873 --> 00:45:52.414
knew his stuff and that was

00:45:52.673 --> 00:45:53.514
access to kevin

00:45:54.052 --> 00:45:55.773
So I knew by paying him monthly,

00:45:56.195 --> 00:45:57.476
I was getting a training plan.

00:45:57.496 --> 00:45:58.315
That was the bare minimum.

00:45:58.335 --> 00:45:59.717
By the way, call me whenever you want.

00:46:00.137 --> 00:46:00.818
So, I mean,

00:46:01.057 --> 00:46:02.139
I guess the simple way we can

00:46:02.278 --> 00:46:04.119
respond back to Josh and Josh knows this.

00:46:04.159 --> 00:46:04.460
He's not.

00:46:04.481 --> 00:46:06.362
He's a smart dude is to get more.

00:46:06.382 --> 00:46:07.222
You got to give more.

00:46:07.262 --> 00:46:08.163
But I think what we're also

00:46:08.202 --> 00:46:08.943
saying is to get.

00:46:09.514 --> 00:46:09.954
Different.

00:46:09.994 --> 00:46:10.956
You got to give different

00:46:10.976 --> 00:46:11.677
and think different,

00:46:11.757 --> 00:46:13.920
which if you follow rehab to perform,

00:46:13.980 --> 00:46:15.661
they they do think differently.

00:46:15.782 --> 00:46:16.702
The fact that their CEO is

00:46:16.742 --> 00:46:17.364
out there beating the

00:46:17.403 --> 00:46:18.865
bushes for new ideas,

00:46:19.186 --> 00:46:20.447
which then he'll implement,

00:46:20.547 --> 00:46:21.148
because that's another

00:46:21.168 --> 00:46:21.869
thing you got to watch from

00:46:21.909 --> 00:46:22.851
rehab to performers.

00:46:23.271 --> 00:46:25.054
They see stuff, then they do stuff.

00:46:25.173 --> 00:46:26.376
And that do stuff is important.

00:46:27.731 --> 00:46:29.351
Tony, what do you got?

00:46:30.172 --> 00:46:32.333
I was just going to say, I mean, you can't,

00:46:32.793 --> 00:46:34.954
since Jimmy stole a quote, I'll take one.

00:46:35.853 --> 00:46:36.894
You can't expect a different

00:46:36.934 --> 00:46:38.534
result doing the same thing, right?

00:46:38.574 --> 00:46:40.056
The definition of insanity.

00:46:40.675 --> 00:46:42.317
And so when we're looking at this, I mean,

00:46:42.336 --> 00:46:44.197
it genuinely breaks my heart.

00:46:44.358 --> 00:46:45.697
Every time I'm in a Facebook

00:46:45.717 --> 00:46:46.737
group and I see somebody

00:46:46.818 --> 00:46:47.838
basically saying they need

00:46:47.858 --> 00:46:48.699
to make more money,

00:46:49.239 --> 00:46:52.481
the go-to solution is always pick up PRN,

00:46:52.541 --> 00:46:54.320
do extra work, see more patients,

00:46:54.340 --> 00:46:55.382
build more units.

00:46:56.141 --> 00:46:57.724
That is not the solution.

00:46:58.045 --> 00:46:59.849
That is such a finite return

00:46:59.909 --> 00:47:00.871
on that investment.

00:47:01.331 --> 00:47:03.815
Now, everybody here who's watching this,

00:47:03.815 --> 00:47:05.117
40 viewers right now,

00:47:05.639 --> 00:47:07.802
you're basically indirectly paying

00:47:07.802 --> 00:47:08.992
$100, $200,

00:47:08.992 --> 00:47:12.329
$300 for access to us because

00:47:12.469 --> 00:47:13.990
that is money you could

00:47:14.010 --> 00:47:14.851
have been making if you

00:47:14.871 --> 00:47:16.592
were seeing a patient right now.

00:47:17.012 --> 00:47:17.994
But the reality is you're

00:47:18.014 --> 00:47:19.394
sacrificing that money to

00:47:19.434 --> 00:47:20.456
be with us or you're

00:47:20.496 --> 00:47:21.516
listening in an AirPod

00:47:21.556 --> 00:47:22.217
while you're treating.

00:47:22.637 --> 00:47:23.619
I've been known to do that.

00:47:24.719 --> 00:47:27.141
So the whole idea here is, okay,

00:47:27.282 --> 00:47:30.045
how do we solve more valuable problems?

00:47:30.726 --> 00:47:32.086
If I need to make more money,

00:47:32.226 --> 00:47:34.590
how do I solve more valuable problems?

00:47:35.530 --> 00:47:37.012
Yes, I could sell access.

00:47:37.112 --> 00:47:37.452
Yes,

00:47:37.612 --> 00:47:41.597
I could add a concierge fee back to

00:47:41.637 --> 00:47:44.260
the original of this podcast.

00:47:44.440 --> 00:47:45.661
I could start a podcast.

00:47:45.742 --> 00:47:46.704
I could do something that's

00:47:46.764 --> 00:47:48.144
scalable to infinity.

00:47:49.166 --> 00:47:50.246
There are so many.

00:47:50.266 --> 00:47:51.927
Yeah, it all goes full circle.

00:47:52.306 --> 00:47:54.568
There are so many things that we could do.

00:47:54.668 --> 00:47:56.007
But what we have to have and

00:47:56.168 --> 00:47:57.509
I really think this is the barrier.

00:47:58.208 --> 00:47:59.168
We have to have time to

00:47:59.269 --> 00:48:00.869
think we have to have time

00:48:00.909 --> 00:48:01.610
to be creative.

00:48:01.630 --> 00:48:03.110
We have to have room to grow

00:48:03.190 --> 00:48:04.311
and room to breathe.

00:48:04.851 --> 00:48:06.351
And I've been in the clinic

00:48:06.371 --> 00:48:08.813
yesterday was my first full

00:48:08.873 --> 00:48:11.813
day in a clinic seeing a full caseload.

00:48:12.833 --> 00:48:13.333
In years,

00:48:13.414 --> 00:48:14.534
I can't even remember the last

00:48:14.574 --> 00:48:15.094
time I did.

00:48:15.114 --> 00:48:17.596
And I'm admitting it.

00:48:17.737 --> 00:48:18.916
When I got home,

00:48:18.936 --> 00:48:21.518
I laid on my bed and I fell asleep.

00:48:22.039 --> 00:48:23.980
Like I was mentally drained.

00:48:24.000 --> 00:48:25.500
I was physically drained.

00:48:25.621 --> 00:48:27.201
There was no chance that I

00:48:27.221 --> 00:48:30.342
was going to record content, share ideas,

00:48:30.402 --> 00:48:32.103
talk to people, answer questions,

00:48:32.204 --> 00:48:34.005
all of the things that I love doing now.

00:48:34.824 --> 00:48:36.306
I could not have done that.

00:48:36.326 --> 00:48:37.945
And that was one full-time

00:48:37.985 --> 00:48:39.327
day in the clinic treating

00:48:39.827 --> 00:48:41.827
what I wouldn't even call a

00:48:41.967 --> 00:48:42.829
busy caseload.

00:48:42.869 --> 00:48:43.949
I know clinicians that see

00:48:43.989 --> 00:48:45.409
double what I saw yesterday.

00:48:46.230 --> 00:48:49.690
But the point is, we have to understand,

00:48:50.132 --> 00:48:50.672
okay,

00:48:50.731 --> 00:48:52.452
what's a higher value problem that I

00:48:52.492 --> 00:48:54.132
can solve?

00:48:54.592 --> 00:48:56.094
I usually find in my world,

00:48:56.594 --> 00:48:58.715
I probably take one or two

00:48:58.855 --> 00:49:00.155
big paydays a year.

00:49:01.056 --> 00:49:02.556
And when I say a big tape payday,

00:49:02.597 --> 00:49:04.117
I mean like a six figure payday.

00:49:04.498 --> 00:49:05.398
Now that could be a real

00:49:05.458 --> 00:49:06.539
estate investment that I

00:49:06.659 --> 00:49:08.722
exit and I get a six figure, you know,

00:49:08.882 --> 00:49:10.362
income profit from that.

00:49:10.902 --> 00:49:12.344
But if I can get one or two

00:49:12.423 --> 00:49:14.925
big paydays a year, my year is covered.

00:49:15.146 --> 00:49:15.706
I'm happy.

00:49:16.027 --> 00:49:18.068
I can then spend the time with you guys,

00:49:18.128 --> 00:49:20.170
talk, converse, think creatively,

00:49:20.489 --> 00:49:21.630
go out and exercise,

00:49:21.690 --> 00:49:23.032
do the things that I need to do.

00:49:23.052 --> 00:49:23.092
Um,

00:49:24.833 --> 00:49:26.994
So those are me solving more

00:49:27.315 --> 00:49:28.454
valuable problems.

00:49:28.735 --> 00:49:29.815
And that's what I found.

00:49:29.856 --> 00:49:31.496
But somebody like Josh, I mean,

00:49:31.556 --> 00:49:33.739
hugely successful, huge practice,

00:49:33.878 --> 00:49:35.179
lots of clinicians creating

00:49:35.219 --> 00:49:36.079
tons of value.

00:49:36.099 --> 00:49:38.402
I do think it's more

00:49:38.461 --> 00:49:40.503
challenging to figure that out for,

00:49:40.523 --> 00:49:41.262
you know,

00:49:41.402 --> 00:49:42.923
multiple therapists as opposed

00:49:42.943 --> 00:49:44.385
to just for himself or just

00:49:44.425 --> 00:49:45.246
for ourselves.

00:49:46.414 --> 00:49:47.355
Well, I mean,

00:49:47.375 --> 00:49:48.556
I like the fact that he's doing it.

00:49:48.775 --> 00:49:50.217
I mean, he does a lot of different things.

00:49:50.396 --> 00:49:52.077
If you look at Rehab to Perform,

00:49:52.097 --> 00:49:52.858
look at their content.

00:49:53.338 --> 00:49:55.041
They actually produce really,

00:49:55.081 --> 00:49:56.621
really great outbound

00:49:56.742 --> 00:49:58.123
business-to-consumer content.

00:49:58.163 --> 00:50:00.585
So by all means, go steal their method.

00:50:00.625 --> 00:50:01.885
I'm sure Josh would love the

00:50:01.925 --> 00:50:02.525
challenge because they're

00:50:02.545 --> 00:50:03.686
always sort of one-upping themselves.

00:50:04.208 --> 00:50:05.369
I think you're right, Tony.

00:50:05.728 --> 00:50:06.590
Jamie Schreier and I had a

00:50:06.630 --> 00:50:07.550
conversation not long ago

00:50:07.570 --> 00:50:09.112
where he sort of shared how

00:50:09.152 --> 00:50:10.693
he structured his week and

00:50:10.853 --> 00:50:12.014
one of his days of his week.

00:50:12.074 --> 00:50:13.335
And this sounds like – this is like –

00:50:13.875 --> 00:50:15.876
First world ability to have

00:50:15.896 --> 00:50:16.797
this problem one of his

00:50:16.836 --> 00:50:18.418
days of the week is like

00:50:18.777 --> 00:50:19.958
thinking about how to solve

00:50:19.978 --> 00:50:20.619
these problems, right?

00:50:20.639 --> 00:50:21.619
We all have a running list.

00:50:21.639 --> 00:50:22.679
I got the notes app on my

00:50:22.719 --> 00:50:23.940
phone I'll get to that.

00:50:23.960 --> 00:50:24.400
I'll get to that.

00:50:24.420 --> 00:50:26.121
I'll get to that and Jamie's

00:50:26.202 --> 00:50:28.244
right if You never make

00:50:28.304 --> 00:50:29.103
time to get to it.

00:50:29.164 --> 00:50:30.224
You never get to it because

00:50:30.445 --> 00:50:31.585
everything always comes up

00:50:31.606 --> 00:50:32.806
You got a baby crying you

00:50:32.826 --> 00:50:33.967
got a power outage.

00:50:33.987 --> 00:50:34.987
You got to figure that out

00:50:35.347 --> 00:50:36.188
So if you don't make if you

00:50:36.208 --> 00:50:37.329
don't if you don't plan for

00:50:37.369 --> 00:50:38.909
it to actually think but

00:50:38.969 --> 00:50:40.650
thinking looks like a waste of time, man,

00:50:40.670 --> 00:50:40.690
I

00:50:41.137 --> 00:50:41.958
You're just sitting around,

00:50:41.998 --> 00:50:43.338
not really doing anything.

00:50:43.498 --> 00:50:44.840
Can you be productive?

00:50:44.860 --> 00:50:45.800
Can you get anything done?

00:50:46.380 --> 00:50:48.702
Those big ideas can turn into big returns,

00:50:48.782 --> 00:50:51.143
but it's hard to do those things.

00:50:52.096 --> 00:50:54.177
So guys, let's think about parting shots.

00:50:54.257 --> 00:50:55.416
We're gonna wrap it up here.

00:50:56.838 --> 00:50:59.557
I'll tell you guys, every single episode,

00:50:59.677 --> 00:51:00.759
it still surprises me.

00:51:00.798 --> 00:51:02.639
I don't think any of us come in thinking,

00:51:02.838 --> 00:51:02.918
oh,

00:51:02.938 --> 00:51:04.340
we're gonna hit a common theme

00:51:04.380 --> 00:51:05.480
throughout the episode.

00:51:06.059 --> 00:51:07.481
But every single episode,

00:51:07.521 --> 00:51:09.001
there's that common theme.

00:51:09.021 --> 00:51:10.501
And today we were talking

00:51:10.541 --> 00:51:11.722
about how we kind of sew

00:51:11.742 --> 00:51:12.643
the thread through,

00:51:13.443 --> 00:51:15.923
is this commitment worth my time?

00:51:16.103 --> 00:51:17.264
Am I gonna get the return on

00:51:17.304 --> 00:51:18.063
the investment,

00:51:18.143 --> 00:51:19.764
whether it be monetary return

00:51:20.264 --> 00:51:21.965
or knowledge, experience,

00:51:22.365 --> 00:51:23.505
social connections.

00:51:24.726 --> 00:51:26.067
I think generally what I

00:51:26.086 --> 00:51:27.086
would leave today's

00:51:27.206 --> 00:51:29.588
audience with is we have to

00:51:29.688 --> 00:51:31.469
solve more expensive or

00:51:31.548 --> 00:51:33.028
more valuable problems.

00:51:33.590 --> 00:51:35.650
And that could be a podcast,

00:51:35.750 --> 00:51:37.471
that could be a new service,

00:51:37.510 --> 00:51:38.951
that could be changing the direction,

00:51:38.990 --> 00:51:40.472
pivoting what your physical

00:51:40.512 --> 00:51:42.012
therapy clinic is doing.

00:51:42.353 --> 00:51:43.572
But if we can solve those

00:51:43.612 --> 00:51:45.614
more valuable problems,

00:51:45.893 --> 00:51:47.554
we have more resources then

00:51:47.594 --> 00:51:49.094
to dedicate to other things.

00:51:52.443 --> 00:51:52.965
Dave, what do you got?

00:51:53.565 --> 00:51:54.806
Did we share this on the screen?

00:51:54.867 --> 00:51:56.548
I just Scott said, Jimmy,

00:51:56.588 --> 00:51:57.869
you are a pretty smart guy.

00:51:58.210 --> 00:51:59.132
Your style of communicating

00:51:59.211 --> 00:52:01.293
is off the charts in a good way.

00:52:01.313 --> 00:52:03.195
I just wanted to mention, yeah,

00:52:03.335 --> 00:52:04.077
Jimmy's going to be a

00:52:04.137 --> 00:52:05.297
little Jimmy's humble.

00:52:05.338 --> 00:52:06.119
He's, you know,

00:52:06.239 --> 00:52:07.760
but I was like really quick

00:52:07.800 --> 00:52:09.262
before my parting shot last week.

00:52:09.282 --> 00:52:09.882
I think it was like the

00:52:09.943 --> 00:52:11.684
Thursday last Thursday's episode.

00:52:12.826 --> 00:52:14.146
it flowed between us.

00:52:14.266 --> 00:52:15.027
So I don't,

00:52:15.067 --> 00:52:16.246
I don't want to pat ourselves on the back,

00:52:16.306 --> 00:52:16.887
but I'm just saying it

00:52:17.007 --> 00:52:19.168
flowed like unbelievably

00:52:19.728 --> 00:52:21.168
without talking over each other.

00:52:21.849 --> 00:52:22.949
And just like we did today

00:52:22.969 --> 00:52:23.489
where we kind of,

00:52:23.530 --> 00:52:24.670
we take some couple of

00:52:24.690 --> 00:52:25.650
different disparate ideas

00:52:25.750 --> 00:52:26.411
and we kind of like,

00:52:26.851 --> 00:52:28.371
we kind of sew them together in a way.

00:52:29.751 --> 00:52:30.472
It's not easy.

00:52:30.972 --> 00:52:32.273
Maybe we make it look easy.

00:52:32.353 --> 00:52:33.092
That's just my, I just,

00:52:33.273 --> 00:52:33.992
I just want to say like

00:52:34.333 --> 00:52:36.253
last week I think was the

00:52:36.293 --> 00:52:37.273
best that we've done.

00:52:37.293 --> 00:52:38.155
And I think today was pretty

00:52:38.195 --> 00:52:38.815
darn good as well.

00:52:39.594 --> 00:52:40.896
Um, not, not easy.

00:52:41.096 --> 00:52:42.577
I don't really have any, I don't,

00:52:42.637 --> 00:52:43.217
I don't know if you guys

00:52:43.277 --> 00:52:44.639
need to reply to that,

00:52:44.679 --> 00:52:45.278
but I just feel like

00:52:45.599 --> 00:52:47.039
there's a difference now of

00:52:47.121 --> 00:52:48.300
doing this for, I don't know how many,

00:52:48.440 --> 00:52:49.121
how many months we've been

00:52:49.141 --> 00:52:50.762
doing this difference now

00:52:51.423 --> 00:52:51.983
when we started.

00:52:52.043 --> 00:52:52.204
Yeah.

00:52:52.905 --> 00:52:53.045
Yeah.

00:52:53.204 --> 00:52:53.905
Repetition helps.

00:52:53.925 --> 00:52:54.105
All right.

00:52:54.125 --> 00:52:54.846
So what's your parting shot?

00:52:56.706 --> 00:52:57.407
All right, parting shot.

00:52:58.427 --> 00:53:01.510
I think I like the idea of the access,

00:53:01.731 --> 00:53:03.552
either the musculoskeletal walk-in,

00:53:03.731 --> 00:53:05.273
the urgent care style of

00:53:05.313 --> 00:53:06.034
physical therapy.

00:53:06.333 --> 00:53:06.893
I like that.

00:53:07.414 --> 00:53:07.775
Again,

00:53:08.034 --> 00:53:09.235
it's okay if you're watching or

00:53:09.295 --> 00:53:10.556
listening and you've been

00:53:10.597 --> 00:53:11.958
in the profession for

00:53:12.157 --> 00:53:13.219
decades and decades or whatever,

00:53:13.338 --> 00:53:14.318
and it doesn't resonate with you,

00:53:14.358 --> 00:53:14.940
that's okay.

00:53:15.480 --> 00:53:17.221
But the healthcare consumer is changing.

00:53:17.722 --> 00:53:19.563
More people are spending money off pocket.

00:53:19.802 --> 00:53:21.625
Copays, coinsurances, premiums,

00:53:21.704 --> 00:53:23.266
everything is more expensive.

00:53:24.106 --> 00:53:25.847
People, healthcare consumers,

00:53:26.407 --> 00:53:29.349
whether they use ChatGPT, Google, BARD,

00:53:29.389 --> 00:53:30.590
whatever, Bing.com,

00:53:31.992 --> 00:53:33.413
whatever they are using,

00:53:34.134 --> 00:53:36.135
Yelp to look online,

00:53:36.556 --> 00:53:37.536
healthcare consumers are

00:53:37.576 --> 00:53:38.456
paying more out of pocket.

00:53:39.197 --> 00:53:40.077
And they're saying,

00:53:40.679 --> 00:53:43.099
I need to be the leader of my decisions,

00:53:43.161 --> 00:53:44.481
whether it's my health and wellness,

00:53:44.521 --> 00:53:45.581
whether it's healthcare,

00:53:45.842 --> 00:53:46.503
whatever it might be,

00:53:46.543 --> 00:53:47.623
looking for restaurants, whatever.

00:53:48.844 --> 00:53:50.445
More people are becoming the

00:53:50.505 --> 00:53:51.987
leaders of their whole

00:53:52.027 --> 00:53:52.867
health and wellness journey.

00:53:53.914 --> 00:53:55.356
And so that's why these

00:53:55.496 --> 00:53:57.038
ideas around access and

00:53:57.097 --> 00:53:59.139
whether it's concierge fee, more value,

00:53:59.239 --> 00:54:01.001
paying your physical therapist more,

00:54:01.041 --> 00:54:01.320
whatever,

00:54:01.342 --> 00:54:03.043
a lot of these things can be

00:54:03.083 --> 00:54:05.485
connected and there it's not for everyone,

00:54:05.525 --> 00:54:07.367
but I think there is room

00:54:07.427 --> 00:54:08.588
for that in the physical

00:54:08.608 --> 00:54:09.327
therapy profession.

00:54:10.088 --> 00:54:10.289
Yeah.

00:54:10.409 --> 00:54:11.530
I would say pay attention to

00:54:11.570 --> 00:54:12.451
what you value.

00:54:13.322 --> 00:54:15.525
In terms of the businesses, the products,

00:54:15.565 --> 00:54:16.005
the apps,

00:54:16.045 --> 00:54:18.447
the things that you purchase or

00:54:18.507 --> 00:54:19.869
spend time with, because, again,

00:54:20.088 --> 00:54:20.989
as Tony pointed out,

00:54:21.090 --> 00:54:21.710
spending time with the

00:54:21.730 --> 00:54:22.831
podcast is still paying.

00:54:22.871 --> 00:54:23.931
I mean, whatever you're worth,

00:54:23.952 --> 00:54:24.532
you're giving that.

00:54:25.273 --> 00:54:27.153
And then boil it down to the

00:54:27.293 --> 00:54:28.554
elements of value.

00:54:28.614 --> 00:54:29.355
What value?

00:54:29.394 --> 00:54:29.994
The example.

00:54:30.275 --> 00:54:32.255
Could you create your own

00:54:32.297 --> 00:54:33.297
version of OnlyFans?

00:54:33.436 --> 00:54:35.277
Unfettered access through

00:54:35.318 --> 00:54:36.398
some sort of app that you

00:54:36.438 --> 00:54:37.619
could answer or respond to

00:54:37.659 --> 00:54:38.519
a question or query.

00:54:38.780 --> 00:54:39.960
What do they value?

00:54:40.300 --> 00:54:41.260
What are you good at?

00:54:41.501 --> 00:54:42.961
And how can you provide that?

00:54:43.081 --> 00:54:44.463
And that's a value proposition,

00:54:44.503 --> 00:54:44.963
my friends.

00:54:45.623 --> 00:54:47.943
And the next jump that

00:54:47.983 --> 00:54:50.105
happens is right now is

00:54:50.144 --> 00:54:51.166
something that someone's

00:54:51.206 --> 00:54:52.126
talked about already.

00:54:52.146 --> 00:54:53.407
The next jump in healthcare is

00:54:54.070 --> 00:54:55.391
Someone is talking about it right now,

00:54:55.431 --> 00:54:56.351
and everyone's looking at it going,

00:54:56.371 --> 00:54:56.911
that's dumb.

00:54:56.952 --> 00:54:58.152
That's never going to happen.

00:54:58.271 --> 00:55:00.072
That's so stupid, right?

00:55:00.713 --> 00:55:02.974
We're going to sell books on the Internet?

00:55:02.994 --> 00:55:04.713
That's the dumbest idea I ever heard.

00:55:04.934 --> 00:55:05.155
Well,

00:55:05.215 --> 00:55:06.414
Bezos can't hear you right now

00:55:06.454 --> 00:55:07.675
because he's on his yacht

00:55:08.635 --> 00:55:09.896
selling books on the Internet.

00:55:09.916 --> 00:55:12.097
But he understood what values he provided,

00:55:12.217 --> 00:55:13.577
and then when people

00:55:13.817 --> 00:55:15.989
understood that value proposition –

00:55:15.989 --> 00:55:17.371
They got over that culture change.

00:55:17.391 --> 00:55:18.331
You put in your credit card

00:55:18.371 --> 00:55:19.751
online and making purchases.

00:55:19.791 --> 00:55:20.572
And a couple of days later,

00:55:20.612 --> 00:55:21.472
these things will show up

00:55:21.512 --> 00:55:23.134
and I can no hassle return.

00:55:23.193 --> 00:55:24.695
He understood the, his,

00:55:24.835 --> 00:55:26.235
his audience's potential

00:55:26.315 --> 00:55:29.257
objections and he solved for them.

00:55:29.536 --> 00:55:30.418
That's my parting shot.

00:55:31.398 --> 00:55:32.778
All right, guys, that was amazing.

00:55:32.818 --> 00:55:34.219
Thank you so much for being here.

00:55:34.300 --> 00:55:35.519
Join us every Tuesday,

00:55:35.599 --> 00:55:37.501
Thursday at 8 30 AM.

00:55:37.900 --> 00:55:38.842
We'll catch you next week.