Routine vs Commitment: Rob Panariello on Building a Career That Lasts

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Here's your host, Jimmy McKay.

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Our guest today has been in the trenches,

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the boardroom, the NFL sidelines.

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He's helped build one of the largest PT

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networks in the country,

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worked with elite athletes,

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and mentored generations of clinicians.

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And now, after five decades in the game,

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he's got opinions about where this thing

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is headed next.

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And how do we thrive in it, right?

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We didn't show up to come in last,

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right?

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We want to thrive.

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From co-founding professional physical

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therapy to overseeing health, performance,

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and innovation in pro sports,

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this guy's career is like a roadmap,

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but like nobody else's.

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Rob joins the show right now.

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Rob, welcome to the program.

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I appreciate it.

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Thank you.

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I appreciate you having me.

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I don't even know where to start.

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Like your LinkedIn profile,

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like gave me whiplash a little bit,

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just reading all the different things that

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you've done.

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How do you explain like where, which,

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you know, how do you,

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how do you wrap up a career like

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that into an explanation?

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I don't think an intro can do it

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justice.

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I just think as you and I have

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had discussions,

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I just think you work hard,

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you place efforts,

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and some decisions you'll make and some

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decisions will be made for you.

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And we spoke a little bit before.

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I used to be the head strength and

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conditioning coach at St.

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John's University with Coach Conaseca,

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Lou Conaseca.

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And those of you who are young,

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I know Coach Conaseca.

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He's a Hall of Fame basketball coach,

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won three out of every four games he

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coached.

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And I asked him once,

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and I pretty much thought I had the

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obvious answer,

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but I just wanted his opinion.

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I said, Coach, what's more important –

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to winning a basketball game,

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the coaching or the players?

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And he didn't answer me right away.

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He just looked at me, paused and said,

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sixty percent players,

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thirty percent coaching and ten percent

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luck.

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But you make your own luck.

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And that kind of stuck with me.

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And so I think you make your own

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luck and that helps, you know,

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develop the pathways of your career.

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Yeah,

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luck favors the people who actually show

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up, right?

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Opportunity plus preparation.

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When you say work hard,

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what does it mean in twenty twenty six?

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Like what is it and is it different

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than it than it was in two thousand

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and six or nineteen eighty six?

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I think working hard has always been

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working hard.

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Again, we've spoken a little bit before.

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What's new isn't always new.

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There's some consistency of what was old.

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Communication.

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You have to be able to communicate.

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That's always been a founding entity of

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success.

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Just things like that.

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That has never changed.

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I think situations change,

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but I think work effort doesn't change

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with regards to a definition.

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Just the application may change,

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so to speak,

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based on the situation presented.

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Right.

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So great.

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Agreed.

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All right.

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But you've had an amazing career.

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Is it repeatable today?

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Right.

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So, like, I guess the question is.

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How much of someone's path is what Coach

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Carneseca said, which is like, hey,

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is it timing?

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Is it luck?

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Is it luck meets preparation?

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That's what luck is versus intent.

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Like, that's what we're looking for,

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which is like,

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you've had the amazing career.

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Is it repeatable?

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for anybody.

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I think it is.

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Sure, you still need directors of rehab.

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You still need good care.

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I think the field is wide open.

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And I understand the hurdles to go through

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it.

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And the hurdles change.

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Like when I first started in my career,

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when you had surgery,

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There was a surgeon and an assistant

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attending surgeon, right?

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What do you have now?

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The fellow and PAs.

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No disrespect.

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It just changed.

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On a hospital floor, you had eight PTs.

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Now you have four PTs and four PTAs,

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right?

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Because you had to adjust.

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You had to change with the times,

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whether it was reimbursement,

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whether it was legalities,

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whatever it may be.

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And so you adapt and you change with

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the times,

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but the opportunities are still going to

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be there.

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You know,

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you talk about my owner of when I

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was in the NFL,

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my owner told me he'll take luck all

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the time versus anything else because

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luck's a hundred percent.

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So, you know,

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if you make your own luck,

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I think part of that is through the

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hard effort.

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And doing the things that maybe other

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people aren't willing to do.

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And there's nothing wrong with that.

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But if you're not willing to make the

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efforts,

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don't expect the same rewards of those who

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do.

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That's all I'm saying with regards to some

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of the things I've written.

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Is there is there a point where you

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could reassess mid-game and say the juice

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isn't worth the squeeze?

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I'm putting more effort.

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I'm providing more opportunity and more

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hard work.

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But the ROI is lower.

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We interviewed Larry Benz just a couple of

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days ago, and he's done the math.

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I'm not going to question his math unless

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I use AI because I can't.

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But he said right now we're at a

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point six nine.

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You put a buck in,

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you get sixty nine cents out in terms

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of education and cost.

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And then.

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We're talking about two different things,

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though.

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I'm talking about his career.

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You're talking about running a business.

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Those are two different things,

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even though they meet, right?

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Because they meet.

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Because in a business,

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when the expense line crosses the income

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line, you're out of business, right?

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Correct.

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And so there is definitive limitations on

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what you can do with the monies you

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have and the decisions you make on how

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you're going to spend those monies.

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So with regards to the PT's career, yeah,

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I think there are limitations on ROI.

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What are some examples of those

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limitations?

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One is when you're one of the better

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people in the organization and you're very

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dependable,

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everybody's going to go to you

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with the tasks at hand, right?

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So you may be asked to do more

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work than other people because you're more

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dependable.

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Now,

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are you compensated and are you treated

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fairly for doing that extra work?

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And if you're not, that's not right.

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So then maybe I would advise you to

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look for employment elsewhere or

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opportunity elsewhere.

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If you are, then you have to decide,

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is the benefits I'm getting from working

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harder than everybody else worth it?

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So, you know,

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if you're not getting those benefits, no,

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then the ROI wasn't worth it, right?

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You're just getting someone who's being

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overwhelmed with work and not rewarded for

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that.

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Right.

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I was taught this early in my career.

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There were some jobs around the radio

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station that were necessary that weren't

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as fun.

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I was excited to be in the building.

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So I was like,

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I don't care what you got.

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You need a toilet cleaned,

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whatever you need.

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And I learned the the the the breaking

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dishes theory,

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which was we asked some people who had

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some experience to do some of these things

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needed to be done.

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and they would do them but out of

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malicious compliance.

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They'd do them poorly on purpose so that

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someone would have to redo them so that

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then they'd stop asking that person in the

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first place.

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Sort of a negative feedback loop.

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And you don't want to be that person,

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but then the flip side is we've heard

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if you're good at your job,

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you get rewarded with more work.

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which is a hard pill to swallow.

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But I think you give good advice,

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which is you have to ask yourself if

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that's if if what is happening is OK

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and if it isn't, you got to move.

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So let's take the same scenarios.

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You're you're you're an attorney and

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you've just graduated law school and

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you've joined a firm.

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and you desire to become a partner,

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who's more likely to become a partner in

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that law firm?

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The person who's overwhelmed with work and

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is successfully producing with the wealth

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work assigned to them,

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or the person who is continually

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purposely doing things incorrectly so they

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don't get more work.

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So again, you know, like don't,

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don't complain if you don't receive the

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rewards for your efforts.

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Now, if you don't think again,

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if you don't think you're treated fairly

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for the efforts you're making,

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then to stay there for a long period

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of time and nothing changed, shame on you.

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Right.

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So, you know,

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That's when I was introduced to the sunk

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cost fallacy.

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I'd never heard of that before and it

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really was, well,

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you've been here for X long or you've

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invested and what you should look at is,

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well, what is the other side of that?

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I could have stayed in radio past,

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but I looked ahead five, ten, fifteen,

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twenty years and I said,

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I don't like the way that returns,

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not even just monetarily.

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For me,

00:09:18.476 --> 00:09:21.879
it was turning into something I wouldn't

00:09:21.918 --> 00:09:23.840
have signed up that day

00:09:24.760 --> 00:09:26.802
knowing what it looked like a year from

00:09:26.841 --> 00:09:27.082
then.

00:09:27.202 --> 00:09:29.124
That's when I did the math and decided

00:09:29.663 --> 00:09:30.164
to leave.

00:09:30.845 --> 00:09:32.645
And two and two things that I'll point

00:09:32.725 --> 00:09:35.087
out to you that I've experienced both

00:09:35.128 --> 00:09:38.049
personally and as an imposition of

00:09:38.129 --> 00:09:39.730
authority, if you want to use that term.

00:09:40.571 --> 00:09:42.832
One is don't be surprised when you give

00:09:42.852 --> 00:09:44.634
your resignation is that's when all the

00:09:44.933 --> 00:09:46.054
rewards are offered.

00:09:46.552 --> 00:09:47.313
Right, right.

00:09:47.333 --> 00:09:48.313
Because they don't want to lose you,

00:09:48.474 --> 00:09:48.715
right?

00:09:48.735 --> 00:09:49.054
Right, right.

00:09:49.294 --> 00:09:50.196
Like,

00:09:50.255 --> 00:09:52.116
where were you before it came to this

00:09:52.157 --> 00:09:52.456
point?

00:09:52.476 --> 00:09:52.697
Correct.

00:09:52.758 --> 00:09:53.958
And then, again,

00:09:54.019 --> 00:09:55.299
you have to decide at that point in

00:09:55.340 --> 00:09:56.821
time, okay, I'll stay, or no,

00:09:56.860 --> 00:09:58.422
it's too late, I've got a better offer,

00:09:58.442 --> 00:09:58.802
I'll go, right?

00:09:58.822 --> 00:09:58.881
Yep.

00:09:59.682 --> 00:10:04.605
The other thing is when an organization or

00:10:04.626 --> 00:10:09.370
a team or an entity over time becomes

00:10:09.450 --> 00:10:10.630
very successful,

00:10:11.951 --> 00:10:14.854
often the people that have contributed to

00:10:14.874 --> 00:10:15.934
that success are

00:10:17.846 --> 00:10:19.967
Their contributions are acknowledged,

00:10:20.749 --> 00:10:23.211
but oftentimes people think their

00:10:23.250 --> 00:10:27.052
contributions carry more weight or have

00:10:27.153 --> 00:10:30.215
more value than in reality they did.

00:10:30.995 --> 00:10:32.976
And that's an other side of that coin

00:10:33.037 --> 00:10:33.857
conversation.

00:10:33.878 --> 00:10:36.239
You sometimes have to say that, yes,

00:10:36.278 --> 00:10:38.721
you got X because

00:10:39.655 --> 00:10:41.576
This is what you're deserving for these

00:10:41.638 --> 00:10:42.097
reasons.

00:10:42.138 --> 00:10:43.298
You didn't get why,

00:10:43.418 --> 00:10:45.059
even though you think you deserve why,

00:10:45.681 --> 00:10:46.841
again, for these reasons.

00:10:47.162 --> 00:10:49.423
So there's both sides of that coin as

00:10:49.462 --> 00:10:49.724
well.

00:10:50.323 --> 00:10:50.563
Yeah,

00:10:50.663 --> 00:10:52.806
I've learned or I was smart enough to

00:10:52.846 --> 00:10:53.966
read books by smart people.

00:10:54.006 --> 00:10:56.327
Chris Voss was an FBI hostage negotiator,

00:10:56.688 --> 00:10:57.649
and he outlines, listen,

00:10:58.529 --> 00:11:00.951
If someone's speaking to you in logic and

00:11:00.971 --> 00:11:02.511
you're speaking back in emotion,

00:11:02.672 --> 00:11:04.393
you will never see eye to eye.

00:11:04.873 --> 00:11:05.974
You're speaking English,

00:11:06.313 --> 00:11:07.193
but you're speaking two different

00:11:07.234 --> 00:11:07.994
languages there.

00:11:08.235 --> 00:11:10.115
So you have to make sure you both

00:11:10.176 --> 00:11:11.495
understand the conversation that you're

00:11:11.535 --> 00:11:14.557
having or there's misalignment and nothing

00:11:14.597 --> 00:11:15.378
is worse than that.

00:11:15.577 --> 00:11:17.619
Imagine someone working ten years and

00:11:17.658 --> 00:11:19.799
assuming that what they were doing was X

00:11:20.100 --> 00:11:21.640
when in reality it was valued at Y

00:11:21.681 --> 00:11:23.642
the whole time and that is when you

00:11:23.682 --> 00:11:25.022
see misalignment and that's when

00:11:25.062 --> 00:11:26.082
frustrations pop up.

00:11:26.485 --> 00:11:27.265
Yeah, a hundred percent.

00:11:27.346 --> 00:11:28.466
And if someone, listen,

00:11:29.006 --> 00:11:30.668
I would put some of that responsibility on

00:11:30.688 --> 00:11:33.551
their supervisor because supervisors in my

00:11:33.610 --> 00:11:36.373
mind are responsible for clarity, right?

00:11:36.413 --> 00:11:37.594
But what was your line before?

00:11:37.634 --> 00:11:39.395
It might not be my fault,

00:11:39.436 --> 00:11:40.616
but it's still my fault,

00:11:40.636 --> 00:11:41.638
but it's my problem.

00:11:41.658 --> 00:11:43.139
So you own a physical therapy, Larry,

00:11:43.198 --> 00:11:43.339
right?

00:11:43.359 --> 00:11:45.181
You own a physical therapy business and

00:11:45.221 --> 00:11:48.202
his biggest referring physician gets upset

00:11:48.524 --> 00:11:50.745
because an employee,

00:11:50.765 --> 00:11:52.787
a physical therapist injured one of their

00:11:52.846 --> 00:11:54.668
patients or ruined the surgery.

00:11:54.989 --> 00:11:55.970
Larry didn't do that,

00:11:56.289 --> 00:11:57.331
but he's going to get a call from

00:11:57.350 --> 00:11:58.171
the physician saying,

00:11:58.211 --> 00:11:59.932
I'm never sending you a patient again.

00:12:00.293 --> 00:12:02.173
Not my fault, but it's my problem.

00:12:02.734 --> 00:12:02.955
Right.

00:12:03.174 --> 00:12:04.775
And so you address these things.

00:12:05.115 --> 00:12:05.316
Yeah.

00:12:05.336 --> 00:12:06.636
Some of the best advice I usually say

00:12:06.657 --> 00:12:10.259
is before you point a finger, like,

00:12:10.399 --> 00:12:11.419
how could I have done this better?

00:12:11.520 --> 00:12:12.961
Or did I cause this?

00:12:13.182 --> 00:12:15.903
If you start there and you own it,

00:12:16.163 --> 00:12:18.125
even if it wasn't your fault,

00:12:18.745 --> 00:12:19.745
if you start there,

00:12:20.025 --> 00:12:21.807
probably a better chance of seeing a

00:12:21.868 --> 00:12:22.727
better resolution.

00:12:22.748 --> 00:12:23.568
Sure.

00:12:25.596 --> 00:12:26.596
Yeah.

00:12:26.716 --> 00:12:28.638
What do you think newer grads

00:12:29.658 --> 00:12:32.900
misunderstand about what it takes to

00:12:32.961 --> 00:12:33.500
succeed?

00:12:33.541 --> 00:12:34.802
Where's the misalignment?

00:12:34.861 --> 00:12:35.642
What advice?

00:12:35.662 --> 00:12:36.062
I mean,

00:12:36.423 --> 00:12:37.943
you've mentored people at all different

00:12:37.984 --> 00:12:38.323
levels.

00:12:38.504 --> 00:12:39.705
What are some of the common

00:12:39.725 --> 00:12:40.465
misconceptions?

00:12:41.706 --> 00:12:45.508
I think communication has to improve.

00:12:46.548 --> 00:12:48.910
And just so you know, as we're speaking,

00:12:49.692 --> 00:12:50.832
And I didn't have to do this.

00:12:50.972 --> 00:12:51.273
Okay.

00:12:51.373 --> 00:12:52.354
I had to walk to school,

00:12:52.394 --> 00:12:53.634
but I have to walk to school two

00:12:53.673 --> 00:12:55.413
miles uphill and four feet of snow both

00:12:55.453 --> 00:12:55.715
ways.

00:12:55.735 --> 00:12:55.995
All right.

00:12:56.294 --> 00:12:57.154
And if I did,

00:12:57.235 --> 00:12:59.134
I wouldn't expect someone else to do that.

00:12:59.154 --> 00:13:00.635
Because if you had a better way to

00:13:00.696 --> 00:13:01.735
do that, God bless you.

00:13:01.755 --> 00:13:04.596
Don't be the idiot and choose the harder

00:13:04.636 --> 00:13:05.017
choice.

00:13:05.076 --> 00:13:05.336
Right.

00:13:05.897 --> 00:13:10.138
So I think communication is not what it

00:13:10.217 --> 00:13:11.278
used to be in some ways.

00:13:11.317 --> 00:13:12.019
And I'll go back.

00:13:12.058 --> 00:13:13.658
And again, I don't mean to sound like

00:13:14.158 --> 00:13:15.681
You know, the older guy.

00:13:16.201 --> 00:13:17.643
But, you know, today's day and age,

00:13:17.663 --> 00:13:18.703
like I have friends of mine,

00:13:19.024 --> 00:13:20.086
my children are a little older,

00:13:20.105 --> 00:13:21.346
but I have friends of mine whose kids

00:13:21.366 --> 00:13:21.947
are in high school.

00:13:21.967 --> 00:13:23.568
They ask a girl out on a date

00:13:24.049 --> 00:13:24.630
via text.

00:13:25.659 --> 00:13:27.100
They break up via text.

00:13:27.400 --> 00:13:30.102
There is something to having the courage

00:13:30.143 --> 00:13:32.524
to going up and possibly getting rejected.

00:13:32.984 --> 00:13:34.784
There is something to actually getting

00:13:34.825 --> 00:13:37.986
rejected and learning to talk because life

00:13:38.047 --> 00:13:39.067
is full of rejections.

00:13:39.207 --> 00:13:39.368
Right.

00:13:39.687 --> 00:13:39.847
I mean,

00:13:39.888 --> 00:13:43.110
you read things nowadays where people,

00:13:43.169 --> 00:13:44.650
twenty percent of the population I've

00:13:44.691 --> 00:13:45.711
read, whether true or not,

00:13:46.011 --> 00:13:47.273
twenty percent of the population are

00:13:47.293 --> 00:13:48.933
bringing their parents to job interviews.

00:13:48.953 --> 00:13:50.595
Right.

00:13:50.715 --> 00:13:50.995
I mean.

00:13:51.572 --> 00:13:52.754
So there are certain, like, you know,

00:13:52.774 --> 00:13:53.514
be able to do,

00:13:53.794 --> 00:13:55.015
those are the things you need to be

00:13:55.076 --> 00:13:57.538
able to do in those instances where those

00:13:57.557 --> 00:13:58.158
things are recurrent.

00:13:58.178 --> 00:13:59.460
So you have to be able to communicate

00:13:59.500 --> 00:14:01.041
your feelings, your thoughts,

00:14:01.360 --> 00:14:03.724
whether verbally in writing, et cetera.

00:14:04.163 --> 00:14:06.645
I also don't think you poo poo a

00:14:06.686 --> 00:14:08.267
lot of the things that were done in

00:14:08.307 --> 00:14:08.967
the past.

00:14:09.769 --> 00:14:10.668
What do you poo poo?

00:14:10.710 --> 00:14:12.671
When I started in physical therapy and

00:14:12.711 --> 00:14:13.491
sports medicine,

00:14:14.028 --> 00:14:16.812
We casted our ACLs at thirty degrees in

00:14:16.852 --> 00:14:17.533
deflection,

00:14:17.894 --> 00:14:20.097
twenty degrees for six to eight weeks.

00:14:20.818 --> 00:14:23.363
I would take today's rehab with an ACL

00:14:24.024 --> 00:14:26.187
ten times and twice on Sundays over

00:14:26.721 --> 00:14:28.903
the ACL of forty years ago, right?

00:14:29.363 --> 00:14:31.504
But some of the principles,

00:14:31.544 --> 00:14:32.806
some of the work ethics,

00:14:32.826 --> 00:14:35.207
some of the things that have worked have

00:14:35.248 --> 00:14:37.811
surpassed the test of time and continue to

00:14:37.850 --> 00:14:39.432
be effective.

00:14:39.851 --> 00:14:41.974
And so don't say just because we did

00:14:42.014 --> 00:14:45.116
that twenty or thirty years ago that you

00:14:45.136 --> 00:14:46.998
should poo-poo it because

00:14:47.918 --> 00:14:50.042
We have adapted as professionals,

00:14:50.101 --> 00:14:51.844
regardless of the profession you're in

00:14:52.384 --> 00:14:53.385
through the decades,

00:14:53.566 --> 00:14:55.048
because if you haven't adapted,

00:14:55.268 --> 00:14:56.188
you'd be out of business.

00:14:56.208 --> 00:14:56.308
Sure.

00:14:57.230 --> 00:14:59.013
Or you or you wouldn't be a successful

00:14:59.033 --> 00:15:00.774
therapist or whatever it may be.

00:15:01.075 --> 00:15:02.937
But some of those principles also came

00:15:02.976 --> 00:15:04.019
along for the ride,

00:15:04.418 --> 00:15:05.841
like in strength and conditioning.

00:15:06.788 --> 00:15:08.990
You know, they'll talk about, you know,

00:15:09.230 --> 00:15:11.431
they used to say the next machine would

00:15:11.451 --> 00:15:13.851
be the next best thing to free weights.

00:15:14.011 --> 00:15:15.491
Well, the free weights was a standard.

00:15:15.773 --> 00:15:16.913
We still use free weights.

00:15:16.932 --> 00:15:17.812
We still squat.

00:15:17.852 --> 00:15:18.673
We still do things.

00:15:18.953 --> 00:15:21.095
There were exercises over a hundred years

00:15:21.134 --> 00:15:21.455
ago.

00:15:21.794 --> 00:15:24.716
Now, new exercises evolved.

00:15:24.975 --> 00:15:26.736
Have technology made things better?

00:15:26.756 --> 00:15:27.657
A hundred percent.

00:15:27.996 --> 00:15:30.638
But some things have survived and passed a

00:15:30.677 --> 00:15:32.019
test of time for a reason.

00:15:32.798 --> 00:15:33.379
Yeah, those basics.

00:15:33.479 --> 00:15:34.720
Exercise, whatever it may be.

00:15:35.979 --> 00:15:38.320
One of my first episodes started this

00:15:38.360 --> 00:15:40.081
podcast by accident as a student.

00:15:40.461 --> 00:15:41.841
And for some reason, it's still going.

00:15:42.702 --> 00:15:43.623
But Eric Mara,

00:15:43.663 --> 00:15:45.024
who was a sports physical therapist,

00:15:45.083 --> 00:15:46.544
gave me his three A's.

00:15:47.264 --> 00:15:48.346
I want to see if you agree with

00:15:48.385 --> 00:15:49.086
his three A's.

00:15:49.287 --> 00:15:51.467
I said it was halfway through PT school.

00:15:51.488 --> 00:15:52.488
I was thinking about sports.

00:15:52.508 --> 00:15:52.869
And I said,

00:15:53.249 --> 00:15:54.549
how do you be a great sports physical

00:15:54.570 --> 00:15:54.830
therapist?

00:15:55.110 --> 00:15:56.791
I was I was expecting some big,

00:15:56.811 --> 00:15:57.630
fancy answer.

00:15:57.990 --> 00:15:58.932
And Eric went the other way.

00:15:58.951 --> 00:16:00.413
And I still remember this from ten years

00:16:00.452 --> 00:16:00.613
ago.

00:16:01.033 --> 00:16:02.153
He said, you need the three A's.

00:16:02.433 --> 00:16:03.554
You need to be available.

00:16:04.455 --> 00:16:07.437
Sports are a twenty four seven three sixty

00:16:07.477 --> 00:16:09.318
five situation, especially athletes.

00:16:09.339 --> 00:16:10.759
This is their body, their livelihood,

00:16:10.779 --> 00:16:11.321
their future.

00:16:11.620 --> 00:16:11.921
So he said,

00:16:11.941 --> 00:16:13.121
you got to be available and you got

00:16:13.142 --> 00:16:13.942
to understand that.

00:16:14.604 --> 00:16:16.684
He said, you got to be affable,

00:16:17.105 --> 00:16:18.407
meaning having a good at you have to

00:16:18.427 --> 00:16:19.988
be people have to want to be around

00:16:20.008 --> 00:16:21.168
you.

00:16:21.188 --> 00:16:22.769
These guys have a choice they could pick

00:16:23.090 --> 00:16:24.291
from lots of people.

00:16:24.572 --> 00:16:25.893
If you're got an attitude,

00:16:25.913 --> 00:16:26.754
you ain't going to be there.

00:16:27.193 --> 00:16:28.294
And then the third one.

00:16:30.014 --> 00:16:30.875
Confused me even more.

00:16:31.014 --> 00:16:31.996
He said adequate.

00:16:32.177 --> 00:16:34.318
He said, you need to know the basics.

00:16:34.460 --> 00:16:36.822
Well, you can figure out the other stuff.

00:16:36.863 --> 00:16:39.546
So he said available, affable, adequate.

00:16:39.586 --> 00:16:40.126
How'd Eric do?

00:16:40.847 --> 00:16:41.428
You did well.

00:16:41.649 --> 00:16:42.269
I agree with him.

00:16:42.769 --> 00:16:43.549
I think there's other things,

00:16:43.570 --> 00:16:44.051
but all right.

00:16:44.071 --> 00:16:45.111
So you have to be available.

00:16:45.152 --> 00:16:46.253
There goes your forty hour work week.

00:16:46.273 --> 00:16:46.373
Right.

00:16:46.393 --> 00:16:46.613
Oh, yeah.

00:16:46.633 --> 00:16:48.934
I don't know that going in.

00:16:48.995 --> 00:16:49.196
Yeah.

00:16:49.355 --> 00:16:51.977
You have to be accepted by everyone.

00:16:52.177 --> 00:16:52.938
Communication.

00:16:53.538 --> 00:16:53.659
Yep.

00:16:53.740 --> 00:16:53.960
Right.

00:16:54.559 --> 00:16:56.562
And then the third one.

00:16:56.601 --> 00:16:56.741
Yeah.

00:16:56.761 --> 00:16:58.943
If you don't have the basics, how you.

00:16:59.924 --> 00:17:02.346
So let's just we'll talk about physical

00:17:02.366 --> 00:17:04.809
qualities because I'm not that bright a

00:17:04.849 --> 00:17:05.049
guy.

00:17:05.529 --> 00:17:06.029
Sometimes.

00:17:06.089 --> 00:17:06.269
Right.

00:17:06.289 --> 00:17:08.611
So I like to make analogies.

00:17:08.770 --> 00:17:09.751
OK, because it's easier.

00:17:09.832 --> 00:17:11.633
It's easier to explain yourself.

00:17:11.692 --> 00:17:13.093
If you can explain it to a sixth

00:17:13.133 --> 00:17:13.492
grader,

00:17:13.753 --> 00:17:15.794
which I'm not insinuating you're a sixth

00:17:15.814 --> 00:17:17.634
grader, but then it's very easy.

00:17:17.654 --> 00:17:17.875
Right.

00:17:18.615 --> 00:17:20.957
So when we talk about physical quality,

00:17:20.997 --> 00:17:22.856
strength, power, speed, things like that.

00:17:22.916 --> 00:17:23.196
Right.

00:17:23.698 --> 00:17:23.837
Well,

00:17:23.857 --> 00:17:25.597
strength is the ability to produce force.

00:17:26.419 --> 00:17:27.659
So you can't produce force.

00:17:27.679 --> 00:17:28.599
How are you going to produce force

00:17:28.619 --> 00:17:29.119
quickly?

00:17:29.140 --> 00:17:29.339
Right.

00:17:29.484 --> 00:17:30.025
Right.

00:17:30.085 --> 00:17:30.625
Right.

00:17:30.664 --> 00:17:32.685
So if you don't have the basics,

00:17:32.905 --> 00:17:35.125
whether it's knowledge and or clinical

00:17:35.165 --> 00:17:35.746
skills,

00:17:36.707 --> 00:17:38.787
if you don't understand that or or know

00:17:38.826 --> 00:17:40.607
things, how are you going to progress it?

00:17:40.948 --> 00:17:41.667
So, for instance,

00:17:41.688 --> 00:17:43.587
you see me doing an exercise and you

00:17:43.627 --> 00:17:44.107
like that.

00:17:44.268 --> 00:17:45.568
You don't know why I'm doing it,

00:17:46.229 --> 00:17:47.689
but you like it and you start to

00:17:47.729 --> 00:17:48.709
do an exercise.

00:17:49.710 --> 00:17:50.009
OK.

00:17:50.250 --> 00:17:50.910
And it works.

00:17:51.701 --> 00:17:54.362
now you now your athlete has plateaued on

00:17:54.382 --> 00:17:55.882
that exercise you want to progress the

00:17:55.961 --> 00:17:57.761
exercise well if you don't know what the

00:17:57.801 --> 00:17:59.103
exercise is and what it does how you're

00:17:59.123 --> 00:18:01.042
going to progress it right so you need

00:18:01.063 --> 00:18:03.423
to know the basics and eric's right on

00:18:03.463 --> 00:18:05.663
that as well yep whether it's business

00:18:05.723 --> 00:18:07.845
whether it's treating a patient whether

00:18:07.865 --> 00:18:09.664
it's treating people right courteous

00:18:09.765 --> 00:18:12.546
whatever it may be so you have to

00:18:12.566 --> 00:18:14.066
know the basics yep

00:18:15.836 --> 00:18:17.597
You said PTs need to bring value in

00:18:17.617 --> 00:18:18.478
the organization.

00:18:19.419 --> 00:18:20.099
I say it.

00:18:20.160 --> 00:18:22.422
Not just PTs, everyone.

00:18:22.642 --> 00:18:22.882
Sure.

00:18:22.942 --> 00:18:23.682
Right.

00:18:23.923 --> 00:18:25.505
I say understand what game you're playing.

00:18:25.904 --> 00:18:27.046
If you want more output,

00:18:27.406 --> 00:18:29.909
you got to understand which inputs lead to

00:18:30.249 --> 00:18:32.411
more output the most efficient way, right?

00:18:32.991 --> 00:18:34.373
Yep.

00:18:34.432 --> 00:18:36.615
How would you explain to a new grad

00:18:36.654 --> 00:18:38.436
right now who defines that value?

00:18:38.497 --> 00:18:40.338
What's the best way to get an alignment?

00:18:41.420 --> 00:18:42.800
Sounds like it's sports, not coach,

00:18:42.820 --> 00:18:43.421
but owner.

00:18:44.321 --> 00:18:45.582
What's the best way to do that?

00:18:47.784 --> 00:18:51.685
Well, value is evaluated by everyone,

00:18:51.806 --> 00:18:52.046
right?

00:18:52.445 --> 00:18:54.186
So as you go to a course or

00:18:54.227 --> 00:18:56.067
you want to spend time with another

00:18:56.107 --> 00:18:56.689
therapist,

00:18:57.048 --> 00:18:59.069
was it worth the value of your time,

00:19:01.070 --> 00:19:01.211
right?

00:19:01.310 --> 00:19:03.291
When your patients are being treated by

00:19:03.332 --> 00:19:04.573
you,

00:19:04.593 --> 00:19:07.114
I'm going to make subsequent appointments

00:19:07.134 --> 00:19:08.674
because you provide value.

00:19:08.835 --> 00:19:09.635
I'm getting better.

00:19:10.916 --> 00:19:12.578
When the patient goes back to their

00:19:12.618 --> 00:19:16.684
referring physician and you get nothing

00:19:16.704 --> 00:19:18.988
but praises as a clinician and no

00:19:19.048 --> 00:19:19.709
complaints,

00:19:20.592 --> 00:19:22.451
that physician's gonna send you more

00:19:22.571 --> 00:19:23.132
patients.

00:19:23.492 --> 00:19:24.992
You provided value, right?

00:19:25.032 --> 00:19:26.252
They don't have to deal with headaches.

00:19:27.532 --> 00:19:29.314
Their patients are having good outcomes.

00:19:29.854 --> 00:19:32.433
Now the patients are happy.

00:19:32.653 --> 00:19:34.433
They're sending you their families and

00:19:34.493 --> 00:19:35.015
friends.

00:19:35.375 --> 00:19:36.515
The doctors are happy.

00:19:36.914 --> 00:19:37.974
They talk about you.

00:19:38.075 --> 00:19:39.755
So they themselves,

00:19:39.795 --> 00:19:42.036
as well as their peers in the physician

00:19:42.056 --> 00:19:43.996
group, start sending you patients.

00:19:44.296 --> 00:19:45.516
And now the ownership says, well,

00:19:45.536 --> 00:19:45.996
wait a minute.

00:19:46.276 --> 00:19:47.497
You do your notes on time.

00:19:48.116 --> 00:19:49.116
You do what I ask.

00:19:50.108 --> 00:19:52.071
you have great outcomes, et cetera,

00:19:52.132 --> 00:19:52.932
et cetera, et cetera.

00:19:53.773 --> 00:19:54.414
I'm gonna, you know,

00:19:54.434 --> 00:19:55.214
I'm gonna promote you.

00:19:55.336 --> 00:19:56.317
You deserve a raise.

00:19:56.396 --> 00:19:58.038
I'm gonna make you a junior partner,

00:19:58.098 --> 00:19:58.799
whatever it is.

00:19:59.319 --> 00:20:01.623
And they see you as providing value.

00:20:02.324 --> 00:20:04.006
So providing value,

00:20:05.050 --> 00:20:06.813
goes across the board, right?

00:20:07.354 --> 00:20:09.957
But it starts with yourself.

00:20:09.997 --> 00:20:12.259
If I want to provide value,

00:20:12.779 --> 00:20:14.863
what are the things that are necessary for

00:20:14.903 --> 00:20:20.368
me to accomplish so that I increase my

00:20:20.449 --> 00:20:21.450
worth, my value?

00:20:22.310 --> 00:20:23.311
as a general term,

00:20:23.392 --> 00:20:24.292
if you know what I'm saying.

00:20:24.753 --> 00:20:26.075
And that's what I mean when I say

00:20:26.494 --> 00:20:28.356
no one gets rewarded for not bringing

00:20:28.396 --> 00:20:28.837
value.

00:20:28.998 --> 00:20:29.178
Right.

00:20:29.438 --> 00:20:30.980
If you can't get your notes on time,

00:20:31.039 --> 00:20:32.641
if your patients are always canceling,

00:20:32.701 --> 00:20:34.163
if the doctors are always complaining

00:20:34.202 --> 00:20:34.623
about you,

00:20:35.044 --> 00:20:36.265
not only are you not going to get

00:20:36.285 --> 00:20:37.026
any of the rewards,

00:20:37.046 --> 00:20:39.448
you're probably not going to have a job.

00:20:39.548 --> 00:20:39.827
Right.

00:20:39.928 --> 00:20:43.112
So were there any things that you could

00:20:43.192 --> 00:20:45.153
spot on an interview that

00:20:45.814 --> 00:20:46.054
you know,

00:20:46.193 --> 00:20:47.654
professional physical therapy for,

00:20:47.875 --> 00:20:49.096
you know, more than two decades,

00:20:49.136 --> 00:20:51.218
co-founder, CEO, CCO,

00:20:51.617 --> 00:20:52.739
you've pretty much done it all.

00:20:53.400 --> 00:20:54.941
Were there things you looked for?

00:20:54.980 --> 00:20:56.922
Was there a favorite interview question

00:20:57.962 --> 00:20:59.884
when you couldn't see them in the clinic,

00:20:59.904 --> 00:21:00.845
when you were trying to evaluate?

00:21:00.865 --> 00:21:01.746
Because that's a gamble.

00:21:01.766 --> 00:21:02.926
Like when you're hiring someone,

00:21:02.946 --> 00:21:04.488
that's a risk and you're hoping it pays

00:21:04.548 --> 00:21:04.688
off.

00:21:05.067 --> 00:21:07.670
Were there things that you looked for?

00:21:07.769 --> 00:21:08.510
Yeah, I just like,

00:21:08.631 --> 00:21:10.633
I would want to know what people's desires

00:21:10.732 --> 00:21:11.692
are, what their goals are.

00:21:11.712 --> 00:21:12.433
You know, you ask them,

00:21:12.809 --> 00:21:14.451
He'll ask some questions about, you know,

00:21:14.490 --> 00:21:15.711
work ethic, things like that.

00:21:15.752 --> 00:21:16.792
They're always going to give you the right

00:21:16.893 --> 00:21:17.233
answers.

00:21:17.253 --> 00:21:17.693
I mean,

00:21:17.773 --> 00:21:18.994
a couple of things that stand out,

00:21:19.095 --> 00:21:22.438
you know, my, one of my co-founders,

00:21:23.419 --> 00:21:24.799
he used to like the question of if

00:21:24.819 --> 00:21:25.601
you were a twin,

00:21:25.641 --> 00:21:26.741
why should I hire you?

00:21:27.001 --> 00:21:29.483
And one time versus your twin.

00:21:29.845 --> 00:21:31.385
And one time the candidate looked at me

00:21:31.425 --> 00:21:32.626
and said, well, as a matter of fact,

00:21:32.707 --> 00:21:33.907
I am a twin and this is why

00:21:33.928 --> 00:21:34.468
you should hire me.

00:21:34.489 --> 00:21:38.412
And then I've had a person where, um,

00:21:39.537 --> 00:21:42.438
They pulled up their chair to the desk,

00:21:42.917 --> 00:21:45.259
leaned forward like this, and said to me,

00:21:45.439 --> 00:21:48.880
I need to know how I'm going to

00:21:48.900 --> 00:21:49.619
make partner.

00:21:50.819 --> 00:21:52.240
So I've had that end of it too.

00:21:52.320 --> 00:21:54.000
And you're not even hired yet,

00:21:54.020 --> 00:21:55.182
and you're asking me how you're going to

00:21:55.201 --> 00:21:55.582
make partner.

00:21:56.201 --> 00:21:57.801
So everything in between.

00:21:57.862 --> 00:22:01.663
So I just think part of it is

00:22:01.682 --> 00:22:03.584
a gut feeling through experience.

00:22:03.784 --> 00:22:04.683
A lot of it is through the

00:22:04.743 --> 00:22:06.525
recommendations, as you know.

00:22:07.383 --> 00:22:08.482
The older you get,

00:22:08.542 --> 00:22:10.423
the smaller the world gets.

00:22:10.943 --> 00:22:13.544
And so the phone calls you make are

00:22:13.604 --> 00:22:16.625
probably maybe someone you sat next to in

00:22:16.664 --> 00:22:19.525
high school or in PT school or worked

00:22:19.545 --> 00:22:21.846
with or speak at conferences with or

00:22:21.865 --> 00:22:22.226
whatever.

00:22:22.665 --> 00:22:24.266
And they're going to be pretty honest with

00:22:24.486 --> 00:22:26.906
you with regards to the recommendation

00:22:26.926 --> 00:22:29.166
they made for this individual who's now a

00:22:29.207 --> 00:22:31.467
candidate for a position in your company.

00:22:31.826 --> 00:22:33.708
And so I put a lot on that

00:22:33.748 --> 00:22:34.127
as well.

00:22:34.647 --> 00:22:36.328
yeah there's a line it's not what you

00:22:36.348 --> 00:22:37.808
know it's who you know and i say

00:22:37.909 --> 00:22:40.671
kinda it's not what you know it's not

00:22:41.171 --> 00:22:43.011
just who you know it's what those people

00:22:43.051 --> 00:22:45.113
will say about what do they know about

00:22:45.173 --> 00:22:48.513
you so just being known that's not that

00:22:48.534 --> 00:22:49.974
doesn't solve the problem because that

00:22:50.015 --> 00:22:51.434
person is going to ask another question

00:22:51.974 --> 00:22:53.576
would you hire this person you know in

00:22:53.615 --> 00:22:54.777
six months am i going to be happy

00:22:54.817 --> 00:22:56.757
about this that's what you want to

00:22:56.877 --> 00:22:58.137
understand what that person knows yeah

00:22:58.157 --> 00:23:00.118
yeah yeah

00:23:01.371 --> 00:23:02.050
Just being known.

00:23:03.411 --> 00:23:03.711
Listen,

00:23:04.051 --> 00:23:05.092
I think we're both in agreement here.

00:23:05.152 --> 00:23:07.632
Reimbursement will likely not improve.

00:23:08.232 --> 00:23:10.732
I would say act as if it's not

00:23:10.772 --> 00:23:11.633
going to improve.

00:23:11.893 --> 00:23:12.373
Great.

00:23:12.432 --> 00:23:13.253
Now what are you going to do about

00:23:13.273 --> 00:23:13.334
it?

00:23:13.374 --> 00:23:13.673
Pretend.

00:23:13.773 --> 00:23:15.634
And if it does, great.

00:23:15.993 --> 00:23:18.134
Pretend it's not.

00:23:19.214 --> 00:23:21.055
Where do you see the realistic levers of

00:23:21.134 --> 00:23:21.674
change?

00:23:21.815 --> 00:23:24.895
Where are the best levers to pull to

00:23:24.935 --> 00:23:27.037
get the most output in twenty twenty six

00:23:27.076 --> 00:23:28.057
as we go forward?

00:23:28.317 --> 00:23:28.497
Well,

00:23:30.400 --> 00:23:33.080
um charlie francis is a sprint coach and

00:23:33.101 --> 00:23:34.241
i always go back to strength and

00:23:34.261 --> 00:23:35.501
conditioning and sports and stuff because

00:23:35.521 --> 00:23:37.063
i really like that as well as i

00:23:37.103 --> 00:23:39.183
love therapy don't get me wrong but um

00:23:39.243 --> 00:23:41.125
i wish i spent more personal time with

00:23:41.144 --> 00:23:42.424
charlie but i got to know charlie and

00:23:42.444 --> 00:23:43.925
i'm very good friends with his protege a

00:23:43.945 --> 00:23:46.186
guy named derek hansen and charlie's big

00:23:46.227 --> 00:23:48.607
thing if you first met charlie he could

00:23:48.667 --> 00:23:51.328
frustrate you we we consulted together

00:23:51.368 --> 00:23:52.929
with with another friend of mine alvin

00:23:52.949 --> 00:23:54.910
meal with the nfl pro team for a

00:23:54.930 --> 00:23:57.191
while and you'd ask charlie a question and

00:23:57.211 --> 00:23:58.892
he'd say well it depends

00:24:00.121 --> 00:24:01.721
And what all Charlie was saying was I

00:24:01.761 --> 00:24:03.142
need more specifics, right?

00:24:03.541 --> 00:24:04.603
And so what I'm saying to you with

00:24:04.643 --> 00:24:06.143
reimbursements, it depends.

00:24:06.323 --> 00:24:10.284
So let's take an individual private

00:24:10.324 --> 00:24:10.784
practice.

00:24:10.963 --> 00:24:12.724
And I don't wanna get into the politics

00:24:12.865 --> 00:24:15.246
of hospital versus corporate versus

00:24:15.286 --> 00:24:16.066
private practice.

00:24:17.365 --> 00:24:18.707
Everyone has its benefits,

00:24:18.767 --> 00:24:22.107
everyone has its disadvantages, okay?

00:24:23.140 --> 00:24:25.280
So you go to a single private practice,

00:24:25.300 --> 00:24:26.561
they're trying to survive, right?

00:24:26.602 --> 00:24:27.162
They have a single,

00:24:27.422 --> 00:24:28.883
and they have to either decide,

00:24:28.903 --> 00:24:30.564
I'm going to take this rate or I'm

00:24:30.624 --> 00:24:31.743
not going to take this rate.

00:24:32.144 --> 00:24:34.145
I'm going to go out of network, right?

00:24:34.205 --> 00:24:35.205
And I'll make more money.

00:24:36.186 --> 00:24:37.166
And that may be true,

00:24:37.207 --> 00:24:39.228
but if the F out of network benefits

00:24:39.407 --> 00:24:40.828
end, if you want to get acquired,

00:24:40.888 --> 00:24:43.630
probably someone by a corporate entity or

00:24:43.650 --> 00:24:44.050
something,

00:24:44.070 --> 00:24:45.171
they're probably not going to take you

00:24:45.191 --> 00:24:46.652
because they want you to be in network.

00:24:46.692 --> 00:24:47.791
They don't want to take a chance on

00:24:47.811 --> 00:24:49.833
the other networks changing and all those

00:24:49.853 --> 00:24:50.513
types of things.

00:24:50.554 --> 00:24:52.494
So you survive that way.

00:24:53.273 --> 00:24:54.515
when you're a corporate entity,

00:24:54.615 --> 00:24:56.256
and if you've been following the field,

00:24:56.976 --> 00:24:58.636
a lot of companies are partnering,

00:24:58.717 --> 00:25:01.077
I'm not saying being acquired by a lot

00:25:01.117 --> 00:25:03.179
of companies are partnering with hospital

00:25:03.199 --> 00:25:03.920
institutions,

00:25:04.779 --> 00:25:06.480
like just yesterday sort of thing where

00:25:06.601 --> 00:25:09.883
NYU New York partnered with us physical

00:25:09.923 --> 00:25:10.343
therapy.

00:25:11.564 --> 00:25:13.605
And so with us,

00:25:14.721 --> 00:25:17.304
We have a partnership too with a hospital

00:25:17.344 --> 00:25:19.165
system, but what we did was,

00:25:19.365 --> 00:25:21.249
and you've read a little bit of what

00:25:21.308 --> 00:25:22.470
I put on paper,

00:25:22.569 --> 00:25:25.713
we established an educational curriculum

00:25:26.555 --> 00:25:27.596
that essentially

00:25:28.222 --> 00:25:29.042
that you went through.

00:25:29.262 --> 00:25:31.663
And then we also offer an OCS residency

00:25:31.703 --> 00:25:33.403
and a manual therapy and fellowship.

00:25:33.943 --> 00:25:36.125
And in our curriculum, what we look at,

00:25:36.164 --> 00:25:39.005
we hired an outside entity for an outcome

00:25:39.025 --> 00:25:41.445
company to look at our results so that

00:25:41.486 --> 00:25:42.945
we couldn't fudge the numbers, right?

00:25:42.986 --> 00:25:44.906
Cause it's in-house who knows what may

00:25:44.946 --> 00:25:46.406
happen on the data, right?

00:25:46.507 --> 00:25:48.366
And any entity, any organization,

00:25:48.446 --> 00:25:49.587
I hope everybody's honest,

00:25:49.607 --> 00:25:50.728
but it's not always the case.

00:25:51.347 --> 00:25:55.548
And so as our outcomes improved, right?

00:25:56.095 --> 00:25:58.257
And we covered the body, foot, ankle,

00:25:58.616 --> 00:26:00.159
up to the cervical spine.

00:26:00.638 --> 00:26:02.079
So if we had therapists that, let's say,

00:26:02.099 --> 00:26:02.661
had trouble,

00:26:02.921 --> 00:26:04.561
low outcomes on cervical spine,

00:26:04.642 --> 00:26:06.183
we'd recommend they needed more work on

00:26:06.223 --> 00:26:07.005
cervical spine.

00:26:07.065 --> 00:26:08.065
If they had a problem with knee,

00:26:08.085 --> 00:26:09.467
they'd have to take more work in knee

00:26:09.686 --> 00:26:10.528
through our curriculum.

00:26:10.708 --> 00:26:12.689
And we also provide monies for outside

00:26:12.730 --> 00:26:15.051
education as well for other entities.

00:26:16.192 --> 00:26:20.776
And so if the outcomes were not improving,

00:26:21.683 --> 00:26:23.025
we had to look at ourselves saying, well,

00:26:23.065 --> 00:26:24.566
we're not teaching the right things,

00:26:25.146 --> 00:26:25.366
right?

00:26:25.386 --> 00:26:27.107
So it was a checks and balances system.

00:26:28.128 --> 00:26:31.590
Now everyone says they give good care and

00:26:31.611 --> 00:26:32.612
they probably do.

00:26:32.632 --> 00:26:33.231
All right.

00:26:33.271 --> 00:26:35.334
Let's just say, how do you prove it?

00:26:35.354 --> 00:26:36.795
Right.

00:26:36.835 --> 00:26:37.515
How do you prove it?

00:26:38.195 --> 00:26:40.076
So we had outcomes and we went to

00:26:40.096 --> 00:26:42.459
payers and some payers agreed since you're

00:26:42.519 --> 00:26:45.040
more effective and you're more efficient

00:26:45.560 --> 00:26:47.583
and also the advantage of having a larger

00:26:47.623 --> 00:26:48.083
footprint,

00:26:48.897 --> 00:26:50.358
because we didn't have to worry about

00:26:50.398 --> 00:26:52.318
people, where they were going, et cetera,

00:26:52.338 --> 00:26:52.700
we saw.

00:26:53.480 --> 00:26:56.641
We were able to negotiate better rates

00:26:57.221 --> 00:26:59.182
than maybe the single practice,

00:26:59.902 --> 00:27:00.722
standing practice,

00:27:01.063 --> 00:27:02.343
single individual standing practice.

00:27:03.084 --> 00:27:03.624
So if we...

00:27:04.914 --> 00:27:06.817
are able to negotiate higher rates,

00:27:07.498 --> 00:27:09.840
just like other PT companies can,

00:27:10.422 --> 00:27:11.363
then essentially,

00:27:11.962 --> 00:27:14.226
you have more money not only for business

00:27:14.286 --> 00:27:14.926
operations,

00:27:14.987 --> 00:27:16.989
but salaries and those types of things,

00:27:17.430 --> 00:27:17.690
right?

00:27:18.171 --> 00:27:20.554
So you give me the scenario

00:27:21.852 --> 00:27:24.034
And I'll say, yes, you're right.

00:27:24.054 --> 00:27:25.295
We're going to have a problem with rates.

00:27:25.694 --> 00:27:27.997
Now, is anybody happy with their rate?

00:27:28.196 --> 00:27:29.478
No.

00:27:30.358 --> 00:27:31.539
Even parts of the country.

00:27:31.599 --> 00:27:32.500
Look at parts of the country.

00:27:32.740 --> 00:27:35.221
Workman's comp is paid unbelievably in

00:27:35.241 --> 00:27:40.185
certain parts of the country and terrible

00:27:40.205 --> 00:27:41.346
in other parts of the country.

00:27:41.708 --> 00:27:42.288
Why is that?

00:27:43.709 --> 00:27:44.548
you know, it depends,

00:27:45.049 --> 00:27:46.970
depends where you live,

00:27:47.009 --> 00:27:48.490
what your situation, et cetera.

00:27:48.851 --> 00:27:51.011
Now, generally, yes, I agree with you.

00:27:51.531 --> 00:27:52.951
Rates are not going to go up.

00:27:53.393 --> 00:27:53.792
Right.

00:27:54.232 --> 00:27:57.354
So what are you going to do as

00:27:57.394 --> 00:27:59.615
an individual private practitioner,

00:28:00.055 --> 00:28:01.055
meaning the clinician,

00:28:01.095 --> 00:28:02.536
the new grad clinician or the young

00:28:02.576 --> 00:28:05.336
therapist to create the value that we

00:28:05.416 --> 00:28:08.617
previously discussed to put yourself in a

00:28:08.678 --> 00:28:10.759
situation so that

00:28:11.297 --> 00:28:13.558
You have the professional and financial

00:28:13.598 --> 00:28:14.299
desires.

00:28:14.480 --> 00:28:16.201
You achieve those things that you reach

00:28:16.240 --> 00:28:16.441
for.

00:28:16.902 --> 00:28:17.422
This morning,

00:28:17.461 --> 00:28:19.644
someone responded on a LinkedIn to me,

00:28:19.984 --> 00:28:22.886
a gentleman saying he works five jobs and

00:28:22.906 --> 00:28:25.709
there is opportunity in the profession to

00:28:25.749 --> 00:28:27.010
make more money.

00:28:27.090 --> 00:28:27.371
Okay.

00:28:28.375 --> 00:28:29.016
That's great.

00:28:29.596 --> 00:28:30.916
I commend your work ethic.

00:28:31.317 --> 00:28:32.298
Twenty years from now,

00:28:32.357 --> 00:28:33.778
you're not going to want to work five

00:28:33.817 --> 00:28:34.258
jobs.

00:28:34.577 --> 00:28:36.259
You're not going to physically be able to

00:28:36.318 --> 00:28:37.380
work five jobs.

00:28:37.859 --> 00:28:40.280
So it's not just working the five jobs

00:28:40.300 --> 00:28:41.421
to make extra income.

00:28:42.240 --> 00:28:44.982
How are those five jobs helping you in

00:28:45.042 --> 00:28:45.962
your plan to

00:28:46.776 --> 00:28:48.396
so that if you want to be a

00:28:48.436 --> 00:28:49.718
hospital administrator,

00:28:50.157 --> 00:28:52.940
if you want to be meeting a CEO,

00:28:53.059 --> 00:28:55.602
vice president, COO, whatever it may be,

00:28:56.063 --> 00:28:58.044
how does that plan help you achieve that,

00:28:58.284 --> 00:28:59.884
help you achieve a partnership in a

00:28:59.944 --> 00:29:01.246
private practice that you're already

00:29:01.286 --> 00:29:01.806
working in,

00:29:02.166 --> 00:29:03.607
help you open up your own private

00:29:03.647 --> 00:29:04.087
practice,

00:29:04.347 --> 00:29:06.108
help you work for an insurance company on

00:29:06.148 --> 00:29:07.250
the other side of the coin,

00:29:07.569 --> 00:29:08.971
help you to become the director of a

00:29:09.050 --> 00:29:12.453
PT program at an institution or a college,

00:29:12.473 --> 00:29:13.775
whether it's a hospital or college.

00:29:14.335 --> 00:29:17.018
How do those five jobs help you achieve

00:29:17.038 --> 00:29:17.499
that thing?

00:29:17.538 --> 00:29:18.960
So, twenty years down the road,

00:29:19.000 --> 00:29:19.941
ten years down the road,

00:29:20.261 --> 00:29:22.884
you're working one job and you've attained

00:29:22.904 --> 00:29:25.587
the professional success and the financial

00:29:25.647 --> 00:29:26.729
success you desire.

00:29:28.141 --> 00:29:31.282
Or you work forty hours a week and

00:29:31.303 --> 00:29:32.303
there's nothing wrong with this.

00:29:32.323 --> 00:29:33.463
Now everybody could be a chief.

00:29:33.483 --> 00:29:34.523
You need Indians too.

00:29:34.864 --> 00:29:36.005
You work forty hours a week.

00:29:36.045 --> 00:29:38.165
You go to work, you do your job,

00:29:38.266 --> 00:29:38.986
and you go home.

00:29:39.405 --> 00:29:40.826
And there's nothing wrong with that.

00:29:41.007 --> 00:29:43.067
But you can't complain that you don't have

00:29:43.107 --> 00:29:46.470
the rewards of someone who has gone over

00:29:46.490 --> 00:29:49.830
and beyond when you've just stated with an

00:29:50.010 --> 00:29:52.712
average job and remained in that capacity,

00:29:52.752 --> 00:29:53.333
so to speak.

00:29:53.692 --> 00:29:56.193
An average work week, not an average job.

00:29:56.273 --> 00:29:57.355
I think it's a great profession.

00:29:57.980 --> 00:29:59.721
But there's plenty of opportunity out

00:29:59.741 --> 00:29:59.902
there.

00:29:59.942 --> 00:30:01.041
People are still getting hurt.

00:30:02.182 --> 00:30:07.924
I'm part of the baby boom.

00:30:08.305 --> 00:30:09.726
I'm on the tail end of the baby

00:30:09.766 --> 00:30:10.006
boom.

00:30:10.326 --> 00:30:11.125
We're getting older.

00:30:11.165 --> 00:30:11.787
We're still staying.

00:30:12.007 --> 00:30:13.768
There's going to be plenty of business out

00:30:13.807 --> 00:30:14.067
there.

00:30:14.847 --> 00:30:16.449
So how are you going to take advantage

00:30:17.229 --> 00:30:19.650
of success in regards to this business?

00:30:21.273 --> 00:30:22.374
that's going to be available.

00:30:23.355 --> 00:30:24.095
It's viable.

00:30:24.875 --> 00:30:26.296
And I'm not disagreeing with Larry.

00:30:26.596 --> 00:30:27.516
Yeah, it cost me this,

00:30:27.576 --> 00:30:28.336
it cost me that.

00:30:28.676 --> 00:30:29.477
That's business.

00:30:29.497 --> 00:30:31.298
That's once you're a business owner or

00:30:31.337 --> 00:30:33.137
you're the CEO of a company or the

00:30:33.178 --> 00:30:35.179
COO or CFO of a company.

00:30:35.439 --> 00:30:36.339
I'm not talking about that.

00:30:36.400 --> 00:30:37.980
I'm talking about how are you going to

00:30:38.000 --> 00:30:38.839
get to that point?

00:30:39.780 --> 00:30:40.101
Understood.

00:30:40.121 --> 00:30:41.181
All right.

00:30:41.221 --> 00:30:43.541
We have a tradition on the show, Rob.

00:30:43.561 --> 00:30:45.242
It's called the parting shot.

00:30:47.326 --> 00:30:48.487
This is The Parting Shot.

00:30:49.027 --> 00:30:50.448
One last mic drop moment.

00:30:51.087 --> 00:30:51.888
No pressure.

00:30:52.348 --> 00:30:54.431
Just your legacy on the line.

00:30:56.194 --> 00:30:56.674
No pressure.

00:30:56.815 --> 00:30:57.736
No pressure whatsoever.

00:30:58.175 --> 00:30:59.616
I do want to say thanks to Empower

00:30:59.777 --> 00:31:00.076
EMR.

00:31:00.096 --> 00:31:01.237
If your clinic's stuck in an EMR,

00:31:01.257 --> 00:31:01.978
if it slows you down,

00:31:02.018 --> 00:31:03.919
Empower gives you speed, clean workflows,

00:31:04.338 --> 00:31:06.279
and features PTs actually ask for.

00:31:06.319 --> 00:31:07.799
Better notes, faster documentation,

00:31:07.839 --> 00:31:08.740
smoother operations,

00:31:09.240 --> 00:31:11.501
all wrapped up in customer support that

00:31:11.541 --> 00:31:12.241
doesn't ghost you.

00:31:12.741 --> 00:31:14.903
Upgrade your clinic's brain with Empower

00:31:15.044 --> 00:31:15.564
EMR.

00:31:15.703 --> 00:31:17.684
Find them online and kick the tires at

00:31:17.724 --> 00:31:19.885
empoweremr.com.

00:31:19.905 --> 00:31:21.246
It's empoweremr.com.

00:31:21.266 --> 00:31:22.426
So the parting shot is all up to

00:31:22.467 --> 00:31:22.527
you.

00:31:23.676 --> 00:31:25.998
could be a final soapbox statement,

00:31:26.038 --> 00:31:27.798
mic drop moment, quote from somebody,

00:31:27.858 --> 00:31:28.499
anything you want.

00:31:28.519 --> 00:31:29.659
What do you want to leave people as

00:31:29.699 --> 00:31:30.259
we wrap up?

00:31:30.880 --> 00:31:33.641
Um, I have a, uh,

00:31:33.681 --> 00:31:35.020
I have a relationship with, um,

00:31:36.142 --> 00:31:37.241
Hall of Fame football coach,

00:31:37.281 --> 00:31:38.123
Bill Parcells.

00:31:38.202 --> 00:31:39.962
And, uh,

00:31:39.982 --> 00:31:41.564
I've known him through years and he really

00:31:41.604 --> 00:31:43.704
was instrumental, not only in, um,

00:31:44.826 --> 00:31:45.906
And when I worked in business,

00:31:45.926 --> 00:31:47.347
but also when I was in the NFL,

00:31:47.647 --> 00:31:49.048
I would call him to speak to him

00:31:49.167 --> 00:31:49.867
often enough.

00:31:49.928 --> 00:31:51.209
And he has,

00:31:51.368 --> 00:31:53.308
he has a number of sayings and as

00:31:53.328 --> 00:31:55.349
a person, not only is he very intelligent,

00:31:55.369 --> 00:31:57.911
but he's probably one of the wisest men

00:31:57.951 --> 00:31:58.651
I've ever met.

00:31:59.330 --> 00:32:00.171
And he has a saying,

00:32:00.211 --> 00:32:02.511
there's a big difference between routine

00:32:02.751 --> 00:32:04.952
and commitment.

00:32:05.153 --> 00:32:07.532
And, uh, that is very true.

00:32:08.134 --> 00:32:08.314
I mean,

00:32:08.334 --> 00:32:10.554
you could go to your job and do

00:32:10.594 --> 00:32:11.934
the same thing and go home,

00:32:12.154 --> 00:32:12.755
like I said.

00:32:13.597 --> 00:32:16.760
or you could be committed to your career

00:32:17.321 --> 00:32:19.584
and decide that I'm going to do whatever

00:32:19.644 --> 00:32:20.243
it takes.

00:32:21.025 --> 00:32:21.685
And everybody,

00:32:21.726 --> 00:32:23.547
that's a different level of commitment.

00:32:24.228 --> 00:32:25.509
And there's nothing wrong with that.

00:32:26.089 --> 00:32:27.810
I'm gonna do whatever it takes for me

00:32:27.830 --> 00:32:29.333
to put myself in the position that I

00:32:29.353 --> 00:32:29.952
wanna be in.

00:32:30.653 --> 00:32:33.477
So routine versus commitment.

00:32:34.721 --> 00:32:35.101
Well said.

00:32:35.682 --> 00:32:36.843
We'll put the link in the show notes

00:32:36.863 --> 00:32:38.144
for people to connect with Rob on

00:32:38.183 --> 00:32:38.663
LinkedIn.

00:32:39.585 --> 00:32:41.185
Thanks for the time and sharing the

00:32:41.226 --> 00:32:41.566
insight.

00:32:41.605 --> 00:32:42.507
Thanks for having me.

00:32:42.527 --> 00:32:43.827
A couple of decades in the profession,

00:32:43.847 --> 00:32:43.968
man.

00:32:43.988 --> 00:32:44.407
This is great.

00:32:44.428 --> 00:32:46.549
Yep.

00:32:46.569 --> 00:32:48.951
I appreciate it.

00:32:48.991 --> 00:32:49.652
That's it for this one,

00:32:49.692 --> 00:32:51.213
but we're just getting warmed up.

00:32:51.233 --> 00:32:53.075
Smash follow, send it to a friend,

00:32:53.275 --> 00:32:54.916
or crank up the next episode.

00:32:55.457 --> 00:32:56.498
Want to go deeper?

00:32:56.577 --> 00:32:58.479
Hit us at pgpodcast.com.

00:32:58.519 --> 00:32:58.920
Yeah.

00:33:00.200 --> 00:33:02.201
Or find us on YouTube and socials at

00:33:02.240 --> 00:33:03.422
PTPyteCast.

00:33:03.842 --> 00:33:06.144
And legally, none of this was advice.

00:33:06.203 --> 00:33:09.585
It's for entertainment purposes only.

00:33:09.625 --> 00:33:10.226
See, Keith?

00:33:10.405 --> 00:33:11.486
We read the script.

00:33:11.766 --> 00:33:12.406
Happy now?