The AI Revolution in Physical Therapy: Inside Athelas' Game-Changing Tools

WEBVTT

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All right, let's,

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let's do the quick intros out of the way,

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Aaron, Avril, like introduce yourselves,

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like real quick background, you know,

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like your,

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your superhero backstory in

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pill form and then sort of

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context of what you guys

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get to do now in your role.

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Aaron, why don't you go first?

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Okay.

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Um, yeah, so my name is Aaron Bauer.

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I'm physical therapist and

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I've practiced for twelve years now.

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Um,

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and I've worked in kind of any setting

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there's been out there, um,

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started outpatient,

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did some traveling for a while.

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Then stuck about one clinic

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and basically worked my way

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up to the manager role.

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And that was my most recent job title.

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So got to see running the

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clinic from the inside, what that entails,

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dealing with staff therapists,

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dealing with insurances,

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dealing with documentation requirements.

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And so dealing with that for a few years,

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as most people in that position,

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a lot of it wears on you, drags you down.

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Yeah.

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And it just gets old really.

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And so you, you,

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there's kind of two ways to go.

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Do you want to make a

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difference from the inside of that clinic,

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try to make that clinic as

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best as you can,

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or kind of the route I

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decided to take was trying

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to go bigger and go on the

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outside and try to help

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from the outside in.

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And so, um, earlier this year, um,

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actually with the help of April, um,

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I came to a company called the fellas, um,

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which is a health

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healthcare tech company.

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that really utilizes AI into

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practice management.

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Um, really with a thought,

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general thought of making a

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difference in healthcare, you know,

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and even PT specifically, um,

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to easing kind of what I

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just complained about in

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terms of my manager role, right.

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Documentation, billing, insurance,

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all that.

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And so, um,

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basically I get to have

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conversations to who I used

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to be every day.

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Um,

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but the fun thing is it's helping those

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people try to change their

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life for the better.

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And what in turn does is, you know,

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hopefully everyone's

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thinking about the patient.

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You know,

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if I change who I was five years ago,

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that in turn is going to

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change the patient's life.

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Yeah.

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Avril, like what's your story?

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You, you suckered Aaron into, to, to, to,

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what's your, what's your background?

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I can give you some

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background on how I suckered him in here,

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but maybe that's for,

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for a different conversation.

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But yeah, my, I mean,

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my name's Avril Suture.

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I'm a PT again by trade.

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Most of my professional

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career was spent in Scottsdale.

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We kind of,

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Built this practice that I

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thought twelve years ago

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when I started practice was

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what exactly I wanted to do

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and be and twelve years

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later Shockingly everybody

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that told you that you

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wouldn't be the same human

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was right and I was like shoot.

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I love my career I don't

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subscribe to the everyone

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wants to be miserable and

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there's all these things

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wrong I felt like I did

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exactly what I set out to

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do and it just what I just

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what didn't have those same

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goals You know,

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it was looking to start a

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family got married

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Didn't have any family in

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Arizona where I was and thought like,

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what's next for me?

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Like, how can I best affect this?

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Our organization was

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acquired by our friends.

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I approached them with a new, more of a,

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not even a job title,

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but a new approach to how

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we could kind of build our

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talent in this organization

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and how I can affect that

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kind of from two different pillars.

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Built that, presented that.

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was offered that and kind of

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looked at the players and

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kind of looked at what I

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wanted for myself and my family.

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And it just didn't align

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with who I was anymore.

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So I joined Othellus at the

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beginning of this year.

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I think I was the fifth guy

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at the time on our clinical

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team under this bigger umbrella.

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And next thing you know,

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we're scaling a clinical

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team of only providers.

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So MDs, PTs, OTs, nurse practitioners,

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speech, respiratory therapists.

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We've scaled this team now

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greater than forty.

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And I don't think there's

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much even hovering over the

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break at this point.

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And I think from a professional standpoint,

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it wasn't that I wasn't

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affecting who I wanted to

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affect with every day on

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the clinical side.

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I just looked at this as an

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opportunity to not only

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continue building

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professionally within health care,

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but to also

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take just a completely different approach.

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I mean,

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Aaron could tell you this over a

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different story.

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But I literally called Aaron.

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I knew he wanted to move to Denver.

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I knew we needed someone in Denver.

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And I selfishly was also moving to Denver.

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And he's one of my best friends.

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I was in his wedding.

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He was in mine in Costa Rica.

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And I know his wife really well, too.

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So I also want to keep him

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safe and not piss her off.

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It was like, hey, bud,

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I had this opportunity and

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I don't want you to take it

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for two years because I

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don't need you to put, you know,

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you on my back and jump on

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a sword altogether.

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The opportunities just

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seemed so incredible.

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I would feel guilty if I

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didn't at least present it

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to you and let you make the

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best decision for you and your family.

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So that's kind of how I feel

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about what we're doing and the mission,

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the why and the people involved.

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And that's kind of how we got started.

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And here we are.

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Good, good context.

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All right.

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So now we know the players, right?

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It's always good to figure

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out who's the who.

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But now what's the what?

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So Othellus,

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I'm probably going to say it

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wrong because... No, that's right.

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Most people say it wrong, yeah.

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What does Othellus seek to do, right?

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What is its purpose?

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What is its like, you know,

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don't give me the vision statement.

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That's for people who know

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how to write more poetically.

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But like... It's for you.

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Some people will say,

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give me the elevator pitch,

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but I don't like the elevator pitch.

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I still have ADD.

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It's too long.

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I like the falling off a cliff pitch,

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which is I'm about to fall off a cliff.

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What can you get in my ear

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before I actually hit the ground?

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So what does it seek to do?

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What's the big idea?

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Yeah, I mean,

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Athellas is a technology

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first company that's entered health care.

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So they started in this RPM space, right?

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So think of finger prick blood testing.

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They had it geared more

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towards white blood cell.

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They're FDA approved.

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In exploring that,

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they found that the actual

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issue here wasn't about

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giving providers more

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things and cool things to do.

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It was,

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how are they getting actually paid

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for their time?

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And they realized it wasn't

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trying to get them paid

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more on every RPM event.

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It was actually that they

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weren't getting paid for

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every single interaction

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with every single patient.

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And they were essentially

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working for less and less every year.

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They took this approach of

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we're technology.

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We have super,

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super high level engineers

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and incredible people in

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the background that

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understood like how the

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billing cycle worked.

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And they took that

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technology and applied it

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to the revenue cycle,

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being able to essentially

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automate the revenue cycle

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from everything from

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eligibility to submitting

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claims to working denials.

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And that's how they started.

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we we don't like to approach

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it that way and saying like

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all we do is revenue cycle

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management from a high end

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othellus is a technology

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first company that is

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setting out to solve the

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normal everyday today

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problems in healthcare okay

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all right good context so

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now we'll we'll zoom in

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because you guys are pts I

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heard I heard you say that

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you're pts you're like us

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right the audience

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From a business and clinical perspective,

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because a clinic is a business, right?

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We went into PT school.

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We thought we were going to work.

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We call it the Peace Corps gene.

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We're just going to help people, right?

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But to do that, you have to have business,

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right?

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It's some sort of infrastructure, right?

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So from a business and

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clinical perspective,

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how can tech tools do the

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things you're talking about?

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Streamline daily operations

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in something like where you were, Aaron,

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like a couple years ago,

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like a busy PT clinic.

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Yeah.

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And so basically it's giving

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the tools that we have in

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everyday business,

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but in the healthcare

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setting to basically fight

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the fight against insurances.

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And so one thing that I

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didn't be honest as a manager,

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I didn't even know this

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before coming to FLS is, well,

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guess what?

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You know,

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we're talking about AI and if we

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want to incorporate our practice,

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well guess who is

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incorporating into their

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practice insurance companies, right?

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and so um they are actually

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utilizing it um there's

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certain certain insurance

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companies I'm not going to

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name names that were using

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it um to basically

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automatically do denials

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and they were just using

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the ai and this was even on

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peer-to-peer denials right

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so it's supposed to be a pt

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like us reviewing a case

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and saying should we do

00:08:20.898 --> 00:08:21.637
more treatment should we

00:08:21.658 --> 00:08:22.718
not should we not whatever

00:08:22.978 --> 00:08:24.920
they were using ai in these peer-to-peer

00:08:25.406 --> 00:08:25.687
peers,

00:08:25.766 --> 00:08:27.067
I think it was like you can correct

00:08:27.088 --> 00:08:27.869
me if I'm wrong, April,

00:08:27.889 --> 00:08:29.829
but like seven hundred thousand.

00:08:30.170 --> 00:08:32.030
And they did the math and it

00:08:32.071 --> 00:08:34.932
was like seconds per year.

00:08:35.754 --> 00:08:36.073
Yes.

00:08:36.394 --> 00:08:36.693
Right.

00:08:37.174 --> 00:08:39.196
And so basically the idea is

00:08:39.235 --> 00:08:40.836
to give those same tools

00:08:41.096 --> 00:08:42.717
that are using against us

00:08:43.138 --> 00:08:44.799
and put that in the hands of providers.

00:08:45.139 --> 00:08:45.399
Right.

00:08:45.659 --> 00:08:47.181
To fight the fight with

00:08:47.380 --> 00:08:51.264
equal power versus being, you know,

00:08:51.303 --> 00:08:52.464
just run over by those

00:08:52.504 --> 00:08:53.225
insurance companies.

00:08:53.652 --> 00:08:53.991
Yeah.

00:08:54.091 --> 00:08:54.192
Yeah.

00:08:54.211 --> 00:08:55.331
We've talked about this before.

00:08:56.352 --> 00:08:59.013
I still think my friends are

00:08:59.033 --> 00:09:00.394
not necessarily tech savvy.

00:09:00.433 --> 00:09:01.094
They'll admit that.

00:09:01.173 --> 00:09:02.114
So they look at me like I'm

00:09:02.474 --> 00:09:03.774
the person who understands AI.

00:09:03.875 --> 00:09:05.315
And even I'm saying I

00:09:05.394 --> 00:09:06.375
understand it like one

00:09:06.434 --> 00:09:08.316
tenth of one hundredth of one percent.

00:09:08.836 --> 00:09:09.995
And I heard someone, you know,

00:09:10.015 --> 00:09:11.135
I think I started saying

00:09:11.176 --> 00:09:12.397
like or using the analogy

00:09:12.756 --> 00:09:13.836
artificial intelligence is

00:09:13.876 --> 00:09:14.797
like you could chop down a

00:09:14.836 --> 00:09:15.677
tree with an ax or you

00:09:15.697 --> 00:09:17.158
could chop down a tree with a chainsaw.

00:09:18.258 --> 00:09:18.798
And you're going to see

00:09:18.817 --> 00:09:19.839
juice versus squeeze.

00:09:19.899 --> 00:09:20.658
So it's a tool.

00:09:20.739 --> 00:09:21.399
And then I heard someone

00:09:21.418 --> 00:09:22.200
else the other day,

00:09:22.220 --> 00:09:24.360
I think it was Rory Sutherland,

00:09:24.380 --> 00:09:26.402
say artificial intelligence

00:09:26.461 --> 00:09:27.282
isn't necessarily a tool.

00:09:27.302 --> 00:09:27.562
He's like,

00:09:27.581 --> 00:09:28.802
it's an agent because it's the

00:09:28.842 --> 00:09:29.143
difference.

00:09:29.163 --> 00:09:30.163
It's like the chainsaw still

00:09:30.182 --> 00:09:31.283
needs someone to run it.

00:09:31.604 --> 00:09:32.344
This is the kind of thing

00:09:32.364 --> 00:09:33.804
where you can teach it to do something,

00:09:34.684 --> 00:09:35.365
push go.

00:09:35.745 --> 00:09:36.826
And not only will it just go

00:09:36.846 --> 00:09:38.647
around the track like a train,

00:09:38.687 --> 00:09:39.506
like a toy train,

00:09:39.866 --> 00:09:41.988
it'll make decisions and change course.

00:09:42.067 --> 00:09:43.568
It will go off the tracks automatically.

00:09:43.708 --> 00:09:44.649
if you give it parameters

00:09:44.750 --> 00:09:46.551
and it can even react to

00:09:46.571 --> 00:09:48.432
things that you haven't taught it yet.

00:09:48.653 --> 00:09:49.673
So that's where it's not a program.

00:09:49.693 --> 00:09:50.554
It's not just gonna run.

00:09:50.955 --> 00:09:52.416
It thinks and moves and acts.

00:09:52.716 --> 00:09:53.797
And this is eventually we'll

00:09:53.817 --> 00:09:55.359
just get Skynet and the Terminator.

00:09:56.567 --> 00:09:58.107
But you're now highlighting

00:09:58.128 --> 00:09:59.548
like this is accessible to

00:09:59.587 --> 00:10:01.369
people who are just PTs.

00:10:01.408 --> 00:10:03.049
And I'm using air quotes on a podcast,

00:10:03.289 --> 00:10:05.630
which is now you can be using it.

00:10:06.191 --> 00:10:07.032
And I don't want to put

00:10:07.072 --> 00:10:07.871
words in either your mouth,

00:10:07.912 --> 00:10:09.753
but it feels like if you're not using it,

00:10:10.153 --> 00:10:11.094
you are trying to cut down

00:10:11.114 --> 00:10:12.813
a tree with a spoon while

00:10:12.854 --> 00:10:14.934
the people who are also in your sphere,

00:10:15.135 --> 00:10:16.716
other companies, insurance, whatever,

00:10:17.015 --> 00:10:17.797
they're cutting it down

00:10:17.836 --> 00:10:19.096
with robot chainsaws.

00:10:19.116 --> 00:10:19.277
Yeah.

00:10:19.297 --> 00:10:21.698
Yeah.

00:10:23.291 --> 00:10:24.432
But I think another thing to

00:10:24.491 --> 00:10:26.234
jump in there too is that,

00:10:27.235 --> 00:10:28.316
and this is kind of a

00:10:28.456 --> 00:10:30.057
pushback from healthcare in

00:10:30.118 --> 00:10:30.839
general because we don't

00:10:30.859 --> 00:10:31.740
like to change anything,

00:10:31.820 --> 00:10:33.701
is there is folks that

00:10:33.782 --> 00:10:34.543
actually think that

00:10:34.582 --> 00:10:35.644
technology is going to

00:10:35.683 --> 00:10:36.664
replace human beings.

00:10:37.005 --> 00:10:37.505
Yeah.

00:10:37.566 --> 00:10:37.765
Right?

00:10:38.246 --> 00:10:39.268
And a good friend of mine

00:10:39.288 --> 00:10:40.428
who's actually now working with,

00:10:40.448 --> 00:10:41.330
I think you know him well.

00:10:41.350 --> 00:10:42.311
You know Anand Choksi?

00:10:42.331 --> 00:10:42.631
You know him?

00:10:42.652 --> 00:10:43.692
Yeah, yeah, yeah.

00:10:45.114 --> 00:10:45.394
Yeah.

00:10:45.413 --> 00:10:45.793
So he's a good,

00:10:45.813 --> 00:10:46.553
we actually just brought

00:10:46.573 --> 00:10:47.095
him onto our team.

00:10:47.115 --> 00:10:47.455
He says, hi,

00:10:47.475 --> 00:10:48.375
talk to him early this morning,

00:10:48.394 --> 00:10:49.115
said we were going to talk,

00:10:49.755 --> 00:10:52.197
but it's not technology replacing people.

00:10:52.238 --> 00:10:54.119
It's the clinicians, it's the practices,

00:10:54.158 --> 00:10:55.119
it's the leaders that

00:10:55.259 --> 00:10:56.500
understand the use case of

00:10:56.519 --> 00:10:57.500
the technology that will

00:10:57.520 --> 00:10:58.360
replace everything.

00:10:58.701 --> 00:10:58.941
Yeah.

00:10:59.000 --> 00:10:59.160
Right.

00:10:59.181 --> 00:11:00.501
So we're not looking to,

00:11:00.822 --> 00:11:02.322
we're not looking to take

00:11:02.342 --> 00:11:03.663
humans out of the equation.

00:11:03.683 --> 00:11:04.825
We're looking to make humans

00:11:04.845 --> 00:11:06.384
as efficient as we can so

00:11:06.405 --> 00:11:07.385
they could spend their time

00:11:07.405 --> 00:11:08.547
where it's the most necessary.

00:11:09.307 --> 00:11:10.528
we have the data to support

00:11:10.768 --> 00:11:12.048
hey the tech can do this

00:11:12.109 --> 00:11:13.389
very easily efficiently

00:11:13.448 --> 00:11:14.350
without error they don't

00:11:14.370 --> 00:11:15.230
take vacation they'll get

00:11:15.269 --> 00:11:16.490
sick but we need humans

00:11:16.530 --> 00:11:18.152
here if we give the humans

00:11:18.192 --> 00:11:19.272
time they can spend time

00:11:19.292 --> 00:11:20.493
there so we talked about

00:11:20.932 --> 00:11:22.333
the financial strain before

00:11:22.354 --> 00:11:23.294
we actually hit record this

00:11:23.315 --> 00:11:23.995
is why I should just hit

00:11:24.034 --> 00:11:24.794
record as soon as people

00:11:24.835 --> 00:11:25.796
pop on but we talked about

00:11:26.076 --> 00:11:27.496
hey we love we all want

00:11:27.537 --> 00:11:28.456
change we complain for

00:11:28.496 --> 00:11:29.158
change and when we're

00:11:29.217 --> 00:11:29.798
presented with an

00:11:29.817 --> 00:11:30.778
opportunity to change

00:11:30.879 --> 00:11:32.038
myself included we

00:11:32.058 --> 00:11:33.139
typically just say I will

00:11:33.360 --> 00:11:35.360
just not right now um how

00:11:35.561 --> 00:11:36.522
and I heard a great quote I

00:11:36.542 --> 00:11:37.462
love stealing quotes I just

00:11:37.523 --> 00:11:38.123
never remember who said

00:11:38.143 --> 00:11:40.664
them but it's um you won't

00:11:40.705 --> 00:11:41.885
take action until the pain

00:11:41.926 --> 00:11:44.707
of inaction is greater than

00:11:44.727 --> 00:11:45.668
the pain of action so it's

00:11:45.688 --> 00:11:46.269
like I'm not going to get

00:11:46.289 --> 00:11:47.090
off the couch until it

00:11:47.129 --> 00:11:48.311
hurts so much that I just

00:11:48.370 --> 00:11:49.371
feel out of shape or

00:11:49.392 --> 00:11:50.552
whatever I'm not going to

00:11:50.613 --> 00:11:51.933
do it until that hurts more

00:11:51.974 --> 00:11:53.414
than the actual thing so

00:11:53.434 --> 00:11:54.436
we'll talk about a specific

00:11:54.475 --> 00:11:56.177
pain financial strain of

00:11:56.236 --> 00:11:57.577
decreasing reimbursement we

00:11:57.599 --> 00:11:58.839
can get mad at all we want

00:11:59.769 --> 00:12:01.010
yelling about it change it

00:12:01.051 --> 00:12:02.691
though so the rates are are

00:12:02.730 --> 00:12:03.932
growing concern for pts

00:12:04.111 --> 00:12:05.392
what role do you two see

00:12:05.432 --> 00:12:06.832
technology playing in

00:12:06.913 --> 00:12:08.053
helping helping clinics

00:12:08.114 --> 00:12:09.254
maintain profitability

00:12:09.673 --> 00:12:10.754
without compromising

00:12:10.815 --> 00:12:11.554
patient care because if you

00:12:11.575 --> 00:12:12.434
can't do that you're not

00:12:12.455 --> 00:12:13.775
going to exist then there's

00:12:14.035 --> 00:12:15.417
no patient care you have to

00:12:15.437 --> 00:12:16.417
be paying attention to this

00:12:16.756 --> 00:12:17.817
if you are listening so

00:12:18.278 --> 00:12:19.278
when I throw that out there

00:12:19.298 --> 00:12:21.658
no no pressure but how how

00:12:21.678 --> 00:12:22.720
would you how would you sum

00:12:22.740 --> 00:12:23.480
that up or what should we

00:12:23.500 --> 00:12:25.181
be doing in in that in that area

00:12:26.710 --> 00:12:27.010
And Jimmy,

00:12:27.051 --> 00:12:28.493
I love that because that's where

00:12:28.513 --> 00:12:29.053
we start.

00:12:29.134 --> 00:12:31.778
Again, how Othellus approaches it, right?

00:12:31.878 --> 00:12:32.619
It's education.

00:12:33.019 --> 00:12:35.583
We have practices, good friends of mine,

00:12:35.624 --> 00:12:37.527
colleagues, friends, kind of in between.

00:12:38.615 --> 00:12:39.936
they'll tell me they have a biller.

00:12:40.636 --> 00:12:41.317
I'm like, hey,

00:12:41.336 --> 00:12:42.738
this is kind of the space where I'm like,

00:12:42.778 --> 00:12:43.379
oh, I'm good.

00:12:43.479 --> 00:12:44.159
I have a bill.

00:12:44.240 --> 00:12:44.899
It's like, of course you do.

00:12:44.919 --> 00:12:45.600
The lights are on.

00:12:45.841 --> 00:12:46.620
You submit claims.

00:12:46.662 --> 00:12:48.403
I hope you have a biller, right?

00:12:48.423 --> 00:12:50.224
So even in our essence, it's education.

00:12:50.524 --> 00:12:52.326
Like when we talk to a practice,

00:12:52.785 --> 00:12:53.767
we take an approach.

00:12:53.846 --> 00:12:55.389
We don't have any money involved.

00:12:55.448 --> 00:12:56.950
It's completely complimentary,

00:12:57.250 --> 00:12:58.010
no obligation.

00:12:58.051 --> 00:12:59.552
We just jump in with a practice.

00:12:59.591 --> 00:13:01.133
We pull their data and we

00:13:01.173 --> 00:13:02.374
build them this dashboard.

00:13:02.714 --> 00:13:03.914
And it's for education.

00:13:04.056 --> 00:13:05.836
It's how are you actually doing?

00:13:05.917 --> 00:13:08.078
And they have, Jimmy, they have no idea.

00:13:08.418 --> 00:13:09.600
I'm talking about, on paper,

00:13:09.841 --> 00:13:11.121
successful practices.

00:13:11.361 --> 00:13:12.423
Everyone knows who they are.

00:13:12.764 --> 00:13:13.945
We rip off the Band-Aid.

00:13:14.225 --> 00:13:15.886
We pull every single metric

00:13:16.067 --> 00:13:18.229
that you possibly could

00:13:18.249 --> 00:13:20.030
think of that would show,

00:13:20.471 --> 00:13:22.854
is your process in a place

00:13:23.114 --> 00:13:24.075
where you're pushing

00:13:24.134 --> 00:13:25.277
success for the practice?

00:13:25.797 --> 00:13:27.437
And the overwhelming answer

00:13:27.477 --> 00:13:28.518
is absolutely not.

00:13:28.878 --> 00:13:30.458
And then we can walk them through these,

00:13:30.778 --> 00:13:32.458
you know, normal metrics for business.

00:13:32.499 --> 00:13:33.659
But for some reason, health care,

00:13:33.679 --> 00:13:35.120
it's the sexy thing to talk about,

00:13:35.159 --> 00:13:36.041
like transparency.

00:13:36.061 --> 00:13:36.360
It's like,

00:13:36.681 --> 00:13:38.100
how are you collecting based on

00:13:38.160 --> 00:13:38.922
your locality?

00:13:39.282 --> 00:13:39.522
Right.

00:13:39.841 --> 00:13:41.341
How is your buckets of work

00:13:41.461 --> 00:13:42.682
of claims looking?

00:13:42.982 --> 00:13:45.163
Are you getting paid before this this

00:13:46.163 --> 00:13:46.524
dark,

00:13:46.924 --> 00:13:48.666
ninety day period where insurance

00:13:48.706 --> 00:13:50.227
companies have just decided

00:13:50.268 --> 00:13:51.349
they're not going to pay us.

00:13:51.908 --> 00:13:53.029
How are you getting how are

00:13:53.049 --> 00:13:54.451
you doing with every code?

00:13:54.552 --> 00:13:56.352
How are you getting paid with every payer?

00:13:56.974 --> 00:13:57.474
And again,

00:13:57.914 --> 00:13:59.155
I'm not talking about the people

00:13:59.196 --> 00:14:00.496
who know they're bleeding.

00:14:00.797 --> 00:14:03.099
The worst cases we have that

00:14:03.139 --> 00:14:03.779
turn into these

00:14:04.421 --> 00:14:06.022
outrageously lucrative

00:14:06.322 --> 00:14:07.243
partnerships for these

00:14:07.283 --> 00:14:08.604
practices to work with us

00:14:08.644 --> 00:14:09.946
is because they're like, oh, my God,

00:14:10.326 --> 00:14:12.368
I have no idea.

00:14:12.467 --> 00:14:12.607
Yeah.

00:14:12.727 --> 00:14:13.587
That I wasn't working.

00:14:13.727 --> 00:14:14.589
I have to do two or three

00:14:14.629 --> 00:14:15.668
more surgeries every week.

00:14:15.788 --> 00:14:16.929
I got to see ten more patients.

00:14:17.330 --> 00:14:18.571
I got to ask my staff to

00:14:18.971 --> 00:14:20.051
pick up Saturday mornings

00:14:20.370 --> 00:14:21.351
so that we can pay the

00:14:21.812 --> 00:14:22.572
front desk because we're

00:14:22.591 --> 00:14:23.773
making less and less and less.

00:14:24.312 --> 00:14:25.092
So that's our essence.

00:14:25.153 --> 00:14:25.874
It's education.

00:14:26.274 --> 00:14:28.294
You can talk all you want about AI.

00:14:28.315 --> 00:14:29.875
You can talk about all these

00:14:29.916 --> 00:14:32.236
different tools, these different add-ons.

00:14:32.256 --> 00:14:33.216
You could have your practice

00:14:33.236 --> 00:14:35.677
to be more ROI,

00:14:35.738 --> 00:14:37.219
revenue generating streams.

00:14:37.639 --> 00:14:39.100
They have no clue how

00:14:39.120 --> 00:14:40.200
they're doing with every

00:14:40.240 --> 00:14:40.960
single interaction.

00:14:40.980 --> 00:14:41.921
So that's our basis.

00:14:42.360 --> 00:14:43.240
This is what it is.

00:14:43.861 --> 00:14:44.822
This is how it feels.

00:14:44.961 --> 00:14:46.143
I'm sorry sometimes.

00:14:46.462 --> 00:14:47.523
And then we can walk through

00:14:47.543 --> 00:14:49.524
the tech and then educate.

00:14:49.865 --> 00:14:51.684
This is how the tech moves

00:14:51.725 --> 00:14:54.086
those numbers in ways that

00:14:54.106 --> 00:14:55.407
matter for the practice, right?

00:14:56.168 --> 00:14:57.427
Which direction they need to move.

00:14:57.648 --> 00:14:58.849
Let's talk about the tech in a second.

00:14:59.428 --> 00:15:00.408
But what's the reason?

00:15:00.590 --> 00:15:00.809
Are we...

00:15:01.899 --> 00:15:02.900
is it a blind spot?

00:15:03.041 --> 00:15:04.201
Do we just jump in and we,

00:15:04.442 --> 00:15:06.504
we have our eyes set on helping people.

00:15:06.543 --> 00:15:07.845
So we just run as fast as we

00:15:07.884 --> 00:15:08.605
can to get to that.

00:15:08.926 --> 00:15:10.086
And we skip steps.

00:15:10.106 --> 00:15:11.707
I mean, you're,

00:15:11.748 --> 00:15:12.609
what you're doing is like

00:15:12.649 --> 00:15:13.990
bar rescue for clinics, right?

00:15:14.009 --> 00:15:14.669
You're saying like,

00:15:14.750 --> 00:15:15.331
you're going to blow up in

00:15:15.350 --> 00:15:16.211
your books and we're going

00:15:16.230 --> 00:15:17.272
to show the processes and

00:15:17.292 --> 00:15:18.072
you tell me how much you're

00:15:18.092 --> 00:15:18.732
paying for chicken.

00:15:18.753 --> 00:15:19.933
And we're going to be like, dude,

00:15:19.994 --> 00:15:21.054
you got to look at these things.

00:15:21.095 --> 00:15:21.936
But a lot of times we don't

00:15:21.956 --> 00:15:22.897
like to look under the bed

00:15:22.917 --> 00:15:23.576
because that's where the

00:15:23.616 --> 00:15:24.398
dust bunnies are.

00:15:24.798 --> 00:15:25.558
So what's the reason?

00:15:26.219 --> 00:15:26.940
Are we,

00:15:26.980 --> 00:15:28.681
are humans humaning and themselves

00:15:28.701 --> 00:15:29.341
into this problem?

00:15:30.269 --> 00:15:31.370
I'm going to let Abel answer

00:15:31.431 --> 00:15:32.451
this one because he already,

00:15:32.532 --> 00:15:34.053
I know who he's going to blame for this.

00:15:34.073 --> 00:15:35.414
Well, yeah, I mean,

00:15:35.434 --> 00:15:36.076
don't get me started

00:15:36.096 --> 00:15:37.076
because I have good relations there.

00:15:38.118 --> 00:15:38.379
But look,

00:15:38.599 --> 00:15:40.139
providers need to be good at

00:15:40.200 --> 00:15:41.061
providing health care.

00:15:41.282 --> 00:15:43.043
This is our fault by putting

00:15:43.082 --> 00:15:45.285
health care in the same bucket as Apple,

00:15:45.485 --> 00:15:47.488
you know, as Microsoft, right?

00:15:47.807 --> 00:15:48.889
If you take stakeholder

00:15:48.909 --> 00:15:50.071
value and put it next to

00:15:50.650 --> 00:15:51.773
what is the provider's goal?

00:15:52.253 --> 00:15:54.014
What is the provider's goal there?

00:15:54.354 --> 00:15:56.056
They could not be more separated.

00:15:56.355 --> 00:15:57.256
What you're going to do

00:15:57.277 --> 00:15:58.616
that's the best decision to

00:15:58.657 --> 00:15:59.677
make money in your practice

00:15:59.977 --> 00:16:01.318
has nothing to do with the

00:16:01.339 --> 00:16:02.320
best thing for the patient.

00:16:02.620 --> 00:16:03.280
It just doesn't.

00:16:03.561 --> 00:16:05.261
And we're trying to figure out how it does,

00:16:05.682 --> 00:16:05.902
right?

00:16:06.243 --> 00:16:07.823
If someone walks in and the

00:16:07.864 --> 00:16:08.484
best thing you could

00:16:08.524 --> 00:16:09.705
possibly do for them is

00:16:09.924 --> 00:16:11.206
some rehab and some time

00:16:11.245 --> 00:16:13.148
and some scaling back and some activity,

00:16:13.956 --> 00:16:14.777
but you could give them an

00:16:14.817 --> 00:16:16.097
injection and you can't get

00:16:16.158 --> 00:16:17.019
sued and I can make five

00:16:17.038 --> 00:16:17.859
hundred bucks on that.

00:16:18.179 --> 00:16:18.879
Like you've just put this

00:16:18.919 --> 00:16:20.621
practice in a big conundrum because,

00:16:20.662 --> 00:16:20.822
you know,

00:16:20.861 --> 00:16:22.302
it's this continuum of what's right.

00:16:22.722 --> 00:16:23.563
It's literally putting

00:16:23.624 --> 00:16:24.784
providers in a position

00:16:24.804 --> 00:16:26.105
where they don't have an MBA.

00:16:26.145 --> 00:16:27.326
They haven't ran businesses.

00:16:27.626 --> 00:16:28.528
And then you're asking them

00:16:28.548 --> 00:16:30.330
to take the care that they're rendering,

00:16:31.230 --> 00:16:32.130
but also asking them to

00:16:32.171 --> 00:16:33.172
remember that oath that

00:16:33.192 --> 00:16:35.052
they took at the same time.

00:16:35.374 --> 00:16:36.114
It's just bandwidth.

00:16:36.153 --> 00:16:36.835
How do you do that?

00:16:37.215 --> 00:16:37.696
Right.

00:16:37.716 --> 00:16:37.956
All right.

00:16:37.975 --> 00:16:38.696
So let's talk about how you

00:16:38.756 --> 00:16:40.057
actually do that is like.

00:16:40.764 --> 00:16:42.125
Do you plug into an EMR?

00:16:42.225 --> 00:16:42.706
Are you an EMR?

00:16:42.725 --> 00:16:43.046
I mean,

00:16:43.285 --> 00:16:44.485
I on purpose do a little bit of

00:16:44.525 --> 00:16:45.427
research on companies,

00:16:45.466 --> 00:16:47.067
but not too much because I

00:16:47.086 --> 00:16:47.967
like to come into it with a

00:16:47.988 --> 00:16:48.927
little bit of naivete

00:16:48.947 --> 00:16:50.389
because the audience typically does too.

00:16:50.788 --> 00:16:51.908
So if they knew nothing,

00:16:52.068 --> 00:16:52.869
if the first time they were

00:16:52.908 --> 00:16:54.289
experiencing this was this, this, this,

00:16:54.309 --> 00:16:55.450
this, this, this, this, this, this, this,

00:16:55.470 --> 00:16:56.331
this, this, this, this, this, this, this,

00:16:56.431 --> 00:16:57.390
this, this, this, this, this, this, this,

00:16:57.410 --> 00:16:58.471
this, this, this, this, this, this, this,

00:16:58.491 --> 00:16:59.392
this, this, this, this, this, this, this,

00:16:59.412 --> 00:17:00.312
this, this, this, this, this, this, this,

00:17:00.331 --> 00:17:01.332
this, this, this, this, this, this, this,

00:17:01.352 --> 00:17:02.432
this, this, this, this, this, this, this,

00:17:02.452 --> 00:17:03.352
this, this, this, this, this, this, this,

00:17:03.373 --> 00:17:04.134
this, this, this, this, this, this, this,

00:17:04.433 --> 00:17:05.034
this, this, this, this,

00:17:07.151 --> 00:17:09.314
uh, so our approach is again,

00:17:09.653 --> 00:17:11.175
it has to work for the practice.

00:17:11.436 --> 00:17:11.636
Sure.

00:17:11.836 --> 00:17:11.916
I,

00:17:12.357 --> 00:17:14.800
I wish you could buy this off Amazon and

00:17:14.840 --> 00:17:15.902
plug it in and it just

00:17:15.961 --> 00:17:16.782
worked for everybody.

00:17:17.163 --> 00:17:17.364
Right.

00:17:17.683 --> 00:17:18.986
We would all make way more money.

00:17:19.046 --> 00:17:19.787
It'd be efficient.

00:17:19.846 --> 00:17:21.568
It would, it would, it would, um,

00:17:22.289 --> 00:17:23.750
be something that everyone could use.

00:17:24.050 --> 00:17:25.030
Unfortunately, healthcare,

00:17:25.371 --> 00:17:26.830
if your practice was across the street,

00:17:26.871 --> 00:17:27.570
you were a competitor,

00:17:27.611 --> 00:17:29.291
we had the same payer mix, same size,

00:17:29.571 --> 00:17:30.791
we're going to operate very,

00:17:30.832 --> 00:17:31.512
very differently.

00:17:32.153 --> 00:17:33.532
That's just how healthcare is, right?

00:17:33.952 --> 00:17:36.233
So our approach is more

00:17:36.294 --> 00:17:39.214
taking a provider's EMR

00:17:40.115 --> 00:17:40.974
that is web-based.

00:17:40.994 --> 00:17:43.276
So as long as we can get into that EMR,

00:17:43.915 --> 00:17:45.297
We basically build out,

00:17:45.936 --> 00:17:46.798
I'm not going to call it an

00:17:46.817 --> 00:17:47.479
integration because

00:17:47.499 --> 00:17:48.459
integration means you put

00:17:48.499 --> 00:17:49.440
buttons on EMRs.

00:17:49.819 --> 00:17:51.340
We basically build through a

00:17:51.381 --> 00:17:52.622
technology where we can

00:17:52.682 --> 00:17:54.022
capture the data and we

00:17:54.063 --> 00:17:55.663
pull the data all day long

00:17:55.743 --> 00:17:56.605
onto our system.

00:17:56.924 --> 00:17:58.105
And the practice essentially

00:17:58.205 --> 00:17:59.686
lives on our system for

00:17:59.767 --> 00:18:00.928
every single thing they do

00:18:00.968 --> 00:18:02.769
in terms of eligibility to

00:18:02.788 --> 00:18:04.971
claim submissions to denial management.

00:18:04.990 --> 00:18:05.191
Got it.

00:18:06.551 --> 00:18:07.333
You've got a way to sort of

00:18:07.353 --> 00:18:08.432
pop open their hood and

00:18:08.452 --> 00:18:09.173
take a look without

00:18:09.233 --> 00:18:09.814
actually having to

00:18:09.874 --> 00:18:11.695
necessarily formally plug in.

00:18:12.414 --> 00:18:13.375
We don't have to do any of it.

00:18:13.415 --> 00:18:15.936
In fact, when we work with the practice,

00:18:16.217 --> 00:18:17.518
really all we need to do is

00:18:17.557 --> 00:18:19.519
have a BAA sign because no

00:18:19.699 --> 00:18:21.000
one likes to get in trouble by HIPAA.

00:18:21.039 --> 00:18:21.900
It's kind of a big deal.

00:18:22.279 --> 00:18:23.340
And then basically all we do

00:18:23.381 --> 00:18:24.642
is get like login

00:18:24.662 --> 00:18:25.662
credentials where we can

00:18:25.701 --> 00:18:26.702
pull the data from wherever

00:18:26.742 --> 00:18:27.623
payments are posted and we

00:18:27.643 --> 00:18:28.763
can build them that dashboard.

00:18:29.223 --> 00:18:29.564
Got it.

00:18:29.663 --> 00:18:29.903
Okay.

00:18:29.923 --> 00:18:30.505
All right.

00:18:30.545 --> 00:18:32.905
So I'm seeing how this is going to help.

00:18:33.686 --> 00:18:35.126
What are some of the successes?

00:18:35.267 --> 00:18:36.968
So now we understand who's involved,

00:18:37.868 --> 00:18:39.309
what the problem is.

00:18:39.410 --> 00:18:41.471
Right now we're charting out a good story.

00:18:41.730 --> 00:18:43.372
Every good story has to have a problem,

00:18:43.432 --> 00:18:43.612
right?

00:18:43.652 --> 00:18:44.873
Frodo's going to destroy the ring.

00:18:44.952 --> 00:18:46.153
I understand what the problem is.

00:18:46.493 --> 00:18:49.194
And now the journey is set forth.

00:18:50.615 --> 00:18:51.836
What are some of the successes?

00:18:51.936 --> 00:18:53.657
Like you guys said we can do this.

00:18:54.397 --> 00:18:56.201
how does it how does it how

00:18:56.261 --> 00:18:57.364
has it worked like what are

00:18:57.403 --> 00:18:58.286
you don't have to use real

00:18:58.326 --> 00:18:59.067
names or anything like that

00:18:59.086 --> 00:19:00.128
you can anonymize it but

00:19:00.750 --> 00:19:02.012
what do people what does

00:19:02.053 --> 00:19:02.874
success look like what's

00:19:02.894 --> 00:19:03.997
the after photo in the

00:19:04.037 --> 00:19:05.018
before and after photo

00:19:06.644 --> 00:19:07.825
yeah I mean I love that

00:19:07.865 --> 00:19:08.704
question because I would

00:19:08.744 --> 00:19:09.765
say who's asking me that

00:19:09.805 --> 00:19:11.405
question because if I talk

00:19:11.425 --> 00:19:13.787
to a front desk right

00:19:13.807 --> 00:19:14.507
that's there's too many

00:19:14.567 --> 00:19:15.728
answers there but if I have

00:19:15.748 --> 00:19:17.308
a front desk person right

00:19:17.368 --> 00:19:18.328
and they they run it that's

00:19:18.348 --> 00:19:19.230
a totally different answer

00:19:19.269 --> 00:19:20.609
than talking to the person

00:19:20.690 --> 00:19:21.891
on the top who runs the

00:19:21.911 --> 00:19:23.351
business but at the end of

00:19:23.391 --> 00:19:24.932
the day our metrics tell us

00:19:24.951 --> 00:19:26.173
that ninety five percent of

00:19:26.212 --> 00:19:27.633
our partners are making

00:19:27.712 --> 00:19:29.713
more money per claim you

00:19:29.733 --> 00:19:30.615
know and how are they

00:19:30.634 --> 00:19:31.914
making more money per claim

00:19:32.275 --> 00:19:33.675
well our first pass rate

00:19:33.816 --> 00:19:35.576
right so submitting cleaner claims

00:19:36.670 --> 00:19:39.391
having denial management in real time.

00:19:39.811 --> 00:19:40.672
So essentially what we're

00:19:40.731 --> 00:19:42.232
able to do is take an AI

00:19:42.752 --> 00:19:44.193
and attach it where when a

00:19:44.233 --> 00:19:46.654
denial comes in, we grab the denial,

00:19:46.755 --> 00:19:47.996
we match it to the most

00:19:48.076 --> 00:19:49.195
up-to-date payer policy,

00:19:49.516 --> 00:19:50.876
and we constantly are resubmitting.

00:19:51.237 --> 00:19:52.758
But we're not doing this one at a time.

00:19:53.077 --> 00:19:53.999
We're taking a denial,

00:19:54.419 --> 00:19:55.358
we're matching it to all

00:19:55.378 --> 00:19:56.319
the other denials that have

00:19:56.359 --> 00:19:57.039
the same reason,

00:19:57.059 --> 00:19:58.661
the same Karkin work codes attached,

00:19:58.681 --> 00:19:59.662
so the same fix.

00:20:00.162 --> 00:20:01.182
We bundle them together and

00:20:01.201 --> 00:20:01.843
then resubmit them.

00:20:02.563 --> 00:20:03.663
That has to happen in real

00:20:03.703 --> 00:20:05.545
time because insurances on

00:20:05.565 --> 00:20:06.685
a Wednesday can decide

00:20:06.705 --> 00:20:07.946
they're going to change payer policy.

00:20:08.248 --> 00:20:09.949
It's like hitting the ball to third base.

00:20:10.229 --> 00:20:11.769
They punt it into left field and say,

00:20:11.789 --> 00:20:12.171
you're out.

00:20:12.611 --> 00:20:13.010
And you're like,

00:20:13.050 --> 00:20:13.832
we got to throw it to first.

00:20:13.852 --> 00:20:14.393
Well, not today.

00:20:14.413 --> 00:20:14.853
You don't like it.

00:20:14.873 --> 00:20:16.074
Stop playing baseball.

00:20:16.173 --> 00:20:17.414
Well, I can't stop playing baseball.

00:20:17.454 --> 00:20:18.296
I can't stop taking blue

00:20:18.316 --> 00:20:19.497
cross because blue cross is

00:20:19.836 --> 00:20:20.978
ninety percent of my payer mix.

00:20:21.077 --> 00:20:21.377
Right.

00:20:21.798 --> 00:20:23.900
So as we're constantly doing that,

00:20:24.401 --> 00:20:26.842
really where the sauce is, is.

00:20:27.702 --> 00:20:29.023
our rules engine on the front end.

00:20:29.064 --> 00:20:31.505
So as we learn new rules in real time,

00:20:32.226 --> 00:20:33.425
we're constantly updating

00:20:33.465 --> 00:20:34.646
the front end with

00:20:35.307 --> 00:20:37.128
essentially an AI rules engine.

00:20:37.148 --> 00:20:38.750
So tomorrow, Jimmy,

00:20:38.769 --> 00:20:40.069
when you submit twenty more

00:20:40.130 --> 00:20:41.550
claims with the same payer,

00:20:41.971 --> 00:20:43.051
they're leaving cleaner.

00:20:43.491 --> 00:20:44.012
So it means

00:20:44.853 --> 00:20:46.454
first pass rates higher.

00:20:47.316 --> 00:20:48.897
Our denial rates are less

00:20:48.917 --> 00:20:51.141
than two percent across our platform.

00:20:51.161 --> 00:20:52.643
We have five billion dollars

00:20:52.962 --> 00:20:54.664
as of today that's growing.

00:20:54.986 --> 00:20:55.405
But as of today,

00:20:55.425 --> 00:20:56.446
there's five billion

00:20:56.467 --> 00:20:57.888
dollars going through our system.

00:20:58.652 --> 00:20:59.792
right you're talking about

00:20:59.833 --> 00:21:01.134
claims hitting ninety days

00:21:01.413 --> 00:21:02.374
that's work you've done

00:21:02.574 --> 00:21:04.476
you've you've worked for it

00:21:04.496 --> 00:21:05.076
you've done the right

00:21:05.115 --> 00:21:06.336
things you just couldn't do

00:21:06.356 --> 00:21:08.077
this denial management type

00:21:08.117 --> 00:21:09.979
of thing as fast our

00:21:09.999 --> 00:21:11.279
denials in terms of

00:21:11.559 --> 00:21:13.221
percentages if you look at

00:21:13.240 --> 00:21:14.340
like the percentage of

00:21:14.402 --> 00:21:15.882
ninety plus day money for

00:21:15.942 --> 00:21:17.363
us that benchmark is ten

00:21:17.403 --> 00:21:19.704
percent or lower so in the single digits

00:21:20.505 --> 00:21:21.704
which just means it's a

00:21:21.744 --> 00:21:22.705
fancy way of saying the

00:21:22.726 --> 00:21:23.546
money's going into your

00:21:23.566 --> 00:21:25.226
bank account and not into a

00:21:25.486 --> 00:21:26.326
payer's bank account

00:21:26.346 --> 00:21:27.826
because they just made it hard on us.

00:21:27.906 --> 00:21:29.326
Right, right, right.

00:21:29.366 --> 00:21:29.906
All right.

00:21:29.926 --> 00:21:31.248
And then I'll touch on that a little bit.

00:21:31.268 --> 00:21:33.008
So like exactly what he's saying is true,

00:21:33.087 --> 00:21:33.867
but what does that look

00:21:33.907 --> 00:21:35.449
like real time to the clinic?

00:21:35.669 --> 00:21:37.288
And kind of, we said it earlier,

00:21:37.348 --> 00:21:38.388
what is doing and giving

00:21:38.409 --> 00:21:40.930
the power back to the providers, right?

00:21:40.990 --> 00:21:42.549
And so what it does is it

00:21:42.609 --> 00:21:45.371
allows them to grow how they want to grow,

00:21:45.411 --> 00:21:45.611
right?

00:21:45.990 --> 00:21:47.069
We've had clinics that the

00:21:47.390 --> 00:21:48.269
increased profit has

00:21:48.309 --> 00:21:49.131
allowed them to open

00:21:49.250 --> 00:21:52.230
another location and grow as a business.

00:21:52.570 --> 00:21:53.810
We've had business and this is,

00:21:53.891 --> 00:21:54.872
I've seen this on the PT

00:21:54.892 --> 00:21:55.892
side of things with the

00:21:55.912 --> 00:21:57.112
decrease in reimbursement

00:21:57.432 --> 00:21:58.771
where they're struggling to pay.

00:21:59.011 --> 00:21:59.231
Right.

00:21:59.271 --> 00:22:00.232
And so what are they doing?

00:22:00.692 --> 00:22:00.772
Um,

00:22:00.873 --> 00:22:02.113
unfortunately we see this a lot is

00:22:02.153 --> 00:22:02.313
they're,

00:22:02.512 --> 00:22:03.893
they're cutting staff positions

00:22:03.952 --> 00:22:05.673
like front desk techs,

00:22:05.993 --> 00:22:06.653
which what is it that's

00:22:06.673 --> 00:22:07.634
taken away from the patient

00:22:07.693 --> 00:22:10.013
experience as increased profit.

00:22:10.433 --> 00:22:13.494
What it does is it gives you the ability.

00:22:14.021 --> 00:22:15.923
to make cuts in the back end

00:22:15.942 --> 00:22:17.124
that is not going to take

00:22:17.144 --> 00:22:18.345
away from the patient experience,

00:22:18.444 --> 00:22:19.205
which in my opinion is the

00:22:19.246 --> 00:22:20.385
most important part.

00:22:20.526 --> 00:22:20.686
Right.

00:22:21.166 --> 00:22:23.268
I was going to say,

00:22:23.288 --> 00:22:23.868
it sounds like you're

00:22:23.888 --> 00:22:24.429
getting paid more

00:22:24.469 --> 00:22:28.432
consistently at a higher rate faster.

00:22:30.904 --> 00:22:31.525
Yeah.

00:22:31.585 --> 00:22:32.744
And then I would also add

00:22:33.105 --> 00:22:34.185
because this again,

00:22:34.246 --> 00:22:36.145
if this is my experience as a clinician,

00:22:36.546 --> 00:22:37.806
I have no idea what my bill is doing.

00:22:38.105 --> 00:22:38.866
You have a third party.

00:22:38.906 --> 00:22:39.487
It's expensive.

00:22:39.527 --> 00:22:40.326
I think they're doing good.

00:22:40.547 --> 00:22:41.227
But then they send you a

00:22:41.247 --> 00:22:42.166
bucket of claims every

00:22:42.227 --> 00:22:43.208
Friday and it seems like

00:22:43.248 --> 00:22:44.188
it's the hardest bucket of

00:22:44.228 --> 00:22:44.948
claims to work.

00:22:45.528 --> 00:22:45.748
Right.

00:22:45.788 --> 00:22:47.387
So a huge component of what

00:22:47.428 --> 00:22:49.189
we do because we're able to

00:22:49.249 --> 00:22:51.209
pull data all day long is

00:22:51.229 --> 00:22:52.148
we're able to give

00:22:52.249 --> 00:22:53.910
practices something that

00:22:53.950 --> 00:22:55.069
seems like the Holy Grail.

00:22:55.109 --> 00:22:55.269
Right.

00:22:55.289 --> 00:22:57.490
Which is real time data and analytics,

00:22:57.529 --> 00:22:58.590
transparency and what's

00:22:58.631 --> 00:22:59.411
going on into this

00:23:00.131 --> 00:23:01.833
weird thing known as RCM.

00:23:01.873 --> 00:23:02.012
I mean,

00:23:02.032 --> 00:23:04.036
I had a call the other day with a I

00:23:04.096 --> 00:23:05.116
thought he was like the

00:23:05.156 --> 00:23:06.239
who's who of this practice

00:23:06.298 --> 00:23:07.759
had no idea what RCM even meant.

00:23:08.161 --> 00:23:08.361
Right.

00:23:08.421 --> 00:23:09.502
Didn't know the acronym.

00:23:09.542 --> 00:23:10.443
And I'm pretty sure he was

00:23:10.463 --> 00:23:11.064
in charge of it.

00:23:11.404 --> 00:23:12.086
Scary stuff.

00:23:12.125 --> 00:23:12.326
Right.

00:23:12.625 --> 00:23:13.446
But we're able to show a

00:23:13.487 --> 00:23:14.669
practice in real time,

00:23:14.709 --> 00:23:16.810
like what's going on with every payer.

00:23:17.372 --> 00:23:18.792
Like, how are you getting paid on them?

00:23:19.113 --> 00:23:20.333
What are those metrics look like?

00:23:21.153 --> 00:23:22.394
It's kind of doing away with

00:23:22.433 --> 00:23:23.913
the we have a third party

00:23:23.933 --> 00:23:24.535
and we have an account

00:23:24.575 --> 00:23:25.595
manager in three weeks.

00:23:25.615 --> 00:23:27.336
We can have a meeting and go over reports.

00:23:27.415 --> 00:23:28.556
This is like I have access.

00:23:28.655 --> 00:23:29.776
I could log in whenever I want.

00:23:29.935 --> 00:23:31.217
It'll be different this afternoon.

00:23:31.836 --> 00:23:32.797
If there's a report there

00:23:32.817 --> 00:23:33.538
that I want to know.

00:23:34.077 --> 00:23:35.198
That was kind of cool.

00:23:35.238 --> 00:23:35.698
You guys see that?

00:23:35.718 --> 00:23:35.939
Yeah.

00:23:38.171 --> 00:23:39.271
if there's something you want to know,

00:23:39.291 --> 00:23:40.511
there's a report there and

00:23:40.571 --> 00:23:41.652
I can download that report,

00:23:41.692 --> 00:23:43.012
put in the parameters that I want.

00:23:43.073 --> 00:23:43.692
And it's again,

00:23:43.792 --> 00:23:45.374
real time actionable data

00:23:45.733 --> 00:23:47.134
to give business owners

00:23:47.194 --> 00:23:48.694
tools to actually make

00:23:48.954 --> 00:23:50.076
business decisions.

00:23:50.175 --> 00:23:50.516
Right.

00:23:50.836 --> 00:23:51.135
Right.

00:23:51.236 --> 00:23:51.915
Instead of guessing.

00:23:52.797 --> 00:23:53.037
Yeah.

00:23:53.076 --> 00:23:54.317
You brought up, you brought up staffing,

00:23:54.997 --> 00:23:56.298
which is also outside of

00:23:56.357 --> 00:23:58.419
paying another issue that

00:23:59.159 --> 00:24:00.259
big companies come to me

00:24:00.298 --> 00:24:01.119
about and want to do

00:24:01.160 --> 00:24:02.259
episodes about or want to

00:24:02.299 --> 00:24:03.119
talk to me because I've

00:24:03.160 --> 00:24:04.921
talked to other people and

00:24:05.020 --> 00:24:06.161
the answer usually is just

00:24:06.201 --> 00:24:07.141
like I give a very pt

00:24:07.181 --> 00:24:08.121
answer too which is it

00:24:08.161 --> 00:24:10.602
depends right what's the

00:24:10.662 --> 00:24:11.922
setup but staffing

00:24:11.942 --> 00:24:12.942
shortages have been this

00:24:12.982 --> 00:24:14.103
challenge across healthcare

00:24:14.123 --> 00:24:15.782
and other industries how do

00:24:15.803 --> 00:24:16.743
you we'll pivot a little

00:24:16.763 --> 00:24:17.864
bit and go away from

00:24:17.983 --> 00:24:19.564
payment and denials to this

00:24:19.904 --> 00:24:20.605
how do you think clinics

00:24:20.744 --> 00:24:21.525
clinics can leverage

00:24:21.545 --> 00:24:23.365
technology to operate more

00:24:23.384 --> 00:24:25.306
efficiently with fewer staff

00:24:29.337 --> 00:24:30.659
Yeah, so one, the increased payment,

00:24:30.699 --> 00:24:31.179
obviously,

00:24:31.539 --> 00:24:32.760
but also one thing we haven't

00:24:32.780 --> 00:24:34.922
even talked about is we

00:24:35.041 --> 00:24:36.942
also have AI dictation

00:24:37.104 --> 00:24:38.344
ambient listening software,

00:24:38.664 --> 00:24:40.246
which basically does,

00:24:40.665 --> 00:24:41.946
for a very broad spectrum,

00:24:42.047 --> 00:24:43.147
does the documentation for

00:24:43.167 --> 00:24:45.108
the patient or for the PTs

00:24:45.169 --> 00:24:46.670
or any of the clinicians

00:24:46.710 --> 00:24:48.590
where it listens to the

00:24:48.631 --> 00:24:51.353
conversation between the PT

00:24:51.653 --> 00:24:53.815
and the patient and creates

00:24:53.974 --> 00:24:55.096
a note out of that that we

00:24:55.135 --> 00:24:56.717
can input into the

00:24:58.248 --> 00:25:01.172
whatever EMR they may have to, again,

00:25:01.352 --> 00:25:04.276
let the PT do more of their work, right?

00:25:04.336 --> 00:25:05.698
Instead of typing all day

00:25:06.117 --> 00:25:07.500
and on the computer all day,

00:25:07.519 --> 00:25:08.821
it allows them to listen to

00:25:09.740 --> 00:25:10.781
In terms of staffing,

00:25:10.842 --> 00:25:12.162
this can work kind of twofold.

00:25:12.502 --> 00:25:12.702
One,

00:25:12.942 --> 00:25:14.022
obviously if you're coming from a

00:25:14.063 --> 00:25:14.943
business standpoint,

00:25:15.644 --> 00:25:16.865
if you're not have to do as

00:25:16.924 --> 00:25:17.865
much documentation,

00:25:17.944 --> 00:25:19.465
it allows you to freeze you

00:25:19.506 --> 00:25:21.027
up to see more patients.

00:25:22.087 --> 00:25:23.788
Not a lot of PTs are excited to hear that,

00:25:23.949 --> 00:25:26.170
but if we're looking purely

00:25:26.190 --> 00:25:27.651
at a business position,

00:25:27.730 --> 00:25:28.931
it gives you that opportunity.

00:25:29.231 --> 00:25:30.832
But what it also does is

00:25:30.951 --> 00:25:33.394
it's going to decrease that burnout.

00:25:34.194 --> 00:25:35.895
We both complained about

00:25:35.996 --> 00:25:36.737
documentation at the

00:25:36.757 --> 00:25:37.737
beginning of this podcast.

00:25:38.097 --> 00:25:38.357
Right.

00:25:38.438 --> 00:25:39.479
And so if you take out

00:25:39.578 --> 00:25:40.878
ninety percent of that typing,

00:25:41.420 --> 00:25:42.000
guess what?

00:25:42.400 --> 00:25:42.681
You know,

00:25:43.101 --> 00:25:44.521
that burnout is going to go away

00:25:44.721 --> 00:25:45.502
real quickly.

00:25:45.742 --> 00:25:45.982
Right.

00:25:46.042 --> 00:25:46.843
And so then we don't even

00:25:46.863 --> 00:25:49.265
have to talk about recruiting staff.

00:25:49.484 --> 00:25:49.845
Obviously,

00:25:49.944 --> 00:25:51.006
I think it's kind of a sexy

00:25:51.046 --> 00:25:52.487
thing that it does help recruiting.

00:25:52.507 --> 00:25:52.906
But guess what?

00:25:52.926 --> 00:25:53.468
You're not going to lose

00:25:53.488 --> 00:25:54.828
that because you're not burning out.

00:25:55.128 --> 00:25:56.029
And it's a lot easier to

00:25:56.069 --> 00:25:58.131
keep staff than trying to find new staff.

00:25:58.446 --> 00:25:58.866
Yeah,

00:25:59.607 --> 00:26:01.009
I forget who is the person talking

00:26:01.028 --> 00:26:02.329
with me because I talked to a few people.

00:26:03.951 --> 00:26:06.354
They took thousands of PT

00:26:06.394 --> 00:26:08.315
notes and ran them through

00:26:09.115 --> 00:26:10.037
artificial intelligence.

00:26:10.116 --> 00:26:11.778
They found two main things.

00:26:11.817 --> 00:26:12.378
Number one,

00:26:12.838 --> 00:26:14.901
we were documenting a lot more

00:26:15.101 --> 00:26:16.461
than even the requirements

00:26:16.481 --> 00:26:17.403
of the insurance company.

00:26:17.423 --> 00:26:19.403
So we might bitch about having to do this,

00:26:19.724 --> 00:26:20.625
but we were doing above and

00:26:20.644 --> 00:26:22.626
beyond because we want to be safe.

00:26:22.646 --> 00:26:23.367
I'm using a lot of air

00:26:23.407 --> 00:26:24.248
quotes in a podcast.

00:26:24.407 --> 00:26:25.209
We wanted to be safe.

00:26:25.229 --> 00:26:26.029
So you're doing more than

00:26:26.049 --> 00:26:26.910
you actually have to.

00:26:27.711 --> 00:26:28.672
I would like to do enough

00:26:28.711 --> 00:26:29.932
than I have to right I

00:26:29.951 --> 00:26:30.752
would actually like to just

00:26:30.813 --> 00:26:32.192
talk and have that done for

00:26:32.232 --> 00:26:33.294
me so it feels like you're

00:26:33.314 --> 00:26:34.775
saying that it does that

00:26:35.095 --> 00:26:36.474
and the other side of that

00:26:36.494 --> 00:26:38.076
report was pts were

00:26:38.115 --> 00:26:40.557
providing more services

00:26:40.596 --> 00:26:42.157
they were doing more but

00:26:42.198 --> 00:26:43.538
not billing for everything

00:26:43.919 --> 00:26:45.220
because I want to be safe

00:26:45.680 --> 00:26:46.440
Because everything we were

00:26:46.480 --> 00:26:48.080
taught to is make sure you

00:26:48.101 --> 00:26:51.021
can defend it if an audit were to occur.

00:26:51.461 --> 00:26:53.042
So we were doing too much

00:26:53.262 --> 00:26:54.462
and charging too little and

00:26:54.482 --> 00:26:55.364
then complaining about

00:26:55.544 --> 00:26:58.204
declining reimbursement and

00:26:59.325 --> 00:27:01.566
the burden of administrative burden.

00:27:02.165 --> 00:27:03.506
So if you actually did what

00:27:03.526 --> 00:27:04.346
you were supposed to do and

00:27:04.366 --> 00:27:05.326
charge what you're supposed to charge,

00:27:05.346 --> 00:27:06.367
you'd earn more and do less.

00:27:06.488 --> 00:27:07.867
It sounds like we're going

00:27:07.887 --> 00:27:08.887
to get better at doing that.

00:27:08.928 --> 00:27:09.769
Maybe not on day one.

00:27:10.588 --> 00:27:13.250
but sounds like tools like this are also,

00:27:13.269 --> 00:27:14.369
I don't think you really said it,

00:27:14.410 --> 00:27:15.170
but this is where the

00:27:15.210 --> 00:27:16.049
marketing guy comes in.

00:27:16.390 --> 00:27:17.210
That's a draw.

00:27:17.589 --> 00:27:18.990
If I'm a brand new PT and I

00:27:19.010 --> 00:27:19.770
have a choice between

00:27:19.810 --> 00:27:20.990
working for clinic A and B

00:27:21.030 --> 00:27:22.250
and everything else is equal.

00:27:22.711 --> 00:27:23.632
And one of them has this

00:27:23.672 --> 00:27:24.332
thing that's going to make

00:27:24.372 --> 00:27:26.451
my life feel like I can

00:27:26.491 --> 00:27:27.132
breathe a little easier.

00:27:27.152 --> 00:27:28.073
And the other one doesn't.

00:27:29.053 --> 00:27:30.512
It tells me something about that clinic.

00:27:31.212 --> 00:27:32.373
And I know on day one,

00:27:32.393 --> 00:27:33.074
I'm going to have these

00:27:33.153 --> 00:27:34.294
better tools and I want to

00:27:34.334 --> 00:27:36.074
be a better clinician and

00:27:36.173 --> 00:27:36.933
work more effectively.

00:27:36.973 --> 00:27:38.015
It feels like it's a recruiting.

00:27:38.434 --> 00:27:39.494
It should be a recruiting tool.

00:27:40.336 --> 00:27:42.257
Yeah, a hundred percent.

00:27:42.278 --> 00:27:42.377
Yeah.

00:27:42.397 --> 00:27:42.738
And Jimmy,

00:27:42.778 --> 00:27:44.778
you also outlined like patient experience,

00:27:44.838 --> 00:27:45.039
right?

00:27:45.079 --> 00:27:46.240
This isn't just about the

00:27:46.280 --> 00:27:47.741
patient to provide interaction.

00:27:47.781 --> 00:27:48.241
In fact,

00:27:48.823 --> 00:27:51.023
I would challenge most negative

00:27:51.484 --> 00:27:52.665
Yelp reviews or wherever

00:27:52.685 --> 00:27:53.605
they come from these days.

00:27:53.665 --> 00:27:55.788
It's probably more for the other stuff,

00:27:55.867 --> 00:27:57.788
not the actual like Warren Bauer.

00:27:58.630 --> 00:28:00.773
like what do I owe right how

00:28:00.973 --> 00:28:01.915
how do I get my payment

00:28:01.976 --> 00:28:03.137
information what's going on

00:28:03.157 --> 00:28:04.339
with my claim how do I

00:28:04.440 --> 00:28:05.682
schedule you know what's

00:28:06.103 --> 00:28:07.285
what what are my benefits

00:28:07.305 --> 00:28:08.247
how come you can't run my

00:28:08.287 --> 00:28:09.188
benefits what do you mean I

00:28:09.208 --> 00:28:10.309
have to go on my benefits

00:28:10.490 --> 00:28:12.272
so how does this how does this help that

00:28:13.086 --> 00:28:15.886
So what we're doing on,

00:28:16.826 --> 00:28:18.366
when we partner with the practice,

00:28:18.487 --> 00:28:19.768
and we don't throw that

00:28:19.807 --> 00:28:20.728
term around loosely,

00:28:20.867 --> 00:28:22.307
we partner with practices.

00:28:22.367 --> 00:28:23.628
We're not giving them some

00:28:23.769 --> 00:28:25.108
software to use that

00:28:25.148 --> 00:28:26.249
hopefully it goes well.

00:28:27.089 --> 00:28:28.390
We're approaching them from

00:28:28.410 --> 00:28:30.130
a transparency point to an

00:28:30.210 --> 00:28:31.371
automation point to like

00:28:31.431 --> 00:28:32.471
white glove service.

00:28:32.770 --> 00:28:32.990
Why?

00:28:33.030 --> 00:28:33.632
Because we're dealing with

00:28:33.672 --> 00:28:35.133
humans and humans are impossible.

00:28:35.373 --> 00:28:36.354
They're unpredictable.

00:28:36.733 --> 00:28:37.515
They have bad days.

00:28:37.535 --> 00:28:38.174
They have good days.

00:28:38.215 --> 00:28:38.776
You just don't know where

00:28:38.796 --> 00:28:39.375
they're coming from.

00:28:39.777 --> 00:28:40.596
But the tools that we're

00:28:40.637 --> 00:28:42.239
able to give practices are

00:28:42.278 --> 00:28:43.400
not just for the clinicians.

00:28:43.460 --> 00:28:44.881
It's not just for the business owners,

00:28:45.161 --> 00:28:46.761
but it's also for the front office folks.

00:28:47.063 --> 00:28:48.703
What can we automate in their day?

00:28:49.163 --> 00:28:50.325
What more time will they

00:28:50.345 --> 00:28:51.767
have if we run eligibility

00:28:51.807 --> 00:28:52.968
on every single patient?

00:28:53.248 --> 00:28:54.128
And if patients walk in,

00:28:54.169 --> 00:28:55.710
we have a live eligibility check.

00:28:55.950 --> 00:28:57.371
Doesn't seem like a big deal for me.

00:28:57.671 --> 00:28:58.311
I'm a clinician.

00:28:58.432 --> 00:28:59.313
I didn't have to deal with it.

00:29:00.192 --> 00:29:00.874
If they were mad when

00:29:00.894 --> 00:29:01.773
they're having a bad day, no,

00:29:01.794 --> 00:29:02.513
it's because they're logged

00:29:02.795 --> 00:29:03.535
back with a bunch of

00:29:03.575 --> 00:29:04.875
denials they're not going to get to.

00:29:05.195 --> 00:29:06.516
They have a line of angry patients.

00:29:06.876 --> 00:29:07.676
And for some reason,

00:29:07.737 --> 00:29:08.678
we can't tell them what's

00:29:08.698 --> 00:29:09.617
going on with their claim.

00:29:09.657 --> 00:29:10.659
And now they think we're in

00:29:10.739 --> 00:29:12.459
bed with a big insurance payer.

00:29:12.920 --> 00:29:14.259
They don't know that we're

00:29:14.299 --> 00:29:15.941
just as unhappy with that

00:29:15.980 --> 00:29:16.902
interaction as they are.

00:29:17.221 --> 00:29:18.782
But what our tools put into

00:29:18.823 --> 00:29:20.663
place is like collecting payments.

00:29:20.903 --> 00:29:21.584
I mean, you guys know this.

00:29:21.824 --> 00:29:23.825
In PT clinics, it's almost like, eh,

00:29:23.904 --> 00:29:24.605
it's uncomfortable.

00:29:24.665 --> 00:29:25.326
Like, oh, pay me.

00:29:25.365 --> 00:29:26.105
Yeah, pay me later.

00:29:26.707 --> 00:29:28.047
If you don't collect at the

00:29:28.106 --> 00:29:28.788
time of service,

00:29:29.508 --> 00:29:31.009
the money you're probably

00:29:31.028 --> 00:29:31.868
not getting the money and

00:29:31.888 --> 00:29:33.369
then god forbid you don't

00:29:33.410 --> 00:29:34.750
have the medium that they

00:29:34.789 --> 00:29:36.451
prefer to get you their

00:29:36.471 --> 00:29:38.132
money a pay to text you

00:29:38.172 --> 00:29:39.772
know a letter in the mail

00:29:39.932 --> 00:29:40.772
if you don't have that

00:29:40.813 --> 00:29:41.973
method you're even less

00:29:42.013 --> 00:29:43.173
likely to get it so what

00:29:43.193 --> 00:29:44.414
we're also doing again is

00:29:44.634 --> 00:29:45.915
we're not just approaching it from

00:29:46.715 --> 00:29:48.076
let's put this piece there

00:29:48.116 --> 00:29:49.037
let's bolt it onto what

00:29:49.057 --> 00:29:49.696
you're doing because we

00:29:49.717 --> 00:29:50.517
already have the data to

00:29:50.557 --> 00:29:51.958
show people it doesn't work

00:29:51.998 --> 00:29:53.478
that way it's an all

00:29:53.577 --> 00:29:55.358
everything all inclusive we

00:29:55.378 --> 00:29:56.719
can give the providers tons

00:29:56.739 --> 00:29:58.339
of automation in terms of

00:29:58.420 --> 00:29:59.680
front staff interaction so

00:29:59.720 --> 00:30:01.101
guess what the front staff

00:30:01.121 --> 00:30:03.041
can also treat the patient

00:30:03.182 --> 00:30:04.521
right air quotes again they

00:30:04.561 --> 00:30:05.481
can actually spend time

00:30:05.501 --> 00:30:07.083
with the patient listen to the patient

00:30:07.603 --> 00:30:08.664
and uh take care of them

00:30:08.724 --> 00:30:09.766
instead of instead of

00:30:09.806 --> 00:30:10.886
sitting there like this

00:30:10.906 --> 00:30:11.708
giving them side eye yeah

00:30:11.728 --> 00:30:12.449
yeah anyways anyways hold

00:30:12.469 --> 00:30:13.490
on there's a call I got to

00:30:13.510 --> 00:30:14.030
get through all these

00:30:14.050 --> 00:30:15.012
things or my boss is going

00:30:15.032 --> 00:30:15.712
to be pissed we didn't get

00:30:15.732 --> 00:30:17.134
the money right right right

00:30:17.234 --> 00:30:18.416
understood good love that

00:30:18.477 --> 00:30:19.577
answer last thing I'll

00:30:19.597 --> 00:30:22.241
throw out to both of you as this happens

00:30:22.842 --> 00:30:24.604
as early adopter and

00:30:24.743 --> 00:30:25.724
laggards and all those

00:30:25.765 --> 00:30:26.746
terms we learned about

00:30:27.105 --> 00:30:28.647
integration and new ideas, right?

00:30:29.028 --> 00:30:30.529
As PTs, they will do it.

00:30:30.609 --> 00:30:30.890
It's just,

00:30:30.970 --> 00:30:31.770
are you going kicking and

00:30:31.810 --> 00:30:32.711
screaming or are you just

00:30:32.731 --> 00:30:33.853
gonna wait until it's too late?

00:30:34.292 --> 00:30:35.413
As they integrate more tech

00:30:35.433 --> 00:30:36.355
into their practices,

00:30:36.555 --> 00:30:37.717
how should they balance

00:30:37.797 --> 00:30:38.678
this thing we were sort of

00:30:38.698 --> 00:30:39.357
just talking about,

00:30:39.438 --> 00:30:40.799
personal touch and patient care

00:30:41.259 --> 00:30:42.280
with maximizing the

00:30:42.320 --> 00:30:43.621
efficiency that tech offers.

00:30:45.221 --> 00:30:46.423
You are literally at this

00:30:46.462 --> 00:30:47.623
intersection of doing this.

00:30:48.223 --> 00:30:49.544
Any words of wisdom that

00:30:49.564 --> 00:30:50.305
you'd want to leave with

00:30:50.345 --> 00:30:51.345
clinicians who are maybe on

00:30:51.365 --> 00:30:52.086
the diving board,

00:30:52.486 --> 00:30:53.946
on the edge of a diving board going, okay,

00:30:54.426 --> 00:30:55.446
I know I'm thirty minutes

00:30:55.487 --> 00:30:56.107
in this episode.

00:30:56.127 --> 00:30:56.708
I'm still here,

00:30:56.728 --> 00:30:57.989
which means I know I should jump.

00:30:58.028 --> 00:30:59.009
It's just I'm wondering how

00:30:59.048 --> 00:30:59.829
cold the water is.

00:30:59.869 --> 00:31:00.410
What would you say to them?

00:31:00.430 --> 00:31:04.112
I like just used an analogy, right?

00:31:04.231 --> 00:31:06.573
And so we're at the kind of

00:31:06.613 --> 00:31:08.034
precipice of I mean,

00:31:08.054 --> 00:31:10.295
I know we're kind of old enough, but

00:31:10.845 --> 00:31:13.326
I remember life before smartphones, right?

00:31:13.465 --> 00:31:15.006
I remember before smartphones,

00:31:15.567 --> 00:31:16.666
I remember texting,

00:31:17.747 --> 00:31:19.788
and I remember I didn't need a smartphone,

00:31:19.847 --> 00:31:20.067
right?

00:31:20.107 --> 00:31:21.327
When smartphones first came out,

00:31:21.409 --> 00:31:22.308
why do I need email?

00:31:22.449 --> 00:31:23.528
Why do I need the internet?

00:31:23.588 --> 00:31:24.430
Why do I need all this?

00:31:24.690 --> 00:31:25.690
It's useless, right?

00:31:26.930 --> 00:31:27.309
Now,

00:31:28.050 --> 00:31:29.730
I couldn't imagine life with a flip phone,

00:31:29.931 --> 00:31:30.391
right?

00:31:30.811 --> 00:31:31.811
We literally couldn't do our

00:31:31.852 --> 00:31:34.232
job right now without a smartphone.

00:31:35.272 --> 00:31:38.013
And we're at that, I believe, that

00:31:38.788 --> 00:31:39.628
you know, here in,

00:31:39.829 --> 00:31:40.609
it's not even going to be

00:31:40.630 --> 00:31:42.111
that long here in not five years,

00:31:42.131 --> 00:31:42.971
maybe two years.

00:31:43.592 --> 00:31:46.292
Um, it's going to be the norm and it's,

00:31:46.532 --> 00:31:48.294
it's just coming and able

00:31:48.334 --> 00:31:49.394
kind of mentioned it earlier.

00:31:49.494 --> 00:31:51.875
It's not, AI is not going to take over,

00:31:52.195 --> 00:31:52.537
right?

00:31:52.957 --> 00:31:53.797
It's, it's,

00:31:54.178 --> 00:31:56.318
it's going to be adopters of AI

00:31:56.479 --> 00:31:58.319
are going to replace non adopters.

00:31:58.519 --> 00:31:59.220
It's that simple.

00:31:59.339 --> 00:31:59.901
It is an,

00:32:00.101 --> 00:32:02.382
it is an amplifier of our skills

00:32:02.902 --> 00:32:04.042
and it's not a replacement.

00:32:04.563 --> 00:32:05.923
Um, cause coming from the inside, it's,

00:32:06.641 --> 00:32:07.781
It is not a replacement.

00:32:07.842 --> 00:32:08.981
It's never going to,

00:32:10.001 --> 00:32:11.502
even feeling in business,

00:32:11.542 --> 00:32:13.163
that personal touch, that human touch,

00:32:13.203 --> 00:32:15.545
especially in PT, is so important.

00:32:15.585 --> 00:32:16.664
That will never be replaced.

00:32:17.105 --> 00:32:18.945
It is going to amplify your skills.

00:32:19.046 --> 00:32:20.547
It's going to give you

00:32:20.586 --> 00:32:21.666
better patient experience.

00:32:21.707 --> 00:32:22.887
It's going to allow you to

00:32:23.008 --> 00:32:23.827
listen better to the

00:32:23.867 --> 00:32:25.249
patient to provide better care.

00:32:25.628 --> 00:32:26.328
And in turn,

00:32:26.489 --> 00:32:27.970
the patient's going to accept

00:32:28.029 --> 00:32:28.450
better care.

00:32:30.887 --> 00:32:31.648
I was really good.

00:32:31.669 --> 00:32:32.490
Remember T nine.

00:32:32.509 --> 00:32:34.151
Remember how you texted with T nine.

00:32:34.551 --> 00:32:35.092
Sick.

00:32:35.792 --> 00:32:36.553
I was pretty dominant.

00:32:36.593 --> 00:32:37.554
That was pretty good.

00:32:40.497 --> 00:32:40.717
You know,

00:32:40.757 --> 00:32:41.498
I was going to just tell a side

00:32:41.518 --> 00:32:42.179
story in college.

00:32:42.298 --> 00:32:44.121
I had friends that it was just the,

00:32:44.461 --> 00:32:45.101
the keyboard.

00:32:45.481 --> 00:32:47.644
They could watch the professor and just,

00:32:48.250 --> 00:32:50.212
text on there oh yeah I

00:32:50.232 --> 00:32:51.434
could do that now I could

00:32:51.454 --> 00:32:52.336
do that now I still have

00:32:52.355 --> 00:32:53.718
that muscle memory and you

00:32:53.738 --> 00:32:55.259
know jimmy I would even go

00:32:55.339 --> 00:32:56.760
more foundational for that

00:32:56.800 --> 00:32:58.063
person on the on the edge

00:32:58.103 --> 00:32:59.765
of the diving board um and

00:32:59.884 --> 00:33:00.506
again not to get like

00:33:00.605 --> 00:33:02.528
sentimental and like but we

00:33:02.567 --> 00:33:03.910
do this in our interviewing process

00:33:04.369 --> 00:33:05.471
everyone we've brought in

00:33:05.550 --> 00:33:06.691
and our team is clinical.

00:33:06.750 --> 00:33:08.112
And the first thing we ask them is like,

00:33:08.172 --> 00:33:09.073
what's their why?

00:33:09.532 --> 00:33:11.933
If you have a clinician, I mean, again,

00:33:12.173 --> 00:33:13.355
I've had conversations with

00:33:13.815 --> 00:33:14.875
providers and they're in

00:33:14.915 --> 00:33:16.317
tears when we kind of

00:33:16.356 --> 00:33:17.457
figure out how we can help

00:33:17.497 --> 00:33:19.519
them because they want to

00:33:19.558 --> 00:33:20.818
do this thing they got trained for.

00:33:20.838 --> 00:33:21.279
And guess what?

00:33:21.539 --> 00:33:22.819
They're world-class at it.

00:33:23.240 --> 00:33:23.721
And guess what?

00:33:23.800 --> 00:33:24.842
It doesn't matter because a

00:33:24.902 --> 00:33:25.622
claim is a claim.

00:33:25.801 --> 00:33:27.743
right so I would back up and

00:33:27.784 --> 00:33:29.005
even say what is your why

00:33:29.404 --> 00:33:30.605
that clinician I promise

00:33:30.645 --> 00:33:32.008
you did not go to school to

00:33:32.048 --> 00:33:33.409
be a billionaire that's not

00:33:33.509 --> 00:33:34.269
on their on their list of

00:33:34.309 --> 00:33:35.191
things but I promise you

00:33:35.211 --> 00:33:36.151
what they did want to do is

00:33:36.191 --> 00:33:37.211
get paid fairly for their

00:33:37.271 --> 00:33:38.513
service and be able to

00:33:38.554 --> 00:33:40.255
spend time with their spend

00:33:40.275 --> 00:33:41.076
time with their patients

00:33:41.115 --> 00:33:41.797
their families their

00:33:41.836 --> 00:33:43.538
friends build into the

00:33:43.577 --> 00:33:46.520
community and what we're doing

00:33:48.153 --> 00:33:50.095
is so aligned with the why

00:33:50.194 --> 00:33:51.675
our clinicians were in clinic.

00:33:51.996 --> 00:33:52.816
We're trying to give these

00:33:52.875 --> 00:33:54.176
providers the things that

00:33:54.217 --> 00:33:55.557
they need on a day-to-day

00:33:55.597 --> 00:33:57.199
basis so they can do their job.

00:33:57.318 --> 00:33:58.838
And I say this all the time.

00:33:58.919 --> 00:33:59.740
Aaron's heard me say this.

00:33:59.960 --> 00:34:00.720
I call him Bauer,

00:34:00.740 --> 00:34:01.381
so it's weird that I'm

00:34:01.401 --> 00:34:02.340
calling him Aaron right now.

00:34:02.361 --> 00:34:03.021
His name's Bauer.

00:34:04.241 --> 00:34:05.882
um like you don't want the

00:34:05.922 --> 00:34:07.202
fourth best brain brain

00:34:07.242 --> 00:34:08.362
surgeon when that time

00:34:08.402 --> 00:34:09.663
comes for you right you

00:34:09.702 --> 00:34:10.822
don't want the first three

00:34:10.862 --> 00:34:12.264
to have they were just

00:34:12.324 --> 00:34:13.304
innovative enough to say

00:34:13.344 --> 00:34:14.403
like this dance isn't for

00:34:14.443 --> 00:34:15.443
me I'm gonna go work for

00:34:15.503 --> 00:34:17.525
google or you know run run

00:34:17.565 --> 00:34:18.804
jimmy's podcast because

00:34:18.905 --> 00:34:19.864
it's too big now you know

00:34:20.164 --> 00:34:21.284
you want those people to be

00:34:21.364 --> 00:34:22.585
so passionate about the

00:34:22.626 --> 00:34:23.985
care they're delivering for

00:34:24.025 --> 00:34:25.985
the for the the why they

00:34:26.045 --> 00:34:28.666
want to deliver high quality care so it's

00:34:29.146 --> 00:34:30.567
For us as clinicians, it's very,

00:34:30.586 --> 00:34:31.527
very easy to have these

00:34:31.568 --> 00:34:33.367
conversations to sit down and again,

00:34:33.668 --> 00:34:35.027
maybe get a little bit too

00:34:35.329 --> 00:34:36.668
emotional about the conversation.

00:34:36.688 --> 00:34:38.509
But if we pretend like that

00:34:38.548 --> 00:34:40.130
doesn't matter and that we

00:34:40.170 --> 00:34:41.969
could just continue with

00:34:42.070 --> 00:34:44.590
how we're doing things now, either one,

00:34:44.610 --> 00:34:45.311
you're not a clinician,

00:34:45.331 --> 00:34:46.530
so you don't understand or

00:34:46.550 --> 00:34:47.692
you're just not paying attention.

00:34:47.731 --> 00:34:48.172
So, again,

00:34:48.192 --> 00:34:49.371
that's kind of like where our

00:34:49.672 --> 00:34:52.012
ethos is and kind of where, you know,

00:34:52.233 --> 00:34:53.092
our approach comes from.

00:34:53.512 --> 00:34:54.934
good use of the word ethos I

00:34:54.974 --> 00:34:56.653
love ethos uh last thing we

00:34:56.673 --> 00:34:57.655
do on the show is the

00:34:57.695 --> 00:34:58.795
parting shot it just gives

00:34:58.815 --> 00:34:59.795
you guys a chance for a mic

00:34:59.815 --> 00:35:00.936
drop moment sum it up you

00:35:00.956 --> 00:35:01.856
can repeat something you've

00:35:01.896 --> 00:35:02.536
said already just to

00:35:02.597 --> 00:35:04.438
emphasize it but uh we'll

00:35:04.458 --> 00:35:05.378
go with bauer first what do

00:35:05.398 --> 00:35:08.199
you got um I would just say

00:35:08.380 --> 00:35:10.820
is you know it's ai is one

00:35:10.860 --> 00:35:12.842
of those things that is is

00:35:12.902 --> 00:35:14.242
very thanks to terminator

00:35:14.802 --> 00:35:15.822
um has some very negative

00:35:15.842 --> 00:35:16.483
connotations yeah it's one

00:35:16.503 --> 00:35:17.043
of those things that

00:35:18.405 --> 00:35:19.086
Um,

00:35:19.186 --> 00:35:21.608
it's coming along and we want to adopt

00:35:21.688 --> 00:35:23.411
it and just embracing it.

00:35:23.650 --> 00:35:24.532
And to be honest,

00:35:24.552 --> 00:35:25.913
it's going to make your life better.

00:35:26.373 --> 00:35:28.315
Um, it's not going to make things worse.

00:35:28.414 --> 00:35:29.335
It's going to make you

00:35:29.356 --> 00:35:30.237
better and kind of just

00:35:30.297 --> 00:35:31.978
touch on what April just said.

00:35:32.378 --> 00:35:33.199
It's going to allow you to

00:35:33.219 --> 00:35:34.440
accomplish your why.

00:35:34.780 --> 00:35:35.061
Right.

00:35:35.081 --> 00:35:37.362
So like every PT that is

00:35:37.402 --> 00:35:39.425
listening to this went to PT school.

00:35:40.255 --> 00:35:41.416
because they cared about patients.

00:35:41.557 --> 00:35:42.338
That's why I love working

00:35:42.358 --> 00:35:43.480
with PT specifically.

00:35:43.559 --> 00:35:44.460
I work with everyone,

00:35:44.782 --> 00:35:45.983
but you can tell a PT

00:35:46.023 --> 00:35:47.644
versus like a doctor chiropractor.

00:35:47.724 --> 00:35:50.648
I don't care who it is because we care.

00:35:50.849 --> 00:35:53.032
We truly care about the patient.

00:35:53.452 --> 00:35:53.731
Right.

00:35:53.833 --> 00:35:54.753
And we want that.

00:35:55.635 --> 00:35:56.536
experience to be the best

00:35:56.556 --> 00:35:57.215
possible we want to give

00:35:57.235 --> 00:35:59.056
the best care possible and

00:35:59.077 --> 00:35:59.797
to be honest it's probably

00:35:59.818 --> 00:36:00.838
why we're where we're at

00:36:00.858 --> 00:36:01.719
because we care about that

00:36:01.759 --> 00:36:02.338
more than the actual

00:36:02.358 --> 00:36:03.139
business side of things

00:36:03.219 --> 00:36:05.300
peace corps and so exactly

00:36:05.320 --> 00:36:08.603
yeah so embracing the the

00:36:08.762 --> 00:36:11.025
ai is not it seems scary it

00:36:11.065 --> 00:36:12.606
seems like a leaf but it's

00:36:12.626 --> 00:36:14.626
going to allow you to

00:36:14.666 --> 00:36:15.768
accomplish your why to be

00:36:15.827 --> 00:36:17.728
you to be better at you

00:36:18.108 --> 00:36:20.231
right versus just getting

00:36:20.271 --> 00:36:21.652
buried by everything we've

00:36:21.672 --> 00:36:22.371
talked about during this

00:36:22.411 --> 00:36:23.793
podcast april parting shot

00:36:25.150 --> 00:36:25.891
Yeah, I mean,

00:36:25.911 --> 00:36:27.652
to piggyback on that a little bit,

00:36:27.693 --> 00:36:29.315
it's like the whole,

00:36:29.335 --> 00:36:30.315
we talked about this earlier,

00:36:30.356 --> 00:36:31.918
but like we can't keep

00:36:31.958 --> 00:36:32.958
approaching this problem

00:36:32.998 --> 00:36:34.679
how we've been approaching it, right?

00:36:35.320 --> 00:36:36.541
I even have conversations

00:36:36.641 --> 00:36:37.503
all the time where people

00:36:37.543 --> 00:36:38.985
want to reference these

00:36:39.025 --> 00:36:40.085
dinosaurs in the industry

00:36:40.106 --> 00:36:40.985
and get their opinion.

00:36:41.367 --> 00:36:42.387
And part of me is like,

00:36:44.101 --> 00:36:45.442
Are we being too slow to

00:36:45.481 --> 00:36:46.563
change because we're

00:36:46.603 --> 00:36:47.682
getting in our own way?

00:36:48.123 --> 00:36:48.623
And again,

00:36:48.722 --> 00:36:50.704
no one's going to save what's

00:36:50.724 --> 00:36:52.085
happening right now in healthcare.

00:36:52.385 --> 00:36:54.164
And again, our mission is,

00:36:55.085 --> 00:36:56.286
I'm not gonna air quote the

00:36:56.326 --> 00:36:57.186
change healthcare,

00:36:57.425 --> 00:36:58.266
but our mission is to

00:36:58.306 --> 00:36:59.007
approach this from a

00:36:59.067 --> 00:37:01.186
completely different direction and say,

00:37:01.226 --> 00:37:02.807
hey, this is broken.

00:37:03.407 --> 00:37:04.889
And we need to fix it.

00:37:04.969 --> 00:37:05.750
And the only way we're going

00:37:05.769 --> 00:37:07.309
to fix that is taking really,

00:37:07.349 --> 00:37:07.951
really smart,

00:37:07.971 --> 00:37:08.811
driven people that are

00:37:08.831 --> 00:37:10.632
aligned on the why and be

00:37:10.692 --> 00:37:12.454
able to get together, collaborate,

00:37:12.733 --> 00:37:13.893
stop doing what we've been

00:37:13.934 --> 00:37:15.414
doing and make this happen.

00:37:15.434 --> 00:37:16.795
Because we have the data.

00:37:17.376 --> 00:37:18.396
We have the tools.

00:37:18.697 --> 00:37:19.737
So we need to kind of

00:37:19.757 --> 00:37:21.099
combine together there and just...

00:37:21.559 --> 00:37:22.760
be able to highlight the

00:37:22.780 --> 00:37:23.980
things that are missing and

00:37:24.019 --> 00:37:25.181
again attack it from a

00:37:25.240 --> 00:37:26.481
different a different

00:37:26.501 --> 00:37:27.581
direction because seeing

00:37:27.641 --> 00:37:29.081
more patients you know

00:37:29.202 --> 00:37:30.943
adding a force plate you

00:37:30.963 --> 00:37:32.023
know adding blood flow

00:37:32.043 --> 00:37:32.864
restrictions and some other

00:37:32.903 --> 00:37:34.344
modalities you know you can

00:37:34.563 --> 00:37:35.585
you'll get the barkers out

00:37:35.625 --> 00:37:36.525
of the bleachers saying

00:37:36.545 --> 00:37:37.905
that there's no efficacy

00:37:37.945 --> 00:37:39.146
there in any of that but

00:37:39.246 --> 00:37:40.226
patients like it so you can

00:37:40.246 --> 00:37:41.706
make money I mean that is

00:37:41.788 --> 00:37:43.168
not the right way the right

00:37:43.208 --> 00:37:44.688
way here right is taking

00:37:44.728 --> 00:37:45.989
what we're doing the value

00:37:46.009 --> 00:37:47.670
we bring and making sure

00:37:47.949 --> 00:37:49.731
that the care we're rendering um

00:37:50.231 --> 00:37:51.610
continue to support us

00:37:51.690 --> 00:37:52.952
rendering high quality care.

00:37:53.572 --> 00:37:54.731
Othellus.com,

00:37:54.931 --> 00:37:56.713
AI power and operations for healthcare.

00:37:56.733 --> 00:37:58.632
Appreciate you guys weighing in on this.

00:37:58.693 --> 00:37:59.114
I think there's a,

00:37:59.534 --> 00:38:00.333
I think that the end of the

00:38:00.353 --> 00:38:02.213
diving board is very crowded these days.

00:38:02.313 --> 00:38:03.315
People are,

00:38:03.355 --> 00:38:05.295
understand that they need to do something,

00:38:05.375 --> 00:38:07.175
but humans are going to humans.

00:38:07.195 --> 00:38:07.815
So they're saying, okay,

00:38:07.835 --> 00:38:08.396
I'm going to wait till

00:38:08.436 --> 00:38:09.315
enough people have jumped.

00:38:10.717 --> 00:38:11.737
And I think what I'm hearing

00:38:11.856 --> 00:38:13.617
is you got to do something.

00:38:13.797 --> 00:38:14.637
You might as well go with someone.

00:38:14.677 --> 00:38:15.597
People are jumping.

00:38:15.657 --> 00:38:15.878
Yeah.

00:38:15.918 --> 00:38:16.597
People are jumping.

00:38:17.139 --> 00:38:18.099
Gentlemen, appreciate the time.

00:38:18.139 --> 00:38:18.639
Thank you for this.

00:38:19.956 --> 00:38:20.380
Thank you.

00:38:20.927 --> 00:38:21.391
Thanks, Jimmy.

00:38:21.411 --> 00:38:21.876
Appreciate it.