The Future of Physical Therapy Tech is Here and It's Changing Everything

WEBVTT

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Good morning, PT Breakfast Club,

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Tony Maritato, Jimmy McKay, Dave Kittle,

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coming in soon.

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Dave Kittle on the way, Jimmy McKay.

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On the way.

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Doing some plumbing early in the morning,

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Tony?

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Yeah, so here's the deal, guys,

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and this is the reality.

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So we had a ton of rain last night.

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We lost power this morning.

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Everything happens for a reason, right?

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So we lost power this morning.

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When we woke up, the power was out,

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came back on.

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Awesome.

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Hooray.

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But then I was hearing this

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beat and my dog freaks out

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every time he hears a beat

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because he thinks he's got

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an e-collar on.

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He's going to get shocked.

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Oh, yeah.

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I'm looking everywhere.

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I'm like,

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none of the smoke detectors are beeping.

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Track it down to the basement.

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I hear a noise.

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And what had happened was I

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installed a battery backup

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sump pump years ago because

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our basement had flooded.

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One of the rubber gaskets cracked.

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It was spraying water across

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like this unfinished part

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of the basement.

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That was also causing the

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beeping to happen.

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So, six thirty,

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six forty five this morning,

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I'm looking at this.

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I'm sending you guys pictures.

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I'm like, shoot, I got to figure this out.

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I don't have time to go to Home Depot.

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I got patients coming at nine.

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So I figured out a way, bypass the system,

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take the battery backup out,

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put a new gasket in.

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Right now, things are dry.

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But, you know,

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it leads to that conversation,

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like how everything goes

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back to physical therapy

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and specifically business

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of physical therapy.

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So it's like,

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what is the lesson I could learn?

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Yes, I could have called a plumber,

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but I'm not the kind of guy

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to call a plumber.

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This is well within my scope

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of what I can handle.

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That patient's got low back pain,

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calf strain, shoulder impingement.

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He's probably not going to

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call a physical therapist

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because he feels like

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that's something within his

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scope of what he can deal

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with or just handle the nuisance pain.

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It would take something much,

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much more significant.

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It would take breaking through, you know,

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the cement floor.

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I'm never going to do that.

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I'm going to call a plumber.

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I had another deal where one

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of the main shutoff valves

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for the incoming water into

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the house had a problem.

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I'm never going to deal with that.

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I'm calling a plumber,

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but these little jobs, I think,

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I think there's value makes

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me feel important.

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Makes me feel like I'm a man.

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toxic masculinity I can fix

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things with tools and I

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like that feeling and I

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like the feeling of showing

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my kids that hey you don't

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have to call a plumber when

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there's a leak you can fix

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the leak right yeah I think

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there's a um there's a

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learning component and a

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showing component to this

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and there's also like like

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a money component too right because like

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If you didn't have the time,

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like I heard a great line, which is like,

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if you have a five hundred

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dollar problem and you have

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five hundred dollars,

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you don't have a problem

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unless you've decided to

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keep that problem.

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So I'm finishing my basement

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and I was just installing

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like laminate flooring and sheetrock.

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And it's not like anything I couldn't do.

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I'm a B minus at both of those things.

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Right.

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I'm going to get it done.

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Right.

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But I needed it done now.

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I was like, I need this thing done.

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Like, you know,

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I've been dragging my feet

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for way too long.

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So hired some people to do

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it and watching them do it

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for essentially five or six days.

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I was like, oh,

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maybe this was a little

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larger than I think I thought.

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Right.

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Because I can walk around

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room and go throw some sheetrock here,

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throw some flooring here.

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And in your mind, it's like poof, poof.

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But you're watching those

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things we've talked about.

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Figuring out your hourly rate,

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like here's your business component,

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like figuring out what your

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hourly rate is and being

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realistic and honest about that.

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And then saying, if you have a job to do,

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can you find someone to do

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it for less if you have other work,

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right?

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So not if you're just

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sitting there twiddling your thumbs.

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But if you're busy doing something,

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you're getting paid what

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your hourly rate is or more,

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why are you putting that thing off?

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If it's important to get done now,

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why are you not subbing that thing out?

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And we've talked about that in terms of PT,

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in terms of if your clinic

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has a plumbing problem too,

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like if you have nothing to

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do or if you have time, do it.

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Or why aren't you calling a

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plumber if it needs to be

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done to keep the clinic open?

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Yeah.

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If you have an influx,

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why are you not partnering more with,

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why are you not hiring

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another clinician to pay them to do that?

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Or why are you not hiring a

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physical therapist assistant?

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Why are you not hiring people to do?

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So it's this delicate balance.

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It's not throw money at any problem.

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I think the people who are

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good at business have this

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skill of figuring out what

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problems to solve.

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Money is a tool.

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Having the skill to figure

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out what tool is.

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I'm learning this.

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give you an example.

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Last night I was talking to

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some clinicians who were going to CSM.

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I flirted with this idea of

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doing an onsite video and photo shoot.

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I'd fly in a photographer

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and a videographer or two,

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maybe one person who can do both.

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I'd rent out a cool looking location.

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Essentially you would pay me

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and the videographer you'd show up.

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We'd tell you what to do and what to say.

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I would have already pre-screened you.

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So I would do a part of this

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would be a mock interview for a

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You'd go home, and in a week or two,

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a Google Drive would show

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up in your inbox with six

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months' worth of content

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for you and your business.

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I'm sure you can do all those things,

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but why haven't you?

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Because there's a middle block,

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and maybe you don't know how,

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or maybe you're awkward.

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I'm going to give you this turnkey thing.

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So I bet Dave will have some

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good input for this.

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And I think Dave, definitely Joey, Albert,

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and guys give me a hard

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time because they're like,

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why are you mowing the grass?

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Why are you blowing the

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leaves and making and doing these things?

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You could be doing,

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you could make more content,

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do other things.

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I'm like, yeah,

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but it makes me feel good

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to do those things.

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Makes me feel like I'm a dad.

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I'm a man.

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I'm an adult.

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Dave, what do you farm out?

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What do you do yourself that

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makes you feel good?

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Not just what do you farm out.

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How do you decide what to and what not to?

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What's your decision tree?

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Yeah,

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I don't have that close zoom up

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camera like Jimmy, but I would if I did,

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I would say, yeah,

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I would zoom in and I would

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say I delegate and

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outsource the things that I

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don't like doing.

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There's still some things

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that I don't like doing,

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like like laundry,

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like I don't know who likes to do.

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Maybe that's therapy for some people,

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not me.

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Yeah.

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either I could be doing

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other activities that

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generate revenue and income

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that far exceeds that task.

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But now at the same time, it's like, well,

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uh, my wife will push back like, Oh, well,

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you know, our son, he needs to learn X, Y,

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Z. And I'm like, well,

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that's like years down the

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line right now.

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We need like the cleaning person.

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We did have, uh, this past Saturday,

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first time we didn't prep at all.

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We didn't do anything.

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Like Tony said, we didn't prep.

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We didn't do anything.

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That was wonderful.

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Um,

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Of course, there are certain things like,

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I don't know,

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I'm trying to think what else.

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There's certain things I

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guess like you just kind of

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maybe have to do nowadays,

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but still you can kind of

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cut it off in terms of like

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project size or if someone

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else has a better hang of it,

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like a better specialization than you do.

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And

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you have the money to

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obviously pay for it.

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So I started looking back at

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like other paradigms we

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already talk about,

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which is I want it good, fast and cheap.

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That's what we want.

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So I look at this as like my

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basement is like, well,

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obviously paying people is

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going to be more expensive

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than me doing it myself, right?

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Because myself would just be

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materials at my time.

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Although you have to take

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your time into consideration now,

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but I'd be paying myself.

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If I was doing this hourly,

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the project would actually

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cost me way more than what I'm paying it.

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Cause these guys are going

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to get done in five or six days.

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It's going to take me two

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months worth of Sundays and

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I'm going to hate it.

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I'm not, I'm,

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I'm a little bit of a handy guy,

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but not really guys.

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Let's be honest here.

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And it's not going to be as good.

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Like these guys are,

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these guys are knocking it out faster,

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better.

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And if they,

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if I'm doing the math and I'm

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actually saying what my time is worth,

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it is going to be better,

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faster and cheaper.

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So I think that was the,

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that's sort of the paradigm

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I'm going through.

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Bookkeeping is something

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that freaks me out.

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Right.

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Like one little mistake there.

00:08:37.352 --> 00:08:37.633
Right.

00:08:37.673 --> 00:08:38.232
Like it's like,

00:08:38.833 --> 00:08:40.235
I don't know what I'm doing, like,

00:08:40.294 --> 00:08:41.635
but I know it needs to be done.

00:08:41.796 --> 00:08:42.716
Death and taxes.

00:08:43.177 --> 00:08:44.717
So do I pay someone to do that?

00:08:44.918 --> 00:08:45.438
I do now.

00:08:45.599 --> 00:08:46.559
I used to do it on my own.

00:08:46.580 --> 00:08:47.460
I used to try to figure it out.

00:08:47.480 --> 00:08:48.441
I'm like, what am I doing?

00:08:48.541 --> 00:08:49.140
I hate this.

00:08:49.201 --> 00:08:50.162
It looms over me.

00:08:50.682 --> 00:08:51.903
So good, fast and cheap.

00:08:52.683 --> 00:08:53.664
I sort of do that math now.

00:08:54.537 --> 00:08:55.457
Yeah, I agree.

00:08:55.498 --> 00:08:56.778
Those are the things like I

00:08:56.820 --> 00:08:58.520
like the physical activities.

00:08:59.322 --> 00:09:01.384
But then like I did all the

00:09:01.404 --> 00:09:02.686
construction in every one

00:09:02.725 --> 00:09:04.268
of the clinics that I've ever opened.

00:09:04.807 --> 00:09:06.769
Everything from like drywall

00:09:06.809 --> 00:09:08.631
to painting to, you know,

00:09:08.652 --> 00:09:10.674
building the reception desk, everything.

00:09:11.923 --> 00:09:12.903
It was really,

00:09:13.384 --> 00:09:16.004
really bad for the first couple clinics.

00:09:16.065 --> 00:09:17.504
And then I realized, oh,

00:09:17.585 --> 00:09:18.725
this is why we put three

00:09:18.764 --> 00:09:20.885
coats of mud on a drywall

00:09:20.926 --> 00:09:22.245
joint and not just one.

00:09:22.265 --> 00:09:24.145
So I got pretty good at it.

00:09:24.505 --> 00:09:26.506
But like the physical things I like,

00:09:26.547 --> 00:09:27.807
but then when it came time

00:09:28.067 --> 00:09:29.927
to do our own basement at the house,

00:09:29.986 --> 00:09:31.028
I was like, heck no,

00:09:31.447 --> 00:09:32.668
because it was completely

00:09:32.748 --> 00:09:34.548
unfinished basements, just studs.

00:09:35.008 --> 00:09:36.009
We wanted drywall.

00:09:36.028 --> 00:09:36.989
We wanted electric.

00:09:37.028 --> 00:09:38.448
We wanted, you know, everything.

00:09:39.929 --> 00:09:40.750
We hired it out.

00:09:41.331 --> 00:09:42.773
The kitchen, you guys were around.

00:09:42.793 --> 00:09:44.974
I had all the kitchen cabinets refaced.

00:09:45.335 --> 00:09:46.515
Heck no, I'm not doing that.

00:09:47.015 --> 00:09:47.697
Hired it out.

00:09:47.756 --> 00:09:48.317
It was amazing.

00:09:48.356 --> 00:09:49.697
And I will say there's value

00:09:49.758 --> 00:09:51.080
in this also in the sense

00:09:51.100 --> 00:09:52.541
that when I do a job,

00:09:53.360 --> 00:09:55.003
I am never happy with the job.

00:09:55.482 --> 00:09:56.985
I see every imperfection.

00:09:57.085 --> 00:09:58.166
I see every mistake.

00:09:58.985 --> 00:10:00.187
I'm the kind of person when

00:10:00.226 --> 00:10:01.567
somebody else does a job,

00:10:02.149 --> 00:10:03.190
I probably have rose

00:10:03.230 --> 00:10:04.311
colored glasses and I see

00:10:04.431 --> 00:10:05.412
everything as amazing.

00:10:05.491 --> 00:10:06.332
I know there are other

00:10:06.373 --> 00:10:07.714
people who see mistakes in

00:10:07.854 --> 00:10:08.715
everybody's work,

00:10:09.674 --> 00:10:11.277
but I'm just half the time

00:10:11.297 --> 00:10:12.217
I'm just paying because I

00:10:12.238 --> 00:10:13.558
don't want to see all my own mistakes.

00:10:13.899 --> 00:10:14.840
So this is the kitchen I'm

00:10:14.879 --> 00:10:15.961
sitting in and I can like I

00:10:16.000 --> 00:10:16.902
don't I won't even like

00:10:17.062 --> 00:10:18.383
look up into the left over

00:10:18.423 --> 00:10:19.104
here because there's a

00:10:19.264 --> 00:10:20.424
crown molding thing that's

00:10:20.504 --> 00:10:21.365
chipped and I'm just like.

00:10:24.312 --> 00:10:25.413
but who do you got to blame?

00:10:25.653 --> 00:10:26.953
Like nobody, right?

00:10:26.974 --> 00:10:28.234
Like nobody is to blame.

00:10:28.434 --> 00:10:28.534
Look,

00:10:28.774 --> 00:10:29.794
we're getting quoted on our own

00:10:29.855 --> 00:10:30.596
podcast here.

00:10:31.096 --> 00:10:32.177
People don't pay you to do stuff.

00:10:32.197 --> 00:10:33.096
People pay you so they don't

00:10:33.138 --> 00:10:34.217
have to do the stuff themselves.

00:10:34.238 --> 00:10:34.398
Yeah.

00:10:34.418 --> 00:10:35.078
Like you said,

00:10:35.119 --> 00:10:36.919
like I wasn't really a handy

00:10:36.960 --> 00:10:38.240
guy when I bought this house, but like,

00:10:38.360 --> 00:10:39.500
then I got like a good ride

00:10:39.541 --> 00:10:41.423
on mower and I got some good, like,

00:10:42.123 --> 00:10:43.783
like backpack leaf blower.

00:10:44.404 --> 00:10:46.066
So like, for me, that is like,

00:10:46.346 --> 00:10:48.366
if you have the right tools and,

00:10:48.787 --> 00:10:50.868
And no offense, but a backpack leaf blower,

00:10:51.187 --> 00:10:51.548
point.

00:10:52.807 --> 00:10:54.889
But when I'm done, I see the work.

00:10:54.948 --> 00:10:55.548
It's like, it's done.

00:10:55.568 --> 00:10:56.349
There are no leaves here.

00:10:56.389 --> 00:10:57.049
There's no whatever.

00:10:57.690 --> 00:10:58.830
The sheetrock thing is a

00:10:58.870 --> 00:11:00.129
little more complicated in

00:11:00.169 --> 00:11:00.931
terms of steps.

00:11:01.051 --> 00:11:02.850
But take this to your business and say,

00:11:03.211 --> 00:11:04.631
okay, do I like doing this?

00:11:05.591 --> 00:11:07.393
Yes, we should make a decision tree.

00:11:07.413 --> 00:11:07.972
Just give it out.

00:11:08.013 --> 00:11:09.572
There's our lead generator.

00:11:09.653 --> 00:11:10.653
Do you farm this out lead

00:11:10.692 --> 00:11:12.433
generator decision tree?

00:11:12.453 --> 00:11:13.413
Do I like doing this?

00:11:13.754 --> 00:11:13.974
No.

00:11:14.434 --> 00:11:15.514
The other thing too is,

00:11:16.740 --> 00:11:17.522
And I think I talked about

00:11:17.562 --> 00:11:19.283
this before is I used to

00:11:19.302 --> 00:11:20.144
have a couple of people

00:11:20.203 --> 00:11:22.025
help me with my podcast and

00:11:22.145 --> 00:11:23.267
they would do different tasks.

00:11:24.028 --> 00:11:26.830
And I had to know my personality type.

00:11:27.591 --> 00:11:29.312
One of my personality components is, whoa,

00:11:29.332 --> 00:11:30.673
like I need other people to like me.

00:11:30.933 --> 00:11:32.034
Like that's the thing about me.

00:11:32.054 --> 00:11:34.076
Like that's why I always say yes.

00:11:34.136 --> 00:11:34.376
Right.

00:11:35.138 --> 00:11:37.600
And I was keeping tasks from

00:11:37.720 --> 00:11:38.860
other people on the team.

00:11:39.562 --> 00:11:40.763
Like boring tasks.

00:11:41.222 --> 00:11:42.783
Jimmy thinks they're boring tasks.

00:11:43.384 --> 00:11:44.164
Then we did this like

00:11:44.205 --> 00:11:45.326
personality assessment,

00:11:45.365 --> 00:11:46.606
the strength finders thing.

00:11:47.006 --> 00:11:48.327
Turns out another person on

00:11:48.347 --> 00:11:50.249
the team loves doing spreadsheet tasks.

00:11:50.308 --> 00:11:51.090
Jimmy hates it,

00:11:51.409 --> 00:11:52.350
but I would never give her

00:11:52.370 --> 00:11:54.011
the task because I didn't

00:11:54.032 --> 00:11:55.331
want to give her a punishment.

00:11:55.451 --> 00:11:56.932
Meanwhile, she's sitting there going, man,

00:11:56.994 --> 00:11:57.553
I wish I had more

00:11:57.594 --> 00:11:58.674
spreadsheet stuff to do.

00:11:59.394 --> 00:12:01.255
So it is also like, look around what,

00:12:01.495 --> 00:12:03.616
what resources you already have,

00:12:03.657 --> 00:12:04.557
just because you think it's

00:12:04.577 --> 00:12:05.398
something nobody likes.

00:12:05.418 --> 00:12:07.578
Like my buddy loves fixing stuff.

00:12:07.599 --> 00:12:07.918
He's like, Oh,

00:12:07.938 --> 00:12:08.700
I'd love to come over and

00:12:08.779 --> 00:12:10.280
fix your whatever tire.

00:12:10.321 --> 00:12:10.801
I'm like, really?

00:12:10.860 --> 00:12:10.921
I,

00:12:11.321 --> 00:12:12.341
I didn't want to ask because I didn't

00:12:12.361 --> 00:12:12.981
want to impose.

00:12:13.422 --> 00:12:13.881
Meanwhile,

00:12:14.022 --> 00:12:15.062
I helped him with a couple

00:12:15.082 --> 00:12:15.682
different things.

00:12:15.842 --> 00:12:18.924
So know what's at your disposal already.

00:12:18.965 --> 00:12:19.384
So what's,

00:12:19.524 --> 00:12:21.346
what's going on with sword

00:12:21.405 --> 00:12:22.767
health and your post?

00:12:23.114 --> 00:12:23.433
All right,

00:12:23.494 --> 00:12:25.315
so we can only read the tea

00:12:25.355 --> 00:12:26.576
leaves from the outside, right?

00:12:26.596 --> 00:12:28.376
So I'm working on getting

00:12:28.517 --> 00:12:30.177
somebody from the organization.

00:12:30.217 --> 00:12:31.859
There might be some legal things,

00:12:31.918 --> 00:12:32.899
but next week we'll have

00:12:32.940 --> 00:12:34.240
somebody from the actual organization.

00:12:34.620 --> 00:12:35.981
I don't want her to talk about

00:12:37.332 --> 00:12:37.714
Sword.

00:12:37.793 --> 00:12:39.115
I want her to talk about her experience.

00:12:39.235 --> 00:12:39.995
I only want her to talk

00:12:40.035 --> 00:12:41.476
about what she can talk about.

00:12:41.658 --> 00:12:43.559
And she's agreed to that as well.

00:12:44.259 --> 00:12:45.421
But Sword Health is this

00:12:45.562 --> 00:12:47.003
AI-driven app that's going

00:12:47.023 --> 00:12:48.884
to give... I mean,

00:12:48.924 --> 00:12:49.765
how would you describe it?

00:12:49.785 --> 00:12:52.609
Like AI-driven... The future

00:12:52.649 --> 00:12:53.549
of physical therapy?

00:12:53.629 --> 00:12:54.831
It's going to wipe out all...

00:12:56.794 --> 00:12:57.995
It must be valuable.

00:12:58.035 --> 00:12:58.917
Look at Dave rolling his

00:12:59.057 --> 00:12:59.736
eyes at a podcast.

00:13:00.197 --> 00:13:01.118
It must be valuable because

00:13:01.138 --> 00:13:02.359
it's valued at three billion.

00:13:02.379 --> 00:13:03.379
We've never seen companies

00:13:03.580 --> 00:13:04.581
have a billion dollar

00:13:04.620 --> 00:13:06.523
valuation and then tank before.

00:13:07.123 --> 00:13:08.764
But they just laid out.

00:13:08.783 --> 00:13:10.645
They've just laid off like it's seven.

00:13:10.686 --> 00:13:11.647
It's like let's just call it

00:13:11.687 --> 00:13:12.687
around twenty percent of

00:13:12.706 --> 00:13:14.148
their clinicians.

00:13:14.187 --> 00:13:15.249
But apparently it's like it

00:13:15.269 --> 00:13:16.389
was like seventeen people.

00:13:16.470 --> 00:13:17.270
So I'm not a math guy.

00:13:17.571 --> 00:13:19.793
So it's like they have like

00:13:19.832 --> 00:13:20.692
seventy five P.T.

00:13:20.673 --> 00:13:20.712
's.

00:13:21.626 --> 00:13:22.967
on staff at a company worth

00:13:22.988 --> 00:13:23.947
three billion dollars that

00:13:24.008 --> 00:13:26.509
delivers pt so laying them

00:13:26.589 --> 00:13:28.649
off like was the demand not

00:13:28.690 --> 00:13:29.630
there because they're not

00:13:29.691 --> 00:13:30.490
releasing a whole ton of

00:13:30.530 --> 00:13:31.532
information was the demand

00:13:31.572 --> 00:13:33.592
not there um some people

00:13:33.633 --> 00:13:34.893
have said hey I think it's

00:13:34.913 --> 00:13:35.774
just a sign of things to

00:13:35.813 --> 00:13:36.793
come people thought this

00:13:36.813 --> 00:13:37.573
would take off and it

00:13:37.594 --> 00:13:38.534
didn't so there's a demand

00:13:38.595 --> 00:13:40.054
issue or are they trying to

00:13:40.095 --> 00:13:42.035
look lean before going

00:13:42.115 --> 00:13:43.076
public and this is where

00:13:43.096 --> 00:13:44.677
like jimmy's knowledge sort

00:13:44.697 --> 00:13:45.337
of stops like I don't

00:13:45.357 --> 00:13:46.238
really understand that but

00:13:46.498 --> 00:13:47.438
I get it like to a point

00:13:47.479 --> 00:13:48.458
like hey if you want to go

00:13:48.499 --> 00:13:49.440
public you want to look like

00:13:50.000 --> 00:13:50.821
You're not bleeding money or

00:13:50.841 --> 00:13:51.600
you're not spending money.

00:13:51.741 --> 00:13:53.783
Although I got to be honest with you.

00:13:53.842 --> 00:13:54.724
If I were an investor and

00:13:54.744 --> 00:13:55.465
you're blowing out twenty

00:13:55.485 --> 00:13:56.385
percent of the PTs,

00:13:56.865 --> 00:13:57.447
unless they're trying to

00:13:57.486 --> 00:13:59.629
say we don't need PTs.

00:13:59.969 --> 00:14:00.568
So we're going to be able to

00:14:00.589 --> 00:14:01.931
keep our costs crazy low.

00:14:01.951 --> 00:14:03.591
We don't need this to keep up.

00:14:04.091 --> 00:14:06.654
So Dave, are you bearish or bullish?

00:14:06.695 --> 00:14:11.078
What is the thing where you don't like?

00:14:11.099 --> 00:14:11.899
Bull market is good.

00:14:12.220 --> 00:14:13.740
So I am bearish.

00:14:14.061 --> 00:14:14.542
Dave's a bear.

00:14:15.341 --> 00:14:15.903
AI driven care.

00:14:16.263 --> 00:14:16.964
I don't really know.

00:14:18.597 --> 00:14:19.057
What do you think?

00:14:19.238 --> 00:14:19.638
What do you think?

00:14:20.778 --> 00:14:20.938
You know,

00:14:20.979 --> 00:14:21.839
here's here's how it's going to

00:14:21.859 --> 00:14:23.239
unfold in the next couple minutes,

00:14:23.278 --> 00:14:23.739
five minutes.

00:14:24.058 --> 00:14:26.700
Tony's going to be very overly optimistic.

00:14:27.120 --> 00:14:28.899
I'm going to be, in my opinion,

00:14:28.940 --> 00:14:30.620
very realistic on the

00:14:30.801 --> 00:14:33.341
actual the actual like

00:14:33.881 --> 00:14:35.902
component of sword.

00:14:35.961 --> 00:14:36.182
Right.

00:14:36.201 --> 00:14:37.961
So it's I mean,

00:14:38.121 --> 00:14:39.043
I had a therapist that kind

00:14:39.082 --> 00:14:40.283
of like worked for them and

00:14:40.322 --> 00:14:40.962
me and whatever.

00:14:40.982 --> 00:14:42.003
So I know a little bit of

00:14:42.023 --> 00:14:43.323
the insider stuff and I

00:14:43.344 --> 00:14:44.203
won't comment much.

00:14:44.764 --> 00:14:46.666
So don't go inside or stuff like that,

00:14:46.946 --> 00:14:48.067
but just like explain like

00:14:48.466 --> 00:14:49.788
how does sort of work if I'm a patient,

00:14:49.869 --> 00:14:51.129
how does sort of work if I'm a clinician?

00:14:51.149 --> 00:14:53.871
OK, so as far as I understand,

00:14:53.951 --> 00:14:56.033
it's fairly similar to Hinge Health.

00:14:56.073 --> 00:14:56.794
We just you know,

00:14:56.934 --> 00:14:57.916
I think I ripped Hinge

00:14:57.936 --> 00:14:58.716
Health last week or the

00:14:58.735 --> 00:14:59.756
week before or something.

00:14:59.817 --> 00:15:01.177
So I mean, very,

00:15:01.379 --> 00:15:02.379
very similar in terms of

00:15:02.419 --> 00:15:04.321
like it's a typically like

00:15:04.341 --> 00:15:06.383
a free benefit to employees

00:15:06.462 --> 00:15:09.365
that work for bigger companies and sword.

00:15:09.426 --> 00:15:10.086
And, you know,

00:15:10.125 --> 00:15:11.427
the Hinge Health of the world, they

00:15:12.227 --> 00:15:14.149
go to these big companies.

00:15:14.188 --> 00:15:15.730
They say, Hey, we can, you know,

00:15:16.230 --> 00:15:17.191
how much did you pay last

00:15:17.211 --> 00:15:19.131
year in musculoskeletal, you know,

00:15:19.511 --> 00:15:22.293
lost work, you know, whatever medication,

00:15:22.573 --> 00:15:24.134
whatever their component of, you know,

00:15:24.556 --> 00:15:25.375
paid healthcare

00:15:25.416 --> 00:15:27.636
expenditures for their employees,

00:15:28.177 --> 00:15:30.899
back pain, MRI, physical therapy,

00:15:31.099 --> 00:15:32.100
you know, missed work,

00:15:32.120 --> 00:15:32.659
whatever it might be.

00:15:32.700 --> 00:15:34.701
And that could be some like manual labor,

00:15:34.981 --> 00:15:35.642
large companies.

00:15:35.701 --> 00:15:36.743
It could also be, you know,

00:15:36.763 --> 00:15:37.442
like tech companies.

00:15:37.482 --> 00:15:38.624
It's like, sure.

00:15:38.644 --> 00:15:39.283
They go after a ton of

00:15:39.303 --> 00:15:40.004
different employers.

00:15:41.374 --> 00:15:42.855
The employees get this free benefit.

00:15:42.895 --> 00:15:43.836
Tony mentioned, you know,

00:15:43.897 --> 00:15:45.139
his family every so often

00:15:45.178 --> 00:15:46.419
will send him screenshots like, Hey,

00:15:46.961 --> 00:15:47.662
what is this thing?

00:15:47.682 --> 00:15:49.504
What's this, you know, free hinge health,

00:15:49.624 --> 00:15:50.365
sword health, whatever.

00:15:51.267 --> 00:15:51.527
Um,

00:15:53.638 --> 00:15:55.179
It's not going to be around in ten years.

00:15:55.299 --> 00:15:55.941
None of these companies.

00:15:57.322 --> 00:15:58.102
At the end of the day,

00:15:58.302 --> 00:15:59.163
we talked about this before.

00:16:00.024 --> 00:16:02.327
And I know I'm like... I

00:16:02.388 --> 00:16:03.448
actually did a paid

00:16:03.489 --> 00:16:05.150
telehealth visit two or

00:16:05.171 --> 00:16:06.412
three weeks ago to help a friend,

00:16:06.491 --> 00:16:07.592
to help another company.

00:16:07.994 --> 00:16:09.554
I wanted to challenge my biases.

00:16:10.255 --> 00:16:13.019
And by doing that, they wanted help.

00:16:13.119 --> 00:16:13.379
I said...

00:16:15.631 --> 00:16:17.592
You want me to treat pro

00:16:17.613 --> 00:16:18.714
bono through your company,

00:16:18.933 --> 00:16:19.615
but you're going to pay me,

00:16:19.654 --> 00:16:20.414
but the patient is,

00:16:20.635 --> 00:16:21.556
we're not billing their Medicare.

00:16:21.576 --> 00:16:22.677
We're not paying, whatever.

00:16:22.697 --> 00:16:23.898
It's just like a trial pro bono.

00:16:24.197 --> 00:16:24.778
Yeah, let's do it.

00:16:24.818 --> 00:16:27.019
So I did a paid telehealth

00:16:27.039 --> 00:16:28.341
visit a couple of weeks ago,

00:16:28.601 --> 00:16:30.143
an older woman, her ankle,

00:16:31.683 --> 00:16:32.443
and they paid me two

00:16:32.464 --> 00:16:33.264
hundred fifty dollars just

00:16:33.404 --> 00:16:34.765
for my time or whatever to do it.

00:16:35.225 --> 00:16:36.687
The therapist was on a

00:16:36.727 --> 00:16:38.308
laptop at the patient's home.

00:16:40.355 --> 00:16:41.797
With chronic ankle issues,

00:16:41.836 --> 00:16:44.317
gait abnormalities, walking, limping,

00:16:44.357 --> 00:16:44.999
all that type of stuff.

00:16:46.480 --> 00:16:47.679
And I did that.

00:16:47.759 --> 00:16:48.260
I got paid.

00:16:48.620 --> 00:16:50.121
I delivered what I could

00:16:51.062 --> 00:16:52.403
technologically or digitally or whatever.

00:16:53.163 --> 00:16:54.423
And I needed to mention that

00:16:54.583 --> 00:16:57.145
because I still wanted to go into that.

00:16:57.285 --> 00:16:58.886
I wanted to challenge my biases,

00:16:58.927 --> 00:17:00.648
bring this back to the podcast and say,

00:17:01.688 --> 00:17:02.308
I did this.

00:17:02.908 --> 00:17:05.411
I did it with my best foot forward.

00:17:06.652 --> 00:17:08.292
And I stay...

00:17:09.280 --> 00:17:11.882
Burnley, that this is an absolute joke.

00:17:11.922 --> 00:17:13.321
Telehealth and virtual

00:17:13.342 --> 00:17:16.083
physical therapy for actually delivering,

00:17:16.542 --> 00:17:17.843
you know, therapeutic exercise.

00:17:18.063 --> 00:17:19.503
I believe and I think I've

00:17:19.743 --> 00:17:20.864
trained myself enough to do

00:17:20.884 --> 00:17:21.703
this over video the way

00:17:21.763 --> 00:17:23.085
Tony's done on video.

00:17:23.545 --> 00:17:25.224
So I'm sorry that emotional

00:17:25.265 --> 00:17:26.984
side has come into the conversation.

00:17:27.365 --> 00:17:28.905
But you asked about, you know,

00:17:28.925 --> 00:17:29.826
sword health and hinge health.

00:17:29.846 --> 00:17:30.506
That's basically it,

00:17:30.546 --> 00:17:32.767
like the whole offering.

00:17:35.362 --> 00:17:36.083
Wait, hang on a sec.

00:17:36.482 --> 00:17:36.823
What are,

00:17:36.903 --> 00:17:38.483
what was the specifics that you

00:17:38.544 --> 00:17:40.664
did not like from that experience?

00:17:40.704 --> 00:17:43.207
I'm just curious.

00:17:43.227 --> 00:17:43.926
Like, did you like,

00:17:44.007 --> 00:17:45.028
did you not like that you

00:17:45.048 --> 00:17:46.909
couldn't like grab what you

00:17:46.949 --> 00:17:48.088
needed to grab and touch

00:17:48.108 --> 00:17:48.869
what you needed to touch?

00:17:48.890 --> 00:17:50.750
Or did you not feel like the

00:17:50.790 --> 00:17:52.451
patient understood what you

00:17:52.471 --> 00:17:54.712
were trying to get them to do or say?

00:17:55.834 --> 00:17:58.214
But both, both of those, both of those,

00:17:58.434 --> 00:17:59.476
both those components, uh,

00:18:01.007 --> 00:18:04.571
Like it takes more words to

00:18:04.652 --> 00:18:06.433
actually have someone do a thing,

00:18:06.473 --> 00:18:08.877
get in a different position, stand up,

00:18:08.938 --> 00:18:09.458
walk, you know,

00:18:09.778 --> 00:18:11.059
to do like a pre and post test.

00:18:11.121 --> 00:18:13.963
It makes the evaluation and

00:18:14.003 --> 00:18:15.846
the therapeutic exercise easier.

00:18:16.027 --> 00:18:16.646
in my opinion,

00:18:17.467 --> 00:18:19.567
it takes longer to actually

00:18:19.627 --> 00:18:20.567
get someone to do something.

00:18:20.587 --> 00:18:21.307
Now, in this one,

00:18:21.807 --> 00:18:23.868
it was sixty something or whatever.

00:18:23.949 --> 00:18:26.709
So like, how do I do balance drills?

00:18:26.749 --> 00:18:27.930
How do I do a balance assessment?

00:18:27.950 --> 00:18:29.390
How do I do single leg stance, whatever?

00:18:29.470 --> 00:18:31.130
And she of course,

00:18:31.150 --> 00:18:32.030
she had a home health aide

00:18:32.050 --> 00:18:33.171
and the therapist was there or whatever.

00:18:33.211 --> 00:18:34.911
But if this is a seventy

00:18:34.951 --> 00:18:36.031
year old patient that has

00:18:36.132 --> 00:18:36.892
no one in their home,

00:18:37.692 --> 00:18:39.051
how in the world can you do

00:18:39.071 --> 00:18:39.913
a balance assessment?

00:18:40.032 --> 00:18:41.452
You cannot you cannot do it safely.

00:18:42.292 --> 00:18:43.894
And it takes extra words, Tony.

00:18:43.914 --> 00:18:44.615
It takes extra.

00:18:45.576 --> 00:18:46.797
Yes, you can learn it over time.

00:18:46.977 --> 00:18:47.857
I believe because I'm on

00:18:47.877 --> 00:18:48.838
this podcast with you guys.

00:18:49.259 --> 00:18:50.819
I think I'm pretty good with words.

00:18:50.881 --> 00:18:52.342
I think I can communicate

00:18:52.362 --> 00:18:54.423
things as efficiently as

00:18:54.463 --> 00:18:56.846
possible over a video to a

00:18:57.326 --> 00:18:58.326
to a potential patient.

00:18:58.747 --> 00:18:59.607
It just takes longer.

00:18:59.788 --> 00:19:01.048
It's less efficient than in person.

00:19:01.068 --> 00:19:03.010
What were you going to say, Jimmy?

00:19:05.273 --> 00:19:07.196
I appear overly optimistic

00:19:07.217 --> 00:19:08.738
for things like this, like technology.

00:19:08.959 --> 00:19:10.200
I think I'm just... Because

00:19:10.240 --> 00:19:11.101
I referenced that

00:19:11.161 --> 00:19:12.182
personality test I took.

00:19:12.563 --> 00:19:13.584
I like futurism.

00:19:14.163 --> 00:19:15.266
I like seeing what could be

00:19:15.326 --> 00:19:16.267
and being like... And

00:19:16.287 --> 00:19:17.208
trying to look through the

00:19:17.248 --> 00:19:18.528
future with rose-colored glasses.

00:19:19.069 --> 00:19:19.410
I don't...

00:19:20.090 --> 00:19:21.692
And but I'm smart enough and

00:19:21.711 --> 00:19:22.311
been around long enough to

00:19:22.332 --> 00:19:22.791
know it's going to be

00:19:22.832 --> 00:19:23.491
somewhere in the middle.

00:19:23.791 --> 00:19:24.491
Like there's going to be

00:19:24.571 --> 00:19:25.613
some components where it's

00:19:25.673 --> 00:19:27.272
good because every neuro PT

00:19:27.413 --> 00:19:28.913
that I knew when telehealth

00:19:28.933 --> 00:19:29.773
was coming out was like, well,

00:19:29.794 --> 00:19:30.534
this isn't going to work

00:19:30.554 --> 00:19:31.914
for me because I've got, you know,

00:19:32.255 --> 00:19:33.055
and I was like, oh,

00:19:33.375 --> 00:19:35.155
I didn't think about that.

00:19:35.276 --> 00:19:36.895
I think it'll be some things,

00:19:37.196 --> 00:19:39.576
but I don't think it'll be everything.

00:19:39.717 --> 00:19:39.896
Right.

00:19:39.916 --> 00:19:40.897
So some of these companies

00:19:41.097 --> 00:19:42.498
are saying we're worth, you know,

00:19:42.518 --> 00:19:44.219
three billion dollars, you

00:19:44.838 --> 00:19:46.078
Rafi saying how much of that

00:19:46.138 --> 00:19:47.019
is a skills gap,

00:19:47.220 --> 00:19:49.019
primarily a skills gap

00:19:49.319 --> 00:19:50.260
between a primarily in

00:19:50.300 --> 00:19:51.221
person clinician and other

00:19:51.260 --> 00:19:52.401
clinician that operates

00:19:53.041 --> 00:19:53.981
primarily in telehealth?

00:19:54.102 --> 00:19:55.281
Is this a skill that you can

00:19:55.321 --> 00:19:55.961
get better at?

00:19:56.102 --> 00:19:57.423
Is this something that you could be?

00:19:57.442 --> 00:19:58.123
You know,

00:19:58.202 --> 00:20:00.064
is this good for certain patients

00:20:00.344 --> 00:20:01.624
and not for others?

00:20:01.743 --> 00:20:02.763
And then can you get better

00:20:02.805 --> 00:20:03.545
at this and not?

00:20:03.664 --> 00:20:04.065
What do you think?

00:20:04.085 --> 00:20:04.164
Yeah.

00:20:04.724 --> 00:20:05.205
I think so.

00:20:05.226 --> 00:20:06.267
Rafi is talking more about

00:20:06.366 --> 00:20:07.508
the clinician side, right?

00:20:07.528 --> 00:20:08.087
So, like, of course,

00:20:08.127 --> 00:20:08.828
the patients are going to

00:20:08.969 --> 00:20:10.089
always be very varied.

00:20:10.109 --> 00:20:10.711
They're going to be

00:20:11.030 --> 00:20:11.971
different reading levels,

00:20:11.991 --> 00:20:13.032
different comprehension levels,

00:20:13.073 --> 00:20:15.996
different degrees and all that.

00:20:16.997 --> 00:20:18.038
This is something that Tony, I think,

00:20:18.077 --> 00:20:18.798
mentioned last week,

00:20:18.857 --> 00:20:20.299
the difference between one

00:20:20.319 --> 00:20:21.059
therapist and another.

00:20:22.316 --> 00:20:24.017
I've had video visits on my

00:20:24.037 --> 00:20:25.196
website for years.

00:20:25.317 --> 00:20:26.478
I've done telehealth visits.

00:20:26.577 --> 00:20:27.798
I've done, I did,

00:20:28.118 --> 00:20:29.138
I'm pretty sure I did

00:20:29.318 --> 00:20:31.079
virtual visits before COVID.

00:20:31.140 --> 00:20:32.941
Not as early as Rob Vining, not ten,

00:20:33.000 --> 00:20:33.861
fifteen years ago.

00:20:34.340 --> 00:20:35.501
But I definitely did some of

00:20:35.521 --> 00:20:37.383
them before COVID.

00:20:37.482 --> 00:20:38.682
I did them before COVID for

00:20:38.702 --> 00:20:41.284
like friends of friends, family, friends,

00:20:41.304 --> 00:20:42.464
whatever that lived in other states.

00:20:42.825 --> 00:20:43.785
We jumped on Zoom.

00:20:44.526 --> 00:20:45.185
They paid me.

00:20:45.486 --> 00:20:46.727
In some cases I did them, you know,

00:20:46.787 --> 00:20:47.767
for free because it was

00:20:47.807 --> 00:20:49.327
just like I wanted to do it.

00:20:51.551 --> 00:20:53.532
Next, we can joke and say, oh,

00:20:53.553 --> 00:20:54.692
now there's going to be a

00:20:54.732 --> 00:20:55.814
continuing education course

00:20:55.874 --> 00:20:57.253
on teaching a therapist how

00:20:57.273 --> 00:20:58.654
to communicate over telehealth.

00:20:58.795 --> 00:21:00.315
Oh, a hundred percent.

00:21:00.695 --> 00:21:01.596
There probably already is.

00:21:01.915 --> 00:21:02.976
I'm sure there already is.

00:21:03.376 --> 00:21:04.457
I'm not saying I'm the best

00:21:04.717 --> 00:21:06.637
at doing a video visit.

00:21:07.539 --> 00:21:08.260
But based off of what I've

00:21:08.280 --> 00:21:10.221
seen Tony do put out online

00:21:10.281 --> 00:21:11.262
and other people have done

00:21:11.303 --> 00:21:13.744
and put out online with

00:21:13.785 --> 00:21:14.744
video visits during this

00:21:14.765 --> 00:21:16.247
whole last five or whatever years,

00:21:16.787 --> 00:21:19.769
I think I'm pretty good at

00:21:19.929 --> 00:21:20.690
doing a video visit.

00:21:20.730 --> 00:21:23.771
And I'm telling you, it is not... Yes,

00:21:23.811 --> 00:21:25.212
you could do some upper extremity things.

00:21:25.232 --> 00:21:26.374
You could do hand therapy.

00:21:26.594 --> 00:21:28.015
Yes, of course.

00:21:28.055 --> 00:21:29.375
Can you do, I don't know,

00:21:31.837 --> 00:21:32.798
with almost anyone?

00:21:33.117 --> 00:21:33.597
Probably.

00:21:34.258 --> 00:21:35.739
But I don't know how you're

00:21:35.759 --> 00:21:37.838
going to loosen up stiff joints.

00:21:37.878 --> 00:21:39.138
I don't know how Tony's

00:21:39.159 --> 00:21:40.420
going to do shockwave and

00:21:40.759 --> 00:21:42.819
TRT over telehealth, obviously.

00:21:43.380 --> 00:21:43.839
I'm joking.

00:21:45.059 --> 00:21:45.980
No, you're right.

00:21:46.681 --> 00:21:47.181
You're right.

00:21:47.361 --> 00:21:47.861
I agree.

00:21:47.941 --> 00:21:48.941
Probably sword's not going

00:21:48.961 --> 00:21:50.101
to be around in ten years.

00:21:50.141 --> 00:21:50.921
A lot of the companies

00:21:50.961 --> 00:21:51.780
aren't going to be around.

00:21:52.182 --> 00:21:52.761
I think it's a new

00:21:52.821 --> 00:21:55.301
technology still that we're

00:21:55.342 --> 00:21:58.063
going to figure out the right use case.

00:21:58.262 --> 00:22:00.462
I could go and cook dinner at home

00:22:00.923 --> 00:22:02.684
I can go to Chipotle or I

00:22:02.724 --> 00:22:03.865
can go to a nice restaurant.

00:22:03.905 --> 00:22:05.186
Like they're all completely

00:22:05.227 --> 00:22:06.268
different experiences,

00:22:06.428 --> 00:22:08.789
even though they feed me the same.

00:22:10.590 --> 00:22:12.211
In regards to, you know,

00:22:12.413 --> 00:22:14.334
the people that I see through telehealth,

00:22:14.894 --> 00:22:17.477
it is mostly just conversational,

00:22:17.656 --> 00:22:18.576
educational.

00:22:20.278 --> 00:22:21.359
And that's what I love.

00:22:21.400 --> 00:22:21.579
Like,

00:22:21.720 --> 00:22:23.361
I don't want to waste my time showing

00:22:23.381 --> 00:22:24.982
you a calf stretch and hamstring stretch.

00:22:25.002 --> 00:22:26.483
You can pick that stuff up on YouTube.

00:22:26.880 --> 00:22:27.641
I want to answer your

00:22:27.661 --> 00:22:28.922
questions about why your

00:22:28.942 --> 00:22:30.383
knee still feels stiff,

00:22:30.522 --> 00:22:31.604
even though you've done all

00:22:31.624 --> 00:22:32.365
the right stuff.

00:22:32.805 --> 00:22:33.546
And I want to give you a

00:22:33.566 --> 00:22:35.327
little bit of encouragement and say, look,

00:22:35.347 --> 00:22:37.309
you know, great, no red flags.

00:22:37.430 --> 00:22:38.330
Everything makes sense.

00:22:38.351 --> 00:22:39.551
You are absolutely right.

00:22:40.211 --> 00:22:41.933
Let's find somebody locally,

00:22:41.973 --> 00:22:42.994
and I'm fine with that,

00:22:43.474 --> 00:22:45.136
who can do the hands-on

00:22:45.176 --> 00:22:46.357
things that maybe you can't

00:22:46.397 --> 00:22:47.138
do for yourself.

00:22:48.559 --> 00:22:50.060
But like anything,

00:22:50.101 --> 00:22:51.682
that doesn't mean we eliminate it.

00:22:51.761 --> 00:22:52.823
That doesn't mean that it's

00:22:52.883 --> 00:22:54.564
bad in and of itself.

00:22:54.584 --> 00:22:56.905
Like it's got a role in the profession.

00:22:57.586 --> 00:22:57.926
And I mean,

00:22:57.987 --> 00:23:00.048
we've just seen so many people blow up,

00:23:00.088 --> 00:23:02.671
like especially the neuro, the stroke,

00:23:02.691 --> 00:23:04.011
the OTs that are doing all

00:23:04.051 --> 00:23:04.771
of these things.

00:23:04.791 --> 00:23:05.853
There's that company that

00:23:05.893 --> 00:23:07.755
just got funding where they

00:23:07.775 --> 00:23:10.656
have a mechanical hand and research.

00:23:10.676 --> 00:23:12.557
Kristen is her first name.

00:23:13.598 --> 00:23:14.500
You know her, Jimmy.

00:23:14.539 --> 00:23:15.760
I think you you met her.

00:23:17.278 --> 00:23:18.038
But anyway,

00:23:18.900 --> 00:23:20.442
she she's been doing this for

00:23:20.501 --> 00:23:21.403
years and I think they got

00:23:21.423 --> 00:23:22.605
like a three thousand or

00:23:22.644 --> 00:23:25.028
three million dollar funding deal.

00:23:25.990 --> 00:23:26.590
It could be done.

00:23:26.931 --> 00:23:27.372
Yeah.

00:23:27.471 --> 00:23:28.232
The goggles.

00:23:28.292 --> 00:23:28.653
Hello.

00:23:28.693 --> 00:23:29.394
Like, again,

00:23:29.434 --> 00:23:32.199
the goggles remotely having a

00:23:32.298 --> 00:23:34.481
BPPV specialist looking at that.

00:23:34.758 --> 00:23:35.518
That's what I was just going to say,

00:23:35.538 --> 00:23:35.959
which is like,

00:23:35.999 --> 00:23:36.878
could we take that same

00:23:36.919 --> 00:23:38.559
model we flirted with and say, like,

00:23:38.680 --> 00:23:41.801
could you have a fleet of PTAs, right?

00:23:41.862 --> 00:23:42.902
And we're just saying PTAs

00:23:42.942 --> 00:23:44.883
because I think a great PTA

00:23:44.903 --> 00:23:46.904
is a great PTA.

00:23:47.866 --> 00:23:49.788
but the cost is different

00:23:49.807 --> 00:23:50.728
because their cost to entry

00:23:50.748 --> 00:23:51.709
in the profession is different.

00:23:51.749 --> 00:23:52.469
Like, could you,

00:23:53.108 --> 00:23:54.410
is there something in the middle,

00:23:54.450 --> 00:23:56.550
whatever this is like, this is,

00:23:56.651 --> 00:23:57.891
this is early technology

00:23:57.911 --> 00:23:58.832
and we're flirting with it.

00:23:58.892 --> 00:23:59.932
And our grandkids, again,

00:23:59.971 --> 00:24:01.053
we'll mock what we did just

00:24:01.073 --> 00:24:02.532
to be mocked at what our grandparent,

00:24:02.573 --> 00:24:04.554
how did you not see the obvious, the,

00:24:04.594 --> 00:24:05.513
the obvious answer?

00:24:05.894 --> 00:24:06.934
I think there'll be something,

00:24:06.954 --> 00:24:09.455
but I don't think it'll be, uh, what the,

00:24:09.556 --> 00:24:09.655
uh,

00:24:09.736 --> 00:24:10.737
the people getting three billion

00:24:10.777 --> 00:24:12.396
dollar evaluations.

00:24:12.978 --> 00:24:13.057
Um,

00:24:14.837 --> 00:24:16.642
Scott chiming in, if the evals take longer,

00:24:16.682 --> 00:24:17.604
how can SORT expect a

00:24:17.644 --> 00:24:18.424
therapist to manage a

00:24:18.444 --> 00:24:19.287
caselet of seven hundred?

00:24:20.128 --> 00:24:21.050
That's what they were saying, right?

00:24:21.070 --> 00:24:23.174
Like that's competitive.

00:24:23.516 --> 00:24:24.857
I think I saw this online somewhere.

00:24:25.758 --> 00:24:28.839
I I'm saying the eval might take longer.

00:24:29.121 --> 00:24:29.500
There could be,

00:24:29.840 --> 00:24:32.083
there could be sward PTs that say, Oh,

00:24:32.103 --> 00:24:33.663
I only do an eval like five

00:24:33.683 --> 00:24:34.223
or ten minutes.

00:24:34.263 --> 00:24:34.503
Well,

00:24:34.584 --> 00:24:36.065
you're going to miss a ton of stuff

00:24:36.085 --> 00:24:37.086
because of the,

00:24:38.007 --> 00:24:41.068
because of not being able to see and feel,

00:24:41.189 --> 00:24:41.890
feel the joint.

00:24:42.150 --> 00:24:43.109
Is the joint swollen?

00:24:43.150 --> 00:24:43.711
Is it stiff?

00:24:43.730 --> 00:24:44.590
Is it this or that?

00:24:44.632 --> 00:24:46.373
And I don't know, like we,

00:24:46.432 --> 00:24:47.413
we do verbal cues.

00:24:47.433 --> 00:24:47.773
Yes.

00:24:47.794 --> 00:24:49.795
But like tactile cues give

00:24:49.835 --> 00:24:50.955
us so much more information.

00:24:51.596 --> 00:24:53.117
Lance Mabry commented the

00:24:53.137 --> 00:24:53.978
other day on LinkedIn.

00:24:54.018 --> 00:24:54.598
He was saying like,

00:24:55.219 --> 00:24:55.398
He's like,

00:24:55.459 --> 00:24:56.380
I don't know how you can do a

00:24:56.420 --> 00:24:57.661
full evaluation virtually.

00:24:57.721 --> 00:24:58.421
He's like, you know,

00:24:58.882 --> 00:25:00.462
you don't do reflexes.

00:25:00.482 --> 00:25:01.303
You can't, you know,

00:25:01.483 --> 00:25:03.244
feel like active passive range of motion.

00:25:03.404 --> 00:25:03.605
Go ahead.

00:25:03.625 --> 00:25:04.445
Tony's going to push.

00:25:04.846 --> 00:25:05.747
I don't think you need to.

00:25:06.326 --> 00:25:07.968
I look at some of the

00:25:09.648 --> 00:25:11.451
training videos that are on

00:25:12.090 --> 00:25:12.771
YouTube right now.

00:25:12.791 --> 00:25:13.932
And I'm like, oh, my gosh.

00:25:14.393 --> 00:25:14.553
Like,

00:25:14.593 --> 00:25:16.273
do we really need these special tests?

00:25:16.314 --> 00:25:17.394
We already know special

00:25:17.434 --> 00:25:18.496
tests aren't special.

00:25:18.516 --> 00:25:20.436
We already know how much of

00:25:20.477 --> 00:25:21.998
the stuff we waste time on

00:25:22.378 --> 00:25:24.339
is completely inconsequential and

00:25:24.740 --> 00:25:26.260
And I teach this in my class.

00:25:26.280 --> 00:25:26.761
I'm like, look,

00:25:27.261 --> 00:25:28.423
I'm in the clinic right now.

00:25:29.063 --> 00:25:30.523
I can look out the front window.

00:25:30.663 --> 00:25:32.405
I can see my patient pulling

00:25:32.465 --> 00:25:33.586
into the parking space.

00:25:34.366 --> 00:25:35.728
I can understand, okay,

00:25:35.748 --> 00:25:36.567
they got out of the car.

00:25:36.588 --> 00:25:37.368
They opened the door.

00:25:37.409 --> 00:25:38.589
They walked to the front desk.

00:25:38.609 --> 00:25:39.590
They're standing there while

00:25:39.651 --> 00:25:41.251
I give them the paperwork to sign.

00:25:42.152 --> 00:25:42.992
They have the manual

00:25:43.032 --> 00:25:43.993
dexterity to pull their

00:25:44.034 --> 00:25:45.034
driver's license and their

00:25:45.074 --> 00:25:45.674
insurance card.

00:25:45.714 --> 00:25:46.595
They have the cognitive

00:25:46.634 --> 00:25:47.816
awareness to understand the

00:25:47.855 --> 00:25:48.557
difference between

00:25:48.916 --> 00:25:50.838
the insurance card and a business card.

00:25:51.239 --> 00:25:53.201
Like I can finish an

00:25:53.240 --> 00:25:54.862
evaluation within three

00:25:54.902 --> 00:25:56.222
minutes before we ever even

00:25:56.262 --> 00:25:57.403
walk into the clinic

00:25:57.924 --> 00:25:59.625
because we have looked at

00:25:59.645 --> 00:26:00.446
all this stuff now.

00:26:01.391 --> 00:26:01.770
Now,

00:26:02.632 --> 00:26:05.153
once we pass that first point and I'm

00:26:05.353 --> 00:26:06.472
developing a plan of care,

00:26:06.492 --> 00:26:07.773
I've already got a diagnosis.

00:26:07.814 --> 00:26:08.554
I've already got all this

00:26:08.574 --> 00:26:10.654
stuff and something doesn't make sense.

00:26:11.095 --> 00:26:12.455
Two sessions, three sessions,

00:26:12.496 --> 00:26:13.336
four sessions in.

00:26:13.675 --> 00:26:14.876
Now we go deeper.

00:26:15.257 --> 00:26:17.557
Now we're like, OK, I was expecting this.

00:26:17.637 --> 00:26:18.557
That's not what I'm getting.

00:26:18.617 --> 00:26:20.338
But why would I go six

00:26:20.398 --> 00:26:22.079
levels deep on every single

00:26:22.119 --> 00:26:23.059
person who walks in the

00:26:23.079 --> 00:26:25.201
door when the majority of them are?

00:26:25.461 --> 00:26:26.942
are very basic cases.

00:26:27.301 --> 00:26:28.803
And I think as clinicians, we're like,

00:26:29.123 --> 00:26:30.284
well, if we didn't test it,

00:26:30.403 --> 00:26:31.484
we can't document it.

00:26:31.525 --> 00:26:32.445
If we didn't do this,

00:26:32.486 --> 00:26:33.306
then it doesn't exist.

00:26:33.385 --> 00:26:33.566
No,

00:26:33.586 --> 00:26:35.988
like that person is medically managed

00:26:36.028 --> 00:26:37.568
by a physician, by an MD,

00:26:37.628 --> 00:26:38.869
by probably an orthopedic,

00:26:38.910 --> 00:26:39.790
by an oncologist,

00:26:39.830 --> 00:26:41.432
by all of these other specialists.

00:26:42.112 --> 00:26:43.813
Let's give them a little bit of credit.

00:26:44.253 --> 00:26:45.775
We are not the end all be all.

00:26:45.815 --> 00:26:47.516
And I think we think too

00:26:47.556 --> 00:26:49.436
much of ourselves and we

00:26:49.477 --> 00:26:50.458
just need to chill out.

00:26:50.837 --> 00:26:51.679
Like these people have been

00:26:51.739 --> 00:26:52.979
living independently for

00:26:53.038 --> 00:26:55.040
years with the way they're moving.

00:26:55.641 --> 00:26:57.362
Let's let them prove to us

00:26:57.422 --> 00:26:58.663
that there's something more

00:26:58.742 --> 00:26:59.782
complicated going on.

00:26:59.883 --> 00:27:01.844
Let's not assume last point.

00:27:02.443 --> 00:27:03.964
I just think, and I was guilty of it.

00:27:03.984 --> 00:27:04.865
That's why I know it.

00:27:05.506 --> 00:27:06.886
I was always that therapist

00:27:06.906 --> 00:27:08.247
who's desperately seeking

00:27:08.287 --> 00:27:09.528
the one thing that nobody

00:27:09.607 --> 00:27:11.229
else saw so that I could

00:27:11.269 --> 00:27:13.109
feel smart and I could feel special.

00:27:13.130 --> 00:27:14.450
And I see you moving in this

00:27:14.490 --> 00:27:16.111
way and it must be this, you know,

00:27:16.191 --> 00:27:18.152
imbalance and your glutes aren't firing,

00:27:18.192 --> 00:27:18.893
even though you just got

00:27:18.932 --> 00:27:19.573
out of the chair.

00:27:20.032 --> 00:27:21.394
Your glutes aren't firing

00:27:21.534 --> 00:27:23.394
and your medial arch is collapsing.

00:27:23.434 --> 00:27:24.194
And this is why you were

00:27:24.234 --> 00:27:25.536
having left ear pain

00:27:25.935 --> 00:27:26.715
because it's something

00:27:26.776 --> 00:27:29.176
completely absurd that, you know,

00:27:29.196 --> 00:27:30.837
I'm going to tie all of these strings to.

00:27:30.897 --> 00:27:32.058
I wish we had the graphic

00:27:32.078 --> 00:27:34.380
from like a beautiful mind or whatever.

00:27:34.960 --> 00:27:36.441
It's not that complicated.

00:27:36.580 --> 00:27:38.241
Most of the time when it is,

00:27:38.582 --> 00:27:39.821
we put the time into it.

00:27:40.442 --> 00:27:41.843
That's when we really can shine.

00:27:45.025 --> 00:27:47.125
Tony, in your practice in October,

00:27:47.705 --> 00:27:48.767
how many telehealth visits

00:27:48.787 --> 00:27:49.287
did you guys do?

00:27:50.208 --> 00:27:51.288
I don't want to do any business.

00:27:51.308 --> 00:27:54.390
It's not something I push, but okay.

00:27:54.410 --> 00:27:55.250
No further questions.

00:27:56.412 --> 00:27:58.833
I probably did too.

00:27:59.373 --> 00:28:00.173
I get calls.

00:28:00.294 --> 00:28:01.374
I got a call yesterday from

00:28:01.394 --> 00:28:02.674
a guy in Albany who's like,

00:28:03.234 --> 00:28:03.816
I'm desperate.

00:28:03.875 --> 00:28:05.797
I need you to get on a telehealth call,

00:28:05.836 --> 00:28:06.196
please.

00:28:06.237 --> 00:28:07.577
Is there any way we can do this?

00:28:08.898 --> 00:28:10.358
I turn most of them away.

00:28:10.479 --> 00:28:12.059
I don't return most phone calls.

00:28:12.099 --> 00:28:13.340
Like I don't want,

00:28:13.980 --> 00:28:14.721
but I would tell you it's

00:28:14.741 --> 00:28:15.382
the same thing about

00:28:15.422 --> 00:28:16.643
patients coming into the clinic.

00:28:17.143 --> 00:28:18.525
You know, right now today,

00:28:18.545 --> 00:28:20.026
I've got a noon and a five.

00:28:20.086 --> 00:28:21.827
I'm like, can we just move the noon?

00:28:22.208 --> 00:28:23.189
Put them at four thirty.

00:28:23.229 --> 00:28:24.369
If they can't do four thirty,

00:28:24.430 --> 00:28:25.631
let's book them up against

00:28:25.711 --> 00:28:28.073
another evaluation somewhere else.

00:28:28.534 --> 00:28:30.394
Like, don't spread my evals around.

00:28:30.515 --> 00:28:30.935
Don't give me.

00:28:31.016 --> 00:28:31.957
Yeah, that's the graphic.

00:28:32.037 --> 00:28:32.817
Don't give me more than

00:28:32.856 --> 00:28:34.278
thirty minutes between evals.

00:28:34.679 --> 00:28:35.859
Like, if I'm going to do it,

00:28:36.079 --> 00:28:37.121
let's book them all up

00:28:37.181 --> 00:28:40.223
together and then we'll get it done.

00:28:40.243 --> 00:28:41.265
I'm not a good example.

00:28:41.424 --> 00:28:42.125
That's what I'm saying.

00:28:43.887 --> 00:28:44.588
I think time will tell.

00:28:45.048 --> 00:28:46.049
And that's the way to do it.

00:28:46.069 --> 00:28:46.830
But this is why companies

00:28:46.851 --> 00:28:47.652
have a three billion dollar

00:28:47.692 --> 00:28:48.692
valuation is because if

00:28:48.752 --> 00:28:49.773
people don't bet now,

00:28:50.273 --> 00:28:51.736
if people bet now and it hits,

00:28:51.796 --> 00:28:53.297
the small bet turns into a big bet,

00:28:53.396 --> 00:28:53.616
right?

00:28:53.698 --> 00:28:54.597
That's if you buy in.

00:28:55.378 --> 00:28:56.359
And to the point of the

00:28:56.400 --> 00:28:57.961
seven hundred patients that

00:28:57.981 --> 00:28:58.741
you're managing, I mean,

00:28:58.781 --> 00:28:59.883
doesn't a primary care

00:28:59.923 --> 00:29:01.224
physician manage like three

00:29:01.265 --> 00:29:02.205
thousand patients?

00:29:02.885 --> 00:29:03.646
Because you're not spending

00:29:03.666 --> 00:29:04.948
them all every day.

00:29:04.988 --> 00:29:06.170
For five minute interactions.

00:29:08.094 --> 00:29:09.336
You're not going to utilize

00:29:09.375 --> 00:29:10.938
this every single day,

00:29:10.978 --> 00:29:13.019
every single week if this is a benefit,

00:29:13.059 --> 00:29:14.321
if this is a resource.

00:29:17.346 --> 00:29:18.907
I think most people just

00:29:18.948 --> 00:29:19.788
won't use it at all.

00:29:20.028 --> 00:29:21.069
I mean, that's the reality.

00:29:21.529 --> 00:29:22.550
I think most people don't

00:29:22.590 --> 00:29:23.652
want the inconvenience.

00:29:23.971 --> 00:29:25.012
They would rather deal with

00:29:25.032 --> 00:29:26.993
the discomfort than have to go through,

00:29:27.134 --> 00:29:28.714
you know, that experience.

00:29:29.336 --> 00:29:30.997
And so if you're going to

00:29:31.017 --> 00:29:32.438
get paid as a company and

00:29:32.538 --> 00:29:33.659
most of your clients don't

00:29:33.719 --> 00:29:34.980
even want to use your service,

00:29:35.539 --> 00:29:38.001
like that's why insurance is so amazing.

00:29:38.261 --> 00:29:39.182
Brilliant business model.

00:29:39.522 --> 00:29:41.003
People are paying you and

00:29:41.084 --> 00:29:42.305
hoping they never have to

00:29:42.484 --> 00:29:43.425
use your service.

00:29:45.575 --> 00:29:45.855
Wow.

00:29:45.934 --> 00:29:47.777
You're the voice of the voiceless, Tony.

00:29:48.637 --> 00:29:49.038
Wow.

00:29:49.258 --> 00:29:49.798
Impressive.

00:29:49.959 --> 00:29:50.759
Business card.

00:29:50.779 --> 00:29:51.961
All right.

00:29:51.980 --> 00:29:54.482
What do you guys want to talk about next?

00:29:54.502 --> 00:29:55.804
Dave, anything on your mind?

00:29:57.025 --> 00:29:58.846
I think we should talk about

00:29:59.747 --> 00:30:02.148
diagnostic ultrasound and self-pay.

00:30:02.209 --> 00:30:03.590
I know you were speaking to

00:30:03.631 --> 00:30:04.431
Ryan Martin recently.

00:30:04.451 --> 00:30:05.551
Was that on his show?

00:30:05.571 --> 00:30:07.114
Was that on your Learn

00:30:07.134 --> 00:30:08.013
Medicare billing channel?

00:30:08.034 --> 00:30:08.434
What was that?

00:30:08.826 --> 00:30:09.026
Yeah,

00:30:09.086 --> 00:30:11.047
he was gracious enough to come to me.

00:30:12.387 --> 00:30:13.909
That full interview is

00:30:13.969 --> 00:30:15.089
public right now on Learn

00:30:15.109 --> 00:30:15.970
Medicare Billing.

00:30:17.391 --> 00:30:18.070
And truthfully,

00:30:18.391 --> 00:30:19.791
I am completely ignorant to

00:30:19.852 --> 00:30:21.573
so many things within our profession.

00:30:22.032 --> 00:30:23.993
Diagnostic ultrasound was one of them.

00:30:24.615 --> 00:30:26.175
Until I got on LinkedIn,

00:30:26.236 --> 00:30:27.635
I never knew about Ryan Martin.

00:30:27.757 --> 00:30:29.176
Once I got there, I was like,

00:30:29.196 --> 00:30:29.917
what is this?

00:30:30.637 --> 00:30:33.863
And to me, I mean, he's a genius himself,

00:30:33.903 --> 00:30:35.785
like super nice guy, very humble.

00:30:36.306 --> 00:30:38.028
But one of the big takeaways

00:30:38.048 --> 00:30:39.289
that I wanted you guys to

00:30:39.329 --> 00:30:41.633
give me some feedback on, Dave especially,

00:30:41.653 --> 00:30:42.753
because you're in the field,

00:30:43.335 --> 00:30:44.957
he said there are handheld

00:30:44.997 --> 00:30:46.419
devices that are good enough

00:30:47.779 --> 00:30:49.701
to a couple thousand dollar investment,

00:30:49.760 --> 00:30:51.561
to travel with a mobile therapist,

00:30:51.602 --> 00:30:53.762
to provide this diagnostic.

00:30:54.923 --> 00:30:56.364
I get the impression, I mean,

00:30:57.444 --> 00:30:59.144
Ryan just loves what he does,

00:30:59.605 --> 00:31:00.905
but my mind always goes to

00:31:00.945 --> 00:31:01.625
the business side.

00:31:01.645 --> 00:31:02.227
And I'm like,

00:31:02.866 --> 00:31:04.387
I talk to patients every day

00:31:04.448 --> 00:31:06.528
who cannot get in for an MRI.

00:31:07.528 --> 00:31:08.609
Either the insurance is

00:31:08.670 --> 00:31:09.910
refusing to allow them an

00:31:10.029 --> 00:31:11.691
MRI before they do therapy,

00:31:12.090 --> 00:31:13.212
quote, fail therapy,

00:31:13.973 --> 00:31:15.977
or the MRI centers just

00:31:15.997 --> 00:31:17.358
don't have available appointments.

00:31:17.398 --> 00:31:19.402
Like, they call multiple hospitals.

00:31:19.422 --> 00:31:20.482
They can't get in anywhere

00:31:20.522 --> 00:31:22.465
in the area for weeks.

00:31:22.846 --> 00:31:23.287
And so...

00:31:24.396 --> 00:31:26.557
this to me is like a golden opportunity.

00:31:27.038 --> 00:31:28.858
I would see going through

00:31:28.878 --> 00:31:29.920
the certification,

00:31:30.299 --> 00:31:31.601
purchasing the equipment

00:31:31.980 --> 00:31:32.942
and then offering a

00:31:33.041 --> 00:31:34.903
self-pay and I don't know rates,

00:31:35.042 --> 00:31:35.663
I'm gonna say,

00:31:35.702 --> 00:31:36.522
two hundred and fifty

00:31:36.563 --> 00:31:37.644
dollar diagnostic

00:31:37.703 --> 00:31:40.444
ultrasound rate where a person,

00:31:40.665 --> 00:31:42.846
whether they want to do therapy or not,

00:31:43.446 --> 00:31:44.627
they can come in,

00:31:44.847 --> 00:31:46.728
I can sound their rotator

00:31:46.768 --> 00:31:48.269
cuff or any of the

00:31:48.689 --> 00:31:50.789
extremities that are easy to visualize.

00:31:51.289 --> 00:31:51.790
Brian said,

00:31:51.851 --> 00:31:52.931
I could probably learn enough

00:31:52.971 --> 00:31:54.531
to do a good job in about a month.

00:31:56.113 --> 00:31:57.512
And this is just be a steady stream.

00:31:57.553 --> 00:31:58.073
And then of course,

00:31:58.113 --> 00:31:59.614
some of those patients are gonna be like,

00:32:00.054 --> 00:32:01.275
oh my gosh, thank goodness.

00:32:01.335 --> 00:32:02.535
I can't believe you did that.

00:32:03.615 --> 00:32:04.516
Tell me about physical

00:32:04.556 --> 00:32:05.396
therapy and then I can

00:32:05.416 --> 00:32:06.176
bring them on for a

00:32:06.696 --> 00:32:08.057
physical therapy plan of care,

00:32:08.077 --> 00:32:09.117
which is obviously gonna

00:32:09.137 --> 00:32:10.479
give them the most benefit.

00:32:11.596 --> 00:32:12.636
I don't know of anybody

00:32:12.696 --> 00:32:13.778
doing this anywhere.

00:32:14.298 --> 00:32:15.118
What about you guys?

00:32:15.138 --> 00:32:16.180
Have you heard, Dave?

00:32:17.220 --> 00:32:18.020
Where you been, dude?

00:32:18.060 --> 00:32:18.761
I thought you knew me.

00:32:19.021 --> 00:32:19.701
We've been offering this

00:32:19.741 --> 00:32:20.522
since twenty twenty.

00:32:20.923 --> 00:32:22.604
No, I had no idea.

00:32:22.704 --> 00:32:23.065
Tell me.

00:32:23.085 --> 00:32:24.566
I thought we did an episode on it.

00:32:24.945 --> 00:32:26.487
I had the butterfly IQ.

00:32:26.547 --> 00:32:27.768
It plugs into my iPhone.

00:32:27.807 --> 00:32:28.888
I don't have it now because

00:32:29.309 --> 00:32:30.770
I just assumed you knew we did it.

00:32:30.810 --> 00:32:31.090
Did it.

00:32:31.131 --> 00:32:32.451
So I can't do a demo right now.

00:32:33.932 --> 00:32:35.814
OK, so what are you using this for?

00:32:35.954 --> 00:32:37.415
Is it an upsell or is it

00:32:37.455 --> 00:32:38.676
included in your service?

00:32:38.696 --> 00:32:40.337
Because your service is self-pay anyway.

00:32:41.670 --> 00:32:41.849
Yeah.

00:32:41.869 --> 00:32:43.971
So we just include it.

00:32:44.010 --> 00:32:45.912
We get current patients to

00:32:46.011 --> 00:32:47.051
refer to their friends and

00:32:47.071 --> 00:32:47.912
their friends reach out to

00:32:47.971 --> 00:32:50.512
us and they don't say they,

00:32:50.532 --> 00:32:52.034
they used to say, you know, Oh, you know,

00:32:52.394 --> 00:32:54.034
therapist name and you know,

00:32:54.094 --> 00:32:56.515
whatever the just awesome service,

00:32:56.915 --> 00:32:58.016
professional, competent,

00:32:58.036 --> 00:32:59.076
all that type of stuff, whatever.

00:32:59.635 --> 00:33:00.717
And then now, you know,

00:33:00.737 --> 00:33:02.857
we'll get referrals that says like, like,

00:33:02.917 --> 00:33:04.617
Hey, you know, James referred me to,

00:33:04.758 --> 00:33:05.419
to you guys.

00:33:05.499 --> 00:33:05.919
And he said,

00:33:05.939 --> 00:33:08.240
you guys have some like amazing,

00:33:08.339 --> 00:33:08.660
you know,

00:33:10.093 --> 00:33:12.535
Portable technology, tech imaging,

00:33:12.674 --> 00:33:12.996
whatever.

00:33:13.336 --> 00:33:16.597
Can I get whatever ankle, hip, shoulder,

00:33:16.618 --> 00:33:18.059
whatever, elbow, wrist?

00:33:20.221 --> 00:33:22.282
Can I get some imaging or diagnostics,

00:33:22.323 --> 00:33:22.623
whatever?

00:33:24.244 --> 00:33:25.826
I'm extremely bullish on it.

00:33:25.865 --> 00:33:26.967
I thought we've talked about it before.

00:33:28.092 --> 00:33:28.532
Maybe we have.

00:33:29.674 --> 00:33:30.796
I'm forty nine.

00:33:30.915 --> 00:33:31.336
I don't know.

00:33:32.618 --> 00:33:32.838
OK,

00:33:32.878 --> 00:33:34.741
so let's let's get into some specifics.

00:33:34.761 --> 00:33:36.365
Like what are the conditions

00:33:36.424 --> 00:33:37.886
or the extremities that do

00:33:37.967 --> 00:33:39.630
best with this kind of imaging?

00:33:41.132 --> 00:33:42.732
I mean, any of the peripheral joints,

00:33:43.614 --> 00:33:45.095
I think, yes.

00:33:45.395 --> 00:33:46.817
So I did I did some like

00:33:46.916 --> 00:33:49.038
sono optics course years ago,

00:33:49.078 --> 00:33:50.098
and I think they're like

00:33:50.138 --> 00:33:50.960
defunct or whatever.

00:33:51.000 --> 00:33:55.423
But I I added this in twenty twenty.

00:33:55.443 --> 00:33:57.005
This is something like what you've done,

00:33:57.045 --> 00:33:57.285
Tony,

00:33:57.305 --> 00:34:00.647
with like the the biodex treadmill

00:34:00.847 --> 00:34:01.409
and the TRT.

00:34:01.469 --> 00:34:01.608
Right.

00:34:03.609 --> 00:34:06.550
I just had this gut feel

00:34:06.651 --> 00:34:08.652
like that this would be awesome.

00:34:08.791 --> 00:34:09.931
And it's so small and it

00:34:09.952 --> 00:34:10.813
plugs into the phone.

00:34:10.932 --> 00:34:14.373
And almost every patient, almost, ninety,

00:34:14.474 --> 00:34:15.594
ninety-five percent of patients,

00:34:16.114 --> 00:34:16.835
when they see it,

00:34:17.295 --> 00:34:18.195
that we can do it right in

00:34:18.215 --> 00:34:19.376
their home apartment.

00:34:19.976 --> 00:34:22.617
And I'm like, here's your Supraspinatus,

00:34:22.856 --> 00:34:23.777
whatever, here's your shoulder,

00:34:23.836 --> 00:34:24.697
here's your rotator cuff.

00:34:25.157 --> 00:34:26.978
And then they can actually

00:34:27.057 --> 00:34:28.338
move their shoulder and we

00:34:28.358 --> 00:34:28.998
can actually see it

00:34:29.039 --> 00:34:30.159
dynamically compared to the

00:34:30.199 --> 00:34:31.579
still images of MRI.

00:34:33.038 --> 00:34:33.257
Ninety,

00:34:33.297 --> 00:34:34.438
ninety five percent of people are

00:34:34.619 --> 00:34:35.219
blown away.

00:34:36.460 --> 00:34:38.240
I've done this for free for, you know,

00:34:38.260 --> 00:34:40.282
like my baseball buddies, you know,

00:34:40.621 --> 00:34:42.163
in in the dugout before and

00:34:42.182 --> 00:34:43.382
after games and things like that.

00:34:43.583 --> 00:34:46.063
And I do it as like a marketing tool.

00:34:47.565 --> 00:34:48.925
It absolutely fractures.

00:34:50.217 --> 00:34:51.237
You can see some fractures.

00:34:51.317 --> 00:34:54.059
I had a BMX biker a couple years ago.

00:34:54.079 --> 00:34:55.139
He thought he cracked a rib.

00:34:55.478 --> 00:34:57.320
We tried to look at the rib

00:34:57.340 --> 00:34:58.079
from every angle.

00:34:59.340 --> 00:35:00.681
It didn't seem like there was a fracture,

00:35:00.701 --> 00:35:02.481
but you can see, especially the edges.

00:35:02.521 --> 00:35:04.443
So if this is the rib,

00:35:04.483 --> 00:35:06.322
if there was a fracture like that,

00:35:06.663 --> 00:35:07.784
if it was on the periphery

00:35:08.204 --> 00:35:09.965
of the actual bone, yes,

00:35:11.045 --> 00:35:12.385
you can see some fractures.

00:35:14.186 --> 00:35:15.429
And Ryan is obviously way

00:35:15.449 --> 00:35:17.130
more equipped to answer the

00:35:17.150 --> 00:35:18.291
clinical questions than I am.

00:35:18.373 --> 00:35:20.574
But I have a therapist now

00:35:20.594 --> 00:35:21.295
that's full time.

00:35:21.396 --> 00:35:23.159
He's going to be away for the holidays.

00:35:23.898 --> 00:35:25.360
I'm getting him taught in

00:35:25.601 --> 00:35:26.603
probably February.

00:35:26.643 --> 00:35:28.605
He's going to start learning this as well.

00:35:29.465 --> 00:35:32.009
um and our goal is to scan

00:35:32.048 --> 00:35:33.269
as many people as possible

00:35:33.329 --> 00:35:34.630
so once I get him up and

00:35:34.690 --> 00:35:35.190
running because I don't

00:35:35.211 --> 00:35:35.891
want to do it right because

00:35:35.911 --> 00:35:36.853
I want to be I want to grow

00:35:36.873 --> 00:35:37.574
the practice I want to be

00:35:37.634 --> 00:35:39.034
home like I want to be on

00:35:39.054 --> 00:35:40.215
video with you guys like I

00:35:40.235 --> 00:35:41.137
don't want to do any of the

00:35:41.177 --> 00:35:41.818
imaging I don't want to

00:35:41.858 --> 00:35:43.398
treat right so I want to

00:35:43.418 --> 00:35:44.900
get him busy we're going to

00:35:44.920 --> 00:35:45.820
contact all the previous

00:35:45.860 --> 00:35:46.981
patients that we've ever

00:35:47.021 --> 00:35:48.403
interacted with offer maybe

00:35:48.463 --> 00:35:49.744
free scans maybe he drops

00:35:49.804 --> 00:35:51.445
by it takes five minutes

00:35:51.505 --> 00:35:52.887
little ultrasound gel plug

00:35:52.907 --> 00:35:53.708
it in a smartphone

00:35:54.409 --> 00:35:56.697
And he can see inside of someone's,

00:35:57.117 --> 00:35:59.827
you know, joint, soft tissue.

00:36:01.003 --> 00:36:01.664
What's that?

00:36:01.684 --> 00:36:02.405
What are you looking for?

00:36:02.445 --> 00:36:03.505
Like, what are you looking for in a joint?

00:36:03.525 --> 00:36:04.646
What are you looking for in a muscle,

00:36:04.746 --> 00:36:06.188
a tear damage?

00:36:06.208 --> 00:36:08.871
So you can see, you can see partial tears.

00:36:08.891 --> 00:36:09.851
You can see ruptures.

00:36:09.871 --> 00:36:11.273
You can see things like, you know,

00:36:11.432 --> 00:36:12.554
cysts and those types of

00:36:12.594 --> 00:36:13.635
things like are going to be

00:36:13.735 --> 00:36:14.835
interesting to learn more

00:36:14.876 --> 00:36:15.996
about because then you can

00:36:16.097 --> 00:36:17.818
refer out and then build referrals,

00:36:18.197 --> 00:36:19.278
refer referring

00:36:19.599 --> 00:36:21.021
partnerships to other physicians,

00:36:21.081 --> 00:36:23.523
other concierge physicians or, or others.

00:36:24.224 --> 00:36:24.423
Um,

00:36:28.983 --> 00:36:31.666
You can see nerve entrapments,

00:36:31.686 --> 00:36:32.626
which I think is probably

00:36:32.646 --> 00:36:33.688
the highest level skill.

00:36:33.887 --> 00:36:34.628
And by the way,

00:36:34.788 --> 00:36:36.949
this whole offering is

00:36:37.030 --> 00:36:37.871
obviously way more

00:36:37.911 --> 00:36:38.672
challenging and has a

00:36:38.731 --> 00:36:41.793
higher barrier of entry, respectfully,

00:36:41.875 --> 00:36:43.815
than anything in an outpatient office,

00:36:43.856 --> 00:36:46.378
like the Biodex or the TRT or...

00:36:47.574 --> 00:36:48.715
the stim pod that we use.

00:36:48.795 --> 00:36:50.556
And even that is a little bit of training,

00:36:50.597 --> 00:36:52.798
but, but not too much, but yeah, I agree.

00:36:52.838 --> 00:36:54.740
Like at least like a month, if not,

00:36:54.860 --> 00:36:55.081
you know,

00:36:55.101 --> 00:36:56.641
a couple of months to be super competent.

00:36:57.382 --> 00:36:59.304
Um, and therapists could be absolutely,

00:36:59.364 --> 00:37:00.206
absolutely doing this.

00:37:00.365 --> 00:37:01.987
And just in the learning phase,

00:37:02.007 --> 00:37:02.847
you tell all your patients,

00:37:02.867 --> 00:37:03.489
you have them sign the

00:37:03.528 --> 00:37:04.128
release or whatever.

00:37:05.255 --> 00:37:06.556
And you potentially just do

00:37:06.597 --> 00:37:07.777
the scans for free for the

00:37:07.797 --> 00:37:09.157
first month or three months or whatever.

00:37:10.018 --> 00:37:10.637
Just from that,

00:37:10.657 --> 00:37:11.878
they're gonna go tell other people.

00:37:11.918 --> 00:37:15.260
So it's absolutely a marketing component.

00:37:15.681 --> 00:37:17.681
It's a, I don't know,

00:37:17.722 --> 00:37:19.141
Tony will probably push back on this,

00:37:19.181 --> 00:37:20.382
but it's showing like a

00:37:20.422 --> 00:37:23.523
higher level of potential like authority,

00:37:23.623 --> 00:37:24.625
knowledge, expertise.

00:37:25.644 --> 00:37:25.744
Um,

00:37:25.784 --> 00:37:27.226
I think Tony will start to see that in

00:37:27.246 --> 00:37:28.646
the coming months when he's

00:37:28.726 --> 00:37:30.027
using things like the TRT

00:37:30.106 --> 00:37:31.407
and the sound of the TRT

00:37:31.487 --> 00:37:32.788
and the size of the device

00:37:32.847 --> 00:37:33.748
and what it does and what it,

00:37:34.088 --> 00:37:36.829
how the patients feel the TRT sensation.

00:37:37.108 --> 00:37:37.789
They're going to go,

00:37:38.010 --> 00:37:38.809
they're going to refer

00:37:38.909 --> 00:37:39.789
their friends and family.

00:37:40.030 --> 00:37:41.291
They're going to say, Hey, go to that.

00:37:42.150 --> 00:37:44.793
office with that guy, those guys and,

00:37:44.972 --> 00:37:46.974
and there's some softwave device, right?

00:37:47.135 --> 00:37:48.916
And Tony's gonna get

00:37:49.117 --> 00:37:49.856
significantly more

00:37:49.876 --> 00:37:51.097
referrals in the coming months,

00:37:51.318 --> 00:37:52.940
just because of this new technology.

00:37:53.440 --> 00:37:54.420
The big challenge for

00:37:54.460 --> 00:37:55.762
therapists and owners is

00:37:55.862 --> 00:37:58.184
the clinical education

00:37:58.264 --> 00:38:00.865
around not just relearning

00:38:00.985 --> 00:38:03.307
or reviewing anatomy,

00:38:03.588 --> 00:38:05.429
but it's anatomy via an

00:38:05.489 --> 00:38:06.289
image that you've never

00:38:06.331 --> 00:38:07.271
really seen before.

00:38:07.652 --> 00:38:07.871
Right?

00:38:08.072 --> 00:38:08.972
What's the what's the

00:38:08.992 --> 00:38:10.494
ballpark cost of some of these units?

00:38:11.960 --> 00:38:13.342
The back in twenty twenty,

00:38:13.384 --> 00:38:14.706
the butterfly was like two

00:38:14.726 --> 00:38:15.789
grand and I think it was

00:38:15.829 --> 00:38:17.614
the first the first year of the software.

00:38:17.793 --> 00:38:18.717
The software is like

00:38:20.467 --> 00:38:22.347
I can save videos and images.

00:38:22.427 --> 00:38:24.369
I can text and email the images,

00:38:24.528 --> 00:38:25.869
the still images and video

00:38:26.050 --> 00:38:28.090
of the imaging right from the app.

00:38:28.411 --> 00:38:29.371
I think the first year was

00:38:29.391 --> 00:38:30.771
like five hundred bucks for the software.

00:38:30.811 --> 00:38:32.152
And then after that, it's like optional.

00:38:32.293 --> 00:38:33.494
So it's like that was twenty

00:38:33.514 --> 00:38:34.273
five hundred up front.

00:38:35.155 --> 00:38:37.175
Dr. Boba Benko over in Colorado,

00:38:37.215 --> 00:38:38.615
he just bought another

00:38:38.856 --> 00:38:40.077
completely wireless

00:38:40.237 --> 00:38:41.137
portable diagnostic

00:38:41.177 --> 00:38:42.217
ultrasound called I think

00:38:42.237 --> 00:38:43.059
it's called Clarius.

00:38:43.599 --> 00:38:44.920
That's probably in the same range,

00:38:44.960 --> 00:38:46.501
maybe around two to five K.

00:38:47.960 --> 00:38:49.302
And then the big units that, you know,

00:38:49.342 --> 00:38:50.702
Ryan Martin and all those

00:38:50.742 --> 00:38:52.742
guys that have like an outpatient office,

00:38:52.802 --> 00:38:53.722
those are like the bigger

00:38:53.802 --> 00:38:54.804
units that look like a

00:38:54.844 --> 00:38:56.023
hospital or physician's

00:38:56.103 --> 00:38:57.224
office ultrasound.

00:38:57.284 --> 00:38:59.045
Those are like fifteen, twenty,

00:38:59.385 --> 00:39:01.126
twenty five K like they go up from there.

00:39:03.266 --> 00:39:04.427
It's an absolute no brainer.

00:39:04.706 --> 00:39:05.807
I think therapists watching

00:39:05.827 --> 00:39:06.688
or listening should only

00:39:06.728 --> 00:39:07.909
consider it if they want to

00:39:08.429 --> 00:39:09.608
help more people get more

00:39:09.688 --> 00:39:11.170
results and make a ton more money.

00:39:12.650 --> 00:39:13.150
I love it.

00:39:13.251 --> 00:39:14.672
You'd be an idiot not to do it.

00:39:15.452 --> 00:39:16.472
Dave's got an affiliate code.

00:39:16.492 --> 00:39:18.153
And I know I have nothing to sell you.

00:39:18.193 --> 00:39:19.114
So I don't care if you don't do it.

00:39:19.153 --> 00:39:19.974
And if you're in New York city,

00:39:20.014 --> 00:39:20.675
don't do it.

00:39:20.715 --> 00:39:21.375
Just don't offer it.

00:39:21.855 --> 00:39:22.576
Yeah.

00:39:22.655 --> 00:39:22.856
All right.

00:39:22.876 --> 00:39:23.556
Quick question.

00:39:24.175 --> 00:39:27.018
Um, how long does it take to actually get,

00:39:27.038 --> 00:39:29.958
uh, an image or a scan or diagnostic?

00:39:29.978 --> 00:39:30.239
You know,

00:39:30.259 --> 00:39:31.719
are we talking like five minutes,

00:39:34.972 --> 00:39:35.592
Yeah.

00:39:35.632 --> 00:39:36.733
The better, the better you are,

00:39:36.753 --> 00:39:38.054
the faster you'll get.

00:39:38.114 --> 00:39:38.353
Right.

00:39:38.393 --> 00:39:40.235
So like in the beginning, I'm, you know,

00:39:40.315 --> 00:39:41.255
stumbling it around and

00:39:41.476 --> 00:39:43.016
probably was doing wasting time,

00:39:43.177 --> 00:39:44.518
fifteen or twenty minutes or something.

00:39:45.599 --> 00:39:46.739
The Ryan Martins of the world,

00:39:47.219 --> 00:39:50.702
he he probably he's probably getting,

00:39:51.181 --> 00:39:51.481
you know,

00:39:51.621 --> 00:39:53.304
a diagnosis in ninety seconds or

00:39:53.324 --> 00:39:53.884
a couple of minutes.

00:39:54.414 --> 00:39:56.434
So what would be a reasonable rate?

00:39:56.534 --> 00:39:57.795
I'm going to say reasonable

00:39:57.835 --> 00:40:00.056
in New York and reasonable in Ohio.

00:40:01.177 --> 00:40:03.157
If somebody comes in, they're like,

00:40:03.297 --> 00:40:05.518
we suspect a rotator cuff tear.

00:40:06.079 --> 00:40:07.880
I can't go in for an MRI.

00:40:08.001 --> 00:40:08.820
I just want to pay out of

00:40:08.860 --> 00:40:10.262
pocket just to confirm now.

00:40:10.822 --> 00:40:12.041
Guys, if you're listening,

00:40:12.202 --> 00:40:13.242
I understand the research

00:40:13.262 --> 00:40:14.762
behind rotator cuff tear.

00:40:14.882 --> 00:40:16.342
I understand the sham studies.

00:40:16.443 --> 00:40:17.043
I understand.

00:40:17.422 --> 00:40:18.244
I understand all of it.

00:40:18.384 --> 00:40:20.344
I am just looking for the diagnostic.

00:40:20.423 --> 00:40:21.483
Uh, what,

00:40:21.623 --> 00:40:23.045
what would somebody charge for

00:40:23.085 --> 00:40:23.704
something like that?

00:40:23.764 --> 00:40:26.364
Not treatment, just the diagnostic.

00:40:27.184 --> 00:40:27.505
I mean,

00:40:28.706 --> 00:40:30.065
you could go two routes at the very

00:40:30.106 --> 00:40:30.385
least.

00:40:30.425 --> 00:40:32.025
You could go a hundred bucks at least,

00:40:32.045 --> 00:40:32.226
you know,

00:40:32.306 --> 00:40:33.827
something like it could be

00:40:33.867 --> 00:40:34.407
higher than that.

00:40:34.427 --> 00:40:36.967
Um, also if you were,

00:40:37.027 --> 00:40:38.867
I know you're not trying to

00:40:38.907 --> 00:40:39.907
hire therapists, which,

00:40:40.844 --> 00:40:41.826
We've covered before.

00:40:43.266 --> 00:40:45.407
You could also not charge at all.

00:40:45.527 --> 00:40:46.387
You could have scanning

00:40:46.427 --> 00:40:48.969
events every Wednesday,

00:40:49.030 --> 00:40:49.769
the first Wednesday of

00:40:49.789 --> 00:40:51.050
every month or once or

00:40:51.090 --> 00:40:53.132
twice a month or whatever in an office.

00:40:53.192 --> 00:40:54.532
I've seen this on Instagram.

00:40:54.572 --> 00:40:55.693
I've seen other practices do this.

00:40:55.713 --> 00:40:57.554
So they have like from six to eight p.m.

00:40:57.574 --> 00:40:58.534
or whatever.

00:40:58.554 --> 00:40:59.396
If you have shoulder pain,

00:40:59.416 --> 00:41:00.335
if you have aches and pains,

00:41:00.356 --> 00:41:03.038
if you have foot, ankle, elbow, wrist,

00:41:03.257 --> 00:41:04.559
you can list the joints or whatever.

00:41:05.398 --> 00:41:06.639
Come on, come on down.

00:41:06.998 --> 00:41:08.219
Uh, you know, we'll take a look,

00:41:08.860 --> 00:41:10.260
sign a waiver totally for free.

00:41:10.300 --> 00:41:11.300
We won't even bill your insurance,

00:41:11.320 --> 00:41:11.659
whatever.

00:41:12.139 --> 00:41:13.981
And then you can do it like mass market.

00:41:14.021 --> 00:41:14.760
You can try to get in front

00:41:14.780 --> 00:41:15.340
of more people.

00:41:15.621 --> 00:41:16.880
Even the people you scan for free,

00:41:16.900 --> 00:41:18.041
they might go tell someone

00:41:18.422 --> 00:41:19.262
and they might not have

00:41:19.322 --> 00:41:21.121
enough of the urgency to

00:41:21.181 --> 00:41:22.623
like start a plan of care with you guys,

00:41:22.922 --> 00:41:23.722
but they might tell other

00:41:23.742 --> 00:41:24.402
people about it.

00:41:24.782 --> 00:41:25.682
Or you could juice it.

00:41:25.722 --> 00:41:27.864
You could say like, Hey, uh, free scans,

00:41:27.884 --> 00:41:27.923
uh,

00:41:28.643 --> 00:41:30.885
stop on by, but sign the waiver,

00:41:31.005 --> 00:41:32.585
but you have to like take

00:41:32.605 --> 00:41:34.465
an Instagram story or, or a picture,

00:41:34.505 --> 00:41:35.146
you have to post it on

00:41:35.186 --> 00:41:36.987
Facebook or whatever and tag our,

00:41:37.666 --> 00:41:38.807
our practice or drop the

00:41:38.847 --> 00:41:39.668
website or whatever,

00:41:40.128 --> 00:41:41.367
but post the picture of it.

00:41:41.387 --> 00:41:42.268
Like you could kind of juice

00:41:42.309 --> 00:41:43.829
it and use some, you know, social cred,

00:41:44.409 --> 00:41:45.730
but then not charge for the

00:41:45.769 --> 00:41:46.409
actual imaging.

00:41:46.510 --> 00:41:47.710
I think that's a great way to go.

00:41:48.150 --> 00:41:49.110
But yeah, at the,

00:41:49.610 --> 00:41:51.092
at the very least a hundred bucks, I mean,

00:41:51.152 --> 00:41:51.411
we could,

00:41:52.777 --> 00:41:54.159
I know there's another

00:41:55.000 --> 00:41:56.641
mobile house call practice

00:41:56.661 --> 00:41:57.541
in New York City that I

00:41:57.561 --> 00:41:58.942
think it's physician and nurses only.

00:41:59.521 --> 00:42:00.282
And they're charging like

00:42:00.322 --> 00:42:01.202
four or five hundred bucks

00:42:01.483 --> 00:42:02.164
for a diagnosis.

00:42:02.184 --> 00:42:03.545
I would have thought two fifty.

00:42:03.565 --> 00:42:05.826
I was going to say two fifty.

00:42:05.846 --> 00:42:06.927
Yeah.

00:42:07.507 --> 00:42:08.447
Especially if it's to you.

00:42:09.606 --> 00:42:10.967
any state practice act

00:42:11.367 --> 00:42:13.048
restrictions or governance

00:42:13.108 --> 00:42:14.030
or anything like that.

00:42:14.630 --> 00:42:16.331
Ryan, you gotta, we gotta get him on here.

00:42:16.692 --> 00:42:18.713
I know it's a, he's in Arizona.

00:42:18.773 --> 00:42:19.634
So they're like, what's that?

00:42:19.693 --> 00:42:22.695
Like two hours or whatever.

00:42:22.755 --> 00:42:23.597
He posted something.

00:42:23.657 --> 00:42:24.398
I probably saved it.

00:42:24.438 --> 00:42:25.077
I can share it with you guys.

00:42:25.137 --> 00:42:26.018
I think I saved it on

00:42:26.059 --> 00:42:27.460
LinkedIn or he can post it again.

00:42:27.960 --> 00:42:29.021
He posted like a map of the

00:42:29.101 --> 00:42:30.541
U S and like certain States

00:42:30.561 --> 00:42:32.202
where it's like clearly

00:42:32.222 --> 00:42:33.925
allowed in the practice act.

00:42:34.005 --> 00:42:35.065
And then like maybe a few

00:42:35.085 --> 00:42:36.146
that are like clearly not allowed.

00:42:36.166 --> 00:42:37.568
And then it's like a whole bunch of like,

00:42:38.248 --> 00:42:40.190
Doesn't specifically mention

00:42:40.251 --> 00:42:41.733
it in the practice act, you know,

00:42:41.952 --> 00:42:45.518
so it's it's pretty wide open,

00:42:45.557 --> 00:42:46.099
in my opinion.

00:42:46.119 --> 00:42:49.664
OK, I am shocked that I had no idea,

00:42:49.684 --> 00:42:51.527
but I kind of somewhere in

00:42:51.547 --> 00:42:52.367
the back of my head,

00:42:52.407 --> 00:42:53.809
it does seem familiar that

00:42:53.829 --> 00:42:55.010
we might have talked about that.

00:42:56.503 --> 00:42:57.143
But awesome.

00:42:57.565 --> 00:42:57.804
Yeah.

00:42:58.085 --> 00:42:59.905
So that was a great interview.

00:43:00.005 --> 00:43:01.266
Tons of information.

00:43:01.827 --> 00:43:03.849
I love their educational model, you know,

00:43:04.070 --> 00:43:05.231
and I'm not an affiliate

00:43:05.251 --> 00:43:05.791
for them or anything.

00:43:05.891 --> 00:43:08.512
I just think they do a really solid job.

00:43:09.454 --> 00:43:10.574
I am learning, Jimmy,

00:43:10.614 --> 00:43:11.494
I want to hear what you're saying.

00:43:11.715 --> 00:43:12.956
I am learning that there are

00:43:13.056 --> 00:43:14.458
so many more things.

00:43:14.818 --> 00:43:16.039
that we could be doing

00:43:16.418 --> 00:43:17.719
beside just the straight

00:43:17.760 --> 00:43:19.121
standard of care.

00:43:20.021 --> 00:43:20.322
And look,

00:43:20.362 --> 00:43:21.561
I've been in this twenty plus

00:43:21.601 --> 00:43:23.304
years and I'm still

00:43:23.384 --> 00:43:24.563
learning all of this new

00:43:24.603 --> 00:43:26.324
stuff that we could get excited about.

00:43:26.826 --> 00:43:27.266
You know,

00:43:27.326 --> 00:43:28.867
talk about those therapists that

00:43:28.907 --> 00:43:29.487
are burnout.

00:43:29.527 --> 00:43:30.768
It's just so sad because

00:43:31.528 --> 00:43:32.429
they're stuck behind the

00:43:32.469 --> 00:43:33.489
wall and they can't see

00:43:33.530 --> 00:43:34.690
what's on the other side.

00:43:35.646 --> 00:43:36.405
So this is where,

00:43:36.905 --> 00:43:37.686
this is what I was going to say.

00:43:37.746 --> 00:43:39.186
Perfect radio segue, Tony,

00:43:39.226 --> 00:43:40.867
which is I just talked to

00:43:40.987 --> 00:43:42.809
Holly from Vi five.

00:43:42.869 --> 00:43:44.048
Are you familiar with Vi five?

00:43:44.088 --> 00:43:45.530
Are you, have you seen Holly on LinkedIn?

00:43:45.949 --> 00:43:47.130
We just connected the other day.

00:43:47.889 --> 00:43:50.210
I forget how that's how social media works,

00:43:50.231 --> 00:43:50.331
right?

00:43:50.411 --> 00:43:51.012
I said something,

00:43:51.052 --> 00:43:52.211
she said something and she's like,

00:43:52.311 --> 00:43:53.351
I'd love to give you a demo.

00:43:53.411 --> 00:43:54.233
And I said, sure,

00:43:54.293 --> 00:43:55.393
but it's gotta be a live stream.

00:43:55.492 --> 00:43:56.393
Like if I'm going to sit

00:43:56.414 --> 00:43:58.313
there for a half hour and she was like,

00:43:58.474 --> 00:43:58.673
okay.

00:43:59.094 --> 00:44:00.074
So she like stepped right up.

00:44:00.534 --> 00:44:02.235
So we tested out StreamYard

00:44:02.275 --> 00:44:03.815
plus her tech because it's

00:44:04.016 --> 00:44:05.157
a virtual platform,

00:44:05.577 --> 00:44:06.637
but it's sort of like it's

00:44:06.677 --> 00:44:07.338
doing like map.

00:44:07.358 --> 00:44:08.438
It's like a wireframe.

00:44:08.938 --> 00:44:10.039
I stood right over here and

00:44:10.059 --> 00:44:11.219
did like a bunch of squats

00:44:11.239 --> 00:44:12.619
and she was able to measure everything,

00:44:13.039 --> 00:44:13.659
but I didn't have to put a

00:44:13.699 --> 00:44:14.579
bunch of dots on me or

00:44:14.599 --> 00:44:15.340
anything like that.

00:44:15.900 --> 00:44:19.362
What I'm getting at is people,

00:44:19.382 --> 00:44:20.282
the people who are good at

00:44:20.302 --> 00:44:21.282
this technology are

00:44:22.112 --> 00:44:24.034
Don't hire people like Tony

00:44:24.375 --> 00:44:26.876
to help them create content.

00:44:26.896 --> 00:44:28.097
They don't hire people like us.

00:44:28.478 --> 00:44:29.498
And that's where they're stuck.

00:44:29.880 --> 00:44:30.039
I mean,

00:44:30.059 --> 00:44:31.840
I've talked to some tech people that say,

00:44:31.900 --> 00:44:32.902
our marketing budget is

00:44:32.922 --> 00:44:34.304
zero because we have a great product.

00:44:34.344 --> 00:44:34.903
And product,

00:44:34.943 --> 00:44:36.065
all you need is a great product.

00:44:36.605 --> 00:44:36.925
And that's it.

00:44:36.945 --> 00:44:39.088
And it's like, well, okay.

00:44:39.387 --> 00:44:40.969
How's that working?

00:44:41.128 --> 00:44:42.230
How many phone calls?

00:44:42.250 --> 00:44:43.251
How many demos have you had

00:44:43.271 --> 00:44:43.831
in the last week?

00:44:44.411 --> 00:44:45.052
Well, none, but...

00:44:46.246 --> 00:44:46.947
It's going to happen.

00:44:47.367 --> 00:44:48.568
Yeah,

00:44:48.588 --> 00:44:49.889
because Apple and Facebook have never

00:44:49.949 --> 00:44:50.670
run ads.

00:44:50.929 --> 00:44:51.871
Google is a perfect product,

00:44:51.891 --> 00:44:52.831
but they've never run an ad.

00:44:52.972 --> 00:44:53.512
Exactly.

00:44:53.552 --> 00:44:55.293
Tell me more about how that works.

00:44:55.835 --> 00:44:56.195
But anyway,

00:44:56.235 --> 00:44:58.556
my point is I'm starting to say

00:44:58.757 --> 00:45:01.400
to these organizations, pitch it to me,

00:45:01.519 --> 00:45:02.661
almost like mini Shark Tank.

00:45:02.820 --> 00:45:04.382
And we understand what the

00:45:04.422 --> 00:45:05.623
product is of this podcast,

00:45:05.643 --> 00:45:06.485
which is the audience.

00:45:06.505 --> 00:45:08.206
It's actually not the podcast.

00:45:08.246 --> 00:45:09.547
It's the audience with the podcast.

00:45:10.367 --> 00:45:10.869
Um,

00:45:10.889 --> 00:45:12.710
so we're doing Vi five in the next

00:45:12.751 --> 00:45:13.992
couple of days or weeks.

00:45:14.574 --> 00:45:15.594
She's going to walk people through that.

00:45:15.614 --> 00:45:17.677
But I think the more exposure people have,

00:45:18.639 --> 00:45:19.219
in my opinion,

00:45:19.239 --> 00:45:20.340
the better make a decision.

00:45:20.822 --> 00:45:22.063
Because I think a lot of my

00:45:22.103 --> 00:45:22.885
decisions when I was

00:45:22.925 --> 00:45:24.226
working in clinic was made

00:45:24.266 --> 00:45:25.367
by the person next to me.

00:45:26.188 --> 00:45:27.070
And the person next to me

00:45:27.090 --> 00:45:27.849
had been a clinician for

00:45:27.889 --> 00:45:29.291
ten or fifteen years longer than me.

00:45:30.012 --> 00:45:32.434
So my view of the world,

00:45:32.974 --> 00:45:33.954
unless I pushed back,

00:45:33.994 --> 00:45:36.878
was sort of shaped by it's not going to.

00:45:36.938 --> 00:45:37.597
And then I'd ask, well,

00:45:37.617 --> 00:45:38.338
what do you know about it?

00:45:38.418 --> 00:45:39.840
Well, nothing, but we're better.

00:45:40.260 --> 00:45:40.880
And I was like, oh,

00:45:40.900 --> 00:45:42.362
that seems like a shady way

00:45:42.422 --> 00:45:43.342
of advancing your

00:45:43.382 --> 00:45:44.463
profession or your knowledge,

00:45:44.563 --> 00:45:46.545
which is it's new and it's not me.

00:45:46.605 --> 00:45:47.166
So I don't like it.

00:45:49.177 --> 00:45:51.340
You know, talking about that yesterday,

00:45:51.561 --> 00:45:54.925
I was researching the short

00:45:54.945 --> 00:45:56.467
videos because you guys know.

00:45:56.487 --> 00:45:57.829
So that one short video I

00:45:57.849 --> 00:45:58.590
shared with you guys.

00:45:58.610 --> 00:45:59.891
Yeah, like a billion.

00:45:59.911 --> 00:46:00.132
Yeah.

00:46:02.695 --> 00:46:03.735
I think it just crossed four

00:46:03.755 --> 00:46:06.197
hundred thousand views in

00:46:06.237 --> 00:46:07.297
like twelve days.

00:46:07.538 --> 00:46:09.219
It's slowed way down now,

00:46:09.259 --> 00:46:10.860
but it bumped the whole channel up.

00:46:10.900 --> 00:46:13.081
So like my my total new

00:46:13.101 --> 00:46:14.362
channel usually gets about

00:46:14.681 --> 00:46:16.342
a thousand subscribers a month.

00:46:16.463 --> 00:46:17.963
We're over three thousand

00:46:17.983 --> 00:46:19.744
subscribers for the month right now.

00:46:20.606 --> 00:46:22.427
Revenue and everything goes up.

00:46:23.297 --> 00:46:25.159
But it got me thinking again.

00:46:25.199 --> 00:46:25.498
I'm like,

00:46:25.838 --> 00:46:28.300
I need to get better at the kind

00:46:28.340 --> 00:46:29.942
of short videos that are

00:46:30.021 --> 00:46:31.422
product-based videos.

00:46:32.304 --> 00:46:33.405
So I was doing some research.

00:46:33.545 --> 00:46:35.447
I found a guy who,

00:46:35.567 --> 00:46:36.748
I think he's the developer

00:46:36.768 --> 00:46:38.248
or the owner of something

00:46:38.268 --> 00:46:39.269
called Study Buddy.

00:46:39.849 --> 00:46:41.911
So this is an AI study

00:46:43.751 --> 00:46:46.153
Chrome plugin and app.

00:46:46.594 --> 00:46:48.534
And they had started on a

00:46:48.635 --> 00:46:50.737
different like profession

00:46:51.336 --> 00:46:52.858
and they never really did much.

00:46:53.038 --> 00:46:54.438
And then they moved over to

00:46:54.478 --> 00:46:55.840
this and it just exploded.

00:46:56.380 --> 00:46:58.942
And so I'm looking at his TikTok videos.

00:46:58.961 --> 00:47:00.123
I'm like, I could do this.

00:47:00.262 --> 00:47:01.224
Anybody could do this.

00:47:01.284 --> 00:47:03.324
It's so simple, yet we don't do it,

00:47:03.905 --> 00:47:04.286
you know?

00:47:04.346 --> 00:47:07.027
And so you should see my

00:47:07.068 --> 00:47:09.530
short videos start to change a little bit,

00:47:09.610 --> 00:47:10.351
more of the product

00:47:10.391 --> 00:47:11.731
voiceover kind of videos,

00:47:11.791 --> 00:47:13.112
more of the highlight videos.

00:47:14.373 --> 00:47:15.494
I put out that video about

00:47:15.534 --> 00:47:16.916
the shockwave where I put

00:47:16.956 --> 00:47:18.476
the emoji over the guy's face.

00:47:18.617 --> 00:47:19.998
I've got the release form,

00:47:20.018 --> 00:47:22.079
the media release form to show his face.

00:47:22.599 --> 00:47:23.840
And I told him and I've got

00:47:23.900 --> 00:47:24.641
everything like, hey,

00:47:24.661 --> 00:47:26.123
I'm going to share this on social media.

00:47:26.143 --> 00:47:27.023
It's like, yeah, that's great.

00:47:27.043 --> 00:47:27.403
Go ahead.

00:47:27.463 --> 00:47:27.864
I love it.

00:47:29.025 --> 00:47:30.445
But I intentionally did the

00:47:30.485 --> 00:47:33.668
emoji to cover him up just to experiment,

00:47:33.688 --> 00:47:34.728
to see like, OK,

00:47:34.768 --> 00:47:35.750
what is this going to do?

00:47:35.789 --> 00:47:37.271
What does it do when there is no music?

00:47:37.311 --> 00:47:38.172
What does it do when there's

00:47:38.211 --> 00:47:39.333
branded music like all of

00:47:39.353 --> 00:47:40.293
these different things?

00:47:41.474 --> 00:47:44.157
But Dave, I'm doing the research for you.

00:47:44.217 --> 00:47:44.976
And maybe next week,

00:47:45.016 --> 00:47:46.538
we can talk about like,

00:47:46.599 --> 00:47:48.199
what are RPM CPMs?

00:47:48.300 --> 00:47:49.860
What can somebody actually expect?

00:47:49.960 --> 00:47:52.443
What is a video and spoiler alert,

00:47:53.123 --> 00:47:55.585
in general, a million view,

00:47:56.045 --> 00:47:58.708
long form video, not short, long form.

00:47:59.248 --> 00:48:01.369
We'll generate about ten thousand dollars,

00:48:01.389 --> 00:48:04.152
a million views, ten thousand dollars.

00:48:05.291 --> 00:48:06.233
So you can kind of put

00:48:06.293 --> 00:48:07.333
numbers behind that.

00:48:07.414 --> 00:48:09.735
But the ranges go from two

00:48:09.755 --> 00:48:11.135
dollars for a thousand

00:48:11.157 --> 00:48:13.177
views up to like my learn

00:48:13.197 --> 00:48:14.259
Medicare billing channel

00:48:14.298 --> 00:48:15.639
does thirty four dollars

00:48:15.719 --> 00:48:17.041
per thousand views because

00:48:17.101 --> 00:48:18.581
it's insurance and finance.

00:48:18.961 --> 00:48:20.722
So CPM is cost per milli,

00:48:20.742 --> 00:48:21.724
which is cost per thousand.

00:48:21.744 --> 00:48:23.085
I don't know why it's not CPT,

00:48:23.125 --> 00:48:23.605
but whatever,

00:48:23.985 --> 00:48:24.806
because that's a different code.

00:48:25.467 --> 00:48:26.447
And then,

00:48:27.248 --> 00:48:29.811
but the CPM is different in

00:48:29.851 --> 00:48:31.773
different industries, right?

00:48:31.793 --> 00:48:32.474
Because if you're selling a

00:48:32.514 --> 00:48:33.396
high ticket item,

00:48:33.556 --> 00:48:34.396
it's going to be harder to

00:48:34.496 --> 00:48:35.777
get those views because

00:48:35.797 --> 00:48:36.759
it's more competitive,

00:48:36.798 --> 00:48:39.561
but for everyone connection or sale,

00:48:39.581 --> 00:48:40.463
it's going to be worth more.

00:48:41.063 --> 00:48:43.304
Where's healthcare in the

00:48:43.445 --> 00:48:45.405
hierarchy of CPMs?

00:48:46.186 --> 00:48:48.288
So finance will be up in like the thirty,

00:48:48.327 --> 00:48:51.170
forty dollar CPM, RPM.

00:48:51.570 --> 00:48:52.831
RPM is what you actually

00:48:52.951 --> 00:48:54.552
make per thousand views.

00:48:54.632 --> 00:48:56.172
CPM is what they're selling

00:48:56.213 --> 00:48:57.092
a thousand views for.

00:48:57.132 --> 00:48:58.153
Right.

00:48:58.934 --> 00:48:59.353
Yeah.

00:48:59.994 --> 00:49:02.215
But then my health care channel,

00:49:02.255 --> 00:49:04.275
so my shoulder channel, my knee channel,

00:49:04.735 --> 00:49:05.876
they average about eight

00:49:05.916 --> 00:49:07.737
dollars per thousand views.

00:49:07.757 --> 00:49:10.637
And then I've seen like I've

00:49:10.677 --> 00:49:11.798
talked to therapists who

00:49:11.858 --> 00:49:14.159
have pediatric channels and

00:49:14.179 --> 00:49:15.460
they were down at like two

00:49:15.500 --> 00:49:17.481
dollars or less per thousand views.

00:49:17.960 --> 00:49:19.382
So the pediatric stuff is

00:49:19.481 --> 00:49:21.561
really hard to make money on.

00:49:22.043 --> 00:49:23.742
But most of the health care that I've seen,

00:49:24.043 --> 00:49:24.804
you can just say eight

00:49:24.844 --> 00:49:25.864
dollars per thousand.

00:49:26.516 --> 00:49:27.175
Yeah.

00:49:27.376 --> 00:49:28.757
And this is different when you also,

00:49:28.956 --> 00:49:30.617
when you also change who

00:49:30.637 --> 00:49:31.976
the audience is too,

00:49:32.036 --> 00:49:33.438
because a tech company who

00:49:33.478 --> 00:49:34.657
wants to sell the therapist,

00:49:34.697 --> 00:49:35.757
you might say, well,

00:49:35.777 --> 00:49:37.018
there's a limited audience, right?

00:49:37.039 --> 00:49:37.759
There's three hundred

00:49:37.838 --> 00:49:39.318
thousand PTs in the country.

00:49:40.059 --> 00:49:42.579
And you can say to a tech bro CEO who goes,

00:49:42.599 --> 00:49:43.480
I don't need any marketing.

00:49:43.519 --> 00:49:44.039
I'm like, great.

00:49:44.119 --> 00:49:45.420
How have you penetrated the market?

00:49:46.661 --> 00:49:47.661
I mean, here's the cheat code.

00:49:47.701 --> 00:49:48.740
I told you guys before I

00:49:48.780 --> 00:49:51.422
walk around APTA CSM Expo Hall and

00:49:52.061 --> 00:49:53.322
And I do mental math of what

00:49:53.342 --> 00:49:54.543
that organization paid to

00:49:54.563 --> 00:49:55.565
be in front of eighteen

00:49:55.585 --> 00:49:56.806
thousand physical therapists.

00:49:56.826 --> 00:49:57.686
That's how many people go

00:49:58.067 --> 00:49:58.786
knowing that you're not in

00:49:58.827 --> 00:50:00.469
front of all eighteen thousand of them.

00:50:00.608 --> 00:50:00.829
Right.

00:50:01.409 --> 00:50:02.530
I knew I knew from working

00:50:02.570 --> 00:50:03.291
at large companies.

00:50:03.590 --> 00:50:05.632
If you got if you got if you

00:50:05.652 --> 00:50:07.373
got a thousand badge scans in a day,

00:50:07.474 --> 00:50:08.655
that is a bad.

00:50:09.135 --> 00:50:10.757
That is a crazy number.

00:50:10.797 --> 00:50:13.398
Like you're not like the ATIs, WebPTs,

00:50:13.418 --> 00:50:14.579
the prompts with like the.

00:50:15.099 --> 00:50:18.740
the balloon, the blimp, and the lasers,

00:50:18.760 --> 00:50:20.282
and the fifteen different flat screens,

00:50:20.342 --> 00:50:20.782
if they're getting a

00:50:20.822 --> 00:50:22.001
thousand badge scans a day,

00:50:22.021 --> 00:50:24.163
that's a really, really, really good day.

00:50:24.503 --> 00:50:26.204
Knowing that even though those badge scans,

00:50:26.344 --> 00:50:27.264
because they're trying to hire,

00:50:27.324 --> 00:50:29.105
the prompts of the world want customers,

00:50:29.144 --> 00:50:30.505
the web PTs want customers,

00:50:30.965 --> 00:50:32.365
the ATIs and the athleticos,

00:50:32.385 --> 00:50:34.586
they want to hire PTs, right?

00:50:35.838 --> 00:50:37.659
Your close rate is not a hundred percent.

00:50:37.679 --> 00:50:38.721
So you just paid how much

00:50:38.780 --> 00:50:39.880
money for three thousand

00:50:39.920 --> 00:50:40.922
email addresses knowing

00:50:40.942 --> 00:50:42.802
you're closing five percent

00:50:42.842 --> 00:50:45.304
of those maybe as a customer or a hire.

00:50:45.844 --> 00:50:46.844
So I say do the math.

00:50:47.005 --> 00:50:47.865
What are you doing the other

00:50:47.885 --> 00:50:48.985
three hundred and sixty two

00:50:49.005 --> 00:50:50.166
days a year because CSM is

00:50:50.367 --> 00:50:51.288
only three days.

00:50:52.128 --> 00:50:53.909
do the math this is a viable

00:50:53.949 --> 00:50:55.148
market if you're looking to

00:50:55.389 --> 00:50:56.028
if you're looking to do

00:50:56.068 --> 00:50:57.869
stuff for clinicians and

00:50:57.889 --> 00:50:58.809
then you change it and you

00:50:58.849 --> 00:50:59.771
say now I want the general

00:50:59.831 --> 00:51:01.451
public like your your knee

00:51:01.490 --> 00:51:02.251
channel is not for

00:51:02.311 --> 00:51:03.572
therapists it's for it's

00:51:03.612 --> 00:51:04.632
for people who have knee

00:51:04.692 --> 00:51:06.152
issues right your billing

00:51:06.492 --> 00:51:07.452
your medicare billing

00:51:07.472 --> 00:51:08.793
channel is for therapists

00:51:08.833 --> 00:51:10.034
correct right right

00:51:10.054 --> 00:51:11.393
different audience and you

00:51:11.414 --> 00:51:12.394
can charge differently

00:51:12.655 --> 00:51:14.054
because the value changes

00:51:14.094 --> 00:51:15.775
dave what were you gonna say

00:51:17.250 --> 00:51:19.110
Ten thousand dollars for a million views.

00:51:19.309 --> 00:51:21.510
It seems like a joke.

00:51:21.630 --> 00:51:23.130
Like if I had if I had a

00:51:23.251 --> 00:51:25.391
million views on a video,

00:51:25.451 --> 00:51:28.311
like I would be creating a CPK,

00:51:28.652 --> 00:51:29.452
a cost per kiddle.

00:51:29.771 --> 00:51:30.612
I would make up my own.

00:51:31.052 --> 00:51:32.652
I would I would have it

00:51:32.693 --> 00:51:33.853
would be way more than ten.

00:51:34.152 --> 00:51:35.032
It would be way more than

00:51:35.072 --> 00:51:36.813
ten K. I don't care what the video is.

00:51:37.012 --> 00:51:38.853
I mean, the CPM thing is a joke.

00:51:39.293 --> 00:51:40.193
When Rob Vining and I,

00:51:40.213 --> 00:51:41.954
we used to have people pay

00:51:42.014 --> 00:51:43.414
to come on PT Tech Talk

00:51:43.434 --> 00:51:43.974
when they were really

00:51:44.014 --> 00:51:45.014
bugging us and we were like,

00:51:45.914 --> 00:51:47.237
I mean, if we ask people, we would ask,

00:51:47.356 --> 00:51:47.637
you know,

00:51:48.438 --> 00:51:50.438
Tony Maritato and Jerry and all

00:51:50.500 --> 00:51:50.940
everyone else.

00:51:50.980 --> 00:51:52.001
And obviously there was no

00:51:52.041 --> 00:51:53.222
cost there because we were asking them.

00:51:53.541 --> 00:51:54.923
But then we'd have companies ask us.

00:51:55.664 --> 00:51:57.505
I mean, we didn't have I have no idea.

00:51:57.525 --> 00:51:58.786
We had like basically no

00:51:58.827 --> 00:51:59.788
viewership back then.

00:52:00.268 --> 00:52:01.789
And we had people paying us like two,

00:52:01.809 --> 00:52:02.030
three,

00:52:02.050 --> 00:52:03.972
four hundred dollars to come on for

00:52:03.992 --> 00:52:04.632
an episode.

00:52:05.293 --> 00:52:06.114
One person was paying a

00:52:06.153 --> 00:52:06.914
couple hundred bucks.

00:52:07.534 --> 00:52:09.155
that is that's that's your

00:52:09.215 --> 00:52:10.396
own cpm that's creating

00:52:10.735 --> 00:52:12.835
your own cpm at not relying

00:52:12.896 --> 00:52:14.556
on this throttle down

00:52:14.577 --> 00:52:16.356
version of the not the

00:52:16.376 --> 00:52:18.898
current cpm but you change

00:52:18.918 --> 00:52:20.338
your product there so when

00:52:20.358 --> 00:52:21.358
you're on youtube the

00:52:21.398 --> 00:52:23.159
product is the viewer right

00:52:23.418 --> 00:52:24.798
so it's the viewer when you

00:52:24.900 --> 00:52:25.920
when you when you talk to a

00:52:25.980 --> 00:52:27.059
tech bro who wants to come

00:52:27.099 --> 00:52:28.260
on they're paying access to

00:52:28.280 --> 00:52:29.621
your audience I'm

00:52:29.661 --> 00:52:31.181
guaranteeing you access I'm

00:52:31.221 --> 00:52:32.201
letting you in the studio

00:52:32.260 --> 00:52:32.842
and I'm handing you a

00:52:32.862 --> 00:52:34.141
microphone I'm saying go for it

00:52:34.581 --> 00:52:35.882
YouTube's only paying you or

00:52:35.902 --> 00:52:36.623
they're going to pay you

00:52:36.903 --> 00:52:37.824
when people actually stick

00:52:37.844 --> 00:52:38.925
around for things like this.

00:52:39.286 --> 00:52:39.827
Here's the thing.

00:52:39.927 --> 00:52:41.509
I showed a graphic a couple of days ago.

00:52:41.548 --> 00:52:42.170
This was this.

00:52:42.489 --> 00:52:43.610
Different types of content

00:52:43.690 --> 00:52:47.434
based on age and how they engage.

00:52:47.695 --> 00:52:48.795
And if you look at the middle of this,

00:52:48.815 --> 00:52:49.836
this is the middle of the bell curve.

00:52:49.876 --> 00:52:50.878
Long and short form video

00:52:50.898 --> 00:52:52.039
are fives across the board.

00:52:52.480 --> 00:52:54.442
Just off the edge, images, podcasts,

00:52:54.481 --> 00:52:54.981
webinars.

00:52:55.322 --> 00:52:57.083
Off the fringes, email newsletters.

00:52:57.784 --> 00:52:59.586
which still is interesting to me.

00:52:59.606 --> 00:53:00.447
I thought email newsletters

00:53:00.467 --> 00:53:01.427
would be higher, but whatever.

00:53:02.128 --> 00:53:04.050
This is a new graphic from Neil Patel.

00:53:04.371 --> 00:53:05.612
I just did a screenshot real quick,

00:53:06.552 --> 00:53:08.815
but this is showing close rate and yeah,

00:53:08.835 --> 00:53:09.436
crappy graphic.

00:53:09.456 --> 00:53:10.076
You got to zoom in.

00:53:10.096 --> 00:53:11.217
But what it's saying is it's

00:53:11.257 --> 00:53:13.318
showing the effectiveness

00:53:13.358 --> 00:53:14.641
of those different content types.

00:53:14.800 --> 00:53:15.501
So I'll just sort of give

00:53:15.521 --> 00:53:18.664
you like the nuts and bolts

00:53:18.704 --> 00:53:19.704
since the graphic is crappy

00:53:19.724 --> 00:53:20.385
and most people listening

00:53:20.425 --> 00:53:21.246
on a podcast anyway.

00:53:21.606 --> 00:53:24.168
But podcast is on one far one end,

00:53:24.329 --> 00:53:25.829
great for awareness,

00:53:26.329 --> 00:53:28.050
but lower on decision making.

00:53:28.090 --> 00:53:28.791
It's saying, listen,

00:53:28.831 --> 00:53:30.012
it's eighty five percent

00:53:30.432 --> 00:53:31.914
effective in terms of awareness,

00:53:32.273 --> 00:53:33.574
five percent decision making.

00:53:33.875 --> 00:53:36.396
On the other side of the

00:53:36.456 --> 00:53:38.778
funnel is a case study or a webinar.

00:53:39.398 --> 00:53:40.559
Not great for awareness,

00:53:40.599 --> 00:53:42.001
getting people to know about you.

00:53:42.101 --> 00:53:43.041
But if they're already there,

00:53:43.061 --> 00:53:44.461
it's further down the funnel,

00:53:44.481 --> 00:53:45.222
as we'd call it.

00:53:45.643 --> 00:53:47.143
They're more apt to make a

00:53:47.184 --> 00:53:47.905
decision that doesn't mean

00:53:48.144 --> 00:53:49.144
a good decision for you or

00:53:49.184 --> 00:53:49.945
bad decision for you.

00:53:50.206 --> 00:53:50.806
but they're going to either

00:53:50.927 --> 00:53:51.827
opt in or opt out.

00:53:51.867 --> 00:53:52.349
Like, yes.

00:53:52.668 --> 00:53:53.369
So if you were selling

00:53:53.429 --> 00:53:54.692
diagnostic ultrasound,

00:53:55.052 --> 00:53:56.414
launching a podcast about

00:53:56.474 --> 00:53:57.715
diagnostic ultrasound,

00:53:57.956 --> 00:53:59.639
great for awareness of that,

00:54:00.039 --> 00:54:01.079
not necessarily great to

00:54:01.099 --> 00:54:02.963
close and sell those things, but,

00:54:03.291 --> 00:54:05.112
But if you pair that with a

00:54:05.172 --> 00:54:06.773
case study about how Dave

00:54:06.893 --> 00:54:07.914
uses it in his practice and

00:54:07.934 --> 00:54:08.936
how much money he makes, right,

00:54:08.956 --> 00:54:10.978
the case study, not great for awareness.

00:54:10.998 --> 00:54:11.697
But when you get those

00:54:11.737 --> 00:54:13.440
people there further down the funnel,

00:54:13.719 --> 00:54:15.481
they're more apt to make a decision.

00:54:16.001 --> 00:54:17.744
Not saying if it's a yes or no decision,

00:54:17.784 --> 00:54:18.503
but they're like, yes,

00:54:18.543 --> 00:54:20.306
this is great because it's more dense.

00:54:20.826 --> 00:54:22.788
So what I'm getting at is

00:54:22.927 --> 00:54:24.568
curate who you're trying to talk to.

00:54:25.525 --> 00:54:28.027
who, what their problems are,

00:54:28.188 --> 00:54:29.268
what your solutions are,

00:54:29.409 --> 00:54:30.811
and where their problems

00:54:30.831 --> 00:54:31.891
and your solutions cross,

00:54:32.152 --> 00:54:32.853
that's your why.

00:54:32.932 --> 00:54:34.233
That's what Simon Sinek says,

00:54:34.253 --> 00:54:34.914
start with why.

00:54:35.175 --> 00:54:36.195
I disagree a little bit again.

00:54:36.436 --> 00:54:37.597
I think you start with who and what.

00:54:38.177 --> 00:54:39.077
Then when you get to why,

00:54:39.117 --> 00:54:40.739
that's when the magic actually happens.

00:54:40.800 --> 00:54:42.081
But I think these two graphs,

00:54:42.101 --> 00:54:43.242
I'll get a better one of this one,

00:54:44.322 --> 00:54:45.503
help people say when they say,

00:54:45.523 --> 00:54:46.724
I gotta start creating content.

00:54:47.666 --> 00:54:48.286
What kind?

00:54:48.407 --> 00:54:49.027
For who?

00:54:49.487 --> 00:54:50.628
What problems are you solving?

00:54:50.708 --> 00:54:51.728
Why are you doing this?

00:54:52.190 --> 00:54:53.831
I think a lot of therapists

00:54:53.851 --> 00:54:54.911
specifically are just like,

00:54:54.972 --> 00:54:55.931
I know I need to do stuff

00:54:55.952 --> 00:54:56.672
because I see other people

00:54:56.693 --> 00:54:57.574
doing stuff and everybody's

00:54:57.594 --> 00:54:58.554
saying content, content.

00:54:58.873 --> 00:54:59.514
They try it.

00:54:59.554 --> 00:55:00.476
It doesn't work.

00:55:01.956 --> 00:55:03.338
So I think you do need to create content.

00:55:03.358 --> 00:55:05.539
This also means you need to

00:55:05.559 --> 00:55:06.739
put some money behind that as well.

00:55:06.880 --> 00:55:07.440
If you think you're just

00:55:07.460 --> 00:55:08.382
going to fling things into

00:55:08.402 --> 00:55:09.601
the void and have it work,

00:55:09.762 --> 00:55:10.583
I'm very sorry.

00:55:10.882 --> 00:55:11.603
It's probably not.

00:55:12.630 --> 00:55:14.032
now dave I think I think you

00:55:14.052 --> 00:55:14.873
guys were ahead of the

00:55:14.913 --> 00:55:16.094
curve like yeah you

00:55:16.135 --> 00:55:18.277
monetize with paid you

00:55:18.297 --> 00:55:19.657
monetize with sponsorships

00:55:19.697 --> 00:55:21.000
you monetize with affiliate

00:55:21.019 --> 00:55:22.922
income like um I know

00:55:22.942 --> 00:55:23.623
therapists that have

00:55:23.643 --> 00:55:25.083
reached out to me that have

00:55:25.184 --> 00:55:26.244
you know channels in the

00:55:26.364 --> 00:55:27.487
several hundred thousand

00:55:27.527 --> 00:55:29.568
subscribers they're doing

00:55:29.708 --> 00:55:31.150
five-figure deals for

00:55:31.251 --> 00:55:35.135
sponsored content so one of my goals was

00:55:35.635 --> 00:55:37.556
If I could get ten product

00:55:37.576 --> 00:55:39.036
companies to sponsor a

00:55:39.077 --> 00:55:40.297
thousand dollars a month,

00:55:40.617 --> 00:55:41.157
that's one hundred and

00:55:41.177 --> 00:55:42.838
twenty thousand dollars, you know,

00:55:42.858 --> 00:55:44.880
just income to to support

00:55:44.920 --> 00:55:45.739
the YouTube channel.

00:55:46.019 --> 00:55:47.001
Dave, what were you going to say?

00:55:49.541 --> 00:55:51.443
With that graphic that Jimmy just shared,

00:55:51.922 --> 00:55:53.164
I feel like we've kind of

00:55:54.244 --> 00:55:57.425
verbally done informal type case studies.

00:55:57.485 --> 00:55:58.365
I feel like like when you've

00:55:58.405 --> 00:55:59.306
talked about like.

00:56:00.338 --> 00:56:01.139
whether it's Shockwave,

00:56:01.179 --> 00:56:02.298
whether it's Biodex,

00:56:02.318 --> 00:56:03.900
different... Now we talked

00:56:03.920 --> 00:56:05.260
about diagnostic ultrasound.

00:56:05.659 --> 00:56:06.679
I talked about Stimpod.

00:56:07.721 --> 00:56:08.721
I talked about Stimpod like

00:56:09.001 --> 00:56:10.541
once or twice here and then

00:56:10.701 --> 00:56:11.501
once on my show.

00:56:11.581 --> 00:56:12.981
And I have PTs that reach

00:56:13.061 --> 00:56:14.581
out to me and then they've

00:56:14.661 --> 00:56:16.121
gone and bought the five

00:56:16.141 --> 00:56:17.143
thousand dollar Stimpod.

00:56:17.503 --> 00:56:19.782
So I feel like, yes, I agree, Jimmy.

00:56:19.802 --> 00:56:20.523
Like, yes, of course,

00:56:20.563 --> 00:56:23.083
this is like top of the funnel awareness,

00:56:23.103 --> 00:56:24.324
like anything online like this.

00:56:25.003 --> 00:56:28.204
But do you guys agree or have we done...

00:56:29.184 --> 00:56:30.907
some informal style case

00:56:30.927 --> 00:56:32.188
studies or is it case studies?

00:56:32.268 --> 00:56:33.409
I know it's really like

00:56:33.429 --> 00:56:34.269
that's like white paper

00:56:34.289 --> 00:56:35.490
with real data and all that.

00:56:36.170 --> 00:56:37.291
Have we done things in the

00:56:37.353 --> 00:56:38.233
middle or not really?

00:56:39.253 --> 00:56:40.275
I think it's reality.

00:56:40.614 --> 00:56:41.456
I think it's reality.

00:56:41.635 --> 00:56:43.338
I think the minute every one

00:56:43.358 --> 00:56:44.239
of these things had a great

00:56:44.259 --> 00:56:45.400
camera and a microphone on it,

00:56:45.739 --> 00:56:47.001
you became your own TV station.

00:56:47.021 --> 00:56:49.402
So you democratized attention.

00:56:49.443 --> 00:56:50.344
You didn't need an FCC

00:56:50.384 --> 00:56:51.085
license and a hundred

00:56:51.125 --> 00:56:52.827
thousand dollar transmitter

00:56:52.887 --> 00:56:54.108
to then reach a million

00:56:54.148 --> 00:56:55.369
people in your neighborhood.

00:56:55.889 --> 00:56:56.590
So yeah,

00:56:56.650 --> 00:56:58.490
I think this is the new version of that.

00:56:58.570 --> 00:57:00.452
I think we're well past that.

00:57:00.552 --> 00:57:01.733
Yeah, I think we have.

00:57:01.932 --> 00:57:02.514
I think we have.

00:57:02.554 --> 00:57:03.693
I think it's more impactful

00:57:03.733 --> 00:57:06.096
when it's not a hard sell webinar,

00:57:06.155 --> 00:57:07.257
go buy this thing.

00:57:08.547 --> 00:57:10.429
And that goes back to my original idea.

00:57:10.469 --> 00:57:10.989
I'm like, shoot,

00:57:11.070 --> 00:57:12.972
if I'm taking recording

00:57:13.012 --> 00:57:15.034
content every single day in my clinic,

00:57:15.815 --> 00:57:16.876
product placement,

00:57:16.996 --> 00:57:17.817
just like you see in a

00:57:17.856 --> 00:57:19.077
movie where there's a Diet

00:57:19.097 --> 00:57:22.460
Coke sitting in the actor's hand product.

00:57:22.961 --> 00:57:23.882
You guys remember,

00:57:23.983 --> 00:57:26.304
was it what was the movie

00:57:26.344 --> 00:57:28.487
where the guy lives on camera and

00:57:29.748 --> 00:57:30.409
Truman show.

00:57:30.528 --> 00:57:32.112
And like they turn the brand,

00:57:32.472 --> 00:57:33.333
you guys are going to start

00:57:33.393 --> 00:57:35.137
seeing me do that kind of stuff.

00:57:35.797 --> 00:57:37.842
But seriously, like, do you think,

00:57:38.182 --> 00:57:39.304
do you think it's an accident?

00:57:41.226 --> 00:57:42.867
that there's a vestibular

00:57:42.887 --> 00:57:45.528
model in the background right there.

00:57:45.548 --> 00:57:46.130
I had no idea.

00:57:46.150 --> 00:57:46.429
I had no idea.

00:57:46.449 --> 00:57:47.829
That is really subconscious.

00:57:47.849 --> 00:57:49.130
Just subliminal.

00:57:49.891 --> 00:57:50.711
Now, my new studio,

00:57:50.751 --> 00:57:52.072
the shelf will be a lot closer.

00:57:52.371 --> 00:57:53.072
You don't think that there's

00:57:53.092 --> 00:57:53.853
going to be a vestibular

00:57:53.873 --> 00:57:55.494
model just over my shoulder

00:57:55.873 --> 00:57:56.833
every single video?

00:57:57.255 --> 00:57:57.335
Oh,

00:57:57.394 --> 00:57:58.614
this has nothing to do with vestibular.

00:57:58.894 --> 00:57:59.496
No, it's just there.

00:57:59.516 --> 00:57:59.996
It's just art.

00:58:01.795 --> 00:58:01.976
All right,

00:58:02.056 --> 00:58:03.657
let me kick off closing thoughts,

00:58:03.677 --> 00:58:04.476
parting shots.

00:58:06.057 --> 00:58:08.298
I agree with Dave on everything.

00:58:09.260 --> 00:58:12.061
So much of today's show, yeah,

00:58:12.081 --> 00:58:13.442
we were in total agreement.

00:58:14.862 --> 00:58:16.103
I think we agree that

00:58:16.163 --> 00:58:17.443
telehealth has its place.

00:58:17.523 --> 00:58:19.664
It's not going to replace hands-on PT.

00:58:20.545 --> 00:58:21.965
We agree on a lot of stuff.

00:58:22.126 --> 00:58:22.846
And, you know,

00:58:23.085 --> 00:58:25.226
hopefully once I get home today,

00:58:25.847 --> 00:58:27.427
my basement won't be underwater.

00:58:27.768 --> 00:58:28.929
Dave, parting shot.

00:58:30.846 --> 00:58:31.505
Parting shot,

00:58:31.666 --> 00:58:33.766
I am gobsmacked that Tony

00:58:33.786 --> 00:58:34.726
just said he's agreed with

00:58:34.786 --> 00:58:36.047
everything I said on the show.

00:58:36.146 --> 00:58:36.728
Wonderful.

00:58:37.128 --> 00:58:38.367
Great to finally have him

00:58:38.407 --> 00:58:39.788
migrate to my side.

00:58:41.929 --> 00:58:46.789
Parting shot with the

00:58:46.809 --> 00:58:47.849
diagnostic ultrasound,

00:58:48.130 --> 00:58:49.931
it's high barrier to entry, but

00:58:50.702 --> 00:58:50.983
very,

00:58:51.023 --> 00:58:53.463
very rewarding in terms of like the

00:58:53.503 --> 00:58:54.804
therapeutic alliance and

00:58:55.563 --> 00:58:56.704
all that type of great

00:58:56.724 --> 00:58:58.405
stuff where we can redirect

00:58:58.425 --> 00:59:00.226
patients to our physical

00:59:00.246 --> 00:59:01.025
therapy plan of care.

00:59:01.085 --> 00:59:03.507
And like that road of health and wellness,

00:59:03.847 --> 00:59:05.206
instead of historically, it's like,

00:59:05.527 --> 00:59:07.547
you know, MRI pills, medications,

00:59:07.608 --> 00:59:08.688
injections, surgery,

00:59:08.728 --> 00:59:09.447
like a little bit more of

00:59:09.487 --> 00:59:11.088
like the medical model overuse,

00:59:11.268 --> 00:59:11.889
in my opinion,

00:59:12.028 --> 00:59:12.949
of all those medical

00:59:12.989 --> 00:59:14.650
services for patients.

00:59:14.952 --> 00:59:15.952
Orthopedic conditions that

00:59:16.052 --> 00:59:16.972
usually would get better

00:59:17.054 --> 00:59:18.173
regardless of almost

00:59:18.233 --> 00:59:18.835
regardless of which

00:59:18.855 --> 00:59:20.056
physical therapist you go see.

00:59:21.597 --> 00:59:22.838
So that's my parting shot.

00:59:23.806 --> 00:59:24.806
Jimmy, what do you got?

00:59:24.826 --> 00:59:25.507
We'll start with the thing

00:59:25.527 --> 00:59:26.527
we were talking about in the beginning,

00:59:26.567 --> 00:59:29.027
Tony and I, which is good, fast,

00:59:29.047 --> 00:59:29.449
or cheap.

00:59:29.768 --> 00:59:32.829
Decide the cost of this

00:59:32.869 --> 00:59:34.090
project or this process or

00:59:34.110 --> 00:59:35.090
this thing you're going to implement.

00:59:35.510 --> 00:59:36.711
Look at it from good, fast, and cheap.

00:59:36.731 --> 00:59:37.612
Is it going to save you time?

00:59:37.632 --> 00:59:38.452
Is it going to be better?

00:59:38.893 --> 00:59:39.733
Is it going to be cheaper

00:59:39.753 --> 00:59:40.793
than you could do it yourself?

00:59:40.813 --> 00:59:42.315
And then decide from there, right?

00:59:42.355 --> 00:59:43.094
Because your time is

00:59:43.155 --> 00:59:44.596
actually your most valuable asset.

00:59:44.615 --> 00:59:44.896
Dave?

00:59:46.436 --> 00:59:46.697
Sorry,

00:59:47.297 --> 00:59:49.617
that was one A. My one B parting shot.

00:59:50.398 --> 00:59:51.679
It literally does not matter

00:59:51.920 --> 00:59:53.141
if Sword Health and Hinge

00:59:53.161 --> 00:59:53.940
Health and all these others

00:59:54.282 --> 00:59:55.842
do artificial intelligence

00:59:56.003 --> 00:59:56.702
physical therapy.

00:59:57.304 --> 00:59:59.144
It will be an absolute joke.

00:59:59.244 --> 01:00:00.826
No one will even take it seriously.

01:00:01.626 --> 01:00:02.507
No one's really going to pay

01:00:02.527 --> 01:00:03.867
for it if it's standalone service.

01:00:04.969 --> 01:00:05.568
Don't get mad.

01:00:06.009 --> 01:00:07.110
Don't get mad on Facebook or

01:00:07.289 --> 01:00:08.110
LinkedIn or anywhere else.

01:00:08.130 --> 01:00:08.610
If you're a physical

01:00:08.630 --> 01:00:09.632
therapist and you're scared,

01:00:11.972 --> 01:00:13.193
AI is going to treat the

01:00:13.233 --> 01:00:14.215
seven hundred patients and

01:00:14.235 --> 01:00:14.994
we're going to fire all the

01:00:15.014 --> 01:00:15.675
physical therapists.

01:00:15.996 --> 01:00:16.376
Great.

01:00:16.737 --> 01:00:19.699
Like it is never going to replace.

01:00:20.860 --> 01:00:23.163
what physical therapists do in person,

01:00:23.382 --> 01:00:24.043
in my opinion.

01:00:25.365 --> 01:00:25.726
All right, guys,

01:00:25.746 --> 01:00:26.909
we'll see you guys next Tuesday.

01:00:27.590 --> 01:00:28.090
Uh, Tony, good luck.

01:00:28.831 --> 01:00:29.211
Thank you.