April 15, 2025

The Profit Problem: Why PT Clinics Are Failing to Grow

What makes a PT clinic thrive — or tank — in today’s healthcare landscape? This episode tackles the uncomfortable truths many physical therapy business owners avoid: emotional decision-making, misaligned compensation, and why the loudest voices online aren’t always the most successful offline.

Join Jimmy, Dave, and Tony as they unpack real-world problems from practice ownership, leadership, and team dynamics, plus a sneak peek at a new community-powered segment: “Profitability Problems.”

Transcript

WEBVTT

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There it is.

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We got the intro.

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I like that intro.

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Good morning, Tony.

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Yeah, it works.

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So, Jimmy, you're going to Chicago.

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What's going on there?

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Yeah, I like ideas.

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I mean, people know this.

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I was talking with Will

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Humphries yesterday,

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and he was explaining me to me.

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I love when people do that.

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I'm like, oh, that makes sense.

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And he's like, yeah, he's like,

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you and I are similar.

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We like ideas.

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So I'll bring it on screen

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for those who are watching

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the live stream.

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But there's this idea of

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this movement or event that

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is put on several times.

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I've been following this guy.

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His name is Alex Kashiev.

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I'm probably saying his name wrong,

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but he'll correct me

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because I'm going to

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interview him in person in Chicago.

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And he's a tech CEO.

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He's a dude who loves...

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being in and around tech and healthcare.

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Good morning, Dave.

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And he's got these events

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called Health to Tech.

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If you were around physical

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therapy six or seven years ago, gosh,

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it was that long,

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there were things called PT Pub Nights.

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Where you would just say,

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I want to have a pub night

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in my town and pub night

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would put it on this

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calendar and maybe like in

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a Facebook group and post about it.

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But that's it.

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You were sort of on your own.

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And this guy is sort of doing that,

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but he sort of controls more of it.

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And he just rotates.

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He's got Chicago, New York, Boston.

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I've seen Philly and D.C.

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and Tel Aviv.

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And he puts people in the

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room who are at the intersection,

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if you had a Venn diagram,

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of health and technology.

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And the event is like, go there.

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You register just to see who's going.

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You want to peep who's going, who's going,

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who's going to be there.

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And...

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There's a presentation given, or like,

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you know, a little presentation.

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I'm going tonight.

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The presentation is, I'll have to look,

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a guest speaker,

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a managing partner at

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Wolcott and Winnemac, holds an MHA,

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technology, and healthcare.

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And the idea is the real magic,

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obviously the presentation

00:02:08.508 --> 00:02:09.468
might be of interest to you,

00:02:09.649 --> 00:02:11.030
but it's who else is in the room.

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These are mixers, man.

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These are professional elbow

00:02:14.092 --> 00:02:15.072
rubbing events.

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I don't know if I should

00:02:16.453 --> 00:02:18.493
strap on my hockey elbow pads.

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Could be a lot of elbow rubbing going on.

00:02:21.515 --> 00:02:22.295
And I was thinking,

00:02:22.436 --> 00:02:23.176
this was the thing I was

00:02:23.217 --> 00:02:24.176
kicking to you guys.

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When my good ideas come is

00:02:26.418 --> 00:02:27.519
usually like at nine forty

00:02:27.558 --> 00:02:28.459
five when I'm sitting on

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the couch and I'm like,

00:02:29.599 --> 00:02:31.420
let me fire off some DMS or emails.

00:02:31.961 --> 00:02:32.961
So here was the pitch.

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Take Alex's idea,

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but maybe twist it to more

00:02:38.299 --> 00:02:39.379
healthcare technology.

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And we'll stay within

00:02:40.461 --> 00:02:41.301
physical therapy because

00:02:41.322 --> 00:02:42.543
that's where I live right now, right?

00:02:42.562 --> 00:02:43.223
That's where we all live.

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And what if you picked some companies?

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Now, you guys shout out some names.

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Like Vauld comes to mind

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because they've got really

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great technology for

00:02:51.248 --> 00:02:52.349
measuring things in clinics.

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A little sport heavy, but yeah.

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You've got your Shockwave.

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We've got Athelos for their AI scribe.

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That's like hands-on.

00:03:02.318 --> 00:03:03.618
Hyperice would be great.

00:03:04.704 --> 00:03:05.283
Things like that.

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And now you could get a

00:03:06.164 --> 00:03:06.944
little bit further away

00:03:06.965 --> 00:03:07.865
from just tangible

00:03:07.905 --> 00:03:09.026
technology and you could do

00:03:09.066 --> 00:03:10.466
something like Sarah Health

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for remote therapeutic monitoring.

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And the same pitch would be, all right,

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we're going to go.

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You have to do it in

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population dense centers.

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East Coast is a little

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easier if you were going to

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make a tour because I want

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to make a T-shirt like a

00:03:21.890 --> 00:03:23.412
rock tour T-shirt.

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This is where we're going.

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We're going on tour.

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And we would roll into Boston.

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I would, I would get a van.

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I would like,

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cause we want to have the two

00:03:31.179 --> 00:03:32.319
true rockstar experience.

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And we would roll into

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Boston and we'd throw an event,

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same format as Alex.

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But instead of one speaker, I would say,

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okay, we're going to do like,

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everybody gets like a ten minute.

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Hey, here's who I am and what I do.

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And I'll be over here

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showing off my handheld dynamometer, yada,

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yada.

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And here's who I am and what I do.

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I'll be over here.

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And now it's elbow rubbing

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time and shaking hands.

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I don't know if Vauld

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or these companies would do

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an event in Boston just for themselves.

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Maybe they would,

00:04:01.044 --> 00:04:01.945
but if they could be part of it,

00:04:01.966 --> 00:04:03.486
like none of them would be competitors.

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Do you know what I mean?

00:04:04.608 --> 00:04:05.489
Like I would do Hyperice,

00:04:05.508 --> 00:04:06.709
but I wouldn't do like,

00:04:07.430 --> 00:04:08.030
I don't even know who a

00:04:08.069 --> 00:04:09.290
competitor of Hyperice is.

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I don't know.

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They're kind of Nike, but, um,

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and this way you get hands on touch time.

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So both parties win.

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I want to, I want, um, um,

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uh, a non-scary way,

00:04:20.839 --> 00:04:22.141
no commitment to go test

00:04:22.161 --> 00:04:23.262
this stuff out and really

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ask questions and see who

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else in my market is like doing, Oh,

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who I, what did you see?

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Well, I like this.

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And if you're hyper ice or

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vault or a Thelus, you're saying you're,

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you're getting feedback, but you're,

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I mean,

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someone might close a deal right there.

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You might say, you know what?

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I want five, you know,

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dozen pairs of Norma tech

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boots for my eight clinics in Chicago,

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because I'm the guy who

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does this and I got hands on.

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So what are your thoughts?

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I mean, go ahead.

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No, I was going to ask Dave.

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Remind me, you're in Brooklyn?

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Yep.

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Where's Jerry Durham?

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Nice to meet you, Tony.

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Good morning.

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Everybody outside of New York,

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it's just New York.

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New Yorkers are like, where are you?

00:05:02.132 --> 00:05:02.853
In New York, you're like,

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but where are you?

00:05:05.521 --> 00:05:07.221
Is Jerry Durham in Philly or

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is he in New York?

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He's in Philly.

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He's in Philly.

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I don't know if you guys know,

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he's moving back to Cali, Cali.

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What?

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Yeah, I don't know if I'm breaking news.

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I'm sorry, Jerry.

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Oh, boy.

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I feel like we need a breaking news thing,

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like breaking news.

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Breaking, you heard it first.

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I did not know that.

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That is monumental.

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All right.

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So to Jimmy's point, yeah, I love it.

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I've always loved it.

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I think more of these

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in-person live social events is awesome.

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I think getting hands on, you know,

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with physical product is great.

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But like you said,

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it's who else is in the room,

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rubbing elbows and other

00:05:48.533 --> 00:05:49.675
things with other

00:05:49.894 --> 00:05:52.237
successful people is always

00:05:52.257 --> 00:05:53.158
going to be the way to go.

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So I'm going to get Dave to

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host something in New York.

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So I'm going to Chicago.

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You'll love this.

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I thought I booked my flight.

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I don't know when I start

00:06:02.040 --> 00:06:03.740
clicking around on flights and comparing.

00:06:03.761 --> 00:06:05.240
That's not a Jimmy task.

00:06:05.321 --> 00:06:06.661
Like I need a virtual assistant.

00:06:06.961 --> 00:06:07.961
I thought I booked my flight

00:06:07.982 --> 00:06:09.742
for Wednesday morning at nine fifty.

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It is tonight,

00:06:11.841 --> 00:06:13.963
Tuesday night at nine fifty p.m.

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So I'm landing in Chicago at

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one in the morning for no reason.

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I'm like twelve hours early.

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I'm like.

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Whatever.

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I've done the scroll thing.

00:06:24.901 --> 00:06:26.283
Like when you're moving down

00:06:26.322 --> 00:06:27.704
the page and then you use

00:06:27.744 --> 00:06:29.064
the wheel and the wheel

00:06:29.103 --> 00:06:30.644
changes your date and you

00:06:30.665 --> 00:06:31.444
book the wrong flight.

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I've done that before.

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It's the worst.

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The worst.

00:06:35.586 --> 00:06:35.968
So, yeah.

00:06:36.348 --> 00:06:37.148
So I'm going to Chicago.

00:06:37.208 --> 00:06:38.928
I'm going to test one of these events out.

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So I'm going to interview Alex,

00:06:41.569 --> 00:06:42.810
who is like the founder,

00:06:42.911 --> 00:06:45.072
Ukrainian immigrant, like fled Ukraine,

00:06:45.232 --> 00:06:46.331
like cool backstory,

00:06:46.413 --> 00:06:48.012
but pretty innovative because he's like,

00:06:48.173 --> 00:06:48.754
how do I get...

00:06:49.778 --> 00:06:50.939
people who are buyers and

00:06:50.978 --> 00:06:52.720
sellers of this technology in the room,

00:06:53.060 --> 00:06:53.401
he's like,

00:06:53.540 --> 00:06:54.742
I'm going to be the real estate agent.

00:06:54.982 --> 00:06:56.663
So he just rents real estate

00:06:56.723 --> 00:06:57.843
bars or whatever he does

00:06:57.884 --> 00:06:58.845
this bars and restaurants.

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And he facilitates the

00:07:00.485 --> 00:07:01.846
exchange and he probably

00:07:01.867 --> 00:07:03.127
benefits because he's a tech CEO.

00:07:03.148 --> 00:07:04.249
I don't even know what his

00:07:04.288 --> 00:07:05.129
tech business is,

00:07:05.428 --> 00:07:06.769
but I look at Alex and I'm like, dude,

00:07:06.810 --> 00:07:08.531
you've, you've, you figured it out.

00:07:08.572 --> 00:07:09.252
This is a good idea.

00:07:09.331 --> 00:07:11.274
So I'm going to steal it.

00:07:11.353 --> 00:07:11.593
Yeah.

00:07:12.846 --> 00:07:14.848
So I want to go straight to Dave.

00:07:15.249 --> 00:07:17.170
I want to talk about hiring

00:07:17.411 --> 00:07:19.872
and payment structure salaries.

00:07:20.612 --> 00:07:21.954
I shared a post on LinkedIn.

00:07:22.834 --> 00:07:24.315
It's actually two posts that

00:07:24.355 --> 00:07:25.716
kind of are the same thing.

00:07:27.499 --> 00:07:29.220
What do you think, Dave,

00:07:29.620 --> 00:07:32.182
in regards to what you're

00:07:32.302 --> 00:07:35.485
offering your clinicians, your PTs?

00:07:35.845 --> 00:07:37.487
I know you're not using PTAs.

00:07:38.567 --> 00:07:39.848
Is there still any...

00:07:40.911 --> 00:07:43.971
value to a PT with fifteen

00:07:43.992 --> 00:07:45.692
years experience makes more

00:07:45.732 --> 00:07:48.052
than a PT with one year experience.

00:07:48.093 --> 00:07:49.432
Does experience have any

00:07:49.473 --> 00:07:52.012
value if it's just the the

00:07:52.353 --> 00:07:53.434
general experience?

00:07:53.454 --> 00:07:54.074
You don't even know what

00:07:54.093 --> 00:07:56.113
that experience could have been.

00:07:56.855 --> 00:07:59.154
And then what about even

00:07:59.194 --> 00:08:01.435
like a PTA earning more

00:08:01.495 --> 00:08:04.755
than a PT for patient care?

00:08:04.815 --> 00:08:05.596
I mean,

00:08:05.716 --> 00:08:08.016
what's your personal philosophy on that?

00:08:09.774 --> 00:08:11.055
So typically, yes,

00:08:11.276 --> 00:08:12.298
but it's not what you think.

00:08:12.317 --> 00:08:15.199
It's not it's not it's not

00:08:15.240 --> 00:08:17.242
just years of experience.

00:08:18.283 --> 00:08:19.625
It's typically the full

00:08:19.644 --> 00:08:20.505
package of the person.

00:08:20.545 --> 00:08:20.725
Right.

00:08:20.766 --> 00:08:22.567
So if let's say there's

00:08:22.987 --> 00:08:24.790
let's say there's a PT who

00:08:25.269 --> 00:08:27.833
has never worked any service based.

00:08:27.853 --> 00:08:28.814
They never worked in a restaurant.

00:08:28.834 --> 00:08:29.774
They never they never did

00:08:29.795 --> 00:08:30.855
like a service based

00:08:31.255 --> 00:08:32.977
consumer facing job when

00:08:32.998 --> 00:08:33.538
they were younger.

00:08:34.726 --> 00:08:36.687
And then you have a PTA with

00:08:37.388 --> 00:08:38.629
the same years of experience,

00:08:38.668 --> 00:08:40.110
but they used to work at a restaurant.

00:08:40.169 --> 00:08:41.630
They, I'm trying to like,

00:08:41.671 --> 00:08:42.831
my first real job was

00:08:42.870 --> 00:08:43.912
working in a batting cage

00:08:43.932 --> 00:08:45.793
where we were fixing batting cages,

00:08:45.812 --> 00:08:46.793
but also taking people's

00:08:46.852 --> 00:08:48.594
money to sell them, you know, frozen,

00:08:49.735 --> 00:08:52.676
frozen Slurpees and froze, you know,

00:08:53.777 --> 00:08:55.099
poorly heated up pretzel,

00:08:55.359 --> 00:08:56.200
but then also part of the

00:08:56.220 --> 00:08:57.522
job at the Batting Cage was

00:08:58.282 --> 00:08:59.543
helping the moms and the

00:08:59.583 --> 00:09:01.046
dads with hosting birthday

00:09:01.086 --> 00:09:02.027
parties with like twenty

00:09:02.047 --> 00:09:02.707
kids running around.

00:09:02.768 --> 00:09:03.729
Then you get, you know,

00:09:03.769 --> 00:09:04.809
tips cash with that.

00:09:05.250 --> 00:09:05.431
You know,

00:09:05.451 --> 00:09:08.134
so I had a ton of consumer facing

00:09:08.674 --> 00:09:09.655
jobs when I was younger.

00:09:10.136 --> 00:09:11.677
If there's a PTA that has

00:09:11.738 --> 00:09:12.479
done those things,

00:09:13.279 --> 00:09:15.342
And then they come in to interview with me,

00:09:15.423 --> 00:09:17.125
and some of that typically rubs off.

00:09:17.164 --> 00:09:18.966
So the years of experience,

00:09:18.986 --> 00:09:20.788
the clinical years of experience, no,

00:09:20.908 --> 00:09:21.490
I agree, Tony,

00:09:21.529 --> 00:09:22.451
doesn't necessarily

00:09:22.510 --> 00:09:24.613
translate to more money.

00:09:25.614 --> 00:09:27.416
But in the interview process,

00:09:29.017 --> 00:09:29.437
In this case,

00:09:29.456 --> 00:09:30.738
it could be a PTA that could

00:09:30.798 --> 00:09:32.778
probably impress me or wow

00:09:32.818 --> 00:09:34.499
me in terms of how they've

00:09:34.558 --> 00:09:36.080
responded because we ask questions like,

00:09:36.139 --> 00:09:37.200
tell me about a time when,

00:09:37.519 --> 00:09:38.240
tell me about a time when

00:09:38.280 --> 00:09:39.061
you had a challenging

00:09:39.120 --> 00:09:40.181
patient or client in

00:09:40.280 --> 00:09:41.861
rotations or your first job,

00:09:41.942 --> 00:09:43.481
or tell me about a time

00:09:43.501 --> 00:09:44.342
when you had a challenging

00:09:44.403 --> 00:09:46.842
professor or an issue with

00:09:46.903 --> 00:09:49.163
a coworker or a classmate or something.

00:09:49.264 --> 00:09:50.544
So tell me about a time when.

00:09:51.524 --> 00:09:52.245
And those are the best

00:09:52.265 --> 00:09:53.365
interview questions because

00:09:53.566 --> 00:09:56.587
those answers tell you

00:09:56.607 --> 00:09:57.908
about the person's past and

00:09:57.948 --> 00:09:59.369
how they've dealt with and

00:09:59.389 --> 00:10:00.669
interacted with challenges

00:10:00.769 --> 00:10:02.331
and struggles and

00:10:02.431 --> 00:10:04.932
confrontation and settling

00:10:04.952 --> 00:10:06.352
disputes and things like that.

00:10:07.653 --> 00:10:09.715
uh you know like problem or

00:10:09.754 --> 00:10:10.956
dispute resolution those

00:10:10.975 --> 00:10:12.235
types of things those types

00:10:12.255 --> 00:10:14.577
of things tell me a ton of

00:10:14.817 --> 00:10:16.198
about that person so it

00:10:16.219 --> 00:10:17.019
doesn't mean it doesn't

00:10:17.058 --> 00:10:18.539
matter if that pta only has

00:10:19.179 --> 00:10:20.120
three years of experience

00:10:20.181 --> 00:10:21.461
and a pt has you know eight

00:10:21.480 --> 00:10:22.221
years of experience

00:10:23.666 --> 00:10:25.687
will we start the PT off at a higher rate?

00:10:25.888 --> 00:10:26.408
Probably.

00:10:26.508 --> 00:10:29.129
But if the PTA comes in and like,

00:10:29.149 --> 00:10:30.311
they're getting all the

00:10:30.350 --> 00:10:31.052
word of mouth referrals,

00:10:31.072 --> 00:10:32.312
they're getting all the Google reviews,

00:10:32.331 --> 00:10:32.753
whatever.

00:10:33.212 --> 00:10:34.433
And then they turn to us and say, Hey,

00:10:34.673 --> 00:10:37.176
I want you to pay me this much more.

00:10:37.756 --> 00:10:39.457
It's easy for me to say, sure.

00:10:39.538 --> 00:10:40.038
Yeah, of course.

00:10:40.057 --> 00:10:42.799
Like you are demonstrating, not just,

00:10:43.520 --> 00:10:43.980
we're not even talking

00:10:44.000 --> 00:10:45.962
about the clinical competence.

00:10:45.982 --> 00:10:46.842
We're not talking about like

00:10:46.863 --> 00:10:47.783
getting people better in

00:10:47.903 --> 00:10:48.745
less visits or whatever.

00:10:49.065 --> 00:10:50.365
So does that make a little sense?

00:10:50.846 --> 00:10:51.567
Yeah, for sure.

00:10:51.626 --> 00:10:52.888
Jimmy, were you going to say something?

00:10:53.702 --> 00:10:54.663
Yeah, I mean, number one,

00:10:54.703 --> 00:10:55.485
I love that question.

00:10:55.684 --> 00:10:57.466
That past question is great.

00:10:57.547 --> 00:10:58.488
I would love to pair that up

00:10:58.508 --> 00:10:59.969
with that question that I

00:11:00.149 --> 00:11:01.211
learned from Jamie Schreier,

00:11:01.250 --> 00:11:01.711
which is like,

00:11:01.791 --> 00:11:03.312
if you were to leave five years from now,

00:11:03.332 --> 00:11:04.413
what do you think the reason would be?

00:11:04.793 --> 00:11:05.715
I think those two questions,

00:11:05.754 --> 00:11:06.735
if you asked them back to back,

00:11:06.816 --> 00:11:08.057
could get your past and

00:11:08.158 --> 00:11:09.418
your vision and be like, got it.

00:11:09.499 --> 00:11:10.759
This is a great fit or not fit.

00:11:11.461 --> 00:11:13.442
But this is where I'm saying like,

00:11:14.323 --> 00:11:15.465
Tony and Dave would have

00:11:15.524 --> 00:11:16.684
totally different approaches,

00:11:16.845 --> 00:11:17.546
not just because they're

00:11:17.566 --> 00:11:19.427
totally Tony and Dave to this,

00:11:19.886 --> 00:11:20.466
because you have to

00:11:20.527 --> 00:11:21.748
understand who's paying you.

00:11:22.128 --> 00:11:23.369
So would you pay someone

00:11:23.688 --> 00:11:24.708
more if they have fifteen

00:11:24.729 --> 00:11:25.409
years experience?

00:11:26.110 --> 00:11:27.571
Tony knows who's paying him.

00:11:27.931 --> 00:11:29.491
Insurance companies, do they care?

00:11:30.871 --> 00:11:31.273
Nope.

00:11:31.293 --> 00:11:31.432
Nope.

00:11:31.452 --> 00:11:31.852
They don't care.

00:11:31.873 --> 00:11:33.033
Still, still, it's twenty twenty five.

00:11:33.053 --> 00:11:34.933
They don't care where Dave,

00:11:34.994 --> 00:11:35.774
I bet you is saying.

00:11:37.535 --> 00:11:39.336
Could this person fit on my roster?

00:11:40.423 --> 00:11:43.106
Like, could I charge a premium for this?

00:11:43.187 --> 00:11:44.227
Would I pay for this?

00:11:44.268 --> 00:11:46.109
Like, you're probably getting by.

00:11:46.129 --> 00:11:46.490
You're like,

00:11:46.850 --> 00:11:47.691
you're looking at them more

00:11:47.711 --> 00:11:48.652
like PT Barnum.

00:11:48.692 --> 00:11:50.253
Like, is this a showstopper?

00:11:50.634 --> 00:11:52.054
Or is this someone who's, you know,

00:11:52.075 --> 00:11:52.635
going to be out in the

00:11:52.655 --> 00:11:53.535
crowd sort of doing a

00:11:53.576 --> 00:11:54.857
little juggling and some sleight of hand?

00:11:54.898 --> 00:11:55.798
Or is this somebody who's

00:11:55.818 --> 00:11:56.840
going to be in the center ring?

00:11:57.200 --> 00:11:58.520
So understanding who it is

00:11:58.620 --> 00:11:59.442
that's paying attention.

00:11:59.662 --> 00:12:00.682
how much of no of course

00:12:00.722 --> 00:12:01.264
everyone's going to get

00:12:01.364 --> 00:12:02.544
onboarded and coached and

00:12:02.565 --> 00:12:04.365
mentored and all that um

00:12:04.405 --> 00:12:06.388
but how much of my time and

00:12:06.408 --> 00:12:08.649
effort and my my my time

00:12:08.690 --> 00:12:09.811
and effort is still money

00:12:10.191 --> 00:12:11.111
away from my family or

00:12:11.172 --> 00:12:12.592
whatever or working out or

00:12:12.673 --> 00:12:13.594
you know visiting you guys

00:12:13.614 --> 00:12:15.515
or whatever so how much of

00:12:15.556 --> 00:12:16.817
my time and effort and

00:12:16.937 --> 00:12:18.359
money do I need to pour

00:12:18.418 --> 00:12:19.139
into this person we're

00:12:19.158 --> 00:12:20.701
going to pour into any new

00:12:20.860 --> 00:12:21.761
therapist or clinician or

00:12:21.802 --> 00:12:25.284
whatever regardless but do they need like

00:12:25.924 --> 00:12:26.924
significant amount of hand

00:12:26.945 --> 00:12:28.206
holding if so like we were

00:12:28.225 --> 00:12:29.166
probably probably should

00:12:29.206 --> 00:12:30.785
even hire them yeah how

00:12:30.826 --> 00:12:31.625
many miles are you gonna

00:12:31.666 --> 00:12:33.547
get per ounce of effort to

00:12:33.586 --> 00:12:35.886
put in right and and I

00:12:35.907 --> 00:12:37.668
could pay you more if you

00:12:37.988 --> 00:12:39.847
require less hand holding

00:12:40.148 --> 00:12:42.989
and support and you know I

00:12:43.009 --> 00:12:44.009
can't mention names but

00:12:44.028 --> 00:12:45.570
like I've had a a physical

00:12:45.590 --> 00:12:46.470
therapist in the past who

00:12:46.490 --> 00:12:50.150
uh you know was out of the gates like uh

00:12:50.811 --> 00:12:52.530
in an excellent fashion but

00:12:52.572 --> 00:12:53.272
then there was a bunch of

00:12:53.312 --> 00:12:54.412
communication breakdowns or

00:12:54.432 --> 00:12:55.292
a bunch of communication

00:12:55.351 --> 00:12:56.052
issues they just weren't

00:12:56.072 --> 00:12:57.173
following processes they

00:12:57.192 --> 00:12:58.913
didn't have uh they didn't

00:12:58.932 --> 00:13:01.214
have patients uh date and

00:13:01.274 --> 00:13:02.474
time confirmed for the next

00:13:02.533 --> 00:13:03.754
visit over email or text

00:13:03.774 --> 00:13:04.794
message which is one of our

00:13:04.835 --> 00:13:05.754
processes it was just

00:13:05.794 --> 00:13:07.475
verbal you know oh yeah

00:13:07.535 --> 00:13:08.556
tony like yeah we're

00:13:08.596 --> 00:13:09.836
confirmed for wednesday at

00:13:10.275 --> 00:13:11.856
you know five pm and then

00:13:11.917 --> 00:13:13.836
like then the patient lay

00:13:13.856 --> 00:13:16.138
canceled or something then then um

00:13:16.778 --> 00:13:17.678
then the therapist is like, oh,

00:13:17.698 --> 00:13:18.438
you're going to pay me for

00:13:18.479 --> 00:13:19.580
that missed visit, right?

00:13:19.600 --> 00:13:20.600
And it's like, well,

00:13:20.620 --> 00:13:21.441
was the visit confirmed?

00:13:21.461 --> 00:13:22.360
Like, can you show me, like,

00:13:22.421 --> 00:13:23.201
is there a screenshot of

00:13:23.241 --> 00:13:23.981
the email or text?

00:13:24.442 --> 00:13:25.523
And then it's like no response.

00:13:25.562 --> 00:13:28.424
And it's like, I mean, it's the process.

00:13:28.445 --> 00:13:30.186
These are very clear, you know,

00:13:31.166 --> 00:13:31.986
so that someone like that

00:13:32.027 --> 00:13:33.807
requires more handholding.

00:13:34.067 --> 00:13:35.629
They're less likely to get a raise.

00:13:35.668 --> 00:13:36.788
They have no leverage or

00:13:36.849 --> 00:13:38.070
less leverage to ask for a

00:13:38.110 --> 00:13:39.350
higher level of

00:13:39.370 --> 00:13:40.350
compensation or more

00:13:40.390 --> 00:13:41.792
responsibilities or more

00:13:41.851 --> 00:13:43.592
new cases and more evals or whatever.

00:13:43.653 --> 00:13:43.852
Right.

00:13:43.893 --> 00:13:43.993
So

00:13:45.173 --> 00:13:48.543
Again, in my model,

00:13:48.582 --> 00:13:50.326
in the beginning of the interview process,

00:13:51.549 --> 00:13:53.474
just to go back to Tony's LinkedIn post,

00:13:56.402 --> 00:13:57.163
a therapist shared,

00:13:57.302 --> 00:13:58.403
I have fifteen years of experience,

00:13:58.423 --> 00:13:59.104
but the company wants to

00:13:59.144 --> 00:14:00.524
pay me the same rate as a new grad.

00:14:00.565 --> 00:14:02.306
Well, that's the difference between,

00:14:02.645 --> 00:14:02.905
you know,

00:14:03.225 --> 00:14:04.826
an insurance in network based

00:14:04.886 --> 00:14:06.607
model where like Tony

00:14:07.548 --> 00:14:08.989
respectfully doesn't have

00:14:09.309 --> 00:14:10.269
like he's going to look at

00:14:10.490 --> 00:14:12.630
whoever is the clinician the same amount.

00:14:12.711 --> 00:14:12.932
Right.

00:14:13.072 --> 00:14:14.552
So like Tony's got his wife

00:14:14.672 --> 00:14:15.312
treating patients.

00:14:15.352 --> 00:14:17.014
But if it was someone else

00:14:17.033 --> 00:14:18.475
from the outside, it's like,

00:14:19.274 --> 00:14:20.376
they're the insurance is

00:14:20.417 --> 00:14:21.639
paying for this you know

00:14:21.678 --> 00:14:22.759
this bare minimum to be

00:14:22.799 --> 00:14:23.981
completed x amount of you

00:14:24.001 --> 00:14:24.984
know whatever units and

00:14:25.063 --> 00:14:26.525
visits and we're billing

00:14:26.605 --> 00:14:27.366
units and they're all paid

00:14:27.407 --> 00:14:29.230
the same so in that world

00:14:29.250 --> 00:14:31.432
in that ecosystem no like

00:14:32.437 --> 00:14:33.239
it makes sense where

00:14:33.278 --> 00:14:34.780
everyone potentially is paid the same.

00:14:35.542 --> 00:14:37.224
In my world where we could

00:14:37.264 --> 00:14:38.466
potentially charge more

00:14:39.868 --> 00:14:41.830
over time or raise our rates or whatever,

00:14:41.909 --> 00:14:43.893
like absolutely there's

00:14:43.952 --> 00:14:44.994
more of a buffer and

00:14:45.134 --> 00:14:46.576
someone can actually make

00:14:46.676 --> 00:14:48.258
more money or demand more

00:14:48.298 --> 00:14:49.480
money regardless of their

00:14:49.500 --> 00:14:50.541
years out of school or in

00:14:50.561 --> 00:14:51.282
their years working.

00:14:52.711 --> 00:14:52.870
Yeah,

00:14:52.931 --> 00:14:54.793
I think it's such an important aspect

00:14:54.812 --> 00:14:56.595
to this is understanding the value.

00:14:56.815 --> 00:14:57.775
Just like, you know,

00:14:57.816 --> 00:14:58.917
if you're selling to the patient,

00:14:58.956 --> 00:14:59.798
what do they care about?

00:14:59.837 --> 00:15:00.798
What's important to them?

00:15:01.339 --> 00:15:02.220
I've got an interesting

00:15:02.259 --> 00:15:03.461
Facebook ad with some

00:15:03.500 --> 00:15:04.662
comments that I can share

00:15:04.701 --> 00:15:05.543
later if we want.

00:15:06.124 --> 00:15:08.405
But when I'm looking at an employer,

00:15:08.865 --> 00:15:11.407
employee in a third party payer system,

00:15:11.927 --> 00:15:12.267
you know,

00:15:12.366 --> 00:15:13.647
I've got very specific

00:15:13.787 --> 00:15:15.347
expectations and it's not

00:15:15.727 --> 00:15:17.268
you need to be the most skilled.

00:15:17.288 --> 00:15:18.788
You need to be the most expert.

00:15:18.828 --> 00:15:19.729
You need anything.

00:15:20.269 --> 00:15:22.269
It's do your patients like coming?

00:15:22.529 --> 00:15:24.750
Are your patients going to cancel less?

00:15:25.289 --> 00:15:28.010
Are your plans of care going

00:15:28.051 --> 00:15:29.091
to be completed?

00:15:29.491 --> 00:15:30.731
They're very technical

00:15:30.772 --> 00:15:32.052
things because I don't need

00:15:32.072 --> 00:15:34.192
you to sell or convert a patient.

00:15:34.493 --> 00:15:37.014
They're already coming, expecting to come.

00:15:38.693 --> 00:15:40.076
It's just such a different

00:15:40.115 --> 00:15:41.015
experience here.

00:15:42.057 --> 00:15:44.318
And if I'm bringing you into a team,

00:15:44.759 --> 00:15:46.041
like we stopped hiring

00:15:46.120 --> 00:15:48.822
years ago because I didn't

00:15:48.863 --> 00:15:50.205
want to deal with the

00:15:50.245 --> 00:15:53.086
battles of I'm bringing you onto a team.

00:15:53.187 --> 00:15:55.068
Every team is going to have politics,

00:15:55.109 --> 00:15:56.690
no matter how much you try to avoid it,

00:15:56.809 --> 00:15:58.131
even at its smallest.

00:15:58.652 --> 00:15:59.293
So it's like...

00:15:59.773 --> 00:16:00.852
Do I really want to deal

00:16:00.873 --> 00:16:02.014
with those challenges?

00:16:02.073 --> 00:16:02.994
Probably not.

00:16:03.433 --> 00:16:05.294
But if I found somebody who

00:16:05.695 --> 00:16:08.316
I knew had high retention rates,

00:16:08.816 --> 00:16:10.355
high completed plans of care,

00:16:10.897 --> 00:16:11.736
and could handle the

00:16:11.777 --> 00:16:13.836
politics of my particular office,

00:16:14.177 --> 00:16:15.298
I'd hire you in a second.

00:16:15.337 --> 00:16:17.259
And I'd pay you more than

00:16:17.318 --> 00:16:18.178
somebody who might be a

00:16:18.239 --> 00:16:19.538
clinical specialist or an

00:16:19.698 --> 00:16:21.259
expert in some area.

00:16:22.905 --> 00:16:23.826
And maybe that person could

00:16:23.865 --> 00:16:25.528
even generate more profit,

00:16:26.048 --> 00:16:26.969
but it doesn't matter

00:16:27.009 --> 00:16:27.928
because it's going to cause

00:16:27.969 --> 00:16:29.029
so many problems in the

00:16:29.070 --> 00:16:30.230
rest of the organization.

00:16:30.971 --> 00:16:33.293
And as much as I'm saying that now,

00:16:33.494 --> 00:16:34.914
I remember going back to

00:16:34.955 --> 00:16:37.015
when we would apply for a

00:16:37.076 --> 00:16:38.356
job at a hospital or we'd

00:16:38.397 --> 00:16:39.658
apply for a job at some

00:16:39.697 --> 00:16:41.500
other large organization.

00:16:42.059 --> 00:16:43.080
It was less about

00:16:43.139 --> 00:16:44.461
performance and it was more

00:16:44.500 --> 00:16:45.620
about making the person

00:16:45.660 --> 00:16:47.562
who's hiring us look good

00:16:48.062 --> 00:16:49.043
to the person that they

00:16:49.082 --> 00:16:50.663
want to impress above them.

00:16:51.124 --> 00:16:53.504
There are just so many different dynamics.

00:16:54.125 --> 00:16:55.706
But I keep seeing posts

00:16:55.765 --> 00:16:57.946
around LinkedIn and Facebook about, well,

00:16:57.966 --> 00:16:59.267
I have this much experience

00:16:59.287 --> 00:16:59.866
and I have these

00:16:59.886 --> 00:17:01.607
certifications and I have these other.

00:17:02.607 --> 00:17:03.609
A lot of times it just

00:17:03.649 --> 00:17:04.669
depends on where you're

00:17:04.709 --> 00:17:05.670
trying to get the job,

00:17:05.730 --> 00:17:06.829
what's important to that

00:17:07.250 --> 00:17:08.711
person who is hiring you,

00:17:08.891 --> 00:17:09.871
whether it's the owner or

00:17:09.911 --> 00:17:11.451
the HR department or whoever.

00:17:12.441 --> 00:17:13.762
I don't think I was ever taught this,

00:17:13.803 --> 00:17:15.645
but I think I just understood it.

00:17:15.685 --> 00:17:16.667
Or maybe I was taught,

00:17:16.728 --> 00:17:18.830
but maybe someone showed me.

00:17:18.871 --> 00:17:20.773
But I realized my job was always like,

00:17:21.474 --> 00:17:22.537
this fits my personality as

00:17:22.557 --> 00:17:23.317
I'm saying this out loud.

00:17:23.657 --> 00:17:25.441
My job was always get my boss to be happy.

00:17:25.662 --> 00:17:26.782
I was like, I want my boss to like me.

00:17:27.494 --> 00:17:29.997
And like, make your boss's life easier.

00:17:30.357 --> 00:17:30.718
And like,

00:17:30.857 --> 00:17:32.880
then they'll go out of their way.

00:17:33.000 --> 00:17:35.182
You'll be the last person cut, right?

00:17:35.221 --> 00:17:36.942
The person you want to keep you around.

00:17:36.982 --> 00:17:39.065
And it's like, so I figured that out.

00:17:39.085 --> 00:17:40.246
Like, I don't think it was conscious.

00:17:40.306 --> 00:17:41.086
I think it was like,

00:17:41.126 --> 00:17:42.268
probably part of my personality was like,

00:17:42.288 --> 00:17:43.709
I need people to like me.

00:17:43.970 --> 00:17:45.230
But like, hey man, that fits.

00:17:45.290 --> 00:17:46.231
That worked in business.

00:17:47.291 --> 00:17:48.652
I remember one of the things

00:17:48.672 --> 00:17:50.292
that caused my wife and I

00:17:50.333 --> 00:17:52.313
to leave the hospital we worked for.

00:17:52.393 --> 00:17:53.814
Now, we weren't married at the time.

00:17:53.854 --> 00:17:55.034
We just kind of knew each other.

00:17:55.534 --> 00:17:57.114
But we share similar

00:17:57.194 --> 00:17:59.355
personality traits was we

00:17:59.434 --> 00:18:01.355
realized it wasn't about

00:18:01.455 --> 00:18:02.695
how good of a job we did.

00:18:03.175 --> 00:18:04.536
We looked around and we

00:18:04.576 --> 00:18:05.856
realized all of the people

00:18:05.916 --> 00:18:07.176
leaving or getting fired

00:18:07.237 --> 00:18:08.777
were amazing clinicians.

00:18:09.297 --> 00:18:10.897
The ones who stayed in that

00:18:10.978 --> 00:18:13.818
setting were good enough not to get fired,

00:18:14.259 --> 00:18:15.419
but didn't rock the boat.

00:18:15.439 --> 00:18:15.519
Yeah.

00:18:15.939 --> 00:18:17.460
didn't introduce change,

00:18:17.640 --> 00:18:19.141
didn't try to make things better,

00:18:19.861 --> 00:18:21.041
didn't do anything that

00:18:21.082 --> 00:18:22.962
would make supervisors or

00:18:23.002 --> 00:18:25.243
managers put more effort

00:18:25.364 --> 00:18:26.825
into keeping them employed.

00:18:27.005 --> 00:18:29.145
Everybody who wanted things to be better,

00:18:29.606 --> 00:18:31.146
they were gone because they

00:18:31.166 --> 00:18:32.788
just made more work for management.

00:18:33.028 --> 00:18:34.209
And that's the challenge to

00:18:34.249 --> 00:18:35.170
working for a larger

00:18:35.230 --> 00:18:37.871
organization like that.

00:18:37.911 --> 00:18:38.692
This was a hospital.

00:18:38.731 --> 00:18:39.971
They were not in growth mode.

00:18:39.991 --> 00:18:41.252
They were not getting paid more.

00:18:41.272 --> 00:18:43.193
Nothing is changing.

00:18:43.253 --> 00:18:44.615
They want the status quo.

00:18:45.336 --> 00:18:46.803
If you're going to mess that up,

00:18:47.183 --> 00:18:48.249
that's not the place for you.

00:18:49.144 --> 00:18:50.365
That's why when I went to go work at,

00:18:50.565 --> 00:18:51.506
I won't say which hospital,

00:18:51.546 --> 00:18:52.586
it doesn't really matter which hospital.

00:18:52.605 --> 00:18:53.467
When I went to work at a hospital,

00:18:53.487 --> 00:18:54.708
people were like, you will not work,

00:18:54.907 --> 00:18:55.748
that will not work.

00:18:55.828 --> 00:18:57.349
And I was like, sure it will.

00:18:57.390 --> 00:18:59.211
I'll just bring my thing to

00:18:59.230 --> 00:19:00.332
this big organization.

00:19:00.412 --> 00:19:01.352
And it's like, it's great,

00:19:01.511 --> 00:19:02.333
a bigger platform.

00:19:02.792 --> 00:19:05.394
And spoiler, it did not work.

00:19:05.515 --> 00:19:06.375
It was horrible.

00:19:06.395 --> 00:19:07.717
It was a horrible idea.

00:19:08.116 --> 00:19:09.096
It wasn't the size.

00:19:09.198 --> 00:19:10.818
It was exactly what you just said.

00:19:11.298 --> 00:19:12.400
What do they value?

00:19:12.779 --> 00:19:13.941
What problems do they have?

00:19:14.361 --> 00:19:15.201
Jimmy Rock, I was like,

00:19:15.221 --> 00:19:17.022
I was brought here to gain attention.

00:19:18.079 --> 00:19:18.941
well, can you do it like,

00:19:19.361 --> 00:19:20.942
but more in line of the

00:19:21.001 --> 00:19:22.222
standard operating procedure?

00:19:22.303 --> 00:19:24.483
And I was like, that's not, you did that.

00:19:24.584 --> 00:19:26.625
Why you, yeah, that explained it.

00:19:26.746 --> 00:19:29.768
Where were you before I took that job?

00:19:29.928 --> 00:19:31.048
Kendrick says people have no

00:19:31.108 --> 00:19:31.929
idea what it takes to run

00:19:31.949 --> 00:19:33.490
an organization.

00:19:33.589 --> 00:19:33.911
Amen.

00:19:34.775 --> 00:19:35.316
But I mean,

00:19:35.355 --> 00:19:36.195
where are you taught that

00:19:36.215 --> 00:19:36.936
you're taught that in your

00:19:37.116 --> 00:19:37.857
one or two class,

00:19:37.877 --> 00:19:38.878
like barely taught that in

00:19:38.898 --> 00:19:40.420
a class in PT school.

00:19:40.441 --> 00:19:41.882
But to Dave's credit, what he says,

00:19:42.221 --> 00:19:43.262
did you ever work retail?

00:19:43.683 --> 00:19:44.984
Have you ever worked food service?

00:19:45.224 --> 00:19:46.266
Have you ever been told you

00:19:46.385 --> 00:19:47.406
suck to your face,

00:19:47.507 --> 00:19:49.169
even though you didn't do anything wrong?

00:19:49.189 --> 00:19:50.089
You just delivered the

00:19:50.130 --> 00:19:51.230
burger that sucked and you

00:19:51.250 --> 00:19:53.232
have to smile and say, you're right.

00:19:53.292 --> 00:19:54.413
I'll let me take that off your bill.

00:19:54.433 --> 00:19:56.776
Let me get you another one like that.

00:19:57.176 --> 00:19:58.417
Build some character in there.

00:19:59.650 --> 00:20:00.990
How do you guys personally

00:20:01.050 --> 00:20:03.571
respond to that kind of

00:20:04.251 --> 00:20:06.153
very black and white objective?

00:20:06.192 --> 00:20:06.693
Now, of course,

00:20:07.074 --> 00:20:08.233
there is a level or a

00:20:08.253 --> 00:20:10.736
threshold where it becomes demeaning,

00:20:10.796 --> 00:20:12.696
belittling, like condescending.

00:20:12.737 --> 00:20:13.557
But I'm just saying,

00:20:14.336 --> 00:20:14.938
I just had this

00:20:14.978 --> 00:20:16.577
conversation earlier this morning,

00:20:16.597 --> 00:20:17.739
so it's fresh in my mind.

00:20:19.359 --> 00:20:21.040
Multiple times in my career.

00:20:21.861 --> 00:20:23.662
I've had conversations where,

00:20:24.102 --> 00:20:25.182
and maybe I'm a little

00:20:25.221 --> 00:20:26.982
spectrumy and I don't even realize it,

00:20:27.022 --> 00:20:28.763
but I've had conversations

00:20:28.804 --> 00:20:30.704
where there's no filter

00:20:31.005 --> 00:20:32.785
because I thought I have a

00:20:32.865 --> 00:20:34.145
level of connection and

00:20:34.185 --> 00:20:35.266
trust with the person I'm

00:20:35.306 --> 00:20:38.207
talking to where I could say very clearly,

00:20:38.307 --> 00:20:39.627
very black and white, look,

00:20:39.847 --> 00:20:40.468
here's the deal.

00:20:40.949 --> 00:20:42.409
These are the objective numbers.

00:20:42.449 --> 00:20:44.049
This is the situation.

00:20:44.710 --> 00:20:45.931
How are we going to move

00:20:45.951 --> 00:20:47.592
forward between you and I

00:20:47.731 --> 00:20:48.752
in this situation?

00:20:49.513 --> 00:20:50.094
I thought it was an

00:20:50.173 --> 00:20:51.394
excellent conversation.

00:20:51.615 --> 00:20:53.696
I thought it was emotionless.

00:20:54.297 --> 00:20:55.557
I thought everything was

00:20:55.637 --> 00:20:56.638
objective and there was no

00:20:56.659 --> 00:20:57.920
way anybody could get upset

00:20:57.980 --> 00:21:00.642
only to find out later, a week later,

00:21:00.781 --> 00:21:01.522
a month later,

00:21:01.583 --> 00:21:03.724
that this person was

00:21:04.644 --> 00:21:05.865
slapped in the face in

00:21:06.227 --> 00:21:07.307
their mind and that I

00:21:07.346 --> 00:21:09.028
completely betrayed them or whatever.

00:21:09.048 --> 00:21:10.068
We need more details here.

00:21:10.089 --> 00:21:10.930
Was this the lady that wrote

00:21:10.950 --> 00:21:12.471
you the one-star Google review last year?

00:21:12.490 --> 00:21:12.631
No, no.

00:21:12.711 --> 00:21:14.452
This is from an internal.

00:21:15.294 --> 00:21:15.753
Yeah, yeah.

00:21:15.834 --> 00:21:16.875
It's usually either an

00:21:16.914 --> 00:21:18.757
employee conversation or

00:21:18.836 --> 00:21:21.419
it's a tenant landlord conversation.

00:21:21.939 --> 00:21:23.141
It's professional.

00:21:23.941 --> 00:21:26.143
It's not a patient interaction.

00:21:26.604 --> 00:21:28.184
But I'm just like for you guys personally,

00:21:28.265 --> 00:21:29.066
I'm curious,

00:21:29.586 --> 00:21:33.028
how do you respond to what

00:21:33.068 --> 00:21:35.290
should be an objective conversation?

00:21:36.112 --> 00:21:38.253
Discussion about just pure metrics.

00:21:38.434 --> 00:21:39.675
Just these are the numbers.

00:21:39.715 --> 00:21:41.097
It doesn't matter how you feel.

00:21:41.137 --> 00:21:42.679
There is no there should be

00:21:42.779 --> 00:21:44.260
no emotion connected to.

00:21:44.961 --> 00:21:46.503
And this leads into a post

00:21:47.023 --> 00:21:49.287
where I said the reason why

00:21:49.346 --> 00:21:50.728
therapists have such a hard

00:21:50.768 --> 00:21:52.029
time owning therapy

00:21:52.069 --> 00:21:53.431
businesses is because we

00:21:53.451 --> 00:21:54.532
are too emotional.

00:21:54.593 --> 00:21:56.295
We're too connected to the business.

00:21:57.315 --> 00:22:00.855
And another person came back

00:22:00.895 --> 00:22:03.416
saying something about

00:22:03.477 --> 00:22:04.998
being ridiculous and what

00:22:05.018 --> 00:22:07.417
if I told my wife she was too emotional.

00:22:08.038 --> 00:22:10.118
And the ultimate irony here

00:22:10.159 --> 00:22:11.799
was the entire response was

00:22:11.880 --> 00:22:13.119
all emotion-led.

00:22:13.460 --> 00:22:14.641
You are clearly too

00:22:14.701 --> 00:22:16.401
emotional to make a clear

00:22:16.540 --> 00:22:17.781
objective decision.

00:22:18.301 --> 00:22:19.102
But I just said, hey,

00:22:19.201 --> 00:22:21.643
I'm not going to go down this road.

00:22:21.702 --> 00:22:24.523
And I tried to bow out of the text thread.

00:22:25.548 --> 00:22:28.130
Yeah, so Dave, what is your take?

00:22:29.069 --> 00:22:31.730
Yeah.

00:22:31.750 --> 00:22:34.792
I'm going to try to be as

00:22:35.413 --> 00:22:36.492
impartial as possible.

00:22:36.512 --> 00:22:41.634
What I mean is I will sometimes not,

00:22:41.835 --> 00:22:43.215
if it's like, let's say if it's a patient,

00:22:43.236 --> 00:22:44.635
a therapist, whatever,

00:22:45.356 --> 00:22:49.317
I will be over communication, over text,

00:22:49.458 --> 00:22:50.798
over phone, over email,

00:22:51.278 --> 00:22:53.059
however we're communicating the issue.

00:22:53.900 --> 00:22:56.501
is going to be like very

00:22:57.262 --> 00:22:58.564
whatever is you know by the

00:22:58.584 --> 00:23:00.164
books my whatever they

00:23:00.204 --> 00:23:01.926
signed for like the

00:23:02.007 --> 00:23:02.807
onboarding the standard

00:23:02.826 --> 00:23:03.807
operating procedures like

00:23:03.827 --> 00:23:06.369
whatever it is like very uh

00:23:06.550 --> 00:23:08.372
black and white and without

00:23:08.392 --> 00:23:09.913
the emotion at least in the

00:23:09.932 --> 00:23:11.535
beginning I will then

00:23:11.875 --> 00:23:12.816
handle the communication

00:23:13.016 --> 00:23:13.596
then I'm going to go to

00:23:13.715 --> 00:23:14.537
annie and be like you got

00:23:15.077 --> 00:23:16.459
then I let the emotion out

00:23:16.499 --> 00:23:17.539
and I'm like this

00:23:18.180 --> 00:23:20.781
person is pissing me off and here's why.

00:23:20.821 --> 00:23:22.163
And this is the fourth, fifth,

00:23:22.182 --> 00:23:23.084
whatever time about

00:23:23.403 --> 00:23:25.005
communication breakdown or whatever.

00:23:25.505 --> 00:23:26.205
And, you know,

00:23:26.665 --> 00:23:27.727
they know better and it's

00:23:27.767 --> 00:23:29.807
pissing me off and they started great.

00:23:30.429 --> 00:23:30.568
Right.

00:23:30.588 --> 00:23:31.890
So I do let the emotion out.

00:23:32.365 --> 00:23:32.905
You have to.

00:23:33.205 --> 00:23:35.146
But I hold it together

00:23:35.507 --> 00:23:38.347
somehow with some of these challenging,

00:23:38.428 --> 00:23:40.048
annoying situations.

00:23:40.249 --> 00:23:40.709
Another thing,

00:23:42.430 --> 00:23:44.810
I can say it as discreet enough.

00:23:45.230 --> 00:23:47.372
We have a patient that pays

00:23:47.392 --> 00:23:48.491
a lot of money out of pocket.

00:23:49.011 --> 00:23:50.532
And for whatever reason,

00:23:50.712 --> 00:23:51.673
we charge them out of pocket.

00:23:51.692 --> 00:23:52.653
But then they are able to

00:23:52.713 --> 00:23:53.673
submit the super bills,

00:23:53.733 --> 00:23:54.693
even though we're not

00:23:54.733 --> 00:23:55.394
billing their insurance.

00:23:55.414 --> 00:23:56.535
So they're submitting the

00:23:56.555 --> 00:23:57.555
super bills for potential

00:23:57.575 --> 00:23:58.655
reimbursement consideration.

00:23:59.516 --> 00:24:00.375
And they live in an eight

00:24:00.395 --> 00:24:01.336
million dollar apartment.

00:24:01.936 --> 00:24:05.480
It's like, okay, so,

00:24:06.181 --> 00:24:07.821
but one of the family

00:24:07.862 --> 00:24:11.244
members will send me a million,

00:24:11.964 --> 00:24:12.465
not a million,

00:24:13.365 --> 00:24:14.807
a lot of texts and emails

00:24:15.008 --> 00:24:18.170
about timely super bills to

00:24:18.210 --> 00:24:19.872
be emailed to them for

00:24:19.912 --> 00:24:21.153
reimbursement consideration.

00:24:22.682 --> 00:24:25.963
And then, so I respond to them like, on it,

00:24:25.983 --> 00:24:28.526
we'll have it sent by midnight tonight,

00:24:28.586 --> 00:24:29.605
or it'll be sent in the

00:24:29.625 --> 00:24:30.886
next fortieth hour or whatever.

00:24:31.446 --> 00:24:32.667
But then I say to Annie, I'm like,

00:24:32.688 --> 00:24:35.670
you gotta be like, this is BS.

00:24:35.829 --> 00:24:38.270
And like, I let out the emotion elsewhere.

00:24:38.551 --> 00:24:39.471
Hopefully that's healthy.

00:24:39.571 --> 00:24:40.553
I'm letting it out somewhere.

00:24:41.593 --> 00:24:44.694
But I don't allow it into

00:24:45.135 --> 00:24:46.135
the therapist or the

00:24:46.175 --> 00:24:48.518
patient or client communication.

00:24:49.739 --> 00:24:50.880
I really, I don't know.

00:24:51.019 --> 00:24:52.319
It's just the way I'm built.

00:24:52.339 --> 00:24:54.280
Like I can, I can, I have thick skin.

00:24:54.382 --> 00:24:55.582
I've had, you know, coaches,

00:24:55.842 --> 00:24:57.343
baseball coaches over the years that were,

00:24:58.143 --> 00:24:58.384
uh,

00:24:58.784 --> 00:25:00.984
super aggressive in terms of language and,

00:25:01.265 --> 00:25:03.766
you know, uh, repercussions and, you know,

00:25:03.786 --> 00:25:04.507
that type of stuff.

00:25:04.567 --> 00:25:05.907
And, you know, if we, in practice,

00:25:05.968 --> 00:25:07.188
we make an error and the

00:25:07.228 --> 00:25:08.409
whole team's got to go run

00:25:08.489 --> 00:25:09.449
laps around the whole field,

00:25:09.469 --> 00:25:10.829
like just stupid things like that.

00:25:11.450 --> 00:25:12.471
And so, um,

00:25:12.691 --> 00:25:13.651
when interacting with a

00:25:13.711 --> 00:25:15.172
therapist or a patient or client,

00:25:15.852 --> 00:25:18.192
I'm able to hold it together, be really,

00:25:18.232 --> 00:25:19.012
really firm,

00:25:19.752 --> 00:25:21.953
defend my position if it's a

00:25:22.013 --> 00:25:23.233
conflict or whatever, or say,

00:25:24.173 --> 00:25:25.375
here's my expectations,

00:25:25.694 --> 00:25:27.315
our expectations as a practice is this,

00:25:27.674 --> 00:25:28.555
and then you keep doing

00:25:28.595 --> 00:25:29.435
down here or whatever,

00:25:29.615 --> 00:25:31.435
however we're responding to

00:25:31.635 --> 00:25:32.616
whatever the situation is.

00:25:33.257 --> 00:25:34.696
But then externally or even

00:25:34.757 --> 00:25:36.458
privately or publicly with you guys,

00:25:36.557 --> 00:25:37.678
I let the emotion come out.

00:25:38.992 --> 00:25:40.193
Jimmy.

00:25:40.253 --> 00:25:40.534
Yeah.

00:25:40.574 --> 00:25:41.515
Twenty five year old Jimmy

00:25:41.775 --> 00:25:42.875
told you to stick it to

00:25:42.895 --> 00:25:44.738
your face because I'm

00:25:44.778 --> 00:25:45.877
awesome and you suck.

00:25:46.138 --> 00:25:46.878
And forty five year old

00:25:46.898 --> 00:25:48.339
Jimmy realizes it's not

00:25:48.601 --> 00:25:51.363
even about like what is the

00:25:51.403 --> 00:25:52.282
goal of the situation?

00:25:53.143 --> 00:25:55.184
Is it to let others know you

00:25:55.244 --> 00:25:56.586
suck and where I think I am

00:25:56.665 --> 00:25:57.567
and where I think you are?

00:25:57.686 --> 00:25:57.827
No.

00:25:58.008 --> 00:25:58.688
Twenty five year old Jimmy

00:25:58.708 --> 00:25:59.449
had no problem doing that.

00:25:59.769 --> 00:26:00.230
Forty five years.

00:26:00.250 --> 00:26:00.369
I mean,

00:26:00.390 --> 00:26:01.691
it's like the purpose of this is to

00:26:02.172 --> 00:26:04.114
convey information and to

00:26:04.153 --> 00:26:05.234
get that person to know or

00:26:05.275 --> 00:26:06.276
do something right.

00:26:06.336 --> 00:26:07.217
Hopefully positive,

00:26:07.297 --> 00:26:09.499
like an Adam Grant has a

00:26:09.578 --> 00:26:10.839
great thirteen words.

00:26:10.900 --> 00:26:11.760
Did you ever hear this thing?

00:26:14.022 --> 00:26:15.944
He has he used were

00:26:17.970 --> 00:26:19.131
Sorry, nineteen words.

00:26:19.651 --> 00:26:21.412
This was this was done in research.

00:26:21.872 --> 00:26:23.073
I'm giving you these were

00:26:23.153 --> 00:26:25.034
scientifically proven to

00:26:25.193 --> 00:26:28.096
improve receiving feedback.

00:26:28.135 --> 00:26:30.297
You ready to write these down?

00:26:30.616 --> 00:26:31.018
Receiving.

00:26:31.278 --> 00:26:31.958
So if you're going to give

00:26:31.998 --> 00:26:33.398
feedback to someone and

00:26:33.419 --> 00:26:34.459
this is obviously internal

00:26:34.479 --> 00:26:36.180
that you are superior to,

00:26:36.381 --> 00:26:37.080
that you couldn't give this

00:26:37.101 --> 00:26:38.442
to a client in that situation.

00:26:40.192 --> 00:26:40.352
or,

00:26:40.432 --> 00:26:41.593
but the client could give it to you

00:26:41.712 --> 00:26:42.974
because you're working for them.

00:26:43.015 --> 00:26:44.477
And here are the scientifically,

00:26:44.576 --> 00:26:45.557
according to Adam Grant,

00:26:45.577 --> 00:26:47.740
social psychologist at Penn,

00:26:49.082 --> 00:26:49.843
I'm giving you these

00:26:49.883 --> 00:26:51.104
comments because I have

00:26:51.324 --> 00:26:53.205
very high expectations and

00:26:53.246 --> 00:26:55.028
I'm confident that you can reach them.

00:26:56.009 --> 00:26:58.090
And then whatever you say afterwards,

00:26:58.691 --> 00:26:59.731
that's the spoonful of sugar.

00:27:00.872 --> 00:27:02.772
Then you, oh, the spoonful of sugar.

00:27:02.792 --> 00:27:03.393
I thought you were going to

00:27:03.413 --> 00:27:06.013
say what comes after is the snap down.

00:27:06.054 --> 00:27:07.055
Here's how you screwed up.

00:27:07.075 --> 00:27:10.336
Here's how I'm pissed off at you.

00:27:10.355 --> 00:27:11.436
The setup is sort of the

00:27:11.477 --> 00:27:12.297
spoonful of sugar.

00:27:12.416 --> 00:27:15.057
And then whatever you put in it,

00:27:15.097 --> 00:27:16.199
it sets it up, which is like,

00:27:17.383 --> 00:27:18.183
whatever you might hear

00:27:18.243 --> 00:27:19.586
after this might be difficult.

00:27:19.686 --> 00:27:20.768
You might not be expecting this.

00:27:20.788 --> 00:27:21.630
You might not like it,

00:27:22.009 --> 00:27:23.491
but it's because I have

00:27:23.553 --> 00:27:24.614
high expectations of you.

00:27:25.095 --> 00:27:26.497
And I think you can reach them,

00:27:26.817 --> 00:27:28.279
which is why I'm giving you this.

00:27:28.640 --> 00:27:31.104
Like I'm not holding it back now.

00:27:31.223 --> 00:27:32.266
I didn't know those nights.

00:27:33.944 --> 00:27:35.425
I didn't know those nineteen words,

00:27:35.465 --> 00:27:38.527
but I will say I have said, you know,

00:27:39.386 --> 00:27:41.047
I know you can do better.

00:27:41.126 --> 00:27:42.327
I know you can achieve this.

00:27:42.407 --> 00:27:44.428
I know this is within your capacity.

00:27:44.989 --> 00:27:46.868
If I didn't, I wouldn't even care.

00:27:46.909 --> 00:27:48.410
We wouldn't have this conversation.

00:27:48.470 --> 00:27:49.549
I've said that to my kids.

00:27:49.650 --> 00:27:50.931
I've said that to, you know,

00:27:50.990 --> 00:27:52.810
employees and other people.

00:27:54.692 --> 00:27:55.491
I just always find it

00:27:55.511 --> 00:27:57.012
fascinating how people

00:27:57.073 --> 00:27:58.613
respond to Dave's point.

00:27:58.633 --> 00:28:00.634
I think I've never been a great athlete.

00:28:01.374 --> 00:28:03.193
But I think sport gives us

00:28:03.314 --> 00:28:04.934
so much exposure to

00:28:05.055 --> 00:28:06.515
different coaching models

00:28:06.615 --> 00:28:07.615
and different coaches,

00:28:07.996 --> 00:28:11.016
different communication under pressure.

00:28:11.635 --> 00:28:12.376
And, you know,

00:28:12.477 --> 00:28:14.317
either you develop certain

00:28:14.436 --> 00:28:16.397
coping mechanisms or don't.

00:28:16.498 --> 00:28:18.278
But the idea is I watch my

00:28:18.317 --> 00:28:19.637
kids go through sports that

00:28:19.738 --> 00:28:20.699
I never went through.

00:28:20.778 --> 00:28:22.159
I see them in situations

00:28:22.199 --> 00:28:24.420
where high pressure, big expectations.

00:28:24.500 --> 00:28:25.619
I see how they handle it.

00:28:26.559 --> 00:28:27.621
And I just love it because I

00:28:27.661 --> 00:28:28.560
know that this is going to

00:28:28.601 --> 00:28:30.281
help them for the rest of their life.

00:28:30.323 --> 00:28:31.482
These are the lessons that

00:28:31.502 --> 00:28:32.324
they're going to take with

00:28:32.364 --> 00:28:33.503
them to the end.

00:28:34.065 --> 00:28:34.365
Sure.

00:28:34.704 --> 00:28:36.385
One reason for sport.

00:28:36.625 --> 00:28:38.106
It's humaning under pressure.

00:28:39.228 --> 00:28:39.468
Dave?

00:28:40.229 --> 00:28:41.469
I'm just rereading this quote.

00:28:41.588 --> 00:28:42.009
I love it.

00:28:42.210 --> 00:28:44.090
So I'm giving you these

00:28:44.131 --> 00:28:45.112
comments because I have

00:28:45.291 --> 00:28:46.451
very high expectations and

00:28:46.491 --> 00:28:47.393
I know you can reach them.

00:28:48.314 --> 00:28:49.374
Because as of right now,

00:28:49.433 --> 00:28:50.674
the situation we're talking about,

00:28:50.734 --> 00:28:51.635
you have not.

00:28:51.715 --> 00:28:52.476
I'm not reaching them.

00:28:52.736 --> 00:28:54.477
You have not reached these expectations.

00:28:54.497 --> 00:28:55.218
I can reach them.

00:28:57.388 --> 00:28:58.828
By the way, complete sidebar,

00:28:58.848 --> 00:29:00.029
I don't want to get into it too deep,

00:29:00.049 --> 00:29:02.009
but sometimes it happens

00:29:02.250 --> 00:29:03.530
very infrequently.

00:29:04.391 --> 00:29:06.412
But I've had a team member

00:29:06.451 --> 00:29:09.292
here or there where they

00:29:09.573 --> 00:29:11.894
don't acknowledge the shortcoming.

00:29:12.074 --> 00:29:13.055
They don't take

00:29:13.095 --> 00:29:13.934
responsibility or

00:29:13.974 --> 00:29:16.195
accountability for the shortcoming.

00:29:16.715 --> 00:29:18.557
And that is what has sent

00:29:18.596 --> 00:29:20.178
me... That's where I'm

00:29:20.218 --> 00:29:22.117
trying to hold the emotion in.

00:29:22.657 --> 00:29:23.479
And that's where...

00:29:24.701 --> 00:29:25.701
I have to say point blank,

00:29:25.721 --> 00:29:27.042
like you have not taken

00:29:27.083 --> 00:29:29.222
responsibility or accountability to,

00:29:29.442 --> 00:29:32.064
or for this challenge, this,

00:29:32.183 --> 00:29:34.324
this shortcoming and expectation.

00:29:35.384 --> 00:29:35.624
Yeah.

00:29:36.845 --> 00:29:37.644
And that person,

00:29:37.724 --> 00:29:38.724
no matter how much energy

00:29:38.744 --> 00:29:39.365
you put into them,

00:29:39.384 --> 00:29:40.345
you will not get any mileage,

00:29:40.565 --> 00:29:41.726
any more mileage out of them.

00:29:42.006 --> 00:29:42.205
Right?

00:29:42.566 --> 00:29:44.605
Like if you can't see it, like,

00:29:44.665 --> 00:29:45.645
I'm real sorry,

00:29:46.205 --> 00:29:47.787
but I don't know what to do with you.

00:29:47.886 --> 00:29:49.106
Like, you know,

00:29:49.146 --> 00:29:49.826
when you guys were start

00:29:49.866 --> 00:29:50.567
talking about Tony,

00:29:50.586 --> 00:29:51.186
when you were talking about

00:29:51.227 --> 00:29:52.307
hiring and politics,

00:29:52.387 --> 00:29:53.548
and I think I mentioned this before,

00:29:55.351 --> 00:29:56.230
I did right with you or

00:29:56.250 --> 00:29:56.810
maybe it was someone else.

00:29:56.871 --> 00:29:57.131
I don't know.

00:29:57.152 --> 00:29:57.491
I talk a lot,

00:29:58.092 --> 00:29:59.231
but it's like the Herb Brooks

00:29:59.311 --> 00:30:01.051
idea that was part of that

00:30:01.132 --> 00:30:02.893
movie miracle on how he

00:30:02.952 --> 00:30:03.712
recruited the team.

00:30:03.772 --> 00:30:05.173
He wasn't looking for the

00:30:05.212 --> 00:30:07.013
best players like he wasn't

00:30:07.134 --> 00:30:08.034
ranking skill.

00:30:08.074 --> 00:30:10.095
He was like, I need, I forget what,

00:30:10.134 --> 00:30:11.255
nineteen or twenty one

00:30:11.295 --> 00:30:12.355
players who can be.

00:30:12.515 --> 00:30:13.996
I am recruiting the best team.

00:30:14.276 --> 00:30:15.796
If he was doing track athletes,

00:30:15.875 --> 00:30:16.635
he would look for who could

00:30:16.655 --> 00:30:19.057
run the hundred yard dash the fastest.

00:30:19.993 --> 00:30:21.035
But as soon as you enter a

00:30:21.075 --> 00:30:23.336
baton into it or, you know,

00:30:23.517 --> 00:30:25.057
famous Disney has all the good movies,

00:30:25.117 --> 00:30:25.337
right?

00:30:25.397 --> 00:30:26.078
Cool runnings.

00:30:26.638 --> 00:30:28.019
I need four dudes who can

00:30:28.059 --> 00:30:29.221
work together and push a

00:30:29.320 --> 00:30:31.623
sled and pilot the sled and be a unit.

00:30:32.263 --> 00:30:33.924
Business is not track athletes.

00:30:34.204 --> 00:30:35.465
So that that's another way

00:30:35.506 --> 00:30:37.667
of looking at like I have my S.S.C.S.

00:30:37.827 --> 00:30:39.048
and I've got seventeen

00:30:39.088 --> 00:30:41.030
publications and I'm like, cool story,

00:30:41.050 --> 00:30:41.330
bro.

00:30:41.691 --> 00:30:42.412
How do you interact when

00:30:42.451 --> 00:30:43.333
stuff goes sideways?

00:30:43.532 --> 00:30:44.292
Because it will.

00:30:45.473 --> 00:30:46.493
Are you the glue guy?

00:30:46.534 --> 00:30:48.234
Are you the twelfth man on an NBA team?

00:30:48.255 --> 00:30:49.095
But why are you there?

00:30:49.134 --> 00:30:50.816
Why are you getting two million a year?

00:30:51.115 --> 00:30:51.776
You're the glue dude.

00:30:51.796 --> 00:30:52.875
You're the guy who keeps the

00:30:52.895 --> 00:30:54.156
star player from going to

00:30:54.196 --> 00:30:55.076
the club at two in the morning.

00:30:55.096 --> 00:30:56.196
Is that worth two million dollars?

00:30:56.777 --> 00:30:57.096
Yes.

00:30:58.557 --> 00:30:58.798
Yes.

00:30:58.897 --> 00:30:59.458
Yeah.

00:30:59.478 --> 00:31:00.198
What was the thing we wanted

00:31:00.218 --> 00:31:00.678
to talk about?

00:31:00.837 --> 00:31:03.239
And we stopped short last time.

00:31:03.278 --> 00:31:04.378
We need a virtual assistant.

00:31:04.398 --> 00:31:06.059
Yeah.

00:31:06.079 --> 00:31:06.740
We have to play back the tape.

00:31:06.759 --> 00:31:07.140
Man, I can't.

00:31:07.200 --> 00:31:11.320
We'll talk about your new segment.

00:31:11.461 --> 00:31:12.241
I will go look because I

00:31:12.301 --> 00:31:13.662
have tape from the last episode.

00:31:14.142 --> 00:31:15.182
well and you were just you

00:31:15.202 --> 00:31:15.742
were just mentioning a

00:31:15.762 --> 00:31:16.883
couple couple things that

00:31:16.923 --> 00:31:18.544
reminded me so I'm pitching

00:31:18.564 --> 00:31:19.924
you guys a new potential

00:31:19.984 --> 00:31:21.924
segment called when I say

00:31:22.006 --> 00:31:23.125
profitability problems

00:31:23.306 --> 00:31:24.205
profitability problems yeah

00:31:24.246 --> 00:31:25.646
well do that do the name

00:31:25.707 --> 00:31:27.107
last from my experience

00:31:27.208 --> 00:31:29.489
find the name last so so

00:31:29.548 --> 00:31:30.608
here here here's a here's a

00:31:30.648 --> 00:31:32.950
couple stalkers okay you

00:31:32.970 --> 00:31:33.971
guys know mark cuban right

00:31:34.290 --> 00:31:35.371
owner yeah he previously

00:31:35.411 --> 00:31:37.192
had owned the uh dallas

00:31:37.211 --> 00:31:38.712
mavericks for about twenty three years

00:31:40.740 --> 00:31:42.442
Guess how many years that

00:31:42.482 --> 00:31:43.484
team was profitable?

00:31:44.125 --> 00:31:46.892
Profitable, meaning they turned a profit.

00:31:47.251 --> 00:31:48.434
Twenty-three years they owned the team.

00:31:49.611 --> 00:31:50.172
This is public.

00:31:50.211 --> 00:31:50.771
This is public data.

00:31:50.791 --> 00:31:51.792
It's going to be like twenty

00:31:51.833 --> 00:31:53.673
three or one like or zero.

00:31:54.214 --> 00:31:55.355
Like it's a trick question.

00:31:55.394 --> 00:31:55.855
Twenty three.

00:31:55.935 --> 00:31:56.476
All of two.

00:31:56.916 --> 00:31:59.077
Two years out of twenty three.

00:31:59.459 --> 00:31:59.959
Which years?

00:32:00.078 --> 00:32:00.719
The team.

00:32:01.339 --> 00:32:02.661
I don't I don't know.

00:32:02.701 --> 00:32:03.501
I don't know specifically.

00:32:03.582 --> 00:32:05.982
Probably the last two after

00:32:06.022 --> 00:32:07.044
they won the they won a

00:32:07.124 --> 00:32:07.884
championship ring.

00:32:07.944 --> 00:32:08.945
So probably after that with

00:32:08.965 --> 00:32:10.727
the merch sales and that

00:32:10.807 --> 00:32:11.788
means they lost money.

00:32:12.208 --> 00:32:13.508
Like, I don't understand how profitability,

00:32:13.528 --> 00:32:14.729
like when people use terms like that,

00:32:14.769 --> 00:32:15.628
sometimes I'm like, wait,

00:32:15.689 --> 00:32:17.849
so they lost money.

00:32:18.130 --> 00:32:20.190
Or, or, or broke even or yeah.

00:32:20.250 --> 00:32:20.829
Or close to it.

00:32:20.890 --> 00:32:22.431
Yeah.

00:32:22.451 --> 00:32:23.931
So they covered all their overhead expense,

00:32:23.971 --> 00:32:25.652
their payroll, their whatever, you know,

00:32:25.692 --> 00:32:29.133
the media rights, their, uh, the rent,

00:32:29.173 --> 00:32:29.932
if they don't own the

00:32:29.992 --> 00:32:31.232
stadium and all that type

00:32:31.272 --> 00:32:32.574
of property taxes, whatever.

00:32:32.594 --> 00:32:33.953
Um,

00:32:33.973 --> 00:32:35.314
but they didn't have enough ticket

00:32:35.354 --> 00:32:36.494
sales and merchandise sales

00:32:36.575 --> 00:32:38.914
and income to have some

00:32:38.974 --> 00:32:41.115
surplus in cash that then they can, uh,

00:32:41.875 --> 00:32:43.576
uh either mark cuban could

00:32:43.616 --> 00:32:44.917
have taken it out he could

00:32:44.938 --> 00:32:45.718
have taken that cash out

00:32:45.758 --> 00:32:46.498
and invested in other

00:32:46.518 --> 00:32:47.679
companies with it he could

00:32:47.719 --> 00:32:48.739
take that money out and put

00:32:48.779 --> 00:32:50.180
it in to some other

00:32:50.279 --> 00:32:51.161
financial vehicle he could

00:32:51.181 --> 00:32:52.161
buy real estate he could do

00:32:52.201 --> 00:32:53.902
whatever so there was none

00:32:54.602 --> 00:32:58.584
left over um so he just he

00:32:58.604 --> 00:32:59.605
just mentioned this I don't

00:32:59.625 --> 00:33:00.585
know in the past week or

00:33:00.625 --> 00:33:01.346
two and I wanted to bring

00:33:01.365 --> 00:33:02.625
it up to you guys there's

00:33:02.645 --> 00:33:05.807
some other examples um but

00:33:06.686 --> 00:33:08.147
there's some folks from time

00:33:08.167 --> 00:33:09.008
to time that reach out to

00:33:09.028 --> 00:33:10.048
me in the physical therapy world.

00:33:10.108 --> 00:33:11.190
And by the way,

00:33:11.210 --> 00:33:12.430
this is not just physical therapy.

00:33:12.971 --> 00:33:14.932
This is a ton of businesses.

00:33:15.971 --> 00:33:16.393
This is, this is,

00:33:16.413 --> 00:33:18.153
I think this is something

00:33:18.173 --> 00:33:19.034
that's not talked about.

00:33:19.493 --> 00:33:21.796
So you pay yourself some amount of money.

00:33:22.576 --> 00:33:23.155
Uh,

00:33:23.195 --> 00:33:25.498
typically if you have minimal to no

00:33:25.538 --> 00:33:25.958
profit,

00:33:26.018 --> 00:33:29.019
like you're going to be the last one, uh,

00:33:30.778 --> 00:33:32.259
your income might actually be hit.

00:33:32.279 --> 00:33:33.000
You're going to pay your

00:33:33.019 --> 00:33:33.840
team whatever you pay.

00:33:34.580 --> 00:33:38.284
Whether it's suppliers, it's overhead,

00:33:38.364 --> 00:33:40.585
your lease, your property tax, whatever,

00:33:40.704 --> 00:33:44.347
all your marketing, your payroll taxes,

00:33:44.367 --> 00:33:45.008
all that type of stuff.

00:33:46.269 --> 00:33:47.069
And then whatever's left

00:33:47.170 --> 00:33:48.109
over at the end of the year,

00:33:49.010 --> 00:33:51.031
whether it's a distribution,

00:33:51.232 --> 00:33:52.192
an owner draw,

00:33:52.913 --> 00:33:54.515
however you're set up with

00:33:54.815 --> 00:33:56.496
a PLLC or an LLC or

00:33:56.536 --> 00:33:57.297
whatever your business is,

00:33:58.516 --> 00:34:00.037
It's wild that there's so

00:34:00.076 --> 00:34:01.137
many businesses and

00:34:01.178 --> 00:34:03.960
practices that are not profitable.

00:34:04.500 --> 00:34:07.362
And I wish I could mention names.

00:34:07.442 --> 00:34:09.242
I can't because I have folks

00:34:09.282 --> 00:34:10.503
from time to time that reach out to me.

00:34:11.043 --> 00:34:13.126
Small practices and also big practices.

00:34:14.085 --> 00:34:17.347
Multi-multi number of practices.

00:34:19.550 --> 00:34:20.710
Pretty big in the Northeast

00:34:21.490 --> 00:34:25.273
region had reached out and had...

00:34:26.237 --> 00:34:27.557
know they're declaring to

00:34:27.577 --> 00:34:29.458
the irs that they have like

00:34:29.579 --> 00:34:32.940
five or ten k in net income

00:34:33.762 --> 00:34:34.822
five or ten but but their

00:34:34.862 --> 00:34:36.302
top line is like somewhere

00:34:36.322 --> 00:34:37.043
between five and ten

00:34:37.083 --> 00:34:38.405
million dollars in top line revenue

00:34:39.204 --> 00:34:39.985
It's insane.

00:34:40.005 --> 00:34:41.706
It's like, where does the money go?

00:34:41.827 --> 00:34:44.590
Where is the money?

00:34:44.769 --> 00:34:46.411
Now, here's an example.

00:34:46.911 --> 00:34:47.351
I don't know.

00:34:47.932 --> 00:34:49.233
Josh Funk, he's awesome.

00:34:49.434 --> 00:34:50.235
I've had him on my show.

00:34:50.295 --> 00:34:52.898
I don't know anything about his finances.

00:34:53.398 --> 00:34:54.679
We've not talked about any of this.

00:34:55.201 --> 00:34:56.302
He keeps opening locations.

00:34:56.322 --> 00:34:57.081
I think he's up to like,

00:34:57.483 --> 00:34:58.923
fourteen or something locations.

00:34:59.704 --> 00:35:01.106
just from outside externally

00:35:01.146 --> 00:35:01.827
I'm just making a

00:35:01.967 --> 00:35:04.088
guesstimation I'm assuming

00:35:04.188 --> 00:35:05.289
so he's obviously they're

00:35:05.309 --> 00:35:06.231
obviously profitable that

00:35:06.271 --> 00:35:07.492
he takes profit and it

00:35:07.612 --> 00:35:08.612
probably I'm assuming I

00:35:08.632 --> 00:35:10.213
don't know josh but it's it

00:35:10.233 --> 00:35:11.295
looks like this he takes

00:35:11.315 --> 00:35:12.335
the profit from these other

00:35:12.356 --> 00:35:13.838
locations and instead of

00:35:13.858 --> 00:35:15.059
being taxed on that like

00:35:15.099 --> 00:35:16.099
he'll get taxed on the

00:35:16.179 --> 00:35:17.601
profit of the previous

00:35:17.641 --> 00:35:18.402
locations that he already

00:35:18.461 --> 00:35:19.963
opened and and that they're

00:35:20.163 --> 00:35:21.304
profitable and they're generating money

00:35:22.244 --> 00:35:23.146
and he's probably taking

00:35:23.266 --> 00:35:24.507
some or all that cash and

00:35:24.527 --> 00:35:25.206
then he opens the next

00:35:25.268 --> 00:35:26.268
location the next location

00:35:26.327 --> 00:35:27.068
the next location

00:35:27.588 --> 00:35:28.550
potentially that's what it

00:35:28.610 --> 00:35:29.630
looks like so he's in

00:35:29.650 --> 00:35:30.552
growth mode and he's

00:35:30.952 --> 00:35:33.773
growing but there's other

00:35:33.813 --> 00:35:34.675
therapists as I mentioned

00:35:34.695 --> 00:35:35.876
you guys in the in the

00:35:35.976 --> 00:35:37.717
private chat here that like

00:35:38.077 --> 00:35:39.318
they'll reach out and they

00:35:39.338 --> 00:35:40.780
got five or ten or fifteen

00:35:40.800 --> 00:35:42.561
or twenty thousand dollar

00:35:42.601 --> 00:35:43.802
five or ten or fifteen or

00:35:43.842 --> 00:35:45.684
twenty thousand instagram

00:35:45.724 --> 00:35:46.824
followers they got a really

00:35:46.905 --> 00:35:47.806
sleek awesome looking

00:35:47.865 --> 00:35:50.148
instagram and they're not

00:35:50.188 --> 00:35:51.449
profitable it's like

00:35:52.657 --> 00:35:53.516
don't know like instead of

00:35:53.556 --> 00:35:54.257
having like a kim

00:35:54.297 --> 00:35:55.398
kardashian instagram why

00:35:55.418 --> 00:35:56.418
don't you focus on actually

00:35:56.458 --> 00:35:57.677
having profit like it's

00:35:57.878 --> 00:36:00.458
it's insane what were you

00:36:00.478 --> 00:36:03.219
gonna say jimmy yeah um I

00:36:03.239 --> 00:36:04.239
wrote a post this morning

00:36:04.438 --> 00:36:06.159
not not before we knew we

00:36:06.179 --> 00:36:07.159
were gonna share this and I

00:36:07.239 --> 00:36:08.179
said some people aren't

00:36:08.199 --> 00:36:09.960
gonna like this but it's

00:36:10.001 --> 00:36:11.460
true it's wild how many

00:36:11.481 --> 00:36:12.081
brilliant healthcare

00:36:12.101 --> 00:36:12.760
providers are stressed

00:36:12.780 --> 00:36:14.521
about money like where's

00:36:14.581 --> 00:36:15.641
all the money going in my

00:36:15.681 --> 00:36:17.722
practice stress sometimes

00:36:17.762 --> 00:36:20.983
can I make payroll and you look at that

00:36:22.755 --> 00:36:23.416
Highlight reel.

00:36:23.476 --> 00:36:23.856
And you're like,

00:36:23.896 --> 00:36:25.536
that person must be rolling in dough.

00:36:25.556 --> 00:36:26.498
And you don't understand

00:36:26.518 --> 00:36:28.458
that that person might actually not.

00:36:28.559 --> 00:36:30.280
Like some of the biggest organizations.

00:36:30.400 --> 00:36:31.739
I mean, look at like huge organizations.

00:36:31.780 --> 00:36:32.641
I won't mention them by name,

00:36:32.661 --> 00:36:34.822
but like big ones, huge losses.

00:36:34.842 --> 00:36:35.561
Like where did it go?

00:36:35.882 --> 00:36:36.322
Somewhere.

00:36:37.083 --> 00:36:38.083
Something in the system

00:36:38.262 --> 00:36:39.143
wasn't designed right.

00:36:39.684 --> 00:36:41.105
Because the system produces

00:36:41.126 --> 00:36:42.166
a result that it's designed,

00:36:42.246 --> 00:36:43.628
perfectly designed to produce.

00:36:43.947 --> 00:36:44.349
And it does.

00:36:44.668 --> 00:36:45.570
And if you're not looking at,

00:36:45.871 --> 00:36:46.811
if you're going in with

00:36:46.871 --> 00:36:47.932
heart and not numbers,

00:36:48.193 --> 00:36:49.293
I've been guilty of this myself,

00:36:50.554 --> 00:36:51.476
you can mess up numbers.

00:36:51.976 --> 00:36:52.697
They're easy to mess up.

00:36:53.893 --> 00:36:54.253
Yeah,

00:36:54.634 --> 00:36:56.375
and I think we still have this false

00:36:56.675 --> 00:36:59.197
comparison of, well, you're smart,

00:36:59.317 --> 00:37:00.697
so you should be successful.

00:37:01.217 --> 00:37:01.998
You're smart,

00:37:02.358 --> 00:37:04.079
so you should make lots of money.

00:37:04.539 --> 00:37:06.900
And we know that that's not how it works.

00:37:06.960 --> 00:37:07.201
I mean,

00:37:07.240 --> 00:37:08.621
we know that there's a poor

00:37:08.661 --> 00:37:09.802
correlation between

00:37:09.943 --> 00:37:12.824
intelligence and financial success.

00:37:13.445 --> 00:37:14.945
So first we need to...

00:37:16.443 --> 00:37:17.143
I really wrote,

00:37:17.202 --> 00:37:18.543
I'm writing in Tony's voice

00:37:18.563 --> 00:37:20.443
or Tony's speaking in my voice, right?

00:37:20.523 --> 00:37:21.465
I said, because you're smart,

00:37:21.505 --> 00:37:22.364
sometimes that intelligence

00:37:22.385 --> 00:37:23.766
makes it harder to say,

00:37:24.065 --> 00:37:25.686
I've always been the doctor.

00:37:25.746 --> 00:37:27.206
I've always been the smart one.

00:37:27.626 --> 00:37:28.047
Therefore,

00:37:28.106 --> 00:37:29.367
I should be able to figure these

00:37:29.387 --> 00:37:29.947
things out.

00:37:30.608 --> 00:37:31.447
And you could,

00:37:32.387 --> 00:37:33.449
but you only had to have a

00:37:33.509 --> 00:37:34.668
hundred percent bandwidth.

00:37:34.768 --> 00:37:35.889
Like I use this

00:37:36.010 --> 00:37:37.150
demonstration with a flashlight.

00:37:37.170 --> 00:37:37.329
I'm like,

00:37:37.369 --> 00:37:38.250
you can only really be shining

00:37:38.269 --> 00:37:39.630
your light on one thing at a time.

00:37:39.951 --> 00:37:41.271
There's no such thing as multitasking.

00:37:41.492 --> 00:37:42.371
There's multi-doing.

00:37:42.952 --> 00:37:43.992
Hire someone to do this

00:37:44.012 --> 00:37:44.733
because it's important.

00:37:44.972 --> 00:37:45.532
Don't do it.

00:37:46.967 --> 00:37:48.528
And sometimes you might need

00:37:48.750 --> 00:37:49.791
some financial person.

00:37:50.030 --> 00:37:50.851
Other times you might need

00:37:50.871 --> 00:37:51.632
like a business coach.

00:37:51.672 --> 00:37:53.456
Maybe you need Sturdy McKee.

00:37:53.476 --> 00:37:55.137
Maybe you need Jamie Schreier.

00:37:55.157 --> 00:37:57.641
Maybe you need someone that

00:37:57.681 --> 00:37:58.661
has been where you're

00:37:58.722 --> 00:38:00.304
trying to go and they can

00:38:00.324 --> 00:38:01.025
be an external...

00:38:02.045 --> 00:38:03.487
set of eyes on your books

00:38:03.567 --> 00:38:04.648
and what they'll find

00:38:04.929 --> 00:38:05.889
whether or your books or

00:38:05.909 --> 00:38:07.190
your whole process right

00:38:07.210 --> 00:38:07.871
and then they might they

00:38:07.911 --> 00:38:09.552
might find like oh here's

00:38:09.572 --> 00:38:11.134
your here's like your choke

00:38:11.153 --> 00:38:12.215
points like here here's

00:38:12.255 --> 00:38:12.956
where like here's the

00:38:12.996 --> 00:38:13.976
bottleneck and so

00:38:14.056 --> 00:38:14.936
oftentimes the bottleneck

00:38:14.956 --> 00:38:15.938
is actually the actual

00:38:15.978 --> 00:38:17.059
practice owner that's in

00:38:17.179 --> 00:38:18.300
every single department and

00:38:18.340 --> 00:38:19.541
how hard is that to wedge

00:38:19.661 --> 00:38:20.762
out that's the hardest one

00:38:20.842 --> 00:38:22.222
right it is impossible

00:38:22.403 --> 00:38:23.764
that's how it's impossible

00:38:24.045 --> 00:38:25.326
Do you just keep sending

00:38:25.346 --> 00:38:26.326
them like the Spotify

00:38:26.346 --> 00:38:27.266
playlist where it's just

00:38:27.306 --> 00:38:28.567
Taylor Swift singing that song?

00:38:29.088 --> 00:38:29.748
It's me.

00:38:30.108 --> 00:38:30.768
I'm the problem.

00:38:30.847 --> 00:38:31.329
It's me.

00:38:31.369 --> 00:38:32.248
It's like, that's you.

00:38:32.349 --> 00:38:33.088
You're the problem.

00:38:33.409 --> 00:38:33.829
On loop.

00:38:33.969 --> 00:38:34.469
On loop.

00:38:34.730 --> 00:38:35.530
Sorry.

00:38:36.050 --> 00:38:37.612
The problems will continue

00:38:37.731 --> 00:38:39.012
until you understand that

00:38:39.052 --> 00:38:39.773
you're the problem.

00:38:40.333 --> 00:38:42.876
Well, it takes a big, you know,

00:38:43.077 --> 00:38:45.079
mature person.

00:38:45.378 --> 00:38:47.262
I am not mature enough to

00:38:47.322 --> 00:38:48.523
fix my own problems.

00:38:48.943 --> 00:38:49.985
I openly admit that.

00:38:50.005 --> 00:38:51.047
Yes, you are.

00:38:51.086 --> 00:38:54.710
We have had many, many, many, many,

00:38:54.731 --> 00:38:56.452
many non-profitable years.

00:38:57.675 --> 00:38:57.974
You know,

00:38:58.014 --> 00:38:59.976
I would be far more successful if

00:39:00.137 --> 00:39:01.137
I was willing to turn the

00:39:01.177 --> 00:39:02.559
spotlight on myself.

00:39:03.260 --> 00:39:05.643
And I think first we have to admit, like,

00:39:06.083 --> 00:39:07.224
there are things in our

00:39:07.244 --> 00:39:08.867
blind spots that we just can't see.

00:39:09.226 --> 00:39:10.407
There are things that we see

00:39:10.447 --> 00:39:11.489
and choose to ignore.

00:39:11.869 --> 00:39:12.150
Like,

00:39:12.210 --> 00:39:14.733
there are plenty of things that we're

00:39:15.032 --> 00:39:16.315
doing to ourselves.

00:39:16.795 --> 00:39:18.255
But man, it's hard.

00:39:18.315 --> 00:39:20.898
It takes a big person to let

00:39:20.938 --> 00:39:21.818
somebody come in,

00:39:22.318 --> 00:39:24.019
shine the light on all your flaws,

00:39:24.119 --> 00:39:27.021
pop your pimples and clear this stuff up.

00:39:27.661 --> 00:39:29.844
But once you get it done,

00:39:30.324 --> 00:39:31.465
it's a completely different

00:39:31.485 --> 00:39:32.865
world on the other side.

00:39:33.186 --> 00:39:35.367
And so I love the segment.

00:39:35.507 --> 00:39:36.387
I think it'd be great.

00:39:36.547 --> 00:39:37.809
I used to mention zombie

00:39:37.829 --> 00:39:39.050
clinics because I said, look,

00:39:39.429 --> 00:39:40.510
if you guys weren't digging

00:39:40.550 --> 00:39:41.672
into your own pocket,

00:39:42.112 --> 00:39:44.213
your business would be out of business.

00:39:44.353 --> 00:39:45.474
The fact that nobody wants

00:39:45.494 --> 00:39:46.574
to buy your business,

00:39:47.275 --> 00:39:48.617
it's reflective of saying

00:39:48.677 --> 00:39:50.157
you don't have a business.

00:39:50.177 --> 00:39:51.179
You have a money pit.

00:39:51.940 --> 00:39:52.740
It's a hobby.

00:39:53.121 --> 00:39:54.382
You're losing more money

00:39:54.422 --> 00:39:55.322
than you're making.

00:39:55.724 --> 00:39:57.905
But then the minute we get into,

00:39:57.985 --> 00:39:59.588
and we can talk about this,

00:40:00.188 --> 00:40:01.469
the minute we get into

00:40:01.548 --> 00:40:03.010
making the changes that

00:40:03.030 --> 00:40:04.012
would actually turn a

00:40:04.072 --> 00:40:05.472
business into a business,

00:40:05.994 --> 00:40:06.974
everybody freaks out.

00:40:07.775 --> 00:40:09.237
So I had shared a post yesterday.

00:40:09.277 --> 00:40:09.737
I said, look,

00:40:09.856 --> 00:40:11.579
you could probably train a

00:40:11.639 --> 00:40:13.679
cat to fetch a stick,

00:40:14.061 --> 00:40:15.121
but it's way easier to

00:40:15.161 --> 00:40:17.043
train a dog to fetch a stick.

00:40:17.063 --> 00:40:18.324
And it's impossible to train

00:40:18.344 --> 00:40:20.025
a fish to fetch a stick.

00:40:20.425 --> 00:40:22.186
And my point in saying that was,

00:40:22.728 --> 00:40:24.208
why are we browbeating

00:40:24.289 --> 00:40:26.510
therapists who are not

00:40:26.590 --> 00:40:28.452
natural born salespeople

00:40:29.092 --> 00:40:30.853
into trying to sell things

00:40:30.873 --> 00:40:32.456
that they would never buy themselves?

00:40:33.237 --> 00:40:35.300
Most therapists, there are some out there.

00:40:35.762 --> 00:40:38.666
Most will not spend one hundred and fifty,

00:40:38.726 --> 00:40:39.288
two hundred,

00:40:39.327 --> 00:40:40.791
three hundred dollars on a session.

00:40:41.391 --> 00:40:42.353
Most will not.

00:40:43.195 --> 00:40:44.878
I said there are some out there who will.

00:40:46.175 --> 00:40:47.215
But your typical

00:40:47.637 --> 00:40:49.338
insurance-based model

00:40:49.478 --> 00:40:50.800
therapist is not going to

00:40:50.820 --> 00:40:51.681
spend that money.

00:40:53.003 --> 00:40:54.385
And so we're trying to get

00:40:54.425 --> 00:40:56.327
them to sell cash services.

00:40:56.367 --> 00:40:57.268
We're trying to get them to

00:40:57.309 --> 00:41:00.333
sell self-pay shockwave and

00:41:00.413 --> 00:41:02.034
new fit and all these other

00:41:02.755 --> 00:41:03.996
technologies out there.

00:41:04.878 --> 00:41:06.199
I bet if you just found a

00:41:06.239 --> 00:41:08.021
salesperson that you could

00:41:08.061 --> 00:41:11.103
bring in that's a true born salesperson,

00:41:11.764 --> 00:41:12.885
your profitability and

00:41:12.945 --> 00:41:14.045
revenue would explode.

00:41:14.365 --> 00:41:15.927
And before you guys chime in,

00:41:16.367 --> 00:41:18.809
the best example are these young kids.

00:41:18.909 --> 00:41:20.391
And I've got one in my family.

00:41:20.452 --> 00:41:20.952
I know it.

00:41:21.693 --> 00:41:23.954
These young kids that are selling solar.

00:41:24.275 --> 00:41:26.976
They're selling bug pest

00:41:27.036 --> 00:41:29.039
removal or bug whatever.

00:41:29.358 --> 00:41:29.880
They're selling grass.

00:41:29.920 --> 00:41:29.980
Huh?

00:41:30.000 --> 00:41:31.041
They're going door to door?

00:41:32.762 --> 00:41:33.342
Yeah, yeah.

00:41:33.362 --> 00:41:33.862
Door to door.

00:41:34.322 --> 00:41:36.043
Selling lawn maintenance,

00:41:36.083 --> 00:41:37.125
selling tree trimming.

00:41:37.425 --> 00:41:38.686
These guys are doing three

00:41:38.706 --> 00:41:40.387
to four hundred thousand a year,

00:41:40.728 --> 00:41:42.309
working just the summers

00:41:42.369 --> 00:41:44.230
between college classes.

00:41:44.751 --> 00:41:47.132
But bring one of those guys

00:41:47.291 --> 00:41:49.693
into our business and see what happens.

00:41:49.753 --> 00:41:51.175
It would blow the doors off

00:41:51.215 --> 00:41:52.576
of the business because

00:41:52.675 --> 00:41:54.677
they're not emotionally attached to it.

00:41:55.398 --> 00:41:58.159
They're not driven by these

00:41:58.219 --> 00:41:59.221
insecurities that

00:41:59.661 --> 00:42:02.262
like the therapist, me included are,

00:42:02.463 --> 00:42:06.525
what do you guys think about that?

00:42:06.606 --> 00:42:08.186
If you can, if you, if you can do that,

00:42:09.108 --> 00:42:09.889
you know, like Tony said, you,

00:42:10.409 --> 00:42:11.409
you have a family member

00:42:11.550 --> 00:42:12.309
like that in your family,

00:42:13.150 --> 00:42:14.431
those types of people will

00:42:14.871 --> 00:42:15.612
never be out of a job.

00:42:16.550 --> 00:42:17.630
Yeah,

00:42:17.650 --> 00:42:20.391
I was at a large physical therapy

00:42:20.472 --> 00:42:21.092
organization.

00:42:21.552 --> 00:42:22.652
I was in a communications

00:42:22.713 --> 00:42:24.153
role and I had three

00:42:24.193 --> 00:42:25.233
managers in three years.

00:42:25.894 --> 00:42:27.215
And the third manager was like,

00:42:27.235 --> 00:42:28.456
I'm going to reign this kid in.

00:42:29.155 --> 00:42:31.297
And we had a sit down and he was like,

00:42:31.318 --> 00:42:31.538
Jimmy,

00:42:32.277 --> 00:42:32.958
I like what you do.

00:42:33.077 --> 00:42:33.797
I'm figuring it out.

00:42:33.818 --> 00:42:34.898
I'm not a communications guy.

00:42:35.318 --> 00:42:36.099
Probably a red flag.

00:42:36.239 --> 00:42:36.978
I have a manager who doesn't

00:42:36.998 --> 00:42:37.659
understand what I do.

00:42:38.099 --> 00:42:38.719
He's figuring it out.

00:42:39.719 --> 00:42:40.639
He's not asking me to help

00:42:40.679 --> 00:42:41.280
him figure it out.

00:42:41.619 --> 00:42:41.960
But he's like,

00:42:42.039 --> 00:42:43.119
what I did notice is you're

00:42:43.139 --> 00:42:43.981
not great at spreadsheets.

00:42:44.240 --> 00:42:45.081
I shit you not.

00:42:45.121 --> 00:42:46.121
This was the conversation.

00:42:46.601 --> 00:42:47.021
He was like,

00:42:47.521 --> 00:42:48.561
if you ever want to be VP of

00:42:48.581 --> 00:42:49.702
communications at an

00:42:49.742 --> 00:42:51.262
organization like this one

00:42:51.802 --> 00:42:52.663
or similar to it,

00:42:53.043 --> 00:42:54.202
you got to get better at spreadsheets.

00:42:54.583 --> 00:42:55.043
And I said,

00:42:55.842 --> 00:42:57.204
I never said I wanted to be VP

00:42:57.324 --> 00:42:57.884
of communications.

00:42:58.643 --> 00:42:59.623
You are assuming that

00:42:59.664 --> 00:43:00.503
because you went to

00:43:00.523 --> 00:43:01.324
business school and got

00:43:01.344 --> 00:43:02.164
promoted and promoted and

00:43:02.204 --> 00:43:03.425
promoted that I want that.

00:43:03.965 --> 00:43:04.804
I want to do more of the

00:43:04.844 --> 00:43:06.365
stuff that you are still figuring out.

00:43:06.766 --> 00:43:07.786
Happy to explain it to you.

00:43:09.387 --> 00:43:10.007
But okay,

00:43:10.387 --> 00:43:11.427
I will take this constructive

00:43:11.447 --> 00:43:13.106
criticism because he said,

00:43:13.387 --> 00:43:14.108
he didn't say this,

00:43:14.387 --> 00:43:15.088
but he should have said,

00:43:15.367 --> 00:43:15.907
I'm giving you these

00:43:15.967 --> 00:43:16.827
comments because I have

00:43:16.887 --> 00:43:17.748
high expectations and I'm

00:43:17.789 --> 00:43:18.969
confident you can reach them.

00:43:19.028 --> 00:43:19.528
He didn't say that.

00:43:19.628 --> 00:43:20.528
He was essentially saying,

00:43:21.409 --> 00:43:22.309
with lack of a better term,

00:43:22.550 --> 00:43:23.250
get your shit together and

00:43:23.269 --> 00:43:24.190
be better at spreadsheets,

00:43:24.429 --> 00:43:25.590
to which I said, okay,

00:43:25.869 --> 00:43:26.971
I acknowledge I am crappy

00:43:26.990 --> 00:43:27.570
at spreadsheets.

00:43:28.719 --> 00:43:30.561
Counter, may I follow up with a question?

00:43:30.800 --> 00:43:30.942
See,

00:43:31.001 --> 00:43:32.041
what he really didn't understand is

00:43:32.101 --> 00:43:34.083
I'm in the business of questions, right?

00:43:34.463 --> 00:43:34.784
And I said,

00:43:35.043 --> 00:43:36.344
are the spreadsheet people

00:43:36.385 --> 00:43:37.846
getting better at communications?

00:43:38.646 --> 00:43:39.646
Of course not.

00:43:39.666 --> 00:43:40.708
And help me understand why

00:43:41.288 --> 00:43:41.869
I'm getting better.

00:43:42.068 --> 00:43:42.369
Couldn't,

00:43:42.608 --> 00:43:43.429
since we already paid that

00:43:43.469 --> 00:43:45.130
spreadsheet person and to them,

00:43:45.471 --> 00:43:47.271
spreadsheets are like candy.

00:43:47.672 --> 00:43:49.614
Like, hey, here's a spreadsheet guy.

00:43:49.673 --> 00:43:50.835
And he's like, oh my God.

00:43:50.994 --> 00:43:52.596
Just like that gif of the

00:43:52.635 --> 00:43:54.416
cat jamming on the keyboard.

00:43:54.436 --> 00:43:55.557
And they're like, I love this.

00:43:55.677 --> 00:43:56.478
I can't wait to come on.

00:43:56.679 --> 00:43:57.119
Do you have any more

00:43:57.159 --> 00:43:58.280
spreadsheets for me tomorrow?

00:43:59.019 --> 00:44:00.340
Meanwhile, you're giving me a spreadsheet.

00:44:00.661 --> 00:44:02.481
I'd rather be kicked in a

00:44:02.521 --> 00:44:03.782
place that you don't want to be kicked.

00:44:03.882 --> 00:44:04.543
I just don't want it.

00:44:04.983 --> 00:44:05.943
And his answer was,

00:44:06.083 --> 00:44:06.764
but you should do this.

00:44:07.423 --> 00:44:08.925
But what you didn't realize, Jimmy,

00:44:08.965 --> 00:44:10.806
was he was opening a door for you.

00:44:10.905 --> 00:44:13.166
Who's that girl on TikTok

00:44:13.226 --> 00:44:14.786
and Instagram that makes

00:44:14.827 --> 00:44:17.668
like millions of dollars on spreadsheets?

00:44:18.128 --> 00:44:18.909
Oh, wait.

00:44:18.949 --> 00:44:19.429
We're talking about

00:44:19.449 --> 00:44:20.409
different girls on Instagram.

00:44:20.570 --> 00:44:21.429
Which one's your girl?

00:44:24.391 --> 00:44:27.014
There's a woman who has an account.

00:44:27.134 --> 00:44:28.355
It's all short videos.

00:44:28.394 --> 00:44:29.876
She makes a ridiculous

00:44:29.916 --> 00:44:30.896
amount of money talking

00:44:30.916 --> 00:44:33.297
about Microsoft Excel and

00:44:33.318 --> 00:44:34.898
Google Sheets and formulas

00:44:34.918 --> 00:44:35.878
and all that stuff.

00:44:36.659 --> 00:44:38.280
Like seven-figure incomes

00:44:38.360 --> 00:44:39.601
just from spreadsheets.

00:44:39.882 --> 00:44:40.742
He was just trying to

00:44:40.782 --> 00:44:41.682
prepare you for that.

00:44:41.742 --> 00:44:42.543
Could care less.

00:44:42.804 --> 00:44:43.804
This was the girl I was

00:44:43.844 --> 00:44:45.045
talking about on Instagram,

00:44:45.505 --> 00:44:47.427
which is how to say this professionally.

00:44:47.447 --> 00:44:49.027
Someone's like...

00:44:49.628 --> 00:44:51.268
Hey, someone would, in this situation,

00:44:51.369 --> 00:44:52.128
I would go to her and I

00:44:52.148 --> 00:44:53.289
would write to her and be like, Laura,

00:44:53.489 --> 00:44:54.570
my boss just told me that

00:44:54.690 --> 00:44:56.190
I'm better at spreadsheets,

00:44:56.271 --> 00:44:57.572
but I'm not in a spreadsheet role.

00:44:57.891 --> 00:45:00.273
And she'd be like, I love that, you know,

00:45:00.293 --> 00:45:01.914
communication and that feedback.

00:45:01.954 --> 00:45:03.355
And I will take that and,

00:45:03.635 --> 00:45:04.755
and think on them.

00:45:04.815 --> 00:45:05.615
I'm not doing a great job.

00:45:05.635 --> 00:45:06.516
This is why Laura is great,

00:45:06.916 --> 00:45:07.996
but she'd turn it around

00:45:08.036 --> 00:45:09.257
where she'd put it right back on them,

00:45:09.538 --> 00:45:10.478
but professionally.

00:45:11.018 --> 00:45:13.059
So she has, this is her only job.

00:45:13.119 --> 00:45:13.940
She just, how do you,

00:45:14.079 --> 00:45:15.581
how do you say that professionally?

00:45:16.300 --> 00:45:17.762
And how do you flip it around?

00:45:18.461 --> 00:45:19.684
I did not last much longer

00:45:19.824 --> 00:45:20.945
under this person's

00:45:21.306 --> 00:45:24.750
tutelage because I learned nothing.

00:45:25.831 --> 00:45:26.552
But neither did he.

00:45:26.713 --> 00:45:28.275
So hey, nary the twain shall meet.

00:45:28.474 --> 00:45:28.775
Good luck.

00:45:30.958 --> 00:45:31.358
All right.

00:45:31.378 --> 00:45:33.101
So are we still on the

00:45:33.141 --> 00:45:34.322
profitability problems?

00:45:34.802 --> 00:45:35.003
I mean,

00:45:35.023 --> 00:45:36.083
we could come back to this more and

00:45:36.103 --> 00:45:36.724
more in the future.

00:45:36.804 --> 00:45:39.947
It's just it's crazy that

00:45:40.148 --> 00:45:41.068
and maybe it's the model.

00:45:41.228 --> 00:45:42.429
Maybe it's your maybe it's

00:45:42.449 --> 00:45:43.990
your in-network contracts.

00:45:44.050 --> 00:45:45.773
Maybe it's the way your

00:45:45.853 --> 00:45:46.853
schedule is set up with

00:45:46.893 --> 00:45:49.215
like one hour slots instead

00:45:49.235 --> 00:45:50.257
of like thirty or forty

00:45:50.297 --> 00:45:51.077
five minute slots.

00:45:51.918 --> 00:45:53.380
Maybe you're overpaying folks,

00:45:53.440 --> 00:45:55.061
maybe you're paying folks properly,

00:45:55.121 --> 00:45:56.663
but they're not producing

00:45:56.702 --> 00:45:59.105
enough over what the cost

00:45:59.186 --> 00:46:00.407
is to have them as the

00:46:00.487 --> 00:46:01.208
overhead of their

00:46:01.688 --> 00:46:03.590
employment salary and all their expenses,

00:46:03.969 --> 00:46:04.971
their software seats and

00:46:04.990 --> 00:46:05.672
all that type of stuff.

00:46:06.293 --> 00:46:07.733
They're maybe not producing enough.

00:46:07.753 --> 00:46:08.815
And if they're not producing enough,

00:46:09.155 --> 00:46:10.115
is there an issue with

00:46:10.197 --> 00:46:11.197
completed plans of care?

00:46:11.838 --> 00:46:13.038
if that's not the issue is

00:46:13.159 --> 00:46:14.139
it like a marketing issue

00:46:14.179 --> 00:46:15.039
are there not enough leads

00:46:15.079 --> 00:46:15.759
and patients being

00:46:15.798 --> 00:46:16.619
converted and being

00:46:16.639 --> 00:46:18.760
evaluated that come in um

00:46:19.121 --> 00:46:19.721
is it some of your

00:46:19.740 --> 00:46:21.481
therapists are billing you

00:46:21.501 --> 00:46:22.961
know four units on average

00:46:23.021 --> 00:46:25.083
per visit across you know

00:46:25.302 --> 00:46:26.382
months or years and some

00:46:26.402 --> 00:46:27.364
therapists are billing you

00:46:27.384 --> 00:46:28.483
know two point two five

00:46:28.603 --> 00:46:30.965
units per visit on average across

00:46:32.277 --> 00:46:33.077
three, six, nine,

00:46:33.117 --> 00:46:33.898
twelve months or whatever,

00:46:34.559 --> 00:46:35.179
those are the types of

00:46:35.199 --> 00:46:35.838
things like I would

00:46:35.998 --> 00:46:36.940
potentially do to like kind

00:46:36.980 --> 00:46:37.840
of break down and find out

00:46:37.860 --> 00:46:39.481
like what are what are the issues like?

00:46:39.760 --> 00:46:40.541
Where is the issue?

00:46:40.581 --> 00:46:41.961
How do we spot and find the issue?

00:46:43.061 --> 00:46:43.581
And again, yeah,

00:46:43.862 --> 00:46:44.782
if you're in that situation,

00:46:45.623 --> 00:46:46.422
you probably you probably

00:46:46.443 --> 00:46:48.804
need some coach or not me.

00:46:48.844 --> 00:46:49.583
I'm not looking to do it,

00:46:49.623 --> 00:46:50.905
but you're probably looking

00:46:50.925 --> 00:46:51.724
to find some coach or

00:46:51.744 --> 00:46:52.525
consultant or someone to

00:46:52.545 --> 00:46:53.925
help you find out what the

00:46:54.005 --> 00:46:56.887
issue is so that you might

00:46:56.907 --> 00:46:58.288
be able to fix it because

00:46:59.514 --> 00:47:00.396
owners think that they can

00:47:00.436 --> 00:47:01.117
fix on their own,

00:47:01.438 --> 00:47:03.802
but they've been Groundhog Day for two,

00:47:03.842 --> 00:47:05.746
five, seven, whatever years.

00:47:06.286 --> 00:47:07.909
So oftentimes you might need

00:47:07.951 --> 00:47:09.653
some external support or

00:47:09.673 --> 00:47:10.655
some external help on it.

00:47:11.539 --> 00:47:13.139
the challenge go ahead so

00:47:13.300 --> 00:47:14.860
are you we're pitching a

00:47:14.981 --> 00:47:15.800
segment like you want to do

00:47:15.840 --> 00:47:16.880
recurring this is like ask

00:47:16.920 --> 00:47:17.782
dave are we having people

00:47:17.822 --> 00:47:19.141
write in yeah we should

00:47:19.202 --> 00:47:20.983
yeah I mean so many of

00:47:21.003 --> 00:47:21.864
these things I see on the

00:47:21.903 --> 00:47:22.943
internet or online or

00:47:22.963 --> 00:47:24.664
whatever okay like another

00:47:24.684 --> 00:47:26.186
example like independent

00:47:26.226 --> 00:47:27.525
practice owners like that

00:47:27.666 --> 00:47:29.686
have five ten thousand

00:47:29.706 --> 00:47:30.286
whatever instagram

00:47:30.306 --> 00:47:31.668
followers and then they

00:47:31.688 --> 00:47:32.789
reach out to me for a job

00:47:33.489 --> 00:47:34.989
but but online it looks

00:47:35.010 --> 00:47:35.889
like they have their own

00:47:36.630 --> 00:47:40.172
virtual coaching or or uh

00:47:41.262 --> 00:47:41.523
I don't know,

00:47:41.583 --> 00:47:44.925
like online job or online role or,

00:47:45.085 --> 00:47:46.626
you know, telehealth PT or whatever.

00:47:48.208 --> 00:47:51.690
And so like, what's up with that?

00:47:51.751 --> 00:47:54.853
Like, like why they're, they're,

00:47:54.893 --> 00:47:56.653
they're almost like they have that.

00:47:56.875 --> 00:47:58.295
That person is selling

00:47:58.396 --> 00:47:59.456
something that someone else

00:47:59.496 --> 00:47:59.956
is probably like,

00:48:00.077 --> 00:48:00.797
I know people who are

00:48:00.838 --> 00:48:01.797
selling video production

00:48:01.838 --> 00:48:03.539
services and their videos

00:48:03.559 --> 00:48:04.840
are great because someone else does them.

00:48:05.260 --> 00:48:05.820
And then they look in the

00:48:05.860 --> 00:48:06.422
camera and they go,

00:48:06.981 --> 00:48:08.282
follow me and I can teach

00:48:08.302 --> 00:48:08.762
you how to do it.

00:48:08.963 --> 00:48:09.623
They're not wrong.

00:48:10.103 --> 00:48:10.264
Like,

00:48:11.123 --> 00:48:11.744
They're showing you,

00:48:11.923 --> 00:48:12.965
I can do this for you.

00:48:13.445 --> 00:48:14.244
It doesn't mean they're

00:48:14.264 --> 00:48:15.485
necessarily the expert in that.

00:48:15.726 --> 00:48:17.226
They've just figured out the system,

00:48:17.907 --> 00:48:18.206
right?

00:48:19.927 --> 00:48:20.527
So let's do it.

00:48:20.568 --> 00:48:21.168
Let's pitch it.

00:48:21.268 --> 00:48:23.010
If you guys are watching, listening,

00:48:23.230 --> 00:48:25.291
you have a business that's

00:48:25.311 --> 00:48:28.052
got revenue but is not profitable enough,

00:48:28.192 --> 00:48:29.733
not as profitable as it should be,

00:48:29.793 --> 00:48:31.474
not as profitable as you want it to be.

00:48:32.293 --> 00:48:32.813
Reach out.

00:48:33.193 --> 00:48:35.355
Dave is the point man on this.

00:48:35.414 --> 00:48:35.856
Reach out.

00:48:35.976 --> 00:48:36.976
Send some information.

00:48:37.016 --> 00:48:38.056
We'll keep it anonymous.

00:48:38.876 --> 00:48:40.177
We'll keep it anonymous,

00:48:40.257 --> 00:48:42.039
but we'll discuss it on the show.

00:48:42.981 --> 00:48:44.961
The challenge I see in it,

00:48:45.282 --> 00:48:46.284
and I love the segment.

00:48:46.324 --> 00:48:47.083
I love the idea.

00:48:47.143 --> 00:48:48.144
I love trying to do that.

00:48:48.204 --> 00:48:49.226
The challenge that I've seen

00:48:49.286 --> 00:48:50.487
over the last twenty five

00:48:50.527 --> 00:48:54.170
years or so is we're going

00:48:54.190 --> 00:48:55.972
to see problems immediately.

00:48:56.132 --> 00:48:58.574
They're going to be glaring like huge,

00:48:58.614 --> 00:48:59.934
huge levers that could be

00:49:00.014 --> 00:49:01.175
pulled very easily.

00:49:01.856 --> 00:49:02.980
But in my experience,

00:49:03.079 --> 00:49:04.382
if you have those problems,

00:49:04.402 --> 00:49:06.487
you're either not willing, not capable,

00:49:06.626 --> 00:49:08.592
or just not going to pull

00:49:08.612 --> 00:49:09.894
the levers that we recommend.

00:49:10.456 --> 00:49:10.715
You know,

00:49:10.735 --> 00:49:11.918
it's like the patient that walks

00:49:11.958 --> 00:49:12.380
in my door

00:49:13.338 --> 00:49:15.019
who they're coming because

00:49:15.039 --> 00:49:16.019
they want to feel better,

00:49:16.641 --> 00:49:18.380
but they're not interested

00:49:18.440 --> 00:49:19.981
in doing the things that I

00:49:20.001 --> 00:49:22.143
would recommend for them to feel better,

00:49:22.523 --> 00:49:22.884
you know?

00:49:22.983 --> 00:49:25.085
And so it's like, why are we here?

00:49:25.125 --> 00:49:26.125
Why are we doing this?

00:49:26.164 --> 00:49:26.965
What's going on?

00:49:27.405 --> 00:49:29.806
The person who does best truthfully,

00:49:29.847 --> 00:49:31.007
and I've got two or three

00:49:31.047 --> 00:49:31.708
of them right now,

00:49:32.327 --> 00:49:34.668
the person who comes to me with hip pain,

00:49:34.688 --> 00:49:35.590
back pain, whatever,

00:49:36.010 --> 00:49:37.050
They're already working out

00:49:37.090 --> 00:49:38.190
and they love working out.

00:49:38.251 --> 00:49:39.331
They're already eating well

00:49:39.391 --> 00:49:40.472
and they love eating well.

00:49:40.492 --> 00:49:41.893
They're already prioritizing

00:49:41.972 --> 00:49:43.413
sleep and mindfulness and

00:49:43.472 --> 00:49:45.094
family and they love it.

00:49:45.793 --> 00:49:46.914
Those are the people that

00:49:46.974 --> 00:49:49.315
come to my clinic and do amazing.

00:49:49.916 --> 00:49:50.876
They're already doing the

00:49:50.916 --> 00:49:51.797
stuff that they're supposed

00:49:51.817 --> 00:49:52.717
to be doing and that they

00:49:52.737 --> 00:49:53.677
need to be doing and they

00:49:53.697 --> 00:49:56.199
want to do more of it, you know?

00:49:56.398 --> 00:49:57.699
And so the person that needs

00:49:57.739 --> 00:49:58.780
to do a one eighty,

00:49:59.239 --> 00:50:00.221
they're the ones that are

00:50:00.260 --> 00:50:01.021
going to be the most

00:50:01.061 --> 00:50:02.081
challenging and probably

00:50:02.141 --> 00:50:03.621
not going to get the best results.

00:50:03.681 --> 00:50:04.643
But, um,

00:50:05.163 --> 00:50:07.184
Other people will learn from

00:50:07.364 --> 00:50:08.865
those experiences.

00:50:08.905 --> 00:50:10.266
So if you guys want to send

00:50:10.286 --> 00:50:11.407
your information in and

00:50:11.969 --> 00:50:13.349
directly connect with us,

00:50:13.730 --> 00:50:15.451
I know these guys, I know I,

00:50:15.492 --> 00:50:17.132
we get a ton of inbound messaging.

00:50:17.172 --> 00:50:18.434
We get a lot of questions.

00:50:18.994 --> 00:50:20.675
We'll do our best to kind of

00:50:20.735 --> 00:50:21.817
pick the ones that's going

00:50:21.836 --> 00:50:22.958
to help the most people.

00:50:23.557 --> 00:50:24.737
But I think it'd be a cool segment.

00:50:24.757 --> 00:50:25.297
I would love to do it.

00:50:25.318 --> 00:50:26.179
And you can do it anonymously.

00:50:26.199 --> 00:50:27.778
Like, we're not going to, like... Like,

00:50:27.838 --> 00:50:29.219
the people who are brave

00:50:29.239 --> 00:50:30.099
enough to be like, dude,

00:50:30.119 --> 00:50:30.760
I have a problem.

00:50:30.840 --> 00:50:31.679
Like, number one,

00:50:31.719 --> 00:50:32.599
you're closer to solving

00:50:32.619 --> 00:50:34.340
that problem just by, like,

00:50:34.380 --> 00:50:35.340
saying it out loud, right?

00:50:35.400 --> 00:50:36.141
First step is admitting you

00:50:36.161 --> 00:50:36.521
have a problem.

00:50:37.460 --> 00:50:38.340
Those are the last people

00:50:38.360 --> 00:50:39.041
I'm going to bag on.

00:50:39.561 --> 00:50:41.081
Like, you can't.

00:50:41.141 --> 00:50:42.722
Like, if you do, like, you're a douchebag.

00:50:42.802 --> 00:50:42.981
Like,

00:50:43.121 --> 00:50:44.101
those are the last people you should

00:50:44.141 --> 00:50:44.483
bag on.

00:50:44.523 --> 00:50:45.583
Like, oh, you've been doing that?

00:50:45.682 --> 00:50:46.362
What are you, an idiot?

00:50:46.422 --> 00:50:48.422
It's like, they didn't know, bro.

00:50:48.503 --> 00:50:49.923
And at some point, you didn't know either.

00:50:50.123 --> 00:50:50.264
So...

00:50:51.219 --> 00:50:51.599
Zip it.

00:50:51.619 --> 00:50:52.340
So yeah,

00:50:52.400 --> 00:50:54.043
totally anonymous would not reveal

00:50:54.083 --> 00:50:54.643
our sources.

00:50:54.702 --> 00:50:55.503
That would not be the thing

00:50:55.523 --> 00:50:56.143
that we would do.

00:50:56.344 --> 00:50:57.284
I wouldn't do it.

00:50:57.324 --> 00:50:58.025
These guys wouldn't do it.

00:50:59.947 --> 00:51:00.588
What do we call it?

00:51:00.648 --> 00:51:01.469
Now we need a name.

00:51:02.931 --> 00:51:04.371
Let's have a naming contest.

00:51:04.931 --> 00:51:05.952
Tell us what we should call it.

00:51:05.972 --> 00:51:06.813
I like profitability

00:51:06.833 --> 00:51:08.394
problems because it's very

00:51:08.635 --> 00:51:09.476
simple and straightforward.

00:51:11.557 --> 00:51:13.659
Profitability is a solution.

00:51:13.679 --> 00:51:14.521
Get profitable.

00:51:15.601 --> 00:51:17.242
If anyone in the audience has a suggestion,

00:51:17.403 --> 00:51:17.804
let us know.

00:51:18.293 --> 00:51:20.934
So when I hear profitability problems,

00:51:21.655 --> 00:51:22.596
the first thing I thought

00:51:22.655 --> 00:51:24.315
of was I'm having problems

00:51:24.376 --> 00:51:26.556
because I'm too profitable.

00:51:27.097 --> 00:51:29.057
That's just what came to my mind.

00:51:29.978 --> 00:51:31.338
Which is so rare these days,

00:51:31.358 --> 00:51:31.978
I'm telling you.

00:51:32.360 --> 00:51:32.980
And the first thing I

00:51:33.000 --> 00:51:34.340
thought was Dave the Profit,

00:51:34.360 --> 00:51:35.860
but spelled P-R-O-P-H-E-T.

00:51:35.880 --> 00:51:36.161
Oh.

00:51:36.181 --> 00:51:36.380
Profit.

00:51:37.442 --> 00:51:38.121
Oh.

00:51:38.181 --> 00:51:39.442
But why is the argument?

00:51:40.003 --> 00:51:40.963
The Profit David.

00:51:42.269 --> 00:51:42.969
All right, real quick.

00:51:44.130 --> 00:51:46.572
On Thursday's episode last week,

00:51:47.012 --> 00:51:50.793
I shared some of the long form ad copy.

00:51:50.833 --> 00:51:51.914
I know this is super tiny.

00:51:51.954 --> 00:51:53.255
I don't know how to zoom in on it.

00:51:54.876 --> 00:51:56.215
I've been doing more of this.

00:51:56.255 --> 00:51:57.657
So context for this,

00:51:57.916 --> 00:51:59.197
as we wrap up the show,

00:51:59.557 --> 00:52:01.818
Jeremy Sutton shared a text

00:52:01.938 --> 00:52:03.159
message that he received

00:52:03.699 --> 00:52:05.280
where somebody had said

00:52:05.320 --> 00:52:07.021
that they were able to go back to church.

00:52:07.382 --> 00:52:09.121
And so, you know, it was great.

00:52:09.161 --> 00:52:10.003
It was inspiring.

00:52:10.603 --> 00:52:11.702
I grabbed Jeremy's

00:52:11.782 --> 00:52:13.844
screenshot of the message.

00:52:13.943 --> 00:52:15.465
I put it into chat GPT.

00:52:15.965 --> 00:52:18.085
I did my usual prompting.

00:52:18.706 --> 00:52:21.525
It generated a long form ad.

00:52:22.186 --> 00:52:22.827
Then I said,

00:52:23.067 --> 00:52:25.467
generate an image of a

00:52:25.527 --> 00:52:28.228
geriatric woman walking to a church,

00:52:28.409 --> 00:52:29.668
put a cane in her hand.

00:52:30.208 --> 00:52:31.829
And this was the image that came up.

00:52:31.969 --> 00:52:32.989
I'm not showing you guys the

00:52:33.050 --> 00:52:33.670
ad or the image.

00:52:33.690 --> 00:52:34.550
I already shared that.

00:52:35.170 --> 00:52:36.170
What I'm trying to show you

00:52:36.210 --> 00:52:38.672
guys is the responses that I got.

00:52:39.614 --> 00:52:41.576
So this top one says, Tony,

00:52:41.615 --> 00:52:43.097
what you're doing is awesome.

00:52:43.516 --> 00:52:43.777
Right.

00:52:43.856 --> 00:52:45.318
And then the next one says,

00:52:45.559 --> 00:52:47.139
what a wonderful program.

00:52:47.900 --> 00:52:50.442
My God, bless it.

00:52:50.922 --> 00:52:53.684
Richly allow his sheep to

00:52:53.724 --> 00:52:54.885
gather as a flock.

00:52:55.505 --> 00:52:56.706
He intends them as he

00:52:56.726 --> 00:52:57.927
intends them to be prayer,

00:52:58.588 --> 00:52:59.608
worship and fellowships.

00:52:59.628 --> 00:53:00.230
Okay.

00:53:00.250 --> 00:53:01.731
So here, here's the deal.

00:53:02.010 --> 00:53:03.952
Clearly this is resonating

00:53:04.393 --> 00:53:05.492
with the people that are

00:53:05.532 --> 00:53:06.574
seeing almost too much,

00:53:06.713 --> 00:53:08.635
almost no such thing.

00:53:09.891 --> 00:53:12.351
Um, what's really interesting though,

00:53:12.532 --> 00:53:14.032
that first comment,

00:53:14.672 --> 00:53:15.693
I covered up the names

00:53:15.753 --> 00:53:17.094
because this is important.

00:53:17.753 --> 00:53:18.893
That first comment comes

00:53:18.914 --> 00:53:20.494
from a practice manager of

00:53:20.534 --> 00:53:21.855
a primary care physician

00:53:21.894 --> 00:53:23.275
group that has five or six

00:53:23.335 --> 00:53:24.737
physicians in the group.

00:53:24.777 --> 00:53:25.996
Oh, bingo.

00:53:26.376 --> 00:53:26.737
Yes.

00:53:27.376 --> 00:53:33.699
So the whole idea here is, you know,

00:53:36.541 --> 00:53:39.143
This post, my Facebook page,

00:53:39.324 --> 00:53:40.784
I just checked it before you jumped on,

00:53:40.824 --> 00:53:42.947
is at like one point eight million views.

00:53:43.907 --> 00:53:45.068
A couple of the videos and

00:53:45.108 --> 00:53:46.670
reels just got like three

00:53:46.710 --> 00:53:47.891
hundred thousand views,

00:53:47.911 --> 00:53:49.211
one hundred thousand views.

00:53:49.291 --> 00:53:49.911
Very quick.

00:53:50.152 --> 00:53:50.972
Great growth.

00:53:51.713 --> 00:53:52.954
Now I throw something like

00:53:52.994 --> 00:53:53.775
this in front of it.

00:53:53.815 --> 00:53:55.056
This one only has like a

00:53:55.096 --> 00:53:56.177
couple thousand views.

00:53:56.697 --> 00:53:57.518
But the point is,

00:53:57.557 --> 00:53:59.298
these are views from the right people.

00:54:00.333 --> 00:54:01.574
And what I also did with

00:54:01.614 --> 00:54:04.317
that is I had ChatGPT

00:54:04.358 --> 00:54:05.559
generate the ad copy.

00:54:05.798 --> 00:54:07.400
I added context from real

00:54:07.420 --> 00:54:08.382
life experiences.

00:54:09.242 --> 00:54:11.364
I know people that from COVID,

00:54:11.385 --> 00:54:13.166
they stopped going to church.

00:54:14.528 --> 00:54:16.431
This is a huge part of their life.

00:54:16.471 --> 00:54:17.472
These are individuals that

00:54:17.492 --> 00:54:19.074
would go to mass every single day.

00:54:19.954 --> 00:54:21.215
They don't go anymore.

00:54:21.335 --> 00:54:23.275
I've talked to real patients who say,

00:54:23.755 --> 00:54:25.197
I don't want to go in in a wheelchair.

00:54:25.777 --> 00:54:26.518
I don't want people.

00:54:26.838 --> 00:54:28.358
I've seen people fall at church.

00:54:28.458 --> 00:54:29.400
I don't want to be one of

00:54:29.440 --> 00:54:31.019
those people that falls at church.

00:54:31.481 --> 00:54:33.882
I grab all of those real experiences.

00:54:33.942 --> 00:54:35.702
I put it into chat GPT.

00:54:35.802 --> 00:54:37.603
I allow it to process and

00:54:37.643 --> 00:54:39.945
understand real situations

00:54:39.985 --> 00:54:42.146
when it generates the long form post.

00:54:42.867 --> 00:54:43.947
Then what I did was I read

00:54:43.987 --> 00:54:45.927
that post to two women that

00:54:45.947 --> 00:54:47.088
were in the clinic.

00:54:47.268 --> 00:54:48.748
We were doing patient care.

00:54:48.807 --> 00:54:49.907
I was working with them.

00:54:50.367 --> 00:54:51.588
And I said, hey, take a look at this.

00:54:51.608 --> 00:54:52.528
What do you guys think of this?

00:54:52.628 --> 00:54:54.429
And it resonated.

00:54:54.509 --> 00:54:55.849
It hit home with both of them.

00:54:55.889 --> 00:54:57.130
Both of them said the same thing.

00:54:57.150 --> 00:54:59.170
They were like, yeah, that's exactly me.

00:54:59.590 --> 00:55:00.650
I stopped going to church

00:55:00.670 --> 00:55:01.710
because I can't walk from

00:55:01.750 --> 00:55:04.231
the car to get inside the building.

00:55:04.650 --> 00:55:06.291
My church doesn't have a ramp.

00:55:06.351 --> 00:55:07.990
And even the ones that do,

00:55:08.030 --> 00:55:09.192
the ramp is too steep.

00:55:10.052 --> 00:55:10.711
So I'm like, all right.

00:55:11.760 --> 00:55:12.940
We've got the copy.

00:55:13.320 --> 00:55:15.021
Now, it doesn't have to be church.

00:55:15.242 --> 00:55:16.202
It could be sport.

00:55:16.322 --> 00:55:17.382
It could be recreation.

00:55:17.422 --> 00:55:18.202
It could be travel.

00:55:18.242 --> 00:55:19.523
It could be anything that is

00:55:19.583 --> 00:55:21.844
important to a specific demographic.

00:55:22.523 --> 00:55:24.204
But the idea is if you're

00:55:24.324 --> 00:55:27.005
not using the technology, the innovation,

00:55:27.045 --> 00:55:28.766
the advancement we have out there,

00:55:29.346 --> 00:55:31.588
You're just making life that much harder,

00:55:32.088 --> 00:55:32.509
you know.

00:55:32.568 --> 00:55:35.152
And so I wanted to share that because,

00:55:35.192 --> 00:55:35.452
look,

00:55:35.512 --> 00:55:38.074
it's it's I have not booked an

00:55:38.114 --> 00:55:39.516
appointment because

00:55:39.556 --> 00:55:41.338
somebody saw that post.

00:55:41.418 --> 00:55:43.679
But I do have office

00:55:43.719 --> 00:55:45.561
managers from very

00:55:45.621 --> 00:55:46.782
influential referral

00:55:46.802 --> 00:55:48.224
sources that are seeing and

00:55:48.264 --> 00:55:49.706
commenting on my posts.

00:55:51.362 --> 00:55:54.385
You write or share or say

00:55:54.425 --> 00:55:55.706
something for you,

00:55:56.586 --> 00:55:58.047
but if it resonates with someone else,

00:55:58.108 --> 00:55:59.429
you're doing it for them.

00:55:59.489 --> 00:56:00.610
There's that connection.

00:56:01.030 --> 00:56:02.791
There's that media that's social,

00:56:02.972 --> 00:56:03.913
not social media.

00:56:03.952 --> 00:56:05.673
People want to do the social media.

00:56:07.494 --> 00:56:08.115
That's not it.

00:56:08.356 --> 00:56:09.737
It's media that's social.

00:56:09.777 --> 00:56:11.378
Obviously, that resonated.

00:56:11.697 --> 00:56:13.519
Sorry, Tony is now a shepherd.

00:56:14.690 --> 00:56:15.652
We know Dave's the prophet.

00:56:15.672 --> 00:56:16.614
We'll figure out what Jimmy is.

00:56:16.713 --> 00:56:18.918
Tony the shepherd, Dave the prophet,

00:56:19.358 --> 00:56:20.079
Jimmy the voice.

00:56:20.099 --> 00:56:20.922
The voice.

00:56:25.409 --> 00:56:26.652
We should have a church theme.

00:56:27.751 --> 00:56:28.891
We should own a church.

00:56:29.112 --> 00:56:30.032
Look at Kendrick's comment.

00:56:30.472 --> 00:56:32.293
Thank you, Kendrick Taylor,

00:56:32.313 --> 00:56:33.634
for commenting live and being here.

00:56:33.994 --> 00:56:35.335
He said earlier, he said, LOL.

00:56:35.355 --> 00:56:37.096
Yeah, there are so many business,

00:56:37.115 --> 00:56:38.757
so many loopholes in business.

00:56:39.416 --> 00:56:40.356
I've seen people in business

00:56:40.376 --> 00:56:41.338
that are church owners.

00:56:41.358 --> 00:56:42.958
They report as if profits

00:56:42.998 --> 00:56:44.159
are donated to the church.

00:56:44.199 --> 00:56:45.039
It blew my mind.

00:56:45.480 --> 00:56:46.621
There was a big movement

00:56:46.661 --> 00:56:49.121
back in the eighties, firemen and cops.

00:56:50.213 --> 00:56:51.253
were getting ordained as

00:56:51.293 --> 00:56:52.074
ministers and starting

00:56:52.094 --> 00:56:52.753
their own churches.

00:56:52.773 --> 00:56:53.434
Cause like,

00:56:53.454 --> 00:56:54.355
so there was a dude that they

00:56:54.375 --> 00:56:55.235
would pay to come to

00:56:55.255 --> 00:56:56.396
different firehouses and be like,

00:56:56.856 --> 00:56:57.617
here's what you say.

00:56:57.717 --> 00:56:58.317
Here's what you do.

00:56:58.396 --> 00:57:00.217
You fill out this paperwork to the,

00:57:00.257 --> 00:57:02.260
to the point that the city was like,

00:57:04.101 --> 00:57:04.840
this isn't it.

00:57:04.860 --> 00:57:05.880
Like, stop it.

00:57:06.302 --> 00:57:07.402
Like this is a loophole.

00:57:07.641 --> 00:57:10.164
So yeah, I mean, it's a huge, I mean,

00:57:10.184 --> 00:57:12.125
the funny thing is it's a

00:57:12.204 --> 00:57:13.346
deduction or a write-off

00:57:13.365 --> 00:57:14.106
when you agree with it.

00:57:14.166 --> 00:57:15.286
And it's a loophole when you

00:57:15.327 --> 00:57:15.907
think it sucks.

00:57:17.467 --> 00:57:18.588
You don't like it when you

00:57:18.628 --> 00:57:19.608
think it's someone else

00:57:19.628 --> 00:57:20.588
getting away with something.

00:57:20.648 --> 00:57:22.028
But if you're doing it, it's a write-off.

00:57:22.068 --> 00:57:22.688
It's in the rules.

00:57:22.708 --> 00:57:23.889
It's a rule when they're doing it, too.

00:57:23.909 --> 00:57:24.710
You just don't like it,

00:57:24.730 --> 00:57:26.771
so you call it a loophole.

00:57:27.110 --> 00:57:27.612
All right, guys.

00:57:27.632 --> 00:57:28.612
Let's wrap up the show.

00:57:28.652 --> 00:57:30.373
I'm going to let Jimmy do the closing.

00:57:30.472 --> 00:57:32.474
I'm going to do the parting shot first.

00:57:32.673 --> 00:57:35.215
So I am hitting the road as

00:57:35.275 --> 00:57:38.036
soon as I close this laptop.

00:57:38.115 --> 00:57:40.577
Spring break, full family in effect.

00:57:40.717 --> 00:57:41.338
I'm going to be out of

00:57:41.358 --> 00:57:43.579
commission for a few days to a week.

00:57:44.119 --> 00:57:46.239
But I just want to say, like...

00:57:47.179 --> 00:57:50.021
We have access to technology

00:57:50.081 --> 00:57:51.001
that would have been

00:57:51.161 --> 00:57:53.284
sorcery a hundred years ago.

00:57:53.583 --> 00:57:55.125
You know, I mean, there is so much.

00:57:55.164 --> 00:57:57.045
And as much as you hear all

00:57:57.085 --> 00:57:59.527
of the fear and all of the

00:57:59.586 --> 00:58:02.429
stuff going on in media right now with,

00:58:02.568 --> 00:58:02.869
you know,

00:58:03.108 --> 00:58:04.869
stocks and investments and

00:58:04.969 --> 00:58:07.170
tariffs and all, none of that.

00:58:07.210 --> 00:58:09.612
Somebody, I think his name was Frank.

00:58:09.713 --> 00:58:10.193
Yeah, Frank.

00:58:10.233 --> 00:58:11.954
Frank shared a post about

00:58:12.034 --> 00:58:12.833
tariffs and how they're

00:58:12.853 --> 00:58:13.614
going to affect you.

00:58:14.315 --> 00:58:15.576
they're not going to affect me at all.

00:58:15.695 --> 00:58:16.476
Like it's not going to make

00:58:16.496 --> 00:58:17.056
any difference.

00:58:17.097 --> 00:58:18.838
The fact of the matter is we

00:58:18.878 --> 00:58:19.858
live in the best time of

00:58:19.898 --> 00:58:21.880
human history ever.

00:58:21.900 --> 00:58:22.981
Let's appreciate that.

00:58:23.041 --> 00:58:24.601
Let's take some time to reflect,

00:58:24.663 --> 00:58:26.143
whether it's reflect on business,

00:58:26.184 --> 00:58:27.324
reflect on family.

00:58:28.045 --> 00:58:28.684
And, you know,

00:58:28.784 --> 00:58:30.286
you guys either handle the

00:58:30.306 --> 00:58:32.407
show without me or bring in a guest,

00:58:32.467 --> 00:58:33.809
but I wish you the best and

00:58:33.949 --> 00:58:35.469
I'm going to enjoy my trip.

00:58:35.489 --> 00:58:36.050
Dave, what you got?

00:58:37.501 --> 00:58:38.961
Oh man, first of all,

00:58:40.384 --> 00:58:41.224
I was going to say Tony

00:58:41.264 --> 00:58:42.085
next time on Thursday,

00:58:42.105 --> 00:58:43.106
but now you're out for a week.

00:58:43.465 --> 00:58:44.347
Then next time you're back,

00:58:44.427 --> 00:58:45.327
I think the audience would love,

00:58:45.467 --> 00:58:46.608
I would be interested to

00:58:46.648 --> 00:58:48.250
see how you took that and

00:58:48.289 --> 00:58:49.251
put it in the chat, GBT.

00:58:49.291 --> 00:58:50.512
You share your screen, you say, hey,

00:58:50.612 --> 00:58:51.873
I'm taking this Jeremy

00:58:51.913 --> 00:58:52.833
Sutton text message.

00:58:53.434 --> 00:58:54.755
And what are your prompts to

00:58:54.795 --> 00:58:56.817
then get the copy for the ad?

00:58:56.918 --> 00:58:58.378
I'm a nerd about that stuff.

00:58:58.418 --> 00:58:59.619
Maybe no one cares about that,

00:58:59.659 --> 00:59:00.641
but I think some PTs would

00:59:00.661 --> 00:59:01.181
benefit from that.

00:59:01.521 --> 00:59:03.003
Maybe in a week or two when you get back.

00:59:04.123 --> 00:59:05.083
Another sidebar.

00:59:05.965 --> 00:59:06.806
We previously talked about

00:59:06.827 --> 00:59:07.849
acquiring or buying a

00:59:07.889 --> 00:59:09.692
hospital for the hospital contracts.

00:59:09.992 --> 00:59:10.653
Now we're talking about

00:59:10.673 --> 00:59:11.596
maybe buying a church.

00:59:11.835 --> 00:59:12.838
Maybe we can buy a Catholic

00:59:12.878 --> 00:59:14.119
hospital and we buy both.

00:59:14.260 --> 00:59:15.041
That's my parting shot.

00:59:15.679 --> 00:59:16.641
Ooh, write that down.

00:59:17.001 --> 00:59:19.583
Uh, I would say jump in and do the thing.

00:59:19.963 --> 00:59:21.583
Uh, the, the concept is called eat,

00:59:21.943 --> 00:59:22.585
eat the frog.

00:59:22.605 --> 00:59:23.385
Have you ever heard of this one?

00:59:23.806 --> 00:59:23.905
Yeah.

00:59:23.945 --> 00:59:24.786
Eat the frog is like the

00:59:24.826 --> 00:59:25.567
first thing you do when you

00:59:25.586 --> 00:59:26.327
wake up in the morning is

00:59:26.347 --> 00:59:27.088
like you do the thing that

00:59:27.108 --> 00:59:28.268
you're going to avoid all day.

00:59:28.289 --> 00:59:29.228
You know, you need to get it done.

00:59:29.769 --> 00:59:30.309
So just avoid it.

00:59:30.329 --> 00:59:32.251
We're saying eat the frog on tax day too,

00:59:32.652 --> 00:59:32.871
right?

00:59:33.012 --> 00:59:33.731
April fifteenth.

00:59:33.972 --> 00:59:34.592
It's tax day.

00:59:35.012 --> 00:59:36.373
So I was looking at this

00:59:36.414 --> 00:59:37.554
event that I'm going to in

00:59:37.594 --> 00:59:39.576
Chicago and I was like, I don't know.

00:59:39.635 --> 00:59:40.476
I need to do something.

00:59:40.516 --> 00:59:41.177
Is this the right thing?

00:59:41.197 --> 00:59:41.858
And I was like, you know what?

00:59:41.918 --> 00:59:43.159
Just decide and jump in.

00:59:43.199 --> 00:59:43.259
It

00:59:45.019 --> 00:59:45.581
Just eat it.

00:59:46.320 --> 00:59:47.561
Get it out of the way.

00:59:47.601 --> 00:59:48.483
Digest it.

00:59:48.682 --> 00:59:49.224
Get it done,

00:59:49.344 --> 00:59:51.045
and you'll be better off for it.

00:59:51.204 --> 00:59:53.086
Tune in Thursday to see who

00:59:53.146 --> 00:59:55.648
our secret guest is going to be.

00:59:55.688 --> 00:59:56.530
It's so secret,

00:59:56.630 --> 00:59:58.472
Dave and I don't even know who it is yet.

00:59:58.992 --> 01:00:01.333
Or if we have juicy topics,

01:00:01.454 --> 01:00:03.115
it might just be Jimmy and I. Roll on.

01:00:04.083 --> 01:00:05.282
I will be live from Chicago,

01:00:05.402 --> 01:00:08.824
so I might be in a deep dish pizza coma.

01:00:09.144 --> 01:00:10.125
Although my hot take is

01:00:10.744 --> 01:00:12.184
Chicago doesn't have deep dish pizza.

01:00:12.244 --> 01:00:13.505
It has round lasagna.

01:00:13.606 --> 01:00:14.186
It's not pizza.

01:00:14.206 --> 01:00:14.746
It's lasagna.

01:00:14.766 --> 01:00:16.067
It's not pizza.

01:00:16.166 --> 01:00:18.927
On the socials, Dave Kittle, Tony Meritato,

01:00:19.407 --> 01:00:20.228
and PT Pinecast.

01:00:20.248 --> 01:00:21.128
We'll see you guys next time.

01:00:33.822 --> 01:00:34.534
So serious.

The Profit Problem: Why PT Clinics Are Failing to Grow

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