The PT Funnel Is Broken: Why Patients Don’t Start

WEBVTT

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Come on.

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Broadcasting way too early from three

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separate Wi-Fi connections.

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It's PT Breakfast Club with Tony Meritato,

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Dave Kittle, and Jimmy McKay.

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morning physical therapy welcome to pt

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breakfast club the only morning show where

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we talk about the stuff that you're

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thinking but hr told you not to say

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out loud uh today we are man down

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we are flags are flying in half mast

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if you're a podcaster or a live streamer

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Don't say it like that.

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And you lose your voice.

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Oh, right, right, right.

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It's for Tony.

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It's for his voice.

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Tony has lost his voice.

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I mean, what is that?

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You're a gymnast and you break your leg?

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I mean, those are equal.

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Those things are the same.

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Today,

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we're going to dig into a statistic.

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We don't usually do statistics.

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I tell people all the time,

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don't do statistics.

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But what I say is,

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don't do only a statistic.

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back it up with a thing.

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And we're gonna throw out statistic.

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The statistic is,

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seventy-six percent of patients never even

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start physical therapy when they get a

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referral.

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But here's the thing, it's probably,

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it's our fault.

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You have to own it.

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Okay, I'm gonna explain why.

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You're gonna hate me,

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then you're gonna agree with me.

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We're also gonna talk about the identity

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crisis quietly brewing inside the

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profession.

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I don't even know if it's quietly brewing

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inside the profession anymore,

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I just wrote that as an intro.

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And why healthcare keeps buying dashboards

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instead of fixing behavior.

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Coffee in hand, brain on.

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Let's begin.

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But Dave,

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you and I both know this is not

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show friends.

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This is show business,

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which is why we have a new sponsor.

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Welcome to the show.

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Chart Hard,

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the AI documentation assistant.

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Today's episode of PT Breakfast Club is

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brought to you by Chart Hard,

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the AI documentation assistant that adds

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more words to your notes.

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You think everybody's removing words.

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We're going to add them.

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Because apparently you didn't justify

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enough already.

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Chart hard can do it for you.

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It turns patient stood up into a twelve

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sentence narrative with citations,

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metaphors with the subtle fear of an audit

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baked in.

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Stop charting like a human.

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Start charting like a lawyer.

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Visit chart hard dot AI slash justify

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everything.

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Chart hard.

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How's that graphic, though?

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Generated that.

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It's it's.

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It's the best one so far.

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This is intense.

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We've now leveled up our graphics.

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What are you using?

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Are you using ChatGPT or Gemini?

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I'm just prompting better.

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Do you know what I mean?

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It's like, be less lazy.

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Like, oh, better input, better output.

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So I used to be like, generate graphic.

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And I would get this, right?

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Sponsored by the Ministry of Silly Gates,

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right?

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I get this.

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I get this.

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I said this yesterday.

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I was talking to a friend when I

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was generating today's show rundown,

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and I said,

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we will hit a point when we do

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this enough that people are requesting for

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us to bring back a funny sponsor.

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That will happen.

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And here's why I know this.

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Do you remember Real Men of Genius?

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course Budweiser Bud Light ad campaign

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from a billion years ago like mid-two

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thousands if you don't know it go look

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on YouTube there's got to be videos and

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it was one concept and

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that had a framework, they tried it,

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it worked,

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and then they were able to spin off

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for, I mean, the thing ran for like,

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I don't even know, three or four years.

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I'll do a steal the strategy of that

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eventually in a later episode.

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That ad campaign was brilliant.

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That makes me feel stupid that I haven't

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brought it up on the show already.

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Will Boyd, liking chart hard.

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See what I mean?

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Like chart hard.

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Now, your graphic said chart harder.

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Yeah, yeah, yeah.

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Because that's what you want to do.

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But you chart harder with chart hard.

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Who would I get?

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You know who I would get if I

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were going to do a real?

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See down at the bottom, chart hard,

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AI documentation assistant.

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Okay, okay.

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On the top, it's like just do it.

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Got it.

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The slogan.

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Yeah, yeah.

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You get Terry Crews.

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You get Terry Crews and he comes in

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and he takes,

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you see someone charting and they like,

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they use the regular AI and it's like

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three sentences.

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Terry Crews walks over, grabs the laptop,

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snaps it over his knee and goes,

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what is this?

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You might get audited.

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I need to see thirty six pages from

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a reeval.

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What are you doing?

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Does he have enough coffee, though?

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He doesn't have enough coffee in this.

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He looks angry.

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Oh, look at that.

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Yeah,

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I forgot that there's thirty seven piles.

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It's a pile of thirty seven coffees.

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I can't believe we're four minutes in.

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We're still talking about our sponsor.

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But that's the value you get when you

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sponsor PT Breakfast Club.

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We don't read your twenty five second live

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read and stop.

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We talk about it for twelve minutes.

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So chart hard.

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That's a good one.

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All right.

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So I wanted to talk about this statistic.

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Kevin Brown shared this yesterday.

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on his LinkedIn page.

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And he had the statistic that said,

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and I'll get the citation wherever he got

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it.

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It doesn't even matter if the statistic is

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right.

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That's where we are in this world.

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We know this.

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Seventy-six percent of patients referred

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to PC never start care.

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And the ones who do,

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seventy percent of those drop out early.

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And I'm going to be using air quotes.

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I'm going to say early.

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Before the plan of care that the

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professional they came to see has said

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this would be three visits, twelve visits,

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eighty seven visits.

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Seventy percent of those people who

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actually do show up drop out early.

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So this I don't think this is a

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motivation problem.

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And I did a very popular Instagram video

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on this yesterday.

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Popular because you guys liked it and told

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me you liked it.

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I don't think it's a motivation problem in

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the video.

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I said it's a friction problem.

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We built a referral model that's easy for

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providers and it's not based on human

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behavior.

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So then in the video,

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if you look on my Instagram,

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I paralleled it with Netflix.

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Imagine you're the CEO of Netflix.

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Dave, you're the CEO of Netflix.

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Poof.

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And you're like, hey, marketing guys,

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how are we doing?

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What's the pipeline look like?

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And you're like, yes.

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If a hundred people sign up, turns out,

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seventy six percent of them never push

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play.

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because there's a two week delay from when

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you sign up for Netflix to when you

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can watch your first video.

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Now that's ridiculous if you're the CEO of

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Netflix, that's what healthcare is.

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Well,

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what about the people that do push play?

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They don't last a month and then they

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bail out.

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How long do you think Netflix would be

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in business?

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They'd be gone, right?

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I mean, right, I don't know.

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Can you hear me?

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Yeah, I mean,

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you absolutely have to invest in it and

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be creative and measure what works with

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marketing.

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So we know this.

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Nothing I just said was revolutionary.

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What do you do to fix this in

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your practice?

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And if Tony was here and if he

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is here and is able to type,

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we know his thumbs aren't broken.

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He's a smart guy.

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He'll show a comment.

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Why is this so complicated?

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Who benefits from it being complicated?

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And then who are the people who are

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doing it right?

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How do you do it?

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I know you have a very smooth system.

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Like, what do you think your ratio?

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It ain't seventy six percent of people who

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refer who get to Dave or get somewhere

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a referral.

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There's no way you're running at twenty

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four percent.

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Right.

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That that convert?

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Well, so this is like,

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this is like top of the funnel.

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And this is similar to like the APTA

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or the one of the other publications from

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the past five or ten years where it

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says only seven percent of people with

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musculoskeletal aches and pains actually

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get physical therapy.

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This is a different stat.

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Yeah, I'll get it.

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But this is saying seventy six of patients

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referred.

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So your doctor who everybody is like,

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this is God,

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maybe maybe less so in the in the

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Instagram era.

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But like my doctor wrote, said,

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go do PT.

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Seventy six percent of those people never

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start care.

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That's not a good number.

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And you're curious as to why.

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I mean,

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there's there's a couple a couple of right

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off the cuff hypotheses in terms of like.

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All right.

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Well,

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some people might have heard about the big

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box physical therapy.

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This kind of ties back into Nick Hoops.

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Is it Nick on LinkedIn?

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Hoops?

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Do you know him?

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H-O-O-P-E-S?

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He's from Ohio, I believe.

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Yeah.

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So a day ago,

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and maybe we can pull it in,

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but a day ago,

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he posted a post on LinkedIn,

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the uncomfortable truth about PT.

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And it was talking about

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the the big box volume based you know

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three four five whatever patients per day

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i think a combination of multiple things

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um some some consumers and and will boyd

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would be actually a perfect person to ask

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or you know get his sentiment on this

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i think a lot of people don't know

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what physical therapy is i think some

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people think when they hear physical

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therapy they're like that maybe that takes

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some effort and it's not just all passive

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like a massage or acupuncture that there's

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all these factors um

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They have to spend some money.

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They have to go somewhere.

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the, if, if, if, if, if, if, if,

00:09:03.881 --> 00:09:04.822
if, if, if, if, if, if, if, if,

00:09:04.842 --> 00:09:07.745
if, if, if, if, if, if, if,

00:09:28.876 --> 00:09:30.116
because I think it's,

00:09:30.297 --> 00:09:31.217
it's not just one thing.

00:09:31.597 --> 00:09:33.398
It's, it's multiple things, whether it's,

00:09:33.837 --> 00:09:34.479
Oh, my friend,

00:09:34.558 --> 00:09:35.778
I heard that my friend and my family

00:09:35.798 --> 00:09:37.600
member went to a big box physical therapy

00:09:37.639 --> 00:09:40.019
place and the place was, you know,

00:09:40.080 --> 00:09:40.860
packed with people.

00:09:41.541 --> 00:09:42.921
So, yeah, so maybe we can,

00:09:42.961 --> 00:09:43.760
maybe we can tie this in.

00:09:43.780 --> 00:09:45.942
So I commented on this and this kind

00:09:45.961 --> 00:09:48.562
of segues into like my biases with cash

00:09:49.202 --> 00:09:49.743
out of pocket,

00:09:49.783 --> 00:09:50.663
physical therapy or whatever.

00:09:50.682 --> 00:09:53.604
Oh man, this thing blew up.

00:09:53.644 --> 00:09:55.585
Forty one comments on LinkedIn is a lot.

00:09:56.538 --> 00:09:57.057
That is a lot.

00:09:57.099 --> 00:09:57.778
I'll try to find yours.

00:09:58.119 --> 00:09:59.320
And it's just from a day ago.

00:09:59.799 --> 00:10:00.259
Wow.

00:10:00.440 --> 00:10:01.500
Good on you, Nick.

00:10:01.541 --> 00:10:02.421
Touching a nerve.

00:10:03.042 --> 00:10:03.601
Where's yours?

00:10:03.621 --> 00:10:04.562
Yours is somewhere here.

00:10:05.482 --> 00:10:06.163
There it is.

00:10:06.202 --> 00:10:06.503
Hey, Nick,

00:10:06.543 --> 00:10:08.364
strongly disagree that many people simply

00:10:08.384 --> 00:10:09.985
can't afford even a hundred to a hundred

00:10:10.004 --> 00:10:11.405
fifty dollars for a self-pay PT visit.

00:10:11.706 --> 00:10:13.647
Most consumers are spenders.

00:10:13.687 --> 00:10:16.467
They spend money on whatever they value.

00:10:16.869 --> 00:10:17.788
Women spend two hundred dollars to get

00:10:17.808 --> 00:10:18.789
their haircut and blown out.

00:10:18.850 --> 00:10:20.070
People spend money on massages.

00:10:20.490 --> 00:10:22.572
This goes back to the we bitch about

00:10:23.552 --> 00:10:24.552
needs and not wants.

00:10:25.375 --> 00:10:27.537
I complain about food, mortgage rates,

00:10:27.697 --> 00:10:29.096
and gas prices.

00:10:29.697 --> 00:10:31.717
But I find the money for PlayStations.

00:10:32.359 --> 00:10:32.879
Exactly.

00:10:33.719 --> 00:10:35.779
That is part of the whole conversation.

00:10:36.000 --> 00:10:36.440
Exactly.

00:10:36.779 --> 00:10:38.681
But what I'm also talking about is this.

00:10:38.701 --> 00:10:39.620
There's got to be part of it.

00:10:40.721 --> 00:10:41.581
Because I said,

00:10:42.101 --> 00:10:43.623
if access is broken at the front door,

00:10:44.003 --> 00:10:45.023
it's complex.

00:10:46.344 --> 00:10:47.144
How do I get to PT?

00:10:47.183 --> 00:10:48.484
And then how do I use these benefits?

00:10:49.004 --> 00:10:50.504
This is on purpose, right?

00:10:50.705 --> 00:10:51.504
This is not a bug.

00:10:51.544 --> 00:10:52.985
This is a feature, right?

00:10:53.240 --> 00:10:54.846
Like Netflix, I bet you right now,

00:10:55.048 --> 00:10:56.413
if I went to Netflix.com,

00:10:56.514 --> 00:10:57.418
it's like name...

00:10:58.863 --> 00:11:00.865
Email address, credit card, start.

00:11:01.765 --> 00:11:04.187
But that is not what healthcare is.

00:11:04.447 --> 00:11:05.568
And that is, in my opinion,

00:11:05.589 --> 00:11:06.669
that's a feature, not a bug.

00:11:07.071 --> 00:11:09.913
Because you're paying for healthcare.

00:11:10.474 --> 00:11:11.894
If you're self-pay and you're paying out

00:11:11.914 --> 00:11:13.255
of pocket or you have no insurance and

00:11:13.275 --> 00:11:14.197
you want to pay out of pocket,

00:11:14.537 --> 00:11:16.058
the friction is very low.

00:11:16.298 --> 00:11:17.240
Or it should be, at least.

00:11:17.320 --> 00:11:17.919
Yes, yes, yes.

00:11:18.421 --> 00:11:21.844
But we're trained like Pavlov and his dog

00:11:21.864 --> 00:11:23.345
that you pay for health insurance every

00:11:23.384 --> 00:11:23.605
month.

00:11:24.326 --> 00:11:25.606
And I remember I wasn't even in PT

00:11:25.626 --> 00:11:26.687
school before someone reframed it.

00:11:26.727 --> 00:11:28.990
Like, you don't pay for health care.

00:11:29.509 --> 00:11:30.331
You're paying for health insurance.

00:11:30.350 --> 00:11:31.191
I'm like, those are the same things.

00:11:31.211 --> 00:11:31.532
And they're like,

00:11:32.451 --> 00:11:33.432
look at those two phrases.

00:11:33.613 --> 00:11:35.134
One says, they both say health.

00:11:35.715 --> 00:11:36.916
And that's where I fall apart.

00:11:37.416 --> 00:11:38.817
And then one says insurance and one says

00:11:38.856 --> 00:11:39.038
care.

00:11:39.057 --> 00:11:39.418
And you're like,

00:11:40.138 --> 00:11:42.740
car insurance and a car payment are

00:11:42.780 --> 00:11:43.160
different.

00:11:43.240 --> 00:11:44.741
I get a car with the car payment.

00:11:45.602 --> 00:11:46.562
With car insurance,

00:11:46.683 --> 00:11:48.764
if I smash into something, you know,

00:11:48.804 --> 00:11:50.186
quote, covered up to this amount.

00:11:50.726 --> 00:11:51.908
But we are in this country,

00:11:51.967 --> 00:11:53.349
we are like sort of beaten.

00:11:54.254 --> 00:11:57.135
and conditioned classically that this is

00:11:57.177 --> 00:11:59.798
what i get so my point is and

00:11:59.837 --> 00:12:01.318
i what i took about for this video

00:12:01.359 --> 00:12:02.918
is like dude this is hard on purpose

00:12:03.419 --> 00:12:05.441
so we never get there are there things

00:12:05.461 --> 00:12:07.100
we can do on our end because changing

00:12:07.142 --> 00:12:11.264
culture is huge important but hard what

00:12:11.303 --> 00:12:12.724
are people doing out there to make it

00:12:12.864 --> 00:12:15.966
so damn slippery like buy now the buy

00:12:16.025 --> 00:12:18.206
now button on amazon is worth trillions

00:12:19.168 --> 00:12:21.048
what is the buy now schedule now button

00:12:21.609 --> 00:12:23.769
can we simplify that like no so

00:12:25.347 --> 00:12:27.269
Part of the seventy six percent of people

00:12:27.349 --> 00:12:29.350
that are referred by their physician to

00:12:29.409 --> 00:12:30.149
physical therapy,

00:12:31.110 --> 00:12:33.991
we are not able to we meaning the

00:12:34.011 --> 00:12:35.312
physical therapy business owners,

00:12:35.352 --> 00:12:35.812
practice owners.

00:12:35.873 --> 00:12:38.734
We're not able to completely and directly

00:12:38.894 --> 00:12:40.695
influence what is said,

00:12:40.835 --> 00:12:42.676
what is said by the physician or the

00:12:42.696 --> 00:12:44.196
PA or the nurse or whatever.

00:12:44.696 --> 00:12:46.797
We're not able to frame it properly

00:12:47.017 --> 00:12:48.018
because it's their word.

00:12:48.317 --> 00:12:48.977
It's their words.

00:12:49.018 --> 00:12:49.759
It's their room.

00:12:49.778 --> 00:12:50.479
It's their office.

00:12:50.519 --> 00:12:50.698
Right.

00:12:51.178 --> 00:12:55.105
So these physicians, PAs, nurses, whoever,

00:12:55.426 --> 00:12:57.269
front desk people at some offices,

00:12:57.308 --> 00:12:58.910
at some doctor's offices are giving a

00:12:58.971 --> 00:12:59.231
list.

00:12:59.692 --> 00:13:00.714
They're giving you a list, Jimmy.

00:13:01.053 --> 00:13:01.235
Hey,

00:13:01.254 --> 00:13:03.238
here's a list of twenty three local

00:13:03.258 --> 00:13:04.038
physical therapy offices.

00:13:04.399 --> 00:13:05.120
No one is saying

00:13:06.091 --> 00:13:06.831
in my opinion, most,

00:13:07.312 --> 00:13:08.312
some physicians are great.

00:13:08.352 --> 00:13:08.994
If they're listening,

00:13:09.073 --> 00:13:10.615
I'm sure you're dialed in with this,

00:13:10.634 --> 00:13:11.955
but many physicians are just going to be

00:13:11.975 --> 00:13:12.875
like, Hey, you got back pain,

00:13:13.076 --> 00:13:13.836
go to physical therapy.

00:13:14.076 --> 00:13:15.878
They're not saying why you need physical

00:13:15.918 --> 00:13:16.177
therapy.

00:13:16.197 --> 00:13:17.879
They're not even justifying for two

00:13:17.938 --> 00:13:19.820
seconds, what they might do for you,

00:13:20.200 --> 00:13:21.120
why it's important.

00:13:21.921 --> 00:13:23.621
No side effects, uh,

00:13:24.023 --> 00:13:26.283
lower downstream medical bills.

00:13:26.443 --> 00:13:27.043
And you know,

00:13:27.063 --> 00:13:28.985
let's stop this thing before it gets out

00:13:29.025 --> 00:13:29.346
of hand.

00:13:29.586 --> 00:13:31.027
It's literally like, Hey Jimmy,

00:13:31.086 --> 00:13:32.226
just here's a piece of paper,

00:13:32.307 --> 00:13:33.067
this little referral,

00:13:34.326 --> 00:13:35.706
go to physical therapy for your back pain.

00:13:36.006 --> 00:13:36.947
No consumer,

00:13:37.607 --> 00:13:41.030
most consumers are not guided as to why

00:13:41.051 --> 00:13:41.671
they should do it.

00:13:42.030 --> 00:13:42.892
What's the benefit,

00:13:43.211 --> 00:13:44.113
why it's important to them,

00:13:44.293 --> 00:13:45.313
how it'll save them money,

00:13:45.774 --> 00:13:46.835
why it makes sense,

00:13:47.294 --> 00:13:48.655
why it'll help them get back to their

00:13:48.696 --> 00:13:49.015
goals.

00:13:49.417 --> 00:13:51.118
These physicians and PAs most of the time,

00:13:51.477 --> 00:13:53.639
most of the time don't care about their

00:13:53.659 --> 00:13:54.220
goals, right?

00:13:54.240 --> 00:13:55.461
So if Jimmy's the patient,

00:13:55.620 --> 00:13:57.763
they're not going to ask and know, oh,

00:13:57.822 --> 00:14:00.443
Jimmy is this podcaster who needs to have

00:14:00.524 --> 00:14:01.825
no back pain because he needs to be

00:14:01.865 --> 00:14:03.826
on planes and he's going to conferences.

00:14:04.347 --> 00:14:05.328
And he's got to be able to sit

00:14:05.450 --> 00:14:07.474
and do recordings and episodes.

00:14:07.995 --> 00:14:09.357
And if you need to get back to

00:14:09.398 --> 00:14:10.900
sitting as much as you do, Jimmy,

00:14:11.787 --> 00:14:12.826
You need to do physical therapy.

00:14:12.846 --> 00:14:14.707
We need to get this straightened out.

00:14:14.748 --> 00:14:15.227
We need to work.

00:14:15.388 --> 00:14:16.607
You probably need to work on, you know,

00:14:16.628 --> 00:14:17.488
your physical therapist is going to

00:14:17.508 --> 00:14:18.827
evaluate you and assess you and all that.

00:14:19.369 --> 00:14:21.828
So there's so many of these factors that

00:14:21.989 --> 00:14:23.269
are part of the conversation before they

00:14:23.328 --> 00:14:25.830
ever consider or reach out to a physical

00:14:25.870 --> 00:14:26.409
therapy office.

00:14:26.590 --> 00:14:27.330
So it's two things.

00:14:27.389 --> 00:14:27.769
Agreed.

00:14:28.009 --> 00:14:28.690
Let's just say,

00:14:28.710 --> 00:14:29.711
because I'm not a math major,

00:14:29.770 --> 00:14:31.191
let's just say half of the seventy six

00:14:31.230 --> 00:14:32.990
percent never show up to physical therapy

00:14:33.010 --> 00:14:34.532
and start because of what you just said.

00:14:34.951 --> 00:14:37.932
And the other half come to our website

00:14:38.052 --> 00:14:38.772
using air quotes.

00:14:39.232 --> 00:14:40.613
They get to whoever's website they were

00:14:40.653 --> 00:14:41.013
sent to.

00:14:41.692 --> 00:14:42.813
Let's own the other half.

00:14:43.374 --> 00:14:45.414
Because I still think we overcomplicate

00:14:45.495 --> 00:14:46.014
that part.

00:14:46.075 --> 00:14:47.155
Let's say we do have a person who

00:14:47.196 --> 00:14:49.136
has the money and the desire and they

00:14:49.177 --> 00:14:49.996
get to our website.

00:14:50.457 --> 00:14:52.197
You can ruin a lot of sales.

00:14:52.879 --> 00:14:55.679
You can ruin a lot of booking cruises.

00:14:56.400 --> 00:14:59.961
You can ruin a lot of any decisions

00:15:00.383 --> 00:15:02.663
if you make the friction...

00:15:03.519 --> 00:15:04.678
The coefficient of friction,

00:15:04.698 --> 00:15:05.899
look at me going back to physics.

00:15:06.460 --> 00:15:08.659
If the coefficient of friction is just

00:15:08.720 --> 00:15:09.421
slightly too high,

00:15:09.980 --> 00:15:12.260
it does not need to be crazy complex

00:15:12.301 --> 00:15:13.922
before I myself go,

00:15:14.402 --> 00:15:15.761
I saw this ad on Instagram.

00:15:16.602 --> 00:15:17.442
Then I went to your website,

00:15:17.462 --> 00:15:18.643
just clicked whatever shop.

00:15:19.543 --> 00:15:21.624
And I get there and you asked me

00:15:21.644 --> 00:15:22.943
to enter in like nine things.

00:15:22.964 --> 00:15:23.845
And then I got to take my credit

00:15:23.865 --> 00:15:24.684
card out of my pocket.

00:15:25.580 --> 00:15:26.139
What do I do?

00:15:26.240 --> 00:15:26.941
I go to Amazon,

00:15:26.980 --> 00:15:28.000
type in the name of your product,

00:15:28.442 --> 00:15:29.182
see if it's there.

00:15:29.581 --> 00:15:31.342
If it is, I might buy it.

00:15:31.423 --> 00:15:32.783
If it isn't definitely not buying it

00:15:32.823 --> 00:15:33.904
because they already have my credit card.

00:15:34.245 --> 00:15:35.065
It's that dumb.

00:15:35.826 --> 00:15:36.525
It is that dumb.

00:15:36.946 --> 00:15:38.027
We'll chime in and green points.

00:15:38.047 --> 00:15:38.187
Dave,

00:15:38.206 --> 00:15:39.307
there's a big difference between a

00:15:39.368 --> 00:15:41.249
referral and a pre-sold referral.

00:15:42.009 --> 00:15:42.408
And there's no,

00:15:42.549 --> 00:15:43.529
there's no pre-selling done.

00:15:43.549 --> 00:15:44.311
They don't, they don't care.

00:15:44.410 --> 00:15:44.691
They're like,

00:15:44.711 --> 00:15:46.231
they want the patient out of their office.

00:15:46.672 --> 00:15:48.472
Well, but they're, they're,

00:15:48.552 --> 00:15:50.474
they're rewarded for just for they,

00:15:50.494 --> 00:15:51.534
they're done at that point.

00:15:52.014 --> 00:15:52.095
Yep.

00:15:52.537 --> 00:15:54.738
This is them going, my haircut is done.

00:15:54.758 --> 00:15:56.460
And they're like, hey, man, hit the door.

00:15:56.480 --> 00:15:57.279
The next guy's coming in.

00:15:57.480 --> 00:15:58.821
So I will defend other people.

00:16:00.022 --> 00:16:01.222
They don't care because they don't care.

00:16:01.562 --> 00:16:02.384
We don't care either.

00:16:03.024 --> 00:16:05.806
We don't pre-sell like PAs or going back

00:16:05.826 --> 00:16:06.966
to a physician very well.

00:16:08.267 --> 00:16:08.888
Both are true.

00:16:09.368 --> 00:16:09.969
So agreed.

00:16:10.009 --> 00:16:11.610
So pre-sold meaning the referrer.

00:16:12.621 --> 00:16:16.065
whoever the sender is not selling the

00:16:16.144 --> 00:16:18.726
benefit of the receiver being the PT in

00:16:18.746 --> 00:16:19.227
this case.

00:16:19.288 --> 00:16:19.488
Right.

00:16:19.508 --> 00:16:21.448
And then Tony saying they don't know what

00:16:21.830 --> 00:16:22.610
this is unclear.

00:16:22.649 --> 00:16:24.351
They don't know what it will cost me

00:16:25.212 --> 00:16:25.812
money wise.

00:16:25.852 --> 00:16:26.774
They're just saying, go see,

00:16:26.994 --> 00:16:28.335
go see a PT, go to Dave.

00:16:28.655 --> 00:16:29.316
What's that cost?

00:16:30.057 --> 00:16:31.018
I don't know what you're going to need.

00:16:31.298 --> 00:16:33.019
Like when people come to me and they're

00:16:33.038 --> 00:16:33.139
like,

00:16:33.158 --> 00:16:35.480
can you do media or marketing for me?

00:16:35.681 --> 00:16:36.241
I'm like, yeah.

00:16:36.261 --> 00:16:37.123
They're like, what does it cost?

00:16:37.163 --> 00:16:37.383
I'm like,

00:16:38.383 --> 00:16:39.984
Could be anywhere from a dollar to a

00:16:40.124 --> 00:16:40.924
billion dollars.

00:16:41.644 --> 00:16:42.524
I don't know what you need.

00:16:42.544 --> 00:16:43.105
We just met.

00:16:43.125 --> 00:16:44.405
You said my image hurts.

00:16:45.567 --> 00:16:46.967
We might need to wash off that other

00:16:46.988 --> 00:16:48.269
stuff before we use this up.

00:16:49.089 --> 00:16:50.429
And they're practicing defensively.

00:16:50.590 --> 00:16:51.370
Yes, there it is.

00:16:51.730 --> 00:16:52.490
They're just saying, get out.

00:16:52.530 --> 00:16:53.150
Like, I don't know.

00:16:53.490 --> 00:16:55.072
I know the answer is something over here.

00:16:55.351 --> 00:16:57.212
This is simple, not easy.

00:16:57.594 --> 00:16:58.153
And if they don't,

00:16:58.754 --> 00:16:59.615
if they don't order it.

00:16:59.934 --> 00:17:00.595
Ah, there it is.

00:17:00.875 --> 00:17:01.395
If they don't order it,

00:17:01.416 --> 00:17:02.395
they're afraid of lawsuits.

00:17:02.716 --> 00:17:02.875
Sure.

00:17:02.897 --> 00:17:03.236
We're not.

00:17:03.876 --> 00:17:05.439
that is his perception as a patient.

00:17:05.920 --> 00:17:08.124
I don't disagree with Tony on that one,

00:17:08.163 --> 00:17:08.304
right?

00:17:08.324 --> 00:17:09.526
They're just like- So some,

00:17:10.507 --> 00:17:12.490
Tony's saying some of the percentage of

00:17:12.529 --> 00:17:13.632
the seventy-six percent

00:17:14.509 --> 00:17:16.549
are being referred and they might not

00:17:16.609 --> 00:17:18.470
actually be great candidates.

00:17:18.490 --> 00:17:19.769
They might, the physician,

00:17:19.789 --> 00:17:20.530
the PA or whatever,

00:17:20.790 --> 00:17:21.730
they probably know they're like,

00:17:21.770 --> 00:17:23.510
this patient shows up late all the time

00:17:23.530 --> 00:17:24.031
to my office.

00:17:24.051 --> 00:17:25.251
They're never going to go to physical

00:17:25.271 --> 00:17:26.471
therapy or whatever, like jokingly,

00:17:26.511 --> 00:17:27.492
like they're just,

00:17:27.613 --> 00:17:28.873
they're just making these referrals so

00:17:28.893 --> 00:17:30.393
that they can document it in the system

00:17:30.893 --> 00:17:32.554
because of the high volume of the patients

00:17:32.594 --> 00:17:33.634
are seeing and they're just checking a

00:17:33.673 --> 00:17:33.933
box.

00:17:33.953 --> 00:17:34.034
Yeah.

00:17:34.054 --> 00:17:34.974
Agreed.

00:17:35.055 --> 00:17:37.714
So my point for my video yesterday was

00:17:37.795 --> 00:17:39.915
I paralleled this with Netflix and we all

00:17:39.955 --> 00:17:40.296
laughed

00:17:40.336 --> 00:17:41.797
ha, ha, ha, Jimmy's being silly.

00:17:41.836 --> 00:17:42.458
Look what he's doing.

00:17:42.478 --> 00:17:44.319
He's paralleling healthcare and Netflix.

00:17:44.339 --> 00:17:44.920
That's cute.

00:17:45.601 --> 00:17:46.942
This would never fly with Netflix.

00:17:46.981 --> 00:17:47.082
Dude,

00:17:47.102 --> 00:17:48.282
they would have people in the boardroom

00:17:48.303 --> 00:17:50.464
being like, your asses are all maligned.

00:17:50.684 --> 00:17:53.367
Fix this in twenty minutes or you're out.

00:17:54.228 --> 00:17:56.450
And we just go, patient's noncompliant.

00:17:56.470 --> 00:17:57.131
They didn't show up.

00:17:57.750 --> 00:17:59.853
Imagine saying all the people who want to

00:18:00.173 --> 00:18:01.755
solve their boredom problem with Netflix,

00:18:01.775 --> 00:18:02.695
they're just noncompliant.

00:18:03.215 --> 00:18:06.378
Great, bro, but a business doesn't exist.

00:18:06.538 --> 00:18:07.480
Healthcare doesn't

00:18:08.167 --> 00:18:08.567
Floats.

00:18:08.728 --> 00:18:08.887
Like,

00:18:08.928 --> 00:18:10.449
we just keep floating this stupid thing.

00:18:10.950 --> 00:18:11.990
So my question is,

00:18:13.351 --> 00:18:14.731
we keep fixing other leaks.

00:18:14.852 --> 00:18:16.093
This is the biggest hole in the boat.

00:18:16.492 --> 00:18:17.854
Let's pretend this is the biggest hole in

00:18:17.874 --> 00:18:18.875
the boat in your clinic.

00:18:18.974 --> 00:18:20.415
Why aren't we fixing this?

00:18:20.796 --> 00:18:24.978
Stop every other thing until you fix this,

00:18:25.538 --> 00:18:26.459
or else what's the point?

00:18:26.659 --> 00:18:28.560
You are shoveling against the tide.

00:18:29.000 --> 00:18:30.162
You see how I self...

00:18:30.741 --> 00:18:33.202
uh i i keep it g-rated like we

00:18:33.222 --> 00:18:34.403
used to do that in radio we would

00:18:34.563 --> 00:18:36.344
sell people like you got to it got

00:18:36.364 --> 00:18:38.223
this this is becoming a family show i

00:18:38.263 --> 00:18:39.704
think we're going national we're going

00:18:39.744 --> 00:18:42.085
global it's a skill you're like what the

00:18:42.325 --> 00:18:44.465
are you talking about who does that who's

00:18:44.546 --> 00:18:46.527
editing in real time it's like me self

00:18:46.606 --> 00:18:47.967
edit but parents know how to do this

00:18:48.047 --> 00:18:49.367
parents have not you don't know how to

00:18:49.387 --> 00:18:50.788
do it yet because your kids don't probably

00:18:50.807 --> 00:18:53.469
oh oh oh no we're we're practicing already

00:18:53.509 --> 00:18:53.588
it's

00:18:55.346 --> 00:18:57.489
What age do kids start?

00:18:58.250 --> 00:18:59.250
He's repeating everything.

00:18:59.871 --> 00:19:00.751
I mean, he's twenty months old.

00:19:00.771 --> 00:19:02.073
He was repeating everything, you know,

00:19:02.232 --> 00:19:02.834
three months ago.

00:19:02.894 --> 00:19:03.894
Twenty months old.

00:19:04.954 --> 00:19:05.615
Wow.

00:19:05.715 --> 00:19:06.696
Where does that go?

00:19:07.150 --> 00:19:09.172
Almost two years old in March.

00:19:09.192 --> 00:19:10.794
Yeah.

00:19:10.814 --> 00:19:13.217
Will saying all those that are getting

00:19:13.257 --> 00:19:14.877
website traffic and aren't getting those

00:19:14.938 --> 00:19:17.040
people in the door need to hire you

00:19:17.060 --> 00:19:17.580
to meet me.

00:19:17.842 --> 00:19:19.623
They need to hire Jimmy and get the

00:19:19.663 --> 00:19:20.124
message out.

00:19:20.163 --> 00:19:21.164
Get Moe.

00:19:21.184 --> 00:19:23.647
I actually think I need to hire a

00:19:23.708 --> 00:19:26.510
combination of maybe me and Will or not

00:19:26.590 --> 00:19:27.132
me and Will,

00:19:27.152 --> 00:19:28.873
but like some people who do this.

00:19:29.962 --> 00:19:30.942
right?

00:19:31.903 --> 00:19:32.844
Say it to a business owner.

00:19:32.884 --> 00:19:34.065
Say it to a PT who's like,

00:19:34.085 --> 00:19:35.986
I don't understand how things work.

00:19:36.566 --> 00:19:41.949
A hundred people show up at your bar.

00:19:41.989 --> 00:19:44.150
Twenty-four come in.

00:19:45.170 --> 00:19:45.829
That's it.

00:19:46.371 --> 00:19:48.211
A hundred people got told by friends,

00:19:48.290 --> 00:19:49.711
this bar is dope.

00:19:49.751 --> 00:19:51.512
They get to your door.

00:19:53.153 --> 00:19:54.193
Only twenty-four walk in.

00:19:54.814 --> 00:19:55.835
Are you going to be a bar very

00:19:55.875 --> 00:19:56.015
long?

00:19:57.221 --> 00:19:58.803
And of those people that come in,

00:19:59.703 --> 00:20:01.285
seventy percent of twenty four,

00:20:01.345 --> 00:20:02.905
ten percent is two point four, two, four.

00:20:02.925 --> 00:20:04.508
I don't know.

00:20:04.607 --> 00:20:06.288
Seventy percent of those people.

00:20:06.348 --> 00:20:09.991
So to nine people out of one hundred

00:20:10.352 --> 00:20:12.073
actually buy a drink.

00:20:13.294 --> 00:20:14.555
That bar doesn't bar.

00:20:15.056 --> 00:20:18.778
That bar doesn't bar the barrier.

00:20:18.999 --> 00:20:20.460
What's wrong with your door?

00:20:21.019 --> 00:20:22.500
Maybe your signs are stupid.

00:20:22.580 --> 00:20:24.803
Maybe there's no on neon light.

00:20:25.042 --> 00:20:26.064
Your bar is done.

00:20:27.412 --> 00:20:30.472
And people told you to go fix this

00:20:30.492 --> 00:20:31.753
problem.

00:20:31.794 --> 00:20:33.755
The positive, I, yes, the websites,

00:20:33.875 --> 00:20:35.095
every website needs to get better.

00:20:35.315 --> 00:20:37.135
Mine included copywriting, you know,

00:20:37.175 --> 00:20:38.155
better design, whatever.

00:20:38.556 --> 00:20:38.916
I really,

00:20:39.017 --> 00:20:40.176
I mentioned this before in the show that

00:20:40.977 --> 00:20:42.077
there is the positive,

00:20:43.258 --> 00:20:46.179
the positive digital assistance of

00:20:46.720 --> 00:20:49.800
YouTube, Instagram, Facebook, you know,

00:20:49.820 --> 00:20:50.580
putting up images,

00:20:50.621 --> 00:20:52.142
especially videos showing inside your

00:20:52.182 --> 00:20:52.501
clinic.

00:20:52.781 --> 00:20:54.343
I'm trying to do more of it.

00:20:54.623 --> 00:20:55.403
Uh, and so,

00:20:56.364 --> 00:20:57.404
All of that is helping.

00:20:57.505 --> 00:21:01.348
And I think more consumers are seeing

00:21:01.368 --> 00:21:02.529
things on TikTok.

00:21:02.569 --> 00:21:02.930
I forgot.

00:21:02.950 --> 00:21:04.932
So TikTok, Instagram, Facebook,

00:21:05.751 --> 00:21:06.873
a little bit of YouTube, whatever.

00:21:06.932 --> 00:21:07.093
Like,

00:21:07.193 --> 00:21:08.934
I feel like more consumers are

00:21:09.615 --> 00:21:10.215
understanding.

00:21:10.236 --> 00:21:11.938
So this whole, you know,

00:21:11.958 --> 00:21:13.558
that's seventy six percent of people that

00:21:13.898 --> 00:21:15.300
are referred don't go to physical therapy.

00:21:15.540 --> 00:21:16.642
There's a whole other bucket.

00:21:17.221 --> 00:21:19.164
of people that were not referred that are

00:21:19.244 --> 00:21:20.826
self-referring themselves and finding

00:21:20.846 --> 00:21:22.648
people on instagram and practices and they

00:21:22.729 --> 00:21:25.071
see the therapist treating a patient

00:21:25.092 --> 00:21:26.534
talking to a patient or having fun or

00:21:26.574 --> 00:21:28.957
doing a tick-tock dance or whatever and

00:21:29.238 --> 00:21:31.961
that bucket of people are going themselves

00:21:32.101 --> 00:21:33.703
and i i bet it's it's i bet

00:21:33.743 --> 00:21:35.065
it's the inverse i bet it's like

00:21:35.705 --> 00:21:37.027
I don't know what the number is,

00:21:37.106 --> 00:21:40.328
but it's the majority of people seeing

00:21:40.509 --> 00:21:42.650
videos on Instagram or TikTok or whatever

00:21:42.810 --> 00:21:45.531
of a physical therapy office, chiro,

00:21:45.571 --> 00:21:48.034
massage, acupuncture, health and wellness,

00:21:48.054 --> 00:21:48.374
whatever.

00:21:49.035 --> 00:21:51.056
They are taking their own,

00:21:51.256 --> 00:21:51.935
of their own volition,

00:21:51.955 --> 00:21:55.378
they're taking the step to go and for

00:21:55.398 --> 00:21:55.919
themselves.

00:21:56.679 --> 00:21:57.000
Okay.

00:21:57.039 --> 00:21:59.320
So we are talking about top of funnel

00:21:59.381 --> 00:22:00.182
or mid funnel.

00:22:01.255 --> 00:22:02.455
Somewhere between mid...

00:22:02.476 --> 00:22:03.537
You're talking about top of funnel.

00:22:03.896 --> 00:22:04.237
I agree.

00:22:04.257 --> 00:22:05.137
That's where I like to live.

00:22:05.377 --> 00:22:06.058
But I think,

00:22:06.078 --> 00:22:07.359
and I don't want to speak for him,

00:22:08.019 --> 00:22:09.000
Will Boyd would say,

00:22:09.622 --> 00:22:11.143
your middle bottom of funnel,

00:22:11.303 --> 00:22:13.324
the time when someone touches the

00:22:13.404 --> 00:22:16.426
doorknob, that's too complicated.

00:22:16.527 --> 00:22:21.089
Imagine a bar doorknob with a keypad.

00:22:21.131 --> 00:22:21.971
Had a couple drinks.

00:22:22.391 --> 00:22:24.212
I don't know how this code works,

00:22:24.313 --> 00:22:24.772
so I go home.

00:22:25.413 --> 00:22:26.994
That's what I'm talking about.

00:22:27.194 --> 00:22:29.217
And there's the keypad.

00:22:30.026 --> 00:22:31.646
if you want to use your health insurance

00:22:31.787 --> 00:22:34.009
and have the friction of a third party

00:22:34.048 --> 00:22:36.830
payer and yes i know that some of

00:22:36.851 --> 00:22:38.771
your wages were garnished and that goes to

00:22:38.791 --> 00:22:40.792
your monthly premiums or whatever maybe

00:22:40.873 --> 00:22:41.973
and or you're paying your premiums

00:22:41.993 --> 00:22:43.914
directly and you want to use your health

00:22:43.934 --> 00:22:45.516
insurance i get it i get it but

00:22:45.817 --> 00:22:47.196
if you want to use this third party

00:22:47.217 --> 00:22:49.999
system you have to accept this historical

00:22:50.299 --> 00:22:53.642
ridiculous friction the keypad lock on the

00:22:53.662 --> 00:22:53.801
door

00:22:54.480 --> 00:22:55.500
Let's go to the phones here,

00:22:55.540 --> 00:22:56.060
the internets.

00:22:56.641 --> 00:22:57.701
David Rowan.

00:22:58.241 --> 00:22:59.242
I'm just going to call him D-three.

00:22:59.923 --> 00:23:00.663
D-three says, Dave,

00:23:00.722 --> 00:23:02.183
can you call Kim Kardashian and ask her

00:23:02.203 --> 00:23:02.904
to hype up PT?

00:23:02.944 --> 00:23:04.545
PT needs some celebrity endorsements.

00:23:04.565 --> 00:23:05.665
Absolutely.

00:23:06.165 --> 00:23:07.326
Tony talking with his thumbs today because

00:23:07.346 --> 00:23:08.106
he lost his voice.

00:23:08.768 --> 00:23:09.188
Same for me.

00:23:09.208 --> 00:23:10.929
We have more resources and information

00:23:10.969 --> 00:23:11.568
than ever.

00:23:11.628 --> 00:23:11.929
YouTube,

00:23:11.949 --> 00:23:14.290
ChatGPT have saved me tens of thousands of

00:23:14.330 --> 00:23:14.671
dollars.

00:23:14.810 --> 00:23:16.451
I just zhuzhed up my website this morning

00:23:16.471 --> 00:23:18.113
in an hour that I probably would have

00:23:18.133 --> 00:23:19.012
had to hire someone.

00:23:19.333 --> 00:23:21.294
I am now already ranking higher on Apple

00:23:21.334 --> 00:23:21.894
Podcasts.

00:23:22.494 --> 00:23:24.056
by doing two simple things.

00:23:24.395 --> 00:23:25.297
I already hit refresh.

00:23:25.696 --> 00:23:26.917
I now rank at the top if you

00:23:26.978 --> 00:23:28.419
go to Apple Podcasts and type in physical

00:23:28.439 --> 00:23:28.759
therapy.

00:23:28.980 --> 00:23:29.299
Test it.

00:23:29.559 --> 00:23:30.760
That was from using ChatGPT.

00:23:31.540 --> 00:23:32.821
That is money that might have gone to

00:23:32.862 --> 00:23:33.563
service providers.

00:23:33.883 --> 00:23:35.124
Someone else solved the problem.

00:23:35.463 --> 00:23:36.984
You are losing more people at the top

00:23:37.025 --> 00:23:37.405
of funnel.

00:23:37.566 --> 00:23:39.527
My point is literally,

00:23:39.767 --> 00:23:41.107
Josh Funk was talking about this.

00:23:41.588 --> 00:23:42.348
How are you getting,

00:23:42.970 --> 00:23:43.529
I think it was him.

00:23:43.609 --> 00:23:44.210
He said,

00:23:45.431 --> 00:23:47.633
your intake forms are costing you money.

00:23:49.778 --> 00:23:51.220
I bring my dad to a lot of

00:23:51.559 --> 00:23:52.279
doctor's appointments now.

00:23:52.299 --> 00:23:53.161
Do you know how many times I fill

00:23:53.181 --> 00:23:55.122
out the same damn paper form?

00:23:55.622 --> 00:23:56.041
Six times.

00:23:56.502 --> 00:23:58.463
You're telling me a chatbot can't ask me

00:23:58.503 --> 00:23:59.683
questions verbally.

00:23:59.984 --> 00:24:01.965
I answer them verbally, and then it goes,

00:24:02.026 --> 00:24:02.905
got it.

00:24:02.965 --> 00:24:04.186
There's the insurance number.

00:24:04.207 --> 00:24:05.488
There's the name, first, last, middle.

00:24:05.907 --> 00:24:07.028
It can't just disperse that.

00:24:07.307 --> 00:24:08.409
In twenty twenty six,

00:24:08.888 --> 00:24:10.250
it's losing you money because eventually

00:24:10.269 --> 00:24:10.950
I'm going to be so pissed.

00:24:10.990 --> 00:24:11.810
I just don't come back.

00:24:12.230 --> 00:24:13.030
Tony also saying,

00:24:13.050 --> 00:24:14.271
I wonder how many people get with

00:24:14.352 --> 00:24:15.771
orthopedic conditions like knee, hip,

00:24:15.791 --> 00:24:16.551
shoulder, OA pain,

00:24:16.892 --> 00:24:18.712
get a surgical recommendation and don't

00:24:18.792 --> 00:24:19.752
do, Ooh, this would be great.

00:24:19.972 --> 00:24:20.653
I bet you,

00:24:21.633 --> 00:24:25.773
I bet a hundred dollars American surgeons,

00:24:27.154 --> 00:24:29.355
surgeons process in the same healthcare

00:24:29.394 --> 00:24:30.714
system are smoother.

00:24:30.974 --> 00:24:31.296
Why?

00:24:31.596 --> 00:24:33.776
Because it matters more.

00:24:33.875 --> 00:24:35.936
Every person, every person who's going to,

00:24:36.116 --> 00:24:37.396
who's referred for surgery is

00:24:38.108 --> 00:24:39.608
when they touch the doorknob at the bar,

00:24:40.028 --> 00:24:42.650
it's ten grand, twenty grand, fifty grand.

00:24:42.750 --> 00:24:44.029
That's beach house money, baby.

00:24:44.210 --> 00:24:49.431
There's no my thoughts on Tony's question

00:24:49.570 --> 00:24:53.751
is it's it's a lower percentage of people

00:24:53.791 --> 00:24:56.113
that don't do it because historically

00:24:56.593 --> 00:24:57.792
physicians have this, you know,

00:24:57.873 --> 00:24:59.673
God influence the status.

00:24:59.733 --> 00:25:01.634
And if a surgeon says you need surgery,

00:25:03.077 --> 00:25:05.201
Most people are going to do it.

00:25:05.261 --> 00:25:06.063
A lot of people are going to do

00:25:06.083 --> 00:25:06.143
it.

00:25:06.384 --> 00:25:06.703
Agreed,

00:25:06.724 --> 00:25:09.108
but I'm still talking about top of funnel,

00:25:09.189 --> 00:25:09.849
I agree with you.

00:25:10.069 --> 00:25:11.152
That messaging is easier,

00:25:11.192 --> 00:25:11.973
plus they're closer.

00:25:12.054 --> 00:25:13.477
They're sitting in my office and I go,

00:25:13.797 --> 00:25:14.557
bone on bone, bro.

00:25:15.138 --> 00:25:15.780
Look at this x-ray.

00:25:16.484 --> 00:25:16.805
Agreed.

00:25:17.384 --> 00:25:17.945
You're selling.

00:25:18.205 --> 00:25:19.286
I'm not in the room when you're referring

00:25:19.326 --> 00:25:20.507
me as if I'm a physical therapist.

00:25:20.547 --> 00:25:21.488
What I'm talking about,

00:25:21.847 --> 00:25:23.409
I bet you the process to get it

00:25:23.548 --> 00:25:26.190
is a little better than ours because it's

00:25:26.369 --> 00:25:27.631
worth more.

00:25:27.911 --> 00:25:31.512
The PT clinic business national chain that

00:25:31.593 --> 00:25:34.374
starts solving this problem, listen to me,

00:25:34.934 --> 00:25:36.535
does not need to spend as much on

00:25:36.575 --> 00:25:36.935
marketing.

00:25:37.175 --> 00:25:38.195
And I'm a marketing guy.

00:25:38.916 --> 00:25:41.377
Fix the thing below and you don't have

00:25:41.417 --> 00:25:43.259
to worry about the thing above as much.

00:25:45.653 --> 00:25:47.076
Can you clarify that?

00:25:47.175 --> 00:25:48.977
Let's do a hundred.

00:25:49.136 --> 00:25:50.479
You get a hundred people paying it.

00:25:50.659 --> 00:25:51.799
A hundred people are sitting in a

00:25:51.859 --> 00:25:53.922
surgeon's office and the surgeon says,

00:25:54.882 --> 00:25:56.223
all hundred of you need surgery.

00:25:56.604 --> 00:25:57.944
Dave is saying, it sounds like,

00:25:57.964 --> 00:25:59.405
Dave is saying, well, yeah,

00:25:59.425 --> 00:26:00.846
because the surgeon has a God complex.

00:26:00.867 --> 00:26:01.708
So out of those hundred,

00:26:02.388 --> 00:26:03.750
ninety are going to be like, got it.

00:26:03.930 --> 00:26:04.411
I agree with you.

00:26:04.431 --> 00:26:05.652
Ten are going to go, I'm tough.

00:26:05.811 --> 00:26:06.332
I don't have the money.

00:26:06.352 --> 00:26:06.972
I don't want to deal with it.

00:26:07.413 --> 00:26:08.493
Ninety are going to step forward.

00:26:08.993 --> 00:26:10.256
I'm talking about the next step.

00:26:11.036 --> 00:26:11.396
What do I do?

00:26:12.352 --> 00:26:13.012
Do I book?

00:26:13.373 --> 00:26:13.953
My thing is,

00:26:14.294 --> 00:26:15.895
I bet you the assistant is already walking

00:26:15.976 --> 00:26:16.636
in going,

00:26:17.037 --> 00:26:17.897
I'm going to take you right here.

00:26:17.917 --> 00:26:18.999
We're going to get the paperwork filled

00:26:19.038 --> 00:26:19.159
out.

00:26:19.219 --> 00:26:19.960
Do this.

00:26:20.580 --> 00:26:20.740
Right.

00:26:20.760 --> 00:26:22.403
That's the friction point I'm talking

00:26:22.423 --> 00:26:22.603
about.

00:26:22.962 --> 00:26:25.365
And of those ninety seventy nine.

00:26:25.726 --> 00:26:27.288
But that's that's in-house.

00:26:27.307 --> 00:26:28.429
The next step you're talking about is

00:26:28.509 --> 00:26:30.090
in-house within the physician's office.

00:26:30.603 --> 00:26:31.983
That's a different situation when a

00:26:32.104 --> 00:26:33.986
physician is referring to physical therapy

00:26:34.006 --> 00:26:36.387
that is now external for another practice.

00:26:36.407 --> 00:26:37.368
It's like two different things.

00:26:37.749 --> 00:26:38.009
Yes.

00:26:38.410 --> 00:26:40.751
What I'm talking about is it's in our

00:26:40.791 --> 00:26:42.814
best interest as physical therapists.

00:26:42.854 --> 00:26:43.934
Since we're not in the room,

00:26:44.055 --> 00:26:45.496
we have to triple down on this.

00:26:46.156 --> 00:26:49.078
How do we improve when a hundred people

00:26:49.138 --> 00:26:50.980
are at a doctor's office getting a

00:26:51.020 --> 00:26:51.582
referral and

00:26:52.342 --> 00:26:54.344
And then we get a photocopied list.

00:26:54.644 --> 00:26:56.045
When someone lands at

00:26:56.164 --> 00:26:57.987
TotalTherapySolution.com,

00:26:58.788 --> 00:27:00.509
Tony says he has no intake form,

00:27:00.648 --> 00:27:01.349
no health questioners.

00:27:01.650 --> 00:27:02.451
Give me your name and signature.

00:27:02.471 --> 00:27:03.030
We start right now.

00:27:03.070 --> 00:27:03.932
That's no friction.

00:27:03.951 --> 00:27:06.874
I shouldn't say no friction.

00:27:06.993 --> 00:27:08.556
And you know he is a gem.

00:27:08.635 --> 00:27:09.375
He is rare,

00:27:09.497 --> 00:27:11.919
and everyone else has big intake forms.

00:27:11.959 --> 00:27:13.319
Tony still needs to get all the same

00:27:13.359 --> 00:27:15.781
information that ATI or Athletico gets.

00:27:16.142 --> 00:27:16.823
Tony just goes,

00:27:17.002 --> 00:27:19.144
I'm going to move that friction later.

00:27:20.193 --> 00:27:20.595
We don't,

00:27:21.095 --> 00:27:22.037
if you want to book a call with

00:27:22.076 --> 00:27:23.659
me for me to look at your marketing,

00:27:23.999 --> 00:27:25.381
I send you one link and I just

00:27:25.401 --> 00:27:26.722
need your name, email address,

00:27:26.903 --> 00:27:28.505
then you pick the time and date to

00:27:28.525 --> 00:27:29.105
get scheduled.

00:27:29.366 --> 00:27:30.828
How many PT clinics can say that?

00:27:31.740 --> 00:27:33.281
When their call to action is call me,

00:27:33.682 --> 00:27:34.182
my man,

00:27:34.201 --> 00:27:36.463
it's twenty twenty five about to be twenty

00:27:36.483 --> 00:27:36.844
twenty six.

00:27:37.023 --> 00:27:37.884
I'm probably not calling you.

00:27:38.964 --> 00:27:39.625
It's friction filled.

00:27:39.786 --> 00:27:40.066
Yes,

00:27:40.266 --> 00:27:41.306
I am a lazy son of a bitch.

00:27:42.406 --> 00:27:43.928
The ten numbers I have to dial too

00:27:43.948 --> 00:27:44.067
much.

00:27:44.428 --> 00:27:46.469
Give me the Calendly link and let me

00:27:46.528 --> 00:27:49.010
book myself because I'm an adult and you

00:27:49.030 --> 00:27:51.051
have computers with an EHR.

00:27:51.432 --> 00:27:53.313
I'm literally talking about this basic

00:27:53.353 --> 00:27:54.394
thing, right?

00:27:56.414 --> 00:27:59.336
One overlooked thing with this is if it's

00:27:59.457 --> 00:27:59.997
in network.

00:28:00.786 --> 00:28:04.528
and it's the copay it's easier to be

00:28:04.548 --> 00:28:06.210
a hundred percent digital if you are

00:28:06.250 --> 00:28:08.131
selling a three hundred dollar evaluation

00:28:08.691 --> 00:28:11.252
and then so jimmy back pain you you

00:28:11.272 --> 00:28:12.653
want to just do a chat bot you

00:28:12.673 --> 00:28:14.214
want to do email whatever you want to

00:28:14.255 --> 00:28:17.356
message into my practice yes we we ideally

00:28:17.376 --> 00:28:18.597
want to get you on the phone because

00:28:18.637 --> 00:28:20.538
of the different situation now you might

00:28:20.578 --> 00:28:22.080
say you might say you know i want

00:28:22.101 --> 00:28:23.981
a book or whatever we want to because

00:28:24.102 --> 00:28:25.603
i want to we want to drop on

00:28:25.643 --> 00:28:26.864
the phone call we want to say

00:28:27.463 --> 00:28:28.305
We want context.

00:28:28.365 --> 00:28:29.345
We want to build rapport.

00:28:29.384 --> 00:28:30.105
We want to let you know,

00:28:30.125 --> 00:28:30.605
we want to,

00:28:30.645 --> 00:28:32.708
we want to build some goodwill before we

00:28:32.748 --> 00:28:33.949
drop it on you and say, Hey,

00:28:34.388 --> 00:28:36.410
we actually don't take any insurances and

00:28:36.470 --> 00:28:37.790
it's a three hundred dollar valuation.

00:28:38.151 --> 00:28:38.612
And we need,

00:28:38.811 --> 00:28:41.493
we need some context to build that up.

00:28:42.334 --> 00:28:43.015
And now, now, of course,

00:28:43.055 --> 00:28:43.855
if you're just like, well,

00:28:43.994 --> 00:28:44.915
I'm not going to get on a phone

00:28:44.935 --> 00:28:45.557
call and whatever.

00:28:45.717 --> 00:28:48.317
And that's not what I said.

00:28:48.357 --> 00:28:48.598
Sorry.

00:28:48.638 --> 00:28:48.818
Sorry.

00:28:48.858 --> 00:28:49.038
Sorry.

00:28:49.659 --> 00:28:50.960
I would one thousand percent get on a

00:28:50.980 --> 00:28:51.381
phone call.

00:28:52.240 --> 00:28:53.442
I'm not going to make the first step

00:28:53.521 --> 00:28:54.762
into ambiguity with a phone call.

00:28:56.126 --> 00:28:57.067
So what's the first step?

00:28:57.086 --> 00:28:58.587
Does someone pick a time for Dave to

00:28:58.607 --> 00:29:01.548
call them?

00:29:01.568 --> 00:29:03.789
Like with you?

00:29:04.430 --> 00:29:04.549
Yeah.

00:29:04.589 --> 00:29:06.269
If I go to conciergepaymentrelief.com,

00:29:06.730 --> 00:29:07.250
what do I do?

00:29:07.290 --> 00:29:08.790
Do I click to get a call or

00:29:08.810 --> 00:29:09.692
do I have to click to book a

00:29:09.731 --> 00:29:10.892
call or do I have to actually dial

00:29:10.932 --> 00:29:11.531
numbers and call?

00:29:12.373 --> 00:29:13.833
So of course you can fill out a

00:29:13.873 --> 00:29:15.272
form on our website if you want.

00:29:15.773 --> 00:29:18.233
But we got to get back to you,

00:29:18.275 --> 00:29:18.734
obviously.

00:29:18.934 --> 00:29:19.595
That's okay.

00:29:20.515 --> 00:29:21.576
I'm okay with that.

00:29:22.695 --> 00:29:23.576
Okay.

00:29:23.695 --> 00:29:25.537
So it's either you submit a form.

00:29:26.227 --> 00:29:28.229
Or we have a phone number.

00:29:28.449 --> 00:29:29.569
You can call it right now.

00:29:29.589 --> 00:29:30.770
Someone else is going to answer it and

00:29:30.931 --> 00:29:31.971
get your lead information.

00:29:32.392 --> 00:29:33.854
This is my feeling.

00:29:34.034 --> 00:29:35.194
I would love to hear what Will or

00:29:35.234 --> 00:29:35.734
Tony think.

00:29:35.935 --> 00:29:37.977
I literally think by moving the friction

00:29:37.997 --> 00:29:39.057
like Tony does downline...

00:29:39.337 --> 00:29:40.479
Tony still needs to get all their

00:29:40.519 --> 00:29:41.259
insurance information.

00:29:41.400 --> 00:29:43.102
He just doesn't make it a barrier at

00:29:43.122 --> 00:29:43.622
the front door.

00:29:43.642 --> 00:29:44.823
Imagine you had to walk up to a

00:29:44.863 --> 00:29:46.625
bar and you had to scan your ID

00:29:46.664 --> 00:29:47.905
and show your social security card.

00:29:47.945 --> 00:29:49.247
And you're like, I don't fucking have it.

00:29:49.267 --> 00:29:49.646
I'm leaving.

00:29:50.407 --> 00:29:53.790
All I'm saying is... Uh...

00:29:54.949 --> 00:29:55.769
Move it downstream.

00:29:56.329 --> 00:29:56.829
Book a call.

00:29:57.029 --> 00:29:58.411
Like I'd rather, I'd rather you,

00:29:58.751 --> 00:30:00.232
Dave would probably rather do a bunch of

00:30:00.272 --> 00:30:01.093
thirty minute calls,

00:30:01.633 --> 00:30:03.394
more thirty minute calls to rule people

00:30:03.555 --> 00:30:06.876
out than waiting for those people to call.

00:30:07.757 --> 00:30:09.979
I want to get people on my calendar

00:30:10.078 --> 00:30:11.099
doing visibility calls.

00:30:11.339 --> 00:30:12.461
That's where you tell me everything about

00:30:12.500 --> 00:30:12.661
you.

00:30:12.740 --> 00:30:14.541
I ask you ten to fifteen questions and

00:30:14.561 --> 00:30:15.142
then I go,

00:30:15.201 --> 00:30:16.143
I'm going to give you a report in

00:30:16.163 --> 00:30:16.522
your email.

00:30:17.044 --> 00:30:18.064
It's going to show you where your gaps

00:30:18.104 --> 00:30:19.724
are from everything you just told me and

00:30:19.744 --> 00:30:20.806
then I'm going to put this much of

00:30:20.846 --> 00:30:22.267
a plan into it and if you want

00:30:22.287 --> 00:30:22.606
it, great.

00:30:22.646 --> 00:30:23.407
If not, also great.

00:30:24.234 --> 00:30:24.796
But if I said,

00:30:24.855 --> 00:30:26.116
call me and I'll figure out when I'm

00:30:26.277 --> 00:30:27.357
like, I'm telling you,

00:30:27.397 --> 00:30:28.499
that is a big barrier.

00:30:28.618 --> 00:30:30.339
That is a huge, huge barrier.

00:30:30.480 --> 00:30:31.961
Buy now is worth billions.

00:30:32.321 --> 00:30:33.923
Tony switching platforms to share the love

00:30:33.962 --> 00:30:35.203
to get you watch time on different

00:30:35.223 --> 00:30:35.605
platforms.

00:30:35.944 --> 00:30:36.746
Oh, thank you, Tony.

00:30:37.066 --> 00:30:37.526
You the man.

00:30:38.227 --> 00:30:38.847
So smart.

00:30:41.094 --> 00:30:43.375
Um, I, I think this is, yeah,

00:30:43.435 --> 00:30:44.636
Tony will take the risk of giving a

00:30:44.696 --> 00:30:46.018
free visit that doesn't get paid by

00:30:46.038 --> 00:30:46.578
insurance.

00:30:46.778 --> 00:30:48.359
Then make patients wait for me to verify

00:30:48.400 --> 00:30:48.700
coverage.

00:30:49.141 --> 00:30:50.521
He still has to verify coverage.

00:30:50.842 --> 00:30:52.603
He's just moving it downstream.

00:30:52.863 --> 00:30:53.223
And I,

00:30:53.304 --> 00:30:54.625
this is not a thing Dave should be

00:30:54.664 --> 00:30:54.944
doing.

00:30:55.384 --> 00:30:57.906
Dave should be when we have a qualified

00:30:57.946 --> 00:30:59.568
person, or I do agree with you.

00:30:59.588 --> 00:31:00.449
You're like, listen,

00:31:00.608 --> 00:31:02.471
I'm the only person who that's a Dave

00:31:02.490 --> 00:31:02.691
thing.

00:31:03.151 --> 00:31:05.113
Only Dave can really like hear the thing

00:31:05.173 --> 00:31:07.054
between the words agreed, agreed, agreed,

00:31:07.115 --> 00:31:07.375
agreed.

00:31:07.734 --> 00:31:08.836
I don't think we're disagreeing.

00:31:10.663 --> 00:31:12.203
But you're also different because you're

00:31:12.223 --> 00:31:13.525
cash, which I like.

00:31:13.884 --> 00:31:14.965
So you need to explain more.

00:31:15.385 --> 00:31:17.106
I still think the smoother you make...

00:31:17.346 --> 00:31:19.008
All I'm saying is the smoother you make

00:31:19.028 --> 00:31:21.630
this with as few clicks as possible and

00:31:21.670 --> 00:31:24.191
as few calories burned in your brain,

00:31:24.971 --> 00:31:25.251
the better.

00:31:25.571 --> 00:31:25.872
You win.

00:31:26.553 --> 00:31:29.273
But we're trying to fix brands and colors

00:31:29.314 --> 00:31:30.674
and which TikTok dance we should do.

00:31:30.714 --> 00:31:31.776
And I'm like, wrong.

00:31:32.720 --> 00:31:34.780
use of brain power yeah you're yeah you're

00:31:35.020 --> 00:31:37.103
you're talking about the fundamentals of

00:31:37.803 --> 00:31:40.344
onboard like contacting and speaking with

00:31:40.404 --> 00:31:43.605
prospective patients what's that flow is

00:31:43.665 --> 00:31:45.346
how much resistance should be there what's

00:31:45.386 --> 00:31:47.888
the process all that yes all that is

00:31:48.588 --> 00:31:50.309
table stakes in my opinion then then all

00:31:50.329 --> 00:31:52.070
the other stuff like you said website copy

00:31:52.151 --> 00:31:54.813
design tick tock videos instagram content

00:31:54.853 --> 00:31:55.093
whatever

00:31:55.615 --> 00:31:55.835
Yeah,

00:31:55.894 --> 00:31:57.355
nothing gets in the way of a complicated

00:31:57.395 --> 00:31:58.635
evaluation, says Tony.

00:31:58.777 --> 00:32:01.377
But most of my evaluations are twenty

00:32:01.397 --> 00:32:01.938
minutes or less.

00:32:02.038 --> 00:32:03.318
Very low cost for me to evaluate a

00:32:03.358 --> 00:32:03.719
new referral.

00:32:04.219 --> 00:32:04.838
He's like,

00:32:05.960 --> 00:32:06.740
put the person in front of me.

00:32:07.099 --> 00:32:07.641
Let's go.

00:32:07.681 --> 00:32:08.141
Here we go.

00:32:08.181 --> 00:32:08.721
I'll figure it out later.

00:32:08.820 --> 00:32:10.741
Don't worry, we'll figure it out later.

00:32:10.761 --> 00:32:10.942
He's like,

00:32:11.001 --> 00:32:12.522
I'd rather do a bunch of C minuses,

00:32:12.583 --> 00:32:15.964
which means I did something and it didn't

00:32:16.005 --> 00:32:16.625
lead to anything.

00:32:17.204 --> 00:32:20.227
Then he's not stepping over dollars to

00:32:20.267 --> 00:32:20.846
pick up dimes.

00:32:22.201 --> 00:32:23.403
Imagine ATI did this.

00:32:23.522 --> 00:32:25.084
Imagine Athletico did this.

00:32:25.144 --> 00:32:27.665
Imagine, like, that's a lot of dimes.

00:32:28.086 --> 00:32:29.146
That's a lot of dollars.

00:32:29.607 --> 00:32:30.268
That's all I'm saying.

00:32:32.089 --> 00:32:34.191
Speaking of dimes and dollars,

00:32:34.230 --> 00:32:35.551
you're going to appreciate this.

00:32:37.534 --> 00:32:38.515
Dave's already queued up.

00:32:38.535 --> 00:32:39.955
We've got a new sponsor, Dave.

00:32:39.976 --> 00:32:40.796
I don't know if you're shocked.

00:32:40.816 --> 00:32:41.636
This is your shock space.

00:32:41.997 --> 00:32:44.778
Welcome to the show, Referral Facts Pro.

00:32:45.748 --> 00:32:47.528
The fastest way to lose a patient before

00:32:47.568 --> 00:32:49.329
they ever start physical therapy.

00:32:49.630 --> 00:32:51.411
Referral Facts Pro sends your referral

00:32:51.590 --> 00:32:56.532
three times to the wrong number every

00:32:56.593 --> 00:32:56.732
time.

00:32:57.413 --> 00:32:59.355
Because if it's not blurry, delayed,

00:32:59.494 --> 00:33:00.634
and impossible to track,

00:33:00.875 --> 00:33:01.915
is it even healthcare?

00:33:02.236 --> 00:33:03.396
Referral Facts Pro.

00:33:03.457 --> 00:33:04.997
Still faxing, still failing.

00:33:05.057 --> 00:33:08.199
Learn more at ReferralFactsForever.com.

00:33:09.833 --> 00:33:11.492
You know, I was, for the longest time,

00:33:11.512 --> 00:33:11.732
you know,

00:33:11.813 --> 00:33:14.334
I was poo-pooing fax machines and all

00:33:14.354 --> 00:33:14.574
that.

00:33:16.034 --> 00:33:19.394
And this calendar year, I started paying,

00:33:19.474 --> 00:33:21.154
we started paying five bucks a month for

00:33:21.355 --> 00:33:22.516
digital faxes.

00:33:22.576 --> 00:33:25.276
So we get the fax over email,

00:33:26.057 --> 00:33:26.957
and it's just for referrals.

00:33:26.977 --> 00:33:27.396
So it's like,

00:33:27.957 --> 00:33:29.336
in terms of marketing and new patients,

00:33:29.356 --> 00:33:29.497
like,

00:33:30.037 --> 00:33:31.577
why not just open the channel up for,

00:33:31.837 --> 00:33:32.837
you know, for five bucks a month?

00:33:33.589 --> 00:33:36.092
And offices can fax a referral because

00:33:36.112 --> 00:33:37.873
that's how they do it.

00:33:37.893 --> 00:33:38.814
They just don't email it.

00:33:38.834 --> 00:33:40.335
They don't do it.

00:33:40.375 --> 00:33:42.036
Yeah, I agree with Will here.

00:33:42.056 --> 00:33:42.336
He says,

00:33:42.635 --> 00:33:44.517
I like for Dave's business has more

00:33:44.576 --> 00:33:44.998
friction.

00:33:45.718 --> 00:33:47.598
So yours should be a little bit like

00:33:47.659 --> 00:33:48.319
Ninja Warrior.

00:33:48.940 --> 00:33:50.721
But let's dial what that coefficient of

00:33:50.761 --> 00:33:51.242
friction is.

00:33:51.262 --> 00:33:52.304
Let's not make it impossible.

00:33:52.785 --> 00:33:53.986
Let's not make them solve math.

00:33:54.066 --> 00:33:55.086
Just, just a little bit,

00:33:55.347 --> 00:33:55.968
just a little bit.

00:33:56.088 --> 00:33:58.570
I got to make sure that you really,

00:33:59.011 --> 00:34:00.133
you're not looking for anything.

00:34:00.334 --> 00:34:01.375
I prospect the patient with us.

00:34:01.394 --> 00:34:03.336
Like you're not just looking for like any

00:34:03.436 --> 00:34:04.518
physical therapist with a pulse.

00:34:05.078 --> 00:34:06.259
We need to make sure that the,

00:34:06.500 --> 00:34:08.523
the qualified leads sit to use,

00:34:08.682 --> 00:34:09.724
to use a wills.

00:34:10.264 --> 00:34:12.867
uh terminology here qualified lead is

00:34:12.907 --> 00:34:14.208
someone who is serious about their health

00:34:14.248 --> 00:34:15.871
and wellness they have a certain have the

00:34:15.911 --> 00:34:17.733
money goal they have a certain no no

00:34:17.813 --> 00:34:19.414
not necessarily of course they have they

00:34:19.434 --> 00:34:20.735
have to have the money or find get

00:34:20.775 --> 00:34:22.878
the money someone who is goal oriented

00:34:22.898 --> 00:34:24.460
they want to get back to doing something

00:34:25.141 --> 00:34:27.804
as opposed to like you know some you

00:34:27.824 --> 00:34:29.005
know tony's mentioned before where like

00:34:29.025 --> 00:34:30.606
patients call in and they're like i need

00:34:30.646 --> 00:34:31.807
six physical therapy visits

00:34:32.614 --> 00:34:34.434
treated so that I can qualify for an

00:34:34.454 --> 00:34:35.974
MRI.

00:34:36.614 --> 00:34:37.875
We do not see that type of person

00:34:37.914 --> 00:34:39.914
because they're not going to spend

00:34:39.934 --> 00:34:43.735
hundreds of dollars times six or thousands

00:34:43.795 --> 00:34:44.576
to do that.

00:34:45.215 --> 00:34:45.896
I agree with that.

00:34:46.275 --> 00:34:47.396
Will likes referral facts.

00:34:47.516 --> 00:34:48.077
I want to know, Will,

00:34:48.097 --> 00:34:49.597
do you like referral facts or do you

00:34:49.637 --> 00:34:50.777
like our other sponsor,

00:34:50.817 --> 00:34:52.416
which was Chart Hard?

00:34:53.398 --> 00:34:53.878
Which one better?

00:34:55.998 --> 00:34:58.338
Tony is asking if we've done sponsorship

00:34:58.358 --> 00:34:59.858
from the Rotary Cup, the party game.

00:35:00.079 --> 00:35:01.199
They have not returned my calls.

00:35:02.708 --> 00:35:05.472
They are a very big seller this Christmas.

00:35:05.492 --> 00:35:06.753
They don't need sponsorship on the show

00:35:06.873 --> 00:35:07.333
this year.

00:35:08.014 --> 00:35:10.358
Does Referral Facts Pro charge per page?

00:35:10.398 --> 00:35:11.500
Ben Galen is asking.

00:35:11.960 --> 00:35:13.101
No, they don't charge per page.

00:35:13.121 --> 00:35:15.704
They charge per syllable.

00:35:15.804 --> 00:35:17.547
So it's expensive and shitty.

00:35:20.210 --> 00:35:21.992
We talk a lot about Big Pharma.

00:35:22.032 --> 00:35:25.036
Big Facts and Big Printer Inc.

00:35:25.097 --> 00:35:26.297
They are the mafia.

00:35:26.398 --> 00:35:29.141
Those are the real behind-the-scenes guys.

00:35:29.201 --> 00:35:29.842
David's saying,

00:35:30.121 --> 00:35:31.463
you'd be surprised how many clinics still

00:35:31.483 --> 00:35:32.184
fax in their orders.

00:35:32.224 --> 00:35:33.565
We will always have fax machines.

00:35:33.927 --> 00:35:35.088
Go to SME.com.

00:35:35.367 --> 00:35:36.409
Buy your fax machines.

00:35:36.449 --> 00:35:37.871
They've got refurbished fax machines from

00:35:41.471 --> 00:35:42.391
Oh, my Lord.

00:35:42.972 --> 00:35:44.012
This is your ad campaign.

00:35:44.233 --> 00:35:45.293
Rotary Cup, the party game.

00:35:45.353 --> 00:35:47.695
We we sell failed physical therapy in a

00:35:47.735 --> 00:35:48.155
can.

00:35:48.416 --> 00:35:49.456
Yes.

00:35:49.496 --> 00:35:51.697
New York allowed some if the top

00:35:51.757 --> 00:35:52.157
restaurant.

00:35:52.297 --> 00:35:52.918
Yes.

00:35:53.458 --> 00:35:55.139
Ben, I like when you reframe it.

00:35:55.661 --> 00:35:58.021
If what's a great what a what a

00:35:58.041 --> 00:35:58.802
fancy Nobu.

00:35:58.882 --> 00:35:59.443
Is that a restaurant?

00:35:59.463 --> 00:36:00.923
Is that L.A.?

00:36:01.123 --> 00:36:02.945
Carbone is a big one that you can't

00:36:03.346 --> 00:36:04.385
you and I couldn't get you in it

00:36:04.565 --> 00:36:05.146
right now today.

00:36:05.871 --> 00:36:06.510
Dave couldn't.

00:36:06.670 --> 00:36:07.231
Dave could get him.

00:36:07.311 --> 00:36:08.092
Dave couldn't get Jimmy.

00:36:09.052 --> 00:36:10.532
I'd have to contact one of my clients

00:36:10.652 --> 00:36:12.893
and ask for a favor if I needed

00:36:12.913 --> 00:36:14.594
to get Jimmy in the Carbone tonight.

00:36:14.614 --> 00:36:15.074
All right.

00:36:15.134 --> 00:36:16.755
So if Carbone,

00:36:16.994 --> 00:36:18.474
Ben Galen on LinkedIn is saying,

00:36:18.494 --> 00:36:21.436
if the top restaurant in New York actually

00:36:21.516 --> 00:36:22.717
let you come in same day,

00:36:24.099 --> 00:36:25.378
It wouldn't be the top restaurant in New

00:36:25.398 --> 00:36:25.579
York.

00:36:25.739 --> 00:36:27.000
That's okay for friction.

00:36:27.300 --> 00:36:28.739
That's okay if you sell penthouse.

00:36:29.019 --> 00:36:30.621
They are not selling steaks.

00:36:30.920 --> 00:36:32.501
That's the difference between Nobu and

00:36:32.541 --> 00:36:36.021
Carbone versus McDonald's version of

00:36:36.041 --> 00:36:36.382
pizza.

00:36:36.521 --> 00:36:38.643
But know who you are.

00:36:39.862 --> 00:36:40.422
Never mind you.

00:36:40.563 --> 00:36:40.882
Never mind.

00:36:40.902 --> 00:36:41.503
I'm going to erase that.

00:36:41.943 --> 00:36:44.123
Know who you're trying to get in your

00:36:44.164 --> 00:36:46.264
door and then act appropriately.

00:36:46.565 --> 00:36:47.364
That's all I'm saying.

00:36:48.324 --> 00:36:49.364
Look what McDonald's does now.

00:36:50.266 --> 00:36:51.445
First of all, McDonald's looks like a

00:36:52.898 --> 00:36:56.043
Apple Store, like where's Grimace?

00:36:56.704 --> 00:36:59.389
It's like these walls and like not even

00:36:59.409 --> 00:37:00.590
a ball pit anymore, kids.

00:37:00.931 --> 00:37:02.152
And then you walk up to a giant

00:37:02.253 --> 00:37:03.856
iPad that looks fun just to order food.

00:37:04.878 --> 00:37:05.938
They are friction,

00:37:06.099 --> 00:37:07.780
or the app before you pull in.

00:37:08.181 --> 00:37:10.222
They understand what they are selling.

00:37:10.463 --> 00:37:13.726
Access, simplicity, pretty okay food,

00:37:13.746 --> 00:37:14.666
if that's okay to you,

00:37:15.126 --> 00:37:16.047
as quickly as possible.

00:37:16.108 --> 00:37:18.570
So Ben, nail, head, hit.

00:37:20.052 --> 00:37:21.512
It wouldn't be coveted, right?

00:37:22.193 --> 00:37:23.574
Dave's first question is,

00:37:23.675 --> 00:37:24.936
do you have the monies?

00:37:25.317 --> 00:37:25.936
No, no.

00:37:25.996 --> 00:37:28.579
Look at some of the things.

00:37:28.599 --> 00:37:29.481
Look at some of the videos.

00:37:29.581 --> 00:37:29.641
Yes.

00:37:30.682 --> 00:37:31.623
Look at some of the videos that I've

00:37:31.684 --> 00:37:32.565
known you've seen.

00:37:33.324 --> 00:37:37.289
Are you a CEO in Pittsburgh,

00:37:37.309 --> 00:37:39.429
Pennsylvania making two-fifty or more and

00:37:39.510 --> 00:37:41.992
want to make sure you're jacked and live

00:37:42.012 --> 00:37:42.992
your life to the fullest?

00:37:44.994 --> 00:37:47.637
Those are disqualifying questions.

00:37:47.836 --> 00:37:49.097
They don't want those people getting down

00:37:49.117 --> 00:37:49.559
the funnel.

00:37:50.699 --> 00:37:50.960
Right?

00:37:51.320 --> 00:37:52.141
They are on purpose.

00:37:53.463 --> 00:37:54.925
I should have said failed physical therapy

00:37:54.965 --> 00:37:55.764
in a six-pack.

00:37:56.125 --> 00:37:57.425
Oh, yeah, yeah, yeah, yeah.

00:37:57.485 --> 00:37:58.266
Well, six visits again.

00:37:58.286 --> 00:37:59.885
All right.

00:37:59.905 --> 00:38:01.047
Maybe more clinics should raise their

00:38:01.106 --> 00:38:01.666
standards.

00:38:01.806 --> 00:38:02.666
Ding, dong.

00:38:02.686 --> 00:38:03.047
Otherwise,

00:38:03.086 --> 00:38:04.208
it's a race to the bottom of taking

00:38:04.288 --> 00:38:04.867
any insurance.

00:38:08.068 --> 00:38:08.409
Exactly.

00:38:08.429 --> 00:38:08.969
Exactly.

00:38:09.510 --> 00:38:10.849
You want high volume, low margin?

00:38:11.130 --> 00:38:12.871
You got the race to the bottom.

00:38:12.891 --> 00:38:14.652
For us, we're able to raise our rates.

00:38:14.692 --> 00:38:16.532
We got people signing new client paperwork

00:38:16.552 --> 00:38:17.873
today, yesterday, this week.

00:38:18.353 --> 00:38:20.393
They signed new client paperwork that

00:38:20.554 --> 00:38:20.974
says...

00:38:21.842 --> 00:38:23.864
Here's the rate for our services.

00:38:24.445 --> 00:38:26.186
And at a future date, it, you know,

00:38:26.347 --> 00:38:27.067
now we're in December.

00:38:27.146 --> 00:38:28.809
So it used to be our paperwork did

00:38:28.849 --> 00:38:30.409
say January first, but now it's, you know,

00:38:30.530 --> 00:38:31.371
in the next three to six months,

00:38:31.391 --> 00:38:32.871
whatever a future date, June first,

00:38:32.911 --> 00:38:35.793
whatever this rate will increase by

00:38:35.873 --> 00:38:38.755
whatever percentage three to ten percent.

00:38:39.317 --> 00:38:41.699
It's a baked in price raise.

00:38:43.998 --> 00:38:46.320
If we continue to deliver value.

00:38:46.922 --> 00:38:47.342
Yes.

00:38:47.802 --> 00:38:48.684
Kevin Hart would say,

00:38:49.304 --> 00:38:51.668
say it with your chest.

00:38:52.449 --> 00:38:53.751
Do not be like Martha.

00:38:53.771 --> 00:38:54.833
Remember Martha the other day?

00:38:54.853 --> 00:38:55.934
That thing we read?

00:38:55.954 --> 00:38:56.114
The...

00:38:58.246 --> 00:39:00.248
microsoft word document that was printed

00:39:00.307 --> 00:39:02.028
on the on the on the door and

00:39:02.048 --> 00:39:03.409
they put like martha will be charging

00:39:03.469 --> 00:39:05.391
fifteen more dollars per session because

00:39:05.471 --> 00:39:09.373
martha is good to know you already lost

00:39:10.034 --> 00:39:12.777
sorry martha i do not disagree martha's

00:39:12.856 --> 00:39:14.677
probably an amazing physical therapist

00:39:15.259 --> 00:39:17.059
martha does not understand who she's

00:39:17.079 --> 00:39:20.041
talking to what she's selling or how to

00:39:20.081 --> 00:39:21.922
sell it i've got to be harsh i

00:39:21.963 --> 00:39:22.503
have to be harsh

00:39:22.923 --> 00:39:23.664
but I love you, Martha.

00:39:23.684 --> 00:39:24.784
I actually don't know who Martha is,

00:39:24.945 --> 00:39:26.025
but I probably would love her because

00:39:26.045 --> 00:39:26.826
she's a PT.

00:39:26.925 --> 00:39:28.047
That whole, that post,

00:39:28.126 --> 00:39:30.507
that seemed like she's not the owner.

00:39:30.568 --> 00:39:31.708
It seemed like she's probably like the

00:39:32.128 --> 00:39:33.429
most popular staff PT,

00:39:33.469 --> 00:39:34.951
like the main PT or something.

00:39:35.570 --> 00:39:36.952
I didn't understand that when I first

00:39:36.992 --> 00:39:37.632
worked in the clinic,

00:39:37.652 --> 00:39:39.172
like why like all of us were getting

00:39:39.273 --> 00:39:40.673
one rate and then there was one dude

00:39:40.713 --> 00:39:41.155
who was like,

00:39:41.655 --> 00:39:43.315
I charged one hundred twenty five dollars

00:39:43.376 --> 00:39:44.597
more and I was like, huh?

00:39:44.617 --> 00:39:45.117
And then I got it.

00:39:46.338 --> 00:39:47.257
It's like a law for everyone.

00:39:47.538 --> 00:39:50.300
Law firms, accounting firms,

00:39:50.500 --> 00:39:51.501
every other industry does it.

00:39:51.541 --> 00:39:52.041
Consultants,

00:39:53.936 --> 00:39:56.478
was going to go right there yeah how

00:39:56.498 --> 00:39:57.797
are we going to raise this rate when

00:39:57.838 --> 00:39:59.277
this rates this when the person who does

00:39:59.318 --> 00:40:01.378
this level of work is being charged that

00:40:01.398 --> 00:40:03.719
doesn't make any sense well i play the

00:40:03.760 --> 00:40:05.059
same number of innings therefore i should

00:40:05.079 --> 00:40:06.559
get the same number of i play more

00:40:06.619 --> 00:40:10.501
innings i'm getting less money yes war if

00:40:10.521 --> 00:40:12.061
you're a baseball fan wins above

00:40:12.242 --> 00:40:13.661
replacement now we're talking dave

00:40:13.842 --> 00:40:16.663
language that is the statistic when you go

00:40:16.702 --> 00:40:19.143
into arbitration all the sports fans were

00:40:19.164 --> 00:40:20.143
just like i have no idea what this

00:40:20.304 --> 00:40:20.903
guy's talking about

00:40:21.650 --> 00:40:23.030
When you go into arbitration to negotiate

00:40:23.050 --> 00:40:24.871
your next contract and then they just go

00:40:25.032 --> 00:40:25.251
stats,

00:40:25.291 --> 00:40:26.972
we're going to compare you against

00:40:27.032 --> 00:40:28.373
everybody else who plays your position has

00:40:28.393 --> 00:40:29.014
been there, whatever.

00:40:29.414 --> 00:40:30.434
That's what people are doing.

00:40:30.454 --> 00:40:32.635
They're doing the mental war wins above

00:40:32.936 --> 00:40:33.217
two.

00:40:33.836 --> 00:40:34.878
What the outcome might be.

00:40:35.117 --> 00:40:37.518
We also surgery is tangible and concrete.

00:40:38.278 --> 00:40:38.800
I will come in.

00:40:38.960 --> 00:40:39.980
You're going to make me go to sleepy

00:40:40.039 --> 00:40:41.221
count backwards from a hundred,

00:40:41.260 --> 00:40:42.161
but only get to ninety two.

00:40:42.621 --> 00:40:45.103
Wake up new knee physical therapy.

00:40:45.123 --> 00:40:47.043
I'm going to go do some stuff and

00:40:47.083 --> 00:40:50.626
then other stuff might happen.

00:40:50.666 --> 00:40:51.367
That's harder to sell.

00:40:53.173 --> 00:40:53.974
Trainers know how to sell it.

00:40:54.014 --> 00:40:54.536
Sell the vision.

00:40:54.695 --> 00:40:56.538
This is what we're going to do,

00:40:56.639 --> 00:40:57.460
and this is what we hope to get.

00:40:57.800 --> 00:40:58.902
Ben Galen writing a book.

00:40:59.041 --> 00:40:59.161
Look,

00:40:59.601 --> 00:41:01.143
I look like the guy from Home Improvement.

00:41:01.184 --> 00:41:02.827
I look like Wilson hiding behind the...

00:41:03.327 --> 00:41:03.987
Ben Galen saying,

00:41:04.068 --> 00:41:05.489
I did a concierge service on Palm Beach

00:41:05.610 --> 00:41:05.911
Island.

00:41:06.632 --> 00:41:08.173
I also kept raising my rates because why

00:41:08.213 --> 00:41:08.454
not?

00:41:09.215 --> 00:41:10.476
Just to see how much people would pay.

00:41:10.896 --> 00:41:11.378
Great experiment.

00:41:12.440 --> 00:41:13.362
And still fill the schedule.

00:41:13.822 --> 00:41:15.043
But one thing I ran into was the

00:41:15.103 --> 00:41:16.204
thought that they were just buying my

00:41:16.264 --> 00:41:17.565
time, not my services.

00:41:17.885 --> 00:41:19.106
Ooh, wait a minute.

00:41:19.887 --> 00:41:21.369
Meaning I would show up and they would

00:41:21.409 --> 00:41:24.231
want me to look at their cable box.

00:41:24.331 --> 00:41:24.592
What?

00:41:25.373 --> 00:41:26.094
Wait, is this real?

00:41:26.474 --> 00:41:27.114
I don't understand this.

00:41:28.146 --> 00:41:31.367
So, so instead of cable box, yes, yes,

00:41:31.547 --> 00:41:33.809
it can be, we have, we, yes,

00:41:33.849 --> 00:41:35.148
we have some clients, Ben.

00:41:35.208 --> 00:41:35.809
Yes, of course.

00:41:35.849 --> 00:41:37.409
We have some clients that,

00:41:37.849 --> 00:41:39.269
that they don't want to actually do

00:41:39.309 --> 00:41:40.431
physical therapy or they don't want to

00:41:40.451 --> 00:41:42.851
like exercise like crazy and they want to

00:41:42.891 --> 00:41:44.152
talk and they have,

00:41:44.172 --> 00:41:46.271
they want to tell life stories and they

00:41:46.632 --> 00:41:48.012
don't actually want to engage in the

00:41:48.052 --> 00:41:50.693
service.

00:41:50.733 --> 00:41:51.574
Totally fine by me.

00:41:53.559 --> 00:41:55.260
Because some, in my opinion,

00:41:55.320 --> 00:41:56.302
some clients need that.

00:41:56.342 --> 00:41:58.523
It might be weeks or months to lead

00:41:58.583 --> 00:42:00.344
into that to then eventually have them do

00:42:00.364 --> 00:42:02.626
the movement and goals and all that type

00:42:02.646 --> 00:42:02.967
of stuff.

00:42:03.568 --> 00:42:04.347
They say don't,

00:42:04.728 --> 00:42:06.090
we shouldn't record the episode or the

00:42:06.130 --> 00:42:07.010
video, Dave,

00:42:07.110 --> 00:42:09.112
unless we know what the thumbnail and the

00:42:09.152 --> 00:42:09.932
title is going to be.

00:42:09.972 --> 00:42:11.114
But if we do a future episode on

00:42:11.134 --> 00:42:12.614
what D three is talking about here,

00:42:13.215 --> 00:42:14.836
it's just the tip.

00:42:16.211 --> 00:42:18.032
David is saying, has tipping culture,

00:42:18.092 --> 00:42:21.396
tip culture infiltrated?

00:42:21.496 --> 00:42:22.657
We did an episode on this a while

00:42:22.697 --> 00:42:22.916
ago.

00:42:23.496 --> 00:42:23.998
Was I there?

00:42:24.940 --> 00:42:26.240
I think so.

00:42:26.260 --> 00:42:28.802
Maybe we could do it again because this

00:42:28.922 --> 00:42:30.204
enrages people a lot.

00:42:30.523 --> 00:42:31.125
Like people are like,

00:42:31.264 --> 00:42:33.467
my patient gave me cookies.

00:42:34.206 --> 00:42:35.608
Am I going to lose my license?

00:42:35.668 --> 00:42:37.208
And I'm like, what are we talking about?

00:42:37.809 --> 00:42:39.630
Someone gave me a gift card to Dunkin'

00:42:39.650 --> 00:42:40.112
Donuts.

00:42:40.231 --> 00:42:41.472
Am I going to lose my license?

00:42:41.552 --> 00:42:43.994
And I'm like, is this law or policy?

00:42:44.074 --> 00:42:45.396
I don't want to get into it because

00:42:45.476 --> 00:42:46.416
I feel like it's its own thing,

00:42:46.476 --> 00:42:47.257
but I can already see.

00:42:48.538 --> 00:42:49.599
Can we can we go back real quick

00:42:49.619 --> 00:42:50.239
to Ben Galen?

00:42:50.259 --> 00:42:51.639
The big the big comment.

00:42:51.780 --> 00:42:52.760
OK, so so, yes,

00:42:52.900 --> 00:42:54.802
we have we run into this situation.

00:42:56.554 --> 00:42:56.916
Ideally,

00:42:56.936 --> 00:42:58.416
before we even start with this client,

00:42:58.657 --> 00:43:00.858
any client like this, Ben,

00:43:01.177 --> 00:43:02.699
we're trying to find out what do they

00:43:02.778 --> 00:43:03.059
want?

00:43:03.760 --> 00:43:05.340
Are they the decision maker or is the

00:43:05.380 --> 00:43:06.501
son or daughter booking us?

00:43:06.521 --> 00:43:08.262
I know you're looking.

00:43:08.302 --> 00:43:12.445
All right.

00:43:12.646 --> 00:43:13.306
Get rid of the comment.

00:43:14.527 --> 00:43:16.188
Yes, we run into this.

00:43:17.137 --> 00:43:19.039
Um, and if someone that's, you know,

00:43:19.139 --> 00:43:20.983
older and they want you to like screw

00:43:21.003 --> 00:43:22.344
in a light bulb or I don't know,

00:43:22.385 --> 00:43:23.827
like certain things we got to draw a

00:43:23.867 --> 00:43:24.027
line.

00:43:24.067 --> 00:43:25.668
Like we're not there for home servicing.

00:43:26.070 --> 00:43:28.432
We're not there to hold on light bulb.

00:43:29.373 --> 00:43:30.155
Uh, you're going to fall.

00:43:30.175 --> 00:43:31.137
If you can't see in the dark,

00:43:31.157 --> 00:43:32.478
this feels like safety precautions.

00:43:32.759 --> 00:43:32.958
Yeah.

00:43:33.099 --> 00:43:33.298
Yeah.

00:43:33.320 --> 00:43:33.659
So the,

00:43:33.679 --> 00:43:36.101
but the cable box example from Ben, like,

00:43:36.601 --> 00:43:36.782
no,

00:43:36.822 --> 00:43:37.702
we're not going to get on our hands

00:43:37.742 --> 00:43:39.164
and knees and check out your cable box

00:43:39.224 --> 00:43:39.784
respectfully.

00:43:39.864 --> 00:43:41.706
Like, you know, that,

00:43:41.726 --> 00:43:43.786
that has no effect on your health and

00:43:43.806 --> 00:43:45.148
wellness because if you're sitting in

00:43:45.168 --> 00:43:46.309
front of your TV more,

00:43:46.389 --> 00:43:47.409
and if you're older,

00:43:48.090 --> 00:43:49.110
probably not a great thing for you.

00:43:49.771 --> 00:43:50.172
So yeah,

00:43:50.192 --> 00:43:51.291
we get into that a little bit.

00:43:51.552 --> 00:43:52.813
We do have some clients that like want

00:43:52.833 --> 00:43:57.536
to delay and procrastinate and spend and

00:43:57.577 --> 00:43:59.217
putting their shoes on for fifteen or

00:43:59.237 --> 00:44:01.760
twenty minutes or trying to like

00:44:02.492 --> 00:44:04.514
prepare food for our therapists,

00:44:04.653 --> 00:44:05.355
so it happens.

00:44:05.454 --> 00:44:05.675
I mean,

00:44:06.215 --> 00:44:08.016
but if they're paying three-fifty a visit

00:44:08.097 --> 00:44:09.637
and the goal is to get them walking

00:44:09.677 --> 00:44:12.099
and moving more and whatever their goal

00:44:12.181 --> 00:44:12.300
is,

00:44:12.320 --> 00:44:13.882
like we're trying to get them back to

00:44:13.902 --> 00:44:15.923
whatever their goal is.

00:44:16.003 --> 00:44:17.065
If we're heading that direction,

00:44:17.585 --> 00:44:18.065
I'm all good.

00:44:18.286 --> 00:44:19.327
If they're paying for that and they

00:44:19.347 --> 00:44:20.947
understand what they're doing in that

00:44:20.987 --> 00:44:21.228
hour,

00:44:24.050 --> 00:44:24.652
It's fine.

00:44:24.692 --> 00:44:24.992
Yeah.

00:44:25.012 --> 00:44:25.152
Yeah.

00:44:38.581 --> 00:44:39.882
This is a ridiculous idea,

00:44:40.302 --> 00:44:41.963
but it's not like this was a ridiculous

00:44:42.023 --> 00:44:42.202
idea.

00:44:42.224 --> 00:44:42.864
Fifteen years ago.

00:44:43.264 --> 00:44:44.344
This is where we are in the world.

00:44:44.945 --> 00:44:46.025
I also believe Tony was, you know,

00:44:47.186 --> 00:44:48.467
months ago was talking about, like,

00:44:48.887 --> 00:44:51.009
if you like cooking and are into nutrition

00:44:51.449 --> 00:44:52.871
instead of selling a nutrition plan,

00:44:53.570 --> 00:44:54.351
that's not enough.

00:44:54.532 --> 00:44:57.134
The person who needs better nutrition to

00:44:57.153 --> 00:44:58.293
heal better, to feel better,

00:44:58.954 --> 00:45:00.655
giving them a cookbook ain't it.

00:45:01.195 --> 00:45:01.936
It's not enough.

00:45:02.516 --> 00:45:03.518
So they're.

00:45:04.266 --> 00:45:04.686
there is,

00:45:04.706 --> 00:45:06.186
there is some of our clients that are,

00:45:06.467 --> 00:45:08.228
that are middle-aged or older that want

00:45:08.248 --> 00:45:09.809
some of this social interaction or

00:45:09.829 --> 00:45:10.510
companionship.

00:45:11.090 --> 00:45:13.871
And although it's not obviously our direct

00:45:14.231 --> 00:45:16.474
service, it's part of the situation.

00:45:17.293 --> 00:45:18.795
And if I don't,

00:45:18.855 --> 00:45:20.436
I don't want to demean someone that like

00:45:20.476 --> 00:45:22.358
charges a lower hourly rate,

00:45:22.418 --> 00:45:23.458
or even if someone is like a,

00:45:23.518 --> 00:45:26.139
a care companion, like I,

00:45:26.159 --> 00:45:27.820
like I mentioned on last episode, like,

00:45:31.336 --> 00:45:32.277
Yeah, cuddling.

00:45:32.336 --> 00:45:33.356
Cuddling is also a thing,

00:45:33.896 --> 00:45:37.498
which some people are charging for that.

00:45:37.538 --> 00:45:37.818
We don't.

00:45:37.858 --> 00:45:38.177
We don't.

00:45:38.498 --> 00:45:39.538
Tony's got a comment on the screen if

00:45:39.557 --> 00:45:40.438
you're listening on audio.

00:45:41.438 --> 00:45:43.539
Tony's commenting about a girl who charges

00:45:43.559 --> 00:45:44.759
one hundred fifty dollars an hour for

00:45:44.798 --> 00:45:46.280
cuddling, which is wild.

00:45:46.519 --> 00:45:46.940
That's wild.

00:45:47.000 --> 00:45:48.659
That's inappropriate.

00:45:48.780 --> 00:45:50.159
Offering a service to do home safety

00:45:50.199 --> 00:45:51.400
consultations, i.e.

00:45:51.420 --> 00:45:52.721
how to make the home safer for patients

00:45:52.740 --> 00:45:53.440
with certain risks.

00:45:55.260 --> 00:45:57.061
Life is safe and famous.

00:45:57.641 --> 00:45:58.181
What?

00:45:59.641 --> 00:46:00.322
It's not a...

00:46:01.590 --> 00:46:04.891
overly branded service that we advertise

00:46:04.931 --> 00:46:07.373
it's kind of part of our our offering

00:46:07.432 --> 00:46:10.494
so yes tony now clarifying i saw a

00:46:10.554 --> 00:46:12.135
tick tock i did not meet with her

00:46:12.155 --> 00:46:14.056
in person i did not i do not

00:46:14.077 --> 00:46:15.697
know who's i you know i do not

00:46:15.717 --> 00:46:18.259
know who you're talking about uh gary v

00:46:18.278 --> 00:46:19.679
says a companion walking along with

00:46:20.519 --> 00:46:22.221
innocent dining will become a wonderful

00:46:22.240 --> 00:46:24.101
service basement in the near future

00:46:24.827 --> 00:46:26.527
This is the escort mode.

00:46:26.547 --> 00:46:27.469
Yeah, you just got to pay for it.

00:46:27.829 --> 00:46:28.710
Absolutely.

00:46:28.769 --> 00:46:29.291
Pay for the time.

00:46:30.672 --> 00:46:31.592
We've got fifteen minutes.

00:46:31.733 --> 00:46:32.853
There are some topics I don't want to

00:46:32.873 --> 00:46:33.373
get into.

00:46:34.215 --> 00:46:36.096
JITPT is amazing for home safety

00:46:36.115 --> 00:46:36.617
recommendations.

00:46:36.677 --> 00:46:37.117
Literally amazing.

00:46:37.478 --> 00:46:38.699
Oh, here's a great aside.

00:46:39.278 --> 00:46:41.221
But real quick with that comment from

00:46:41.280 --> 00:46:41.541
Tony.

00:46:42.335 --> 00:46:44.277
chat gpt has the recommendations but we

00:46:44.418 --> 00:46:46.000
are primed as physical therapists

00:46:46.019 --> 00:46:48.101
occupational therapists to do the

00:46:48.282 --> 00:46:50.945
implementation and the execution or the

00:46:50.965 --> 00:46:52.907
application of doing it in someone's home

00:46:53.206 --> 00:46:55.128
and actually moving their rugs i've i've

00:46:55.148 --> 00:46:56.751
actually come across a challenge with

00:46:56.811 --> 00:46:58.313
patients that have ten thousand dollar

00:46:58.353 --> 00:46:59.954
rugs and they're like we're not removing

00:46:59.994 --> 00:47:00.775
this rug and i'm like well it's a

00:47:00.795 --> 00:47:02.175
trip hazard they're like well it's a ten

00:47:02.195 --> 00:47:04.278
thousand dollar rug so we're not removing

00:47:04.338 --> 00:47:05.500
it and i'm like

00:47:05.981 --> 00:47:07.402
All right.

00:47:07.481 --> 00:47:08.722
Yeah.

00:47:08.822 --> 00:47:10.083
Ben has a smart canine.

00:47:10.103 --> 00:47:11.523
His dog started charging him if he wanted

00:47:11.563 --> 00:47:13.003
him to sit next to him for more

00:47:13.023 --> 00:47:14.264
than by fifteen minutes.

00:47:14.523 --> 00:47:15.143
It's in kibble.

00:47:15.164 --> 00:47:16.965
The right capitalistic dog.

00:47:16.985 --> 00:47:17.704
I like it.

00:47:17.744 --> 00:47:18.105
Yeah.

00:47:18.125 --> 00:47:18.445
Tony,

00:47:18.485 --> 00:47:20.766
I know someone here was a devious thing

00:47:20.806 --> 00:47:22.086
that I think we talked about.

00:47:22.106 --> 00:47:22.407
I don't know.

00:47:22.507 --> 00:47:24.748
I talk a lot of my head.

00:47:24.887 --> 00:47:27.389
If your bathroom or your entrance to your

00:47:27.449 --> 00:47:30.010
business is noncompliant to the A.D.A.,

00:47:31.471 --> 00:47:32.690
and now I'm talking like a lawyer,

00:47:32.972 --> 00:47:34.092
so someone fact-check me,

00:47:34.672 --> 00:47:35.731
but if someone complains,

00:47:35.891 --> 00:47:37.833
you have a time period to fix it

00:47:37.952 --> 00:47:38.512
or else.

00:47:39.253 --> 00:47:41.353
So someone said they're going to start a

00:47:41.393 --> 00:47:41.954
business,

00:47:42.193 --> 00:47:43.735
they're going to go around and take photos

00:47:43.775 --> 00:47:45.275
of bathrooms and then analyze,

00:47:45.556 --> 00:47:46.596
is this sink the right height?

00:47:47.255 --> 00:47:48.916
Is this door the right width?

00:47:49.456 --> 00:47:50.896
Are there ways to get in?

00:47:51.317 --> 00:47:52.938
And their only business is going to be

00:47:53.018 --> 00:47:54.958
sending emails to that company and going,

00:47:55.378 --> 00:47:56.378
you are out of compliance,

00:47:56.699 --> 00:47:57.518
I will not report you,

00:47:57.699 --> 00:47:59.099
you have three days, and then I will.

00:47:59.719 --> 00:48:00.862
And then you have a buddy who's a

00:48:00.942 --> 00:48:02.884
contractor and go,

00:48:02.923 --> 00:48:04.246
this is the guy who can fix it.

00:48:04.365 --> 00:48:05.327
He knows exactly what's wrong.

00:48:05.347 --> 00:48:07.130
Cause I told him and then let my,

00:48:07.269 --> 00:48:07.931
and that's there.

00:48:08.010 --> 00:48:09.672
If you're a contractor who only wants to

00:48:09.713 --> 00:48:12.836
do that, you would never have to,

00:48:13.016 --> 00:48:14.038
you would never have to run another ad

00:48:14.057 --> 00:48:14.699
in your entire life.

00:48:14.798 --> 00:48:16.021
Just pay for people to go around and

00:48:16.061 --> 00:48:17.001
do that and then give them a cut.

00:48:19.436 --> 00:48:19.597
Yeah,

00:48:19.617 --> 00:48:20.838
that was the ADA threats in a previous

00:48:20.858 --> 00:48:21.257
episode.

00:48:21.498 --> 00:48:22.099
Okay, good.

00:48:22.139 --> 00:48:23.420
It wasn't just me talking in my brain.

00:48:25.641 --> 00:48:26.643
What is coming up for you?

00:48:26.663 --> 00:48:27.643
We've got twelve minutes.

00:48:28.164 --> 00:48:29.704
What's coming up for you, Dave,

00:48:29.965 --> 00:48:30.425
personally?

00:48:31.485 --> 00:48:31.686
Yeah,

00:48:31.726 --> 00:48:34.688
so I have a new physical therapist that

00:48:34.829 --> 00:48:37.251
is going to start on January twelfth

00:48:37.351 --> 00:48:37.971
full-time,

00:48:38.052 --> 00:48:42.635
so I'm already organizing the updated

00:48:43.094 --> 00:48:44.556
onboarding documents and all the type of

00:48:44.597 --> 00:48:46.117
stuff that we're going to do with him,

00:48:46.378 --> 00:48:46.637
and

00:48:47.867 --> 00:48:48.146
What else?

00:48:48.226 --> 00:48:51.108
Oh, yesterday, yesterday, uh, I submitted,

00:48:51.309 --> 00:48:53.349
uh, this is the first time ever.

00:48:53.369 --> 00:48:56.391
First time in eight years, a patient,

00:48:56.411 --> 00:48:57.413
you remember the patient that was

00:48:57.432 --> 00:48:58.413
threatening me about the,

00:48:58.873 --> 00:49:02.155
the charging him two times of three

00:49:02.195 --> 00:49:04.436
hundred fifty dollars for, uh,

00:49:04.456 --> 00:49:05.416
late cancellation policy.

00:49:05.436 --> 00:49:07.097
Yes, yes, yes, yes.

00:49:07.297 --> 00:49:09.260
And first time ever submitting.

00:49:09.340 --> 00:49:11.780
And you know me, Tony's a lover.

00:49:12.081 --> 00:49:12.601
I'm a fighter.

00:49:13.362 --> 00:49:14.682
Uh, and it's not always worth the fight,

00:49:14.702 --> 00:49:16.483
but I wanted to do this whole process

00:49:16.503 --> 00:49:16.643
because

00:49:17.179 --> 00:49:18.079
and get the documents.

00:49:18.099 --> 00:49:21.483
So I submitted all the evidence to fight

00:49:21.503 --> 00:49:24.244
back and dispute and be the rebuttal of

00:49:24.284 --> 00:49:26.467
this patient's late cancellation.

00:49:26.827 --> 00:49:27.867
Four visits scheduled,

00:49:28.347 --> 00:49:29.429
two visits they were treated,

00:49:29.809 --> 00:49:30.990
two visits they late canceled,

00:49:31.150 --> 00:49:33.952
one like literally minutes or an hour or

00:49:33.992 --> 00:49:34.253
two.

00:49:34.273 --> 00:49:37.976
I'm sorry, basically missed visits,

00:49:38.016 --> 00:49:38.657
like home visits.

00:49:40.188 --> 00:49:40.869
One visit canceled.

00:49:40.889 --> 00:49:42.650
Fourteen minutes before the visit time.

00:49:42.990 --> 00:49:44.492
The other visit, my therapist shows up.

00:49:44.992 --> 00:49:45.574
The patient,

00:49:46.014 --> 00:49:47.534
the client texts the therapist hours

00:49:47.574 --> 00:49:47.835
later.

00:49:47.916 --> 00:49:48.795
And they're like, oh, I'm sorry.

00:49:48.856 --> 00:49:49.876
I overslept and all that.

00:49:49.916 --> 00:49:50.878
And I'm so, so sorry.

00:49:50.918 --> 00:49:52.239
And I had all the screenshots of all

00:49:52.278 --> 00:49:53.840
the text messages, all the correspondence.

00:49:54.340 --> 00:49:57.704
The patient signed electronically our

00:49:58.583 --> 00:49:59.525
three hundred fifty dollar late

00:49:59.545 --> 00:50:00.385
cancellation policy.

00:50:01.132 --> 00:50:02.793
Had all the documentation organized.

00:50:02.833 --> 00:50:03.913
It took a little time to get the

00:50:03.952 --> 00:50:06.434
screenshots of emails and text messages

00:50:06.494 --> 00:50:07.074
and all that.

00:50:07.655 --> 00:50:08.474
Organize it properly.

00:50:08.514 --> 00:50:09.936
Submit it to my credit card processor,

00:50:09.976 --> 00:50:10.315
Stripe.

00:50:10.715 --> 00:50:15.057
First time ever fighting a chargeback.

00:50:15.338 --> 00:50:16.157
In eight years, literally,

00:50:16.177 --> 00:50:17.099
I've never had a chargeback.

00:50:17.159 --> 00:50:18.298
Submitted all the documentation.

00:50:18.778 --> 00:50:19.679
It's probably going to take...

00:50:21.050 --> 00:50:22.570
it just submitted last night and it said,

00:50:22.630 --> 00:50:23.431
I got an automated email.

00:50:23.451 --> 00:50:24.612
I was like, you will,

00:50:24.831 --> 00:50:26.552
we will hear back from the,

00:50:26.572 --> 00:50:28.353
this customer's American express card on

00:50:28.454 --> 00:50:29.873
March third or whatever.

00:50:29.893 --> 00:50:31.474
So it's like, that's months away.

00:50:32.295 --> 00:50:34.237
Um, typically not worth the fight,

00:50:34.617 --> 00:50:36.818
but this person literally documented and

00:50:36.858 --> 00:50:38.039
said, charge me.

00:50:38.679 --> 00:50:39.878
I'm so sorry to my therapist.

00:50:39.940 --> 00:50:40.579
I'm so sorry.

00:50:40.619 --> 00:50:41.699
Charge my car, whatever.

00:50:41.780 --> 00:50:42.981
And then all of a sudden we charge

00:50:43.021 --> 00:50:43.820
the card and then they,

00:50:43.981 --> 00:50:44.822
they do charge backs.

00:50:45.822 --> 00:50:46.563
Um, so

00:50:47.893 --> 00:50:48.853
Not always worth the fight.

00:50:49.333 --> 00:50:49.552
Yeah.

00:50:49.572 --> 00:50:51.253
Maybe a little, a little stress around it,

00:50:51.273 --> 00:50:51.574
whatever.

00:50:51.974 --> 00:50:53.353
But now I can take those documents.

00:50:53.653 --> 00:50:53.853
I could,

00:50:53.873 --> 00:50:55.293
I'm not going to share it with you

00:50:55.313 --> 00:50:56.155
guys, but like share it,

00:50:56.195 --> 00:50:58.675
like redacted if we needed to take those

00:50:58.715 --> 00:50:59.114
documents,

00:50:59.175 --> 00:51:00.795
put it in our electronic playbook.

00:51:01.295 --> 00:51:02.635
So now if this ever happens again,

00:51:02.695 --> 00:51:04.596
or if someone buys a four thousand,

00:51:04.635 --> 00:51:06.797
five thousand dollar package and has a

00:51:06.836 --> 00:51:08.476
charge back, we have the whole playbook,

00:51:08.496 --> 00:51:09.657
the whole process of what to do,

00:51:10.117 --> 00:51:11.376
how to do it efficiently.

00:51:12.478 --> 00:51:13.757
And as a sidebar,

00:51:14.898 --> 00:51:16.458
from Al Tormozzi suggestion,

00:51:16.539 --> 00:51:18.338
and I bet Will Boyd does this.

00:51:18.918 --> 00:51:19.739
No one does this,

00:51:20.219 --> 00:51:22.199
which is I have a credit card on

00:51:22.239 --> 00:51:23.561
file for my customer.

00:51:24.221 --> 00:51:27.481
And what is the only other backup form

00:51:27.501 --> 00:51:29.342
of payment that's better than credit card?

00:51:30.143 --> 00:51:30.463
What is it?

00:51:31.063 --> 00:51:32.463
ACH.

00:51:32.563 --> 00:51:33.083
ACH.

00:51:33.603 --> 00:51:34.784
We've never done it now.

00:51:35.684 --> 00:51:37.704
It's like every time there's an issue,

00:51:37.824 --> 00:51:38.364
this is business.

00:51:38.605 --> 00:51:39.826
Every time there's an issue in the

00:51:39.846 --> 00:51:40.226
business,

00:51:41.706 --> 00:51:43.166
it's like one person gets through,

00:51:43.846 --> 00:51:46.507
Like they, they, they maybe successfully,

00:51:46.807 --> 00:51:49.708
um, you know, screw you over or whatever,

00:51:49.728 --> 00:51:51.230
whatever, you know, add friction or add,

00:51:51.469 --> 00:51:53.070
add, uh, stress or whatever.

00:51:54.112 --> 00:51:56.092
And then we patched the hole forever.

00:51:56.853 --> 00:51:58.014
So this will never happen again.

00:51:58.634 --> 00:52:00.275
And yeah, I will.

00:52:00.414 --> 00:52:01.335
So it's like,

00:52:01.414 --> 00:52:02.655
I remember as soon as this happened,

00:52:02.715 --> 00:52:04.496
I was like, Oh man, I remember this.

00:52:04.737 --> 00:52:06.858
I don't even remember what video,

00:52:06.878 --> 00:52:08.858
but from Alex from OZ saying that they

00:52:08.878 --> 00:52:10.619
would get credit card and a backup form

00:52:10.639 --> 00:52:11.481
of payment, ACH, uh,

00:52:12.333 --> 00:52:12.893
And yep.

00:52:13.114 --> 00:52:15.014
And, and do all that through Stripe.

00:52:15.556 --> 00:52:18.657
You wouldn't, you wouldn't do that first,

00:52:18.757 --> 00:52:18.938
right?

00:52:18.978 --> 00:52:21.320
That's like step four, like name,

00:52:22.179 --> 00:52:24.041
email address, maybe credit card.

00:52:24.081 --> 00:52:25.043
I would do credit card though.

00:52:25.063 --> 00:52:25.663
That's normal.

00:52:26.443 --> 00:52:27.925
Oh, always, always credit card,

00:52:28.244 --> 00:52:28.925
always credit card.

00:52:28.945 --> 00:52:31.606
But, but now, but now it's like, okay,

00:52:31.626 --> 00:52:32.547
so now I need to,

00:52:33.449 --> 00:52:35.710
I've seen ACH in my, uh,

00:52:35.851 --> 00:52:36.610
in your firstborn.

00:52:36.710 --> 00:52:36.911
Yes.

00:52:37.010 --> 00:52:38.492
Uh, Ben, um,

00:52:39.434 --> 00:52:41.016
So it's just like any time that there's

00:52:41.036 --> 00:52:42.579
like a like a like an issue or

00:52:42.599 --> 00:52:43.159
a challenge,

00:52:43.679 --> 00:52:45.902
we it's like a hole in the boat.

00:52:46.422 --> 00:52:47.204
And then it's like, all right, well,

00:52:47.224 --> 00:52:48.264
that water is already in the boat.

00:52:48.605 --> 00:52:52.789
So let's let's let's patch this hole and

00:52:53.130 --> 00:52:54.510
make sure that no one else gets through.

00:52:54.891 --> 00:52:56.032
The line that I was told is that

00:52:56.052 --> 00:52:57.253
there's always going to be a leading cause

00:52:57.273 --> 00:52:57.655
of death.

00:52:59.036 --> 00:52:59.576
It's like, wait a minute.

00:52:59.615 --> 00:52:59.956
No, there won't.

00:52:59.976 --> 00:53:01.297
It's like, well, yeah, there will.

00:53:01.757 --> 00:53:03.637
Fix the leading cause of death of your

00:53:03.657 --> 00:53:04.077
business.

00:53:04.737 --> 00:53:05.617
And then now that's out.

00:53:05.838 --> 00:53:06.958
And then you get to work on the

00:53:07.057 --> 00:53:08.518
second leading cause of death that is now

00:53:08.538 --> 00:53:09.577
the first leading cause of death.

00:53:09.958 --> 00:53:11.099
And then you get to work down the

00:53:11.139 --> 00:53:11.418
list.

00:53:12.179 --> 00:53:13.199
Putting more marketing,

00:53:13.679 --> 00:53:16.500
putting more water in a leaky bucket.

00:53:16.539 --> 00:53:17.880
Got to buy a lot of water, man.

00:53:18.039 --> 00:53:19.121
And that's not water, by the way,

00:53:19.141 --> 00:53:19.621
in that metaphor.

00:53:19.641 --> 00:53:20.141
It's money.

00:53:20.541 --> 00:53:22.260
Don't do that from a marketing guy.

00:53:22.561 --> 00:53:24.021
It also makes marketing people look like

00:53:24.061 --> 00:53:24.481
crap.

00:53:25.378 --> 00:53:25.518
Well,

00:53:25.539 --> 00:53:27.000
you charged us twenty grand and we didn't

00:53:27.019 --> 00:53:27.460
get anything.

00:53:27.539 --> 00:53:27.780
Yeah,

00:53:28.041 --> 00:53:30.722
I'm unfortunately my scope stops at this

00:53:30.782 --> 00:53:31.581
part of your process.

00:53:31.862 --> 00:53:32.663
That sucks.

00:53:33.623 --> 00:53:34.704
It's like when you look at like someone's

00:53:34.804 --> 00:53:37.025
renovating a house and the sheetrock guy

00:53:37.045 --> 00:53:37.445
comes,

00:53:37.766 --> 00:53:39.427
but then the electrician comes and the

00:53:39.447 --> 00:53:41.628
electrician tears apart the sheetrock and

00:53:41.648 --> 00:53:42.467
goes to da.

00:53:44.369 --> 00:53:45.989
And then the sheetrock guy looks like

00:53:46.010 --> 00:53:46.230
shit.

00:53:46.351 --> 00:53:47.771
It's like, no, man, you came late.

00:53:47.891 --> 00:53:48.632
I came on time.

00:53:48.931 --> 00:53:49.952
Now you had to ruin my work and

00:53:50.012 --> 00:53:50.833
I got to do it again.

00:53:51.432 --> 00:53:51.974
Same thing.

00:53:52.864 --> 00:53:54.144
Dave needs to start teaching business

00:53:54.164 --> 00:53:55.166
classes to other PTs.

00:53:55.485 --> 00:53:58.369
We're launching the NBA for the DPT.

00:53:58.409 --> 00:54:01.052
Dave's like, too much squeeze,

00:54:01.112 --> 00:54:01.791
not enough juice.

00:54:03.012 --> 00:54:07.356
Probably right?

00:54:07.597 --> 00:54:09.059
I mean, I'm not interested,

00:54:09.139 --> 00:54:11.521
but it's got to be a big number

00:54:11.581 --> 00:54:13.943
that just filters out almost everyone.

00:54:14.324 --> 00:54:14.603
Yeah.

00:54:15.588 --> 00:54:17.210
It's the same thing with our patients and

00:54:17.250 --> 00:54:17.429
clients.

00:54:17.449 --> 00:54:19.311
And you kind of walk next to Dave

00:54:19.371 --> 00:54:21.251
in New York City between things.

00:54:21.692 --> 00:54:22.411
He's just going to walk.

00:54:23.211 --> 00:54:23.893
It's walk and talk,

00:54:23.932 --> 00:54:24.612
like in the West Wing.

00:54:24.652 --> 00:54:25.612
Like, okay, I'll teach you,

00:54:25.652 --> 00:54:26.193
but here we go.

00:54:26.253 --> 00:54:26.753
And we're moving.

00:54:26.793 --> 00:54:28.175
And we're moving.

00:54:28.195 --> 00:54:29.635
We're getting late in the show,

00:54:29.715 --> 00:54:30.536
so I want to make sure we don't

00:54:30.556 --> 00:54:31.376
lose any money, Dave.

00:54:31.416 --> 00:54:32.617
So let's bring on...

00:54:34.237 --> 00:54:35.358
Compliance Coffee.

00:54:35.398 --> 00:54:37.800
Fueling today's show is Compliance Coffee,

00:54:37.820 --> 00:54:39.740
the only caffeine clinically proven to

00:54:39.780 --> 00:54:42.842
taste worse the more regulations you read.

00:54:43.583 --> 00:54:46.545
Notes of burnt hope, mild anxiety,

00:54:46.885 --> 00:54:48.887
and just a hint of,

00:54:49.146 --> 00:54:50.608
did I document that correctly?

00:54:50.728 --> 00:54:51.929
Compliance Coffee,

00:54:51.949 --> 00:54:53.909
because burnout should at least be

00:54:53.989 --> 00:54:54.670
caffeinated.

00:54:55.030 --> 00:54:58.512
Order now at drinkcompliancefirst.com.

00:54:58.552 --> 00:54:59.733
Compliance Coffee.

00:55:02.751 --> 00:55:03.391
That is something.

00:55:03.652 --> 00:55:04.733
I'd love to know if people listen to

00:55:04.753 --> 00:55:05.452
the show regularly,

00:55:05.652 --> 00:55:07.153
which ones have popped and which ones are

00:55:07.173 --> 00:55:08.173
like, that wasn't funny, Jim.

00:55:08.233 --> 00:55:09.755
I think if we can ever get the

00:55:09.855 --> 00:55:11.715
right person at Rotary Cup Party Game,

00:55:12.255 --> 00:55:13.076
we get them on the show,

00:55:13.277 --> 00:55:14.896
and we'll start giving away copies of

00:55:15.498 --> 00:55:16.818
Rotary Cup the Party Game.

00:55:17.998 --> 00:55:19.059
We've got five minutes.

00:55:19.378 --> 00:55:22.681
What was this comment from CJ Morrow?

00:55:24.141 --> 00:55:24.422
Preach?

00:55:24.442 --> 00:55:25.382
What was that about?

00:55:25.422 --> 00:55:26.302
Yeah, I want to know what you're saying.

00:55:26.342 --> 00:55:27.202
Preach, too,

00:55:27.222 --> 00:55:28.943
because I'd like to preach some more.

00:55:30.005 --> 00:55:31.786
Was that something that I said or

00:55:31.826 --> 00:55:32.646
something that Jimmy said?

00:55:32.686 --> 00:55:34.666
No, I think it was definitely you.

00:55:34.686 --> 00:55:35.465
You were saying something.

00:55:35.885 --> 00:55:36.666
She'll comment on that.

00:55:37.586 --> 00:55:39.286
How does the thing next to Dave look?

00:55:39.606 --> 00:55:41.128
Because I think this thing I'm talking

00:55:41.148 --> 00:55:41.327
about.

00:55:41.387 --> 00:55:42.507
I'm okay with that.

00:55:42.847 --> 00:55:44.427
I know I messaged you a while ago.

00:55:44.487 --> 00:55:46.329
I was like, get those comments off.

00:55:46.449 --> 00:55:49.789
I'm cool with this.

00:55:50.110 --> 00:55:50.710
We got live comments.

00:55:50.730 --> 00:55:51.250
And by the way.

00:55:52.635 --> 00:55:53.976
The comments are flying today.

00:55:54.335 --> 00:55:55.237
You're putting them up there.

00:55:55.257 --> 00:55:56.257
You want to know why I think?

00:55:56.358 --> 00:55:56.818
Well, number one,

00:55:56.838 --> 00:55:58.059
because we've been repetition.

00:55:58.760 --> 00:56:00.141
Why do you think my podcast is pretty

00:56:00.181 --> 00:56:00.380
good?

00:56:00.780 --> 00:56:00.981
Right?

00:56:01.161 --> 00:56:03.043
Because I did two a week every week

00:56:03.664 --> 00:56:04.364
for a decade.

00:56:04.384 --> 00:56:04.824
It's like,

00:56:05.425 --> 00:56:07.286
that's why I've had marketing companies at

00:56:07.586 --> 00:56:08.987
large practices go.

00:56:09.327 --> 00:56:10.309
What's the secret, Jimmy?

00:56:10.409 --> 00:56:11.349
Is it the keywords?

00:56:11.670 --> 00:56:12.751
Is it the logo?

00:56:12.931 --> 00:56:14.672
Is it the shadow behind the font?

00:56:15.713 --> 00:56:15.954
No,

00:56:16.114 --> 00:56:17.835
it's the fact that I did two pushups

00:56:17.934 --> 00:56:19.396
every week for a decade.

00:56:19.677 --> 00:56:20.818
And now people know who I am.

00:56:21.873 --> 00:56:22.532
Why do they know who I am?

00:56:22.733 --> 00:56:24.114
Because I showed up two times a week

00:56:24.333 --> 00:56:25.014
for a decade.

00:56:26.893 --> 00:56:27.693
So I think it's that.

00:56:27.813 --> 00:56:29.135
I also think it's because we're showing

00:56:29.255 --> 00:56:30.594
comments more and reacting to them.

00:56:30.994 --> 00:56:32.414
And look how huge they are today.

00:56:32.815 --> 00:56:34.215
I hit a button and I used to

00:56:34.235 --> 00:56:35.096
have them be real.

00:56:37.115 --> 00:56:37.956
Yeah, like subtle.

00:56:37.976 --> 00:56:38.936
Dude, I don't like that.

00:56:38.956 --> 00:56:40.536
I like that.

00:56:40.617 --> 00:56:42.016
And so this is Ben Galen.

00:56:42.036 --> 00:56:43.277
This is how he likes his compliance

00:56:43.318 --> 00:56:43.657
coffee.

00:56:43.697 --> 00:56:45.117
He takes his black and lukewarm,

00:56:45.197 --> 00:56:46.378
black and lukewarm.

00:56:46.739 --> 00:56:48.559
I like it mildly colding.

00:56:49.219 --> 00:56:52.239
your compliance coffee uh we're gonna do

00:56:52.260 --> 00:56:54.300
parting let's let's do mailbag i do have

00:56:54.320 --> 00:56:55.420
a mailbag real quick you want to do

00:56:55.460 --> 00:56:57.481
a mailbag people have emailed there is a

00:56:57.541 --> 00:56:58.420
in the bottom right corner of

00:56:58.440 --> 00:57:01.161
ptpinecast.com you can jump into the

00:57:01.181 --> 00:57:03.501
mailbag that's a question that we can ask

00:57:03.521 --> 00:57:05.802
on the show uh dave's rule is though

00:57:06.001 --> 00:57:10.543
no anonymous questions it's mailbag time

00:57:10.862 --> 00:57:15.103
real questions real people no bots allowed

00:57:18.771 --> 00:57:19.693
I got two of them.

00:57:22.375 --> 00:57:23.414
Let's just do both of them real quick.

00:57:23.434 --> 00:57:24.675
Dave, long-time listener,

00:57:24.695 --> 00:57:25.476
first-time emailer.

00:57:25.556 --> 00:57:26.978
Already love this person because they get

00:57:27.018 --> 00:57:27.577
it, what we're doing.

00:57:27.938 --> 00:57:29.320
I love PT, but I'm exhausted.

00:57:29.380 --> 00:57:30.500
Is it normal to feel like I picked

00:57:30.519 --> 00:57:31.201
the wrong career?

00:57:31.300 --> 00:57:32.581
What the hell do I do about it?

00:57:33.202 --> 00:57:34.123
This is existential.

00:57:34.663 --> 00:57:36.425
We have existential dread has entered the

00:57:36.465 --> 00:57:36.644
chat.

00:57:36.664 --> 00:57:38.286
Can you read the beginning again?

00:57:38.326 --> 00:57:38.465
Yeah.

00:57:38.885 --> 00:57:40.047
I love physical therapy,

00:57:40.106 --> 00:57:41.347
but I'm exhausted.

00:57:41.708 --> 00:57:43.028
Is it normal to feel like I picked

00:57:43.048 --> 00:57:43.630
the wrong career?

00:57:43.650 --> 00:57:46.391
This feels like a third-year PT.

00:57:48.150 --> 00:57:49.831
But we don't have how many years they've

00:57:49.871 --> 00:57:51.534
been practicing or any other context.

00:57:52.094 --> 00:57:52.255
No.

00:57:52.474 --> 00:57:53.094
Let's just make it up.

00:57:53.195 --> 00:57:54.657
This person's been practicing for three

00:57:54.677 --> 00:57:54.836
years.

00:57:55.336 --> 00:57:56.478
I don't know what to say.

00:57:56.898 --> 00:57:58.579
You love physical therapy,

00:57:58.619 --> 00:57:59.721
but you're exhausted.

00:58:00.641 --> 00:58:01.061
I don't know.

00:58:01.442 --> 00:58:03.143
I don't know if I have an answer

00:58:03.184 --> 00:58:03.344
there.

00:58:03.664 --> 00:58:05.445
You would say, step into my office.

00:58:05.565 --> 00:58:06.146
Is it normal?

00:58:06.266 --> 00:58:07.547
Well, if you're feeling it,

00:58:07.847 --> 00:58:08.889
your emotions are valid,

00:58:08.909 --> 00:58:10.070
and I will validate your emotions.

00:58:10.954 --> 00:58:11.795
Is it normal to feel like I picked

00:58:11.815 --> 00:58:12.275
the wrong career?

00:58:12.355 --> 00:58:12.556
Yeah.

00:58:12.576 --> 00:58:14.577
Have you been on LinkedIn or Twitter in

00:58:14.597 --> 00:58:17.920
the last, checks notes, eleven years?

00:58:18.400 --> 00:58:18.780
Yes.

00:58:19.242 --> 00:58:20.362
But now you need to make a choice.

00:58:21.083 --> 00:58:21.943
Are you okay with this?

00:58:21.963 --> 00:58:22.945
Because I got news for you.

00:58:23.025 --> 00:58:24.206
Unless you make a decision,

00:58:24.306 --> 00:58:25.146
it's not going to get better.

00:58:25.586 --> 00:58:26.307
I'm going to say it again.

00:58:26.347 --> 00:58:28.630
Unless you change a lot of things,

00:58:29.349 --> 00:58:30.271
it's not going to get better.

00:58:30.652 --> 00:58:31.251
You decide.

00:58:31.291 --> 00:58:31.893
Pick your heart.

00:58:32.632 --> 00:58:33.954
The second one, Becky from St.

00:58:33.974 --> 00:58:34.235
Louis.

00:58:34.275 --> 00:58:35.996
My clinic wants better outcomes,

00:58:36.556 --> 00:58:37.237
more visits.

00:58:38.177 --> 00:58:39.398
Faster closed notes,

00:58:39.778 --> 00:58:42.820
but won't change staffing levels or

00:58:42.880 --> 00:58:43.621
technology.

00:58:44.380 --> 00:58:45.021
A.I.T.A.

00:58:45.041 --> 00:58:45.902
You know what A.I.T.A.

00:58:45.922 --> 00:58:48.222
means?

00:58:48.722 --> 00:58:51.005
A.I.T.A.

00:58:51.025 --> 00:58:51.105
No.

00:58:51.184 --> 00:58:51.684
Am I the asshole?

00:58:51.704 --> 00:58:52.465
Am I the asshole here?

00:58:52.485 --> 00:58:53.146
How did I not know that acronym?

00:58:53.166 --> 00:58:53.965
That's NSFW.

00:58:54.005 --> 00:58:55.067
Do you know what NSFW is?

00:58:55.166 --> 00:58:56.186
Not safe to work.

00:58:56.206 --> 00:58:59.889
Not safe to work.

00:59:00.523 --> 00:59:01.824
Oh, yeah, yeah, yeah.

00:59:01.844 --> 00:59:02.344
I know that one.

00:59:02.364 --> 00:59:03.606
This comment is nonsense.

00:59:03.626 --> 00:59:04.507
Don't be opening it in front of your

00:59:04.786 --> 00:59:04.927
boss.

00:59:04.947 --> 00:59:06.248
So, my clinic wants better outcomes,

00:59:06.307 --> 00:59:07.730
more visits, faster notes, clothes,

00:59:07.750 --> 00:59:09.570
but won't change staffing or technology.

00:59:10.753 --> 00:59:11.753
I mean, we know the answer to this.

00:59:12.414 --> 00:59:14.715
I mean, if that's the case,

00:59:14.775 --> 00:59:15.717
it sounds like you need to move on

00:59:15.737 --> 00:59:17.059
and look for better opportunities or

00:59:17.079 --> 00:59:17.858
different opportunities.

00:59:18.219 --> 00:59:18.840
Yeah, you want...

00:59:19.380 --> 00:59:21.202
What your clinic wants is faster horses

00:59:21.222 --> 00:59:22.043
and brighter candles.

00:59:22.222 --> 00:59:23.304
My man...

00:59:24.201 --> 00:59:25.661
Everyone watching, listening,

00:59:25.762 --> 00:59:26.922
sending in messages like that,

00:59:27.563 --> 00:59:28.503
we're all smart enough.

00:59:28.543 --> 00:59:30.063
You know the next step.

00:59:30.565 --> 00:59:31.385
You know what to do.

00:59:31.445 --> 00:59:31.804
Come on.

00:59:32.606 --> 00:59:33.806
Yeah, I do like it.

00:59:33.827 --> 00:59:35.487
I search on Reddit, A-I-T-A,

00:59:35.628 --> 00:59:36.907
because a lot of times it's like,

00:59:37.068 --> 00:59:38.489
obviously, the other person's the ass.

00:59:39.110 --> 00:59:41.891
But when it is you, people dogpile.

00:59:41.931 --> 00:59:42.871
And I just go to the comments,

00:59:42.911 --> 00:59:44.271
and I'm like, ooh, look at this.

00:59:44.413 --> 00:59:45.472
It's not too late for you to delete

00:59:45.512 --> 00:59:45.952
this.

00:59:46.373 --> 00:59:47.393
Oh, here's what CJ was saying.

00:59:47.434 --> 00:59:48.175
She said, preach.

00:59:49.146 --> 00:59:50.027
And then she said,

00:59:50.748 --> 00:59:51.668
fix the holes financially,

00:59:52.289 --> 00:59:53.829
then don't leak with marketing.

00:59:54.650 --> 00:59:55.530
Money is hard to talk about,

00:59:55.570 --> 00:59:56.971
but more PTs need to just bite the

00:59:57.010 --> 00:59:59.032
bullet and make sure they are buttoned up

00:59:59.072 --> 00:59:59.371
this way.

00:59:59.931 --> 01:00:02.452
No notes, CJ, moral, no notes.

01:00:02.913 --> 01:00:04.134
And if you're not good at money,

01:00:05.034 --> 01:00:07.715
hire someone who is, likes it,

01:00:08.016 --> 01:00:08.856
knows how to do it.

01:00:10.536 --> 01:00:12.577
But that person costs money, okay?

01:00:13.117 --> 01:00:15.039
But saving money leads to,

01:00:15.199 --> 01:00:15.960
and I know this is gonna be a

01:00:16.000 --> 01:00:16.659
difficult concept,

01:00:19.257 --> 01:00:22.840
leads to money uh let's do parting shots

01:00:22.900 --> 01:00:27.264
but um uh do do do before we

01:00:27.284 --> 01:00:29.086
do parting shots we got to close out

01:00:29.106 --> 01:00:32.971
with one final sponsor for the day today's

01:00:33.010 --> 01:00:35.432
episode is also brought to you by outcome

01:00:35.512 --> 01:00:39.096
track the platform that tracks everything

01:00:39.817 --> 01:00:41.518
except whether your patient actually shows

01:00:41.659 --> 01:00:42.018
up you

01:00:42.039 --> 01:00:44.619
beautiful dashboards colorful graphs

01:00:44.719 --> 01:00:49.141
reports reports reports outcomes trending

01:00:49.181 --> 01:00:51.521
in yellow outcome track if it's not

01:00:51.561 --> 01:00:54.161
measured did it even fail learn more at

01:00:54.222 --> 01:00:56.402
track the outcomes not the patients dot

01:00:56.443 --> 01:00:58.202
com it sort of feels like this doesn't

01:00:58.222 --> 01:00:59.943
it dave like you get charts on charts

01:01:00.003 --> 01:01:01.364
on to put like what you can't have

01:01:01.443 --> 01:01:04.724
thirty nine kpis that's none of them none

01:01:04.744 --> 01:01:05.545
of those kpis are k

01:01:06.505 --> 01:01:08.367
Can't have keys that are just so many

01:01:08.407 --> 01:01:08.887
of those things.

01:01:09.007 --> 01:01:11.409
That's not a good system.

01:01:11.929 --> 01:01:12.208
All right.

01:01:12.269 --> 01:01:14.630
Time for wait.

01:01:14.731 --> 01:01:15.012
Wait.

01:01:15.052 --> 01:01:16.773
You know, I have one way party shot.

01:01:17.873 --> 01:01:20.036
This is the parting shot.

01:01:20.476 --> 01:01:21.896
One last mic drop moment.

01:01:22.556 --> 01:01:23.358
No pressure.

01:01:23.797 --> 01:01:25.960
Just your legacy on the line.

01:01:28.021 --> 01:01:28.202
All right.

01:01:28.222 --> 01:01:28.942
Your legacy on the line.

01:01:28.961 --> 01:01:29.382
Party shot.

01:01:29.402 --> 01:01:30.824
What's your party shot for today, Dave?

01:01:31.320 --> 01:01:31.820
Parting shot,

01:01:32.360 --> 01:01:34.860
even though there's health care is more

01:01:34.880 --> 01:01:35.280
friction.

01:01:35.320 --> 01:01:36.322
We talked about the stress,

01:01:36.342 --> 01:01:38.822
the challenge of the friction and the

01:01:38.842 --> 01:01:39.663
third party payer.

01:01:40.083 --> 01:01:42.423
And even with health insurance premiums

01:01:42.443 --> 01:01:43.903
going up and copays going up and

01:01:43.923 --> 01:01:45.505
deductibles becoming higher.

01:01:46.344 --> 01:01:47.766
And unfortunately, most U.S.

01:01:47.786 --> 01:01:49.346
consumers are spending more out of pocket

01:01:49.385 --> 01:01:50.045
for all this,

01:01:50.126 --> 01:01:51.887
like before they get to the Medicare age.

01:01:51.927 --> 01:01:53.047
Right.

01:01:53.128 --> 01:01:55.108
It's good for the physical therapy

01:01:55.228 --> 01:01:56.248
P.T.O.T.

01:01:56.708 --> 01:01:57.088
world.

01:01:57.704 --> 01:01:59.206
Because more if you want to,

01:02:00.346 --> 01:02:01.525
if you get out of the system,

01:02:01.626 --> 01:02:03.007
and you charge either you bill out of

01:02:03.027 --> 01:02:03.567
network insurance,

01:02:03.606 --> 01:02:04.927
or you just charge a self pay rate,

01:02:05.867 --> 01:02:09.548
you can continue to pay your team members

01:02:09.688 --> 01:02:10.650
and keep great staff.

01:02:10.690 --> 01:02:11.349
That's what I'm doing.

01:02:11.409 --> 01:02:14.670
So that that's the challenge.

01:02:14.751 --> 01:02:15.090
Like,

01:02:15.150 --> 01:02:15.931
if you want to get out of the

01:02:15.972 --> 01:02:17.771
system, you have way more flexibility.

01:02:17.791 --> 01:02:20.072
And I think the the momentum of all

01:02:20.112 --> 01:02:22.074
the online video, we talked about Tiktok,

01:02:22.134 --> 01:02:24.574
Instagram, YouTube, Facebook,

01:02:25.516 --> 01:02:26.858
more consumers are understanding what we

01:02:26.878 --> 01:02:27.657
do, what we offer.

01:02:27.898 --> 01:02:31.202
And that momentum is helping justify why

01:02:31.282 --> 01:02:33.463
some practices like us are out of pocket

01:02:33.523 --> 01:02:35.887
and why it's different than in network

01:02:35.907 --> 01:02:36.527
copay.

01:02:36.646 --> 01:02:36.827
Yeah.

01:02:37.228 --> 01:02:39.610
Fix the leading cause of death in your

01:02:39.630 --> 01:02:40.751
business, right?

01:02:40.811 --> 01:02:42.974
If the leading cause of death is, uh,

01:02:42.994 --> 01:02:43.034
uh,

01:02:49.099 --> 01:02:51.179
figure out why spend it.

01:02:51.400 --> 01:02:53.641
Jerry Durham would like go sit in the

01:02:53.701 --> 01:02:54.021
lobby,

01:02:54.041 --> 01:02:55.262
but the lobby is not where it is.

01:02:55.742 --> 01:02:56.722
That's why this is hard.

01:02:56.742 --> 01:02:58.884
You don't know where that referral process

01:02:58.903 --> 01:03:01.204
is happening and where it's failing.

01:03:01.605 --> 01:03:02.326
Figure that out.

01:03:02.365 --> 01:03:04.626
My friends, it's worth several weeks,

01:03:04.746 --> 01:03:06.248
months of your time,

01:03:06.288 --> 01:03:07.648
because that is your leading cause of

01:03:07.688 --> 01:03:07.989
death.

01:03:08.429 --> 01:03:08.909
Fix that.

01:03:08.929 --> 01:03:10.889
And you got a chance, a chance,

01:03:10.929 --> 01:03:11.449
parting shot.

01:03:11.869 --> 01:03:13.150
Tony knows a guy who knows a guy

01:03:13.170 --> 01:03:14.331
who pays a hundred fifty hours for

01:03:14.371 --> 01:03:14.672
cuddling.

01:03:16.364 --> 01:03:17.525
I just read the comments.

01:03:17.585 --> 01:03:18.146
Just a joke.

01:03:18.166 --> 01:03:18.867
It's just a joke.

01:03:20.068 --> 01:03:21.269
We'll be back next week.

01:03:21.309 --> 01:03:22.971
We'll do more stuff.

01:03:22.990 --> 01:03:23.572
Tony will be back.

01:03:23.612 --> 01:03:26.353
Tony, rest the vocal cords.

01:03:26.775 --> 01:03:27.896
Hot tea, honey.

01:03:28.315 --> 01:03:28.815
Hot tea.

01:03:29.476 --> 01:03:30.878
Do you just call Dave honey?

01:03:30.898 --> 01:03:31.099
I'm sorry.

01:03:31.119 --> 01:03:35.523
Do you just call Tony honey, Dave?

01:03:35.563 --> 01:03:36.282
Hot tea and honey.

01:03:36.724 --> 01:03:37.684
Hot tea and honey.

01:03:37.804 --> 01:03:39.806
Gargle some warm salt water.

01:03:39.847 --> 01:03:40.246
Doesn't that work?

01:03:41.168 --> 01:03:42.610
That's it.

01:03:43.791 --> 01:03:44.291
We're out.

01:03:44.311 --> 01:03:45.751
Boys, what the hell are you doing?

01:03:45.791 --> 01:03:48.614
Follow Tony Maritato on YouTube at Total

01:03:48.653 --> 01:03:49.675
Therapy Solution.

01:03:49.735 --> 01:03:50.755
Find Dave Kittle at

01:03:50.775 --> 01:03:53.938
conciergepainrelief.com and on YouTube at

01:03:53.978 --> 01:03:55.159
The Dave Kittle Show.

01:03:55.498 --> 01:03:58.581
And follow Jimmy McKay at PG Podcasts on

01:03:58.641 --> 01:03:59.782
YouTube, the socials,

01:03:59.882 --> 01:04:01.682
and wherever you binge podcasts you

01:04:01.702 --> 01:04:02.884
pretend are for CEU.

01:04:03.637 --> 01:04:05.081
And hey, just a reminder,

01:04:05.583 --> 01:04:06.885
none of this was for advice.

01:04:06.925 --> 01:04:08.389
This was for entertainment only.

01:04:08.409 --> 01:04:09.934
Our lawyers say that counts.

01:04:10.134 --> 01:04:11.036
Thanks, Keith.