The Revenue Model PT Clinics Are Missing: Live Selling + Trust

WEBVTT

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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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Gentlemen,

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what do you think about the new intro?

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Like pretty beefy voice guy there, huh?

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You said you know the person?

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So that was, I mean,

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I hired Adam as an intern.

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Twenty years ago, I think.

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Twenty two years ago.

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He's still at the radio station I hired

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him at as an intern.

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I remember the meeting.

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I remember the meeting with my boss.

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I was like the number two.

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Chris was the number one.

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We did a little meeting with this kid.

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The kid left.

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He's probably a couple years younger than

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me.

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I don't know why I call him a

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kid.

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He left, and Chris goes,

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what do you think?

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We should hire him for zero dollars or

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whatever?

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And I was like, no, that guy's weird.

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And he goes, we sort of want weird.

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I was like, oh, yeah, yeah, yeah.

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Twenty years later, Kit's still there.

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I keep calling him Kit.

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I don't know why.

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He's bounced around.

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He's done a bunch of different things.

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He works for a nationally syndicated show

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for a while.

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Did you ever hear of the Kid Craddock

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morning show?

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No.

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No.

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It was like one of those shows based

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in Dallas and then sent to like a

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hundred radio stations across the country.

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But he was the producer for that for

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a number of years.

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So little stage in Northeast PA,

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but also big time.

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We got a bunch of things like that

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that Adam went ahead and voiced for me.

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This is an example of if I start

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producing your podcast,

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which is like a side quest that I'm

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doing on top of the other side quest,

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on top of the other side quest,

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that's called an imaging package.

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So you would get things like

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that sort of thing to image your show.

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It doesn't have to be Adam's voice,

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but it could be, you know,

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it could be something like that with a

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visual.

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I have an intro I have to read,

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so we got to get this out of

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the way so people know what to expect.

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You got to tee it up, right?

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That's right.

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If Jeff Bezos ran your clinic,

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he'd be asking every single patient,

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you know this,

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would you like a foam roller with that?

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I mean,

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we can get into the strategy of when

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McDonald's did this in the late nineties,

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early mid nineties.

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Meanwhile,

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creators are out here live selling toe

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spacers, uh,

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And rake it in six figures doing it.

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So why are PT clinics still stuck acting

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like it's twenty nineteen?

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Let's fix that.

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We'll dive into what bike shops do better

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than you,

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a health care provider with the damn

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doctoral degree.

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Why CEOs might be killing your progress

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and how Tony's sneaky new project might be

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your clinic's new front door.

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Talking about what you're doing back on

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the website bandwagon.

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Plus, we've got some new sponsors,

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so we'll start with that.

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And we can't you can't say no to

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Dave loves the sponsors.

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Here's why I know,

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because he starts to giggle.

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So congratulations to our brand new

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sponsor, the Metrix Fairy.

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The Metrix Fairy,

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still chasing likes like it's, like it's,

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like it's, like it's, like it's,

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like it's, like it's, like it's,

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like it's,

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Visit metricsferry.biz.

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We're still doing .bizs.

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All right.

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Download her new KPI coloring book and

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finally learn what ROI stands for.

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Hint, it's not real on Instagram.

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The Metrics Ferry.

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So let's start with this.

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Live selling.

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I think we've mentioned three shows in a

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row that we were going to talk about

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live selling,

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and then we've almost done it at the

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end of three shows in a row.

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So we might get to it.

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So let's define what it is.

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I frame it as it's QVC on YouTube

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or QVC on a different app,

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like Gary V's pushing whatnot as this app.

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But live selling on TikTok is one of

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the biggest things in the world.

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Uh, it's being able to buy stuff.

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Hey, check out these AirPods.

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These are great.

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You'd be able to click and buy now.

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Uh,

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where do you guys see the opportunity for

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this?

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Or is this just something else to distract

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us from what we,

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what we're here to do to make money?

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Dave,

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have you seen any of the live selling

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stuff?

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I've seen it for the traditional like

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clothing and the traditional physical

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products.

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I haven't seen it for anything else.

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Um,

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I would love to kind of hear what

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you have in mind,

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whether it's the things that you're doing

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in your clinic with like basically the

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same products that you do,

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the unboxing videos and the product review

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videos.

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So it's the Heichi massage gun.

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I think,

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I think you Tony could do it.

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I think you can do it.

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almost today if you wanted to.

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I know you're very,

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I don't want to say bashful,

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you're very humble,

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but you are so comfortable in front of

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the camera.

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I think you could almost do it right

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away.

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So I would just love to kick it

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back to you and hear what are your

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thoughts around this whole thing?

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Yes,

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it's happening with physical products and

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stuff you can buy on Amazon or Timu

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or whatever,

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where it's like this sweatshirt or this

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home gadget, whatever, for your kitchen.

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But I think you were initially mentioning

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it for...

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health and wellness products that we could

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potentially do in physical therapy?

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What do you think?

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Yeah, it's like anything.

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There's a spectrum.

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You've got the QVC hard sell.

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Buy it now.

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You've got fifteen minutes.

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It's going off.

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You're never going to get it again.

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all the way to, I think,

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where we would be as professionals,

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it's more education-based.

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It's more, hey,

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come be a fly on the wall.

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Join me for this therapy session.

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I've got a great one for you guys

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today.

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I'm treating a patient who has...

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You're showing.

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OK,

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that's what has total knee replacement,

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twenty four hours post-op.

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I want you to see, you know,

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how I approach this, the tools we use,

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what we do.

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And so literally, it's just education.

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It's just teaching.

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It's the same thing that I did with.

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PT students during the pandemic,

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where I was like a virtual CI,

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they got on Zoom,

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they got on a HIPAA compliant video

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platform, just followed me around.

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And if I happen to use a piece

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of equipment, I'm like, yeah,

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this is my favorite,

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which it genuinely is.

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I buy this on Amazon,

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or the company sent it to me.

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And this is what we do with it.

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And this is how we use it.

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This goes all the way back to,

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you know,

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Rob Vining and Dave Kittle and PT Tech

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Talk talking about like,

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how you can get creative with stuff and

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MacGyver things around.

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So like the thing that got me started

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were these floor lift chairs.

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I love the idea of getting people off

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the ground who didn't get hurt,

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but they ended up on the floor.

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And these chairs are like five or six

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hundred dollars.

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They're amazing.

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They I just I looked on my my

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Did he freeze?

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Are you still there, Jimmy?

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Oh, sorry.

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I thought that was me.

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Yeah, he froze.

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What I'm doing,

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I thought I screwed that up.

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I'm on Whatnot right now.

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And essentially, I mean,

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what you're looking at is these dudes are

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just selling knives right now.

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So this is just like a point of

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view shot, right?

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But I'm guessing if I hit right... Oh,

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sorry.

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It's not even selling.

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These guys are bidding.

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This is an auction.

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So I know you can set it up

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differently.

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We're looking at Whatnot.

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That's a new app, right?

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That you're going to need to build traffic

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to.

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But there's also built in traffic.

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So you got these two things and it

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looks like you can bid on this like

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knife set right here and you've got a

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chat.

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So it's exactly what you'd think.

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It's live eBay.

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Like eBay is probably firing someone right

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now because they're like,

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how come you guys didn't think of this?

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Like you had the infrastructure,

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you had all these things and you could

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have done it, but you didn't.

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But that's the story, right?

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That's Kodak with digital cameras.

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How much of what I said did you

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get?

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Because I guess I picked up the network

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and that's where I got lost.

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Yeah, we got most of it.

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Right.

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So so you're thinking of, hey, listen,

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if I'm already suggesting this,

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if I'm again,

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if I'm saying this once to a patient

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and this is how it's done,

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I record it and then virtual Tony,

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virtual Dave Candy.

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Virtual,

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you are saying that potentially tens of

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thousands of times later.

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I actually looked up a phrase.

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We'll get to the phrase.

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I looked it up on YouTube and I

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scroll one thing down and it's Tony's

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video.

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And I scroll down again and it's Tony's

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video.

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And I scroll down again,

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it's Tony's video.

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I searched a generic term.

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I'll tell you what it is later.

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But Tony was not the first video,

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but he was the second, third and fourth.

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And if you know anything about track and

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field or swimming and how points are

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scored, second,

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third and fourth beats first.

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I like that because you're showing up in

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multiple places.

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Yeah.

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What's the search term?

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Why can't you tell us?

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I'm on the edge of my seat now.

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On the edge of your...

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That's called foreshadowing.

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And I didn't tell you what the search

00:08:51.537 --> 00:08:54.756
term was because... Oh, come on.

00:08:54.836 --> 00:08:56.398
Because it's one of our sponsors.

00:08:56.457 --> 00:08:57.398
I searched this term.

00:08:57.437 --> 00:08:58.758
It's the eight-minute rule.

00:08:59.418 --> 00:09:00.399
Are you serious?

00:09:00.438 --> 00:09:00.619
Wait,

00:09:00.658 --> 00:09:02.078
you seriously searched the eight-minute

00:09:02.099 --> 00:09:03.739
rule and Tony's videos came up for two,

00:09:03.759 --> 00:09:04.318
three, four, five, whatever.

00:09:04.359 --> 00:09:05.820
If you go to YouTube and you type

00:09:05.840 --> 00:09:07.220
in the eight-minute rule...

00:09:08.152 --> 00:09:11.013
Tony comes up like two, three, four,

00:09:11.092 --> 00:09:12.413
eight minute timer.

00:09:12.813 --> 00:09:14.073
If you have the eight minute rule in

00:09:14.094 --> 00:09:15.554
your life, you buy this.

00:09:15.595 --> 00:09:16.595
This solves your problem.

00:09:16.934 --> 00:09:18.475
You want to stretch eight minutes into

00:09:18.515 --> 00:09:18.975
forever.

00:09:19.296 --> 00:09:21.236
Grab the eight minute timer calibrated to

00:09:21.277 --> 00:09:22.378
move slower.

00:09:22.498 --> 00:09:24.337
Anytime your boss walks by comes with

00:09:24.378 --> 00:09:25.879
preloaded small talk prompts like,

00:09:25.958 --> 00:09:27.600
so do you play pickleball or hey,

00:09:27.620 --> 00:09:28.500
what are you doing this weekend?

00:09:28.840 --> 00:09:31.383
Or, hey, what did you do last weekend?

00:09:31.823 --> 00:09:33.325
Eightminuteenergy.com.

00:09:33.365 --> 00:09:35.047
Just use code, just bill it,

00:09:35.327 --> 00:09:36.849
and we'll throw in a stopwatch with a

00:09:36.929 --> 00:09:38.270
side of existential dread.

00:09:38.291 --> 00:09:39.793
The eight-minute timer.

00:09:40.033 --> 00:09:40.153
Yeah,

00:09:40.173 --> 00:09:41.214
I was looking up the eight-minute rule

00:09:41.234 --> 00:09:43.417
because there's a podcast that was just

00:09:43.476 --> 00:09:45.158
launched by a PT called

00:09:46.104 --> 00:09:47.845
called like the eight minute rule.

00:09:48.625 --> 00:09:49.865
And I saw it.

00:09:49.926 --> 00:09:50.606
I was like, this is great.

00:09:50.667 --> 00:09:51.827
All your episodes are eight minutes.

00:09:51.868 --> 00:09:52.827
And we get on a call to like

00:09:52.847 --> 00:09:53.469
sort of chop it up.

00:09:53.489 --> 00:09:55.009
And he was like, well, no,

00:09:55.029 --> 00:09:56.250
they're all longer than eight minutes.

00:09:56.291 --> 00:09:57.812
And I was like, no man,

00:09:57.932 --> 00:09:59.312
like seven minute abs.

00:09:59.572 --> 00:10:00.874
Like you just,

00:10:01.354 --> 00:10:03.654
just turn it off at eight minutes.

00:10:03.815 --> 00:10:05.155
Have a clock in the corner,

00:10:05.216 --> 00:10:05.956
have a clock.

00:10:06.517 --> 00:10:06.677
Right.

00:10:06.777 --> 00:10:09.238
Counting down, not up, down or up.

00:10:09.258 --> 00:10:09.778
It doesn't matter.

00:10:10.038 --> 00:10:11.899
But like you shut it off.

00:10:11.999 --> 00:10:12.980
And he was like, oh, yeah,

00:10:13.000 --> 00:10:13.779
we started that.

00:10:14.080 --> 00:10:15.179
I'm like, dude, I'm on your YouTube.

00:10:15.200 --> 00:10:16.760
Your your shortest video is eleven

00:10:16.780 --> 00:10:17.061
minutes.

00:10:17.380 --> 00:10:19.841
You violated the canon of the eight minute

00:10:19.881 --> 00:10:21.482
rule right out of the gate.

00:10:21.503 --> 00:10:22.543
But I think there's a lot of potential.

00:10:22.582 --> 00:10:23.864
So we'll get to Jordan and his eight

00:10:23.884 --> 00:10:25.083
minute rule podcast.

00:10:25.104 --> 00:10:25.663
But that's how I was.

00:10:25.683 --> 00:10:27.024
That's what I'm searching for.

00:10:27.245 --> 00:10:28.365
OK, so live selling.

00:10:28.585 --> 00:10:30.086
I was working out yesterday and I thought

00:10:30.125 --> 00:10:32.287
of you guys and this whole live selling

00:10:32.326 --> 00:10:32.547
idea.

00:10:32.567 --> 00:10:33.886
Maybe it was because we were, you know,

00:10:33.927 --> 00:10:35.768
it was like the night before this show.

00:10:36.211 --> 00:10:36.993
And I'm like, well,

00:10:37.033 --> 00:10:38.433
so Tony mentioned the live selling.

00:10:39.313 --> 00:10:40.914
He does it in a way with,

00:10:42.056 --> 00:10:43.116
you kind of do it a little bit

00:10:43.136 --> 00:10:44.057
with some of these videos,

00:10:44.778 --> 00:10:45.798
but I know you're not going to be,

00:10:45.898 --> 00:10:47.038
so Tony is just not going to be

00:10:47.178 --> 00:10:49.421
overly salesy.

00:10:49.480 --> 00:10:51.621
He's not going to go like crazy tonality

00:10:51.662 --> 00:10:53.123
the way I'll go through the roots

00:10:53.163 --> 00:10:54.043
sometimes, you know?

00:10:54.683 --> 00:10:56.044
But I was thinking like,

00:10:56.686 --> 00:10:58.025
and I think one of you floated this.

00:10:58.126 --> 00:10:58.846
Let me, I want to just,

00:10:58.947 --> 00:10:59.967
I want to just clarify.

00:11:00.567 --> 00:11:01.629
Did one of you float

00:11:02.393 --> 00:11:04.734
us live selling stuff on the show was

00:11:04.754 --> 00:11:07.434
that floated yes we're gonna do that we're

00:11:07.455 --> 00:11:08.716
gonna do that you know we're gonna do

00:11:08.755 --> 00:11:10.897
that eventually so my idea and i'm working

00:11:11.116 --> 00:11:12.336
on it with some people in the background

00:11:12.356 --> 00:11:13.278
because there's a bunch of people who

00:11:13.298 --> 00:11:15.298
could benefit from this so i won't reveal

00:11:15.339 --> 00:11:16.259
who it is because i want to keep

00:11:16.278 --> 00:11:18.200
it sort of secret till we pop it

00:11:18.279 --> 00:11:20.321
right this is this is ptqvc

00:11:21.453 --> 00:11:21.714
Again,

00:11:22.094 --> 00:11:23.894
just give me an idea that I understand,

00:11:23.955 --> 00:11:24.975
although I think a lot of kids probably

00:11:24.995 --> 00:11:26.115
don't even know what QVC is.

00:11:26.535 --> 00:11:28.876
It's quality, value, something else.

00:11:28.917 --> 00:11:30.658
It's TV when they sold stuff to you.

00:11:31.498 --> 00:11:34.599
My grandmother, my mother,

00:11:34.719 --> 00:11:37.440
and my aunts would call each other on

00:11:37.460 --> 00:11:40.480
a group call and watch QVC at the

00:11:40.520 --> 00:11:41.081
same time.

00:11:41.642 --> 00:11:41.902
Wow.

00:11:42.241 --> 00:11:42.902
Oh, that's nice.

00:11:43.162 --> 00:11:44.423
We should get that for Aunt Bessie.

00:11:44.503 --> 00:11:45.763
Aunt Bessie would love that.

00:11:45.783 --> 00:11:47.903
That's oh, look at that necklace.

00:11:48.224 --> 00:11:48.384
Right.

00:11:49.423 --> 00:11:50.624
Look what we just did there because they

00:11:50.664 --> 00:11:51.705
lived in different parts of the country.

00:11:52.144 --> 00:11:56.206
So this is bringing the option to purchase

00:11:56.245 --> 00:11:59.206
something directly where you are in the

00:11:59.246 --> 00:11:59.606
moment.

00:11:59.907 --> 00:12:02.268
We have almost almost gone full circle.

00:12:03.666 --> 00:12:05.547
back to what we did fifteen years ago

00:12:05.606 --> 00:12:07.008
someone actually had a post like a whole

00:12:07.028 --> 00:12:08.227
month ago i made fun of it which

00:12:08.288 --> 00:12:10.009
was you know we should do we should

00:12:10.028 --> 00:12:11.970
put all the streaming platforms on one

00:12:12.009 --> 00:12:14.291
platform and then just pay for access for

00:12:14.311 --> 00:12:15.410
that is like you invented people

00:12:15.431 --> 00:12:18.633
congratulations someone a year ago was

00:12:18.692 --> 00:12:21.474
like you'll be fun is we could all

00:12:21.754 --> 00:12:24.355
know who we're listening to listening to

00:12:24.475 --> 00:12:26.155
the same podcast at the same time as

00:12:26.416 --> 00:12:28.057
you just invented radio that's we used to

00:12:28.096 --> 00:12:29.256
do that we went away from it because

00:12:29.277 --> 00:12:29.998
you don't want that

00:12:30.597 --> 00:12:31.398
But that's where you just,

00:12:31.739 --> 00:12:33.078
everything is full circle.

00:12:33.178 --> 00:12:35.419
Bell bottoms are in, then they're stupid,

00:12:35.440 --> 00:12:37.860
then they're in again, people.

00:12:37.880 --> 00:12:39.562
The other thing that I think viewers need

00:12:39.581 --> 00:12:42.582
to consider is we understand live selling

00:12:42.663 --> 00:12:43.484
as products,

00:12:43.563 --> 00:12:45.384
but it's just as easy to sell a

00:12:45.404 --> 00:12:46.245
service, you know?

00:12:46.284 --> 00:12:47.985
And that's where we go back to, like,

00:12:48.525 --> 00:12:49.306
I watched Dave,

00:12:49.407 --> 00:12:51.427
I saw your video of a client on

00:12:51.466 --> 00:12:53.948
the bed doing some upper body stuff.

00:12:53.989 --> 00:12:54.328
I saw that.

00:12:55.089 --> 00:12:55.769
I was there.

00:12:55.928 --> 00:12:57.389
I was in the room.

00:12:57.629 --> 00:12:59.591
I was part of that experience.

00:12:59.730 --> 00:13:02.471
And so you could just as easily sell

00:13:02.511 --> 00:13:05.153
the service of a session with you or

00:13:05.173 --> 00:13:06.893
a consultation over the phone.

00:13:07.393 --> 00:13:09.114
Or I feel like my PT doesn't know

00:13:09.134 --> 00:13:09.933
what he's doing.

00:13:10.333 --> 00:13:12.075
I'm going to call Dave just to see

00:13:12.195 --> 00:13:13.975
if I'm on the right track or not.

00:13:14.096 --> 00:13:16.096
All of these things are totally doable.

00:13:16.716 --> 00:13:18.317
And I think what you get with live,

00:13:18.836 --> 00:13:20.077
it's not like...

00:13:20.658 --> 00:13:21.717
prefabricated.

00:13:21.758 --> 00:13:22.938
You don't have to worry about lighting.

00:13:22.979 --> 00:13:24.038
You can make mistakes.

00:13:24.479 --> 00:13:28.681
The pressure is gone from a prefabricated

00:13:28.740 --> 00:13:29.181
video.

00:13:29.221 --> 00:13:31.160
You just go out and start talking.

00:13:31.701 --> 00:13:33.322
Even if you mess it up, nobody cares.

00:13:33.361 --> 00:13:33.761
It's a lie.

00:13:33.782 --> 00:13:33.902
Yeah.

00:13:34.381 --> 00:13:34.802
Who cares?

00:13:34.903 --> 00:13:35.302
Honestly,

00:13:35.602 --> 00:13:37.864
like I've talked more people out of

00:13:38.043 --> 00:13:41.245
editing podcasts or videos and into like

00:13:42.371 --> 00:13:43.993
It's easier with the academics because I'm

00:13:44.013 --> 00:13:45.374
like, when you give class,

00:13:45.394 --> 00:13:46.815
do you stop the class if you mess

00:13:46.955 --> 00:13:48.135
up and be like, oh, come on,

00:13:48.196 --> 00:13:48.995
pretend I didn't say that.

00:13:49.375 --> 00:13:50.998
Let's go back to the previous sentence.

00:13:51.077 --> 00:13:51.557
No, of course not.

00:13:51.577 --> 00:13:52.158
That's stupid.

00:13:52.658 --> 00:13:54.740
Human brains can do the edit in real

00:13:54.779 --> 00:13:55.039
time.

00:13:55.080 --> 00:13:55.399
Got it.

00:13:55.419 --> 00:13:56.421
That wasn't supposed to be there.

00:13:56.441 --> 00:13:57.261
Okay, moving on.

00:13:57.601 --> 00:13:59.102
This is not a song that's going to

00:13:59.123 --> 00:14:00.043
hopefully win a Grammy.

00:14:00.163 --> 00:14:00.844
This is live.

00:14:01.264 --> 00:14:02.845
This is where time and space matter.

00:14:02.884 --> 00:14:03.966
You have to be at this app.

00:14:04.446 --> 00:14:06.506
this time watching this thing to get that

00:14:06.886 --> 00:14:07.288
deal.

00:14:07.508 --> 00:14:08.587
People love this.

00:14:08.788 --> 00:14:09.928
Even when we know it's a trick,

00:14:10.028 --> 00:14:12.230
go to Amazon three remaining.

00:14:12.471 --> 00:14:13.610
I better buy it now.

00:14:13.890 --> 00:14:16.373
Cause what comes after three, two, one,

00:14:16.533 --> 00:14:18.614
and then zero, zero means I lose.

00:14:20.495 --> 00:14:22.495
Oh, we, so I, Tony, though,

00:14:22.796 --> 00:14:23.736
I knew you were going to say it,

00:14:23.756 --> 00:14:25.778
uh, services, not just physical products.

00:14:25.798 --> 00:14:26.639
That's why I asked it.

00:14:26.658 --> 00:14:28.178
So I already had that on my head.

00:14:28.259 --> 00:14:30.760
I know you mentioned, uh, you might be,

00:14:30.780 --> 00:14:30.880
uh,

00:14:31.558 --> 00:14:33.080
phasing out one of your are you phasing

00:14:33.120 --> 00:14:35.301
out the medicare course the or some other

00:14:35.341 --> 00:14:37.301
course or something you said you or me

00:14:37.861 --> 00:14:39.162
and then but then i saw a post

00:14:39.182 --> 00:14:40.582
where you might be bringing another course

00:14:40.602 --> 00:14:42.442
back or whatever so like that could be

00:14:43.144 --> 00:14:44.823
on here but what are the what are

00:14:44.844 --> 00:14:47.065
the pros and cons of when you guys

00:14:47.105 --> 00:14:49.745
saying floating the idea of live selling

00:14:50.547 --> 00:14:53.628
would it be pitching and selling stuff to

00:14:53.668 --> 00:14:55.129
the audience which is typically physical

00:14:55.168 --> 00:14:56.048
therapists at this point

00:14:56.738 --> 00:14:57.678
which is a smaller audience,

00:14:57.719 --> 00:14:59.782
but maybe more targeted.

00:15:00.682 --> 00:15:02.785
Or the mass public of like, hey,

00:15:03.245 --> 00:15:04.788
check out this new massage gun that Tony's

00:15:04.868 --> 00:15:05.708
using in his office.

00:15:06.450 --> 00:15:07.491
Some PTs might buy it,

00:15:07.772 --> 00:15:09.094
but there's way more...

00:15:09.830 --> 00:15:12.110
you know public out there that you can

00:15:12.309 --> 00:15:14.750
we could show them so but so how

00:15:14.791 --> 00:15:16.530
can you how can you do both you

00:15:16.551 --> 00:15:18.192
do it on different channels like who the

00:15:18.292 --> 00:15:20.111
audience is for that channel like i

00:15:20.172 --> 00:15:22.673
wouldn't sell uh victoria's secret

00:15:22.732 --> 00:15:24.472
underwear on espn actually that might

00:15:24.493 --> 00:15:25.773
actually work but you see what i mean

00:15:25.812 --> 00:15:28.313
like sports guys but also that's like

00:15:28.374 --> 00:15:29.874
wrapping paper selling wrapping paper to

00:15:29.894 --> 00:15:32.293
the sports guys um different audiences

00:15:32.333 --> 00:15:34.355
like tony's medicare channel is talking to

00:15:34.394 --> 00:15:35.095
clinicians

00:15:35.554 --> 00:15:37.076
Because it's learning how to bill

00:15:37.155 --> 00:15:37.897
Medicare.

00:15:38.136 --> 00:15:39.999
People who have Medicare don't care about

00:15:40.038 --> 00:15:40.178
that.

00:15:40.198 --> 00:15:41.179
That's a PT problem.

00:15:41.640 --> 00:15:42.942
But a public-facing channel,

00:15:42.981 --> 00:15:43.442
you could sell.

00:15:43.621 --> 00:15:44.844
This is B to B or B to

00:15:44.864 --> 00:15:45.644
C is the answer.

00:15:45.965 --> 00:15:48.267
But who's the audience for the channel?

00:15:48.547 --> 00:15:49.427
And that's how you decide.

00:15:49.687 --> 00:15:50.989
I think you could do both, though.

00:15:51.229 --> 00:15:52.650
Do you guys know Stroops?

00:15:52.730 --> 00:15:54.491
I think I asked this the other day.

00:15:55.293 --> 00:15:56.514
This guy, I did an episode with him.

00:15:56.634 --> 00:15:58.977
Sean Harker's nuts in all the right ways.

00:15:59.018 --> 00:16:00.580
Like this guy is off the wall.

00:16:00.620 --> 00:16:02.423
He's like my energy with some ideas,

00:16:02.663 --> 00:16:04.044
but he knows how to build stuff.

00:16:04.265 --> 00:16:05.527
Like he can take the idea and make

00:16:05.547 --> 00:16:06.629
a physical product out of it.

00:16:07.070 --> 00:16:08.772
For him, he could go business to consumer.

00:16:09.011 --> 00:16:09.373
Like, hey,

00:16:09.393 --> 00:16:10.394
do you want to build a home gym?

00:16:11.095 --> 00:16:11.294
Like,

00:16:11.414 --> 00:16:12.735
here's the seven things you should have in

00:16:12.754 --> 00:16:13.655
your home gym to start.

00:16:13.696 --> 00:16:15.076
And he could walk over to the squat

00:16:15.115 --> 00:16:16.996
rack that he built and the straps that

00:16:17.037 --> 00:16:18.576
he built and the thing that he built

00:16:18.596 --> 00:16:19.716
and the other thing in the curved

00:16:19.736 --> 00:16:20.636
treadmill that he built.

00:16:21.118 --> 00:16:22.317
Or you could just have a different

00:16:22.337 --> 00:16:23.298
channel, different audience,

00:16:23.577 --> 00:16:25.219
different headline, different thumbnail.

00:16:25.318 --> 00:16:27.298
Even I think would tell people, hey,

00:16:27.339 --> 00:16:28.899
do you run a physical therapy clinic and

00:16:28.919 --> 00:16:30.779
you just you don't want to get hosed

00:16:30.820 --> 00:16:32.299
by paying rogue prices?

00:16:32.639 --> 00:16:32.941
Great.

00:16:33.020 --> 00:16:33.400
Perfect.

00:16:33.480 --> 00:16:34.760
I have better stuff at home.

00:16:35.041 --> 00:16:36.722
at less because you're not going to pay

00:16:36.743 --> 00:16:37.403
for the label here.

00:16:37.683 --> 00:16:38.764
Let me show you how to outfit your

00:16:38.825 --> 00:16:40.787
PT clinic for less than a thousand

00:16:40.826 --> 00:16:41.167
dollars.

00:16:41.366 --> 00:16:41.967
Boom, boom, boom.

00:16:42.028 --> 00:16:42.808
And you're like, you know what?

00:16:43.328 --> 00:16:43.789
There's the,

00:16:43.809 --> 00:16:45.110
there's the line from Futurama.

00:16:45.510 --> 00:16:46.011
Take my money.

00:16:48.923 --> 00:16:50.783
I think it could be different channels.

00:16:50.924 --> 00:16:52.225
I think it could also be the same

00:16:52.264 --> 00:16:52.666
challenge.

00:16:52.686 --> 00:16:54.386
This has been a concept that a lot

00:16:54.427 --> 00:16:55.668
of guys have been talking about.

00:16:56.327 --> 00:16:59.029
The algorithm has gotten good enough that

00:16:59.230 --> 00:17:01.150
you don't need to make separate channels

00:17:01.211 --> 00:17:01.611
anymore.

00:17:01.652 --> 00:17:04.053
If I make something where I'm talking to

00:17:04.113 --> 00:17:06.454
other practice owners about the floor lift

00:17:06.474 --> 00:17:08.596
chair and about how I use it,

00:17:08.695 --> 00:17:09.517
what I do with it,

00:17:09.537 --> 00:17:10.998
how I use it in my clinic,

00:17:11.038 --> 00:17:12.278
how I sell it to clients.

00:17:13.266 --> 00:17:15.046
It's targeting practice owners,

00:17:15.125 --> 00:17:16.866
even though that's a small audience.

00:17:17.406 --> 00:17:19.086
I think I could probably put that on

00:17:19.126 --> 00:17:22.228
the same channel as content that's direct

00:17:22.248 --> 00:17:22.907
to consumer.

00:17:23.828 --> 00:17:26.628
And the people who are looking for total

00:17:26.648 --> 00:17:29.349
knee replacement content won't be shown

00:17:29.890 --> 00:17:31.509
the video that's intended for other

00:17:31.549 --> 00:17:32.351
practice owners.

00:17:32.790 --> 00:17:35.371
The algorithm will split that and kind of

00:17:35.411 --> 00:17:37.592
direct it to the appropriate audiences,

00:17:37.751 --> 00:17:38.872
even on the same channel.

00:17:39.471 --> 00:17:40.613
I'm not comfortable with that.

00:17:40.673 --> 00:17:41.413
I don't like that.

00:17:42.393 --> 00:17:47.075
We talked about what was the flyer that

00:17:47.115 --> 00:17:49.396
got shared about charging dollars.

00:17:49.856 --> 00:17:51.837
Jimmy tagged me as a collaborator.

00:17:51.998 --> 00:17:54.598
It showed up on my Instagram and I

00:17:54.618 --> 00:17:55.940
kind of knew it was gonna.

00:17:56.539 --> 00:17:58.500
It made me uncomfortable because nothing

00:17:58.560 --> 00:18:00.842
on my Instagram is for other therapists.

00:18:00.981 --> 00:18:03.324
Everything on my Instagram is for the

00:18:03.364 --> 00:18:04.463
general population.

00:18:04.483 --> 00:18:05.424
Got it.

00:18:05.444 --> 00:18:06.184
But it didn't matter.

00:18:06.224 --> 00:18:07.965
It still got like three or four thousand

00:18:08.006 --> 00:18:09.626
views on my Instagram.

00:18:10.747 --> 00:18:12.188
uh so i was like yeah who cares

00:18:12.307 --> 00:18:14.228
let's just see what happens yeah i mean

00:18:14.248 --> 00:18:15.709
a lot of this is i'm gonna look

00:18:15.729 --> 00:18:17.890
deep in the camera here guys a lot

00:18:17.930 --> 00:18:19.529
of this is just trying some stuff and

00:18:19.549 --> 00:18:21.230
see what happens like that's why i loved

00:18:21.270 --> 00:18:22.911
being a radio like i'd be out at

00:18:22.951 --> 00:18:25.311
a bar with like the the engineers the

00:18:25.352 --> 00:18:27.333
guys who helped me put on radio right

00:18:27.353 --> 00:18:28.653
in the background and we'd be like you

00:18:28.673 --> 00:18:30.413
know you should do we should do this

00:18:30.433 --> 00:18:31.894
and this this and monday we'd just do

00:18:31.933 --> 00:18:33.815
it and by thursday we'd like kind of

00:18:33.835 --> 00:18:35.394
figure out like does this is this have

00:18:35.474 --> 00:18:37.036
legs or does this suck and then we

00:18:37.056 --> 00:18:38.656
just tried again and i remember being like

00:18:40.382 --> 00:18:42.123
I better hope no one figures out that

00:18:42.143 --> 00:18:43.403
I'm just making this stuff up.

00:18:43.463 --> 00:18:44.464
And then like a couple of years later,

00:18:44.484 --> 00:18:45.944
I'm like, oh, everyone's making this up.

00:18:46.045 --> 00:18:47.046
Everyone's making this up.

00:18:47.086 --> 00:18:47.645
We're just figuring.

00:18:47.886 --> 00:18:49.448
But what the magic is,

00:18:49.468 --> 00:18:51.409
is the paying attention to how it works

00:18:51.568 --> 00:18:52.388
or doesn't work.

00:18:53.390 --> 00:18:55.611
Teasing the lessons out of that and then

00:18:55.691 --> 00:18:57.952
taking that on to the next project.

00:18:57.992 --> 00:19:00.034
People say going back to the drawing

00:19:00.054 --> 00:19:00.273
board.

00:19:00.294 --> 00:19:01.634
I'm like, that's a negative.

00:19:01.654 --> 00:19:01.855
I'm like,

00:19:01.954 --> 00:19:03.516
I freaking love that because I'm going

00:19:03.556 --> 00:19:05.696
back to a drawing board with knowledge.

00:19:05.737 --> 00:19:07.357
I didn't have the first the last time

00:19:07.417 --> 00:19:08.398
I was at the drawing board.

00:19:08.719 --> 00:19:09.579
I got better weapons.

00:19:11.009 --> 00:19:12.090
So, Tony,

00:19:12.371 --> 00:19:14.432
let's wrap this up or let's sum this

00:19:14.512 --> 00:19:15.032
idea up.

00:19:16.354 --> 00:19:18.296
My pitch is I've got someone,

00:19:18.375 --> 00:19:19.636
we've got a couple people that we know

00:19:19.656 --> 00:19:20.257
in our network.

00:19:20.656 --> 00:19:22.137
I want a low, medium, high.

00:19:22.598 --> 00:19:24.240
I want a twenty dollar item.

00:19:24.759 --> 00:19:26.201
I want a two hundred dollar item.

00:19:26.221 --> 00:19:27.662
I want a two thousand dollar item.

00:19:28.123 --> 00:19:29.123
I want them on the same show.

00:19:29.463 --> 00:19:30.564
And I want to be like, here's this.

00:19:30.765 --> 00:19:31.164
But then it's.

00:19:32.267 --> 00:19:34.107
You can do a bunch of different paradigms.

00:19:34.327 --> 00:19:35.667
What I'm going to do is go to

00:19:35.688 --> 00:19:37.449
YouTube and watch an old episode of QVC

00:19:37.469 --> 00:19:37.969
for an hour.

00:19:39.169 --> 00:19:41.230
I'm going to go full tongue-in-cheek,

00:19:41.329 --> 00:19:41.609
right?

00:19:41.890 --> 00:19:43.009
But I'm going to watch their patterns.

00:19:43.269 --> 00:19:44.030
Dave even mentioned it.

00:19:44.230 --> 00:19:46.730
Why do they have those changes in

00:19:46.770 --> 00:19:47.412
tonality?

00:19:47.711 --> 00:19:49.692
Because our brains brain that way, right?

00:19:49.951 --> 00:19:50.512
It just does.

00:19:51.673 --> 00:19:52.512
And people call in.

00:19:52.932 --> 00:19:53.393
Correct.

00:19:53.773 --> 00:19:54.814
Yes, we could do call-ins.

00:19:55.413 --> 00:19:57.277
Why do people talk to baby?

00:19:57.597 --> 00:19:58.419
Oh, why do baby?

00:19:58.618 --> 00:20:00.221
Why do we talk to babies like this?

00:20:00.241 --> 00:20:01.723
No one taught us to do that,

00:20:01.743 --> 00:20:02.645
but babies react.

00:20:02.786 --> 00:20:04.509
So we say, the more I talk,

00:20:04.528 --> 00:20:05.170
the more react.

00:20:05.210 --> 00:20:06.090
The more I talk like this,

00:20:06.111 --> 00:20:06.471
the more react.

00:20:07.053 --> 00:20:08.855
It's the same for trying to convince or

00:20:08.894 --> 00:20:09.777
persuade or sell.

00:20:10.718 --> 00:20:11.519
I again,

00:20:12.098 --> 00:20:13.359
I just want to see if this works.

00:20:13.779 --> 00:20:15.141
I think we know it does because we

00:20:15.181 --> 00:20:18.143
have we have we have previous examples of

00:20:18.183 --> 00:20:18.683
it working.

00:20:18.983 --> 00:20:20.845
But now is the delivery smooth?

00:20:21.086 --> 00:20:22.946
Is the time of Tony doing a live

00:20:22.987 --> 00:20:24.827
stream for an hour?

00:20:25.269 --> 00:20:26.869
Is the juice worth the squeeze?

00:20:27.089 --> 00:20:28.631
Could it be worth the squeeze in six

00:20:28.671 --> 00:20:29.971
days, six weeks, six months?

00:20:30.311 --> 00:20:31.893
If you tune the right channel the right

00:20:31.932 --> 00:20:32.114
way?

00:20:32.134 --> 00:20:33.994
I think the answer is yes.

00:20:34.035 --> 00:20:35.536
There's a lot of things that Gary V

00:20:35.756 --> 00:20:36.317
picks that I'm.

00:20:36.936 --> 00:20:38.436
for a lot that I'm like, eh,

00:20:38.457 --> 00:20:38.877
not so much.

00:20:40.178 --> 00:20:40.657
Think NFTs.

00:20:40.698 --> 00:20:41.938
I mean,

00:20:42.258 --> 00:20:43.179
maybe that's going to- That was a bust.

00:20:43.199 --> 00:20:44.898
That was a harvest of busts.

00:20:44.919 --> 00:20:45.499
I never saw it.

00:20:45.578 --> 00:20:46.259
I got to be honest with you.

00:20:46.279 --> 00:20:48.220
I was like, huh, he's really excited,

00:20:48.259 --> 00:20:49.740
but I don't understand why I'm buying.

00:20:50.240 --> 00:20:50.661
But anyway,

00:20:50.740 --> 00:20:51.840
maybe I'm not seeing it in the future,

00:20:52.401 --> 00:20:53.942
which is true about everything.

00:20:54.842 --> 00:20:55.721
This will be a thing.

00:20:56.041 --> 00:20:57.482
Someone's going to figure it out in six

00:20:57.563 --> 00:20:57.843
months.

00:20:57.942 --> 00:20:59.502
You could figure out six days from now,

00:20:59.702 --> 00:21:01.284
and that's called first mover advantage.

00:21:01.824 --> 00:21:04.805
Do we want to go to another topic?

00:21:04.865 --> 00:21:06.244
Yeah, grab Dave's topic.

00:21:06.678 --> 00:21:07.337
Oh, Dave's topic.

00:21:07.417 --> 00:21:07.657
Yes.

00:21:07.817 --> 00:21:08.057
Okay.

00:21:09.239 --> 00:21:10.818
So Dave's topic was, Dave,

00:21:10.838 --> 00:21:13.019
you tee it up.

00:21:13.039 --> 00:21:14.099
So I sent you guys a thing about

00:21:14.160 --> 00:21:15.279
the home healthcare.

00:21:15.339 --> 00:21:15.780
And then there was,

00:21:15.820 --> 00:21:16.941
I think there was something else I sent

00:21:16.961 --> 00:21:17.361
yesterday.

00:21:17.381 --> 00:21:19.041
It was the home health one I was

00:21:19.082 --> 00:21:19.481
talking about.

00:21:19.501 --> 00:21:20.261
I thought that was a good one.

00:21:21.342 --> 00:21:21.521
Yeah.

00:21:21.541 --> 00:21:22.603
So there was something about,

00:21:22.623 --> 00:21:25.722
this is a Washington Post article about

00:21:25.782 --> 00:21:27.364
the challenges of home healthcare.

00:21:27.423 --> 00:21:29.324
So typically we're talking about like home

00:21:29.344 --> 00:21:31.224
health aides and folks that are

00:21:32.513 --> 00:21:34.816
working with the older population in their

00:21:34.836 --> 00:21:36.778
homes for extended periods of time,

00:21:36.837 --> 00:21:38.019
typically eight hours a day,

00:21:38.058 --> 00:21:39.720
sometimes twelve hours a day or live in

00:21:40.421 --> 00:21:41.382
twenty four hours a day.

00:21:42.182 --> 00:21:44.625
And so the challenge with this and not

00:21:44.644 --> 00:21:45.265
to get political,

00:21:45.305 --> 00:21:46.685
but there is a little bit of a

00:21:47.047 --> 00:21:49.449
component of like, you know,

00:21:49.489 --> 00:21:49.709
with

00:21:50.512 --> 00:21:52.835
not having enough uh talent coming into

00:21:52.875 --> 00:21:54.856
the us potentially because of political

00:21:54.896 --> 00:21:59.220
reasons um the cost of it there's less

00:21:59.259 --> 00:22:00.421
and less it seems like there's less and

00:22:00.441 --> 00:22:02.603
less coverage for it whether it's your

00:22:02.663 --> 00:22:05.105
traditional insurance your i don't even

00:22:05.125 --> 00:22:06.586
know whatever whatever it is medicare

00:22:06.625 --> 00:22:09.228
medicare part a i know that there are

00:22:09.347 --> 00:22:12.070
some of the these life insurance policies

00:22:12.111 --> 00:22:13.571
like john hancock and some of these others

00:22:13.592 --> 00:22:14.992
that we've had patients over the years

00:22:15.053 --> 00:22:16.534
where they've used some of these life

00:22:16.574 --> 00:22:18.316
insurance policies that i think contribute

00:22:18.355 --> 00:22:19.576
and pay for some of these home health

00:22:19.616 --> 00:22:19.817
care

00:22:20.817 --> 00:22:22.898
And then historically,

00:22:22.959 --> 00:22:26.221
we've actually had patients call in where

00:22:26.260 --> 00:22:27.882
they're like, oh, it's a son or daughter.

00:22:27.961 --> 00:22:29.423
The son or daughter is, you know,

00:22:29.462 --> 00:22:31.664
fifty or sixty and their mother or father

00:22:31.684 --> 00:22:33.165
is being discharged today from the

00:22:33.205 --> 00:22:33.546
hospital.

00:22:33.586 --> 00:22:34.747
And they're like, oh, my gosh,

00:22:34.787 --> 00:22:36.028
we need everything tomorrow.

00:22:36.087 --> 00:22:37.808
Like and the social workers help a little

00:22:37.848 --> 00:22:38.809
bit from these hospitals.

00:22:39.269 --> 00:22:40.691
they kind of help with like, okay,

00:22:40.711 --> 00:22:41.510
do they need a commode?

00:22:41.530 --> 00:22:42.311
We have to order that.

00:22:42.811 --> 00:22:43.852
Let's order other things and get it

00:22:43.872 --> 00:22:44.512
shipped to the house,

00:22:44.532 --> 00:22:47.614
which goes back to potentially live

00:22:47.634 --> 00:22:47.933
selling.

00:22:48.755 --> 00:22:52.757
But the home healthcare situation is

00:22:52.797 --> 00:22:54.237
challenging because of staffing,

00:22:54.277 --> 00:22:57.318
because of the rates that these agencies

00:22:57.338 --> 00:22:58.419
and these companies typically pay,

00:22:58.439 --> 00:23:00.721
which is most of the time minimum wage.

00:23:01.260 --> 00:23:03.142
I have no idea how someone can do

00:23:03.162 --> 00:23:05.242
this in New York City and live on

00:23:05.722 --> 00:23:06.603
what's minimum wage now?

00:23:07.044 --> 00:23:08.683
Is it, is it, is it, is it,

00:23:08.963 --> 00:23:11.786
is it, is it, is it, is it,

00:23:11.965 --> 00:23:15.386
is it, is it, is it, is it,

00:23:15.406 --> 00:23:16.607
is it, is it,

00:23:32.515 --> 00:23:35.217
have a big marketing funnel at the top.

00:23:35.277 --> 00:23:38.238
They teach individuals how to become home

00:23:38.258 --> 00:23:39.558
health aides and they get them certified,

00:23:39.578 --> 00:23:40.459
whatever the process is.

00:23:40.479 --> 00:23:41.519
It's not that long,

00:23:41.940 --> 00:23:43.780
whether it's a CNA certified nursing

00:23:43.800 --> 00:23:45.882
assistant or it's an HHA home health

00:23:45.942 --> 00:23:47.383
assistant or home health attendant,

00:23:47.403 --> 00:23:47.722
whatever.

00:23:48.784 --> 00:23:50.744
A lot of these companies teach individuals

00:23:51.806 --> 00:23:52.625
federal minimum wages.

00:23:52.885 --> 00:23:54.106
Yeah, that's crazy low,

00:23:54.146 --> 00:23:55.067
but it is what it is.

00:23:55.227 --> 00:23:56.248
And then New York,

00:23:56.982 --> 00:23:58.703
Sixteen fifty or whatever you just said.

00:23:58.763 --> 00:24:03.048
So there is such a there's such and

00:24:03.127 --> 00:24:05.410
I'm basically I have like two clients.

00:24:05.430 --> 00:24:06.569
I'm basically out of patient care,

00:24:06.589 --> 00:24:08.692
but I'm covering one of my therapist

00:24:08.711 --> 00:24:09.692
clients right now.

00:24:10.614 --> 00:24:11.693
And there's such a swing.

00:24:11.713 --> 00:24:14.276
There's such a wide variety of individuals

00:24:14.457 --> 00:24:17.479
and their willingness to help the client.

00:24:18.435 --> 00:24:20.897
between when I'm there Monday versus when

00:24:20.917 --> 00:24:21.518
I'm there Friday.

00:24:21.557 --> 00:24:23.380
Like it's, there's like three or four,

00:24:23.640 --> 00:24:25.080
there's different home health aides

00:24:25.141 --> 00:24:25.560
overnight.

00:24:25.601 --> 00:24:26.201
There's different home,

00:24:26.942 --> 00:24:28.063
different home health aides throughout the

00:24:28.083 --> 00:24:28.323
week.

00:24:28.943 --> 00:24:30.944
And this patient,

00:24:30.964 --> 00:24:33.787
this family could absolutely pay out of

00:24:33.807 --> 00:24:36.910
pocket for like someone who is like way

00:24:36.930 --> 00:24:38.971
more motivated and like,

00:24:39.010 --> 00:24:40.652
but not everyone has that budget.

00:24:40.692 --> 00:24:41.593
Not everyone has that money.

00:24:41.633 --> 00:24:41.873
And this,

00:24:41.952 --> 00:24:43.875
this family still decides to use these

00:24:43.934 --> 00:24:44.375
agencies.

00:24:45.596 --> 00:24:45.675
And,

00:24:46.770 --> 00:24:49.093
It's something that I wanted to bring up

00:24:49.153 --> 00:24:50.834
also because I know Jimmy can kind of

00:24:50.854 --> 00:24:51.454
speak to this.

00:24:51.654 --> 00:24:52.915
He went through a bunch of stuff with

00:24:53.496 --> 00:24:54.336
Jimmy, with your father,

00:24:54.457 --> 00:24:57.878
and the challenges with home health

00:24:57.919 --> 00:24:59.540
services and someone with immobility.

00:24:59.601 --> 00:25:00.821
So I wanted to bring it up also

00:25:00.842 --> 00:25:01.761
because it's in my world.

00:25:02.041 --> 00:25:03.824
It's kind of like very prominent in our

00:25:03.844 --> 00:25:05.545
world for folks that are, you know,

00:25:05.625 --> 00:25:05.924
seventy,

00:25:06.025 --> 00:25:08.267
eighty year old plus or they're coming out

00:25:08.287 --> 00:25:09.508
of a, you know, coming off a stroke,

00:25:09.528 --> 00:25:10.307
coming out of a hospital,

00:25:10.449 --> 00:25:10.949
things like that.

00:25:11.576 --> 00:25:12.297
The way I looked at this,

00:25:12.336 --> 00:25:13.156
I was like, oh,

00:25:13.176 --> 00:25:14.198
we're going to have a good discussion

00:25:14.238 --> 00:25:15.578
because everyone's looking at this

00:25:15.598 --> 00:25:17.680
thinking it has to be a nurse or

00:25:17.700 --> 00:25:19.040
it has to be a home health aide.

00:25:19.201 --> 00:25:19.461
I'm like,

00:25:19.480 --> 00:25:21.142
it has to be a person who has

00:25:21.182 --> 00:25:23.983
the willingness to do this qualifications.

00:25:24.463 --> 00:25:24.584
I mean,

00:25:24.604 --> 00:25:25.904
I'm sure there's certain things if you're

00:25:25.924 --> 00:25:27.066
going to bill for certain things,

00:25:27.385 --> 00:25:29.007
it's someone else's rules, right?

00:25:29.027 --> 00:25:29.928
If you're going to bill for this,

00:25:29.948 --> 00:25:31.148
you have to have these qualifications to

00:25:31.169 --> 00:25:32.209
be credentialed.

00:25:32.509 --> 00:25:32.890
Great.

00:25:33.997 --> 00:25:35.238
People buy solutions.

00:25:35.657 --> 00:25:36.738
People don't buy credentials.

00:25:37.137 --> 00:25:41.940
So, hey, guy, John Doe, PT, DPT, OCS,

00:25:42.119 --> 00:25:44.861
SCS, GFC, all the things.

00:25:45.260 --> 00:25:45.821
Great.

00:25:46.501 --> 00:25:47.882
I need you to deliver this thing.

00:25:48.022 --> 00:25:48.982
I don't even know what the thing is.

00:25:49.002 --> 00:25:50.502
That's that I think is the magic.

00:25:50.563 --> 00:25:51.564
I forget who I was talking to the

00:25:51.584 --> 00:25:52.003
other day.

00:25:52.403 --> 00:25:52.763
And I was like,

00:25:52.963 --> 00:25:54.085
who are you selling this to?

00:25:55.316 --> 00:25:56.537
Who's the ideal person you want to put

00:25:56.557 --> 00:25:57.198
this in front of?

00:25:57.478 --> 00:25:57.978
And they were like,

00:25:58.278 --> 00:25:59.159
someone who's had a stroke.

00:25:59.239 --> 00:26:00.039
And I was like, my man,

00:26:00.119 --> 00:26:01.040
people who've had strokes,

00:26:01.941 --> 00:26:02.582
some of them can,

00:26:03.082 --> 00:26:04.262
but a lot of them can't be on

00:26:04.282 --> 00:26:04.824
an iPad.

00:26:05.124 --> 00:26:06.964
They're not on Instagram anymore, my man.

00:26:07.306 --> 00:26:09.287
You're trying to talk to me to buy

00:26:09.326 --> 00:26:10.428
something for my dad.

00:26:10.847 --> 00:26:14.471
And the guy literally in a live clarity

00:26:14.490 --> 00:26:17.713
call was like, oh.

00:26:17.733 --> 00:26:19.035
And I'm like, yeah, dude.

00:26:19.075 --> 00:26:20.996
That's like trying to sell baby formula to

00:26:21.056 --> 00:26:21.636
babies.

00:26:22.792 --> 00:26:25.034
Babies don't shop, my man.

00:26:25.173 --> 00:26:26.234
Like, I'm very sorry,

00:26:26.934 --> 00:26:28.516
but like they can't make the decision.

00:26:28.556 --> 00:26:29.797
They don't know they have the needs.

00:26:29.836 --> 00:26:31.097
Someone else is making the decisions.

00:26:31.397 --> 00:26:32.618
Talk to the decision maker.

00:26:33.318 --> 00:26:35.901
You talk to a thirty two,

00:26:36.181 --> 00:26:39.303
thirty three to fifty year old kid.

00:26:40.123 --> 00:26:40.963
who has a parent,

00:26:41.503 --> 00:26:42.545
that's who this is for.

00:26:42.585 --> 00:26:44.006
If you have a solution for that,

00:26:44.205 --> 00:26:46.067
you are a multimillionaire if you're a

00:26:46.087 --> 00:26:48.388
logistics person because these people,

00:26:49.170 --> 00:26:52.092
older adults, need lots of things.

00:26:52.211 --> 00:26:52.853
And it's varied.

00:26:52.873 --> 00:26:54.153
It's no one size fits all.

00:26:54.473 --> 00:26:55.315
It's customized.

00:26:55.355 --> 00:26:55.954
What do you need?

00:26:56.174 --> 00:26:57.036
My dad had a stroke.

00:26:58.143 --> 00:26:58.703
aphasia.

00:26:59.084 --> 00:27:00.846
So my PT background kind of didn't really

00:27:00.885 --> 00:27:01.125
help.

00:27:01.165 --> 00:27:02.386
I looked at my SLP friends and I

00:27:02.406 --> 00:27:04.028
was like, little help over here.

00:27:04.148 --> 00:27:05.250
Got, we learned this.

00:27:05.351 --> 00:27:06.332
I learned about aphasia for like,

00:27:06.372 --> 00:27:07.532
twelve minutes in PT school.

00:27:07.692 --> 00:27:08.574
Thought it was very interesting.

00:27:09.214 --> 00:27:10.576
If it's your dad, you're like, oh,

00:27:10.596 --> 00:27:11.696
this is not interesting anymore.

00:27:11.717 --> 00:27:14.119
This is, this is, you know, life changing.

00:27:14.599 --> 00:27:15.861
So I think you point out a big

00:27:16.080 --> 00:27:17.541
I think all all I heard you say,

00:27:17.602 --> 00:27:19.323
Dave, was massive opportunity.

00:27:19.363 --> 00:27:20.163
If you know how to solve this in

00:27:20.182 --> 00:27:22.704
your local community and a PT is more

00:27:23.085 --> 00:27:23.625
than equipped,

00:27:23.825 --> 00:27:26.207
a PTA more than equipped to do it.

00:27:26.307 --> 00:27:27.906
Is anybody is anybody who's going to jump

00:27:27.946 --> 00:27:28.208
on this?

00:27:29.248 --> 00:27:29.347
Well,

00:27:29.387 --> 00:27:31.469
so we've we've done this historically over

00:27:31.489 --> 00:27:33.351
the past maybe five or so years,

00:27:33.371 --> 00:27:35.791
like even during COVID, where we had.

00:27:37.099 --> 00:27:39.741
non-licensed professionals do this we call

00:27:39.761 --> 00:27:41.584
them care companions and we would get a

00:27:41.604 --> 00:27:43.845
call we would get a call today right

00:27:43.884 --> 00:27:45.165
now we get a call from a son

00:27:45.205 --> 00:27:46.586
or daughter like you said the decision

00:27:46.606 --> 00:27:48.469
maker is the son or daughter of the

00:27:48.509 --> 00:27:50.269
individual who's coming out of a hospital

00:27:50.289 --> 00:27:52.271
or whatever son or daughter is like oh

00:27:52.291 --> 00:27:54.073
my gosh we need like home physical therapy

00:27:54.113 --> 00:27:55.213
we got to keep them moving we want

00:27:55.233 --> 00:27:57.796
to avoid bed sores and pressure ulcers and

00:27:57.816 --> 00:27:58.757
all that type of stuff we got to

00:27:58.777 --> 00:28:00.178
keep them moving and got to get them

00:28:00.238 --> 00:28:01.578
up we wanted to get them out of

00:28:01.598 --> 00:28:03.601
the hospital because usually the mother

00:28:03.641 --> 00:28:03.941
father

00:28:04.701 --> 00:28:05.762
it wants to get out of the hospital.

00:28:05.942 --> 00:28:06.703
They don't want to go,

00:28:06.824 --> 00:28:07.944
they don't want to go to a sniff.

00:28:07.964 --> 00:28:08.746
They don't want to go to a skilled

00:28:08.766 --> 00:28:09.425
nursing facility.

00:28:09.926 --> 00:28:10.907
They don't want to go to a lot

00:28:10.928 --> 00:28:11.567
of these facilities.

00:28:11.587 --> 00:28:12.888
This, this is even before COVID,

00:28:12.909 --> 00:28:14.631
but especially COVID accelerated this

00:28:14.651 --> 00:28:16.211
whole sentiment of not wanting to go to

00:28:16.231 --> 00:28:17.232
a skilled nursing facility.

00:28:17.894 --> 00:28:20.195
And most people now, I mean,

00:28:20.336 --> 00:28:21.916
I think it's maybe, maybe forever.

00:28:21.997 --> 00:28:22.678
I'm sure it's, it's,

00:28:22.778 --> 00:28:24.819
it's a long held belief of like,

00:28:25.481 --> 00:28:26.561
I want to age in place.

00:28:26.642 --> 00:28:27.482
I want to age at home.

00:28:27.542 --> 00:28:28.163
I want to, you know,

00:28:28.182 --> 00:28:30.983
I want to stay home because that's where

00:28:31.003 --> 00:28:31.743
they're most comfortable.

00:28:31.884 --> 00:28:33.464
And that's like where they can.

00:28:33.765 --> 00:28:33.904
I mean,

00:28:33.924 --> 00:28:35.404
there's a whole bunch of emotions around

00:28:35.424 --> 00:28:38.385
this of like wanting to keep control of

00:28:38.445 --> 00:28:40.007
the decision making around their health

00:28:40.047 --> 00:28:40.406
and wellness.

00:28:40.426 --> 00:28:41.626
So that's part of it as well.

00:28:42.086 --> 00:28:43.107
Someone who wants to maintain their

00:28:43.127 --> 00:28:44.387
independence, their dignity,

00:28:44.428 --> 00:28:45.048
their integrity.

00:28:45.268 --> 00:28:46.669
They want to keep all this as much

00:28:46.709 --> 00:28:47.209
as possible.

00:28:47.929 --> 00:28:48.869
And so we,

00:28:48.930 --> 00:28:50.971
we've been doing this and I had a

00:28:50.991 --> 00:28:53.353
couple of clients that I met other

00:28:53.854 --> 00:28:56.115
unlicensed, you know, like, like layman,

00:28:56.154 --> 00:28:58.217
like just people like that are empathetic.

00:28:58.237 --> 00:28:59.577
They had a history in hospitality,

00:28:59.617 --> 00:28:59.917
whatever.

00:29:00.417 --> 00:29:02.619
And they don't have the CNA designation.

00:29:02.640 --> 00:29:04.260
They don't have the HHA designation,

00:29:04.280 --> 00:29:05.521
but they did all the stuff.

00:29:06.041 --> 00:29:07.843
that, you know, uh, changing, whatever,

00:29:07.883 --> 00:29:10.005
changing diapers, cleaning, uh, hygiene,

00:29:10.105 --> 00:29:12.405
feeding, uh, medication delivery,

00:29:12.767 --> 00:29:14.907
taking the client out to restaurants or

00:29:14.928 --> 00:29:16.288
whatever it is traveling with them.

00:29:16.348 --> 00:29:18.809
So we would have someone call in and

00:29:19.810 --> 00:29:20.090
they're like,

00:29:20.111 --> 00:29:21.951
we need home physical therapy, like ASAP,

00:29:21.971 --> 00:29:22.532
like tomorrow.

00:29:22.593 --> 00:29:23.313
And also like,

00:29:23.353 --> 00:29:26.776
do you know any like home health aides?

00:29:26.796 --> 00:29:28.656
And I was like, and then I could,

00:29:28.717 --> 00:29:28.916
you know,

00:29:28.977 --> 00:29:30.097
send a couple of texts or calls or

00:29:30.117 --> 00:29:30.417
whatever.

00:29:30.478 --> 00:29:33.539
And I could get someone there tomorrow.

00:29:34.295 --> 00:29:36.115
And we would be very clear and

00:29:36.154 --> 00:29:36.715
transparent.

00:29:37.296 --> 00:29:38.655
These are vetted.

00:29:38.855 --> 00:29:39.855
These are people that I've known for

00:29:39.996 --> 00:29:40.915
three, four, five years.

00:29:41.236 --> 00:29:43.237
Vetted, trusted.

00:29:43.477 --> 00:29:44.557
I've worked with them personally.

00:29:44.696 --> 00:29:46.057
I've worked with them alongside,

00:29:46.096 --> 00:29:46.998
shoulder to shoulder with them,

00:29:47.038 --> 00:29:47.798
with other clients.

00:29:48.597 --> 00:29:52.519
And we tested a wide range of hourly

00:29:52.578 --> 00:29:52.898
rates.

00:29:53.838 --> 00:29:54.778
What's that, bottom of the funnel?

00:29:54.798 --> 00:29:55.759
No, no, no.

00:29:55.859 --> 00:29:57.140
I was writing down words.

00:29:57.240 --> 00:29:57.519
I'm like,

00:29:57.559 --> 00:29:58.619
here's what I need to see if I

00:29:58.640 --> 00:29:59.720
was looking for this person.

00:29:59.819 --> 00:30:02.000
If they were posting, I'm available.

00:30:02.060 --> 00:30:02.441
Can you...

00:30:03.913 --> 00:30:04.815
if I was looking for someone for my

00:30:04.855 --> 00:30:06.676
dad and you hit the word right off

00:30:06.696 --> 00:30:07.659
the bat, I was like,

00:30:07.699 --> 00:30:08.700
I need someone I can trust.

00:30:08.720 --> 00:30:09.801
I'm going to leave you alone with my

00:30:09.842 --> 00:30:11.022
dad, dude.

00:30:12.266 --> 00:30:15.227
If I can't trust you, off the table,

00:30:15.346 --> 00:30:15.826
right?

00:30:15.866 --> 00:30:17.067
That is not an RN.

00:30:17.488 --> 00:30:17.928
It could be,

00:30:18.188 --> 00:30:19.209
but it's not in a credential.

00:30:19.769 --> 00:30:20.808
I need you to be able to think.

00:30:21.409 --> 00:30:22.569
I don't know what I need.

00:30:22.910 --> 00:30:24.170
You might not know what I need,

00:30:24.490 --> 00:30:26.111
but we need something.

00:30:26.131 --> 00:30:27.632
Look, I'm just gesturing wildly.

00:30:27.912 --> 00:30:28.511
So I need you to be able to

00:30:28.531 --> 00:30:30.952
think and pivot and think critically,

00:30:31.393 --> 00:30:31.593
right?

00:30:31.772 --> 00:30:33.334
Not necessarily evidence-based.

00:30:33.374 --> 00:30:33.894
That's in it.

00:30:33.913 --> 00:30:35.653
But if my dad is like,

00:30:35.834 --> 00:30:36.815
I'm going to just keep going to the

00:30:36.855 --> 00:30:38.115
refrigerator and he's going to fall,

00:30:38.154 --> 00:30:39.036
I need you to be like, hey,

00:30:39.076 --> 00:30:39.996
why don't I grab that for you?

00:30:40.987 --> 00:30:41.788
I know that's mind blowing,

00:30:41.807 --> 00:30:42.989
but I need someone who can do that.

00:30:43.148 --> 00:30:43.328
Right.

00:30:43.669 --> 00:30:44.609
And finally reliable.

00:30:45.069 --> 00:30:46.290
If I hire you and you're not going

00:30:46.310 --> 00:30:47.653
to show up two out of three days,

00:30:48.113 --> 00:30:49.253
then I can't go to work two out

00:30:49.273 --> 00:30:50.595
of three days or whatever that might be.

00:30:50.875 --> 00:30:51.615
So trust,

00:30:52.016 --> 00:30:52.896
I need you to be able to think

00:30:53.176 --> 00:30:55.298
like a human who's autonomous and I need

00:30:55.318 --> 00:30:55.999
you to be reliable.

00:30:56.460 --> 00:30:58.320
None of those things are credentials.

00:30:58.541 --> 00:30:59.642
Now what I'm saying is if you have

00:30:59.682 --> 00:31:01.223
those credentials and you could do those

00:31:01.243 --> 00:31:05.086
three things, world is your oyster.

00:31:05.606 --> 00:31:06.208
And that,

00:31:06.957 --> 00:31:07.637
Go ahead, Tony.

00:31:08.318 --> 00:31:09.781
And it's not the kind of thing that's

00:31:09.801 --> 00:31:10.903
going to be replaced by AI.

00:31:13.060 --> 00:31:14.781
We are the kind of thing that gets

00:31:14.821 --> 00:31:17.064
replaced by AI because we are the

00:31:17.203 --> 00:31:18.924
cerebral, let's figure this out,

00:31:18.944 --> 00:31:20.465
let's think and process and that.

00:31:21.006 --> 00:31:23.188
The person who's actually there sitting

00:31:23.228 --> 00:31:25.669
with mom or dad, helping them eat,

00:31:25.769 --> 00:31:27.109
helping them go to the bathroom,

00:31:27.150 --> 00:31:28.912
helping them transfer in and out of bed,

00:31:29.352 --> 00:31:30.732
that's not going to be replaced.

00:31:30.893 --> 00:31:32.473
Robots are not going to replace it.

00:31:32.614 --> 00:31:33.994
AI is not going to replace it.

00:31:35.276 --> 00:31:37.376
I just can't believe that somebody hasn't

00:31:37.436 --> 00:31:38.057
stepped in.

00:31:38.117 --> 00:31:40.799
Talk about opportunity for growth.

00:31:41.547 --> 00:31:42.847
build the school,

00:31:43.388 --> 00:31:45.111
build the academic setting,

00:31:45.171 --> 00:31:48.253
produce those people at high rates and

00:31:48.294 --> 00:31:49.115
high velocity.

00:31:49.134 --> 00:31:50.236
It's already happening.

00:31:50.256 --> 00:31:51.397
They don't need licensure.

00:31:51.438 --> 00:31:52.638
They don't need, you know,

00:31:52.739 --> 00:31:53.480
any of that stuff.

00:31:53.500 --> 00:31:56.042
Where is it happening?

00:31:56.083 --> 00:31:56.343
Well,

00:31:56.363 --> 00:31:57.924
Jerry could put together a course in the

00:31:57.944 --> 00:32:00.047
next two weeks and start like teaching

00:32:00.086 --> 00:32:00.548
people this.

00:32:00.688 --> 00:32:02.128
Wouldn't that be a great revenue source

00:32:02.148 --> 00:32:02.690
that would do good?

00:32:03.621 --> 00:32:04.881
It's already happening.

00:32:04.922 --> 00:32:06.561
I mentioned earlier that all of these

00:32:06.701 --> 00:32:10.163
agencies have a built-in tract to train

00:32:10.463 --> 00:32:12.443
individuals who have no experience in this

00:32:12.604 --> 00:32:12.983
at all.

00:32:13.345 --> 00:32:14.825
That goes back to the beginning of the

00:32:14.865 --> 00:32:16.766
topic of this post from the Washington

00:32:16.786 --> 00:32:17.006
Post,

00:32:17.026 --> 00:32:18.787
which is many of the individuals

00:32:18.826 --> 00:32:21.488
delivering this care or support or

00:32:21.528 --> 00:32:22.307
whatever you want to call it,

00:32:22.748 --> 00:32:29.651
many of them are not from the U.S.

00:32:30.230 --> 00:32:30.490
Why?

00:32:31.420 --> 00:32:34.540
Because these agencies want to pay seven,

00:32:34.580 --> 00:32:36.601
twenty five an hour or ten dollars an

00:32:36.641 --> 00:32:37.300
hour or whatever.

00:32:37.540 --> 00:32:39.922
You're not going to get the quality,

00:32:40.041 --> 00:32:41.442
the trust, the professionalism,

00:32:41.481 --> 00:32:42.342
the savviness.

00:32:42.682 --> 00:32:44.442
Someone who has experience,

00:32:45.383 --> 00:32:47.284
if you're paying them ten dollars an hour

00:32:47.703 --> 00:32:49.084
or what did you say?

00:32:49.144 --> 00:32:49.923
Sixteen dollars,

00:32:50.243 --> 00:32:53.365
sixteen fifty in New York City to get

00:32:53.404 --> 00:32:53.805
your ad.

00:32:54.457 --> 00:32:56.018
Someone who lives way outside the city,

00:32:56.298 --> 00:32:58.098
someone lives some other place if they're

00:32:58.378 --> 00:33:00.500
making sixteen dollars and twenty five

00:33:00.539 --> 00:33:02.961
cents, twenty sixteen fifty an hour.

00:33:03.501 --> 00:33:04.501
Yeah, dude,

00:33:04.583 --> 00:33:06.383
like here's how you here's how you play

00:33:06.423 --> 00:33:07.263
on this for good.

00:33:07.663 --> 00:33:07.983
It's like,

00:33:08.243 --> 00:33:10.145
who would you trust to take care of

00:33:10.165 --> 00:33:11.746
your parents in their most vulnerable

00:33:11.786 --> 00:33:12.787
moments when you're not around?

00:33:13.621 --> 00:33:14.161
You can do it,

00:33:14.540 --> 00:33:16.821
but that means I need you to understand

00:33:17.801 --> 00:33:19.961
most of your life stops if you're going

00:33:19.981 --> 00:33:21.042
to be the first person doing this.

00:33:21.383 --> 00:33:23.923
Everything, like your meals, your job,

00:33:24.262 --> 00:33:24.923
your social life.

00:33:25.463 --> 00:33:25.644
Now,

00:33:26.163 --> 00:33:28.104
what is your life and their care worth?

00:33:28.284 --> 00:33:29.744
Combine those two numbers together.

00:33:30.045 --> 00:33:31.085
That's what you pay the person.

00:33:31.325 --> 00:33:32.884
If the answer is ten dollars an hour,

00:33:33.486 --> 00:33:34.506
then if that's all you can afford,

00:33:34.526 --> 00:33:35.066
that's what you get.

00:33:35.605 --> 00:33:37.688
But this is a real problem that people

00:33:37.708 --> 00:33:39.249
are really willing to solve.

00:33:39.709 --> 00:33:41.090
And I think either Tony is deep in

00:33:41.111 --> 00:33:42.372
thought or he's frozen.

00:33:43.092 --> 00:33:44.794
I'm going to go with he's so convinced

00:33:44.814 --> 00:33:46.335
that Dave and Jimmy are right,

00:33:46.575 --> 00:33:48.936
that he is frozen and locked into place.

00:33:48.957 --> 00:33:53.059
So with this, when we were testing this,

00:33:53.140 --> 00:33:53.861
and I would love to hear,

00:33:54.060 --> 00:33:54.781
so David Rubin,

00:33:55.442 --> 00:33:57.884
you posted up on the screen share here

00:33:57.903 --> 00:33:59.085
that he's going through this right now.

00:33:59.766 --> 00:34:00.846
When we were doing this,

00:34:01.593 --> 00:34:02.614
We were just,

00:34:02.913 --> 00:34:04.997
just guess how much were we charging?

00:34:05.396 --> 00:34:06.738
You were charging or how much you were

00:34:06.778 --> 00:34:07.058
paying?

00:34:07.499 --> 00:34:08.059
How much we were.

00:34:08.079 --> 00:34:09.161
So we were, we were, it was like,

00:34:09.380 --> 00:34:10.603
here's the physical therapy rate.

00:34:10.643 --> 00:34:11.342
Like you guys know.

00:34:11.684 --> 00:34:13.385
And then also here's the hourly rate for

00:34:13.405 --> 00:34:14.487
this other professional who,

00:34:14.507 --> 00:34:16.228
who I've vetted.

00:34:16.568 --> 00:34:18.510
I've worked with, I trust, I,

00:34:18.650 --> 00:34:19.751
I know them and I can have them

00:34:19.771 --> 00:34:21.773
there tomorrow or in

00:34:25.059 --> 00:34:26.840
when we're organizing shifts of eight

00:34:26.880 --> 00:34:30.021
hours and overnights and meals included

00:34:30.081 --> 00:34:31.463
and kind of training the whole family of

00:34:31.483 --> 00:34:33.224
like, here's the, here's what to expect,

00:34:33.304 --> 00:34:33.824
like everything.

00:34:33.884 --> 00:34:35.364
And like commode and like everything.

00:34:36.885 --> 00:34:37.965
And a checklist of items.

00:34:38.005 --> 00:34:38.126
Like,

00:34:38.146 --> 00:34:39.967
do you have latex gloves and AMD and

00:34:40.007 --> 00:34:40.746
like all that stuff?

00:34:40.786 --> 00:34:40.967
Right.

00:34:40.987 --> 00:34:43.849
How much were we, how much were we?

00:34:45.271 --> 00:34:46.110
Sixty seven dollars.

00:34:46.271 --> 00:34:47.472
Sixty seven dollars an hour.

00:34:47.771 --> 00:34:48.831
Yeah, I was like doing the math like,

00:34:48.891 --> 00:34:49.132
OK,

00:34:49.172 --> 00:34:50.132
how much is it to go to work?

00:34:50.231 --> 00:34:51.552
Eight hours, nine hours.

00:34:51.572 --> 00:34:52.972
So it's like six times eight,

00:34:53.012 --> 00:34:53.932
four fifty a day.

00:34:54.472 --> 00:34:55.853
So that works in New York City.

00:34:55.873 --> 00:34:57.773
I mean, if you're somewhere else,

00:34:57.813 --> 00:34:58.393
that might not work,

00:34:58.594 --> 00:34:59.974
but that's OK because your costs are

00:35:00.014 --> 00:35:00.295
lower.

00:35:00.554 --> 00:35:03.016
Like the rising tide lifts all ships,

00:35:03.036 --> 00:35:05.255
but the cost also gets to the lowering

00:35:05.295 --> 00:35:07.197
tide gets to lower all ships in a

00:35:07.217 --> 00:35:07.516
good way.

00:35:08.617 --> 00:35:08.817
Yeah,

00:35:08.896 --> 00:35:09.836
I was going to say sixty to one

00:35:09.856 --> 00:35:11.117
hundred twenty five dollars an hour is

00:35:11.157 --> 00:35:12.277
what people in New York City would be

00:35:12.297 --> 00:35:13.577
willing to pay to take care of.

00:35:13.597 --> 00:35:16.157
Now, now that hourly rate for, you know,

00:35:16.217 --> 00:35:16.778
five hours,

00:35:16.818 --> 00:35:18.119
eight hours here and there or whatever

00:35:18.179 --> 00:35:20.938
that that doesn't make that's not crazy.

00:35:21.159 --> 00:35:23.760
But when you take that hourly rate and

00:35:23.800 --> 00:35:26.300
you do fourteen days in a row of

00:35:26.380 --> 00:35:28.081
twenty four hour coverage or even twelve

00:35:28.101 --> 00:35:28.701
hour coverage,

00:35:29.521 --> 00:35:31.360
then it comes out to thousands and then

00:35:31.420 --> 00:35:32.501
tens of thousands of dollars.

00:35:32.601 --> 00:35:35.121
And that is the crux of why this

00:35:35.161 --> 00:35:35.661
is challenging,

00:35:35.702 --> 00:35:36.021
because

00:35:36.925 --> 00:35:38.626
families need to have the financial

00:35:38.666 --> 00:35:39.867
resources to pay that.

00:35:40.628 --> 00:35:42.829
Many of them think that it's kind of

00:35:42.849 --> 00:35:44.210
like maybe it's kind of like physical

00:35:44.251 --> 00:35:44.831
therapy, right?

00:35:44.851 --> 00:35:46.311
Like the people that are like,

00:35:46.811 --> 00:35:48.512
why would I pay two fifty three fifty

00:35:48.532 --> 00:35:51.235
a visit when I have United Healthcare,

00:35:51.315 --> 00:35:51.494
you know,

00:35:51.554 --> 00:35:53.956
in network coverage and my boss takes,

00:35:54.117 --> 00:35:54.336
you know,

00:35:54.356 --> 00:35:56.077
the money out of my account and I

00:35:56.117 --> 00:35:57.478
pay the monthly premiums and all that.

00:35:58.251 --> 00:36:00.371
people want you know a lot of times

00:36:00.411 --> 00:36:02.353
people want what we can offer like they

00:36:02.393 --> 00:36:04.693
want like their family member to be you

00:36:04.713 --> 00:36:07.675
know cared for and mobilized and you know

00:36:07.695 --> 00:36:09.536
personal hygiene and clean and fed and all

00:36:09.556 --> 00:36:12.338
that but they want the minimum wage rates

00:36:12.458 --> 00:36:15.280
and that is the crux of why this

00:36:15.320 --> 00:36:17.001
is the challenge here the the home health

00:36:17.420 --> 00:36:19.521
regardless of whether the home health aid

00:36:19.561 --> 00:36:21.762
the care companion the licensed unlicensed

00:36:21.782 --> 00:36:23.304
professional that's got experience in

00:36:23.344 --> 00:36:25.364
doing this that's going to stimulate the

00:36:26.485 --> 00:36:28.967
that's going to provide stimulation for

00:36:29.007 --> 00:36:30.469
the client or just like let them sit

00:36:30.489 --> 00:36:31.570
there and let them lay in bed all

00:36:31.690 --> 00:36:31.871
day.

00:36:31.911 --> 00:36:34.213
Like there's such a wide variety of what

00:36:34.313 --> 00:36:37.135
the actual professional will do, can do.

00:36:37.175 --> 00:36:37.936
Are they going to take them out of

00:36:37.956 --> 00:36:38.817
the house or not?

00:36:38.856 --> 00:36:40.458
Are they afraid to move them?

00:36:41.059 --> 00:36:42.561
And they just want them to get weaker

00:36:42.721 --> 00:36:44.563
and lose muscle mass and lose strength and

00:36:44.663 --> 00:36:45.923
lose function and just keep them in their

00:36:45.963 --> 00:36:47.746
bed or put them in the recliner and

00:36:47.766 --> 00:36:48.746
put them in front of the TV all

00:36:48.786 --> 00:36:48.947
day.

00:36:49.559 --> 00:36:51.601
versus some home health aides that I've

00:36:51.641 --> 00:36:53.141
seen or the care companions where they

00:36:53.242 --> 00:36:55.282
take the client out to museums and

00:36:55.342 --> 00:36:57.304
restaurants and all the stimulating

00:36:57.344 --> 00:36:57.643
activity,

00:36:57.684 --> 00:36:58.764
take them out to Central Park and all

00:36:58.784 --> 00:36:59.005
that.

00:37:00.065 --> 00:37:00.346
Folks,

00:37:01.103 --> 00:37:03.125
if you want the the the i'll take

00:37:03.144 --> 00:37:05.186
your mother father out and stimulate them

00:37:05.646 --> 00:37:07.648
and look at old family albums and do

00:37:08.128 --> 00:37:09.869
you have to pay for that yeah they're

00:37:09.889 --> 00:37:11.769
they're no insurance is paying for this

00:37:11.809 --> 00:37:13.331
these days they're not they're insurance

00:37:13.351 --> 00:37:14.351
just like physical therapy is going to

00:37:14.391 --> 00:37:16.193
cover the bare minimum it's not going to

00:37:16.233 --> 00:37:18.693
cover the above and beyond of the full

00:37:18.753 --> 00:37:19.414
experience so

00:37:20.195 --> 00:37:21.476
It's kind of like I'm not that I'm

00:37:21.516 --> 00:37:21.978
preaching,

00:37:21.998 --> 00:37:23.760
but it's just like this is the crux

00:37:23.780 --> 00:37:25.822
of this is like who's doing this?

00:37:26.164 --> 00:37:27.244
What are they delivering?

00:37:27.646 --> 00:37:29.648
What's the quality of what the experience

00:37:29.949 --> 00:37:31.570
that your mother father is actually going

00:37:31.590 --> 00:37:33.693
to be getting with this agency or company?

00:37:34.034 --> 00:37:34.976
And you get what you pay for.

00:37:35.784 --> 00:37:36.885
You sort of have to, like,

00:37:36.925 --> 00:37:39.568
because you don't understand what taking

00:37:39.588 --> 00:37:40.851
care of someone is like until you do

00:37:40.911 --> 00:37:40.990
it.

00:37:41.130 --> 00:37:42.192
Like, you think you do.

00:37:42.211 --> 00:37:43.253
Like, I must have heard, like,

00:37:43.333 --> 00:37:45.976
caregiver education four thousand times in

00:37:46.016 --> 00:37:46.617
PT school.

00:37:46.836 --> 00:37:48.119
And then you do it for one day,

00:37:48.239 --> 00:37:48.619
like one,

00:37:48.699 --> 00:37:49.940
like one real day where you're like,

00:37:49.981 --> 00:37:50.981
I'm gonna have to keep doing this.

00:37:51.442 --> 00:37:52.764
Do it for one day knowing you also

00:37:52.784 --> 00:37:53.545
have to do it tomorrow.

00:37:54.500 --> 00:37:55.860
That's a different game.

00:37:56.121 --> 00:37:58.882
You can't explain that to someone.

00:37:59.641 --> 00:38:00.702
You can't explain it to them.

00:38:01.121 --> 00:38:02.103
It's like someone trying to explain

00:38:02.163 --> 00:38:03.003
childbirth to me.

00:38:03.103 --> 00:38:03.382
I'm like,

00:38:03.463 --> 00:38:04.784
I believe everything you're saying.

00:38:05.304 --> 00:38:06.583
I cannot picture this.

00:38:06.923 --> 00:38:09.025
I just can't wrap my mind around it.

00:38:09.585 --> 00:38:10.346
It's one of those things.

00:38:10.365 --> 00:38:11.045
You can have empathy,

00:38:11.065 --> 00:38:13.067
but you can't have sympathy.

00:38:13.347 --> 00:38:14.626
You can imagine what it's like,

00:38:14.646 --> 00:38:16.648
but you can't actually put yourself back

00:38:16.708 --> 00:38:18.487
in your shoes until you do it.

00:38:18.748 --> 00:38:19.929
This is a massive problem.

00:38:20.188 --> 00:38:21.909
It's only going to get massiver.

00:38:23.094 --> 00:38:24.356
my English teacher in high school is

00:38:24.635 --> 00:38:25.777
rolling over and saying,

00:38:25.856 --> 00:38:26.717
what are you talking about?

00:38:27.077 --> 00:38:27.577
But it is.

00:38:27.958 --> 00:38:29.018
And if you can help solve it,

00:38:29.059 --> 00:38:29.699
you will be doing,

00:38:30.119 --> 00:38:32.081
this is the intersection.

00:38:32.440 --> 00:38:34.041
You will be doing massive good,

00:38:34.541 --> 00:38:37.083
making money that is worth your time.

00:38:37.184 --> 00:38:39.846
And the person paying you will love you

00:38:39.885 --> 00:38:40.246
for it.

00:38:40.405 --> 00:38:41.947
If you're these people that can provide

00:38:41.987 --> 00:38:43.327
trust, if you can think,

00:38:43.628 --> 00:38:44.449
and if you're reliable.

00:38:44.889 --> 00:38:46.030
I need you to be the bare minimum

00:38:46.070 --> 00:38:46.610
of those three.

00:38:47.030 --> 00:38:48.251
Can you be a normal human who can

00:38:48.411 --> 00:38:50.672
be trustworthy with my parents,

00:38:51.744 --> 00:38:53.286
If you can think autonomously and if you

00:38:53.306 --> 00:38:53.887
can show up,

00:38:54.228 --> 00:38:56.512
do those three things and you will make

00:38:56.532 --> 00:38:57.112
a lot of money.

00:38:57.532 --> 00:38:58.474
But you have to be a little flexible.

00:38:59.949 --> 00:39:01.590
I do want to say thank you again

00:39:01.630 --> 00:39:03.532
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Let's hear it for code nine, seven, five,

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three, zero.

00:39:41.806 --> 00:39:42.907
Thanks for coming on the show guys.

00:39:44.445 --> 00:39:44.625
All right,

00:39:44.644 --> 00:39:46.186
where do you guys want to go next?

00:39:46.525 --> 00:39:47.905
When you read these and now that you're

00:39:47.965 --> 00:39:51.706
adding a URL, a website, it sounds real.

00:39:52.007 --> 00:39:52.306
Tony,

00:39:52.347 --> 00:39:54.927
here's our next- These are fake ads if

00:39:54.987 --> 00:39:57.028
you're just coming up for the first time.

00:39:57.068 --> 00:39:57.949
Here's our next business.

00:39:58.028 --> 00:40:00.090
Buy all the URLs that I make up,

00:40:00.170 --> 00:40:02.750
but make them go to one page and

00:40:02.769 --> 00:40:03.630
we'll do something there.

00:40:03.990 --> 00:40:05.530
Or we just start making- Live selling.

00:40:05.550 --> 00:40:05.791
Live selling.

00:40:05.811 --> 00:40:06.692
This is live selling.

00:40:08.157 --> 00:40:08.717
Um,

00:40:08.757 --> 00:40:10.059
I've got we've got one more sponsor for

00:40:10.079 --> 00:40:10.539
the end of the show.

00:40:10.559 --> 00:40:12.121
I'm saving the best one for last.

00:40:12.842 --> 00:40:14.184
I have a quick topic that I just

00:40:14.204 --> 00:40:14.864
wanted to highlight.

00:40:15.204 --> 00:40:17.146
And people came came for me in the

00:40:17.186 --> 00:40:17.527
comments,

00:40:17.567 --> 00:40:19.570
I think in on Facebook where I posted

00:40:19.590 --> 00:40:22.532
this, but I'll share the image here.

00:40:23.393 --> 00:40:24.914
I was in a bike shop this weekend.

00:40:25.715 --> 00:40:26.777
I was not there to buy a bike.

00:40:27.358 --> 00:40:29.159
I was there to get my ice hockey

00:40:29.360 --> 00:40:30.460
skates sharpened.

00:40:31.400 --> 00:40:32.081
While I was there,

00:40:32.121 --> 00:40:33.063
it takes a little while.

00:40:33.443 --> 00:40:35.164
It was a service that I was buying

00:40:35.184 --> 00:40:36.644
because I bought the skates online,

00:40:36.684 --> 00:40:38.126
but needed the service in person.

00:40:38.206 --> 00:40:39.286
So I went to my local place.

00:40:40.248 --> 00:40:41.088
And while I was there,

00:40:41.449 --> 00:40:43.391
I'm perusing and I'm a bike guy,

00:40:43.530 --> 00:40:45.072
but not when it's twelve degrees out.

00:40:45.331 --> 00:40:47.693
But I noticed they got these bikes and

00:40:47.733 --> 00:40:49.956
they got what's over here, helmets.

00:40:50.396 --> 00:40:51.637
And they also got, oh, what's that?

00:40:51.757 --> 00:40:55.519
Nutrition and gloves and water bottles and

00:40:55.619 --> 00:40:56.661
bike pumps and

00:40:56.960 --> 00:41:00.262
And pedals and hand grips and all the

00:41:00.302 --> 00:41:02.382
things and all the goo and the honey

00:41:02.422 --> 00:41:04.043
stinger and the noon and the hydrate.

00:41:04.063 --> 00:41:05.643
There's me and there's the hockey skates.

00:41:07.204 --> 00:41:08.525
And I'm just thinking like, again,

00:41:08.625 --> 00:41:10.105
this is what we think about the parallel

00:41:10.125 --> 00:41:10.824
between this and this.

00:41:10.844 --> 00:41:12.525
And it goes back to like if you're

00:41:12.545 --> 00:41:15.387
not selling the yes and which is the

00:41:15.586 --> 00:41:18.088
only rule in improvisation comedy.

00:41:18.148 --> 00:41:18.407
Yes.

00:41:18.907 --> 00:41:19.987
And if you need this.

00:41:20.068 --> 00:41:20.268
Yes.

00:41:20.507 --> 00:41:21.748
And I also think you need this.

00:41:22.768 --> 00:41:24.389
I still, cause I've never run a clinic.

00:41:24.409 --> 00:41:26.771
So I'm preaching from the not been there,

00:41:26.791 --> 00:41:28.612
done that mountaintop worked in clinics,

00:41:29.054 --> 00:41:29.333
but like,

00:41:29.653 --> 00:41:31.255
I need to understand why more of them

00:41:31.335 --> 00:41:31.936
aren't doing that.

00:41:31.956 --> 00:41:34.257
But maybe these two topics crossover with

00:41:34.277 --> 00:41:35.978
the live selling or the nut or the

00:41:36.018 --> 00:41:36.798
drop shipping.

00:41:37.617 --> 00:41:38.637
which I feel like when I bring up

00:41:38.657 --> 00:41:39.557
people like, what's that?

00:41:39.577 --> 00:41:41.398
And I'm like, that's a very simple term,

00:41:42.059 --> 00:41:43.900
but maybe PTs don't know about it and

00:41:43.920 --> 00:41:44.599
that's okay,

00:41:44.980 --> 00:41:46.400
but you don't have to carry massive

00:41:46.440 --> 00:41:46.880
inventory.

00:41:46.900 --> 00:41:48.222
You can do what's called drop shipping,

00:41:48.262 --> 00:41:49.501
which is someone orders something from

00:41:49.521 --> 00:41:52.244
your clinic and then someone far away in

00:41:52.563 --> 00:41:54.885
Kansas, again, I bring up Kansas a lot,

00:41:54.925 --> 00:41:56.646
but to me, that's middle of the country.

00:41:57.065 --> 00:41:59.266
Someone in Kansas then drops that into a

00:41:59.327 --> 00:42:01.487
box and ships it for you.

00:42:02.068 --> 00:42:03.369
So you have a thing in your clinic.

00:42:03.528 --> 00:42:05.309
You can have this one or you can

00:42:05.329 --> 00:42:06.110
have it in two days.

00:42:06.271 --> 00:42:07.231
And which one are you willing to pay

00:42:07.251 --> 00:42:07.472
for?

00:42:07.931 --> 00:42:09.072
But this way you don't have to carry

00:42:09.152 --> 00:42:11.235
four thousand things.

00:42:12.275 --> 00:42:12.695
I don't know.

00:42:13.135 --> 00:42:13.536
To me,

00:42:13.695 --> 00:42:15.257
why don't we act more like bike shops

00:42:15.318 --> 00:42:16.559
which don't sell bikes?

00:42:16.759 --> 00:42:17.518
They do sell bikes,

00:42:17.778 --> 00:42:18.880
but they don't only sell bikes.

00:42:18.900 --> 00:42:20.141
They sell to a persona.

00:42:20.380 --> 00:42:21.561
There were snowshoes in there.

00:42:21.681 --> 00:42:22.682
There were hockey skates.

00:42:23.063 --> 00:42:24.244
They didn't sell skis,

00:42:24.264 --> 00:42:25.844
but they would do ski sharpening and ski

00:42:25.885 --> 00:42:26.365
waxing.

00:42:27.005 --> 00:42:27.465
I don't know.

00:42:27.827 --> 00:42:29.067
This feels simple,

00:42:29.126 --> 00:42:30.708
but I'm guessing because not a lot of

00:42:30.748 --> 00:42:31.668
everybody's doing it.

00:42:31.969 --> 00:42:34.110
Maybe I'm still wrong.

00:42:34.130 --> 00:42:36.210
I think we're just so risk averse as

00:42:36.231 --> 00:42:37.231
a profession,

00:42:37.291 --> 00:42:39.313
people drawn to the profession of physical

00:42:39.333 --> 00:42:39.972
therapy.

00:42:40.554 --> 00:42:40.833
You know,

00:42:41.134 --> 00:42:43.454
I was thinking like how much money they

00:42:43.514 --> 00:42:44.956
have tied up in inventory.

00:42:45.896 --> 00:42:47.237
My immediate thought is,

00:42:47.536 --> 00:42:48.597
what do you do when you go out

00:42:48.617 --> 00:42:49.077
of business?

00:42:49.117 --> 00:42:50.398
What do you do when you shut down?

00:42:50.458 --> 00:42:51.800
What do you do with all of that

00:42:51.880 --> 00:42:52.280
stuff?

00:42:52.900 --> 00:42:55.541
You know, and so that's where I think

00:42:56.001 --> 00:42:58.202
But the funny thing is there's still young

00:42:58.262 --> 00:43:00.804
adults who think I'm going to borrow two

00:43:00.824 --> 00:43:01.563
hundred and fifty,

00:43:01.583 --> 00:43:03.864
three hundred thousand dollars to earn

00:43:04.126 --> 00:43:06.226
eighty or ninety thousand a year,

00:43:06.266 --> 00:43:08.367
maybe get pregnant and start a family in

00:43:08.407 --> 00:43:09.088
five years.

00:43:09.768 --> 00:43:11.329
That doesn't seem risky.

00:43:11.929 --> 00:43:14.849
But going this route, stocking a store,

00:43:14.889 --> 00:43:16.831
selling product that seems too risky.

00:43:17.713 --> 00:43:18.195
I mean, we,

00:43:18.295 --> 00:43:19.295
we go back to emotion too.

00:43:19.315 --> 00:43:19.916
Like I wouldn't,

00:43:20.137 --> 00:43:21.577
I don't want to sell this to people.

00:43:21.617 --> 00:43:22.940
I'll they'll think I'm a,

00:43:23.641 --> 00:43:24.782
they'll think I'm bad.

00:43:25.202 --> 00:43:26.784
You just told them an hour of your

00:43:26.824 --> 00:43:28.666
time and that's all you can sell them

00:43:28.947 --> 00:43:30.327
because that's, that's all.

00:43:30.407 --> 00:43:31.329
That's how time works.

00:43:31.349 --> 00:43:32.110
You could want to,

00:43:32.230 --> 00:43:33.271
I provide one-on-one care.

00:43:33.512 --> 00:43:33.731
Great.

00:43:33.851 --> 00:43:34.432
What do you charge?

00:43:34.932 --> 00:43:36.713
eighty dollars an hour great then I know

00:43:36.733 --> 00:43:38.335
what your cap is if you are busy

00:43:38.434 --> 00:43:40.036
every minute of every waking hour of the

00:43:40.077 --> 00:43:42.418
day and you're actually ROI negative

00:43:42.597 --> 00:43:43.978
because you have to do other stuff like

00:43:44.018 --> 00:43:45.880
pay overhead you got to do a documentation

00:43:45.900 --> 00:43:48.262
that's not that one-on-one like so to me

00:43:48.402 --> 00:43:50.182
I don't know this feels like a great

00:43:50.222 --> 00:43:53.905
yes and people aren't doing it uh two

00:43:53.945 --> 00:43:55.306
weeks ago I would have said well Dave

00:43:55.327 --> 00:43:56.606
would never consider this and then two

00:43:56.626 --> 00:43:57.887
weeks ago we found out Dave has a

00:43:57.947 --> 00:43:59.289
brick and mortar that he's been hiding

00:43:59.668 --> 00:44:01.530
Dave's been doing this in public but

00:44:01.590 --> 00:44:03.271
private from us um

00:44:04.070 --> 00:44:05.351
What's your thoughts on doing something

00:44:05.371 --> 00:44:06.373
like this in your brick and mortar?

00:44:06.514 --> 00:44:07.534
You've got traffic.

00:44:07.614 --> 00:44:09.996
You're in a large, busy city.

00:44:10.317 --> 00:44:10.858
The busiest.

00:44:12.130 --> 00:44:14.391
Well, I mean, so we're one-on-one, right?

00:44:14.411 --> 00:44:15.373
So we're not in network.

00:44:15.393 --> 00:44:16.313
We're not volume-based.

00:44:16.393 --> 00:44:17.534
So even that,

00:44:17.875 --> 00:44:19.615
I don't think it makes as much sense

00:44:19.655 --> 00:44:21.677
to have a lot of inventory.

00:44:21.717 --> 00:44:23.539
You could have one.

00:44:23.719 --> 00:44:25.201
Maybe there's a middle ground where you

00:44:25.240 --> 00:44:26.382
have like one of each, right?

00:44:26.402 --> 00:44:27.762
So Tony, if you wanted to,

00:44:27.822 --> 00:44:29.563
he's got all these different products.

00:44:29.603 --> 00:44:30.085
Now, Tony,

00:44:30.344 --> 00:44:31.246
let me kick it back to you.

00:44:31.266 --> 00:44:32.547
So what do you do with them?

00:44:32.987 --> 00:44:37.771
Could you make a mini display where it's

00:44:37.811 --> 00:44:40.132
like each of the different massage guns

00:44:40.233 --> 00:44:41.114
and each of the different...

00:44:41.753 --> 00:44:43.976
uh you know leg compression devices like

00:44:44.016 --> 00:44:45.277
is there something like that you have or

00:44:45.297 --> 00:44:47.918
are they just like you know they're

00:44:48.018 --> 00:44:49.400
they're somewhere else that patients don't

00:44:49.440 --> 00:44:51.282
see because for us if it's a one-on-one

00:44:51.302 --> 00:44:53.643
clinic it's lower volume so it's like

00:44:53.664 --> 00:44:54.543
you're not going to sell a ton of

00:44:54.585 --> 00:44:56.985
volume of units anyway so it doesn't make

00:44:57.025 --> 00:44:59.128
sense to have a whole bunch of multiple

00:44:59.188 --> 00:45:00.668
units of the same thing unless it's like

00:45:00.688 --> 00:45:01.949
i don't know something you sell a lot

00:45:01.969 --> 00:45:04.693
like a foam roller or whatever but um

00:45:04.713 --> 00:45:06.673
yeah tony like do you have a display

00:45:06.793 --> 00:45:08.235
case for this type of stuff are you

00:45:08.255 --> 00:45:08.795
considering that

00:45:09.889 --> 00:45:11.072
I am considering it.

00:45:11.132 --> 00:45:12.452
That's one of the things that we've been

00:45:12.472 --> 00:45:12.974
working on.

00:45:13.094 --> 00:45:14.335
I was just looking.

00:45:14.394 --> 00:45:16.938
So this is new, still in the wrapper.

00:45:17.619 --> 00:45:19.561
What I've been doing is pre-selling.

00:45:20.623 --> 00:45:22.264
With Amazon, you get it just in...

00:45:24.284 --> 00:45:25.385
We can't see what you're doing.

00:45:25.425 --> 00:45:25.784
You're frozen.

00:45:25.804 --> 00:45:26.844
We can hear your audio, Tony.

00:45:26.864 --> 00:45:27.766
So just keep going.

00:45:27.786 --> 00:45:29.266
Pretend like you're live selling on the

00:45:29.365 --> 00:45:29.847
radio.

00:45:30.086 --> 00:45:30.347
All right.

00:45:30.367 --> 00:45:31.927
I was showing you guys a box of

00:45:31.967 --> 00:45:33.628
a massage gun that's still wrapped.

00:45:34.929 --> 00:45:36.510
So if I order it today,

00:45:36.570 --> 00:45:37.610
it's here by tomorrow.

00:45:37.989 --> 00:45:38.431
Yeah.

00:45:38.530 --> 00:45:40.110
And what I do is I pre-sell it

00:45:40.150 --> 00:45:41.972
in the clinic so that it's ready to

00:45:42.012 --> 00:45:42.393
go.

00:45:43.833 --> 00:45:45.293
And then, you know, I mark it up.

00:45:45.333 --> 00:45:45.994
Twenty percent.

00:45:46.034 --> 00:45:47.255
You could buy it from me here in

00:45:47.275 --> 00:45:48.775
the clinic or you can go use my

00:45:48.795 --> 00:45:50.496
affiliate link and buy it on Amazon

00:45:50.516 --> 00:45:51.356
directly.

00:45:51.577 --> 00:45:51.737
Yeah.

00:45:53.342 --> 00:45:55.204
Guys, we've also gone full circle.

00:45:55.384 --> 00:45:57.005
What Tony just said is he can order

00:45:57.065 --> 00:45:59.409
something today and that thing's here

00:45:59.449 --> 00:45:59.829
tomorrow.

00:45:59.869 --> 00:46:00.929
So do you need this today or are

00:46:00.949 --> 00:46:02.472
you cool with this hitting your front

00:46:02.512 --> 00:46:03.213
porch tomorrow?

00:46:03.572 --> 00:46:04.054
You choose.

00:46:04.414 --> 00:46:05.155
If you buy it today,

00:46:05.175 --> 00:46:06.016
it's going to be worth X.

00:46:06.036 --> 00:46:07.858
And if you buy it for the two-day

00:46:07.898 --> 00:46:10.121
option or the even lighter option,

00:46:10.280 --> 00:46:11.181
scan this QR code,

00:46:11.242 --> 00:46:11.943
put it in your cart.

00:46:12.222 --> 00:46:13.143
It's my QR code.

00:46:13.204 --> 00:46:13.885
I get a nickel.

00:46:14.485 --> 00:46:14.646
But...

00:46:16.032 --> 00:46:17.655
You can then decide later, right?

00:46:17.994 --> 00:46:19.215
But look, we've gone full circle.

00:46:19.237 --> 00:46:20.338
We talked about bell bottoms.

00:46:20.358 --> 00:46:21.639
We talked about things that are going full

00:46:21.659 --> 00:46:22.000
circle.

00:46:22.039 --> 00:46:23.782
Someone just redesigned cable by saying,

00:46:23.802 --> 00:46:25.063
let's put all the streaming services

00:46:25.103 --> 00:46:27.045
together or let's all listen to the same

00:46:27.065 --> 00:46:28.186
podcast at the same time.

00:46:28.427 --> 00:46:29.009
That's radio.

00:46:29.369 --> 00:46:31.311
Amazon now has brick and mortar stores.

00:46:32.246 --> 00:46:35.188
Guys, there's only two types of ideas.

00:46:35.208 --> 00:46:36.588
There's old ideas and new ways.

00:46:37.427 --> 00:46:38.668
And there's new ideas and old ways.

00:46:39.088 --> 00:46:41.007
So Amazon is like, yeah,

00:46:41.068 --> 00:46:42.869
so we're live selling.

00:46:43.528 --> 00:46:44.869
You can only watch certain Monday Night

00:46:44.889 --> 00:46:46.628
Football games at Amazon Prime.

00:46:46.708 --> 00:46:47.610
We've got traffic.

00:46:47.630 --> 00:46:48.329
We've got audience.

00:46:48.349 --> 00:46:49.409
We've got a way to monetize that.

00:46:49.809 --> 00:46:51.190
Now they've got full-on brick-and-mortar

00:46:51.230 --> 00:46:51.670
stores.

00:46:52.130 --> 00:46:52.931
Like, what?

00:46:53.210 --> 00:46:54.210
This doesn't make any sense.

00:46:54.510 --> 00:46:56.291
But it makes complete sense when you look

00:46:56.331 --> 00:46:56.550
at it.

00:46:56.751 --> 00:46:58.831
It's insane, but that's where we are.

00:46:59.672 --> 00:47:00.672
I don't even know who Adam is.

00:47:00.731 --> 00:47:00.992
Oh, no, I...

00:47:01.931 --> 00:47:02.672
Adam agrees with me,

00:47:02.693 --> 00:47:03.353
so that's why I like him.

00:47:03.612 --> 00:47:04.173
Great content,

00:47:04.233 --> 00:47:05.835
net revenue per visit enhancement via

00:47:05.875 --> 00:47:08.096
virtual dispensary programming is the path

00:47:08.115 --> 00:47:08.396
forward.

00:47:08.597 --> 00:47:09.197
That's fancy.

00:47:09.376 --> 00:47:10.458
I said the same thing, Adam.

00:47:10.498 --> 00:47:13.219
You just said it nicer and smarter.

00:47:13.480 --> 00:47:15.041
So like Adam has been working on a

00:47:15.101 --> 00:47:16.543
project where, you know,

00:47:16.742 --> 00:47:18.943
therapists could sell kind of like the

00:47:19.023 --> 00:47:20.565
Amazon affiliate program.

00:47:20.905 --> 00:47:22.427
You earn a commission on it.

00:47:23.027 --> 00:47:24.166
He's put in a ton of money,

00:47:24.206 --> 00:47:25.547
a ton of work to figure out what's

00:47:25.608 --> 00:47:26.748
legal, what's not legal,

00:47:26.827 --> 00:47:28.168
what can we actually do?

00:47:28.208 --> 00:47:30.188
Because obviously there's a patient

00:47:30.248 --> 00:47:32.068
provider relationship in this.

00:47:33.489 --> 00:47:36.231
But it's one of those things where, again,

00:47:36.431 --> 00:47:38.630
we know that reimbursement is not going to

00:47:38.670 --> 00:47:39.271
turn around.

00:47:39.291 --> 00:47:40.092
It's not going to go up.

00:47:40.152 --> 00:47:41.751
It's not going to dramatically change.

00:47:42.250 --> 00:47:44.413
We know that there's growing populations

00:47:44.452 --> 00:47:46.496
of individuals who need our services.

00:47:47.117 --> 00:47:49.300
And so even though, you know,

00:47:49.440 --> 00:47:50.260
even at my clinic,

00:47:50.340 --> 00:47:53.264
maybe I get fifty people that come through

00:47:53.304 --> 00:47:53.766
the door.

00:47:53.985 --> 00:47:56.188
That's not that bike shop probably has

00:47:56.248 --> 00:47:58.532
fifty people coming through every hour or

00:47:58.552 --> 00:47:58.733
two.

00:47:59.273 --> 00:48:01.112
Like I'm never going to have the volume

00:48:01.233 --> 00:48:03.813
in my clinic to really make it a

00:48:03.873 --> 00:48:05.193
retail project.

00:48:05.713 --> 00:48:07.795
But that's where we leverage online.

00:48:07.835 --> 00:48:09.514
That's where we leverage technology.

00:48:09.554 --> 00:48:11.795
That's where I do live selling here in

00:48:11.835 --> 00:48:12.394
the clinic.

00:48:12.876 --> 00:48:14.976
Hey, guys, this, you know, heating,

00:48:15.016 --> 00:48:16.615
cooling on a mini.

00:48:16.715 --> 00:48:17.536
It's amazing.

00:48:19.277 --> 00:48:20.496
I might sell one or two in the

00:48:20.536 --> 00:48:20.916
clinic,

00:48:21.456 --> 00:48:25.557
but it gives me the platform to buy

00:48:25.637 --> 00:48:25.938
now.

00:48:26.018 --> 00:48:26.557
Buy now.

00:48:31.672 --> 00:48:31.813
Sorry,

00:48:31.833 --> 00:48:33.733
I'm preparing a banner to go across the

00:48:33.753 --> 00:48:34.014
bottom.

00:48:34.193 --> 00:48:35.554
Buy now before they're gone.

00:48:36.396 --> 00:48:39.898
Do you guys... You're in New York now,

00:48:39.918 --> 00:48:40.518
but you're from PA.

00:48:40.818 --> 00:48:42.798
No, I'm from Jersey.

00:48:43.119 --> 00:48:45.240
Philly was PT school.

00:48:45.300 --> 00:48:46.922
Oh, do you remember Crazy Eddie?

00:48:47.710 --> 00:48:48.951
Yeah, I remember that.

00:48:48.971 --> 00:48:50.012
You remember Crazy Eddie?

00:48:50.052 --> 00:48:50.271
He was.

00:48:50.972 --> 00:48:51.291
Oh, OK.

00:48:51.711 --> 00:48:53.652
Crazy Eddie was on TV in the eighties.

00:48:53.753 --> 00:48:54.413
And this dude,

00:48:54.833 --> 00:48:57.173
this dude understood for every dollar I

00:48:57.213 --> 00:48:58.494
put in TV commercials.

00:48:59.313 --> 00:49:02.414
And he was crazy in a warehouse talking

00:49:02.454 --> 00:49:03.715
about his TV, you know,

00:49:03.735 --> 00:49:04.715
his whatever he had.

00:49:04.735 --> 00:49:05.896
He was electronic store.

00:49:07.096 --> 00:49:08.177
uh he went up going to jail i

00:49:08.217 --> 00:49:09.157
just do want to preface that but he

00:49:09.177 --> 00:49:10.619
did some shady stuff the good stuff he

00:49:10.659 --> 00:49:12.621
did was understanding the arbitrage of for

00:49:12.661 --> 00:49:14.902
every dollar i put into tv ads four

00:49:14.922 --> 00:49:16.824
dollars comes out somewhere else a week

00:49:16.864 --> 00:49:18.764
later and he's like wow that math math

00:49:18.804 --> 00:49:20.907
so i'm gonna be crazy eddie where these

00:49:20.947 --> 00:49:23.268
prices are crazy and you're like this

00:49:23.289 --> 00:49:25.351
guy's nuts but i want a tv so

00:49:25.371 --> 00:49:27.032
that math math because look at that price

00:49:27.052 --> 00:49:29.373
you can't beat it so they understand the

00:49:29.414 --> 00:49:31.896
arbitrage of what it is like a pt

00:49:31.916 --> 00:49:33.516
clinic having a rack

00:49:34.840 --> 00:49:36.521
Like one of those really nice display

00:49:36.541 --> 00:49:38.842
cases that sells Oakley's doesn't make any

00:49:38.902 --> 00:49:40.603
sense or does it?

00:49:41.065 --> 00:49:43.106
Because if your persona is fifteen year

00:49:43.166 --> 00:49:45.166
old high school baseball and football

00:49:45.186 --> 00:49:47.447
players and they walk by that twenty times

00:49:47.487 --> 00:49:48.309
and they purchase one,

00:49:48.568 --> 00:49:49.550
that's higher ticket.

00:49:50.610 --> 00:49:52.612
I think an interesting comparison and I

00:49:52.632 --> 00:49:54.552
don't know if anybody I'm not in this

00:49:54.612 --> 00:49:57.695
world, but ophthalmologist or optometrist,

00:49:58.255 --> 00:50:00.576
you go in like two.

00:50:01.257 --> 00:50:01.617
I don't know.

00:50:01.856 --> 00:50:03.438
One or two of my kids have glasses.

00:50:04.628 --> 00:50:07.851
And when I go, when I go,

00:50:07.911 --> 00:50:08.172
you know,

00:50:08.211 --> 00:50:10.034
they have the display and the glasses,

00:50:10.074 --> 00:50:12.335
the frames, the lenses, like the contacts,

00:50:12.396 --> 00:50:13.597
all of this different stuff.

00:50:13.657 --> 00:50:15.579
And you're going to spend a couple hundred

00:50:15.619 --> 00:50:18.561
dollars before you get out of there on

00:50:18.681 --> 00:50:20.224
the glasses or the frames,

00:50:20.284 --> 00:50:21.204
not even the visit.

00:50:22.005 --> 00:50:23.507
That's where I think, okay,

00:50:24.128 --> 00:50:26.309
twenty cent TheraBand selling for five

00:50:26.329 --> 00:50:27.570
bucks, maybe.

00:50:29.012 --> 00:50:30.393
But if I'm going to sell a five

00:50:30.434 --> 00:50:32.235
hundred dollar recumbent bike,

00:50:32.315 --> 00:50:35.179
a thousand dollar elliptical on a home

00:50:35.259 --> 00:50:35.619
level,

00:50:36.059 --> 00:50:37.963
that's where I think we can add a

00:50:38.043 --> 00:50:38.543
two hundred,

00:50:38.583 --> 00:50:40.244
three hundred dollar transaction that,

00:50:40.425 --> 00:50:41.447
you know, is profitable.

00:50:41.836 --> 00:50:43.438
Yeah, people, Gary Vee has said,

00:50:43.478 --> 00:50:44.699
what's your twenty dollar offer?

00:50:44.739 --> 00:50:45.780
What's your two hundred dollar offer?

00:50:45.800 --> 00:50:47.063
What's your two thousand dollar offer?

00:50:47.083 --> 00:50:48.384
What's your twenty thousand dollar offer?

00:50:48.824 --> 00:50:49.846
And then if you're Tony Robbins,

00:50:49.865 --> 00:50:50.947
what's your two hundred thousand dollar

00:50:50.987 --> 00:50:51.186
offer?

00:50:51.507 --> 00:50:53.268
We're seeing the Peter Attias of the world

00:50:53.289 --> 00:50:53.528
go.

00:50:54.349 --> 00:50:55.791
It's eighty grand a year and I'll be

00:50:55.811 --> 00:50:56.251
your doctor.

00:50:56.393 --> 00:50:57.474
And what do you get access?

00:50:58.034 --> 00:50:58.474
One fifty.

00:50:59.061 --> 00:50:59.581
Yeah.

00:50:59.601 --> 00:51:00.081
One fifty.

00:51:00.141 --> 00:51:00.523
Is it really?

00:51:01.083 --> 00:51:01.722
Doesn't shock me.

00:51:01.922 --> 00:51:02.202
Why?

00:51:02.222 --> 00:51:03.284
Because Peter T is like,

00:51:03.543 --> 00:51:05.603
I got more people outside my door

00:51:05.724 --> 00:51:06.264
knocking.

00:51:06.985 --> 00:51:09.266
So I'm going to raise the price until

00:51:09.306 --> 00:51:10.065
there's a tipping point.

00:51:10.545 --> 00:51:11.126
And then you're like,

00:51:11.186 --> 00:51:12.226
Peter T is a jerk.

00:51:12.286 --> 00:51:12.626
And I'm like,

00:51:14.621 --> 00:51:16.182
what do you are you mad he's doing

00:51:16.222 --> 00:51:17.204
it are you mad he's doing it better

00:51:17.224 --> 00:51:18.626
than you like i need to understand where

00:51:18.646 --> 00:51:20.547
you're coming from from this angle because

00:51:20.567 --> 00:51:22.027
you could be doing the same thing and

00:51:22.068 --> 00:51:23.550
just saying it's it's a thousand dollars

00:51:23.750 --> 00:51:25.451
or two dollars be like two dollars get

00:51:25.471 --> 00:51:27.472
you access right that's why people

00:51:27.512 --> 00:51:29.894
actually do that that's why columbia

00:51:30.896 --> 00:51:33.018
columbia cd club remember the stupid thing

00:51:33.038 --> 00:51:35.260
you taped we had to tape a penny

00:51:36.201 --> 00:51:37.882
to a postcard and mail it back and

00:51:37.902 --> 00:51:39.503
then check off which cds i wanted

00:51:40.791 --> 00:51:43.251
And then I got some CDs really quick.

00:51:43.672 --> 00:51:44.831
And then two weeks after that,

00:51:44.871 --> 00:51:45.492
I got an invoice.

00:51:45.512 --> 00:51:46.693
And I was like, mom, what's this?

00:51:47.233 --> 00:51:48.152
She's like, that's the bill.

00:51:48.233 --> 00:51:49.213
I was like, but these are free.

00:51:49.253 --> 00:51:50.132
They're a penny I paid for.

00:51:50.393 --> 00:51:51.074
No, that's the bill.

00:51:51.233 --> 00:51:52.273
You're getting the bill later.

00:51:52.333 --> 00:51:53.514
That's how invoices work.

00:51:55.175 --> 00:51:55.635
I don't know.

00:51:55.735 --> 00:51:57.014
I feel like twenty twenty six.

00:51:57.034 --> 00:51:58.496
We're going to see the litmus test be

00:51:58.536 --> 00:52:01.195
people who are more risk averse will

00:52:01.235 --> 00:52:01.617
succeed.

00:52:01.657 --> 00:52:03.617
And the funny part is you you rarely

00:52:03.657 --> 00:52:04.536
hear from those people.

00:52:04.856 --> 00:52:05.137
Why?

00:52:05.677 --> 00:52:07.018
They're too busy succeeding.

00:52:08.460 --> 00:52:09.561
All the people in the Facebook group

00:52:09.601 --> 00:52:10.721
going, this won't work.

00:52:11.581 --> 00:52:12.222
Nobody here,

00:52:12.461 --> 00:52:14.742
it's confirmation or survivorship bias or

00:52:14.782 --> 00:52:16.083
reverse survivorship bias.

00:52:16.362 --> 00:52:17.523
All the people complaining are like, yeah,

00:52:17.543 --> 00:52:18.983
it doesn't work because none of you are

00:52:19.003 --> 00:52:19.565
risk averse.

00:52:19.804 --> 00:52:19.945
Well,

00:52:19.965 --> 00:52:21.804
where are the non-risk averse people?

00:52:22.025 --> 00:52:24.045
They're off on success island doing

00:52:24.085 --> 00:52:24.507
things.

00:52:25.067 --> 00:52:26.186
They don't need to listen to you tell

00:52:26.206 --> 00:52:27.547
them why the thing they're already doing

00:52:27.588 --> 00:52:28.108
is working.

00:52:30.648 --> 00:52:32.269
Even just the business model that Dave

00:52:32.289 --> 00:52:34.570
talked about where the home health agency

00:52:34.630 --> 00:52:37.492
trains the technician to be the companion.

00:52:38.992 --> 00:52:39.273
Again,

00:52:39.333 --> 00:52:41.813
if I ever scaled anything in real life

00:52:41.853 --> 00:52:42.755
in the clinic again,

00:52:42.974 --> 00:52:45.016
I would never hire another licensed

00:52:45.036 --> 00:52:45.556
therapist.

00:52:46.376 --> 00:52:48.856
I would find a good human who has

00:52:48.896 --> 00:52:50.838
a good heart, who wants to help people,

00:52:51.318 --> 00:52:53.099
who doesn't have two hundred thousand in

00:52:53.119 --> 00:52:55.000
debt and would say, hey,

00:52:55.039 --> 00:52:56.541
let me show you how to do the

00:52:56.561 --> 00:52:58.961
things that I think this person needs

00:52:59.001 --> 00:52:59.342
done.

00:52:59.461 --> 00:53:02.222
And I would just train twenty of them.

00:53:03.677 --> 00:53:05.259
I would love to see a situation,

00:53:05.298 --> 00:53:06.820
and I've talked to Mike Chua about this,

00:53:07.300 --> 00:53:09.722
where we develop the funnel from the

00:53:09.742 --> 00:53:10.461
Philippines,

00:53:10.501 --> 00:53:12.164
from all of these other countries,

00:53:12.583 --> 00:53:14.925
where we bring these individuals into our

00:53:14.965 --> 00:53:18.086
country legally with work visas who are

00:53:18.126 --> 00:53:18.668
ready to work.

00:53:18.688 --> 00:53:19.288
It's a problem.

00:53:19.867 --> 00:53:21.849
Yeah, and it's like… Real problems.

00:53:22.297 --> 00:53:23.978
The money they make here is worth more

00:53:24.018 --> 00:53:25.057
when they go back home.

00:53:25.699 --> 00:53:26.498
You train them,

00:53:26.599 --> 00:53:28.659
you get them to deliver the services at

00:53:28.679 --> 00:53:29.659
the level we want.

00:53:30.079 --> 00:53:32.360
They don't need to know what I know.

00:53:32.400 --> 00:53:34.380
They don't need to know why I chose

00:53:34.400 --> 00:53:35.280
this intervention.

00:53:35.639 --> 00:53:36.639
They just need to do it.

00:53:36.920 --> 00:53:38.280
They just need to know how to do

00:53:38.320 --> 00:53:38.400
it.

00:53:38.481 --> 00:53:39.701
The basic mechanics.

00:53:39.721 --> 00:53:41.260
All right, guys,

00:53:41.280 --> 00:53:42.181
I don't know if you see what time

00:53:42.201 --> 00:53:42.400
it is.

00:53:42.701 --> 00:53:44.722
It's time to dig in to the mailbag.

00:53:45.422 --> 00:53:46.862
It's mailbag time.

00:53:47.181 --> 00:53:49.023
Real questions, real people.

00:53:50.443 --> 00:53:51.463
No bots allowed.

00:53:54.980 --> 00:53:57.782
So no anonymous mailbag.

00:53:57.822 --> 00:53:59.722
You can drop in your mailbag question at

00:53:59.782 --> 00:54:00.844
ptpinecast.com.

00:54:01.364 --> 00:54:02.244
In the bottom right-hand corner,

00:54:02.264 --> 00:54:03.364
you can actually just do it.

00:54:03.405 --> 00:54:04.806
It'll let you do a voice thing,

00:54:04.846 --> 00:54:05.586
and you can talk to me,

00:54:05.606 --> 00:54:06.726
and then I'll listen to it and bring

00:54:06.746 --> 00:54:07.128
it on the show,

00:54:07.387 --> 00:54:08.228
or you can send us an email.

00:54:08.527 --> 00:54:09.349
This one's for both of you.

00:54:09.449 --> 00:54:10.510
Jenna in Texas,

00:54:10.730 --> 00:54:11.931
been a PT for three years,

00:54:12.210 --> 00:54:12.851
listened to the show,

00:54:12.891 --> 00:54:13.992
found out about it two years ago.

00:54:14.431 --> 00:54:16.532
If a cash PT clinic, me,

00:54:16.853 --> 00:54:18.454
had to generate five thousand dollars in

00:54:18.494 --> 00:54:20.536
new revenue this weekend, no ads,

00:54:20.596 --> 00:54:22.036
no evaluations, what would you do?

00:54:22.297 --> 00:54:23.257
There's a gun to your head.

00:54:23.556 --> 00:54:25.538
Someone's going to drown your pet bunny

00:54:25.759 --> 00:54:27.179
unless you get five thousand dollars in

00:54:27.219 --> 00:54:29.740
new money in in the three day weekend.

00:54:30.240 --> 00:54:31.242
No ads, no evals.

00:54:31.702 --> 00:54:32.521
What are you guys doing?

00:54:32.601 --> 00:54:34.523
What's a fun, scrappy way to get there?

00:54:34.623 --> 00:54:35.204
What are your thoughts?

00:54:38.496 --> 00:54:39.856
You want me to go first?

00:54:41.336 --> 00:54:41.617
Okay.

00:54:41.898 --> 00:54:43.077
So you're going to get your phone.

00:54:43.458 --> 00:54:45.599
You're going to cold message and cold call

00:54:46.298 --> 00:54:47.400
as many people as possible.

00:54:47.739 --> 00:54:49.021
You're going to pitch them an offer.

00:54:49.740 --> 00:54:51.161
If you need to make five thousand,

00:54:53.181 --> 00:54:55.342
your offer could be it could be five

00:54:55.382 --> 00:54:55.744
thousand.

00:54:56.063 --> 00:54:57.824
But I think five people at a thousand,

00:54:57.864 --> 00:54:58.824
I think, would be a better offer.

00:55:00.804 --> 00:55:02.764
Yeah, it could be a five hundred dollar.

00:55:02.864 --> 00:55:03.684
It could be a two hundred dollar,

00:55:03.704 --> 00:55:04.244
five hundred dollar,

00:55:04.264 --> 00:55:05.186
a thousand dollar offer.

00:55:06.525 --> 00:55:08.527
You you you lay you lay the offer

00:55:08.706 --> 00:55:10.927
out like the actual deliverable is into

00:55:10.947 --> 00:55:11.447
the future.

00:55:11.527 --> 00:55:13.027
So it's like you get whatever you get

00:55:13.088 --> 00:55:13.568
home visits.

00:55:13.807 --> 00:55:14.869
You get a home safety check.

00:55:14.889 --> 00:55:15.708
You get a posture check.

00:55:15.728 --> 00:55:17.068
You get a home ergonomic assessment.

00:55:17.088 --> 00:55:21.251
You get Amazon checklist of physical

00:55:21.291 --> 00:55:22.431
therapy approved products.

00:55:22.451 --> 00:55:22.971
You get this.

00:55:22.990 --> 00:55:23.411
You get this.

00:55:23.471 --> 00:55:24.211
It's valued at this.

00:55:24.251 --> 00:55:24.931
It's valued at this.

00:55:25.311 --> 00:55:26.711
You value stack it.

00:55:26.972 --> 00:55:27.793
You value stack it.

00:55:27.853 --> 00:55:28.373
And it's worth.

00:55:30.119 --> 00:55:32.121
You can get all this today for seven

00:55:32.141 --> 00:55:33.443
hundred and fifty dollars, whatever.

00:55:33.963 --> 00:55:35.864
And then you all of this is like

00:55:35.945 --> 00:55:38.085
in a in a custom custom exercise program

00:55:38.146 --> 00:55:40.807
and a in a bespoke mobility program.

00:55:40.847 --> 00:55:42.469
You get all this and there's more.

00:55:43.447 --> 00:55:44.228
But wait, there's more.

00:55:44.967 --> 00:55:47.429
And you get all this stuff and it's,

00:55:47.809 --> 00:55:49.130
and within the thousand dollars,

00:55:49.150 --> 00:55:49.492
it could be,

00:55:49.512 --> 00:55:51.873
you get five visits with me,

00:55:52.273 --> 00:55:53.514
one visit a week for the next five

00:55:53.534 --> 00:55:53.815
weeks,

00:55:53.835 --> 00:55:55.255
but you collect the cash up front and

00:55:55.275 --> 00:55:56.936
then there's deliverables into the future.

00:55:56.976 --> 00:55:57.958
So you get the cash up front.

00:55:58.257 --> 00:56:00.500
You do that enough that the challenge that

00:56:00.920 --> 00:56:02.461
she, what's her name again?

00:56:02.481 --> 00:56:03.782
What's her first name?

00:56:03.802 --> 00:56:04.083
Jenna.

00:56:04.382 --> 00:56:04.603
Jenna.

00:56:04.722 --> 00:56:04.923
Jenna.

00:56:04.943 --> 00:56:05.684
Thank you for the question.

00:56:05.963 --> 00:56:06.585
Thank you for watching.

00:56:06.605 --> 00:56:07.184
We appreciate it.

00:56:08.106 --> 00:56:10.047
The challenge is getting outside of your

00:56:10.088 --> 00:56:10.568
comfort zone.

00:56:11.400 --> 00:56:12.159
Getting rejection,

00:56:12.219 --> 00:56:13.141
going through rejection.

00:56:13.460 --> 00:56:15.262
So you have to cold call, cold message,

00:56:15.282 --> 00:56:16.141
get people on the phone,

00:56:16.161 --> 00:56:16.902
get them in person,

00:56:17.302 --> 00:56:18.063
do it at the library,

00:56:18.083 --> 00:56:18.963
do it at the Starbucks,

00:56:19.003 --> 00:56:21.403
do it at wherever people are at right

00:56:21.443 --> 00:56:22.344
now, at the, you know,

00:56:22.565 --> 00:56:23.425
at the tree lighting,

00:56:23.465 --> 00:56:24.726
the Christmas tree lighting or whatever it

00:56:24.786 --> 00:56:24.965
is.

00:56:25.646 --> 00:56:27.166
You need to get in front of people,

00:56:27.306 --> 00:56:28.266
volumes of people.

00:56:28.626 --> 00:56:30.007
And there are people out there that have

00:56:30.047 --> 00:56:30.547
your money.

00:56:30.588 --> 00:56:31.989
You just got to find who's got your

00:56:32.028 --> 00:56:32.228
money.

00:56:33.061 --> 00:56:34.382
If you don't think live selling would

00:56:34.422 --> 00:56:34.702
work,

00:56:34.961 --> 00:56:38.105
just replay the last forty nine seconds of

00:56:38.144 --> 00:56:38.965
what Dave just said.

00:56:39.065 --> 00:56:41.347
He was like value, value, benefit,

00:56:41.447 --> 00:56:43.027
benefit, benefit, feature, feature,

00:56:43.068 --> 00:56:45.329
benefit, benefit, future, future success.

00:56:45.349 --> 00:56:46.451
That was that was off.

00:56:46.550 --> 00:56:47.311
That was off the cuff.

00:56:47.351 --> 00:56:48.452
We did not plan that at all.

00:56:48.893 --> 00:56:49.052
Right.

00:56:49.193 --> 00:56:49.893
That's a pattern.

00:56:49.992 --> 00:56:50.333
Tony,

00:56:50.373 --> 00:56:52.715
you have to get five thousand dollars or

00:56:54.277 --> 00:56:55.496
we come to your house and steal your

00:56:55.516 --> 00:56:56.318
kids glasses.

00:56:56.777 --> 00:56:57.199
What do you do?

00:56:57.998 --> 00:56:59.219
Exactly what Dave did.

00:56:59.259 --> 00:57:00.739
But I would go the business route.

00:57:00.860 --> 00:57:01.840
I go B to B.

00:57:02.139 --> 00:57:04.519
I would I would find businesses that,

00:57:04.599 --> 00:57:04.860
you know,

00:57:04.900 --> 00:57:07.001
if we're talking PT businesses like

00:57:07.061 --> 00:57:08.661
there's accounts receivable out there.

00:57:08.721 --> 00:57:10.141
If you have thirty thousand or more in

00:57:10.201 --> 00:57:12.621
accounts receivable, I'll fly out.

00:57:12.762 --> 00:57:14.802
I'll be on site five thousand for the

00:57:14.822 --> 00:57:16.682
weekend and I will collect all of that

00:57:16.722 --> 00:57:16.983
money.

00:57:17.063 --> 00:57:18.643
I will work through that AR.

00:57:19.702 --> 00:57:20.782
So you get a, you know,

00:57:20.943 --> 00:57:23.103
six time return on the investment kind of

00:57:23.123 --> 00:57:23.304
thing.

00:57:23.603 --> 00:57:24.525
Yeah, I like that.

00:57:24.726 --> 00:57:27.690
I would go local sports teams because you

00:57:27.730 --> 00:57:28.992
really only have to convince the coach.

00:57:29.413 --> 00:57:31.375
Like coaches are like gods now.

00:57:32.096 --> 00:57:32.237
Dude,

00:57:32.257 --> 00:57:33.739
the coach said if I really wanted to

00:57:33.778 --> 00:57:35.161
make that next level team,

00:57:35.380 --> 00:57:37.043
I needed to come twice a week to

00:57:37.083 --> 00:57:39.186
do the skills training in whatever sport,

00:57:39.266 --> 00:57:40.027
insert sport here.

00:57:40.579 --> 00:57:41.500
You convince a coach.

00:57:41.900 --> 00:57:43.601
You go into partnership together with that

00:57:43.641 --> 00:57:45.422
coach, and you say, I will come,

00:57:45.501 --> 00:57:46.983
and I will be your athletic whatever.

00:57:47.182 --> 00:57:48.324
I will help you develop these plays.

00:57:48.384 --> 00:57:49.943
You help them on the ice or in

00:57:49.963 --> 00:57:51.764
the water or on the mat or on

00:57:51.784 --> 00:57:53.025
the diamond or on the field.

00:57:53.405 --> 00:57:54.706
You got the skills training.

00:57:55.146 --> 00:57:57.168
I will do a parallel strength training,

00:57:57.268 --> 00:57:58.367
nutrition, whatever it is.

00:57:58.608 --> 00:57:59.708
You sell one coach.

00:58:00.028 --> 00:58:03.030
That coach is the god to the children,

00:58:03.231 --> 00:58:04.891
but definitely the parents.

00:58:05.231 --> 00:58:06.012
If the coach said,

00:58:06.112 --> 00:58:07.713
my kid might be a D-I athlete,

00:58:07.753 --> 00:58:09.454
D-I is now almost...

00:58:10.074 --> 00:58:13.059
higher in value than a professional here's

00:58:13.099 --> 00:58:16.264
why it's a little more attainable and it's

00:58:16.284 --> 00:58:19.228
a status thing right like we know less

00:58:19.248 --> 00:58:20.911
than one tenth of one millionth of one

00:58:20.952 --> 00:58:22.434
percent is gonna go to the nfl but

00:58:22.454 --> 00:58:23.835
if you're like could go d one you're

00:58:23.856 --> 00:58:23.956
like

00:58:25.153 --> 00:58:26.293
That's probably as high as my kid's going

00:58:26.313 --> 00:58:26.534
to go.

00:58:26.574 --> 00:58:27.315
But if we can get them there,

00:58:27.335 --> 00:58:27.994
that's the top of the mountain.

00:58:28.014 --> 00:58:29.135
So I would sell to a coach.

00:58:29.514 --> 00:58:31.175
The only thing modification I make to Dave

00:58:31.235 --> 00:58:32.536
is I would say, go to, go to,

00:58:32.655 --> 00:58:33.476
go to warm people.

00:58:33.817 --> 00:58:34.036
Right.

00:58:34.077 --> 00:58:35.137
You said cold, cold call,

00:58:35.157 --> 00:58:35.876
but I think that's what you meant.

00:58:36.818 --> 00:58:37.338
I meant, I mean,

00:58:37.538 --> 00:58:39.438
pick your phone up and get, you know,

00:58:39.478 --> 00:58:39.737
you, you,

00:58:39.757 --> 00:58:41.018
you have a ton of contacts in your

00:58:41.039 --> 00:58:41.579
phone.

00:58:42.438 --> 00:58:42.978
Absolutely.

00:58:42.998 --> 00:58:44.199
Start with warm contacts, not,

00:58:44.300 --> 00:58:45.019
not cold calls.

00:58:45.039 --> 00:58:45.699
Yeah, absolutely.

00:58:45.739 --> 00:58:47.481
Start with whoever already knows you,

00:58:47.521 --> 00:58:48.681
likes you and trust you in your

00:58:48.701 --> 00:58:50.282
neighborhood, in your area,

00:58:50.342 --> 00:58:51.302
whoever's in your phone.

00:58:52.320 --> 00:58:53.862
Text message, get them on the phone,

00:58:53.882 --> 00:58:54.521
send out emails,

00:58:54.541 --> 00:58:55.561
but get people on the phone,

00:58:55.581 --> 00:58:56.943
get them on FaceTime video calls,

00:58:56.963 --> 00:58:57.802
get them on Zoom calls,

00:58:58.202 --> 00:58:58.902
pitch them something.

00:58:59.382 --> 00:59:00.704
Another secondary offering,

00:59:00.724 --> 00:59:01.884
because you mentioned coaches,

00:59:02.525 --> 00:59:04.304
what parents pay the most to try to

00:59:04.344 --> 00:59:06.666
get their kids to D one.

00:59:07.708 --> 00:59:08.309
Not only do they,

00:59:08.949 --> 00:59:10.269
not only do they pay for like the,

00:59:10.670 --> 00:59:12.512
the private coaches and the strength and

00:59:12.552 --> 00:59:13.893
conditioning and things like that,

00:59:14.253 --> 00:59:15.853
they pay for showcases.

00:59:16.155 --> 00:59:17.496
They pay for the showcases.

00:59:17.916 --> 00:59:20.197
If that coach is local and that coach

00:59:20.237 --> 00:59:20.838
is popular,

00:59:21.338 --> 00:59:24.641
can that coach get local college coaches

00:59:24.681 --> 00:59:26.762
to come to this showcase and

00:59:27.315 --> 00:59:28.538
And then you, the physical therapist,

00:59:28.577 --> 00:59:32.643
can co-organize this showcase.

00:59:32.923 --> 00:59:35.847
The coach is going to bring all the

00:59:35.907 --> 00:59:36.307
athletes.

00:59:36.387 --> 00:59:38.891
They have a list of athletes that they

00:59:38.931 --> 00:59:39.152
help.

00:59:39.998 --> 00:59:40.478
Maybe they,

00:59:40.539 --> 00:59:42.300
they better have connections to the local

00:59:42.340 --> 00:59:43.021
college coaches.

00:59:43.561 --> 00:59:45.742
You can co you can co, uh,

00:59:45.762 --> 00:59:47.844
you can co promote it by going to

00:59:47.864 --> 00:59:49.387
all the local businesses and say, Hey,

00:59:49.626 --> 00:59:51.329
we're making a, a, whatever,

00:59:51.369 --> 00:59:53.471
a flyer or whatever with, uh, you know,

00:59:53.490 --> 00:59:54.492
we're going to put your marketing

00:59:54.532 --> 00:59:56.532
materials in the goodie bags of all the

00:59:56.592 --> 00:59:57.554
attendees or whatever.

00:59:57.815 --> 00:59:58.534
So you can get it in front of

00:59:58.554 --> 01:00:00.097
other business owners and you could get

01:00:00.177 --> 01:00:02.059
more exposure for free.

01:00:02.119 --> 01:00:03.360
This just takes hustle and effort.

01:00:03.865 --> 01:00:04.186
Yes.

01:00:04.567 --> 01:00:05.047
I love that.

01:00:05.407 --> 01:00:05.867
I do like,

01:00:06.188 --> 01:00:08.028
so now we're live streaming in vertical,

01:00:08.088 --> 01:00:08.829
like on YouTube.

01:00:08.849 --> 01:00:09.630
And I do love,

01:00:09.670 --> 01:00:10.851
there's a ton of trolls.

01:00:11.271 --> 01:00:12.351
Like, man,

01:00:12.391 --> 01:00:14.753
I do love seeing LGBTQ podcasts on

01:00:14.773 --> 01:00:15.054
YouTube.

01:00:15.454 --> 01:00:19.617
Well, well done.

01:00:19.797 --> 01:00:21.759
Which outs yourself.

01:00:22.018 --> 01:00:23.699
Gotta love the anonymous accounts, man.

01:00:23.860 --> 01:00:24.481
Gotta love them.

01:00:24.981 --> 01:00:26.563
I love the one that outs yourself as

01:00:26.583 --> 01:00:27.224
the douchebag.

01:00:27.384 --> 01:00:27.503
Hey,

01:00:27.543 --> 01:00:28.644
thanks for dropping a comment and

01:00:28.664 --> 01:00:29.585
increasing my exposure.

01:00:29.606 --> 01:00:32.228
So appreciate it.

01:00:32.248 --> 01:00:34.110
Triple handshake, Chief.

01:00:34.271 --> 01:00:34.672
All right,

01:00:35.072 --> 01:00:35.972
we got less than a minute left,

01:00:36.034 --> 01:00:36.753
but oh gosh,

01:00:36.773 --> 01:00:37.996
we almost left money on the table, guys.

01:00:38.215 --> 01:00:38.635
Here's the deal.

01:00:38.675 --> 01:00:39.998
Somebody pays you for a sponsorship.

01:00:40.277 --> 01:00:42.300
You better damn well get it on the

01:00:42.380 --> 01:00:42.541
air.

01:00:42.760 --> 01:00:46.144
So we've got CEUtopia.

01:00:47.204 --> 01:00:48.465
I mean, you've heard of MedBridge.

01:00:48.485 --> 01:00:50.327
You've heard of physicaltherapy.com.

01:00:50.806 --> 01:00:53.407
This one's a little bit more crunchy with

01:00:53.547 --> 01:00:54.469
some mood rings.

01:00:55.369 --> 01:00:56.230
CEUtopia,

01:00:56.750 --> 01:00:58.431
tired of CEUs that actually teach you

01:00:58.451 --> 01:00:58.811
something?

01:00:59.251 --> 01:00:59.851
Me too.

01:01:00.210 --> 01:01:01.331
At CEUtopia,

01:01:01.351 --> 01:01:03.193
we offer only the most irrelevant,

01:01:03.353 --> 01:01:05.733
eye-rolling-inducing courses possible on

01:01:05.773 --> 01:01:06.014
Earth.

01:01:06.534 --> 01:01:08.614
Learn mindful taping for seasonal

01:01:08.675 --> 01:01:10.896
allergies and earn twelve hours towards

01:01:10.956 --> 01:01:11.336
burnout.

01:01:12.056 --> 01:01:15.458
visit ceutopia.org enroll today and get a

01:01:15.498 --> 01:01:17.597
free tote bag that says ask me about

01:01:17.657 --> 01:01:20.679
my non-billable skill set from ceutopia

01:01:20.719 --> 01:01:22.099
that one wasn't bad we could do better

01:01:22.139 --> 01:01:25.380
next time uh we'll be back on thursday

01:01:25.400 --> 01:01:28.900
uh appreciate the time appreciate the

01:01:28.940 --> 01:01:30.900
effort thanks for the mailbag questions

01:01:31.302 --> 01:01:32.762
and gentlemen i'll see you guys on on

01:01:32.802 --> 01:01:33.101
thursday

01:01:35.514 --> 01:01:35.855
That's it.

01:01:35.875 --> 01:01:36.054
We're out.

01:01:36.074 --> 01:01:37.496
Boys, what the hell are you doing?

01:01:37.536 --> 01:01:40.358
Follow Tony Maritano on YouTube at Total

01:01:40.378 --> 01:01:41.398
Therapy Solution.

01:01:41.478 --> 01:01:42.480
Find Dave Kittle at

01:01:42.500 --> 01:01:45.681
conciergepainrelief.com and on YouTube at

01:01:45.702 --> 01:01:46.882
The Dave Kittle Show.

01:01:47.224 --> 01:01:50.326
And follow Jimmy McKay at PG Podcasts on

01:01:50.385 --> 01:01:51.507
YouTube, the socials,

01:01:51.626 --> 01:01:53.407
and wherever you binge podcasts you

01:01:53.427 --> 01:01:55.110
pretend are for CEUs.

01:01:55.389 --> 01:01:56.851
And hey, just a reminder,

01:01:57.311 --> 01:01:58.632
none of this was for advice.

01:01:58.672 --> 01:01:59.972
This was for entertainment only.

01:02:00.414 --> 01:02:01.715
Our lawyers say that counts.

01:02:01.875 --> 01:02:02.795
Thanks, Keith.