Unlocking the Secrets to Attracting and Hiring the Best

WEBVTT

00:00:00.009 --> 00:00:00.670
Let's jump in.

00:00:12.218 --> 00:00:12.699
I feel like I need to be

00:00:12.720 --> 00:00:14.021
like holding my ear and saying like,

00:00:14.041 --> 00:00:15.121
good morning from the East

00:00:15.141 --> 00:00:16.222
Coast of the United States.

00:00:16.803 --> 00:00:17.603
Good Tuesday morning,

00:00:17.684 --> 00:00:18.704
October twenty second here.

00:00:18.745 --> 00:00:19.225
Dave Kittle,

00:00:19.265 --> 00:00:20.425
Tony Maritato coming in a minute.

00:00:20.446 --> 00:00:21.106
I'm Jimmy McKay.

00:00:22.268 --> 00:00:22.768
Good morning, Dave.

00:00:24.248 --> 00:00:24.609
Morning, Jimmy.

00:00:24.629 --> 00:00:24.989
What's going on?

00:00:25.782 --> 00:00:26.382
Do you go out and get a

00:00:26.422 --> 00:00:27.943
bagel in those blocks?

00:00:28.222 --> 00:00:28.943
I mean, you're in New York city.

00:00:28.963 --> 00:00:30.044
That's the cliche, right?

00:00:30.984 --> 00:00:31.625
Not like,

00:00:32.045 --> 00:00:33.845
I think I get a bagel more often if I'm,

00:00:34.185 --> 00:00:35.386
you know, when I was treating patients,

00:00:35.405 --> 00:00:38.188
when I was going out most days,

00:00:38.207 --> 00:00:39.728
but even then it wasn't every day.

00:00:40.329 --> 00:00:41.469
I do eat a lot of carbs though.

00:00:41.548 --> 00:00:42.649
So, you know, it is what it is.

00:00:42.689 --> 00:00:43.689
When I lived in the city,

00:00:43.710 --> 00:00:44.651
when I went to the Upper West Side,

00:00:44.691 --> 00:00:45.831
there was a great bagel place,

00:00:45.990 --> 00:00:48.051
maybe about seventy six.

00:00:48.192 --> 00:00:49.472
That was my Saturday thing.

00:00:49.573 --> 00:00:50.832
That was the Saturday thing to do.

00:00:51.533 --> 00:00:52.814
Typical like New York City bagel place,

00:00:52.893 --> 00:00:53.695
line out the block,

00:00:54.354 --> 00:00:55.835
Like people that work there

00:00:56.494 --> 00:00:57.396
not looking at you because

00:00:57.415 --> 00:00:58.356
they're just banging out

00:00:58.536 --> 00:01:00.256
like forty thousand bagel orders.

00:01:00.375 --> 00:01:01.576
So cliche cliches are

00:01:01.597 --> 00:01:04.917
sometimes cliches for a reason.

00:01:04.956 --> 00:01:06.078
But you were recently or

00:01:06.138 --> 00:01:07.018
still are recently.

00:01:07.097 --> 00:01:07.897
We don't want to shut down

00:01:07.938 --> 00:01:10.218
the the talent pool looking

00:01:10.257 --> 00:01:11.759
for someone to come and work for you.

00:01:11.819 --> 00:01:12.058
Right.

00:01:12.099 --> 00:01:12.899
You're looking for someone

00:01:12.938 --> 00:01:14.099
to to join the team.

00:01:14.138 --> 00:01:14.659
And what do you do?

00:01:14.679 --> 00:01:15.439
What was your strategy?

00:01:15.459 --> 00:01:16.260
You're trying to hire a full

00:01:16.299 --> 00:01:17.840
time therapist in this market.

00:01:17.859 --> 00:01:19.200
We'll do your your topic.

00:01:19.459 --> 00:01:20.820
Then we'll segment mine and

00:01:20.840 --> 00:01:22.100
then we'll have Tony back clean up.

00:01:23.546 --> 00:01:23.826
Perfect.

00:01:23.887 --> 00:01:24.128
Yeah.

00:01:24.188 --> 00:01:26.069
So, I mean, I've been posting recently.

00:01:26.090 --> 00:01:27.411
I've been posting organic posts.

00:01:27.971 --> 00:01:29.493
Usually it's a it's kind of

00:01:29.513 --> 00:01:31.296
like a fixed approach and

00:01:31.335 --> 00:01:32.977
it's like a stock image.

00:01:33.097 --> 00:01:34.959
It might be myself and a previous patient.

00:01:34.980 --> 00:01:35.600
It might be one of my

00:01:35.641 --> 00:01:36.262
therapists and their

00:01:36.302 --> 00:01:37.222
patients or clients like a

00:01:37.343 --> 00:01:39.364
selfie kind of raw type picture.

00:01:40.566 --> 00:01:41.927
I've I've tested some other

00:01:42.429 --> 00:01:43.730
images and it's a pretty short.

00:01:44.531 --> 00:01:44.771
posts.

00:01:44.811 --> 00:01:46.972
It's like, you know, Hey, uh, we're hiring,

00:01:47.653 --> 00:01:47.974
uh,

00:01:48.013 --> 00:01:48.974
up to a hundred and twenty thousand

00:01:49.015 --> 00:01:51.257
dollar salary compensation package.

00:01:51.316 --> 00:01:52.257
Treat four to six patients a

00:01:52.298 --> 00:01:54.039
day includes coaching, mentorship,

00:01:54.078 --> 00:01:55.661
support, um,

00:01:56.701 --> 00:01:58.864
for house calls in New York city area.

00:01:59.043 --> 00:01:59.284
You know,

00:01:59.323 --> 00:02:00.864
sometimes I'll list out the certain areas,

00:02:00.885 --> 00:02:01.165
whatever.

00:02:01.186 --> 00:02:03.567
So like really short posts, um,

00:02:03.608 --> 00:02:04.429
to just be concise.

00:02:04.468 --> 00:02:05.890
And those have worked those, you know,

00:02:06.631 --> 00:02:07.691
you and Tony like it.

00:02:07.730 --> 00:02:09.973
And that helps with juice and, you know,

00:02:09.992 --> 00:02:10.894
more eyeballs and all that.

00:02:11.114 --> 00:02:11.335
But

00:02:12.887 --> 00:02:16.311
October, October, October, October,

00:02:30.942 --> 00:02:31.581
So here's the post.

00:02:31.622 --> 00:02:34.323
I posted this on LinkedIn and Facebook.

00:02:34.703 --> 00:02:36.063
I tried to go, I told you guys, I said,

00:02:36.084 --> 00:02:37.584
I'm going Tony Meritato style.

00:02:37.663 --> 00:02:39.485
So that's a post where there's no image.

00:02:39.784 --> 00:02:40.824
I feel like sometimes if I'm

00:02:40.844 --> 00:02:42.866
posting images, maybe that distracts,

00:02:42.906 --> 00:02:44.105
maybe the platform

00:02:44.506 --> 00:02:45.546
throttles the reach down.

00:02:45.646 --> 00:02:46.046
I don't know.

00:02:46.146 --> 00:02:46.546
So I was like,

00:02:46.567 --> 00:02:47.127
I'm going to go with the

00:02:47.167 --> 00:02:48.206
Tony Meritato post.

00:02:48.247 --> 00:02:50.647
I'm going to go longer winded,

00:02:51.207 --> 00:02:55.150
more context, more words spaced out.

00:02:55.330 --> 00:02:56.830
Not necessarily grammatically correct,

00:02:56.849 --> 00:02:58.871
but spaced out for your, you know, your,

00:02:59.070 --> 00:02:59.191
your,

00:02:59.872 --> 00:03:01.262
vision appeal.

00:03:02.508 --> 00:03:03.469
And here's the post I wrote.

00:03:04.330 --> 00:03:05.510
And I started with, I believe.

00:03:06.170 --> 00:03:06.711
The first line is,

00:03:06.770 --> 00:03:07.592
I believe every physical

00:03:07.611 --> 00:03:08.832
therapist should be able to.

00:03:09.372 --> 00:03:11.713
And for whatever reason, I don't know why,

00:03:11.753 --> 00:03:13.435
but I had the Dr. Martin Luther King,

00:03:13.514 --> 00:03:14.855
I have a dream speech in my head.

00:03:15.536 --> 00:03:16.917
And I obviously was not

00:03:16.937 --> 00:03:19.157
gonna hijack that for a hiring post,

00:03:19.258 --> 00:03:19.737
you know what I mean?

00:03:20.579 --> 00:03:21.419
So the post is,

00:03:21.479 --> 00:03:22.979
I believe every physical therapist,

00:03:23.060 --> 00:03:23.700
every staff physical

00:03:23.741 --> 00:03:24.800
therapist should be able to,

00:03:25.502 --> 00:03:26.181
and then bullets,

00:03:26.901 --> 00:03:29.044
buy a home or NYC apartment,

00:03:29.963 --> 00:03:31.627
have time to cook food and enjoy it,

00:03:32.467 --> 00:03:33.489
have the time to go to the gym,

00:03:34.210 --> 00:03:34.971
pick up their kids from

00:03:35.031 --> 00:03:37.235
school instead of working most nights,

00:03:38.075 --> 00:03:39.998
take vacations, eat at restaurants,

00:03:40.058 --> 00:03:41.020
and travel the world,

00:03:42.218 --> 00:03:42.879
Treat just four to six

00:03:42.919 --> 00:03:44.561
patients per day instead of

00:03:44.600 --> 00:03:46.162
fifteen to twenty five patients per day.

00:03:46.662 --> 00:03:46.822
Right.

00:03:46.842 --> 00:03:47.842
Just four to six notes per

00:03:47.862 --> 00:03:48.883
day instead of documenting

00:03:48.924 --> 00:03:50.384
at night and the weekends.

00:03:51.104 --> 00:03:51.346
Yes.

00:03:51.406 --> 00:03:52.346
This also goes for staff

00:03:52.366 --> 00:03:53.526
occupational therapists as well.

00:03:54.268 --> 00:03:55.449
Anyway, are you nodding your head?

00:03:56.128 --> 00:03:57.389
Does this or does this sound

00:03:57.430 --> 00:03:59.632
impossible or are you skeptical?

00:04:00.771 --> 00:04:00.973
Well.

00:04:02.108 --> 00:04:02.527
I understand.

00:04:02.568 --> 00:04:02.888
I get it.

00:04:03.187 --> 00:04:03.747
And here's the thing.

00:04:04.028 --> 00:04:04.769
It is possible.

00:04:05.149 --> 00:04:05.408
However,

00:04:05.449 --> 00:04:06.468
health care and payment

00:04:06.489 --> 00:04:08.250
reimbursement is not set up

00:04:08.270 --> 00:04:09.590
for low patient volume and

00:04:09.629 --> 00:04:10.430
therapist success.

00:04:11.091 --> 00:04:12.031
You know that it's set up

00:04:12.070 --> 00:04:14.651
for high volume and therapist burnout.

00:04:15.132 --> 00:04:15.231
Now,

00:04:15.292 --> 00:04:17.031
a concierge pain relief home physical

00:04:17.072 --> 00:04:17.331
therapy.

00:04:17.351 --> 00:04:18.052
We're striving more than

00:04:18.093 --> 00:04:19.293
ever to focus on our team

00:04:19.333 --> 00:04:20.713
members who want to unlock

00:04:20.793 --> 00:04:21.694
a different reality and a

00:04:21.733 --> 00:04:22.454
different future.

00:04:23.334 --> 00:04:24.875
And then it's hashtag hiring.

00:04:24.896 --> 00:04:25.456
So then it's like, oh,

00:04:25.495 --> 00:04:26.456
this is this is a hiring

00:04:26.497 --> 00:04:27.517
post up to one hundred

00:04:27.538 --> 00:04:28.117
twenty thousand dollar

00:04:28.158 --> 00:04:29.740
salary compensation package, coaching,

00:04:29.759 --> 00:04:31.161
mentorship, support included,

00:04:31.500 --> 00:04:33.062
orthopedic and neuro diagnoses,

00:04:33.483 --> 00:04:35.564
motivated yet demanding clientele,

00:04:36.446 --> 00:04:37.386
sixty minute one on one

00:04:37.406 --> 00:04:38.687
visits in home apartments,

00:04:38.728 --> 00:04:40.269
corporate offices and hotel

00:04:40.309 --> 00:04:41.209
rooms for tourists.

00:04:41.649 --> 00:04:42.531
If this sounds interesting

00:04:42.550 --> 00:04:44.812
to you and send me a DM or

00:04:44.952 --> 00:04:46.814
email me at David Concierge

00:04:46.855 --> 00:04:48.857
Pain Relief dot com to

00:04:48.896 --> 00:04:49.857
discuss it privately.

00:04:50.918 --> 00:04:52.358
So before we get into the comments,

00:04:52.439 --> 00:04:53.079
and by the way,

00:04:53.100 --> 00:04:54.701
the comments are vastly

00:04:54.740 --> 00:04:55.420
different between the

00:04:55.461 --> 00:04:56.901
Facebook post and the LinkedIn post,

00:04:56.922 --> 00:04:58.262
and it's literally the same post.

00:05:00.264 --> 00:05:02.505
I think, you know,

00:05:02.545 --> 00:05:03.346
now we got Tony in here.

00:05:03.687 --> 00:05:05.307
So I don't know, like,

00:05:05.447 --> 00:05:06.829
what is your guys' feedback or takeaway?

00:05:06.848 --> 00:05:07.889
Because it blew up.

00:05:07.930 --> 00:05:11.591
It's got seventy five likes on, you know,

00:05:11.672 --> 00:05:12.452
mini virality,

00:05:12.492 --> 00:05:14.473
mini physical therapy world virality.

00:05:14.514 --> 00:05:17.475
Proportionately, proportionate, right?

00:05:17.576 --> 00:05:18.557
Seventy five likes on.

00:05:20.737 --> 00:05:21.819
on LinkedIn,

00:05:22.040 --> 00:05:24.624
fifty eight likes on Facebook.

00:05:24.663 --> 00:05:26.326
Facebook had fifty three comments.

00:05:26.687 --> 00:05:29.430
LinkedIn has like five or

00:05:29.511 --> 00:05:30.793
six or seven comments or whatever.

00:05:30.833 --> 00:05:31.233
So anyway,

00:05:32.074 --> 00:05:34.237
and I got a lot of outreach from

00:05:36.440 --> 00:05:37.682
from physical therapists

00:05:38.543 --> 00:05:39.925
that are emailing me and

00:05:39.964 --> 00:05:41.086
sending me direct messages

00:05:41.286 --> 00:05:43.149
on Facebook Messenger and

00:05:43.189 --> 00:05:45.290
direct messages on LinkedIn as well.

00:05:45.851 --> 00:05:47.273
So obviously it worked.

00:05:47.413 --> 00:05:48.374
I have a whole bunch of

00:05:48.413 --> 00:05:49.435
therapists now in the

00:05:49.475 --> 00:05:50.617
pipeline that are interested,

00:05:50.737 --> 00:05:52.257
that are asking for more information.

00:05:54.485 --> 00:05:55.305
And in terms of anyone else

00:05:55.326 --> 00:05:56.646
that's posting stuff on social media,

00:05:56.687 --> 00:05:57.988
again, I started with a little bit of a,

00:05:58.668 --> 00:05:59.550
just cause Tony's coming in

00:05:59.569 --> 00:06:01.711
a little of a minute late started with,

00:06:02.673 --> 00:06:03.494
I literally started with,

00:06:03.934 --> 00:06:04.754
I'm going to write this

00:06:04.894 --> 00:06:06.276
like Tony Maritato long,

00:06:06.596 --> 00:06:08.298
a little bit longer, no image,

00:06:08.738 --> 00:06:10.261
no link to another, you know,

00:06:10.281 --> 00:06:11.242
to one of my YouTube videos,

00:06:11.262 --> 00:06:12.223
whatever that was,

00:06:12.382 --> 00:06:13.684
that was the foundation.

00:06:13.744 --> 00:06:14.185
And then it was like,

00:06:14.225 --> 00:06:15.105
I built on top of that.

00:06:15.125 --> 00:06:15.725
So what do you guys think?

00:06:17.387 --> 00:06:17.648
Jimmy.

00:06:18.990 --> 00:06:19.651
Yeah, I mean,

00:06:20.471 --> 00:06:22.473
American Airlines doesn't run

00:06:22.593 --> 00:06:25.875
ads where they show the airplane seat.

00:06:26.196 --> 00:06:27.737
They show the beach, right?

00:06:27.798 --> 00:06:30.079
So you spoke to the desired outcome.

00:06:30.119 --> 00:06:31.259
You spoke exactly to the

00:06:31.300 --> 00:06:32.420
emotions that people are,

00:06:32.880 --> 00:06:33.841
you spoke to doubt.

00:06:34.161 --> 00:06:35.543
You spoke to what people

00:06:35.603 --> 00:06:37.124
want to do when they get out of bed,

00:06:37.404 --> 00:06:37.564
right?

00:06:37.584 --> 00:06:38.264
I mentioned like, hey,

00:06:38.305 --> 00:06:39.005
do you get out of bed and

00:06:39.026 --> 00:06:39.565
you're in New York City?

00:06:39.586 --> 00:06:40.346
Do you get a bagel?

00:06:40.367 --> 00:06:41.728
Like, what's your day like?

00:06:43.088 --> 00:06:43.730
wouldn't it I mean that's I

00:06:43.829 --> 00:06:45.350
mean not again not to you

00:06:45.370 --> 00:06:47.192
know why was that I have a

00:06:47.233 --> 00:06:48.475
dream speech so powerful is

00:06:48.555 --> 00:06:49.755
because you spoke to the

00:06:49.795 --> 00:06:51.076
future like what's what's

00:06:51.117 --> 00:06:52.639
future possible and there's

00:06:52.658 --> 00:06:53.779
nothing necessarily wrong

00:06:53.800 --> 00:06:54.620
and I'm flashing on the

00:06:54.661 --> 00:06:55.541
screen for those who can

00:06:55.601 --> 00:06:56.663
see it like this is your

00:06:56.702 --> 00:06:57.824
previous sort of method of

00:06:57.884 --> 00:06:59.665
posting which was shorter

00:07:00.127 --> 00:07:01.288
we're hiring pts ots from

00:07:01.307 --> 00:07:02.007
manhattan brooklyn house

00:07:02.028 --> 00:07:03.350
calls ortho neuro up to

00:07:03.389 --> 00:07:04.310
hundred twenty like this is

00:07:04.350 --> 00:07:05.331
an ad like this is

00:07:06.211 --> 00:07:07.031
There used to be this thing

00:07:07.072 --> 00:07:07.853
that would show up like

00:07:07.952 --> 00:07:08.952
every day almost on

00:07:08.973 --> 00:07:10.692
people's doorsteps called the newspaper.

00:07:10.713 --> 00:07:12.494
And they would have classified ads.

00:07:12.514 --> 00:07:14.134
And this is a classified ad, right?

00:07:14.834 --> 00:07:15.774
This is short because you

00:07:15.795 --> 00:07:17.535
paid by the word for the classified ad,

00:07:17.714 --> 00:07:17.995
right?

00:07:18.456 --> 00:07:19.136
But you don't pay by the

00:07:19.156 --> 00:07:20.136
word for the internet.

00:07:20.596 --> 00:07:22.317
But you do pay by the emotion.

00:07:22.456 --> 00:07:24.257
And if you don't touch my emotion,

00:07:24.437 --> 00:07:25.317
I blow you off.

00:07:25.677 --> 00:07:26.817
So this told a story.

00:07:27.697 --> 00:07:29.079
I believe that this should happen.

00:07:29.339 --> 00:07:31.101
And you're essentially, I mean,

00:07:31.122 --> 00:07:31.882
I think we listen to people

00:07:31.923 --> 00:07:33.384
complain enough where we're like, man,

00:07:33.404 --> 00:07:34.165
shouldn't it be?

00:07:34.245 --> 00:07:34.786
Shouldn't it be?

00:07:34.846 --> 00:07:36.148
And you just, you flipped it.

00:07:36.247 --> 00:07:37.149
You flipped the shouldn't it

00:07:37.168 --> 00:07:38.971
be or I wish it was or it used to be.

00:07:39.011 --> 00:07:39.790
And you told that story.

00:07:39.810 --> 00:07:40.992
You're like, I'm doing this.

00:07:41.333 --> 00:07:42.033
How do you get it?

00:07:42.434 --> 00:07:42.935
You DM me.

00:07:42.954 --> 00:07:43.975
We talk about this privately.

00:07:44.096 --> 00:07:45.016
So in my opinion,

00:07:45.036 --> 00:07:45.718
that's why this thing

00:07:45.798 --> 00:07:47.098
outperformed your other

00:07:47.139 --> 00:07:48.841
posts by a couple hundred percent.

00:07:49.100 --> 00:07:49.422
That's why.

00:07:50.324 --> 00:07:52.427
Yeah, it went against convention.

00:07:52.466 --> 00:07:52.687
I mean,

00:07:52.766 --> 00:07:54.449
I do like the photos that you shared.

00:07:54.488 --> 00:07:55.629
When you shared those photos

00:07:55.649 --> 00:07:57.851
of you with a client, actually, I thought,

00:07:57.932 --> 00:07:59.213
is this his dad or like a

00:07:59.293 --> 00:08:01.014
relative or some kind?

00:08:02.196 --> 00:08:04.076
It caught my attention, the photo,

00:08:04.096 --> 00:08:05.377
but I didn't read the content.

00:08:05.819 --> 00:08:07.360
And then listening to and

00:08:07.399 --> 00:08:08.560
reading the content from

00:08:08.600 --> 00:08:10.523
the longer form post, I mean,

00:08:10.543 --> 00:08:12.545
you hit all of the pain points,

00:08:12.584 --> 00:08:13.706
like there was enough

00:08:13.786 --> 00:08:15.067
reality there that it

00:08:15.086 --> 00:08:16.949
didn't seem like you were overshooting.

00:08:17.548 --> 00:08:18.569
But you touched on the

00:08:18.610 --> 00:08:19.891
frustrations that I think

00:08:19.932 --> 00:08:21.052
most therapists have.

00:08:21.072 --> 00:08:22.214
You touched on the dream of

00:08:22.274 --> 00:08:23.336
being a therapist.

00:08:23.797 --> 00:08:24.598
Like nobody wants to be a

00:08:24.658 --> 00:08:26.560
therapist to work forty

00:08:26.699 --> 00:08:28.442
hours a week and see eighty

00:08:28.482 --> 00:08:29.182
patients a week.

00:08:30.644 --> 00:08:31.725
So you just you checked all

00:08:31.766 --> 00:08:32.746
of those boxes.

00:08:32.967 --> 00:08:34.109
I think it was really well done.

00:08:37.525 --> 00:08:38.927
When I had sent you guys a

00:08:38.947 --> 00:08:41.707
message privately, I jokingly said like,

00:08:41.989 --> 00:08:43.929
you know, the burnout keyword, the,

00:08:43.950 --> 00:08:47.631
you know, the the salary keyword,

00:08:48.052 --> 00:08:49.972
the you know, the what do you want?

00:08:49.993 --> 00:08:51.014
What do you call like you're

00:08:51.734 --> 00:08:53.215
like like buying a home or

00:08:53.294 --> 00:08:55.615
like establishment in life or like what?

00:08:55.635 --> 00:08:55.975
I don't know.

00:08:56.216 --> 00:08:56.876
Like I know it's kind of

00:08:56.897 --> 00:08:57.856
like part of the American dream.

00:08:57.897 --> 00:08:58.798
So I was trying to I was

00:08:58.817 --> 00:08:59.618
trying to incorporate

00:08:59.658 --> 00:09:02.440
several of those things in the mix.

00:09:02.720 --> 00:09:03.900
Can you help me get what I want?

00:09:04.341 --> 00:09:05.062
And that's what I want.

00:09:05.121 --> 00:09:06.043
Or am I going to have to, like,

00:09:06.322 --> 00:09:08.384
am I still going to have to work double?

00:09:08.424 --> 00:09:08.625
Right?

00:09:08.664 --> 00:09:09.885
That's what you're sort of talking about.

00:09:10.005 --> 00:09:11.547
And that's why I think it resonates.

00:09:11.606 --> 00:09:12.567
Scott says, like, of course,

00:09:12.948 --> 00:09:13.889
who wouldn't like this post?

00:09:14.230 --> 00:09:16.191
Like, how about against a convention, too?

00:09:16.432 --> 00:09:18.013
You put a number in it.

00:09:18.253 --> 00:09:18.393
I mean,

00:09:18.413 --> 00:09:19.374
how many times have we talked about

00:09:19.394 --> 00:09:20.014
it over the last, like,

00:09:20.075 --> 00:09:20.735
two or three years?

00:09:20.794 --> 00:09:22.136
Like, going back and forth,

00:09:22.157 --> 00:09:23.177
the power dynamic versus

00:09:23.217 --> 00:09:25.479
the companies versus the employees.

00:09:25.519 --> 00:09:25.659
Like,

00:09:25.679 --> 00:09:27.160
the hiring versus the hired employees.

00:09:27.740 --> 00:09:29.062
and you get to the end of

00:09:29.081 --> 00:09:30.621
the hiring process and they're like,

00:09:30.642 --> 00:09:31.802
this salary is,

00:09:31.822 --> 00:09:32.942
they don't even give you a range.

00:09:33.102 --> 00:09:33.883
And they throw out a number

00:09:33.903 --> 00:09:34.283
and you're like,

00:09:34.383 --> 00:09:35.423
that's not worth my time.

00:09:35.462 --> 00:09:36.323
I want somebody with twenty

00:09:36.364 --> 00:09:37.583
three years of experience

00:09:37.663 --> 00:09:38.283
and I'm going to I'm going

00:09:38.303 --> 00:09:39.644
to hire at the below the

00:09:39.684 --> 00:09:41.485
bottom range of what, you know,

00:09:41.504 --> 00:09:42.966
Glassdoor.com is telling me

00:09:43.306 --> 00:09:44.206
this position should get paid.

00:09:44.225 --> 00:09:45.346
You're wasting my time.

00:09:45.687 --> 00:09:46.947
You're getting to the point

00:09:47.006 --> 00:09:49.467
and people appreciate that.

00:09:49.488 --> 00:09:51.548
My my last W-II job, by the way,

00:09:51.587 --> 00:09:53.349
in twenty fourteen, when I interviewed a

00:09:55.578 --> 00:09:57.179
I went through maybe one or

00:09:57.220 --> 00:09:58.620
two interviews and then I

00:09:58.639 --> 00:09:59.500
was interviewing with the

00:09:59.639 --> 00:10:02.461
COO at the time and she

00:10:02.500 --> 00:10:05.201
had... We didn't even... I'm sorry.

00:10:05.341 --> 00:10:06.881
We didn't discuss the number in person.

00:10:06.922 --> 00:10:09.501
So we both allow... It was a little bit of,

00:10:09.642 --> 00:10:11.222
I guess, some dynamics.

00:10:11.243 --> 00:10:12.462
So we both allowed the whole

00:10:12.543 --> 00:10:13.722
in-person interview to

00:10:13.783 --> 00:10:15.964
occur and then we parted ways.

00:10:16.043 --> 00:10:17.024
And then over email,

00:10:17.604 --> 00:10:20.825
she sent me an email that said, oh,

00:10:20.904 --> 00:10:22.024
we didn't discuss...

00:10:22.784 --> 00:10:24.004
you know, salary,

00:10:24.586 --> 00:10:26.645
what number are you looking for?

00:10:26.706 --> 00:10:27.946
Or I forget the question, but it was,

00:10:28.287 --> 00:10:29.326
she was saying, you know,

00:10:29.366 --> 00:10:30.486
the ball's in your court.

00:10:31.067 --> 00:10:32.128
You say a number first.

00:10:32.187 --> 00:10:32.408
Right.

00:10:32.908 --> 00:10:34.128
And I agree.

00:10:34.187 --> 00:10:36.249
So like, I, I understand, first of all,

00:10:36.269 --> 00:10:37.349
I understand the pros and cons.

00:10:37.408 --> 00:10:38.208
I understand both.

00:10:38.308 --> 00:10:38.489
You know,

00:10:38.509 --> 00:10:40.769
if you have a lot of applications,

00:10:40.789 --> 00:10:41.909
like she probably did at the time,

00:10:42.409 --> 00:10:43.291
you can play that game.

00:10:43.711 --> 00:10:45.630
Uh, I have a good amount of applications,

00:10:45.691 --> 00:10:47.211
but I agree with Jimmy nowadays.

00:10:47.251 --> 00:10:47.692
It's like,

00:10:49.296 --> 00:10:50.256
I feel like the number,

00:10:50.596 --> 00:10:51.758
if you put the number out there,

00:10:51.778 --> 00:10:52.578
just like on Indeed,

00:10:52.818 --> 00:10:53.679
you have to put a number

00:10:53.740 --> 00:10:56.201
out there because you have

00:10:56.221 --> 00:10:57.283
a little bit more transparency,

00:10:57.302 --> 00:10:58.183
you have a little bit more...

00:10:59.321 --> 00:10:59.760
Openness.

00:10:59.780 --> 00:11:01.162
Legitimacy.

00:11:01.221 --> 00:11:01.682
Legitimacy.

00:11:01.761 --> 00:11:02.841
And more,

00:11:02.942 --> 00:11:04.602
I feel like when I do the post

00:11:04.623 --> 00:11:06.104
with the number, by the way,

00:11:06.144 --> 00:11:06.884
like a year or so ago,

00:11:06.923 --> 00:11:08.443
I was doing those same short posts,

00:11:09.085 --> 00:11:10.384
like without a salary number.

00:11:10.965 --> 00:11:14.667
And obviously those got less likes,

00:11:14.746 --> 00:11:17.207
less comments, less DMs, less emails,

00:11:17.268 --> 00:11:17.548
all that.

00:11:17.908 --> 00:11:19.128
Now with what I'm putting out,

00:11:19.187 --> 00:11:21.269
I'm like kind of learning,

00:11:21.328 --> 00:11:22.048
I'm kind of getting the

00:11:22.068 --> 00:11:23.350
feedback from the previous post.

00:11:23.450 --> 00:11:23.990
And then this one,

00:11:24.009 --> 00:11:25.730
it's like all the emotional triggers,

00:11:26.311 --> 00:11:27.350
The emotional components,

00:11:27.410 --> 00:11:28.152
the things that they want,

00:11:28.491 --> 00:11:29.331
and the things that they

00:11:29.932 --> 00:11:31.113
arguably can go get

00:11:31.312 --> 00:11:32.712
somewhere with us or somewhere else.

00:11:33.173 --> 00:11:34.734
Plus the salary number to

00:11:34.754 --> 00:11:35.533
not play any games.

00:11:35.573 --> 00:11:37.654
It's like, hey, I'm showing all my cards.

00:11:37.855 --> 00:11:38.855
My cards are on the table.

00:11:39.355 --> 00:11:41.336
But I also like... I'd be

00:11:41.395 --> 00:11:42.456
interested... Because now,

00:11:42.736 --> 00:11:44.496
as I'm looking back at this post, right?

00:11:44.537 --> 00:11:46.498
This is where it starts, right here.

00:11:46.597 --> 00:11:47.957
The number was way down here.

00:11:48.337 --> 00:11:48.457
Like,

00:11:48.518 --> 00:11:50.198
I wonder if you A-B tested this and

00:11:50.219 --> 00:11:51.339
you put it up a little higher.

00:11:51.418 --> 00:11:52.320
Like, just try it.

00:11:52.399 --> 00:11:52.759
Because...

00:11:54.249 --> 00:11:55.169
When you see these posts,

00:11:55.429 --> 00:11:56.250
they're truncated.

00:11:57.230 --> 00:11:57.431
Yeah,

00:11:57.471 --> 00:12:00.332
so I recently in the past week or two,

00:12:00.513 --> 00:12:01.974
I did the first line,

00:12:02.693 --> 00:12:04.154
hashtag hiring up to one

00:12:04.174 --> 00:12:04.875
hundred and twenty thousand

00:12:04.895 --> 00:12:05.916
dollars salary slash

00:12:05.936 --> 00:12:08.898
compensation package as the first line.

00:12:08.918 --> 00:12:09.798
But I only test it with.

00:12:09.958 --> 00:12:10.759
Yeah, with that one.

00:12:10.879 --> 00:12:11.259
Exactly.

00:12:11.480 --> 00:12:12.480
With it, with the shorter one,

00:12:12.519 --> 00:12:13.240
not the longer one.

00:12:13.958 --> 00:12:14.759
Right.

00:12:14.860 --> 00:12:15.179
I mean,

00:12:15.320 --> 00:12:16.900
I think that's what people are

00:12:16.921 --> 00:12:17.620
looking for, right?

00:12:17.841 --> 00:12:19.562
Like you almost want to weed people out.

00:12:20.101 --> 00:12:20.962
I think we talked about this.

00:12:20.982 --> 00:12:22.043
I think it was you guys or

00:12:22.062 --> 00:12:22.724
maybe it was somebody else,

00:12:22.744 --> 00:12:24.384
but like the Marines are like,

00:12:24.404 --> 00:12:25.325
we're the few of them that are proud.

00:12:25.804 --> 00:12:27.505
Like we're super difficult.

00:12:27.605 --> 00:12:28.287
Like you want to get,

00:12:28.307 --> 00:12:29.366
like you fight club people.

00:12:29.626 --> 00:12:30.128
Because again,

00:12:30.368 --> 00:12:31.067
you have to interview these

00:12:31.087 --> 00:12:32.389
people who are going to be like, oh, it's,

00:12:32.548 --> 00:12:33.429
it's a hundred and twenty.

00:12:33.470 --> 00:12:35.451
Like, you know, I need one fifty.

00:12:35.490 --> 00:12:36.051
And you're like, great.

00:12:36.270 --> 00:12:37.951
That's, that's not what I can do here.

00:12:38.251 --> 00:12:38.851
Here's my question.

00:12:38.871 --> 00:12:39.832
Here's my follow-up question.

00:12:40.432 --> 00:12:41.274
If you said you had like

00:12:41.293 --> 00:12:42.254
about fifteen people who

00:12:42.293 --> 00:12:43.075
responded to this.

00:12:43.888 --> 00:12:44.148
Would you,

00:12:44.389 --> 00:12:46.850
would you be open to doing two people?

00:12:46.870 --> 00:12:49.192
Would you hire two and take the risk?

00:12:49.212 --> 00:12:50.774
Well, yeah, why not?

00:12:51.134 --> 00:12:51.535
Of course.

00:12:52.056 --> 00:12:52.996
I'm just saying like from your,

00:12:53.197 --> 00:12:55.519
like from your position, like do you,

00:12:55.679 --> 00:12:56.379
would you have the

00:12:56.441 --> 00:12:57.662
potential patient volume

00:12:57.682 --> 00:12:58.822
and would you be able to say, Hey,

00:12:58.842 --> 00:13:00.083
if I found two great ones, yeah,

00:13:00.104 --> 00:13:00.845
let's invest in this.

00:13:00.865 --> 00:13:02.826
A hundred percent.

00:13:02.846 --> 00:13:03.488
A hundred percent.

00:13:03.528 --> 00:13:03.607
Yeah.

00:13:04.571 --> 00:13:06.272
So the same way we're saying

00:13:06.371 --> 00:13:07.991
don't play the hiring game,

00:13:08.011 --> 00:13:09.673
don't go back and forth is

00:13:09.692 --> 00:13:11.013
the same with patients, right?

00:13:11.332 --> 00:13:12.894
Put the price out there.

00:13:13.153 --> 00:13:14.754
I don't see why we try to

00:13:14.815 --> 00:13:16.075
hide the pricing so we can

00:13:16.134 --> 00:13:17.315
convince the patient of our

00:13:17.335 --> 00:13:18.716
value and all this other stuff.

00:13:19.321 --> 00:13:20.341
Jimmy was looking for a

00:13:20.381 --> 00:13:21.802
moving company or a rental

00:13:21.842 --> 00:13:22.803
or something like that a

00:13:22.844 --> 00:13:23.625
couple weeks ago.

00:13:23.684 --> 00:13:24.164
He said, look,

00:13:24.205 --> 00:13:25.907
is it a thousand or ten thousand?

00:13:26.866 --> 00:13:29.068
These relationships are universal,

00:13:29.109 --> 00:13:31.471
whether it's Dave hiring a therapist,

00:13:31.571 --> 00:13:33.293
a patient hiring the therapist,

00:13:33.312 --> 00:13:34.594
whoever is hiring whom.

00:13:35.134 --> 00:13:36.495
We need to put the number

00:13:36.654 --> 00:13:38.495
out there so that we do

00:13:38.535 --> 00:13:40.096
kind of cut through and we say, look,

00:13:40.196 --> 00:13:42.236
this is what we're willing to do,

00:13:42.297 --> 00:13:42.778
capable.

00:13:43.337 --> 00:13:44.678
I don't even like the range.

00:13:44.899 --> 00:13:45.958
I don't like up to you

00:13:45.979 --> 00:13:46.860
because who's going to come

00:13:46.919 --> 00:13:47.919
in and be like, oh,

00:13:48.179 --> 00:13:49.100
one twenty is too much.

00:13:49.140 --> 00:13:49.721
Pay me eighty.

00:13:49.801 --> 00:13:51.881
I only deserve eighty like that.

00:13:52.302 --> 00:13:53.523
So I would look at it as a

00:13:53.562 --> 00:13:55.344
reverse price anchor and say, OK,

00:13:55.504 --> 00:13:57.485
I'm going to put a range of

00:13:57.664 --> 00:13:59.765
seventy five to one hundred.

00:13:59.966 --> 00:14:00.947
But I know that I'm going to

00:14:01.047 --> 00:14:02.006
offer this person one

00:14:02.047 --> 00:14:03.668
twenty just to blow their mind.

00:14:05.788 --> 00:14:07.190
If you have if you have the

00:14:07.210 --> 00:14:08.230
capacity to do one twenty,

00:14:08.250 --> 00:14:09.051
you got to put it out there.

00:14:09.071 --> 00:14:09.792
That's what I'm learning.

00:14:10.511 --> 00:14:10.731
Yeah.

00:14:10.812 --> 00:14:10.912
Yeah.

00:14:11.032 --> 00:14:12.572
I'm not saying the other way is right.

00:14:12.633 --> 00:14:13.553
I'm just saying, like,

00:14:13.634 --> 00:14:15.815
you could experiment with this stuff.

00:14:17.336 --> 00:14:18.898
But definitely this is the

00:14:18.937 --> 00:14:20.318
same pricing lesson for

00:14:20.399 --> 00:14:21.900
selling patient services.

00:14:22.260 --> 00:14:23.442
You put the price out there.

00:14:23.503 --> 00:14:24.764
Price will save value.

00:14:25.225 --> 00:14:26.326
Nobody who's an average

00:14:26.346 --> 00:14:27.246
therapist who hates

00:14:27.267 --> 00:14:28.488
patients is going to say, yeah,

00:14:28.548 --> 00:14:29.408
I'm worth one twenty.

00:14:29.428 --> 00:14:31.091
I'm going to come apply for this job.

00:14:31.527 --> 00:14:33.227
The only industry I've seen

00:14:33.467 --> 00:14:35.067
where pricing like this has

00:14:35.128 --> 00:14:36.729
never changed is cars.

00:14:37.229 --> 00:14:38.610
Like they put the price out there,

00:14:38.710 --> 00:14:39.830
but then it's never the price.

00:14:40.171 --> 00:14:40.471
Right.

00:14:40.750 --> 00:14:40.971
And then,

00:14:41.130 --> 00:14:42.711
and I think it's just hysterical.

00:14:42.731 --> 00:14:43.392
I would love to hear,

00:14:43.412 --> 00:14:44.272
I would love to get like a car,

00:14:44.292 --> 00:14:46.932
like a former car salesperson on here.

00:14:47.433 --> 00:14:48.134
And I know a couple,

00:14:48.173 --> 00:14:49.014
maybe I'll ask him because

00:14:49.033 --> 00:14:50.095
like the deal there is it's

00:14:50.215 --> 00:14:50.934
always really funny.

00:14:50.975 --> 00:14:51.294
It's like,

00:14:51.774 --> 00:14:54.176
they know that it's a negotiable thing,

00:14:54.216 --> 00:14:55.297
but they always act like

00:14:55.736 --> 00:14:56.657
you couldn't possibly,

00:14:56.736 --> 00:14:58.317
how can't negotiating?

00:14:58.337 --> 00:14:59.357
Like, what are you talking about?

00:14:59.378 --> 00:15:00.658
It's an entire industry of,

00:15:01.863 --> 00:15:03.144
built on negotiation and

00:15:03.163 --> 00:15:04.424
they act confused when you

00:15:04.465 --> 00:15:05.846
bring things up.

00:15:05.926 --> 00:15:06.326
Yeah,

00:15:06.366 --> 00:15:07.847
but it's part of the experience of

00:15:07.888 --> 00:15:09.649
buying a new car or used car.

00:15:09.669 --> 00:15:11.510
But then there's also that

00:15:11.571 --> 00:15:13.873
surge in no haggle pricing.

00:15:14.453 --> 00:15:15.413
And companies, I mean,

00:15:15.594 --> 00:15:17.015
I know people in my family

00:15:17.035 --> 00:15:18.236
that will buy the car

00:15:18.437 --> 00:15:20.999
online because they don't want to haggle.

00:15:21.038 --> 00:15:22.460
They don't want to negotiate.

00:15:22.480 --> 00:15:23.681
They want to make a decision,

00:15:23.821 --> 00:15:25.201
even if they're paying more,

00:15:25.663 --> 00:15:27.203
because that's what makes

00:15:27.244 --> 00:15:28.105
them feel comfortable.

00:15:29.605 --> 00:15:30.525
Right.

00:15:30.546 --> 00:15:31.265
Two quick things.

00:15:31.606 --> 00:15:32.246
Seven minutes ago,

00:15:32.267 --> 00:15:34.008
got another DM on LinkedIn

00:15:34.048 --> 00:15:34.729
from another therapist.

00:15:34.749 --> 00:15:35.850
That's sixteen therapists.

00:15:37.211 --> 00:15:39.052
The thing about the pricing with cars,

00:15:39.091 --> 00:15:40.373
we just leased a new car

00:15:40.533 --> 00:15:42.014
and I tried to do it over the phone.

00:15:42.970 --> 00:15:46.292
We had, this was the, this was the third,

00:15:46.932 --> 00:15:50.674
I think third, uh, lease, the same brand,

00:15:50.835 --> 00:15:52.676
you know, the same like car brand,

00:15:52.916 --> 00:15:53.596
different dealerships.

00:15:53.616 --> 00:15:54.677
Cause we want to, you know,

00:15:54.716 --> 00:15:56.258
we want to play the game and, and, uh,

00:15:56.378 --> 00:15:57.339
and get a deal, whatever.

00:15:57.879 --> 00:15:59.080
Cause I love to negotiate.

00:15:59.620 --> 00:16:00.461
Uh, and so like it.

00:16:01.181 --> 00:16:02.841
I try to do it over the phone, dude.

00:16:03.061 --> 00:16:04.121
They never want to do it.

00:16:04.142 --> 00:16:04.721
They're like, oh,

00:16:04.782 --> 00:16:06.022
so you want to do sight unseen?

00:16:06.121 --> 00:16:07.201
I'm like, whatever.

00:16:07.261 --> 00:16:09.263
Like, I've had the same, you know,

00:16:09.503 --> 00:16:10.543
this Buick Encore.

00:16:10.682 --> 00:16:12.962
And now it's like, it was the baseline.

00:16:13.024 --> 00:16:13.744
Now it's the GX.

00:16:13.823 --> 00:16:14.683
I'm like, it's the same.

00:16:14.744 --> 00:16:15.604
It's basically the same.

00:16:15.624 --> 00:16:16.803
Like, I don't need to test drive it.

00:16:17.183 --> 00:16:17.644
You know what I mean?

00:16:18.105 --> 00:16:18.585
And like, yeah,

00:16:18.605 --> 00:16:19.424
I want to do a sight unseen.

00:16:19.445 --> 00:16:19.865
What do you have?

00:16:19.965 --> 00:16:21.004
Like, what colors?

00:16:21.044 --> 00:16:21.345
Or like,

00:16:21.365 --> 00:16:22.164
I don't even care about the color.

00:16:22.184 --> 00:16:23.265
But like, what, you know,

00:16:23.285 --> 00:16:23.885
what availability?

00:16:23.926 --> 00:16:24.385
Like, what's the...

00:16:25.145 --> 00:16:26.067
No money down.

00:16:26.246 --> 00:16:28.948
What's the monthly rate?

00:16:29.208 --> 00:16:30.168
What's the monthly cost?

00:16:30.710 --> 00:16:31.230
No money down.

00:16:31.289 --> 00:16:32.191
I'll turn in this old one.

00:16:32.530 --> 00:16:33.211
I get the new one.

00:16:33.532 --> 00:16:34.552
No, I'm not putting anything down.

00:16:34.611 --> 00:16:35.072
Zero down.

00:16:35.552 --> 00:16:37.193
And it's like pulling teeth.

00:16:37.214 --> 00:16:37.653
It's crazy.

00:16:37.754 --> 00:16:40.796
So I feel like I've evolved.

00:16:40.816 --> 00:16:42.998
And maybe this is some Tony

00:16:43.057 --> 00:16:45.139
or Jimmy or both influence with me,

00:16:45.239 --> 00:16:46.159
with you guys in the past

00:16:46.200 --> 00:16:46.960
year or two on the show.

00:16:46.980 --> 00:16:47.100
But...

00:16:48.240 --> 00:16:49.961
I never used to post this way.

00:16:50.022 --> 00:16:53.003
I didn't even fathom putting

00:16:53.062 --> 00:16:54.744
in the salary publicly.

00:16:54.783 --> 00:16:55.504
Then I kind of started

00:16:55.524 --> 00:16:56.764
seeing Indeed and like, oh,

00:16:56.804 --> 00:16:57.946
Indeed kind of makes you

00:16:58.005 --> 00:17:00.647
put the salary or the

00:17:00.687 --> 00:17:01.647
hourly rate out there.

00:17:01.706 --> 00:17:03.148
So yeah, I mean,

00:17:03.227 --> 00:17:04.608
it's just part of an evolution, I think.

00:17:05.088 --> 00:17:06.628
You ever got to see this guy on Instagram?

00:17:06.709 --> 00:17:07.230
I don't think Tony,

00:17:07.250 --> 00:17:07.829
you don't think you play

00:17:07.849 --> 00:17:08.670
around on Instagram and shit,

00:17:08.690 --> 00:17:10.230
but this is delivered to me.

00:17:10.470 --> 00:17:12.671
This guy's name is Tommy and

00:17:12.971 --> 00:17:14.490
he does what Dave just talked about.

00:17:14.671 --> 00:17:15.290
And I like,

00:17:15.330 --> 00:17:16.711
I'm not even in the market for a car.

00:17:17.132 --> 00:17:18.071
I don't really like cars.

00:17:18.271 --> 00:17:19.172
He records the calls.

00:17:19.531 --> 00:17:20.972
He calls dealers and then

00:17:21.012 --> 00:17:21.952
records the calls.

00:17:22.053 --> 00:17:22.813
There's another guy who does

00:17:22.853 --> 00:17:23.973
a really great job too,

00:17:24.374 --> 00:17:25.193
but he's a broker.

00:17:25.854 --> 00:17:26.994
Where he's like – and I'm

00:17:27.015 --> 00:17:27.976
going to pitch you an idea,

00:17:28.016 --> 00:17:28.777
and I won't say the friend

00:17:28.797 --> 00:17:29.778
that's thinking of this.

00:17:29.817 --> 00:17:31.159
But this guy essentially is like,

00:17:31.199 --> 00:17:32.539
you pay me – I don't know.

00:17:32.559 --> 00:17:33.820
I don't even know what his rates are.

00:17:33.861 --> 00:17:34.182
And he's like,

00:17:34.342 --> 00:17:35.803
I'm going to negotiate on

00:17:35.863 --> 00:17:37.144
this car that is going to

00:17:37.163 --> 00:17:39.125
be better than whatever you pay me,

00:17:39.246 --> 00:17:40.106
and I'm going to make you money.

00:17:40.227 --> 00:17:41.288
So you're like, well,

00:17:41.307 --> 00:17:42.749
that math – and he goes, if I don't do it,

00:17:42.769 --> 00:17:43.950
I give him the money back.

00:17:44.371 --> 00:17:45.191
This guy is awesome,

00:17:45.291 --> 00:17:46.132
and I get sucked into his

00:17:46.172 --> 00:17:50.296
content all the time because –

00:17:49.295 --> 00:17:50.635
He's like beating up on the

00:17:50.675 --> 00:17:51.556
people that we wish we

00:17:51.576 --> 00:17:52.576
could be up on because he

00:17:52.596 --> 00:17:53.497
knows the ins and outs.

00:17:53.517 --> 00:17:54.917
And he's like, oh, that's weird.

00:17:55.759 --> 00:17:56.259
The thing is,

00:17:56.578 --> 00:17:57.900
you need to go and get a new

00:17:57.940 --> 00:18:00.300
car every five years or whatever it is.

00:18:00.461 --> 00:18:01.261
So you get really,

00:18:01.301 --> 00:18:02.962
really good maybe or you

00:18:03.002 --> 00:18:04.364
get deep into negotiating.

00:18:05.064 --> 00:18:07.164
And by the time that skill is good,

00:18:07.345 --> 00:18:08.046
you're done with it.

00:18:08.865 --> 00:18:10.307
So let me give you a similar

00:18:10.307 --> 00:18:11.849
– I gave this guy's

00:18:11.890 --> 00:18:12.971
Instagram content to a

00:18:13.030 --> 00:18:14.192
buddy of mine who's

00:18:14.251 --> 00:18:15.453
thinking about starting a

00:18:15.554 --> 00:18:16.954
business or a side business,

00:18:17.316 --> 00:18:18.497
and I think it's brilliant.

00:18:18.978 --> 00:18:21.861
So he got engaged and got married two,

00:18:21.881 --> 00:18:22.561
three years ago,

00:18:23.323 --> 00:18:24.324
and he went down the rabbit

00:18:24.344 --> 00:18:25.905
hole like most guys or

00:18:25.925 --> 00:18:26.846
girls who are buying an

00:18:26.886 --> 00:18:30.789
engagement ring do, which is –

00:18:28.848 --> 00:18:30.470
The four C's and cut and

00:18:30.529 --> 00:18:31.711
clarity and diamonds

00:18:31.750 --> 00:18:33.231
apparently are notoriously

00:18:33.251 --> 00:18:34.232
just an inflated market

00:18:34.252 --> 00:18:34.972
because you don't know what

00:18:34.992 --> 00:18:35.753
you're talking about.

00:18:36.153 --> 00:18:36.835
And they're like, well,

00:18:36.855 --> 00:18:37.734
they're super rare.

00:18:37.855 --> 00:18:38.615
Well, they're really not.

00:18:38.695 --> 00:18:39.616
You can get diamonds a lot

00:18:39.636 --> 00:18:41.438
of different places, but it's the story.

00:18:41.637 --> 00:18:42.598
Diamonds are the ultimate

00:18:42.659 --> 00:18:45.080
I'm selling the story business.

00:18:45.441 --> 00:18:47.082
So I said, take this guy,

00:18:47.521 --> 00:18:48.823
Tommy's business model.

00:18:48.962 --> 00:18:51.285
Like, dude, I don't want to –

00:18:51.912 --> 00:18:53.512
This is negotiation as a service.

00:18:53.553 --> 00:18:54.633
You know, like software as a service.

00:18:54.653 --> 00:18:56.054
This is negotiation as a service.

00:18:57.134 --> 00:18:58.736
S-A-A-S would be N-A-A-S.

00:18:58.976 --> 00:18:59.155
NAS.

00:18:59.175 --> 00:18:59.736
NAS.

00:19:00.155 --> 00:19:02.417
Yeah, essentially like, hey, man,

00:19:02.498 --> 00:19:03.357
I'm going to get engaged.

00:19:03.377 --> 00:19:04.159
I'm going to pop the question.

00:19:04.259 --> 00:19:05.499
I want to get the most ring.

00:19:05.519 --> 00:19:06.799
I want to get the most wow,

00:19:07.359 --> 00:19:08.540
but I don't want to get screwed.

00:19:08.560 --> 00:19:10.321
And I'm like, just explain.

00:19:10.362 --> 00:19:11.162
Like, all right,

00:19:11.442 --> 00:19:12.603
I charge two thousand dollars,

00:19:12.643 --> 00:19:13.462
but the difference in the

00:19:13.483 --> 00:19:15.084
quality of ring and I'll

00:19:15.104 --> 00:19:15.684
give you the math.

00:19:15.704 --> 00:19:16.565
I'll give you the receipts.

00:19:16.644 --> 00:19:17.566
And I'm like, dude, I'd pay for that.

00:19:18.185 --> 00:19:19.207
Because I don't want to get into that.

00:19:19.287 --> 00:19:21.068
I don't want to negotiate.

00:19:21.108 --> 00:19:21.588
I have no problem

00:19:21.628 --> 00:19:23.770
negotiating when I understand the game.

00:19:24.071 --> 00:19:25.192
When I don't understand the game,

00:19:25.212 --> 00:19:26.453
I feel like I'm being dumb.

00:19:26.913 --> 00:19:28.675
And the reason that those

00:19:28.715 --> 00:19:30.017
car dealers won't negotiate

00:19:30.037 --> 00:19:32.019
with you on your phone is

00:19:32.058 --> 00:19:32.940
because they understand

00:19:32.960 --> 00:19:33.800
that the biggest element

00:19:33.820 --> 00:19:36.323
they're playing with is time.

00:19:36.743 --> 00:19:38.085
Hang on, let me go talk to my manager.

00:19:38.265 --> 00:19:39.046
Hang on, I'll be right back.

00:19:40.692 --> 00:19:42.173
They do that at the car dealerships.

00:19:42.193 --> 00:19:42.693
They're like, oh,

00:19:42.814 --> 00:19:43.814
I don't know if I can do that.

00:19:44.035 --> 00:19:46.414
Let me go talk to my manager, Tommy.

00:19:46.955 --> 00:19:47.615
You're going to make me go

00:19:47.655 --> 00:19:48.675
ask my manager that?

00:19:48.695 --> 00:19:49.635
It's like, I don't know, dude.

00:19:49.676 --> 00:19:50.797
Why don't we bring him in here?

00:19:51.156 --> 00:19:52.257
Why don't we get her in here?

00:19:52.277 --> 00:19:53.117
Because apparently they're

00:19:53.137 --> 00:19:53.897
the decision maker.

00:19:54.198 --> 00:19:55.679
But that is the biggest weapon.

00:19:55.959 --> 00:19:57.219
They're getting paid to be there,

00:19:57.479 --> 00:19:57.939
and you're not.

00:19:58.118 --> 00:19:59.359
So when you're doing it on the phone,

00:19:59.740 --> 00:20:00.220
they're going,

00:20:01.181 --> 00:20:04.602
there's no sand to grate

00:20:04.922 --> 00:20:05.781
and to rub you down.

00:20:06.663 --> 00:20:07.643
So that's why I've been told.

00:20:08.423 --> 00:20:08.604
Now,

00:20:08.624 --> 00:20:10.446
I would say bring that into healthcare.

00:20:10.846 --> 00:20:12.509
I pitched this idea years ago.

00:20:13.029 --> 00:20:13.691
I was like,

00:20:13.951 --> 00:20:15.374
so we just had a situation

00:20:15.413 --> 00:20:17.376
where one of our boys had a

00:20:17.477 --> 00:20:18.878
follow-up ultrasound.

00:20:19.622 --> 00:20:21.924
The provider, the doctor was like, ah,

00:20:21.944 --> 00:20:23.326
you know, he's probably fine.

00:20:23.346 --> 00:20:24.327
There's no symptoms,

00:20:24.367 --> 00:20:25.709
but let's just take a look at it.

00:20:25.769 --> 00:20:26.931
And of course we had to go

00:20:26.971 --> 00:20:27.852
through children's.

00:20:28.413 --> 00:20:29.614
We do the ultrasound.

00:20:29.673 --> 00:20:31.556
It was priced at like twelve hundred.

00:20:32.116 --> 00:20:34.058
After contract, it was a thousand.

00:20:34.619 --> 00:20:36.622
It just killed me because it

00:20:36.642 --> 00:20:38.384
was completely useless.

00:20:38.924 --> 00:20:40.846
But thousand bucks out the window.

00:20:41.105 --> 00:20:41.365
You know,

00:20:41.425 --> 00:20:43.827
now my wife is an amazing negotiator.

00:20:44.208 --> 00:20:45.588
So she's going to get on there.

00:20:45.608 --> 00:20:46.568
She's going to get another

00:20:46.608 --> 00:20:47.750
forty percent discount on

00:20:47.829 --> 00:20:49.191
top of the contracted rate

00:20:49.211 --> 00:20:49.971
through Anthem.

00:20:50.711 --> 00:20:52.092
We'll pay at the time of service.

00:20:52.112 --> 00:20:53.573
But she understands the game

00:20:53.593 --> 00:20:54.732
and she knows how to do it.

00:20:55.253 --> 00:20:56.775
But having somebody who is a

00:20:56.855 --> 00:20:59.875
health care negotiator to come in,

00:21:00.076 --> 00:21:01.356
whether we're talking about negotiators.

00:21:01.356 --> 00:21:03.678
negotiating for therapy services,

00:21:03.718 --> 00:21:05.159
for surgical services,

00:21:05.199 --> 00:21:06.619
for other services.

00:21:07.200 --> 00:21:07.359
I mean,

00:21:07.400 --> 00:21:08.661
we're talking about hundreds of

00:21:08.701 --> 00:21:10.221
thousands of dollars, you know,

00:21:10.320 --> 00:21:11.142
you can go through and

00:21:11.986 --> 00:21:14.027
year if you have a complex

00:21:14.047 --> 00:21:15.448
situation and when the

00:21:15.488 --> 00:21:16.548
family's dealing with

00:21:16.669 --> 00:21:18.430
cancer or some sort of you

00:21:18.450 --> 00:21:20.490
know major yeah like so you

00:21:20.530 --> 00:21:21.991
bring this person in they

00:21:22.011 --> 00:21:22.991
get a commission of all the

00:21:23.031 --> 00:21:24.593
savings you're gonna lose

00:21:24.613 --> 00:21:26.493
that money if you don't and

00:21:26.534 --> 00:21:27.575
they handle all of the

00:21:27.615 --> 00:21:28.695
stress and this is their

00:21:28.736 --> 00:21:29.836
dedicated job I mean I

00:21:29.855 --> 00:21:30.817
think that's a huge

00:21:30.876 --> 00:21:32.317
opportunity and I'm shocked

00:21:32.637 --> 00:21:34.398
that we don't see that exist already

00:21:34.945 --> 00:21:35.905
I told my buddy, I'm like,

00:21:35.946 --> 00:21:37.126
if you did that as a side gig,

00:21:37.307 --> 00:21:38.827
it really would just be, I said,

00:21:38.847 --> 00:21:40.669
your difficult, most difficult part is,

00:21:41.489 --> 00:21:42.210
uh, you would need to,

00:21:42.470 --> 00:21:44.191
you would need to be there advertising,

00:21:44.330 --> 00:21:44.490
right?

00:21:44.510 --> 00:21:45.171
You would need to put out a

00:21:45.191 --> 00:21:45.951
ton of content.

00:21:46.251 --> 00:21:47.251
So that guy who's going to

00:21:47.271 --> 00:21:48.673
pop the question could find you.

00:21:49.012 --> 00:21:49.272
Right.

00:21:49.692 --> 00:21:50.614
I'm like, there's your issue.

00:21:50.634 --> 00:21:53.015
But like you could flip that exact post.

00:21:53.035 --> 00:21:54.075
You could copy paste Dave's

00:21:54.115 --> 00:21:55.955
exact post and flip it to

00:21:55.976 --> 00:21:57.136
an engagement ring.

00:21:57.176 --> 00:21:57.336
Like,

00:21:57.737 --> 00:21:58.877
Thinking about popping the question,

00:21:59.238 --> 00:21:59.818
excited,

00:22:00.038 --> 00:22:01.119
but then you start thinking about

00:22:01.400 --> 00:22:03.761
how much does the ring cost?

00:22:03.882 --> 00:22:04.542
What's good?

00:22:04.923 --> 00:22:05.523
You don't want to buy a

00:22:05.584 --> 00:22:06.865
cheap ring and look bad to

00:22:07.586 --> 00:22:09.106
her friends and her family,

00:22:09.487 --> 00:22:10.428
but what's good?

00:22:10.468 --> 00:22:11.388
You also don't want to pay

00:22:11.689 --> 00:22:12.849
five thousand dollars for a

00:22:12.869 --> 00:22:13.971
two thousand dollar ring.

00:22:14.550 --> 00:22:15.291
How do you know?

00:22:15.692 --> 00:22:16.993
I'm like, yes, yes, yes.

00:22:17.074 --> 00:22:18.054
All those things play on

00:22:18.074 --> 00:22:18.815
those insecurities,

00:22:18.855 --> 00:22:19.855
but then charge them a

00:22:19.895 --> 00:22:20.916
percentage of savings.

00:22:21.376 --> 00:22:22.157
I also have noticed,

00:22:22.178 --> 00:22:23.159
I don't know if you guys have, is

00:22:24.311 --> 00:22:25.613
When you used to go to buy things,

00:22:26.374 --> 00:22:29.035
computer software, anything online,

00:22:29.715 --> 00:22:31.436
now there's a pricing tab.

00:22:31.457 --> 00:22:33.077
That's normal now where it

00:22:33.199 --> 00:22:34.680
used to be contact us for

00:22:34.720 --> 00:22:35.880
pricing because the sales

00:22:35.900 --> 00:22:37.221
guy wanted to get you on the phone.

00:22:37.801 --> 00:22:39.583
And culture sort of changed

00:22:39.603 --> 00:22:39.982
where it was like,

00:22:40.002 --> 00:22:40.663
I don't want to talk to

00:22:40.683 --> 00:22:42.404
people or I want the price now.

00:22:42.826 --> 00:22:44.207
So I think what they saw was...

00:22:44.826 --> 00:22:45.606
The people who gave the

00:22:45.626 --> 00:22:46.728
pricing got the sales,

00:22:47.067 --> 00:22:48.288
and those people who were like, call me,

00:22:48.409 --> 00:22:49.489
got less and less calls

00:22:49.509 --> 00:22:50.809
because their problems were

00:22:50.849 --> 00:22:51.789
solved by someone else.

00:22:52.171 --> 00:22:52.990
And it is shocking.

00:22:53.010 --> 00:22:54.372
There was Dutch Rojas.

00:22:54.392 --> 00:22:55.451
You guys know Dutch Rojas?

00:22:55.551 --> 00:22:56.633
Is that his name?

00:22:56.673 --> 00:22:57.133
Dutch, yeah.

00:22:57.873 --> 00:22:58.773
Sounds like a baseball name,

00:22:58.814 --> 00:22:59.534
baseball player.

00:22:59.574 --> 00:23:01.115
Dutch Rojas is coming up in

00:23:01.134 --> 00:23:01.694
the bottom of the third.

00:23:01.755 --> 00:23:02.295
Nobody.

00:23:03.076 --> 00:23:05.017
Highline Drive to left field.

00:23:05.037 --> 00:23:05.836
Go Yankees, by the way.

00:23:06.596 --> 00:23:07.798
But Dutch Rojas is big

00:23:07.837 --> 00:23:09.138
into... I don't even know his background,

00:23:09.159 --> 00:23:10.179
but he's always talking

00:23:10.219 --> 00:23:12.500
about pricing in healthcare.

00:23:13.180 --> 00:23:13.540
And...

00:23:14.260 --> 00:23:16.422
His his whole question was like,

00:23:16.602 --> 00:23:17.662
I asked a surgeon how much

00:23:17.682 --> 00:23:18.742
this surgery cost and look

00:23:18.782 --> 00:23:20.123
at me like I had two heads.

00:23:20.943 --> 00:23:21.784
And a lot of people came to

00:23:22.104 --> 00:23:23.104
the surgeon's defense,

00:23:23.124 --> 00:23:24.204
like not his business.

00:23:24.365 --> 00:23:24.724
And it's like,

00:23:24.744 --> 00:23:25.805
but the fact that I have I

00:23:26.046 --> 00:23:27.006
ask and I can't get a

00:23:27.046 --> 00:23:28.866
straight answer is stupid.

00:23:29.146 --> 00:23:30.426
But that's why this I'm very

00:23:30.507 --> 00:23:31.748
it's not a conspiracy theory.

00:23:32.147 --> 00:23:33.667
This is the this is the truth.

00:23:33.688 --> 00:23:34.189
The reason it's so

00:23:34.229 --> 00:23:35.288
complicated is because it

00:23:35.328 --> 00:23:36.569
works for the people who

00:23:36.609 --> 00:23:37.490
make it complicated.

00:23:38.856 --> 00:23:40.538
Yeah, and it doesn't have to be.

00:23:40.617 --> 00:23:40.857
I mean,

00:23:40.897 --> 00:23:42.439
if the consumer was somewhat

00:23:42.558 --> 00:23:44.700
educated to understand what

00:23:44.720 --> 00:23:47.182
are the CPT codes, how does this work?

00:23:47.642 --> 00:23:49.482
If the provider was educated

00:23:49.542 --> 00:23:51.324
in some capacity to understand,

00:23:51.644 --> 00:23:53.184
let me provide the consumer

00:23:53.224 --> 00:23:54.665
with the information they need to...

00:23:58.935 --> 00:24:00.297
sorry, somebody was trying to call me.

00:24:01.877 --> 00:24:02.598
Then, you know,

00:24:03.019 --> 00:24:04.220
I think we could make

00:24:04.299 --> 00:24:05.681
better healthcare decisions.

00:24:05.740 --> 00:24:08.522
Like even for us with this ultrasound,

00:24:09.163 --> 00:24:09.343
I mean,

00:24:09.363 --> 00:24:10.784
you don't want to be that parent was like,

00:24:10.824 --> 00:24:12.586
Oh, if we only would have done it,

00:24:12.625 --> 00:24:13.926
you know, this wouldn't have happened.

00:24:13.967 --> 00:24:15.126
But at the same time,

00:24:15.607 --> 00:24:16.708
we had no information to

00:24:16.749 --> 00:24:18.108
make an educated decision.

00:24:18.169 --> 00:24:18.609
And like,

00:24:19.150 --> 00:24:24.134
these are decisions that need to be made.

00:24:24.213 --> 00:24:25.694
So with yeah,

00:24:28.060 --> 00:24:28.820
with the pricing,

00:24:29.260 --> 00:24:31.162
I still don't have it on our website.

00:24:31.662 --> 00:24:34.103
And I think maybe Tony,

00:24:34.383 --> 00:24:35.663
maybe in the future,

00:24:35.782 --> 00:24:38.463
you might fully push me to the edge,

00:24:38.523 --> 00:24:39.605
but here's the thing here,

00:24:39.865 --> 00:24:41.865
at least from my approach, right?

00:24:41.904 --> 00:24:42.545
Someone has,

00:24:43.605 --> 00:24:45.465
they could be our ideal client or not,

00:24:45.665 --> 00:24:46.007
right?

00:24:46.047 --> 00:24:48.086
So there's two groups of people,

00:24:48.227 --> 00:24:49.228
either they're our ideal

00:24:49.248 --> 00:24:50.607
client or they're just flat out not.

00:24:52.025 --> 00:24:54.925
They call around, they have the most,

00:24:55.205 --> 00:24:55.665
most people,

00:24:55.726 --> 00:24:56.686
some people are very savvy

00:24:56.727 --> 00:24:57.406
nowadays with health

00:24:57.426 --> 00:24:58.626
insurance and cost and

00:24:59.146 --> 00:24:59.988
coverage and all that.

00:25:00.468 --> 00:25:01.748
I think most are not,

00:25:01.847 --> 00:25:03.028
I would say anywhere from

00:25:03.249 --> 00:25:04.229
seventy five percent to

00:25:04.328 --> 00:25:05.169
ninety percent of people

00:25:05.648 --> 00:25:07.269
have no idea about again,

00:25:07.289 --> 00:25:08.170
because Jimmy could, like you said,

00:25:08.210 --> 00:25:09.330
the third party payer system,

00:25:09.790 --> 00:25:11.290
it's this like innocuous,

00:25:11.431 --> 00:25:13.251
random like thing in the world.

00:25:14.132 --> 00:25:16.932
So we don't we still do not

00:25:16.952 --> 00:25:18.854
list price because so two things.

00:25:18.953 --> 00:25:19.473
One is because

00:25:20.528 --> 00:25:21.470
We will check insurance

00:25:21.509 --> 00:25:22.851
because if they have out of

00:25:22.871 --> 00:25:24.592
network benefits, it is possible.

00:25:24.672 --> 00:25:25.551
Like we have a patient now

00:25:25.571 --> 00:25:26.653
that's paying like a

00:25:26.673 --> 00:25:28.374
fifteen dollar copay per visit.

00:25:28.814 --> 00:25:29.035
Right.

00:25:29.075 --> 00:25:29.954
So it's possible.

00:25:30.134 --> 00:25:30.816
Is everyone frozen?

00:25:31.556 --> 00:25:33.678
I was doing my best to impersonate.

00:25:35.878 --> 00:25:38.039
uh so so we do take some out

00:25:38.059 --> 00:25:40.080
of network insurances where

00:25:40.461 --> 00:25:41.901
their cost per visit like

00:25:42.141 --> 00:25:42.682
maybe they already hit

00:25:42.701 --> 00:25:43.442
their deductible and their

00:25:43.461 --> 00:25:44.541
cost per visit could be

00:25:44.821 --> 00:25:46.123
very very low as if it's

00:25:46.143 --> 00:25:47.943
like in network copay now

00:25:48.284 --> 00:25:48.963
if we were a hundred

00:25:49.003 --> 00:25:50.964
percent cash out of pocket

00:25:51.244 --> 00:25:52.105
we didn't do any insurance

00:25:52.125 --> 00:25:53.346
at all it was cash at the

00:25:53.365 --> 00:25:55.125
time of service a hundred

00:25:55.145 --> 00:25:56.707
percent of the time I do

00:25:57.047 --> 00:25:57.988
see the advantages of

00:25:58.028 --> 00:25:59.627
putting the dollar amount

00:25:59.647 --> 00:26:01.108
the pricing on the website

00:26:01.977 --> 00:26:04.098
But even then, it's like your ideal client,

00:26:04.259 --> 00:26:05.339
will they still call and

00:26:05.460 --> 00:26:06.401
they'll be fine with the price?

00:26:06.540 --> 00:26:06.840
Yes.

00:26:07.080 --> 00:26:08.241
But it's the folks in the

00:26:08.282 --> 00:26:09.903
middle that could maybe be

00:26:10.023 --> 00:26:12.226
swayed over a phone call.

00:26:12.786 --> 00:26:15.209
Because at least with physical therapy now,

00:26:15.229 --> 00:26:15.729
with this whole

00:26:15.828 --> 00:26:17.390
out-of-pocket cash physical

00:26:17.410 --> 00:26:18.050
therapy movement,

00:26:18.550 --> 00:26:20.613
if someone is in Orlando, Florida,

00:26:20.692 --> 00:26:21.973
and they call five

00:26:21.993 --> 00:26:23.536
different physical therapy places, right?

00:26:24.135 --> 00:26:24.336
And...

00:26:25.096 --> 00:26:26.076
four of them are probably

00:26:26.416 --> 00:26:27.038
either not going to call

00:26:27.057 --> 00:26:27.798
them back right away.

00:26:27.817 --> 00:26:28.637
They're going to put them on hold.

00:26:28.657 --> 00:26:29.858
They're going to say there's a wait list.

00:26:30.338 --> 00:26:31.338
There's all these like hurdles.

00:26:31.679 --> 00:26:33.279
But if you call Pursuit

00:26:33.299 --> 00:26:34.779
Physical Therapy at Ron Miller's place,

00:26:35.740 --> 00:26:36.361
he's going to tell you the

00:26:36.381 --> 00:26:37.340
price over the phone,

00:26:38.080 --> 00:26:39.461
but also the phone call

00:26:39.481 --> 00:26:40.442
gets answered right away or

00:26:40.461 --> 00:26:42.163
you get a call back very quickly.

00:26:42.583 --> 00:26:43.843
Then the phone call process

00:26:43.883 --> 00:26:46.604
itself is dramatically different, usually,

00:26:47.203 --> 00:26:47.884
usually different than the

00:26:47.904 --> 00:26:49.085
places that take the

00:26:49.125 --> 00:26:50.045
in-network insurance.

00:26:50.704 --> 00:26:52.086
So Tony, the question would be,

00:26:53.601 --> 00:26:55.542
If Ron Miller put pricing

00:26:55.563 --> 00:26:56.503
right now on his website,

00:26:56.523 --> 00:26:58.846
because I don't think he does.

00:26:59.207 --> 00:27:01.048
I know he used to not,

00:27:01.148 --> 00:27:02.130
and maybe he does now.

00:27:02.150 --> 00:27:03.892
But if he did today,

00:27:04.471 --> 00:27:05.933
would he get less people

00:27:06.074 --> 00:27:07.654
calling in than he currently does?

00:27:07.674 --> 00:27:08.797
And I don't know.

00:27:08.817 --> 00:27:10.397
Maybe it's Tony's frozen,

00:27:10.417 --> 00:27:10.959
so I don't know if I should

00:27:10.979 --> 00:27:11.619
ask him a question.

00:27:11.759 --> 00:27:12.480
Am I frozen?

00:27:12.780 --> 00:27:13.582
Am I still frozen?

00:27:14.722 --> 00:27:15.784
I hear you, so let's just roll it.

00:27:16.166 --> 00:27:18.749
Okay, so I would say, yes,

00:27:18.808 --> 00:27:20.670
potentially he's going to get less calls,

00:27:21.211 --> 00:27:23.291
but he's going to have more

00:27:23.372 --> 00:27:24.492
pre-qualified calls.

00:27:24.512 --> 00:27:26.094
Yeah, like Jimmy's raising his arm.

00:27:26.234 --> 00:27:28.736
I think it's a net gain.

00:27:28.776 --> 00:27:30.057
I think it's a net benefit.

00:27:30.258 --> 00:27:32.038
And so if you're running the

00:27:32.078 --> 00:27:33.220
numbers in the math and you

00:27:33.259 --> 00:27:34.361
look at it and you say, okay, well,

00:27:34.381 --> 00:27:36.481
I'm getting fifteen percent fewer calls.

00:27:36.521 --> 00:27:37.363
I'm going to raise my

00:27:37.423 --> 00:27:39.023
pricing by this percentage.

00:27:39.523 --> 00:27:40.305
I'm going to make up the

00:27:40.345 --> 00:27:41.405
difference for what I would

00:27:41.445 --> 00:27:42.606
refer to as breakage.

00:27:43.047 --> 00:27:43.386
You know,

00:27:43.968 --> 00:27:45.428
the people that I lose that I

00:27:45.528 --> 00:27:46.969
might have been able to convert,

00:27:47.528 --> 00:27:48.289
I'm just going to make it

00:27:48.349 --> 00:27:50.250
up on the people that are totally sold.

00:27:50.770 --> 00:27:51.912
And I would say, of course,

00:27:51.971 --> 00:27:53.392
my bias is social media.

00:27:53.432 --> 00:27:54.292
So I'm like, look,

00:27:54.393 --> 00:27:55.933
if you're not getting those

00:27:55.953 --> 00:27:57.213
people that are on the fence,

00:27:57.654 --> 00:27:59.576
maybe you need to put out more content.

00:27:59.615 --> 00:28:01.236
Maybe you need to pre-sell

00:28:01.256 --> 00:28:03.397
them better with more information.

00:28:03.478 --> 00:28:04.458
Let them get to know you

00:28:04.498 --> 00:28:05.318
like you trust you.

00:28:05.419 --> 00:28:06.638
Let them see who you are.

00:28:08.220 --> 00:28:09.539
I think it's a failure on

00:28:09.579 --> 00:28:10.961
your marketing side.

00:28:11.520 --> 00:28:12.961
If there are people in the middle,

00:28:13.020 --> 00:28:14.821
when people reach out to me, they're sold,

00:28:15.001 --> 00:28:15.701
like they're done.

00:28:15.741 --> 00:28:17.021
They will throw money at me

00:28:17.061 --> 00:28:17.942
and they will do anything

00:28:17.981 --> 00:28:19.022
because they know that I

00:28:19.042 --> 00:28:20.823
have the solution because

00:28:20.863 --> 00:28:22.603
of the thousands of videos

00:28:22.643 --> 00:28:23.364
and thousands of

00:28:23.423 --> 00:28:24.844
interactions we've already had.

00:28:25.384 --> 00:28:27.064
It's a, it's, it's clarity, right?

00:28:27.104 --> 00:28:28.144
So it's like, I,

00:28:28.164 --> 00:28:28.924
this goes back to a few

00:28:28.944 --> 00:28:29.545
weeks ago when we were

00:28:29.585 --> 00:28:30.404
talking about those,

00:28:30.904 --> 00:28:31.905
we were all testing out

00:28:31.945 --> 00:28:33.226
those like Twitter posts on

00:28:33.246 --> 00:28:34.125
how to write like a little

00:28:34.165 --> 00:28:35.866
more inflammatory, like take a stand.

00:28:36.426 --> 00:28:37.426
I'd rather have, it's like,

00:28:38.915 --> 00:28:39.836
I mentioned this before.

00:28:39.875 --> 00:28:41.997
It's like be hot sauce, not mayonnaise.

00:28:42.856 --> 00:28:44.057
Cause mayonnaise is safe and

00:28:44.076 --> 00:28:45.257
you can sort of put it on anything.

00:28:45.416 --> 00:28:45.696
Right.

00:28:45.817 --> 00:28:46.356
But like, you don't,

00:28:46.957 --> 00:28:47.857
I don't know about you guys.

00:28:47.897 --> 00:28:49.458
I don't like ever compliment

00:28:49.478 --> 00:28:51.018
someone's meal based on mayonnaise,

00:28:51.038 --> 00:28:52.258
but people be like this hot sauce.

00:28:52.298 --> 00:28:53.159
If you like hot sauce,

00:28:53.398 --> 00:28:54.598
it's hot sauce is crazy.

00:28:54.638 --> 00:28:55.999
It's even, it's even hotter.

00:28:56.598 --> 00:28:58.960
I'm not saying I have the solution,

00:28:59.019 --> 00:29:00.000
but I think I understand

00:29:00.039 --> 00:29:01.359
the reason why people are

00:29:01.440 --> 00:29:03.339
either reluctant to put out

00:29:03.400 --> 00:29:05.941
price or if they do put out price and

00:29:07.522 --> 00:29:08.463
it feels odd.

00:29:08.604 --> 00:29:09.605
And here's the thing.

00:29:09.944 --> 00:29:11.987
Price is really easy to measure.

00:29:12.507 --> 00:29:13.548
If I say this is a hundred

00:29:13.587 --> 00:29:15.049
dollars and yours is fifty dollars,

00:29:15.109 --> 00:29:15.470
I'm like, well,

00:29:15.490 --> 00:29:16.990
that fifty dollars seems better.

00:29:17.531 --> 00:29:18.873
And we are big, dumb animals,

00:29:19.113 --> 00:29:19.833
myself included.

00:29:20.213 --> 00:29:20.413
Right.

00:29:21.233 --> 00:29:23.256
And then we try to go and explain.

00:29:23.455 --> 00:29:24.777
But here's why I'm worth a

00:29:24.817 --> 00:29:25.458
hundred dollars.

00:29:25.577 --> 00:29:26.778
And that takes a while.

00:29:27.539 --> 00:29:27.759
Right.

00:29:27.940 --> 00:29:28.760
Unless you're Nike.

00:29:29.500 --> 00:29:30.541
But that took them a while

00:29:30.801 --> 00:29:32.462
and they still spend a ton

00:29:32.503 --> 00:29:33.744
to make sure when they put

00:29:33.785 --> 00:29:34.805
up a pair of Jordans.

00:29:35.711 --> 00:29:36.652
They put up the price.

00:29:37.491 --> 00:29:38.553
They don't have to explain

00:29:38.653 --> 00:29:40.493
why their Jordans are worth Jordans,

00:29:40.775 --> 00:29:41.355
but they do.

00:29:41.615 --> 00:29:43.236
They explain that all the time,

00:29:43.557 --> 00:29:45.137
not just on the sales landing page.

00:29:45.377 --> 00:29:45.978
They're doing that.

00:29:46.077 --> 00:29:46.939
That's why someone's like,

00:29:46.959 --> 00:29:48.680
it's crazy that Nike would

00:29:48.720 --> 00:29:50.080
spend this much money on

00:29:50.421 --> 00:29:51.182
all these athletes.

00:29:51.461 --> 00:29:52.163
They're making sure when

00:29:52.182 --> 00:29:53.604
they put up shoes for, I don't even know,

00:29:54.104 --> 00:29:54.864
I'm going to sound like an idiot.

00:29:54.884 --> 00:29:55.704
I don't know what Jordan's cost.

00:29:55.724 --> 00:29:55.964
I don't know.

00:29:55.984 --> 00:29:57.105
Five hundred dollars, a thousand dollars.

00:29:57.125 --> 00:29:59.146
Who knows that on the resale market,

00:29:59.166 --> 00:30:00.448
they cost even more because

00:30:00.488 --> 00:30:01.448
the story is heavier.

00:30:01.728 --> 00:30:04.490
It's harder for you as a as a practitioner,

00:30:04.529 --> 00:30:05.790
even with one or two or

00:30:05.830 --> 00:30:07.291
three clinics to show that

00:30:07.491 --> 00:30:08.791
other side of that seesaw,

00:30:08.811 --> 00:30:11.233
that value in just one landing page.

00:30:11.473 --> 00:30:12.354
So to Tony's credit,

00:30:12.374 --> 00:30:13.454
what he's saying is you

00:30:13.494 --> 00:30:15.776
have to be doing it all the time.

00:30:15.895 --> 00:30:17.457
I want you to either love me or hate me,

00:30:17.517 --> 00:30:18.278
but do one of the two.

00:30:19.098 --> 00:30:20.319
And I would say every one of

00:30:20.359 --> 00:30:22.059
these conversations is a

00:30:22.141 --> 00:30:23.800
fear-based conversation.

00:30:24.422 --> 00:30:26.923
I'm worried about not converting those.

00:30:26.962 --> 00:30:28.083
Or what if I lose those?

00:30:28.103 --> 00:30:29.364
Or what if I don't have enough?

00:30:29.423 --> 00:30:30.163
It's all fear.

00:30:30.203 --> 00:30:31.105
It's fear of loss.

00:30:32.204 --> 00:30:33.486
I find for myself,

00:30:33.766 --> 00:30:35.606
I have two ways of overcoming fear.

00:30:36.166 --> 00:30:36.948
It's either anger.

00:30:37.748 --> 00:30:38.989
I get so frustrated.

00:30:39.068 --> 00:30:40.670
I get so sick of working for free.

00:30:40.730 --> 00:30:43.171
I get so sick of people doing, you know,

00:30:43.250 --> 00:30:44.131
me doing stuff,

00:30:44.171 --> 00:30:45.311
going way above and beyond

00:30:45.352 --> 00:30:45.852
and not getting

00:30:45.872 --> 00:30:47.472
appropriately compensated that...

00:30:47.952 --> 00:30:49.076
now is when I raise my

00:30:49.135 --> 00:30:50.920
prices because I'm pissed off.

00:30:51.181 --> 00:30:52.343
Like that's the easiest time

00:30:52.363 --> 00:30:53.204
to raise prices.

00:30:54.147 --> 00:30:56.589
Or when you're genuinely confident,

00:30:56.730 --> 00:30:58.112
when you genuinely have

00:30:58.291 --> 00:31:00.012
zero reservation because

00:31:00.053 --> 00:31:01.875
it's been proven to you so many times,

00:31:01.934 --> 00:31:04.596
yeah, that you can deliver the result.

00:31:05.017 --> 00:31:05.917
You know that there's a

00:31:05.958 --> 00:31:06.979
community out there that's

00:31:07.019 --> 00:31:07.859
willing to pay for it.

00:31:07.880 --> 00:31:09.201
You know that your value

00:31:09.300 --> 00:31:11.422
exceeds the price of what

00:31:11.442 --> 00:31:12.242
you're charging.

00:31:12.303 --> 00:31:13.804
When somebody asked me for a

00:31:13.865 --> 00:31:15.425
discount on one of my courses,

00:31:16.066 --> 00:31:16.866
I'm not offended.

00:31:17.446 --> 00:31:18.709
I have zero, you know,

00:31:19.489 --> 00:31:20.430
negative sentiment.

00:31:20.450 --> 00:31:21.810
I'm like, oh, I appreciate you asking,

00:31:21.871 --> 00:31:22.790
but no,

00:31:23.271 --> 00:31:24.913
there is no chance I'm discounting

00:31:25.012 --> 00:31:26.513
it because I know the

00:31:26.673 --> 00:31:29.236
exceptional value that this will deliver.

00:31:30.256 --> 00:31:31.596
So confidence or anger,

00:31:31.737 --> 00:31:32.597
like those are the two

00:31:32.637 --> 00:31:35.200
easiest ways to overcome that insecurity,

00:31:35.559 --> 00:31:36.519
but understand and

00:31:36.560 --> 00:31:38.481
recognize it is fear and insecurity,

00:31:38.582 --> 00:31:39.982
probably because, you know,

00:31:40.363 --> 00:31:42.003
you're not doing the marketing,

00:31:42.044 --> 00:31:43.025
you're not putting the

00:31:43.065 --> 00:31:43.884
message out there and

00:31:43.904 --> 00:31:45.266
you're not showing people

00:31:45.747 --> 00:31:47.448
why you're worth the price

00:31:47.528 --> 00:31:49.169
or the cost that you're asking for.

00:31:50.068 --> 00:31:51.009
I'm selling a bunch of stuff

00:31:51.049 --> 00:31:53.010
on Facebook Marketplace right now, which,

00:31:53.070 --> 00:31:53.510
by the way,

00:31:53.530 --> 00:31:54.911
is wild if you've never been on there.

00:31:56.192 --> 00:31:56.711
Just throw it out.

00:31:56.771 --> 00:31:58.113
Just throw the stuff out.

00:31:58.133 --> 00:31:58.913
You're better off just

00:31:58.932 --> 00:32:00.594
throwing the stuff out.

00:32:00.713 --> 00:32:02.413
Do not do a yard sale either.

00:32:02.434 --> 00:32:04.134
I know.

00:32:04.234 --> 00:32:04.694
Here's the thing.

00:32:04.714 --> 00:32:08.497
I'm selling a jack for a

00:32:08.616 --> 00:32:11.178
lawnmower that I don't need.

00:32:11.278 --> 00:32:12.618
I talk to my buddy who knows this stuff.

00:32:12.638 --> 00:32:13.778
I'm like, what's this thing worth?

00:32:13.798 --> 00:32:15.099
He's like, it's worth a hundred bucks.

00:32:15.599 --> 00:32:17.041
He's like, because jacks are going to work,

00:32:17.222 --> 00:32:17.502
whatever.

00:32:17.522 --> 00:32:18.023
I'm like, great.

00:32:18.223 --> 00:32:19.125
So I put it up for eighty

00:32:19.144 --> 00:32:20.247
because I want this thing gone.

00:32:20.647 --> 00:32:21.868
And then people come in with forty.

00:32:22.150 --> 00:32:23.511
So I go all Chris Voss.

00:32:23.832 --> 00:32:24.333
And you've heard me.

00:32:24.353 --> 00:32:25.233
If you listen to this podcast,

00:32:25.255 --> 00:32:26.175
you know who Chris Voss is.

00:32:26.195 --> 00:32:27.136
And if not, go Google him.

00:32:27.637 --> 00:32:29.661
And I just and even even on text.

00:32:30.595 --> 00:32:31.955
Well, I want to, I want forty.

00:32:32.236 --> 00:32:32.797
And I go, great.

00:32:32.836 --> 00:32:33.616
Help me understand why this

00:32:33.656 --> 00:32:35.637
is worth half as much as I think it is.

00:32:37.759 --> 00:32:38.980
My job isn't to convince you

00:32:39.020 --> 00:32:39.760
it's worth eighty.

00:32:40.281 --> 00:32:41.201
I have the job.

00:32:41.883 --> 00:32:43.304
And my job is to hit the ball,

00:32:43.544 --> 00:32:45.025
hit the ball back over the

00:32:45.065 --> 00:32:46.625
net and make you play the ball again.

00:32:47.226 --> 00:32:48.207
I heard there was a great

00:32:48.227 --> 00:32:49.048
lesson as I played

00:32:50.272 --> 00:32:52.294
tennis in high school because I was,

00:32:52.733 --> 00:32:53.253
because we had,

00:32:53.513 --> 00:32:55.335
we had like a state quality

00:32:55.394 --> 00:32:56.115
baseball team and I

00:32:56.135 --> 00:32:57.175
couldn't make the baseball team.

00:32:57.596 --> 00:32:58.336
So I played tennis because

00:32:58.376 --> 00:32:58.977
my buddy and I were like,

00:32:59.277 --> 00:33:00.577
it's like baseball with a bigger bat.

00:33:01.198 --> 00:33:02.117
But the best lesson in

00:33:02.157 --> 00:33:03.038
tennis that I learned from

00:33:03.078 --> 00:33:04.818
a sport I picked up was

00:33:05.259 --> 00:33:06.359
your job isn't to blow the

00:33:06.380 --> 00:33:07.140
ball past somebody.

00:33:07.441 --> 00:33:08.740
Your job is to make sure you

00:33:08.760 --> 00:33:09.560
don't make an error.

00:33:09.741 --> 00:33:11.142
Let give them an opportunity

00:33:11.182 --> 00:33:11.942
to make error.

00:33:12.282 --> 00:33:13.482
So essentially just put the ball,

00:33:13.563 --> 00:33:14.423
make sure you can hit the

00:33:14.443 --> 00:33:15.624
ball back over the net and

00:33:15.703 --> 00:33:16.884
land it in play.

00:33:18.325 --> 00:33:19.685
They can either hit it out of bounds,

00:33:19.705 --> 00:33:20.807
they can miss it, whatever.

00:33:21.086 --> 00:33:23.087
But that's your job is keep

00:33:23.127 --> 00:33:23.667
the conversation.

00:33:23.688 --> 00:33:24.387
If they're there,

00:33:24.729 --> 00:33:26.169
if you're... I was also taught this.

00:33:26.449 --> 00:33:27.890
If you're talking about price,

00:33:28.089 --> 00:33:28.891
you're negotiating.

00:33:29.050 --> 00:33:29.911
You're still negotiating.

00:33:30.230 --> 00:33:31.672
Even if you're not like vying, but like,

00:33:31.991 --> 00:33:33.192
well, I don't really know.

00:33:33.232 --> 00:33:34.272
That person's negotiating.

00:33:34.593 --> 00:33:35.453
Unless they're gone,

00:33:35.493 --> 00:33:36.114
and even that could be a

00:33:36.153 --> 00:33:36.994
negotiation tactic.

00:33:37.035 --> 00:33:37.255
Fine,

00:33:37.275 --> 00:33:38.115
I'm going to go to the dealership

00:33:38.134 --> 00:33:38.615
down the street.

00:33:38.816 --> 00:33:40.175
That could be a negotiation tactic.

00:33:40.476 --> 00:33:41.817
But understand what game you're playing.

00:33:41.836 --> 00:33:42.777
It's a negotiation game.

00:33:42.897 --> 00:33:44.157
Unless you just put your

00:33:44.198 --> 00:33:45.199
prices out there and say...

00:33:46.019 --> 00:33:46.920
I only want to accept,

00:33:46.960 --> 00:33:47.839
this is my basement.

00:33:48.119 --> 00:33:49.361
And if you want it, you'll come get it.

00:33:50.141 --> 00:33:50.622
Real quick.

00:33:50.662 --> 00:33:52.623
Have you guys seen that game

00:33:52.643 --> 00:33:54.723
where it's baseball with tennis rackets?

00:33:55.163 --> 00:33:55.523
Yes.

00:33:55.564 --> 00:33:56.224
It's awesome.

00:33:58.586 --> 00:34:00.366
Dave, you got to look for it.

00:34:00.666 --> 00:34:01.106
There's too many,

00:34:01.126 --> 00:34:02.228
there's too many paddle sports.

00:34:02.248 --> 00:34:03.769
There's something called Padel now.

00:34:03.788 --> 00:34:05.189
I mean, how many,

00:34:05.209 --> 00:34:06.309
how many variations of

00:34:06.349 --> 00:34:08.170
tennis or ping pong or are

00:34:08.190 --> 00:34:08.670
we going to have?

00:34:08.710 --> 00:34:09.150
It's crazy.

00:34:09.331 --> 00:34:10.152
Here's what this is.

00:34:10.172 --> 00:34:11.231
Do you know what that is, Tony?

00:34:11.733 --> 00:34:11.873
No.

00:34:12.509 --> 00:34:13.690
So there's like a couple of groups.

00:34:13.731 --> 00:34:16.514
There's John Boy Media, right?

00:34:16.614 --> 00:34:17.996
You guys have seen John Boy Media, right,

00:34:18.096 --> 00:34:18.576
Dave?

00:34:18.615 --> 00:34:19.456
So it's this guy who just

00:34:19.498 --> 00:34:20.539
like he's a Yankee fan and

00:34:20.559 --> 00:34:21.159
just started like

00:34:21.219 --> 00:34:22.842
essentially becoming his own ESPN.

00:34:23.242 --> 00:34:23.742
And he's like,

00:34:23.983 --> 00:34:25.103
I'm just going to be a media company.

00:34:25.264 --> 00:34:26.065
And now the dude's like a

00:34:26.106 --> 00:34:26.846
millionaire because he's like,

00:34:26.887 --> 00:34:27.686
I'm just going to flood the

00:34:27.728 --> 00:34:28.708
Internet with these great clips.

00:34:28.728 --> 00:34:29.429
I'm just going to be me.

00:34:30.784 --> 00:34:32.266
What they'll do is these

00:34:32.306 --> 00:34:34.668
guys and like spitting chiclets and,

00:34:34.728 --> 00:34:35.648
you know, barstool,

00:34:35.967 --> 00:34:37.528
they'll rent out a warehouse.

00:34:37.889 --> 00:34:39.411
They'll throw a wiffle ball

00:34:39.451 --> 00:34:41.672
tournament and record everything.

00:34:42.192 --> 00:34:44.594
And when they do ten games

00:34:44.614 --> 00:34:46.534
in a day and something crazy happens,

00:34:46.835 --> 00:34:48.617
there's the viral clip.

00:34:48.956 --> 00:34:49.677
So they're doing the same

00:34:49.697 --> 00:34:50.318
thing where they're like,

00:34:50.717 --> 00:34:52.878
let's invent a sport where we play tennis,

00:34:53.018 --> 00:34:55.240
but instead of – they wear gloves,

00:34:55.280 --> 00:34:56.541
but then instead of throwing,

00:34:57.001 --> 00:34:59.972
even in the field –

00:34:58.722 --> 00:35:00.163
They use a tennis racket to

00:35:00.202 --> 00:35:01.083
throw to first base.

00:35:01.903 --> 00:35:03.324
It's just ten nitwits

00:35:03.364 --> 00:35:05.063
playing games but recording

00:35:05.103 --> 00:35:06.085
the crap out of it,

00:35:06.525 --> 00:35:07.465
and then they wait for a

00:35:07.485 --> 00:35:08.364
moment to go viral,

00:35:08.385 --> 00:35:09.505
and then that's their thing.

00:35:09.945 --> 00:35:11.646
Their thing is the thing you see.

00:35:11.846 --> 00:35:12.726
There is no league.

00:35:12.945 --> 00:35:14.226
They invented the league,

00:35:14.266 --> 00:35:15.387
and then they just give you

00:35:15.427 --> 00:35:16.067
the highlights.

00:35:16.407 --> 00:35:17.726
But your time and attention

00:35:18.086 --> 00:35:19.168
is the product.

00:35:19.268 --> 00:35:20.128
Understand that.

00:35:20.929 --> 00:35:21.550
It's ingenious.

00:35:22.271 --> 00:35:23.492
What are we talking about next?

00:35:23.891 --> 00:35:24.152
Yeah,

00:35:24.192 --> 00:35:25.753
so I think I kicked this to you guys

00:35:25.873 --> 00:35:28.235
in the chat that we share,

00:35:28.275 --> 00:35:28.896
our group chat.

00:35:29.036 --> 00:35:30.536
This was a report that came

00:35:30.617 --> 00:35:31.737
out earlier this month.

00:35:31.757 --> 00:35:33.818
It was like an APTA benchmark report.

00:35:34.440 --> 00:35:35.360
If you remember, you know,

00:35:35.380 --> 00:35:36.922
it's like a twenty page PDF.

00:35:36.981 --> 00:35:38.702
Essentially, like we got a bunch of data.

00:35:39.163 --> 00:35:40.364
Here's what the data says.

00:35:40.905 --> 00:35:42.706
And it was pretty shocking.

00:35:42.726 --> 00:35:43.367
And I thought it sort of

00:35:43.407 --> 00:35:44.646
went in parallel or went

00:35:44.666 --> 00:35:46.568
into opposition of what Dave was saying.

00:35:46.909 --> 00:35:48.130
So essentially this APTA

00:35:48.170 --> 00:35:50.152
benchmark report was from, who's it from?

00:35:50.172 --> 00:35:51.233
Private practice section, right?

00:35:51.452 --> 00:35:52.773
And we were just at the PPS conference.

00:35:53.193 --> 00:35:55.115
So this thing that came out, spoiler alert,

00:35:55.155 --> 00:35:55.777
I'll just give it to you

00:35:55.817 --> 00:35:56.597
even if you're not a member,

00:35:57.097 --> 00:35:58.119
high vacancy rates,

00:35:58.358 --> 00:36:00.460
national vacancy rate of

00:36:00.701 --> 00:36:02.001
nine and a half percent,

00:36:02.282 --> 00:36:03.663
meaning one out of every

00:36:04.003 --> 00:36:05.123
ten jobs is open.

00:36:05.985 --> 00:36:07.226
specifically in outpatient

00:36:07.246 --> 00:36:08.005
physical therapy.

00:36:08.547 --> 00:36:09.867
And it's nearly double the

00:36:09.947 --> 00:36:12.349
rate of other industries that they track.

00:36:12.469 --> 00:36:14.409
Other industries is like four percent.

00:36:14.929 --> 00:36:16.411
So staffing shortages are a

00:36:16.530 --> 00:36:17.992
huge issue right now.

00:36:18.291 --> 00:36:19.472
Dave putting out posts that

00:36:19.492 --> 00:36:20.413
cut through the noise is

00:36:20.472 --> 00:36:21.114
definitely helpful.

00:36:21.614 --> 00:36:22.313
It makes it harder for

00:36:22.353 --> 00:36:23.355
clinics to meet patient

00:36:23.394 --> 00:36:25.036
demands and care quality.

00:36:25.335 --> 00:36:27.157
And here's like the other funny thing,

00:36:27.277 --> 00:36:27.496
right,

00:36:27.516 --> 00:36:29.257
which is an interesting spot to be in.

00:36:29.697 --> 00:36:30.378
Clinics

00:36:30.938 --> 00:36:33.260
Clinic growth is outpacing hiring.

00:36:33.360 --> 00:36:34.621
Clinics are expanding.

00:36:35.041 --> 00:36:37.083
So we know that the demand

00:36:37.143 --> 00:36:38.865
for outpatient PT is high,

00:36:39.326 --> 00:36:40.206
but the clinics are like,

00:36:40.447 --> 00:36:41.688
so we have a patient list,

00:36:41.708 --> 00:36:43.409
but we can't get a therapist in there.

00:36:43.809 --> 00:36:44.971
Staffing isn't keeping up.

00:36:45.190 --> 00:36:47.893
So job openings increased across the board,

00:36:48.032 --> 00:36:50.394
especially for PTs and PTAs.

00:36:50.494 --> 00:36:50.934
PTAs,

00:36:50.994 --> 00:36:53.217
the job postings went up seventeen

00:36:53.257 --> 00:36:53.717
percent.

00:36:54.197 --> 00:36:55.478
So signaling both high

00:36:55.519 --> 00:36:57.021
demand and difficulty

00:36:57.041 --> 00:36:57.802
filling the positions.

00:36:58.161 --> 00:36:59.623
And the top causes, of course, it's like,

00:36:59.664 --> 00:37:00.505
well, why is this happening?

00:37:00.864 --> 00:37:02.027
Vacancy is largely driven by

00:37:02.387 --> 00:37:03.108
company growth.

00:37:03.347 --> 00:37:05.670
So you grew faster in terms

00:37:05.710 --> 00:37:06.992
of clinic space and patient

00:37:07.032 --> 00:37:08.934
list than employees.

00:37:10.188 --> 00:37:11.068
And then here's the problem.

00:37:11.230 --> 00:37:13.052
Better pay elsewhere,

00:37:13.893 --> 00:37:15.637
either elsewhere in terms

00:37:15.717 --> 00:37:17.760
of other positions at other

00:37:17.800 --> 00:37:19.983
PT companies or outside the

00:37:20.023 --> 00:37:20.945
profession is what we've

00:37:20.985 --> 00:37:22.246
seen are major factors.

00:37:22.567 --> 00:37:23.369
Also, relocation,

00:37:23.409 --> 00:37:24.469
people just not needing to

00:37:24.510 --> 00:37:25.431
necessarily be relocated.

00:37:25.711 --> 00:37:26.833
in a city or not wanting to

00:37:26.853 --> 00:37:28.032
be in a city anymore.

00:37:28.393 --> 00:37:30.253
So PTs are seeking that competitive salary,

00:37:30.554 --> 00:37:31.755
improved work-life balance,

00:37:31.994 --> 00:37:32.916
and making it harder for

00:37:32.956 --> 00:37:34.076
clinics to retain staff.

00:37:34.096 --> 00:37:34.637
This is Dave.

00:37:34.657 --> 00:37:35.536
This is why I wanted this

00:37:35.577 --> 00:37:37.998
story to go after your story,

00:37:38.219 --> 00:37:40.639
which is Dave's post spoke

00:37:40.679 --> 00:37:42.240
to all those key points.

00:37:42.440 --> 00:37:43.440
You essentially threw the

00:37:43.481 --> 00:37:44.121
salary out there.

00:37:44.141 --> 00:37:45.222
We're like, we're going to pay one twenty.

00:37:45.621 --> 00:37:46.802
We're in New York City, which is

00:37:47.269 --> 00:37:48.250
either where you want to be

00:37:48.309 --> 00:37:49.590
or where you don't want to be.

00:37:49.851 --> 00:37:50.411
You decide.

00:37:50.971 --> 00:37:52.391
And they want that work-life balance.

00:37:52.711 --> 00:37:54.452
Most of your posts talk to,

00:37:54.612 --> 00:37:55.532
is this the life you want?

00:37:55.572 --> 00:37:56.572
You want to be a PT that

00:37:56.612 --> 00:37:57.952
does this in this place,

00:37:58.293 --> 00:37:59.134
and this is how you do it.

00:37:59.534 --> 00:38:00.454
So that was the report.

00:38:00.514 --> 00:38:02.074
So Tony,

00:38:02.695 --> 00:38:04.034
I wanted to do an episode with you,

00:38:04.074 --> 00:38:04.976
which is like, great,

00:38:05.036 --> 00:38:06.556
now that we understand the problems,

00:38:06.976 --> 00:38:09.637
I want to do like six creative solutions.

00:38:09.697 --> 00:38:11.016
I'll bring three like we've done before.

00:38:11.077 --> 00:38:11.757
I'll bring three.

00:38:12.018 --> 00:38:12.657
You bring three.

00:38:12.938 --> 00:38:14.018
How would you solve?

00:38:14.097 --> 00:38:15.338
If you know the problem...

00:38:16.143 --> 00:38:17.244
if you know that your problem,

00:38:17.264 --> 00:38:18.405
I need to hire, but you,

00:38:18.664 --> 00:38:19.826
now you know the pulse of

00:38:19.965 --> 00:38:21.186
why I can't get staff.

00:38:21.206 --> 00:38:22.726
It's like, Hey, I mean,

00:38:22.746 --> 00:38:24.148
I did a funny video a while ago,

00:38:24.168 --> 00:38:26.528
which is like, uh, we can't,

00:38:27.188 --> 00:38:28.289
we can't lose staff.

00:38:28.309 --> 00:38:29.170
They don't feel appreciated.

00:38:29.630 --> 00:38:30.489
Should we pay them more?

00:38:30.891 --> 00:38:31.990
Let's give them pizzas.

00:38:32.110 --> 00:38:33.371
It's like, that ain't going to work.

00:38:34.492 --> 00:38:36.092
Not paying people will cost you.

00:38:36.492 --> 00:38:36.753
Right.

00:38:37.673 --> 00:38:38.574
But what are creative ways

00:38:38.614 --> 00:38:39.514
we can do that outside of

00:38:39.534 --> 00:38:40.235
just giving them the bag?

00:38:41.038 --> 00:38:41.538
Well, I mean,

00:38:41.777 --> 00:38:44.318
one solution that I've seen Ivy Rehab do,

00:38:44.358 --> 00:38:44.938
I don't know if you guys

00:38:45.298 --> 00:38:46.018
know of Ivy Rehab,

00:38:46.039 --> 00:38:46.639
but they're on the East

00:38:46.659 --> 00:38:48.280
Coast and maybe further.

00:38:48.940 --> 00:38:50.501
They're getting huge.

00:38:50.621 --> 00:38:51.681
They're backed by private equity.

00:38:51.920 --> 00:38:53.822
I think they have multiple

00:38:55.722 --> 00:38:56.561
hundreds of locations.

00:38:56.581 --> 00:38:57.563
I don't know how many locations.

00:38:57.583 --> 00:38:58.242
Yeah, it's a lot.

00:38:58.702 --> 00:39:00.382
But what they do now, apparently,

00:39:00.402 --> 00:39:01.684
and this is, I don't know,

00:39:01.704 --> 00:39:02.123
this is public.

00:39:02.143 --> 00:39:03.344
I have no private data.

00:39:03.364 --> 00:39:04.905
I've not spoken to anyone at the company.

00:39:05.945 --> 00:39:07.405
But when they have a new location,

00:39:08.025 --> 00:39:13.067
they will offer a therapist.

00:39:13.086 --> 00:39:13.166
Like,

00:39:13.206 --> 00:39:14.266
let's say they have someone in their

00:39:14.327 --> 00:39:15.847
system that is a staff

00:39:15.867 --> 00:39:17.108
therapist at another location.

00:39:17.487 --> 00:39:18.887
And they'll identify that

00:39:18.927 --> 00:39:19.867
therapist and say, hey,

00:39:20.268 --> 00:39:22.329
we are going to open a new location.

00:39:22.369 --> 00:39:23.548
They're either buying locations,

00:39:23.568 --> 00:39:24.768
they're buying existing practices,

00:39:24.849 --> 00:39:25.989
or they're opening up the startup,

00:39:26.010 --> 00:39:26.710
DeNovo Clinics.

00:39:27.681 --> 00:39:29.123
of this new startup, DeNovo Clinic,

00:39:30.824 --> 00:39:31.945
would you be interested in

00:39:32.125 --> 00:39:34.146
buying in at ten or twenty percent?

00:39:34.186 --> 00:39:34.646
Now, of course,

00:39:35.067 --> 00:39:36.606
I'm pretty sure they either

00:39:36.626 --> 00:39:37.547
have to I mean,

00:39:37.608 --> 00:39:38.347
it's either they write a

00:39:38.389 --> 00:39:41.170
check or they're given some equity,

00:39:41.230 --> 00:39:42.771
but they have to kind of vest over time.

00:39:42.811 --> 00:39:42.971
Right.

00:39:42.990 --> 00:39:43.952
So they have to kind of like

00:39:44.052 --> 00:39:44.952
actually perform.

00:39:44.972 --> 00:39:46.532
They have to stay with the company.

00:39:47.014 --> 00:39:47.793
And, you know,

00:39:48.153 --> 00:39:49.494
it could be up to like four

00:39:49.534 --> 00:39:50.275
years for them to like

00:39:50.695 --> 00:39:52.637
potentially invest to

00:39:52.677 --> 00:39:55.059
potentially vest six hundred locations.

00:39:56.119 --> 00:39:57.280
um that's one way like if

00:39:57.320 --> 00:39:58.380
you have talent if you've

00:39:58.420 --> 00:39:59.460
identified talent and

00:39:59.481 --> 00:40:00.581
you're like this staff

00:40:00.601 --> 00:40:01.382
physical therapist we want

00:40:01.402 --> 00:40:02.262
to keep them in our

00:40:02.362 --> 00:40:03.603
ecosystem they're probably

00:40:03.623 --> 00:40:04.704
not going to stay in this

00:40:04.744 --> 00:40:05.443
clinic because we already

00:40:05.463 --> 00:40:06.284
have this clinic director

00:40:06.324 --> 00:40:08.646
who's still fairly you know

00:40:08.686 --> 00:40:10.847
young and you know like has

00:40:10.867 --> 00:40:11.626
room to grow and is going

00:40:11.646 --> 00:40:13.027
to stay there yeah but we

00:40:13.047 --> 00:40:13.929
don't we don't want to we

00:40:13.949 --> 00:40:14.588
don't want to lose this

00:40:14.628 --> 00:40:15.829
step physical therapist to

00:40:15.969 --> 00:40:17.289
concierge pain relief or to

00:40:17.369 --> 00:40:19.070
the hospital or to you know

00:40:19.291 --> 00:40:20.032
spear or some other

00:40:20.072 --> 00:40:21.353
competitor or fox rehab or whatever

00:40:22.193 --> 00:40:23.733
So they're opening up new

00:40:23.773 --> 00:40:25.576
locations and they're using

00:40:25.596 --> 00:40:27.436
their current population,

00:40:27.456 --> 00:40:28.478
their current group of

00:40:29.358 --> 00:40:31.320
identified great talent, say, hey,

00:40:31.581 --> 00:40:32.581
do you want to be a clinic

00:40:32.601 --> 00:40:33.742
director at this new location?

00:40:34.202 --> 00:40:35.784
And you can have some revenue share,

00:40:35.824 --> 00:40:37.826
profit share, some partial ownership.

00:40:38.465 --> 00:40:40.867
And in the short term, I mean,

00:40:40.907 --> 00:40:42.409
the long term, both will win.

00:40:42.809 --> 00:40:43.389
In the short term,

00:40:43.429 --> 00:40:44.610
you get someone that has...

00:40:45.552 --> 00:40:47.271
they're vested uh or they're

00:40:47.291 --> 00:40:48.353
invested in like the

00:40:48.452 --> 00:40:49.952
performance of the of that

00:40:49.992 --> 00:40:51.233
practice so you don't have

00:40:51.273 --> 00:40:52.373
to have as much oversight

00:40:52.393 --> 00:40:53.092
now of course you still

00:40:53.112 --> 00:40:53.974
need to have oversight and

00:40:53.994 --> 00:40:55.233
all that but you basically

00:40:55.253 --> 00:40:56.574
have like a part partial

00:40:56.594 --> 00:40:58.213
like owner yeah not the

00:40:58.233 --> 00:40:59.193
clinic director not just

00:40:59.233 --> 00:40:59.934
the staff therapist or a

00:40:59.954 --> 00:41:00.594
clinic director you have

00:41:00.614 --> 00:41:02.094
like a partial owner that's

00:41:02.454 --> 00:41:03.514
one solution that some of

00:41:03.534 --> 00:41:04.215
the bigger companies are

00:41:04.235 --> 00:41:05.856
doing I would love to get a

00:41:05.936 --> 00:41:07.115
private message from

00:41:07.215 --> 00:41:07.876
someone who knew the

00:41:07.916 --> 00:41:09.315
specifics of deals like

00:41:09.335 --> 00:41:10.496
that and I would definitely

00:41:10.556 --> 00:41:11.936
not mention your name or

00:41:11.976 --> 00:41:13.197
what clinic that was if

00:41:14.291 --> 00:41:15.614
wanted to give me.

00:41:15.675 --> 00:41:16.717
I would love to know the details.

00:41:17.097 --> 00:41:18.380
Because if you look at it like this,

00:41:19.141 --> 00:41:21.666
a clinic can't survive without PTs.

00:41:22.809 --> 00:41:24.831
But a PT can survive without a clinic,

00:41:25.130 --> 00:41:25.331
right?

00:41:25.510 --> 00:41:26.110
It's harder.

00:41:26.251 --> 00:41:26.931
It's scarier.

00:41:27.251 --> 00:41:29.052
But there are lots of people that do it.

00:41:29.331 --> 00:41:30.112
So one works.

00:41:30.251 --> 00:41:30.952
So you're seeing these

00:41:31.012 --> 00:41:32.012
businesses who have demand

00:41:32.032 --> 00:41:32.612
and they're like,

00:41:33.012 --> 00:41:34.952
we're taking on private equity,

00:41:35.112 --> 00:41:37.114
which is one of the topics

00:41:37.733 --> 00:41:39.813
at APHPPS meeting is all

00:41:39.833 --> 00:41:40.894
these big chains are taking

00:41:40.934 --> 00:41:41.514
private equity.

00:41:41.835 --> 00:41:42.474
Here's the deal, man.

00:41:42.855 --> 00:41:43.835
When you take private equity,

00:41:43.914 --> 00:41:44.936
people focus on how much

00:41:44.976 --> 00:41:45.695
money you're just given.

00:41:47.418 --> 00:41:48.219
They don't focus on,

00:41:48.478 --> 00:41:50.000
because they're not public typically,

00:41:50.199 --> 00:41:51.840
the crazy expectations and

00:41:51.880 --> 00:41:53.061
demands that are now put on.

00:41:53.443 --> 00:41:54.402
We just gave you a bunch of

00:41:54.463 --> 00:41:55.264
gas in the tank.

00:41:55.603 --> 00:41:57.045
We need to see this thing go faster.

00:41:57.606 --> 00:41:59.146
And I've seen it before at

00:41:59.206 --> 00:41:59.947
radio companies.

00:41:59.987 --> 00:42:01.367
I've seen it before at PT companies.

00:42:01.407 --> 00:42:02.188
It is all the same,

00:42:02.548 --> 00:42:03.949
which is if I give you a bunch of money,

00:42:04.210 --> 00:42:05.351
you have goals to hit and

00:42:05.371 --> 00:42:06.132
you better get there.

00:42:06.351 --> 00:42:07.472
And you better believe the

00:42:07.492 --> 00:42:10.394
people that look you right in the eye,

00:42:10.454 --> 00:42:11.675
nothing's going to change

00:42:11.715 --> 00:42:13.617
because we've been taking on this money.

00:42:14.398 --> 00:42:15.318
They might believe that at

00:42:15.338 --> 00:42:16.219
that exact moment.

00:42:17.161 --> 00:42:18.943
It's not a hundred percent true.

00:42:19.003 --> 00:42:19.123
Yeah.

00:42:19.143 --> 00:42:20.385
There's always, there's always change.

00:42:20.405 --> 00:42:21.605
Yeah.

00:42:21.625 --> 00:42:21.905
Bull.

00:42:21.925 --> 00:42:22.126
Bull.

00:42:22.286 --> 00:42:23.126
You can say it to me with a

00:42:23.166 --> 00:42:25.528
straight face and good on

00:42:25.548 --> 00:42:26.469
you for being able to do that.

00:42:26.929 --> 00:42:27.510
It ain't true.

00:42:27.869 --> 00:42:28.751
You were going to change.

00:42:28.931 --> 00:42:29.711
You just did.

00:42:30.012 --> 00:42:32.054
You just changed how you're guided.

00:42:32.193 --> 00:42:33.614
But anyway, we're getting off topic there,

00:42:33.835 --> 00:42:34.255
but yeah.

00:42:34.335 --> 00:42:34.474
So.

00:42:35.255 --> 00:42:36.336
you know, creative ways.

00:42:36.916 --> 00:42:38.637
I mean, if you have all that data,

00:42:38.677 --> 00:42:39.599
if you're Ivy or any of

00:42:39.619 --> 00:42:40.338
these huge companies,

00:42:40.438 --> 00:42:42.199
you know what a PT is potentially worth.

00:42:42.679 --> 00:42:43.460
That's why they have huge

00:42:43.541 --> 00:42:44.902
staffing companies that pay

00:42:44.942 --> 00:42:46.742
these people lots of money, right?

00:42:47.103 --> 00:42:48.103
So I don't know.

00:42:48.282 --> 00:42:48.664
I mean,

00:42:49.563 --> 00:42:50.844
what if your entire clinic model is

00:42:50.885 --> 00:42:51.585
we overpay?

00:42:51.865 --> 00:42:52.925
Whatever industry average,

00:42:52.945 --> 00:42:53.987
we pay ten percent more

00:42:54.407 --> 00:42:55.547
because we only want the best.

00:42:56.268 --> 00:42:59.349
And you're not given a guaranteed job.

00:42:59.369 --> 00:43:00.831
You're given a six-month tryout.

00:43:01.657 --> 00:43:02.918
I mean, I love that.

00:43:02.958 --> 00:43:04.159
And I'm kind of like,

00:43:04.300 --> 00:43:05.081
I'm kind of venturing in

00:43:05.121 --> 00:43:06.842
there because as I'm

00:43:07.322 --> 00:43:08.925
putting out the salary numbers, right?

00:43:09.025 --> 00:43:09.905
I'm looking at like,

00:43:09.945 --> 00:43:11.806
I've even used ChatGP and I'm like, okay.

00:43:12.588 --> 00:43:13.889
And I've done this with my business coach,

00:43:13.909 --> 00:43:14.670
Sturdy McKee before.

00:43:14.690 --> 00:43:15.931
We have spreadsheets on like

00:43:16.030 --> 00:43:17.172
how many workable days.

00:43:17.452 --> 00:43:18.032
So, you know,

00:43:18.072 --> 00:43:19.153
you got three hundred sixty

00:43:19.173 --> 00:43:19.833
five days a year.

00:43:19.873 --> 00:43:20.655
You take away weekends.

00:43:20.675 --> 00:43:22.336
You take away seven to ten holidays.

00:43:22.356 --> 00:43:23.478
You take away two to four

00:43:23.498 --> 00:43:24.858
weeks of PTO and you're

00:43:24.878 --> 00:43:25.840
kind of around two hundred

00:43:25.860 --> 00:43:28.181
and thirty one to two hundred forty one.

00:43:28.581 --> 00:43:30.202
workable days per year and

00:43:30.242 --> 00:43:31.123
if the therapist is seeing

00:43:31.143 --> 00:43:32.304
for us like four patients a

00:43:32.344 --> 00:43:33.465
day on average or five

00:43:33.505 --> 00:43:34.324
patients a day on average

00:43:34.344 --> 00:43:35.246
or six patients a day on

00:43:35.306 --> 00:43:37.706
average the numbers like

00:43:37.766 --> 00:43:39.027
for what we charge like in

00:43:39.088 --> 00:43:40.188
like the two fifty to three

00:43:40.208 --> 00:43:42.750
hundred range for during

00:43:42.769 --> 00:43:43.849
the week like weekly Monday

00:43:43.869 --> 00:43:44.791
through Friday visits like

00:43:46.836 --> 00:43:48.759
I could go above one-twenty

00:43:48.878 --> 00:43:49.778
and maybe that's where I

00:43:49.820 --> 00:43:51.059
need to continue to venture.

00:43:51.481 --> 00:43:53.362
And then I get, and by the way,

00:43:53.501 --> 00:43:55.123
like another five minutes ago,

00:43:55.182 --> 00:43:56.304
I got another email from a

00:43:56.344 --> 00:43:59.106
therapist with their CV and I can't,

00:43:59.266 --> 00:43:59.967
I'm not going to show it.

00:44:00.547 --> 00:44:01.568
Posting on media doesn't work.

00:44:02.545 --> 00:44:04.268
No, I mean, so overpaying,

00:44:05.188 --> 00:44:06.048
I think it's a great idea.

00:44:06.369 --> 00:44:06.889
Now it's like,

00:44:06.949 --> 00:44:07.891
I feel like I need like an

00:44:07.911 --> 00:44:09.592
assistant to like go

00:44:09.612 --> 00:44:10.813
through these resumes and

00:44:10.873 --> 00:44:12.695
do the initial phone call screening.

00:44:12.875 --> 00:44:15.476
And so we put up some hurdles, whatever.

00:44:15.838 --> 00:44:17.978
But Jimmy, it's not a bad idea.

00:44:18.280 --> 00:44:21.101
Overpaying and I can put out

00:44:21.141 --> 00:44:22.163
more posts like this and

00:44:22.222 --> 00:44:23.204
capture more attention.

00:44:23.623 --> 00:44:24.425
And then I kind of have,

00:44:24.445 --> 00:44:24.824
what do you call it?

00:44:24.844 --> 00:44:25.666
Like the pick of the litter,

00:44:25.686 --> 00:44:26.367
whatever that's saying.

00:44:26.387 --> 00:44:26.487
Yeah.

00:44:27.166 --> 00:44:28.806
I worked for a company.

00:44:28.847 --> 00:44:29.708
I won't say which one.

00:44:29.728 --> 00:44:30.088
They were like,

00:44:30.148 --> 00:44:32.027
we have a staffing problem.

00:44:32.047 --> 00:44:33.327
They posed this to me a year

00:44:33.347 --> 00:44:34.329
and a half ago to solve it.

00:44:34.668 --> 00:44:35.829
I was like, why are you asking me?

00:44:35.909 --> 00:44:36.509
They're like, I don't know.

00:44:36.528 --> 00:44:39.670
We think you're off the wall.

00:44:39.750 --> 00:44:40.070
I said,

00:44:40.150 --> 00:44:42.050
what if you treated PTs like draft picks?

00:44:42.630 --> 00:44:43.710
What if you courted them?

00:44:43.831 --> 00:44:44.690
What if you started talking

00:44:44.710 --> 00:44:45.510
to them in their first or

00:44:45.570 --> 00:44:46.590
second year and you started

00:44:47.130 --> 00:44:48.231
holding events where you

00:44:48.271 --> 00:44:50.251
get to see how they... It's

00:44:50.311 --> 00:44:51.152
really not treatment.

00:44:52.032 --> 00:44:53.413
It's mostly really all you

00:44:53.452 --> 00:44:54.532
can see is personality.

00:44:55.452 --> 00:44:56.333
What's this person like?

00:44:56.634 --> 00:44:58.215
I remember when my boss left

00:44:58.235 --> 00:44:59.036
at a radio station and I

00:44:59.056 --> 00:45:00.177
had a chance to essentially

00:45:00.516 --> 00:45:02.239
have an on-site interview

00:45:02.619 --> 00:45:04.119
at the job I wanted while

00:45:04.159 --> 00:45:04.760
they were still going to

00:45:04.800 --> 00:45:05.740
interview outside people

00:45:05.760 --> 00:45:07.041
because I was twenty four years old.

00:45:07.081 --> 00:45:08.083
I had no business running a

00:45:08.123 --> 00:45:09.503
full time fifty thousand

00:45:09.523 --> 00:45:10.605
watt radio station and

00:45:10.625 --> 00:45:11.545
someone pulled me aside and

00:45:11.565 --> 00:45:13.527
they were like, you're a known quantity.

00:45:14.047 --> 00:45:15.610
They know you show up for work.

00:45:15.809 --> 00:45:17.572
They know you're not an alcoholic.

00:45:17.731 --> 00:45:20.233
They know you're not into – and I'm like,

00:45:20.253 --> 00:45:21.034
but that's obvious.

00:45:21.054 --> 00:45:22.956
And they go, that's not obvious.

00:45:23.016 --> 00:45:24.177
And I was like, oh my god, really?

00:45:24.438 --> 00:45:24.878
Or it's not common.

00:45:24.918 --> 00:45:27.420
Or it's not common, yeah.

00:45:27.442 --> 00:45:27.802
But they're like,

00:45:27.822 --> 00:45:29.302
they've got – they've seen

00:45:29.362 --> 00:45:31.324
you on your crappy days and they go,

00:45:31.405 --> 00:45:32.646
his crappy days ain't that crappy.

00:45:33.086 --> 00:45:34.947
So they know your basement, right?

00:45:34.987 --> 00:45:36.469
They know your table stakes.

00:45:36.489 --> 00:45:36.750
They go,

00:45:37.170 --> 00:45:37.949
you might get someone with a

00:45:38.050 --> 00:45:38.971
banging resume and that

00:45:39.010 --> 00:45:40.032
person comes in and three

00:45:40.072 --> 00:45:41.393
months you realize they're nuts.

00:45:41.853 --> 00:45:44.695
Nuts costs you, unreliable costs you.

00:45:44.715 --> 00:45:46.096
So how do you get that?

00:45:46.396 --> 00:45:48.016
We all know interviews are fake, right?

00:45:48.056 --> 00:45:49.557
They're staged conversations

00:45:49.597 --> 00:45:51.420
and you try to like out,

00:45:51.599 --> 00:45:53.161
out fake the other person or out.

00:45:53.920 --> 00:45:54.802
This is totally natural.

00:45:55.543 --> 00:45:56.143
I was approached.

00:45:56.523 --> 00:45:57.483
And you're on your best behavior.

00:45:57.503 --> 00:45:58.684
And you're on your best behavior.

00:45:58.744 --> 00:45:58.945
Yeah.

00:45:59.045 --> 00:45:59.744
I need to see you.

00:46:00.686 --> 00:46:02.248
I mean, I've seen some brilliant moves.

00:46:02.628 --> 00:46:03.750
Can I tell you a move that I did?

00:46:04.670 --> 00:46:05.693
So I looked a little young

00:46:05.713 --> 00:46:07.235
when I started in radio.

00:46:08.155 --> 00:46:09.177
And so I was the assistant

00:46:09.217 --> 00:46:10.699
program director and we

00:46:10.719 --> 00:46:11.681
were hiring interns,

00:46:11.701 --> 00:46:12.402
but we kept running into

00:46:12.422 --> 00:46:13.342
that problem is they just

00:46:13.382 --> 00:46:14.324
wanted like free tickets

00:46:14.344 --> 00:46:15.565
and stuff and they weren't motivated.

00:46:15.925 --> 00:46:16.686
I didn't need skill.

00:46:16.806 --> 00:46:17.527
I needed motivation.

00:46:18.108 --> 00:46:19.449
So my boss was so I

00:46:19.489 --> 00:46:20.530
convinced my boss to do this.

00:46:20.610 --> 00:46:20.849
I said,

00:46:21.010 --> 00:46:22.271
tell all the interns to show up at

00:46:22.331 --> 00:46:22.831
nine a.m.

00:46:22.851 --> 00:46:23.610
on a Tuesday.

00:46:23.891 --> 00:46:24.391
And we put them in the

00:46:24.411 --> 00:46:25.251
conference room and

00:46:25.291 --> 00:46:26.331
everybody got name tags.

00:46:26.632 --> 00:46:27.413
And I looked young.

00:46:27.793 --> 00:46:28.693
So these are all college students.

00:46:28.713 --> 00:46:30.034
So I put a name tag on.

00:46:30.594 --> 00:46:31.735
And then so the interview

00:46:31.755 --> 00:46:33.175
was the conference room was me.

00:46:33.335 --> 00:46:33.574
Wait,

00:46:33.695 --> 00:46:35.615
was was the conversation we were having.

00:46:35.976 --> 00:46:37.177
Like, what do you guys do on weekends?

00:46:37.277 --> 00:46:38.097
I mean, I get high.

00:46:38.157 --> 00:46:39.498
I'm like, OK, John, got it.

00:46:40.628 --> 00:46:43.012
So the interview was in the office,

00:46:43.271 --> 00:46:44.132
but it was also with me

00:46:44.152 --> 00:46:45.014
because I was watching you

00:46:45.034 --> 00:46:46.054
when your guard was down.

00:46:46.315 --> 00:46:47.135
It was a little devious,

00:46:47.215 --> 00:46:48.137
probably unethical.

00:46:48.177 --> 00:46:48.538
I don't know.

00:46:48.898 --> 00:46:50.780
But then I introduced myself.

00:46:50.820 --> 00:46:51.400
I'm like, I'm Jimmy.

00:46:51.420 --> 00:46:52.802
I'm the assistant program director.

00:46:53.121 --> 00:46:53.782
You've been doing your

00:46:53.822 --> 00:46:54.503
interview for the last

00:46:54.563 --> 00:46:55.324
forty five minutes.

00:46:55.364 --> 00:46:56.085
You didn't know it.

00:46:57.306 --> 00:46:58.989
But this cost, this is expensive.

00:46:59.451 --> 00:47:01.072
There's another thing Sturdy McKee does,

00:47:01.152 --> 00:47:01.873
or used to do, I'm sorry,

00:47:01.893 --> 00:47:03.094
because he sold San

00:47:03.114 --> 00:47:04.175
Francisco Sport and Spine.

00:47:04.195 --> 00:47:06.759
He had a multi-clinic

00:47:07.039 --> 00:47:08.360
practice in San Francisco.

00:47:09.141 --> 00:47:10.623
And if a candidate that they

00:47:10.643 --> 00:47:11.143
were interviewing,

00:47:11.224 --> 00:47:12.764
a staff physical therapist came early,

00:47:12.804 --> 00:47:13.987
let's say they came five, ten,

00:47:14.007 --> 00:47:15.447
fifteen minutes early for

00:47:15.467 --> 00:47:16.489
their scheduled interview,

00:47:17.389 --> 00:47:18.451
Sturdy would come out.

00:47:18.471 --> 00:47:19.831
The front desk probably

00:47:19.851 --> 00:47:21.092
already welcomed the therapist in.

00:47:21.211 --> 00:47:22.853
Can you just take a seat in

00:47:22.873 --> 00:47:24.054
the lobby and we'll be right with you?

00:47:24.414 --> 00:47:25.934
So Sturdy comes out and he

00:47:25.994 --> 00:47:28.876
says to the candidate, hey, I'm sorry.

00:47:29.217 --> 00:47:30.557
Thank you for coming a little bit early.

00:47:30.818 --> 00:47:32.119
I have something I got to attend to.

00:47:32.298 --> 00:47:33.119
I will be right out.

00:47:33.380 --> 00:47:34.119
And then he would go back

00:47:34.159 --> 00:47:35.300
into his office and he said

00:47:35.340 --> 00:47:36.981
that he would literally sit

00:47:37.081 --> 00:47:39.603
and just wait five or seven

00:47:39.623 --> 00:47:40.384
or whatever minutes.

00:47:40.884 --> 00:47:41.465
Again,

00:47:41.744 --> 00:47:44.206
assuming they came early or right on

00:47:44.266 --> 00:47:44.726
time.

00:47:45.527 --> 00:47:47.407
And what he wanted is he wanted this.

00:47:47.487 --> 00:47:48.648
And this was all planned.

00:47:48.708 --> 00:47:50.807
Like what you just did, Jim,

00:47:50.827 --> 00:47:51.628
he would have the front

00:47:51.668 --> 00:47:52.588
desk person in on it.

00:47:52.628 --> 00:47:53.449
The front desk would start

00:47:53.469 --> 00:47:54.768
to try to just make

00:47:54.809 --> 00:47:56.869
friendly conversation with the candidate.

00:47:57.369 --> 00:47:58.449
And if the candidate was

00:47:58.530 --> 00:48:00.831
like dismissive or, you know,

00:48:00.951 --> 00:48:02.891
unprofessional or, you know, you know,

00:48:03.010 --> 00:48:03.291
you're like,

00:48:03.471 --> 00:48:04.452
you have to treat front desk

00:48:04.492 --> 00:48:05.371
people just like everyone else,

00:48:05.391 --> 00:48:07.132
just like the CEO, just like the janitor.

00:48:07.152 --> 00:48:08.092
You got to treat everyone the same.

00:48:08.132 --> 00:48:08.333
Right.

00:48:08.432 --> 00:48:08.972
Right.

00:48:09.853 --> 00:48:11.413
they would end up not hiring

00:48:11.532 --> 00:48:13.494
great physical therapists

00:48:13.554 --> 00:48:15.414
that like seem like a great

00:48:15.454 --> 00:48:17.235
fit if there was some

00:48:17.255 --> 00:48:18.034
because they then sturdy

00:48:18.054 --> 00:48:18.775
would say to the front desk

00:48:18.795 --> 00:48:20.615
person hey how did it go

00:48:20.655 --> 00:48:22.556
with uh so and so like did

00:48:22.856 --> 00:48:24.016
were they did they talk did

00:48:24.036 --> 00:48:25.617
they oh you know oh this is

00:48:25.657 --> 00:48:27.597
a nice location or um it

00:48:27.617 --> 00:48:28.918
was easy to get here or I

00:48:29.338 --> 00:48:29.978
don't know whatever the

00:48:30.018 --> 00:48:31.018
weather the sports team

00:48:31.038 --> 00:48:32.318
whatever you know in small

00:48:32.358 --> 00:48:32.958
bands or whatever

00:48:33.478 --> 00:48:34.559
But if the therapist was

00:48:34.599 --> 00:48:36.119
like very like dismissive, like, oh,

00:48:36.159 --> 00:48:37.280
you're just like a front desk person,

00:48:37.320 --> 00:48:37.641
whatever.

00:48:38.461 --> 00:48:39.621
They would end up not hiring

00:48:39.661 --> 00:48:40.503
that therapist.

00:48:40.563 --> 00:48:41.222
And that would kind of

00:48:41.282 --> 00:48:42.623
factor into the whole decision.

00:48:43.143 --> 00:48:44.344
Kind of like what you guys

00:48:44.364 --> 00:48:45.264
did at the radio station

00:48:45.304 --> 00:48:47.746
where you don't realize the

00:48:47.766 --> 00:48:48.666
interview has already started.

00:48:49.106 --> 00:48:49.648
Right.

00:48:49.748 --> 00:48:49.967
Yeah.

00:48:50.547 --> 00:48:51.509
Two things real quick,

00:48:51.528 --> 00:48:52.449
and then I've got to go.

00:48:53.670 --> 00:48:55.371
Buying the supply,

00:48:55.690 --> 00:48:56.851
that's effectively if we

00:48:56.871 --> 00:48:58.032
take away the emotion,

00:48:58.072 --> 00:49:00.532
if we take away our biases,

00:49:00.733 --> 00:49:02.193
all the private practice owner,

00:49:02.233 --> 00:49:03.114
and I think they have the

00:49:03.134 --> 00:49:04.914
best opportunity is doing,

00:49:05.335 --> 00:49:07.476
is just buy up all the best supply.

00:49:07.536 --> 00:49:09.577
Buy up all the therapists in the area.

00:49:09.617 --> 00:49:10.637
If you're investing an extra

00:49:10.657 --> 00:49:12.378
twenty thousand over a year,

00:49:12.818 --> 00:49:13.639
you still know you're going

00:49:13.659 --> 00:49:14.380
to make a profit.

00:49:15.619 --> 00:49:17.380
a chance to pull those best

00:49:17.420 --> 00:49:19.242
therapists from wherever they are.

00:49:19.842 --> 00:49:20.943
It's a perfect strategy

00:49:20.963 --> 00:49:21.682
that's been used in

00:49:21.722 --> 00:49:23.063
businesses everywhere.

00:49:23.643 --> 00:49:25.065
And then Jimmy, I've got to ask,

00:49:25.264 --> 00:49:26.885
were you assistant?

00:49:27.945 --> 00:49:28.726
What was your title?

00:49:28.746 --> 00:49:29.086
APD.

00:49:29.166 --> 00:49:30.047
So I was like the number two.

00:49:31.387 --> 00:49:32.989
Assistant program director,

00:49:33.088 --> 00:49:35.210
or were you assistant to the program?

00:49:35.409 --> 00:49:35.909
What's the phrase?

00:49:37.090 --> 00:49:40.333
It was in Scranton, Pennsylvania.

00:49:40.353 --> 00:49:40.673
All right, guys.

00:49:40.693 --> 00:49:41.996
I'll catch you next time.

00:49:42.016 --> 00:49:42.516
Oh, man.

00:49:42.556 --> 00:49:43.838
Tony's dropping that joke

00:49:43.878 --> 00:49:44.739
and just like mic drop.

00:49:44.778 --> 00:49:45.099
I'm out.

00:49:45.360 --> 00:49:45.679
I'm out.

00:49:45.940 --> 00:49:47.081
See, he's like, babe, I'm out.

00:49:47.461 --> 00:49:48.563
Let me ask you this.

00:49:48.583 --> 00:49:49.925
David in the chat is asking,

00:49:50.186 --> 00:49:51.067
in terms of attracting new

00:49:51.086 --> 00:49:52.228
therapists to join your clinic,

00:49:52.628 --> 00:49:53.289
do you think it's

00:49:53.329 --> 00:49:55.371
attractive to offer paid APTA membership?

00:49:57.648 --> 00:49:59.311
Do I think it's attractive?

00:49:59.391 --> 00:50:00.373
I mean, I'm not, I mean,

00:50:00.393 --> 00:50:01.335
I'm a practice owner.

00:50:02.717 --> 00:50:03.940
Like for you paying it, like, like,

00:50:03.960 --> 00:50:05.103
would you put this on like a job?

00:50:05.123 --> 00:50:06.144
Like, Hey, by the way,

00:50:06.304 --> 00:50:07.648
one other perk is we offer

00:50:07.668 --> 00:50:09.231
paid APTA membership.

00:50:10.460 --> 00:50:11.961
I mean, I currently don't offer it.

00:50:13.943 --> 00:50:15.103
I mean, should I?

00:50:15.804 --> 00:50:16.184
Maybe.

00:50:16.483 --> 00:50:16.844
I don't know.

00:50:17.585 --> 00:50:21.106
I don't think... I never, in the past,

00:50:21.126 --> 00:50:21.827
let's say two years,

00:50:21.927 --> 00:50:24.347
I never had a therapist ask about,

00:50:24.989 --> 00:50:26.610
does this whole job role

00:50:26.730 --> 00:50:27.550
compensation package,

00:50:27.809 --> 00:50:31.751
does it include the APTA membership dues?

00:50:32.333 --> 00:50:33.672
They might ask about Con Ed,

00:50:34.313 --> 00:50:35.414
but usually it's about the

00:50:35.474 --> 00:50:37.135
overall compensation package, the pay,

00:50:37.155 --> 00:50:37.735
and then it's like...

00:50:38.576 --> 00:50:40.257
productivity or like how many patients,

00:50:40.297 --> 00:50:42.559
like four or six, like twenty, whatever,

00:50:42.599 --> 00:50:43.318
twenty five a week.

00:50:44.639 --> 00:50:47.061
So not usually like no one's

00:50:47.141 --> 00:50:48.362
asked it in the past couple of years.

00:50:48.603 --> 00:50:49.764
So I would say I would say

00:50:49.804 --> 00:50:50.403
it's probably not

00:50:50.443 --> 00:50:51.385
attractive in my opinion.

00:50:51.625 --> 00:50:52.085
Right.

00:50:52.125 --> 00:50:53.545
So other than salary,

00:50:53.606 --> 00:50:55.108
like Con Ed comes into play.

00:50:55.168 --> 00:50:55.367
Right.

00:50:55.387 --> 00:50:56.829
So you're like there's more

00:50:56.849 --> 00:50:57.909
that goes into a package

00:50:57.929 --> 00:50:59.030
because there's benefits if

00:50:59.050 --> 00:51:00.771
the person is is full time.

00:51:01.192 --> 00:51:04.054
If this like so to me, I would say.

00:51:05.532 --> 00:51:06.998
This is like table stakes.

00:51:07.237 --> 00:51:08.543
If you call yourself an

00:51:08.684 --> 00:51:10.289
AP... And I'm an APTA member, right?

00:51:11.072 --> 00:51:11.432
But I would...

00:51:12.579 --> 00:51:13.480
It's nice to me.

00:51:13.500 --> 00:51:15.440
It's like, if you say we're an APTA clinic,

00:51:15.740 --> 00:51:16.802
that's table stakes then,

00:51:17.282 --> 00:51:18.362
then are you helping to

00:51:18.422 --> 00:51:19.402
contribute to this?

00:51:19.561 --> 00:51:20.322
Or we're going to,

00:51:20.342 --> 00:51:21.682
we're going to pay you X

00:51:21.702 --> 00:51:22.664
number of dollars for your

00:51:22.684 --> 00:51:24.003
membership if you get it or not.

00:51:24.324 --> 00:51:25.103
So this is interesting

00:51:25.123 --> 00:51:26.105
because it goes to like,

00:51:26.204 --> 00:51:27.925
what do you actually think is valuable?

00:51:28.286 --> 00:51:29.166
So if you've been doing this

00:51:29.186 --> 00:51:30.545
for a while and no one's asked for it,

00:51:30.565 --> 00:51:31.806
it's either like no one does it.

00:51:31.847 --> 00:51:33.106
So no one thinks to ask for

00:51:33.166 --> 00:51:34.927
it or people don't value it,

00:51:35.228 --> 00:51:36.568
which I go back and forth.

00:51:36.648 --> 00:51:37.889
Again, I'm an APTA member.

00:51:38.048 --> 00:51:38.969
I want them to succeed

00:51:38.989 --> 00:51:40.030
because I think if they succeed,

00:51:40.050 --> 00:51:40.730
we all succeed.

00:51:41.210 --> 00:51:42.032
But a lot of times people

00:51:42.072 --> 00:51:43.673
don't understand or they're

00:51:43.713 --> 00:51:44.956
looking for an ROI.

00:51:45.016 --> 00:51:45.876
It's not a bad thing.

00:51:45.896 --> 00:51:47.539
They're looking for a faster ROI.

00:51:47.900 --> 00:51:48.940
I look at it as like five

00:51:48.960 --> 00:51:50.043
hundred bucks or whatever it is.

00:51:50.322 --> 00:51:51.003
And I'm just going to it's

00:51:51.023 --> 00:51:52.505
going to pay off over ten

00:51:52.545 --> 00:51:53.427
to fifteen years.

00:51:53.708 --> 00:51:55.871
And if I'm not doing it, I can't complain.

00:51:56.010 --> 00:51:56.632
And I like me.

00:51:56.891 --> 00:51:57.934
Me likes complaining.

00:51:59.012 --> 00:51:59.193
Now,

00:51:59.373 --> 00:52:01.813
if I'm offering something that's like

00:52:02.173 --> 00:52:03.775
very appealing, obviously, right?

00:52:03.815 --> 00:52:05.356
So this post is very appealing,

00:52:05.376 --> 00:52:07.516
like the emotional triggers

00:52:07.657 --> 00:52:09.338
and the salary, maybe multiple things.

00:52:09.398 --> 00:52:10.538
Maybe they feel like I

00:52:10.617 --> 00:52:12.219
understand them virtually

00:52:12.259 --> 00:52:13.760
better than a lot of other job posts,

00:52:13.780 --> 00:52:14.039
whatever.

00:52:15.599 --> 00:52:16.581
I feel like, I mean,

00:52:16.880 --> 00:52:17.702
I feel like I'm offering a

00:52:17.802 --> 00:52:19.784
pretty solid deal other

00:52:19.804 --> 00:52:21.125
than you have to travel around, you know,

00:52:21.164 --> 00:52:22.306
walk between patients and

00:52:22.385 --> 00:52:24.547
home visits and the subway, whatever.

00:52:24.927 --> 00:52:24.987
No,

00:52:25.007 --> 00:52:26.489
but I'm saying like with the ABTA

00:52:26.528 --> 00:52:29.052
membership, like if I'm, if I'm paying,

00:52:29.072 --> 00:52:30.112
if I'm offering like a

00:52:30.132 --> 00:52:30.793
hundred and twenty thousand

00:52:30.813 --> 00:52:31.434
dollar salary and

00:52:31.474 --> 00:52:32.835
everywhere else is like a hundred.

00:52:33.315 --> 00:52:34.556
Yeah.

00:52:34.576 --> 00:52:36.056
These dues are kind of built into that.

00:52:36.097 --> 00:52:36.217
No.

00:52:36.818 --> 00:52:36.998
Yeah.

00:52:37.458 --> 00:52:37.579
Yeah.

00:52:37.599 --> 00:52:38.358
A hundred percent.

00:52:38.759 --> 00:52:40.960
But I mean, it was a question I could,

00:52:41.081 --> 00:52:41.981
like, I think,

00:52:42.141 --> 00:52:43.181
I think this happens at a

00:52:43.242 --> 00:52:44.882
lot of places like that are large,

00:52:45.043 --> 00:52:47.545
like a multi-site large

00:52:47.605 --> 00:52:49.827
footprint clinic would be like with that.

00:52:50.206 --> 00:52:51.367
Cause I know like at some places,

00:52:51.407 --> 00:52:52.489
like when you come here,

00:52:52.509 --> 00:52:53.329
you get a MedBridge

00:52:53.349 --> 00:52:55.289
subscription and you get APTA dues,

00:52:55.329 --> 00:52:56.170
what they're trying to do

00:52:56.190 --> 00:52:57.391
and what they're doing is they're putting,

00:52:57.411 --> 00:52:59.333
they're overloading on the value side.

00:52:59.652 --> 00:53:00.954
So my answer to this would

00:53:00.974 --> 00:53:03.456
be if the person values APTA membership,

00:53:03.835 --> 00:53:04.817
it's a value add.

00:53:05.117 --> 00:53:06.177
If they sort of don't care,

00:53:07.179 --> 00:53:07.579
It's not.

00:53:07.858 --> 00:53:09.501
I don't know if APT actually does this.

00:53:09.840 --> 00:53:10.922
I know it was talked about.

00:53:12.144 --> 00:53:14.867
but like if you're an ATI or whatever,

00:53:14.887 --> 00:53:15.106
if you're,

00:53:15.246 --> 00:53:16.126
I don't want to keep picking on

00:53:16.146 --> 00:53:16.967
these various ones,

00:53:17.007 --> 00:53:19.309
but like if APTA went to

00:53:19.329 --> 00:53:20.530
the ATIs and they go, listen,

00:53:20.550 --> 00:53:21.489
you got three thousand

00:53:21.590 --> 00:53:22.570
whatever clinicians,

00:53:22.610 --> 00:53:23.371
I don't know how many they have.

00:53:23.831 --> 00:53:25.873
And they said instead of paying per,

00:53:25.913 --> 00:53:26.793
like give them a deal.

00:53:26.853 --> 00:53:28.173
Like I would have no problem with that.

00:53:28.293 --> 00:53:28.873
Like if you were going to

00:53:28.893 --> 00:53:30.454
make sure like blanket,

00:53:30.534 --> 00:53:31.076
you're going to bring them

00:53:31.135 --> 00:53:32.115
all in because I don't

00:53:32.135 --> 00:53:33.197
think it's just the money.

00:53:33.577 --> 00:53:34.797
I think it's the engagement,

00:53:35.197 --> 00:53:36.057
knowing that not every

00:53:36.097 --> 00:53:37.318
member is going to be engaged,

00:53:37.338 --> 00:53:38.280
but the more that are,

00:53:38.340 --> 00:53:39.559
the better our association is.

00:53:39.599 --> 00:53:40.601
I don't know if APTA does that.

00:53:41.061 --> 00:53:41.942
I know it was talked about.

00:53:43.262 --> 00:53:44.163
I would be for it.

00:53:44.483 --> 00:53:45.664
I would even say that

00:53:45.704 --> 00:53:47.445
company could or should pay

00:53:47.485 --> 00:53:48.166
less per member.

00:53:48.286 --> 00:53:49.226
I would have no problem

00:53:49.266 --> 00:53:50.568
paying as an individual

00:53:50.608 --> 00:53:51.728
because I do think we are,

00:53:52.068 --> 00:53:56.351
hashtag Sharon Dunn, better together.

00:53:56.552 --> 00:53:57.693
So what's the next step?

00:53:57.793 --> 00:53:59.494
You've got seventeen, eighteen,

00:53:59.534 --> 00:54:00.554
if you're keeping track,

00:54:00.574 --> 00:54:01.456
people in the pipeline.

00:54:01.936 --> 00:54:04.097
When do you start doing

00:54:04.117 --> 00:54:05.559
interviews and then what's your process?

00:54:07.233 --> 00:54:07.833
Great question.

00:54:08.253 --> 00:54:08.695
Real quick.

00:54:08.755 --> 00:54:14.460
So a lot of the DMs or emails will be like,

00:54:15.141 --> 00:54:15.822
hey, I'm interested.

00:54:16.021 --> 00:54:17.164
This really resonated with me.

00:54:17.304 --> 00:54:17.724
Wow.

00:54:18.164 --> 00:54:18.545
Cool.

00:54:18.565 --> 00:54:18.945
Whatever.

00:54:19.166 --> 00:54:19.905
And then they'll say,

00:54:20.226 --> 00:54:21.648
I'm reaching out because

00:54:22.068 --> 00:54:23.911
I'm interested and looking

00:54:23.951 --> 00:54:24.811
for more information.

00:54:25.311 --> 00:54:26.954
So if you are at the more

00:54:26.974 --> 00:54:28.295
information stage in order

00:54:28.355 --> 00:54:29.396
to be efficient,

00:54:30.297 --> 00:54:31.798
We just send them a PDF.

00:54:31.858 --> 00:54:32.780
It's like seven or eight

00:54:32.800 --> 00:54:34.862
pages and it's a FAQ document.

00:54:34.902 --> 00:54:36.264
It's a frequently asked question document.

00:54:36.605 --> 00:54:37.585
Good.

00:54:37.666 --> 00:54:40.168
And that answers like everything,

00:54:40.208 --> 00:54:43.172
like how we do marketing, like visits,

00:54:43.572 --> 00:54:45.655
documentation, liability insurance,

00:54:45.715 --> 00:54:46.617
literally like, I mean,

00:54:46.657 --> 00:54:47.577
it's most of the questions.

00:54:47.677 --> 00:54:48.599
I made that because...

00:54:49.500 --> 00:54:50.701
then I can just send it and

00:54:50.840 --> 00:54:51.621
it answers a lot of the

00:54:51.641 --> 00:54:52.402
common questions then they

00:54:52.422 --> 00:54:53.402
might have questions after

00:54:53.443 --> 00:54:55.983
that um but ultimately the

00:54:56.143 --> 00:54:58.485
process after the faq after

00:54:58.505 --> 00:55:00.246
they like and by the way

00:55:00.827 --> 00:55:01.728
sidebar it's kind of

00:55:01.768 --> 00:55:03.489
obvious but it's like if

00:55:03.509 --> 00:55:04.590
you're actually interested

00:55:04.650 --> 00:55:06.411
like you should be looking

00:55:06.451 --> 00:55:07.132
at our google reviews

00:55:07.152 --> 00:55:08.291
looking at our website then

00:55:08.452 --> 00:55:10.353
then like and the best candidates do this

00:55:10.793 --> 00:55:11.835
They're like, wow,

00:55:11.914 --> 00:55:12.735
I saw this one Google

00:55:12.775 --> 00:55:14.637
review and this person said X, Y, Z,

00:55:14.697 --> 00:55:15.717
or I looked on your website

00:55:15.757 --> 00:55:16.639
and this one page on your

00:55:16.659 --> 00:55:17.579
website was like kind of

00:55:17.659 --> 00:55:19.081
unique or whatever.

00:55:19.282 --> 00:55:20.842
And they'll say something

00:55:20.983 --> 00:55:21.844
specific from it.

00:55:21.864 --> 00:55:22.905
So that's like a little, you know,

00:55:22.925 --> 00:55:23.786
if you if you want to

00:55:23.826 --> 00:55:25.206
butter me up like there you go.

00:55:26.768 --> 00:55:28.188
So after this stage would be

00:55:28.510 --> 00:55:29.510
an intro phone call.

00:55:29.630 --> 00:55:31.311
So it's a phone call typically with me.

00:55:32.333 --> 00:55:33.914
Ten or fifteen minutes in

00:55:33.954 --> 00:55:34.833
that ten or fifteen minute

00:55:34.893 --> 00:55:35.653
intro phone call.

00:55:36.635 --> 00:55:38.775
It is to try to qualify.

00:55:38.835 --> 00:55:40.735
Does it make sense for us to

00:55:40.896 --> 00:55:41.556
do the next step?

00:55:41.615 --> 00:55:42.536
The next step would be a

00:55:42.597 --> 00:55:43.657
sixty minute zoom interview.

00:55:43.936 --> 00:55:45.378
So in this intro phone call,

00:55:46.358 --> 00:55:48.159
we're going to just talk high level.

00:55:50.389 --> 00:55:51.451
Maybe I have the resume.

00:55:51.650 --> 00:55:53.313
I typically have a resume or

00:55:53.353 --> 00:55:54.052
CV or whatever.

00:55:54.773 --> 00:55:56.014
But if not, it's like, you know,

00:55:56.054 --> 00:55:57.115
send it after this call or whatever.

00:55:57.135 --> 00:55:58.376
But it really it's like,

00:55:58.396 --> 00:55:59.157
does it make sense for us

00:55:59.177 --> 00:55:59.918
to do the next step,

00:55:59.938 --> 00:56:01.559
which is a sixty minute Zoom interview?

00:56:02.701 --> 00:56:04.041
And then from that phone call.

00:56:05.483 --> 00:56:06.583
I think I'm getting better.

00:56:06.983 --> 00:56:08.666
I get I'm better at the next stage.

00:56:08.686 --> 00:56:09.887
So if I do, obviously,

00:56:09.907 --> 00:56:11.188
like if I do a Zoom video

00:56:11.228 --> 00:56:12.128
call with someone and you

00:56:12.148 --> 00:56:13.068
can kind of see them and

00:56:13.168 --> 00:56:14.731
feel them and it's almost like in person.

00:56:16.266 --> 00:56:18.067
I think in the first, you know, ten,

00:56:18.106 --> 00:56:18.447
fifteen,

00:56:18.467 --> 00:56:20.208
twenty minutes of that video call,

00:56:20.449 --> 00:56:22.170
you know, I know, like,

00:56:22.771 --> 00:56:23.690
do they have the goods?

00:56:23.731 --> 00:56:24.791
Do they are they like our

00:56:24.851 --> 00:56:25.972
ideal therapist or not?

00:56:27.092 --> 00:56:27.713
And then we go from there.

00:56:27.733 --> 00:56:28.434
Then, you know,

00:56:28.755 --> 00:56:30.775
the evaluation in person and, you know,

00:56:30.815 --> 00:56:32.536
reference checks and career

00:56:32.577 --> 00:56:33.498
history form or whatever.

00:56:33.697 --> 00:56:34.878
There are multiple steps, though.

00:56:35.378 --> 00:56:37.039
So, I mean, it's like, yeah.

00:56:37.079 --> 00:56:37.420
All right.

00:56:37.440 --> 00:56:39.541
So top of funnel, which is like a post,

00:56:39.601 --> 00:56:40.842
either paid or organic.

00:56:41.043 --> 00:56:41.262
Right.

00:56:41.302 --> 00:56:43.204
That's like this is what I'm offering.

00:56:43.925 --> 00:56:45.666
a little bit further down to save time,

00:56:45.726 --> 00:56:48.706
but to still be low time, high energy.

00:56:48.847 --> 00:56:50.467
It's this PDF that you've

00:56:50.726 --> 00:56:51.907
organically created over time,

00:56:51.947 --> 00:56:52.427
which is like,

00:56:53.027 --> 00:56:54.708
if I get these questions five times,

00:56:54.807 --> 00:56:55.809
I'm going to put on the PDF.

00:56:55.909 --> 00:56:57.309
Let me just, if you don't like it, like,

00:56:57.369 --> 00:56:57.949
this is how it is.

00:56:57.969 --> 00:56:58.528
I'm not changing.

00:56:58.570 --> 00:56:59.110
Boom, boom, boom.

00:56:59.590 --> 00:57:00.409
So from there you do a

00:57:00.469 --> 00:57:01.489
fifteen minute interview.

00:57:01.851 --> 00:57:02.951
And if that feel good, you go,

00:57:03.150 --> 00:57:04.771
you go to the hour.

00:57:04.791 --> 00:57:05.010
Correct.

00:57:05.050 --> 00:57:06.211
Or the in person.

00:57:06.311 --> 00:57:06.492
Yep.

00:57:07.045 --> 00:57:08.686
Yeah, okay.

00:57:08.706 --> 00:57:10.208
It's not complicated.

00:57:10.327 --> 00:57:12.068
Here's an easy way where we

00:57:12.108 --> 00:57:13.911
immediately disqualify someone.

00:57:14.431 --> 00:57:15.371
Oh, yeah.

00:57:15.411 --> 00:57:17.293
We send them the FAQ document.

00:57:17.393 --> 00:57:18.514
Again, I can't recall.

00:57:18.554 --> 00:57:19.434
It's like seven and a half,

00:57:19.494 --> 00:57:20.496
maybe eight pages total.

00:57:22.958 --> 00:57:23.559
Send that to them.

00:57:24.039 --> 00:57:25.420
They ask another question after.

00:57:25.739 --> 00:57:29.603
And I say, the answer to that FAQ,

00:57:30.083 --> 00:57:30.905
the answer to that question

00:57:31.125 --> 00:57:32.246
was in the FAQ document.

00:57:33.806 --> 00:57:34.226
That's like,

00:57:34.286 --> 00:57:35.726
and then you usually like the

00:57:35.746 --> 00:57:38.246
conversations, like just completely over,

00:57:38.266 --> 00:57:40.007
like we have a nice life, like,

00:57:40.047 --> 00:57:41.588
but I don't even, we don't even,

00:57:42.208 --> 00:57:43.429
it's just dead air.

00:57:43.548 --> 00:57:44.628
Like, I mean, what else do you say?

00:57:44.648 --> 00:57:46.670
Like, obviously, you know,

00:57:46.730 --> 00:57:48.349
if you're really serious about us,

00:57:48.389 --> 00:57:50.710
which I know in some, some job prospects,

00:57:50.751 --> 00:57:52.152
like they're praying and spraying,

00:57:52.231 --> 00:57:53.331
they're hitting up every company.

00:57:53.952 --> 00:57:54.172
That's,

00:57:54.411 --> 00:57:56.253
that's also probably not the right fit.

00:57:57.351 --> 00:57:59.612
can you please edit that PDF

00:57:59.652 --> 00:58:00.753
and put an Easter egg in there?

00:58:00.833 --> 00:58:02.112
Like some sort of Easter egg.

00:58:02.353 --> 00:58:02.974
Like, yeah.

00:58:03.273 --> 00:58:05.293
Like, well, just for the audience.

00:58:05.414 --> 00:58:06.074
So like, like, uh, what,

00:58:06.175 --> 00:58:08.375
like tell the audience, like,

00:58:08.815 --> 00:58:09.536
it would be like a sentence

00:58:09.556 --> 00:58:12.856
that says like, um, like, like, like a,

00:58:12.876 --> 00:58:13.717
like a professor would do

00:58:13.737 --> 00:58:14.317
on the syllabus.

00:58:14.356 --> 00:58:16.717
Like if you send me a picture of your dog,

00:58:16.797 --> 00:58:17.318
I will give you,

00:58:17.938 --> 00:58:19.739
Ten extra points on your worst exam,

00:58:20.099 --> 00:58:20.440
whatever.

00:58:20.940 --> 00:58:21.519
And like, of course,

00:58:21.579 --> 00:58:22.420
no one reads the syllabus.

00:58:22.440 --> 00:58:22.940
But all of a sudden,

00:58:22.960 --> 00:58:25.702
when she gets the dog picture at random,

00:58:25.882 --> 00:58:27.664
like she knows someone did the homework.

00:58:28.125 --> 00:58:28.744
So I don't know.

00:58:28.864 --> 00:58:30.905
I don't like I just I love Easter eggs.

00:58:30.945 --> 00:58:31.967
We used to put Easter eggs

00:58:32.146 --> 00:58:33.248
everywhere on the radio station.

00:58:33.288 --> 00:58:33.648
I worked.

00:58:34.568 --> 00:58:34.949
I need that.

00:58:35.048 --> 00:58:36.090
I need to put something in there.

00:58:36.230 --> 00:58:37.289
What would be for my

00:58:37.449 --> 00:58:38.570
interview process real quick?

00:58:38.610 --> 00:58:40.032
Like a compelling thing.

00:58:40.072 --> 00:58:41.233
Like I'll like.

00:58:42.659 --> 00:58:43.920
You say something about

00:58:43.980 --> 00:58:44.820
percentage of people who

00:58:44.880 --> 00:58:46.262
actually read FAQ documents,

00:58:46.483 --> 00:58:47.382
like the actual percentage

00:58:47.402 --> 00:58:48.463
of people who read FAQ

00:58:48.483 --> 00:58:50.005
documents is I don't know.

00:58:50.106 --> 00:58:51.706
Tell me if you if we ever talk.

00:58:51.746 --> 00:58:52.728
Tell me if you actually read this.

00:58:54.250 --> 00:58:54.949
Something like that,

00:58:54.990 --> 00:58:56.532
like put it in there three

00:58:56.572 --> 00:58:57.652
quarters of the way through.

00:58:58.974 --> 00:59:00.456
That shows you actually did the thing.

00:59:01.567 --> 00:59:01.987
David said,

00:59:02.027 --> 00:59:02.827
remember when the Raiders... I

00:59:02.847 --> 00:59:03.389
don't remember this.

00:59:03.469 --> 00:59:04.769
I do remember Jamarcus Russell,

00:59:04.829 --> 00:59:05.871
and he had a huge contract,

00:59:05.911 --> 00:59:07.052
and he did nothing for the Raiders.

00:59:07.791 --> 00:59:08.753
The Raiders gave Jamarcus

00:59:08.793 --> 00:59:09.753
Russell a blank tape to

00:59:09.793 --> 00:59:11.014
determine whether or not he

00:59:11.034 --> 00:59:12.235
was actually studying film,

00:59:13.135 --> 00:59:13.836
and it probably turned out

00:59:13.876 --> 00:59:14.376
he was probably not

00:59:14.396 --> 00:59:15.338
studying film because he

00:59:15.358 --> 00:59:17.820
had some off-field challenges,

00:59:17.840 --> 00:59:19.501
to say the least.

00:59:19.601 --> 00:59:19.862
Yeah,

00:59:19.882 --> 00:59:21.483
I do need to have an Easter egg in

00:59:21.503 --> 00:59:23.664
there somewhere, even if it's like,

00:59:23.684 --> 00:59:25.126
you know, hey, my favorite color is green,

00:59:25.286 --> 00:59:26.306
so the next time you speak,

00:59:26.327 --> 00:59:27.748
can you remind me?

00:59:27.947 --> 00:59:29.088
No, just my favorite color is green.

00:59:30.588 --> 00:59:31.570
My favorite color is green.

00:59:31.710 --> 00:59:32.693
Do with that what you will.

00:59:33.112 --> 00:59:33.914
But then would I,

00:59:33.934 --> 00:59:36.278
you want me to ask them and say, Hey, Hey,

00:59:36.298 --> 00:59:37.181
what's your favorite color?

00:59:37.221 --> 00:59:38.001
What do you think mine is?

00:59:38.202 --> 00:59:38.643
I don't know.

00:59:38.702 --> 00:59:40.646
Like, and again, I'm just saying like,

00:59:40.666 --> 00:59:41.288
have some fun with it.

00:59:42.054 --> 00:59:44.213
Yeah, I thought with the Easter egg,

00:59:44.233 --> 00:59:45.295
it would be a little more direct,

00:59:45.335 --> 00:59:49.175
like on the next step, the Zoom interview,

00:59:50.175 --> 00:59:51.016
you know.

00:59:51.056 --> 00:59:52.675
Touch your nose, if you really want to.

00:59:52.715 --> 00:59:54.856
Touch your nose or say, hey, you know,

00:59:54.956 --> 00:59:56.177
I heard green's your favorite color.

00:59:56.476 --> 00:59:57.237
Well, something silly.

00:59:57.436 --> 00:59:57.657
But like,

00:59:57.856 --> 01:00:00.318
so to confirm that they actually

01:00:00.378 --> 01:00:01.757
read the FAQ document and

01:00:01.777 --> 01:00:02.737
the importance is not

01:00:03.478 --> 01:00:04.878
reading FAQ word for word.

01:00:04.898 --> 01:00:05.878
The importance is that you

01:00:06.338 --> 01:00:07.559
pay attention to details

01:00:07.659 --> 01:00:08.699
and not use the problem.

01:00:09.860 --> 01:00:10.019
Right.

01:00:11.141 --> 01:00:13.925
I got word that one of our

01:00:13.945 --> 01:00:15.387
weekend broadcasters at the

01:00:15.407 --> 01:00:16.509
radio station I worked that

01:00:16.528 --> 01:00:17.851
I used to run would always

01:00:17.871 --> 01:00:19.052
show up like five minutes late.

01:00:19.472 --> 01:00:20.092
And you wouldn't know it

01:00:20.112 --> 01:00:21.094
because of all the automation.

01:00:21.315 --> 01:00:21.916
It would just run.

01:00:22.016 --> 01:00:22.896
But if I'm paying you and I

01:00:22.956 --> 01:00:23.657
actually paid all my

01:00:23.697 --> 01:00:25.900
weekend part time people an extra hour,

01:00:26.460 --> 01:00:26.740
I was like,

01:00:26.780 --> 01:00:28.483
I'm paying you the hour before you start.

01:00:28.523 --> 01:00:29.364
So you're there on time and

01:00:29.385 --> 01:00:29.885
you're prepared.

01:00:30.626 --> 01:00:31.646
I'm asking for it but I'm

01:00:31.686 --> 01:00:33.068
paying for it so I got wind

01:00:33.407 --> 01:00:34.728
this kid is showing up five

01:00:34.768 --> 01:00:35.530
ten minutes late which is

01:00:35.570 --> 01:00:36.311
not cool which means he's

01:00:36.371 --> 01:00:37.431
missing his first break or

01:00:37.472 --> 01:00:38.753
two no bueno you don't do

01:00:38.773 --> 01:00:40.134
that in radio that's hard

01:00:40.173 --> 01:00:41.494
no unless you are bleeding

01:00:41.574 --> 01:00:43.195
or mauled by a bear so

01:00:43.255 --> 01:00:44.536
instead of asking him or

01:00:44.597 --> 01:00:45.878
calling the radio station

01:00:45.898 --> 01:00:46.518
because he could have been

01:00:46.539 --> 01:00:46.918
like oh it's in the

01:00:46.938 --> 01:00:48.739
bathroom whatever I went

01:00:48.820 --> 01:00:50.621
and sat in the radio studio

01:00:51.021 --> 01:00:51.742
but it was like I was

01:00:51.782 --> 01:00:52.804
behind the door so when he

01:00:52.903 --> 01:00:53.884
opened it I was still hidden

01:00:54.704 --> 01:00:55.887
So what I did was I went in

01:00:56.027 --> 01:00:56.929
an hour before when he was

01:00:56.949 --> 01:00:57.550
supposed to be there.

01:00:57.952 --> 01:00:59.914
And the minute he was supposed to be there,

01:00:59.996 --> 01:01:01.197
I turned the radio station

01:01:01.318 --> 01:01:02.320
automation off.

01:01:03.422 --> 01:01:06.148
So when that song ended, we were off.

01:01:06.724 --> 01:01:10.166
the air, which is sacrilegious.

01:01:10.385 --> 01:01:11.485
You never go off the air.

01:01:11.525 --> 01:01:11.945
But I was like,

01:01:12.487 --> 01:01:13.967
I need to inject adrenaline

01:01:13.987 --> 01:01:15.407
into this kid's life.

01:01:15.427 --> 01:01:16.568
Do you want this job or not?

01:01:16.588 --> 01:01:18.208
Because he told me on the interview,

01:01:18.670 --> 01:01:19.829
this is my dream job.

01:01:19.849 --> 01:01:20.269
I'm like, great.

01:01:20.289 --> 01:01:21.271
I need you to show up an hour early.

01:01:21.311 --> 01:01:22.110
This is when you're getting paid.

01:01:22.451 --> 01:01:23.251
So we're off the air.

01:01:23.472 --> 01:01:25.052
There's a thing called a silence alarm.

01:01:25.112 --> 01:01:26.612
So then the silence alarm is blaring.

01:01:26.934 --> 01:01:27.813
And I hear a door.

01:01:28.074 --> 01:01:28.893
And I hear feet.

01:01:29.014 --> 01:01:29.434
And he runs.

01:01:29.454 --> 01:01:30.534
And he blows into the studio.

01:01:30.835 --> 01:01:31.715
And he's trying to panic.

01:01:31.755 --> 01:01:32.576
Why is it off the air?

01:01:32.655 --> 01:01:33.356
There's automation.

01:01:33.697 --> 01:01:34.137
What's going on?

01:01:34.456 --> 01:01:35.378
And he gets it going and

01:01:35.418 --> 01:01:35.978
he's breathing and

01:01:35.998 --> 01:01:36.679
breathing and breathing.

01:01:36.739 --> 01:01:38.280
And just like, I don't know, Darth Vader.

01:01:38.599 --> 01:01:40.221
I'm just like, said, running late today.

01:01:41.442 --> 01:01:42.023
And you would, I mean,

01:01:42.043 --> 01:01:43.523
this guy went instantly white.

01:01:43.603 --> 01:01:44.644
And I was like, happens again,

01:01:44.664 --> 01:01:45.065
you're gone.

01:01:45.125 --> 01:01:47.025
And I just walked out the room.

01:01:47.045 --> 01:01:48.807
Never showed up late again.

01:01:48.907 --> 01:01:50.929
How late was he?

01:01:50.969 --> 01:01:51.630
How late was he?

01:01:51.829 --> 01:01:52.269
Oh, like...

01:01:53.333 --> 01:01:54.655
a minute but you but he was

01:01:54.775 --> 01:01:55.818
he was sixty one minutes

01:01:55.858 --> 01:01:56.898
late because I was paying

01:01:56.918 --> 01:01:57.780
you at eleven when you're

01:01:57.800 --> 01:01:59.121
on the air at twelve and if

01:01:59.141 --> 01:01:59.842
you're a minute late in

01:01:59.882 --> 01:02:01.565
radio if you're a minute

01:02:01.585 --> 01:02:02.626
late in radio my man we're

01:02:02.666 --> 01:02:04.009
off the air like I need you

01:02:04.028 --> 01:02:05.291
to understand that so there

01:02:05.311 --> 01:02:06.532
was that was like I mean I

01:02:06.572 --> 01:02:07.273
guess like a real life

01:02:07.313 --> 01:02:08.394
example of my Easter egg

01:02:08.456 --> 01:02:09.277
but now we're going sideways

01:02:10.152 --> 01:02:10.552
Real quick,

01:02:10.572 --> 01:02:11.655
can we just put these on the screen?

01:02:11.675 --> 01:02:12.436
Because these are great

01:02:12.496 --> 01:02:14.318
example for practitioners out there.

01:02:14.338 --> 01:02:16.621
So David said, when we post a job,

01:02:17.083 --> 01:02:18.023
we ask all applicants to

01:02:18.043 --> 01:02:19.385
call a phone line to answer

01:02:19.507 --> 01:02:20.869
three questions on a voicemail.

01:02:20.909 --> 01:02:21.909
If they do not call,

01:02:21.969 --> 01:02:23.331
we do not review their application.

01:02:23.351 --> 01:02:25.536
This cuts down on so many applicants.

01:02:26.016 --> 01:02:26.615
I love that.

01:02:26.835 --> 01:02:27.536
It's efficient.

01:02:27.635 --> 01:02:29.036
It takes David and his team

01:02:29.177 --> 01:02:29.936
out of the process.

01:02:29.976 --> 01:02:30.177
Right.

01:02:30.617 --> 01:02:31.516
And then they can just they

01:02:31.536 --> 01:02:32.217
can just listen to the

01:02:32.237 --> 01:02:33.338
voicemail later on their

01:02:33.378 --> 01:02:34.257
drive home or whenever.

01:02:34.677 --> 01:02:35.197
And then you hear the

01:02:35.237 --> 01:02:36.378
tonality of the applicant.

01:02:36.418 --> 01:02:36.878
You hear their

01:02:36.918 --> 01:02:38.039
professionalism a little bit

01:02:38.139 --> 01:02:39.278
kind of comes through or

01:02:39.298 --> 01:02:40.099
they just don't do it.

01:02:40.159 --> 01:02:41.760
And they're like, oh, you're not serious.

01:02:42.219 --> 01:02:43.639
Here's what I like about this,

01:02:43.679 --> 01:02:44.639
but I don't like about

01:02:44.659 --> 01:02:45.340
because some people take

01:02:45.360 --> 01:02:46.601
this to the extreme and

01:02:46.641 --> 01:02:49.302
it's not really in PT as much.

01:02:49.382 --> 01:02:50.722
It's more like in communications,

01:02:50.922 --> 01:02:52.061
which is also where I dabble.

01:02:52.382 --> 01:02:53.061
They'll ask you to do a

01:02:53.141 --> 01:02:55.063
project and no offense.

01:02:57.103 --> 01:02:57.923
I don't work for free.

01:02:58.204 --> 01:02:59.105
And I've done it before.

01:02:59.585 --> 01:03:00.826
And I'll tell you personally,

01:03:01.045 --> 01:03:02.266
PT companies have asked me

01:03:02.286 --> 01:03:04.027
for a ninety day plan, which is like,

01:03:05.028 --> 01:03:05.748
if you started working here,

01:03:05.789 --> 01:03:06.530
what's the things you would

01:03:06.550 --> 01:03:07.471
do in the map it out?

01:03:07.510 --> 01:03:08.231
And that takes a while.

01:03:08.271 --> 01:03:08.911
Like putting together a

01:03:08.931 --> 01:03:09.972
ninety day plan takes a while.

01:03:10.393 --> 01:03:11.532
I've seen companies do this,

01:03:11.853 --> 01:03:13.574
drag me through an interview process,

01:03:13.815 --> 01:03:14.815
lowball the hell out of me,

01:03:14.936 --> 01:03:15.815
essentially just get lost

01:03:16.197 --> 01:03:17.657
and then start to use my plan.

01:03:18.018 --> 01:03:18.898
Not good enough to hire,

01:03:19.378 --> 01:03:20.259
good enough to do the plan

01:03:20.278 --> 01:03:21.139
to take that work for free.

01:03:21.380 --> 01:03:23.702
So I like Dave's thing because it's quick.

01:03:23.742 --> 01:03:24.563
It's like three questions,

01:03:24.625 --> 01:03:25.264
like that's cool.

01:03:25.306 --> 01:03:26.266
Five, ten minutes, whatever.

01:03:26.306 --> 01:03:27.007
Be creative.

01:03:28.028 --> 01:03:29.050
Do it quickly, right?

01:03:29.391 --> 01:03:30.231
Have them text you a code

01:03:30.251 --> 01:03:30.992
that you wrote in your FAQ.

01:03:32.492 --> 01:03:33.952
I love this.

01:03:34.934 --> 01:03:35.233
I don't know.

01:03:35.434 --> 01:03:36.795
Who's Local Point PT and Wellness?

01:03:36.835 --> 01:03:38.295
Thank you for showing up live,

01:03:38.335 --> 01:03:38.735
commenting live.

01:03:38.755 --> 01:03:39.717
Use your names next time.

01:03:40.476 --> 01:03:41.217
Write your thing and then do

01:03:41.277 --> 01:03:44.199
hyphen like Steve or Mary or whatever.

01:03:44.559 --> 01:03:45.079
I love this.

01:03:45.239 --> 01:03:47.501
I need to edit the FAQ and

01:03:47.902 --> 01:03:49.922
re-download it as a PDF or whatever.

01:03:50.903 --> 01:03:51.824
Put in a code.

01:03:51.864 --> 01:03:53.485
Have them text me a code

01:03:53.806 --> 01:03:54.766
that I wrote in the FAQ.

01:03:55.427 --> 01:03:56.047
That's a great idea.

01:03:56.186 --> 01:03:56.507
I love it.

01:03:56.768 --> 01:03:58.369
And then, then it's, that's what I wanted,

01:03:58.389 --> 01:03:58.568
Jimmy.

01:03:58.648 --> 01:03:58.929
I wanted,

01:03:59.028 --> 01:04:00.050
I wanted something that confirmed,

01:04:00.090 --> 01:04:01.751
not like they know my color is green,

01:04:01.771 --> 01:04:03.030
but like it may or may not come up.

01:04:03.210 --> 01:04:03.672
No, I want,

01:04:03.751 --> 01:04:05.072
I want the confirmation that

01:04:05.112 --> 01:04:07.153
they were a little bit more meticulous.

01:04:07.653 --> 01:04:09.175
Like why, if you're serious about if,

01:04:09.295 --> 01:04:10.416
if this is such a great role,

01:04:10.835 --> 01:04:11.556
why wouldn't you read the

01:04:11.596 --> 01:04:14.657
FAQ once or twice before we talked again?

01:04:14.998 --> 01:04:15.639
I would fail this.

01:04:15.759 --> 01:04:16.978
I'm the guy who never read the syllabus.

01:04:17.019 --> 01:04:18.340
I'm like, I'm here for this.

01:04:18.740 --> 01:04:20.262
This is how I learn that.

01:04:20.282 --> 01:04:22.302
But but you're not a PT anymore.

01:04:22.342 --> 01:04:24.684
You're you know, you're a digital creator.

01:04:24.764 --> 01:04:25.806
So I really am.

01:04:26.925 --> 01:04:27.106
All right.

01:04:27.126 --> 01:04:27.626
Parting shots.

01:04:29.351 --> 01:04:30.210
Man, parting shots.

01:04:31.612 --> 01:04:32.572
I still disagree with Tony

01:04:32.692 --> 01:04:34.273
about putting pricing on

01:04:34.313 --> 01:04:35.373
the website for practices,

01:04:35.413 --> 01:04:37.793
but I do appreciate your

01:04:37.813 --> 01:04:40.094
guys' feedback on putting

01:04:40.235 --> 01:04:41.175
the salary out there,

01:04:41.215 --> 01:04:42.436
putting out some of the

01:04:43.797 --> 01:04:45.077
positives of a job post.

01:04:45.297 --> 01:04:46.356
And I appreciate your

01:04:46.378 --> 01:04:47.958
feedback in terms of like, hey,

01:04:47.998 --> 01:04:49.619
maybe this long post would be good,

01:04:49.639 --> 01:04:50.998
but like maybe hiring at the top,

01:04:51.059 --> 01:04:52.539
but still that type of a long post.

01:04:54.119 --> 01:04:55.201
So yeah, it's my parting shots.

01:04:55.221 --> 01:04:56.840
Okay.

01:04:56.860 --> 01:04:57.802
Understand what business you're in.

01:04:59.742 --> 01:05:00.583
If you're seeing the

01:05:00.623 --> 01:05:03.983
shrinking supply and increasing demand,

01:05:04.123 --> 01:05:05.023
understand that you are in

01:05:05.043 --> 01:05:05.844
the hiring business.

01:05:05.925 --> 01:05:07.405
You are in the marketing, hiring,

01:05:07.585 --> 01:05:08.204
real estate,

01:05:09.206 --> 01:05:10.306
patient acquisition business.

01:05:10.326 --> 01:05:11.346
I know it feels like PT,

01:05:11.527 --> 01:05:12.427
but that's just a how.

01:05:12.547 --> 01:05:13.606
That's not a what, a where.

01:05:13.887 --> 01:05:15.847
Sorry, that's not a what, a who, or a why.

01:05:15.967 --> 01:05:17.068
Understand what business you're in,

01:05:17.389 --> 01:05:19.088
and the game gets a lot easier.

01:05:19.148 --> 01:05:20.829
Afosa, jumping on the live stream earlier.

01:05:20.969 --> 01:05:21.369
That's awesome.

01:05:21.690 --> 01:05:22.909
We'll be back on Thursday,

01:05:22.989 --> 01:05:23.610
and I'm going to try to get

01:05:23.650 --> 01:05:24.590
Tony to do that episode

01:05:24.610 --> 01:05:26.070
that I just sort of tipped my hand to,

01:05:26.510 --> 01:05:28.771
which is what would be each

01:05:28.811 --> 01:05:31.532
of our three solutions to hiring?

01:05:32.092 --> 01:05:33.931
If you have ten percent of

01:05:33.952 --> 01:05:35.172
your positions open and you

01:05:35.193 --> 01:05:35.733
need to get it,

01:05:36.012 --> 01:05:37.253
which if you go to a lot of

01:05:37.273 --> 01:05:38.873
these big PT organizations,

01:05:39.193 --> 01:05:39.793
and I know a lot of them

01:05:39.813 --> 01:05:40.634
are just like they put them

01:05:40.653 --> 01:05:41.253
up there just so they

01:05:41.273 --> 01:05:42.614
always get an influx of applications.

01:05:43.054 --> 01:05:43.994
But if that's your problem,

01:05:44.233 --> 01:05:45.355
what are you doing differently?

01:05:45.574 --> 01:05:47.514
Is the answer more Indeed posts?

01:05:48.056 --> 01:05:49.057
No, that's not the answer.

01:05:49.179 --> 01:05:50.322
It's be different.

01:05:50.422 --> 01:05:51.425
So we'll see you guys.

01:05:51.445 --> 01:05:51.947
Different or better.

01:05:51.967 --> 01:05:52.728
Yeah, thank you.

01:05:52.748 --> 01:05:53.851
Yeah, be better.

01:05:53.871 --> 01:05:54.233
That's the way.