What a Rock Radio DJ Learned That Every PT Needs to Hear

WEBVTT

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You're listening to the PT Pinecast,

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where smart people in healthcare come to

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make noise.

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Here's your host, Jimmy McKay.

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Amit, thanks for hosting my show.

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Is that what we're doing?

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Feels like it.

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We're going to flip things around.

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Here,

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usually I'm on the left and now I'll

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switch.

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Now I'm on the right.

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Good.

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Now I'm in the guest chair.

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I am the host interviewing you this time.

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And people who listen to this will get

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an idea of why we're doing what we're

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doing with this stuff.

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And I think this was spurred from an

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idea that you and I had when we

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were doing the NBA thing.

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And I said, you know,

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you provide such a great thing

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for everybody and opportunities to voice

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our opinion about what's going on in the

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industry.

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You voice your opinion.

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But how many people know your origin story

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and know you?

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And I'm going to get into it.

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And I kind of figured out,

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let me figure out how to use AI.

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AI's in here doing all this stuff.

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And I said, you know what?

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I said to AI, I said, this host,

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Jimmy McKay, you know,

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what could I ask him?

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What questions could I ask him if I

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was the actual host?

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So if this stuff is

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talking about things that you didn't do,

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then obviously I put the wrong Jimmy McKay

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in.

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I'm curious to find out.

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I'm eager.

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Yeah, let's see what it says.

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So basically,

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I'm going to read off questions and I

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can't do it like a DJ like you.

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So everybody out there, forgive me,

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but I'll do my best.

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So Jimmy,

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you went from a rock radio physical

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therapy.

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Wait, what does it say?

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You went from rock radio to physical

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therapy.

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Yep.

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What was the moment that made you decide

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to take that leap,

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to go from rock radio to physical therapy?

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Oh, I know exactly when it was.

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I was driving home from the radio station

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one day.

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So like, I'll set this up.

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All I wanted,

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I did the morning announcements in sixth

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grade.

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then said i don't know what this is

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but this is cool i went to college

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for journalism and communications i ran

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the college radio station for three years

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and when i say college radio station small

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tiny little upstate new york um catholic

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school you know it's probably nine people

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listening to the radio station when i did

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my first show at like midnight no idea

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what even physical therapy was at the time

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no no no yeah i'm twenty one years

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old right i all i want to do

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is be a radio dj

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And I worked the college radio station.

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I get internships.

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I wound up getting an internship one year

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for a big station in New York.

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If you're in,

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if you're in New York area,

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you knew as K rock,

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it was WXRK where Howard Stern was like

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based out of.

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So he was simulcasted,

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but that was the station.

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That was like sort of my last internship.

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And that was, I mean,

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just an insane summer.

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After that,

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I got to come back home to the

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Hudson Valley,

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New York and run my hometown radio station

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or help run my hometown radio station.

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I was on the air and then I

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would do off the air stuff.

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So like dream job.

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So I'm twenty one years old.

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I have my dream job.

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Right.

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Fast forward a couple of years.

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I moved to a bigger station and a

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bigger market.

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I get to do a little more.

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Eventually,

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my boss moves on to a bigger job.

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I get to now take over my boss's

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job.

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I now have my dream job.

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Eleven year old Jimmy McKay is now

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Could not be happier.

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I run a rock radio station.

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I have a radio show five hours a

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day.

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I help other.

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We just make up contests, give away.

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The goal is just be interesting or try

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to be interesting or be entertaining.

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Right.

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I'm doing that for several years.

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And then in two thousand and eight to

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get to your question,

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when was the moment I knew I had

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to make the jump is I had the

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my iPhone.

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We didn't call it the iPhone seventeen.

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It was just iPhone.

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the first one that came out, right?

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It wasn't even iPhone one,

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it was just iPhone.

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And someone had texted me a link to

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listen to something.

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And I like pressed it in my car

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and I have my car like plugged into

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like my aux cord to my stereo.

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And I was listening,

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they sent me a link to listen to

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a live stream from a radio station in

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California when I was in Pennsylvania.

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And I remember just thinking like,

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wait a second,

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you can do radio over this thing?

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Like,

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What does that mean?

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And like,

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it was like stuttery and buffery in two

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thousand and eight.

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But in my brain, I was like,

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where does this go?

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What happens when this gets less stuttery

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and less buffery and gets better?

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And went back to work the next day

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and was like, hey, everybody,

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we need to pay attention to this.

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And nobody in the room thought this was

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a threat at all.

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And I looked at this as a thread

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up and down.

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And I didn't know what the jump was

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going to be.

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But I was like,

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radio is not going to be the same

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in ten years.

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And I was like twenty eight at the

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time.

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I'm like,

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what am I going to do for the

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next thirty years of my life?

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So went to go to law school,

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got halfway through the Kaplan prep course

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before I was like, no,

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not I have no idea what language this

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is.

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I did a year of business school,

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didn't mind that, but I didn't love it.

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Um,

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and then I was a weekend warrior

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triathlete and the guy in charge of like

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our bike rides was sort of a,

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was a PT.

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And I was like, this seems cool.

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This seems interesting.

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It seems people centered and hung up

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everything I do.

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Well,

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I still needed like a year of

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prerequisites.

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So I was still like taking classes while

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I was in the radio studio.

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Um,

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so I did that for a couple of

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years until I got into PT school and

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that was it.

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So that's, that's,

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that's where the change came from.

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So while you're in PT school, you see,

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obviously you're learning anatomy,

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which is very different than being a DJ.

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Did you at any point while you're in

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PT school realize, Hey, you know,

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I have a different, not take on things,

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but my communication skill is very

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different than some of these other

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people's communication skills.

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How do I meld the two together?

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Or what can I use from my radio

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background to make this more interesting?

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Or were you just like,

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I want to get through PT school.

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I just want to be a clinician.

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Yeah, I think the last one,

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I think literally I looking back or what

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I would tell someone is like,

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if you have these different skills,

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lean into them.

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I think I was trying to just blend

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in.

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Like, no, I can.

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I was trying to prove myself because a

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lot of people were tenured.

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Most of my class was ten years younger

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than me.

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So I was just trying to like, no,

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I can do this.

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I can keep up.

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I can learn and I'm smart here.

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It was probably like in the second year

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of PT school when we went to do

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like subjective exam.

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And I remember my classmates were like,

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very much like,

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what are the nine questions I need to

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ask?

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And I'm like, well,

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you don't just ask one and then wait

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for the answer,

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then pick your next question.

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And to some of them, that was like...

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gibberish.

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They were like, no, no, no, no.

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I need to memorize nine,

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the nine questions.

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We're going to be graded on this.

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And I'm like, no,

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like ask a question and then let that

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answer dictate your next question.

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But I never,

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it wasn't until I accidentally started a

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podcast.

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Did I ever actually,

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and even then I started it as a

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goof.

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Like I didn't think it was going to

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be a thing and I'm still not sure

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what the hell it is.

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I think it's just art imitating life,

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but no,

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I'd love to say it was strategic.

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It wasn't.

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It wasn't.

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We got PT podcast,

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which I call a media company,

00:06:44.973 --> 00:06:46.814
but you know, so tell me this,

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you've done hundreds of episodes.

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What conversations changed the way you

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think about our profession?

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Everybody's in there giving their takes on

00:06:55.365 --> 00:06:55.845
different things.

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Is there something that you've heard that

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you were like, Oh,

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this changes the way I've been thinking

00:07:00.129 --> 00:07:00.591
about things.

00:07:01.202 --> 00:07:02.463
Um, most of them do.

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Most of them change it.

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Maybe it's not like the most profound,

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you know, world changing way,

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but I'll give an example.

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I was probably like seven or eight months

00:07:11.774 --> 00:07:11.915
in

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maybe a year and change into the podcast.

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I was getting close to graduating.

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And we went on a service learning trip

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to Costa Rica.

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So we spent two weeks in an orphanage

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in Costa Rica at the end of PT

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school.

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And I was like, this is cool.

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But I still have no idea what the

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hell I'm going to do when I graduate.

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Everybody else is like locking up jobs.

00:07:28.783 --> 00:07:29.923
They know exactly what setting they're

00:07:29.942 --> 00:07:31.103
going to be in and where they're going

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to work.

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And I had no idea.

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I was still like,

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I don't think I belong here.

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Just felt,

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always felt like the black sheep.

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And I met a kid in Costa Rica

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who had muscular dystrophy.

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And he had the greatest attitude on life

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and didn't own his own clothing.

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And yet woke up every day like the

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happiest person on the planet.

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Lived in an orphanage.

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Isn't that just incredible?

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I was like,

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I couldn't wait to go down there and

00:07:57.103 --> 00:07:57.363
show...

00:07:58.341 --> 00:07:59.983
the people who worked in the orphanage and

00:08:00.002 --> 00:08:01.483
the people down there, how much we knew.

00:08:01.903 --> 00:08:04.365
And then that was the exact opposite is

00:08:04.425 --> 00:08:05.605
I wound up learning from that.

00:08:06.086 --> 00:08:07.947
So the thing that pissed me off was

00:08:08.146 --> 00:08:08.367
he,

00:08:08.607 --> 00:08:09.867
he just sat in a tilt and space

00:08:09.887 --> 00:08:10.687
wheelchair all day.

00:08:11.569 --> 00:08:12.850
He had some wrist function.

00:08:12.970 --> 00:08:14.750
And I remember turning to a professor and

00:08:14.790 --> 00:08:14.971
said,

00:08:15.011 --> 00:08:16.591
if he was in the U S what

00:08:16.612 --> 00:08:18.312
would he have technology wise?

00:08:18.752 --> 00:08:19.632
And she was like, Oh, he'd have a,

00:08:19.812 --> 00:08:20.913
probably have a power wheelchair,

00:08:20.954 --> 00:08:21.134
but

00:08:22.437 --> 00:08:23.720
Use this as learning experience.

00:08:23.860 --> 00:08:25.000
How do you like price one of those?

00:08:25.021 --> 00:08:25.922
How do you build one of those?

00:08:25.942 --> 00:08:26.923
So we use like, you know,

00:08:26.983 --> 00:08:28.685
company's website and she was asking me

00:08:28.725 --> 00:08:30.447
questions and I was answering and then she

00:08:30.487 --> 00:08:31.408
built it and she's like, now,

00:08:31.428 --> 00:08:32.809
how much do you think this costs?

00:08:33.510 --> 00:08:34.432
And I was like, I don't know,

00:08:34.451 --> 00:08:35.232
fifteen grand.

00:08:35.253 --> 00:08:36.654
She's like probably about thirty three.

00:08:36.995 --> 00:08:38.918
And I was like, wow,

00:08:38.977 --> 00:08:39.818
it was I think it was a little

00:08:39.839 --> 00:08:39.979
more.

00:08:41.669 --> 00:08:42.929
And I just started the podcast.

00:08:43.129 --> 00:08:44.730
And then I was just pissed that like,

00:08:44.770 --> 00:08:46.051
here's this kid who's got this great

00:08:46.091 --> 00:08:47.432
outlook on life and he's just not going

00:08:47.451 --> 00:08:48.871
to get this thing that could change his

00:08:48.971 --> 00:08:51.013
minute to minute existence because he's

00:08:51.232 --> 00:08:51.413
what?

00:08:51.653 --> 00:08:54.254
He's born in Costa Rica and that's it.

00:08:54.854 --> 00:08:58.955
So we started a GoFundMe page that night.

00:08:59.195 --> 00:09:01.475
So the night the service ordering trip

00:09:01.556 --> 00:09:03.796
ended, spring break started for a week.

00:09:04.417 --> 00:09:05.576
So instead of flying home,

00:09:05.636 --> 00:09:07.618
some of us stayed in Costa Rica and

00:09:07.658 --> 00:09:08.618
had a couple bottles of rum.

00:09:09.607 --> 00:09:11.549
And instead of me doing backflips into the

00:09:11.570 --> 00:09:12.410
pool the first night,

00:09:12.591 --> 00:09:14.812
I was at the kitchen counter figuring out,

00:09:15.033 --> 00:09:16.794
how do you get thirty three grand for

00:09:16.835 --> 00:09:19.317
a kid who doesn't own his own clothes?

00:09:19.998 --> 00:09:22.581
So I just started doing episodes about it

00:09:22.681 --> 00:09:23.942
and said, give me ten bucks,

00:09:23.981 --> 00:09:24.663
give me ten bucks,

00:09:24.682 --> 00:09:25.403
give me one hundred bucks.

00:09:26.203 --> 00:09:28.004
And companies started coming on board.

00:09:28.065 --> 00:09:28.625
People would be like,

00:09:28.666 --> 00:09:31.668
here's a hundred bucks, you know, here,

00:09:31.687 --> 00:09:33.448
just giving and never asking for anything

00:09:33.469 --> 00:09:33.908
in return.

00:09:34.269 --> 00:09:35.730
So I think we raised thirty three thousand

00:09:35.769 --> 00:09:37.572
dollars in sixty six days.

00:09:37.631 --> 00:09:38.331
Wow.

00:09:38.432 --> 00:09:40.133
And so you asked me like what the

00:09:40.793 --> 00:09:42.995
what the interview or the episode was that

00:09:43.034 --> 00:09:43.816
showed me something.

00:09:43.956 --> 00:09:45.777
It sort of showed me that like you

00:09:45.817 --> 00:09:47.577
can use your familiar skills in unfamiliar

00:09:47.597 --> 00:09:50.899
ways if you really lock on to a

00:09:50.961 --> 00:09:51.181
goal.

00:09:52.352 --> 00:09:53.734
Um, so like my goal was like,

00:09:53.813 --> 00:09:54.754
I want to make sure I at least

00:09:55.173 --> 00:09:56.673
accomplished something by the time I

00:09:56.693 --> 00:09:57.355
graduated.

00:09:57.894 --> 00:09:59.075
And that was the thing I was like,

00:09:59.154 --> 00:09:59.674
I don't know what this,

00:09:59.836 --> 00:10:01.135
these two things are connected,

00:10:01.155 --> 00:10:03.096
but they're connected somehow.

00:10:03.136 --> 00:10:06.477
So do you use your PT podcast company

00:10:06.518 --> 00:10:08.817
or PT podcast website to help other,

00:10:08.898 --> 00:10:09.899
let's say, um,

00:10:10.339 --> 00:10:12.120
companies launch their own podcast or

00:10:12.159 --> 00:10:14.039
their own companies to launch their own

00:10:14.120 --> 00:10:14.299
podcast?

00:10:14.320 --> 00:10:16.341
I've done that, but before we hit record,

00:10:16.360 --> 00:10:16.520
um,

00:10:17.621 --> 00:10:18.922
Gosh, healthcare.

00:10:19.602 --> 00:10:20.863
Before I came to healthcare, I was like,

00:10:21.163 --> 00:10:22.244
healthcare is just this big,

00:10:22.644 --> 00:10:25.605
stable thing that has lots of money and

00:10:25.644 --> 00:10:26.664
lots of smart people.

00:10:26.764 --> 00:10:27.445
And this will be great.

00:10:27.645 --> 00:10:28.926
Once I get in, I'm in.

00:10:29.865 --> 00:10:31.167
And then I get here and realize what

00:10:31.287 --> 00:10:32.067
margins are.

00:10:32.726 --> 00:10:33.587
Yeah.

00:10:34.628 --> 00:10:37.129
What margins are and what PT margins are.

00:10:38.402 --> 00:10:40.082
And then, you know, I mean,

00:10:40.102 --> 00:10:41.982
it's not like radio is unregulated,

00:10:42.023 --> 00:10:44.664
but it wasn't as highly regulated.

00:10:44.725 --> 00:10:45.325
Maybe it's, you know,

00:10:45.384 --> 00:10:46.884
obviously healthcare should be regulated.

00:10:46.945 --> 00:10:48.206
But like,

00:10:48.225 --> 00:10:49.907
I remember just like talking to smart

00:10:49.947 --> 00:10:52.248
people and watching them just be so like,

00:10:52.307 --> 00:10:53.807
I understand your idea is good, Jimmy,

00:10:53.847 --> 00:10:55.589
but like, it can't happen in healthcare.

00:10:55.629 --> 00:10:56.729
And in the beginning being like,

00:10:56.969 --> 00:10:57.889
I'll prove you wrong.

00:10:58.722 --> 00:10:59.543
And most of them were like,

00:10:59.663 --> 00:11:01.163
I'd love for you to prove me wrong.

00:11:01.183 --> 00:11:02.604
They weren't doing it to be difficult.

00:11:03.725 --> 00:11:06.325
So I've helped people.

00:11:07.466 --> 00:11:08.405
It's a different planet.

00:11:08.806 --> 00:11:09.806
Healthcare is a different planet.

00:11:09.885 --> 00:11:13.187
I've been in it almost as long as

00:11:13.246 --> 00:11:13.988
I was in radio.

00:11:14.488 --> 00:11:16.587
And I can see the differences.

00:11:17.208 --> 00:11:17.469
So yeah,

00:11:17.509 --> 00:11:18.288
I've done a little bit of everything.

00:11:18.609 --> 00:11:20.730
I threw a party at CSM a couple

00:11:20.750 --> 00:11:21.129
years ago.

00:11:22.601 --> 00:11:24.202
um where the thing was i was a

00:11:24.222 --> 00:11:25.544
little pissed off i was like we all

00:11:25.565 --> 00:11:28.226
come together we drop tens of you know

00:11:28.366 --> 00:11:29.727
thousands and thousands of dollars on

00:11:29.768 --> 00:11:31.990
hotel rooms and money and renting out a

00:11:32.049 --> 00:11:34.351
conference center as a profession we go to

00:11:34.371 --> 00:11:36.813
a city and drop lots of money but

00:11:36.833 --> 00:11:38.475
i'm like where's the give where's the

00:11:38.615 --> 00:11:40.236
where's the as soon as we leave and

00:11:40.577 --> 00:11:43.679
you know the accounting association comes

00:11:43.720 --> 00:11:44.941
in next week no one knows we were

00:11:44.980 --> 00:11:46.743
here so i was like you can do

00:11:46.783 --> 00:11:47.363
cool stuff

00:11:48.089 --> 00:11:48.828
and make an impact.

00:11:48.869 --> 00:11:50.509
So I rented out the San Diego Children's

00:11:50.549 --> 00:11:50.970
Museum,

00:11:51.429 --> 00:11:53.811
got liquor and a band and a comedian

00:11:53.990 --> 00:11:55.791
and music and the whole nine.

00:11:56.250 --> 00:11:57.392
And I raised one hundred twenty five

00:11:57.432 --> 00:11:58.111
thousand dollars,

00:11:58.392 --> 00:12:00.852
spent ninety and then gave the margin away

00:12:00.893 --> 00:12:02.332
to three nonprofits.

00:12:02.832 --> 00:12:04.333
And then I gave away how I did

00:12:04.374 --> 00:12:06.494
it in a YouTube video and was waiting

00:12:06.514 --> 00:12:08.034
for everybody to come Russian and steal

00:12:08.054 --> 00:12:08.554
the idea.

00:12:08.914 --> 00:12:10.654
And no one did so.

00:12:12.275 --> 00:12:12.615
Yeah,

00:12:12.755 --> 00:12:14.596
I don't I look at things differently,

00:12:14.655 --> 00:12:16.317
but I also understand that there are rules

00:12:17.365 --> 00:12:18.086
Yeah.

00:12:18.106 --> 00:12:19.167
Well, you definitely give back.

00:12:19.226 --> 00:12:19.386
I mean,

00:12:19.407 --> 00:12:21.008
that's the whole reason that I was here,

00:12:21.028 --> 00:12:22.389
and that's the reason I'm asking you

00:12:22.428 --> 00:12:22.869
questions.

00:12:23.230 --> 00:12:25.510
You served on the Foundation of Physical

00:12:25.551 --> 00:12:27.351
Therapy Research Board of Trustees.

00:12:27.731 --> 00:12:29.513
You've worked with the Academy of

00:12:29.673 --> 00:12:30.774
Orthopedic PT.

00:12:31.073 --> 00:12:33.696
You've held roles in Fox Rehab and Mount

00:12:33.735 --> 00:12:34.196
Sinai.

00:12:34.735 --> 00:12:36.697
What drives you to keep saying yes to

00:12:36.716 --> 00:12:37.518
these opportunities?

00:12:37.697 --> 00:12:40.299
Is it a meld of something?

00:12:40.340 --> 00:12:40.779
What is it?

00:12:41.539 --> 00:12:42.640
Yeah, there's a good fight.

00:12:42.660 --> 00:12:42.780
Yeah.

00:12:44.706 --> 00:12:45.988
I talked to a buddy who's sort of

00:12:46.008 --> 00:12:47.609
a semi-career coach not long ago,

00:12:47.629 --> 00:12:49.510
and we built this fictitious...

00:12:49.650 --> 00:12:49.971
Because I'm like,

00:12:50.010 --> 00:12:51.032
I don't know where to go.

00:12:51.491 --> 00:12:51.952
For me,

00:12:52.092 --> 00:12:54.274
there's no job description that I can

00:12:54.313 --> 00:12:56.034
typically apply for.

00:12:56.075 --> 00:12:56.916
Sometimes there are.

00:12:57.817 --> 00:12:59.418
A marketing or communications role would

00:12:59.437 --> 00:13:01.339
be a good fit sometimes.

00:13:01.639 --> 00:13:02.519
But there's not a ton of them out

00:13:02.559 --> 00:13:02.799
there.

00:13:04.682 --> 00:13:05.881
And he literally said,

00:13:05.902 --> 00:13:07.163
but what's the difference?

00:13:07.222 --> 00:13:08.504
Why don't you just... So he said,

00:13:08.543 --> 00:13:09.004
he's like...

00:13:09.830 --> 00:13:11.350
if I gave you as much money as

00:13:11.370 --> 00:13:13.831
you think you need all the resources and

00:13:13.851 --> 00:13:15.332
you're going to go work at Samsung and

00:13:15.352 --> 00:13:16.453
you're going to sell TVs,

00:13:16.514 --> 00:13:17.333
would you want to do it?

00:13:17.394 --> 00:13:19.115
And I was like, no.

00:13:19.615 --> 00:13:20.336
And he's like, why?

00:13:20.395 --> 00:13:23.677
And I'm like, there's no good fight there.

00:13:24.018 --> 00:13:24.357
You know,

00:13:24.557 --> 00:13:26.599
I'm not worried that the world is lacking

00:13:26.779 --> 00:13:28.019
TVs or whatever.

00:13:28.080 --> 00:13:28.780
And he's like, right.

00:13:29.061 --> 00:13:29.341
So he's like,

00:13:29.360 --> 00:13:30.301
you got to look for that.

00:13:31.042 --> 00:13:31.282
So,

00:13:31.522 --> 00:13:32.682
and it might seem like there wasn't a

00:13:32.702 --> 00:13:34.663
good fight in radio, but there was like,

00:13:36.563 --> 00:13:37.663
When you work for a radio station,

00:13:37.683 --> 00:13:38.965
you try to make the radio station cool

00:13:39.164 --> 00:13:40.485
because you have to build up audience.

00:13:41.245 --> 00:13:43.225
So people think the product of a radio

00:13:43.265 --> 00:13:44.946
station is the radio station.

00:13:45.066 --> 00:13:45.525
It's not.

00:13:45.626 --> 00:13:47.067
The product of a radio station is the

00:13:47.307 --> 00:13:49.187
audience that you build every day.

00:13:49.207 --> 00:13:51.488
Because then you take that audience and

00:13:51.508 --> 00:13:53.448
you turn to a car dealer,

00:13:53.568 --> 00:13:56.549
a restaurant franchise in your local

00:13:56.570 --> 00:13:57.429
community and you go,

00:13:57.990 --> 00:14:00.410
I can marry my audience to your needs.

00:14:00.510 --> 00:14:01.811
I can put those things together.

00:14:02.591 --> 00:14:04.351
And I like it because the audience never

00:14:04.392 --> 00:14:04.871
paid for...

00:14:06.083 --> 00:14:07.644
us to listen to us.

00:14:08.465 --> 00:14:10.886
They voted with their time every single

00:14:10.927 --> 00:14:12.927
day, every hour, every minute.

00:14:12.967 --> 00:14:13.989
And if we earned it,

00:14:16.350 --> 00:14:17.250
we had to earn it.

00:14:17.370 --> 00:14:18.510
And we knew who our audience,

00:14:18.851 --> 00:14:20.052
we knew what we owed them.

00:14:20.572 --> 00:14:23.094
So I look at that in healthcare where

00:14:23.114 --> 00:14:23.394
I'm like,

00:14:23.875 --> 00:14:25.115
I know you're good at what you're doing,

00:14:25.154 --> 00:14:26.755
but you have to earn their attention

00:14:26.775 --> 00:14:27.817
before they think of you.

00:14:28.496 --> 00:14:30.658
And I don't think that's on the first

00:14:30.678 --> 00:14:33.600
things for people who own their own health

00:14:33.639 --> 00:14:34.660
practices to think about.

00:14:36.197 --> 00:14:36.938
Yeah.

00:14:36.958 --> 00:14:37.058
Well,

00:14:37.099 --> 00:14:38.919
you spent years putting other people's

00:14:38.940 --> 00:14:39.759
stories out there.

00:14:40.240 --> 00:14:41.660
What's something about your own journey

00:14:42.221 --> 00:14:44.623
and in our profession that no one knows

00:14:44.663 --> 00:14:44.923
about?

00:14:45.644 --> 00:14:46.283
That no one knows?

00:14:46.303 --> 00:14:46.825
I talk a lot,

00:14:46.845 --> 00:14:47.825
so I don't know if there's anything that

00:14:47.845 --> 00:14:48.725
people don't know about.

00:14:49.025 --> 00:14:52.727
I think the funny part is I forget

00:14:53.469 --> 00:14:56.169
that new people come to listen all the

00:14:56.210 --> 00:14:56.610
time.

00:14:56.951 --> 00:14:58.312
And I feel like I've told my story,

00:14:58.792 --> 00:15:00.793
you know, fifty times in the last decade.

00:15:01.433 --> 00:15:02.573
But still, when people come in,

00:15:02.734 --> 00:15:03.014
they don't

00:15:03.951 --> 00:15:05.231
they don't start with my background.

00:15:05.272 --> 00:15:05.711
You know what I mean?

00:15:05.731 --> 00:15:07.134
Like I remember someone's like,

00:15:07.153 --> 00:15:08.153
I've been listening for three or four

00:15:08.195 --> 00:15:08.335
years.

00:15:08.375 --> 00:15:09.195
I just found out you used to be

00:15:09.215 --> 00:15:09.576
in radio.

00:15:09.596 --> 00:15:10.456
It makes complete sense.

00:15:10.475 --> 00:15:11.716
And I'm like, how'd you not know that?

00:15:11.736 --> 00:15:12.038
But I'm like,

00:15:12.398 --> 00:15:14.158
I don't start every conversation with

00:15:14.200 --> 00:15:14.500
that.

00:15:15.179 --> 00:15:16.581
So I think like people need to remind,

00:15:16.701 --> 00:15:19.964
people need to be reminded that a lot

00:15:20.004 --> 00:15:21.345
of times they're interacting with you for

00:15:21.365 --> 00:15:22.166
the first time.

00:15:23.527 --> 00:15:26.109
But really the goal is them.

00:15:26.490 --> 00:15:28.812
The goal is I make sure whatever I'm

00:15:28.871 --> 00:15:30.552
doing is valuable to you or you're going

00:15:30.572 --> 00:15:32.495
to stop listening or they get focused on.

00:15:33.279 --> 00:15:33.519
Right.

00:15:33.860 --> 00:15:35.000
So is there anything that people don't

00:15:35.041 --> 00:15:35.561
know about me?

00:15:36.981 --> 00:15:40.102
I don't know.

00:15:40.123 --> 00:15:41.563
Well, you sit at a rare intersection,

00:15:41.604 --> 00:15:42.924
and I was saying this to you before

00:15:42.965 --> 00:15:43.205
too,

00:15:43.625 --> 00:15:45.546
of clinical knowledge and professional

00:15:45.586 --> 00:15:46.527
communication, right?

00:15:46.626 --> 00:15:48.086
Which is very different than the typical

00:15:48.147 --> 00:15:48.628
PT.

00:15:48.988 --> 00:15:50.489
Where do you think that combination is

00:15:50.528 --> 00:15:52.549
needed most right now in healthcare?

00:15:53.610 --> 00:15:53.950
Oh,

00:15:54.730 --> 00:15:58.072
right now in healthcare is making sure

00:15:58.712 --> 00:16:00.212
that organizations can find the right

00:16:00.232 --> 00:16:00.754
clinicians, right?

00:16:02.884 --> 00:16:05.745
It used to be patient acquisition,

00:16:06.125 --> 00:16:07.726
making sure people know what we do and

00:16:07.767 --> 00:16:08.147
get them.

00:16:08.567 --> 00:16:10.248
And from all the people that I talked

00:16:10.268 --> 00:16:12.028
to, they're like, that's a problem,

00:16:12.109 --> 00:16:14.049
but not in our top three right now.

00:16:14.070 --> 00:16:17.172
We need to find and keep talent.

00:16:18.479 --> 00:16:19.340
And then I come in and I go,

00:16:19.480 --> 00:16:20.100
why can't you?

00:16:20.320 --> 00:16:22.182
I just start doing what a PT does.

00:16:22.422 --> 00:16:24.364
But it's also what a good journalist or

00:16:24.943 --> 00:16:26.024
communicator does, which is like,

00:16:26.465 --> 00:16:27.225
what are you doing now?

00:16:27.446 --> 00:16:28.226
Who are you looking for?

00:16:28.527 --> 00:16:29.346
Why can't you find them?

00:16:29.467 --> 00:16:30.408
What have you tried that's worked?

00:16:30.749 --> 00:16:31.548
What hasn't worked?

00:16:31.889 --> 00:16:33.070
Let's write that down.

00:16:33.129 --> 00:16:34.171
What are you trying to communicate?

00:16:34.471 --> 00:16:36.153
Show me now how you're doing that.

00:16:36.513 --> 00:16:38.313
And let's dissect what you're doing.

00:16:39.215 --> 00:16:41.437
Because it's a shame to have a great

00:16:41.636 --> 00:16:42.597
service or product

00:16:43.779 --> 00:16:45.221
That could really help people,

00:16:45.562 --> 00:16:46.842
not like just selling TVs.

00:16:47.323 --> 00:16:49.024
And the reason you can't deliver more of

00:16:49.065 --> 00:16:50.466
it is you can't find the right people.

00:16:50.547 --> 00:16:52.128
And there are the right people out there.

00:16:52.869 --> 00:16:55.772
So I didn't expect that because I don't

00:16:55.792 --> 00:16:57.394
think that was the problem ten years ago.

00:16:57.927 --> 00:16:59.307
It definitely was not the problem ten

00:16:59.347 --> 00:16:59.788
years ago.

00:17:00.149 --> 00:17:01.429
So that's the big one for me.

00:17:01.470 --> 00:17:03.211
Ten years ago was explaining to patients

00:17:03.231 --> 00:17:04.472
that we weren't personal trainers,

00:17:04.492 --> 00:17:05.653
that we were physical therapists.

00:17:05.733 --> 00:17:07.275
And how can you come to us and

00:17:07.315 --> 00:17:09.096
what can we do for you as opposed

00:17:09.116 --> 00:17:10.097
to a massage therapist?

00:17:10.117 --> 00:17:11.239
It was just convincing people.

00:17:11.298 --> 00:17:13.500
Now it's how do we get more people

00:17:13.840 --> 00:17:16.163
into the profession or how do we recruit

00:17:16.182 --> 00:17:16.482
more people?

00:17:16.502 --> 00:17:18.984
Because we have now delivered a service

00:17:19.005 --> 00:17:20.487
that people recognize and want.

00:17:21.267 --> 00:17:24.808
How do we get more clinicians that want

00:17:24.828 --> 00:17:26.329
to stay and they'll get burned out and

00:17:26.369 --> 00:17:28.230
just enjoy what they do and wake up

00:17:28.250 --> 00:17:29.451
in the morning wanting to help people?

00:17:29.711 --> 00:17:30.051
Correct.

00:17:30.071 --> 00:17:30.991
So I think in radio,

00:17:31.913 --> 00:17:33.133
one of the things I got to do

00:17:33.173 --> 00:17:35.233
or had to do was listen both ways.

00:17:36.295 --> 00:17:38.355
So it wasn't just like, here's this thing,

00:17:38.655 --> 00:17:39.776
audience, listen to it.

00:17:39.896 --> 00:17:40.557
It was really like,

00:17:40.596 --> 00:17:41.656
how do I pay attention to it?

00:17:41.696 --> 00:17:42.597
Like, they don't like this.

00:17:43.722 --> 00:17:45.503
okay, well then do I,

00:17:45.564 --> 00:17:47.384
at what point do I stop doing whatever

00:17:47.423 --> 00:17:48.845
it is that they don't like, right?

00:17:48.865 --> 00:17:49.984
If one person doesn't like it,

00:17:50.005 --> 00:17:50.705
that's nothing.

00:17:50.746 --> 00:17:52.026
But if ten or a hundred of them

00:17:52.046 --> 00:17:53.426
don't like it, that's signal.

00:17:53.926 --> 00:17:55.748
So I do sit at that intersection where

00:17:55.788 --> 00:17:56.887
I talk to a lot of clinicians and

00:17:56.907 --> 00:17:58.749
a lot of owners and I'm saying,

00:17:58.769 --> 00:18:00.809
you know, they're begging for mentorship.

00:18:00.849 --> 00:18:01.410
What do you have?

00:18:01.430 --> 00:18:01.809
I'm like, oh,

00:18:01.829 --> 00:18:03.150
we put mentorship on the website.

00:18:03.190 --> 00:18:03.570
And I'm like,

00:18:03.611 --> 00:18:04.711
is there a program for that?

00:18:05.530 --> 00:18:05.851
Yeah.

00:18:06.711 --> 00:18:07.172
Is it good?

00:18:08.156 --> 00:18:08.997
Nah, it could be better.

00:18:09.157 --> 00:18:09.837
Or it is good.

00:18:10.377 --> 00:18:11.659
How do you communicate that?

00:18:12.398 --> 00:18:13.380
We say mentorship.

00:18:13.759 --> 00:18:15.560
You say mentorship, they hear nothing.

00:18:15.580 --> 00:18:16.602
They hear vagueness.

00:18:17.221 --> 00:18:17.682
So it is,

00:18:18.261 --> 00:18:19.182
I know people know me as the guy

00:18:19.202 --> 00:18:19.962
who talks a lot,

00:18:20.203 --> 00:18:21.124
but I do pay attention.

00:18:21.163 --> 00:18:22.724
I do read and listen a lot because

00:18:22.765 --> 00:18:24.546
that's the way to know what to talk

00:18:24.566 --> 00:18:25.787
about, in my opinion.

00:18:25.807 --> 00:18:27.607
Right.

00:18:27.647 --> 00:18:29.788
Well, as far as you're headed, okay,

00:18:29.868 --> 00:18:31.450
if the right opportunity landed in front

00:18:31.470 --> 00:18:32.130
of you tomorrow,

00:18:32.789 --> 00:18:34.651
one that fully used both your peaky brain

00:18:35.311 --> 00:18:36.392
and your media skills,

00:18:36.952 --> 00:18:37.692
what does that look like?

00:18:38.914 --> 00:18:40.315
One of two situations for me,

00:18:40.635 --> 00:18:41.976
because I'd like to stay in the

00:18:41.996 --> 00:18:42.415
profession.

00:18:42.715 --> 00:18:43.236
I really would.

00:18:44.717 --> 00:18:47.156
It would either be working for a practice,

00:18:47.557 --> 00:18:48.317
and I guess they would have to be

00:18:48.357 --> 00:18:49.938
large enough to be able to hire someone

00:18:49.978 --> 00:18:50.298
like me.

00:18:50.978 --> 00:18:52.659
So we'll say like a mid-size to large

00:18:52.699 --> 00:18:56.700
practice and help them just make their

00:18:56.740 --> 00:19:00.221
good work well known so that they can

00:19:00.861 --> 00:19:03.162
attract the people that they're a good fit

00:19:03.201 --> 00:19:04.301
for.

00:19:05.363 --> 00:19:06.462
I'd rather have them have...

00:19:07.750 --> 00:19:10.814
half as many applications but have the

00:19:10.913 --> 00:19:12.654
batting average of those half of those

00:19:12.695 --> 00:19:15.877
applications be higher as in half the

00:19:15.897 --> 00:19:18.059
amount of people apply next year but of

00:19:18.119 --> 00:19:21.002
those people twice as many are good fits

00:19:21.103 --> 00:19:22.744
and stick around for two to five years

00:19:23.484 --> 00:19:26.147
so that's one side the other is i

00:19:26.228 --> 00:19:29.431
do think there's a lot of opportunity for

00:19:29.711 --> 00:19:30.411
technology

00:19:31.587 --> 00:19:33.449
And I do hear from a lot of

00:19:33.489 --> 00:19:34.670
technology people who are just like,

00:19:35.250 --> 00:19:36.411
I made this great app or I made

00:19:36.451 --> 00:19:37.751
this great platform and everyone's going

00:19:37.771 --> 00:19:38.451
to buy it and love it.

00:19:38.531 --> 00:19:39.392
All I got to do is buy some

00:19:39.511 --> 00:19:39.772
apps.

00:19:39.952 --> 00:19:41.574
And I'm like, yes, my friend,

00:19:41.794 --> 00:19:43.434
I really wish it was that easy because

00:19:43.474 --> 00:19:44.894
we'd have all this technology all over the

00:19:44.914 --> 00:19:45.935
place that worked.

00:19:46.596 --> 00:19:46.836
Right.

00:19:47.797 --> 00:19:48.837
So I think there's some,

00:19:49.739 --> 00:19:52.080
I think that's all because practice owners

00:19:52.101 --> 00:19:54.202
are inundated with this is the next thing.

00:19:54.502 --> 00:19:56.183
This is the next thing powered by AI.

00:19:56.884 --> 00:19:57.605
Here's where it is.

00:19:57.885 --> 00:20:00.127
So I think it's marrying the right people.

00:20:00.887 --> 00:20:02.970
So a practice to the right clinician or

00:20:02.990 --> 00:20:05.211
the technology to the right company to

00:20:05.311 --> 00:20:07.114
make the best impact.

00:20:07.233 --> 00:20:08.355
I don't want to just do more.

00:20:08.734 --> 00:20:09.675
I want to do more right.

00:20:10.616 --> 00:20:11.537
And I think that's simple,

00:20:11.557 --> 00:20:13.298
but not necessarily easy all the time.

00:20:14.949 --> 00:20:16.369
yeah i get it well what does it

00:20:16.390 --> 00:20:17.631
feel like to be on the other side

00:20:17.651 --> 00:20:21.375
of the mic being interviewed a little out

00:20:21.434 --> 00:20:24.376
of control right because because do you do

00:20:24.416 --> 00:20:26.558
more talking with me asking questions and

00:20:26.578 --> 00:20:28.080
you're talking a lot or is it usually

00:20:28.121 --> 00:20:29.521
the other way and while you're playing

00:20:29.781 --> 00:20:32.805
you're playing tetris yeah i get to listen

00:20:32.825 --> 00:20:35.146
a lot more uh when i'm when i'm

00:20:35.386 --> 00:20:37.048
you know when i'm on your seat and

00:20:37.068 --> 00:20:38.109
then i get to sort of

00:20:38.690 --> 00:20:40.070
i just look at like everything someone's

00:20:40.111 --> 00:20:42.133
talking about is like a point in the

00:20:42.232 --> 00:20:43.973
middle of a dry erase board and then

00:20:43.993 --> 00:20:45.535
i'm just wondering how does that apply to

00:20:45.555 --> 00:20:46.675
this or how does that apply to that

00:20:46.715 --> 00:20:47.797
because there's a straight line between

00:20:47.817 --> 00:20:49.077
any two points you learn that in you

00:20:49.097 --> 00:20:51.940
know fifth grade geometry and that's sort

00:20:51.960 --> 00:20:53.561
of how i look about how i look

00:20:53.582 --> 00:20:54.942
at topics or what we're talking about was

00:20:54.962 --> 00:20:57.565
like okay how would that affect this or

00:20:57.605 --> 00:20:59.425
what now or what next or how would

00:20:59.465 --> 00:21:01.307
you i mean one of the one of

00:21:01.326 --> 00:21:03.429
the first like ideas for launching the

00:21:03.449 --> 00:21:04.029
podcast

00:21:05.046 --> 00:21:06.106
I sat in a room full of,

00:21:06.126 --> 00:21:06.467
I don't know,

00:21:06.487 --> 00:21:08.087
a thousand people at a conference and

00:21:08.107 --> 00:21:09.868
listened to someone on stage and they

00:21:09.888 --> 00:21:10.368
were, you know,

00:21:10.449 --> 00:21:12.130
yammering on about something that was

00:21:12.150 --> 00:21:13.050
going over my head.

00:21:13.131 --> 00:21:14.211
And I just assumed it was because I

00:21:14.231 --> 00:21:15.192
was a second year student.

00:21:15.833 --> 00:21:15.952
Well,

00:21:15.972 --> 00:21:17.394
I meet him in the bar an hour

00:21:17.433 --> 00:21:19.295
later and over two pints of beer,

00:21:20.134 --> 00:21:21.476
I realized I understood everything that

00:21:21.496 --> 00:21:22.076
guy was saying,

00:21:22.497 --> 00:21:23.757
but he was on stage and he was

00:21:23.797 --> 00:21:25.638
all buttoned up and he was a presenter

00:21:26.659 --> 00:21:26.939
here.

00:21:26.979 --> 00:21:28.579
We're having a conversation there.

00:21:28.599 --> 00:21:30.582
He was doing a presentation and one beats

00:21:30.602 --> 00:21:30.942
the other.

00:21:31.541 --> 00:21:31.882
So I was like,

00:21:31.902 --> 00:21:33.663
if I could do smart conversations at

00:21:33.702 --> 00:21:34.104
scale,

00:21:35.096 --> 00:21:36.297
Gosh, yeah, I mean,

00:21:36.317 --> 00:21:38.698
the show's got like five or six million

00:21:38.738 --> 00:21:40.638
downloads in the last couple of years.

00:21:40.699 --> 00:21:43.119
Like it's a lot of just like information

00:21:43.180 --> 00:21:45.881
bumping around in a digestible way.

00:21:46.101 --> 00:21:48.102
Look where we are now with AI.

00:21:48.122 --> 00:21:49.583
You could figure anything out,

00:21:49.603 --> 00:21:51.202
but the problem is now you can figure

00:21:51.363 --> 00:21:52.223
everything out.

00:21:52.344 --> 00:21:53.804
What thing do you work on?

00:21:53.884 --> 00:21:56.365
Now it's not the lack of information or

00:21:56.404 --> 00:21:57.145
processing.

00:21:57.465 --> 00:21:57.806
Now it's,

00:21:58.066 --> 00:21:59.467
you have to focus on one thing.

00:21:59.586 --> 00:22:00.906
What am I going to focus on?

00:22:00.926 --> 00:22:02.548
It's wild.

00:22:02.587 --> 00:22:02.768
Yeah.

00:22:03.483 --> 00:22:04.946
It is wild, yeah.

00:22:05.007 --> 00:22:05.607
Unfortunately,

00:22:05.627 --> 00:22:07.830
sometimes you chase shiny objects,

00:22:07.872 --> 00:22:08.211
but yeah.

00:22:08.271 --> 00:22:08.752
Overwhelm.

00:22:08.972 --> 00:22:09.775
Absolute overwhelm.

00:22:09.974 --> 00:22:10.736
Completely agree.

00:22:12.038 --> 00:22:13.461
Absolutely.

00:22:13.540 --> 00:22:15.724
Anything that we did not touch upon that

00:22:15.744 --> 00:22:17.528
you want everybody to know about you?

00:22:17.869 --> 00:22:19.330
No, I mean, one thing you said,

00:22:19.371 --> 00:22:19.611
you know,

00:22:19.671 --> 00:22:21.832
is like my communication skill when I was

00:22:21.872 --> 00:22:23.692
going through PT school,

00:22:24.093 --> 00:22:27.094
I think a lot of people will undervalue

00:22:27.114 --> 00:22:28.555
their own ability to communicate.

00:22:28.914 --> 00:22:30.756
And the way they do it is they

00:22:30.796 --> 00:22:34.678
try to over professionalize it where I

00:22:34.718 --> 00:22:35.979
want people to keep it simple.

00:22:37.028 --> 00:22:39.569
I'm like, you can only ask six questions,

00:22:39.609 --> 00:22:39.789
right?

00:22:39.869 --> 00:22:41.351
Who, what, where, when, why, how?

00:22:41.411 --> 00:22:42.411
Like, that's it.

00:22:42.451 --> 00:22:44.352
Now there's variations of those things.

00:22:45.153 --> 00:22:45.252
Well,

00:22:45.272 --> 00:22:47.034
I've seen your LinkedIn posts and you keep

00:22:47.074 --> 00:22:47.953
it pretty simple.

00:22:48.374 --> 00:22:49.213
I will tell you that.

00:22:49.674 --> 00:22:51.214
It's like your superpower.

00:22:51.756 --> 00:22:54.416
You simplify something and then you get a

00:22:54.436 --> 00:22:56.357
lot of people interacting and people jump

00:22:56.417 --> 00:22:57.637
on it and want to interact on it

00:22:57.657 --> 00:22:58.178
because they're like, hey,

00:22:58.218 --> 00:22:59.358
I have something to add to this.

00:22:59.888 --> 00:23:01.230
They look at it like an open door.

00:23:01.549 --> 00:23:02.730
I can understand this.

00:23:04.050 --> 00:23:04.151
Now,

00:23:04.191 --> 00:23:05.672
there are some things that require more

00:23:05.711 --> 00:23:07.291
nuance and can get complicated.

00:23:07.811 --> 00:23:09.792
But the person who can take a complicated

00:23:09.833 --> 00:23:11.294
thing and explain it simply,

00:23:12.494 --> 00:23:13.355
he really understands it.

00:23:13.595 --> 00:23:14.535
I think that was Einstein.

00:23:14.555 --> 00:23:16.115
If you can't explain it simply,

00:23:16.615 --> 00:23:17.737
you don't understand it.

00:23:19.208 --> 00:23:20.528
That might take a little longer,

00:23:21.009 --> 00:23:24.671
but that was, I think, our problem.

00:23:24.771 --> 00:23:26.132
And I think our profession has gotten

00:23:26.192 --> 00:23:28.054
better at that in communicating what our

00:23:28.173 --> 00:23:29.234
value is.

00:23:29.275 --> 00:23:30.615
When you say I'm valuable, I'm like,

00:23:30.655 --> 00:23:31.276
great, show me.

00:23:31.896 --> 00:23:33.637
Can you point to the value?

00:23:33.678 --> 00:23:34.598
Point to the outcome.

00:23:35.459 --> 00:23:36.519
Um, I, that,

00:23:36.640 --> 00:23:38.682
that's why I'm still bullish on,

00:23:38.942 --> 00:23:42.825
on PT and healthcare is we're now in

00:23:42.846 --> 00:23:45.228
a society that really values wellness.

00:23:45.948 --> 00:23:47.829
And the one thing you can't,

00:23:48.369 --> 00:23:49.651
the one thing you really own, right?

00:23:49.671 --> 00:23:50.172
Your health.

00:23:50.632 --> 00:23:51.113
Um,

00:23:51.192 --> 00:23:52.653
and I think people are willing to lean

00:23:52.713 --> 00:23:55.977
in a lot more now lean into doing

00:23:55.997 --> 00:23:57.478
the work for that than they were maybe

00:23:57.597 --> 00:23:58.679
ten or fifteen years ago.

00:23:58.719 --> 00:23:59.920
And I think that's a good thing.

00:23:59.940 --> 00:24:01.020
It's a good position to be in.

00:24:02.034 --> 00:24:02.334
Yeah.

00:24:02.534 --> 00:24:02.755
Yeah.

00:24:02.795 --> 00:24:03.035
I think,

00:24:03.134 --> 00:24:05.215
I think overall the APTA profession or the

00:24:05.256 --> 00:24:06.737
APTA, you know, had,

00:24:06.876 --> 00:24:08.438
had put a lot of value on what

00:24:08.478 --> 00:24:10.058
we did and how to convince people and

00:24:10.118 --> 00:24:12.540
just educate people, the public, right.

00:24:13.000 --> 00:24:14.801
And they went hard at it and, and,

00:24:15.163 --> 00:24:17.084
and I've seen it and that has changed.

00:24:17.304 --> 00:24:18.744
Now I see them putting their sites on

00:24:18.805 --> 00:24:21.307
reimbursement and educating re you know,

00:24:21.707 --> 00:24:22.406
payers and things.

00:24:22.467 --> 00:24:24.147
So, you know,

00:24:24.167 --> 00:24:25.888
let's see if something comes there too,

00:24:25.929 --> 00:24:26.809
because that would be great.

00:24:27.369 --> 00:24:27.931
Agreed.

00:24:28.010 --> 00:24:28.171
Yeah.

00:24:29.692 --> 00:24:30.554
Yeah, that's great.

00:24:30.993 --> 00:24:32.516
I think that's all the questions that I

00:24:33.096 --> 00:24:34.877
could come up with that I felt like

00:24:34.917 --> 00:24:36.318
they were intriguing enough and not

00:24:36.380 --> 00:24:36.839
boring.

00:24:36.920 --> 00:24:39.942
How did I do as a host?

00:24:40.463 --> 00:24:41.443
You seemed curious.

00:24:41.525 --> 00:24:42.546
I think that's all you need.

00:24:42.625 --> 00:24:43.326
I mean,

00:24:43.506 --> 00:24:45.669
and hosting a podcast or hosting a video

00:24:46.189 --> 00:24:47.790
and talking to a patient for the first

00:24:47.810 --> 00:24:48.951
time or the hundredth time,

00:24:49.372 --> 00:24:50.673
I think it's the same thing.

00:24:51.894 --> 00:24:52.114
right?

00:24:52.193 --> 00:24:52.414
I mean,

00:24:53.134 --> 00:24:55.376
Chris Voss is a hostage negotiator.

00:24:55.396 --> 00:24:55.657
He said,

00:24:55.758 --> 00:24:58.039
every conversation is a negotiation for

00:24:58.059 --> 00:24:58.519
information.

00:24:58.840 --> 00:25:00.061
I either want you to know something or

00:25:00.082 --> 00:25:01.824
I'm trying to get information from you or

00:25:01.844 --> 00:25:02.183
to you.

00:25:02.243 --> 00:25:02.663
That's it.

00:25:02.865 --> 00:25:03.345
Yeah.

00:25:03.464 --> 00:25:03.765
Yeah.

00:25:03.806 --> 00:25:05.446
So I know like a lot of times

00:25:05.467 --> 00:25:07.009
it'll feel like, uh, um,

00:25:07.528 --> 00:25:07.608
Well,

00:25:07.628 --> 00:25:09.590
that's funny because it sounds very

00:25:09.611 --> 00:25:11.271
similar to what I used to tell our

00:25:11.633 --> 00:25:13.153
new PTs that would come in and they

00:25:13.173 --> 00:25:13.815
were like, oh,

00:25:13.875 --> 00:25:16.416
I don't like sales and things like that.

00:25:16.457 --> 00:25:16.717
I said,

00:25:17.298 --> 00:25:19.439
you understand that everything is sales.

00:25:19.700 --> 00:25:21.520
When you go with your girlfriend to a

00:25:21.560 --> 00:25:23.522
movie theater and you want this movie and

00:25:23.542 --> 00:25:24.384
she wants that movie,

00:25:24.423 --> 00:25:25.744
you're selling your idea.

00:25:25.845 --> 00:25:27.486
When you're going to watch Netflix,

00:25:27.506 --> 00:25:28.566
you're selling your idea.

00:25:28.586 --> 00:25:29.366
When you go to a meal,

00:25:29.406 --> 00:25:30.366
you're selling your idea.

00:25:30.708 --> 00:25:31.627
That's all that is.

00:25:31.688 --> 00:25:32.949
If you believe in what we do and

00:25:32.969 --> 00:25:34.390
you believe that you can help the person,

00:25:34.410 --> 00:25:35.490
you're not selling them.

00:25:35.609 --> 00:25:37.171
You're educating them so they can make the

00:25:37.211 --> 00:25:37.770
right choice.

00:25:38.211 --> 00:25:38.971
Agreed.

00:25:39.412 --> 00:25:41.894
And I'll even actually further bring the

00:25:42.993 --> 00:25:44.934
crossbars closer,

00:25:45.375 --> 00:25:48.257
which is I make suggestions,

00:25:48.297 --> 00:25:49.198
but you make decisions.

00:25:50.105 --> 00:25:51.267
So I know people are like,

00:25:51.287 --> 00:25:51.928
I sold that.

00:25:51.968 --> 00:25:53.169
I'm like, you explained it.

00:25:53.269 --> 00:25:55.471
They still had to decide to buy or

00:25:55.590 --> 00:25:57.071
do, right?

00:25:57.551 --> 00:26:01.115
So we've heard this phrase before.

00:26:01.134 --> 00:26:01.675
It's like,

00:26:01.796 --> 00:26:03.376
you're pushing too hard on the sale.

00:26:03.497 --> 00:26:04.778
And that makes the person just sort of

00:26:04.837 --> 00:26:06.680
go, and you've heard, I've heard,

00:26:06.720 --> 00:26:09.301
listened to really great salespeople say,

00:26:09.722 --> 00:26:10.423
don't oversell.

00:26:10.782 --> 00:26:12.765
Don't talk past the sell, right?

00:26:13.786 --> 00:26:17.068
Explain it and then learn when to shut

00:26:17.189 --> 00:26:17.328
up

00:26:19.582 --> 00:26:20.403
Because that's the key.

00:26:20.643 --> 00:26:22.564
They're going to now decide, yay or nay,

00:26:22.604 --> 00:26:23.805
do I want to invest time, effort,

00:26:23.845 --> 00:26:24.164
or money?

00:26:24.184 --> 00:26:25.506
And that's really all you can invest,

00:26:25.546 --> 00:26:25.986
time, effort,

00:26:26.006 --> 00:26:28.708
or money into getting an outcome.

00:26:28.948 --> 00:26:30.409
Your job is not to get them to

00:26:30.469 --> 00:26:30.750
buy.

00:26:30.869 --> 00:26:33.351
It's to explain as well as you can

00:26:33.892 --> 00:26:35.512
what it is and what it solves,

00:26:35.553 --> 00:26:36.393
what it does in the future,

00:26:36.534 --> 00:26:38.555
and then let them decide.

00:26:38.795 --> 00:26:40.836
I make suggestions, but ultimately,

00:26:40.876 --> 00:26:42.857
whoever they is, they make decisions.

00:26:45.740 --> 00:26:46.480
I get it.

00:26:46.640 --> 00:26:47.601
I may have a little bit of a

00:26:47.661 --> 00:26:49.161
different take on some of those things,

00:26:49.201 --> 00:26:50.321
though.

00:26:50.481 --> 00:26:51.001
I will tell you,

00:26:51.102 --> 00:26:52.663
if I'm talking to somebody that I care

00:26:52.702 --> 00:26:52.883
about,

00:26:52.942 --> 00:26:55.104
let's say it was my mom or a

00:26:55.144 --> 00:26:55.763
family member,

00:26:57.464 --> 00:26:59.346
I will overcome their barriers to

00:26:59.405 --> 00:27:00.526
something.

00:27:00.586 --> 00:27:01.246
If they're like, no,

00:27:01.306 --> 00:27:01.846
I don't want to do this.

00:27:01.906 --> 00:27:02.247
Okay, well,

00:27:02.346 --> 00:27:03.988
explain why you don't want to do it.

00:27:04.028 --> 00:27:05.607
Well, sorry, that's a barrier.

00:27:05.867 --> 00:27:07.469
You're still explaining the whole time.

00:27:08.088 --> 00:27:09.009
Unless you got a gun...

00:27:09.910 --> 00:27:10.750
Unless you got a gun.

00:27:10.769 --> 00:27:12.090
Yeah, you're not forcing them, correct.

00:27:12.230 --> 00:27:13.030
They have to decide.

00:27:13.050 --> 00:27:13.672
Yeah, yeah, yeah.

00:27:13.912 --> 00:27:15.853
So absolutely, like I make suggestions,

00:27:16.212 --> 00:27:16.992
you make decisions.

00:27:17.032 --> 00:27:20.875
But ultimately, unless I'm robbing you,

00:27:22.095 --> 00:27:22.955
which is a pretty,

00:27:23.036 --> 00:27:24.056
it's still a suggestion, right?

00:27:25.477 --> 00:27:26.897
You can still decide if I got the

00:27:26.917 --> 00:27:27.698
gun in my hand.

00:27:27.978 --> 00:27:28.698
But really, it's like,

00:27:28.938 --> 00:27:30.159
especially what we do in PT,

00:27:30.179 --> 00:27:31.179
it's behavior change.

00:27:31.599 --> 00:27:32.839
And you've been with people, you're like,

00:27:32.900 --> 00:27:33.901
you're going to do this for a week

00:27:33.921 --> 00:27:34.621
and you're going to stop.

00:27:36.028 --> 00:27:36.488
I know it.

00:27:36.928 --> 00:27:38.489
I know it.

00:27:38.709 --> 00:27:40.170
That's true because they weren't bought

00:27:40.230 --> 00:27:40.369
in.

00:27:40.430 --> 00:27:41.789
They weren't bought in and it wasn't their

00:27:41.890 --> 00:27:42.170
idea.

00:27:42.190 --> 00:27:43.530
They just kind of did it because they

00:27:43.550 --> 00:27:44.451
got forced into it.

00:27:44.490 --> 00:27:45.371
So there's truth to that,

00:27:45.391 --> 00:27:46.592
a hundred percent truth to that.

00:27:46.632 --> 00:27:48.392
We make suggestions and some people

00:27:48.451 --> 00:27:49.692
suggest better than others.

00:27:49.712 --> 00:27:51.232
A hundred percent agree.

00:27:51.614 --> 00:27:51.794
Yes.

00:27:51.814 --> 00:27:52.713
Some people are like, do this.

00:27:52.874 --> 00:27:53.094
No.

00:27:53.253 --> 00:27:53.834
Okay, moving on.

00:27:53.854 --> 00:27:54.954
No, no, no, no, no, no, no.

00:27:54.974 --> 00:27:57.375
There's an art and a science to this,

00:27:57.415 --> 00:27:58.415
which is-

00:27:59.297 --> 00:28:00.518
I was working with someone this morning

00:28:00.617 --> 00:28:03.681
and there's an acronym called PESO,

00:28:03.760 --> 00:28:05.942
Problem, Agitation, Solution, Outcome.

00:28:07.804 --> 00:28:08.644
So it's a paradigm.

00:28:08.765 --> 00:28:12.107
Don't you hate when ants start coming in

00:28:12.127 --> 00:28:13.328
your house in the spring?

00:28:14.490 --> 00:28:17.032
Ants can lead to infestations and damage.

00:28:19.175 --> 00:28:19.717
Uh,

00:28:19.737 --> 00:28:21.419
but putting these two dollar ant traps

00:28:21.439 --> 00:28:22.160
around your house,

00:28:22.320 --> 00:28:24.644
a hundred percent removes all the ants.

00:28:24.663 --> 00:28:25.846
They, they eat it, they go home,

00:28:25.885 --> 00:28:26.326
they die.

00:28:26.946 --> 00:28:28.869
And now you never have to worry about

00:28:28.950 --> 00:28:29.530
ants in your house.

00:28:29.750 --> 00:28:30.392
Problem solved.

00:28:30.971 --> 00:28:32.853
agitation, solution, outcome.

00:28:33.173 --> 00:28:34.535
Look at any infomercial.

00:28:34.734 --> 00:28:35.996
That's the order.

00:28:36.016 --> 00:28:37.857
They go P-A-S-O, P-A-S-O.

00:28:37.877 --> 00:28:39.299
They just repeat, repeat, repeat.

00:28:40.121 --> 00:28:41.382
And then that's all they can do.

00:28:41.422 --> 00:28:43.223
They suggest, they suggest, they suggest.

00:28:43.324 --> 00:28:44.384
Do you want this outcome?

00:28:44.744 --> 00:28:45.105
Yes.

00:28:45.486 --> 00:28:46.287
And you have to do this.

00:28:46.948 --> 00:28:47.367
Got it.

00:28:47.428 --> 00:28:48.128
What's it cost?

00:28:48.409 --> 00:28:49.289
Nineteen ninety five.

00:28:49.470 --> 00:28:51.271
And operators are standing by while

00:28:51.291 --> 00:28:51.913
supplies last.

00:28:52.914 --> 00:28:53.194
Jimmy,

00:28:53.255 --> 00:28:55.017
I'm always following you on LinkedIn,

00:28:55.356 --> 00:28:57.259
but are there other channels that we

00:28:57.278 --> 00:28:59.240
should follow you on that?

00:28:59.361 --> 00:29:00.201
I do the, the,

00:29:00.221 --> 00:29:01.542
the big four right now,

00:29:01.762 --> 00:29:03.023
which is also my suggestion.

00:29:03.064 --> 00:29:03.785
If you don't like.

00:29:05.131 --> 00:29:07.894
playing or or consuming on a channel don't

00:29:07.933 --> 00:29:10.176
go there so i do linkedin facebook

00:29:10.257 --> 00:29:13.480
instagram youtube just because to me uh i

00:29:13.621 --> 00:29:16.002
like like i don't do tiktok should i

00:29:16.022 --> 00:29:17.744
haven't figured out your tiktok dances yet

00:29:18.006 --> 00:29:18.846
i haven't done tiktok yes no no no

00:29:18.866 --> 00:29:23.392
next but those are the big four that

00:29:23.412 --> 00:29:23.571
i'm on

00:29:24.833 --> 00:29:25.192
Nice.

00:29:25.532 --> 00:29:25.953
Very nice.

00:29:25.973 --> 00:29:26.153
Well,

00:29:26.193 --> 00:29:27.614
thanks for the opportunity to interview

00:29:27.634 --> 00:29:27.693
you.

00:29:27.713 --> 00:29:28.434
Thank you.

00:29:28.615 --> 00:29:29.095
I enjoyed it.

00:29:29.115 --> 00:29:30.336
It was kind of fun sitting on this

00:29:30.375 --> 00:29:32.196
side as opposed to the other side.

00:29:32.237 --> 00:29:32.757
Yeah.

00:29:32.777 --> 00:29:35.617
We'll figure out something for another

00:29:35.657 --> 00:29:36.098
episode.

00:29:36.659 --> 00:29:37.459
Sounds great.

00:29:37.538 --> 00:29:38.900
I appreciate you interviewing me.

00:29:39.000 --> 00:29:40.020
Thanks for making it not feel weird.

00:29:40.941 --> 00:29:41.121
All right.

00:29:41.141 --> 00:29:41.480
Thanks.

00:29:46.723 --> 00:29:47.805
That's it for this one,

00:29:48.085 --> 00:29:49.727
but we're just getting warmed up.

00:29:50.207 --> 00:29:52.128
Smash follow, send it to a friend,

00:29:52.348 --> 00:29:53.990
or crank up the next episode.

00:29:54.530 --> 00:29:55.471
Want to go deeper?

00:29:55.872 --> 00:29:59.935
Hit us at pgpiecast.com or find us on

00:29:59.976 --> 00:30:02.498
YouTube and socials at pgpiecast.

00:30:02.938 --> 00:30:05.220
And legally, none of this was advice.

00:30:05.299 --> 00:30:07.001
It's for entertainment purposes only.

00:30:07.102 --> 00:30:07.642
Bullshit!

00:30:08.702 --> 00:30:09.284
See, Keith?

00:30:09.503 --> 00:30:10.565
We read the script.

00:30:10.865 --> 00:30:11.506
Happy now?