Why Insurance PT Models Are Breaking Down

WEBVTT

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and there we go happy tuesday uh he's

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tony maritano i'm jimmy mckay and this is

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pt breakfast club dave will be here in

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a minute um we had a lot of

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action in the uh the group chat the

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last couple days a lot of things that

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were going on what do you want to

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start with first

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You go.

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You look at it because my computer is

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rebooting.

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Oh, yeah, yeah, yeah.

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Well,

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first was the response to Sam Altman

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saying that there will be a one-person

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AI-built billion-dollar industry.

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Did you see that, the company?

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He has said that since the release of

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ChatGPT-Tree.

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So I haven't seen anything recent,

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what's going on.

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And then I think David shared this.

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um someone had said they had done it

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but really what the guy was doing was

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he was just he was just using ai

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to just create hundreds and hundreds and

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hundreds of ads and then connect them to

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things to people actually doing the thing

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so he was he was selling glp ones

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so i think it's yeah i think what

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it is i think dave is sharing that

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because he's saying look ai isn't all it's

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cracked up to be it's not doing this

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thing i also don't think either of us

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think ai is going to do everything

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But I think AI is doing a lot

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of different things and you can choose

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where in your life.

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Remember that like in Mario Kart,

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where there was those things you could go

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over,

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you drive over and all of a sudden

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the car would just sort of boost forward.

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Yeah.

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That's sort of what AI is, right?

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It's going to do the same thing that

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you're doing now.

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It's just going to give you a little

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bit of an edge in doing it.

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I did read a statistic yesterday.

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I was talking with Andrea.

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We do sort of a marketing show every

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week.

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And she quoted the statistic that I had

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actually already found.

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An MIT study showed that about ninety five

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percent of AI pilots in health care

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Never leave the pilot stage.

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So essentially,

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a tech company makes a bold claim.

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This will save every one of your providers

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three hours of documentation time per day.

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They do a pilot and it doesn't move

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forward.

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And I sort of read that as we're

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coming in this thing pretty hot where

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everybody's got the solution.

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eventually someone will have a better

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solution to do this or the writer's

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solution or the easier solution.

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So I think David shared some information

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like that too.

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Yeah, but I mean, so two things here.

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First, the original point of, okay,

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this guy created a billion dollar

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business, air quotes.

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How do we define what a business is?

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He's using AI to do these things to

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make this money.

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Um,

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just because he's not like in a lab

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making the GOP one,

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he's reselling it effectively.

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Uh, I still say it's a business.

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It's still a functional business.

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It's still a single person business.

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Go back.

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Twenty or thirty years.

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He couldn't have done what he's doing

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right now.

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Um, so, you know,

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maybe it's not the business we expected,

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but still works.

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Right.

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It shows up in his bank account or,

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you know,

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it showed up in his bank account.

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And two,

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why are so many of these pilots not

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taking off?

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Is it the technology or is it the

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human that refuses to adopt it?

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I look at how long it takes me,

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how long it took me to adopt EMR,

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how long it took me to bring in

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and really,

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really refine the system for AI

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documentation.

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and even now it's far from perfect but

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it's like we're under such a heavy burden

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of compliance and hipaa and state laws and

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local laws and federal laws and

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association all of this stuff is virtually

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impossible i mean i can't imagine where

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healthcare would be if we eliminated so

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much of the burden of compliance and

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regulation i i think we'd be so far

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ahead

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Some of the discussion I've had with

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people who are in technology that bring it

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to healthcare is, well,

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it might be a few months into the

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person already having developed the

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technology and the question is, well,

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why can't we just do it this way?

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And the answer is, I don't know,

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because we can't.

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You need a way around that.

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It being a bad idea doesn't prevent it

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from being the rule or the law.

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Dave is doing some construction.

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Setting up the lighting.

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Good morning.

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Dave,

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you shared a story about a former NHL

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player opening up what looks like a PT

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and rehab center in Connecticut.

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Yeah,

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I figured I figured you would like it.

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Hockey player Jimmy is still playing men's

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league hockey and any anything that is

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serving the neuro population is wonderful.

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I'm not sure if you guys had much

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to look into it,

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but anything that even if it's against the

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traditional rehab,

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like you share something maybe a few

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months ago where it was like just.

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personal training and not physical therapy

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or not rehab, but nonetheless,

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anything that is like this, um,

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especially if it's someone that is,

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or previously was in the public eye and

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is serving the neural population,

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it's a wonderful thing.

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Yeah.

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So I can't see the story cause it's

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gate kept, but is it,

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is it not a PT clinic,

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but it's on the outside or what is

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it?

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So I think it's both.

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I think they do therapy and then also

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training.

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So it would be maybe after...

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And this is the unfortunate thing that

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when someone has a neurological condition,

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it's obviously like a long-term thing,

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but most insurances are only going to

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cover like a certain amount of visits per

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year or even the first year.

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And so it seemed like it would be

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a way to kind of segue those folks

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into training in the same facility after

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they have like their acute outpatient

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experience of rehab and therapy.

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Yeah.

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I just talked to the AP,

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the president of APTA Minnesota.

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I'll bring up her website.

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I've talked to a guy by the name

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of Yanni Corey,

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who's decided to essentially make gyms

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filled with equipment that's perfect or

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tailored to people with spinal cord

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injuries, post-stroke,

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traumatic brain injury.

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And the thing missing from the location

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are the PTs because they're too expensive.

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So that model will not allow it.

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The insurance won't cover it.

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So it doesn't cover things.

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and but but we understand especially with

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with the populations we're talking about

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that ongoing treatment is needed and yet

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the financial model isn't there so they

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flipped it so they've made it more of

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a gym model and they find a way

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to make it work it just sucks the

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fact that like we know these these people

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need this it's ongoing and we have to

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come up with

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I mean, I like creativity,

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but it sucks that we have to come

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up with creative ways to give people a

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thing that we know will help them.

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We have to sort of like skirt the

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rules and figure out ways around it or

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remove PTs from the equation altogether.

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Or, hold on, hold on.

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Go ahead, Tony.

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I was just going to say,

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put PTs in the role that we were

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designed for.

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We are not designed for counting reps and

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sitting there watching the patient.

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We're designed for the evaluation,

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developing the plan of care,

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establishing the patient-centered goal,

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teaching, all of these things.

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Dave, go ahead.

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While you do talk, Dave, Jimmy,

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I shared two links related to this topic

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in the chat just now.

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Go ahead, Dave.

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So let me let me double click on

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what you said.

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So I agree with everything you're saying,

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except then you're saying that physical

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therapist develops the plan of care.

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But then, all right,

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let's have some PTA or unlicensed person

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carry out the plan of care.

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It's it it doesn't I don't know.

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It doesn't fully make sense.

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It's as if like an orthopedic surgeon

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would say, all right, you need surgery.

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And here's why you would need surgery.

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And here's why your insurance will pay for

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it.

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But then I'm going to turn it over

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to an esthetician or someone that's not a

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surgeon.

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I get what you're saying for financial

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reasons and all that.

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Logistically, it doesn't make sense.

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If money was not a factor here, right,

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Tony?

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Wouldn't you have physical therapists do

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the evaluation and go through the plan of

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care?

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Or maybe the first three to five visits

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or something and make sure the person's on

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the right track and make sure that they

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are...

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getting the differential diagnosis correct

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and making sure that the patient does not

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need to be referred back for advanced

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imaging.

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Maybe it's, you know,

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a tumor or something malignant or

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something that is, you know, serious.

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And then after visit number three or five,

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then they go to a PTA or then

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they go to, you know,

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this unlicensed person that's like part of

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the team,

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but they're not a licensed healthcare

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provider.

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If money's not an issue,

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if money was not a factor,

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that's the thing I would like to talk

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about.

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Yeah, if oxygen wasn't an issue,

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I'd live on the moon, but it is.

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So I think money is always a factor

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for the majority of the population,

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not everyone, but a lot of people.

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And so, yeah, if money wasn't a factor,

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I'd eat off gold plates and I'd drive

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a Lamborghini, but it is.

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So Jimmy, real quick, this is a company,

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they're franchising that machine.

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It's all crazy expensive.

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I don't know why somebody did it,

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but this is for individuals with

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neurologic conditions like brain injury,

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stroke, that are finished with PT,

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finished with OT,

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self-paying out of pocket to come sit in

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this machine and work on motor function.

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uh all self-pay i think they're charging

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three hundred a month but don't quote me

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on that no no therapist in the building

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this is just post rehab and then the

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other one is stroke fitness which dave and

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i talked about last week uh same thing

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they have a series of machines people who

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have had strokes go in for for exercise

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there's no pts on site ot's on site

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and it's it's post rehab and i think

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they're around that same price point two

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three hundred dollars a month i mean these

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are popping up obviously because there's

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clearly need and it's clearly lacking and

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the system is screwed in terms of

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insurance we'll say i mean that's how you

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know i'll bring up the website in a

00:10:40.453 --> 00:10:42.875
second but that's where next step fitness

00:10:42.956 --> 00:10:45.357
which essentially is this model and yanni

00:10:45.518 --> 00:10:48.500
the guy i met years ago friend had

00:10:48.520 --> 00:10:50.121
a spinal cord injury and said i was

00:10:50.162 --> 00:10:51.163
told i was going to get

00:10:52.400 --> 00:10:53.740
three weeks worth of PT.

00:10:53.780 --> 00:10:54.581
I wasn't even going to be at a

00:10:54.701 --> 00:10:55.902
hospital yet that I was going to be

00:10:55.961 --> 00:10:56.381
done,

00:10:56.461 --> 00:10:58.423
but was told I had all this function

00:10:58.602 --> 00:11:01.364
still to go and it wasn't going to

00:11:01.384 --> 00:11:01.864
be covered.

00:11:01.923 --> 00:11:03.823
Now he was financially able to fly himself

00:11:03.864 --> 00:11:06.125
across country and live somewhere while he

00:11:06.164 --> 00:11:06.845
was getting treatment.

00:11:06.884 --> 00:11:07.225
But he's like,

00:11:07.345 --> 00:11:10.946
I understand that that's not possible for

00:11:10.985 --> 00:11:11.427
everybody.

00:11:11.506 --> 00:11:12.886
So he decided to build sort of that

00:11:12.947 --> 00:11:13.586
gym model.

00:11:14.427 --> 00:11:14.868
But I mean,

00:11:14.888 --> 00:11:16.148
this goes back to the conversation we've

00:11:16.168 --> 00:11:17.368
had before, which is,

00:11:18.349 --> 00:11:19.849
I understand what Dave's talking about.

00:11:22.105 --> 00:11:23.065
In a cash model,

00:11:23.285 --> 00:11:24.306
if someone can afford it,

00:11:24.385 --> 00:11:25.745
if oxygen wasn't an issue,

00:11:25.785 --> 00:11:28.407
you'd want the person who's got the most

00:11:28.447 --> 00:11:30.807
skill doing the most time with the person

00:11:30.827 --> 00:11:31.827
who's paying the most money.

00:11:32.508 --> 00:11:33.528
In an insurance model,

00:11:33.847 --> 00:11:35.408
you get paid the most for doing the

00:11:35.448 --> 00:11:36.249
evaluation,

00:11:36.769 --> 00:11:40.389
and then you're underwater for doing

00:11:40.429 --> 00:11:41.770
anything past that, it seems,

00:11:41.831 --> 00:11:42.750
or close to it, right?

00:11:42.831 --> 00:11:47.152
I mean... Dave?

00:11:47.272 --> 00:11:49.493
Yeah, well, yeah, but...

00:11:51.653 --> 00:11:52.933
We've had other examples on the show

00:11:53.014 --> 00:11:53.573
historically,

00:11:53.634 --> 00:11:56.475
like when I brought up the Spiro Clinic,

00:11:56.514 --> 00:11:57.995
I think they're in like Arkansas and they

00:11:58.015 --> 00:11:59.037
charge like an enormous,

00:11:59.116 --> 00:12:00.197
I think it was like forty grand,

00:12:00.216 --> 00:12:03.379
forty two thousand for what they do to

00:12:03.418 --> 00:12:05.440
help people with complex regional pain

00:12:05.480 --> 00:12:07.620
syndrome and reflex,

00:12:09.042 --> 00:12:10.863
reflex dystrophy and all that type of

00:12:10.883 --> 00:12:11.123
stuff.

00:12:11.143 --> 00:12:13.183
So like the real like POTS and MCAS

00:12:13.203 --> 00:12:14.644
and all these like global

00:12:15.936 --> 00:12:18.236
rheumatological slash neurological

00:12:18.356 --> 00:12:20.097
multi-system presentations.

00:12:20.778 --> 00:12:21.717
And they help,

00:12:21.937 --> 00:12:23.038
and I'm not saying this is great.

00:12:23.099 --> 00:12:23.979
I'm not saying this is,

00:12:24.778 --> 00:12:26.080
I'm not saying even what I'm about to

00:12:26.100 --> 00:12:27.461
say, I'm not saying this is the solution,

00:12:27.480 --> 00:12:31.182
but they help their potential clients set

00:12:31.221 --> 00:12:33.523
up GoFundMes to raise the money.

00:12:33.982 --> 00:12:35.764
And I'm not saying that's great or just

00:12:35.984 --> 00:12:37.684
or the right solution or anything,

00:12:37.725 --> 00:12:39.684
but that's just another way.

00:12:39.725 --> 00:12:40.706
That's another solution.

00:12:40.725 --> 00:12:43.407
So this practice that does

00:12:44.433 --> 00:12:46.115
That charges forty two thousand dollars

00:12:46.777 --> 00:12:48.919
for however long the plan of care is.

00:12:48.960 --> 00:12:50.341
I think it's like I think it's like

00:12:50.381 --> 00:12:51.764
three or four or six months.

00:12:51.783 --> 00:12:52.965
It's like a really long time.

00:12:52.985 --> 00:12:54.746
You would go and live in the town

00:12:55.248 --> 00:12:57.871
to get your treatment for however long.

00:12:57.892 --> 00:12:58.932
And they have people that fly in from

00:12:58.993 --> 00:13:00.434
every state, every country.

00:13:02.017 --> 00:13:02.177
And.

00:13:03.291 --> 00:13:05.773
That's not the best solution maybe,

00:13:06.173 --> 00:13:07.714
but that is just what they've found to

00:13:07.734 --> 00:13:08.274
work for them.

00:13:08.654 --> 00:13:10.775
And they help their patients set up

00:13:10.796 --> 00:13:12.337
GoFundMes to raise money from their

00:13:12.378 --> 00:13:13.118
friends, their family,

00:13:13.138 --> 00:13:14.399
their community members, all that.

00:13:15.500 --> 00:13:16.500
So, I mean,

00:13:16.520 --> 00:13:18.241
a good sales question in general for any

00:13:18.341 --> 00:13:19.283
sales is like,

00:13:20.503 --> 00:13:22.485
if someone presents some investment or

00:13:22.524 --> 00:13:25.106
some whatever, some service or whatever,

00:13:25.147 --> 00:13:27.288
it's like, you know,

00:13:27.327 --> 00:13:29.350
do you have the funds for this investment?

00:13:30.695 --> 00:13:33.618
Or do you know people that would have

00:13:33.658 --> 00:13:34.658
funds for this investment?

00:13:34.918 --> 00:13:37.541
So that's like an Alex Ramosy quote.

00:13:37.581 --> 00:13:38.221
He'll say that,

00:13:38.481 --> 00:13:39.883
or they would say that when they're

00:13:39.903 --> 00:13:41.683
selling gym launch to gyms.

00:13:42.745 --> 00:13:43.865
So you could take out a credit card,

00:13:43.885 --> 00:13:44.947
you could get a line of credit,

00:13:44.966 --> 00:13:46.869
you could get a bank loan, whatever.

00:13:47.428 --> 00:13:48.629
And people have done that just to join

00:13:48.669 --> 00:13:49.130
gym launch.

00:13:49.191 --> 00:13:50.871
And people will do the same thing for

00:13:50.912 --> 00:13:51.493
these opportunities.

00:13:51.513 --> 00:13:52.594
I'm not saying it's the right way,

00:13:53.033 --> 00:13:54.916
but there are solutions out there.

00:13:54.936 --> 00:13:56.476
There are workarounds to make things

00:13:56.517 --> 00:13:57.618
happen depending on if

00:13:57.998 --> 00:13:59.519
the end consumer, in this case,

00:13:59.559 --> 00:13:59.961
the patient,

00:14:00.000 --> 00:14:01.423
the client that maybe has a neurological

00:14:01.462 --> 00:14:01.883
condition,

00:14:03.004 --> 00:14:05.107
wants above and beyond what their current

00:14:05.128 --> 00:14:07.711
insurance will pay.

00:14:07.831 --> 00:14:09.113
You mentioned GoFundMe.

00:14:09.273 --> 00:14:10.094
I got to tag you.

00:14:10.173 --> 00:14:13.999
Kara Wilkie had asked in the OT group,

00:14:15.304 --> 00:14:17.687
If anybody had ever heard of setting up

00:14:17.727 --> 00:14:18.668
GoFundMes,

00:14:18.688 --> 00:14:20.711
like a clinic doing it to pay for

00:14:20.731 --> 00:14:21.873
their patient's care,

00:14:22.033 --> 00:14:23.956
I had forgotten you had mentioned that.

00:14:24.716 --> 00:14:25.717
Separately, Jimmy,

00:14:25.758 --> 00:14:26.599
I don't know if you ever,

00:14:26.759 --> 00:14:28.761
did you interview this guy?

00:14:28.802 --> 00:14:31.644
He's an OT, Dr. Phil, the OT professor.

00:14:32.466 --> 00:14:35.148
he does a neuro boot camp he's got

00:14:35.447 --> 00:14:38.409
a growing tick tock channel he basically

00:14:38.490 --> 00:14:40.130
either he goes to them or they come

00:14:40.150 --> 00:14:43.592
to him and it's this intensive multi-hour

00:14:43.673 --> 00:14:47.034
you know multi-day just taking patients

00:14:47.054 --> 00:14:48.895
who have had strokes and brain injuries

00:14:48.956 --> 00:14:50.517
and putting them through all of these

00:14:50.616 --> 00:14:54.139
workouts it's really impressive like a and

00:14:54.158 --> 00:14:57.480
then that goes back to dave's point what's

00:14:57.500 --> 00:14:57.660
that

00:14:58.206 --> 00:14:59.447
Like a train the carer?

00:14:59.547 --> 00:15:00.988
Like he trains people who are going to

00:15:01.008 --> 00:15:02.489
then train the trainer?

00:15:02.509 --> 00:15:02.808
No, no.

00:15:04.690 --> 00:15:06.792
It's a neuro boot camp is what he

00:15:06.812 --> 00:15:07.371
calls it.

00:15:08.011 --> 00:15:10.293
And he's training the patient more than

00:15:10.354 --> 00:15:10.894
anything.

00:15:11.995 --> 00:15:14.096
But just high intensity,

00:15:15.057 --> 00:15:16.518
long duration sessions.

00:15:16.538 --> 00:15:17.899
And this goes to Dave's point.

00:15:18.659 --> 00:15:19.980
I don't think you could outsource

00:15:20.019 --> 00:15:20.900
something like that.

00:15:20.941 --> 00:15:23.543
Like the OT is doing it because these

00:15:23.582 --> 00:15:25.884
are complex cases and you're spotting the

00:15:25.923 --> 00:15:26.565
person and...

00:15:27.345 --> 00:15:28.306
They're gonna fall,

00:15:28.346 --> 00:15:29.427
they're gonna get hurt.

00:15:30.788 --> 00:15:31.587
Speaking of which,

00:15:31.668 --> 00:15:32.828
this is kind of an interesting,

00:15:32.908 --> 00:15:35.350
we had a patient fall in the clinic

00:15:35.370 --> 00:15:35.990
the other day.

00:15:37.251 --> 00:15:40.033
And I generally pride myself on never

00:15:40.073 --> 00:15:41.134
letting anyone fall.

00:15:42.154 --> 00:15:44.356
And I'm asking you guys, peer to peer,

00:15:45.623 --> 00:15:47.484
I was thinking about it and I'm like,

00:15:48.104 --> 00:15:50.125
I'm always a defensive therapist.

00:15:50.284 --> 00:15:51.586
I'm never going to put someone in a

00:15:51.625 --> 00:15:53.267
position to get hurt.

00:15:53.886 --> 00:15:55.648
I will tell everyone coming into my

00:15:55.687 --> 00:15:57.668
clinic, you might not get better,

00:15:57.708 --> 00:15:58.789
but you won't get worse.

00:15:59.309 --> 00:16:00.730
You might not reach your goal,

00:16:00.770 --> 00:16:01.931
but you're not going to get hurt in

00:16:01.951 --> 00:16:02.991
the process, right?

00:16:03.011 --> 00:16:05.133
The difference between me and a CrossFit

00:16:05.153 --> 00:16:08.174
coach is the CrossFit coach is going to

00:16:08.195 --> 00:16:10.535
make you achieve outcomes you've never

00:16:10.615 --> 00:16:11.856
imagined possible.

00:16:12.836 --> 00:16:14.138
I'm just not going to make you get

00:16:14.197 --> 00:16:14.498
hurt.

00:16:14.817 --> 00:16:15.979
I'm not even going to make you sore.

00:16:17.059 --> 00:16:19.221
My question to you guys is,

00:16:20.142 --> 00:16:22.964
if we are really in the business of

00:16:23.043 --> 00:16:26.046
improving and challenging patients and

00:16:26.125 --> 00:16:28.407
making them do things that they want to

00:16:28.528 --> 00:16:31.909
achieve, accidents are going to happen.

00:16:31.950 --> 00:16:33.571
People are going to get hurt.

00:16:33.931 --> 00:16:35.552
Jimmy gets hurt playing hockey.

00:16:35.591 --> 00:16:37.594
Dave gets hurt on the baseball field.

00:16:37.754 --> 00:16:39.595
I get hurt running down the block.

00:16:40.235 --> 00:16:40.576
Like,

00:16:41.155 --> 00:16:44.657
are we underdosing to the point that,

00:16:45.216 --> 00:16:45.636
you know,

00:16:45.697 --> 00:16:48.258
we're just so conservative and so scared

00:16:48.278 --> 00:16:49.158
of the liability?

00:16:49.197 --> 00:16:51.057
I mean, is it reasonable to say, okay,

00:16:51.457 --> 00:16:52.979
I'm probably going to drop two or three

00:16:53.019 --> 00:16:53.918
people a year.

00:16:54.599 --> 00:16:56.600
This is going to be the price that's

00:16:56.639 --> 00:16:59.639
paid for helping these people go into

00:16:59.679 --> 00:17:00.780
challenging positions.

00:17:00.860 --> 00:17:02.701
Is that a reasonable expectation?

00:17:04.685 --> 00:17:05.227
I think so.

00:17:05.287 --> 00:17:06.988
There's a lot of PTs out there across

00:17:07.008 --> 00:17:09.289
the country on Instagram that are always

00:17:09.329 --> 00:17:11.192
making fun of traditional PTs saying,

00:17:11.731 --> 00:17:12.153
you know,

00:17:13.133 --> 00:17:14.374
nothing's going to happen with a yellow

00:17:14.413 --> 00:17:14.954
TheraPan.

00:17:15.454 --> 00:17:16.776
There was like the gif of the older

00:17:16.796 --> 00:17:18.938
woman deadlifting and she's got like gray

00:17:18.958 --> 00:17:19.219
hair.

00:17:20.138 --> 00:17:22.981
And she said there was like a talk

00:17:23.001 --> 00:17:24.563
bubble and it was like, you know,

00:17:24.742 --> 00:17:26.365
I don't need your yellow TheraPan or

00:17:26.704 --> 00:17:27.625
something like that because she's

00:17:27.665 --> 00:17:29.126
deadlifting like two hundred pounds or

00:17:29.146 --> 00:17:29.446
something.

00:17:29.988 --> 00:17:31.769
So there are a lot of PTs that

00:17:31.788 --> 00:17:32.148
have already

00:17:33.029 --> 00:17:36.191
acknowledged that a lot of the traditional

00:17:36.330 --> 00:17:38.070
in network physical therapy practices not

00:17:38.250 --> 00:17:39.571
or or not even i won't even say

00:17:39.991 --> 00:17:41.551
i'll just say traditional pt not even in

00:17:41.592 --> 00:17:44.673
network uh are under loading their

00:17:44.692 --> 00:17:46.433
patients and clients they're using you

00:17:46.453 --> 00:17:48.534
know therabands when they could be doing

00:17:48.574 --> 00:17:50.894
like a a farmer's carry with a dumbbell

00:17:50.974 --> 00:17:52.974
or like an overhead you know with a

00:17:53.134 --> 00:17:54.816
with a kettlebell overhead walk

00:17:55.915 --> 00:17:56.497
things like that,

00:17:56.596 --> 00:17:58.877
or sideline arm bar with a kettlebell as

00:17:58.917 --> 00:18:00.358
opposed to the yellow TheraBand.

00:18:00.378 --> 00:18:01.880
So there's a lot of PTs out there

00:18:01.920 --> 00:18:03.621
that have kind of identified this over

00:18:03.682 --> 00:18:04.021
time.

00:18:04.981 --> 00:18:06.702
That is the price that we pay, Tony.

00:18:06.723 --> 00:18:07.864
It's kind of like that trade-off.

00:18:07.903 --> 00:18:11.346
And we have clients that we interact with.

00:18:11.727 --> 00:18:13.347
And it's like, sometimes they're one way,

00:18:13.387 --> 00:18:14.628
Tony, and sometimes they're the other way.

00:18:14.669 --> 00:18:16.930
Sometimes they are afraid to get sore.

00:18:17.230 --> 00:18:17.451
They're

00:18:18.651 --> 00:18:20.211
afraid of the current issue getting worse.

00:18:20.231 --> 00:18:21.593
They're afraid of the previous issue

00:18:21.613 --> 00:18:22.952
coming back.

00:18:23.453 --> 00:18:26.075
Some have a lot of anxiety or nervousness

00:18:26.134 --> 00:18:28.076
around how they're going to respond.

00:18:28.155 --> 00:18:30.277
And we tell them up front, like, hey,

00:18:30.376 --> 00:18:31.178
thank you for sharing that.

00:18:31.198 --> 00:18:31.897
And that's totally fine.

00:18:31.917 --> 00:18:33.298
I'll communicate that with the therapist

00:18:33.318 --> 00:18:34.499
and make sure, hey,

00:18:34.798 --> 00:18:36.500
start this person really low and

00:18:36.539 --> 00:18:38.361
progressive and really slow and easy.

00:18:39.162 --> 00:18:42.502
And then we can minimize their soreness or

00:18:42.542 --> 00:18:45.045
their discomfort or things like that.

00:18:45.884 --> 00:18:47.445
versus if it's like a marathon runner and

00:18:47.465 --> 00:18:48.926
they're twenty five years old,

00:18:49.906 --> 00:18:52.689
they're used to getting sore and we want

00:18:52.709 --> 00:18:54.009
to ramp them up as fast as possible.

00:18:54.049 --> 00:18:55.430
So then we want to it really for

00:18:55.490 --> 00:18:56.570
us, it depends on the patient.

00:18:56.830 --> 00:18:58.451
We can deliver either experience.

00:18:58.872 --> 00:18:59.772
We don't want to be one or the

00:18:59.813 --> 00:19:00.252
other, Tony.

00:19:00.272 --> 00:19:00.792
But yes,

00:19:01.153 --> 00:19:04.055
if someone is sixty five or seventy five

00:19:04.154 --> 00:19:07.477
and they want to avoid falling,

00:19:07.957 --> 00:19:08.778
then we have to say, hey,

00:19:08.817 --> 00:19:10.038
we really need to push you outside of

00:19:10.057 --> 00:19:10.739
your comfort zone.

00:19:11.159 --> 00:19:12.579
And when we're working together, you know,

00:19:12.599 --> 00:19:13.720
we're going to have a gate belt around

00:19:13.759 --> 00:19:14.401
you or whatever.

00:19:14.441 --> 00:19:14.580
But

00:19:15.904 --> 00:19:17.586
it's possible that you might fall.

00:19:17.625 --> 00:19:19.026
Maybe you slip out of my grasp,

00:19:19.066 --> 00:19:23.087
even if we're doing tactile cues and we're

00:19:23.127 --> 00:19:24.907
holding them with their gait belt,

00:19:25.067 --> 00:19:25.949
they still might fall.

00:19:26.229 --> 00:19:27.169
And then of course, Tony,

00:19:27.209 --> 00:19:30.230
if you're away from them and they're doing

00:19:30.690 --> 00:19:32.411
a ladder drill, stepping through a ladder,

00:19:32.830 --> 00:19:34.311
they might trip and fall on their own.

00:19:34.392 --> 00:19:35.092
So yes,

00:19:35.551 --> 00:19:37.313
it would be the price that you pay

00:19:37.752 --> 00:19:40.134
depending on the patient's clients' goals

00:19:40.753 --> 00:19:42.855
and also how you, the therapist,

00:19:43.734 --> 00:19:45.736
develop your therapeutic exercise and

00:19:45.776 --> 00:19:48.097
balance like is it low level or is

00:19:48.178 --> 00:19:49.638
it you know pushing them outside of their

00:19:49.659 --> 00:19:52.059
comfort zone where those falls would then

00:19:52.099 --> 00:19:52.701
be more likely

00:19:54.061 --> 00:19:55.702
Yeah, I mean, even Tony just saying, like,

00:19:55.782 --> 00:19:57.324
I had a patient fall brought me back

00:19:57.364 --> 00:19:57.564
to,

00:19:57.963 --> 00:19:59.305
I can picture the woman and what it

00:19:59.325 --> 00:20:00.325
felt like the second.

00:20:00.766 --> 00:20:01.465
And I think I, like,

00:20:01.546 --> 00:20:04.106
rolled myself underneath her to, like,

00:20:05.147 --> 00:20:05.607
brace her.

00:20:05.807 --> 00:20:07.128
And I thought I was like,

00:20:07.308 --> 00:20:08.990
everything's over.

00:20:09.049 --> 00:20:09.650
It doesn't count.

00:20:09.930 --> 00:20:11.391
It doesn't count if they fell on you

00:20:11.951 --> 00:20:12.672
and they didn't hit the floor.

00:20:12.692 --> 00:20:13.251
It doesn't count.

00:20:13.692 --> 00:20:15.952
The funny part is I can still picture

00:20:15.973 --> 00:20:17.554
this woman's feet because she would come

00:20:17.594 --> 00:20:19.935
and flip-flop, like, not even flip-flops,

00:20:19.955 --> 00:20:21.076
like, slide-ins.

00:20:21.435 --> 00:20:22.076
And I remember being like,

00:20:22.941 --> 00:20:24.463
let's just go barefoot because that'd be

00:20:24.564 --> 00:20:25.625
like, you're going to trip on these.

00:20:25.645 --> 00:20:26.647
And she's like, I'm fine.

00:20:26.728 --> 00:20:27.108
I'm fine.

00:20:27.128 --> 00:20:28.391
And we're doing like step ups on a

00:20:28.451 --> 00:20:31.056
box and she, she eats it.

00:20:31.096 --> 00:20:32.598
And I'm like, I knew it.

00:20:32.919 --> 00:20:34.321
I didn't push hard enough, but like,

00:20:35.167 --> 00:20:35.989
That's the thing, right?

00:20:36.308 --> 00:20:38.471
We're taught the goal is don't lose.

00:20:39.090 --> 00:20:40.571
I was taught when I started in radio,

00:20:40.592 --> 00:20:42.013
the goal is don't lose the license of

00:20:42.034 --> 00:20:42.634
the radio station.

00:20:42.874 --> 00:20:45.536
Not win, not win, win later,

00:20:45.615 --> 00:20:47.317
but make sure you do not lose, right?

00:20:47.357 --> 00:20:48.459
Like loss aversion.

00:20:48.959 --> 00:20:49.839
So, I mean,

00:20:50.099 --> 00:20:52.981
you can't walk onto a baseball field.

00:20:53.583 --> 00:20:55.625
You can't walk into a playground,

00:20:55.865 --> 00:20:56.746
a tennis court,

00:20:57.465 --> 00:21:00.186
a skate park without walking past a sign

00:21:00.488 --> 00:21:01.988
that is large enough for a lawyer to

00:21:02.028 --> 00:21:04.068
say there's no possible way you could miss

00:21:04.108 --> 00:21:04.769
that by saying,

00:21:05.230 --> 00:21:07.810
anything that happens here, it's on you.

00:21:09.251 --> 00:21:10.992
And then for some reason, we're very,

00:21:11.032 --> 00:21:11.553
very nervous.

00:21:11.593 --> 00:21:12.073
And I get it.

00:21:12.313 --> 00:21:15.255
Listen, if you prove negligence, listen,

00:21:15.295 --> 00:21:17.195
if you've got a person on a BOSU

00:21:17.215 --> 00:21:19.896
ball on one foot with, you know,

00:21:26.865 --> 00:21:27.588
It sort of sucks.

00:21:27.628 --> 00:21:28.393
I get what you're saying.

00:21:28.413 --> 00:21:29.659
I think most people are like, just don't

00:21:30.528 --> 00:21:31.048
Don't lose.

00:21:31.089 --> 00:21:31.890
Don't lose the license.

00:21:31.910 --> 00:21:32.631
Don't get fired.

00:21:33.510 --> 00:21:34.011
But yes,

00:21:34.192 --> 00:21:36.693
I think doing things that are hard and

00:21:36.753 --> 00:21:39.016
just outside of someone's capability is

00:21:39.076 --> 00:21:39.675
the point.

00:21:40.096 --> 00:21:42.538
And that, someone can math this,

00:21:42.979 --> 00:21:45.260
over X number of patient interactions in a

00:21:45.300 --> 00:21:47.282
year, it's almost like a fall.

00:21:47.482 --> 00:21:48.042
Falling is normal.

00:21:48.324 --> 00:21:49.023
We don't care.

00:21:49.625 --> 00:21:50.766
We sort of look and think it's cute

00:21:50.786 --> 00:21:51.625
when a kid falls, right?

00:21:51.645 --> 00:21:52.666
They're learning to do something they

00:21:52.686 --> 00:21:53.887
haven't done or they're trying to do

00:21:53.907 --> 00:21:54.909
something they haven't done in a while.

00:21:55.409 --> 00:21:56.329
And then we do it with an adult

00:21:56.349 --> 00:21:57.830
and we're like, absolutely not.

00:21:58.050 --> 00:21:58.692
Absolutely not.

00:22:01.157 --> 00:22:02.719
So I, I, I lately meant,

00:22:02.858 --> 00:22:04.659
I lately mentioned cash-based PT,

00:22:04.699 --> 00:22:05.859
but I want to just mention that guy,

00:22:05.940 --> 00:22:06.420
Preston,

00:22:06.519 --> 00:22:07.900
I think Preston Alexander from LinkedIn.

00:22:07.940 --> 00:22:08.941
I shared that with you guys in the

00:22:08.980 --> 00:22:09.141
chat.

00:22:09.161 --> 00:22:09.260
Right.

00:22:10.320 --> 00:22:12.162
He, I don't even know what he does,

00:22:12.201 --> 00:22:13.622
but he gets like a ton of views

00:22:13.642 --> 00:22:15.843
and engagements and comments on his

00:22:15.903 --> 00:22:16.583
LinkedIn posts.

00:22:16.702 --> 00:22:17.803
And he's the one that's been really

00:22:17.863 --> 00:22:19.824
outspoken against insurance companies and,

00:22:20.263 --> 00:22:20.443
you know,

00:22:20.463 --> 00:22:22.565
like big pharma and big medicine and all

00:22:22.585 --> 00:22:23.644
that type of stuff on LinkedIn.

00:22:24.144 --> 00:22:25.185
And then I was really surprised.

00:22:25.226 --> 00:22:26.405
I haven't been doing a lot of LinkedIn,

00:22:26.425 --> 00:22:27.826
but now I'm back on LinkedIn doing some

00:22:27.866 --> 00:22:28.267
recruiting.

00:22:28.366 --> 00:22:28.646
So yeah.

00:22:29.207 --> 00:22:29.626
Yesterday,

00:22:29.686 --> 00:22:33.107
I saw that Preston posted some posts that

00:22:33.167 --> 00:22:35.528
he was doing self-pay physical therapy.

00:22:35.627 --> 00:22:37.388
And I thought that was really interesting

00:22:37.409 --> 00:22:39.409
because I didn't think, I don't know,

00:22:39.568 --> 00:22:41.049
like I just, I didn't,

00:22:41.130 --> 00:22:42.329
I feel like there's not a lot of

00:22:42.390 --> 00:22:44.309
people that are non-physical therapists

00:22:44.329 --> 00:22:46.711
that ever post that they're the patients

00:22:46.971 --> 00:22:48.770
of a self-pay physical therapist and like

00:22:48.830 --> 00:22:49.592
why they're going.

00:22:50.531 --> 00:22:51.451
Any thoughts on that post?

00:22:52.098 --> 00:22:53.699
yeah i mean number one so i looked

00:22:53.720 --> 00:22:55.599
up who he was and he's definitely talking

00:22:55.640 --> 00:22:58.340
about health care in three hundred and

00:22:58.381 --> 00:23:00.201
sixty degrees right like he's talking

00:23:00.221 --> 00:23:01.961
about payers like that's his whole angle

00:23:01.981 --> 00:23:05.103
is like don't let payers fleece you and

00:23:05.123 --> 00:23:08.604
this goes into the fact that wellness and

00:23:08.763 --> 00:23:11.045
fitness is now a status symbol it's a

00:23:11.105 --> 00:23:11.684
possession

00:23:12.781 --> 00:23:13.383
now.

00:23:13.423 --> 00:23:14.684
You can own fitness.

00:23:15.546 --> 00:23:17.667
And people sort of brag about the

00:23:17.708 --> 00:23:18.690
equipment they have,

00:23:19.109 --> 00:23:20.332
how often they work out,

00:23:20.432 --> 00:23:21.953
what type of diet they have.

00:23:22.815 --> 00:23:24.057
I think you're going to see more of

00:23:24.096 --> 00:23:24.376
this.

00:23:24.537 --> 00:23:25.638
In fact, as you're saying it,

00:23:25.659 --> 00:23:27.801
I'm sort of surprised that you're not.

00:23:27.821 --> 00:23:29.182
How many people, if they had one,

00:23:29.923 --> 00:23:30.905
a personal chef,

00:23:32.280 --> 00:23:32.421
I mean,

00:23:32.441 --> 00:23:34.001
that's sort of what he's sort of talking

00:23:34.021 --> 00:23:34.201
about.

00:23:34.261 --> 00:23:34.561
He's like,

00:23:34.741 --> 00:23:36.883
my therapist doesn't have to check his

00:23:36.942 --> 00:23:38.604
watch to see when we're ending because

00:23:39.483 --> 00:23:40.944
essentially I pay him well enough where

00:23:41.785 --> 00:23:43.385
time is no longer the factor.

00:23:44.046 --> 00:23:45.366
Skill is now the factor.

00:23:45.767 --> 00:23:47.488
I pay this because I want the result.

00:23:48.647 --> 00:23:49.969
I don't think you could have talked your

00:23:49.989 --> 00:23:51.990
way into this situation ten years ago or

00:23:52.009 --> 00:23:53.550
it would have been really hard for a

00:23:53.611 --> 00:23:54.371
small group of people.

00:23:54.891 --> 00:23:56.771
I think it's easier because you have to

00:23:57.192 --> 00:24:00.473
convince people less of how valuable being

00:24:00.534 --> 00:24:01.094
well is.

00:24:04.061 --> 00:24:06.226
yeah i i agree the new status and

00:24:06.385 --> 00:24:09.551
and we saw one of the guys from

00:24:10.733 --> 00:24:13.018
uh one of the investors from uh

00:24:14.561 --> 00:24:15.982
a show that I used to watch all

00:24:16.022 --> 00:24:16.502
the time.

00:24:16.583 --> 00:24:18.183
He was saying that... Shark Tank?

00:24:19.204 --> 00:24:20.905
Yeah, one of the Shark Tank guys.

00:24:20.945 --> 00:24:21.507
He was like,

00:24:21.926 --> 00:24:24.409
the modern flex is being strong,

00:24:24.449 --> 00:24:25.409
being healthy.

00:24:27.029 --> 00:24:28.351
I think Dave asked if that was an

00:24:28.431 --> 00:24:30.092
AI video or a real video.

00:24:30.132 --> 00:24:31.432
I mean, the guy looked great.

00:24:32.253 --> 00:24:33.034
Okay, you did.

00:24:33.294 --> 00:24:35.556
Yeah, and so it's totally true.

00:24:36.195 --> 00:24:37.636
Herjavec has always looked great.

00:24:38.076 --> 00:24:40.138
I saw so much of his content in

00:24:40.179 --> 00:24:41.640
a short period of time.

00:24:43.702 --> 00:24:45.483
It just seemed too right.

00:24:45.824 --> 00:24:46.325
You know what I mean?

00:24:46.365 --> 00:24:47.846
Like that's sort of like the litmus test

00:24:47.865 --> 00:24:49.467
that we're going to have in a year.

00:24:49.987 --> 00:24:50.748
I don't know if we're gonna be able

00:24:50.768 --> 00:24:51.887
to tell the difference between some of

00:24:51.907 --> 00:24:52.288
this stuff.

00:24:52.608 --> 00:24:54.210
Remember the test like a year ago,

00:24:54.230 --> 00:24:54.630
it was like,

00:24:54.970 --> 00:24:57.092
there's six fingers on that person's hand

00:24:57.551 --> 00:25:00.634
or they spell the word guarantee with

00:25:00.713 --> 00:25:01.634
three E's.

00:25:01.694 --> 00:25:03.056
It's like, that was obvious.

00:25:04.218 --> 00:25:04.679
Although,

00:25:05.019 --> 00:25:07.122
if I were trying to get a group

00:25:07.162 --> 00:25:09.064
of population on a planet indoctrinated

00:25:09.163 --> 00:25:12.428
into being able to think they can see

00:25:12.448 --> 00:25:14.470
through AI and then completely pull the

00:25:14.490 --> 00:25:15.111
wool over their eyes,

00:25:15.391 --> 00:25:17.173
step one would be make it sort of

00:25:17.192 --> 00:25:17.252
a C+.

00:25:18.863 --> 00:25:21.023
and then jump to the A-plus, it's over.

00:25:21.044 --> 00:25:22.125
Because you're like, oh,

00:25:22.825 --> 00:25:24.105
I can spot this stuff.

00:25:24.145 --> 00:25:24.987
It's super easy.

00:25:25.326 --> 00:25:26.268
And then jump to it.

00:25:26.587 --> 00:25:27.929
So I saw so much of it.

00:25:28.108 --> 00:25:29.769
He didn't seem like the kind of guy

00:25:29.930 --> 00:25:31.109
or doesn't seem like the kind of guy

00:25:31.351 --> 00:25:32.770
who needs to be shooting a bunch of,

00:25:33.112 --> 00:25:34.633
I'm just walking to get a cup of

00:25:34.673 --> 00:25:35.393
coffee video.

00:25:35.712 --> 00:25:36.854
And I happened to be like sort of

00:25:36.874 --> 00:25:38.994
looking over my shoulder and like talking

00:25:39.035 --> 00:25:41.416
to my videographer about lessons in money.

00:25:42.116 --> 00:25:43.397
And it just felt too,

00:25:43.557 --> 00:25:44.739
it felt too on,

00:25:45.038 --> 00:25:46.259
it felt too on brand.

00:25:46.279 --> 00:25:46.740
Yeah.

00:25:47.099 --> 00:25:49.522
um but yes robert hershevek has always

00:25:49.563 --> 00:25:51.424
sort of that's always sort of been his

00:25:51.505 --> 00:25:53.165
angle which is like health's the only

00:25:53.185 --> 00:25:55.528
thing you can't take away when you can't

00:25:55.568 --> 00:25:58.832
buy anything else what do you buy buy

00:25:58.892 --> 00:26:00.773
time or money or sorry time or health

00:26:00.953 --> 00:26:02.875
because you can't buy either of those

00:26:02.915 --> 00:26:05.979
things but you can flex on those things

00:26:06.019 --> 00:26:07.240
yeah so i have no idea what video

00:26:07.259 --> 00:26:08.582
you're talking about with robert persia

00:26:10.246 --> 00:26:10.946
You shared it in the chat?

00:26:10.967 --> 00:26:12.468
It wasn't even one particular video.

00:26:12.607 --> 00:26:14.088
He just had so much content.

00:26:14.209 --> 00:26:14.609
Obviously,

00:26:14.950 --> 00:26:16.530
I probably watched one of his videos too

00:26:16.570 --> 00:26:16.790
long.

00:26:16.810 --> 00:26:17.392
And next thing I know,

00:26:17.432 --> 00:26:19.113
I saw thirty of them in three days.

00:26:19.973 --> 00:26:22.615
It looked like too much different content

00:26:22.635 --> 00:26:24.037
coming out in a short period of time.

00:26:24.777 --> 00:26:27.058
Either he banged out a hard session of

00:26:27.078 --> 00:26:28.779
a weekend of just shooting stuff where the

00:26:28.799 --> 00:26:29.500
videographer was like,

00:26:29.780 --> 00:26:31.061
let's just do what you normally do on

00:26:31.082 --> 00:26:31.221
a day.

00:26:31.241 --> 00:26:32.762
Let's go get coffee and then give me

00:26:32.803 --> 00:26:33.284
a story.

00:26:33.324 --> 00:26:34.284
Give me a lesson in this.

00:26:35.204 --> 00:26:36.829
That's what I, so I went to,

00:26:36.849 --> 00:26:37.853
this is like a weird segue.

00:26:37.873 --> 00:26:39.156
I didn't plan on doing this, but that's,

00:26:39.557 --> 00:26:41.463
that's what happened when I went and Dave,

00:26:41.483 --> 00:26:42.728
you'd be a perfect audience for this.

00:26:43.722 --> 00:26:45.624
I don't think any small clinic should hire

00:26:45.904 --> 00:26:47.306
a full-time marketing person.

00:26:47.385 --> 00:26:48.926
If they're below, I don't know.

00:26:49.207 --> 00:26:50.867
I'm going to say five full-time employees,

00:26:51.208 --> 00:26:51.347
right?

00:26:51.387 --> 00:26:52.308
Just making that number up.

00:26:52.328 --> 00:26:53.730
It doesn't make any sense, math-wise.

00:26:54.330 --> 00:26:57.272
If you're twenty-plus, maybe fractional.

00:26:57.393 --> 00:26:59.453
If you're fifty-plus, full-time, right?

00:26:59.574 --> 00:27:00.634
Again, making these numbers up.

00:27:01.355 --> 00:27:02.756
So when I was at Danny Matei's event

00:27:03.596 --> 00:27:04.857
two weeks ago,

00:27:05.478 --> 00:27:06.598
a lot of the people I was talking

00:27:06.638 --> 00:27:09.260
to were like, I've got three FTEs,

00:27:09.320 --> 00:27:10.801
I've got five, I've got seven.

00:27:11.221 --> 00:27:11.863
And I'm like, huh,

00:27:11.962 --> 00:27:13.324
now you're in the territory where

00:27:14.464 --> 00:27:16.465
You know you need some more volume to

00:27:16.506 --> 00:27:18.307
keep those five or seven people busy.

00:27:18.626 --> 00:27:19.967
You don't want it to be your job.

00:27:20.106 --> 00:27:21.248
And I'm talking about the owner.

00:27:21.268 --> 00:27:21.768
The owner is like,

00:27:22.307 --> 00:27:23.788
I've been doing it for now.

00:27:24.148 --> 00:27:25.690
Now there's sort of that step where you've

00:27:25.710 --> 00:27:27.050
got to sort of hand that off.

00:27:27.590 --> 00:27:29.030
So I've been toying with the idea of

00:27:29.432 --> 00:27:31.392
you don't need someone who's on hand all

00:27:31.432 --> 00:27:31.752
the time.

00:27:32.012 --> 00:27:33.953
What you need is a hard weekend or

00:27:33.973 --> 00:27:36.555
a hard two days of let's map out

00:27:36.595 --> 00:27:37.394
what you're going to get,

00:27:37.914 --> 00:27:39.455
bring in the team to do it.

00:27:40.353 --> 00:27:43.035
record film walk people through it they

00:27:43.095 --> 00:27:44.936
leave they edit everything and then dave

00:27:44.957 --> 00:27:46.577
gets a google drive filled with everything

00:27:46.798 --> 00:27:49.579
a kit that says here's enough i mean

00:27:49.599 --> 00:27:50.641
you're smart enough because you've been

00:27:50.681 --> 00:27:52.461
doing it but like here's what you have

00:27:52.682 --> 00:27:53.903
here's what you ordered and here's what

00:27:53.923 --> 00:27:55.924
you get it's like a custom burrito from

00:27:55.944 --> 00:27:57.965
chipotle it's a marketing kit that's

00:27:58.006 --> 00:27:59.728
delivered to you but that person doesn't

00:27:59.748 --> 00:28:01.469
need to live in your clinic because that

00:28:01.509 --> 00:28:02.829
math doesn't math

00:28:04.866 --> 00:28:05.827
Yeah, for sure.

00:28:06.209 --> 00:28:08.731
Speaking of videos and stuff, Jimmy,

00:28:08.792 --> 00:28:09.733
I sent you a link.

00:28:10.375 --> 00:28:12.417
Did you guys see that two thousand five

00:28:12.438 --> 00:28:13.479
video that I shared?

00:28:13.499 --> 00:28:14.641
Oh, yeah.

00:28:14.681 --> 00:28:16.763
You were going full Gary Vee.

00:28:17.023 --> 00:28:19.007
Oh, Dave, if you can pull it up.

00:28:19.027 --> 00:28:20.087
Where is it?

00:28:20.588 --> 00:28:22.490
i'll get it on facebook i i thought

00:28:22.549 --> 00:28:24.731
i tagged you but maybe not we were

00:28:24.771 --> 00:28:26.752
going my wife and i were going through

00:28:26.913 --> 00:28:29.494
old kid photos and kid videos and we

00:28:29.515 --> 00:28:33.417
came across a couple folders of uh videos

00:28:33.458 --> 00:28:41.042
from and pictures from like and i had

00:28:41.103 --> 00:28:44.325
no idea i completely forgot like look at

00:28:44.365 --> 00:28:47.567
this this is like uh i'm holding i'm

00:28:47.666 --> 00:28:49.307
holding a camcorder

00:28:50.909 --> 00:28:52.690
I'm not spotting the poor guy.

00:28:52.770 --> 00:28:54.372
I'm not guarding the poor guy.

00:28:54.692 --> 00:28:56.792
Even in two thousand and five.

00:28:56.853 --> 00:28:58.875
This is back in Florida.

00:28:59.035 --> 00:29:01.296
I'm like focused on I need to get

00:29:01.316 --> 00:29:01.977
the video.

00:29:02.136 --> 00:29:03.458
I don't know what I was going to

00:29:03.478 --> 00:29:04.077
do with it.

00:29:04.137 --> 00:29:06.660
This this was, you know, so far back.

00:29:08.836 --> 00:29:11.681
But this goes to like, remind people,

00:29:11.861 --> 00:29:12.161
look,

00:29:12.260 --> 00:29:14.443
I've been doing this over twenty years,

00:29:15.644 --> 00:29:18.107
virtually the same stuff, you know?

00:29:18.147 --> 00:29:20.570
Now, what this video did remind me of,

00:29:21.561 --> 00:29:24.263
I can't believe this could be a scene

00:29:24.344 --> 00:29:25.624
in my clinic today.

00:29:26.105 --> 00:29:28.445
Like, we have not innovated.

00:29:28.945 --> 00:29:31.126
I've still got people doing a sit-to-stand

00:29:31.146 --> 00:29:31.807
from a bench.

00:29:32.228 --> 00:29:34.088
Maybe not on an AirX anymore,

00:29:34.108 --> 00:29:36.509
but I've got the AirX for other stuff.

00:29:36.529 --> 00:29:38.191
I'm wearing the same clothes.

00:29:38.990 --> 00:29:42.653
My geriatric seniors are exactly the same

00:29:42.752 --> 00:29:43.713
except, you know,

00:29:43.814 --> 00:29:45.275
a new generation of them.

00:29:46.221 --> 00:29:47.721
It's like a time warp.

00:29:48.162 --> 00:29:50.423
Other than my hair is darker and I

00:29:50.462 --> 00:29:51.963
have a little more of it and I'm

00:29:52.003 --> 00:29:53.964
thinner, but my clothes are baggier.

00:29:54.964 --> 00:29:56.205
It could be today.

00:29:56.445 --> 00:30:00.468
It could be today.

00:30:00.567 --> 00:30:01.508
I love it.

00:30:01.968 --> 00:30:02.568
Incredible.

00:30:02.868 --> 00:30:03.388
Incredible.

00:30:04.730 --> 00:30:07.211
I mean, yeah.

00:30:07.230 --> 00:30:07.391
Tony,

00:30:07.451 --> 00:30:09.211
this almost looks like the gentleman with

00:30:09.231 --> 00:30:10.771
the joke book, like when he was younger.

00:30:10.811 --> 00:30:11.071
Yeah.

00:30:12.113 --> 00:30:14.233
I can't even tell you how many people...

00:30:15.680 --> 00:30:18.242
over the years have been replicas of

00:30:18.303 --> 00:30:22.926
themselves it's just oh yeah you know it's

00:30:22.946 --> 00:30:24.769
just the same person keeps walking in my

00:30:24.808 --> 00:30:27.351
doors but they're they have different

00:30:27.391 --> 00:30:30.974
names paul's convinced you're a time

00:30:31.015 --> 00:30:33.336
traveler there tony seriously

00:30:38.515 --> 00:30:39.375
This is just a reminder,

00:30:39.415 --> 00:30:40.476
like anyone that like,

00:30:40.516 --> 00:30:42.817
sometimes like when I had the grant,

00:30:42.857 --> 00:30:44.898
my grandfather-in-law video that now is up

00:30:44.919 --> 00:30:46.440
to like one hundred and fifty six thousand

00:30:46.480 --> 00:30:48.101
views, which is still like decent,

00:30:48.181 --> 00:30:48.980
but not like.

00:30:49.280 --> 00:30:50.602
And then you go to I go over

00:30:50.622 --> 00:30:52.743
to Tony's Instagram and I look at those

00:30:52.804 --> 00:30:54.345
reels and I look at the most viewed

00:30:54.365 --> 00:30:55.884
and it was like two point three million.

00:30:55.945 --> 00:30:57.886
I'm like and I got I got excited

00:30:57.906 --> 00:30:59.928
from that video on my my account.

00:31:00.448 --> 00:31:01.328
And it's like.

00:31:02.865 --> 00:31:03.926
I can't even compare it.

00:31:03.967 --> 00:31:05.588
Tony's been messing with these camcorders

00:31:05.729 --> 00:31:08.330
in his clinic in two thousand one,

00:31:08.371 --> 00:31:09.853
two thousand three, two thousand five,

00:31:09.873 --> 00:31:13.276
like before Gary Vee was on YouTube before

00:31:13.296 --> 00:31:14.076
there was a YouTube.

00:31:14.817 --> 00:31:16.959
Right.

00:31:17.138 --> 00:31:18.279
I'll bring up the post,

00:31:18.381 --> 00:31:19.981
but I share this and I think both

00:31:20.001 --> 00:31:21.303
of you are excited to talk about it.

00:31:21.963 --> 00:31:24.046
Somebody anonymously.

00:31:24.919 --> 00:31:27.923
posted in a large PT Facebook group that

00:31:28.503 --> 00:31:28.844
they said,

00:31:28.923 --> 00:31:30.144
I feel like I will have to spend

00:31:30.164 --> 00:31:32.407
between five and eight thousand dollars to

00:31:32.448 --> 00:31:35.171
get some skills before I can get in

00:31:35.230 --> 00:31:36.653
my own cash practice.

00:31:37.294 --> 00:31:38.335
Have any of you done that?

00:31:38.855 --> 00:31:40.857
I rushed to the comments and

00:31:41.384 --> 00:31:43.185
hoping and i'll bring the post up maybe

00:31:43.246 --> 00:31:45.227
i was wrong but from what i remember

00:31:45.326 --> 00:31:47.688
i rushed to the con to the comments

00:31:48.327 --> 00:31:49.949
hoping people would be like you don't need

00:31:49.969 --> 00:31:52.230
to do that do not do that you

00:31:52.250 --> 00:31:55.191
don't need it fight why do you just

00:31:55.230 --> 00:31:56.672
have five to eight k burning a hole

00:31:56.692 --> 00:31:58.353
in your pocket if so happy to take

00:31:58.373 --> 00:31:59.773
it off your hands but you don't need

00:31:59.794 --> 00:32:00.294
to do that

00:32:00.993 --> 00:32:02.834
And many of them were saying, yes,

00:32:03.315 --> 00:32:04.214
I did the same thing,

00:32:04.654 --> 00:32:06.394
but never saying I did the same thing

00:32:06.595 --> 00:32:07.875
and it burned me.

00:32:07.954 --> 00:32:09.155
I didn't need to do the same thing.

00:32:09.655 --> 00:32:10.935
What were your thoughts when I shared

00:32:10.976 --> 00:32:11.355
this?

00:32:12.115 --> 00:32:15.176
What would have been your reaction had you

00:32:15.196 --> 00:32:16.856
had been in that group when it was

00:32:16.876 --> 00:32:17.176
shared?

00:32:18.557 --> 00:32:19.498
What group was it in?

00:32:19.577 --> 00:32:22.317
I remember the post.

00:32:22.337 --> 00:32:24.019
Just the big physical therapy group.

00:32:24.558 --> 00:32:24.999
Go ahead, Dave.

00:32:26.593 --> 00:32:28.933
So the first distinction would be what

00:32:28.993 --> 00:32:29.834
type of skills.

00:32:29.913 --> 00:32:31.335
That's the, that's the biggest question.

00:32:31.355 --> 00:32:33.394
Are we talking about clinical skills,

00:32:33.454 --> 00:32:35.915
which in general you should have,

00:32:36.016 --> 00:32:37.175
maybe not as a new grad.

00:32:37.435 --> 00:32:39.017
Cause I think the first three years I

00:32:39.057 --> 00:32:39.757
was like, I had a,

00:32:40.057 --> 00:32:41.317
I had a big ego and then I

00:32:41.357 --> 00:32:43.117
realized like how much I didn't know,

00:32:43.157 --> 00:32:44.939
but I thought I knew a ton or

00:32:44.959 --> 00:32:46.199
I thought I knew everything in the first

00:32:46.278 --> 00:32:48.160
one or two years of being a DPT.

00:32:48.180 --> 00:32:49.240
I think there was a lot of like

00:32:49.819 --> 00:32:50.461
ego with that.

00:32:50.861 --> 00:32:50.921
Um,

00:32:51.621 --> 00:32:53.462
But are we talking about clinical skills

00:32:54.002 --> 00:32:56.345
or are we talking about business marketing

00:32:56.444 --> 00:32:57.465
sales, right?

00:32:57.486 --> 00:32:58.426
So in cash practice,

00:32:58.846 --> 00:33:02.029
you need marketing and sales.

00:33:02.049 --> 00:33:04.031
You need repetitions of being told no,

00:33:04.372 --> 00:33:06.874
which takes months, if not years.

00:33:07.294 --> 00:33:08.095
You need the marketing.

00:33:08.115 --> 00:33:10.576
You need the sales process of like,

00:33:10.616 --> 00:33:12.018
how am I going to overcome the insurance

00:33:12.038 --> 00:33:12.338
question?

00:33:12.818 --> 00:33:14.059
How are we going to navigate?

00:33:14.201 --> 00:33:15.221
What is the pricing?

00:33:15.561 --> 00:33:16.923
Like, how do we do all that?

00:33:16.942 --> 00:33:19.006
Like that we're not even taught in school.

00:33:19.326 --> 00:33:19.885
And if you like,

00:33:19.906 --> 00:33:21.288
we talked with Tony a million times,

00:33:21.347 --> 00:33:22.950
if you didn't have a business before DPT

00:33:22.970 --> 00:33:24.852
school, you haven't gone through this.

00:33:24.872 --> 00:33:27.714
You haven't gone through rejection and

00:33:28.234 --> 00:33:29.616
starting a business from scratch and all

00:33:29.636 --> 00:33:29.797
that.

00:33:29.836 --> 00:33:31.258
So are we talking about clinical skills?

00:33:31.358 --> 00:33:32.559
If, if that's the case,

00:33:33.079 --> 00:33:34.981
I think you had enough with DPT with

00:33:35.001 --> 00:33:35.323
the DPT.

00:33:36.314 --> 00:33:37.673
Or are we talking about business and

00:33:37.693 --> 00:33:38.233
marketing skills?

00:33:38.273 --> 00:33:40.075
If that's the case, yes, you probably do.

00:33:40.335 --> 00:33:40.714
I didn't.

00:33:41.095 --> 00:33:42.655
But you probably do need a coach that

00:33:42.955 --> 00:33:44.556
you need to spend five or eight K

00:33:44.596 --> 00:33:46.636
on for a course on how to do

00:33:46.676 --> 00:33:48.436
Facebook ads or Google ads or set up

00:33:48.457 --> 00:33:51.357
Google ads or how to have a coach

00:33:51.438 --> 00:33:54.719
keep you accountable with reviewing your

00:33:54.739 --> 00:33:55.519
sales calls,

00:33:55.558 --> 00:33:57.338
with patients and overcoming their

00:33:57.358 --> 00:33:58.098
objections, all that.

00:33:58.118 --> 00:34:00.160
So it depends on what skills we're talking

00:34:00.180 --> 00:34:00.359
about.

00:34:01.277 --> 00:34:01.497
Right.

00:34:01.917 --> 00:34:04.863
I read this first as clinical skills.

00:34:05.042 --> 00:34:06.826
And then I read back and said, oh,

00:34:06.865 --> 00:34:09.070
to get my own cash practice was hoping

00:34:09.090 --> 00:34:10.492
they were talking about skills that they

00:34:10.532 --> 00:34:12.114
weren't already taught.

00:34:12.315 --> 00:34:13.916
So they weren't paying for them twice.

00:34:14.038 --> 00:34:15.139
That is sort of the way I looked

00:34:15.179 --> 00:34:15.400
at it.

00:34:17.282 --> 00:34:18.704
I commented, I asked,

00:34:18.824 --> 00:34:20.483
what skills are you looking for?

00:34:20.804 --> 00:34:23.525
And they replied like pelvic floor

00:34:23.585 --> 00:34:26.786
therapy, maybe manual therapy.

00:34:28.166 --> 00:34:29.827
And if you scroll through the comments,

00:34:29.847 --> 00:34:30.867
which you don't have to do now,

00:34:30.927 --> 00:34:34.230
but one of my previous teachers,

00:34:34.530 --> 00:34:36.550
Thomas Eberle,

00:34:37.831 --> 00:34:39.351
He and I don't agree on a lot

00:34:39.371 --> 00:34:39.692
of things.

00:34:39.731 --> 00:34:40.831
We agree on some things.

00:34:41.351 --> 00:34:43.432
He's working with Ron Miller down in

00:34:43.472 --> 00:34:44.193
Florida now.

00:34:45.733 --> 00:34:48.014
He's a cash PT, manual therapist.

00:34:48.655 --> 00:34:51.556
But he had suggested, yes,

00:34:51.655 --> 00:34:55.077
definitely you can't start a cash-based

00:34:55.097 --> 00:34:58.219
therapy without better clinical skills.

00:34:59.018 --> 00:34:59.458
And of course,

00:34:59.559 --> 00:35:00.739
I knew the three of us would be

00:35:00.800 --> 00:35:03.262
like, heck no, the clinical skills,

00:35:03.302 --> 00:35:04.963
you just have to be not bad.

00:35:05.364 --> 00:35:07.106
You just have to be good enough.

00:35:07.525 --> 00:35:09.047
You need business skills,

00:35:09.126 --> 00:35:11.509
marketing skills, communication skills.

00:35:11.568 --> 00:35:14.472
You need to understand the consumer and

00:35:14.512 --> 00:35:18.574
what the consumer is actually buying in

00:35:18.715 --> 00:35:22.137
order to go into the cash-based world.

00:35:22.217 --> 00:35:22.338
Yeah.

00:35:24.367 --> 00:35:25.186
I do want to mention though,

00:35:25.306 --> 00:35:26.568
I don't know if I was taught in

00:35:26.608 --> 00:35:29.307
the DPT program or if we were,

00:35:29.367 --> 00:35:30.288
I don't know if it was,

00:35:30.768 --> 00:35:31.909
there was a big emphasis on it.

00:35:31.929 --> 00:35:34.128
So for like orthopedic or outpatient PT,

00:35:34.590 --> 00:35:36.730
I don't think I ever saw or remember.

00:35:36.829 --> 00:35:37.010
And I,

00:35:37.730 --> 00:35:38.990
please correct me if you guys got it

00:35:39.030 --> 00:35:41.570
in your rotations or your first DPT job,

00:35:41.931 --> 00:35:44.711
your first outpatient job about the pre

00:35:44.731 --> 00:35:45.391
and post tests,

00:35:45.431 --> 00:35:48.293
like to actually show the patient like,

00:35:48.572 --> 00:35:48.813
okay,

00:35:48.853 --> 00:35:50.313
so you're feeling seven out of ten knee

00:35:50.333 --> 00:35:50.572
pain.

00:35:50.632 --> 00:35:51.373
And then we're going to do some

00:35:51.393 --> 00:35:51.914
interventions.

00:35:51.934 --> 00:35:52.353
We're going to do,

00:35:53.233 --> 00:35:54.719
knee joint mobilizations.

00:35:54.760 --> 00:35:55.581
We're going to look at your hip.

00:35:55.603 --> 00:35:56.184
We're going to do this,

00:35:56.224 --> 00:35:56.927
that we're going to do.

00:35:58.097 --> 00:35:59.677
single leg stand, whatever.

00:35:59.739 --> 00:36:00.978
And then we're going to do these

00:36:01.018 --> 00:36:01.298
interventions.

00:36:01.318 --> 00:36:02.438
Then we're going to check your knee pain

00:36:02.458 --> 00:36:04.059
again with whatever the squat or whatever

00:36:04.099 --> 00:36:04.360
movement.

00:36:04.420 --> 00:36:04.619
Okay.

00:36:04.719 --> 00:36:05.880
Oh, now it's a five out of ten.

00:36:05.940 --> 00:36:06.119
Okay.

00:36:06.139 --> 00:36:07.641
So now it feels better.

00:36:08.101 --> 00:36:09.840
And kind of showing the patient at the

00:36:09.880 --> 00:36:12.722
eval, like, hey, like what we just did,

00:36:12.782 --> 00:36:14.722
like what we just did in like a

00:36:14.782 --> 00:36:15.463
treatment preview,

00:36:15.483 --> 00:36:16.963
not even the full visit because we did

00:36:16.983 --> 00:36:18.063
the whole evaluation and everything.

00:36:18.503 --> 00:36:19.583
This is a treatment preview.

00:36:20.063 --> 00:36:21.324
And we just dropped your pain down from

00:36:21.405 --> 00:36:22.565
seven out of ten to five out of

00:36:22.585 --> 00:36:22.764
ten.

00:36:22.945 --> 00:36:24.606
That's a little bit of sales in a

00:36:24.666 --> 00:36:24.846
way.

00:36:25.606 --> 00:36:27.688
It's I think it's a great evaluation and

00:36:27.748 --> 00:36:28.949
treatment for the first visit.

00:36:28.989 --> 00:36:32.492
And the patient realizes that you can help

00:36:32.532 --> 00:36:32.733
them.

00:36:32.932 --> 00:36:33.614
And now it's like, hey,

00:36:33.653 --> 00:36:34.974
if we string a bunch of visits together,

00:36:34.994 --> 00:36:36.175
just can you can you imagine?

00:36:36.195 --> 00:36:37.016
Like, obviously,

00:36:37.177 --> 00:36:38.438
I would be the right one to help

00:36:38.478 --> 00:36:38.918
you with this.

00:36:39.318 --> 00:36:39.539
Tony,

00:36:39.559 --> 00:36:40.820
is that something that you ever recall

00:36:40.840 --> 00:36:42.882
your other therapist doing that had that

00:36:43.422 --> 00:36:44.744
you taught them or they came out of

00:36:44.804 --> 00:36:46.365
school with that or Jimmy?

00:36:46.425 --> 00:36:46.606
I mean,

00:36:47.186 --> 00:36:48.889
is this something that you learned or

00:36:48.929 --> 00:36:49.088
what?

00:36:49.889 --> 00:36:51.733
I know we did it in school.

00:36:51.833 --> 00:36:54.295
We were taught pre-test, post-test,

00:36:54.396 --> 00:36:56.940
you know, measure the difference.

00:36:57.860 --> 00:36:58.481
In school,

00:36:58.521 --> 00:37:00.344
we were taught it as this is good

00:37:00.405 --> 00:37:01.525
clinical practice.

00:37:01.606 --> 00:37:03.568
But as a business owner,

00:37:03.668 --> 00:37:05.411
I knew this is a sales process.

00:37:05.472 --> 00:37:07.612
The only reason why I'm doing this is

00:37:07.632 --> 00:37:09.094
to be like, oh, my gosh,

00:37:09.594 --> 00:37:12.096
you just improved thirty percent in twenty

00:37:12.135 --> 00:37:12.536
minutes.

00:37:13.155 --> 00:37:13.956
Like you said, Dave,

00:37:13.976 --> 00:37:15.577
imagine what we could do over twelve

00:37:15.597 --> 00:37:16.137
visits.

00:37:16.177 --> 00:37:18.259
You know, it's totally a sales process.

00:37:18.840 --> 00:37:21.221
But in school, yes, we did learn it.

00:37:21.280 --> 00:37:22.521
We learned it as, you know,

00:37:22.561 --> 00:37:23.621
this is what you document.

00:37:23.661 --> 00:37:25.282
This is how you do a good assessment.

00:37:26.563 --> 00:37:28.204
I don't think they even realized because

00:37:28.224 --> 00:37:30.606
they were so stuck in academia that, no,

00:37:31.106 --> 00:37:31.786
you're selling.

00:37:31.907 --> 00:37:33.068
That's a sales process.

00:37:34.755 --> 00:37:35.615
Paul, watching live,

00:37:35.655 --> 00:37:38.159
anyone watching or listening live,

00:37:38.199 --> 00:37:39.719
can you just comment wherever you're at,

00:37:39.860 --> 00:37:41.161
YouTube, LinkedIn,

00:37:41.202 --> 00:37:43.784
wherever this is being aired live,

00:37:43.925 --> 00:37:45.646
can you comment if you learned it in

00:37:45.686 --> 00:37:47.367
school or at a rotation or did it

00:37:47.387 --> 00:37:48.188
in your first job?

00:37:48.228 --> 00:37:50.150
Because maybe, Tony,

00:37:50.791 --> 00:37:51.853
maybe everyone's getting it.

00:37:52.012 --> 00:37:52.753
Maybe everyone's not.

00:37:52.833 --> 00:37:54.094
I don't know.

00:37:54.135 --> 00:37:54.335
Jimmy,

00:37:54.356 --> 00:37:56.557
do you remember that in your DPT program?

00:37:57.170 --> 00:37:58.391
I don't think it was in the program.

00:37:58.451 --> 00:37:59.431
Again, it was a decade ago,

00:37:59.472 --> 00:38:00.672
so I don't want to say it.

00:38:00.733 --> 00:38:01.873
And of course, it'd be there.

00:38:02.695 --> 00:38:05.516
But I think this is two different things.

00:38:06.518 --> 00:38:07.398
Maybe three different things.

00:38:07.498 --> 00:38:08.318
Is it clinical?

00:38:08.699 --> 00:38:09.280
I guess.

00:38:09.960 --> 00:38:11.021
But really, if it's clinical,

00:38:11.041 --> 00:38:12.302
I think it's clinical psychology.

00:38:12.583 --> 00:38:14.385
It's showing someone, hey, look,

00:38:14.764 --> 00:38:15.445
you had this.

00:38:15.826 --> 00:38:16.485
We did this.

00:38:17.887 --> 00:38:18.648
It led to this.

00:38:19.088 --> 00:38:20.407
And then that is also sales.

00:38:20.688 --> 00:38:21.708
So I don't know if it's clinical.

00:38:21.768 --> 00:38:22.289
If it is,

00:38:22.608 --> 00:38:24.550
it's on the side of patient buy-in.

00:38:24.570 --> 00:38:26.550
Them seeing something and understanding

00:38:26.590 --> 00:38:26.851
something.

00:38:27.311 --> 00:38:30.693
Us showing that movement and doing these

00:38:30.753 --> 00:38:32.072
movements will actually do better

00:38:32.112 --> 00:38:32.353
outcomes.

00:38:32.373 --> 00:38:33.153
So I think it's probably...

00:38:34.489 --> 00:38:34.628
one,

00:38:34.708 --> 00:38:36.309
if not all three of those different

00:38:36.329 --> 00:38:36.650
things.

00:38:37.130 --> 00:38:38.291
But I don't think it was ever actually

00:38:38.331 --> 00:38:38.592
shown.

00:38:38.891 --> 00:38:40.233
I think that was a problem for me,

00:38:40.753 --> 00:38:42.954
is everything was shown like, oh,

00:38:42.974 --> 00:38:45.135
you got to rub the knee counterclockwise

00:38:45.155 --> 00:38:46.016
and not clockwise.

00:38:46.056 --> 00:38:47.976
Otherwise, who did you learn from?

00:38:48.016 --> 00:38:49.157
What book did you read?

00:38:49.838 --> 00:38:52.860
You got to move the ultrasound one,

00:38:52.940 --> 00:38:53.760
clockwise, not counterclockwise.

00:38:54.681 --> 00:38:56.862
If you're north of the equator,

00:38:57.001 --> 00:38:58.802
you go clockwise, you dumbass.

00:38:58.862 --> 00:39:00.382
If you're south of the equator,

00:39:00.402 --> 00:39:01.902
you go counterclockwise.

00:39:02.543 --> 00:39:02.862
Otherwise,

00:39:02.902 --> 00:39:04.802
the magic gnomes don't provide the

00:39:04.842 --> 00:39:06.164
crystals to move in the right direction.

00:39:07.103 --> 00:39:08.603
So I think I went in thinking there

00:39:08.623 --> 00:39:10.304
was some magic and then realizing there

00:39:10.364 --> 00:39:10.784
wasn't,

00:39:11.025 --> 00:39:12.445
but then thinking I had to sort of

00:39:12.505 --> 00:39:13.606
BS my way through things,

00:39:13.626 --> 00:39:15.706
and I was like, nah, I'm good.

00:39:15.746 --> 00:39:17.365
But I think showing someone after they do

00:39:17.425 --> 00:39:19.286
something that there's not a fear,

00:39:19.306 --> 00:39:20.786
not everything makes things worse,

00:39:20.827 --> 00:39:23.788
I think that's the magic.

00:39:25.389 --> 00:39:25.570
Yeah.

00:39:25.590 --> 00:39:27.331
So Ben Galen commented live on LinkedIn.

00:39:27.371 --> 00:39:29.554
He said, never really taught for me.

00:39:29.614 --> 00:39:31.094
Paul commented live on YouTube.

00:39:31.135 --> 00:39:33.836
He said that we did have pre post-test

00:39:33.916 --> 00:39:34.918
as a point of discussion,

00:39:35.358 --> 00:39:37.099
more for knowing if we're on the right

00:39:37.139 --> 00:39:38.481
path versus a selling point.

00:39:38.521 --> 00:39:40.362
Both are true.

00:39:40.443 --> 00:39:40.563
Yeah.

00:39:43.317 --> 00:39:43.998
You know,

00:39:44.177 --> 00:39:46.920
it's funny going back to talking about the

00:39:46.980 --> 00:39:47.679
soft skills.

00:39:47.699 --> 00:39:49.322
I think we talked about it last week.

00:39:50.001 --> 00:39:51.744
I had a patient, returning patient,

00:39:51.764 --> 00:39:53.405
this patient has known me for five,

00:39:53.445 --> 00:39:56.606
six years, had a rotator cuff repair.

00:39:56.947 --> 00:39:57.887
Perfect example.

00:39:58.907 --> 00:40:00.728
came into my clinic to schedule,

00:40:00.768 --> 00:40:01.829
didn't call to schedule,

00:40:01.889 --> 00:40:02.789
came to the clinic,

00:40:02.829 --> 00:40:04.048
was physically present.

00:40:05.170 --> 00:40:06.789
I said, hey, do you have fifteen minutes?

00:40:06.809 --> 00:40:08.110
Let's do your eval right now.

00:40:08.451 --> 00:40:11.070
So had a rotator cuff repair ten days

00:40:11.110 --> 00:40:12.251
ago in the sling,

00:40:12.811 --> 00:40:14.731
came from the orthopedic office,

00:40:14.791 --> 00:40:16.353
was driving home, said, hey,

00:40:16.373 --> 00:40:18.052
I'm going to stop into Tony's clinic and

00:40:18.092 --> 00:40:18.992
schedule an eval.

00:40:19.012 --> 00:40:20.813
I was like, you're here.

00:40:21.193 --> 00:40:21.634
You're here.

00:40:22.014 --> 00:40:23.614
You're not leaving unless we do an

00:40:23.655 --> 00:40:24.335
evaluation.

00:40:25.902 --> 00:40:27.244
And so I'm like, hey, you know,

00:40:27.324 --> 00:40:28.625
I'm going to rub your shoulder and make

00:40:28.644 --> 00:40:29.344
it feel a little better.

00:40:29.364 --> 00:40:30.606
She's like, no, no, you can't touch it.

00:40:30.666 --> 00:40:31.186
You can't touch it.

00:40:31.206 --> 00:40:31.425
I was like,

00:40:31.606 --> 00:40:32.726
what do you mean you can't touch it?

00:40:33.246 --> 00:40:34.847
You just had a rotator cuff repair.

00:40:35.327 --> 00:40:36.909
You're cleared to start therapy.

00:40:37.688 --> 00:40:38.208
Let's go.

00:40:38.349 --> 00:40:39.130
And she was like, no, no,

00:40:39.170 --> 00:40:39.769
you can't touch it.

00:40:40.369 --> 00:40:42.391
Anyway, needless to say,

00:40:42.451 --> 00:40:45.853
the point in this was, okay,

00:40:46.273 --> 00:40:47.673
I was able to diffuse,

00:40:47.873 --> 00:40:49.195
and this is somebody who knew me,

00:40:49.235 --> 00:40:51.675
but even knowing me was so scared that

00:40:51.715 --> 00:40:52.876
I was going to do something wrong to

00:40:52.896 --> 00:40:53.597
her shoulder that

00:40:54.505 --> 00:40:55.445
I got her to stay,

00:40:55.965 --> 00:40:57.347
rubbed her shoulder a little bit,

00:40:57.527 --> 00:40:58.409
loosened her up.

00:40:58.469 --> 00:40:59.128
She was like, oh,

00:40:59.228 --> 00:41:00.449
I do feel so much better.

00:41:01.010 --> 00:41:01.891
Fixed the sling.

00:41:02.652 --> 00:41:04.114
Fifteen minutes, we were done.

00:41:04.454 --> 00:41:08.538
Got the evaluation in the books and got

00:41:08.557 --> 00:41:10.739
her scheduled for once a week follow up

00:41:10.760 --> 00:41:12.420
for the next two weeks until we can

00:41:12.460 --> 00:41:13.202
start doing more.

00:41:14.702 --> 00:41:15.244
I don't know.

00:41:15.324 --> 00:41:15.483
Like,

00:41:15.523 --> 00:41:17.184
that's not the kind of thing you learn

00:41:17.224 --> 00:41:17.666
in school.

00:41:18.751 --> 00:41:19.072
You know,

00:41:19.112 --> 00:41:20.632
but that's the kind of thing that I

00:41:20.672 --> 00:41:22.833
think makes such a major impact.

00:41:23.193 --> 00:41:24.653
That's not the kind of thing that a

00:41:24.693 --> 00:41:27.054
typical employed therapist who's like,

00:41:27.634 --> 00:41:29.934
why the patient's not expecting to get a

00:41:29.974 --> 00:41:30.255
valve.

00:41:30.275 --> 00:41:32.275
Now the patient's fine booking the

00:41:32.315 --> 00:41:34.016
appointment and leaving and coming back.

00:41:34.536 --> 00:41:36.416
Like these are skills and,

00:41:36.597 --> 00:41:38.717
and I don't even want to call them

00:41:38.737 --> 00:41:39.197
talents,

00:41:39.257 --> 00:41:42.739
but something that if we could identify

00:41:42.759 --> 00:41:43.898
them early enough,

00:41:44.496 --> 00:41:46.498
in the individual, you know,

00:41:46.518 --> 00:41:48.219
we talked about hiring before,

00:41:48.280 --> 00:41:50.021
like these are the things that I'm looking

00:41:50.061 --> 00:41:50.561
for.

00:41:50.822 --> 00:41:51.762
And I don't even care,

00:41:51.802 --> 00:41:52.503
it's not the money.

00:41:52.603 --> 00:41:53.764
I don't care about the money.

00:41:53.784 --> 00:41:55.965
This is a very low reimbursing insurance

00:41:56.025 --> 00:41:56.425
plan.

00:41:56.766 --> 00:41:57.746
It does not matter.

00:41:57.786 --> 00:41:58.987
The money is not even gonna,

00:41:59.047 --> 00:42:00.309
you're not gonna see it on a balance

00:42:00.329 --> 00:42:00.528
sheet,

00:42:00.909 --> 00:42:02.490
but it's the fact that the person was

00:42:02.530 --> 00:42:03.050
there.

00:42:03.552 --> 00:42:05.873
Why wouldn't I do the evaluation right

00:42:05.913 --> 00:42:06.173
now?

00:42:06.273 --> 00:42:08.414
Nobody else in the clinic needed me with

00:42:08.454 --> 00:42:10.117
them for the next fifteen minutes.

00:42:10.797 --> 00:42:12.277
I could give them some peace of mind.

00:42:12.318 --> 00:42:13.318
I can calm her down.

00:42:13.438 --> 00:42:14.659
I can make her feel a little bit

00:42:14.699 --> 00:42:15.079
better.

00:42:15.539 --> 00:42:17.920
Like that is what I wanted to do.

00:42:18.579 --> 00:42:20.940
And if you're listening to this and you

00:42:20.981 --> 00:42:23.181
find somebody out there who's a younger

00:42:23.222 --> 00:42:23.862
person,

00:42:24.001 --> 00:42:26.422
younger to work and has that kind of

00:42:26.483 --> 00:42:28.784
perspective, you snatch them up.

00:42:29.043 --> 00:42:30.864
You pay them whatever they want to get

00:42:30.945 --> 00:42:33.025
paid and you put them on your team.

00:42:33.065 --> 00:42:34.746
Like those are the things we're looking

00:42:34.766 --> 00:42:34.927
for.

00:42:36.648 --> 00:42:38.530
I totally believe that you can train that,

00:42:38.610 --> 00:42:38.931
Tony.

00:42:39.652 --> 00:42:41.914
You're almost saying like you think a

00:42:42.014 --> 00:42:42.574
non-owner.

00:42:43.815 --> 00:42:43.996
What?

00:42:44.396 --> 00:42:45.978
I feel like you were kind of suggesting

00:42:46.018 --> 00:42:46.978
like a non-owner.

00:42:47.199 --> 00:42:48.519
It's hard for a non-owner to do that.

00:42:48.579 --> 00:42:49.701
If you put that in your playbook,

00:42:49.802 --> 00:42:51.862
I totally believe you can train that.

00:42:53.105 --> 00:42:55.987
My therapist that's been with us just for

00:42:56.387 --> 00:42:58.108
a little over like around seventy or

00:42:58.168 --> 00:42:58.650
eighty days,

00:42:58.710 --> 00:43:00.791
not like approaching his ninetieth day.

00:43:01.925 --> 00:43:03.367
He's doing twenty visits a week.

00:43:03.967 --> 00:43:06.027
He's making one hundred thirteen K on pace

00:43:06.047 --> 00:43:06.688
for one hundred thirteen.

00:43:06.748 --> 00:43:09.929
Like the paycheck was enough to be one

00:43:09.949 --> 00:43:11.769
hundred thirteen K when one hundred

00:43:11.789 --> 00:43:12.849
thirteen K when annualized.

00:43:12.889 --> 00:43:13.070
Right.

00:43:13.469 --> 00:43:14.690
And he's seeing twenty visits a week.

00:43:14.731 --> 00:43:14.871
Right.

00:43:14.891 --> 00:43:17.371
So he but he was selected or he

00:43:17.411 --> 00:43:19.692
was interviewed and groomed to be doing

00:43:19.711 --> 00:43:20.072
all this.

00:43:20.213 --> 00:43:21.992
And he's doing what you're talking about.

00:43:22.333 --> 00:43:23.994
Maybe not exactly the same because it's

00:43:24.034 --> 00:43:25.855
some office visits and some home visits,

00:43:25.894 --> 00:43:26.054
but.

00:43:26.855 --> 00:43:27.594
I think it's possible.

00:43:27.934 --> 00:43:29.235
It is possible to find these folks.

00:43:29.295 --> 00:43:31.896
And I don't think it's just the owner

00:43:32.215 --> 00:43:32.536
to do it.

00:43:32.576 --> 00:43:32.936
Of course,

00:43:33.096 --> 00:43:34.956
that the move that you that is an

00:43:35.036 --> 00:43:36.336
owner move to do that.

00:43:36.637 --> 00:43:38.317
But I believe anyone watching and

00:43:38.336 --> 00:43:39.856
listening like you absolutely could be

00:43:39.916 --> 00:43:41.416
finding folks, grooming them,

00:43:41.456 --> 00:43:42.038
training them.

00:43:42.577 --> 00:43:43.978
It's not going to be like you say

00:43:43.998 --> 00:43:45.818
it one time and they just do it

00:43:45.878 --> 00:43:46.077
right.

00:43:46.117 --> 00:43:47.257
It's going to be like they need

00:43:47.297 --> 00:43:48.759
repetitions of like, hey,

00:43:48.798 --> 00:43:49.518
someone comes in,

00:43:49.539 --> 00:43:50.358
they have a knee replacement.

00:43:50.398 --> 00:43:50.918
Someone comes in,

00:43:50.938 --> 00:43:52.179
they got a rotator cuff repair.

00:43:52.498 --> 00:43:53.159
Someone comes in,

00:43:53.179 --> 00:43:55.199
they have a balance issue.

00:43:55.460 --> 00:43:55.599
Well,

00:43:56.420 --> 00:43:57.981
there's no there's no time better than

00:43:58.021 --> 00:43:59.380
right now right tony like let's do it

00:44:00.222 --> 00:44:04.302
yeah what's the comment say uh ben saying

00:44:04.322 --> 00:44:05.724
it's the difference between a restaurant

00:44:05.744 --> 00:44:07.525
that stays open until the last person

00:44:07.605 --> 00:44:09.885
leaves versus one that shuts the kitchen

00:44:09.905 --> 00:44:11.447
at nine because they close at ten have

00:44:11.467 --> 00:44:13.847
to clean for an hour it's a culture

00:44:13.887 --> 00:44:16.088
not a not a something you can necessarily

00:44:16.148 --> 00:44:20.971
teach yeah i agree with that last

00:44:20.990 --> 00:44:23.032
statement more it's the culture not a

00:44:23.092 --> 00:44:23.512
teaching amen

00:44:24.547 --> 00:44:26.668
If you're part of the organization,

00:44:27.628 --> 00:44:28.989
if you empower someone to sort of be

00:44:29.030 --> 00:44:30.150
able to make decisions,

00:44:32.190 --> 00:44:34.572
you'll make better decisions because you

00:44:34.612 --> 00:44:36.773
understand it's not the letter of the law,

00:44:36.893 --> 00:44:38.574
it's the spirit of what we're actually

00:44:38.634 --> 00:44:39.193
here to do.

00:44:39.554 --> 00:44:40.735
And I empower you to do that.

00:44:41.074 --> 00:44:42.996
I use the Zappos example all the time.

00:44:43.115 --> 00:44:45.257
They realized that customer service was a

00:44:45.297 --> 00:44:46.577
big bottleneck and they said, listen,

00:44:46.597 --> 00:44:47.878
if it costs less than five hundred bucks

00:44:47.898 --> 00:44:48.557
to solve the problem,

00:44:48.998 --> 00:44:49.918
just solve the problem.

00:44:50.358 --> 00:44:51.800
Just understand, I might be like,

00:44:51.880 --> 00:44:53.641
why did you just give that person a

00:44:53.681 --> 00:44:54.523
five dollar gift card?

00:44:54.543 --> 00:44:55.724
It's like I wanted to shut them up.

00:44:56.184 --> 00:44:56.885
Not a good answer,

00:44:57.226 --> 00:44:58.806
but it's like they got screwed.

00:44:59.086 --> 00:45:00.288
The system didn't work for them.

00:45:00.568 --> 00:45:02.771
So I just credit them back their shoes.

00:45:03.612 --> 00:45:05.492
Good use of that hall pass or whatever

00:45:05.512 --> 00:45:06.173
they want to call it.

00:45:06.494 --> 00:45:07.454
So I agree with Ben.

00:45:07.474 --> 00:45:08.777
They're saying it is the culture,

00:45:09.496 --> 00:45:12.159
not something you can't write down an SOP

00:45:12.639 --> 00:45:14.382
for four billion possibilities.

00:45:15.847 --> 00:45:17.248
You can't foresee that.

00:45:17.327 --> 00:45:18.648
You can't write it down and you wouldn't

00:45:18.668 --> 00:45:19.989
be able to find and say, well,

00:45:20.228 --> 00:45:21.329
what do we do in this situation?

00:45:21.630 --> 00:45:21.789
No.

00:45:22.670 --> 00:45:23.889
Do right, fear no man.

00:45:23.929 --> 00:45:25.610
That's what they're trying to say.

00:45:25.731 --> 00:45:26.831
Understand that all these different

00:45:26.871 --> 00:45:28.050
options are within your purview.

00:45:28.271 --> 00:45:30.972
Pick the best one at the right time.

00:45:31.012 --> 00:45:34.132
Get close.

00:45:34.152 --> 00:45:35.393
What other topics do we have?

00:45:36.293 --> 00:45:36.554
I don't know.

00:45:36.574 --> 00:45:37.693
I think we blew through all of them

00:45:37.733 --> 00:45:38.333
for today.

00:45:42.795 --> 00:45:45.476
Well, Jimmy's coming north of Columbus.

00:45:47.065 --> 00:45:48.907
Uh, we're going to connect.

00:45:48.927 --> 00:45:50.548
A lot of these APTA chapters are turning

00:45:50.809 --> 00:45:52.391
seventy-five and doing celebrations.

00:45:52.550 --> 00:45:55.014
So it's like a one day conference and

00:45:55.034 --> 00:45:57.817
then they're throwing a big old party.

00:45:57.856 --> 00:46:00.559
So you're, so if you're traveling,

00:46:00.699 --> 00:46:02.762
you're going to be here Thursday or are

00:46:02.782 --> 00:46:03.824
you traveling Thursday?

00:46:04.644 --> 00:46:05.244
Traveling Thursday.

00:46:05.264 --> 00:46:06.045
I'll be there Thursday night.

00:46:06.085 --> 00:46:07.327
Okay.

00:46:08.072 --> 00:46:09.253
So Jimmy's out.

00:46:09.713 --> 00:46:11.273
I will see if I can connect with

00:46:11.333 --> 00:46:14.596
Dave for PT Breakfast Club Thursday

00:46:14.655 --> 00:46:15.036
morning.

00:46:15.795 --> 00:46:17.056
I should be able to do that.

00:46:18.257 --> 00:46:19.557
Let's just do parting shots.

00:46:19.818 --> 00:46:21.059
We don't have to go the full hour.

00:46:21.739 --> 00:46:22.699
Dave, what's on your mind?

00:46:22.719 --> 00:46:24.260
What do you got?

00:46:24.661 --> 00:46:24.900
Well,

00:46:25.061 --> 00:46:27.523
I really like the comment from Ben about

00:46:27.583 --> 00:46:30.744
culture and not necessarily a teaching

00:46:30.764 --> 00:46:31.625
thing for every aspect.

00:46:31.664 --> 00:46:33.326
So that's just on my mind right now,

00:46:33.346 --> 00:46:34.567
trying to recruit more therapists.

00:46:36.067 --> 00:46:36.347
And

00:46:37.594 --> 00:46:39.715
keeping, keeping like the, the, the,

00:46:39.735 --> 00:46:40.375
the main thing,

00:46:40.394 --> 00:46:42.416
the main thing in terms of what's best

00:46:42.436 --> 00:46:42.896
for the client,

00:46:42.916 --> 00:46:44.257
what's best for the practice, what's,

00:46:44.277 --> 00:46:45.657
you know, what is that intersection?

00:46:46.277 --> 00:46:47.978
And of course it doesn't matter what type

00:46:47.998 --> 00:46:48.577
of practice you're in,

00:46:48.597 --> 00:46:51.259
but if they stop in physically to say

00:46:51.278 --> 00:46:52.780
hello or book visits, yeah.

00:46:52.900 --> 00:46:54.141
Why, why wouldn't you say, Hey,

00:46:54.161 --> 00:46:55.701
why don't we just do a quick screen,

00:46:55.740 --> 00:46:58.541
a quick eval, you know, get them going.

00:46:59.543 --> 00:47:01.043
I just, for me, it's a great reminder.

00:47:01.302 --> 00:47:02.364
And that's something that

00:47:03.442 --> 00:47:05.304
you could always put more stuff into your

00:47:05.344 --> 00:47:08.005
playbooks around what to do when,

00:47:08.467 --> 00:47:09.708
but I love the,

00:47:09.887 --> 00:47:10.989
I love the reminder of like,

00:47:11.028 --> 00:47:13.030
it's kind of like the culture and it,

00:47:13.070 --> 00:47:15.172
you can't lay out every little scenario,

00:47:15.713 --> 00:47:17.476
but if it's kind of embedded in like

00:47:17.516 --> 00:47:19.478
the onboarding and the mentorship and the

00:47:19.518 --> 00:47:21.179
coaching and the training of therapists,

00:47:21.699 --> 00:47:23.862
then they typically would do the right

00:47:23.902 --> 00:47:24.141
thing.

00:47:24.181 --> 00:47:24.382
Right.

00:47:24.402 --> 00:47:25.182
So like I would,

00:47:25.382 --> 00:47:26.344
I want to get to the point where

00:47:26.364 --> 00:47:26.423
if,

00:47:27.144 --> 00:47:28.326
we have therapists in our office,

00:47:28.505 --> 00:47:29.286
I'm not there,

00:47:29.347 --> 00:47:30.907
but they would do what Tony did.

00:47:31.449 --> 00:47:33.670
A patient comes in, previous client,

00:47:33.690 --> 00:47:34.070
whatever,

00:47:34.170 --> 00:47:35.572
or like a spouse or a friend of

00:47:35.693 --> 00:47:36.193
a client,

00:47:36.612 --> 00:47:38.114
and they come in and they're like looking

00:47:38.155 --> 00:47:38.695
to, you know,

00:47:38.755 --> 00:47:40.277
tour the office and look around or

00:47:40.317 --> 00:47:40.597
whatever.

00:47:41.016 --> 00:47:43.960
And can that therapist segue them into a

00:47:44.000 --> 00:47:45.481
quick consult or a vow like that,

00:47:45.862 --> 00:47:47.163
and then get them going and lay out

00:47:47.202 --> 00:47:48.023
a plan of care and all that.

00:47:48.063 --> 00:47:50.045
So like that, again, just culture.

00:47:50.184 --> 00:47:51.025
And for me right now,

00:47:51.065 --> 00:47:54.068
recruiting and retaining the team.

00:47:56.041 --> 00:47:58.543
yeah simple not easy i think i i

00:47:58.563 --> 00:48:00.864
think it's one of those things where like

00:48:01.184 --> 00:48:03.806
parent like i'm a parent i look at

00:48:03.827 --> 00:48:06.329
my kids i'm like did they come this

00:48:06.369 --> 00:48:08.210
way or did i have any kind of

00:48:08.271 --> 00:48:11.213
influence on them um i think a lot

00:48:11.474 --> 00:48:13.856
of it is they came this way and

00:48:13.916 --> 00:48:17.338
especially i always say like if we had

00:48:18.159 --> 00:48:20.840
one of the kids first we would think

00:48:20.900 --> 00:48:22.782
we were brilliant parents and we'd write a

00:48:22.822 --> 00:48:24.164
book and we'd tell dave

00:48:24.543 --> 00:48:25.704
how to be a better dad.

00:48:26.545 --> 00:48:27.887
If we had a different kid first,

00:48:28.047 --> 00:48:29.989
we would be like, oh my gosh, Dave,

00:48:30.028 --> 00:48:30.829
what do I do?

00:48:30.969 --> 00:48:32.751
How do I become a better dad?

00:48:34.293 --> 00:48:35.534
Same with employees.

00:48:35.653 --> 00:48:37.755
I just think you hire someone,

00:48:37.775 --> 00:48:38.836
you bring them on the team,

00:48:38.876 --> 00:48:40.518
they come with raw materials.

00:48:40.998 --> 00:48:42.701
Yes, some can be influenced.

00:48:42.840 --> 00:48:46.003
I think it's really a lot easier if

00:48:46.043 --> 00:48:47.244
they just come that way.

00:48:48.085 --> 00:48:50.925
If they're the person that's going to pick

00:48:50.965 --> 00:48:53.487
up the trash, not because it's their job,

00:48:53.507 --> 00:48:55.568
just because it's trapped on the floor and

00:48:55.608 --> 00:48:56.389
I need to pick it up.

00:48:57.489 --> 00:48:58.650
I'll close with this quick story.

00:48:58.670 --> 00:49:00.831
I had a patient yesterday in the clinic.

00:49:01.710 --> 00:49:04.893
This patient has been a hairdresser in her

00:49:04.952 --> 00:49:07.373
seventies, still works, still active,

00:49:07.534 --> 00:49:09.275
wants to get stronger.

00:49:09.295 --> 00:49:12.916
I had another patient who fell,

00:49:13.556 --> 00:49:15.036
second patient who fell but didn't fall in

00:49:15.056 --> 00:49:16.438
my clinic, fell somewhere else.

00:49:17.625 --> 00:49:19.606
The hairdresser noticed he was bleeding.

00:49:20.525 --> 00:49:22.067
And so she goes over there,

00:49:22.146 --> 00:49:24.168
grabs tissues and starts like dabbing

00:49:24.268 --> 00:49:26.648
blood on his face.

00:49:26.768 --> 00:49:28.768
I would hire that woman in a second.

00:49:28.989 --> 00:49:30.289
I don't care how old she is.

00:49:30.369 --> 00:49:32.150
I don't care what her skill set is.

00:49:32.610 --> 00:49:35.211
Just the fact that she saw a problem.

00:49:35.251 --> 00:49:37.172
She saw this guy sitting in a chair,

00:49:37.253 --> 00:49:38.914
blood dripping down his face that he

00:49:38.934 --> 00:49:39.893
didn't realize.

00:49:41.300 --> 00:49:44.860
No concern for pathogens and infection.

00:49:44.922 --> 00:49:46.442
She just goes and grabs a tissue and

00:49:46.461 --> 00:49:47.581
starts dabbing his head.

00:49:48.123 --> 00:49:49.983
That's a person I would hire in a

00:49:50.043 --> 00:49:50.583
heartbeat.

00:49:51.083 --> 00:49:54.485
So, you know, that's the job interview.

00:49:54.905 --> 00:49:57.646
Not tell me about a challenging customer

00:49:57.706 --> 00:49:58.286
you work with.

00:49:58.306 --> 00:49:59.005
That's useless.

00:49:59.746 --> 00:50:00.086
Yeah.

00:50:00.126 --> 00:50:00.927
Show me, don't tell me.

00:50:01.367 --> 00:50:03.268
And I think to go full circle,

00:50:03.288 --> 00:50:04.407
we started talking about marketing.

00:50:05.128 --> 00:50:05.969
You show that off,

00:50:06.028 --> 00:50:08.730
but from a customer or patient

00:50:08.750 --> 00:50:09.030
perspective,

00:50:10.380 --> 00:50:10.840
viewpoint,

00:50:10.880 --> 00:50:12.800
which is here's what I want or need.

00:50:13.001 --> 00:50:13.661
Show me that.

00:50:13.961 --> 00:50:15.242
And then I understand that you're the

00:50:15.282 --> 00:50:17.182
person who can help me get that show

00:50:17.523 --> 00:50:18.762
beats tell.

00:50:20.083 --> 00:50:21.224
I think I'll be back Thursday.

00:50:21.244 --> 00:50:22.545
I don't think my flight is until late.

00:50:22.585 --> 00:50:23.405
So we'll see you guys then.

00:50:23.425 --> 00:50:24.184
All right.

00:50:24.224 --> 00:50:25.505
See you then.