Why PT Clinics Are Missing the Biggest Opportunity

WEBVTT

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Broadcasting way too early from three

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separate Wi-Fi connections.

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It's PT Breakfast Club with Tony Meritato,

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Dave Kittle, and Jimmy McKay.

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All right.

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Happy Thursday morning to you guys.

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Tony Meritato.

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I believe Dave Kittle's coming in in a

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minute.

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I'm back.

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I missed like two or three, didn't I?

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Because I was on the road, I think.

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Yeah, you've been out.

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A little hot.

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We'll bring David in a minute.

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I'll shoot him a link right now.

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But how are you doing?

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Awesome.

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Got a new phone.

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Hopefully I have a better connection.

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Camera's very clear.

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Oh, nice.

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Which is totally great.

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So I got this like Sony,

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like really nice one or whatever.

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And every once in a while,

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like I have camera problems and I run

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with chat GPT.

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Of course,

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now I'm going to go to a YouTube

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video.

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This is happening.

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What do I do?

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And then finally,

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do you know what the solution was?

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What?

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Turn everything off and restart your

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computer.

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And it worked.

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It was like,

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go into this deep setting and

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da-da-da-da-da, the frame rate.

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And I'm like,

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I don't know what I'm doing,

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but it's right.

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And then eventually it was like, you know,

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we should probably just restart the

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computer.

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And then, poof, it worked.

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Dave, I have a question for you.

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How many Concierge Pain Relief hats do you

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have?

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How many different colors?

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I know you have black.

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I know you have gray.

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I have those colors.

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I want to give them – I'm just

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going to give them away, though.

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Like, I want to print more of them.

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Obviously,

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I'm going to keep a few for myself,

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but we're –

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You know,

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I wanna identify clients that are actually

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gonna wear it in Manhattan, right?

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So anyone that, I'm telling my therapist,

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anyone that already has a hat, tell me,

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we're gonna drop them off,

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send it to them, whatever.

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I don't know,

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but we're getting it out there.

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Okay.

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I do like the CPR idea.

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That feels, you know, it feels fitting.

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All right, Tony,

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what do you want to start off with

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today?

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You had dropped some ideas into the chat.

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You said China AI boyfriend.

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This is when you know you talk about

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interesting things.

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When you get a message that just says

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China AI boyfriend,

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women replacing boyfriends with AI,

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AI ultimate wingman.

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And I'm like,

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I think I know where this is going,

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but what are we talking about here?

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It is already blowing my mind, Dave.

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I think the people who are shaking their

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head like Dave just aren't using it in

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the right way.

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So let me give you a little context

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and I'll hit it.

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We've been trying to sell our commercial

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real estate for a while now.

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And when an offer comes in or something

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comes in, we go to ChatGPT, we brainstorm,

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my wife, myself, and ChatGPT.

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And what I noticed was...

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I could have an idea, good or bad,

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but my wife gets reassurance of my idea

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when she goes to chat GPT,

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good or bad.

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And so this morning,

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she and I were sitting there,

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we're having our coffee,

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we're talking about an offer that came in

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and I was like, no,

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this is a horrible offer.

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Don't stress out.

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There's no urgency.

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The buyer wants all of the protection.

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We're getting the short end of the stick.

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And of course, ChatGPT was like,

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Tony has a great point and, you know,

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he's totally right.

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And these are things to watch out for.

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So I was like, holy crap.

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I was like,

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if I was twenty and in the club,

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air quotes club,

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and you used to have the wingman who

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would like go out there and find the

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girl and talk you up and then you'd

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come in and the girl would be all

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primed and ready for you.

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And in her mind,

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you were like the amazing person.

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I'm like, that is what ChatGPT does.

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Then I'm driving to drop my kids off

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this morning and I hear a headline that

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in China, a big problem is women.

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There's a business,

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there's a company that's targeting women

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specifically.

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It used to be men, now it's women,

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where they're saying, look,

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we can replace men.

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We can give you a system that will

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answer all of your questions,

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listen to all of your complaints,

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talk to you about anything you want.

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Basically, and as you interact,

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it learns what you want.

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That dopamine, that dopamine,

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what's it called?

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Slot machine is kicking and it's becoming

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a problem.

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You know,

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we already know birth rates are down.

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We already know all of these other things,

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but like, so my thing would be, okay,

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let's not replace human relationships,

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but let's bring it AI in as the

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wingman, whether it's a husband and wife,

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a guy looking for a woman,

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a woman looking for a man or anything

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in between.

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And I'm like,

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AI is just this incredible influencer that

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never gets tired,

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never gets sick of you complaining.

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And obviously there are applications to

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selling your plans of care,

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to getting patient buy-in,

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to getting better outcomes in the physical

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therapy clinic.

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If your relationship sucks, just add AI.

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What could go wrong?

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I heard this phrase the other day,

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which is like,

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people want one of three things.

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They want to be hugged, heard, or helped.

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Nice.

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So if someone comes to you, it's like,

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do you just... Because guys,

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what they'll say is, guys,

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and I've been guilty of this.

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Once I realized this a couple years ago,

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I looked a lot smarter.

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Which is like, guys are typically like,

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what do you want me to do?

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You want me to break the guy's nose?

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Do you want me to go fix it?

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Do you want me to go...

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And the person on the other end,

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usually a female, is like, no,

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I just wanted to tell you about it.

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It's like, oh,

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you just want to be heard.

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And it sounds like AI does this,

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but if we relate this to healthcare and

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the other one hundred and sixty seven

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hours a week, what could this provide?

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I think is what we're saying, right?

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Because I was going to bring up a

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topic and we can still get to it

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about sort of luxury and wearables.

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These things look like they relate,

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which is they're all pointed at the purse

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to say AI isn't going to touch healthcare

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is to say AI is just going to

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go away tomorrow.

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So AI, AI cannot do the hugs though.

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So it can, it can,

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it can do the hearing.

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It can do the helping.

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It can't do the hugs.

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And also like the hug is like also

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in this context, like sort of like,

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it's okay.

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Like you're not wrong.

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Like that sort of thing.

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Yeah.

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I mean, that's a little more,

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I don't know if you,

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I guess you could prime some of these

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AI bots to do that type of stuff,

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but I don't know.

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I, I,

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I didn't know what we're stepping into

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today with this topic.

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I don't know where we go from here,

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to be quite honest.

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Dave, you're totally right.

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And this goes back to the human contact,

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the physical touch is what we can still

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deliver.

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But I mean, I'm in the clinic yesterday.

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I'm working a full day.

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I've said this a hundred times on social

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media.

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I am not the same therapist at four

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p.m.

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in the clinic that I was at nine

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thirty in the morning.

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I'm just not.

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I don't have the tolerance.

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I don't have the capacity to listen and

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empathize.

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And I am rolling my eyes and sighing

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when I see that four-fifteen patient

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walking in the door.

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And nothing is going to change that.

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But AI isn't that.

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So let me be the fleshy part that

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rubs your back,

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that touches you and does the things that

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you want.

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and let AI be the empathetic listener who

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never gets tired,

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who never gets frustrated,

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who will always crack a joke,

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who will always listen and respond when

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you want,

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shut up when you don't want a response.

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That's the combination of the two coming

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together.

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Yeah.

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I don't disagree.

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I don't think this is a great...

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projection of where society should go.

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Maybe these tools can help,

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but in terms of some of the relational

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stuff, I'm not sure.

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Specifically,

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either personal relationships,

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I think it can help where you have

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some deficiencies or weaknesses,

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and maybe you learn from that over time,

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and then you unplug the AI so that

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you are now a better...

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partner, spouse, business partner,

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therapist, whatever.

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Okay, maybe that would make sense, Tony.

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I'm trying to meet you where you're at,

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Tony.

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I feel like I'm too far away.

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I agree with you.

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It's probably the end of society as we

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know it.

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I don't know what the future for my

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kids is going to be like.

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But regardless of whether it's good or bad

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for humanity,

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I do think this is the direction it's

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going.

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Yeah.

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And what we know about a lot of

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things is when things sort of start,

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you said this is out of China.

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Yeah.

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Out of Asia.

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Yeah.

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Well,

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we know is like first we mock it.

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And then I forget what the next step

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is and the next step is and then

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we're doing it right.

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I mean, a cliche,

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a stereotype of people of Asian people in

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eighties movies was they just walked

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around with cameras on a stick in groups

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and took pictures of themselves.

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Oh,

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that looks a lot like us right now.

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But we, it was like, it was,

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it was every eighties cliche in movies.

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And now it's like, well,

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and what we see there is people pay

00:09:20.763 --> 00:09:22.323
a lot about a lot of attention to

00:09:22.344 --> 00:09:23.083
those markets,

00:09:23.144 --> 00:09:25.184
to the Eastern markets and what happens

00:09:25.225 --> 00:09:27.546
there eventually makes its way to our

00:09:27.566 --> 00:09:27.905
shores.

00:09:30.066 --> 00:09:32.246
So Jimmy, you were somewhere recently.

00:09:32.287 --> 00:09:33.207
You want to talk about that?

00:09:33.628 --> 00:09:35.068
I was two somewheres.

00:09:35.089 --> 00:09:37.169
So last weekend, I went to...

00:09:37.890 --> 00:09:39.051
You guys know Danny Matei.

00:09:40.052 --> 00:09:41.732
He's PT Biz.

00:09:41.753 --> 00:09:43.072
He wrote the book, Fuck Insurance.

00:09:43.113 --> 00:09:43.933
He's written other books.

00:09:44.833 --> 00:09:47.355
And he has this group, PT Biz,

00:09:47.375 --> 00:09:50.857
which essentially is a couple hundred cash

00:09:50.878 --> 00:09:52.719
pay practices for

00:09:53.066 --> 00:09:54.606
that are essentially in this coaching

00:09:54.647 --> 00:09:55.788
program that go from,

00:09:55.908 --> 00:09:57.009
I have no idea what I'm doing,

00:09:57.048 --> 00:09:57.870
but this looks cool.

00:09:57.909 --> 00:09:59.772
And I'm frustrated with the same things

00:09:59.812 --> 00:10:00.172
too.

00:10:00.692 --> 00:10:02.653
Now I'm a cash pay practice and I

00:10:02.673 --> 00:10:04.556
am not only supporting myself,

00:10:04.576 --> 00:10:05.096
but other people.

00:10:05.910 --> 00:10:07.072
And he was he's been asking me for

00:10:07.111 --> 00:10:08.511
years to come to twice a year they

00:10:08.552 --> 00:10:09.932
get in person most of the time.

00:10:09.972 --> 00:10:11.293
Ninety nine percent of the time it's sort

00:10:11.313 --> 00:10:12.934
of remote and a program.

00:10:13.414 --> 00:10:14.235
And they've been asking me, like,

00:10:14.254 --> 00:10:14.816
come in person.

00:10:14.875 --> 00:10:15.735
And I'm like, why?

00:10:15.895 --> 00:10:16.115
And like,

00:10:16.155 --> 00:10:17.197
I don't have you guys ever hung out

00:10:17.216 --> 00:10:17.876
with Danny before?

00:10:17.937 --> 00:10:18.798
You ever talk to him before?

00:10:19.378 --> 00:10:20.057
Like, no,

00:10:20.158 --> 00:10:21.418
just I don't know where he grew up,

00:10:21.458 --> 00:10:23.399
but he's just got the ultimate like West

00:10:23.440 --> 00:10:24.259
Coast vibe.

00:10:24.320 --> 00:10:24.921
He's just like.

00:10:25.921 --> 00:10:27.062
Because they're because you're cool and

00:10:27.142 --> 00:10:28.241
other people are cool and everybody's

00:10:28.282 --> 00:10:28.442
cool.

00:10:28.462 --> 00:10:30.302
And I'm like, so finally, I'm like, OK,

00:10:30.443 --> 00:10:30.724
I don't know.

00:10:30.783 --> 00:10:31.504
So people are like,

00:10:31.524 --> 00:10:32.264
what are you going there for?

00:10:32.283 --> 00:10:33.105
I'm like, hang out.

00:10:34.500 --> 00:10:35.100
So essentially,

00:10:35.140 --> 00:10:37.243
it was two hundred practice owners for two

00:10:37.283 --> 00:10:39.504
days, like getting together,

00:10:39.625 --> 00:10:41.287
rubbing elbows, but learning.

00:10:41.687 --> 00:10:43.428
And I walked into like sort of their

00:10:43.489 --> 00:10:46.152
group, like going to lurk on the walls.

00:10:46.211 --> 00:10:46.511
Right.

00:10:47.033 --> 00:10:49.455
And I was expecting to see these super

00:10:49.514 --> 00:10:50.576
complex systems.

00:10:50.615 --> 00:10:51.777
And here we're doing this and this and

00:10:51.817 --> 00:10:52.018
this.

00:10:52.457 --> 00:10:54.039
And it was like basic stuff.

00:10:54.759 --> 00:10:56.642
It was more about like the person.

00:10:58.125 --> 00:10:58.985
It was about business,

00:10:59.005 --> 00:10:59.686
but it was more about,

00:11:00.005 --> 00:11:01.086
are you holding yourself accountable?

00:11:01.187 --> 00:11:02.447
How do you hold your staff accountable?

00:11:02.687 --> 00:11:03.548
And here in these people,

00:11:03.567 --> 00:11:04.607
they have name tags.

00:11:05.148 --> 00:11:06.168
Everybody there has a name tag,

00:11:06.349 --> 00:11:08.129
but the background color of the name tag

00:11:08.169 --> 00:11:10.471
corresponds to your business revenue.

00:11:10.571 --> 00:11:11.870
So you sort of figure out who you're

00:11:11.890 --> 00:11:13.672
talking to because different sized

00:11:13.711 --> 00:11:15.673
businesses are in different phases,

00:11:15.712 --> 00:11:16.614
have different problems.

00:11:16.994 --> 00:11:18.053
So it's kind of cool.

00:11:18.114 --> 00:11:20.134
It's almost like if you're in Taekwondo or

00:11:20.154 --> 00:11:21.275
whatever, if you're like, oh,

00:11:21.296 --> 00:11:21.975
I'm a white belt.

00:11:23.000 --> 00:11:24.381
people with like the black belts are

00:11:24.402 --> 00:11:25.582
looking at you and they're like that's

00:11:25.682 --> 00:11:27.323
that's i was there like three years ago

00:11:27.565 --> 00:11:28.806
so it's like cool seeing different

00:11:28.846 --> 00:11:30.267
versions but then they're also able to

00:11:30.287 --> 00:11:32.028
spin the conversation and be like so your

00:11:32.048 --> 00:11:34.129
biggest problem is abc like how'd you know

00:11:34.149 --> 00:11:35.289
you're like i just told you i was

00:11:35.309 --> 00:11:37.371
there three years ago these are not random

00:11:37.412 --> 00:11:40.173
problems so listening to them of course

00:11:40.514 --> 00:11:43.976
over drinks or pizzas at night is where

00:11:44.037 --> 00:11:45.077
i was like listening to these

00:11:45.118 --> 00:11:46.798
conversations and i'm like oh these are

00:11:46.859 --> 00:11:48.980
people problems these are human problems

00:11:50.361 --> 00:11:51.645
So it was kind of interesting to listen

00:11:51.686 --> 00:11:52.006
to that,

00:11:52.067 --> 00:11:53.409
especially because they're sort of outside

00:11:53.450 --> 00:11:54.273
the insurance model.

00:11:54.432 --> 00:11:55.495
Like Dave, you would geek out.

00:11:55.556 --> 00:11:55.696
I mean,

00:11:55.755 --> 00:11:58.082
I think you would have just like,

00:11:58.123 --> 00:11:58.683
you would love that.

00:12:00.177 --> 00:12:03.618
Yeah, they're all cash practices.

00:12:04.038 --> 00:12:05.359
Yeah, I've never spoken with him.

00:12:05.438 --> 00:12:06.859
I've seen kind of what they're doing from

00:12:06.899 --> 00:12:07.198
afar.

00:12:08.000 --> 00:12:09.620
I've spoken with the other guy, Vees,

00:12:09.700 --> 00:12:10.760
a little bit over the years,

00:12:10.801 --> 00:12:11.640
but not too much.

00:12:11.681 --> 00:12:14.682
So he's like, his first name is spelled,

00:12:14.841 --> 00:12:15.402
I think it's French.

00:12:15.422 --> 00:12:16.942
It's like Y-V-E-S.

00:12:17.302 --> 00:12:18.082
Yeah, Eve.

00:12:18.182 --> 00:12:18.802
Oh, Eve, Eve.

00:12:18.903 --> 00:12:19.163
Sorry.

00:12:19.323 --> 00:12:19.683
Yeah.

00:12:20.504 --> 00:12:21.264
bad pronunciation.

00:12:21.304 --> 00:12:23.846
So I talked to him a little bit,

00:12:23.865 --> 00:12:26.788
but I understand kind of like that.

00:12:26.888 --> 00:12:28.609
It's kind of like their version of like

00:12:29.068 --> 00:12:31.971
Paul golf and Greg Todd and Jared Carter

00:12:32.030 --> 00:12:33.010
and all that.

00:12:33.030 --> 00:12:33.892
The funny part is I put out a

00:12:33.912 --> 00:12:34.572
couple of videos,

00:12:34.591 --> 00:12:35.732
like sort of like a thank you,

00:12:35.972 --> 00:12:37.333
but also like all the videos were good.

00:12:37.413 --> 00:12:38.014
I asked him three.

00:12:38.134 --> 00:12:39.355
I asked a bunch of people at happy

00:12:39.394 --> 00:12:39.654
hour.

00:12:39.674 --> 00:12:41.296
I like wait until everybody like hits like

00:12:41.316 --> 00:12:42.236
drink one and a half.

00:12:42.517 --> 00:12:43.197
And then I'm like, Hey,

00:12:43.217 --> 00:12:43.817
you want to do a video?

00:12:44.278 --> 00:12:45.379
And I just asked him three questions.

00:12:45.399 --> 00:12:46.679
What was something before you started your

00:12:46.720 --> 00:12:48.100
practice you thought was going to be easy

00:12:48.120 --> 00:12:48.980
to turn out to be hard?

00:12:49.832 --> 00:12:50.712
What was something you thought was going

00:12:50.732 --> 00:12:51.813
to be hard turned out to be easy?

00:12:51.874 --> 00:12:53.154
And then what's your goal in five years?

00:12:53.934 --> 00:12:56.076
And none of the answers were the same,

00:12:56.475 --> 00:12:57.657
which is cool, right?

00:12:57.716 --> 00:12:57.917
Like,

00:12:58.177 --> 00:12:59.398
I just assumed they were all going to

00:12:59.418 --> 00:12:59.918
be the same.

00:12:59.937 --> 00:13:00.658
But then, of course,

00:13:01.298 --> 00:13:02.658
once I thought about it, of course not.

00:13:02.719 --> 00:13:04.879
So it was cool when watching two hundred

00:13:04.919 --> 00:13:06.400
practice owners like come together for two

00:13:06.421 --> 00:13:08.601
days and like commiserate over the same

00:13:08.621 --> 00:13:08.942
things,

00:13:08.981 --> 00:13:10.383
but also like walk away and they're like,

00:13:10.523 --> 00:13:10.663
oh,

00:13:11.163 --> 00:13:12.504
I've been coming to this for I've done

00:13:12.764 --> 00:13:13.224
seven of these.

00:13:13.303 --> 00:13:14.183
I've done eleven of these.

00:13:14.424 --> 00:13:15.644
They've only been around for like eight

00:13:15.664 --> 00:13:15.924
years.

00:13:16.024 --> 00:13:16.725
They meet twice a year.

00:13:16.765 --> 00:13:17.265
It's kind of cool.

00:13:18.586 --> 00:13:19.846
Again,

00:13:19.866 --> 00:13:21.167
this was left to us eight years ago.

00:13:21.187 --> 00:13:21.707
I wonder,

00:13:21.727 --> 00:13:24.467
because I know we're kind of in the

00:13:24.508 --> 00:13:25.028
circle.

00:13:26.128 --> 00:13:28.928
We have contacts within this community,

00:13:29.009 --> 00:13:29.889
these communities.

00:13:30.448 --> 00:13:32.490
But for the therapist outside looking in,

00:13:32.529 --> 00:13:35.450
from both of you guys, you know,

00:13:35.690 --> 00:13:37.309
like Dave said, you've got Paul Goff,

00:13:37.350 --> 00:13:39.230
you've got Joey Alberton,

00:13:39.311 --> 00:13:44.292
you've got Danny Matei, you, Greg Todd,

00:13:44.312 --> 00:13:44.432
like...

00:13:46.351 --> 00:13:46.993
Yeah, yeah.

00:13:47.592 --> 00:13:49.474
And I'm not too connected.

00:13:49.533 --> 00:13:51.995
I know Jordan Mather with Ben, I think.

00:13:52.035 --> 00:13:53.076
I don't even really know him that well.

00:13:53.096 --> 00:13:53.336
But yeah,

00:13:53.356 --> 00:13:54.577
you see their names pop up once you

00:13:54.597 --> 00:13:55.518
start clicking these things.

00:13:56.078 --> 00:13:59.301
So like somebody on the outside looking

00:13:59.640 --> 00:14:02.582
in, I mean, how do they decide like,

00:14:02.643 --> 00:14:02.842
hey,

00:14:02.883 --> 00:14:04.244
I want to connect with this community.

00:14:04.264 --> 00:14:05.404
You got David Bailiff.

00:14:05.985 --> 00:14:06.164
Like,

00:14:06.365 --> 00:14:08.225
I want to connect with this community.

00:14:08.605 --> 00:14:10.566
These guys are speaking my language.

00:14:11.046 --> 00:14:12.086
What do you guys think?

00:14:12.126 --> 00:14:13.567
If you were going to give somebody advice,

00:14:13.586 --> 00:14:14.447
somebody who's like, hey,

00:14:14.547 --> 00:14:16.447
I need a community around me,

00:14:16.508 --> 00:14:17.528
maybe a mentor.

00:14:17.908 --> 00:14:18.849
Where do I go?

00:14:19.168 --> 00:14:20.129
How do they decide?

00:14:20.528 --> 00:14:22.190
Call all of them and have a conversation

00:14:22.210 --> 00:14:22.789
with all of them.

00:14:23.250 --> 00:14:24.909
Because I don't think any of them are

00:14:24.929 --> 00:14:26.811
going to tell you anything drastically

00:14:26.870 --> 00:14:27.250
different.

00:14:27.270 --> 00:14:27.870
Do you know what I mean?

00:14:28.370 --> 00:14:28.910
So I think it's like,

00:14:28.931 --> 00:14:31.172
do you want to take economics at this

00:14:31.211 --> 00:14:32.451
school, this school, or this school?

00:14:32.952 --> 00:14:33.812
Go test it out.

00:14:33.932 --> 00:14:34.173
Like...

00:14:34.991 --> 00:14:36.393
I went to a few PT schools,

00:14:36.972 --> 00:14:38.374
not necessarily just for interviews,

00:14:38.394 --> 00:14:39.173
but before that,

00:14:39.214 --> 00:14:40.554
when I was deciding where to apply.

00:14:40.975 --> 00:14:41.794
And I remember too, I mean,

00:14:41.815 --> 00:14:42.535
I won't say what school,

00:14:42.576 --> 00:14:42.916
but I was like,

00:14:43.115 --> 00:14:43.836
I don't want to be here.

00:14:43.975 --> 00:14:44.236
Why?

00:14:44.456 --> 00:14:44.956
I don't know.

00:14:45.076 --> 00:14:46.977
I just don't, this doesn't taste good.

00:14:47.418 --> 00:14:49.298
Call all of them if that's your thing.

00:14:49.318 --> 00:14:50.700
And then test, trust me,

00:14:50.720 --> 00:14:52.961
they'll all have a discovery call for

00:14:53.000 --> 00:14:54.402
someone in their program and then just

00:14:54.442 --> 00:14:54.922
test it out.

00:14:56.543 --> 00:14:57.024
Yeah, definitely.

00:14:57.163 --> 00:14:58.725
Definitely a discovery call with all the

00:14:58.745 --> 00:15:00.326
different coaches and companies out there.

00:15:00.826 --> 00:15:02.969
But then also what I would do is

00:15:03.168 --> 00:15:05.291
I would look at who are they highlighting

00:15:05.471 --> 00:15:07.172
as like their testimonials and success

00:15:07.192 --> 00:15:07.533
stories.

00:15:07.893 --> 00:15:09.514
I would DM them or email them directly,

00:15:09.594 --> 00:15:10.495
get them on a phone call,

00:15:10.514 --> 00:15:12.035
get them on a Zoom call and then

00:15:12.136 --> 00:15:14.759
ask them when you join this coaching,

00:15:15.418 --> 00:15:17.081
this one coach or this coaching company.

00:15:17.701 --> 00:15:20.744
where were you in revenue and profit and

00:15:20.764 --> 00:15:21.344
team size?

00:15:21.384 --> 00:15:22.725
Where were you then when you started?

00:15:23.145 --> 00:15:23.946
Where are you now?

00:15:24.346 --> 00:15:25.187
And I would do that.

00:15:25.366 --> 00:15:26.207
It takes time and effort.

00:15:26.368 --> 00:15:27.068
I would do that for,

00:15:27.408 --> 00:15:28.730
especially if you're going to pay ten,

00:15:28.750 --> 00:15:30.630
twenty grand or however much these guys

00:15:30.671 --> 00:15:31.131
charge.

00:15:31.772 --> 00:15:36.355
I would be speaking to the success stories

00:15:36.456 --> 00:15:37.537
or even some of the other people that

00:15:37.576 --> 00:15:39.658
are in these groups that maybe are not.

00:15:39.739 --> 00:15:40.458
I want to hear the good and the

00:15:40.479 --> 00:15:40.759
bad.

00:15:42.421 --> 00:15:44.783
And a lot of the bad kind of

00:15:44.923 --> 00:15:45.903
ends up being on the

00:15:46.940 --> 00:15:48.740
the participant side because maybe they're

00:15:48.760 --> 00:15:49.821
not putting enough effort in,

00:15:49.961 --> 00:15:51.121
maybe they're lying to themselves,

00:15:51.682 --> 00:15:52.942
maybe they're not meant to be in business,

00:15:52.982 --> 00:15:54.384
maybe they're in a challenging market,

00:15:54.443 --> 00:15:56.845
maybe they have some self-limiting

00:15:56.884 --> 00:15:57.904
beliefs, whatever it might be.

00:15:58.004 --> 00:16:00.927
So I would be reaching out and speaking

00:16:00.947 --> 00:16:02.267
to other people that are already in their

00:16:02.307 --> 00:16:04.148
group, the bigger ones, the whales,

00:16:04.288 --> 00:16:05.389
the ones that are doing really well.

00:16:06.328 --> 00:16:06.950
And then ask them,

00:16:07.309 --> 00:16:08.812
is this the only coaching that you've done

00:16:08.851 --> 00:16:10.013
or did you like did you kind of

00:16:10.033 --> 00:16:12.975
stair step or stepping stone from across a

00:16:12.995 --> 00:16:14.356
bunch of them and in what order?

00:16:14.736 --> 00:16:14.957
Right.

00:16:14.998 --> 00:16:17.120
So then then I can triangulate.

00:16:18.020 --> 00:16:19.201
Am I the best fit for one of

00:16:19.221 --> 00:16:20.802
these other programs based off of the

00:16:20.842 --> 00:16:22.384
other success stories and kind of like

00:16:22.424 --> 00:16:23.024
where I want to go?

00:16:23.065 --> 00:16:23.765
Where am I now?

00:16:24.086 --> 00:16:24.886
Where do I want to go?

00:16:25.908 --> 00:16:29.090
regardless most pts i mean i think tony

00:16:29.110 --> 00:16:30.331
and i are a little different with like

00:16:30.691 --> 00:16:32.871
pre-physical therapy like businesses and

00:16:33.052 --> 00:16:35.254
entrepreneurship right so a lot of pts are

00:16:35.274 --> 00:16:37.495
getting into the world and they haven't

00:16:37.514 --> 00:16:38.936
been smacked in the face yet in business

00:16:38.956 --> 00:16:40.476
they haven't had a lot of adversity they

00:16:40.517 --> 00:16:42.717
haven't had side hustles and things that

00:16:42.758 --> 00:16:44.938
failed and where they got in trouble or

00:16:45.340 --> 00:16:46.879
things that happened that were before

00:16:46.900 --> 00:16:48.461
physical therapy school right so they're

00:16:48.841 --> 00:16:50.523
stepping in a private practice in business

00:16:50.623 --> 00:16:52.344
and they're like on

00:16:53.183 --> 00:16:55.083
step zero and they haven't gone into any

00:16:55.105 --> 00:16:56.904
of this so of course they would need

00:16:56.965 --> 00:17:00.066
a coach Ben Ben is asking if these

00:17:00.086 --> 00:17:01.485
guys are so sure of themselves why not

00:17:01.666 --> 00:17:03.346
a model of no up for money up

00:17:03.385 --> 00:17:07.307
front they what does JV mean joint venture

00:17:08.747 --> 00:17:10.867
equity share uh yeah I would say the

00:17:10.887 --> 00:17:12.288
same thing so if you're a physical

00:17:12.327 --> 00:17:14.128
therapist take no money up front only get

00:17:14.169 --> 00:17:15.429
paid when the person gets better

00:17:16.141 --> 00:17:18.804
Well, let's shout out Joey Albritton.

00:17:18.943 --> 00:17:21.686
Let's shout out Joey Albritton and Robbie

00:17:21.987 --> 00:17:23.608
because they do, I think,

00:17:23.648 --> 00:17:25.310
twenty eight days free up front.

00:17:25.590 --> 00:17:25.691
Now,

00:17:25.711 --> 00:17:27.333
they're not it's not it's not exchanging

00:17:27.472 --> 00:17:30.195
equity because these coaches are in the

00:17:30.236 --> 00:17:32.458
cash flow business, the coaching business.

00:17:32.479 --> 00:17:34.119
They're not looking to have a whole bunch

00:17:34.180 --> 00:17:35.201
of like.

00:17:35.741 --> 00:17:37.804
the disparate practices with equity all

00:17:37.864 --> 00:17:38.403
over the country.

00:17:38.564 --> 00:17:39.945
I, Ben, I like that idea.

00:17:40.205 --> 00:17:41.386
Like, I don't know, maybe, maybe,

00:17:41.527 --> 00:17:42.548
maybe breakfast club,

00:17:42.667 --> 00:17:43.548
a private equity fund.

00:17:43.608 --> 00:17:44.410
All of a sudden we,

00:17:44.450 --> 00:17:45.369
we got a bunch of, uh,

00:17:45.770 --> 00:17:47.692
locations all over, but you have,

00:17:47.731 --> 00:17:50.615
then we would have to vet the therapist.

00:17:50.654 --> 00:17:51.836
Is it worth our time?

00:17:51.895 --> 00:17:52.336
All that.

00:17:52.395 --> 00:17:55.058
So there's, I mean, the thing that,

00:17:55.159 --> 00:17:55.778
I mean, I'll,

00:17:55.878 --> 00:17:57.181
I'll say this and I've been friends with

00:17:57.221 --> 00:17:59.962
Danny for ten years and they sell,

00:18:00.002 --> 00:18:00.784
they sell community.

00:18:02.174 --> 00:18:03.457
What they do is they create,

00:18:03.656 --> 00:18:06.060
here's a bunch of people wanting to do

00:18:06.101 --> 00:18:06.721
the same thing.

00:18:07.082 --> 00:18:08.865
And here's a bunch of people who were

00:18:08.884 --> 00:18:10.146
there and are now here.

00:18:11.788 --> 00:18:14.012
So the other thing is personality.

00:18:14.713 --> 00:18:16.076
If you don't like Danny's vibe,

00:18:16.336 --> 00:18:16.797
don't join.

00:18:17.797 --> 00:18:18.877
if you don't like him a little bit

00:18:18.938 --> 00:18:19.917
don't join you're gonna get a lot of

00:18:19.959 --> 00:18:22.039
danny or the other coaches so i would

00:18:22.099 --> 00:18:23.340
ask who am i gonna be working with

00:18:23.560 --> 00:18:25.521
and then what's the structure am i going

00:18:25.541 --> 00:18:27.002
to follow through with this workout do i

00:18:27.042 --> 00:18:28.644
like the trainer and do i like the

00:18:28.663 --> 00:18:30.625
workouts uh we're gonna meet every day at

00:18:30.664 --> 00:18:33.247
five thirty jimmy's out we're gonna do it

00:18:33.547 --> 00:18:35.429
in the afternoon thumbs up let's do it

00:18:35.509 --> 00:18:37.970
like so it's structure so i and don't

00:18:37.990 --> 00:18:40.132
quote me but for danny's and pt biz

00:18:40.711 --> 00:18:41.853
it was twice a month

00:18:42.926 --> 00:18:45.269
But then you're given things to do between

00:18:45.388 --> 00:18:46.871
and then you've got these resources,

00:18:46.911 --> 00:18:48.711
this sort of app or whatever that you

00:18:48.731 --> 00:18:50.933
can go into and get resources and things

00:18:50.973 --> 00:18:51.314
like that.

00:18:51.535 --> 00:18:52.715
If that doesn't work for you,

00:18:52.736 --> 00:18:53.997
if you need something more or less

00:18:54.017 --> 00:18:55.157
structured, don't join.

00:18:56.298 --> 00:18:57.160
You know, Jimmy,

00:18:57.220 --> 00:18:59.521
you put out that it was a picture

00:18:59.582 --> 00:19:01.743
of a map of the USA and you

00:19:01.784 --> 00:19:03.545
had like different colored states and

00:19:03.585 --> 00:19:05.126
stuff for schools, I think.

00:19:07.082 --> 00:19:08.323
I saw that and I thought,

00:19:08.442 --> 00:19:10.964
that is SEO gold.

00:19:11.005 --> 00:19:13.226
That's the kind of thing that on a

00:19:13.266 --> 00:19:15.508
website would draw people in,

00:19:15.607 --> 00:19:16.749
optimize for Google,

00:19:16.828 --> 00:19:17.628
all that kind of stuff.

00:19:18.349 --> 00:19:21.592
Creating a list of all of these different

00:19:21.632 --> 00:19:24.534
programs and then doing a breakdown of

00:19:25.035 --> 00:19:26.776
whatever information is publicly

00:19:26.816 --> 00:19:27.537
available.

00:19:27.557 --> 00:19:28.017
Yeah, yeah.

00:19:28.297 --> 00:19:29.538
But exactly what you said,

00:19:29.577 --> 00:19:31.980
like Greg Todd's vibe is completely

00:19:32.020 --> 00:19:33.541
different than Paul Goff's,

00:19:33.762 --> 00:19:34.963
different than Ron Miller.

00:19:34.983 --> 00:19:36.444
I don't know if Ron's still doing it,

00:19:37.006 --> 00:19:38.647
but like everybody's going to have a

00:19:38.708 --> 00:19:39.568
different vibe.

00:19:39.628 --> 00:19:40.890
Everybody's going to have a different

00:19:40.930 --> 00:19:41.431
approach.

00:19:42.090 --> 00:19:44.874
And if somebody made a centralized

00:19:44.953 --> 00:19:48.136
resource that listed all of these, yeah,

00:19:48.218 --> 00:19:50.038
I think that would be such an awesome

00:19:50.098 --> 00:19:50.400
asset.

00:19:51.044 --> 00:19:52.223
I've hung out with Greg Todd several

00:19:52.263 --> 00:19:52.503
times,

00:19:52.544 --> 00:19:53.523
been on the show a bunch of times.

00:19:53.625 --> 00:19:55.924
If you don't like his vibe listening on

00:19:55.964 --> 00:19:57.065
my show, don't join.

00:19:57.164 --> 00:19:58.464
And Greg would tell you the same thing.

00:19:58.505 --> 00:19:58.765
He's like,

00:19:59.026 --> 00:20:00.145
if you don't like a little bit of

00:20:00.205 --> 00:20:00.425
me,

00:20:00.865 --> 00:20:02.425
don't pay to get a lot of me.

00:20:02.846 --> 00:20:03.885
And Greg doesn't... I mean,

00:20:03.986 --> 00:20:04.987
from what I know about Greg,

00:20:05.207 --> 00:20:07.247
he doesn't want to work with someone who

00:20:07.346 --> 00:20:08.606
isn't a good fit because then they're

00:20:08.626 --> 00:20:10.268
going to go away and be like, oh,

00:20:10.288 --> 00:20:11.728
Greg, it didn't work with Greg.

00:20:12.008 --> 00:20:13.627
No, you and Greg didn't work.

00:20:13.788 --> 00:20:15.249
So I think you get to a point

00:20:15.588 --> 00:20:16.868
where like, Dave, you probably...

00:20:17.669 --> 00:20:19.510
How do you deal with a patient?

00:20:20.070 --> 00:20:22.012
Do you fire patients if you're like,

00:20:22.053 --> 00:20:23.094
this is going to be...

00:20:23.273 --> 00:20:24.394
We've talked a little bit about this

00:20:24.434 --> 00:20:26.656
before, like one recently that didn't...

00:20:27.076 --> 00:20:28.659
But if you know it's not going to

00:20:28.679 --> 00:20:29.358
be a good fit,

00:20:29.400 --> 00:20:30.621
do you sort of try to back and

00:20:30.701 --> 00:20:32.602
paint yourself out of that corner when

00:20:32.622 --> 00:20:32.863
you're like,

00:20:32.883 --> 00:20:34.324
this is going to be more worth,

00:20:34.784 --> 00:20:36.546
more squeeze than juice?

00:20:38.443 --> 00:20:39.584
Yeah, once in a while we have to,

00:20:39.703 --> 00:20:40.045
I mean,

00:20:40.065 --> 00:20:42.105
we're usually firing clients if they are

00:20:42.164 --> 00:20:44.425
unprofessional, they're cursing,

00:20:44.486 --> 00:20:46.346
maybe they have some mental health

00:20:46.386 --> 00:20:49.768
component or some like neuropsychosocial

00:20:49.867 --> 00:20:51.208
something kind of component.

00:20:51.248 --> 00:20:52.989
So yeah, once in a while we do,

00:20:53.028 --> 00:20:53.989
we kind of offload them,

00:20:54.048 --> 00:20:55.328
we'll refer them elsewhere,

00:20:55.409 --> 00:20:56.670
we'll give them names, numbers,

00:20:56.730 --> 00:20:58.210
we'll try to give them a heads up,

00:20:58.230 --> 00:20:59.550
trying to manage their expectations.

00:20:59.611 --> 00:21:00.411
But yeah, absolutely.

00:21:02.684 --> 00:21:03.685
I usually agree with Ben,

00:21:03.945 --> 00:21:05.467
but I would say they're trading their

00:21:05.626 --> 00:21:06.166
services.

00:21:06.247 --> 00:21:07.488
I would say, if you don't want it,

00:21:07.647 --> 00:21:08.367
don't sign up.

00:21:08.887 --> 00:21:10.249
I think that's too deep.

00:21:10.548 --> 00:21:12.611
Going in on practice, I wouldn't want to.

00:21:12.691 --> 00:21:13.570
I'd be like, who are you?

00:21:13.730 --> 00:21:14.191
No, no, no.

00:21:14.250 --> 00:21:15.612
I'll take your advice and then I'll blow

00:21:15.692 --> 00:21:16.873
up.

00:21:16.893 --> 00:21:18.473
What did that last comment just say?

00:21:18.534 --> 00:21:19.734
I can't see it on the phone.

00:21:19.755 --> 00:21:20.515
It says,

00:21:20.575 --> 00:21:21.776
if these guys are so sure of themselves,

00:21:22.435 --> 00:21:23.477
why not a model of no money up

00:21:23.537 --> 00:21:23.817
front?

00:21:24.636 --> 00:21:25.018
Essentially,

00:21:25.038 --> 00:21:26.898
just get equity share and only vest upon

00:21:26.919 --> 00:21:27.739
meeting milestones.

00:21:27.759 --> 00:21:29.180
I feel like that's too much commitment.

00:21:31.201 --> 00:21:31.560
Well, I mean,

00:21:31.601 --> 00:21:33.142
we don't we don't get enough cash.

00:21:33.422 --> 00:21:33.561
I mean,

00:21:33.602 --> 00:21:35.782
it takes forever for us to get cash

00:21:35.844 --> 00:21:37.443
in exchange for our time and effort up

00:21:37.505 --> 00:21:37.724
front.

00:21:37.744 --> 00:21:38.424
Right.

00:21:38.805 --> 00:21:39.625
I understand what Ben's saying,

00:21:39.645 --> 00:21:40.266
but I had Tony.

00:21:41.547 --> 00:21:41.646
Yeah.

00:21:41.666 --> 00:21:41.747
Yeah.

00:21:41.826 --> 00:21:42.807
To two things.

00:21:43.228 --> 00:21:44.929
Going back to Jimmy's question about

00:21:45.388 --> 00:21:46.890
patients like Dave,

00:21:47.309 --> 00:21:48.750
what if you have a patient that doesn't

00:21:48.790 --> 00:21:50.211
fit the culture, fit the vibe?

00:21:50.792 --> 00:21:52.933
I think that's where professionalism comes

00:21:53.054 --> 00:21:53.233
in.

00:21:53.933 --> 00:21:55.675
I've got patients in my clinic.

00:21:55.855 --> 00:21:57.457
Not a lot, but we still get them.

00:21:58.257 --> 00:22:00.218
absolutely do not fit the culture

00:22:00.657 --> 00:22:03.259
absolutely you know are not the right

00:22:03.279 --> 00:22:05.800
patients for where we are but as a

00:22:05.861 --> 00:22:09.222
professional and hopefully this is reality

00:22:09.262 --> 00:22:12.263
and not just my imagination I can come

00:22:12.304 --> 00:22:14.785
to that patient visit I can dread it

00:22:15.025 --> 00:22:18.686
all day long to two fifty nine but

00:22:18.747 --> 00:22:21.528
at three o'clock professional Tony comes

00:22:21.709 --> 00:22:21.848
out

00:22:22.469 --> 00:22:24.510
I go and I deliver the best experience

00:22:24.570 --> 00:22:26.713
no matter how much I was dreading it

00:22:26.834 --> 00:22:27.734
up to that minute.

00:22:28.134 --> 00:22:28.415
Now,

00:22:28.655 --> 00:22:30.637
that's not a patient I'm trying to extend.

00:22:30.678 --> 00:22:32.259
That's not a patient I'm going to try

00:22:32.299 --> 00:22:33.881
to keep in the culture and keep in

00:22:33.902 --> 00:22:34.481
the clinic.

00:22:35.143 --> 00:22:37.065
If you got a referral for six visits,

00:22:37.085 --> 00:22:37.865
you're getting six.

00:22:38.125 --> 00:22:38.486
you know,

00:22:38.526 --> 00:22:40.307
and then I'm going to move you on

00:22:40.406 --> 00:22:42.767
and hopefully you find what you need.

00:22:43.406 --> 00:22:45.147
But that's the difference between a

00:22:45.208 --> 00:22:48.587
professional coming to do the job versus

00:22:48.647 --> 00:22:49.808
somebody who's just,

00:22:50.269 --> 00:22:51.888
I love being a therapist and I just

00:22:51.909 --> 00:22:53.069
want to do what I want to do.

00:22:53.130 --> 00:22:54.630
And this is my passion and I'm not

00:22:54.670 --> 00:22:55.329
going to, you know,

00:22:55.809 --> 00:22:57.451
do something that doesn't make me feel

00:22:57.471 --> 00:22:57.971
fulfilled.

00:22:59.631 --> 00:23:01.310
To Ben's comment, though,

00:23:01.351 --> 00:23:03.152
about don't pay up front.

00:23:03.911 --> 00:23:05.511
Let's go into this as a partnership.

00:23:06.092 --> 00:23:08.333
I do think the reality is most are

00:23:08.353 --> 00:23:09.012
going to fail,

00:23:09.532 --> 00:23:10.913
but that's just small business.

00:23:10.953 --> 00:23:11.273
You know,

00:23:11.413 --> 00:23:12.913
most people aren't going to do what you

00:23:12.953 --> 00:23:13.694
tell them to do.

00:23:14.214 --> 00:23:17.276
So I think it's a level of commitment

00:23:17.395 --> 00:23:19.856
on the consumer side to say, hey,

00:23:19.977 --> 00:23:21.057
I'm a practice owner.

00:23:21.156 --> 00:23:21.817
I'm coming in.

00:23:22.317 --> 00:23:23.557
When we first did it,

00:23:23.718 --> 00:23:25.278
we paid thirty thousand dollars.

00:23:25.338 --> 00:23:27.221
No, the first one was was a thousand.

00:23:27.260 --> 00:23:28.603
Then we went to twelve thousand.

00:23:28.623 --> 00:23:30.085
Then it went to thirty thousand.

00:23:30.885 --> 00:23:33.769
And when we originally like twenty years

00:23:33.808 --> 00:23:34.990
ago did, you know,

00:23:36.152 --> 00:23:37.913
joined a community like this,

00:23:38.335 --> 00:23:39.816
learned how to run a business,

00:23:39.855 --> 00:23:42.480
like got into that world, coaching,

00:23:42.519 --> 00:23:43.961
mentorship, that kind of stuff.

00:23:44.682 --> 00:23:47.663
And if we wouldn't have paid at the

00:23:47.743 --> 00:23:49.786
front, we would not have done it.

00:23:50.846 --> 00:23:51.886
We would have looked at it and be

00:23:51.906 --> 00:23:52.948
like, wait,

00:23:53.728 --> 00:23:55.710
I could have said I should charge more.

00:23:55.930 --> 00:23:57.330
I didn't need to pay thirty thousand

00:23:57.371 --> 00:23:58.791
dollars for you to tell me to charge

00:23:58.872 --> 00:24:00.553
more like that's common sense.

00:24:01.594 --> 00:24:02.694
But if you don't pay,

00:24:03.335 --> 00:24:04.736
you don't pay attention and you don't

00:24:04.776 --> 00:24:05.557
value it.

00:24:05.876 --> 00:24:07.298
So I do think there's a level of

00:24:07.357 --> 00:24:10.160
commitment that that comes with the price

00:24:10.180 --> 00:24:11.280
tag and accountability.

00:24:11.340 --> 00:24:13.261
Sure.

00:24:14.163 --> 00:24:14.904
I mean,

00:24:14.944 --> 00:24:16.005
look at what we do for a living.

00:24:16.144 --> 00:24:17.925
I could have just Googled and said,

00:24:17.986 --> 00:24:18.586
what do I do?

00:24:18.606 --> 00:24:19.487
And then I could have done it.

00:24:19.748 --> 00:24:20.788
Why don't I do it on my own?

00:24:20.807 --> 00:24:22.788
We don't do it on our own.

00:24:22.888 --> 00:24:23.250
I don't know.

00:24:25.070 --> 00:24:26.271
Real quick, Jimmy,

00:24:26.332 --> 00:24:28.492
was your participation in this,

00:24:28.932 --> 00:24:31.335
was that part of Gitmo, GTMO?

00:24:32.392 --> 00:24:33.092
No, this was...

00:24:33.132 --> 00:24:36.013
So I introduced Danny to my friend Megan

00:24:36.054 --> 00:24:37.174
Brown years ago.

00:24:37.214 --> 00:24:38.855
And Megan is just a business owner,

00:24:39.296 --> 00:24:41.376
like ruthless in a good way.

00:24:41.856 --> 00:24:43.917
And then they became like best friends.

00:24:44.258 --> 00:24:45.598
And then she's been like, you should come.

00:24:45.739 --> 00:24:46.618
You'd fit in right here.

00:24:46.659 --> 00:24:47.259
And I go, but what?

00:24:47.279 --> 00:24:48.380
I don't run a practice.

00:24:49.181 --> 00:24:50.240
And she was like, just come, just come,

00:24:50.280 --> 00:24:50.540
just come.

00:24:50.560 --> 00:24:52.102
And the fun part was I would watch

00:24:52.122 --> 00:24:54.262
these super confident and skilled business

00:24:54.303 --> 00:24:55.983
owners with different name tags, right?

00:24:56.003 --> 00:24:57.365
Who've been doing it, are growing.

00:24:58.045 --> 00:24:58.326
And...

00:24:59.205 --> 00:25:01.366
The internal and external communications

00:25:01.567 --> 00:25:02.988
are where they struggled because they did

00:25:03.028 --> 00:25:05.608
this thing like this quiz online and we're

00:25:05.628 --> 00:25:07.029
at a table sharing our results.

00:25:07.049 --> 00:25:07.289
And I'm like,

00:25:07.529 --> 00:25:09.030
how is communication weak on everybody?

00:25:09.050 --> 00:25:10.231
And they're like, I don't know.

00:25:10.352 --> 00:25:10.811
And Megan's like,

00:25:11.031 --> 00:25:12.373
because they don't do it.

00:25:13.113 --> 00:25:14.413
The muscle's weak because they don't do

00:25:14.473 --> 00:25:14.594
it.

00:25:14.614 --> 00:25:15.314
I'm like, oh,

00:25:15.654 --> 00:25:16.974
so my job now is to figure out

00:25:16.994 --> 00:25:17.234
like, well,

00:25:17.255 --> 00:25:18.496
how do I help you a little bit,

00:25:18.556 --> 00:25:19.717
a lot?

00:25:19.737 --> 00:25:20.737
You need me to do it for you

00:25:20.777 --> 00:25:22.097
or teach you like which one?

00:25:23.279 --> 00:25:25.681
I don't want to be a full-time employee

00:25:25.701 --> 00:25:26.382
at any of these places,

00:25:26.422 --> 00:25:27.662
but do I have something?

00:25:28.321 --> 00:25:29.863
So I've got some follow-ups with a few

00:25:29.903 --> 00:25:30.103
of them.

00:25:30.143 --> 00:25:31.223
They're like, just do it for me.

00:25:31.423 --> 00:25:32.805
And I'm like, all right, cool.

00:25:33.244 --> 00:25:34.625
But they understand they don't want to do

00:25:34.664 --> 00:25:34.765
it.

00:25:34.785 --> 00:25:35.766
But if it's done right,

00:25:36.086 --> 00:25:39.327
it leads to more money for them.

00:25:39.508 --> 00:25:40.968
I think I'm jaded by the scale of

00:25:41.028 --> 00:25:42.729
what some of these businesses actually

00:25:42.769 --> 00:25:43.549
bring in.

00:25:43.609 --> 00:25:45.230
I don't think I understood the size of

00:25:45.269 --> 00:25:45.631
them.

00:25:45.671 --> 00:25:46.211
I don't think I did.

00:25:47.423 --> 00:25:48.443
Of the cash practices?

00:25:48.523 --> 00:25:48.644
What,

00:25:48.663 --> 00:25:49.463
you thought it was just going to be,

00:25:49.483 --> 00:25:51.424
like, a poverty conference or something?

00:25:51.565 --> 00:25:53.786
Not poverty, but, like, I didn't...

00:25:54.205 --> 00:25:55.547
I mean, come on.

00:25:55.567 --> 00:25:56.968
We're out here making real money, Jimmy.

00:25:56.988 --> 00:25:58.167
We're supporting families.

00:25:58.209 --> 00:25:58.588
No, no, no.

00:25:58.648 --> 00:26:01.609
No, because eight years ago, I think,

00:26:01.630 --> 00:26:03.151
like, it was blasphemous, like,

00:26:03.171 --> 00:26:04.152
to take a dot, like,

00:26:04.192 --> 00:26:05.932
to take touch paper money.

00:26:05.971 --> 00:26:07.093
What are you talking about?

00:26:07.133 --> 00:26:08.253
Everything's that, right?

00:26:08.753 --> 00:26:10.335
But, like, to watch some of them, like...

00:26:11.454 --> 00:26:13.356
uh it was number of employees right like

00:26:13.376 --> 00:26:14.397
that was the thing where i was like

00:26:14.857 --> 00:26:16.880
oh huh like to me i was like

00:26:17.400 --> 00:26:19.801
i didn't understand it or i didn't

00:26:19.821 --> 00:26:21.143
understand what they were good or bad at

00:26:21.182 --> 00:26:22.044
i just figured they were good at

00:26:22.084 --> 00:26:23.765
everything i was like well you don't need

00:26:23.805 --> 00:26:25.125
anything you're good at this if you can

00:26:25.385 --> 00:26:26.988
if you can convince someone to pay

00:26:28.436 --> 00:26:30.480
cash, even if you have insurance,

00:26:31.601 --> 00:26:31.840
what else?

00:26:31.881 --> 00:26:32.842
What are you bad at?

00:26:32.862 --> 00:26:33.563
You're good at everything.

00:26:34.203 --> 00:26:35.704
You can communicate, you can sell,

00:26:35.744 --> 00:26:36.726
you can treat.

00:26:37.307 --> 00:26:37.767
That's it.

00:26:37.988 --> 00:26:39.209
You can get attention,

00:26:39.769 --> 00:26:41.490
have the conversation to communicate

00:26:41.510 --> 00:26:44.233
value, deliver the value, repeat.

00:26:44.394 --> 00:26:45.055
There's the circle.

00:26:45.075 --> 00:26:46.016
So I was like,

00:26:46.036 --> 00:26:46.936
what do you guys need me for?

00:26:46.957 --> 00:26:47.617
You're doing it.

00:26:47.758 --> 00:26:48.499
And they're like, well,

00:26:48.538 --> 00:26:49.980
we're better and worse at some of those

00:26:50.020 --> 00:26:50.260
things.

00:26:52.133 --> 00:26:52.633
Yeah, I mean,

00:26:52.673 --> 00:26:53.554
some of us don't want to, like,

00:26:54.394 --> 00:26:56.256
I don't like doing, like,

00:26:56.296 --> 00:26:58.018
payroll and a lot of admin.

00:26:58.417 --> 00:26:59.219
Do you pay?

00:27:00.619 --> 00:27:02.421
No, I do it right now, right?

00:27:02.480 --> 00:27:04.102
So social media,

00:27:04.142 --> 00:27:06.364
like I said last week to someone else,

00:27:06.384 --> 00:27:08.266
like, I want to offload social media.

00:27:08.286 --> 00:27:08.865
And they're like, oh, well,

00:27:08.885 --> 00:27:09.646
you can do Claude.

00:27:09.666 --> 00:27:10.708
And there's all these apps.

00:27:10.807 --> 00:27:12.209
And I'm like, I know there's...

00:27:12.909 --> 00:27:14.910
I notice all the scheduling stuff and all

00:27:15.049 --> 00:27:15.190
that,

00:27:15.230 --> 00:27:17.211
but I don't want to be clicking publish.

00:27:17.290 --> 00:27:18.971
I want posts to just go up.

00:27:19.270 --> 00:27:20.291
And then I look at my phone,

00:27:20.311 --> 00:27:21.672
I'm like, oh, another post.

00:27:21.811 --> 00:27:23.113
Oh, another post, like three a day,

00:27:23.153 --> 00:27:23.853
five a day, whatever.

00:27:24.732 --> 00:27:26.574
So Andrea and I don't know if you've

00:27:26.594 --> 00:27:27.074
listened, Dave.

00:27:27.094 --> 00:27:28.454
I know Tony jumps in every once in

00:27:28.474 --> 00:27:28.694
a while.

00:27:28.875 --> 00:27:31.635
Andrea is like a fractional VP of

00:27:31.695 --> 00:27:32.056
marketing.

00:27:32.076 --> 00:27:32.715
She's a friend of mine.

00:27:32.736 --> 00:27:34.096
We work together at a couple of projects.

00:27:34.701 --> 00:27:37.045
we came up with a ninety day content

00:27:37.065 --> 00:27:38.105
plan like what would i do if i

00:27:38.145 --> 00:27:39.948
walked into a practice tomorrow i'm like i

00:27:39.968 --> 00:27:41.829
would do these and i i just stole

00:27:41.869 --> 00:27:43.852
it i'm i did a mash-up of what

00:27:43.912 --> 00:27:46.394
gary vee and alex hormozy would say not

00:27:46.434 --> 00:27:47.996
even an ai i just literally sat there

00:27:48.016 --> 00:27:49.958
i was like if gary v and hormozy

00:27:49.978 --> 00:27:51.059
were sitting across from a table with the

00:27:51.079 --> 00:27:53.201
practice owner i was like here's the ten

00:27:53.402 --> 00:27:54.083
here's what i would do

00:27:55.455 --> 00:27:57.237
And we laid that program out.

00:27:57.757 --> 00:28:00.237
I now understand that Dave understands

00:28:00.257 --> 00:28:01.698
that there are great lawnmowers.

00:28:01.897 --> 00:28:03.117
He doesn't want to even look at the

00:28:03.137 --> 00:28:03.657
lawnmower.

00:28:04.038 --> 00:28:05.659
He wants to drive by his own lawn

00:28:05.679 --> 00:28:08.759
and watch it mowed, right?

00:28:08.839 --> 00:28:09.960
No, I want my – yes,

00:28:10.539 --> 00:28:11.160
I want the result.

00:28:11.240 --> 00:28:13.020
I want my lawn mowed.

00:28:13.121 --> 00:28:13.480
I want it done.

00:28:13.820 --> 00:28:13.941
Right.

00:28:14.510 --> 00:28:15.672
Everybody's out there going, but Dave,

00:28:15.692 --> 00:28:17.034
there's Claude and there's publishing.

00:28:17.054 --> 00:28:17.394
And you're like,

00:28:17.494 --> 00:28:19.797
I don't want to own a lawnmower,

00:28:20.218 --> 00:28:21.880
but I need the lawnmower.

00:28:22.079 --> 00:28:23.060
I'm on to other things.

00:28:23.582 --> 00:28:24.903
I have a hard time understanding that

00:28:24.923 --> 00:28:25.923
because this is fun to me and I

00:28:25.983 --> 00:28:26.404
like it.

00:28:26.625 --> 00:28:28.287
So I assume everybody else likes it.

00:28:28.988 --> 00:28:30.809
So I need to listen to my own

00:28:30.849 --> 00:28:31.770
advice, which is like,

00:28:32.392 --> 00:28:34.213
people don't pay to have their lawnmowed.

00:28:35.147 --> 00:28:36.828
They pay so they don't have to mow

00:28:36.848 --> 00:28:37.430
their lawn.

00:28:37.509 --> 00:28:38.391
They can do it.

00:28:38.691 --> 00:28:40.011
They're like, I don't want to do it.

00:28:40.251 --> 00:28:41.173
I actually heard a great guy,

00:28:41.192 --> 00:28:41.972
forget who it was,

00:28:42.073 --> 00:28:43.354
one of those guys on Instagram who's great

00:28:43.374 --> 00:28:44.095
at framing things.

00:28:44.776 --> 00:28:46.576
And he goes, don't sell lawn mowed.

00:28:47.277 --> 00:28:47.718
Sell,

00:28:47.998 --> 00:28:49.219
do you want to have the best looking

00:28:49.239 --> 00:28:52.040
lawn in the neighborhood and do nothing

00:28:52.101 --> 00:28:52.521
for it?

00:28:52.821 --> 00:28:54.002
And then he goes, sell the future.

00:28:54.462 --> 00:28:55.782
You thinking about selling your house in a

00:28:55.823 --> 00:28:56.423
couple of years?

00:28:56.884 --> 00:28:57.663
And he's like, yeah.

00:28:57.683 --> 00:28:58.624
And he's like, great.

00:28:58.884 --> 00:29:00.224
I'm going to over the next couple of

00:29:00.265 --> 00:29:02.266
years, I'm going to do landscaping,

00:29:02.286 --> 00:29:03.145
which is maintenance.

00:29:03.405 --> 00:29:04.766
And we're going to do hardscaping,

00:29:04.786 --> 00:29:06.767
which is changing what this looks like.

00:29:07.106 --> 00:29:09.728
So he plays everybody within the

00:29:09.847 --> 00:29:10.327
neighborhood.

00:29:10.347 --> 00:29:10.948
He's like, well,

00:29:10.968 --> 00:29:12.009
I saw that guy up the street.

00:29:12.048 --> 00:29:13.189
He's got a great one.

00:29:13.469 --> 00:29:14.328
So I could come in and be like,

00:29:14.369 --> 00:29:16.869
it's going to be the ego and status

00:29:16.930 --> 00:29:18.691
of keeping up with the Joneses.

00:29:19.090 --> 00:29:20.632
So what this guy did was smart.

00:29:20.672 --> 00:29:22.093
He goes, instead of saying, hey,

00:29:22.153 --> 00:29:23.253
for fifty grand,

00:29:23.473 --> 00:29:24.614
me and my team will come in for

00:29:24.673 --> 00:29:26.194
two weeks and do everything and you'll get

00:29:26.214 --> 00:29:28.175
a waterfall and the lights and the trees.

00:29:28.195 --> 00:29:29.856
He goes, let's do this.

00:29:29.998 --> 00:29:31.719
Let's start off at a thousand dollars a

00:29:31.778 --> 00:29:32.118
month.

00:29:32.959 --> 00:29:34.920
We'll maintain and then we'll slowly.

00:29:34.980 --> 00:29:36.000
And he goes, in three years,

00:29:36.101 --> 00:29:36.961
if you want to sell,

00:29:37.021 --> 00:29:38.742
you'll have a lawn better than that, guys.

00:29:39.083 --> 00:29:40.784
But it's not fifty grand right now.

00:29:41.163 --> 00:29:43.445
It's fifteen hundred dollars a month times

00:29:43.506 --> 00:29:44.086
three years.

00:29:44.546 --> 00:29:46.027
And I was like, oh, that's smarter.

00:29:46.086 --> 00:29:47.407
Sell the change again.

00:29:49.126 --> 00:29:49.646
Love it.

00:29:49.666 --> 00:29:51.008
I have a segue since we're talking about

00:29:51.048 --> 00:29:51.788
home services.

00:29:51.848 --> 00:29:54.349
So the other day I met in person

00:29:54.369 --> 00:29:55.891
with this guy named Ismael.

00:29:55.911 --> 00:29:56.771
I don't know if you guys saw the

00:29:56.811 --> 00:29:58.512
social media posts, but the tub cut.

00:29:58.593 --> 00:30:01.275
So basically they will take they will take

00:30:01.575 --> 00:30:02.536
your existing tubs.

00:30:02.756 --> 00:30:05.577
And if you are having balance issues,

00:30:05.617 --> 00:30:06.758
maybe you're sixty, seventy, eighty,

00:30:06.798 --> 00:30:09.279
ninety years old and you want to convert

00:30:09.319 --> 00:30:12.842
now eventually like stepping into a tub to

00:30:13.001 --> 00:30:14.804
you can't get a bath because your balance

00:30:14.844 --> 00:30:16.144
issues, you had a stroke, Parkinson's,

00:30:16.163 --> 00:30:16.684
whatever it might be.

00:30:18.038 --> 00:30:18.920
your father right now, right?

00:30:18.980 --> 00:30:22.741
So if you guys had only one tub

00:30:22.821 --> 00:30:24.784
where he was bathing and you're like,

00:30:24.884 --> 00:30:26.125
I want to convert it to a shower

00:30:26.144 --> 00:30:28.086
for him, it's going to cost you twenty,

00:30:28.125 --> 00:30:29.967
thirty grand, forty grand, fifty grand,

00:30:29.987 --> 00:30:30.667
depending on where.

00:30:30.988 --> 00:30:31.847
It's more plumbing.

00:30:32.067 --> 00:30:33.429
You got to have the water turned off.

00:30:34.089 --> 00:30:34.890
That's one option.

00:30:35.069 --> 00:30:36.671
There's another option called Tub Cut.

00:30:36.731 --> 00:30:37.632
This guy, Ismael,

00:30:37.672 --> 00:30:40.334
is like a franchise owner of the New

00:30:40.354 --> 00:30:41.555
York City metro area.

00:30:41.575 --> 00:30:42.315
I met him in person.

00:30:42.355 --> 00:30:43.336
I got a referral by one of my

00:30:43.375 --> 00:30:44.396
staff physical therapists.

00:30:45.196 --> 00:30:47.679
they have the same exact ideal client as

00:30:47.719 --> 00:30:49.941
we do and we don't overlap with services

00:30:50.000 --> 00:30:51.221
so that's why we met up to try

00:30:51.261 --> 00:30:52.663
to do referrals but

00:30:53.737 --> 00:30:55.498
His service will all in one day,

00:30:55.637 --> 00:30:56.898
it's incredible, all in one day,

00:30:57.419 --> 00:30:58.180
cut your tub,

00:30:58.799 --> 00:31:00.401
put custom molding inside of it,

00:31:00.740 --> 00:31:02.643
have some type of, I can't,

00:31:02.682 --> 00:31:04.002
I try to remember all the jargon,

00:31:04.344 --> 00:31:06.285
some type of a compound or something that

00:31:06.305 --> 00:31:07.865
like makes it almost seamless.

00:31:07.885 --> 00:31:10.586
Like you can't even really see or feel

00:31:10.827 --> 00:31:11.807
where the cut was.

00:31:12.409 --> 00:31:14.230
Now your father, Jimmy,

00:31:14.549 --> 00:31:17.050
only has to step up three inches instead

00:31:17.090 --> 00:31:18.672
of over the tub, which is what, like,

00:31:18.692 --> 00:31:19.093
like a big step.

00:31:23.452 --> 00:31:24.614
stepping into the tub,

00:31:25.153 --> 00:31:28.155
just up three inches and in to take

00:31:28.175 --> 00:31:29.738
a shower and then step out of it,

00:31:29.758 --> 00:31:31.739
whether you have a shower chair inside the

00:31:31.778 --> 00:31:32.559
tub or not.

00:31:33.413 --> 00:31:35.813
So it's decreasing falls in the shower.

00:31:36.354 --> 00:31:37.913
There's some stat that Ismael said,

00:31:37.933 --> 00:31:39.634
I think like one person in the U.S.

00:31:39.673 --> 00:31:42.214
dies per day from falling in the shower.

00:31:42.234 --> 00:31:43.414
And there's other stats like it.

00:31:43.934 --> 00:31:46.335
And so then, Jimmy,

00:31:46.375 --> 00:31:48.915
let's say you guys move, whatever,

00:31:49.576 --> 00:31:50.435
you want to put it back.

00:31:50.615 --> 00:31:51.756
They do the reversal.

00:31:51.796 --> 00:31:53.477
They'll put the cut back in the tub.

00:31:54.057 --> 00:31:54.957
They'll put it back in.

00:31:55.297 --> 00:31:58.097
They'll make it all buffed and everything.

00:31:58.157 --> 00:31:59.778
And it's as if it was never cut

00:31:59.857 --> 00:31:59.978
out.

00:32:00.657 --> 00:32:01.378
in the first place.

00:32:01.538 --> 00:32:03.201
It's, it's incredible.

00:32:03.461 --> 00:32:04.402
He shows up in person.

00:32:04.422 --> 00:32:05.123
We met at Starbucks.

00:32:05.143 --> 00:32:06.223
We met, we met in person.

00:32:06.483 --> 00:32:07.865
He shows up with like a tote bag

00:32:07.884 --> 00:32:09.086
with like marketing materials and

00:32:09.126 --> 00:32:09.686
brochures.

00:32:10.048 --> 00:32:10.907
And I'm like, I'm sorry.

00:32:10.948 --> 00:32:12.309
I only have my business cards.

00:32:12.349 --> 00:32:14.172
Like you, you, you, you are,

00:32:14.192 --> 00:32:14.872
you are a true.

00:32:14.912 --> 00:32:16.634
I brought you this hat.

00:32:16.713 --> 00:32:16.994
Here we go.

00:32:17.015 --> 00:32:20.597
I wore it for you.

00:32:20.637 --> 00:32:21.259
I got it warm.

00:32:22.239 --> 00:32:23.902
So since we were talking about landscaping

00:32:23.922 --> 00:32:24.682
and home services,

00:32:24.762 --> 00:32:26.125
I have to mention that segue.

00:32:26.685 --> 00:32:28.528
But they're the same thing because I don't

00:32:28.588 --> 00:32:29.830
want, I need it done.

00:32:30.010 --> 00:32:32.914
I don't want to do done, not do.

00:32:34.335 --> 00:32:34.654
Correct.

00:32:34.694 --> 00:32:36.836
And it's like, if you hire the,

00:32:36.915 --> 00:32:39.877
it's like two grand as opposed to twenty,

00:32:39.917 --> 00:32:41.959
thirty grand to go from to rip a

00:32:41.999 --> 00:32:43.900
whole tub out and to make it a

00:32:44.401 --> 00:32:46.501
shower, like a walk in shower,

00:32:46.602 --> 00:32:48.542
like literally like tile to tile,

00:32:48.583 --> 00:32:50.064
like some of the hotels where there's no

00:32:50.124 --> 00:32:50.784
step up at all.

00:32:51.384 --> 00:32:53.085
That's going to be twenty, thirty grand,

00:32:53.125 --> 00:32:53.546
forty grand,

00:32:53.566 --> 00:32:55.086
depending on size and where you're at in

00:32:55.106 --> 00:32:55.767
the plumbing.

00:32:56.106 --> 00:32:56.867
If you're in New York City,

00:32:57.448 --> 00:32:58.749
the paperwork is going to take a lot

00:32:58.788 --> 00:33:00.209
longer for that with insurance and

00:33:00.229 --> 00:33:00.509
everything.

00:33:00.930 --> 00:33:02.391
So instead, this company

00:33:03.570 --> 00:33:05.531
uh this guy ismail is like the franchise

00:33:05.571 --> 00:33:06.952
owner of the new york city area and

00:33:06.992 --> 00:33:08.614
they get they have to buy all their

00:33:08.673 --> 00:33:10.835
own custom materials from the hq like the

00:33:10.875 --> 00:33:13.096
main tub cut company which obviously

00:33:13.115 --> 00:33:14.737
that's part of like the whole franchise

00:33:15.257 --> 00:33:16.137
you know set up and everything

00:33:17.219 --> 00:33:19.599
And now he is what I am,

00:33:19.640 --> 00:33:21.320
which is he's got a guy that does

00:33:21.340 --> 00:33:23.701
all the cuts and the reversals and he's

00:33:23.761 --> 00:33:24.863
out there drumming up business,

00:33:24.883 --> 00:33:25.643
business development.

00:33:25.702 --> 00:33:27.023
And so he and I were at the

00:33:27.044 --> 00:33:28.824
Starbucks, we're talking and I'm like,

00:33:29.184 --> 00:33:30.424
we're literally like the same.

00:33:30.464 --> 00:33:32.165
Like I am not really treating patients

00:33:32.185 --> 00:33:32.586
anymore.

00:33:32.885 --> 00:33:33.906
And I'm trying to be doing this.

00:33:33.987 --> 00:33:35.788
I'm trying to refer patients and clients

00:33:35.827 --> 00:33:37.607
and, and build partnerships and all that.

00:33:37.667 --> 00:33:39.209
So that's exactly like,

00:33:39.269 --> 00:33:40.069
we're in the same boat.

00:33:40.349 --> 00:33:42.351
And I even pitched him, I go,

00:33:42.711 --> 00:33:43.330
and maybe you guys,

00:33:43.510 --> 00:33:44.592
you guys would have come up with this,

00:33:44.632 --> 00:33:44.811
but.

00:33:45.571 --> 00:33:46.977
he'll have like an itemized receipt for

00:33:47.017 --> 00:33:48.923
someone when he sends them a proposal of

00:33:48.962 --> 00:33:50.969
like the cost and i'm like trying to

00:33:51.009 --> 00:33:52.173
whisper i'm like so

00:33:54.205 --> 00:33:54.906
If you wanted,

00:33:55.227 --> 00:33:57.568
you could put on in the itemized bill,

00:33:57.628 --> 00:33:57.888
like,

00:33:58.148 --> 00:33:59.710
and this also comes with an eighty percent

00:33:59.809 --> 00:34:01.510
off concierge pain relief consult.

00:34:01.971 --> 00:34:04.813
And then it's lead gen for us because

00:34:05.314 --> 00:34:06.954
we're going to charge them even if we

00:34:06.994 --> 00:34:08.596
charge them some nominal fee or it was

00:34:08.615 --> 00:34:10.056
just included in the proposal.

00:34:10.117 --> 00:34:11.018
Now we're getting lead.

00:34:11.197 --> 00:34:12.498
We're getting lead gen by someone that

00:34:12.619 --> 00:34:14.659
obviously has stepping issues,

00:34:14.699 --> 00:34:16.800
balance issues, safety issues, all that.

00:34:17.282 --> 00:34:19.583
And so maybe they already have an existing

00:34:19.663 --> 00:34:21.284
Medicare covered physical therapist.

00:34:21.304 --> 00:34:22.505
And that certainly could be the case.

00:34:24.065 --> 00:34:24.806
Maybe they don't.

00:34:26.088 --> 00:34:27.190
Or even if they do, hey,

00:34:27.429 --> 00:34:28.871
let's have one of ours go in there.

00:34:29.192 --> 00:34:30.112
Now they can compare.

00:34:30.373 --> 00:34:32.355
Then you go from there and the consumer

00:34:32.394 --> 00:34:33.516
can choose which is best for them.

00:34:34.079 --> 00:34:34.518
Yeah,

00:34:34.579 --> 00:34:36.739
that's like when you move and you change

00:34:36.760 --> 00:34:37.960
your address, like the U.S.

00:34:38.000 --> 00:34:40.101
Postal Service is great at a couple of

00:34:40.121 --> 00:34:40.481
things.

00:34:40.581 --> 00:34:41.782
Mail is sometimes one of them.

00:34:42.282 --> 00:34:43.621
But the other is when you move in

00:34:43.641 --> 00:34:44.503
the next month,

00:34:44.583 --> 00:34:47.784
you get like storage facilities and lawn

00:34:47.824 --> 00:34:50.065
care and everything you'd need to like,

00:34:50.085 --> 00:34:50.284
you know,

00:34:50.364 --> 00:34:53.726
direct TV and sighting and insurance like

00:34:53.746 --> 00:34:53.826
that.

00:34:54.326 --> 00:34:55.905
It just sounds like they just sold you

00:34:56.065 --> 00:34:56.646
a thing.

00:34:57.367 --> 00:34:58.246
Do you know how to use it?

00:34:58.266 --> 00:34:59.527
Do you know how to use it safe?

00:34:59.626 --> 00:35:00.927
Why are you getting this?

00:35:01.068 --> 00:35:02.628
You're getting this for a reason.

00:35:03.148 --> 00:35:03.668
Got it.

00:35:04.027 --> 00:35:04.927
You'll also need,

00:35:04.947 --> 00:35:07.728
this is one degree away from Kevin Bacon,

00:35:07.768 --> 00:35:09.188
where Kevin Bacon is your tub now,

00:35:09.208 --> 00:35:11.269
your new tub now.

00:35:11.309 --> 00:35:13.369
How is this guy getting his clients?

00:35:13.590 --> 00:35:15.771
What's his main intake?

00:35:17.574 --> 00:35:18.295
I love the question.

00:35:18.474 --> 00:35:21.398
He said that the HQ is spending like

00:35:21.438 --> 00:35:22.619
forty, fifty grand a month.

00:35:23.298 --> 00:35:25.521
And if it's in the location like like

00:35:25.840 --> 00:35:27.862
the HQ must have like their own website

00:35:27.882 --> 00:35:29.864
and then he has like his own tub

00:35:29.905 --> 00:35:30.085
cut.

00:35:30.105 --> 00:35:31.346
I forget what it is like tub cut

00:35:31.565 --> 00:35:32.887
and why dot com or whatever,

00:35:32.907 --> 00:35:33.427
something like that.

00:35:34.644 --> 00:35:36.146
So there's like the local websites that

00:35:36.166 --> 00:35:37.528
are for like the franchise owners,

00:35:37.889 --> 00:35:40.454
but the HQ website will funnel them leads

00:35:40.514 --> 00:35:42.036
based off of those locations.

00:35:42.416 --> 00:35:44.980
And obviously he's doing his own

00:35:45.420 --> 00:35:45.800
marketing,

00:35:45.840 --> 00:35:47.163
which is like the business development

00:35:47.182 --> 00:35:48.525
that he's doing with me.

00:35:48.565 --> 00:35:48.905
Right.

00:35:48.985 --> 00:35:49.666
I mean-

00:35:50.597 --> 00:35:53.018
So when does he bring you out to

00:35:53.139 --> 00:35:55.278
one of the sites and the two of

00:35:55.298 --> 00:35:57.460
you guys do a video together where you're

00:35:57.480 --> 00:36:00.460
talking about from a PT perspective,

00:36:00.500 --> 00:36:00.980
you know,

00:36:01.019 --> 00:36:02.880
the benefits and all this kind of stuff.

00:36:02.920 --> 00:36:03.161
Yeah.

00:36:03.181 --> 00:36:03.681
I mean,

00:36:03.740 --> 00:36:05.581
I'm sure he's got it in his house,

00:36:05.702 --> 00:36:08.121
if not a client's house and you go

00:36:08.222 --> 00:36:09.282
out there and you, I mean,

00:36:09.322 --> 00:36:11.862
this is like pure video content.

00:36:11.882 --> 00:36:14.704
And is there, are there some upsells?

00:36:14.744 --> 00:36:15.503
So like, Hey,

00:36:15.923 --> 00:36:17.684
do you know where to put grab bars?

00:36:17.903 --> 00:36:19.264
Cause I could tell you where to put

00:36:19.324 --> 00:36:19.985
grab bars.

00:36:20.514 --> 00:36:21.539
And he does grab bars.

00:36:21.760 --> 00:36:23.204
And I could tell you what type of

00:36:23.344 --> 00:36:26.155
mat to use outside the tub and inside

00:36:26.195 --> 00:36:26.617
the tub.

00:36:27.443 --> 00:36:29.043
And I could tell you a shower chair

00:36:29.103 --> 00:36:31.184
you might actually need to have on hand.

00:36:31.603 --> 00:36:32.744
There was a husband and wife.

00:36:32.784 --> 00:36:33.724
I should find them again.

00:36:34.045 --> 00:36:35.704
He's a general contractor and she was a

00:36:35.764 --> 00:36:36.264
PT.

00:36:36.646 --> 00:36:37.545
So that's what they did.

00:36:37.905 --> 00:36:38.246
You're like,

00:36:38.686 --> 00:36:41.266
mom needs unsafe in the bathroom.

00:36:41.847 --> 00:36:43.387
Wife would walk in and be like this,

00:36:43.407 --> 00:36:43.867
this, this.

00:36:43.907 --> 00:36:44.967
She'd put tape everywhere.

00:36:45.108 --> 00:36:46.407
And the husband knew exactly what all

00:36:46.427 --> 00:36:47.668
these little bits of tape meant.

00:36:48.048 --> 00:36:48.648
Next thing you know,

00:36:48.668 --> 00:36:49.949
you walk in one day.

00:36:50.148 --> 00:36:51.489
All these tub things are always one day.

00:36:51.909 --> 00:36:52.469
Want to know why?

00:36:53.010 --> 00:36:55.150
because when i a guy who owns a

00:36:55.190 --> 00:36:56.952
hammer and two screwdrivers here's

00:36:57.311 --> 00:36:59.753
bathroom renovation i think a month you

00:36:59.793 --> 00:37:01.713
tell me one day i go where do

00:37:01.793 --> 00:37:04.893
i swipe one day no dust one day

00:37:04.934 --> 00:37:06.295
no dust don't worry about it we got

00:37:06.335 --> 00:37:08.255
it take and oh by the way you

00:37:08.275 --> 00:37:10.115
want i'll sell you a mattress we'll get

00:37:10.135 --> 00:37:11.496
rid of your old mattress for free because

00:37:11.516 --> 00:37:13.217
that's the next problem you're like

00:37:14.398 --> 00:37:15.557
especially if you live in new york i

00:37:15.577 --> 00:37:17.159
don't have a car where are we gonna

00:37:17.179 --> 00:37:17.559
put that

00:37:19.500 --> 00:37:20.561
Solve all my problems.

00:37:21.081 --> 00:37:22.702
Show me you understand my problems.

00:37:23.023 --> 00:37:24.202
Show me you can solve them.

00:37:24.443 --> 00:37:26.744
I'll throw money at you.

00:37:27.184 --> 00:37:28.565
Yeah.

00:37:28.606 --> 00:37:29.447
Go ahead, Tony.

00:37:29.626 --> 00:37:30.887
No, no, go ahead.

00:37:33.139 --> 00:37:35.201
I was just going to say this is

00:37:35.221 --> 00:37:37.463
what I did the other day on,

00:37:37.543 --> 00:37:39.925
was it Tuesday or yesterday, Wednesday?

00:37:39.965 --> 00:37:40.405
No, Tuesday.

00:37:40.445 --> 00:37:40.885
It was Tuesday.

00:37:42.146 --> 00:37:43.527
I did two things the whole day for

00:37:43.547 --> 00:37:44.927
the business in terms of like,

00:37:44.967 --> 00:37:46.548
so one was meeting with him in person.

00:37:47.108 --> 00:37:49.030
Another was meeting in person for lunch

00:37:49.510 --> 00:37:50.931
with one of the main,

00:37:50.992 --> 00:37:54.293
like the sales manager of a self-pay home

00:37:54.994 --> 00:37:56.896
agents, like a home nursing agency.

00:37:57.315 --> 00:37:58.717
And she refers to us and we refer

00:37:58.737 --> 00:37:58.976
to them.

00:37:59.478 --> 00:37:59.697
Right.

00:38:00.338 --> 00:38:00.918
And I want to just,

00:38:01.239 --> 00:38:02.860
I want to just nicely nudge Tony.

00:38:03.780 --> 00:38:04.960
not that I'm pushing your face on you,

00:38:04.981 --> 00:38:06.322
but I'm just saying like this,

00:38:06.481 --> 00:38:08.543
like this is going to be for millennia.

00:38:09.244 --> 00:38:10.704
There's nothing that's going to change the

00:38:10.744 --> 00:38:12.547
ability for me to connect with a new

00:38:12.586 --> 00:38:14.108
business owner like this guy, Ismael.

00:38:14.387 --> 00:38:17.570
I had no idea that this service even

00:38:17.610 --> 00:38:18.070
existed.

00:38:18.951 --> 00:38:19.871
We talked over the phone.

00:38:20.192 --> 00:38:21.032
We texted a bunch.

00:38:21.092 --> 00:38:21.931
We emailed a bunch.

00:38:22.391 --> 00:38:23.452
And all that was great.

00:38:23.913 --> 00:38:25.614
And then it's like we met in person.

00:38:25.914 --> 00:38:28.434
And now it's like the click is the

00:38:28.474 --> 00:38:28.994
close,

00:38:29.295 --> 00:38:31.635
like the approximation to potential

00:38:31.695 --> 00:38:33.336
referrals and partnerships back and forth

00:38:33.356 --> 00:38:34.257
where we're referring to people.

00:38:35.577 --> 00:38:37.239
is now accelerated after meeting in

00:38:37.278 --> 00:38:37.619
person.

00:38:37.659 --> 00:38:38.480
And I'm joking, Tony,

00:38:38.519 --> 00:38:40.081
because of the whole AI thing and

00:38:40.541 --> 00:38:41.762
artificial intelligence and all that.

00:38:42.684 --> 00:38:44.505
And the same thing with Trish from

00:38:44.585 --> 00:38:45.266
Eldercare.

00:38:45.666 --> 00:38:46.686
She referred to me in the past.

00:38:46.726 --> 00:38:47.648
I'm going to try to refer to them.

00:38:47.668 --> 00:38:49.088
But then it's like we meet in person.

00:38:49.349 --> 00:38:50.869
We met at this Greek restaurant.

00:38:51.451 --> 00:38:51.871
I paid.

00:38:51.931 --> 00:38:52.992
I said, it's going to be on me.

00:38:53.532 --> 00:38:57.755
And now we talked – we communicated and

00:38:57.795 --> 00:38:59.257
talked about so many things in between of

00:38:59.277 --> 00:38:59.577
like, hey,

00:38:59.617 --> 00:39:01.629
what a –

00:39:00.764 --> 00:39:01.885
what are your nurses like?

00:39:01.905 --> 00:39:02.585
What, what are your,

00:39:02.885 --> 00:39:04.547
what is your team like in terms of

00:39:04.586 --> 00:39:05.626
like communication?

00:39:06.228 --> 00:39:07.728
And can I, Trish, can I refer,

00:39:08.007 --> 00:39:09.248
can I send your number?

00:39:09.268 --> 00:39:10.188
Can I give your number out?

00:39:10.228 --> 00:39:10.949
Or like,

00:39:11.010 --> 00:39:12.771
we talked about like some of the nuances

00:39:13.030 --> 00:39:15.371
of referrals and partnerships and all

00:39:15.411 --> 00:39:15.552
that.

00:39:15.572 --> 00:39:17.373
And it's like none, like, yes,

00:39:17.813 --> 00:39:19.034
you could do some of this over zoom

00:39:19.173 --> 00:39:20.894
video calls, but it's like the, the,

00:39:21.574 --> 00:39:24.155
the confirmation or like the, the,

00:39:24.195 --> 00:39:28.097
the final click of building a relationship

00:39:28.197 --> 00:39:30.179
is still in person and

00:39:30.518 --> 00:39:31.559
And I don't know if that's ever going

00:39:31.579 --> 00:39:31.940
to change.

00:39:31.960 --> 00:39:32.161
I mean,

00:39:32.201 --> 00:39:34.143
you can only do so much over video

00:39:34.182 --> 00:39:36.684
calls and forget it in terms of behind

00:39:36.704 --> 00:39:37.887
a chat GPT.

00:39:39.481 --> 00:39:40.342
Hopefully it doesn't.

00:39:40.523 --> 00:39:44.505
I really, I swear, like hopefully I do.

00:39:45.166 --> 00:39:46.748
I would even go as far as to

00:39:46.788 --> 00:39:49.010
say, like, I think there's genuine,

00:39:49.289 --> 00:39:51.612
my voice is different through a microphone

00:39:51.632 --> 00:39:53.632
than it is in person, right?

00:39:53.753 --> 00:39:54.554
My skin,

00:39:54.853 --> 00:39:56.996
I look different in person than I do

00:39:57.096 --> 00:39:57.777
on video.

00:39:58.237 --> 00:39:59.577
The way somebody smells,

00:39:59.617 --> 00:40:01.900
like the chemicals, the pheromones,

00:40:01.940 --> 00:40:03.320
like all of that kind of stuff.

00:40:03.420 --> 00:40:06.103
I mean, we are humans, animals,

00:40:07.123 --> 00:40:10.545
We make these connections, body language,

00:40:10.686 --> 00:40:11.246
all of it.

00:40:11.646 --> 00:40:13.007
You can't replace that.

00:40:13.128 --> 00:40:14.989
Yeah, you can't replace that.

00:40:15.048 --> 00:40:17.951
So I totally, totally get it and agree.

00:40:18.251 --> 00:40:24.054
I'm saying right now, April second,

00:40:24.215 --> 00:40:25.275
twenty twenty six,

00:40:25.775 --> 00:40:27.936
the in-person of anything.

00:40:29.123 --> 00:40:30.284
will never change.

00:40:31.664 --> 00:40:34.545
I don't care how many ChatGPT version

00:40:34.585 --> 00:40:36.485
number, a hundred and seventeen,

00:40:36.867 --> 00:40:37.427
I don't care.

00:40:37.547 --> 00:40:41.827
It's Claude, ChatGPT, Gemini,

00:40:42.467 --> 00:40:43.648
all these companies are gonna create,

00:40:43.688 --> 00:40:43.869
you know,

00:40:43.909 --> 00:40:45.728
Facebook comes out with Facebook, AI,

00:40:45.789 --> 00:40:47.590
Gemini, Claude, Meta, whatever.

00:40:48.989 --> 00:40:50.010
It'll never change.

00:40:51.266 --> 00:40:53.268
yes you're different in person tony i'm

00:40:53.327 --> 00:40:55.228
sure i'm the i'm the same way it's

00:40:55.248 --> 00:40:57.469
like the full effect the body language

00:40:57.909 --> 00:40:59.869
does the person care about being there are

00:40:59.889 --> 00:41:01.150
they looking to put their best foot

00:41:01.190 --> 00:41:03.231
forward to build a service-based business

00:41:03.271 --> 00:41:07.032
in person this will never change in person

00:41:07.072 --> 00:41:12.514
i think ai will change like like it

00:41:12.534 --> 00:41:15.036
will change and it will alter like meeting

00:41:16.126 --> 00:41:16.847
Like a second ago,

00:41:16.907 --> 00:41:17.708
Tony gave me a night.

00:41:17.768 --> 00:41:17.989
No, no, no.

00:41:18.009 --> 00:41:18.829
What I mean is like,

00:41:18.869 --> 00:41:20.050
maybe you would never would have found

00:41:20.110 --> 00:41:20.672
that guy,

00:41:20.992 --> 00:41:22.833
but now that that thing led to that,

00:41:22.853 --> 00:41:23.474
that's what I mean.

00:41:23.574 --> 00:41:24.295
Like it'll change.

00:41:24.556 --> 00:41:25.496
But I, but I found,

00:41:25.637 --> 00:41:26.777
but I found him through my staff

00:41:26.797 --> 00:41:28.099
therapist, Andrew, who said at,

00:41:28.219 --> 00:41:30.202
he's like at my previous company, we,

00:41:30.762 --> 00:41:32.925
the social worker had this guy's name,

00:41:32.965 --> 00:41:33.786
tub cut, whatever.

00:41:34.347 --> 00:41:34.726
And he,

00:41:35.027 --> 00:41:36.907
he referred to me and then he like

00:41:36.927 --> 00:41:38.347
let me met in person so but you

00:41:38.387 --> 00:41:39.268
know what tony and i are going to

00:41:39.288 --> 00:41:40.748
tell you to do now is go to

00:41:40.789 --> 00:41:43.128
chat gpt and explain that situation and go

00:41:43.230 --> 00:41:44.949
give me three other people that i would

00:41:44.969 --> 00:41:46.469
have never thought of that i should

00:41:46.489 --> 00:41:48.791
connect with like tub cut there's no way

00:41:48.811 --> 00:41:50.331
you're going to sit down and i agree

00:41:50.452 --> 00:41:52.992
i love that to use chat gpt or

00:41:53.132 --> 00:41:56.893
ai to then prompt how can i nicely

00:41:56.954 --> 00:41:58.614
exploit this who am i who am i

00:41:58.673 --> 00:42:00.215
overlooking what other what other whatever

00:42:00.815 --> 00:42:01.155
whatever

00:42:01.934 --> 00:42:02.856
what are my blind spots?

00:42:02.896 --> 00:42:05.257
But then it will still come back to

00:42:05.338 --> 00:42:07.318
in-person to make the legitimate

00:42:07.739 --> 00:42:10.202
connection and partnerships and referrals.

00:42:10.922 --> 00:42:11.882
That's, that's my whole point.

00:42:11.902 --> 00:42:12.322
That's what I mean.

00:42:12.382 --> 00:42:14.505
Until we're plugged in like the matrix and

00:42:14.525 --> 00:42:15.226
we're batteries.

00:42:15.266 --> 00:42:16.527
Yeah, I think, I think you're right.

00:42:17.067 --> 00:42:19.588
And then we'll try to unplug.

00:42:19.608 --> 00:42:19.728
Right.

00:42:19.909 --> 00:42:21.411
Um, so then I went to,

00:42:21.510 --> 00:42:23.211
I went to prompts headquarters yesterday.

00:42:23.231 --> 00:42:24.572
That's why I was missing on Tuesday,

00:42:24.612 --> 00:42:24.972
Tuesday.

00:42:24.994 --> 00:42:26.594
I was there Tuesday, Thursday.

00:42:26.675 --> 00:42:27.014
Yeah.

00:42:27.054 --> 00:42:27.896
I was there on Tuesday.

00:42:28.556 --> 00:42:28.695
Um,

00:42:29.757 --> 00:42:32.179
Their office is a cliche in all the

00:42:32.199 --> 00:42:32.639
best ways.

00:42:32.880 --> 00:42:34.440
It's exactly what you think of a tech

00:42:34.460 --> 00:42:34.701
company.

00:42:34.740 --> 00:42:37.543
There's beanbag chairs, a putting green.

00:42:38.164 --> 00:42:40.744
They've got a hyperized station with

00:42:41.126 --> 00:42:42.445
vibrating couches.

00:42:44.128 --> 00:42:45.068
But again,

00:42:45.188 --> 00:42:47.030
a majority of their team doesn't work

00:42:47.050 --> 00:42:48.409
there because they're all over the

00:42:48.530 --> 00:42:50.311
country, remote and stuff like that.

00:42:51.612 --> 00:42:53.713
So I did some episodes there that will

00:42:53.733 --> 00:42:55.135
come out and I think some things will

00:42:55.155 --> 00:42:56.615
come out of there as well.

00:42:57.096 --> 00:42:58.836
So that was kind of cool to see.

00:43:00.197 --> 00:43:01.438
where the technology is.

00:43:01.539 --> 00:43:02.960
Although it's just a bunch of people with

00:43:03.000 --> 00:43:03.679
monitors, guys.

00:43:03.719 --> 00:43:06.641
Like there's no giant mainframe computer

00:43:06.661 --> 00:43:07.242
or anything like that.

00:43:07.262 --> 00:43:08.362
Everything's sort of in the cloud.

00:43:10.123 --> 00:43:13.206
So that was sort of fun.

00:43:13.226 --> 00:43:14.206
We were teasing.

00:43:14.246 --> 00:43:15.907
Dave, we teased something and we said,

00:43:15.947 --> 00:43:17.507
let's wait for Jimmy to get back.

00:43:17.588 --> 00:43:18.248
But I can't,

00:43:18.409 --> 00:43:20.090
I'm trying to remember what we were

00:43:20.130 --> 00:43:20.909
talking about.

00:43:21.309 --> 00:43:23.130
We'll have to go through a transcript from

00:43:23.170 --> 00:43:23.592
Tuesday.

00:43:24.952 --> 00:43:25.152
Yeah.

00:43:25.213 --> 00:43:25.452
Tony,

00:43:25.512 --> 00:43:27.353
I'm coming to Ohio in like a week.

00:43:28.197 --> 00:43:30.597
Yeah, so when are you actually here?

00:43:31.137 --> 00:43:32.278
I'm flying in.

00:43:32.639 --> 00:43:33.139
This is great.

00:43:33.818 --> 00:43:34.659
I have to tell you a story.

00:43:34.980 --> 00:43:35.960
Flying to Danny's,

00:43:36.239 --> 00:43:37.780
I got to make fun of myself or

00:43:37.820 --> 00:43:39.240
else I'm not being honest.

00:43:40.742 --> 00:43:42.222
So the problem with Google Flight is when

00:43:42.262 --> 00:43:42.742
you say,

00:43:42.822 --> 00:43:44.242
when I put in Newark and maybe I

00:43:44.262 --> 00:43:46.023
have a setting wrong, it will also,

00:43:46.083 --> 00:43:46.983
unless I'm paying attention,

00:43:47.003 --> 00:43:48.885
will also give me flights from LaGuardia.

00:43:50.184 --> 00:43:51.525
So I booked the flight.

00:43:51.606 --> 00:43:53.586
I'm standing at Newark and the guy at

00:43:53.606 --> 00:43:54.206
the desk goes,

00:43:54.286 --> 00:43:55.586
you have a flight out of LaGuardia.

00:43:55.748 --> 00:43:56.728
And I'm like, ah.

00:43:57.581 --> 00:43:59.222
Oh, no, bro.

00:43:59.262 --> 00:44:00.242
Flying to Charleston.

00:44:00.262 --> 00:44:00.822
So I was just like,

00:44:00.902 --> 00:44:02.722
when's your next flight and how much

00:44:02.802 --> 00:44:03.003
money?

00:44:03.023 --> 00:44:04.603
And the guy's like thirty eight dollars.

00:44:04.664 --> 00:44:04.983
I'm like, well,

00:44:05.003 --> 00:44:07.164
the tolls to get me to LaGuardia would

00:44:07.184 --> 00:44:08.244
be thirty eight dollars.

00:44:08.565 --> 00:44:09.425
So and parking.

00:44:09.766 --> 00:44:11.146
So I have to make fun of myself

00:44:11.166 --> 00:44:12.666
that I literally was at the wrong airport,

00:44:12.827 --> 00:44:13.907
which delayed me a day.

00:44:14.286 --> 00:44:14.907
But I go.

00:44:14.987 --> 00:44:15.088
So.

00:44:15.487 --> 00:44:17.588
So APTA turned one hundred a couple of

00:44:17.608 --> 00:44:19.829
years ago and now all the APTA state

00:44:19.869 --> 00:44:21.269
chapters are turning seventy five.

00:44:21.750 --> 00:44:23.311
So obviously APTA was formed.

00:44:23.550 --> 00:44:24.512
And then twenty five years later,

00:44:24.532 --> 00:44:25.052
they were like, hey,

00:44:25.132 --> 00:44:26.293
every state should have a whatever.

00:44:26.494 --> 00:44:27.974
So they're all having these celebrations.

00:44:28.315 --> 00:44:29.215
So I'm going out there.

00:44:29.255 --> 00:44:31.177
I'll be in Ohio a week.

00:44:31.197 --> 00:44:33.018
So Thursday through Sunday is when I'll be

00:44:33.059 --> 00:44:33.438
doing it.

00:44:33.739 --> 00:44:35.561
And they have like a one day conference

00:44:35.860 --> 00:44:36.742
and then a party.

00:44:37.041 --> 00:44:38.543
So I've got to bring pants and a

00:44:38.623 --> 00:44:41.005
tie or something for the party.

00:44:41.025 --> 00:44:43.987
But like is what are the dates like

00:44:44.027 --> 00:44:45.347
the numbers on the calendar?

00:44:45.708 --> 00:44:46.628
Nine through twelve.

00:44:47.409 --> 00:44:47.530
OK.

00:44:48.606 --> 00:44:51.389
okay because i think this weekend's easter

00:44:51.608 --> 00:44:54.210
right this weekend's easter yeah yeah so

00:44:54.572 --> 00:44:56.632
okay so it's the next basically next week

00:44:57.673 --> 00:45:00.215
yeah yeah i'll come up i'll we'll connect

00:45:00.295 --> 00:45:04.679
in columbus north of columbus so cool i'll

00:45:04.699 --> 00:45:06.420
drag you out to that party i because

00:45:06.481 --> 00:45:08.581
i think again i said this yesterday and

00:45:08.621 --> 00:45:11.704
i said here plus one yeah yeah i'll

00:45:11.744 --> 00:45:12.766
get you um

00:45:14.311 --> 00:45:16.173
APTA state chapters and academies,

00:45:16.235 --> 00:45:21.641
their biggest resource,

00:45:21.721 --> 00:45:22.862
their biggest asset

00:45:23.996 --> 00:45:24.697
Are there members?

00:45:25.077 --> 00:45:26.097
There are companies.

00:45:27.057 --> 00:45:28.059
Companies are also like,

00:45:28.338 --> 00:45:30.199
I think both sides don't understand that

00:45:30.219 --> 00:45:31.561
the other side doesn't understand.

00:45:32.101 --> 00:45:33.963
Like when I talk and I talked to

00:45:33.983 --> 00:45:35.423
a couple of software companies and tech

00:45:35.443 --> 00:45:37.005
companies last couple of days and they're

00:45:37.025 --> 00:45:39.067
like, yeah, like the APTA conference,

00:45:39.106 --> 00:45:40.226
like when we go there and we like

00:45:40.286 --> 00:45:41.527
exhibit, it's not a great ROI.

00:45:41.547 --> 00:45:42.588
I go, yeah, yeah, yeah, yeah.

00:45:43.148 --> 00:45:43.469
I agree.

00:45:44.070 --> 00:45:45.231
What about the other three hundred and

00:45:45.251 --> 00:45:46.112
sixty four days?

00:45:46.971 --> 00:45:48.952
Because like two percent of their audience

00:45:48.992 --> 00:45:50.353
is going to actually be in person at

00:45:50.373 --> 00:45:50.853
that thing.

00:45:51.554 --> 00:45:53.476
And they might not be the decision makers

00:45:53.496 --> 00:45:54.135
of the practice.

00:45:54.976 --> 00:45:56.938
But APTA, state chapters and academies,

00:45:57.418 --> 00:45:59.199
their staff turns over every couple of

00:45:59.239 --> 00:46:01.320
years and they've got other stuff to do.

00:46:01.400 --> 00:46:02.661
And communication isn't the first thing

00:46:02.681 --> 00:46:03.061
they think of.

00:46:03.081 --> 00:46:03.302
I'm like,

00:46:03.722 --> 00:46:05.483
imagine you sponsored all their

00:46:05.503 --> 00:46:06.744
communications for a year.

00:46:07.264 --> 00:46:08.746
What the chapter would charge you for that

00:46:08.766 --> 00:46:09.387
is not a lot.

00:46:09.646 --> 00:46:11.188
But you land one or two clients in

00:46:11.208 --> 00:46:14.210
a year, pays for itself ten X.

00:46:14.550 --> 00:46:14.931
I don't know.

00:46:16.092 --> 00:46:17.112
Yeah, makes sense.

00:46:17.454 --> 00:46:18.094
Maybe I'm wrong.

00:46:18.215 --> 00:46:20.838
And then, what am I doing?

00:46:20.918 --> 00:46:22.079
I don't even know where I'm going after

00:46:22.099 --> 00:46:24.943
that.

00:46:24.983 --> 00:46:26.264
I know we're getting close to the top

00:46:26.304 --> 00:46:26.945
of the show.

00:46:27.286 --> 00:46:30.108
Did you guys, and I hadn't realized this,

00:46:30.789 --> 00:46:31.751
dig sporting goods?

00:46:32.577 --> 00:46:34.177
kind of something about them what they do

00:46:34.597 --> 00:46:36.518
shifting topics a little bit so i shared

00:46:36.577 --> 00:46:37.759
i think it was a video a short

00:46:37.778 --> 00:46:42.159
video um dicks like dicks came on the

00:46:42.219 --> 00:46:45.521
scene years ago kind of wiped everybody

00:46:45.621 --> 00:46:48.922
else out of the sporting goods uh sector

00:46:49.362 --> 00:46:51.463
there used to be sports authority there

00:46:51.483 --> 00:46:52.983
were a couple other big players in the

00:46:53.003 --> 00:46:53.744
space gotta go to mose gotta go and

00:46:53.784 --> 00:46:55.485
i was like

00:46:56.954 --> 00:46:57.474
I was like,

00:46:57.755 --> 00:47:01.777
who is paying full retail for sporting

00:47:01.818 --> 00:47:03.179
gear when you can go to play it

00:47:03.219 --> 00:47:03.960
against sports,

00:47:04.000 --> 00:47:06.682
when you get hand-me-downs from nieces and

00:47:06.722 --> 00:47:07.242
nephews?

00:47:08.784 --> 00:47:11.827
But I read a stat that said Dix

00:47:11.967 --> 00:47:13.869
basically expects to generate five hundred

00:47:13.909 --> 00:47:16.771
dollars per kid every season.

00:47:18.003 --> 00:47:22.047
and dix uh their app is like one

00:47:22.088 --> 00:47:24.931
of the top apps on the app store

00:47:25.791 --> 00:47:28.155
um i know we use game changer which

00:47:28.215 --> 00:47:30.077
i think is owned by dix they bought

00:47:30.197 --> 00:47:32.759
game changer i think years ago and it

00:47:32.798 --> 00:47:35.101
just it so it blows my mind but

00:47:35.161 --> 00:47:37.224
i go back to the video that i

00:47:37.244 --> 00:47:39.827
shared talked about they had had a program

00:47:40.327 --> 00:47:42.369
where they were given like prizes.

00:47:42.409 --> 00:47:43.570
And I think there might have been cash

00:47:43.610 --> 00:47:46.992
prizes to incentivize you to walk more,

00:47:47.092 --> 00:47:48.994
run more, do all these things.

00:47:49.856 --> 00:47:51.637
And it just brings me back to,

00:47:51.856 --> 00:47:52.157
you know,

00:47:52.237 --> 00:47:55.420
there are so many opportunities and tools

00:47:55.460 --> 00:47:58.202
and resources to incentivize

00:47:59.463 --> 00:48:00.284
our clients,

00:48:00.304 --> 00:48:03.827
these are our ideal clients to like, hey,

00:48:04.086 --> 00:48:05.887
increase your range of motion if you just

00:48:05.907 --> 00:48:08.110
had a knee replacement and here's the

00:48:08.150 --> 00:48:09.791
dopamine machine that's going to help you

00:48:09.831 --> 00:48:10.210
do it.

00:48:10.911 --> 00:48:13.452
Go take more steps if you're trying to,

00:48:13.492 --> 00:48:13.753
you know,

00:48:13.833 --> 00:48:15.574
increase your functional capacity and

00:48:15.614 --> 00:48:17.576
here's the dopamine and the reward system

00:48:17.596 --> 00:48:18.456
to help you do it.

00:48:20.496 --> 00:48:20.777
I just,

00:48:21.197 --> 00:48:23.920
I don't see any of us across the

00:48:23.960 --> 00:48:26.780
profession utilizing these proven

00:48:26.840 --> 00:48:27.702
strategies, right?

00:48:28.277 --> 00:48:29.318
Yep, gamification.

00:48:29.637 --> 00:48:31.398
Or how about just build a relationship?

00:48:31.438 --> 00:48:32.340
And I know this is,

00:48:33.400 --> 00:48:34.101
I won't say who,

00:48:34.141 --> 00:48:35.862
but this has been discussed at the highest

00:48:35.902 --> 00:48:36.702
level of APTA.

00:48:36.722 --> 00:48:36.983
It's like,

00:48:37.083 --> 00:48:41.146
why aren't we in partnership with Amazon

00:48:41.166 --> 00:48:42.867
or Dick's Sporting Goods or any of those

00:48:42.907 --> 00:48:43.168
things?

00:48:43.188 --> 00:48:43.929
And the answer is,

00:48:44.509 --> 00:48:46.650
it takes someone to do it, right?

00:48:46.710 --> 00:48:47.530
Simple, not easy.

00:48:47.751 --> 00:48:48.331
And most likely,

00:48:48.391 --> 00:48:50.934
we're coming into it more of an ask

00:48:50.954 --> 00:48:52.074
than a give at first.

00:48:53.085 --> 00:48:54.907
So we're not in the position of power,

00:48:55.228 --> 00:48:55.628
which is,

00:48:55.909 --> 00:48:57.429
so how do we bring a bunch of

00:48:57.490 --> 00:48:58.572
value first?

00:48:58.992 --> 00:49:00.974
We got to figure that out.

00:49:03.056 --> 00:49:03.697
Do you think,

00:49:03.757 --> 00:49:06.199
and this is in Dave's wheelhouse,

00:49:07.630 --> 00:49:08.690
So once I saw that,

00:49:08.751 --> 00:49:10.532
I started doing more research and I was

00:49:10.572 --> 00:49:10.791
like,

00:49:10.831 --> 00:49:13.934
what kind of market share does ATI have,

00:49:14.054 --> 00:49:14.293
you know,

00:49:14.333 --> 00:49:16.175
based on public records before they went

00:49:16.215 --> 00:49:16.635
private?

00:49:17.096 --> 00:49:17.815
What about U.S.

00:49:17.835 --> 00:49:18.637
physical therapy?

00:49:18.697 --> 00:49:19.737
What about Athletico?

00:49:19.777 --> 00:49:21.197
How many clinics do they have?

00:49:21.219 --> 00:49:22.478
What kind of market share?

00:49:22.880 --> 00:49:24.701
What's going on across the U.S.?

00:49:25.440 --> 00:49:28.382
My numbers showed forty to forty five

00:49:28.422 --> 00:49:31.445
thousand private practices across the U.S.

00:49:32.204 --> 00:49:33.626
None of the big players,

00:49:33.666 --> 00:49:35.688
the corporates really have more than ten

00:49:35.728 --> 00:49:37.168
percent of the market share.

00:49:37.829 --> 00:49:40.851
It's an incredibly segmented, fragmented,

00:49:40.871 --> 00:49:41.771
I don't know the word.

00:49:43.532 --> 00:49:43.873
Yeah.

00:49:44.514 --> 00:49:46.795
And so is that still part of the

00:49:46.835 --> 00:49:49.117
problem that there's no big player who can

00:49:49.157 --> 00:49:50.458
come in and be like, yeah,

00:49:50.498 --> 00:49:52.278
we're going to sign a deal with MLB.

00:49:52.699 --> 00:49:54.500
We're going to sign a deal with NFL.

00:49:54.619 --> 00:49:56.842
We're going to have our branding in front

00:49:56.922 --> 00:49:58.202
of millions of people.

00:50:00.398 --> 00:50:02.063
And as a result, you know,

00:50:02.443 --> 00:50:05.469
we sit here in anonymity and nobody knows

00:50:05.530 --> 00:50:07.393
who we are and we're just a commoditized

00:50:07.434 --> 00:50:07.954
service.

00:50:08.034 --> 00:50:11.161
And what are your thoughts on some of

00:50:11.181 --> 00:50:11.563
that, Dave?

00:50:13.945 --> 00:50:14.065
Well,

00:50:14.085 --> 00:50:18.106
ATI used to advertise at Citizen Bank Park

00:50:18.126 --> 00:50:20.188
in Philadelphia on the left field wall.

00:50:20.648 --> 00:50:23.088
So like locally or regionally,

00:50:23.188 --> 00:50:26.730
a lot of these players have advertised or

00:50:26.769 --> 00:50:29.371
try to be advertising on a larger stage,

00:50:29.391 --> 00:50:29.990
if that makes sense.

00:50:30.010 --> 00:50:31.050
But national, yeah.

00:50:31.150 --> 00:50:31.471
I mean,

00:50:31.831 --> 00:50:33.032
it hasn't really happened other than

00:50:34.849 --> 00:50:34.969
Um,

00:50:34.989 --> 00:50:37.072
maybe like in also in South Philadelphia,

00:50:37.152 --> 00:50:37.291
the,

00:50:37.452 --> 00:50:39.114
the Novocare complex where the Eagles

00:50:39.153 --> 00:50:40.014
practice outside,

00:50:40.094 --> 00:50:41.496
like across the street from the stadium,

00:50:41.976 --> 00:50:43.458
that's been called the Novocare complex

00:50:43.498 --> 00:50:43.898
forever.

00:50:44.119 --> 00:50:45.840
And ever like on the news, you know,

00:50:45.981 --> 00:50:46.081
Oh,

00:50:46.141 --> 00:50:47.543
the Eagles started practice at the

00:50:47.583 --> 00:50:48.463
Novocare complex.

00:50:48.804 --> 00:50:50.987
I mean, that's been, I don't know,

00:50:51.047 --> 00:50:51.327
at least

00:50:55.192 --> 00:50:55.811
But again,

00:50:55.831 --> 00:50:57.193
when you hear that on the news,

00:50:57.454 --> 00:50:59.356
that's like local Philadelphia news only.

00:50:59.396 --> 00:51:02.478
It's not like it's not necessarily on

00:51:02.599 --> 00:51:05.101
ESPN, like with the name and lights.

00:51:05.561 --> 00:51:05.722
Yeah.

00:51:05.802 --> 00:51:09.266
And Dix is that level because it would

00:51:09.306 --> 00:51:10.927
be hard for Dix to do something like

00:51:10.967 --> 00:51:14.431
that regionally, like just roll it out.

00:51:16.130 --> 00:51:16.831
I thought you were going to go in

00:51:16.851 --> 00:51:17.610
this direction too.

00:51:17.670 --> 00:51:19.253
Dick's also bought a movie studio.

00:51:19.273 --> 00:51:20.333
Did we talk about this?

00:51:20.353 --> 00:51:21.353
Oh, yeah, yeah, yeah.

00:51:21.373 --> 00:51:22.114
Let's talk about that.

00:51:22.335 --> 00:51:23.876
He bought a movie studio.

00:51:24.396 --> 00:51:26.217
And someone's like, okay, but why?

00:51:26.318 --> 00:51:27.318
And I'm like, guys, guys,

00:51:27.438 --> 00:51:29.340
they bought a movie studio because they

00:51:29.400 --> 00:51:32.202
know if they went to the next Matt

00:51:32.262 --> 00:51:34.523
Damon movie that's going to be about a

00:51:34.644 --> 00:51:37.967
sport and they wanted a cameo,

00:51:38.067 --> 00:51:38.967
it would be a lot.

00:51:39.248 --> 00:51:41.010
And they're at the whim of whatever Matt

00:51:41.030 --> 00:51:42.110
Damon writes into the movie.

00:51:43.672 --> 00:51:43.811
Or...

00:51:44.829 --> 00:51:47.070
you make a movie about a kid's baseball

00:51:47.090 --> 00:51:47.530
team.

00:51:47.570 --> 00:51:50.652
Who's from some impoverished area who

00:51:50.692 --> 00:51:51.733
wants to go to the little league world

00:51:51.773 --> 00:51:52.132
series.

00:51:52.172 --> 00:51:52.893
And they get there.

00:51:53.193 --> 00:51:54.152
And the night before the little league

00:51:54.172 --> 00:51:54.773
world series,

00:51:54.833 --> 00:51:56.114
all their equipment gets stolen.

00:51:57.454 --> 00:51:59.675
And then the Dick's truck shows up to

00:51:59.695 --> 00:52:00.315
the rescue.

00:52:01.275 --> 00:52:02.195
Now you own the movie.

00:52:03.297 --> 00:52:05.958
So like, again, I'll say content is King.

00:52:06.909 --> 00:52:09.070
If that's true, distribution is the pope.

00:52:09.871 --> 00:52:11.353
So now if you're a studio and you're

00:52:11.414 --> 00:52:12.434
pumping out stuff,

00:52:12.454 --> 00:52:14.356
because what do all these platforms,

00:52:14.396 --> 00:52:16.719
like Amazon became a movie studio

00:52:16.880 --> 00:52:18.762
immediately after they realized, well,

00:52:19.362 --> 00:52:20.884
if we're competing against all these movie

00:52:20.923 --> 00:52:21.985
companies and we're putting their movies

00:52:22.045 --> 00:52:22.226
on here,

00:52:22.405 --> 00:52:23.847
all they have to do is stop allowing

00:52:23.867 --> 00:52:25.148
their movies on our platform.

00:52:26.101 --> 00:52:26.681
But then they're like, well,

00:52:26.701 --> 00:52:28.342
then we're going to drop blockbusters too.

00:52:28.362 --> 00:52:30.543
So you want to be here.

00:52:31.023 --> 00:52:33.465
So to flip this, it's like if you...

00:52:33.485 --> 00:52:34.565
Well, first of all,

00:52:34.646 --> 00:52:36.586
PT is a bunch of... It's a profession,

00:52:36.626 --> 00:52:37.266
not a company.

00:52:38.108 --> 00:52:40.268
So us getting in a relationship with dicks

00:52:40.309 --> 00:52:42.809
is impossible unless regionally.

00:52:43.530 --> 00:52:45.211
APTA is not mandatory.

00:52:46.684 --> 00:52:47.664
But I bet you they, I mean,

00:52:47.744 --> 00:52:49.164
I know that they're trying to like,

00:52:49.304 --> 00:52:50.764
where is the target of the world?

00:52:50.784 --> 00:52:50.864
Like,

00:52:51.364 --> 00:52:52.644
it'd be fun to go on AI and

00:52:52.664 --> 00:52:55.706
just say, if you're APTA, who are the,

00:52:55.865 --> 00:52:57.445
let's give me your top one hundred

00:52:57.485 --> 00:52:59.547
companies that don't make any sense for us

00:52:59.567 --> 00:53:01.306
to have a formal relationship and then

00:53:01.347 --> 00:53:03.027
find a line to draw between those two.

00:53:03.088 --> 00:53:04.947
And you'll find a couple of gems like

00:53:05.007 --> 00:53:05.507
target.

00:53:05.927 --> 00:53:07.708
But like the minute clinic was a brilliant

00:53:07.789 --> 00:53:08.088
idea.

00:53:08.369 --> 00:53:08.588
Right.

00:53:09.315 --> 00:53:10.615
Like who didn't sit down and put their

00:53:10.715 --> 00:53:12.876
arm in that blood pressure cuff, right?

00:53:12.896 --> 00:53:14.177
You're just like, I don't know, it's here.

00:53:14.277 --> 00:53:14.677
Push the button.

00:53:15.398 --> 00:53:18.001
I've tried to buy those for my clinic

00:53:18.061 --> 00:53:19.722
and I can never find them.

00:53:20.661 --> 00:53:21.702
I don't know how to get them.

00:53:21.742 --> 00:53:23.563
Like I looked at buying them off eBay.

00:53:23.603 --> 00:53:23.923
What?

00:53:25.284 --> 00:53:26.186
You make one now.

00:53:26.226 --> 00:53:28.547
It's a box with a blood pressure cuff

00:53:28.586 --> 00:53:29.208
and a button.

00:53:29.327 --> 00:53:29.907
Like, you know,

00:53:30.268 --> 00:53:31.949
like a cool engineer could knock one of

00:53:31.969 --> 00:53:33.010
those out in an afternoon.

00:53:33.550 --> 00:53:35.911
Yeah.

00:53:35.931 --> 00:53:36.913
Dave, were you going to say something?

00:53:38.077 --> 00:53:38.918
I was just going to say that I

00:53:38.938 --> 00:53:41.681
looked up that Dick's also acquired Foot

00:53:41.702 --> 00:53:43.443
Locker just last year, twenty twenty five.

00:53:43.523 --> 00:53:44.965
And they hit they.

00:53:45.125 --> 00:53:45.324
Yep.

00:53:45.425 --> 00:53:48.088
And they also so they acquire Game Changer

00:53:48.367 --> 00:53:49.409
in twenty sixteen,

00:53:49.509 --> 00:53:51.391
which is I feel like a long time

00:53:51.431 --> 00:53:51.650
ago.

00:53:52.150 --> 00:53:53.693
I've used Game Changer with a bunch of

00:53:53.713 --> 00:53:55.735
different New York City summer teams.

00:53:56.394 --> 00:53:58.697
And the thing with Game Changer is like

00:53:58.978 --> 00:54:00.619
with Dick's buying it, Dick's is still.

00:54:01.440 --> 00:54:02.460
a brick and mortar company,

00:54:03.282 --> 00:54:04.862
but by getting Game Changer,

00:54:04.902 --> 00:54:06.083
you're a little bit of like, whatever,

00:54:06.103 --> 00:54:08.465
like tech enabled kind of company or using

00:54:08.507 --> 00:54:09.246
some technology,

00:54:09.807 --> 00:54:12.690
but you're getting like the mind share or

00:54:12.710 --> 00:54:14.391
the wallet share of those parents and

00:54:14.871 --> 00:54:16.673
those users out there, right?

00:54:16.693 --> 00:54:17.655
So like for Game Changer,

00:54:18.094 --> 00:54:19.155
I had to log in and make an

00:54:19.195 --> 00:54:19.617
account

00:54:20.177 --> 00:54:22.458
in order for me to see my stats.

00:54:22.478 --> 00:54:25.139
I'm like, oh, that's kind of gangster,

00:54:25.159 --> 00:54:26.900
but it's smart.

00:54:27.360 --> 00:54:29.081
It makes me create an account and log

00:54:29.101 --> 00:54:30.862
in so that I have to see what's

00:54:30.902 --> 00:54:31.623
my batting average,

00:54:31.923 --> 00:54:33.244
where am I in terms of my other

00:54:33.284 --> 00:54:37.547
teammates, also to see the live.

00:54:37.726 --> 00:54:38.367
Like a coach,

00:54:38.467 --> 00:54:39.927
like last summer when I was playing for

00:54:40.188 --> 00:54:43.869
a team, the coach is coaching our team,

00:54:44.431 --> 00:54:45.590
and he's got his phone out the entire

00:54:45.610 --> 00:54:48.132
time plugged into a charger,

00:54:48.713 --> 00:54:49.873
Cause it's draining his battery,

00:54:49.914 --> 00:54:50.554
but he's up.

00:54:50.934 --> 00:54:52.175
He's literally like the,

00:54:52.375 --> 00:54:54.416
the box score used to be on the

00:54:54.456 --> 00:54:55.016
piece of paper.

00:54:55.516 --> 00:54:57.617
Now it's on, now it's on game changer.

00:54:57.737 --> 00:54:57.916
I mean,

00:54:57.936 --> 00:54:58.978
we have the piece of paper one,

00:54:58.998 --> 00:55:00.978
two for the dugout, but he's doing it.

00:55:01.458 --> 00:55:03.260
And then guys that are not there,

00:55:03.340 --> 00:55:04.280
but are on the team,

00:55:04.420 --> 00:55:05.920
they can follow along or they can see

00:55:05.940 --> 00:55:08.922
their stats later of real time updates of

00:55:08.963 --> 00:55:09.402
the game.

00:55:10.182 --> 00:55:11.884
And this is like twenty, thirty, forty,

00:55:11.903 --> 00:55:13.244
you know, forty year old guys.

00:55:13.505 --> 00:55:15.045
This is also for all the younger teams,

00:55:15.065 --> 00:55:17.286
the seven you, eight you, ten you,

00:55:17.646 --> 00:55:19.228
all these AAU teams and travel teams.

00:55:19.268 --> 00:55:23.309
So genius acquisition by Dick's to acquire

00:55:23.329 --> 00:55:26.251
this and be able to pump whatever they

00:55:26.291 --> 00:55:27.672
put in front of the other users and

00:55:27.693 --> 00:55:30.414
the parents and whether it's offers and,

00:55:30.634 --> 00:55:30.875
you know,

00:55:30.934 --> 00:55:32.856
links and all that type of stuff to

00:55:33.436 --> 00:55:35.036
products that you're going to use for

00:55:35.077 --> 00:55:35.597
these sports.

00:55:36.217 --> 00:55:37.458
Are you familiar with Live Barn?

00:55:37.478 --> 00:55:38.719
Do you guys know what Live Barn is?

00:55:39.405 --> 00:55:40.686
No, never.

00:55:40.726 --> 00:55:42.047
Essentially is like, I mean,

00:55:42.126 --> 00:55:43.068
I only know about it because I play

00:55:43.128 --> 00:55:44.768
old man hockey and there's just two

00:55:44.809 --> 00:55:48.429
webcams in the in the rink and you

00:55:48.489 --> 00:55:49.291
pay a subscription.

00:55:49.331 --> 00:55:50.231
You can watch the game.

00:55:50.271 --> 00:55:51.210
Now, I don't know who's watching.

00:55:51.411 --> 00:55:52.012
No one's watching.

00:55:52.231 --> 00:55:53.992
Forty two year old dudes play hockey on

00:55:54.012 --> 00:55:54.612
a Tuesday.

00:55:55.512 --> 00:55:55.833
But, you know,

00:55:55.853 --> 00:55:57.614
who wants to watch twelve year olds play

00:55:57.653 --> 00:55:59.295
as their parents and their grandparents?

00:55:59.655 --> 00:56:00.856
So this was a big I don't know

00:56:00.876 --> 00:56:02.836
who GTCR is.

00:56:03.922 --> 00:56:05.302
But they're looking at a deal,

00:56:05.623 --> 00:56:07.842
live bar and sale valued at roughly four

00:56:08.143 --> 00:56:09.943
hundred million dollars.

00:56:10.224 --> 00:56:12.224
They're a webcam company, essentially.

00:56:12.505 --> 00:56:14.485
But they have relationships, right,

00:56:14.505 --> 00:56:16.146
where they say we're in everything.

00:56:16.467 --> 00:56:16.666
I mean,

00:56:16.887 --> 00:56:18.807
I helped out with the local my high

00:56:18.847 --> 00:56:21.909
school swim championship or whatever.

00:56:22.389 --> 00:56:24.070
And they had a former ref,

00:56:24.090 --> 00:56:26.791
a former swim umpire or whatever,

00:56:26.811 --> 00:56:27.710
you know, official.

00:56:28.331 --> 00:56:29.952
He was doing like play by play.

00:56:31.063 --> 00:56:32.545
Somebody went there like a third,

00:56:32.644 --> 00:56:34.666
like a local videographer got paid by

00:56:34.706 --> 00:56:36.126
whatever swimming championship because

00:56:36.166 --> 00:56:37.367
like we do swimming.

00:56:38.088 --> 00:56:39.548
So it was like the ESPN of swimming,

00:56:39.748 --> 00:56:41.750
except neither of them were full-time

00:56:41.789 --> 00:56:42.250
employees.

00:56:42.550 --> 00:56:44.672
Almost like you took the ESPN of swimming

00:56:44.931 --> 00:56:46.432
and Uber and you smacked them together.

00:56:46.672 --> 00:56:48.554
Like we need someone who can read these

00:56:48.594 --> 00:56:49.054
scripts,

00:56:49.313 --> 00:56:50.914
who can comment on what just happened.

00:56:51.135 --> 00:56:52.195
And we need someone to hold the camera

00:56:52.215 --> 00:56:52.615
to do it.

00:56:52.876 --> 00:56:54.777
And then we'll handle distribution because

00:56:54.797 --> 00:56:56.137
there were three hundred high school

00:56:56.177 --> 00:56:58.259
swimmers there that have and I'm not a

00:56:58.278 --> 00:56:58.880
mathematician.

00:57:00.059 --> 00:57:02.601
Six hundred grandparents respect.

00:57:02.701 --> 00:57:03.862
I know some of them I've passed on,

00:57:04.161 --> 00:57:06.282
but like an aunts and uncles and yada,

00:57:06.302 --> 00:57:06.463
yada,

00:57:06.483 --> 00:57:07.902
yada and parents who couldn't be there.

00:57:08.202 --> 00:57:09.344
And for ten dollars,

00:57:09.384 --> 00:57:11.945
whatever that math maths to pay that guy

00:57:12.125 --> 00:57:13.606
two hundred bucks to do whatever for two

00:57:13.706 --> 00:57:14.425
hours.

00:57:14.465 --> 00:57:15.545
So like, yes,

00:57:15.887 --> 00:57:17.347
whenever you have tons of attention,

00:57:17.987 --> 00:57:19.588
I didn't realize Foot Locker and Champs

00:57:19.628 --> 00:57:20.648
were owned by the same company.

00:57:20.688 --> 00:57:21.449
I just looked that up.

00:57:22.422 --> 00:57:23.465
So they bought Foot Locker,

00:57:23.746 --> 00:57:25.190
but that also goes with Champs too.

00:57:25.449 --> 00:57:26.632
So you're buying, like,

00:57:26.672 --> 00:57:27.755
where's your competition now?

00:57:27.856 --> 00:57:29.300
You just bought them.

00:57:30.181 --> 00:57:30.903
Where's your competition?

00:57:30.943 --> 00:57:31.184
Go on.

00:57:31.963 --> 00:57:33.264
Yeah, it's Walmart.

00:57:35.465 --> 00:57:37.226
And that's not your ideal client.

00:57:38.608 --> 00:57:40.289
Let's think about parting shots.

00:57:41.329 --> 00:57:42.530
Mine will be Dave.

00:57:43.231 --> 00:57:45.472
I was the game changer guy for all

00:57:45.512 --> 00:57:46.853
of my kids' little league.

00:57:47.373 --> 00:57:48.675
And now they're in high school.

00:57:48.695 --> 00:57:50.235
They're playing freshman high school

00:57:50.275 --> 00:57:50.956
baseball.

00:57:51.476 --> 00:57:52.836
They're JV.

00:57:52.978 --> 00:57:55.498
And even that is on game changer.

00:57:56.000 --> 00:57:57.420
And so you think about like...

00:57:58.101 --> 00:58:00.742
Now Dix effectively knows what sports the

00:58:00.784 --> 00:58:01.463
kids play.

00:58:02.005 --> 00:58:03.025
Are they even good?

00:58:03.045 --> 00:58:04.827
You could put up the spray chart and

00:58:04.847 --> 00:58:06.989
you can see, like, are they striking out?

00:58:07.028 --> 00:58:07.989
Are they hitting it where?

00:58:08.030 --> 00:58:08.851
What's going on?

00:58:10.012 --> 00:58:11.932
I could totally see this down the road

00:58:11.972 --> 00:58:13.875
being an opportunity for agents.

00:58:14.376 --> 00:58:14.856
Like, look,

00:58:14.896 --> 00:58:17.277
we've been tracking this kid since sixth

00:58:17.318 --> 00:58:17.898
grade.

00:58:18.418 --> 00:58:19.860
We know everything about him.

00:58:20.721 --> 00:58:23.682
He's an ideal prospect for college,

00:58:23.702 --> 00:58:26.605
for AAA, whatever.

00:58:27.005 --> 00:58:28.286
There's just so much there.

00:58:28.346 --> 00:58:33.088
But we also have that information in our

00:58:33.188 --> 00:58:33.849
EMRs.

00:58:34.530 --> 00:58:37.231
Our EMRs are a goldmine of information

00:58:37.251 --> 00:58:40.532
that could benefit the patient in so many

00:58:40.572 --> 00:58:41.353
different ways.

00:58:41.414 --> 00:58:43.795
But nobody is accessing that information

00:58:43.815 --> 00:58:46.597
for anything other than sending reports to

00:58:46.617 --> 00:58:50.079
the insurance company and sending claims.

00:58:50.199 --> 00:58:50.259
Yep.

00:58:51.141 --> 00:58:52.681
And we won't until someone does,

00:58:52.702 --> 00:58:53.561
and then everybody will.

00:58:53.742 --> 00:58:54.402
That's how it works.

00:58:54.742 --> 00:58:55.123
No one does.

00:58:55.143 --> 00:58:55.842
That's my parting.

00:58:56.483 --> 00:58:58.204
Until someone does, then everybody will.

00:58:58.244 --> 00:58:58.824
Dave, what do you got?

00:58:58.844 --> 00:59:00.326
Parting shot.

00:59:00.346 --> 00:59:00.686
Parting shot.

00:59:00.706 --> 00:59:02.927
I'll go back to the tub cut and

00:59:02.987 --> 00:59:06.009
the in-person relationship building.

00:59:06.289 --> 00:59:07.009
Yes, Jimmy,

00:59:07.188 --> 00:59:10.351
using AI to leverage and set up those

00:59:10.371 --> 00:59:11.710
appointments and those relationships,

00:59:11.811 --> 00:59:13.913
or even using it in between to...

00:59:15.706 --> 00:59:17.246
help nurture those relationships,

00:59:17.266 --> 00:59:19.427
but nothing will take place of in-person

00:59:19.447 --> 00:59:20.969
relationships for things like business

00:59:20.989 --> 00:59:22.670
development, service-based businesses,

00:59:23.349 --> 00:59:24.771
relationship management,

00:59:24.811 --> 00:59:25.672
relationship marketing.

00:59:25.711 --> 00:59:25.851
Yes,

00:59:25.871 --> 00:59:27.833
you can have a CRM and track contacts

00:59:27.873 --> 00:59:29.934
on how many times somebody clicked on our

00:59:29.974 --> 00:59:32.335
website and what form they filled out and

00:59:32.375 --> 00:59:32.675
all that.

00:59:32.735 --> 00:59:33.896
But for us,

00:59:34.016 --> 00:59:36.257
it will still loop back to the in-person,

00:59:36.297 --> 00:59:37.978
whether it's the in-person meetings for

00:59:38.378 --> 00:59:40.219
referrals and relationships or the

00:59:40.260 --> 00:59:42.201
in-person fulfillment and service

00:59:42.240 --> 00:59:42.621
delivery.

00:59:43.097 --> 00:59:43.376
Agreed.

00:59:43.416 --> 00:59:44.737
Yeah, let humans do human things.

00:59:45.418 --> 00:59:47.099
Empower the human to do the human things.

00:59:47.739 --> 00:59:48.739
Let the other stuff do the other stuff.

00:59:49.400 --> 00:59:50.181
Oh, I forgot.

00:59:50.521 --> 00:59:52.262
I'm also going to APT's Hill Day.

00:59:52.681 --> 00:59:54.523
I have a few sneaky ideas around Hill

00:59:54.543 --> 00:59:55.083
Day as well.

00:59:55.103 --> 00:59:56.403
That's where everybody goes and advocates,

00:59:56.644 --> 00:59:57.764
which should be boring.

00:59:58.226 --> 00:59:59.945
But as Chris Corner from the Corner Office

00:59:59.967 --> 01:00:00.467
talks about,

01:00:00.867 --> 01:00:02.588
sometimes the best opportunities come in

01:00:02.608 --> 01:00:04.208
the most boring situations.

01:00:04.588 --> 01:00:06.309
So we'll talk about that as well when

01:00:06.329 --> 01:00:07.331
we come back on Tuesday.

01:00:07.590 --> 01:00:07.990
And then Tony,

01:00:08.010 --> 01:00:08.831
we got to figure out what we're doing

01:00:08.871 --> 01:00:09.291
in Ohio.

01:00:09.431 --> 01:00:10.211
We got to work on that.

01:00:10.652 --> 01:00:11.393
Yeah, we'll connect.

01:00:12.228 --> 01:00:12.608
All right.

01:00:12.628 --> 01:00:13.367
See you guys.

01:00:13.668 --> 01:00:14.588
That's it.

01:00:14.608 --> 01:00:15.088
We're out.

01:00:15.128 --> 01:00:16.588
Boys, what the hell are you doing?

01:00:16.648 --> 01:00:19.449
Follow Tony Maritano on YouTube at Total

01:00:19.510 --> 01:00:20.550
Therapy Solution.

01:00:20.590 --> 01:00:21.570
Find Dave Kittle at

01:00:21.610 --> 01:00:24.791
conciergepainrelief.com and on YouTube at

01:00:24.811 --> 01:00:26.211
The Dave Kittle Show.

01:00:26.311 --> 01:00:29.233
And follow Jimmy McKay at PT Podcast on

01:00:29.353 --> 01:00:30.612
YouTube, the socials,

01:00:30.713 --> 01:00:32.494
and wherever you binge podcasts you

01:00:32.534 --> 01:00:33.474
pretend are for CEU.

01:00:34.490 --> 01:00:35.934
And hey, just a reminder,

01:00:36.414 --> 01:00:37.717
none of this was for advice.

01:00:37.798 --> 01:00:39.222
This was for entertainment only.

01:00:39.461 --> 01:00:40.864
Our lawyers say that counts.

01:00:40.985 --> 01:00:41.766
Thanks, Keith.