Why PT Clinics Feel Broken: Hiring, Efficiency and the Race to the Bottom

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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Good morning, Dave Kittle.

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Jimmy McKay, good morning.

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How are things in the Big Apple today?

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Things are great.

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We got the first week.

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My new full-time physical therapist, Dr.

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Crystal, she's on her fourth day today.

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She's getting momentum,

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already seeing multiple patients per day.

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So things are great.

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Onboarding is going smoothly.

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And something that you obviously will like

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and Jimmy will like,

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which is we're already recording content

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with her.

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I think I saw one with her, right?

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Yeah.

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I didn't even post it.

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I didn't even post any content of her

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yet in the clinic,

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but we have clinic content.

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We have sidewalk, uh,

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public content with her.

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Uh, she's already very,

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very comfortable in front of video.

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And, uh,

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obviously we'll continue that trend.

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And, uh,

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we might even use some of these video

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assets to do some meta, you know,

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Facebook and Google or Facebook and

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Instagram ads, but we'll see.

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So the question every clinic owner is

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going to ask you is how'd you find

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her?

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How'd you find her?

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What'd you use?

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Everybody wants a different Kung Fu.

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I was talking with some practice owners

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yesterday and they were just like, Oh,

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this plat indeed sucks or this sucks or

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that one sucks.

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Everything sucks.

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And then they change and they get good

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again for a little while.

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So how'd you find her?

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Was it organic?

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Was it, was it, was it a service?

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What was it?

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Most of the time it's LinkedIn,

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but this was through Sturdy McKee's PT

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Match.

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And if you're not familiar with it,

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I should get something,

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but I don't get anything from Sturdy if

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I mention it.

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But it's like a referral fee paid out

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on the sixth day.

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So they screen the candidates,

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they get the resume,

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they connect the candidate to you over

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email, and then you do your thing,

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you schedule your call, all that.

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So then it's on you to actually take

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someone through a process and qualify them

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or disqualify them.

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And then they get to work with you

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full time for sixty days and then you

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can cut bait if they're not the right

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fit or you would pay the referral fee

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around the sixtieth day if you believe

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that you're going to.

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want and keep this full-time physical

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therapist clinician how to sturdy find the

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pts because that's the hard part right

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it's like becoming indeed right getting

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the roster how does he do that i

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interviewed him about it i can't remember

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Yeah, I mean,

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I think they have done either some organic

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listings.

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Also, by the way,

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I also have to pay Sturdy a separate

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fee.

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I have to pay PT Match a separate

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fee,

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and they will post ads on Indeed or

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elsewhere where it's kind of like

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anonymous, if that makes sense.

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Like the candidates are like, oh,

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that sounds interesting,

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and then they reach out,

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and he's the one posting it,

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if that makes sense.

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So it doesn't say concierge pain relief.

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It says, you know, like the –

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hybrid home visit but not home health

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outpatient you know four to six patients a

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day travel around the city that type of

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thing so he they kind of draft and

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write up their own ads on i think

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link maybe linkedin indeed elsewhere uh

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also i don't know how but he's done

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stuff to like make an email list so

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um this therapist actually had interviewed

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elsewhere two years ago in the city she

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had a couple different jobs in new york

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city and then

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I guess either she reached out to Sturdy

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or he's sending out an email newsletter

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kind of thing.

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And maybe it was on there.

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I don't know exactly how it got her

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attention.

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But I joke with Sturdy all the time.

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I'm like,

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I need to figure out how I can

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get in front of these people before you

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so I don't have to pay you the

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VIG.

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But it's worth it, right?

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If this person sticks around for a year,

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it's well worth it.

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Of course,

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we'd like it for it to be zero,

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but it's still worth it because...

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my question to you guys was going to

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be,

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and this is going to vary on everybody.

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What, what is the big four?

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You know, somebody told me in PT school,

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right?

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When we're learning about pathology,

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there's always going to be a leading cause

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of death, right?

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You solve this one and the next one

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pops up and they're going to change.

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What are the big three or four?

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Hiring's got to be number one right now

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for practice owners.

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And we'll stick with outpatient, you know,

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practice owners.

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What are the big three or big four

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behind hiring?

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Big three or big four what?

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Biggest problems.

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Oh, okay.

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Behind hiring specifically.

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Yeah, if hiring's one,

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what are the next two?

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What do you think, Tony?

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I mean,

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I got a couple in my mind,

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but what do you got?

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Oh, go ahead.

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I don't know.

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I got to think about it.

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Okay,

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so hiring would be on the clinician

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service side, right?

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After that, it's got to be,

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obviously it depends, right?

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So Tony is in network, right?

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So he sees a lot more patients and

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it's like a lower revenue per patient per

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visit.

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compared to us, so we see less people,

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but we have more revenue per visit.

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So it depends on,

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even our two practices are very different,

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right?

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Tony's not looking to really expand the

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team, but if he were,

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he and I would commiserate on the same

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challenges of like the recruiting and the

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hiring.

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So that's definitely,

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it definitely continues to seem like it's

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number one across the country.

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And then after that,

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it would be either still getting in front

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of more new patients.

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Now,

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Tony doesn't really have to do paid ads

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because he's been in the community for so

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long and people know him and a lot

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of his previous people kind of reactivate

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or the spouses tell the other spouse or

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the neighbor or the friend or all that.

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But for us to get a new therapist

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busy right away,

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we're cranking Google Ads right now.

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And I'm looking to either outsource the

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meta ads or even possibly learn it and

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do it in-house.

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So we'll see if Claude or ChachiBT or

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whatever can dumb it down for me.

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And maybe I'll test it and do it.

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So I still think number two would be

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getting more leads,

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like more new potential patients in front

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of you with the caveat that some practices

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like Tony don't need that.

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And he will not say that that's number

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two, maybe.

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And then at least for us,

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number three would be then like retention.

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So like lifetime value of the client.

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Again,

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assuming that we're delivering value and

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they love it and they value it and

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they see results and it doesn't matter if

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it's home visit or office visit.

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But if you're doing paid marketing,

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like we are,

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not only do we want to recoup money

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that we're spending on ads,

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but we also want the people that we

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found through those paid channels to not

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just spend three hundred fifty bucks or

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spend a thousand bucks.

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Again,

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assuming that we're delivering value,

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we would want someone to stay with us

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for months or years,

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and that would be thousands or tens of

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thousands of dollars in terms of lifetime

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value.

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So those are like my top two or

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three.

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What do you think, Tony?

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Anything resonate with you?

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yeah i think you know we face the

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same challenges like for us it's do i

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have a budget to afford what the person's

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going to want to get paid do i

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do i have a financial budget do i

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have an emotional budget like do i want

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to invest in building the relationship and

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getting to know this person and

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understanding what it is they they really

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want why did this therapist come to dave

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why not go to a million other choices

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you know she had

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Do I want to build that relationship?

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I was just on the phone last night,

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quick story.

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One of my favorite employees,

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she was a physical therapist assistant,

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amazing person.

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Like,

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I had a video of my now-thirteen-year-old

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when he was, like, five years old,

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walking on her back,

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giving her a massage in the clinic.

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And, you know, it was hilarious.

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So, like,

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I reached back out to her and I

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said, hey, look at this video I found.

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It's hilarious.

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You'll get a kick out of it.

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She's not working anymore.

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She's mom to three.

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And, like,

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those are the emotional relationships at

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this size of business

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that you're dealing with.

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And I think a lot of employers at

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this size of business might not want to

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get emotionally invested and have to do

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that.

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When we were at five locations,

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I had zero emotional investment.

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You were a financial investment,

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not an emotional investment.

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Somebody hired you for me.

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Somebody fired you for me.

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Somebody paid your payroll for me.

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I might not have ever even spoken to

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you at that level.

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But here, one location, one, you know,

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small team, totally different.

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So those are some of the things that

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I think are the barriers we're dealing

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with as an owner operator, small provider.

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Yeah.

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Makes sense.

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I'm going to bring up an example of

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something I created for someone just

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yesterday.

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And the idea was people are all having

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the same problem.

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And you know how I come at things.

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I come at things almost knowing nothing,

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which is almost my superpower.

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My superpower is lack of knowledge.

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And I remember just asking these people,

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like, well, why don't you do that?

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And they're like, well,

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no one else is doing that.

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I was like, ding, ding, ding, ding, ding.

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No one else is doing that.

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Why aren't you doing that?

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So I've got an example.

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I'm just uploading it right now of a

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different way.

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So the methodology was talking to someone

00:09:43.038 --> 00:09:46.940
and what are people consuming more than

00:09:47.000 --> 00:09:48.500
anything?

00:09:48.520 --> 00:09:50.261
Short form video, right?

00:09:51.101 --> 00:09:53.363
Do PTs have to flood Indeed to go

00:09:53.383 --> 00:09:54.043
look for a job?

00:09:54.144 --> 00:09:54.283
No.

00:09:54.543 --> 00:09:56.485
They got jobs falling off the streets like

00:09:56.565 --> 00:09:57.686
coconuts, right?

00:09:58.926 --> 00:09:59.947
So you need to be in front of

00:09:59.986 --> 00:10:01.347
them where they are.

00:10:02.847 --> 00:10:03.849
And then the other part is...

00:10:05.663 --> 00:10:06.003
Listen,

00:10:07.323 --> 00:10:09.586
filling a job in like a dope place

00:10:09.645 --> 00:10:11.668
like Austin or Phoenix right now,

00:10:11.687 --> 00:10:12.168
for some reason,

00:10:12.187 --> 00:10:13.129
there's more PTs in Phoenix.

00:10:13.570 --> 00:10:15.071
Like you could walk down the street and

00:10:15.110 --> 00:10:17.932
bump into six PTs because they picked

00:10:17.952 --> 00:10:18.953
where they wanted to live.

00:10:19.094 --> 00:10:22.817
The problem now is you can't fill the

00:10:22.856 --> 00:10:24.018
jobs anywhere else.

00:10:24.938 --> 00:10:25.639
So I said,

00:10:26.299 --> 00:10:28.361
be funny and make a short form video.

00:10:28.381 --> 00:10:30.563
Probably not take this physical therapy

00:10:30.604 --> 00:10:30.864
job.

00:10:31.240 --> 00:10:32.681
If your main goal is to tell people

00:10:32.721 --> 00:10:35.222
that you live in San Francisco, Modesto,

00:10:35.283 --> 00:10:37.583
California probably isn't gonna scratch

00:10:37.624 --> 00:10:38.225
that itch.

00:10:38.644 --> 00:10:40.767
If you need Lake Tahoe out your front

00:10:40.807 --> 00:10:43.187
door, also no.

00:10:43.227 --> 00:10:44.528
But if you wanna start around a hundred

00:10:44.548 --> 00:10:44.889
grand,

00:10:45.289 --> 00:10:47.291
get twenty thousand dollars toward a

00:10:47.390 --> 00:10:49.393
sign-on bonus or tuition assistance,

00:10:50.350 --> 00:10:52.772
lives somewhere that costs considerably

00:10:52.892 --> 00:10:56.734
less than the bay area and works somewhere

00:10:57.354 --> 00:10:59.076
that pt students have literally gone from

00:10:59.355 --> 00:11:02.398
clinical rotation to clinic director the

00:11:02.457 --> 00:11:04.678
modesto starts looking a little different

00:11:05.078 --> 00:11:09.261
golden bear physical therapy is idea is

00:11:09.481 --> 00:11:10.702
what i sort of just sat there i

00:11:10.722 --> 00:11:13.664
was like ryan reynolds makes mint mobile

00:11:15.187 --> 00:11:17.349
look like a good idea like what when

00:11:17.629 --> 00:11:19.529
in what planet is mint mobile a good

00:11:19.610 --> 00:11:21.629
idea although the question is what's the

00:11:21.669 --> 00:11:23.571
difference between mint mobile and at&t

00:11:23.610 --> 00:11:26.591
like i don't know it feels crappier but

00:11:26.672 --> 00:11:28.592
for fifty percent left would you consider

00:11:28.633 --> 00:11:32.094
for ten dollars a month would you consider

00:11:32.114 --> 00:11:33.274
it and ryan reynolds had this great idea

00:11:33.315 --> 00:11:34.916
where it's like instead of getting paid

00:11:34.956 --> 00:11:37.076
like you know seven hundred fifty thousand

00:11:37.096 --> 00:11:38.017
dollars to do a commercial

00:11:38.937 --> 00:11:39.216
He's like,

00:11:39.297 --> 00:11:40.817
I'll give you three million dollars and

00:11:41.038 --> 00:11:43.097
own part of the company and then I'll

00:11:43.118 --> 00:11:43.817
do a budget.

00:11:43.837 --> 00:11:45.458
He took the Shaquille O'Neal route.

00:11:45.678 --> 00:11:48.179
He's like, yeah, listen, but by the way,

00:11:48.200 --> 00:11:48.399
yeah,

00:11:48.440 --> 00:11:49.860
you should be asking for equity from

00:11:49.919 --> 00:11:51.080
practice owners across the country.

00:11:51.321 --> 00:11:51.541
Right.

00:11:53.821 --> 00:11:54.642
Well, there's two things.

00:11:54.682 --> 00:11:54.861
Right.

00:11:54.961 --> 00:11:55.402
Number one,

00:11:55.621 --> 00:11:57.121
anybody could do the video that I just

00:11:57.162 --> 00:11:57.341
did.

00:11:57.361 --> 00:11:59.263
No, not like you, though,

00:11:59.722 --> 00:12:00.602
but not like me.

00:12:01.043 --> 00:12:01.342
Right.

00:12:01.823 --> 00:12:03.124
And they could.

00:12:04.754 --> 00:12:05.515
They just haven't.

00:12:05.716 --> 00:12:06.076
Why?

00:12:06.576 --> 00:12:07.356
Reasons, right?

00:12:07.476 --> 00:12:08.317
I could go, you know,

00:12:08.417 --> 00:12:09.697
I could learn how to, you know,

00:12:09.738 --> 00:12:10.379
fix my roof.

00:12:10.499 --> 00:12:11.058
Why am I not?

00:12:11.219 --> 00:12:11.899
Don't want to.

00:12:12.500 --> 00:12:13.301
That's not my business.

00:12:13.721 --> 00:12:14.621
So there's two things.

00:12:15.022 --> 00:12:15.182
One,

00:12:16.383 --> 00:12:18.244
you should be creating videos like that or

00:12:18.283 --> 00:12:19.144
let me do it for you.

00:12:20.085 --> 00:12:21.625
And then two, it's the distribution.

00:12:21.645 --> 00:12:23.748
You still run into a distribution problem.

00:12:23.967 --> 00:12:25.028
You've got the funniest video.

00:12:25.308 --> 00:12:30.532
Although my angle with this was the funny

00:12:30.552 --> 00:12:31.432
will make it spread.

00:12:32.977 --> 00:12:34.317
Because I think most people,

00:12:34.437 --> 00:12:35.778
now I'm getting in the heads of people

00:12:35.798 --> 00:12:38.500
because my day job is ninety percent this.

00:12:39.580 --> 00:12:40.880
I need to get like five hundred people

00:12:40.900 --> 00:12:41.541
to reply to this.

00:12:41.921 --> 00:12:42.520
No, you don't.

00:12:42.561 --> 00:12:43.662
You need to get one right person,

00:12:44.001 --> 00:12:44.381
one right.

00:12:44.822 --> 00:12:47.562
I want to piss everybody off.

00:12:47.883 --> 00:12:49.082
I don't want to do and I don't

00:12:49.102 --> 00:12:50.803
want to do a phone call unless it's

00:12:50.823 --> 00:12:52.624
the right person.

00:12:52.764 --> 00:12:54.085
I think we're I think we're quite

00:12:54.125 --> 00:12:55.706
literally some people are looking at it

00:12:56.066 --> 00:12:57.125
from the wrong direction.

00:12:57.426 --> 00:12:58.546
So that was my I was like,

00:12:58.605 --> 00:12:59.667
don't sell the job.

00:13:00.708 --> 00:13:02.554
A hundred and five thousand dollars is not

00:13:02.635 --> 00:13:03.317
mind-blowing.

00:13:04.400 --> 00:13:05.966
But when you start framing it different

00:13:06.006 --> 00:13:06.408
ways...

00:13:07.900 --> 00:13:08.600
It becomes different.

00:13:08.620 --> 00:13:09.042
I mean,

00:13:09.601 --> 00:13:10.962
I'll tell you where I got this story.

00:13:11.003 --> 00:13:12.844
I was at Mardi Gras once,

00:13:13.524 --> 00:13:14.624
and I was hanging.

00:13:14.684 --> 00:13:16.985
It was met a group of young women.

00:13:17.546 --> 00:13:20.447
And I saw the smallest,

00:13:20.508 --> 00:13:23.469
shortest girl outthink all of the girls.

00:13:24.188 --> 00:13:24.288
Now,

00:13:24.308 --> 00:13:25.409
I don't know if you've been to Mardi

00:13:25.429 --> 00:13:26.791
Gras, Dave or Tony,

00:13:27.211 --> 00:13:31.452
but there is an exchange of beads for

00:13:33.114 --> 00:13:33.614
something.

00:13:34.355 --> 00:13:36.336
And this girl was the smallest girl.

00:13:37.318 --> 00:13:39.140
And now she's yelling up at a balcony

00:13:39.280 --> 00:13:41.222
and the larger the beads, like, you know,

00:13:41.243 --> 00:13:42.823
you can sort of bargain your barter.

00:13:42.864 --> 00:13:44.765
It's a barter system in Mardi Gras.

00:13:45.206 --> 00:13:46.167
And she was smart.

00:13:46.746 --> 00:13:48.308
Instead of talking about size,

00:13:48.328 --> 00:13:49.470
she talked about color.

00:13:51.638 --> 00:13:51.998
She said,

00:13:52.438 --> 00:13:53.578
these are the pinkest you're ever going to

00:13:53.619 --> 00:13:53.698
see.

00:13:53.719 --> 00:13:54.480
And I remember looking,

00:13:54.740 --> 00:13:56.301
I'm walking by in the street and I

00:13:56.321 --> 00:13:58.322
go, what does that even mean?

00:13:58.822 --> 00:13:59.602
That's the point.

00:13:59.643 --> 00:14:00.023
Different.

00:14:00.264 --> 00:14:00.703
It's a purple cow.

00:14:00.724 --> 00:14:01.804
What does that even mean?

00:14:02.004 --> 00:14:02.325
Right.

00:14:02.424 --> 00:14:03.346
Now you got to see it.

00:14:03.405 --> 00:14:04.846
Now the guys were going insane.

00:14:04.927 --> 00:14:07.327
They're like, everybody's visual.

00:14:07.788 --> 00:14:09.428
And she switched it to color.

00:14:09.750 --> 00:14:10.570
And I remember thinking,

00:14:11.730 --> 00:14:12.751
this girl's a genius.

00:14:12.772 --> 00:14:13.011
I'm like,

00:14:13.052 --> 00:14:14.052
what do you do for a living?

00:14:14.173 --> 00:14:14.852
Ad executive?

00:14:14.873 --> 00:14:16.053
She's like, no, I'm a nurse.

00:14:16.134 --> 00:14:17.794
I'm like, but you thought about it.

00:14:19.076 --> 00:14:19.917
So that's the idea.

00:14:20.599 --> 00:14:24.225
If you're not going to outspend someone,

00:14:24.745 --> 00:14:26.869
don't make the ad about how much money.

00:14:27.250 --> 00:14:29.013
Mention it because you're going to be

00:14:29.052 --> 00:14:29.493
wondering.

00:14:29.573 --> 00:14:30.916
Don't leave them wondering anything.

00:14:33.604 --> 00:14:35.764
if you only need to find one person

00:14:35.806 --> 00:14:37.527
in Modesto, right?

00:14:37.606 --> 00:14:39.087
Or one person who goes, I'd take,

00:14:39.248 --> 00:14:41.048
I'd go anywhere for twenty grand,

00:14:41.109 --> 00:14:42.690
a twenty thousand dollar sign on Bono.

00:14:42.730 --> 00:14:44.110
We could do anything for a year or

00:14:44.130 --> 00:14:44.331
two.

00:14:44.451 --> 00:14:44.792
Sure.

00:14:45.272 --> 00:14:46.373
Or I got an aunt there.

00:14:46.613 --> 00:14:48.134
You only have to find one.

00:14:48.214 --> 00:14:50.154
And I think we're we're all rushing to

00:14:50.215 --> 00:14:52.996
Indeed to outspend each other on Indeed

00:14:53.537 --> 00:14:54.918
for people who don't qualify.

00:14:55.238 --> 00:14:56.538
And I think that's I don't know.

00:14:56.599 --> 00:14:57.980
That's the other that's the other

00:14:58.019 --> 00:14:59.360
direction that I was looking at.

00:14:59.400 --> 00:15:00.642
So I made a series of those,

00:15:00.922 --> 00:15:02.182
fired them back to the company and they

00:15:02.202 --> 00:15:03.124
were like, oh,

00:15:03.764 --> 00:15:04.424
Yeah, I'm like,

00:15:04.465 --> 00:15:05.745
these are nothing like you've ever done

00:15:05.764 --> 00:15:06.066
before.

00:15:06.145 --> 00:15:06.946
Trust me on that one.

00:15:07.986 --> 00:15:08.986
But now you've got to get the right

00:15:09.027 --> 00:15:10.327
person who's bold enough to go, yeah,

00:15:10.347 --> 00:15:10.847
we'll run these.

00:15:10.947 --> 00:15:12.448
We'll put a hundred bucks behind each of

00:15:12.469 --> 00:15:14.730
these and see which one plays.

00:15:14.931 --> 00:15:15.671
That's my strategy.

00:15:17.134 --> 00:15:18.695
not not sure if that you know tony

00:15:18.735 --> 00:15:20.355
got busy with something or he was

00:15:20.395 --> 00:15:21.876
purposely getting away from the camera

00:15:21.897 --> 00:15:23.158
when you started talking about mardi gras

00:15:23.197 --> 00:15:24.658
and beads and all that but he's back

00:15:25.139 --> 00:15:26.500
and uh the one now we're not doing

00:15:26.539 --> 00:15:28.201
mardi gras and beads or even a lot

00:15:28.240 --> 00:15:30.423
of you know jimmy mckay style of that

00:15:30.462 --> 00:15:32.183
type of video but i don't know if

00:15:32.203 --> 00:15:33.524
you guys have caught this recently we're

00:15:33.565 --> 00:15:34.504
starting to do some

00:15:35.625 --> 00:15:37.667
food reviews and I'm calling them,

00:15:38.206 --> 00:15:41.067
I'm calling them our no cred food reviews.

00:15:41.107 --> 00:15:41.788
And I said, you know,

00:15:41.888 --> 00:15:43.308
everyone does food reviews online.

00:15:43.349 --> 00:15:44.889
Everyone thinks they're like the smartest.

00:15:45.668 --> 00:15:47.690
And, uh, and I'm not, and I'm,

00:15:48.090 --> 00:15:49.230
I'm not saying you should even listen to

00:15:49.250 --> 00:15:50.010
my food reviews.

00:15:50.230 --> 00:15:52.032
And I'm just the first one to say

00:15:52.072 --> 00:15:52.111
it.

00:15:52.432 --> 00:15:53.572
I'm just the first one to admit it.

00:15:53.591 --> 00:15:56.972
Um, and that's, that's one new thing of,

00:15:57.273 --> 00:15:59.673
uh, the top of funnel to just,

00:15:59.774 --> 00:16:00.193
and this,

00:16:00.313 --> 00:16:01.554
this is instead of doing a Tik TOK

00:16:01.575 --> 00:16:02.855
dance, this, this is what we're doing.

00:16:02.875 --> 00:16:03.195
We're going to,

00:16:03.215 --> 00:16:04.296
we're going to mix in some food and

00:16:04.316 --> 00:16:04.816
drink reviews.

00:16:06.379 --> 00:16:07.220
It goes to this, right?

00:16:07.279 --> 00:16:07.480
It is.

00:16:07.981 --> 00:16:10.307
Everybody thinks it's attention to action.

00:16:10.447 --> 00:16:11.109
It's not.

00:16:11.470 --> 00:16:12.751
So you doing food reviews,

00:16:13.232 --> 00:16:14.836
even if I I've told people before with

00:16:14.937 --> 00:16:15.577
email marketing.

00:16:16.476 --> 00:16:18.337
Even if they never open your email,

00:16:18.378 --> 00:16:19.038
I shouldn't say never,

00:16:19.119 --> 00:16:20.198
even if they rarely,

00:16:20.379 --> 00:16:21.580
one out of a hundred open your email,

00:16:21.961 --> 00:16:24.481
they haven't unsubscribed and they've seen

00:16:24.501 --> 00:16:25.743
your name in their inbox,

00:16:26.082 --> 00:16:27.543
ninety nine times.

00:16:27.923 --> 00:16:29.004
And if you don't think that's worth

00:16:29.044 --> 00:16:29.365
something,

00:16:29.664 --> 00:16:31.306
drive along a busy road and look at

00:16:31.346 --> 00:16:34.368
billboards because companies know it is

00:16:34.427 --> 00:16:36.610
worth it and they spend just to be

00:16:36.649 --> 00:16:36.850
seen.

00:16:38.248 --> 00:16:41.392
It reminded me of the Barstool Sports.

00:16:41.611 --> 00:16:43.394
Who's the guy who does the pizza reviews?

00:16:43.533 --> 00:16:44.014
Dave Portnoy.

00:16:44.053 --> 00:16:44.134
Yeah.

00:16:44.455 --> 00:16:47.158
Like, why is he doing pizza reviews?

00:16:47.197 --> 00:16:47.778
That's the most weird.

00:16:47.798 --> 00:16:48.339
Because it's his thing.

00:16:48.379 --> 00:16:49.440
And he's like, this is my thing.

00:16:49.480 --> 00:16:50.380
And I'm going to do a thing.

00:16:50.741 --> 00:16:51.842
And it doesn't make sense.

00:16:51.863 --> 00:16:52.563
It's a little left.

00:16:52.583 --> 00:16:52.724
No, no.

00:16:52.744 --> 00:16:53.585
Not sports.

00:16:54.370 --> 00:16:55.370
There is a little connection, right?

00:16:55.389 --> 00:16:56.311
Because his favorite,

00:16:56.910 --> 00:16:57.890
when he does the pizza reviews,

00:16:57.931 --> 00:16:59.951
his favorite type of pizza is bar pizza

00:17:00.331 --> 00:17:02.772
and barstool and go to a bar and

00:17:02.831 --> 00:17:06.653
watch sports on the TV at a bar

00:17:07.094 --> 00:17:09.673
and you're yelling at your team and all

00:17:09.693 --> 00:17:09.913
that.

00:17:10.015 --> 00:17:11.714
I think maybe it's not that obvious.

00:17:11.815 --> 00:17:12.515
I think it's obvious,

00:17:12.535 --> 00:17:14.256
but maybe that's their connection.

00:17:15.155 --> 00:17:15.796
For us,

00:17:15.875 --> 00:17:18.116
the only connection is we're going to just

00:17:18.156 --> 00:17:20.096
different restaurants in New York City

00:17:20.396 --> 00:17:20.998
nearby.

00:17:21.117 --> 00:17:21.857
Right, geographically.

00:17:22.597 --> 00:17:24.420
And I'm definitely like we're never going

00:17:24.440 --> 00:17:25.681
to flame any of these restaurants.

00:17:25.701 --> 00:17:25.820
Right.

00:17:25.861 --> 00:17:26.260
Because, again,

00:17:26.300 --> 00:17:27.461
it's like a fellow business owner.

00:17:27.481 --> 00:17:28.742
So I'm never going to say anything like

00:17:29.083 --> 00:17:29.663
really bad.

00:17:29.703 --> 00:17:32.987
But the idea is like we're nearby and

00:17:33.027 --> 00:17:36.910
like that'll maybe assist in some affinity

00:17:36.950 --> 00:17:37.349
or whatever.

00:17:37.410 --> 00:17:38.330
People people reckon.

00:17:38.391 --> 00:17:39.971
Oh, yeah, that's what I at least know.

00:17:40.372 --> 00:17:41.953
Are you let me ask you this on

00:17:42.034 --> 00:17:44.256
Instagram with every one of these posts

00:17:44.276 --> 00:17:44.855
that you're doing.

00:17:45.195 --> 00:17:48.479
Are you putting your location?

00:17:48.598 --> 00:17:50.240
If the restaurant is has a location on

00:17:50.279 --> 00:17:50.861
Instagram, yes.

00:17:51.457 --> 00:17:53.097
I feel like every post you do anywhere

00:17:53.117 --> 00:17:53.439
in New York,

00:17:53.459 --> 00:17:54.499
you should put like your location.

00:17:54.779 --> 00:17:56.641
So it starts to get seen in the,

00:17:56.740 --> 00:17:57.741
in that area.

00:17:57.801 --> 00:17:58.321
You know what I mean?

00:17:58.342 --> 00:17:59.103
Yep.

00:17:59.163 --> 00:18:00.503
Like when I go to a conference and

00:18:00.523 --> 00:18:01.204
a couple of days later,

00:18:01.224 --> 00:18:02.085
I'm releasing videos.

00:18:02.325 --> 00:18:02.826
I release.

00:18:04.142 --> 00:18:05.782
i put the address of where i shot

00:18:05.823 --> 00:18:08.023
it so that like the because you know

00:18:08.044 --> 00:18:10.285
if i go to apt virginia or whatever

00:18:11.006 --> 00:18:12.486
i want virginia people to see that because

00:18:12.506 --> 00:18:13.886
like i was here here i was i

00:18:13.906 --> 00:18:16.107
was with you guys my audience will still

00:18:16.167 --> 00:18:20.250
see it but my non-followers the idea is

00:18:20.590 --> 00:18:22.451
in that geographic area i want your

00:18:22.491 --> 00:18:25.432
attention i think it's great the reason

00:18:25.452 --> 00:18:27.814
dave portnoy does you know pizza reviews

00:18:27.913 --> 00:18:29.015
is because his audience

00:18:30.577 --> 00:18:31.838
likes pizza or like, you know,

00:18:31.858 --> 00:18:32.700
it's a dude, right?

00:18:32.720 --> 00:18:33.400
So like,

00:18:33.660 --> 00:18:34.881
it doesn't make sense if you're like,

00:18:34.980 --> 00:18:36.021
well, you're about sports.

00:18:36.122 --> 00:18:37.182
Everything's shit about sports.

00:18:37.683 --> 00:18:39.605
It's less than one standard deviation

00:18:39.644 --> 00:18:39.964
away.

00:18:40.005 --> 00:18:40.645
I mean, who eats,

00:18:41.046 --> 00:18:43.228
who watches sports ten times and doesn't

00:18:43.248 --> 00:18:45.009
like eat food, right?

00:18:45.028 --> 00:18:47.070
It's like, it goes hand, quite literally,

00:18:47.131 --> 00:18:47.872
hand in hand, right?

00:18:47.892 --> 00:18:48.451
You're gonna drink something,

00:18:48.471 --> 00:18:49.051
you're gonna eat something.

00:18:49.071 --> 00:18:50.012
So it makes complete sense.

00:18:50.513 --> 00:18:50.854
But like,

00:18:50.933 --> 00:18:52.035
if we wanna go down the rabbit hole

00:18:52.095 --> 00:18:53.155
of Barstool,

00:18:53.175 --> 00:18:55.718
have you seen what they've been doing on

00:18:55.758 --> 00:18:56.137
the side?

00:18:56.738 --> 00:18:58.519
They're now almost a reality show.

00:18:59.772 --> 00:19:01.834
They created a cast of characters,

00:19:01.954 --> 00:19:04.195
a Marvel Cinematic Universe, right?

00:19:04.496 --> 00:19:06.298
This guy does the baseball stuff.

00:19:06.337 --> 00:19:08.179
These guys do the football show.

00:19:08.398 --> 00:19:10.099
These guys do the college football show.

00:19:10.279 --> 00:19:12.902
These guys do the SEC college football

00:19:12.922 --> 00:19:13.221
show.

00:19:13.682 --> 00:19:14.923
And they talk about it every week,

00:19:15.503 --> 00:19:16.263
short-form video.

00:19:17.005 --> 00:19:19.767
Now they bring those characters together,

00:19:20.287 --> 00:19:21.147
and they're doing, like,

00:19:22.557 --> 00:19:24.400
one day like wiffle ball tournaments,

00:19:24.859 --> 00:19:26.662
videoing the crap out of it from thirty

00:19:26.781 --> 00:19:29.183
angles, finding the funny, you know,

00:19:29.364 --> 00:19:30.644
these guys aren't, you know,

00:19:30.684 --> 00:19:32.266
getting drafted, so it's usually funny,

00:19:32.446 --> 00:19:33.326
awkward moments,

00:19:33.887 --> 00:19:35.288
and then they build it around that.

00:19:35.628 --> 00:19:36.509
Does that make sense?

00:19:36.670 --> 00:19:36.890
Yeah,

00:19:36.910 --> 00:19:38.070
because now I feel like I know this

00:19:38.111 --> 00:19:38.511
character.

00:19:38.951 --> 00:19:40.433
And this guy made a diving wiffle ball

00:19:40.473 --> 00:19:40.733
catch,

00:19:40.773 --> 00:19:42.355
but crashed into the Gatorade container

00:19:42.375 --> 00:19:43.017
and it went everywhere.

00:19:43.076 --> 00:19:43.637
Ha ha ha.

00:19:44.218 --> 00:19:44.919
I know this guy.

00:19:45.278 --> 00:19:48.803
So Dave doing food reviews is to me

00:19:48.903 --> 00:19:49.703
just like that.

00:19:49.784 --> 00:19:52.508
It's one standard deviation away from him

00:19:52.548 --> 00:19:53.588
talking about knees.

00:19:53.648 --> 00:19:54.849
And now I know this guy.

00:19:55.310 --> 00:19:56.092
I like this guy.

00:19:56.352 --> 00:19:57.153
I trust this guy.

00:19:57.252 --> 00:19:57.794
I take action.

00:19:58.797 --> 00:20:00.557
That's what I see.

00:20:00.636 --> 00:20:02.597
And I don't know if you've seen this.

00:20:02.617 --> 00:20:04.198
Apparently, it's like a new TikTok trend,

00:20:04.238 --> 00:20:06.498
but there are random accounts now

00:20:08.778 --> 00:20:10.138
following strangers on a sidewalk,

00:20:10.838 --> 00:20:13.960
videoing the stranger and analyzing their

00:20:14.039 --> 00:20:14.940
walking, their gait.

00:20:15.140 --> 00:20:16.440
And these are non-physical therapists.

00:20:16.480 --> 00:20:17.460
And you guys all know,

00:20:17.519 --> 00:20:19.840
I'm sure you would agree, I believe,

00:20:20.721 --> 00:20:22.800
that there is no better person on earth

00:20:22.820 --> 00:20:24.521
than a physical therapist to evaluate

00:20:24.541 --> 00:20:26.582
someone's walking and gait pattern.

00:20:27.344 --> 00:20:28.683
So there's a couple of accounts on

00:20:28.923 --> 00:20:29.305
Instagram.

00:20:29.325 --> 00:20:30.244
And then someone told me,

00:20:30.884 --> 00:20:32.464
so I was in the clinic yesterday.

00:20:33.385 --> 00:20:33.925
One of Dr.

00:20:33.986 --> 00:20:36.006
Ethan's patients is like a teenager,

00:20:36.086 --> 00:20:37.727
like maybe eighteen, nineteen.

00:20:39.946 --> 00:20:40.826
And he's like, oh, yeah,

00:20:40.846 --> 00:20:41.768
it's like a tick tock trend.

00:20:41.788 --> 00:20:43.367
I was like, oh, wow.

00:20:43.407 --> 00:20:45.147
Because physical therapists are the best

00:20:45.208 --> 00:20:46.548
to like imagine in New York City,

00:20:46.568 --> 00:20:48.269
we're walking on a busy sidewalk and

00:20:48.288 --> 00:20:49.209
you're following somebody.

00:20:49.249 --> 00:20:49.588
Now, of course,

00:20:49.609 --> 00:20:51.170
you're you're holding you're holding the

00:20:51.210 --> 00:20:52.109
lapel mic like this.

00:20:52.150 --> 00:20:52.289
Right.

00:20:52.309 --> 00:20:53.589
So like they can't even really hear you

00:20:53.630 --> 00:20:55.211
if they're right in front of you.

00:20:55.830 --> 00:20:56.652
So I would be like,

00:20:56.872 --> 00:20:57.491
I haven't done this yet,

00:20:57.511 --> 00:20:58.593
but I'm going to do this like probably

00:20:58.633 --> 00:20:58.873
today.

00:20:59.353 --> 00:21:00.894
So I'm going to be like, watch,

00:21:00.933 --> 00:21:01.134
you know,

00:21:01.154 --> 00:21:03.375
walking behind somebody and analyzing

00:21:03.395 --> 00:21:03.576
their,

00:21:03.635 --> 00:21:05.877
their gate or how they're walking and

00:21:05.917 --> 00:21:07.118
maybe make fun of some tourists,

00:21:07.159 --> 00:21:09.220
which every New Yorker loves and can agree

00:21:09.240 --> 00:21:09.440
with.

00:21:10.661 --> 00:21:12.541
Because tourists will kind of like mosey

00:21:12.561 --> 00:21:14.564
around and like look up and take pictures

00:21:14.604 --> 00:21:15.584
and get like, get in the way.

00:21:16.125 --> 00:21:17.285
So it's like, boom,

00:21:17.305 --> 00:21:18.625
there's another piece of content that

00:21:18.685 --> 00:21:20.426
like, that that's totally unique.

00:21:20.448 --> 00:21:22.128
That's a little bit more fitting to

00:21:22.189 --> 00:21:23.609
physical therapist compared to an account.

00:21:23.809 --> 00:21:25.550
That's just like a random account.

00:21:26.893 --> 00:21:29.115
Let me yes and that.

00:21:30.277 --> 00:21:32.220
So I say once this trend has already

00:21:32.259 --> 00:21:35.223
started, right, let's trend the trend.

00:21:35.964 --> 00:21:37.807
Let's start an Instagram account called

00:21:39.409 --> 00:21:40.911
Gate in the Wild.

00:21:41.010 --> 00:21:41.771
Gate happens.

00:21:42.798 --> 00:21:44.861
right where we find that's already that's

00:21:44.901 --> 00:21:46.481
already like a branded thing from so is

00:21:46.563 --> 00:21:49.925
it that's fine that's good but we will

00:21:49.965 --> 00:21:52.087
find all these videos and do it what

00:21:52.127 --> 00:21:53.749
they all do which is they rip videos

00:21:53.788 --> 00:21:56.711
from other people and repost them we can

00:21:56.731 --> 00:21:58.113
do like mystery science theater three

00:21:58.133 --> 00:22:01.236
thousand we can analyze their analyzation

00:22:02.517 --> 00:22:03.898
so we can take someone's video and go

00:22:04.138 --> 00:22:06.300
he's wrong so what this actually is is

00:22:06.381 --> 00:22:08.522
and we can analyze their analysis

00:22:09.839 --> 00:22:11.162
yes we're all photographs of foot we're

00:22:11.182 --> 00:22:12.583
all photocopies of photocopies of this

00:22:12.644 --> 00:22:15.866
point there is no way anyone watching or

00:22:15.928 --> 00:22:18.049
listening is gonna get the reference of

00:22:18.150 --> 00:22:20.113
mystery science theater i love that yes

00:22:20.894 --> 00:22:25.779
yes that's a great one memories that come

00:22:25.819 --> 00:22:28.021
back i must be right on the cusp

00:22:28.102 --> 00:22:28.423
of that

00:22:28.823 --> 00:22:30.683
They were talking, yeah, I was definitely,

00:22:30.763 --> 00:22:31.703
I think I was on the cusp of

00:22:31.723 --> 00:22:32.743
that too, where I was like,

00:22:33.023 --> 00:22:34.765
this is cool, I think, right?

00:22:34.805 --> 00:22:36.085
And then you watch it enough and you're

00:22:36.105 --> 00:22:36.765
like, I'm in.

00:22:37.164 --> 00:22:37.885
Okay, I got it.

00:22:37.945 --> 00:22:38.986
These guys are just like,

00:22:39.786 --> 00:22:42.406
that was the first like, I don't,

00:22:42.426 --> 00:22:43.807
it felt user generated.

00:22:43.946 --> 00:22:44.426
I mean,

00:22:44.487 --> 00:22:46.508
it was low quality sort of on purpose,

00:22:46.548 --> 00:22:47.968
like to give it sort of like some

00:22:48.087 --> 00:22:49.148
schtick and gravitas.

00:22:49.769 --> 00:22:51.009
I think I heard a thing where they

00:22:51.028 --> 00:22:52.269
were thinking about redoing that,

00:22:52.309 --> 00:22:53.769
which would have been classic.

00:22:54.481 --> 00:22:56.503
There are so many things that they could

00:22:56.544 --> 00:22:58.425
come back with that, like,

00:22:58.866 --> 00:23:00.929
you guys were probably on the cusp of,

00:23:01.148 --> 00:23:02.329
I was in the meat of.

00:23:03.151 --> 00:23:03.811
Well, they did, right?

00:23:04.673 --> 00:23:05.713
They redid A-Team.

00:23:06.054 --> 00:23:07.875
They've poorly redone G.I.

00:23:07.915 --> 00:23:08.777
Joe, like, twice.

00:23:08.817 --> 00:23:10.818
I wish they'd just stopped.

00:23:10.898 --> 00:23:13.122
I mean, Transformers was a monster.

00:23:13.662 --> 00:23:15.003
They redid He-Man.

00:23:17.932 --> 00:23:18.513
I, they,

00:23:18.534 --> 00:23:19.733
they at least went at it with tongue

00:23:19.753 --> 00:23:20.154
in cheek.

00:23:20.755 --> 00:23:21.776
So they didn't miss.

00:23:21.816 --> 00:23:23.997
It was tongue in cheek, but yeah, it's,

00:23:24.116 --> 00:23:24.837
it's, it's, it's,

00:23:25.117 --> 00:23:26.558
I know you guys love my pyramid,

00:23:26.618 --> 00:23:29.060
but it's nostalgia is high up on the

00:23:29.080 --> 00:23:30.122
pyramid, right?

00:23:30.461 --> 00:23:31.282
It's way, way up.

00:23:31.383 --> 00:23:32.363
Well, it's the middle of pyramid,

00:23:32.383 --> 00:23:33.763
but I think it brings it.

00:23:33.884 --> 00:23:35.105
I think it brings up a good point.

00:23:35.125 --> 00:23:35.384
All right.

00:23:35.424 --> 00:23:37.626
So Scott is saying instead of reality TV,

00:23:37.666 --> 00:23:38.347
reality PT, uh,

00:23:39.315 --> 00:23:41.375
know tony feel free to say you've been

00:23:41.415 --> 00:23:43.997
talking about this that yeah for a while

00:23:44.037 --> 00:23:46.136
that you could you know that at some

00:23:46.176 --> 00:23:48.738
point you can replace the income with the

00:23:48.798 --> 00:23:51.038
content that you shoot you'll just need

00:23:51.098 --> 00:23:53.880
more people in the doors you could provide

00:23:53.920 --> 00:23:58.801
pt at some point for free uh in

00:23:58.862 --> 00:24:00.383
exchange for the ability to use it as

00:24:00.423 --> 00:24:01.442
video and multi-purpose

00:24:02.535 --> 00:24:04.855
Yeah, I think we should have the reality,

00:24:04.915 --> 00:24:05.236
you know,

00:24:05.296 --> 00:24:07.417
follow this patient from the entire

00:24:07.458 --> 00:24:09.699
journey from evaluation to discharge.

00:24:10.259 --> 00:24:14.320
We should do a, oh man,

00:24:14.421 --> 00:24:15.362
I just had it in my,

00:24:15.481 --> 00:24:17.383
a survivor style series.

00:24:17.403 --> 00:24:19.282
You get kicked out of the physical therapy

00:24:19.324 --> 00:24:21.664
clinic if you don't, you know,

00:24:21.684 --> 00:24:22.984
we do competitions,

00:24:23.025 --> 00:24:25.926
we create teams and alliances and all the

00:24:26.007 --> 00:24:26.886
secret stuff.

00:24:28.827 --> 00:24:31.490
We could, I mean, you Mr. Beastify,

00:24:32.289 --> 00:24:35.772
the physical therapy experience to make it

00:24:35.833 --> 00:24:39.555
something you take it to fear factor you

00:24:39.615 --> 00:24:41.977
you bring in that kind of stuff like

00:24:42.557 --> 00:24:44.038
and there are plenty of things within the

00:24:44.057 --> 00:24:46.460
profession already i go back to you guys

00:24:46.500 --> 00:24:49.281
are desensitized to it but who the heck

00:24:49.321 --> 00:24:52.124
sees a seven inch monofilament needle that

00:24:52.144 --> 00:24:54.086
you're gonna stick into somebody's muscle

00:24:54.165 --> 00:24:56.686
right and poke it around and spin it

00:24:56.707 --> 00:24:57.327
and tweak it

00:24:59.090 --> 00:24:59.832
Tony,

00:25:00.813 --> 00:25:02.394
I know you saw the episode with Sean

00:25:02.413 --> 00:25:04.316
Pastouche.

00:25:04.695 --> 00:25:06.258
Eighty percent of his content is him on

00:25:06.278 --> 00:25:08.159
the Jersey Shore boardwalk with an

00:25:08.219 --> 00:25:10.781
A-frame, literally handwritten,

00:25:10.942 --> 00:25:12.262
asked me about health,

00:25:12.363 --> 00:25:13.284
asked me about fitness,

00:25:13.663 --> 00:25:14.965
and then he just lapel mics it up

00:25:14.986 --> 00:25:16.186
and has convos all day.

00:25:17.355 --> 00:25:18.455
And someone was like, oh, look,

00:25:18.536 --> 00:25:18.836
I don't know.

00:25:19.135 --> 00:25:20.897
Tony's getting dollar dollar bills.

00:25:20.917 --> 00:25:22.278
Cash, real cash.

00:25:22.959 --> 00:25:23.538
Cash money.

00:25:27.221 --> 00:25:28.442
For all the young kids watching,

00:25:28.522 --> 00:25:30.284
that is what cash money looks like.

00:25:30.624 --> 00:25:31.565
Can you Venmo me that?

00:25:31.884 --> 00:25:33.026
How do you Venmo me that?

00:25:34.166 --> 00:25:35.106
D three is a good idea.

00:25:36.388 --> 00:25:37.990
Which made me think of Sean Patush.

00:25:38.069 --> 00:25:40.272
What if you offer free gate assessments on

00:25:40.313 --> 00:25:40.752
the street?

00:25:40.772 --> 00:25:41.394
Your gate sucks.

00:25:41.413 --> 00:25:42.394
Changed my mind with the free gate

00:25:42.414 --> 00:25:42.775
assessment.

00:25:43.316 --> 00:25:43.516
I mean,

00:25:43.715 --> 00:25:47.220
this in Central Park for Columbus Circle,

00:25:47.259 --> 00:25:49.241
like an iconic place, Times Square.

00:25:50.701 --> 00:25:51.863
So this is the thing.

00:25:52.263 --> 00:25:54.766
When Dave first introduced that minutes

00:25:54.806 --> 00:25:56.887
ago, I was not aware of it.

00:25:57.388 --> 00:25:59.631
My immediate gut response is, ooh,

00:25:59.770 --> 00:26:01.573
that can be tricky because that could be

00:26:01.633 --> 00:26:04.095
perceived as you're taking advantage of

00:26:04.154 --> 00:26:06.136
people, you're making people look dumb.

00:26:06.958 --> 00:26:08.940
That can go in a negative direction really

00:26:08.980 --> 00:26:09.339
fast.

00:26:09.400 --> 00:26:13.503
But there are so many already media guys

00:26:13.604 --> 00:26:14.023
out there

00:26:14.744 --> 00:26:16.846
I could see a deal where you start

00:26:16.865 --> 00:26:18.507
the video, you see a gate,

00:26:18.626 --> 00:26:19.667
you run up to the person,

00:26:19.688 --> 00:26:20.508
and you're like, hey,

00:26:20.548 --> 00:26:22.229
would you be interested in, you know,

00:26:22.288 --> 00:26:23.450
and talking about this,

00:26:23.509 --> 00:26:24.769
or this is what I noticed, or hey,

00:26:24.869 --> 00:26:25.830
I'm Dave Kittle,

00:26:25.871 --> 00:26:27.211
licensed physical therapist,

00:26:27.251 --> 00:26:29.373
and I want to, you know, do this,

00:26:29.432 --> 00:26:32.433
or involve the person.

00:26:33.154 --> 00:26:34.454
There's the one where, like,

00:26:34.615 --> 00:26:37.696
they roll the basketball to a pedestrian,

00:26:37.737 --> 00:26:39.538
and then they try to shoot a basket,

00:26:39.577 --> 00:26:41.199
or they kick a soccer ball in the

00:26:41.219 --> 00:26:41.719
middle of the street.

00:26:41.739 --> 00:26:42.519
Great concentration of attention.

00:26:43.279 --> 00:26:45.861
Getting that person involved, I think,

00:26:45.901 --> 00:26:48.182
completely changes the dynamic and be

00:26:48.221 --> 00:26:49.823
like, oh, yeah, I had no idea.

00:26:50.182 --> 00:26:53.404
It's the Judge Judy angle,

00:26:53.444 --> 00:26:56.665
which is we'll settle your case and pay

00:26:56.705 --> 00:26:57.406
the judgment.

00:26:57.606 --> 00:26:59.448
You just let us film your court case.

00:27:00.627 --> 00:27:01.429
That was the whole idea.

00:27:01.489 --> 00:27:03.028
None of those people paid any of those

00:27:03.068 --> 00:27:05.049
judgments as long as we can use your

00:27:05.069 --> 00:27:05.611
information.

00:27:05.631 --> 00:27:07.391
All right, Tony,

00:27:07.431 --> 00:27:08.811
you shared something in the group chat.

00:27:08.832 --> 00:27:09.932
Looks like a big string of text.

00:27:09.952 --> 00:27:10.712
Let me bring it on the screen.

00:27:11.127 --> 00:27:12.036
Yeah, pull it up.

00:27:14.147 --> 00:27:15.388
And basically for, again,

00:27:15.409 --> 00:27:16.969
for people kind of watching, listening,

00:27:17.009 --> 00:27:18.509
this is the dry segment.

00:27:19.289 --> 00:27:20.549
This is the boring stuff,

00:27:20.609 --> 00:27:23.191
but this is from the CMS,

00:27:23.391 --> 00:27:24.951
like final rule proposal,

00:27:25.071 --> 00:27:26.752
I think for two thousand twenty seven.

00:27:27.292 --> 00:27:29.513
It's specifically talking about RTM

00:27:29.554 --> 00:27:30.374
services.

00:27:30.394 --> 00:27:33.075
So therapy practices had been billing RTM

00:27:33.095 --> 00:27:33.875
for a long time.

00:27:34.555 --> 00:27:36.536
Medicare effectively comes out and says,

00:27:36.655 --> 00:27:36.915
hey,

00:27:37.756 --> 00:27:39.957
we didn't realize RTM is going to be

00:27:40.017 --> 00:27:41.958
less expensive than we thought it was.

00:27:42.518 --> 00:27:44.659
Our original projections were that the

00:27:44.719 --> 00:27:47.180
equipment for RTM was more expensive.

00:27:47.700 --> 00:27:49.260
It's less than we expected.

00:27:49.721 --> 00:27:52.122
And what they're effectively saying is we

00:27:52.142 --> 00:27:54.182
want to consider lowering reimbursement

00:27:54.222 --> 00:27:55.763
because it doesn't cost as much.

00:27:55.784 --> 00:27:56.944
Yeah, that's a better one.

00:27:57.944 --> 00:28:01.346
So it says, we also are proposing updates.

00:28:01.486 --> 00:28:04.548
That means reductions to how the services

00:28:04.607 --> 00:28:08.328
are valued under the payment model.

00:28:08.429 --> 00:28:11.210
We understand the devices may be available

00:28:11.289 --> 00:28:13.830
at a reduced cost compared to our initial

00:28:13.990 --> 00:28:18.113
estimates.

00:28:18.153 --> 00:28:18.452
Go ahead.

00:28:18.472 --> 00:28:19.732
So the RTM company is out there.

00:28:20.253 --> 00:28:21.273
We all know a few of them.

00:28:21.814 --> 00:28:23.934
So are they contributing to even more

00:28:24.954 --> 00:28:26.236
payment reimbursement reductions?

00:28:28.143 --> 00:28:30.105
jimmy i don't i don't think they're

00:28:30.125 --> 00:28:33.147
contributing to it i think it's um how

00:28:33.188 --> 00:28:36.050
are they how are they not based on

00:28:36.070 --> 00:28:37.372
what you just said tony all right yeah

00:28:37.413 --> 00:28:39.355
walk me through this so rtm wasn't a

00:28:39.394 --> 00:28:42.758
thing it became a thing you're only going

00:28:42.778 --> 00:28:44.279
to get paid what a cup what what

00:28:44.319 --> 00:28:45.641
you know medicare says you're going to pay

00:28:45.661 --> 00:28:46.961
and everybody follows medicare but what

00:28:46.981 --> 00:28:48.364
and then so why is it why is

00:28:48.403 --> 00:28:49.845
it being reduced if they found that it's

00:28:49.865 --> 00:28:50.346
effective

00:28:51.690 --> 00:28:53.070
It's effective,

00:28:53.090 --> 00:28:55.030
but it doesn't cost as much as they

00:28:55.090 --> 00:28:55.551
expected.

00:28:55.892 --> 00:28:57.132
So the big picture.

00:28:57.231 --> 00:28:59.313
It doesn't cost as much to provide?

00:28:59.613 --> 00:29:01.453
When you look at the way Medicare

00:29:01.493 --> 00:29:03.335
establishes its rates,

00:29:03.835 --> 00:29:05.515
it's not just a simple,

00:29:05.976 --> 00:29:07.875
we're going to randomly pay you twenty

00:29:07.895 --> 00:29:09.717
seven dollars for a unit of nine seven

00:29:09.797 --> 00:29:10.217
one one zero.

00:29:10.777 --> 00:29:12.238
It's where are you located?

00:29:12.278 --> 00:29:14.118
So there's a geographical component.

00:29:14.259 --> 00:29:17.720
What are the established expenses that go

00:29:17.880 --> 00:29:19.401
into providing the service?

00:29:19.901 --> 00:29:21.061
What are the liabilities?

00:29:21.102 --> 00:29:24.064
What are the personal injury insurance?

00:29:24.104 --> 00:29:26.105
All of these factors come into play when

00:29:26.125 --> 00:29:27.946
they're establishing the fee schedule.

00:29:28.666 --> 00:29:30.667
When one of those factors changes

00:29:30.708 --> 00:29:32.549
dramatically, now theoretically,

00:29:33.609 --> 00:29:35.491
we're paying therapists more,

00:29:36.152 --> 00:29:38.093
the reimbursement should go up because

00:29:38.173 --> 00:29:39.894
that's a factor in calculating

00:29:39.934 --> 00:29:40.694
reimbursement.

00:29:40.994 --> 00:29:42.215
It hasn't happened that way.

00:29:43.017 --> 00:29:45.838
Conversely, when costs go down,

00:29:46.159 --> 00:29:47.180
they can reduce rates.

00:29:47.519 --> 00:29:48.461
Medicare is saying,

00:29:49.221 --> 00:29:50.922
Dave, if you're going to bill us,

00:29:51.122 --> 00:29:52.742
we're only going to allow this much

00:29:52.782 --> 00:29:53.182
profit.

00:29:53.583 --> 00:29:53.923
I mean,

00:29:54.003 --> 00:29:56.164
it's basic price fixing at its best.

00:29:56.204 --> 00:29:57.986
Like there's no, it's price controls,

00:29:58.046 --> 00:29:58.766
it's rent controls,

00:29:58.826 --> 00:29:59.886
it's all that kind of stuff.

00:30:00.406 --> 00:30:01.647
This is where the government is,

00:30:01.708 --> 00:30:04.088
but they're paying billions of claims,

00:30:04.148 --> 00:30:04.409
you know,

00:30:04.449 --> 00:30:05.410
so this is what they have to do.

00:30:05.450 --> 00:30:06.371
Plus they don't have the money.

00:30:06.770 --> 00:30:08.471
They need to reduce costs.

00:30:08.951 --> 00:30:11.973
So yes, potentially inadvertently.

00:30:12.733 --> 00:30:14.753
The RTM companies are trying to save

00:30:14.794 --> 00:30:16.835
clinicians money and improve clinicians'

00:30:16.914 --> 00:30:19.915
profit margins, so they reduce the cost.

00:30:20.715 --> 00:30:22.935
But what happens is the payer says, oh,

00:30:23.256 --> 00:30:24.356
I'm going to take that money.

00:30:24.497 --> 00:30:25.797
You're not going to get that money as

00:30:25.817 --> 00:30:26.317
a profit.

00:30:26.436 --> 00:30:27.517
That's what they're proposing.

00:30:27.537 --> 00:30:28.777
Yeah.

00:30:28.837 --> 00:30:30.978
What I'm putting here, though,

00:30:31.357 --> 00:30:33.759
is don't look at this at face value.

00:30:33.798 --> 00:30:35.219
Let's go three levels deep.

00:30:35.878 --> 00:30:38.099
What is this really telling us about the

00:30:38.319 --> 00:30:40.382
philosophy, the mindset,

00:30:40.761 --> 00:30:43.462
the motivations behind CMS?

00:30:43.943 --> 00:30:46.065
CMS isn't looking for you to make more

00:30:46.125 --> 00:30:46.384
money.

00:30:46.865 --> 00:30:48.946
CMS isn't looking for the efficiencies to

00:30:48.987 --> 00:30:49.987
go to the provider.

00:30:50.027 --> 00:30:51.647
They're looking for the efficiencies to

00:30:51.688 --> 00:30:53.328
help them balance their budget.

00:30:54.009 --> 00:30:56.090
And when we see therapists battling for

00:30:56.151 --> 00:30:57.330
higher reimbursement,

00:30:57.652 --> 00:30:59.792
it's falling on deaf ears because nobody

00:30:59.833 --> 00:31:01.073
is going to pay you more for the

00:31:01.114 --> 00:31:01.794
stuff you're doing.

00:31:03.492 --> 00:31:05.894
I think we can extrapolate that out and

00:31:05.934 --> 00:31:07.215
we can say, well, wait a minute,

00:31:07.836 --> 00:31:10.897
if RTM platforms are becoming less

00:31:10.958 --> 00:31:11.638
expensive,

00:31:11.699 --> 00:31:13.579
Medicare sees that they're gonna lower

00:31:13.619 --> 00:31:15.240
reimbursement for the service,

00:31:15.902 --> 00:31:17.663
what happens when Hinge Health,

00:31:18.083 --> 00:31:20.805
Sword Health shows Medicare, hey,

00:31:21.286 --> 00:31:23.346
we can treat thousands of patients for a

00:31:23.467 --> 00:31:25.969
fraction of the cost that Dave and Jimmy

00:31:26.009 --> 00:31:28.089
and Tony- It goes even lower.

00:31:28.250 --> 00:31:30.112
Yeah, like absolutely.

00:31:30.412 --> 00:31:32.673
Again, inadvertently, potentially,

00:31:33.334 --> 00:31:35.435
But that gives them justification.

00:31:35.455 --> 00:31:37.758
And then you go the third level deep.

00:31:38.298 --> 00:31:40.059
We look at the clinical research.

00:31:40.721 --> 00:31:43.042
Clinical research says, hey,

00:31:43.163 --> 00:31:45.806
total knee replacement outcomes over a

00:31:45.865 --> 00:31:49.028
population are just as good with an

00:31:49.209 --> 00:31:52.231
unsupervised home exercise program as they

00:31:52.271 --> 00:31:53.854
are if you sent every one of those

00:31:53.894 --> 00:31:55.055
people to physical therapy.

00:31:55.819 --> 00:31:59.803
And so now we have clinical justification,

00:32:00.523 --> 00:32:03.625
documented peer-reviewed journal articles

00:32:03.645 --> 00:32:06.729
that are showing you don't need twelve,

00:32:06.749 --> 00:32:07.308
fifteen,

00:32:07.348 --> 00:32:09.250
twenty-four physical therapy visits

00:32:09.371 --> 00:32:10.771
one-on-one with a physical therapist.

00:32:11.011 --> 00:32:13.334
Most of you will do fine with a

00:32:13.374 --> 00:32:15.375
couple pictures and sent home.

00:32:16.375 --> 00:32:17.656
It's called Jevons Paradox.

00:32:17.676 --> 00:32:19.557
It's when something becomes more efficient

00:32:19.597 --> 00:32:21.279
to use, we don't use less of it,

00:32:21.319 --> 00:32:22.140
we use more of it.

00:32:22.580 --> 00:32:23.240
Like coal.

00:32:23.381 --> 00:32:24.962
We found out how to make coal efficient.

00:32:25.663 --> 00:32:26.624
So we didn't use less coal.

00:32:26.644 --> 00:32:27.664
We're like, oh, it's more efficient,

00:32:27.684 --> 00:32:28.605
so we'll just use it here.

00:32:28.846 --> 00:32:30.247
We started using it everywhere, right?

00:32:30.307 --> 00:32:31.748
Trains and buildings and heating our

00:32:31.768 --> 00:32:31.968
homes.

00:32:31.988 --> 00:32:33.588
It was like, let's use more of it.

00:32:34.490 --> 00:32:36.111
But if you sell coal,

00:32:36.131 --> 00:32:37.352
you have to sell more to make the

00:32:37.392 --> 00:32:38.452
same amount of money.

00:32:38.873 --> 00:32:40.513
Now we're coal because we're more

00:32:40.534 --> 00:32:42.596
efficient or the thing that we provide,

00:32:42.615 --> 00:32:43.696
but you can provide in several different

00:32:43.737 --> 00:32:44.676
ways, is more efficient.

00:32:45.018 --> 00:32:47.720
The price per nugget of coal or per

00:32:47.839 --> 00:32:49.580
unit of physical therapy would go down,

00:32:49.780 --> 00:32:50.582
I guess it sounds like.

00:32:51.762 --> 00:32:52.503
And so, in other words,

00:32:52.763 --> 00:32:54.605
owners could continue to get squeezed

00:32:55.045 --> 00:32:58.165
implementing and using this whole RTM

00:32:58.185 --> 00:32:58.446
service,

00:32:58.467 --> 00:33:00.968
which I respect anyone that's in the game,

00:33:01.928 --> 00:33:04.589
but I don't want anything to do with

00:33:04.690 --> 00:33:05.109
RTM.

00:33:05.309 --> 00:33:07.171
And this is another reason why this whole

00:33:07.211 --> 00:33:08.250
thing is a race to the bottom.

00:33:08.652 --> 00:33:10.011
It doesn't matter if it's outpatient or

00:33:10.071 --> 00:33:11.173
in-home PT visits,

00:33:11.212 --> 00:33:12.554
whatever unit you're talking about,

00:33:12.574 --> 00:33:14.894
whatever billable units or the whole RTM

00:33:14.914 --> 00:33:15.214
thing.

00:33:16.811 --> 00:33:19.532
Medicare and then obviously the adjacent

00:33:19.553 --> 00:33:21.213
connection of like the commercial payers

00:33:21.233 --> 00:33:22.993
that then kind of model a lot of

00:33:23.013 --> 00:33:24.894
their future payment off of Medicare and

00:33:24.934 --> 00:33:25.355
CMS.

00:33:26.336 --> 00:33:27.996
You got someone else setting your your fee

00:33:28.036 --> 00:33:28.476
schedule.

00:33:29.336 --> 00:33:30.757
So yeah,

00:33:30.817 --> 00:33:32.758
don't complain when they pull the rug out

00:33:33.018 --> 00:33:34.898
and they continue to squeeze you.

00:33:34.919 --> 00:33:35.618
Yeah.

00:33:36.387 --> 00:33:38.650
so this this is where we see the

00:33:38.869 --> 00:33:41.551
the alignment of incentives kind of go

00:33:41.672 --> 00:33:45.193
opposite directions you know like now so

00:33:45.253 --> 00:33:46.816
the practice owners are going to be like

00:33:46.836 --> 00:33:48.297
well i don't want to be more efficient

00:33:48.336 --> 00:33:50.097
because the more efficient i am the less

00:33:50.137 --> 00:33:52.460
the less my reimbursement is

00:33:53.200 --> 00:33:55.421
software companies are like we can't

00:33:55.441 --> 00:33:57.662
charge less because if we charge less the

00:33:57.701 --> 00:34:00.323
payer will pay less like it doesn't help

00:34:00.363 --> 00:34:02.223
the provider for us to provide you

00:34:02.284 --> 00:34:04.285
efficiencies and you see that in

00:34:04.325 --> 00:34:06.145
government departments everywhere my

00:34:06.226 --> 00:34:08.447
budget you know is set if i don't

00:34:08.586 --> 00:34:10.527
use my budget i lose my budget so

00:34:10.568 --> 00:34:12.148
i need to spend more money i need

00:34:12.188 --> 00:34:14.409
to throw money out the door the first

00:34:14.449 --> 00:34:17.251
time i ran a radio station there was

00:34:17.291 --> 00:34:18.570
another guy who ran a different radio

00:34:18.610 --> 00:34:20.711
station same building same company he sort

00:34:20.731 --> 00:34:21.592
of took me under his wing it was

00:34:21.632 --> 00:34:21.833
like

00:34:22.860 --> 00:34:23.840
This is how we do budget.

00:34:24.481 --> 00:34:25.101
The first year,

00:34:25.141 --> 00:34:26.621
he sort of walked me through each process

00:34:27.161 --> 00:34:28.583
and didn't just show me what to do.

00:34:28.862 --> 00:34:30.264
He gave me the reasoning behind it,

00:34:30.623 --> 00:34:32.204
which is, that's the gold, right?

00:34:32.224 --> 00:34:33.244
It's not just tell me what to do

00:34:33.385 --> 00:34:34.364
once, then I need you forever.

00:34:35.045 --> 00:34:36.206
And he taught me that.

00:34:36.826 --> 00:34:37.806
I was like, no, look at this.

00:34:37.865 --> 00:34:39.527
I'm going to make the GM super happy.

00:34:40.286 --> 00:34:41.807
Because I didn't spend all the money.

00:34:41.867 --> 00:34:42.568
And he looks at me, he goes,

00:34:42.728 --> 00:34:44.168
my man, spend the money.

00:34:44.228 --> 00:34:45.088
I'm like, but why?

00:34:45.108 --> 00:34:46.230
And he goes, because they're going to say,

00:34:46.250 --> 00:34:48.170
then if you save thirty percent,

00:34:48.190 --> 00:34:49.911
then you need less thirty percent less

00:34:50.271 --> 00:34:50.690
next year.

00:34:51.172 --> 00:34:53.253
My incentive was not the same because he's

00:34:53.273 --> 00:34:53.472
like,

00:34:53.492 --> 00:34:55.092
you might need thirty percent more next

00:34:55.112 --> 00:34:56.273
year to get the same bang for the

00:34:56.293 --> 00:34:58.295
same for the same buck.

00:34:58.994 --> 00:34:59.614
But you don't know.

00:34:59.635 --> 00:35:00.315
And if you don't got it,

00:35:00.335 --> 00:35:01.036
you can't do it.

00:35:01.556 --> 00:35:03.077
And I remember just sitting there in my

00:35:03.137 --> 00:35:05.097
chair thinking this can't be right.

00:35:05.518 --> 00:35:05.918
It was right.

00:35:06.757 --> 00:35:08.719
If you put Scott's comment back up there,

00:35:09.221 --> 00:35:10.541
same thing, you know,

00:35:10.902 --> 00:35:13.784
logically pay the people more that save

00:35:13.824 --> 00:35:15.065
you the most money.

00:35:15.746 --> 00:35:16.367
Absolutely.

00:35:16.628 --> 00:35:19.010
This isn't a logical system, you know,

00:35:19.190 --> 00:35:21.172
and even in the past when I've researched

00:35:21.213 --> 00:35:22.954
topics like this, not just Medicare,

00:35:22.994 --> 00:35:24.175
but other commercial payers,

00:35:24.215 --> 00:35:26.157
there are rules in place.

00:35:26.777 --> 00:35:29.019
that the insurance company has to pay a

00:35:29.079 --> 00:35:33.282
portion out of the profits they can keep.

00:35:33.583 --> 00:35:34.943
The higher they pay out,

00:35:34.983 --> 00:35:36.925
the higher the profit they can keep.

00:35:37.684 --> 00:35:40.967
But it's not worth bothering for a twenty

00:35:41.007 --> 00:35:42.949
seven dollar unit of therapy, right?

00:35:43.369 --> 00:35:45.610
I want to pay for more hearts and

00:35:45.650 --> 00:35:48.192
more lungs and more joint replacements and

00:35:48.211 --> 00:35:49.672
more big ticket items.

00:35:49.693 --> 00:35:51.273
Don't waste my time with a bunch of

00:35:51.313 --> 00:35:53.775
little ticky tacky therapy visits.

00:35:54.487 --> 00:35:55.309
Tony, a minute ago,

00:35:55.429 --> 00:35:57.329
let's just show you how you can just

00:35:57.369 --> 00:35:57.989
have an idea,

00:35:58.050 --> 00:35:59.751
make an idea where we are in the

00:35:59.771 --> 00:35:59.971
world.

00:36:00.532 --> 00:36:02.413
You mentioned nine, seven, one, one, oh,

00:36:02.552 --> 00:36:02.873
earlier.

00:36:02.932 --> 00:36:04.074
You just said the code, right?

00:36:04.153 --> 00:36:04.634
And to you,

00:36:04.693 --> 00:36:06.014
you can rattle that code off.

00:36:06.215 --> 00:36:07.056
I hear that code.

00:36:07.556 --> 00:36:09.597
And we were talking about nostalgia and

00:36:09.657 --> 00:36:11.518
He-Man and Mystery Science Theater three

00:36:11.557 --> 00:36:11.898
thousand.

00:36:12.259 --> 00:36:14.199
I brought back my Etsy shop just a

00:36:14.219 --> 00:36:14.980
couple of weeks ago.

00:36:15.420 --> 00:36:17.242
And instantly I just I was like, well,

00:36:17.282 --> 00:36:19.402
we need like we need a Beverly Hills

00:36:19.443 --> 00:36:19.922
nine or two.

00:36:19.963 --> 00:36:20.724
I know mock up.

00:36:21.164 --> 00:36:23.365
of physical therapies, nine, seven, one,

00:36:23.465 --> 00:36:23.806
one, oh.

00:36:23.925 --> 00:36:25.927
And you can just generate that with just

00:36:25.947 --> 00:36:27.168
a couple of words and a prompt.

00:36:27.208 --> 00:36:28.630
And I was like, yeah,

00:36:28.670 --> 00:36:30.751
that is very similar to that TV show

00:36:30.771 --> 00:36:32.072
that we all watched growing up.

00:36:32.773 --> 00:36:34.074
Dave, what's your zip code,

00:36:34.094 --> 00:36:37.096
where your clinic is?

00:36:37.235 --> 00:36:39.697
One, zero, zero, one, nine.

00:36:39.737 --> 00:36:43.800
So we need gate one, zero, one, whatever.

00:36:43.960 --> 00:36:44.201
No, see,

00:36:44.221 --> 00:36:45.842
I think zip codes in New York City

00:36:45.922 --> 00:36:46.382
are not...

00:36:47.556 --> 00:36:48.757
what they are in Beverly Hills,

00:36:48.918 --> 00:36:51.378
you would do two, one, two.

00:36:51.398 --> 00:36:53.119
That's the number of like, where,

00:36:53.159 --> 00:36:54.320
like back in the day where you were

00:36:54.380 --> 00:36:55.221
from, it's like, where are you?

00:36:55.260 --> 00:36:56.621
Two, one, two or seven, one, eight.

00:36:56.661 --> 00:36:57.342
Like, what are you?

00:36:57.422 --> 00:36:58.623
Or, you know, like, where are you?

00:36:58.682 --> 00:36:59.842
Nine one, four, like, oh man,

00:36:59.862 --> 00:37:00.824
you might as well be in Canada.

00:37:01.103 --> 00:37:02.505
Like in New York, it's more,

00:37:02.684 --> 00:37:04.585
it was more area codes like for phones.

00:37:04.686 --> 00:37:06.106
I think his,

00:37:06.306 --> 00:37:08.547
his gate segment would be gate two, one,

00:37:08.588 --> 00:37:08.768
two.

00:37:09.280 --> 00:37:09.581
Yes.

00:37:10.101 --> 00:37:11.023
Yes, that's it.

00:37:11.724 --> 00:37:13.565
Wouldn't it be better to say walk or

00:37:13.606 --> 00:37:14.847
walking instead of gate?

00:37:15.108 --> 00:37:15.327
Yes,

00:37:15.588 --> 00:37:17.030
I believe that more consumers know what

00:37:17.050 --> 00:37:17.690
gate means,

00:37:18.331 --> 00:37:21.295
but I also feel like it makes it

00:37:21.335 --> 00:37:22.818
seem more sophisticated than it is.

00:37:22.838 --> 00:37:23.739
And that's sort of what you want.

00:37:23.818 --> 00:37:25.280
A little bit of sophistication.

00:37:26.422 --> 00:37:27.943
That's for my clientele.

00:37:27.983 --> 00:37:28.744
Yes, you're right.

00:37:29.625 --> 00:37:30.766
Central Park gate, gate.

00:37:31.507 --> 00:37:32.668
I still think you should do it like

00:37:32.688 --> 00:37:34.068
in iconic locations.

00:37:34.389 --> 00:37:34.869
You know what I mean?

00:37:34.909 --> 00:37:36.592
So people instantly know this is somewhere

00:37:36.612 --> 00:37:36.891
cool.

00:37:36.931 --> 00:37:38.574
Like, you know, on the lawn,

00:37:38.673 --> 00:37:40.574
the great lawn at Central Park or next

00:37:40.614 --> 00:37:41.536
to a statue.

00:37:41.596 --> 00:37:43.518
New York's got a load of statues you

00:37:43.538 --> 00:37:43.697
could.

00:37:44.298 --> 00:37:46.161
What about if they're iconic,

00:37:46.380 --> 00:37:48.682
like G-A-T-E, gate.

00:37:49.443 --> 00:37:51.184
If you're doing gate through the gate.

00:37:51.989 --> 00:37:54.329
in central park or gate you know something

00:37:54.670 --> 00:37:56.951
play on words like that before i get

00:37:56.990 --> 00:37:58.751
too far away so back real quick to

00:37:58.771 --> 00:38:01.112
that twenty twenty seven proposal the

00:38:01.311 --> 00:38:03.952
other big barrier coming down the line for

00:38:04.213 --> 00:38:05.034
uh rtm

00:38:06.050 --> 00:38:08.210
There were companies that came on the

00:38:08.231 --> 00:38:09.271
market and said, hey,

00:38:09.931 --> 00:38:11.733
don't bother your physical therapist with

00:38:11.773 --> 00:38:12.092
this.

00:38:12.213 --> 00:38:13.273
We'll handle it.

00:38:13.514 --> 00:38:14.875
Contract with us.

00:38:15.014 --> 00:38:16.496
We'll provide the software.

00:38:16.536 --> 00:38:17.896
We'll provide the support.

00:38:18.617 --> 00:38:20.978
Our people will do the monitoring and your

00:38:20.998 --> 00:38:22.278
people can bill for it.

00:38:22.719 --> 00:38:24.340
and then you just pay us a portion

00:38:24.440 --> 00:38:25.621
of the reimbursement.

00:38:26.661 --> 00:38:29.382
Another proposal is Medicare does not want

00:38:29.422 --> 00:38:30.023
to see that.

00:38:30.063 --> 00:38:31.983
They want your therapist doing the

00:38:32.043 --> 00:38:35.246
monitoring if your therapists are billing

00:38:35.286 --> 00:38:35.666
for it.

00:38:36.626 --> 00:38:37.626
So these are W- two,

00:38:37.666 --> 00:38:39.307
you can't go to ten ninety nine anymore.

00:38:39.829 --> 00:38:40.070
Right.

00:38:40.771 --> 00:38:41.331
Oh, you know what?

00:38:41.431 --> 00:38:42.871
And now Scott's got me thinking.

00:38:42.911 --> 00:38:44.213
He said Walking Two One Two is a

00:38:44.253 --> 00:38:44.833
much better name.

00:38:45.432 --> 00:38:48.894
The iconic Dustin Hoffman clip from I

00:38:48.914 --> 00:38:50.715
don't even know what movie it's from where

00:38:50.735 --> 00:38:52.097
he's walking across the street.

00:38:52.717 --> 00:38:54.498
The story behind it is they were shooting

00:38:54.538 --> 00:38:55.239
a scene in New York,

00:38:55.259 --> 00:38:56.940
but they didn't actually block off the

00:38:56.980 --> 00:38:57.639
street properly.

00:38:57.920 --> 00:39:00.922
So a cab almost ran over Robert Redford

00:39:01.041 --> 00:39:02.003
and Dustin Hoffman,

00:39:02.302 --> 00:39:03.824
and he slams his hands down on the

00:39:03.844 --> 00:39:04.143
hood.

00:39:04.204 --> 00:39:05.445
Hey, I'm walking here.

00:39:06.847 --> 00:39:07.748
And they kept it in the movie.

00:39:08.210 --> 00:39:08.349
Right.

00:39:08.369 --> 00:39:08.710
They kept it.

00:39:08.730 --> 00:39:09.451
The movie was a real take.

00:39:09.670 --> 00:39:10.632
I'm walking here.

00:39:11.012 --> 00:39:12.634
Might be worth because it's I mean,

00:39:12.673 --> 00:39:13.815
it drips New York.

00:39:13.856 --> 00:39:13.976
Right.

00:39:13.996 --> 00:39:15.297
He even says it in the accent in

00:39:15.317 --> 00:39:16.579
the in the New York City accent.

00:39:18.079 --> 00:39:18.940
That could be your intro.

00:39:19.041 --> 00:39:20.163
Like if you were doing it in radio,

00:39:20.422 --> 00:39:21.643
that would be the drop I would put

00:39:21.664 --> 00:39:22.465
at the beginning of everything.

00:39:22.485 --> 00:39:23.927
I would just program it once,

00:39:23.987 --> 00:39:25.168
push a button, start it,

00:39:25.228 --> 00:39:26.068
and then the video would play.

00:39:26.369 --> 00:39:27.010
Now we're getting to it.

00:39:28.182 --> 00:39:30.884
I need to figure out the whole Judy

00:39:31.204 --> 00:39:31.965
with the pancakes.

00:39:32.105 --> 00:39:34.465
I need to figure out how her editor,

00:39:34.666 --> 00:39:35.985
because I looked on her account,

00:39:36.246 --> 00:39:37.266
they only have like three hundred

00:39:37.286 --> 00:39:37.927
something posts.

00:39:38.067 --> 00:39:39.788
So like every post is like an edited

00:39:40.788 --> 00:39:43.088
post of like another viral hook in the

00:39:43.108 --> 00:39:43.510
beginning.

00:39:43.570 --> 00:39:45.050
And then it's then it segues to Judy.

00:39:45.070 --> 00:39:46.851
I mean,

00:39:46.871 --> 00:39:48.931
that's the Instagram is showing you

00:39:48.952 --> 00:39:52.512
because they allow a remix feature unless

00:39:52.534 --> 00:39:54.514
you turn off the ability for your video

00:39:54.534 --> 00:39:55.434
to be remixed.

00:39:56.434 --> 00:39:58.434
It behooves you to let it be remixed

00:39:58.474 --> 00:40:00.436
because now a part of your video is

00:40:00.456 --> 00:40:01.597
going to a different audience.

00:40:01.657 --> 00:40:03.358
So that's their strategy.

00:40:03.978 --> 00:40:06.561
That's Judy's strategy is take a thing

00:40:06.581 --> 00:40:09.643
that's getting popular, steal it,

00:40:09.682 --> 00:40:11.284
and figure out how to twist it for

00:40:11.324 --> 00:40:11.965
pancakes.

00:40:12.666 --> 00:40:14.166
I don't think they're using that feature,

00:40:14.206 --> 00:40:14.407
though.

00:40:14.844 --> 00:40:16.664
Do you think they're just dropping the

00:40:16.724 --> 00:40:17.045
video?

00:40:17.085 --> 00:40:19.487
It looks like a totally different – it's

00:40:19.788 --> 00:40:21.809
edited way better than just the remix.

00:40:21.849 --> 00:40:23.070
They use a video ripper,

00:40:23.389 --> 00:40:24.831
which is a program that can take the

00:40:24.931 --> 00:40:26.371
URL, figure the video out.

00:40:26.411 --> 00:40:27.913
I did one yesterday to show someone an

00:40:27.932 --> 00:40:28.434
example.

00:40:28.494 --> 00:40:29.875
Somebody – I won't say who – put

00:40:29.914 --> 00:40:30.474
up a video.

00:40:30.956 --> 00:40:32.416
They asked me for input.

00:40:32.737 --> 00:40:33.277
I gave it.

00:40:33.717 --> 00:40:36.079
I told them what their team would –

00:40:35.559 --> 00:40:38.920
I said, your team will do this.

00:40:39.161 --> 00:40:40.422
I think you should do this and this

00:40:40.521 --> 00:40:40.862
or this.

00:40:41.666 --> 00:40:42.788
They put out the video yesterday.

00:40:42.907 --> 00:40:43.869
They did the thing I said.

00:40:43.889 --> 00:40:44.489
I'm like,

00:40:44.509 --> 00:40:46.331
your team will do a C-minus job.

00:40:46.670 --> 00:40:47.632
They will do the thing.

00:40:47.891 --> 00:40:49.193
They will do mayonnaise flavored ice

00:40:49.233 --> 00:40:49.492
cream.

00:40:50.293 --> 00:40:52.596
And then I use the screen recorder because

00:40:52.615 --> 00:40:53.836
I didn't care about like high quality.

00:40:53.856 --> 00:40:54.898
I just want to show an example.

00:40:55.378 --> 00:40:57.139
I use the on-camera screen recorder.

00:40:57.639 --> 00:40:59.501
and then edited it in my app and

00:40:59.521 --> 00:41:00.641
then gave it to a friend and go,

00:41:00.721 --> 00:41:01.461
which one's better?

00:41:01.481 --> 00:41:02.382
And she's like, well,

00:41:02.402 --> 00:41:03.202
that one looks boring.

00:41:03.242 --> 00:41:04.302
I was like, yeah.

00:41:04.402 --> 00:41:05.163
And I bet you if you look at

00:41:05.182 --> 00:41:06.664
the retention graph of that video,

00:41:07.063 --> 00:41:09.525
it's a cliff because the first three

00:41:09.585 --> 00:41:10.585
seconds are garbage.

00:41:10.985 --> 00:41:12.505
The first ten seconds were garbage.

00:41:12.525 --> 00:41:13.467
I'm like, that's a mess.

00:41:13.746 --> 00:41:14.007
But yeah,

00:41:14.067 --> 00:41:16.527
Judy's got the Judy's Judy and Judy's

00:41:16.708 --> 00:41:17.367
Judy's Cafe.

00:41:17.407 --> 00:41:18.608
If you don't know, just go on Instagram,

00:41:18.648 --> 00:41:19.208
look for Judy.

00:41:19.829 --> 00:41:23.150
She's this pancake house owner who has no

00:41:23.231 --> 00:41:23.791
business

00:41:24.813 --> 00:41:26.974
now being a tourist destination for people

00:41:27.014 --> 00:41:27.954
from miles around,

00:41:28.034 --> 00:41:30.894
making a detour to go have pancakes at

00:41:30.914 --> 00:41:32.096
her little pancake shop.

00:41:32.175 --> 00:41:32.735
It's brilliant.

00:41:33.295 --> 00:41:34.577
Because what do you think the cost of

00:41:34.617 --> 00:41:34.996
that is?

00:41:35.056 --> 00:41:38.338
It's a couple hours of that editor's time

00:41:38.378 --> 00:41:41.739
per week finding a formula and then, okay,

00:41:42.159 --> 00:41:43.039
tell me what to do,

00:41:43.219 --> 00:41:43.800
how to do it.

00:41:43.920 --> 00:41:45.041
Someone needs to shoot it on site.

00:41:45.481 --> 00:41:46.521
Editor doesn't need to be there.

00:41:46.802 --> 00:41:47.981
The same person doesn't need to be good

00:41:48.021 --> 00:41:48.641
at both things.

00:41:49.023 --> 00:41:49.882
It's a brilliant strategy.

00:41:52.012 --> 00:41:52.454
Don't look.

00:41:52.594 --> 00:41:54.914
Guess how many Google reviews that Judy's

00:41:54.974 --> 00:41:57.115
Pancake House has on Google right now.

00:41:59.777 --> 00:42:00.197
I don't know.

00:42:00.338 --> 00:42:00.898
A thousand?

00:42:00.998 --> 00:42:01.217
No.

00:42:01.898 --> 00:42:02.878
For you to ask that question,

00:42:02.898 --> 00:42:03.659
it's going to be like a thousand.

00:42:03.679 --> 00:42:05.139
Yeah.

00:42:05.880 --> 00:42:07.782
Closer to a thousand.

00:42:08.061 --> 00:42:09.782
One thousand three hundred and sixty-three

00:42:09.963 --> 00:42:10.422
Google reviews.

00:42:10.443 --> 00:42:11.824
For a pancake shop in where?

00:42:11.864 --> 00:42:12.344
Where is it?

00:42:13.005 --> 00:42:13.605
In like...

00:42:15.206 --> 00:42:17.567
galesburg illinois which i don't know

00:42:17.666 --> 00:42:20.068
respectfully sounds like anywhere there's

00:42:20.289 --> 00:42:23.831
gonna be a sign welcome to galesburg

00:42:23.871 --> 00:42:26.472
illinois home of judy's pancakes that's

00:42:26.512 --> 00:42:27.813
what's gonna be on the sign because she's

00:42:28.012 --> 00:42:30.134
quite literally putting them on the map

00:42:30.193 --> 00:42:31.375
people are going out of their way to

00:42:31.394 --> 00:42:32.934
be like it's like a bucky's it's like

00:42:32.974 --> 00:42:34.655
we gotta go and we're gonna meet judy

00:42:34.755 --> 00:42:36.237
look i'm with judy look at judy it's

00:42:37.277 --> 00:42:40.918
it's way closer to iowa than chicago that

00:42:40.958 --> 00:42:41.760
might tell you enough

00:42:43.293 --> 00:42:45.554
And she wears the same weird,

00:42:45.795 --> 00:42:47.655
ridiculous little glasses.

00:42:47.996 --> 00:42:49.056
That's a visual hook.

00:42:49.197 --> 00:42:50.237
That is not an accident.

00:42:50.518 --> 00:42:52.619
That is completely on purpose.

00:42:53.041 --> 00:42:54.041
She stands out.

00:42:54.461 --> 00:42:54.862
Boom.

00:42:55.402 --> 00:42:56.884
Two-tenths of a second into a video,

00:42:56.903 --> 00:42:58.764
I'm like, I don't even know this lady.

00:42:58.985 --> 00:42:59.865
What did Judy do now?

00:42:59.985 --> 00:43:01.867
What is Judy doing now?

00:43:01.907 --> 00:43:03.668
What is this crazy thing that she's doing

00:43:03.688 --> 00:43:03.949
now?

00:43:03.969 --> 00:43:06.550
And everyone's laughing here,

00:43:06.610 --> 00:43:07.592
and we're loving this.

00:43:07.652 --> 00:43:09.172
And this is the...

00:43:10.313 --> 00:43:12.634
upside of doing stuff differently and but

00:43:12.673 --> 00:43:14.554
then consistently doing it differently

00:43:14.994 --> 00:43:16.333
right so you're we're talking i'm talking

00:43:16.373 --> 00:43:18.275
about her i looked up her google reviews

00:43:18.574 --> 00:43:20.255
we're talking about how many posts she has

00:43:20.275 --> 00:43:23.096
on instagram the follower count is insane

00:43:23.195 --> 00:43:25.275
i think it's like follower account five

00:43:25.295 --> 00:43:26.876
hundred thousand or seven hundred thousand

00:43:26.916 --> 00:43:30.476
followers pancake shop in whatever's

00:43:30.536 --> 00:43:32.538
middle middle of you know where illinois

00:43:33.572 --> 00:43:35.514
You're you're mentioning her sunglasses.

00:43:36.175 --> 00:43:39.077
I'm thinking like every video starts as

00:43:39.376 --> 00:43:42.179
some random hook of another video and then

00:43:42.239 --> 00:43:43.300
it segues into her.

00:43:43.800 --> 00:43:45.041
And then she you know what she does

00:43:45.081 --> 00:43:46.242
in a lot of the videos.

00:43:46.862 --> 00:43:47.583
What is she like?

00:43:47.603 --> 00:43:48.963
What is like her part of the video?

00:43:49.324 --> 00:43:49.804
I'm Judith.

00:43:49.824 --> 00:43:51.085
Hey, I'm Judy.

00:43:51.164 --> 00:43:54.847
And I don't know what else.

00:43:56.403 --> 00:43:57.423
Come buy some pancakes.

00:43:58.364 --> 00:44:00.927
It's like a call to action.

00:44:00.967 --> 00:44:02.427
It's like a mini sales pitch call to

00:44:02.507 --> 00:44:02.827
action.

00:44:03.449 --> 00:44:05.110
Or it's like, buy my pancakes.

00:44:05.869 --> 00:44:06.791
It'll be like other products.

00:44:06.911 --> 00:44:11.193
I think they have the pancake mix.

00:44:12.034 --> 00:44:13.396
They have their own packaged goods.

00:44:14.036 --> 00:44:14.916
I don't know,

00:44:14.976 --> 00:44:16.418
but I'm going to guess they probably sell

00:44:16.438 --> 00:44:16.818
it on their website.

00:44:16.838 --> 00:44:18.159
I think she's even smart enough to know

00:44:18.619 --> 00:44:19.619
there's a window here.

00:44:19.719 --> 00:44:21.581
This jumps the shark at some point.

00:44:22.242 --> 00:44:23.362
where people don't want to see this

00:44:23.382 --> 00:44:24.543
anymore, they engage less,

00:44:24.844 --> 00:44:25.643
I got to cash in on this as

00:44:25.664 --> 00:44:26.364
quickly as possible.

00:44:26.684 --> 00:44:27.246
Good for her.

00:44:27.686 --> 00:44:28.706
Good for her.

00:44:30.248 --> 00:44:31.007
Excited for Judy.

00:44:31.949 --> 00:44:34.230
All right, finish your thoughts on RTM.

00:44:34.269 --> 00:44:36.291
Scott, it looks like you left him hanging.

00:44:38.132 --> 00:44:39.673
Where did he say finish my thoughts about

00:44:39.733 --> 00:44:39.793
RTM?

00:44:39.813 --> 00:44:40.775
Finish your thoughts on RTM.

00:44:40.815 --> 00:44:41.795
He doesn't even know who Judy is.

00:44:42.115 --> 00:44:43.536
Me and Dave went on a Judy diatribe.

00:44:44.570 --> 00:44:45.090
Yeah,

00:44:45.192 --> 00:44:46.833
I think RTM is in line for some

00:44:46.853 --> 00:44:47.492
big changes.

00:44:47.552 --> 00:44:48.853
We don't know what the changes are going

00:44:48.873 --> 00:44:49.074
to be.

00:44:49.135 --> 00:44:50.516
These are the proposals.

00:44:50.556 --> 00:44:54.038
The proposals don't often work out the way

00:44:54.077 --> 00:44:54.858
they expect it.

00:44:57.652 --> 00:44:59.554
Scott, I don't know if you're doing RTM.

00:44:59.753 --> 00:45:02.235
I know that we've tried multiple times.

00:45:02.396 --> 00:45:03.858
I love the RTM companies.

00:45:03.918 --> 00:45:05.418
I love the guys behind the companies.

00:45:06.099 --> 00:45:08.081
I just couldn't find a profitable way to

00:45:08.141 --> 00:45:08.541
do it,

00:45:09.101 --> 00:45:12.125
especially when I could just do one more

00:45:12.184 --> 00:45:14.365
visit in the month and pretty much make

00:45:14.405 --> 00:45:14.987
the same money.

00:45:15.668 --> 00:45:18.570
You know, for our style, our model,

00:45:18.610 --> 00:45:20.552
our treatment philosophy, RTM just,

00:45:20.811 --> 00:45:22.853
it wasn't something I could roll out

00:45:23.353 --> 00:45:24.574
effectively in my business.

00:45:26.646 --> 00:45:28.088
All right, we got about ten minutes left.

00:45:28.527 --> 00:45:29.869
Is there anything we didn't talk about?

00:45:29.989 --> 00:45:31.088
We started off with, like,

00:45:31.128 --> 00:45:32.550
the biggest problems in practice,

00:45:33.130 --> 00:45:34.490
moved to a little RTM,

00:45:34.530 --> 00:45:35.992
moved to a little Judy's Pancakes,

00:45:36.132 --> 00:45:36.771
which now I'm hungry.

00:45:36.791 --> 00:45:37.612
Now you're talking about pancakes.

00:45:37.632 --> 00:45:38.112
I'm a little hungry.

00:45:38.853 --> 00:45:40.735
I'll just mention that I think RTM

00:45:40.775 --> 00:45:43.119
respectfully is the biggest waste of time

00:45:43.219 --> 00:45:44.500
to make.

00:45:44.681 --> 00:45:46.563
Tony and I sometimes disagree and we're on

00:45:46.702 --> 00:45:47.423
opposite sides.

00:45:47.704 --> 00:45:48.644
And sometimes we're like right in the

00:45:48.664 --> 00:45:48.885
middle.

00:45:49.626 --> 00:45:51.007
And I agree with them that like,

00:45:51.208 --> 00:45:51.648
what is it like,

00:45:51.728 --> 00:45:53.690
three hundred dollars per patient per

00:45:53.731 --> 00:45:54.150
month or so?

00:45:54.251 --> 00:45:54.431
I mean,

00:45:54.451 --> 00:45:56.273
you got to be doing volumes of patients.

00:45:56.914 --> 00:45:59.195
to even make it make any sense.

00:45:59.215 --> 00:45:59.496
So yeah,

00:45:59.536 --> 00:46:02.097
why not just see like another in-person,

00:46:02.197 --> 00:46:03.057
in-office visit,

00:46:03.438 --> 00:46:05.059
which kind of detracts from like the whole

00:46:05.099 --> 00:46:06.820
reason why they're like implementing the

00:46:06.860 --> 00:46:07.981
remote therapeutic monitoring.

00:46:08.340 --> 00:46:10.081
So again, it's just so ridiculous.

00:46:11.023 --> 00:46:12.804
Practice owners, I mean, do the math.

00:46:13.463 --> 00:46:13.844
Look at what...

00:46:15.418 --> 00:46:16.759
obviously you want it to be helping

00:46:16.798 --> 00:46:17.259
patients,

00:46:17.318 --> 00:46:19.219
but like some of these RTM providers are

00:46:19.260 --> 00:46:19.460
like,

00:46:19.780 --> 00:46:21.440
we're going to send your Medicare

00:46:21.460 --> 00:46:22.141
beneficiaries,

00:46:22.161 --> 00:46:23.461
these automated text messages.

00:46:23.521 --> 00:46:24.882
And if they reply, yes,

00:46:25.003 --> 00:46:27.443
or I'm doing my home exercises, uh,

00:46:27.463 --> 00:46:29.143
that counts as like engagement.

00:46:29.585 --> 00:46:31.525
But then the actual Medicare beneficiary,

00:46:31.545 --> 00:46:33.266
there is no proof that they actually got

00:46:33.326 --> 00:46:34.847
off their butts, got off the couch,

00:46:34.867 --> 00:46:36.748
did a squat walk, did anything.

00:46:37.407 --> 00:46:38.889
It's just a complete joke.

00:46:41.070 --> 00:46:42.170
And I just like to put it out

00:46:42.210 --> 00:46:43.192
there where I stand.

00:46:43.472 --> 00:46:44.992
So if anyone's curious,

00:46:45.092 --> 00:46:45.974
that's my stance on it.

00:46:48.096 --> 00:46:49.536
I like the idea.

00:46:49.597 --> 00:46:50.777
And I think a lot of us do

00:46:50.838 --> 00:46:51.478
it naturally.

00:46:52.518 --> 00:46:53.800
We do it already.

00:46:53.860 --> 00:46:55.601
We have some version of it already.

00:46:55.661 --> 00:46:58.302
It's just not a billable event because it

00:46:58.322 --> 00:46:59.744
doesn't check all the boxes.

00:47:01.746 --> 00:47:03.206
But I text with my patients.

00:47:03.266 --> 00:47:05.009
I communicate with my patients.

00:47:05.789 --> 00:47:06.009
Uh,

00:47:06.028 --> 00:47:08.570
is the juice worth the squeeze for

00:47:08.610 --> 00:47:09.030
everything?

00:47:09.070 --> 00:47:09.532
For some people,

00:47:09.552 --> 00:47:10.692
it might be a lot of people that

00:47:10.711 --> 00:47:11.012
might not be.

00:47:11.052 --> 00:47:12.072
Yeah.

00:47:12.313 --> 00:47:13.434
I wanted it to be,

00:47:13.594 --> 00:47:14.914
I tried to make it.

00:47:15.416 --> 00:47:18.117
I just couldn't get the system to,

00:47:18.317 --> 00:47:19.038
to work for me.

00:47:20.563 --> 00:47:20.742
All right.

00:47:20.762 --> 00:47:21.804
You guys want to do parting shots?

00:47:21.864 --> 00:47:23.985
I'm going to be exhausted talking about

00:47:24.005 --> 00:47:24.264
another.

00:47:25.226 --> 00:47:27.286
Judy, I already want pancakes right now.

00:47:27.786 --> 00:47:27.967
All right.

00:47:28.027 --> 00:47:28.586
Parting shot.

00:47:29.728 --> 00:47:31.028
I think once again,

00:47:31.068 --> 00:47:32.650
we see the power of social media.

00:47:32.710 --> 00:47:34.110
We see the power of connections,

00:47:34.170 --> 00:47:35.971
whether we're trying to attract new

00:47:36.311 --> 00:47:38.393
therapists, receptionists.

00:47:39.152 --> 00:47:42.135
patience like whatever it is you you need

00:47:42.175 --> 00:47:44.858
to put yourself out there and you need

00:47:44.898 --> 00:47:47.719
to let people see who you are i've

00:47:47.760 --> 00:47:49.740
never met scott in person but i like

00:47:49.782 --> 00:47:52.364
him because i like the way he thinks

00:47:52.463 --> 00:47:54.244
i like the questions he asks i like

00:47:54.264 --> 00:47:57.007
what you know his business philosophy from

00:47:57.047 --> 00:47:59.509
what i've seen that's what we need to

00:47:59.548 --> 00:48:02.552
put out on social media yep dave parting

00:48:02.592 --> 00:48:02.791
shot

00:48:05.605 --> 00:48:05.844
Uh, just,

00:48:06.146 --> 00:48:07.405
I'm just going to continue to focus on

00:48:07.425 --> 00:48:08.507
what I'm focusing on.

00:48:08.527 --> 00:48:10.148
And I think anyone that's ever watching or

00:48:10.168 --> 00:48:11.349
listening, like, yeah,

00:48:11.369 --> 00:48:12.929
you can kind of test RTM.

00:48:12.969 --> 00:48:14.110
You can look what else is out there.

00:48:14.150 --> 00:48:15.552
You can try other things,

00:48:16.012 --> 00:48:17.592
but at the end of the day,

00:48:17.632 --> 00:48:20.295
like whatever is best for either your

00:48:20.934 --> 00:48:21.835
patient, your client,

00:48:21.856 --> 00:48:25.157
like your end user and customer and,

00:48:25.277 --> 00:48:27.059
or what's best for your team or you

00:48:27.199 --> 00:48:28.900
as a practice owner to continue the same

00:48:28.940 --> 00:48:30.541
business so that you can continue to make

00:48:30.561 --> 00:48:31.802
an impact in your community.

00:48:32.603 --> 00:48:32.722
Yeah.

00:48:32.802 --> 00:48:33.664
And for us, like,

00:48:34.496 --> 00:48:37.358
rtm is definitely not it um and i

00:48:37.378 --> 00:48:39.137
don't think it ever will be for a

00:48:39.177 --> 00:48:41.518
lot of practices but um for us yeah

00:48:41.539 --> 00:48:42.778
just continuing to focus on what we're

00:48:42.798 --> 00:48:46.159
doing with out of pocket and providing you

00:48:46.179 --> 00:48:50.019
know some amount of hopefully great value

00:48:50.121 --> 00:48:52.581
for some folks and we're not for everyone

00:48:52.800 --> 00:48:53.981
and the same thing with rtm like the

00:48:54.041 --> 00:48:55.541
rtm companies might watch this and be like

00:48:55.581 --> 00:48:56.922
yeah well we're not for everyone and you

00:48:56.942 --> 00:48:58.242
know dave obviously you're not the right

00:48:58.262 --> 00:49:00.943
fit yeah i'll spin off of dave's idea

00:49:01.885 --> 00:49:04.507
I think we're trying to out indeed

00:49:04.686 --> 00:49:05.148
everybody.

00:49:05.367 --> 00:49:06.909
I'm just talking about hiring right now.

00:49:07.168 --> 00:49:09.070
And when everybody's doing the same thing,

00:49:09.150 --> 00:49:11.570
nobody's doing anything, right?

00:49:11.630 --> 00:49:14.032
Doing more of the same thing is not

00:49:14.052 --> 00:49:14.391
helping.

00:49:15.333 --> 00:49:16.353
So when you're stuck,

00:49:17.514 --> 00:49:19.375
ask what is no one doing?

00:49:19.394 --> 00:49:20.815
Well, that's a lot of things, right?

00:49:21.155 --> 00:49:23.496
But what are your targets doing that

00:49:23.516 --> 00:49:23.876
you're not?

00:49:23.936 --> 00:49:24.657
Where are they?

00:49:25.077 --> 00:49:27.117
What are they doing that you're not there

00:49:27.177 --> 00:49:27.898
and you're not doing?

00:49:29.007 --> 00:49:32.289
The cost to test this out is incredibly

00:49:32.449 --> 00:49:33.809
inexpensive, right?

00:49:34.248 --> 00:49:35.409
I mean, people are throwing around twenty,

00:49:35.449 --> 00:49:36.949
thirty thousand dollar sign on bonuses.

00:49:37.309 --> 00:49:39.010
What if you gave me a third of

00:49:39.050 --> 00:49:39.670
that and said,

00:49:40.050 --> 00:49:42.110
go experiment with a bunch of ideas?

00:49:42.510 --> 00:49:44.431
Go put one hundred dollars behind ten

00:49:44.451 --> 00:49:46.291
videos for a thousand bucks.

00:49:47.092 --> 00:49:48.552
You don't need a thousand applicants for

00:49:48.572 --> 00:49:49.012
your job.

00:49:49.351 --> 00:49:51.293
You need one right one.

00:49:51.793 --> 00:49:52.233
That's it.

00:49:52.713 --> 00:49:53.672
We'll see you guys on Tuesday.

00:49:53.693 --> 00:49:53.893
Enjoy.

00:49:53.972 --> 00:49:54.994
Enjoy the long weekend.

00:49:55.034 --> 00:49:56.693
Go do not labor.

00:49:58.317 --> 00:49:59.077
Let me put this out there.

00:49:59.137 --> 00:50:02.878
So we pay a really expensive referral

00:50:02.898 --> 00:50:04.420
bonus for even PT match.

00:50:04.900 --> 00:50:06.480
And I tell my therapist, hey,

00:50:06.500 --> 00:50:07.601
there's a structure of when I'm going to

00:50:07.641 --> 00:50:09.101
pay it out, like the first sixty days,

00:50:09.121 --> 00:50:10.001
one hundred twenty days, whatever.

00:50:10.021 --> 00:50:11.001
But I'm going to say to Jimmy here

00:50:11.041 --> 00:50:12.202
publicly, Jimmy,

00:50:12.963 --> 00:50:14.764
seven thousand dollar sign on seven

00:50:14.804 --> 00:50:16.224
thousand dollar referral bonus to you,

00:50:16.264 --> 00:50:18.826
Jimmy, if you find us in the future,

00:50:18.846 --> 00:50:19.385
because again,

00:50:19.425 --> 00:50:21.027
we got we got other candidates in the

00:50:21.047 --> 00:50:21.367
pipeline,

00:50:21.387 --> 00:50:23.027
but I'm trying to choose the pipeline for

00:50:23.067 --> 00:50:24.068
the next six to twelve months.

00:50:24.628 --> 00:50:25.108
So, Jimmy,

00:50:25.588 --> 00:50:28.130
if you find us a physical therapist that

00:50:28.170 --> 00:50:31.313
stays with us for the sixty to one

00:50:31.333 --> 00:50:33.394
hundred twenty day probationary period,

00:50:33.414 --> 00:50:35.777
whatever, there's there's like steps,

00:50:35.856 --> 00:50:36.978
a couple of steps of how we're paying

00:50:36.998 --> 00:50:37.318
that out.

00:50:37.338 --> 00:50:38.599
But I can send you that separately.

00:50:38.898 --> 00:50:39.420
But basically,

00:50:39.860 --> 00:50:41.820
if someone stayed with us for more than

00:50:41.842 --> 00:50:43.242
one hundred twenty days, then, Jimmy,

00:50:43.422 --> 00:50:45.864
we would be paying you full seven thousand

00:50:45.905 --> 00:50:46.184
dollars.

00:50:46.344 --> 00:50:47.306
You're putting a bounty.

00:50:47.326 --> 00:50:47.925
This is good.

00:50:47.945 --> 00:50:48.907
These are good bounty.

00:50:48.927 --> 00:50:50.086
It's like, find me good people.

00:50:50.186 --> 00:50:50.768
I pay good.

00:50:50.887 --> 00:50:52.708
I will pay people to find me good

00:50:52.748 --> 00:50:53.068
people.

00:50:53.929 --> 00:50:54.989
That's a good use of cash,

00:50:55.010 --> 00:50:55.570
in my opinion.

00:50:55.610 --> 00:50:57.891
So just lighting it on fire and handing

00:50:57.931 --> 00:50:59.072
it to indeed.com.

00:50:59.193 --> 00:51:00.072
It's just my personal.

00:51:00.152 --> 00:51:00.594
Exactly.

00:51:00.914 --> 00:51:01.614
Exactly.

00:51:01.634 --> 00:51:02.795
Do not labor this weekend.

00:51:02.934 --> 00:51:03.414
Not too much.

00:51:03.474 --> 00:51:04.396
We'll see you guys on Tuesday.

00:51:06.570 --> 00:51:06.769
That's it.

00:51:06.789 --> 00:51:07.030
We're out.

00:51:07.050 --> 00:51:08.570
Boys, what the hell are you doing?

00:51:08.610 --> 00:51:11.432
Follow Tony Maritano on YouTube at Total

00:51:11.472 --> 00:51:12.514
Therapy Solution.

00:51:12.574 --> 00:51:13.554
Find Dave Kittle at

00:51:13.574 --> 00:51:16.777
conciergepainrelief.com and on YouTube at

00:51:16.797 --> 00:51:17.978
The Dave Kittle Show.

00:51:18.298 --> 00:51:21.440
And follow Jimmy McKay at PT Podcasts on

00:51:21.460 --> 00:51:22.601
YouTube, the socials,

00:51:22.702 --> 00:51:24.483
and wherever you binge podcasts you

00:51:24.503 --> 00:51:26.224
pretend are for CEUs.

00:51:26.465 --> 00:51:27.905
And hey, just a reminder,

00:51:28.405 --> 00:51:29.666
none of this was for advice.

00:51:29.706 --> 00:51:31.007
This was for entertainment only.

00:51:31.088 --> 00:51:32.889
Our lawyers say that counts.

00:51:32.969 --> 00:51:33.869
Thanks, Keith.