Why PTs Are Underpaid (And What To Do About It)

WEBVTT

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you're listening to the pt pinecat where

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smart people in healthcare come to make

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noise here's your host jimmy mckay thanks

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voiceover guy uh do you want to say

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thanks to my friends uh from sarah health

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the remote care platform helping clinics

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grow revenue without having to add staff

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or extra work sarah health automates

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patient check-ins by text improves

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follow-through and helps clinics capture

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rtm reimbursement between visits at sarah

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health

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dot com and if you know a sarah

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there's only two types of sarahs there's

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sarah with an h and there's sarah without

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an h this is just sarah without an

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h sarahhealth.com our guest today built

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one of the most trusted practices in his

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market and then made a move that surprised

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most clinicians he stepped away from

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treating patients entirely now he spends

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his time helping pt owners grow businesses

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charge what they're worth

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and stop apologizing for creating value.

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We do lead with I'm sorry a lot,

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don't we?

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He believes PTs are some of the most

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underpriced professionals in healthcare

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and that cash practices may be the path

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that actually saved the profession from

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burnout.

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Let's get Courtney Morse in on the show.

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Courtney, welcome to the program, man.

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Jimmy, I appreciate you having me.

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This is a lot of fun.

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I've been listening to your show for a

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long time and I appreciate what you do

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and I'm excited to be here.

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I'm just a curious guy.

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So for background,

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I came to you're you're you're involved in

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the head coach for PT biz.

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And that was something that didn't exist

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when I met Danny.

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I think I was still in PT school

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or maybe I just graduated.

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And I told him this story.

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And I think it's funny because he had

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a podcast called Doc and Doc and Danny.

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Right.

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Doc and Jock.

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Doc and Jock.

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Sorry.

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He was Doc Danny.

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And he was asking me about podcasting.

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And I was like,

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this was early in podcasting.

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And I'm like,

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I don't know what I'm doing.

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I just talk and sometimes people listen.

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And he we were having like,

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I don't know,

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tacos or something in Virginia.

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And he was like, I don't know, man,

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but doing this for a while,

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I might do this other business thing.

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And I was like, that's cool.

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He's like,

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but that means I'll stop the podcast.

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And he had just told me he had

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a mattress sponsorship.

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He got an affiliate code from some

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mattress.

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I forget what it was.

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And I remember being like,

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you're walking away from mattress money?

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Bro, I don't know, man.

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But it feels like PT Biz is probably

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the better of the two decisions.

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It's probably harder in the grand scheme

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of things in that mattress money.

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But yeah,

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it was probably the right move in the

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grand scheme of things.

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All right.

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So in your intro,

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we talked about you opening a practice,

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growing it,

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and then sort of walking away from it.

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What's your superhero backstory?

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We talked a little bit before I hit

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record about your background,

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but I find you find a lot of

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detail about where someone is from where

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they were, what they've gone through.

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Well,

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thanks for kind of asking and bringing

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this up.

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And I'm not going to go too far

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back,

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but like we mentioned before we started

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recording, you know, my wife and I,

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we are from Western Kansas,

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like our family on both sides.

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We're like wheat farmers.

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We're growing up.

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I was I graduated from physical or from

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undergrad.

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and our town is so small i didn't

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even know what physical therapy was it's

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like i'm asking all my my uh you

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know classmates like what are you guys

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doing with this exercise science degree

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and they're like we're all in pt school

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and they're like what is physical like

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this is how small it is and you

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know we kind of talk about this and

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it's kind of this lasting joke

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You know,

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like everything good kind of starts on the

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coast and then works its way into the

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into the middle of the country.

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And so like it's twenty sixteen and like

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Wichita's like, hey,

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food trucks and like food trucks,

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you guys heard about this.

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And so like I just had not ever

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heard about this thing, you know,

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because in the western side of Kansas,

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like it's even slower.

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And so

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you know i i went to p i

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didn't start pt school until i was right

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and so when i graduated uh i got

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plugged into like it was a fine practice

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um but it was kind of you know

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your traditional outpatient ortho things

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and like all the traditional outpatient

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ortho things like they're stacking

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patients on the and they're doing the

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things that they have to do to survive

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and four or five years into it i'm

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like this is it like i i could

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see the people in front of me and

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like

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They're as miserable as anybody else I've

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ever seen.

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And like,

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they're just going to write this out.

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Like at that point, I'm, you know, three,

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three years old.

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I'm like,

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I'm not going to write this out for

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the rest of my life.

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And so I had convinced my wife, um,

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we had a son that was going to

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be in second grade and we had a

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daughter that was going to be in pre-K

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and like,

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she could have gone into kindergarten

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right away.

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Like she's sharp.

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Kindergarten's easy.

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And second grade is like,

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they're not even doing multiplication yet.

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And so I convinced my wife, like,

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let's take a year.

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We're going to get the camper and we're

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going to go do travel physical therapy.

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And we're going to go see the country.

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We're going to go get out of town

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to go see what this is.

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And so we spent, you know,

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six months in Oregon and we were in

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Tennessee and we were in North Carolina

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and we,

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we kind of get all the way back

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after a year and we get plugged back

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into a very similar job.

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And I was like, Oh,

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It wasn't the job.

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It was the work.

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It was the setting.

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And so I actually had a past PRN,

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like she was a past patient.

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She said, hey,

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I heard you're back in town.

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Do you want to see my patients?

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My husband's getting transferred out of

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the city.

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He's like, yeah, send him over.

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She's like, no,

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do you want to see my patients?

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And I was like, no.

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And I think this is the case for,

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you know,

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a lot of physical therapists in general is

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like,

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nobody wants to start their own business.

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Like we are helpers and we are

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integrators, you know,

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like we are conservative by nature.

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And like the thought process of me

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starting my own practice,

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extraordinarily daunting.

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And she's like, I've got ten people.

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I'll send them to you.

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I'm seeing them out of this hair salon.

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you know and it was like just her

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and her rich white lady friends that she

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was going to send over to me and

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like just needle them and she was charging

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sixty five dollars an hour like well i'm

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gonna try but that's kind of where it

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got started was like me treating out of

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a hair salon with my massage table and

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subsequently my picture on the first day

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was that's what got fired me got me

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fired from the other job i was like

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okay i'm all in was doing both sides

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was yeah

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Really?

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So you, wait,

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you doing something after hour,

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after work hours,

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pissed off the person you were working

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for?

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A hundred percent.

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And to this day,

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we still hear this all the time.

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It's like,

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everyone knows like these non-compete

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clauses and whatever else,

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like they're ludicrous and impossible to

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enforce,

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but it still attaches a lot of people

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to that job.

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And they're like, oh my gosh,

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like even hiring a lawyer and paying them

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fifteen hundred dollars to be like, no,

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this is good.

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luckily a friend of mine was an attorney

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and you know we kind of did it

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on you know i bought him a nice

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bottle of whiskey and you know send him

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a nice email and a thank you card

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afterwards but it's scary yeah why do you

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think that is is i mean i when

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my boss found out when i was in

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radio and found out i was doing voice

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work at night he helped me build a

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home studio he was like you can use

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the station stuff but he's like why don't

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you build a home studio i remember just

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being like

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So why is it that some people get

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like almost like I don't I heard his

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phrase once.

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I forget where it is because I'll give

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credit when I figured out.

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But it's like people want you to do

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well.

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They just don't want you to do better

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than that.

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Yeah.

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we say that to ourselves,

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but in the grand scheme of things,

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everybody kind of feels like it's a zero

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sum game, right?

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And this is how I got out of

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this quote unquote non-compete.

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I was like,

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I'm not going to the doctor's offices.

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I'm not taking insurance.

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I'm not doing any of the things that

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you're doing.

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I'm the least likely person that you'll

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ever be competing with.

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And so they kind of worked the language

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to be like, yeah, I guess you're right.

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So I repaid back or I paid back

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my sign on bonus and then I was

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free.

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That's so... What year was this?

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Ballpark it.

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So we started our practice in December of

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twenty seventeen.

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So we were kind of up and running

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in twenty eighteen.

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wow.

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I mean, so that's, you know, that's a,

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that's ten years ago,

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almost ten years ago.

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And I remember, like, nowadays,

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or just the people that I talk to,

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maybe,

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maybe it's the people that I now surround

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myself with,

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where now people will be like, hey,

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you've got to really, how do we,

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how can we build this together?

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Why don't you bring that into the fold?

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And we'll, let's add to this.

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How do we grow to get,

00:08:27.958 --> 00:08:28.918
be an entrepreneur?

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Yeah, there is more of that.

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But in the people that we coach every

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day,

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there's plenty of the

00:08:36.111 --> 00:08:37.731
like you can't do that while you're here

00:08:38.672 --> 00:08:41.633
um and so it still exists it still

00:08:41.712 --> 00:08:43.913
exists in a pretty big way that's only

00:08:43.932 --> 00:08:45.234
going to make someone want to leave it's

00:08:45.254 --> 00:08:47.114
only going to make them stay long enough

00:08:47.173 --> 00:08:48.653
until they can make the leap themselves

00:08:48.673 --> 00:08:51.434
yeah that's a scarcity mindset a hundred

00:08:51.455 --> 00:08:54.335
percent yeah and so this is actually this

00:08:54.375 --> 00:08:57.115
is the biggest challenge of you know

00:08:57.155 --> 00:08:59.456
people that come into you know business

00:08:59.535 --> 00:09:01.297
ownership as physical therapists it's it's

00:09:01.317 --> 00:09:03.277
their mindset it is you know

00:09:04.677 --> 00:09:07.041
So how do you explain what PTBiz is

00:09:07.100 --> 00:09:07.541
to someone?

00:09:07.561 --> 00:09:10.664
Someone sees an ad or hears from someone

00:09:10.684 --> 00:09:12.326
or reads a book that Danny wrote that

00:09:12.366 --> 00:09:13.388
he used an F-bomb in.

00:09:13.467 --> 00:09:14.769
I remember when he wrote that,

00:09:15.049 --> 00:09:16.410
it caused an uproar.

00:09:16.471 --> 00:09:17.211
And I was like,

00:09:17.332 --> 00:09:18.994
now someone writing a book like that

00:09:19.033 --> 00:09:20.035
wouldn't even move a needle.

00:09:20.056 --> 00:09:20.976
That was ten years ago.

00:09:21.216 --> 00:09:22.859
So how do you explain what PTBiz is

00:09:22.899 --> 00:09:23.960
and who is it for?

00:09:24.000 --> 00:09:24.179
Yeah.

00:09:24.801 --> 00:09:26.182
Let me start that with how I got

00:09:26.261 --> 00:09:26.902
involved in the first.

00:09:27.361 --> 00:09:29.663
And so we started our practice,

00:09:29.682 --> 00:09:31.043
like I said, in, you know,

00:09:31.063 --> 00:09:31.823
twenty eighteen,

00:09:32.423 --> 00:09:33.664
basically January twenty eighteen.

00:09:34.424 --> 00:09:36.725
And I was maybe six months into the

00:09:36.765 --> 00:09:37.187
program.

00:09:37.226 --> 00:09:39.288
And I think Danny's podcast started maybe

00:09:39.488 --> 00:09:40.488
three months before that.

00:09:40.528 --> 00:09:43.109
Somebody introduced me to his podcast and.

00:09:45.389 --> 00:09:47.191
I am maybe unique in a way where

00:09:47.390 --> 00:09:49.091
I don't have any problem asking for help.

00:09:49.748 --> 00:09:51.389
Like, if there's something I don't know,

00:09:51.990 --> 00:09:53.250
please tell me what I need to know.

00:09:53.311 --> 00:09:54.792
And I want to go figure this out.

00:09:55.192 --> 00:09:56.193
And so I was in it.

00:09:56.313 --> 00:09:56.953
And, you know,

00:09:58.676 --> 00:10:00.057
the Internet then is like the Internet

00:10:00.116 --> 00:10:00.277
now.

00:10:00.297 --> 00:10:01.918
There's no shortage of information out

00:10:01.957 --> 00:10:02.958
there.

00:10:02.979 --> 00:10:05.541
But I need you to lay out the

00:10:05.662 --> 00:10:07.663
order and the sequence for me.

00:10:07.682 --> 00:10:10.065
The example I use now, you know,

00:10:10.085 --> 00:10:13.227
we're in the United States and we all

00:10:13.307 --> 00:10:14.009
are football fans.

00:10:15.210 --> 00:10:16.890
I am a much better quarterback than an

00:10:16.971 --> 00:10:17.692
offense coordinator.

00:10:18.817 --> 00:10:20.077
Just tell me the play and I will

00:10:20.097 --> 00:10:20.597
run the play.

00:10:20.778 --> 00:10:22.339
I don't always know what play to run.

00:10:22.599 --> 00:10:24.620
And so I very much, you know,

00:10:24.639 --> 00:10:26.280
in the rocket fuel kind of setting,

00:10:26.301 --> 00:10:27.841
like I'm an integrator, a hundred percent.

00:10:28.442 --> 00:10:29.481
Tell me what play to run and I

00:10:29.522 --> 00:10:29.982
will run it.

00:10:30.123 --> 00:10:31.863
And so it was six or seven months

00:10:31.903 --> 00:10:33.203
into the program and they're like, hey,

00:10:33.224 --> 00:10:33.923
we created this thing,

00:10:33.943 --> 00:10:34.664
it's called the mastermind.

00:10:34.725 --> 00:10:36.065
And I was like mastermind number,

00:10:36.105 --> 00:10:37.706
number nine, right?

00:10:37.725 --> 00:10:39.846
And we've had a few thousand people have

00:10:39.866 --> 00:10:40.668
come through it at this point.

00:10:41.868 --> 00:10:44.669
But it was prior to that,

00:10:45.894 --> 00:10:47.936
I felt like, you know,

00:10:47.956 --> 00:10:50.057
I was turning the wheel on a steering

00:10:50.077 --> 00:10:51.259
wheel that I didn't know if it was

00:10:51.298 --> 00:10:52.059
attached to the car.

00:10:52.681 --> 00:10:53.841
I was doing a lot of actions.

00:10:54.381 --> 00:10:56.283
I just didn't know if it was pointing

00:10:56.303 --> 00:10:57.565
me in the right direction and doing the

00:10:57.625 --> 00:10:57.926
things.

00:10:58.346 --> 00:11:00.207
And so what PTBiz is,

00:11:00.668 --> 00:11:02.750
it's the coaching program of people like

00:11:02.769 --> 00:11:04.591
myself and people with bigger businesses

00:11:04.611 --> 00:11:04.971
than us.

00:11:05.032 --> 00:11:06.433
And, you know, these guys that have,

00:11:06.693 --> 00:11:08.134
you know,

00:11:08.174 --> 00:11:09.756
done impressive things in our industry.

00:11:10.868 --> 00:11:13.571
teaching people like this is the play that

00:11:13.591 --> 00:11:15.173
you're supposed to do now here is what

00:11:15.192 --> 00:11:17.554
you're supposed to do now like stop having

00:11:17.595 --> 00:11:20.258
shiny object syndrome it's this thing and

00:11:20.317 --> 00:11:22.961
so the the frustrating thing sometimes is

00:11:22.980 --> 00:11:24.883
you'll get these visionaries and that do

00:11:24.903 --> 00:11:26.365
come in and they're like oh well how

00:11:26.384 --> 00:11:27.385
about this like nope

00:11:27.625 --> 00:11:29.206
i'm gonna reign you back in it's this

00:11:29.246 --> 00:11:31.486
thing and so it's it's i think really

00:11:31.527 --> 00:11:33.408
powerful to have somebody that's already

00:11:33.427 --> 00:11:35.828
been through it like shining you the

00:11:35.849 --> 00:11:37.428
flashlight through the way like this is

00:11:37.730 --> 00:11:39.809
this is how we get there and uh

00:11:39.830 --> 00:11:42.390
i i tell people like we're all on

00:11:42.410 --> 00:11:44.471
the same path i'm just slightly further

00:11:44.491 --> 00:11:46.091
than you are right right you're just

00:11:46.111 --> 00:11:47.712
loaded down so that was the vibe that

00:11:47.793 --> 00:11:49.072
i got so you got you guys do

00:11:49.092 --> 00:11:50.514
this twice a year twice a year

00:11:50.833 --> 00:11:51.634
So twice a year,

00:11:51.934 --> 00:11:53.937
a couple hundred people who are all

00:11:54.577 --> 00:11:55.038
together,

00:11:55.438 --> 00:11:56.660
and we'll get into the specifics too

00:11:56.701 --> 00:11:58.202
because the rest of the year,

00:11:58.243 --> 00:11:59.903
they're not in person,

00:11:59.945 --> 00:12:03.969
but you pair people up based on revenue,

00:12:04.928 --> 00:12:08.812
Because people in certain revenue brackets

00:12:10.253 --> 00:12:11.413
have similar problems.

00:12:11.433 --> 00:12:13.134
And who do you want to be surrounded

00:12:13.154 --> 00:12:13.394
by?

00:12:13.815 --> 00:12:16.037
People who understand you, that, oh,

00:12:16.057 --> 00:12:16.856
you're in the same boat.

00:12:16.998 --> 00:12:17.758
How did you solve that?

00:12:17.778 --> 00:12:18.359
How did you solve that?

00:12:18.499 --> 00:12:19.379
And you want to be coached.

00:12:19.418 --> 00:12:20.539
And that coach can look at you and

00:12:20.559 --> 00:12:22.441
go, if you're in this sort of bracket,

00:12:22.682 --> 00:12:23.902
you're in this stage.

00:12:24.543 --> 00:12:26.303
And this is probably your biggest problem.

00:12:26.323 --> 00:12:27.424
And they're like, oh my gosh,

00:12:27.445 --> 00:12:27.965
how'd you know?

00:12:28.024 --> 00:12:28.846
It's like, well,

00:12:28.905 --> 00:12:30.706
because we were there or we've worked with

00:12:30.726 --> 00:12:32.087
hundreds of other people who've gone from

00:12:32.128 --> 00:12:32.668
there to there.

00:12:32.948 --> 00:12:34.370
And that was the thing that's done it.

00:12:34.929 --> 00:12:37.792
So that to me for setup was sort

00:12:37.812 --> 00:12:38.352
of unique.

00:12:38.452 --> 00:12:40.173
It didn't treat everybody the same because

00:12:40.313 --> 00:12:41.355
you had different problems.

00:12:41.916 --> 00:12:42.235
Totally.

00:12:42.336 --> 00:12:46.058
And so we will even divide the building

00:12:46.119 --> 00:12:47.519
in two at times to be like,

00:12:47.980 --> 00:12:50.322
if you guys are under just a two

00:12:50.341 --> 00:12:51.923
hundred thousand dollars in annual

00:12:51.962 --> 00:12:52.384
revenue,

00:12:52.724 --> 00:12:54.784
your problems are leads and sales.

00:12:55.446 --> 00:12:56.807
Let's go talk to people that are going

00:12:56.826 --> 00:12:58.148
to help you with leads and sales.

00:12:58.600 --> 00:13:00.000
And if you're a two fifty to five

00:13:00.041 --> 00:13:00.480
hundred,

00:13:00.942 --> 00:13:03.121
you need to hire an administrator to do

00:13:03.162 --> 00:13:04.481
the work and you need to hire your

00:13:04.522 --> 00:13:05.221
first PT.

00:13:05.702 --> 00:13:06.442
And then above that,

00:13:06.523 --> 00:13:07.743
it's a little bit of rinse and repeat.

00:13:07.822 --> 00:13:09.423
And then you're building on leadership

00:13:09.482 --> 00:13:10.783
systems and you're refining it.

00:13:11.183 --> 00:13:12.323
At that point, it's systems.

00:13:12.543 --> 00:13:12.844
Right.

00:13:12.884 --> 00:13:13.344
And it's like,

00:13:13.403 --> 00:13:15.044
here's how do I recreate this thing?

00:13:15.065 --> 00:13:16.684
How do I take what's worked well for,

00:13:17.065 --> 00:13:17.245
you know,

00:13:17.485 --> 00:13:19.105
somebody over here in a two million dollar

00:13:19.125 --> 00:13:19.446
business?

00:13:19.745 --> 00:13:22.365
How do I implement that into my business?

00:13:22.926 --> 00:13:24.206
What is so all right,

00:13:24.226 --> 00:13:25.866
let's go back before we go forwards.

00:13:27.493 --> 00:13:28.434
Before we hit record,

00:13:28.514 --> 00:13:30.317
you said like how long it takes someone

00:13:30.336 --> 00:13:31.778
to sort of get into the ecosystem.

00:13:31.818 --> 00:13:33.301
We do a lot of sniffing.

00:13:33.341 --> 00:13:33.961
You said before,

00:13:34.001 --> 00:13:36.325
we're sort of risk averse because we want

00:13:36.345 --> 00:13:36.745
to help.

00:13:37.326 --> 00:13:40.331
And risk feels dangerous, right?

00:13:40.912 --> 00:13:42.673
What are the barriers that people need to

00:13:42.714 --> 00:13:44.657
get over before they go, okay.

00:13:45.793 --> 00:13:47.434
I know I want to do I want

00:13:47.475 --> 00:13:48.155
the result.

00:13:48.916 --> 00:13:50.918
So what it's got to be psychological,

00:13:51.118 --> 00:13:51.298
right?

00:13:51.337 --> 00:13:53.219
Like what are what are the barriers that

00:13:53.438 --> 00:13:55.541
prevent people from saying, let's do this?

00:13:55.561 --> 00:13:55.640
Yeah.

00:13:55.660 --> 00:13:58.221
What we were talking about before we hit

00:13:58.241 --> 00:14:00.583
the record button is our from when you

00:14:00.604 --> 00:14:01.365
first learn about us,

00:14:01.384 --> 00:14:03.245
whether it's from an ad or whatever else

00:14:03.285 --> 00:14:03.546
it is,

00:14:03.566 --> 00:14:04.966
like when you first learn about it's about

00:14:05.126 --> 00:14:07.249
six months before somebody comes in here

00:14:07.308 --> 00:14:08.369
and decides to work with us in the

00:14:08.408 --> 00:14:08.769
program,

00:14:09.610 --> 00:14:11.270
which is a really long kind of sales

00:14:11.311 --> 00:14:12.692
cycle on our side of things.

00:14:13.253 --> 00:14:13.413
And

00:14:14.140 --> 00:14:17.363
there's a lot of trust that has to

00:14:17.383 --> 00:14:18.604
be built in that six months.

00:14:19.104 --> 00:14:21.966
And so we have to go walk the

00:14:22.005 --> 00:14:23.908
walk and we have to show them these

00:14:23.947 --> 00:14:25.668
are these little points of trust along the

00:14:25.708 --> 00:14:27.269
way to show we know what we're doing.

00:14:27.309 --> 00:14:30.972
And it's not very much different than if

00:14:30.993 --> 00:14:31.893
you go out and you're trying to find

00:14:31.913 --> 00:14:32.614
your own patients,

00:14:33.890 --> 00:14:35.251
if I'm going to go talk to runners,

00:14:35.572 --> 00:14:37.212
I need to go have conversations with

00:14:37.253 --> 00:14:38.453
runners that show like, Hey,

00:14:38.913 --> 00:14:39.774
this is something that we do.

00:14:39.995 --> 00:14:40.774
We do this all the time.

00:14:41.014 --> 00:14:41.796
We see this all.

00:14:41.936 --> 00:14:43.015
And we know how to solve these problems.

00:14:43.397 --> 00:14:44.116
It's very similar.

00:14:44.397 --> 00:14:46.578
The parallels that makes my job very easy

00:14:46.599 --> 00:14:46.918
as a coach,

00:14:46.938 --> 00:14:48.460
the parallels between running a business

00:14:49.019 --> 00:14:51.240
and actual physical therapy are very

00:14:51.260 --> 00:14:51.600
similar.

00:14:51.620 --> 00:14:52.341
Oh yeah.

00:14:52.381 --> 00:14:54.123
Point solution, you know,

00:14:54.202 --> 00:14:55.984
and then it's all these other, you know,

00:14:56.323 --> 00:14:57.384
continuity and, you know,

00:14:57.424 --> 00:14:58.184
how many people sit around.

00:14:58.566 --> 00:15:00.386
And so it just takes that long.

00:15:00.447 --> 00:15:02.508
I think, you know, from a,

00:15:03.105 --> 00:15:04.528
particularly from a digital standpoint,

00:15:04.989 --> 00:15:05.549
we're all remote,

00:15:05.570 --> 00:15:06.610
we're spread across the country,

00:15:07.091 --> 00:15:08.833
to build trust over that amount of time

00:15:08.875 --> 00:15:10.576
with digital touchpoints alone.

00:15:11.578 --> 00:15:12.620
So what is it?

00:15:12.860 --> 00:15:14.081
Once you're talking to someone,

00:15:14.682 --> 00:15:16.365
what are the one or two things that

00:15:16.405 --> 00:15:18.107
prevents them from doing it?

00:15:19.376 --> 00:15:20.397
Because there's a lot of people who are

00:15:20.417 --> 00:15:20.557
like,

00:15:21.677 --> 00:15:22.878
I call it the end of a diving

00:15:22.898 --> 00:15:23.158
board.

00:15:23.278 --> 00:15:23.837
They're gonna.

00:15:24.138 --> 00:15:24.938
They're getting ready.

00:15:25.438 --> 00:15:26.479
They're soon.

00:15:26.839 --> 00:15:27.580
Once I know.

00:15:27.980 --> 00:15:29.320
What are those things?

00:15:29.779 --> 00:15:30.320
Yeah.

00:15:30.340 --> 00:15:31.640
There's usually two, it seems like.

00:15:32.341 --> 00:15:35.562
One of them is things in their own

00:15:36.121 --> 00:15:37.663
life or their own work or their own

00:15:37.702 --> 00:15:39.623
business that they're currently working

00:15:39.842 --> 00:15:41.524
just aren't quite bad enough.

00:15:42.065 --> 00:15:42.825
And like, OK,

00:15:42.904 --> 00:15:44.785
and so they get kind of comfortable like

00:15:45.225 --> 00:15:45.985
this stinks,

00:15:46.145 --> 00:15:48.667
but it's not bad enough to jump.

00:15:49.006 --> 00:15:49.366
Totally.

00:15:49.706 --> 00:15:50.346
Yes.

00:15:50.427 --> 00:15:51.788
And so that's a big part.

00:15:52.307 --> 00:15:54.168
And then if there is some kind of

00:15:54.207 --> 00:15:55.128
radical change,

00:15:55.327 --> 00:15:58.009
like if they do get fired or their

00:15:58.048 --> 00:16:00.149
job change or private equity comes in and

00:16:00.190 --> 00:16:01.710
buys their company and now they have all

00:16:01.730 --> 00:16:03.671
these ridiculous standards, they're like,

00:16:03.730 --> 00:16:04.811
OK, now we've got to jump.

00:16:05.273 --> 00:16:07.833
And so it almost takes an external force

00:16:08.774 --> 00:16:10.714
for them to finally decide like, okay,

00:16:11.153 --> 00:16:11.955
now I've got to move.

00:16:12.634 --> 00:16:14.674
I was reading a recruiter the other day

00:16:14.955 --> 00:16:15.534
on LinkedIn,

00:16:16.375 --> 00:16:18.655
and he was giving this story about this

00:16:18.696 --> 00:16:20.296
woman who made a lot of money.

00:16:20.416 --> 00:16:22.397
She's like high salary, like two to fifty.

00:16:22.756 --> 00:16:24.037
But she hated her job.

00:16:24.076 --> 00:16:24.817
Job was brutal.

00:16:25.717 --> 00:16:26.378
And then she's like,

00:16:27.077 --> 00:16:29.158
I found her a job that we know

00:16:29.177 --> 00:16:31.759
that we decided we agreed she would love.

00:16:32.759 --> 00:16:35.419
but it was five thousand dollars less per

00:16:35.519 --> 00:16:35.860
year.

00:16:36.559 --> 00:16:39.061
And she would not leave because I can't

00:16:39.100 --> 00:16:39.841
take a step back.

00:16:40.061 --> 00:16:40.520
So she said,

00:16:40.620 --> 00:16:42.121
you're willing to be miserable every

00:16:42.162 --> 00:16:46.283
Monday for a two two percent reduction.

00:16:46.342 --> 00:16:48.563
And the person was like and then the

00:16:48.604 --> 00:16:50.985
point of the article was this was about

00:16:51.044 --> 00:16:51.784
an emotion.

00:16:52.085 --> 00:16:54.625
She felt, well, I can't go backwards.

00:16:56.619 --> 00:16:57.798
For six hundred dollars a month.

00:16:58.039 --> 00:16:58.379
Right.

00:16:59.480 --> 00:17:02.182
She's like, but you hate your job.

00:17:02.201 --> 00:17:03.182
You hate your boss.

00:17:03.243 --> 00:17:04.663
You're on edge because you're getting text

00:17:04.703 --> 00:17:05.625
messages all the time.

00:17:05.904 --> 00:17:06.744
You hate this.

00:17:07.125 --> 00:17:07.826
This is better.

00:17:08.246 --> 00:17:10.208
And it's five thousand dollars.

00:17:10.228 --> 00:17:12.169
She's like, you paid me, the recruiter,

00:17:12.568 --> 00:17:14.931
two thousand dollars to find you a job.

00:17:14.951 --> 00:17:15.931
What are we talking about?

00:17:16.332 --> 00:17:16.491
So.

00:17:17.559 --> 00:17:20.580
the more people give logical excuses for

00:17:20.601 --> 00:17:22.501
why they don't think things i'm like that

00:17:22.541 --> 00:17:25.262
isn't it what is the emotional reason and

00:17:25.363 --> 00:17:26.863
give it to me yeah you have to

00:17:27.103 --> 00:17:29.104
dig a little bit deeper that that is

00:17:29.763 --> 00:17:31.585
what actually drew me so there's kind of

00:17:31.605 --> 00:17:32.825
two things that drew me to ptbiz at

00:17:32.845 --> 00:17:35.526
the beginning the first one is like i

00:17:35.586 --> 00:17:38.586
knew that danny worked for kelly's

00:17:38.606 --> 00:17:40.468
tourette and mobility water and like

00:17:41.548 --> 00:17:43.328
And Kelly is like on the board of

00:17:43.368 --> 00:17:44.269
advisors or whatever,

00:17:44.309 --> 00:17:45.171
Kelly and Juliet both.

00:17:45.790 --> 00:17:47.192
And I've always kind of heard this like,

00:17:47.593 --> 00:17:49.513
oh, you know, I, when I was,

00:17:49.794 --> 00:17:51.135
I did a little bit of CrossFit at

00:17:51.155 --> 00:17:53.017
the turn of the ox or whatever.

00:17:53.076 --> 00:17:54.898
And somebody handed me, you know,

00:17:54.999 --> 00:17:55.940
becoming a supple leopard.

00:17:55.960 --> 00:17:58.201
And I was like flipping through this book.

00:17:58.602 --> 00:17:59.301
I was reading that,

00:17:59.321 --> 00:18:01.483
like they spoke a language and it changed

00:18:01.523 --> 00:18:02.664
how I speak a language.

00:18:02.805 --> 00:18:04.747
And so knowing that he was there,

00:18:04.767 --> 00:18:06.188
I was like, one of these days,

00:18:06.208 --> 00:18:06.868
this is going to pay off.

00:18:06.909 --> 00:18:08.029
I'm going to go meet Kelly Stratton.

00:18:08.529 --> 00:18:10.332
And I did, and it was as great,

00:18:10.551 --> 00:18:11.792
they were as great of humans as I

00:18:11.833 --> 00:18:13.815
want them to be, which was great.

00:18:14.154 --> 00:18:15.836
But the other, geez,

00:18:15.876 --> 00:18:16.998
now I even lost the thread that we

00:18:17.018 --> 00:18:17.577
were pulling on.

00:18:19.940 --> 00:18:21.000
Just the emotional barrier,

00:18:21.020 --> 00:18:22.321
like what actually prevents people from

00:18:22.362 --> 00:18:22.722
jumping?

00:18:23.202 --> 00:18:23.442
Yeah,

00:18:24.104 --> 00:18:26.806
and I think the other aspect of that

00:18:26.925 --> 00:18:32.730
is in our practice or in physical therapy

00:18:32.750 --> 00:18:33.071
biz,

00:18:34.238 --> 00:18:36.779
we we've kind of learned and it's kind

00:18:36.819 --> 00:18:38.481
of a you know like a well-known trope

00:18:38.521 --> 00:18:40.163
about entrepreneurship at this point it's

00:18:40.202 --> 00:18:43.385
like it is the best personal development

00:18:43.425 --> 00:18:45.587
plan right that you'll ever sign up for

00:18:46.009 --> 00:18:48.490
and we didn't know that when we signed

00:18:48.550 --> 00:18:50.472
up for it and and i can a

00:18:50.492 --> 00:18:52.473
hundred percent promise you like i'm a

00:18:52.734 --> 00:18:54.876
better better father and i'm a better you

00:18:54.896 --> 00:18:56.897
know dad i'm a better business owner all

00:18:56.917 --> 00:18:58.579
these things because i went through and

00:18:58.740 --> 00:18:59.601
cleaned up my own stuff

00:19:00.404 --> 00:19:03.028
And most people don't know that they're

00:19:03.067 --> 00:19:06.590
not diving into that or that's not why

00:19:06.611 --> 00:19:07.652
they signed up for the thing.

00:19:08.271 --> 00:19:09.874
But very much at the top of PT

00:19:09.894 --> 00:19:11.315
Biz, like we're talking about,

00:19:11.355 --> 00:19:13.156
like you put your personal relationships

00:19:13.176 --> 00:19:14.657
and you put this other stuff first and

00:19:14.678 --> 00:19:16.200
you prioritize this stuff first.

00:19:16.599 --> 00:19:17.800
And I know you were there for our

00:19:17.820 --> 00:19:19.201
kind of closing statements at the end.

00:19:19.282 --> 00:19:20.503
And I talked about that.

00:19:21.444 --> 00:19:23.006
I mean, I talk about this ad nauseum.

00:19:23.384 --> 00:19:25.806
is like you need to you know put

00:19:25.826 --> 00:19:27.707
your own oxygen mask on first when you're

00:19:27.727 --> 00:19:29.188
running a business because if not your

00:19:29.468 --> 00:19:31.608
business can run over you and it leaves

00:19:31.628 --> 00:19:32.789
you in a like this person that you

00:19:32.809 --> 00:19:34.730
were describing it leaves you in a very

00:19:34.851 --> 00:19:37.271
unsatisfied place when it's like this is

00:19:37.291 --> 00:19:40.773
what you built yourself and so you there's

00:19:40.794 --> 00:19:42.474
a certain amount of like you have to

00:19:42.494 --> 00:19:44.375
kind of lead from the front and being

00:19:44.415 --> 00:19:44.635
like

00:19:45.663 --> 00:19:46.463
Go fix your shit.

00:19:46.884 --> 00:19:47.844
Because if you don't,

00:19:48.005 --> 00:19:49.506
you're gonna have a really bad time with

00:19:49.526 --> 00:19:50.546
this business for the rest of your life.

00:19:50.566 --> 00:19:51.826
You're gonna create something that you

00:19:51.846 --> 00:19:52.867
ultimately don't wanna be a part of.

00:19:52.887 --> 00:19:53.888
You're gonna create a job,

00:19:53.949 --> 00:19:55.750
not a business that you're stuck in.

00:19:56.069 --> 00:19:57.230
So what was that thing called?

00:19:57.250 --> 00:19:59.031
So we were at a table.

00:19:59.731 --> 00:20:00.353
What was that thing?

00:20:00.373 --> 00:20:02.074
It was like six categories.

00:20:02.294 --> 00:20:02.914
What was that called?

00:20:02.954 --> 00:20:03.454
What was that again?

00:20:03.654 --> 00:20:03.954
It was like a,

00:20:04.496 --> 00:20:05.936
we called it a leadership checklist.

00:20:06.698 --> 00:20:08.720
Like a leadership round table was what the

00:20:08.759 --> 00:20:09.421
whole thing was.

00:20:09.461 --> 00:20:09.740
And again,

00:20:09.760 --> 00:20:11.863
these were the businesses that were over

00:20:11.942 --> 00:20:13.284
two hundred and fifty thousand dollars of

00:20:13.325 --> 00:20:14.105
gross revenue.

00:20:14.144 --> 00:20:17.608
Like they get to go because after that

00:20:17.648 --> 00:20:19.150
point, it is just all leadership.

00:20:20.505 --> 00:20:22.307
it's all leadership and it's like how how

00:20:22.326 --> 00:20:24.670
do i not not only lead myself how

00:20:24.690 --> 00:20:27.071
do i lead my team now you know

00:20:27.132 --> 00:20:28.673
other people i'm responsible for other

00:20:28.693 --> 00:20:30.256
people's mortgage and other people you

00:20:30.276 --> 00:20:31.717
know putting food on their table and so

00:20:31.737 --> 00:20:34.299
uh my wife works and works in our

00:20:34.319 --> 00:20:36.761
business too and i think one of the

00:20:36.823 --> 00:20:40.465
the biggest selling features about working

00:20:40.486 --> 00:20:41.406
in our practice is like

00:20:42.113 --> 00:20:43.614
things are steady at home.

00:20:43.653 --> 00:20:44.614
Like they're always steady.

00:20:44.673 --> 00:20:45.413
There's always calm.

00:20:45.673 --> 00:20:45.894
You know,

00:20:45.953 --> 00:20:47.295
you'll listen to these other podcasts

00:20:47.335 --> 00:20:49.596
about husbands and wives yelling at each

00:20:49.655 --> 00:20:51.155
other in work and you're like,

00:20:51.175 --> 00:20:51.797
oh my God.

00:20:51.856 --> 00:20:54.738
And so like the fact that, you know,

00:20:54.778 --> 00:20:59.679
you can use entrepreneurship to solve or

00:20:59.739 --> 00:21:01.359
go at least give you an avenue to

00:21:01.480 --> 00:21:03.941
solve some of your internal struggles is a

00:21:04.500 --> 00:21:06.481
huge selling point that never gets talked

00:21:06.501 --> 00:21:06.701
about.

00:21:07.368 --> 00:21:09.089
The thing that grabbed me about that was

00:21:09.109 --> 00:21:09.710
a couple of things.

00:21:10.131 --> 00:21:11.691
So it was a table of,

00:21:11.731 --> 00:21:13.092
I don't know, eight or ten people.

00:21:13.893 --> 00:21:15.413
And the exercise worked.

00:21:15.433 --> 00:21:17.315
There was like a bunch of of category

00:21:17.634 --> 00:21:19.256
six categories and then a bunch of things

00:21:19.296 --> 00:21:20.836
to rate yourself.

00:21:20.896 --> 00:21:21.057
Yeah.

00:21:22.272 --> 00:21:23.713
in these different areas below it.

00:21:24.074 --> 00:21:25.713
And then you'd talk about it.

00:21:26.374 --> 00:21:27.755
And the cool part was number one,

00:21:27.815 --> 00:21:29.194
I was like, here's Courtney,

00:21:29.234 --> 00:21:30.175
who's a coach.

00:21:30.976 --> 00:21:32.056
So he's supposed to be like,

00:21:32.115 --> 00:21:32.997
I do everything perfectly.

00:21:33.497 --> 00:21:34.876
And several times you were like, yeah,

00:21:34.977 --> 00:21:35.657
I'm not good.

00:21:35.857 --> 00:21:36.778
I haven't been good at that in the

00:21:36.798 --> 00:21:37.258
last three months.

00:21:37.278 --> 00:21:38.398
And I was like, huh?

00:21:39.798 --> 00:21:40.299
Interesting.

00:21:40.579 --> 00:21:41.440
And most of the people,

00:21:41.480 --> 00:21:43.001
cause I like my like two or three

00:21:43.041 --> 00:21:43.842
questions is like, Hey,

00:21:43.882 --> 00:21:44.782
how long have you been doing this?

00:21:44.923 --> 00:21:46.084
Most of the people at our table have

00:21:46.104 --> 00:21:47.144
been doing it for a while.

00:21:47.945 --> 00:21:49.866
So they've been doing the same exercises

00:21:49.926 --> 00:21:52.128
or similar exercises for a while.

00:21:52.548 --> 00:21:55.090
And they were still listening to other

00:21:55.152 --> 00:21:57.292
people going, yeah, how do you do that?

00:21:58.173 --> 00:21:59.575
That was the thing is like,

00:21:59.875 --> 00:22:01.457
they're literally wearing like their

00:22:01.537 --> 00:22:03.178
revenue on their tag to be like,

00:22:03.258 --> 00:22:03.979
I know what I'm doing.

00:22:04.078 --> 00:22:05.480
And they were still like,

00:22:05.973 --> 00:22:07.154
sitting down and being like,

00:22:07.295 --> 00:22:09.236
what could I be doing better here?

00:22:09.316 --> 00:22:11.036
And really most of it was about

00:22:11.076 --> 00:22:11.777
themselves.

00:22:11.896 --> 00:22:12.797
It was not an app.

00:22:13.076 --> 00:22:14.097
It was not a, hey,

00:22:14.117 --> 00:22:15.577
what EMR are you using or what?

00:22:15.857 --> 00:22:16.098
It was,

00:22:16.618 --> 00:22:18.219
what could I be doing or what am

00:22:18.318 --> 00:22:19.579
I the limiting factor of?

00:22:19.980 --> 00:22:20.359
Yeah,

00:22:21.361 --> 00:22:23.221
that's something I think about the

00:22:23.301 --> 00:22:25.883
community that we've built in general is,

00:22:27.598 --> 00:22:28.980
the group of people that work inside that

00:22:29.039 --> 00:22:31.560
room are more generous than any group of

00:22:31.580 --> 00:22:32.682
people that we've ever met.

00:22:32.801 --> 00:22:34.462
Like somebody asked the other day in one

00:22:34.482 --> 00:22:36.203
of my coaching groups, like, hey,

00:22:36.284 --> 00:22:37.203
I just brought on somebody,

00:22:37.824 --> 00:22:39.125
our onboarding process is okay.

00:22:39.164 --> 00:22:41.145
Does anybody else have something?

00:22:41.425 --> 00:22:42.227
And I was like, yep,

00:22:42.386 --> 00:22:43.507
this guy just shared one with me.

00:22:43.686 --> 00:22:43.987
And like,

00:22:44.508 --> 00:22:46.509
people are sharing things that they worked

00:22:46.608 --> 00:22:47.669
really hard on.

00:22:48.130 --> 00:22:48.769
And they're just like,

00:22:49.329 --> 00:22:51.131
they want everyone to be successful in

00:22:51.211 --> 00:22:51.530
that room.

00:22:52.392 --> 00:22:53.731
We kind of recognize, you know,

00:22:54.272 --> 00:22:56.413
if we do well, you know,

00:22:57.599 --> 00:22:59.820
it helps not only the people in the

00:22:59.840 --> 00:23:00.000
room,

00:23:00.320 --> 00:23:01.781
we're trying to help the whole industry,

00:23:02.241 --> 00:23:02.682
right?

00:23:02.701 --> 00:23:04.001
We're trying to help all of PT.

00:23:04.201 --> 00:23:08.144
And so none of us learned how to

00:23:08.364 --> 00:23:10.924
onboard a new employee in physical therapy

00:23:10.944 --> 00:23:12.325
school, right?

00:23:12.345 --> 00:23:14.546
You have the choice to be like a

00:23:14.605 --> 00:23:17.027
business owner or a business person who

00:23:17.207 --> 00:23:18.548
owns a PT practice,

00:23:18.567 --> 00:23:20.028
or you have the choice to be a

00:23:20.087 --> 00:23:21.769
PT who owns a business.

00:23:22.594 --> 00:23:22.854
Right.

00:23:23.374 --> 00:23:25.476
You can't really be both at a super

00:23:25.516 --> 00:23:25.976
high level.

00:23:26.135 --> 00:23:27.636
Like if you're going to be a business

00:23:27.737 --> 00:23:27.997
owner,

00:23:28.096 --> 00:23:29.538
then you have to lean into it and

00:23:29.657 --> 00:23:30.438
you have to, you know,

00:23:30.478 --> 00:23:32.298
learn where your weaknesses are and learn

00:23:32.338 --> 00:23:34.339
how to be vulnerable and talking to stuff

00:23:34.380 --> 00:23:37.342
in your groups that is hard.

00:23:37.842 --> 00:23:39.762
But that's that's what this group is so

00:23:39.782 --> 00:23:40.462
good at doing.

00:23:40.763 --> 00:23:43.424
It's like bringing up the fact, you know,

00:23:43.684 --> 00:23:44.546
bringing to the top.

00:23:45.326 --> 00:23:47.967
Here's here's everything, warts and all.

00:23:48.347 --> 00:23:50.429
And it's it's a really unique room in

00:23:50.449 --> 00:23:50.769
that way.

00:23:51.938 --> 00:23:52.038
Um,

00:23:52.199 --> 00:23:54.201
when someone comes in and they're coming

00:23:54.240 --> 00:23:54.961
from someone else's,

00:23:55.182 --> 00:23:57.384
let's say they're an employee and they're

00:23:57.404 --> 00:23:57.605
like,

00:23:57.704 --> 00:23:59.047
they're going to do the sniffing around

00:23:59.067 --> 00:24:00.868
and they're going to talk to you and

00:24:00.888 --> 00:24:01.348
bank, you know,

00:24:01.390 --> 00:24:02.671
bank questions off you guys and see what

00:24:02.691 --> 00:24:03.010
you're saying,

00:24:04.093 --> 00:24:05.595
but they're coming from an insurance

00:24:05.654 --> 00:24:05.855
model.

00:24:06.977 --> 00:24:09.637
many PTs, myself included,

00:24:10.057 --> 00:24:11.597
and conversations all the time,

00:24:12.218 --> 00:24:14.439
PTs will still tie their own value to

00:24:14.479 --> 00:24:16.900
what insurance pays instead of what

00:24:17.019 --> 00:24:17.980
patients receive, right?

00:24:18.039 --> 00:24:18.839
Pay for the, you know,

00:24:18.880 --> 00:24:19.839
your value is the outcome,

00:24:19.900 --> 00:24:21.800
not what someone's willing to pay you for.

00:24:22.300 --> 00:24:24.780
How do you approach that?

00:24:24.800 --> 00:24:26.142
Because many people will, I mean,

00:24:26.221 --> 00:24:27.122
when I was in PT school,

00:24:27.162 --> 00:24:29.343
ten years ago, cash PT was like,

00:24:29.782 --> 00:24:32.123
number one, it was blasphemous.

00:24:32.323 --> 00:24:33.423
It was blasphemous.

00:24:33.804 --> 00:24:34.144
And now,

00:24:35.384 --> 00:24:35.503
I mean,

00:24:35.523 --> 00:24:37.065
I was sitting in a room three weeks

00:24:37.105 --> 00:24:39.046
ago with two hundred practice owners who

00:24:39.066 --> 00:24:40.346
were like, not batting an eye.

00:24:40.626 --> 00:24:41.127
So like,

00:24:41.208 --> 00:24:43.269
where does that conversation need to

00:24:43.288 --> 00:24:43.528
happen?

00:24:43.568 --> 00:24:44.289
Someone's like,

00:24:44.309 --> 00:24:45.430
so tell me about this thing that I've

00:24:45.450 --> 00:24:47.550
been told was not that doesn't work.

00:24:47.731 --> 00:24:48.432
And you're like, OK, well,

00:24:48.471 --> 00:24:49.633
I can introduce you to hundreds of

00:24:49.673 --> 00:24:50.113
practice owners.

00:24:50.153 --> 00:24:50.692
Does it?

00:24:50.732 --> 00:24:51.233
How do you start?

00:24:51.253 --> 00:24:53.115
Because that's a that's a value shift for

00:24:53.154 --> 00:24:54.035
themself again.

00:24:54.434 --> 00:24:54.756
Oh, yeah.

00:24:56.136 --> 00:24:58.357
the mindset shift that we all had to

00:24:58.377 --> 00:25:00.798
go through, it's profound.

00:25:01.359 --> 00:25:04.040
And some people, they get it right away.

00:25:04.182 --> 00:25:07.403
And some people truthfully don't ever like

00:25:07.463 --> 00:25:08.824
really come to terms with that value

00:25:08.845 --> 00:25:10.365
because it's just baked in so deep.

00:25:11.165 --> 00:25:12.207
And I mean,

00:25:13.499 --> 00:25:14.719
When I first started, you know,

00:25:14.739 --> 00:25:15.740
like I said, I was starting,

00:25:15.920 --> 00:25:17.160
I was charging a seventy five dollars an

00:25:17.460 --> 00:25:18.099
hour, you know,

00:25:18.119 --> 00:25:19.421
twenty eighteen or whatever.

00:25:20.020 --> 00:25:22.681
And, you know, my first coach, Eve, Gigi,

00:25:22.881 --> 00:25:23.862
was asked me like, hey, man,

00:25:23.882 --> 00:25:25.142
you got to be charging one twenty five.

00:25:25.261 --> 00:25:27.403
And to me, that number was astronomical.

00:25:27.803 --> 00:25:28.323
And again,

00:25:28.383 --> 00:25:30.363
that was still probably what Medicare was

00:25:30.863 --> 00:25:31.644
probably paying at the time.

00:25:31.663 --> 00:25:32.703
Right.

00:25:32.884 --> 00:25:34.443
And I couldn't do it.

00:25:34.564 --> 00:25:35.684
And I would finally get it is like,

00:25:35.744 --> 00:25:36.684
OK, congratulations.

00:25:36.704 --> 00:25:37.904
It's actually one fifty.

00:25:37.964 --> 00:25:39.586
You took so long to change your prices

00:25:39.645 --> 00:25:40.865
like the market has moved.

00:25:41.596 --> 00:25:45.077
And I had to hire a separate mindset

00:25:45.117 --> 00:25:47.759
coach externally.

00:25:48.619 --> 00:25:48.859
Again,

00:25:49.000 --> 00:25:50.780
we're wheat farmers from Western Kansas.

00:25:51.340 --> 00:25:53.061
We don't have any prospect on what it

00:25:53.142 --> 00:25:53.561
is we do.

00:25:54.221 --> 00:25:57.163
So when I talked to my team and

00:25:57.203 --> 00:25:59.724
we talked about the value that you bring

00:25:59.785 --> 00:26:03.946
and the care that you were bringing to

00:26:03.987 --> 00:26:04.426
the table,

00:26:05.448 --> 00:26:06.488
we have to talk about a couple of

00:26:06.508 --> 00:26:06.688
things.

00:26:06.708 --> 00:26:09.089
And the first one is, imagine

00:26:10.180 --> 00:26:11.320
put yourself in the shoes of one of

00:26:11.340 --> 00:26:13.321
your patients who has had back pain or

00:26:13.342 --> 00:26:16.663
shoulder pain and pick a diagnosis for

00:26:16.805 --> 00:26:19.445
three months, six months, nine months.

00:26:20.446 --> 00:26:22.548
And then imagine them sitting across from

00:26:22.607 --> 00:26:25.089
you and you don't have the confidence to

00:26:25.150 --> 00:26:26.530
tell them, actually,

00:26:26.550 --> 00:26:28.311
we work on this all day and we

00:26:28.332 --> 00:26:29.792
can solve this problem pretty quickly.

00:26:30.192 --> 00:26:30.673
And truthfully,

00:26:30.834 --> 00:26:32.075
it's only going to cost us about twenty

00:26:32.095 --> 00:26:33.695
five hundred dollars for me to work one

00:26:33.756 --> 00:26:35.537
on one with you for the next three

00:26:35.576 --> 00:26:35.836
months.

00:26:35.856 --> 00:26:36.877
And like

00:26:37.961 --> 00:26:39.221
If you told that to anyone,

00:26:39.281 --> 00:26:40.623
if you told that to any patient, like,

00:26:41.042 --> 00:26:41.143
hey,

00:26:41.222 --> 00:26:42.323
I know this has been bothering you for

00:26:42.363 --> 00:26:43.223
nine months and you've been to the

00:26:43.243 --> 00:26:43.584
chiropractor,

00:26:43.604 --> 00:26:44.703
you've been to the massage therapist and

00:26:44.723 --> 00:26:45.824
you've had an MRI and you've had all

00:26:45.844 --> 00:26:47.184
this other stuff and you had injections or

00:26:47.204 --> 00:26:47.585
whatever else,

00:26:48.464 --> 00:26:49.765
I can solve this problem for you in

00:26:49.785 --> 00:26:50.465
like three months.

00:26:51.365 --> 00:26:53.326
And it's going to cost me like sign

00:26:53.366 --> 00:26:53.586
me up.

00:26:53.767 --> 00:26:54.346
Where do I start?

00:26:54.807 --> 00:26:56.527
And so I think the first step of

00:26:56.567 --> 00:26:58.008
this is we have to have we have

00:26:58.028 --> 00:27:00.429
to get people to stop thinking about what

00:27:00.449 --> 00:27:01.509
they're charging per hour.

00:27:01.989 --> 00:27:04.809
right units or hours or codes right

00:27:04.829 --> 00:27:07.810
totally it's not like i i i had

00:27:07.830 --> 00:27:08.852
to think about this the other day because

00:27:09.051 --> 00:27:10.951
we were talking i think it was you

00:27:10.971 --> 00:27:12.553
that or you and megan brown were talking

00:27:12.573 --> 00:27:13.913
about this in one of our circles like

00:27:14.273 --> 00:27:16.054
we have to stop thinking about how long

00:27:16.074 --> 00:27:18.154
we work as a billable unit like oh

00:27:18.174 --> 00:27:20.355
cool twenty three minutes yes all right

00:27:20.736 --> 00:27:22.436
that's it yeah so

00:27:23.396 --> 00:27:25.057
What what we have to do is we

00:27:25.077 --> 00:27:26.798
have to start thinking about outcomes and

00:27:26.818 --> 00:27:28.500
we have to think about long durations of

00:27:28.519 --> 00:27:30.621
these things like two thousand dollars for

00:27:30.661 --> 00:27:32.241
me to solve this thing that's really been

00:27:32.281 --> 00:27:33.461
bothering me for a long amount of time.

00:27:33.821 --> 00:27:34.843
Like that's pretty valuable.

00:27:35.383 --> 00:27:36.503
The other thing that I have to tell

00:27:36.544 --> 00:27:39.944
my team is we know for a fact

00:27:40.346 --> 00:27:41.685
they're going to get the best care in

00:27:41.746 --> 00:27:43.646
town coming into our practice.

00:27:45.107 --> 00:27:47.909
And if we don't convince them that this

00:27:47.949 --> 00:27:49.509
is the best place to get the outcome

00:27:49.529 --> 00:27:50.191
that they want,

00:27:51.030 --> 00:27:52.311
they're going to go look for it somewhere

00:27:52.372 --> 00:27:52.612
else.

00:27:53.476 --> 00:27:54.037
They're going to go,

00:27:54.057 --> 00:27:55.317
they're going to walk out the door and

00:27:55.377 --> 00:27:55.758
I say, hey,

00:27:55.778 --> 00:27:56.798
it's going to be ten visits,

00:27:56.838 --> 00:27:58.760
but I'm kind of squishing on the details.

00:27:58.800 --> 00:28:01.983
And like you have to know that your

00:28:02.003 --> 00:28:04.685
plans are good and that your diagnosis and

00:28:04.705 --> 00:28:05.527
your prognosis is good.

00:28:05.586 --> 00:28:06.208
And if it is,

00:28:07.269 --> 00:28:09.351
people say PTs think that they suck at

00:28:09.371 --> 00:28:09.671
sales.

00:28:09.891 --> 00:28:11.792
They sell ninety percent of this whole

00:28:11.813 --> 00:28:13.513
plan of care every single day.

00:28:14.413 --> 00:28:15.714
The last percent is what makes them

00:28:15.775 --> 00:28:17.615
nervous is ten percent about how much it's

00:28:17.635 --> 00:28:18.317
going to be money.

00:28:18.477 --> 00:28:18.717
Right.

00:28:18.777 --> 00:28:19.656
Here's what it's going to cost.

00:28:19.696 --> 00:28:20.117
They do.

00:28:20.637 --> 00:28:21.519
They do the rest of it.

00:28:21.638 --> 00:28:23.279
And if we don't tell them that

00:28:23.319 --> 00:28:23.900
confidently,

00:28:24.701 --> 00:28:26.122
they're going to bounce after three visits

00:28:26.142 --> 00:28:27.122
when their pain goes away.

00:28:27.863 --> 00:28:28.782
And then they're going to go look for

00:28:28.803 --> 00:28:30.064
that solution from somebody else.

00:28:30.484 --> 00:28:31.825
And who knows what they're going to land

00:28:31.944 --> 00:28:32.125
on.

00:28:32.226 --> 00:28:33.445
But I can guarantee you it's not going

00:28:33.465 --> 00:28:34.626
to get them as good of outcomes in

00:28:34.646 --> 00:28:35.607
the short amount of time.

00:28:35.948 --> 00:28:38.229
They're going to go do weird stuff at

00:28:38.269 --> 00:28:39.348
a different provider,

00:28:39.528 --> 00:28:40.630
or they're going to be still working on

00:28:40.670 --> 00:28:41.589
this thing six months from now.

00:28:41.609 --> 00:28:42.590
They're going to, you know,

00:28:42.671 --> 00:28:43.951
worst thing is they're going to go have,

00:28:44.290 --> 00:28:46.172
you know, surgery or whatever it is.

00:28:46.192 --> 00:28:47.471
And they're going to say, I tried PT.

00:28:47.811 --> 00:28:48.492
It didn't work for me.

00:28:49.053 --> 00:28:51.334
So it's an obligation for us to be

00:28:51.374 --> 00:28:51.554
like,

00:28:53.068 --> 00:28:54.109
If you know that you can solve this

00:28:54.150 --> 00:28:54.529
problem,

00:28:55.009 --> 00:28:57.191
you have to convince them and convince

00:28:57.211 --> 00:28:58.791
yourself that this is the best place for

00:28:58.832 --> 00:28:58.971
them.

00:28:59.451 --> 00:28:59.692
Yeah.

00:29:00.011 --> 00:29:00.612
Because it is.

00:29:00.951 --> 00:29:01.873
You brought up Megan Brown.

00:29:01.913 --> 00:29:03.032
She's got a great line.

00:29:03.894 --> 00:29:05.913
An excuse is a problem that you have

00:29:05.953 --> 00:29:07.255
decided not to solve.

00:29:07.394 --> 00:29:08.694
It's such a good line.

00:29:09.556 --> 00:29:10.615
And I've heard someone else say,

00:29:10.816 --> 00:29:14.097
if you have a problem that requires a

00:29:14.137 --> 00:29:16.218
thousand dollars to solve and you have a

00:29:16.258 --> 00:29:17.179
thousand dollars,

00:29:18.188 --> 00:29:19.348
you have decided not to solve that

00:29:19.388 --> 00:29:19.808
problem.

00:29:20.388 --> 00:29:22.309
And when you start talking in terms of

00:29:22.509 --> 00:29:25.090
other people's identity or what their work

00:29:25.151 --> 00:29:26.332
is like, and you're saying,

00:29:26.852 --> 00:29:28.272
I've searched for nine months to solve

00:29:28.292 --> 00:29:28.873
this problem.

00:29:29.313 --> 00:29:30.334
It hasn't been solved.

00:29:30.874 --> 00:29:32.115
You haven't tried what I do.

00:29:32.494 --> 00:29:33.615
It'll cost you X.

00:29:33.855 --> 00:29:35.316
And then you shut up and say,

00:29:35.896 --> 00:29:37.517
I make suggestions, you make decisions.

00:29:37.798 --> 00:29:39.057
And if you decide to do here,

00:29:39.157 --> 00:29:40.659
I can give you this.

00:29:41.378 --> 00:29:42.640
I don't know where that doesn't fall in

00:29:42.660 --> 00:29:44.661
a class in PT school.

00:29:45.161 --> 00:29:48.761
This is our basically sales module.

00:29:48.842 --> 00:29:51.143
It's like you create a menu for them,

00:29:51.363 --> 00:29:52.963
you tell them which item to choose,

00:29:53.483 --> 00:29:54.163
and then you shut up.

00:29:55.805 --> 00:29:58.065
You don't hear a shoulder surgeon be like,

00:29:58.285 --> 00:30:00.566
yeah, but we could also,

00:30:01.006 --> 00:30:02.307
or what about this?

00:30:02.346 --> 00:30:04.307
It's like, here's what it is.

00:30:04.586 --> 00:30:05.988
This is the solution to your problem.

00:30:07.113 --> 00:30:08.213
full stop.

00:30:08.273 --> 00:30:08.473
Right.

00:30:08.894 --> 00:30:11.375
And so, you know, to a certain degree,

00:30:11.415 --> 00:30:13.196
like when we're first new,

00:30:13.277 --> 00:30:14.999
when we're new to starting a business and,

00:30:15.078 --> 00:30:15.318
you know,

00:30:15.378 --> 00:30:16.539
we don't have our name out there very

00:30:16.579 --> 00:30:16.720
much,

00:30:16.940 --> 00:30:17.861
we do have to build up a little

00:30:17.881 --> 00:30:19.041
bit of credibility and we do have to

00:30:19.061 --> 00:30:20.041
build up a little bit of trust.

00:30:20.262 --> 00:30:20.462
Sure.

00:30:21.242 --> 00:30:21.522
And so

00:30:22.384 --> 00:30:23.704
Until we get to that point,

00:30:24.424 --> 00:30:25.905
it is a little bit more challenging and

00:30:25.925 --> 00:30:27.306
we do strike out a little bit more.

00:30:28.227 --> 00:30:32.327
But that's the only reason that people

00:30:32.387 --> 00:30:35.890
wouldn't identify with this and buy this

00:30:36.329 --> 00:30:38.050
solution, buy your plan of cares,

00:30:38.090 --> 00:30:42.093
because you didn't confidently convey that

00:30:42.173 --> 00:30:43.333
in a way that made sense to them.

00:30:45.193 --> 00:30:46.915
then that led to a little bit of

00:30:46.935 --> 00:30:49.577
mistrust with them.

00:30:50.018 --> 00:30:51.460
Your lack of clarity led to their

00:30:51.500 --> 00:30:51.920
mistrust.

00:30:53.520 --> 00:30:54.602
We don't need to be taught.

00:30:57.265 --> 00:30:59.205
There are things that are in our human

00:30:59.306 --> 00:31:00.267
operating system that you're like,

00:31:00.346 --> 00:31:01.268
I don't know what's up with this,

00:31:01.327 --> 00:31:01.667
but I don't...

00:31:02.662 --> 00:31:04.022
I don't buy it.

00:31:04.103 --> 00:31:04.903
Or something's off.

00:31:04.963 --> 00:31:05.344
What is it?

00:31:05.423 --> 00:31:06.404
I don't know, but I'm out.

00:31:07.545 --> 00:31:09.307
We love to say we're logical beings,

00:31:09.346 --> 00:31:10.686
but we're emotional beings.

00:31:11.147 --> 00:31:13.288
We make an emotional decision and we back

00:31:13.328 --> 00:31:14.809
it up with a logical story to make

00:31:14.829 --> 00:31:16.932
ourselves feel good.

00:31:16.991 --> 00:31:17.751
Let me ask you this.

00:31:18.071 --> 00:31:20.574
If you're meeting with someone for the

00:31:20.653 --> 00:31:22.035
first time who's like,

00:31:22.115 --> 00:31:23.276
I think I want to try this.

00:31:23.355 --> 00:31:24.916
I've heard about PT Biz, right?

00:31:25.116 --> 00:31:25.897
Friend suggested.

00:31:26.617 --> 00:31:28.038
What do you look for when you're like,

00:31:28.278 --> 00:31:28.900
this person...

00:31:30.160 --> 00:31:31.961
What are some of the attributes that

00:31:31.980 --> 00:31:33.843
you're like, this person will do well?

00:31:34.442 --> 00:31:35.743
Are there things that you can spot?

00:31:37.125 --> 00:31:38.046
As much as anything,

00:31:38.866 --> 00:31:40.667
and I had this conversation the other day.

00:31:40.748 --> 00:31:44.190
I do a lot of onboarding calls in

00:31:44.471 --> 00:31:44.951
both tiers.

00:31:44.971 --> 00:31:46.372
We have the Clinical Rainmaker,

00:31:46.392 --> 00:31:48.794
which is our six-month program for people

00:31:48.834 --> 00:31:50.295
that don't even have a business or they

00:31:50.355 --> 00:31:52.155
just started a business and they're trying

00:31:52.175 --> 00:31:52.636
to figure it out.

00:31:53.325 --> 00:31:54.546
And then we also have the mastermind,

00:31:54.566 --> 00:31:55.666
like we've had a little business for a

00:31:55.686 --> 00:31:56.887
little while and we're trying to grow this

00:31:56.928 --> 00:31:57.228
thing.

00:31:57.587 --> 00:31:58.868
And I do onboarding calls for both.

00:31:59.309 --> 00:32:00.190
And I have for a long time.

00:32:00.230 --> 00:32:01.892
We've been doing the Rainmaker for six

00:32:01.932 --> 00:32:02.211
years.

00:32:04.420 --> 00:32:06.642
what you recognize right away is those

00:32:06.662 --> 00:32:09.183
people that are coachable and will

00:32:09.403 --> 00:32:11.285
implement the thing they're like yep

00:32:11.325 --> 00:32:12.987
whatever you say coach like those are the

00:32:13.027 --> 00:32:14.448
people that that you know are going to

00:32:14.468 --> 00:32:16.229
do well and the people that are that

00:32:16.288 --> 00:32:18.871
come every single time with excuses or

00:32:18.951 --> 00:32:21.593
yeah buds or whatever else you can almost

00:32:21.613 --> 00:32:23.173
guarantee like they're going to struggle

00:32:23.214 --> 00:32:25.536
in this program compared to somebody that

00:32:25.836 --> 00:32:27.117
you know we have to do a good

00:32:27.137 --> 00:32:28.097
job as coaches to

00:32:29.259 --> 00:32:31.740
Ask them the questions to make sure that

00:32:31.760 --> 00:32:33.423
they come to that conclusion on their own.

00:32:33.722 --> 00:32:34.743
But when they come to it and they're

00:32:34.763 --> 00:32:35.924
like, yep, I got this playbook.

00:32:35.964 --> 00:32:37.726
Now I'm going to run with it compared

00:32:37.746 --> 00:32:39.468
to like you ask them the question like,

00:32:39.907 --> 00:32:40.528
I don't know.

00:32:40.568 --> 00:32:42.609
And then they have ten excuses like those

00:32:42.630 --> 00:32:43.530
are the people that, you know,

00:32:43.651 --> 00:32:46.032
they're going to really struggle in any

00:32:46.073 --> 00:32:46.874
program, I would assume.

00:32:47.219 --> 00:32:47.439
Right.

00:32:47.558 --> 00:32:48.380
I make suggestions.

00:32:48.400 --> 00:32:49.941
You make decisions, right?

00:32:50.020 --> 00:32:51.701
Like you look for that.

00:32:53.103 --> 00:32:56.904
You've said before that cash PT could help

00:32:56.984 --> 00:32:59.626
save the profession from burnout.

00:33:00.067 --> 00:33:00.866
Why?

00:33:00.906 --> 00:33:01.248
Yeah.

00:33:03.788 --> 00:33:05.630
I'll go back to this point Kelly made

00:33:05.650 --> 00:33:06.490
at one of our events.

00:33:07.730 --> 00:33:08.071
He said,

00:33:08.531 --> 00:33:11.953
we cannot change a system as large as

00:33:12.114 --> 00:33:13.575
healthcare internally.

00:33:13.815 --> 00:33:14.295
Yeah, no way.

00:33:14.315 --> 00:33:14.675
It's too big.

00:33:14.875 --> 00:33:16.217
There's too much money in it.

00:33:16.237 --> 00:33:16.777
We're not a partner.

00:33:18.084 --> 00:33:19.125
The only thing that we can do is

00:33:19.164 --> 00:33:21.006
we can provide an alternative next to it.

00:33:21.686 --> 00:33:23.047
And if we can grow that alternative so

00:33:23.086 --> 00:33:25.068
big, then the other guys,

00:33:25.209 --> 00:33:28.070
they have to go make the changes, right?

00:33:28.330 --> 00:33:29.652
And we're not there yet,

00:33:30.352 --> 00:33:32.794
but we're making changes, you know,

00:33:34.674 --> 00:33:35.695
within the industry,

00:33:35.976 --> 00:33:37.517
but we'll see it locally first.

00:33:37.596 --> 00:33:39.238
You'll see changes within your town,

00:33:39.298 --> 00:33:41.660
like more like in Wichita alone,

00:33:41.980 --> 00:33:42.961
which is where I'm located,

00:33:43.682 --> 00:33:45.483
We started with one physical therapy

00:33:45.503 --> 00:33:47.384
practice and now a cash practice,

00:33:47.423 --> 00:33:48.884
and now I bet there's six or eight,

00:33:49.444 --> 00:33:49.684
right?

00:33:50.065 --> 00:33:51.345
And it's just because, hey,

00:33:51.365 --> 00:33:52.266
there's proof of concept,

00:33:52.306 --> 00:33:53.425
these other people are doing it.

00:33:53.506 --> 00:33:57.686
And so what has to happen is there

00:33:57.707 --> 00:33:59.448
have to be enough people that opt out

00:33:59.647 --> 00:34:00.147
of the thing.

00:34:00.367 --> 00:34:01.909
And I get it, like insurance,

00:34:02.409 --> 00:34:03.388
it has to stick around,

00:34:03.409 --> 00:34:04.630
it has to be there for somebody.

00:34:05.089 --> 00:34:07.651
But for people that kind of recognize,

00:34:08.831 --> 00:34:09.650
I went to this thing,

00:34:09.731 --> 00:34:11.112
the product wasn't very good,

00:34:12.050 --> 00:34:12.851
and I still had to pay for it

00:34:12.891 --> 00:34:13.231
anyway.

00:34:13.291 --> 00:34:14.112
And to a certain degree,

00:34:14.693 --> 00:34:16.735
sometimes it's more expensive, right?

00:34:17.014 --> 00:34:18.496
If you go to a particular like hospital

00:34:18.536 --> 00:34:18.757
system,

00:34:18.797 --> 00:34:19.918
I heard this on a Rainmaker call the

00:34:19.938 --> 00:34:20.338
other day.

00:34:20.818 --> 00:34:21.958
If you go into a hospital system,

00:34:22.139 --> 00:34:23.300
sometimes they're charging,

00:34:23.480 --> 00:34:25.101
these hospital systems are embedded with

00:34:25.121 --> 00:34:25.762
these insurance companies.

00:34:26.063 --> 00:34:27.784
It's like four hundred dollars a treatment

00:34:27.804 --> 00:34:28.123
session.

00:34:28.164 --> 00:34:29.786
And that's with two or three other people.

00:34:29.846 --> 00:34:30.606
They're like, well,

00:34:30.626 --> 00:34:31.367
we're not charging that.

00:34:31.507 --> 00:34:32.947
We're much more transparent about it and

00:34:33.007 --> 00:34:33.909
whatever else is like,

00:34:33.929 --> 00:34:35.771
this is a better product, right?

00:34:36.490 --> 00:34:38.452
On a busy day in our practice,

00:34:38.532 --> 00:34:40.855
you're going to see six or seven patients.

00:34:41.795 --> 00:34:44.538
A full patient load for us is twenty

00:34:44.577 --> 00:34:46.280
eight patients in a week.

00:34:46.659 --> 00:34:47.420
And we know patients.

00:34:47.460 --> 00:34:49.262
We know people that are seeing twenty

00:34:49.282 --> 00:34:50.384
eight patients a day.

00:34:51.144 --> 00:34:51.364
Oh, yeah.

00:34:51.485 --> 00:34:52.385
It's not a two day.

00:34:53.226 --> 00:34:53.447
Right.

00:34:54.128 --> 00:34:55.329
And so, I mean,

00:34:55.708 --> 00:34:57.030
the pace that we get to work out,

00:34:57.050 --> 00:34:58.512
the relationships that we get to build,

00:34:58.612 --> 00:35:00.414
like they're vastly different.

00:35:00.994 --> 00:35:03.036
And the delivery of it is a lot

00:35:03.077 --> 00:35:03.777
different as well, too.

00:35:04.577 --> 00:35:05.077
And so again,

00:35:05.097 --> 00:35:07.259
if you go back to this person that

00:35:07.278 --> 00:35:08.458
you were mentioning before that doesn't

00:35:08.478 --> 00:35:10.079
want to go back five thousand dollars

00:35:10.139 --> 00:35:11.599
because like that's moving them backwards.

00:35:11.619 --> 00:35:13.320
Like we find a lot of people that'll

00:35:13.340 --> 00:35:14.599
be like, yeah,

00:35:14.619 --> 00:35:16.019
I don't need to make ninety seven thousand

00:35:16.039 --> 00:35:17.599
dollars a year or one hundred twenty

00:35:17.619 --> 00:35:19.880
thousand dollars a year if I can just

00:35:20.440 --> 00:35:22.300
not do notes until ten o'clock every night

00:35:22.661 --> 00:35:23.882
or if I can come if I can

00:35:24.021 --> 00:35:26.101
leave to take my kid to the dentist

00:35:26.181 --> 00:35:28.081
and not have to take PTO every single

00:35:28.121 --> 00:35:29.302
time I walk out the door.

00:35:29.402 --> 00:35:30.463
And so the

00:35:32.358 --> 00:35:33.699
That system,

00:35:33.880 --> 00:35:35.402
it has to be run that way,

00:35:35.802 --> 00:35:39.286
but we're building the alternative next to

00:35:39.347 --> 00:35:39.427
it.

00:35:39.527 --> 00:35:41.349
And it's clearly a better product.

00:35:41.916 --> 00:35:42.137
Right.

00:35:42.277 --> 00:35:44.597
Ask, what do you value?

00:35:45.197 --> 00:35:46.898
I think a lot of big organizations,

00:35:46.918 --> 00:35:48.358
because I hear from people who are there,

00:35:48.978 --> 00:35:50.918
well, nobody wants to work.

00:35:50.958 --> 00:35:53.019
And people have said before, it's like,

00:35:53.159 --> 00:35:54.340
well, what are you offering?

00:35:54.900 --> 00:35:56.161
What is the thing you're offering me?

00:35:56.481 --> 00:35:58.981
Because I've seen people work in practices

00:35:59.021 --> 00:36:01.342
that autonomy is the biggest flex.

00:36:01.742 --> 00:36:04.762
And those people come and don't leave and

00:36:05.063 --> 00:36:06.682
are happy about it because they understood

00:36:06.702 --> 00:36:07.043
what they were.

00:36:07.242 --> 00:36:09.204
You're buying a job as an employee, right?

00:36:09.623 --> 00:36:10.125
Yeah.

00:36:10.184 --> 00:36:11.726
Forty hours a week is a massive

00:36:11.746 --> 00:36:12.307
investment.

00:36:12.807 --> 00:36:14.309
Ask yourself what game you want to be

00:36:14.349 --> 00:36:17.373
playing and then decide to play that game.

00:36:17.847 --> 00:36:20.528
Well, and Jimmy, you mentioned autonomy,

00:36:20.688 --> 00:36:23.190
and this is what our practice was built

00:36:23.291 --> 00:36:24.512
on in the beginning, right?

00:36:24.932 --> 00:36:25.532
I read a book.

00:36:26.173 --> 00:36:27.414
It's Built to Sell.

00:36:27.775 --> 00:36:28.335
Oh, yeah.

00:36:28.355 --> 00:36:28.916
Daniel Pink?

00:36:29.396 --> 00:36:29.615
Yeah.

00:36:29.755 --> 00:36:31.657
And the premise of the book is like,

00:36:31.777 --> 00:36:33.199
do not be the bottleneck in your business.

00:36:33.659 --> 00:36:35.900
And so from the very beginning,

00:36:35.940 --> 00:36:38.903
we were training people how to do the

00:36:38.923 --> 00:36:41.485
things that I do because I never wanted

00:36:41.525 --> 00:36:43.527
to be the person that like every decision

00:36:43.567 --> 00:36:44.268
had to flow through.

00:36:44.527 --> 00:36:44.907
Right.

00:36:45.007 --> 00:36:47.030
And so I was only in my business

00:36:47.050 --> 00:36:49.010
for maybe two years before they asked me

00:36:49.030 --> 00:36:50.791
to come on and start help coaching part

00:36:50.851 --> 00:36:51.072
time.

00:36:51.793 --> 00:36:53.014
And so I'm stepping away.

00:36:53.333 --> 00:36:54.454
The business is running.

00:36:54.894 --> 00:36:55.815
There's days of the week where it's

00:36:55.835 --> 00:36:58.536
running without me until I got to the

00:36:58.597 --> 00:37:00.719
end of twenty, twenty four.

00:37:01.438 --> 00:37:01.759
And like,

00:37:02.699 --> 00:37:03.719
we would like you here full time.

00:37:04.380 --> 00:37:07.362
And I had prepped for that since the

00:37:07.402 --> 00:37:07.782
beginning.

00:37:08.163 --> 00:37:08.503
And so

00:37:09.664 --> 00:37:11.144
I've stepped away.

00:37:11.244 --> 00:37:13.465
I've never lost an employee unless they've

00:37:13.525 --> 00:37:14.387
moved out of the state.

00:37:14.706 --> 00:37:15.786
It's because we've been giving them

00:37:15.887 --> 00:37:18.427
autonomy, like hire smart people,

00:37:18.748 --> 00:37:20.168
train them on what to do and get

00:37:20.228 --> 00:37:21.550
out of their way.

00:37:22.010 --> 00:37:24.630
And so it was a pretty natural.

00:37:24.670 --> 00:37:25.811
It was the hardest part was for me

00:37:25.831 --> 00:37:27.273
stepping away from those patients.

00:37:27.773 --> 00:37:29.514
But in the grand scheme of things,

00:37:30.134 --> 00:37:31.275
I didn't miss them as much as I

00:37:31.315 --> 00:37:31.855
thought I would.

00:37:32.074 --> 00:37:33.076
And they didn't miss me as much as

00:37:33.096 --> 00:37:33.496
I thought I would.

00:37:33.596 --> 00:37:34.596
I left them in good hands.

00:37:35.956 --> 00:37:36.617
And truthfully,

00:37:36.898 --> 00:37:37.737
some of them I had been seeing for

00:37:37.757 --> 00:37:38.398
a very long time.

00:37:38.418 --> 00:37:40.920
This is when I knew I had to

00:37:40.940 --> 00:37:42.119
step out of patient care,

00:37:42.179 --> 00:37:44.981
is I'd gotten a little bit complacent on

00:37:45.581 --> 00:37:46.842
going and learning the new stuff.

00:37:47.523 --> 00:37:49.224
Because even at, you know,

00:37:49.664 --> 00:37:52.425
eighty percent capacity, mental capacity,

00:37:52.445 --> 00:37:53.485
I was still a pretty damn good PT.

00:37:53.505 --> 00:37:54.764
And it was like, ah, like,

00:37:55.746 --> 00:37:57.666
so my brain was really leaning more

00:37:57.686 --> 00:37:59.266
towards the, you know,

00:37:59.306 --> 00:38:00.266
the business side of things.

00:38:00.286 --> 00:38:02.947
And, you know, for me, it was impact.

00:38:03.168 --> 00:38:03.387
Right.

00:38:03.467 --> 00:38:04.588
I can have a certain amount of impact

00:38:04.628 --> 00:38:05.849
working one on one with a patient.

00:38:05.869 --> 00:38:06.369
You know,

00:38:06.389 --> 00:38:07.809
this person can now go function with their

00:38:07.849 --> 00:38:09.090
family or in their community or in their

00:38:09.110 --> 00:38:09.791
church or whatever.

00:38:10.291 --> 00:38:10.971
Right.

00:38:11.030 --> 00:38:11.911
If I can train a team,

00:38:12.411 --> 00:38:13.731
now I have a little bit bigger impact,

00:38:13.751 --> 00:38:15.112
you know, more ripples or whatever else.

00:38:15.132 --> 00:38:16.333
But if I can go train,

00:38:17.175 --> 00:38:17.695
you know,

00:38:17.755 --> 00:38:18.996
several hundred people how to have

00:38:19.056 --> 00:38:19.757
business like this,

00:38:20.217 --> 00:38:22.777
my impact is now much larger, right?

00:38:23.237 --> 00:38:24.378
And that's what it was for me.

00:38:24.438 --> 00:38:27.679
And so me stepping away from patient care

00:38:28.358 --> 00:38:28.778
was like,

00:38:28.998 --> 00:38:31.599
this is how I can continue to feel

00:38:31.960 --> 00:38:33.101
like I am, you know,

00:38:33.141 --> 00:38:34.740
contributing and like I get a lot of

00:38:35.021 --> 00:38:37.382
worth and value from from my career.

00:38:37.894 --> 00:38:39.376
But that's an identity change.

00:38:39.476 --> 00:38:40.096
Like that's,

00:38:40.255 --> 00:38:42.277
that to me is like the big,

00:38:42.777 --> 00:38:44.577
that's a big internal change,

00:38:45.018 --> 00:38:46.298
but no one can do it as good

00:38:46.338 --> 00:38:46.679
as me.

00:38:46.998 --> 00:38:48.219
And it's not saying that someone can't,

00:38:48.259 --> 00:38:49.880
but it's like, if I let this go,

00:38:51.121 --> 00:38:51.740
what am I?

00:38:52.161 --> 00:38:52.541
Yeah.

00:38:52.621 --> 00:38:53.322
Then what am I,

00:38:53.362 --> 00:38:54.822
if I'm not the doer and I'm the

00:38:54.922 --> 00:38:56.762
overseer, am I any good at that?

00:38:56.782 --> 00:38:57.682
Or do I want to do that?

00:38:57.742 --> 00:38:58.583
Or, you know,

00:38:58.684 --> 00:39:00.545
then am I not this anymore?

00:39:00.585 --> 00:39:02.686
Because I wrapped my entire identity

00:39:02.726 --> 00:39:03.425
around that.

00:39:03.505 --> 00:39:03.646
Yeah.

00:39:04.298 --> 00:39:05.500
if you've ever as a,

00:39:05.539 --> 00:39:07.559
an employer or a boss or a manager

00:39:07.579 --> 00:39:08.240
or whatever said,

00:39:08.581 --> 00:39:10.101
it's just easier if I do it myself,

00:39:11.161 --> 00:39:12.362
then you're not doing a good job.

00:39:12.641 --> 00:39:12.882
Right.

00:39:12.942 --> 00:39:14.103
You have to go learn how to do

00:39:14.123 --> 00:39:14.242
things.

00:39:14.362 --> 00:39:15.583
And so the other book that,

00:39:15.603 --> 00:39:17.123
that was in the back of my head

00:39:17.143 --> 00:39:18.403
the whole time was, you know,

00:39:18.423 --> 00:39:20.025
the big leap by Gay Hendricks is like,

00:39:20.405 --> 00:39:21.505
this is my zone of excellence.

00:39:21.766 --> 00:39:23.246
I can treat patients all day and I'm

00:39:23.286 --> 00:39:23.545
there,

00:39:24.085 --> 00:39:25.547
but what I'm really good at is this

00:39:25.626 --> 00:39:25.947
other thing.

00:39:25.967 --> 00:39:26.626
And this is, you know,

00:39:26.646 --> 00:39:28.168
what he calls like your zone of genius.

00:39:28.427 --> 00:39:30.108
And it was always in the back of

00:39:30.128 --> 00:39:30.469
my head.

00:39:30.489 --> 00:39:30.748
I was like,

00:39:31.789 --> 00:39:32.929
I think I would be really good at

00:39:32.949 --> 00:39:33.170
this.

00:39:33.269 --> 00:39:34.130
And so it was,

00:39:34.170 --> 00:39:35.132
it was a big leap, you know,

00:39:35.811 --> 00:39:37.713
our profitability was down that year that

00:39:37.753 --> 00:39:38.315
I'm out, you know,

00:39:38.335 --> 00:39:39.436
it was a kind of a crazy year

00:39:39.456 --> 00:39:40.315
in twenty twenty five.

00:39:40.356 --> 00:39:41.257
But ultimately,

00:39:41.297 --> 00:39:43.759
like the business still grew or, you know,

00:39:43.778 --> 00:39:45.079
we had a little bit more stability because

00:39:45.800 --> 00:39:47.802
I had W two salary and I didn't

00:39:47.822 --> 00:39:49.403
have to pull out so much from the

00:39:49.423 --> 00:39:50.744
business on a regular basis.

00:39:50.804 --> 00:39:53.306
And then this year we're off like a

00:39:53.708 --> 00:39:54.789
like a, you know,

00:39:54.809 --> 00:39:57.090
like something that goes fast.

00:40:04.257 --> 00:40:07.581
What's the future look like for the people

00:40:07.601 --> 00:40:09.161
that you coach?

00:40:09.802 --> 00:40:10.663
The vibe that I got,

00:40:10.722 --> 00:40:11.762
I've only been to one of these,

00:40:12.844 --> 00:40:16.827
was that it seemed like you were guiding

00:40:16.847 --> 00:40:19.789
people through places you've been and it

00:40:19.849 --> 00:40:21.429
sounded like you guys were saying,

00:40:21.590 --> 00:40:22.971
this is the next thing coming.

00:40:23.512 --> 00:40:25.193
How do we prepare you for this?

00:40:25.532 --> 00:40:26.793
So what's coming down the line?

00:40:27.528 --> 00:40:28.108
Yeah,

00:40:28.148 --> 00:40:32.733
so we always are thinking about in our

00:40:32.753 --> 00:40:35.434
practices, new patients.

00:40:35.454 --> 00:40:36.755
I get new patients on the door.

00:40:36.856 --> 00:40:37.976
Like it's all about new patients.

00:40:38.617 --> 00:40:41.039
And in the grand scheme of things,

00:40:41.938 --> 00:40:44.900
the real metric is lifetime value, right?

00:40:45.342 --> 00:40:45.862
It's okay,

00:40:45.922 --> 00:40:47.722
so I provided this solution for three

00:40:47.762 --> 00:40:49.844
months and then they,

00:40:50.164 --> 00:40:51.126
now they can go back and they can

00:40:51.146 --> 00:40:52.226
do this thing and we've solved this

00:40:52.266 --> 00:40:52.547
problem.

00:40:53.530 --> 00:40:55.289
But in that time period,

00:40:55.309 --> 00:40:57.030
you've generated so much trust with

00:40:57.070 --> 00:40:57.471
people.

00:40:57.931 --> 00:41:00.150
Like it's really challenging to kind of

00:41:00.190 --> 00:41:02.411
send them else back into the world.

00:41:02.452 --> 00:41:04.472
And so it's, you know,

00:41:04.532 --> 00:41:06.452
getting people onto, you know,

00:41:06.492 --> 00:41:07.311
continuity plans.

00:41:07.331 --> 00:41:08.032
And this is where,

00:41:08.152 --> 00:41:09.992
this is what insurance-based companies

00:41:10.012 --> 00:41:11.913
could do now is they bolt after

00:41:11.952 --> 00:41:12.632
graduation,

00:41:12.853 --> 00:41:15.614
bolt on some cash training or some small

00:41:15.693 --> 00:41:17.454
group training or some programming or

00:41:17.614 --> 00:41:18.434
something else,

00:41:19.173 --> 00:41:21.795
allow PTs like to do the fun stuff.

00:41:22.509 --> 00:41:24.528
We always discharge them right when it's

00:41:24.548 --> 00:41:25.050
getting fun.

00:41:25.150 --> 00:41:25.530
All right, well,

00:41:25.570 --> 00:41:26.789
time to go back to whatever.

00:41:26.809 --> 00:41:28.610
I was like, wow.

00:41:28.670 --> 00:41:29.831
But this is the part that you really

00:41:29.871 --> 00:41:30.251
want to do.

00:41:30.791 --> 00:41:32.891
And so these are the big things for

00:41:33.090 --> 00:41:36.632
us is helping people, number one,

00:41:36.931 --> 00:41:39.813
use continuity is what we call small group

00:41:39.833 --> 00:41:42.853
training or just ongoing visits in a way

00:41:42.873 --> 00:41:44.434
that's meaningful for them.

00:41:44.494 --> 00:41:45.233
That's a big challenge.

00:41:45.934 --> 00:41:47.735
It's always going to be hiring and getting

00:41:47.775 --> 00:41:48.476
more folks in the door.

00:41:48.496 --> 00:41:50.217
And that means getting more spaces and

00:41:50.518 --> 00:41:51.518
learning how to manage that.

00:41:51.998 --> 00:41:52.659
And then the other thing,

00:41:52.900 --> 00:41:53.601
like anybody else,

00:41:53.641 --> 00:41:56.143
it's learning how to harness AI in a

00:41:56.182 --> 00:42:00.186
way that meaningfully tracking your KPIs

00:42:00.206 --> 00:42:02.108
and your numbers and knowing what to do

00:42:02.128 --> 00:42:04.128
with those numbers and be like, okay,

00:42:04.869 --> 00:42:05.731
what am I going to do with that?

00:42:05.871 --> 00:42:06.150
Right.

00:42:06.431 --> 00:42:07.411
And again,

00:42:07.853 --> 00:42:09.873
I can count on one hand the number

00:42:09.914 --> 00:42:12.215
of people that are in PTBiz coaching that

00:42:12.255 --> 00:42:12.737
have an MBA.

00:42:13.945 --> 00:42:14.125
right?

00:42:14.525 --> 00:42:15.326
It's all, it's none of us.

00:42:15.346 --> 00:42:17.726
Like we never learned how to be business

00:42:17.786 --> 00:42:18.086
owners.

00:42:18.166 --> 00:42:20.307
And so it's, it's so nice to,

00:42:20.467 --> 00:42:21.608
to have somebody, you know,

00:42:21.889 --> 00:42:23.248
Danny is very astute on this thing.

00:42:23.289 --> 00:42:24.210
And our other, you know,

00:42:24.250 --> 00:42:26.951
one of our other partners Jared moon is

00:42:27.391 --> 00:42:29.853
runs huge businesses and like to have them

00:42:29.992 --> 00:42:30.893
guiding us and being like,

00:42:31.273 --> 00:42:32.153
here's what you got to look for.

00:42:32.213 --> 00:42:33.054
Here's the next thing.

00:42:33.414 --> 00:42:37.516
It's again, much better quarterback than,

00:42:37.815 --> 00:42:39.097
you know, offensive coordinator.

00:42:39.137 --> 00:42:40.418
Sometimes they have to tell me what to

00:42:40.458 --> 00:42:40.697
do.

00:42:40.757 --> 00:42:41.677
And I'm like, yep, that sounds good.

00:42:41.717 --> 00:42:42.197
I'm going to,

00:42:42.217 --> 00:42:42.958
I'm going to run the thing.

00:42:43.018 --> 00:42:43.239
And so

00:42:44.592 --> 00:42:46.693
It's thinking beyond like, ow,

00:42:46.733 --> 00:42:47.454
my shoulder hurts.

00:42:48.034 --> 00:42:49.016
Right.

00:42:49.036 --> 00:42:50.295
There's so much other value that we can

00:42:50.335 --> 00:42:52.217
provide to our clients.

00:42:52.237 --> 00:42:52.918
All right.

00:42:52.938 --> 00:42:54.778
We have a tradition on the show, Courtney.

00:42:54.798 --> 00:42:56.159
It's called the parting shot.

00:42:57.280 --> 00:42:59.320
This is the parting shot.

00:42:59.840 --> 00:43:01.242
One last mic drop moment.

00:43:01.922 --> 00:43:02.702
No pressure.

00:43:03.163 --> 00:43:05.284
Just your legacy on the line.

00:43:06.376 --> 00:43:07.557
Our parting shot brought to you by our

00:43:07.577 --> 00:43:08.777
friends at Empower EMR.

00:43:08.797 --> 00:43:10.599
If your clinic is tired of slow software,

00:43:10.639 --> 00:43:11.659
clunky documentation,

00:43:11.679 --> 00:43:14.260
Empower gives PTs faster workflows,

00:43:14.300 --> 00:43:14.800
better notes,

00:43:14.840 --> 00:43:16.322
and customer support that actually

00:43:16.382 --> 00:43:16.882
responds.

00:43:16.961 --> 00:43:18.563
Also want to say thanks to USPT,

00:43:19.222 --> 00:43:20.764
helping clinicians grow careers through

00:43:20.784 --> 00:43:22.304
mentorship, leadership development,

00:43:22.364 --> 00:43:24.965
and strong local clinic brands backed by

00:43:25.065 --> 00:43:25.907
national support.

00:43:25.927 --> 00:43:27.146
So you got two choices.

00:43:27.806 --> 00:43:29.327
You can just have your own parting shot

00:43:29.427 --> 00:43:32.349
and just whatever quote, mic drop moment,

00:43:32.469 --> 00:43:33.789
or I can give you a parting shot

00:43:33.849 --> 00:43:34.391
question.

00:43:34.510 --> 00:43:34.851
Up to you.

00:43:35.963 --> 00:43:37.844
Hmm.

00:43:37.985 --> 00:43:41.268
I I'll take the question just because I,

00:43:41.347 --> 00:43:42.608
I have so many of these that I

00:43:42.869 --> 00:43:44.431
get to write.

00:43:44.490 --> 00:43:44.771
All right.

00:43:45.190 --> 00:43:46.251
So I'll tee up with this one.

00:43:46.512 --> 00:43:48.414
If a new grad physical therapist,

00:43:48.514 --> 00:43:51.516
fresh out of PT school said, all right,

00:43:51.795 --> 00:43:52.856
I've heard a lot about this.

00:43:53.036 --> 00:43:55.059
I want to build a career that I

00:43:55.119 --> 00:43:57.320
love and I can afford that works for

00:43:57.380 --> 00:43:58.481
me and not the other way around.

00:43:59.081 --> 00:44:00.844
What would your sort of one minute pitch

00:44:00.903 --> 00:44:00.983
be?

00:44:01.003 --> 00:44:01.583
What would you have?

00:44:01.603 --> 00:44:02.284
What would you say to him?

00:44:02.918 --> 00:44:03.519
Yeah,

00:44:03.539 --> 00:44:04.563
I think the first thing that they have

00:44:04.583 --> 00:44:04.945
to do,

00:44:05.447 --> 00:44:07.112
it is useful to go learn how to

00:44:07.132 --> 00:44:08.197
be a good physical therapist first.

00:44:08.829 --> 00:44:10.628
And so sometimes that means working in one

00:44:10.648 --> 00:44:12.769
of these businesses or working in,

00:44:12.889 --> 00:44:13.090
you know,

00:44:13.329 --> 00:44:15.110
in an in-network place and go getting some

00:44:15.150 --> 00:44:16.630
reps and, you know, learning their chops.

00:44:17.670 --> 00:44:18.170
But, you know,

00:44:18.210 --> 00:44:19.951
three years down the road is kind of

00:44:19.971 --> 00:44:21.592
the sweet spot where, you know,

00:44:21.632 --> 00:44:22.911
it's kind of the Dunning-Kruger effect

00:44:22.952 --> 00:44:25.472
where like you're just smart enough and

00:44:25.552 --> 00:44:27.112
also just dumb enough to be like, okay,

00:44:27.432 --> 00:44:28.773
I can really do this.

00:44:29.172 --> 00:44:31.012
And so when you get to that three-year

00:44:31.052 --> 00:44:31.353
spot,

00:44:31.393 --> 00:44:33.094
like this is when people can really go

00:44:33.134 --> 00:44:33.833
make it happen.

00:44:34.094 --> 00:44:34.974
And then at that point,

00:44:35.773 --> 00:44:37.215
hire a coach and do what they tell

00:44:37.235 --> 00:44:37.514
you to do.

00:44:37.534 --> 00:44:37.635
Right.

00:44:37.835 --> 00:44:38.675
That's it.

00:44:39.601 --> 00:44:39.882
Yeah.

00:44:39.902 --> 00:44:42.702
So it sounds like get out there and

00:44:42.943 --> 00:44:43.943
mess up and learn,

00:44:44.043 --> 00:44:45.324
mess up and learn and mess up and

00:44:45.364 --> 00:44:45.684
learn.

00:44:46.023 --> 00:44:47.684
And then once you're at that ceiling,

00:44:47.704 --> 00:44:49.264
that sort of three-year mark, like, okay,

00:44:49.485 --> 00:44:49.925
like you said,

00:44:50.224 --> 00:44:51.664
I've looked around and this is what it

00:44:51.706 --> 00:44:51.885
is.

00:44:51.945 --> 00:44:52.465
I understand it.

00:44:52.826 --> 00:44:53.826
Is this what I want?

00:44:54.085 --> 00:44:54.985
If it is, great.

00:44:55.005 --> 00:44:55.467
If it's not,

00:44:56.266 --> 00:44:57.666
you get to sort of decide.

00:44:57.686 --> 00:44:57.867
I mean,

00:44:57.887 --> 00:44:59.987
how many people at that event in South

00:45:00.007 --> 00:45:01.148
Carolina with PT Biz,

00:45:01.188 --> 00:45:03.708
like the types of practices were so

00:45:03.849 --> 00:45:04.409
varied,

00:45:04.509 --> 00:45:06.170
like different and weird in all the

00:45:06.210 --> 00:45:07.190
coolest ways, right?

00:45:07.315 --> 00:45:07.835
So varied.

00:45:08.677 --> 00:45:13.963
And what's nice about that is in PTB,

00:45:13.983 --> 00:45:15.784
it's like you are running your own

00:45:15.804 --> 00:45:16.144
practice.

00:45:16.164 --> 00:45:17.246
This is not a franchise.

00:45:17.347 --> 00:45:18.527
We're not telling you what to do.

00:45:18.708 --> 00:45:20.070
We're giving you best practices.

00:45:20.597 --> 00:45:20.898
And again,

00:45:20.998 --> 00:45:22.378
it's up to you to kind of go

00:45:22.438 --> 00:45:23.739
run your own brand and like go create

00:45:23.759 --> 00:45:24.179
the lifestyle.

00:45:24.219 --> 00:45:25.739
There are people in there that just want

00:45:25.760 --> 00:45:28.141
to get busy enough to have a lifestyle

00:45:28.161 --> 00:45:28.641
practice,

00:45:29.402 --> 00:45:31.422
never see a patient on Monday or Friday,

00:45:31.563 --> 00:45:33.563
have five days off every week and whatever

00:45:33.583 --> 00:45:33.983
else it is.

00:45:34.063 --> 00:45:36.304
And so you get to choose your own

00:45:36.324 --> 00:45:36.864
adventure.

00:45:37.385 --> 00:45:38.565
And how many other jobs in healthcare are

00:45:38.606 --> 00:45:38.925
like that?

00:45:39.186 --> 00:45:39.606
Not many.

00:45:40.086 --> 00:45:40.427
Not many.

00:45:40.447 --> 00:45:41.387
Not many at all.

00:45:42.166 --> 00:45:43.547
If someone wanted to contact you,

00:45:43.847 --> 00:45:45.128
what's the way if they were like,

00:45:45.228 --> 00:45:46.309
all right, this guy seems cool,

00:45:46.329 --> 00:45:47.369
but I'm going to test drive him a

00:45:47.389 --> 00:45:47.730
little bit.

00:45:48.074 --> 00:45:48.474
Yeah,

00:45:49.235 --> 00:45:49.956
I would tell them to go to the

00:45:50.016 --> 00:45:52.277
PTBiz website first and foremost or follow

00:45:52.317 --> 00:45:54.597
PTBiz on Instagram.

00:45:55.137 --> 00:45:55.838
You can follow me.

00:45:56.157 --> 00:45:56.838
There's not much going on.

00:45:56.898 --> 00:45:57.878
It's just pictures of my kids.

00:45:57.898 --> 00:46:00.539
It's Cordeon Morse at Gmail or at,

00:46:00.559 --> 00:46:01.760
that's like Gmail.

00:46:01.780 --> 00:46:03.260
Cordeon Morse at Instagram,

00:46:03.300 --> 00:46:05.041
but all the real action that happens over

00:46:05.061 --> 00:46:05.621
at PTBiz.

00:46:06.101 --> 00:46:07.041
Courtney, appreciate this.

00:46:07.061 --> 00:46:08.143
Thanks for doing what you do, man.

00:46:08.503 --> 00:46:09.585
Just standing in that room,

00:46:11.186 --> 00:46:13.829
it was pretty cool to watch a bunch

00:46:13.869 --> 00:46:16.813
of people on similar but different

00:46:16.853 --> 00:46:19.175
journeys at similar but different stages

00:46:19.496 --> 00:46:21.297
and watching people talk to each other

00:46:21.338 --> 00:46:24.380
like future version of myself or past

00:46:24.400 --> 00:46:25.181
version of myself.

00:46:26.864 --> 00:46:27.445
It was pretty cool.

00:46:27.987 --> 00:46:28.367
Yeah.

00:46:28.427 --> 00:46:30.831
It's pretty motivational because you can,

00:46:31.170 --> 00:46:32.251
you can see where you're at on the

00:46:32.291 --> 00:46:34.295
path and there's always a way to get

00:46:34.315 --> 00:46:34.914
to the next one.

00:46:35.195 --> 00:46:36.657
Or you can, like in Mikey's shoes,

00:46:36.777 --> 00:46:38.840
you can choose to tread water a little

00:46:38.860 --> 00:46:39.760
bit.

00:46:39.942 --> 00:46:41.163
It doesn't have to be a rocket at

00:46:41.182 --> 00:46:41.643
all times.

00:46:42.224 --> 00:46:43.465
That's the nice thing.

00:46:43.806 --> 00:46:44.746
Courtney, appreciate your time, man.

00:46:44.786 --> 00:46:45.507
Thank you.

00:46:45.527 --> 00:46:45.869
Thanks, Jimmy.

00:46:47.864 --> 00:46:48.945
That's it for this one,

00:46:49.224 --> 00:46:50.885
but we're just getting warmed up.

00:46:51.367 --> 00:46:53.288
Smash follow, send it to a friend,

00:46:53.487 --> 00:46:55.170
or crank up the next episode.

00:46:55.670 --> 00:46:56.570
Want to go deeper?

00:46:57.030 --> 00:47:01.094
Hit us at pgpiecast.com or find us on

00:47:01.114 --> 00:47:03.675
YouTube and socials at pgpiecast.

00:47:04.076 --> 00:47:06.358
And legally, none of this was advice.

00:47:06.438 --> 00:47:08.219
It's for entertainment purposes only.

00:47:08.840 --> 00:47:09.820
Bullshit!

00:47:09.860 --> 00:47:10.440
See, Keith?

00:47:10.641 --> 00:47:11.702
We read the script.

00:47:12.001 --> 00:47:12.682
Happy now?