Why PTs Were Never Taught to Succeed in Business

WEBVTT

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You're listening to the PT Pinecast,

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where smart people in healthcare come to

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make noise.

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Here's your host, Jimmy McKay.

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Before I get started,

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I do want to say thanks to Brooks

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IHL.

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That's Brooks Institute of Higher

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Learning.

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They've been supporting the show for,

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I should know this, it's two, three years.

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We'll say two plus years,

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more than two years.

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The place PTs go when they're looking to

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level up their clinical game,

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they've got residencies and fellowships in

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pediatrics, geriatrics, orthopedics,

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neuro, all of the things pretty much.

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If you're thinking about it,

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some people are like, well,

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do I get paid during these things?

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Some of them can.

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At Brooks, you do.

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brooksihl.org.

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That is brooksihl.org.

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Guest today walked away from corporate

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leadership and started a PT practice in a

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very,

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very high-end area from the back of his

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car.

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Look where he is now.

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Now he's helping other rehab entrepreneurs

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grow their business by teaching what most

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PTs just weren't taught.

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You can't say someone's bad at something

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without coming to their defense and be

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like, well, they weren't taught.

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So it's like,

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you can't really fault them for that.

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Not forever though.

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You can say like, you weren't taught,

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you got to get into it.

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So they weren't taught this in school,

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probably not, maybe not in the clinic,

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how to think like a business owner.

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Cause that's what some of these things

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are.

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You're an employee or an owner, right?

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So with a focus on real world advice

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today and belief that character,

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not just knowledge is what builds success.

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Our guests today reshaping what is

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possible in private practice.

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And today he's half of another podcast,

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right?

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as well.

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We'll get into it.

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Owen Campbell on the show.

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Owen, welcome to the program, man.

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Dude, I'm pumped to be on here.

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That intro made me sound like every other

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business advisor on LinkedIn.

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Is it though?

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It sucks because I wrote it.

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Or at least I gave you the information.

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So I'm hoping to differentiate myself just

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a little bit, like you said.

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I'll come to your defense.

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I'll come to your defense,

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not just because you're sitting in front

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of me and I'm supposed to make you

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feel welcome because you're a guest,

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but

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i'll start conversations with people um

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because i meet people a lot right as

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i'm sure you do and lots of people

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do and i'll start and i like to

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start with like sort of a week like

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what's your background is like i don't

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know it's a it's a normal question i'll

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go what's your superhero origin story

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because number one it sort of makes them

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think i don't want a holstered response

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I want them to think.

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And they go, oh,

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I don't really have one.

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I go, well, first of all,

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we all have an origin story.

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That's why superhero movies are great.

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It's not the CGI.

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It's this person had this and then they

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became this, right?

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And we all sort of have that,

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which is that Phoenix moment or the

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Deadpool moment where I was this and then

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I became this.

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So let's start with the trunk of your

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car because that's a cool like Phoenix.

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You have my attention, right?

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Like got my attention.

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And I talk to people a lot.

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Start at the trunk of your car.

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What made you walk away from,

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we'll say corporate career,

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but let's just say like what it really

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is.

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Safety.

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You walked away from something safe to do

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something different.

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Why?

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And what's the origin story there?

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Well,

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I think it comes a lot down to

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that whole like burnout versus passion

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argument that you see online a lot.

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And essentially what I started out with is

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I think in my first year when I

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was in New York,

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because I treated in Manhattan for like

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three years before I moved out here in

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Arizona.

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And I think the first performance review

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three months in, she's like, well,

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what do you see yourself?

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I'm like, I want your job.

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And I knew I wanted to run a

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clinic.

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So I was an assistant manager like six

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months in, right?

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And by want, not by necessity,

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which a lot of people have to do.

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And then I got a taste of business

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and then I moved out.

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I realized New York was fun in your

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twenties,

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but you're not going to build a life

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there easily.

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Right.

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And I said, well, the West is cool.

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West Coast is expensive.

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Let's go to Phoenix.

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And I met this entrepreneur and she is

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a rock star when it comes to marketing.

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But she had six clinics.

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They were struggling, not struggling.

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There's like three that were killing it.

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But then her expansion was not awesome.

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so she said you've run a clinic before

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save this one right and she gave me

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one in like kind of the middle inner

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city right we had a lot of medicaid

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but we also were right next to one

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of the most expensive real estate so big

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big swath and you know we i built

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it right we we went from three people

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who wanted to get the hell out of

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there to seven people and we opened

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another clinic down the road right in the

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course of like a year or two right

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so i was like oh okay well

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I have a talent for motivating people and

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getting people all on the ship and all

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that stuff, right?

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So then fast forward,

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I become regional manager as we grow.

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We get some small time investors,

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but nothing big.

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And then she sells for mid eight figures

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to one of the big chains.

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And we had twenty five clinics and that

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was over seven years that I was there.

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Now,

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I had a VP of operations above me.

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I'm not taking credit for all that,

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but I had a region of six clinics

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and we doubled revenue in three years over

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the pandemic.

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So I was like, okay,

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I can do this business thing, right?

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So then I went to a bigger fish,

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right?

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And I went into their corporate program

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and I did the whole like, you know,

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corporate meetings and you fly them out to

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the headquarters and this is how we,

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you know, all that.

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And they're like, hey, you're awesome.

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But the only opening we have is in

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Iowa.

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And I was like, well,

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that's not going to work.

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So then I decided, well,

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if I'm as good as I think I

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am, I should probably prove it.

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So we had twenty K in debt because

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we just put an air conditioner on the

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house.

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Kids are in a obscenely expensive

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preschool,

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but it's the only one that I don't

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have to drive an hour away to.

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And yeah.

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I was like, well, guess what?

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I started my own company, babe.

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And my wife wanted to shoot me.

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But the only way to do that is

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in my situation and what most PTs have

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is you buy a table for four hundred

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bucks, you get some insurance,

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your overheads,

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you start across maybe two thousand

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dollars and then you just really better be

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good at getting people better and telling

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people about yourself.

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And I thought, well,

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if I could do it at a corporate

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level,

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I should be able to do it now.

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So then I just started out.

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So we glossed over something and you don't

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need to go into the nitty gritty,

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but when you took over that first clinic.

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Yeah.

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There's the tipping point, right?

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Because would you see what was missing?

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Or I also like – I forget who

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I was listening to.

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Maybe Seth Godin,

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one of those smart people.

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A lot of times people want to add,

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and I forget.

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I don't know if it's Scandinavian or

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Japanese.

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Their first thought is take away.

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What does it mean to be there first?

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So what did you walk through –

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yeah yeah yeah addition by subtraction

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right but but for some reason myself

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included i'm like what do we need to

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add here it's like hang on a second

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do we have too much like if we're

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a boat let's make sure we don't sing

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so what did you see there and what

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was the secret i'm using air air quotes

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because most of the time the secret is

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actually just the basics which are

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important parts right hundred percent

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basics it goes back to like personality

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stuff and you ask questions what were your

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parents like what you grew up doing what

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lacrosse team were you on whatever right

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and

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but essentially what it came down to is

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we had four clinicians right it was a

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market where uh still like it is today

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the clinician had the power right we were

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we were begging for good pts but not

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as much as you do now right um

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so i kind of came in and i

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said look there's four clinicians one does

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not want to be here sitting in the

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corner moping about everything if he saw

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seven people he said he was overworked and

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he didn't like the fact that they couldn't

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afford

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to like have a second car in the

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home to be able to get to physical

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therapy he thought that was that problem

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so i was like okay you got to

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go i'm going to make it as uncomfortable

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as possible in a legal legal way to

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make sure that you find some other

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opportunity for yourself and just pause

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there for people listening yeah

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You will spend time, effort, and money,

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in my opinion anyway,

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and you tell me if you disagree,

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you will spend time, effort,

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and money trying to convince or motivate

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that person,

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and it will always be a negative ROI.

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Yeah.

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Yeah.

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I mean,

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he's one of those that you walk in.

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I mean, if he's listening, awesome,

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but I really don't care.

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I said it to his face.

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That's the next part of the story.

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That person is an Eeyore.

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That's what I used to call them.

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That's an Eeyore.

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They'll find the pain in every success.

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Yeah.

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And that's it.

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So I spoke with them.

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I said, this is unacceptable.

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This is how we, you know,

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I'm running this now.

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This is how we treat.

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get with it or get off the bus,

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right?

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You have a week, right?

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And then that's where he, you know,

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didn't.

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And he got mad.

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Cool.

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Now he was very close with one other

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person.

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She was awesome.

00:08:18.543 --> 00:08:19.803
She kind of understood where I was coming

00:08:19.843 --> 00:08:20.663
from, but at the same time,

00:08:20.684 --> 00:08:22.144
she was way more attached to him than

00:08:22.625 --> 00:08:22.904
me.

00:08:23.324 --> 00:08:24.605
So she found other work, right?

00:08:25.065 --> 00:08:26.665
And then the owner of the company said,

00:08:26.865 --> 00:08:27.286
hi,

00:08:27.666 --> 00:08:29.166
we just flew you here three months ago

00:08:29.307 --> 00:08:30.348
and half your staff left.

00:08:30.447 --> 00:08:31.348
What the hell is going on?

00:08:31.468 --> 00:08:33.067
but addition by subtraction.

00:08:33.428 --> 00:08:33.769
Yeah.

00:08:33.869 --> 00:08:34.769
And I said, no, no, no, no, no.

00:08:34.808 --> 00:08:35.229
Trust me.

00:08:35.349 --> 00:08:37.570
Like you haven't spent time with these

00:08:37.590 --> 00:08:37.830
people.

00:08:37.870 --> 00:08:38.809
I've been in good clinics.

00:08:38.830 --> 00:08:39.710
Like this is not it.

00:08:39.769 --> 00:08:40.990
Right.

00:08:41.030 --> 00:08:41.971
So like, okay.

00:08:42.130 --> 00:08:42.551
But like,

00:08:42.951 --> 00:08:44.772
you better find somebody good fast.

00:08:44.932 --> 00:08:46.371
So hiring,

00:08:46.572 --> 00:08:48.113
we got some great people on the bus.

00:08:48.932 --> 00:08:51.133
There was already a rock rockstar there

00:08:51.173 --> 00:08:52.614
who literally he went and

00:08:53.774 --> 00:08:54.934
He made his own clinic and he's been

00:08:55.134 --> 00:08:58.456
wildly successful in Phoenix about two or

00:08:58.496 --> 00:09:00.177
three years after I got there.

00:09:00.197 --> 00:09:01.317
Like I managed to keep him.

00:09:01.398 --> 00:09:02.359
I was very much like, hey, dude,

00:09:02.379 --> 00:09:02.798
you're awesome.

00:09:02.859 --> 00:09:04.519
How do I make your life better?

00:09:04.559 --> 00:09:04.820
Yeah.

00:09:05.399 --> 00:09:05.620
Right.

00:09:06.681 --> 00:09:07.561
The other person who stayed,

00:09:07.581 --> 00:09:08.381
she was really good, too.

00:09:08.481 --> 00:09:09.022
She was newer.

00:09:09.201 --> 00:09:09.461
Right.

00:09:09.761 --> 00:09:11.123
But she was very much a team player.

00:09:11.143 --> 00:09:12.224
So I was like, great.

00:09:12.364 --> 00:09:12.624
Awesome.

00:09:13.104 --> 00:09:14.465
We hired and we just got lucky.

00:09:15.264 --> 00:09:16.804
I want to say we got lucky with

00:09:16.865 --> 00:09:17.826
like who we brought in,

00:09:17.885 --> 00:09:18.846
how we trained them up,

00:09:19.385 --> 00:09:21.405
how we made it a team vibe.

00:09:21.687 --> 00:09:21.966
Right.

00:09:22.346 --> 00:09:23.746
We also faced a big challenge with

00:09:23.787 --> 00:09:26.168
Medicaid in Arizona where it was a fifty

00:09:26.187 --> 00:09:27.847
percent cancellation rate with initial

00:09:27.908 --> 00:09:29.988
evals and we did one hour treats.

00:09:30.208 --> 00:09:30.528
Right.

00:09:30.948 --> 00:09:34.450
So we had a huge demotivation problem with

00:09:34.470 --> 00:09:35.330
people just not showing up.

00:09:35.389 --> 00:09:37.389
So PTs would say, what the hell, man?

00:09:37.450 --> 00:09:37.870
Like,

00:09:37.909 --> 00:09:38.971
I want to help people and they're not

00:09:39.051 --> 00:09:39.350
here.

00:09:40.791 --> 00:09:42.390
So we had to find kind of ways

00:09:42.431 --> 00:09:43.072
around that.

00:09:43.231 --> 00:09:44.292
And I can go into how we fix

00:09:44.331 --> 00:09:44.532
that.

00:09:44.991 --> 00:09:46.293
Well, how did you how did you go?

00:09:46.875 --> 00:09:48.557
What was what's in your mindset?

00:09:48.576 --> 00:09:49.037
Like, hey, man,

00:09:49.118 --> 00:09:50.339
I'm new to town and I just lost

00:09:50.399 --> 00:09:51.900
fifty percent of my staff.

00:09:52.542 --> 00:09:53.503
How did you do?

00:09:53.582 --> 00:09:54.965
What did you do to find people?

00:09:55.085 --> 00:09:55.666
Because you're new,

00:09:55.765 --> 00:09:56.888
like you have no roots.

00:09:57.385 --> 00:09:59.168
Well, the nice thing is, so we had,

00:09:59.327 --> 00:09:59.528
you know,

00:09:59.548 --> 00:10:01.129
there was an HR who they were putting

00:10:01.249 --> 00:10:01.690
out, you know,

00:10:01.710 --> 00:10:03.390
they always had people that they were kind

00:10:03.410 --> 00:10:05.452
of doing their whole like HRE thing.

00:10:05.552 --> 00:10:05.854
Right.

00:10:07.054 --> 00:10:08.775
But I was the one that had final

00:10:08.816 --> 00:10:09.897
call on if they were on the staff

00:10:09.917 --> 00:10:10.258
or not.

00:10:10.298 --> 00:10:10.557
Right.

00:10:11.177 --> 00:10:13.019
And honestly, I was just,

00:10:13.080 --> 00:10:14.160
I was looking for characteristics.

00:10:14.321 --> 00:10:14.881
I look for,

00:10:15.142 --> 00:10:16.503
did you have bartending experience?

00:10:16.523 --> 00:10:17.583
Have you worked in retail?

00:10:17.703 --> 00:10:20.025
Have you done anything where you have to

00:10:20.145 --> 00:10:21.587
smile in the face of a pissed off

00:10:21.607 --> 00:10:21.927
customer?

00:10:22.087 --> 00:10:22.928
Right.

00:10:22.969 --> 00:10:26.129
And those people tend to be at least

00:10:26.190 --> 00:10:26.671
moldable.

00:10:26.951 --> 00:10:27.191
Right.

00:10:27.230 --> 00:10:29.231
They at least understand the downsides.

00:10:29.591 --> 00:10:31.773
PT, I don't know what it's like now,

00:10:31.832 --> 00:10:32.953
but when I came out,

00:10:32.974 --> 00:10:34.254
there were the kids who got in because

00:10:34.274 --> 00:10:34.934
they were smart.

00:10:34.975 --> 00:10:36.296
Then there were the kids who got in

00:10:36.336 --> 00:10:37.976
because they could afford med school,

00:10:37.996 --> 00:10:38.517
but they couldn't.

00:10:38.917 --> 00:10:39.277
Do it.

00:10:39.336 --> 00:10:39.618
Right.

00:10:39.998 --> 00:10:42.019
So they came from a lifestyle where nobody

00:10:42.058 --> 00:10:43.100
ever told them to eat.

00:10:43.139 --> 00:10:43.759
You know what?

00:10:44.640 --> 00:10:45.640
And remake my steak.

00:10:45.860 --> 00:10:46.142
Right.

00:10:46.581 --> 00:10:48.962
So I'm not saying I wanted to go

00:10:49.003 --> 00:10:49.923
from that because there are people from

00:10:49.984 --> 00:10:51.284
that background who definitely could

00:10:51.325 --> 00:10:51.745
handle it.

00:10:51.865 --> 00:10:52.125
Right.

00:10:52.566 --> 00:10:54.047
But that was one of the primary things

00:10:54.086 --> 00:10:54.586
I looked at.

00:10:54.947 --> 00:10:56.648
And then as we broke it down,

00:10:56.668 --> 00:10:59.028
I would ask questions that would push them

00:10:59.109 --> 00:11:01.028
to kind of more like customer servicey

00:11:01.330 --> 00:11:03.070
because I thought I can train you to

00:11:03.110 --> 00:11:03.711
be a good PT.

00:11:03.910 --> 00:11:05.270
You're going to be forty hours a week

00:11:05.311 --> 00:11:06.432
with me staring at you.

00:11:06.572 --> 00:11:09.493
You're going to be good right now.

00:11:09.513 --> 00:11:10.592
That might have been cocky because I was

00:11:10.633 --> 00:11:11.974
three years out and I was twenty seven.

00:11:12.114 --> 00:11:16.735
But but at the same time, you know,

00:11:16.755 --> 00:11:18.015
I had I had the faith in myself

00:11:18.035 --> 00:11:19.777
that I could good coaches before I could

00:11:19.797 --> 00:11:20.317
coach somebody.

00:11:21.397 --> 00:11:22.758
So hiring characteristics.

00:11:23.134 --> 00:11:23.453
Got it.

00:11:23.494 --> 00:11:24.234
So what came next?

00:11:24.293 --> 00:11:25.533
What was that now that you've got,

00:11:25.573 --> 00:11:26.754
because if you don't have people,

00:11:26.774 --> 00:11:28.774
if you listen to Marcus Limonis,

00:11:28.794 --> 00:11:30.034
he's like, it's one of the three Ps,

00:11:30.375 --> 00:11:32.155
people, product, process.

00:11:32.556 --> 00:11:33.895
So you got some bad out,

00:11:33.956 --> 00:11:35.035
you got some good back in,

00:11:35.135 --> 00:11:35.936
that's the people.

00:11:36.635 --> 00:11:38.517
Our product is always dependent on,

00:11:38.537 --> 00:11:39.777
for ours, we're a service.

00:11:39.797 --> 00:11:40.537
Yeah.

00:11:40.557 --> 00:11:40.697
Right.

00:11:40.736 --> 00:11:41.976
So our product is sort of dependent on

00:11:41.996 --> 00:11:42.517
our people.

00:11:42.616 --> 00:11:43.418
Those are a little closer.

00:11:43.817 --> 00:11:45.618
So what else did you do to change

00:11:45.638 --> 00:11:46.758
in a market like that?

00:11:46.778 --> 00:11:49.519
You mentioned sort of culture, like,

00:11:50.418 --> 00:11:51.719
what did you do to flip that?

00:11:52.769 --> 00:11:52.990
Well,

00:11:53.090 --> 00:11:54.130
you got to look at what every new

00:11:54.150 --> 00:11:54.711
grad wants.

00:11:54.730 --> 00:11:55.611
So they want to get better at what

00:11:55.631 --> 00:11:56.874
they just spend a lot of time at,

00:11:56.953 --> 00:11:57.173
right?

00:11:57.193 --> 00:11:59.255
They're really hoping their first job is

00:11:59.316 --> 00:11:59.576
like,

00:11:59.756 --> 00:12:00.878
I'm going to learn stuff and I'm going

00:12:00.898 --> 00:12:01.437
to be a badass.

00:12:01.498 --> 00:12:03.841
I call it a badass PT, right?

00:12:04.100 --> 00:12:05.442
Where I could fix anything.

00:12:05.543 --> 00:12:07.365
I can see a pro athlete and then

00:12:07.404 --> 00:12:08.586
I can see grandma and both of them

00:12:08.605 --> 00:12:09.427
are going to get better because I know

00:12:09.447 --> 00:12:09.767
what I'm doing.

00:12:12.428 --> 00:12:13.470
Basically, I pushed into that.

00:12:13.750 --> 00:12:16.032
I was like, how much do you want?

00:12:16.231 --> 00:12:17.952
We brought in probably our second or third

00:12:17.993 --> 00:12:20.235
hire was awesome.

00:12:20.274 --> 00:12:21.936
She wanted to treat that population.

00:12:22.456 --> 00:12:24.837
She already went through residency.

00:12:24.957 --> 00:12:26.458
She wanted to start a residency program

00:12:26.479 --> 00:12:27.259
with a company.

00:12:27.820 --> 00:12:28.341
I was just like,

00:12:28.461 --> 00:12:31.783
how can I make you more of you?

00:12:31.923 --> 00:12:33.725
Everything you want to do, cart launch,

00:12:33.865 --> 00:12:35.066
as long as it doesn't lose us money.

00:12:36.427 --> 00:12:37.528
That sort of is...

00:12:38.248 --> 00:12:39.908
what a manager's job is.

00:12:39.969 --> 00:12:41.190
Like that's what people think.

00:12:41.230 --> 00:12:42.230
Like, well, I'm a PT.

00:12:42.291 --> 00:12:42.951
Now I run a clinic,

00:12:42.971 --> 00:12:45.352
which means I treat and then I jump

00:12:45.393 --> 00:12:46.813
back and forth and that's what I do.

00:12:46.854 --> 00:12:48.274
But really your job is to,

00:12:48.634 --> 00:12:49.576
my dad taught me and he was a

00:12:49.635 --> 00:12:49.956
fireman.

00:12:49.975 --> 00:12:50.976
He's like, I work for the,

00:12:51.277 --> 00:12:52.278
I work for the guys.

00:12:52.778 --> 00:12:53.798
I work for my firemen.

00:12:53.879 --> 00:12:55.580
Like, so you flip it instead of like,

00:12:55.600 --> 00:12:56.421
you do what I say.

00:12:56.461 --> 00:12:57.461
It's like, I'm, what do you,

00:12:57.721 --> 00:12:58.101
what do I,

00:12:58.282 --> 00:12:59.182
what do you say you need?

00:12:59.202 --> 00:13:01.163
And what do I think you actually want

00:13:01.203 --> 00:13:01.663
or need?

00:13:02.065 --> 00:13:03.686
And it's my job to deliver that to

00:13:03.706 --> 00:13:05.126
you in some way, shape or form.

00:13:05.447 --> 00:13:05.726
Yeah.

00:13:05.767 --> 00:13:06.927
It's service-based leadership.

00:13:06.947 --> 00:13:08.227
And that's why all the, you know,

00:13:08.368 --> 00:13:10.248
fricking headquarters say this is the

00:13:10.307 --> 00:13:12.609
support center when really it's the

00:13:12.668 --> 00:13:13.109
headquarters.

00:13:13.149 --> 00:13:13.328
Right.

00:13:13.870 --> 00:13:15.830
And that service-based leadership,

00:13:15.889 --> 00:13:17.410
I will give props to my first job

00:13:17.451 --> 00:13:17.951
in New York.

00:13:19.010 --> 00:13:20.392
Very high volume because of,

00:13:20.432 --> 00:13:21.812
we took insurance in Manhattan.

00:13:21.991 --> 00:13:23.511
Right.

00:13:23.572 --> 00:13:24.393
But the owner,

00:13:24.812 --> 00:13:27.474
she drilled us on all like the top

00:13:27.514 --> 00:13:28.214
business books.

00:13:28.234 --> 00:13:31.355
So like seven habits and like good to

00:13:31.375 --> 00:13:33.235
gray and like all these other things,

00:13:33.254 --> 00:13:34.855
like we had really good leadership

00:13:34.875 --> 00:13:35.135
training.

00:13:35.255 --> 00:13:36.576
What was the, what was the place?

00:13:37.076 --> 00:13:38.457
Uh, it was sports PT.

00:13:38.717 --> 00:13:40.899
Now I think a professional bought them

00:13:40.980 --> 00:13:41.700
right as I left.

00:13:42.039 --> 00:13:43.640
Who was your manager?

00:13:43.681 --> 00:13:44.341
Give her a shout out.

00:13:44.761 --> 00:13:45.722
Uh, Lynn Steenberg.

00:13:46.163 --> 00:13:48.543
She was the CEO of upstate and downstate

00:13:48.604 --> 00:13:49.684
and my direct managers.

00:13:49.725 --> 00:13:52.866
I had two of them, Alana and, uh,

00:13:53.904 --> 00:13:56.846
Alana Pekorski and Amy Alexander.

00:13:57.326 --> 00:13:59.187
And they were very like, I mean,

00:13:59.248 --> 00:14:00.229
Amy was the OCS.

00:14:00.328 --> 00:14:03.230
Alana was very good at like, you know,

00:14:03.270 --> 00:14:04.150
how could you have handled this

00:14:04.171 --> 00:14:04.851
differently?

00:14:05.072 --> 00:14:05.913
Like with the front desk,

00:14:05.952 --> 00:14:07.212
like I pissed off a front desk one

00:14:07.253 --> 00:14:08.394
time because I was like, well,

00:14:08.413 --> 00:14:09.095
why didn't you do this?

00:14:09.115 --> 00:14:10.455
And then she's like, okay, come here,

00:14:10.816 --> 00:14:11.556
let's break it down.

00:14:11.855 --> 00:14:12.956
You know, so that type of stuff.

00:14:12.996 --> 00:14:17.960
So I got very fortunate in that, right?

00:14:17.980 --> 00:14:18.740
Yeah, huge.

00:14:19.380 --> 00:14:20.421
so that's a good thing i mean the

00:14:20.620 --> 00:14:22.261
good and bad of high volume it's stress

00:14:22.542 --> 00:14:24.883
and stress is how you make stuff right

00:14:25.342 --> 00:14:28.803
so um so yeah then then basically we

00:14:28.844 --> 00:14:31.625
grew we got to like seven full-time pts

00:14:32.044 --> 00:14:34.025
uh we were able to manage the medicare

00:14:34.326 --> 00:14:36.527
issue just by great communication like if

00:14:36.567 --> 00:14:38.288
somebody got it we would we would double

00:14:38.307 --> 00:14:41.349
book right and knowing that one of those

00:14:41.389 --> 00:14:43.149
insurance types had fifty percent

00:14:43.408 --> 00:14:45.190
cancellation and then we just basically

00:14:45.210 --> 00:14:47.191
all agreed look if they actually show then

00:14:47.211 --> 00:14:48.051
we all help each other out

00:14:48.350 --> 00:14:48.931
Right.

00:14:48.951 --> 00:14:50.552
But I think we did.

00:14:50.971 --> 00:14:52.712
I took the numbers and I actually made

00:14:52.753 --> 00:14:53.692
it because they had to see.

00:14:53.732 --> 00:14:54.614
They thought, my God,

00:14:54.634 --> 00:14:55.833
we're double booked all the time.

00:14:55.874 --> 00:14:57.554
And these guys are trying to rake me

00:14:57.595 --> 00:14:58.475
over the coals with money.

00:14:58.774 --> 00:14:59.576
And then at the end of the month,

00:14:59.635 --> 00:15:00.155
I said, look,

00:15:00.196 --> 00:15:01.917
you're double booked once out of forty

00:15:01.956 --> 00:15:02.596
opportunities.

00:15:02.937 --> 00:15:03.777
Like, it's not that bad.

00:15:03.817 --> 00:15:05.097
And after about five or six months,

00:15:05.158 --> 00:15:06.477
everyone's like, boom, teamwork.

00:15:06.518 --> 00:15:06.918
Let's go.

00:15:07.119 --> 00:15:08.438
Let's get these people off our schedule.

00:15:08.499 --> 00:15:08.739
Right.

00:15:09.139 --> 00:15:12.120
So using numbers to motivate helped when

00:15:12.140 --> 00:15:12.681
they trust you,

00:15:12.740 --> 00:15:14.062
when they know that you're not going to

00:15:14.101 --> 00:15:15.241
be like, hey, I did everything.

00:15:15.261 --> 00:15:16.982
And these guys sucked at the next like

00:15:17.003 --> 00:15:17.462
board meetings.

00:15:17.582 --> 00:15:17.802
Right.

00:15:18.243 --> 00:15:19.962
So I'm already getting rewarded by the

00:15:20.003 --> 00:15:21.384
money, you know,

00:15:21.663 --> 00:15:22.903
so I don't need to be rewarded by

00:15:22.964 --> 00:15:24.403
like, you know,

00:15:24.423 --> 00:15:25.464
being like the fanciest guy.

00:15:25.484 --> 00:15:26.924
Like I want to always say like these

00:15:26.945 --> 00:15:27.705
guys are doing it.

00:15:27.725 --> 00:15:30.504
So you got to, it's, we could,

00:15:30.524 --> 00:15:30.644
I mean,

00:15:30.684 --> 00:15:31.904
we could do eight podcasts on this,

00:15:31.945 --> 00:15:36.225
but you've said that PTs actually have the

00:15:36.285 --> 00:15:38.005
skills to be good business owners.

00:15:38.046 --> 00:15:39.366
But in the intro, I said, Hey, listen,

00:15:39.826 --> 00:15:42.126
if you weren't taught that, so skills,

00:15:42.726 --> 00:15:44.587
skills are, and talents,

00:15:44.847 --> 00:15:45.567
you might have them,

00:15:45.587 --> 00:15:46.388
but if you don't know the,

00:15:47.364 --> 00:15:48.725
framework to execute,

00:15:49.105 --> 00:15:50.145
you're going to sort of waste those

00:15:50.166 --> 00:15:50.466
skills.

00:15:50.726 --> 00:15:52.628
So what are we missing most of right

00:15:52.668 --> 00:15:52.827
now?

00:15:52.847 --> 00:15:54.610
And I'm talking about PTs who maybe aren't

00:15:54.649 --> 00:15:55.509
business owners yet.

00:15:55.931 --> 00:15:56.990
Where's the, oh God,

00:15:57.010 --> 00:15:57.711
I can't believe I'm saying it.

00:15:57.731 --> 00:15:58.513
Where's the gap?

00:15:58.832 --> 00:16:02.916
I know you wanted to say Delta and

00:16:03.056 --> 00:16:04.277
Synergy and all that other stuff.

00:16:06.042 --> 00:16:07.423
All right.

00:16:07.482 --> 00:16:10.323
So essentially what PTs don't realize is

00:16:10.364 --> 00:16:11.163
that they're salespeople.

00:16:11.203 --> 00:16:12.423
You have to sell somebody on a home

00:16:12.484 --> 00:16:12.884
program.

00:16:12.904 --> 00:16:15.304
You have to sell somebody on showing up

00:16:15.345 --> 00:16:17.186
and doing hard stuff that's not a pill,

00:16:17.225 --> 00:16:18.145
that's not an injection,

00:16:18.166 --> 00:16:19.307
that's not a surgery, right?

00:16:19.687 --> 00:16:20.886
You have to take the long road.

00:16:20.947 --> 00:16:22.347
It's got good evidence behind it,

00:16:22.447 --> 00:16:23.788
but someone has to get you through it.

00:16:23.807 --> 00:16:24.869
So you have to sell, right?

00:16:25.769 --> 00:16:27.889
That as an initial business owner is

00:16:28.029 --> 00:16:29.289
massively important, right?

00:16:29.389 --> 00:16:31.030
Like it's pretty much all I'm doing,

00:16:31.191 --> 00:16:33.032
reading about all that my first two years

00:16:33.072 --> 00:16:33.831
in cash practice.

00:16:34.652 --> 00:16:36.692
um and then the other thing is we

00:16:36.732 --> 00:16:38.494
manage right i have a buddy who he

00:16:38.514 --> 00:16:40.375
was a pt with us and he gave

00:16:40.394 --> 00:16:41.695
it all up once i got his mba

00:16:41.715 --> 00:16:43.735
in villanova and now he's like a senior

00:16:43.755 --> 00:16:45.417
consultant with deloitte or whatever level

00:16:45.476 --> 00:16:46.977
of but he's doing well but he's not

00:16:46.998 --> 00:16:48.839
doing pt right and i said well how'd

00:16:48.859 --> 00:16:50.980
you do that and he goes honestly i

00:16:51.000 --> 00:16:52.921
was already doing it right with selling

00:16:52.961 --> 00:16:55.101
programs and managing people managing

00:16:55.221 --> 00:16:57.322
patients like all that stuff and he got

00:16:57.383 --> 00:16:58.743
up i think he was a manager clinic

00:16:58.763 --> 00:16:59.923
director a regional director

00:17:00.703 --> 00:17:01.865
um but he said it didn't help me

00:17:01.884 --> 00:17:03.966
at all and you know nobody gave me

00:17:04.006 --> 00:17:05.267
a job because i was a pt and

00:17:05.287 --> 00:17:07.528
an mba he said but once i got

00:17:07.627 --> 00:17:09.669
a job because i was an mba then

00:17:10.669 --> 00:17:12.490
i dominated everybody because i already

00:17:12.529 --> 00:17:14.771
did that stuff right so um

00:17:15.632 --> 00:17:17.972
yeah a lot of it is confidence and

00:17:18.093 --> 00:17:20.273
understanding that like failure is not

00:17:20.294 --> 00:17:22.714
destruction right so like you're not like

00:17:22.755 --> 00:17:26.375
if you don't close uh you know five

00:17:26.435 --> 00:17:28.217
new patients in your first month it

00:17:28.257 --> 00:17:30.037
doesn't mean that that was wasted time it

00:17:30.057 --> 00:17:31.637
just means that you just happen to have

00:17:31.698 --> 00:17:34.019
bad probability right like you're you're

00:17:34.038 --> 00:17:36.058
gonna close one out of every five patients

00:17:36.078 --> 00:17:37.539
in person one out of every ten and

00:17:37.579 --> 00:17:39.621
cold calls and cool you got the nine

00:17:39.661 --> 00:17:41.580
and the four in your first three months

00:17:41.740 --> 00:17:43.201
right so keep trying

00:17:43.961 --> 00:17:45.002
I explain it a lot.

00:17:45.042 --> 00:17:45.583
People will say,

00:17:45.702 --> 00:17:47.864
I'll design a campaign or help them design

00:17:47.903 --> 00:17:48.463
a campaign.

00:17:48.523 --> 00:17:49.825
And they go,

00:17:49.944 --> 00:17:51.065
how well is this going to work?

00:17:51.224 --> 00:17:52.665
And I just go, locks and keys, man.

00:17:53.226 --> 00:17:53.967
And they go, what does that mean?

00:17:54.027 --> 00:17:54.207
I go,

00:17:54.467 --> 00:17:56.008
we just created a bunch of keys that

00:17:56.028 --> 00:17:57.248
we think are going to unlock people.

00:17:57.288 --> 00:17:58.749
But people are walking around on the

00:17:58.808 --> 00:18:00.229
interwebs or in person.

00:18:00.809 --> 00:18:01.990
And there are all these different locks.

00:18:02.210 --> 00:18:04.691
This is the best guess we have based

00:18:04.730 --> 00:18:06.731
on the information to make this campaign

00:18:06.771 --> 00:18:07.071
land.

00:18:07.573 --> 00:18:08.873
Same thing whether you're trying to hire.

00:18:08.913 --> 00:18:09.153
It's like,

00:18:09.272 --> 00:18:10.713
I'm going to give you my best idea.

00:18:10.854 --> 00:18:11.914
and I hate using the word pitch,

00:18:11.954 --> 00:18:13.497
but I'm going to communicate this as

00:18:13.537 --> 00:18:15.798
clearly and concisely and consistently as

00:18:15.858 --> 00:18:16.380
possible.

00:18:16.700 --> 00:18:18.001
And if it lands, great.

00:18:18.241 --> 00:18:19.002
And if it doesn't,

00:18:19.603 --> 00:18:21.144
I had the right key because I was

00:18:21.184 --> 00:18:21.846
telling the truth.

00:18:22.226 --> 00:18:23.346
You're just a different lock, man.

00:18:23.468 --> 00:18:24.749
Like, all right, well, good on you.

00:18:24.788 --> 00:18:26.611
And it doesn't, I like what you're saying.

00:18:26.730 --> 00:18:28.512
That doesn't mean a failure on you or

00:18:28.553 --> 00:18:29.354
them at that point.

00:18:30.393 --> 00:18:30.573
Yeah.

00:18:30.673 --> 00:18:31.615
And I mean, well,

00:18:31.634 --> 00:18:33.036
what did you have to do to pass

00:18:33.317 --> 00:18:35.239
to get to the next, next, you know,

00:18:35.278 --> 00:18:36.200
year in PT school?

00:18:36.299 --> 00:18:37.561
Eighty percent or better.

00:18:38.123 --> 00:18:40.204
You know, we are we are failure averse.

00:18:40.605 --> 00:18:40.865
Right.

00:18:41.186 --> 00:18:42.848
And that is absolutely not what you can

00:18:42.868 --> 00:18:43.950
be if you want to own a business.

00:18:44.371 --> 00:18:45.471
And that's probably the hardest thing.

00:18:45.751 --> 00:18:46.573
is that you're like, well,

00:18:46.593 --> 00:18:47.573
I don't know if I should spend this

00:18:47.633 --> 00:18:48.634
money because I might lose it.

00:18:48.794 --> 00:18:50.615
And then Brian, who my co-host,

00:18:50.634 --> 00:18:53.096
who has six clinics doing two million in

00:18:53.136 --> 00:18:54.258
revenue and all that stuff,

00:18:54.597 --> 00:18:55.818
he's just like he's been doing it for

00:18:55.858 --> 00:18:56.259
nine years.

00:18:56.278 --> 00:18:56.858
And he's like, dude,

00:18:56.940 --> 00:18:57.819
I failed so many times.

00:18:57.839 --> 00:18:58.299
It doesn't matter.

00:18:58.540 --> 00:18:58.800
Right.

00:18:58.901 --> 00:19:00.221
He's like, you just get numb to it.

00:19:01.442 --> 00:19:03.084
And I think that's probably the biggest

00:19:03.104 --> 00:19:04.964
thing is building up that.

00:19:05.734 --> 00:19:08.359
I now recognize I used to not understand

00:19:08.440 --> 00:19:08.540
it.

00:19:09.061 --> 00:19:10.724
I now recognize when I'm talking to

00:19:10.765 --> 00:19:11.746
someone who's going to hire me for

00:19:11.787 --> 00:19:12.548
communications,

00:19:13.128 --> 00:19:14.852
there's that pause and it's sort of this

00:19:15.073 --> 00:19:15.534
stare.

00:19:16.909 --> 00:19:18.369
off usually they look up into the right

00:19:18.390 --> 00:19:19.911
or the left or whatever i used to

00:19:19.951 --> 00:19:22.752
think it was because i wasn't clear and

00:19:22.772 --> 00:19:25.335
they're trying to understand me i now now

00:19:25.414 --> 00:19:27.195
i understand it's they understand me

00:19:27.696 --> 00:19:29.458
they're just quickly do they're like

00:19:29.498 --> 00:19:31.038
quickly looking into the future going okay

00:19:31.098 --> 00:19:32.500
hang on let me let me see how

00:19:32.519 --> 00:19:34.340
many it's almost like dr strange let me

00:19:34.361 --> 00:19:36.063
see how many different timelines i can see

00:19:36.603 --> 00:19:38.483
and okay seventy percent of the time that

00:19:38.523 --> 00:19:40.165
i've looked into the future this is a

00:19:40.205 --> 00:19:41.767
success and that math math's because

00:19:41.807 --> 00:19:43.748
seventy is pretty good they go okay i

00:19:43.847 --> 00:19:45.769
used to think i had to keep going

00:19:45.788 --> 00:19:46.250
and keep yep

00:19:46.589 --> 00:19:47.411
Throwing words.

00:19:47.451 --> 00:19:50.715
And the answer is shut up their thinking.

00:19:50.836 --> 00:19:53.000
Let the other person think.

00:19:53.279 --> 00:19:53.901
Stop talking.

00:19:54.942 --> 00:19:56.204
Well, they say that in sales too.

00:19:56.565 --> 00:19:57.026
Stop talking.

00:19:57.086 --> 00:19:57.946
Don't talk past the sale.

00:19:58.367 --> 00:19:58.729
And again,

00:19:58.788 --> 00:20:00.631
what are we doing when we're educating?

00:20:01.436 --> 00:20:03.057
do this, do this, do this.

00:20:03.358 --> 00:20:05.319
Patient might ask a question, but like,

00:20:05.500 --> 00:20:05.820
honestly,

00:20:05.980 --> 00:20:07.241
kind of sometimes we don't want them to

00:20:07.281 --> 00:20:08.722
talk because we don't need to hear about

00:20:08.762 --> 00:20:11.005
their fourth present at their birthday

00:20:11.025 --> 00:20:11.965
party or whatever, right?

00:20:12.306 --> 00:20:13.548
We're like this, this, this, this, this.

00:20:13.607 --> 00:20:16.970
So again, we have to be like, okay,

00:20:17.010 --> 00:20:17.691
this is my price.

00:20:18.892 --> 00:20:20.054
pause, right?

00:20:20.414 --> 00:20:21.096
And then go from there.

00:20:21.155 --> 00:20:22.498
Cause you don't, I mean, there's,

00:20:22.597 --> 00:20:23.881
there's so much stuff you don't know,

00:20:24.141 --> 00:20:25.864
do not assume situations.

00:20:25.943 --> 00:20:27.385
So you have to, you know,

00:20:27.727 --> 00:20:29.349
being comfortable with that uncomfortable

00:20:29.369 --> 00:20:31.472
pause is one of the hardest things I've

00:20:31.512 --> 00:20:31.794
noticed.

00:20:32.759 --> 00:20:35.821
When reels and shorts first started being

00:20:35.842 --> 00:20:37.202
a thing, I was like, all right,

00:20:37.303 --> 00:20:38.384
I've watched for a while.

00:20:38.403 --> 00:20:39.484
And then I'm like, all right, I'll try.

00:20:39.505 --> 00:20:40.726
What's my version of this?

00:20:40.786 --> 00:20:42.366
And I did one where I was like,

00:20:42.846 --> 00:20:44.689
let me take great advice from other people

00:20:45.229 --> 00:20:47.029
and remix that.

00:20:47.330 --> 00:20:49.432
And I did one from a former boss.

00:20:49.731 --> 00:20:50.553
And it was like,

00:20:50.772 --> 00:20:52.795
and it got a gajillion views because it

00:20:52.815 --> 00:20:53.214
was simple.

00:20:53.234 --> 00:20:53.836
And it was this.

00:20:55.176 --> 00:20:59.700
People understand what you just said when

00:20:59.819 --> 00:21:00.840
you're not talking.

00:21:02.252 --> 00:21:03.673
So maybe pause once in a while.

00:21:03.874 --> 00:21:05.835
And the analogy the boss would give me

00:21:05.855 --> 00:21:06.955
is like, you ever feed a baby?

00:21:06.976 --> 00:21:07.516
I'm like, yeah.

00:21:07.536 --> 00:21:08.656
He just sort of shoveled food in his

00:21:08.696 --> 00:21:08.836
mouth.

00:21:08.856 --> 00:21:09.436
He goes, no, you don't.

00:21:09.856 --> 00:21:11.097
You give it food and you wait.

00:21:11.178 --> 00:21:12.598
Otherwise, you're going to choke the baby.

00:21:13.038 --> 00:21:14.420
That's how our brains work.

00:21:14.460 --> 00:21:15.701
It's like you just said a bunch of

00:21:15.740 --> 00:21:16.080
stuff.

00:21:16.520 --> 00:21:18.221
Now I'm going to chew on that.

00:21:18.522 --> 00:21:18.863
Okay.

00:21:19.143 --> 00:21:20.002
Now more food.

00:21:20.042 --> 00:21:20.544
Keep going.

00:21:20.784 --> 00:21:22.105
But we hate silence.

00:21:22.944 --> 00:21:24.486
So we fill it with words.

00:21:24.605 --> 00:21:25.787
And now it's just, you know,

00:21:25.967 --> 00:21:27.387
look at your patient or your baby.

00:21:27.587 --> 00:21:28.628
She's got food all over their face.

00:21:28.648 --> 00:21:28.969
Like, Oh,

00:21:29.369 --> 00:21:30.569
you got all the food on me.

00:21:30.691 --> 00:21:31.750
I just didn't get any of it in

00:21:31.790 --> 00:21:32.311
my mouth.

00:21:33.392 --> 00:21:33.593
Yeah.

00:21:33.653 --> 00:21:34.153
And that's the same.

00:21:34.173 --> 00:21:35.773
I would say that's the biggest change,

00:21:35.894 --> 00:21:36.153
right?

00:21:36.213 --> 00:21:37.955
Where if a business owner,

00:21:37.976 --> 00:21:39.737
I think that's where PTs get frustrated

00:21:40.017 --> 00:21:41.917
where they're like, I can't control.

00:21:43.097 --> 00:21:46.499
my clinic right i can't control how the

00:21:46.598 --> 00:21:48.460
owner decides i just did a linkedin post

00:21:48.500 --> 00:21:50.019
on this we had three clinics in phoenix

00:21:50.180 --> 00:21:53.560
and major chains one was ours if you

00:21:53.580 --> 00:21:55.902
couldn't see through that um the second

00:21:56.102 --> 00:21:58.303
they we were we were no ptas no

00:21:58.343 --> 00:22:00.564
techs i think we averaged at best nine

00:22:00.604 --> 00:22:02.564
and a half visits per day right oh

00:22:02.663 --> 00:22:05.684
i did thumb something yeah um and uh

00:22:06.046 --> 00:22:06.645
the next

00:22:08.003 --> 00:22:08.644
competitor,

00:22:08.664 --> 00:22:10.467
they did like twelve and they used the

00:22:10.507 --> 00:22:10.728
tech,

00:22:10.748 --> 00:22:12.450
but mostly for cleaning and like all that

00:22:12.470 --> 00:22:12.730
stuff.

00:22:13.570 --> 00:22:14.932
And then the other was straight mill.

00:22:15.133 --> 00:22:18.438
It was one PT, two tax go nuts.

00:22:18.518 --> 00:22:19.858
Twenty five is a good day type of

00:22:19.878 --> 00:22:20.099
thing.

00:22:20.140 --> 00:22:20.440
Right.

00:22:21.141 --> 00:22:22.923
And all of them made generational wealth.

00:22:23.743 --> 00:22:24.224
right?

00:22:24.244 --> 00:22:26.047
When they exited or sold part of their

00:22:26.067 --> 00:22:26.666
business or whatever.

00:22:27.087 --> 00:22:29.690
So having that lack of control as the

00:22:29.710 --> 00:22:31.352
PT who's delivering that value,

00:22:31.771 --> 00:22:33.513
I think was the most frustrating thing for

00:22:33.574 --> 00:22:35.214
me is I would come up and say,

00:22:35.234 --> 00:22:35.736
we should do this.

00:22:35.756 --> 00:22:36.155
We should do this.

00:22:36.175 --> 00:22:36.777
We should do this.

00:22:37.037 --> 00:22:38.238
And even in the one that, you know,

00:22:38.278 --> 00:22:40.740
was very kind of one-to-one or as close

00:22:40.780 --> 00:22:41.642
to, you know,

00:22:42.722 --> 00:22:44.423
PT only care as you could be,

00:22:44.944 --> 00:22:45.885
there were still times where I was like,

00:22:46.847 --> 00:22:47.528
Why can't we do that?

00:22:47.548 --> 00:22:48.068
What's going on?

00:22:48.249 --> 00:22:48.469
Right.

00:22:48.788 --> 00:22:50.589
And that's what drove me to business

00:22:50.630 --> 00:22:50.890
ownership.

00:22:50.910 --> 00:22:52.050
And that's where I think my passion,

00:22:52.530 --> 00:22:53.590
the whole passion versus burnout.

00:22:53.711 --> 00:22:55.392
I work way more now than I ever

00:22:55.412 --> 00:22:55.592
did.

00:22:55.632 --> 00:22:57.432
I think I was like thirty hours and

00:22:57.452 --> 00:22:58.272
then I was, you know, there.

00:22:58.673 --> 00:22:59.413
Yes, I'm working,

00:22:59.433 --> 00:23:00.755
but really it was patient cancellations

00:23:00.795 --> 00:23:01.194
and stuff.

00:23:01.694 --> 00:23:04.296
And I wrote notes, terrible notes,

00:23:05.116 --> 00:23:05.376
you know,

00:23:05.396 --> 00:23:06.376
so it's not like I was writing an

00:23:06.396 --> 00:23:06.576
essay.

00:23:08.057 --> 00:23:09.459
So I'm working like fifty hours and I'm

00:23:09.499 --> 00:23:10.138
like gone in it.

00:23:10.654 --> 00:23:12.237
So you said, hey, listen,

00:23:12.336 --> 00:23:13.096
and I've heard this before,

00:23:13.178 --> 00:23:14.419
retail and food service,

00:23:14.558 --> 00:23:16.160
it just makes for some pretty good DNA.

00:23:16.221 --> 00:23:17.241
It doesn't mean if you don't have it,

00:23:17.261 --> 00:23:17.862
you can't be good,

00:23:17.882 --> 00:23:19.763
but it is a pretty decent predictor

00:23:19.804 --> 00:23:21.085
anyway, anecdotally.

00:23:21.526 --> 00:23:23.847
So that's the incoming to PT.

00:23:24.167 --> 00:23:25.189
Let's go to a parallel.

00:23:25.410 --> 00:23:26.510
Why do you think,

00:23:26.671 --> 00:23:29.393
or maybe I'll ask even non-assumption.

00:23:30.074 --> 00:23:32.996
it feels like or how we talk internally

00:23:33.036 --> 00:23:34.998
as a profession that other professions

00:23:35.038 --> 00:23:36.618
like and i'll just cherry pick two

00:23:36.679 --> 00:23:38.901
dentists and chiropractors have it figured

00:23:38.941 --> 00:23:42.804
out faster than us why is that well

00:23:42.963 --> 00:23:44.345
originally if you really want to go back

00:23:44.705 --> 00:23:46.067
it's because they got out of managed care

00:23:46.086 --> 00:23:49.750
in the seventies right and they're like

00:23:50.604 --> 00:23:51.285
So, you know,

00:23:51.585 --> 00:23:53.486
dentists are not on health insurance plans

00:23:53.506 --> 00:23:54.727
for a reason, right?

00:23:54.747 --> 00:23:55.767
They're also very cosmetic.

00:23:56.167 --> 00:23:58.970
So they don't have as much of a

00:23:59.029 --> 00:24:01.651
like burden of, I mean,

00:24:01.671 --> 00:24:02.951
they don't have the insurance company,

00:24:03.132 --> 00:24:04.952
basically dental insurance is a savings

00:24:04.972 --> 00:24:05.413
account, right?

00:24:05.433 --> 00:24:06.294
It's a coupon.

00:24:06.314 --> 00:24:06.855
But like,

00:24:07.234 --> 00:24:08.675
they also don't have the burden of like,

00:24:09.155 --> 00:24:11.018
professors in school being like if you

00:24:11.038 --> 00:24:13.240
don't do it it's fraud and if you

00:24:13.319 --> 00:24:15.301
don't if a person has a little bit

00:24:15.603 --> 00:24:17.203
less white but they can still use their

00:24:17.263 --> 00:24:19.626
tooth and chew then if you treat them

00:24:19.767 --> 00:24:21.709
you're an a-hole money grubbing whatever

00:24:21.769 --> 00:24:24.211
right so they're they have that cosmetic

00:24:24.250 --> 00:24:27.855
side right and chiropractic to a part they

00:24:27.875 --> 00:24:29.155
do with the whole like everything is

00:24:29.215 --> 00:24:29.856
posture thing

00:24:31.079 --> 00:24:32.382
But chiropractic was, again,

00:24:32.561 --> 00:24:34.744
on the outside of that kind of tower

00:24:34.884 --> 00:24:36.807
of like, it's the alternative medicine.

00:24:37.568 --> 00:24:39.111
The ACA had to sue them to make

00:24:39.131 --> 00:24:41.433
sure that the AMA didn't tell them you

00:24:41.473 --> 00:24:42.255
can't go there.

00:24:43.997 --> 00:24:46.641
So they have it down because they had

00:24:46.681 --> 00:24:47.362
to get it down.

00:24:48.001 --> 00:24:49.384
Our issue is we were a branch of

00:24:49.443 --> 00:24:49.763
nursing.

00:24:49.824 --> 00:24:54.769
We've always been in the tower, right?

00:24:54.829 --> 00:24:56.030
So now we're trying to break out of

00:24:56.090 --> 00:24:59.394
it when everybody before us has said,

00:24:59.795 --> 00:25:00.596
wait, hold on,

00:25:00.736 --> 00:25:02.438
but they're just going to use their

00:25:02.458 --> 00:25:02.959
insurance, right?

00:25:03.098 --> 00:25:04.941
Or this doctor I'm really good friends

00:25:04.961 --> 00:25:05.701
with, I'm going to do this.

00:25:06.122 --> 00:25:08.663
So it's hard because you have seasoned

00:25:08.683 --> 00:25:09.204
clinicians.

00:25:09.224 --> 00:25:10.085
Like I've been working.

00:25:10.346 --> 00:25:10.945
Fifteen years.

00:25:11.165 --> 00:25:11.445
Right.

00:25:12.027 --> 00:25:12.767
New clinicians.

00:25:12.787 --> 00:25:14.087
And then even more seasoned clinicians,

00:25:14.107 --> 00:25:14.949
like thirty years out.

00:25:15.529 --> 00:25:16.509
Some of them get it there.

00:25:16.770 --> 00:25:16.990
You know,

00:25:17.030 --> 00:25:18.531
they'll think outside the box and they'll

00:25:18.551 --> 00:25:19.132
understand it.

00:25:19.673 --> 00:25:20.574
Others will be like, what are you doing?

00:25:20.594 --> 00:25:21.034
You're an idiot.

00:25:21.213 --> 00:25:21.473
Right.

00:25:22.875 --> 00:25:24.257
And that's like the push to,

00:25:24.336 --> 00:25:26.098
I don't want to say cash only because,

00:25:26.398 --> 00:25:26.640
you know,

00:25:26.920 --> 00:25:28.241
cash is just a way to get paid.

00:25:28.281 --> 00:25:28.541
Right.

00:25:28.942 --> 00:25:29.303
It's like,

00:25:29.502 --> 00:25:30.944
it'd be like saying Home Depot's credit

00:25:30.964 --> 00:25:31.384
card only.

00:25:31.424 --> 00:25:32.326
It's kind of like that.

00:25:32.385 --> 00:25:32.685
Right.

00:25:32.707 --> 00:25:32.906
I agree.

00:25:33.567 --> 00:25:35.690
But at the same point, you know,

00:25:35.750 --> 00:25:37.612
having to say to somebody, okay,

00:25:37.652 --> 00:25:38.833
just because your knee hurts.

00:25:38.873 --> 00:25:39.294
Right.

00:25:39.513 --> 00:25:41.836
doesn't mean, and you can walk,

00:25:42.056 --> 00:25:44.237
doesn't mean you're living your best life

00:25:44.257 --> 00:25:45.397
and getting your best outcomes you're

00:25:45.417 --> 00:25:46.858
gonna want in twenty years.

00:25:47.219 --> 00:25:48.619
You wanna hike, you wanna play golf,

00:25:48.640 --> 00:25:49.680
you wanna do all this stuff,

00:25:50.121 --> 00:25:51.402
and your insurance tells me you can't do

00:25:51.442 --> 00:25:51.682
that,

00:25:51.902 --> 00:25:53.883
so we're gonna go for it on a

00:25:53.903 --> 00:25:56.325
cash-based level.

00:25:57.397 --> 00:25:58.897
know but even having that of like the

00:25:58.917 --> 00:26:00.378
insurance says we can't do it i think

00:26:00.479 --> 00:26:02.980
limits us right we don't have that like

00:26:03.559 --> 00:26:05.119
you know me versus the gym owner down

00:26:05.140 --> 00:26:08.961
the street who has a weekend certification

00:26:08.981 --> 00:26:09.922
i'm probably going to give you better

00:26:09.961 --> 00:26:12.583
advice right on how to move right but

00:26:12.603 --> 00:26:13.962
we still say like well i don't know

00:26:13.982 --> 00:26:16.003
because that's wellness and this because

00:26:16.104 --> 00:26:17.864
of this is we just weren't a lot

00:26:17.923 --> 00:26:18.944
that wasn't approved before

00:26:19.724 --> 00:26:20.984
If you get us all at a bar,

00:26:21.065 --> 00:26:21.925
throw a few pints on us,

00:26:21.965 --> 00:26:23.306
and we're going to say, dude,

00:26:23.346 --> 00:26:25.166
we totally know how to do that better,

00:26:25.366 --> 00:26:26.567
right?

00:26:26.606 --> 00:26:28.347
So I think we're gun-shy.

00:26:28.887 --> 00:26:29.708
Yeah, I agree.

00:26:30.528 --> 00:26:32.068
I want to say thanks to Empower EMR.

00:26:32.088 --> 00:26:33.009
They've been supporting the show.

00:26:33.028 --> 00:26:34.250
We'll see them at CSM as well.

00:26:34.309 --> 00:26:36.431
The platform helping clinics simplify

00:26:36.471 --> 00:26:38.411
documentation, improve patient engagement,

00:26:38.730 --> 00:26:39.412
and get their time back.

00:26:39.672 --> 00:26:41.451
Really, it's the piece of software,

00:26:41.692 --> 00:26:43.252
maybe outside of texting,

00:26:43.272 --> 00:26:44.873
that you're going to touch the most in

00:26:44.893 --> 00:26:46.153
your day, unfortunately.

00:26:46.993 --> 00:26:47.914
you might as well like it.

00:26:48.095 --> 00:26:49.335
So pick the tires.

00:26:49.434 --> 00:26:51.416
I understand there's a pain or a fear

00:26:51.497 --> 00:26:53.317
of loss aversion of like switching.

00:26:53.837 --> 00:26:55.398
It's almost as bad as switching banks.

00:26:55.459 --> 00:26:55.618
I mean,

00:26:55.659 --> 00:26:56.839
God forbid we had to switch banks.

00:26:56.859 --> 00:26:57.539
That'd be crazy.

00:26:57.819 --> 00:26:58.681
They understand this.

00:26:58.701 --> 00:26:59.820
They'll walk you through the whole demo

00:26:59.840 --> 00:27:00.801
and they'll help you switch.

00:27:01.201 --> 00:27:02.563
EmpowerEMR.com.

00:27:02.583 --> 00:27:05.403
That is EmpowerEMR.com.

00:27:06.244 --> 00:27:07.586
So you've helped a lot of practice owners

00:27:08.326 --> 00:27:11.808
scale what's a blind spot that you see

00:27:12.009 --> 00:27:13.529
over and over again because when you i

00:27:13.549 --> 00:27:15.291
mean we're just big pattern recognition

00:27:15.332 --> 00:27:17.192
computers that's after a while right

00:27:17.512 --> 00:27:19.474
what's something that you're like when you

00:27:19.515 --> 00:27:20.776
walk in you're like i bet they're not

00:27:20.796 --> 00:27:24.097
looking at this so the the biggest well

00:27:24.137 --> 00:27:26.500
okay blind spot within the owner right

00:27:26.559 --> 00:27:28.162
because we do we do a q a

00:27:28.182 --> 00:27:29.722
session once a week it's like a hundred

00:27:29.742 --> 00:27:31.003
bucks a month and we just got on

00:27:31.044 --> 00:27:32.365
a zoom call and everybody which is such

00:27:32.384 --> 00:27:34.946
a which is such a ridiculously good idea

00:27:35.816 --> 00:27:36.336
Yeah, we're busy.

00:27:36.375 --> 00:27:37.237
We got our own businesses.

00:27:39.979 --> 00:27:40.839
Let's zoom into this.

00:27:40.859 --> 00:27:41.559
Don't skip past it.

00:27:41.579 --> 00:27:42.381
So once a month,

00:27:42.401 --> 00:27:43.521
you do a Zoom session.

00:27:43.602 --> 00:27:45.403
And if a clinic owner, what is it?

00:27:45.462 --> 00:27:45.844
Once a week?

00:27:46.183 --> 00:27:47.224
Once a week, a hundred bucks a month.

00:27:47.644 --> 00:27:47.845
Okay.

00:27:48.326 --> 00:27:50.126
I might steal this model for comms people,

00:27:50.227 --> 00:27:50.948
which is like, hey,

00:27:50.988 --> 00:27:52.409
if you think my time's valuable and you're

00:27:52.429 --> 00:27:52.929
going to show up,

00:27:52.949 --> 00:27:54.289
you should probably pay a little bit for

00:27:54.309 --> 00:27:54.390
it.

00:27:54.871 --> 00:27:56.991
And then so who comes and what do

00:27:57.031 --> 00:27:57.472
they get?

00:27:58.193 --> 00:28:00.154
So they're business owners.

00:28:00.335 --> 00:28:03.317
We tend to it's hard because we don't

00:28:03.977 --> 00:28:07.298
want to shy away people who are like

00:28:07.338 --> 00:28:09.380
maybe thinking about owning a business.

00:28:09.559 --> 00:28:10.881
Like we're never going to tell them no.

00:28:11.161 --> 00:28:11.461
Right.

00:28:12.301 --> 00:28:13.061
Because it's a big group.

00:28:13.102 --> 00:28:14.343
Like anybody can ask questions,

00:28:14.383 --> 00:28:14.883
all that stuff.

00:28:15.962 --> 00:28:17.064
But people tend to come to us when

00:28:17.084 --> 00:28:17.864
they're stuck, right?

00:28:17.903 --> 00:28:19.183
When they're stuck at a scale issue.

00:28:19.344 --> 00:28:22.545
So Brian has six clinics that he built,

00:28:22.605 --> 00:28:22.845
again,

00:28:22.865 --> 00:28:24.066
out of the back of his car nine

00:28:24.086 --> 00:28:24.546
years ago.

00:28:25.205 --> 00:28:26.365
And they're doing like two and a half

00:28:26.425 --> 00:28:27.366
million, I think last year.

00:28:28.007 --> 00:28:30.826
And I scaled for someone and then now

00:28:31.228 --> 00:28:32.228
I, and he's fifty-fifty.

00:28:32.248 --> 00:28:34.288
He just does fifty like fitness slash cash

00:28:34.327 --> 00:28:35.669
and then fifty insurance, right?

00:28:36.288 --> 00:28:37.851
Then I scaled this and now I did

00:28:38.211 --> 00:28:40.575
cash PT out of the back of my

00:28:40.615 --> 00:28:41.056
car.

00:28:41.115 --> 00:28:42.637
And the second year I made like one

00:28:42.659 --> 00:28:43.400
hundred forty K.

00:28:43.460 --> 00:28:44.661
So it's like we know what we're doing.

00:28:44.801 --> 00:28:44.961
Right.

00:28:44.981 --> 00:28:45.762
We know how to build things.

00:28:45.962 --> 00:28:47.204
You've stepped on landmines.

00:28:47.425 --> 00:28:49.347
You've then not stepped on the same

00:28:49.387 --> 00:28:49.729
landmine.

00:28:49.749 --> 00:28:51.070
And now you can help people not step

00:28:51.090 --> 00:28:51.811
on the same landmines.

00:28:51.971 --> 00:28:53.232
and that's it and we don't want to

00:28:53.272 --> 00:28:56.173
be a coaching business right like

00:28:56.493 --> 00:28:58.015
obviously if you pay us enough money we'll

00:28:58.174 --> 00:29:00.875
find an hour every week right but we're

00:29:00.935 --> 00:29:03.017
not trying to do that we just want

00:29:03.096 --> 00:29:04.196
to very much set it up to be

00:29:04.237 --> 00:29:05.617
like look we're running our own businesses

00:29:05.678 --> 00:29:08.659
we're trying out ai phone answering you

00:29:08.759 --> 00:29:10.680
know like call setting like all that stuff

00:29:10.759 --> 00:29:11.880
you're doing the thing while you're

00:29:11.920 --> 00:29:13.401
teaching it you're not exactly so you're

00:29:13.421 --> 00:29:14.560
not like i've got it all figured out

00:29:14.580 --> 00:29:15.902
it's like dude we're building the semi

00:29:15.922 --> 00:29:17.461
we're changing the tires on the truck as

00:29:17.481 --> 00:29:18.583
we're going down the interstate

00:29:18.903 --> 00:29:20.584
exactly so we have to keep it at

00:29:20.743 --> 00:29:22.664
a like one hour a week thing but

00:29:22.684 --> 00:29:23.865
that's why we don't charge you know

00:29:23.925 --> 00:29:25.307
thousands a month right it's just like

00:29:25.346 --> 00:29:27.107
look a bunch of people you can submit

00:29:27.127 --> 00:29:29.469
questions all that but essentially it's uh

00:29:29.568 --> 00:29:31.809
business owners trying to scale right so

00:29:31.970 --> 00:29:33.810
we have everything from like someone who

00:29:33.871 --> 00:29:36.752
has a full location three people and

00:29:37.252 --> 00:29:38.836
they're a cash practice and they're

00:29:38.855 --> 00:29:40.637
looking at okay how do i get myself

00:29:40.678 --> 00:29:42.381
a little bit out of this practice right

00:29:42.401 --> 00:29:43.682
because cash margins are better than

00:29:43.722 --> 00:29:45.125
insurance so she's trying to do it with

00:29:45.224 --> 00:29:47.347
one location all the way down to somebody

00:29:47.367 --> 00:29:49.290
who's like i just had my first year

00:29:49.310 --> 00:29:51.294
under my belt with um

00:29:52.122 --> 00:29:53.501
you know, an insurance practice.

00:29:53.761 --> 00:29:56.163
And now I think I need to hire,

00:29:56.242 --> 00:29:56.742
what do I do?

00:29:57.002 --> 00:29:58.044
Right.

00:29:59.003 --> 00:30:01.105
And then it's that edge of a diving

00:30:01.125 --> 00:30:03.825
board that can cost you money and stunt

00:30:03.865 --> 00:30:05.486
growth because simply you're like,

00:30:06.526 --> 00:30:07.425
do I jump or not?

00:30:07.465 --> 00:30:08.646
And if so, what direction?

00:30:08.826 --> 00:30:10.547
And the wrong one could cripple you.

00:30:10.586 --> 00:30:12.827
So we do that stupid paralysis by analysis

00:30:12.867 --> 00:30:13.028
thing.

00:30:13.459 --> 00:30:13.598
Well,

00:30:13.618 --> 00:30:15.701
and the hardest thing is what we saw

00:30:15.721 --> 00:30:16.842
in the market is there's people who've

00:30:16.882 --> 00:30:18.663
made big businesses that are giving their

00:30:18.703 --> 00:30:19.044
advice.

00:30:19.263 --> 00:30:19.525
Right.

00:30:20.005 --> 00:30:21.026
But that's all they're doing right now is

00:30:21.046 --> 00:30:22.186
they're giving their advice based on the

00:30:22.207 --> 00:30:23.367
business they created five, ten,

00:30:23.548 --> 00:30:24.229
fifteen years ago.

00:30:24.249 --> 00:30:24.348
Right.

00:30:24.368 --> 00:30:26.590
And then there's people who did what I'm

00:30:26.631 --> 00:30:26.871
doing.

00:30:27.071 --> 00:30:27.291
Right.

00:30:27.332 --> 00:30:28.952
And they kind of stopped about where I'm

00:30:28.992 --> 00:30:29.273
doing.

00:30:29.453 --> 00:30:31.174
And then they started teaching people who

00:30:31.214 --> 00:30:33.317
don't have businesses to have businesses.

00:30:33.497 --> 00:30:33.738
Right.

00:30:34.518 --> 00:30:35.799
And we looked at it and we said,

00:30:35.819 --> 00:30:37.280
but there's nobody doing the stuff now.

00:30:37.602 --> 00:30:37.882
Right.

00:30:38.221 --> 00:30:40.204
That's helping people get out of that like

00:30:40.244 --> 00:30:42.686
kind of danger zone between one million

00:30:42.707 --> 00:30:44.009
and three million in revenue each year.

00:30:44.308 --> 00:30:44.528
Right.

00:30:44.670 --> 00:30:45.671
It's a little bit different for service

00:30:45.691 --> 00:30:46.151
practices,

00:30:46.191 --> 00:30:47.332
probably about five hundred thousand to

00:30:47.352 --> 00:30:48.232
like two million a year.

00:30:48.614 --> 00:30:50.236
But that's the zone where it's like I'm

00:30:50.336 --> 00:30:51.737
working a lot in my business.

00:30:52.557 --> 00:30:54.179
And because I don't know how to scale

00:30:54.199 --> 00:30:56.421
to get to the next level, I'm miserable,

00:30:56.681 --> 00:30:56.921
right?

00:30:57.300 --> 00:31:00.523
So that's the kind of zone where, yes,

00:31:00.544 --> 00:31:01.825
somebody who's done it and, you know,

00:31:01.884 --> 00:31:03.385
sold their company like my old boss,

00:31:03.705 --> 00:31:05.426
she could definitely do that, right?

00:31:05.906 --> 00:31:07.127
But then they won't know anything about

00:31:07.147 --> 00:31:08.009
what's going on with AI.

00:31:08.128 --> 00:31:09.089
They won't know anything about what's

00:31:09.109 --> 00:31:10.530
going on with all the newer stuff that's

00:31:10.570 --> 00:31:12.192
coming out and what, you know,

00:31:12.632 --> 00:31:14.673
how I have to negotiate high rocks,

00:31:15.433 --> 00:31:16.595
you know, or something like that, right?

00:31:16.954 --> 00:31:17.655
So, yeah.

00:31:18.455 --> 00:31:18.556
Yeah,

00:31:18.576 --> 00:31:19.757
we just saw like a gap and we're

00:31:19.777 --> 00:31:20.916
like, well, honestly,

00:31:20.936 --> 00:31:21.616
I think we did what you did.

00:31:21.636 --> 00:31:22.998
We're like, we should start a podcast.

00:31:23.317 --> 00:31:24.057
Yeah, honestly.

00:31:25.199 --> 00:31:27.019
So I'm walking through my first cohort of

00:31:27.038 --> 00:31:28.119
a podcast course,

00:31:28.140 --> 00:31:29.539
which I avoided because I didn't want to

00:31:29.579 --> 00:31:32.000
be a teacher, but I liked helping people.

00:31:32.481 --> 00:31:33.102
And then, you know,

00:31:33.162 --> 00:31:34.082
Tony and Dave were just like,

00:31:34.261 --> 00:31:35.863
we'll just do like a handful and then

00:31:35.883 --> 00:31:36.663
just talk to them.

00:31:36.742 --> 00:31:38.003
Like people want their handheld.

00:31:38.263 --> 00:31:39.964
You could go to Google and get this

00:31:40.005 --> 00:31:41.884
information on how to do it.

00:31:42.164 --> 00:31:43.226
That's not what they're looking for.

00:31:43.246 --> 00:31:44.506
They're looking for that thing that they

00:31:44.566 --> 00:31:45.807
can't get somewhere else.

00:31:45.967 --> 00:31:46.166
All right,

00:31:46.186 --> 00:31:47.648
so back to my original question before I

00:31:47.690 --> 00:31:48.590
derailed my own question.

00:31:48.611 --> 00:31:48.931
You're good.

00:31:49.551 --> 00:31:51.134
What are the blind spots that you

00:31:51.194 --> 00:31:53.417
typically see that the owners just they

00:31:53.478 --> 00:31:54.640
don't even see it?

00:31:55.390 --> 00:31:57.531
don't realize that they have to pivot to

00:31:57.571 --> 00:32:00.794
being a manager earlier right so they get

00:32:00.854 --> 00:32:04.757
to their business success one man show

00:32:05.478 --> 00:32:07.118
great marketing everyone knows them they

00:32:07.159 --> 00:32:10.501
love them right and they don't realize how

00:32:10.561 --> 00:32:12.702
important managerial skills are until

00:32:12.722 --> 00:32:14.044
they've lost like their third or fourth

00:32:14.104 --> 00:32:16.526
person right and that's expensive they're

00:32:16.605 --> 00:32:18.428
asking questions like well should i be pay

00:32:18.508 --> 00:32:21.750
per pay per patient or should i be

00:32:21.829 --> 00:32:24.051
salary and should i be this and of

00:32:24.092 --> 00:32:25.012
course again you

00:32:25.353 --> 00:32:26.894
the reason you join these groups is so

00:32:26.913 --> 00:32:28.493
you can take someone else's experience and

00:32:28.614 --> 00:32:31.815
fast forward your mistakes right so we'll

00:32:31.835 --> 00:32:33.635
be able to say don't do pay for

00:32:33.675 --> 00:32:35.217
patient you need salary so you can tell

00:32:35.237 --> 00:32:36.136
them what to do when they don't have

00:32:36.156 --> 00:32:38.917
a patient and you know like those types

00:32:38.958 --> 00:32:40.439
of things based on the business obviously

00:32:40.759 --> 00:32:44.059
but um you know that that blind spot

00:32:44.099 --> 00:32:47.101
of switching from a marketer who's the man

00:32:47.181 --> 00:32:49.882
or the woman the rock star to the

00:32:49.922 --> 00:32:51.022
what we were talking about earlier in the

00:32:51.042 --> 00:32:51.823
pod about

00:32:52.442 --> 00:32:54.564
pushing everyone up and making sure that

00:32:54.584 --> 00:32:56.746
you're not the one and being able to

00:32:56.786 --> 00:32:58.446
do that now it's much harder in cash

00:32:58.467 --> 00:33:01.088
practice than it is an insurance um it

00:33:01.128 --> 00:33:02.869
can be done but you just your goals

00:33:02.890 --> 00:33:04.411
are going to be smaller in cash practice

00:33:04.451 --> 00:33:06.491
like i haven't i don't know maybe you

00:33:06.511 --> 00:33:08.073
know way more pts than i do like

00:33:08.393 --> 00:33:09.413
i don't know if i've ever seen a

00:33:09.493 --> 00:33:11.674
cash practice that's scaled past like five

00:33:11.734 --> 00:33:14.396
look or even three or four locations yeah

00:33:14.416 --> 00:33:15.657
that isn't the question is like what are

00:33:15.678 --> 00:33:17.878
you selling are you like are you selling

00:33:17.959 --> 00:33:19.640
are you are you the show because if

00:33:19.660 --> 00:33:21.682
you're the show scaling you is hard

00:33:22.241 --> 00:33:24.324
right exactly right so your job is to

00:33:24.365 --> 00:33:27.048
create more stars so you can you know

00:33:27.107 --> 00:33:28.608
and then manage them like you know gary

00:33:28.628 --> 00:33:29.931
v would say the goal would be to

00:33:30.431 --> 00:33:31.813
make these people so great they eventually

00:33:31.853 --> 00:33:33.474
leave or get poached like wouldn't that be

00:33:33.494 --> 00:33:34.997
great your people are so great someone

00:33:35.017 --> 00:33:35.938
wants to steal your people

00:33:36.431 --> 00:33:36.510
Well,

00:33:36.530 --> 00:33:37.451
and that's one of the biggest things.

00:33:37.491 --> 00:33:39.814
So when I was in my corporate,

00:33:40.733 --> 00:33:42.115
the proudest thing I am,

00:33:42.576 --> 00:33:44.738
the proudest fact on my resume or

00:33:44.758 --> 00:33:45.038
whatever,

00:33:45.678 --> 00:33:48.300
is that I think nine of my managers

00:33:48.441 --> 00:33:49.421
are practice owners now.

00:33:49.902 --> 00:33:51.083
Or the PTA,

00:33:51.103 --> 00:33:52.483
she runs a practice for someone else.

00:33:53.003 --> 00:33:55.946
That's like being a college basketball or

00:33:55.987 --> 00:33:57.688
football coach and then being like,

00:33:57.708 --> 00:33:59.529
you know, all these guys are legit.

00:33:59.849 --> 00:34:01.671
You're playing your former assistants or

00:34:01.691 --> 00:34:03.613
former players in the NCAA tournament.

00:34:03.873 --> 00:34:04.874
That's got to be the goal.

00:34:05.546 --> 00:34:05.806
Yeah.

00:34:05.965 --> 00:34:08.146
And I mean, there's a intrinsic, like,

00:34:08.226 --> 00:34:08.487
you know,

00:34:08.726 --> 00:34:09.927
it's always nice to give to charity.

00:34:09.947 --> 00:34:11.248
It's always nice to help other people.

00:34:11.307 --> 00:34:12.427
Right.

00:34:12.708 --> 00:34:13.409
But at the same time,

00:34:13.449 --> 00:34:14.809
if you can say that, right.

00:34:14.889 --> 00:34:15.909
And somebody is looking to buy your

00:34:15.949 --> 00:34:17.349
practice, they can say, Oh,

00:34:18.030 --> 00:34:19.070
look at all the leaders here.

00:34:19.090 --> 00:34:20.391
If he goes and,

00:34:20.931 --> 00:34:21.331
you know,

00:34:21.351 --> 00:34:23.233
screws off to some beach in Puerto

00:34:23.253 --> 00:34:23.934
Vallarta or whatever,

00:34:24.615 --> 00:34:27.438
I have eight more people or the people

00:34:27.478 --> 00:34:29.681
here could be the next people who open

00:34:29.702 --> 00:34:30.302
their own practices.

00:34:30.342 --> 00:34:31.443
And if I pay them enough money,

00:34:31.463 --> 00:34:31.945
they won't do that.

00:34:31.965 --> 00:34:32.545
They'll work for me.

00:34:32.945 --> 00:34:34.648
You know, so those, those types of things,

00:34:34.688 --> 00:34:35.989
it can be a beneficial thing.

00:34:36.028 --> 00:34:37.030
People always think it's like, well,

00:34:37.050 --> 00:34:38.452
why would you shoot yourself in the foot?

00:34:38.472 --> 00:34:39.333
And it's like, no, it's,

00:34:39.514 --> 00:34:40.494
it makes you way more valuable.

00:34:40.594 --> 00:34:42.576
Well, it's that whole line, like, well,

00:34:42.596 --> 00:34:44.237
what if we invest in these people and

00:34:44.257 --> 00:34:44.717
they leave?

00:34:44.757 --> 00:34:44.976
It's like,

00:34:45.016 --> 00:34:46.338
what if we don't and they stay?

00:34:46.757 --> 00:34:47.137
Exactly.

00:34:47.237 --> 00:34:47.898
Like,

00:34:47.918 --> 00:34:50.039
now you've got a team full of B-minuses.

00:34:50.079 --> 00:34:50.699
It's like, well,

00:34:50.780 --> 00:34:52.079
you rise to the level of your

00:34:52.119 --> 00:34:52.719
incompetence.

00:34:52.739 --> 00:34:54.641
That's as high as you're going to go.

00:34:54.940 --> 00:34:55.661
Like, I know Brian,

00:34:55.702 --> 00:34:57.282
he encourages all his PTs to have an

00:34:57.302 --> 00:34:58.463
Instagram, right?

00:34:58.523 --> 00:35:00.784
Like, to have a social media.

00:35:00.844 --> 00:35:01.744
And he knows, like, yeah,

00:35:01.824 --> 00:35:03.505
one or two of them might leave, right?

00:35:03.525 --> 00:35:04.385
Because they're so good.

00:35:04.666 --> 00:35:06.827
At least I'll have an opportunity to keep

00:35:06.847 --> 00:35:06.927
them.

00:35:08.360 --> 00:35:09.762
Early in social media,

00:35:09.882 --> 00:35:11.563
and this makes me sound ancient, like,

00:35:11.583 --> 00:35:13.824
hey, before the social media times, kids,

00:35:14.284 --> 00:35:15.304
when it was popping up,

00:35:15.344 --> 00:35:16.626
I remember because I worked for a large

00:35:16.686 --> 00:35:18.407
corporate radio station.

00:35:18.427 --> 00:35:19.788
Now, I was in charge locally,

00:35:19.827 --> 00:35:21.188
but I was still owned by whatever.

00:35:21.628 --> 00:35:24.570
And the edict came down that...

00:35:27.121 --> 00:35:28.443
Official channels were only...

00:35:28.684 --> 00:35:30.264
We were only supposed to have a radio

00:35:30.304 --> 00:35:32.706
station Facebook page and a radio station

00:35:32.887 --> 00:35:35.110
Instagram that our people were on,

00:35:35.510 --> 00:35:36.471
where I was like,

00:35:36.831 --> 00:35:37.791
everybody should have their own.

00:35:38.293 --> 00:35:41.155
I remember CBS and stuff like that.

00:35:42.335 --> 00:35:43.217
The lower third,

00:35:43.237 --> 00:35:44.858
whenever so-and-so reporter is out,

00:35:44.898 --> 00:35:45.119
whatever,

00:35:45.139 --> 00:35:46.840
and there's their name and then whatever.

00:35:47.260 --> 00:35:48.041
It was always like,

00:35:48.121 --> 00:35:50.344
follow us at CBS New York or whatever.

00:35:50.724 --> 00:35:51.704
And now if you look at it,

00:35:51.744 --> 00:35:52.005
it's like...

00:35:52.606 --> 00:35:55.347
cbs mike stevens right it's like they

00:35:55.427 --> 00:35:59.168
recognize that people follow people people

00:35:59.409 --> 00:36:01.449
kind of follow the brand and it's like

00:36:02.349 --> 00:36:04.271
now that's sort of a non-negotiable if

00:36:04.311 --> 00:36:06.351
you're a what if you're a pt my

00:36:06.411 --> 00:36:08.351
my view would be i have no problem

00:36:08.391 --> 00:36:11.853
combining our success attention wise while

00:36:11.893 --> 00:36:14.153
we work together but this is my ip

00:36:14.193 --> 00:36:15.715
and when i leave it comes with me

00:36:16.228 --> 00:36:17.050
Yeah.

00:36:17.110 --> 00:36:18.570
And that's the thing is as an owner,

00:36:18.630 --> 00:36:19.391
you have to,

00:36:19.672 --> 00:36:21.134
somebody who was always fighting the other

00:36:21.153 --> 00:36:23.456
guy down the street for getting all the

00:36:23.496 --> 00:36:24.896
referrals from that CrossFit gym or

00:36:24.916 --> 00:36:25.197
whatever,

00:36:26.112 --> 00:36:26.632
it is very,

00:36:26.672 --> 00:36:28.655
very hard for them to mentally shift to,

00:36:29.335 --> 00:36:30.715
I have to help other PTs get more

00:36:30.757 --> 00:36:31.177
patients.

00:36:31.396 --> 00:36:32.958
And I have to put this person who

00:36:33.059 --> 00:36:35.141
really likes ballet, right?

00:36:35.161 --> 00:36:37.563
So I focus on golf in Scottsdale, right?

00:36:37.603 --> 00:36:38.304
That's my practice.

00:36:38.324 --> 00:36:40.786
I mean, that's right.

00:36:40.806 --> 00:36:41.226
To be fair,

00:36:41.286 --> 00:36:42.487
there actually weren't that many PTs who

00:36:42.507 --> 00:36:42.987
were doing it.

00:36:43.047 --> 00:36:44.248
They were like, Oh, we treat everything.

00:36:44.269 --> 00:36:44.989
And also golfers.

00:36:45.010 --> 00:36:46.351
And I was like, I only treat golf.

00:36:46.371 --> 00:36:46.612
Let's go.

00:36:47.251 --> 00:36:51.253
um so um yeah yeah a quick quick

00:36:51.273 --> 00:36:52.795
word to anybody thinking about a niche if

00:36:52.815 --> 00:36:55.036
there wasn't many people taking the golf

00:36:55.076 --> 00:36:58.757
pt in scottsdale niches are available uh

00:36:58.777 --> 00:37:01.739
so you're um but anyway they they don't

00:37:01.878 --> 00:37:03.380
they they're afraid to build up their

00:37:03.400 --> 00:37:06.300
people right and i don't know it's just

00:37:06.980 --> 00:37:09.202
It sucks because it's such a pivot.

00:37:09.222 --> 00:37:10.222
They actually call it the founder's

00:37:10.262 --> 00:37:11.583
paradox in business teaching.

00:37:12.664 --> 00:37:14.445
And if you look at Travis Kalanick at

00:37:14.565 --> 00:37:14.925
Uber,

00:37:15.547 --> 00:37:17.588
Mark Zuckerberg to some extent could be

00:37:17.628 --> 00:37:17.849
this,

00:37:18.128 --> 00:37:20.130
where they were so good at building this

00:37:20.251 --> 00:37:20.751
monster.

00:37:21.672 --> 00:37:23.853
And then they had to hire like Asacha

00:37:23.873 --> 00:37:24.273
Nadella.

00:37:24.793 --> 00:37:26.614
Or somebody whose entire job is to keep

00:37:26.673 --> 00:37:28.394
everyone happy and let's not write that

00:37:28.434 --> 00:37:30.775
Facebook post and let's not do all that,

00:37:30.875 --> 00:37:31.735
all the stuff that got them to the

00:37:31.775 --> 00:37:31.994
top.

00:37:32.074 --> 00:37:33.436
So everyone faces it.

00:37:34.516 --> 00:37:36.195
But that's probably the biggest thing we

00:37:36.215 --> 00:37:37.615
see when we get to that sort of

00:37:38.016 --> 00:37:39.356
five hundred thousand to two million or

00:37:39.456 --> 00:37:41.396
one million to three million revenue is

00:37:41.416 --> 00:37:43.077
that that person isn't comfortable doing

00:37:43.097 --> 00:37:43.277
that.

00:37:43.336 --> 00:37:43.856
Yeah.

00:37:43.896 --> 00:37:45.577
You've said that business isn't

00:37:45.617 --> 00:37:48.038
necessarily intellectually difficult.

00:37:48.458 --> 00:37:49.797
It's more about character.

00:37:50.278 --> 00:37:51.099
Like, help me understand.

00:37:51.259 --> 00:37:52.338
What do you what do you mean by

00:37:52.358 --> 00:37:52.518
that?

00:37:52.938 --> 00:37:54.739
So intelligence is just rate of learning,

00:37:54.878 --> 00:37:55.119
right?

00:37:55.199 --> 00:37:57.900
So if you are someone who has a

00:37:57.960 --> 00:37:59.820
high IQ and like a lot of PTs,

00:37:59.900 --> 00:38:00.099
right?

00:38:00.159 --> 00:38:01.221
I'm sure if we put them all through

00:38:01.601 --> 00:38:02.021
an IQ test,

00:38:02.041 --> 00:38:02.820
I don't even know if they do those

00:38:02.840 --> 00:38:03.101
anymore,

00:38:03.121 --> 00:38:05.121
but I'm pretty sure we would skew to

00:38:05.242 --> 00:38:06.163
high, right?

00:38:08.567 --> 00:38:10.288
The thing is, it's rate of learning.

00:38:10.447 --> 00:38:13.548
So like if I take someone who is

00:38:14.088 --> 00:38:15.230
a box of rocks, right?

00:38:15.250 --> 00:38:17.710
They are not the person who has a

00:38:17.751 --> 00:38:18.530
high IQ level.

00:38:19.150 --> 00:38:20.931
But if I show them the same thing,

00:38:21.692 --> 00:38:23.512
twenty times, right?

00:38:24.092 --> 00:38:25.713
But I show the high intelligence person

00:38:26.514 --> 00:38:28.556
zero times, that person's gonna get it,

00:38:28.635 --> 00:38:28.896
right?

00:38:29.117 --> 00:38:30.338
Now it's gonna take them a long time,

00:38:30.599 --> 00:38:30.878
right?

00:38:31.318 --> 00:38:32.860
Or if you take something more abstract

00:38:32.880 --> 00:38:33.722
where everyone knows, okay,

00:38:33.822 --> 00:38:35.423
I gotta learn pricing or I gotta learn

00:38:35.503 --> 00:38:36.144
this, right?

00:38:36.885 --> 00:38:39.148
An intelligent person should take two or

00:38:39.168 --> 00:38:41.050
three times reading that book to really

00:38:41.070 --> 00:38:42.371
get it and understand it, right?

00:38:42.471 --> 00:38:44.213
Or seeing it in real life, right?

00:38:44.733 --> 00:38:47.217
But if that intelligent person is lazy and

00:38:47.277 --> 00:38:48.257
they don't read the books,

00:38:48.818 --> 00:38:50.800
and they don't take the risks but that

00:38:50.981 --> 00:38:52.722
unintelligent person it takes ten times

00:38:52.762 --> 00:38:54.403
for them to do it they're like cool

00:38:54.443 --> 00:38:56.266
got shut down next call cool got shut

00:38:56.306 --> 00:38:58.148
down next call i'm going into this gym

00:38:58.168 --> 00:38:59.349
down the street that i've never even heard

00:38:59.369 --> 00:39:01.512
of but whatever here's my card they will

00:39:01.532 --> 00:39:04.914
learn faster right so that's not the case

00:39:04.934 --> 00:39:06.436
when we're talking about tests that have

00:39:06.476 --> 00:39:08.998
to be done in two three minutes or

00:39:09.039 --> 00:39:10.280
sorry two or three days from when you

00:39:10.300 --> 00:39:11.041
get the information

00:39:11.661 --> 00:39:13.105
and a patient where you have to have

00:39:13.125 --> 00:39:14.726
pattern recognition over a long period of

00:39:14.766 --> 00:39:17.030
time you know and you're a new grad

00:39:17.231 --> 00:39:18.974
right intelligence really helps with that

00:39:19.094 --> 00:39:20.115
i have the books i have two or

00:39:20.135 --> 00:39:21.438
three things i'm super intelligent you

00:39:21.458 --> 00:39:22.239
only have to tell me two or three

00:39:22.280 --> 00:39:24.503
times i'm good so i'm gonna hard work

00:39:24.543 --> 00:39:25.965
beats talent when talent doesn't work hard

00:39:27.239 --> 00:39:28.181
Yeah, exactly.

00:39:28.280 --> 00:39:30.262
Thank you for diluting two minutes of me

00:39:30.342 --> 00:39:31.623
rambling to one note.

00:39:31.643 --> 00:39:33.202
The thing is, I'm like, someone said it.

00:39:33.623 --> 00:39:34.483
I'm really good too.

00:39:34.724 --> 00:39:35.585
I could not for the life of me

00:39:35.605 --> 00:39:36.405
tell you who said that,

00:39:36.684 --> 00:39:37.806
but I'm good at remembering quotes,

00:39:37.826 --> 00:39:39.547
but not remembering who to quote and give

00:39:39.586 --> 00:39:39.947
credit to.

00:39:39.967 --> 00:39:40.327
So I always go,

00:39:40.347 --> 00:39:41.126
I can't remember who said this.

00:39:41.146 --> 00:39:41.608
It wasn't me.

00:39:41.628 --> 00:39:42.307
I'm not trying to take credit.

00:39:42.668 --> 00:39:44.327
That's why you're the communication guy.

00:39:44.347 --> 00:39:44.688
Essentially,

00:39:44.728 --> 00:39:46.708
LeBron would have been pretty good,

00:39:46.748 --> 00:39:47.628
but if he didn't work,

00:39:48.728 --> 00:39:50.590
there's people who say if he didn't work,

00:39:50.750 --> 00:39:52.170
even his talent was that big,

00:39:52.389 --> 00:39:53.590
you might not make it to the NBA

00:39:53.929 --> 00:39:55.550
because there's guys with less talent.

00:39:55.990 --> 00:39:56.710
I've heard this one.

00:39:56.931 --> 00:39:58.751
There are stupider people than you making

00:39:58.791 --> 00:40:00.472
more money simply because they just

00:40:00.512 --> 00:40:02.911
decided not to quit and no concept of

00:40:02.931 --> 00:40:03.291
failure.

00:40:03.371 --> 00:40:04.172
Just going to do it again.

00:40:04.313 --> 00:40:04.932
Going to do it again.

00:40:05.112 --> 00:40:05.672
Going to do it again.

00:40:07.273 --> 00:40:07.393
Yep.

00:40:07.434 --> 00:40:08.273
And you can add about that.

00:40:08.293 --> 00:40:09.554
Yeah.

00:40:09.655 --> 00:40:10.335
No concept of failure.

00:40:10.355 --> 00:40:11.655
All right.

00:40:11.715 --> 00:40:12.775
Last thing before we go to a game,

00:40:12.795 --> 00:40:15.197
what's one thing a physical therapist

00:40:15.237 --> 00:40:17.639
listening right now could do today to

00:40:17.679 --> 00:40:20.380
start thinking more like an entrepreneur

00:40:20.940 --> 00:40:22.061
if they're not one already?

00:40:24.228 --> 00:40:26.750
man, I would say, honestly,

00:40:26.969 --> 00:40:29.851
books really helped me like reading the

00:40:29.911 --> 00:40:30.630
business books.

00:40:30.670 --> 00:40:32.331
Like everyone makes fun of them, but like,

00:40:32.831 --> 00:40:35.253
those are guys it's, it's, I mean, again,

00:40:35.353 --> 00:40:36.452
now it's YouTube podcasts,

00:40:36.472 --> 00:40:37.052
things like that,

00:40:37.092 --> 00:40:39.673
but essentially it's just,

00:40:39.793 --> 00:40:41.414
it's either written or it's, it's verbal.

00:40:41.434 --> 00:40:42.554
That's really where it is.

00:40:42.594 --> 00:40:44.315
Take the guy who's done it and written

00:40:44.356 --> 00:40:46.456
it down and then learn from that.

00:40:46.936 --> 00:40:48.336
So then you don't have to make that

00:40:48.376 --> 00:40:48.717
mistake.

00:40:49.121 --> 00:40:50.822
You mentioned Jim Collins, Good to Great.

00:40:50.842 --> 00:40:52.003
You mentioned Stephen Covey,

00:40:52.023 --> 00:40:54.724
Seven Habits of Highly Successful People.

00:40:54.744 --> 00:40:56.063
What else is on your short list?

00:40:56.103 --> 00:40:57.463
I always like collecting book

00:40:57.523 --> 00:40:58.224
recommendations.

00:40:58.545 --> 00:41:00.425
I always give Crucial Conversations to my

00:41:00.465 --> 00:41:00.844
managers.

00:41:01.224 --> 00:41:01.804
Who's that one?

00:41:02.365 --> 00:41:02.806
Oh, God.

00:41:03.045 --> 00:41:04.925
Don't ask me that question.

00:41:04.985 --> 00:41:05.666
It's a famous one,

00:41:05.686 --> 00:41:06.606
so Crucial Conversations.

00:41:08.027 --> 00:41:08.588
That's a,

00:41:08.608 --> 00:41:09.829
that's one that I would always give to

00:41:09.849 --> 00:41:11.309
a manager because when they don't want to

00:41:11.329 --> 00:41:12.431
have that kind of that performance

00:41:12.452 --> 00:41:13.072
conversation,

00:41:13.612 --> 00:41:14.673
they don't want to be personal.

00:41:14.773 --> 00:41:16.335
They have to figure out how to objectify

00:41:16.376 --> 00:41:16.496
it.

00:41:17.817 --> 00:41:18.277
Those are my,

00:41:18.418 --> 00:41:20.440
like probably honestly my top three that I

00:41:20.460 --> 00:41:21.039
give to people.

00:41:22.221 --> 00:41:23.463
And then just kind of whatever I'm

00:41:23.523 --> 00:41:25.204
reading, like it depends on the person.

00:41:25.264 --> 00:41:25.505
Like,

00:41:25.905 --> 00:41:27.387
There's all kind of the greatest hits and

00:41:27.487 --> 00:41:28.527
all of them have good advice.

00:41:28.829 --> 00:41:29.188
You know,

00:41:29.248 --> 00:41:30.851
atomic habits is what everyone says.

00:41:30.891 --> 00:41:31.150
Right.

00:41:31.170 --> 00:41:32.612
So that one wasn't bad.

00:41:32.652 --> 00:41:33.032
I mean, that one,

00:41:33.072 --> 00:41:34.114
I can distill that one down,

00:41:34.134 --> 00:41:36.838
which is like build one habit, repeat it,

00:41:36.858 --> 00:41:37.557
repeat it, repeat it.

00:41:38.179 --> 00:41:39.900
Once it's a hat was takes thirty or

00:41:39.940 --> 00:41:40.382
sixty days,

00:41:40.402 --> 00:41:41.382
something like that to build an actual

00:41:41.402 --> 00:41:43.405
habit when wire rewire your brain.

00:41:43.425 --> 00:41:43.965
We know this.

00:41:44.405 --> 00:41:44.945
We know this.

00:41:44.965 --> 00:41:46.867
That's the funny part is it's just putting

00:41:46.907 --> 00:41:48.989
words to the thing you probably don't

00:41:49.009 --> 00:41:49.168
know.

00:41:49.208 --> 00:41:49.949
Like, what's that quote?

00:41:50.369 --> 00:41:51.971
The results you're looking for are hiding

00:41:51.990 --> 00:41:52.871
in the work you're not doing.

00:41:52.971 --> 00:41:53.512
It's like, you know,

00:41:53.532 --> 00:41:54.391
you should be doing that,

00:41:54.431 --> 00:41:55.932
but you just leave that in the corner.

00:41:55.972 --> 00:41:56.413
So you don't do it.

00:41:56.432 --> 00:41:56.733
And you're like,

00:41:56.773 --> 00:41:58.193
I don't know why I'm not getting

00:41:58.233 --> 00:41:58.695
successful.

00:41:58.715 --> 00:41:59.675
It's like, hmm, I got an idea.

00:41:59.695 --> 00:42:00.576
What's that pile over there?

00:42:00.969 --> 00:42:01.829
Well, and this is the problem.

00:42:01.849 --> 00:42:03.431
There are a lot of people who basically,

00:42:03.451 --> 00:42:04.851
they consume all this entrepreneurial

00:42:04.871 --> 00:42:05.271
content.

00:42:05.311 --> 00:42:07.413
They can tell you,

00:42:07.452 --> 00:42:08.532
this is what you should be doing in

00:42:08.552 --> 00:42:08.853
this.

00:42:09.233 --> 00:42:10.833
But honestly, if you were to ask,

00:42:10.893 --> 00:42:11.114
I mean,

00:42:11.155 --> 00:42:12.875
to distill my best piece of actual advice,

00:42:12.934 --> 00:42:14.675
like outside of read books, right?

00:42:15.155 --> 00:42:16.317
Just do it, right?

00:42:16.396 --> 00:42:17.717
Like just freaking do it.

00:42:17.757 --> 00:42:18.777
My accountant told me this.

00:42:18.797 --> 00:42:19.077
I was like,

00:42:19.097 --> 00:42:19.978
so what do I need to do?

00:42:20.298 --> 00:42:21.739
Like set up an LLC and like blah,

00:42:21.759 --> 00:42:21.938
blah, blah.

00:42:21.958 --> 00:42:23.099
He's like, dude, just go earn money.

00:42:23.300 --> 00:42:25.061
I'll tell you what to do later, right?

00:42:25.581 --> 00:42:26.782
And I was just like, okay.

00:42:26.922 --> 00:42:28.143
Then I called my wife right afterwards,

00:42:28.182 --> 00:42:28.382
right?

00:42:28.742 --> 00:42:31.545
So now that looks different for people,

00:42:31.644 --> 00:42:33.385
non-competes, things like that.

00:42:33.405 --> 00:42:35.146
You can find a different avenue, right?

00:42:35.228 --> 00:42:36.047
Do a wellness thing.

00:42:36.088 --> 00:42:37.829
Do a fitness for golfers, right?

00:42:37.869 --> 00:42:39.831
While you're a PT at the local hospital

00:42:40.311 --> 00:42:42.612
and start saying, hey, can I sell this,

00:42:42.893 --> 00:42:43.072
right?

00:42:43.112 --> 00:42:45.173
Can I do this, right?

00:42:45.193 --> 00:42:46.295
That's the nice thing about the US.

00:42:46.414 --> 00:42:47.516
No one's going to fault you for trying

00:42:47.536 --> 00:42:48.235
to start a business, right?

00:42:49.157 --> 00:42:50.518
Like it's pretty much encouraged.

00:42:50.538 --> 00:42:51.038
So yeah,

00:42:51.057 --> 00:42:54.639
I would just say get out there and

00:42:54.681 --> 00:42:55.201
get your reps in.

00:42:56.306 --> 00:42:57.045
Here's a game we're going to play.

00:42:57.065 --> 00:42:58.768
We're calling it Growth Guy Gut Check.

00:42:58.788 --> 00:43:00.068
I'm going to hit you with some rapid

00:43:00.108 --> 00:43:01.710
fire growth scenarios.

00:43:01.751 --> 00:43:02.952
You just give me your gut reaction.

00:43:03.032 --> 00:43:04.152
Sentence or less, right?

00:43:04.873 --> 00:43:04.994
Got it.

00:43:05.094 --> 00:43:07.856
A PT says, I hate selling.

00:43:08.077 --> 00:43:09.918
What do you respond with?

00:43:09.938 --> 00:43:11.239
Do you hate getting people better because

00:43:11.260 --> 00:43:12.079
you're doing it every day?

00:43:12.400 --> 00:43:12.860
There you go.

00:43:12.900 --> 00:43:13.240
Perfect.

00:43:13.282 --> 00:43:15.884
Clinic owner wants to scale but won't

00:43:16.023 --> 00:43:16.764
delegate.

00:43:18.561 --> 00:43:21.083
um how's that burnout feel yeah i like

00:43:21.123 --> 00:43:24.327
this you got a thousand dollars and you

00:43:24.387 --> 00:43:25.827
need to get ten evals and all you

00:43:25.847 --> 00:43:27.028
have is the trunk of your car where

00:43:27.048 --> 00:43:28.170
are you going you gotta be you gotta

00:43:28.369 --> 00:43:29.650
you gotta get you gotta earn a thousand

00:43:29.670 --> 00:43:31.112
dollars by five o'clock today or we kill

00:43:31.132 --> 00:43:32.594
your puppy what are you doing to get

00:43:32.614 --> 00:43:34.655
you have to get ten evals oh okay

00:43:34.675 --> 00:43:35.715
so i was gonna say the best thousand

00:43:35.755 --> 00:43:37.378
dollars i spent when i started was bni

00:43:37.398 --> 00:43:39.900
group uh referral based networking local

00:43:39.920 --> 00:43:41.420
business group um

00:43:42.255 --> 00:43:43.697
If I had to do a thousand bucks

00:43:43.717 --> 00:43:44.958
to get patients,

00:43:45.179 --> 00:43:46.559
I would buy a very big stick and

00:43:46.579 --> 00:43:47.440
start hitting kneecaps.

00:43:47.521 --> 00:43:47.780
I don't know.

00:43:47.800 --> 00:43:48.342
Like I would,

00:43:48.702 --> 00:43:51.804
I would probably put myself in a very,

00:43:51.864 --> 00:43:52.806
I would do guerrilla marketing.

00:43:52.865 --> 00:43:54.047
I would just put myself in a very

00:43:54.128 --> 00:43:55.668
high area,

00:43:55.768 --> 00:43:59.853
high volume area and just say hi to

00:43:59.893 --> 00:44:00.974
every single person I knew.

00:44:01.454 --> 00:44:02.335
And that sounds ridiculous.

00:44:02.496 --> 00:44:03.476
I would buy the merchandise.

00:44:03.757 --> 00:44:04.737
That sounds ridiculous,

00:44:04.777 --> 00:44:06.137
but that's all we do on the internet

00:44:06.197 --> 00:44:06.657
anyway, right?

00:44:06.677 --> 00:44:07.838
That's a high traffic place.

00:44:07.858 --> 00:44:09.018
We try to stay high as much as

00:44:09.059 --> 00:44:09.398
possible.

00:44:09.699 --> 00:44:10.599
These things make sense.

00:44:11.400 --> 00:44:12.300
Three more, three more.

00:44:12.340 --> 00:44:15.041
What's a red flag higher in a growing

00:44:15.081 --> 00:44:15.561
clinic?

00:44:17.277 --> 00:44:18.418
Um,

00:44:18.539 --> 00:44:20.440
I would say a red flag hire in

00:44:20.460 --> 00:44:22.280
a growing clinic is someone where they

00:44:22.340 --> 00:44:24.543
don't completely check the teamwork boxes.

00:44:24.983 --> 00:44:25.242
Right.

00:44:25.802 --> 00:44:26.164
And it's,

00:44:26.563 --> 00:44:27.684
it is very hard to do that because

00:44:27.704 --> 00:44:28.724
everyone says they do.

00:44:28.985 --> 00:44:29.286
Right.

00:44:29.945 --> 00:44:30.045
Um,

00:44:30.085 --> 00:44:30.927
and that's why you have to ask the

00:44:30.947 --> 00:44:32.367
questions, you know, in their history,

00:44:32.387 --> 00:44:33.768
what have they done and, you know,

00:44:33.809 --> 00:44:36.130
all that, but that vibe of, you know,

00:44:36.150 --> 00:44:37.530
this doesn't, this seems like it's,

00:44:38.210 --> 00:44:38.452
he's the,

00:44:38.472 --> 00:44:39.351
he or she is going to be a

00:44:39.391 --> 00:44:42.954
me first person is like the last thing.

00:44:42.994 --> 00:44:44.556
And sometimes people are trying to like

00:44:44.635 --> 00:44:44.876
get

00:44:45.998 --> 00:44:48.039
know i'm awesome look how good i am

00:44:48.860 --> 00:44:49.842
so you have to ask questions to break

00:44:49.862 --> 00:44:52.403
that down but yeah got it two more

00:44:52.525 --> 00:44:55.146
uh quick test is your clinic owner mindset

00:44:55.947 --> 00:45:00.032
uh strong or soft is it strong or

00:45:00.052 --> 00:45:01.634
is it soft skills which one's more

00:45:01.673 --> 00:45:02.914
important clinic owner mindset

00:45:03.559 --> 00:45:04.139
Oh, soft skills.

00:45:04.179 --> 00:45:05.559
Cause anyone who tells us PT doesn't have

00:45:05.581 --> 00:45:06.260
a market to BS.

00:45:06.300 --> 00:45:08.322
Like if you were in a very competitive

00:45:08.362 --> 00:45:09.603
market, uh,

00:45:09.702 --> 00:45:10.903
where there was a lot of people doing

00:45:10.923 --> 00:45:12.065
the thing like fitness, right?

00:45:12.344 --> 00:45:12.945
You have to be hard.

00:45:13.045 --> 00:45:14.487
It's like, you gotta get out there, sell.

00:45:14.686 --> 00:45:15.748
Everybody can do this thing.

00:45:15.788 --> 00:45:17.108
Barrier entries, low, all that stuff.

00:45:17.628 --> 00:45:17.969
Honestly,

00:45:17.989 --> 00:45:19.329
the people who succeed in our business are

00:45:19.349 --> 00:45:20.190
the people who have really good soft

00:45:20.210 --> 00:45:22.211
skills that can keep therapists happy for

00:45:22.231 --> 00:45:22.992
a long period of time.

00:45:23.413 --> 00:45:23.713
Agreed.

00:45:23.853 --> 00:45:24.193
All right.

00:45:24.353 --> 00:45:24.893
Uh, last one,

00:45:24.934 --> 00:45:27.755
favorite mindset or business quote from

00:45:27.795 --> 00:45:29.297
any of those books that like you pull

00:45:29.356 --> 00:45:30.297
out that's in the holster.

00:45:31.260 --> 00:45:32.201
It's actually a history book.

00:45:32.481 --> 00:45:33.101
Okay.

00:45:33.141 --> 00:45:36.222
John Lewis walking with the wind in the

00:45:37.422 --> 00:45:37.983
epilogue.

00:45:38.143 --> 00:45:40.224
He wrote, you just got to outwork them.

00:45:41.403 --> 00:45:41.724
That's it.

00:45:41.744 --> 00:45:41.824
Yeah.

00:45:42.525 --> 00:45:45.385
And to have someone who got the absolute

00:45:45.405 --> 00:45:46.686
crap kicked out of him for something he

00:45:46.706 --> 00:45:48.407
believed in saying that,

00:45:48.447 --> 00:45:49.827
like the way I got there is I

00:45:49.847 --> 00:45:50.708
just did more.

00:45:51.347 --> 00:45:51.668
Yeah.

00:45:52.378 --> 00:45:53.097
really kind of,

00:45:53.318 --> 00:45:55.559
it's so succinct and so tight that you're

00:45:55.579 --> 00:45:56.760
just like, well, if he can do it,

00:45:56.820 --> 00:45:57.661
then I can,

00:45:57.740 --> 00:45:59.242
I can go give my business card to

00:45:59.262 --> 00:46:01.583
this business owner, you know?

00:46:01.603 --> 00:46:02.804
So yeah, you got to outwork them.

00:46:03.003 --> 00:46:04.143
I'm sure millions of people have said

00:46:04.164 --> 00:46:04.905
those words together,

00:46:04.965 --> 00:46:06.025
but that was the one that stuck.

00:46:06.286 --> 00:46:06.505
Yeah.

00:46:06.606 --> 00:46:07.585
Hard work beats talent.

00:46:07.646 --> 00:46:09.206
Talent doesn't work hard or be so,

00:46:09.447 --> 00:46:11.568
Steve Martin, comedian, be so good.

00:46:11.588 --> 00:46:12.248
They can't ignore you.

00:46:12.389 --> 00:46:13.648
Like, all right, how do I get better?

00:46:13.688 --> 00:46:15.309
I don't be so damn good that they're

00:46:15.329 --> 00:46:16.530
like, who's the best?

00:46:16.590 --> 00:46:16.771
Like,

00:46:16.951 --> 00:46:18.072
I don't want to tell you it's him,

00:46:18.092 --> 00:46:18.632
but you know what?

00:46:18.952 --> 00:46:19.672
He's so damn good.

00:46:19.733 --> 00:46:19.992
It's him.

00:46:20.349 --> 00:46:20.670
All right,

00:46:20.730 --> 00:46:21.871
last thing we do on the episode is

00:46:21.911 --> 00:46:22.851
called the parting shot.

00:46:22.871 --> 00:46:26.012
This is the parting shot.

00:46:26.532 --> 00:46:27.913
One last mic drop moment.

00:46:28.614 --> 00:46:29.414
No pressure.

00:46:29.853 --> 00:46:31.994
Just your legacy on the line.

00:46:33.476 --> 00:46:34.635
So I might have made this hard because

00:46:34.655 --> 00:46:35.456
I just asked you to give a great

00:46:35.496 --> 00:46:35.777
quote.

00:46:35.916 --> 00:46:37.237
This is a spot for either a quote,

00:46:37.277 --> 00:46:37.478
mindset,

00:46:37.518 --> 00:46:39.077
or just something you said before you want

00:46:39.097 --> 00:46:39.338
to repeat,

00:46:39.378 --> 00:46:40.719
which is what's the last thing you want

00:46:40.739 --> 00:46:43.059
to leave with the audience today?

00:46:43.721 --> 00:46:45.661
Business is not conceptually hard.

00:46:45.760 --> 00:46:46.902
It's a try hard thing.

00:46:47.460 --> 00:46:50.242
It is very much a thing where be

00:46:50.302 --> 00:46:51.563
afraid, don't be, well,

00:46:51.802 --> 00:46:53.003
I shouldn't say don't be afraid to fail,

00:46:53.043 --> 00:46:55.923
but just get out there and do it.

00:46:56.423 --> 00:46:57.605
If you're burnt out,

00:46:59.286 --> 00:47:00.925
it's not everyone's a business owner,

00:47:00.965 --> 00:47:04.067
but don't look at burnout as a

00:47:04.126 --> 00:47:06.148
quantitative thing, how many people I see.

00:47:06.568 --> 00:47:08.429
Look at it as, am I happy?

00:47:08.489 --> 00:47:09.369
Do I have autonomy?

00:47:11.150 --> 00:47:12.030
And if you don't want to do that

00:47:12.070 --> 00:47:12.590
in a business,

00:47:12.630 --> 00:47:13.630
find it somewhere else in your life.

00:47:14.621 --> 00:47:14.862
Love it.

00:47:14.902 --> 00:47:15.181
All right.

00:47:15.202 --> 00:47:16.382
If someone wants to reach out, what's the,

00:47:16.422 --> 00:47:17.222
where do you want them to go to

00:47:17.242 --> 00:47:17.583
find you?

00:47:17.943 --> 00:47:18.742
Like if they're like, Hey,

00:47:18.802 --> 00:47:20.023
that weekly thing sounds cool.

00:47:20.063 --> 00:47:21.043
Like where am I going to find that?

00:47:21.663 --> 00:47:23.503
So our company called is called physio

00:47:23.523 --> 00:47:23.903
growth.

00:47:24.324 --> 00:47:26.784
Instagram is at the physio growth guys.

00:47:27.083 --> 00:47:28.123
Cause physio growth was taken.

00:47:29.664 --> 00:47:32.184
The, we have a school page.

00:47:33.684 --> 00:47:35.326
You just search physio growth on school

00:47:36.005 --> 00:47:38.385
and website physio dash growth.com.

00:47:38.545 --> 00:47:40.286
And our podcast is the front row back

00:47:40.306 --> 00:47:42.186
row podcast presented by physio growth.

00:47:42.438 --> 00:47:43.657
because one of you sat in the front

00:47:43.677 --> 00:47:44.418
row in PT school.

00:47:44.659 --> 00:47:44.739
I,

00:47:45.498 --> 00:47:47.039
I loved when I saw your podcast as

00:47:47.059 --> 00:47:47.478
a side note,

00:47:47.719 --> 00:47:50.139
because I started out saying in PT school

00:47:50.179 --> 00:47:51.380
first year, I was in the front row.

00:47:51.679 --> 00:47:52.061
Cause I was like,

00:47:52.081 --> 00:47:53.280
if I'm in the back, I'm never,

00:47:53.440 --> 00:47:54.521
and I'm paying for this and this is

00:47:54.581 --> 00:47:55.001
expensive.

00:47:55.021 --> 00:47:56.001
I better be paying attention.

00:47:56.382 --> 00:47:57.382
And then by the third year,

00:47:57.402 --> 00:47:58.041
I don't even know if I was in

00:47:58.061 --> 00:47:58.742
the back row anymore.

00:47:58.762 --> 00:47:59.882
I think I was just standing in the

00:47:59.902 --> 00:48:00.483
back of the room.

00:48:00.583 --> 00:48:01.742
Cause I was like, okay, get me.

00:48:02.123 --> 00:48:03.023
I want out like, okay,

00:48:03.043 --> 00:48:04.123
I'm ready to go guys.

00:48:04.543 --> 00:48:05.244
I agree.

00:48:05.264 --> 00:48:05.864
Let's just do it.

00:48:06.664 --> 00:48:07.605
I appreciate the time, man.

00:48:07.644 --> 00:48:07.864
Thanks.

00:48:08.005 --> 00:48:08.425
Thanks for this.

00:48:08.445 --> 00:48:09.425
Love it.

00:48:10.972 --> 00:48:12.054
That's it for this one,

00:48:12.313 --> 00:48:13.996
but we're just getting warmed up.

00:48:14.456 --> 00:48:16.378
Smash follow, send it to a friend,

00:48:16.577 --> 00:48:18.239
or crank up the next episode.

00:48:18.760 --> 00:48:19.701
Want to go deeper?

00:48:19.940 --> 00:48:24.164
Hit us at pgpinecast.com or find us on

00:48:24.224 --> 00:48:26.746
YouTube and socials at pgpinecast.

00:48:27.186 --> 00:48:29.469
And legally, none of this was advice.

00:48:29.528 --> 00:48:31.271
It's for entertainment purposes only.

00:48:31.311 --> 00:48:32.931
Bullshit!

00:48:32.952 --> 00:48:33.552
See, Keith?

00:48:33.753 --> 00:48:34.813
We read the script.

00:48:35.094 --> 00:48:35.775
Happy now?