Danny Matta: The One KPI That Predicts Your Clinic’s Future

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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I like it.

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I had this big fancy intro all prepared

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that I'm like,

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I think I'm just going to be like,

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this is like base.

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I'll go basics.

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Today's guest has been on the show

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multiple times.

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He built a cash-based clinic before it was

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the thing.

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He served in the military,

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then decided to the behest of a lot

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of people around him, like,

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what are you doing,

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to build a business serving athletes on

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his own terms.

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Now he coaches other people, clinicians,

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how to do what he did,

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avoid the volume trap, grow practices,

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make work work again,

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but make it meaningful.

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That's like the funny part, right?

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Like,

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When it's meaningful,

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it doesn't really feel like work,

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but you're working.

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So he's not just running a clinic.

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He built a movement.

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And he let me call him by the

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wrong name for the first five years that

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we knew each other.

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I kept calling you Danny.

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I kept saying Mata because I don't know.

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I said it and you didn't correct me.

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So it's Matei.

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I've been doing it my whole life, dude.

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You're not saying it wrong.

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My family says it wrong.

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It's literally like...

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It's just a couple of letters that got

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removed on Ellis Island, you know, story.

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And then my great,

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great grandfather was just too stubborn to

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stop pronouncing our A as if it didn't

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have vowels.

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It was D Mateo.

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And then they removed some letters and he

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refused to drop the way the A sounded.

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So this has been generations of us now.

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And when we find out, we're like,

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this is silly.

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One of us is going to have to

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stop,

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but I don't necessarily want it to be

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me at this point.

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So maybe one of my kids will change

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it.

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Yeah.

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Do you remember meeting up in Alexandria?

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We were at a coffee shop.

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We got tacos.

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That's what it was.

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We were at Taco Joy.

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And you were doing Doc and Danny.

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Yeah.

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Your podcast from a million years ago.

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I mean,

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ten years ago or nine years ago.

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And you were having a moment with me

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where you were like, what's your deal,

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man?

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And I think,

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was I still in PT school?

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Maybe I just graduated.

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You had just graduated,

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as best I remember.

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But yeah, I remember like...

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Because, so we had that, that podcast.

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So it was myself and a really good

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friend of mine who his wife and I

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went to PT school together.

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He was a fantastic strength coach.

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So it was, you know, doc and jock.

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He was the jock.

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I was the doc.

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We would mix strength and conditioning and

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PT stuff.

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And we would just really,

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it was a reason for us to be

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able to get people to talk to us

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about what we wanted to learn anyway.

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Cause everybody would say Trojan horse.

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I know everybody was saying yes.

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So we basically had this like,

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pseudo, I don't know,

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advanced training from people that we

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could interview.

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It was almost like an extra master's

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degree or something just from the

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conversations.

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And he and I like to chat about

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this stuff anyway.

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So we were going to like, I mean,

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I would call him like, hey,

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what are you doing with people, whatever.

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And I would talk about what I was

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learning.

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So we just decided we would record it.

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And we did that for years.

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And in fact, it even got fairly like

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popular as far as downloads go.

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I mean,

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we were getting fifty to seventy thousand

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downloads a month.

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But what was happening was I was getting

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a lot more feedback from people,

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a lot more questions about business stuff

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because I would bring that up

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occasionally.

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So eventually, you know,

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I moved over to just talking about

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business.

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And that's really all I've been doing for

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the last seven years or so.

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And, you know, but you at the time,

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I remember I was like,

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this podcast is awesome.

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Like,

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what are you going to do with this?

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Because, you know,

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it's it's a you don't want it to

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be just a

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I guess a time consuming hobby.

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If,

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if it's something you want to like build

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a career around and you really are good

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at, which you're very good at this.

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And this has been going,

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how many years has this been going for?

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That's insane, dude.

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Ten years.

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I didn't think it would go ten months,

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like ten weeks.

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Shoot, I started it as a six pack.

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I was like,

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let me do six episodes over beers.

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That'd be cute.

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And then we did six and we got

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like a response and people were like,

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what are you doing next?

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And I'm like, I don't know.

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I don't know what I'm doing.

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I'm a second year PT student.

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I don't know anything.

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Um,

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so then I just kept doing it because

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I kept getting out of it more than

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I put in, you know, you put,

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you know, you put effort in,

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but every time I'd be like,

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look at this cool idea.

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I wouldn't have gotten to like,

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I like reading books, um,

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and we'll get to your book in a

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second.

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I want some royalties, by the way.

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I'll explain why.

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But a human conversation is a life hack,

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people.

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Not just a podcast.

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Having a conversation to give and get is

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maybe becoming a lost art.

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Yeah, I agree.

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And I think that the...

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People learn differently.

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Some people,

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they retain information by reading far

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more.

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I always found that I did much better

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if I listened to things.

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I actually am an incredibly bad reader.

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I was telling my brother-in-law this

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weekend about,

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I moved to a middle school halfway through

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seventh grade.

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So I went to three middle schools and

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three high schools.

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I moved a lot.

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And so the second middle school I go

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to, I show up first day.

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And the teacher, she, she,

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we're in like English class forever.

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And she's like, okay, uh, Danny,

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you read the next chapter.

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And I, I'm an awful outright reader,

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like so bad that my kids will request

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that my wife read to them instead of

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me back when they were younger.

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Right.

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And so I get there and she goes,

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well,

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why don't you read this next chapter?

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And I go, no, thank you.

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Yeah.

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She's like, no,

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I don't think you understand.

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You need to read this or- It's a

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request.

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Yeah.

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So I go,

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I'd rather go to the principal's office

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because the last thing I want to do

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on day one in a new school is

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embarrass myself.

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And so she sent me to the principal's

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office.

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I got detention.

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My parents were pissed.

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They're like, just read.

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I go, no, it's bad.

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It's terrible.

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I don't know what it is.

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I can't read very fast.

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I'm really like,

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there's some sort of disconnect,

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but I can listen to stuff and I

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can remember it.

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So when podcasts would come out or audio

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books-

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And I found something that would really

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help me retain information.

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So I gravitated to it personally.

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I listen to podcasts.

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I mean,

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I listen to podcasts in twenty ten.

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I mean,

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like I remember listening to like Rob Wolf

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and the Paleo podcast back in the day,

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like trying to learn about nutrition and

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things.

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And and it just I could retain it.

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So I've always really enjoyed the medium.

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And I tell people all the time,

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just because you enjoy consuming it

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doesn't mean you'll enjoy creating it.

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But sometimes there is that line.

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I go through phases of reading where I'll

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be reading two, three books at a time.

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And then I'll go six months where I'll

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be like, no,

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I have no appetite for whatsoever.

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And then I'll just go on a phase

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where I got to get on a bunch

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of planes.

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And the next thing you know,

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I got three books in the bag again.

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And I don't think you should feel bad

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for either extreme.

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Just do...

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whatever, right?

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I think it's really important to learn

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something somehow,

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whether that's a conversation,

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whether that's listening to a podcast,

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whether that's reading a book,

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whether it's reading a journal, you know,

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article, whatever it is.

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I actually prefer the conversations

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because, you know,

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if you can talk to somebody that's a

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subject matter expert in something, they,

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they're typically pretty good at breaking

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concepts down as well.

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And they just distill these things down to

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you instead of you trying to piece things

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together.

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Like I always,

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it's typically maybe the hardest form of

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education because

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to be able to do that.

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But like, that was the unlock for us.

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The hack was our podcast is people would

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come on and they would explain shit.

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We just ask questions that we were

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interested in.

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If we didn't care if anybody listened to

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it, it didn't matter.

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But the funny part is when you try

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to create,

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and people have said this before,

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when you try to create something for

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everybody, you create it for nobody.

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Yeah.

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I would have conversations where I was

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like, well,

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Becky Bliss is a great neuro PT.

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And I was in neuro when I launched

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the podcast.

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And I was like, huh,

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I could just ask anybody.

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And they're probably going to say yes,

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especially PTs or healthcare people.

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They're pretty giving.

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And I was like, hey, Becky Bliss,

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let's talk about concussion because I had

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to write a paper on it.

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And she literally wrote, I mean,

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I could have just copied and pasted the

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transcript and been like,

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there's my paper.

00:07:46.937 --> 00:07:49.557
And she, at the end of the interview,

00:07:50.237 --> 00:07:51.639
when we hit record, I was like, hey,

00:07:51.678 --> 00:07:52.899
that was awesome.

00:07:53.420 --> 00:07:54.019
And she goes, hey,

00:07:54.060 --> 00:07:55.180
are you writing a paper on this?

00:07:55.220 --> 00:07:55.600
And I go, yeah,

00:07:55.620 --> 00:07:56.341
I think I'd said that.

00:07:56.721 --> 00:07:57.120
And she was like,

00:07:57.360 --> 00:07:59.021
can I send you a Google Drive filled

00:07:59.041 --> 00:08:00.642
with all the papers I would reference?

00:08:00.682 --> 00:08:01.103
And I was like,

00:08:02.492 --> 00:08:02.891
Yes.

00:08:03.331 --> 00:08:03.692
Sure.

00:08:03.771 --> 00:08:05.593
All my classmates this like that's not

00:08:05.632 --> 00:08:05.853
fair.

00:08:05.892 --> 00:08:07.014
And I go,

00:08:07.033 --> 00:08:08.213
you didn't understand the assignment.

00:08:08.293 --> 00:08:09.435
The assignment was to get the most

00:08:09.475 --> 00:08:10.694
information synthesized.

00:08:11.454 --> 00:08:12.336
I just decided to do it in the

00:08:12.355 --> 00:08:14.036
least amount of calories burned.

00:08:14.216 --> 00:08:16.096
And I learned more in less time with

00:08:16.156 --> 00:08:17.497
less effort.

00:08:17.536 --> 00:08:18.858
But that's the point.

00:08:19.576 --> 00:08:21.216
Yeah, well, you did something different.

00:08:21.317 --> 00:08:23.057
I think this is like to the point

00:08:23.117 --> 00:08:26.738
of like people that I see that are

00:08:26.879 --> 00:08:28.798
OK with trying to do something different.

00:08:29.439 --> 00:08:31.319
And it's not like you cheated, you know,

00:08:31.860 --> 00:08:33.600
but but maybe that wasn't explicitly they

00:08:33.620 --> 00:08:34.860
didn't explicitly say don't have a

00:08:34.900 --> 00:08:35.301
conversation,

00:08:35.321 --> 00:08:36.480
the professional to help you with this.

00:08:36.520 --> 00:08:36.721
Right.

00:08:37.020 --> 00:08:39.101
So you didn't really think anything of it.

00:08:39.182 --> 00:08:39.942
This is just something that.

00:08:40.302 --> 00:08:42.023
you know you you thought of that would

00:08:42.062 --> 00:08:43.503
be helpful and you went for it a

00:08:43.543 --> 00:08:44.964
lot of people have ideas a lot of

00:08:44.984 --> 00:08:46.345
people think that there's something else

00:08:46.365 --> 00:08:48.384
but they don't ever they never do it

00:08:48.524 --> 00:08:49.645
they never actually because they're

00:08:49.666 --> 00:08:50.666
worried they're going to get in trouble or

00:08:50.725 --> 00:08:51.787
it's not going to work and look dumb

00:08:51.807 --> 00:08:54.868
or something but whatever or the well if

00:08:54.927 --> 00:08:56.408
it was a good idea why isn't everybody

00:08:56.448 --> 00:08:58.509
doing it already like you yeah why are

00:08:58.549 --> 00:08:59.610
you thinking you're so smart i'm just

00:08:59.629 --> 00:09:00.971
going to stay on the safe side i'm

00:09:01.030 --> 00:09:02.591
guilty of that myself but then every once

00:09:02.630 --> 00:09:03.871
in a while i catch myself going

00:09:04.923 --> 00:09:08.265
I rage against those people in private.

00:09:08.285 --> 00:09:08.405
Like,

00:09:08.446 --> 00:09:09.326
why don't you just try something

00:09:09.366 --> 00:09:09.726
different?

00:09:10.067 --> 00:09:10.668
Well, hold on.

00:09:10.788 --> 00:09:11.948
This doesn't make any sense to me then.

00:09:13.309 --> 00:09:14.350
You're not that big of a reader,

00:09:14.370 --> 00:09:15.471
but you wrote a book.

00:09:16.130 --> 00:09:17.011
Yeah, that's funny, right?

00:09:17.091 --> 00:09:18.072
Like, it is ironic.

00:09:19.092 --> 00:09:20.453
It was very hard to do, actually.

00:09:20.594 --> 00:09:21.014
But, you know,

00:09:21.095 --> 00:09:22.235
I think it's different whenever,

00:09:22.416 --> 00:09:25.457
I didn't write like a peer-reviewed,

00:09:25.498 --> 00:09:25.798
you know,

00:09:25.857 --> 00:09:27.078
I didn't write a book on research or

00:09:27.119 --> 00:09:27.298
something.

00:09:27.318 --> 00:09:28.440
It's still difficult, man.

00:09:28.480 --> 00:09:29.320
That's not easy.

00:09:29.399 --> 00:09:29.580
I mean,

00:09:29.639 --> 00:09:30.541
I can't even say if it's difficult.

00:09:30.561 --> 00:09:31.160
I've never done it.

00:09:31.181 --> 00:09:31.861
I've never even tried it.

00:09:32.321 --> 00:09:32.921
Yeah, for sure.

00:09:33.020 --> 00:09:33.260
It is.

00:09:33.381 --> 00:09:33.721
It is hard.

00:09:33.761 --> 00:09:34.902
It took me a long time.

00:09:34.981 --> 00:09:36.202
I got up every morning at like four

00:09:36.243 --> 00:09:36.982
thirty and I read.

00:09:37.322 --> 00:09:38.063
All right.

00:09:38.144 --> 00:09:39.663
I would just write from like four thirty

00:09:39.703 --> 00:09:41.804
until like six and then I'd get started

00:09:41.825 --> 00:09:43.485
with patients and stuff after that.

00:09:43.625 --> 00:09:47.008
And the intention of it was I wanted

00:09:47.028 --> 00:09:47.648
to that year.

00:09:47.668 --> 00:09:47.947
I was like,

00:09:48.067 --> 00:09:49.509
I want to do something like this.

00:09:49.548 --> 00:09:52.370
I've always thought like this would be a

00:09:52.509 --> 00:09:53.071
challenge.

00:09:55.195 --> 00:09:57.817
And so it took me about seven months

00:09:57.856 --> 00:10:00.359
of doing that to really- Oh, that's good.

00:10:00.379 --> 00:10:01.000
Yeah, it was a lot.

00:10:01.399 --> 00:10:03.360
But then you have the editing process and

00:10:03.400 --> 00:10:04.642
all those other things.

00:10:05.222 --> 00:10:07.624
But the nice part about some of these

00:10:07.663 --> 00:10:08.965
things, like forcing yourself to do that,

00:10:09.044 --> 00:10:11.687
is it helps force your own concepts to

00:10:11.706 --> 00:10:13.229
be more concrete and the way that you

00:10:13.269 --> 00:10:13.668
explain them.

00:10:13.688 --> 00:10:14.929
Because if you have to type it out,

00:10:15.269 --> 00:10:17.692
you can't blabber on about stuff.

00:10:18.672 --> 00:10:20.293
And it really helps form some better

00:10:20.352 --> 00:10:21.712
infrastructure for what you're teaching

00:10:21.732 --> 00:10:21.952
people.

00:10:21.972 --> 00:10:23.493
So that helped me a ton.

00:10:23.513 --> 00:10:24.313
And the other thing, too,

00:10:24.354 --> 00:10:25.854
was at the time, at least,

00:10:26.214 --> 00:10:27.575
and there's plenty of people that have

00:10:27.595 --> 00:10:28.715
written books in this space,

00:10:28.894 --> 00:10:30.014
and many of them are really,

00:10:30.054 --> 00:10:30.615
really helpful.

00:10:30.914 --> 00:10:32.155
And if anybody that's done something like

00:10:32.176 --> 00:10:32.855
that and they're sharing it,

00:10:33.015 --> 00:10:34.775
it's usually worth the price of admission.

00:10:34.816 --> 00:10:36.557
And books are so cost effective for

00:10:36.576 --> 00:10:37.157
gaining knowledge.

00:10:37.236 --> 00:10:38.417
But for me,

00:10:38.476 --> 00:10:40.937
I didn't have resources when I started my

00:10:41.038 --> 00:10:43.839
clinic that were specifically designed to

00:10:43.879 --> 00:10:44.318
help with

00:10:45.090 --> 00:10:47.211
Going from zero to getting to the point

00:10:47.230 --> 00:10:50.373
where you can hire somebody else and also

00:10:50.714 --> 00:10:51.453
what to look out for.

00:10:51.474 --> 00:10:52.495
I almost felt like if I could write

00:10:52.514 --> 00:10:53.575
a book that would help people look around

00:10:53.615 --> 00:10:56.236
corners, that would be so helpful.

00:10:56.616 --> 00:10:57.817
I basically just wrote the book I wish

00:10:57.857 --> 00:11:01.519
I would have had.

00:11:03.000 --> 00:11:04.782
That helped me with the project because I

00:11:04.822 --> 00:11:06.442
knew that it would be something that would

00:11:06.462 --> 00:11:07.163
be helpful for other people.

00:11:07.183 --> 00:11:07.923
I didn't know how many people would

00:11:07.943 --> 00:11:08.443
actually read it.

00:11:09.164 --> 00:11:10.505
I just felt like this would be something

00:11:10.546 --> 00:11:10.946
beneficial.

00:11:11.860 --> 00:11:12.500
to the profession.

00:11:12.559 --> 00:11:13.880
And even if it didn't work out,

00:11:13.900 --> 00:11:15.361
at least I could like take some pride

00:11:15.381 --> 00:11:16.363
in the fact that I stuck to something

00:11:16.383 --> 00:11:17.283
that took so long, you know,

00:11:17.342 --> 00:11:18.364
and it did, it was very,

00:11:18.384 --> 00:11:18.984
very hard for sure.

00:11:19.524 --> 00:11:22.206
But like ballpark it for me, how many,

00:11:22.647 --> 00:11:22.746
well,

00:11:22.787 --> 00:11:23.866
how long has it been and how many

00:11:23.927 --> 00:11:24.888
copies have you sold?

00:11:24.927 --> 00:11:26.288
Like, not that that was the point,

00:11:26.308 --> 00:11:27.328
but I'm just interested in how many

00:11:27.369 --> 00:11:27.669
people,

00:11:28.210 --> 00:11:29.971
I think the number of copies you've sold

00:11:30.250 --> 00:11:31.572
is not the thing.

00:11:31.912 --> 00:11:32.451
The thing is,

00:11:32.673 --> 00:11:34.614
look how many people had the same gripe

00:11:34.653 --> 00:11:37.215
or the same desire to learn and then

00:11:37.254 --> 00:11:37.995
followed through.

00:11:38.475 --> 00:11:38.735
Yeah.

00:11:38.936 --> 00:11:39.616
Yeah, for sure.

00:11:39.897 --> 00:11:43.080
And so so originally the first book that

00:11:43.100 --> 00:11:45.160
I wrote is called Fuck Insurance.

00:11:45.520 --> 00:11:48.803
And what that's obviously very aggressive

00:11:48.844 --> 00:11:49.163
title.

00:11:49.403 --> 00:11:49.583
Yes.

00:11:49.744 --> 00:11:52.245
And what happened was we actually kept

00:11:52.285 --> 00:11:54.187
getting anytime we would post something

00:11:54.248 --> 00:11:55.708
about this on social media or whatever,

00:11:55.769 --> 00:11:56.850
it would get it would get like.

00:11:57.210 --> 00:11:58.610
I would get banned or, you know,

00:11:58.650 --> 00:12:00.212
restrict it.

00:12:00.232 --> 00:12:01.774
So you can still get that book actually

00:12:01.894 --> 00:12:03.936
on Amazon, but we, I updated it.

00:12:03.995 --> 00:12:05.837
I rewrote some sections of it that we

00:12:05.878 --> 00:12:06.798
had learned more about,

00:12:06.818 --> 00:12:08.360
especially like continuity in the backend

00:12:08.400 --> 00:12:09.601
sales process and things like that.

00:12:10.001 --> 00:12:10.643
And then we,

00:12:10.903 --> 00:12:12.344
we updated it to the cash-based practice

00:12:12.364 --> 00:12:13.885
field manual, which is what it is now.

00:12:14.326 --> 00:12:15.687
And a lot of the core of the

00:12:15.768 --> 00:12:16.288
book is,

00:12:16.467 --> 00:12:17.929
is similar because the concepts didn't

00:12:17.950 --> 00:12:18.309
change,

00:12:18.350 --> 00:12:19.431
but some of the things that we learned

00:12:19.610 --> 00:12:21.232
evolved and improved and we were able to

00:12:21.633 --> 00:12:23.333
to update that but but more importantly we

00:12:23.354 --> 00:12:25.375
just couldn't even get it out there um

00:12:25.414 --> 00:12:27.495
so you know that when we when we

00:12:27.515 --> 00:12:28.936
wrote it originally was that and now it's

00:12:28.956 --> 00:12:30.297
this other book but i think we're in

00:12:30.317 --> 00:12:31.677
the range of somewhere between twelve and

00:12:31.697 --> 00:12:33.498
fifteen thousand copies sold i haven't

00:12:33.577 --> 00:12:34.899
actually like looked in a while i don't

00:12:34.918 --> 00:12:37.600
really um track it uh too much but

00:12:37.879 --> 00:12:39.500
we do we do end up with

00:12:40.831 --> 00:12:41.111
I don't know,

00:12:41.152 --> 00:12:43.352
it's a few hundred per month, basically,

00:12:43.432 --> 00:12:44.673
as far as books go.

00:12:44.773 --> 00:12:45.874
And which is really interesting

00:12:45.933 --> 00:12:48.294
considering it's such a small niche within

00:12:48.335 --> 00:12:48.754
a niche.

00:12:48.875 --> 00:12:49.934
Right, right, right.

00:12:50.174 --> 00:12:51.956
Yeah, so that's actually been really cool.

00:12:51.975 --> 00:12:52.875
I think of it as like, man,

00:12:53.096 --> 00:12:55.317
if it's like, you know,

00:12:56.157 --> 00:12:57.837
state farm arena almost where the Hawks

00:12:57.878 --> 00:12:59.538
play of people that have, you know,

00:12:59.578 --> 00:13:00.818
read this, which is awesome.

00:13:01.058 --> 00:13:02.299
And the best part that I get from

00:13:02.320 --> 00:13:03.120
that actually is,

00:13:03.971 --> 00:13:05.010
I'll get people will message me or send

00:13:05.030 --> 00:13:05.491
me an email.

00:13:05.511 --> 00:13:07.091
And they're like, dude, I read your book.

00:13:07.231 --> 00:13:08.312
Like I had somebody tell me that they

00:13:08.332 --> 00:13:10.173
started a clinic that now is like

00:13:10.232 --> 00:13:13.053
literally multiple seven figures off of

00:13:13.094 --> 00:13:13.734
just reading the book.

00:13:13.754 --> 00:13:14.014
They're like,

00:13:14.033 --> 00:13:15.434
this book was the infrastructure to help

00:13:15.615 --> 00:13:16.455
start all these things.

00:13:16.475 --> 00:13:17.735
And now they're obviously very talented at

00:13:17.755 --> 00:13:18.196
what they do.

00:13:18.596 --> 00:13:19.296
But like the,

00:13:19.375 --> 00:13:21.297
I guess that just the information they

00:13:21.317 --> 00:13:22.756
needed to have the courage to do it

00:13:23.238 --> 00:13:25.457
came from, from a really, you know,

00:13:25.498 --> 00:13:27.058
affordable book is something that came out

00:13:27.099 --> 00:13:28.479
of my brain that somebody else can use.

00:13:28.840 --> 00:13:30.759
And it doesn't have to be cost prohibitive

00:13:30.779 --> 00:13:31.120
for anybody,

00:13:31.139 --> 00:13:32.421
which I think is really amazing about

00:13:32.461 --> 00:13:32.701
books.

00:13:34.221 --> 00:13:36.465
I reference fucking insurance a lot.

00:13:37.346 --> 00:13:38.907
I'll be talking to someone and be like,

00:13:39.048 --> 00:13:41.509
yeah, I see what you're trying to do.

00:13:41.529 --> 00:13:42.030
Go read his book.

00:13:42.091 --> 00:13:44.413
Like I can sit here and try to

00:13:44.453 --> 00:13:44.774
give it.

00:13:45.053 --> 00:13:45.995
I could tell you to call Danny,

00:13:46.014 --> 00:13:46.816
but Danny's doing other stuff.

00:13:46.836 --> 00:13:47.736
I'm like, just go read the book.

00:13:48.018 --> 00:13:48.879
You got more questions.

00:13:48.938 --> 00:13:50.299
Danny's got a resource for you there.

00:13:51.297 --> 00:13:52.477
Describe what that looks like.

00:13:52.638 --> 00:13:54.340
Like Megan Brown has been like,

00:13:54.480 --> 00:13:56.022
you need to come with me.

00:13:56.042 --> 00:13:57.003
I don't even run a clinic.

00:13:57.123 --> 00:13:57.823
Like that's not what,

00:13:59.205 --> 00:14:00.986
but she's been in your room multiple

00:14:01.027 --> 00:14:01.386
times.

00:14:01.628 --> 00:14:03.048
She doesn't run a clinic either.

00:14:03.129 --> 00:14:04.451
We'll get to what Megan Brown does.

00:14:04.510 --> 00:14:06.452
Cause I think she's the sneakiest PT and

00:14:06.493 --> 00:14:06.993
PT.

00:14:07.274 --> 00:14:08.595
Cause she's like, I don't even PT.

00:14:08.615 --> 00:14:10.056
And then people come in and they're like,

00:14:10.076 --> 00:14:10.537
I'm a PT.

00:14:10.557 --> 00:14:11.977
Um, yeah.

00:14:12.739 --> 00:14:14.801
What was the next step?

00:14:15.101 --> 00:14:16.062
What's that look like?

00:14:16.163 --> 00:14:17.543
If someone's like, okay, I read the book,

00:14:17.563 --> 00:14:19.666
but I'm hungry or I still need what

00:14:19.706 --> 00:14:20.366
you just said,

00:14:20.407 --> 00:14:22.149
which was they got some knowledge,

00:14:22.168 --> 00:14:24.530
but what they needed was like permission,

00:14:24.731 --> 00:14:25.712
even though they don't need it,

00:14:25.732 --> 00:14:27.654
but sometimes we want it or we crave

00:14:27.695 --> 00:14:27.754
it.

00:14:28.179 --> 00:14:28.460
Yeah.

00:14:28.720 --> 00:14:29.000
Yeah.

00:14:29.360 --> 00:14:29.581
You know,

00:14:29.620 --> 00:14:31.081
what's interesting about our profession is

00:14:31.142 --> 00:14:32.982
we're typically like quite risk averse

00:14:33.023 --> 00:14:33.344
people.

00:14:33.583 --> 00:14:35.764
You and I might not necessarily be.

00:14:36.285 --> 00:14:36.865
We also know.

00:14:37.306 --> 00:14:37.506
I mean,

00:14:37.527 --> 00:14:39.067
we also don't really fit the mold based

00:14:39.107 --> 00:14:40.008
on the things you're telling me you did

00:14:40.028 --> 00:14:41.548
in school and some of the things I

00:14:41.568 --> 00:14:43.129
did in my career that were just very

00:14:43.169 --> 00:14:43.530
different.

00:14:43.691 --> 00:14:43.831
Yeah.

00:14:44.051 --> 00:14:44.951
So, you know,

00:14:44.971 --> 00:14:46.991
maybe unintentionally or unknowingly,

00:14:47.032 --> 00:14:48.273
we we are a little bit more

00:14:48.332 --> 00:14:49.854
entrepreneurial than we would have

00:14:49.994 --> 00:14:50.333
thought.

00:14:50.413 --> 00:14:52.195
But our profession, by and large, is not.

00:14:53.134 --> 00:14:54.134
We're quite risk averse.

00:14:54.294 --> 00:14:55.875
We go to we go to school under

00:14:55.895 --> 00:14:57.057
the assumption we're going to have this

00:14:57.096 --> 00:14:58.756
great career, which we were promised.

00:14:59.197 --> 00:15:00.278
And, you know,

00:15:00.357 --> 00:15:01.759
and it is a very personally rewarding

00:15:01.778 --> 00:15:02.578
experience.

00:15:02.798 --> 00:15:05.600
career right so i think what happens is

00:15:06.360 --> 00:15:08.182
unfortunately a lot of people are

00:15:08.241 --> 00:15:10.823
reluctant to make a move away from being

00:15:10.844 --> 00:15:14.466
employed in traditional sense because uh

00:15:14.485 --> 00:15:16.326
that's not their nature so they have to

00:15:16.427 --> 00:15:18.207
actually have typically a lot of

00:15:18.248 --> 00:15:20.230
frustration or pain uh to get to the

00:15:20.269 --> 00:15:21.671
point where they really start to look at

00:15:21.890 --> 00:15:23.511
um this is something i want to do

00:15:23.991 --> 00:15:26.052
and i i would say it's changed a

00:15:26.113 --> 00:15:28.774
little bit like i've i've presented to pt

00:15:28.794 --> 00:15:30.436
schools now for about ten years straight

00:15:30.957 --> 00:15:32.510
And one in particular I do every single

00:15:32.530 --> 00:15:32.672
year.

00:15:33.720 --> 00:15:34.860
And every year I get more and more

00:15:34.940 --> 00:15:37.541
interest in cash based physical therapy.

00:15:37.640 --> 00:15:40.282
It's just growing within the profession.

00:15:40.322 --> 00:15:41.282
But for most people,

00:15:41.322 --> 00:15:42.601
they just end up getting frustrated.

00:15:42.621 --> 00:15:43.962
And usually it's between three and five

00:15:44.003 --> 00:15:44.802
years into the profession.

00:15:44.842 --> 00:15:45.822
I see a lot of that sort of

00:15:46.182 --> 00:15:47.764
happen where people question whether it's

00:15:47.783 --> 00:15:48.583
what I want to do or what I

00:15:48.604 --> 00:15:49.163
can do next.

00:15:49.624 --> 00:15:50.543
And that's when they start to kind of

00:15:50.903 --> 00:15:51.585
start looking around.

00:15:51.644 --> 00:15:51.865
Right.

00:15:51.884 --> 00:15:52.804
And they're like, what could I. Yeah.

00:15:52.825 --> 00:15:54.184
What could it possibly possibly be?

00:15:54.345 --> 00:15:55.285
I think a book is a really good

00:15:55.346 --> 00:15:56.125
entry point for that.

00:15:56.966 --> 00:15:58.066
And then they kind of have they kind

00:15:58.086 --> 00:15:58.745
of have three options.

00:15:59.366 --> 00:16:00.326
I talk to people about this.

00:16:00.346 --> 00:16:00.647
It's like.

00:16:01.928 --> 00:16:02.109
Okay,

00:16:02.149 --> 00:16:03.208
you need to pick one of these three.

00:16:03.288 --> 00:16:03.609
Otherwise,

00:16:03.629 --> 00:16:04.850
you're going to be incredibly unhappy.

00:16:05.269 --> 00:16:07.690
So number one, you either decide...

00:16:09.831 --> 00:16:11.211
Even though you might be a bit frustrated

00:16:11.230 --> 00:16:11.770
in your career,

00:16:12.230 --> 00:16:13.571
you work in a career field where you

00:16:13.591 --> 00:16:15.792
get to make true long-term changes in

00:16:16.392 --> 00:16:16.892
other people.

00:16:17.011 --> 00:16:18.751
And that is a powerful thing.

00:16:18.812 --> 00:16:21.212
Don't take that for granted.

00:16:22.352 --> 00:16:23.472
It is noble what we do.

00:16:23.493 --> 00:16:24.052
It's very important.

00:16:24.452 --> 00:16:25.653
So there's nothing wrong with it.

00:16:25.673 --> 00:16:27.413
So maybe you don't make...

00:16:27.833 --> 00:16:29.775
three hundred thousand dollars a year but

00:16:29.796 --> 00:16:31.437
you know what like you truly help people

00:16:31.456 --> 00:16:32.557
you have a great job you have a

00:16:32.597 --> 00:16:33.980
lot of stability what you need to do

00:16:34.039 --> 00:16:35.581
is focus on being excellent what you do

00:16:35.860 --> 00:16:38.143
stop stop looking at other things the

00:16:38.163 --> 00:16:39.965
grass is not greener anywhere else like

00:16:40.284 --> 00:16:41.605
commit to excellence and you'll be a lot

00:16:41.645 --> 00:16:44.168
happier by doing so the second route is

00:16:44.208 --> 00:16:46.049
just leave just go and do something else

00:16:46.090 --> 00:16:47.230
like if you really think you made a

00:16:47.270 --> 00:16:49.133
mistake that's it's not a mistake you

00:16:49.173 --> 00:16:49.312
learn

00:16:50.509 --> 00:16:50.889
Exactly.

00:16:51.509 --> 00:16:53.171
And you learned amazing skills that

00:16:53.211 --> 00:16:54.831
transfer to many other professions really

00:16:54.850 --> 00:16:55.110
well.

00:16:55.552 --> 00:16:56.331
And we see that happen.

00:16:56.611 --> 00:16:58.231
So if you really feel like this was

00:16:58.412 --> 00:17:00.212
not where you're supposed to be,

00:17:00.273 --> 00:17:01.113
no harm in that, man.

00:17:01.153 --> 00:17:03.274
Just go and find the next thing and

00:17:03.313 --> 00:17:03.793
pursue that.

00:17:04.233 --> 00:17:05.034
The third thing is,

00:17:05.413 --> 00:17:06.434
if you want to stay in the profession,

00:17:06.454 --> 00:17:07.194
this is a lot of people that we

00:17:07.234 --> 00:17:07.615
work with,

00:17:07.974 --> 00:17:08.915
but you want to do it in a

00:17:08.935 --> 00:17:10.836
way where it's lower volume and you have

00:17:10.855 --> 00:17:12.195
an opportunity to really have upward

00:17:12.215 --> 00:17:14.096
mobility in terms of what you make and

00:17:14.696 --> 00:17:16.498
the flexibility in your time and the say

00:17:16.518 --> 00:17:17.018
over what you do.

00:17:17.557 --> 00:17:20.039
Then a cash based practice really is the

00:17:20.180 --> 00:17:20.700
easiest,

00:17:21.319 --> 00:17:23.701
most low risk entry point into business

00:17:23.721 --> 00:17:25.383
within aside from maybe a digital business

00:17:25.403 --> 00:17:27.864
that has a completely different sort of

00:17:27.884 --> 00:17:28.463
infrastructure.

00:17:28.523 --> 00:17:29.484
But like it's much,

00:17:29.565 --> 00:17:32.026
much lower risk than a high volume in

00:17:32.066 --> 00:17:32.747
network clinic.

00:17:33.346 --> 00:17:35.147
It's much more simplified.

00:17:35.448 --> 00:17:37.048
So that's the direction we see a lot

00:17:37.068 --> 00:17:38.430
of people go from there.

00:17:38.470 --> 00:17:39.250
But it's going to be one of those

00:17:39.270 --> 00:17:39.810
three typically.

00:17:40.729 --> 00:17:41.349
I tell,

00:17:41.549 --> 00:17:42.890
I do this with students a lot and

00:17:42.910 --> 00:17:43.891
I like to play with words,

00:17:43.971 --> 00:17:45.291
obviously a guy with a degree in

00:17:45.311 --> 00:17:46.613
communications and journalism, right?

00:17:47.012 --> 00:17:47.833
So I say, listen,

00:17:47.913 --> 00:17:49.334
if you're one of those people who's like

00:17:49.773 --> 00:17:52.615
in between a couple of those avatars that

00:17:52.675 --> 00:17:53.737
Danny just talked about, you're like,

00:17:53.757 --> 00:17:54.517
well, I want to,

00:17:54.797 --> 00:17:55.758
I call them like the end of the

00:17:55.817 --> 00:17:58.098
diving board people.

00:17:58.118 --> 00:17:59.099
Like you're there, but you're like,

00:17:59.119 --> 00:18:00.740
I'm not, I don't, I want,

00:18:00.760 --> 00:18:01.721
but I won't risk it.

00:18:02.182 --> 00:18:04.042
So I tell PT students, I'm like, listen,

00:18:04.383 --> 00:18:05.044
go get a job,

00:18:06.084 --> 00:18:07.565
go get hip and

00:18:08.148 --> 00:18:08.989
or a shoulder.

00:18:09.150 --> 00:18:10.150
Those are the two options.

00:18:10.390 --> 00:18:11.730
Both are ball and socket joints.

00:18:11.891 --> 00:18:12.590
You play with anatomy.

00:18:12.770 --> 00:18:14.011
Both ball and socket joints.

00:18:14.811 --> 00:18:16.673
You're nine to five that you can start

00:18:16.692 --> 00:18:17.993
getting paid tomorrow because you have a

00:18:18.054 --> 00:18:19.413
heartbeat and a license.

00:18:19.674 --> 00:18:20.315
That's your hip.

00:18:20.335 --> 00:18:21.915
A lot of stability.

00:18:22.776 --> 00:18:25.436
Not a lot of mobility when compared with

00:18:25.477 --> 00:18:26.778
the other ball and socket joint,

00:18:26.978 --> 00:18:27.657
the shoulder.

00:18:28.078 --> 00:18:31.140
Lots of mobility, some stability.

00:18:31.599 --> 00:18:33.141
So I tell them, listen,

00:18:33.800 --> 00:18:34.541
get one of each.

00:18:36.272 --> 00:18:37.354
Get that stable job.

00:18:37.614 --> 00:18:38.914
Get some cash underneath you.

00:18:39.214 --> 00:18:40.976
Get whatever Dame Ramsey or whatever

00:18:41.076 --> 00:18:41.635
pundit says.

00:18:41.875 --> 00:18:43.317
Get six months, eight months,

00:18:43.356 --> 00:18:44.856
twelve months worth of security money.

00:18:45.617 --> 00:18:45.998
Do that.

00:18:46.117 --> 00:18:47.739
Get your four one K and your mom

00:18:47.759 --> 00:18:48.578
and dad are happy because you got

00:18:48.618 --> 00:18:49.159
benefits.

00:18:50.140 --> 00:18:52.941
And if you're still a little pissed like

00:18:52.980 --> 00:18:54.281
Danny was or other people,

00:18:54.602 --> 00:18:56.242
if you're still like, wasn't it?

00:18:56.442 --> 00:18:57.742
I thought the ceiling would be higher,

00:18:57.803 --> 00:18:58.503
not even money,

00:18:58.544 --> 00:19:00.565
but like freedom or whatever it is that

00:19:00.605 --> 00:19:01.065
you want.

00:19:02.348 --> 00:19:03.548
Build the shoulder on the side.

00:19:04.088 --> 00:19:05.349
See if you can hang from it.

00:19:05.710 --> 00:19:07.269
See if you can pull yourself up by

00:19:07.309 --> 00:19:08.471
it without dislocating it.

00:19:08.971 --> 00:19:10.711
And if you have the right archetype,

00:19:11.550 --> 00:19:13.731
the right personality, the right talents,

00:19:14.412 --> 00:19:15.412
talent is what you're born with.

00:19:15.471 --> 00:19:16.853
Skill is what you can learn.

00:19:16.932 --> 00:19:18.353
I think you can absolutely learn these

00:19:18.373 --> 00:19:19.633
skills because they're skills,

00:19:19.673 --> 00:19:20.433
which means you can learn them.

00:19:21.273 --> 00:19:22.013
What's stopping you?

00:19:22.054 --> 00:19:23.193
Get a hip, get a shoulder.

00:19:23.213 --> 00:19:24.174
If the shoulder doesn't work,

00:19:24.454 --> 00:19:25.275
go grab another hip.

00:19:26.582 --> 00:19:28.203
I think that's a perfect reference for our

00:19:28.243 --> 00:19:28.703
profession.

00:19:28.964 --> 00:19:30.145
It makes complete sense.

00:19:30.405 --> 00:19:32.749
It's a good way to test the waters.

00:19:32.769 --> 00:19:33.951
I think a lot of people do that.

00:19:35.251 --> 00:19:35.792
Some of it, though,

00:19:36.314 --> 00:19:37.474
you also have to understand your own

00:19:37.515 --> 00:19:38.076
situation.

00:19:38.195 --> 00:19:39.336
I'm not saying you can necessarily...

00:19:39.557 --> 00:19:41.980
You have to completely dismiss options,

00:19:42.040 --> 00:19:43.982
but somebody who has...

00:19:44.763 --> 00:19:47.484
three kids and they take care of their

00:19:47.744 --> 00:19:50.465
sick mom has less of an opportunity to

00:19:50.506 --> 00:19:52.606
take a risk on themselves as somebody

00:19:52.646 --> 00:19:55.488
who's single and has a dog you know

00:19:55.627 --> 00:19:58.909
so like you you can't compare yourself to

00:19:58.949 --> 00:20:00.549
everybody because you may not necessarily

00:20:00.589 --> 00:20:02.009
have the same environment around you you

00:20:02.049 --> 00:20:03.431
may have the same opportunity to take a

00:20:03.451 --> 00:20:05.290
chance on yourself um but if you do

00:20:05.351 --> 00:20:06.892
and and you test it out and it

00:20:06.932 --> 00:20:08.932
makes sense then you know all right cool

00:20:08.972 --> 00:20:09.992
at least at least you know

00:20:11.232 --> 00:20:12.554
whether it's something you like or not.

00:20:12.653 --> 00:20:13.933
And there are a lot of people doing

00:20:13.953 --> 00:20:14.114
that.

00:20:14.134 --> 00:20:15.714
There's definitely a lot of people.

00:20:17.454 --> 00:20:17.654
Right.

00:20:17.674 --> 00:20:18.355
Like, like,

00:20:18.415 --> 00:20:19.576
I don't know if we have numbers on

00:20:19.596 --> 00:20:19.895
it or whatever,

00:20:19.915 --> 00:20:22.376
but it sure feels and smells and tastes

00:20:22.416 --> 00:20:23.336
like in the ether,

00:20:24.137 --> 00:20:26.337
people asking questions in dark corners of

00:20:26.397 --> 00:20:28.838
Facebook or LinkedIn, you sort of know it.

00:20:28.898 --> 00:20:29.058
I mean,

00:20:29.078 --> 00:20:30.380
you can spot these people from a mile

00:20:30.420 --> 00:20:30.619
away.

00:20:30.680 --> 00:20:31.640
Probably it's like, Oh,

00:20:31.680 --> 00:20:34.181
you're asking the introductory questions.

00:20:34.240 --> 00:20:35.980
You're in the preparing to get ready

00:20:36.000 --> 00:20:36.481
phase.

00:20:36.501 --> 00:20:37.642
And when you're ready, you're,

00:20:38.228 --> 00:20:39.449
What do you bring people into?

00:20:39.509 --> 00:20:40.589
I want you to talk about the thing

00:20:40.609 --> 00:20:41.851
that I haven't been to yet that Megan

00:20:41.871 --> 00:20:44.192
Brown, who we'll get to again, who's like,

00:20:44.633 --> 00:20:45.433
this is a thing.

00:20:45.794 --> 00:20:46.835
And when you go there,

00:20:46.894 --> 00:20:47.836
you see other people.

00:20:48.336 --> 00:20:50.518
I think she said something like you see

00:20:51.077 --> 00:20:52.700
people can see future versions of

00:20:52.720 --> 00:20:54.421
themselves walking around and they're

00:20:54.441 --> 00:20:55.701
like, I don't know what it is,

00:20:56.182 --> 00:20:57.083
but it's here.

00:20:57.182 --> 00:20:57.643
There it is.

00:20:57.683 --> 00:20:58.824
Look, look at look at her.

00:20:58.864 --> 00:20:59.285
Look at him.

00:21:00.256 --> 00:21:03.176
yeah i mean there we really have it's

00:21:03.196 --> 00:21:05.218
a very simple it's a very simple education

00:21:05.258 --> 00:21:08.460
process for us like we um we help

00:21:08.480 --> 00:21:10.141
people get started which is essentially a

00:21:10.240 --> 00:21:12.602
six-month uh program we help people scale

00:21:12.682 --> 00:21:14.903
up to to you know move into a

00:21:14.942 --> 00:21:16.844
standalone space hire all the things they

00:21:16.864 --> 00:21:18.785
need to do uh as their business gets

00:21:18.825 --> 00:21:21.105
bigger which is twelve months so one the

00:21:21.185 --> 00:21:22.666
six month one is real getting started

00:21:22.686 --> 00:21:24.126
that's that's called our clinical

00:21:24.166 --> 00:21:25.248
rainmaker program and then

00:21:26.279 --> 00:21:29.501
The twelve month program is our PT Biz

00:21:29.541 --> 00:21:30.423
Mastermind program.

00:21:30.942 --> 00:21:32.964
And I think of them actually as one

00:21:32.984 --> 00:21:34.605
is a residency and one is a fellowship.

00:21:34.865 --> 00:21:35.726
Oh, I like that.

00:21:35.766 --> 00:21:38.127
So now I like how you're reversing it.

00:21:38.188 --> 00:21:39.249
Great.

00:21:39.729 --> 00:21:39.808
Why?

00:21:39.828 --> 00:21:40.930
I didn't go to MBA school.

00:21:41.089 --> 00:21:42.951
I'd never actually taken a business course

00:21:42.971 --> 00:21:44.511
in my life, you know,

00:21:44.571 --> 00:21:46.232
but I've been a part of residencies and

00:21:46.272 --> 00:21:47.513
fellowships and I've helped teach

00:21:47.974 --> 00:21:48.394
coursework.

00:21:48.934 --> 00:21:49.615
internationally.

00:21:49.654 --> 00:21:51.615
And I've helped stand up programs in the

00:21:51.655 --> 00:21:52.115
military.

00:21:52.155 --> 00:21:53.316
And one of the big things that we

00:21:53.355 --> 00:21:54.836
do is there's a certain way that we

00:21:54.876 --> 00:21:57.636
teach people in these higher education

00:21:57.676 --> 00:21:58.097
programs.

00:21:58.137 --> 00:21:59.377
It's very, very effective.

00:21:59.897 --> 00:22:02.278
And I didn't know any other way to

00:22:02.358 --> 00:22:04.358
put these things together than what I had

00:22:04.459 --> 00:22:05.619
learned and what I'd been a part of.

00:22:05.660 --> 00:22:07.859
So the way that we organize our coursework

00:22:07.940 --> 00:22:10.641
is based on our experience in fellowships

00:22:10.661 --> 00:22:11.201
and residencies.

00:22:11.260 --> 00:22:14.321
So the fellowship program is more in

00:22:14.362 --> 00:22:14.741
depth.

00:22:15.041 --> 00:22:15.821
There's case studies,

00:22:15.842 --> 00:22:16.803
there's peer-based learning,

00:22:16.823 --> 00:22:17.722
there's things where you're going to have

00:22:17.742 --> 00:22:17.823
to

00:22:18.202 --> 00:22:19.483
be a big boy big girl put your

00:22:19.765 --> 00:22:21.807
big boy big girl pants on and actually

00:22:21.846 --> 00:22:23.587
like present your business defend what

00:22:23.607 --> 00:22:25.490
you're doing and depth of knowledge is

00:22:25.509 --> 00:22:26.912
gained through struggle sometimes like

00:22:26.932 --> 00:22:28.653
that but have you know mentors that have

00:22:28.692 --> 00:22:30.375
already done what you're trying to do um

00:22:30.615 --> 00:22:32.336
the the residency is a little bit more

00:22:32.396 --> 00:22:34.439
hand-holding early on because you don't

00:22:34.459 --> 00:22:36.180
know as much you know the mindset side

00:22:36.201 --> 00:22:37.781
of it is is harder in a lot

00:22:37.821 --> 00:22:39.864
of ways um it's really focused on people

00:22:39.903 --> 00:22:41.204
learning how to sell and market and get

00:22:41.224 --> 00:22:42.326
people in the door so that they can

00:22:42.405 --> 00:22:42.686
actually

00:22:42.967 --> 00:22:43.527
you know, take,

00:22:43.606 --> 00:22:44.948
take a chance on themselves full time.

00:22:45.268 --> 00:22:46.028
But in the mastermind,

00:22:46.048 --> 00:22:47.230
the coolest part that we get a chance

00:22:47.250 --> 00:22:48.650
to do is we get together everybody twice

00:22:48.670 --> 00:22:48.891
a year.

00:22:48.911 --> 00:22:50.171
And this is what Megan Brown is talking

00:22:50.191 --> 00:22:50.392
about.

00:22:50.432 --> 00:22:52.413
So Megan was a guest presenter for us

00:22:52.772 --> 00:22:53.993
a couple of years ago in Atlanta.

00:22:54.554 --> 00:22:55.795
And she's been to every event that we've

00:22:55.835 --> 00:22:56.355
had since.

00:22:56.515 --> 00:22:57.955
And she, she sells it.

00:22:58.076 --> 00:22:59.557
She's like, she doesn't even sell it.

00:22:59.576 --> 00:23:01.498
She's like, you need to go.

00:23:01.798 --> 00:23:02.338
I'm like, why?

00:23:02.358 --> 00:23:03.519
She goes, show up.

00:23:03.880 --> 00:23:04.839
And I'm like, all right, you know,

00:23:04.859 --> 00:23:05.641
I trust her obviously.

00:23:07.082 --> 00:23:08.962
You're welcome at any one, by the way.

00:23:09.123 --> 00:23:10.542
The next one we've got is in Charleston.

00:23:11.384 --> 00:23:12.564
If you're tired of being cold at the

00:23:12.604 --> 00:23:12.983
end of March.

00:23:13.003 --> 00:23:14.265
What is it?

00:23:14.525 --> 00:23:15.484
I mean, I forget the dates.

00:23:15.525 --> 00:23:16.185
It's the end of March.

00:23:16.306 --> 00:23:17.705
It'll be a Thursday,

00:23:17.746 --> 00:23:18.686
Friday at the end of March.

00:23:18.886 --> 00:23:19.487
All right.

00:23:19.507 --> 00:23:21.448
If Megan's going, I'm saying it right now,

00:23:21.488 --> 00:23:22.347
December sixteenth.

00:23:22.387 --> 00:23:22.807
All right.

00:23:22.847 --> 00:23:24.048
If Megan's going, I'll show up.

00:23:25.221 --> 00:23:25.482
Okay.

00:23:25.583 --> 00:23:26.663
I'll follow up with you on this because

00:23:26.703 --> 00:23:27.644
I think you would love it, man.

00:23:27.723 --> 00:23:28.325
And the thing is,

00:23:29.705 --> 00:23:31.126
the reason that I think Megan likes it

00:23:31.166 --> 00:23:33.669
is because when you have a room full

00:23:33.788 --> 00:23:35.750
of two hundred clinicians that are all

00:23:36.750 --> 00:23:37.991
business owners as well,

00:23:38.531 --> 00:23:41.354
and they all are trying to do the

00:23:41.374 --> 00:23:41.835
same thing.

00:23:42.015 --> 00:23:43.895
And they're at different stages of that

00:23:43.935 --> 00:23:46.178
journey because some people are making ten

00:23:46.198 --> 00:23:46.877
thousand dollars a month.

00:23:46.897 --> 00:23:48.078
Some people are making two hundred

00:23:48.098 --> 00:23:49.059
thousand dollars a month in their

00:23:49.079 --> 00:23:49.339
business.

00:23:49.380 --> 00:23:49.539
Right.

00:23:49.579 --> 00:23:49.780
And so

00:23:51.040 --> 00:23:51.561
You sit in there,

00:23:51.582 --> 00:23:52.801
but yet everybody's the same.

00:23:52.821 --> 00:23:53.923
We all have the same background.

00:23:54.303 --> 00:23:56.324
We all have these businesses that are laid

00:23:56.384 --> 00:23:57.124
out similarly.

00:23:57.223 --> 00:23:58.484
We all are very mission-driven.

00:23:58.505 --> 00:24:00.905
We're very positive people.

00:24:01.865 --> 00:24:02.406
I imagine...

00:24:03.646 --> 00:24:04.948
you went to a similar group full of

00:24:04.988 --> 00:24:07.087
people that are personal injury attorneys

00:24:07.167 --> 00:24:10.289
it's a very different vibe than a uh

00:24:10.309 --> 00:24:12.390
you know cash based physical therapist

00:24:12.410 --> 00:24:14.631
that heavily lean into like performance

00:24:14.671 --> 00:24:16.531
and movement and niches that are helping

00:24:16.571 --> 00:24:18.732
people you know stay active and and get

00:24:18.772 --> 00:24:19.833
back to running or whatever you know

00:24:19.853 --> 00:24:21.653
things like that so um you know you

00:24:21.673 --> 00:24:23.654
have a very very active a very uh

00:24:23.755 --> 00:24:25.615
engaged group of people but more than

00:24:25.655 --> 00:24:27.236
anything i don't know when you're a

00:24:27.276 --> 00:24:28.497
business owner i think it's a struggle to

00:24:28.537 --> 00:24:29.196
find people that

00:24:29.717 --> 00:24:31.538
understand the shit you have to deal with

00:24:31.557 --> 00:24:34.400
but also can celebrate your wins and when

00:24:34.440 --> 00:24:36.500
you get around people like that it's it's

00:24:36.560 --> 00:24:37.981
almost like i like to think of it

00:24:38.021 --> 00:24:39.962
as like recharging your battery so your

00:24:40.022 --> 00:24:41.344
entrepreneurial battery gets drained with

00:24:41.364 --> 00:24:42.325
all the work you have to do and

00:24:42.345 --> 00:24:43.444
the problems you have to solve and that

00:24:43.464 --> 00:24:45.626
doesn't ever go away but twice a year

00:24:45.646 --> 00:24:47.027
people get to come you know into a

00:24:47.067 --> 00:24:49.189
space and that battery gets filled back up

00:24:49.249 --> 00:24:51.250
with cool conversations with cool people

00:24:51.269 --> 00:24:52.570
that they meet all across the country and

00:24:52.590 --> 00:24:53.971
then all of a sudden you have this

00:24:53.991 --> 00:24:55.633
network of people where you can pretty

00:24:55.673 --> 00:24:57.753
much drop into any city in the country

00:24:58.413 --> 00:24:58.634
You know,

00:24:58.673 --> 00:24:59.714
hit up one of the people that we

00:24:59.835 --> 00:25:01.276
that we work with and have a great,

00:25:01.496 --> 00:25:03.037
you know, dinner conversation with them.

00:25:03.076 --> 00:25:04.017
Go check out their clinic.

00:25:04.176 --> 00:25:05.298
Just expand your network.

00:25:05.317 --> 00:25:07.219
So it's it's fun.

00:25:07.318 --> 00:25:07.598
It's fun.

00:25:07.618 --> 00:25:08.880
And some people, you know, Megan,

00:25:08.920 --> 00:25:10.701
she loves he's very extroverted.

00:25:10.721 --> 00:25:12.461
She loves being around other people.

00:25:12.501 --> 00:25:13.462
Some people maybe are a little more

00:25:13.563 --> 00:25:15.203
introverted, but but either way,

00:25:15.223 --> 00:25:16.565
it's such a welcoming group.

00:25:16.664 --> 00:25:18.425
It's not it's not stress.

00:25:18.445 --> 00:25:19.625
It's not stressful networking.

00:25:19.665 --> 00:25:20.926
Like it doesn't even feel like you don't

00:25:20.946 --> 00:25:22.048
know these people because we have so much.

00:25:22.067 --> 00:25:22.167
Yeah.

00:25:23.501 --> 00:25:25.644
Megan, so people don't know, right?

00:25:25.663 --> 00:25:26.584
If people don't know Megan,

00:25:26.604 --> 00:25:27.724
and I'll get her on the show eventually,

00:25:27.744 --> 00:25:28.465
she always says yes.

00:25:28.486 --> 00:25:29.445
But because we're so close,

00:25:29.486 --> 00:25:31.008
I don't hammer her on like coming on

00:25:31.048 --> 00:25:31.528
as a guest.

00:25:32.127 --> 00:25:35.671
Megan's very skeptical, right?

00:25:35.924 --> 00:25:36.565
in a good way.

00:25:36.664 --> 00:25:37.586
Like, if you say something,

00:25:37.786 --> 00:25:39.625
she's the first, like, her extraversion.

00:25:40.326 --> 00:25:41.606
Because some people might come across,

00:25:41.646 --> 00:25:43.326
like, why she's so, like,

00:25:43.386 --> 00:25:44.268
why she's so pushy.

00:25:44.607 --> 00:25:45.788
Megan's trying to get to the root.

00:25:46.248 --> 00:25:47.588
Megan's like, if this is so great,

00:25:47.608 --> 00:25:48.249
she's like, why?

00:25:48.269 --> 00:25:48.888
And people are like,

00:25:48.929 --> 00:25:49.368
what do you mean why?

00:25:49.388 --> 00:25:49.970
She said it was great.

00:25:49.990 --> 00:25:50.869
She's like, great, why?

00:25:51.009 --> 00:25:51.710
Why is it great?

00:25:51.750 --> 00:25:52.769
Tell me why it's great.

00:25:53.530 --> 00:25:55.550
She was, I wouldn't say she was anti,

00:25:55.590 --> 00:25:58.692
like, APTA, but once she went,

00:25:58.971 --> 00:25:59.833
once one of our friends,

00:26:00.133 --> 00:26:01.712
once Sky Donovan sort of twisted her arm

00:26:01.732 --> 00:26:02.794
a little bit and she got there,

00:26:02.854 --> 00:26:03.233
Megan was

00:26:04.229 --> 00:26:05.529
Here's the best way to say Megan.

00:26:05.809 --> 00:26:08.830
Megan's all in or Megan's all out.

00:26:09.010 --> 00:26:10.632
And when you say this is great,

00:26:10.692 --> 00:26:11.471
she's like, why?

00:26:11.531 --> 00:26:13.012
Because she's like, maybe I jump in,

00:26:13.093 --> 00:26:14.133
but I don't jump in a little bit.

00:26:14.252 --> 00:26:15.753
I'm in or I'm out.

00:26:16.034 --> 00:26:17.375
You can't get half soaking wet.

00:26:17.394 --> 00:26:18.954
You're either soaking wet or you ain't.

00:26:19.494 --> 00:26:20.296
So for her...

00:26:21.556 --> 00:26:22.517
She is extroverted,

00:26:22.537 --> 00:26:23.616
but I think once she gets in the

00:26:23.676 --> 00:26:24.057
room,

00:26:25.518 --> 00:26:27.199
she's really skeptical in a good way.

00:26:27.219 --> 00:26:29.401
And once she understands the physics of a

00:26:29.441 --> 00:26:31.122
room, she navigates a room really well.

00:26:31.741 --> 00:26:32.061
Now,

00:26:32.702 --> 00:26:34.683
I like to say Megan's the sneakiest Trojan

00:26:34.723 --> 00:26:35.344
horse of a PT.

00:26:36.508 --> 00:26:38.428
out there that i've seen because she

00:26:38.528 --> 00:26:40.308
doesn't have a pt clinic and i'm using

00:26:40.348 --> 00:26:43.609
air quotes she has mind the mat pilates

00:26:43.730 --> 00:26:46.190
in alexandria virginia and i don't i think

00:26:46.210 --> 00:26:47.250
that's like it's in like one of the

00:26:47.289 --> 00:26:49.510
top three most expensive zip codes in the

00:26:49.550 --> 00:26:52.351
country it's like dc area new york la

00:26:52.371 --> 00:26:56.192
san francisco whatever it's not easy it's

00:26:56.271 --> 00:26:57.692
not easy to run a business it's definitely

00:26:57.711 --> 00:26:58.873
not easy there because the prices are

00:26:58.893 --> 00:27:00.032
crazy and people are very picky

00:27:01.041 --> 00:27:02.323
And she on the front door,

00:27:02.462 --> 00:27:04.584
it says nothing about PT on her website.

00:27:04.604 --> 00:27:05.104
You really,

00:27:05.163 --> 00:27:06.384
I think you have to really look to

00:27:06.403 --> 00:27:08.404
find PT, but she's practicing.

00:27:08.424 --> 00:27:09.266
I want to be very clear.

00:27:09.546 --> 00:27:11.346
She's practicing physical therapy in group

00:27:11.385 --> 00:27:12.426
settings every single day.

00:27:13.685 --> 00:27:15.307
as a PT using all of her PT

00:27:15.327 --> 00:27:18.112
skills and confuses the average person.

00:27:18.132 --> 00:27:19.212
They're like, she's not a PT.

00:27:19.314 --> 00:27:20.355
And Megan just sits there and goes,

00:27:20.555 --> 00:27:22.397
I know what I am and I'm killing

00:27:22.458 --> 00:27:22.557
it.

00:27:22.938 --> 00:27:24.601
Not even just business wise, which she is,

00:27:24.641 --> 00:27:26.222
but she's also killing it because she's

00:27:26.242 --> 00:27:28.065
doing exactly what she wants to do for

00:27:28.085 --> 00:27:28.385
the people.

00:27:28.465 --> 00:27:28.586
I mean,

00:27:28.605 --> 00:27:30.107
she's got three locations in that area.

00:27:30.509 --> 00:27:31.309
Wow, man.

00:27:32.019 --> 00:27:33.080
Yeah.

00:27:33.101 --> 00:27:33.121
I,

00:27:33.141 --> 00:27:34.761
we were just there recently doing a

00:27:34.801 --> 00:27:36.544
content trip and had a chance to follow

00:27:36.564 --> 00:27:37.285
her for the day.

00:27:37.964 --> 00:27:41.288
And I did her class and it was

00:27:41.327 --> 00:27:42.108
freaking hard, man.

00:27:42.128 --> 00:27:42.828
It was really hard.

00:27:43.190 --> 00:27:47.252
It's super hard, but it's also, you know,

00:27:47.313 --> 00:27:50.256
she's talking about like abduction and

00:27:51.096 --> 00:27:52.917
extra rotation of the hip and people know

00:27:54.058 --> 00:27:55.339
degrees of freedom you're supposed to have

00:27:55.359 --> 00:27:55.680
and stuff.

00:27:55.740 --> 00:27:58.442
And, and so I think that,

00:27:59.853 --> 00:28:01.074
I don't know, physical therapy.

00:28:01.114 --> 00:28:02.454
I love what she's doing with it because

00:28:02.474 --> 00:28:04.496
she's applying the skillset that we learn

00:28:04.536 --> 00:28:05.977
in a slightly different way and really

00:28:05.997 --> 00:28:08.337
helping people, you know, I mean, they,

00:28:08.557 --> 00:28:09.078
they love it.

00:28:09.118 --> 00:28:11.059
It's, it's, it's obvious that they,

00:28:11.240 --> 00:28:11.980
they love it, but what,

00:28:12.099 --> 00:28:13.461
what she's done a really good job with.

00:28:13.500 --> 00:28:15.423
And I think this is something that we

00:28:15.462 --> 00:28:17.223
don't lean into as much as a profession

00:28:17.284 --> 00:28:18.704
is she's really created this unique

00:28:18.744 --> 00:28:20.846
culture and community around business.

00:28:21.445 --> 00:28:23.606
Um, you know, and too often,

00:28:23.708 --> 00:28:24.827
and in my experience,

00:28:24.847 --> 00:28:26.528
like in the military and even working in

00:28:26.568 --> 00:28:29.111
like high volume in network clinics, um,

00:28:29.810 --> 00:28:30.352
you know, you're,

00:28:30.372 --> 00:28:32.212
you're discharging people so fast, right?

00:28:32.232 --> 00:28:32.692
Like you don't,

00:28:33.334 --> 00:28:34.814
they're in and they get discharged when

00:28:34.834 --> 00:28:36.255
their insurance runs out for the most

00:28:36.295 --> 00:28:36.496
part.

00:28:37.615 --> 00:28:38.757
And you have patients that will come back

00:28:38.777 --> 00:28:39.718
and we build a lot of rapport with

00:28:39.738 --> 00:28:39.958
people,

00:28:40.018 --> 00:28:41.519
but the sense of community that you can

00:28:41.558 --> 00:28:42.459
build in a place like that,

00:28:42.479 --> 00:28:44.140
or even like some of the clinics that

00:28:44.180 --> 00:28:44.740
we work with,

00:28:44.760 --> 00:28:45.580
or even the one that I'm still a

00:28:45.601 --> 00:28:46.021
partner in,

00:28:46.382 --> 00:28:48.262
the ability to work with people long-term

00:28:48.323 --> 00:28:48.863
creates this,

00:28:49.344 --> 00:28:51.265
this community of people that,

00:28:51.617 --> 00:28:52.519
that are like-minded,

00:28:52.638 --> 00:28:54.740
that trust you as a resource for health

00:28:54.760 --> 00:28:55.181
and wellness.

00:28:55.201 --> 00:28:56.602
And that's a really unique advantage.

00:28:56.702 --> 00:28:57.202
And honestly,

00:28:57.343 --> 00:28:58.463
it's probably my favorite part of the

00:28:58.503 --> 00:28:59.384
whole business model.

00:28:59.664 --> 00:29:00.905
So I just think that's something that

00:29:00.925 --> 00:29:02.166
she's done a fantastic job with.

00:29:02.207 --> 00:29:04.249
And everybody who has a business that's in

00:29:04.269 --> 00:29:05.691
the PT space could really,

00:29:05.730 --> 00:29:06.912
really learn a lot from like,

00:29:06.951 --> 00:29:09.153
how do you actually manage, cultivate,

00:29:09.394 --> 00:29:11.596
and really build a healthy community of

00:29:11.655 --> 00:29:13.837
people that are clients of yours to turn

00:29:13.877 --> 00:29:14.198
into,

00:29:14.538 --> 00:29:15.680
then friends with everybody else that you

00:29:15.700 --> 00:29:16.019
work with.

00:29:16.380 --> 00:29:18.401
and raving fans i mean she's got a

00:29:18.441 --> 00:29:20.041
waiting list and i know clinics out there

00:29:20.301 --> 00:29:22.823
do well and have a waiting list but

00:29:22.863 --> 00:29:25.164
her classes have personality people go to

00:29:25.204 --> 00:29:26.945
this instructor on this day and she by

00:29:26.965 --> 00:29:28.566
the way teaches her own instructor so you

00:29:28.586 --> 00:29:29.646
come in a lot of times as a

00:29:29.707 --> 00:29:31.468
client next thing you know three years

00:29:31.508 --> 00:29:32.367
later you're like i want to be an

00:29:32.387 --> 00:29:33.868
instructor and she's like right this way

00:29:34.128 --> 00:29:36.550
so she understands who's who in the zoo

00:29:36.590 --> 00:29:38.632
like who's who in the neighborhood um

00:29:39.291 --> 00:29:40.133
So, I mean,

00:29:40.173 --> 00:29:41.013
if you're ever in the D.C.

00:29:41.074 --> 00:29:41.414
area,

00:29:41.734 --> 00:29:43.537
go take one of her classes if you

00:29:43.576 --> 00:29:43.877
can.

00:29:43.978 --> 00:29:44.397
Good luck.

00:29:44.458 --> 00:29:45.278
It's called Mind the Mat.

00:29:45.338 --> 00:29:47.000
Good luck trying to get in because, again,

00:29:47.362 --> 00:29:48.583
as soon as the spot opens up,

00:29:48.603 --> 00:29:49.644
there's someone else in an app.

00:29:49.904 --> 00:29:50.384
I'm already in.

00:29:51.487 --> 00:29:52.887
She's doing it sneaky in public.

00:29:53.128 --> 00:29:54.369
Let's talk about the thing that you did

00:29:54.410 --> 00:29:54.651
with her.

00:29:56.078 --> 00:29:57.740
Um, you've been doing,

00:29:57.881 --> 00:29:58.921
and the thing that you're also doing,

00:29:58.941 --> 00:30:01.643
which I think is so simple and basic,

00:30:01.682 --> 00:30:02.503
but so brilliant.

00:30:02.723 --> 00:30:04.365
Cause that's where the brilliance really

00:30:04.405 --> 00:30:04.546
is.

00:30:04.566 --> 00:30:05.165
It's a circle.

00:30:05.967 --> 00:30:07.528
Um, you're essentially,

00:30:07.928 --> 00:30:09.249
let me describe it and you correct me

00:30:09.269 --> 00:30:10.970
if I'm wrong, where I, where I'm close.

00:30:11.750 --> 00:30:15.334
Um, it's like MTV cribs meets.

00:30:16.675 --> 00:30:17.496
a PT clinic,

00:30:17.516 --> 00:30:18.477
like with the people that you work with,

00:30:18.497 --> 00:30:19.217
the people that you describe,

00:30:19.237 --> 00:30:19.596
where you're like,

00:30:19.636 --> 00:30:20.738
I'm going to drop by and we just

00:30:20.758 --> 00:30:21.577
want to see you.

00:30:21.979 --> 00:30:22.999
And then we're just going to chop it.

00:30:23.019 --> 00:30:23.679
We're just going to talk.

00:30:23.759 --> 00:30:24.039
And like,

00:30:24.220 --> 00:30:25.500
at no point are you sitting down and

00:30:26.039 --> 00:30:27.121
looking into a camera.

00:30:27.141 --> 00:30:29.041
It's like a camera is just following Danny

00:30:29.061 --> 00:30:29.301
around.

00:30:29.321 --> 00:30:30.403
And Danny's like, what's up, dude?

00:30:30.462 --> 00:30:32.703
And then the clinician is just hanging

00:30:32.804 --> 00:30:32.963
out.

00:30:33.144 --> 00:30:34.924
And it's the most approachable,

00:30:34.984 --> 00:30:35.964
digestible content.

00:30:36.005 --> 00:30:38.846
If you're the person who wants to do

00:30:38.886 --> 00:30:39.747
it in six years,

00:30:40.186 --> 00:30:41.508
this is the stuff you should be looking

00:30:41.567 --> 00:30:41.708
at.

00:30:43.115 --> 00:30:45.659
How close to that?

00:30:45.940 --> 00:30:49.945
I've wanted to document our profession as

00:30:50.007 --> 00:30:53.772
far as cash-based physical therapy clinics

00:30:53.792 --> 00:30:54.855
go for a long time.

00:30:56.791 --> 00:31:00.295
The challenge is it's time intensive and

00:31:00.335 --> 00:31:02.935
it's resource intensive with videographers

00:31:02.955 --> 00:31:04.478
and editing and all that stuff, right?

00:31:04.518 --> 00:31:04.698
So,

00:31:05.919 --> 00:31:07.220
but we got to a certain size with

00:31:07.259 --> 00:31:09.641
our business where we felt that this was

00:31:09.661 --> 00:31:11.603
a project worth doing and had no idea

00:31:11.623 --> 00:31:12.943
if this would actually benefit our

00:31:13.023 --> 00:31:13.903
business in the least.

00:31:13.943 --> 00:31:15.665
And I actually didn't really care because

00:31:18.076 --> 00:31:20.517
To me, this isn't a cash grab, dude.

00:31:20.537 --> 00:31:21.376
This is my profession.

00:31:21.396 --> 00:31:22.978
This is just something that I'm very

00:31:23.018 --> 00:31:23.518
interested in.

00:31:24.018 --> 00:31:25.877
I would like to see it improve and

00:31:25.917 --> 00:31:27.878
continue to be around and evolve.

00:31:29.138 --> 00:31:30.058
I think one thing that's really

00:31:30.098 --> 00:31:31.720
interesting right now that's happening is

00:31:32.200 --> 00:31:33.839
you see this big move of people that

00:31:33.859 --> 00:31:36.980
are moving towards these very small

00:31:37.121 --> 00:31:39.842
niche-based specific cash clinics that

00:31:39.902 --> 00:31:41.261
have the capacity to really grow.

00:31:42.344 --> 00:31:43.884
So what we wanted to do was show

00:31:44.204 --> 00:31:45.405
clients that we were working with,

00:31:45.465 --> 00:31:47.246
alumni of people that we've worked with

00:31:47.686 --> 00:31:50.327
that they have clinics at different stages

00:31:50.347 --> 00:31:52.608
of like you're in a subloosed office in

00:31:52.689 --> 00:31:52.969
a gym.

00:31:53.009 --> 00:31:54.250
Let's talk about what you're dealing with.

00:31:54.589 --> 00:31:56.270
You have three locations and you're making

00:31:56.290 --> 00:31:57.491
a couple million dollars a year in top

00:31:57.511 --> 00:31:57.872
line revenue.

00:31:57.912 --> 00:31:59.271
Let's talk about these things.

00:31:59.732 --> 00:32:01.133
And we went in there sort of running

00:32:01.173 --> 00:32:03.674
gun style with videographers to just have

00:32:03.694 --> 00:32:05.174
a conversation.

00:32:05.255 --> 00:32:06.256
And we we've done.

00:32:06.635 --> 00:32:07.997
I think we've done maybe fifty or so

00:32:08.037 --> 00:32:08.396
of those.

00:32:09.297 --> 00:32:10.298
And recently with Megan,

00:32:10.317 --> 00:32:11.657
we did something just slightly different.

00:32:11.678 --> 00:32:13.318
So we took some of our of our

00:32:13.358 --> 00:32:17.240
clients and friends who just have really

00:32:17.280 --> 00:32:18.741
built some really impressive businesses

00:32:18.801 --> 00:32:22.202
and have some amazing spaces and cultures.

00:32:22.643 --> 00:32:24.324
And we spent an entire day with them.

00:32:24.804 --> 00:32:26.244
And then we pulled those together in a

00:32:26.345 --> 00:32:28.705
far more sort of like story framework.

00:32:28.806 --> 00:32:30.047
And Megan's is the first one has come

00:32:30.146 --> 00:32:31.426
out and really be able to tell the

00:32:31.467 --> 00:32:32.688
story of how they got where they're at.

00:32:33.347 --> 00:32:34.548
through PT, you know,

00:32:34.588 --> 00:32:35.509
school through their,

00:32:35.669 --> 00:32:37.670
their upbringing through the business side

00:32:37.690 --> 00:32:38.230
of things and,

00:32:38.671 --> 00:32:40.692
and really like highlight just these

00:32:40.711 --> 00:32:41.992
amazing people in the profession.

00:32:42.232 --> 00:32:44.114
And that for us was like, yeah,

00:32:44.134 --> 00:32:45.894
we did MTV kind of crib style,

00:32:45.914 --> 00:32:47.476
but now we want to do like a

00:32:47.675 --> 00:32:48.415
chef's table,

00:32:48.476 --> 00:32:50.757
like style and see which one we like

00:32:50.798 --> 00:32:51.617
and resonates the best.

00:32:51.657 --> 00:32:51.817
Right.

00:32:51.857 --> 00:32:52.357
And so like,

00:32:52.719 --> 00:32:53.719
that's kind of what we're doing,

00:32:53.739 --> 00:32:54.839
but partially for me,

00:32:54.880 --> 00:32:55.759
it's a creative outlet.

00:32:55.900 --> 00:32:57.621
I like this kind of stuff.

00:32:57.921 --> 00:33:00.222
I enjoy getting out of my office and

00:33:00.242 --> 00:33:01.222
going to clinics and,

00:33:01.502 --> 00:33:02.503
and being able to see that.

00:33:03.203 --> 00:33:04.705
talking to their patients, like, dude,

00:33:04.746 --> 00:33:05.926
I have such a good time talking to

00:33:05.946 --> 00:33:07.788
people's patients about, you know,

00:33:08.528 --> 00:33:09.170
what are they doing?

00:33:09.190 --> 00:33:09.750
Cause, cause we,

00:33:10.191 --> 00:33:11.291
what we get is we get these really

00:33:11.311 --> 00:33:11.971
high achievers.

00:33:12.051 --> 00:33:13.554
Usually we get people that are like,

00:33:14.054 --> 00:33:14.694
just awesome.

00:33:14.755 --> 00:33:16.676
Like I was at a clinic in DC

00:33:17.096 --> 00:33:17.576
and one of the,

00:33:17.758 --> 00:33:19.058
one of the owners that we followed around,

00:33:19.459 --> 00:33:21.060
her patient was coming in to run the

00:33:21.080 --> 00:33:21.340
Marine.

00:33:21.401 --> 00:33:22.561
He was right before the Marine Corps

00:33:22.582 --> 00:33:22.961
marathon.

00:33:23.942 --> 00:33:24.804
And he was just getting a little bit

00:33:24.824 --> 00:33:25.766
of soft tissue work done.

00:33:26.205 --> 00:33:28.068
And this guy was sixty years old and

00:33:28.108 --> 00:33:29.150
he had set a goal to run the

00:33:29.190 --> 00:33:31.413
Marine Corps Marathon for the second time.

00:33:31.432 --> 00:33:32.213
He's only run it one time,

00:33:32.534 --> 00:33:34.195
but he was thirty seven when he ran

00:33:34.236 --> 00:33:34.356
it.

00:33:34.717 --> 00:33:36.318
And his goal was to beat his time

00:33:36.660 --> 00:33:37.500
when he was thirty seven.

00:33:37.641 --> 00:33:38.382
He was sixty.

00:33:38.741 --> 00:33:40.263
Like just think about that goal.

00:33:40.964 --> 00:33:41.224
I know.

00:33:41.265 --> 00:33:41.865
It's amazing.

00:33:41.905 --> 00:33:42.266
And I was like,

00:33:42.306 --> 00:33:43.707
this guy lit me up the rest of

00:33:43.727 --> 00:33:43.866
the day.

00:33:43.886 --> 00:33:44.287
I was like,

00:33:44.386 --> 00:33:45.627
I want to be like this guy one

00:33:45.647 --> 00:33:45.748
day.

00:33:45.768 --> 00:33:48.409
I want to keep trying to test myself

00:33:48.429 --> 00:33:48.788
and do things.

00:33:48.989 --> 00:33:50.329
So I like that.

00:33:50.430 --> 00:33:51.451
And I like to share that.

00:33:51.510 --> 00:33:51.951
And I really,

00:33:51.990 --> 00:33:55.373
really hope that the profession sees what

00:33:55.413 --> 00:33:58.094
people are doing and sees that, oh,

00:33:58.193 --> 00:33:58.835
they're like me.

00:33:59.694 --> 00:34:00.655
I could do something similar.

00:34:01.036 --> 00:34:03.136
I can be just like them because none

00:34:03.176 --> 00:34:05.278
of us are any different than anybody else

00:34:05.478 --> 00:34:06.239
in the profession at all.

00:34:07.247 --> 00:34:09.570
But what you're doing again is so simple

00:34:09.931 --> 00:34:13.315
and yet why it's brilliant is to their

00:34:13.335 --> 00:34:13.896
defense,

00:34:14.929 --> 00:34:17.570
kind of PTs can't wait to tell you

00:34:17.889 --> 00:34:20.271
how great we are and how great we

00:34:20.311 --> 00:34:21.112
can help you get.

00:34:22.032 --> 00:34:22.853
And then I'll,

00:34:23.012 --> 00:34:24.233
I just did it today on a call

00:34:24.253 --> 00:34:26.094
with a very large PT association.

00:34:26.135 --> 00:34:26.514
And I said,

00:34:26.574 --> 00:34:27.755
how many people on this call are in

00:34:27.795 --> 00:34:28.456
show business?

00:34:29.096 --> 00:34:30.036
Cause the guy introduced me,

00:34:30.076 --> 00:34:32.077
Jimmy was a radio guy and he's podcasting.

00:34:32.358 --> 00:34:33.297
I said, anybody, is there any,

00:34:33.717 --> 00:34:34.438
this is how I said it.

00:34:34.699 --> 00:34:36.539
Is anybody else on this call show a

00:34:36.599 --> 00:34:38.521
hands in show business like me?

00:34:39.400 --> 00:34:40.362
And nobody raised their hand.

00:34:40.382 --> 00:34:40.523
Like,

00:34:40.722 --> 00:34:43.045
so you only tell is there was academics

00:34:43.166 --> 00:34:43.686
and clinicians.

00:34:43.927 --> 00:34:45.688
You only tell students how to do things.

00:34:45.708 --> 00:34:46.429
You never show them.

00:34:46.869 --> 00:34:47.550
Well, well,

00:34:48.030 --> 00:34:49.253
so you only tell patients how to do

00:34:49.273 --> 00:34:49.413
things.

00:34:49.432 --> 00:34:50.134
You never showed them.

00:34:50.253 --> 00:34:51.795
And by show them, I mean, demonstrate.

00:34:52.076 --> 00:34:53.338
And I also mean by tell them,

00:34:53.717 --> 00:34:54.798
if you keep doing this,

00:34:55.000 --> 00:34:55.721
you will get that.

00:34:56.701 --> 00:34:58.902
That's a story with them as the main

00:34:58.943 --> 00:34:59.362
character.

00:34:59.742 --> 00:35:01.103
And then I'm like, now,

00:35:01.143 --> 00:35:01.985
if I ask that question,

00:35:02.005 --> 00:35:02.644
I'm not going to put you on the

00:35:02.664 --> 00:35:02.885
spot.

00:35:02.905 --> 00:35:03.945
But if I ask that question again,

00:35:03.965 --> 00:35:04.806
would you change your answer?

00:35:04.847 --> 00:35:07.027
I just see people go, mm hmm.

00:35:07.088 --> 00:35:07.309
Right.

00:35:07.588 --> 00:35:08.849
There's no such thing as tell business.

00:35:09.250 --> 00:35:09.730
It's not a thing.

00:35:10.510 --> 00:35:11.331
We're in show business.

00:35:11.632 --> 00:35:12.932
That does not mean you need to shoot

00:35:12.972 --> 00:35:15.034
many documentaries like Danny.

00:35:15.635 --> 00:35:16.956
It means that if you can find a

00:35:16.976 --> 00:35:18.516
way that you're comfortable

00:35:19.795 --> 00:35:22.639
consuming or sharing some sort of medium

00:35:23.239 --> 00:35:24.822
because people say media i'm like it just

00:35:24.862 --> 00:35:27.485
means word picture sounds you know videos

00:35:27.626 --> 00:35:30.650
just a medium how you do it showing

00:35:30.811 --> 00:35:33.614
kills it beats telling a hundred times out

00:35:33.635 --> 00:35:35.637
of a hundred it just does it just

00:35:35.677 --> 00:35:35.918
does

00:35:37.023 --> 00:35:38.344
Yeah, it's cool.

00:35:38.423 --> 00:35:41.286
And it's also a unique way.

00:35:41.606 --> 00:35:43.746
I wish, I don't know, in some ways,

00:35:43.786 --> 00:35:44.887
I wish somebody would have done that.

00:35:44.967 --> 00:35:45.108
Like,

00:35:45.208 --> 00:35:46.648
or I wish I would have maybe done

00:35:46.668 --> 00:35:48.489
this for my own clinic whenever we were

00:35:48.550 --> 00:35:49.130
first getting started.

00:35:49.150 --> 00:35:50.190
Because I mean, imagine, dude,

00:35:50.251 --> 00:35:52.992
like there's people that will go in and

00:35:53.012 --> 00:35:53.432
they have,

00:35:54.440 --> 00:35:55.840
a table in the corner of a gym,

00:35:56.181 --> 00:35:56.420
right?

00:35:56.481 --> 00:35:57.521
And we're talking to them about where

00:35:57.541 --> 00:35:58.443
they're at and where they want to be

00:35:58.483 --> 00:35:59.182
in five years.

00:35:59.202 --> 00:36:01.204
And it's like a time capsule to where

00:36:01.585 --> 00:36:03.626
they get a chance to see that and

00:36:03.686 --> 00:36:04.867
see where they were at,

00:36:04.887 --> 00:36:05.947
what they were thinking,

00:36:06.108 --> 00:36:07.489
what their space looked like.

00:36:07.909 --> 00:36:09.269
What their problems were.

00:36:09.949 --> 00:36:10.489
Exactly.

00:36:10.751 --> 00:36:11.251
Everything.

00:36:11.351 --> 00:36:12.411
And then they get a chance to look

00:36:12.452 --> 00:36:14.992
back on that and really just appreciate

00:36:15.512 --> 00:36:16.713
the growth that they're inevitably going

00:36:16.733 --> 00:36:17.094
to have.

00:36:17.233 --> 00:36:18.454
And not only that, but it also is,

00:36:18.855 --> 00:36:19.856
we felt like it would be a really

00:36:19.876 --> 00:36:21.757
cool asset for people that we work with

00:36:22.496 --> 00:36:24.318
to help in the hiring process,

00:36:24.338 --> 00:36:25.739
attract people that would be the right fit

00:36:25.759 --> 00:36:25.938
for them.

00:36:25.998 --> 00:36:27.139
And that's actually been the thing that's

00:36:27.159 --> 00:36:28.900
been the biggest help for is like,

00:36:28.920 --> 00:36:30.501
we've had a number of people that have

00:36:30.561 --> 00:36:32.461
literally hired folks just from watching

00:36:32.822 --> 00:36:33.362
these clinic tours.

00:36:33.382 --> 00:36:33.443
Yes.

00:36:35.697 --> 00:36:38.217
So you already sort of said the answer,

00:36:38.257 --> 00:36:39.918
but I would have asked,

00:36:39.938 --> 00:36:40.980
or if we go back in time about

00:36:41.039 --> 00:36:41.940
ninety seconds, I would say,

00:36:42.621 --> 00:36:45.782
is creating content like this more of a

00:36:45.822 --> 00:36:47.423
help to hire or get patients?

00:36:48.373 --> 00:36:48.793
Oh, to hire.

00:36:48.853 --> 00:36:49.134
Yeah.

00:36:49.173 --> 00:36:49.293
Right.

00:36:49.313 --> 00:36:51.074
Cause now you're,

00:36:51.394 --> 00:36:52.255
instead of having to say,

00:36:52.376 --> 00:36:53.536
and I hate these stupid things,

00:36:53.916 --> 00:36:55.137
we believe in evidence-based prep.

00:36:55.157 --> 00:36:55.956
We're hiring now.

00:36:56.016 --> 00:36:58.538
We believe in like just all the mayonnaise

00:36:58.557 --> 00:37:00.398
flavored ice cream that goes into job

00:37:00.418 --> 00:37:00.958
postings.

00:37:01.300 --> 00:37:03.400
It's so funny to watch truly creative,

00:37:03.440 --> 00:37:06.262
passionate people write a post on Indeed

00:37:06.282 --> 00:37:07.942
that comes out sounding like a photocopy

00:37:07.961 --> 00:37:09.063
of a photocopy of a photocopy.

00:37:09.083 --> 00:37:09.483
What are you doing?

00:37:09.503 --> 00:37:11.704
Yeah.

00:37:11.744 --> 00:37:12.905
But now you get to show them,

00:37:12.925 --> 00:37:13.704
you don't have to tell them.

00:37:14.471 --> 00:37:14.670
Well,

00:37:14.791 --> 00:37:16.012
and I think the other thing too that

00:37:16.052 --> 00:37:18.695
you get is what typically happens is

00:37:18.715 --> 00:37:20.197
somebody will watch one of those and then

00:37:20.217 --> 00:37:21.860
they'll independently reach out to the

00:37:21.980 --> 00:37:24.041
owner just to see if they're hiring.

00:37:24.061 --> 00:37:25.344
They'll go to their site and see if

00:37:25.364 --> 00:37:26.324
they have a hiring page.

00:37:26.364 --> 00:37:29.168
And that's what we've noticed more than

00:37:29.208 --> 00:37:29.449
anything.

00:37:29.469 --> 00:37:30.610
And I think what happens is,

00:37:31.630 --> 00:37:34.014
And we're pretty authentic about it.

00:37:34.034 --> 00:37:35.054
We're following you around,

00:37:35.155 --> 00:37:35.976
asking you questions,

00:37:36.016 --> 00:37:38.077
whether it's business, clinical, whatever.

00:37:38.478 --> 00:37:40.019
There's zero script for it at all.

00:37:40.481 --> 00:37:42.543
And it just depends what we get into.

00:37:42.583 --> 00:37:44.385
But it gets to highlight sort of them

00:37:44.425 --> 00:37:45.786
and their journey and what's important to

00:37:45.826 --> 00:37:47.387
them and their personality, too.

00:37:47.688 --> 00:37:50.431
So you end up just sort of culturally

00:37:50.471 --> 00:37:52.172
having people that are a fit reach out

00:37:52.193 --> 00:37:52.413
to you.

00:37:52.612 --> 00:37:54.135
And that's probably the biggest thing.

00:37:54.335 --> 00:37:54.875
hurdle with,

00:37:54.974 --> 00:37:57.056
with hiring folks is making sure that

00:37:57.076 --> 00:37:58.516
you're like hiring people that are going

00:37:58.536 --> 00:37:59.536
to be a culture fit and have the

00:37:59.576 --> 00:38:00.635
same values that you have.

00:38:01.036 --> 00:38:02.836
And if they watch you talk about your

00:38:02.876 --> 00:38:04.277
space and your journey as a business

00:38:04.336 --> 00:38:06.737
owner, uh, and they like it,

00:38:06.858 --> 00:38:08.097
they obviously like,

00:38:08.577 --> 00:38:09.458
so whatever you're saying.

00:38:09.717 --> 00:38:10.657
So now all of a sudden they've checked

00:38:10.677 --> 00:38:13.798
the culture box, which is, which is huge.

00:38:13.898 --> 00:38:14.099
Yeah.

00:38:14.478 --> 00:38:16.860
They get to come one step closer, right?

00:38:17.420 --> 00:38:19.300
I'd say the same for patients too.

00:38:19.460 --> 00:38:20.340
You can, you can,

00:38:20.400 --> 00:38:22.641
you could probably have one shoot day, uh,

00:38:23.057 --> 00:38:25.000
not really have to script a whole lot.

00:38:25.099 --> 00:38:25.880
Cause I mean, I don't work.

00:38:25.940 --> 00:38:26.601
I was in radio, man.

00:38:26.621 --> 00:38:27.322
We didn't do script.

00:38:27.362 --> 00:38:27.603
We did.

00:38:28.242 --> 00:38:28.884
What's the goal.

00:38:28.923 --> 00:38:29.784
What am I doing with this?

00:38:29.824 --> 00:38:31.487
What's the talk between these two songs?

00:38:31.527 --> 00:38:32.047
What am I doing?

00:38:32.146 --> 00:38:32.367
Okay.

00:38:32.427 --> 00:38:32.907
Got it.

00:38:33.027 --> 00:38:33.909
I'll figure out how to do it.

00:38:33.949 --> 00:38:34.690
Turn the microphone on.

00:38:35.150 --> 00:38:36.472
Like ironically,

00:38:36.492 --> 00:38:37.512
I guess you gotta be comfortable with

00:38:37.532 --> 00:38:37.773
that.

00:38:38.193 --> 00:38:40.315
Once you are, it's,

00:38:40.536 --> 00:38:42.938
I think it's simpler to get the realness

00:38:43.059 --> 00:38:43.918
out when you're like,

00:38:44.300 --> 00:38:45.121
I just need you to be you.

00:38:46.067 --> 00:38:47.047
I'm going to make it easy to be

00:38:47.086 --> 00:38:47.306
you.

00:38:47.646 --> 00:38:47.746
Right.

00:38:47.766 --> 00:38:48.447
I think that's like,

00:38:48.467 --> 00:38:49.947
that's why it's called a host,

00:38:50.148 --> 00:38:52.268
a podcast host and a guest.

00:38:53.188 --> 00:38:54.608
I'm my goal as a host is to

00:38:54.628 --> 00:38:55.869
make you welcome into my, like,

00:38:55.889 --> 00:38:57.010
I want to make you feel welcome at

00:38:57.090 --> 00:38:57.469
home.

00:38:57.789 --> 00:38:58.449
And then what happens?

00:38:58.650 --> 00:38:59.650
You become the most you,

00:38:59.849 --> 00:39:00.650
but if it's awkward,

00:39:01.110 --> 00:39:02.271
it's forced and you know when it's

00:39:02.351 --> 00:39:02.650
awkward,

00:39:02.811 --> 00:39:04.510
you can spot it from a mile away.

00:39:04.811 --> 00:39:06.771
But what you do is like I say,

00:39:06.831 --> 00:39:07.291
running gun.

00:39:08.092 --> 00:39:08.532
Well, you know,

00:39:08.891 --> 00:39:10.112
it's funny when you look back at these

00:39:10.132 --> 00:39:11.612
things because, um,

00:39:12.960 --> 00:39:14.322
I don't think I could have done this

00:39:15.905 --> 00:39:17.889
five years ago even.

00:39:18.530 --> 00:39:19.713
And a lot of it just comes down

00:39:19.733 --> 00:39:19.813
to,

00:39:19.833 --> 00:39:23.318
even if you think about your career arc,

00:39:25.166 --> 00:39:26.047
it's similar, right?

00:39:26.086 --> 00:39:29.429
Because I think I'm between the Doc and

00:39:29.449 --> 00:39:30.588
Jock podcast and the Peach the

00:39:30.648 --> 00:39:31.409
Entrepreneur podcast,

00:39:31.469 --> 00:39:33.010
I'm well over a thousand podcasts

00:39:33.650 --> 00:39:34.592
completed, right?

00:39:35.271 --> 00:39:37.994
Think about how many patients we've talked

00:39:38.014 --> 00:39:38.054
to.

00:39:38.074 --> 00:39:38.313
I mean,

00:39:39.155 --> 00:39:42.836
I had a decade of patient care where

00:39:43.976 --> 00:39:45.217
I'm just having conversations with people

00:39:45.297 --> 00:39:45.898
constantly.

00:39:46.219 --> 00:39:47.880
I understand the profession in terms of

00:39:47.920 --> 00:39:48.099
like,

00:39:48.139 --> 00:39:49.260
if somebody wants to talk to me about

00:39:49.960 --> 00:39:51.342
squat mechanics or they want to talk to

00:39:51.362 --> 00:39:53.963
me about marketing funnels for clinics

00:39:53.983 --> 00:39:55.264
like we can talk about any of that

00:39:55.726 --> 00:39:57.427
and i don't think i would have been

00:39:57.467 --> 00:40:00.048
able to do these off-the-cuff sort of

00:40:00.088 --> 00:40:02.231
approaches unless i had all these reps

00:40:02.251 --> 00:40:03.371
from these other things and i had no

00:40:03.452 --> 00:40:05.092
idea that we'd eventually do this or it

00:40:05.152 --> 00:40:07.195
would lead to that um it's just it's

00:40:07.215 --> 00:40:10.137
just skill stacking essentially and uh and

00:40:10.157 --> 00:40:11.737
it just depends on what you're interested

00:40:11.777 --> 00:40:13.119
in and keep following that right so for

00:40:13.199 --> 00:40:15.400
us what's been cool is like we can

00:40:15.721 --> 00:40:16.902
we can do that and we can do

00:40:16.942 --> 00:40:17.822
it pretty efficiently

00:40:18.402 --> 00:40:20.806
And maybe there's plenty of things we

00:40:20.826 --> 00:40:21.246
could do better.

00:40:21.266 --> 00:40:22.106
There's no doubt about that.

00:40:22.166 --> 00:40:24.248
But for us to be able to share

00:40:24.389 --> 00:40:26.652
these things, these businesses,

00:40:26.672 --> 00:40:27.932
these people and what's going on,

00:40:28.032 --> 00:40:29.494
I just think from a professional

00:40:29.514 --> 00:40:31.436
standpoint and even just having

00:40:31.456 --> 00:40:32.777
conversations with the APTA recently,

00:40:32.938 --> 00:40:34.179
it's obvious that we're going this

00:40:34.199 --> 00:40:34.739
direction where

00:40:35.606 --> 00:40:37.027
We're going to be more entrepreneurial as

00:40:37.088 --> 00:40:37.588
a profession.

00:40:37.628 --> 00:40:38.869
We have to be.

00:40:39.210 --> 00:40:40.192
And right now we're not.

00:40:40.311 --> 00:40:42.355
Yeah, I mean, it is.

00:40:42.414 --> 00:40:43.817
And it's the ironic thing too,

00:40:43.836 --> 00:40:44.257
that they said,

00:40:44.358 --> 00:40:45.860
I remember I had conversation with some of

00:40:45.880 --> 00:40:48.563
the APTA about how funny would it be

00:40:48.643 --> 00:40:50.126
if our profession drives more to the

00:40:50.146 --> 00:40:51.628
cash-based route and then insurance

00:40:51.668 --> 00:40:53.210
literally has to work with us more.

00:40:53.369 --> 00:40:54.751
Because there's not enough of us taking

00:40:54.791 --> 00:40:55.170
insurance.

00:40:55.530 --> 00:40:56.012
And all of a sudden,

00:40:56.032 --> 00:40:56.871
they reimburse us more.

00:40:57.072 --> 00:40:58.592
Like, what a weird fucking one-eighty.

00:40:58.612 --> 00:41:00.315
I didn't even think that was a

00:41:00.375 --> 00:41:00.934
possibility.

00:41:01.335 --> 00:41:02.936
But it's going that direction.

00:41:02.996 --> 00:41:03.757
So for us,

00:41:03.817 --> 00:41:04.898
we just want to be a part of

00:41:04.918 --> 00:41:08.059
that and highlight it and help grow the

00:41:08.099 --> 00:41:09.360
profession in a way that I think is

00:41:09.400 --> 00:41:10.822
very sustainable.

00:41:10.922 --> 00:41:11.581
And obviously,

00:41:11.981 --> 00:41:13.523
insurance is not changing anytime soon.

00:41:14.143 --> 00:41:16.706
So it's good for us on the economic

00:41:16.746 --> 00:41:18.166
side as far as being able to provide

00:41:18.186 --> 00:41:19.688
for our families and create time freedom.

00:41:20.027 --> 00:41:20.547
But more than anything,

00:41:20.568 --> 00:41:21.668
it allows us to stay in the profession

00:41:21.688 --> 00:41:23.050
and really enjoy the career that we signed

00:41:23.090 --> 00:41:23.289
up for.

00:41:24.130 --> 00:41:24.512
I agree.

00:41:24.731 --> 00:41:25.813
Yeah, I agree.

00:41:26.175 --> 00:41:27.757
What's the future look like?

00:41:27.896 --> 00:41:30.181
I mean, you sort of gave a snapshot.

00:41:30.260 --> 00:41:31.784
And quick, before I forget,

00:41:32.565 --> 00:41:33.867
where should someone go if they're like,

00:41:34.288 --> 00:41:34.909
I want to do this?

00:41:35.309 --> 00:41:36.331
Where do I get more of this guy?

00:41:36.751 --> 00:41:37.994
Tell them the exact one spot.

00:41:39.019 --> 00:41:41.960
You can go to physicaltherapybiz.com and

00:41:41.981 --> 00:41:43.041
you can learn a lot about what we're

00:41:43.061 --> 00:41:43.302
doing.

00:41:43.481 --> 00:41:44.762
You can go to YouTube if you want

00:41:44.782 --> 00:41:47.903
to watch our clinic tours.

00:41:47.943 --> 00:41:50.204
We put a bunch of actual video-based

00:41:50.244 --> 00:41:51.186
podcasts out there.

00:41:51.346 --> 00:41:54.086
The PT Biz channel on YouTube is a

00:41:54.126 --> 00:41:55.507
pretty great spot if you want to learn

00:41:55.547 --> 00:41:56.288
about this stuff.

00:41:56.847 --> 00:41:58.568
I've watched every single one of these

00:41:58.588 --> 00:41:59.628
clinic tours myself,

00:41:59.849 --> 00:42:01.030
even though I was there.

00:42:01.070 --> 00:42:02.931
I just am so fascinated with everybody's

00:42:03.690 --> 00:42:04.351
origin stories.

00:42:04.391 --> 00:42:05.351
It's fun.

00:42:05.791 --> 00:42:07.793
When I sit down with creative calls or

00:42:07.813 --> 00:42:08.913
whatever, if someone's like, hey, man,

00:42:08.952 --> 00:42:09.693
you got to meet this guy.

00:42:09.713 --> 00:42:10.193
I'm like, all right.

00:42:10.353 --> 00:42:11.733
And then there's that pause when you're

00:42:11.753 --> 00:42:14.175
like, hey, guy, I don't know.

00:42:14.215 --> 00:42:14.876
And you're like, hey,

00:42:14.896 --> 00:42:15.416
so where do we start?

00:42:15.916 --> 00:42:17.416
My holstered response is...

00:42:18.463 --> 00:42:19.302
Um, what's your,

00:42:19.463 --> 00:42:20.804
what's your superhero origin story?

00:42:20.884 --> 00:42:22.123
And of course it breaks the ice people.

00:42:22.184 --> 00:42:22.864
Oh, I don't have one.

00:42:23.045 --> 00:42:23.625
The really hump,

00:42:23.664 --> 00:42:24.925
like the people with the cool stories

00:42:25.224 --> 00:42:25.925
usually say, ah,

00:42:25.945 --> 00:42:26.945
there's nothing special about me.

00:42:26.965 --> 00:42:28.186
I'm like, that's when we got something.

00:42:28.746 --> 00:42:30.387
And then they break into this crazy ass

00:42:30.427 --> 00:42:32.088
story where like I did this thing and

00:42:32.108 --> 00:42:32.987
I'm like, what?

00:42:33.047 --> 00:42:34.467
That's so outside of my realm.

00:42:34.487 --> 00:42:35.489
Like, this is so interesting.

00:42:36.088 --> 00:42:38.311
But we all have an origin story and

00:42:38.431 --> 00:42:40.853
every business is made by humans.

00:42:41.313 --> 00:42:43.614
That business also has an origin story.

00:42:43.934 --> 00:42:44.615
So you're simple.

00:42:44.936 --> 00:42:46.898
Your stories are so, again, simple,

00:42:47.217 --> 00:42:48.159
which is why they're brilliant.

00:42:48.659 --> 00:42:49.800
It's the hero's journey.

00:42:50.221 --> 00:42:51.302
It's obviously still working.

00:42:51.342 --> 00:42:51.641
Otherwise,

00:42:51.661 --> 00:42:52.643
you wouldn't be able to drop by the

00:42:52.663 --> 00:42:53.023
clinic.

00:42:53.623 --> 00:42:55.224
But and the fun part is where in

00:42:55.244 --> 00:42:57.347
the hero's journey and when does that end?

00:42:57.387 --> 00:42:59.088
It only ends when you want it to

00:42:59.228 --> 00:42:59.407
end,

00:42:59.467 --> 00:43:01.230
which is we close it or we sell

00:43:01.269 --> 00:43:02.190
it or we're still going.

00:43:02.550 --> 00:43:03.391
And that's the fun part.

00:43:03.411 --> 00:43:04.172
They're all the same,

00:43:04.291 --> 00:43:05.072
but they're all different.

00:43:05.798 --> 00:43:07.460
Yeah, you know, and for sure.

00:43:07.481 --> 00:43:09.782
And I think that the time,

00:43:10.302 --> 00:43:12.045
it's like a time capsule in a lot

00:43:12.065 --> 00:43:14.007
of ways too, which are, which are really,

00:43:14.226 --> 00:43:15.527
you know, it's like, what if,

00:43:16.088 --> 00:43:17.751
what if your grandfather,

00:43:17.771 --> 00:43:20.652
you could watch videos of him, you know,

00:43:21.313 --> 00:43:22.635
doing or whatever it is that he,

00:43:22.735 --> 00:43:24.197
whatever he did at the early stages.

00:43:24.806 --> 00:43:25.929
Oh, my God, I'd be all over that.

00:43:26.268 --> 00:43:27.130
Yeah, but we can't.

00:43:27.150 --> 00:43:27.911
But now we can,

00:43:27.931 --> 00:43:29.432
and that next generation will be able to

00:43:29.472 --> 00:43:29.793
do it.

00:43:30.193 --> 00:43:31.235
Yeah, which is even crazier.

00:43:31.295 --> 00:43:33.719
But you ask, okay, where is this going?

00:43:33.818 --> 00:43:35.481
And I think about this a lot, actually,

00:43:35.541 --> 00:43:37.403
just because –

00:43:37.161 --> 00:43:39.523
I think what you're seeing with cash-based

00:43:39.543 --> 00:43:41.246
clinics now, number one, you know,

00:43:41.286 --> 00:43:42.547
so I wasn't the first person in the

00:43:42.746 --> 00:43:43.947
world to start a cash-based clinic.

00:43:44.648 --> 00:43:46.289
When I did it, it was twenty fourteen.

00:43:46.371 --> 00:43:48.152
And but I only knew of one or

00:43:48.172 --> 00:43:49.393
two in the city of Atlanta at the

00:43:49.432 --> 00:43:50.795
time whenever I started mine.

00:43:50.835 --> 00:43:54.137
So they were around probably a good solid

00:43:54.197 --> 00:43:55.239
decade or more before that.

00:43:55.278 --> 00:43:56.940
But they're very, very few.

00:43:56.980 --> 00:43:57.400
And you had to.

00:43:57.900 --> 00:44:00.222
know be incredibly niche specific and and

00:44:00.282 --> 00:44:01.063
a lot of people didn't think you can

00:44:01.103 --> 00:44:02.963
grow and pass yourself but the landscape

00:44:03.164 --> 00:44:04.724
has changed quite a lot where people have

00:44:04.764 --> 00:44:06.525
more skin in the game insurance has gotten

00:44:06.545 --> 00:44:08.286
worse they're looking in a lot of ways

00:44:08.306 --> 00:44:09.867
for proactive solutions which is really

00:44:09.907 --> 00:44:11.869
interesting too i think people's views on

00:44:12.208 --> 00:44:14.070
health care has changed i think some of

00:44:14.150 --> 00:44:16.231
it is it's based on their age and

00:44:16.311 --> 00:44:17.751
how they grew up and what they value

00:44:18.251 --> 00:44:19.112
So I think people,

00:44:19.193 --> 00:44:20.994
especially between sort of thirty and

00:44:21.074 --> 00:44:22.235
sixty are very,

00:44:22.275 --> 00:44:24.117
very much interested in investing in

00:44:24.137 --> 00:44:25.378
themselves and viewing it as that.

00:44:25.838 --> 00:44:27.119
That's a great spot for us to be.

00:44:27.199 --> 00:44:28.360
So I think what you're going to see

00:44:28.440 --> 00:44:28.579
is.

00:44:29.608 --> 00:44:30.929
these type of businesses are going to

00:44:30.969 --> 00:44:33.851
continue to grow and continue to become

00:44:33.871 --> 00:44:35.291
more sophisticated and complex.

00:44:35.331 --> 00:44:37.974
But on the backside of that, I see,

00:44:38.793 --> 00:44:40.514
I see consolidation happening.

00:44:40.574 --> 00:44:42.677
I see acquisitions of these businesses

00:44:42.717 --> 00:44:43.177
happening.

00:44:43.436 --> 00:44:47.400
I see regional clinics that are getting

00:44:47.440 --> 00:44:50.681
like significant funding and backing and

00:44:50.762 --> 00:44:51.643
really, you know,

00:44:51.682 --> 00:44:53.224
going hard in the paint to try to

00:44:53.244 --> 00:44:56.126
really grow and increase their footprint.

00:44:56.146 --> 00:44:57.567
And probably, I mean,

00:44:57.606 --> 00:44:59.268
I don't think we're far off from probably

00:44:59.307 --> 00:44:59.327
a,

00:45:01.088 --> 00:45:02.849
multiple hundred million dollar,

00:45:02.909 --> 00:45:06.329
if not a billion dollar cash-based PT

00:45:06.349 --> 00:45:09.391
clinic group that's gonna be built,

00:45:09.490 --> 00:45:11.692
organized and sold very similar to what we

00:45:11.731 --> 00:45:13.452
see in network space.

00:45:13.972 --> 00:45:14.313
And in fact,

00:45:14.333 --> 00:45:15.333
it's probably gonna be somewhat of a

00:45:15.373 --> 00:45:16.213
mirror image of that.

00:45:16.273 --> 00:45:18.434
So if you're listening to this and you're

00:45:18.733 --> 00:45:19.653
thinking about starting a clinic,

00:45:19.713 --> 00:45:20.675
I think now is actually a great time

00:45:20.695 --> 00:45:21.275
to start that.

00:45:21.414 --> 00:45:23.835
You're gonna have to compete no matter

00:45:23.856 --> 00:45:24.036
what,

00:45:24.056 --> 00:45:26.976
but it's not quite at a place where

00:45:26.996 --> 00:45:27.936
it's that organized yet.

00:45:28.436 --> 00:45:29.438
But if you do,

00:45:29.878 --> 00:45:32.380
keep in mind that you really have to

00:45:33.019 --> 00:45:34.201
understand how to be a good business

00:45:34.260 --> 00:45:34.420
owner.

00:45:34.440 --> 00:45:36.262
You can't just get by on being a

00:45:36.302 --> 00:45:37.242
good clinician anymore.

00:45:37.322 --> 00:45:38.844
You used to be able to do that.

00:45:38.864 --> 00:45:39.384
You can't.

00:45:39.483 --> 00:45:39.724
I mean,

00:45:39.983 --> 00:45:41.204
you might be able to just have a

00:45:41.264 --> 00:45:41.985
lifestyle business,

00:45:42.286 --> 00:45:43.806
but even that you're going to struggle

00:45:43.827 --> 00:45:45.467
with if you don't understand the basics of

00:45:45.507 --> 00:45:45.867
business.

00:45:45.907 --> 00:45:47.469
So if you want to go that route,

00:45:47.809 --> 00:45:48.230
you really,

00:45:48.269 --> 00:45:50.090
really have to learn how to be a

00:45:50.150 --> 00:45:50.710
business owner.

00:45:50.751 --> 00:45:51.931
You have to be a business owner first,

00:45:51.952 --> 00:45:52.773
a clinician second.

00:45:52.853 --> 00:45:54.414
Otherwise, you're going to get people...

00:45:55.014 --> 00:45:56.217
that are not just from our profession,

00:45:56.237 --> 00:45:57.559
but from other professions that are

00:45:57.679 --> 00:45:58.842
business ninjas,

00:45:58.862 --> 00:45:59.884
and they're going to come and eat our

00:45:59.943 --> 00:46:00.786
lunch, right?

00:46:00.826 --> 00:46:01.628
So like,

00:46:01.648 --> 00:46:02.871
I don't want to see our profession just

00:46:02.891 --> 00:46:03.731
get taken over by,

00:46:04.740 --> 00:46:06.262
people that are not even involved in our

00:46:06.282 --> 00:46:07.083
profession directly.

00:46:07.443 --> 00:46:08.184
They just view it as a,

00:46:08.784 --> 00:46:10.326
it's an opportunity to make a bunch of

00:46:10.365 --> 00:46:11.987
money in a fragmented industry,

00:46:12.288 --> 00:46:13.829
which has happened in basically every

00:46:13.869 --> 00:46:14.849
single industry ever.

00:46:15.190 --> 00:46:16.731
So just keeping in mind that like

00:46:17.092 --> 00:46:18.572
self-defense for you is learning how to be

00:46:18.592 --> 00:46:19.193
a business owner,

00:46:19.494 --> 00:46:21.356
learning how to actually like understand

00:46:21.376 --> 00:46:22.916
how to sell and market and systemize your

00:46:22.936 --> 00:46:24.699
business and hire and create a culture

00:46:24.719 --> 00:46:25.920
because there is a lot of

00:46:26.519 --> 00:46:29.681
uh, unique advantage in being a, you know,

00:46:29.802 --> 00:46:30.581
a local business.

00:46:30.621 --> 00:46:32.143
People want to support those and they want

00:46:32.163 --> 00:46:32.902
to get behind those,

00:46:32.963 --> 00:46:34.364
but you've got to give them what they

00:46:34.384 --> 00:46:36.324
need to and be like a repeatable service

00:46:36.364 --> 00:46:37.204
and consistent.

00:46:37.224 --> 00:46:38.846
Uh, we're going to play a game.

00:46:38.885 --> 00:46:40.027
Danny, you're, you're ready for a game.

00:46:40.666 --> 00:46:41.086
Yeah, sure.

00:46:45.315 --> 00:46:46.077
this.

00:46:46.137 --> 00:46:46.836
Rapid fire.

00:46:47.016 --> 00:46:48.798
We're going to call a clinic on a

00:46:48.838 --> 00:46:49.278
rapid fire.

00:46:49.298 --> 00:46:51.521
I'm going to throw out an idea.

00:46:51.860 --> 00:46:53.422
You just give me first thing that comes

00:46:53.463 --> 00:46:54.003
to mind, man.

00:46:54.043 --> 00:46:54.724
Don't overthink it.

00:46:54.844 --> 00:46:58.047
Most overused marketing strategy in

00:46:58.086 --> 00:46:58.907
physical therapy.

00:47:00.389 --> 00:47:01.108
Oh man.

00:47:01.248 --> 00:47:05.112
I would say, I think it's social media.

00:47:05.132 --> 00:47:07.034
If I'm being honest with you,

00:47:07.054 --> 00:47:07.554
I think that

00:47:08.262 --> 00:47:09.643
people put a lot of time and effort

00:47:09.682 --> 00:47:11.324
into social media and they get very little

00:47:11.384 --> 00:47:11.744
out of it.

00:47:13.344 --> 00:47:15.985
And it does fit in the ecosystem of

00:47:16.045 --> 00:47:16.826
many other things.

00:47:17.286 --> 00:47:19.365
But if people spent the same amount of

00:47:19.385 --> 00:47:20.686
time that they did trying to curate

00:47:20.726 --> 00:47:22.567
perfect posts that nobody ever looks at,

00:47:22.987 --> 00:47:25.088
and they just spent that in their

00:47:25.128 --> 00:47:29.309
community and really became an avid person

00:47:31.789 --> 00:47:33.369
of being helpful and valuable to your

00:47:33.389 --> 00:47:33.849
community,

00:47:34.331 --> 00:47:35.331
they would get more patients from that.

00:47:35.971 --> 00:47:40.275
Most underrated clinical skill.

00:47:40.376 --> 00:47:40.815
Listening.

00:47:41.476 --> 00:47:41.777
Yes.

00:47:41.956 --> 00:47:43.798
So I was hope I was like communication

00:47:43.838 --> 00:47:45.121
list, listening, communication,

00:47:45.161 --> 00:47:45.541
same thing.

00:47:45.561 --> 00:47:46.402
It's the email dude.

00:47:46.541 --> 00:47:46.822
It's like,

00:47:46.882 --> 00:47:49.025
I think what people fuck up is they,

00:47:49.045 --> 00:47:49.284
they,

00:47:50.168 --> 00:47:51.849
they do not listen to people enough in

00:47:51.889 --> 00:47:54.231
an eval and they do not understand why

00:47:54.271 --> 00:47:54.971
they're actually there.

00:47:55.251 --> 00:47:57.652
And if you can clarify why they're there

00:47:57.913 --> 00:47:59.434
and get them like,

00:47:59.713 --> 00:48:02.876
and they're clear on like that as well,

00:48:03.376 --> 00:48:04.956
the buying decision is very easy,

00:48:05.376 --> 00:48:07.858
but it doesn't come without you having to

00:48:07.978 --> 00:48:09.940
actively listen to them and ask them

00:48:09.980 --> 00:48:11.621
questions and listen to their responses

00:48:11.681 --> 00:48:12.422
and really piece it together.

00:48:12.835 --> 00:48:14.237
And not assume whatever they're there.

00:48:14.358 --> 00:48:16.019
Like, don't assume, man, that whole,

00:48:16.300 --> 00:48:17.621
you know, ask you and me.

00:48:17.782 --> 00:48:18.262
That's real.

00:48:18.782 --> 00:48:19.664
One KPI,

00:48:19.844 --> 00:48:22.586
only one that every clinic owner should

00:48:22.626 --> 00:48:22.907
watch.

00:48:23.007 --> 00:48:24.289
We could watch lots of things.

00:48:24.309 --> 00:48:25.831
We got dashboards on dashboards on

00:48:25.851 --> 00:48:26.771
dashboards on data.

00:48:27.293 --> 00:48:28.974
But what's one KPI every clinic owner

00:48:28.994 --> 00:48:29.335
should watch?

00:48:29.414 --> 00:48:30.135
An important one.

00:48:30.916 --> 00:48:32.356
I think the most important one is your

00:48:32.396 --> 00:48:33.458
continuity percentage.

00:48:33.478 --> 00:48:34.998
So what percentage of people are you

00:48:35.039 --> 00:48:36.920
working with that come back and work with

00:48:36.940 --> 00:48:37.920
you in an ongoing manner?

00:48:38.221 --> 00:48:39.922
The clinics that we find that do the

00:48:39.961 --> 00:48:42.603
best, they end up being fifty,

00:48:42.664 --> 00:48:44.885
sixty plus percent of people on their

00:48:44.925 --> 00:48:46.646
schedules that are coming back kind of

00:48:46.726 --> 00:48:47.166
forever.

00:48:47.286 --> 00:48:49.788
And they're they're turning into they're

00:48:49.807 --> 00:48:51.849
doing a lot more proactive health,

00:48:51.869 --> 00:48:54.010
wellness, maybe lifestyle based work,

00:48:54.411 --> 00:48:55.132
longevity work.

00:48:55.731 --> 00:48:57.172
um, performance depending on their niche,

00:48:57.193 --> 00:48:57.813
things like that.

00:48:58.172 --> 00:48:59.914
And they're not being reactive anymore.

00:48:59.934 --> 00:49:00.773
So if you can get your,

00:49:01.014 --> 00:49:02.875
your percentage of schedule saturation,

00:49:02.896 --> 00:49:04.275
so let's say you have a hundred visits

00:49:04.396 --> 00:49:04.876
in a month,

00:49:05.157 --> 00:49:06.396
you're saying you're getting a sixty out

00:49:06.416 --> 00:49:06.856
of a month,

00:49:07.137 --> 00:49:08.538
fifty to sixty are people that are coming

00:49:08.557 --> 00:49:09.818
back that have already worked with you and

00:49:09.858 --> 00:49:11.500
their other half are roughly new people.

00:49:11.960 --> 00:49:13.661
And here go back to a previous question.

00:49:13.840 --> 00:49:14.021
Um,

00:49:14.041 --> 00:49:15.681
those people are easier to market to

00:49:15.722 --> 00:49:16.802
because you probably have their phone

00:49:16.822 --> 00:49:18.882
number and their email address and they at

00:49:18.922 --> 00:49:20.423
least trusted you once.

00:49:21.003 --> 00:49:21.724
That's warm.

00:49:21.784 --> 00:49:22.445
That's not cold.

00:49:22.847 --> 00:49:24.148
Well, not only that, I mean,

00:49:24.188 --> 00:49:28.309
so normally our profession is taught solve

00:49:28.329 --> 00:49:29.989
the injury discharge because that's what

00:49:30.050 --> 00:49:31.451
insurance tells you to do.

00:49:31.530 --> 00:49:32.710
And we have never been taught how to

00:49:32.751 --> 00:49:33.172
sell this.

00:49:34.351 --> 00:49:34.791
I didn't learn it.

00:49:34.871 --> 00:49:35.813
I was in the fucking military.

00:49:35.853 --> 00:49:37.574
You think we were coming back to me?

00:49:38.414 --> 00:49:40.335
So do performance work, maintenance?

00:49:40.416 --> 00:49:41.317
No, come on, man.

00:49:41.858 --> 00:49:43.179
So I didn't know the first thing about

00:49:43.219 --> 00:49:44.701
this and I didn't even realize that it

00:49:44.740 --> 00:49:46.262
was important until years into starting my

00:49:46.302 --> 00:49:46.583
clinic.

00:49:46.623 --> 00:49:48.625
But if you can learn this from the

00:49:48.684 --> 00:49:51.887
get-go and you can understand that you're

00:49:51.907 --> 00:49:53.869
solving a first problem with somebody,

00:49:54.110 --> 00:49:54.911
but then you have the...

00:49:55.891 --> 00:49:58.775
the luxury of asking them,

00:49:59.436 --> 00:50:01.016
what do you want to do next?

00:50:01.637 --> 00:50:02.918
Have you ever thought about what you want

00:50:02.938 --> 00:50:03.239
to do?

00:50:03.338 --> 00:50:04.500
Are there any physical goals?

00:50:04.519 --> 00:50:06.342
Are there any things that you think that

00:50:06.382 --> 00:50:07.762
maybe you couldn't get back to or you

00:50:07.782 --> 00:50:09.364
could do that you've always wanted to?

00:50:10.146 --> 00:50:11.146
And it can be very simple stuff.

00:50:11.706 --> 00:50:12.628
But once you ask them that,

00:50:12.648 --> 00:50:14.128
and that opens up the opportunity for them

00:50:14.168 --> 00:50:15.590
to think about what they want to do

00:50:15.610 --> 00:50:16.590
with their vehicle in life.

00:50:17.170 --> 00:50:18.431
And if you're a fit to help them

00:50:18.891 --> 00:50:22.034
do those things and stay ahead of these

00:50:22.114 --> 00:50:22.974
injuries that pop up,

00:50:22.994 --> 00:50:24.195
and obviously things still happen,

00:50:24.235 --> 00:50:26.777
but be able to be proactive with people,

00:50:27.137 --> 00:50:28.378
that is what people are looking for.

00:50:28.739 --> 00:50:29.900
And that is where we miss out on

00:50:30.260 --> 00:50:31.681
massive amounts of lifetime value.

00:50:31.780 --> 00:50:32.621
And more than anything,

00:50:32.822 --> 00:50:36.284
massive amounts of beneficial work with

00:50:36.304 --> 00:50:38.306
people that is life changing for them.

00:50:38.365 --> 00:50:38.545
Yeah.

00:50:39.952 --> 00:50:42.253
you mentioned one part of one of the

00:50:42.293 --> 00:50:43.675
reasons maybe you wrote the book or wrote

00:50:43.715 --> 00:50:44.454
the second one was like,

00:50:44.775 --> 00:50:46.155
if I could help people look around

00:50:46.215 --> 00:50:47.416
corners, like that's a really,

00:50:47.577 --> 00:50:47.916
I like that.

00:50:47.936 --> 00:50:49.077
It's like a concrete thing you can

00:50:49.097 --> 00:50:49.418
picture.

00:50:49.679 --> 00:50:50.978
So if you had to do it all

00:50:51.039 --> 00:50:51.579
over again,

00:50:52.320 --> 00:50:53.501
what's a thing you might've done

00:50:53.561 --> 00:50:54.822
differently if you could have looked

00:50:54.842 --> 00:50:56.822
around a corner?

00:50:56.902 --> 00:50:59.704
I mean, take this as you want,

00:50:59.724 --> 00:51:01.306
because obviously we work with people to

00:51:01.326 --> 00:51:03.067
help them with their business side,

00:51:03.106 --> 00:51:05.088
but I would've got somebody to help me

00:51:05.128 --> 00:51:05.889
much earlier.

00:51:06.009 --> 00:51:07.610
I mean, the reality is,

00:51:09.170 --> 00:51:11.371
I think some people I say this,

00:51:11.391 --> 00:51:12.612
but I probably still wouldn't have done it

00:51:12.911 --> 00:51:15.233
because my ego wouldn't have let me.

00:51:15.853 --> 00:51:18.175
And I just didn't want I didn't want

00:51:18.255 --> 00:51:20.217
I didn't want anybody to have any like

00:51:20.496 --> 00:51:21.518
say over.

00:51:21.577 --> 00:51:22.057
Oh, Danny,

00:51:22.358 --> 00:51:23.958
because of this is why he was successful.

00:51:24.179 --> 00:51:24.378
Right.

00:51:24.739 --> 00:51:25.699
It was because I just want to figure

00:51:25.719 --> 00:51:26.521
it all out by myself.

00:51:26.681 --> 00:51:27.942
As painful as that was,

00:51:28.382 --> 00:51:30.523
as expensive of lessons I had to learn,

00:51:30.583 --> 00:51:32.565
especially when we scale to our first

00:51:32.605 --> 00:51:32.925
clinic.

00:51:33.465 --> 00:51:34.686
i mean i did everything wrong i mean

00:51:34.706 --> 00:51:36.887
we we we went from a hundred thousand

00:51:36.907 --> 00:51:38.489
dollars in our operating account to like

00:51:38.730 --> 00:51:40.592
five grand you know it could even make

00:51:40.652 --> 00:51:43.414
payroll and i i just up all these

00:51:43.454 --> 00:51:45.275
things in the build out process i i

00:51:45.356 --> 00:51:47.137
prepaid all this stuff i got delayed

00:51:47.297 --> 00:51:49.679
months i'd already hired staff like i we

00:51:49.900 --> 00:51:51.681
literally almost ruined our business in

00:51:51.702 --> 00:51:53.824
the process of growing because we had

00:51:53.864 --> 00:51:55.485
figured some things out but then it was

00:51:55.525 --> 00:51:56.907
almost like we created a car we didn't

00:51:56.927 --> 00:51:57.527
know how to drive

00:51:57.987 --> 00:51:59.550
And we're about to crash and burn.

00:51:59.889 --> 00:52:00.931
So for me,

00:52:01.110 --> 00:52:02.592
what I would have done is I would

00:52:02.612 --> 00:52:03.972
have gotten help from people that have

00:52:03.992 --> 00:52:04.793
already done what I'm trying to do.

00:52:04.914 --> 00:52:06.135
And I'm so fast to do that now,

00:52:06.175 --> 00:52:06.494
by the way.

00:52:07.416 --> 00:52:08.896
If there's anything that I can't figure

00:52:08.956 --> 00:52:09.077
out,

00:52:09.338 --> 00:52:10.378
I go and figure out who I can

00:52:10.398 --> 00:52:11.539
just hire to teach me this thing or

00:52:11.579 --> 00:52:12.780
what groups already figured this out or

00:52:13.021 --> 00:52:14.541
whatever program that I sign up for.

00:52:14.561 --> 00:52:16.483
I do this every single year because it's

00:52:16.523 --> 00:52:17.605
almost like I'm trying to make up for

00:52:17.625 --> 00:52:18.885
the stupid shit I did early on.

00:52:18.945 --> 00:52:20.847
So I would do that because that's the

00:52:21.068 --> 00:52:21.688
easiest thing to do.

00:52:22.148 --> 00:52:23.389
I don't know an easier path to get

00:52:23.409 --> 00:52:24.269
where you want to go than just find

00:52:24.289 --> 00:52:24.990
somebody who's already done it.

00:52:25.498 --> 00:52:25.757
Smart.

00:52:26.038 --> 00:52:27.219
When you put it like that, Danny,

00:52:27.259 --> 00:52:28.259
it makes complete sense.

00:52:28.298 --> 00:52:29.579
So stop making so much sense.

00:52:29.960 --> 00:52:31.119
Last thing, this is just personal.

00:52:31.360 --> 00:52:33.001
What's your favorite way to reset when

00:52:33.021 --> 00:52:33.641
you're burned out?

00:52:33.721 --> 00:52:34.481
Doing whatever you do.

00:52:34.501 --> 00:52:36.021
You mentioned battery drained, right?

00:52:36.362 --> 00:52:37.842
Getting together with people helps charge

00:52:37.862 --> 00:52:37.902
it.

00:52:37.922 --> 00:52:40.724
But what's your favorite way of resetting,

00:52:40.764 --> 00:52:41.905
recharging when you get that?

00:52:42.860 --> 00:52:43.041
Man,

00:52:43.121 --> 00:52:45.583
I just like to spend time with my

00:52:45.603 --> 00:52:46.123
family, dude.

00:52:46.423 --> 00:52:48.585
It's like zero work.

00:52:48.766 --> 00:52:49.746
Go play basketball.

00:52:49.967 --> 00:52:51.208
Go through the Frisbee around.

00:52:51.528 --> 00:52:53.289
Get outside with our dogs.

00:52:54.490 --> 00:52:56.293
Go and enjoy Atlanta.

00:52:56.532 --> 00:52:57.454
We live in a beautiful city.

00:52:57.753 --> 00:52:59.275
It's very easy to bike around here.

00:52:59.295 --> 00:53:01.978
We live close to where the Beltline is

00:53:01.998 --> 00:53:02.257
here,

00:53:02.297 --> 00:53:03.679
which helps us get kind of all over

00:53:03.699 --> 00:53:04.579
the city where we want to go.

00:53:04.960 --> 00:53:05.960
I like to get up to the mountains.

00:53:05.981 --> 00:53:07.181
I like to go trout fishing up there.

00:53:08.342 --> 00:53:08.583
You know,

00:53:08.623 --> 00:53:10.545
it's it's just being outside and being

00:53:10.565 --> 00:53:12.248
around my family is like the number one

00:53:12.268 --> 00:53:12.467
way.

00:53:12.509 --> 00:53:13.670
It doesn't have to be anything crazy.

00:53:13.710 --> 00:53:16.152
You know, I'm not doing like these,

00:53:16.393 --> 00:53:16.753
I don't know,

00:53:16.833 --> 00:53:18.275
silent retreats for a week to try to

00:53:18.295 --> 00:53:19.958
find out who I am as a person.

00:53:19.978 --> 00:53:20.117
Like,

00:53:20.177 --> 00:53:21.340
I just want to chill with my kids

00:53:21.360 --> 00:53:23.722
and my wife and not have to worry

00:53:23.742 --> 00:53:24.324
about, you know.

00:53:24.784 --> 00:53:25.885
whatever business stuff is going on,

00:53:25.925 --> 00:53:27.525
but ironically I work with my wife.

00:53:27.565 --> 00:53:29.166
So even when we're around each other,

00:53:29.186 --> 00:53:30.268
there still tends to be business

00:53:30.288 --> 00:53:31.748
conversations, but I just,

00:53:31.969 --> 00:53:33.550
I purely just enjoy, uh,

00:53:33.610 --> 00:53:34.451
being with my family and,

00:53:34.771 --> 00:53:35.291
and it's not easy.

00:53:35.311 --> 00:53:36.431
It's not hard for me to shut down

00:53:36.472 --> 00:53:37.411
anymore because it's,

00:53:37.652 --> 00:53:39.014
that's something I've had to work really

00:53:39.054 --> 00:53:39.653
hard at doing.

00:53:40.193 --> 00:53:40.835
Um, you know,

00:53:40.875 --> 00:53:43.195
so proximity to that is very easy.

00:53:43.456 --> 00:53:45.057
I, as soon as, um, we're done here,

00:53:45.077 --> 00:53:46.157
I'm probably going to go shoot hoops with

00:53:46.177 --> 00:53:47.918
my son in the driveway and, and, and,

00:53:48.099 --> 00:53:48.139
uh,

00:53:48.260 --> 00:53:50.081
and enjoy the nice sun that's out today

00:53:50.121 --> 00:53:50.260
here.

00:53:50.280 --> 00:53:50.880
All right.

00:53:50.900 --> 00:53:51.702
Last thing we do, you know,

00:53:51.722 --> 00:53:52.782
this is the parting shot.

00:53:53.961 --> 00:53:56.003
This is the Parting Shot.

00:53:56.525 --> 00:53:57.925
One last mic drop moment.

00:53:58.586 --> 00:53:59.387
No pressure.

00:53:59.827 --> 00:54:01.971
Just your legacy on the line.

00:54:02.550 --> 00:54:03.592
Just your legacy on the line.

00:54:03.932 --> 00:54:05.695
Last thing we do is just a mic

00:54:05.715 --> 00:54:05.894
drop.

00:54:06.114 --> 00:54:07.637
What's one thing or idea you could

00:54:07.677 --> 00:54:08.077
reiterate?

00:54:08.097 --> 00:54:09.478
An idea you already shared or come up

00:54:09.498 --> 00:54:10.239
with something new?

00:54:10.320 --> 00:54:11.521
What's your parting shot for today?

00:54:13.208 --> 00:54:13.588
I mean,

00:54:14.550 --> 00:54:16.552
I think the biggest thing for people that

00:54:16.612 --> 00:54:18.594
are listening to anything like this is

00:54:18.635 --> 00:54:19.775
just figuring out, you know,

00:54:19.835 --> 00:54:21.257
these three paths that I talked about.

00:54:21.557 --> 00:54:24.442
I see so many people that they just

00:54:24.581 --> 00:54:26.465
it's almost like they're they're like in

00:54:26.505 --> 00:54:26.885
pain.

00:54:26.905 --> 00:54:28.567
They're trying to figure out what to do

00:54:28.586 --> 00:54:29.108
with their life.

00:54:29.148 --> 00:54:29.849
And I've been there, too.

00:54:31.206 --> 00:54:32.146
And it's hard because you don't want to

00:54:32.166 --> 00:54:33.007
make the wrong decision.

00:54:33.507 --> 00:54:36.668
So I would reiterate the fact that you

00:54:36.708 --> 00:54:38.668
need to take some time to really think

00:54:38.708 --> 00:54:39.809
through what you want to do.

00:54:40.208 --> 00:54:44.010
And once you feel somewhat confident about

00:54:44.250 --> 00:54:45.010
the right direction,

00:54:45.231 --> 00:54:46.431
then just take action on that.

00:54:46.731 --> 00:54:47.630
But I think for a lot of people,

00:54:47.650 --> 00:54:48.831
they don't take action because

00:54:49.411 --> 00:54:51.052
They never take the time to actually

00:54:51.172 --> 00:54:52.554
really think about what they want.

00:54:53.815 --> 00:54:55.036
You know, like, like not, not even,

00:54:55.115 --> 00:54:56.056
not necessarily even what they'll do with

00:54:56.077 --> 00:54:56.436
their career.

00:54:56.737 --> 00:54:58.237
What life are they trying to live?

00:54:58.498 --> 00:55:00.639
Like what's a perfect week, month, year?

00:55:00.900 --> 00:55:01.820
Like what's it, what, what is,

00:55:02.041 --> 00:55:03.782
what is a perfect life look like to

00:55:03.822 --> 00:55:04.121
you?

00:55:04.581 --> 00:55:06.704
And then start to reverse engineer what

00:55:06.744 --> 00:55:08.164
that looks like and what gets you there.

00:55:09.344 --> 00:55:09.806
That's it.

00:55:09.865 --> 00:55:10.065
Yeah.

00:55:10.166 --> 00:55:11.447
And, and for most people,

00:55:11.547 --> 00:55:13.007
and this is actually something that we get

00:55:13.027 --> 00:55:14.168
to experience as PTs.

00:55:14.829 --> 00:55:15.610
And we've worked with like,

00:55:15.650 --> 00:55:17.590
I've worked with young kids up to people

00:55:17.630 --> 00:55:19.032
that are, you know, incredibly old.

00:55:19.572 --> 00:55:21.913
And what I always love doing,

00:55:22.012 --> 00:55:23.693
when anytime I have like older patients,

00:55:24.054 --> 00:55:25.675
I love asking them about their life.

00:55:25.974 --> 00:55:27.755
And I'll ask them if they regret things.

00:55:27.775 --> 00:55:28.317
Like it's, dude,

00:55:28.376 --> 00:55:29.317
the amount of people that I've had cry

00:55:29.336 --> 00:55:30.797
in my office when I ask this shit.

00:55:31.398 --> 00:55:32.818
And again,

00:55:33.219 --> 00:55:34.579
what you hear over and over and over

00:55:34.619 --> 00:55:37.420
again is people regret not just kind of

00:55:37.440 --> 00:55:38.581
like doing the shit that they wanted to

00:55:38.621 --> 00:55:38.762
do.

00:55:38.782 --> 00:55:39.963
They just end up doing stuff for other

00:55:39.983 --> 00:55:40.282
people.

00:55:40.842 --> 00:55:41.844
And they,

00:55:41.864 --> 00:55:43.125
then they were kind of stuck and they're

00:55:43.144 --> 00:55:44.545
stuck in a life that isn't necessarily

00:55:44.565 --> 00:55:45.045
what they wanted.

00:55:45.286 --> 00:55:46.947
So not to say whatever, it's,

00:55:47.027 --> 00:55:47.847
it's not the worst thing in the world.

00:55:47.867 --> 00:55:48.809
There's plenty of terrible things that

00:55:48.849 --> 00:55:49.248
happened that,

00:55:49.568 --> 00:55:50.949
that we're fortunate to be in the U

00:55:51.090 --> 00:55:52.110
S and not necessarily have to deal with

00:55:52.130 --> 00:55:52.911
lots of things that,

00:55:53.192 --> 00:55:54.192
that we take for granted.

00:55:54.431 --> 00:55:55.313
But damn, man,

00:55:55.333 --> 00:55:57.193
you have an opportunity to just like do

00:55:57.213 --> 00:55:59.255
what you feel compelled to do, do it.

00:55:59.275 --> 00:55:59.436
You know,

00:55:59.456 --> 00:56:01.257
we just have to come to the conclusion

00:56:01.277 --> 00:56:02.197
of what it is first.

00:56:02.458 --> 00:56:03.458
So you don't end up making all the

00:56:03.478 --> 00:56:05.219
wrong choices and end up like climbing the

00:56:05.239 --> 00:56:06.199
wrong mountain when you should have been

00:56:06.240 --> 00:56:06.880
doing this other thing.

00:56:07.280 --> 00:56:07.440
Yeah.

00:56:07.460 --> 00:56:08.362
All right.

00:56:09.983 --> 00:56:12.123
We'll see in Charleston in March saying

00:56:12.143 --> 00:56:12.284
that.

00:56:12.324 --> 00:56:16.146
So it's on this, this is timestamped.

00:56:16.567 --> 00:56:17.106
You're coming.

00:56:17.567 --> 00:56:18.447
It's a beautiful spot.

00:56:18.467 --> 00:56:19.228
We're going to be a wild.

00:56:19.387 --> 00:56:19.969
I mean,

00:56:19.989 --> 00:56:20.889
you don't ever have to twist my arm

00:56:20.909 --> 00:56:21.889
to go to Charleston ever.

00:56:23.610 --> 00:56:24.791
Are we going to go to King street?

00:56:24.811 --> 00:56:25.532
At least some,

00:56:25.771 --> 00:56:26.592
one of the nights or whatever.

00:56:26.612 --> 00:56:27.052
How's that work?

00:56:27.494 --> 00:56:28.496
No, I'm not.

00:56:28.876 --> 00:56:29.936
Uh, you can,

00:56:30.237 --> 00:56:32.358
but like where we're staying is at the

00:56:32.378 --> 00:56:32.677
beach.

00:56:32.838 --> 00:56:35.079
It's not that close to where you're at,

00:56:35.360 --> 00:56:36.181
but you, you could totally,

00:56:36.260 --> 00:56:36.701
if I was you,

00:56:36.740 --> 00:56:37.702
I would just stay for the weekend.

00:56:37.742 --> 00:56:38.862
We have a lot of people that'll stay

00:56:38.882 --> 00:56:40.744
for the weekend and, um, you know,

00:56:40.784 --> 00:56:42.144
and go, go check out King street.

00:56:42.244 --> 00:56:43.606
I actually love, I'll give you,

00:56:43.706 --> 00:56:44.686
I'll give you the low down of where

00:56:44.706 --> 00:56:46.027
I like to go in Charleston.

00:56:46.186 --> 00:56:46.987
It's not King street.

00:56:47.007 --> 00:56:48.309
Cause King street is like saying you're

00:56:48.329 --> 00:56:49.769
going to go to like, you know, uh,

00:56:52.579 --> 00:56:53.460
whatever yeah whatever you know some

00:56:53.519 --> 00:56:55.400
touristy spot in new york i want the

00:56:55.440 --> 00:56:57.222
inside track then man don't don't tell

00:56:57.242 --> 00:56:58.342
everybody because i don't want it to get

00:56:58.422 --> 00:56:59.764
out but just whisper it to me when

00:56:59.784 --> 00:57:00.244
we get off

00:57:00.688 --> 00:57:02.490
Yeah, okay, I'll tell you.

00:57:02.570 --> 00:57:03.371
I'll leave it at that.

00:57:03.672 --> 00:57:04.913
But it is the beach area,

00:57:05.112 --> 00:57:06.974
and it's not necessarily the city.

00:57:06.994 --> 00:57:07.996
The city is pretty amazing.

00:57:08.255 --> 00:57:08.556
Actually,

00:57:08.576 --> 00:57:09.297
if you want to do something cool in

00:57:09.317 --> 00:57:09.737
Charleston,

00:57:09.836 --> 00:57:11.018
my favorite thing to do in the city,

00:57:11.539 --> 00:57:12.260
when it gets dark,

00:57:12.659 --> 00:57:15.882
go walk around the sort of like battery

00:57:15.983 --> 00:57:18.864
area where it's all these old homes.

00:57:19.126 --> 00:57:21.208
And it's a lot of lanterns still.

00:57:21.527 --> 00:57:24.070
So it's like it has this really like

00:57:24.170 --> 00:57:24.771
unique vibe.

00:57:25.050 --> 00:57:26.612
creepy vibe.

00:57:26.773 --> 00:57:26.994
Yeah.

00:57:27.074 --> 00:57:28.474
And it's, and it's all like this,

00:57:28.514 --> 00:57:29.577
these gas lanterns.

00:57:29.617 --> 00:57:30.838
So it's not as much sort of like,

00:57:30.858 --> 00:57:32.820
it's not as bright and it's a really,

00:57:32.840 --> 00:57:34.864
really fun place to go just to stroll

00:57:34.884 --> 00:57:35.123
around.

00:57:35.563 --> 00:57:35.844
Love it.

00:57:35.864 --> 00:57:37.005
Danny, appreciate the time, man.

00:57:37.025 --> 00:57:37.646
Thanks as always.

00:57:37.887 --> 00:57:38.148
See you soon.

00:57:38.168 --> 00:57:38.989
Thanks for having me on.

00:57:40.853 --> 00:57:41.934
That's it for this one,

00:57:42.195 --> 00:57:43.815
but we're just getting warmed up.

00:57:44.335 --> 00:57:46.237
Smash follow, send it to a friend,

00:57:46.458 --> 00:57:48.139
or crank up the next episode.

00:57:48.639 --> 00:57:49.519
Want to go deeper?

00:57:50.000 --> 00:57:52.101
Hit us at pgpinecast.com.

00:57:53.402 --> 00:57:55.384
Or find us on YouTube and socials at

00:57:55.423 --> 00:57:56.644
pgpinecast.

00:57:57.065 --> 00:57:59.346
And legally, none of this was advice.

00:57:59.425 --> 00:58:01.047
It's for entertainment purposes only.

00:58:01.128 --> 00:58:02.507
Bullshit!

00:58:02.829 --> 00:58:03.429
See, Keith?

00:58:03.608 --> 00:58:04.690
We read the script.

00:58:04.969 --> 00:58:05.630
Happy now?