The Comeback is Always Greater than the Setback with Joey Seyforth

[00:00:00] Welcome to the Aaron LeBauer Show. This is the number one show for passionate, physical therapy

[00:00:10] and healthcare entrepreneurs looking to level up their income and impact on the world.

[00:00:15] If that's you then you're in the right place. So sit back, chill out and let's get into

[00:00:20] the show.

[00:00:21] Hey, welcome back to the Aaron LeBauer Show. Today I've got another guest interview for

[00:00:32] the show. Like I said, like you know it's been a long time since I've done some interviews

[00:00:36] and rolling out a handful of interviews of some amazing people who've done some incredible

[00:00:41] stuff. And today my guest is Joey C. Fourth from Comeback, Physical Therapy and Wellness

[00:00:47] and Denver, Colorado. So Joey, welcome to the show.

[00:00:51] Awesome man. Thanks for having me.

[00:00:54] Yeah dude. It's great to have you here. So you know we can talk about some of the things

[00:01:00] you've done recently but can you give me the just give listeners a little like 30 seconds

[00:01:06] to a minute? Like who are you? What do you do? Who do you help kind of thing?

[00:01:10] Yeah. So Dr. Joey C. Fourth on Physical Therapist, Athletic, Turner Strength, Dozing Specialists.

[00:01:16] I primarily work with Barbell CrossFit and Baseball Athletes in the North Denver area.

[00:01:21] Currently my practice is connected to CrossFit Salvo and Brighton, Colorado. And I have been

[00:01:29] doing this since January of last year. So about 13, 14 months right now.

[00:01:34] Wow. That's dope. Where were you 13, 14 months ago? And then what's happened in the last

[00:01:40] 13 months? So 14 months ago I probably had two thousand, two and a half came my bank.

[00:01:48] Started working with Brandon Smith. I literally told him like you know what? All my ex

[00:01:53] in one basket man, I really need help. He got me connected with a home hell job. And then

[00:01:58] I started seeing clients at a baseball gym downtown. I'd set up my table a couple

[00:02:03] nights a week where it started spreading. Get a couple people here and there. And then

[00:02:08] I went to PT BizCon and got to meet a lot of great people. And finally got to meet Owen

[00:02:14] Johnson. That's a whole nother story right there. But I started with the mastermind end of

[00:02:20] May early June. And that's where everything kind of just, that's where actually like the

[00:02:24] story starts. And then it just took off. Yeah. Dude, that's awesome. Let's see. Let's

[00:02:32] go. I want to go back a little bit. How'd you get into PT? And how'd you find yourself

[00:02:36] in this position where you only had a couple thousand bucks in the bank? So classic answer

[00:02:42] for a lot of people in PT school, right? I got injured. I went through all that stuff,

[00:02:46] right? So got injured in high school had looking back now awful PT. I had a Tbilisi

[00:02:52] Army surgery. I tried coming back for football the next year. Got injured again. So I switched

[00:02:58] to the athletic training route, did more sideline stuff started learning like you know hands-on

[00:03:02] stuff, taping ankles all that. Did my undergrad and athletic training and then my

[00:03:06] didn't massage therapy. And then went right into PT school at WashU in St. Louis. And it

[00:03:12] was 2020 graduated. Didn't know what I was going to do. And I moved back to my parents in

[00:03:17] Chicago. And I didn't want to be there. Literally was having breakfast with them one one Friday

[00:03:23] morning. And I said, Hey, there's this job in Kansas City. It's like a 50-50 commission

[00:03:27] model. One of my classmates told me about it two and a half weeks later, I had moved out there.

[00:03:34] I had my entire car, my bike like everything like I couldn't see out at any windows. And I moved

[00:03:40] out there and then I took a job. Job was going pretty good. And then I started you know finding

[00:03:48] a couple little red flags here and there about you know how we were getting paid in different

[00:03:52] things. And I thought that there would be something a little bit better. And while I was there,

[00:03:57] I got my dog, Shai. So she was a puppy. And then I met Hannah, my fiance, out there. And

[00:04:05] being started going a little rough in my last job. So we started looking at places in Denver.

[00:04:10] So I took a job in Denver at a cash practice. Long story short it didn't work out. So that's where

[00:04:18] I you know something forward here a little bit. That's when I met with Brandon when I had $2,000

[00:04:25] in my bank account because I wasn't getting paid what I was supposed to. I wasn't promised what I was

[00:04:29] given. And that's basically just let that fire in my butt that I can do this better. And here we are.

[00:04:36] Cool. So let's back up. What were the red flags? So you're in this job. It's a you know in Kansas

[00:04:42] city where the barbecue is pretty good right? Oh, absolutely. Absolutely. That's barbecue out there.

[00:04:49] So, but so you're what 5050 payment model was this in network like out orthopedic clinic type of thing?

[00:04:57] Yeah. Yeah. So it was like an in network in network and then there's also like a cash price.

[00:05:03] It's all one-on-one treatment. So it was about an hour for evaluations and 30 minute follow ups.

[00:05:09] And the way like that every insurance is has you know some payout more, some payout less. So

[00:05:15] it really comes down to billing purposes. But with this business there's a lot of turnover

[00:05:21] at the front desk. A lot of things were falling through the cracks. So when I would be running

[00:05:25] the numbers every month, my paychecks would be fluctuating so much even though I was seeing more people.

[00:05:29] And it just kind of like red flag number one was you're seeing you know 30 people a week instead of

[00:05:35] 20 but the paychecks not that much higher. Exactly. And oftentimes I was seeing more people but the

[00:05:41] paychecks were lower because Blue Cross Blue Shield and other providers weren't being built correctly.

[00:05:47] Right. So I had that and then I was also working Tuesday through Saturdays and I was trying to

[00:05:52] go off the Saturdays because I wanted to enjoy my weekends a little bit more and I got pushed back

[00:05:58] from one boss, one boss was on board and it was just like it was a lot of back and forth and I wasn't

[00:06:03] really feeling valued because they were hiring people and they were giving them the Monday through Friday

[00:06:06] schedule even though my schedule was one of the busiest especially for like a new grad out of school.

[00:06:11] So I just kind of felt like I wasn't getting like the respect that I deserved. Yeah. Were they

[00:06:16] like giving better schedules to more experienced therapists or I mean was it something like that or

[00:06:23] no not necessarily but like you know they would have like PT's and chiropractic

[00:06:28] chiropractor's in there and it just seemed like it wasn't all like the same vibe with it. So if

[00:06:35] they hired somebody new, they said they're getting Monday through Friday. Yeah. Even though I was on

[00:06:39] Tuesday through Saturday, I was told that the year marked that I can switch off. I kept on giving

[00:06:43] pushed out further and further and further and then I basically like me and one of my bosses kind

[00:06:49] of got into it. I said on a like a Friday morning was like 6.30 a.m. I was like hey I went off this

[00:06:54] he said no and that kind of honestly pushed me to start looking elsewhere. I was like I think

[00:06:59] I know we're on that. Yeah. So you tolerated that for a year? Yeah. Yeah. Overall it was very good.

[00:07:06] I you know, I really liked it like great co-workers, great atmosphere and stuff like that but

[00:07:11] it's just not everybody was on the same page and it was just frustrating.

[00:07:15] So then it was it like oh yeah sweet let's go to Denver. I mean you know like I don't think it

[00:07:20] was that is that easy to relocate so was it like did you choose Denver or did you look for a job

[00:07:27] and think and the job was in Denver? Yeah. So before PT school me and a couple of my buddies we

[00:07:35] went on a camping trip. We went to Utah or Zona, Colorado and we were all sitting around

[00:07:40] on fire and I'm like I'm totally gonna move out here after I graduate and of course everyone's

[00:07:43] like oh yeah like we're gonna do it too and then during COVID 2020 I was gonna do travel PT

[00:07:50] and like even before that I was actually actually interviewed for the Indianapolis Colts

[00:07:54] two or three weeks before COVID. So I was kind of just you know rolling with the punches here trying

[00:08:00] to kind of see like where I can navigate pick up where I needed to go but I always knew I wanted

[00:08:05] to be in Denver and then I was trying to find a cash physical therapy spot because I was just so

[00:08:11] sick of the insurance model. I was getting denied reimbursement by treating the entire body even

[00:08:16] though somebody like somebody really needed it they were getting results but because I wasn't

[00:08:21] just treating their back or treating their knee I kept on getting the denial from people so then

[00:08:26] I was told that I need to treat differently. I need to write my notes differently and I was like this

[00:08:31] is so dumb I didn't go to school to write notes. I wrote I went to school to help people get out of

[00:08:36] pain and move better and get to an active lifestyle. So I just thought like I was handcuffed in the

[00:08:41] insurance model and I was done with it. So when I went to that other cash practice it allowed me

[00:08:46] to be more autonomous treat how I wanted to and honestly give people way better a lot quicker.

[00:08:52] Yeah but that ultimately didn't work out either right? Right so I think like the quick thing is

[00:09:00] the lesson is what were you promised and what happened and you know really then it's like how do

[00:09:05] we do it differently next time but like so what were you promised what was the what was the promise

[00:09:10] what was the experience and you know like what happened there? Yeah so the promise was that I was

[00:09:18] going to be getting like kind of training mentorship learning how to you know navigate the ropes

[00:09:23] in the cash physical therapy model because this is a lot different right? You know working with

[00:09:27] people not the insurance model when I got out there it was pretty awesome the first month. I felt

[00:09:33] like I wasn't even working because I honestly wasn't I was just shadowing I was like going to the

[00:09:37] clinic and you know doing different things but I always either had a text or I got texted like

[00:09:42] the night before like 8 8 30 at night knowing not knowing what I need to do the next day or what

[00:09:48] I should even be working on. I was just told to go market I'm like what does that mean? Does that so

[00:09:52] I joined like a B&I group and I started meeting people I started getting coffee with people started

[00:09:56] getting beers with people I started dropping into gyms but once again I didn't I've never done a

[00:10:01] workshop I've never done like I did workshops previously but it's a different route going about it

[00:10:06] like this so I felt stuck and I kind of felt like that I was doing a lot of stuff on my own

[00:10:14] but not getting the risk to reward of being a business owner myself. So you're putting out risk

[00:10:21] in time but not really getting the reward back exactly and we were in the whole every single month

[00:10:26] like it was not enough to live on in Denver so you know Hannah moves out here she gets a new job

[00:10:33] we were dating about 10 months at the time so it's hard enough to like you know get her to move

[00:10:38] out here and then we're we think we have this you know match made in heaven we got this perfect

[00:10:43] job we got the mountains all this stuff and then it wasn't it wasn't what we wanted to be at all

[00:10:49] and I honestly felt like I was really really stuck and it was honestly pretty depressing and it

[00:10:53] just felt like a ticking time bomb. Yeah was it where are you getting paid similarly where you can

[00:10:59] pay like a flat rate or percentage or was it what was what you were getting paid relying on you

[00:11:04] doing the marketing versus treating patients like where did that kind of break down. So it was a six

[00:11:10] month yeah like sign on where I got paid a certain number each month to live on but out here in

[00:11:18] Denver it's a lot more expensive than what it was in Kansas City so I had that and then at the six

[00:11:25] month mark it was supposed to transition to where I was getting paid like per session but my case

[00:11:31] load was not busy at all. Like I barely had people on there I just I was coaching you know classes

[00:11:39] that were connected to the PT gym space I was doing these different things but I just I didn't

[00:11:45] have a roadmap I didn't have a game plan I didn't know how I was supposed to be navigating

[00:11:50] different things so I just kind of felt like I was running around with my head cut off for the longest

[00:11:54] times. Yeah so what was the like where what was the transition or the thing that happened or this

[00:12:02] realization you had where you're like you know I'm gonna go do this too like or did you not go from

[00:12:07] there to starting or a thing did you go back to home health like how did like what happened next?

[00:12:12] Yep so you know after long discussions with Hannah and kind of planning everything out

[00:12:19] in January of last year I got my LLC like on January 12th or 13th I started home health on the

[00:12:26] 17th so during that time because I quit in December so I had like a month month and a half

[00:12:33] basically what I was doing is I was just making the proper steps with everything you know

[00:12:37] making sure I had a business bank account and give my EIN all these different all that different stuff

[00:12:41] but one thing I started doing is I bought a $20 tripod I had a little rolly chair right here

[00:12:48] and I just started talking in front of camera and started making content it sucks if you go on my

[00:12:52] Instagram and you and you go back a year ago you would be laughing at the videos like that

[00:12:56] the edits are all over the place the the words aren't even on the screen all that different stuff

[00:13:01] but that allowed me to get the reps and to learn everything and then I got to feel more comfortable

[00:13:06] in front of the camera and talking and then one of the connections that I had from my previous

[00:13:11] employer out here was a baseball coach and he basically told me you know as soon as you go on your

[00:13:17] own reach out to me so I did and he called me into his office and I go into his office I was a little

[00:13:23] confused as well as there and he you know we talked back and forth for 15 20 minutes and he kind

[00:13:28] of he asked me this question he's like would you help me with baseball programming if I ever needed it

[00:13:33] and I immediately was like absolutely man I freaking love doing that stuff he said great

[00:13:38] and he reaches into his desk and he flicks me a key and I'm like oh what's this for

[00:13:42] he's like the business owner of me wants to charge you to come in here but he's like you've

[00:13:46] been so helpful with all my stuff and the results that you provided my son he's like I'm

[00:13:50] gonna do this for you he's like your code is right here you can come in here 24-7 whenever you need to

[00:13:55] he's like if we have workout classes just go into the basement with your table so that's what I would

[00:14:00] do and that was my that was my initial start I would set up in the corner of the gym I'd work with

[00:14:04] one or two athletes then more people started coming up to me then where am I'll start spreading so

[00:14:10] his name's Todd and he's like an absolute rock star we still keep in contact he still

[00:14:14] sends me baseball guys and we still do phone calls you know every few weeks now but he was the

[00:14:19] one that kind of really allowed me to jumpstart this stuff and to get my confidence give my hands

[00:14:24] on skills and also getting in front of people again yeah that's awesome dude um what were the

[00:14:30] things like what were like one or two things like had you get your first couple patience to pay

[00:14:35] you cash like what were the was it a referral from Todd or was it a pre-existing patience was

[00:14:40] it something else yeah so the first one was from Todd I had no idea what the hell I was doing

[00:14:47] I was so nervous I'm like getting in there and you know I'm talking with a mom on the phone

[00:14:52] and she's like okay like let's uh let's let's do a session so I do a session and I basically

[00:14:57] you know he was dealing with some hamstring issues and I was like you know what let's do a six pack

[00:15:03] this is the cost and I provided value he was already getting some quick wins and I basically laid

[00:15:09] out how we were gonna get him there and she wrote me a check nice attack for a couple thousand dollars

[00:15:14] I came home and Hannah's like what how did you do that and then it turned into like another check

[00:15:21] and then another one and then people started talking more and then the word of mouth started spreading

[00:15:26] and I was on I was on a call with my buddy Brandon he's in Indiana and he told me he's like dude you're

[00:15:34] doing all the right things he's like but you need to have a physical space because at this time

[00:15:37] I was driving I was going to that gym I would be driving home health all day three four hours

[00:15:42] then I would be going into people's homes with my table they were working with a baseball kid

[00:15:45] is living there's a dog running around you know I was looking back now it always kind of crack

[00:15:50] it makes me crack up thinking about where we all started but I started doing all those things

[00:15:55] and then in April I got into the CrossFit gym and I started working out there start providing value

[00:16:02] and then got one person then another then another then another and then it just kind of expanded

[00:16:07] and then I became the CrossFit guy and then that expanded to other gyms and that's where we're at

[00:16:12] that's dope so um let's see so January a little year ago you're just getting started you get this

[00:16:20] first patient a few months late like at that time I think that's when you were working with

[00:16:25] Brandon Smith right yeah yeah and you started with his program what was it that you did like

[00:16:31] because then you started working with me and like I think it was May may or April April

[00:16:36] May. Yeah it makes it like what was it that you felt like all right like you know I need to get

[00:16:42] X I don't know like were you hesitant to get started too soon was there just a plan that you had

[00:16:47] like hey when I do this we're doing that like what was that like thought process of business ownership

[00:16:53] going you know like help getting help in mentors to because even oh I know Owen helped you with

[00:16:58] some stuff too like because he's been in both of our programs at the same time you know like

[00:17:02] what was that thought process because you know I think other people need to know like

[00:17:07] what you how you were operating because your results just started accelerating through that time as well

[00:17:13] yeah so PT BizCon I knew that it wasn't a matter of like if it was just a matter of when

[00:17:20] yeah so you know was that was that in March or yeah that was March like March 20thish okay

[00:17:27] thanks so March 20th because I talked with you that first night I was like hey man I have a

[00:17:32] I have a CrossFit space that I'm gonna do and you kind of talk me through like hey make sure that

[00:17:36] like it's a flat rent like all these different things and it worked out so I got into the space

[00:17:43] and then basically you know I think I think it was may it was it was like a couple weeks before I joined

[00:17:50] I was so dead from working home health all day and I'm sitting outside the gym and we're on a call

[00:17:55] I'm in the car and I'm like man I need to I need to figure something out and you're like you know

[00:18:00] what like let's get you these quick wins we get you in the program so you kind of told me about

[00:18:05] like the marketing strategy you helped me write Tobi for one of my marketing events for a CrossFit

[00:18:10] workshop and from that workshop like I think I got like three or four people and then I was like

[00:18:15] you know what all right I'm ready so I joined up with the program and that's when everything just kind

[00:18:20] of shot up yeah dope when when did you quit your home health job and then what like what changed

[00:18:26] what made the big difference so I was trying for like a month or two I kept on trying to cut my

[00:18:33] hours back for home health and they kept on giving me the go around they said oh yeah like we'll

[00:18:37] get to it at the end of the month all these different things and then I was on one of Brandon's calls

[00:18:42] and Brandon and Owen called me out on the call and they basically told me they're like okay how much

[00:18:49] money do you have saved up in the bank I told them they're like okay so that's enough for three months

[00:18:53] leading events that I said yeah and they said jump so that was July so literally like two days later

[00:19:00] I called my boss and I was like hey listen like I'm done like I'll put it in like my two weeks thing

[00:19:07] but she was understanding with everything there so I quit my home health job and then I proposed

[00:19:12] to Hannah in the same week and I just felt like this huge relief of everything that I was holding

[00:19:18] out of my shoulders just go and then I basically knew like you know we were celebrating like I was

[00:19:24] getting engaged and everything and I was sitting there at the table I'm like all right like

[00:19:29] this has to work now like no safety net like the home health people they're like well I don't

[00:19:33] see like hold on to the bag in case like you do it I'm like no no like if I quit I'm done

[00:19:37] I might take everything so I take my name tag take my badge like I don't want anything I'm burning

[00:19:41] everything like burn the ships so that was huge and then it allowed me to focus more on the business

[00:19:47] and started starting to get into my groove and start figuring things out and honestly it was stressful

[00:19:53] because I knew I had to make it work but also was less stressed because I had more time to approach

[00:19:57] everything and attack things yeah what were you like just like monthly revenue what were you making

[00:20:04] like right around then in the spring and like May then you know then what like and they just kind

[00:20:09] of walk us through like monthly revenue like May fall like the couple big jumps you've had and up

[00:20:13] and through like the beginning of this year yeah so June when I started like with the mastermind

[00:20:19] like right right around there it was about six thousand and then once in July it jumped up to 14

[00:20:28] so that was like my highest month I was still working at home health but then as soon as I quit

[00:20:32] home health that's when I cleared over 20 20 thousand so then it bumped up to 22 and then consistently

[00:20:39] now one two three four five six seven the last seven months have all been over 20 thousand dollars

[00:20:44] and since the so I think you said you did like even like what 30k November December and then

[00:20:51] you hit a 44k month in January so the highest month I had was October 2023 at $26,000

[00:20:59] January last month was 44,000 yeah that's fucking dope dude I told that to someone the other day

[00:21:05] and they got mad I just want you yeah I think I sent you a message right like they got mad

[00:21:12] like how these newer grads and young PT's do this and I was like well they had I mean Joey

[00:21:16] didn't have 20 years or 15 years of stuff to unlearn most people like are like will not believe me when

[00:21:22] I tell them like what some of the people in our program are doing but you know how did you make it work

[00:21:29] so that month and every month I did this all just by myself Hannah would help out

[00:21:35] and she's honestly we actually retired her from hair like two weeks ago

[00:21:40] and gradually she's oh yeah it's freaking awesome so now she's able to help out with the

[00:21:45] business with everything but last month I like right before she quit I texted her I was at the

[00:21:51] office it was like nine nine thirty at night I'm like you need to quit I'm like I can't I can't

[00:21:55] physically keep doing this and the crazy thing is is like I'm not seeing like a huge amount of like

[00:22:00] volume like patient wise the most I've ever seen the week is 25 but because of that I'm able

[00:22:05] to focus so much time and effort on these clients so they are all marketing now for me so when

[00:22:11] people go out and like they come in they understand like hey like you know what Joey knows this

[00:22:16] stuff Joey's expensive but he's gonna give me those results so when people start seeing that

[00:22:20] and they start coming in the door it's just it's basically like a snowball effect and the other

[00:22:25] thing that I think a lot of people miss out on or they basically take it to heart too much is

[00:22:31] they can't take they can't take it on the chin if somebody says no to you move on it's all about

[00:22:38] the next at that because when I am early on when I started this I used to get oh man like I don't

[00:22:43] know what they don't want to work with me if somebody says no I think it's a blessing I'm like

[00:22:47] you know what that's awesome like like let's not like or something that's not there continue on

[00:22:52] what you're doing or hopefully you find your stuff elsewhere so the sooner that I was able to

[00:22:57] take it on the chin and learn from that and go through everything the better I was able to

[00:23:02] learn the skills and to go through all their things I also understood I also knew that my

[00:23:07] price point higher okay so I need to make sure that my communication and my message is clearly

[00:23:12] getting across to someone as to show them why I'm the provider that's actually gonna get them

[00:23:17] the results and why they're not going to get the same thing if they go to traditional p3 or

[00:23:21] tire of practical basically you know get some needle stuck in their back so building buy-in was

[00:23:27] one of the biggest things and that was one of the things that I presented at the masterminds

[00:23:32] I think I don't even know what month that was September maybe September yeah yeah yeah yeah

[00:23:39] yeah so like you know my whiteboard presentation yeah it was nothing it was nothing crazy that I

[00:23:45] thought but as I was doing with people it was honestly more for me to gather my thoughts to show

[00:23:51] them like hey like here's your goals at the top this is what phase you're on this is where we want to

[00:23:56] get you to here's the deficits here's a pain traffic light to navigate it and just showing people

[00:24:01] the process and the roadmap of how we're gonna get them from point A to point B and it was something

[00:24:07] that I never did in the insurance model because I didn't have to people would just get a script and

[00:24:11] they would come in but showing people what they what they need to do and then getting the light bulb

[00:24:16] moments where they're connecting the dots has been one of the biggest things for me and learning to

[00:24:21] take a step back and start to read what people need to hear and check in the boxes for what they

[00:24:27] need to get them better yeah those are like the biggest things that have really helped me get to where I'm at

[00:24:32] yeah that's awesome congratulations that's so dope thank you yeah I think it's and I'm pretty sure

[00:24:39] I told you this but it's you know I think the thing that I remember when I started working with

[00:24:43] Owen three years ago and I said hey I'm gonna teach you this but it's your job to go make it

[00:24:48] better and teach it back to everyone you know and I walked him through like how to raise his rates

[00:24:53] and because he was going charge 75 bucks and we did 7500 is first month you know he won the 2000

[00:24:58] dollar weekend challenge that I was like you gotta go sell and I was like here do this process and

[00:25:04] he went and he improved the sales process that I taught him in the net and then I like I'm seeing

[00:25:09] you present last September I'm like we shit like Joey took it to another level but it was like

[00:25:14] because I know that he worked with you along the way to kind of you know you learned some of this

[00:25:18] through the program and through him but it was just like it just went like up to levels and then

[00:25:22] you taught it back to everyone and then since then other people are using that some of those same

[00:25:27] concepts that you taught and I just think that's really dope I think that's so cool like

[00:25:32] you know that that you could take something that you know I tried I figured out a while but I had

[00:25:37] to figure out and learn from outside the industry a while back and just like making it better and

[00:25:41] making it work really well for you so one congratulations to like as a coach I think that's like

[00:25:47] one of the coolest things ever you know um can you like explain like what are the main fate like as

[00:25:54] you're bringing people in for sale for a sales process for the sales process can you just explain like

[00:26:01] what are there's like three phases of the process that you use or the three big questions you ask

[00:26:07] like how do you get people um who want to who expected pay a copay to pay you 300 bucks an hour or

[00:26:14] more you know like paying you you know thousands of dollars for these programs like how do you get them

[00:26:19] to say yes like what's that you know without going through a whole hours long thing like what are

[00:26:23] the big steps like people big targets people need to make sure they hit with their patients to do

[00:26:29] yeah absolutely so it always starts with like a phone call or you know them getting them on the

[00:26:35] schedule right so I have a good idea from the phone call like what they have going on I take some

[00:26:39] notes and then with the intake paperwork I kind of have a have a general idea where they're at

[00:26:46] and like their goals and what they think is going on so when the person comes into the room with me

[00:26:51] I start out like very light conversation getting to know them and I'm letting them tell their story

[00:26:58] you know I'll sit there and you know we'll talk about them like all right you know what

[00:27:02] take the floor tell me your story and I keep it like that because somebody can take it whatever

[00:27:07] direction that they want to go and I'm gonna go along for the ride if they if they're going too far

[00:27:11] out and I got a real and back in that's totally fine because somebody might be coming in for you

[00:27:16] know shoulder pain and they start talking about a car accident they had in 1992 right and then

[00:27:23] you're like okay so they're connecting a lot of stuff to previous things which is absolutely

[00:27:28] applicable so I need to make sure that I connect the dots from defining things for them so I make

[00:27:34] sure that the person is opening up they're not folded like this they're talking their conversations

[00:27:41] going well and I don't get them out of that chair until they're feeling really comfortable because

[00:27:46] if if they're hesitant and they're like guarded locked up they're not gonna open up to me as I go

[00:27:51] through my assessments so then I'll go through my assessments and you know you have to have that

[00:27:58] light ball moment sometimes it's it's it's pressure it's pressing on a spot that hurts sometimes

[00:28:03] it's videoing somebody on an iPad and I'll give you an example so I have a woman who came in with

[00:28:11] planar fasciitis on both feet she found me on Google the next day she came in and bought an APEC

[00:28:17] she comes in and I know it's not planar fasciitis I know right away I know it's probably something

[00:28:21] like more nervy and sure enough it was but when we were going through the evaluation when she did a

[00:28:27] lunge with her right leg forward she put all her weight through her leg to lift herself up

[00:28:35] and I didn't think anything of it I'm like okay let's do it another game and she does it again

[00:28:39] so I ask her I'm like does that feel like the same on both sides and she's like yeah kind of rolls her

[00:28:44] eyes okay so I video record her and I show her and I put the I put the iPad on the box and I don't

[00:28:51] say anything I just hit play and her eyes go like this what am I doing with my right knee why am I

[00:28:57] doing that I'm like I don't know it takes a step back and she's like oh my god I injured my knee

[00:29:05] eight years ago and that's when I stopped running and playing soccer ding ding ding here we go okay

[00:29:12] it's not a foot thing we got going on it's all stemming from all this stuff and she starts opening

[00:29:17] up about how she hasn't been able to work out how her diet's gone how she's more stressed out all

[00:29:22] these different things so this woman comes in with foot pain saying that her goals are she just

[00:29:28] wants to be pain free walking so she doesn't have to retire from her job she comes in we start

[00:29:33] working together three weeks later she throws her purse down she says that she wants to get back

[00:29:37] to fn running and playing soccer again so with that it's yeah it's freaking awesome but like it's because

[00:29:44] I revealed what she had going on she opened up and then she started listening to me I started showing

[00:29:50] her the roadmap how we're gonna get there I take out the anatomy app I show them like little things

[00:29:54] my hey like you know these are the nerves that run your foot this is what's going on and then I gave

[00:29:58] her real-time result I think she was having like a seven out of 10 we did some nerve glides

[00:30:03] took her to like a one or two or three out of 10 with walking she was bought in with that go to

[00:30:08] the whiteboard presentation you know running through all my stuff like that and then after that I go

[00:30:13] through like a little PowerPoint presentation to make sure that we're checking all the boxes

[00:30:16] of everything before I was even done she she already had her card out she was ready to go yeah

[00:30:22] and she's done that eight pack now she did like a five pack atom because she wants to get back to

[00:30:28] running and she is back to running now she's on a return to run program she's jumping she's doing

[00:30:32] all these different things and then we'll probably get her on an amazing program as she starts to

[00:30:35] like up her mileage and stuff like that so to take her from finding me on Google to 24 hours later

[00:30:43] starting on that process it was going through all the buying stuff making sure that she understood

[00:30:48] what why I was explaining different things I don't try to over kill at the first session

[00:30:52] provide way too much you know knowledge and make sure that they actually understand where we're

[00:30:57] going through and just connecting the dots and giving them on the journey that's those are the

[00:31:01] biggest things that's incredible I mean like I don't know like I got like the chills because I

[00:31:07] like that's so powerful because you took someone who was not gonna get that help anywhere else

[00:31:11] I mean had she sent me other PT's that she's seen before you she saw another ortho and another

[00:31:17] physical therapist yeah right and everyone's telling me or you know not telling me they're they're

[00:31:23] commenting on my ads like all this is unethical you know this is the wrong I mean how unethical

[00:31:28] is that to help someone find like the root cause of the problem I mean it's not you know I get I

[00:31:34] get people better in three visits than I would at 16 when I was in the insurance model and that's

[00:31:40] with them coming twice a week for eight weeks in the insurance model to now it's like I see people

[00:31:45] way less visits more spaced out put more ownership on them at home and the results are insane

[00:31:51] right right and it's they mean they would say it's worth it right yeah absolutely yeah so how do we

[00:32:00] relate that I'm thinking of like how do you like how do you relate this and maybe it's too hard to

[00:32:05] someone who's been in PT for 10 years like yeah how do they understand that they can charge 300 bucks

[00:32:10] an hour you know like I mean or maybe it's better just talk to the other people coming out of school

[00:32:15] you know but like how do you like I don't know without I mean I can't explain it to people like

[00:32:21] that's not how you sell things but it's like how can how can you shit like what can you share so

[00:32:25] that other people can go you know oh like that's possible for me too like I mean I know it is you

[00:32:31] probably know it is but they don't like like is there like what's the advice that you have for

[00:32:36] someone else so they know that like like this is possible for them are we talking about from like

[00:32:42] physical therapists perspective or like a patient perspective I would say more for patients

[00:32:47] and I mean sorry more for physical therapists like more other PT's who are thinking about cash

[00:32:51] based practice but they're going you know well I can't charge more than $100 of visit you know

[00:32:56] because people would go down the street you know like or patients are gonna come to me and say hey

[00:33:00] I got a good you know like like it's too expensive because right because they're trying to sell

[00:33:06] physical therapy and not a transformation and so physical therapy for 150 bucks is too expensive

[00:33:12] yeah yeah so I think the biggest thing is one they need to look in the mirror and see

[00:33:20] I'll use I'll use this story here so there's a cash provider out here and we got coffee

[00:33:25] a couple months ago and I always ask people why okay you know especially if they're in the healthcare

[00:33:28] space might do you want to talk business life or physical therapy and he wanted to talk business

[00:33:34] and he was having the issues where like he wasn't just saying he you know he was charging like a

[00:33:39] hundred twenty five hundred fifty dollars of visit and he wasn't doing the follow-up stuff

[00:33:45] and he kept on telling me he's like man I tell him I do dry needling I come to their home I do all

[00:33:50] this stuff love of rough and I sat there and I'm like do you do you explain to them why they might

[00:33:56] need that and he's like what do you mean I'm like your talks around a lot of terms here but are

[00:34:01] you showing somebody why they why they could benefit from that or what they have going on and he's

[00:34:06] kind of like no and then he's like I'm spending all this money on ads I'm like okay when you're

[00:34:11] getting people in the door they buy you like no I think the leads are bad I'm like okay I think a lot

[00:34:16] of people are not showing the value that we can actually provide they just want to go right

[00:34:22] the hands-on boo boo boo boo boo doing all these different things they're not taking the time to listen

[00:34:27] to people the communication skills are off and I think a lot of people if they have a problem

[00:34:33] with charging that kind of price it's either a confidence thing or they're probably not that good

[00:34:39] of a physical therapist I know that's probably like probably sounds kind of bad but like if you truly

[00:34:44] don't think that you can charge that you're probably not providing the results to people for that

[00:34:50] reason if you're charging a hundred fifty dollars when people aren't paying it that's like a double

[00:34:54] red flag for me so I think a lot of people need to understand that if you're a good physical

[00:34:58] therapist and you could provide results anything else in life if you provide anybody with the results

[00:35:04] you will be able to charge for your services because you are saving people time

[00:35:09] which is the biggest thing that we can never get back it doesn't matter how much money you

[00:35:12] ever spend if you have knee pain for six months and it's keeping you from playing with your kids

[00:35:17] from running to doing all that different stuff and somebody pays you a couple thousand dollars and

[00:35:21] give you your life back that's priceless that's priceless we're talking pennies pennies on the

[00:35:26] dollar versus a whole lifetime of it of living pain free and doing all the things that they want

[00:35:31] so I think so many people are caught up in it's it's different so they don't know how to test it

[00:35:38] they don't know how to do these things I went in Brandon told me to charge what I did

[00:35:44] and I've always been at that price point now so I've never known not charging that but I will tell

[00:35:50] you that there's a reason that people keep coming back and people provide more referrals

[00:35:56] than I've ever probably gotten with ads in the past yeah dude that's dope so

[00:36:02] you know I guess my one of my fault questions is you know like do you need to go get OCS

[00:36:07] to be to get good results with people you know I'll know I'll know you need to get you need to

[00:36:12] you need to work on your communication skills we're all great physical therapists at the end of

[00:36:16] the day we can if you can take in like the time to work with somebody I guarantee you're going to

[00:36:21] get them better some physical therapists might be able to get them better a little bit quicker or

[00:36:24] get them better like long term but the end of the day if you have one on one with somebody and you

[00:36:29] went to physical therapy school I guarantee you that you can be successful in this if you are able

[00:36:35] to build buy-in with people and work on your communication skills yeah yeah I mean that's one one

[00:36:40] of the mistakes that I made early on was uh it was like you know going right to the problem

[00:36:47] you know I'd go right to the problem you're like what are you doing and I'm like well I'm you know

[00:36:50] working on your back and like but it's my shoulder I'm like yeah but we know we need drastic

[00:36:54] rotation you know but I didn't do that in the beginning you know it's like you're like you know

[00:36:58] they were mad they were upset like why are you working on this other part of my body and I'm like

[00:37:03] because that's where the problem is but you know like I didn't have anyone teaching me that stuff and

[00:37:08] you know that's what worked when I was doing massage therapy but people were expecting me to work

[00:37:13] through their whole body right yeah yeah physical therapy the expectation is a little bit different

[00:37:18] you know or their prior experiences look they only focused on my elbow if it said elbow and they

[00:37:22] didn't do anything else and they're like why are you doing something else or why even asking

[00:37:26] you these other questions so it's you know it's interesting I've definitely had that experience

[00:37:30] myself um did you have any of that like getting started early on how do you learn how to

[00:37:36] communicate better with people you know yeah so when I was doing home health I dove so hard in

[00:37:43] Alex from those these content I would listen to him like two three four hours a day and that really

[00:37:48] helped me to kind of develop like the business skills like learning how to do that different stuff

[00:37:52] but honestly and you know I was telling Hannah about this a couple weeks ago

[00:37:58] the people that are able to build that connection are very good storytellers

[00:38:03] if you were to go back to my hometown and we had a bonfire and we're all just sitting around

[00:38:07] having some beers every person out of my friend group can tell you some of the best damn stories

[00:38:13] that will make you laugh, cry do all these different things so I feel like I've taken that

[00:38:19] storytelling ability and I've taken that now into the physical therapy world when working with clients

[00:38:25] if they feel like they're stuck I'll give them somebody else who is in a similar spot

[00:38:30] if they feel like that they don't have the end in sight I'll tell them about how we're going to get

[00:38:34] them there the communication it always comes out of the communication and so I feel like I've always

[00:38:38] had a salad foundation at that but I also joined this B&I group and it's funny because one of

[00:38:44] the guys who used to be in the group he now sees me for his shoulder and I was you know I was

[00:38:51] doing some dry meal on his shoulder working it out and he told me he's like I'm not going to lie

[00:38:56] man he's like when you first joined B&I he's like I thought you liked a lot of confidence I would have

[00:38:59] never seen you and I'm like huh kind of took it on the chin there a little bit as I'm you know

[00:39:04] working on his shoulder but I'm like what do you think's different he's like well you come

[00:39:09] across and it's very easy to understand you're not rambling and one big thing that I've done is

[00:39:15] I've slowed down I've slowed down the way I talk I'm not just all here here here I take a step

[00:39:21] back and you learn to read what people want to hear and what they need to hear and connecting the

[00:39:25] dots like that so it's the emotional intelligence piece and I've also been diving into Jeremy

[00:39:30] minor content yeah he's he works with he does like kind of stale but he talks a lot about like human

[00:39:36] behavior and how you ask different questions and how you touch the emotional side of people so

[00:39:42] I've been navigating that and implementing it into my practice and how I'm talking to people

[00:39:48] and the amount of stuff that people say before they even get out of my chair in evaluation

[00:39:53] is light years different than what it was when I was in the insurance model because I would just be

[00:39:58] oh tell me about your shoulder now it's like tell me your story let them let them let them take

[00:40:03] it and run with it that's been like a huge change for me yeah one of the questions that I'll ask

[00:40:07] is like you'll tell me something I was like okay what else is there anything else I need to know

[00:40:12] about that you know it's like yeah yeah and just get them like oh like because mostly patients have

[00:40:18] I mean I'm in one of the last time you saw like health care provider but you got like if you got

[00:40:22] 20 minutes you're lucky and you got a rush oh yeah oh yeah yeah I always tell people when they're

[00:40:29] in there I'm like I'm like hey we have all the time in the world we're not gonna rush this

[00:40:33] I'm like let's let's play detected and let's figure this out and people respect that

[00:40:38] and you know the ones that don't at least I was able to give them one hell of a way to start or

[00:40:43] or pathway to at least start getting them moving in the right direction yeah so there's one thing you

[00:40:47] said a couple times that'd love to unpack a little bit is you said you get you know your patients are

[00:40:51] telling other people about you so like word of mouth is there something you're doing to cultivate

[00:40:58] that to ask them for that to you know get them telling more people or is this just happening you

[00:41:03] know because it's just happening like the question so I would say I don't specifically ask people

[00:41:09] hey like do you know anybody else who has that but people will kind of put like the little nuggets out

[00:41:13] there but oh you know they see's been dealing with this my what does she have going on and I never

[00:41:19] pride and I'm always dropping across the gyms I'm never saying like oh you need to come see me like

[00:41:23] that but I definitely am an open ear to other people and they hear that I'm asking them about their

[00:41:29] personalize and that's all what they have going on I'm asking about their friends their family

[00:41:33] and that stuff naturally will start to come up they're like I need to send you Barry he's been having

[00:41:38] this shoulder pain for this and then it starts to build off like that and then also having

[00:41:43] like different networking groups like B and I I go there there's 40 members in that group

[00:41:49] I think it's over $40,000 worth of business in the last year just from that group alone just

[00:41:55] from different referral sources and stuff like that because now I've showed the value I've had

[00:41:59] people that come in there so now they can tell their friends tell their families and then also

[00:42:04] getting really like becoming one in a gym or a couple gyms becoming that guy like that's that's

[00:42:10] been so big on building buy-in and also getting all the referrals to come in yeah is there a

[00:42:15] is there a secret to getting like people in CrossFit to come in I mean there's slightly

[00:42:20] different than like run groups and cyclists and stuff and it was just because you're a CrossFit

[00:42:24] coach I mean you know is there like I mean you know because it's like it's hard like if you're not

[00:42:29] into a thing you know like it's not just knowing what the terms like the box and yeah it's

[00:42:34] plain Z there's there's some other mindset but there's a couple things that you do differently

[00:42:38] with your CrossFit you know connections versus like baseball or you know other

[00:42:42] athletes you know you build you build the gap so CrossFiters 95-90% of CrossFit and I whole

[00:42:51] harder to believe this is can you get into those positions to begin with right so when I go to a

[00:42:58] workshop and I explain something to somebody and you know like let's say like a lat screen for

[00:43:03] example and I take someone who is having pain either in their shoulder or their back and I do

[00:43:10] a lat screen on them and I show them like how much they're failing with it and then I show them

[00:43:15] on myself watch what happens if I can't do this and I arch in the back you get 20 different eyeballs

[00:43:22] to see you and have that light ball moment so as I do a workshop I copy a lot of Owen stuff but

[00:43:29] I will give name tags I will introduce myself I'll have them all go around the room and say like

[00:43:36] why they're there so if I'm doing a you know a low back where a shop's on going oh I have like low

[00:43:40] back pain with with this I'll joke with them say hey we're probably gonna use you as an example

[00:43:45] and we do use them as an example because that's a good teaching for everybody else so when somebody

[00:43:51] fails something or has pain I actually will bring them up in front of the group and we'll talk

[00:43:56] through it because other people are having that same thing or they're having that pain they're

[00:43:59] having the questions and once I'm able to show that I immediately get buying from every single

[00:44:05] person and like holy crap this guy understands crossfit this guy does that stuff so now I have

[00:44:11] walked into a room and established myself as the expert I bridge that gap for myself with everybody

[00:44:18] else and then now during that about during the workshop I just need to give them as many light ball

[00:44:23] moments are connected dots for one thing and that'll get them in or at least get the movement

[00:44:29] in the right direction that's awesome dude all right pet peeve moment of mine yep show up

[00:44:34] across it it's overhead squat day and the one with his hamstring stretches and some other ballistic

[00:44:40] thing there's no ankle mobility no like goblet squat deep squatting thing I know what I do but

[00:44:46] I mean what's what's the deal like how do you do like how do you go to cross this on this because I'm

[00:44:51] just like put the blinders on and just focus on my own thing you know yeah yeah so the crossfit

[00:44:57] in that I'm at has like some of the best warmups like it actually is applicable to like what we're doing

[00:45:02] but you know as us being physical therapists we're not always the best patient so like if I know

[00:45:07] that I'm gonna do like 50 or 60 like snatches in this workout I'm hitting some lap mobility stuff

[00:45:12] I might be hitting like a bench opener to help like free up my lads and my teaspoon if like you

[00:45:18] know my wrist or somebody else's wrist is feeling a little pinchy I know that I'm gonna have to get

[00:45:21] that extension so I'll do some you know banded wrist mobs and always ankles right always making

[00:45:27] sure that we're warming up everything underneath there but yeah I mean it's the same thing and then

[00:45:32] when people see you doing that they'll come up to you asking questions the coolest stuff for me

[00:45:38] is either if I'm working with a client at like during the 845 class or I'm in that class is the

[00:45:44] 234 people that are there doing my mobility stuff that I've personally given them you know I got 66

[00:45:51] year old blanch hit her wall open books I got Jessica who's doing some nerve glides like I have

[00:45:56] everybody that's kind of doing their own things yeah and some are similar some are different but

[00:46:01] it's checking the boxes for what they specifically need and the coolest thing is when we get well as I

[00:46:07] get people further along in the program I develop a flow chart for them so you know they might

[00:46:13] have like 10 or 11 exercises written on the sheet I'm like you don't need to do these every single day

[00:46:17] so they now know when they go into a cross-bidium how to self assess themselves like hey my hip feels

[00:46:22] pinchy boom I'm gonna do this exercise yeah or my hip doesn't feel pinchy this day I'm gonna skip that

[00:46:27] exercise so now they have the tools to kind of really help them get there so I just love being able

[00:46:33] to get people to that point to do that stuff that's awesome yeah I've had like the owner of the

[00:46:39] new cross-bid where I work out was like you know I was like he's like why do you keep telling me what

[00:46:43] you're gonna do when you're warm up and for the workout today I was like because pretty much everywhere

[00:46:47] else I go like they look at me like I'm crazy or like I'm offending them by doing something different

[00:46:53] you know like yeah you do you don't have to do that with me I'm like okay you know but like still

[00:46:58] some people work from her like why are you don't squat all the way down in full depth I'm like it's

[00:47:03] gonna it's dangerous for your back I'm like is it yeah you feel pretty good you know but it's

[00:47:09] you know there's there's like two parts of Aaron and I'm sure some other people have this

[00:47:12] way I'm there for a workout but I'm also there to like be as part of the community and you know

[00:47:17] and it's like it's really it's like a it's hard because you know I've also see all the injuries

[00:47:22] of people I'm like I could help you lift so much heavier if you actually knew what I could do

[00:47:28] you know they don't right yeah yeah absolutely yeah um so that's just like me but it's like

[00:47:34] and you do a really great job with it but it's like even in yoga like yoga is easier because I've

[00:47:39] got my mat and I'm looking not looking behind me and turning around during the class um okay so

[00:47:45] just a couple of their questions for you to finish up um what was it I mean this was just one

[00:47:51] of the questions that like we chat or you sent to me before but like was there something that allowed

[00:47:55] you to grow so quickly like it would you went from like zero to 44k in 12 13 months I mean dude

[00:48:02] it you know how long that took me it took nine years nine years maybe like that's nuts like what was

[00:48:10] the what were the things that just allowed you to grow so quick so I started being more focused with

[00:48:17] everything that I'm doing I still like I work I worked my butt off like I put in work like seven

[00:48:22] days a week so like it always it always sounds better you know how it is like oh man like we did

[00:48:27] this much this month like it must be nice it's like people aren't seeing all the behind-the-scenes

[00:48:31] things they're not seeing like me and Hannah go to a crossbow workshop on a Saturday and then

[00:48:36] drive to the office and recording content for four hours right like they like they just feel like

[00:48:40] the videos right those videos take a lot of time to like do all those different things granted now

[00:48:45] I have a virtual assistant who's doing a lot of that stuff but it's understanding that like you can't

[00:48:51] do everything so focus on the things that are working so for me it's barbell athletes and

[00:48:56] crossfit so those are my avatars so I'm not like I'm not going to a volleyball competition and setting

[00:49:03] up a table because that's not who I treat I'm not going to the orange series of the world because

[00:49:11] my my people aren't there and the communication the community aspect is not there I'm focusing

[00:49:16] on the things that work the best for me so right now it's honestly dropping in at always going

[00:49:22] to the gym that I'm that I'm connected to so I try to work out there three to four times a week

[00:49:26] I try to drop in at another crossfit gym that's by our apartment at least once a week or once

[00:49:31] every two weeks but I'm always talking to as many people as possible whether that's B&I whether

[00:49:37] that's at the gym whether that's people that are like out in public because it's all about reps

[00:49:43] it's all about getting inferring people and it's all about more people being able to see what you do

[00:49:48] and that's allowed me to get my word of mouth out there and to be in the community with it I'm not

[00:49:54] just like putting on some ads and then hiding in my office all day it's like I'm freaking keep

[00:49:58] in my door open I'm getting 77 year old Sandy she's coming in she's looking around a little bit

[00:50:03] higher every single week right like you know and you also learn what people need to hear and want to

[00:50:10] hear so my conversations with every crossfitter that I have in that gym I specifically know what they

[00:50:16] want to talk about whether it's blanch joking that she's going to go to the crossfit games whether

[00:50:21] it's somebody like asking about their kids whether it's somebody else like asking them about like how

[00:50:26] you know deadlifting is going you focus in on what they want to hear and you let them take

[00:50:32] take the floor I love doing that ask a question and let them run with it yeah that's awesome what

[00:50:37] were there one or two like like besides the same I mean we got the sales right and we've talked a

[00:50:43] little bit about some of the marketing were there a couple other strategies that you used whether

[00:50:48] you learned them from me or not that helped you kind of get to where you are and like I know you're

[00:50:52] in the place where you're starting to you know look at the higher another PT and get what a bigger space

[00:50:56] like what are some of the other strategies or things that have been most helpful for you about

[00:51:01] the program that we've been working together in I think one of the biggest concepts is being quick

[00:51:07] to act if you tell me to do something I'm gonna freaking do it I'm either gonna do it that day or

[00:51:12] I'm gonna implement it the next week a lot of people we get like this analysis paralysis we're reading

[00:51:17] all these books we're listening all these different podcasts but we're we're not doing anything with

[00:51:22] it no so like when I'm on you know see me when I'm on one of those calls like on Tuesdays

[00:51:28] if there's a good idea or somebody or you're like hey like I need you to do this I'm freaking putting

[00:51:33] it on my calendar to do it that day or the next day because a lot of people like you know we and I

[00:51:38] was in the same boat as this we push out all these tasks like months and months in advance it can be

[00:51:44] done in like two hours yeah you knock out that thing and then you can move to the next beast and then

[00:51:49] you just keep going those stuff so that's been huge and then also being able to ask questions and

[00:51:53] bounce ideas off different people like hey like I want to drop into this gym hey Owen you know

[00:52:01] and like you're the cues you want to make sure make sure that there's people wearing their gear

[00:52:04] the people are coming early coming late make sure there's a community aspect of it so now I know

[00:52:08] like when I dropped into orc theory and nobody gave me nucks nobody said hi to me like I was there I'm

[00:52:15] like like you know in my own little world for a whole hour I'm like this sucks I'm not gonna do that

[00:52:20] and then also asking to set up a table there and then not and then basically like being weird about

[00:52:25] them like okay like clearly this isn't gonna work so the things that work double down on the things

[00:52:30] that don't move out of the next thing yeah that's awesome is there anything else uh that you think like

[00:52:37] other you know like anything else I didn't ask you or you think other people should know about

[00:52:41] like how to get started or like if they hit a plateau how to keep moving past it

[00:52:46] I would say invest in coaching pay for speed pay for the lesson without the scar I would not be

[00:52:57] anywhere where I'm at right now if I didn't pay for coaching a lot of people are so stubborn they

[00:53:01] don't want to you know swipe their card or do these different things it's like you're gonna pay

[00:53:05] for things in time or money if you pay money you're gonna get the results and you're gonna get

[00:53:11] there a lot quicker if you want to do it on your own that's fine I'm not saying it can't be done

[00:53:16] but I would not be hitting these kind of months and doing the things that I'm doing if I didn't

[00:53:21] have coaching and others around me that we're doing big things yeah yeah absolutely agree with that

[00:53:26] shit but you know who am I but I mean like like I said like I lost in between what I was doing and

[00:53:35] Derek Nielsen was doing I lost a million dollars and then Derek was like the first iteration of

[00:53:42] like you know mastermind and then and then oh and what you guys are doing I mean it's just it's

[00:53:47] nuts if I look back and go if I had only started doing what Joey is doing now like there'd be

[00:53:52] another couple of million dollars in investments in my accounts you know oh man it's nuts it's

[00:53:57] nuts I mean though I first five years I Derek and I calculated this I left a million dollars on

[00:54:03] the table because I wasn't charging what I was charging the by the time he did 15,000 in a month

[00:54:09] that it took me five years to do that on my own and Derek did it in month eight you know

[00:54:15] and it was just like dude yeah oh yeah absolutely absolutely I think the other thing too there's

[00:54:21] something I wanted to kind of touch on is not getting too down into like the dumps like when people

[00:54:28] you know this is this is very much a roller coaster ride with like entrepreneurs I have a

[00:54:32] chiropractor that his name is Jake out here and I was on a plane ride like last week or a couple

[00:54:38] weeks ago and I was just I was about to text him we're about to land and I just scrolled all the

[00:54:44] way to the top of the conversation and the highs the lows the highs and lows over the last

[00:54:51] like few months just makes me like crack up because it's like the people that think that it's always

[00:54:55] just gonna be a straight shot it's never like that it's gonna be a freaking roller coaster ride

[00:55:00] but also understanding that like nothing's permanent and like to expand the time horizon with

[00:55:04] everything like our dog freaking tore two ACLs this week it's gonna be like probably six to eight

[00:55:10] nine thousand dollars and you know a year ago I would be freaking out with all this stuff now

[00:55:16] I'm just like you know what is what it is like she's a young dog like we're gonna get everything

[00:55:21] taken care of but it's it's not finite right like I will I'll be able to pay for that I'll be

[00:55:27] able to do these different things it just it's just another little obstacle that we have to get through

[00:55:32] yeah one more 12 month program yeah that's awesome Joey this has been great if someone wants to

[00:55:42] check out what you're doing where's the best place for them to find you online or social media

[00:55:49] so I would say for Instagram let's come back performance PT I also do remote shoulder programming

[00:55:56] and if you guys want to follow my shoulder account that's shoulder.com back

[00:56:00] you guys could find me on Facebook with Joey C4th and my youtube channel is comeback performance PT

[00:56:07] so a lot of a lot of different avenues to reach out dude that's awesome anything else did I did I get it

[00:56:12] we get it all today he think now I feel good man that was that was awesome yeah that was really great

[00:56:17] thank you so much uh Joey for being here sharing your you know spending a valuable hour of your time

[00:56:22] with us to share your like wins and lessons and uh appreciate you a ton um hey if you guys are

[00:56:29] still listening um dude I'd love to hear what was most helpful for you from this program

[00:56:35] so I don't know you don't have to do it but it'd be really awesome if you'd screenshot this and put

[00:56:41] your win you know like your takeaways from this or even just shoot me a message so Joey I can

[00:56:45] know like what'd you catch what what did uh what should other people know what was that one little

[00:56:50] nugget you got um that's always helpful for us to know like what's resonating and you know

[00:56:55] it I think the biggest lesson for me uh hearing Joey is uh just here's this is something that's

[00:57:01] really dope it's really awesome but if you don't see what's possible you can't do it yourself and you

[00:57:06] can't you know beat the mark so now you know what's possible uh so go take action and do it and we'll

[00:57:12] see you on the next show peace out hey what's up it's Aaron thanks for listening to show if you

[00:57:18] enjoyed the episode and you'd like to help support the podcast please share it with others

[00:57:23] post about on social media relieve a five star rating and review overnight

[00:57:27] and to catch all the latest from me follow me over on Instagram at Aaron LeBauer thanks again

[00:57:32] and i'll see you next time