Hannah, Jack & Ben: The Game-Changer NDIS Clinics Can't Ignore in 2025
Clinic Mastery - Grow Your Clinic
[{'start': '0.240', 'end': '5.600', 'text': "JB, we still can't see you, but you're"}, {'start': '2.639', 'end': '8.720', 'text': "here in spirit and in voice. Yeah, I'm"}, {'start': '5.600', 'end': '11.840', 'text': "I'm here. I'm good. You're lost, though."}, {'start': '8.720', 'end': '15.040', 'text': "We can't see you. I know. I don't know"}, {'start': '11.840', 'end': '17.119', 'text': "which cord I've kicked."}, {'start': '15.040', 'end': '19.680', 'text': 'This is the Grow Your Clinic podcast'}, {'start': '17.119', 'end': '21.680', 'text': 'from Clinic Mastery. We help progressive'}, {'start': '19.680', 'end': '24.400', 'text': 'health professionals to lead inspired'}, {'start': '21.680', 'end': '27.039', 'text': 'teams, transform client experiences, and'}, {'start': '24.400', 'end': '30.840', 'text': "build clinics for good. Now, it's time"}, {'start': '27.039', 'end': '30.840', 'text': 'to grow your clinic.'}, {'start': '32.210', 'end': '39.200', 'text': '[Music]'}, {'start': '35.840', 'end': '40.719', 'text': 'Welcome to the episode. We have an'}, {'start': '39.200', 'end': '43.320', 'text': "exciting docket today. We're going to"}, {'start': '40.719', 'end': '46.079', 'text': 'kick off with NDIS changes in'}, {'start': '43.320', 'end': '48.239', 'text': 'particular, specifically the read we'}, {'start': '46.079', 'end': '51.039', 'text': 'have on the community around what this'}, {'start': '48.239', 'end': '53.199', 'text': 'means for them, attracting new clients,'}, {'start': '51.039', 'end': '55.360', 'text': 'new families in particular. A lot of'}, {'start': '53.199', 'end': '56.640', 'text': 'clinics have had weight lists up until'}, {'start': '55.360', 'end': '58.879', 'text': "this point. they've had the luxury of"}, {'start': '56.640', 'end': '60.879', 'text': 'being able to almost pick and choose um'}, {'start': '58.879', 'end': '63.039', 'text': "who goes into their diaries. But I'm"}, {'start': '60.879', 'end': '65.439', 'text': 'certainly hearing a lot of folks say'}, {'start': '63.039', 'end': '66.640', 'text': "we're freaking out at the moment the"}, {'start': '65.439', 'end': '68.720', 'text': "changes. There's a little bit of"}, {'start': '66.640', 'end': '71.200', 'text': "uncertainty and perhaps we're thinking"}, {'start': '68.720', 'end': '74.640', 'text': 'about what does that look like in our'}, {'start': '71.200', 'end': '77.439', 'text': "appointment diary. Hannah, you're living"}, {'start': '74.640', 'end': '79.280', 'text': 'breathing it. What are you experiencing?'}, {'start': '77.439', 'end': '82.400', 'text': 'What are you hearing about one the'}, {'start': '79.280', 'end': '85.680', 'text': 'changes and two the impact on the diary?'}, {'start': '82.400', 'end': '87.200', 'text': "H I think um there's massive changes on"}, {'start': '85.680', 'end': '88.960', 'text': "diary. We're absolutely hearing the same"}, {'start': '87.200', 'end': '90.640', 'text': "thing that people don't have weight"}, {'start': '88.960', 'end': '92.400', 'text': 'lists. I think one thing we did'}, {'start': '90.640', 'end': '94.479', 'text': 'differently at dots that other people'}, {'start': '92.400', 'end': '97.040', 'text': 'may not have done was we left our weight'}, {'start': '94.479', 'end': '99.920', 'text': 'list open. So even if it was a 12 month'}, {'start': '97.040', 'end': '101.680', 'text': 'wait, we still took those names and had'}, {'start': '99.920', 'end': '103.040', 'text': 'them there, which has meant that we'}, {'start': '101.680', 'end': '105.439', 'text': 'still have a little bit of a weight list'}, {'start': '103.040', 'end': '107.759', 'text': 'at our more popular locations. At one of'}, {'start': '105.439', 'end': '110.880', 'text': "our sites, we don't have a weight list."}, {'start': '107.759', 'end': '114.079', 'text': "It's a newer site and so it's a bigger"}, {'start': '110.880', 'end': '116.880', 'text': 'rooms as well, more um capacity there.'}, {'start': '114.079', 'end': '118.159', 'text': "And so I think when we don't if we've"}, {'start': '116.880', 'end': '120.399', 'text': "closed our weight list and we've"}, {'start': '118.159', 'end': '122.399', 'text': "reopened them now or we're looking for"}, {'start': '120.399', 'end': '124.159', 'text': 'new referrals, we need to really think'}, {'start': '122.399', 'end': '126.000', 'text': 'about getting more strategic and going'}, {'start': '124.159', 'end': '128.160', 'text': 'back to what those of us who were here'}, {'start': '126.000', 'end': '130.479', 'text': 'before the NDIS were doing and relying'}, {'start': '128.160', 'end': '132.239', 'text': 'on our referral networks and um'}, {'start': '130.479', 'end': '134.080', 'text': 'diversifying our streams of income and'}, {'start': '132.239', 'end': '137.040', 'text': 'not setting our practices up just to'}, {'start': '134.080', 'end': '138.480', 'text': "rely on one funding body. You don't look"}, {'start': '137.040', 'end': '141.520', 'text': 'old enough to have been around before'}, {'start': '138.480', 'end': '144.800', 'text': 'the NDIS. Hannah, I was around before'}, {'start': '141.520', 'end': '147.599', 'text': 'the NDIS. Doc was nearly 13 years old.'}, {'start': '144.800', 'end': '150.800', 'text': 'It was a while back and um there are a'}, {'start': '147.599', 'end': '153.360', 'text': 'lot of changes. So JB, you also noticing'}, {'start': '150.800', 'end': '155.920', 'text': 'it in the in the sort of startup early'}, {'start': '153.360', 'end': '157.760', 'text': 'stage community. Yeah, I guess I spend'}, {'start': '155.920', 'end': '160.080', 'text': 'most of my days speaking with those in'}, {'start': '157.760', 'end': '163.160', 'text': 'our Elevate community, the startup'}, {'start': '160.080', 'end': '167.120', 'text': 'solos, uh those establishing teams. And'}, {'start': '163.160', 'end': '170.000', 'text': 'so I think where it used to be really'}, {'start': '167.120', 'end': '171.120', 'text': 'obvious for clinic owners to start up'}, {'start': '170.000', 'end': '172.400', 'text': "and they'd end up with a weight list"}, {'start': '171.120', 'end': '175.840', 'text': 'fairly quickly or at least fill their'}, {'start': '172.400', 'end': '178.120', 'text': "own books very quickly, it's not as easy"}, {'start': '175.840', 'end': '180.800', 'text': 'as the promise used to be.'}, {'start': '178.120', 'end': '183.040', 'text': "And it's funny, you see the full circle,"}, {'start': '180.800', 'end': '184.640', 'text': 'Benny, of clinic owners having to come'}, {'start': '183.040', 'end': '186.720', 'text': 'back and go, "Well, now I have to work'}, {'start': '184.640', 'end': '189.200', 'text': "hard to attract clients. They're not"}, {'start': '186.720', 'end': '191.599', 'text': 'just going to rock up with a full plan'}, {'start': '189.200', 'end': '194.000', 'text': 'full of funding. I need to have'}, {'start': '191.599', 'end': '195.599', 'text': 'something unique about my clinic. I need'}, {'start': '194.000', 'end': '197.760', 'text': 'to have a niche that I want to help'}, {'start': '195.599', 'end': '200.239', 'text': 'clients with, etc. the more the'}, {'start': '197.760', 'end': '202.879', 'text': 'fundamentals of business which perhaps'}, {'start': '200.239', 'end': '205.200', 'text': "um not that it wasn't necessary when the"}, {'start': '202.879', 'end': '207.599', 'text': 'NDIS was you know raging a couple of'}, {'start': '205.200', 'end': '210.400', 'text': "years ago but it's definitely on the"}, {'start': '207.599', 'end': '212.799', 'text': 'forefront of clinic owners minds like'}, {'start': '210.400', 'end': '215.280', 'text': 'broadly I would say a lot of NDIS'}, {'start': '212.799', 'end': '217.360', 'text': "clinics haven't really had to invest"}, {'start': '215.280', 'end': '219.440', 'text': 'money or time in a lot of marketing'}, {'start': '217.360', 'end': '221.120', 'text': 'efforts especially digital stuff maybe'}, {'start': '219.440', 'end': '224.159', 'text': 'they had some relationships but like you'}, {'start': '221.120', 'end': '227.280', 'text': 'said Hannah they were you know poorly'}, {'start': '224.159', 'end': '229.440', 'text': 'nurtured or you know in the background'}, {'start': '227.280', 'end': '231.360', 'text': 'compared to some other activities. So,'}, {'start': '229.440', 'end': '233.599', 'text': "I'm certainly noticing that. Did you"}, {'start': '231.360', 'end': '236.879', 'text': 'know that you could send an email to'}, {'start': '233.599', 'end': '239.519', 'text': 'hello@cl clinicy.com and request a free'}, {'start': '236.879', 'end': '242.159', 'text': 'assessment of your clinic and get a'}, {'start': '239.519', 'end': '244.799', 'text': 'report that outlines detailed action'}, {'start': '242.159', 'end': '247.280', 'text': 'steps for how you should sustainably'}, {'start': '244.799', 'end': '250.400', 'text': 'grow based on the findings. Just send an'}, {'start': '247.280', 'end': '252.560', 'text': "email to hello@cl clinicy.com and we'll"}, {'start': '250.400', 'end': '254.879', 'text': 'organize a time with one of our growth'}, {'start': '252.560', 'end': '257.280', 'text': 'specialists to review your clinic and'}, {'start': '254.879', 'end': '258.959', 'text': 'outline the path to sustainable growth.'}, {'start': '257.280', 'end': '260.880', 'text': 'All right, back to the episode. One'}, {'start': '258.959', 'end': '263.199', 'text': 'comment that struck me from someone'}, {'start': '260.880', 'end': '266.479', 'text': 'recently was they thought that it was a'}, {'start': '263.199', 'end': '267.840', 'text': 'bit fearongering that um all these'}, {'start': '266.479', 'end': '270.440', 'text': "changes, they're not really going to"}, {'start': '267.840', 'end': '273.440', 'text': 'lead to much difference on the ground'}, {'start': '270.440', 'end': '275.120', 'text': "floor, but it sound I'm just not hearing"}, {'start': '273.440', 'end': '277.040', 'text': 'that from anyone. Hannah, what have you'}, {'start': '275.120', 'end': '279.040', 'text': 'seen like in your own clinic and in'}, {'start': '277.040', 'end': '282.240', 'text': 'other clinics? Talk to some of the'}, {'start': '279.040', 'end': '284.160', 'text': 'numbers perhaps that have changed. Yeah,'}, {'start': '282.240', 'end': '285.759', 'text': "definitely. We're seeing a lot less"}, {'start': '284.160', 'end': '287.520', 'text': 'funding being allocated to each'}, {'start': '285.759', 'end': '289.360', 'text': 'individual participant. So, there used'}, {'start': '287.520', 'end': '291.520', 'text': 'to be a lot more funding which meant'}, {'start': '289.360', 'end': '293.120', 'text': 'that you could book them in and foresee'}, {'start': '291.520', 'end': '294.960', 'text': 'how long you were going to have them for'}, {'start': '293.120', 'end': '297.520', 'text': 'on that plan. So, if it was a 12-month'}, {'start': '294.960', 'end': '300.240', 'text': 'plan, the funding definitely allowed for'}, {'start': '297.520', 'end': '302.479', 'text': '26 sessions over that period of time for'}, {'start': '300.240', 'end': '304.080', 'text': 'OT and for speech and for psych, which'}, {'start': '302.479', 'end': '305.759', 'text': 'means fortnightly, sometimes it might'}, {'start': '304.080', 'end': '307.039', 'text': 'have been 22 sessions, which meant'}, {'start': '305.759', 'end': '308.960', 'text': 'fortnightly plus a couple of'}, {'start': '307.039', 'end': '310.720', 'text': "cancellations. Whereas now we're getting"}, {'start': '308.960', 'end': '313.039', 'text': 'plans that are 12 months long or'}, {'start': '310.720', 'end': '316.160', 'text': 'sometimes 6 months and only have enough'}, {'start': '313.039', 'end': '317.919', 'text': 'for maybe 10 sessions in that period,'}, {'start': '316.160', 'end': '320.320', 'text': "which means we're having to go back and"}, {'start': '317.919', 'end': '322.479', 'text': 're um a lot more time spent for'}, {'start': '320.320', 'end': '323.840', 'text': 'advocating for clients who need'}, {'start': '322.479', 'end': '326.160', 'text': "additional funding, which means we're"}, {'start': '323.840', 'end': '328.080', 'text': "having to use that those hours that we'd"}, {'start': '326.160', 'end': '330.240', 'text': 'want to use directly with the client on'}, {'start': '328.080', 'end': '332.639', 'text': 'indirect report writing. And and I think'}, {'start': '330.240', 'end': '334.080', 'text': 'also just with families with there not'}, {'start': '332.639', 'end': '335.919', 'text': 'being those weight lists, it has a flow'}, {'start': '334.080', 'end': '338.240', 'text': 'on effect to family having more choice'}, {'start': '335.919', 'end': '340.080', 'text': 'and control. So if we had sort of a'}, {'start': '338.240', 'end': '341.440', 'text': 'mediocre service out there, parents were'}, {'start': '340.080', 'end': '343.639', 'text': 'sort of really happy to sort of have an'}, {'start': '341.440', 'end': '346.720', 'text': 'OT, even if they felt like maybe it was'}, {'start': '343.639', 'end': '348.000', 'text': "100% right for them. Whereas now they've"}, {'start': '346.720', 'end': '349.840', 'text': 'got their friends saying, "We\'ve got'}, {'start': '348.000', 'end': '351.840', 'text': "this great OT over here and they've"}, {'start': '349.840', 'end': '354.000', 'text': 'actually got availability. You should'}, {'start': '351.840', 'end': '356.800', 'text': 'move to where we are now." So we\'re'}, {'start': '354.000', 'end': '360.160', 'text': 'seeing families move a bit more freely'}, {'start': '356.800', 'end': '361.680', 'text': 'and not have that same weight or not'}, {'start': '360.160', 'end': '363.520', 'text': 'having more opportunity to see who they'}, {'start': '361.680', 'end': '366.000', 'text': 'want to see. I find that fascinating,'}, {'start': '363.520', 'end': '367.440', 'text': 'right? because uh maybe rewind the clock'}, {'start': '366.000', 'end': '369.479', 'text': 'a couple of years and it was like'}, {'start': '367.440', 'end': '371.919', 'text': 'patients um'}, {'start': '369.479', 'end': '373.520', 'text': "didn't maybe there wasn't a high degree"}, {'start': '371.919', 'end': '376.240', 'text': 'of loyalty because you just go'}, {'start': '373.520', 'end': '377.919', 'text': "wherever's got availability. You maybe a"}, {'start': '376.240', 'end': '380.080', 'text': 'participant and a family sitting on'}, {'start': '377.919', 'end': '382.319', 'text': 'three or four or five weight lists and'}, {'start': '380.080', 'end': '385.199', 'text': "they'll just take any spot available."}, {'start': '382.319', 'end': '387.840', 'text': "What you're saying though now is that"}, {'start': '385.199', 'end': '389.120', 'text': 'clinics need to focus on that that'}, {'start': '387.840', 'end': '391.039', 'text': 'client experience and building that'}, {'start': '389.120', 'end': '392.960', 'text': "loyalty so that a client doesn't just"}, {'start': '391.039', 'end': '395.120', 'text': 'jump ship and go to the clinic down the'}, {'start': '392.960', 'end': '399.120', 'text': 'road. Is that is that right? Yeah,'}, {'start': '395.120', 'end': '401.840', 'text': 'absolutely. Absolutely. Yeah. And um'}, {'start': '399.120', 'end': '403.600', 'text': 'just also having someone available to'}, {'start': '401.840', 'end': '405.360', 'text': 'answer those calls because previously it'}, {'start': '403.600', 'end': '407.280', 'text': "was okay to say leave a message and I'll"}, {'start': '405.360', 'end': '409.280', 'text': 'call you back in 3 days and then you'}, {'start': '407.280', 'end': '411.120', 'text': 'could call them back and say like send'}, {'start': '409.280', 'end': '413.360', 'text': 'them out that paperwork. Now you need to'}, {'start': '411.120', 'end': '414.880', 'text': 'be someone on the phone answering those'}, {'start': '413.360', 'end': '416.400', 'text': 'calls and getting them booked in'}, {'start': '414.880', 'end': '418.880', 'text': 'straight away otherwise someone else is'}, {'start': '416.400', 'end': '420.960', 'text': 'booking them in. Right. So I think this'}, {'start': '418.880', 'end': '422.720', 'text': "is fascinating because I'd imagine or at"}, {'start': '420.960', 'end': '425.680', 'text': "least in my observation and Benny I'd be"}, {'start': '422.720', 'end': '427.919', 'text': "curious what you're seeing this new"}, {'start': '425.680', 'end': '431.680', 'text': "scenario it's not novel right this this"}, {'start': '427.919', 'end': '433.680', 'text': "hasn't this has happened before but it"}, {'start': '431.680', 'end': '436.599', 'text': 'can either create a lot of fear and'}, {'start': '433.680', 'end': '440.080', 'text': 'uncertainty and instability for clinic'}, {'start': '436.599', 'end': '442.639', 'text': 'owners or you can choose to look at it'}, {'start': '440.080', 'end': '445.520', 'text': 'with eyes wide open. This is this is an'}, {'start': '442.639', 'end': '448.080', 'text': 'abundant opportunity to create loyalty'}, {'start': '445.520', 'end': '450.639', 'text': 'and client experiences and get the team'}, {'start': '448.080', 'end': '452.400', 'text': 'really geared up to um to take great'}, {'start': '450.639', 'end': '454.479', 'text': "care of their families. Benny, I'm sure"}, {'start': '452.400', 'end': '456.720', 'text': "that's how you would see it. It's either"}, {'start': '454.479', 'end': '458.400', 'text': "scary or it's an amazing opportunity,"}, {'start': '456.720', 'end': '461.280', 'text': 'right? Yeah. This is not the moment to'}, {'start': '458.400', 'end': '463.680', 'text': 'bury your head in the sand. And probably'}, {'start': '461.280', 'end': '465.120', 'text': 'when there is some uncertainty of like'}, {'start': '463.680', 'end': '467.120', 'text': "what are the changes or they're waiting"}, {'start': '465.120', 'end': '467.960', 'text': 'to be finalized or how does that flow on'}, {'start': '467.120', 'end': '470.720', 'text': 'to'}, {'start': '467.960', 'end': '473.599', 'text': 'me I do see a lot of people just kind of'}, {'start': '470.720', 'end': '475.039', 'text': 'waiting waiting for that certainty or in'}, {'start': '473.599', 'end': '477.520', 'text': "that waiting they're just trying to read"}, {'start': '475.039', 'end': '480.479', 'text': 'as many forums on you know Facebook'}, {'start': '477.520', 'end': '482.560', 'text': "groups or in our Slack community. It's"}, {'start': '480.479', 'end': '484.879', 'text': 'like this is the time to act and go back'}, {'start': '482.560', 'end': '487.280', 'text': 'to the fundamentals because those things'}, {'start': '484.879', 'end': '489.280', 'text': "aren't changing which is you know in"}, {'start': '487.280', 'end': '490.879', 'text': "your P&L we've spoken recently on the"}, {'start': '489.280', 'end': '493.280', 'text': 'podcast like what is your marketing'}, {'start': '490.879', 'end': '494.919', 'text': 'budget what is your allocation there how'}, {'start': '493.280', 'end': '497.520', 'text': 'you going to deploy that in different'}, {'start': '494.919', 'end': '498.800', 'text': 'areas and to get started on some of'}, {'start': '497.520', 'end': '501.360', 'text': 'those things especially on the client'}, {'start': '498.800', 'end': '503.520', 'text': 'attraction side to those client services'}, {'start': '501.360', 'end': '505.919', 'text': 'side as well like what what are we doing'}, {'start': '503.520', 'end': '508.080', 'text': 'at our next all team meeting or an all'}, {'start': '505.919', 'end': '509.560', 'text': 'hands meeting whatever it is to start to'}, {'start': '508.080', 'end': '511.840', 'text': 'level those things'}, {'start': '509.560', 'end': '514.080', 'text': "up. Well, it's it's the little 1"}, {'start': '511.840', 'end': '515.919', 'text': 'percenters, right? And this is what gets'}, {'start': '514.080', 'end': '518.560', 'text': 'me excited in chatting with a clinic'}, {'start': '515.919', 'end': '521.279', 'text': 'owner where before perhaps some'}, {'start': '518.560', 'end': '523.839', 'text': 'particularly um NDIS majority clinics'}, {'start': '521.279', 'end': '527.200', 'text': "were uh I'll say hamstrung by"}, {'start': '523.839', 'end': '529.040', 'text': 'recruitment in a lot of regards. Now, to'}, {'start': '527.200', 'end': '532.080', 'text': 'your like to your point, Hannah, you can'}, {'start': '529.040', 'end': '534.959', 'text': 'stand out just by answering the phone.'}, {'start': '532.080', 'end': '537.600', 'text': "It's it's there's plenty of lowhanging"}, {'start': '534.959', 'end': '540.800', 'text': 'fruit there to to wow a new client or a'}, {'start': '537.600', 'end': '543.040', 'text': 'family to to answer the phone to to roll'}, {'start': '540.800', 'end': '544.959', 'text': 'out the red carpet. This is this is go'}, {'start': '543.040', 'end': '546.880', 'text': "time and it's really low hanging fruit,"}, {'start': '544.959', 'end': '548.880', 'text': 'right?'}, {'start': '546.880', 'end': '551.040', 'text': "What is that? And I agree, Jack. It's"}, {'start': '548.880', 'end': '552.480', 'text': 'really exciting. Sorry to interrupt. A'}, {'start': '551.040', 'end': '554.240', 'text': "little lag there. It's okay. I'm from"}, {'start': '552.480', 'end': '557.120', 'text': "South Australia. Don't judge me. Uh as"}, {'start': '554.240', 'end': '559.080', 'text': 'it just crosses the planes.'}, {'start': '557.120', 'end': '561.040', 'text': 'This episode is brought to you by'}, {'start': '559.080', 'end': '562.560', 'text': 'alclinics.com. If you want a single'}, {'start': '561.040', 'end': '565.040', 'text': 'place for all of your policies,'}, {'start': '562.560', 'end': '567.760', 'text': 'procedures, and training, ALI is where'}, {'start': '565.040', 'end': '569.519', 'text': 'to go. You can test it for free. You can'}, {'start': '567.760', 'end': '571.519', 'text': 'download our library of policies,'}, {'start': '569.519', 'end': '573.360', 'text': 'procedures, and training in three clicks'}, {'start': '571.519', 'end': '575.200', 'text': 'of a button. Immediately share it with'}, {'start': '573.360', 'end': '578.160', 'text': "your team and see whether they've read"}, {'start': '575.200', 'end': '580.240', 'text': 'it using the custom acknowledgements'}, {'start': '578.160', 'end': '582.160', 'text': 'function. This is great for compliance'}, {'start': '580.240', 'end': '584.000', 'text': 'purposes. You can also upload police'}, {'start': '582.160', 'end': '585.839', 'text': 'checks, working with children, CPR and'}, {'start': '584.000', 'end': '588.640', 'text': 'first aid, professional indemnity'}, {'start': '585.839', 'end': '591.360', 'text': 'insurance, and make sure that you have'}, {'start': '588.640', 'end': '593.440', 'text': 'all the compliance docs that you need to'}, {'start': '591.360', 'end': '595.680', 'text': 'run a good business in one place, not'}, {'start': '593.440', 'end': '597.040', 'text': 'scattered systems. Making sure'}, {'start': '595.680', 'end': '599.120', 'text': "everything's efficient and you never"}, {'start': '597.040', 'end': '602.800', 'text': 'have to answer the same question twice.'}, {'start': '599.120', 'end': '604.560', 'text': 'This is the brain outside of your brain,'}, {'start': '602.800', 'end': '606.800', 'text': 'a key tool in helping you grow your'}, {'start': '604.560', 'end': '608.920', 'text': "clinic that's less reliant on you. You"}, {'start': '606.800', 'end': '610.800', 'text': 'can test it for free. Go check out'}, {'start': '608.920', 'end': '613.279', 'text': 'alclinics.com. All right, back to the'}, {'start': '610.800', 'end': '614.720', 'text': "episode. Hannah, yeah, what let's speak"}, {'start': '613.279', 'end': '616.079', 'text': 'to some of that lowhanging fruit. Like'}, {'start': '614.720', 'end': '617.680', 'text': 'you mentioned there, the phone, like'}, {'start': '616.079', 'end': '620.320', 'text': "let's run through some of the list of"}, {'start': '617.680', 'end': '622.959', 'text': 'things that um you would look at in a'}, {'start': '620.320', 'end': '624.880', 'text': "clinic who's maybe freaking out at this."}, {'start': '622.959', 'end': '627.279', 'text': 'Where would you go first to find some,'}, {'start': '624.880', 'end': '629.760', 'text': 'you know, easy or quicker wins? Yeah,'}, {'start': '627.279', 'end': '634.720', 'text': 'perfect. Exactly where I was headed. Um'}, {'start': '629.760', 'end': '636.640', 'text': 'so I think that um with the opportunity'}, {'start': '634.720', 'end': '638.160', 'text': 'to like one of our basic human needs'}, {'start': '636.640', 'end': '639.600', 'text': "creating certainty it's not just"}, {'start': '638.160', 'end': '641.120', 'text': 'creating certainty for our team but'}, {'start': '639.600', 'end': '643.279', 'text': 'creating certainty for our communities'}, {'start': '641.120', 'end': '645.600', 'text': "as well. And if we're seen as standing"}, {'start': '643.279', 'end': '647.279', 'text': "up and providing I don't know if it's a"}, {'start': '645.600', 'end': '651.120', 'text': 'free information session or whether'}, {'start': '647.279', 'end': '651.120', 'text': "you're doing an email out or in"}, {'start': '651.880', 'end': '657.200', 'text': "your community whether it's the"}, {'start': '654.160', 'end': '660.480', 'text': 'providers as well and saying here is a'}, {'start': '657.200', 'end': '661.839', 'text': 'snapshot of um the upcoming changes that'}, {'start': '660.480', 'end': '662.959', 'text': "we've heard about this is how we're"}, {'start': '661.839', 'end': '664.880', 'text': "addressing them. This is how we'll"}, {'start': '662.959', 'end': '666.880', 'text': 'ensure that your care remains the'}, {'start': '664.880', 'end': '668.880', 'text': 'forefront of our priority. whatever it'}, {'start': '666.880', 'end': '672.079', 'text': "is that you're doing to ensure that"}, {'start': '668.880', 'end': '674.040', 'text': "you're that voice of reason and calm is"}, {'start': '672.079', 'end': '676.560', 'text': 'going to help you again stand out'}, {'start': '674.040', 'end': '678.240', 'text': "differently. I think it also to Jack's"}, {'start': '676.560', 'end': '681.040', 'text': 'point about creating excitement and'}, {'start': '678.240', 'end': '683.920', 'text': 'opportunity is our teams are sick of the'}, {'start': '681.040', 'end': '685.839', 'text': 'same clients and the same um NDIS'}, {'start': '683.920', 'end': '687.920', 'text': 'reports and all of those things as well.'}, {'start': '685.839', 'end': '689.440', 'text': 'And so by diversifying our income'}, {'start': '687.920', 'end': '691.440', 'text': 'streams, we also diversify the'}, {'start': '689.440', 'end': '693.440', 'text': 'opportunities for our teams to work in'}, {'start': '691.440', 'end': '695.200', 'text': 'different ways, whether that be through'}, {'start': '693.440', 'end': '698.480', 'text': 'different funding or different client'}, {'start': '695.200', 'end': '700.959', 'text': 'groups or with parent groups, whatever'}, {'start': '698.480', 'end': '703.360', 'text': 'that looks like. Just explain what are'}, {'start': '700.959', 'end': '705.959', 'text': 'some of those alternative sources you'}, {'start': '703.360', 'end': '708.240', 'text': 'speak of like practically is outside the'}, {'start': '705.959', 'end': '709.600', 'text': "NDIS. What what are some examples you're"}, {'start': '708.240', 'end': '712.560', 'text': 'seeing come through your clinic or that'}, {'start': '709.600', 'end': '714.240', 'text': "you're looking to target? Yeah. So for"}, {'start': '712.560', 'end': '715.680', 'text': "some people it may be if you're thinking"}, {'start': '714.240', 'end': '718.000', 'text': 'about an additional location maybe'}, {'start': '715.680', 'end': '720.000', 'text': "you're thinking about locating in a"}, {'start': '718.000', 'end': '722.240', 'text': 'higher socioeconomic where you may get'}, {'start': '720.000', 'end': '724.000', 'text': 'more privately paying families. It may'}, {'start': '722.240', 'end': '726.320', 'text': 'be through department of education where'}, {'start': '724.000', 'end': '730.320', 'text': 'you can access some funding through the'}, {'start': '726.320', 'end': '732.800', 'text': 'department of ed in relation to um doing'}, {'start': '730.320', 'end': '735.200', 'text': 'some observations of whole classes and'}, {'start': '732.800', 'end': '737.920', 'text': 'providing feedback to teachers that way.'}, {'start': '735.200', 'end': '741.440', 'text': 'doing some professional development um'}, {'start': '737.920', 'end': '743.040', 'text': 'or potentially other grants that other'}, {'start': '741.440', 'end': '744.880', 'text': "people have got. We've had kinders who"}, {'start': '743.040', 'end': '748.160', 'text': 'have grants to set up sensory rooms for'}, {'start': '744.880', 'end': '750.800', 'text': 'example. There may be a whole range of'}, {'start': '748.160', 'end': '753.680', 'text': 'different places and you know my'}, {'start': '750.800', 'end': '755.920', 'text': 'favorite place chat will give you um'}, {'start': '753.680', 'end': '757.680', 'text': 'lots of ideas if you put in there tell'}, {'start': '755.920', 'end': '759.920', 'text': 'me about funding grants that are'}, {'start': '757.680', 'end': '762.480', 'text': 'available in this area that could target'}, {'start': '759.920', 'end': '764.079', 'text': 'an OT and then supporting people to'}, {'start': '762.480', 'end': '766.160', 'text': 'apply for those grants and being there'}, {'start': '764.079', 'end': '768.079', 'text': 'ready to action those grants if they'}, {'start': '766.160', 'end': '770.639', 'text': "come into play. Yeah, there's no"}, {'start': '768.079', 'end': '773.519', 'text': 'shortage of ideas right available to'}, {'start': '770.639', 'end': '776.880', 'text': "you. It's about being able to prioritize"}, {'start': '773.519', 'end': '779.200', 'text': 'and and implement effectively. The'}, {'start': '776.880', 'end': '782.079', 'text': "recruitment side you touched on we've"}, {'start': '779.200', 'end': '784.959', 'text': "we've seen I say broadly you go back"}, {'start': '782.079', 'end': '787.680', 'text': 'what 18 months two years felt like new'}, {'start': '784.959', 'end': '790.000', 'text': 'graduates could dictate terms to a'}, {'start': '787.680', 'end': '792.160', 'text': "clinic owner what they're earning and"}, {'start': '790.000', 'end': '793.519', 'text': "the package they are getting. We'd"}, {'start': '792.160', 'end': '796.399', 'text': 'certainly hear a lot of clinic owners'}, {'start': '793.519', 'end': '797.880', 'text': "say it's hard it's highly competitive um"}, {'start': '796.399', 'end': '800.880', 'text': "what I'm having to deal"}, {'start': '797.880', 'end': '802.800', 'text': 'with. I would say the narrative seems to'}, {'start': '800.880', 'end': '805.200', 'text': "have shifted. Is that what you're also"}, {'start': '802.800', 'end': '807.839', 'text': "hearing and seeing? I'm noticing a lot"}, {'start': '805.200', 'end': '810.519', 'text': 'more clinic owners, well, number one,'}, {'start': '807.839', 'end': '812.720', 'text': 'perhaps not looking to recruit as much'}, {'start': '810.519', 'end': '814.639', 'text': "because they're trying to boost the"}, {'start': '812.720', 'end': '817.120', 'text': 'utilization of their current team going,'}, {'start': '814.639', 'end': '818.720', 'text': "I'm just not going to add headcount and"}, {'start': '817.120', 'end': '821.279', 'text': 'have a whole bunch of underutilized team'}, {'start': '818.720', 'end': '823.839', 'text': "members. So, they've just anecdotally"}, {'start': '821.279', 'end': '826.320', 'text': 'noticed a few people be okay with even'}, {'start': '823.839', 'end': '828.320', 'text': "losing some team members because they've"}, {'start': '826.320', 'end': '830.399', 'text': 'been running at a half sizzle. Do you'}, {'start': '828.320', 'end': '833.920', 'text': "know what I mean? And it's been costing"}, {'start': '830.399', 'end': '837.120', 'text': "them. So I've noticed one less of an"}, {'start': '833.920', 'end': '840.000', 'text': 'appetite broadly to recruit and or'}, {'start': '837.120', 'end': '842.199', 'text': 'number two it feels more in the power'}, {'start': '840.000', 'end': '846.240', 'text': 'dynamic has shifted a little bit more to'}, {'start': '842.199', 'end': '847.680', 'text': 'employers. I think clinic owners now in'}, {'start': '846.240', 'end': '850.120', 'text': 'my observation need to be more'}, {'start': '847.680', 'end': '852.560', 'text': 'deliberate and measured with their'}, {'start': '850.120', 'end': '853.920', 'text': 'recruitment where again a couple of'}, {'start': '852.560', 'end': '855.839', 'text': 'years ago maybe you would just take'}, {'start': '853.920', 'end': '858.160', 'text': 'anyone with a degree and a heartbeat'}, {'start': '855.839', 'end': '860.399', 'text': 'sign them up lock them in because we had'}, {'start': '858.160', 'end': '862.480', 'text': "weight lists as long as our arms. That's"}, {'start': '860.399', 'end': '863.839', 'text': 'not so much the case now. And you know,'}, {'start': '862.480', 'end': '865.920', 'text': "many of the other disciplines, if you're"}, {'start': '863.839', 'end': '869.360', 'text': "listening along, maybe you're an NDIS"}, {'start': '865.920', 'end': '871.440', 'text': 'minority clinic, you have have had to'}, {'start': '869.360', 'end': '873.279', 'text': 'have hiring triggers and algorithms and'}, {'start': '871.440', 'end': '876.240', 'text': 'formulas to determine when it is'}, {'start': '873.279', 'end': '878.000', 'text': 'sustainable to hire. Now, the NDIS'}, {'start': '876.240', 'end': '880.079', 'text': 'majority clinics need to have these'}, {'start': '878.000', 'end': '882.720', 'text': 'formulas in place. When is it'}, {'start': '880.079', 'end': '884.480', 'text': 'sustainable for us to hire? When will we'}, {'start': '882.720', 'end': '887.040', 'text': 'reach break even on that practitioner?'}, {'start': '884.480', 'end': '888.720', 'text': 'When will we reach profitability? Do we'}, {'start': '887.040', 'end': '891.800', 'text': 'have a case load that suits their'}, {'start': '888.720', 'end': '895.839', 'text': "clinical interests? So, it's it's more"}, {'start': '891.800', 'end': '897.760', 'text': 'thoughtful in that sense. Uh, that said,'}, {'start': '895.839', 'end': '899.920', 'text': "Hannah, I'd be curious what you're"}, {'start': '897.760', 'end': '902.880', 'text': "seeing. There's still not a heap of like"}, {'start': '899.920', 'end': '905.279', 'text': "the talent pool isn't super deep or wide"}, {'start': '902.880', 'end': '907.360', 'text': 'is my observation. Is that true? Yeah, I'}, {'start': '905.279', 'end': '908.800', 'text': "think that's my experience, too. And I"}, {'start': '907.360', 'end': '911.120', 'text': 'think um you touched on a really good'}, {'start': '908.800', 'end': '913.440', 'text': "point about those listening who aren't"}, {'start': '911.120', 'end': '915.760', 'text': 'um NDIS being the majority of their case'}, {'start': '913.440', 'end': '917.600', 'text': 'load. they are our friends and our'}, {'start': '915.760', 'end': '919.360', 'text': 'colleagues that we need to rely on and'}, {'start': '917.600', 'end': '921.519', 'text': 'talk to about what they have done over'}, {'start': '919.360', 'end': '923.920', 'text': "this time and it's such a good wealth of"}, {'start': '921.519', 'end': '925.279', 'text': 'knowledge for us to seek support as well'}, {'start': '923.920', 'end': '928.480', 'text': "when we're having these changes and"}, {'start': '925.279', 'end': '932.240', 'text': 'maybe not experienced it um previously.'}, {'start': '928.480', 'end': '934.320', 'text': "Um we're definitely seeing more um"}, {'start': '932.240', 'end': '935.680', 'text': 'increase in the number of applicants who'}, {'start': '934.320', 'end': '937.279', 'text': 'are applying for jobs or who are'}, {'start': '935.680', 'end': '940.639', 'text': 'reaching out without there being a live'}, {'start': '937.279', 'end': '942.639', 'text': 'job available. Um, I think the other'}, {'start': '940.639', 'end': '945.279', 'text': 'thing, Ben, that you spoke to before'}, {'start': '942.639', 'end': '946.959', 'text': 'about people not recruiting as much is'}, {'start': '945.279', 'end': '948.399', 'text': 'also previously when people could'}, {'start': '946.959', 'end': '949.759', 'text': 'dictate and come and say, "Look, I\'m'}, {'start': '948.399', 'end': '951.120', 'text': 'going to do two days a week." And people'}, {'start': '949.759', 'end': '953.360', 'text': 'would say, "Okay, no worries. We\'ll take'}, {'start': '951.120', 'end': '955.600', 'text': 'them on." We\'re now recognizing that'}, {'start': '953.360', 'end': '957.440', 'text': 'having three two-day aers is so much'}, {'start': '955.600', 'end': '959.920', 'text': 'more expensive for us as an organization'}, {'start': '957.440', 'end': '962.560', 'text': 'than to have one full-timer who can do'}, {'start': '959.920', 'end': '964.399', 'text': 'that work. And so I think organizations'}, {'start': '962.560', 'end': '966.000', 'text': 'now are getting a bit more strategic in'}, {'start': '964.399', 'end': '968.560', 'text': 'trying to get people who are full-time'}, {'start': '966.000', 'end': '970.240', 'text': 'or 4 days a week and having minimum days'}, {'start': '968.560', 'end': '972.360', 'text': 'rather than taking people on for one day'}, {'start': '970.240', 'end': '976.079', 'text': 'here. And that'}, {'start': '972.360', 'end': '979.199', 'text': '$193.99 not being increased in the last'}, {'start': '976.079', 'end': '981.839', 'text': '5 to 6 years has really meant that'}, {'start': '979.199', 'end': '985.759', 'text': 'people need to really get strategic'}, {'start': '981.839', 'end': '987.440', 'text': 'because um there was another uh audit'}, {'start': '985.759', 'end': '988.959', 'text': 'that was done externally by Deote that'}, {'start': '987.440', 'end': '992.160', 'text': 'actually showed that the running cost of'}, {'start': '988.959', 'end': '994.079', 'text': 'a um private practice was now $25 or'}, {'start': '992.160', 'end': '996.399', 'text': '$210 an hour whereas when they'}, {'start': '994.079', 'end': '998.440', 'text': 'previously did it and advised um the'}, {'start': '996.399', 'end': '1001.120', 'text': 'NDIS on the rate it was at that $1'}, {'start': '998.440', 'end': '1002.720', 'text': '193.99 5 years ago. So we know that even'}, {'start': '1001.120', 'end': '1004.560', 'text': 'from the external audits that have'}, {'start': '1002.720', 'end': '1006.079', 'text': 'happened and that we are running at'}, {'start': '1004.560', 'end': '1008.160', 'text': 'losses at times. So we need to make sure'}, {'start': '1006.079', 'end': '1009.759', 'text': "that we're making sure that those"}, {'start': '1008.160', 'end': '1011.759', 'text': "numbers make sense and that we're not"}, {'start': '1009.759', 'end': '1013.759', 'text': "throwing money out the door when we're"}, {'start': '1011.759', 'end': '1015.680', 'text': 'doing things like having three people in'}, {'start': '1013.759', 'end': '1018.480', 'text': "one person's role for example. It's"}, {'start': '1015.680', 'end': '1020.639', 'text': 'interesting Hannah and even back to the'}, {'start': '1018.480', 'end': '1022.560', 'text': 'point of attracting families and'}, {'start': '1020.639', 'end': '1025.439', 'text': 'participants with plans now through to'}, {'start': '1022.560', 'end': '1028.000', 'text': 'recruitment. The the summation that I'}, {'start': '1025.439', 'end': '1030.319', 'text': 'make and see is that businesses need to'}, {'start': '1028.000', 'end': '1033.120', 'text': 'get back to the fundamentals of business'}, {'start': '1030.319', 'end': '1035.199', 'text': 'specifically around building a brand and'}, {'start': '1033.120', 'end': '1038.079', 'text': 'the presence in the community from a'}, {'start': '1035.199', 'end': '1040.480', 'text': 'particip participant perspective and in'}, {'start': '1038.079', 'end': '1042.319', 'text': 'the therapist clinician community.'}, {'start': '1040.480', 'end': '1044.480', 'text': 'Building a brand that people know you'}, {'start': '1042.319', 'end': '1046.559', 'text': 'need to be known, you need to be liked,'}, {'start': '1044.480', 'end': '1048.960', 'text': 'you need to be trusted.'}, {'start': '1046.559', 'end': '1051.919', 'text': 'We as clinics need to show up more and'}, {'start': '1048.960', 'end': '1053.919', 'text': 'be present more uh to attract ideal'}, {'start': '1051.919', 'end': '1056.799', 'text': 'clients and attract ideal team members.'}, {'start': '1053.919', 'end': '1060.080', 'text': "Again, previously wasn't too much of a"}, {'start': '1056.799', 'end': '1062.960', 'text': 'driver. Now, it must be preeminent on'}, {'start': '1060.080', 'end': '1065.200', 'text': 'our clinic owner minds. I got a favor to'}, {'start': '1062.960', 'end': '1067.440', 'text': 'ask. Would you mind reviewing and rating'}, {'start': '1065.200', 'end': '1069.840', 'text': 'this podcast, please? It helps us'}, {'start': '1067.440', 'end': '1071.919', 'text': 'attract great guests and partnerships'}, {'start': '1069.840', 'end': '1074.240', 'text': 'from companies who want to do business'}, {'start': '1071.919', 'end': '1076.720', 'text': 'with you and we can negotiate the best'}, {'start': '1074.240', 'end': '1078.640', 'text': 'possible deals and discounts so that you'}, {'start': '1076.720', 'end': '1080.640', 'text': 'can grow your clinic sustainably into'}, {'start': '1078.640', 'end': '1082.559', 'text': 'the future. Just open up your podcast'}, {'start': '1080.640', 'end': '1085.760', 'text': 'player and hit the review. It looks like'}, {'start': '1082.559', 'end': '1088.640', 'text': '70% of you use the Apple podcast player'}, {'start': '1085.760', 'end': '1090.960', 'text': 'to listen into this show. So, next time'}, {'start': '1088.640', 'end': '1093.679', 'text': 'you open up the show, can you give us a'}, {'start': '1090.960', 'end': '1096.320', 'text': 'review and rating? Every single review'}, {'start': '1093.679', 'end': '1097.600', 'text': 'counts and we are so grateful for it.'}, {'start': '1096.320', 'end': '1099.360', 'text': "All right, let's head back to the"}, {'start': '1097.600', 'end': '1101.120', 'text': "episode. Benny, you're the brands"}, {'start': '1099.360', 'end': '1103.360', 'text': 'expert. Like where to can can you speak'}, {'start': '1101.120', 'end': '1105.440', 'text': 'to that brand element? Yeah, I was I was'}, {'start': '1103.360', 'end': '1108.640', 'text': 'going to actually ask before I go into'}, {'start': '1105.440', 'end': '1112.080', 'text': 'it. When you what are you seeing what do'}, {'start': '1108.640', 'end': '1115.200', 'text': 'you see people not do or do poorly in'}, {'start': '1112.080', 'end': '1116.880', 'text': 'that area?'}, {'start': '1115.200', 'end': '1119.280', 'text': 'Who are you asking?'}, {'start': '1116.880', 'end': '1120.880', 'text': "I'll ask you Jack Gol you brought it up"}, {'start': '1119.280', 'end': '1123.919', 'text': "and then I'm interested in Hannah's"}, {'start': '1120.880', 'end': '1125.760', 'text': 'perspective like we so often focus on'}, {'start': '1123.919', 'end': '1128.640', 'text': 'what are the best doing which is great'}, {'start': '1125.760', 'end': '1130.880', 'text': "but where sometimes people don't even"}, {'start': '1128.640', 'end': '1133.520', 'text': "know that they're doing the wrong thing"}, {'start': '1130.880', 'end': '1137.120', 'text': 'or not even addressing the thing they'}, {'start': '1133.520', 'end': '1140.160', 'text': 'ought to what does it look like to be'}, {'start': '1137.120', 'end': '1141.919', 'text': 'you know falling behind on those areas'}, {'start': '1140.160', 'end': '1146.240', 'text': 'the first thing that comes to mind would'}, {'start': '1141.919', 'end': '1150.160', 'text': 'be uh showing up inconsistently or too'}, {'start': '1146.240', 'end': '1152.640', 'text': 'late and not doing the proactive work'}, {'start': '1150.160', 'end': '1155.440', 'text': "when they've got time and capacity and"}, {'start': '1152.640', 'end': '1157.840', 'text': "waiting until it's urgent to try and"}, {'start': '1155.440', 'end': '1159.760', 'text': "then get desperate. Uh it's like ah I'm"}, {'start': '1157.840', 'end': '1163.280', 'text': 'not going to post consistently on social'}, {'start': '1159.760', 'end': '1165.440', 'text': 'media or or engage in a content strategy'}, {'start': '1163.280', 'end': '1167.280', 'text': 'and then 6 weeks later got whites space'}, {'start': '1165.440', 'end': '1168.640', 'text': 'in the diary and the questions come'}, {'start': '1167.280', 'end': '1170.559', 'text': 'through of like what can I do to fill my'}, {'start': '1168.640', 'end': '1172.960', 'text': "books this week? It's like, well, if you"}, {'start': '1170.559', 'end': '1174.960', 'text': 'had have done what we coached you to do'}, {'start': '1172.960', 'end': '1176.400', 'text': "six weeks ago, we wouldn't be having"}, {'start': '1174.960', 'end': '1177.760', 'text': 'this conversation, would we? And the'}, {'start': '1176.400', 'end': '1180.640', 'text': "same is true of recruitment. It's like,"}, {'start': '1177.760', 'end': '1182.880', 'text': 'ah, we need to recruit tomorrow. Well,'}, {'start': '1180.640', 'end': '1185.840', 'text': 'you needed to start building an audience'}, {'start': '1182.880', 'end': '1187.280', 'text': "of applicants 6 months ago. Now, we're"}, {'start': '1185.840', 'end': '1188.799', 'text': 'not going to point fingers and blame.'}, {'start': '1187.280', 'end': '1191.280', 'text': "We're going to start today and and do"}, {'start': '1188.799', 'end': '1193.039', 'text': 'what we can with what we have. But to'}, {'start': '1191.280', 'end': '1194.880', 'text': 'answer your question specifically, it'}, {'start': '1193.039', 'end': '1197.440', 'text': 'would be um putting your head in the'}, {'start': '1194.880', 'end': '1199.120', 'text': 'sand and not doing the proactive things'}, {'start': '1197.440', 'end': '1201.039', 'text': "when we've got capacity. It's not"}, {'start': '1199.120', 'end': '1203.440', 'text': 'building the not planting the tree'}, {'start': '1201.039', 'end': '1205.679', 'text': 'before we need the wood. Hannah, what do'}, {'start': '1203.440', 'end': '1208.480', 'text': 'you see? Yeah, definitely. And I think'}, {'start': '1205.679', 'end': '1211.440', 'text': 'one thing that um we spoke to a lot of'}, {'start': '1208.480', 'end': '1214.000', 'text': 'members about was not panic hiring. So,'}, {'start': '1211.440', 'end': '1216.000', 'text': 'just because you had a space available,'}, {'start': '1214.000', 'end': '1218.080', 'text': 'not just bringing on anyone because we'}, {'start': '1216.000', 'end': '1219.600', 'text': 'know how much that can damage our brand,'}, {'start': '1218.080', 'end': '1222.080', 'text': "having someone who's not aligning with"}, {'start': '1219.600', 'end': '1224.400', 'text': "our values. I think now it's the same"}, {'start': '1222.080', 'end': '1226.400', 'text': "thing with the client group. Let's not"}, {'start': '1224.400', 'end': '1228.159', 'text': 'panic and just accept any referral that'}, {'start': '1226.400', 'end': '1229.679', 'text': "comes in. Let's make sure we're sticking"}, {'start': '1228.159', 'end': '1231.520', 'text': "to our brand. Make sure we're sticking"}, {'start': '1229.679', 'end': '1234.000', 'text': "to our expertise or we're going to"}, {'start': '1231.520', 'end': '1236.799', 'text': 'really damage that relationship and that'}, {'start': '1234.000', 'end': '1239.120', 'text': 'um brand that says we are having bad'}, {'start': '1236.799', 'end': '1242.559', 'text': "experiences because we're saying we can"}, {'start': '1239.120', 'end': '1243.919', 'text': "service a client that we just can't."}, {'start': '1242.559', 'end': '1247.600', 'text': 'Yeah. I think when it comes to that'}, {'start': '1243.919', 'end': '1249.440', 'text': 'hiring like we are so often um'}, {'start': '1247.600', 'end': '1252.080', 'text': 'critiquing and helping clinic owners'}, {'start': '1249.440', 'end': '1254.000', 'text': 'with their recruitment documents and'}, {'start': '1252.080', 'end': '1256.240', 'text': 'collateral things like what what does'}, {'start': '1254.000', 'end': '1258.000', 'text': 'your seek ad say? Is it specifically'}, {'start': '1256.240', 'end': '1260.640', 'text': 'attracting the type of clinician that'}, {'start': '1258.000', 'end': '1263.799', 'text': 'your clinic needs? Uh, is your landing'}, {'start': '1260.640', 'end': '1267.120', 'text': 'page clear? Is your application process'}, {'start': '1263.799', 'end': '1269.360', 'text': 'thorough? Um, what gates have we got for'}, {'start': '1267.120', 'end': '1272.559', 'text': 'clinicians to step through? And when we'}, {'start': '1269.360', 'end': '1275.520', 'text': 'can refine those parts of the process,'}, {'start': '1272.559', 'end': '1277.760', 'text': 'Ben, we we attract good people who in'}, {'start': '1275.520', 'end': '1279.919', 'text': 'turn attract good good clients, good'}, {'start': '1277.760', 'end': '1281.919', 'text': 'participants. My mind is blown when'}, {'start': '1279.919', 'end': '1283.520', 'text': 'people say to me, "Yeah, we got this'}, {'start': '1281.919', 'end': '1285.760', 'text': 'great candidate and then we sent them an'}, {'start': '1283.520', 'end': '1287.600', 'text': 'email offer." I\'m like, "You emailed'}, {'start': '1285.760', 'end': '1289.440', 'text': 'them the offer?" Like, there are such'}, {'start': '1287.600', 'end': '1291.440', 'text': 'small things that we can do to like pick'}, {'start': '1289.440', 'end': '1293.520', 'text': 'up the phone, jump on a Zoom call, like'}, {'start': '1291.440', 'end': '1296.080', 'text': 'meet them for coffee, like whatever it'}, {'start': '1293.520', 'end': '1298.159', 'text': 'is to celebrate that rather than those'}, {'start': '1296.080', 'end': '1299.840', 'text': "small missed opportunities. And it's the"}, {'start': '1298.159', 'end': '1301.919', 'text': 'same thing about looking at our client'}, {'start': '1299.840', 'end': '1303.520', 'text': 'journey, looking at our team journey.'}, {'start': '1301.919', 'end': '1306.080', 'text': 'What do all of those touch points look'}, {'start': '1303.520', 'end': '1307.840', 'text': "like? It's a really great point, Hannah."}, {'start': '1306.080', 'end': '1311.679', 'text': 'Another similar one is I sent the'}, {'start': '1307.840', 'end': '1314.159', 'text': 'contract via email and uh that person'}, {'start': '1311.679', 'end': '1316.640', 'text': 'freaks out about a restraint of trade'}, {'start': '1314.159', 'end': '1318.960', 'text': 'clause or you know something about the'}, {'start': '1316.640', 'end': '1321.200', 'text': "salary that they didn't understand the"}, {'start': '1318.960', 'end': '1324.480', 'text': 'reward structure and maybe attached to'}, {'start': '1321.200', 'end': '1326.640', 'text': 'it. So um great point around picking up'}, {'start': '1324.480', 'end': '1330.000', 'text': 'the phone having something in person or'}, {'start': '1326.640', 'end': '1331.600', 'text': "a Zoom meeting is fantastic. what we're"}, {'start': '1330.000', 'end': '1334.720', 'text': 'screen sharing here, just to connect'}, {'start': '1331.600', 'end': '1336.720', 'text': 'some dots and add some literal color to'}, {'start': '1334.720', 'end': '1340.559', 'text': 'this. Um, Clinico, the patient'}, {'start': '1336.720', 'end': '1343.520', 'text': 'management software, did a survey of all'}, {'start': '1340.559', 'end': '1345.120', 'text': 'of their users back in 2021. A little'}, {'start': '1343.520', 'end': '1347.280', 'text': 'bit old now, but maybe as a reference'}, {'start': '1345.120', 'end': '1350.720', 'text': 'point for us. Um, the Australian'}, {'start': '1347.280', 'end': '1353.760', 'text': 'Physiootherapy Association also did a'}, {'start': '1350.720', 'end': '1356.720', 'text': 'workforce consensus report. The speech'}, {'start': '1353.760', 'end': '1359.520', 'text': 'pathology association also did one circa'}, {'start': '1356.720', 'end': '1362.720', 'text': '23 or 24, but I think you had to be a'}, {'start': '1359.520', 'end': '1365.360', 'text': 'spa member to get access to that. They'}, {'start': '1362.720', 'end': '1368.159', 'text': "didn't give me one. Duh. If you are a"}, {'start': '1365.360', 'end': '1370.720', 'text': "spa member, I'll happily accept an email"}, {'start': '1368.159', 'end': '1373.600', 'text': 'with one of those reports. I think I'}, {'start': '1370.720', 'end': '1375.760', 'text': 'find these useful as a reflection tool.'}, {'start': '1373.600', 'end': '1378.400', 'text': "like it's going to be highly nuanced on"}, {'start': '1375.760', 'end': '1381.039', 'text': 'the ground floor, but it helps you start'}, {'start': '1378.400', 'end': '1382.880', 'text': 'to understand what people might be'}, {'start': '1381.039', 'end': '1385.440', 'text': 'looking for, at least what they say'}, {'start': '1382.880', 'end': '1387.280', 'text': "they're looking for a and why they might"}, {'start': '1385.440', 'end': '1391.600', 'text': "leave. So, we're we're currently looking"}, {'start': '1387.280', 'end': '1394.120', 'text': 'at um the question was around uh what'}, {'start': '1391.600', 'end': '1395.720', 'text': 'would cause you to leave your current'}, {'start': '1394.120', 'end': '1400.720', 'text': 'workplace.'}, {'start': '1395.720', 'end': '1405.720', 'text': '23% said a better workplace culture. 12%'}, {'start': '1400.720', 'end': '1409.120', 'text': 'said more flexible hours. 31% said more'}, {'start': '1405.720', 'end': '1414.000', 'text': 'money, 10% said to be closer to home,'}, {'start': '1409.120', 'end': '1415.280', 'text': 'and 23% said other. Um, and then the the'}, {'start': '1414.000', 'end': '1417.840', 'text': 'other question that they asked was,'}, {'start': '1415.280', 'end': '1420.240', 'text': '"What has contributed to you staying'}, {'start': '1417.840', 'end': '1423.200', 'text': 'with this practice this long?" Just to'}, {'start': '1420.240', 'end': '1427.320', 'text': 'mention a couple of notable ones here.'}, {'start': '1423.200', 'end': '1432.400', 'text': '28% is I enjoy working with the team'}, {'start': '1427.320', 'end': '1436.880', 'text': 'here. 19% is my boss is excellent.'}, {'start': '1432.400', 'end': '1439.840', 'text': 'and 18% is the work culture is excellent'}, {'start': '1436.880', 'end': '1442.159', 'text': "as you look through these JB then I'll"}, {'start': '1439.840', 'end': '1443.919', 'text': 'come to you Hannah what what are you'}, {'start': '1442.159', 'end': '1447.120', 'text': 'sort of taking from this that'}, {'start': '1443.919', 'end': '1448.799', 'text': 'practically a clinic owner could apply'}, {'start': '1447.120', 'end': '1450.720', 'text': 'obviously nurturing their current team'}, {'start': '1448.799', 'end': '1453.520', 'text': 'and keeping them engaged in their role'}, {'start': '1450.720', 'end': '1455.799', 'text': 'but also looking to that recruitment of'}, {'start': '1453.520', 'end': '1458.159', 'text': 'new team members in the'}, {'start': '1455.799', 'end': '1460.320', 'text': "future I heard it said once I'm not sure"}, {'start': '1458.159', 'end': '1462.240', 'text': 'who to attribute this to but when it'}, {'start': '1460.320', 'end': '1464.480', 'text': 'comes to money and employees and team'}, {'start': '1462.240', 'end': '1467.520', 'text': 'members. Money might be a reason that'}, {'start': '1464.480', 'end': '1469.000', 'text': "people leave, but it's rarely the reason"}, {'start': '1467.520', 'end': '1471.600', 'text': 'people'}, {'start': '1469.000', 'end': '1473.360', 'text': 'stay. And so the way that we should'}, {'start': '1471.600', 'end': '1475.039', 'text': 'think about that is we need to we need'}, {'start': '1473.360', 'end': '1478.640', 'text': 'to provide salary arrangements,'}, {'start': '1475.039', 'end': '1481.200', 'text': 'remuneration that um satisfies people,'}, {'start': '1478.640', 'end': '1484.240', 'text': 'but people will not stay at a job that'}, {'start': '1481.200', 'end': '1486.799', 'text': 'is highaying and they do not enjoy their'}, {'start': '1484.240', 'end': '1488.640', 'text': 'boss team or culture to reference those'}, {'start': '1486.799', 'end': '1490.880', 'text': "responses. So, so it's almost like we"}, {'start': '1488.640', 'end': '1493.039', 'text': 'just need to handle the money thing.'}, {'start': '1490.880', 'end': '1494.240', 'text': 'sort that out. Pay well. You know, we'}, {'start': '1493.039', 'end': '1496.000', 'text': "don't want to be bottom of the barrel."}, {'start': '1494.240', 'end': '1499.120', 'text': 'Pay well. But beyond that, the reasons'}, {'start': '1496.000', 'end': '1500.880', 'text': 'people actually stay are culture, a boss'}, {'start': '1499.120', 'end': '1502.320', 'text': "that's invested, a boss. No, we don't"}, {'start': '1500.880', 'end': '1504.720', 'text': 'use that word around here. The report'}, {'start': '1502.320', 'end': '1507.760', 'text': "did, we don't. Uh but a leader who is"}, {'start': '1504.720', 'end': '1510.760', 'text': 'invested in their team, a culture that'}, {'start': '1507.760', 'end': '1513.039', 'text': 'is deliberate and proactive and'}, {'start': '1510.760', 'end': '1515.120', 'text': "progressive and uh there's so many"}, {'start': '1513.039', 'end': '1517.279', 'text': 'little 1enters again that we as clinic'}, {'start': '1515.120', 'end': '1520.559', 'text': "owners can do to stand out. Folks, it's"}, {'start': '1517.279', 'end': '1522.559', 'text': 'not hard to stand out as a clinic owner.'}, {'start': '1520.559', 'end': '1526.400', 'text': "It's there's little things that we can"}, {'start': '1522.559', 'end': '1530.240', 'text': 'do to make work meaningful for our team,'}, {'start': '1526.400', 'end': '1531.760', 'text': 'enjoyable, uh, fulfilling. And so, get'}, {'start': '1530.240', 'end': '1533.520', 'text': 'creative. Think outside what are the'}, {'start': '1531.760', 'end': '1536.000', 'text': "best doing, what what's different, what"}, {'start': '1533.520', 'end': '1538.720', 'text': 'can you add or change about how you lead'}, {'start': '1536.000', 'end': '1541.600', 'text': 'so that your team members are engaged'}, {'start': '1538.720', 'end': '1543.120', 'text': "and proactive. I think that's that's"}, {'start': '1541.600', 'end': '1545.480', 'text': 'still the green fields opportunity that'}, {'start': '1543.120', 'end': '1547.760', 'text': 'I see just getting it down on paper like'}, {'start': '1545.480', 'end': '1549.600', 'text': 'pathways like with those pathways'}, {'start': '1547.760', 'end': '1551.200', 'text': "getting that written down. It's not just"}, {'start': '1549.600', 'end': '1552.799', 'text': "good enough to say we've got really"}, {'start': '1551.200', 'end': '1554.720', 'text': "great pathways. It's about a"}, {'start': '1552.799', 'end': '1555.919', 'text': 'visualization of being able to see that.'}, {'start': '1554.720', 'end': '1557.360', 'text': "So that's a good point, Benny. What's"}, {'start': '1555.919', 'end': '1559.520', 'text': 'the quote that you and I have been uh'}, {'start': '1557.360', 'end': '1561.679', 'text': 'been talking about uh with writing and'}, {'start': '1559.520', 'end': '1565.200', 'text': "thinking? Feel like there's a lot of"}, {'start': '1561.679', 'end': '1568.559', 'text': 'quotes that we toss around as we put on'}, {'start': '1565.200', 'end': '1570.559', 'text': 'our philosophical hat. I think clear'}, {'start': '1568.559', 'end': '1572.960', 'text': 'clear writing is a reflection of clear'}, {'start': '1570.559', 'end': '1575.679', 'text': 'thinking might be the one. Did I get it'}, {'start': '1572.960', 'end': '1577.279', 'text': 'right? Exactly. Yes. I we we have all'}, {'start': '1575.679', 'end': '1580.480', 'text': 'these grand ideas and we go to'}, {'start': '1577.279', 'end': '1582.880', 'text': 'conferences and summits and and we talk'}, {'start': '1580.480', 'end': '1586.000', 'text': 'about the the the idea the concept of'}, {'start': '1582.880', 'end': '1588.480', 'text': 'pathways Hannah but get on paper your'}, {'start': '1586.000', 'end': '1590.960', 'text': "your IP is only valuable if it's out of"}, {'start': '1588.480', 'end': '1594.000', 'text': 'your brain and on the screen in front of'}, {'start': '1590.960', 'end': '1596.440', 'text': 'you uh to to visually represent it and'}, {'start': '1594.000', 'end': '1598.400', 'text': 'the the act Hannah of visually'}, {'start': '1596.440', 'end': '1601.039', 'text': "representing whether it's in the written"}, {'start': '1598.400', 'end': '1603.840', 'text': 'form or or graphic form of representing'}, {'start': '1601.039', 'end': '1606.400', 'text': 'your pathways and progressions forces'}, {'start': '1603.840', 'end': '1609.360', 'text': 'you to think clearly forces you to think'}, {'start': '1606.400', 'end': '1612.159', 'text': 'linearly forces you to get better and'}, {'start': '1609.360', 'end': '1614.320', 'text': 'more articulate and more deliberate with'}, {'start': '1612.159', 'end': '1615.440', 'text': 'our leadership principles. Has that been'}, {'start': '1614.320', 'end': '1617.039', 'text': 'your experience Hannah in like'}, {'start': '1615.440', 'end': '1618.640', 'text': 'documenting your pathways? Yeah,'}, {'start': '1617.039', 'end': '1620.559', 'text': 'absolutely. Like documenting our'}, {'start': '1618.640', 'end': '1622.880', 'text': 'pathways was a game changer for us and'}, {'start': '1620.559', 'end': '1624.320', 'text': 'it really meant that people could see'}, {'start': '1622.880', 'end': '1626.320', 'text': 'the progressions could see where they'}, {'start': '1624.320', 'end': '1628.320', 'text': 'could head. It structures conversations'}, {'start': '1626.320', 'end': '1630.720', 'text': 'around pay progressions. It structures'}, {'start': '1628.320', 'end': '1633.039', 'text': 'conversations around where am I going to'}, {'start': '1630.720', 'end': '1634.400', 'text': "next? like there's no question about,"}, {'start': '1633.039', 'end': '1636.960', 'text': 'you know, is there opportunity for'}, {'start': '1634.400', 'end': '1639.200', 'text': 'growth? What are those opportunities? Is'}, {'start': '1636.960', 'end': '1642.000', 'text': "there side steps that maybe don't take"}, {'start': '1639.200', 'end': '1644.159', 'text': 'on leadership roles but take on um'}, {'start': '1642.000', 'end': '1646.400', 'text': 'projects or what are those'}, {'start': '1644.159', 'end': '1647.919', 'text': "opportunities? People I don't think want"}, {'start': '1646.400', 'end': '1650.799', 'text': "to be in a workplace where they're"}, {'start': '1647.919', 'end': '1652.880', 'text': 'coming in seeing clients 9 to5 in a'}, {'start': '1650.799', 'end': '1656.000', 'text': 'pediatric OT space but I think also in'}, {'start': '1652.880', 'end': '1657.440', 'text': 'lots of different um clinic spaces. They'}, {'start': '1656.000', 'end': '1660.240', 'text': 'want the opportunity to be able to maybe'}, {'start': '1657.440', 'end': '1663.279', 'text': 'provide some supervision, maybe present'}, {'start': '1660.240', 'end': '1666.400', 'text': 'um PDs or be a guest on a podcast or'}, {'start': '1663.279', 'end': '1668.440', 'text': 'whatever it is. Yes, that is very true.'}, {'start': '1666.400', 'end': '1672.320', 'text': 'Actually, the APA'}, {'start': '1668.440', 'end': '1674.159', 'text': 'workforce consensus report shares a'}, {'start': '1672.320', 'end': '1675.279', 'text': 'number of really good insights around'}, {'start': '1674.159', 'end': '1676.799', 'text': "that. Even if you're not a"}, {'start': '1675.279', 'end': '1679.360', 'text': "physiootherapist, I'd encourage you to"}, {'start': '1676.799', 'end': '1682.399', 'text': "take a read. It's freely available on"}, {'start': '1679.360', 'end': '1684.399', 'text': 'their website around career pathways and'}, {'start': '1682.399', 'end': '1686.960', 'text': 'what people are looking for uh in'}, {'start': '1684.399', 'end': '1689.919', 'text': 'particular. Where do you start though?'}, {'start': '1686.960', 'end': '1693.520', 'text': 'What have you found useful in supporting'}, {'start': '1689.919', 'end': '1695.679', 'text': "clinic owners, Hannah, when they're"}, {'start': '1693.520', 'end': '1697.760', 'text': "starting from scratch? Because you've"}, {'start': '1695.679', 'end': '1700.320', 'text': 'worked on it quite a lot over a long'}, {'start': '1697.760', 'end': '1703.039', 'text': "period of time. I've certainly had those"}, {'start': '1700.320', 'end': '1705.440', 'text': 'conversations with clinic owners and'}, {'start': '1703.039', 'end': '1707.120', 'text': 'they want to do it, but they see it as'}, {'start': '1705.440', 'end': '1710.640', 'text': 'this massive task where they need to'}, {'start': '1707.120', 'end': '1713.840', 'text': 'know all of the details, every single'}, {'start': '1710.640', 'end': '1716.320', 'text': 'detail about every single pathway before'}, {'start': '1713.840', 'end': '1719.120', 'text': 'they roll it out and talk about it.'}, {'start': '1716.320', 'end': '1722.080', 'text': "Doesn't sound like a health professional"}, {'start': '1719.120', 'end': '1724.399', 'text': "and you're like, okay, so where"}, {'start': '1722.080', 'end': '1727.120', 'text': 'practically do we start? because'}, {'start': '1724.399', 'end': '1731.279', 'text': 'otherwise they are crippled by the'}, {'start': '1727.120', 'end': '1733.080', 'text': 'enormity of pathways that it can be. Um'}, {'start': '1731.279', 'end': '1736.399', 'text': 'are we saying fake it till you make it?'}, {'start': '1733.080', 'end': '1738.880', 'text': 'Um so be yeah absolutely share the'}, {'start': '1736.399', 'end': '1741.120', 'text': "realities of like how how you do it. I'm"}, {'start': '1738.880', 'end': '1743.440', 'text': 'interested come to you JB as to how you'}, {'start': '1741.120', 'end': '1746.240', 'text': 'do it as as well. I think also going'}, {'start': '1743.440', 'end': '1749.440', 'text': 'back to um what you were saying earlier'}, {'start': '1746.240', 'end': '1751.840', 'text': 'about um we talk a lot about what people'}, {'start': '1749.440', 'end': '1754.000', 'text': 'are doing well like what the best do but'}, {'start': '1751.840', 'end': '1756.320', 'text': "what are those who maybe aren't sitting"}, {'start': '1754.000', 'end': '1758.399', 'text': 'at that level doing and I wrote down a'}, {'start': '1756.320', 'end': '1760.240', 'text': 'few things there that just in relation'}, {'start': '1758.399', 'end': '1762.000', 'text': 'to delegating like I think they are'}, {'start': '1760.240', 'end': '1763.200', 'text': "doing it all they're not delegating and"}, {'start': '1762.000', 'end': '1765.360', 'text': "they're not trying to find those"}, {'start': '1763.200', 'end': '1767.120', 'text': 'pathways and having the confidence to'}, {'start': '1765.360', 'end': '1770.399', 'text': 'sort of step back and just seeing that'}, {'start': '1767.120', 'end': '1772.159', 'text': 'their team can do it so I think I think'}, {'start': '1770.399', 'end': '1773.840', 'text': "the best thing you can do if you're"}, {'start': '1772.159', 'end': '1776.159', 'text': 'looking at what is the next step is to'}, {'start': '1773.840', 'end': '1777.760', 'text': 'sit down and really think about what are'}, {'start': '1776.159', 'end': '1778.960', 'text': "all the tasks that you're doing and what"}, {'start': '1777.760', 'end': '1781.039', 'text': "are the tasks that you'd like to"}, {'start': '1778.960', 'end': '1782.480', 'text': 'delegate and what are the roles that are'}, {'start': '1781.039', 'end': '1784.640', 'text': 'missing like where are the supports'}, {'start': '1782.480', 'end': '1787.440', 'text': 'needed in your team and then that can'}, {'start': '1784.640', 'end': '1789.520', 'text': 'sort of start to create a role you can'}, {'start': '1787.440', 'end': '1791.760', 'text': 'go back to basics and just do those'}, {'start': '1789.520', 'end': '1793.440', 'text': "traditional roles in which it's like do"}, {'start': '1791.760', 'end': '1796.240', 'text': 'we have supervisors do we have mentors'}, {'start': '1793.440', 'end': '1798.240', 'text': 'what are we calling those level of'}, {'start': '1796.240', 'end': '1800.080', 'text': 'people am I doing it all am I starting'}, {'start': '1798.240', 'end': '1802.480', 'text': 'to get other people to coach other'}, {'start': '1800.080', 'end': '1805.520', 'text': 'people in the team. Is there an'}, {'start': '1802.480', 'end': '1807.279', 'text': 'opportunity to diversify a stream where'}, {'start': '1805.520', 'end': '1810.000', 'text': "they're specializing in a certain case"}, {'start': '1807.279', 'end': '1811.840', 'text': 'load? What are the opportunities? Is it'}, {'start': '1810.000', 'end': '1813.840', 'text': "and asking your team, you can't learn"}, {'start': '1811.840', 'end': '1815.679', 'text': 'more than asking your team what they'}, {'start': '1813.840', 'end': '1817.200', 'text': 'want their pathways to be. And that is'}, {'start': '1815.679', 'end': '1819.279', 'text': 'what is going to teach you about what'}, {'start': '1817.200', 'end': '1820.960', 'text': 'you need as well. Bingo. Took the words'}, {'start': '1819.279', 'end': '1824.720', 'text': 'right out of my mouth. Yeah. Yeah. Like'}, {'start': '1820.960', 'end': '1827.360', 'text': 'I would I was going to say documenting'}, {'start': '1824.720', 'end': '1830.240', 'text': "creating pathways isn't some abstract"}, {'start': '1827.360', 'end': '1832.240', 'text': 'intellectual exercise. Just start with'}, {'start': '1830.240', 'end': '1835.120', 'text': "the people you've got and what is their"}, {'start': '1832.240', 'end': '1837.360', 'text': 'pathway and that becomes the pathways of'}, {'start': '1835.120', 'end': '1839.520', 'text': 'your clinic. And really pathways are a'}, {'start': '1837.360', 'end': '1841.840', 'text': "starting a step off place. They're the"}, {'start': '1839.520', 'end': '1843.919', 'text': 'starting guide and we ideally want to'}, {'start': '1841.840', 'end': '1846.559', 'text': 'customize them for each and each and'}, {'start': '1843.919', 'end': '1848.480', 'text': 'every individual in our team. So'}, {'start': '1846.559', 'end': '1851.200', 'text': 'practically speaking, if you have team'}, {'start': '1848.480', 'end': '1854.000', 'text': 'members, create a pathway for them. You'}, {'start': '1851.200', 'end': '1856.240', 'text': 'know, we we want to we want to imagineer'}, {'start': '1854.000', 'end': '1859.360', 'text': 'as we engineer these pathways, imagine'}, {'start': '1856.240', 'end': '1861.520', 'text': 'what what could be next for our team.'}, {'start': '1859.360', 'end': '1863.279', 'text': 'and document that. And the same is true'}, {'start': '1861.520', 'end': '1865.600', 'text': 'for applicants. We want to kind of'}, {'start': '1863.279', 'end': '1867.120', 'text': 'reverse engineer what a pathway could'}, {'start': '1865.600', 'end': '1869.679', 'text': 'look like for an applicant at our'}, {'start': '1867.120', 'end': '1872.880', 'text': 'clinic. And um crafting a vision of'}, {'start': '1869.679', 'end': '1876.240', 'text': 'their future for them really creates an'}, {'start': '1872.880', 'end': '1879.120', 'text': 'affinity with us as their employers. So,'}, {'start': '1876.240', 'end': '1881.120', 'text': 'uh yeah, make it really human. Pathways'}, {'start': '1879.120', 'end': '1882.399', 'text': 'for the people. Uh that sounds like a'}, {'start': '1881.120', 'end': '1884.240', 'text': "political slogan, doesn't it? Pathways"}, {'start': '1882.399', 'end': '1887.120', 'text': 'for the people.'}, {'start': '1884.240', 'end': '1889.039', 'text': 'I think you um touched on a really good'}, {'start': '1887.120', 'end': '1890.640', 'text': "point, Jack, in regards to like it's not"}, {'start': '1889.039', 'end': '1892.559', 'text': "just like it's absolutely your current"}, {'start': '1890.640', 'end': '1893.919', 'text': 'team, but also in interviews like it'}, {'start': '1892.559', 'end': '1895.039', 'text': 'starts right from there. Like even if'}, {'start': '1893.919', 'end': '1896.399', 'text': "you're not going to hire the person"}, {'start': '1895.039', 'end': '1898.320', 'text': "who's in front of you, let's say you've"}, {'start': '1896.399', 'end': '1901.039', 'text': "got four candidates and you've got one"}, {'start': '1898.320', 'end': '1902.880', 'text': "role, it's so powerful to ask a question"}, {'start': '1901.039', 'end': '1905.200', 'text': "of what's something in your current role"}, {'start': '1902.880', 'end': '1906.880', 'text': "that you'd hope to have in this role or"}, {'start': '1905.200', 'end': '1908.880', 'text': "in a previous role that you've had that"}, {'start': '1906.880', 'end': '1910.480', 'text': "you'd hope to have in this role or"}, {'start': '1908.880', 'end': '1911.679', 'text': "what's something that you didn't get in"}, {'start': '1910.480', 'end': '1914.000', 'text': "your previous role that you're looking"}, {'start': '1911.679', 'end': '1916.880', 'text': 'for in your future role. And it can'}, {'start': '1914.000', 'end': '1920.799', 'text': 'really give you a lot of insights. Good'}, {'start': '1916.880', 'end': '1923.200', 'text': 'culture is profitable, right? We we know'}, {'start': '1920.799', 'end': '1925.840', 'text': 'that recruitment and retention and'}, {'start': '1923.200', 'end': '1928.640', 'text': 'losing team members is incredibly costly'}, {'start': '1925.840', 'end': '1931.519', 'text': 'for clinics. And we know we know the'}, {'start': '1928.640', 'end': '1934.399', 'text': 'data tells us that poor culture leads to'}, {'start': '1931.519', 'end': '1937.519', 'text': 'lost productivity, inefficiency,'}, {'start': '1934.399', 'end': '1939.039', 'text': 'leakages. And so, you know, this this'}, {'start': '1937.519', 'end': '1942.080', 'text': "stuff isn't just like pie in the sky,"}, {'start': '1939.039', 'end': '1944.080', 'text': "nice to have, feelood kind of, oh, it's"}, {'start': '1942.080', 'end': '1945.919', 'text': 'nice for you guys to talk about. No, no,'}, {'start': '1944.080', 'end': '1948.640', 'text': 'no. Good culture is meaningful. A'}, {'start': '1945.919', 'end': '1950.159', 'text': "because people matter and B because it's"}, {'start': '1948.640', 'end': '1952.320', 'text': "ultimately it's it's profitable which"}, {'start': '1950.159', 'end': '1954.960', 'text': 'means sustainability for our business,'}, {'start': '1952.320', 'end': '1956.960', 'text': 'sustainability of employment for our the'}, {'start': '1954.960', 'end': '1959.120', 'text': 'health professionals and team members um'}, {'start': '1956.960', 'end': '1961.360', 'text': 'involved and sustainability that we can'}, {'start': '1959.120', 'end': '1963.279', 'text': 'continue to help uh help those'}, {'start': '1961.360', 'end': '1965.200', 'text': 'participants and and clients in our'}, {'start': '1963.279', 'end': '1967.120', 'text': 'community. So profitability matters and'}, {'start': '1965.200', 'end': '1970.240', 'text': 'good culture is a foundation of'}, {'start': '1967.120', 'end': '1972.559', 'text': "profitability. It's a good point. Uh our"}, {'start': '1970.240', 'end': '1974.000', 'text': 'friend and colleague Tristan White has a'}, {'start': '1972.559', 'end': '1976.640', 'text': 'book called Culture is Everything. We'}, {'start': '1974.000', 'end': '1978.960', 'text': 'used to um give this out at various'}, {'start': '1976.640', 'end': '1980.480', 'text': "events and whatnot. It's got a 19point"}, {'start': '1978.960', 'end': '1982.399', 'text': 'checklist I think about culture because'}, {'start': '1980.480', 'end': '1984.640', 'text': 'I know people talk about it in different'}, {'start': '1982.399', 'end': '1986.960', 'text': 'ways but a really practical one is to'}, {'start': '1984.640', 'end': '1990.880', 'text': 'get that checklist and rate yourself um'}, {'start': '1986.960', 'end': '1994.799', 'text': 'as against that find areas to improve.'}, {'start': '1990.880', 'end': '1997.200', 'text': 'One of the sort of sayings that I had in'}, {'start': '1994.799', 'end': '2001.120', 'text': 'defining the recruitment ecosystem was'}, {'start': '1997.200', 'end': '2003.279', 'text': 'to sell the career, not the year. Just a'}, {'start': '2001.120', 'end': '2005.360', 'text': 'nice little play on words, which maybe'}, {'start': '2003.279', 'end': '2007.960', 'text': 'is is something for people to keep in'}, {'start': '2005.360', 'end': '2011.519', 'text': 'their back pocket because losing'}, {'start': '2007.960', 'end': '2015.039', 'text': 'candidates over a5 or $10,000 difference'}, {'start': '2011.519', 'end': '2017.200', 'text': 'in the salary package on the first year.'}, {'start': '2015.039', 'end': '2019.519', 'text': "And essentially, that's all it is. On"}, {'start': '2017.200', 'end': '2022.320', 'text': "seek, you put up the job ad. Here's the"}, {'start': '2019.519', 'end': '2024.080', 'text': "salary. here's what you get. I guess the"}, {'start': '2022.320', 'end': '2026.559', 'text': 'assumption is this is what year one'}, {'start': '2024.080', 'end': '2028.880', 'text': 'looks like, but to be able to future'}, {'start': '2026.559', 'end': '2031.200', 'text': 'pace people into subsequent years with'}, {'start': '2028.880', 'end': '2033.279', 'text': "some of those pathways that we'll get"}, {'start': '2031.200', 'end': '2035.039', 'text': 'clearer on this over time through'}, {'start': '2033.279', 'end': '2037.440', 'text': 'learning about one another, exploring'}, {'start': '2035.039', 'end': '2039.760', 'text': "what you're into, what you find flow in,"}, {'start': '2037.440', 'end': '2042.240', 'text': 'how you want to contribute. We can work'}, {'start': '2039.760', 'end': '2044.159', 'text': 'on you really personalizing these'}, {'start': '2042.240', 'end': '2045.760', 'text': 'pathways as we go forward. So, I found'}, {'start': '2044.159', 'end': '2048.320', 'text': "just keeping it really simple. There's"}, {'start': '2045.760', 'end': '2050.159', 'text': 'four or five. We outlined, I think, five'}, {'start': '2048.320', 'end': '2053.359', 'text': 'or six in the Grow Your Clinic book,'}, {'start': '2050.159', 'end': '2056.159', 'text': 'which you can get for free as a PDF and'}, {'start': '2053.359', 'end': '2059.919', 'text': 'even check some of those out and and use'}, {'start': '2056.159', 'end': '2062.639', 'text': 'them as a starting point uh in your'}, {'start': '2059.919', 'end': '2064.839', 'text': 'career pathway definition. One of the'}, {'start': '2062.639', 'end': '2068.320', 'text': 'places that it came from for us, I'}, {'start': '2064.839', 'end': '2070.320', 'text': 'remember a a talk with Shane Davis uh'}, {'start': '2068.320', 'end': '2072.720', 'text': 'here at CM where it was like, you know,'}, {'start': '2070.320', 'end': '2075.320', 'text': "when you go into McDonald's, and I think"}, {'start': '2072.720', 'end': '2077.760', 'text': 'this is back back, you know, 15 years'}, {'start': '2075.320', 'end': '2080.480', 'text': "ago at McDonald's, they used to have"}, {'start': '2077.760', 'end': '2083.040', 'text': 'that piece of paper that was maybe A2'}, {'start': '2080.480', 'end': '2085.760', 'text': 'and it would sit on your tray and it'}, {'start': '2083.040', 'end': '2088.560', 'text': 'would outline the steps from like, you'}, {'start': '2085.760', 'end': '2090.720', 'text': 'know, flipping burgers through to owning'}, {'start': '2088.560', 'end': '2094.079', 'text': 'one of the franchises. was this nice'}, {'start': '2090.720', 'end': '2097.040', 'text': 'little um visualization to your point'}, {'start': '2094.079', 'end': '2098.800', 'text': 'Jack that was captured it really simply'}, {'start': '2097.040', 'end': '2100.400', 'text': "but as you're sitting down eating maybe"}, {'start': '2098.800', 'end': '2102.240', 'text': 'with the kids you can say here you go'}, {'start': '2100.400', 'end': '2105.839', 'text': 'kids look at what you can do here at'}, {'start': '2102.240', 'end': '2107.680', 'text': "McDonald's was really simple and u I"}, {'start': '2105.839', 'end': '2111.440', 'text': "think that's a great way as well a great"}, {'start': '2107.680', 'end': '2113.359', 'text': 'visual asset um to to add to that uh one'}, {'start': '2111.440', 'end': '2116.320', 'text': 'thing I found useful is tell them show'}, {'start': '2113.359', 'end': '2118.720', 'text': 'them involve them so many people tell'}, {'start': '2116.320', 'end': '2120.320', 'text': 'them through their job ad you words'}, {'start': '2118.720', 'end': '2123.359', 'text': 'smmith that you try and get really'}, {'start': '2120.320', 'end': '2125.599', 'text': 'creative. But if you can then show them'}, {'start': '2123.359', 'end': '2128.440', 'text': 'kind of like the show and tell like can'}, {'start': '2125.599', 'end': '2131.760', 'text': 'I see a video? Can I see an example of'}, {'start': '2128.440', 'end': '2133.839', 'text': 'this? Can we meet via Zoom virtually and'}, {'start': '2131.760', 'end': '2135.680', 'text': 'you show me how it works? If your'}, {'start': '2133.839', 'end': '2138.160', 'text': "mentoring is the thing you're like we do"}, {'start': '2135.680', 'end': '2141.040', 'text': 'great mentoring or we do this certain'}, {'start': '2138.160', 'end': '2142.720', 'text': 'methodology of practice and the idea'}, {'start': '2141.040', 'end': '2145.119', 'text': 'being involve them because if you can'}, {'start': '2142.720', 'end': '2147.839', 'text': 'like physically experience that they'}, {'start': '2145.119', 'end': '2150.720', 'text': 'come in do shadowing observations if'}, {'start': '2147.839', 'end': '2152.960', 'text': "they're able to sit in remotely perhaps"}, {'start': '2150.720', 'end': '2154.880', 'text': 'in one of the CPD sessions or mentoring'}, {'start': '2152.960', 'end': '2157.920', 'text': "sessions but I'm involved in that"}, {'start': '2154.880', 'end': '2160.560', 'text': 'process just like crystallizes the whole'}, {'start': '2157.920', 'end': '2163.040', 'text': 'experience and like gives great evidence'}, {'start': '2160.560', 'end': '2167.040', 'text': "and proof. So we're just adding more"}, {'start': '2163.040', 'end': '2169.760', 'text': "ways to make them feel what they're"}, {'start': '2167.040', 'end': '2172.800', 'text': 'going to feel as part of the team. So'}, {'start': '2169.760', 'end': '2175.520', 'text': 'couple of things there as we flow on'}, {'start': '2172.800', 'end': '2177.680', 'text': "broadly the docket that we've got here a"}, {'start': '2175.520', 'end': '2180.000', 'text': 'good little anchor point for clinic'}, {'start': '2177.680', 'end': '2183.200', 'text': 'owners thinking about how to grow their'}, {'start': '2180.000', 'end': '2186.800', 'text': 'clinic sustainably is what am I doing to'}, {'start': '2183.200', 'end': '2188.560', 'text': 'fill my books? What am I doing to grow'}, {'start': '2186.800', 'end': '2190.640', 'text': 'and support my team? and the culture'}, {'start': '2188.560', 'end': '2192.640', 'text': 'that both you Hannah and Jack have'}, {'start': '2190.640', 'end': '2194.560', 'text': 'spoken about. What am I doing to boost'}, {'start': '2192.640', 'end': '2196.880', 'text': 'cash flow and be a good steward of the'}, {'start': '2194.560', 'end': '2199.040', 'text': 'financial resources that I have and then'}, {'start': '2196.880', 'end': '2200.880', 'text': 'what am I doing to transform client'}, {'start': '2199.040', 'end': '2202.400', 'text': 'experiences and create raving fans?'}, {'start': '2200.880', 'end': '2204.800', 'text': "They're kind of the pillars that we talk"}, {'start': '2202.400', 'end': '2207.520', 'text': 'about here at CM. So, um broadly the'}, {'start': '2204.800', 'end': '2209.680', 'text': 'docket is following that today. So,'}, {'start': '2207.520', 'end': '2212.079', 'text': "we're up to the boost cash flow side."}, {'start': '2209.680', 'end': '2215.720', 'text': 'And one of the really cool things,'}, {'start': '2212.079', 'end': '2220.000', 'text': 'Hannah, that you spoke about at the CM'}, {'start': '2215.720', 'end': '2221.839', 'text': 'summit was impact hours versus billable'}, {'start': '2220.000', 'end': '2224.400', 'text': 'hours. And this ties in actually quite'}, {'start': '2221.839', 'end': '2227.920', 'text': 'nicely to culture. Do you want to tear'}, {'start': '2224.400', 'end': '2231.040', 'text': 'us up and talk about impact hours versus'}, {'start': '2227.920', 'end': '2233.440', 'text': 'billable hours? Yeah, definitely. I'}, {'start': '2231.040', 'end': '2236.400', 'text': "think it's just language as a whole can"}, {'start': '2233.440', 'end': '2238.720', 'text': 'have such a massive impact on culture'}, {'start': '2236.400', 'end': '2240.960', 'text': 'throughout the whole clinic, but also'}, {'start': '2238.720', 'end': '2242.800', 'text': "around the focus of what we're doing."}, {'start': '2240.960', 'end': '2246.400', 'text': 'And I think when we talk about billable'}, {'start': '2242.800', 'end': '2249.280', 'text': 'hours or indirect and direct hours that'}, {'start': '2246.400', 'end': '2251.119', 'text': "our team's focused on that receipt at"}, {'start': '2249.280', 'end': '2252.720', 'text': 'the end of the session. Whereas when we'}, {'start': '2251.119', 'end': '2255.520', 'text': 'change the language and we talk about'}, {'start': '2252.720', 'end': '2258.079', 'text': "them being impact hours, we're more so"}, {'start': '2255.520', 'end': '2260.079', 'text': "cognizant of the impact we're having on"}, {'start': '2258.079', 'end': '2262.079', 'text': "our families and the impact that we're"}, {'start': '2260.079', 'end': '2265.920', 'text': 'having on the community or the child or'}, {'start': '2262.079', 'end': '2268.000', 'text': 'the school and how can we impact them'}, {'start': '2265.920', 'end': '2270.880', 'text': 'more. And I think it also allows us to'}, {'start': '2268.000', 'end': '2273.680', 'text': 'create language for parents who may not'}, {'start': '2270.880', 'end': '2275.599', 'text': 'see the value without us explaining why'}, {'start': '2273.680', 'end': '2276.720', 'text': "we're doing that indirect time. You"}, {'start': '2275.599', 'end': '2278.480', 'text': "know, there's a lot of missed"}, {'start': '2276.720', 'end': '2280.400', 'text': 'opportunities in NDIS for a lot of'}, {'start': '2278.480', 'end': '2282.240', 'text': "clinics who aren't billing for that"}, {'start': '2280.400', 'end': '2283.680', 'text': "indirect time. They're not billing for"}, {'start': '2282.240', 'end': '2285.200', 'text': 'the phone calls to the teachers or'}, {'start': '2283.680', 'end': '2287.200', 'text': 'whatever it is. But when you talk about'}, {'start': '2285.200', 'end': '2288.400', 'text': 'it being a billable hour and say, "I\'m'}, {'start': '2287.200', 'end': '2290.960', 'text': "going to call the teacher and I'll be"}, {'start': '2288.400', 'end': '2291.839', 'text': "billing you for that time versus I'm"}, {'start': '2290.960', 'end': '2293.440', 'text': "going to call the teacher. We're going"}, {'start': '2291.839', 'end': '2294.880', 'text': 'to use some of your impact hours for'}, {'start': '2293.440', 'end': '2297.200', 'text': 'that." it\'s going to have a flow on'}, {'start': '2294.880', 'end': '2301.200', 'text': 'effect to be able to allow that teacher'}, {'start': '2297.200', 'end': '2302.720', 'text': "to do X, Y, and Zed. It's more in line"}, {'start': '2301.200', 'end': '2306.320', 'text': 'with what our clinicians are passionate'}, {'start': '2302.720', 'end': '2307.760', 'text': 'about. Um, and it flows through in um,'}, {'start': '2306.320', 'end': '2311.760', 'text': 'interviews that you were talking about'}, {'start': '2307.760', 'end': '2313.839', 'text': 'before, Ben, in relation to so often the'}, {'start': '2311.760', 'end': '2315.599', 'text': 'clinics that we work with will say, "Oh,'}, {'start': '2313.839', 'end': '2319.280', 'text': "in interviews I don't really talk about"}, {'start': '2315.599', 'end': '2320.560', 'text': 'like their targets or their KPIs or and'}, {'start': '2319.280', 'end': '2322.640', 'text': 'I\'ll say, oh, why not?" And they\'re'}, {'start': '2320.560', 'end': '2324.400', 'text': 'like, "Oh, cuz then we might scare them'}, {'start': '2322.640', 'end': '2327.359', 'text': "off. we're already creating that"}, {'start': '2324.400', 'end': '2330.520', 'text': 'negativity around having to work and'}, {'start': '2327.359', 'end': '2333.440', 'text': 'having to be um profitable or um'}, {'start': '2330.520', 'end': '2335.440', 'text': "sustainable. And so it's important that"}, {'start': '2333.440', 'end': '2337.599', 'text': 'we are honest and transparent and that'}, {'start': '2335.440', 'end': '2340.960', 'text': 'we are clear as kind as our favorite'}, {'start': '2337.599', 'end': '2342.400', 'text': 'Bnee Brown tells us. Um so we want to'}, {'start': '2340.960', 'end': '2344.240', 'text': "make sure that we've got language that"}, {'start': '2342.400', 'end': '2345.680', 'text': 'resonates with our team that is focused'}, {'start': '2344.240', 'end': '2347.760', 'text': 'on the areas that we want to focus on'}, {'start': '2345.680', 'end': '2350.400', 'text': 'and impact hours is one of those'}, {'start': '2347.760', 'end': '2354.240', 'text': 'opportunities to do that. How did your'}, {'start': '2350.400', 'end': '2356.720', 'text': 'team take that announcement, that change'}, {'start': '2354.240', 'end': '2359.040', 'text': 'of language?'}, {'start': '2356.720', 'end': '2361.040', 'text': 'Maybe more importantly, what resistance'}, {'start': '2359.040', 'end': '2362.880', 'text': 'points did you have when you rolled it'}, {'start': '2361.040', 'end': '2365.359', 'text': "out? Cuz the people that get it, they're"}, {'start': '2362.880', 'end': '2366.800', 'text': "easy. They're easy work, but what what"}, {'start': '2365.359', 'end': '2368.880', 'text': 'were some of the points of resistance'}, {'start': '2366.800', 'end': '2371.119', 'text': "that you had? I think I've got a pretty"}, {'start': '2368.880', 'end': '2372.880', 'text': "great team and they're pretty on board"}, {'start': '2371.119', 'end': '2374.240', 'text': 'and excited about the change. I think'}, {'start': '2372.880', 'end': '2376.000', 'text': "that I think it's also about the way you"}, {'start': '2374.240', 'end': '2377.599', 'text': "present it. Like when you're presenting"}, {'start': '2376.000', 'end': '2379.680', 'text': "these changes to your team, it's not"}, {'start': '2377.599', 'end': '2381.040', 'text': 'just an email to the team to say, "Hey,'}, {'start': '2379.680', 'end': '2382.640', 'text': "we're going from billable hours to"}, {'start': '2381.040', 'end': '2384.560', 'text': 'impact hours. Make sure you change the'}, {'start': '2382.640', 'end': '2386.880', 'text': 'language." It\'s a whole culture shift.'}, {'start': '2384.560', 'end': '2388.240', 'text': "It's changing and updating our hub so"}, {'start': '2386.880', 'end': '2390.640', 'text': 'that all the language throughout the'}, {'start': '2388.240', 'end': '2392.640', 'text': "hubs updated. It's about presenting it"}, {'start': '2390.640', 'end': '2396.000', 'text': 'with a Canva presentation or whatever it'}, {'start': '2392.640', 'end': '2397.440', 'text': "is when um you're doing that. So, for an"}, {'start': '2396.000', 'end': '2400.000', 'text': 'example, getting up in front of the team'}, {'start': '2397.440', 'end': '2402.880', 'text': 'at a culture day that we call team time.'}, {'start': '2400.000', 'end': '2404.880', 'text': 'Um, and saying to them like, "Oh my'}, {'start': '2402.880', 'end': '2406.400', 'text': "gosh, guys, we've been so crazy in"}, {'start': '2404.880', 'end': '2408.240', 'text': 'referring to these hours as billable."'}, {'start': '2406.400', 'end': '2409.599', 'text': 'Like, as if we are doing billable hours.'}, {'start': '2408.240', 'end': '2411.839', 'text': "Let's really value ourselves. We're"}, {'start': '2409.599', 'end': '2413.599', 'text': 'having an massive impact on our clients'}, {'start': '2411.839', 'end': '2415.680', 'text': "and let's focus on what we're actually"}, {'start': '2413.599', 'end': '2418.320', 'text': "doing. It's absolutely about the impact"}, {'start': '2415.680', 'end': '2419.839', 'text': "hours. It's not about billables. It's we"}, {'start': '2418.320', 'end': '2422.160', 'text': 'are having an awesome impact and we want'}, {'start': '2419.839', 'end': '2424.880', 'text': "to recognize you for that and let's do"}, {'start': '2422.160', 'end': '2428.240', 'text': 'that through the language we use. J O'}, {'start': '2424.880', 'end': '2431.839', 'text': 'you and I talk a lot about language and'}, {'start': '2428.240', 'end': '2434.200', 'text': 'uh its accuracy or or um substitutions'}, {'start': '2431.839', 'end': '2439.200', 'text': 'that we can'}, {'start': '2434.200', 'end': '2443.599', 'text': "use. Maybe the skeptic is like it's all"}, {'start': '2439.200', 'end': '2445.760', 'text': "fluff. You know, I'm a skeptic,"}, {'start': '2443.599', 'end': '2449.280', 'text': "you know, let's let's call it what it"}, {'start': '2445.760', 'end': '2452.200', 'text': 'is. I I think of the great um you know'}, {'start': '2449.280', 'end': '2455.839', 'text': 'community adjusted IBIDA of'}, {'start': '2452.200', 'end': '2458.800', 'text': "the or oh bloody hell what's it called"}, {'start': '2455.839', 'end': '2461.440', 'text': "we work if you haven't seen that TV show"}, {'start': '2458.800', 'end': '2464.880', 'text': "and documentary series that's fantastic"}, {'start': '2461.440', 'end': '2467.480', 'text': "but uh yeah let's speak to the skeptic"}, {'start': '2464.880', 'end': '2470.079', 'text': 'which you do play really'}, {'start': '2467.480', 'end': '2473.119', 'text': 'well talk to us about approaching'}, {'start': '2470.079', 'end': '2475.440', 'text': 'language and uh yeah being purposeful'}, {'start': '2473.119', 'end': '2478.480', 'text': 'and thoughtful about language inside the'}, {'start': '2475.440', 'end': '2480.400', 'text': "IC. I I I love it. I love what you're"}, {'start': '2478.480', 'end': '2482.400', 'text': 'talking about there, Hannib, because'}, {'start': '2480.400', 'end': '2484.880', 'text': "like if I'm I'm picturing myself as the"}, {'start': '2482.400', 'end': '2488.240', 'text': 'clinician on your team, as the physio in'}, {'start': '2484.880', 'end': '2489.920', 'text': 'in the dots world, and the my immediate'}, {'start': '2488.240', 'end': '2493.040', 'text': 'thought was, well, it challenges me to'}, {'start': '2489.920', 'end': '2496.400', 'text': 'go, is my time being impactful,'}, {'start': '2493.040', 'end': '2498.400', 'text': 'or am I just pushing paper and sorting,'}, {'start': '2496.400', 'end': '2500.319', 'text': 'you know, staplers and rulers and'}, {'start': '2498.400', 'end': '2502.000', 'text': 'pencils, or am I doing something'}, {'start': '2500.319', 'end': '2503.280', 'text': 'productive and useful with my time'}, {'start': '2502.000', 'end': '2506.400', 'text': "because that's what I want to come to"}, {'start': '2503.280', 'end': '2507.119', 'text': 'work and do is be productive, have an'}, {'start': '2506.400', 'end': '2508.720', 'text': 'impact.'}, {'start': '2507.119', 'end': '2510.480', 'text': "I don't just want to show up and have an"}, {'start': '2508.720', 'end': '2512.319', 'text': 'empty diary so that I can scroll'}, {'start': '2510.480', 'end': '2514.000', 'text': 'Instagram in my quiet time. I want to'}, {'start': '2512.319', 'end': '2517.040', 'text': "make a difference. That's why we all got"}, {'start': '2514.000', 'end': '2518.560', 'text': 'into this health professional game. And'}, {'start': '2517.040', 'end': '2519.920', 'text': "correct me if I'm wrong, Hannah, but it"}, {'start': '2518.560', 'end': '2522.640', 'text': "might you mentioned you've got an"}, {'start': '2519.920', 'end': '2524.880', 'text': 'amazing team. I know you do. probably'}, {'start': '2522.640', 'end': '2528.079', 'text': 'framing things up as impact hours would'}, {'start': '2524.880', 'end': '2530.000', 'text': 'maybe help some of those who are less'}, {'start': '2528.079', 'end': '2533.200', 'text': 'motivated to be productive would'}, {'start': '2530.000', 'end': '2535.760', 'text': 'probably help them self deselect because'}, {'start': '2533.200', 'end': '2537.680', 'text': "if it's only the high impact players"}, {'start': '2535.760', 'end': '2539.520', 'text': 'that are going to want to thrive in a'}, {'start': '2537.680', 'end': '2542.960', 'text': 'dots type environment. Would that be'}, {'start': '2539.520', 'end': '2544.720', 'text': 'true? Yeah. And I think also like when'}, {'start': '2542.960', 'end': '2546.240', 'text': "they're making that phone call it wasn't"}, {'start': '2544.720', 'end': '2548.160', 'text': "like oh I've got to build for this. It's"}, {'start': '2546.240', 'end': '2550.480', 'text': "like I'm actually having an impact on"}, {'start': '2548.160', 'end': '2553.000', 'text': 'this client and I should value that. And'}, {'start': '2550.480', 'end': '2556.000', 'text': "so that's been a big shift in being able"}, {'start': '2553.000', 'end': '2559.440', 'text': 'to bill essentially for those indirect'}, {'start': '2556.000', 'end': '2562.400', 'text': 'tasks that NDIS is set up to do. And I'}, {'start': '2559.440', 'end': '2565.119', 'text': 'think that while we might not love the'}, {'start': '2562.400', 'end': '2566.880', 'text': 'way the NDIS is set up, we have to play'}, {'start': '2565.119', 'end': '2569.680', 'text': "ball with the way that they've"}, {'start': '2566.880', 'end': '2571.599', 'text': "structured it. And so I think it's about"}, {'start': '2569.680', 'end': '2573.359', 'text': 'continually coaching our teams around'}, {'start': '2571.599', 'end': '2576.480', 'text': 'the language they use with families,'}, {'start': '2573.359', 'end': '2578.720', 'text': 'around the revenue, the um streams in'}, {'start': '2576.480', 'end': '2581.280', 'text': 'which people have for challenging that'}, {'start': '2578.720', 'end': '2582.720', 'text': 'as well. like we strongly encourage our'}, {'start': '2581.280', 'end': '2585.640', 'text': "families if they're not happy with the"}, {'start': '2582.720', 'end': '2588.960', 'text': 'way that something needs to be'}, {'start': '2585.640', 'end': '2590.960', 'text': 'buil for example to say to them have a'}, {'start': '2588.960', 'end': '2593.440', 'text': "chat to NDIS like this is the way it's"}, {'start': '2590.960', 'end': '2597.119', 'text': 'set up and so I think all of that'}, {'start': '2593.440', 'end': '2599.119', 'text': 'language needs support yeah I love that'}, {'start': '2597.119', 'end': '2600.640', 'text': "so I'm thinking about the you know the"}, {'start': '2599.119', 'end': '2602.160', 'text': 'clinician that maybe sits like I am sits'}, {'start': '2600.640', 'end': '2603.280', 'text': 'back a little bit and goes I see what'}, {'start': '2602.160', 'end': '2607.760', 'text': "you're doing you just want me to move"}, {'start': '2603.280', 'end': '2609.920', 'text': 'from 22 bill to 24 and so uh the'}, {'start': '2607.760', 'end': '2612.720', 'text': 'opportunity there I think is for us as'}, {'start': '2609.920', 'end': '2615.119', 'text': 'clinic owners to go, yeah, we want to'}, {'start': '2612.720', 'end': '2616.880', 'text': "have more of an impact. Yes, that's like"}, {'start': '2615.119', 'end': '2619.760', 'text': 'unashamedly. Yes, we want to have a'}, {'start': '2616.880', 'end': '2622.800', 'text': "bigger impact and by the way, here's"}, {'start': '2619.760', 'end': '2625.520', 'text': 'what we can do to make that um easier or'}, {'start': '2622.800', 'end': '2627.040', 'text': "more achievable for you. Here's some of"}, {'start': '2625.520', 'end': '2629.280', 'text': "the support that we're providing for you"}, {'start': '2627.040', 'end': '2631.760', 'text': "as clinicians. Here's some of the tech"}, {'start': '2629.280', 'end': '2634.000', 'text': "and AI, whether that's Heidi or whatever"}, {'start': '2631.760', 'end': '2636.400', 'text': "else we're using to make it super easy"}, {'start': '2634.000', 'end': '2638.480', 'text': "for you to have a greater impact. Here's"}, {'start': '2636.400', 'end': '2640.240', 'text': "the flows. here's the systems, the"}, {'start': '2638.480', 'end': '2643.280', 'text': "scripts. This is what we're doing to"}, {'start': '2640.240', 'end': '2646.000', 'text': 'make your life um to make these these'}, {'start': '2643.280', 'end': '2648.720', 'text': 'targets and this impact more achievable.'}, {'start': '2646.000', 'end': '2650.640', 'text': 'Have you coupled that notion of impact'}, {'start': '2648.720', 'end': '2652.480', 'text': 'with like tech and other systems,'}, {'start': '2650.640', 'end': '2653.680', 'text': 'Hannah? Yeah, absolutely. And the other'}, {'start': '2652.480', 'end': '2655.280', 'text': 'thing I was going to add to that, Jack,'}, {'start': '2653.680', 'end': '2656.960', 'text': "as you're sitting back and saying to me,"}, {'start': '2655.280', 'end': '2658.560', 'text': 'like, "What are you doing with these'}, {'start': '2656.960', 'end': '2660.480', 'text': 'extra two hours?" I\'m saying to you as'}, {'start': '2658.560', 'end': '2662.079', 'text': "well, like it's also an awesome opport"}, {'start': '2660.480', 'end': '2664.400', 'text': 'opportunity for me to work with you to'}, {'start': '2662.079', 'end': '2666.000', 'text': 'be able to hit those targets, for us to'}, {'start': '2664.400', 'end': '2668.160', 'text': 'be able to increase your wage, which is'}, {'start': '2666.000', 'end': '2670.160', 'text': "my ultimate goal to ensure that you're"}, {'start': '2668.160', 'end': '2671.599', 'text': 'being rewarded for the work that I know'}, {'start': '2670.160', 'end': '2675.040', 'text': "that you're already doing, but may not"}, {'start': '2671.599', 'end': '2676.560', 'text': 'be billing for. And so, um, pulling out'}, {'start': '2675.040', 'end': '2678.960', 'text': 'those calendars and looking at them'}, {'start': '2676.560', 'end': '2681.359', 'text': 'together and reducing that overwhelm, I'}, {'start': '2678.960', 'end': '2682.319', 'text': "think, is really important. Um, now I've"}, {'start': '2681.359', 'end': '2684.720', 'text': 'forgotten the actual question that you'}, {'start': '2682.319', 'end': '2687.200', 'text': 'asked me though. Tech. Oh, tech. Yes.'}, {'start': '2684.720', 'end': '2689.760', 'text': "Yeah, absolutely. We're using Heidi. Um,"}, {'start': '2687.200', 'end': '2691.920', 'text': "we haven't put it in place for everyone."}, {'start': '2689.760', 'end': '2694.079', 'text': "We've allowed people to opt into it"}, {'start': '2691.920', 'end': '2695.599', 'text': 'because some people felt that it was too'}, {'start': '2694.079', 'end': '2696.880', 'text': 'much of a change for them at this stage.'}, {'start': '2695.599', 'end': '2700.240', 'text': "And that's okay. We've got our early"}, {'start': '2696.880', 'end': '2702.480', 'text': "adopters and um they're in there doing"}, {'start': '2700.240', 'end': '2706.319', 'text': "it. And then at our team meetings, we've"}, {'start': '2702.480', 'end': '2708.319', 'text': 'got a uh header um point that each team'}, {'start': '2706.319', 'end': '2710.880', 'text': "meeting we ask how the team's going with"}, {'start': '2708.319', 'end': '2712.960', 'text': 'Heidi. and um we get all those good news'}, {'start': '2710.880', 'end': '2715.599', 'text': 'stories that helps get another few'}, {'start': '2712.960', 'end': '2718.000', 'text': 'people trying it. And so um we'}, {'start': '2715.599', 'end': '2720.079', 'text': 'definitely that and templates are'}, {'start': '2718.000', 'end': '2721.680', 'text': 'critical. Having really good templates,'}, {'start': '2720.079', 'end': '2724.400', 'text': "making sure the templates work. There's"}, {'start': '2721.680', 'end': '2727.599', 'text': 'a few glitches with SLO with templates'}, {'start': '2724.400', 'end': '2729.440', 'text': 'not formatting t tables and it doing a'}, {'start': '2727.599', 'end': '2731.440', 'text': 'few funny things at times which I know'}, {'start': '2729.440', 'end': '2734.000', 'text': "they're working on and so we've taken"}, {'start': '2731.440', 'end': '2736.400', 'text': 'some of our templates offline onto'}, {'start': '2734.000', 'end': '2738.640', 'text': 'Google Drive so that we can use those a'}, {'start': '2736.400', 'end': '2740.240', 'text': 'bit more effectively. So just making'}, {'start': '2738.640', 'end': '2743.040', 'text': 'sure those little things work that'}, {'start': '2740.240', 'end': '2744.640', 'text': "aren't taking up the time and working"}, {'start': '2743.040', 'end': '2748.240', 'text': 'with your team to ask them what are the'}, {'start': '2744.640', 'end': '2749.839', 'text': 'things that are not billable that are um'}, {'start': '2748.240', 'end': '2752.079', 'text': 'really taking up their time that could'}, {'start': '2749.839', 'end': '2754.200', 'text': 'be better used for those impact hours.'}, {'start': '2752.079', 'end': '2757.520', 'text': "It's a really good distinction. the"}, {'start': '2754.200', 'end': '2761.280', 'text': 'emphasis on the outcome of the work done'}, {'start': '2757.520', 'end': '2762.480', 'text': "is not make money, it's make impact uh"}, {'start': '2761.280', 'end': '2766.319', 'text': 'for the people that we serve and the'}, {'start': '2762.480', 'end': '2769.200', 'text': 'billable is just um a fair exchange for'}, {'start': '2766.319', 'end': '2772.000', 'text': 'that outcome being delivered for them.'}, {'start': '2769.200', 'end': '2774.160', 'text': "So re really nice. Um I'm mindful of"}, {'start': '2772.000', 'end': '2776.240', 'text': 'time as as we look to wrap here. I might'}, {'start': '2774.160', 'end': '2778.400', 'text': 'just go around the horn and ask what'}, {'start': '2776.240', 'end': '2781.040', 'text': 'have you read recently? What have you'}, {'start': '2778.400', 'end': '2785.520', 'text': 'learned recently? I might kick us off'}, {'start': '2781.040', 'end': '2787.079', 'text': 'with I did the most riveting exercise'}, {'start': '2785.520', 'end': '2791.760', 'text': 'whilst on'}, {'start': '2787.079', 'end': '2796.000', 'text': 'holidays to download the ASX listed'}, {'start': '2791.760', 'end': '2797.440', 'text': 'reports for healthier which were back'}, {'start': '2796.000', 'end': '2799.599', 'text': 'have insomnia. Did you did you need to'}, {'start': '2797.440', 'end': '2803.119', 'text': 'get to sleep? You got insomnia. Oh, I'}, {'start': '2799.599', 'end': '2807.119', 'text': 'tell you a lot. Uh so healthier are a'}, {'start': '2803.119', 'end': '2809.440', 'text': 'group of um clinics. They were listed on'}, {'start': '2807.119', 'end': '2811.680', 'text': 'the stock exchange and then got bought'}, {'start': '2809.440', 'end': '2813.359', 'text': 'by a private equity group. I believe we'}, {'start': '2811.680', 'end': '2815.920', 'text': 'have a partnership actually with'}, {'start': '2813.359', 'end': '2818.000', 'text': 'healthier and some education there. Um'}, {'start': '2815.920', 'end': '2820.240', 'text': "but I I thought it's always interesting."}, {'start': '2818.000', 'end': '2824.720', 'text': "You don't often get um publicly"}, {'start': '2820.240', 'end': '2826.640', 'text': 'available insights around clinics. Uh we'}, {'start': '2824.720', 'end': '2828.079', 'text': 'of course get a lot of insights around'}, {'start': '2826.640', 'end': '2830.400', 'text': 'clinics because we live and breathe it'}, {'start': '2828.079', 'end': '2832.240', 'text': 'and work closely with hundreds of'}, {'start': '2830.400', 'end': '2834.400', 'text': "clinics. But I thought it'd be"}, {'start': '2832.240', 'end': '2836.960', 'text': 'interesting to see from a more public'}, {'start': '2834.400', 'end': '2841.040', 'text': 'perspective how they think and write to'}, {'start': '2836.960', 'end': '2842.560', 'text': 'your point J around um yeah clear'}, {'start': '2841.040', 'end': '2844.720', 'text': 'writing is clear thinking. I thought'}, {'start': '2842.560', 'end': '2846.160', 'text': "it'd be really interesting to dissect"}, {'start': '2844.720', 'end': '2847.720', 'text': 'how they were looking at the business.'}, {'start': '2846.160', 'end': '2850.480', 'text': 'These are circuit'}, {'start': '2847.720', 'end': '2853.280', 'text': '2023 2024'}, {'start': '2850.480', 'end': '2854.599', 'text': 'uh documents and uh what was my'}, {'start': '2853.280', 'end': '2859.000', 'text': 'learning?'}, {'start': '2854.599', 'end': '2862.200', 'text': 'Um they were really growing'}, {'start': '2859.000', 'end': '2866.160', 'text': 'revenue aggressively but not'}, {'start': '2862.200', 'end': '2868.720', 'text': 'profitability and uh maybe that led to a'}, {'start': '2866.160', 'end': '2870.560', 'text': 'certain couple of decisions for what'}, {'start': '2868.720', 'end': '2875.040', 'text': 'what happened there and their'}, {'start': '2870.560', 'end': '2877.160', 'text': 'acquisition. But we often come back to'}, {'start': '2875.040', 'end': '2880.160', 'text': 'when we say grow your'}, {'start': '2877.160', 'end': '2883.280', 'text': "clinic. There's so many different ways"}, {'start': '2880.160', 'end': '2885.200', 'text': 'or outcomes that you could measure um'}, {'start': '2883.280', 'end': '2887.839', 'text': 'that growth from. And I think in any'}, {'start': '2885.200', 'end': '2890.000', 'text': 'season, you need to be really thoughtful'}, {'start': '2887.839', 'end': '2892.079', 'text': "about the version of growth you're"}, {'start': '2890.000', 'end': '2893.839', 'text': 'pursuing. And probably the most'}, {'start': '2892.079', 'end': '2897.040', 'text': "important part of that is that it's"}, {'start': '2893.839', 'end': '2899.839', 'text': 'meaningful to you as a clinic owner. Um,'}, {'start': '2897.040', 'end': '2902.079', 'text': 'but are you trying to grow revenue and'}, {'start': '2899.839', 'end': '2904.640', 'text': 'buy up or start up a lot of sites?'}, {'start': '2902.079', 'end': '2906.319', 'text': "You're trying to get more reward and"}, {'start': '2904.640', 'end': '2909.200', 'text': 'fruit for your labor and create a more'}, {'start': '2906.319', 'end': '2910.960', 'text': 'profitable business. Uh, I would just'}, {'start': '2909.200', 'end': '2912.960', 'text': 'say that is my learning to always come'}, {'start': '2910.960', 'end': '2914.880', 'text': "back to what is the outcome you're"}, {'start': '2912.960', 'end': '2917.359', 'text': 'trying to achieve and how is that'}, {'start': '2914.880', 'end': '2919.040', 'text': 'meaningful for you as well as the'}, {'start': '2917.359', 'end': '2921.040', 'text': 'importance of good reporting. I like'}, {'start': '2919.040', 'end': '2923.680', 'text': 'seeing some of those numbers and charts'}, {'start': '2921.040', 'end': '2925.359', 'text': 'and commentary around it. Uh, I geek out'}, {'start': '2923.680', 'end': '2927.440', 'text': "about that. Jo, I'll throw over to you."}, {'start': '2925.359', 'end': '2929.839', 'text': 'What have you learned or read recently?'}, {'start': '2927.440', 'end': '2932.119', 'text': "Well, I'll challenge your ASX public"}, {'start': '2929.839', 'end': '2935.280', 'text': 'reports and I spent my Easter break'}, {'start': '2932.119', 'end': '2937.280', 'text': 'cataloging my entire Kindle and physical'}, {'start': '2935.280', 'end': '2939.520', 'text': 'book library. I want I need I need'}, {'start': '2937.280', 'end': '2941.680', 'text': 'another spreadsheet in my life and uh so'}, {'start': '2939.520', 'end': '2942.960', 'text': "I cataloged the library. Uh I've"}, {'start': '2941.680', 'end': '2945.040', 'text': 'actually got some really interesting'}, {'start': '2942.960', 'end': '2947.599', 'text': 'wide wide reading over the last couple'}, {'start': '2945.040', 'end': '2949.839', 'text': 'of weeks around Easter and Anzac Day. Uh'}, {'start': '2947.599', 'end': '2953.359', 'text': "so what have I got here? I I've started"}, {'start': '2949.839', 'end': '2954.559', 'text': 'the um JR Tolken series. So, I read The'}, {'start': '2953.359', 'end': '2958.800', 'text': "Hobbit and I'm on to The Lord of the"}, {'start': '2954.559', 'end': '2961.359', 'text': 'Rings, first book. I am reading a uh a'}, {'start': '2958.800', 'end': '2963.760', 'text': 'family book on how to uh how to raise'}, {'start': '2961.359', 'end': '2966.480', 'text': "great kids and I've been rereading the"}, {'start': '2963.760', 'end': '2968.480', 'text': 'E-Myth as part of a group book study and'}, {'start': '2966.480', 'end': '2971.040', 'text': 'the key learning uh that I came back to'}, {'start': '2968.480', 'end': '2973.200', 'text': 'in the E-Myth. They were talking about'}, {'start': '2971.040', 'end': '2974.880', 'text': 'planning and the mentor says to the'}, {'start': '2973.200', 'end': '2978.079', 'text': 'bakery owner, I forget their names, but'}, {'start': '2974.880', 'end': '2981.280', 'text': "he says um you can't know everything,"}, {'start': '2978.079', 'end': '2983.040', 'text': 'but you can know most things. you can'}, {'start': '2981.280', 'end': '2985.760', 'text': 'predict. Most of the things that have'}, {'start': '2983.040', 'end': '2987.839', 'text': 'happened to you were known variables'}, {'start': '2985.760', 'end': '2989.119', 'text': 'that we could predict. And so clinic'}, {'start': '2987.839', 'end': '2992.400', 'text': "owners, you don't need to stick your"}, {'start': '2989.119', 'end': '2995.119', 'text': 'head in the sand or be anxious about a'}, {'start': '2992.400', 'end': '2997.280', 'text': 'possible future. We can know the'}, {'start': '2995.119', 'end': '2999.040', 'text': "majority of what's going to happen in"}, {'start': '2997.280', 'end': '3001.920', 'text': 'the next in in a short term at least.'}, {'start': '2999.040', 'end': '3004.559', 'text': 'And so that uh that means the priority'}, {'start': '3001.920', 'end': '3008.240', 'text': 'should be on planning with clarity and'}, {'start': '3004.559', 'end': '3011.040', 'text': "specificity. Hannah, no. Um I'm not as"}, {'start': '3008.240', 'end': '3014.000', 'text': 'exciting as you two. Um If they were'}, {'start': '3011.040', 'end': '3017.839', 'text': 'exciting, she would set the bar low.'}, {'start': '3014.000', 'end': '3020.319', 'text': 'Exciting. Um, no. I think there are so'}, {'start': '3017.839', 'end': '3023.200', 'text': 'many books that CM recommend all the'}, {'start': '3020.319', 'end': '3025.760', 'text': "time to be reading and I'm on to one of"}, {'start': '3023.200', 'end': '3028.559', 'text': 'the big ones being scaling up the'}, {'start': '3025.760', 'end': '3033.599', 'text': 'mastering the rocker fella habits. Yes.'}, {'start': '3028.559', 'end': '3035.839', 'text': 'And so I just think revisiting those'}, {'start': '3033.599', 'end': '3038.160', 'text': 'ideas that flow through what you talk'}, {'start': '3035.839', 'end': '3039.920', 'text': 'about all the time on the podcasts and'}, {'start': '3038.160', 'end': '3041.200', 'text': "um being able to make sure that we've"}, {'start': '3039.920', 'end': '3044.160', 'text': 'got the right people in the right'}, {'start': '3041.200', 'end': '3046.559', 'text': 'positions and um making sure that our'}, {'start': '3044.160', 'end': '3048.319', 'text': 'systems and processes are really well'}, {'start': '3046.559', 'end': '3050.559', 'text': "done and that they're simple and clear"}, {'start': '3048.319', 'end': '3053.839', 'text': 'and that people can relate to our goals'}, {'start': '3050.559', 'end': '3057.440', 'text': 'and our visions are really important.'}, {'start': '3053.839', 'end': '3059.839', 'text': 'Very nice indeed. Constantly learning is'}, {'start': '3057.440', 'end': '3061.680', 'text': 'the way to be. Sharpening the axe. Well,'}, {'start': '3059.839', 'end': '3062.960', 'text': 'Hannah Jack, thank you so much for your'}, {'start': '3061.680', 'end': '3065.280', 'text': 'insights. Looking forward to this'}, {'start': '3062.960', 'end': '3067.440', 'text': 'becoming a staple on the pod, getting'}, {'start': '3065.280', 'end': '3069.760', 'text': 'your perspectives and insights. Thanks'}, {'start': '3067.440', 'end': '3071.599', 'text': "for tuning in. If you're listening, come"}, {'start': '3069.760', 'end': '3074.520', 'text': 'and check us out. Subscribe over on'}, {'start': '3071.599', 'end': '3076.079', 'text': 'YouTube. All the show notes are on'}, {'start': '3074.520', 'end': '3080.280', 'text': "clickmy.com/mpodcast. We'll see you on"}, {'start': '3076.079', 'end': '3080.280', 'text': 'another episode very soon. Bye-bye.'}, {'start': '3080.559', 'end': '3084.640', 'text': 'Thanks for tuning in to the Grow Your'}, {'start': '3082.319', 'end': '3087.119', 'text': 'Clinic podcast. To find out more about'}, {'start': '3084.640', 'end': '3091.200', 'text': 'past episodes or how we can help you,'}, {'start': '3087.119', 'end': '3091.200', 'text': 'head to www.cl'}, {'start': '3091.319', 'end': '3094.559', 'text': 'clinicmastery.com/mpodcast. And please'}, {'start': '3092.880', 'end': '3096.720', 'text': 'remember to rate and review us on your'}, {'start': '3094.559', 'end': '3099.960', 'text': 'podcast player of choice. See you on the'}, {'start': '3096.720', 'end': '3099.960', 'text': 'next episode.'}, {'start': '3100.090', 'end': '3105.109', 'text': '[Music]'}]