Welcome everybody to the Private Practice Business Academy this is your host Dr. Joe Simon. Before we start this call I want to jump on and I just wanted to touch base with you guys a few things. In this interview we have a product creator who happens to be a physical therapist. And, the reason I wanted to jump on and give you kind of a preview of what this is all about is there are so many practitioners that I meet day in and day out that have amazing ideas and those ideas are just never implemented. That can marketing ideas, that can be business ideas that could be a product idea it’s just never implemented. I just want you to know that these things don’t happen overnight. Sometimes you have to reach outside your industry to get that insight and sometimes you have to ask for help. Sometimes it is tough as private practice owners and as business owners to work…It’s hard to work on your business than in your business. It’s easy for us because that is what we are trained to do is to work inside of our business, so I want to challenge you guys for the New Year to work on your business and not in your business and that’s a huge thing. So again if you guys then need my help feel free to reach out to me. I have helped so many so far. I love having you guys comment about things. I love getting the feedback. I love working with you guys on a one to basis. It has become a passion of mine. I love the marketing and sales aspect of it. I know this is what I am good at and I know what you are good at and if you want to make your practice explode in the coming years this is something that we all have to learn and this is something we all have to work on as well. So please, give me a call or you can easily just get the contact information off the website off privatepracticebusinessacademy.com. I look forward to working with you guys and here is the interview. Let’s Go.
Joe: Good morning everyone, this is Dr. Joe Simon from the Private Practice Business Academy. This morning we have a special guest Cindy Gibson-Horne. Cindy is an entrepreneur extraordinaire and she is going to share a whole lot with us today from her very beginnings to the products that she has out now. So Cindy say good morning to everyone and introduce yourself.
Cindy: Well Good morning everyone and thank you so much for having me on your program. I am a physical therapist and I have been in practice just over 30 years and more recently started motion therapeutics. I’m here today to tell you a little bit about that and other things that I have been working.
Joe: That’s great Cindy. 30 years as a physical therapist, so obviously you have a lot of knowledge. Have you been in one area the entire time? Have you traveled?
Cindy: No, at first I was working primarily in in-patient and then I moved on to out-patient care and sports medicine. Then I got really interested in osteoporosis and actually got a grant and worked with the foundation for osteoporosis research in bringing out community based exercises for patients who had fractures below the waste. In that, this was probably 10 years ago in that we were using standard weighted vests in that program. The research was showing that if you jumped with a weighted vests and I don’t recommend everyone jump with a weighted vest because if you are very osteopathic you can cause a fracture. But, we were putting the weighted vest on patients and having them do like lunges, and sit to stands, and just knees bends and also weighted their ankles. We were seeing some really great results in stability, their timed up and goes, their confidence and even getting back to leisure activities after about 6 months to 9 months of a community based exercise program led by PT’s.
Joe: Wow, so yours…
Cindy: And then in that
Joe: I’m sorry Cindy, keep going
Cindy: So during that time I was also doing home health physical therapy and I had this vest in my car. The patient was standing very poorly with her back way behind her front of her hips and I thought to myself well gosh what if I just brought her trunk forward with using that vest in my car. So I went out to my car and I grabbed it and I brought it and I put it on the patient with MS and I put a pound and a half forward on her and immediately she stood better and started walking better so much that we both sat down and cried. She said to me “I don’t have to think to move”. That was like oh my gosh. That’s like when we move around we don’t have to think to move but many times our patients have to think to move and then move with a lot of movements problems and in-coordination and different things like that. I was seeing this patient move with more control, confidence, and ability and I was blown away by what did I do? From there I started trying that with all different types of patients and that’s what started this balance wear weighting that I have been working on for over the last 10 years.
Joe: Don’t have to think to move, that’s an amazing thing. Obviously the average everyday physical therapist sometimes we neglect…I don’t want to say we neglect it.. but we kind of over think it, we simplify it so much. But, that patient kind of gave you almost your tag line for your business basically.. don’t have to think to move. How long has the creation of the Balance wear been? Like, obviously you didn’t think of it yesterday and “Boom” the product came out and you had such great success with it. Take me through that time like
Joe: When did the concept happen?
Joe: Go ahead.
Cindy: So the concept happened like 11 12 years ago with that patient. And what I would do is I would go back to that patient every week and I would just compare what she could do with and without this weighting strategy and it was completely different. So then I started trying this on different patients, some with Parkinson’s, some traumatic brain injury and I was having some good results and then some days I would go back and they weren’t as good. So I was questioning myself, well did I really realize this or was I thinking that I did or was I hoping that I did? And it came to be that well I had the vest and I had the weights in one place for one person but when I took it to the other person and I had the weights in the same place, it didn’t work. So really it was about where the weights were placed. So I did a ton of videoing of all my patients and I took them and I met with Dr. Gayle Widener at Samuel Merritt University. And about 9 years ago we began, we actually sent a video in and we actually got a California APTA grant and we did a small pilot project with people with Multiple Sclerosis. We saw that actually out of the 16 people that we did it with that nobody was weighted the same or in the same location and that was with the original vest that I got, just the regular standardized vest I got off the market. We had taken it apart and made it longer and put Velcro all over it so we began to realize that where you place the weights was very strategic. And also very light so much in the literature about weighting in the past has been about heavy weighting or putting weights on peoples shoulders or waists and they can be 5-10% body weight and often therapists were putting the weights according to what the manufacturer said they should for different patients.
Well, instead of us figuring it out, we were having a manufacturer say Okay put 5-10% body weight on someone who is 100lbs is wearing 10lbs of weight. In the Balance wear weighting which has come out of all of this, we actually in one of our last research projects with MS are weighting about 1.17lbs. So it is very light and its very strategic. So after that first California APTA grant gave us some beginning pilot data and then we got a grant from the National Multiple Sclerosis foundation which we took, actually the National MS Society.. I’m sorry.. which we took to look at 30 or 40 people with MS and we showed in a randomized controlled tile same day improvement and walk skiing speed with individuals and they were also walking a lot better so we could basically see changes and quantitatively measure it. So then that pilot information got us a National Institute of Health grant which we are just about finishing, we have five more people going through our first study which should be finishing this year, we are so excited and we have began crunching numbers. It was a two phase trial, one at San Francisco State run kind of by Dr. Diane Alan and it that one I can share some of the data. We did motion analysis and we also had people walk on a gait right and did force plate data. In patients, immediately we were seeing same day changes in gait speed. What was really interesting in the gait speed is we were beginning, and we actually looked at healthy controls to at this, and we had subjects walk as fast as they could three times and then we would measure what happened. So I’m saying fast as we could, so you think about healthy people and people with MS walking as fast as they could three times. Well we were able to change the ability to walk as fast as you could by 4%. 4% doesn’t sound like a lot but think about patients when they go to cross the street. Hardly anybody could get across the street. But if you could just rev up your body system to walk a little faster than you could maybe get across the street before cars start honking at you. Then at the same thing what was really interesting is even in healthy controls we were seeing same day changes in maximum output of exactly the same, 4%. So I found that really interesting and most of our work initially has been in MS and a little bit in Parkinson’s disease. The California APTA also funded a Parkinson’s disease study where we showed a randomized control tile again the same day changes in walking speed against weight on the shoulders and fake weights or you know placebo weights. What’s very exciting as a PT is I can change my patient today and patients with neurological problems that’s not often the case. It often takes months of neuro-rehab to make some changes. Yet with Balance based tors weighting we are beginning to once we, and I will get into how you access that in a minute, but we are seeing same day changes in quality of movement and quantitative testing such as timed walks, timed up and goes, balance skills, all different types of measures that therapists across country now are seeing and reporting to me and its really fun to see this treatment spreading out across the country and helping people all over our country and actually people all over the world. I have patients flying in from Denmark, and England, and some coming from Argentina even perhaps in February and different areas of the world are binding this.
Joe: Wow. There is so much information there. But, some things I want to go back to. Especially for the audience of this show is a lot Doctors, physical therapists, acupuncturists, massage therapist so everyone especially for your clientele which is osteoporosis, MS, Parkinson’s so we have a lot of clinicians that treat these patients and this is something I think will help across the board. A couple of things, I mean obviously this has been in process for a long time, but lets talk about getting the grants. How difficult or how easy was it to obtain these grants to do these studies?
Cindy: Well, I think it is difficult. But I think when you especially apply to NIH, we actually got a recovery act grants and that was something that Obama Administration put in. I loved it because it said recovery act and that is exactly what we are doing is we are helping patients recover. We were lucky because we had something that’s a little different that’s not overly expensive. It’s not like de-brain stimulation or surgery. It’s not a drug that you use every day. It’s something you put on that provides your balance and so it becomes cost effective if you look at say the cost of providing the new Ampira walking medication for patients is over a thousand dollars a month. When you are using Balance wear its about a thousand dollar investment also but it’s one time only. With medicine sometimes we do see negative side effects. There is really no negative side effects with this intervention because you just take it off, if it’s not working you take it off. Another thing as a clinician I doubt very strongly about making sure we spend the Medicare or insurance dollars that the therapists learn this technique balance base torso weighting. It’s an assessment of direct toe and balance of the body and you are looking at patients both statically and dynamically. So Statically they may be sitting or standing and then we are applying perturbation all over the torso looking for direction of which a person loses their balance and then looking at resisted rotations. Once you have the impairments at the specific areas, you apply these weights very strategically and right away you can make changes in the torso and in the balance. So once the weights are placed on the assessment vest that a clinician will purchase which is only $400, you will see same day changes in your patients and you will know whether or not this is an intervention for them. Many clinicians that take my classes will a patient 2, 3, 4 times to determine whether this is a benefit to the patient before the patient will actually get it ordered for them. I felt very good about that because we as clinicians and people who take the course are determining whether or not this intervention works and is going to be a benefit for my patient over time before money is even being spent on the product.
Joe: The fact that a patient, especially a neurological patient would get results so fast, obviously in my own clinics we see patients that have some balance issues and this is something that is even opening up my own mind where I am thinking, I’m like well we do have weighted vest but obviously placement is so important for this. It is something to think about and to even try. Obviously you have done many studies and placement as you have said multiple times is basically the key behind this and the weight is only a pound, was it a pound or a pound and a half?
Cindy: Yeah. Again its very specific to the patient. Some patients will only wear a half pound in a very specific location. I am having to weigh patients with ataxia or cerebellar ataxia. How many people work with cerebellar ataxia it’s a difficult diagnosis to make change with. But, we are sometime weighting those patients up to three maybe four pounds, but sometimes some of them only need two pounds. So its very patient directed. Going back to the grants I think the reason that we did get the grants is because again its novel and its inexpensive. I think that is primarily why we were able to move and get these grants. But they do take a long time to get. Often you apply for a grant and you don’t hear for nine months whether or not you are actually getting it and then there are a lot different things. My company has nothing to do with the grants. I have been the strategic leader in the grants as a consultant, but I don’t get to touch any of the data. I kept it that way in having professors in the Bay area who have been working on it and they have been the ones to get the grants. Samuel Merritt University and San Francisco State have been the grant holders not anything to do with Motion therapeutics. I have a Bachelor’s degree, I just came up with the great idea. I’m letting the researchers work with me which has been wonderful because I see how I am a better clinician. I feel that by the professors working with me with patients they can teach their students better too.
Joe: I mean Cindy that is a great take away, what you said is basically you went after what you were good at. I don’t want to down play it. You’ve come up with an amazing idea. Because you have been in the field for so many years you’ve come up with an idea. The biggest thing is I meet so many therapists, I meet so many clinicians across the board that have amazing ideas but they do not implement them. That’s the biggest take away is that you did implement it and you had enough knowledge to realize that you couldn’t everything so you basically, obviously to obtain the grants, the researchers, you let them do what they were good at which is obviously is obtaining the research; obviously, not having a biased aspect of it as well so your company doesn’t have a big role in it. That’s basically part of the marketing. You can easily just say it’s very unbiased because we have nothing to do with the data. It could be against us, It could be for us. That is a really good angle to go with. I just wanted to cover a couple more things. I mean, I am blown away by this concept. Obviously, I try not to dig too deep into one of my interviewees. I just love getting on the phone and discovering it brand new just like the audience does and let the questions kind of pop up as they come along. The fact that you were able to take a neurological patient and basically one day or a couple of treatments change the way they walk. That whole don’t have to think to move, again, I’m blown away by that slogan or if it’s not a slogan it should be by now. It’s amazing. The other thing I was thinking about was this is something that could be crowd funded or it could be the whole aspect of it without going the grant route. If there is entrepreneurs out there that are having difficulty obtaining grants the new way is crowd funding and that’s one way to generate money to get your ideas off the ground. Cindy, how long, well let’s just say….were there any really challenges that popped up that might have shut this down early on? Or did you feel that this was not going to work at any certain time?
Cindy: You know I have to say that yes I had to develop quite thick skin over the years because many people will look at this like how can like putting weights on somebody, why would you put weights on somebody who is weak and ask them to walk, first of all, was very counter intuitive. The thing is that when you re- balance somebody even though they are wearing weights they almost sometimes don’t even feel it because their balance is better and they are working more efficiently.
A lot of people think that I’m just trying to sell a vest and that was extremely hurtful in the beginning or that people thought of this cause going to the APTA meetings and being a vendor. Oh my gosh going from a therapist to a vendor has been extremely hard for me. I’m a therapist at heart and to be considered a vendor and not as a clinician who wants to bring a new technology out there has been really difficult for me. I have not worked full time in the last 10 years because this has been my passion to bring this to patients. I am lucky that I have a husband who has supported me emotionally and financially to get this to where it is today. I think sometimes as clinicians and therapists who come up with a great idea, but you have to have, some people actually have to work full-time all the time to run their life. It’s a very expensive process. I got four patents now. Those are extremely expensive to come by. I’ve learned a lot in many different ways, cause I’ve learned the whole how you do business with patents. How you do research. How you still remain a clinician and try to stay focused on your treatment, to then now business and bringing something out to the entire world basically but starting in the US and how you protect your patents in the US. It’s been quite a huge learning curve for me , but all good but frustrating along the way too. If I kept my main focus as when It seemed like every single time I was about to quit I would have the miracle patient who would just walk in on a cane and be able to go from there to running in one day. Then I was like Okay this is what I am supposed to do. I really look at what I came up with it’s like baseball in a way. Not everybody gets a home run, but there are home runs and some of my patients who come to see me get home runs and same thing with other clinicians. But many people get first base, second base and third base. But when you have a patient with neurological problem who is neuro-degenerative and all of a sudden they get first, second base they are doing something that they couldn’t do even if they are still in a wheel chair but now they can get dressed without falling over. Many times in patients with cerebellar ataxia which is amazing is you put these weights on the trunk to re stabilize them and they get their old handwriting back and they haven’t been able to write check for many years and its been very embarrassing for them. So these are just so emotional events for them when they get something back that they’ve lost. And you see a patient change, their whole face change. Then they will do some really fun little things, like a picture of their old self will come back. Its really fun to see those things happen with the patient.
I want to go one more step because I just taught at Fresno State and also when I am at the PT conferences I probably see about sixty therapists and I put them through the BBTW assessment, Balanced- Based Torso Weighing assessment that is, and you know what only about 5% of people I’ve tested healthy can get through my test without one thing I can’t find. So remember when I said in the healthy study, I mean in the last study where we had healthy controls and they got 4% faster in their walking. Well we actually think that we are going to be able to take this to sports medicine. What if you could perform your swim or run 4% faster, you begin winning races. I look at it from a stand point is why do people injure one side of their body? Like in running or arthritis, why is it that we have arthritis on one side of our body and not both sides of our body or whatever? So what if our bodies, in healthy, in all said healthy are just like a smidge off balance. Like maybe one or two percent. But millions and millions of repetitions of walking where we are loading one foot one or two percent harder. Could that be what is causing arthritis on one side of the body later on in life? Or is that why someone develops a stress fracture? Or something on one side of the body where they might not on the other? And why do people end up with ACL injuries? If we look at stabilizing the torso or that the torso weighs, heads arms and trunk weighs 70% of our body, and if that is not 100% controlled when we are in sports the forces are driven down the leg. You are going to see more injuries in an unstable trunk. That is why they are doing so much of this core work, right?
Joe: Yeah. Absolutely.
Cindy: However, I’ve had patients that will put on a pilates machine and do soothe kind palates and we will see their body integrate that pilates better even laying on their back when they’re weighted correctly.
Joe: I mean I agree with that whole statement. Every once in a while I am still treating and when I go to clinics we are sports medicine based and fitness based. What we see is there are a ton of muscle imbalances throughout the so called healthy individual. If we test the therapists that work for myself or my partners they have immense muscle imbalances and here are the crew that’s helping to heal the average patient. So when we look at athletes and we see these muscle imbalances and when we fix them they do get 2% faster, 4% faster. But here is the challenge and this is a challenge that I put out to everyone. How do you let your audience or how do you let your patient know the healthy patient that doesn’t know too much about physical therapy or too much about chiropractic or too much about acupuncture anything in general, but you know that this can help them, you know that this could increase their speed by 4%, but how do you convince them of that? That’s the biggest because the average person that’s healthy and I’ve seen this time and time again and this is what our marketing has been working on is telling the general public that you are feeling good right now but if you don’t maintain or if you don’t exercise it won’t always be that way. Of course there will be arthritis on one side or an ACL injury on one side. And it so true of 14 years that I’ve been treating I’ve seen this time and time again and you know obviously it’s just come to if we just fixed a muscle imbalance on the hip it would have avoided this ankle sprain down on the opposite foot. So I completely agree with that. But I want to speaking of the marketing factor I want to touch base with you about you made a comment about going from a clinician to a vendor and how difficult that’s been. How is the community across the board, how are they viewing you at the conferences, at the events, at local chapter meetings.. How do they view you now?
Cindy: I think it varies. I think the NIH grants made a huge impact like okay maybe she is on to something. I had the person at the MS society years ago basically I came back to them and I saw them at another event and I just said thank you that you guys gave us the MS pilot grant and now it has become into NIH grant and he said ,”yeah you’re that person with those weights right?” and I’m like yeah and he goes “Yeah, you know sometimes crazy ideas actually work”. So It’s gaining respect because we are starting to show it in the literature its being published that this thing works and I think as clinicians across the country are being trained they are starting to show their videos, they are talking to people. But I’m still not there, people walk by and think it’s crazy or they really think it’s about me just trying to sell which is really hard for me.
Joe: You got..
Cindy: It’s really been about my patient my whole life and well like the last 10 years.
Joe: So let’s dissect the business which obviously I do on a regular basis so I am super interested right now. Do you think it would be wise the salesperson at this point that would show your passion or do you think that your passion would be enough to convince therapists in general or the other clinicians across the board? I see this being used in so many professions I don’t just see this in physical therapy because across the board I see a lot of people working with MS, Parkinson’s, Osteoporosis for patients so this is a product I see going well across the board around the world. Are you at the point where you think maybe a salesperson or someone with a sales background would benefit you at this point?
Cindy: Yeah you know it’s possible. It’s a decision that we actually have to begin to think about because this has gotten bigger than I am. This is the first year we are actually going to having three or four clinicians work for me and help me teach across the states because its my goal issue to at least get several therapists or people in each state doing this because it’s sad that patients have to travel six hours to go get this treatment or flying from the east coast out to see me. We probably have about therapists in around 12 states right now and my goal is to have at least It sounds minimal but at least 2 or 3 people per state trained. I’m just trying to get everybody but I see where you are going as having someone out there promoting this.
Joe: Yeah that is definitely an angle to go but if you obtain your goal of 2 to 3 therapists in 50 states that is a great goal to start off with. Obviously therapists are going to be your best sales people ever because once they see its working they will tell others that its working and it just continues and word of mouth marketing takes over. So that is always good, but obviously partnering up and if it lands in some of the bigger hospitals and their using it, then it really will catch on and it will work. You guys have put a ton of work in and at the events people are talking about this already. You’re probably right at that growing phase where the next step is just going to sky rocket the business right out of the ballpark. I’m excited to see what happens with this. I think its a great thing. I’m going to do some more research now and dig in and find out how we could help some of our Osteoporosis patients. We don’t have too many of them and that’s the issue in our clinics but we do have a lot of sports related issues and this is something maybe we’ll test out and its something that if your clinic is not basically MS or Parkinson’s base or geriatric based this is something that can be used in almost all aspects. So, again, I urge everyone to contact Cindy, touch base with her. Ask her how it can be used in your clinic because this is something that I think could…even if it changes the 5% of the population in your clinic. Those 5% that would have extraordinary results especially what we’ve discussed about our neurological patient getting results in one or two days; that patient would become a raving fan of your clinic, of you, and will tell everyone and you would be flooded with new patients or a new avenue of patients and that might be something that could really benefit your clinic.
Cindy: You know was one thing when we were, I think how I got introduced to you was that PT entrepreneur and how do you get patients in your clinic. I think it was about mixed practicing and for me I think as anybody who had learned this technique to go out and go to a physician and put the physician through the test and put the weights on the physician because I know that every single time that works. That you can change their rotations at their pelvis or at their upper body and you can change how their body reacts to these perturbations. If you could go into a Physicians and say I have something that could change your patients and I’m ready to demonstrate it, are you now? And you could do it in two minutes you may be able to really improve your referral base because whoever is doing this will have a new niche that nobody has in the area because its still so new, for now anyway. So I really see that its a great way to develop new referrals.
Joe: Yeah exactly. That can be a new revenue stream for a smaller clinic or even a bigger clinic and if they want to branch off and create a balanced division of their clinic or even a Parkinson’s division. It depends on your location but I have worked with MS patients in the past. I was a therapist for the National Society for MS and a great referral source by the way. I just don’t think there are enough therapists out there reaching out to that referral source. The MS Society is looking for therapists to help out so whoever can hear this trust me contact your chapter at the MS Society. It makes you feel good that you have helped someone in such need regardless. If this is something you can bring to the clinic as a new revenue source I think it’s amazing. Cindy, let’s talk about the courses. How many courses is it? How much does the courses cost of course? I am having a problem speaking this morning. Let’s talk about that.
Cindy: Generally I’m starting to teach classes or I’ve been teaching a class where we are going to be putting out probably 12 to 20 courses this year. There is one in LA and a couple beginning in January like the 18th that weekend in Birmingham and I think we will be in Philadelphia in January also. It will be up on our website and that’s www.motiontherapeutics.com make sure you have an S on their therapeutics. I’m just working out the whole strategic place to have all the courses this year. The courses cost around $300 if you get your registration in early you get a discount of like 275 or 250 if you bring more than one person so it’s not an expensive course I’m keeping it that way for this year and maybe next until I get enough therapists who like I said will cover the US. It’s a 13 1/2 hour course there is about 2 1/2 hours that I do a webinar online with people a week or two before the hands on portion. What I do in that part is I talk about all the research. A little bit on vertical and directional imbalances in patients. Then at the very end of it I have you watch a video, the video is about 2 1/2 hours, but I watch a video on the perturbations so my goal is that by the time I get to the hands on course that the therapists are already practicing looking at directional imbalances, practicing perturbations. Then when I do the lab portion I am just correcting and making sure people are perturbing at the right rate of speed a lot of hands on. The courses are small their less than usually less than 16 people because there is so much hands on that I want to transfer to your body.
The first couple hours of the hands on class is all interacting with other clinicians and finding their directional imbalances and then weighting and changing then right away so you actually feel what it feels like to be different. Then the next day you will be putting your hands on probably 3 to 4 patients in small groups and using what you’ve learned online and the night before with actual patients. Then you actually see the patients change in front of your eyes so you can learn what’s actually all possible. A few weeks later after that course I do a follow up webinar where I present a case and we go over so I make sure that the therapists know where they should be putting the weights and they do the grading on a video. It’s kind of like a lot of follow up. Anybody who has taken my course at this point I’m willing to Skype with a patient with them while they are getting it under their belt. People leave the course with some really good skills and often can make changes for say in the clinic with patients but they are not confident in their ability yet. It’s like any hands on course, it takes practice. The other two of that you obtain with the course is an assessment clinic testing kit and that’s 399. So for $700 you are out the door with everything in your hands to do this treatment for patients.
Joe: Very affordable and very beneficial. I think the return on investment would be astronomical for that fee and it’s amazing that you are keeping it so low, but I’m assuming you are keeping it low at this time because due to growing the company and it’s a very smart decision. If you ever come to the east coast with the courses I do own New York and New Jersey clinics and I partner with clinics in the south in Miami so if you ever need locations I would be more than happy to help you with those locations.
Cindy: Yeah and this is something I tell clinicians for the clinics who offers to host my course I usually give them the free course and a free assessment kit so they are out of no money except for helping me get patients in the clinic that we can treat. They provide like snacks
Joe: Snacks are always good. Snacks make the course a little more fun. That’s an amazing offer. That’s great. I think you are doing some amazing stuff Cindy. I think this is going to take off in 2014. Blogs and stuff you have heard me discuss before the options that are out there and if you are one of the therapists that need to niche down or a clinician that needs to niche down I think this would definitely be a great…almost like an offer that you can’t refuse because the fact that there are so many that are having balance issues and are dealing with MS, dealing with Parkinson’s. Osteoporosis is a huge diagnosis out there that you can tap into as well. There are so many venues you can really get into with this. Cindy I want to thank you once again for spending time with us this morning. I’m looking forward to see how this grows and how much more and how far you will take it because this is something….and maybe that salesperson will help maybe he won’t have the passion you will. Because I just want to put that out here everyone I’ve used sales in the past I’ve learned sales myself so it’s a little bit different. I’ve seen so many different people that have promoted a product and the ones with a passion really, really exceed and excel. It’s not easy and we’ve heard Cindy’s story. This has been in the making for a several years so it was not something that happened overnight. Even though she says the grants were by luck I think she did a lot of work and did a lot of smart moves to get those grants.
Cindy: Right and I just want to say one other thing is that this intervention is helping the youngest person that is on is 9 months and with cerebral palsy to the oldest was 92. On the website there are four videos that you will see right away as you pop up the front of it, but if you go to YouTube there is 20 other ones. There is so many more I can add it’s just time to get them cut and spliced, but they are all same day videos of patients that we have seen. So go ahead and take a look at those videos I think people will be amazed, but you could be doing it just as well as I can with a little practice.
Joe: And I will make sure besides the audio version of this on the Podcast I’m going to make sure I add the video from your website. I will take one of the two videos and I will throw it on privatepracticebusinessacademy.com resource page. This way if people come to the site they can see it and I will make sure we link (http://www.motiontherapeutics.com) so everyone knows that on the resource page we will have links to everything Cindy has mentioned in today’s interview. Once again Cindy thanks for spending time with us this morning. Really appreciate it. Have a great day.
Cindy: And thank you. Have a good day everyone.