Hello to all my Million Dollar peeps! As always, I hope this message finds you all doing well, and business is booming!
As you all know, I've been "in this game a LOOOONG time," and as you can imagine, I've seen a LOT. One thing I've always remained smart enough to know is to never think I've seen it all. I can ALWAYS be surprised.
As many of you know from my videos, we have a new team member, Scott Woodward. We brough Scott onboard to help alleviate our growing intake. Needless to say, he's doing a phenomenal job helping clients with both our Home Care Access and Million Dollar Transportation teams.
Many of you have talked to Scott over the past few weeks, so you know firsthand how helpful and accommodating he is. To learn more about Scott, click https://homecareaccess.com/about-us and scroll down the page.
Long story short, I'm literally up in the Adirondacks with the family taking my kiddies through an evening workout and Scott calls me. Under the circumstances, I would have waited until I was done with my kiddies, but being concerned that something was wrong, I took the call.
Now, there have been some instances when Scott was talking with a home care or NEMT client and they ask him something he doesn't know or needs clarification, so he has actually 3-way called me and patched me in. Not a problem, I'm always happy to help.
However, tonight, I take Scott's call not realizing the other person was on the other line. Scott says, "Hey Joel, I'm sorry to bother you, but I really got stumped by something I don't have an answer for. I have a provider who is operating 3 ambulatory vehicles in [blank] state, he says he is very familiar with you and watches your videos, and he want to know if you can help him get more Modivcare work."
Folks, I'm NOT making this up!
I said to Scott, "WTF?! There's NO WAY he watches my content, is in [blank] state (a state where NEMT providers can perform stretcher work), and he wants my help with going after Modivcare broker work.
It's funning how things go through your head really quick while you're speaking because while I thought Scott was CLEARLY confused by what this provider was doing and looking to accomplish, NO, the provider was on the phone and then chimed in and literally reiterated everything Scott just said!
OMG, folks, I was literally speechless!
To give you further context, LITERALLY just this morning I swapped emails with a new one-on-one client in the same state who is trying to bail on Modivcare because they still owe him money from 60 days in arrears because they're trying to nickel and dime my provider over various mileage/charges for specific trips.
Again, this is the same state where the average stretcher transport with ancillary charges is easily pushing $300 per one-way depending on mileage.
Man, I'm literally still in shock by this call/exchange. Hence, the reason for this message. I need to parlay this into a learning lesson for many of you thinking about moving forward, so let me share the following:
1. By all means, if any of you have questions and you want someone to reach out to you, visit us at https://umtpg.org/contact-us to share your information, and a team member will follow-up and contact you.
2. If you want us to call you, trust me, I'm NOT expecting you to be an expert in any sense of the imagination, but at least be familiar with my core concepts and strategies I use in helping providers build their own brand. It's all about Build-Grow-Scale-Sell at a future multiple.
Sorry, but you CAN'T Build-Grow-Scale-Sell at a future multiple by going all in with Modivcare. All you're doing is building their brand.
While I was on the phone with them, the provider was talking about "his clients." I said, "Let me stop you right there. Those aren't your clients. I don't care how many times you transport them, if Modivcare finds someone cheaper or you do something they don't like, you instantly lose 'your clients' which means they're NOT yours - they belong to Modivcare!" Sadly, this provider wasn't hearing it. His mind was already made up and he was all-in on Modivcare.
3. Whether you're just starting out or you're already in business, if you want to speak with a member of our team and you're serious about enlisting our one-on-one help, please clearly understand that we're about building YOUR BRAND and NOT Modivcare (or some other broker), and if you don't share the same Build-Grow-Scale-Sell at a future multiple philosophy, then we most likely can't help you.
I hope this is enlightening to some of you, because I'm still shocked by the commitment to Modivcare by this provider. Folks, "YOU CAN'T LOVE SOMEONE WHO DOESN'T LOVE YOU BACK!!" It's like falling in love with a stripper and thinking she only has eyes for you! Don't fall in love with the stripper, and sure as heck don't take her home to mama!
See you at the Top!
Joel E. Davis | 
