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    [00:00:00] Dr. Sharp: Hello everyone and welcome to The Testing Psychologist podcast. I’m your host, Dr. Jeremy Sharp, licensed psychologist, group practice owner, and private practice coach.

    Many of y’all know that I have been using TherapyNotes as our practice EHR for over 10 years now. I’ve looked at others and I keep coming back to TherapyNotes because they do it all. If you’re interested in an EHR for your practice, you can get two free months of TherapyNotes by going to thetestingpsychologist.com/therapynotes and enter the code “testing”.

    This podcast is brought to you in part by PAR.

    Hey, guess what y’all, the BRIEF-A has been updated. The BRIEF2A is the latest update to the BRIEF2 family. Use the gold standard in executive functioning assessment to assess adult clients. You can preorder it now, visit parinc.com/products/brief2a.

    Welcome [00:01:00] back folks. I’m glad to have you as always. Today’s episode is a wild departure from normal. It is not a clinical episode. It’s not a business episode. What it is an imitation of the show Hot Ones. So if you haven’t seen Hot Ones, the premise behind it is the host interviews a guest while the guest is eating increasingly hotter and hotter chicken wings.

    So why is this even happening on the podcast? After Crafted Practice back in late July, early August, Dr. Chris Barnes, who was here for the event and I decided to sit down and have a little bit of fun with our mutual love of spicy food and hot wings. So we decided to shoot this video and have a conversation while we were both eating hotter and hotter wings from a place here in town.

    So there’s a lot of pain. There’s a lot of laughing. We do have some conversations about testing. So I think there are a few things to take away.

    To get the full [00:02:00] effect, I would absolutely recommend you check out the link in the show notes and go to the YouTube video where you can see us struggling through these hot chicken pieces but was a lot of fun. I hope that you take away at least a little something from our conversation, and if nothing else, maybe just laugh at us.

    All right, let’s get to the audio from our Hot Ones imitation.

    Hey everybody. Hey, welcome back to a special episode of The Testing Psychologist podcast. As you can see, this is a very unorthodox setup for the podcast. I am not in my office. I am not anywhere that you should be recording a podcast, but special occasions call for special measures.

    I’ve got my good friend, Dr. Chris [00:03:00] Barnes with me today, who’s visiting in our hometown of Fort Collins, following the Crafted Practice retreat. We’ve decided to craft our own experiment here, where we’re going to model a podcast episode after the show Hot Ones, because of our shared love of hot sauce.

    We have a great hot chicken place here in town, we’ve got the platter of hot chicken tenders lined up. We’re going to heat some hot tenders and we’re going to answer some questions and have some discussion about testing and see where this goes.

    Thanks for being here. Chris, welcome to Fort Collins and welcome to a video episode with Testing Psychologist.

    Dr. Chris: This is great. Every time Jeremy and I start talking about things, we usually come up with some pretty awful ideas that never make it to fruition and we’re going to see if this one should have been left on the floor. So we’ll see where this goes.

    Dr. Sharp: Here we go folks. All right, so I’m going to kick this off, just to get the party started, we’ve got our first tender. This is the lowest [00:04:00] heat level. It is green chili.

    Dr. Chris: Oh, thank you.

    Dr. Sharp: Do with that what you will.

    Dr. Chris: So fancy. All right, folks. Let’s cheer this up.

    Dr. Sharp: Here we go.

    Dr. Chris: Cheers. A little bit of salt up front. I’m good with that.

    Dr. Sharp: Okay.

    Dr. Chris: This is a good warm-up. I’m down with that. This is a warm-up. It’s nice. Getting the party started. Like the first paper we ever turned in graduate school. A little underwhelming, but still, there’s potential.

    Dr. Sharp: Yes. I can taste the green chili, which is different than the rest of the tenders. They’re going to be red [00:05:00] chili. I’m not a hot sauce aficionado like you are. I’ll follow your lead, nice easy warm-up, not too spicy.

    Dr. Chris: Great job. This place, it’s got a chance of potential. I think it’s going to be a good time.

    Dr. Sharp: Okay. You have some questions, some topics?

    Dr. Chris: Yes. It’s already starting to salivate. Getting ready for some more. All right, Jeremy. If Dave Matthews Band’s followers are called Ants, and Taylor Swift’s followers are called Swifts or Swifties, are your followers called Sharpies?

    Dr. Sharp: I’m going to go no, right off the bat. That’s what my gut would say.

    Dr. Chris: Okay.

    Dr. Sharp: I don’t have a good backup, though. We can read some of that. We can workshop it. I would say something around testing.

    Dr. Chris: I don’t think we’ll have to all, maybe this is a PG show.

    Dr. Sharp: I think we know where that’s going.

    Dr. Chris: It’s now, [00:06:00] unfortunately, going to be what is now the new name by default. Whoops. Alright, do you want to do two more? Do you want to get into some more chicken?

    Dr. Sharp: Let’s do one more and then hit the chicken.

    Dr. Chris: Alright. If you could describe your leadership style as a type of cheese, which would it be? You can’t choose Swiss.

    Dr. Sharp: I cannot choose Swiss.

    Dr. Chris: That’s an easy one. Got to take that off the table.

    Dr. Sharp: Who made that question?

    Dr. Chris: I did.

    Dr. Sharp: These are for both of us, right?

    Dr. Chris: I’m asking the questions that I made.

    Dr. Sharp: Oh, you’re interviewing. Okay. Oh, I see where we’re headed with this. I’m also not a cheese expert, so I’m weighing it here as well, but I would say maybe an American cheese. Certainly flavorful and strong enough to make a difference and relatively mild, not going to come on super strong, but something that [00:07:00] you are glad that you have added to the sandwich, i.e. your work.

    Dr. Chris: Very nice. Shall we?

    Dr. Sharp: We shall. Let’s do it.

    Dr. Chris: Alright, so let’s roll through what this one is.

    Dr. Sharp: Yes, so this is where we get into flavors that are labeled any kind of hot. So this is just your basic hot.

    Dr. Chris: Very appropriately identified basic hot.

    Dr. Sharp: And just to clarify, I know there are some folks out there who are probably well-versed in this whole thing. This is Nashville Hot Chicken, a specific style that came out of the South, obviously different. These are not wings. It is Nashville hot chicken.

    Dr. Chris: I forgot to choose already. I’m excited. Okay. Definitely hits a bit more potently, but a little more

    sweet. [00:08:00] It like my 12-year-old attitude. It’s a little hard but sweet underneath, a little bit of spice, Dr. Sharp?

    Dr. Sharp: I enjoy it. For me, this is the place where we get into some flavor. It’s pretty good balance of flavor. Typically, if I need the hot chicken from this restaurant, I am going one step up to get more heat in there. Still keeps the flavor but this is a good entree. I do like that little bit of soup. There is a texture thing for me that is really delightful about the breading and the frying.

    Dr. Chris: I can already start to feel it build a bit. This is exciting. I’m already starting to fix a bit. This is not a bad sign. Great. Might be just the dry Colorado heat.

    [00:09:00] Dr. Sharp: Alright, what do we got?

    Dr. Chris: Let’s do some more.

    Dr. Sharp: Let’s do some more quick.

    Dr. Chris: All right. There’s a word that starts with L and ends with Y and it describes me perfectly. What is it? Starts with L, and ends with Y.

    Dr. Sharp: I’m going to stay around and say lazy.

    Dr. Chris: That’s wrong. It is lovely. The word is lovely. Sorry, Jeremy.

    Dr. Sharp: It’s a trick question.

    Dr. Chris: 100% trick question. All right, so what are your thoughts on cottage cheese in the morning?

    Dr. Sharp: Oh goodness, cottage cheese in the morning, I can’t say that I have ever eaten cottage cheese in the morning, which might make you wonder why did I choose that as a breakfast selection at the event I recently hosted.

    Dr. Chris: It’s a conversation starter, is that why you chose it?

    Dr. Sharp: It was a conversation starter.

    Dr. Chris: It certainly was. Yes.

    Dr. Sharp: I knew that people would have some reactions and I knew that people would be talking about it.

    Dr. Chris: Very good.

    Dr. Sharp: And it stirred things up, first thing in the morning, it got the feelings [00:10:00] going on. It got the discussion going. It loosened this up a little bit. It also helped me learn something about my guests, that is, to never offer cottage cheese in the morning.

    Dr. Chris: You did learn that.

    Dr. Sharp: Yeah. Your thoughts?

    Dr. Chris: I have a texture thing. This texture is just about the only texture that I enjoy, and cottage cheese is definitely not this texture. I think everyone should do whatever they want to do as long as it hurts no one else, so if cottage cheese is your thing, then go for it but I’d rather not be in the same room.

    Dr. Sharp: That’s fair.

    Dr. Chris: Also, next year, please no cottage cheese. I think we’re good.

    Dr. Sharp: I think we can agree.

    Dr. Chris: Can the people agree? I believe we can all agree.

    Dr. Sharp: I’ll be honest though, choosing meals for a huge group of people is my worst nightmare, but because I’m such a people pleaser and I’m like, how can I choose every single option so that someone will most likely have something they like?

    Dr. Chris: Yes.

    Dr. Sharp: So having to pick a limited selection of breakfast to the full [00:11:00] lunch for this event, it was tough.

    Dr. Chris: And you still ended up with cottage cheese somehow.

    Dr. Sharp: I trusted the venue. The venue, for some reason, had paired cottage cheese with the other selections that morning; the fruit, the […] and whatnot, and so I said, hey, this is a nice place. They know what they’re doing.

    Dr. Chris: They must.

    Dr. Sharp: And here we go with cottage cheese. Literally, before we even started the event, we were talking about how bad it was.

    Dr. Chris: This is wonderful. That’s how the world turns, folks. I love it. All right, shall we?

    Dr. Sharp: Another bite.

    Dr. Chris: Let’s go. Another bite. Would you care to introduce this flavor?

    Dr. Sharp: Yes. This flavor is called Nashville Hot.

    Dr. Chris: Keep your fork on your side, please. I don’t know how much you got. There you go.

    Dr. Sharp: There we go. Didn’t want to offend the sensibilities, here we go.

    Dr. Chris: I’m sure that he will take care of any germ that’s there.

    Dr. Sharp: Nashville Hot.

    Dr. Chris: That’s the name of this one.

    Dr. Sharp: Yes.

    Dr. Chris: It’s the style and the name. [00:12:00] Original, how could we go wrong? Cheers. Still maintains the crunch. I feel like this might be a bit of a creeper here. I’m feeling it.

    Dr. Sharp: I agree. I don’t know. What’s playing it cool?

    Dr. Chris: Maybe it’s a dud, which is famous last words, by the way. I might go in for a little more on this one, sorry.

    Dr. Sharp: Go for it. A spice question for someone who deals with a lot of spice, is there an acclimation factor; have we built up some kind of tolerance at this point that it might wash out the heat a bit, or is that a myth?

    Dr. Chris: You mean in our session now or in our own progression as a human?

    Dr. Sharp: Let’s do both.

    Dr. Chris: I think that we all can build tolerance to hard things. [00:13:00] That’s why I’m a good dad, because I can do really hard things like parent. I think spice is one of those things that I, as a child, I was always drawn to spicier things. So I think I have had some more experience with it. I don’t think that makes it less spicy overall. Even the same spice can hit me differently on different days.

    I do know, though, that when I do progressions, I oftentimes want to miss or skip the beginning ones because I don’t think they’re going to do much, but it has a synergistic effect as it continues to roll through the process. I think we did the right thing by starting with the lowest of them and progressing through. I don’t know as if that one was living up to what I had hoped, though.

    Dr. Sharp: It almost makes me wonder if we switched the flavors accidentally somehow.

    Dr. Chris: That would be my fault because everything’s always my fault. I’ll happily accept that.

    Dr. Sharp: I didn’t say that.

    Dr. Chris: I know. That’s a joke because I’m perfect and nothing’s my fault. That’s also a joke.

    Dr. Sharp: Okay. Between the two deep flavor, [00:14:00] it is creeping a little bit around the bottom of the dome, whatever but that was less hot than I would have expected.

    Dr. Chris: I do concur. However, it is fitting in a different part of the palette. So we’ll give it that. The second one’s my favorite one so far. I feel like it was easy, delicious.

    Dr. Sharp: I’m with you.

    Dr. Chris: It’s great. I haven’t steered me wrong yet.

    Dr. Sharp: You got two more. Do you have any questions?

    Dr. Chris: I always have lots of questions. In fact, I thought them through and wrote them down. We’re going to play a game. We’re going to call it smash or pass. I’m going to say a word. Smash is yes, I love it. Pass, no thank you.

    Dr. Sharp: Okay.

    Dr. Chris: I say a word. You like it, you say smash. If you don’t, pass.

    Dr. Sharp: Great.

    Dr. Chris: It’s going to be fast, okay?

    Dr. Sharp: Okay.

    Dr. Chris: Roll fast. Don’t overthink it. Don’t rush hard. Cilantro.

    Dr. Sharp: Smash.

    Dr. Chris: Pineapple and ham pizza.

    Dr. Sharp: Pass.

    Dr. Chris: Kombucha.

    Dr. Sharp: Pass.

    Dr. Chris: That was tentative, but we’ll go with it. [00:15:00] Bungee jumping.

    Dr. Sharp: Pass

    Dr. Chris: Breaking apart a KitKat to eat it.

    Dr. Sharp: Smash.

    Dr. Chris: Salt and vinegar potato chips.

    Dr. Sharp: Smash.

    Dr. Chris: Mowing your lawn in alternative directions every time.

    Dr. Sharp: Pass.

    Dr. Chris: Waking up at 5.00 AM regularly.

    Dr. Sharp: Pass.

    Dr. Chris: Sunset is better than sunrise.

    Dr. Sharp: Smash.

    Dr. Chris: The coolest thing you’ve done today is recording this video.

    Dr. Sharp: Smash.

    Dr. Chris: Love it. Let’s go. I like this. We were talking earlier, I flew into Colorado 10 days ago, it was a Sunday night, probably got here at 12.30 AM Colorado time. It’s 2.30 AM Michigan time, my kids were a mess.

    Ever since we’ve been here, I feel like Colorado’s trying to kill me. There were fires the day afterward; several fires, interfering with all of our plans. It’s been 100 degrees. It’s 20 degrees higher usual. It’s hot.

    We went to Pike’s Peak, which is a view you can see at the top of this mountain here. As soon as we got off the train, everyone’s hair was sticking up in the air. After we descended the [00:16:00] mountain and went to the town below flash floods; the question I have is, what is the most unexpected thing that’s going to try to kill me between now and tomorrow when I fly away, what should I be on the lookout for?

    Dr. Sharp: Okay. I might put my money on rattlesnake just hanging out in the sun when you least expect it. It could be a college student under the influence of Colorado’s favorite substance skateboarding across the street.

    Dr. Chris: Very good, yes. What if I’m skateboarding with them under that same influence? I’m just joking, by the way.

    Dr. Sharp: Those are my top two choices.

    Dr. Chris: You didn’t say hot chicken, so that’s a good sign.

    Dr. Sharp: I think it’s a sign that we should keep going.

    Dr. Chris: Let’s go.

    Dr. Sharp: Okay, so the next flavor we have is called White Hot. I’m not sure if you can see it in the frame. It’s got two toothpicks in it. That’s a double warning to anyone who might try to [00:17:00] eat it, which we are going to do right now but it’s called White Hot. It’s one step from the top.

    Dr. Chris: Can’t wait.

    Dr. Sharp: Ready?

    Dr. Chris: Thank you. That is some Colorado hospitality right there, folks.

    Dr. Sharp: Colorado’s kindness, that’s what we’ll all say.

    Dr. Chris: We’ll all say it from here, moving forward, Dr. Sharp. I cut a small piece off this, oh, and then I was going to eat that gigantic piece, but I feel like I need to go all in on this so we’re going to take a monster bite.

    Dr. Sharp: Oh my gosh, I’m impressed.

    Dr. Chris: Here we are.

    Dr. Sharp: I’m impressed.

    Dr. Chris: Pray for me, everyone.

    Dr. Sharp: I’d be a little scared.

    Dr. Chris: I’m very scared.

    Dr. Sharp: White Hot. Getting hot, a little bit. It’s still slow.

    Dr. Chris: I might regret that one. That one took me a little bit harder than I thought it would. The flavor is there. That’s back of the mouth, [00:18:00] roof. How do you say?

    Dr. Sharp: I would say the roof of the mouth.

    Dr. Chris: Roof of the mouth. Others may say roof. This one has my heart racing a little bit. The flavor’s there. I feel like I’m at that critical moment; that moment we all get to where we can either retreat or we can persevere. I think we persevere and regret every second of it afterward.

    Dr. Sharp: There’s no turning back.

    Dr. Chris: There is no turning back.

    Dr. Sharp: We committed ourselves. Yes. It’s building. It’s definitely.

    Dr. Chris: That was a bad, this is making up for the one that I think we were giving a little bit of a hard time, earlier. We shouldn’t have done that.

    Dr. Sharp: Certainly. No. You eat a lot of spicy foods; you get into the hot sauce world much more than I do.

    Do you have a sense just from the taste of what kind of peppers we’re working with here, any dominant flavor profiles, or is that too much?

    [00:19:00] Dr. Chris: Of course, everyone’s going to fact-check this, I think that there is quite a bit of cayenne pepper in hot chicken. Oh my God, this is awful. I am really hurting right now. It’s coming out all.

    I’ve made hot chicken before where, I’ve grilled it or I’ve done whatever traditionally, of course, fried it, you dip it in an oil with a cayenne. I think they dip that in some lava.

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    Let’s get back to the podcast.

    It’s coming on strong.

    Dr. Chris: Yes.

    Dr. Sharp: It’s not getting any cooler.

    Dr. Chris: It’s to the point where it’s almost difficult to breathe without further exacerbating the heat.

    Dr. Sharp: I know that point.

    Dr. Chris: I love it.

    Dr. Sharp: I also love it. Let’s talk about that, I’m getting it right around the outside edges of the tongue on the side, the underneath. This is where it gets a little potentially embarrassing because we’re going to start to make some faces that I’m trying my best to hold this under control, but it’s pretty hot. What was I going to say?

    Dr. Chris: It’s already starting to affect our cognition.

    Dr. Sharp: I feel like we’d be some kind of hallucinatory desert mushroom or something, [00:22:00] but it is got the adrenaline pumping. This is as often annoying.

    Dr. Chris: It becomes slightly awful. I love it. I’m getting it much more the back of the roof of my mouth. Definitely, the more I breathe across my tongue, the more I’m not enjoying it. I feel the wind as the spigot has been turned. Slow drip right now. I feel your comment. It’s going to be great.

    This dry heat, I know, going back is 100 degrees. Everyone was trying to be very kind and say it was a dry heat. It was pretty hot. Not as hot as these things. Oh, Lord.

    Dr. Sharp: We’re glad that we’re in this together.

    Dr. Chris: We are in this together. In fact, the more we talk to each other, the more twins we become, it seems. Even the stuff I make up about your family proved to be true for a while.

    Dr. Sharp: It’s true. Why don’t you tell people that story just to clarify that a bit?

    Dr. Chris: Jeremy and I have been on the interwebs [00:23:00] together for some time. He is far more famous than I am for very good reasons. We met up in, was it AACN in Chicago?

    Dr. Sharp: Yes. 2019.

    Dr. Chris: 2019.

    Dr. Sharp: Chicago.

    Dr. Chris: It’s our 5-year anniversary. This is great, round numbers. It’s the hot chicken Jubilee. We went out to dinner, had a fabulous time. It was about a 30-minute taxi ride up the journey.

    Dr. Sharp: Yes.

    Dr. Chris: That was a long one, but we got to chit-chat. It was nice. We’re getting to chit-chat each other a little bit better. Ate a great meal. Jeremy broke all kinds of his own rules and I felt like the devil on his shoulder. It’s fantastic.

    Dr. Sharp: It was incredible.

    Dr. Chris: Drove back to Chicago, it was much less time, maybe 15. The traffic had died down quite a bit. Felt like we got to know each other quite a bit. The more we were talking, it felt like our lives were aligned.

    Let’s fast forward about five years, which was just about five days ago when I met his wife and I said, oh, it’s so interesting how your husband and I, it’s so many similarities. In fact, I can’t believe that we even got married in our parents’ front yards just like you [00:24:00] guys. Carrie looked at me, shook her head to the side, and said, what are you talking about?

    So for the rest of the day, I was struggling to find deep within me the reason I was thinking that detail was somehow true. Turns out it was another psychologist I know but for the past three or four years, I had believed that to be true. In my eyes, it will never not be true.

    Dr. Sharp: I’m okay with that.

    Dr. Chris: It’s good. I’m happy everyone’s having a good time.

    Dr. Sharp: Speaking of having a good time, this is not necessarily dying down from my standpoint but I think we should keep moving.

    Dr. Chris: Shall we?

    Dr. Sharp: Yeah.

    Dr. Chris: Let’s do this.

    Dr. Sharp: Into the fire.

    Dr. Chris: Let me cut you a piece so I can have a few more moments here to gather myself. I challenge you, Dr. Sharp, to the larger half this time.

    Dr. Sharp: Sure.

    Dr. Chris: Unless you feel like that’s unfair because this is a monster than it is supposed to be. What is this?

    Dr. Sharp: The flavor here is called flammable solid.

    [00:25:00] Dr. Chris: Flammable solid?

    Dr. Sharp: It’s called a flammable solid.

    Dr. Chris: I can’t wait. In true form, I’m going all in on this too.

    Dr. Sharp: I’m a little scared.

    Dr. Chris: Whatever the spiritual beliefs are, please just send some energy that way for us. Cheers. That wasn’t a bad idea. I think we’ll be all right. We’re not going to be all right.

    Dr. Sharp: No.

    Dr. Chris: I’m a stream of consciousness, Jeremy, tell me what’s going on through your head.

    Dr. Sharp: The first bite immediately scared. I feel like it hit fast.

    Dr. Chris: This is really awful.

    Dr. Sharp: It hit a lot faster than the others, which [00:26:00] makes me think, okay, one of two things, it’s either super-hot and spicy and it’s inbuilt from there, which could be a complete disaster, or this is a different kind of pepper of some sort, and it’s going to hit quick in the beginning and then back off. I don’t know.

    Dr. Chris: Only one way to find out.

    Dr. Sharp: I’m also trying to strategically tuck it into my cheek so that it doesn’t touch any other part of my mouth.

    Dr. Chris: Jeremy, okay, that’s great.

    Dr. Sharp: It’s not working.

    Dr. Chris: I don’t know what you can do to defend against this other than having Vaseline over the top of everything in your mouth, which would maybe work. Oh my God. This is not fun. I’m having a hard time focusing.

    In Fort Collins, we’ve been eating some great meals such as tonight. Oh, this is awful. We’ve had some really nice meals. Lots of tasty treats throughout the entire week. If we were back at the retreat last week, [00:27:00] and we were in the middle of a presentation, and I pulled out a bag of salami out of my pocket, would you eat any?

    Dr. Sharp: In the middle of a presentation?

    Dr. Chris: Not your presentation.

    Dr. Sharp: Just any presentation?

    Dr. Chris: Yes.

    Dr. Sharp: So basically like do I like salami?

    Dr. Chris: Then I pull out of my pocket in a bag.

    Dr. Sharp: What kind of bag?

    Dr. Chris: A Ziploc bag. I love how you have so many considerations about all the variables.

    Dr. Sharp: How old is this salami?

    Dr. Chris: It’s appropriately aged. It was refrigerated properly the night prior.

    Dr. Sharp: Okay.

    Dr. Chris: The answer should have been yes or no, Dr. Sharp.

    Dr. Sharp: I’m going to say yes.

    Dr. Chris: I love it. This is why we get along so well. This last question I got, oh my God, many of the psychologists I interact with, especially at the level of business, where they’re running practices, they oftentimes will say, you know this business stuff, this is the stuff we don’t get taught in graduate [00:28:00] school. I’m sure everyone’s said it. Everyone’s heard it. Dr. Sharp, what would you not teach in a graduate psychological program?

    Dr. Sharp: Ooh, like what would I not teach in order to make room for business class?

    Dr. Chris: Yes.

    Dr. Sharp: It’s a wonderful question. Personally speaking, for where I’m at in my career, we had a class called history of Psychology. I feel like it honestly duplicated a lot of the content from undergraduate, and it was just a recitation of psychology through the ages of our forefathers. Lord knows, we probably omitted any number of people of color, and women from that history. I would say, let’s throw that out. Let’s teach a business class.

    Dr. Chris: Yes, with all due respect to all those in academia teaching that class right now.

    Dr. Sharp: Of course.

    Dr. Chris: His information will be in the show notes. Please contact him.

    Dr. Sharp: But as far as the information that I am not [00:29:00] using currently in my life, that’s what I’ll probably get rid of.

    Dr. Chris: Okay, so no phonology? You’re not using phonology?

    Dr. Sharp: I’m not.

    Dr. Chris: Okay.

    Dr. Sharp: What about you?

    Dr. Chris: I don’t think so.

    Dr. Sharp: I let go of it like three years.

    Dr. Chris: That’s good.

    Dr. Sharp: How would you answer that question? That’s a great question.

    Dr. Chris: What would I not teach? I think this may be controversial, I would not teach individual domains. I would teach integrative from the start in just about everything.

    Dr. Sharp: Oh, okay.

    Dr. Chris: I’m sweating so badly right now. I would definitely want people to understand cognitive assessment. I would definitely want people to understand the assessment of a muted personality. I definitely want some of the nerdy neuropsychology stuff.

    I’m a big fan of how does it all works together and how do we all weave them together in such a way that suits our clients to identify strengths. Especially, if it can help them compensate or work with some of the weaknesses that they’ve identified. So I think it should be a gigantic mix from the beginning, [00:30:00] lots of tears right from the beginning, because it would be incredibly hard.

    Dr. Sharp: I agree.

    Dr. Chris: We can do hard things just as we’ve proven here tonight.

    Dr. Sharp: We can do hard things. I like that you’re drilling down specifically on assessment teaching and just to piggyback on that, it’s really like …

    Dr. Chris: I think we need to eat more or go against the show or something.

    Dr. Sharp: Yeah, it’s very hot. I would certainly question whether we need to “learn” how to write the results in a report. Do we really need to learn how to write the WISC is a 5 composite intelligence test to make the following domains? This is what it may, I don’t know, I think we just know that. I’m not sure of writing that over and over don’t do anything.

    Dr. Chris: Right. I think we should also get students to dictate [00:31:00] from the beginning into their computer, into their phone. I think we all sit at computers way too often, and speaking is much more quick than typing. Eating the extra chicken was not also a very good idea.

    Just the little tips and tricks along the way that can speed things up for us, especially those who do choose to enter any sort of writing profession outside of grant writing, et cetera, because that has to be something you want to speak. I’m so surprised how much I can get done when I just sit and scream in a microphone for a bit.

    Dr. Sharp: It’s much easier to edit than to create, at least for me. Dictation gets over that initial combo if you just talk into the microphone and see what comes out.

    Dr. Chris: Yes, indeed. What kind of tips and tricks do you have that you tend to integrate to your workflow, whether it be for writing or for just getting notes on the paper?

    Dr. Sharp: Yeah, for sure. Lots of thoughts on that. First of all, I type everything and so I take notes on everything that’s all possible.

    [00:32:00] Dr. Chris: Afterwards, you’ll conceptualize all of this for us.

    Dr. Sharp: Yeah.

    Dr. Chris: Show notes. Love it.

    Dr. Sharp: Yes. I like to avoid saying the same thing twice in a report. That’s one of the rules that I talk with our trainees and staff about. We should not be saying the same thing twice. Put it in the history, you don’t have to say necessarily in other sections of the board. There are lots of things.

    Dr. Chris: Anything with a microphone that you can get secure information into is your friend. Walking from your car to your office, in between, whatever, just start spinning into something, I think it’s the best thing to do.

    Dr. Sharp: Follow your lead.

    Dr. Chris: You got to keep going. The more I stop, the worse it gets, which means, we have to stop eventually. And that’s when the fun really begins.

    I have a few other dentists’ offices in the building that I have my suite in, they’re always asking me what I’m doing on my way in because they always see me [00:33:00] talking to my phone and it’s turning on my lights through some sort of a system, but I’m just getting my to-do list done in the minute it takes me to walk in, it’s been a significant game changer for me.

    Then of course, after we have those random things pop into our head, just without a note, somehow dictated into that’s, I have all my students do it. They start dictating day 1. I think they try to write a lot more because they’re used to it, but I always encourage them to dictate as much as possible. You can tidy it up later.

    Dr. Sharp: Absolutely. That definitely made a difference.

    Dr. Chris: Just go with it, Jeremy. You can’t stop now.

    Dr. Sharp: I thought I was doing okay. Those two extra bites. Even the simple act of dictating or typing the history after the day of the [00:34:00] intake, whatever means you have, maybe there’s software involved, maybe you’re actually typing or dictating it, but doing it the day of the intake. So a lot of the time, I would just move on to the next thing, next appointment, next task. So I started building in an extra hour just on the calendar event for the intake so that it gave me a bigger window to dedicate time to the intake.

    Dr. Chris: And then the report becomes less of an animal at that point, too. You got the notes done for the intake. You got some nuance, you forget who the kid is. If they go on vacation, you can always refer back up to speed much more quickly.

    Dr. Sharp: Yes.

    Dr. Chris: These are the things they don’t teach in graduate school.

    Dr. Sharp: They sure don’t.

    Dr. Chris: They don’t. Okay.

    Dr. Sharp: All right. So we’ve finished off flammable solid, white hot, I still have some bite of something over here.

    Dr. Chris: It doesn’t matter.

    Dr. Sharp: It’s going to get lost in any other flavors that we’ve been [00:35:00] eating over the past half hour but I think this turned out well.

    Dr. Chris: Yes, this was not a flop. I guess maybe only the data will tell. It was fun doing it regardless.

    Dr. Sharp: Absolutely. Thanks for taking part in this experiment. I’m really struggling.

    Dr. Chris: Yes. I should have brought a shirt to change. This has been awful.

    Dr. Sharp: But a pleasure to endure with.

    Dr. Chris: Always there. Look forward to our next fiesta, whatever it may be.

    Dr. Sharp: Absolutely.

    Dr. Chris: Thank you.

    Dr. Sharp: All right, y’all. Thank you so much for tuning into this episode, always grateful to have you here. I hope that you take away some information that you can implement in your practice and in your life. Any resources that we mentioned during the episode will be listed in the show notes so make sure to check those out.

    If you like what you hear on the podcast, I would be so grateful if you left a review on iTunes or Spotify or wherever you listen to your podcasts.

    [00:36:00] If you’re a practice owner or aspiring practice owner, I’d invite you to check out The Testing Psychologist mastermind groups. I have mastermind groups at every stage of practice development; beginner, intermediate, and advanced. We have homework, we have accountability, we have support, we have resources. These groups are amazing. We do a lot of work and a lot of connecting.

    If that sounds interesting to you, you can check out the details at thetestingpsychologist.com/consulting. You can sign up for a pre-group phone call, we will chat and figure out if a group could be a good fit for you.

    Thanks so much.

    The information contained in this podcast and on The Testing Psychologist [00:37:00] website are intended for informational and educational purposes only. Nothing in this podcast or on the website is intended to be a substitute for professional, psychological, psychiatric, or medical advice, diagnosis, or treatment.

    Please note that no doctor-patient relationship is formed here and similarly no supervisory or consultative relationship is formed between the host or guests of this podcast and listeners of this podcast. If you need the qualified advice of any mental health practitioner or medical provider, please seek one in your area. Similarly, if you need supervision on clinical matters, please find a supervisor with an expertise that fits your needs.

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  • 462. “Hot Ones” (Testing Psychologist Edition) w/ Dr. Chris Barnes

    462. “Hot Ones” (Testing Psychologist Edition) w/ Dr. Chris Barnes

    Would you rather read the transcript? Click here.

    Today’s “episode” is a complete departure from the norm. Join me and Dr. Chris Barnes on a video podcast mockumentary of the show, “Hot Ones.” Chris and I love hot wings, so we took the opportunity after Crafted Practice to sit down together for a conversation and some very spicy chicken. We even managed to talk about testing for a bit! Enjoy.

    Cool Things Mentioned

    Featured Resource

    I am honored to partner with PAR for 2021 to bring you featured items from their catalog! Listen to each episode for specific product recommendations and links. Learn more at www.parinc.com.

    The Testing Psychologist podcast is approved for CEU’s!

    I’ve partnered with At Health to offer CE credits for podcast episodes! Visit this link to access current and past episodes available for CE credit. You can use code “TTP10” for a discount on ALL the course credits you purchase from At Health!

    About Dr. Chris Barnes

    Dr. Chris Barnes is a clinical psychologist & innovator. His venture, The Lazy Psychologist, streamlines admin tasks for mental health pros. He also provides ADHD-focused clinical supervision.

    Beyond that, Dr. Barnes helps clients navigate life’s challenges & embrace change through therapy. He’s passionate about empowering individuals to find their passion & achieve personal growth.

    About Dr. Jeremy Sharp

    I’m a licensed psychologist and Clinical Director at the Colorado Center for Assessment & Counseling, a private practice that I founded in 2009 and have grown to over 20 clinicians. I earned my undergraduate degree in Experimental Psychology from the University of South Carolina before getting my Master’s and PhD in Counseling Psychology from Colorado State University. These days, I specialize in psychological and neuropsychological evaluation with kids and adolescents.

    As the host of the Testing Psychologist Podcast, I provide private practice consulting for psychologists and other mental health professionals who want to start or grow psychological testing services in their practices. I live in Fort Collins, Colorado with my wife (also a therapist) and two young kids.

    Ready to grow your testing services? Click below to schedule a complimentary 30-minute pre-consulting call!

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  • 461 Transcript.

    [00:00:00] Dr. Sharp: Hello everyone and welcome to The Testing Psychologist podcast. I’m your host, Dr. Jeremy Sharp, licensed psychologist, group practice owner, and private practice coach.

    Many of y’all know that I have been using TherapyNotes as our practice EHR for over 10 years now. I’ve looked at others and I keep coming back to TherapyNotes because they do it all. If you’re interested in an EHR for your practice, you can get two free months of TherapyNotes by going to thetestingpsychologist.com/therapynotes and enter the code “testing”.

    This podcast is brought to you in part by PAR.

    Hey, guess what y’all, the BRIEF-A has been updated. The BRIEF2A is the latest update to the BRIEF2 family. Use the gold standard and executive functioning assessment to assess adult clients. You can preorder it now, visit parinc.com/products/brief2a.

    Hey folks, welcome back to the podcast. I am glad to have you here as always for a [00:01:00] clinical episode with my guest, Dr. David Faust. He is an Emeritus Professor of Psychology at the University of Rhode Island and fellow of the Ryan Institute of Neuroscience with an affiliate appointment in the Warren Alpert Medical School of Brown University.

    He has published numerous books and articles, has lectured nationally and internationally on such topics as psychology and law, neuropsychology, and clinical judgment and decision-making, which is the topic of our podcast today.

    He is the recipient of various awards and honors in the field. His most recent work with co-authors, Hal Arkes and Chad Gaudet, on clinical judgment and decision making is intended to provide various tools to increase the accuracy of assessment and prediction. The book has been described by the eminent psychologist and test developer, Dr. Cecil Reynolds as “The best book on clinical decision-making ever written”.

    So you will see this conversation is dense. There is a lot of material to take away from this conversation. [00:02:00] Don’t be surprised if you find yourself rewinding, listening again. There is a lot to take from this conversation.

    We’re talking about clinical decision-making, which is an incredible tool and very useful for us, but I think most of us are a little bit unclear of exactly how it might work. So David and I talk about many concepts from his book, but a few that we cover are; why decision research is important for us, what are base rates, and how do we use them? The role of overconfidence in clinical judgment and strategies to integrate subjective and objective data in our evaluations. These are just a few topics among many that we discuss.

    So again, if you listen to the episode and find yourself wanting to go back and take it in again, I don’t blame you at all. There’s a lot to take away and there is certainly a lot of information in his book as well, so go [00:03:00] check that out.

    So without further ado, here is my conversation with Dr. David Faust.

    David, hey, welcome to the podcast.

    Dr. David: Thank you.

    Dr. Sharp: I am grateful to have you here. There are a few guests here and there over the course of the year where I hear about their research or a book in your case, and I reach out immediately because I’m like, the audience needs to hear this kind of material.

    You’re one of those individuals when I saw the announcement about the book that was coming out probably, I don’t know what it was, six months ago maybe at this point, it immediately grabbed my attention. I was like, I have to try and get this guy on the podcast. [00:04:00] So thank you so much for being here.

    Dr. David: Oh, thank you for inviting me.

    Dr. Sharp: Absolutely. I’ll start with the question that I always start with, with folks, which is, why this? Of all the things that you could care about and spend your energy and time on in this field, why clinical judgment and decision-making.

    Dr. David: There are two basic reasons; one, I find the subject matter very interesting, given some of the other interests I have in epistemology methods of knowing, but more so because I was brought up in a family in which serviced others as very highly valued.

    People talk about science practice models; I think that connection is often not so clear. And so if I were to identify different areas of research and literature, in which I feel like I have a decent knowledge base, this is the one that [00:05:00] seems to apply the most directly to me to applied work. And so within the humble limits of my skills, it’s a subject matter that is important because it can enhance care and hence human welfare.

    So it’s my little vote for rationality but also to improve practices to the extent I have something to contribute there that will help people. So that’s the fundamental reasons.

    Dr. Sharp: Sure. It makes sense. It sounds like a lot of us, it’s a mix of personal interest and benefit to the field and where your skill sets lie. It’s a nice overlap.

    I would love to dive into it. I think there’s so much to cover in this area, and we’re going to do our best to communicate the [00:06:00] important pieces from this topic but let’s start with some backgrounds. If you could even start with some kind of definition or operationalization of what do, we mean when we’re talking about clinical judgment and decision-making here?

    Dr. David: I think it’s just what you think of, Jeremy. We are faced often with very important decisions, often with predictions, either explicitly or implicitly. So whether it’s treatment choice, differential diagnosis, treatment planning, deciding whether someone should be tried as a juvenile or an adult, or the police officer should carry a gun, pilot return, child custody matters, and so on, psychologists are in the business of decision making and prediction.

    [00:07:00] A lot of these predictions, we don’t necessarily think of as predictions, they’re implicit predictions. And so our careers are filled with many decisions. The purpose of the decision-making literature, although, perceived sometimes at the fault of people in the field of decision-making, is there to help us where possible sharpen our decisions and make more accurate decisions or prediction.

    There is an entire body of knowledge on decision-making. Often psychologists are underexposed to it and sometimes given information that’s contrary, sounds right but may be contrary to what maximizes decision accuracy. So it’s just what you think of the day-to-day, moment-to-moment, many interpretations, decisions, [00:08:00] predictions that psychologists have to make in the decision-making field.

    While not specifically targeted as psychology, a lot of the research originates from psychologists and applies to psychology as well as numerous other fields.

    Dr. Sharp: Sure. The statement you made about psychologists being underexposed to decision-making research, it just rings so true. I certainly did not have any classes or any portion of a class in graduate school that dove into the decision research. I’m guessing there are a lot of folks out there who would say the same thing. Does that hold true in your experience or are there programs out there that are anchored in this research more than others?

    Dr. David: Not too many. Often, the value of science is when it conflicts with what we’ve been told and what we’ve learned that [00:09:00] maybe, and it has the greatest value if that science is solid and applicable. I believe that many of the messages given sometimes are counterproductive. So we hear things about it in any training and interpreting, say, test results to that kind of thing.

    I had a meeting once, it doesn’t matter who it’s with. They’re people I respect highly. We independently formulated interpretive procedures for neuropsychology because the ultimate aim, potentially, was to put together some kind of principles and guidelines.

    There was an impressive divergence of viewpoint, which is often very good, but ended up in a full day discussion. Perhaps they convinced me [00:10:00] somewhat but in many ways, they were open-minded to looking at some of these other principles of decision making and judgment.

    I think a little bit sometimes; I could name probably many areas in which my knowledge is inaccurate or other people know a lot more than I do. Often, the things that are commonly said about decision making in psychology, maybe this will sound disrespectful, it’s not intended to be at all, quite a bit of that is worth considering in the context of the decision making literature, which might suggest these are strategies that are effective, but not optimally effective.

    I’m not here to tear down anybody or anything. It’s not my intent. I’ve personally found the decision literature very humbling many times but [00:11:00] helpful. I think sometimes the decision-making principles we sometimes follow are not maybe fully up to date or don’t integrate that decision research.

    I’ll give you one concrete example. If you go through virtually any textbook or discussion of what you do after you gather data about how you integrate it, you pretty much virtually always something very similar. The more information you gather, the better. And then the act is of integrating that information, combining it and often looking for patterns or configure relationships among the data.

    The average students taking their comps, if they were asked that question and said something like, no, I don’t do it that way and I don’t think you necessarily should, [00:12:00] there’d be a pretty good chance they’d have to take their comps again. However, there are overwhelming reasons to think that that’s not always the best approach.

    There are many areas in which there’s a large and often consistent body of literature that’s worth thinking about when we’re thinking about what we’ve been taught and explicitly or implicitly about how to handle interpretive practice. And so that’s going to relate to differential diagnosis. It’s going to relate to judgments about who can live independently. What then the prognosis is over time and so on.

    In that particular example, rather than integrating all the information, because some of it’s not going to be very valuable, some of it will be incorrect, is to combine the pieces of information at each [00:13:00] enhanced decision accuracy, which sometimes is a surprisingly small amount. So I’m just using that as an example.

    To me, what I found some interesting about the decision literature, so much of it was contrary to what I was being taught or maybe another viewpoint that was worth considering.

    Dr. Sharp: Absolutely. I look forward to diving into these ideas pretty deeply. I do want to maybe set out a contrast here at the beginning, maybe it’s a contrast, I don’t know. We can talk about this, but I conceptualize all of this very simply as it’s a conflict between our feeling; so our clinical intuition, let’s call it and actual data, statistics and [00:14:00] actuarial information. I see those as competing and set at odds. I’m curious if you look at it that way, and if not, how you might tweak that relationship between intuition and data.

    Dr. David: I think it’s a more nuanced issue, personally. I just had this discussion with someone about a week ago who interpreted initially what I was saying as this kind of hardcore empiricism. I’m a semi-demi-quasi-hemi scientific realist or about objective, so called objective versus qualitative data, and so on.

    For example, many of the greatest discoveries in neurology, just to use an example, come from single case studies ideas [00:15:00] that are generated in that context. This is also not a debate about qualitative versus quantitative information because sometimes qualitative judgments are extraordinarily valuable and not reproducible any other way. It’s more discussion about the integration of information.

    Also, it’s not a debate about projecting objective things per se. Yes, maybe you want to predict how many days in the hospital before being in there is more damaging than leaving, where the risk of infection exceeds the benefits of staying longer.

    Sometimes, what you want to predict are subjective reactions. If you’re predicting the quality of wine, which people now are using statistical formula, and have gotten quite rich off doing that, there’s nothing [00:16:00] objective that you’re predicting. You’re predicting subjective reactions. And often that’s of greatest interest.

    If you want to know whether a doctor may have a good bedside manner, a clinician will relate well to individuals. You’re predicting their subjective reactions but those can be extremely important. Also, you look at literature on clinical judgment, there are times that people are spectacularly correct and it’s contrary to a statistical decision procedure, or in many cases, as knowledge does rapidly evolves in psychology, there may not be any quantitative way and so on.

    Also, many of the developments and decision-making come from intuition that’s turned into something else. Maybe in my simplistic way of thinking, it’s very important to distinguish between the [00:17:00] context of discovery, the old Reichenbach philosopher. That’s not quite what he said, but generating ideas, thinking of new possibilities, generating hypotheses. You need a hypothesis to the test to figure out whether that correct degree insights and value.

    There’s no substitute for brainstorming intuition, qualitative observation and so on in generating ideas. However, it’s not always the best way of testing ideas. I think it’s worth distinguishing between a context of discovery and what’s sometimes called the context of justification.

    Many ideas among great thinkers turn out to be wrong because anticipating nature is very hard [00:18:00] and integrating complex data subjectively is very difficult. If you read Newton’s notebooks, there’s a lot in there that’s wrong. No, it’s super hard. If Newton couldn’t do it, I know I can’t expect to do it.

    I think it’s very important to respect subjective judgment processes, human genius that leads us to build things that require that kind of leap of thought and so on, but to distinguish these two contexts, because often the methods that are best for generating ideas are not the methods that are best for testing ideas. I find a lot of ways to discussion, in my opinion, but people don’t distinguish those contacts.

    If you’re having a brainstorming session and coming up with ideas, especially with a recalcitrant problem, how do I treat this very difficult client? [00:19:00] If I say, you haven’t proven that to be correct, and you’re not thinking in a rigorous fashion, I think that’s a misguided criticism. That is different from saying, however, if we’re going to test that belief.

    The more we can use rigorous methods, so we can be a little more sure that we’re approaching the correct answer, that’s a different discussion. There are also occasional incredible intuitive thinkers that come up with things that no one would ever think of otherwise or have made observations in a clinical context.

    A lot of people are familiar with Paul Neal. They often think of him as this super uptight empiricist. In fact, he would openly discuss. He was a therapy client for years. He engaged in performing [00:20:00] therapy for many years, which he felt it was a very important way to get a better understanding of the human mind. In his office, he only had two pictures; one of Skinner, one of Freud.

    Dr. Sharp: That’s great.

    Dr. Sharp: I said there, I think these issues are more nuanced. I would be making a mistake if I say intuition, subjective judgment qualitative data doesn’t have potentially a lot of value. The contrary mistake, perhaps the stereotype decision research is a lot of people are very opposed to so called acturial judgment and sometimes based on misconceptions, and to say that has nothing to offer and it’s hostile to clinical judgment.

    I will say some decision researchers [00:21:00] who got frustrated about the lack of acceptance or application of their work set this up often as a dichotomy or as a battle. I personally feel, in applied work, I’ll take any advantage I can get within the bounds of ethics. So both bring important contributions to the process.

    Dr. Sharp: Of course. We don’t have to go too far down this rabbit hole, but I think it is threatening to folks. I’m speaking personally as well that if we get into this idea that we can’t necessarily trust our intuition as a great means of decision making, then that’s pretty threatening. That’s vulnerable.

    It is an existential crisis in a way unless you take the leap and cross the bridge over to the acknowledgement or acceptance [00:22:00] that, hey I’m going to be unduly influenced by any number of factors, and may not be right and have to settle into the data a little bit. That can be threatening to someone.

    Dr. David: I think everybody has a right to be convinced, and so I don’t think it’s necessarily a leap of faith at all. I think it’s something worth considering. That’s the way I’d look at it. It’s not a way of replacing practices. It’s a way of enhancing practices.

    One of the biggest barriers is sometimes the clinical context is referred to as a wicked learning environment. I don’t mean by evil, but very difficult.

    Dr. Sharp: Is that because we don’t get immediate feedback on whether we’re right or wrong? I’m on …

    Dr. David: I’m sorry, I didn’t mean to interrupt you. Please finish.

    Dr. Sharp: No, it’s all good. I was just making a guess. It’s come up on the [00:23:00] podcast before with, Dr. Stephanie Nelson, mentioned the wicked learning environment. I was checking to see if I remembered it correctly.

    Dr. David: There are two things are going on. There are about six factors, depending on how you slice them up or group them that make it harder to learn. So yes, lack of systematic feedback is one, just to mention a few.

    Another thing is you don’t know what would have happened had you done otherwise. So something that’s works 75% of the time, that’s very good. It’s a lot better off than the chance, but maybe there’s something that would work 80% or 85% of the time. And so that little increment, 5% let’s say, over the course of thousands of decisions, you’re getting an edge and that’s important.

    To learn about the association between variables, you need four cells of a covariation [00:24:00] table. It’s like seeding their clouds for rain; how often does it rain when you seed? How often does it rain and not rain when you don’t seed the clouds? You have to have those four cells generally to learn experiential, to have a comparison.

    That generally doesn’t happen in clinical practice plus we often understudy normal people in our clinical practices. We have less exposure. It’s also very difficult to integrate complex information, but there’s delays in feedback, there’s lack of representative feedback. There’s channeling facts; our behavior channel, client behaviors.

    In the old days, in the studies, Freudian [00:25:00] patients had Freudian dreams. Lyrian patients had Lyrian dreams. Jungian patients had Jungian dreams. Now, that’s partially the therapist, but also the framework the therapist is imputing and placing on the individual and so on. Clients often are hesitant to say something negative about therapists that they depend on.

    The second component of this problem or issue, which is very important, I don’t like experiences so salient. Why would you choose a Bland statistic over that? The other thing, which is very important here is that most of those conditions tend to foster overconfidence. That is a belief that, one, it is more accurate and is actually the case.

    If you look at decades of literature on clinical judgement, it often [00:26:00] is effective or certainly well better than chance and that’s nothing to turn your head up. If you go from, say, three choices and you’re 33% accurate by chance, clinical judgment gets you to 60 or 70%. That’s a massive improvement.

    Dr. Sharp: That’s pretty good.

    Dr. David: It’s very, because psychology is very hard. What happens if you’re, let’s say 70% accurate, another method is 80% or could bring your accuracy up 10% but your confidence level is at 85%? You’re going to reject that method because studies on the accuracy of these kinds of methods generate information about how accurate they are and are not.

    So going back to this wicked learning environment, [00:27:00] imagine a client comes in, they’re worried about their memory. And so you do memory testing, proficient battery, very carefully done. Imagine two situations, you’re articulate, you care, you say, yeah I am concerned. Some of these results are outside normal limits. It’s a little worse than we’d hoped for and there may be something.

    In scenario B, exact same scenario, except that falls within normal limits. Oh, people vary in their strengths and weaknesses. Once you get worried about a problem, you tend to hyperfocus on it. You’re still performing your job.

    Well, chances are, if you don’t have a naysayer oppositional client and neuropsychologist doing assessments typically don’t, either interpretation will be believed, even if they can’t both be correct. [00:28:00] In that circumstance, the frequency of seeming confirmation of judgmental accuracy exceeds the true rate of accuracy.

    And that also happens when an interpretation funnels a client into a certain behavior. The classic example of that is the self-fulfilling prophecy. The banks forgot to fold, I better pull my money out. Banks are okay. It’s one of the things that triggered the Great Depression, but then people started pulling out their money and the banks did fall.

    So our beliefs by influencing our behavior often influence our clients’ behaviors. There, that works systematically to make it look like we’re a little more accurate or more accurate than we actually are. And so it’s not just that there’s a wicked learning environment, that it is very hard.

    Most of the distorting effects tend to move you towards having greater confidence [00:29:00] than is warranted or maybe a relatively small advantage, but an important one over time of certain decision making aids will be overlooked because they’ll seem inferior, because they generate information directly about how accurate they are and are not.

    Generally, the level of confidence exceeds the level of accuracy. And that’s not just in psychology. Most drivers think they’re above average. There are studies with physicians in which they’re 90% confident when they’re 10 and 20% accurate. Most professors think they’re funnier than the average professor and so on.

    So this is not a form of psychopathology or anything. We’re surrounded by environments in which feedback often leads to pervasive overconfidence. So often [00:30:00] experience increases confidence more rapidly than it increases the accuracy. And now you start to get to disparity.

    There’s an association between confidence and accuracy, don’t get me wrong. It’s a question of calibration. When I’m 70% confident, am I 70% accurate? What happens is it’s often a correlation between confidence and accuracy.

    I’m not saying, ignore that but if you’re over-calibrated, which most people are in many walks of life, then you’ll often reject decision aids that can help you be more accurate because it seems like there is, that’s the conundrum.

    Dr. Sharp: It seems like it’d be worth it to talk about some of these ways to recalibrate a bit and bring the accuracy up to [00:31:00] the level of confidence or even invert them a little bit.

    Dr. David: It is better the calibration generally, the better. It’s better not to be overconfident or underconfident to be as accurate about what your accuracy is. That’s hard. We don’t get that feedback really, right?

    Dr. Sharp: Yeah, that’s true. Let’s talk about that. There’s a lot to dive into in terms of what you call normative practices or decision methods. So let’s start with base rates. We talked about base rates a lot. I feel like base rates is one of those terms that most of us have heard, some of us have a good command of, and most of us maybe don’t. So can we start with base rates? What is a base rate? How do we apply it to our work? Let’s just start there.

    Dr. David: Okay. Base [00:32:00] rates get defined in different ways. I’m confused, of course, doesn’t take much to confuse me. The essential meaning, and sometimes called prior odds is simply how often do something happen. It doesn’t matter whether you’re talking about scatter onto IQ tests, bee bites, snake bites, hurricanes, tornadoes, frequency of different psychiatric conditions, outcomes, simply frequency of occurrence.

    If you look at the literature on the use of base rates, generally, if people know nothing but the base rate. 70% of kids in this school are learning disabled. They will use that.

    The moment you add differentiating or clinical information, we’re studying Joe. [00:33:00] Just assume for the minute, these problems we’re considering totally unrelated to whether someone’s name is Joe or not. As soon as you provide case-specific information, utilization of base rates tends to decline.

    Dr. Sharp: I want to clarify a little bit, I’ll probably jump in and clarify a lot of these concepts as we go along. So is that the idea that theoretically, if we know that we have a 12-year-old kid coming into our practice for an evaluation, we’re a lot more willing to accept the base rate, let’s say, for a diagnosis of autism before the kid comes in then once we meet the kid and gather a bunch of clinical information, is that what you’re saying?

    Dr. David: Pretty much [00:34:00] but if what you know about the kid coming in has absolutely no relationships, let’s say, to the diagnosis of autism like they like kids’ sneakers, whatever. But even that kind of information will move people away from the base rates.

    Let me put it this way. In one of the surveys we did, one of the studies, if you ask individuals have they heard of the base rates? Did they use them? It’s yes but if you ask them a question like this, are there times in which base rates are far and away the most accurate diagnostic indicators? People almost never say they strongly agree with it.

    In fact, for a fair number of decisions, and it may be many, a base rate [00:35:00] is the single most predicted variable. I can give you some examples of that. People don’t think of it as a diagnostic indicator because in a way it’s very bland and it’s just a stupid number. What does that have much to do with anything?

    What we learned is when you look at sensitivity or specificity of a diagnostic method, it’s usually in a study in which half the people have a condition and half don’t. So base rate’s 50%. When the base rate’s 50%, the base rate does you absolutely no good. It’s just like flipping a coin.

    What if the odds were 99:1? Let’s just assume that. Sometimes that happens. Maybe we’re trying to identify dissociative personality disorder or it’s many [00:36:00] guises. Let’s say my setting of interest occurs 1 out of 100. If I play the base rates, which is guess what’s most frequent, which in this case is the nonoccurrence, I’m going to be right 99% of the time. So all else being equal for a test to do better than that, it’s got to be more than 99% accurate.

    Dr. Sharp: Yeah, that’s tough.

    Dr. David: There are instances in which the base rates are even higher or low, very high and very low base rates. If you have to make the dichotomous decision, those who do not have this condition will or will not make a suicide attempt and so on, often, they’re way more accurate.

    If you’re trying to calculate probabilities, the probability of a suicide in a dichotomous decision hospitalized or not hospitalized, [00:37:00] and either deferred to the base rate or combine it with the diagnosticity of signs or indicators. What I mean is to combine the base rate full help with, say, results on some kind of tester or index.

    One of the questions you can ask is, do I know what the base rate is? If I know what the base rate is, and I have to make a dichotomous decision, say hospitalize or don’t, or refer or don’t refer, whatever it is. If the base rate and the tests point in the same direction, there’s nothing to choose out.

    If they point in opposing directions, you have to choose one or the other choice. You can go with the stronger indicator. If the base rate is vastly more accurate than the test, why in that [00:38:00] circumstance, would you go with the test?

    Dr. Sharp: Great question.

    Dr. David: I was involved in a situation at a metropolitan hospital and about 100,000 patient admits a year medical loss. One to two people per year were sadly jumping out of windows, horrible. Hospital administrators came down to the psychiatry department and wanted help; how do we identify these individuals, which matched their credit, not only was it bad PR, but of course, it’s hard.

    Dr. Sharp: Yes.

    Dr. David: And does someone put forth the following proposal, which is, we have this screening approach. I’m not sure I agreed with this statement, but they said they did anyway. That was 90% accurate, 10% false positive. On the face of it, it sounds great.

    Let’s assume for the minute in the [00:39:00] present year we’re considering, there was one suicide. I don’t mean to reduce the value of human lives to numbers, I don’t. Obviously, you want to do everything you can to avoid that. If you use a method with 100,000 patient admissions, that is a 10% false positive rate, you will misidentify 10,000.

    If you think of the cost of, first of all, testing 10,000 people, what do you put in their medical records? They’re at risk and so on and so forth. Again, not reducing human lives to numbers, if you took the money that that would have cost, which as you can imagine, was in the millions, you could save hundreds of them for that.

    So if you consider all life of equal value, utilitarian perspective, I’m not sure that’s a very good [00:40:00] solution, but no one had raised the problem with the number of false positive errors and the consequences of that. So I was a little punk intern and I was sure as hell not going to speak up in that context but contacted the administration later at great risk.

    Dr. Sharp: Okay.

    Dr. David: I went through this. And then what they had not considered was safety for windows. Safety screens are expensive, cheaper than the screening. If you put them starting on the second or third floor, because most of these are impulsive momentary acts, you can prevent that pretty much from ever happening.

    So much less expensive and more so more effective. [00:41:00] Because even if you identify someone, you’re not necessarily going to prevent it anyway and you avoid 10,000 errors. That’s simply a base rate problem, 1/ 100,000, you’re just not going to come up with a method. It doesn’t mean in certain context you wouldn’t screen anyway.

    Military came to me later on my career with a similar problem but also the intervention involved dedicating more resources to mental health issues and trying to inculcate here is what this idea that you’re doing people a favor to hear something alarming to report.

    Anyway, it gives you an idea of the profound potential impact of base rates. And when you’re making dichotomous decisions, the base rates are much more accurate, you don’t have to go through the other stuff, generally.

    In estimating probabilities, people think [00:42:00] of validity as a fixed rate in some sense. I understand it varies when you go from person to person and so on but if you get, let’s say, an 80% accuracy rate, that’s going to be altered by the base rates. So if the test says 80% yes, but the base rates 1:1000, the probability is going to be about 1 or 2% and so on.

    So when it’s not just a dichotomous decision but you’re trying to estimate probabilities, the base rates can alter that probability profoundly; twofold, fivefold, tenfold, a hundredfold. And so the best estimate of probability in that circumstance is to combine valid diagnostic signs and indicators with base rates.

    When you check out at the supermarket, [00:43:00] eyeball the heap of purchases is what said, say, the clock wall looks like about nowadays, $210.11 worth, what do you think? It’s a time when you just can add up the numbers. And so to get accurate probability estimates, you may be able to do that in your head, but it’s just a few simple calculations and you’re all set. And so at every level, knowledge of base rates or at least good estimates can do a lot to enhance diagnostic and predictive accuracy.

    One last quick thing, I used to do rounds with the neurologist when I was an intern. For an intern, I held my own but there was only one reason, only one that’s nothing to do with intelligence, nothing. I knew when they presented, they usually are going to present ambiguous science and teach you something but [00:44:00] sometimes, the base rates are very different, diagnostic possibilities always go to the base rates.

    I had one of the neurologists about three months into the rotation, ask me if I was some kind of weird freak. Yes, but whether I had originally been trained in the role. I told him I’m the [inaudible 00:44:23] He did not believe, but that’s true.

    They didn’t take any particular smarts, honestly but if they’re saying Pick’s versus Alzheimer’s, and Alzheimer’s is 10 to 20 times more frequent, I’m not going to be right every time, but if the signs are ambiguous, or even tend to favor Pick’s, they better damn well do that in a strong way before they’re going to overcome the base rates.

    I think base rates are a good example. That shouldn’t threaten anybody, I don’t think. [00:45:00] It’s not that complicated to apply. It’s not just positive. There are times to bet against the base rates. Sometimes they’re not helpful at all. Sometimes the base rates are not very accurate, but when you have them available, and there’s much more base rate information than people think, they’re just a handy tool to assist us.

    Dr. Sharp: So let’s talk about that. It sounds like it’s going to be helpful for us to know base rates. That’s a place to start essentially in good decision making. Just know the base rates, that’s going to have a lot of value.

    Dr. David: You don’t have to memorize it.

    Dr. Sharp: Sure. You can look them up. My question though is, when are they less helpful? Like you said, when do you take other information into account? When is it reasonable to question or [00:46:00] look for other options aside from base rates?

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    Dr. David: Yeah, that’s a really good question, Jeremy. Sometimes you just don’t have base rate information. That’s one of the reasons why [00:48:00] people who want to batch clinical judgment are making a mistake because often that’s what you have, and sometimes it’s pretty damn good.

    Other times, there are serious reasons to question the accuracy of the base rates, and the margin of error might be very large. So things that people don’t want to report and what’s the incidence of child abuse? It’s really hard to get a handle on that.

    There’s stuff floating around about the frequency of malingering in legal cases. There are a lot of reasons to think, first of all, the estimates vary enormously so how much is that going to help you? Often, there’s not much of a solid basis for it.

    As two general rules of thumb, in general, the closer base rates are to chance frequency, 50/50, the less [00:49:00] useful. So if I know it’s a dichotomous choice, the base rate is 50%, it’s not going to be very useful. There’s some exceptions to that, but that’s a good rule of thumb.

    However, to the extent they deviate from chance in either direction, the more useful they are because if you’re going with or being assisted by knowing the most likely occurrence or non-occurrence, that can be very helpful.

    I go back a number of years and just guessing the likelihood my daughter would be back on time before a curfew, it’s a pretty safe guess that that would not happen. I’m kidding. My daughter is a very responsible person, but it’s a deviation in either direction. If the base rates exceed 50%, especially when they’re getting up into the 80s and 90s, then you’d guess base rate events.

    So if you’re in [00:50:00] the Olympic Peninsula in Oregon and you want to guess whether it’s going to rain the next day, just say yes but if you’re in Death Valley, just say no, because their base rates are low, so you’d guess non-occurrence. One very important rule of thumb in deciding whether to use base rates or to consider them is how much they deviate in either direction from 50% likelihood.

    It’s not an ironclad rule of thumb, but it often works pretty well. Sometimes in psychology, we deal with very high or very low frequency events. And with rare exception, the base rates will be the most accurate predictive variable.

    We have to get over this idea of variable prejudice, or intuition judgment is never useful, or I don’t believe in projectives at all so I would never use that. [00:51:00] Does that mean every single projective indicator has no value? And so on and so forth. So you just go with whatever is most helpful within the bounds of ethics, and sometimes that’s a bland base rate.

    The other thing is you have to balance the use of base rates. Let me back up a little for a second, if a variable’s invalid, if a variable doesn’t beat the base rates, say a test results, diagnostic sign or indicator, aside from situations in which you combine it with the base rating, sometimes you’re just going to bet the base rate may be more accurate, but you may want to bet against it.

    For predicting suicide risk, even if there’s a 5% risk, the base rate’s low, but the cost of a false negative error is so great so that you’re always looking at utility as well in the benefits and [00:52:00] costs of false positive and false negative errors. The base rate validity is almost dispositive. Something’s invalid, why would you use it? You have strong evidence or has almost no diagnostic or predicted value.

    Other diagnostic signs and indicators, including base rates can be pretty probative, but you always have to examine the potential costs and benefits. Do you think someone can live alone and won’t burn down the house but you’re only 40% sure that is nowhere near enough?

    Dr. Sharp: It’s not great.

    Dr. David: Fair enough. Yeah, that’s right. I just want to mention one other thing, which is, there’s a lot of base rate information available. It’s not going to be listed as a base rate. All outcome studies, for example, generate base rates; how often do people get better from concussion or mild head injury? What is the typical period of recovery? So [00:53:00] epidemiologic research gives you base rates for different conditions.

    There are other resources; the Caffrey has a text out on sources of base rates. We try to cover, in our book, various, I’m not trying to plug the book. I’m really not. I’m one of the least self-promotional individuals, but we have stuff on sources of base rates.

    It’s all over, but you have to think of it, if in neuropsychology, we often use a very narrow condition like, how often do people have X number of abnormal results? It’s a generic term frequency of occurrence. When you think of it that way or frame it that way, is base rate information all over?

    Dr. Sharp: I want to make it super concrete and think about diagnostic base rates, or occurrence of different diagnoses, would you consider those high and [00:54:00] low frequency? The majority anxiety and depression are maybe higher than 10% but I think the majority of our diagnoses are occurring in less than 10% of the population. Would you consider those useful base rates?

    Dr. David: Certainly the ones that are very low and that don’t involve dangerous conditions are extremely useful. The other thing is that, generally, you’re not using base rates in the general population. If you have someone who’s a multiple murderer, you’re not going to say in the general population.

    Your question is very important because you’re right, most of low frequency conditions, relatively speaking, and therefore it wouldn’t be an irrational position to say, I’m going to miss every condition that’s present pretty [00:55:00] much, I defer to the base rates.

    You may want to combine it with the diagnosticity of signs and indicators but if you narrow it, it changes things. For example, suppose the differentiation is between global general anxiety disorder and PTSD or something like that, PTSD and post-concussion syndrome, because base rates are very helpful in differential diagnosis.

    So the rule of thumb with base rates is to use the narrowest applicable base rate. What I mean by that are indicators or characteristics or attributes that influence the base rates and that apply to the person you’re seeing. For example, if you’re thinking stroke and [00:56:00] you’re seeing a 70-year-old; age is going to make a difference.

    If you’re seeing a 70-year-old who has horrendous dietary habits, and who’s had a stroke, that applies to what I was saying, because you’re narrowing in relationship to change in base rates for the condition you’re looking. In other words, if they love purple socks, that may apply to them, but that’s probably not going to change the base rate.

    If you’re looking at a knee injury and you’re looking at an NFL player versus 6-year-old child, narrowness is defined by variables that change base rates and that apply to the person. I may have all kinds of information about base rates of adolescence, but if I’m seeing an adult, it doesn’t apply.

    Dr. Sharp: It doesn’t matter.

    Dr. David: So as you [00:57:00] can narrow, now you’re dealing with very different base rates, often higher, of course, but also when you’re trying to choose among say two or three conditions, they may have themselves very different base rates.

    In that case, going back to Pick’s versus Alzheimer’s, you pick someone off the street, they’re going to have neither usually, but if you’re picking 75-year-olds in repeated car accidents, who’ve got a genetic vulnerability, you narrow and narrowing changes base rates, and also in performing differential diagnosis, picking from among competing treatments that looking at outcomes now, you’re in a different situation where the base rates, it’s more likely base rates will be helpful to you.

    And so this is a very common misconception. There’s [00:58:00] a well-known author, they say, see if it’s forensic versus clinical context. If your practice is all forensic, assuming, say, a base rate of 30 or 40%, use that for frequency of malingering. It’s clinical, use a much lower base rate. If half your clients are clinical, half are forensic, pick the average.

    But that doesn’t make any sense, if you know it’s a clinical case, use the base rate for the clinical because if you average, you’re going to increase false positive error. If for the forensic case, if you use the average, you’re going to have more false negative errors. That principle, not using general population base rates but base rates that are narrowed and variables that are relevant and change base rates, that’s the idea. And that just changes the whole thing.

    Dr. Sharp: I appreciate that. Base rates are super important and like you said, [00:59:00] often overlooked, I think, but they’re a big component of good decision making. I would love to talk about more strategies to help us with our, as you say, clinical prediction and diagnostic accuracy. I think a lot of us are interested in that. What other components might be involved here and how might we walk through and enhance our diagnostic accuracy specifically?

    Dr. David: The other broad method I’ll mention is increasing use of properly validated statistical decision methods. Never a popular topic. And then maybe talk about some other related strategies.

    In my [01:00:00] opinion, for what it’s worth, this is one of the most misunderstood issues in psychology and

    neuropsychology. I’m not sure why. So I want to take a step back just to find what these methods are; clinical judgment and statistical decision-making.

    Dr. Sharp: I think that’d be helpful. Yes, because I’m not sure people even know what you mean.

    Dr. David: Fair enough. Just to initially dichotomize, you can make decisions or interpret, let’s talk about interpretation a bit, that’s part of the issue. You can do it in your head through whatever means you choose. If I’m a neuropsychologist and looking at test data, I may have a vast research knowledge, I may know about certain decision rules and so on, but ultimately the data [01:01:00] integration is done in the head.

    Dr. Sharp: Yes.

    Dr. David: In clinical judgment, you can call it impressionistic judgment, subjective judgment. People may be, I hope they’re not, offended by those terms. So that’s one approach.

    At the other end of things, it’s defined by two things. One, same data, always same interpretation. If you will automate it, pre-specify it based on empirically established relationships. I hate to use that word empirical because all it means is by observation but anyway, I will use it for now.

    If I’m a baseball scout and I’m trying to pick out a ball player, I may know a lot about them and ultimately put that information together in my head and reach a prediction or evaluation. Alternatively, I may have five variables, whatever they are, and it can be qualitative like, how much heart do they seem to have?

    [01:02:00] When you develop statistical decision procedures, anything is a fair candidate and often qualitative indicators are very important. I just would have to code it and then I see whether when I combine that information in some way statistically, it might just be adding them together, looking at configurable relations, or whatever. If I look at them statistically, how well do they predict?

    Typically, if I’m doing this properly, I’m getting rid of variables that are not predictive, getting rid of the variables that are strictly redundant, just the same measurement twice, basically. And then I have to cross validate, because as we know, multivariate statistics capitalize on chance and there’s study on statistical methods of decision making that don’t cross validate or validate really is a better statement just to throw them out the window.

    So then the question is, given a fair [01:03:00] horse race, both methods; clinical judgment, statistical method are given access to these same information, how does that turn out if you have both methods predict? What you have to do with qualitative information is coded in some way.

    Let’s say I have a feeling, a patient strikes me as odd, which actually turns out to be a pretty good diagnostic indicator for the kinds of schizophrenic condition. So it’s not an argument about type of data. And this is almost always confused. It’s an argument or debate about how to integrate or interpret information.

    Dr. Sharp: Yes.

    Dr. David: Okay. So lots of statistical decision methods incorporate qualitative impressions, but only to the extent they turn out to be helpful. And many of them do incorporate [01:04:00] qualitative information. What happens when both methods have the same information?

    So this has been going on for about 70 years now. I would say there are 300 good quality studies. When I’m eliminating studies here, and I’m not just the one who does this, many of them are studies in which the statistical decision making method has an unfair advantage by not cross-validating. So no fair research would go in.

    If I could just say this, I think like most people, all of us are passionate about trying to find answers that help us do our job. So are there some people who go into this literature with biases? Yeah, sure. But many of these decision researchers are very invested in enhancing accuracy.

    [01:05:00] Here’s the outcome of this study initially and over the decades; number 1, often misstated by the advocates of statistical methods, drives me crazy, used to drive Paul Neal crazy, they say something like statistical methods always beat clinical method. That’s nonsense. It’s not true. A statement to that effect is counterfactual.

    Many of the studies, less so now, generate ties. And so it’s inaccurate, it’s unfair, and it’s demeaning to clinical judgment to say statistical methods are always better. That’s wrong. It should not be stated.

    Dr. Sharp: Okay.

    Dr. David: Where there’s a difference, depending on how you count, about [01:06:00] 95% of the studies, give or take 2 or 3%, either way, where there’s a difference, the statistical methods do better. Sometimes that edge is very small, 3 or 4%, sometimes it’s substantial and in 20%.

    If say, clinical judgment is starting at 60, 70% accurate in a study, again, way better than you might do just by tossing coins, say we have 30% error, if you improve that by 10%, you’re reducing error by a third. If you increase by 15%, you reduce cutting it in half. And over the course of a career in hundreds, thousands of decisions, that makes a real difference.

    And if you classify all the studies into level of judgmental proficiency, I think the simple take home is that if you have a category of [01:07:00] good or very good, there are considerably higher percentage in the statistical decision method that fall within that category.

    If you look at poor chance or even below chance, systematic bias can lead to below chance performance. That’s rare in both cases, but about three times more often in the studies on clinical judgment. It may be a difference of 6 and 18% or 4 and 12%, but obviously that’s very important.

    Dr. Sharp: Absolutely.

    Dr. David: The original reasons for rejecting those studies, they are questioning them, which are very legitimate, maybe not the best clinicians. We have people predicting great point average, psychologists don’t sit around worrying about great point average so they’re given deficient information. All those things are very reasonable [01:08:00] questions.

    What’s happened literally over the decades is two things; when I first heard Paul Neal lecture, he was saying he was trying to do the new edition of his clinical statistics book, is a classic book. He said, it’s too boring. I can’t stand it. I’ll never do it. Because he said all the studies come out the same way, which is ties or disadvantages.

    Dr. Sharp: Okay.

    Dr. David: And there’s a lot of truth to that. So what’s happened is many of these very reasonable questions have been tested the experience of the clinicians, the amount of information they’re giving, and so on, judging familiar tests, having them identify the tests, making sure they’re of high clinical relevance, suicide risk, presence of brain damage and so on. None of those things generally seem to matter very much [01:09:00] or at all freely calling exceptions, countervailing same thing.

    The other thing is if you trace that literature across decades, literally decade by decade, only crazy people do that. I’m one of them. You do see a trend towards increasing accuracy with the statistical methods where it studying. Prediction of violence, for example, is a really good example. Relatively short term and other things of that nature. Suicide prediction over shorter intervals.

    If you look at, it’s going to be disturbing to hear, clinical judgment over the decades, some exception neuropsychology has some of those exceptions aid about the same in a state about the same. It shouldn’t be happening because our research knowledge is so much better.

    [01:10:00] Psychology like many of the more advanced sciences, it’s not yet there, but the turnover of information is about five to seven years, if defined by 50% of the citations become less relevant. That’s a phenomenal rate of growth. It’s a tremendous credit to psychologists. It promises.

    I’ve given a talk marked accomplishments, bright past, brighter future, so many indications of advances in our field that are so promising. I tell students, this is a really good field to get into, because it’s in the process of being revolutionized but subjective judgment stays about the same.

    And then also, when you look at sources of information, as more information is provided, there’s valid information for clinical judgment [01:11:00] purposes, the actuarial edge grows. If you add interview, again, a disturbing thing to hear, to testing, I’m not saying you shouldn’t. Interview generates valuable information.

    There is no question about that. If you combine interview and testing through statistical methods, it often will enhance actors. I think that’s a clear issue.

    If you do it subjectively, though, on average, you will not improve accuracy. In fact, you may decrease it. An invalid variable or a weaker valid variable added to the mix will diminish the impact of more valid variables.

    Valid variables can decrease actors.

    One of the reasons why you shouldn’t integrate all the information should combine all the information that enhances accuracy. What happens with interviews, because they’re so dramatic and salient relative to a [01:12:00] bunch of scores is in most of the studies, and this is really true in industrial psychology, adding unstructured, flexible interviews to testing overall tends to decrease overall accuracy because of dilution of valid variables.

    People aren’t doing this on purpose, including in this subjective integrative mix, variables that are either not valid but appear to be illusory correlations and variables that are valid. So across conditions, if you’re just to rate accuracy, testing plus interview interpreted statistically is best. Testing alone interpreted statistically, second best. [01:13:00] Interview alone interpreted statistically, next best.

    Tests alone interpreted clinically, next best. Test and interview, more can be less, next best. Interview alone, i.e. the average psychiatric evaluation, least accurate. If you look at frequency with which methods are used across the country, it’s a little obscure.

    Dr. Sharp: That is a really illuminating point because we hear a lot that the interview is the most important part of the evaluation and folks rely on interviews, myself included, a lot, quite a bit, heavily. I just want to put a fine …

    Dr. David: Jeremy, if I could just say, interviews are very, they’re essential. They generate very useful information. The difficulty is it’s very hard for the human [01:14:00] brain to either realize what’s really impacting our judgments and it’s very different given all the noise in our data, conflicting indicators, the limits of the human mind to handle multiple lines of evidence simultaneously that often aren’t even aligned together but it’s not because it doesn’t generate useful information.

    It’s almost like that discovery and validation, it’s subjectively incorporating it together. It’s very challenging. That’s where that overconfidence is a problem.

    Dr. Sharp: I want to revisit and put more of a fine point on how do we do that? How do we integrate this information statistically versus clinically? How does one integrate interview data statistically when [01:15:00] it’s so tempting to do it subjectively or clinically, like you said?

    Dr. David: The other thing, Jeremy, to keep in mind is that if you ask individuals what influences their judgment, just like anything else, we don’t generally have very good insight. For example, this started with research setting up sock displays. They asked people what makes them want to stop and shop for socks.

    And so they listed a bunch of variables. And then the researchers varied a variable at a time. Where was in this store, the color and things like that. It turned out that self-report often had a little correlation with behavior. And so this started a huge line of research, what’s called subjective versus objective peer utilization.

    There are lots of studies in psychology and psychiatry, fewer in neuropsychology, unfortunately. So if you ask people who are reporting sincerely, what variables do you take into account? They may specify it. Psychiatrists may [01:16:00] specify 8 to 10 variables. These are all very important in judging depression.

    And then you set up cases, I can’t go into this too much now, in which you vary one at a time, so maybe psychomotor retardation present versus absent, all else the same, and so on. You can actually study the impact of those variables on diagnostic conclusions. Those studies show a number of very important things.

    One is subjective belief about the impact of cues. What we wait heavily often does not correspond well with the impact of those variables on our decisions. Things that people think really influence them may not really influence them much at all, things that people think don’t influence them, maybe gender or race, I sincerely believe in my heart, may influence them a lot.

    Usually it’s one, two or three variables that account for most of the variants and decisions. Not 20, not 50, [01:17:00] not 100. An extra set of thousand wasn’t option, one or two or three can reproduce their decisions most of the time in most circumstances.

    So it’s very sobering but it’s actually very helpful because, what did Gandhi said, I’m aware of my own limitations. Therein lies all the strength I possess because it’s a rare thing for a person who were aware of their limitations. We’re fine telling our clients that, hey, don’t get uptight about it. So that’s a shocking line of research and never in a million years would have guessed that.

    But that’s why we have all this help. The use of basic physical decision procedures, if properly developed are not going to include variables that are not predictable and so on. The message here is don’t trust your [01:18:00] judgment.

    Again, if you go back to clinical judgment, usually it’s pretty decent and sometimes very good. There may be some people who are exceptions. However, if you believe factors of learning almost invariably create overconfidence. Secondly, we don’t have great awareness of the variables that truly impact our judgment and that just calls for a little shift in the way we go about some of these.

    For example, going back to what you said, it’s not a terrible thing to ask a question to yourself. If I’m aware of, say, a statistical decision procedure, make something as general deficit scale, just not familiar with it. It’s an old decision room, Russell came up with others and they exist in psychology quite a bit, actually, in neuroscience.

    What is the best reason I can [01:19:00] generate not to ignore that? That is what is the best reason I can think of why that might be correct. And then if you’re going to countervail based on interview impression, then you might ask, what’s the best alternative reason?

    Anyway, if people are overconfident, if you’re thinking of reasons why you might use a decision or why you know your conclusion might not be correct, we look for confirming evidence often, primarily bring to mind disconfirming of considering the opposite. It can bring confidence levels into better alignment and then people won’t bet against statistical decision rules as often. And so it doesn’t mean they never should, of course, you have to at times, but that’s a whole topic.

    That’s the hardest one. And then also because [01:20:00] sadly, if you look through psychology, there are almost no studies on incremental validity. That is what is the maximum combination of variables and there you include every possible source of information, but primarily testing and interview, right?

    Dr. Sharp: Sure.

    Dr. David: Okay. How else would you identify what’s an optimal interpretive practice without studying it? The beauty of science is only to test our belief, but it helps us. People have sometimes misconceptions and a lot of scientific debates take a long time to resolve.

    We could be dealing with some little issue in digestion and we can take 20, 30, 40, 50, 70, 100 studies. So how many studies are there in the MMPI? How many studies are there on incremental validity, diagnostic and predictive practices? Because the overconfidence, and sometimes I can be so bold as to [01:21:00] say, underappreciation of the strains but also our boundaries in decision making, people don’t worry about that very much.

    There are lots of ways of approximating this. I know we don’t probably have a lot of time to get into it, so I don’t want to leave with a doom-and-gloom message. I want to say that there’s a lot of statistical information available, hundreds, thousands.

    300 comparative studies approximately, but think of it this way, if in 95% of the cases, when there’s a difference, it’s between statistical and clinical judgment, statistical does better. You don’t need comparative studies everywhere. You always have the option of using subjective judgment but if you go into any journal in neuropsychology, about 1/3 to 3/4 of the studies are going to be [01:22:00] on statistical analysis of prediction of something, disease 1 versus disease 2, development of dementia, on and on.

    Neuropsychology is amazing for the number of direct statistical decision rules that have been generated. They’re just not identified as such. So if you realize the prior odds of beating those, your subjective judgment isn’t great, you always have that.

    Almost any diagnostic and predictive tests you can think of in neuropsychology, there will be statistical decision methods. It won’t be comparative studies, but it’s a pretty good base rate. The ones that look at optimizing incremental validity, there’s some out there, but shockingly little. Problems taken for granted are often problems not studied. I hope and believe, and especially now with the great databases, we [01:23:00] could easily be studying this more and make very rapid progress in doing a little bit of a better job there.

    Jeremy, really quickly, some of the ones where as we’re waiting for Godot, I guess you’d say, I have a few other tips or rules of thumbs, if you’d like me to go over them.

    Dr. Sharp: Great. Yeah. I know we’re getting close timewise, but I think it’d be helpful to close with some tips for folks.

    Dr. David: Okay, sure. If you were to ask what’s the best predictor of decision accuracy, it’s meticulous adherence to the best-validated methods, that’s it. It’s not years of experience. It’s often not brilliance, but both those terms are essential, meticulous [01:24:00] taking great care in practice.

    Dr. Sharp: Yes.

    Dr. David: Adherence to the best-validated methods. So that’s the key. Second, insight alone doesn’t do much. You can be aware of the decision literature. You can be aware of racial biases. You need to equate those. You need to take active steps. Given both overconfidence and lack of insight into what most influences our judgment, just telling yourself not to be biased or to do differently by itself is notable.

    Consider the opposite as a very simple little strategy that has a lot of application on my notes, but what’s the strongest piece of contrary evidence to the decision I’ve made? What is the best reason I could think of for an alternate diagnostic possibility for following not countervailing a [01:25:00] statistical decision rule?

    Because we tend to search for confirming evidence, we then pay insufficient attention to disconfirming evidence. That tends to feed our overconfidence. That doesn’t always work, but you’d be surprised how often that improves things.

    Dr. Sharp: Sure.

    Dr. David: Anything that helps with meticulous practice neuropsychologists are often good that way. You can build in redundancy double keyboarding. It’s a pain, but that will reduce keyboarding errors to almost 0%. The tests that depend highly on configural analysis, scale A being high, B being low and so on. Even two keyboarding errors can, especially with scales that have few items like some of those MMPI-2-RF scales, it’s devastating pattern analysis.

    Pattern analysis is highly unreliable because it all depends, [01:26:00] I won’t go through the mathematics of that, but some of the strategies occasionally using neuropsychology have a reliability approaching zero because the more you look at complex relationships, the more vulnerable they are. Lack of reliability is not even additive, it’s often exponential and more complex.

    I’m a big fan of checklists. Icing how effective they are, it’s one of the reasons I gave you an example of one of our checklists. So that’s free for anyone who wants it. If you want to use it for kindling wood, that’s fine, too but it’s shocking how helpful that is in many branches of health care.

    Recognize the limits of experience; experience can increase accuracy. It will certainly increase proficiency in certain areas, especially in certain kinds of learning [01:27:00] environments or with procedural knowledge. I wouldn’t want someone giving their first IQ test, but there is a point of diminishing returns and the saying experience is the best teacher is not what it stands for.

    Franklin is also often credited for that. The old English dear meant cost and the full statement is, experience is a dear teacher, i.e. often costly, and fools will learn from no other. We have a lot of great research in neuropsychology, and if you look at research as a way of accumulated experience, so to speak, observation, the fact that you can have control groups, comparison groups, four cells of a co-variation table, single and double blinding, quantification where helpful, those are powerful, brilliant.

    Dr. Sharp: Absolutely.

    Dr. David: It’s the logical methodological [01:28:00] advantages. I think it’s important to appreciate this is not negative commentary on the human brain. Complex data integration, and there are hundreds of studies on this, is very difficult in our field. Part of the reason is we don’t yet generally have potent theories. There is a great integrators of data.

    Theories need three qualities to be powerful predictors, better than, say, a statistical decision rule. You have to have a good handle on virtually all the important variables that determine outcome. You have to have very accurate measuring tools and you need a damn good theory that has what the philosophers would be, a high level of very similar to if you like this.

    That is very hard to come by in the mental health field. Getting there in some areas, it’s not a negative reflection on the brilliance of so many [01:29:00] individuals. And then don’t try to integrate it all the data. A lot of the data will not help you. It will be counterproductive.

    In business, they often say, take the best variable and go with it. I’m not advising that. But very often a small set of two to three variables for specific decision combined properly, or even weighted equal would do better than this almost classic textbook examples, trying to integrate all the data.

    Often because of measurement error and other things, points and opposing directions, there is measurement error. You can’t integrate two opposing points of view properly. Always the best. I want to add a bunch of stuff in, try to go with validated variables and it’s worth considering making in pre-choice of base rates. That’s my short list.

    Dr. Sharp: I like it. I like a good list, I think other [01:30:00] folks do, too. Yes. I appreciate you taking the time to get into these topics a little more deeply. It’s clear that these things are important and that you have pretty extensive knowledge on an area that a lot of us, I don’t want to say feel mystified by, but it sounds good in theory, maybe harder in practice to bring all this together. And so thank you for having the conversation.

    Dr. David: Sure. Jeremy, if I could just say two things, one is learning neuropsychology is harder than learning the decision.

    Dr. Sharp: Okay. That’s good to know.

    Dr. David: It is. It clearly is. It’s there to be a helpful device, not an enemy. It’s worth considering and it might be worth looking at the checklist. There are many good sources on decision making. [01:31:00] I hope we’ve added 1% to the literature with our recent book, but there are many other good sources and it’s very interesting.

    Dr. Sharp: Yes, it absolutely is.

    Dr. David: It’s where science and practice meets. It’s a really good example, in my opinion, of science practice integration. And speaking personally, I have been humbled by reading this literature many times over.

    Dr. Sharp: It is humbling.

    Dr. David: I have benefitted.

    Dr. Sharp: Yes. I know that your book does add more than 1%, I’m sure. We’ll encourage people to check it out. We’ll list it in the show notes, for sure and engage in a practice that’s going to benefit us and our clients as much as possible. So it was great to connect with you.

    Dr. David: Thank you so much, Jeremy. It’s an honor and pleasure speaking with you today.

    Dr. Sharp: [01:32:00] Likewise. All right, y’all, thank you so much for tuning into this episode. Always grateful to have you here. I hope that you take away some information that you can implement in your practice and in your life. Any resources that we mentioned during the episode will be listed in the show notes, so make sure to check those out.

    If you like what you hear on the podcast, I would be so grateful if you left a review on iTunes or Spotify or wherever you listen to your podcasts.

    If you’re a practice owner or aspiring practice owner, I’d invite you to check out The Testing Psychologist mastermind groups. I have mastermind groups at every stage of practice development; beginner, intermediate and advanced. We have homework, we have accountability, we have support, we have resources.

    These groups are amazing. We do a lot of work and a lot of connecting. If that sounds interesting to you, you can check out the details at thetestingpsychologist.com/consulting. You can sign up for a pre-group [01:33:00] phone call, we will chat and figure out if a group could be a good fit for you. Thanks so much.

    The information contained in this podcast and on The Testing Psychologist website are intended for informational and educational purposes only. Nothing in this podcast or on the website is intended to be a substitute for professional, psychological, psychiatric or medical advice, diagnosis, or treatment.

    Please note that no doctor-patient relationship is formed here and similarly, no supervisory or consultative relationship is formed between the host or guests of this podcast and listeners of this podcast. [01:34:00] If you need the qualified advice of any mental health practitioner or medical provider, please seek one in your area. Similarly, if you need supervision on clinical matters, please find a supervisor with an expertise that fits your needs.

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  • 461. Decision Making and Clinical Judgment w/ Dr. David Faust

    461. Decision Making and Clinical Judgment w/ Dr. David Faust

    Would you rather read the transcript? Click here.

    Today’s topic is incredibly important and useful for clinicians. I think most of us know that we’re subject to any number of biases in our work, but I would guess that an equal number of us are unsure of exactly how to practice differently. My guest, Dr. David Faust, is an expert in clinical decision-making. He’s here to share some of the concepts from his recent book, Applying Decision Research to Improve Clinical Outcomes, Psychological Assessment, and Clinical Prediction. These are just a few topics that we cover:

    • Why decision research is important for us
    • What are base rates, and how do we use them?
    • The role of overconfidence in clinical judgment
    • Strategies to integrate subjective and objective data in our evaluations

    Cool Things Mentioned

    Featured Resource

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    PAR is a long-time supporter of the Testing Psychologist podcast, and I will continue to bring you featured items from their catalog! Listen to each episode for specific product recommendations and links. Learn more at www.parinc.com.

    TherapyNotes is the leading EHR system for mental health practitioners. I’ve used TherapyNotes for over 10 years, and it just keeps getting better. Use this link and the promo code “testing” to get two free months and try it for yourself! www.therapynotes.com/testing

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    About Dr. David Faust

    David Faust is an Emeritus Professor of Psychology at the University of Rhode Island and Fellow of the Ryan Institute of Neuroscience, with an affiliate appointment in the Warren Alpert Medical School of Brown University. He has published numerous books and articles, has lectured nationally and internationally on such topics as psychology and law, neuropsychology, and clinical judgment and decision making; and is the recipient of various awards and honors in his field.  Dr. Faust most recent work, with co-authors Hal Arkes and Chad Gaudet, on clinical judgment and decision making is intended to provide various tools to increase the accuracy of assessment and prediction.  The book has been described by the eminent psychologist and test developer, Cecil Reynolds, as, “The best book on clinical decision-making ever written.” 

    Get in Touch

    About Dr. Jeremy Sharp

    I’m a licensed psychologist and Clinical Director at the Colorado Center for Assessment & Counseling, a private practice that I founded in 2009 and have grown to over 20 clinicians. I earned my undergraduate degree in Experimental Psychology from the University of South Carolina before getting my Master’s and PhD in Counseling Psychology from Colorado State University. These days, I specialize in psychological and neuropsychological evaluation with kids and adolescents.

    As the host of the Testing Psychologist Podcast, I provide private practice consulting for psychologists and other mental health professionals who want to start or grow psychological testing services in their practices. I live in Fort Collins, Colorado with my wife (also a therapist) and two young kids.

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  • 460 Transcript.

    [00:00:00] Dr. Sharp: Hello everyone and welcome to The Testing Psychologist podcast. I’m your host, Dr. Jeremy Sharp, licensed psychologist, group practice owner, and private practice coach.

    Many of y’all know that I have been using TherapyNotes as our practice EHR for over 10 years now. I’ve looked at others and I keep coming back to TherapyNotes because they do it all. If you’re interested in an EHR for your practice, you can get two free months of TherapyNotes by going to thetestingpsychologist.com/therapynotes and enter the code “testing”.

    This episode is brought to you in part by PAR.

    The Personality Assessment Inventory Bariatric compiles the results of the PAI into a useful report for bariatric surgery candidates, available on PARiConnect PAR’s online assessment platform. You can visit parinc.com/products/PAI-BARIATRIC.

    Hey folks, welcome back. We’ve got a business episode for you [00:01:00] today. This is a really cool episode because we’re talking about marketing and you might be thinking, oh yeah, we’ve heard about marketing.

    That happens a lot, but this is a little bit different. In most of our marketing, we’re talking about digital, Google Ads, or somewhat vaguely talking about in-person or warm marketing, but today, the conversation is very applied. That’s why I called it real-life marketing.

    My guest, Saul Marquez, is a prominent figure in healthcare digital marketing, serves as the founder and CEO of Outcomes Rocket, a global digital marketing agency that helps health technology companies that struggle to get customers or don’t have enough customers to scale their business as quickly as they had planned to or would have liked to.

    Our conversation today, like I said, is very applied. He brings about 20 years of experience in healthcare marketing to us. Not only is this a fresh framework for thinking about marketing, but [00:02:00] it is super concrete so you could put a lot of these things into place tomorrow.

    We also include a little bonus discussion at the end of the episode, where we break down the value of a clear marketing strategy. So you’ll hear Saul in the episode, throw out some numbers like if you do this tomorrow, you’ll make an extra $100,000 next year. Even at one point he said, you’ll make an extra $300,000.

    We include a little bonus discussion at the end where we break those numbers down. I challenge him to back those numbers up and we worked through it, and turns out the math works out. So listen all the way to the end to find out why. I hope you enjoy this conversation with Saul Marquez on real-life marketing.

    [00:03:00] Saul, hey, welcome to the podcast.

    Saul: Thank you so much, Jeremy. Great to be here.

    Dr. Sharp: I’m excited to talk with you. We’re talking about marketing today, lots of different aspects of marketing. I’m excited because I feel like there are so many different dimensions to marketing and you bring a different perspective than we’ve had on the podcast before.

    So we’ll dig into that here as we go along, but first, I will start with the question that I always start with, which is, why is this important to you? How did you somehow end up in this arena to spend your time, energy, money and emotion, all that stuff?

    Saul: I really appreciate the question, Jeremy. I remember making the call, I was in my office in San Diego. I had the phone in my hand and I was nervous. My heart was beating really fast. My palms were all sweaty. I [00:04:00] had been working for 17 years, various different jobs in medical device.

    I had worked myself up to an executive level at Medtronic. They’re a global medical device company. Actually, they have a location right by you in Boulder. It used to be convenient.

    Dr. Sharp: Yes, this sounds familiar.

    Saul: I was calling my boss and I was going to give him my two weeks notice. At that point, I was taking my leap of faith into entrepreneurship. My decision to do that was very much based on the very well-known statistics that 50% of all businesses fail within 5 years and 97% fail within 10 years.

    I remember being at home with my wife, she knew how frustrated I was at the time. And like many of the [00:05:00] listeners, I felt frustrated. And like many of you listening, I wanted to do things faster and better. And like many of you, I felt like I didn’t want my great ideas to be shelved. I wanted to do the great things that I wanted to do.

    So I shifted from wanting to build a career in medical device to our new mission, which is to help 5,000 healthcare technology companies, leaders and physicians fulfill their full impact potential in the markets that they serve and with the people that they serve.

    And that’s what we’re all about now. It was that wake up call for me that if people are dedicating their lives to improve health, they shouldn’t be failing. It was this mission that I was pulled to take the leap and [00:06:00] so I’m doing it because I really care about health for my family, I care about society and I feel like the work that we’re doing now is making an impact.

    Dr. Sharp: I’ve heard from different folks in different industries; consultants and marketing folks that it seems like there’s something with medical professionals or mental health professionals, counselors that we don’t do well at running businesses. That seems like a theme from folks I’ve talked to outside of industry.

    It sounds like, I don’t know, maybe you had a similar experience if you were feeling this call to help healthcare folks be successful. Is that true or am I making an assumption there?

    Saul: No, you know what? There’s a mix. There’s definitely a mix but those statistics apply to our country. It doesn’t necessarily mean it’s [00:07:00] physicians or doctors, PhDs, or folks in the helping professions, it’s everyone in the business statistics of our country.

    Being at a large medical device company when I was there, I saw these folks failing, man. It was sad. Look, hey, you and I were chatting before the podcast and we saw another example of that. We were talking about a company that was doing neuropsychological testing digital. I was sad to see that.

    That stuff breaks my heart. To see companies like that, that are making a huge impact fail is criminal to me. I said, we got to do something about this. There’s a lot that could be done. And that’s what we’re focused on is those physicians building companies, those people that care building companies.

    Maybe there’s not always that [00:08:00] clear understanding of the mechanics. And that’s what we exist to do is, hey, let’s help these folks that are really great at math and science and helping people, let’s help them find the algorithm for success.

    Dr. Sharp: I like that. I know that you’ve worked with, sounds like bigger companies for the most part, larger platforms. We’re going to talk about how to bring that down to maybe a small business level for most of us who are in maybe solo practice or small group practices.

    I am curious, from that big picture view and working with larger companies, larger healthcare entities, what are some of the trends that you’re seeing in terms of marketing and client acquisition, what’s working on a bigger scale? I think that’s always interesting for us to know, even as smaller practitioners.

    Saul: No, thanks for the question. Jeremy, I will say, [00:09:00] my first 17 years in my sales and marketing career, it was big companies. Now that we’re at Outcomes Rocket, we definitely help companies that start, even like the bottom of is $1,000,000. They’ve got at least $1,000,000 in revenue and they’re building up from there to venture capital backed companies.

    And then we being “raised” in the medical device space, we know how it works and we are offering value to those folks. The trends that we’re seeing are very much based around two things is oftentimes misconception of the elements that make up marketing and the drivers.

    Anything that you do in marketing to drive business falls into one of three buckets. It’s [00:10:00] either owned media, earned media or paid media. The nice thing is that the setup is very simple. Once you realize how simple it is, there’s certain things you could do within each of these to make a big difference.

    Dr. Sharp: I want to talk about each of those. When we were figuring out what this podcast might look like, you proposed this framework and I’m like, that sounds good. That’s a little bit different. I haven’t heard people frame it that way. I think it’d be helpful to dive into each of those areas, explain what you mean, and what it looks like for practice, like a mental health practice or a psychologist practice.

    Saul: I love that. Jeremy, just to better understand too, as a psychology practice that’s focused on testing, assessments, these types of evaluations, [00:11:00] tell me a little bit more, you’re looking to gain relationships with primary care physicians and other physicians, is that right?

    Dr. Sharp: Yeah, a lot of us get a big part of our referrals from these in-person relationships with other providers. We like to connect with primary care providers. Sometimes they’re specialty providers like neurologists. We connect with schools, we connect with therapists, psychiatrists, occupational therapists, speech therapists, so yeah, it’s a lot of individual providers around our communities is where a lot of the warm referrals come from or those word of mouth referrals.

    Saul: Very cool. So putting the lens around a testing practice like yours, like your listeners’, it’s HCP marketing. It’s healthcare practitioner marketing. [00:12:00] In marketing, there’s cool ways to just simplify. If anybody tries to complicate, they’re either trying to sell you something and make you feel like you don’t know what you’re talking about, if that’s the case, find the nearest exit and run, but if somebody is like, why didn’t I keep it simple? That’s great because it’s more than likely they’re shooting you straight and wanting to help you.

    And so if you’re marketing to HCPs, healthcare practitioners, which is a segment of what you’re doing in your marketing strategy, it’s neat because they congregate depending on who they are in certain areas physically and digitally. So when you’re considering your approach to the market; we talked about owned, earned and paid.

    Let’s start with defining them and then as we define each of those, Jeremy, [00:13:00] let’s pause as you wish and talk about very practical steps that our listeners could take advantage of this information, is that good?

    Dr. Sharp: Great. Yeah. We’re good.

    Saul: Okay. Cool. All right. So what is owned media? By the way, Jeremy, I’ll share a one-pager that has all of this printed. So you guys could take notes if you’re listening and this is interesting to you, or don’t worry about it, Jeremy will link up the one-pager.

    Owned media is all about the assets that you own in digital marketing; your website, landing pages, your social media channels, and your email list. I go here because you know what? The email list is yours. When you collect emails, whether it be from people that you’ve already served or because you’re putting content out there, those emails are yours and [00:14:00] it’s part of your own channel.

    We can unpack that in a little bit because I find that oftentimes, it tends to be a commonly ignored asset that we have, that’s low-hanging fruit. Content and video marketing, and then there are stages. We talk about stages. You have an awesome stage here, Jeremy, with your podcast and there’s different things like that. So that’s owned media. Any questions around there before we exit?

    Dr. Sharp: That makes sense. I will ask you about email as we go along and the value of email. So you tell me, is now a good time to jump into that question?

    Saul: That’s a good time, yeah man, if that’s where your head’s going, the listeners are probably thinking the same thing, right?

    Dr. Sharp: Okay. Yeah.

    Saul: Yeah, let’s do it.

    Dr. Sharp: My question is; I saw a post on social media the other day that said something like email marketing is dead. And so I’m curious how you’re approaching email marketing these days because it is hard for us. I don’t think it’s natural for practitioners to [00:15:00] build an email list like it is for other industries.

    So folks are wondering, should I be doing that? Is it worthwhile? I’m curious, from your perspective, if it feels like a valuable pursuit.

    Saul: The short answer is it’s a very valuable pursuit. I will tell you, like everything else in marketing, there’s different layers. Let’s just use email. The email could be a cold email, warm email, and personal relationship email. That’s the email we all do every day, it’s people that you know and you’re emailing, and you have transactional or relationships with.

    To answer the question, email marketing is dead, it’s not. It really isn’t. What has happened is email has gotten very busy and so we get spammed [00:16:00] and get turned off by these things. However, if it’s relevant, there’s something there.

    Here’s the other thing is whenever somebody says something like email is dead, they’re thinking very one- dimensionally, because what we have also is other marketing channels. You have social media, you have texting, you have phone calls, you have so many different channels of communication that you have to understand email is one channel out of many.

    I’m not as big of a fan of cold email because the likelihood that they’ll even open your email is very low. However, if you have a relationship with people and they’ve already worked with you, that’s a list. Many people don’t realize that. I think that’s a great place to start.

    [00:17:00] If you’re going to take something out of this, I hope that you take away one thing out of each section and that you use one thing. I feel like this is a pretty nice softball that all of us, everybody listening can and should be doing it. And that’s this, the people that you already serve.

    How many physicians, communities and schools would you say is in a typical database of people that somebody in your position would serve?

    Dr. Sharp: Oh, that’s a great question. We’re in a town of about 200,000. I know that there are, oh my gosh, 20 to 25 schools between elementary, middle school and high school here in our town.

    Saul: Have you worked with all 20?

    Dr. Sharp: I’m not going to say I’ve been in every single building, but at least [00:18:00] 17, 18.

    Saul: Huge. So 17 there. Let’s just go one by one. This is a great exercise. And what about the physicians?

    Dr. Sharp: There are so many physicians. I don’t even know. If we’re just talking about primary care providers, not even getting into specialty, I would guess there’s at least 200 here in our town. There are two groups.

    Saul: Out of those, how many have you worked with?

    Dr. Sharp: Oh, gosh, I’ve shared patients with, let’s just call it 120. I’m making this up.

    Saul: That’s cool, but that’s the exercise, right?

    Dr. Sharp: Yeah.

    Saul: So you got 120 and the likelihood is that you guys have them in your billing system because you guys have done business before. So the exercise is get the people from your billing system [00:19:00] into a list. You have a list. We all have a list. If we’re in business, we have a list and we just don’t realize it.

    So this list is actually not a cold list. That’s my favorite kind of list. It’s people that have worked with you and that you helped. You can create a campaign. Literally, this could be the one thing that you do that’s probably going to make you another $100,000 this year, I would say at least.

    You’re going to grab this list and you’re going to create a campaign. What is a campaign? It’s a fancy way of saying two to three emails. What I would call this campaign is out of those, call it 140 people, you can segment them. Oh, wow, okay, I’ve already worked with these within the last six months. So I’m going to put these, call it 40 out of the 140 into the, I’ve worked with in the last six months, and these I [00:20:00] haven’t, so these other 100.

    These 100, you could create a campaign about, hey, it’s been a really long time. This is what’s new and that’s working really well, and two ideas that you should be considering to help you take your testing to the next level. And so you’re leading with value and that will bring you to the top of their list.

    They know who you are because they’ve worked with you. Maybe they don’t remember because it was only once. And so that’s why you send the second email. The second email in the warming campaign, it’s about maybe two success stories that you’ve had and that you’ve seen your other clients have, but you’re not asking them for anything yet.

    The third one is maybe you have, I don’t know if you guys do [00:21:00] offers or sales or anything like that, Maybe you may not.

    Dr. Sharp: We don’t really do that kind of thing. It’s tough.

    Saul: No, that’s okay. No, all good. You don’t have to. For example, the tagline could be your latest exam results, and then in the body of the email, say, hey I know we haven’t worked together for a little bit over six months, want to let you know that we’re here and we’re available, multiple ways to contact us are here and just let us know what you’ve got going on because we’re here to serve you.

    And then the person that would say email marketing is dead, they would probably just leave it there and say, well, out of these 100, I only got one call. Well, that’s one call that is now a test. But then here’s what you do, you take the email channel [00:22:00] and you compliment it with the phone.

    Dr. Sharp: Okay.

    Saul: Because now you’ve emailed them three times and guess what? These email platforms have data. You don’t have to call 100 because you could see that 30 of them opened. 20 of them opened all three. So you start with the 20 that have been the most engaged.

    You call and you leave them a voicemail or they answer, and then you just have a nice call and say, hey, it’s been a long time. Remember that thing that we did? Hey, do you got anything coming up? Just so you know, we’ve got this opportunity. That’s an example of literally right now, everybody listening will make another $100,000, if you get out and you do this.

    Dr. Sharp: I love that. We just took it to a very concrete level. People are probably thinking, oh, [00:23:00] man, what might these emails look like. I’m guessing, though, people also have questions about what email service are you using? Are you just sending these through Gmail or do you use something like Mailchimp or a different platform?

    Saul: Yeah, great question. Mailchimp would be a great place to start. You don’t want to do it through Gmail because then you’ll have to do them one by one.

    The nice thing about Mailchimp is that it’s low cost. What does that mean? Probably like $30 a month. So you upload your list of 140, by the way, there’s a separate campaign for the 40 that you’ve worked with within the last six months. That’s a thank you campaign, like thank you, we appreciate you. That’s a different campaign.

    We could talk about that later or another time.

    But Mailchimp is what you use. There’s a bunch of [00:24:00] them. Don’t overwhelm yourself. Mailchimp’s an easy, low-cost thing to do. They have a lot of great tutorials inside of it. All you got to do is upload your list and do two configurations. If you feel like it’s over your head, it’s cool because what you could do is go on Upwork. Have you heard of Upwork, Jeremy?

    Dr. Sharp: Oh yeah.

    Saul: You go on Upwork and folks, if you haven’t heard of Upwork, essentially it’s a freelancer community that’s willing to do a lot of really cool stuff for contract rates. You hire somebody for three hours at a $50 an hour rate, probably less. They’re going to knock this out for you for $150.

    So it gets done and either you retain them to send the first campaign for you and say, hey, you know what? I want you to do this first [00:25:00] campaign for me, but I want you to train me along the way, or I want you to train my office manager along the way, because I want this to be something that I keep going with. That’s how you do it. You just got to get it done.

    And so Mailchimp and Upwork are the two things that you’ll use to make this come to life. When you get those first calls, I want you guys to email Jeremy and say, wow, Jeremy, this was great, man. I literally just got a new opportunity because of your show. I want to hear that success story.

    Dr. Sharp: I love that. I think people do struggle with what to say in these campaigns and how to reach out. And so I like that you provided some examples for that as well. It does not have to be super complicated.

    Saul: Agreed. By the way, I’ll add one more thing to what you shared, that you struggle what to say, it’s

    ChatGPT. [00:26:00] ChatGPT is game changer. If you guys have writer’s block, you literally open up ChatGPT. You’re not putting in any patient information so this is totally just content.

    You’re plugging in, you could literally get this specific, write as if I am an email marketer that is also a testing professional, this campaign will go out to people that I have not worked with in over six months. It is a warming campaign and make a series of three emails that I could send out giving them updates.

    And then you could insert your own updates, these are the updates or not, and then hit enter. And now you have templates that you could edit. So you copy and paste those templates into a Google document or a Word document, and you’re about 50% done.

    [00:27:00] Dr. Sharp: It’s true. It’s so easy. I love talking about ChatGPT. That’s a perfect task. This is great. So we did a little detour to talk specifically about emails within that owned framework. What’s the next one, earned?

    Saul: Earned. Let’s talk about earned. So earned is exactly as it sounds. Earned media is about earning an opportunity. So whether it be an article; a news media agency writes about you or you get invited to a podcast. Jeremy, thank you for inviting me to your podcast. I’m honored to be here.

    I’ve earned the opportunity to be on Jeremy’s podcast and I don’t take that lightly because I know he serves all of you all and you guys are working your butts off to help the [00:28:00] community and to build your careers.

    So this is an earned stage. Jeremy’s owned a stage. He owns this podcast digital stage and I’ve earned an opportunity to be with him. That’s earned. So if you get on other people’s stages, those are earned opportunities.

    And by the way, this oftentimes gets overlooked, but when somebody gives you a Google review, I’m sure folks are potentially putting their Google for business stuff out there and you might get reviews, and so those reviews are something that can be used. If somebody writes you an email, that’s really complimentary. You could literally reply back and say, thank you so much, would you be okay if I use this on my website and gave you credit for saying this?

    So you could literally take everyday stuff that’s earned, people are giving [00:29:00] you their feedback. Third parties, the big thing with earned is third-party perspectives and voices around what you do, that’s earned media. It’s PR. It’s media relations as well, more specifically, but there’s other things. It’s basically other people talking about you and your business, and you using other stages to talk about you and your business.

    Dr. Sharp: I like that. Since we’re talking about reviews, I’m sure people are asking questions as they listen, it’s hard for us to solicit reviews for Google. It’s a part of our ethical code, we can’t solicit reviews from current clients. That’s why I liked that you mentioned the email quotes that we can put on our website.

    In my mind, that is totally fine. If someone sends you an unsolicited, positive review via email, you can throw it up on your website. That’s totally fine. We get stuck in that a little bit, [00:30:00] not being like other industries where we can actively solicit reviews.

    I’m curious about other earned stages for practitioners like us who, let’s keep going off my example. I’m in a town of, like I said, 200,000. It’s a university town, college town. What other stages might we be looking for on a local level?

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    Saul: That’s a great question. When you think about stages, think about owned and think about OPS, other people’s stages. There’s two types of stages, either you own it or you don’t. And then you could bifurcate on the other people’s stages and there’s physical and digital stages. So you have both.

    The nice thing about being in the community is that you could work both. At the local physical stages level, think about all the constituents that we were talking about just now, Jeremy. We were talking about schools, we were talking about primary care physicians, we were talking about different types of physician groups. All of these [00:33:00] groups congregate.

    They congregate at the local level, at the regional level, at the state level and at the national level. There’s association groups. All of those groups are always looking for speakers. You know this very well, if you go at the national level, it’s going to be a little harder to get that spot on somebody’s stage, right?

    Dr. Sharp: Of course.

    Saul: It’s going to be hard. It’s not impossible, you should go for it if that’s what you want to do but what I’m saying is the further down you get in the local scheme of things, it becomes easier. So if you go and reach out to a local chapter of the Association of Primary Care Physicians, there’s probably 50 or 100 that are going to be there either virtually or physically, and you want to just give a talk on the [00:34:00] latest advances in testing and things that they should be considering.

    It’s educational. You go and you share what you’re finding. You ask questions, you lead with value. Now you have 100 physicians that know about what you do and you’re top of mind. That’s a great way to do it.

    Dr. Sharp: I like that. I have not thought of that before. We’ve certainly been into physician practices, these smaller groups or even larger groups, and do a lunch and learn or something like that.

    Saul: I love that. Those are great.

    Dr. Sharp: People are always wondering; how do I do this? How do I reach out? What do I say? Do you have any thoughts or have you seen any models from other practitioners as to how to actually make these things happen? How to get on the stage?

    [00:35:00] Saul: Yes. And so the person is typically the local chapter leader. I will tell you, this is funny, but it’s true, the more local you get and when you find their landing page, you’re going to find the person’s name, but the higher up you go, if you’re searching at the national level, the organizer doesn’t want to be there because everybody’s calling them.

    Dr. Sharp: Of course.

    Saul: At the local level, people are struggling to get expert speakers to add value to their group. So you will literally find people’s names and contact information on the local chapter. Once you know them, here’s the advice, very actionable, very simple, it’s not about you, it’s about them.

    It’s about what problem are you going to solve for their [00:36:00] group? Primary care physicians are overwhelmed. They’ve got a lot of patients. They don’t have enough time. We know that you’re busy and we help primary care physicians that are struggling with burnout and struggling to help their patients. We help them do a great job with psychology tests.

    We want to help answer questions and help fast-track this process for your audience. That’s the message. I think we could be a great resource and I’d love the opportunity to speak at your next event. Let me know what would be required, really appreciate it. That’s an email.

    But also pick up the phone. I’m going to give you guys a secret. The secret is this, [00:37:00] it’s called the introductory video. You grab your phone, by the way, nobody does this and that’s why it’s going to work for you. So you grab your phone, you open it up like this, the rule is record it once and send it, don’t think about it.

    So you say, hey, Jamie, it’s Saul. I’m here at Testing Associates in Colorado. Listen, I see the great work that you guys are doing at the local primary care physician organization. Look, we work with helping primary care physicians that struggle with burnout and are doing their best to help their patients but are having a hard time.

    We make psychology testing easier and got two tidbits that I think could help everybody out. We want to help our community, especially nowadays. Would love to be a speaker so whatever you need for me to be [00:38:00] considered, let me know. You could reach me at 312 213 6532. Thank you so much. Thanks again for what you do for our community, and I look forward to hearing from you soon. And then you hit send.

    You don’t go back and you edit it. You literally leave it and then send it to them via text if they’ve left their cell phone number on there, but if not, send it to them via email. And that helps them get to know you a little bit better. It opens up the opportunity. They see that you’re real. They see that you want to help. It’s not about you, it’s about them, and lead with value.

    I’ll tell you, that’s opened up a lot of stages for me. It’s helped me get the opportunity to serve people in a bigger way.

    Dr. Sharp: Yeah. I love the confidence. I wish people could have seen that whole process. You literally just pulled out your phone and were talking to your phone off the cuff, which is [00:39:00] fantastic. I get the impression you’ve maybe done that once or twice.

    Saul: I definitely have.

    Dr. Sharp: Which is good. So if are somebody out there, if you need to rehearse once or twice, maybe that’s okay. Just keep it simple. People might say, oh, isn’t that too desperate or thirsty or something; sending a video, isn’t that a little extra? But it sounds like this is a successful thing. People like the video, people get into it. It makes you stand out.

    Saul: And by the way, do you believe what you do makes a difference?

    Dr. Sharp: I do. Sure.

    Saul: And if somebody doesn’t get the chance to work with you to receive the value that you’re able to deliver, it’s almost a moral obligation to do stuff like that so that you do get discovered. [00:40:00] You have to do it if you’re going to get out there.

    Dr. Sharp Yeah. I like hearing you say that. I’ve used that very argument or strategy with my consulting clients a few times in the past. You’re actually depriving the world of something they desperately need if you don’t market yourself and put yourself out there.

    Saul: I’ll give you a big Amen on that one, Jeremy.

    Dr. Sharp: That’s great. No, I like this, keeping it super concrete. Take note folks, I know there’s some anxiety with reaching out to people in a cold manner like that, but send the video, just take the leap. Let’s talk about what if people say no, or what if you don’t get a response, then how do you deal with that?

    Saul: You know what? You learn. If you don’t get a response, you follow up. So back to this idea that we started talking about with [00:41:00] different channels; email marketing is dead, yeah, if you just use email marketing. Well, the phone is dead. Yeah, if you just use the phone.

    If somebody doesn’t respond, it’s usually because either they were busy and they didn’t get a chance they wanted to. A lot of times what I find is that it’s not the right channel. So you could email them till you’re blue in the face. If they’re not a big email person, maybe you got to shoot them a LinkedIn message or maybe a Facebook invite because there’s a channel that works for them. You just have to find a channel that aligns with them.

    Eventually, I’ll tell you this, if you’re persistent enough, people are going to be like, holy crap, this person really wants to work with me. Or they’ll say, oh my gosh, they are so [00:42:00] persistent. I don’t know if I want to work with them.

    Dr. Sharp: Yeah, it’s true. You hit a breaking point at some point, you have to make a decision.

    Saul: But guess what? They’re going to reach out to you. You’ll make a connection and you’ll understand, but you’ll be in communication. That the key right there.

    What I would advise folks, especially if maybe it’s not as comfortable of a thing is that if you don’t do it, you’re going to be in the same place you are, and are you happy with where you are today? If you are, great, good for you. You don’t have to do this, but if you want to grow, if you want to do more, if you feel like you have the potential, then why not just try it?

    Dr. Sharp: It’s a great philosophy. Talking about earned stages, it was great concrete example. You said the third one is paid. Is that right, paid opportunities?

    [00:43:00] Saul: Yes. We’ve covered owned media. It’s all the stuff you own. It’s that email marketing that we talked about. You already worked with these folks, send them emails. The earned media, getting on those local stages.

    For paid, you have the ability to reach people in a targeted way with a lot of the platforms out there whether it be Meta with Instagram and Facebook or LinkedIn, where a lot of the professionals that you guys would want to target are spending their time. LinkedIn is a fantastic place to put your messages out there and put a little money behind it to target them.

    By the way, you can actually take a list that you have, the same list that we talked about in Step1. You could upload that list into LinkedIn and create what’s called alike audience. What happens is, [00:44:00] you set geographic parameters, you upload this list and you say, all right, this is the list of people. I want to create alike audience with it.

    What the algorithm does is it will create everybody else that it knows within a geography that matches the qualities of the people that you just uploaded and it’ll target them for you with specific messages. Here’s the thing, you’ll upload that list of 100, well, to do it, you need a list of 300 minimum to create alike audience. On Meta, you could do 100, but on LinkedIn, you need at least 300. Just FYI, if anybody’s thinking.

    So where’s your database? If you know the number of the people that you can send emails, then you’re already a step ahead of most because you did the homework. Now you could understand, okay, man, I guess I have more than 300. So if I really [00:45:00] wanted to, I could reach out to alike audience. So now instead of reaching 100 or 300, you could reach 1,000, depending on where you’re at, if there’s even that many people.

    Dr. Sharp: Can I ask you a question real quick? I just want to clarify that. So you’re saying you can upload an email list to LinkedIn, it will search through presumably and find the folks who have profiles with that email address and then create or find other folks who are similar to those original individuals on your email list.

    Saul: Exactly.

    Dr. Sharp: Okay. That’s great.

    Saul: That’s why it needs 300 because LinkedIn is definitely more fine-tuned at the professional level. I think there’s over a billion people on LinkedIn, but it’s not like 3 or 4 billion on Facebook. Facebook has a little more to work with so you could [00:46:00] do with a smaller sample size.

    What happens is you upload 300 and then it does a match rate. And then it gives you your match rate. And then it says, all right, we got about 50% match rate, we could run with this. And then based off that match rate, it allows you to get a bigger sample of that same profile type.

    You can’t, on these platforms, target people individually. You target audiences. And when you target your audiences right, you’re able to understand the results and get information out there on the services that you’re doing.

    Maybe you’re having a grand opening of a new office or maybe you’re doing a new type of exam that you think is very game changing. You want to put it out there and inform the community and you want to accelerate it, you just throw it on one of these platforms, you put a little money behind it, and then [00:47:00] you’re off to the races. That’s one form of paid on social.

    You can also decide to do a paid piece of content at a local paper. A sponsored content can get you, you got to think about though, what are your end customers reading? That’s what you would do, you would sponsor a little promotional piece in a local magazine or a journal that talks about what you do with the end goal of sharing it with them.

    I would tell you that make sure it’s digital because print’s not going to get you very far nowadays. What you want to do is make it a digital sponsored piece of content, write it so that it adds value and then it gets published, but then put it on your website.

    You could put it on your [00:48:00] website under media and the news so that it’s something that is easy. You don’t have to earn it because you sponsored it. It’ll say sponsored content, but nobody cares. You’re adding value. You’re putting yourself out there.

    Typically, something like that, it always depends on the volume of the publication. It could run you between $500 and thousands. You could sponsor content under large, like the New York Times, and that would be not very cheap. You wouldn’t be paying a lot of money, maybe like $100,000 to sponsor content on there.

    At the local level, you could do some cool things with sponsored content. Maybe there’s a local conference and you want to have a booth there. That’s another form of paid. [00:49:00] So you get your little booth and you go, and you are in a place where there’s literally hundreds of physicians walking through there, and you have your booth. You’re just chatting with people. You’re catching them.

    Dr. Sharp: Can I go back just a little bit to the print advertising or print content? I feel like that’s a thing.

    I love, by the way, that we’re not talking about Google Ads at all in this digital realm, that’s the direction everybody goes. I’ve spent a lot of time talking about Google Ads, but I like that we’re doing different stuff.

    I am curious about the print media and whether talking about a dead medium, is that worth it? Are you seeing is that worth it? If I were to go to my local paper or parenting magazine or whatever, and write an article for them, is there an ROI on that?

    Saul: What I would tell you is that it’s [00:50:00] what you do after you write it, that makes the difference. If it’s print and they don’t do digital, then make sure you get a copy and you take a picture of it and make it clean cut, and then you demonstrate that on your digital assets.

    Because if you’re talking about local newspapers, it depends on where you’re at and what town. If it’s a very small town, I think it could be effective, but always make sure you digitize it if they don’t have a digital version, because once you digitize it, you could do so much more.

    You could put it on your website. You could do paid campaigns with that particular thing that you did, that sponsored content. You could put it at the bottom of your email signature like, hey, check out our latest article in the Local Tribune. There’s so much you could do with that, just make sure it’s digital.

    There’s also the avenue [00:51:00] of print, targeted print. And that’s like making flyers and printouts and sending them to the offices of these physicians. That could be really strong. That could be really effective because not a lot of people are doing that, and you could differentiate yourself.

    It’s another channel of print media, but that’s targeted print media. You’re literally getting a clearly defined list of physicians and you’re sending them a pamphlet.

    Dr. Sharp: Yeah. Just to clarify, would you say the point with print media in this kind of thing is to actually generate leads and business into the practice or is it building a profile or recognition in the community name or brand recognition or both? How do you get this?

    Saul: When you think print, just think digital because it’s got to be [00:52:00] digital. When you get a digital article, the value is backlink. You give them your website, make sure you get indexed. It’s got SEO value, which helps with your search result; where you land in the search results when people are looking for solutions that you offer. So that’s number one.

    Number two is, this type of coverage is top of funnel. What that means is it’s an awareness play. You got the top of the funnel and you got the bottom of the funnel, at the top, they’re getting to know you, then they know you, and then they’re considering buying from you. So it’s awareness, consideration, decision.

    I’ll tell you what, though, if you got content in the earned space, it can help reduce the time that somebody takes to decide [00:53:00] because they go from, okay, I’m thinking about this person to, oh, I saw this and this about them, so I could trust them. So it does reduce the sale cycle when you do it. It could also reduce acquisition cost because you already have credibility based off of this. And so it really does help you accelerate creating trust.

    While it’s top of funnel in awareness, it won’t help generate leads right away, but it will help create the trust because you’re going to communicate that through different channels and make it available for people so that when they consider working with you, they see these things.

    Dr. Sharp: That makes sense. This is great. It’s got my wheels turning but it’s cool that we have talked about [00:54:00] specific examples in each of these realms and again, not spending a lot of time on Google Ads, which is the top of mind. The easy option.

    Gosh, our time is flying. What else? I don’t know, I feel like we’ve covered a lot and we’ve hit these three areas.

    Saul: We’ve covered a lot of ground.

    Dr. Sharp: Yes.

    Saul: From my end, Jeremy, we have covered quite a bit. Oftentimes what we do, we work in the healthcare space with our clients that want to move the needle fast. One thing that I wanted to mention to you is our assessment. It’s a tool. It’s really great. It’s called digital marketing maturity model assessment.

    It helps you understand where you sit in these three different [00:55:00] areas. It takes 7 minutes. You answer two questions and in the end, it gives you very clearly defined; here’s where you’re at. Level 1 is the lowest, level 5 is the top. And so if you come in at a level 3 or a level 4, it gives you the next steps.

    We gave you two examples on this podcast today. The assessment will give you specifics that you can do. So you could use what you learned on today’s show, but also take the assessment and get very specific next steps that you can take to take your practice to the next level.

    I’d recommend that. Folks could find that at outcomesrocket.com/assessment. That is definitely a tool that I would recommend to anybody and it’s free.

    Dr. Sharp: People love free stuff. [00:56:00] I’m going to put it in the show notes, for sure. You gave your website there in the URL for the assessment, but we didn’t really even talk about the agency and Outcomes Rocket. Can you tell people a little bit about it, what you do, what you get into, and if people want to reach out, how they can get in touch with you?

    Saul: For sure, Jeremy. At Outcomes Rocket, we help healthcare leaders that are wanting to get additional customers, help them get there faster through the three pillars that we just talked about. We didn’t talk about Outcomes Rocket, but we talked a lot about the areas that we worked in. So I feel you guys have gotten to know a little piece of each of the pillars.

    If you want to dive deeper with us, we’re open to it. We’re healthcare only so we get the space very well. We love the space. As I mentioned [00:57:00] there’s so many businesses like yours, you listening today, that bail at those rates that we shared; 5 years, 50% and at 10 years, 97%.

    That shouldn’t be the case. I believe that if you’re making a difference in the world, you got to find ways to get those advantages. The advantage that sits within the three-part column is, it’s an algorithm. Once you know it, you could play the game and make sure you’re adding value of consistency, and that you’re taking care of your family, and that you’re building a business that you’re proud of.

    If anybody’s curious, check out the assessment. I think that’s the best thing to do, outcomesrocket.com/assessment. And now’s the time. You’re going to have an opportunity to grow.

    [00:58:00] You may feel like, hey, you know what? Things are going really right now. That’s okay because things change. If you prepare for change, you’ll be better off. Or maybe you might be in a place where you’re like, I need this now or I’m glad we’re reaching you through Jeremy’s show because now’s the time.

    And so I’m hopeful that you’re able to benefit from our time today. I feel like we’ve given you maybe about $300,000 worth of additional things you could, if you do what we said today, you’ll make $300,000 extra next year. I believe it. I’m not even kidding. You guys will.

    We believe in you. We hope that you take the next steps for your success, for the success of your communities. I appreciate the opportunity to be here with you, Jeremy.

    Dr. Sharp: I appreciate you being here. This was really cool, getting into some concrete recommendations. I feel [00:59:00] like it’s easy to do theoretical stuff and talk philosophically, but we put some boots on the ground and got into some details. I think people appreciate that.

    I love the off-the-cuff confidence about how much money people are going to make. I have no idea how you’re coming up with those numbers, but they sound great. Everybody take some of this advice and check out the assessment and grow your practices. Thanks a lot, Saul.

    Saul: It’s a pleasure, Jeremy. Thanks for having me. Thanks, everyone.

    Dr. Sharp: All right, folks. Thanks for listening to that conversation. Like I said, stay tuned. We are going to follow up with a more in-depth discussion of the numbers that Saul mentioned during the podcast. Let’s get to it.

    I love that you are so confident about these numbers. I don’t know where you’re getting that from, like I said, but let’s talk through this, how are we making an extra $100,000 next year from this list?

    Saul: I love it. Thank you so much for going there, Jeremy, because the breakdown [01:00:00] oftentimes, it’s a lot easier than you think. So what is the annual contract value of working with a physician, number of tests do they send on average?

    Dr. Sharp: Let’s say we have a pretty steady physician referral source. They send us a little less than two people a month. Maybe we get 20 referrals a year from one particular physician. The average, people’s rates are all over the place, but let’s just call it, we’ll even lowball it for the sake of this discussion to be conservative and say it’s $2,000 per referral. So what’s that? $40,000 a year.

    Saul: $40,000 for a group. So you’ve got $40,000 for referring physician group. By the way, they exist in your warm list, so they’re in your billing system. So you grab that list and you [01:01:00] email them. Through interactions with them, let’s just say you increase them by another 10 per year. That’s not even one extra month. If you’re interacting and you’re building relationships, that’s another $20,000 there.

    So that’s $20,000. And then now you go and you do your community stage. You go talk to a group of 30 physicians. And that group of 30 physicians, you actually get another practice. You get another group that does 20 with you, that’s another $40,000.

    As you can see that now you’re at 60. If you’re consistent with this, if you spend a year doing this, you’re going to make more than $100,000 [01:02:00] extra that year. So it’s very doable if you’re able to stay with it over the course of time. It’s just a matter of, do you want to do it?

    Dr. Sharp: That’s a great point. Do you want to do it? Are you willing to do this? That seemed easy. That makes it really easy to see how we could reach $100,000. Let me see if I can do the $300,000. You also mentioned if we do a bunch of things, we can make $300,000.

    Saul: Let’s do it.

    Dr. Sharp: Okay. The lifetime value of a client is $2,000. We’re trying to hit $300,000. That means we basically need 150 referrals over the course of a year, right?

    Saul: Yeah.

    Dr. Sharp: 150 clients. So that’s a little over 10 per month, that’s about 12, maybe 13, we’ll call it 13 referrals per month to get 150 over the course of the year. That feels very doable, 13 referrals a month.

    I don’t know if [01:03:00] one person could do all those evaluations over the course of a month, maybe you need to hire someone to help out, but 13 referrals over the course of a month at $2,000 a pop is pretty, that feels very doable.

    It’s good to talk through this. I’m sure people heard when you were like, you can make $300,000 a year, and people were like, whatever, that’s crazy but it’s 13 referrals, it’s 13 evaluations. That feels very doable.

    Saul: Yeah. If you approach every aspect of this model that we shared; the owned, the earned and the paid, you could take an element of each and for example, Jeremy, I’ll give you an example. You could have a podcast series that interviews local physicians on top things that people need to be considering for their health in [01:04:00] the community.

    So now you’re interviewing primary care physicians that are in your community and guess what? You’re giving them a stage. All those interviews that you do with them are actually opportunities to grow your practice. That alone will get you to $300,000 extra in a year.

    I promise you, that alone, if you’re interviewing, let’s just be conservative here. Let’s just say you’re going to do one a week. Just one of those four, some months have five. So one of those four or five starts working with you, in that one year annualized, I bet you’ll get close.

    Dr. Sharp: I think it’s possible.

    Saul: And then this [01:05:00] stuff is cumulative. So after you work this for a whole year, so like I’ve done 1700 podcasts on my channel.

    Dr. Sharp: That’s incredible.

    Saul: Dude, I built a whole business on it. We have a very successful marketing agency. So I’m telling you personally, that’s been one of our biggest opportunities is our podcast. We lead with value with it because we’re giving people an opportunity to be on.

    And by the way, folks, Jeremy is going to be on our podcast. I’m excited to have him on the Outcomes Rocket. So certainly we’ll make sure that you get to listen to that because he’s adding massive value here on this channel and we want to make sure he gets rewarded for it.

    That alone locally, anybody that listened to that, that one thing will get you to $300,000 extra this year. It’s just capacity from that point.

    Dr. Sharp: Yes. We get, that’s another conversation. That’s another problem to solve. We’ll figure that out.

    Saul: I like those [01:06:00] problems, though. I like capacity problems versus trying to get new business problems.

    Dr. Sharp: Yes, exactly. This has been great. Thanks for talking through the numbers, making it a little more real, a little more doable for folks, and just breaking it down into more simple terms.

    Saul: Oh, my pleasure, Jeremy. Great question.

    Dr. Sharp: All right, y’all. Thank you so much for tuning into this episode. Always grateful to have you here. I hope that you take away some information that you can implement in your practice and in your life. Any resources that we mentioned during the episode will be listed in the show notes so make sure to check those out.

    If you like what you hear on the podcast, I would be so grateful if you left a review on iTunes or Spotify or wherever you listen to your podcasts.

    If you’re a practice owner or aspiring practice owner, I’d invite you to check out The Testing Psychologist mastermind groups. I have mastermind groups at every stage of practice development; beginner, intermediate, and advanced. We [01:07:00] have homework, we have accountability, we have support, we have resources. These groups are amazing. We do a lot of work and a lot of connecting. If that sounds interesting to you, you can check out the details at thetestingpsychologist.com/consulting. You can sign up for a pre-group phone call and we will chat and figure out if a group could be a good fit for you. Thanks so much.

    The information contained in this podcast and on The Testing Psychologist website are intended for informational and educational purposes only. Nothing in this podcast or on the website is intended to be a substitute for professional, psychological, psychiatric, or medical advice, [01:08:00] diagnosis or treatment.

    Please note that no doctor-patient relationship is formed here and similarly, no supervisory or consultative relationship is formed between the host or guests of this podcast and listeners of this podcast. If you need the qualified advice of any mental health practitioner or medical provider, please seek one in your area. Similarly, if you need supervision on clinical matters, please find a supervisor with an expertise that fits your needs.

    Click here to listen instead!

  • 460. Real Life Marketing w/ Saul Marquez

    460. Real Life Marketing w/ Saul Marquez

    Would you rather read the transcript? Click here.

    We’ve talked about marketing several times on the podcast, but today’s episode puts a different spin on the standard conversation. My guest, Saul Marquez, brings about 20 years of experience in healthcare marketing to us. Not only does he have a fresh framework for thinking about marketing, but he also gives several concrete tips that you could put into place tomorrow to build your practice. We also included a little bonus discussion at the end where we break down the value of a clear marketing strategy. Enjoy!

    Cool Things Mentioned

    Featured Resource

    I am honored to partner with two AMAZING companies to help improve your testing practice!

    PAR is a long-time supporter of the Testing Psychologist podcast, and I will continue to bring you featured items from their catalog! Listen to each episode for specific product recommendations and links. Learn more at www.parinc.com.

    TherapyNotes is the leading EHR system for mental health practitioners. I’ve used TherapyNotes for over 10 years, and it just keeps getting better. Use this link and the promo code “testing” to get two free months and try it for yourself! www.therapynotes.com/testing

    The Testing Psychologist podcast is approved for CEU’s!

    I’ve partnered with At Health to offer CE credits for podcast episodes! Visit this link to access current and past episodes available for CE credit. You can use code “TTP10” for a discount on ALL the course credits you purchase from At Health!

    About Saul Marquez

    Saul Marquez is a prominent figure in healthcare digital marketing, serving as the founder and CEO of Outcomes Rocket, a global digital marketing agency that helps health technology companies that struggle to get customers or don’t have enough customers to scale their business as quickly as they had planned to or would have liked to.

    Get in Touch

    About Dr. Jeremy Sharp

    I’m a licensed psychologist and Clinical Director at the Colorado Center for Assessment & Counseling, a private practice that I founded in 2009 and have grown to over 20 clinicians. I earned my undergraduate degree in Experimental Psychology from the University of South Carolina before getting my Master’s and PhD in Counseling Psychology from Colorado State University. These days, I specialize in psychological and neuropsychological evaluation with kids and adolescents.

    As the host of the Testing Psychologist Podcast, I provide private practice consulting for psychologists and other mental health professionals who want to start or grow psychological testing services in their practices. I live in Fort Collins, Colorado with my wife (also a therapist) and two young kids.

    Ready to grow your testing services? Click below to schedule a complimentary 30-minute pre-consulting call!

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  • 459 Transcript

    [00:00:00] Hello everyone. Welcome to The Testing Psychologist podcast. I’m your host, Dr. Jeremy Sharp, licensed psychologist, group practice owner, and private practice coach.

    Many of y’all know that I have been using TherapyNotes as our practice EHR for over 10 years now. I’ve looked at others and I just keep coming back to therapy notes because they do it all. If you’re interested in an EHR for your practice, you can get two free months of TherapyNotes by going to thetestingpsychologist.com/therapynotes and enter the code testing.

    This episode is brought to you by PAR.

    The new PAR training platform is now available and is the new home for PARtalks webinars, as well as on-demand learning and product training. Learn more at parinc.com\resources\par-training.

    Hey everyone. Welcome back to The Testing Psychologist. [00:01:00] In April of 2024, I said goodbye to about 20 clinicians and staff for my practice. Today, I’m sharing what led to that decision to scale down instead of scaling up, which is I think the hardest decision of my professional career.

    Let’s get into it.

    All right, everyone, like I said in the intro, I made a big decision in the spring of 2024 to scale down my practice from about 40 clinicians and staff to our current state of 18 clinicians and staff. I essentially eliminated counseling as a service line in our practice and chose to pivot back to only doing testing. [00:02:00] For people who were very close to me, this was not a huge surprise, but to folks just outside the innermost circle, I think it was.

    I’ve wrestled with whether to share the story and decision-making process here on the podcast, but the feedback from people I have told so far has been positive. I’ve learned that there are many practice owners out there who are considering a similar move. I hope that maybe some elements from my experience might be helpful if you are also considering a change in your practice or your life.

    First off, I have to say this was probably the most humbling experience that I’ve ever had. For better or for worse, I can generally do what I want to do and accomplish the things that I set out to accomplish. I recognize the privilege in that, but I am used to being relatively [00:03:00] successful. If I work hard, I can generally get things done that I want to get done. I am used to being bright enough or athletic enough or whatever enough to reach the goals that I set.

    But through this process, I had to come to terms with the reality that I was simply not skilled enough as a leader or director to guide our practice through a very challenging period of growth. I think that it’s challenging for many practice owners from what I hear and see. There are a lot of factors and people involved, of course. It wasn’t just me, but in the end, this was incredibly humbling. I had to come to terms with the fact that I didn’t make the right decisions over the last couple of years to help us scale successfully, or at least scale in a way that felt sustainable for myself and our [00:04:00] employees.

    I think this is a tough chasm to leap for a lot of businesses when you hit that point of I think it is around 30, 40 employees where you have to make that choice of, are we scaling big and going all in on leadership, hierarchy, policies and rules and procedures, or are you going to stay relatively small and continue to operate as a more close-knit business.

    I will give some history and context to show you what I mean when I say that there were some decision points over the years, looking back that I think could have gone differently. And then ultimately, I’ll talk about what it’s like to be here now and the rest of the process.

    Going way back, I think, COVID was such a blessing and a curse to us. Like [00:05:00] so many other practice practices out there, we grew substantially. It was exciting and it was really easy. We spent no money on marketing because referrals were just coming in left and right. We opened a second location in a pediatric primary care office and added 5 additional practitioners in under a year from March 2020 to January 2021.

    Looking back though, I think this was honestly the beginning of the end, so to speak. This was the first big leap from a leadership standpoint that I don’t think I did well. Managing two locations was almost immediately hard. I had trouble creating the same culture in the second location that we had built at our main office. Our main office clinicians were questioning why we needed the second location. They didn’t understand why we were putting so much energy into it. Everyone got along well, but this is the first time that folks, I think, started to question my [00:06:00] decisions as our director and I didn’t share the information in a way that was compelling or reassuring to them. I could tell them my rationale for adding that second location didn’t make sense.

    We eventually, I thought moved past it and settled into the two locations set up, but looking back, I think I could have done a much better job integrating the two sites, explaining the rationale for adding the second site, listening to their concerns, and honestly, changing course if needed, but I had a plan, I stuck to it, and for better, for worse, that was the course that we took.

    Now, as we grew, it became clear that I could not handle all of the leadership tasks in our practice. I had a fabulous assistant Director who had been with me for a long time, but in 2021 people in our practice were begging me to create more of a leadership team and let other people handle important tasks so that I wasn’t creating such a bottleneck in our [00:07:00] practice.

    And this is when we embarked on the EOS journey, which is pretty well chronicled in my podcast series with that same name. I love EOS as a system and have kept many of the principles in place through our right-sizing process, but Implementing EOS was very challenging looking back.

    First off, we had to choose a leadership team. There are only so many spots on the team. They recommend that you keep your leadership team to 3 to 5 individuals. At that point, there was one of our clinicians who was pretty upset at not being included. That person soon announced their departure from our practice. That was the first long-term employee to take off on their own.

    While creating a leadership team was necessary and helpful in many ways, it started us down the path of inherently creating a hierarchy that wasn’t present before. And I think a better [00:08:00] leader could have handled this change more effectively both by talking with folks about it, managing the process, talking with the individual who was upset, but I was caught up in the excitement of becoming “a real business”. That’s certainly what it feels like to implement something like EOS. It felt like we were doing the right thing and it was exciting. The promises were really attractive and very helpful in many ways, but I think the missing piece from that was change management. EOS will tell you what to do and how to do it, but it does not address the ripples and waves in some cases that it will create in your business when you make big changes.

    With this hierarchy came performance evaluations and a sticky dynamic of friends managing friends, myself included [00:09:00] as people were promoted, so to speak. It also introduced the idea of promotions and many upsides. I think there was also a dark side though, when one person gets promoted, someone else doesn’t.

    All this to say the introduction of EOS with the leadership team, the structure, the accountability, the goals, the values, it was a lot of change all at once that introduced a bunch of new variables into our practice, which meant that our employees had a veritable buffet of circumstances to react positively or not so positively to. Through it all, I kept powering through sticking to the plan and assuming that folks would feel better with time. Now, again, I wish I would have made more space for discussion, change management, and processing with the staff because I think it became clear soon enough that [00:10:00] resentment or discontent was growing.

    Fast forward, 12 to 18 months, and now we’re in probably the spring or summer of 2023. We had peaked at over 40 clinicians and staff, which was a fact that I think like a lot of you, maybe I’m projecting, I’m probably projecting, a fact that I was carrying around with a lot of pride because growth is everything, right? The number of employees and top-line revenue. These are the things we pay attention to. These are badges of business ownership pride.

    I got a lot of recognition for that in our community and elsewhere. When you tell people you’re running a practice of 40 people, there’s a look that comes over their faces. I’m embarrassed/ashamed to say that that was very affirming.

    By this time, our leadership team had grown [00:11:00] to include me as our director, visionary, our assistant director, admin and finance director, counseling director, and assessment director. Then we had second-tier coordinators under each director and clinical supervisors under the coordinators and we were just working so hard as a team to find all the gaps in our policies, procedures, HR stuff, and compensation structure. It felt really good. We were growing. The team was growing. We were solving so many problems.

    We introduced a salary structure to provide more consistency to clinicians and more predictability for payroll. We’re still on salary, by the way, I think that’s been a good model. On paper, everything seemed good and headed in the right direction there in the summer of 2023.

    But again, looking back, I could have done a lot more to manage through the changes. Salary in particular was a [00:12:00] tough change to implement. We thought that we were doing a good thing. I know in some cases, companies institute salaries to have people work more and not get paid for the hours, but we structured it in a way that was as close to the hourly model as possible, where we did a base salary that was contingent on a certain number of weekly billed hours, but then we did a quarterly commission for any extra hours that were worked beyond the base hours. So all the hours were accounted for somehow, but folks had a lot of questions and understandably at times it seemed almost suspicious of the change- like the leadership team was trying to take advantage of them.

    This is one of the first times that I remember a thought popping into my head that went something like, we’re doing the best that we can and think we have everyone’s best interest in mind, but it’s [00:13:00] not enough. What will it take from the leadership team to do this the right way?

    And now this is a moment of transparency for me. This dynamic of not being able to do things right despite my best intentions. This is a deeply held script or belief. It came up in my family of origin. It came up in my romantic relationships, my marriage. I absolutely own my part in this. This is a button for me. Others on the leadership team, I think we’re feeling similarly, but either way, this is a clear teaching moment that for me, again, that hard work and good intentions were definitely not enough to be successful in this particular aspect of business. Again, the change management part and the making room for feelings, dissent, and questions, right?

    [00:14:00] Another part of the salary transition was that folks all of a sudden were accountable for a certain number of clinical hours each week. So this put more pressure on them to retain clients, more pressure on the admin team to fill their spots, and introduced the idea that the leadership team was keeping track of people’s work much more closely. This created a weird dynamic. People were anxious about meeting hours and they were also very vigilant about being paid for every hour that they were working, understandably.

    If I could do it again, I don’t know if a salary model makes sense, especially for therapists who are mostly used to an hourly model of compensation. I think salary works well for testing folks because it’s more predictable and you’re booking more hours at once in a sense, but therapists were more prone to cancellations and caseload fluctuations with the seasons. That was really hard [00:15:00] to navigate through that and design a salary structure that made sense, was reassuring and secure for them.

    All that said, we were still, I think, optimistic as a team and a practice in the summer of 2023. We were moving right along. We had hired some great staff. We were sticking to EOS. There were all these issues to solve and policies to tweak, but it felt like we were running a real business. 

    And then came Crafted Practice in early August of 2023. For those who don’t know, this was my in-person business coaching event for testing psychologists. It was a four-day event with small groups and speakers, downtime, relaxing, business development. This event was so fun. I came back from Crafted Practice last year, completely on fire for the consulting work, particularly [00:16:00] for hosting these in-person events. It was the most fun, rewarding, enriching professional experience that I had had in a long time. Most importantly for this podcast conversation, it presented a stark contrast to running the practice. It reintroduced me to the idea that work could be fun, rewarding, and even easy all at the same time. It felt like, honestly, how my practice used to feel. 

    I came back from the event and met with my accountability group, two other group practice owners who I’ve met with for years. They’re incredible. And they were like, Oh my gosh, dude, you are glowing. My wife said the same thing. This was notable.

    Why am I telling you this? Because again, it introduced the idea that work didn’t have to be quite so hard. I didn’t realize it at the time, but [00:17:00] running such a large practice had become relatively tough and stressful. We were doing good work and I had a great leadership team and a great staff. Everybody here was great, but it was hard. We had great people and there were at the same time always people problems per se to work through that ranged from small to really big. So even with this seemingly clear message, hindsight is always 20, 20. I was getting this message from the universe and people close to me. It took a few months to even consider any kind of a different path.

    I was so locked into making the practice work because to do anything different in my mind would mean that I had failed. I had failed at growing this practice. I’d failed at being a leader. I had failed my employees, my team, and I had a really hard time seeing past that all-or-nothing view. [00:18:00] It was either keep growing and getting bigger or it was a complete waste of time and a complete failure. And the last several years were just wiped off the map. This fear of failure and inability to see it as anything different kept me, I think, paralyzed for quite a while.

    But then in winter and spring of 2024, things really started to accelerate for a few reasons. The first is that I did a think week, which I’ve talked about here on the podcast before, in December of 2023. I didn’t actually do any work. I just meditated, not really, I don’t meditate, but did a lot of thinking, walking, running, sitting beside a lake reading. I did a lot of thinking about the practice and my work life [00:19:00] and my personal life to try and get some clarity on what was going well and what wasn’t going so well. I started to dive into some of those questions that I brought up in the podcast two weeks ago of what would this look like if it were fun? What would this look like if it were easy? What am I enduring that I don’t necessarily have to? This think week started a snowball rolling slowly downhill that would pick up speed really quickly over the next few months.

    Let’s take a break to hear from a featured partner.

    Y’all know that I love TherapyNotes, but I am not the only one. They have a 4. 9 out of 5 star rating on trustpilot.com and Google, which makes them the number one rated Electronic Health Record system available for mental health folks today. They make billing, scheduling, notetaking and telehealth all incredibly easy. They also offer [00:20:00] custom forms that you can send through the portal. For all the prescribers out there, TherapyNotes is proudly offering ePrescribe as well. And maybe the most important thing for me is that they have live telephone support seven days a week so you can actually talk to a real person in a timely manner.

    If you’re trying to switch from another EHR, the transition is incredibly easy. They’ll import your demographic data free of charge so you can get going right away. So if you’re curious or you want to switch or you need a new EHR, try TherapyNotes for two months absolutely free. You can go to thetestingpsychologist.com/therapynotes and enter the code “testing”. Again, totally free, no strings attached. Check it out and see why everyone is switching to TherapyNotes.

    I’m excited to tell you about PAR’s all-new PAR training platform, an elevated online learning environment with everything you need in one place. This is the new home for PARtalks [00:21:00] webinars, many of which offer APA and NASP-approved CEs and also houses on-demand learning tools and PAR product training resources. Best of all, it is free. Totally free. To learn more, visit parinc.com\resources\par-training.

    All right, let’s get back to the podcast.

    Another thing that happened right around that time was that we had a relatively major people problem in our practice that was super stressful. I’m purposefully keeping the details vague, but suffice it to say, it was really difficult to work through that.

    And then as time went on, this feeling of what more can we do for our staff intensified and was capped by a pretty pointed experience in, I [00:22:00] think it was February of 2024. Myself and the leadership team had just put a lot of effort into communicating with our staff over the last few weeks. We held a retreat for the testing team to talk about practice issues, made a lot of space for discussions, invited feedback, and from our perspective, generally poured into the team to try and rebuild some of that trust and connection.

    Along the way, we were having people fill out a feedback form twice a month just to check in, and get their feedback on how the practice is going, their work experience, and that sort of thing. Immediately after all of these efforts to try and reconnect and rebuild with our staff and like I said, putting a lot of energy into that, we got one of [00:23:00] those bi-monthly feedback forms back and someone wrote, “I have zero trust in our leadership team.” And even saying it right now, it still carries a lot of weight. It was a true gut punch in that moment after all of our efforts.

    It’s hard to talk about this. I fully recognize that people have different experiences and perceptions and so forth and they’re absolutely entitled to share their feedback and that’s what it’s for. Looking back again, it was just tough. It was just really tough to be trying hard as a leadership team and to get that feedback.

    But out of everything, the most important piece [00:24:00] in this whole puzzle was a trip to visit my parents in early March of 2024. This was about six months ago now. Something about this visit changed me. I can’t put my finger on why exactly, but during that visit, it suddenly became very clear that my parents were dying, they’re not actively dying or sick or ill or anything, but just the idea that they were getting older and they would not be around forever. They’re now over 70. My mom at particular has had a long road. She’s battled MS since her early 30s. And then she went through chemo last year for cancer. My dad’s had some health problems recently. And during that visit home, it really hit me that I could only have a few more good [00:25:00] years with them.

    Whatever it was, once I let those thoughts actually sink in, confronted and embraced some of those thoughts, it opened the door to all sorts of existential existential angst. It was a short leap from there to recognize that I maybe have 4 to 5 good years with my kids before they move out. I have an 11 and 13 year old. I’m going to be 50 around that same time. And so on. This is what we go through. I finally realized and came to terms with what people have been dealing with since the beginning of time, which is that life is actually short. And this more than anything, just made me think really hard about how I was spending my time.

    And so pretty [00:26:00] soon after I looked closely at nearly every part of my life, my marriage, which is thankfully amazing and solid, my time with the kids, my relationship with friends and family. Of course, it made me turn a close eye toward my work because I spent so much time and energy there. And within the work world, I spend the majority of my time working on my practice. So I looked at it very closely in this process. And once that door opened, that snowball from earlier really picked up speed. I dug into every aspect of the practice to evaluate whether it was easy, fun, fulfilling. During that process, I found out pretty quickly that counseling as a service line was creating a lot of the hardship in the practice, not my counselors by any means, but counseling as a service line.

    For one thing, it wasn’t very profitable [00:27:00] because there is so much unbillable time for counseling like note writing, case management, follow-up, things like that. We pay people for that time, which I do not regret, but it is an unbillable time. It’s hard.  For another, we built out so many leadership positions related to counseling that we were paying a ton of non-revenue generating hours to keep counseling going. So we had at that point, a counseling director, a group coordinator, site coordinators, and supervisors. It all added up. Most of our counselors were pretty experienced master’s level folks, which was awesome, but also expensive relative to what we were getting reimbursed.

    The therapists themselves were also understandably more, I don’t know if critical is the right word, but vigilant about our compensation model. [00:28:00] With Hedway and Alma and SonderMind paying therapists over $100 an hour, I think they were always evaluating whether they were getting paid enough here and where the money was going and why it wasn’t more. And like I said earlier, the admin lift as well, just to keep counseling caseloads full, was a lot. It was causing a lot of stress for therapists and for the admin team.

    So when all the data was in front of me, it was honestly a no-brainer. I needed to find some way to scale back the practice and focus on testing, and drop some insurance. But the huge hangup, of course, was the people. I loved my staff. I always have. I’ve always felt like we’ve had an amazing staff of good people and good clinicians and the thought of saying goodbye to them, in my mind, also disappointing them, running the risk that they might be mad at me, this was [00:29:00] brutal.

    I also had to deal with a lot of identity issues in this process on who I would be if I was not the big practice owner in town. Those thoughts of failure were just going full force again. I second-guessed myself. I tried to find ways to keep everyone. I ran a million financial models, messed with the numbers and I got wrapped up in all the other details, like would we get out of our office leases? I was literally trying to find any reason not to make this decision and do it, but in the end, two things happened that pushed it over the edge for me.

    One, I talked to my assistant director. She was incredibly supportive. She shared that she had been feeling burned out and unfulfilled as well, [00:30:00] which was validating. She was on board with trying to figure out a way to scale back.

    The second was my accountability group that I mentioned earlier. Thank the Lord for them. If you all don’t have a good accountability group, please go find folks that you trust who can support you when you need it. But one of the other practice owners in my group was very direct and she said, you need to stop messing around. Pick a date, tell people ASAP, and figure out how to make it happen. She really held my feet to the fire. So I talked to my wife. She totally agreed. And at that point, I think just having permission and a firm date was all that I needed. And then it was just figuring out how to do it and what to say.

    And so in mid-April of this year, I sat down and did about three days of individual conversations with all of [00:31:00] our therapists about this transition. We tried to give as long of a runway for both them and their clients to adjust and make new plans. So we set their last day as June 24th. This gave them two months to figure things out. I let them know that they could take all their clients with them and that we would support them in starting private practices. We would write letters of reference for any jobs they applied for. We would send clients their way if at all possible. Of course, the leadership team brainstormed how to handle any clients who needed referrals and we consulted with our attorney to make sure we weren’t treading into the world of client abandonment or anything like that.

    I’m not going to lie and say that it went super well. Everyone was kind but there were definitely some tears and some upset feelings in the two weeks after the announcement. [00:32:00] And for someone who’s relatively conflict-averse and hates the idea of making people mad or not being liked, this was pretty tough.

    From that point, it was a lot of logistics talking with our HR rep to make sure we were following appropriate procedures. She insisted on calling this a mass layoff, which killed me. I hate the sound of that. But that’s what she insisted we call it we were supporting staff and clients with the transition, all their questions and just planning for what the practice would look like afterward.

    So where are we now?

    If I am being honest, it is like night and day. The vibe among our staff is very positive. We are laser-focused on testing and doing the best that we possibly can for our clients. Our admin team [00:33:00] is more focused and pull in fewer directions and I have way fewer meetings on my schedule which is incredibly liberating and a lot less stressful. We’re also significantly more profitable so far, which doesn’t hurt.

    There are still some hiccups, of course. The biggest one is that I currently have three office leases on the books because I haven’t been able to sublet them. Over the past eight years here in this building, we have gradually accumulated office suites here on this floor and we have way more space than we need because we all consolidated into the main suite. So I have three leases that I’m trying to get rid of. It’s substantial on the books. I’d like to get that taken care of soon. So that’s one thing.

    I’ve also had to take back more tasks that were previously delegated to the leadership team.[00:34:00] And that’s fine. It’s actually forced me to get more efficient, utilize some new software to help out with different processes, and it’s generally very positive. I’m working with Fractional HR rep to handle the HR side of things. And that is a huge help and takes care of a lot of the minutiae that I otherwise don’t want to do.

    I still have some lingering what ifs tied to the failure thing, which I haven’t totally made peace with. I do think I could have done things differently and ended up in a better place with a larger practice. But all in all, so far, two months in, I’m much happier, I’m more present with my staff, which I love. I’ve recognized, I think I’m a much better small staff leader than a large staff leader because I enjoy those one-on-one connections. It was really tough to grow and put more [00:35:00] layers between me and the staff. I’m more present with the folks that are here, more present with my family. I’m getting a lot more enjoyment from the work. I’m seeing more clients because I have the time and energy to do so. All in all, so far, so good.

    To start to close, I have to say that it felt very self-indulgent to record this podcast. I am fully aware that this is not all about me which is tough. I’m not a spotlight kind of person and I’m certainly not a victim here by any means. It’s generally much easier to be the one making these decisions than the ones who have to live with them as employees.

    That said, I’m sharing it because I think there are many folks out there wrestling with similar stuff. Like I said, I’ve had more and more conversations with folks over the last few months [00:36:00] as I’ve shared some of this and it seems like the more people I tell, the more come out of the woodwork to say that they are also somewhat unfulfilled, feeling discontent with practice ownership, really asking that question of, is this worth it to grow and grow and grow?

    And so the hope is that some of you might be listening and let yourselves consider that possibility of doing something different that could be more enjoyable and in alignment with how you want to spend your life. Our practices can take over and become a machine that feels impossible to get out of or change, but you always have the choice to steer it in a different direction.

    So if you’re considering a big change or recently made a big change, I’d love for you to reach out. Let me know. Tell me your story. It’s jeremy@thetestingpsychologist.com.

    As always, thank you for listening. You can expect some updates over time as this new model evolves. In the meantime, I’ll leave you [00:37:00] with the questions from two episodes back. Those questions were, what would your practice look like if it were easy? Where are you having the most fun in your practice? What is the most fulfilling aspect of your work? Whatever you come up with, I hope that you can head toward those answers.

    All right, y’all. Thank you so much for tuning into this episode. Always grateful to have you here. I hope that you take away some information that you can implement in your practice and in your life. Any resources that we mentioned during the episode will be listed in the show notes so make sure to check those out.

    If you like what you hear on the podcast, I would be so grateful if you left a review on iTunes, Spotify, or wherever you listen to your podcasts.

    If you’re a practice owner or aspiring practice owner, I’d invite you to check out The Testing Psychologist mastermind groups. I have mastermind groups at every stage of practice [00:38:00] development, beginner, intermediate, and advanced. We have homework. We have accountability. We have support. We have resources. These groups are amazing. We do a lot of work and a lot of connecting. If that sounds interesting to you, you can check out the details at thetestingpsychologist.com/consulting. You can sign up for a pre-group phone call and we will chat and figure out if a group could be a good fit for you. Thanks so much.

    The information contained in this podcast and on The Testing Psychologist website are intended for informational and educational purposes only. Nothing in this podcast or on the website is intended to be a substitute for [00:39:00] professional psychological, psychiatric, or medical advice, diagnosis, or treatment.

    Please note that no doctor-patient relationship is formed here, and similarly, no supervisory or consultative relationship is formed between the host or guests of this podcast and that listeners of this podcast. If you need the qualified advice of any mental health practitioner or medical provider, please seek one in your area. Similarly, if you need supervision on clinical matters, please find a supervisor with expertise that fits your needs.

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  • 459. The Hardest Decision I’ve Ever Made as a Practice Owner

    459. The Hardest Decision I’ve Ever Made as a Practice Owner

    Would you rather read the transcript? Click here.

    In April of 2024, I said goodbye to about 20 clinicians and staff from my practice. Today, I’m sharing what led to the decision to scale down instead of scaling up – the hardest decision of my professional career.

    Cool Things Mentioned

    Featured Resources

    I am honored to partner with two AMAZING companies to help improve your testing practice!

    PAR is a long time supporter of the Testing Psychologist podcast, and I will continue to bring you featured items from their catalog! Listen to each episode for specific product recommendations and links. Learn more at www.parinc.com.

    TherapyNotes is the leading EHR system for mental health practitioners. I’ve used TherapyNotes for over 10 years, and it just keeps getting better. Use this link and the promo code “testing” to get two free months and try it for yourself! www.therapynotes.com/testing

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    About Dr. Jeremy Sharp

    I’m a licensed psychologist and Clinical Director at the Colorado Center for Assessment & Counseling, a private practice that I founded in 2009 and have grown to over 20 clinicians. I earned my undergraduate degree in Experimental Psychology from the University of South Carolina before getting my Master’s and PhD in Counseling Psychology from Colorado State University. These days, I specialize in psychological and neuropsychological evaluation with kids and adolescents.

    As the host of the Testing Psychologist Podcast, I provide private practice consulting for psychologists and other mental health professionals who want to start or grow psychological testing services in their practices. I live in Fort Collins, Colorado with my wife (also a therapist) and two young kids.

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  • 458 Transcript

    [00:00:00] Dr. Sharp: Hello everyone and welcome to The Testing Psychologist podcast. I’m your host, Dr. Jeremy Sharp, licensed psychologist, group practice owner and private practice coach.

    Many of y’all know that I have been using TherapyNotes as our practice EHR for over 10 years now. I’ve looked at others and I keep coming back to TherapyNotes because they do it all. If you’re interested in an EHR for your practice, you can get two free months of TherapyNotes by going to thetestingpsychologist.com/therapynotes and enter the code “testing”.

    This episode is brought to you by PAR.

    PAR offers the SPECTRA: Indices of Psychopathology, a hierarchical-dimensional look at adult psychopathology. The SPECTRA is available for paper and pencil assessment or administration and scoring via PARiConnect. Learn more at parinc.com/products/spectra.

    [00:01:00] Hey everyone. Welcome back to the podcast. I’m excited to have a returned set of guests today. If you are new to the podcast, you’re in for a treat, if you have been listening for a long time, then you know how fantastic these guests are. I’ve got Rachel and Stephanie from the Learn Smarter Podcast back to talk with me about AI in learning.

    If you don’t know them, Rachel is a board-certified member the Association of Educational Therapists and the owner of Kapp Educational Therapy Group in Beverly Hills, California. She is a co-founder and co-host of the Learn Smarter Podcast.

    She grew up in LA, and had a wonderful public school experience in LA United School District then went on to attend UC Berkeley. She found educational therapy after teaching preschool for 7 years and is obsessed with helping struggling learners thrive in school.

    Stephanie Pitts is a board-certified Educational Therapist and the owner of My Ed Therapist, a [00:02:00] group practice in Redondo Beach, as well as a co-founder and co-host of the Learn Smarter Podcast. Known as “The Game Whisperer,” with a collection of over 200 games she uses with her clients, Stephanie expertly weaves fun and play into her work.

    She is an LA native and received her B.A. in Sociology from USC and a Master’s Degree in Education from Pepperdine University. She completed her Certificate in Educational Therapy at CSUN and has been trained as an Academic Coach. In her free time, Stephanie enjoys spending time with her two dachshunds, traveling, and spending time with friends.

    Rachel and Stephanie are back. We’re talking about AI in educational therapy and learning. This is super interesting, we’re talking about AI a lot in the assessment world, and I thought it’d be great to bring Rachel and Stephanie on because they are working with students on the front lines day in, day out, helping them do their best [00:03:00] and I know that AI has made its way into that environment as well.

    Here are a few things that we discuss during the episode; we talk about some of the most common applications of AI for school-age kids, we talk about school attitudes toward the adoption of AI, we talk about parent attitudes toward AI, and we have a discussion about the philosophical views on AI in the sense of whether it’s ultimately a good or bad thing for learners. I think you’ll find that to be an interesting discussion.

    As usual, we talk about a lot of other things, it’s always a dynamic and engaging conversation with Rachel and Stephanie. So I am happy to bring you this conversation about AI in learning.

    [00:04:00] Rachel and Stephanie, welcome back to the podcast.

    Stephanie: Thank you so much for having us.

    Rachel: Thank you so much for having us.

    Dr. Sharp: Oh, that was good.

    Stephanie: I tried to in sync, but it didn’t work but it almost.

    Dr. Sharp: That was pretty good.

    Rachel: We did all right.

    Dr. Sharp: You did do all right. You’ve had some practice. I think this is y’all’s maybe fourth time on the podcast. You are definitely getting up there in terms of frequent flyers here on The Testing Psychologist.

    Rachel: I love it. We’ve done it even on ours several times as well.

    Stephanie: Yeah. Oh, I was going to say, what happens when we get like the frequent flyer?

    Rachel: I want to get a five-timers jacket. You’re going to have to send us some swag or something.

    Dr. Sharp: Absolutely. Yes, jackets it is. I’m excited to talk with y’all. We’re talking about AI and how y’all are seeing AI in your [00:05:00] world, your work with students, homework, and educational therapy. So there’s so much to talk about here.

    I think everybody’s super excited and maybe scared of AI. I’m enjoying having conversations with folks in different worlds about what this looks like and how people are using it. So thanks for coming on and being able to do it.

    Rachel: Always.

    Dr. Sharp: I’m going to start with a big philosophical question that we’ll see where it sends us. Generally speaking, how do y’all feel about the use of AI in the work that you do with the kids? Do you feel like it’s a tool that all kids should be learning how to use? Are you more in the camp of, no, this is like cheating. We need to limit it and clamp down a little bit or some other perspective that I haven’t thought of?

    [00:06:00] Rachel: This is Rachel talking. I look at it as I look at a lot of technology, which is that it’s a tool, it’s not going away. And so it’s our responsibility to teach the learners that we get to work with how to use it ethically, how to use it responsibly and to use it to their advantage, especially the populations that we work with, they need the shortcuts to get to the end result.

    AI isn’t perfect. You can’t always trust it completely. A lot of the learners that we work with don’t know that about it because it’s not a perfect technology yet. I’m down for going down that path with learners who are using it in a morally responsible, meaningful way. Stephanie, what do you think?

    Stephanie: I totally agree because it is a tool. [00:07:00] It’s just the Google on steroids, how long has anybody been using Google to find out the answers? We have. I agree, it’s definitely about how to use it responsibly, but how to use it in a way that’s going to work for you because it’s not always about having it write an essay for you. That’s not ethically not into that, but getting some of the information that you want to include in your essay is much easier than flipping through a book.

    The learners that we work with, if they’re looking for a quote, they could be looking for hours and lose track of time and then they’re not getting anything productive done. I don’t think the skill of finding a quote, I’m using that as an example, is something that we need to hone in on having them [00:08:00] practice so much as what are they going to do with the information. That’s more of how I treat it.

    Dr. Sharp: I totally agree.

    Rachel: I don’t mean to interrupt, Jeremy, but just because it’s an available option, you still have to ask it something. And so the learners that we work with don’t always know what to ask so it’s not something that is necessarily what I’m seeing right now. It isn’t their first go-to.

    Stephanie: No.

    Dr. Sharp: See, that’s interesting.

    Stephanie: And they’ll ask full questions like several-sentence long questions sometimes, and it gets a little muddled because they don’t know what to ask or how to ask it. And so that is definitely something that I’m seeing and trying to work on with them.

    Rachel: Stephanie, we’ve talked about this for years because they don’t [00:09:00] know what to Google either. You can say google it, but they don’t know what to …

    Stephanie: Or search it up.

    Dr. Sharp: Search it up. A side note, I feel like that phrase “search it up” has become popular over the last six months. I feel like my daughter picked it up somehow and her friends are saying. It’s no longer google it or look it or search, it’s search it up.

    Rachel: I am feeling so old because that’s the first time I’ve ever heard you say it. I’ve never heard it before. Maybe it’s just the first time though, wrapping a conversation about the phrase.

    Stephanie: No it’s been probably a good year or two, at least, of the kids correcting me when I say google it and they say, search it up. I went, ooh.

    Rachel: Okay. All right, let’s meet them where they’re at. All right, fine.

    Stephanie: I got to be with the lingo, guys.

    Dr. Sharp: Oh my gosh. It’s a full-time job.

    [00:10:00] Stephanie: I can with the rizz, I can with the breeze.

    Rachel: Oh, I hear this.

    Stephanie: That’s another thing.

    Dr. Sharp: We can do a whole podcast.

    Rachel: We can do a whole podcast on language.

    Dr. Sharp: You’re right though, I was listening to a podcast the other day that was talking about how googling in itself or searching it up in itself is a skill. We take that for granted or I do in a way, that people just know how to successfully google. If you don’t have that down, then using AI is going to be even tougher because the prompts and the language are a little more nuanced and complicated.

    So y’all are finding, it sounds like, some kids not all, sounds are working with it, using it but it’s still imperfect.

    You’re still finding a lot of challenges with it. Is that fair?

    Stephanie: Yeah.

    Rachel: Yeah. [00:11:00] There’s certain things that as we are digging more into AI, we are learning about it as well. Let’s say that you go into ChatGPT to ask a question and you want to find peer-reviewed articles on a certain topic, ChatGPT will just make up citations.

    If learners don’t know that, you can’t get it to authentically search, but you have to push it to be like no, I don’t want an idea of what a peer-reviewed article could be, I want an actual legitimate one. It can discover that for you, but you have to know there is a lot of gaps in it.

    Stephanie: There’s a lot of follow up questions that you need to ask to get it to what you really want it to be.

    There’s multiple steps in using ChatGPT, for instance, [00:12:00] if you’re trying to get to an answer. It’s not a one-stop shop.

    Dr. Sharp: Right. How are you seeing students use it primarily? Those who seem to be into it, what are they coming to you with? How’s that coming up in the work that you’ll do?

    Stephanie: I have a kid who uses it when he’s reading and he needs to do notes on the reading, but it is so much reading and so time-consuming to stop-go, stop-go. He’ll do it after and pull up the main points of the reading and then he’ll make the notes off of that. So he’s using it that way, and it works very successfully for him, and he’s much faster.

    Rachel: I don’t see how that’s any different than us telling a learner, go find the summary of something so you [00:13:00] know what you’re about to read.

    Stephanie: It’s literally like CliffsNotes back in the day.

    Rachel: Yeah. I see learners going to it to ask for clarification on a topic that maybe they don’t understand, helping them to maybe interpret prompts that are difficult, because that’s of the things that we talk about a lot, especially in their later years of school, middle school, high school and college, you’ll get a prompt, but there’s no question, and that’s what they’re looking for. What am I supposed to answer if there’s not a question?

    Stephanie: It’s very confusing.

    Rachel: It’s very confusing. How do I start? We teach them in our practices how to break it down, how to interpret a prompt, but you can also bring it into ChatGPT and have it derive its own questions from it by simply saying, [00:14:00] can you turn this into answerable questions for me? And that, to me, is also ethically and responsible way of using it.

    Stephanie: Absolutely.

    Dr. Sharp: Can you give me an example? I’m not sure if I know exactly what you’re talking about, using it to break down a prompt.

    Rachel: Okay.

    Stephanie: Oh, this is a goodie.

    Rachel: We’ve done lots of episodes on it, but let me give you an example. So you have a learner who’s in 11th grade. They’re writing on moth and butterfly. They’re reading that as the course. It’s a full page prompt, and there will be, this is what the topic should be. It’s just a bunch of sentences just explaining what you should think about writing about. And then it’s a third of the page on formatting and then a rubric at the bottom.

    Because there’s no who, what, when, [00:15:00] where, why or how statement or question, these learners that we work with will look at this. First of all, it’s overwhelming to them because it’s all signals based. There’s a lot of language on the page and they’re feeling burdened already with having to retain information from the book that they may or may not have read, if we’re being honest, and now they’re being asked to respond to it. It’s very overwhelming and complicated.

    So what we teach learners to do is, particularly in that initial paragraph, where it’s just a description of what they want to write about, we take each sentence and we turn it into a question. What that does is it allows them to go back and understand what the teacher is wanting from them or the assignment.

    It gives them some guideposts to at least get started down the path. That is absolutely a skill that all learners have to learn because [00:16:00] that’s how learners miss component parts of what’s being asked of them oftentimes, or they’ll get bogged down. A lot of the learners that will work with will immediately focus on the structure and format. Let’s say that they’re offered the opportunity to …

    Stephanie: That’s the clear part.

    Rachel: That’s clear. Let’s say you’re offered the opportunity to either write an essay or do PowerPoint or Google Slides. A lot of the learners that we work with, they’ll make the slides, they’ll make it look pretty, they’ll format it, but they have no content prepared because like Stephanie said, that’s the part that’s clear.

    What AI can come in and do is help clarify a lot of this stuff. We’re not knocking the teachers, sometimes the teachers are trying to leave it open-ended because they want the learners to be able to go where they want but for learners that we work with, who struggle with executive functioning skills [00:17:00] challenges, or have reading disorders or writing disorders, it’s very complicated. They don’t want that.

    Stephanie: Or autism or ADHD

    Rachel: Or autism or ADHD or auditory processing, whatever’s going on, they don’t like open-ended.

    Stephanie: Yes

    Rachel: And so we can use ChatGPT to narrow things down for them.

    Dr. Sharp: Yeah. I like that. I hadn’t thought of that as a use, but that totally makes sense. Especially, kids executive functioning concerns struggle with ambiguity and those open-ended questions.

    Stephanie: And even sometimes, I’ve done it with kids where we’ve talked about how to format what paragraphs would cover what. We’ve used ChatGPT to talk about that because when they have a little bit more direction and it’s a little more clear, it becomes easier. They can follow directions if they understand what’s being asked of them. And so that’s where it really can [00:18:00] be such a useful tool for them.

    Seeing them learn how to problem solve is how we’re teaching them to be autonomous, how to hold themselves up. What do you do when you don’t know what to do? That’s a great tool to use.

    Dr. Sharp: That’s a great point. I know there are folks out there, maybe educational purists of a sort who’d be like no, that’s cheating. It’s like the other side, you got to do all this on your own, but I totally agree, it is a tool to leverage the skills that you have and play to your strengths.

    Stephanie: It’s like wearing glasses, I’ve recently had to start wearing glasses all the time and this is a new thing for me, but it’s not like I’m cheating with my eyes. I’m just using a tool.

    Dr. Sharp: Right. That overlaps with the way that I have used it a [00:19:00] little bit myself even, for me, it’s a lot easier to edit than to create, if that makes sense. I think that’s true for a lot of folks.

    Stephanie: Just a little side note, in graduate school where Rachel and I met, we’d have assignments and I would not know where to start, like how to make it look or what the formatting or things like that. I would struggle with that tremendously.

    Rachel, on the other hand, that is her strong suit and she’ll bust something out in 2.5 seconds and then she’ll say, here, Stephanie, do it like this, and then I would go, oh, okay. And then I would do my own.

    Rachel: By the way, this still happens. As we are developing our own podcast episodes, I’m the one structuring it. I’m like, okay, this is what we’re going to talk about each component part and then Stephanie will go in [00:20:00] and fill in the gaps a little bit.

    This has separately taught me that, that particular skill of creating is not for everybody. And so that’s why we’re such good collaborators because we each bring different … Because let me be honest, I’m not interested in the nitty gritty a lot of the time. It works for us. From you, how are you using it?

    Dr. Sharp: I do a lot of create an outline. I have to do a two-hour presentation on autism assessment in kids for whatever audience. We’re getting into the weeds with AI, but the trick is hey, pretend you’re psychologists doing this speech, you’re going write this thing.

    Stephanie: In front of this amount of people.

    Dr. Sharp: And then I’ll do the thing like ask me 10 questions to help you [00:21:00] understand what this should be about and get more information. Ask me questions, I give the answers. And then it’s create an outline for a two-hour presentation. And then once I have that outline, then I can go in and be like, I don’t like this, or I do like this. Give something to bump off of and then fill in all the details.

    Rachel: It’s great for creating a framework as well. If you know how you think about something but you want to give it like a snazzy ABC framework or pop framework or whatever, it’s good at coming up with ideas for that as well. That’s a great use of it.

    It’s great for generating outlines, but you have to know what to feed it. You have to know what information it needs in order for it to be meaningful to you. And then you have to have the critical piece where it’s not cheating, I feel is [00:22:00] like, is the piece afterwards where you’re throwing out what doesn’t work and you’re bringing in what does and it’s just idea generation.

    Stephanie: Yeah.

    Dr. Sharp: Right. Y’all work with a lot of kids and teens, I’m curious, you said some kids are using it, most are not. What is the general vibe with AI for kids in y’all’s experience? How are they looking at it and thinking about it?

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    The SPECTRA: Indices of [00:24:00] Psychopathology provides a hierarchical-dimensional look at adult psychopathology. Decades of research into psychiatric disorders have shown that most diagnoses can be integrated into a few broad dimensions. The SPECTRA measures 12 clinically important constructs of depression, anxiety, social anxiety, PTSD, alcohol problems, severe aggression, antisocial behavior, drug problems, psychosis, paranoid ideation, manic activation, and grandiose ideation. That’s a lot.

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    All right, let’s get back to the podcast.

    Stephanie: It depends on the age.

    Rachel: I agree. I also [00:25:00] think it depends on how strict and clear the school is. There are a lot of schools that we work with locally to us who that honor code is so clear. There’s so much fear about overstepping and not living within the honor code because it is so emphasized so sometimes there’s reluctance to engage with it.

    Stephanie: Very much. Also some schools that provide computers, it’s blocked so sometimes we use my computer.

    Rachel: I feel like I understand why the schools would block it, that’s why there has to be a larger conversation about responsible digital citizenship, [00:26:00] because ignoring it, when they go to college, they’re not going to have a computer that blocks it. And when they’re working in the workforce, they’re likely not going to have a computer that’s blocked.

    So if we’re creating entire people, part of that is being responsible digital citizen in the way you’re using it. So I think what I am finding more often than not is the reluctance. Keep in mind, the population that we work with is narrow. These are kids who are struggling for some reason. They want to live within the bounds and they also, I feel like, want to do what their peers are doing. They want to be “typical”. Their friends aren’t having these conversations with each other.

    Stephanie: No, they’re not. Even within our own [00:27:00] practices, there’s a difference because most of the kids in your practice go to private school, most of the kids in my practice do not. There is a big difference in the honor code, for instance, and consequences are much higher in a private school setting than they are in a public school setting.

    Rachel: We’re talking about the people that we work with locally. The majority of the clients that we work with nationally are in the public school system, but I was absolutely talking thinking locally.

    Stephanie: It depends on the situation, unfortunately.

    Dr. Sharp: I was going to ask about that; what you’re seeing in the schools, at least, locally. I know it’s going to differ across the country, but it sounds like there’s a pretty good bit of variability in how schools are approaching it, too.

    Rachel: I think schools take a while sometimes to figure out how they feel about something. With technology moving so fast, [00:28:00] let’s be honest, sometimes the adults don’t know how things are being used and then there’s one bad apple ruining it for the bunch.

    Stephanie: It’s reactionary a lot of times. I know everybody’s trying to do the best they can. It doesn’t always look the same. It’s not always the right answer. I completely agree with teaching responsibility and teaching how you can use it because going forward as it progresses and gets smarter, it’s going to be helpful in a lot of ways where a lot of the population we work with, that is where they really struggle.

    [00:29:00] I remembered when people started to record and it would create the notes straight for them and the, oh, that’s cheating but now we’re doing it. Voice to text was cheating, but now it’s not considered cheating anymore. It’s got to go through its process and its time of people accepting it.

    Rachel: We’re board-certified educational therapists. Our job is to make it easier fundamentally, so that learners can access the information that they need to know and show their knowledge. That’s our job. It’s both components. It’s helping them receive the information, but also showing off what they know, so they can get credit for what they know.

    And so this is another resource that we should be taking advantage of. It’s another way of [00:30:00] making … We always say we’re down with the shortcut. If we can do something easier, let’s do it in an easier way.

    And just because it doesn’t look like the traditional way that the parent did it, this always comes up when parents are like, they should be studying for this class X amount of minutes a week or X amount of minutes a day. We’re always like, it’s not about time spent, it’s about that quality of learning that can happen in a much shorter period of time. It’s an analogy of it can look different than what we thought learning should look like.

    Dr. Sharp: The more that we learn about it and figure out how it can be useful, I feel like it is democratizing learning quite a bit. It’s opening doors for kids who may have gotten stuck on some of these other skills needed to study or learn or whatever it [00:31:00] may be. It’s a great shortcut to showcase some other skills for kids. That’s the hope.

    You said something interesting a little bit ago about how these kids are not talking about AI with their peers.

    That mirrors my experience, but I would love to talk more about it because, I was telling Stephanie before we started recording, I have a very soon to be 13-year old and he’s on Snapchat like a lot of kids are, and they introduced that SnapAI early on, a year ago, probably maybe more.

    He messed with it for a little bit and it was funny, but then he forgot about it. I haven’t heard anything about AI from my teenager in months. It sounds like that mirrors y’all experience too; kids are not necessarily talking about it with their friends. It’s not a big deal.

    Rachel: That’s my experience is that when I take it up as an option, I’m like, have you asked [00:32:00] AI about it? They were like, how do I do that? They’re not exploring it yet unless they’re really techie and into that stuff, in which case they’re all in and they’re showing us how to do it.

    Stephanie: Oh yeah, for sure. Or they have used it too, and it’s been so beneficial that they are then talking about how it’s helped them tremendously, so I think it’s one way for you.

    Rachel: That’s a big stopgap sometimes for these teams to getting a job is they don’t have anything to put on a resume, except they totally do. They just have to think about it creatively, but that can help.

    Stephanie: Yeah. And formatting, right?

    Rachel: Yes.

    Dr. Sharp: Yeah, there are so many capabilities. I’ve been using it to summarize articles. You can upload a PDF, like a research [00:33:00] article and tell it to summarize key points, main points, stuff like that.

    Rachel: There’s an app called Blinkist? Have you heard of this stuff?

    Stephanie: Mm-mm.

    Rachel: Jeremy, knows about it. I haven’t used it yet, but my understanding of it is that it basically takes these books and summarizes them. These are the main points you need to know. It’s like a 20-minute podcast about it. Is that accurate, Jeremy?

    Dr. Sharp: Yeah, that’s fair. It’s basically like audio CliffsNotes for books, but it’s pre-AI. It’s been around for 5 or 6 years. Maybe it was using AI, I don’t know but yeah, it’s that same thing that I find super helpful. With Blinkist, to go down that rabbit hole for a second, it wasn’t detailed enough for me like I wanted.

    Rachel: You got to [00:34:00] read the book.

    Dr. Sharp: Yeah. Exactly.

    Rachel: Got it.

    Dr. Sharp: That’s the cool thing about AI is I’ll go to it sometimes and say, hey, summarize this book. Tell me the main points and it’ll do that. And then I’ll say, give me more detail on point 3 and what that looks like, or give me an example or whatever, and it can do that. That’s valuable.

    Stephanie: It’s having a conversation with AI. We need to teach them how to have the conversation with the AI so that they can ask the question so that they can get the information that they do need.

    Rachel: Stephanie, it’s funny because I’m asking AI to make a resume for you right now, I’m like, this is only partially accurate. I’m looking at what it’s coming up for you.

    Stephanie: Oh, interesting.

    Rachel: That’s partially accurate.

    Dr. Sharp: I like this, a real time experiment. How did you do that? What was the prompt for that?

    Rachel: I put in the prompt, can you make a resume for Stephanie Pitts’ last 20 years of professional work experience?

    [00:35:00] Stephanie: Did it get me?

    Rachel: Yeah, it’s you. Has My Ed Therapist and has Learn Smarter Podcast.

    Stephanie: There’s a lot of Stephanie Pitts in the world, because I get dead emails all the time. I’m surprised it actually chose me.

    Rachel: No, it did because various schools, it absolutely did. It knows you. We’re very linked, our websites both come up.

    Stephanie: Makes sense. Yeah.

    Rachel: Anyway, real-world things come back.

    Dr. Sharp: It’s great. It makes me think though, too, of, I wonder how long it’s going to be until this is integrated into computer class? Like they’re actually teaching kids how to prompt engineer or use AI. It seems like it’d be a valuable.

    Stephanie: I hope they do.

    Rachel: I hope they do too.

    Stephanie: Because like typing was…

    Rachel: My famous story about my dad when I was in 8th grade insisted that I take a typing class and I’m [00:36:00] so offended because I was like, I’m not going to be a secretary. It was very feminist as an 8th grader. He thought I was being cute and he’s no, you’re taking those classes. He never insisted on anything. He’s laid back about most things except that and my bra strap showing. He did not like that.

    It was such a critical skill. I’m so grateful that he pushed it on me. It’s one of the reasons I can bust out those graduate school assignments so fast is because I type really fast. This is what I’m talking about in being responsible digital citizen.

    We need to be using these things and then screening for kids who are maybe avoiding the work, but I would argue that the kids who were nervous are going to write their whole essay on ChatGPT. I [00:37:00] don’t think they will if they have another way of doing it because we come from a fundamental place where we believe that if students can, they will and if they can’t, we have to explore and get curious about why it’s not working for them.

    I think kids want to meet expectations inherently. They want to do the right thing. They want to please the adults in their life. They want to please their teachers. They’re not looking to skip the line. They just need it to be a little bit easier. And so if this is a way of making it easier, the reason that they would go in and write it to begin with is because something about it is hard for them. So that’s just an opportunity for us to get curious and support the different ways that they have to do things that work for them.

    Dr. Sharp: I like the way that you frame that. If nothing else, it’s a learning experience. It gives us information about the learner and [00:38:00] what they gravitate toward, what’s hard for them.

    Rachel: Yeah, because if they truly didn’t care, they wouldn’t do it. If they’re taking the time to go and put it in and try to turn something in, that says something.

    Dr. Sharp: That’s a good point. That’s true. I love that y’all come from that place, it’s like the Ross Greene stuff, kids do well when they can.

    Rachel: Yes.

    Stephanie: Yeah.

    Rachel: They do.

    Dr. Sharp: Yeah, I agree. What about parents? Do parents play any role in this? Have you had to have conversations with parents at all in the work that you’re doing anybody pushing back or wanting AI to help in your work with kids?

    Rachel: The short answer is I’ve not had a conversation with a parent about it.

    Stephanie: I have not either.

    Rachel: If I had to guess what the reaction would be; I think it would be a teachable conversation. [00:39:00] I don’t think they’d be inherently excited because they’d be worried about the cheating aspect of it. They’d be worried that their learner would not use it as the tool it’s intended to be but no, I haven’t had any conversations or pushback.

    The truth is that parents want things to be, they want their kids to thrive, be happy, safe and have esteem and so however we help navigate that, we have good clients that we work with for sure in that.

    Stephanie: Yeah. Agreed.

    Dr. Sharp: Yes. That’s good to hear. I would imagine that a lot of parents are in a similar place. I feel like I live in this bubble of everyone is talking about AI and using ChatGPT for everything. Like my wife and I are super, my business is [00:40:00] but I imagine it’s the same as everything else; there’s a big percentage of the population that probably doesn’t care at all and doesn’t use it on regular basis.

    Rachel: I think there’ll be a tipping point just as there’s been a tipping point with everything else. I’m just not sure we’re there yet? I don’t know. Stephanie, what do you think?

    Stephanie: I was thinking when you were talking about the tipping point of the smartphone and like all of that or Facebook.

    Rachel: Jeremy’s an early adopter, that’s what we’re deciding here.

    Stephanie: Yeah.

    Dr. Sharp: I absolutely am. You got me tagged. I love it. I love technology.

    Stephanie: It’ll become the norm. It’ll be the thing that we all learn how to use and then it’ll get fancier after that. Sticking with it as it grows, I guess.

    Dr. Sharp: Talking about me being an early adopter, I wonder, for you two [00:41:00] how you’re relating to it. Do you feel a responsibility to know what’s going on with AI? If your students were to bring it to you or want to use it, have you put in much energy into learning it and knowing how to manipulate it or whatnot given the work that you do?

    Rachel: It is a good question. I’m looking at my history with ChatGPT, certainly, if I look at the majority of things that I’ve asked for it, a lot of it sometimes is business-related questions, but also help me find executive functioning games online like this game. I want more examples of games like this. So things like that.

    In terms of whether or not I [00:42:00] feel a responsibility, no, because I’m okay with the learner coming into session and teaching me something too.

    Stephanie: Me too.

    Rachel: I think it’s great when they are able to have that moment of showing off a little bit and that can sometimes spark my interest and take me down a rabbit hole, or I’ll say to Stephanie, so and so showed me this, what do you think? I don’t feel like I need to have all the answers on a new piece of tech. If they’re bringing it in and I could see the potential of it, that’s when I get interested and excited about it. It took months, even. The more you use it, the more you use it, I feel like. My current stays top of mind of oh, let me just, right?

    Stephanie: I go through phases myself. I agree with you. [00:43:00] I’m learning a lot of things with how some of my older students use it. I agree with you, I think that’s great because they feel good about it and they’re excited to show me.

    Rachel: We all about […] strategy.

    Stephanie: They’re in the weeds a little bit more. I get it. I’m always excited when they show me something because then I can use it.

    Dr. Sharp: That’s a good way to think of it. We’ve talked about a lot of different aspects of this. What have we missed? Anything out of left field, any random, cool, unique aspects of AI and educational therapy, or how you see students using it, feelings around it.

    Rachel: I see it as such a valuable tool for helping [00:44:00] our learners share their knowledge and sharing what they know. I don’t know if I have anything out of left field about it. I feel like, as a field of professionals who are working with this population, we should be embracing things that can make our learners’ lives easier, better, more productive. When this is used correctly, all those things can be true.

    Stephanie: I want to use it more.

    Rachel: Yeah.

    Dr. Sharp: Absolutely.

    Rachel: We’re embracing this.

    Dr. Sharp: Yeah. Good. You’re progressing.

    Rachel: Yeah.

    Stephanie: Fair enough.

    Dr. Sharp: It’s funny, as you’re [00:45:00] talking, I was thinking, talking about the tipping point, I wonder if we’ll get to the point where this is something that is included in a 504 plan or something like that even in schools where it may not be as widespread to allow students to use it for whatever reason. I don’t know, just thinking through all the possibilities.

    Rachel: I think we’re going to be seeing more of that. I think we’ll be moving in that direction and it’ll be interesting. I don’t think it’ll be coming from the parents necessarily. I think it’ll be coming from the school. That’s my prediction.

    Dr. Sharp: I wonder if that is the tipping point when schools start to embrace it more, it’s like having computers in the class.

    Rachel: Yeah, we’ve accepted that that’s their reality. I see that happening.

    Dr. Sharp: Yeah, this is fine.

    Stephanie: I’m ready for it.

    Dr. Sharp: You’re ready for AI. Absolutely. I appreciate y’all talking through it. [00:46:00] You have such a unique perspective that is different than ours. We see kids in these very circumscribed environments for testing but y’all are working with them on the front lines day in, day out and seeing what they’re up to, what they’re struggling with.

    I appreciate you talking through AI with me and maybe in a few months we can talk about how it is impacting your business as well or other side.

    Rachel: There’s so much to talk about. It’s been very helpful from a business perspective. So I would love to do that.

    Stephanie: For sure.

    Dr. Sharp: Nice. I’m always grateful to have you guys on. It’s great to talk to you. Hopefully, we’ll talk again soon.

    Stephanie: Thanks for having us.

    Rachel: We’ll get our five-timer jacket. It’ll be great.

    Stephanie: Yeah.

    Dr. Sharp: That’s right. Yeah, the next time is going to be five. Got to get that jacket.

    Stephanie: I love this.

    Dr. Sharp: Awesome. Thank you all.

    Stephanie: Thank you.

    Dr. Sharp: All right, y’all. Thank you so much for tuning into this episode. Always grateful to have you here. [00:47:00] I hope that you take away some information that you can implement in your practice and in your life. Any resources that we mentioned during the episode will be listed in the show notes so make sure to check those out.

    If you like what you hear on the podcast, I would be so grateful if you left a review on iTunes or Spotify or wherever you listen to your podcast.

    If you’re a practice owner or aspiring practice owner, I’d invite you to check out The Testing Psychologist mastermind groups. I have mastermind groups at every stage of practice development; beginner, intermediate and advanced. We have homework. We have accountability. We have support. We have resources. These groups are amazing. We do a lot of work and a lot of connecting. If that sounds interesting to you, you can check out the details at thetestingpsychologist.com/consulting. You can sign up for a pre-group phone call and we will chat and figure out if a group could be a good fit for you. [00:48:00] Thanks so much.

    The information contained in this podcast and on The Testing Psychologist website are intended for informational and educational purposes only. Nothing in this podcast or on the website is intended to be a substitute for professional, psychological, psychiatric, or medical advice, diagnosis or treatment.

    Please note that no doctor-patient relationship is formed here and similarly no supervisory or consultative relationship is formed between the host or guests of this podcast and listeners of this podcast. If you need the qualified advice of any mental health practitioner or medical provider, [00:49:00] please seek one in your area. Similarly, if you need supervision on clinical matters, please find a supervisor with expertise that fits your needs.

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  • 458. AI in Educational Therapy w/ Rachel Kapp & Steph Pitts

    458. AI in Educational Therapy w/ Rachel Kapp & Steph Pitts

    Would you rather read the transcript? Click here.

    Rachel Kapp and Stephanie Pitts from the Learn Smarter podcast are back to talk about AI in student learning and applications to educational therapy. Rachel and Steph have a unique perspective from working on the front lines with learners of all ages. As usual, our conversation takes a few twists and turns as we explore uses of AI for students. These are a few areas that we discuss:

    • Some of the most common applications of AI for school-age kids
    • School attitudes toward adoption of AI
    • Parent attitudes toward AI
    • Philosophical approaches to AI: is it ultimately good or bad for learners?

    Cool Things Mentioned

    Featured Resources

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    TherapyNotes is the leading EHR system for mental health practitioners. I’ve used TherapyNotes for over 10 years, and it just keeps getting better. Use this link and the promo code “testing” to get two free months and try it for yourself! www.therapynotes.com/testing

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    I’ve partnered with At Health to offer CE credits for podcast episodes! Visit this link to access current and past episodes available for CE credit. You can use code “TTP10” for a discount on ALL the course credits you purchase from At Health!

    The Testing Psychologist podcast is approved for CEU’s!

    I’ve partnered with At Health to offer CE credits for podcast episodes! Visit this link to access current and past episodes available for CE credit. You can use code “TTP10” for a discount on ALL the course credits you purchase from At Health!

    About Rachel Kapp

    Rachel is a Board Certified Member of the Association of Educational Therapists and the owner of Kapp Educational Therapy Group in Beverly Hills, California. She is a co-founder and co-host of the Learn Smarter Podcast. Rachel grew up in Los Angeles, California, and after having a wonderful public school experience in LAUSD, Rachel went on to attend UC Berkeley. She found educational therapy after teaching preschool for 7 years and is obsessed with helping struggling learners thrive in school. In her free time, Rachel loves spending time with her husband, Adam, sons, Elliot and Owen, and their dog, Fritzy, watching Cal Football, cooking for friends, and spinning.

    About Stephanie Pitts

    Stephanie Pitts is a Board Certified Educational Therapist and the owner of My Ed Therapist, a group practice in Redondo Beach, as well as a co-founder and co-host of the Learn Smarter Podcast. Known as “The Game Whisperer,” with a collection of over 200 games she uses with her clients, Stephanie expertly weaves fun and play into her work. Stephanie is a Los Angeles native and received her B.A. in Sociology from USC and a Master’s Degree in Education from Pepperdine University. She completed her Certificate in Educational Therapy at CSUN and has been trained as an Academic Coach. In her free time, Stephanie enjoys spending time with her two dachshunds, traveling, and spending time with friends.

    Get in Touch

    About Dr. Jeremy Sharp

    I’m a licensed psychologist and Clinical Director at the Colorado Center for Assessment & Counseling, a private practice that I founded in 2009 and have grown to over 20 clinicians. I earned my undergraduate degree in Experimental Psychology from the University of South Carolina before getting my Master’s and PhD in Counseling Psychology from Colorado State University. These days, I specialize in psychological and neuropsychological evaluation with kids and adolescents.

    As the host of the Testing Psychologist Podcast, I provide private practice consulting for psychologists and other mental health professionals who want to start or grow psychological testing services in their practices. I live in Fort Collins, Colorado with my wife (also a therapist) and two young kids.

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