The day the lights went off

In the spring of 2020, Jon Lensing had a business that worked. OpenLoop matched hospitals with doctors who had spare hours and lived within a few hours' drive. A rural emergency room needed Tuesday and Thursday coverage. OpenLoop found a physician. In four months, the company signed 26 health systems and 1,000 doctors and filled about 700 shifts.

Then the pandemic arrived, and the hospitals stopped answering.

"There was just one day where the lights flipped off, and it was just radio silence," Lensing told the CEO.com Podcast. "I couldn't even get an email response back from the people we were trying to interact with anymore."

He had just closed a pre-seed round. The money sat in the bank. Nobody knew whether the pandemic would last a month or a year, or what the return to normal would look like, or whether the old business would still be there when it did. So for four months OpenLoop did nothing. Lensing describes it as sitting around twiddling their thumbs.

He was a resident in reconstructive surgery at the time. OpenLoop was supposed to be a side project.

Lensing grew up in an Iowa farm town of 10,000. His father was the only OBGYN for much of the state, and patients drove three or four hours to see him. As a kid, Lensing assumed that made his father the best doctor in the world. Years later, at the University of Iowa Hospital, he watched the same thing from the other side: patients driving five or six hours one way, delaying treatment, arriving sicker, needing more prescriptions and more surgery. There were not enough clinicians, and the ones who existed were not being used well. The matching system was his first answer to that.

At the end of the summer of 2020, he tried a second one. Digital health was growing fast and had the same shape of problem: clinical supply and patient demand that could not find each other. OpenLoop began placing its clinicians with telehealth companies instead of hospitals. Clients signed quickly. Then the clients started asking for more.

They could not get OpenLoop's doctors credentialed and licensed fast enough, so OpenLoop built the compliance operation. They were running patient care on homegrown software, so OpenLoop spent a year building an electronic health record with prescribing, lab and imaging orders, scheduling and patient support. They took only cash and wanted to accept insurance, so OpenLoop built a billing engine that works with every major carrier.

That accretion is the company. Lensing describes four parts: the software, a clinical workforce of about 16,000 doctors, nurses, therapists, dietitians and health coaches, the legal and compliance back office, and billing. A brand puts its name on the front. OpenLoop runs the rest. He said the company has averaged 600 to 700 percent annual growth since it committed to digital health in 2021. He left residency to run it.

The insurance billing engine came from a habit. Lensing checks Zillow two or three times a day. He calls it his social media. In 2021 and early 2022, he watched prices climb and concluded they would come back down, and that when they did, patients who had been paying cash for convenience would fall back on the insurance they already had. He built the billing engine before that happened. By the time of the interview, he was seeing houses sit on the market two and three times longer and take price cuts, and he was planning 2025 and 2026 around a slowdown.

He runs OpenLoop at breakeven on purpose. The profit goes into sales and business development rather than operations, because once a client signs, he knows the ratio of operations staff to add. He says he can flip to profitability whenever he wants to. "It's a lot easier to pass 20 cars in the rain than it is in the sunshine," he said.

The record since then: a $15 million Series A in March 2023, the acquisition of Imaging Panda three weeks later, and a place on TIME's 2025 list of the world's top healthtech companies. The University of Iowa puts total funding at more than $100 million. Lensing made the Forbes 30 Under 30 in 2024, the same year Iowa gave him its Distinguished Alumni Award for recent graduates. In April 2026 OpenLoop bought Season Health, a nutrition platform with a network of registered dietitians. In June it introduced Launchpad, which lets a fitness platform or wellness brand put a branded virtual care storefront live in as little as 24 hours, and said it now powers more than 300 organizations.

The compliance pitch took a hit this year. On January 7, 2026, OpenLoop discovered that an unauthorized party had gotten into some of its systems and removed information. The company began notifying patients in March. The federal breach portal lists up to 716,000 people affected, one of the larger healthcare breaches reported so far this year.

On artificial intelligence, Lensing is more restrained than most people selling into his market. He compared the current enthusiasm to the blockchain bubble and expects some of it to evaporate. The part he is building on is narrow. The conversation between a patient and a clinician should stay human, he said. Everything around it can be automated. OpenLoop's software reads a patient's history and intake form, drafts the likely diagnoses and treatments, and writes the note. A physician who used to spend 10 minutes documenting a visit now spends about 30 seconds reviewing one. He put the productivity gain at 45 percent.

Asked what he tells founders about venture capital, he described a recent conversation with a man selling fishing lures through a few bait shops. Good product, no patent, no reason to raise. "You're building a lifestyle business at the end of the day," Lensing told him. "Continue doing so. Slow-grow it." Venture money is for a company that has to be national in three to five years or lose the market, and it comes with a bill. "Sure, you're still the CEO, but you're no longer working just for yourself," he said. His test for an investor is the one surgeons use for a scrub nurse: could you stand across a table from this person for eight hours a day, for years.

The CEO.com Podcast ends every conversation with the same question, built on the idea that the chances one gives are just as important as the chances one takes. Lensing named his parents first. They are not risk takers, he said, but they gave their children enough security to be. He named his fiancée, the employees who left corporate jobs with good benefits for a startup, and the investors. Then he went back to work. He is in the office by 7 a.m. and out around 6:30 p.m. At night, he flips houses and rebuilds old motorcycles.

00:00:00 Introducing Jon Lensing and OpenLoop
00:01:11 OpenLoop's Four Core Service Areas
00:02:42 Jon's Background From Iowa To Medicine
00:04:00 The Original Rural Staffing Idea
00:07:01 Pivoting To Telehealth During The Pandemic
00:08:31 Rapid Growth Building The Tech Stack
00:09:01 A Typical Day As CEO
00:10:52 Advice On Raising Venture Capital
00:16:42 Integrating AI Into Healthcare Operations
00:20:54 Reading The Macroeconomic Environment
00:25:20 Who Gave Jon A Chance

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That's<00:03:53.625> incredible.

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So<00:03:54.826> what<00:03:55.151> led—<00:03:56.043> how<00:03:56.156> did<00:03:56.384> you<00:03:56.708> know<00:03:57.260> that<00:03:57.373> something<00:03:57.844> like<00:03:58.233> Open<00:03:58.639> Loop<00:03:59.223> was<00:03:59.466> needed?

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Yeah.

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So<00:04:01.958> from<00:04:02.374> the<00:04:02.759> idea<00:04:03.832> or<00:04:03.960> from<00:04:04.073> what<00:04:04.281> we<00:04:04.441> do<00:04:04.537> now,<00:04:04.938> we<00:04:05.082> went<00:04:05.242> through<00:04:05.338> a<00:04:05.418> pretty<00:04:05.659> hard<00:04:05.979> pivot,<00:04:06.444> I'd<00:04:06.604> say.

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The<00:04:08.366> initial<00:04:09.007> idea<00:04:09.504> for<00:04:09.728> OpenLoop<00:04:10.305> was<00:04:10.609> just<00:04:11.106> based<00:04:11.410> on<00:04:11.506> experience<00:04:12.227> in<00:04:13.429> the<00:04:13.509> University<00:04:13.909> of<00:04:13.990> Iowa<00:04:14.214> Hospital.

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So<00:04:16.457> I<00:04:16.473> was<00:04:16.569> seeing<00:04:16.857> patients<00:04:17.178> drive<00:04:17.514> 5,<00:04:18.075> 6<00:04:18.459> hours<00:04:18.876> one<00:04:19.180> way<00:04:19.741> just<00:04:19.901> to<00:04:19.997> get<00:04:20.158> the<00:04:20.238> care<00:04:20.462> they<00:04:20.558> needed.

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And<00:04:23.041> that<00:04:23.202> was<00:04:23.426> problematic.

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Patients<00:04:24.547> would<00:04:24.884> delay<00:04:25.284> their<00:04:25.429> treatment,<00:04:25.829> so<00:04:25.909> they'd<00:04:26.085> come<00:04:26.262> in<00:04:26.390> sicker.

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They<00:04:26.886> require<00:04:27.351> more<00:04:27.928> prescriptions.

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They<00:04:28.633> require<00:04:29.113> more<00:04:29.209> surgical<00:04:29.610> interventions.

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It<00:04:30.956> was<00:04:31.052> an<00:04:31.196> overall<00:04:32.960> larger<00:04:33.297> financial<00:04:33.858> burden<00:04:34.163> once<00:04:34.275> it<00:04:34.340> was<00:04:34.500> all<00:04:34.596> said<00:04:34.805> and<00:04:34.901> done<00:04:35.141> for<00:04:35.286> the<00:04:35.446> payer,<00:04:36.023> the<00:04:36.168> patient,<00:04:36.665> the<00:04:36.745> hospital,<00:04:37.290> everybody<00:04:37.627> in<00:04:37.723> the<00:04:37.787> mix.

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And<00:04:39.455> so<00:04:39.776> when<00:04:39.936> we<00:04:40.032> dug<00:04:40.273> into<00:04:40.417> that<00:04:40.594> problem,<00:04:40.914> it<00:04:40.995> turns<00:04:41.299> out<00:04:41.380> there's<00:04:41.476> just<00:04:41.636> a<00:04:41.700> huge<00:04:42.037> shortage<00:04:42.374> of<00:04:42.438> healthcare<00:04:42.839> providers<00:04:43.272> nationwide,<00:04:45.004> particularly<00:04:45.725> in<00:04:45.806> rural<00:04:45.934> areas.

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Accessibility<00:04:46.848> is<00:04:46.992> a<00:04:47.024> massive<00:04:47.473> question.

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So<00:04:49.077> it<00:04:49.734> became<00:04:50.087> this<00:04:50.280> question<00:04:50.552> for<00:04:50.681> me<00:04:50.777> of<00:04:50.857> like,<00:04:51.242> how<00:04:51.418> do<00:04:51.643> I<00:04:51.803> take<00:04:53.487> the<00:04:54.144> preexisting<00:04:54.866> population<00:04:55.588> of<00:04:55.973> providers,<00:04:56.550> the<00:04:56.630> doctors,<00:04:57.191> the<00:04:57.256> nurses<00:04:57.656> out<00:04:57.897> there,<00:04:58.619> but<00:04:58.699> make<00:04:58.875> them<00:04:59.036> more<00:04:59.132> efficient<00:04:59.597> with<00:04:59.741> their<00:04:59.837> schedules<00:05:00.302> so<00:05:00.383> they<00:05:00.479> can<00:05:00.575> see<00:05:00.784> more<00:05:00.960> patients?

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How<00:05:02.324> do<00:05:02.420> we<00:05:02.725> build<00:05:02.966> in<00:05:03.688> that<00:05:04.266> efficiency<00:05:04.893> leverage<00:05:05.214> with<00:05:05.374> them?

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And<00:05:06.402> so<00:05:06.643> OpenLoop<00:05:07.221> in<00:05:07.301> its<00:05:07.445> infancy<00:05:07.863> was<00:05:08.088> actually<00:05:08.890> a<00:05:08.987> matching<00:05:09.484> system.

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Hospitals<00:05:10.897> would<00:05:11.058> come<00:05:11.234> in,<00:05:11.652> say,<00:05:11.941> I<00:05:12.117> need<00:05:12.342> the<00:05:12.744> ER<00:05:12.984> covered<00:05:13.386> from<00:05:13.627> 8<00:05:13.883> AM<00:05:13.964> to<00:05:14.044> 8<00:05:14.285> PM,<00:05:14.686> Tuesdays,<00:05:15.168> Thursdays,<00:05:16.452> and<00:05:16.533> then<00:05:16.629> it<00:05:16.661> would<00:05:16.854> match<00:05:17.175> them<00:05:17.400> up<00:05:17.560> with<00:05:17.737> a<00:05:17.817> physician<00:05:18.684> or<00:05:18.925> whatever<00:05:19.262> provider<00:05:19.663> they<00:05:19.808> were<00:05:19.840> looking<00:05:20.145> for<00:05:21.012> that<00:05:21.172> was<00:05:21.333> within<00:05:21.654> a<00:05:21.895> 2<00:05:22.072> to<00:05:22.232> 3<00:05:22.537> hour<00:05:22.794> driving<00:05:23.260> radius<00:05:23.613> around<00:05:23.982> them.

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So<00:05:24.801> tapping<00:05:25.202> into<00:05:25.363> the<00:05:25.507> open<00:05:25.764> unused<00:05:26.230> hours<00:05:26.631> that<00:05:26.824> some<00:05:27.129> of<00:05:27.273> the<00:05:28.647> clinical<00:05:28.937> providers<00:05:29.469> in<00:05:29.566> the<00:05:29.695> country<00:05:30.017> have.

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That<00:05:32.113> went<00:05:32.290> really<00:05:32.532> well<00:05:32.773> when<00:05:32.854> we<00:05:32.935> first<00:05:33.241> launched<00:05:33.515> in<00:05:33.579> early<00:05:33.805> 2020.

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Over<00:05:35.739> the<00:05:35.820> course<00:05:36.078> of<00:05:36.158> 4<00:05:36.319> months,<00:05:36.626> we<00:05:36.658> signed<00:05:36.980> up<00:05:37.109> like<00:05:37.286> 26<00:05:37.770> major<00:05:37.980> health<00:05:38.174> systems,<00:05:39.309> signed<00:05:39.535> up<00:05:39.568> 1,000<00:05:40.281> docs,<00:05:40.913> and<00:05:41.642> we<00:05:41.724> ended<00:05:41.869> up<00:05:41.902> covering<00:05:42.129> about<00:05:42.372> 700<00:05:42.955> shifts<00:05:43.263> during<00:05:43.442> that<00:05:43.668> time.

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And<00:05:45.053> then<00:05:45.294> as<00:05:45.454> the<00:05:45.615> pandemic<00:05:46.242> got<00:05:46.499> deeper<00:05:46.901> and<00:05:47.045> deeper<00:05:47.463> in<00:05:47.543> the<00:05:47.688> US,<00:05:48.186> it<00:05:48.331> just<00:05:48.572> really<00:05:48.748> shut<00:05:49.070> down<00:05:49.230> our<00:05:49.375> market,<00:05:49.777> Clint.

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And<00:05:50.918> so,<00:05:51.785> you<00:05:51.817> know,<00:05:52.107> after<00:05:52.300> that,<00:05:52.508> we<00:05:52.589> kind<00:05:52.782> of<00:05:52.846> sat<00:05:53.103> around<00:05:53.344> for<00:05:53.424> the<00:05:53.505> next<00:05:53.730> 4<00:05:53.971> months<00:05:54.212> twiddling<00:05:54.607> our<00:05:54.706> thumbs<00:05:55.100> wondering<00:05:55.364> what<00:05:55.512> the<00:05:55.577> hell<00:05:55.660> we<00:05:55.775> were<00:05:55.939> going<00:05:56.104> to<00:05:56.169> do.

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And<00:05:57.328> then<00:05:57.488> ultimately<00:05:57.810> ended<00:05:57.906> up<00:05:58.050> finding<00:05:58.291> our<00:05:58.388> way<00:05:58.564> into<00:05:58.709> the<00:05:58.741> digital<00:05:59.094> health<00:05:59.206> space<00:05:59.463> because<00:05:59.688> it<00:05:59.736> was<00:05:59.977> dramatically<00:06:00.619> taking<00:06:01.021> off.

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And<00:06:02.803> then,<00:06:03.269> you<00:06:03.301> know,<00:06:03.542> applied<00:06:03.927> same<00:06:04.168> business<00:06:04.553> logic<00:06:04.955> there,<00:06:05.212> but<00:06:05.356> then<00:06:05.517> slowly<00:06:05.934> listened<00:06:06.191> to<00:06:06.239> our<00:06:06.416> customer<00:06:06.753> and<00:06:06.898> added<00:06:07.074> on<00:06:07.363> all<00:06:07.460> the<00:06:07.508> other<00:06:07.636> service<00:06:08.086> lines<00:06:08.343> after.

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Yeah.

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What<00:06:09.531> was<00:06:09.707> that<00:06:09.932> like<00:06:10.591> once<00:06:10.896> the<00:06:10.976> pandemic<00:06:11.602> hit?

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It<00:06:12.020> shuts<00:06:12.357> everything<00:06:12.822> down.

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Like<00:06:14.107> there's<00:06:14.348> no—<00:06:15.729> I<00:06:15.745> mean,<00:06:15.905> the<00:06:15.970> whole<00:06:16.114> world's<00:06:16.532> different<00:06:16.997> all<00:06:17.077> of<00:06:17.158> a<00:06:17.190> sudden.

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So<00:06:18.105> you<00:06:18.137> spend<00:06:18.442> 4<00:06:18.635> months<00:06:18.924> just<00:06:19.085> trying<00:06:19.245> to<00:06:19.325> figure<00:06:19.518> out,<00:06:19.647> hey,<00:06:19.743> what<00:06:19.855> do<00:06:19.984> we<00:06:20.144> do<00:06:20.369> now<00:06:21.027> and<00:06:21.092> how<00:06:21.268> do<00:06:21.349> we<00:06:21.509> do<00:06:21.734> it?

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And<00:06:22.393> you<00:06:22.554> land<00:06:22.861> on<00:06:22.957> this<00:06:23.199> thing<00:06:23.425> that<00:06:23.522> actually<00:06:24.570> is<00:06:25.376> incredibly<00:06:25.860> needed,<00:06:26.569> which<00:06:26.763> is<00:06:26.908> telehealth.

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And<00:06:29.964> where<00:06:30.077> does<00:06:30.239> it<00:06:30.384> go<00:06:30.610> from<00:06:30.852> there?

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Like,<00:06:31.513> once<00:06:31.675> you<00:06:31.901> realize,<00:06:32.240> like,<00:06:32.465> hey,<00:06:32.562> we<00:06:32.707> have<00:06:32.950> something<00:06:33.369> that<00:06:33.514> actually<00:06:33.756> is<00:06:33.853> going<00:06:33.966> to<00:06:34.095> work,<00:06:34.837> did<00:06:34.983> it<00:06:35.063> just<00:06:35.305> take<00:06:35.628> off?

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Because<00:06:36.112> I'm<00:06:36.435> like,<00:06:36.677> during<00:06:37.806> COVID<00:06:38.194> so<00:06:38.451> many<00:06:38.843> health<00:06:39.104> tech<00:06:39.348> startups<00:06:40.572> just<00:06:40.882> grew<00:06:41.127> like<00:06:41.306> crazy<00:06:41.632> and<00:06:41.796> learned<00:06:42.187> a<00:06:42.203> lot.

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Were<00:06:42.840> you,<00:06:43.084> were<00:06:43.182> you<00:06:43.345> part<00:06:43.606> of<00:06:43.737> that?

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Yeah,<00:06:46.302> it's,<00:06:46.871> it's<00:06:47.034> interesting.

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So<00:06:49.975> the<00:06:50.120> pace<00:06:50.442> at<00:06:50.539> which<00:06:50.845> we<00:06:50.925> were<00:06:50.958> signing<00:06:51.489> hospitals<00:06:51.973> before<00:06:52.247> the<00:06:52.392> pandemic<00:06:53.020> was<00:06:53.262> just<00:06:53.987> unprecedented.

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And<00:06:56.752> then<00:06:56.994> there<00:06:57.138> was<00:06:57.299> just<00:06:57.428> like<00:06:57.701> one<00:06:58.023> day<00:06:58.345> where<00:06:58.522> the<00:06:58.683> lights<00:06:59.005> flipped<00:06:59.391> off<00:06:59.649> and<00:06:59.745> it<00:06:59.809> was<00:07:00.051> just<00:07:00.356> radio<00:07:00.775> silence.

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Like<00:07:01.322> I<00:07:01.419> couldn't<00:07:01.724> even<00:07:01.901> get<00:07:02.126> an<00:07:02.625> email<00:07:02.867> response<00:07:03.430> back<00:07:03.655> from<00:07:03.816> the<00:07:03.897> people<00:07:04.073> we<00:07:04.122> were<00:07:04.234> trying<00:07:04.427> to<00:07:04.540> interact<00:07:04.942> with<00:07:05.039> anymore.

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And<00:07:06.588> so<00:07:06.814> like<00:07:07.137> a<00:07:07.202> lot<00:07:07.380> of<00:07:07.460> people,<00:07:07.929> you<00:07:08.026> know,<00:07:08.511> for<00:07:08.656> us<00:07:08.753> it<00:07:08.834> became<00:07:09.076> this<00:07:09.222> question<00:07:09.545> of<00:07:09.626> like,<00:07:09.949> is<00:07:10.046> this<00:07:10.207> pandemic<00:07:10.708> ever<00:07:10.773> going<00:07:10.918> to<00:07:10.999> go<00:07:11.241> away?

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If<00:07:12.001> it<00:07:12.146> does,<00:07:12.695> when<00:07:12.889> is<00:07:13.019> it<00:07:13.116> going<00:07:13.439> away?

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And<00:07:14.663> then<00:07:14.906> what's<00:07:15.149> the<00:07:15.229> return<00:07:15.586> to<00:07:15.699> normal<00:07:15.958> process<00:07:16.428> look<00:07:16.590> like?

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And<00:07:17.820> so<00:07:18.063> we<00:07:18.209> were<00:07:18.387> really<00:07:18.694> hesitant<00:07:19.196> to<00:07:19.342> turn<00:07:19.601> away<00:07:19.909> from<00:07:20.022> our<00:07:20.087> original<00:07:20.572> business<00:07:20.896> model<00:07:21.123> because<00:07:21.317> it<00:07:21.382> was<00:07:21.544> working<00:07:21.884> so<00:07:22.272> well.

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But<00:07:24.302> at<00:07:24.367> the<00:07:24.447> same<00:07:24.834> time,<00:07:25.156> we're<00:07:25.252> like,<00:07:26.364> if<00:07:26.525> this<00:07:26.702> continues<00:07:27.056> to<00:07:27.185> drag<00:07:27.443> on,<00:07:27.491> we're<00:07:27.669> going<00:07:27.813> to<00:07:27.846> have<00:07:28.055> no<00:07:28.232> business<00:07:28.619> left.

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And<00:07:28.957> we<00:07:29.102> had<00:07:29.199> just<00:07:29.360> gone<00:07:29.601> out<00:07:29.666> and<00:07:29.762> raised<00:07:30.020> a<00:07:30.085> pre-seed<00:07:30.552> round.

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So<00:07:30.954> we're<00:07:31.067> sitting<00:07:31.373> on<00:07:31.438> investor<00:07:31.856> money,<00:07:32.420> not<00:07:32.726> putting<00:07:32.904> it<00:07:32.968> to<00:07:33.146> active<00:07:33.469> good<00:07:33.694> use.

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And<00:07:35.147> so,<00:07:35.808> you<00:07:35.889> know,<00:07:36.115> we<00:07:36.212> made<00:07:36.437> the<00:07:36.518> decision<00:07:37.341> late<00:07:37.728> end<00:07:37.825> of<00:07:37.922> summer<00:07:38.309> then,<00:07:38.551> like,<00:07:39.035> let's<00:07:39.439> begin<00:07:39.907> testing<00:07:40.471> this.

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Like,<00:07:40.875> let's<00:07:41.133> see<00:07:41.294> what<00:07:41.439> it<00:07:41.520> looks<00:07:41.762> like<00:07:41.924> to<00:07:41.956> start<00:07:42.182> working<00:07:42.494> within<00:07:42.740> the<00:07:42.838> digital<00:07:43.166> health<00:07:43.347> space.

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Again,<00:07:45.481> same<00:07:45.722> sort<00:07:45.882> of<00:07:46.010> business<00:07:46.331> logic,<00:07:46.732> match<00:07:47.069> the<00:07:47.165> supply<00:07:47.711> to<00:07:47.887> the<00:07:47.967> demand,<00:07:48.352> except<00:07:48.593> now<00:07:48.753> do<00:07:48.978> it<00:07:49.058> within<00:07:49.298> the<00:07:49.395> telehealth<00:07:49.892> sector.

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We<00:07:51.223> started<00:07:51.624> doing<00:07:51.801> that,<00:07:52.603> started<00:07:53.084> taking<00:07:53.405> off<00:07:53.549> pretty<00:07:53.725> dramatically.

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We<00:07:54.672> were<00:07:54.768> signing<00:07:55.169> clients<00:07:55.650> left<00:07:55.875> and<00:07:55.955> right.

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Then<00:07:57.254> the<00:07:57.334> big<00:07:57.559> pain<00:07:57.816> point<00:07:58.040> became,<00:07:58.457> well,<00:07:58.682> hey,<00:07:59.339> these<00:08:00.061> partners<00:08:00.382> of<00:08:00.478> ours<00:08:00.703> need<00:08:00.847> to<00:08:00.943> use<00:08:01.104> our<00:08:01.248> clinicians,<00:08:01.665> but<00:08:01.761> we<00:08:01.842> can't<00:08:02.066> deploy<00:08:02.403> them<00:08:02.547> fast<00:08:02.868> enough.

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So<00:08:03.975> we<00:08:04.151> added<00:08:04.632> the<00:08:04.777> compliance<00:08:05.499> and<00:08:05.659> credentialing<00:08:06.220> arm,<00:08:06.541> all<00:08:06.637> that<00:08:06.862> back<00:08:07.119> office<00:08:07.439> stuff.

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Then<00:08:09.749> our<00:08:09.910> clients<00:08:10.311> were<00:08:10.391> seeing<00:08:10.647> so<00:08:10.808> much<00:08:10.968> patient<00:08:11.305> demand<00:08:11.674> that<00:08:11.850> they<00:08:12.412> were<00:08:12.877> on<00:08:13.038> homegrown<00:08:13.535> tech<00:08:13.776> solutions,<00:08:14.337> just<00:08:14.562> non-enterprise,<00:08:15.541> non-scalable<00:08:16.263> solutions.

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So,<00:08:16.905> we<00:08:17.065> built<00:08:17.242> that<00:08:17.466> tech<00:08:17.707> layer<00:08:18.092> over<00:08:18.269> the<00:08:18.365> next<00:08:18.670> 12<00:08:18.975> months.

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That<00:08:20.098> really<00:08:20.290> started<00:08:20.595> taking<00:08:20.916> off.

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And<00:08:21.879> then,<00:08:22.039> they<00:08:22.120> were<00:08:22.264> only<00:08:22.376> doing<00:08:22.665> cash<00:08:23.002> pay<00:08:23.227> clients<00:08:23.580> and<00:08:23.644> wanted<00:08:23.805> to<00:08:23.869> start<00:08:24.029> accepting<00:08:24.366> insurance<00:08:24.928> and<00:08:24.992> they<00:08:25.040> didn't<00:08:25.217> have<00:08:25.265> a<00:08:25.393> good<00:08:25.489> way<00:08:25.570> to<00:08:25.650> do<00:08:25.810> that.

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So,<00:08:26.051> we<00:08:26.211> built<00:08:26.436> out<00:08:26.548> this<00:08:26.773> insurance-based<00:08:27.736> billing<00:08:28.137> arm.

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So,<00:08:28.923> that's<00:08:29.100> how<00:08:29.180> we<00:08:29.260> kind<00:08:29.485> of<00:08:29.517> got<00:08:29.661> to<00:08:29.726> this<00:08:29.966> full<00:08:30.223> rounded<00:08:30.544> stack.

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But<00:08:31.491> you're<00:08:31.651> exactly<00:08:32.052> right.

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On<00:08:33.031> the<00:08:33.192> back<00:08:33.512> of<00:08:33.609> a<00:08:33.673> lot<00:08:33.849> of<00:08:33.914> these<00:08:34.074> telehealth<00:08:34.539> companies,<00:08:35.358> we<00:08:35.598> are<00:08:36.545> their<00:08:36.786> infrastructure<00:08:37.428> provider.

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We<00:08:37.989> are<00:08:38.086> their<00:08:38.326> clinical<00:08:38.711> operations<00:08:39.305> infrastructure.

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And<00:08:40.751> in<00:08:40.928> that,<00:08:41.994> since<00:08:42.866> 2021,<00:08:43.738> when<00:08:43.900> we<00:08:43.997> kind<00:08:44.174> of<00:08:44.320> really<00:08:44.869> jumped<00:08:45.192> into<00:08:45.369> the<00:08:45.466> digital<00:08:45.708> health<00:08:45.854> space<00:08:46.241> fully,<00:08:47.576> we've<00:08:47.818> averaged<00:08:48.157> 600%<00:08:48.787> to<00:08:48.835> 700%<00:08:49.513> year-over-year<00:08:49.997> growth<00:08:50.562> ever<00:08:50.739> since<00:08:51.046> then.

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I<00:08:51.627> mean,<00:08:51.853> even<00:08:52.191> from<00:08:52.337> last<00:08:52.659> year<00:08:52.756> into<00:08:52.918> this<00:08:53.160> year,<00:08:53.482> from<00:08:53.724> this<00:08:53.950> year<00:08:54.063> into<00:08:54.273> projected<00:08:54.773> for<00:08:54.886> next<00:08:55.241> year,<00:08:56.000> it's<00:08:56.209> still<00:08:56.468> a<00:08:56.484> massive<00:08:56.936> market.

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It's<00:08:57.424> still<00:08:57.603> continuing<00:08:57.928> to<00:08:58.009> grow.

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It's<00:08:58.334> not<00:08:58.513> slowing<00:08:58.773> down<00:08:59.148> by<00:08:59.294> any<00:08:59.457> means.

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What<00:09:01.392> does<00:09:01.506> a<00:09:01.571> typical<00:09:01.978> day<00:09:02.125> look<00:09:02.304> like<00:09:02.532> for<00:09:02.614> you<00:09:02.777> these<00:09:02.956> days?

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You<00:09:04.644> know,<00:09:04.774> that's<00:09:05.002> one<00:09:05.083> of<00:09:05.115> the<00:09:05.245> things<00:09:05.424> that<00:09:05.570> I<00:09:05.586> got<00:09:05.992> burned<00:09:06.301> out<00:09:06.398> by<00:09:06.561> medicine<00:09:07.032> with<00:09:07.227> is<00:09:07.373> just<00:09:07.535> the<00:09:07.633> monotony<00:09:08.104> of<00:09:08.201> it<00:09:08.331> all.

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I<00:09:09.617> find<00:09:10.493> this<00:09:10.753> role<00:09:10.996> to<00:09:11.078> be<00:09:11.321> very<00:09:11.548> rewarding<00:09:12.132> in<00:09:12.197> the<00:09:12.294> variety<00:09:13.251> of<00:09:13.592> things<00:09:13.770> that<00:09:13.981> I<00:09:14.062> get<00:09:14.143> to<00:09:14.322> do<00:09:14.728> and<00:09:14.825> see<00:09:15.214> and<00:09:15.295> people<00:09:15.555> I<00:09:15.685> get<00:09:15.782> to<00:09:15.847> interact<00:09:16.269> with.

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So<00:09:17.319> my<00:09:17.482> days<00:09:17.790> are<00:09:17.888> varied,<00:09:18.456> which<00:09:18.765> I<00:09:19.431> do<00:09:19.594> really<00:09:19.837> like,<00:09:21.880> you<00:09:21.913> know,<00:09:22.083> but<00:09:22.168> there<00:09:22.337> is<00:09:22.371> some<00:09:22.591> sort<00:09:22.778> of<00:09:22.914> baseline<00:09:23.354> routine.

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I<00:09:25.239> prefer<00:09:25.481> to<00:09:25.578> work<00:09:25.804> out<00:09:25.868> in<00:09:25.917> the<00:09:26.062> mornings.

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I<00:09:27.674> find<00:09:28.142> that<00:09:28.561> if<00:09:28.658> I<00:09:28.867> get<00:09:29.045> up<00:09:29.286> early,<00:09:29.770> I<00:09:29.931> can<00:09:30.560> use<00:09:30.738> those<00:09:30.979> first<00:09:31.221> 2<00:09:31.447> hours<00:09:31.689> after<00:09:31.866> waking<00:09:32.189> up<00:09:32.285> to<00:09:32.366> do<00:09:32.447> something<00:09:32.753> mindless,<00:09:33.237> like<00:09:33.398> work<00:09:33.624> out.

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So,<00:09:34.807> I'll<00:09:35.296> go<00:09:35.394> do<00:09:35.492> that<00:09:35.654> in<00:09:35.703> the<00:09:35.736> morning,<00:09:36.437> usually<00:09:36.665> in<00:09:36.714> the<00:09:36.860> office<00:09:37.251> by<00:09:37.365> 7:00,<00:09:39.500> 7:30.

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Throughout<00:09:41.048> the<00:09:41.129> day,<00:09:41.306> it's<00:09:41.467> a<00:09:41.532> variety<00:09:41.871> of<00:09:41.903> meetings<00:09:42.354> now.

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It<00:09:42.919> really<00:09:43.145> depends<00:09:43.484> on<00:09:43.548> the<00:09:43.580> season<00:09:44.048> or<00:09:44.113> cycle<00:09:44.516> at<00:09:44.613> which<00:09:44.838> we're<00:09:45.274> in.

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If<00:09:45.597> it's,<00:09:46.226> hey,<00:09:46.371> when<00:09:46.468> you<00:09:46.548> go<00:09:46.693> fundraise,<00:09:47.355> majority<00:09:47.677> of<00:09:47.758> the<00:09:47.790> day<00:09:47.855> is<00:09:47.919> spent<00:09:48.145> with<00:09:48.210> investors.

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But<00:09:49.523> I'd<00:09:49.620> say<00:09:49.847> on<00:09:50.009> average,<00:09:50.350> it's<00:09:50.528> about<00:09:50.820> 25%<00:09:51.728> internal<00:09:52.117> meetings,<00:09:54.650> 25%<00:09:55.897> investor<00:09:57.354> board<00:09:58.148> relations,<00:09:58.893> both<00:09:59.363> prospective<00:09:59.865> investors,<00:10:00.416> current<00:10:00.659> investors.

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25%<00:10:04.396> is<00:10:04.509> spent<00:10:05.044> on<00:10:05.450> sales<00:10:06.098> or<00:10:06.277> external<00:10:06.763> activities,<00:10:07.574> partnerships,<00:10:08.937> large<00:10:09.261> clients,<00:10:09.845> enterprises<00:10:10.477> that<00:10:10.575> we<00:10:10.721> work<00:10:10.899> with,<00:10:11.548> vendor<00:10:11.760> management.

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And<00:10:13.253> then<00:10:13.740> the<00:10:13.838> remaining<00:10:14.211> 25%<00:10:15.185> is<00:10:16.240> free<00:10:16.663> thinking,<00:10:17.231> time<00:10:17.555> to<00:10:17.864> catch<00:10:18.124> up<00:10:18.286> on<00:10:18.448> tasks,<00:10:19.017> read<00:10:19.260> news<00:10:19.569> articles,<00:10:20.500> figure<00:10:20.699> out<00:10:20.848> where<00:10:20.948> the<00:10:21.047> market's<00:10:21.529> going<00:10:21.794> and<00:10:21.927> where<00:10:22.027> we<00:10:22.176> want<00:10:22.259> to<00:10:22.342> position<00:10:22.674> ourselves.

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And<00:10:25.153> then<00:10:25.638> end<00:10:25.800> of<00:10:25.881> day,<00:10:26.366> I<00:10:26.447> typically<00:10:26.771> like<00:10:26.852> to<00:10:27.013> be<00:10:27.159> out<00:10:27.191> of<00:10:27.240> the<00:10:27.402> office<00:10:27.887> by<00:10:28.227> 6:30,<00:10:28.955> 7:00.

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Go<00:10:32.101> home,<00:10:32.665> grab<00:10:32.907> a<00:10:32.923> quick<00:10:33.165> bite<00:10:33.391> to<00:10:33.633> eat,<00:10:34.036> and<00:10:34.213> then<00:10:35.326> again,<00:10:35.584> I<00:10:35.648> like<00:10:35.826> to<00:10:35.906> do<00:10:35.987> something<00:10:36.245> mindless.

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So<00:10:36.777> I<00:10:36.873> love<00:10:37.115> flipping<00:10:37.502> houses,<00:10:38.002> I<00:10:38.067> love<00:10:38.228> remodeling,<00:10:38.808> I<00:10:38.889> love<00:10:39.115> working<00:10:39.373> on<00:10:39.469> old<00:10:39.679> motorcycles,<00:10:40.340> fixing<00:10:40.550> those<00:10:40.808> up.

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So<00:10:41.569> something<00:10:41.844> where<00:10:41.957> I<00:10:42.038> can<00:10:42.135> still<00:10:42.297> work<00:10:42.410> with<00:10:42.523> my<00:10:42.669> hands<00:10:42.928> like<00:10:43.090> I<00:10:43.106> did<00:10:43.316> within—<00:10:44.627> in<00:10:44.853> surgery,<00:10:46.714> but<00:10:46.876> doesn't<00:10:47.135> require<00:10:47.523> all<00:10:47.620> the<00:10:47.766> brainpower<00:10:48.413> that<00:10:49.060> running<00:10:49.254> a<00:10:49.384> team<00:10:49.530> does.

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Yeah.

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What<00:10:52.554> advice<00:10:53.004> would<00:10:53.100> you<00:10:53.326> have<00:10:53.583> for<00:10:53.808> entrepreneurs<00:10:55.095> who<00:10:55.272> are<00:10:55.578> thinking<00:10:55.931> about<00:10:56.301> raising<00:10:56.720> money?

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And<00:10:58.085> what<00:10:58.816> did<00:10:59.076> you<00:10:59.401> learn<00:10:59.709> in<00:10:59.790> your<00:11:00.034> process<00:11:00.700> of<00:11:00.846> raising?

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I<00:11:01.252> assume<00:11:01.577> you<00:11:01.658> raised<00:11:01.901> from<00:11:02.080> venture<00:11:02.324> capitalists.

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What<00:11:03.888> did<00:11:04.033> you<00:11:04.259> learn<00:11:04.597> through<00:11:04.999> that<00:11:05.305> process<00:11:05.723> of<00:11:05.884> raising<00:11:06.287> money<00:11:06.754> that<00:11:06.915> you<00:11:07.092> would<00:11:09.249> give<00:11:09.362> advice<00:11:09.748> to<00:11:10.054> people<00:11:10.376> who<00:11:10.440> are<00:11:10.472> thinking<00:11:10.649> about<00:11:10.875> doing<00:11:11.036> the<00:11:11.100> same<00:11:11.358> thing<00:11:11.583> now?

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You<00:11:12.912> got<00:11:13.074> to<00:11:13.139> decide<00:11:13.869> what<00:11:14.048> kind<00:11:14.291> of<00:11:14.453> business<00:11:15.411> you're<00:11:15.654> going<00:11:15.768> to<00:11:16.157> build,<00:11:16.482> right?

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Like,<00:11:17.049> that's<00:11:17.374> at<00:11:17.455> the<00:11:17.601> core<00:11:17.861> of<00:11:18.039> it.

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Somebody<00:11:19.862> asked<00:11:20.042> me<00:11:20.107> this<00:11:20.353> actually<00:11:20.615> the<00:11:20.680> other<00:11:20.975> day,<00:11:21.090> and<00:11:21.172> I<00:11:21.270> said,<00:11:22.154> you<00:11:22.252> know,<00:11:22.400> well,<00:11:22.645> pitch<00:11:22.825> me<00:11:22.907> your<00:11:23.071> idea.

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And<00:11:23.770> they<00:11:23.890> pitched<00:11:24.230> it<00:11:24.450> and<00:11:24.550> it<00:11:24.730> was,<00:11:25.890> I<00:11:26.390> think<00:11:26.510> it<00:11:26.590> was<00:11:26.630> like<00:11:26.830> a<00:11:26.950> fishing<00:11:27.210> lure<00:11:27.470> company<00:11:27.810> if<00:11:27.950> I<00:11:28.090> remember<00:11:28.350> right.

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They<00:11:28.830> were<00:11:28.890> building<00:11:29.150> fishing<00:11:29.510> lures<00:11:29.850> and<00:11:30.530> great<00:11:31.849> product<00:11:32.250> actually<00:11:32.590> because<00:11:32.710> they<00:11:32.790> like<00:11:32.930> to<00:11:33.210> fish.

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But<00:11:34.470> I<00:11:34.650> said,<00:11:36.290> you<00:11:36.350> know,<00:11:36.510> what's<00:11:36.730> your<00:11:36.890> strategy?

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How<00:11:37.450> are<00:11:37.590> you<00:11:37.610> selling<00:11:37.890> right<00:11:38.050> now?

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They're<00:11:38.310> like,<00:11:38.430> oh,<00:11:38.530> we<00:11:38.650> have<00:11:38.790> a<00:11:38.910> few<00:11:39.050> bait<00:11:39.990> stores.

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And<00:11:40.430> I'm<00:11:40.570> like,<00:11:40.710> well,<00:11:40.830> you're<00:11:40.930> building<00:11:41.130> a<00:11:41.270> lifestyle<00:11:41.730> business.

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You<00:11:44.290> know,<00:11:44.390> at<00:11:44.590> the<00:11:44.650> end<00:11:44.770> of<00:11:44.890> the<00:11:45.030> day,<00:11:46.290> like<00:11:46.650> you<00:11:46.890> shouldn't<00:11:47.590> go<00:11:47.810> raise<00:11:48.090> money.

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You<00:11:48.690> bootstrapped<00:11:49.170> this<00:11:49.510> far,<00:11:49.790> continue<00:11:50.090> doing<00:11:50.350> so,<00:11:50.650> slow<00:11:51.090> grow<00:11:51.270> it.

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Like<00:11:51.670> there's,<00:11:52.150> you<00:11:52.310> don't<00:11:52.430> have<00:11:52.690> a<00:11:52.810> patent<00:11:52.990> on<00:11:53.170> anything.

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There's<00:11:53.670> no<00:11:53.710> IP<00:11:53.730> here.

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Just<00:11:56.149> work<00:11:57.208> what's<00:11:57.673> currently<00:11:58.074> working<00:11:58.395> for<00:11:58.571> you.

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And<00:11:59.935> so,<00:12:01.138> at<00:12:01.219> the<00:12:01.299> heart<00:12:01.684> of<00:12:01.764> that<00:12:01.941> conversation<00:12:02.566> with<00:12:02.727> them,<00:12:02.823> it<00:12:02.903> really<00:12:03.144> got<00:12:03.384> down<00:12:03.689> to,<00:12:03.786> it's<00:12:03.962> like,<00:12:04.363> are<00:12:04.491> you<00:12:04.588> building<00:12:04.828> a<00:12:04.909> lifestyle,<00:12:06.112> long-term,<00:12:06.994> 20,<00:12:07.395> 30,<00:12:07.636> 40-year<00:12:08.262> business<00:12:08.599> that<00:12:08.743> you<00:12:08.839> want<00:12:09.000> to<00:12:09.160> run?

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Or<00:12:09.465> are<00:12:09.561> you<00:12:09.786> trying<00:12:10.042> to<00:12:10.203> build<00:12:10.379> something<00:12:10.764> that<00:12:11.005> goes<00:12:12.048> national,<00:12:12.850> international<00:12:13.732> in<00:12:13.877> the<00:12:13.909> span<00:12:14.294> of<00:12:14.406> like<00:12:15.000> 3,<00:12:15.257> 4,<00:12:15.577> 5<00:12:16.043> years<00:12:17.086> and<00:12:17.198> you're<00:12:17.326> trying<00:12:17.583> to<00:12:17.663> capture<00:12:17.904> as<00:12:18.048> much<00:12:18.225> of<00:12:18.289> the<00:12:18.369> market<00:12:18.642> as<00:12:18.850> possible?

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Those<00:12:20.246> are<00:12:20.455> two<00:12:20.727> very<00:12:20.968> separate<00:12:21.257> businesses<00:12:21.417> and<00:12:21.594> they<00:12:21.754> both<00:12:21.915> have<00:12:22.139> two<00:12:22.380> very<00:12:22.572> separate<00:12:22.957> game<00:12:23.198> plans<00:12:23.599> for<00:12:23.824> capital.

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I<00:12:25.152> said,<00:12:25.381> "If<00:12:25.479> it's<00:12:25.610> the<00:12:25.708> latter,<00:12:26.199> that's<00:12:26.525> where<00:12:26.591> you<00:12:26.689> want<00:12:26.820> to<00:12:26.934> go<00:12:27.098> raise<00:12:27.997> venture<00:12:28.324> dollars.

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If<00:12:30.693> it's<00:12:31.258> about<00:12:31.582> growth<00:12:32.066> at<00:12:32.470> all<00:12:32.632> costs<00:12:33.602> and<00:12:34.086> just<00:12:34.571> speed<00:12:35.137> to<00:12:35.234> market<00:12:36.042> and<00:12:36.284> if<00:12:36.381> you<00:12:36.591> don't<00:12:36.866> do<00:12:37.011> it<00:12:37.108> now,<00:12:37.432> other<00:12:37.658> people<00:12:37.836> are<00:12:37.884> going<00:12:37.981> to<00:12:38.030> beat<00:12:38.126> you<00:12:38.223> to<00:12:38.400> it,<00:12:39.012> good.

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Go<00:12:39.769> raise<00:12:39.995> the<00:12:40.091> venture<00:12:40.397> dollars."<00:12:41.605> And<00:12:41.750> I<00:12:41.847> said,<00:12:42.153> "Venture<00:12:42.411> dollars<00:12:42.813> are<00:12:42.910> a<00:12:43.039> two-edged<00:12:43.538> sword."<00:12:46.099> On<00:12:46.196> the<00:12:46.679> nice<00:12:47.309> shiny<00:12:47.796> part<00:12:47.990> of<00:12:48.120> it,<00:12:48.217> it's<00:12:48.380> like,<00:12:48.947> yes,<00:12:49.336> you're<00:12:49.515> going<00:12:50.326> to<00:12:50.407> get<00:12:50.650> brand<00:12:50.958> exposure<00:12:51.526> if<00:12:51.607> you<00:12:51.786> raise<00:12:52.045> from<00:12:52.191> some<00:12:52.370> of<00:12:52.402> the<00:12:52.434> name<00:12:52.743> brand<00:12:53.002> VCs.

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They're<00:12:53.359> going<00:12:53.440> to<00:12:53.505> accelerate<00:12:53.813> your<00:12:54.024> business<00:12:54.170> tremendously.

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Expeditiously<00:12:56.622> quicker<00:12:57.007> than<00:12:57.168> you<00:12:57.344> would<00:12:58.612> if<00:12:58.709> you<00:12:58.789> just<00:12:59.013> bootstrapped<00:12:59.607> it<00:12:59.671> continually.

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You're<00:13:00.538> going<00:13:00.618> to<00:13:00.779> get<00:13:01.035> to<00:13:01.276> that<00:13:01.501> higher<00:13:01.918> valuation<00:13:02.592> a<00:13:02.624> lot<00:13:02.897> sooner<00:13:04.149> and<00:13:04.951> it's<00:13:05.128> just<00:13:05.288> going<00:13:05.384> to<00:13:05.529> give<00:13:05.753> you<00:13:05.850> the<00:13:06.074> operating<00:13:08.016> potential<00:13:08.883> to<00:13:09.043> go<00:13:09.284> out<00:13:09.477> and<00:13:09.541> acquire,<00:13:10.167> roll<00:13:10.407> up,<00:13:10.520> and<00:13:10.648> just<00:13:10.889> grow<00:13:11.226> a<00:13:11.242> lot<00:13:11.466> faster<00:13:12.173> expeditiously.

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But<00:13:14.516> on<00:13:14.580> the<00:13:14.612> other<00:13:14.676> side,<00:13:14.997> it's<00:13:15.174> like,<00:13:15.783> who<00:13:16.024> are<00:13:16.265> you<00:13:16.586> as<00:13:16.698> a<00:13:16.826> business<00:13:17.228> owner<00:13:17.484> or<00:13:17.709> founder<00:13:18.511> in<00:13:18.608> terms<00:13:19.073> of<00:13:19.410> mindset<00:13:20.196> of<00:13:20.453> control?

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You're<00:13:21.368> going<00:13:21.496> to<00:13:21.561> lose<00:13:21.898> a<00:13:21.914> lot<00:13:22.122> of<00:13:22.154> that<00:13:22.299> control.

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Sure,<00:13:23.888> you're<00:13:24.000> still<00:13:24.306> the<00:13:24.371> CEO,<00:13:25.417> but<00:13:25.594> you're<00:13:25.755> no<00:13:25.997> longer<00:13:26.383> working<00:13:26.641> just<00:13:26.866> for<00:13:26.947> yourself.

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You're<00:13:27.526> working<00:13:27.848> for<00:13:27.929> your<00:13:28.009> investors.

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You<00:13:29.153> have<00:13:29.233> fiduciary,<00:13:29.861> you<00:13:29.925> have<00:13:30.038> a<00:13:30.103> legal<00:13:30.425> responsibility<00:13:31.391> then<00:13:31.697> to<00:13:32.663> use<00:13:32.920> that<00:13:33.130> money<00:13:33.402> wisely,<00:13:35.170> turn<00:13:35.347> that<00:13:35.605> into<00:13:36.331> revenue,<00:13:36.783> at<00:13:36.815> least<00:13:37.057> give<00:13:37.218> it<00:13:37.283> your<00:13:37.444> best<00:13:37.767> effort.

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And<00:13:39.170> so<00:13:39.557> there's<00:13:40.122> pros<00:13:40.444> and<00:13:40.509> cons<00:13:40.783> to<00:13:40.848> both<00:13:40.993> sides.

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It<00:13:41.331> really<00:13:41.573> comes<00:13:41.848> down<00:13:42.057> to<00:13:42.219> like,<00:13:42.622> what<00:13:42.703> do<00:13:42.767> you<00:13:42.945> want<00:13:43.187> out<00:13:43.283> of<00:13:43.332> your<00:13:43.428> business?

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You<00:13:47.292> know,<00:13:47.532> the<00:13:47.600> things<00:13:47.805> that<00:13:47.942> I've<00:13:48.113> learned<00:13:48.370> is<00:13:48.473> like,<00:13:48.873> you<00:13:49.197> need<00:13:49.520> to<00:13:49.682> be<00:13:51.365> incredibly<00:13:52.741> selective<00:13:53.324> with<00:13:53.550> who<00:13:53.712> you<00:13:53.842> let<00:13:54.117> on<00:13:54.845> into<00:13:55.590> your<00:13:55.752> cap<00:13:56.075> table.

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If<00:13:58.188> an<00:13:58.253> investor<00:13:58.738> is<00:13:58.819> demanding<00:13:59.288> from<00:13:59.401> the<00:13:59.547> get-go,<00:14:00.016> chances<00:14:00.372> are<00:14:00.453> they're<00:14:00.550> going<00:14:00.663> to<00:14:00.744> be<00:14:00.906> demanding<00:14:01.245> throughout<00:14:01.504> the<00:14:01.569> entirety<00:14:01.908> of<00:14:01.989> the<00:14:02.054> life<00:14:02.361> cycle.

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In<00:14:05.192> medicine,<00:14:05.675> we<00:14:05.756> used<00:14:05.917> to<00:14:05.997> say<00:14:06.239> like<00:14:06.464> you<00:14:06.561> want<00:14:06.802> a<00:14:06.883> good<00:14:07.124> nurse<00:14:07.527> or<00:14:07.672> you<00:14:07.768> want<00:14:07.929> a<00:14:08.010> good<00:14:08.187> assistant<00:14:08.734> that<00:14:08.960> you<00:14:09.056> can<00:14:09.217> spend<00:14:09.845> 8<00:14:10.006> hours<00:14:10.344> across<00:14:10.666> the<00:14:10.747> table<00:14:11.069> from<00:14:11.938> every<00:14:12.099> single<00:14:12.357> day<00:14:12.518> doing<00:14:12.775> surgeries<00:14:13.226> with.

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Same<00:14:14.273> thing<00:14:14.450> is<00:14:14.595> true<00:14:14.773> in<00:14:14.855> like<00:14:15.103> venture,<00:14:15.515> right?

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Like<00:14:16.376> You<00:14:16.553> want<00:14:17.437> an<00:14:17.902> investor<00:14:18.481> that<00:14:18.625> you<00:14:18.722> can<00:14:18.866> spend<00:14:19.107> the<00:14:19.139> next<00:14:19.444> 7,<00:14:19.990> 8<00:14:20.231> years,<00:14:20.649> the<00:14:20.713> entire<00:14:21.051> life<00:14:21.308> cycle<00:14:21.581> of<00:14:21.613> the<00:14:21.773> business,<00:14:22.721> working<00:14:23.042> with,<00:14:23.155> having<00:14:23.444> phone<00:14:23.765> calls<00:14:24.102> with,<00:14:24.327> because<00:14:24.745> they're<00:14:24.986> going<00:14:25.227> to<00:14:25.307> be<00:14:25.548> there<00:14:26.094> through<00:14:26.190> the<00:14:26.415> ups<00:14:26.592> and<00:14:26.672> the<00:14:26.817> downs<00:14:27.154> of<00:14:27.234> it<00:14:27.379> all.

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And<00:14:28.921> so<00:14:29.242> just<00:14:29.788> being<00:14:29.965> very<00:14:30.190> selective,<00:14:30.832> like<00:14:31.234> you're<00:14:31.411> building<00:14:31.636> a<00:14:31.716> relationship.

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It's<00:14:32.439> almost<00:14:32.696> like<00:14:32.856> choosing<00:14:33.322> a<00:14:33.900> girlfriend,<00:14:34.382> boyfriend,<00:14:34.703> spouse,<00:14:35.169> whatever.

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Like<00:14:35.812> you<00:14:35.860> need<00:14:35.988> to<00:14:36.229> be<00:14:36.454> very<00:14:36.791> closely<00:14:37.209> aligned<00:14:37.675> with<00:14:37.835> them<00:14:38.478> so<00:14:38.623> they<00:14:38.783> ultimately<00:14:39.104> have<00:14:39.281> faith<00:14:39.602> in<00:14:39.747> you<00:14:39.988> and<00:14:40.068> that<00:14:40.229> they're<00:14:40.325> going<00:14:40.438> to<00:14:40.486> go<00:14:40.582> out<00:14:40.630> and<00:14:40.871> do<00:14:40.968> good<00:14:41.112> work<00:14:41.353> for<00:14:41.433> you<00:14:41.610> too.

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What<00:14:42.605> do<00:14:42.637> you<00:14:42.814> read?

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What<00:14:43.600> reading<00:14:43.857> recommendations<00:14:44.563> would<00:14:44.643> you<00:14:44.723> have<00:14:44.884> for<00:14:45.124> us?

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Anything<00:14:46.424> that<00:14:46.568> piques<00:14:46.809> my<00:14:46.986> interest.

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As<00:14:48.670> far<00:14:48.991> as<00:14:49.713> day-to-day<00:14:50.195> stuff,<00:14:50.820> Wall<00:14:50.997> Street<00:14:51.382> Journal,<00:14:52.120> TechCrunch,<00:14:53.805> Business<00:14:54.126> Insider,<00:14:54.687> Forbes.

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I<00:14:56.051> just<00:14:56.195> like<00:14:56.532> reading<00:14:56.773> about<00:14:56.917> market<00:14:57.238> trends<00:14:58.939> because<00:15:00.046> that<00:15:00.223> dictates<00:15:00.576> a<00:15:00.624> lot<00:15:00.784> of<00:15:00.816> strategies.

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The<00:15:01.410> greater<00:15:01.651> macroeconomic<00:15:02.469> environment<00:15:02.950> tells<00:15:03.271> us<00:15:03.432> where<00:15:03.656> we<00:15:03.913> think<00:15:04.940> the<00:15:05.100> overall<00:15:05.453> market<00:15:05.806> is<00:15:05.838> going<00:15:05.935> to<00:15:05.999> go,<00:15:06.223> where<00:15:06.384> consumer<00:15:06.801> spending<00:15:07.186> habits<00:15:07.603> are<00:15:07.667> going<00:15:07.764> to<00:15:07.844> be,<00:15:08.229> and<00:15:08.807> how's<00:15:09.031> that<00:15:09.144> going<00:15:09.240> to<00:15:09.288> affect<00:15:09.609> our<00:15:09.834> business.

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Some<00:15:11.898> of<00:15:11.931> the<00:15:12.060> best<00:15:12.385> advice<00:15:12.709> I<00:15:12.774> ever<00:15:13.033> got<00:15:13.260> was<00:15:13.422> from<00:15:13.536> a<00:15:13.600> mentor<00:15:14.006> within<00:15:14.249> the<00:15:14.330> first<00:15:14.719> like<00:15:15.205> week<00:15:15.481> of<00:15:15.627> me<00:15:15.789> just<00:15:16.178> coming<00:15:16.453> up<00:15:16.486> with<00:15:16.616> this<00:15:16.842> idea.

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He<00:15:17.968> said,<00:15:18.835> "The<00:15:18.996> best<00:15:19.237> CEOs<00:15:19.976> that<00:15:20.121> I<00:15:20.201> know,<00:15:22.049> they<00:15:22.210> don't<00:15:22.595> worry<00:15:23.013> about<00:15:23.576> the<00:15:25.247> pennies<00:15:25.809> here<00:15:26.066> and<00:15:26.211> there<00:15:26.452> of<00:15:26.548> the<00:15:26.693> business.

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That's<00:15:27.320> for<00:15:27.416> the<00:15:27.449> CFO<00:15:27.997> to<00:15:28.142> worry<00:15:28.384> about.

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But<00:15:29.352> what<00:15:29.449> they<00:15:29.611> do<00:15:29.836> worry<00:15:30.078> about<00:15:30.272> is<00:15:30.498> understanding<00:15:30.982> the<00:15:31.063> entirety<00:15:31.547> of<00:15:31.692> their<00:15:31.934> market,<00:15:32.434> their<00:15:32.757> industry,<00:15:33.176> their<00:15:33.338> sector,<00:15:34.532> and<00:15:34.693> knowing<00:15:35.403> all<00:15:35.726> the<00:15:35.968> ins<00:15:36.629> and<00:15:36.790> all<00:15:36.953> the<00:15:37.122> outs<00:15:37.392> of<00:15:37.544> it."<00:15:37.974> Where<00:15:38.200> does<00:15:38.313> money<00:15:38.604> come<00:15:38.863> from?

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Why<00:15:39.752> does<00:15:39.914> it<00:15:40.060> come<00:15:40.221> from<00:15:40.383> there?

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Where<00:15:41.289> does<00:15:41.450> it<00:15:41.515> go<00:15:41.693> out<00:15:42.016> and<00:15:42.243> why<00:15:42.421> does<00:15:42.518> it<00:15:42.663> go<00:15:42.825> out<00:15:43.051> there?

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And<00:15:44.000> so<00:15:44.032> that's<00:15:44.242> what<00:15:44.291> we,<00:15:44.662> that's<00:15:44.904> what<00:15:45.065> we<00:15:45.162> try<00:15:45.339> to<00:15:45.485> do<00:15:45.646> at<00:15:45.743> a<00:15:45.807> senior<00:15:46.130> level<00:15:46.437> here<00:15:46.614> is<00:15:46.856> understand<00:15:47.744> our<00:15:48.066> landscape<00:15:48.792> and<00:15:49.277> what<00:15:49.373> are<00:15:49.438> the<00:15:49.519> different<00:15:49.761> levers<00:15:50.083> that<00:15:50.245> we<00:15:50.325> can<00:15:50.487> pull?

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Why<00:15:51.035> are<00:15:51.197> people<00:15:51.455> doing<00:15:51.697> certain<00:15:52.084> things<00:15:52.342> the<00:15:52.423> way<00:15:52.568> that<00:15:52.665> they<00:15:52.826> do<00:15:52.972> them?

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Who's<00:15:53.440> paying<00:15:53.707> who<00:15:53.974> and<00:15:54.125> what's<00:15:54.308> the<00:15:54.392> value<00:15:54.810> created<00:15:55.244> in<00:15:55.378> there?

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Personal<00:15:58.241> edification,<00:15:58.984> books<00:15:59.290> that<00:15:59.371> I<00:15:59.403> like.

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When<00:16:01.309> I<00:16:01.470> first<00:16:01.761> started,<00:16:02.116> I<00:16:02.277> loved<00:16:03.165> books<00:16:03.585> on<00:16:03.827> persuasion.

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And<00:16:07.264> sales,<00:16:07.911> there's<00:16:08.024> a<00:16:08.089> really<00:16:08.331> good<00:16:08.461> one<00:16:08.574> by<00:16:08.736> Ryan<00:16:09.059> Holiday<00:16:09.545> called<00:16:09.804> The<00:16:09.949> Obstacle<00:16:10.515> Is<00:16:10.661> the<00:16:10.758> Way,<00:16:11.082> and<00:16:11.163> it's<00:16:11.389> helped<00:16:11.632> me<00:16:11.810> reframe<00:16:12.230> my<00:16:12.521> thinking<00:16:12.845> for<00:16:12.926> a<00:16:12.942> lot<00:16:13.120> of<00:16:13.185> different<00:16:13.427> things.

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So<00:16:15.625> books<00:16:15.950> of<00:16:16.032> that<00:16:16.341> nature,<00:16:16.846> Traction,<00:16:17.481> EOS,<00:16:18.783> I<00:16:18.946> really<00:16:19.223> enjoyed.

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CEO<00:16:22.241> Excellence<00:16:22.748> is<00:16:22.846> another<00:16:23.156> one<00:16:23.320> that<00:16:23.483> I've<00:16:23.663> enjoyed.

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And<00:16:26.243> then<00:16:27.434> just<00:16:27.691> personally,<00:16:28.254> I<00:16:28.286> love<00:16:28.496> fiction.

00:16:30.250 --> 00:16:31.972
I<00:16:30.266> like<00:16:30.507> a<00:16:30.588> really<00:16:30.829> good<00:16:31.071> plotline<00:16:31.618> story.

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So<00:16:32.905> Atlas<00:16:33.179> Shrugged<00:16:33.646> and<00:16:33.790> all<00:16:34.048> of<00:16:35.110> Ayn<00:16:35.223> Rand's<00:16:35.628> books<00:16:35.871> are<00:16:35.952> some<00:16:36.131> of<00:16:36.179> my<00:16:36.277> favorite,<00:16:36.828> Fountainhead.

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Yeah.

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Yeah,<00:16:40.491> for<00:16:40.572> sure.

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How<00:16:42.406> are<00:16:42.551> you<00:16:42.648> thinking<00:16:42.987> about<00:16:43.294> artificial<00:16:43.779> intelligence<00:16:44.489> within<00:16:44.974> your<00:16:45.216> company?

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How<00:16:45.814> have<00:16:45.959> things<00:16:46.347> changed<00:16:46.670> since<00:16:46.848> you<00:16:46.993> founded<00:16:47.429> it<00:16:47.591> to<00:16:47.671> now<00:16:48.867> in<00:16:48.947> terms<00:16:49.335> of<00:16:49.577> AI<00:16:49.916> integration<00:16:50.401> into<00:16:50.546> your<00:16:50.708> product?

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It's<00:16:53.657> a<00:16:53.738> really<00:16:53.997> good<00:16:54.240> question,<00:16:54.951> Clint.

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And<00:16:56.084> I'd<00:16:56.278> say<00:16:59.724> a<00:16:59.740> lot<00:17:00.209> of<00:17:00.322> investors<00:17:01.018> are<00:17:01.911> almost<00:17:02.323> jaded<00:17:02.835> by<00:17:03.082> the<00:17:03.247> prior<00:17:04.740> blockchain<00:17:05.737> bubble<00:17:06.123> that<00:17:06.300> happened,<00:17:07.007> you<00:17:07.040> know,<00:17:07.265> a<00:17:07.345> couple<00:17:07.602> of<00:17:07.731> years<00:17:07.988> back,<00:17:08.391> like<00:17:08.873> crypto<00:17:09.500> boomed<00:17:09.919> and<00:17:09.983> then<00:17:10.224> boom,<00:17:10.465> you<00:17:10.546> had<00:17:10.642> all<00:17:10.723> this<00:17:10.964> blockchain<00:17:11.527> technology<00:17:12.154> that<00:17:12.331> came<00:17:12.589> out<00:17:12.637> and<00:17:12.958> it<00:17:13.119> was<00:17:13.216> the<00:17:13.377> buzz<00:17:13.843> for<00:17:13.940> a<00:17:14.020> couple<00:17:14.310> of<00:17:14.423> years<00:17:14.665> there.

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I<00:17:16.345> think<00:17:16.668> AI<00:17:18.121> in<00:17:18.218> its<00:17:18.445> current<00:17:18.784> form<00:17:19.010> has<00:17:19.204> some<00:17:19.979> of<00:17:20.173> that<00:17:21.449> hype<00:17:23.158> that<00:17:23.776> will<00:17:23.938> diminish<00:17:24.426> over<00:17:24.539> the<00:17:24.620> next<00:17:25.238> couple<00:17:25.433> of<00:17:25.498> years,<00:17:25.758> but<00:17:25.920> there<00:17:26.131> is<00:17:26.164> some<00:17:26.456> core<00:17:26.716> technologies<00:17:27.464> in<00:17:27.594> there<00:17:27.772> that<00:17:27.935> are<00:17:28.325> not<00:17:28.504> going<00:17:28.682> to<00:17:28.764> disappear<00:17:29.300> and<00:17:29.397> that<00:17:29.543> are<00:17:30.128> incredibly<00:17:30.616> valuable.

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The<00:17:31.922> way<00:17:32.084> that<00:17:32.245> we<00:17:32.423> view<00:17:32.665> it,<00:17:32.891> particularly<00:17:33.230> in<00:17:33.311> the<00:17:33.376> medical<00:17:33.699> space,<00:17:34.118> is<00:17:35.491> a<00:17:35.717> patient-provider<00:17:37.090> interaction<00:17:39.835> is<00:17:39.966> solidified<00:17:41.252> and<00:17:41.429> built<00:17:41.767> upon<00:17:42.378> empathy<00:17:42.796> and<00:17:42.861> rapport.

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That<00:17:44.726> in<00:17:44.871> and<00:17:44.968> of<00:17:45.128> itself<00:17:45.836> should<00:17:46.093> never<00:17:47.605> go<00:17:47.782> away.

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There<00:17:48.570> always<00:17:48.860> needs<00:17:48.988> to<00:17:49.069> be<00:17:49.149> some<00:17:49.390> sort<00:17:49.551> of<00:17:49.632> interaction<00:17:50.021> there.

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The<00:17:51.174> places<00:17:51.644> that<00:17:51.823> we're<00:17:52.066> really<00:17:52.391> leaning<00:17:52.781> into<00:17:52.943> AI<00:17:53.381> is<00:17:54.647> how<00:17:54.890> can<00:17:55.069> we<00:17:55.231> maximize<00:17:56.043> the<00:17:56.205> time<00:17:57.447> that<00:17:57.704> a<00:17:58.346> doctor<00:17:58.828> or<00:17:59.085> nurse<00:17:59.406> or<00:17:59.566> therapist<00:18:00.096> actually<00:18:00.353> spends<00:18:01.621> facing<00:18:02.183> patients<00:18:02.681> and<00:18:02.761> not<00:18:03.002> doing<00:18:03.226> everything<00:18:03.628> else<00:18:03.804> behind<00:18:04.045> the<00:18:04.125> scenes?

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How<00:18:05.008> can<00:18:05.089> I<00:18:05.249> decrease<00:18:05.715> clinical<00:18:05.972> documentation<00:18:06.694> times?

00:18:07.593 --> 00:18:25.124
So<00:18:07.802> our<00:18:08.059> CTO<00:18:08.637> and<00:18:08.781> team,<00:18:09.102> they've<00:18:09.407> built<00:18:10.691> an<00:18:11.655> AI<00:18:12.136> tool<00:18:12.473> that<00:18:13.196> takes<00:18:13.581> all<00:18:13.613> of<00:18:13.693> the<00:18:13.822> patient's<00:18:14.705> past<00:18:14.962> medical<00:18:15.251> history,<00:18:16.166> takes<00:18:16.487> their<00:18:16.647> clinical<00:18:17.049> intake<00:18:17.450> form<00:18:17.755> of<00:18:17.851> why<00:18:18.092> they're<00:18:18.253> there,<00:18:19.200> matches<00:18:19.553> it<00:18:19.681> up<00:18:19.922> and<00:18:20.324> generates<00:18:20.902> an<00:18:20.982> entire<00:18:21.929> summary<00:18:22.427> for<00:18:22.651> our<00:18:22.828> doctor<00:18:23.213> saying,<00:18:23.534> hey,<00:18:23.791> this<00:18:24.032> is<00:18:24.112> why<00:18:24.337> we<00:18:24.433> think<00:18:24.594> the<00:18:24.658> patient's<00:18:24.995> here.

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Here's<00:18:25.461> the<00:18:25.557> top<00:18:25.814> differential<00:18:26.296> diagnosis.

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Of<00:18:27.002> why<00:18:27.227> they're<00:18:27.404> there.

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Here's<00:18:28.481> some<00:18:29.236> treatments<00:18:29.702> for<00:18:29.750> each<00:18:30.039> one.

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And<00:18:30.763> then<00:18:30.811> it'll<00:18:31.004> finalize<00:18:31.566> the<00:18:31.647> note<00:18:31.888> for<00:18:32.016> them.

00:18:32.466 --> 00:18:40.120
So<00:18:32.627> that<00:18:32.852> way,<00:18:33.109> whereas<00:18:33.431> it<00:18:33.591> took<00:18:33.832> a<00:18:34.218> physician<00:18:34.861> 10<00:18:35.038> minutes<00:18:35.359> to<00:18:35.504> document<00:18:35.890> an<00:18:36.003> encounter<00:18:36.325> after<00:18:36.471> they're<00:18:36.568> done,<00:18:37.213> it's<00:18:37.375> taken<00:18:37.601> them<00:18:37.762> 25,<00:18:38.408> 30<00:18:38.586> seconds<00:18:38.973> to<00:18:39.054> review<00:18:39.393> and<00:18:39.538> click<00:18:39.716> approve.

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Same<00:18:42.368> thing<00:18:42.610> with<00:18:42.771> like<00:18:43.012> clinical<00:18:43.350> protocol<00:18:43.737> optimization.

00:18:44.623 --> 00:18:47.907
How<00:18:44.784> do<00:18:44.880> we<00:18:45.363> get<00:18:45.589> more<00:18:45.911> patients<00:18:46.410> through<00:18:46.716> this<00:18:46.893> pathway<00:18:47.312> faster?

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There's<00:18:49.791> also<00:18:49.969> a<00:18:50.033> lot<00:18:50.194> of<00:18:50.275> logistics<00:18:50.839> challenges<00:18:51.420> within<00:18:52.645> telehealth<00:18:53.032> because<00:18:53.274> you<00:18:53.338> have<00:18:53.500> to<00:18:53.564> have<00:18:53.693> a<00:18:53.822> doctor<00:18:54.306> who's<00:18:55.031> licensed<00:18:55.531> in<00:18:55.612> the<00:18:55.692> state<00:18:55.854> where<00:18:55.918> the<00:18:55.967> patient<00:18:56.112> is<00:18:56.176> located,<00:18:56.337> even<00:18:56.434> though<00:18:56.499> that<00:18:56.644> provider<00:18:58.822> might<00:18:59.127> be<00:18:59.447> located<00:18:59.849> in<00:18:59.945> a<00:19:00.009> completely<00:19:00.426> different<00:19:00.651> state<00:19:00.892> than<00:19:00.988> where<00:19:01.068> they're<00:19:01.293> licensed.

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And<00:19:02.754> so<00:19:03.010> scheduling<00:19:04.037> overlaps,<00:19:04.583> making<00:19:04.824> sure<00:19:04.920> you<00:19:04.984> have<00:19:05.081> the<00:19:05.161> right<00:19:05.402> licensure<00:19:06.027> coverage<00:19:06.381> across<00:19:06.926> the<00:19:06.990> entire<00:19:07.472> US<00:19:08.034> for<00:19:08.130> the<00:19:08.274> demand<00:19:08.611> that<00:19:08.675> you're<00:19:08.788> seeing.

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Our<00:19:10.120> AI<00:19:10.457> tool<00:19:10.617> actually<00:19:10.938> drives<00:19:11.420> a<00:19:11.484> lot<00:19:11.741> of<00:19:11.821> that<00:19:12.367> optimization<00:19:13.169> for<00:19:13.426> us.

00:19:14.164 --> 00:19:25.045
So<00:19:14.934> all<00:19:15.095> of<00:19:15.175> the<00:19:15.336> back<00:19:15.737> office<00:19:16.218> wraparound<00:19:16.796> stuff,<00:19:17.502> all<00:19:17.598> the<00:19:17.743> operational<00:19:18.465> pieces<00:19:19.043> that<00:19:19.203> surround<00:19:19.926> the<00:19:20.150> actual<00:19:20.632> core<00:19:20.888> component,<00:19:21.450> which<00:19:21.627> is<00:19:22.558> a<00:19:23.216> clinician<00:19:24.098> meeting<00:19:24.339> with<00:19:24.499> a<00:19:24.580> patient.

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That's<00:19:25.529> where<00:19:25.610> we're<00:19:25.772> thinking<00:19:25.949> about<00:19:26.192> it.

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Yeah,<00:19:27.712> yeah,<00:19:27.809> that<00:19:27.970> makes<00:19:28.213> a<00:19:28.278> lot<00:19:28.455> of<00:19:28.488> sense.

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Is<00:19:29.587> it<00:19:29.668> changing<00:19:30.622> in<00:19:30.719> your<00:19:30.961> conversations<00:19:32.174> with<00:19:32.497> healthcare<00:19:32.902> providers<00:19:33.548> and<00:19:33.694> hospitals<00:19:34.276> and<00:19:34.421> physicians<00:19:34.842> and<00:19:34.923> doctors<00:19:36.128> how<00:19:36.372> they<00:19:36.616> operate?

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Absolutely.

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I<00:19:40.995> mean,<00:19:41.302> just<00:19:41.528> anecdotally<00:19:42.109> speaking,<00:19:42.819> our<00:19:43.222> clinicians<00:19:43.819> now<00:19:44.109> have<00:19:44.303> about<00:19:45.158> 45%<00:19:46.465> more<00:19:46.707> productivity<00:19:47.498> during<00:19:47.740> their<00:19:47.901> day<00:19:48.240> with<00:19:48.401> the<00:19:48.450> tools<00:19:48.794> that<00:19:48.958> we've<00:19:49.204> built<00:19:49.384> them.

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You<00:19:50.467> know,<00:19:50.549> there's<00:19:50.778> always<00:19:51.090> hesitancy.

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Clinicians<00:19:54.690> in<00:19:54.754> particular,<00:19:55.333> they've<00:19:55.558> gone<00:19:55.944> from<00:19:56.185> paper<00:19:56.506> records<00:19:56.940> to<00:19:57.020> now<00:19:57.245> being<00:19:57.487> forced<00:19:57.792> to<00:19:57.872> use<00:19:58.049> electronic<00:19:58.612> medical<00:19:58.917> records,<00:20:00.042> to<00:20:00.074> now<00:20:00.299> having<00:20:00.701> to<00:20:00.781> use<00:20:00.942> different<00:20:01.248> technologies<00:20:01.971> within<00:20:02.212> their<00:20:02.308> day-to-day.

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And<00:20:04.438> so,<00:20:04.825> it's,<00:20:07.648> you<00:20:07.680> know,<00:20:07.890> there<00:20:07.986> is<00:20:08.212> hesitancy<00:20:08.873> around<00:20:09.180> it<00:20:09.261> at<00:20:09.357> first.

00:20:10.356 --> 00:20:14.648
You<00:20:10.389> have<00:20:10.534> to<00:20:10.614> show<00:20:11.018> them<00:20:11.244> and<00:20:11.405> prove<00:20:11.744> to<00:20:11.889> them<00:20:12.067> that,<00:20:12.292> hey,<00:20:12.486> this<00:20:12.696> is<00:20:12.857> actually<00:20:13.115> beneficial<00:20:13.664> for<00:20:13.906> you<00:20:14.003> in<00:20:14.083> your<00:20:14.229> day-to-day.

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It's<00:20:14.874> going<00:20:14.955> to<00:20:15.116> increase<00:20:15.858> more<00:20:16.165> of<00:20:16.278> your<00:20:16.649> time.

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It's<00:20:17.681> going<00:20:17.794> to<00:20:17.891> allow<00:20:18.181> you<00:20:18.230> to<00:20:18.278> do<00:20:18.440> more<00:20:18.746> of<00:20:18.827> what<00:20:18.924> you<00:20:19.004> actually<00:20:19.327> want<00:20:19.488> to<00:20:19.634> do.

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And<00:20:20.687> if<00:20:20.784> you<00:20:20.946> learn<00:20:21.189> this<00:20:21.334> piece<00:20:21.448> of<00:20:21.545> technology,<00:20:21.981> it's<00:20:22.143> actually<00:20:22.564> decreasing<00:20:23.033> the<00:20:23.114> amount<00:20:23.292> of<00:20:23.518> other<00:20:23.696> technologies<00:20:24.408> you<00:20:24.440> have<00:20:24.667> to<00:20:24.812> use.

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So<00:20:27.174> it's<00:20:27.319> been<00:20:27.481> fun.

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There's<00:20:28.225> been<00:20:28.371> a<00:20:28.533> lot<00:20:28.775> of<00:20:28.872> interest,<00:20:29.503> particularly<00:20:29.762> within<00:20:30.040> our<00:20:30.170> sector,<00:20:30.660> because<00:20:31.720> by<00:20:31.884> nature,<00:20:32.226> these<00:20:32.438> clinicians<00:20:32.863> are<00:20:33.010> interested<00:20:33.336> in<00:20:33.434> technology.

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They're<00:20:34.495> doing<00:20:34.821> telehealth.

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And<00:20:37.038> so,<00:20:37.653> you<00:20:37.685> know,<00:20:37.847> a<00:20:37.895> lot<00:20:38.057> of<00:20:38.138> them<00:20:38.300> are<00:20:38.381> brought<00:20:38.639> up<00:20:38.817> to<00:20:38.947> us<00:20:39.206> and<00:20:39.270> saying,<00:20:39.594> hey,<00:20:39.917> how<00:20:40.095> can<00:20:40.257> we<00:20:40.403> automate<00:20:40.807> this<00:20:41.066> through<00:20:41.227> some<00:20:41.454> of<00:20:41.535> the<00:20:41.697> AI<00:20:42.117> that's<00:20:42.279> been<00:20:42.441> built?

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Or<00:20:43.411> is<00:20:43.557> there<00:20:43.638> some<00:20:43.832> sort<00:20:43.977> of<00:20:44.074> solution<00:20:44.543> to<00:20:44.689> this<00:20:44.867> problem<00:20:45.255> that<00:20:45.352> we're<00:20:45.514> facing?

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So<00:20:46.582> there<00:20:46.742> is<00:20:46.966> very<00:20:47.222> good<00:20:47.463> communication<00:20:48.088> between<00:20:48.440> our<00:20:48.584> clinical<00:20:48.985> teams<00:20:49.225> and<00:20:49.289> our<00:20:49.450> product<00:20:49.786> teams,<00:20:50.667> which<00:20:50.828> has<00:20:51.052> just<00:20:51.228> been<00:20:52.174> tremendous<00:20:52.590> to<00:20:52.654> see,<00:20:52.911> actually.

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What<00:20:54.577> do<00:20:54.657> you<00:20:54.753> think<00:20:54.994> about<00:20:55.218> the<00:20:55.314> current<00:20:55.795> macroeconomic<00:20:57.013> environment<00:20:57.606> and<00:20:57.654> just<00:20:57.814> the<00:20:57.958> current<00:20:58.263> state<00:20:58.503> of<00:20:58.535> the<00:20:58.743> world?

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You<00:20:59.320> know,<00:20:59.480> as<00:20:59.576> CEOs,<00:21:00.746> you<00:21:01.003> have<00:21:01.179> to<00:21:01.307> begin<00:21:01.563> to<00:21:01.820> think<00:21:02.060> about<00:21:02.365> that<00:21:02.461> stuff<00:21:02.845> in<00:21:02.925> today's<00:21:03.326> day<00:21:03.486> and<00:21:03.630> age,<00:21:03.887> whereas<00:21:04.191> maybe<00:21:04.432> 20<00:21:04.672> years<00:21:04.928> ago,<00:21:05.729> you<00:21:05.810> didn't<00:21:05.954> really<00:21:06.098> have<00:21:06.194> to<00:21:06.290> think<00:21:06.466> about<00:21:06.755> things<00:21:07.011> outside<00:21:07.332> of<00:21:07.428> your<00:21:07.572> company,<00:21:08.213> or<00:21:08.245> maybe<00:21:08.469> I'm<00:21:08.614> misrepresenting<00:21:09.479> that,<00:21:09.575> but<00:21:09.719> you<00:21:09.815> get<00:21:09.960> the<00:21:10.056> idea.

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Like,<00:21:10.937> you<00:21:11.081> really<00:21:11.257> do<00:21:11.482> have<00:21:11.674> to<00:21:11.738> like<00:21:11.979> think<00:21:12.155> about<00:21:12.379> what's<00:21:12.603> happening<00:21:14.142> in<00:21:14.222> the<00:21:14.367> world<00:21:14.624> around<00:21:15.170> you,<00:21:16.215> uh,<00:21:17.179> in<00:21:17.500> the<00:21:17.597> political<00:21:17.998> sphere?

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I<00:21:18.304> mean,<00:21:18.400> we<00:21:18.497> have<00:21:18.641> an<00:21:18.705> election<00:21:19.043> coming<00:21:19.268> up.

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I'm<00:21:19.461> not<00:21:19.605> asking<00:21:19.991> for<00:21:20.087> like<00:21:20.312> who<00:21:20.473> you're<00:21:20.537> going<00:21:20.601> to<00:21:20.714> vote<00:21:20.987> for<00:21:21.116> or<00:21:21.292> anything<00:21:21.517> like<00:21:21.646> that.

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What<00:21:22.032> is<00:21:22.160> your<00:21:22.321> current<00:21:22.642> like<00:21:22.835> sense<00:21:23.301> for<00:21:23.446> like<00:21:24.187> where<00:21:24.413> we're<00:21:24.574> at<00:21:24.993> as<00:21:25.154> a<00:21:25.235> country<00:21:26.122> and<00:21:26.283> current<00:21:26.928> environment,<00:21:28.523> and<00:21:28.926> how<00:21:29.120> are<00:21:29.265> you<00:21:29.362> thinking<00:21:29.765> about<00:21:30.006> it<00:21:30.152> as<00:21:30.232> it<00:21:30.377> relates<00:21:30.716> to<00:21:30.780> your<00:21:30.941> company?

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Yeah,<00:21:33.910> you<00:21:34.008> know,<00:21:34.413> in<00:21:34.657> 2021,<00:21:38.534> early<00:21:38.794> '22,<00:21:40.860> I<00:21:40.941> was<00:21:41.055> sitting<00:21:41.346> there<00:21:41.427> and<00:21:41.524> I<00:21:41.605> remember<00:21:42.236> vividly,<00:21:42.657> I<00:21:43.288> was<00:21:43.547> in<00:21:43.628> my<00:21:43.790> truck<00:21:44.195> driving<00:21:44.519> to<00:21:44.600> the<00:21:44.681> gas<00:21:44.923> station.

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I<00:21:46.646> like<00:21:46.887> real<00:21:47.081> estate,<00:21:47.532> I<00:21:47.548> like<00:21:47.774> the<00:21:47.854> housing<00:21:48.193> market.

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I<00:21:48.999> just<00:21:49.160> like<00:21:49.321> following<00:21:49.788> trends<00:21:50.127> there.

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And<00:21:51.078> stuff<00:21:51.319> just<00:21:51.432> kept<00:21:51.642> going<00:21:51.964> up<00:21:52.383> and<00:21:52.609> up<00:21:53.028> and<00:21:53.334> up.

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And<00:21:55.420> I<00:21:55.600> said,<00:21:55.911> at<00:21:55.993> some<00:21:56.256> point,<00:21:56.502> this<00:21:56.748> is,<00:21:57.141> you<00:21:57.223> know,<00:21:57.321> what<00:21:57.485> goes<00:21:57.879> up<00:21:58.157> eventually<00:21:58.616> has<00:21:58.797> to<00:21:58.944> come<00:21:59.125> back<00:21:59.370> down.

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And<00:22:03.353> that<00:22:03.677> translated<00:22:04.179> into<00:22:04.324> our<00:22:04.567> business<00:22:04.956> meant<00:22:05.134> that<00:22:05.441> there's<00:22:05.700> so<00:22:05.927> much<00:22:06.267> extra<00:22:06.574> money<00:22:07.076> from<00:22:08.440> from<00:22:08.859> low<00:22:09.037> interest<00:22:09.359> rates,<00:22:10.086> from<00:22:10.973> pandemic<00:22:11.441> stipends<00:22:12.103> that<00:22:12.829> our<00:22:12.991> patients<00:22:13.410> had<00:22:13.717> extra<00:22:13.959> cash<00:22:14.282> in<00:22:14.363> their<00:22:14.524> pocket.

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They<00:22:16.646> were<00:22:16.808> willing<00:22:17.147> to<00:22:17.292> pay<00:22:17.550> for<00:22:17.711> clinical<00:22:18.099> services<00:22:18.744> out<00:22:18.825> of<00:22:18.922> pocket<00:22:19.341> if<00:22:19.487> it<00:22:19.519> meant<00:22:19.729> convenience<00:22:21.004> and<00:22:22.085> speed<00:22:22.940> for<00:22:23.021> them.

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And<00:22:25.563> then<00:22:25.659> I<00:22:25.724> said,<00:22:25.965> well,<00:22:26.287> if<00:22:26.432> that<00:22:26.754> ends<00:22:26.932> up<00:22:27.012> going<00:22:27.399> upside<00:22:27.817> down,<00:22:28.461> everybody<00:22:28.864> still<00:22:29.250> has—<00:22:29.589> majority<00:22:29.927> of<00:22:29.991> people<00:22:30.233> still<00:22:30.458> have<00:22:30.619> health<00:22:30.812> insurance.

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They're<00:22:31.376> going<00:22:31.763> to<00:22:31.843> fall<00:22:32.230> back<00:22:32.471> to<00:22:32.552> wanting<00:22:32.729> to<00:22:32.809> use<00:22:32.986> insurance.

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They're<00:22:33.534> not<00:22:33.759> willing<00:22:33.936> to<00:22:34.017> pay<00:22:34.178> cash<00:22:34.403> out<00:22:34.500> of<00:22:34.581> pocket<00:22:34.759> anymore.

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So<00:22:35.454> that's<00:22:35.718> why<00:22:35.884> we<00:22:36.066> built<00:22:36.330> a<00:22:36.380> lot<00:22:36.628> of<00:22:36.711> this<00:22:36.893> insurance-based<00:22:37.356> engine<00:22:37.488> on<00:22:37.538> what<00:22:37.604> we<00:22:37.637> do.

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Be<00:22:39.377> able<00:22:39.474> to<00:22:39.539> accept<00:22:39.959> insurance<00:22:40.459> and<00:22:40.524> allow<00:22:40.669> our<00:22:40.912> clients<00:22:41.315> to<00:22:41.412> piggyback<00:22:41.961> off<00:22:42.139> that<00:22:42.365> to<00:22:42.446> accept<00:22:42.801> insurance<00:22:43.092> from<00:22:43.189> their<00:22:43.334> patients.

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You<00:22:44.965> know,<00:22:45.030> taking<00:22:45.224> that<00:22:45.305> same<00:22:45.531> analogy,<00:22:46.661> I'd<00:22:46.823> say<00:22:47.146> that<00:22:49.001> we<00:22:49.162> are<00:22:49.308> still<00:22:49.791> going<00:22:50.211> down<00:22:51.404> and<00:22:53.097> we<00:22:53.339> would<00:22:53.516> be<00:22:53.742> worse<00:22:54.065> off<00:22:54.258> if<00:22:54.387> it<00:22:54.484> wasn't<00:22:54.807> an<00:22:54.887> election<00:22:55.274> cycle,<00:22:55.613> is<00:22:55.758> my<00:22:55.935> own<00:22:56.113> opinion.

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Towards<00:22:58.880> election<00:22:59.382> cycles,<00:22:59.948> incumbents<00:23:00.580> always<00:23:00.903> prop<00:23:01.227> up<00:23:01.470> the<00:23:01.551> economy<00:23:02.052> a<00:23:02.068> little<00:23:02.376> bit<00:23:04.140> to<00:23:04.237> make<00:23:04.399> it<00:23:04.464> look<00:23:04.642> better<00:23:05.046> to<00:23:05.597> get<00:23:05.936> reelected.

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Stock<00:23:09.251> market<00:23:09.604> is<00:23:09.668> soaring<00:23:10.310> right<00:23:10.550> now.

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But<00:23:10.951> if<00:23:11.048> you<00:23:11.256> look<00:23:11.417> at<00:23:11.497> a<00:23:11.513> lot<00:23:11.818> of<00:23:11.898> the<00:23:12.058> actual<00:23:12.459> trends<00:23:12.876> in<00:23:12.940> consumer<00:23:13.357> spending<00:23:13.758> behavior,<00:23:15.186> going<00:23:15.442> back<00:23:15.603> to<00:23:15.667> the<00:23:15.763> real<00:23:15.940> estate<00:23:16.244> market,<00:23:17.752> I'm<00:23:18.955> on<00:23:19.115> Zillow<00:23:20.158> 2,<00:23:20.398> 3<00:23:20.575> times<00:23:20.912> a<00:23:20.976> day<00:23:21.152> sometimes.

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If<00:23:21.794> it's<00:23:21.938> just<00:23:22.163> like<00:23:22.323> 5<00:23:22.580> minutes,<00:23:22.900> just<00:23:23.205> a<00:23:23.542> personal<00:23:23.927> hobby.

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It's<00:23:24.360> like<00:23:24.568> my<00:23:24.600> social<00:23:25.066> media.

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But<00:23:26.910> the<00:23:26.990> amount<00:23:27.247> of<00:23:27.375> houses<00:23:27.792> now<00:23:27.953> that<00:23:28.113> I've<00:23:28.257> seen<00:23:28.578> get<00:23:28.738> listed<00:23:30.439> and<00:23:30.519> they<00:23:30.599> stay<00:23:30.984> on<00:23:31.064> the<00:23:31.144> market<00:23:31.641> for<00:23:32.283> 2,<00:23:32.524> 3<00:23:32.828> times<00:23:33.053> as<00:23:33.165> long<00:23:33.342> as<00:23:33.406> they<00:23:33.566> did<00:23:34.352> and<00:23:34.400> then<00:23:34.464> they'll<00:23:34.609> actually<00:23:34.865> get<00:23:34.945> a<00:23:35.074> price<00:23:35.411> cut.

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Means<00:23:36.286> that<00:23:36.466> inventory<00:23:36.956> is<00:23:37.185> increasing<00:23:38.263> and<00:23:38.345> the<00:23:38.410> rates<00:23:38.688> of<00:23:38.753> before<00:23:39.636> are,<00:23:41.629> the<00:23:42.357> actual<00:23:42.617> price<00:23:42.859> points<00:23:43.086> that<00:23:43.183> you're<00:23:43.345> getting<00:23:43.491> before<00:23:43.718> are<00:23:43.896> decreasing.

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That<00:23:46.316> signals<00:23:46.738> to<00:23:46.803> me<00:23:46.949> that<00:23:47.046> people<00:23:47.289> are<00:23:47.371> slowing<00:23:47.841> down<00:23:48.100> buying<00:23:48.425> behavior<00:23:48.911> and<00:23:49.138> we're<00:23:49.722> likely<00:23:50.112> going<00:23:50.241> to,<00:23:51.995> the<00:23:52.254> economy<00:23:52.804> is<00:23:52.950> going<00:23:53.128> to<00:23:53.209> dip.

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I<00:23:53.775> just<00:23:53.921> don't<00:23:54.099> know<00:23:54.261> when.

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And<00:23:54.973> could<00:23:55.135> that<00:23:55.378> be,<00:23:57.278> could<00:23:57.439> that<00:23:57.682> change<00:23:58.572> if<00:23:58.734> we<00:23:58.831> have<00:23:59.074> a<00:23:59.090> switch<00:23:59.560> up<00:24:00.434> in<00:24:01.081> who's<00:24:01.259> elected?

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Absolutely.

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But<00:24:02.973> some<00:24:03.168> of<00:24:03.216> those<00:24:03.460> things<00:24:03.784> are,<00:24:05.000> we're<00:24:05.162> taking<00:24:05.422> into<00:24:05.568> consideration<00:24:06.216> how<00:24:06.281> we're<00:24:06.476> planning<00:24:06.865> out<00:24:06.962> for<00:24:07.124> 2025,<00:24:08.062> 2026.

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You<00:24:12.023> know,<00:24:12.313> particularly<00:24:12.716> in<00:24:12.812> startup<00:24:13.231> environments,<00:24:14.020> whereas<00:24:14.503> the<00:24:15.067> past<00:24:15.389> couple<00:24:15.534> of<00:24:15.566> years<00:24:15.791> have<00:24:15.872> been<00:24:16.033> dictated<00:24:16.371> by<00:24:16.516> like<00:24:16.741> growth<00:24:17.080> at<00:24:17.160> all<00:24:17.370> costs,<00:24:18.129> we're<00:24:18.275> much<00:24:18.518> more<00:24:18.615> focused<00:24:18.938> on<00:24:19.019> profitability,<00:24:20.151> right?

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We<00:24:20.700> operate<00:24:21.121> a<00:24:21.266> breakeven<00:24:21.929> business<00:24:22.317> right<00:24:22.495> now.

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I'm<00:24:23.530> still<00:24:23.870> being<00:24:24.177> risky<00:24:24.533> by<00:24:24.824> reinvesting<00:24:25.487> a<00:24:25.551> lot<00:24:25.794> of<00:24:25.955> that<00:24:26.376> profit<00:24:26.715> that<00:24:26.845> we<00:24:26.910> make<00:24:27.194> into<00:24:27.445> growth<00:24:27.763> to<00:24:27.846> keep<00:24:28.047> it<00:24:28.181> at<00:24:28.264> breakeven.

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But<00:24:29.317> we<00:24:29.413> can<00:24:29.574> flip<00:24:29.815> that<00:24:29.991> switch<00:24:30.441> if<00:24:30.634> and<00:24:30.763> when<00:24:30.939> we<00:24:31.084> want<00:24:31.325> to.

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At<00:24:32.305> the<00:24:32.386> same<00:24:32.707> time,<00:24:32.980> I'm<00:24:33.109> not<00:24:33.205> investing<00:24:33.816> heavily<00:24:34.394> into<00:24:34.699> operations,<00:24:35.374> but<00:24:35.471> I'm<00:24:35.583> investing<00:24:36.001> heavily<00:24:36.322> into<00:24:37.768> the<00:24:37.929> biz<00:24:38.234> dev<00:24:38.427> and<00:24:38.540> growth<00:24:38.797> side.

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If<00:24:39.603> I<00:24:39.684> acquire<00:24:40.022> the<00:24:40.167> clients<00:24:40.522> as<00:24:40.586> soon<00:24:40.732> as<00:24:40.828> they<00:24:40.909> get<00:24:41.054> to<00:24:41.086> a<00:24:41.151> contracting<00:24:41.715> process,<00:24:42.585> then<00:24:42.762> I<00:24:42.859> know<00:24:43.633> the<00:24:43.713> recipe<00:24:45.083> and<00:24:45.889> ratios<00:24:46.373> to<00:24:46.469> go<00:24:46.776> add<00:24:46.808> operations<00:24:47.519> folks.

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So<00:24:48.876> we're<00:24:48.990> phasing<00:24:49.620> things<00:24:49.927> out<00:24:50.105> appropriately,<00:24:53.029> but<00:24:53.359> I<00:24:53.524> am<00:24:53.705> very<00:24:54.019> much<00:24:54.283> wary<00:24:54.596> of<00:24:54.695> the<00:24:54.761> markets.

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However,<00:24:56.583> you<00:24:57.481> know,<00:24:57.689> that<00:24:57.929> being<00:24:58.106> said,<00:24:58.426> some<00:24:59.131> other<00:24:59.292> piece<00:24:59.484> of<00:24:59.532> advice<00:24:59.868> I<00:24:59.949> got<00:25:00.109> once<00:25:00.269> before<00:25:00.525> is<00:25:00.670> it's<00:25:00.766> a<00:25:00.830> lot<00:25:01.150> easier<00:25:01.391> to<00:25:01.471> pass<00:25:01.775> 20<00:25:02.032> cars<00:25:02.352> in<00:25:02.416> the<00:25:02.513> rain<00:25:02.993> than<00:25:03.154> it<00:25:03.298> is<00:25:03.394> in<00:25:03.554> sunshine.

00:25:04.756 --> 00:25:07.240
So<00:25:05.702> there<00:25:05.798> is<00:25:05.894> some<00:25:06.198> risk<00:25:06.455> involved<00:25:06.855> in<00:25:06.920> there.

00:25:07.320 --> 00:25:16.374
There's<00:25:08.378> some<00:25:08.666> things<00:25:08.907> that<00:25:09.003> we're<00:25:09.227> doing<00:25:09.628> that,<00:25:11.086> you<00:25:11.182> know,<00:25:11.342> might<00:25:11.967> be<00:25:12.128> perceived<00:25:12.544> as<00:25:12.624> a<00:25:12.689> little<00:25:12.913> more<00:25:13.073> financially<00:25:13.714> dangerous,<00:25:14.355> but<00:25:15.156> it's<00:25:15.333> worth<00:25:15.573> it<00:25:15.669> in<00:25:15.717> the<00:25:15.749> startup<00:25:16.134> realm.

00:25:16.695 --> 00:25:19.948
You<00:25:16.775> gotta<00:25:16.951> make<00:25:17.192> some<00:25:17.400> big<00:25:17.576> bets<00:25:18.313> to<00:25:18.442> get<00:25:19.435> the<00:25:19.499> big<00:25:19.659> wins.

00:25:20.925 --> 00:25:27.998
Finally,<00:25:21.342> we<00:25:21.502> end<00:25:21.663> every<00:25:21.887> interview<00:25:22.143> with<00:25:22.288> the<00:25:22.368> same<00:25:22.608> question,<00:25:23.105> and<00:25:23.185> that<00:25:23.409> is<00:25:23.522> at<00:25:23.650> CEO.com,<00:25:24.467> we<00:25:24.627> believe<00:25:24.868> the<00:25:25.012> chances<00:25:25.493> one<00:25:25.669> gives<00:25:26.086> is<00:25:26.214> just<00:25:26.390> as<00:25:26.470> important<00:25:26.791> as<00:25:26.871> the<00:25:27.015> chances<00:25:27.352> everyone<00:25:27.546> takes.

00:25:28.564 --> 00:25:32.039
When<00:25:28.807> you<00:25:28.968> hear<00:25:29.211> that,<00:25:29.453> who<00:25:29.615> gave<00:25:29.922> you<00:25:30.035> a<00:25:30.100> chance<00:25:30.504> to<00:25:30.665> get<00:25:31.070> you<00:25:31.312> to<00:25:31.393> where<00:25:31.554> you<00:25:31.716> are<00:25:31.878> today?

00:25:33.280 --> 00:25:33.844
Great<00:25:33.360> question.

00:25:34.038 --> 00:25:40.379
You<00:25:34.280> know,<00:25:34.828> I<00:25:35.797> am<00:25:35.958> thankful,<00:25:36.684> just,<00:25:38.055> there's<00:25:38.798> more<00:25:39.040> people<00:25:39.298> than<00:25:39.427> I<00:25:39.508> can<00:25:39.604> even<00:25:39.766> imagine.

00:25:42.032 --> 00:25:45.224
You<00:25:42.131> know,<00:25:42.345> first<00:25:42.690> and<00:25:42.838> foremost,<00:25:43.266> it<00:25:43.332> always<00:25:43.579> comes<00:25:43.825> to<00:25:43.908> mind<00:25:44.319> is<00:25:44.648> just<00:25:44.812> my<00:25:44.977> parents.

00:25:47.868 --> 00:25:49.130
They<00:25:48.014> are<00:25:48.127> not<00:25:48.434> risk<00:25:48.677> takers.

00:25:49.243 --> 00:25:59.567
They've<00:25:49.405> been<00:25:49.567> very<00:25:49.745> safe<00:25:50.150> and<00:25:50.230> secure,<00:25:51.428> but<00:25:51.590> they<00:25:51.816> provided<00:25:52.237> very<00:25:52.544> well<00:25:52.738> for<00:25:52.900> myself<00:25:53.369> and<00:25:53.434> my<00:25:53.531> siblings<00:25:54.097> and<00:25:54.195> allowed<00:25:54.648> us<00:25:54.987> the,<00:25:56.070> security<00:25:56.743> blanket<00:25:57.055> to<00:25:57.154> take<00:25:57.466> risks<00:25:58.122> of<00:25:58.204> which<00:25:58.697> like<00:25:58.943> I<00:25:59.042> am<00:25:59.189> taking.

00:26:00.890 --> 00:26:02.146
They<00:26:01.007> taught<00:26:01.241> us<00:26:01.342> to<00:26:01.409> be<00:26:01.509> critical<00:26:01.928> thinkers.

00:26:04.010 --> 00:26:06.187
And<00:26:04.156> I<00:26:04.302> think<00:26:04.465> that's<00:26:04.627> one<00:26:04.692> of<00:26:04.725> the<00:26:04.757> most<00:26:04.968> valuable<00:26:05.375> skills<00:26:05.781> out<00:26:06.008> there.

00:26:08.667 --> 00:26:17.429
Additionally,<00:26:09.443> my<00:26:09.508> fiancée<00:26:10.122> is<00:26:10.542> extremely<00:26:11.108> supportive<00:26:12.159> of<00:26:12.304> everything<00:26:12.724> I<00:26:12.805> do,<00:26:13.452> my<00:26:13.872> travel<00:26:14.341> schedule,<00:26:15.957> the<00:26:16.183> life<00:26:16.410> that<00:26:16.539> a<00:26:16.587> startup<00:26:16.992> demands.

00:26:17.493 --> 00:26:20.647
And<00:26:19.014> she's<00:26:19.273> been<00:26:19.418> supportive<00:26:19.823> every<00:26:19.984> step<00:26:20.259> of<00:26:20.308> the<00:26:20.405> way.

00:26:21.577 --> 00:26:27.775
And<00:26:21.674> then<00:26:21.851> I<00:26:21.915> think<00:26:22.076> the<00:26:22.173> last<00:26:22.479> one<00:26:22.640> is,<00:26:23.123> I<00:26:23.219> guess<00:26:23.670> the<00:26:23.750> last<00:26:24.008> two,<00:26:24.813> the<00:26:25.296> employees<00:26:25.779> that<00:26:25.859> have<00:26:26.004> joined<00:26:26.197> us<00:26:26.278> along<00:26:26.568> the<00:26:26.648> way,<00:26:27.453> right?

00:26:27.936 --> 00:26:41.677
It's<00:26:28.419> incredibly<00:26:28.902> difficult<00:26:29.272> to<00:26:29.336> leave<00:26:29.578> a<00:26:29.626> safe,<00:26:29.948> secure<00:26:30.367> job<00:26:30.705> at<00:26:30.834> a<00:26:31.140> big<00:26:31.252> corporation<00:26:31.882> with<00:26:31.979> nice<00:26:32.301> benefits<00:26:32.786> to<00:26:33.738> take<00:26:33.915> a<00:26:33.931> risk<00:26:34.238> on<00:26:34.319> a<00:26:34.367> mission-oriented,<00:26:35.190> mission-driven<00:26:35.707> startup<00:26:36.320> and<00:26:36.965> pour<00:26:37.062> your<00:26:37.224> life<00:26:37.546> and<00:26:37.627> soul<00:26:37.950> into<00:26:39.023> it<00:26:39.104> and<00:26:39.249> put<00:26:39.411> a<00:26:39.427> lot<00:26:39.638> of<00:26:39.670> faith<00:26:40.042> in<00:26:40.706> the<00:26:40.852> team<00:26:41.030> that's<00:26:41.273> leading<00:26:41.596> it.

00:26:43.428 --> 00:26:47.210
So<00:26:43.978> those<00:26:44.188> are<00:26:44.220> the<00:26:44.365> people<00:26:44.543> that<00:26:44.689> allowed<00:26:45.028> us<00:26:45.190> to<00:26:45.254> operate<00:26:45.739> and<00:26:45.917> build<00:26:46.095> this<00:26:46.240> company<00:26:46.564> to<00:26:46.644> what<00:26:46.806> it<00:26:46.887> is<00:26:47.032> today.

00:26:48.018 --> 00:26:54.325
And<00:26:48.259> of<00:26:48.387> course,<00:26:48.628> our<00:26:48.708> investors,<00:26:49.270> they've<00:26:49.366> taken<00:26:49.671> a<00:26:49.687> leap<00:26:49.928> of<00:26:50.008> faith<00:26:50.329> and<00:26:50.810> put<00:26:50.891> a<00:26:50.955> lot<00:26:51.115> of<00:26:51.212> trust<00:26:51.693> and<00:26:52.094> responsibility<00:26:52.977> in<00:26:53.137> us<00:26:53.378> managing<00:26:53.779> their<00:26:53.924> capital.

00:26:54.662 --> 00:26:54.967
So—.

00:26:55.850 --> 00:26:57.872
John,<00:26:56.411> thank<00:26:56.652> you<00:26:56.684> so<00:26:56.893> much<00:26:57.374> for<00:26:57.454> joining<00:26:57.791> us.

00:26:57.952 --> 00:27:04.178
Seriously,<00:26:58.449> I'm<00:26:58.674> so<00:26:58.834> impressed<00:26:59.220> with<00:26:59.300> what<00:26:59.412> you've<00:26:59.557> built,<00:27:00.038> continue<00:27:00.343> to<00:27:00.503> build,<00:27:01.001> and<00:27:01.049> I'm<00:27:01.226> sure<00:27:01.402> we'll<00:27:01.643> be<00:27:01.803> following<00:27:02.365> it<00:27:02.670> and<00:27:02.846> follow<00:27:03.167> up<00:27:03.649> along<00:27:03.970> the<00:27:04.050> way.

00:27:04.291 --> 00:27:08.223
But<00:27:04.451> congratulations<00:27:05.270> on<00:27:05.414> everything<00:27:05.815> so<00:27:05.976> far<00:27:06.377> and<00:27:07.083> really<00:27:07.260> appreciate<00:27:07.677> you<00:27:07.725> coming<00:27:07.902> on<00:27:07.982> the<00:27:08.062> show.

00:27:09.025 --> 00:27:10.501
No,<00:27:09.185> I<00:27:09.250> appreciate<00:27:10.229> it.

00:27:11.352 --> 00:27:16.728
Thanks<00:27:12.315> for<00:27:12.876> having<00:27:15.203> me,<00:27:15.910> Clint.