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# SonarMD CEO Beth Houck: Patient data and analytics
- URL: https://www.ceo.com/episodes/sonarmd-ceo-beth-houck/
- Published: 2025-02-04T11:00:07.000Z
- Updated: 2026-08-28T05:10:29.000Z
- Description: SonarMD's CEO on the coach who asked when she'd stop, the comment that took the air out of her head, and the disease nobody cures.
- Author: Clint Betts

# What happens between visits

Beth Houck joined SonarMD in 2019 to help a physician turn a good idea into a company. It was the third time she had taken a job as somebody's second in command.

"I hate using time when you get older," she told the CEO.com Podcast. "Say, 15 years ago, I got the opportunity to be the number two at a startup, which then launched me into being the number two at another startup. And then lo and behold, I come to Sonar, and guess what? I'm the number two again."

An executive coach had once asked her when she planned to stop. In 2021, the CEO went back to private equity, and Houck took his job. She has held it for about three years. "I'm about three years old," she said, "and I am in the position."

She was [promoted from Chief Customer Officer to Chief Operating Officer in December 2020](https://www.businesswire.com/news/home/20201214005123/en/SonarMD-Announces-New-Leaders-to-Help-Drive-Next-Phase-of-Growth?ref=ceo.com) and [named CEO in October 2021](https://sonarmd.com/listening-is-the-key/?ref=ceo.com). She had never run a company before. She said the title looked bigger from the outside than it turned out to be, and that she had been told this is common among women, who often want to know how to do a job before they will take it.

"Somebody said to me, 'You know it's just a different job, right?'" Houck said. "There was something about that comment that just took a lot of the air out of my head in a good way."

The COO of a startup does things she has done before. The CEO gets to do things she hasn't. That, she said, is why the change has been fun.

Houck has [more than 25 years in healthcare](https://sonarmd.com/about/?ref=ceo.com). She studied industrial engineering at Northwestern and got an MBA at Duke. She consulted out of business school, then went inside academic medical centers to see how things actually got built. When she was pregnant with her first child and not enjoying the work, she quit and hung out her own shingle. She consulted on her own for five years. Her last client made her the number two at her first startup. Before SonarMD, she ran customer experience at SA Ignite.

She has written about what she saw along the way: male executive suites and female director-level producers, at health systems, payers, and vendors alike. When she arrived at SonarMD, she was one of two women serving as right hands to a male CEO. She used to joke that he was the smartest CEO in the world because he hired two women and got out of the way. Her [prescription is to reward leadership rather than production](https://medium.com/authority-magazine/inspirational-women-in-stem-and-tech-beth-houck-of-sonarmd-on-the-5-leadership-lessons-she-learned-d9a14dae5c30?ref=ceo.com).

SonarMD treats people with inflammatory bowel disease, including Crohn's disease and ulcerative colitis. Nobody gets cured. The disease is managed, and the goal is to keep inflammation down so the disease progresses more slowly. The company's whole business is what happens in the months between doctor visits.

"If you're a patient that has a chronic disease, you tend to normalize your symptoms," Houck said. "So you have your doctor visit, a couple of months go by, and you are like, 'Should I call him? Should I not call him? I'm not sure if this is weird or if this is different or I always feel bad.' And we're that guardian angel."

The company works for the gastroenterology practice, as an extension of it. Patients report how they are feeling. SonarMD's analytics decide which reports mean somebody needs to be seen. Patients who feel bad but not terrible get diet counseling, emotional health services, and help sleeping.

The founder is Dr. Larry Kosinski, a gastroenterologist in Illinois. He gave his patients his cell phone number. They would not call it. He later learned they had gone to the emergency room instead, and when he asked why, they said they didn't know it was a problem. Houck said he was watching The Hunt for Red October when he decided what he needed was a ping system. He brought in outside technologists to build one. Then he went to Blue Cross of Illinois and asked for their data so he could check whether it worked. In about 220 of his own patients, emergency visits and hospital stays fell by more than half, and total cost of care fell by about $6,500 per patient, roughly 15 percent.

Kosinski pitched the idea at a Shark Tank event at Matter, the Chicago health tech incubator. The Blue Venture Fund was in the room. "They were kind of like, 'Hey, that's our data, and that's our people, and we might be interested,'" Houck said. BCBS Venture Partners and Arboretum Ventures of Ann Arbor [put in $10 million in December 2018](https://www.arboretumvc.com/sonarmd-raises-10-million-in-series-a-financing/?ref=ceo.com). Every dollar since has come from those same investors. Houck talks to outside investors anyway. "They know a lot of what's working and what's not," she said, "and they ask good questions." She is raising again now.

The results have been replicated. Two longitudinal studies [presented at Digestive Disease Week in May 2024](https://www.prnewswire.com/news-releases/new-peer-reviewed-clinical-studies-show-sonarmd-reduces-emergency-department-visits-and-hospitalizations-for-patients-with-ulcerative-colitis-and-crohns-disease-302148484.html?ref=ceo.com) found statistically significant declines in emergency department visits and inpatient admissions among enrolled patients compared with risk-matched controls. An earlier analysis of more than 1,000 patients, [presented at the Crohn's & Colitis Congress](https://www.prnewswire.com/news-releases/new-study-shows-sonarmd-drives-10x-reduction-in-hospital-admissions-and-emergency-visits-related-to-ibd-302044148.html?ref=ceo.com), found that the 20 percent of patients who were not enrolled accounted for two-thirds of all admissions and ED visits.

On AI, Houck started with the one thing she cannot get over: how fast the note-takers improved. "When it first started, you were like, 'Well, I don't know if I'm going to be able to use this,'" she said. "And whatever, three weeks later, it's already better."

Nobody wants to replace the doctor. But there are not enough gastroenterologists, and in most markets the wait to see one is long. If AI can keep people out of the office who don't need to be there, she said, that is a good outcome for the patient. Inside SonarMD, the first use is a filter. Patients, given the chance, will tell you everything.

"The physician is like, 'Thanks, but I don't want to read somebody's health diary,'" Houck said. "'I need it boiled down for me.'"

SonarMD has been remote since the pandemic. Houck runs step challenges against her team, and there is, in her words, a lot of smack-talking. She thinks the most useful thing she does for the culture is not call anyone when she is on vacation, because if she does, they will think they have to.

She reads historical fiction and mysteries, not business books, and was in the middle of The Diamond Eye, a novel about a Soviet woman sniper in World War II. She does a three-minute breathing exercise. She has coffee every couple of weeks with someone who will tell her when she is being crazy. And she still takes notes in spiral-bound paper notebooks, a circled I for an idea and a circled T for a to-do, the same system she used as a first-year consultant.

Every CEO.com Podcast ends with the same question: who gave you a chance? Houck went back to the year she quit to consult on her own. She had told everyone she knew what she was doing. Somebody gave her a first project.

"Had they not given me a try, I wouldn't have had that validation," she said. "I might've cut and scared and gone back and tried to find a regular job."

```chapters
00:00:00 Introduction
00:00:19 Beth's Background and Path to CEO
00:01:23 Transitioning From COO to CEO
00:03:42 What SonarMD Does
00:05:06 The Inception of SonarMD
00:07:51 A Typical Day for Beth
00:09:20 Raising Capital and Investor Relations
00:10:55 The Role of AI in SonarMD
00:13:08 Building and Maintaining Company Culture
00:15:01 Beth's Reading Recommendations
00:16:17 Favorite Tools and Apps
00:18:26 Staying Grounded and Mental Health
00:20:37 Managing Business Uncertainty
00:23:03 Looking Ahead to 2025
00:24:28 Giving and Receiving Chances
```

```vtt
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And<00:03:14.837> they're<00:03:15.000> right.

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So,<00:03:15.836> so<00:03:16.157> it's,<00:03:16.654> it's<00:03:16.894> been<00:03:17.215> fun<00:03:17.616> because,<00:03:18.722> you<00:03:18.818> know,<00:03:18.882> at<00:03:18.978> this<00:03:19.203> point<00:03:19.395> in<00:03:19.459> my<00:03:19.684> career,<00:03:20.726> I<00:03:20.742> don't<00:03:21.046> know<00:03:21.303> that<00:03:21.447> I've<00:03:21.639> necessarily,<00:03:22.890> you<00:03:22.922> know,<00:03:23.050> when<00:03:23.162> I'm<00:03:23.371> the<00:03:23.563> CEO,<00:03:24.621> COO<00:03:24.749> of<00:03:24.910> a<00:03:24.926> startup,<00:03:25.695> I'm<00:03:26.497> doing<00:03:26.817> a<00:03:26.897> lot<00:03:27.010> of<00:03:27.154> things<00:03:27.795> that<00:03:28.020> I<00:03:28.116> have<00:03:28.340> done<00:03:28.597> before,<00:03:29.302> maybe<00:03:29.543> differently,<00:03:30.120> but<00:03:30.280> I've<00:03:30.520> been,<00:03:30.857> I'm<00:03:31.017> still<00:03:31.242> doing<00:03:31.482> the<00:03:31.546> same<00:03:31.867> things.

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I<00:03:32.444> got<00:03:32.685> to,<00:03:32.845> I<00:03:32.925> get<00:03:33.005> to<00:03:33.101> do<00:03:33.246> new<00:03:33.486> things.

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I<00:03:34.031> get<00:03:34.127> to<00:03:34.207> do<00:03:34.368> things<00:03:34.672> that<00:03:34.833> I<00:03:34.913> hadn't<00:03:35.185> done<00:03:35.410> before.

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So<00:03:36.436> for<00:03:36.548> me,<00:03:37.013> it's<00:03:37.253> been<00:03:37.734> a<00:03:37.814> great<00:03:38.215> transition.

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Tell<00:03:39.818> us<00:03:39.978> what<00:03:40.123> SonarMD<00:03:40.940> does.

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Okay,<00:03:42.880> so<00:03:43.185> SonarMD,<00:03:44.788> we<00:03:44.932> manage<00:03:45.349> patients<00:03:46.054> with<00:03:46.391> inflammatory<00:03:47.032> bowel<00:03:47.272> disease.

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So<00:03:48.635> that,<00:03:49.420> that<00:03:49.533> category<00:03:50.254> is<00:03:50.462> Crohn's<00:03:50.879> and<00:03:50.943> ulcerative<00:03:51.344> colitis.

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So<00:03:51.777> those<00:03:52.001> are<00:03:52.065> people<00:03:52.322> with<00:03:52.642> really<00:03:53.348> tough<00:03:53.764> chronic<00:03:54.165> conditions<00:03:54.790> that<00:03:54.887> are<00:03:55.047> really<00:03:55.351> expensive.

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We<00:03:56.890> help<00:03:57.371> do<00:03:57.532> that<00:03:57.996> as<00:03:58.093> an<00:03:58.173> extension<00:03:59.038> of<00:03:59.199> those<00:03:59.455> patients'<00:04:00.112> existing<00:04:01.138> physicians.

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So<00:04:01.924> we're<00:04:02.020> not,<00:04:02.741> you<00:04:02.838> know,<00:04:03.463> hey,<00:04:03.703> call<00:04:04.008> us<00:04:04.248> on<00:04:04.328> the<00:04:04.408> phone<00:04:04.841> or,<00:04:05.210> you<00:04:05.290> know,<00:04:05.547> digital<00:04:05.867> first,<00:04:06.188> download<00:04:06.605> this<00:04:06.893> app<00:04:07.214> kind<00:04:07.390> of<00:04:07.470> thing.

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We<00:04:08.432> work<00:04:08.897> on<00:04:09.073> behalf<00:04:09.490> of<00:04:09.554> the<00:04:09.650> physician<00:04:09.939> practices.

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But<00:04:10.981> what<00:04:11.157> we're<00:04:11.382> doing<00:04:11.638> is<00:04:11.782> we're<00:04:11.879> taking<00:04:12.279> care<00:04:12.536> of<00:04:12.616> somebody<00:04:13.001> between<00:04:13.401> the<00:04:13.450> visits.

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So<00:04:14.540> if<00:04:14.668> you're<00:04:14.828> a<00:04:14.908> patient<00:04:15.325> that<00:04:15.550> has<00:04:15.822> a<00:04:15.950> chronic<00:04:16.367> disease,<00:04:16.848> you<00:04:17.008> tend<00:04:17.249> to<00:04:17.345> normalize<00:04:17.906> your<00:04:18.034> symptoms.

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And<00:04:18.836> so<00:04:19.573> you<00:04:19.878> have<00:04:20.134> your<00:04:20.279> doctor<00:04:20.695> visit,<00:04:22.074> a<00:04:22.138> couple<00:04:22.443> months<00:04:22.780> go<00:04:22.940> by,<00:04:23.565> and<00:04:23.725> you<00:04:24.142> are<00:04:24.222> like,<00:04:24.687> should<00:04:24.880> I<00:04:24.944> call<00:04:25.248> him?

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Should<00:04:25.585> I<00:04:25.601> not<00:04:25.986> call<00:04:26.242> him?

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I'm<00:04:26.467> not<00:04:26.643> sure<00:04:26.787> if<00:04:26.932> this<00:04:27.124> is<00:04:27.332> weird<00:04:27.669> or<00:04:27.733> if<00:04:27.813> this<00:04:28.006> is<00:04:28.214> different,<00:04:28.711> or,<00:04:28.791> you<00:04:28.887> know,<00:04:28.951> I<00:04:29.176> always<00:04:29.593> feel<00:04:29.833> bad.

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And<00:04:30.699> we're<00:04:30.859> that<00:04:31.035> guardian<00:04:31.420> angel.

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So<00:04:31.981> we're<00:04:32.158> the,<00:04:32.462> we're<00:04:32.623> the<00:04:32.719> thing<00:04:33.023> in<00:04:33.184> between<00:04:33.584> the<00:04:33.681> visits<00:04:34.081> that<00:04:34.242> help<00:04:34.642> to<00:04:34.787> calibrate<00:04:35.348> that.

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We<00:04:36.550> use<00:04:36.791> a<00:04:36.807> lot<00:04:36.967> of<00:04:37.047> data<00:04:37.368> analytics<00:04:37.849> to<00:04:38.009> do<00:04:38.153> that.

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So<00:04:38.554> we<00:04:38.650> collect<00:04:39.612> patient-reported<00:04:40.397> outcome<00:04:40.814> data,<00:04:41.038> and<00:04:41.278> we<00:04:41.375> use<00:04:41.679> that<00:04:42.320> to<00:04:42.576> predict<00:04:43.282> whether<00:04:43.538> or<00:04:43.634> not<00:04:44.259> those<00:04:44.499> symptoms<00:04:45.044> for<00:04:45.205> that<00:04:45.525> person<00:04:46.246> are<00:04:46.358> indeed<00:04:46.823> something<00:04:47.288> that<00:04:47.384> need<00:04:47.608> to<00:04:47.768> be<00:04:49.163> seen<00:04:49.547> a<00:04:49.691> little<00:04:49.868> bit<00:04:50.092> more<00:04:50.589> with<00:04:50.813> a,<00:04:51.214> with<00:04:51.326> an<00:04:51.470> in-person<00:04:52.015> visit.

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But<00:04:53.169> we<00:04:53.297> also<00:04:53.553> provide<00:04:54.018> a<00:04:54.034> lot<00:04:54.274> of<00:04:54.339> wraparound<00:04:54.851> services<00:04:55.476> too.

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So<00:04:56.181> you're<00:04:56.822> in<00:04:56.919> between<00:04:57.319> visits,<00:04:57.784> you're<00:04:57.880> not<00:04:58.120> feeling<00:04:58.665> great,<00:04:59.082> but<00:04:59.306> maybe<00:04:59.563> things<00:04:59.787> aren't<00:05:00.204> terrible.

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We<00:05:01.005> have<00:05:01.181> a<00:05:01.245> lot<00:05:01.469> of<00:05:01.966> holistic<00:05:02.431> health<00:05:02.543> services<00:05:03.088> that<00:05:03.248> can<00:05:03.408> help<00:05:03.649> support<00:05:04.130> those<00:05:04.370> patients<00:05:04.867> as<00:05:05.075> well.

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What<00:05:06.279> was<00:05:06.696> like,<00:05:07.082> who<00:05:07.275> saw<00:05:07.580> this<00:05:07.740> opportunity?

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This<00:05:08.318> is<00:05:08.463> fascinating.

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This<00:05:09.266> is<00:05:09.346> the<00:05:09.427> part<00:05:09.651> that<00:05:09.748> I<00:05:09.796> was<00:05:09.908> like,<00:05:10.133> wow,<00:05:10.310> this<00:05:10.535> is<00:05:10.695> really<00:05:10.936> cool.

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And<00:05:12.060> IBD,<00:05:12.879> a<00:05:13.024> lot<00:05:13.297> of<00:05:13.442> people<00:05:13.698> suffer<00:05:14.228> from<00:05:14.405> that,<00:05:14.951> um,<00:05:15.192> probably<00:05:15.481> more<00:05:15.754> than<00:05:15.931> people<00:05:16.091> think.

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And<00:05:16.573> it's<00:05:16.814> tough.

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I<00:05:17.521> mean,<00:05:17.762> you<00:05:17.794> know,<00:05:17.938> it<00:05:18.083> is<00:05:18.195> a<00:05:18.324> tough<00:05:18.661> disease.

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There's<00:05:19.384> no<00:05:19.608> cure<00:05:20.010> for<00:05:20.106> IBD.

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So<00:05:21.536> you<00:05:21.937> have<00:05:22.339> it<00:05:22.596> and,<00:05:22.917> you<00:05:22.997> know,<00:05:23.093> it's<00:05:23.238> all<00:05:23.399> about<00:05:23.720> managing<00:05:24.202> it<00:05:24.362> and<00:05:24.442> it's<00:05:24.587> about,<00:05:25.551> you<00:05:25.583> know,<00:05:26.113> I'm<00:05:26.209> not<00:05:26.386> a<00:05:26.450> physician,<00:05:27.478> um,<00:05:27.719> but<00:05:27.960> clinically,<00:05:28.859> if<00:05:29.019> you<00:05:29.180> can<00:05:29.421> manage<00:05:29.903> it<00:05:30.079> for<00:05:30.385> longer,<00:05:31.188> you<00:05:31.573> are<00:05:31.830> reducing<00:05:32.392> inflammation<00:05:33.275> and<00:05:33.420> you're<00:05:33.613> keeping<00:05:34.078> that<00:05:34.319> disease<00:05:34.930> progression<00:05:35.604> at<00:05:35.764> bay.

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So<00:05:36.728> while<00:05:36.953> you're<00:05:37.033> not<00:05:37.290> curing<00:05:37.836> it,<00:05:38.189> keeping<00:05:38.574> the<00:05:38.655> disease<00:05:38.976> progression<00:05:39.441> at<00:05:39.602> bay<00:05:39.795> means<00:05:40.260> that<00:05:40.405> you're<00:05:40.517> not<00:05:40.983> having<00:05:41.448> consequences<00:05:42.187> from<00:05:42.348> the<00:05:42.508> disease<00:05:43.456> that<00:05:43.793> are<00:05:44.499> worse<00:05:44.820> for<00:05:44.901> your<00:05:44.997> quality<00:05:45.398> of<00:05:45.543> life.

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So<00:05:47.068> I<00:05:47.389> have<00:05:47.486> to<00:05:47.550> give<00:05:47.791> all<00:05:47.887> the<00:05:47.967> credit<00:05:48.529> to<00:05:49.413> Dr.<00:05:49.958> Larry<00:05:50.280> Kaczynski,<00:05:51.018> our<00:05:51.500> physician<00:05:51.982> founder.

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So<00:05:52.849> it's<00:05:53.025> him<00:05:53.330> who<00:05:53.427> came<00:05:53.732> up<00:05:53.892> with<00:05:54.053> the<00:05:54.213> idea,<00:05:54.792> and<00:05:55.514> he<00:05:56.060> likes<00:05:56.317> to<00:05:56.477> tell<00:05:56.702> the<00:05:56.734> story,<00:05:57.361> you<00:05:57.457> know,<00:05:57.666> he<00:05:57.826> was,<00:05:58.565> he<00:05:58.661> sees,<00:05:59.207> would<00:05:59.352> see<00:05:59.512> his<00:05:59.689> patients<00:06:00.636> And<00:06:01.455> he<00:06:01.920> had<00:06:02.097> great<00:06:02.337> relationships<00:06:02.819> with<00:06:02.915> his<00:06:03.124> patients.

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And<00:06:03.637> he<00:06:03.782> said,<00:06:04.167> you<00:06:04.247> know,<00:06:04.424> they—<00:06:05.290> I<00:06:05.371> give<00:06:05.531> them<00:06:05.627> my<00:06:05.724> cell<00:06:05.964> phone<00:06:06.221> number<00:06:06.446> and<00:06:06.510> they<00:06:06.655> wouldn't<00:06:06.831> call<00:06:07.152> me.

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They<00:06:07.553> wouldn't<00:06:07.778> call<00:06:07.971> me.

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And<00:06:08.260> I'd<00:06:08.420> see<00:06:08.661> that<00:06:08.821> they<00:06:08.982> ended<00:06:09.223> up<00:06:09.335> in<00:06:09.479> the<00:06:09.544> emergency<00:06:10.186> room.

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And<00:06:10.410> I'm<00:06:10.587> like,<00:06:10.747> why<00:06:10.844> are<00:06:10.908> you<00:06:11.020> in<00:06:11.148> the<00:06:11.229> emergency<00:06:11.726> room?

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Why<00:06:11.967> didn't<00:06:12.192> you<00:06:12.272> call<00:06:12.449> me?

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And<00:06:12.593> they<00:06:12.689> said,<00:06:12.834> well,<00:06:12.930> doctor,<00:06:13.251> I<00:06:13.315> didn't<00:06:13.492> really<00:06:13.668> know<00:06:14.053> that<00:06:14.294> it<00:06:14.439> was<00:06:14.551> a<00:06:14.615> problem.

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And<00:06:15.771> he<00:06:15.883> kind<00:06:16.028> of<00:06:16.124> had<00:06:16.284> this<00:06:16.461> little<00:06:16.766> aha<00:06:17.087> moment.

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And<00:06:17.504> he<00:06:17.600> said,<00:06:18.612> he<00:06:18.644> says<00:06:18.868> he<00:06:18.949> was<00:06:19.109> watching<00:06:19.494> The<00:06:19.574> Hunt<00:06:19.767> for<00:06:19.912> Red<00:06:20.088> October.

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So<00:06:20.875> he<00:06:21.019> decided<00:06:21.436> that<00:06:21.597> he<00:06:22.158> needed<00:06:22.560> a<00:06:22.881> ping<00:06:23.186> system,<00:06:23.747> right?

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So<00:06:24.742> he<00:06:25.031> had<00:06:25.272> the<00:06:25.368> whole<00:06:25.593> like,<00:06:25.914> you<00:06:25.962> know,<00:06:26.380> submarine<00:06:26.957> ping<00:06:27.278> thing<00:06:27.454> going<00:06:27.695> on<00:06:27.855> in<00:06:27.936> his<00:06:28.096> head.

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So<00:06:28.994> he's<00:06:29.155> like,<00:06:29.299> I<00:06:29.379> need<00:06:29.540> a<00:06:29.604> ping<00:06:29.877> system.

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I<00:06:30.438> need<00:06:30.599> a<00:06:30.663> system<00:06:31.304> that,<00:06:31.609> you<00:06:31.786> know,<00:06:32.187> like<00:06:32.508> kind<00:06:32.732> of<00:06:33.133> pings<00:06:33.454> people<00:06:33.791> between<00:06:34.256> visits<00:06:34.625> so<00:06:34.689> they<00:06:34.834> can<00:06:34.994> figure<00:06:35.299> out<00:06:35.459> what's<00:06:35.700> going<00:06:36.021> on.

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So<00:06:38.122> he's<00:06:38.379> a<00:06:38.443> very<00:06:38.908> entrepreneurial<00:06:39.502> guy.

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He<00:06:41.652> spun<00:06:42.053> one<00:06:42.277> up.

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He<00:06:42.694> got<00:06:43.015> some<00:06:43.320> outside<00:06:44.700> tech<00:06:45.004> people<00:06:45.438> to<00:06:45.598> spin<00:06:45.983> something<00:06:46.368> up<00:06:46.480> so<00:06:46.641> that<00:06:46.769> he<00:06:47.010> could<00:06:47.748> ping<00:06:47.972> his<00:06:48.213> patients<00:06:48.694> between<00:06:49.111> visits<00:06:49.576> and<00:06:49.673> capture<00:06:50.154> patient-reported<00:06:51.261> outcomes<00:06:51.614> and<00:06:51.758> calculate<00:06:53.346> information<00:06:53.940> about<00:06:54.325> them<00:06:54.565> to<00:06:54.646> determine<00:06:55.127> whether<00:06:55.336> or<00:06:55.384> not<00:06:55.608> they<00:06:55.769> were<00:06:55.913> deteriorating.

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And<00:06:57.534> then<00:06:57.695> he,<00:06:58.401> he's<00:06:58.594> a<00:06:58.722> charming<00:06:59.124> person<00:06:59.477> as<00:06:59.686> well.

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So<00:07:00.248> he<00:07:00.649> got—<00:07:00.906> went<00:07:01.131> to<00:07:01.372> Blue<00:07:01.532> Cross<00:07:01.870> of<00:07:02.014> Illinois<00:07:02.512> and<00:07:02.592> he<00:07:02.673> said,<00:07:02.913> hey,<00:07:03.154> I've<00:07:03.315> got<00:07:03.540> this<00:07:03.716> idea<00:07:04.182> and<00:07:04.359> I'm<00:07:04.519> working<00:07:04.905> on<00:07:05.001> something.

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How<00:07:05.338> about<00:07:05.547> you<00:07:05.627> give<00:07:05.724> me<00:07:05.804> some<00:07:06.045> data<00:07:06.382> so<00:07:06.527> that<00:07:06.671> I<00:07:06.751> can<00:07:06.912> see<00:07:07.651> whether<00:07:07.859> or<00:07:07.908> not<00:07:08.068> it's<00:07:08.277> working?

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Got<00:07:09.481> that<00:07:09.738> as<00:07:09.899> well.

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And<00:07:11.023> so<00:07:11.167> he<00:07:11.328> was<00:07:11.489> able<00:07:11.729> to<00:07:11.906> prove<00:07:13.432> for<00:07:13.512> about<00:07:14.010> 220<00:07:14.877> patients<00:07:15.359> in<00:07:15.503> his<00:07:15.680> practice<00:07:16.804> that<00:07:17.125> he<00:07:17.527> could<00:07:18.008> reduce<00:07:19.373> their<00:07:20.096> emergency<00:07:20.578> room<00:07:20.738> visits<00:07:21.140> and<00:07:21.236> their<00:07:21.445> inpatient<00:07:21.927> stays<00:07:22.264> significantly,<00:07:23.291> over<00:07:23.468> 50%.

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And<00:07:25.859> reduce<00:07:26.116> total<00:07:26.517> cost<00:07:26.822> of<00:07:26.854> care<00:07:27.079> for<00:07:27.191> those<00:07:27.400> patients<00:07:27.881> by<00:07:28.378> $6,500,<00:07:29.148> which<00:07:29.421> is<00:07:29.550> about<00:07:29.726> 15%<00:07:30.913> of<00:07:31.090> the<00:07:31.170> total<00:07:31.411> cost<00:07:31.667> of<00:07:31.732> care<00:07:31.972> for<00:07:32.117> a<00:07:32.197> patient.

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So<00:07:33.721> a—<00:07:33.881> wow.

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So<00:07:35.085> a<00:07:35.101> plan,<00:07:35.743> you<00:07:35.839> know,<00:07:36.063> a<00:07:36.705> Blue<00:07:36.850> Cross<00:07:37.106> of<00:07:37.186> Illinois<00:07:37.507> was<00:07:37.812> very<00:07:38.213> intrigued<00:07:38.695> by<00:07:38.855> what<00:07:39.176> he<00:07:39.256> was<00:07:39.368> doing.

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So<00:07:39.770> that's<00:07:40.074> really<00:07:40.315> what<00:07:40.556> launched<00:07:41.454> SonarMD<00:07:42.321> was<00:07:42.802> this<00:07:43.139> study<00:07:43.764> and<00:07:43.909> this<00:07:44.085> work<00:07:44.326> that<00:07:44.470> he<00:07:44.631> did<00:07:44.888> to<00:07:45.112> prove<00:07:45.529> that<00:07:46.091> his<00:07:46.251> hunch<00:07:46.572> was<00:07:46.733> right.

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So<00:07:48.032> what<00:07:48.160> does<00:07:48.321> a<00:07:48.401> typical<00:07:48.738> day<00:07:48.963> look<00:07:49.123> like<00:07:49.364> for<00:07:49.444> you<00:07:49.540> now?

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You<00:07:51.242> know,<00:07:52.334> I<00:07:52.832> thought<00:07:53.056> of<00:07:53.217> that<00:07:53.458> question<00:07:54.662> in<00:07:54.758> general,<00:07:55.385> and<00:07:56.268> it's—<00:07:57.231> I<00:07:57.327> wonder<00:07:57.713> if<00:07:58.034> people<00:07:58.435> answer<00:07:58.628> it<00:07:58.772> this<00:07:58.997> way<00:07:59.094> for<00:07:59.318> you<00:07:59.415> a<00:07:59.495> lot,<00:07:59.800> which<00:07:59.993> is<00:08:00.218> there<00:08:00.378> is<00:08:00.603> no<00:08:00.715> typical<00:08:01.101> day,<00:08:01.406> right?

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But,<00:08:02.449> but,<00:08:03.654> you<00:08:03.686> know,<00:08:05.018> working<00:08:05.420> in<00:08:05.516> a<00:08:05.532> startup<00:08:07.266> and<00:08:08.406> working<00:08:08.792> with<00:08:09.033> a<00:08:09.129> smaller<00:08:09.771> team<00:08:10.478> and/or<00:08:11.762> a<00:08:11.794> team<00:08:12.180> that's<00:08:13.127> matrixed<00:08:14.010> or<00:08:15.616> we<00:08:15.680> have<00:08:15.728> a<00:08:15.792> lot<00:08:16.016> of<00:08:16.048> contract<00:08:16.754> people<00:08:17.138> that<00:08:17.315> we<00:08:17.539> use<00:08:17.940> for<00:08:18.100> different<00:08:19.302> expertise,<00:08:20.681> means<00:08:21.001> you<00:08:21.161> have<00:08:21.402> to<00:08:21.546> kind<00:08:21.787> of<00:08:22.267> reset<00:08:23.550> your<00:08:23.950> day<00:08:24.672> on<00:08:24.832> a<00:08:24.912> daily<00:08:25.249> basis.

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You<00:08:25.906> know,<00:08:26.034> you<00:08:26.114> have<00:08:26.226> to<00:08:26.355> kind<00:08:26.515> of<00:08:26.547> think,<00:08:27.493> okay,<00:08:27.733> what's<00:08:28.535> the<00:08:28.599> most<00:08:28.871> important<00:08:29.240> thing<00:08:29.416> today?

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Because<00:08:30.762> I<00:08:30.859> need<00:08:31.115> to,<00:08:31.724> because<00:08:31.981> it<00:08:32.061> might<00:08:32.221> not<00:08:32.381> be<00:08:32.542> the<00:08:32.606> same<00:08:32.942> thing<00:08:33.087> as<00:08:33.183> the<00:08:33.247> most<00:08:33.503> important<00:08:33.904> thing<00:08:34.064> tomorrow.

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And<00:08:36.388> I<00:08:36.469> spend<00:08:36.869> a<00:08:36.933> lot<00:08:37.126> of<00:08:37.190> time<00:08:37.671> also<00:08:39.097> calibrating<00:08:39.851> and<00:08:39.995> making<00:08:40.315> sure<00:08:40.716> that<00:08:40.940> everybody<00:08:41.934> is<00:08:42.143> working<00:08:42.479> on<00:08:42.559> the<00:08:42.704> right<00:08:42.944> things<00:08:43.281> because,<00:08:43.825> scare<00:08:44.241> resources<00:08:44.978> mean<00:08:45.203> you're<00:08:45.331> not<00:08:45.523> going<00:08:45.619> to<00:08:45.668> be<00:08:45.700> able<00:08:45.876> to<00:08:46.004> ever<00:08:46.244> work<00:08:46.469> on<00:08:46.565> everything.

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So<00:08:47.206> you<00:08:47.270> got<00:08:47.398> to<00:08:47.446> make<00:08:47.607> sure<00:08:47.687> you're<00:08:47.911> working<00:08:48.152> on<00:08:48.232> the<00:08:48.312> right<00:08:48.504> things.

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So<00:08:49.947> my<00:08:50.267> typical<00:08:50.812> day<00:08:51.517> is<00:08:52.014> a<00:08:52.158> lot<00:08:52.350> of<00:08:52.415> check-ins<00:08:53.520> with,<00:08:53.937> with<00:08:54.161> various<00:08:54.578> people,<00:08:55.139> my<00:08:55.620> obviously<00:08:56.020> my<00:08:56.181> direct<00:08:56.565> team,<00:08:57.383> I<00:08:57.399> spend<00:08:57.767> a<00:08:57.783> lot<00:08:58.040> of<00:08:58.136> time<00:08:58.569> on<00:08:59.162> sales.

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So<00:09:00.492> I<00:09:00.604> spend<00:09:00.908> a<00:09:00.972> lot<00:09:01.165> of<00:09:01.261> time<00:09:01.694> with<00:09:02.174> my<00:09:02.271> salesperson,<00:09:03.072> but<00:09:03.232> also<00:09:03.617> contributing<00:09:04.258> to<00:09:04.434> the<00:09:04.530> sales<00:09:04.899> process,<00:09:05.316> because<00:09:05.540> that's<00:09:05.780> really<00:09:05.941> important.

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And<00:09:07.223> right<00:09:07.415> now,<00:09:08.601> my<00:09:08.761> typical<00:09:09.098> day<00:09:09.306> also<00:09:09.562> includes<00:09:10.684> working<00:09:11.021> a<00:09:11.085> little<00:09:11.309> bit<00:09:11.470> with<00:09:11.646> my<00:09:11.886> board<00:09:12.351> and<00:09:12.447> investors,<00:09:13.649> because<00:09:14.034> we're<00:09:14.692> in<00:09:14.756> the<00:09:14.836> process<00:09:15.334> of<00:09:15.719> raising<00:09:15.991> a<00:09:16.056> little<00:09:16.216> bit<00:09:16.360> of<00:09:16.392> money<00:09:17.323> to<00:09:17.884> kind<00:09:17.949> of<00:09:17.997> further<00:09:18.767> our<00:09:19.023> mission.

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I<00:09:20.194> was<00:09:20.307> going<00:09:20.419> to<00:09:20.531> ask<00:09:20.708> you,<00:09:20.852> how<00:09:21.013> have<00:09:21.173> you<00:09:21.269> gone<00:09:21.494> about<00:09:21.831> raising<00:09:22.216> money<00:09:22.408> so<00:09:22.633> far?

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I<00:09:24.093> mean,<00:09:24.702> did<00:09:24.863> Blue<00:09:25.103> Cross<00:09:25.360> Blue<00:09:25.440> Shield<00:09:25.777> invest,<00:09:26.242> like,<00:09:26.467> when<00:09:26.563> they<00:09:26.723> were,<00:09:26.868> like,<00:09:27.028> super<00:09:27.349> excited?

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And,<00:09:27.991> like,<00:09:28.552> have<00:09:28.648> you<00:09:28.729> gone<00:09:28.889> the<00:09:28.969> venture<00:09:29.290> capital<00:09:29.755> route?

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Like,<00:09:30.557> give<00:09:30.670> us<00:09:30.830> a<00:09:30.894> sense<00:09:31.215> for<00:09:31.440> how<00:09:31.616> you're<00:09:31.921> thinking<00:09:32.178> about<00:09:32.418> funding<00:09:32.819> this.

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Yeah,<00:09:33.782> so,<00:09:34.664> so<00:09:34.905> when,<00:09:36.012> when<00:09:36.188> Larry<00:09:37.215> developed<00:09:37.696> that,<00:09:38.097> that<00:09:38.498> concept,<00:09:39.637> he<00:09:39.862> actually<00:09:40.199> did<00:09:40.343> a<00:09:40.359> Shark<00:09:40.776> Tank<00:09:41.386> in<00:09:41.546> Chicago<00:09:42.510> at<00:09:43.715> MATTER,<00:09:44.197> which<00:09:44.389> is<00:09:44.598> a<00:09:45.642> health<00:09:45.899> tech<00:09:46.220> incubator.

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And<00:09:48.003> so<00:09:48.694> he<00:09:48.871> did<00:09:49.111> the<00:09:50.236> Shark<00:09:50.573> Tank<00:09:51.183> and<00:09:51.986> Blue<00:09:52.163> Venture<00:09:52.886> Fund<00:09:53.287> was<00:09:53.512> there.

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So<00:09:54.235> they<00:09:54.492> were<00:09:54.572> kind<00:09:54.813> of<00:09:54.894> like,<00:09:55.118> hey,<00:09:55.311> that's<00:09:55.520> our<00:09:55.697> data.

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And<00:09:56.179> that's<00:09:56.403> our<00:09:56.564> people.

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And<00:09:57.287> that,<00:09:57.560> you<00:09:57.865> know,<00:09:58.090> we<00:09:58.186> might<00:09:58.347> be<00:09:58.427> interested.

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And<00:09:59.776> another<00:10:00.338> organization<00:10:00.756> called<00:10:01.061> Arboretum<00:10:01.543> Ventures,<00:10:01.945> which<00:10:02.121> is<00:10:02.266> out<00:10:02.362> of<00:10:02.587> Ann<00:10:02.748> Arbor,<00:10:02.989> Michigan,<00:10:03.470> who<00:10:03.631> also<00:10:04.049> is<00:10:04.274> an<00:10:04.450> early-stage<00:10:05.558> health<00:10:05.815> tech<00:10:06.699> investor.

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So<00:10:08.064> the<00:10:08.144> two<00:10:08.288> of<00:10:08.320> them<00:10:08.545> jointly<00:10:08.866> came<00:10:09.107> to<00:10:09.251> the<00:10:09.283> table.

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So<00:10:09.829> they<00:10:09.990> came<00:10:10.246> in<00:10:10.455> with<00:10:11.209> seed<00:10:12.477> and<00:10:12.574> Series<00:10:13.023> A<00:10:13.119> funding<00:10:15.045> back<00:10:15.430> in<00:10:15.607> 2018,<00:10:16.811> I<00:10:16.971> believe.

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And<00:10:17.453> then<00:10:17.613> that's<00:10:17.934> what<00:10:18.239> launched<00:10:18.576> the<00:10:18.656> whole<00:10:18.897> team.

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They<00:10:20.727> have<00:10:20.823> stayed<00:10:21.449> as<00:10:21.706> investors.

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We<00:10:23.535> have<00:10:24.193> gone<00:10:24.659> out<00:10:24.835> to<00:10:24.996> the<00:10:25.140> market<00:10:25.782> and<00:10:26.601> talked,<00:10:27.082> and<00:10:27.548> I<00:10:27.644> always<00:10:28.126> am<00:10:28.286> talking<00:10:28.607> to<00:10:28.752> investors<00:10:29.121> because<00:10:29.811> they<00:10:30.870> know<00:10:31.239> a<00:10:31.255> lot,<00:10:31.721> you<00:10:31.753> know,<00:10:32.138> what's<00:10:32.684> working,<00:10:33.021> what's<00:10:33.261> not,<00:10:33.743> and<00:10:34.144> they<00:10:34.305> ask<00:10:34.529> good<00:10:34.690> questions.

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So<00:10:35.364> it's<00:10:35.589> important<00:10:35.910> for<00:10:36.038> me<00:10:36.150> to<00:10:36.520> keep<00:10:36.712> relationships<00:10:37.273> with<00:10:37.433> them.

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Um,<00:10:38.314> but<00:10:38.539> to<00:10:38.699> date,<00:10:39.099> all<00:10:39.196> of<00:10:39.276> our<00:10:39.660> existing<00:10:40.157> investment<00:10:40.638> has<00:10:40.798> come<00:10:41.038> from,<00:10:41.439> um,<00:10:41.679> internal<00:10:42.096> investors,<00:10:42.785> from<00:10:43.041> the,<00:10:43.362> the,<00:10:43.682> the<00:10:43.762> team<00:10:44.003> that<00:10:44.147> we<00:10:44.227> have.

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Oh,<00:10:45.685> that's<00:10:45.926> incredible.

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Yeah.

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And,<00:10:47.672> uh,<00:10:47.993> how<00:10:48.169> are<00:10:48.249> you<00:10:48.409> thinking<00:10:48.810> about<00:10:49.515> AI,<00:10:50.236> and<00:10:50.316> how<00:10:50.477> has<00:10:50.637> that<00:10:50.813> changed<00:10:51.134> the<00:10:51.278> product<00:10:51.855> and<00:10:52.031> the<00:10:52.239> overall,<00:10:53.121> um,<00:10:53.441> you<00:10:53.473> know,<00:10:54.242> growth<00:10:54.563> of<00:10:54.659> the<00:10:54.739> company?

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Yeah,<00:10:56.037> it's<00:10:56.341> the—<00:10:56.758> it's<00:10:56.902> a<00:10:56.982> question<00:10:57.543> that,<00:10:58.473> you<00:10:58.505> know,<00:10:58.889> people<00:10:59.130> ask<00:10:59.450> all<00:10:59.546> the<00:10:59.690> time,<00:11:00.107> right?

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Everybody's<00:11:00.972> asking<00:11:01.389> them,<00:11:01.565> right?

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And<00:11:02.030> you<00:11:02.206> have<00:11:02.495> to<00:11:03.072> You<00:11:03.168> have<00:11:03.377> to<00:11:03.553> be<00:11:03.859> on<00:11:03.955> top<00:11:04.292> of<00:11:04.453> it<00:11:04.822> because,<00:11:05.625> you<00:11:05.657> know,<00:11:05.882> that's,<00:11:06.669> that<00:11:07.328> it's<00:11:07.794> happening<00:11:08.597> faster<00:11:09.094> than<00:11:09.978> I<00:11:10.122> just<00:11:10.299> can't<00:11:10.460> get<00:11:10.604> over<00:11:10.781> it.

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Like<00:11:11.407> I<00:11:11.488> can't<00:11:11.664> get<00:11:11.825> over<00:11:12.612> just<00:11:12.853> as<00:11:12.949> an<00:11:13.029> aside,<00:11:13.351> like<00:11:13.592> I<00:11:13.656> can't<00:11:13.832> get<00:11:13.977> over<00:11:14.218> how<00:11:14.716> much<00:11:15.037> improved<00:11:15.985> AI<00:11:16.466> is<00:11:16.868> on<00:11:17.029> taking<00:11:17.446> notes,<00:11:18.169> right?

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Like,<00:11:19.133> like<00:11:19.679> when<00:11:19.791> it<00:11:19.855> first<00:11:20.096> started,<00:11:20.546> you<00:11:20.642> were<00:11:20.674> like,<00:11:21.044> I<00:11:21.076> don't<00:11:21.301> know<00:11:21.365> if<00:11:21.397> I'm<00:11:21.526> going<00:11:21.622> to<00:11:21.702> be<00:11:21.783> able<00:11:21.895> to<00:11:22.008> use<00:11:22.200> this.

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And<00:11:22.505> like,<00:11:22.811> you<00:11:22.843> know,<00:11:22.987> whatever,<00:11:23.244> 3<00:11:23.549> weeks<00:11:23.790> later,<00:11:24.031> it's<00:11:24.352> already<00:11:24.674> better.

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So,<00:11:26.938> so<00:11:27.083> yeah,<00:11:27.324> so<00:11:27.565> we,<00:11:28.207> we<00:11:28.368> think<00:11:28.769> about.

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I<00:11:29.957> like<00:11:30.229> to<00:11:30.454> think<00:11:30.839> AI<00:11:31.721> is,<00:11:33.004> again,<00:11:33.405> an<00:11:33.565> enabler,<00:11:34.607> and<00:11:35.121> nobody<00:11:35.730> wants<00:11:36.243> to<00:11:37.254> eliminate<00:11:38.136> in-person<00:11:38.777> care.

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So<00:11:39.499> nobody<00:11:39.835> wants<00:11:40.076> to<00:11:40.220> eliminate<00:11:41.279> that<00:11:41.519> relationship<00:11:42.321> between<00:11:42.802> them<00:11:43.123> and<00:11:43.203> their<00:11:43.444> doctor<00:11:44.005> and<00:11:44.149> the<00:11:44.229> nuances<00:11:44.871> that<00:11:44.967> come<00:11:45.208> along<00:11:45.512> with<00:11:45.689> that.

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But<00:11:46.715> there's<00:11:46.972> an<00:11:47.132> incredible,<00:11:48.399> um,<00:11:49.778> backlog,<00:11:50.805> uh,<00:11:51.462> related<00:11:51.847> to<00:11:51.943> getting<00:11:52.200> in<00:11:52.280> to<00:11:52.408> see<00:11:52.585> a<00:11:52.665> GI<00:11:53.050> visit<00:11:53.451> in<00:11:53.611> most<00:11:53.948> markets.

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Um,<00:11:54.910> in<00:11:55.150> fact,<00:11:55.407> it's<00:11:55.809> So<00:11:56.018> there's,<00:11:56.437> there's<00:11:56.663> clearly<00:11:56.921> not<00:11:57.146> enough<00:11:57.388> GIs<00:11:58.032> out<00:11:58.210> there.

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So<00:11:59.096> if<00:11:59.402> AI<00:11:59.821> can<00:12:00.143> help<00:12:00.481> streamline<00:12:01.174> the<00:12:01.271> process<00:12:01.834> so<00:12:02.141> that<00:12:02.785> people<00:12:02.995> don't<00:12:03.188> have<00:12:03.446> to<00:12:03.526> get<00:12:03.752> in<00:12:03.929> to<00:12:04.026> see<00:12:04.332> an<00:12:04.413> in-person<00:12:06.828> GI<00:12:07.250> physician<00:12:07.963> as<00:12:08.222> frequently,<00:12:09.033> that's,<00:12:09.584> that's<00:12:10.087> excellent<00:12:11.205> and<00:12:11.805> a<00:12:11.951> good<00:12:12.178> outcome<00:12:12.583> for<00:12:12.745> the<00:12:12.842> patient.

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In<00:12:13.556> our<00:12:13.798> world,<00:12:14.865> there<00:12:14.946> are<00:12:15.107> some<00:12:15.285> simple<00:12:15.899> things<00:12:16.400> that<00:12:16.869> we're,<00:12:17.451> we're<00:12:17.758> integrating<00:12:18.437> in.

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So<00:12:20.102> when<00:12:20.344> we<00:12:20.764> collect<00:12:21.602> data<00:12:21.988> between<00:12:22.486> visits.

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We're<00:12:23.771> collecting<00:12:24.317> a<00:12:24.413> lot<00:12:24.670> of<00:12:24.751> information.

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And<00:12:27.626> people<00:12:28.269> tend<00:12:28.751> to—<00:12:30.213> if<00:12:30.277> you<00:12:31.000> open<00:12:31.257> the<00:12:31.402> door,<00:12:31.787> people<00:12:32.109> tend<00:12:32.767> to<00:12:33.410> give<00:12:33.554> you<00:12:33.651> a<00:12:33.667> lot<00:12:33.988> of<00:12:34.438> information.

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Some<00:12:35.338> of<00:12:35.434> it's<00:12:35.643> relevant,<00:12:36.061> some<00:12:36.302> of<00:12:36.398> it's<00:12:36.559> not<00:12:36.783> relevant.

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The<00:12:38.149> physician<00:12:39.338> is<00:12:39.434> like,<00:12:39.739> thanks,<00:12:40.237> but<00:12:40.382> I<00:12:40.478> don't<00:12:40.639> want<00:12:40.784> to<00:12:40.944> read<00:12:41.121> somebody's<00:12:41.667> health<00:12:42.005> diary.

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I<00:12:43.306> need<00:12:43.675> it<00:12:43.932> boiled<00:12:44.254> down<00:12:44.511> for<00:12:44.639> me.

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So<00:12:45.121> we're<00:12:45.362> looking<00:12:45.844> at<00:12:46.085> AI<00:12:46.599> to<00:12:46.888> boil<00:12:47.210> that<00:12:47.451> information<00:12:48.109> down<00:12:48.896> you<00:12:48.992> know,<00:12:49.089> it's<00:12:49.233> kind<00:12:49.538> of<00:12:49.779> likened<00:12:50.115> to<00:12:50.436> meeting<00:12:50.757> notes<00:12:51.158> in<00:12:51.238> a<00:12:51.319> way<00:12:51.704> that<00:12:52.426> really<00:12:52.682> pulls<00:12:53.148> out<00:12:53.565> the<00:12:53.645> most<00:12:54.030> important<00:12:54.527> pieces<00:12:54.848> of<00:12:54.993> information<00:12:55.586> for<00:12:55.811> the<00:12:55.955> physician<00:12:56.356> at<00:12:56.453> the<00:12:56.533> right<00:12:56.709> time.

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I<00:12:57.896> wonder,<00:12:58.217> like,<00:12:58.682> as<00:12:58.779> you're<00:12:58.875> talking<00:12:59.084> about<00:12:59.260> the<00:12:59.404> difference<00:12:59.822> in<00:12:59.902> changing<00:13:00.383> from<00:13:00.608> COO<00:13:01.570> to<00:13:01.667> CEO,<00:13:03.110> like,<00:13:03.335> I<00:13:03.415> imagine<00:13:03.816> one<00:13:03.961> of<00:13:03.993> the<00:13:04.073> differences<00:13:04.554> is<00:13:04.618> you're<00:13:04.731> now<00:13:04.955> responsible<00:13:05.501> for<00:13:05.661> the<00:13:05.838> culture<00:13:06.784> of<00:13:06.881> the<00:13:07.025> company<00:13:08.164> and<00:13:08.308> setting<00:13:08.629> like<00:13:08.870> that<00:13:09.207> tone.

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So<00:13:09.752> how<00:13:09.913> have<00:13:10.073> you<00:13:10.169> thought<00:13:10.426> about<00:13:10.731> building<00:13:11.116> culture?

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What<00:13:12.592> have,<00:13:12.897> what<00:13:13.057> are<00:13:13.202> kind<00:13:13.362> of<00:13:13.394> like<00:13:13.603> some<00:13:13.779> unique<00:13:14.260> things<00:13:14.501> that<00:13:14.661> you've<00:13:14.902> brought<00:13:15.303> to<00:13:15.464> that<00:13:16.025> kind<00:13:16.186> of<00:13:16.266> given<00:13:16.587> that<00:13:16.731> you<00:13:16.827> were<00:13:16.988> the<00:13:17.068> COO<00:13:17.710> before<00:13:18.031> that?

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Yeah,<00:13:19.471> I<00:13:19.568> think,<00:13:20.035> I<00:13:20.680> think<00:13:20.857> part<00:13:21.325> of<00:13:21.970> why<00:13:22.227> it<00:13:22.308> was<00:13:22.469> a<00:13:22.534> little<00:13:22.856> easier<00:13:23.195> for<00:13:23.372> me<00:13:23.614> to<00:13:23.694> step<00:13:24.323> into<00:13:24.549> the<00:13:24.645> CEO<00:13:25.129> position<00:13:25.693> is<00:13:26.886> I've<00:13:27.386> frequently<00:13:27.934> taken<00:13:28.192> on<00:13:28.434> culture<00:13:29.631> wherever<00:13:30.440> I<00:13:30.601> land<00:13:30.941> in<00:13:31.038> an<00:13:31.248> organization.

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So<00:13:32.962> that,<00:13:33.528> that<00:13:33.755> was<00:13:33.933> an<00:13:34.078> easy<00:13:34.418> transition<00:13:35.129> for<00:13:35.226> me.

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I<00:13:36.099> care<00:13:36.342> about<00:13:36.601> it<00:13:36.746> a<00:13:36.843> lot.

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I<00:13:38.054> think<00:13:38.458> that<00:13:38.717> people<00:13:39.331> who<00:13:40.478> feel,<00:13:42.400> feel<00:13:42.723> heard,<00:13:43.305> who<00:13:43.467> feel<00:13:44.016> like<00:13:44.275> they<00:13:44.420> have<00:13:44.678> a<00:13:44.775> soft<00:13:45.163> place<00:13:45.405> to<00:13:45.632> land,<00:13:47.117> who<00:13:47.613> aren't<00:13:47.838> going<00:13:47.934> to<00:13:48.014> get<00:13:48.078> in<00:13:48.254> trouble<00:13:48.655> for<00:13:48.799> making<00:13:49.136> a<00:13:49.152> mistake.

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I<00:13:49.857> think<00:13:50.161> all<00:13:50.337> of<00:13:50.482> those<00:13:50.818> things<00:13:51.780> breed<00:13:52.981> creativity,<00:13:53.847> and<00:13:54.343> I<00:13:54.504> certainly<00:13:54.920> need<00:13:55.225> good<00:13:55.385> ideas<00:13:56.090> all<00:13:56.330> the<00:13:56.426> time<00:13:56.907> coming<00:13:57.228> from<00:13:57.468> anywhere.

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And<00:13:58.670> so<00:13:58.830> that's<00:13:59.311> very<00:13:59.551> important<00:13:59.936> to<00:14:00.048> me.

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I've—<00:14:01.794> we've<00:14:02.019> done<00:14:02.195> a<00:14:02.339> lot<00:14:02.579> of<00:14:02.740> things<00:14:03.156> to<00:14:03.316> try<00:14:03.557> to<00:14:03.797> keep<00:14:04.102> ourselves<00:14:04.759> connected.

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I<00:14:05.480> think,<00:14:06.024> you<00:14:06.137> know,<00:14:06.425> ever<00:14:06.585> since<00:14:06.842> COVID<00:14:08.124> we're<00:14:08.684> pretty<00:14:08.989> much<00:14:09.245> a<00:14:09.325> remote<00:14:09.726> company.

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So<00:14:10.527> we<00:14:10.671> have<00:14:10.864> to<00:14:11.072> do<00:14:11.312> a<00:14:11.392> lot<00:14:11.729> with—<00:14:11.873> to<00:14:11.953> work<00:14:12.194> a<00:14:12.210> little<00:14:12.434> harder<00:14:12.947> to<00:14:13.572> maintain<00:14:14.037> that<00:14:14.214> culture<00:14:14.776> and<00:14:14.936> maintain,<00:14:16.702> you<00:14:16.798> know,<00:14:17.007> kind<00:14:17.168> of<00:14:17.248> connections<00:14:17.745> between<00:14:18.388> each<00:14:18.548> other.

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Some<00:14:19.929> of<00:14:20.073> the<00:14:20.153> ways<00:14:20.458> we<00:14:20.635> do<00:14:20.812> that<00:14:21.502> is<00:14:22.096> silly<00:14:22.401> games<00:14:23.830> that<00:14:23.990> we<00:14:24.086> play<00:14:25.515> remotely.

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You<00:14:26.238> know,<00:14:26.414> we<00:14:26.735> love<00:14:27.056> competition.

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So<00:14:28.100> we're<00:14:29.400> not—<00:14:29.705> we<00:14:29.785> do<00:14:30.026> our<00:14:30.411> step<00:14:30.732> challenges,<00:14:32.033> you<00:14:32.113> know,<00:14:32.595> against<00:14:32.996> each<00:14:33.221> other<00:14:33.542> and<00:14:33.654> a<00:14:34.120> lot<00:14:34.264> of<00:14:34.296> smack<00:14:34.681> talking<00:14:35.099> and<00:14:35.243> things<00:14:35.404> like<00:14:35.564> that.

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So<00:14:36.592> we<00:14:36.688> do<00:14:36.849> that<00:14:37.330> to<00:14:38.117> help.

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But<00:14:38.759> I<00:14:39.016> think<00:14:39.321> probably<00:14:39.578> the<00:14:39.802> best<00:14:40.059> way<00:14:40.220> I<00:14:40.364> can<00:14:41.086> you<00:14:41.263> know,<00:14:41.504> help<00:14:41.824> culture<00:14:42.306> happen<00:14:42.851> is<00:14:43.108> by<00:14:43.365> modeling<00:14:43.830> good<00:14:44.055> behavior<00:14:44.713> too.

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You<00:14:45.194> know,<00:14:45.354> like<00:14:45.611> if<00:14:45.739> I<00:14:45.836> go<00:14:45.996> on<00:14:46.076> vacation,<00:14:46.943> I<00:14:47.039> should<00:14:47.360> not<00:14:47.986> be<00:14:48.146> calling<00:14:48.547> them<00:14:48.884> because<00:14:49.365> then<00:14:49.526> they'll<00:14:49.767> think<00:14:50.007> they<00:14:50.232> have<00:14:50.344> to<00:14:50.424> do<00:14:50.633> that<00:14:50.809> when<00:14:50.954> they're<00:14:51.114> on<00:14:51.275> vacation.

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So,<00:14:52.558> you<00:14:52.590> know,<00:14:52.735> things<00:14:52.975> like<00:14:53.136> that<00:14:53.938> are<00:14:54.099> also<00:14:54.419> ways<00:14:54.724> that<00:14:54.821> I<00:14:54.901> help<00:14:55.687> culture.

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What<00:14:57.179> do<00:14:57.291> you<00:14:57.452> read?

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What<00:14:58.270> reading<00:14:58.575> recommendations<00:14:59.313> would<00:14:59.409> you<00:14:59.538> have<00:14:59.650> for<00:14:59.875> us?

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So,<00:15:01.784> I<00:15:02.666> read<00:15:02.843> a<00:15:02.923> lot.

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I<00:15:03.966> don't<00:15:04.351> necessarily<00:15:05.169> read<00:15:05.474> all<00:15:05.715> business<00:15:06.132> books.

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So,<00:15:07.576> I<00:15:07.817> love<00:15:08.122> historical<00:15:08.523> books.

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Yeah,<00:15:08.956> I<00:15:09.004> love<00:15:09.180> that.

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I<00:15:09.983> love<00:15:10.288> historical<00:15:10.785> fiction.

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I<00:15:12.390> love<00:15:12.872> mysteries.

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I,<00:15:14.075> I<00:15:14.140> mean,<00:15:14.300> I<00:15:14.396> really—<00:15:14.878> because<00:15:15.343> I<00:15:15.423> feel<00:15:15.568> like<00:15:15.760> you<00:15:15.921> get<00:15:16.226> like<00:15:16.467> creativity<00:15:17.285> and<00:15:17.430> perspective<00:15:18.794> anywhere,<00:15:19.372> right?

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Like,<00:15:19.933> I<00:15:20.078> just—<00:15:20.559> yeah,<00:15:20.896> I,<00:15:21.217> I<00:15:21.458> love<00:15:21.699> it.

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Um,<00:15:22.517> I'm<00:15:22.886> right<00:15:23.143> now<00:15:23.689> reading<00:15:24.026> something<00:15:24.411> called<00:15:24.668> The<00:15:24.828> Diamond<00:15:25.470> Eye,<00:15:26.353> which<00:15:26.738> is,<00:15:27.380> um,<00:15:27.781> a<00:15:27.878> historical<00:15:28.439> fiction<00:15:29.386> based<00:15:29.868> on<00:15:30.044> the,<00:15:30.445> the<00:15:30.911> true<00:15:31.168> story<00:15:31.954> of<00:15:32.435> a<00:15:33.398> Russian<00:15:34.458> female<00:15:34.859> sniper.

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During<00:15:36.447> World<00:15:36.624> War<00:15:36.736> II.

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Oh,<00:15:38.132> wow.

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It's,<00:15:39.351> it's<00:15:39.576> fascinating.

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It's<00:15:40.939> fascinating.

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And<00:15:41.661> it's<00:15:41.821> real.

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Like,<00:15:42.800> she<00:15:43.024> really<00:15:43.281> was<00:15:43.522> a<00:15:43.538> sniper,<00:15:44.147> and<00:15:44.885> the<00:15:44.965> Russian<00:15:45.286> army<00:15:45.671> really<00:15:46.008> let<00:15:46.313> women<00:15:46.714> in<00:15:46.890> in<00:15:46.971> 1941,<00:15:48.350> or<00:15:48.479> 1940,<00:15:49.200> I<00:15:49.281> guess.

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That<00:15:50.099> was<00:15:50.259> crazy.

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So<00:15:51.077> I'm<00:15:51.222> reading<00:15:51.462> that<00:15:51.687> right<00:15:51.847> now.

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Um,<00:15:52.890> I,<00:15:53.612> I,<00:15:54.494> I<00:15:54.655> think<00:15:54.815> reading<00:15:55.056> is<00:15:55.152> really<00:15:55.392> important<00:15:55.874> because<00:15:56.114> I,<00:15:56.339> I<00:15:56.419> think<00:15:56.660> you,<00:15:56.997> you,<00:15:57.301> you<00:15:57.478> cut—<00:15:57.718> it's<00:15:57.863> kind<00:15:58.023> of<00:15:58.184> an<00:15:58.280> escape.

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It's<00:15:59.258> an<00:15:59.323> escape.

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It<00:15:59.756> makes<00:16:00.028> you—<00:16:00.205> helps<00:16:00.510> you<00:16:00.670> think<00:16:00.847> about<00:16:01.071> lots<00:16:01.264> of<00:16:01.392> things<00:16:01.633> in<00:16:01.729> different<00:16:01.970> ways.

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So<00:16:04.286> I,<00:16:04.306> you<00:16:04.403> know,<00:16:04.693> if<00:16:04.789> you're<00:16:05.901> not<00:16:06.143> reading,<00:16:06.417> it's,<00:16:07.207> you<00:16:07.304> know,<00:16:07.594> try<00:16:07.835> read.

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It's<00:16:08.480> good.

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Yeah.

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Yeah,<00:16:09.785> I<00:16:09.947> totally<00:16:10.350> agree<00:16:10.575> with<00:16:10.672> that.

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What<00:16:11.784> are<00:16:11.865> like<00:16:12.042> some<00:16:12.203> products<00:16:12.848> or<00:16:13.073> apps<00:16:13.412> or<00:16:13.557> tools<00:16:13.961> you<00:16:14.139> use<00:16:14.527> every<00:16:14.705> day<00:16:15.012> that<00:16:15.174> you<00:16:15.255> just<00:16:15.497> couldn't<00:16:15.675> live<00:16:15.837> without?

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So,<00:16:18.892> you<00:16:18.924> know,<00:16:19.151> maybe<00:16:19.555> it's<00:16:19.862> my<00:16:20.347> generation,<00:16:22.125> but<00:16:22.287> I<00:16:22.691> use<00:16:23.014> all<00:16:23.192> the<00:16:23.272> basics.

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You<00:16:24.013> know,<00:16:24.786> I<00:16:24.883> know<00:16:25.125> how<00:16:26.091> and<00:16:26.333> do<00:16:26.639> use<00:16:26.880> all<00:16:26.977> the<00:16:27.057> basics.

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I'm<00:16:28.249> happy<00:16:28.733> with<00:16:29.635> the<00:16:29.860> AI<00:16:30.037> note-takers<00:16:30.988> now<00:16:31.390> and<00:16:31.487> things<00:16:31.712> like<00:16:31.890> that.

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But<00:16:33.042> I'm<00:16:33.187> not<00:16:33.509> going<00:16:33.815> to<00:16:34.636> lie,<00:16:35.682> my<00:16:36.310> favorite<00:16:36.729> is—<00:16:38.725> I<00:16:39.369> really<00:16:41.221> like<00:16:41.463> writing<00:16:41.785> things<00:16:41.962> down.

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I<00:16:42.363> like<00:16:42.588> writing<00:16:42.829> things<00:16:42.990> down<00:16:43.167> so<00:16:43.311> that<00:16:43.408> I<00:16:43.488> can<00:16:43.713> draw<00:16:44.035> arrows.

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I<00:16:44.838> like<00:16:45.577> having<00:16:46.445> a<00:16:47.248> kind<00:16:47.425> of<00:16:47.586> diary<00:16:48.454> of<00:16:49.434> what's<00:16:49.996> gone<00:16:50.301> on.

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So<00:16:50.639> sometimes<00:16:51.137> it's<00:16:51.250> not<00:16:51.443> much,<00:16:51.992> you<00:16:52.073> know,<00:16:52.412> but<00:16:52.816> like,<00:16:53.478> it's<00:16:53.704> then<00:16:53.930> if<00:16:54.091> I<00:16:54.430> need<00:16:54.592> to<00:16:54.737> look<00:16:54.979> back,<00:16:55.238> I<00:16:55.318> kind<00:16:55.561> of<00:16:55.625> have<00:16:55.803> a<00:16:55.867> little<00:16:56.126> bit<00:16:56.223> of<00:16:56.287> like<00:16:56.465> a<00:16:56.594> placeholder.

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So<00:16:58.396> It's,<00:16:58.877> it's<00:16:59.149> not,<00:16:59.758> um,<00:17:00.095> an<00:17:00.239> app,<00:17:00.736> but<00:17:01.377> I<00:17:01.681> do<00:17:01.921> love<00:17:02.098> my<00:17:02.194> spiral-bound<00:17:03.460> little<00:17:03.700> diaries<00:17:04.325> that<00:17:04.421> I<00:17:04.806> keep.

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I<00:17:06.104> love<00:17:06.328> that.

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Yeah,<00:17:07.210> I<00:17:07.370> love<00:17:07.562> writing.

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There's<00:17:08.412> something<00:17:08.668> about<00:17:09.053> like<00:17:09.293> writing<00:17:09.710> and<00:17:10.030> keeping<00:17:10.335> that<00:17:10.383> note,<00:17:10.591> and<00:17:10.671> you're<00:17:10.751> like<00:17:11.056> thinking<00:17:11.472> as<00:17:11.617> you<00:17:11.777> write<00:17:12.177> rather<00:17:12.498> than—<00:17:12.610> yeah,<00:17:13.059> there's<00:17:13.235> something<00:17:13.620> kind<00:17:13.796> of<00:17:13.956> beautiful<00:17:14.421> about<00:17:14.918> that,<00:17:15.318> like<00:17:15.719> the<00:17:16.103> actual<00:17:16.440> like<00:17:16.825> writing.

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Yeah,<00:17:18.347> there's<00:17:18.523> something.

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I<00:17:19.164> don't,<00:17:19.549> I<00:17:19.565> don't<00:17:19.805> know.

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And<00:17:20.222> I<00:17:20.366> even,<00:17:21.087> I<00:17:21.151> was<00:17:21.328> a<00:17:21.392> consultant,<00:17:22.433> um,<00:17:23.170> right<00:17:23.411> out<00:17:23.571> of<00:17:23.859> business<00:17:24.292> school.

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And<00:17:25.960> yeah,<00:17:26.281> yeah,<00:17:27.083> most<00:17:27.340> of<00:17:27.404> my<00:17:27.741> job<00:17:28.222> in<00:17:28.383> those<00:17:28.784> early<00:17:29.442> months<00:17:29.827> was<00:17:29.987> taking<00:17:30.372> a<00:17:30.549> lot<00:17:30.773> of<00:17:30.805> notes<00:17:31.190> and<00:17:31.271> taking<00:17:31.591> them<00:17:31.752> really<00:17:32.073> well.

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And<00:17:32.698> I<00:17:32.859> had<00:17:33.116> little<00:17:33.982> tricks<00:17:34.704> of<00:17:34.864> like,<00:17:35.538> if<00:17:35.667> there<00:17:35.827> was<00:17:35.923> an<00:17:35.987> idea<00:17:36.790> that<00:17:36.950> I<00:17:37.030> wanted<00:17:37.271> to<00:17:37.383> remember,<00:17:37.848> I'd<00:17:38.009> put<00:17:38.169> a<00:17:38.250> big<00:17:38.554> I<00:17:38.811> in<00:17:38.891> a<00:17:38.907> circle.

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And<00:17:39.629> if<00:17:39.709> there<00:17:39.838> was<00:17:39.950> a<00:17:40.078> to-do,<00:17:40.496> I'd<00:17:40.576> put<00:17:40.736> a<00:17:40.752> big<00:17:40.977> T<00:17:41.282> in<00:17:41.394> a<00:17:41.458> circle.

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And<00:17:42.004> do<00:17:42.036> you<00:17:42.100> know,<00:17:42.260> I<00:17:42.341> still<00:17:42.806> do<00:17:42.982> that.

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Like,<00:17:43.480> so<00:17:44.089> there's<00:17:44.410> things<00:17:44.731> like<00:17:44.988> that,<00:17:45.309> that<00:17:45.533> like,<00:17:45.870> yes,<00:17:46.255> I<00:17:46.335> could<00:17:46.592> move<00:17:46.897> it<00:17:47.154> to<00:17:47.779> Evernote<00:17:48.293> or<00:17:48.357> somewhere,<00:17:48.822> but<00:17:49.239> I<00:17:49.320> don't.

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Have<00:17:50.630> you<00:17:50.770> heard<00:17:50.990> of<00:17:51.430> or<00:17:51.570> ever<00:17:51.770> tried<00:17:52.070> Remarkable?

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That<00:17:53.510> like<00:17:54.250> writing,<00:17:55.570> it's<00:17:55.610> like<00:17:55.790> a,<00:17:56.410> you<00:17:56.430> can,<00:17:56.910> it<00:17:56.911> feels<00:17:57.150> like<00:17:57.330> you're<00:17:57.530> actually<00:17:57.690> writing<00:17:57.990> on<00:17:58.150> a<00:17:58.450> notebook.

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Oh,<00:17:58.830> I<00:17:58.930> know<00:17:59.090> what<00:17:59.210> you're<00:17:59.370> talking<00:17:59.610> about.

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And<00:18:00.370> then<00:18:00.390> it<00:18:00.410> saves<00:18:00.530> it.

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And<00:18:01.350> yeah,<00:18:01.590> I've<00:18:01.970> been<00:18:02.050> using<00:18:02.370> that<00:18:02.690> lately<00:18:03.070> and<00:18:03.230> it's<00:18:03.550> pretty<00:18:03.870> cool.

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It's<00:18:04.910> not<00:18:05.110> exactly<00:18:05.749> the<00:18:06.290> notebook<00:18:06.630> still.

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There<00:18:07.050> still<00:18:07.170> is<00:18:07.330> something<00:18:07.490> cool<00:18:07.730> about<00:18:07.910> that<00:18:08.090> pen<00:18:08.510> and<00:18:08.690> seeing<00:18:08.970> the<00:18:09.230> color<00:18:09.430> and<00:18:09.530> all<00:18:09.670> that<00:18:09.770> type<00:18:09.930> of<00:18:10.610> stuff.

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But<00:18:10.990> they're<00:18:12.050> getting<00:18:12.270> there<00:18:12.550> to<00:18:12.650> the<00:18:12.790> point<00:18:12.990> where<00:18:13.150> you'll<00:18:13.330> be<00:18:13.430> able<00:18:13.590> to<00:18:13.750> save<00:18:13.990> all<00:18:14.210> of<00:18:14.370> that<00:18:14.470> online<00:18:14.950> too,<00:18:15.150> which<00:18:15.250> is<00:18:15.350> really<00:18:15.550> cool.

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I<00:18:16.530> may<00:18:17.150> do<00:18:17.670> that<00:18:17.850> because<00:18:17.950> you're<00:18:18.130> right.

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Cause<00:18:18.980> didn't<00:18:19.180> they<00:18:19.320> make<00:18:19.540> some<00:18:19.720> enhancements<00:18:20.280> so<00:18:20.460> that<00:18:20.640> you<00:18:20.800> could—<00:18:21.280> so<00:18:21.440> that<00:18:21.500> it<00:18:21.940> felt<00:18:21.941> more<00:18:22.300> like<00:18:22.480> writing<00:18:22.940> versus<00:18:23.360> like<00:18:23.820> the<00:18:24.080> slipperiness<00:18:24.580> that<00:18:24.760> you<00:18:24.920> feel<00:18:25.180> when<00:18:25.340> you're<00:18:25.620> doing<00:18:25.920> on<00:18:26.160> a<00:18:26.520> pad,<00:18:26.660> right?

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Yeah.

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The<00:18:27.580> first<00:18:27.820> one<00:18:28.020> wasn't<00:18:28.280> that<00:18:28.580> good.

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Uh,<00:18:29.920> I<00:18:29.980> tried<00:18:30.420> that<00:18:30.640> one<00:18:30.840> too,<00:18:30.980> because<00:18:31.220> again,<00:18:31.440> I<00:18:31.600> love<00:18:31.860> like<00:18:32.040> the<00:18:32.160> writing<00:18:32.500> piece<00:18:32.760> more<00:18:32.940> than,<00:18:33.180> more<00:18:33.280> than<00:18:33.400> anything,<00:18:33.980> but<00:18:34.080> the<00:18:34.240> reMarkable<00:18:34.760> 2<00:18:35.059> is<00:18:35.240> really—<00:18:35.700> now<00:18:35.740> they<00:18:35.920> need<00:18:36.080> to<00:18:36.240> sponsor<00:18:36.440> this<00:18:36.640> podcast<00:18:37.020> because<00:18:37.180> I<00:18:37.320> just,<00:18:37.680> we've<00:18:37.820> just<00:18:38.000> talked<00:18:38.200> about<00:18:38.460> them<00:18:38.600> so<00:18:38.780> much,<00:18:39.060> but<00:18:39.720> yeah,<00:18:40.780> it's<00:18:41.140> really<00:18:41.340> interesting.

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It's<00:18:41.880> really<00:18:42.060> cool.

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Um,<00:18:43.420> how<00:18:43.500> do<00:18:43.580> you<00:18:43.700> stay<00:18:43.860> grounded?

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How<00:18:44.540> do<00:18:44.680> you<00:18:44.880> focus<00:18:45.180> on<00:18:45.420> mental<00:18:45.680> health<00:18:45.920> for<00:18:46.060> yourself,<00:18:46.620> for<00:18:46.860> your<00:18:47.040> employees?

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I<00:18:47.660> know<00:18:47.780> that's<00:18:47.960> a<00:18:48.180> big<00:18:48.280> deal,<00:18:48.660> particularly<00:18:48.800> we<00:18:48.820> saw<00:18:48.840> it<00:18:48.860> like<00:18:48.880> it<00:18:48.900> kind<00:18:48.920> of<00:18:48.940> explode.

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During<00:18:51.057> the<00:18:51.153> pandemic<00:18:52.116> with<00:18:52.517> loneliness<00:18:53.079> and<00:18:53.223> things<00:18:53.416> like<00:18:53.624> that.

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And<00:18:53.994> I'm<00:18:54.042> not<00:18:54.266> sure<00:18:54.363> that<00:18:54.443> we've<00:18:54.668> solved<00:18:55.181> it<00:18:55.310> since.

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How<00:18:56.208> are<00:18:56.353> you<00:18:56.449> thinking<00:18:56.834> about<00:18:57.027> it?

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It<00:18:57.878> is<00:18:58.199> hard.

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Um,<00:18:59.483> you<00:18:59.515> know,<00:18:59.964> number<00:19:00.205> one,<00:19:00.446> you'd<00:19:00.526> have<00:19:00.702> to<00:19:00.847> think<00:19:01.023> about<00:19:01.344> it.

00:19:01.569 --> 00:19:07.507
You<00:19:01.665> know,<00:19:01.826> you<00:19:01.970> have<00:19:02.147> to<00:19:02.291> like<00:19:02.532> be<00:19:02.692> deliberate<00:19:03.511> and,<00:19:04.233> and<00:19:04.394> intentional<00:19:05.132> so<00:19:05.501> that<00:19:05.678> you<00:19:05.838> don't,<00:19:06.256> so<00:19:06.416> that<00:19:06.496> it<00:19:06.560> doesn't<00:19:06.801> get<00:19:06.962> past<00:19:07.427> you.

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I<00:19:07.636> think<00:19:08.631> that,<00:19:08.888> I<00:19:08.904> think<00:19:09.048> that's<00:19:09.289> a<00:19:09.851> common,<00:19:11.375> say,<00:19:11.680> Achiever<00:19:12.242> kind<00:19:12.419> of<00:19:12.563> thing<00:19:12.756> is<00:19:12.884> like,<00:19:13.125> oh<00:19:13.221> no,<00:19:13.301> I'm<00:19:13.542> fine.

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I'm<00:19:14.168> fine.

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I'm<00:19:14.585> fine.

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I'm<00:19:14.906> fine.

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Until<00:19:15.404> you<00:19:15.612> really<00:19:15.933> aren't.

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And<00:19:16.896> so<00:19:17.298> you<00:19:17.394> have<00:19:17.635> to<00:19:17.779> kind<00:19:17.956> of<00:19:17.988> stay<00:19:18.341> on<00:19:18.437> top<00:19:18.774> of<00:19:18.919> it,<00:19:19.063> even<00:19:19.304> when<00:19:19.464> you<00:19:19.561> don't<00:19:19.962> feel<00:19:20.283> fine.

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I,<00:19:22.755> I<00:19:23.317> do<00:19:24.216> mindfulness<00:19:25.404> work.

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So<00:19:26.624> I<00:19:26.945> am<00:19:27.330> a<00:19:27.507> big<00:19:27.892> lover<00:19:28.229> of<00:19:28.470> the<00:19:28.631> like<00:19:28.952> 3-minute<00:19:29.594> breathing<00:19:30.557> and<00:19:30.701> those<00:19:30.878> sorts<00:19:31.119> of<00:19:31.199> things.

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I,<00:19:32.002> I<00:19:32.146> do<00:19:32.323> that.

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That's<00:19:33.447> a<00:19:33.511> very<00:19:33.768> grounding<00:19:34.313> activity.

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I<00:19:35.855> think<00:19:36.095> one<00:19:36.256> of<00:19:36.336> the<00:19:36.416> things<00:19:36.657> I<00:19:37.042> really<00:19:37.444> also<00:19:38.423> do<00:19:38.664> to<00:19:38.889> keep<00:19:39.290> myself<00:19:40.333> sane<00:19:41.056> is<00:19:42.581> ask<00:19:42.822> for<00:19:42.902> a<00:19:42.998> lot<00:19:43.303> more<00:19:43.464> help<00:19:43.785> than<00:19:43.897> I<00:19:44.106> used<00:19:44.347> to.

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I<00:19:45.246> think,<00:19:45.711> you<00:19:45.824> know,<00:19:46.048> getting<00:19:46.289> both<00:19:46.530> getting<00:19:46.915> into<00:19:47.252> the<00:19:47.349> CEO<00:19:48.039> role,<00:19:48.376> but<00:19:48.521> also<00:19:49.018> maturity,<00:19:50.286> you<00:19:50.446> realize<00:19:51.167> like<00:19:51.584> there's<00:19:51.808> a<00:19:51.984> lot<00:19:52.289> of<00:19:52.385> people<00:19:52.705> that<00:19:52.865> can<00:19:53.426> help<00:19:53.827> you<00:19:54.227> and<00:19:54.852> give<00:19:55.012> you<00:19:55.189> advice.

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So<00:19:56.374> I<00:19:56.695> do<00:19:57.977> ask<00:19:58.297> for<00:19:59.034> help<00:20:00.636> and<00:20:00.780> try,<00:20:01.181> you<00:20:01.213> know,<00:20:01.357> really<00:20:01.598> hard<00:20:01.838> to,<00:20:02.142> you<00:20:02.223> know,<00:20:02.383> have<00:20:02.575> a<00:20:02.703> coffee<00:20:03.104> with<00:20:03.200> somebody<00:20:03.985> every<00:20:04.225> other<00:20:04.386> week<00:20:04.802> or<00:20:05.283> at<00:20:05.363> least<00:20:05.603> once<00:20:05.779> a<00:20:05.908> month<00:20:06.260> so<00:20:06.549> that<00:20:06.645> I'm<00:20:07.350> kind<00:20:07.766> of<00:20:08.071> regrounding<00:20:08.647> myself<00:20:09.192> with<00:20:09.288> somebody<00:20:09.769> who<00:20:09.993> can<00:20:10.250> say,<00:20:10.971> you<00:20:11.051> know,<00:20:11.211> that's<00:20:11.451> kind<00:20:11.612> of<00:20:11.676> crazy,<00:20:12.156> right?

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You<00:20:12.669> know,<00:20:12.749> it's<00:20:12.974> like<00:20:13.390> sometimes<00:20:13.775> you<00:20:13.855> get<00:20:14.079> in<00:20:14.159> your<00:20:14.255> head,<00:20:14.800> you<00:20:15.137> know,<00:20:15.841> and<00:20:15.922> then<00:20:16.018> you<00:20:16.162> just<00:20:16.338> need<00:20:16.514> somebody<00:20:16.851> to<00:20:16.899> reset<00:20:17.300> you.

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So<00:20:18.101> I<00:20:18.245> do<00:20:18.903> those<00:20:19.225> things,<00:20:19.612> you<00:20:19.644> know,<00:20:19.869> with<00:20:20.030> the<00:20:20.175> team,<00:20:21.625> it's<00:20:21.786> hard.

00:20:22.108 --> 00:20:34.905
You<00:20:22.205> have<00:20:22.382> to,<00:20:22.688> you<00:20:22.752> have<00:20:22.849> to<00:20:22.930> keep<00:20:23.236> your<00:20:23.332> pulse<00:20:23.960> on<00:20:24.138> them<00:20:24.379> and<00:20:24.460> you<00:20:24.605> got<00:20:24.862> to<00:20:24.943> keep<00:20:25.426> you<00:20:25.652> and<00:20:25.732> you<00:20:25.764> have<00:20:25.845> to<00:20:25.877> have<00:20:26.070> that<00:20:26.248> door<00:20:26.618> open<00:20:26.892> so<00:20:27.198> that<00:20:27.989> if<00:20:28.572> one<00:20:28.798> person<00:20:29.203> isn't<00:20:29.382> telling<00:20:29.770> you,<00:20:29.867> somebody,<00:20:30.272> their<00:20:30.418> friend<00:20:30.823> is,<00:20:31.098> and<00:20:31.309> they're<00:20:31.487> saying,<00:20:31.892> hey,<00:20:32.119> listen,<00:20:32.621> the<00:20:33.674> vibe's<00:20:34.095> not<00:20:34.386> good<00:20:34.629> right<00:20:34.791> now.

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We<00:20:35.066> need<00:20:35.374> to,<00:20:35.536> we<00:20:35.617> need<00:20:35.844> a<00:20:36.346> reset.

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Right.

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Yeah.

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Yeah,<00:20:38.828> that's<00:20:39.323> a<00:20:39.405> good<00:20:39.554> point.

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So<00:20:41.579> 2024<00:20:42.281> was<00:20:42.395> an<00:20:42.526> interesting<00:20:43.016> time,<00:20:43.425> right,<00:20:43.605> to<00:20:43.703> be<00:20:43.850> running<00:20:44.095> a<00:20:44.176> business.

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The<00:20:45.157> economy<00:20:45.549> was<00:20:45.647> super<00:20:46.055> weird.

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Industries<00:20:48.080> were<00:20:48.260> doing<00:20:48.440> really<00:20:48.740> well.

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Some<00:20:49.381> industries,<00:20:49.760> like,<00:20:50.040> it<00:20:50.100> felt<00:20:50.300> like<00:20:50.540> you<00:20:50.699> were<00:20:50.940> in<00:20:51.540> a<00:20:51.541> major<00:20:51.680> recession,<00:20:52.340> and<00:20:52.780> maybe<00:20:53.140> we<00:20:53.400> were<00:20:53.620> in<00:20:53.820> some<00:20:54.020> of<00:20:54.060> those<00:20:54.220> industries.

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It's<00:20:55.100> like<00:20:55.101> just<00:20:55.400> really<00:20:55.660> fascinating<00:20:56.220> the<00:20:56.480> way<00:20:56.780> it<00:20:57.040> all<00:20:57.260> shook<00:20:57.360> out.

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And<00:20:57.600> then<00:20:57.740> there's<00:20:57.920> uncertainty<00:20:58.400> with<00:20:58.580> the<00:20:58.740> election,<00:20:59.120> at<00:20:59.340> least<00:20:59.360> in<00:20:59.540> the<00:20:59.620> United<00:20:59.740> States,<00:21:00.220> but<00:21:00.240> there's,<00:21:00.560> you<00:21:00.561> know,<00:21:00.720> there's<00:21:00.940> elections,<00:21:01.920> uh,<00:21:01.940> 2025,<00:21:03.220> uh,<00:21:03.580> elections<00:21:03.800> around<00:21:04.020> the<00:21:04.180> country,<00:21:04.760> am<00:21:04.780> I<00:21:04.880> right,<00:21:05.040> around<00:21:05.180> the<00:21:05.320> world<00:21:05.780> that<00:21:05.960> were<00:21:06.100> going<00:21:06.340> on<00:21:06.600> too.

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So<00:21:06.881> there's<00:21:07.320> some<00:21:07.520> uncertainty<00:21:07.980> there.

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How<00:21:09.240> did<00:21:09.380> you<00:21:09.620> manage<00:21:10.000> that<00:21:10.260> uncertainty<00:21:10.760> and<00:21:10.980> how<00:21:11.240> are<00:21:11.400> you<00:21:11.580> thinking<00:21:12.000> about<00:21:12.460> 2025<00:21:13.200> now<00:21:13.680> that<00:21:13.800> there's<00:21:14.020> a<00:21:14.280> little<00:21:14.440> bit<00:21:14.700> less,<00:21:15.140> like,<00:21:15.340> we<00:21:15.480> kind<00:21:15.920> of<00:21:16.060> know<00:21:16.320> what<00:21:16.480> to<00:21:16.620> expect,<00:21:16.640> not<00:21:16.660> like<00:21:16.680> you<00:21:16.700> can<00:21:16.720> expect<00:21:16.740> anything.

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How<00:21:18.716> are<00:21:18.796> you<00:21:18.956> thinking<00:21:19.148> about<00:21:19.389> it?

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Yeah,<00:21:20.094> you<00:21:20.190> know,<00:21:20.494> in<00:21:20.574> a<00:21:20.718> way,<00:21:22.176> in<00:21:22.257> a<00:21:22.337> way,<00:21:22.497> I<00:21:22.593> sometimes—<00:21:23.602> I've<00:21:23.699> had<00:21:23.859> friends<00:21:24.243> ask<00:21:24.500> me,<00:21:24.820> you<00:21:24.900> know,<00:21:25.125> too,<00:21:25.445> like,<00:21:25.621> you<00:21:25.653> know,<00:21:25.846> what,<00:21:26.246> how<00:21:26.422> do,<00:21:26.663> how<00:21:26.823> does,<00:21:27.047> how<00:21:27.143> do<00:21:27.304> things<00:21:27.624> impact<00:21:28.089> you?

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And<00:21:28.649> in<00:21:28.746> a<00:21:28.826> way,<00:21:29.370> the,<00:21:29.787> the<00:21:29.947> idea<00:21:30.492> that<00:21:30.748> we're<00:21:30.908> in<00:21:31.053> healthcare<00:21:32.190> means<00:21:32.591> that<00:21:32.815> we're<00:21:33.216> a<00:21:33.456> little<00:21:33.953> shielded<00:21:35.218> from<00:21:35.971> some<00:21:36.436> of<00:21:36.740> the<00:21:36.837> variation,<00:21:37.702> I<00:21:37.878> believe.

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Um,<00:21:39.320> the<00:21:39.865> venture,<00:21:40.522> the,<00:21:40.922> the<00:21:41.403> ability<00:21:41.803> to<00:21:41.948> get<00:21:42.108> capital<00:21:42.685> and<00:21:42.829> to<00:21:43.005> get<00:21:43.165> capital<00:21:43.870> at<00:21:44.111> the<00:21:44.367> rate<00:21:44.671> that<00:21:44.832> you<00:21:44.928> want<00:21:45.056> to<00:21:45.088> get<00:21:45.248> capital<00:21:45.713> at<00:21:46.033> is<00:21:46.354> not,<00:21:46.674> is<00:21:46.834> not<00:21:47.011> shielded.

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But<00:21:48.358> the<00:21:48.937> business<00:21:49.724> of<00:21:50.142> taking<00:21:50.528> care<00:21:50.640> of<00:21:50.705> patients<00:21:51.187> better<00:21:51.412> at<00:21:51.508> a<00:21:51.589> lower<00:21:51.894> cost,<00:21:53.276> that<00:21:53.501> is<00:21:54.224> relatively<00:21:54.819> shielded.

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How<00:21:56.667> it<00:21:56.812> plays<00:21:57.281> out<00:21:58.090> will<00:21:58.187> be<00:21:58.429> different<00:21:59.141> based<00:21:59.707> on<00:22:00.532> the<00:22:00.775> priorities<00:22:01.519> of<00:22:01.664> the<00:22:01.762> administration.

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So,<00:22:03.428> you<00:22:03.460> know,<00:22:03.913> if<00:22:05.854> less<00:22:06.096> funding<00:22:06.515> goes<00:22:06.997> towards<00:22:08.365> their<00:22:09.025> CMMI,<00:22:09.734> which<00:22:09.911> is,<00:22:10.136> you<00:22:10.216> know,<00:22:10.764> the<00:22:11.343> Medicare<00:22:11.633> and<00:22:11.697> Medicaid<00:22:12.454> Innovation<00:22:13.797> there<00:22:14.455> are<00:22:14.615> some<00:22:14.856> alternative<00:22:15.322> payment<00:22:15.659> models<00:22:16.140> that<00:22:16.445> kind<00:22:16.686> of<00:22:16.718> sprouted<00:22:17.328> from<00:22:17.585> there,<00:22:17.906> and<00:22:18.147> we<00:22:18.307> might<00:22:18.628> be<00:22:19.270> appropriate<00:22:20.153> for<00:22:20.634> an<00:22:20.779> alternative<00:22:21.196> payment<00:22:21.614> model.

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Like,<00:22:22.705> that's,<00:22:23.058> you<00:22:23.138> know,<00:22:23.508> alternative<00:22:23.845> payment<00:22:24.150> model<00:22:24.390> is<00:22:24.535> essentially,<00:22:24.952> you<00:22:24.984> know,<00:22:25.450> paying<00:22:27.601> a<00:22:27.697> different<00:22:28.162> way<00:22:28.483> for<00:22:29.703> a<00:22:29.783> bundle<00:22:30.104> of<00:22:30.185> services.

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And<00:22:31.549> so<00:22:31.694> we<00:22:31.790> might<00:22:31.966> be<00:22:32.095> appropriate<00:22:32.576> for<00:22:32.673> that.

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And<00:22:33.234> if<00:22:33.379> that<00:22:33.620> gets<00:22:33.876> less<00:22:34.181> funding,<00:22:35.401> those<00:22:36.188> opportunities<00:22:36.685> might<00:22:36.846> not<00:22:37.006> be<00:22:37.151> available<00:22:37.648> to<00:22:37.809> us.

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But<00:22:38.194> right<00:22:38.435> now,<00:22:38.836> we're<00:22:38.997> mostly<00:22:39.398> working<00:22:39.655> with<00:22:39.815> the<00:22:39.960> commercial<00:22:40.329> market.

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And<00:22:41.003> I<00:22:41.099> would<00:22:41.260> say,<00:22:42.046> from<00:22:42.625> a<00:22:42.785> business<00:22:43.107> standpoint,<00:22:44.070> we<00:22:44.456> won't<00:22:44.809> see<00:22:45.500> much<00:22:45.982> change.

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But<00:22:47.202> back<00:22:47.459> to<00:22:47.668> the,<00:22:48.070> you<00:22:48.166> know,<00:22:48.487> the<00:22:48.809> capital<00:22:49.194> market<00:22:49.531> part<00:22:49.853> will,<00:22:50.335> will<00:22:50.495> impact<00:22:50.913> us.

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You<00:22:51.138> don't<00:22:51.298> grow<00:22:51.475> as<00:22:51.684> fast<00:22:52.744> because<00:22:53.065> of<00:22:53.145> it.

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Um,<00:22:55.137> how<00:22:55.233> are<00:22:55.314> you<00:22:55.474> thinking<00:22:55.651> about<00:22:55.876> 20—<00:22:56.599> as<00:22:56.695> you<00:22:56.824> look<00:22:57.000> at<00:22:57.032> like<00:22:57.241> 2025<00:22:58.109> though,<00:22:58.301> do<00:22:58.350> you<00:22:58.446> think<00:22:58.671> it's<00:22:58.767> going<00:22:58.864> to<00:22:58.992> be<00:22:59.153> a<00:22:59.233> little<00:22:59.474> bit<00:22:59.827> smoother,<00:23:00.534> a<00:23:00.598> little<00:23:00.775> bit<00:23:00.871> more<00:23:01.080> predictable<00:23:01.803> compared<00:23:02.140> to<00:23:02.221> 2024?

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I<00:23:03.265> do.

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Yeah,<00:23:04.453> I<00:23:04.550> do.

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Like,<00:23:05.096> I—<00:23:05.417> we<00:23:05.513> saw,<00:23:07.023> um,<00:23:08.099> So<00:23:08.628> my<00:23:08.884> world<00:23:09.750> is<00:23:09.927> seeing<00:23:10.809> what<00:23:11.194> the,<00:23:11.851> you<00:23:11.883> know,<00:23:12.894> I<00:23:13.198> guess<00:23:13.455> pace<00:23:14.097> of<00:23:14.241> some<00:23:14.433> of<00:23:15.604> the<00:23:15.700> payers<00:23:16.486> is<00:23:16.727> right<00:23:16.887> now.

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So<00:23:17.304> like<00:23:17.609> Aetna,<00:23:18.026> Cigna,<00:23:18.667> you<00:23:18.747> know,<00:23:19.453> all<00:23:19.549> the<00:23:19.694> Blues<00:23:20.030> plans<00:23:20.511> and<00:23:20.592> so<00:23:20.752> forth.

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And<00:23:21.859> we<00:23:21.955> saw<00:23:22.596> a<00:23:22.741> little<00:23:22.997> bit<00:23:23.142> of<00:23:23.302> this<00:23:23.879> in<00:23:24.040> 2024<00:23:25.387> and<00:23:26.205> there<00:23:26.365> seems<00:23:26.926> to<00:23:27.087> be<00:23:27.343> some<00:23:28.530> like<00:23:29.027> clearer,<00:23:29.941> you<00:23:29.974> know,<00:23:30.198> because<00:23:30.535> they<00:23:30.695> feel<00:23:31.000> better,<00:23:31.257> right?

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Like<00:23:31.722> once<00:23:31.962> they<00:23:32.139> feel<00:23:32.443> better<00:23:32.700> too,<00:23:33.422> like,<00:23:33.822> and<00:23:34.175> because<00:23:34.784> uncertainty<00:23:35.345> is<00:23:35.425> certainly<00:23:35.810> around<00:23:36.067> Medicare<00:23:37.092> is<00:23:37.189> a<00:23:37.269> big<00:23:37.445> deal<00:23:37.910> to<00:23:38.070> those<00:23:38.311> plans.

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When<00:23:38.952> they<00:23:39.128> start<00:23:39.497> to<00:23:39.593> feel<00:23:39.818> a<00:23:39.834> little<00:23:40.106> more<00:23:40.315> stable,<00:23:40.860> then<00:23:41.036> they<00:23:41.180> can<00:23:41.421> put<00:23:41.533> some<00:23:41.757> attention<00:23:42.463> on<00:23:43.040> programs<00:23:43.505> like<00:23:43.665> ours,<00:23:44.066> which<00:23:44.306> are<00:23:44.963> going<00:23:45.268> to<00:23:46.085> fall<00:23:46.310> more<00:23:46.550> in<00:23:46.727> the<00:23:46.967> innovation<00:23:47.592> area<00:23:48.089> as<00:23:48.265> opposed<00:23:48.730> to,<00:23:49.275> you<00:23:49.388> know,<00:23:49.692> kind<00:23:49.836> of<00:23:49.933> their<00:23:50.093> core<00:23:50.414> business,<00:23:50.814> which<00:23:50.991> is<00:23:51.199> making<00:23:51.375> sure<00:23:51.600> they're<00:23:51.696> getting<00:23:51.936> paid<00:23:52.177> the<00:23:52.337> appropriate<00:23:53.395> amount<00:23:53.620> for<00:23:53.700> their<00:23:53.796> Medicare<00:23:54.165> patients.

00:23:55.223 --> 00:23:55.479
Yeah.

00:23:56.248 --> 00:23:57.515
Yeah,<00:23:56.425> that's,<00:23:56.745> that's<00:23:56.986> fascinating.

00:23:57.707 --> 00:24:04.183
The<00:23:57.787> healthcare<00:23:58.268> part<00:23:58.893> of<00:23:58.990> you,<00:23:59.230> like<00:23:59.390> you<00:23:59.471> have<00:23:59.551> to<00:23:59.695> think<00:23:59.807> about<00:24:00.032> the<00:24:00.176> overall<00:24:00.496> economy,<00:24:00.817> then<00:24:00.913> you<00:24:00.993> got<00:24:01.106> to<00:24:01.154> think<00:24:01.298> about<00:24:01.474> that<00:24:01.651> sector,<00:24:02.180> which<00:24:02.292> is<00:24:02.356> such<00:24:02.580> a<00:24:02.677> big<00:24:02.853> sector<00:24:03.302> within<00:24:03.622> the<00:24:03.703> United<00:24:03.975> States.

00:24:04.280 --> 00:24:04.809
It's<00:24:04.600> huge.

00:24:04.905 --> 00:24:05.209
It's<00:24:05.081> huge.

00:24:05.290 --> 00:24:05.402
Huge.

00:24:05.482 --> 00:24:08.895
And<00:24:05.562> we<00:24:05.706> need<00:24:05.882> to<00:24:06.043> do<00:24:06.267> lots<00:24:06.620> of<00:24:06.748> things<00:24:07.004> to<00:24:07.148> reduce<00:24:07.870> cost<00:24:08.142> of<00:24:08.206> care,<00:24:08.527> period.

00:24:09.007 --> 00:24:10.305
Like,<00:24:10.113> we<00:24:10.209> do.

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It's<00:24:13.254> ripe<00:24:13.494> for<00:24:13.654> opportunity.

00:24:14.936 --> 00:24:15.225
For<00:24:15.033> sure.

00:24:15.497 --> 00:24:15.690
Sure.

00:24:15.882 --> 00:24:16.379
I<00:24:16.058> agree.

00:24:16.779 --> 00:24:23.878
Finally,<00:24:17.324> we<00:24:17.484> end<00:24:17.581> every<00:24:17.741> interview<00:24:17.949> with<00:24:18.061> the<00:24:18.141> same<00:24:18.366> question,<00:24:18.927> and<00:24:19.007> that<00:24:19.183> is,<00:24:19.343> at<00:24:19.488> CEO.com,<00:24:20.209> we<00:24:20.369> believe<00:24:20.545> the<00:24:20.625> chances<00:24:21.090> one<00:24:21.427> gives<00:24:21.987> is<00:24:22.068> just<00:24:22.324> as<00:24:22.372> important<00:24:22.692> as<00:24:22.805> the<00:24:22.933> chances<00:24:23.269> one<00:24:23.430> takes.

00:24:24.391 --> 00:24:27.067
When<00:24:24.551> you<00:24:24.712> hear<00:24:24.872> that,<00:24:25.096> who<00:24:25.192> gave<00:24:25.433> you<00:24:25.577> a<00:24:25.593> chance<00:24:25.978> to<00:24:26.074> get<00:24:26.234> you<00:24:26.330> to<00:24:26.394> where<00:24:26.619> you<00:24:26.795> are<00:24:26.955> today?

00:24:28.061 --> 00:24:30.833
You<00:24:28.093> know,<00:24:28.397> it's<00:24:28.782> hard<00:24:29.359> to<00:24:29.423> always<00:24:29.679> say<00:24:29.984> one<00:24:30.320> person.

00:24:31.684 --> 00:24:37.516
But<00:24:31.989> I<00:24:32.327> kind<00:24:32.568> of<00:24:32.793> think<00:24:33.050> there's<00:24:33.355> like,<00:24:34.094> there<00:24:34.191> was<00:24:34.399> like<00:24:34.576> a,<00:24:34.897> there<00:24:34.994> was<00:24:35.122> like<00:24:35.283> a<00:24:35.396> left<00:24:35.717> turn<00:24:36.328> that<00:24:36.585> was<00:24:36.906> validated.

00:24:37.565 --> 00:24:39.975
So<00:24:37.645> I'm<00:24:37.790> going<00:24:38.047> to<00:24:38.673> give<00:24:38.979> this<00:24:39.477> example.

00:24:40.055 --> 00:24:51.945
So<00:24:41.067> I<00:24:41.164> was,<00:24:41.646> I<00:24:41.790> worked,<00:24:43.654> worked<00:24:43.895> in<00:24:43.960> consulting,<00:24:44.618> and<00:24:44.699> then<00:24:44.859> I<00:24:44.940> went<00:24:45.116> and<00:24:45.181> worked<00:24:45.438> at<00:24:45.582> some<00:24:45.807> academic<00:24:46.289> medical<00:24:46.611> centers<00:24:46.948> so<00:24:47.028> that<00:24:47.173> I<00:24:47.189> could<00:24:47.414> really<00:24:47.591> see<00:24:48.057> how<00:24:48.234> things<00:24:48.555> get,<00:24:48.940> how<00:24:49.278> things<00:24:49.519> get<00:24:49.744> built<00:24:50.146> and,<00:24:50.403> you<00:24:50.499> know,<00:24:50.644> kind<00:24:50.788> of<00:24:50.869> do<00:24:50.965> it<00:24:51.045> from<00:24:51.190> the<00:24:51.367> inside.

00:24:52.797 --> 00:24:56.974
And<00:24:52.957> then<00:24:54.082> I<00:24:54.403> was<00:24:55.705> pregnant<00:24:56.332> with<00:24:56.428> my<00:24:56.669> daughter.

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First,<00:24:59.350> my<00:24:59.448> first,<00:25:00.244> first<00:25:00.471> child.

00:25:02.355 --> 00:25:05.246
The<00:25:02.745> dot-com<00:25:03.411> boom<00:25:03.801> had<00:25:03.980> kind<00:25:04.321> of<00:25:04.467> been<00:25:04.694> happening.

00:25:05.376 --> 00:25:06.708
So<00:25:05.506> you<00:25:05.604> felt<00:25:05.831> like<00:25:05.994> you<00:25:06.042> were<00:25:06.091> getting<00:25:06.400> left<00:25:06.578> behind.

00:25:07.680 --> 00:25:10.424
I<00:25:07.696> wasn't<00:25:08.099> loving<00:25:08.438> what<00:25:08.664> I<00:25:08.680> was<00:25:08.842> doing<00:25:09.181> and<00:25:09.310> I<00:25:09.326> was<00:25:09.471> like,<00:25:09.810> I<00:25:09.907> can<00:25:10.117> do<00:25:10.278> this.

00:25:10.472 --> 00:25:11.876
I<00:25:10.536> can<00:25:10.698> go<00:25:10.924> work<00:25:11.424> on<00:25:11.457> my<00:25:11.650> own.

00:25:12.070 --> 00:25:20.935
Like,<00:25:12.231> I<00:25:12.393> can<00:25:12.538> go,<00:25:12.877> I<00:25:12.893> can<00:25:13.038> go<00:25:13.200> out<00:25:13.361> on<00:25:13.393> my<00:25:13.603> own<00:25:13.926> and<00:25:14.071> I<00:25:14.168> can,<00:25:14.977> I<00:25:14.993> can<00:25:15.220> do,<00:25:15.626> I<00:25:15.707> can<00:25:17.185> get<00:25:17.331> my<00:25:17.412> own<00:25:17.591> clients<00:25:18.224> and,<00:25:18.889> and<00:25:19.035> I<00:25:19.198> can<00:25:19.360> help<00:25:19.701> lots<00:25:20.026> of<00:25:20.107> companies<00:25:20.594> build.

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Like,<00:25:21.259> this<00:25:21.471> is<00:25:21.633> this.

00:25:21.876 --> 00:25:22.428
I<00:25:21.974> can<00:25:22.120> do<00:25:22.217> this.

00:25:23.307 --> 00:25:30.321
And<00:25:23.403> so<00:25:23.708> I<00:25:23.805> quit<00:25:24.270> and<00:25:24.431> I<00:25:25.650> just,<00:25:25.891> you<00:25:25.971> know,<00:25:26.132> went<00:25:26.357> to—<00:25:26.533> went<00:25:26.854> and<00:25:27.095> it<00:25:27.320> was<00:25:27.432> going<00:25:27.560> to<00:25:27.592> give<00:25:27.737> me<00:25:27.817> flexibility<00:25:28.459> too,<00:25:28.700> which<00:25:28.860> is<00:25:28.957> why<00:25:29.085> I<00:25:29.406> brought<00:25:29.583> up<00:25:29.743> being<00:25:29.984> pregnant.

00:25:30.931 --> 00:25:33.258
And,<00:25:31.332> um,<00:25:31.830> and<00:25:31.910> so<00:25:32.054> I,<00:25:32.632> I<00:25:32.809> did.

00:25:33.499 --> 00:25:36.966
And,<00:25:34.462> um,<00:25:34.735> somebody<00:25:35.521> gave<00:25:35.762> me<00:25:35.938> my<00:25:36.083> first<00:25:36.484> project.

00:25:37.511 --> 00:25:45.520
And,<00:25:38.073> um,<00:25:38.490> so<00:25:38.876> it<00:25:38.972> was—<00:25:40.561> I,<00:25:41.379> I<00:25:41.540> think<00:25:41.700> I<00:25:41.845> told<00:25:42.166> everybody<00:25:42.647> I<00:25:42.679> knew<00:25:43.065> what<00:25:43.225> I<00:25:43.289> was<00:25:43.466> doing<00:25:43.947> and<00:25:44.028> tried<00:25:44.268> to<00:25:44.413> pitch<00:25:44.686> it<00:25:44.814> to<00:25:44.975> all<00:25:45.071> kinds<00:25:45.296> of<00:25:45.328> people.

00:25:45.633 --> 00:25:47.735
And<00:25:45.777> you<00:25:45.857> just<00:25:46.034> never<00:25:46.275> know<00:25:46.419> where<00:25:46.580> your<00:25:46.660> first<00:25:46.997> thing's<00:25:47.222> going<00:25:47.302> to<00:25:47.382> come<00:25:47.575> from.

00:25:47.783 --> 00:25:50.204
But<00:25:47.880> somebody<00:25:48.201> said,<00:25:48.730> Yeah,<00:25:48.826> you<00:25:48.922> know,<00:25:48.986> I'll<00:25:49.163> give<00:25:49.259> you<00:25:49.339> a,<00:25:49.579> I'll<00:25:49.707> give<00:25:49.787> you<00:25:49.868> a<00:25:49.884> try.

00:25:50.909 --> 00:25:55.636
And<00:25:51.262> so<00:25:51.566> I<00:25:51.646> think<00:25:51.903> of<00:25:52.031> that<00:25:52.367> because<00:25:53.072> had<00:25:53.233> they<00:25:53.329> not<00:25:53.489> given<00:25:53.713> me<00:25:53.874> a<00:25:53.890> try,<00:25:54.210> I<00:25:54.274> wouldn't<00:25:54.434> have<00:25:54.531> got,<00:25:54.755> had<00:25:54.867> that<00:25:55.091> validation.

00:25:55.716 --> 00:26:00.460
I<00:25:55.748> might<00:25:55.909> have<00:25:56.085> like,<00:25:56.454> you<00:25:56.534> know,<00:25:56.694> cut<00:25:56.918> and<00:25:56.998> scared<00:25:57.415> and<00:25:57.735> gone<00:25:57.976> back<00:25:58.312> and<00:25:58.601> tried<00:25:58.793> to<00:25:58.921> find<00:25:59.242> a,<00:25:59.658> a<00:25:59.738> regular<00:26:00.123> job.

00:26:00.940 --> 00:26:09.321
I<00:26:01.165> ended<00:26:01.485> up,<00:26:01.966> um,<00:26:02.623> consulting<00:26:03.248> for<00:26:03.504> myself<00:26:04.145> and<00:26:04.466> doing,<00:26:05.091> um,<00:26:05.507> lots<00:26:05.683> of<00:26:05.812> projects<00:26:06.629> for<00:26:06.869> companies<00:26:07.334> that<00:26:07.430> were<00:26:07.510> trying<00:26:07.735> to<00:26:07.767> get<00:26:07.911> off<00:26:08.055> the<00:26:08.135> ground<00:26:08.408> for<00:26:08.616> 5<00:26:08.952> years.

00:26:09.577 --> 00:26:18.841
I,<00:26:09.689> so<00:26:09.898> I<00:26:10.074> did<00:26:10.234> this<00:26:10.475> for<00:26:10.555> 5<00:26:10.859> years<00:26:11.741> and<00:26:12.141> my<00:26:12.301> last<00:26:12.782> one<00:26:13.119> was,<00:26:13.824> um,<00:26:14.144> the<00:26:14.240> company<00:26:15.042> My<00:26:15.187> last<00:26:15.446> project<00:26:16.077> was<00:26:16.254> the<00:26:16.335> company<00:26:16.739> that<00:26:16.820> gave<00:26:17.047> me<00:26:17.144> my<00:26:17.305> first<00:26:17.612> shot<00:26:17.952> at<00:26:18.049> my<00:26:18.194> first<00:26:18.469> startup.

00:26:20.474 --> 00:26:25.433
So,<00:26:20.927> it's<00:26:21.250> kind<00:26:21.573> of,<00:26:21.913> it<00:26:22.074> was<00:26:22.624> that<00:26:23.529> transition<00:26:24.257> that<00:26:24.418> kind<00:26:24.645> of<00:26:24.710> got<00:26:24.902> me<00:26:24.983> going.

00:26:25.626 --> 00:26:28.759
And<00:26:25.722> so,<00:26:26.172> I<00:26:26.590> think<00:26:26.750> that's<00:26:27.233> the<00:26:27.377> one<00:26:27.490> I'll<00:26:28.036> give<00:26:28.133> a<00:26:28.197> shout<00:26:28.502> out<00:26:28.679> to.

00:26:29.322 --> 00:26:30.013
That's<00:26:29.708> awesome.

00:26:30.125 --> 00:26:31.749
Beth,<00:26:30.447> thank<00:26:30.672> you<00:26:30.704> so<00:26:30.865> much<00:26:31.154> for<00:26:31.234> coming<00:26:31.556> on.

00:26:31.797 --> 00:26:33.388
Congratulations<00:26:32.552> on<00:26:32.681> everything<00:26:32.938> you're<00:26:33.098> building.

00:26:33.436 --> 00:26:34.112
It's<00:26:33.581> really<00:26:33.806> cool.

00:26:34.693 --> 00:26:37.082
The<00:26:34.790> company<00:26:35.194> is<00:26:35.274> incredible,<00:26:36.226> what<00:26:36.388> you've<00:26:36.565> built<00:26:36.872> here.

00:26:37.211 --> 00:26:40.551
And<00:26:37.291> I<00:26:37.388> think<00:26:37.598> there's,<00:26:38.082> you<00:26:38.114> know,<00:26:38.566> blue<00:26:39.389> waters<00:26:39.793> ahead<00:26:40.196> for<00:26:40.358> sure.

00:26:41.148 --> 00:26:41.907
Oh,<00:26:41.487> love<00:26:41.729> that.

00:26:42.052 --> 00:26:43.318
Blue<00:26:42.520> waters,<00:26:43.085> love<00:26:43.150> that.

00:26:43.368 --> 00:26:44.682
I'm<00:26:43.520> going<00:26:43.621> to<00:26:43.773> remember<00:26:44.446> that.

00:26:44.868 --> 00:26:45.015
Thank<00:26:44.966> you.

00:26:45.113 --> 00:26:45.310
Okay.

00:26:45.850 --> 00:26:46.783
Thanks,<00:26:46.586> man.

00:26:46.832 --> 00:26:47.405
Have<00:26:47.028> a<00:26:47.094> good<00:26:47.323> one.

00:26:47.896 --> 00:26:48.616
You<00:26:48.076> too,<00:26:48.321> Clint.

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Take<00:26:48.878> care.

```