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Speaker 1: Money.

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Speaker 2: It comes with a lot of questions, how do I save?

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Speaker 2: Where should I invest? Can I build wealth to pass on?

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Speaker 2: It's hard to know where to get the answers. That's

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Speaker 2: why the people at Fidelity do what they do. They

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Speaker 2: make it easier for you to get information to make

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Speaker 2: better money decisions. They've got articles and videos, tips and

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Speaker 2: apps and insights and perspectives that can make planning, saving,

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Speaker 2: and investing less stressful. And when you want to talk

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Speaker 2: it through, there's a real person on the other end

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Speaker 2: with real answers. Helping people is what they do and

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Speaker 2: as a part of their two hundred and fifty million

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Speaker 2: dollar invest in My Education initiative, Fidelity is supporting eligible

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Speaker 2: students from underserved communities in the Boston, Dallas, Fort Worth,

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Speaker 2: and Ralegh Durham areas by combining scholarships with ongoing assistance, mentorship,

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Speaker 2: and better paths to post graduation employment. Want to learn more,

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Speaker 2: visit Fidelity dot com slash black Wealth.

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Speaker 3: The STD rates out the room every single year. We're

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Speaker 3: beating ourselves the year before. It's the highest it's ever

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Speaker 3: been right now, which is bad file community, good for

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Speaker 3: business in America or in the world. STD rates me

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Speaker 3: that like three hundred and thirty six million.

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Speaker 2: The inspiration from others drives us forward. Their resilience pushes

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Speaker 2: us to excel, and their path navigates the way towards freedom.

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Speaker 2: Ford is proud to celebrate Black History, not just this month,

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Speaker 2: but year round. They're committed to being the fuel for change,

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Speaker 2: supporting Ford Fund program centered around economic, educational, and empowerment

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Speaker 2: opportunities for our communities to continue creating the future.

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Speaker 1: Learn more at fordfund dot org. Built Ford Proud.

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Speaker 4: TV cases new STD cases last year three hundred and

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Speaker 4: thirty six million in the world.

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Speaker 5: World. What's the number one STD?

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Speaker 2: I got it? I know what it is. When I

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Speaker 2: was teaching, it was committean. Yes, I went out of

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Speaker 2: every for STDs a't sn I.

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Speaker 5: Was gonna make a joke just now when you said

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Speaker 5: I got it.

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Speaker 6: My graduates from my school being forced back drop drop, Mike,

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Speaker 6: drop back drop.

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Speaker 4: All right, guys, welcome back. So this is gonna be

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Speaker 4: a dope episode because it's a little bit different from

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Speaker 4: a lot of the businesses that we have covered in

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Speaker 4: the past. The healthcare industry is something that is actually

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Speaker 4: the biggest expenditure and the budget. We talked about that

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Speaker 4: a variety of different times. When you look at the

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Speaker 4: United States budget, spend more money on healthcare than anything else,

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Speaker 4: from Medicaid, the Medicare to all of that stuff, and

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Speaker 4: more on healthcare than they do on defense. So you know,

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Speaker 4: tons of billionaires, Tons of the top companies in the

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Speaker 4: world are health related.

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Speaker 5: Companies, health based companies.

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Speaker 4: So anytime we get to cover the industry, it's important,

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Speaker 4: and especially when we can get people from our community

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Speaker 4: that's actually in the industry, entrepreneurs, which is rare.

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Speaker 5: Yeah, for sure, for sure.

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Speaker 4: So Clifford Knights and Steve Viximar, yes, sir correct, they

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Speaker 4: started a company healthy MD. So healthy MD is a

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Speaker 4: into end solution for sexual health testing and treatment. So

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Speaker 4: let me just kind of paint the picture. This is

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Speaker 4: like a mobile van bus per se nah.

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Speaker 5: So there's two. Right.

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Speaker 3: So you have health md, which is our online platform

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Speaker 3: that provides test skits in the comfort of your own home,

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Speaker 3: and you test yourself, you send it back, you get

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Speaker 3: on the telehealth visit with a physician. A physician write

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Speaker 3: your script, right, whether you have a STD, HIV or whatever.

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Speaker 5: Right.

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Speaker 3: But IMG, which is an independent medical group that's our

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Speaker 3: brick and mortar business. Right, So it's our mobile clinics.

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Speaker 3: We got twelve mobile clinics in the state of Florida,

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Speaker 3: fifteen now we got three just came in yesterday.

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Speaker 1: Okay, I'm sorry, breaking news a lyric.

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Speaker 3: Yes, Yeah, and we got we got eight brick and

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Speaker 3: mortar clinics throughout the whole state of Florida. So we

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Speaker 3: covered the whole state of Florida with our brick and

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Speaker 3: mortar and our mobile clinics.

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Speaker 5: And it's all based on.

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Speaker 4: Sexual STDs as, TDS, HIV, hepatitis C, and mental health. Okay, okay,

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Speaker 4: So first of all, and it's very successful, thirty six

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Speaker 4: million dollars in revenue last year for the company. So

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Speaker 4: first of almost, thank you guys for joining us. Appreciate it.

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Speaker 7: Thank you guys for having us. Man, we're big fans.

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Speaker 7: We appreciate it.

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Speaker 2: Yeah, it's been a journey to get here, for sure.

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Speaker 2: You know we've had thoughts before. It's interesting because you

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Speaker 2: know we've met at Investments for the first time because

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Speaker 2: you were part of the VP experience.

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Speaker 5: Absolutely, can I tell you a story about that real quick?

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Speaker 1: Let's do it. Let's do it, because I got a

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Speaker 1: story too.

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Speaker 4: So invest fst comes up. My brother in law hits

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Speaker 4: me he owned a coffee company.

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Speaker 5: Helo is his microphone?

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Speaker 1: Good?

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Speaker 4: Yeah?

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Speaker 3: Oh I'm sorry, I'm sorry, Yeah, we're good.

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Speaker 5: Hello.

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Speaker 3: Yeah. So invest Fest comes up. My brother in law

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Speaker 3: owns a coffee company in Jamaica. He calls me. He's like, Yo,

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Speaker 3: they got this thing called invest fst eyl Me, my son,

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Speaker 3: his homies. We sat at the table during COVID and

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Speaker 3: we listened to you all every day. We broke down stocks,

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Speaker 3: we broke down tips, we broke down these boys got

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Speaker 3: stock portfolios. Now, my stock portfolios over a million, Steve.

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Speaker 1: That's part of my story.

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Speaker 3: Oh, I'm sorry, Sorry forgive me. I was just saying

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Speaker 3: that we copped the tickets. It's twenty thousand, right, So

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Speaker 3: my finance team is like, yo, what the hell is

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Speaker 3: this investor shit on?

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Speaker 5: How on our books for twenty grand? Right?

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Speaker 3: And I was like, naw, that says this festival we

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Speaker 3: gotta go to.

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Speaker 1: We have gotta be there.

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Speaker 5: Yeah, I don't care.

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Speaker 3: So I heard Rashad say one time he buy first

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Speaker 3: class tickets so he could be in the room with

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Speaker 3: the right people.

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Speaker 4: Right.

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Speaker 3: I was like, all right, we got to be in

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Speaker 3: the room then, So spend the twenty we're gonna be

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Speaker 3: in VIP. And throughout the time, we wasn't really sweating it, right,

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Speaker 3: I was in sweating trying to trying to get backstage.

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Speaker 3: We wasn't sweating any of that. We just listening to

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Speaker 3: the panels Cayler Perry, Steve Harvey. It was a dope

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Speaker 3: and it was fifteen thousand people in a room for

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Speaker 3: financial literacy. Never seen anything like that. I know y'all boys.

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Speaker 3: The year before y'all was at like three thousand and

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Speaker 3: four thousand. Yeah, and then y'all Boys is at like

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Speaker 3: fifteen thousand. So I walk in the room and I

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Speaker 3: see all these chids and all these black people financial literacy.

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Speaker 3: I said, Yo, this is the dopest shit ever. And

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Speaker 3: then we get to the dinner and I meet you

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Speaker 3: at the dinner. I meet y'all boys at the dinner.

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Speaker 3: This is after everything happened all weeken, and I say, Yo,

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Speaker 3: my dude, y'all boys is killing it.

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Speaker 5: Yo.

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Speaker 3: I just got to tell you, I'm loving what you

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Speaker 3: all are doing. And we put ourselves in that room

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Speaker 3: that day so we could be here. So we set

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Speaker 3: up the whole situation already eight months ago so we

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Speaker 3: could be at this moment when we were ready, right.

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Speaker 2: So, like I always tell the story, I never say

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Speaker 2: your name in the story, but I always talk about

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Speaker 2: people executing on information. Because we had a long conversation

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Speaker 2: at the dinner and you were like, Yo, let me

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Speaker 2: be honest with you. Everything you're doing here is incredible,

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Speaker 2: but the impact that you're having outside of is even

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Speaker 2: more so.

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Speaker 1: Bro.

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Speaker 2: My investment count is seven figures. And I was like,

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Speaker 2: I told you, I'm like, yo, damn. He was like,

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Speaker 2: for real, Bro, and I was like, I keep telling

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Speaker 2: the story about how this dude had one hundred and

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Speaker 2: twenty five dollars. Dude, Yes, he said, Yo, Now I

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Speaker 2: got to change the story. Yeah, you said seven figures.

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Speaker 2: And I was like, Yo, that's the power of information.

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Speaker 2: And then we ran into each other again. Yes, I'm like, yo, Bro,

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Speaker 2: y'all gotta come tell your story. You're like, I'm not

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Speaker 2: sure we're ready. What was the revenue again? Nah?

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Speaker 1: I think you're ready.

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Speaker 2: Yeah, but it's dope, man, because not only you guys,

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Speaker 2: but shout out to aj right from uh from from Tosa,

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Speaker 2: who was also part of the vp P experience. Yes,

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Speaker 2: and we shot this episode just because the energy was

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Speaker 2: so good, the story was so good. So again like

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Speaker 2: you never know the room you're going to get into

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Speaker 2: and what it's gonna lead to. So doing a great thing.

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Speaker 1: I'm happy y'all here for this and it's gonna go.

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Speaker 5: We appreciate you'all having appreciate it, man.

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Speaker 4: And that was the ultra ultra v I p yeah,

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Speaker 4: word word, let's be clear.

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Speaker 1: Let's be clear.

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Speaker 5: And it was worth every penny, yeah, trust me.

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Speaker 4: So so let's get into this all right, So when

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Speaker 4: do you decide that this is a good idea because

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Speaker 4: this is a very niche based business, right as far

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Speaker 4: as with uh STDs testing. So when do you decide

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Speaker 4: this is good business? And what's the first step that

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Speaker 4: you that you do to start the business.

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Speaker 3: So first of all, I got a preference it by

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Speaker 3: saying this was not our dream, right. Our dream was

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Speaker 3: to be businessmen, entrepreneurs. We were never supposed to be

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Speaker 3: in the healthcare space. That wasn't something that we talked about.

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Speaker 3: We talked about Steve being from Brooklyn, I'm from Boston.

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Speaker 3: We're from underserved communities. I had a ninety six Jetta

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Speaker 3: and we couldn't pay.

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Speaker 5: The car payment. This is back in high school. This

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Speaker 5: is in high school.

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Speaker 3: So Steve is like, yo, son, in Brooklyn, we throw

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Speaker 3: dollar rama so we could pay our rent. So let's

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Speaker 3: go with dollar rama so we could pay the car payment.

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Speaker 3: I was like, all right, cool, let's do that. We

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Speaker 3: throw the party is successful, we throw another one successful.

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Speaker 3: Now we're party promoters. That's what we do right now.

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Speaker 3: This is in Florida, in Ladadale. Soya, y'all moved to Florid, Lada.

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Speaker 5: Yeah.

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Speaker 3: Yeah, so you grew up in Florida. Yeah, So Steve

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Speaker 3: moved down in high school. I moved down in middle school.

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Speaker 7: So we met in high school in Florida, and that's

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Speaker 7: kind of how this whole healthcare journey started. But Clifford

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Speaker 7: is alluding to when we were in high school, him

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Speaker 7: trying to make his car payment and us coming up

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Speaker 7: with this bright idea, you know, to throw parties. And

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Speaker 7: that is what kind of got us to this evolution

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Speaker 7: because the guy who owned the nightclub actually owned a

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Speaker 7: small independent pharmacy, right, and he was a businessman.

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Speaker 5: He wasn't a pharmacist. Partner was a pharmacist.

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Speaker 7: So coming from New York, I mean, I'm used to

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Speaker 7: these small independent pharmacies. Typically they owner operated. The guy

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Speaker 7: who owns it is the pharmacist. He's been working there

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Speaker 7: for thirty years. And you don't think that, you know,

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Speaker 7: he's making no real money. I mean being of Caribbean

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Speaker 7: descent too, a lot of times you get taught, hey,

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Speaker 7: you got to go to school to be a doctor.

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Speaker 7: You got to go to school be a lawyer. Nobody

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Speaker 7: really talks about going to be a pharmacist, you know,

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Speaker 7: so you really think about that, You think about, you know,

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Speaker 7: the small independent pharmacies I grew up around. Like I said,

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Speaker 7: they're owner operated, you know their niche. They're always in

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Speaker 7: the community. So when we saw this guy in his business,

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Speaker 7: he was like, hey, out own a club. I also

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Speaker 7: on a pharmacy. My partner's a pharmacist. I'm doing well.

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Speaker 7: You guys seem like young entrepreneurs. Come work for me

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Speaker 7: at this specialty pharmacy that were servicing HIV and SCD

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Speaker 7: patients on the pharmacy side. So be like, I bet

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Speaker 7: we'll come check it out. Whatever, let's let me, let's

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Speaker 7: do it. So started working with him at the pharmacy.

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Speaker 7: I started off really this time, I'm like sixteen, he's

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Speaker 7: seventeen years old. Cliff might have been eighteen nineteen yellow older.

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Speaker 7: Oh hell, you see the gray hairs. So I started

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Speaker 7: working with him, and I started just doing the deliveries,

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Speaker 7: like delivering the medication and stuff to the patients. I

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Speaker 7: became like a pharmacy technician. Cliff came on and started

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Speaker 7: doing like in services. We'll do like we'll go to

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Speaker 7: like doctors and talk to the doctors about the services

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Speaker 7: we provide to underserved community.

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Speaker 5: This is back in ninety eight, you know, hold on,

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Speaker 5: hold on.

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Speaker 3: So this dude, when he's seen us, he said, y'all

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Speaker 3: are young entrepreneurs. But past that, he was like, come

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Speaker 3: work with me at the pharmacy. We said cool. Then

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Speaker 3: he said, I'm gonna get y'all boys tailor made suits. Now,

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Speaker 3: this is ninety eight. We were baggy, baggy, right, We

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Speaker 3: had teas tea's down to our knees, right, So everybody

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Speaker 3: that's how they knew us right as black pop culture.

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Speaker 3: We were like yo, son, they got baggy pants on,

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Speaker 3: they got long jeans on, they got you know what

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Speaker 3: I mean, long T shirts. And he said he gonna

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Speaker 3: get us tailor made suits.

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Speaker 5: He said cool.

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Speaker 3: He said, y'all I'm gonna get y'all BMW's. We said, cool.

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Speaker 3: He said, I'm gonna get yall briefcases.

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Speaker 5: So cool.

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Speaker 3: Now, every office, doctor's office we walked into, every hospital

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Speaker 3: we walked into, everybody was like, what y'all need because

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Speaker 3: they never seen that before. I was eighteen years old,

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Speaker 3: nineteen years old. Steve was like seventeen sixteen. And they

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Speaker 3: looking at us like, how do you all have the

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Speaker 3: vernacular to speak about taking care of our community in

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Speaker 3: that manner? And you walk in here with a briefcase

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Speaker 3: with a suit on, Oh, what you need? And most

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Speaker 3: of the gatekeepers, which are the women that sit at

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Speaker 3: the receptionists, most of them are women.

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Speaker 5: So they're looking at us.

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Speaker 3: Like, oh, y'all, young boys, y'all out here doing something

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Speaker 3: for real with your labs? Oh nah, come on, let's go.

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Speaker 3: How many patients you need? They just start sending us

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Speaker 3: all the patients. And that's how crazy it got.

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Speaker 7: That was our first introduction to healthcare and healthcare business

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Speaker 7: and realizing that you could actually be very profitable. Back then,

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Speaker 7: he was still servicing be on the serve HIV and

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Speaker 7: SCD patients. Most of the business was Medicaid, Medicare, and

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Speaker 7: I remember looking at the numbers because I'm an operations

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Speaker 7: guy and at that point he was doing one hundred

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Speaker 7: hundred and.

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Speaker 5: Fifty k a week.

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Speaker 7: I was like, how the heck are you doing this

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Speaker 7: much money? Like I never thought, you know, your local

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Speaker 7: pharmacist can make that much money. And we realized, oh,

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Speaker 7: you actually do good by doing good. And that was

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Speaker 7: our first introduction into healthcare.

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Speaker 4: And this is ninety eight ninety nine, So what year

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Speaker 4: do you start the company?

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Speaker 7: So I'll give you that the backs on show. We

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Speaker 7: started working for this guy in the pharmacy. So we

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Speaker 7: did that for a couple of years and they sold

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Speaker 7: to Ekergs for like three millions. So this guy one

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Speaker 7: pharmacy won location sold to Ekergs for three millions. So

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Speaker 7: echage Is is a pharmacy chain that is now owned

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Speaker 7: by CVS.

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Speaker 5: CVS actually bought Eckergs out.

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Speaker 7: So when they sold to Eckerge, because we were so young,

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Speaker 7: they didn't make a sign of non compete. Right, They're like, yo,

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Speaker 7: these guys are young, they don't know nothing. But they

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Speaker 7: didn't realize that we're the ones doing the deliveries. We

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Speaker 7: don't want to kind of do all the patients. We

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Speaker 7: want all the doctors. So they didn't make a sign

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Speaker 7: of not compete. That pharmacy at the time was called

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Speaker 7: WEE Care Pharmacy. So when they sold, because we didn't

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Speaker 7: sign to not compete, the gentleman who brought.

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Speaker 1: Us on he did.

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Speaker 7: He was like, listen, I want to go put up

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Speaker 7: another pharmacy. I mean, and we were like, listen, our

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Speaker 7: patients are calling us. They sold the Ekers is not

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Speaker 7: trying to provide the same services that are underserved because

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Speaker 7: they're a big chained They're like, listen, we are not

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Speaker 7: trying to, you know, provide all these additional ancelary services.

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Speaker 5: You guys need to figure that out.

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Speaker 7: So the need was there, so we're like, listen, we

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Speaker 7: got to open up our own pharmacy. So he's like, listen,

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Speaker 7: you guys didn't sign compete. I'm open up a pharmacy

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Speaker 7: with you guys. Give you guys equity, and you guys

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Speaker 7: are going to do all the work and we're going

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Speaker 7: to start this pharmacy. That's how we actually got our

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Speaker 7: first you know, ownership into a specialty pharmacy, getting into

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Speaker 7: the HIV space, and then we open up those pharmacies.

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Speaker 1: What was the equity split.

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Speaker 7: So we got that was the first lesson in business too, right,

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Speaker 7: So yeah, it is at the cap table. So at

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Speaker 7: that point Cliff and I had like ten percent apiece,

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Speaker 7: so we owned twenty percent.

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Speaker 5: He owned eighty.

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Speaker 7: And at the time, I think I might've been, you know,

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Speaker 7: eighteen at the time. So I'm thinking, okay, it was

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Speaker 7: really good and I learned that lesson too. He's likeyes,

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Speaker 7: so I'm much money do you want to make?

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Speaker 1: I was like, I don't know.

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Speaker 7: I remember being in my I just graduated high school.

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Speaker 7: I remember sitting in my macroeconomics class and my professor

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Speaker 7: I think the time, was making like sixty or sixty

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Speaker 7: five k and I was like, okay, well my professor's

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Speaker 7: making sixty five I want seventy, right, So I told

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Speaker 7: a guy I wanted seventy grand. He's like, back, got

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Speaker 7: you gave me seventy thousand right now.

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Speaker 5: I realize way tooay, too quick.

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Speaker 7: And that's when I was like, I don't need to

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Speaker 7: go to college and I'm I'm making more money than

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Speaker 7: my professors.

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Speaker 5: I'm like, I'm dropping out of school.

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Speaker 7: But I realized then it's like, okay, you got to

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Speaker 7: understand your business because he gave us seventy thousand and

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Speaker 7: ten percent, and I realized that he was making one

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Speaker 7: hundred hundred and fifty K a week.

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Speaker 5: Right, So what is that for the guys who's actually

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Speaker 5: doing all the work and doing all hard work. But

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Speaker 5: at the time, it was great for us.

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Speaker 7: We got that, you know, that Tupac Sugar Night deal,

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Speaker 7: and we were just happy, give me that BMW, give

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Speaker 7: us the briefcase, give us, you know, seventy k, and

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Speaker 7: give us a little small eg.

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Speaker 4: Yeah, he contend he killed us with the shiny things,

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Speaker 4: you know, young boys from the hood gave BMW.

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Speaker 5: Gave us the shiny things that we just jumped at.

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Speaker 3: And then he asked us how much you want to make,

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Speaker 3: And instead of us saying I want to make a mill, yeah,

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Speaker 3: he was like, you.

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Speaker 5: Know, give us seventy thousand, sixty two thousands.

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Speaker 3: Yeah, because at that time, in two thousand and fifty grand,

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Speaker 3: my sisters was getting out of college and fifty grand.

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Speaker 3: Was like, yo, if you get fifty grand, and yeah,

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Speaker 3: you're killing it. So I was like sixty thousand. He

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Speaker 3: was like bed sixty you want bed?

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Speaker 5: Got you? We was like, yo, that seemed kind of easy.

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Speaker 4: He said that mad easy. But that was our first

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Speaker 4: introduction to ownership and business business, real business. So all right,

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Speaker 4: so then from there what happens after that?

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Speaker 7: So we build this network of pharmacies with this guy

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Speaker 7: Express Pharmacy, and we got into about six pharmacies throughout Florida,

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Speaker 7: Palm Beach, Browd and Dave did very well with him

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Speaker 7: for a few years, and then again another exit comes, right,

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Speaker 7: and then we realize again you have to have one

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Speaker 7: of the first things in business.

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Speaker 5: You have to have the lawyers and you have to

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Speaker 5: have your accountants.

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Speaker 1: Right.

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Speaker 7: So for us, again we're just trusting and understanding all

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Speaker 7: the things that this guy has done.

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Speaker 5: And we're like, okay, we're about to exit soon. Build

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Speaker 5: up this great business.

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Speaker 7: I think we build it up to about fifteen million

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Speaker 7: fifteen million annually, and we're like, yeah, we're about to

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Speaker 7: do We're about to eat. This is about the No.

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Speaker 7: That's when I find out what cash calls and basically

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Speaker 7: to that stuff where people wanre to dilute you. It

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Speaker 7: was like, oh yeah, so we're about to do a

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Speaker 7: cash call. So we built that to a very successful

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Speaker 7: business and we exited when he sold that. We you know,

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Speaker 7: we made you know, some decent amount of money, not

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Speaker 7: as much as we do now, but we did pretty

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Speaker 7: well with that.

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Speaker 1: How old a y'all at this time?

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Speaker 7: At this point, I'm like twenty one at this point.

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Speaker 7: By the time we exiting, I'm twenty one, so Cliff

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Speaker 7: might be twenty two twenty three at this.

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Speaker 5: Point and he's one years old.

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Speaker 2: So you just had to but you at that time,

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Speaker 2: even though you have the cash call and you're still

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Speaker 2: feeling like you.

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Speaker 7: Real I'm making real money. We're making more money than

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Speaker 7: most of our relatives. I'm working around with the next telephone,

401
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Speaker 7: you know what I mean. Yeah, so we think we think,

402
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Speaker 7: we think we're we're doing very well or very I

403
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Speaker 7: mean at that time, yes, you were doing well, but

404
00:18:03,840 --> 00:18:07,080
Speaker 7: we had to crash courts in business at that point

405
00:18:07,119 --> 00:18:09,080
Speaker 7: in life, it's like, Okay, we know we need to

406
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Speaker 7: lawyer up and get our accounts and get our paperwork

407
00:18:11,040 --> 00:18:15,480
Speaker 7: straight and know that partnerships are not bad as long

408
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Speaker 7: as the contracts and everything is sound. And that was

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Speaker 7: the hard lesson that we learned at that point.

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Speaker 2: I want to go inside the business a little bit,

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Speaker 2: because you said, you guys are doing everything inside the business,

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Speaker 2: so somebody who's not familiar with pharmaceuticals. What are the

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Speaker 2: things that you're actually doing, because you mentioned maybe getting

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Speaker 2: the customers, but what are the things that y'all are doing,

415
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Speaker 2: like the grind, like the real hustle world.

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Speaker 5: So today just the operations over there.

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Speaker 7: Yeah, so today we run clinics, right, So prior to

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Speaker 7: our clinics bas the reason why we had to transition clinics,

419
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Speaker 7: we got into all of this pharmacy stuff. So pharmacy

420
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Speaker 7: is a little bit different than actually clinics. Pharmacy is

421
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Speaker 7: different because if you want to open up independent pharmacy,

422
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Speaker 7: depending on the states you win, obviously you have to

423
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Speaker 7: have a license pharmacist and stuff like that. So for us,

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Speaker 7: it was smart the way we did it because what

425
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Speaker 7: we did is we were in partner up in like

426
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Speaker 7: another local pharmacy. We said, hey, listen, we have all

427
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Speaker 7: of these patients, we have all of these customers. What

428
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Speaker 7: we're going to do is we're going to transfer you

429
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Speaker 7: all of these patients. You're going to take care of

430
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Speaker 7: all of these patients for us, all of these customers,

431
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Speaker 7: and we would go to doctor's offices talk to them

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Speaker 7: about the.

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Speaker 5: Services we provide.

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Speaker 7: Back then, it was more concierge, which is still kind

435
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Speaker 7: of the nature of our business today. We were deliver

436
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Speaker 7: the medications, we would help them.

437
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Speaker 5: If they had.

438
00:19:22,040 --> 00:19:24,400
Speaker 7: Insurance issues, we will help them get insurance if they

439
00:19:24,440 --> 00:19:27,320
Speaker 7: had prioritizations. Sometimes the insurance won't pay for your medication

440
00:19:27,359 --> 00:19:28,800
Speaker 7: and you have to send an extra paperwork.

441
00:19:29,000 --> 00:19:30,199
Speaker 5: A lot of our stuff is a hassle.

442
00:19:30,560 --> 00:19:33,080
Speaker 7: So for the physicians, a lot of times they're so

443
00:19:33,119 --> 00:19:34,480
Speaker 7: busy they can't help that patient with that.

444
00:19:34,560 --> 00:19:36,480
Speaker 5: So for us, we're like listen, as a pharmacy.

445
00:19:36,119 --> 00:19:39,119
Speaker 7: Will help handle all of the back end paperwork that

446
00:19:39,240 --> 00:19:42,240
Speaker 7: happens to get that patient service. So that those are

447
00:19:42,480 --> 00:19:44,960
Speaker 7: some of the concierge services that we provided. What made

448
00:19:45,040 --> 00:19:47,480
Speaker 7: us different on the pharmacy space. So we had to

449
00:19:47,480 --> 00:19:50,320
Speaker 7: have a pharmacist. We found a local pharmacy. We would

450
00:19:50,359 --> 00:19:52,240
Speaker 7: send him all the business so that the day that

451
00:19:52,280 --> 00:19:54,600
Speaker 7: we opened our pharmacy, we had two hundred three hundred

452
00:19:54,600 --> 00:19:57,959
Speaker 7: customers day one. So having that was partnerships and understanding,

453
00:19:58,119 --> 00:19:59,639
Speaker 7: you know, kind of what you need to leverage was

454
00:19:59,680 --> 00:20:01,320
Speaker 7: one of the things that kind of helped us a lot.

455
00:20:01,520 --> 00:20:03,520
Speaker 7: But having that pharmacist.

456
00:20:03,000 --> 00:20:03,639
Speaker 5: As what helped too.

457
00:20:04,320 --> 00:20:08,280
Speaker 3: But also sorry, I want to speak about licensing for

458
00:20:08,359 --> 00:20:10,960
Speaker 3: the pharmacy right, because that's probably the barrier to entry, right.

459
00:20:11,400 --> 00:20:16,560
Speaker 3: So licensing is pharmacy license license, it's the DEA license.

460
00:20:16,800 --> 00:20:19,960
Speaker 3: You got to get an NCPDP license so you could

461
00:20:19,960 --> 00:20:22,800
Speaker 3: build the insurances. You have to get all the insurance

462
00:20:22,840 --> 00:20:27,160
Speaker 3: contracts on with Blue Cross, Blue Shale, Human United.

463
00:20:27,000 --> 00:20:28,920
Speaker 7: And back then it was straight manual to at least

464
00:20:28,960 --> 00:20:31,120
Speaker 7: now today you could just sign up in one providing

465
00:20:31,160 --> 00:20:32,520
Speaker 7: they can get you all the contracts. Back then, I

466
00:20:32,640 --> 00:20:34,680
Speaker 7: used to have to fill out a thousand different applications

467
00:20:34,720 --> 00:20:36,560
Speaker 7: and you got to fill out application with every provide

468
00:20:36,560 --> 00:20:38,359
Speaker 7: in order to be able to build that provider because

469
00:20:38,400 --> 00:20:39,880
Speaker 7: you never know what insurance people will have.

470
00:20:40,280 --> 00:20:42,199
Speaker 4: So if you think about it, Blue Cross Bluechhale has

471
00:20:42,200 --> 00:20:45,879
Speaker 4: Blue Cross Bouche. Every state build Blue Cross Bouchill Georgia.

472
00:20:46,000 --> 00:20:47,679
Speaker 3: So you have to fill out every single one of

473
00:20:47,680 --> 00:20:52,359
Speaker 3: those manually each time you open up a pharmacy. Back then,

474
00:20:52,920 --> 00:20:55,119
Speaker 3: they made the process a lot easier, but it's still

475
00:20:55,240 --> 00:20:57,080
Speaker 3: it is a barrier entry regardless.

476
00:20:57,280 --> 00:21:03,399
Speaker 5: Absolutely. So why why the niche of STDs?

477
00:21:03,840 --> 00:21:06,240
Speaker 7: So because we came from the pharmacy space, we realized

478
00:21:06,240 --> 00:21:07,760
Speaker 7: there was a lot of a lot of the challenges

479
00:21:07,760 --> 00:21:09,240
Speaker 7: that the clinics faced.

480
00:21:09,560 --> 00:21:10,320
Speaker 5: So fast forward.

481
00:21:10,359 --> 00:21:12,520
Speaker 7: You know, we had all of this great success in

482
00:21:12,560 --> 00:21:16,439
Speaker 7: pharmacy and twenty you know, fourteen is when we kind

483
00:21:16,440 --> 00:21:18,439
Speaker 7: of exited and we had some capital and we decided,

484
00:21:18,480 --> 00:21:22,640
Speaker 7: you know what, we realize providing these services to under

485
00:21:22,640 --> 00:21:25,240
Speaker 7: serve community. These clinics, you know, were limited in scope

486
00:21:25,240 --> 00:21:26,879
Speaker 7: and what they can do. So we're like, listen, you know,

487
00:21:27,000 --> 00:21:29,439
Speaker 7: we need to get into the clinic space and provide

488
00:21:29,440 --> 00:21:32,560
Speaker 7: those services because we know that if we stick to

489
00:21:32,640 --> 00:21:35,280
Speaker 7: the specialty, we actually then cliff like they say, we

490
00:21:35,359 --> 00:21:38,880
Speaker 7: like to be Switzerland, right, most clinics are primary care.

491
00:21:38,920 --> 00:21:40,840
Speaker 7: So we figured if we come in a specialty space,

492
00:21:40,880 --> 00:21:44,800
Speaker 7: realizing the needs that the underserved community had on the pharmacy,

493
00:21:44,840 --> 00:21:47,040
Speaker 7: and we can provide those services to them on the

494
00:21:47,040 --> 00:21:49,480
Speaker 7: clinic level, but then we can also be partners for

495
00:21:49,560 --> 00:21:52,159
Speaker 7: other clinics. So instead of coming in and being competitors,

496
00:21:52,280 --> 00:21:54,280
Speaker 7: if we're just strictly specialty, I can go into a

497
00:21:54,320 --> 00:21:56,359
Speaker 7: primary care, I can go into a gastro and say, hey,

498
00:21:56,520 --> 00:21:59,119
Speaker 7: let me just take care of these specialty HIV and

499
00:21:59,160 --> 00:22:02,080
Speaker 7: HEPT patients don't see us as competitors. So one is

500
00:22:02,960 --> 00:22:04,840
Speaker 7: primarily because of the focus of what we want to

501
00:22:04,880 --> 00:22:07,040
Speaker 7: do in that modality, but also because we didn't want

502
00:22:07,040 --> 00:22:08,919
Speaker 7: to seem as competitors too with other people who are

503
00:22:08,920 --> 00:22:10,440
Speaker 7: providing their services in the community.

504
00:22:10,680 --> 00:22:10,880
Speaker 1: Yeah.

505
00:22:11,040 --> 00:22:16,479
Speaker 3: Also, if you remember, we started in HIV, right, so

506
00:22:17,119 --> 00:22:20,480
Speaker 3: we were we were in HIV in two thousan ninety eight,

507
00:22:20,560 --> 00:22:23,920
Speaker 3: ninety nine, two thousand and one HIV patients were on

508
00:22:24,080 --> 00:22:28,280
Speaker 3: eight nine drugs at a time, right, So we've seen

509
00:22:28,359 --> 00:22:32,960
Speaker 3: all of that. And for us, when we started our clinics,

510
00:22:33,119 --> 00:22:36,679
Speaker 3: we were like, yo, son, this is it. Like the

511
00:22:36,800 --> 00:22:39,000
Speaker 3: STD rates are out the group every single year. We're

512
00:22:39,000 --> 00:22:42,520
Speaker 3: beating ourselves the year before. Right, it's the highest it's

513
00:22:42,520 --> 00:22:46,040
Speaker 3: ever been right now, which is bad for our community,

514
00:22:46,320 --> 00:22:48,240
Speaker 3: good for business in America.

515
00:22:48,000 --> 00:22:50,720
Speaker 5: Or in the world. In the world.

516
00:22:50,720 --> 00:22:53,160
Speaker 3: In the world STD rates we were at like three

517
00:22:53,280 --> 00:22:58,720
Speaker 3: hundred and thirty six million STV cases new STD cases

518
00:22:58,800 --> 00:22:59,240
Speaker 3: last year.

519
00:23:00,040 --> 00:23:02,959
Speaker 4: Hundred and thirty six million in the world world twenty million.

520
00:23:03,040 --> 00:23:05,159
Speaker 4: What's the number one STD I got it.

521
00:23:05,240 --> 00:23:07,400
Speaker 2: I know what it is. I'll teach you. It might

522
00:23:07,400 --> 00:23:09,440
Speaker 2: have changed. When I was teaching. It was Chamedian.

523
00:23:09,720 --> 00:23:14,240
Speaker 4: Yes, yeah, I went out of every four STDs.

524
00:23:14,280 --> 00:23:14,600
Speaker 1: It's sent.

525
00:23:15,320 --> 00:23:16,600
Speaker 5: I was gonna make a joke just now when you

526
00:23:16,640 --> 00:23:17,240
Speaker 5: said I got it.

527
00:23:25,640 --> 00:23:26,040
Speaker 1: For sure.

528
00:23:26,520 --> 00:23:27,560
Speaker 5: Yeah.

529
00:23:27,760 --> 00:23:31,560
Speaker 3: So so it's crazy, right because one of the biggest

530
00:23:31,600 --> 00:23:34,720
Speaker 3: parts of our business is prevention HIV care.

531
00:23:35,400 --> 00:23:35,640
Speaker 5: Right.

532
00:23:35,920 --> 00:23:38,879
Speaker 3: So they came out with a pill called Prep Prep Prep.

533
00:23:39,200 --> 00:23:39,440
Speaker 1: Right.

534
00:23:39,840 --> 00:23:43,720
Speaker 3: So heterosexual community thinks that Prep is just for the

535
00:23:43,800 --> 00:23:47,840
Speaker 3: LGBTQ community, right, But it's for everyone. Everyone could be

536
00:23:47,880 --> 00:23:50,200
Speaker 3: on PREP and it could prevent you from catching HIV.

537
00:23:50,280 --> 00:23:54,720
Speaker 3: If you have unprotected sex, ninety five percent protect you

538
00:23:54,760 --> 00:23:55,800
Speaker 3: from catching HIV.

539
00:23:56,240 --> 00:23:58,560
Speaker 5: So that's the biggest How's that? How's that work?

540
00:23:58,760 --> 00:24:01,720
Speaker 4: You just take a pill and you can't get pillar day,

541
00:24:01,920 --> 00:24:04,200
Speaker 4: a pillar day and you won't get HIV?

542
00:24:04,960 --> 00:24:05,200
Speaker 5: Right.

543
00:24:05,480 --> 00:24:10,160
Speaker 1: HIV is the virus, that virus that Yeah, so they HIV.

544
00:24:12,400 --> 00:24:15,640
Speaker 5: Who's listening it? Yeah, right, listen to what people getting

545
00:24:15,720 --> 00:24:16,960
Speaker 5: HIV anymore? All right?

546
00:24:18,320 --> 00:24:19,000
Speaker 1: It is it is.

547
00:24:19,040 --> 00:24:19,560
Speaker 5: You don't hear it.

548
00:24:19,600 --> 00:24:22,600
Speaker 7: So that's that's part of what we are challenged with, right,

549
00:24:22,640 --> 00:24:25,160
Speaker 7: We're challenged with going out there and spreading the education

550
00:24:25,280 --> 00:24:29,679
Speaker 7: is trying to destigmatize you know, sex and HIV because

551
00:24:30,040 --> 00:24:32,399
Speaker 7: it's still out there, very prevalent in our community. Man,

552
00:24:32,480 --> 00:24:34,520
Speaker 7: that's why we do it. Right, So Cliff mentioned earlier,

553
00:24:34,600 --> 00:24:37,119
Speaker 7: that's very prevalent very very prevalent.

554
00:24:36,720 --> 00:24:37,280
Speaker 5: In our community.

555
00:24:37,320 --> 00:24:39,600
Speaker 7: You mean that actually a black and brown woman between

556
00:24:39,600 --> 00:24:41,600
Speaker 7: the ages of eighteen and twenty four the high stet

557
00:24:41,720 --> 00:24:45,320
Speaker 7: risk to catch HIV. Unfortunately, so Cliff mentioned earlier that

558
00:24:45,359 --> 00:24:48,080
Speaker 7: we have you know, eight you know clinics and actually

559
00:24:48,119 --> 00:24:51,840
Speaker 7: twelve fifteen mobile clinics because we actually take our services

560
00:24:51,840 --> 00:24:54,199
Speaker 7: into the community because there are a lot of places

561
00:24:54,200 --> 00:24:57,080
Speaker 7: where it's very prevalent and it's just not talked about

562
00:24:57,080 --> 00:24:57,479
Speaker 7: it anymore.

563
00:24:57,520 --> 00:24:58,160
Speaker 5: Unfortunately.

564
00:24:58,320 --> 00:25:01,560
Speaker 3: Yeah, it's the stigma, right, the stigma in our community.

565
00:25:02,000 --> 00:25:06,520
Speaker 3: Everybody is like colleges and universities and in the underserved community,

566
00:25:07,160 --> 00:25:09,760
Speaker 3: they're not walking into STD clinic. They're not walking in

567
00:25:09,840 --> 00:25:13,199
Speaker 3: planned parenthood. Every college product, the college you went to,

568
00:25:13,240 --> 00:25:15,600
Speaker 3: had an STD clinic on on campus.

569
00:25:15,920 --> 00:25:17,160
Speaker 5: No one's walking in there.

570
00:25:17,200 --> 00:25:20,280
Speaker 3: They're like, Nah, I'm cool, son, I'm burning it's and

571
00:25:20,400 --> 00:25:21,119
Speaker 3: dripping whatever.

572
00:25:21,320 --> 00:25:24,640
Speaker 1: I'm not walking in condom. Yeah, that's exactly.

573
00:25:24,680 --> 00:25:26,240
Speaker 3: And I was going in there to get the condoms

574
00:25:26,240 --> 00:25:27,080
Speaker 3: and come right back out.

575
00:25:27,240 --> 00:25:29,320
Speaker 4: Even you think so people aren't You think people aren't

576
00:25:29,320 --> 00:25:31,240
Speaker 4: going to clinics even if they have symptoms.

577
00:25:31,280 --> 00:25:32,760
Speaker 5: They're not gonna go to clinic even if they have

578
00:25:32,840 --> 00:25:33,960
Speaker 5: They're just gonna ride it out.

579
00:25:34,040 --> 00:25:36,879
Speaker 3: Yes, And I'm going to tell you why we noticed

580
00:25:37,160 --> 00:25:40,240
Speaker 3: because our mobile units go into the community and now

581
00:25:40,760 --> 00:25:44,840
Speaker 3: the floodgates open. Our mobile units don't say HIV on it.

582
00:25:44,920 --> 00:25:48,080
Speaker 4: We just say free health screenings make it very So

583
00:25:48,119 --> 00:25:49,280
Speaker 4: why do you think why do you think that that

584
00:25:49,400 --> 00:25:54,000
Speaker 4: is the case, Because I would assume that most people

585
00:25:54,080 --> 00:25:57,200
Speaker 4: would want to get treated because especially something like committee

586
00:25:57,200 --> 00:25:58,520
Speaker 4: that you can get treated for it.

587
00:25:58,640 --> 00:25:58,879
Speaker 1: You can.

588
00:25:59,119 --> 00:26:00,640
Speaker 4: So it's like, why would you want want to live

589
00:26:01,520 --> 00:26:05,520
Speaker 4: in pain or have some scared They're scared for the judgment, right,

590
00:26:05,760 --> 00:26:08,680
Speaker 4: So if it gets that bad, yeah, they will hospital.

591
00:26:08,720 --> 00:26:12,600
Speaker 3: It will go very very quietly behind closed doors and

592
00:26:12,640 --> 00:26:13,240
Speaker 3: your test not.

593
00:26:13,200 --> 00:26:14,920
Speaker 5: Tell anybody, and not tell anybody.

594
00:26:15,000 --> 00:26:16,600
Speaker 7: Right, If you're not going to your primary care talking

595
00:26:16,600 --> 00:26:19,600
Speaker 7: to you probably go to Wisconsin.

596
00:26:19,760 --> 00:26:19,840
Speaker 8: Ye.

597
00:26:21,200 --> 00:26:24,679
Speaker 2: I've had that situation happened when you have teens who

598
00:26:24,760 --> 00:26:27,240
Speaker 2: might contract something, right and they have to go to

599
00:26:27,280 --> 00:26:29,879
Speaker 2: the doctor. They don't want to, but the doctor is

600
00:26:29,960 --> 00:26:32,760
Speaker 2: under your parents. See that A lot in college isn't

601
00:26:32,920 --> 00:26:33,400
Speaker 2: so like what.

602
00:26:33,280 --> 00:26:33,760
Speaker 1: Do you do? No?

603
00:26:34,000 --> 00:26:36,159
Speaker 4: I mean I could definitely see that. That's embarrassing if

604
00:26:36,160 --> 00:26:38,640
Speaker 4: you're going to go to your primary care physician. That's

605
00:26:38,680 --> 00:26:43,520
Speaker 4: why your Your situation is good because you nobody. It's

606
00:26:43,520 --> 00:26:45,240
Speaker 4: not like you're going to somebody that you're going to

607
00:26:45,280 --> 00:26:46,040
Speaker 4: see again.

608
00:26:45,960 --> 00:26:47,600
Speaker 5: Right exactly, right, exactly.

609
00:26:47,800 --> 00:26:51,359
Speaker 3: They're only going to see us again for that particular modality.

610
00:26:51,560 --> 00:26:54,600
Speaker 3: So if they're getting prep prevention HIV care from us,

611
00:26:54,880 --> 00:26:56,960
Speaker 3: they're going to come to us every three months to

612
00:26:57,000 --> 00:27:00,480
Speaker 3: get that prevention HIV care. If they have HIV, they're

613
00:27:00,480 --> 00:27:02,600
Speaker 3: going to come to us for their HIV care. They

614
00:27:02,600 --> 00:27:05,160
Speaker 3: won't come to us for their blood pressure or high

615
00:27:05,200 --> 00:27:07,639
Speaker 3: blood or their diabetes, but they will come to us

616
00:27:07,680 --> 00:27:12,919
Speaker 3: for their HIV STD and PREP every three months or

617
00:27:12,920 --> 00:27:15,200
Speaker 3: every six months, depending on what the physician wants to

618
00:27:15,200 --> 00:27:15,639
Speaker 3: see them for.

619
00:27:15,760 --> 00:27:18,360
Speaker 2: So you said that, I mean, even prior to this,

620
00:27:18,359 --> 00:27:21,600
Speaker 2: this sounds like there's a lot of costs associated with this.

621
00:27:22,000 --> 00:27:24,520
Speaker 1: You started with the brick and mortar and then went mobile.

622
00:27:24,800 --> 00:27:28,080
Speaker 3: No, we went mobile for because mobile was cheaper.

623
00:27:28,200 --> 00:27:29,840
Speaker 1: Yeah, break that down, yeah. Yeah.

624
00:27:30,080 --> 00:27:36,280
Speaker 3: So what happened was twenty fourteen, twenty fifteen, We've been

625
00:27:36,320 --> 00:27:38,919
Speaker 3: doing work in the community for a minute, and the

626
00:27:38,960 --> 00:27:41,119
Speaker 3: CDC reached out to us and said, hey, guys, I

627
00:27:41,200 --> 00:27:44,920
Speaker 3: need help to penetrate the black and brown community because

628
00:27:45,160 --> 00:27:48,240
Speaker 3: those are the ones we can't get to get tested, right,

629
00:27:49,440 --> 00:27:51,879
Speaker 3: And they knew that we've been in the community obviously,

630
00:27:51,920 --> 00:27:56,040
Speaker 3: we know, we know some political guys in Florida, and

631
00:27:56,200 --> 00:27:59,720
Speaker 3: they were talking about us in Tallahassee to the CDC

632
00:27:59,760 --> 00:28:01,880
Speaker 3: and they in the Department of Health, and they were saying, Hey,

633
00:28:02,160 --> 00:28:03,960
Speaker 3: I got these guys that can help us in the

634
00:28:04,000 --> 00:28:06,639
Speaker 3: South Florida market that's been in the market for a while,

635
00:28:07,200 --> 00:28:09,320
Speaker 3: you know, let's reach out to them. So they reached

636
00:28:09,320 --> 00:28:12,120
Speaker 3: out to us and they said, we have no money

637
00:28:12,200 --> 00:28:14,879
Speaker 3: for you, we don't have no grants for you, but

638
00:28:15,240 --> 00:28:16,080
Speaker 3: we need your help.

639
00:28:16,640 --> 00:28:19,400
Speaker 5: Okay, what you need boom boom boom boom boom.

640
00:28:19,440 --> 00:28:21,560
Speaker 3: Okay, you need to stop the spread of HIV and

641
00:28:21,600 --> 00:28:24,600
Speaker 3: hepatoidis see in the underserved community. Cool, we can help

642
00:28:24,640 --> 00:28:26,679
Speaker 3: with that, but we need access. If you don't have

643
00:28:26,720 --> 00:28:29,280
Speaker 3: no money, we need access. So they gave us access

644
00:28:29,280 --> 00:28:31,960
Speaker 3: to a drug discount program that puts us in position

645
00:28:32,000 --> 00:28:34,160
Speaker 3: to buy drugs for a cheaper price, but we still

646
00:28:34,200 --> 00:28:36,840
Speaker 3: build the higher price so we could take care of

647
00:28:36,840 --> 00:28:40,880
Speaker 3: the community for free. So basically our healthcare services that

648
00:28:40,920 --> 00:28:43,000
Speaker 3: we provide doesn't lost anything.

649
00:28:43,160 --> 00:28:47,040
Speaker 7: All that stuff is absolutely free. So to launch, you know,

650
00:28:47,080 --> 00:28:49,000
Speaker 7: me being operations. God, I'm like, listen, man, We're not

651
00:28:49,040 --> 00:28:50,200
Speaker 7: just gonna go out here and spend a bunch of

652
00:28:50,240 --> 00:28:52,640
Speaker 7: money build this huge, big clinic and do take this

653
00:28:52,720 --> 00:28:55,280
Speaker 7: large expense. So we look at you know, census that

654
00:28:55,400 --> 00:28:56,840
Speaker 7: and talk to the Department of Health and figure out

655
00:28:56,840 --> 00:28:59,720
Speaker 7: what areas that are in need. So genuinely what we

656
00:28:59,760 --> 00:29:02,200
Speaker 7: do our first clinic was a mobile clinic, was like, listen,

657
00:29:02,200 --> 00:29:04,840
Speaker 7: we'll send a clinic out. We find affiliate partners in

658
00:29:04,880 --> 00:29:06,560
Speaker 7: the community places that we know we could go park

659
00:29:06,560 --> 00:29:08,960
Speaker 7: the mobile uniit and do testing. Like Clip said, our

660
00:29:09,360 --> 00:29:11,280
Speaker 7: mobile units are very discrete, so it just has free

661
00:29:11,320 --> 00:29:13,720
Speaker 7: health screening and typically we're trying to make an activation

662
00:29:13,840 --> 00:29:15,560
Speaker 7: something around it. We may have like pizza, may have

663
00:29:15,600 --> 00:29:17,480
Speaker 7: some type of stuff to kind of bring the community out.

664
00:29:17,680 --> 00:29:19,720
Speaker 7: Once we start seeing that and see that the community

665
00:29:19,760 --> 00:29:22,320
Speaker 7: bought buys in, Department of Health buys in, we have

666
00:29:22,360 --> 00:29:24,760
Speaker 7: affiliate partners, then we'll go put a brick and mortar there.

667
00:29:25,600 --> 00:29:26,680
Speaker 5: And then it's.

668
00:29:26,480 --> 00:29:28,480
Speaker 7: How we kind of open up each different location. We

669
00:29:28,640 --> 00:29:31,400
Speaker 7: kind of make sure that we know there's a need

670
00:29:31,560 --> 00:29:34,480
Speaker 7: in that particular city or that county for our services

671
00:29:34,480 --> 00:29:36,240
Speaker 7: before we just open up a location.

672
00:29:36,000 --> 00:29:39,280
Speaker 3: And not to be stupid. We make sure that there's

673
00:29:39,440 --> 00:29:44,200
Speaker 3: business right. We're not a normal clinic that just opened

674
00:29:44,240 --> 00:29:46,000
Speaker 3: up a clinic and then wait for people to walk

675
00:29:46,000 --> 00:29:49,400
Speaker 3: through our front door. We're not marketing in the newspaper

676
00:29:49,480 --> 00:29:52,680
Speaker 3: on the radio. We're not that clinic. We are the

677
00:29:52,720 --> 00:29:57,400
Speaker 3: people who go to substance abuse facilities, homeless shelters, method

678
00:29:57,480 --> 00:30:01,640
Speaker 3: on clinics, in halfway houses, jails. Someone is we go

679
00:30:01,960 --> 00:30:04,680
Speaker 3: into those places, so we go get our business.

680
00:30:04,800 --> 00:30:06,640
Speaker 5: We don't waste where we know the patient.

681
00:30:06,720 --> 00:30:10,040
Speaker 7: So I had risk for catching these these these elements

682
00:30:10,040 --> 00:30:10,800
Speaker 7: that we're talking about.

683
00:30:10,800 --> 00:30:14,120
Speaker 2: So in the beginning, when you're doing the mobile clinic,

684
00:30:14,240 --> 00:30:16,480
Speaker 2: are you guys like the people that are actually do.

685
00:30:16,480 --> 00:30:18,080
Speaker 7: And then yeah, we were Listen, we were there at

686
00:30:18,080 --> 00:30:20,160
Speaker 7: five o'clock in the morning. Listen, it's so funny our

687
00:30:20,160 --> 00:30:21,800
Speaker 7: first mobile clinic. I think it caught on fire on

688
00:30:21,880 --> 00:30:24,880
Speaker 7: ninety five actually because we were like, uh, we're not

689
00:30:24,920 --> 00:30:26,960
Speaker 7: gonna spend this money, is brand brand new mobile clean.

690
00:30:26,960 --> 00:30:29,080
Speaker 7: We're gonna get some used joint make sure that it's working.

691
00:30:29,320 --> 00:30:32,160
Speaker 7: But yeah, we were there five o'clock in the morning. Again,

692
00:30:32,440 --> 00:30:34,560
Speaker 7: like back in the pharmacy days, I went and got

693
00:30:34,600 --> 00:30:36,120
Speaker 7: certified to do the rapid test to.

694
00:30:36,040 --> 00:30:36,600
Speaker 5: Do all that stuff.

695
00:30:36,600 --> 00:30:38,400
Speaker 7: I'm like, I'm not going to tell none of our

696
00:30:38,400 --> 00:30:40,440
Speaker 7: staff to do anything that we're not going to do. Obviously,

697
00:30:40,440 --> 00:30:43,480
Speaker 7: we're not medical providers. We're not doctors ourselves, so we

698
00:30:43,520 --> 00:30:46,200
Speaker 7: had to obviously hire the physicians and nurse practitioners and

699
00:30:46,240 --> 00:30:48,880
Speaker 7: stuff to do that part. But the testing and all

700
00:30:48,880 --> 00:30:50,520
Speaker 7: of that stuff and all of the outreach, we were

701
00:30:50,560 --> 00:30:52,440
Speaker 7: doing that and stuff ourselves. I mean, Cliff at some point,

702
00:30:52,640 --> 00:30:54,080
Speaker 7: I remember a couple of Homo shelves and he was

703
00:30:54,120 --> 00:30:55,880
Speaker 7: taking the jacket off, his shoes off, giving it to

704
00:30:55,920 --> 00:30:57,800
Speaker 7: patients and stuff. But yeah, but we were out there

705
00:30:57,800 --> 00:31:00,240
Speaker 7: because we needed to understand exactly what the community need

706
00:31:00,640 --> 00:31:02,240
Speaker 7: so that way we can be able to extrapolate that

707
00:31:02,280 --> 00:31:02,800
Speaker 7: and tell people.

708
00:31:02,800 --> 00:31:05,080
Speaker 4: All right, So on the business side, another friend of mine,

709
00:31:05,160 --> 00:31:08,320
Speaker 4: he has a medical company and he's not a doctor,

710
00:31:08,320 --> 00:31:10,120
Speaker 4: and he was explained to me, like that's a stigma

711
00:31:10,160 --> 00:31:12,080
Speaker 4: that a lot of people have where they think, like,

712
00:31:12,160 --> 00:31:14,680
Speaker 4: you know, you can't get into the medicals, right unless

713
00:31:14,680 --> 00:31:18,280
Speaker 4: you're a doctor. But that's actually not true, right, you

714
00:31:18,320 --> 00:31:21,280
Speaker 4: guys are not doctors. No, you don't have medical degrees, right,

715
00:31:21,440 --> 00:31:24,280
Speaker 4: they don't have anything. Don't talk about that degrees being

716
00:31:24,880 --> 00:31:31,400
Speaker 4: medical entrepreneurs, hiring medical medical people. Who's running these who's

717
00:31:31,400 --> 00:31:33,320
Speaker 4: actually is there doctors doing this or is it?

718
00:31:33,400 --> 00:31:36,960
Speaker 7: Yes, So we have we have a network of nurse

719
00:31:36,960 --> 00:31:41,040
Speaker 7: practitioners and medical doctors. We have medical assistants, we have

720
00:31:41,160 --> 00:31:44,360
Speaker 7: case managers to case managers are kind of like social

721
00:31:44,400 --> 00:31:46,720
Speaker 7: workers as which you can think of, and we have

722
00:31:46,840 --> 00:31:50,400
Speaker 7: patient services. So but yes, we do have nurse practitioners

723
00:31:50,440 --> 00:31:51,960
Speaker 7: and doctors actually see the patients.

724
00:31:52,040 --> 00:31:54,200
Speaker 4: So yeah, talk about just you guys getting in the

725
00:31:54,200 --> 00:31:56,200
Speaker 4: medical field and not having a medical background.

726
00:31:56,880 --> 00:31:59,880
Speaker 7: Yeah, so again back to like that partnership thing. Right,

727
00:32:00,120 --> 00:32:02,600
Speaker 7: So the good thing about I mean about the state

728
00:32:02,600 --> 00:32:04,080
Speaker 7: of Flow is that you actually could own a medical

729
00:32:04,080 --> 00:32:06,640
Speaker 7: practice without actually being a physician. You just have to

730
00:32:06,640 --> 00:32:09,960
Speaker 7: have a medical director on file, licensed medical director that

731
00:32:10,000 --> 00:32:12,080
Speaker 7: you will put on your licenses and stuff like that.

732
00:32:12,120 --> 00:32:14,240
Speaker 7: Same thing with a pharmacy. You don't necessarily need to

733
00:32:14,280 --> 00:32:16,000
Speaker 7: be a pharmacist own a pharmacy. You just have to

734
00:32:16,000 --> 00:32:18,360
Speaker 7: have what they call a PIC, which is a pharmacist

735
00:32:18,400 --> 00:32:20,400
Speaker 7: in charge and that's who that was signed off on

736
00:32:20,400 --> 00:32:21,800
Speaker 7: all the documents and stuff like that.

737
00:32:21,960 --> 00:32:23,520
Speaker 5: So same thing as your medical director.

738
00:32:24,000 --> 00:32:26,320
Speaker 7: They're generally are the ones who are liable for any

739
00:32:26,360 --> 00:32:28,719
Speaker 7: malpractice anything that happens, So that person has to obviously

740
00:32:28,800 --> 00:32:29,280
Speaker 7: trust you.

741
00:32:29,240 --> 00:32:30,800
Speaker 5: And know that you're going to get out of relationship

742
00:32:30,840 --> 00:32:31,800
Speaker 5: with them absolutely.

743
00:32:31,840 --> 00:32:34,080
Speaker 7: Of course, you have contracts and you have all types

744
00:32:34,080 --> 00:32:35,800
Speaker 7: of insurance and things of that sort, but you have

745
00:32:35,840 --> 00:32:37,760
Speaker 7: to have a medical provider who will be liable for me.

746
00:32:38,040 --> 00:32:39,800
Speaker 3: But we were under the impression that you had to

747
00:32:39,800 --> 00:32:41,640
Speaker 3: be a physician as well. So the dude came to

748
00:32:41,720 --> 00:32:44,200
Speaker 3: us and said, hey, come and work at the pharmacy

749
00:32:44,240 --> 00:32:46,400
Speaker 3: with us. It was like, all right, cool, work at

750
00:32:46,440 --> 00:32:49,400
Speaker 3: the pharmacy. But then when it came to owning the pharmacy,

751
00:32:49,720 --> 00:32:52,320
Speaker 3: it was like, hold on, we could own the pharmacy

752
00:32:52,320 --> 00:32:55,959
Speaker 3: and we're not a pharmacist because his partner, his original partner,

753
00:32:56,040 --> 00:32:58,080
Speaker 3: was the pharmacist. So we was like, none of us

754
00:32:58,120 --> 00:33:01,080
Speaker 3: are pharmacists. Now all three of us are just businessman

755
00:33:01,400 --> 00:33:03,880
Speaker 3: at this point, and we could still own the pharmacies.

756
00:33:04,320 --> 00:33:07,880
Speaker 3: So then we dug deep into that and was like, okay,

757
00:33:07,920 --> 00:33:10,080
Speaker 3: so you don't have to be a doctor office or

758
00:33:10,160 --> 00:33:14,520
Speaker 3: a pharmacist to own a medical practice or a pharmacy.

759
00:33:14,760 --> 00:33:17,760
Speaker 3: It was like, oh, okay, that that makes a lot

760
00:33:17,800 --> 00:33:21,200
Speaker 3: of sense. But every physician's office that we knew was

761
00:33:21,240 --> 00:33:23,280
Speaker 3: a physician that owned it and his wife.

762
00:33:23,360 --> 00:33:26,320
Speaker 4: Then at least you think that, Yeah, at least you

763
00:33:26,400 --> 00:33:26,800
Speaker 4: thought that.

764
00:33:27,080 --> 00:33:31,640
Speaker 2: So the first partnership you learn the importance of having

765
00:33:31,680 --> 00:33:35,480
Speaker 2: contracts and having lawyers and understanding what splits are. The

766
00:33:35,560 --> 00:33:38,520
Speaker 2: second business partnership, what was a valuable lesson from that

767
00:33:38,720 --> 00:33:41,640
Speaker 2: before y'all created, you know, having your clinics and having

768
00:33:41,680 --> 00:33:42,120
Speaker 2: a mobile.

769
00:33:42,640 --> 00:33:46,800
Speaker 3: So, so I'm gonna tell you we did something super stupid.

770
00:33:47,400 --> 00:33:49,280
Speaker 5: Right, she took after thee.

771
00:33:49,760 --> 00:33:52,440
Speaker 4: We took the money that we sold the last pharmacy

772
00:33:53,000 --> 00:33:55,720
Speaker 4: like four right, we sold those pharmacies.

773
00:33:56,480 --> 00:33:59,120
Speaker 5: We took that money, and it was the real estate.

774
00:34:00,000 --> 00:34:01,080
Speaker 5: We're gonna be down, peoples.

775
00:34:01,480 --> 00:34:06,800
Speaker 3: So we said, damn peoples, here we come. And what happens.

776
00:34:07,440 --> 00:34:09,640
Speaker 3: We get into the game, and when we get in,

777
00:34:09,920 --> 00:34:12,279
Speaker 3: we don't stop. We're not the type of guys that's

778
00:34:12,320 --> 00:34:17,160
Speaker 3: gonna shy away from shit. Like you tell me, no,

779
00:34:17,200 --> 00:34:19,920
Speaker 3: I'm kicking out the door. That's just how That's just

780
00:34:19,960 --> 00:34:22,880
Speaker 3: how we're built. Right coming from where we come from,

781
00:34:23,360 --> 00:34:25,760
Speaker 3: We're like, we ain't going back, so we're just going forward.

782
00:34:26,400 --> 00:34:29,680
Speaker 3: So we get into the real estate game, we start flipping.

783
00:34:30,320 --> 00:34:33,680
Speaker 3: We said, Yo, Son, just flipping stuff. Son, we making money,

784
00:34:33,680 --> 00:34:36,120
Speaker 3: but we ain't making money like that. Let's start developing.

785
00:34:36,960 --> 00:34:40,920
Speaker 3: So then we start building multimillion dollar homes in College

786
00:34:41,239 --> 00:34:42,280
Speaker 3: and Jacksonville.

787
00:34:42,480 --> 00:34:45,040
Speaker 7: Yeah, we're thinking we done people's out here. We're going

788
00:34:45,200 --> 00:34:46,279
Speaker 7: crazy with the real estate.

789
00:34:46,400 --> 00:34:47,279
Speaker 1: It was bad.

790
00:34:47,320 --> 00:34:49,839
Speaker 3: We were pulling out you know, we're pulling out nine

791
00:34:49,920 --> 00:34:52,880
Speaker 3: hundred thousand dollars loans to build two million, three million

792
00:34:52,880 --> 00:34:56,960
Speaker 3: dollar houses. We now we're gone. We use every penny

793
00:34:57,000 --> 00:35:01,480
Speaker 3: we had now is in real estate. The pharmacy business altogether,

794
00:35:01,520 --> 00:35:04,719
Speaker 3: the business that we know got money for us, that

795
00:35:04,840 --> 00:35:06,920
Speaker 3: we know we could take care of our community. That

796
00:35:07,040 --> 00:35:10,040
Speaker 3: business we left. We ran after the shiny thing that

797
00:35:10,200 --> 00:35:12,839
Speaker 3: was going everybody was in real estate. We ran after it.

798
00:35:13,400 --> 00:35:16,319
Speaker 3: We put everything into it. Oh seven came.

799
00:35:17,000 --> 00:35:20,000
Speaker 4: Everybody knows it started. It started drying up. But we

800
00:35:20,040 --> 00:35:22,399
Speaker 4: was like, nah, we built for this, Son, it ain't

801
00:35:22,440 --> 00:35:25,920
Speaker 4: gonna happen to us. They was like, yo, Son, y'all

802
00:35:25,920 --> 00:35:32,200
Speaker 4: boys got twenty seven mortgages. He was liker, y'all yo,

803
00:35:33,800 --> 00:35:34,160
Speaker 4: it said.

804
00:35:34,280 --> 00:35:36,839
Speaker 3: They said, you're gonna, y'all boy's gonna keep paying those

805
00:35:36,880 --> 00:35:42,440
Speaker 3: mortgages because everybody else done foreclosed. Like Son, you're talking

806
00:35:42,440 --> 00:35:45,280
Speaker 3: about we built a whole infrastructure, were good.

807
00:35:46,440 --> 00:35:48,440
Speaker 5: Await came oh.

808
00:35:48,320 --> 00:35:50,040
Speaker 7: We lost like one point three million in matter of

809
00:35:50,120 --> 00:35:53,800
Speaker 7: like sixty days. I was like, what the heck is happening.

810
00:35:54,320 --> 00:35:56,399
Speaker 7: So the lesson learned at that time is don't chase

811
00:35:56,400 --> 00:35:59,480
Speaker 7: after the shiny thing. Man, if we'd just stay focused

812
00:36:00,160 --> 00:36:03,960
Speaker 7: what we know. And it's funny, man, because today we

813
00:36:04,120 --> 00:36:06,000
Speaker 7: enter real estate now today but on the different side

814
00:36:06,000 --> 00:36:08,200
Speaker 7: of it. Right now we're acquiring buildings to put our

815
00:36:08,239 --> 00:36:11,120
Speaker 7: clinics in, so we understand how to leverage real estate

816
00:36:11,160 --> 00:36:13,480
Speaker 7: now for our business. So yes, we learned that lesson

817
00:36:13,520 --> 00:36:15,640
Speaker 7: at that point. Don't go chasing after every shiny thing,

818
00:36:15,880 --> 00:36:19,160
Speaker 7: because even today it's so quick. I mean, the Internet

819
00:36:19,200 --> 00:36:21,440
Speaker 7: and social media shows that you can, you know, get

820
00:36:21,560 --> 00:36:23,879
Speaker 7: rich by Amazon, drop ship and all these different things,

821
00:36:23,880 --> 00:36:26,120
Speaker 7: and people just go chasing whatever they think and make money.

822
00:36:26,280 --> 00:36:28,480
Speaker 7: Stick to what you're good at, and just stay focused

823
00:36:28,520 --> 00:36:30,759
Speaker 7: on that. So for us, if we were smart back then,

824
00:36:30,760 --> 00:36:33,360
Speaker 7: we should acquire the buildings to put the pharmacies and

825
00:36:33,360 --> 00:36:34,960
Speaker 7: clinics in those buildings in so even when the real

826
00:36:35,040 --> 00:36:35,799
Speaker 7: estate folded, would have.

827
00:36:35,800 --> 00:36:36,920
Speaker 5: Still had the retail business.

828
00:36:37,360 --> 00:36:40,960
Speaker 7: So yes, the lesson learners listen, don't go chasing after waterfalls,

829
00:36:41,000 --> 00:36:44,080
Speaker 7: you know, stick to what you know.

830
00:36:43,840 --> 00:36:44,879
Speaker 1: The rivers and lakes that you use.

831
00:36:44,880 --> 00:36:47,160
Speaker 4: Right exactly.

832
00:36:47,360 --> 00:36:50,080
Speaker 7: But again, the good thing is that now we use

833
00:36:50,360 --> 00:36:52,480
Speaker 7: what we learned from losing all that money real estate

834
00:36:52,480 --> 00:36:54,120
Speaker 7: to kind of leverage some of the real estate now

835
00:36:54,120 --> 00:36:55,000
Speaker 7: for our clinics.

836
00:36:55,360 --> 00:36:59,560
Speaker 3: Yeah, so that's a that was a good lesson for us,

837
00:36:59,800 --> 00:37:02,560
Speaker 3: right because we lost, but we still learned.

838
00:37:03,120 --> 00:37:03,400
Speaker 5: Right.

839
00:37:04,800 --> 00:37:08,239
Speaker 3: So after we went broke, me and this young man

840
00:37:09,080 --> 00:37:12,319
Speaker 3: six years old, so seven, we had to walk to

841
00:37:12,320 --> 00:37:16,719
Speaker 3: Wendy's back and forth to get dollar mails, chicken nuggets,

842
00:37:16,719 --> 00:37:18,320
Speaker 3: five piece chicken nuggets.

843
00:37:18,880 --> 00:37:20,080
Speaker 5: It was it was like.

844
00:37:20,160 --> 00:37:24,439
Speaker 3: Yo, So me and my wife gets get married, right,

845
00:37:25,000 --> 00:37:26,480
Speaker 3: my wife gets pregnant.

846
00:37:26,760 --> 00:37:27,799
Speaker 5: I got to find a job.

847
00:37:28,440 --> 00:37:32,000
Speaker 3: Steve, Steve selling paper for office depot on the side

848
00:37:32,000 --> 00:37:33,680
Speaker 3: of the street, knocking on doors.

849
00:37:33,840 --> 00:37:36,160
Speaker 5: Business that was humbling. This heuse to go through being

850
00:37:36,200 --> 00:37:36,800
Speaker 5: a millionaire.

851
00:37:37,320 --> 00:37:40,359
Speaker 7: Now you're out here like paper boy, Yeah, paper boy,

852
00:37:40,600 --> 00:37:43,160
Speaker 7: like your business.

853
00:37:43,440 --> 00:37:45,839
Speaker 5: He's selling loosely. He's selling loosely.

854
00:37:46,239 --> 00:37:49,680
Speaker 7: Door to door businesses, selling office depot, office supplies.

855
00:37:49,880 --> 00:37:53,600
Speaker 3: So my wife tells me el Son, like, you got

856
00:37:53,600 --> 00:37:56,000
Speaker 3: to get a job, like yo, sir, you can't be

857
00:37:56,000 --> 00:37:58,040
Speaker 3: out here trying to hustle right now, So you got

858
00:37:58,040 --> 00:37:59,920
Speaker 3: to get a job, said, I got you, son, I got.

859
00:38:00,640 --> 00:38:03,160
Speaker 3: I had a friend that worked at Kaplan University. Captain

860
00:38:03,239 --> 00:38:06,960
Speaker 3: University is an online school, right. They said they was

861
00:38:07,000 --> 00:38:10,319
Speaker 3: hiring admission advisors. So we go there to work as

862
00:38:10,320 --> 00:38:14,160
Speaker 3: an admission advisor. And I don't know nothing about college.

863
00:38:14,160 --> 00:38:16,960
Speaker 3: I didn't even go to college, but I knew sales,

864
00:38:17,719 --> 00:38:21,040
Speaker 3: and I learned that if I took what they told me,

865
00:38:21,080 --> 00:38:22,400
Speaker 3: I asked them a bunch of questions.

866
00:38:22,520 --> 00:38:23,279
Speaker 5: They told me it.

867
00:38:23,640 --> 00:38:26,160
Speaker 4: Then I used it against them for them to enroll

868
00:38:26,200 --> 00:38:28,439
Speaker 4: into school, right, sounds bad, It's not bad.

869
00:38:28,480 --> 00:38:30,480
Speaker 3: I'm saying they want to go to school. They called me,

870
00:38:30,640 --> 00:38:31,439
Speaker 3: I didn't call them.

871
00:38:31,480 --> 00:38:35,759
Speaker 4: But the craziest thing is that I was like the

872
00:38:35,800 --> 00:38:38,200
Speaker 4: superstar in the company.

873
00:38:38,400 --> 00:38:40,480
Speaker 5: I was President's club everything.

874
00:38:40,680 --> 00:38:43,480
Speaker 3: So I started at thirty thousand dollars a year, went

875
00:38:43,560 --> 00:38:46,480
Speaker 3: up to one hundred thousand dollars a year in thirty days, no,

876
00:38:46,600 --> 00:38:49,640
Speaker 3: three months, ninety days. Wow, from thirty thousand to one

877
00:38:49,680 --> 00:38:52,080
Speaker 3: hundred thousand. But to me, I was broke.

878
00:38:52,520 --> 00:38:54,200
Speaker 5: Hey, coming from where we came from, We're like, man,

879
00:38:54,239 --> 00:38:54,759
Speaker 5: what the heck?

880
00:38:55,719 --> 00:38:58,879
Speaker 3: So a year goes by well, Steve came. Steve came

881
00:38:58,920 --> 00:39:02,680
Speaker 3: to work there. I took him off the street. I

882
00:39:02,719 --> 00:39:04,200
Speaker 3: took him off the street. He was in the sun.

883
00:39:04,239 --> 00:39:05,799
Speaker 3: I was like, come out the street man, get it,

884
00:39:05,840 --> 00:39:09,960
Speaker 3: get some of this ac Steve's killing it too. Obviously

885
00:39:09,960 --> 00:39:14,319
Speaker 3: we're hustlers. So we're killing at Captain University. They give

886
00:39:14,400 --> 00:39:17,640
Speaker 3: us a whole team. Our team was called gwap City

887
00:39:17,760 --> 00:39:21,480
Speaker 3: or something like that. Like we was like sincere about

888
00:39:21,920 --> 00:39:25,560
Speaker 3: making it happen because we were rich before. Now we're broke.

889
00:39:25,640 --> 00:39:27,279
Speaker 3: So now we're like, yo, we gotta hold for Steve

890
00:39:27,400 --> 00:39:29,520
Speaker 3: just had a baby. I just had a baby. Steve

891
00:39:29,600 --> 00:39:31,960
Speaker 3: just got married. I just got married. We're like, yo, son,

892
00:39:32,000 --> 00:39:34,759
Speaker 3: we got to get this back. So all while we're

893
00:39:34,760 --> 00:39:36,240
Speaker 3: at Kaplain University.

894
00:39:35,760 --> 00:39:39,080
Speaker 4: Building our next business, we're building out good All Rex.

895
00:39:40,080 --> 00:39:42,960
Speaker 5: So good All before good All Rex. We built that

896
00:39:43,000 --> 00:39:45,880
Speaker 5: platform funding though.

897
00:39:46,160 --> 00:39:48,719
Speaker 3: Yeah, two black dudes can't get no funding for a

898
00:39:48,760 --> 00:39:52,080
Speaker 3: platform like that, right, So we built that platform for

899
00:39:52,560 --> 00:39:56,520
Speaker 3: independent pharmacy. So everybody with good All Rex is a

900
00:39:56,560 --> 00:39:58,600
Speaker 3: platform that you can go on and you could use

901
00:39:58,640 --> 00:40:04,239
Speaker 3: coupons and get medicaations for cheaper prices from all the

902
00:40:04,239 --> 00:40:07,200
Speaker 3: big box stores, and so you'll always get a discount

903
00:40:07,200 --> 00:40:09,160
Speaker 3: on your generic drugs if you go through if you

904
00:40:09,239 --> 00:40:12,960
Speaker 3: use good RX, not to promote them, but Med's low

905
00:40:13,480 --> 00:40:16,800
Speaker 3: which was our company is medication's lowest prices. We built

906
00:40:16,840 --> 00:40:20,600
Speaker 3: that platform out and I went to Argentina to go

907
00:40:20,640 --> 00:40:23,920
Speaker 3: and get the developers to build that platform out. And

908
00:40:24,440 --> 00:40:26,680
Speaker 3: we seen that it was going somewhere, like we was

909
00:40:26,680 --> 00:40:30,240
Speaker 3: getting some traction and I was making one hundred thousand

910
00:40:30,239 --> 00:40:32,880
Speaker 3: dollars a year. But I was like, I'm broke. So

911
00:40:33,520 --> 00:40:36,000
Speaker 3: I didn't tell anybody. I didn't tell my wife, I

912
00:40:36,000 --> 00:40:38,840
Speaker 3: didn't tell my sisters, my mother, nobody.

913
00:40:39,160 --> 00:40:43,239
Speaker 5: I just quit and everybody was like, what the fuck

914
00:40:43,280 --> 00:40:44,600
Speaker 5: are you doing? Just broke.

915
00:40:44,680 --> 00:40:48,320
Speaker 3: They was just lending me bread like a year ago,

916
00:40:48,760 --> 00:40:51,360
Speaker 3: and now you're making one hundred grand. Everybody think that

917
00:40:51,400 --> 00:40:54,880
Speaker 3: you made it. You back and I'm like, no, I

918
00:40:54,920 --> 00:40:58,920
Speaker 3: can't get comfortable. Comfort is the worst drug.

919
00:40:59,040 --> 00:41:00,760
Speaker 5: To me, at least for an entrepreneur.

920
00:41:01,040 --> 00:41:04,120
Speaker 3: So I was like, I can't get comfortable. I'm sorry.

921
00:41:04,320 --> 00:41:06,759
Speaker 3: And I knew that everybody was going to try to

922
00:41:06,800 --> 00:41:10,520
Speaker 3: talk me out of it. So I was like, nah, son,

923
00:41:10,719 --> 00:41:14,080
Speaker 3: I got to pull the rogue. Yeah, I gotta go, rogue,

924
00:41:14,239 --> 00:41:19,160
Speaker 3: go rogue, And I quit and shit went left. Shit

925
00:41:19,320 --> 00:41:22,839
Speaker 3: got worse because we couldn't get funding for meds low,

926
00:41:23,560 --> 00:41:26,759
Speaker 3: so we didn't get funding for it. Shit went left

927
00:41:26,960 --> 00:41:31,440
Speaker 3: and out of nowhere. These dudes that that I was

928
00:41:31,480 --> 00:41:34,719
Speaker 3: telling you about that owned the group of compound pharmacies nationwide,

929
00:41:35,000 --> 00:41:38,839
Speaker 3: these businessmen, but they didn't understand pharmacy. They reached out

930
00:41:38,880 --> 00:41:41,280
Speaker 3: to us and they was like, yo, son, I need

931
00:41:42,239 --> 00:41:44,400
Speaker 3: u wall to come and run out pharmacies. It was

932
00:41:44,400 --> 00:41:48,560
Speaker 3: twelve pharmacies nationwide. They didn't understand pharmacy at all, but

933
00:41:48,640 --> 00:41:51,440
Speaker 3: they understood the business model that they created, which was

934
00:41:51,640 --> 00:41:55,560
Speaker 3: compounding their paint creams. That's what business they were in.

935
00:41:55,920 --> 00:41:58,080
Speaker 3: So we was like, no problem, we could run the pharmacies.

936
00:41:58,600 --> 00:41:59,960
Speaker 3: And but we got eight percent.

937
00:42:00,480 --> 00:42:03,319
Speaker 5: We got eight percent of that business and yeah, it's

938
00:42:03,320 --> 00:42:07,000
Speaker 5: eight percent of that business. And that business was doing

939
00:42:07,160 --> 00:42:10,080
Speaker 5: a million a month, million a month, yeah, a million

940
00:42:10,160 --> 00:42:12,439
Speaker 5: dollars a month. That business was doing. So they brought

941
00:42:12,480 --> 00:42:16,319
Speaker 5: us into it and we were killing it.

942
00:42:17,520 --> 00:42:20,319
Speaker 3: And then they brought a new CEO in and that

943
00:42:20,400 --> 00:42:25,160
Speaker 3: new CEO burnt the company. And we didn't have no say,

944
00:42:25,280 --> 00:42:27,759
Speaker 3: we had eight percent. We were poo punts, you know.

945
00:42:29,640 --> 00:42:32,920
Speaker 3: So that ceo burnt the company. We sold our shares

946
00:42:33,440 --> 00:42:35,719
Speaker 3: and we got out of that business and that was

947
00:42:35,760 --> 00:42:39,680
Speaker 3: twenty fourteen when we started Independent Medical Crew.

948
00:42:39,960 --> 00:42:42,720
Speaker 5: Gotcha, So, what what do you need?

949
00:42:42,800 --> 00:42:46,239
Speaker 4: Like, what's the licensing that you need to operate having

950
00:42:46,280 --> 00:42:46,800
Speaker 4: business that you know?

951
00:42:47,080 --> 00:42:49,680
Speaker 7: So for a clinic in our space, right, you need

952
00:42:49,680 --> 00:42:52,040
Speaker 7: a couple of things. Right, So the way we operate generally,

953
00:42:52,360 --> 00:42:54,000
Speaker 7: like I mentioned earlier, we would like to go in

954
00:42:54,040 --> 00:42:56,239
Speaker 7: the area. We typically would talk to the Department of FELA.

955
00:42:56,320 --> 00:42:57,920
Speaker 7: So you need like a general stuff that you need

956
00:42:57,920 --> 00:43:00,000
Speaker 7: for regular retail business, you need like a business license.

957
00:43:02,160 --> 00:43:02,319
Speaker 1: Yo.

958
00:43:02,440 --> 00:43:05,480
Speaker 9: If you thought the mc crispy was busting, hold up,

959
00:43:06,120 --> 00:43:10,080
Speaker 9: bacon and Ranch have entered the chat. Say hello to

960
00:43:10,160 --> 00:43:13,480
Speaker 9: the bacon Ranch mccrispy by t by by five.

961
00:43:13,719 --> 00:43:15,360
Speaker 1: I participated in McDonald's lik me the.

962
00:43:15,360 --> 00:43:17,680
Speaker 5: Time only Erness.

963
00:43:17,680 --> 00:43:18,080
Speaker 1: What's Up?

964
00:43:18,160 --> 00:43:21,200
Speaker 2: You ever walk into a small business and everything just works,

965
00:43:21,560 --> 00:43:24,880
Speaker 2: like the checkout is fast, or seats are digital, tipping

966
00:43:25,120 --> 00:43:27,560
Speaker 2: is a breeze and you're out the door before the

967
00:43:27,600 --> 00:43:31,960
Speaker 2: line even builds. Odds are they're using Square? We love

968
00:43:32,000 --> 00:43:35,200
Speaker 2: supporting businesses that run on Square because it just feels seamless,

969
00:43:35,320 --> 00:43:37,880
Speaker 2: whether it's a local coffee shop, a vendor at a

970
00:43:37,920 --> 00:43:39,800
Speaker 2: pop up market or even one.

971
00:43:39,640 --> 00:43:40,760
Speaker 1: Of our merch partners.

972
00:43:41,000 --> 00:43:44,799
Speaker 2: Square makes it easy for them to take payments, manage inventory,

973
00:43:44,880 --> 00:43:48,880
Speaker 2: and run their business with confidence, all from one simple system.

974
00:43:49,280 --> 00:43:51,839
Speaker 2: If you're a business owner or even just thinking about

975
00:43:51,920 --> 00:43:55,040
Speaker 2: launching something soon, Square is hands down one of the

976
00:43:55,040 --> 00:43:58,480
Speaker 2: best tools out there to help you start, run, and grow.

977
00:43:58,800 --> 00:44:01,800
Speaker 2: It's not just about payment, it's about giving you time

978
00:44:01,880 --> 00:44:03,399
Speaker 2: back so you can focus on.

979
00:44:03,360 --> 00:44:04,839
Speaker 1: What matters most ready.

980
00:44:04,840 --> 00:44:08,240
Speaker 2: To see how Square can transform your business, visit Square

981
00:44:08,280 --> 00:44:12,840
Speaker 2: dot com backslash, go backslash eyl to learn more that

982
00:44:13,040 --> 00:44:18,480
Speaker 2: Square dot com backslash, go backslash eyl. Don't wait, don't hesitate.

983
00:44:18,600 --> 00:44:20,960
Speaker 2: Let's Square handle the back end so you can keep

984
00:44:21,000 --> 00:44:27,080
Speaker 2: pushing your vision forward. This episode is brought to you

985
00:44:27,120 --> 00:44:29,399
Speaker 2: by P and C Bank. A lot of people think

986
00:44:29,440 --> 00:44:33,319
Speaker 2: podcasts about work are boring, and sure, they definitely can be,

987
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Speaker 2: but understanding a professionals routine shows us how they achieve

988
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Speaker 2: their success little by little, day after day. It's like

989
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Speaker 2: banking with P and C Bank. It might seem boring

990
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Speaker 2: to save, plan and make calculated decisions with your bank,

991
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Speaker 2: but keeping your money boring is what helps you live

992
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Speaker 2: or more happily fulfilled. Life, P and C Bank brilliantly

993
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Speaker 2: boring since eighteen sixty five. Brilliantly boring since eighteen sixty

994
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995
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Speaker 2: P and C Bank National Association Member fdi C.

996
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Speaker 7: For US, you need what it's called a side I

997
00:45:10,480 --> 00:45:13,480
Speaker 7: D right, so you call the Department Felth. And depending

998
00:45:13,480 --> 00:45:15,880
Speaker 7: on where you are, if you plan on building like Medicaid,

999
00:45:15,960 --> 00:45:18,440
Speaker 7: you need like a CMS nunmuty typically with contact CMS,

1000
00:45:18,440 --> 00:45:21,000
Speaker 7: which is the senser for Medicaid and Medicare services, so

1001
00:45:21,040 --> 00:45:22,840
Speaker 7: you need a license from that. You might need a

1002
00:45:25,200 --> 00:45:27,560
Speaker 7: you know, clip of saying like NPI numbers, NCPP numbers.

1003
00:45:27,560 --> 00:45:29,880
Speaker 7: So it really just depends on what vertical you're plan doing.

1004
00:45:29,960 --> 00:45:31,880
Speaker 7: So if it's if it's you know, STD or if

1005
00:45:31,920 --> 00:45:34,520
Speaker 7: it's primary care, will determine what type of license you need.

1006
00:45:34,520 --> 00:45:37,399
Speaker 7: But obviously you actually need a physician who has you know,

1007
00:45:37,440 --> 00:45:39,920
Speaker 7: a physician license. But it really just depends. But for

1008
00:45:40,040 --> 00:45:42,560
Speaker 7: us it's very simple. Is the Department Felth give us

1009
00:45:42,600 --> 00:45:45,319
Speaker 7: what we call a testing side I D number and

1010
00:45:45,360 --> 00:45:48,720
Speaker 7: that what kind of gives you the ability to provide

1011
00:45:48,719 --> 00:45:50,600
Speaker 7: the testing and treating. Then you need a clear US

1012
00:45:50,600 --> 00:45:51,840
Speaker 7: well that way you can be able to you know,

1013
00:45:51,920 --> 00:45:54,560
Speaker 7: draw blood and stuff like that. So there's certain licensing

1014
00:45:54,600 --> 00:45:57,319
Speaker 7: you need. It just varies depending on what state you're

1015
00:45:57,360 --> 00:46:00,480
Speaker 7: in and what modality or what vertical that you're.

1016
00:46:00,080 --> 00:46:01,680
Speaker 2: How long does that take, right, because a lot of

1017
00:46:01,719 --> 00:46:03,600
Speaker 2: times you apply for something, it's like.

1018
00:46:03,560 --> 00:46:04,640
Speaker 5: Oh, it definitely takes time.

1019
00:46:04,680 --> 00:46:06,960
Speaker 7: Dealing with the dealing with the bureaucracy of the government

1020
00:46:07,000 --> 00:46:09,399
Speaker 7: definitely takes a long time and it costs too. Right,

1021
00:46:09,480 --> 00:46:13,319
Speaker 7: So for us to get one of our clinics up

1022
00:46:13,320 --> 00:46:15,000
Speaker 7: and running, to get the thole license, it typically takes

1023
00:46:15,000 --> 00:46:17,360
Speaker 7: about ninety days to get everything, just because there's so

1024
00:46:17,440 --> 00:46:20,200
Speaker 7: many codependencies and stuff because you gotta wait for this

1025
00:46:20,239 --> 00:46:21,520
Speaker 7: to come in before you can apply for that, and

1026
00:46:21,560 --> 00:46:23,000
Speaker 7: you have to wait for DA You have to wait

1027
00:46:23,360 --> 00:46:25,920
Speaker 7: so certain things that you need. But yeah, but it

1028
00:46:25,960 --> 00:46:27,239
Speaker 7: generally takes about ninety days.

1029
00:46:27,280 --> 00:46:28,440
Speaker 5: And how much would it start?

1030
00:46:28,480 --> 00:46:30,239
Speaker 4: Like, if I want to open up a clinic, how

1031
00:46:30,320 --> 00:46:32,840
Speaker 4: much operating money you need?

1032
00:46:33,160 --> 00:46:35,279
Speaker 7: So for us to open up a clinical costs about

1033
00:46:35,280 --> 00:46:36,879
Speaker 7: three mines of the fifty k to get a full

1034
00:46:36,920 --> 00:46:38,880
Speaker 7: brick and mortar clinic up and running. To get a

1035
00:46:38,880 --> 00:46:41,440
Speaker 7: mobile clinic, it'll rain you anywhere from two fifty maybe

1036
00:46:41,480 --> 00:46:43,760
Speaker 7: a million, depending on how lavish you want. The mobile

1037
00:46:43,760 --> 00:46:46,319
Speaker 7: clinic ours are pretty small, so we try to keep

1038
00:46:46,360 --> 00:46:50,160
Speaker 7: it between two to three hundred thousand, but that's generally

1039
00:46:50,200 --> 00:46:52,480
Speaker 7: what the barrier entry would be to get into what

1040
00:46:52,520 --> 00:46:52,879
Speaker 7: we do.

1041
00:46:53,120 --> 00:46:55,600
Speaker 3: Yeah, and the mobile clinics. When we talk about mobile clinics,

1042
00:46:55,640 --> 00:46:59,600
Speaker 3: your mobile clinic could be a two exam room mobile

1043
00:46:59,600 --> 00:47:03,799
Speaker 3: clinic waiting room on wheels, or it could be one

1044
00:47:03,840 --> 00:47:07,040
Speaker 3: exam room. Like hours hours are sprinter trucks, So we

1045
00:47:07,120 --> 00:47:09,399
Speaker 3: get sprinter trucks and we put them on the road

1046
00:47:09,400 --> 00:47:11,359
Speaker 3: because it's a lot easier and quicker to get them

1047
00:47:11,400 --> 00:47:13,120
Speaker 3: on the road. So we don't want to have to

1048
00:47:13,160 --> 00:47:17,680
Speaker 3: wait for a build out of a big mobile clinic

1049
00:47:18,040 --> 00:47:20,920
Speaker 3: that has two exam rooms, or have to wait for

1050
00:47:21,600 --> 00:47:25,960
Speaker 3: have to worry about licensing for that for that truck

1051
00:47:26,080 --> 00:47:28,520
Speaker 3: on the road, because that truck is that big that

1052
00:47:28,600 --> 00:47:31,520
Speaker 3: means they need to have a CDL license to drive

1053
00:47:31,560 --> 00:47:33,680
Speaker 3: that truck. So now we put ourselves in a whole

1054
00:47:33,719 --> 00:47:37,360
Speaker 3: nother situation financially, which we try not to. So we

1055
00:47:37,440 --> 00:47:39,479
Speaker 3: try to get the smaller mobile clinics so we could

1056
00:47:39,480 --> 00:47:41,960
Speaker 3: get it out the door quicker and we could get

1057
00:47:42,000 --> 00:47:44,960
Speaker 3: to work, and that get to work for us is

1058
00:47:46,760 --> 00:47:52,320
Speaker 3: ten to twenty new patients per day per mobile clinic, right,

1059
00:47:52,680 --> 00:47:53,279
Speaker 3: So that's what.

1060
00:47:53,360 --> 00:47:56,280
Speaker 2: I was looking at them like, obviously from operational standpoint.

1061
00:47:56,280 --> 00:48:00,440
Speaker 2: Obviously in business mind, it's like, before I can create clinic,

1062
00:48:00,520 --> 00:48:02,719
Speaker 2: I need to know how many things that happen to

1063
00:48:02,719 --> 00:48:05,280
Speaker 2: see exactly on a daily basis, on a monthly basis

1064
00:48:05,800 --> 00:48:09,400
Speaker 2: basis exactly because that will determine obviously how much profitability.

1065
00:48:09,520 --> 00:48:13,480
Speaker 2: Profitabilityes absolutely so when when you're looking at that, that's

1066
00:48:13,520 --> 00:48:16,400
Speaker 2: something you have to learn. But when do you realize, Okay,

1067
00:48:16,640 --> 00:48:19,479
Speaker 2: we've hit our number here, let's scale to another area,

1068
00:48:19,600 --> 00:48:20,520
Speaker 2: Let's get another truck.

1069
00:48:20,800 --> 00:48:22,600
Speaker 7: To be honestly, like I said, we said earlier, man,

1070
00:48:22,680 --> 00:48:25,880
Speaker 7: the need is so vast that even with the twelve

1071
00:48:25,920 --> 00:48:28,719
Speaker 7: or fifteen mobile clinics we have now in the eight locations,

1072
00:48:28,760 --> 00:48:30,839
Speaker 7: I think we actually have tens that we signed two

1073
00:48:30,920 --> 00:48:33,759
Speaker 7: new leases this week, we're still not covering the whole

1074
00:48:33,760 --> 00:48:34,280
Speaker 7: state of Florida.

1075
00:48:34,320 --> 00:48:36,000
Speaker 5: There's still so much, so much that we need.

1076
00:48:36,040 --> 00:48:38,879
Speaker 7: And that's why we created Healthy MD because we feel

1077
00:48:38,920 --> 00:48:41,239
Speaker 7: as if you know, just future thinking and trying to

1078
00:48:41,239 --> 00:48:43,000
Speaker 7: future prove our business, we want to make sure we're

1079
00:48:43,000 --> 00:48:45,279
Speaker 7: able to you know, kind of get you know, a

1080
00:48:45,320 --> 00:48:49,080
Speaker 7: more of a nationwide platform, but you know, you just

1081
00:48:49,160 --> 00:48:50,719
Speaker 7: kind of get the colomies of scale. So for us,

1082
00:48:50,760 --> 00:48:52,960
Speaker 7: we know that once we get to a certain amount

1083
00:48:53,000 --> 00:48:56,040
Speaker 7: of patients, we generally will put two or three mobile

1084
00:48:56,040 --> 00:48:58,560
Speaker 7: clinics out and then we'll move on to another another area.

1085
00:48:58,640 --> 00:49:00,719
Speaker 7: So once we can get enough affiliate partners. When I

1086
00:49:00,719 --> 00:49:02,800
Speaker 7: say affiliate partners in the community, I'm talking about the

1087
00:49:02,800 --> 00:49:05,880
Speaker 7: halfway houses substanti these clinics. Once we figure figure that

1088
00:49:05,920 --> 00:49:08,400
Speaker 7: out and we know that this clinic is sustainable with

1089
00:49:08,480 --> 00:49:11,080
Speaker 7: at least about two hundred active patients, then we'll move

1090
00:49:11,120 --> 00:49:13,640
Speaker 7: on to the next Because definitely don't want people say,

1091
00:49:14,840 --> 00:49:16,240
Speaker 7: you know, don't put all your eggs in one basket.

1092
00:49:16,280 --> 00:49:17,600
Speaker 7: For us, we like, we're gonna put all our eggs

1093
00:49:17,600 --> 00:49:18,879
Speaker 7: in that basket, and you're going to protect the heck

1094
00:49:18,920 --> 00:49:20,839
Speaker 7: out of the basket. So we put all our eggs

1095
00:49:20,840 --> 00:49:22,880
Speaker 7: in that one basket, in that one clinic, grow it,

1096
00:49:22,960 --> 00:49:24,680
Speaker 7: and then we'll move on to the next location.

1097
00:49:25,560 --> 00:49:30,680
Speaker 3: And because we are so knowledgeable of the industry and

1098
00:49:30,800 --> 00:49:35,359
Speaker 3: what we do today, we don't have to Our team

1099
00:49:35,360 --> 00:49:37,799
Speaker 3: already did the work on where we're going next.

1100
00:49:38,200 --> 00:49:41,240
Speaker 5: Right, know where we're going, yeah, exactly exactly.

1101
00:49:41,239 --> 00:49:42,960
Speaker 4: We know what cities we're going to, we know what

1102
00:49:43,000 --> 00:49:45,840
Speaker 4: states we're going to, we know what areas.

1103
00:49:45,880 --> 00:49:47,480
Speaker 3: We know if we're doing a mobile clinic or a

1104
00:49:47,520 --> 00:49:49,239
Speaker 3: brick and mortar. We know if we're doing brick and

1105
00:49:49,280 --> 00:49:51,839
Speaker 3: mortar and five mobile clinics, because some of our brick

1106
00:49:51,840 --> 00:49:54,279
Speaker 3: and mortar is just hubs for our mobile clinics, and

1107
00:49:54,320 --> 00:49:57,920
Speaker 3: our mobile clinics go in five different directions every morning

1108
00:49:58,320 --> 00:49:59,480
Speaker 3: and go to different community.

1109
00:49:59,560 --> 00:50:01,520
Speaker 7: Yea, that I guess the reason why we have more

1110
00:50:01,560 --> 00:50:05,439
Speaker 7: mobile clinics than physical locations because our business model is different.

1111
00:50:05,480 --> 00:50:05,560
Speaker 1: Right.

1112
00:50:05,600 --> 00:50:07,160
Speaker 7: We don't open up a clinic like clips, sit and

1113
00:50:07,160 --> 00:50:09,320
Speaker 7: wait for people to come. We bring the services to

1114
00:50:09,320 --> 00:50:12,360
Speaker 7: people who would in otherwise come to a clinic, otherwise

1115
00:50:12,360 --> 00:50:13,160
Speaker 7: even come to a doctor.

1116
00:50:13,200 --> 00:50:14,000
Speaker 5: It's funny a.

1117
00:50:14,040 --> 00:50:16,680
Speaker 7: Lot of the people that we service, I mean, we're

1118
00:50:16,719 --> 00:50:19,040
Speaker 7: like they're source for a physician. I mean, because they're like,

1119
00:50:19,200 --> 00:50:21,080
Speaker 7: I'm not going to the doctor. We don't go As

1120
00:50:21,120 --> 00:50:22,880
Speaker 7: a culture, we don't normally go to the doctor unless

1121
00:50:22,880 --> 00:50:25,759
Speaker 7: it's broken, the bleeding, We're not going to the doctor unfortunately,

1122
00:50:25,800 --> 00:50:27,960
Speaker 7: So we have to actually, you know, kind of bring

1123
00:50:28,000 --> 00:50:29,279
Speaker 7: the services to them.

1124
00:50:29,840 --> 00:50:35,120
Speaker 4: So as far as the business model, how you make

1125
00:50:35,120 --> 00:50:38,080
Speaker 4: money from this from Medicaid, people like people coming and

1126
00:50:38,120 --> 00:50:41,520
Speaker 4: you're charging them the medicaid and the Medicaid reimbursing it.

1127
00:50:41,880 --> 00:50:46,719
Speaker 3: Right, right, So remember all the healthcare services are free.

1128
00:50:47,239 --> 00:50:49,399
Speaker 3: We don't charge for it at all. We don't build

1129
00:50:49,400 --> 00:50:52,920
Speaker 3: insurance for it. That's another reason why our license structure.

1130
00:50:53,200 --> 00:50:55,080
Speaker 3: We don't have to get as many licenses as what

1131
00:50:55,080 --> 00:50:57,520
Speaker 3: I build as another clinic because we're not billing. But

1132
00:50:57,640 --> 00:51:00,760
Speaker 3: it also gives us autonomy in some case as well.

1133
00:51:00,920 --> 00:51:03,839
Speaker 3: And this is why you need good attorneys because good

1134
00:51:03,840 --> 00:51:05,840
Speaker 3: attorneys will break that down for you and say, HEO,

1135
00:51:06,200 --> 00:51:09,400
Speaker 3: you're making twenty five dollars to see this patient for

1136
00:51:09,440 --> 00:51:12,879
Speaker 3: a visit. That twenty five dollars does nothing for you.

1137
00:51:13,719 --> 00:51:16,360
Speaker 3: Where's the money at so you could continue to provide

1138
00:51:16,400 --> 00:51:20,720
Speaker 3: this service. The money's in the medication. The medication costs

1139
00:51:20,920 --> 00:51:24,600
Speaker 3: one thousand dollars, two thousand and five, ten thousand, depending

1140
00:51:24,680 --> 00:51:28,799
Speaker 3: on the medication or the ailment that you're providing for, right,

1141
00:51:28,840 --> 00:51:32,560
Speaker 3: that you're solving for. So when our attorney's broke it

1142
00:51:32,600 --> 00:51:34,960
Speaker 3: down to us and they said you could do this,

1143
00:51:35,320 --> 00:51:37,160
Speaker 3: but this is going to stop you from giving away

1144
00:51:38,000 --> 00:51:42,800
Speaker 3: food vouchers, transportation, housing, all of those stuff. You can't

1145
00:51:42,920 --> 00:51:45,040
Speaker 3: give that stuff away when you're own a clinic. When

1146
00:51:45,040 --> 00:51:47,839
Speaker 3: you're on a clinic, that's illegal for you to give

1147
00:51:47,880 --> 00:51:51,120
Speaker 3: out food vouchers. They call it an inducement. So we

1148
00:51:51,239 --> 00:51:53,360
Speaker 3: had to figure out the best way to provide for

1149
00:51:53,440 --> 00:51:59,160
Speaker 3: our community without bailing on CMS or Medicaid. Cause CMS

1150
00:51:59,160 --> 00:52:03,200
Speaker 3: and Medicaid that's got charge. They're government funded, so they're

1151
00:52:03,239 --> 00:52:05,640
Speaker 3: paying you. If they're paying you, they got a whole

1152
00:52:05,680 --> 00:52:08,600
Speaker 3: different rules and regulations behind CMS and Medicaid, right, So

1153
00:52:08,600 --> 00:52:09,880
Speaker 3: that's why we don't get involved in them.

1154
00:52:09,880 --> 00:52:10,879
Speaker 5: We don't use them at all.

1155
00:52:10,960 --> 00:52:13,680
Speaker 7: Right, So for us man, so all the testing and

1156
00:52:13,760 --> 00:52:16,640
Speaker 7: all the medical services are free. So the renumeration comes

1157
00:52:16,680 --> 00:52:18,040
Speaker 7: from the feeling of the prescriptions.

1158
00:52:18,120 --> 00:52:18,239
Speaker 1: Right.

1159
00:52:18,320 --> 00:52:21,000
Speaker 7: So similar to like if you've ever been to like

1160
00:52:21,040 --> 00:52:23,760
Speaker 7: an urgent care, we have like dispensaries in our clinics.

1161
00:52:23,920 --> 00:52:25,319
Speaker 7: So when you come in, if you've ever been to

1162
00:52:25,360 --> 00:52:27,400
Speaker 7: like an urgent care, you're going there whatever issue you have.

1163
00:52:27,440 --> 00:52:28,799
Speaker 7: Typically when you walk out, they can give you an

1164
00:52:28,800 --> 00:52:30,560
Speaker 7: antibotic or they will give you a prescription right then

1165
00:52:30,560 --> 00:52:32,320
Speaker 7: and there. So our clinics are kind of built the

1166
00:52:32,320 --> 00:52:35,160
Speaker 7: same way, we have a dispensaries in them where you

1167
00:52:35,239 --> 00:52:38,280
Speaker 7: come in and the medical services which is the testing,

1168
00:52:38,360 --> 00:52:41,400
Speaker 7: is absolutely free. But the treatment, which is the medication components,

1169
00:52:41,400 --> 00:52:43,799
Speaker 7: where we actually make the revenue. So people will come

1170
00:52:43,800 --> 00:52:45,680
Speaker 7: in and they may not have insurance at all, right,

1171
00:52:45,719 --> 00:52:47,759
Speaker 7: because for us we are open to any and everybody,

1172
00:52:47,920 --> 00:52:50,160
Speaker 7: but our patient services and our case managers would help

1173
00:52:50,160 --> 00:52:53,840
Speaker 7: that person procure insurance in order to make them a profitable.

1174
00:52:53,680 --> 00:52:57,040
Speaker 4: So of course, okay, so anybody can go in, there's

1175
00:52:57,040 --> 00:52:57,920
Speaker 4: no charge.

1176
00:52:57,640 --> 00:52:58,280
Speaker 5: No charge.

1177
00:52:58,920 --> 00:53:01,360
Speaker 7: But if you actually if you have you have something,

1178
00:53:01,600 --> 00:53:04,080
Speaker 7: and let's say you have something, you have insurance, then well,

1179
00:53:04,080 --> 00:53:06,720
Speaker 7: obviously we'll build your insurance for the actual medication treatment.

1180
00:53:06,840 --> 00:53:09,040
Speaker 7: But if you come in and you don't have insurance,

1181
00:53:09,120 --> 00:53:11,200
Speaker 7: obviously the medication is very expensive, then you'll go through

1182
00:53:11,200 --> 00:53:13,920
Speaker 7: our patient services will help procure your insurance to help

1183
00:53:13,960 --> 00:53:14,960
Speaker 7: you get the actual treatment.

1184
00:53:15,000 --> 00:53:17,239
Speaker 5: So we only make renumeration from the treatment, and that's

1185
00:53:17,280 --> 00:53:18,720
Speaker 5: like Medicaid.

1186
00:53:18,239 --> 00:53:20,840
Speaker 7: So it's not generally it is not medicaid because for

1187
00:53:20,880 --> 00:53:22,880
Speaker 7: the program that we're on program that we do, it

1188
00:53:22,920 --> 00:53:25,880
Speaker 7: can't can't. We can't build any Medicaid or Medicare, We

1189
00:53:25,920 --> 00:53:27,920
Speaker 7: can't do any government payers because of the fact that

1190
00:53:28,000 --> 00:53:31,080
Speaker 7: we give away the medical services for free. So it's

1191
00:53:31,120 --> 00:53:34,319
Speaker 7: generally is either exchange health plan that they're on or

1192
00:53:34,320 --> 00:53:36,279
Speaker 7: some type of commercial health plan. And how much is

1193
00:53:36,320 --> 00:53:42,400
Speaker 7: the medication so for generally our cost or the actual reimbursement,

1194
00:53:42,480 --> 00:53:47,160
Speaker 7: like the reimbursement so for for HIV, it ranges the

1195
00:53:47,200 --> 00:53:49,800
Speaker 7: reimbursed specifically anyway from a thousand to maybe five thousand,

1196
00:53:49,800 --> 00:53:52,239
Speaker 7: depending on the actual medication for like one bottle for.

1197
00:53:52,239 --> 00:53:54,480
Speaker 5: One bottle, one bottle, one bottle.

1198
00:53:54,280 --> 00:53:56,640
Speaker 7: One month supply for prep which there are a couple

1199
00:53:56,680 --> 00:53:58,520
Speaker 7: of medications that are prepp There's there's one that's called

1200
00:53:58,520 --> 00:54:02,360
Speaker 7: Truvada and one the scovy, that's the HIV prevention medication.

1201
00:54:02,840 --> 00:54:04,399
Speaker 5: I see the commercial commercial the time.

1202
00:54:04,320 --> 00:54:04,680
Speaker 1: Every time.

1203
00:54:04,760 --> 00:54:06,960
Speaker 2: Yeah, but it's always the craziest commercial because you see

1204
00:54:06,960 --> 00:54:09,239
Speaker 2: people smiling on the beach, right and then they're talking

1205
00:54:09,239 --> 00:54:15,080
Speaker 2: about like then you hear the side effects.

1206
00:54:15,120 --> 00:54:18,360
Speaker 7: But it depends, right, So the people, the customers and

1207
00:54:18,600 --> 00:54:20,959
Speaker 7: the people that we service, most of them should because

1208
00:54:20,960 --> 00:54:23,439
Speaker 7: they're living riskier lives right there, typical Like I said,

1209
00:54:23,520 --> 00:54:25,960
Speaker 7: if they're at a halfway house, they're substance abuse people

1210
00:54:26,239 --> 00:54:27,640
Speaker 7: who are either you know.

1211
00:54:27,640 --> 00:54:30,680
Speaker 5: My real viewsers hired risk sharing needles. They need to

1212
00:54:30,719 --> 00:54:31,000
Speaker 5: be on it.

1213
00:54:31,040 --> 00:54:33,880
Speaker 7: So for that medication, the reimbursement ranges anywhere from fifteen

1214
00:54:33,920 --> 00:54:37,239
Speaker 7: hundreds to eighteen hundred dollars. Hepatitis is another elment that

1215
00:54:37,280 --> 00:54:40,040
Speaker 7: we treat, and that reimbursement is ridiculous. It is anywhere

1216
00:54:40,040 --> 00:54:42,880
Speaker 7: from fifteen to thirty thousand dollars thirty thousand, thirty thousand

1217
00:54:42,920 --> 00:54:43,480
Speaker 7: per month.

1218
00:54:43,840 --> 00:54:46,040
Speaker 5: It's a cure patient's patient.

1219
00:54:46,080 --> 00:54:50,560
Speaker 4: It's a treatment, but it's three month treatment and then

1220
00:54:50,600 --> 00:54:52,280
Speaker 4: you don't have to take it. Anim what's the percentage

1221
00:54:52,280 --> 00:54:55,359
Speaker 4: of people that come in that actually have something for us?

1222
00:54:55,360 --> 00:54:58,040
Speaker 4: It's about eighty five percent. So you people they know

1223
00:54:58,160 --> 00:54:59,320
Speaker 4: that something's not right.

1224
00:54:59,200 --> 00:55:08,840
Speaker 8: Right no for instance, So the difference that so the

1225
00:55:08,880 --> 00:55:12,920
Speaker 8: difference for us cling.

1226
00:55:14,920 --> 00:55:16,279
Speaker 5: So the difference for us.

1227
00:55:16,280 --> 00:55:18,960
Speaker 7: The reason why our conversion rates are so high is

1228
00:55:19,000 --> 00:55:22,040
Speaker 7: again because of our target audience. Right, So we go

1229
00:55:22,160 --> 00:55:24,560
Speaker 7: specifically after the people who are at the risk. Our

1230
00:55:24,600 --> 00:55:27,080
Speaker 7: business model is different. We're not like open up a

1231
00:55:27,080 --> 00:55:29,560
Speaker 7: clinic and come on, come on. We're going specifically after

1232
00:55:29,600 --> 00:55:31,440
Speaker 7: the people that we know that going to be at race,

1233
00:55:31,520 --> 00:55:32,200
Speaker 7: and we know that.

1234
00:55:33,040 --> 00:55:36,440
Speaker 1: Your wind is built you know, right, right, right right.

1235
00:55:36,320 --> 00:55:37,719
Speaker 7: So like I said, the places that we're going to

1236
00:55:37,760 --> 00:55:41,319
Speaker 7: like most recently, the president of our companies actually a

1237
00:55:41,480 --> 00:55:45,600
Speaker 7: very smart black woman. And one of the new initiatives

1238
00:55:45,600 --> 00:55:47,600
Speaker 7: that we had earlier this year that we never even

1239
00:55:47,640 --> 00:55:50,040
Speaker 7: thought about was actually the jail systems of the prison systems.

1240
00:55:50,160 --> 00:55:51,880
Speaker 7: So we actually go into like the jails now and

1241
00:55:51,920 --> 00:55:55,200
Speaker 7: the prison is providing the same sexual healthcare to them.

1242
00:55:55,239 --> 00:55:56,080
Speaker 5: And it's like.

1243
00:55:57,440 --> 00:56:02,040
Speaker 4: This is well, let me just say something that's interesting.

1244
00:56:03,320 --> 00:56:04,759
Speaker 5: How they getting STDs in jail?

1245
00:56:07,680 --> 00:56:10,879
Speaker 4: Yeah, so yeah, so, so it's a lot of that's

1246
00:56:10,880 --> 00:56:13,240
Speaker 4: not a reasonable question to ask. No, it's a reasonable question.

1247
00:56:13,280 --> 00:56:15,960
Speaker 4: It's it's a it's a it's a great question. But

1248
00:56:16,480 --> 00:56:19,000
Speaker 4: things are happening that we don't know. We don't know

1249
00:56:19,080 --> 00:56:21,759
Speaker 4: what's happening, right, we know. And another thing too that

1250
00:56:21,880 --> 00:56:25,280
Speaker 4: jails do not test on a regular basis.

1251
00:56:24,880 --> 00:56:27,759
Speaker 5: Come in so people are coming into it allowing.

1252
00:56:27,520 --> 00:56:30,439
Speaker 3: Them and the problem too is that they don't want

1253
00:56:30,480 --> 00:56:35,879
Speaker 3: to see this is a cost on saving situation, right

1254
00:56:36,200 --> 00:56:39,239
Speaker 3: if they test you, they gotta treat you, right, So

1255
00:56:39,280 --> 00:56:41,720
Speaker 3: they don't test you because they like, I'm not spending

1256
00:56:41,719 --> 00:56:44,160
Speaker 3: my money on that. And remember jails are private, so

1257
00:56:44,360 --> 00:56:47,120
Speaker 3: now most jails are private, so now you have to

1258
00:56:47,160 --> 00:56:49,120
Speaker 3: spend that money to treat that person. You can't let

1259
00:56:49,200 --> 00:56:51,719
Speaker 3: that person sit there with hepatitis C if you test

1260
00:56:51,760 --> 00:56:54,239
Speaker 3: them and you know they're positive for he f C. Right,

1261
00:56:54,960 --> 00:56:57,279
Speaker 3: so they're responsible for the healthcare of that person. So

1262
00:56:57,360 --> 00:56:59,640
Speaker 3: they try to do the bare minimum, but they don't

1263
00:56:59,640 --> 00:57:00,880
Speaker 3: test everything.

1264
00:57:01,440 --> 00:57:04,400
Speaker 2: There's a fine line in this business, right it is

1265
00:57:04,480 --> 00:57:09,200
Speaker 2: because you make money on the treatment, but really there

1266
00:57:09,520 --> 00:57:11,280
Speaker 2: needs to be money spent for the prevention.

1267
00:57:11,840 --> 00:57:12,360
Speaker 5: Exactly.

1268
00:57:12,840 --> 00:57:13,840
Speaker 1: How do you balance that?

1269
00:57:14,160 --> 00:57:14,399
Speaker 5: Listen?

1270
00:57:14,480 --> 00:57:16,760
Speaker 7: That's that's one of the biggest lifts for us, right

1271
00:57:16,840 --> 00:57:20,280
Speaker 7: is the education, and it is the education in the statement,

1272
00:57:20,320 --> 00:57:22,200
Speaker 7: we spend a lot of time and a lot of money.

1273
00:57:22,200 --> 00:57:25,800
Speaker 7: One of our recent partnerships with the author Ash Foundation

1274
00:57:25,880 --> 00:57:27,640
Speaker 7: in New York because they do a lot of outreach

1275
00:57:27,680 --> 00:57:30,080
Speaker 7: and education and prevention, and that's what we do. Like

1276
00:57:30,120 --> 00:57:31,720
Speaker 7: I said, most of our all of the healthcare we

1277
00:57:31,760 --> 00:57:34,000
Speaker 7: provider is free because a lot of what we do

1278
00:57:34,160 --> 00:57:37,440
Speaker 7: is education and trying to do a lot of that prevention. So,

1279
00:57:37,800 --> 00:57:39,760
Speaker 7: you know, Cliff, like I said, we can't boil the ocean.

1280
00:57:39,800 --> 00:57:41,400
Speaker 7: We only know we could do our part in what

1281
00:57:41,560 --> 00:57:43,800
Speaker 7: we what we do as far as the verticals that

1282
00:57:43,840 --> 00:57:46,160
Speaker 7: we service. So We do a lot of outreach, We

1283
00:57:46,200 --> 00:57:47,840
Speaker 7: do a lot of events, we do a lot of education.

1284
00:57:47,960 --> 00:57:50,400
Speaker 7: The colleges has been a big initiative of ours, like

1285
00:57:50,440 --> 00:57:52,360
Speaker 7: clips that I think you know, five million is so

1286
00:57:52,520 --> 00:57:54,720
Speaker 7: STDs at the college is last year out of the twenty.

1287
00:57:54,480 --> 00:57:57,280
Speaker 5: Or so million twenty million U s tdationwide.

1288
00:57:57,480 --> 00:57:59,880
Speaker 7: So we try to do initiatives to go out into

1289
00:57:59,920 --> 00:58:03,760
Speaker 7: the colleges and do education and do that. But it's difficult, man,

1290
00:58:04,000 --> 00:58:05,080
Speaker 7: It's definitely a challenge.

1291
00:58:05,120 --> 00:58:05,320
Speaker 1: Yeah.

1292
00:58:05,360 --> 00:58:08,920
Speaker 3: Our balance is the money that we get from the medication,

1293
00:58:09,480 --> 00:58:11,280
Speaker 3: we use it for the free healthcare we provide to

1294
00:58:11,320 --> 00:58:11,920
Speaker 3: the community.

1295
00:58:12,240 --> 00:58:13,560
Speaker 5: Right, That's how balance.

1296
00:58:13,680 --> 00:58:16,520
Speaker 3: We also have a nonprofit called IMG Helps and we

1297
00:58:16,920 --> 00:58:19,960
Speaker 3: and we get grants from the government to help us

1298
00:58:20,040 --> 00:58:22,320
Speaker 3: offset the free healthcare that we.

1299
00:58:22,320 --> 00:58:25,040
Speaker 4: Give in the community as well. Right, So we're working

1300
00:58:25,080 --> 00:58:28,680
Speaker 4: all of these angles to provide free healthcare but also

1301
00:58:28,800 --> 00:58:33,000
Speaker 4: get some type of help donations to help us offset

1302
00:58:33,040 --> 00:58:34,840
Speaker 4: that cost because that cost is a high cost.

1303
00:58:35,000 --> 00:58:37,800
Speaker 5: How many people come into your clinical average per mom.

1304
00:58:37,720 --> 00:58:40,959
Speaker 3: It's twenty patients per mobile unit per ten to twenty

1305
00:58:41,000 --> 00:58:44,840
Speaker 3: patients per mobile unit per per day, right, and that's where.

1306
00:58:45,160 --> 00:58:47,320
Speaker 2: So we're seeing about four five hundred people per week

1307
00:58:47,400 --> 00:58:50,200
Speaker 2: per week, and what's the retention rate like if somebody,

1308
00:58:50,560 --> 00:58:51,920
Speaker 2: I'm sure you got those numbers right now.

1309
00:58:52,040 --> 00:58:54,080
Speaker 7: Yeah, our retuch raised about ninety percent, right. So the

1310
00:58:54,080 --> 00:58:56,560
Speaker 7: reason being again is because we bring the services to

1311
00:58:56,560 --> 00:58:59,520
Speaker 7: people and typically they're at locations where they're not mobile. Right,

1312
00:58:59,520 --> 00:59:01,800
Speaker 7: So if you had halfway house, we got a substuse clinic.

1313
00:59:01,840 --> 00:59:04,240
Speaker 7: We know exactly where youre are, so we're coming to you.

1314
00:59:04,600 --> 00:59:06,560
Speaker 7: And then with healthy indeed, the fact that now we

1315
00:59:06,640 --> 00:59:09,720
Speaker 7: have this to end kind of telehealth online platform, people

1316
00:59:09,720 --> 00:59:11,720
Speaker 7: could just access us online.

1317
00:59:11,280 --> 00:59:12,960
Speaker 5: At any point that they want to.

1318
00:59:13,000 --> 00:59:16,320
Speaker 7: So our retention rate is higher than most because again,

1319
00:59:16,360 --> 00:59:18,400
Speaker 7: when the convenience aspect of it is what we learned

1320
00:59:18,400 --> 00:59:22,880
Speaker 7: in our pharmacy and our first you know business venture

1321
00:59:22,960 --> 00:59:26,400
Speaker 7: when servicing the underserved community is that you have the

1322
00:59:26,480 --> 00:59:29,400
Speaker 7: one wrap your business around the an celebrity needs that

1323
00:59:29,440 --> 00:59:31,360
Speaker 7: they may have. So you got to understand a lot

1324
00:59:31,400 --> 00:59:33,480
Speaker 7: of people we deal with have these social economic issues

1325
00:59:33,480 --> 00:59:35,600
Speaker 7: like clippers mentioned, they need housing, they need food, they

1326
00:59:35,600 --> 00:59:38,480
Speaker 7: need all these different things. So our patient services department

1327
00:59:38,560 --> 00:59:41,439
Speaker 7: helps provide all of those services. So that makes them

1328
00:59:41,680 --> 00:59:46,400
Speaker 7: more of a adherent patient or loyal patient because they

1329
00:59:46,440 --> 00:59:47,720
Speaker 7: know that they're not just coming to you for healthy

1330
00:59:47,760 --> 00:59:49,800
Speaker 7: They're coming to me to help them find housing too,

1331
00:59:49,800 --> 00:59:52,320
Speaker 7: if they need you know, you know, assistance with their

1332
00:59:52,320 --> 00:59:53,680
Speaker 7: copayment for their insurance.

1333
00:59:53,800 --> 00:59:55,440
Speaker 5: We're helping them with all of those different things. So

1334
00:59:55,440 --> 00:59:56,840
Speaker 5: that's what helps our attention rate.

1335
00:59:57,000 --> 00:59:59,920
Speaker 2: Now, the revenue has increased each of the last five years,

1336
01:00:00,520 --> 01:00:05,680
Speaker 2: absolutely God bless bless. Yeah, So what what is you

1337
01:00:05,680 --> 01:00:08,920
Speaker 2: know attributed to it? Is it just the expansion of

1338
01:00:08,960 --> 01:00:11,440
Speaker 2: more mobile units and work claims? Are we doing something

1339
01:00:11,480 --> 01:00:15,800
Speaker 2: fundamentally inside the business attnue features to obgenerate more so

1340
01:00:15,840 --> 01:00:16,160
Speaker 2: it's two.

1341
01:00:17,400 --> 01:00:21,240
Speaker 3: One thing what Steve was saying is that the retention rate.

1342
01:00:21,360 --> 01:00:24,520
Speaker 3: Why is the retention rate the way that it is

1343
01:00:24,520 --> 01:00:29,120
Speaker 3: is because our team also is really really good at

1344
01:00:29,200 --> 01:00:32,720
Speaker 3: finding the patients when they fall out of care. So

1345
01:00:32,840 --> 01:00:35,400
Speaker 3: our patient services team and our outreach team, which is

1346
01:00:35,440 --> 01:00:38,840
Speaker 3: our street team, because it's not when we're throwing parties.

1347
01:00:39,040 --> 01:00:41,720
Speaker 3: We got this from our party days, passing our flyers.

1348
01:00:41,760 --> 01:00:45,440
Speaker 3: That's our street team. Right turn around to healthcare. Our

1349
01:00:45,520 --> 01:00:47,440
Speaker 3: street team are the ones that know where all of

1350
01:00:47,480 --> 01:00:51,040
Speaker 3: the people are when they disappear. Oh he's on the

1351
01:00:51,160 --> 01:00:54,280
Speaker 3: fourteenth Street bridge. Oh he's over here in front of

1352
01:00:54,280 --> 01:00:57,360
Speaker 3: this halfway house. Oh he's behind this building over there.

1353
01:00:57,640 --> 01:01:00,360
Speaker 3: They know exactly where they're at, the know how to

1354
01:01:00,400 --> 01:01:02,120
Speaker 3: go and find them, they know how to get them

1355
01:01:02,160 --> 01:01:04,640
Speaker 3: their medication, so they could keep them in care. So

1356
01:01:04,680 --> 01:01:08,960
Speaker 3: that's one thing. Second thing is growth, right, more mobile clinics.

1357
01:01:09,160 --> 01:01:12,640
Speaker 3: So in every brick and mortar that we have, we

1358
01:01:12,720 --> 01:01:15,800
Speaker 3: could have five to ten mobile clinics leaving out of

1359
01:01:15,800 --> 01:01:18,680
Speaker 3: that brick and mortar, especially in Central Florida and North

1360
01:01:18,720 --> 01:01:21,880
Speaker 3: Florida because you have so many cities around there.

1361
01:01:21,680 --> 01:01:23,200
Speaker 5: We could go in ten different unities.

1362
01:01:23,280 --> 01:01:25,360
Speaker 3: Yeah, so many royal community We could go in ten

1363
01:01:25,400 --> 01:01:28,800
Speaker 3: different directions every morning, and we could get to ten

1364
01:01:28,840 --> 01:01:32,720
Speaker 3: to twenty patients per mobile unit per The biggest problem

1365
01:01:32,760 --> 01:01:36,080
Speaker 3: that we have is that we can't find the sprinter vans,

1366
01:01:36,200 --> 01:01:40,280
Speaker 3: enough sprinter vans to put on the streets. And then

1367
01:01:40,400 --> 01:01:44,520
Speaker 3: the conversation about funding, about a black owned business that's

1368
01:01:44,560 --> 01:01:46,520
Speaker 3: doing the numbers that we're doing at twenty to twenty

1369
01:01:46,520 --> 01:01:50,240
Speaker 3: five percent profit margins and we're self funded all of

1370
01:01:50,280 --> 01:01:55,400
Speaker 3: this ourselves. It's crazy that the banks, that the VC firms,

1371
01:01:55,440 --> 01:01:58,520
Speaker 3: that the PE firms, they look at us as more

1372
01:01:58,640 --> 01:02:00,520
Speaker 3: like if we was begging for money, they would give

1373
01:02:00,520 --> 01:02:04,320
Speaker 3: it to us charity wise, but because in their eyes,

1374
01:02:04,320 --> 01:02:08,880
Speaker 3: we're not investable if that's a word, right, They're like, uh, yeah,

1375
01:02:08,880 --> 01:02:11,960
Speaker 3: it's a cute business, you know, a cute business at

1376
01:02:12,000 --> 01:02:13,960
Speaker 3: thirty six profit margins.

1377
01:02:14,040 --> 01:02:15,640
Speaker 1: That's that's one of the conversations we had.

1378
01:02:15,760 --> 01:02:17,720
Speaker 5: Yeah, but it's funny though, man, he says that.

1379
01:02:17,760 --> 01:02:20,720
Speaker 7: But to answer your question, so yes, more mobile clinics

1380
01:02:20,760 --> 01:02:23,480
Speaker 7: and stuff like that, but also we did implement behavioral

1381
01:02:23,480 --> 01:02:26,160
Speaker 7: health is another thing that kind of helped. But you know,

1382
01:02:26,240 --> 01:02:29,000
Speaker 7: offering the additional offerings like mental health was one of

1383
01:02:29,000 --> 01:02:31,080
Speaker 7: the things that actually helped. But I clip said, more

1384
01:02:31,160 --> 01:02:34,040
Speaker 7: mobile clinics and stuff like that definitely contributed to the

1385
01:02:34,080 --> 01:02:35,200
Speaker 7: increase in revenue.

1386
01:02:35,400 --> 01:02:37,600
Speaker 5: But back to the VC and investment thing.

1387
01:02:37,640 --> 01:02:41,160
Speaker 7: It's funny how you know they don't value your business

1388
01:02:41,200 --> 01:02:43,040
Speaker 7: or they didn't value our business when it comes for

1389
01:02:43,120 --> 01:02:45,320
Speaker 7: us trying to raise capital, but they come and try

1390
01:02:45,320 --> 01:02:46,439
Speaker 7: to buy us out every other week.

1391
01:02:46,480 --> 01:02:48,080
Speaker 5: Though every other week.

1392
01:02:47,960 --> 01:02:49,800
Speaker 7: We getta we want to, you know, we want to

1393
01:02:49,920 --> 01:02:51,960
Speaker 7: we want to offer you guys to X amount your

1394
01:02:52,000 --> 01:02:53,680
Speaker 7: multiple to come buy you out, and just get like,

1395
01:02:53,880 --> 01:02:56,040
Speaker 7: well you want to come take our business to come

1396
01:02:56,080 --> 01:02:58,600
Speaker 7: take you know, and the benefits from our community, But

1397
01:02:58,640 --> 01:03:00,000
Speaker 7: you don't want to invest in us for us to

1398
01:03:00,200 --> 01:03:02,200
Speaker 7: investment commuity because we know we've seen it before without

1399
01:03:02,200 --> 01:03:04,520
Speaker 7: independent pharmacy. We know exactly what they're gonna doll Come

1400
01:03:04,520 --> 01:03:06,920
Speaker 7: buy us out, get us out of there, use our business,

1401
01:03:07,000 --> 01:03:09,240
Speaker 7: use our you know, top line revenue to you know,

1402
01:03:09,320 --> 01:03:11,120
Speaker 7: swallow it up with whatever other company that they have

1403
01:03:11,200 --> 01:03:13,640
Speaker 7: to you know, probably exit and go public. But I

1404
01:03:13,680 --> 01:03:15,320
Speaker 7: know that they're not gonna provide the same services to

1405
01:03:15,320 --> 01:03:16,640
Speaker 7: our community that we're trying to provide.

1406
01:03:16,720 --> 01:03:19,080
Speaker 1: What kind of multiple do they offer in the health case.

1407
01:03:19,400 --> 01:03:21,680
Speaker 7: Generally for us in the specialties anywhere from you know,

1408
01:03:21,720 --> 01:03:23,000
Speaker 7: twelve to fifteen multiple.

1409
01:03:24,160 --> 01:03:27,680
Speaker 5: So where did mental health come into this play?

1410
01:03:28,280 --> 01:03:30,520
Speaker 7: Well, because of all of the places that we're going to,

1411
01:03:31,680 --> 01:03:33,240
Speaker 7: we see that a lot of the patients that we

1412
01:03:33,280 --> 01:03:36,760
Speaker 7: deal with with HIV hepatatis yosities have cole mobilities, meaning

1413
01:03:36,760 --> 01:03:39,000
Speaker 7: that they're dealing with some type of behavioral health issue.

1414
01:03:39,320 --> 01:03:41,840
Speaker 7: And it's great, I mean because we come from us

1415
01:03:41,960 --> 01:03:45,520
Speaker 7: from a time where not only you know, talking about

1416
01:03:45,560 --> 01:03:48,480
Speaker 7: mental health and therapy was like faux passe. So I'm

1417
01:03:48,560 --> 01:03:52,720
Speaker 7: glad that today it's actually more accepted. So it's easier

1418
01:03:52,760 --> 01:03:54,520
Speaker 7: for us now to be able to offer those services

1419
01:03:54,520 --> 01:03:57,280
Speaker 7: because now it's more accepted, it's more open, So going

1420
01:03:57,280 --> 01:03:59,000
Speaker 7: to the places that we go to, we just felt

1421
01:03:59,040 --> 01:04:01,240
Speaker 7: like that was another gap in healthcare in our community.

1422
01:04:01,280 --> 01:04:03,960
Speaker 7: That listen, because these patients are already here, We're already

1423
01:04:04,000 --> 01:04:06,280
Speaker 7: dealing with them with these modalities. We're like, listen, let's

1424
01:04:06,280 --> 01:04:08,120
Speaker 7: see if we can try and incorporate some of this

1425
01:04:08,240 --> 01:04:09,320
Speaker 7: behavioral health services.

1426
01:04:09,360 --> 01:04:10,800
Speaker 5: Just because it was just the need for it.

1427
01:04:10,920 --> 01:04:13,120
Speaker 3: Yeah, you want to maximize as much as you can

1428
01:04:14,320 --> 01:04:17,920
Speaker 3: and take here the patient at the same time. So

1429
01:04:17,960 --> 01:04:20,160
Speaker 3: we looked at it and we said, hey, what's another

1430
01:04:20,200 --> 01:04:23,160
Speaker 3: modality that these same patients that we deal with today

1431
01:04:23,680 --> 01:04:26,560
Speaker 3: can utilize? And mental health was the closest thing. Yeah,

1432
01:04:26,880 --> 01:04:29,080
Speaker 3: for us, we like to stick in the specialties fight.

1433
01:04:29,160 --> 01:04:31,960
Speaker 3: When I say specialty, I mean like the HIV and

1434
01:04:32,000 --> 01:04:34,720
Speaker 3: behavior health, not kind of like in general practice type stuff.

1435
01:04:34,760 --> 01:04:34,880
Speaker 1: Right.

1436
01:04:34,920 --> 01:04:37,360
Speaker 7: We like to stick to those things because one back

1437
01:04:37,360 --> 01:04:39,439
Speaker 7: to what I said earlier, we don't like to see

1438
01:04:39,640 --> 01:04:42,320
Speaker 7: as competition. There are a lot of great clinics in

1439
01:04:42,360 --> 01:04:44,840
Speaker 7: the community that provides some of the service we provide,

1440
01:04:45,000 --> 01:04:48,000
Speaker 7: but a lot of times their focus is primary care, right,

1441
01:04:48,040 --> 01:04:50,680
Speaker 7: They're not focused on the modalities and the things that

1442
01:04:50,720 --> 01:04:53,560
Speaker 7: we focus on because they are very costly to service.

1443
01:04:53,600 --> 01:04:56,640
Speaker 7: I mean, the infect disease doctors a lot more expensive

1444
01:04:56,640 --> 01:05:00,000
Speaker 7: to higher than a primary care The medications are very expended.

1445
01:05:00,520 --> 01:05:02,280
Speaker 7: So we come in there and be like a conduit

1446
01:05:02,320 --> 01:05:03,440
Speaker 7: and an asset to them.

1447
01:05:03,880 --> 01:05:05,320
Speaker 2: I was kind of thinking that I was just doing

1448
01:05:05,360 --> 01:05:07,600
Speaker 2: the numbers in my head. I'm like, at this rate,

1449
01:05:08,280 --> 01:05:09,880
Speaker 2: five years, it's gonna be a billion dollar come oh

1450
01:05:09,920 --> 01:05:10,280
Speaker 2: for sure.

1451
01:05:10,640 --> 01:05:12,520
Speaker 1: This is like, this is a billionaire company.

1452
01:05:12,520 --> 01:05:14,080
Speaker 5: And again we're just and we're just in the state

1453
01:05:14,120 --> 01:05:14,439
Speaker 5: of Fauller.

1454
01:05:14,520 --> 01:05:16,880
Speaker 7: So future thinking and trying to future prove our business

1455
01:05:16,960 --> 01:05:18,560
Speaker 7: is why we launched.

1456
01:05:18,240 --> 01:05:18,880
Speaker 5: As Healthy ANDDED.

1457
01:05:18,880 --> 01:05:21,439
Speaker 7: We're like because prior to COVID, you know, Cliff being

1458
01:05:21,440 --> 01:05:23,520
Speaker 7: the sales guy, right, you know, and you know I'm

1459
01:05:23,560 --> 01:05:25,520
Speaker 7: more operations every time. You know, they call us pinky

1460
01:05:25,520 --> 01:05:27,600
Speaker 7: in the brain because Cliff comes up with these crazy ideas.

1461
01:05:27,600 --> 01:05:30,280
Speaker 5: I'm like, okay, bro, like, I know, I'm not Drea.

1462
01:05:31,280 --> 01:05:33,240
Speaker 7: Dat's figure out how we're going to execute this, right, So,

1463
01:05:33,360 --> 01:05:35,120
Speaker 7: prior to COVID, we was like, Litsten, We're gonna open

1464
01:05:35,160 --> 01:05:37,000
Speaker 7: up clinics all over the nation. We're going to open

1465
01:05:37,080 --> 01:05:40,000
Speaker 7: up clinics all over the place, and it got down

1466
01:05:40,000 --> 01:05:41,680
Speaker 7: that path, started going to a couple of different states

1467
01:05:41,680 --> 01:05:45,760
Speaker 7: and looking, you know, in Pennsylvania, looking in Ohio, different

1468
01:05:45,800 --> 01:05:47,520
Speaker 7: areas where we know that the need was there to

1469
01:05:47,560 --> 01:05:50,400
Speaker 7: open up clinics. And you know, obviously COVID took a

1470
01:05:50,480 --> 01:05:53,080
Speaker 7: step back and didn't allow us to do that, and

1471
01:05:53,120 --> 01:05:56,400
Speaker 7: even the Department of Health shift their focus to COVID.

1472
01:05:56,440 --> 01:05:58,120
Speaker 7: So we're like, okay, there's no resources for us. We

1473
01:05:58,160 --> 01:06:01,040
Speaker 7: can't really expand outside of the state. And Cliff was like, listen,

1474
01:06:01,520 --> 01:06:03,840
Speaker 7: I got an idea, when't we just take this online? Listen,

1475
01:06:03,880 --> 01:06:06,560
Speaker 7: we could We're still servicing the underserved. Our people are

1476
01:06:06,600 --> 01:06:08,600
Speaker 7: still not getting tested at the race that they should.

1477
01:06:08,960 --> 01:06:11,080
Speaker 7: Let's create Healthy MD where we could actually ship the

1478
01:06:11,120 --> 01:06:14,200
Speaker 7: tests to people's homes. We could use our same telehealth platform.

1479
01:06:14,440 --> 01:06:17,000
Speaker 7: They can still see the physicians online. They can still

1480
01:06:17,040 --> 01:06:19,000
Speaker 7: have the same privacy and autonomy that we have with

1481
01:06:19,040 --> 01:06:20,320
Speaker 7: that with independent medical group.

1482
01:06:20,520 --> 01:06:22,280
Speaker 5: But now we could get you know, to a lot

1483
01:06:22,280 --> 01:06:23,200
Speaker 5: more people, a lot quicker.

1484
01:06:23,280 --> 01:06:25,240
Speaker 7: We could reach more, treat more, like we like to say,

1485
01:06:25,440 --> 01:06:27,840
Speaker 7: so that sends the reason why treat more.

1486
01:06:28,280 --> 01:06:30,920
Speaker 2: Yeah, I was wondering, like what his expansion look like

1487
01:06:30,960 --> 01:06:34,480
Speaker 2: Obviously online helps, but you know, dealing with different states,

1488
01:06:34,520 --> 01:06:37,080
Speaker 2: different license right, and you said you kind of niche

1489
01:06:37,080 --> 01:06:40,720
Speaker 2: inside of you know, the sexually transmitted disease space, but like,

1490
01:06:41,720 --> 01:06:45,520
Speaker 2: would you ever think of maybe treating something Obviously mental

1491
01:06:45,560 --> 01:06:48,400
Speaker 2: health is something, but like diabetes, which is high in

1492
01:06:48,680 --> 01:06:49,280
Speaker 2: our community.

1493
01:06:49,320 --> 01:06:53,000
Speaker 3: So health MD has that opportunity, right because health MD

1494
01:06:53,080 --> 01:06:57,000
Speaker 3: is an online platform telehealth. We have primary care, physicians,

1495
01:06:57,000 --> 01:07:00,240
Speaker 3: will have infectious disease, physicians will have on colleges whatever. Ever,

1496
01:07:00,480 --> 01:07:03,080
Speaker 3: because COVID threw us into this place five years early

1497
01:07:03,360 --> 01:07:05,439
Speaker 3: that we were supposed to be right, we were going

1498
01:07:05,480 --> 01:07:09,600
Speaker 3: there anyway, but five years early, boom, it's like everything's online.

1499
01:07:09,640 --> 01:07:13,560
Speaker 4: Everybody's getting tested online, everybody's doing education online. Everybody's more

1500
01:07:13,600 --> 01:07:14,680
Speaker 4: comfortable with telehealth.

1501
01:07:14,720 --> 01:07:17,960
Speaker 3: Now every insurance company is pushing all of their people

1502
01:07:18,000 --> 01:07:23,080
Speaker 3: to do online telehealth. So yes, healthy MD can be

1503
01:07:23,640 --> 01:07:27,040
Speaker 3: a Every modality can be on healthy MD. Just the

1504
01:07:27,200 --> 01:07:30,560
Speaker 3: launch is launching in sexual health, but that's not where

1505
01:07:30,560 --> 01:07:31,120
Speaker 3: it's going to stay.

1506
01:07:31,200 --> 01:07:32,080
Speaker 5: Learn from my past mistakes.

1507
01:07:32,120 --> 01:07:34,360
Speaker 7: We don't go chase, have to what's shining, stick to

1508
01:07:34,400 --> 01:07:37,200
Speaker 7: what we know and then yes you can actually you.

1509
01:07:37,120 --> 01:07:37,680
Speaker 1: Could add it.

1510
01:07:37,920 --> 01:07:39,760
Speaker 5: You could add it little by little you could add it.

1511
01:07:40,040 --> 01:07:42,800
Speaker 4: Definitely opportunity for other for the verticals. Yeah, you say

1512
01:07:42,840 --> 01:07:46,760
Speaker 4: five years, I say two. So what's the scale? So

1513
01:07:47,080 --> 01:07:51,360
Speaker 4: the scaling model is the online, absolutely, that's that's gonna

1514
01:07:51,600 --> 01:07:54,520
Speaker 4: absolutely explaining online again.

1515
01:07:54,880 --> 01:07:56,720
Speaker 7: So the online is pretty much it's just a you know,

1516
01:07:56,800 --> 01:07:58,920
Speaker 7: end to end kind of solution, right. So in the

1517
01:07:58,920 --> 01:08:01,840
Speaker 7: brick and mortar, we actually are bringing the physical mobile

1518
01:08:01,840 --> 01:08:04,200
Speaker 7: clinics to you. Online is the same, but you're just

1519
01:08:04,200 --> 01:08:06,520
Speaker 7: pretty much ordering a test hit comes to comes to

1520
01:08:06,560 --> 01:08:08,840
Speaker 7: your home. You're able to you know, to actually test yourself,

1521
01:08:09,080 --> 01:08:11,200
Speaker 7: send a test kit back to our lab. Once we

1522
01:08:11,280 --> 01:08:13,520
Speaker 7: get the results, you do a telehealth visit, will go

1523
01:08:13,600 --> 01:08:16,160
Speaker 7: over your lab results with you. If I mean, just

1524
01:08:16,240 --> 01:08:19,160
Speaker 7: like your normal physician, we ask you, you know, a

1525
01:08:19,160 --> 01:08:21,320
Speaker 7: list of questions to see kind of like a health assessment,

1526
01:08:21,520 --> 01:08:23,800
Speaker 7: and if you're at risk, you know, we'll talk to

1527
01:08:23,840 --> 01:08:25,320
Speaker 7: you about your risk factors and if you need to

1528
01:08:25,360 --> 01:08:28,080
Speaker 7: be on HIV prevention, we'll put you on whatever medication

1529
01:08:28,160 --> 01:08:31,320
Speaker 7: that you need. But it's the same situation about as

1530
01:08:31,360 --> 01:08:33,599
Speaker 7: our we're commortible more at the comfort of your own.

1531
01:08:33,439 --> 01:08:35,640
Speaker 5: Home and the convenience of being able to you know,

1532
01:08:35,680 --> 01:08:37,040
Speaker 5: to do it. But it's private.

1533
01:08:37,200 --> 01:08:40,040
Speaker 4: But so, but that seems like a because it's like

1534
01:08:40,200 --> 01:08:42,840
Speaker 4: you gotta you gotta urinate in a capsule and then

1535
01:08:42,920 --> 01:08:43,360
Speaker 4: in a cup.

1536
01:08:43,479 --> 01:08:47,000
Speaker 5: Yeah, that's a lot not not not, not really.

1537
01:08:47,320 --> 01:08:51,760
Speaker 4: And yeah, if you're in the position that that we

1538
01:08:51,920 --> 01:08:55,320
Speaker 4: think you're in, you worried about having committee at gonna

1539
01:08:55,360 --> 01:08:58,120
Speaker 4: rhea or anything, and you don't want to walk into

1540
01:08:58,120 --> 01:09:00,000
Speaker 4: that clinic and be embarrassed or be judged.

1541
01:09:00,120 --> 01:09:01,479
Speaker 5: Yeah, you're going to order the test.

1542
01:09:01,800 --> 01:09:05,200
Speaker 3: And one of the big differentiator for us is that

1543
01:09:05,240 --> 01:09:06,280
Speaker 3: our test kits are free.

1544
01:09:06,520 --> 01:09:09,600
Speaker 5: Right, we're giving the test kids away, but then you

1545
01:09:09,640 --> 01:09:11,479
Speaker 5: just got paid for shipping, no.

1546
01:09:12,960 --> 01:09:13,200
Speaker 1: Labor.

1547
01:09:13,360 --> 01:09:14,800
Speaker 7: Yeah right, And so we do the same thing that

1548
01:09:14,800 --> 01:09:16,799
Speaker 7: we did in our brick and mortar. The only numeration

1549
01:09:16,840 --> 01:09:18,719
Speaker 7: we received was when when it's time for the treatment.

1550
01:09:18,960 --> 01:09:21,720
Speaker 7: So yes, So the the actual test kit is a

1551
01:09:21,760 --> 01:09:23,320
Speaker 7: small little prick kind of like you ever see like

1552
01:09:23,320 --> 01:09:26,040
Speaker 7: the little diabetes test that you just so some similar

1553
01:09:26,080 --> 01:09:28,360
Speaker 7: like you do a little prick, put it on the pad,

1554
01:09:28,520 --> 01:09:30,240
Speaker 7: and then you actually do urinating in a cup.

1555
01:09:30,120 --> 01:09:31,160
Speaker 5: And then send it off.

1556
01:09:31,320 --> 01:09:34,000
Speaker 4: So you give blood in your and then we run

1557
01:09:34,000 --> 01:09:36,880
Speaker 4: a full panel full that DHI and then in a

1558
01:09:36,880 --> 01:09:40,120
Speaker 4: couple of days you meet with a doctor.

1559
01:09:39,640 --> 01:09:41,320
Speaker 7: You actually do it right away, so you actually can

1560
01:09:41,320 --> 01:09:43,400
Speaker 7: see the physicians within twenty four hours, so even before

1561
01:09:43,400 --> 01:09:46,479
Speaker 7: we get your results. Because some people are very symptomatic, right,

1562
01:09:46,520 --> 01:09:47,880
Speaker 7: so if you feeling the symptoms, like I need to

1563
01:09:47,880 --> 01:09:49,880
Speaker 7: talk to a doctor right now, so you can actually

1564
01:09:50,000 --> 01:09:58,080
Speaker 7: talk to U, just jump like that, like it's like

1565
01:09:58,120 --> 01:09:59,320
Speaker 7: the running joking office.

1566
01:10:00,560 --> 01:10:11,320
Speaker 10: Yeah you said you right, flashbacks like I need my

1567
01:10:11,400 --> 01:10:14,439
Speaker 10: shot now, but but yeah, so you actually can see

1568
01:10:14,439 --> 01:10:15,479
Speaker 10: the position right right away.

1569
01:10:15,479 --> 01:10:17,400
Speaker 7: Because if you're feeling symptomatic, we actually can write you

1570
01:10:17,400 --> 01:10:19,200
Speaker 7: an antibiotics before you even get your results.

1571
01:10:19,200 --> 01:10:22,519
Speaker 3: So legally, before you even take your test or or

1572
01:10:22,600 --> 01:10:25,160
Speaker 3: get your results, like Steve said, we could write you

1573
01:10:25,200 --> 01:10:28,200
Speaker 3: a prescription. And if your results come back and it

1574
01:10:28,240 --> 01:10:30,800
Speaker 3: says you had gone rhea instead of chlamydia, which the

1575
01:10:30,840 --> 01:10:34,160
Speaker 3: physicians notice how physicians are infectious disease physicians, so they

1576
01:10:34,240 --> 01:10:37,479
Speaker 3: understand what the symptoms look like to what disease. So

1577
01:10:37,520 --> 01:10:39,640
Speaker 3: they would write your prescription for a chlamydia if it

1578
01:10:39,680 --> 01:10:43,719
Speaker 3: came back and said unfortunately, you had HIV or something

1579
01:10:43,760 --> 01:10:45,479
Speaker 3: like that, then we get you to care.

1580
01:10:45,520 --> 01:10:46,719
Speaker 5: We get you into care right away.

1581
01:10:46,880 --> 01:10:48,519
Speaker 1: So no, I was gonna say you.

1582
01:10:48,640 --> 01:10:50,599
Speaker 2: You told us what it takes to start it, right,

1583
01:10:50,640 --> 01:10:52,360
Speaker 2: Let's say I got them over, then tomorrow I want

1584
01:10:52,360 --> 01:10:55,280
Speaker 2: to start this business because at this point there's two

1585
01:10:55,280 --> 01:10:55,479
Speaker 2: of you.

1586
01:10:55,640 --> 01:10:58,240
Speaker 1: But this the team has to be. We have just grown.

1587
01:10:58,720 --> 01:11:01,080
Speaker 2: What if the employees I think one hundred that's a lot,

1588
01:11:01,320 --> 01:11:04,720
Speaker 2: So congrats on that, because you're employing people the if

1589
01:11:04,760 --> 01:11:07,800
Speaker 2: I'm starting it, what are the essential people that I need?

1590
01:11:07,800 --> 01:11:10,920
Speaker 2: Obviously I need the physician, how I need the two

1591
01:11:11,040 --> 01:11:13,400
Speaker 2: hundred and fifty k What are the things that I

1592
01:11:13,439 --> 01:11:14,360
Speaker 2: need outside of that?

1593
01:11:14,840 --> 01:11:16,840
Speaker 7: So, I mean we're built a little different, right, So

1594
01:11:16,880 --> 01:11:20,080
Speaker 7: I'm gonna be honest, right, it just depends on how

1595
01:11:20,120 --> 01:11:22,600
Speaker 7: much you're willing to risk willing because for us, we

1596
01:11:22,640 --> 01:11:24,679
Speaker 7: are boots on the ground kind of do it ourselves

1597
01:11:24,720 --> 01:11:25,360
Speaker 7: types of guys.

1598
01:11:25,880 --> 01:11:28,479
Speaker 5: So I mean our model in order.

1599
01:11:28,320 --> 01:11:30,559
Speaker 7: For us to get started, because what we generally will

1600
01:11:30,640 --> 01:11:34,160
Speaker 7: hire like you know, a very experienced what we call

1601
01:11:34,360 --> 01:11:37,840
Speaker 7: site manager. Right, so we'll find a location, a figure

1602
01:11:37,840 --> 01:11:39,920
Speaker 7: out this is the area that we want to be in, Like, Okay,

1603
01:11:39,960 --> 01:11:42,840
Speaker 7: this area is in need. We know that there's enough

1604
01:11:43,800 --> 01:11:45,960
Speaker 7: you know, patience or enough customers for us to service

1605
01:11:46,000 --> 01:11:46,639
Speaker 7: in this area.

1606
01:11:46,720 --> 01:11:48,639
Speaker 5: So we hire what we call a site manager. Typically

1607
01:11:48,720 --> 01:11:49,559
Speaker 5: the person has.

1608
01:11:49,400 --> 01:11:51,600
Speaker 7: A background, you know, in medicine and medical profession, not

1609
01:11:51,640 --> 01:11:55,479
Speaker 7: necessarily a doctor, but has some medical management experience. So

1610
01:11:55,520 --> 01:11:57,320
Speaker 7: that's the person that we hire first because that's the

1611
01:11:57,320 --> 01:11:59,040
Speaker 7: person who's going to have to build out their team

1612
01:11:59,080 --> 01:12:02,760
Speaker 7: for that area. So we figured out the location, hire

1613
01:12:02,800 --> 01:12:05,000
Speaker 7: this person. This manager will kind of you know, be

1614
01:12:05,120 --> 01:12:08,200
Speaker 7: there while we're getting the licenses and getting that stuff situated,

1615
01:12:08,400 --> 01:12:10,800
Speaker 7: so you could kind of grind it out yourself if

1616
01:12:10,840 --> 01:12:11,679
Speaker 7: you have some of the experience.

1617
01:12:11,680 --> 01:12:12,759
Speaker 5: I mean, Cliff and I played.

1618
01:12:12,560 --> 01:12:14,000
Speaker 7: All of those positions, and we're the ones in the

1619
01:12:14,000 --> 01:12:15,960
Speaker 7: pharmacy ourselves, so the ones in the clinics ourselves. So

1620
01:12:16,600 --> 01:12:19,640
Speaker 7: it really just depends on your level of expertise, on

1621
01:12:19,640 --> 01:12:22,840
Speaker 7: what you know. But the bare minimum, yes, you have

1622
01:12:22,880 --> 01:12:25,599
Speaker 7: to have somebody that has some type of medical acclimen

1623
01:12:25,720 --> 01:12:27,439
Speaker 7: or know what needs to be done, or at least

1624
01:12:27,439 --> 01:12:30,360
Speaker 7: have an attorney that can guide you into what licensing

1625
01:12:30,360 --> 01:12:32,040
Speaker 7: and what applications and stuff that you need.

1626
01:12:32,240 --> 01:12:33,799
Speaker 5: But just finding a small location.

1627
01:12:34,680 --> 01:12:37,760
Speaker 7: We would typically get a small administrative office first because

1628
01:12:37,760 --> 01:12:39,920
Speaker 7: we don't want the big expenditure of a large space,

1629
01:12:40,200 --> 01:12:42,519
Speaker 7: and then get a mobile clinic. It's cheaper to operate

1630
01:12:42,560 --> 01:12:44,680
Speaker 7: a mobile clinic than it is a full on you know,

1631
01:12:44,720 --> 01:12:46,920
Speaker 7: brick and mortar space and all that stuff. So once

1632
01:12:46,920 --> 01:12:50,200
Speaker 7: we see that that area is deemed necessary to get

1633
01:12:50,200 --> 01:12:52,880
Speaker 7: a full on clinic, if that's when, then we put

1634
01:12:52,880 --> 01:12:55,360
Speaker 7: the investment in. So it's very small, so you don't

1635
01:12:55,400 --> 01:12:57,120
Speaker 7: necessarily have to spend the three fifty out the gate.

1636
01:12:57,240 --> 01:13:01,040
Speaker 7: You can find and in Florida. Rent in Miami is

1637
01:13:01,160 --> 01:13:03,200
Speaker 7: ten times more than it is in Tallahassee, right, So

1638
01:13:03,520 --> 01:13:06,519
Speaker 7: you just got to find the space in the area

1639
01:13:06,600 --> 01:13:09,559
Speaker 7: that there is need for the services you're trying to provide,

1640
01:13:09,920 --> 01:13:11,760
Speaker 7: and then figure out what that barrier to entry is.

1641
01:13:11,760 --> 01:13:14,880
Speaker 7: For us, it's cheaper to get a small administrative office

1642
01:13:14,920 --> 01:13:17,960
Speaker 7: in a mobile clinic, right because you know, the payments

1643
01:13:17,960 --> 01:13:20,200
Speaker 7: on a mobile clinic a couple hundred bucks. The rent

1644
01:13:20,280 --> 01:13:23,160
Speaker 7: is a couple of thousand, right, So until that location

1645
01:13:23,240 --> 01:13:25,759
Speaker 7: starts genuine enough revenue, then we'll get a bigger space.

1646
01:13:26,160 --> 01:13:32,679
Speaker 4: So Teledoc is a company that they went public human splash,

1647
01:13:33,080 --> 01:13:36,400
Speaker 4: multi billion dollar evaluation. Is this the goal that you

1648
01:13:36,439 --> 01:13:38,519
Speaker 4: want to take your company public on the stock market.

1649
01:13:39,680 --> 01:13:41,240
Speaker 5: No, that's not the goal.

1650
01:13:41,320 --> 01:13:45,120
Speaker 3: We've had conversations, like Steve said, people have came to

1651
01:13:45,200 --> 01:13:48,479
Speaker 3: us and offer us some money, not the multiples that

1652
01:13:48,520 --> 01:13:51,280
Speaker 3: we want. And some people that came to us and

1653
01:13:51,280 --> 01:13:53,600
Speaker 3: offer us to go public right and they want to

1654
01:13:53,680 --> 01:13:56,439
Speaker 3: charge one hundred half a million dollars or a million

1655
01:13:56,439 --> 01:14:01,400
Speaker 3: dollars to go public right to us. Oh no, son,

1656
01:14:01,479 --> 01:14:05,080
Speaker 3: we still were still hood by hearts, and I don't

1657
01:14:05,080 --> 01:14:06,240
Speaker 3: know about that public stuff.

1658
01:14:06,800 --> 01:14:10,080
Speaker 7: We definitely want, we definitely want to We definitely going

1659
01:14:10,160 --> 01:14:12,599
Speaker 7: to want to exit. I think that the last two

1660
01:14:12,680 --> 01:14:14,400
Speaker 7: or three you know, p of VC firms I came

1661
01:14:14,479 --> 01:14:15,400
Speaker 7: to us to try to buy us out.

1662
01:14:15,439 --> 01:14:17,800
Speaker 5: We knew that they didn't see our vision.

1663
01:14:17,920 --> 01:14:22,160
Speaker 4: But that's not but you still can maintain So yes,

1664
01:14:22,240 --> 01:14:22,479
Speaker 4: you can.

1665
01:14:23,080 --> 01:14:24,240
Speaker 5: You're still owners of the company.

1666
01:14:24,320 --> 01:14:27,000
Speaker 7: Still were still owners, You're just not the majority on

1667
01:14:27,240 --> 01:14:30,559
Speaker 7: right right. And then the issue that we have with

1668
01:14:30,680 --> 01:14:33,160
Speaker 7: those scenarios, because again we're, you know, scoring from our

1669
01:14:33,200 --> 01:14:38,040
Speaker 7: past business relationship, is that our mission has always been

1670
01:14:38,080 --> 01:14:41,559
Speaker 7: to service the underserved community. And unless we get a

1671
01:14:41,560 --> 01:14:44,519
Speaker 7: partner that comes in and as we totally exit completely,

1672
01:14:44,520 --> 01:14:46,599
Speaker 7: like hey, exit, you guys, go go your way, take

1673
01:14:46,640 --> 01:14:49,320
Speaker 7: your you know, you know, eight nine figures and you

1674
01:14:49,360 --> 01:14:52,120
Speaker 7: go off Maryland and and we're completely away from it.

1675
01:14:53,120 --> 01:14:54,800
Speaker 7: To bring in a partner, we have to make sure

1676
01:14:54,800 --> 01:14:56,720
Speaker 7: that they still see the same vision and understand that

1677
01:14:56,760 --> 01:14:58,720
Speaker 7: our goal and our mission is always to serve, you know,

1678
01:14:58,760 --> 01:15:01,960
Speaker 7: our community. And when I say underserved too, yes, today

1679
01:15:02,040 --> 01:15:04,120
Speaker 7: our underserve is black and brown because that's kind of

1680
01:15:04,120 --> 01:15:07,000
Speaker 7: where we are. But underserved in Ohio is predominantly white.

1681
01:15:07,040 --> 01:15:10,000
Speaker 7: When you're talking about the opioid epidemic, I mean they're

1682
01:15:10,080 --> 01:15:11,000
Speaker 7: underserved too.

1683
01:15:10,880 --> 01:15:14,040
Speaker 5: Right, So the heps rates are ridiculous in Ohio.

1684
01:15:14,320 --> 01:15:17,600
Speaker 7: So unless a PE from that comes in or a

1685
01:15:17,680 --> 01:15:20,479
Speaker 7: VC from that comes in and it takes majority, as

1686
01:15:20,479 --> 01:15:23,400
Speaker 7: long as they're on the same path that we're we're

1687
01:15:23,439 --> 01:15:26,880
Speaker 7: open to it. But the goal is to eventually exit

1688
01:15:26,920 --> 01:15:29,200
Speaker 7: for that billion dollar valuation eventually.

1689
01:15:30,280 --> 01:15:35,600
Speaker 3: But I would we would much rather a minority investor

1690
01:15:36,200 --> 01:15:39,280
Speaker 3: right now because we have a vision that we know

1691
01:15:40,000 --> 01:15:43,360
Speaker 3: we can get to right and I think that if

1692
01:15:43,360 --> 01:15:47,280
Speaker 3: we let anybody come in today as majority, that vision

1693
01:15:47,360 --> 01:15:51,040
Speaker 3: is over. Regardless of what said in that meeting. Dude,

1694
01:15:51,040 --> 01:15:55,040
Speaker 3: there's so much twisting turns that go on during those you.

1695
01:15:55,080 --> 01:15:56,320
Speaker 5: Guys probably no better than we do.

1696
01:15:56,560 --> 01:16:00,519
Speaker 7: But yeah, yeah, it's it's it's it's challenge because listen,

1697
01:16:00,560 --> 01:16:02,960
Speaker 7: being the operations guy, right, I look at because you know,

1698
01:16:03,160 --> 01:16:04,920
Speaker 7: before we had a one hundred and fifty employees on

1699
01:16:05,000 --> 01:16:07,040
Speaker 7: his executives, I was the lawyer of the CFO. I

1700
01:16:07,080 --> 01:16:08,760
Speaker 7: was playing all those hats, right, So I'm looking at

1701
01:16:08,760 --> 01:16:10,800
Speaker 7: the numbers. I'm looking at a lot. So I know

1702
01:16:11,760 --> 01:16:15,040
Speaker 7: that because we look at businesses to acquire. So I

1703
01:16:15,040 --> 01:16:16,960
Speaker 7: could go in and say, ah, you guys are providing

1704
01:16:17,000 --> 01:16:19,280
Speaker 7: all of these ancillary services. Like I said, we help

1705
01:16:19,280 --> 01:16:21,800
Speaker 7: people with copayment to we help people with housing. Somebody

1706
01:16:21,840 --> 01:16:23,320
Speaker 7: will come in back, Hey, listen, if you just stop

1707
01:16:23,400 --> 01:16:25,439
Speaker 7: doing that, we can make extra five million a year.

1708
01:16:25,880 --> 01:16:27,680
Speaker 5: And I'm like, nah, but that's what helps us do

1709
01:16:27,720 --> 01:16:29,439
Speaker 5: what we do. That's what the people need.

1710
01:16:29,880 --> 01:16:32,040
Speaker 7: So that's some of the challenges with some of these

1711
01:16:32,120 --> 01:16:34,200
Speaker 7: vcs because they only look at as numbers and they

1712
01:16:34,240 --> 01:16:36,720
Speaker 7: don't understand the culture around what we do.

1713
01:16:36,760 --> 01:16:38,160
Speaker 5: They don't understand our business.

1714
01:16:38,160 --> 01:16:40,479
Speaker 7: Hence why we're the only ones doing what we do

1715
01:16:40,600 --> 01:16:42,800
Speaker 7: in our community because they don't understand it.

1716
01:16:42,880 --> 01:16:43,040
Speaker 5: Right.

1717
01:16:43,120 --> 01:16:44,840
Speaker 7: So I would hate to get a partner who's just

1718
01:16:44,880 --> 01:16:46,679
Speaker 7: looking at our businesses just dollars and cents.

1719
01:16:46,680 --> 01:16:48,360
Speaker 5: We look at them as our people and our family,

1720
01:16:48,360 --> 01:16:48,439
Speaker 5: you know.

1721
01:16:48,479 --> 01:16:52,240
Speaker 3: I mean, we like to say something like, an investor

1722
01:16:52,280 --> 01:16:55,519
Speaker 3: for us is somebody with smart money, right, and smart

1723
01:16:55,520 --> 01:16:58,599
Speaker 3: money for us is somebody that understands the business model

1724
01:16:58,880 --> 01:17:02,000
Speaker 3: right because and understands the culture. Because if you come

1725
01:17:02,040 --> 01:17:05,160
Speaker 3: in and you understand that, then you're gonna say, Okay, guys,

1726
01:17:05,160 --> 01:17:07,240
Speaker 3: how can I help versus?

1727
01:17:07,479 --> 01:17:09,320
Speaker 4: How can I make more money? Because we're gonna make

1728
01:17:09,479 --> 01:17:11,400
Speaker 4: We're gonna make the money. The money is gonna come,

1729
01:17:11,439 --> 01:17:12,639
Speaker 4: that's not even a question.

1730
01:17:13,200 --> 01:17:16,320
Speaker 3: But it's just the money to take us there, right,

1731
01:17:16,640 --> 01:17:20,240
Speaker 3: the twenty million dollars that we might need to get

1732
01:17:20,320 --> 01:17:23,720
Speaker 3: to that place to make that billion dollar evaluation.

1733
01:17:24,479 --> 01:17:25,320
Speaker 5: That's what it is.

1734
01:17:25,760 --> 01:17:27,400
Speaker 7: We're gonna get there, whether we get the money or not.

1735
01:17:27,439 --> 01:17:30,240
Speaker 7: Because the Cliffs said, we've been doing this ourselves.

1736
01:17:30,280 --> 01:17:30,680
Speaker 5: We don't have.

1737
01:17:30,680 --> 01:17:33,000
Speaker 7: Any debt, no loans on nothing, just me and him

1738
01:17:33,080 --> 01:17:34,839
Speaker 7: just been the fundings, steve.

1739
01:17:36,920 --> 01:17:40,320
Speaker 1: So much leverage, so much averaged so much.

1740
01:17:42,320 --> 01:17:45,880
Speaker 4: Well, there you have it, ladies and gentlemen. Appreciate you brothers.

1741
01:17:46,000 --> 01:17:47,719
Speaker 4: Anything else you want to talk about before.

1742
01:17:47,479 --> 01:17:53,400
Speaker 3: We Yeah, so this weekend is Grammy weekend, right, and

1743
01:17:53,520 --> 01:17:56,759
Speaker 3: last night we was at the Black Collective right.

1744
01:17:56,640 --> 01:17:59,760
Speaker 1: Ef everywhere, by the way, Yeah, yeah, everywhere.

1745
01:17:59,600 --> 01:18:02,040
Speaker 8: We're trying to we're trying to spread the all boys

1746
01:18:02,040 --> 01:18:02,679
Speaker 8: are everywhere.

1747
01:18:02,720 --> 01:18:05,000
Speaker 3: Well, we just appreciate to be some places, you all.

1748
01:18:06,479 --> 01:18:08,160
Speaker 3: But last night at the Black Collective, you know, we

1749
01:18:08,280 --> 01:18:10,719
Speaker 3: was with Rico Love, and Rico Love is the chair

1750
01:18:11,000 --> 01:18:13,639
Speaker 3: of the Black Collective, and we was with my man

1751
01:18:13,680 --> 01:18:18,120
Speaker 3: Harve who's the CEO of the Grammys, and we were

1752
01:18:18,160 --> 01:18:23,320
Speaker 3: talking to them about doing a PSA with our artists, actors,

1753
01:18:23,840 --> 01:18:27,000
Speaker 3: entertainers in the business to stop the spread of HIV

1754
01:18:27,080 --> 01:18:30,320
Speaker 3: and hepatitis and STDs in the underserved community. You know,

1755
01:18:30,920 --> 01:18:36,040
Speaker 3: that is like, that's monumental, right. We had PSAs before

1756
01:18:36,360 --> 01:18:40,479
Speaker 3: done for the LGBTQ community. We had PSA's done for COVID.

1757
01:18:40,880 --> 01:18:45,720
Speaker 3: You know, Angela Yee and Jada Kiss and Jim and

1758
01:18:45,800 --> 01:18:48,240
Speaker 3: all of them did a COVID PSA for New York.

1759
01:18:48,439 --> 01:18:51,200
Speaker 3: It played throughout the whole city all day every day

1760
01:18:51,320 --> 01:18:53,720
Speaker 3: to tell people get tested for COVID. Why can't we

1761
01:18:53,760 --> 01:18:54,599
Speaker 3: do that fast TDS.

1762
01:18:54,720 --> 01:18:56,160
Speaker 5: Yeah, because we come from that event.

1763
01:18:56,240 --> 01:18:58,479
Speaker 7: I mean, you know, I'm not a lot older than

1764
01:18:58,560 --> 01:19:00,680
Speaker 7: we probably looked, but i mean come from that, you know,

1765
01:19:01,080 --> 01:19:03,439
Speaker 7: you know, sort Pepper Days and you know, let's talk

1766
01:19:03,479 --> 01:19:06,640
Speaker 7: about seting where you know, being healthy sex was kind

1767
01:19:06,680 --> 01:19:09,479
Speaker 7: of cool, like the house party, walking around with economy,

1768
01:19:09,479 --> 01:19:11,639
Speaker 7: And while it was cool, I think that we've gotten

1769
01:19:11,640 --> 01:19:14,600
Speaker 7: to a place where just everybody's open about this sexuality,

1770
01:19:14,640 --> 01:19:16,439
Speaker 7: but no one's really talking about the safety of it.

1771
01:19:16,520 --> 01:19:21,439
Speaker 5: The thing has died out, died out, and it's crazy.

1772
01:19:21,760 --> 01:19:24,040
Speaker 7: And listen, I have a sixteen year old daughter, and

1773
01:19:24,120 --> 01:19:28,439
Speaker 7: it just baffles me the way that today the kids

1774
01:19:29,439 --> 01:19:34,080
Speaker 7: associate commitment around risky sexual behavior. So somebody, and I

1775
01:19:34,160 --> 01:19:36,559
Speaker 7: hate to use the term, you know, I'm a you know,

1776
01:19:36,840 --> 01:19:38,800
Speaker 7: going raw, shooting the club up. It's like some sense

1777
01:19:38,800 --> 01:19:40,439
Speaker 7: of a dimmer, like I'm willing to risk my life

1778
01:19:40,479 --> 01:19:41,200
Speaker 7: because I love you.

1779
01:19:41,280 --> 01:19:43,920
Speaker 5: Little baby is an advocate for safe sex.

1780
01:19:44,000 --> 01:19:47,200
Speaker 4: Yes, obviously he's very like because I listened to a

1781
01:19:47,240 --> 01:19:50,639
Speaker 4: lot of his music. Yes, he's very like a lot

1782
01:19:50,680 --> 01:19:54,480
Speaker 4: of songs, he's like very He hammers.

1783
01:19:54,120 --> 01:19:56,479
Speaker 7: That hammers it because he because he's not doing this

1784
01:19:56,720 --> 01:20:00,439
Speaker 7: because he has the only one's because he's in Atlanta,

1785
01:20:00,560 --> 01:20:03,000
Speaker 7: and Atlanta is like a third both country when it

1786
01:20:03,000 --> 01:20:06,639
Speaker 7: comes to HIV rates, Atlanta is horrible and it's bad

1787
01:20:06,800 --> 01:20:08,799
Speaker 7: when it comes to HIV rates in the city of Atlanta.

1788
01:20:08,840 --> 01:20:11,960
Speaker 7: So I'm sure that's part of the reason why. But

1789
01:20:12,080 --> 01:20:14,479
Speaker 7: so I would we're charged with with healthy and being

1790
01:20:14,520 --> 01:20:17,519
Speaker 7: This new business is to try to get that back again, right,

1791
01:20:17,560 --> 01:20:20,599
Speaker 7: trying to make it cool to be safe, so I'm

1792
01:20:20,640 --> 01:20:21,559
Speaker 7: healthy healthy.

1793
01:20:21,720 --> 01:20:21,880
Speaker 11: Yeah.

1794
01:20:21,920 --> 01:20:23,840
Speaker 2: I think there was just like growing up and then

1795
01:20:23,920 --> 01:20:26,120
Speaker 2: teaching health to right and it was like.

1796
01:20:27,680 --> 01:20:29,000
Speaker 1: You just you were scared.

1797
01:20:29,360 --> 01:20:32,200
Speaker 2: It was like there was fair Like obviously HIV and

1798
01:20:32,280 --> 01:20:34,880
Speaker 2: AIDS became something that was very when we were I

1799
01:20:34,920 --> 01:20:38,479
Speaker 2: mean you've seen the specials like te teen something had

1800
01:20:38,520 --> 01:20:38,920
Speaker 2: a special.

1801
01:20:39,280 --> 01:20:41,799
Speaker 1: Yes, magic, yes, oh wow.

1802
01:20:41,680 --> 01:20:44,120
Speaker 2: This is something that we really need to make sure

1803
01:20:44,160 --> 01:20:46,040
Speaker 2: that but you see to set ourselves and I don't

1804
01:20:46,200 --> 01:20:47,360
Speaker 2: you don't feel it's.

1805
01:20:47,280 --> 01:20:49,120
Speaker 4: Done because I think it's like after what happened to

1806
01:20:49,160 --> 01:20:52,720
Speaker 4: magic in the nineties, it was and then easy he died.

1807
01:20:52,800 --> 01:20:54,760
Speaker 4: It was a bunch of it was several different things

1808
01:20:54,760 --> 01:20:57,360
Speaker 4: that happened, but the magic thing really right and people

1809
01:20:57,360 --> 01:20:57,960
Speaker 4: were scared.

1810
01:20:58,080 --> 01:21:01,720
Speaker 7: Right, people aren't scared anymore. And it's a lot of

1811
01:21:01,720 --> 01:21:03,360
Speaker 7: funding to being pulled out of sexual health. This is

1812
01:21:03,400 --> 01:21:05,519
Speaker 7: getting pulled out of schools. See what happened in the

1813
01:21:05,520 --> 01:21:07,960
Speaker 7: plan parts, so a lot of resources are being pulled

1814
01:21:07,960 --> 01:21:10,800
Speaker 7: away from that. So we feel as if it's ours,

1815
01:21:10,880 --> 01:21:13,080
Speaker 7: our you know is our mission to try to bring

1816
01:21:13,120 --> 01:21:13,519
Speaker 7: that back.

1817
01:21:13,680 --> 01:21:17,800
Speaker 4: Yeah to me, like like Little Baby, right, he's an

1818
01:21:17,800 --> 01:21:22,240
Speaker 4: advocate for healthy sex, right, let's do it together, right,

1819
01:21:22,320 --> 01:21:25,639
Speaker 4: let's be advocates together. We're providing the services, we're providing education.

1820
01:21:25,800 --> 01:21:28,519
Speaker 4: He would be a good spokesperson Magic.

1821
01:21:28,920 --> 01:21:32,240
Speaker 3: You know, I spoke to Magic ten years ago, right,

1822
01:21:32,439 --> 01:21:36,000
Speaker 3: we were already Yeah, we weren't ready ten years ago obviously,

1823
01:21:36,240 --> 01:21:38,559
Speaker 3: but we spoke to Magic ten years ago. Magic owned

1824
01:21:38,960 --> 01:21:42,679
Speaker 3: the largest HIV health plan health plan in the state

1825
01:21:42,720 --> 01:21:45,360
Speaker 3: of Florida. He owned it with a couple of guys

1826
01:21:45,640 --> 01:21:48,840
Speaker 3: down there, so we spoke to him about that. I

1827
01:21:48,920 --> 01:21:52,479
Speaker 3: just think that there, you know, Lil Wayne, you know Drake,

1828
01:21:52,640 --> 01:21:56,000
Speaker 3: you know these people, people listen to them, right, And

1829
01:21:56,040 --> 01:21:59,479
Speaker 3: if a quarter of all the STDs comes out of

1830
01:21:59,520 --> 01:22:03,800
Speaker 3: colleges universities, that means that we have something there. Your

1831
01:22:03,840 --> 01:22:06,800
Speaker 3: favorite artist is the person that you're going to listen to.

1832
01:22:07,040 --> 01:22:09,120
Speaker 3: So if Little Baby is selling it like that, Taylor

1833
01:22:09,240 --> 01:22:12,840
Speaker 3: Swift is selling healthy sex, everybody's selling healthy sex healthy

1834
01:22:12,920 --> 01:22:16,240
Speaker 3: md dot com, that's something that we can use to

1835
01:22:16,280 --> 01:22:18,120
Speaker 3: push that forward and stop the spread.

1836
01:22:18,320 --> 01:22:20,040
Speaker 7: Yeah, So that's one of our initiatives that we we

1837
01:22:21,000 --> 01:22:23,559
Speaker 7: talked about with where we go and with the Black

1838
01:22:23,640 --> 01:22:25,960
Speaker 7: Music Collective is doing kind of like an HBCU tour

1839
01:22:26,000 --> 01:22:27,920
Speaker 7: where we you know, do activation and bring some of

1840
01:22:28,000 --> 01:22:29,960
Speaker 7: these artists and we provide the free health care and free.

1841
01:22:29,880 --> 01:22:32,160
Speaker 4: So that's actually so you're doing something that's actually i

1842
01:22:32,160 --> 01:22:34,000
Speaker 4: mean the grand scheme of things, that's actually hurtful for

1843
01:22:34,040 --> 01:22:35,840
Speaker 4: your business, right it is.

1844
01:22:35,880 --> 01:22:36,360
Speaker 5: I mean, and.

1845
01:22:37,960 --> 01:22:40,600
Speaker 7: In some aspects of it, not that it's hurtful, but

1846
01:22:41,200 --> 01:22:43,280
Speaker 7: as long as it's bringing the awareness and people are

1847
01:22:43,320 --> 01:22:45,360
Speaker 7: you know, are protecting themselves because at the end of

1848
01:22:45,360 --> 01:22:47,519
Speaker 7: the day, I mean, people are still going to get sick.

1849
01:22:47,600 --> 01:22:51,040
Speaker 7: And if you're going to be active, take the precautionary measures. Right,

1850
01:22:51,080 --> 01:22:52,960
Speaker 7: So there is you know, PREP, which is the HIV

1851
01:22:53,040 --> 01:22:54,800
Speaker 7: prevention drug, which we still make revenue from it. So

1852
01:22:54,800 --> 01:22:56,360
Speaker 7: if you're going to be active, at least be taking

1853
01:22:56,400 --> 01:22:56,880
Speaker 7: the press.

1854
01:22:56,920 --> 01:22:58,680
Speaker 4: Yeah, if you're going to be you're going to have

1855
01:22:58,760 --> 01:23:02,400
Speaker 4: unprotected sex anyway, protect yourself, you know.

1856
01:23:02,640 --> 01:23:06,120
Speaker 5: And so so it sounds like it's hurtful to our business.

1857
01:23:05,760 --> 01:23:07,680
Speaker 3: But really and truly we're putting more people on the

1858
01:23:07,720 --> 01:23:11,120
Speaker 3: prevention side than we are on the cure side.

1859
01:23:11,360 --> 01:23:14,280
Speaker 4: And yeah, well that's beneficial. And then it's a pill

1860
01:23:14,320 --> 01:23:16,840
Speaker 4: you take every day, every day. What's the side of

1861
01:23:16,880 --> 01:23:19,839
Speaker 4: It's always side effects everything. It's always side effects to everything.

1862
01:23:19,960 --> 01:23:23,599
Speaker 4: But it just depends on body. I'm not a physician, guys,

1863
01:23:23,600 --> 01:23:27,000
Speaker 4: don't get me the line. But a lot of our

1864
01:23:27,080 --> 01:23:29,520
Speaker 4: patients are on PREP because.

1865
01:23:29,680 --> 01:23:32,679
Speaker 5: That's heavy in the in the heterosexual community.

1866
01:23:32,800 --> 01:23:36,320
Speaker 3: Yes, both both communities were we we have a huge

1867
01:23:36,439 --> 01:23:42,920
Speaker 3: LGBTQ population as well, but our heterosexual community. We are

1868
01:23:42,960 --> 01:23:46,479
Speaker 3: the ones that's been taking the charge of training our

1869
01:23:46,840 --> 01:23:50,840
Speaker 3: our underserved heterosexual community about PREP because a lot of

1870
01:23:50,840 --> 01:23:52,680
Speaker 3: times before them they would come to us and they

1871
01:23:52,680 --> 01:23:53,920
Speaker 3: would be like, that's a gay drug.

1872
01:23:54,200 --> 01:23:54,840
Speaker 5: I'm not taking.

1873
01:23:54,840 --> 01:23:57,280
Speaker 4: That's the commercials because the commercials and everything, you know,

1874
01:23:57,360 --> 01:23:58,760
Speaker 4: the stigma behind it.

1875
01:23:58,880 --> 01:24:01,360
Speaker 5: Well, you're doing on a good service, thank you.

1876
01:24:01,439 --> 01:24:04,040
Speaker 4: It's needed and it's actually a very good business model

1877
01:24:04,160 --> 01:24:07,519
Speaker 4: also from the medical side and the reimbursement. So it's

1878
01:24:07,520 --> 01:24:10,640
Speaker 4: always good when you can do good and make a profit. Absolutely,

1879
01:24:11,120 --> 01:24:14,439
Speaker 4: so definitely doing good by doing good. Keep up the

1880
01:24:14,520 --> 01:24:15,120
Speaker 4: great work.

1881
01:24:15,439 --> 01:24:15,800
Speaker 1: Thank you.

1882
01:24:16,160 --> 01:24:19,479
Speaker 5: We'll see you back at invest Yes, yes, sir. And

1883
01:24:19,520 --> 01:24:20,160
Speaker 5: we're sponsored.

1884
01:24:20,160 --> 01:24:21,800
Speaker 1: We're going to talk about that.

1885
01:24:22,240 --> 01:24:27,960
Speaker 3: We're gonna sponsor like some scholarships like healthcare businesses or

1886
01:24:28,000 --> 01:24:30,719
Speaker 3: something like that, like we'll put something together and let's

1887
01:24:30,760 --> 01:24:32,479
Speaker 3: let let's do something tied.

1888
01:24:32,560 --> 01:24:32,720
Speaker 1: Man.

1889
01:24:32,760 --> 01:24:34,599
Speaker 7: For the twenty some more years we've been in this business,

1890
01:24:34,600 --> 01:24:36,599
Speaker 7: a lot of times we in these spaces and Cliff

1891
01:24:36,600 --> 01:24:38,320
Speaker 7: and I are the only one. We're always the youngest,

1892
01:24:38,320 --> 01:24:40,799
Speaker 7: and we're definitely always the only black people.

1893
01:24:40,640 --> 01:24:42,519
Speaker 5: That use the right the youngest and that we used

1894
01:24:42,520 --> 01:24:42,720
Speaker 5: to be.

1895
01:24:43,240 --> 01:24:43,840
Speaker 1: I'm still young.

1896
01:24:43,880 --> 01:24:46,640
Speaker 7: You old, but we definitely want to talk more and

1897
01:24:46,960 --> 01:24:48,519
Speaker 7: do some stuff with you guys as far as you know,

1898
01:24:48,560 --> 01:24:51,479
Speaker 7: helping some young medical entrepreneurs getting to the space.

1899
01:24:51,479 --> 01:24:54,240
Speaker 5: Man, we definitely need more of our faces in this space.

1900
01:24:55,840 --> 01:24:57,559
Speaker 2: We could do man, And I told you prior to

1901
01:24:57,600 --> 01:25:00,240
Speaker 2: this man like things like this, having the platform women

1902
01:25:00,280 --> 01:25:03,320
Speaker 2: speaking about it, it's going to encourage more people to say, like,

1903
01:25:03,400 --> 01:25:05,679
Speaker 2: oh I love this business plan, Oh I love this idea.

1904
01:25:05,760 --> 01:25:08,040
Speaker 2: I was thinking of something like it. It's encouraging because

1905
01:25:08,040 --> 01:25:10,880
Speaker 2: now I know somebody's done. Absolutely the fact that y'all

1906
01:25:10,960 --> 01:25:13,040
Speaker 2: y'all came here to share that. Man, we appreciate y'all.

1907
01:25:13,200 --> 01:25:15,720
Speaker 5: Now we appreciate y'all having us. Thank you, appreciate you.

1908
01:25:15,800 --> 01:25:18,160
Speaker 5: Why L man, So, what's the website? Social media? And

1909
01:25:18,200 --> 01:25:18,439
Speaker 5: all that.

1910
01:25:19,080 --> 01:25:22,320
Speaker 4: So we got healthy md dot com, which our online platform,

1911
01:25:22,600 --> 01:25:25,439
Speaker 4: and we got IMG health Clinic dot com, which is

1912
01:25:25,439 --> 01:25:28,800
Speaker 4: our brick and mortar, and we got IMG helps dot org,

1913
01:25:29,200 --> 01:25:31,639
Speaker 4: which is our nonprofit where you could go and donate

1914
01:25:32,800 --> 01:25:34,600
Speaker 4: and we do some good stuff in the community.

1915
01:25:34,600 --> 01:25:37,200
Speaker 1: There any degrees between you both.

1916
01:25:38,040 --> 01:25:41,280
Speaker 11: I got this degree with the hard knocks that zero

1917
01:25:41,840 --> 01:25:44,120
Speaker 11: zero degrees. I just want y'all to know, y'all could

1918
01:25:44,160 --> 01:25:50,400
Speaker 11: do anything, man, You could do anything a future degree.

1919
01:25:51,040 --> 01:25:56,559
Speaker 5: Resources or Troy House key.

1920
01:25:57,120 --> 01:25:59,320
Speaker 2: Shot to everybody on appreciate dot com. Shout out to

1921
01:25:59,400 --> 01:26:01,920
Speaker 2: all the earn is on EYL University, shout out to

1922
01:26:02,160 --> 01:26:04,680
Speaker 2: RPX people that have joined that merger man has been

1923
01:26:04,720 --> 01:26:07,240
Speaker 2: a beautiful start. And shout out to the Merch everybody

1924
01:26:07,280 --> 01:26:09,120
Speaker 2: on the merch team, and shout out to you all right.

1925
01:26:09,200 --> 01:26:12,160
Speaker 2: We always remember saying this in the beginning of episodes. Yo,

1926
01:26:12,280 --> 01:26:14,360
Speaker 2: if we just get one new listener to day and

1927
01:26:14,640 --> 01:26:17,000
Speaker 2: look what it's turned into. Man, So appreciate y'all sharing

1928
01:26:17,000 --> 01:26:20,120
Speaker 2: the world word and appreciate y'all sharing a knowledge that

1929
01:26:20,160 --> 01:26:20,800
Speaker 2: you have game from it.

1930
01:26:20,880 --> 01:26:21,599
Speaker 1: So love is love.

1931
01:26:21,800 --> 01:26:24,439
Speaker 5: Thank you guys, you're rocking on us. We'll see next week. Peace.

1932
01:26:24,560 --> 01:26:31,840
Speaker 6: Appreciation my graduates from my school being forced back drop

1933
01:26:32,880 --> 01:26:35,439
Speaker 6: drop Mike drop back drop.

1934
01:26:46,640 --> 01:26:50,320
Speaker 12: An illegal alien from Guatemala charged with raping a child

1935
01:26:50,320 --> 01:26:54,120
Speaker 12: in Massachusetts. An MS thirteen gang member from Al Salvador

1936
01:26:54,400 --> 01:26:58,519
Speaker 12: accused of murdering a Texas. Man of Venezuelan charged with

1937
01:26:58,600 --> 01:27:02,479
Speaker 12: filming and selling child pornography in Michigan. These are just

1938
01:27:02,560 --> 01:27:06,320
Speaker 12: some of the heinous migrant criminals caught because of President

1939
01:27:06,360 --> 01:27:09,960
Speaker 12: Donald J. Trump's leadership. I'm Christy nom the United States

1940
01:27:09,960 --> 01:27:14,759
Speaker 12: Secretary of Homeland Security. Under President Trump, attempted illegal border

1941
01:27:14,800 --> 01:27:18,360
Speaker 12: crossings are at the lowest levels ever recorded, and over

1942
01:27:18,400 --> 01:27:21,640
Speaker 12: one hundred thousand illegal aliens have been arrested. If you

1943
01:27:21,720 --> 01:27:25,559
Speaker 12: are here illegally, your next you will be fine nearly

1944
01:27:25,640 --> 01:27:29,639
Speaker 12: one thousand dollars a day, imprisoned and deported, you will

1945
01:27:29,680 --> 01:27:33,320
Speaker 12: never return. But if you register using our CBP home

1946
01:27:33,400 --> 01:27:36,759
Speaker 12: app and leave now, you could be allowed to return legally.

1947
01:27:37,120 --> 01:27:41,879
Speaker 12: Do what's right, leave now. Under President Trump, America's laws,

1948
01:27:42,040 --> 01:27:44,479
Speaker 12: border and families will be protected.

1949
01:27:44,560 --> 01:27:46,679
Speaker 1: Sponsored by the United States Department of Homeland Security,