Latest / Earn Your Leisure / EYL #231 How to Start an Eight-Figure Healthcare Company Without Being a Doctor

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EYL #231 How to Start an Eight-Figure Healthcare Company Without Being a Doctor · Earn Your Leisure

• 0:00
  Speaker 1: Money.
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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
• 0:54
  Speaker 3: beating ourselves the year before. It's the highest it's ever
• 0:57
  Speaker 3: been right now, which is bad file community, good for
• 1:00
  Speaker 3: business in America or in the world. STD rates me
• 1:04
  Speaker 3: that like three hundred and thirty six million.
• 1:08
  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: opportunities for our communities to continue creating the future.
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  Speaker 1: Learn more at fordfund dot org. Built Ford Proud.
• 1:37
  Speaker 4: TV cases new STD cases last year three hundred and
• 1:40
  Speaker 4: thirty six million in the world.
• 1:41
  Speaker 5: World. What's the number one STD?
• 1:44
  Speaker 2: I got it? I know what it is. When I
• 1:45
  Speaker 2: was teaching, it was committean. Yes, I went out of
• 1:50
  Speaker 2: every for STDs a't sn I.
• 1:52
  Speaker 5: Was gonna make a joke just now when you said
• 1:54
  Speaker 5: I got it.
• 1:58
  Speaker 6: My graduates from my school being forced back drop drop, Mike,
• 2:05
  Speaker 6: drop back drop.
• 2:19
  Speaker 4: All right, guys, welcome back. So this is gonna be
• 2:22
  Speaker 4: a dope episode because it's a little bit different from
• 2:27
  Speaker 4: a lot of the businesses that we have covered in
• 2:29
  Speaker 4: the past. The healthcare industry is something that is actually
• 2:33
  Speaker 4: the biggest expenditure and the budget. We talked about that
• 2:38
  Speaker 4: a variety of different times. When you look at the
• 2:40
  Speaker 4: United States budget, spend more money on healthcare than anything else,
• 2:44
  Speaker 4: from Medicaid, the Medicare to all of that stuff, and
• 2:48
  Speaker 4: more on healthcare than they do on defense. So you know,
• 2:53
  Speaker 4: tons of billionaires, Tons of the top companies in the
• 2:57
  Speaker 4: world are health related.
• 2:59
  Speaker 5: Companies, health based companies.
• 3:01
  Speaker 4: So anytime we get to cover the industry, it's important,
• 3:06
  Speaker 4: and especially when we can get people from our community
• 3:08
  Speaker 4: that's actually in the industry, entrepreneurs, which is rare.
• 3:12
  Speaker 5: Yeah, for sure, for sure.
• 3:14
  Speaker 4: So Clifford Knights and Steve Viximar, yes, sir correct, they
• 3:20
  Speaker 4: started a company healthy MD. So healthy MD is a
• 3:25
  Speaker 4: into end solution for sexual health testing and treatment. So
• 3:31
  Speaker 4: let me just kind of paint the picture. This is
• 3:33
  Speaker 4: like a mobile van bus per se nah.
• 3:39
  Speaker 5: So there's two. Right.
• 3:41
  Speaker 3: So you have health md, which is our online platform
• 3:45
  Speaker 3: that provides test skits in the comfort of your own home,
• 3:48
  Speaker 3: and you test yourself, you send it back, you get
• 3:50
  Speaker 3: on the telehealth visit with a physician. A physician write
• 3:52
  Speaker 3: your script, right, whether you have a STD, HIV or whatever.
• 3:56
  Speaker 5: Right.
• 3:57
  Speaker 3: But IMG, which is an independent medical group that's our
• 4:01
  Speaker 3: brick and mortar business. Right, So it's our mobile clinics.
• 4:04
  Speaker 3: We got twelve mobile clinics in the state of Florida,
• 4:06
  Speaker 3: fifteen now we got three just came in yesterday.
• 4:08
  Speaker 1: Okay, I'm sorry, breaking news a lyric.
• 4:11
  Speaker 3: Yes, Yeah, and we got we got eight brick and
• 4:16
  Speaker 3: mortar clinics throughout the whole state of Florida. So we
• 4:18
  Speaker 3: covered the whole state of Florida with our brick and
• 4:20
  Speaker 3: mortar and our mobile clinics.
• 4:21
  Speaker 5: And it's all based on.
• 4:24
  Speaker 4: Sexual STDs as, TDS, HIV, hepatitis C, and mental health. Okay, okay,
• 4:32
  Speaker 4: So first of all, and it's very successful, thirty six
• 4:37
  Speaker 4: million dollars in revenue last year for the company. So
• 4:42
  Speaker 4: first of almost, thank you guys for joining us. Appreciate it.
• 4:44
  Speaker 7: Thank you guys for having us. Man, we're big fans.
• 4:46
  Speaker 7: We appreciate it.
• 4:47
  Speaker 2: Yeah, it's been a journey to get here, for sure.
• 4:51
  Speaker 2: You know we've had thoughts before. It's interesting because you
• 4:54
  Speaker 2: know we've met at Investments for the first time because
• 4:57
  Speaker 2: you were part of the VP experience.
• 4:59
  Speaker 5: Absolutely, can I tell you a story about that real quick?
• 5:01
  Speaker 1: Let's do it. Let's do it, because I got a
• 5:02
  Speaker 1: story too.
• 5:04
  Speaker 4: So invest fst comes up. My brother in law hits
• 5:08
  Speaker 4: me he owned a coffee company.
• 5:10
  Speaker 5: Helo is his microphone?
• 5:11
  Speaker 1: Good?
• 5:12
  Speaker 4: Yeah?
• 5:12
  Speaker 3: Oh I'm sorry, I'm sorry, Yeah, we're good.
• 5:16
  Speaker 5: Hello.
• 5:17
  Speaker 3: Yeah. So invest Fest comes up. My brother in law
• 5:20
  Speaker 3: owns a coffee company in Jamaica. He calls me. He's like, Yo,
• 5:24
  Speaker 3: they got this thing called invest fst eyl Me, my son,
• 5:28
  Speaker 3: his homies. We sat at the table during COVID and
• 5:33
  Speaker 3: we listened to you all every day. We broke down stocks,
• 5:37
  Speaker 3: we broke down tips, we broke down these boys got
• 5:40
  Speaker 3: stock portfolios. Now, my stock portfolios over a million, Steve.
• 5:45
  Speaker 1: That's part of my story.
• 5:46
  Speaker 3: Oh, I'm sorry, Sorry forgive me. I was just saying
• 5:50
  Speaker 3: that we copped the tickets. It's twenty thousand, right, So
• 5:54
  Speaker 3: my finance team is like, yo, what the hell is
• 5:58
  Speaker 3: this investor shit on?
• 5:59
  Speaker 5: How on our books for twenty grand? Right?
• 6:02
  Speaker 3: And I was like, naw, that says this festival we
• 6:05
  Speaker 3: gotta go to.
• 6:05
  Speaker 1: We have gotta be there.
• 6:07
  Speaker 5: Yeah, I don't care.
• 6:08
  Speaker 3: So I heard Rashad say one time he buy first
• 6:12
  Speaker 3: class tickets so he could be in the room with
• 6:14
  Speaker 3: the right people.
• 6:15
  Speaker 4: Right.
• 6:16
  Speaker 3: I was like, all right, we got to be in
• 6:18
  Speaker 3: the room then, So spend the twenty we're gonna be
• 6:21
  Speaker 3: in VIP. And throughout the time, we wasn't really sweating it, right,
• 6:26
  Speaker 3: I was in sweating trying to trying to get backstage.
• 6:28
  Speaker 3: We wasn't sweating any of that. We just listening to
• 6:30
  Speaker 3: the panels Cayler Perry, Steve Harvey. It was a dope
• 6:34
  Speaker 3: and it was fifteen thousand people in a room for
• 6:39
  Speaker 3: financial literacy. Never seen anything like that. I know y'all boys.
• 6:44
  Speaker 3: The year before y'all was at like three thousand and
• 6:45
  Speaker 3: four thousand. Yeah, and then y'all Boys is at like
• 6:48
  Speaker 3: fifteen thousand. So I walk in the room and I
• 6:50
  Speaker 3: see all these chids and all these black people financial literacy.
• 6:54
  Speaker 3: I said, Yo, this is the dopest shit ever. And
• 6:57
  Speaker 3: then we get to the dinner and I meet you
• 7:00
  Speaker 3: at the dinner. I meet y'all boys at the dinner.
• 7:01
  Speaker 3: This is after everything happened all weeken, and I say, Yo,
• 7:04
  Speaker 3: my dude, y'all boys is killing it.
• 7:06
  Speaker 5: Yo.
• 7:06
  Speaker 3: I just got to tell you, I'm loving what you
• 7:08
  Speaker 3: all are doing. And we put ourselves in that room
• 7:11
  Speaker 3: that day so we could be here. So we set
• 7:15
  Speaker 3: up the whole situation already eight months ago so we
• 7:19
  Speaker 3: could be at this moment when we were ready, right.
• 7:23
  Speaker 2: So, like I always tell the story, I never say
• 7:25
  Speaker 2: your name in the story, but I always talk about
• 7:27
  Speaker 2: people executing on information. Because we had a long conversation
• 7:31
  Speaker 2: at the dinner and you were like, Yo, let me
• 7:33
  Speaker 2: be honest with you. Everything you're doing here is incredible,
• 7:36
  Speaker 2: but the impact that you're having outside of is even
• 7:39
  Speaker 2: more so.
• 7:40
  Speaker 1: Bro.
• 7:41
  Speaker 2: My investment count is seven figures. And I was like,
• 7:43
  Speaker 2: I told you, I'm like, yo, damn. He was like,
• 7:46
  Speaker 2: for real, Bro, and I was like, I keep telling
• 7:48
  Speaker 2: the story about how this dude had one hundred and
• 7:49
  Speaker 2: twenty five dollars. Dude, Yes, he said, Yo, Now I
• 7:53
  Speaker 2: got to change the story. Yeah, you said seven figures.
• 7:55
  Speaker 2: And I was like, Yo, that's the power of information.
• 7:58
  Speaker 2: And then we ran into each other again. Yes, I'm like, yo, Bro,
• 8:00
  Speaker 2: y'all gotta come tell your story. You're like, I'm not
• 8:03
  Speaker 2: sure we're ready. What was the revenue again? Nah?
• 8:06
  Speaker 1: I think you're ready.
• 8:08
  Speaker 2: Yeah, but it's dope, man, because not only you guys,
• 8:10
  Speaker 2: but shout out to aj right from uh from from Tosa,
• 8:13
  Speaker 2: who was also part of the vp P experience. Yes,
• 8:16
  Speaker 2: and we shot this episode just because the energy was
• 8:18
  Speaker 2: so good, the story was so good. So again like
• 8:20
  Speaker 2: you never know the room you're going to get into
• 8:22
  Speaker 2: and what it's gonna lead to. So doing a great thing.
• 8:23
  Speaker 1: I'm happy y'all here for this and it's gonna go.
• 8:25
  Speaker 5: We appreciate you'all having appreciate it, man.
• 8:28
  Speaker 4: And that was the ultra ultra v I p yeah,
• 8:30
  Speaker 4: word word, let's be clear.
• 8:33
  Speaker 1: Let's be clear.
• 8:34
  Speaker 5: And it was worth every penny, yeah, trust me.
• 8:36
  Speaker 4: So so let's get into this all right, So when
• 8:39
  Speaker 4: do you decide that this is a good idea because
• 8:42
  Speaker 4: this is a very niche based business, right as far
• 8:44
  Speaker 4: as with uh STDs testing. So when do you decide
• 8:50
  Speaker 4: this is good business? And what's the first step that
• 8:52
  Speaker 4: you that you do to start the business.
• 8:54
  Speaker 3: So first of all, I got a preference it by
• 8:57
  Speaker 3: saying this was not our dream, right. Our dream was
• 9:02
  Speaker 3: to be businessmen, entrepreneurs. We were never supposed to be
• 9:05
  Speaker 3: in the healthcare space. That wasn't something that we talked about.
• 9:08
  Speaker 3: We talked about Steve being from Brooklyn, I'm from Boston.
• 9:11
  Speaker 3: We're from underserved communities. I had a ninety six Jetta
• 9:16
  Speaker 3: and we couldn't pay.
• 9:17
  Speaker 5: The car payment. This is back in high school. This
• 9:20
  Speaker 5: is in high school.
• 9:20
  Speaker 3: So Steve is like, yo, son, in Brooklyn, we throw
• 9:23
  Speaker 3: dollar rama so we could pay our rent. So let's
• 9:25
  Speaker 3: go with dollar rama so we could pay the car payment.
• 9:28
  Speaker 3: I was like, all right, cool, let's do that. We
• 9:30
  Speaker 3: throw the party is successful, we throw another one successful.
• 9:34
  Speaker 3: Now we're party promoters. That's what we do right now.
• 9:37
  Speaker 3: This is in Florida, in Ladadale. Soya, y'all moved to Florid, Lada.
• 9:41
  Speaker 5: Yeah.
• 9:41
  Speaker 3: Yeah, so you grew up in Florida. Yeah, So Steve
• 9:45
  Speaker 3: moved down in high school. I moved down in middle school.
• 9:48
  Speaker 7: So we met in high school in Florida, and that's
• 9:50
  Speaker 7: kind of how this whole healthcare journey started. But Clifford
• 9:53
  Speaker 7: is alluding to when we were in high school, him
• 9:55
  Speaker 7: trying to make his car payment and us coming up
• 9:57
  Speaker 7: with this bright idea, you know, to throw parties. And
• 10:00
  Speaker 7: that is what kind of got us to this evolution
• 10:02
  Speaker 7: because the guy who owned the nightclub actually owned a
• 10:05
  Speaker 7: small independent pharmacy, right, and he was a businessman.
• 10:08
  Speaker 5: He wasn't a pharmacist. Partner was a pharmacist.
• 10:11
  Speaker 7: So coming from New York, I mean, I'm used to
• 10:12
  Speaker 7: these small independent pharmacies. Typically they owner operated. The guy
• 10:15
  Speaker 7: who owns it is the pharmacist. He's been working there
• 10:17
  Speaker 7: for thirty years. And you don't think that, you know,
• 10:20
  Speaker 7: he's making no real money. I mean being of Caribbean
• 10:23
  Speaker 7: descent too, a lot of times you get taught, hey,
• 10:25
  Speaker 7: you got to go to school to be a doctor.
• 10:26
  Speaker 7: You got to go to school be a lawyer. Nobody
• 10:28
  Speaker 7: really talks about going to be a pharmacist, you know,
• 10:31
  Speaker 7: so you really think about that, You think about, you know,
• 10:33
  Speaker 7: the small independent pharmacies I grew up around. Like I said,
• 10:35
  Speaker 7: they're owner operated, you know their niche. They're always in
• 10:37
  Speaker 7: the community. So when we saw this guy in his business,
• 10:40
  Speaker 7: he was like, hey, out own a club. I also
• 10:42
  Speaker 7: on a pharmacy. My partner's a pharmacist. I'm doing well.
• 10:45
  Speaker 7: You guys seem like young entrepreneurs. Come work for me
• 10:47
  Speaker 7: at this specialty pharmacy that were servicing HIV and SCD
• 10:50
  Speaker 7: patients on the pharmacy side. So be like, I bet
• 10:53
  Speaker 7: we'll come check it out. Whatever, let's let me, let's
• 10:55
  Speaker 7: do it. So started working with him at the pharmacy.
• 10:58
  Speaker 7: I started off really this time, I'm like sixteen, he's
• 11:00
  Speaker 7: seventeen years old. Cliff might have been eighteen nineteen yellow older.
• 11:03
  Speaker 7: Oh hell, you see the gray hairs. So I started
• 11:07
  Speaker 7: working with him, and I started just doing the deliveries,
• 11:09
  Speaker 7: like delivering the medication and stuff to the patients. I
• 11:11
  Speaker 7: became like a pharmacy technician. Cliff came on and started
• 11:14
  Speaker 7: doing like in services. We'll do like we'll go to
• 11:17
  Speaker 7: like doctors and talk to the doctors about the services
• 11:19
  Speaker 7: we provide to underserved community.
• 11:20
  Speaker 5: This is back in ninety eight, you know, hold on,
• 11:22
  Speaker 5: hold on.
• 11:23
  Speaker 3: So this dude, when he's seen us, he said, y'all
• 11:27
  Speaker 3: are young entrepreneurs. But past that, he was like, come
• 11:30
  Speaker 3: work with me at the pharmacy. We said cool. Then
• 11:33
  Speaker 3: he said, I'm gonna get y'all boys tailor made suits. Now,
• 11:37
  Speaker 3: this is ninety eight. We were baggy, baggy, right, We
• 11:42
  Speaker 3: had teas tea's down to our knees, right, So everybody
• 11:46
  Speaker 3: that's how they knew us right as black pop culture.
• 11:50
  Speaker 3: We were like yo, son, they got baggy pants on,
• 11:52
  Speaker 3: they got long jeans on, they got you know what
• 11:54
  Speaker 3: I mean, long T shirts. And he said he gonna
• 11:57
  Speaker 3: get us tailor made suits.
• 11:58
  Speaker 5: He said cool.
• 12:00
  Speaker 3: He said, y'all I'm gonna get y'all BMW's. We said, cool.
• 12:04
  Speaker 3: He said, I'm gonna get yall briefcases.
• 12:05
  Speaker 5: So cool.
• 12:07
  Speaker 3: Now, every office, doctor's office we walked into, every hospital
• 12:12
  Speaker 3: we walked into, everybody was like, what y'all need because
• 12:16
  Speaker 3: they never seen that before. I was eighteen years old,
• 12:19
  Speaker 3: nineteen years old. Steve was like seventeen sixteen. And they
• 12:23
  Speaker 3: looking at us like, how do you all have the
• 12:25
  Speaker 3: vernacular to speak about taking care of our community in
• 12:29
  Speaker 3: that manner? And you walk in here with a briefcase
• 12:32
  Speaker 3: with a suit on, Oh, what you need? And most
• 12:36
  Speaker 3: of the gatekeepers, which are the women that sit at
• 12:38
  Speaker 3: the receptionists, most of them are women.
• 12:40
  Speaker 5: So they're looking at us.
• 12:41
  Speaker 3: Like, oh, y'all, young boys, y'all out here doing something
• 12:44
  Speaker 3: for real with your labs? Oh nah, come on, let's go.
• 12:47
  Speaker 3: How many patients you need? They just start sending us
• 12:50
  Speaker 3: all the patients. And that's how crazy it got.
• 12:52
  Speaker 7: That was our first introduction to healthcare and healthcare business
• 12:55
  Speaker 7: and realizing that you could actually be very profitable. Back then,
• 13:00
  Speaker 7: he was still servicing be on the serve HIV and
• 13:02
  Speaker 7: SCD patients. Most of the business was Medicaid, Medicare, and
• 13:07
  Speaker 7: I remember looking at the numbers because I'm an operations
• 13:09
  Speaker 7: guy and at that point he was doing one hundred
• 13:12
  Speaker 7: hundred and.
• 13:12
  Speaker 5: Fifty k a week.
• 13:13
  Speaker 7: I was like, how the heck are you doing this
• 13:15
  Speaker 7: much money? Like I never thought, you know, your local
• 13:16
  Speaker 7: pharmacist can make that much money. And we realized, oh,
• 13:19
  Speaker 7: you actually do good by doing good. And that was
• 13:21
  Speaker 7: our first introduction into healthcare.
• 13:23
  Speaker 4: And this is ninety eight ninety nine, So what year
• 13:26
  Speaker 4: do you start the company?
• 13:28
  Speaker 7: So I'll give you that the backs on show. We
• 13:30
  Speaker 7: started working for this guy in the pharmacy. So we
• 13:32
  Speaker 7: did that for a couple of years and they sold
• 13:35
  Speaker 7: to Ekergs for like three millions. So this guy one
• 13:37
  Speaker 7: pharmacy won location sold to Ekergs for three millions. So
• 13:42
  Speaker 7: echage Is is a pharmacy chain that is now owned
• 13:44
  Speaker 7: by CVS.
• 13:45
  Speaker 5: CVS actually bought Eckergs out.
• 13:47
  Speaker 7: So when they sold to Eckerge, because we were so young,
• 13:51
  Speaker 7: they didn't make a sign of non compete. Right, They're like, yo,
• 13:53
  Speaker 7: these guys are young, they don't know nothing. But they
• 13:54
  Speaker 7: didn't realize that we're the ones doing the deliveries. We
• 13:56
  Speaker 7: don't want to kind of do all the patients. We
• 13:57
  Speaker 7: want all the doctors. So they didn't make a sign
• 13:59
  Speaker 7: of not compete. That pharmacy at the time was called
• 14:01
  Speaker 7: WEE Care Pharmacy. So when they sold, because we didn't
• 14:04
  Speaker 7: sign to not compete, the gentleman who brought.
• 14:06
  Speaker 1: Us on he did.
• 14:07
  Speaker 7: He was like, listen, I want to go put up
• 14:09
  Speaker 7: another pharmacy. I mean, and we were like, listen, our
• 14:12
  Speaker 7: patients are calling us. They sold the Ekers is not
• 14:14
  Speaker 7: trying to provide the same services that are underserved because
• 14:16
  Speaker 7: they're a big chained They're like, listen, we are not
• 14:18
  Speaker 7: trying to, you know, provide all these additional ancelary services.
• 14:21
  Speaker 5: You guys need to figure that out.
• 14:22
  Speaker 7: So the need was there, so we're like, listen, we
• 14:24
  Speaker 7: got to open up our own pharmacy. So he's like, listen,
• 14:26
  Speaker 7: you guys didn't sign compete. I'm open up a pharmacy
• 14:28
  Speaker 7: with you guys. Give you guys equity, and you guys
• 14:30
  Speaker 7: are going to do all the work and we're going
• 14:32
  Speaker 7: to start this pharmacy. That's how we actually got our
• 14:34
  Speaker 7: first you know, ownership into a specialty pharmacy, getting into
• 14:38
  Speaker 7: the HIV space, and then we open up those pharmacies.
• 14:41
  Speaker 1: What was the equity split.
• 14:43
  Speaker 7: So we got that was the first lesson in business too, right,
• 14:46
  Speaker 7: So yeah, it is at the cap table. So at
• 14:49
  Speaker 7: that point Cliff and I had like ten percent apiece,
• 14:52
  Speaker 7: so we owned twenty percent.
• 14:53
  Speaker 5: He owned eighty.
• 14:54
  Speaker 7: And at the time, I think I might've been, you know,
• 14:56
  Speaker 7: eighteen at the time. So I'm thinking, okay, it was
• 14:58
  Speaker 7: really good and I learned that lesson too. He's likeyes,
• 14:59
  Speaker 7: so I'm much money do you want to make?
• 15:01
  Speaker 1: I was like, I don't know.
• 15:02
  Speaker 7: I remember being in my I just graduated high school.
• 15:05
  Speaker 7: I remember sitting in my macroeconomics class and my professor
• 15:07
  Speaker 7: I think the time, was making like sixty or sixty
• 15:09
  Speaker 7: five k and I was like, okay, well my professor's
• 15:12
  Speaker 7: making sixty five I want seventy, right, So I told
• 15:14
  Speaker 7: a guy I wanted seventy grand. He's like, back, got
• 15:16
  Speaker 7: you gave me seventy thousand right now.
• 15:18
  Speaker 5: I realize way tooay, too quick.
• 15:21
  Speaker 7: And that's when I was like, I don't need to
• 15:22
  Speaker 7: go to college and I'm I'm making more money than
• 15:24
  Speaker 7: my professors.
• 15:24
  Speaker 5: I'm like, I'm dropping out of school.
• 15:25
  Speaker 7: But I realized then it's like, okay, you got to
• 15:27
  Speaker 7: understand your business because he gave us seventy thousand and
• 15:30
  Speaker 7: ten percent, and I realized that he was making one
• 15:31
  Speaker 7: hundred hundred and fifty K a week.
• 15:33
  Speaker 5: Right, So what is that for the guys who's actually
• 15:35
  Speaker 5: doing all the work and doing all hard work. But
• 15:37
  Speaker 5: at the time, it was great for us.
• 15:39
  Speaker 7: We got that, you know, that Tupac Sugar Night deal,
• 15:41
  Speaker 7: and we were just happy, give me that BMW, give
• 15:43
  Speaker 7: us the briefcase, give us, you know, seventy k, and
• 15:45
  Speaker 7: give us a little small eg.
• 15:46
  Speaker 4: Yeah, he contend he killed us with the shiny things,
• 15:49
  Speaker 4: you know, young boys from the hood gave BMW.
• 15:53
  Speaker 5: Gave us the shiny things that we just jumped at.
• 15:54
  Speaker 3: And then he asked us how much you want to make,
• 15:57
  Speaker 3: And instead of us saying I want to make a mill, yeah,
• 16:00
  Speaker 3: he was like, you.
• 16:01
  Speaker 5: Know, give us seventy thousand, sixty two thousands.
• 16:04
  Speaker 3: Yeah, because at that time, in two thousand and fifty grand,
• 16:07
  Speaker 3: my sisters was getting out of college and fifty grand.
• 16:10
  Speaker 3: Was like, yo, if you get fifty grand, and yeah,
• 16:12
  Speaker 3: you're killing it. So I was like sixty thousand. He
• 16:16
  Speaker 3: was like bed sixty you want bed?
• 16:19
  Speaker 5: Got you? We was like, yo, that seemed kind of easy.
• 16:22
  Speaker 4: He said that mad easy. But that was our first
• 16:26
  Speaker 4: introduction to ownership and business business, real business. So all right,
• 16:33
  Speaker 4: so then from there what happens after that?
• 16:36
  Speaker 7: So we build this network of pharmacies with this guy
• 16:39
  Speaker 7: Express Pharmacy, and we got into about six pharmacies throughout Florida,
• 16:44
  Speaker 7: Palm Beach, Browd and Dave did very well with him
• 16:48
  Speaker 7: for a few years, and then again another exit comes, right,
• 16:51
  Speaker 7: and then we realize again you have to have one
• 16:56
  Speaker 7: of the first things in business.
• 16:57
  Speaker 5: You have to have the lawyers and you have to
• 16:58
  Speaker 5: have your accountants.
• 16:59
  Speaker 1: Right.
• 16:59
  Speaker 7: So for us, again we're just trusting and understanding all
• 17:02
  Speaker 7: the things that this guy has done.
• 17:04
  Speaker 5: And we're like, okay, we're about to exit soon. Build
• 17:07
  Speaker 5: up this great business.
• 17:08
  Speaker 7: I think we build it up to about fifteen million
• 17:10
  Speaker 7: fifteen million annually, and we're like, yeah, we're about to
• 17:12
  Speaker 7: do We're about to eat. This is about the No.
• 17:14
  Speaker 7: That's when I find out what cash calls and basically
• 17:18
  Speaker 7: to that stuff where people wanre to dilute you. It
• 17:20
  Speaker 7: was like, oh yeah, so we're about to do a
• 17:22
  Speaker 7: cash call. So we built that to a very successful
• 17:24
  Speaker 7: business and we exited when he sold that. We you know,
• 17:28
  Speaker 7: we made you know, some decent amount of money, not
• 17:32
  Speaker 7: as much as we do now, but we did pretty
• 17:33
  Speaker 7: well with that.
• 17:34
  Speaker 1: How old a y'all at this time?
• 17:36
  Speaker 7: At this point, I'm like twenty one at this point.
• 17:38
  Speaker 7: By the time we exiting, I'm twenty one, so Cliff
• 17:40
  Speaker 7: might be twenty two twenty three at this.
• 17:42
  Speaker 5: Point and he's one years old.
• 17:43
  Speaker 2: So you just had to but you at that time,
• 17:45
  Speaker 2: even though you have the cash call and you're still
• 17:48
  Speaker 2: feeling like you.
• 17:50
  Speaker 7: Real I'm making real money. We're making more money than
• 17:52
  Speaker 7: most of our relatives. I'm working around with the next telephone,
• 17:55
  Speaker 7: you know what I mean. Yeah, so we think we think,
• 17:57
  Speaker 7: we think we're we're doing very well or very I
• 18:00
  Speaker 7: mean at that time, yes, you were doing well, but
• 18:03
  Speaker 7: we had to crash courts in business at that point
• 18:07
  Speaker 7: in life, it's like, Okay, we know we need to
• 18:09
  Speaker 7: lawyer up and get our accounts and get our paperwork
• 18:11
  Speaker 7: straight and know that partnerships are not bad as long
• 18:15
  Speaker 7: as the contracts and everything is sound. And that was
• 18:18
  Speaker 7: the hard lesson that we learned at that point.
• 18:20
  Speaker 2: I want to go inside the business a little bit,
• 18:22
  Speaker 2: because you said, you guys are doing everything inside the business,
• 18:24
  Speaker 2: so somebody who's not familiar with pharmaceuticals. What are the
• 18:27
  Speaker 2: things that you're actually doing, because you mentioned maybe getting
• 18:30
  Speaker 2: the customers, but what are the things that y'all are doing,
• 18:32
  Speaker 2: like the grind, like the real hustle world.
• 18:34
  Speaker 5: So today just the operations over there.
• 18:37
  Speaker 7: Yeah, so today we run clinics, right, So prior to
• 18:42
  Speaker 7: our clinics bas the reason why we had to transition clinics,
• 18:44
  Speaker 7: we got into all of this pharmacy stuff. So pharmacy
• 18:46
  Speaker 7: is a little bit different than actually clinics. Pharmacy is
• 18:50
  Speaker 7: different because if you want to open up independent pharmacy,
• 18:52
  Speaker 7: depending on the states you win, obviously you have to
• 18:55
  Speaker 7: have a license pharmacist and stuff like that. So for us,
• 18:58
  Speaker 7: it was smart the way we did it because what
• 19:00
  Speaker 7: we did is we were in partner up in like
• 19:02
  Speaker 7: another local pharmacy. We said, hey, listen, we have all
• 19:04
  Speaker 7: of these patients, we have all of these customers. What
• 19:05
  Speaker 7: we're going to do is we're going to transfer you
• 19:08
  Speaker 7: all of these patients. You're going to take care of
• 19:09
  Speaker 7: all of these patients for us, all of these customers,
• 19:11
  Speaker 7: and we would go to doctor's offices talk to them
• 19:13
  Speaker 7: about the.
• 19:13
  Speaker 5: Services we provide.
• 19:15
  Speaker 7: Back then, it was more concierge, which is still kind
• 19:17
  Speaker 7: of the nature of our business today. We were deliver
• 19:20
  Speaker 7: the medications, we would help them.
• 19:21
  Speaker 5: If they had.
• 19:22
  Speaker 7: Insurance issues, we will help them get insurance if they
• 19:24
  Speaker 7: had prioritizations. Sometimes the insurance won't pay for your medication
• 19:27
  Speaker 7: and you have to send an extra paperwork.
• 19:29
  Speaker 5: A lot of our stuff is a hassle.
• 19:30
  Speaker 7: So for the physicians, a lot of times they're so
• 19:33
  Speaker 7: busy they can't help that patient with that.
• 19:34
  Speaker 5: So for us, we're like listen, as a pharmacy.
• 19:36
  Speaker 7: Will help handle all of the back end paperwork that
• 19:39
  Speaker 7: happens to get that patient service. So that those are
• 19:42
  Speaker 7: some of the concierge services that we provided. What made
• 19:45
  Speaker 7: us different on the pharmacy space. So we had to
• 19:47
  Speaker 7: have a pharmacist. We found a local pharmacy. We would
• 19:50
  Speaker 7: send him all the business so that the day that
• 19:52
  Speaker 7: we opened our pharmacy, we had two hundred three hundred
• 19:54
  Speaker 7: customers day one. So having that was partnerships and understanding,
• 19:58
  Speaker 7: you know, kind of what you need to leverage was
• 19:59
  Speaker 7: one of the things that kind of helped us a lot.
• 20:01
  Speaker 7: But having that pharmacist.
• 20:03
  Speaker 5: As what helped too.
• 20:04
  Speaker 3: But also sorry, I want to speak about licensing for
• 20:08
  Speaker 3: the pharmacy right, because that's probably the barrier to entry, right.
• 20:11
  Speaker 3: So licensing is pharmacy license license, it's the DEA license.
• 20:16
  Speaker 3: You got to get an NCPDP license so you could
• 20:19
  Speaker 3: build the insurances. You have to get all the insurance
• 20:22
  Speaker 3: contracts on with Blue Cross, Blue Shale, Human United.
• 20:27
  Speaker 7: And back then it was straight manual to at least
• 20:28
  Speaker 7: now today you could just sign up in one providing
• 20:31
  Speaker 7: they can get you all the contracts. Back then, I
• 20:32
  Speaker 7: used to have to fill out a thousand different applications
• 20:34
  Speaker 7: and you got to fill out application with every provide
• 20:36
  Speaker 7: in order to be able to build that provider because
• 20:38
  Speaker 7: you never know what insurance people will have.
• 20:40
  Speaker 4: So if you think about it, Blue Cross Bluechhale has
• 20:42
  Speaker 4: Blue Cross Bouche. Every state build Blue Cross Bouchill Georgia.
• 20:46
  Speaker 3: So you have to fill out every single one of
• 20:47
  Speaker 3: those manually each time you open up a pharmacy. Back then,
• 20:52
  Speaker 3: they made the process a lot easier, but it's still
• 20:55
  Speaker 3: it is a barrier entry regardless.
• 20:57
  Speaker 5: Absolutely. So why why the niche of STDs?
• 21:03
  Speaker 7: So because we came from the pharmacy space, we realized
• 21:06
  Speaker 7: there was a lot of a lot of the challenges
• 21:07
  Speaker 7: that the clinics faced.
• 21:09
  Speaker 5: So fast forward.
• 21:10
  Speaker 7: You know, we had all of this great success in
• 21:12
  Speaker 7: pharmacy and twenty you know, fourteen is when we kind
• 21:16
  Speaker 7: of exited and we had some capital and we decided,
• 21:18
  Speaker 7: you know what, we realize providing these services to under
• 21:22
  Speaker 7: serve community. These clinics, you know, were limited in scope
• 21:25
  Speaker 7: and what they can do. So we're like, listen, you know,
• 21:27
  Speaker 7: we need to get into the clinic space and provide
• 21:29
  Speaker 7: those services because we know that if we stick to
• 21:32
  Speaker 7: the specialty, we actually then cliff like they say, we
• 21:35
  Speaker 7: like to be Switzerland, right, most clinics are primary care.
• 21:38
  Speaker 7: So we figured if we come in a specialty space,
• 21:40
  Speaker 7: realizing the needs that the underserved community had on the pharmacy,
• 21:44
  Speaker 7: and we can provide those services to them on the
• 21:47
  Speaker 7: clinic level, but then we can also be partners for
• 21:49
  Speaker 7: other clinics. So instead of coming in and being competitors,
• 21:52
  Speaker 7: if we're just strictly specialty, I can go into a
• 21:54
  Speaker 7: primary care, I can go into a gastro and say, hey,
• 21:56
  Speaker 7: let me just take care of these specialty HIV and
• 21:59
  Speaker 7: HEPT patients don't see us as competitors. So one is
• 22:02
  Speaker 7: primarily because of the focus of what we want to
• 22:04
  Speaker 7: do in that modality, but also because we didn't want
• 22:07
  Speaker 7: to seem as competitors too with other people who are
• 22:08
  Speaker 7: providing their services in the community.
• 22:10
  Speaker 1: Yeah.
• 22:11
  Speaker 3: Also, if you remember, we started in HIV, right, so
• 22:17
  Speaker 3: we were we were in HIV in two thousan ninety eight,
• 22:20
  Speaker 3: ninety nine, two thousand and one HIV patients were on
• 22:24
  Speaker 3: eight nine drugs at a time, right, So we've seen
• 22:28
  Speaker 3: all of that. And for us, when we started our clinics,
• 22:33
  Speaker 3: we were like, yo, son, this is it. Like the
• 22:36
  Speaker 3: STD rates are out the group every single year. We're
• 22:39
  Speaker 3: beating ourselves the year before. Right, it's the highest it's
• 22:42
  Speaker 3: ever been right now, which is bad for our community,
• 22:46
  Speaker 3: good for business in America.
• 22:48
  Speaker 5: Or in the world. In the world.
• 22:50
  Speaker 3: In the world STD rates we were at like three
• 22:53
  Speaker 3: hundred and thirty six million STV cases new STD cases
• 22:58
  Speaker 3: last year.
• 23:00
  Speaker 4: Hundred and thirty six million in the world world twenty million.
• 23:03
  Speaker 4: What's the number one STD I got it.
• 23:05
  Speaker 2: I know what it is. I'll teach you. It might
• 23:07
  Speaker 2: have changed. When I was teaching. It was Chamedian.
• 23:09
  Speaker 4: Yes, yeah, I went out of every four STDs.
• 23:14
  Speaker 1: It's sent.
• 23:15
  Speaker 5: I was gonna make a joke just now when you
• 23:16
  Speaker 5: said I got it.
• 23:25
  Speaker 1: For sure.
• 23:26
  Speaker 5: Yeah.
• 23:27
  Speaker 3: So so it's crazy, right because one of the biggest
• 23:31
  Speaker 3: parts of our business is prevention HIV care.
• 23:35
  Speaker 5: Right.
• 23:35
  Speaker 3: So they came out with a pill called Prep Prep Prep.
• 23:39
  Speaker 1: Right.
• 23:39
  Speaker 3: So heterosexual community thinks that Prep is just for the
• 23:43
  Speaker 3: LGBTQ community, right, But it's for everyone. Everyone could be
• 23:47
  Speaker 3: on PREP and it could prevent you from catching HIV.
• 23:50
  Speaker 3: If you have unprotected sex, ninety five percent protect you
• 23:54
  Speaker 3: from catching HIV.
• 23:56
  Speaker 5: So that's the biggest How's that? How's that work?
• 23:58
  Speaker 4: You just take a pill and you can't get pillar day,
• 24:01
  Speaker 4: a pillar day and you won't get HIV?
• 24:04
  Speaker 5: Right.
• 24:05
  Speaker 1: HIV is the virus, that virus that Yeah, so they HIV.
• 24:12
  Speaker 5: Who's listening it? Yeah, right, listen to what people getting
• 24:15
  Speaker 5: HIV anymore? All right?
• 24:18
  Speaker 1: It is it is.
• 24:19
  Speaker 5: You don't hear it.
• 24:19
  Speaker 7: So that's that's part of what we are challenged with, right,
• 24:22
  Speaker 7: We're challenged with going out there and spreading the education
• 24:25
  Speaker 7: is trying to destigmatize you know, sex and HIV because
• 24:30
  Speaker 7: it's still out there, very prevalent in our community. Man,
• 24:32
  Speaker 7: that's why we do it. Right, So Cliff mentioned earlier,
• 24:34
  Speaker 7: that's very prevalent very very prevalent.
• 24:36
  Speaker 5: In our community.
• 24:37
  Speaker 7: You mean that actually a black and brown woman between
• 24:39
  Speaker 7: the ages of eighteen and twenty four the high stet
• 24:41
  Speaker 7: risk to catch HIV. Unfortunately, so Cliff mentioned earlier that
• 24:45
  Speaker 7: we have you know, eight you know clinics and actually
• 24:48
  Speaker 7: twelve fifteen mobile clinics because we actually take our services
• 24:51
  Speaker 7: into the community because there are a lot of places
• 24:54
  Speaker 7: where it's very prevalent and it's just not talked about
• 24:57
  Speaker 7: it anymore.
• 24:57
  Speaker 5: Unfortunately.
• 24:58
  Speaker 3: Yeah, it's the stigma, right, the stigma in our community.
• 25:02
  Speaker 3: Everybody is like colleges and universities and in the underserved community,
• 25:07
  Speaker 3: they're not walking into STD clinic. They're not walking in
• 25:09
  Speaker 3: planned parenthood. Every college product, the college you went to,
• 25:13
  Speaker 3: had an STD clinic on on campus.
• 25:15
  Speaker 5: No one's walking in there.
• 25:17
  Speaker 3: They're like, Nah, I'm cool, son, I'm burning it's and
• 25:20
  Speaker 3: dripping whatever.
• 25:21
  Speaker 1: I'm not walking in condom. Yeah, that's exactly.
• 25:24
  Speaker 3: And I was going in there to get the condoms
• 25:26
  Speaker 3: and come right back out.
• 25:27
  Speaker 4: Even you think so people aren't You think people aren't
• 25:29
  Speaker 4: going to clinics even if they have symptoms.
• 25:31
  Speaker 5: They're not gonna go to clinic even if they have
• 25:32
  Speaker 5: They're just gonna ride it out.
• 25:34
  Speaker 3: Yes, And I'm going to tell you why we noticed
• 25:37
  Speaker 3: because our mobile units go into the community and now
• 25:40
  Speaker 3: the floodgates open. Our mobile units don't say HIV on it.
• 25:44
  Speaker 4: We just say free health screenings make it very So
• 25:48
  Speaker 4: why do you think why do you think that that
• 25:49
  Speaker 4: is the case, Because I would assume that most people
• 25:54
  Speaker 4: would want to get treated because especially something like committee
• 25:57
  Speaker 4: that you can get treated for it.
• 25:58
  Speaker 1: You can.
• 25:59
  Speaker 4: So it's like, why would you want want to live
• 26:01
  Speaker 4: in pain or have some scared They're scared for the judgment, right,
• 26:05
  Speaker 4: So if it gets that bad, yeah, they will hospital.
• 26:08
  Speaker 3: It will go very very quietly behind closed doors and
• 26:12
  Speaker 3: your test not.
• 26:13
  Speaker 5: Tell anybody, and not tell anybody.
• 26:15
  Speaker 7: Right, If you're not going to your primary care talking
• 26:16
  Speaker 7: to you probably go to Wisconsin.
• 26:19
  Speaker 8: Ye.
• 26:21
  Speaker 2: I've had that situation happened when you have teens who
• 26:24
  Speaker 2: might contract something, right and they have to go to
• 26:27
  Speaker 2: the doctor. They don't want to, but the doctor is
• 26:29
  Speaker 2: under your parents. See that A lot in college isn't
• 26:32
  Speaker 2: so like what.
• 26:33
  Speaker 1: Do you do? No?
• 26:34
  Speaker 4: I mean I could definitely see that. That's embarrassing if
• 26:36
  Speaker 4: you're going to go to your primary care physician. That's
• 26:38
  Speaker 4: why your Your situation is good because you nobody. It's
• 26:43
  Speaker 4: not like you're going to somebody that you're going to
• 26:45
  Speaker 4: see again.
• 26:45
  Speaker 5: Right exactly, right, exactly.
• 26:47
  Speaker 3: They're only going to see us again for that particular modality.
• 26:51
  Speaker 3: So if they're getting prep prevention HIV care from us,
• 26:54
  Speaker 3: they're going to come to us every three months to
• 26:57
  Speaker 3: get that prevention HIV care. If they have HIV, they're
• 27:00
  Speaker 3: going to come to us for their HIV care. They
• 27:02
  Speaker 3: won't come to us for their blood pressure or high
• 27:05
  Speaker 3: blood or their diabetes, but they will come to us
• 27:07
  Speaker 3: for their HIV STD and PREP every three months or
• 27:12
  Speaker 3: every six months, depending on what the physician wants to
• 27:15
  Speaker 3: see them for.
• 27:15
  Speaker 2: So you said that, I mean, even prior to this,
• 27:18
  Speaker 2: this sounds like there's a lot of costs associated with this.
• 27:22
  Speaker 1: You started with the brick and mortar and then went mobile.
• 27:24
  Speaker 3: No, we went mobile for because mobile was cheaper.
• 27:28
  Speaker 1: Yeah, break that down, yeah. Yeah.
• 27:30
  Speaker 3: So what happened was twenty fourteen, twenty fifteen, We've been
• 27:36
  Speaker 3: doing work in the community for a minute, and the
• 27:38
  Speaker 3: CDC reached out to us and said, hey, guys, I
• 27:41
  Speaker 3: need help to penetrate the black and brown community because
• 27:45
  Speaker 3: those are the ones we can't get to get tested, right,
• 27:49
  Speaker 3: And they knew that we've been in the community obviously,
• 27:51
  Speaker 3: we know, we know some political guys in Florida, and
• 27:56
  Speaker 3: they were talking about us in Tallahassee to the CDC
• 27:59
  Speaker 3: and they in the Department of Health, and they were saying, Hey,
• 28:02
  Speaker 3: I got these guys that can help us in the
• 28:04
  Speaker 3: South Florida market that's been in the market for a while,
• 28:07
  Speaker 3: you know, let's reach out to them. So they reached
• 28:09
  Speaker 3: out to us and they said, we have no money
• 28:12
  Speaker 3: for you, we don't have no grants for you, but
• 28:15
  Speaker 3: we need your help.
• 28:16
  Speaker 5: Okay, what you need boom boom boom boom boom.
• 28:19
  Speaker 3: Okay, you need to stop the spread of HIV and
• 28:21
  Speaker 3: hepatoidis see in the underserved community. Cool, we can help
• 28:24
  Speaker 3: with that, but we need access. If you don't have
• 28:26
  Speaker 3: no money, we need access. So they gave us access
• 28:29
  Speaker 3: to a drug discount program that puts us in position
• 28:32
  Speaker 3: to buy drugs for a cheaper price, but we still
• 28:34
  Speaker 3: build the higher price so we could take care of
• 28:36
  Speaker 3: the community for free. So basically our healthcare services that
• 28:40
  Speaker 3: we provide doesn't lost anything.
• 28:43
  Speaker 7: All that stuff is absolutely free. So to launch, you know,
• 28:47
  Speaker 7: me being operations. God, I'm like, listen, man, We're not
• 28:49
  Speaker 7: just gonna go out here and spend a bunch of
• 28:50
  Speaker 7: money build this huge, big clinic and do take this
• 28:52
  Speaker 7: large expense. So we look at you know, census that
• 28:55
  Speaker 7: and talk to the Department of Health and figure out
• 28:56
  Speaker 7: what areas that are in need. So genuinely what we
• 28:59
  Speaker 7: do our first clinic was a mobile clinic, was like, listen,
• 29:02
  Speaker 7: we'll send a clinic out. We find affiliate partners in
• 29:04
  Speaker 7: the community places that we know we could go park
• 29:06
  Speaker 7: the mobile uniit and do testing. Like Clip said, our
• 29:09
  Speaker 7: mobile units are very discrete, so it just has free
• 29:11
  Speaker 7: health screening and typically we're trying to make an activation
• 29:13
  Speaker 7: something around it. We may have like pizza, may have
• 29:15
  Speaker 7: some type of stuff to kind of bring the community out.
• 29:17
  Speaker 7: Once we start seeing that and see that the community
• 29:19
  Speaker 7: bought buys in, Department of Health buys in, we have
• 29:22
  Speaker 7: affiliate partners, then we'll go put a brick and mortar there.
• 29:25
  Speaker 5: And then it's.
• 29:26
  Speaker 7: How we kind of open up each different location. We
• 29:28
  Speaker 7: kind of make sure that we know there's a need
• 29:31
  Speaker 7: in that particular city or that county for our services
• 29:34
  Speaker 7: before we just open up a location.
• 29:36
  Speaker 3: And not to be stupid. We make sure that there's
• 29:39
  Speaker 3: business right. We're not a normal clinic that just opened
• 29:44
  Speaker 3: up a clinic and then wait for people to walk
• 29:46
  Speaker 3: through our front door. We're not marketing in the newspaper
• 29:49
  Speaker 3: on the radio. We're not that clinic. We are the
• 29:52
  Speaker 3: people who go to substance abuse facilities, homeless shelters, method
• 29:57
  Speaker 3: on clinics, in halfway houses, jails. Someone is we go
• 30:01
  Speaker 3: into those places, so we go get our business.
• 30:04
  Speaker 5: We don't waste where we know the patient.
• 30:06
  Speaker 7: So I had risk for catching these these these elements
• 30:10
  Speaker 7: that we're talking about.
• 30:10
  Speaker 2: So in the beginning, when you're doing the mobile clinic,
• 30:14
  Speaker 2: are you guys like the people that are actually do.
• 30:16
  Speaker 7: And then yeah, we were Listen, we were there at
• 30:18
  Speaker 7: five o'clock in the morning. Listen, it's so funny our
• 30:20
  Speaker 7: first mobile clinic. I think it caught on fire on
• 30:21
  Speaker 7: ninety five actually because we were like, uh, we're not
• 30:24
  Speaker 7: gonna spend this money, is brand brand new mobile clean.
• 30:26
  Speaker 7: We're gonna get some used joint make sure that it's working.
• 30:29
  Speaker 7: But yeah, we were there five o'clock in the morning. Again,
• 30:32
  Speaker 7: like back in the pharmacy days, I went and got
• 30:34
  Speaker 7: certified to do the rapid test to.
• 30:36
  Speaker 5: Do all that stuff.
• 30:36
  Speaker 7: I'm like, I'm not going to tell none of our
• 30:38
  Speaker 7: staff to do anything that we're not going to do. Obviously,
• 30:40
  Speaker 7: we're not medical providers. We're not doctors ourselves, so we
• 30:43
  Speaker 7: had to obviously hire the physicians and nurse practitioners and
• 30:46
  Speaker 7: stuff to do that part. But the testing and all
• 30:48
  Speaker 7: of that stuff and all of the outreach, we were
• 30:50
  Speaker 7: doing that and stuff ourselves. I mean, Cliff at some point,
• 30:52
  Speaker 7: I remember a couple of Homo shelves and he was
• 30:54
  Speaker 7: taking the jacket off, his shoes off, giving it to
• 30:55
  Speaker 7: patients and stuff. But yeah, but we were out there
• 30:57
  Speaker 7: because we needed to understand exactly what the community need
• 31:00
  Speaker 7: so that way we can be able to extrapolate that
• 31:02
  Speaker 7: and tell people.
• 31:02
  Speaker 4: All right, So on the business side, another friend of mine,
• 31:05
  Speaker 4: he has a medical company and he's not a doctor,
• 31:08
  Speaker 4: and he was explained to me, like that's a stigma
• 31:10
  Speaker 4: that a lot of people have where they think, like,
• 31:12
  Speaker 4: you know, you can't get into the medicals, right unless
• 31:14
  Speaker 4: you're a doctor. But that's actually not true, right, you
• 31:18
  Speaker 4: guys are not doctors. No, you don't have medical degrees, right,
• 31:21
  Speaker 4: they don't have anything. Don't talk about that degrees being
• 31:24
  Speaker 4: medical entrepreneurs, hiring medical medical people. Who's running these who's
• 31:31
  Speaker 4: actually is there doctors doing this or is it?
• 31:33
  Speaker 7: Yes, So we have we have a network of nurse
• 31:36
  Speaker 7: practitioners and medical doctors. We have medical assistants, we have
• 31:41
  Speaker 7: case managers to case managers are kind of like social
• 31:44
  Speaker 7: workers as which you can think of, and we have
• 31:46
  Speaker 7: patient services. So but yes, we do have nurse practitioners
• 31:50
  Speaker 7: and doctors actually see the patients.
• 31:52
  Speaker 4: So yeah, talk about just you guys getting in the
• 31:54
  Speaker 4: medical field and not having a medical background.
• 31:56
  Speaker 7: Yeah, so again back to like that partnership thing. Right,
• 32:00
  Speaker 7: So the good thing about I mean about the state
• 32:02
  Speaker 7: of Flow is that you actually could own a medical
• 32:04
  Speaker 7: practice without actually being a physician. You just have to
• 32:06
  Speaker 7: have a medical director on file, licensed medical director that
• 32:10
  Speaker 7: you will put on your licenses and stuff like that.
• 32:12
  Speaker 7: Same thing with a pharmacy. You don't necessarily need to
• 32:14
  Speaker 7: be a pharmacist own a pharmacy. You just have to
• 32:16
  Speaker 7: have what they call a PIC, which is a pharmacist
• 32:18
  Speaker 7: in charge and that's who that was signed off on
• 32:20
  Speaker 7: all the documents and stuff like that.
• 32:21
  Speaker 5: So same thing as your medical director.
• 32:24
  Speaker 7: They're generally are the ones who are liable for any
• 32:26
  Speaker 7: malpractice anything that happens, So that person has to obviously
• 32:28
  Speaker 7: trust you.
• 32:29
  Speaker 5: And know that you're going to get out of relationship
• 32:30
  Speaker 5: with them absolutely.
• 32:31
  Speaker 7: Of course, you have contracts and you have all types
• 32:34
  Speaker 7: of insurance and things of that sort, but you have
• 32:35
  Speaker 7: to have a medical provider who will be liable for me.
• 32:38
  Speaker 3: But we were under the impression that you had to
• 32:39
  Speaker 3: be a physician as well. So the dude came to
• 32:41
  Speaker 3: us and said, hey, come and work at the pharmacy
• 32:44
  Speaker 3: with us. It was like, all right, cool, work at
• 32:46
  Speaker 3: the pharmacy. But then when it came to owning the pharmacy,
• 32:49
  Speaker 3: it was like, hold on, we could own the pharmacy
• 32:52
  Speaker 3: and we're not a pharmacist because his partner, his original partner,
• 32:56
  Speaker 3: was the pharmacist. So we was like, none of us
• 32:58
  Speaker 3: are pharmacists. Now all three of us are just businessman
• 33:01
  Speaker 3: at this point, and we could still own the pharmacies.
• 33:04
  Speaker 3: So then we dug deep into that and was like, okay,
• 33:07
  Speaker 3: so you don't have to be a doctor office or
• 33:10
  Speaker 3: a pharmacist to own a medical practice or a pharmacy.
• 33:14
  Speaker 3: It was like, oh, okay, that that makes a lot
• 33:17
  Speaker 3: of sense. But every physician's office that we knew was
• 33:21
  Speaker 3: a physician that owned it and his wife.
• 33:23
  Speaker 4: Then at least you think that, Yeah, at least you
• 33:26
  Speaker 4: thought that.
• 33:27
  Speaker 2: So the first partnership you learn the importance of having
• 33:31
  Speaker 2: contracts and having lawyers and understanding what splits are. The
• 33:35
  Speaker 2: second business partnership, what was a valuable lesson from that
• 33:38
  Speaker 2: before y'all created, you know, having your clinics and having
• 33:41
  Speaker 2: a mobile.
• 33:42
  Speaker 3: So, so I'm gonna tell you we did something super stupid.
• 33:47
  Speaker 5: Right, she took after thee.
• 33:49
  Speaker 4: We took the money that we sold the last pharmacy
• 33:53
  Speaker 4: like four right, we sold those pharmacies.
• 33:56
  Speaker 5: We took that money, and it was the real estate.
• 34:00
  Speaker 5: We're gonna be down, peoples.
• 34:01
  Speaker 3: So we said, damn peoples, here we come. And what happens.
• 34:07
  Speaker 3: We get into the game, and when we get in,
• 34:09
  Speaker 3: we don't stop. We're not the type of guys that's
• 34:12
  Speaker 3: gonna shy away from shit. Like you tell me, no,
• 34:17
  Speaker 3: I'm kicking out the door. That's just how That's just
• 34:19
  Speaker 3: how we're built. Right coming from where we come from,
• 34:23
  Speaker 3: We're like, we ain't going back, so we're just going forward.
• 34:26
  Speaker 3: So we get into the real estate game, we start flipping.
• 34:30
  Speaker 3: We said, Yo, Son, just flipping stuff. Son, we making money,
• 34:33
  Speaker 3: but we ain't making money like that. Let's start developing.
• 34:36
  Speaker 3: So then we start building multimillion dollar homes in College
• 34:41
  Speaker 3: and Jacksonville.
• 34:42
  Speaker 7: Yeah, we're thinking we done people's out here. We're going
• 34:45
  Speaker 7: crazy with the real estate.
• 34:46
  Speaker 1: It was bad.
• 34:47
  Speaker 3: We were pulling out you know, we're pulling out nine
• 34:49
  Speaker 3: hundred thousand dollars loans to build two million, three million
• 34:52
  Speaker 3: dollar houses. We now we're gone. We use every penny
• 34:57
  Speaker 3: we had now is in real estate. The pharmacy business altogether,
• 35:01
  Speaker 3: the business that we know got money for us, that
• 35:04
  Speaker 3: we know we could take care of our community. That
• 35:07
  Speaker 3: business we left. We ran after the shiny thing that
• 35:10
  Speaker 3: was going everybody was in real estate. We ran after it.
• 35:13
  Speaker 3: We put everything into it. Oh seven came.
• 35:17
  Speaker 4: Everybody knows it started. It started drying up. But we
• 35:20
  Speaker 4: was like, nah, we built for this, Son, it ain't
• 35:22
  Speaker 4: gonna happen to us. They was like, yo, Son, y'all
• 35:25
  Speaker 4: boys got twenty seven mortgages. He was liker, y'all yo,
• 35:33
  Speaker 4: it said.
• 35:34
  Speaker 3: They said, you're gonna, y'all boy's gonna keep paying those
• 35:36
  Speaker 3: mortgages because everybody else done foreclosed. Like Son, you're talking
• 35:42
  Speaker 3: about we built a whole infrastructure, were good.
• 35:46
  Speaker 5: Await came oh.
• 35:48
  Speaker 7: We lost like one point three million in matter of
• 35:50
  Speaker 7: like sixty days. I was like, what the heck is happening.
• 35:54
  Speaker 7: So the lesson learned at that time is don't chase
• 35:56
  Speaker 7: after the shiny thing. Man, if we'd just stay focused
• 36:00
  Speaker 7: what we know. And it's funny, man, because today we
• 36:04
  Speaker 7: enter real estate now today but on the different side
• 36:06
  Speaker 7: of it. Right now we're acquiring buildings to put our
• 36:08
  Speaker 7: clinics in, so we understand how to leverage real estate
• 36:11
  Speaker 7: now for our business. So yes, we learned that lesson
• 36:13
  Speaker 7: at that point. Don't go chasing after every shiny thing,
• 36:15
  Speaker 7: because even today it's so quick. I mean, the Internet
• 36:19
  Speaker 7: and social media shows that you can, you know, get
• 36:21
  Speaker 7: rich by Amazon, drop ship and all these different things,
• 36:23
  Speaker 7: and people just go chasing whatever they think and make money.
• 36:26
  Speaker 7: Stick to what you're good at, and just stay focused
• 36:28
  Speaker 7: on that. So for us, if we were smart back then,
• 36:30
  Speaker 7: we should acquire the buildings to put the pharmacies and
• 36:33
  Speaker 7: clinics in those buildings in so even when the real
• 36:35
  Speaker 7: estate folded, would have.
• 36:35
  Speaker 5: Still had the retail business.
• 36:37
  Speaker 7: So yes, the lesson learners listen, don't go chasing after waterfalls,
• 36:41
  Speaker 7: you know, stick to what you know.
• 36:43
  Speaker 1: The rivers and lakes that you use.
• 36:44
  Speaker 4: Right exactly.
• 36:47
  Speaker 7: But again, the good thing is that now we use
• 36:50
  Speaker 7: what we learned from losing all that money real estate
• 36:52
  Speaker 7: to kind of leverage some of the real estate now
• 36:54
  Speaker 7: for our clinics.
• 36:55
  Speaker 3: Yeah, so that's a that was a good lesson for us,
• 36:59
  Speaker 3: right because we lost, but we still learned.
• 37:03
  Speaker 5: Right.
• 37:04
  Speaker 3: So after we went broke, me and this young man
• 37:09
  Speaker 3: six years old, so seven, we had to walk to
• 37:12
  Speaker 3: Wendy's back and forth to get dollar mails, chicken nuggets,
• 37:16
  Speaker 3: five piece chicken nuggets.
• 37:18
  Speaker 5: It was it was like.
• 37:20
  Speaker 3: Yo, So me and my wife gets get married, right,
• 37:25
  Speaker 3: my wife gets pregnant.
• 37:26
  Speaker 5: I got to find a job.
• 37:28
  Speaker 3: Steve, Steve selling paper for office depot on the side
• 37:32
  Speaker 3: of the street, knocking on doors.
• 37:33
  Speaker 5: Business that was humbling. This heuse to go through being
• 37:36
  Speaker 5: a millionaire.
• 37:37
  Speaker 7: Now you're out here like paper boy, Yeah, paper boy,
• 37:40
  Speaker 7: like your business.
• 37:43
  Speaker 5: He's selling loosely. He's selling loosely.
• 37:46
  Speaker 7: Door to door businesses, selling office depot, office supplies.
• 37:49
  Speaker 3: So my wife tells me el Son, like, you got
• 37:53
  Speaker 3: to get a job, like yo, sir, you can't be
• 37:56
  Speaker 3: out here trying to hustle right now, So you got
• 37:58
  Speaker 3: to get a job, said, I got you, son, I got.
• 38:00
  Speaker 3: I had a friend that worked at Kaplan University. Captain
• 38:03
  Speaker 3: University is an online school, right. They said they was
• 38:07
  Speaker 3: hiring admission advisors. So we go there to work as
• 38:10
  Speaker 3: an admission advisor. And I don't know nothing about college.
• 38:14
  Speaker 3: I didn't even go to college, but I knew sales,
• 38:17
  Speaker 3: and I learned that if I took what they told me,
• 38:21
  Speaker 3: I asked them a bunch of questions.
• 38:22
  Speaker 5: They told me it.
• 38:23
  Speaker 4: Then I used it against them for them to enroll
• 38:26
  Speaker 4: into school, right, sounds bad, It's not bad.
• 38:28
  Speaker 3: I'm saying they want to go to school. They called me,
• 38:30
  Speaker 3: I didn't call them.
• 38:31
  Speaker 4: But the craziest thing is that I was like the
• 38:35
  Speaker 4: superstar in the company.
• 38:38
  Speaker 5: I was President's club everything.
• 38:40
  Speaker 3: So I started at thirty thousand dollars a year, went
• 38:43
  Speaker 3: up to one hundred thousand dollars a year in thirty days, no,
• 38:46
  Speaker 3: three months, ninety days. Wow, from thirty thousand to one
• 38:49
  Speaker 3: hundred thousand. But to me, I was broke.
• 38:52
  Speaker 5: Hey, coming from where we came from, We're like, man,
• 38:54
  Speaker 5: what the heck?
• 38:55
  Speaker 3: So a year goes by well, Steve came. Steve came
• 38:58
  Speaker 3: to work there. I took him off the street. I
• 39:02
  Speaker 3: took him off the street. He was in the sun.
• 39:04
  Speaker 3: I was like, come out the street man, get it,
• 39:05
  Speaker 3: get some of this ac Steve's killing it too. Obviously
• 39:09
  Speaker 3: we're hustlers. So we're killing at Captain University. They give
• 39:14
  Speaker 3: us a whole team. Our team was called gwap City
• 39:17
  Speaker 3: or something like that. Like we was like sincere about
• 39:21
  Speaker 3: making it happen because we were rich before. Now we're broke.
• 39:25
  Speaker 3: So now we're like, yo, we gotta hold for Steve
• 39:27
  Speaker 3: just had a baby. I just had a baby. Steve
• 39:29
  Speaker 3: just got married. I just got married. We're like, yo, son,
• 39:32
  Speaker 3: we got to get this back. So all while we're
• 39:34
  Speaker 3: at Kaplain University.
• 39:35
  Speaker 4: Building our next business, we're building out good All Rex.
• 39:40
  Speaker 5: So good All before good All Rex. We built that
• 39:43
  Speaker 5: platform funding though.
• 39:46
  Speaker 3: Yeah, two black dudes can't get no funding for a
• 39:48
  Speaker 3: platform like that, right, So we built that platform for
• 39:52
  Speaker 3: independent pharmacy. So everybody with good All Rex is a
• 39:56
  Speaker 3: platform that you can go on and you could use
• 39:58
  Speaker 3: coupons and get medicaations for cheaper prices from all the
• 40:04
  Speaker 3: big box stores, and so you'll always get a discount
• 40:07
  Speaker 3: on your generic drugs if you go through if you
• 40:09
  Speaker 3: use good RX, not to promote them, but Med's low
• 40:13
  Speaker 3: which was our company is medication's lowest prices. We built
• 40:16
  Speaker 3: that platform out and I went to Argentina to go
• 40:20
  Speaker 3: and get the developers to build that platform out. And
• 40:24
  Speaker 3: we seen that it was going somewhere, like we was
• 40:26
  Speaker 3: getting some traction and I was making one hundred thousand
• 40:30
  Speaker 3: dollars a year. But I was like, I'm broke. So
• 40:33
  Speaker 3: I didn't tell anybody. I didn't tell my wife, I
• 40:36
  Speaker 3: didn't tell my sisters, my mother, nobody.
• 40:39
  Speaker 5: I just quit and everybody was like, what the fuck
• 40:43
  Speaker 5: are you doing? Just broke.
• 40:44
  Speaker 3: They was just lending me bread like a year ago,
• 40:48
  Speaker 3: and now you're making one hundred grand. Everybody think that
• 40:51
  Speaker 3: you made it. You back and I'm like, no, I
• 40:54
  Speaker 3: can't get comfortable. Comfort is the worst drug.
• 40:59
  Speaker 5: To me, at least for an entrepreneur.
• 41:01
  Speaker 3: So I was like, I can't get comfortable. I'm sorry.
• 41:04
  Speaker 3: And I knew that everybody was going to try to
• 41:06
  Speaker 3: talk me out of it. So I was like, nah, son,
• 41:10
  Speaker 3: I got to pull the rogue. Yeah, I gotta go, rogue,
• 41:14
  Speaker 3: go rogue, And I quit and shit went left. Shit
• 41:19
  Speaker 3: got worse because we couldn't get funding for meds low,
• 41:23
  Speaker 3: so we didn't get funding for it. Shit went left
• 41:26
  Speaker 3: and out of nowhere. These dudes that that I was
• 41:31
  Speaker 3: telling you about that owned the group of compound pharmacies nationwide,
• 41:35
  Speaker 3: these businessmen, but they didn't understand pharmacy. They reached out
• 41:38
  Speaker 3: to us and they was like, yo, son, I need
• 41:42
  Speaker 3: u wall to come and run out pharmacies. It was
• 41:44
  Speaker 3: twelve pharmacies nationwide. They didn't understand pharmacy at all, but
• 41:48
  Speaker 3: they understood the business model that they created, which was
• 41:51
  Speaker 3: compounding their paint creams. That's what business they were in.
• 41:55
  Speaker 3: So we was like, no problem, we could run the pharmacies.
• 41:58
  Speaker 3: And but we got eight percent.
• 42:00
  Speaker 5: We got eight percent of that business and yeah, it's
• 42:03
  Speaker 5: eight percent of that business. And that business was doing
• 42:07
  Speaker 5: a million a month, million a month, yeah, a million
• 42:10
  Speaker 5: dollars a month. That business was doing. So they brought
• 42:12
  Speaker 5: us into it and we were killing it.
• 42:17
  Speaker 3: And then they brought a new CEO in and that
• 42:20
  Speaker 3: new CEO burnt the company. And we didn't have no say,
• 42:25
  Speaker 3: we had eight percent. We were poo punts, you know.
• 42:29
  Speaker 3: So that ceo burnt the company. We sold our shares
• 42:33
  Speaker 3: and we got out of that business and that was
• 42:35
  Speaker 3: twenty fourteen when we started Independent Medical Crew.
• 42:39
  Speaker 5: Gotcha, So, what what do you need?
• 42:42
  Speaker 4: Like, what's the licensing that you need to operate having
• 42:46
  Speaker 4: business that you know?
• 42:47
  Speaker 7: So for a clinic in our space, right, you need
• 42:49
  Speaker 7: a couple of things. Right, So the way we operate generally,
• 42:52
  Speaker 7: like I mentioned earlier, we would like to go in
• 42:54
  Speaker 7: the area. We typically would talk to the Department of FELA.
• 42:56
  Speaker 7: So you need like a general stuff that you need
• 42:57
  Speaker 7: for regular retail business, you need like a business license.
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• 45:08
  Speaker 7: For US, you need what it's called a side I
• 45:10
  Speaker 7: D right, so you call the Department Felth. And depending
• 45:13
  Speaker 7: on where you are, if you plan on building like Medicaid,
• 45:15
  Speaker 7: you need like a CMS nunmuty typically with contact CMS,
• 45:18
  Speaker 7: which is the senser for Medicaid and Medicare services, so
• 45:21
  Speaker 7: you need a license from that. You might need a
• 45:25
  Speaker 7: you know, clip of saying like NPI numbers, NCPP numbers.
• 45:27
  Speaker 7: So it really just depends on what vertical you're plan doing.
• 45:29
  Speaker 7: So if it's if it's you know, STD or if
• 45:31
  Speaker 7: it's primary care, will determine what type of license you need.
• 45:34
  Speaker 7: But obviously you actually need a physician who has you know,
• 45:37
  Speaker 7: a physician license. But it really just depends. But for
• 45:40
  Speaker 7: us it's very simple. Is the Department Felth give us
• 45:42
  Speaker 7: what we call a testing side I D number and
• 45:45
  Speaker 7: that what kind of gives you the ability to provide
• 45:48
  Speaker 7: the testing and treating. Then you need a clear US
• 45:50
  Speaker 7: well that way you can be able to you know,
• 45:51
  Speaker 7: draw blood and stuff like that. So there's certain licensing
• 45:54
  Speaker 7: you need. It just varies depending on what state you're
• 45:57
  Speaker 7: in and what modality or what vertical that you're.
• 46:00
  Speaker 2: How long does that take, right, because a lot of
• 46:01
  Speaker 2: times you apply for something, it's like.
• 46:03
  Speaker 5: Oh, it definitely takes time.
• 46:04
  Speaker 7: Dealing with the dealing with the bureaucracy of the government
• 46:07
  Speaker 7: definitely takes a long time and it costs too. Right,
• 46:09
  Speaker 7: So for us to get one of our clinics up
• 46:13
  Speaker 7: and running, to get the thole license, it typically takes
• 46:15
  Speaker 7: about ninety days to get everything, just because there's so
• 46:17
  Speaker 7: many codependencies and stuff because you gotta wait for this
• 46:20
  Speaker 7: to come in before you can apply for that, and
• 46:21
  Speaker 7: you have to wait for DA You have to wait
• 46:23
  Speaker 7: so certain things that you need. But yeah, but it
• 46:25
  Speaker 7: generally takes about ninety days.
• 46:27
  Speaker 5: And how much would it start?
• 46:28
  Speaker 4: Like, if I want to open up a clinic, how
• 46:30
  Speaker 4: much operating money you need?
• 46:33
  Speaker 7: So for us to open up a clinical costs about
• 46:35
  Speaker 7: three mines of the fifty k to get a full
• 46:36
  Speaker 7: brick and mortar clinic up and running. To get a
• 46:38
  Speaker 7: mobile clinic, it'll rain you anywhere from two fifty maybe
• 46:41
  Speaker 7: a million, depending on how lavish you want. The mobile
• 46:43
  Speaker 7: clinic ours are pretty small, so we try to keep
• 46:46
  Speaker 7: it between two to three hundred thousand, but that's generally
• 46:50
  Speaker 7: what the barrier entry would be to get into what
• 46:52
  Speaker 7: we do.
• 46:53
  Speaker 3: Yeah, and the mobile clinics. When we talk about mobile clinics,
• 46:55
  Speaker 3: your mobile clinic could be a two exam room mobile
• 46:59
  Speaker 3: clinic waiting room on wheels, or it could be one
• 47:03
  Speaker 3: exam room. Like hours hours are sprinter trucks, So we
• 47:07
  Speaker 3: get sprinter trucks and we put them on the road
• 47:09
  Speaker 3: because it's a lot easier and quicker to get them
• 47:11
  Speaker 3: on the road. So we don't want to have to
• 47:13
  Speaker 3: wait for a build out of a big mobile clinic
• 47:18
  Speaker 3: that has two exam rooms, or have to wait for
• 47:21
  Speaker 3: have to worry about licensing for that for that truck
• 47:26
  Speaker 3: on the road, because that truck is that big that
• 47:28
  Speaker 3: means they need to have a CDL license to drive
• 47:31
  Speaker 3: that truck. So now we put ourselves in a whole
• 47:33
  Speaker 3: nother situation financially, which we try not to. So we
• 47:37
  Speaker 3: try to get the smaller mobile clinics so we could
• 47:39
  Speaker 3: get it out the door quicker and we could get
• 47:42
  Speaker 3: to work, and that get to work for us is
• 47:46
  Speaker 3: ten to twenty new patients per day per mobile clinic, right,
• 47:52
  Speaker 3: So that's what.
• 47:53
  Speaker 2: I was looking at them like, obviously from operational standpoint.
• 47:56
  Speaker 2: Obviously in business mind, it's like, before I can create clinic,
• 48:00
  Speaker 2: I need to know how many things that happen to
• 48:02
  Speaker 2: see exactly on a daily basis, on a monthly basis
• 48:05
  Speaker 2: basis exactly because that will determine obviously how much profitability.
• 48:09
  Speaker 2: Profitabilityes absolutely so when when you're looking at that, that's
• 48:13
  Speaker 2: something you have to learn. But when do you realize, Okay,
• 48:16
  Speaker 2: we've hit our number here, let's scale to another area,
• 48:19
  Speaker 2: Let's get another truck.
• 48:20
  Speaker 7: To be honestly, like I said, we said earlier, man,
• 48:22
  Speaker 7: the need is so vast that even with the twelve
• 48:25
  Speaker 7: or fifteen mobile clinics we have now in the eight locations,
• 48:28
  Speaker 7: I think we actually have tens that we signed two
• 48:30
  Speaker 7: new leases this week, we're still not covering the whole
• 48:33
  Speaker 7: state of Florida.
• 48:34
  Speaker 5: There's still so much, so much that we need.
• 48:36
  Speaker 7: And that's why we created Healthy MD because we feel
• 48:38
  Speaker 7: as if you know, just future thinking and trying to
• 48:41
  Speaker 7: future prove our business, we want to make sure we're
• 48:43
  Speaker 7: able to you know, kind of get you know, a
• 48:45
  Speaker 7: more of a nationwide platform, but you know, you just
• 48:49
  Speaker 7: kind of get the colomies of scale. So for us,
• 48:50
  Speaker 7: we know that once we get to a certain amount
• 48:53
  Speaker 7: of patients, we generally will put two or three mobile
• 48:56
  Speaker 7: clinics out and then we'll move on to another another area.
• 48:58
  Speaker 7: So once we can get enough affiliate partners. When I
• 49:00
  Speaker 7: say affiliate partners in the community, I'm talking about the
• 49:02
  Speaker 7: halfway houses substanti these clinics. Once we figure figure that
• 49:05
  Speaker 7: out and we know that this clinic is sustainable with
• 49:08
  Speaker 7: at least about two hundred active patients, then we'll move
• 49:11
  Speaker 7: on to the next Because definitely don't want people say,
• 49:14
  Speaker 7: you know, don't put all your eggs in one basket.
• 49:16
  Speaker 7: For us, we like, we're gonna put all our eggs
• 49:17
  Speaker 7: in that basket, and you're going to protect the heck
• 49:18
  Speaker 7: out of the basket. So we put all our eggs
• 49:20
  Speaker 7: in that one basket, in that one clinic, grow it,
• 49:22
  Speaker 7: and then we'll move on to the next location.
• 49:25
  Speaker 3: And because we are so knowledgeable of the industry and
• 49:30
  Speaker 3: what we do today, we don't have to Our team
• 49:35
  Speaker 3: already did the work on where we're going next.
• 49:38
  Speaker 5: Right, know where we're going, yeah, exactly exactly.
• 49:41
  Speaker 4: We know what cities we're going to, we know what
• 49:43
  Speaker 4: states we're going to, we know what areas.
• 49:45
  Speaker 3: We know if we're doing a mobile clinic or a
• 49:47
  Speaker 3: brick and mortar. We know if we're doing brick and
• 49:49
  Speaker 3: mortar and five mobile clinics, because some of our brick
• 49:51
  Speaker 3: and mortar is just hubs for our mobile clinics, and
• 49:54
  Speaker 3: our mobile clinics go in five different directions every morning
• 49:58
  Speaker 3: and go to different community.
• 49:59
  Speaker 7: Yea, that I guess the reason why we have more
• 50:01
  Speaker 7: mobile clinics than physical locations because our business model is different.
• 50:05
  Speaker 1: Right.
• 50:05
  Speaker 7: We don't open up a clinic like clips, sit and
• 50:07
  Speaker 7: wait for people to come. We bring the services to
• 50:09
  Speaker 7: people who would in otherwise come to a clinic, otherwise
• 50:12
  Speaker 7: even come to a doctor.
• 50:13
  Speaker 5: It's funny a.
• 50:14
  Speaker 7: Lot of the people that we service, I mean, we're
• 50:16
  Speaker 7: like they're source for a physician. I mean, because they're like,
• 50:19
  Speaker 7: I'm not going to the doctor. We don't go As
• 50:21
  Speaker 7: a culture, we don't normally go to the doctor unless
• 50:22
  Speaker 7: it's broken, the bleeding, We're not going to the doctor unfortunately,
• 50:25
  Speaker 7: So we have to actually, you know, kind of bring
• 50:28
  Speaker 7: the services to them.
• 50:29
  Speaker 4: So as far as the business model, how you make
• 50:35
  Speaker 4: money from this from Medicaid, people like people coming and
• 50:38
  Speaker 4: you're charging them the medicaid and the Medicaid reimbursing it.
• 50:41
  Speaker 3: Right, right, So remember all the healthcare services are free.
• 50:47
  Speaker 3: We don't charge for it at all. We don't build
• 50:49
  Speaker 3: insurance for it. That's another reason why our license structure.
• 50:53
  Speaker 3: We don't have to get as many licenses as what
• 50:55
  Speaker 3: I build as another clinic because we're not billing. But
• 50:57
  Speaker 3: it also gives us autonomy in some case as well.
• 51:00
  Speaker 3: And this is why you need good attorneys because good
• 51:03
  Speaker 3: attorneys will break that down for you and say, HEO,
• 51:06
  Speaker 3: you're making twenty five dollars to see this patient for
• 51:09
  Speaker 3: a visit. That twenty five dollars does nothing for you.
• 51:13
  Speaker 3: Where's the money at so you could continue to provide
• 51:16
  Speaker 3: this service. The money's in the medication. The medication costs
• 51:20
  Speaker 3: one thousand dollars, two thousand and five, ten thousand, depending
• 51:24
  Speaker 3: on the medication or the ailment that you're providing for, right,
• 51:28
  Speaker 3: that you're solving for. So when our attorney's broke it
• 51:32
  Speaker 3: down to us and they said you could do this,
• 51:35
  Speaker 3: but this is going to stop you from giving away
• 51:38
  Speaker 3: food vouchers, transportation, housing, all of those stuff. You can't
• 51:42
  Speaker 3: give that stuff away when you're own a clinic. When
• 51:45
  Speaker 3: you're on a clinic, that's illegal for you to give
• 51:47
  Speaker 3: out food vouchers. They call it an inducement. So we
• 51:51
  Speaker 3: had to figure out the best way to provide for
• 51:53
  Speaker 3: our community without bailing on CMS or Medicaid. Cause CMS
• 51:59
  Speaker 3: and Medicaid that's got charge. They're government funded, so they're
• 52:03
  Speaker 3: paying you. If they're paying you, they got a whole
• 52:05
  Speaker 3: different rules and regulations behind CMS and Medicaid, right, So
• 52:08
  Speaker 3: that's why we don't get involved in them.
• 52:09
  Speaker 5: We don't use them at all.
• 52:10
  Speaker 7: Right, So for us man, so all the testing and
• 52:13
  Speaker 7: all the medical services are free. So the renumeration comes
• 52:16
  Speaker 7: from the feeling of the prescriptions.
• 52:18
  Speaker 1: Right.
• 52:18
  Speaker 7: So similar to like if you've ever been to like
• 52:21
  Speaker 7: an urgent care, we have like dispensaries in our clinics.
• 52:23
  Speaker 7: So when you come in, if you've ever been to
• 52:25
  Speaker 7: like an urgent care, you're going there whatever issue you have.
• 52:27
  Speaker 7: Typically when you walk out, they can give you an
• 52:28
  Speaker 7: antibotic or they will give you a prescription right then
• 52:30
  Speaker 7: and there. So our clinics are kind of built the
• 52:32
  Speaker 7: same way, we have a dispensaries in them where you
• 52:35
  Speaker 7: come in and the medical services which is the testing,
• 52:38
  Speaker 7: is absolutely free. But the treatment, which is the medication components,
• 52:41
  Speaker 7: where we actually make the revenue. So people will come
• 52:43
  Speaker 7: in and they may not have insurance at all, right,
• 52:45
  Speaker 7: because for us we are open to any and everybody,
• 52:47
  Speaker 7: but our patient services and our case managers would help
• 52:50
  Speaker 7: that person procure insurance in order to make them a profitable.
• 52:53
  Speaker 4: So of course, okay, so anybody can go in, there's
• 52:57
  Speaker 4: no charge.
• 52:57
  Speaker 5: No charge.
• 52:58
  Speaker 7: But if you actually if you have you have something,
• 53:01
  Speaker 7: and let's say you have something, you have insurance, then well,
• 53:04
  Speaker 7: obviously we'll build your insurance for the actual medication treatment.
• 53:06
  Speaker 7: But if you come in and you don't have insurance,
• 53:09
  Speaker 7: obviously the medication is very expensive, then you'll go through
• 53:11
  Speaker 7: our patient services will help procure your insurance to help
• 53:13
  Speaker 7: you get the actual treatment.
• 53:15
  Speaker 5: So we only make renumeration from the treatment, and that's
• 53:17
  Speaker 5: like Medicaid.
• 53:18
  Speaker 7: So it's not generally it is not medicaid because for
• 53:20
  Speaker 7: the program that we're on program that we do, it
• 53:22
  Speaker 7: can't can't. We can't build any Medicaid or Medicare, We
• 53:25
  Speaker 7: can't do any government payers because of the fact that
• 53:28
  Speaker 7: we give away the medical services for free. So it's
• 53:31
  Speaker 7: generally is either exchange health plan that they're on or
• 53:34
  Speaker 7: some type of commercial health plan. And how much is
• 53:36
  Speaker 7: the medication so for generally our cost or the actual reimbursement,
• 53:42
  Speaker 7: like the reimbursement so for for HIV, it ranges the
• 53:47
  Speaker 7: reimbursed specifically anyway from a thousand to maybe five thousand,
• 53:49
  Speaker 7: depending on the actual medication for like one bottle for.
• 53:52
  Speaker 5: One bottle, one bottle, one bottle.
• 53:54
  Speaker 7: One month supply for prep which there are a couple
• 53:56
  Speaker 7: of medications that are prepp There's there's one that's called
• 53:58
  Speaker 7: Truvada and one the scovy, that's the HIV prevention medication.
• 54:02
  Speaker 5: I see the commercial commercial the time.
• 54:04
  Speaker 1: Every time.
• 54:04
  Speaker 2: Yeah, but it's always the craziest commercial because you see
• 54:06
  Speaker 2: people smiling on the beach, right and then they're talking
• 54:09
  Speaker 2: about like then you hear the side effects.
• 54:15
  Speaker 7: But it depends, right, So the people, the customers and
• 54:18
  Speaker 7: the people that we service, most of them should because
• 54:20
  Speaker 7: they're living riskier lives right there, typical Like I said,
• 54:23
  Speaker 7: if they're at a halfway house, they're substance abuse people
• 54:26
  Speaker 7: who are either you know.
• 54:27
  Speaker 5: My real viewsers hired risk sharing needles. They need to
• 54:30
  Speaker 5: be on it.
• 54:31
  Speaker 7: So for that medication, the reimbursement ranges anywhere from fifteen
• 54:33
  Speaker 7: hundreds to eighteen hundred dollars. Hepatitis is another elment that
• 54:37
  Speaker 7: we treat, and that reimbursement is ridiculous. It is anywhere
• 54:40
  Speaker 7: from fifteen to thirty thousand dollars thirty thousand, thirty thousand
• 54:42
  Speaker 7: per month.
• 54:43
  Speaker 5: It's a cure patient's patient.
• 54:46
  Speaker 4: It's a treatment, but it's three month treatment and then
• 54:50
  Speaker 4: you don't have to take it. Anim what's the percentage
• 54:52
  Speaker 4: of people that come in that actually have something for us?
• 54:55
  Speaker 4: It's about eighty five percent. So you people they know
• 54:58
  Speaker 4: that something's not right.
• 54:59
  Speaker 8: Right no for instance, So the difference that so the
• 55:08
  Speaker 8: difference for us cling.
• 55:14
  Speaker 5: So the difference for us.
• 55:16
  Speaker 7: The reason why our conversion rates are so high is
• 55:19
  Speaker 7: again because of our target audience. Right, So we go
• 55:22
  Speaker 7: specifically after the people who are at the risk. Our
• 55:24
  Speaker 7: business model is different. We're not like open up a
• 55:27
  Speaker 7: clinic and come on, come on. We're going specifically after
• 55:29
  Speaker 7: the people that we know that going to be at race,
• 55:31
  Speaker 7: and we know that.
• 55:33
  Speaker 1: Your wind is built you know, right, right, right right.
• 55:36
  Speaker 7: So like I said, the places that we're going to
• 55:37
  Speaker 7: like most recently, the president of our companies actually a
• 55:41
  Speaker 7: very smart black woman. And one of the new initiatives
• 55:45
  Speaker 7: that we had earlier this year that we never even
• 55:47
  Speaker 7: thought about was actually the jail systems of the prison systems.
• 55:50
  Speaker 7: So we actually go into like the jails now and
• 55:51
  Speaker 7: the prison is providing the same sexual healthcare to them.
• 55:55
  Speaker 5: And it's like.
• 55:57
  Speaker 4: This is well, let me just say something that's interesting.
• 56:03
  Speaker 5: How they getting STDs in jail?
• 56:07
  Speaker 4: Yeah, so yeah, so, so it's a lot of that's
• 56:10
  Speaker 4: not a reasonable question to ask. No, it's a reasonable question.
• 56:13
  Speaker 4: It's it's a it's a it's a great question. But
• 56:16
  Speaker 4: things are happening that we don't know. We don't know
• 56:19
  Speaker 4: what's happening, right, we know. And another thing too that
• 56:21
  Speaker 4: jails do not test on a regular basis.
• 56:24
  Speaker 5: Come in so people are coming into it allowing.
• 56:27
  Speaker 3: Them and the problem too is that they don't want
• 56:30
  Speaker 3: to see this is a cost on saving situation, right
• 56:36
  Speaker 3: if they test you, they gotta treat you, right, So
• 56:39
  Speaker 3: they don't test you because they like, I'm not spending
• 56:41
  Speaker 3: my money on that. And remember jails are private, so
• 56:44
  Speaker 3: now most jails are private, so now you have to
• 56:47
  Speaker 3: spend that money to treat that person. You can't let
• 56:49
  Speaker 3: that person sit there with hepatitis C if you test
• 56:51
  Speaker 3: them and you know they're positive for he f C. Right,
• 56:54
  Speaker 3: so they're responsible for the healthcare of that person. So
• 56:57
  Speaker 3: they try to do the bare minimum, but they don't
• 56:59
  Speaker 3: test everything.
• 57:01
  Speaker 2: There's a fine line in this business, right it is
• 57:04
  Speaker 2: because you make money on the treatment, but really there
• 57:09
  Speaker 2: needs to be money spent for the prevention.
• 57:11
  Speaker 5: Exactly.
• 57:12
  Speaker 1: How do you balance that?
• 57:14
  Speaker 5: Listen?
• 57:14
  Speaker 7: That's that's one of the biggest lifts for us, right
• 57:16
  Speaker 7: is the education, and it is the education in the statement,
• 57:20
  Speaker 7: we spend a lot of time and a lot of money.
• 57:22
  Speaker 7: One of our recent partnerships with the author Ash Foundation
• 57:25
  Speaker 7: in New York because they do a lot of outreach
• 57:27
  Speaker 7: and education and prevention, and that's what we do. Like
• 57:30
  Speaker 7: I said, most of our all of the healthcare we
• 57:31
  Speaker 7: provider is free because a lot of what we do
• 57:34
  Speaker 7: is education and trying to do a lot of that prevention. So,
• 57:37
  Speaker 7: you know, Cliff, like I said, we can't boil the ocean.
• 57:39
  Speaker 7: We only know we could do our part in what
• 57:41
  Speaker 7: we what we do as far as the verticals that
• 57:43
  Speaker 7: we service. So We do a lot of outreach, We
• 57:46
  Speaker 7: do a lot of events, we do a lot of education.
• 57:47
  Speaker 7: The colleges has been a big initiative of ours, like
• 57:50
  Speaker 7: clips that I think you know, five million is so
• 57:52
  Speaker 7: STDs at the college is last year out of the twenty.
• 57:54
  Speaker 5: Or so million twenty million U s tdationwide.
• 57:57
  Speaker 7: So we try to do initiatives to go out into
• 57:59
  Speaker 7: the colleges and do education and do that. But it's difficult, man,
• 58:04
  Speaker 7: It's definitely a challenge.
• 58:05
  Speaker 1: Yeah.
• 58:05
  Speaker 3: Our balance is the money that we get from the medication,
• 58:09
  Speaker 3: we use it for the free healthcare we provide to
• 58:11
  Speaker 3: the community.
• 58:12
  Speaker 5: Right, That's how balance.
• 58:13
  Speaker 3: We also have a nonprofit called IMG Helps and we
• 58:16
  Speaker 3: and we get grants from the government to help us
• 58:20
  Speaker 3: offset the free healthcare that we.
• 58:22
  Speaker 4: Give in the community as well. Right, So we're working
• 58:25
  Speaker 4: all of these angles to provide free healthcare but also
• 58:28
  Speaker 4: get some type of help donations to help us offset
• 58:33
  Speaker 4: that cost because that cost is a high cost.
• 58:35
  Speaker 5: How many people come into your clinical average per mom.
• 58:37
  Speaker 3: It's twenty patients per mobile unit per ten to twenty
• 58:41
  Speaker 3: patients per mobile unit per per day, right, and that's where.
• 58:45
  Speaker 2: So we're seeing about four five hundred people per week
• 58:47
  Speaker 2: per week, and what's the retention rate like if somebody,
• 58:50
  Speaker 2: I'm sure you got those numbers right now.
• 58:52
  Speaker 7: Yeah, our retuch raised about ninety percent, right. So the
• 58:54
  Speaker 7: reason being again is because we bring the services to
• 58:56
  Speaker 7: people and typically they're at locations where they're not mobile. Right,
• 58:59
  Speaker 7: So if you had halfway house, we got a substuse clinic.
• 59:01
  Speaker 7: We know exactly where youre are, so we're coming to you.
• 59:04
  Speaker 7: And then with healthy indeed, the fact that now we
• 59:06
  Speaker 7: have this to end kind of telehealth online platform, people
• 59:09
  Speaker 7: could just access us online.
• 59:11
  Speaker 5: At any point that they want to.
• 59:13
  Speaker 7: So our retention rate is higher than most because again,
• 59:16
  Speaker 7: when the convenience aspect of it is what we learned
• 59:18
  Speaker 7: in our pharmacy and our first you know business venture
• 59:22
  Speaker 7: when servicing the underserved community is that you have the
• 59:26
  Speaker 7: one wrap your business around the an celebrity needs that
• 59:29
  Speaker 7: they may have. So you got to understand a lot
• 59:31
  Speaker 7: of people we deal with have these social economic issues
• 59:33
  Speaker 7: like clippers mentioned, they need housing, they need food, they
• 59:35
  Speaker 7: need all these different things. So our patient services department
• 59:38
  Speaker 7: helps provide all of those services. So that makes them
• 59:41
  Speaker 7: more of a adherent patient or loyal patient because they
• 59:46
  Speaker 7: know that they're not just coming to you for healthy
• 59:47
  Speaker 7: They're coming to me to help them find housing too,
• 59:49
  Speaker 7: if they need you know, you know, assistance with their
• 59:52
  Speaker 7: copayment for their insurance.
• 59:53
  Speaker 5: We're helping them with all of those different things. So
• 59:55
  Speaker 5: that's what helps our attention rate.
• 59:57
  Speaker 2: Now, the revenue has increased each of the last five years,
• 1:00:00
  Speaker 2: absolutely God bless bless. Yeah, So what what is you
• 1:00:05
  Speaker 2: know attributed to it? Is it just the expansion of
• 1:00:08
  Speaker 2: more mobile units and work claims? Are we doing something
• 1:00:11
  Speaker 2: fundamentally inside the business attnue features to obgenerate more so
• 1:00:15
  Speaker 2: it's two.
• 1:00:17
  Speaker 3: One thing what Steve was saying is that the retention rate.
• 1:00:21
  Speaker 3: Why is the retention rate the way that it is
• 1:00:24
  Speaker 3: is because our team also is really really good at
• 1:00:29
  Speaker 3: finding the patients when they fall out of care. So
• 1:00:32
  Speaker 3: our patient services team and our outreach team, which is
• 1:00:35
  Speaker 3: our street team, because it's not when we're throwing parties.
• 1:00:39
  Speaker 3: We got this from our party days, passing our flyers.
• 1:00:41
  Speaker 3: That's our street team. Right turn around to healthcare. Our
• 1:00:45
  Speaker 3: street team are the ones that know where all of
• 1:00:47
  Speaker 3: the people are when they disappear. Oh he's on the
• 1:00:51
  Speaker 3: fourteenth Street bridge. Oh he's over here in front of
• 1:00:54
  Speaker 3: this halfway house. Oh he's behind this building over there.
• 1:00:57
  Speaker 3: They know exactly where they're at, the know how to
• 1:01:00
  Speaker 3: go and find them, they know how to get them
• 1:01:02
  Speaker 3: their medication, so they could keep them in care. So
• 1:01:04
  Speaker 3: that's one thing. Second thing is growth, right, more mobile clinics.
• 1:01:09
  Speaker 3: So in every brick and mortar that we have, we
• 1:01:12
  Speaker 3: could have five to ten mobile clinics leaving out of
• 1:01:15
  Speaker 3: that brick and mortar, especially in Central Florida and North
• 1:01:18
  Speaker 3: Florida because you have so many cities around there.
• 1:01:21
  Speaker 5: We could go in ten different unities.
• 1:01:23
  Speaker 3: Yeah, so many royal community We could go in ten
• 1:01:25
  Speaker 3: different directions every morning, and we could get to ten
• 1:01:28
  Speaker 3: to twenty patients per mobile unit per The biggest problem
• 1:01:32
  Speaker 3: that we have is that we can't find the sprinter vans,
• 1:01:36
  Speaker 3: enough sprinter vans to put on the streets. And then
• 1:01:40
  Speaker 3: the conversation about funding, about a black owned business that's
• 1:01:44
  Speaker 3: doing the numbers that we're doing at twenty to twenty
• 1:01:46
  Speaker 3: five percent profit margins and we're self funded all of
• 1:01:50
  Speaker 3: this ourselves. It's crazy that the banks, that the VC firms,
• 1:01:55
  Speaker 3: that the PE firms, they look at us as more
• 1:01:58
  Speaker 3: like if we was begging for money, they would give
• 1:02:00
  Speaker 3: it to us charity wise, but because in their eyes,
• 1:02:04
  Speaker 3: we're not investable if that's a word, right, They're like, uh, yeah,
• 1:02:08
  Speaker 3: it's a cute business, you know, a cute business at
• 1:02:12
  Speaker 3: thirty six profit margins.
• 1:02:14
  Speaker 1: That's that's one of the conversations we had.
• 1:02:15
  Speaker 5: Yeah, but it's funny though, man, he says that.
• 1:02:17
  Speaker 7: But to answer your question, so yes, more mobile clinics
• 1:02:20
  Speaker 7: and stuff like that, but also we did implement behavioral
• 1:02:23
  Speaker 7: health is another thing that kind of helped. But you know,
• 1:02:26
  Speaker 7: offering the additional offerings like mental health was one of
• 1:02:29
  Speaker 7: the things that actually helped. But I clip said, more
• 1:02:31
  Speaker 7: mobile clinics and stuff like that definitely contributed to the
• 1:02:34
  Speaker 7: increase in revenue.
• 1:02:35
  Speaker 5: But back to the VC and investment thing.
• 1:02:37
  Speaker 7: It's funny how you know they don't value your business
• 1:02:41
  Speaker 7: or they didn't value our business when it comes for
• 1:02:43
  Speaker 7: us trying to raise capital, but they come and try
• 1:02:45
  Speaker 7: to buy us out every other week.
• 1:02:46
  Speaker 5: Though every other week.
• 1:02:47
  Speaker 7: We getta we want to, you know, we want to
• 1:02:49
  Speaker 7: we want to offer you guys to X amount your
• 1:02:52
  Speaker 7: multiple to come buy you out, and just get like,
• 1:02:53
  Speaker 7: well you want to come take our business to come
• 1:02:56
  Speaker 7: take you know, and the benefits from our community, But
• 1:02:58
  Speaker 7: you don't want to invest in us for us to
• 1:03:00
  Speaker 7: investment commuity because we know we've seen it before without
• 1:03:02
  Speaker 7: independent pharmacy. We know exactly what they're gonna doll Come
• 1:03:04
  Speaker 7: buy us out, get us out of there, use our business,
• 1:03:07
  Speaker 7: use our you know, top line revenue to you know,
• 1:03:09
  Speaker 7: swallow it up with whatever other company that they have
• 1:03:11
  Speaker 7: to you know, probably exit and go public. But I
• 1:03:13
  Speaker 7: know that they're not gonna provide the same services to
• 1:03:15
  Speaker 7: our community that we're trying to provide.
• 1:03:16
  Speaker 1: What kind of multiple do they offer in the health case.
• 1:03:19
  Speaker 7: Generally for us in the specialties anywhere from you know,
• 1:03:21
  Speaker 7: twelve to fifteen multiple.
• 1:03:24
  Speaker 5: So where did mental health come into this play?
• 1:03:28
  Speaker 7: Well, because of all of the places that we're going to,
• 1:03:31
  Speaker 7: we see that a lot of the patients that we
• 1:03:33
  Speaker 7: deal with with HIV hepatatis yosities have cole mobilities, meaning
• 1:03:36
  Speaker 7: that they're dealing with some type of behavioral health issue.
• 1:03:39
  Speaker 7: And it's great, I mean because we come from us
• 1:03:41
  Speaker 7: from a time where not only you know, talking about
• 1:03:45
  Speaker 7: mental health and therapy was like faux passe. So I'm
• 1:03:48
  Speaker 7: glad that today it's actually more accepted. So it's easier
• 1:03:52
  Speaker 7: for us now to be able to offer those services
• 1:03:54
  Speaker 7: because now it's more accepted, it's more open, So going
• 1:03:57
  Speaker 7: to the places that we go to, we just felt
• 1:03:59
  Speaker 7: like that was another gap in healthcare in our community.
• 1:04:01
  Speaker 7: That listen, because these patients are already here, We're already
• 1:04:04
  Speaker 7: dealing with them with these modalities. We're like, listen, let's
• 1:04:06
  Speaker 7: see if we can try and incorporate some of this
• 1:04:08
  Speaker 7: behavioral health services.
• 1:04:09
  Speaker 5: Just because it was just the need for it.
• 1:04:10
  Speaker 3: Yeah, you want to maximize as much as you can
• 1:04:14
  Speaker 3: and take here the patient at the same time. So
• 1:04:17
  Speaker 3: we looked at it and we said, hey, what's another
• 1:04:20
  Speaker 3: modality that these same patients that we deal with today
• 1:04:23
  Speaker 3: can utilize? And mental health was the closest thing. Yeah,
• 1:04:26
  Speaker 3: for us, we like to stick in the specialties fight.
• 1:04:29
  Speaker 3: When I say specialty, I mean like the HIV and
• 1:04:32
  Speaker 3: behavior health, not kind of like in general practice type stuff.
• 1:04:34
  Speaker 1: Right.
• 1:04:34
  Speaker 7: We like to stick to those things because one back
• 1:04:37
  Speaker 7: to what I said earlier, we don't like to see
• 1:04:39
  Speaker 7: as competition. There are a lot of great clinics in
• 1:04:42
  Speaker 7: the community that provides some of the service we provide,
• 1:04:45
  Speaker 7: but a lot of times their focus is primary care, right,
• 1:04:48
  Speaker 7: They're not focused on the modalities and the things that
• 1:04:50
  Speaker 7: we focus on because they are very costly to service.
• 1:04:53
  Speaker 7: I mean, the infect disease doctors a lot more expensive
• 1:04:56
  Speaker 7: to higher than a primary care The medications are very expended.
• 1:05:00
  Speaker 7: So we come in there and be like a conduit
• 1:05:02
  Speaker 7: and an asset to them.
• 1:05:03
  Speaker 2: I was kind of thinking that I was just doing
• 1:05:05
  Speaker 2: the numbers in my head. I'm like, at this rate,
• 1:05:08
  Speaker 2: five years, it's gonna be a billion dollar come oh
• 1:05:09
  Speaker 2: for sure.
• 1:05:10
  Speaker 1: This is like, this is a billionaire company.
• 1:05:12
  Speaker 5: And again we're just and we're just in the state
• 1:05:14
  Speaker 5: of Fauller.
• 1:05:14
  Speaker 7: So future thinking and trying to future prove our business
• 1:05:16
  Speaker 7: is why we launched.
• 1:05:18
  Speaker 5: As Healthy ANDDED.
• 1:05:18
  Speaker 7: We're like because prior to COVID, you know, Cliff being
• 1:05:21
  Speaker 7: the sales guy, right, you know, and you know I'm
• 1:05:23
  Speaker 7: more operations every time. You know, they call us pinky
• 1:05:25
  Speaker 7: in the brain because Cliff comes up with these crazy ideas.
• 1:05:27
  Speaker 5: I'm like, okay, bro, like, I know, I'm not Drea.
• 1:05:31
  Speaker 7: Dat's figure out how we're going to execute this, right, So,
• 1:05:33
  Speaker 7: prior to COVID, we was like, Litsten, We're gonna open
• 1:05:35
  Speaker 7: up clinics all over the nation. We're going to open
• 1:05:37
  Speaker 7: up clinics all over the place, and it got down
• 1:05:40
  Speaker 7: that path, started going to a couple of different states
• 1:05:41
  Speaker 7: and looking, you know, in Pennsylvania, looking in Ohio, different
• 1:05:45
  Speaker 7: areas where we know that the need was there to
• 1:05:47
  Speaker 7: open up clinics. And you know, obviously COVID took a
• 1:05:50
  Speaker 7: step back and didn't allow us to do that, and
• 1:05:53
  Speaker 7: even the Department of Health shift their focus to COVID.
• 1:05:56
  Speaker 7: So we're like, okay, there's no resources for us. We
• 1:05:58
  Speaker 7: can't really expand outside of the state. And Cliff was like, listen,
• 1:06:01
  Speaker 7: I got an idea, when't we just take this online? Listen,
• 1:06:03
  Speaker 7: we could We're still servicing the underserved. Our people are
• 1:06:06
  Speaker 7: still not getting tested at the race that they should.
• 1:06:08
  Speaker 7: Let's create Healthy MD where we could actually ship the
• 1:06:11
  Speaker 7: tests to people's homes. We could use our same telehealth platform.
• 1:06:14
  Speaker 7: They can still see the physicians online. They can still
• 1:06:17
  Speaker 7: have the same privacy and autonomy that we have with
• 1:06:19
  Speaker 7: that with independent medical group.
• 1:06:20
  Speaker 5: But now we could get you know, to a lot
• 1:06:22
  Speaker 5: more people, a lot quicker.
• 1:06:23
  Speaker 7: We could reach more, treat more, like we like to say,
• 1:06:25
  Speaker 7: so that sends the reason why treat more.
• 1:06:28
  Speaker 2: Yeah, I was wondering, like what his expansion look like
• 1:06:30
  Speaker 2: Obviously online helps, but you know, dealing with different states,
• 1:06:34
  Speaker 2: different license right, and you said you kind of niche
• 1:06:37
  Speaker 2: inside of you know, the sexually transmitted disease space, but like,
• 1:06:41
  Speaker 2: would you ever think of maybe treating something Obviously mental
• 1:06:45
  Speaker 2: health is something, but like diabetes, which is high in
• 1:06:48
  Speaker 2: our community.
• 1:06:49
  Speaker 3: So health MD has that opportunity, right because health MD
• 1:06:53
  Speaker 3: is an online platform telehealth. We have primary care, physicians,
• 1:06:57
  Speaker 3: will have infectious disease, physicians will have on colleges whatever. Ever,
• 1:07:00
  Speaker 3: because COVID threw us into this place five years early
• 1:07:03
  Speaker 3: that we were supposed to be right, we were going
• 1:07:05
  Speaker 3: there anyway, but five years early, boom, it's like everything's online.
• 1:07:09
  Speaker 4: Everybody's getting tested online, everybody's doing education online. Everybody's more
• 1:07:13
  Speaker 4: comfortable with telehealth.
• 1:07:14
  Speaker 3: Now every insurance company is pushing all of their people
• 1:07:18
  Speaker 3: to do online telehealth. So yes, healthy MD can be
• 1:07:23
  Speaker 3: a Every modality can be on healthy MD. Just the
• 1:07:27
  Speaker 3: launch is launching in sexual health, but that's not where
• 1:07:30
  Speaker 3: it's going to stay.
• 1:07:31
  Speaker 5: Learn from my past mistakes.
• 1:07:32
  Speaker 7: We don't go chase, have to what's shining, stick to
• 1:07:34
  Speaker 7: what we know and then yes you can actually you.
• 1:07:37
  Speaker 1: Could add it.
• 1:07:37
  Speaker 5: You could add it little by little you could add it.
• 1:07:40
  Speaker 4: Definitely opportunity for other for the verticals. Yeah, you say
• 1:07:42
  Speaker 4: five years, I say two. So what's the scale? So
• 1:07:47
  Speaker 4: the scaling model is the online, absolutely, that's that's gonna
• 1:07:51
  Speaker 4: absolutely explaining online again.
• 1:07:54
  Speaker 7: So the online is pretty much it's just a you know,
• 1:07:56
  Speaker 7: end to end kind of solution, right. So in the
• 1:07:58
  Speaker 7: brick and mortar, we actually are bringing the physical mobile
• 1:08:01
  Speaker 7: clinics to you. Online is the same, but you're just
• 1:08:04
  Speaker 7: pretty much ordering a test hit comes to comes to
• 1:08:06
  Speaker 7: your home. You're able to you know, to actually test yourself,
• 1:08:09
  Speaker 7: send a test kit back to our lab. Once we
• 1:08:11
  Speaker 7: get the results, you do a telehealth visit, will go
• 1:08:13
  Speaker 7: over your lab results with you. If I mean, just
• 1:08:16
  Speaker 7: like your normal physician, we ask you, you know, a
• 1:08:19
  Speaker 7: list of questions to see kind of like a health assessment,
• 1:08:21
  Speaker 7: and if you're at risk, you know, we'll talk to
• 1:08:23
  Speaker 7: you about your risk factors and if you need to
• 1:08:25
  Speaker 7: be on HIV prevention, we'll put you on whatever medication
• 1:08:28
  Speaker 7: that you need. But it's the same situation about as
• 1:08:31
  Speaker 7: our we're commortible more at the comfort of your own.
• 1:08:33
  Speaker 5: Home and the convenience of being able to you know,
• 1:08:35
  Speaker 5: to do it. But it's private.
• 1:08:37
  Speaker 4: But so, but that seems like a because it's like
• 1:08:40
  Speaker 4: you gotta you gotta urinate in a capsule and then
• 1:08:42
  Speaker 4: in a cup.
• 1:08:43
  Speaker 5: Yeah, that's a lot not not not, not really.
• 1:08:47
  Speaker 4: And yeah, if you're in the position that that we
• 1:08:51
  Speaker 4: think you're in, you worried about having committee at gonna
• 1:08:55
  Speaker 4: rhea or anything, and you don't want to walk into
• 1:08:58
  Speaker 4: that clinic and be embarrassed or be judged.
• 1:09:00
  Speaker 5: Yeah, you're going to order the test.
• 1:09:01
  Speaker 3: And one of the big differentiator for us is that
• 1:09:05
  Speaker 3: our test kits are free.
• 1:09:06
  Speaker 5: Right, we're giving the test kids away, but then you
• 1:09:09
  Speaker 5: just got paid for shipping, no.
• 1:09:12
  Speaker 1: Labor.
• 1:09:13
  Speaker 7: Yeah right, And so we do the same thing that
• 1:09:14
  Speaker 7: we did in our brick and mortar. The only numeration
• 1:09:16
  Speaker 7: we received was when when it's time for the treatment.
• 1:09:18
  Speaker 7: So yes, So the the actual test kit is a
• 1:09:21
  Speaker 7: small little prick kind of like you ever see like
• 1:09:23
  Speaker 7: the little diabetes test that you just so some similar
• 1:09:26
  Speaker 7: like you do a little prick, put it on the pad,
• 1:09:28
  Speaker 7: and then you actually do urinating in a cup.
• 1:09:30
  Speaker 5: And then send it off.
• 1:09:31
  Speaker 4: So you give blood in your and then we run
• 1:09:34
  Speaker 4: a full panel full that DHI and then in a
• 1:09:36
  Speaker 4: couple of days you meet with a doctor.
• 1:09:39
  Speaker 7: You actually do it right away, so you actually can
• 1:09:41
  Speaker 7: see the physicians within twenty four hours, so even before
• 1:09:43
  Speaker 7: we get your results. Because some people are very symptomatic, right,
• 1:09:46
  Speaker 7: so if you feeling the symptoms, like I need to
• 1:09:47
  Speaker 7: talk to a doctor right now, so you can actually
• 1:09:50
  Speaker 7: talk to U, just jump like that, like it's like
• 1:09:58
  Speaker 7: the running joking office.
• 1:10:00
  Speaker 10: Yeah you said you right, flashbacks like I need my
• 1:10:11
  Speaker 10: shot now, but but yeah, so you actually can see
• 1:10:14
  Speaker 10: the position right right away.
• 1:10:15
  Speaker 7: Because if you're feeling symptomatic, we actually can write you
• 1:10:17
  Speaker 7: an antibiotics before you even get your results.
• 1:10:19
  Speaker 3: So legally, before you even take your test or or
• 1:10:22
  Speaker 3: get your results, like Steve said, we could write you
• 1:10:25
  Speaker 3: a prescription. And if your results come back and it
• 1:10:28
  Speaker 3: says you had gone rhea instead of chlamydia, which the
• 1:10:30
  Speaker 3: physicians notice how physicians are infectious disease physicians, so they
• 1:10:34
  Speaker 3: understand what the symptoms look like to what disease. So
• 1:10:37
  Speaker 3: they would write your prescription for a chlamydia if it
• 1:10:39
  Speaker 3: came back and said unfortunately, you had HIV or something
• 1:10:43
  Speaker 3: like that, then we get you to care.
• 1:10:45
  Speaker 5: We get you into care right away.
• 1:10:46
  Speaker 1: So no, I was gonna say you.
• 1:10:48
  Speaker 2: You told us what it takes to start it, right,
• 1:10:50
  Speaker 2: Let's say I got them over, then tomorrow I want
• 1:10:52
  Speaker 2: to start this business because at this point there's two
• 1:10:55
  Speaker 2: of you.
• 1:10:55
  Speaker 1: But this the team has to be. We have just grown.
• 1:10:58
  Speaker 2: What if the employees I think one hundred that's a lot,
• 1:11:01
  Speaker 2: So congrats on that, because you're employing people the if
• 1:11:04
  Speaker 2: I'm starting it, what are the essential people that I need?
• 1:11:07
  Speaker 2: Obviously I need the physician, how I need the two
• 1:11:11
  Speaker 2: hundred and fifty k What are the things that I
• 1:11:13
  Speaker 2: need outside of that?
• 1:11:14
  Speaker 7: So, I mean we're built a little different, right, So
• 1:11:16
  Speaker 7: I'm gonna be honest, right, it just depends on how
• 1:11:20
  Speaker 7: much you're willing to risk willing because for us, we
• 1:11:22
  Speaker 7: are boots on the ground kind of do it ourselves
• 1:11:24
  Speaker 7: types of guys.
• 1:11:25
  Speaker 5: So I mean our model in order.
• 1:11:28
  Speaker 7: For us to get started, because what we generally will
• 1:11:30
  Speaker 7: hire like you know, a very experienced what we call
• 1:11:34
  Speaker 7: site manager. Right, so we'll find a location, a figure
• 1:11:37
  Speaker 7: out this is the area that we want to be in, Like, Okay,
• 1:11:39
  Speaker 7: this area is in need. We know that there's enough
• 1:11:43
  Speaker 7: you know, patience or enough customers for us to service
• 1:11:46
  Speaker 7: in this area.
• 1:11:46
  Speaker 5: So we hire what we call a site manager. Typically
• 1:11:48
  Speaker 5: the person has.
• 1:11:49
  Speaker 7: A background, you know, in medicine and medical profession, not
• 1:11:51
  Speaker 7: necessarily a doctor, but has some medical management experience. So
• 1:11:55
  Speaker 7: that's the person that we hire first because that's the
• 1:11:57
  Speaker 7: person who's going to have to build out their team
• 1:11:59
  Speaker 7: for that area. So we figured out the location, hire
• 1:12:02
  Speaker 7: this person. This manager will kind of you know, be
• 1:12:05
  Speaker 7: there while we're getting the licenses and getting that stuff situated,
• 1:12:08
  Speaker 7: so you could kind of grind it out yourself if
• 1:12:10
  Speaker 7: you have some of the experience.
• 1:12:11
  Speaker 5: I mean, Cliff and I played.
• 1:12:12
  Speaker 7: All of those positions, and we're the ones in the
• 1:12:14
  Speaker 7: pharmacy ourselves, so the ones in the clinics ourselves. So
• 1:12:16
  Speaker 7: it really just depends on your level of expertise, on
• 1:12:19
  Speaker 7: what you know. But the bare minimum, yes, you have
• 1:12:22
  Speaker 7: to have somebody that has some type of medical acclimen
• 1:12:25
  Speaker 7: or know what needs to be done, or at least
• 1:12:27
  Speaker 7: have an attorney that can guide you into what licensing
• 1:12:30
  Speaker 7: and what applications and stuff that you need.
• 1:12:32
  Speaker 5: But just finding a small location.
• 1:12:34
  Speaker 7: We would typically get a small administrative office first because
• 1:12:37
  Speaker 7: we don't want the big expenditure of a large space,
• 1:12:40
  Speaker 7: and then get a mobile clinic. It's cheaper to operate
• 1:12:42
  Speaker 7: a mobile clinic than it is a full on you know,
• 1:12:44
  Speaker 7: brick and mortar space and all that stuff. So once
• 1:12:46
  Speaker 7: we see that that area is deemed necessary to get
• 1:12:50
  Speaker 7: a full on clinic, if that's when, then we put
• 1:12:52
  Speaker 7: the investment in. So it's very small, so you don't
• 1:12:55
  Speaker 7: necessarily have to spend the three fifty out the gate.
• 1:12:57
  Speaker 7: You can find and in Florida. Rent in Miami is
• 1:13:01
  Speaker 7: ten times more than it is in Tallahassee, right, So
• 1:13:03
  Speaker 7: you just got to find the space in the area
• 1:13:06
  Speaker 7: that there is need for the services you're trying to provide,
• 1:13:09
  Speaker 7: and then figure out what that barrier to entry is.
• 1:13:11
  Speaker 7: For us, it's cheaper to get a small administrative office
• 1:13:14
  Speaker 7: in a mobile clinic, right because you know, the payments
• 1:13:17
  Speaker 7: on a mobile clinic a couple hundred bucks. The rent
• 1:13:20
  Speaker 7: is a couple of thousand, right, So until that location
• 1:13:23
  Speaker 7: starts genuine enough revenue, then we'll get a bigger space.
• 1:13:26
  Speaker 4: So Teledoc is a company that they went public human splash,
• 1:13:33
  Speaker 4: multi billion dollar evaluation. Is this the goal that you
• 1:13:36
  Speaker 4: want to take your company public on the stock market.
• 1:13:39
  Speaker 5: No, that's not the goal.
• 1:13:41
  Speaker 3: We've had conversations, like Steve said, people have came to
• 1:13:45
  Speaker 3: us and offer us some money, not the multiples that
• 1:13:48
  Speaker 3: we want. And some people that came to us and
• 1:13:51
  Speaker 3: offer us to go public right and they want to
• 1:13:53
  Speaker 3: charge one hundred half a million dollars or a million
• 1:13:56
  Speaker 3: dollars to go public right to us. Oh no, son,
• 1:14:01
  Speaker 3: we still were still hood by hearts, and I don't
• 1:14:05
  Speaker 3: know about that public stuff.
• 1:14:06
  Speaker 7: We definitely want, we definitely want to We definitely going
• 1:14:10
  Speaker 7: to want to exit. I think that the last two
• 1:14:12
  Speaker 7: or three you know, p of VC firms I came
• 1:14:14
  Speaker 7: to us to try to buy us out.
• 1:14:15
  Speaker 5: We knew that they didn't see our vision.
• 1:14:17
  Speaker 4: But that's not but you still can maintain So yes,
• 1:14:22
  Speaker 4: you can.
• 1:14:23
  Speaker 5: You're still owners of the company.
• 1:14:24
  Speaker 7: Still were still owners, You're just not the majority on
• 1:14:27
  Speaker 7: right right. And then the issue that we have with
• 1:14:30
  Speaker 7: those scenarios, because again we're, you know, scoring from our
• 1:14:33
  Speaker 7: past business relationship, is that our mission has always been
• 1:14:38
  Speaker 7: to service the underserved community. And unless we get a
• 1:14:41
  Speaker 7: partner that comes in and as we totally exit completely,
• 1:14:44
  Speaker 7: like hey, exit, you guys, go go your way, take
• 1:14:46
  Speaker 7: your you know, you know, eight nine figures and you
• 1:14:49
  Speaker 7: go off Maryland and and we're completely away from it.
• 1:14:53
  Speaker 7: To bring in a partner, we have to make sure
• 1:14:54
  Speaker 7: that they still see the same vision and understand that
• 1:14:56
  Speaker 7: our goal and our mission is always to serve, you know,
• 1:14:58
  Speaker 7: our community. And when I say underserved too, yes, today
• 1:15:02
  Speaker 7: our underserve is black and brown because that's kind of
• 1:15:04
  Speaker 7: where we are. But underserved in Ohio is predominantly white.
• 1:15:07
  Speaker 7: When you're talking about the opioid epidemic, I mean they're
• 1:15:10
  Speaker 7: underserved too.
• 1:15:10
  Speaker 5: Right, So the heps rates are ridiculous in Ohio.
• 1:15:14
  Speaker 7: So unless a PE from that comes in or a
• 1:15:17
  Speaker 7: VC from that comes in and it takes majority, as
• 1:15:20
  Speaker 7: long as they're on the same path that we're we're
• 1:15:23
  Speaker 7: open to it. But the goal is to eventually exit
• 1:15:26
  Speaker 7: for that billion dollar valuation eventually.
• 1:15:30
  Speaker 3: But I would we would much rather a minority investor
• 1:15:36
  Speaker 3: right now because we have a vision that we know
• 1:15:40
  Speaker 3: we can get to right and I think that if
• 1:15:43
  Speaker 3: we let anybody come in today as majority, that vision
• 1:15:47
  Speaker 3: is over. Regardless of what said in that meeting. Dude,
• 1:15:51
  Speaker 3: there's so much twisting turns that go on during those you.
• 1:15:55
  Speaker 5: Guys probably no better than we do.
• 1:15:56
  Speaker 7: But yeah, yeah, it's it's it's it's challenge because listen,
• 1:16:00
  Speaker 7: being the operations guy, right, I look at because you know,
• 1:16:03
  Speaker 7: before we had a one hundred and fifty employees on
• 1:16:05
  Speaker 7: his executives, I was the lawyer of the CFO. I
• 1:16:07
  Speaker 7: was playing all those hats, right, So I'm looking at
• 1:16:08
  Speaker 7: the numbers. I'm looking at a lot. So I know
• 1:16:11
  Speaker 7: that because we look at businesses to acquire. So I
• 1:16:15
  Speaker 7: could go in and say, ah, you guys are providing
• 1:16:17
  Speaker 7: all of these ancillary services. Like I said, we help
• 1:16:19
  Speaker 7: people with copayment to we help people with housing. Somebody
• 1:16:21
  Speaker 7: will come in back, Hey, listen, if you just stop
• 1:16:23
  Speaker 7: doing that, we can make extra five million a year.
• 1:16:25
  Speaker 5: And I'm like, nah, but that's what helps us do
• 1:16:27
  Speaker 5: what we do. That's what the people need.
• 1:16:29
  Speaker 7: So that's some of the challenges with some of these
• 1:16:32
  Speaker 7: vcs because they only look at as numbers and they
• 1:16:34
  Speaker 7: don't understand the culture around what we do.
• 1:16:36
  Speaker 5: They don't understand our business.
• 1:16:38
  Speaker 7: Hence why we're the only ones doing what we do
• 1:16:40
  Speaker 7: in our community because they don't understand it.
• 1:16:42
  Speaker 5: Right.
• 1:16:43
  Speaker 7: So I would hate to get a partner who's just
• 1:16:44
  Speaker 7: looking at our businesses just dollars and cents.
• 1:16:46
  Speaker 5: We look at them as our people and our family,
• 1:16:48
  Speaker 5: you know.
• 1:16:48
  Speaker 3: I mean, we like to say something like, an investor
• 1:16:52
  Speaker 3: for us is somebody with smart money, right, and smart
• 1:16:55
  Speaker 3: money for us is somebody that understands the business model
• 1:16:58
  Speaker 3: right because and understands the culture. Because if you come
• 1:17:02
  Speaker 3: in and you understand that, then you're gonna say, Okay, guys,
• 1:17:05
  Speaker 3: how can I help versus?
• 1:17:07
  Speaker 4: How can I make more money? Because we're gonna make
• 1:17:09
  Speaker 4: We're gonna make the money. The money is gonna come,
• 1:17:11
  Speaker 4: that's not even a question.
• 1:17:13
  Speaker 3: But it's just the money to take us there, right,
• 1:17:16
  Speaker 3: the twenty million dollars that we might need to get
• 1:17:20
  Speaker 3: to that place to make that billion dollar evaluation.
• 1:17:24
  Speaker 5: That's what it is.
• 1:17:25
  Speaker 7: We're gonna get there, whether we get the money or not.
• 1:17:27
  Speaker 7: Because the Cliffs said, we've been doing this ourselves.
• 1:17:30
  Speaker 5: We don't have.
• 1:17:30
  Speaker 7: Any debt, no loans on nothing, just me and him
• 1:17:33
  Speaker 7: just been the fundings, steve.
• 1:17:36
  Speaker 1: So much leverage, so much averaged so much.
• 1:17:42
  Speaker 4: Well, there you have it, ladies and gentlemen. Appreciate you brothers.
• 1:17:46
  Speaker 4: Anything else you want to talk about before.
• 1:17:47
  Speaker 3: We Yeah, so this weekend is Grammy weekend, right, and
• 1:17:53
  Speaker 3: last night we was at the Black Collective right.
• 1:17:56
  Speaker 1: Ef everywhere, by the way, Yeah, yeah, everywhere.
• 1:17:59
  Speaker 8: We're trying to we're trying to spread the all boys
• 1:18:02
  Speaker 8: are everywhere.
• 1:18:02
  Speaker 3: Well, we just appreciate to be some places, you all.
• 1:18:06
  Speaker 3: But last night at the Black Collective, you know, we
• 1:18:08
  Speaker 3: was with Rico Love, and Rico Love is the chair
• 1:18:11
  Speaker 3: of the Black Collective, and we was with my man
• 1:18:13
  Speaker 3: Harve who's the CEO of the Grammys, and we were
• 1:18:18
  Speaker 3: talking to them about doing a PSA with our artists, actors,
• 1:18:23
  Speaker 3: entertainers in the business to stop the spread of HIV
• 1:18:27
  Speaker 3: and hepatitis and STDs in the underserved community. You know,
• 1:18:30
  Speaker 3: that is like, that's monumental, right. We had PSAs before
• 1:18:36
  Speaker 3: done for the LGBTQ community. We had PSA's done for COVID.
• 1:18:40
  Speaker 3: You know, Angela Yee and Jada Kiss and Jim and
• 1:18:45
  Speaker 3: all of them did a COVID PSA for New York.
• 1:18:48
  Speaker 3: It played throughout the whole city all day every day
• 1:18:51
  Speaker 3: to tell people get tested for COVID. Why can't we
• 1:18:53
  Speaker 3: do that fast TDS.
• 1:18:54
  Speaker 5: Yeah, because we come from that event.
• 1:18:56
  Speaker 7: I mean, you know, I'm not a lot older than
• 1:18:58
  Speaker 7: we probably looked, but i mean come from that, you know,
• 1:19:01
  Speaker 7: you know, sort Pepper Days and you know, let's talk
• 1:19:03
  Speaker 7: about seting where you know, being healthy sex was kind
• 1:19:06
  Speaker 7: of cool, like the house party, walking around with economy,
• 1:19:09
  Speaker 7: And while it was cool, I think that we've gotten
• 1:19:11
  Speaker 7: to a place where just everybody's open about this sexuality,
• 1:19:14
  Speaker 7: but no one's really talking about the safety of it.
• 1:19:16
  Speaker 5: The thing has died out, died out, and it's crazy.
• 1:19:21
  Speaker 7: And listen, I have a sixteen year old daughter, and
• 1:19:24
  Speaker 7: it just baffles me the way that today the kids
• 1:19:29
  Speaker 7: associate commitment around risky sexual behavior. So somebody, and I
• 1:19:34
  Speaker 7: hate to use the term, you know, I'm a you know,
• 1:19:36
  Speaker 7: going raw, shooting the club up. It's like some sense
• 1:19:38
  Speaker 7: of a dimmer, like I'm willing to risk my life
• 1:19:40
  Speaker 7: because I love you.
• 1:19:41
  Speaker 5: Little baby is an advocate for safe sex.
• 1:19:44
  Speaker 4: Yes, obviously he's very like because I listened to a
• 1:19:47
  Speaker 4: lot of his music. Yes, he's very like a lot
• 1:19:50
  Speaker 4: of songs, he's like very He hammers.
• 1:19:54
  Speaker 7: That hammers it because he because he's not doing this
• 1:19:56
  Speaker 7: because he has the only one's because he's in Atlanta,
• 1:20:00
  Speaker 7: and Atlanta is like a third both country when it
• 1:20:03
  Speaker 7: comes to HIV rates, Atlanta is horrible and it's bad
• 1:20:06
  Speaker 7: when it comes to HIV rates in the city of Atlanta.
• 1:20:08
  Speaker 7: So I'm sure that's part of the reason why. But
• 1:20:12
  Speaker 7: so I would we're charged with with healthy and being
• 1:20:14
  Speaker 7: This new business is to try to get that back again, right,
• 1:20:17
  Speaker 7: trying to make it cool to be safe, so I'm
• 1:20:20
  Speaker 7: healthy healthy.
• 1:20:21
  Speaker 11: Yeah.
• 1:20:21
  Speaker 2: I think there was just like growing up and then
• 1:20:23
  Speaker 2: teaching health to right and it was like.
• 1:20:27
  Speaker 1: You just you were scared.
• 1:20:29
  Speaker 2: It was like there was fair Like obviously HIV and
• 1:20:32
  Speaker 2: AIDS became something that was very when we were I
• 1:20:34
  Speaker 2: mean you've seen the specials like te teen something had
• 1:20:38
  Speaker 2: a special.
• 1:20:39
  Speaker 1: Yes, magic, yes, oh wow.
• 1:20:41
  Speaker 2: This is something that we really need to make sure
• 1:20:44
  Speaker 2: that but you see to set ourselves and I don't
• 1:20:46
  Speaker 2: you don't feel it's.
• 1:20:47
  Speaker 4: Done because I think it's like after what happened to
• 1:20:49
  Speaker 4: magic in the nineties, it was and then easy he died.
• 1:20:52
  Speaker 4: It was a bunch of it was several different things
• 1:20:54
  Speaker 4: that happened, but the magic thing really right and people
• 1:20:57
  Speaker 4: were scared.
• 1:20:58
  Speaker 7: Right, people aren't scared anymore. And it's a lot of
• 1:21:01
  Speaker 7: funding to being pulled out of sexual health. This is
• 1:21:03
  Speaker 7: getting pulled out of schools. See what happened in the
• 1:21:05
  Speaker 7: plan parts, so a lot of resources are being pulled
• 1:21:07
  Speaker 7: away from that. So we feel as if it's ours,
• 1:21:10
  Speaker 7: our you know is our mission to try to bring
• 1:21:13
  Speaker 7: that back.
• 1:21:13
  Speaker 4: Yeah to me, like like Little Baby, right, he's an
• 1:21:17
  Speaker 4: advocate for healthy sex, right, let's do it together, right,
• 1:21:22
  Speaker 4: let's be advocates together. We're providing the services, we're providing education.
• 1:21:25
  Speaker 4: He would be a good spokesperson Magic.
• 1:21:28
  Speaker 3: You know, I spoke to Magic ten years ago, right,
• 1:21:32
  Speaker 3: we were already Yeah, we weren't ready ten years ago obviously,
• 1:21:36
  Speaker 3: but we spoke to Magic ten years ago. Magic owned
• 1:21:38
  Speaker 3: the largest HIV health plan health plan in the state
• 1:21:42
  Speaker 3: of Florida. He owned it with a couple of guys
• 1:21:45
  Speaker 3: down there, so we spoke to him about that. I
• 1:21:48
  Speaker 3: just think that there, you know, Lil Wayne, you know Drake,
• 1:21:52
  Speaker 3: you know these people, people listen to them, right, And
• 1:21:56
  Speaker 3: if a quarter of all the STDs comes out of
• 1:21:59
  Speaker 3: colleges universities, that means that we have something there. Your
• 1:22:03
  Speaker 3: favorite artist is the person that you're going to listen to.
• 1:22:07
  Speaker 3: So if Little Baby is selling it like that, Taylor
• 1:22:09
  Speaker 3: Swift is selling healthy sex, everybody's selling healthy sex healthy
• 1:22:12
  Speaker 3: md dot com, that's something that we can use to
• 1:22:16
  Speaker 3: push that forward and stop the spread.
• 1:22:18
  Speaker 7: Yeah, So that's one of our initiatives that we we
• 1:22:21
  Speaker 7: talked about with where we go and with the Black
• 1:22:23
  Speaker 7: Music Collective is doing kind of like an HBCU tour
• 1:22:26
  Speaker 7: where we you know, do activation and bring some of
• 1:22:28
  Speaker 7: these artists and we provide the free health care and free.
• 1:22:29
  Speaker 4: So that's actually so you're doing something that's actually i
• 1:22:32
  Speaker 4: mean the grand scheme of things, that's actually hurtful for
• 1:22:34
  Speaker 4: your business, right it is.
• 1:22:35
  Speaker 5: I mean, and.
• 1:22:37
  Speaker 7: In some aspects of it, not that it's hurtful, but
• 1:22:41
  Speaker 7: as long as it's bringing the awareness and people are
• 1:22:43
  Speaker 7: you know, are protecting themselves because at the end of
• 1:22:45
  Speaker 7: the day, I mean, people are still going to get sick.
• 1:22:47
  Speaker 7: And if you're going to be active, take the precautionary measures. Right,
• 1:22:51
  Speaker 7: So there is you know, PREP, which is the HIV
• 1:22:53
  Speaker 7: prevention drug, which we still make revenue from it. So
• 1:22:54
  Speaker 7: if you're going to be active, at least be taking
• 1:22:56
  Speaker 7: the press.
• 1:22:56
  Speaker 4: Yeah, if you're going to be you're going to have
• 1:22:58
  Speaker 4: unprotected sex anyway, protect yourself, you know.
• 1:23:02
  Speaker 5: And so so it sounds like it's hurtful to our business.
• 1:23:05
  Speaker 3: But really and truly we're putting more people on the
• 1:23:07
  Speaker 3: prevention side than we are on the cure side.
• 1:23:11
  Speaker 4: And yeah, well that's beneficial. And then it's a pill
• 1:23:14
  Speaker 4: you take every day, every day. What's the side of
• 1:23:16
  Speaker 4: It's always side effects everything. It's always side effects to everything.
• 1:23:19
  Speaker 4: But it just depends on body. I'm not a physician, guys,
• 1:23:23
  Speaker 4: don't get me the line. But a lot of our
• 1:23:27
  Speaker 4: patients are on PREP because.
• 1:23:29
  Speaker 5: That's heavy in the in the heterosexual community.
• 1:23:32
  Speaker 3: Yes, both both communities were we we have a huge
• 1:23:36
  Speaker 3: LGBTQ population as well, but our heterosexual community. We are
• 1:23:42
  Speaker 3: the ones that's been taking the charge of training our
• 1:23:46
  Speaker 3: our underserved heterosexual community about PREP because a lot of
• 1:23:50
  Speaker 3: times before them they would come to us and they
• 1:23:52
  Speaker 3: would be like, that's a gay drug.
• 1:23:54
  Speaker 5: I'm not taking.
• 1:23:54
  Speaker 4: That's the commercials because the commercials and everything, you know,
• 1:23:57
  Speaker 4: the stigma behind it.
• 1:23:58
  Speaker 5: Well, you're doing on a good service, thank you.
• 1:24:01
  Speaker 4: It's needed and it's actually a very good business model
• 1:24:04
  Speaker 4: also from the medical side and the reimbursement. So it's
• 1:24:07
  Speaker 4: always good when you can do good and make a profit. Absolutely,
• 1:24:11
  Speaker 4: so definitely doing good by doing good. Keep up the
• 1:24:14
  Speaker 4: great work.
• 1:24:15
  Speaker 1: Thank you.
• 1:24:16
  Speaker 5: We'll see you back at invest Yes, yes, sir. And
• 1:24:19
  Speaker 5: we're sponsored.
• 1:24:20
  Speaker 1: We're going to talk about that.
• 1:24:22
  Speaker 3: We're gonna sponsor like some scholarships like healthcare businesses or
• 1:24:28
  Speaker 3: something like that, like we'll put something together and let's
• 1:24:30
  Speaker 3: let let's do something tied.
• 1:24:32
  Speaker 1: Man.
• 1:24:32
  Speaker 7: For the twenty some more years we've been in this business,
• 1:24:34
  Speaker 7: a lot of times we in these spaces and Cliff
• 1:24:36
  Speaker 7: and I are the only one. We're always the youngest,
• 1:24:38
  Speaker 7: and we're definitely always the only black people.
• 1:24:40
  Speaker 5: That use the right the youngest and that we used
• 1:24:42
  Speaker 5: to be.
• 1:24:43
  Speaker 1: I'm still young.
• 1:24:43
  Speaker 7: You old, but we definitely want to talk more and
• 1:24:46
  Speaker 7: do some stuff with you guys as far as you know,
• 1:24:48
  Speaker 7: helping some young medical entrepreneurs getting to the space.
• 1:24:51
  Speaker 5: Man, we definitely need more of our faces in this space.
• 1:24:55
  Speaker 2: We could do man, And I told you prior to
• 1:24:57
  Speaker 2: this man like things like this, having the platform women
• 1:25:00
  Speaker 2: speaking about it, it's going to encourage more people to say, like,
• 1:25:03
  Speaker 2: oh I love this business plan, Oh I love this idea.
• 1:25:05
  Speaker 2: I was thinking of something like it. It's encouraging because
• 1:25:08
  Speaker 2: now I know somebody's done. Absolutely the fact that y'all
• 1:25:10
  Speaker 2: y'all came here to share that. Man, we appreciate y'all.
• 1:25:13
  Speaker 5: Now we appreciate y'all having us. Thank you, appreciate you.
• 1:25:15
  Speaker 5: Why L man, So, what's the website? Social media? And
• 1:25:18
  Speaker 5: all that.
• 1:25:19
  Speaker 4: So we got healthy md dot com, which our online platform,
• 1:25:22
  Speaker 4: and we got IMG health Clinic dot com, which is
• 1:25:25
  Speaker 4: our brick and mortar, and we got IMG helps dot org,
• 1:25:29
  Speaker 4: which is our nonprofit where you could go and donate
• 1:25:32
  Speaker 4: and we do some good stuff in the community.
• 1:25:34
  Speaker 1: There any degrees between you both.
• 1:25:38
  Speaker 11: I got this degree with the hard knocks that zero
• 1:25:41
  Speaker 11: zero degrees. I just want y'all to know, y'all could
• 1:25:44
  Speaker 11: do anything, man, You could do anything a future degree.
• 1:25:51
  Speaker 5: Resources or Troy House key.
• 1:25:57
  Speaker 2: Shot to everybody on appreciate dot com. Shout out to
• 1:25:59
  Speaker 2: all the earn is on EYL University, shout out to
• 1:26:02
  Speaker 2: RPX people that have joined that merger man has been
• 1:26:04
  Speaker 2: a beautiful start. And shout out to the Merch everybody
• 1:26:07
  Speaker 2: on the merch team, and shout out to you all right.
• 1:26:09
  Speaker 2: We always remember saying this in the beginning of episodes. Yo,
• 1:26:12
  Speaker 2: if we just get one new listener to day and
• 1:26:14
  Speaker 2: look what it's turned into. Man, So appreciate y'all sharing
• 1:26:17
  Speaker 2: the world word and appreciate y'all sharing a knowledge that
• 1:26:20
  Speaker 2: you have game from it.
• 1:26:20
  Speaker 1: So love is love.
• 1:26:21
  Speaker 5: Thank you guys, you're rocking on us. We'll see next week. Peace.
• 1:26:24
  Speaker 6: Appreciation my graduates from my school being forced back drop
• 1:26:32
  Speaker 6: drop Mike drop back drop.
• 1:26:46
  Speaker 12: An illegal alien from Guatemala charged with raping a child
• 1:26:50
  Speaker 12: in Massachusetts. An MS thirteen gang member from Al Salvador
• 1:26:54
  Speaker 12: accused of murdering a Texas. Man of Venezuelan charged with
• 1:26:58
  Speaker 12: filming and selling child pornography in Michigan. These are just
• 1:27:02
  Speaker 12: some of the heinous migrant criminals caught because of President
• 1:27:06
  Speaker 12: Donald J. Trump's leadership. I'm Christy nom the United States
• 1:27:09
  Speaker 12: Secretary of Homeland Security. Under President Trump, attempted illegal border
• 1:27:14
  Speaker 12: crossings are at the lowest levels ever recorded, and over
• 1:27:18
  Speaker 12: one hundred thousand illegal aliens have been arrested. If you
• 1:27:21
  Speaker 12: are here illegally, your next you will be fine nearly
• 1:27:25
  Speaker 12: one thousand dollars a day, imprisoned and deported, you will
• 1:27:29
  Speaker 12: never return. But if you register using our CBP home
• 1:27:33
  Speaker 12: app and leave now, you could be allowed to return legally.
• 1:27:37
  Speaker 12: Do what's right, leave now. Under President Trump, America's laws,
• 1:27:42
  Speaker 12: border and families will be protected.
• 1:27:44
  Speaker 1: Sponsored by the United States Department of Homeland Security,