Latest / I Am Wiser Podcast with Dr. Laura Purdy / Follow Up, Don't Force It

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Follow Up, Don't Force It · I Am Wiser Podcast with Dr. Laura Purdy

• 0:00
  SPEAKER_04: Yeah, so as I mentioned before, like I go to these conferences all the time, and uh another thing that I don't do often is uh heart selling.
• 0:10
  SPEAKER_04: I'm not telling them, like it's lifetime opportunity.
• 0:13
  SPEAKER_04: If you are not buying now, you'll meet like the whole life.
• 0:18
  SPEAKER_04: Uh but uh instead I'm just talking with them as uh like person to person without uh uh any manipulation.
• 0:26
  SPEAKER_01: Welcome to the I Am Wiser podcast, where the biggest questions in healthcare and wellness meet the collective wisdom of industry leaders and innovators.
• 0:35
  SPEAKER_01: I'm Dr.
• 0:36
  SPEAKER_01: Laura Purdy, and here we explore the intersections of AI, care delivery, telehealth policy, and more, through the lens of those who are reshaping healthcare.
• 0:48
  SPEAKER_01: This is not just about theory, it's about lived experience and real industry insights.
• 0:54
  SPEAKER_01: Let's dive in and get wiser together.
• 0:56
  SPEAKER_01: Hi everybody, Dr.
• 0:58
  SPEAKER_01: Laura Purdy here, the CEO and founder of Venture, which is one of our business-to-business solution brands, and we provide full-stack telemedicine operations to other founders of digital health tech companies that might not be physicians, but need physicians to start or run their business.
• 1:15
  SPEAKER_01: I'm really excited today to sit down with one of our favorite vendors who's providing us an incredible service that, quite frankly, we need in order to be able to move forward and take it to the next level as a business.
• 1:27
  SPEAKER_01: And so thanks for taking the time to sit down with me today.
• 1:29
  SPEAKER_01: Why don't you introduce yourself, tell everybody who you are, where you're from, and what you do?
• 1:34
  SPEAKER_04: Yeah, thank you, Laura.
• 1:35
  SPEAKER_04: Uh my name is Olef Polip, and I work as a business developer for IT company Inverita.
• 1:41
  SPEAKER_04: It's an Ukrainian-based company.
• 1:42
  SPEAKER_04: We have about 150 employees based in Ukraine, Poland, Colombia, and the United States.
• 1:48
  SPEAKER_04: I've been working in this business for the last six years, doing business development, sales, lead generation.
• 1:54
  SPEAKER_04: And my primary goal is to build a relationship with clients so they can trust our company before they buy any service from us.
• 2:06
  SPEAKER_01: But that's so important.
• 2:07
  SPEAKER_01: And I remember, to this day, I remember the first time that you reached out to me on LinkedIn, and I don't think I noticed it for like six months.
• 2:16
  SPEAKER_01: I think it was like six months later before I read your message, because at the time I wasn't checking LinkedIn very often.
• 2:22
  SPEAKER_01: But one thing that stood out to me was you sent me like a prospecting message, which is totally normal.
• 2:30
  SPEAKER_01: You should always do prospecting.
• 2:31
  SPEAKER_01: But you really tailored it to me specifically.
• 2:33
  SPEAKER_01: You said, hi, I'm, you know, this is me, this is the company I work for.
• 2:37
  SPEAKER_01: We've seen you, we've noticed this, this, and this about you.
• 2:40
  SPEAKER_01: And I would love to meet you in person.
• 2:43
  SPEAKER_01: You actually offered to meet me in person before anything else.
• 2:47
  SPEAKER_01: And I found that to be captivating because no nobody does that.
• 2:51
  SPEAKER_01: I mean, that almost exists nowhere, especially in this industry where so many people are remote and we all kind of work from home.
• 2:58
  SPEAKER_01: So tell me about that.
• 2:59
  SPEAKER_01: Like tell me about that like in-person first touch that you guys have as a company.
• 3:05
  SPEAKER_04: Yeah, so it started from 2022 when I joined the company.
• 3:09
  SPEAKER_04: And I focused specifically on the healthcare industry.
• 3:13
  SPEAKER_04: So I started to go to conferences like HLTH, VIFE, HIMS, GP Morgan Healthcare Week.
• 3:20
  SPEAKER_04: And I found out that a lot of healthcare professionals they go to the same conference all the time.
• 3:25
  SPEAKER_04: Oh yeah.
• 3:26
  SPEAKER_04: So I decided why not creating like campaigns or connecting with people on LinkedIn from healthcare industry and propose them meeting at those conferences.
• 3:37
  SPEAKER_04: I know that they will not buy a service from us from our first meeting.
• 3:41
  SPEAKER_04: But what if I do it again and again and again?
• 3:44
  SPEAKER_04: I have a client that I closed last year and uh I've been doing 40 follow-ups.
• 3:50
  SPEAKER_01: Was it me?
• 3:52
  SPEAKER_01: Was that me?
• 3:52
  SPEAKER_01: That wasn't me.
• 3:53
  SPEAKER_01: Okay.
• 3:53
  SPEAKER_04: It's a similar thing, but but uh yeah, 40 follow-ups without a single response.
• 4:01
  SPEAKER_04: But uh from our first uh discovery call, I understood that there will be a project from that client.
• 4:06
  SPEAKER_04: Yeah, and we closed it last year, and the client is growing his team.
• 4:11
  SPEAKER_04: He he fired off his uh some of his uh uh previous vendors and is growing our team on that project.
• 4:19
  SPEAKER_01: Wow.
• 4:19
  SPEAKER_01: But I remember from that first message that I read six months later, you actually said to me something to the effect of I understand you, I understand your business, and you need us.
• 4:32
  SPEAKER_01: We provide a service that you need.
• 4:34
  SPEAKER_01: And that stood out to me because as a founder, our LinkedIn mail is full of spam all day, every day.
• 4:44
  SPEAKER_01: Like that's all we get is just spam mail from people who are just kind of like blanket, like wide net casting, reaching out to everybody they can, and there's very little value, very little personalization, and and quite frankly, it's hard to tell who's actually selling something useful and who's not.
• 5:02
  SPEAKER_01: But you actually came to me and said, Hey, we did this, you need it.
• 5:08
  SPEAKER_01: Do you want to meet me in person?
• 5:10
  SPEAKER_01: And I said, um, sure.
• 5:14
  SPEAKER_01: But let's have a call first.
• 5:16
  SPEAKER_01: So, what do you think?
• 5:17
  SPEAKER_01: Like, do you get a lot of hesitancy?
• 5:19
  SPEAKER_01: Do you get a lot of resistance?
• 5:20
  SPEAKER_01: Do people think it's weird when you're following up with them so often and offering to meet them in person?
• 5:24
  SPEAKER_01: Like, what's your experience like?
• 5:27
  SPEAKER_04: Yeah, all the time.
• 5:28
  SPEAKER_04: I get different types of messages.
• 5:29
  SPEAKER_04: Like really?
• 5:30
  SPEAKER_04: Last week I got something like uh stop messaging me or I will sue you.
• 5:36
  SPEAKER_02: For what?
• 5:36
  SPEAKER_04: So I delete that person from my campaign, obviously.
• 5:39
  SPEAKER_04: But uh a lot of people are like I know they are busy.
• 5:42
  SPEAKER_04: Like uh founders, uh owners of businesses, they are busy all the time.
• 5:47
  SPEAKER_04: So every once, uh every once in a while I will reach out to them again and again until they tell me stop.
• 5:54
  SPEAKER_04: Sure.
• 5:54
  SPEAKER_04: And uh it's a business, like there is nothing personal.
• 5:57
  SPEAKER_04: Yeah, uh, I can handle.
• 5:59
  SPEAKER_04: Like I I text to thousands and thousands of people like during my work career.
• 6:04
  SPEAKER_04: Yeah.
• 6:05
  SPEAKER_04: Um, yeah, so I shouldn't stop.
• 6:07
  SPEAKER_04: And I think uh another thing why I decided to text you because you're at a similar stage of life as uh some of my uh clients.
• 6:15
  SPEAKER_04: Yep.
• 6:16
  SPEAKER_01: Middle middle age.
• 6:19
  SPEAKER_01: Middle age, yes.
• 6:20
  SPEAKER_01: So I thought like But what's but what's different?
• 6:23
  SPEAKER_01: Like, what's different about people in their 40s that makes them an ideal client for you?
• 6:27
  SPEAKER_04: They already achieved something uh in their life, they already um build uh successful businesses in the past.
• 6:35
  SPEAKER_04: So now in order to go grow faster, they need to like company, a team to rely on.
• 6:42
  SPEAKER_04: So uh I found another client from San Diego, first uh year working with the company, and uh she was in a similar stage as you.
• 6:51
  SPEAKER_04: Uh but the problem that uh she faced was um bad experience with the previous vendor.
• 6:59
  SPEAKER_01: There's a whole podcast episode about that.
• 7:02
  SPEAKER_01: Tune in next month.
• 7:05
  SPEAKER_04: So we uh we also did this discovery call and we've been talking back and forth, connecting on LinkedIn, and she uh works um in a space uh to help nurses and her company uh called uh Preceptor and uh it's an amazing company and she is uh one of like she she is a very good person, very kind.
• 7:28
  SPEAKER_04: Yeah, uh she is uh uh still working with our team and uh she recently was acquired by another company from Chicago.
• 7:40
  SPEAKER_01: Congratulations to the founder on the other side of that story, that's amazing.
• 7:44
  SPEAKER_04: And also uh we practice uh uh uh in our company thing that we go to our clients like uh our uh co-founder of the company, his name is Ores Hoodzi.
• 7:55
  unknown: Hi.
• 7:56
  SPEAKER_00: Shout out to Ores, we love you, you're awesome.
• 7:58
  SPEAKER_04: Ores founded the company with his uh uh brother about 10 years ago.
• 8:04
  SPEAKER_04: They are not from IT industry, but they started working there and they are successful.
• 8:09
  SPEAKER_04: The company is bootstrap, they didn't raise uh any investments for the last 10 years.
• 8:14
  SPEAKER_04: Love that and it's growing.
• 8:16
  SPEAKER_00: That's great.
• 8:16
  SPEAKER_04: Recently we opened our office in Colombia because we've seen that there is a need as uh some uh clients, they need to have uh engineers based in their time zone.
• 8:28
  SPEAKER_01: Yep, near shore, like a near shore Latin America.
• 8:31
  SPEAKER_01: I have Natalie shout out to Natalie who helps me with with my stuff.
• 8:36
  SPEAKER_04: And uh there was a thing that uh uh founders they went to uh Mexico first, to Mexico City, uh to other places.
• 8:45
  SPEAKER_04: Uh uh recently there was uh one famous place where there was uh one guy from cartel killed.
• 8:51
  SPEAKER_04: I I'm aware.
• 8:52
  SPEAKER_04: Yeah, and uh in that city they have a lot of protests, they are uh killing people, uh just a mess.
• 9:00
  SPEAKER_04: And they didn't choose that city, luckily, and they went to Megellin, uh Colombia.
• 9:05
  SPEAKER_04: Yeah, and they liked it.
• 9:08
  SPEAKER_04: So we now we are growing our team there, and uh yeah, we have uh more uh of a competitive advantage now uh that we can provide someone in the same time zone.
• 9:19
  SPEAKER_01: Yeah.
• 9:20
  SPEAKER_01: I listen, I am reaping the benefits of that, so thank you.
• 9:24
  SPEAKER_01: So we're currently in the process of building our own electronic medical record.
• 9:29
  SPEAKER_01: It's gonna take a couple years to get it done all the way right, and part of the reason why is because we are focusing on the compliance module, the ability to do compliance credentialing like cash pay, internal credentialing, QA, chart audit reviews, and a lot of that's not available inside of commercially purchasable EMRs, and that's really important to me.
• 9:50
  SPEAKER_01: So here's a question for you.
• 9:52
  SPEAKER_01: I would imagine that you talk to founders from all kinds of industries who have different solutions, amazing dreams in their head that they're thinking about.
• 10:03
  SPEAKER_01: How do you know when you're talking to someone that it's a solution that the Inverita team can actually develop?
• 10:12
  SPEAKER_04: It really depends on uh what uh talents they have at the moment.
• 10:16
  SPEAKER_04: Yeah.
• 10:16
  SPEAKER_04: Um so based on that, uh, I can tell them if we can help or not.
• 10:20
  SPEAKER_04: Uh but usually the best thing is to run a discovery phase.
• 10:24
  SPEAKER_04: Uh, most of the time it's free.
• 10:25
  SPEAKER_04: Uh uh like just a couple first calls with our team to understand the problem.
• 10:32
  SPEAKER_04: And then we um start uh like actual discovery phase uh uh that can be uh doing one or two months of um work from our team, which includes our system architect, business analyst, and UIUX designer.
• 10:47
  SPEAKER_04: Sometimes we add some other um team uh team members, uh depends on the need.
• 10:53
  SPEAKER_04: And based on results of the discovery phase, we can tell client if we we are able to help, or we need to like do another, I think, like another discovery phase, or oh we uh we need to hire someone outside the vendor or uh connect them with someone else that can help.
• 11:13
  SPEAKER_01: Yeah.
• 11:13
  SPEAKER_01: But you guys are in the business of custom solutions generation.
• 11:18
  SPEAKER_01: You're not just like a one-off, like point-click, purchase, go for it type of scenario.
• 11:24
  SPEAKER_01: But that's what we did, right?
• 11:25
  SPEAKER_01: Like I had a discovery call or two with you, then we brought the team in.
• 11:29
  SPEAKER_01: This was in 2024.
• 11:31
  SPEAKER_04: Yes.
• 11:32
  SPEAKER_01: Yeah?
• 11:32
  SPEAKER_01: And then you went through the whole process and then you gave me the prize quote, and I was like, oh my God, we can't afford this.
• 11:39
  SPEAKER_01: And I said, uh, I can't do that because we're not ready yet.
• 11:42
  SPEAKER_01: However, then I took the time to grow my business, to push really hard, to get past a couple of barriers and milestones, and then I reached back out to you guys and said, like, okay, we figured out how to make money.
• 11:57
  SPEAKER_04: I was like the best day of my life.
• 11:59
  SPEAKER_01: But that's really how it happened.
• 12:01
  SPEAKER_01: Because I So I've worked inside of a lot of companies, I've worked with a lot of different people.
• 12:07
  SPEAKER_01: I have built a lot of electronic medical records, but I never actually knew how much it cost.
• 12:12
  SPEAKER_01: Because I wasn't on the bill paying side of things.
• 12:16
  SPEAKER_01: So to hear you guys say, well, okay, love your idea, and this is the cost, and for me to say, well, and by the way, the final product that we ended up designing cost twice as much as the original one that you guys quoted me for initially, but it just required me to get a little farther along, grow my business, and develop to the point where I can say, yeah, we can afford this now.
• 12:42
  SPEAKER_01: So I wrote you back and I said, We're ready.
• 12:45
  SPEAKER_01: And then you were like, yay.
• 12:47
  SPEAKER_01: But then we went into like the paid discovery phase, which I don't do sales for Inverita, but I could imagine that there might be some resistance or hesitance when you get beyond the free, right?
• 13:03
  SPEAKER_01: Because it's almost like scoping.
• 13:04
  SPEAKER_01: It's not really discovery, it's really scoping because you have to wrap your mind around what is it that people want to do, what is it gonna require of your team to deliver, and what in general does that cost?
• 13:16
  SPEAKER_01: So for me, it was easy because I knew it was a financial barrier, and I had to just get to that and then come back and say yes.
• 13:24
  SPEAKER_01: But how how do you get past that with people from the free to the paid discovery?
• 13:31
  SPEAKER_01: How how do you get over that hump with your clients?
• 13:34
  SPEAKER_04: Yeah, so in order to do successful business, you need to get money from your clients.
• 13:37
  SPEAKER_04: Yeah, because you will get out of business.
• 13:40
  SPEAKER_04: Uh yes.
• 13:41
  SPEAKER_04: So that is why like we have this uh discovery phase, and usually it doesn't cost a lot of money, but it's just uh test run of our team to understand like if we uh have can speak the same language with our clients and at least start from something.
• 13:57
  SPEAKER_04: And we want to be fully transparent, and we are f we've been fully and fully transparent with you about the cost.
• 14:04
  SPEAKER_04: Yes, because it's way easier to tell you like some numbers that you want to hear and uh that start the project, and eventually you will be uh it like it will be forever.
• 14:15
  SPEAKER_04: Yes, we've seen that uh those examples uh uh with some of other clients.
• 14:20
  SPEAKER_04: They come uh came to us, like recently uh connected with one company at the live conference, and they told me that their software vendor is building the platform forever.
• 14:32
  SPEAKER_04: They don't have any roadmap or they have it, but they are changing it all the time.
• 14:37
  SPEAKER_04: Okay.
• 14:38
  SPEAKER_04: The client is paying what they agreed, but is not getting the final result.
• 14:43
  SPEAKER_04: Yeah, so it's important to understand your numbers.
• 14:47
  SPEAKER_04: It's like uh budgeting for your family.
• 14:50
  SPEAKER_04: You need to make a budget for the year to know if you can afford some stuff.
• 14:55
  SPEAKER_04: If you can go to own a trip or you can't.
• 14:59
  SPEAKER_04: Like just the basic budgeting stuff that helps our clients and also timelines.
• 15:04
  SPEAKER_04: Now it's very hard for companies to raise investments.
• 15:08
  SPEAKER_04: Money are expensive, and um founders they want to know exactly how much they need uh to spend on the project to make it successful.
• 15:20
  SPEAKER_01: You know what's really interesting is so when I came back and said, Yay, I I I grew the business and I can afford you now, then we started our discovery phase, which was actually pretty chill.
• 15:31
  SPEAKER_01: It was like a one-time down payment or something that covered the phase.
• 15:35
  SPEAKER_01: But then you created a spreadsheet.
• 15:37
  SPEAKER_01: Well, not not you, but the team, you on behalf of the company.
• 15:41
  SPEAKER_01: Y'all, you all created a spreadsheet and it was tracked by the hours, and I could, it was updated, I think, weekly, and I could go in there at any time and I could see how many hours they'd worked and like where we were based off of what we paid.
• 15:53
  SPEAKER_01: I think there was maybe like a little bit that we had to add on at the end, but that was my fault because I came up with more things that I wanted that I couldn't compromise on.
• 16:03
  SPEAKER_01: But then after we finished that, they produced this two and a half year old college roadmap, is that what you call it?
• 16:14
  SPEAKER_01: And it was like zero months to 2024 months or so, and then it was like a graph of like clinical module, compliance module, support module, finance module, and it was almost like a a visual picture of every single month for those 24 months, exactly what we would be working on and when.
• 16:34
  SPEAKER_01: And then they took that and converted it into a price, so I could see down to the human hour, right?
• 16:42
  SPEAKER_01: Down to the human hours of like, this is exactly what we think it's going to cost, and like how nine months from now this is where we will be.
• 16:52
  SPEAKER_01: And we are two months into the solution development, and it's we're right on track, right?
• 17:00
  SPEAKER_01: But I think it's I think that's amazing, and that's pretty rare for somebody to be able to give you that concrete of a deliverable to service the solution.
• 17:12
  SPEAKER_01: I mean, don't you think?
• 17:13
  SPEAKER_04: Yeah, yeah, uh, we need to be professional.
• 17:15
  SPEAKER_04: We are 150 uh people company.
• 17:17
  SPEAKER_04: If we have a mass on one project, then there will be mass on a lot of other projects.
• 17:22
  SPEAKER_04: Like uh we have account managers and that are responsible for uh a project, especially on your project.
• 17:28
  SPEAKER_04: There is Victoria.
• 17:29
  SPEAKER_01: Shout out to Victoria, Larissa, Vlodomir, Natalie, Orest, who am I forgetting?
• 17:36
  SPEAKER_01: Igor, Eugene, thank you, Eugene.
• 17:39
  SPEAKER_01: We have an amazing team.
• 17:42
  SPEAKER_04: Uh yeah, so they they need to have um uh good order on each project, uh, like to understand what is going on in the company.
• 17:51
  SPEAKER_04: And uh uh people that work on your project they are very detail-oriented.
• 17:56
  SPEAKER_04: So for them it's important also to understand what to expect in the future.
• 18:01
  SPEAKER_04: We finish this project, what next?
• 18:03
  SPEAKER_04: What is going on next?
• 18:06
  SPEAKER_01: Well, I noticed that even in the discovery phase, we would meet every week or two weeks, I forget how often we were meeting because this was several months ago, but it was very noticeable to me from one meeting to the next.
• 18:18
  SPEAKER_01: Everything that we talked about was implemented before the next meeting.
• 18:23
  SPEAKER_01: If I said something, they implemented it by the next week.
• 18:26
  SPEAKER_01: If we had a question, it was resolved.
• 18:28
  SPEAKER_01: If we had a deliverable, it was complete.
• 18:30
  SPEAKER_01: And there was never any part of AC runaround.
• 18:36
  SPEAKER_01: Like no excuses, no runaround, no overpromising, no lack of follow-through.
• 18:42
  SPEAKER_01: And that's really what impressed me the most because I knew, and so now we're meeting three times a week.
• 18:47
  SPEAKER_01: We're supposed to meet today, but I'm here at this conference.
• 18:50
  SPEAKER_01: But we're meeting three times a week, and every single day we meet every other day.
• 18:55
  SPEAKER_01: Whatever we discuss on Monday is done by Wednesday.
• 18:57
  SPEAKER_01: Whatever we discuss on Wednesday is done by Friday, and I know exactly what the team has worked on that week.
• 19:05
  SPEAKER_04: Amazing.
• 19:05
  SPEAKER_01: That's incredible.
• 19:06
  SPEAKER_04: Yeah, and our team, uh, majority of our team is based in Ukraine and are Ukrainians, and also we have a few uh members from Colombia.
• 19:16
  SPEAKER_04: But uh in Ukraine, there is a good uh work culture.
• 19:20
  SPEAKER_04: Yes.
• 19:20
  SPEAKER_04: Okay, people have a good uh work ethics.
• 19:23
  SPEAKER_04: Uh currently our country is uh uh going through the war uh with Russia, and it's a hard period for a lot of people.
• 19:31
  SPEAKER_04: And uh they understand that we need to perform well.
• 19:34
  SPEAKER_04: We need to provide for our families, we need to support our military, uh, help our other volunteers.
• 19:41
  SPEAKER_04: So they have no excuses.
• 19:44
  SPEAKER_04: I can relate to that.
• 19:46
  SPEAKER_04: A lot of people lost family members.
• 19:48
  SPEAKER_04: Like myself, I lost my father uh 10 months ago at the war in Ukraine.
• 19:53
  SPEAKER_04: He was killed by military drone on the front line.
• 19:57
  SPEAKER_04: It was one of the hardest uh moments uh moments in my life.
• 20:01
  SPEAKER_04: Like uh he was killed on Easter.
• 20:03
  SPEAKER_00: Really?
• 20:04
  SPEAKER_04: It was April 20, uh, 2025.
• 20:08
  SPEAKER_02: Last year.
• 20:08
  SPEAKER_04: Yeah, and uh my my company supported me.
• 20:12
  SPEAKER_04: Um yeah, I took some vacation to to go uh through this process.
• 20:19
  SPEAKER_04: And uh a lot of uh uh employees they experienced something similar.
• 20:24
  SPEAKER_04: They either lost some friends, family family members, or they seen some explosions next to them.
• 20:31
  SPEAKER_04: And uh our country, like our people, they want to have independence from Russia, but they they wanna make their own future without effect of so like other countries that thinks that it's their territory.
• 20:44
  SPEAKER_04: Of course.
• 20:45
  SPEAKER_04: Yeah.
• 20:45
  SPEAKER_04: We are independent nations and we wanna have freedom.
• 20:50
  SPEAKER_02: Absolutely.
• 20:50
  SPEAKER_04: And we are a European country, and uh in Europe people work.
• 20:54
  SPEAKER_04: Yes, they do.
• 20:55
  SPEAKER_04: They believe that uh in capitalism you you work, you make money, you provide for your family, and you build uh good businesses.
• 21:03
  SPEAKER_02: Yeah, yeah.
• 21:04
  SPEAKER_02: Well, I didn't know that about your dad.
• 21:06
  SPEAKER_02: Thanks for sharing that.
• 21:08
  SPEAKER_04: Yeah, yeah, thank you.
• 21:10
  SPEAKER_02: So he was a soldier?
• 21:11
  SPEAKER_04: Yeah, he he was in Poland when the war started, but he went back to Ukraine.
• 21:16
  SPEAKER_02: Uh-huh.
• 21:17
  SPEAKER_02: To go fight.
• 21:18
  SPEAKER_04: He told I go, so you shouldn't.
• 21:20
  SPEAKER_02: You shouldn't.
• 21:21
  SPEAKER_02: Yeah.
• 21:22
  SPEAKER_04: That was uh Yeah, after his death, I was thinking how how amazing it is.
• 21:29
  SPEAKER_04: Like your father goes for you to the military to fight to protect your family.
• 21:35
  SPEAKER_04: Not uh like for president, government, but especially for your family.
• 21:39
  SPEAKER_04: For you for me.
• 21:41
  SPEAKER_04: And uh I'm a Christian and uh I know that my uh your sleep father died for me the same way as my heavenly father.
• 21:53
  SPEAKER_04: Yeah that just impressed me so much.
• 21:56
  SPEAKER_04: Wow, and there is no greater law than if someone gives his life.
• 22:01
  SPEAKER_02: That's true.
• 22:01
  SPEAKER_01: That's from the Bible.
• 22:05
  SPEAKER_01: I lost my dad too when I was 23.
• 22:08
  SPEAKER_01: Not in a war.
• 22:09
  SPEAKER_01: But well what was his job?
• 22:13
  SPEAKER_01: Like what what uh position, what job did he have for the military?
• 22:17
  SPEAKER_04: Uh when he was uh student, uh he'd been also serving, but um with uh he was working with machines.
• 22:24
  SPEAKER_04: So this time he'd been building bridges.
• 22:27
  SPEAKER_04: Like uh if um Russia destroys a bridge, they have a specific machine that builds a bridge so tanks can go over.
• 22:35
  SPEAKER_01: In the American military, they call that the Army Corps of Engineers.
• 22:38
  SPEAKER_01: Yeah.
• 22:39
  SPEAKER_01: Do they call it an engineer?
• 22:40
  SPEAKER_04: Uh yeah.
• 22:41
  SPEAKER_04: Okay.
• 22:41
  SPEAKER_04: But uh there was a thing that uh army wasn't actually moving anywhere.
• 22:46
  SPEAKER_04: And uh there was my uncle also in the military.
• 22:49
  SPEAKER_04: And uh my uncle uh was serving with my father.
• 22:52
  SPEAKER_04: One day they got a letter with my uncle in that in that list of people that need to go to the phone by with Russia.
• 22:59
  SPEAKER_04: And my father voluntarily added himself to be with my uncle, my mother's brother.
• 23:06
  SPEAKER_04: And he did it to protect him and didn't tell anyone.
• 23:11
  SPEAKER_04: And I just heard it afterwards.
• 23:15
  SPEAKER_04: So it was like wow like I didn't know about my father, how like what's a big name my father is like person.
• 23:26
  SPEAKER_04: Uh yeah, so I have a hero in my life and uh I want to make my father proud.
• 23:32
  SPEAKER_01: Yeah, we'll dedicate this one to your dad.
• 23:33
  SPEAKER_01: What's your dad's name?
• 23:34
  SPEAKER_04: Avasil.
• 23:35
  SPEAKER_01: Avasil?
• 23:36
  SPEAKER_04: Avasil.
• 23:37
  SPEAKER_01: Vasil.
• 23:38
  SPEAKER_01: I don't speak Ukrainian.
• 23:40
  SPEAKER_01: Not yet.
• 23:41
  SPEAKER_01: That's okay.
• 23:41
  SPEAKER_01: Not yet, not yet.
• 23:42
  SPEAKER_01: I I I will.
• 23:43
  SPEAKER_01: Okay, well we'll dedicate this to him.
• 23:45
  SPEAKER_01: Yeah.
• 23:45
  SPEAKER_01: That's amazing.
• 23:46
  SPEAKER_01: How's your mom doing?
• 23:48
  SPEAKER_04: Uh it's hard for her.
• 23:50
  SPEAKER_04: Um yeah, I seen her uh the first time in September.
• 23:55
  SPEAKER_04: Yeah.
• 23:55
  SPEAKER_04: Uh after three years being here in the US.
• 23:59
  SPEAKER_04: But now uh luckily I'm able to travel and got my green card.
• 24:02
  SPEAKER_02: Yeah.
• 24:03
  SPEAKER_01: Oh, congratulations.
• 24:05
  SPEAKER_04: Uh on election day.
• 24:07
  SPEAKER_01: Okay, well we have something to be thankful for.
• 24:10
  SPEAKER_01: That's great.
• 24:11
  SPEAKER_01: Okay.
• 24:12
  SPEAKER_04: But I am able to travel and my sister is getting married in two months.
• 24:16
  SPEAKER_01: So it's congratulations.
• 24:19
  SPEAKER_01: You know, in the United States, if you have a loved one that goes to war and dies in service in their country, we call that a gold star family.
• 24:28
  SPEAKER_03: Yeah.
• 24:29
  SPEAKER_01: So you're you're a gold star family.
• 24:31
  SPEAKER_01: Thank you.
• 24:31
  SPEAKER_01: That's beautiful.
• 24:32
  SPEAKER_03: Yeah.
• 24:34
  SPEAKER_04: But uh that is why we have freedom here in this country.
• 24:38
  SPEAKER_04: That is why we are able to do businesses.
• 24:40
  SPEAKER_04: Yes.
• 24:40
  SPEAKER_04: And uh grow and bless other people with our work.
• 24:45
  SPEAKER_01: Yes, and we'll never take it for granted.
• 24:47
  SPEAKER_01: Yeah.
• 24:48
  SPEAKER_01: I was I was in the military for 14 years, right?
• 24:50
  SPEAKER_01: Yeah, thank you for the service.
• 24:51
  SPEAKER_01: Well, I you know, it's an honor to serve, right?
• 24:53
  SPEAKER_01: And I'm happy to be here.
• 24:54
  SPEAKER_01: I'm happy to still be here.
• 24:55
  SPEAKER_01: I'm happy to have the opportunity to live and work in a country that we serve to be able to protect the freedom of.
• 25:03
  SPEAKER_01: And so our hearts go out to you.
• 25:05
  SPEAKER_02: Thank you.
• 25:06
  SPEAKER_04: And also I am impressed by um our uh founders of our company.
• 25:10
  SPEAKER_04: Yeah, Zorian and uh Oris.
• 25:13
  SPEAKER_04: Uh, you never met Zorian yet?
• 25:15
  SPEAKER_04: Uh not yet.
• 25:16
  SPEAKER_04: Yeah, not yet.
• 25:17
  SPEAKER_04: Yeah, he's uh amazing person, and uh he's also going to the front line sometimes, just to helping other soldiers.
• 25:24
  SPEAKER_04: And we have a thing, uh like call, uh call with CEO.
• 25:28
  SPEAKER_04: Uh we have it every few months just to understand what is going on with with the company, where we are moving, our next goals, and what is going on in the world, uh, like economy-wise, uh just to keep everybody on the same page.
• 25:42
  SPEAKER_04: Um he's sharing some stories uh from history, like from us to understand what is going on there.
• 25:52
  SPEAKER_01: Wow, but that's the definition of a servant leader.
• 25:55
  SPEAKER_01: You're a servant leader when you give of yourself in order to be able to give to others, and that's really hard to find these days.
• 26:02
  SPEAKER_01: It's very rare.
• 26:03
  SPEAKER_04: Yeah.
• 26:04
  SPEAKER_04: And Ora Zorian, like a lot of our team members, they do it all the time.
• 26:09
  SPEAKER_04: And so it's a blessing to work with those people and uh learn from them.
• 26:16
  SPEAKER_01: It's a blessing to be a client of these people who are providing a good service ethically, right?
• 26:22
  SPEAKER_01: Like I'm reaping the benefits of that.
• 26:24
  SPEAKER_01: So I'm very grateful.
• 26:27
  SPEAKER_01: Wow.
• 26:28
  SPEAKER_01: Well, this has been a great interview.
• 26:30
  SPEAKER_01: I I learned so much about you, I didn't even know.
• 26:32
  SPEAKER_01: And so I'm feeling touched and moved, and I hope that the other people that listen to this interview feel the same way.
• 26:38
  SPEAKER_01: But to wrap it up, if you had to say, let's imagine you're talking to all those potential clients out there that you've followed up with 40 times and they're not answering you.
• 26:49
  SPEAKER_01: But now they're looking because you're a real person and somebody's talking to you live, and now you've got their interest and they're watching this video.
• 26:57
  SPEAKER_01: What do you want to say to all those potential clients who haven't responded to your 40 follow-ups yet?
• 27:03
  SPEAKER_01: What message do you want them to hear now?
• 27:06
  SPEAKER_04: Yeah, listen, everybody wants to work with the great people.
• 27:09
  SPEAKER_04: Everybody wants to work with someone they can trust, and uh that they don't need to micromanage.
• 27:15
  SPEAKER_04: If you search for someone like that, like text me.
• 27:19
  SPEAKER_04: I can connect you with great resources.
• 27:21
  SPEAKER_04: I am not an engineer, I do business development, and my goal job is to build trust with our clients.
• 27:27
  SPEAKER_04: But I know some people that do a really great job and they are detail-oriented, they are professional in what they do, and I think if you start working with us, you will be blessed, and you will thank you later.
• 27:41
  SPEAKER_01: Thank you.
• 27:42
  SPEAKER_01: I'm thanking you now, right?
• 27:44
  SPEAKER_01: Which is technically later, so I agree.
• 27:45
  SPEAKER_01: He's right.
• 27:48
  SPEAKER_01: So let's talk about the establishment of trust.
• 27:52
  SPEAKER_01: Because you're a business development guy, which is like the new fangled word for sales.
• 27:56
  SPEAKER_01: So you're talking to complete strangers, you're reaching out to people who don't know you, you're putting your name on the line, you're risking maybe being yelled at and like cursed at and just told to go away.
• 28:07
  SPEAKER_01: But how how do you, like, what do you do to meaningfully establish trust with the people that eventually become clients of the company?
• 28:19
  SPEAKER_04: Yeah, so as I mentioned before, like I go to these conferences all the time.
• 28:23
  SPEAKER_04: And uh another thing that I don't do often is uh hard selling.
• 28:29
  SPEAKER_04: I'm not telling them, like it's lifetime opportunity.
• 28:32
  SPEAKER_04: If you are not buying now, you will miss like the whole life.
• 28:37
  SPEAKER_04: Uh but uh instead I'm just talking with them as uh like person to person without uh uh any manipulation.
• 28:45
  SPEAKER_04: And uh uh if they share some ideas, I try to challenge them.
• 28:50
  SPEAKER_04: Uh I try to ask some specific questions about their project, and also prior to meeting, I check if we have any mutual connections that I can refer some of my uh current clients and they can also talk with the client.
• 29:05
  SPEAKER_04: Uh recently I had a successful case when I connected one uh prospect with my client in nursing space, and they had a couple of conversations, and now that client wants to that prospect wants to work with us.
• 29:21
  SPEAKER_04: Great.
• 29:21
  SPEAKER_04: Yeah, just uh giving them real examples and without pressuring them.
• 29:26
  SPEAKER_04: I am sending them follow-ups, but I am not pressuring like buy bye bye.
• 29:30
  SPEAKER_04: Uh instead, uh just uh when is the right time to connect with you?
• 29:35
  SPEAKER_04: I can connect with you in one year.
• 29:37
  SPEAKER_04: I have I have CRM there, it's not a problem.
• 29:40
  SPEAKER_01: Right, you know where to find them.
• 29:42
  SPEAKER_04: But just building this trust and also every few months, uh uh Horrest, our uh co-founder, comes to uh US to different states, and we have a roadshow with him uh where we spend like three two three weeks just traveling, visiting our clients, and uh just just talking, building franchise, and eventually business will come.
• 30:05
  SPEAKER_04: It's uh be uh business to business sales, so um if you use manipulation, like they will not come to you.
• 30:13
  SPEAKER_04: No.
• 30:15
  SPEAKER_04: Yeah.
• 30:15
  SPEAKER_04: Yeah.
• 30:16
  SPEAKER_04: I tried it, but it's not working, so you tried a manipulation.
• 30:20
  SPEAKER_01: No, he didn't.
• 30:21
  SPEAKER_01: He's lying, he didn't try manipulation.
• 30:23
  SPEAKER_01: You don't have a manipulative bone in your body.
• 30:25
  SPEAKER_04: I don't have a leverage.
• 30:26
  SPEAKER_04: What leverage I have.
• 30:27
  SPEAKER_04: I will block you or in the worst case scenario, I will stop texting you.
• 30:34
  SPEAKER_04: Of course.
• 30:34
  SPEAKER_04: And the one person recently told me, like, you're the only person in the world that is always texting me.
• 30:41
  SPEAKER_04: I was like, whoa, so cute.
• 30:44
  SPEAKER_04: Only for that reason I will continue.
• 30:47
  SPEAKER_01: But here's the thing, right?
• 30:48
  SPEAKER_01: Like, you, and I I can say this because I'm a client for like a year and a half, right?
• 30:55
  SPEAKER_01: Like, we took a break in the middle while I figured out how to make money with my own business.
• 30:58
  SPEAKER_01: But I've been a client for maybe two years, maybe like a year.
• 31:02
  SPEAKER_01: I mean, I don't know when my official entry date into your CRM is.
• 31:05
  SPEAKER_01: But you do have a good product.
• 31:08
  SPEAKER_01: You do do it just as good as or better than everyone else in the industry.
• 31:12
  SPEAKER_01: You are highly competitive.
• 31:14
  SPEAKER_01: You do work with good people, you do completely custom solutions design, because that's what we're doing.
• 31:19
  SPEAKER_01: Completely custom with like a few integrations here and there.
• 31:23
  SPEAKER_01: Because why build a calendar system if you can just plug into a calendar system?
• 31:27
  SPEAKER_01: But we're building the parts that matter.
• 31:30
  SPEAKER_01: So you have confidence in knowing like we are the best.
• 31:35
  SPEAKER_01: And you don't have to manipulate because the results speak for themselves, right?
• 31:40
  SPEAKER_04: Yeah, yeah, that's 100%.
• 31:42
  SPEAKER_04: And uh, it's way easier to do business development when you have people that you can rely on.
• 31:47
  SPEAKER_04: I have account manager, and now she's working on your project, and I can do uh go to conferences and search for other prospects.
• 31:55
  SPEAKER_04: Correct.
• 31:56
  SPEAKER_04: Uh so it's the best thing.
• 31:58
  SPEAKER_04: And if you are like watching someone for business development, find a company that can uh hold your back.
• 32:05
  SPEAKER_01: Yeah.
• 32:06
  SPEAKER_01: Right.
• 32:07
  SPEAKER_01: Well, and and also you have to be able to prove what you say.
• 32:11
  SPEAKER_01: Because now that I have met you guys and a few other really high-quality vendors that we work with, whenever somebody reaches out to me with a good offer, the first thing I say right away is can you send me some proof of a few clients that you've worked with, what you did for them, and why it went well.
• 32:28
  SPEAKER_01: And if they never answer me.
• 32:31
  SPEAKER_01: Because you guys sent me a whole slide deck with like more information than I ever needed to know of all like here's the client, here's another client, here's another client, here's we developed this, we made that, we did this, and it was like, okay, I get it, you know how to do this.
• 32:45
  SPEAKER_01: But that's actually pretty rare.
• 32:47
  SPEAKER_01: Not everybody has proof to back up the claims that they make.
• 32:51
  SPEAKER_04: Yeah.
• 32:51
  SPEAKER_04: I found my first client uh working with the company on the first week at the event.
• 32:57
  SPEAKER_04: Wow.
• 32:58
  SPEAKER_04: Eventually in a few months, they signed the contract with us and they they they work with us still.
• 33:03
  SPEAKER_04: Yeah.
• 33:03
  SPEAKER_04: And uh I'm helping them also to present at the conferences.
• 33:06
  SPEAKER_04: Amazing.
• 33:07
  SPEAKER_04: At the conference, what is uh the beautiful thing when uh prospect comes to you and you are telling, like, I'm here with my client, you can toss their action with them.
• 33:16
  SPEAKER_01: We do business with them, we could do business with you, talk to each other, bye.
• 33:20
  SPEAKER_04: Yeah, we do this all the time.
• 33:22
  SPEAKER_04: Uh, like if you need a referral from our existing client, we can do that.
• 33:27
  SPEAKER_04: As we are not scared of what they will tell about us.
• 33:30
  SPEAKER_01: Listen, you can use me anytime.
• 33:32
  SPEAKER_01: Send them all my way.
• 33:33
  SPEAKER_01: I will tell them all what a great job you guys do.
• 33:35
  SPEAKER_01: I'll send them a video of this interview and just say here you go.
• 33:38
  SPEAKER_00: I will definitely do that.
• 33:41
  SPEAKER_01: Thank you for tuning in to the I Am Wiser podcast, where each episode brings us closer to a wiser, more human approach to healthcare.
• 33:50
  SPEAKER_01: If today's conversation inspired you or sparked new ideas, share it with someone who's ready to rethink healthcare.
• 33:57
  SPEAKER_01: And if you have a story or innovation that could light the way for others, reach out.
• 34:02
  SPEAKER_01: We'd love to hear from you.
• 34:04
  SPEAKER_01: This space is yours too.
• 34:06
  SPEAKER_01: Don't forget to follow, rate, and review us on your favorite platform.
• 34:10
  SPEAKER_01: Until next time, stay curious, stay courageous, and stay wiser.