Latest / Unfinished Business / “Every Month We Wondered If We’d Shut Down” | Dr. Irina Marcoff
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- Kimberly Griggs: what has been the hardest part of turning this idea into a solid organization? Irina Marcoff: I would probably say surviving first two years from the day we opened the clinic. Because this is the time when you are not eligible for grants. This is basically the time when everybody sees if your ship is gonna sink or float. And every month we were like, are we gonna have enough money to survive or are we gonna shut down? I told our bored people, guys, if we sink, I'm not gonna feel so bad because by now we graduated over 150 kids to a normal lifestyle. Kimberly Griggs: Well, welcome to Unfinished Business. Dr. Irina Marcoff Thank you for being here. We're so excited to have you. Irina Marcoff: Thank you so much for having me. This is a pleasure and a new Kimberly Griggs: Yeah. Irina Marcoff: experience. Kimberly Griggs: Yeah. thanks for being a part. okay, I am so excited to get into this story and learn more about Thera Youth, but take me back to the beginning, all the way back. You know what what made you inspired to become a pediatric physical therapist in the first place? Irina Marcoff: I'm gonna make a small correction. I'm not just a pediatric physical therapist, like some of my patients who I treat three generations, they call me babies to boomers therapist. but pediatric is my passion because I believe if you don't let kids get where they need to, then you get not so functional adults and even less functional senior citizens. So you have to start Kimberly Griggs: Yes. Irina Marcoff: at the ground, let's put it this way. So Kimberly Griggs: yeah. Irina Marcoff: that's why pediatric is one of my Bigger share of a pile, let's say, on the physical therapy plate. Yeah. Kimberly Griggs: Yeah. So was there a particular experience in your life early on that pulled you toward working with children? Irina Marcoff: Yes. I was very fortunate very early back in graduate school to get it's called clinical affiliation, which kind of nobody wanted to go and I was like, well, why not? I'll try. It's a Henry Viscardi school located in Long Island, New York. It's a school that was created for kids with disabilities it's incredible school you can find every diagnosis in the book in that school maybe it's wrong to say but every child with different diagnosis is in there and seeing those kids how they were evolving and how they could get into life despite their challenges was just incredible. I even brought my brother, who was at that time 16-year-old, complaining a lot about himself. And getting him there, seeing those children, gave him a totally different perspective on life. He walked out of that school and he said, I will never complain about myself. Yeah. So Kimberly Griggs: Wow. Is there w when you tell that story, Dr. Marcoff, is there a a child that particularly stands out to you? Irina Marcoff: I'll be honest with you, every child was just incredible and y you can't really because they were all so different in a different way, but with different diagnoses, but every single kid in there was a hero in my book. They were all unique in every way. Kimberly Griggs: what did you love about the work? And what did you love about being in that environment other than an incredibly beautiful perspective on life? Irina Marcoff: seeing the results of your work, definitely. Seeing the results of your work really gives you a drive. and it didn't happen in one session, but throughout months, seeing the results, having kids not able to walk and walk, not being able to eat and then eat, it's just gives you incredible purpose and incredible drive, no matter how difficult it is. Kimberly Griggs: Yeah. So being in an environment where the work really mattered sounds like it was something very important to you. Yeah. Irina Marcoff: I exactly, exactly. And the second, which was very significant experience for me, I was very fortunate. again, I wind up on a clinical affiliation where nobody wanted to go, Bellevue Hospital in New York City, and nobody wanted to have a NICU rotation, which is prenatal kids, and working with neurologists, pediatric neurologists. I've got an incredible training and seeing how even those who born before their time could get to a normal line, that was another significant experience in my life. Kimberly Griggs: What did you take away from, you know, what you've l what you learned with those children and the families that you worked with during that time? Irina Marcoff: that no matter what challenges you face, you can get better. not to give up. if your child is born and people tell you, or sometimes doctors try everything, but sometimes they do tell parents, hey, the child is not gonna walk. That's not always true if there is some cognitive connection in brain, you can have a child get to a point to walk. Let me give you a simple example. We had in a clinic a child who came born without cerebellum. Cerebellum is a part of the brain that responds for movements. And pretty much there was no hope he's gonna move. He was two years old. He's sitting, he's crawling, he's scooting on his butt, he's picking up toys, and he even starts saying single words. Not to give up. Kimberly Griggs: My goodness. I love that. That's so inspiring. so you had this experience, you know, early on, while you were still learning and growing in that space. Then you spent a number of years, as I understand it, working in the public school system. Is that correct? Okay, so what was the difference between that? Irina Marcoff: Yes, yes, at New York City Public Schools. The difference between that, I would probably say because public school systems in New York work in a way that child receives services unless it affects their academical performance. So if the child's performance is good, nothing gets affected, they don't get services. but There are so many kids, they're so bright, but they still have challenges and they need that help. there should be places where those kids can go. You know, where they don't have to be worried. okay, I'm smart enough, but physically I'm not well enough. but you can't really blame the schools. Schools try their best. but there are limitations like everywhere else. And that's why those limitations they have to be extended outside of schools. There have to be places like we have now. There are you. Kimberly Griggs: Yeah, that and that does make sense, but just to help us understand really what the the heart of this problem is, can you tell us what those limitations are? Can you explain that? services. Irina Marcoff: funds is one of the things. school does have to have funding also. Limitation is because it's hard to take children out of classes like English, math, those are important. So therapists try to treat kids. in classes like physical education or music, but also schools In New York City, a lot of times they don't have space. So therapists wind up treating kids in hallways, cafeteria. Just there is no proper, Kimberly Griggs: Wow. Irina Marcoff: environment for treatment, which is very difficult. Kimberly Griggs: do schools have trouble? Like is is there plenty of therapists and therefore it's lack of funding that they can't provide additional services or is it the opposite of that problem? Irina Marcoff: I'll be honest with you, I resigned from board about twelve years ago. So it's hard for me to speak for today. Back then, there were not enough steel therapists. And I was personally going to three schools within a day. So commuting at that time. I I can't really talk about how it is now. So we're talking about back then, Kimberly Griggs: Yeah. Irina Marcoff: but everybody was still like a incredible thing about schools, supervisors, therapists, everybody tried to do their best. Kimberly Griggs: Thank you. Irina Marcoff: Despite of lack of funding or space to treat, people would find how to help Kimberly Griggs: Yeah. Irina Marcoff: those kids. Kimberly Griggs: It sounds to me like there was just more demand than supply. Is that a fair statement? Yeah. Irina Marcoff: Exactly. That that's pretty much it. You put it into words, yeah. But Kimberly Griggs: So that creates friction. So tell me what that friction did for you. Irina Marcoff: That friction. that's why I'm here today. That's why Kimberly Griggs: Yeah. Irina Marcoff: Theryufa is there, because when I moved to New Jersey, I just realized that that problem is not just bound to New York. That problem is actually in New Jersey. And then I spoke to my friend who is an incredible occupational therapist in Boston, and she said, We have the same problem in Boston. And as more I spoke to people in different states, I realized this problem is just pretty much across the country. So Kimberly Griggs: Yeah. Irina Marcoff: it wasn't just New York, it's everywhere. And when I got to New Jersey and already left New York City, families were reaching out from New York asking and bringing their kids to New Jersey to me. Kimberly Griggs: Wow. Irina Marcoff: I started to think how this problem needs to be resolved beyond beyond few pro bono children, but actually Kimberly Griggs: Yeah. Irina Marcoff: on a bigger scale. So Kimberly Griggs: So the market s sorted started forming around you. Is that what I'm hearing? Okay. Okay. Irina Marcoff: Yes, yes, exactly, yes. Kimberly Griggs: So put me at the scene of the moment when you said, okay, I I I'm turning the corner and I'm going to start something. I'm going to offer this service privately. Irina Marcoff: So I was always offering pro bono kits in my private practice, but it was a limited number. And Kimberly Griggs: Sure. Irina Marcoff: I, as immigrant, I had no idea about nonprofits, how they function. And I knew that opening a pediatric clinic, it's unsustainable. The reimbursements of Kimberly Griggs: Okay. One second. Irina Marcoff: Medicaid, you can't sustain it on reimbursements. especially in the lower income families. so in New Jersey, reimbursement from Medicaid goes from 17 to $35 per session. So you Kimberly Griggs: Wow. Irina Marcoff: can't sustain, right? A clinic, therapist salaries $60 to Kimberly Griggs: Yeah, okay. Irina Marcoff: $70 an hour. Malpractice insurance, I'm not even going there. Rents, Kimberly Griggs: Huh, right. Irina Marcoff: everything else. So Kimberly Griggs: Yes. Irina Marcoff: And it was kind of eating me that I couldn't do more until me and my husband were watching documentary. And in that documentary, person said, Unless there is a nonprofit organization in an inner city, people don't get what they need. And that's when it hit me, it can be nonprofit. Kimberly Griggs: Wow. So this this that was a real Yeah. Irina Marcoff: Yeah, I turned around to my husband. I'm like, we can open nonprofit clinic. he was like, Whatever makes you happy, let's do it. So we started to apply for a nonprofit with IRS. We took it took us a year. Kimberly Griggs: Well Irina Marcoff: A year, yeah, we did a lot of research showing IRS how many clinics take Medicare, how many pediatric clinics in New Jersey? I was kinda joking. I think if I wanted to work in CIA, it would be faster than getting nonprofit from IRS. Kimberly Griggs: truth in that but you know what I'm hearing is kind of interesting it's like you were you were probably learning a lot about the market itself and really creating a business plan. Yeah. Irina Marcoff: Yes, absolutely. That that did help even though you know things, but on a paper, Kimberly Griggs: Get up. Irina Marcoff: on a paper, when you see it, it really shocks you. You're like, my god, there are no clinics. There is such a demand. There are pediatric clinics, but they most of them are of network benefits, which means people really pay out of pocket. And Kimberly Griggs: Wow. Irina Marcoff: yeah, and they are expensive. So You do learn that how many people are just left out, how many kids are just left out because they can't afford it. Yeah. Kimberly Griggs: Yeah. So when you realized there was really nothing, you know, to copy and that you were going to have to start from from scratch, what were the things that you believed about this clinic that should exist? Irina Marcoff: Number one, the demand. And number two, I had right people around me who supported me right away. I think that was really big and important. Yeah. Kimberly Griggs: Tell me about the the first supporter. Irina Marcoff: My husband, my brother, and my sister-in-law. Basically, first supporter is my family. My mother. Kimberly Griggs: Yeah. Irina Marcoff: Yes, that was the first supporters, because I without them I wouldn't go anywhere. my second person was Arlene Chasick, whose name the clinic has now. And I told her, I have a crazy idea. And she was a professor at Rutgers University. Who started the science program for women 60 years ago? So imagine that. When women were not much in science, she started that program which showed that women can do as good as men. So I told her, I said, I have a crazy idea, And she said, it's splendid, it's a beautiful idea, and we should start doing it. So that woman inspired me to get that idea from idea to actual function. Kimberly Griggs: so it's off the ground. This is twenty twenty-one, correct? Irina Marcoff: yes. Kimberly Griggs: Did you ever think to yourself, what am I getting myself into here? Irina Marcoff: You know, I think they say ignorance is a bliss. Thanks God. I did not know the difficulties and challenges we're gonna face. Otherwise, Kimberly Griggs: Yeah. Irina Marcoff: I would probably did not have bravery enough to go into it. but the two important people who really I always say they're godparents of the clinic. is Jaslyn and Mike Kimberly Griggs: that's pretty. Irina Marcoff: Vesuvio because those are the people who I came for the business plan. Because knowing clinical and having a small practice was not enough to create a bigger business plan and having financial support. And those people were Right away with open arms, they said, Okay, let's sit down, let's do plan. That's a great idea. There are a lot of kids and they really help to lounge that idea and turn into clinic. Kimberly Griggs: Yeah. where did those relationships in your world stem from? Where did where did you meet them? Irina Marcoff: they are our friends, our children go to school together. but we were not as close at that time, and I just approached because I just didn't know where else to go, and I knew they're incredibly successful people, But they were not the only people I went to. I went to a bunch of people and I was turned down. But they were first people who didn't turn me down and said, sure, let's do it. So that is important. Kimberly Griggs: yeah. So Q yes, yeah, I I totally agree with you. So how so just to give, you know, anybody that is aspiring to follow in your footsteps an idea of what that process looks like, you know, how many people did you share this idea with before you you ran into the raving fans? Irina Marcoff: Man, dozens and dozens, close to hundreds probably. Yeah. Yeah. I even wrote letters Kimberly Griggs: Yeah, yeah. So Irina Marcoff: to the most influential people of New Jersey. I know it sounded Kimberly Griggs: Wow. Irina Marcoff: funny at that time, yeah. And one of the people took Kimberly Griggs: No, yeah I think that's a great idea. Irina Marcoff: liberty calling me and telling me, quit the idea. You're not a hedge fund person, you will fail. Kimberly Griggs: Really? Irina Marcoff: Yeah, that was like and I'm like, okay guy, I will reach out back to you in ten years. Kimberly Griggs: I love that. So when you when you were when you were faced with rejection, what did you tell yourself to keep moving forward? Irina Marcoff: a person told me, you need to learn to ask, and remember that you're not asking for yourself, you're asking for kids. And that's what I kept telling myself. They didn't reject me, they reject children. And that made it much easier. Even asking, because I never asked for anything and I had to learn to ask. I would tell myself always, I'm asking for kids. It's for kids. Not for me. I think that makes a huge difference in being able to ask and handle the rejection. Kimberly Griggs: Yeah. I've heard a lot of entrepreneurial stories talk about going back to the why. it sounds like you know you're you're one of the the luckier ones where the why is so much bigger than you, but what would your advice be to someone who doesn't have a strong why? Irina Marcoff: they can find somebody who's gonna stand next to them and help them to have why stronger, or they can actually ask themselves why they are there to begin with. Why. And once you know why you are there, you wanna understand how important that why is to you, and you'll get stronger. Kimberly Griggs: Tell me about, you know, so it's 2021, you're you're kind of going forward with the business, you're figuring, you're failing forward is what it sounds like to me. What was the hardest part of turning this, looking back, what has been the hardest part of turning this idea into a solid organization? Irina Marcoff: hardest part. I would probably say surviving first two years from the day we opened the clinic. Because this is the time when you are not eligible for grants. This is basically the time when everybody sees if your ship is gonna sink or float. And every month we were like, are we gonna have enough money to survive or are we gonna shut down? even two years ago, I remember I told our bored people, guys, if we sink, I'm not gonna feel so bad because by now we graduated over 150 kids to a normal lifestyle. but the most difficult was that the funding. wasn't there for us. And everything that we had was through personal connections. and through amazing people who were joining our mission And there's incredible amount of those people. I think I was lucky also. and I can't start naming all those people because we're out every single one of them this wouldn't be standing there today. And important Kimberly Griggs: Yeah. Irina Marcoff: thing, having an incredible board. Kimberly Griggs: Who did your board consist of? Irina Marcoff: When we started, my board consisted of five people. Me, myself, Jaslin Kimberly Griggs: Yes. Irina Marcoff: Vesuvio that I already mentioned. my sister-in-law who still volunteers does all the payrolls, management. my close friend Lucia Schwartzman, who was dedicated from day one again. we had a person who helped us with grand writing, Karen McLellan. And pretty much that was the board the first in the beginning. So each Kimberly Griggs: You know. Irina Marcoff: of us was wearing multiple hats. Kimberly Griggs: Sounds like it. What you know, take me back to let's go back to the funding part because, you know, like you said, that's a significant challenge for a brand new organization. And I can only imagine what the work must have consists of and how many asks went into that. But what would you describe as your full-time role during that two-year process? Irina Marcoff: definitely reaching out to people. That's one of the biggest businesses, people talking to people constantly, explaining why it's important. And since I also work at the clinic volunteering, treating kids, showing that, and showing how other therapists accomplish results, but reaching out, reaching out, reaching out, reaching out. basically talking to people, explaining to people the importance of the mission and showing the Kimberly Griggs: Yeah. Irina Marcoff: results. Kimberly Griggs: What type of people were you going to to share you know your why and share your idea? Irina Marcoff: Anybody who comes along your way, anybody, anybody who could volunteer and help, even volunteering during events, fundraiser events, it helps basically anybody and everybody. we were not cherry-picking. Kimberly Griggs: was there a time where I know how difficult it is for some people who don't consider 'cause what we're talking about is sales. And I think Yeah, I mean Irina Marcoff: Yes, it's pretty much cells. You're right. This is cells. Kimberly Griggs: In that that tends to have a negative connotation around it, right? We all we think Irina Marcoff: Mm-hmm. Kimberly Griggs: of sales, and I think all of us assume the worst side of that. But really, you know, sales is is having a conversation. It is sharing the heart and the the passion behind what you're trying to do. But it does take, you know, it's a learning curve, right? And it's it's not always comfortable. Irina Marcoff: Yes. Kimberly Griggs: So, what did you learn during that two years about presenting an idea to someone else? Can you describe you know, some of the the tips that helped you be successful in that. Irina Marcoff: Yes, one thing I definitely learned some people don't trust nonprofits. And I understood that a lot of nonprofits, bigger nonprofits, very few out of donated dollar goes to actual cause. And people ask me how much money actually goes to clinic? And to me, in the beginning, it was like, what do you mean how much everything? Everything goes to clinic, everything, every dollar we put into clinic. and that was an important thing to learn that partially why people were cautious with donations, it's because they don't want to donate $100 and learn only one dollar actually goes towards the cause. Kimberly Griggs: how did you address some of those objections? Like if they wanted to know more or you felt the need to explain more about every dollar going back into this organization is to help children and here's why. How did you learn to overcome some of those objections? Irina Marcoff: yes, people did not know. Number one, people didn't know how low the reimbursements are. come, you take insurance, you should be okay. Yes, we do take insurance, but look. How much secretary's salary is? $25 an hour. Medicaid reimburses $17 to $35. So rent, yes. Kimberly Griggs: Yeah. So even just having one staff person Irina Marcoff: So just that, just that person, you see? What about therapists? Kimberly Griggs: is you're you're overhead. Yeah. Yeah. Irina Marcoff: Well about malpractice insurance. What about rent? All the bills. How's it covered with that amount of money? it's impossible. You're right. Yeah, I didn't realize that. I didn't know that. So you have to educate people really on how the business of healthcare runs today, which is a sad part. But a lot of people don't understand that, especially people who never had to deal with those challenges. People who have children who have challenges or have any kind of health experience, they are more aware of it. But people who didn't, they have no clue. And you have to educate them. It's important to be patient and understand. that people don't know what you know. Kimberly Griggs: Yeah. Irina Marcoff: that's a mistake in any business, assuming that what you know, other people know. you have to really break it down like a first grader, how things are. And once people understand they want to help. Kimberly Griggs: love that. That's great advice. So how did you so when you started having more donations come in and you started improving the ask to generate a successful outcome? How did you decide where these resources, like how did you steward those? How did you start to, you know, put the dollars to use? Irina Marcoff: so we couldn't really expend right away because unfortunately, even though you hit a timeline of the grants, especially bigger grants, every grant is asking you to have six months of cash reserve. So if the clinic takes 30,000 to run, so times six, here we go, it's almost 250,000, right? So Kimberly Griggs: Yeah. Irina Marcoff: you really try to accumulate money to show the grants that Here we have the money. So you can give it to us. That's one of the things why a lot of I know that's what I said. Kimberly Griggs: That's a that's a catch twenty two. Yeah. Irina Marcoff: If we had a lot of money, we wouldn't ask for it. Kimberly Griggs: Yeah, exactly. Irina Marcoff: But especially when you're a beginner, so everybody sees how you're gonna spend the money. Are you careful with it? Are you just gonna go and spend the money on left and right? And So even though we were very tempted to expand the hours, number of therapists, we had to be very careful to have that in place. And starting this summer, we are able to show the grants everything we need. And hopefully those Kimberly Griggs: That's amazing. Irina Marcoff: bigger organizations will see that we are still here. We're running, we're making a difference, and we're worth to be supported. Kimberly Griggs: Yeah. Well, let's talk about the difference that you've made because in the 2024 annual report that we we found, we read that almost 1700 therapy sessions have taken place since that period, 125 Irina Marcoff: Yes. Kimberly Griggs: children in treatment, 59 graduates, and 197 children on the wait list. Is that all correct? Irina Marcoff: At that year, yes. Today we have over four hundred kids on a waiting list. Yeah. It's Kimberly Griggs: So demand is just not shrinking. Irina Marcoff: it doesn't stop, yeah. That's that's why we need more funds. We need money to expand to go beyond of what we giving now. Kimberly Griggs: So how when you realize that this organization is bigger than you ever originally imagined, how are you moving through all the different challenges and aspects of continuing to grow? Like what is the number one goal here? or the number one priority, I should say? Irina Marcoff: And the number one goal I would say I want to have as many clinics throughout New Jersey and going to another state. So that the waiting list is 10 kids, not 400 kids, or no waiting list. You know, that's number one goal. and I think second goal, which we can have route number one, have funders and people who understand how important it is that if this child is healthy today, that tomorrow maybe that child will discover cure for cancer or will become a number one athlete, you know, and win the gold medal for United States. you have to give them the platform for success to those children. Because they'll be take care of us tomorrow. They'll be the driving force. Yes. So Kimberly Griggs: That yeah, that is so true. Yeah, that is so true. And I and I'm I'm sure that's an important part of the discussion and talking is getting people to see that this is not just a short term. This is actually an investment Irina Marcoff: Absolutely. Kimberly Griggs: in the long term. Irina Marcoff: Yes, it's setting up children for success as opposed to depending on society because they couldn't get help on time for the rest of their lives. Kimberly Griggs: This is this has been amazing. Dr. Markov, I want to move this conversation into your role as the leader because at some point your job stopped being primarily about treating children and became really leading and growing the organization and having these important conversations with people that would be inspired to join your community. But when did I'm curious, you know, when did you realize that? My goodness, now I am the leader. Like there this this is an organization that is going to continue to grow beyond me. Irina Marcoff: I think once we formed more, I would probably say official board, once we had incredible woman joining our board, Corey Caruso, and become a director of the board, she took a lot of my hands, little things and big things, and I had time for bigger things. That's where I understood, my God, I I need to learn things how to be a bigger leader. So I took number of courses on how to be CEO, executive director in board of ed in nonprofit and I'm still learning, It's just at that point I realized it's bigger than me. And I really Kimberly Griggs: Yes. Irina Marcoff: need more people like Cory, which we still have, more people coming and helping. And I need to learn how to speak, not just clinical, but a business language. Kimberly Griggs: Yeah. I want to ask a two-part question. First, I want to ask directly about that. I think all of us when we sit with ourselves and we realize no matter what stage of building a business that we're in, at some point we've outkicked our coverage. We come against challenges that we've never seen before or you know, our experiences that hasn't taught us that lesson. how did you personally move through that when you know that there is more skill that's needed there? What is your mindset around that the CEO? Irina Marcoff: I'll be honest with you, a lot of anxiety, internal anxiety. That's honestly. Even though Kimberly Griggs: Yeah. Thank you for sharing that because I don't think we talk about that enough. Irina Marcoff: yeah, even though people are, my God, you look calm, and they have no insight, it's like volcanas of anxiety. Did I say the right Kimberly Griggs: Yes. Irina Marcoff: thing? Did I do the right thing? Did I treat people right? All those constant questions, but taking Definitely courses and learning that that you're not the only one who feels that way is important. I think taking educational courses is important, no matter how good you are in anything or how many people you have around you. But I I also had huge and I have anxiety of public speaking for three reasons. English is not my first language. I was 20 when I immigrated to United States. Second is I am deaf on my right ear. And sometimes I don't hear people or I don't hear correctly. And that anxiousness of not hearing or not hearing correctly is a huge thing. those reasons speaking publicly, even right now with you, it's it's a huge but I know if I don't overcome it, if I don't work on it. It's basically you have to get out of your comfort zone. If you don't get out of your comfort zone, you're not gonna succeed. Consciously putting yourself out of comfort zone and doing what's necessary is important. And Kimberly Griggs: Yeah. Irina Marcoff: it gets easier. Kimberly Griggs: Yes, you know, that's that's the encouraging part. It's it's funny because I I saw something pretty motivational recently that said, you know, choose your heart. It's all hard. Choose your hard. And and that really left me feeling rather inspired of okay, acceptance that it's going to be a hard road is part of it it's just is what it is. But Am I going to show up and fight my way through it and be an overcomer, or do I want to look back with regret? And kind of going back to what we said before, your mission is so powerful that, and I love your stance that you've taken that it's not about you, it's about every time you get up, it's it's about someone else. Every time you fall down, you're getting back up for a child. Irina Marcoff: Yeah, no, I once told my husband, I would rather fail knowing that I tried than never try and live with the regret of it. And I'll tell you, I learned that. I'll if if there is time, I'll tell you about Kimberly Griggs: Yeah. Irina Marcoff: one incredible person who became our supporter, Sean Callaghan. he's an attorney and he has an organization called Unblinded. That man is blind. Kimberly Griggs: Wow. Irina Marcoff: And he built incredible strong law firm. Organization unblinded. I mean, if that person could do it, you know what I mean? On such a level, Kimberly Griggs: Yes. Irina Marcoff: it's what what other inspiration you need to say that you can do it. Kimberly Griggs: Well Now going back to okay, now we know we have to start building more skills and at any level, right? But that takes time. And often what I hear in these conversations of building it is it's very difficult to get out of the stage of working in the business, you know, service aspect of the business, and then working on yourself or you know, on the the expansion of the business. But going back to what you said about course. Corey, let's have the delegation, discussion. What things did Corey help you take off of your plate to allow time for skill expansion? Irina Marcoff: number one, she took over the board meetings and preparation for board meetings. She brought more people to the board. She brought more dedicated people to the board who are committed. She handles a lot of emailing, connecting to people. Reaching out to people, she works and organizes an annual report and she plans all the calendars together with a secretary nipo to basically a lot of Everyday tasks and future planning, she took off my hands. She is extremely organized. She's extremely brilliant and intelligent person that you don't have to worry, my god, is she gonna do that? Or I have to oversee it. It's in in the beginning, it was very difficult for me, kind of like, and I was like Corey, probably step on your toes because I'm not used to other person doing things other than me. Kimberly Griggs: I I'm glad you brought that up because I was just going to ask you that. What has been harder for you personally? Letting go of control or learning to trust others to carry this mission? Irina Marcoff: Buff because when you Kimberly Griggs: Tell me more. Irina Marcoff: get used to controlling and doing things, it's hard to just like, hey, that person is good. Just let them. And trust as well. You have to see results. And in the beginning, there's nothing yet to see. but both of those things she showed really quickly and right away. And it did make my life easier. in terms that I could allocate my time to other things. So she she is incredible and phenomenal director of the board. As every member of the board. Kimberly Griggs: I might be making the assumption incorrectly, but are these unpaid board positions, es essentially bought into the yeah, just bought into the mission. Irina Marcoff: Absolutely, everybody's a volunteer. Everybody's volunteering their time, their expertise. And every single person on the board, we basically have a working board. Everybody works, but yet they find time. Kimberly Griggs: yes. Irina Marcoff: a lot of good missions and foundations fail because their board is not committed. You know, they have people on the board, but they don't do what needs to be done. And it's important to have people who actually doers. And every single person on the board is a doer. They say and they follow through with whatever they say, they committed, they constantly look how they can help. Kimberly Griggs: So knowing how important that is to a nonprofit organization, what would your advice be as far as taking applications or recruiting new board members? Is there a process that you have learned to put into place to find those committed volunteers? Irina Marcoff: Yes, actually there is a process just because sometimes especially I'll tell you in the beginning I was like every I would ask anybody and everybody, do you want to be on the board? Kimberly Griggs: Yeah. Irina Marcoff: And sometimes you can bring wrong people to the board. People who just yeah, it kind of looks cool. I'm on the board of a nonprofit, but they don't really do anything. And those people become like a dead weight. So you need to have a process. And one of the things is to have at least a few months having those people show what they can bring to the board, how they can help, which aspect of operation they can take, whether it's finance, fundraiser, or outreach, any of those marketing. Show me what you can give us. And then see if they're following through with their suggestions. Or some people can have a lot of ideas, but that's it. Who's gonna Kimberly Griggs: Yeah. Irina Marcoff: execute them? How do we get there? So that is important to have at least a few months for a person who wants to join the board, like experimenting. And at this point we know for sure that people who want to join first they become board advisors. So they're not on the board, but they wanna show it to us how they're gonna be as a board member. Kimberly Griggs: And so what does the role of a board advisor look like? How how do they contribute? Irina Marcoff: so they contribute in the same way as a board member because they have to show how they're gonna function as a board member without becoming one yet. So it's pretty much the role is the same. You're just how we would say, like it's not a training, it's we're experimenting if you're gonna align with us, if you have the same efforts, the same mission, the same passion. You have to have the same organic as the rest of the board, right? You don't want to have a person who comes in and says, you're doing this wrong, you're doing this wrong. Let's just let's destroy that, as opposed Kimberly Griggs: Yeah. Irina Marcoff: to showing us what you can build. That is Kimberly Griggs: Yeah. Yeah. Irina Marcoff: important. And I've heard stories from people on other boards happening like that. So we trying to avoid that whoever wants to join us They have an interview with the nominating committee, then they become advisors. And then board can vote if they want them to have on a board as a board members. Kimberly Griggs: so when you have an advisor that's not as committed, what is the process to essentially say thank you for your service, but this is not a great fit? Irina Marcoff: So you see, that's where Corey makes my life easier, also. She does that. But Kimberly Griggs: Yeah. Yeah. Irina Marcoff: absolutely. So far, we did not have that kind of situation. People who join are truly in there. so we didn't have to do that yet. but that's not gonna be me doing. It's gonna be director. And hopefully it never happened. So hopefully we'll never have to say that. But board has to vote and has to show why the person failed in this situation, and they still can be volunteers and maybe prove it as otherwise in some next year of applying to be on a board. Yeah. Kimberly Griggs: Sure. I think that's an excellent process. Thank you for sharing that. Irina Marcoff: Thank you. Kimberly Griggs: How do you create consistency in an organization when you're bringing together people from all different professional backgrounds? What have you learned about that? Irina Marcoff: consistency, it's the same like with children, let's say board meeting every first Tuesday of the month. So everybody knows it's a first Tuesday of the month. And because everybody has its own role, so people also know what they are responsible for. That consistency of person being responsible for same things is important. So expectations, the same expectations are important. Kimberly Griggs: What is one leadership lesson that you have had to learn the hard way? Irina Marcoff: I have an excellent mentor who told me, don't say, please, please, thank you, thank you. Be concrete and straightforward. I really appreciate your time. Thank you for giving me your five minutes. I need you to do this and this, and then thank them. So don't be like, like a soft cookie. Be chocolate chip cookie. Kimberly Griggs: Yeah, I think that's great advice. Simple and simple. Irina Marcoff: That I learned the hard way because some people take it when you really ask them nicely and like, you know, really say thank them many times. Some people see it as weakness. That was kind of heartbreaking but very important lesson to learn. That Kimberly Griggs: Yeah. Irina Marcoff: you're still polite, you're grateful, but you're very firm and concrete. Kimberly Griggs: Yes. it almost creates more anxiety when you're overcompensating for what Irina Marcoff: Yes. Kimberly Griggs: the hard conversation or what really needs to be said. It's kind Irina Marcoff: Yes. Kimberly Griggs: I think that's a that's an opposite the thought process for a lot of people, but it's kinder to put it out there directly. Irina Marcoff: Yes, exactly. And I had to learn that. And there was also it's difficult Kimberly Griggs: Yeah, I met it. Irina Marcoff: to retrain yourself to do differently. Kimberly Griggs: Yes. Yes. I yeah, I can appreciate that. I want to move on a little bit to, you know, the personal cost, you know, what it what it has looked like to live this out. has there been a point when you wondered if taking this on was too much? And if so, how did you talk yourself off of the ledge? Irina Marcoff: there was a point where I knew again, God bless my husband, he never said no, and we used a lot of our personal resources towards foundation. But then first two years where we reached the point where like we don't even have college fund for our kids. What are we doing? Kimberly Griggs: Yeah. Irina Marcoff: We our kids are growing, they're gonna go to college. How are we gonna get them there? so we can really continue like this. But at the same time, you went so far, how do you stop? So that that really responsibilities in front of your own kids and your own family, and your mission starts tearing you apart. but at that point, I believe. There was a shift. So we got more people who donated. We got more people to support us. So it's always like God said, Hey, don't worry, we'll take care of it. Open the college fund for your kids. See you feel like Kimberly Griggs: So grateful you shared that because I think when you do hit a roadblock, it is often a sign of future growth. But again, going back to the conversation of you can't be 10 years into building a business and be the same version of yourself that started. That just you're going to continue to evolve because you're presented more challenges. So I love that you shared that, you know, it's vulnerable to share that, yeah, those are the real choices that we have to make, but We have to find a way through it if the vision is bigger than just us. Irina Marcoff: Yes, absolutely. And I'll tell you, I personally as in a McGrand, I came to this amazing country in nineteen ninety-four. And I was amazed coming from Soviet Union, how many people were there to help you, just help you. With no expecting back anything. It just incredible that gift that this country able to do. And I believe that what also shaped me into believing that if you give, that that's what makes this country amazing. not just taking, but really giving. This country gave us so much. and me and my husband were talking at the tough ones that this country gave us. It was difficult, immigration was difficult, but it gave us. So if it gave us at that time, we'll make it this time, no matter how difficult it is. Kimberly Griggs: Hmm, that is such a wonderful perspective. Do you think that you would have the same opportunity if you were still in the Soviet Union? Irina Marcoff: no, that I live through socialism. There are no opportunities. Everybody is equally miserable and poor. That's the reality of real life. Now what's on the paper with socialism? Absolutely not. Kimberly Griggs: Yeah. I think you you bring such a unique perspective to that, you know, despite all the problems and you know, even even what you saw in in the United States with the systems and more demand that than th than could be fulfilled, the opportunity for someone to take that problem and develop a solution, I'm not sure exists in any other country in the same way. Something to be incredibly grateful for, and I think we lose sight of that here. Irina Marcoff: Absolutely, absolutely. Yeah. Yeah, which I wished more young people would understand that. That the opportunities, Kimberly Griggs: Yeah. Irina Marcoff: really the opportunities that you have in this country, if you have goal, wish, desire, and hard working, you'll get there. Kimberly Griggs: Yeah. Irina Marcoff: Yeah. Kimberly Griggs: Well, while we're sort of talking about success, I I'm curious to know what did you think success meant when you started in 2021 versus what it means in 2026 to you today? Irina Marcoff: you know, I'll be honest with you, I didn't really think about it at that time. I was kind of taking one step at the time. Okay, Kimberly Griggs: Yeah. Irina Marcoff: once I walking block by block, get to block A, okay, we got here. Let's go to block B. And today I do think, that if we'll have multiple clinics and there are gonna be no 400 kids on the waiting list, that's a success. Kimberly Griggs: What's something you've learned about yourself while building the organization that you couldn't have learned any other way? Irina Marcoff: That I could actually do the business aspect of life, which I was always running away from. I was always clinical. Kimberly Griggs: Tell me what you mean by that. Irina Marcoff: It was always clinical. I was always running away from teaching. but I found myself doing all these things now, and I actually can do them. Yeah, Kimberly Griggs: Yeah. Irina Marcoff: ironic, but I think people sometimes think, I can't do that. It's not my personality. That's not true. If you are in a situation you can learn and maybe you can do even better than other people. You just have to try. Kimberly Griggs: Yes. Such great wisdom. So if we were having this conversation three years from now, what would be the hope for Therai Youth? Like what what would you have hoped to accomplish three years from now? Irina Marcoff: Really hope to have another clinic in New Jersey, unrealistically, two clinics, have funders who would be consistent and on a bigger scale, people who understand how important it is, having government support. As well, since we actually hit three years, you can't apply for government funds until you sustain nonprofit for three years as well. So having Kimberly Griggs: Yes. Irina Marcoff: government support and we have right now speech occupational and physical therapy, but to extend it to counseling, which is important, especially in lower income families where a lot of broken families, kids need counseling. and I'm not talking about social media, how it affects on kids. Again, it needs counseling. having vision therapists, behavioral therapy expand the specialties within the clinic. That would be huge if we can get there in three years. Kimberly Griggs: Yeah. So with that being said, what is the big vision moving forward? Obviously expansion and new services, but how do you see their youth as a brand? Irina Marcoff: As brand? Like McDonald's everywhere, only healthy outcome. Kimberly Griggs: I love I love that. Well said. Much healthier outcome. I love that. Irina Marcoff: Probably the biggest thing and right people Kimberly Griggs: I love that. Irina Marcoff: to be on aboard with it Kimberly Griggs: What's something that you want more of in the next chapter, the next version of the business? Irina Marcoff: I think I want more therapists reaching out to us and saying, Hey, I wanna help you, mission. Because I see that younger therapists they have less of That kind of passion. and I wished more younger therapists would look for something like this where they have personal satisfaction, not just a paycheck. And obviously, paycheck comes with it. But I think it's important for younger people to have that kind of exposure and understanding that you're in healthcare, not just because. It's stable, pays well, but because you wanna help people, doesn't matter of what age. Kimberly Griggs: if you could address a group of future therapists? What do you want to say to them? Irina Marcoff: Get out of your comfort zone. Go somewhere where you don't know things. Learn those things. That's what makes you a great practitioner. That's what makes you unique in your own way. So Kimberly Griggs: Dr. Markov, I just have one final question. but before we do that, I just want to personally acknowledge you for the inspiration that you've provided, the wisdom that you've shared, and the heart behind your mission. it is shining through you. And so we will definitely be making sure that we link therapyouts. information in the show notes. I'm sure she would love to have a conversation if you've been inspired by this to learn more about the organization and see if there are ways physically or virtually that one get involved. So thank you for the work that you're doing and the value that you're adding to families' lives. You are change changing the future. So thank you for that. final question. What currently, personal or business-wise, what is your personal unfinished business in this world? Irina Marcoff: Unfinished business. I love that question. My unfinished business in this world is it's probably gonna sound a little bit weird, but from day one, I said I really want Bon Joey to do a fundraiser concert for Terryu. That's my big unfinished business. And I know he's to feeding people, but I want him to see that besides feeding you need to have them healthy Kimberly Griggs: love that. Now that is a mission worth serving for. Irina Marcoff: Yeah. Kimberly Griggs: Awesome. any other parting words that you would like to share? Irina Marcoff: definitely there is unfinished business in my personal life, raising my children and making sure they are good people. I think it's a big part of unfinished business for a lot of people. But it's important to when you have so much going on in your life to make sure your kids are not left behind, you're still giving them time. You still giving them guidance. it's a huge unfinished business. And Kimberly Griggs: Absolutely. Irina Marcoff: a third one, I'm still on my road getting more education and business. So I can be a better executive director, better business making decision person, and that is huge unfinished business. So I believe. In order for Terra Youth to be better and bigger, I need to become also better and open my mind bigger. Kimberly Griggs: Yeah, I love that. Thank you so much for being here. It's been such a joy. Irina Marcoff: Thank you for having me. Thank you for recognizing our mission. It's thank you. Kimberly Griggs: Yes, absolutely. Yeah. All right. Well thank guys for tuning in. We'll see you next time. Bye bye. Irina Marcoff: Thank you.