HOW TO BUILD A MULTIMILLION DOLLAR HEALTHCARE COMPANY

earnest what's going on it's a new month so this means it's time for you to join the number one place for education on the web that's right eyl university yes eyl university includes 70 past classes weekly classes bi-weekly real estate conference calls with mg the mortgage guy access to our private facebook investment group access to our movie club access to our book club monthly financial planning group calls and much much more so we are currently running a 40 off sale for the annual membership limited time only so don't wait don't hesitate go to ewluniversity.com right now and get 40 off your annual membership we'll see you on the other side peace my graduates from my school being forbes back dropped back drop my drop back drop all right guys welcome back eyl quarantine edition so this is a special episode like i said for another reason also so um a few weeks ago probably like a couple months ago actually um we started because people always ask all the time like how do i get on the podcast how can i get on the podcast so we we have a variety of different um ways to bring people on the podcast like some people we know personally some people get referred some people we reach out to um so what we wanted to do also is to have like kind of like like uh open audition for lack of a better word where it's like we do instagram live and then people just come on and then they just talk and then it's like let's put that because yeah they got they got a compelling story and we something that we haven't covered it's like let's bring people like our supporters like you know because that's a way to actually engage the community as well it's like we have a bunch of supporters so let's bring some of our supporters um on and um people that we may not have know about so it keeps the community alive that way you'll always have people because either people are coming up with ideas or they're hearing ideas and they're actually saying listen next year i'm gonna be on your show and the response is always the same i can't wait let's do it yeah yeah so for sure so carl pierre um he came on instagram live about a month ago maybe a month and a half ago and uh when he came on he was spending a lot of information about the healthcare industry and a bunch of stuff and um everybody that was on the live watching it um they agreed like you should get a podcast so we set up a time and actually it was crazy because obviously that was before this whole colgate 19 outbreak so yeah we couldn't do it in person we had to reschedule it and now we're setting it up on the zoom so i'm gonna do an introduction um so carl he's interesting because we haven't covered the healthcare industry and it's ironic that we're covering it now it's like perfect timing no better time than that um but the healthcare industry makes up 18 of the usgdc it's a 3.6 trillion dollar industry and it's it's so vast like there's so many different um fields within the healthcare industry right so we can only imagine that numbers going up of course so the only thing that we hear on the news right now is health care because of obviously what's going on with coverage 19 yeah yeah exactly epidemic um pandemic pandemic um so but carl's interesting because even before this he's been an entrepreneur in the healthcare space so he has a uh home nurse staffing company with over 300 employees where they help people like elderly people things like long-term care situation where they you know they um destroy uh nurses to people's homes and then he also it's called avalanche care and then he also has a software company that he's built for medical payroll that's pretty interesting called on time it's yes and he has a new new venture called eight book so um we're gonna talk about all that stuff it's a lot going on but first and foremost call thank you appreciate it what's up man thank you thank you for having me uh definitely watch the show been paying attention and uh it's good to be to be able to split some game to the people and really show them that there's a pathway to whatever level of success that you that you want and i'm going to try to at least show them the pathway through we have healthcare at least um and i also do so on my channel which i'm not sure if you guys ever checked out but i show exactly how to invest in real estate and i'm now showing my process of how to start a home care agency and scale it up so anybody who's interested can continue to follow that story and really learn how to go about that that's the entp life right yeah come on man we've been watching you all right so let's let's talk about the back story so you um you know west indian descent shout out to the haitian massive stuff i said sapphire so uh yeah you know choice you're making so um you said that uh yeah your family you come from a line of of health care workers right yeah which is not which is not uncommon um for a lot of what is right west indian family a doctor be a doctor be a doctor nurse doctor practitioner things of that nature um so all right but you said that um you know your family were health care workers and you are you're a health care entrepreneur so can you talk about that as far as your backstory into coming into the health field and what made you transition your family's trajectory from being a healthcare worker to being a healthcare entrepreneur the trajectory was started with with my mom she she was the first one to make the pivot into doing something entrepreneurial in in healthcare she started a nurse staffing firm or what they call like nursing agencies so i was helping her out with that and that's what got me like that early exposure to you know being entrepreneurial in healthcare my mind was still on okay i gotta get go into the healthcare profession they were thinking that all of our kids were gonna become doctors my brother is a physician another one of my brothers is a is a mri technologist as well so a lot of us went straight into healthcare because that's what was drilled into our heads but as i was going through school i started to focus more and more on the business side of things eventually opening up an expansion of the healthcare company in long island and i was using school and using that experience to to kind of build and improve the business she was working at a nursing home and they were using what they call agency nurses and she was like well why don't i just start why don't you start an agency and get my friends from other hospitals to work for me and be one of your providers and that's where that company started but my mom has like zero computer skills so when it was time to create the documents it was me making the documents when it was time to create spreadsheets to do the invoicing to manage quickbooks anything that was on a computer was me right because i was the kind of computer geek of my household so i was like oh carl i need this can you know how to make this couldn't get get it out of the computer so it was always me and my mom working on that side of the business so when i went to college i ended up expanding the business into long island and every lesson that that i took that i could kind of like learn from to to bring that knowledge back to business i did and i ended up studying uh health technology and management with a concentration in radiology or radiological studies and that was to become an x-ray tech and a cat scan technologist and an mri technologist and i chose that path because i wanted to have flexibility in when i worked right because there's certain positions in health care that are 24 7 and there's some of them that are only like nine to five and i didn't want to choose a career path within health care that would narrow me down to work in nine to five because i knew i needed to have the nine to five the business hours free to expand on my business so that was kind of the reason why i chose x-ray because it's you know their x-ray techs are working all shifts they're doing cat scan at night or they could flex into mri so i thought that that was going to be the best fit for me and plus i knew that i would have work as well and i never you know and this is a message to anybody who's thinking about going entrepreneur about i never liked to not have a guaranteed income from somewhere and i felt like if i'm if i could work nights and i could work weekends and use all of my free time during the day to to focus on the business then i'm going to do that but i'm never going to sacrifice the potential to earn and that's one of the things that is pretty special about about healthcare is because you know a nurse could work you know three three days a week three 13-hour shifts or three 12-hour shifts be full-time and then have four days a week you know on a nurse's alley at that four days a week to focus on whatever else it is that the show is focused on whatever else they want to do in life so it's like you can be a real estate entrepreneur you can work another job if you want it's like you know it's it's pretty flexible hours so let me ask you this as far as the health care industry is something that pretty much is recession-proof um there's a shorter just like the only especially nurses is the only profession i think that is extremely on demand right now where everybody else is is firing people and it's like they can't find enough nurses especially where we're at in new york um so as far as that is concerned right for an entrepreneur because we don't get in the business model of it um how did you like what was the steps for you to start your your home um is it i don't i don't miss quote it's a home nursing service home long-term nursing service let's see licensed home care service agency and in new york they call them lexus and charles there's two types actually but it actually it started first as a staffing firm which is very simple to start a staff firm just need to incorporate yourself you need to have a contract that says that you're going to be providing you know contracted services a rate sheet that says how much you're charging and you're in business literally for less than a thousand dollars you could start out a a nursing agency right because and it's it's actually mislabeled as a nursing agency because you're not you're not taking a percentage of the wages of that employee so like in new york city you could get a license to be an agency through uh consumer affairs so and that's a very easy process but that's because you're charging a fee to the person that you that you're getting the job for right a staffing firm is different because those people work for your company and you're assigning them to work in a hospital in a nursing home or something like that and you're charging the hospital a fee taking your cut and then paying your employee so it's not by definition an agency but they just refer to them as agency nurses because that's what the terminology is where did the idea for the staffing agency come right so you're doing x-rays you deviated from the plan of being a doctor um was it from the influx of people coming into the hospital and seeing that there was a shortage what did the influence come from which came from my mom um she just saw an opportunity for moneygram and she was like well if i i know several nurses myself and i'm a nurse so if i could start this then i could just pull my friends together and we could provide services to these you know understaffed hospitals and nursing homes so that's where the idea came from i gotta give give her that but being exposed to that at 14 years old made and seeing what the numbers were made it like okay this is a no-brainer for me to to kind of expand on that but while we were in the staffing firm business she also was like well since we're doing well here there's another side to this business which is home health care and i see those companies and she works she would work and that's my my mom is i guess pretty genius she would work for them to kind of learn how they maneuver and get exposed to like where they get their contracts from how what's the money flow and then she was like all right let's look into getting a license so while we're in high school we're working the license the license didn't hit until 2001. but the staffing firm business was going well i had expanded to long island we didn't do anything with the nursing agency i mean with the home health care agency it was just sitting there dormant but something cool happened which is new york state stopped issuing the licenses right they capped out the licenses so we started getting phone calls to buy our license and the phone call first was fifty thousand dollars that was a hundred thousand dollars and it was 250 000 there was 400 000 and we thought about selling it just to fuel the the second firm but it was like wait if we're getting offered 400k for this license to operate there's money here so what was what was the reason that new york state decided to stop issuing those the same reason why they're trying to scale back the agencies now it's just too much oversight right so there's more than 2 000 agencies in new york right every three years we get surveyed by the state and they have to send three nurses to your agency to review your medical records so to do that to 2000 agencies you need a lot of you know personnel so it gets out of control every now and then where it's just too many people to monitor so they're actually trying to force a consolidation within the industry shrinking the number of licenses that are out there so it's easier for them to to to maintain oversight so all right so in in in a sense you have the the the company where it's like a middleman in a sense staffing is actually really big we haven't even talked about staffing on this podcast before but so you recruit you recruit people um for jobs pretty much and staffing you can do any you can do staffing in any type of i.t staffing nursing staff and stuff like that and then you you charge the hospital and they pay you and then you pay the difference how lucrative can that like is there what's the profit margins on them it could be as much as 50 because it depends on what the hospital is willing to pay in home care the profit margins about 11 to 13 because it's getting medicaid dollars and and the margins are small there just like the the the margin for a hospital is only eight percent right hospitals are functioning eight percent margin but with staffing itself it could be as high as 50 because it's it's how desperate are they for staff and what are they willing to pay but usually you're charging like a 30 markup over what you're paying yourself that's kind of so 50 the best case scenario if they give you 200 you give the employee a hundred and you're saying you're taking 100. yeah clean it's like if if if if that's what they negotiated right so with the nursing car it's usually about 30 over because the hospital and the nursing facility is thinking well what do we pay our our nurses what about matching their payroll taxes right that's another expense their workers comp and their health care expenses plus pto so when you're trying to you want to come in as close to their price or their overtime price as possible because they're either going to mandate their staff to work overtime or they're going to use an agency and if you come in for like a dollar or two less than what that figure is it's now a savings to that facility and they'll be interested so you could charge like 30 to 50 percent above because if it's at 50 you know you're hitting the time and a half month right and they're still gonna they still may be short so they still may go with you even though it's equal to their time the half number and that doesn't include the workers comp and taxes that they're going to have to pay as the employer so at 400 000 at the offer for the license did you guys decide to sell you decide you know what we got something great here let's hold on to it hold on to it and at the same time the the market crashed so in the staffing business right you have a contract that says all right you're going to pay me 45 an hour for for an lpn nurse and i'm going to pay them and we're going to provide the service but what ends up happening is that you have the terms that may be every 30 days every 60 every 90. so you're front running the payroll until you get reimbursed on your invoice right you're not getting paid weekly from the nursing facility they don't pay out weekly so right before the market crashed we were growing pretty aggressively and we had line of credits to float that money so just like what's happening right now in this crash the banks pull back on on those line of credits so we couldn't even provide as much services anymore so it's like well what are we going to do because now we can only provide like 30 of our services and that's why we're even flirting with the idea of selling because it's like if we sold this for 400k that helps us you know have more buffer money but but then we thought like well the home health needs get paid less than nurses so let's just start spooling up that side of the business making you know a smaller spread but we can grow this beyond and people are thinking about paying you know almost half a million dollars for the license there's got to be some money here and that's where that paper took place is that true just for new york state was that something that was happening throughout the country where licenses were being seized oh no no no that's that's new york state like right now in florida where i am and expanding on on my new venture um there isn't a moratorium on licenses i'm applying for a license right now some states i think michigan doesn't even have a license to operate you could just start a home care agency without any oversight which is kind of nuts to me because new york is heavily regulated california of course heavily regulated um so you know short answer is that it depends on your state so a friend of mine in ohio he has a um a health clinic and um he was kind of explaining it to me and it was it was crazy because he was saying like with the health care industry the common mistake that people make is that they think that they actually have to be in the field to actually be um you know an entrepreneur and like open a uh type of business but you don't have to be a doctor you don't have to be a licensed doctor to have this type of business right like that you have like you're not a licensed doctor right no i'm not a licensed doctor but in most states you have to have a licensed person like either a nurse or a physician on your founding team if you're gonna if you're gonna do the a licensed home care agency but as a staffing firm you could turn around and start one tomorrow so your mom was your mom filled that role right she was the nurse so that's that's how it worked so you know if you're thinking about getting into this business like i get inquiries all the time on on my channel where it's like how do i start how do i start so i started showing them step by step this is how you do it so step one if you're gonna go and become a home care agency you gotta just research your department of health website and find out are they issuing licenses what is the application process and what are the rules and regulations right because those regulations are gonna dictate what your policies are and how your policies need to be drafted and you're going to need to develop your policies when you're applying it's actually pretty a pretty grueling process because you're you're doing like man like 400 pages of policies your forms that you're going to be using to do your assessments it's pretty intense but you could also hire a consultant to help you with that like right now in florida since i'm in a much better financial position than when we started the homecare agency before um i'm just paying a consultant to to handle the entire application process and working on building my team while while they're doing that piece rather than physically typing but from the staffing firm perspective you just need a you could get like a boilerplate generic staffing firm contract pull that up on google um determine what area you're going to focus on if it's going to be healthcare or nursing and then decide what your rates are going to be make sure you you're cushioning in at least 30 spread because your your uh payroll taxes are gonna you know cost you close to like 10 and then your workers comp is gonna be around six to seven percent so then you're only going to be left with like 20. so at least you charge a 30 markup if you're gonna do that but the process you know once you get licensed is all about what relationships you you build and executing on on your marketing strategy so that you're finding those those patients but on the staffing firm side the process is call the nursing home call the hospital speak with either the administrator or the director of nursing and say i am a staffing firm i'm looking to provide services do you need coverage best time summer time why because people are going on vacation they're going to be short right so that's when people are going to be desperate and they'll say hey you know what um sure you know send us over your send us over your contract we'll have it reviewed the first contract that i got when i expanded in long island took me about maybe two weeks of phone calls i just literally downloaded nassau county nursing homes and i just picked up the phone 12 years old cold calling cold calling you created the contrast yourself or you sat down with a lawyer how did that process work oh she took she my mom took a copy of the contract that her nursing home was using and i just retyped it all right well in the next segment we want to talk more about the business and also about the acquisition that you guys um i know you were saying off camera that somebody had offered you some money and you looked at that and because we'd like to talk about stories like that on uil because these are things that the general public does does not know and isn't privy to so um yeah we're going to talk some more in depth about the healthcare field in the next segment all right so um in this in this segment we're going we're going to talk some more about some actionable items um this is what everybody loves eyo for so we you have two different businesses with the staffing firm and the notion the nursing but first i want to talk about staffing so for people because that you said that's that's probably like the more practical thing that uh really anybody can can do as a staffing firm and like i said staffing firms are big on a variety of different levels not just in medical all over staffing firms are extremely big and pretty much is just bridging a gap where somebody needs work and their employees that are skilled to work but they don't they got to come together so the staffing's firm's job is to find the qualified employees and match them with good employers so what what are some steps if somebody wants to start their own staffing firm i'm going to try to break it down as simple as possible if you're going to be starting a doctrine firm the first thing that you're going to need to do is get your hands on just a basic staffing contract okay get a contract review that contract and part of that contract is going to have a fee schedule right this is what you're charging for the positions right so if you're starting with nursing start with a fee schedule for rns a fee schedule for lpns which are licensed practical nurses and then for nurse aides because that those are the most utilized workers in a nursing home or in a hospital right so that's that's one thing that you want to have but you're going to do your market research next to know what is a nurse commanding as far as salary what is the lpn commanding as far as salary and the nurse aid right so that you know what you're supposed to be paying out specifically each state that you're in specific specific to the state that you're in yeah specific to your region okay even in new york new york city is gonna charge higher rates than buffalo right so you have to just research your local market just to know what does it you know how much are you gonna be paying because that's gonna dictate how much are you gonna charge because you obviously need to cover that you're going to need to cover payroll you need to cover a workers comp and then you're going to need your profit margin right so i advise that whatever the local rates are charge a minimum of 30 percent more or you know as much as double because it depends on once again the need of that position so once you have your contract set the next thing that you should do is obviously incorporate yourselves right either go the llc route or the corporation route um just so that you have an entity and some sort of barrier between you and and liability right that's the purpose and also the tax benefit so make sure you go out there and cover yourself you could do that on legalzoom i use a service called bloomberg excelsior i'll send you guys the link you know i like working with them they're quick and they'll set up your corporation within a day or two they'll even apply for your tax id number all the things that you need to be you know recognized as a business right and that cost in new york is going to be anywhere from like 300 if you're doing a corporation to like almost 2000 if you're doing an llc because of the the publication fee that's associated with that because llc's have to you know publish that they're coming into existence so once you have your contract and you have your entity set up and you have you know you could open up a bank account to your entity's name the next thing that you should do is probably hire a few people right to get your application you can pull up any generic application online but you're going to need to get an application so you can actually onboard and have a pool of providers nurses nurse aides lpns whatever you're going to be hiring and you know once you do get a hit you're going to be able to staff you don't want you don't want to get into contract to provide staff and you got new staff so i think if you're a healthcare professional it might make the most sense to staff yourself be one of the people that gets dispatched so at least you know that you could fill in certain gaps if you get that immediate call that you can work that shift yourself how many people how many people are you putting on the team to start are we doing like two or three including yourself so you got a four-person team you know if you're starting a staffing firm yeah at least three in each position that should that you're marketing so at least you have you know some depth to your to your staff so yeah rn lpn and then health date so that would be nine people yeah got you so how do you um because like there's a shortage of of nurses right now in new york and um there's like they're like begging nurses to come from all over the country right so this is like a perfect and somebody had a staffing agency for nurses right now it'd be perfect but like how do you find the the candidates like i'm sure attract talent okay so first you gotta just public you're gonna post on whatever you can indeed linkedin facebook jobs wherever craigslist just post that you're hiring and the thing is people nurses i know most nurses i know are working two jobs right they're usually the top earner in their household especially in our community they work in two jobs sometimes three jobs so they're always looking for jobs right because one the jobs exist and they're always looking but if you dangle a carrot like higher rates than what they're normally getting paid then that also attracts them so let's just say the average was 30 but you're paying 33 then nurses who are working for some other agency or they'll give up their part-time job and work with you for a little more money so you're making a smaller spread but you're attracting the talent that way but what what is um what makes a candidate qualify what are the things they need um i'm assuming experience or maybe not in this type of crisis even experience uh licensed they they need to have most most people in healthcare need to be licensed right so our ends are licensed lpns are licensed nurse aides have a certificate home health aides have a certificate so they obviously need to be meet whatever the guidelines are for the state they also need to have uh an up-to-date physical which shows that they're immune to measles bumps rubella rubiola chickenpox varicella that they also are tv negatives so they can't have active tuberculosis and that they're what's called you know safe and fit to work okay so that physical needs it's done annually all healthcare workers working in direct contact with patients have to have an annual physical so their physical needs to be up to date but every nurse and everybody in the in the field knows that so either they're getting the physicals done at the job and they can get their physicals from their job or they just get their physical from their doctor but once they have that they have the application they filled out their w-2 forms or the 1099 forms if they're or w-9s if they're going to be 1099 um and they have their medical clearance and they have you have a copy of your license that's what you would consider a profile for that for that nurse of course their resume helps but most of the time they're not even asking for the resumes because they're so behind it's just like does this person have at least one year's experience typically is what they're looking for so you would also look for that but sometimes you might have a new nurse who has maybe eight years experience as a nurse aide that understands how things move in a nursing facility that they'll be willing to to take as well sometimes they orient them at the facility it really it's really case by case but at minimum physical licensure certificate and uh identification and you know eligibility work in the united states are there terms after you you find a candidate that they have to stay with with the company for six to 12 months or does that exist in this in the staffing industry if you if you have that agreement with the worker and usually within the contract you have like a provision that they can hire that person after one year if they pay you x percentage of that person's salary if not they can't hire that person so it's also a way for them to kind of vet and recruit talent to a certain extent so in that in that sense right let's say that they made a hundred thousand if they want to hire them after the year you take a percentage of that so you're like maybe i'll get five percent okay so that's 15 15 000 if we make it 100. yep okay gotcha okay so the staffing how lucrative is staffing we pivoted to to home care we're doing about a million a year in revenue and like the net margin was about 20 so you're seeing 200 grand profit so it's enough to to to earn on it wasn't it wasn't what it's what it was for like how it is for home care um but we never got to the point like as far as size that we did with the home care agency so um so pivoting to pivoting towards home care so home care is more is way more lucrative in your opinion no they're i think i think they're equally lucrative um it's just that the the funnel is different and there's a larger barrier to entry so you know there's with that of course there's money right there's fewer of you there's fewer providers and there's still a need so we were able to scale that aggressively because you know a home health aide only needs to train for 80 hours right to get a certificate and that means that there's there's a lot of them out there so we're able to scale up the number of people that we have faster than a bunch a bunch of nurses to get 300 400 nurses is a lot harder to do than to get 300 or 400 home health aides so to be a home health aide to be a home health aide what what do you have to do to become a homeowner it's an 80 hour course so it's you know body mechanics how do you care for a patient you know making sure that the water isn't too hot so you're not burning a patient when you give it a bath safe technique at home safe technique anybody can do that as long as it's illegal to work in the united states yeah so that's that's actually only talking about the business side but that's actually a job opportunity i guess as well for people that might need work right yep and in new york they're they're making anywhere between 15 and 20 an hour yeah and the qualifications are uh like training program that's it two week training program and then also physically background check background check yep so all right so you guys scaled that up pretty pretty aggressively and then you were saying that um you got a offer to sell the company so right now we're doing like for 2019 we did about uh just under 12 million dollars in annual rev and i got a mailer right from somebody was like are you looking to sell so i was like oh let me let me let me entertain this and see what numbers are thrown around right so it was actually an agent who who like a merger is an acquisitions agent who broke his businesses so he sat with me and he was like we could get you 50 of your annual revenue and i was like all right so talking about you know between five and six million dollar sale based on where we're at that year it's like all right cool so they brought in uh a i'm not sure if i gotta see the terms and conditions of the contract so i'm not gonna say their name but they brought in a publicly traded uh home care agency that was acquiring agencies like mine right they reviewed our case mix and how much money we were making and they made an offer that was consistent with that so it's like okay i was my trader background i started looking up the finance of that company and looking at how they were organized and i saw that they were trading at uh at 60 times earnings right they had they had a 60 pe and i then looked at how many cases they have and they have like 30 000 lives in the management in the country and i was like all right well we have 300 patients so we would just need to get you know 100 times larger right and what would that take and how could we do that and i was like well they're trying to buy us at like five times earnings but they're trading at 60. this is a this is a no-brainer they brought in another company as well not not not not a public trade company another another suitor and they're like yeah i was like what is your strategy here what's what's the what's the game plan the guy was like we've already taken another uh we've already taken another company public all we do is aggregate companies and go public that's that's our model right it's like we've done it in fashion and now we're doing it in healthcare so they were trying to offer me four times earnings and i know that the publicly traded company is trading at 60. so it's just a matter of getting financing and going out there and gobbling up smaller and mid-sized agencies so that you get the numbers to go public and then you're gonna you're gonna make 12x return on what you just bought because all you're doing is buying functional agencies putting them under one umbrella stripping back duplicated jobs like you don't need a bunch of cfos you have one cfo in your company right so they just aggregate and go public and i was like you know what maybe we shouldn't sell right maybe this is not the direction to go and maybe the direction to go in is emulate that model and and start thinking about you know expanding the business into different markets and expanding the business in a way that you know we're on a trajectory to go public and that's what i'm doing now with eight bucks but you turned down six million in to scale your own business so so what so so all right so eight book what is what does that include as far as your new so you said that once you got that idea yeah our mission at ebook is really to just streamline the discharge planning process because hospitals hospitals are under pressure to discharge patients quickly and make sure those patients are readmitted but what happens when somebody has pneumonia goes home doesn't pick up their medication they don't know how to take the medication they're not following a good diet they regress they relapse they end up back in nursing facility when that happens the hospital gets penalized so our mission is to streamline that process so that hospitals are discharging using our software solutions right discharging to home care so that immediately we're picking up that patient servicing them making sure that someone's there to pick up the medication take care of them making sure they're not falling at home making sure they're not regressing so they don't trigger back into the hospital and trigger that penalty and by doing that we're funneling ourselves with a lot of new referrals you said the hospitals solving that hospital's problem the hospital gets penalized it's like a fee or a fine that the hospital gets there's not a fee or a fine they will subtract up to three percent of their top-line revenue for penalties on the following year so let's just say the hospital is making 100 million right the hospital margin 8 right so they only make an 8 million profit medicare will penalize them 3 on revenue and reimbursement right but their operation costs are still going to cost them that 92 million so from going from 100 million to 97 and having an underlying 92 million dollar you know cost to provide services they're only making 5 million that's that's almost 40 loss in their bottom line if they get penalized how many patients would it would it take for like a hospital to get penalized for something like that to kick in it's it's like ratios so it depends on how many beds they have how many what what disease processes because they're targeting six disease processes pneumonia uh heart failure cabbage which is um bypass surgery complete joint replacement surgeries so those are the ones that are like the the high risk because they're expensive to take care of and it's you know you the the mentality of the government is we've we're paying you to fix them fix them you get them saying like fix them make sure that they're healthy but at the same time we're only paying you for four days for this hospital state because that's the national average so what is that what is the hospital doing they need to get them out or instead of losing money and they need to ensure that they don't come back so our company is focusing on that transitional care and converting into long-term care for those who need it yeah you're helping making sure they don't come back we help them to make sure they don't come back and saving their revenue gotcha and so what's the business model you said like eventually you want to take this public right so um how is this different from avalanche and like what do you what do you see how did you replicate what you saw the larger company do to you um and how are you going to implement that and like really scaling eight book is it to acquire other small sized companies and bring them under the umbrella of aidbrook or okay so for me what i because i've been trying to push my partners in the home care company in avalanche to to think about things on a larger level always that's always been the case right i've always wanted to push the business further and what i realized is that they were going into business for the freedom that you know owning your own business allows right you can take vacation when you want do what you want and they they were comfortable with what we're making there right so they weren't looking to push they they do want growth they do want to make more money but they're not willing to adjust their habits and mindset to to run multiple locations to expand into different states they're not that they're not there so the first thing that i'm doing with ebook is assembling a team that has industry knowledge in working in public companies so what i'm doing at abook is focusing on talent that has worked in publicly traded companies and just building our infrastructure with that mindset so not only are we going to be using technology as and solving that problem for the hospital so to be a driver of growth in our business but we will entertain you know acquisitions as well because as we get close and it makes more sense to so let me let me put it this way i believe that our software and aligning ourselves with the hospitals will allow us to grow by you know 100 patients per month right if i'm growing by my 100 patients per month in one city then i need to set up in another city and grow an agency by 100 patients a month by employing the same software the same marketing team to do that right so if i'm going into a new state rather than go through this lengthy you know licensing process which for florida is going to take me uh four months to have the license and then another six months to get medicare approval what i could do when i'm going into a new state and and better capitalized i could just start buying smaller mid-sized companies at five times earnings and just point our marketing engine to them and scale them up to 2 000 3 000 patients per current agency per state once i get to like 12 000 15 000 lives in the management i have something that i can take to the public market or once again step to a larger you know conglomerate and say look we're growing at a thousand patients per month we don't see an end in our funnel you're growing by acquiring companies right at five times earnings if you just buy our system that's already functional and and fully aligned with the hospitals then you're going to grow at this rate in preparing in perpetuity right so why wouldn't you want to buy this and at the same time i'll still be on the track to take the company public so for me the most important thing is an initial team that has that experience so i've already poached some talent from tupperware and now i poached one person from from emory the hospital system in atlanta and these are people who are interested in being involved in a startup with this with this trajectory in mind that within five to seven years we're going to exit and we're going to exit big and we need to function this way and just replicating systems with that that you would come to find in a public trade company so you'll see that most publicly traded companies are you know will have one of the major accounting firms doing doing their accounting or at least doing their audits like pwc for instance so from from day one our accounting structure has to be on point right because that that happens if you if you notice like when you're looking at like startups that are trying to go public i think some of them get jammed up because of accounting you know issues is because they didn't have their structure right and now they got to get they got to spend two or three years getting their financials straight to then take the company public so by building from from the very beginning with the mindset of this is this is how accounting is done in publicly traded companies this is how much money is allocated to marketing spend versus revenue having all those details and people who are familiar with those details being on your team from the beginning is what you need and also you're going to need money to support that a lot of one of the mistakes that we make as you know as a community is we'll start a business with too little money with our friends with our family and they're not skilled to take it to a certain point and and then we don't even have the discussion of what is the vision for the company where are we trying to go what are we trying to do how are we trying to get there are our visions aligned are our values aligned and those things you need to send you need to set them from the beginning if you don't you're you're going to be building a company on a shaky foundation or you're going to build a company that you know at a certain point it can't grow anymore because your your your foundation isn't set yeah that's big i um well obviously i've heard of assets under management i never heard the lives under management before but uh makes sense if you're in the medical field um so yeah i mean that like you said i mean just outline your vision and i think that that's important for entrepreneurs whether it's big small middle whatever um you have to have a vision and it's like you already kind of have an idea in your mind nothing ever goes according to plan but at least you have a road map of where you want your company to go and that's more than half the value right there i think a lot of entrepreneurs are just winging it waking up and just trying to figure it out day to day like they're literally living day to day and times like this it just really exposes that and now you're in a financial crisis because you never really had a business plan you just had you know figure it out mentality as you go and that can only take you so far correct it's it's a and the thing i'm lucky really i'm lucky like just like like like uh like uh the vc dude that was just on from black star fun yeah shout out to kwame and cool yeah kwame he when i was watching that i was like this is like my story right because his father's a physician he's helping out at the office he's learning and he's watching and like having that that information coming into your mind from that young you start to just like you say i think you say something if you start looking at a yellow car you start to notice more yellow cars right so if i already i'm looking at okay my mom's staffing business and i'm now i'm in the staffing business myself you start and i'm working in hospital so you start having your eyes open to where is the money move and how is it moving so certain things that will go over your head don't go over your head anymore immediately ring so it's the same thing but what i see with a lot of people is that they either they don't have much you know entrepreneurial experience they get it later in life and they start just winging it the best thing that you could do is you know hit what one do like a a business a business template or a business model right just look just google business model and youtube a business model video it walks you through how you should be thinking about your business the very first thing is what is your value proposition what are you offering what problem are you fixing or what need are you addressing what is what is that in your company right so in at a book what is our value proposition we're dealing with this this problem that hospitals have of patients being readmitted and that's the problem that we're trying to solve and we're going to monetize that by solving that problem and by being the service provider to those patients how many how many states are you operating in right now right now well new york and then with eight bucks it's going to be florida florida and i when i'm thinking florida and i'm thinking like when you said you want to grow your your uh clients by a hundred or thousand per year you're in a state with the largest population well the oldest population in the country was that done intentionally uh actually not really um because florida like in new york we're dealing mostly with medicaid managed long-term care right as the payer florida has a cap on how many waivers they they put out right it's a it's a red state mostly so they put out you know they do less spending so a lot of the people here are self-paid but i liked florida because you know i'm going to be living part-time in colombia so it's a good midpoint between colombia and new york so it's and it has international airports the weather is good so that's why i chose i chose florida but i'm going to be expanding into every state that has you know a thriving uh home care community like home care infrastructure so florida north carolina uh texas atlanta or georgia um um pennsylvania california so those are states that i would be willing to to enter because i know that the the home care infrastructure is good there there you have it ladies and gentlemen so in the last segment we're going to talk about your software system that's actually something you got a lot going on we're going to talk about time on time the software system and then we're going to bring it home with everything that you got going on now so yeah all right so we're going to talk about your software system but before one one quick question about the um your company so how do you raise money because i um you know it's probably a lot as far as the expenses to to run um these type of organizations cause you even have to pay up front then you get reimbursed on the back end so um finance finances is always the biggest hurdle for any business for the most part so how do you how do you raise money how do you have money coming in on a consistent basis to to float your operations so in looking at the staffing business that started with five thousand dollars five k and obviously that's under capitalized right because what ended up happening is that all right we're we're limited to how much services we can provide some people waiting a month to get paid because we're getting paid on a monthly basis so first was like the most traditional people you go to a bank you apply for a line of credit right but that's only going to be if you have business history right and that they feel that you're credit worthy but with time those lines of credit it was tapping 401ks it was tapping friends and family and that's usually where most people start with either basic credit cards or or getting money from the bank right but they're not lending much and it's not enough to really turbocharge your company it wasn't until i was trading stocks and building you know a tech company that i started to understand that starting with friends and family money is cool it's fine you know it could get you started starting with little credit cards and make money is enough to get you started but if you're really gonna try to expand your business you're going to have to raise money from from institutional investors right from vc firms from angel investors and their entire business model is to identify solid companies pump money in with the intention solely to scale them right you're that that's a little different than starting uh from scratch right because if sometimes all right so in the world in the in the startup world right and it's not just tech startups because any obviously any industry could be a startup but in the startup world your first objective is to develop an mvp right your minimally viable product and that's the first thing that you need to finance right prove that you have a product or service that the market is in demand for prove that you can monetize it that's the first thing that you should raise money for and if you're gonna do it with your credit cards and with friends and family money that's the time because you don't you don't necessarily have to go out there and form a business you just have to prove that you have a product or service that people are willing to pay for once you can prove that with this product or service it costs you know ten thousand dollars a month to operate but it generates fifty thousand dollars of uh of money like annual profits once you can prove that relationship that money in doing this thing produces money out at a multiple larger than money in you can take that that that little company to market and start raising money from angel investors and venture capitalists and there's going to be different there's going to be different levels of them right there's going to be there's going to be like brooklyn what is it brooklyn bridge ventures right charlie o'donnell is the guy who heads that fund he likes to deal with companies that are at that seed level that first investment usually 500 000 to a million in capital then there's like the series a series b and so on and some so there's some vc firms that only get in at that pre like like 200 million dollar minimum like we don't look at any company that doesn't require 200 million or more right so it's all about what were you trying to go but the first the first that see funding of that that anywhere from half a million dollars to like one 1.5 there's there's vc firms that specialize in just that then there's vc firms that specialize in in the different sectors some are healthcare focused some are technology focused some are industry agnostic it really depends but you need to have some sort of traction some sort of proof that your business is growing and i learned that by by doing my tech starter because i was like i know i'm gonna need money to fuel this thing and in going to like tech startup meetups listening to the conversations going to pitching events where you actually you know competing to raise money or you are even just practicing your your pitching you hear what the what the vc firms are interested in what's the cost to acquire a user what is that user worth how much how much does it cost to acquire a user and what's the lifetime of the user what's the value proposition here that they're gonna ask you those questions and sometimes you need to be asked that question so you can go back to your computer hey google what the hell they're asking right right right and then you you end up start you end up creating what they're asking for we need you to look like this they you know in the startup they always talk about the hockey stick they want your growth to be the hockey stick right gradual growth or if you just look at the that's viral right look at covid 19 right that's truly the definition of going viral you look at the curve what were the numbers and then it's exponential that they're they're looking to see that you're on that trajectory that there's going to be that level of absorption so once you start looking at vcs to answer that question how do you raise money how do you get the money once you start looking at them it forces you to become you know a builder of a business because they want they want your business to succeed but they they can identify that you're on shaky grounds so they want your foundation to be tight they want your team to be tight they want there to be traction they want the market size to be large enough and those are the things that they're interested in so um as far as your your software system on time its okay you talk about that yeah sure so all-time its was born out of me doing my my fashion tech company right my ex-wife was interested in fashion she had this idea and i was like you know what let's do it so i found some web developers in india started building that fashion tech built a fashion application and i'm going around now as this is a break from from healthcare because i've got kind of tired of it's been my whole life so i'm going around function as the ceo of of this tech fashion tech startup and i went to an accelerator and an accelerator is uh is kind of like a vc firm but they take you from concept to the point where you start to raise your first round so they they force they mentor you they they coach you they give you your initial money they take like eight percent right they fund you maybe a hundred thousand take eight percent of the company from jump and then they start telling they start modeling you so you can get that initial traction and then they take you to market the final you graduate from an accelerator on pitch day so there's tech stars there's era which is the one that i'm talking about there's there's uh uh there's there's tons of them right and they're some some are in new york a lot of them are in san francisco so i was starting to go through that circuit right learning about the startup culture learning how to raise money so i go to i'm i'm pitching at uh to era and the the principal there is his name's mira murad's like i'm looking at your resume i'm looking at your history you're obviously proven as an entrepreneur what the hell are you doing in fashion why don't you solve a problem in healthcare and that's something i could get behind because that's that tells a better story i i could see that story i don't see your connection i don't see your understanding of fashion this will this this is a good idea but do you have relevant experience in that field to to really see it through and he was like solve something in healthcare so that i'm thinking back to my home care agency and i'm like you know what's really annoying timesheets we're functioning on paper timesheets where the home health aide went to the patient's house worked for the week patient signs off because that's something that the state requires they need proof that the service was provided notes that sort of thing so it's like that time sheet they have to bring it in by the deadline on a certain date so that they get processed on time for payroll and if they bring it in late they're still upset that they didn't get paid so it's like this is this is a nightmare so you know what let me let me create a mobile uh application that allows my home health aides to capture their timesheet on on their cell phone right and that's where on time was born so all time is a home health care practice management solution that allows you to to handle time and attendance payroll scheduling billing um and we're now building uh the medical records portion right so that nursing nurses notes et cetera because that's still on paper in our company um and that's a that's a a solution that i'm going to provide to social adult daycare which is another part of the home care hustle um to home care agencies and a virgin that's like uh industry agnostic as well with time and attendance for any mobile worker so if it's the cable guy then he could punch in that i'm at this worksite i got here and get paid that way so that's what on time is how long did it take to to build out um that platform i've been building that since 2015. so the time and attendance the first iteration of of on time probably took about six months and then that was built on a shaky foundation and we figured that out later then we rebuilt it so this is like version two of the system but the first version was time and attendance and and that's it then we built time and attendance and scheduling and then we started then we added billing because billing is done you know on on these forms it's a very repetitive process manually put in the wrong billing code you get rejected you don't you won't know it until 30 days from there so it was like you know what this is another problem within the company that we need to fix is you need to automate the billing process so that it's accurate and it's end to end so the home healthy punches in it registers in your system you run payroll by just selecting the date range payrolls process and ran and then you do the same thing you select the date range the insurance company process billing is done so i'm able to to function with far less staff right i got less administrative staff i also outsource part of my staff to venezuela and in colombia so i have some of my support there as well so you know and and that was made possible by software so simple question you could probably create a software solution in three to six months so and then expand on it however you need to i was reading on the on the platform that there's a gps component how does that work the patient lives somewhere right so the patient gets entered in into the system and they get a gps point for their home the aid can only punch in when they're within like six meters of that point so that verifies first of all that they were there right they can't pull the patient's name they can't do anything without being on site so that's the gps component so it's it's like geofencing it's it's by using the gps coordinate this person is able to take an action only when they're that at that same point so they just have to turn on their gps on their phone register their location punch in it confirms the location that allows them to mark off what they've done they give the patient a bath reminders you can also tell them what they need to do for the day yeah yeah i would assume that also helps in attendance right if somebody says that at the location you can one thousand percent prove that they were and how long they were the duration of time so exactly that that helps out in the building process too nobody's gonna get overpaid or underpaid for what they did correct and also also um the thing i really like about the whole story is that it's like you found this is a common theme of a guest from our podcast is that you found the need in the industry that you was already at and it's like when people say like multiple streams of income and it's like the same thing with like multiple businesses and different ideas like you don't have to do something completely different from what you're already doing you're already in the industry you see a need for it and it's like okay well why not just create a software that can help out but it's like now you've created not only multiple revenue streams but also you stay within your pocket like you're not doing something completely foreign from what you're already doing because you actually saw it you you're in the you're in the industry you see that there's an issue with processing payments and all that stuff so it's like okay now not only will it help the industry and make things more efficient but it's also another source of revenue as well not even on a micro level uh regular everyday people can just you know think about that it's like it's you know you have a job and it's like okay well how can i if i want to start a business i don't have to do something completely different from my job i already know what i'm doing for a living so maybe you know my side hustle is going to be a branch off of my job like you said like you like troy says all the time if you're a teacher you know why not be why not start a tutoring company right like you already teach science so you know that there's a problem with kids in stem and there's not enough science teachers and kids don't understand science properly so why not you know have a tutoring program right now i have an after-school program right but i have a summer why not write a book right this isn't far from what you're already doing create a protocol that's that proves that by studying this way check this out for for for you create a protocol that says if students do x y and z they see a 20 increase doing this thing that that i've created they see a 20 increase in their stem scores right prove that in your school and then now you got something right there that you could sit there and say hey 20 increase i'm gonna sell this to every school right i'm gonna i'm gonna this protocol is proven to do this and schools are interested in having their scores increased and you got something right there that's that's fundamental and it could be something as simple as a game your software is proprietary correct yep so are we going to i mean scale this where we're actually selling it the software to hospitals and healthcare agencies as well so okay so to to give you the full i'm going to give you the full play you know and i don't care because you know if anybody who's listening out competes me right with my own idea that's my problem right and that and that means that they're extraordinary as well and that's probably somebody i wanted me you get what i'm saying so i'll give you i'll give you the full story so the software allow on time allows me to run my operation very lean right so i'm trying to bring everything onto the platform so i eliminate paper eliminate a lot of overhead and i could continue to outsource more and more of my talent to you know countries where the wages are cheaper right so that's that's that's what's happening with all time i could license that out to you know my competitors so that they could become more efficient and i and i'm gonna try and i charge per patient right so would you grow my bottom line grows right but i also have an idea to franchise my business as well because i get i get so many inquiries of how do i start can you consult me you know and i and i hit them i tell them straight up it's like based on how much i make now right i need to charge you a thousand dollars an hour for my time right and i know that's a lot of money but that's what i need to charge you because that's how much i'm earning right so if i'm gonna move my attention from what i'm doing this is what it has to be you get what i'm saying so i get a lot of those inquiries and they're like you know what how can i monetize this right in in a larger way and it's like maybe i need to to franchise a book so that if they they're either gonna start a staffing company or they're going to start a home care agency hey they're going to expand my brand i'm going to earn three percent on their on their revenue or whatever the case may be they're going to use my software that's another fee um and i can turn when it when i'm talk when it's time for me to acquire or expand i can either acquire what i've created because they're functioning on the same infrastructure as me and i can buy them out at five times earnings and when i'm ready to go to start buying back what i've already seated you know that's that's one of the plays that i have in mind so you know on the other side like i said our core focus our core vision and the problem that we're solving with aidbook is to solve that discharge planning process right so that's that's a that i'm just using the google play here's the software for free it's proven to reduce your readmission rates but all that does it serves their bottom line right but all that does is allows me to collect all the referrals so as i'm proving that this software reduces your readmission rates right and all of your referrals are all these all these six diseases are guaranteed to be discharged through my solution i control all the referrals i don't want to even charge them for that i can but i control the referral so i can route them to my franchisees i can route them to myself and grow massively because i control your referrals and it's free and it's and it's in a service it's serving a basic need for your hospital so that's that's a full play so that's why for me it's it's it's as simple as you know what if i only succeed in miami and i don't expand and i don't whatever i definitely could create what i what i have in network right i could bump that off for a few million dollars i could probably get to to maybe four times the size in just my market and then maybe i sell it for 25 million but i'm pretty damn sure that i'm gonna get to the point that i'm saying that i'm gonna get to and then i'm gonna have you know maybe a 1.2 billion dollar exit and that's and that's the thinking and that's and that's what i have in mind it's like how do i reach like when you think about the just think about the virus right you got to spread that thing right so that it comes in contact with more people and that causes to spread more and more and more so you have to kind of set up these little cells or kind of transmit all over the country to see real growth you can't just saturate your one market so that's the idea for me it's like all right prove this concept get it into hospitals go to the next hospital say hospital one is using this and the readmission rates are down and it's free just use our system then go to the next city again like for me the plan is fort lauderdale miami tampa orlando jacksonville if i prove if i prove it there and i'm going to prove it there but when i prove it there then it's back to the venture capital firms and saying hey look we're now growing at 500 patients a month in florida or whatever the number is um we're planning on doing the same thing in these 10 states but what we're going to do we're going to acquire x amount of home care agencies right we're going to do it through through a roll-up strategy so we're going to buy one in new york or one in philly one in chicago whatever markets i want to get into um i'm going to buy them at 100 or 200 patient sizes so they're like you know 2 million acquisitions apiece so i need 50 million dollars to do that and i'm going to just use the same engine that that i'm using in florida with our discharge planning tool to scale those operations up we're going gonna do that for two years that's what the 50 million dollars is for whatever the amount is we're gonna do that for two years we should grow to this point once we're at this point we're going public done it's it's a no-brainer because the vc firm they're looking they're looking for a 10x on their money right so if they if they if they invested a million dollars they're they're looking for a company let's say they invested a million dollars to buy 20 right they're hoping that that 20 is gonna one day be worth 10 million right so for that 20 to be worth 10 million your company is going to need to be to be what for a 50 million dollar company right so the guy who's investing when you're at a 50 when you're at a 50 million company and they're investing i don't know 50 million dollars they're looking to get out for 500 million right so what kind of company are you that you could raise 50 million dollars is a 500 exit possible for me right so 20 so this needs to be a 2 billion dollar company for me to make the numbers that i'm looking for but i'm showing them this company is trading for its market cap is 2 billion and they have 33 000 lives so if i'm growing at you know a thousand lives a month or a thousand lives a year let's just say in in 10 markets that's 10 000 a year i'm gonna get to that point so yes of course your 50 million dollar infusion will help me be worth two billion dollars one day and that's when we're going to get out that's when you get paid and that's when the first guys get paid and everybody throws a party that's how it works everybody yes that's a big party that's the that's the that's the play that's the route shout out to my memory flow right here you gotta run a route and um you just you just outlined your route the worst case scenario he's like i sell for a couple million at the worst best case two point one billion it's a good you know it's a good thing to be in you're gonna be number seven we we put up an article it was like six like billionaires in the country you're gonna be number seven there it is and we're gonna say earn your alicia that's your first call man it's been a pleasure speaking with you um can you tell team can you tell the people uh you know if they want to contact you or you know any uh you know initiatives that you have going on stuff like that absolutely so if i guess there's a few people that i would like to reach out okay so if if you're interested in and starting a healthcare or especially a home care agency or our staffing firm i'm doing a video series on my youtube channel entp life it's shot right here so i'm going through step by step how do you do that so if you're interested in that just follow me on entp life that's echo november tango papa life e-n-t-p life you'll find it guessing guys will share a link so that's for you guys um like i said if you're looking for consultations it's gonna cost you so if you have any questions the best thing to do is leave them in the comment section so i can answer them for everybody and that's why i'm doing it it's like i get these questions and i can't keep losing time that's why i was doing it for real estate too it's like how do you flip a house like man here's the video man watch that and you'll you'll get it so so for anybody who's interested just watch leave your questions and comments i answer them and i'll answer them in the video sometimes i'll do lives with people if they're asking a particular question i say if you if you can't pay the consultation fee then let's create the content together share your questions and i will answer maybe other people's questions so that's for for them for people who are interested in i guess joining the team potentially like hey i'm interested in the story uh i have this level expertise and they kind of want to work with me in some way or or they need software or anything like that just i guess go to aidbook.com and use the contact form um so that's and i i spelt it a book with two a's in the front just so it can sort higher on the list right so i'll be the first name like there's there's always directories of the the providers in the state so i was like how do i be the first name on the list i put two ways in front of my thing and i'm guaranteed to to be on at least one of the first to to get called if somebody's just randomly looking it up so it's a book with two a's so a a ide book.com there's a there's a contact form you can go there uh i think the the site should have been posted up yesterday so depending on when you release this will dictate you know what what's going on there but they could go there and if there's any investor listening or watching this and you're curious to learn more um then please reach out to me let you know who you are what you're looking for and we can have a conversation about where eight book is going as a company and why i think it's a winner and why you probably want to put some dollars behind this um at some point like i guess in the next maybe six months i'll probably be doing a fundraising round um so that will include friends and family right because i'm not allowed to raise from 35 non-accredited investors um so i'll do a friends and family round for people who are interested in that um and then uh probably raising anywhere from one to three million for the for that first for that first not to prove the concept in in florida um so if you guys are interested in that and want to kind of know when that is happening then just reach out and we could continue to uh to talk about it all right troy man shout out to everybody big shout out to everybody on patreon.com that is our proud to pay program as you know we have five different tiers i want to give a big shout out to my man dave uh we had a great conversation man he's looking to help us out he's a tier five member so we called him um and we had an amazing conversation like i said and rosetta who just joined that tiff looking forward to talking to her um and as you know tier four and five members you have access to eyl university and uil university's been on fire man we have been adding so much content we've been doing youtube lives um exclusive things man so if you're on there uh thank you and we appreciate your support and everybody that's been supporting on the merch uh we appreciate that on earn your leisure.com and and everybody that has joined our real estate our private real estate group man that is going crazy right now shout out to mg the mortgage guy brother who's been running that for us man it's been going crazy so everybody that's just supporting during these times uh we really appreciate y'all yeah the merch um the merch is out we're gonna add more hoodies this is exclusive when me and troy got on right now but we're gonna add more hoodies to the collection for the spring and yeah everybody stay safe first and foremost and stay encouraged stay positive it's difficult times right now for a lot of people but you know this is a time to educate yourself and use you use your quarantine time um wisely because at some point you know god willing will be able to get back to business as normal but you know what you have learned and what you would applied from what you learned during this time will be very important and eyel university um is something that we're excited about and um we really ramped that up um in the last couple of weeks we got a private facebook group for real estate um headed by mg the mortgage guy and yeah it's just uiluniversity.com you can go there and all the information is there a big big shout out to everybody that's been tuned in to our catalog of episodes i see a lot of people posting since they have a lot of time now that they're home they've been listening to the back episodes they've been watching on youtube shout out to everybody that's on youtube um we appreciate it man like like we said use the time wisely it's a great time to learn um it's a great time to educate yourself yeah youtube shout out to youtube we're doing two webinars um every week now on monday and thursday um and uh yeah that's been really exciting live live youtube webinars so the book tip of this week is crucial conversations um recommended by carl uh so yes once again guys thanks for rocking with us be safe out there we'll see you next week peace peace my graduates from my school being forbes backdrop backdrop [Applause] backdrop you

Channel: Earn Your Leisure

Views: 18,690

Rating: 4.9652929 out of 5

Keywords: earn your leisure, healthcare, karl pierre, eyl, staffing, how to

Id: 6tcnmYI-Epw

Length: 81min 15sec (4875 seconds)

Published: Tue Sep 29 2020