Episode #515: Transforming Healthcare-Cyrus Massoumi's Journey from Zocdoc Founder to Dr. B Innovator

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I am super excited to announce that we now have a formal partnership

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with the prospect wizard. And when I say wizard, I

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mean wizard. Obviously, you have a website. This

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allows you to convert your website traffic visitors directly

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into leads. It's not just another chatbot and it's not AI,

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but it allows a visitor to call, text, or leave a voicemail

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immediately goes to you, your sales team, or anyone else in the club instantly.

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MIT shows a study that if you contact the lead within 10 minutes,

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chance of them converting goes up 9 times that of the

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average. We got the Atlanta Clubs on it, Vida Fitness,

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Gold's Gym, Mountainside, City Fitness Philly,

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College Park, Become one of the next

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halo companies to deploy the wizard. It's easy to use.

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Go to the prospectwizard.com. Get a free 30 day

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trial. Talk to my boy, Dave Gallon. He will get you all set up and

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let the leads flow based on the wizard. Go get

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them. This is Pete Moore

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on Halo Talks NYC on location Los Angeles Convention

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Center. I am here with a fellow New Yorker, Cyrus from

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Doctor. Beat. We are gonna talk about revolutionizing

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HSA, FSA, getting people into the clubs.

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My Cult Soul Cycle is on the Talk to Me program, so we

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are now officially affiliated. Welcome to your first Halo Talks. Thank you for

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having me. Awesome. So start off, let's talk about the name first,

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and then let's talk about and, how you kind of arrived in the Halo sector

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and your your, your participation and, and guidance and,

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leadership is is welcomed. So thank you for joining the crew. Thank you very

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much. So the name, doctor b.

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So we doctor b got started really during the heart of the pandemic.

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And I have a family history of having doctors for many

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generations. Everyone in my family who either you you were

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a a doctor or you're someone who wasn't smart enough to be a doctor. I

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was in the latter category. Got it. But my,

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my maternal grandfather, was a physician during the

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Spanish flu, and he used to treat patients in his private practice

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a few days a week and treat patients in his non private not his public

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practice, his nonprofit practice 3 days a week. And he

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would, basically made sure that everyone was treated regardless of

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their ability to pay. K. And doctor b was pretty much grounded in that

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foundation. We started by treating COVID, patients for

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paxlovid and lumupiravir treatments, and people pay us

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$15 for those treatments. And if they can't afford $15, we also

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treat them at no cost. Was this remote? It was it's all

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remote. Everything we do is remote. But his my grandfather, they would call him

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doctor Bubba, which meant doctor dad. Okay. So doctor b is a hat tip

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to my paternal Love it. My childhood grandfather. So, know, we do we don't, you

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know, don't get entrepreneurs that have built huge businesses to then kinda

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enter our space. So thank you for coming in. Talk about Zocdoc and what you

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identified there, and then why you decided to come into this sector

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and say, hey. I could disrupt something else. Well,

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I started Zocdoc out of a need. 2007, I

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was flying across the country. I had a really bad sinus infection. My plane landed

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in New York and I ruptured an eardrum. Gosh. And I needed to find an

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ENT doctor. I went to my insurance company website. I started

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calling down the list of doctors. Some of the phone numbers didn't work. 1 of

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the doctors was actually dead. And I'm like, this is such a horrible

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way of being able to access healthcare when I come from a family of health

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of health practitioners. So I thought that, there need to be a better way. And

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so we built Zocdoc to enable people to find and book doctor's

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appointments instantly online. When I would talk about how Zocdoc

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would improve access to care, and we helped, millions of people

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access their doc find doctors, book doctors, get them when they didn't know who was

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gonna be available. But when I would talk about how we're

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improving access to care, some people would ask, well, what about those

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100,000,000 Americans who either have no health insurance or can't afford the health

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insurance that they have? Mhmm. And never really had a good answer to that.

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But then enter, of course, COVID and the updating of various state telemedicine

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laws. And all of a sudden, you could practice health care in different

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ways, namely asynchronous telemedicine, which is what doctor b

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does, where the patient goes through a dynamic,

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interaction with, our chat based platform and,

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that then gets routed, to medical provider

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who then provides treatment where applicable. And so we do

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that by by leveraging this technology, you can make this type of health

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care very affordable. So we charge only $15 for each

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medical treatment. And, if someone can afford $15, we treat

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them at no cost. And we're the only medical provider in the US that does

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that anywhere in the US. Now So

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keep going. So we, we've been doing this now,

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for 30 different treatments across, 4 different

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medical specialties and and have wanted to figure out how we can

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encourage people to do more preventative care. If you sort of

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think about the miracle treatment that would help a

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most a wide variety, at least, of of medical conditions,

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everything from cancer to insomnia to anxiety to all the the the major

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culprits, diabetes, hypertension, high cholesterol,

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if you could prescribe one thing, it would be exercise. Mhmm. And

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there are, huge issues obviously in this country with people who are

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not being active, huge crisis with

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obesity. It's probably the biggest pub public health crisis,

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that exists today in America. And we wanted to create a way

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for our basically, for Americans

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to access, these those who need these types

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of, need fitness and need the extra encouragement where maybe

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economics is a barrier to them accessing the the fitness

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they want Right. To enable them to use their FSA or HSA dollars to

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pay for these fitness expenses, which, of course, I know you and others have been

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involved in, the FIT Accords we're huge supporters of, but it hasn't

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passed yet. And now there's a solution where immediately today

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Yeah. People can pay $15 and they'll get the letter of medical necessity within

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3 hours if they qualify. So so let me just to close the loop on

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Zocdoc. So so you sold the Zocdoc, or is that still is that still

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It's still a private company. I remain a very large shareholder in mid support.

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Full time to to doctor b as your own new entity. Correct. I I I'm

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very passionate about health care access broadly. So Slava, who you

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know, has been, a great friend of mine since college. And we sort of grew

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up together as entrepreneurs, so we actually invest together as well at the venture fund

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called Omnvision. I spend most of my time, focused on doctor

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b. I'm also involved at Columbia and the public health school, where

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I've, learned that pretty much every cause that I care about that's

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not, business and and my family is probably public health. So

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I I'm very passionate about that. Got it. So let's explain to

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people, you know, what the definition of the IRS code

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that changed. Start with that. Talk about what the

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actual sequencing or, like, if I'm a I spoke to a health club operator

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yesterday, and I was telling him about the HSA FSA, a $150,000,000,000. He's like,

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what do I do next? I'm like, alright. I'm gonna I'm gonna hook you up

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with doctor b. Tell tell me. I make that

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call. You you get an email intro from the guy in New Jersey. What happens?

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So we, the IRS has long held that

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medical expenses across the board are permissible to be used, with

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pretax dollars. What is your requirement

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for that is to receive a letter of medical necessity.

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And we the technologies that have come about because of

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COVID have made those medical interactions with medical providers

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significantly more accessible to the masses. These letters,

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it's not a complicated thing, but you have to write them in a very specific

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way because FSA administrators, HSA administrators want them to be in a

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very specific format, etcetera. Treated and also personalized that you it's not

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just like a form letter that you get off, like, legal Zoom or something. Right?

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Exactly. And and it needs to tie back to the condition that patient has, and

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that condition needs to be something that benefits from the what's being

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prescribed. And so I think that, really the efficiencies that have come

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about from health care as a result of COVID have now unlocked this

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as being something that's much more affordable and done in a very

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streamlined way for people for whom it, they have a

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qualifying condition.

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This is Pete Moore. I wanna let you in on a little secret. There's this

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company called Promotion Vault, and what they do is they give out rewards

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from retailers that allow you to incentivize your

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members without having to do 0 down and 1 month

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free or giving away shakes or giving away t shirts.

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What you wanna do is build a rewards program that lasts, that

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people value, and that doesn't discount your own products and services.

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So here's the deal. There's something called rewards vault. The rewards

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vault is going to allow a member to set up their own profile.

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They are going to answer questions. You are gonna get those answers. You're gonna be

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able to target those members, and you're gonna reward them inside your

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club, inside your spa, and outside of the club and outside

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of the spa to get them to become loyal, to get them to

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pay their monthly dues, and to be rewarded properly

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for the actions. A lot of companies are cutting back on rewards. You shouldn't

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be. Promotion Vault's your answer. Trust me. This is real.

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So so let me ask you a question. So Ed calls you. Right? And and

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you're like, okay. I'm gonna get all of your members and your prospective members to

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be able to get a letter of medical necessity. Once they have that, now they

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could pay for your health club using their HSA, FSA

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account. Do you put a button on the on the, do you change their

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EFT electronic fund transfer from that credit card that you currently have that's

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Visa, and now it's the HSA card? Is it a checkout button on

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the actual website or the payment processing Talk us I I wanna make sure everyone

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knows this is exactly how you do it. This is how easy it is. Once

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it hooked up, roll. So I think most groups

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want us to understand. They've been asked about this for a long time. They haven't

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understood how it works. So the easiest thing that we can do, we stand up

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a microsite. It takes us minutes to stand up, and it's specific to

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whichever fitness partner is working with us. And the initial way in

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which we introduce we're introduced, in SoulCycle, for example, is

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simply through an email that they're sending to their members saying, hey. You may

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qualify for a letter of medical necessity if you have one of these conditions.

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And, after you get the letter, expenses that,

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you have after that moment are now qualifying for,

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using a pretax dollars. And so I think that the

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it's really at no cost to the fitness studio or the gym. It's something that

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is very, very quick for us

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to put together. There are 2 models where

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either the member, our patient, will pay us

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$15 or in some cases, certain equipment companies,

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certain, gyms want to pay for this on behalf of their members, and

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we have that applicable as well. A deeper level of working together would

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be exactly what you're talking about, enabling FSA, HSA cards,

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which is something that, we're able to help them facilitate as well. So should are

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you actually do you actually set up an are you, like, the, the

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the merchant processing payment of that HSA, FSA

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checkout? So we would work with whichever, gym

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or fitness studio wants to work with us, and we would help them through their

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existing, relationship with their merchant processor process it. So

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we you're not trying to take, like you're not trying to become, like, hey. You

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build everything through, let's say, like Yeah. ABC Fitness. Right? One of

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the larger players here, and we're happy to introduce you to anyone you don't know.

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And then we're we're taking that HSA, FSA. You're saying, like, look. I'm not gonna

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I'm not trying to disintermediate anything you're doing. Correct. With your current, I'm basically

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gonna make sure that they figure out how to put your HSA, FSA checkout card

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attached to whatever requisite card or debit card you have from your

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employer that's gonna allow you to use this, or I'm gonna give you a receipt,

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and then you can expend you know, go back and, like, expense it, I guess.

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Exactly. Those are the two pathways. Okay. One of the things I think that's really

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important for people to understand is there's a lot of interest in this

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area. And one of the things that we are very adamant about

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is you need to do it in a compliant way. And that

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means that there are a number of things that vary state by

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state, and you can't just have a one size fits all. So for

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example, you need to have a dynamic interaction with the patient. You can't just ask

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a woman if she has erectile dysfunction or a man if he has,

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if he's pregnant. You have to actually verify that the patient is who they say

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they are, which means you have to, in the majority of states in the country,

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check an ID and do a selfie of the patient. You can't just write a

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letter from Mickey Mouse and have that be a valid letter. Got it. Okay. All

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these things are tied to building a valid patient doctor relationship. And something

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that we as a brand believe, and if you speak to the IRS, if you

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speak to FSA administrators, if you talk to any significant health care

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regulatory attorney, they would tell you that establishing a valid patient doctor

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relationship is absolutely critical for this to be valid. Got it. Okay.

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And not everyone in the industry is, understands

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and appreciates this, and it's one of the things that sets us apart. Yeah. Okay.

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Well, hopefully, if there are people that are cutting corners

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or, you know, going around the process and and and

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templating this out, like, bad actors destroy bad good things. So,

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hopefully, like, that gets regulated at some point or people kinda

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fall in line and know that, like, hey. When I got bad press too, like,

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there's gonna be word out on the street that, you know, this isn't valid, and

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maybe the employ employee might be have some liability

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associated with that because it might know. Well, I think the the

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it may even be more extreme than that for the the the party that introduces

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both if it's, not done in the correct way. So it's it's very it's a

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huge opportunity, I think, for this industry, but it has to be done responsibly, and,

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we think that we provide that solution. Now the doctors that are actually

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doing the letter of medical necessity for you, are they full time

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employees of doctor b? Is it a network similar to Zocdoc where it's like, I've

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got these certified doctors. I could vouch for them and they're doing it. How is

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your system set up? So we have doctors and nurse practitioners that cover all

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50 states plus DC. And we part of what we do is

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match make sure that we're matching the patient with a doctor or nurse practitioner who's

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licensed in their state. Okay. And some of them are employees. Some of them are

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10 90 nines. And the whole goal is that we want to provide this

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treatment within 3 business hours, 7 days a week. And,

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we we sort of have to augment our medical staffing at various moments to

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make sure that we hit that. Let's talk about, like, the magnitude

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of money that people have built up in their HSA f FSA account. They might

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not even know it. Yeah. What do you see on that front? So there's a

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$150,000,000,000 a year that's in these FSA, HSA

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cards. I think it's upwards of $15,000,000,000 that goes

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just poof at the end of the year because people don't it's the FSA card

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specifically where it's time limited. HSA, you obviously can keep

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that. That's why you get those emails that say, like, if you don't use your

246
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FSA, like, use it for these items or else it's gonna Exactly. Be gone. So

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the HSA does have a rule forward. Right? You can't approve.

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Correct. It's it's considered a retirement benefit as such. Right. And and there's I

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don't know the facts on this yet, but there's, like, 2 or 3 companies that

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are, like, kind of, like, holding those assets on behalf of companies right now. I

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don't know if there's, like somebody mentioned to me in one call that I had

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that there's, like, 3 companies and they're basically making a float off that money, and

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they really don't have any incentive to have that burned down. Is that that's not

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necessarily the case. So they I mean, interest rates are a little bit different now,

255
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so maybe float's more interesting than they were 3 years ago. But, I do

256
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think that the most administrators actually they make money on the merchant

257
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processing fees as well, when you actually go and process, a

258
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transaction. So they for the HSA card. After the h s Okay. Gotcha.

259
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Gotcha. So they they very much like that. And the money that goes unspent

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doesn't go to these companies. It generally goes back to the employers. And employers generally

261
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use that money to pay for, these

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programs and other benefit programs as a way of offsetting it. But I think most

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HR departments would say that they would rather their employees make full

264
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use of the benefit that they've put their own money into

265
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to allocating. So if you take a look, and I don't know if you have

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this data. I looked for it the other day. I couldn't find it. What does

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the average person have that's, like, let's say, 40 years old

268
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or 50 years old in a company that they have an HSA account that

269
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roll rolls over, would you say? So I don't know about the HSA side, but

270
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I think in terms of the allocation per year, it's generally 1500

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to $2,000 that a a consumer would have on average. Got

272
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it. For those that So if we did the math, like, a $150,000,000,000

273
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divided by a 100,000,000 people. I don't know the math on that.

274
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15,000 could be, like, built up their HSA account over

275
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time. So I think that the, well, generally,

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they they wanted to accrue and and for it to be a health benefit. But,

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you know, if you if you look at the,

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it's if you one way to look at it is just the percentage of people

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that are on high deductible plans. So in order to have an HSA,

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you have to be in a high deductible health plan. 15 years ago, that was,

281
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like, 30% of the country. Now it's, like, 60%. 60%

282
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of the commercially insured people have one of these high deductible plans, which enable them

283
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to have an HSA. And so it's a pretty, and it's gonna

284
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be a growing portion of the country as as health care continues

285
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costs continue to go up. Employers want to shift the early part

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of that risk to the consumers that they're more measured with how they spend their

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dollars. And this is you know, I think what's great about that is

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no one there's really not an incentive in the health care

289
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ecosystem for payers to really invest in people's,

290
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preventative care. Sure. Sure. And partly because people change jobs

291
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so often. So if I invest, you know, $5,000 in making you

292
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healthier and 2 years later you leave Aetna and go to Cigna. Did I really

293
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get an ROI in that that spend where it's really lowering my cost

294
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20 years from now? Yeah. Yeah. Yeah. And I think so that there's always

295
00:17:59,865 --> 00:18:03,705
been that weird economic reality. And I so I think that

296
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the great thing about these HSA accounts specifically is it it is

297
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pretty much the best v no one's gonna invest in your preventative

298
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care. On the payer side, you have to do it yourself, and this is sort

299
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of one way that people can. Got it. So so one way that that we

300
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can be helpful and that you're targeting is groups that already have

301
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established membership basis Mhmm. That we think is

302
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beneficial for them to get a letter of medical necessity. They'll be able to use

303
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the HSA pretax dollars. They'll probably be able to they'll they'll

304
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probably spend more because it feels like it's an account that's kind of like use

305
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it or lose it whether it's is or not. We saw a company that we

306
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work with, this company right here, did an extra $1,000,000 in

307
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January in sales because HSA FSA approved on the on the couple

308
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websites. Nice. Material. And I

309
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think part of that was people don't necessarily these are high dollar products,

310
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but I feel like people say, like, this money's here. I'm not really sure how

311
00:18:57,175 --> 00:18:59,170
it got here. I think I paid for it. Not sure if I did. I

312
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know my company kinda paid for it, but, like, let's use it. And let let's

313
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use it, you know, to on things that I actually get value out of. You

314
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know, I think also attracting new members or people have

315
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churned keeping them to doing what they're doing or people who previously

316
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churned. Maybe cost was an issue, and they have one of these

317
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qualifying conditions. And they can come back and actually receive receive better,

318
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better treatment because they're looking at it holistically. Right. And then what about going

319
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after so so you're basically so so to to give everyone an update

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here. So I got an email from SoulCycle. They said, hey. Sign up with doctor

321
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b. You can get your letter of medical necessity. I'm gonna go through that process,

322
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and then I'm gonna be able to use my pretax dollars, HSA fund to buy

323
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my Soul Cycle classes, which I never discounted. So it's, like, $34

324
00:19:42,825 --> 00:19:46,665
a class. From a standpoint of you going to a health insurance company

325
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and go to, like, Humana. Right? Would though are those companies

326
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in a position to basically say, look, I'll send out an email to 20,000,000

327
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members and say, get a letter of medical necessity, or is it coming

328
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from where where's the inertia? Is it coming from the bricks and mortar, like

329
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groups that are that have membership base? Is it coming from health insurance companies saying,

330
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like, yeah. I'd love you to burn down your HSA account because it's not gonna

331
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cost me more on my premium costs. Yeah. So, I think

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largely we've been focusing on partnering with fitness brands, what albeit,

333
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studios, gyms, fitness equipment companies. I think that's

334
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where, we've, seen the greatest amount of immediate

335
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demand. I think for an insurance company themselves, you you raise a great

336
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point. It's kind of a no brainer for them to actually come and

337
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say, here's something where it's not even part of your insurance.

338
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It's separate. These FSA administrators are separate. Like, Fidelity and and I

339
00:20:36,985 --> 00:20:40,745
guess Optum is part of United, but it's still a separate legal entity. And so

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I think it's a great way for them to introduce their

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members to a benefit that, doesn't really

342
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affect their p and l as you articulated.

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This is Pete Moore. Here's the last tip for you of the podcast.

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00:20:58,435 --> 00:21:02,180
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350
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351
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these workout recovery and spas end up saturating your

352
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353
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locations for $200 per month where they're paying

354
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356
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357
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358
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359
00:21:56,200 --> 00:21:59,945
happy, healthy, and sweating, and the recovery should be

360
00:21:59,945 --> 00:22:01,165
just as good as the workout.

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When did you start issuing letters of medical necessity? Was there was there a

362
00:22:08,360 --> 00:22:12,005
certain trigger date? So q 4 is when we first rolled out. Okay.

363
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Have you and me so if you say I don't wanna share any data, you

364
00:22:15,045 --> 00:22:18,405
can say that, but then you can tell me. No. I'm just kidding. Yeah. Have

365
00:22:18,405 --> 00:22:22,080
you seen if you, like, cohorted this data out, what age groups are

366
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participating the most in getting who who would like the first movers in letters of

367
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medical necessity from a from a person standpoint? 25 to

368
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50 year olds. I think it's, skews

369
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slightly more women, 60% more women. That's true of everything

370
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digital health, to be honest. Zocdoc was that way. Mhmm. Doctor b

371
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broadly is that way. But, obviously, having started in

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COVID, we had a little bit of an older demographic there.

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People that I mean, we, of course, treated 20, 30, 40 year olds, but it

374
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went all the way up to 70 or 80. I haven't looked at the specific

375
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age demo, in terms of how far it extends, but it generally it's a bit

376
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of a younger group. Got it. And, you know, from a standpoint of you've got

377
00:23:02,274 --> 00:23:05,995
a lot of investments. You've you've built several companies. Is this a company

378
00:23:05,995 --> 00:23:09,515
that you're trying to line up to get either venture capital or private

379
00:23:09,515 --> 00:23:13,259
capital? Do you say, hey. Look. I got my relationships inbound. The

380
00:23:13,259 --> 00:23:15,580
the calls are coming in. I'm gonna walk around the show, pick up a 100

381
00:23:15,580 --> 00:23:19,279
different, you know, establishments through me making 4 introductions

382
00:23:19,419 --> 00:23:23,225
to you or you you rolling around here. Because you're getting

383
00:23:23,225 --> 00:23:26,585
$15, but it's not you don't have, like, a recurring revenue stream with this business.

384
00:23:26,585 --> 00:23:30,320
However, you got a 100,000,000 people. So maybe it's not necessary.

385
00:23:30,320 --> 00:23:34,160
It's even more, like even people who have health insurance use doctor b because

386
00:23:34,160 --> 00:23:37,600
it's cheaper and faster. $15 is less than your co pay. And if your doctor

387
00:23:37,600 --> 00:23:41,335
is not open on Sunday, and we are, just that much more convenient.

388
00:23:41,335 --> 00:23:45,015
So you're so you're not just doing letters of medical necessity. You're you're you're providing

389
00:23:45,015 --> 00:23:48,570
basically a a a tele doc service under under doctor

390
00:23:48,570 --> 00:23:52,170
b. Correct. We we have 30 different treatments. So a quarter of the reasons why

391
00:23:52,170 --> 00:23:55,595
you go to primary care doctor, this is one of them. But we're a broad

392
00:23:55,595 --> 00:23:58,735
based, telehealth provider. And I think for us,

393
00:23:59,435 --> 00:24:03,275
you know, I'm I'm very passionate about making health care more accessible, and I

394
00:24:03,275 --> 00:24:06,895
wanna figure out ways. It's pretty much my reason for breathing. And Yeah.

395
00:24:07,148 --> 00:24:10,940
I I I Breathe away, my friend. Welcome. Yeah. And I and I think

396
00:24:10,940 --> 00:24:14,765
that this convergence though of wellness and health, which obviously the

397
00:24:14,765 --> 00:24:18,605
new name for Ursa, the Health and Fitness Association, I

398
00:24:18,605 --> 00:24:22,340
think, is an example of that. Yeah. Sure. And I think,

399
00:24:22,580 --> 00:24:26,179
this is only, you know, our our our goal here is not

400
00:24:26,179 --> 00:24:29,995
just to offer letters of medical necessity to members, but also

401
00:24:29,995 --> 00:24:33,355
to be health care partners for all of these gyms and fitness studios that are

402
00:24:33,355 --> 00:24:36,715
interested in making that leap and understanding what that looks like and how do you

403
00:24:36,715 --> 00:24:40,380
do it in a responsible way and make sure that you can really make people's

404
00:24:40,380 --> 00:24:44,140
lives better more holistically. And I think that's that's that is a

405
00:24:44,140 --> 00:24:47,775
very large, I think, need and something

406
00:24:47,775 --> 00:24:50,815
that, will keep us busy for a very long time. I'd say the first time

407
00:24:50,815 --> 00:24:53,795
that we spoke, you know, several months ago, I didn't fully appreciate

408
00:24:54,570 --> 00:24:58,090
that the the what you were trying to do. I I thought it was more

409
00:24:58,090 --> 00:25:00,669
of like a, an outsourced

410
00:25:01,544 --> 00:25:05,225
health opportunity for franchisors or franchisees or

411
00:25:05,225 --> 00:25:08,990
locations. Basically, plug in and say, like, hey. I'm affiliated Teladoc. Yeah. The

412
00:25:08,990 --> 00:25:12,690
fact that this HSA, FSA is is basically all I'm preaching right now

413
00:25:12,750 --> 00:25:16,505
besides setting up programs for GLP 1, you know,

414
00:25:16,505 --> 00:25:19,865
call it like PLG, and, like, we're gonna reverse the effects of, like, the negative

415
00:25:19,865 --> 00:25:23,625
effects of, like, muscle, you know, atrophy. Those are the 2 things I'm

416
00:25:23,625 --> 00:25:27,220
talking about right now that are important. It's like real revenue helps a member.

417
00:25:27,220 --> 00:25:30,700
Everyone's aligned, and you gotta get on the front end of this because it's gonna

418
00:25:30,820 --> 00:25:34,294
it's gonna be material. Somebody told me they signed up a 173 people last

419
00:25:34,294 --> 00:25:38,134
month related to his HSA FSA usage. I mean, that's a lot of

420
00:25:38,134 --> 00:25:41,914
money. Yeah. I mean, we we've seen, literally,

421
00:25:42,780 --> 00:25:46,540
there are thousands of people coming Yeah. On a regular basis. And

422
00:25:46,540 --> 00:25:49,740
it's it's there's a huge amount of demand for it across the board. And I

423
00:25:49,740 --> 00:25:52,804
think we're just, it's a great industry to be a part of. I I

424
00:25:53,765 --> 00:25:57,365
like, having spent lost lots of my career going to health care conferences,

425
00:25:57,365 --> 00:26:01,170
having this opportunity, everyone's so I think maybe because they work out more, everyone just

426
00:26:01,170 --> 00:26:04,930
seems so much happier and higher energy. And, it's just

427
00:26:04,930 --> 00:26:08,765
great, it's a great industry to be partnering with. Yeah. Well, look. We use

428
00:26:08,765 --> 00:26:11,885
the term halo. We we we don't like the word wellness. It was started in

429
00:26:11,885 --> 00:26:15,660
19 fifties by a guy at the, Mayo Clinic. Okay. His name's doctor Halbert

430
00:26:15,660 --> 00:26:18,940
Dunn. He was a biostatistician, and he was trying to come up with the opposite

431
00:26:18,940 --> 00:26:22,300
of illness. Yeah. So that's how the wellness movement started. So if you're not sick,

432
00:26:22,300 --> 00:26:25,325
you're okay. Yeah. You know? And I was like, dude, like, that no one's ever

433
00:26:25,325 --> 00:26:27,965
come to me like, I got this awesome wellness idea. It kinda drops like a

434
00:26:27,965 --> 00:26:31,539
TED bike. Yeah. So we're playing around with some letters. I'm like, holy shit. The

435
00:26:31,539 --> 00:26:35,299
word halo, health, active, lifestyle outdoors, we're gonna create the halo effect. Yeah.

436
00:26:35,299 --> 00:26:38,965
Obviously, you're you're a big part of that inertia. So what we're trying to do

437
00:26:38,965 --> 00:26:42,325
is tell people, like, you're a halo company. And and all everybody here is fine

438
00:26:42,325 --> 00:26:45,500
for kinda like the halo movement, halo sector, trying to get rid of the word

439
00:26:45,500 --> 00:26:48,240
wellness because I don't want you to be well. I want you to be amazing.

440
00:26:48,300 --> 00:26:50,860
Like, why can't I? Like, I know physically what I need to do, and I

441
00:26:50,860 --> 00:26:53,294
know what you need to do. And if you're disciplined, and I could give you

442
00:26:53,294 --> 00:26:57,054
it in a cost effective way through doctor b, you really have no excuse to

443
00:26:57,054 --> 00:27:00,815
be amazing. So welcome to the industry. Happy to make intros.

444
00:27:00,815 --> 00:27:04,530
Use the t halo term as much as you'd like. We'll help you, you

445
00:27:04,530 --> 00:27:07,490
know, get more and more people on this. And, you know, we're excited that you've,

446
00:27:07,650 --> 00:27:10,530
you know, made the leap into our market. And it's guys like you that are

447
00:27:10,530 --> 00:27:14,125
gonna really, like, change things. So Awesome. Thank you, Slava. Appreciate it.

448
00:27:14,125 --> 00:27:17,805
William, Washington Capital, Jersey next time I see you. Hi,

449
00:27:17,805 --> 00:27:21,280
Slava. Hope you're listening. Nice, Tanner. Talk to you soon, buddy. Later. Cheers.

450
00:27:21,340 --> 00:27:22,160
Thank you.