Mentorship Miniseries - Starting A Telemedicine Practice Now

Hey, welcome! It's action time. I hope you can hear me. If someone can raise their hand to make sure my sound is conducting itself through the internet. Oh, thank you, Anne.

All right, so gang, what are we gonna talk about? We are in the midst of our mentor mentorship miniseries. Um, and I don't know, it's kind of exciting. We've had a really great response to this mini-series, probably the best response that we've had to anything that we've done in a while, which means you guys are into it, which is good. And we wanted to specially focus now on this telehealth essentials, building your virtual clinic.

Who am I? If this is the first one of these you've ever been to, I am Dan Kalish. I am all over the map. I used to be when we could travel, all over the map. So I've taught a lot with IFM in the last couple years, uh, heading up their practice implementation program. That kind of came to a crash when COVID happened. But, um, I've worked in research a little bit, like one big study took a year of my life. I'm most excited now about the work I'm doing with Dr. Lord, Richard Lord, who I spent most of the day talking with. We're doing a lot of really cool educational programs related to clinical nutrition, lab interpretation, looking at the genome, and really understanding that. So it's an exciting time for me professionally right now. I'm learning a lot. I still have patients I work with all the time. And, you know, my background from ancient times was as, uh, well, we called it a phone practice in those days.

So, brief history. When I was first learning how to do functional medicine, my main teacher was Dr. Bill Timmons. And Bill had a practice in downtown San Diego, and I would get in my little Honda and drive down there every Thursday around noon. I would just leave my clinic at noon. I'd work from like, I started seeing patients at seven. I'd see patients from seven a.m. until noon, and then I was out there on Thursdays. Drive down, get down to Bill's office by one, and watch him work in his clinic. However, his clinic was entirely conducted over the phone. And this is like 1995. 1995. Is that true? Yeah, '95, '96, '97, all in there, mid-1990s. So I would just sit next to Bill. He would talk on the phone, and I would look over his shoulder at the patient charts. And that's how I learned how to do functional medicine was in what Bill called his phone practice. Once in a while, a patient would walk in, but not that often. He'd always be wearing like shorts and flip-flops and, uh, you know, like a button-up aloha shirt or something. I was pretty much the origins, I guess, of what we call telehealth or telemedicine.

So when I started my practice a couple years later, doing more active functional medicine, you know, workups, it just seemed normal to me to work on the phone because that's how I learned how to do that. And so, um, from, I guess, the last 20, 25 years, I've been working on the phone. Around 2006, I sold my brick-and-mortar clinic and went to exclusively working on the phone or telemedicine telehealth practice. So I've been doing this for a really long time. I kind of have some general understanding how it works, and I'm excited to see that the world is kind of heading in this direction now.

And we'll talk about this a little bit more later, but we have a couple of courses that are going to be starting soon. There's a boot camp on telehealth. If you guys are interested in the subjects and spending a couple months on it, we have this eight-week deep dive into the details of how to do this, and the planning, and the financial planning, and the strategy, and the business planning, and all that good stuff. So that's coming up in February. 8th. If you guys are interested in a short class on sort of business development, and then we have our mentorship program starting at the end of January. 2.

Okay, so I'll talk about that a little bit more in a minute. But, um, the basics here are that we're always looking at this from this multi-faceted perspective of you, the practitioner, your patients, and then the practice itself. And we want to make sure that, you know, especially in a time like this when there's a lot of transition going on throughout the world, and, you know, a lot of patients and practitioners and practices are being forced into a telehealth or virtual practice model, that you put equal amount of time into developing the practice, communicating with the patients, and then with yourself and your own skills development. And what most of us do is, you know, focus on one area here and not enough sort of spread throughout all these different areas. So just always want to think of that as a theme where you put, you know, an equal amount of time into working on your business and developing your practice as you do into the patient hours that you're spending.

And so this is kind of cool because it's been, um, about, uh, when it was, I guess, last March, this whole thing happened, and the entire world shut down, at least on the West Coast. And so everything closed. And so we started back then this free telehealth seminar series. It was basically me every Tuesday and Thursday, just getting on a webinar with you all and just talking it through. And I know some of you may have actually been there, some that are attending here. But anyways, I did this every Tuesday and Thursday for a couple of months until I was just so exhausted and burned out, I had to stop. I think my staff may have just stopped me. It's like, Dan, you can't stop doing this. But, you know, there, so there was this moment where I had, I was fine because I've been on the phone only for, you know, 15 years, you know, and so my practice was fine. But the community of people that I work with and the friends, some many, many close friends of mine, a lot of students that were in the mentorship, everybody, all of a sudden had their clinic closed. And so there's this pretty big freak out. And, um, from that, I watched a lot of people do really well for, you know, in terms of being able to continue to help patients. And so I thought I would share three examples. And these are real people that really went through being forced into telemedicine telehealth last March due to COVID. And maybe as like, um, a way to convey some of the major ideas, but doing it in a more personal way so you can see have people that you can relate to. So again, these are three sample patients that were actually in the Kalish mentorship last year who actually had to launch a virtual practice due to being forced to do this from COVID. You know, and, um, I work with people pretty closely in the mentorship, you know, and I spend every week, you know, we talk together on the call, and I get to know people pretty well. And so I watched these folks deal with this. And I also talk to them maybe a little extra, the ones that are freaking out. I usually try to reach out to a little more, you know, have a little more personal time with. But they all three totally panicked, as did I, as did all of us, right? But they responded to that panic mode not by like crumpling, but by hitting the "I'm going to really work hard" button. And I'm just going to make this work, no matter what it takes. I'm going to start a new business now, and this is just what's going to happen. And they adopted a whole new model, both business and clinical models, just like literally overnight. And so my hope is, through telling these stories of real-life stuff, that you can get kind of inspired and get some ideas too. Importantly, um, you know, around what you could do yourself. And then towards the end of tonight's talk, after I get through these three stories, I'm going to talk about some more practical information that may be of use to you as well, okay, in terms of how you can make money doing this on the phone, basically how you can survive.

So, first example is Carol. That's not her real name. I changed her name. Um, in March 2020, forced to shut down her brick-and-mortar clinic. Confusion, panic, seemed to be a catastrophic, career-ending moment. She had a loan to cover expenses for a couple months, but things were not looking good. And I very clearly remember when she joined the mentorship, kind of under pressure, in March, watching her pivot from this, you know, several decade in-person clinic as a chiropractor to 100% virtual clinic doing functional medicine. And her tenacity. I mean, the funny part of this is that she's still in the class now, you know, she's just wrapping up the year, and she's like a really, really good functional medicine doctor. Like she totally gets it. She's totally applied everything from the mentorship. She's totally making it work. She's making a very large amount of money and helping a ton of patients and doing something completely new that she's really good at, that she really enjoys, that she was kind of forced to do because of COVID. And so it's not even like a silver lining. I mean, for Carol, this was like career, right? Her, you know, hard right hand turn into a whole different, you know, workup, you know, not working with people physically as a chiropractor anymore, but, you know, having found, as I have personally, a really rewarding career doing functional medicine.

So she did this by taking all of her existing patients that have been seeing her for a long time and reaching out to them with a rapid series of emails and phone calls and follow-ups and some free webinars and, you know, just this constant bombardment of information around her move to this online model, to this virtual clinic where she could obviously not adjust people anymore, help them with their neck or back pain, but was really able now to work on their adrenals and work on their mitochondria and deal with fatigue and strengthen their immune system and all that good stuff that we can do in functional medicine. Um, you know, really amazing pivot. And I mean, I think during our first, first phone call, I wasn't really sure if this was going to work or not. But by, you know, a month into the class, she was scheduling patients, she was ordering labs, she would, you know, submit two or three cases every week in class, and I just watched this woman completely flip things around.

So, key points that I think helped her make this transition: using lab test kits that are easy to perform at home, saliva, stool, and urine samples, easy to collect at home, some blood work, but limited. Having the lab company ship the kits directly to the patient's home, right? So you just go online, you order the kit, she goes out to the patient's home. So she didn't have her staff having to hand out kits or stop them or have a patient come into the clinic. It was closed in the early phase of this anyway, she couldn't have done that, right? So the panic in in Carol was turned into this ability to get the work done, right? So the uncertainty of the moment put her into this overdrive mode of figuring out something new. And rather than falling apart, of course, she stumbled a little bit in the beginning, as anyone would if she's doing something new, but she got the hang of this really quickly. And by the third month of the mentorship, she was not really complaining, but she was stating that she was a little too busy with the phone practice. Now, granted, she's an excellent practitioner already. She obviously had great relationships with a large number of patients. And so getting them enrolled in doing this new model was something that, it was sort of like she had a following already, and now she was just doing something new. It's kind of like, I don't know if you were into Paul Simon. I used to really like Paul Simon. Remember when he kind of got into this new phase of music? Or your, or Bob Dylan's probably a better example. You know, he went a little haywire for a little while there, but you still, I love Bob Dylan, right? So like, when you, when you get someone to follow you and love you and and appreciate your work, you can make these kinds of pivots, as long as you communicate really clearly with your client base. Now, some of the doctors that started to try to do this telehealth thing last year didn't even have like email lists, right? So if you're at a point in your career where you do not have a comprehensive email list of every patient you ever worked on, you know, there's some basic fundamental stuff you need to do to get yourself ready. Someone like Carol was obviously already geared up and had the ability to communicate with people, uh, even though she, or her clinic was closed. So she had, and I think, you know, some sort of primitive functional medicine skills, but not that many. And most of what she had going for her were really her well-developed patient education, patient communication skills. So she could just kind of incorporate something new into the practice that quickly. And also, and I find this a difficult thing, and there's different personality types. You know, there's some practitioners who need to learn everything about a subject before they want to apply it to their patients. And then there's some people who are willing to kind of learn as they go. And so I think you can learn as you go, and this is the way that I learn this work. But, but do it in a responsible way. You know, we're not talking about, you know, putting anyone at risk, but having a little bit in an uncomfortable zone for the practitioner, so that you're learning as you go. Um, and I'm not really faking it, but, um, you know, using basically my mentorship program to to cover you, right? So that, you know, what programs you're going to recommend, you know, what supplements, labs you're going to recommend, because you have some kind of structure behind it. Okay. And now, you know, watching her kind of progress to this whole other level.

So, example two, uh, Duncan. Who I've been quite close with for quite a long period of time. Super busy, super successful, 20-plus year acupuncture clinic in San Francisco. Beautiful clinic, massive overhead. I don't even remember what his rent was, like a million dollars a month or something, you know, San Francisco. Staff running around everywhere, commute that takes an hour or two to get to work, an hour or two to get back. And, you know, no time to start anything new. He really wanted to change things up. He wanted to stop that, you know, running from room to room, doing acupuncture all day long. And even three, two, three years ago now, he came to observe me work on the phone in my virtual practice. And he, he saw that as a goal. He knew that he wanted to do it. And yet, because he was just so busy and so successful in this one, you know, iteration of his life with the acupuncture clinic, he just didn't have time to make the shift. He took the class back in 2015. That's five, six years ago now. And he saw the potential to create new revenue streams. And he really, I think, one of the things that appealed to him was the ability to sell supplements. So he wasn't just dependent on his, you know, in-person, you know, treatments anymore. And he, again, before COVID, was very good at lab interpretation. Always had been good at patient communication, and had a few functional medicine patients a week, like, you know, one or two people a week. He's kind of what we used to call in the lab like a onesie, twosie kind of guy. I don't know. So how many labs you ordering a month? I don't know, like five. You know, how many patients a week? One or two, kind of, um, dabbling in it, you know, and seeing that he wanted that, he wanted to do it, but not really, um, understanding how he can make the transition, especially because he was having such a good run of his 20-plus years in acupuncture, right? But all of a sudden, March 2020, that closed. End of story. He took the very few functional medicine patients he had straight over to the telehealth practice. He moved his acupuncture patients into telehealth. How did he do that? Well, I mean, obviously couldn't do the needles anymore, but he was always really into advising on herbs. He was always super into the Chinese medicine lifestyle coaching that he had learned, and wasn't really able to do a lot of that because he was so busy running from room to room, doing the acupuncture part, right, with the needles. So all of a sudden, he just sort of converted this whole expertise he had developed within Chinese medicine to something that he could do on the phone. And with all this free time that he had because he couldn't work anymore, right, in the regular clinic, he flipped and made this huge change that he'd been wanting to do for quite some time. You know, and it's pretty interesting to see that, um, happen to someone. And again, it's the same kind of thing where you're in this crisis, and then what are you going to do about your response to that? He immediately reconnected with the community. He hadn't been in class for a while. He started to go back and use the tools for the mentorship program. He got into our boot camp class, got his operations and business stuff going. And then he spent a long time creating this online marketing campaign using our patient education slides. So then he was able to release a whole new model, basically a whole new iteration of himself. And he closed down the acupuncture clinic. He walked away from it. It's gone. No overhead anymore. No commuting anymore. It's working on the phone exclusively. No monthly rent, no staff expenses. All his staff is gone. His wife, who's also an acupuncturist, is running the practice and doing all the admin stuff. They work from home together. His stress levels are like, not zero, but, you know, a whole different professional experience now for him to have this dream practice that he kind of imagined would happen in 10 or 15 years, but that again, this COVID pivot sort of forced him to do. Way lower patient volume, not working nearly as hard as he used to. And I went to see his work in his clinic a couple of times. He's literally going from room to room, patient here, patient there, two in the waiting room, you know, that kind of a, you know, structured practice, which is really stressful. And I talked to him about this recently, actually, just like a month or two ago. Even though his patient volume is so much slower, his income is a lot lower, but his overhead is gone. So they're bringing home at the end of the day, you know, about as much money as they did when they had a huge clinic going, but with a fraction of the workload. And when I talked to him a little while ago, he was working remotely from the Sierra Nevada mountains in this lakeside camp cabin that's been in his family for like a hundred years, you know. And he's like, "Oh god, I gotta go down. I gotta go, you know, I'm gonna, my son's like bugging me. It's time to go fishing." So this was like this inspiration for him to live this life that he thought he might do, you know, 15 years down the line, but forced to do it now. And I, I don't know, it's just something of a reconciliation that we're all facing here now with what our dreams are, what our goals are, what we want to do when we retire, what we want to do, you know, how we want to live our best lives professionally, and not, you know, burn out.

Third example here, Phil. Devoted primary care doc over a decade. Dreamed of getting out of this gazillion people a day rush, physics, no time to understand the patient type of practice, right? A little frustrated with the model that he was kind of working within. And then COVID hit. Patients are not so excited about going in to see their primary care doctor in person anymore. He did our internship in advanced functional medicine lab analysis, okay? He did a slightly different program, service, specialized program that we have for a few people. And he got into this, you know, advanced training group looking at genomics and metabolomics, which was really a good fit for him because he's a very academically oriented fellow from a large academic institution. And so it kind of worked for him. And then he moved into a cash-pay concierge membership service model, right? And again, something that he'd been thinking about doing for a long time. He transitioned his practice to focus on lifestyle coaching, on personalized nutrition, a big focus on genomics, advanced metabolomic testing, some of the things he learned from us. And he created this blend of this concierge model of primary care, still doing primary care, right? I'll be allowed on the phone with personalized nutrition and the genetic testing and the functional medicine labs that are quite popular these days. So he took this moment to kind of fully move in this one direction of a concierge or a membership services model, right? And so now, again, it's very similar story to what Duncan went through. He's got this dream practice going where he's integrating primary care with personalized and lifestyle medicine, working on the phone or through virtual practice, you know, telehealth practice, a lot, you know, seeing some people in person now, a little bit, obviously, but things, it was far cry from where we were back last spring, right? And using these genetic tests and metabolomic tests to offer this very sophisticated metabolic health analysis, you know, where, again, sort of a reinvention from a more conventional primary care practice into this uber cool, just what Phil wanted to do, kind of practice, using all kinds of different modalities, metabolic syndrome treatments, high blood pressure treatments, treating things like cardiovascular disease prevention programs. So it's not that different than what are the common complaints seen in primary care, but just offering a different model, right, for that, with a big emphasis on exercise. He's also got a nurse practitioner that does a lot of diet coaching and works as a health coach. And so, you know, I think about all these examples, and and I've watched, and I've, let's be fair, so I picked out like the three super successful people. I didn't want to tell you about, you know, people who are struggling. And some people are struggling. So, I don't know that you would find it inspirational to hear about the people that are struggling. It's not, it's not like a hundred percent of people that I know are doing great, but the vast majority, probably 90-plus percent of the practitioners that I'm close with are doing amazingly well. Now, probably closer to 95. You know, and I, I think that there's, um, a moment that we have here to really just reconsider all of these things that we took for granted on a professional level, like we all are probably on an emotional and personal level as well.

So, a couple of key takeaways here for you all to think about. Okay? Number one, use a coach. You know, make sure that you have a teamwork approach as much as you need to, whether it's like Carol with a staff member, Duncan with his partner doing the work, or with someone like Phil who's using a nurse practitioner. So make sure that you're not overstretching and trying to do all this work yourself. The virtual models that we look at all are going to lower overhead considerably, considerably. So that means that translates into you needing to work fewer hours to generate the same amount of income. In fact, I was talking to a doctor this week who's worried about his practice. He's going all telehealth, telemedicine, and he's generating on average six new patients a month, um, off of Instagram, Facebook, Twitter, and YouTube. You know, and I was like, "Well, let's run the numbers. You know, let's think about this. Okay, what's your overhead like?" "Like zero. You're working from home. You're like in your sweatpants, you know, working on a laptop." Okay, this is not a hard thing to pay for in terms of overhead. So overhead super low. You got six patients a month. Let's see, each, the average patient that we work with, they're doing Kalish's method stuff, spends about $3,500 bucks in a year, easy. So that's $21,000 a month in income times 12. That's $252,000. What do you think about that, Keith? You know, so to him, I was telling to look at that and realize, wow, even at six people. So if you do 10 new patients a month, you're going to be in a really great place. Why? Because the overhead is so low. Back in the day when I had my huge San Diego clinic and I was doing it, this is like, um, before my son was born, 1998. Oh, that's easy. It's easy to remember things based on your kids' birth dates, right? So around 1998, I was doing over a million dollars a year, like 1.2 million a year in my clinic, okay? But my overhead was massive, and I was actually bringing home like literally about 10% of that, okay? About, I spent about a million dollars and I made about a million dollars and I worked like 80 hours a week. So that the math on that doesn't add up that great. And when I went to being exclusively on the phone or telehealth, telemedicine, whatever you want to call this, Skype, whatever you're going to use to conduct your consultations, when I went to exclusively doing a virtual practice, my income dropped in half, but my overhead almost completely went away. And so if you have like $800,000 a year in overhead and you're making a million, okay, that's kind of what it is. And if you have like $150,000 in overhead and you're making a half a million dollars, then that's a whole different set of equations, right? And so if you can lower your overhead, you can work far fewer hours, have a lower patient volume, not be on a burnout track, and be able to get a lot of work done and help a lot of people.

So another key takeaway here is the communication is 100% of the success. Of those three people that I was just talking about, was because they're all good communicators. They all could get access to their patients via email. They all could get onto YouTube, Facebook, and do webinars, just like this one, right? But for patients, patient education stuff, they were all able to create comprehensive educational programs and email campaigns to really engage their audience. And that's this communication, communication, communication. Real. And, um, we'll talk about that a little bit more in a minute when we get into more of the details of some of the things you can do on your own, okay?

And then the next thing is to make sure that you adopt a clinical model that lends itself to a virtual practice. And so again, the way that I teach this in the mentorship, do test kits that the patient can do at home, saliva, stool, urine, a little bit of blood work, but not too much. Some patients don't want to go get their blood drawn right now. So give them some flexibility there, right? Lab kits, lab kits ship direct from the lab company to the patient's home. A distribution company. I use Fullscript. If you guys aren't familiar with them, they're a great company. Fullscript ships all the supplements right to the patient's home. So we don't have any inventory. I don't have to worry about my staff being in an office and receiving lab kits and receiving supplements. It's all done virtually, basically through email and through Fullscript. And that is just a brilliant and super helpful way to do this all right now.

And we'll have time for questions at the end. And now I'm going to transition here. See where we're at. Yeah, so we're going to talk about some more practical things. But before we get to there, I want to talk a little bit about what we're actually doing at the Kalish Institute, kind of behind the scenes. So we have this telehealth business essentials boot camp that starts on February 8th. And this is an eight-week session. We have a series of weekly live calls with a weekly, or I think they're every two weeks, but anyways, we have a series of calls every couple weeks, and we go over business planning, financial planning, operations, logistics, all the kind of details. There's a whole bunch of assignments and worksheets and stuff that you fill out so you can start to plan this whole thing out. We find that the planning process is super key. And then if you're more interested in like really getting into this stuff, you can save a thousand bucks if you want to sign up for the mentorship program. And this starts January 25th. And this is a full year program, small format group, right? There's about 20 doctors in each class. We have a live call each week where we review labs. We have this massive curriculum that you go through online to learn about all this stuff. And then this is really about patient communication skills development, lab interpretation skills development, program supplement program design skills development. And people going through this class come out of it with a really strong sense of how to interpret labs and how to run, um, how to run a functional medicine clinic appropriately on from the clinical side. Okay. We have a really exciting and vibrant group of doctors right now. I don't know, I could talk about them for ages, but it's a lovely group of human beings. I enjoy teaching that class. I teach all the calls myself every week. And, um, can't say enough good things about the people in there. And this, they're helping people at such a great level, and everyone's making money, everyone's being successful financially, in terms of living their life mission, which for all of us is obviously to help other human beings, but you need a certain amount of financial support to be able to make that happen, right? It's very frustrating for me when I see doctors that are not able to make enough money to support themselves and are overworking and burning out, you know. So we really want to avoid that. Anyways, if you're interested in the mentorship, thousand dollar discount if you use that code. And we also have Zoom tours available. If you want to do a quick Zoom tour and see what the class looks like, we'd love to have you join that and and have you work with us at a more detailed level. Okay. And again, I'll do questions at the end in a few minutes, but I got a few more slides here before we get there because I want to give you guys some practical tips.

So, from the internal deep reflection time, which of kind of a planetary moment here, right? Where we're all kind of internally reflecting because no one can go out and do anything socially. Um, where's the silver lining? Is there something that you always wanted to do that you can do now? I mean, honestly, when thinking about Duncan and Phil, this is an absolute blessing. They were able to achieve their career goals instantly because the universe just forced them to make this shift. You know, Carol, I don't think was really like set out and had a life goal. I mean, I'm sorry, Carol, of having, um, Carol didn't really have a life goal of being a functional medicine doc. She probably would have just continued to be a chiropractor if COVID hadn't happened. But for Duncan and for Phil, it was like an instant forced move to do what they really, really wanted to do deep down. You know, and I don't know, I think for those two fellows, you know, they look back on this 10 years from now, they'll probably see this as a, you know, worldwide calamity and disaster, but professional blessing in a lot of different ways. And I think we can all get stuck in things that are working well enough, but aren't really what we want. You know, I think people are in marriages like that, people are in practices like that. Um, I don't know, people have cars like that, you know, whatever it is that you, you have that's kind of working, but it's not exactly what you want it to be. And pre-COVID, we were all running around so busy and so crazy and so overwhelmed for so many different reasons. And especially those of you that may have been successful clinically already or making good money, you know, it, it may have not ever presented itself to do this. But what I see in terms of successful business transitions, and I talk to, you know, dozens of doctors every week about all these different subjects, and quite interested in in understanding the psychology of all this as well, you know, how this works for all of us. But that the successful business transitions play into the strengths of the existing person. You know, they're going in a direction already, and then they're just accelerating that. So in Carol's example, she used her existing patient list to build an entirely new business because she was good at building businesses. You know, Duncan continued his Chinese medicine consults, substituting the Chinese medicine-based lifestyle coaching for his physical exam and for his needle work that he used to do, right, with the acupuncture needles, and then fulfilling this dream of working from home. And I can still remember a bunch of years ago when he came to my house and he's like, "Dan, you're living the dream." I was like, "What are you talking about? This is horrible. I got to talk on the phone all day, and then these patients are complaining." And I was just like, Mr. Grumpy that day. He's like, "Are you kidding? Like, you're living the dream. You're working from home. You're making a great income. I want to be like this." And that, I just made me realize again, this is a couple, three years ago, wow, I got it really good here, you know, this is way pre-COVID. Um, but anyways, it's really wonderful to see a close friend who's now able to fulfill his dream, as horrible as the circumstances were that drove him to that. You know, and then Phil kept his primary care practice intact, right? He wants to be a primary care doc. He's not given up on that, but he was able to flip the business model and get the lifestyle coaching and the genomics, the metabolomics going, so that it was a more rewarding primary care practice, right? So sort of doing it on his terms, but not abandoning what his sort of, um, devotion was, right, what his goals were. And so again, we're turning back to this idea of the three P's and thinking about equal time and energy for yourself, what you need to do to figure all this out, what labs you need to order, how you're going to present them, learning all that stuff. And then also equal time into the patient experience, how to capture the attention of the patient, how to do educational programs for your patients, how to make that patient communication be a centerpiece, because again, that is the key, probably the business key to the success here. And then not ignoring your practice. And I spent an hour and a half today painfully going through every credit card statement from 2020, and with my office manager and online, you know, we were doing like a virtual thing. And you just have to do it, you know, you have to focus on the front office, you have to focus on the back office, you have to put those hours in to make that happen, or or things are just going to kind of fall apart on you.

All right, so now I think we still, we're making pretty good time here. We still have a fair amount of time. So I'm going to take an emotional break here. Let me get a glass of water. Okay, that's it for my break. You know, one time, I'll tell you the story. One time when I was working down at my, my big clinic in San Diego, and, um, I came out of a treatment room and I was talking to my staff, my office manager at the time was this wonderful woman named Maria. She's just a great person. Anyways, we'll talk about, yeah, but anyway, so, and I'm coming out, and then Maria looks at me and she goes, "You know, I don't think I've ever seen you sit down." And I just come out to the front desk and I sat down on a stool because I don't know, there must have been like a couple patients that were running late or something. And she looked at me, said, "I don't think I've ever seen you sit down." And I was like, "Oh, you know." So I'm not against working hard, but I'm very against burning out. And when I see colleagues and close friends burn out and they stop practicing and they're just a shallow, you know, figment of their past self because of burnout, we really have no tolerance for that, okay? Because it ruins people's lives. And so especially in an environment like we're in now, we want you to have a successful financial model so you can help people for decades and you don't burn out. So I'm going to talk a little bit about a few kind of practical things that you might try. And whenever I talk about making more money, we're doing this in the context not so you can buy like a jet or a boat or a third home or something, but so that you can have the time to spend with your family and your loved ones, time to spend meditating, time to spend exercising, time to take care of yourself, right? So that your career doesn't eat you up and chew you up. So all this is becoming highly profitable so that you can help a lot of people for decades to come, you know. And there's a terminal number to all this. I met this French medical doctor maybe 20, 25 years ago. He came into my clinic. I don't remember why he came into my clinic. He wasn't a patient, he was just coming in to visit. This old French guy was like in his late 80s, and he, and I had lunch together. And I still remember this conversation. And he had just retired. He had left France, he'd come to San Diego for some reason. He must have been the friend of one of my patients or something. And so we're hanging out and talking, and he said, "Well," and he's got, I won't try to imitate his accent, but he had to imagine an old guy with a French accent who's very well-dressed, seeing this, right? He's like, "Yeah, well, you know, I helped 30,000 patients." He had a number. And I looked at my thought, wow, this guy, like his career is over. He has a number of people that he helped. You know, and what's that number going to be for you or for me? And how can that number be as big as possible? That number gets bigger if you can practice into your 80s. That number gets smaller if you burn out because you're under financial strain. So when we talk about making more money at the Kalish Institute, we're talking about being like that French guy, where you can be in your 80s, finally retire, and look back on this beautiful 50-year career and say, "I helped 30,000 people improve their health." You know, that's what I did with my life. So anyways, that was very inspirational to me.

So let's talk a little bit about some practical stuff. Number one, discovery calls. Right? So one of the, one of the main things that we do to generate our phone business is we have a free 15-minute call that we offer and call it a discovery call. And, um, it's free, so you have to be kind of careful about what you do and don't do. And it has a very clear intention, which is to get the person to sign up and become a patient. It's not like we're handing out free advice. It's not like the old Linus, Lucy thing where they had like, you know, five-cent free advice or whatever, you know. This is like, you know, it's a marketing tool. And when I think about this, I think about this experience I had a couple, maybe five or six years ago when I was doing a conference or teaching a seminar in Columbus, Ohio. And I don't know, I was like, 20 or 30 people there. There's probably like 30 people there. And at the break, when I was done talking, you know, had the lunch break, this doctor came up to me and she's like, "Oh, you know, it's really nice to meet you, talk to you, Kalish. You've heard a lot about you. You know, my associate doctor, Jane, or whatever her name was, you know, has been doing your work for a long time." And this, I was talking to the senior doctor who ran the clinic, and Jane, not her real name, was, you know, the junior, one of the junior doctors who was just in this large integrative clinic. And the senior doctor was like, "You know, we call Jane 'The Lab'." And I was like, "Oh, that's a little weird. And what's that all about?" She's like, "Because everyone that walks out of her office orders all the lab tests." And Jane started laughing and looking at me because she was there too, listening to this whole thing. I was like, "Okay, what are you doing, Jane?" She's like, "Just doing what you taught us in class." So I want to show you this technique here. It's super straightforward. In this case, we want to get not 95% of people to buy the lab kits, but 95% of people to do the consultation. It's the same exact technique. It's kind of sales 101, but with a functional medicine twist. So what the goal here is that you need to convince the patient on the phone that they need to do a lab, because the labs are what they need us for is to order and interpret the lab. Anybody can look up what an autoimmune paleo diet is. Anybody can figure out what elemental diet is. Anyone can figure out how to exercise. Can take a class on meditation, right? People don't need us to teach them lifestyle stuff. They can just read a book and do that. But they have to have a practitioner in order to order a lab, right? And so if you can convince them that the labs are necessary, then they're going to come in and see you because they need you to order the lab and interpret it for them. And this is 100% of my business now. So if you can master this idea of a discovery call and really get this dialed in, then you can have, um, as some of my really great students too, 90-plus percent success rate on getting those free call people to convert into a phone practice or a virtual practice type person. Okay.

So, key points to think about during these free calls is number one, this is basically your communication skills, right? Learn what the patient's perspective is first, then try to see things from their perspective. And this is just human interaction 101. Meaning that you want to have a general sense of what they think is going on, maybe what a little bit about what they've tried to fix it. You don't want to offer any advice. This is not about giving any advice or any kind of treatment at all. It's a free call, you're not going to offer advice or treatment. Then they're, you know, you're just trying to get to know that person and see what their perspective is. Every five minutes or so, that's maybe two or three times during the call, you want to use a complicated word that they don't understand, but you don't want to do that too often because then they won't understand what you're saying. But you want that to be very clear that you really know what you're doing and that you know a lot more than they do. So I have my favorite words. I always use. I always use cytochrome P450 pathways because no one really knows what that is, and I like the sound of it. And I'll say like something like, "Well, you know, we want to look at your cytochrome P450 pathways. I mean, your," and I'll say, and I'll clarify, they'll say, "Oh, your liver detox pathways. You want to see if you can clear chemicals and heavy metals out of your tissues or not? Wouldn't that be a good idea?" So a little bit of fancy words, but not much. And then don't assume that they're even remotely interested in what you're interested in. They're interested in solving their own problems. They're not interested in all the stuff that we find fascinating. But what you do want to figure out is what they're interested in, and then incorporate that. So I just ask people, "What are you interested in? Do you have a science background? Do you want to, you know, talk about the science behind it? You want to just talk about what you should do? You want, where, you know, where..."

Do you want to go with this conversation? Okay, so there's just a couple of minutes of that. Um, and then the bulk of the discovery call, you know, there's maybe uh three to four minutes of what what I'm talking about right now here, just a little conversational stuff. It's sort of the getting to know you type thing. Is to figure out the answer to two different questions, right? Once you get past this kind of get to know them phase, and one is, when did the problem that your your main complaint first start? When in your life, when in your life did it start? That's the single most important question again, once you're past this introductory stuff. And then, what else was going on in your life around that time? And if you can get the answers to those two questions flushed out really well, then you can explain to them what their timeline is, right? In the IFM language, what their timeline is.

So, for example, if it's a woman who's struggling with fertility problems and you say, "Well, when did this problem first start?" And she'll be like, "Well, you know, we've been trying to get pregnant for a year and a half." And then you should do a follow-up question, say, "Well, would you ever have female hormone problems before that?" And she'll say something like, "Well, yeah, in college my period stopped for a while when I was playing volleyball on the college team, but they came back." And you're like, "Okay, before that?" And then eventually, if you could go back in time with this person, they'll eventually say something like, "Well, yeah, when I was 15, I had really bad PMS, and that's probably when it first started." You know? So you have to go back in time, make sure you understand when the problem really first started, and then say, "What else was going on in your life around that time?" "Well, when I was 15, my parents were going through a divorce. It was really bad. My mom was a really bad alcoholic, and my dad had to take care of us." And whatever the story is, right? So that you go back in time, you understand when they first started to have their problems, and what were the stressors that were affecting them at that time. And if you can get that far in a 10 or 15-minute conversation, there's a 90-plus percent chance they're going to want to be a patient. You're not offering them any advice, you're not treating them, you're just saying, "Wow, it sounds like a lot of this was related to stress. Maybe we should test and correct your stress hormones and your discipline?" You're that, right? And then you start to get into your spiel about the labs that you want to do. And for someone like the female hormone case I'm using right now, I would say, "Hey, you know, we see the number one stress on female hormones is stress, and I want to test and correct your stress hormones, as well as do a month-long panel for your female hormones. Is that something you're interested in?" If yes, you could become a new patient of ours. I think you'd be a good fit. Boom. You know, 10 or 15 minutes to go through that process that I'm laying out here with those two important questions: "When did this problem first start?" and "What else was going on in your life around that time?" Okay, that almost always works. And you can notice it's not offering advice, you're not saying I treat thyroid symptoms, or you're not giving them a supplement. You're just connecting with them on a deeper level, typically than anyone else really has in the past, okay, healthcare provider-wise. Okay, so that's a great sort of tip of the day.

Now, presenting lab findings virtually. You got to think this one through. It's a little different, okay? Because they're not sitting right next to you. So you need educational graphics and handouts. You need personalized packets that you can build. Again, this is education materials, right? You can record the session. You can have pre-recorded instructional videos on all the different issues that they may encounter, so they don't chew up as much of your staff's time. You can have pre-recorded educational videos on anything that you find interesting. A hundred percent of my new patients, a hundred percent of my new patients watch my YouTube videos. Some people watch them all. And when I get on the phone with them and go over their labs, they'll be like, "Oh, but wait a minute, on your video on March the 17th, you said that if you take tryptophan, you should also have above it." You'll be like, "Oh, okay. Well, yeah." You know? So a well-educated patient is a loyal patient. That's all I can say. So tons of educational material. You need to produce all this. It takes a little bit of time, okay?

You also, another second, a second key here, right? Is getting a patient onto a clinically effective supplement program. Is the, the better that you do at this job, the less that you do. The better you get at this job, the less that you do. So if you can choose one product that has many outcomes, uh, my favorite example this right now is glycine. I know that's an obscure one, isn't it? That's why I chose it. So glycine, what's glycine? It's an amino acid. So what does glycine do? Well, I don't know if your glycine levels test low. Do you even think that much about it? Well, yeah, it's really important because glycine is one of the 20 amino acids that you need to make every protein in the body. So if you're low in glycine, you can't make hemoglobin, you can't make insulin, you can't make thyroid hormones, you can't make a gut lining, you can't make anything that's protein-based in the body if you're low in glycine, because you have to have all 20 amino acids to make proteins. So the better that you get at these program design things, the more that you can take a single product like glycine and get a lot done with it. And I find that each year that I do this practice, I'm able to prescribe less in terms of the numbers of products, but get more done. So that's just something to think about long term.

And then using the lab kits that you order to motivate patients to make lifestyle changes and to purchase supplement programs. My favorite example of this is my mom. And I hope she never listens to this because I've only said this every couple years. I'm a little nervous one of these days she's going to listen to one of these. I don't see her on here. Let's check this. She, she logs into these once in a while and she's like, "Danny, I heard you talking about it." I don't see her on here. Okay, she won't listen to the recording. I know that. All right, so I can tell my mom's story. All right, so my mom's story is that I gave her this supplement. This is a bunch of years ago. I gave her this supplement because she was saying that she was tired. And I said, "Mom," and she's a nurse by training and a nurse administrator. She used to run hospitals. She has a master's in public health, so she's very medically oriented. And I knew that, right? The psychology of patient communication. So I said, "Mom, I want you to take this supplement, but it only gets absorbed effectively if you take it on an empty stomach after you've exercised for at least 30 minutes." Which is kind of true, but kind of not really true at all. It was an amino acid. And she was like, "Okay." And so what did she do? Every day she went out and she did her exercise for half an hour, and then she took her pill. And then the next morning she woke up and she actually, and I got her to exercise every day for a half an hour, which she hadn't been doing. And of course, she felt like a million bucks a couple minutes, months later, somewhat related to the supplement, but mostly related to the lifestyle change. So that's kind of an extreme example, but you want to use whatever you can, you know, that's a close to the truth, right? To motivate people to make the lifestyle changes, which is really what ends up making the biggest changes. And you can do this on the phone, right? You don't have to do this in person. This is all stuff you can do on the phone very successfully.

So when I think of the role of labs and supplement sales in a telehealth practice, the lab tests are the key motivational tool, right? You need something to talk about with your patients. You need something to base your prescribing around, both for supplement programs and for lifestyle changes. Now, from an economic perspective, your supplement sales income should eventually equal out to be about what you're making off your hourly fee. So let's say you charge $300 an hour in consults, you should start to eventually generate, if you have patients buying things from you over time, around $300 an hour in profit from supplement sales, okay? If you're not getting close to that, you want to work on your supplement sales a little bit more, okay? And try to figure out how you can do a little bit better there.

So, and then last kind of point before we look at the summary here, and we'll look at questions too, okay? Is, um, this ongoing engagement is required, right? For a phone practice because they're not coming into your office, they're not seeing your staff, you're not hugging and all this kind of stuff. So you got to do this digitally. You got to reach out to people. You got to engage them in a digital kind of way, whether it's Facebook or YouTube or blog posting or videos or Instagram or live thing here, whatever it is. Emails, newsletters are kind of out of date, right? I still do patient education webinars, real short ones. I still do a lot of posting on YouTube for patients. And this engagement that you can do over the internet is really kind of replacing a lot of the hand-holding that we used to be able to do when we're in an in-person clinic. And, you know, it's not exactly the same, but, you know, you can get to know people and they can get to know you really well in this kind of a context, okay? That is not, um, you're not at a disadvantage. Let me put it that way. You're not at a disadvantage because of this, okay?

Um, and then let me talk, let's see, a little bit, uh, oh, about, oh, about the boot camps. I'm supposed to talk about boot camps and then we'll get the questions, okay? So, um, we have this essentials bootcamp series. We've got a whole bunch of them that we're coming out with. They're these short format crash courses to get you over the hump in some certain way. The one that's coming up now is about business and practice building and financial planning. We'll be having ones that come out in, uh, April, I think. Oh, I think they're posted now. I can show you guys this. Hang on a second. I've been working on this for four years. I'm not kidding. I've been working on this for four years. They finally posted it. Not, not because my staff is slow, because it took me this long to figure it out, but it's finally up here. So the telehealth business essentials boot camp, February 8th, that's practice business building, business building planning. You really want to get into the nitty-gritty and force yourself to plan your business out and make more money. That's the one, okay? And then in April, this is my four-year project. We have our lab interpretation boot camp, part one is on amino acids and vitamins. Doesn't sound that exciting, but it's pretty exciting. This is some of the best work that I've ever done. I'm, I'm extremely proud of this. I spent four years working with Dr. Richard Lord to really understand amino acids and vitamins. We've got a whole bunch of lectures that he does as part of this. For the first time, you can actually hear Richard. It's really wonderful. He's the lead scientist in our whole industry. He's the scientist that developed organic acids, fatty acids, amino acids testing. He's the brilliant mind that created the GI Effects test. He's the lead scientist in our whole industry. He's been retired for a while, but I've got him on tape. We've got like 8, 10, maybe 12 hours of him in this boot camp. It's so cool. You get to hear Richard talking about stuff. It's like he's at the enlightened level of understanding, okay? So we got a whole bunch of Richard, a dozen hours of him, and then you stuck with me too, because then I, I'm coming in saying, "Okay, well, now that Richard told you everything about glycine, let me tell you how much to give it. It's at least 3,000 milligrams. If that's not enough after a couple weeks, let's crank the dose up, right?" So I come in, I'm doing more of the practical stuff. So we got this lab interpretation boot camp. If you're really into that stuff, that's going to be in April. And then coming up more soon, we have the business one. And again, I've spent years, four years developing these materials. I think they're going to be really great. All right, so we got that. And then we'll have other, oh, we have a, oh, I should show you one more thing here too. I can't believe I can talk about this stuff publicly now. I've been working.

Then we have another boot camp in June on genomics. This is even cooler stuff. So this is how you can look at these labs, organic acids, fatty acids, amino acids, and pull out and tease out where the genetic problems are, okay? And that's pretty deep. That's a pretty amazing thing to be able to do. And that you can, if you want to, also test for the SNPs and see what's going on there. But this is like a functional assessment to see where the genetic issues are with your patients that are driving a lot of the health problems that people are struggling with, okay? So we have all three of these boot camps coming up: Telehealth Boot Camp, one on amino acids and vitamins, uh, and then Boot Camp II here on the functional genomics on the clinical side, right? Okay. And, oh, and I forgot to mention, and we're trying to price these things so you guys just do them, okay? So this one's like, uh, $600 bucks. You have two payments, so it's like $1200 bucks. Uh, the one on the, the one that took me four years to build, $749 for two months, so it's like $1500 bucks for that class, and it's two months long. There's a gazillion hours of material in there, okay? It's really, really good. So we're trying to price them in a very affordable, like way, so you're not thinking, "Oh my gosh, I can't afford it," and you're going to get a huge amount of information for the amount of money, okay? So that is happening. We got this happening. Let's go to questions now. There's a whole bunch of questions that came in, so let me just go back to that.

And so if a new patient has an account, a Fullscript with another practitioner, do you coax them to switch? Absolutely, yeah. Um, my staff does that. I don't actually do that myself, but absolutely, yeah. I mean, you need to get credit. I mean, part of running the business is you have to make profit from the supplement sales in order for the business model to work, you know? And people shouldn't begrudge you that. So, like, for example, the common examples I like to use, um, are like with cars. Like, if you go get your car repaired, like, I, you know, I have an Audi, I'll admit it. I have an Audi Allroad, it's all-wheel drive, it's cool, low car, it's kind of old. And I had to take it in to get new brakes. I brought it down to Zephyr Motors, and, you know, Joe down there, I love him. And he's like, "Hey Joe, gotta need new brakes." He's like, "Okay, I'll put the brakes on." And then he's like, "Okay, it's gonna be $800," whatever it was. And, and I get the bill, and it's like brake pads and then the service, right? And the brake pads are exactly twice as much as they're worth. So when Joe buys brake pads, he pays, make $100 bucks for him, and he charges me $200. And then he has a service fee for the installation of the labor. And I understand that. He understands I could buy the brake pads for half the price that he charged me, but then he wouldn't make any money because the $100 an hour mechanic bill for the hour of the mechanic's time to put the brakes on, that doesn't pay for anything, you know? They have to make money from the parts, or they would be out of business. That's true for every car repair shop in the United States. They double the price of the parts, and that's really where they're generating their cash from. Same with a bicycle store. You walk into a bicycle store, you buy a bicycle, they don't make any money on the bikes, but then you buy a water bottle and a helmet, and then, you know, some new cleaning thing or whatever, you know, you spend another $100, $200 bucks. They make a ton of money off that stuff, right? The bright, the bikes are kind of like a break-even. The markup on bikes is really small, but they're running a bike shop, and all that stuff they're selling in front around the bikes, you know, the backpacks and the helmets, that's really all the cash is coming from. So it's the same for us as a business model.

Lab shits, uh, labs, slab chips, lab kits that ship. I'm sorry, Lori, that is a hard thing to say fast. Lab kits that ship to New Zealand? Yes, we ship to New Zealand. And we actually have a New Zealand and Australian lab distributor that we use. They're over there. There's NutriSearch and Nutrapath. So that's even easier. And we just use them. So we'll call our Aussie friends and just say, "Hey, you know, could you guys ship a kit to our Australian patients?" And it'll go from Australia to Australia, right? And then we have Adam Ryan in New Zealand. Same thing. He will ship to a New Zealander there. So it's much easier, saves a lot of money on on the shipping cost. Again, those are, NutriSearch and Nutrapath. Okay.

Um, well, here's a good question from Tracy. What if you were beginning a new practice with COVID? All right, let's think about that because this has come up a lot. So a new practice with COVID is extraordinarily difficult because all the examples I used were existing practitioners. So a new practice in the era of COVID, you really have to focus on, on digital marketing. That's really what you have to do. You have to get your YouTube going, your Facebook Live going, your Instagram going. I don't know, I don't use Twitter. If you're a Twitter person, you can tweet or whatever they call it with Twitter. That's really, and the free webinars, you know, you have to start to get that going. That's the way to start to reach out to people.

To use any particular software? Yeah, so the one I recommend, um, is Serbo. These guys are really good. Everybody seems to like them. They're not too expensive. There are some place, you know, what do you call them? You know, systems that are cheaper, um, but I think this is an industry champ sort of standard. Serbo. Let me show you here. They used to be called, they used to have a different name. Here they are. These guys, Serbo, C-E-R-B-O. Um, I, I have my own homemade thing, you know, but Serbo is, is, I think, you know, one of the more popular ones. The other one that's popular is Power to Practice.

I would not lower your rates for virtual. I just charge the same amount. I mean, your time is worth your time. You know, if I talk to my accountant on the phone, God bless David, he charges me, you know, $300 an hour. If I go into his office and meet him, I do get a free cup of water or glass of water all the time. He doesn't really give me treats or anything, but I get a bottle of water every time I go to his office. But he still charges me $300 an hour, okay? So maybe I get a dollar bottle of water, but it's still the same $300 bucks an hour. So yeah, I'm gonna do the same.

Uh oh, and then someone's asking a clinical question. Will the mentor, will the mentor should be offered later in the year? I just finished IFM. You need to wait a bit. Yeah, so we will offer the mentorship about every two months throughout the year. So about every two months, there's a new class starting. Yes, there'll be a replay of this. We'll send out a link to the replay. Never lower your fees for any reason.

Uh oh, why would you be low in glycine? Oh man, that's like, we don't, that's a whole another hour class. But, um, we have probably like literally three or four hours of material on that one subject. So glycine can be used up due to a variety of problems. It's a precursor to glutathione, so you can use up glycine in relation to that. Some people have genetic defects that don't allow them to have enough glycine in their system or hold on to the glycine effectively. So there's a whole multi-hour, multi-month kind of story just around that one amino acid, and it does a lot of really important things.

How long is each session during the boot camps? Um, they're about an hour. Oh, so we do a live call for an hour, and then the curriculum each week, you'll have, I don't know how many hours it is to be honest, but each week you have a series of videos that you watch about financial planning or business planning or telehealth or whatever. So usually an hour or two, something like that. I'm not, I don't know, I did them all, but I can't remember. It's usually a couple hours, and then there's, uh, maybe some weeks is one hour or something, you know, it's gonna vary, but there's plenty of stuff. You listen to that week, then there's assignments, and then there's a weekly, not a weekly call, but I think every two weeks call where we review all the stuff that you guys are supposed to be doing, okay?

Does a mentorship course include materials covered in the boot camps? No, they're entirely separate. They're entirely separate. And that is true. So let me just show you again for, um, Elizabeth here. So, um, and, oh, Elizabeth is asking about access to the boot camp. So the way our policies for access to materials now are that a boot camp, you get access to for a year, okay? And the mentorship materials, you get access to for two years. So the one business boot camp that's not covered in their mentorship, and then amino acids and vitamins is sort of a precursor or warm-up. It's the stuff that you really need to know before you go on and do a whole lot more. And the same with the genomics. So those are not covered in the mentorship, okay? They're entirely separate courses.

And what is the mentorship then? That's a good question. The mentorship is the treatment model. The mentorship is my entire phone practice dumped into your lab. Every script that I do, everything I say to patients, every PowerPoint that I teach from when I do patient education, every new patient intake form, every protocol that I've ever used to solve any kind of problem. That the mentorship is an entire practice just dumped into your lap over the course of a year. It's a treatment model, patient communication stuff, all that. And then the boot camps are little fragmented chunks of stuff that you need to know. But the mentorship is really the entire practice. And, um, the boot camps are meant to be kind of preliminary and support you guys going on into the mentorship.

Can we access the content, uh, after eight weeks? Yeah, yeah. So you have one year. So if you do a boot camp, you have a year of access to those lectures. And then the two-month part of it is the live calls. So like for this boot camp in April, you can see there's four live calls. And so the live calls end after two months, but your access to all the material continues for a full year. And believe me, it's going to take you a year to understand what this is all about. Vitamins are complicated. Like vitamins are really complicated, like so complicated. Each one of the B vitamins operates in a totally different way. It's totally different and profound, you know?

Let's see if I got all these questions here. All right. And if you guys have more questions about the courses specifically, you contact the office and you can do a Zoom tour with Jennifer, and you can jump on the phone with myself, and we can give you a much more kind of accurate blow-by-blow thing on what's going on here, okay? I'm gonna wrap it up now. We're at the hour here. I hope you all are doing well and stay healthy and look forward to talking with you again soon, okay? Take care. Bye for now. You.