let me make one quick announcement before we get into it. And what I want to do is I've heard about these people. Say, subscribe on subscribe, Subscribe again, All right. And I want to test its The last time we asked our viewers for more reviews and we now have 550. Maybe we got 5 400 reviews in just a couple of days. You guys are really active and they all send me messages. I tried to reply to everyone to do. I did. Now, Yeah, I went looking it up. So here's you haven't got a reply. I thought you did get So here's what I want people to dio And the reason I'm gonna I want to do this is because I think people like seeing us succeed, and they like seeing the journey.

So you're gonna help us succeed? So here's what you do. If you have an iPhone, you're gonna goto like the menu where you can, like, turn your WiFi and Bluetooth off and all that. There's a button on the bottom right where you hit record. Okay, record that that's gonna record your screen, then go to the podcast app Goto my 1st 1,000,000 click subscribe and then unsubscribe and that subscribe again. Send us a video of that happening, and if you do also send us a question that you want and we'll answer your questions will bake a Q and A, and this will tell us the truth, right? Because there's no we need to run. The experiment,

you know, is this How does this actually work? Or is this just like a myth? And if you send us your question, ideally, send it via Twitter so everyone could see and can comment in that way, it's easy. So just record yourself. What is it? Subscribing, subscribing and then re subscribing doing a bunch of times Record yourself, post that on Twitter tag one of us or both of us. And then on that same third, ask your question. And, um,

if you don't question, that's fine, too. And then we're gonna look at the chart. So we're going to see what this does to the chart movement. I think it's gonna actually boost the chart movement if I if the theory is correct, you know, I believe this is why podcasters ask people to do this is because this should actually work. And if it does, here's what we'll do if this does work, people keep doing this. What we'll do is with only the people who do that will, like, take a screech out of our analytics and set it to them. Yeah, we'll share the data.

Yeah, no problem. How was the big stage? You went to New York? Yeah. So what I did was I went to New York and I originally went to meet with some advertisers of ours and to wine and dine in or what? Yeah, Yeah, Kinda. I'll tell you about it. And then I went Thio being the Gary Vaynerchuk podcasts. And then I went to beyond Hasn't in pomp. Yeah, everyone knows his pomp, pomp and Anthony. Papa.

Lana. I did hit his podcast. It was cool. Did Gary Vader trucks podcast? First thing in the morning at eight. Or nine. Or 10 a.m. When I got there, I was a little groggy from my flight because I took some medicine. When I flew, it went Okay. We'll see what happens. So you walk in. What happened? Yes, I walked in. So he has two offices in New York.

One Hudson Yards, which I've been to before. It's Buzz. And this one was the studio. It's a little quieter, but still pretty badass. It was awesome, man. Uh, and you guys know each other, You don't know each other, So this is, like, a start time at, But we had he knew who I was, and obviously,

I definitely know who he is. And he knew our company was he, uh he was totally nice. And he was really low key. At first. He wasn't like cocaine, Gary. He was like, You guys do a little chitchat. Small talk beforehand, or you just got into it. So here's what happened. We sat down and, uh, there's, like,

an audience. There's, like, an audience of, like, 10 maybe five or 10 people. Me. It was me and Adam on our side that he had non trash and we sit down and he goes, All right, go. It looks at me. And I was like, I looked at up. I don't care. I think you're interviewing me. He goes,

Oh, I am I right, Adam. Like, Is that right, Adam? Like that? Yeah. That's what we set up out of your safety blanket. Yeah, Garrett was like, Oh, okay. I'll tell you about who you are. And it was good. It was great.

It was a nice guy. That's good to know. Yeah, you know, he's an easy target because he's so loud. Yeah, I believe that he is totally legitimate and a really good business person. I think his company, vain er, is really, really hard to run. And he said that he was currently the C, 00 and CEO, good business, and he's totally legitimate. He's like because you didn't like,

what makes you say that? So you could put him in like the Donald Trump category of a guy who talks a lot. And you're like, I don't know this guy. The real deal, right? He's totally the real deal. He just talks a lot. But what what were the little tidbits that gave you that impression? Right, Because I believe that I'm not lying whenever I asked them to go. So how do you like working here? I always ask employees. I ask the front desk. I go, what what you know,

and you could kind of help. They actually like it. And when he has 100 employees. So the and the office space was it was really expensive. Real estate. There was really nice furniture. Everything was set up professionally. It's a real business, right? So you could tell what's legitimate. And what does it want. You go in there, um, in this Hudson Yards office that had, ah, vain er,

media water, bottled water. The office was buzzing. Everyone had nice computers. It wasn't. It's not a start up, right? I felt like a legit operation totally for 100%. And kudos to him, man. He's talented. And you did the podcast. You know, Rachel performance. I give myself a C plus. Okay.

And then because I was ah, it was hadn't done any reps that day. Like I did a a podcast later, that data had a red firing. Yeah. All right. I'm on. It just was just fell a little flat, but Adam and his people said it was one of their favorite ones they've ever done. And do you have a little prepper team? You would do that? Let's say before you get on stage before you do an interview. How do you you know, switch the light. Yeah, well,

I typically will. Like, you know how it is. Like when we're doing this thing. I was in the pit. I was in a shitty mood a minute ago, and these lights turned on, and you're like, All right, I got a little, like, snap out of it. Um, and, ah, you know,

what I do is I talked to the receptionist, or I'll talk to the uber driver just to, like, start, get out of your head. You get my words going and getting the better, happier mood. Yeah, and that's usually what I do. Okay. Um, is that what you do? Uh, no. Like everything I try to, like,

study and come up with, like, a framework for how to do it in, like, a technique. And so I picked up two things. So I picked up one from Connor McGregor that he I was watching. This documentary can talk with the pencil in your pen. In your mouth? Yes. Oh, this I tried it, and it actually works. Fantastic. So, basically,

you take a pencil or a pen, you hold it. Sort of horizontal sideways. You bite on it. So it's in your mouth you know, sort of going out past your cheeks, and then you just talk for one man. And what happens is because the pencils there and your mounts in this awkward position, your tongue has to really work, like flick over and under this thing to get to the spots it usually goes to. So you end up annunciated way better. I don't know if it's placebo. I don't know if it really is like an actual warm up for your tongue, but this shit works. I've recorded myself before and after, and I could tell the difference on Brother I had other people listen to it.

I said, Tell me which one of these sounds better and, um, whether it's possible or not, that one works for me. The other thing is, um, like a quick physical change. So, um, push ups or something? Push ups, a wind sprint jumping Jack a scream, music. Whatever. I am a big believer that that that the fastest way to change the way you feel if you're changing your body rapidly and works like a Tony Robbins is,

um, Tony Robbins has this great YouTube video. If you go look, if you just YouTube young Tony Robbins. And it's, you know, the same guy minus 25 years. He's in a tank top and he's giving the speech and he talks about you guys before I get on stage. You know, people always ask me, Okay, you're public speaker, you do a really great job. How do you do a great job of this? And he goes because I don't make the mistakes most people do because most people are sitting in a low energy shell body body posture sucks. And then you just get up on stage and they don't warm up like an athlete would never do that.

And he's like, I treat myself like an athlete. I get myself in a mental state of physical state because the second thing I do, I don't try to memorize what I'm supposed to say, because when you try to memorize what you say, you're trying to prepare. But what ends up happening is your mind is then editing. It's comparing. What you're saying is, what you kind of remember you're supposed to say is you have this other whole thing going on in your head that takes you away from the moment, third thing, and this is the last one. He goes before I go up there, I convinced myself that the audience has to hear this, like their lives depend on this information like veiny. I'm here to help.

And if I can get this across like even with this podcast, for example, it's like, you know, somebody is out there. They're commuting their, you know, their They have this idea that they haven't taken action on their kind of beating themselves up about it or, you know, they look around at the five people that they hang out with the most, and they're just like these people are not like me. And we're in their ear balls and they're like, Oh, there are people like me out there and yes, I should take some action And yes, I should have some fucking energy today.

And so he's like, I just convinced myself that they have to hear this and then I'm here to serve him. And I was like, Okay, I do that. Just saying that has made me feel better. You got another thing that I did while I was out there is on Sunday night. I tweeted out. When I fly, I take a lot of Xanax. It's the only drug I d'oh, I don't do any alcohol. And sometimes the night before, I'll take it a little bit as well, because I really hate flying. And so on Sunday night I tweeted that I rented this Airbnb,

which I did, and I'm gonna host Amita. And I got 200 replies saying, Let's meet up right and that I couldn't do that, so I only let 20 trend subscribers come. And so the trend subscribers are also not 100 of you, listener or not, 100% of listeners are subscribers, but also drivers are listening, right? And they So I met, I think at 30 end up coming, and it was fucking awesome. It was so cool up. This one kid flew up from South Carolina or something, and I treated us on the meat.

It was Monday night. I tweeted this on Sunday night like there was no preparation like we always did. Me and Adam landed on a Monday morning. We I went to the Mexican place next door and said, Hey, can you bring over enough tacos for 20 people? Here's two or 300 bucks and go buy some beer will pay you more money. And that's all we did. And it was awesome. Yeah, These people are fucking fanatical is crazy. Um, it's nuts. It's really odd. Who was the most interesting person? So many interesting people.

One guy. There was this one guy. I forget his name. Maybe he's listening. He was an older, the eldest guy there, which is not old, but in his fifties or forties. And he built it. Builds custom electric cards, cars and through the Trans group sold 50 cars. Another custom electric car. Looked like he was making Ah, like they took a ticket Prius Or took four? No, they took.

Yeah, they took, like, a sometime a pickup truck and made it an electric delivery van for a cannabis company in L. A. Because posted at me. I mean, I'm at all times people. One guy who sells fake boobs for a living. So he sells his help me more. Fairchild. Did this guy ever talked to on Twitter? Fairchild. Hunter? Yeah, I see this guy on my twitter old time.

Yeah, he his boss sells fake boobs from his his boss invented like, a better What's in his bio? Because I've looked at this guy's bio and he's not advertising this. Look, you want to be in this girl DD we just sit down. 100 came and we were just shooting the shit. We're like, Hunter. What do you d'oh this'll woman a DD. She's nice. I met her before we were just sitting there, and she's like, Well, I sell breast implants and were like, What's?

And we just started talking. I was like, So do you have, like, a woman who comes with you and, like, shows you, like, shows the buyers like you need like, sales brochures like, How do you have, like, How do you show that your boobs of the best? And he was just like walking through this whole process. It was crazy. I had never heard of such a thing.

Yeah, me neither. But of course he came up from Virginia for this. That's great. All right, cool. So you can do more of that. What? Well, you and I need to do more. So what we can do is New York that we could get easily we could have gotten 200 people so we could do one in New York. I think a cast or whatever we used tells us where people are, right? We got to go to Canada. We got to go to Utah. When we shouted out Utah and I get the number of thes friendly,

ask Utah. You know, citizens, whatever they're called Utahans reach out all the time. Like, Hey, when you guys are here, I got you. So maybe like that, it feels good to be taken care of Like that does. It feels great. Made great hospitality. What months? February. When you end of February, we should do a thing where we could try to hit up like three cities and five days,

right? Or maybe maybe I got into this thing. I don't if I told you about this thing called reality, Have you heard of this? No. So, basically, you know, Jewish people have birthright. And I don't know exactly how much the mechanics of birthright route, but from what I understand about, if you're Jewish, you get to go. It's paid by the sort of wealthy Jewish people around the world. The Christians, fundamental Christian Christians who believe that Israel's the Lanford Jews.

Okay, Didn't know that. So basically, that's a cool thing for Jewish people. You're shaking your head. Are you Jewish, Henry? What you know about it? You just stunned. Yeah, I've never been more jealous than my friends going birthright and then come back. It's like this many study abroad. Yeah, Great. And so then I was like, All right.

Um, what is this? You know, how do we get more of this? So they have this program called Reality Reality 2020. If you want to look it up and it's basically you could be in these different groups, you can be in entertainment. Could be in technology. You could be in whatever social impact you apply to get in if you get in. I applied before I got rejected a few years ago. This time I applied. I got in and it's like a small group. I don't know. 30 people, 40 people that get accepted and get to go. It's not all expenses paid,

but it's like most expenses paid. And so yet, anyway, So we're going on this trip late May now, and I'm gonna see what this is all about. To Israel and I've heard of the save It is, isn't it? See if it did, it was nothing. I don't think you don't have to be Jewish. This one's not like it's like, uh, it's for, like, you know, Israel's,

you know, sort of start up in kind of thought leadership and young people, that sort of thing. The future leaders like a not in a bad way. It's a propaganda thing. It's like to get you into the Israel. It's like a program. Yeah, yeah, so I'm doing that. But, um, my question to you When you going, it's late May. So first scared of Corona virus may not go. Um,

it was good in Germany in May, so we should talk about the device in a second. But secondly, why did you have all the good things? Why don't other people do this? This seems like a great birthright. Seems great. Jews and Mormons. Yeah, Mormons over there like the same thing. But Mormons might be better now because they don't drink. Do Mormons have these perks like that? Like birthright or something? Yeah. They of all types of shit. Dude,

in there, we'll get a basketball and juice they're all, like, real similar. The thing I like is the sort of pay it forward thing. I think Silicon Valley has this a lot Where, Ah, a lot of people who move here the hesitate to reach out to people because they're like, Well, why would this person won't help me? I have nothing to offer. But like that is, the culture of Silicon Valley is to pay it forward is to help the like, next person who doesn't know anything. And I feel like Jews have this in their culture, and I feel like Mormons have this in their culture.

You know, I'm Indian. I don't feel like there's this same. It's not as strong for Indian people to sort of try to help out the next on. I think part of it, because they're such a big population, you can't afford to do it. There's like, I don't know, six million Jewish people on Earth or something crazy and around the world. So I think, you know, with a small number of people, you can offer this like much Maur high touch, help each other model. I agree.

Okay. You want to get into some stuff you want about Corona virus? Are you currently okay? So I'm terrified of Corona virus and, you know, generically I'm terrified. You know, I was terrified without information, and then I started looking into a little bit more so that I don't even know about it. Can you explain what the current fighter says? Yes. So basically, there's a couple of these viruses there of influenza strains and so the flu flu Yet? So, basically, a few years ago,

you probably heard, you know, SARS or swine flu. And so, you know, the very first time I think SARS happened, there was a kid got this flu goes to the doctor's office. They're like, OK, this is the flu and kid dies within, like, a very short amount of time to like, Well, that was odd. That doesn't usually happen. So they took a sample and sent it to like the CDC or whoever,

right? Like they sent it to some lab to say, you know, what do you see here? There's This was a very unusual case. The health deteriorated so quick that's not typical to the flu. And what they realized was, Hey, this is a new strain. Bald I think it was like a tch one and five at the time and was like this is only ever found in animals. This is the first time it's crossed over from animal to human. And so that was bird flu when that happened. And then So there's been these different sort of very, very deadly viruses SARS, which which was very, very popular MERS which happened in the Middle East respiratory syndrome.

So it's kind of the Middle East respiratory. I think syndrome is the what murder stands for, and stars is sort of the same thing. And so the thing with these was that you know all those. There's a lot of hoopla around stars on bird flu like SARS killed less than 1000 people. That's not 1000 total fatalities. Not a big drop in the bucket as far as the death bucket goes on. Earth Corona virus already killed like 3000 plus people, so already much bigger than that. The reason it's scary, though, is actually and and for a while people were like, Oh, don't worry. The fatality rate is low fatality rates like I don't know, 3% for this,

whereas for stars it was like super high. I don't know. I don't think that number was like majority of people who have it die. Where's with this? 3% means you get it. You have a good chance of living. But the big problem with that and the article that I read was called why? You're probably why we probably can't contain Corona virus. Why, you probably are gonna end up getting credit viruses because this virus is extremely contagious, but has these symptoms as these trademarks that are very problematic. So it takes a while for your symptoms to show up so you have it, and you carry it for, like, 14 days without showing symptoms, so you'll be spreading this around and not even realizing you have it.

Then once you have it, you don't just, like, deteriorate in light. Your health doesn't go to shit where they you know you're in the hospital that quarantine you. It's like, you know, it starts innocent and it gets worse over time. So the infectious period is so much longer that there's basically no way to quarantine this thing. There's no way for us to contain this. And so what? The article was saying was like ironically, because it is not as fatal and is not as bad for you right away. This thing is going to be unstoppable. Most likely case, second thing with that was I guess there's four like,

you know, typical strains of the flu, which is why you can get your flu shot and still catch the flu every year. Because there's these four different strains in the vaccine doesn't cover sort of old, all the different variations. And, um and so this guy's case was that most likely, this is now just 1/5 annual strain that we're gonna have to live with, and it's just gonna suck. It's a very, very, you know, kind of a downer. Also, I'm sure, you know,

sort of the bio nerds out there are gonna be like, No, there's 15 million strains, but like, that's the summary that I took away. And if you want to just get the point, that's the point. And so what you have up here is D to see stuff. So, like my I looked at my portfolio yesterday was a fox. So lost money yesterday off the stock market. So crazy shit's happening all around so generically stock market. You know, people get paranoid bonds, you know, people flee to bond.

Stock goes down that sort of thing. Other funny stuff happening, you know, zoom the conferencing software. So the stock ticker zoom goes up 50% today because it's up 50% today. But wait, there's more. It's the stock ticker xe om zoom, but that's not zooms. Actual handle zoos actual handle it Z m. So people are buying the wrong stock because they think people are gonna be working from home and teleconferencing in. And so there, by Zoom, which does something else altogether. Every small cap stock. I don't know,

Henry, check the stock for Z o. M. Actually does. And it's tiny. Stocks jumped 50% today and, like, you know, But you can actually predict this because this happened also at the I Po. Whoever bought Zoom the other thing got his huge pop at Zoom's i p. O. Because of this. So we could have predicted this one. I love when that happens, but all kinds of fucked up thing, some other things,

uh, smart friends are basically saying, Hey, if you need percent, my smart friends, you know, people who actually read the real information and like, understand how the world works. They were like, Hey, if you need prescription drugs, you should start stockpiling because most of it's coming from China, and the supply chain globally is fucked. And, like the world doesn't have that, like friend,

friend of a friend. Basically, um, how the fuck do stockpile prescription meds basically by a buyer, refills and, um, and so that there's no global Plan B for what happens if China gets sick or slow down. We don't have another like supply chain and all kinds of things are suffering. I have friends that have d to see companies that buy their their back Donna. And they're saying shit, yeah, months, months back that I was talking to a supplier yesterday and he was like, Even if we come back to work, there's, you know,

all the other factories that we depend on the printing factor, the packaging guys, and they're not coming like the workers are just not coming back, because in most factories in China, the workers don't actually live in that city permanently. So for Chinese New Year, which is when this happened. So Chinese New Year's a month long holiday. Yeah, well, we obey all Chinese intern he told you about. He goes, he goes. It's the largest travel day in the world, right? Every Chinese person,

everybody goes home. And when they go home to go back to very rural areas and already there's this problem where they don't come along often they don't come back. You know, they don't want to be living in some other city working in a factory. But with this, people are just not coming back on DSO. There's no replacements. It's like a very dire situation. Well, and like obviously a human level, also incredibly dire situation. So to turn shit into gold, where's the opportunity here? I mean, what's gonna happen? Do you think that this is going to impact?

Ah, have long term impact with Chinese China making shit and you have to go elsewhere. I don't know. So there's a question of like so to two theories. One is for stuff like this. The people who are gonna do really well They didn't start now. They started something two years ago, a blogger on being a prepper or whatever, and today's your day. You know, like, this is your month. And so I don't think that I don't know how much I am interested in the sort of like today. Opportunity also feels kinda fucked up. We talked about Judy the other day, right.

The Judy sort of survival bags My friend Joe Spicer bought suffered from, like, survivor kit dot com and he got an email from them saying we have 100 times are normal volume. We apologize, but we're gonna make it happen, right? So those judy thing that which the respiratory of demand for those are not on the Judy bag, but the respiratory master, just like out of stock, you can't get him. And that's like the thing you need is like to protect your long gone. No one can pounce on that. Um, we covered this guy who launched a company called. Um, is it true?

Did Judy? Yeah, Judy, it's Ah, emergency kit. Open orange like emergency backpack. Uh, my wife texted me today and said, What's going by? A bunch of stuff. I feel the same way more people are doing this. Have you ever been in an emergency situation? By the way, have you ever like? Been in a city when, like a flood happens or anything like that?

It's really bizarre how it feels. You know, I was in Hawaii, our honeymoon. There was a hurricane in Hawaii. Oh, I week of our honeymoon when I was there. And so we went to the grocery store where first we go to the hotel, they're like, Hey, um, we have early checking available were like Well, that's cool. Thanks, because we're honeymoon and they're like, No,

we just have, like, a lot of open rooms. There was like, What's going on? They're like, Well, have you seen the weather report like there's our hurricane this week? Of course I don't take the weather, so I booked the honeymoon on a hurricane week. And so we go to the grocery store, and it's like the zombie attack has happened. Like all the water bottles are gone like the shelves are empty. People are just checking out like four carts worth. It's really like it's odd, eerie,

eerie feeling when that happens. Yeah, this thing that my issue here is an opportunity. If someone wants to go or is, you know how pulled eyes it. There's a politico check that was called political politico. Fact. You mean like the fact checking thing? Yeah, I don't know it's called. So what you do is like, did Bloomberg really say this right? And it goes, That's what I want for a Corona virus Right now I don't know what's true And what is it? So there's a blogger called, I believe it's called the prepared dot com.

It is exactly what you want. It is plain English. It's like, Here's the facts, not the overreaction. And by the way, we'll tell you about the overreaction. Why? It's an overreaction. But here's the fax presented in a calm, calm way. That site is beautiful. It works great on your phone. I tweeted at the guy who started like, this is a thank you for making this. Yeah,

I was like, thank you for making this site because this is exactly what I need in this situation. It also filled nicely. A bunch of people must be going. I feel like it's selling kits. Thes selling kits. Okay, this guy's awesome. Cool. I'm into this scary situation. Um, yeah. Scary all around. Best of luck to everybody. Yes, for sure.

Uh, okay. You wanna move on? Move on. Okay. Um, I I have a few interesting things that happened cool company that we could talk about. The first thing is something that has made a huge impact on me. And I think more people need to take advantage of it, which is transparent number. So basically, there's a group of people out there who believe that transparency is good and they share all of their revenue. They share. They share their every metric about their business as deep as everyone's salary. Their bank balance churn, how much it cost Thio acquire customer How much customers stays on for everything.

Some are a little bit less. We'll share how many customers they have, how much revenue they have, what the bank balances Maur People should follow these businesses. I for one totally against that. I don't think you should never reveal that, but I'm happy they dio Yeah, So some examples. So thorough. So first of all, my friend Encore. What's encores? Last name. He runs teachable. Uh, remembers last name?

If you Google on, can you tell me on course founder of Teachable. Okay, so he reveals on Twitter the valuation of every round. What is it? Not Paul? Yes, said Knock Pole knocked Paul. He reveals the evaluation of every just raised, 20 million bucks at, uh, whatever 100. Something really good. And he reveals how much revenue they have. How many customers have. It's awesome.

Yes, love that The other guy is Sawhill Sawhill from Gum Road. Shitty business Seems like an awesome guy, he reveals. Every single month you could. Google Gum Road founder Sawhill. It's on Twitter if he just doesn't have a tweet land sitting after, you don't have to dive into the books here. 40 characters Joel for Buffer. He does this. They actually just switch. So if you go toe bear metrics dot com or Google Bear metrics, they have, like 18 different companies that do this, and it's pretty cool. And Joel from Buffer,

used to be on there. There are $22 million your company, so pretty valuable, and they were what they did. Everything. Every employee salaries, like name, salary, equity, you know, level everything. And you know what? They're changing. They're showing less. Unless have you talked to him? You know why it becomes problematic when you have more people?

Yeah, uh, it was like, you know, guy creates, you know, turns his kitchen into a man cave instead, gets a girlfriend and is like, Ah, she doesn't like it. Yeah, no shit, man. Like, don't do this. Like when you bought the plasma and put it on the fridge.

People don't like their salary being public. What salary? They still do equity. People get upset when they see their coworker who slacks off and work from home two days a week. And they say his salary because people understand that like different people have different situations. It's not like so. So they did it, I think, in a smart way, which is? They basically were like they used this customer acquisition. It's part of their story because they got their ass kicked by hub spot. And so they like Hoot suite. You know, this has become a bit of ah, playbook for small business of business SAS companies,

which is look. Acquisition of customers is hard. If my customers a small business owner, what a small business. What would bring a small business owner to me? What content could I put out there that would make a small business owner come. So instead of saying seven tips to have more effective meetings, they were like, Here's our Here's our P and L for this month And sure enough, a lot of people wanted to see that it's a lot of you will discover their product through this. And so, you know, maybe this lines up totally with their values, and that's why they did it. Definitely, definitely.

It was a great way for people to discover their business. I didn't use buffer, but I read all their shit. And if anybody ever needed a solution like Buffer, I was like, Oh, buffer, you should use buffer. Why? Because otherwise I wouldn't have even known about them. And so this was a pretty counterintuitive thing that they did, and they were the only ones doing it. And so you always get paid when you're the only one doing it. If it's juicy, Yeah, and so on.

One more person who's doing it and his business is way better than Buffer. I love this guy's business. So it's my friend Nathan Barry. I've met Nathan a while ago, and Nathan has his company called Convert Kit. They do close to two million and monthly recurring revenue. So 24 million he owns 100% of it. It's probably 100 to $20 million company like it's really valuable, because once customers are locked in, it's basically a maelstrom. Competitors. An email that seems high to two million a month. You said, that's for sure. So much they dio So they do to me. You know that 24 year So 24 million you think they're worth what,

10 times? 10 times? Okay, maybe growing like a weed. Many people don't switch from there. Email platform. Yeah, it all depend on the retention. So can you pull up? Actually, can you open it? Open up their metrics? So just high. Just Google like bear metrics, dashboard or something? Forget what the You're Ella's,

but it's like something dot biometrics dot com, and it's like their whole companies, like, here's how many new customers we got. Here's how many people turned this month. It's like all of their graphs, and you can use it for your company, even showed how much profit they make. I think it's like convert Kit. It's like you hear this. You gotta zoom in. There you go. So this I don't know if this is their business, but this is like the example thing, but it's like monthly recurring revenue net revenue fees. This'd somebody else you gotta do.

Convert kit, do convert kit bear metrics have been convert kit revenue. Maybe if you count. I also use convert kit actually pay for subscription because I'm like this product so fucking powerful. I don't actually have many sequences set up. I have a sequence of one email right now, which is not a sequence is just a female, but, um, I think it's a great product. I love convert Kit. I love Nathan. Nathan's a great guy. Nathan's only 26 or seven years old. We talked. We talked about the idea of doing a drip sequence to build a newsletter for women going through pregnancy and like,

week by week and I had a friend are starting a random listener. Reach out on Twitter is like I'm doing this. Here's my kind of unique asset. I have to go about this. And how should I set this up? And I sent him to convert kid. I was like, Dude, you're problem is gonna be solved in like, you know, the next 90 minutes. What are people, even bear measures? Why can't you find it? Here you go 1.7 million eyes that it is. What's the Euro?

Yes, a 1.7 million monthly recurring revenue, and you could just look at the state turn. So annual run right doing 20 year, which is up 1.7%. That's gotta be how much this month? Revenue chair and 5.1% per month. That's up. It's not great either. Well, it's because it's a small to medium business. Like if you're turning 5% a month, that's like, What's the what's the Net growth? So 5% a month is the churn. What's the new business every month?

One and 1/2 percent. 1%? Yes, sir. He's net negative then per month? No, I think that that turn that growth. That growth number takes into account turn, actually. Okay. Gotcha. Okay, that's that. But this is because it's the average revenue even says so. They make, on average $60 a $60 a month per user,

right? The thing on the right on a medium business. Gonna have a house Gonna have higher trinket, better other sass. But if you're if you're a real sicko, you could just look at the live stream on the right and see every minute when somebody pays them. It'll say, like Mrs $20 paid by anonymous company. Dude, he's got a lot of failed payments here. You get on that, Nathan, What's going on? Can't be failing. Is three out of the 12 payments here failed for it. He has a chart that says Which one's failed?

So these these companies are badass. I you wouldn't do it. No, I think. What about a part of what you do? The email list size the revenue. I don't want to share anything publicly. Well, I'll say, like eight figures or something? No, I just don't think it brings a lot of good either. You know, when a company's trying to raise or sell their business because, like two months before all these articles will come out just like handing over there handing over information, why is that happening?

Because they want to raise the rather they want to sell their company in the next six months. I don't Can you go to the next? Go back to the Google doc? No, I'm not a fan of it. Uh, one time when I did my first conference, when I was younger, it made, like, 60 grand in profit. And I told everyone in the block post and hated the attention, so I'm never gonna do it again. Okay, so let's talk about pipe dot com, you know,

pipe dot com I saw this, and I was like, Dude, this is awesome. I was came to the I came to our little scratch pad to write it down, and you already had a written down. Okay, So here's what Here's here's let me set the stage here. So when you have a subscription business, I'm talking about software subscription. But maybe it could work for all types of stuff. What happens is you do one of two things. The first is you say, All right, you sign this deal and you owe us $200 a month. And so that is a 24 $100 a year subscription service,

and the company that is your customer will pay you $200 a month. What a lot of companies prefer to do, but this is actually a lot harder. As they say, All right, you signed one year contract. Let's get all of your payment up front right now. The Here's the balance here is do you want? This is what people think. They can either get more customers and allow them to pay monthly. Or they can get less customers but allow them to pay annually and get all that cash flow up front. And what political party, what they dio dot com If you have a business like convert kit and they have a history of three years and it says, Look every month or turn right historically is 5% pipe can go. Okay, so you have all these customers paying you each month.

Let's just I don't know how they discounted, but they probably they probably discounted a lot, so they d rate risk it. And this will say, Well, let's just assume that you're gonna have 20% monthly turn right. We're just gonna give you all that money up front, and you owe us as the money comes in with a little bit of interest, right? Awesome, awesome business So I have so many thoughts. All right, so a couple things First, the financial infrastructure, What's what's really going on here? The financial infrastructure for software companies and tech businesses is being rebuilt.

So we already had investors, right? Angel investors seed investors. Siri's a investors blah, blah, blah. But then you have a bank for startups. Mercury started by successful founders from Hey, Zap, they started Mercury. It's supposed to be a bank designed for start ups, and then you have things like bricks or ramp, which we talked about, which is like business credit card designed for start ups. Because the legacy institutions don't understand how to value these companies how to assess risk or howto like fun and finance these companies. Then you have things that are,

you know, like market places where you could buy and sell to buy and sell online businesses, like quite like brokers or wherever you have due diligence firms that pop up that specialize in software business, like sent Erica. Then you have, you know, guys like pipe, which basically say great. You know you have a cash flow problem, but you have steady. We know you have a predictable book of business. We will give you the cash up front and we'll take a big off the top of that. And so I think these are all really smart businesses, Um, each one at a different part of the the financial stack or software technology. Come fast pay.

We use it. It's pipe. But for media and publishers, and Pipe has raised 70 million and funding. They're kind of stupid because we use them and we have, AH, 1,000,000 millions of dollars in credit from them, and we won't leave them because it's a wonderful service. But the reason why they're kind of stupid is because the market's a lot smaller. Right then software and the numbers are a lot smaller. I think pipe will be a multi $1,000,000,000 company, or the one problem or that is a lot of a lot of competition. Yeah, I think the aggregate will be so. For example, there's also happening on the customer side,

right? So companies like a firm or says ill or after paying consumer, that's on the consumer side, but same same idea, which is like they're trying to provide different financial instrument that, like the traditional financial company, like the current sort of incumbents aren't really figuring out. How do we help e commerce companies? Sort of. How do we help merchants, you know, turn their products into monthly payments for the customers? But a firm came out and did it and fast are sorry, not fast day after pay after pays, like $8 billion company or something like that in Australia. Ah,

firm is a multi $1,000,000,000 company here doing the exact same thing. And they're all fighting over these merchants. I love this shipment. I say, Fuck the big banks. I fucking hate him. You hate him so much. I hate having to talk to our rep. They don't understand me. They understand what we're doing. So Sean are the producer and editor for the podcast. He had an idea. So I asked him one day because I, you know, I haven't wanted to sort of my right hand man. So sometimes I just picked him with just random questions.

I said, What's the biggest idea in your head right now? I was like, you know, what's the biggest startup idea you got? And you know, he's 2021 years old. I don't know exactly how old the spc and guy And so he goes, Well, I've been, ah, you know, freelancer contractor for you and many other people for for last few years. And he's like, Why doesn't a sort of fast pay or pipe exist for contractors, like,

have my invoice? Um, just give me the money now and then you wait, like when the company pays you take and you take 5% big idea after thing. And I've actually heard this idea a few times before of like, my wife was a consultant, you know? And so she always got paid like this on a 30 year, 60 day cycle, and she's she would have 20 grand sitting an outstanding payments if she could just get the 20 grand, you know, headache free. She would take 1950. You know, she'll take 19,000 out of that just to get the money now and not have to keep following up via email. To be like,

Hey, have you paid it yet? And like all that stuff and so the problem seems real, and this is more of a question to the audience of like, what? Am I wrong? about what don't I get about this idea? Seems like a great idea on the surface. Um, what's the problem with this idea? Because I've heard it bandied around a few times over the years. It's not a not like super Nishi idea. I think a lot of people could have this idea. So what's wrong with it? And I think that you can learn just as much from common ideas that don't work as you can from great ideas that do work. If you start to identify,

why does this seemingly good idea not work? Why have people tried and failed over and over again? There's a lot to learn as an entrepreneur. Yeah, I'm digging that, um, I so hype dot coms out. I'm loving those things. One thing. Hey, Henry, there's a guest downstairs. Would you mind letting her in? And she's going to join us for like the next segment. Julia, what's up? How are you? You're already my good books because you actually listen to the podcast. Not all the guests do

e. I have Ah, there's a bunch of envoy

fans. Great. Shout out to them. Do you have like that? Like corny name for your employees. Like every well, Ian's are literally. My God, is that really

well? But that was like, Hey, did you just come up with that? Because that is not that great. And so I think like, that sounds better. Shit. Do you guys have this hustle?

Do you have, like, less alone Ian's or some shit? No. Yeah. No, you're fired. Actually, if you say something like that way right, people. Yeah, well, you know, with Bebo, somebody tried to, like do that. And I was like,

Think there's not a nice one, because I don't want this as, like, a think Bieber's. That would have been it. By the way, I'm followed by Justin Bieber on Twitter. No big deal for real. Yeah. So cross 10,000 followers and Justin Bieber follows. May I D. And, um, he did not reply. It's got to be one of those boxes. Just find people follow.

I don't know, Henry. Just be remember, followers will find out. The only way this can go is down for me where he follows millions of people eyes, not alone. Ever. Yeah. Okay. I'm one of the top 300,000 friends of Justin Bieber. So let's just leave it. Okay? So it's speaking. If so, you have your Julia Every well is your company name? Your name's Julia Cheek.

That's cool. Name. Um I hate my last name. And so I'm always thinking, like of, you know, just totally rebranding it to something cool. But then I know people will be like Did you just change your last name to try to sound cool? Which is probably the least cool that you could D'oh!

I've got the opportunity to do that. I decided I had a choice to you.

Yeah, you did it. Okay, great. And so for people listening who are like, OK, great. Who is this person? Where they joined in the show. Give us the, like, 30 seconds. About what's interesting

about you. Yeah. So, uh, geek, I've been founder and CEO of early. Well, we're based in Austin. We're about to celebrate our five year anniversary, which is hard to believe. Probably the most interesting thing about me starting this company is I started a company in the blood testing space in the direct to consumer space. Coming with no entrepreneurial background healthcare background whatsoever. Had every have X in the box

of why you were a consultant, right?

I was a management consultant. I went at Deloitte. Really, really traditional. Sam's

all about the pedigrees. I hate it. I don't care. Sounds like harvard. Okay? I'm in.

Your interest in ties turned me on to being an entrepreneur when I was there, but certainly like I was really on the corporate path. Andi have this idea. When I was working at MoneyGram and left my job to do it, and I can confidently say 100% of people, you know, he was like

So what's the company do?

Yeah. So, uh, when I was five years ago, when I was working money, Graham, I had a bunch of all these unexplained health symptoms. This is super common here. Woman in their twenties and thirties is they have chronic fatigue, aches and pains. They're not taken seriously of doctors. So I went to five or six different doctors on good health insurance, and each of them were indifferent blood tests. I never got my results. I paid over $2500 out of pocket nothing. Material showed up.

What? You never got your results? You personally didn't receive. The

doctor looks at it, even if they called me like I missed the call. Nobody ever called things normal. Well, what does that mean? You tested 100 different things like Justcause. Something's not totally out Wack doesn't mean there's not interesting or useful rush in there. So I sat down. I looked at the health of transplants, even a thought man. People are gonna have to start paying for all this in a more meaningful way than we are today. And I'm at least confident that my code words of women between 25 45 can't get the testing that they write. And I think I saw that really started out honestly. Not that it wasn't a big vision, but it was a little bit like, If you if you think about the first group you're solving a problem for, that's what we want for.

So today we have 35 different tests. Really well dot com on Amazon Target, CBS Kroger. We work with Humana, and we offer consumer initiated testing for everything from STD testing, heart health, food sensitivity, et cetera.

Basically, is it every test?

It's like 90% of common test covers.

Did you raise money?

Doctor? I've raised over $50 million

from 50

50 from West and East Coast feces. That was after obviously, having, like, three rounds of clawing my way through funding. And then but only things did get easier. We actually agree from zero Thio.

Is that okay? No Corona virus, but fish around for the for the 40 way Provo virus. You guys

sell, clothe, busy. Thanks, but I'm hopeful there's progress, as we learned today from Gilly and a couple other companies and hopeful.

And so are those one time purchases the 40 million?

No, it's I mean, it's a combination of new customer acquisition and repeat. We have a really healthy repeat business because a lot of our tests or things like cholesterol,

it's that recurring, is

what I mean. It's not recurring. We do have a better price contracts that for Medicare, right? But it's a mix of what I would call one time repeat and the actual recording contracts, which is your challenges. There's gonna bad, I think when you have a one time heavy business up front, you have to build a good set of economics from the get go so that you're not just optimizing on this like promise of back, right? Right, So that's been good for us. On the other hand, we've had to be super super disciplined in a way that I think

again, right? So you're based out of Boston. You do this D to see at home test that then gets sent to a lab partner lab. They analyze it, you get the full report. It's like, Here's everything. Here's what's interesting about this. You can share it. It's like the way that it should be like if you didn't even you didn't have to get invent this. If you just ask the lay person you like, how should this work? That's the description, and then you just made that happen in real life. The other thing that's interesting is you were on Shark Tank. So as a fan of reality TV,

me and Sam both watched the challenge. Probably the trashiest reality show that there it's the season finale of the Netflix one. Which one? No, the one where they get married after living in the room. Love is blind. Yeah, we did it all come out already. Then they just released today. Today, I'm at Episode three of that one. Good show. It's pretty off. Pretty good show. Uh, have you seen it?

Do you know the premise? Yes. It's actually pretty clearly a sooth cut off the show. You don't get, like, eliminated survivor style Do just edit you out like you just not show. Never again. If you didn't propose as a lens of happening is, it's 10 days behind a wall. You talk to this person and your speed dating basically behind a wall. You're kind of like deciding who you like, and then someone proposes through the wall. So they're like, Can you come close to the wall, please? I'm on a knee now,

and I want you to marry me. And then But the thing is that I thought that's where the show would end. But then they, like, put them in the real world together. And they're like, All right, you're gonna get married in 30 days and see what happens. And it's pretty interesting stuff. So good job, Netflix Channel. You asking her about production starting? Because, um, tell me about how it came about you. You applied many times one time.

How'd you get on? Yeah. So starting wasn't honestly, I am a huge fan of the show. I also a huge fan of my own experience. That's not everyone has to say what I always do, Really. Game changing thing for entrepreneurs. If you do it the right way, it is a lot of work. Work. I

once your owner

before you're on your own. Okay, so I would say like So I we aired November 2017. Go to the beginning. How'd you even audition like a nine month process of? I would say that you're 2017. So we apply and buy me a 50 page written application

online

or is printed and written out trying to, like,

takes forever. So you write this whole thing,

right? This whole thing out, I will be honest. I was I was a finalist. Producers reached out. Maybe they reached

out. That's cool.

So it's kind of like if you're thinking about American Idol, maybe I would never be. But you either get contacted and sort of front tradition or you wanna wait in line. So it's not that I necessarily a better chance, but I did get short cut so filled out the application projects 40 hours. What? You have to sign all their contracts recently signed your identity and image away ABC for perpetuity. But and then, from there you do a voice interview with producers. Do a video interview as well with the application that another video interview of your hedge. And then from there that producers work with you for about four months to get like, What is your story? What is your brand? What is You're crazy. You're what I think you realize human interest story, human interest story. You're there to make good reality TV, but it is. Your decision will help human advise you. But this is your gig, and it's up to you to decide how you want to slow yourself.

But so do you still remember me? Do you still remember your opening? Because you probably drilled it like, 1000 times?

I did. And I will tell you, I thought I was, like, really good comfortable public speaking. And I did this. Okay, I was really bad. And now now

I have no money from them.

I did. So I signed. I shook on the largest steel ever for female entrepreneur. So Lord Grenier. She's on board. She's been true about this because

of Q B C

or what for Mia was really at the time, we had no brick and mortar retail presents, and I knew that that was a priority for us to create a product like actually accessible, ubiquitous. That's actually been a really good move for us, but I felt that she would be invaluable in helping us to get that she helped stores. Yeah, she really helped with packaging and branding and making something that's accessible when you're trying to, like, sell a testing kit where either people think it's a DNA kit right where they have no idea what it is able to differentiate about 10 seconds to grasp. How much of a check did she write? So the deal we shook on

Waas Why do you keep saying Shook? Because there's the shakedown. And then there's the actual deal. What's the actual deal? Different? Yes, better, worse and better, Because why does the deal changed? Normally, there's like they do diligence and they might change it, probably for their favor. You're saying it's better for you guys. How does it improve

after you shake on the deal on the show. A fair number of those deals. I think it's something like over half, never come to fruition at all, and then another quarter or so actually change and then another quarter. Get down. On the terms

that I had, a bunch of friends say they screw. Yeah, I think it grew. These

are shark has a different approach. So, like I, they're totally you, then go into their management company, right? So you're going into Mark Cuban companies or Lori Grenier's companies. And so it's not a I don't know what the Sharks processes. I can say Laurie's Super Fair. They go through very detailed diligence on everything. But you know what? The show actually does diligence on you. They had an adventure analyst on board, so they run diligence on you before you

ever pit evaluation.

You guys agreed on ice I pitched. My valuation was 20 million post money.

And how much did she invest? Said how much they agree on

what it was. A line of credit deal at 8% interest rate for five.

And was it like, you know, hey, deal, offer on the spot, or do you have this like long pause we like, Can I think and write this down?

Well, in my case, every shark was out, and I actually knew I wanted either Lloyd or Margaret. Sorry, Lori or Mark Cuban. And so I was really excited about it. And so I really did want to work with her, and it was a good deal. So I actually sat on the show because you're supposed to negotiate, they said, because it makes good TV. Yes, so I said, I know I'm supposed to negotiate, but I want to take this deal so I didn't. You do have it is really what you see. Like you can exit, you could talk about it with your partner. You can call a lifeline our friends. They may edit that out or whatever else that you can take a minute to think

what something people don't don't see or don't realize. That is different from having actually gone through it versus watching it. What's

what's one difference? People know it's edited. I don't think people realize how long the actual time filming can be from when you walk in and walk out to like what they add it down to five minutes. So it varies that mine is probably an hour and they added it to seven minutes. Some people have gone up to 2 to 3 hours summer, 15 minutes, right? And so I think you know, it's edited to a degree, but I don't think you realize how much discussion

actually happens. Look, Laurie investing her own money, she hasn't. So then the shame of fun. Or is it literally just hearse?

It isn't a fun structure, but it's her capital. How? How much you think she's worth? You know, I don't know. I will say she is a prolific sales person in the sense that, like the top three or four companies from Shark Tank and I mean companies that have done like 1/4 of a 1,000,000,000 in sales squad 20. Yeah, it does. She has a relationship with each of those companies and is invested in each of those companies. S O, I suspect quite a bit. Not to mention her own patent portfolio success.

Right, But does pay cash. I mean, who cares if you mean it's important, But if you own equity in the business, Yeah. So where is her cash coming from? the very same thing to get to the bottom of the O checks. She takes that Saudi money

different, right? So she doesn't just like any VC. Deal is different, right? She's negotiating a deal with me. It's different. I don't know what terms are with the rest of our companies. I do know she has put all of these companies on the map from scrubbed out, too. She delivers e. Actually, I don't have a right. I mean, it doesn't very popular. Yeah, apparently. So.

How much traffic did your sight get?

Oh, yeah, way. Three years ago, it was November,

which would be even better than now because people watch

TV more than right, And it there the night before Cyber Monday was it couldn't have been a Saturday. My poor team. They were wonderful. They canceled all their Thanksgiving, you know, a lot of work, but what we got about 30 times are normal traffic. But we had an interesting experience. We didn't have this tremendous, like, huge spike the night of in terms of purchases. But we ended up doing about a $1,000,000 in sales, which at the time was a tremendously large number for us in, like, the four day period after of the show. So there's been a little bit of this interesting thing for us that I haven't heard many of the company,

which is we doubled like we doubled in that week on a run rate standpoint. And then we continue doubling the next month, and we never had that decline. Right? But we didn't have this spike in, like, the three hour period that we aired. Yeah.

You know how much traffic it was A 1,000,000 million. Unique. 24 hours.

Yeah. So And we did. I mean, we had Teoh at the time. We were not set up for that scale. Now way. We've always been on, uh, calmer. Not with commerce. Not shopping by big commerce. Built on it now And, like, totally customized something else. I know it was one of the big ones that, actually, I think we should have gone shopping. Shopping? Exactly.

Like to think he's

listening. Yeah, So, um,

might be we're trying to get my

evaluation. Yeah, streams on twitch. So Yeah, so we saw really good traffic increase, but it was It was a very different pattern. And Laurie warned us about that? She said some cos it's like they sell out immediately. And some companies, it's just a slow ride. Slow burn. That was what it was with us. But we did not crash, which was essential.

Did you have a bunch of questions? Do you have some? I have some not about shark tank that close the shark tank. I know nothing about become back as one of the glory. Children

surely potentially are actually in two years with the number. We're number 10 on the all time

best selling list. Right. What's number one?

Body part socks and then squatty potty rhombus.

How about that?

Yeah, that 150 million in sales. Shit. Yes,

I'm very well, thank you. Yeah, I went on Twitter. So what's the best sock money can buy? When we sold the company, I was like, I'm gonna buy Unlimited of the best sock was the thing. I always told myself that school when I become a millionaire, unlimited best socks, bomb bus was like, what Everybody said. Yeah, I love them, but I need more, That's all. Like I ran out.

Yeah, I bought the whatever the like 60 pair or whatever like I think I need, like, 500 pairs of socks, like laundry. You know, that's like when the best hacks you could do is what I did, was I? I only have one pair of underwear, but I own, like, 30 of them and one pair of socks, and I own 50 of them, so I never matched socks. It's the greatest hack ever. Yes,

I've been doing sounds 18. Should be okay, so I got a question for you. Let's say I buy the product what I actually do at home when I take the test, like physically. What is

this? What we have to do? So this, uh, more often surprised how many people we get to take their blood at home, but that's often what it requires. Most of our testing is pricking your finger to draw a small sample of blood Summer saliva summer you're in. But obviously there's a reason why they normally take your blood it a lab. It's because you can analyze the most number of workers in the broadest assortment of markers using blood dried blood spot testing. It's like a very frankly old school model. Your method Yes, Quest Labs who are All of the labs have dried blood. Spot testing.

What does that mean

in London's means? You're just finger pointing a finger and you're dropping blood on several paper, right? We're treated device that is that the blood

is drying. But you guys aren't doing the not your middle

person weary middle person, which, if you were a VC responding to be back in 2016 I was marketing company,

right? That's what I say. But when you take a customer relationship so like, that's the

most important part, right? And I think you know it's interesting when you like. Oh, you're just a middle man or you're just marketing. But I relieve us. Maura's okay. The labs are manufacturing partners, right? You don't buy things to recognize manufacturers, typically, right brands. Who's your provider? So we have seven different partner labs we work with. Probably the one that runs the majority of our business is Perkin Elmer, which is a publicly traded life sciences company. You're huge,

their global bond. They've been really a good partner to steal, and they have a lot of credibility there. The worldwide leader in dried blood testing, right, so

of the 50 million. What everyone grows up wanting to be worldwide drug testing.

I know. But you know what? Like for us in our space. And we're in the medical space. It's really important.

So I really want you to hear Sam's thoughts on food dollars. You're testing Sam. I think that a lot of them are bullshit. Yeah, am I right or wrong way? It's important, but they do every test. So

every time

it's okay if I don't

buy one of them. You know, it's interesting. Well, first of all, so to corrupt you. There's a major difference between a food allergy and celiac disease and the food intolerance.

Or if that's what I'm referring to, is intolerance.

So but just for listeners. And it is important. Even doctors just say allergy and sensitivity is the same

thing. I compared the intolerance test to chiropractor. Interesting. I like I think that it sounds good, but it doesn't

work. You know, it's interesting. We have become associate ID. This food sensitivity testing in general has become associated with Beverly well, which I suppose is like I'm proud of from a brand standpoint. But on the other hand, it's been going on for over 30 years, and there's thousands of doctors that do both i g i g i g h testing around the U. S. And most people that you talk to. If you talked about food intolerances lately, I have that done in my hour. Just tried it on a nutritionist or a general practitioner. It has to be used in a specific contest context to be valuable. And so I do think that is why it's really important that you educate people on out, should be used.

It should be used with an elimination diet. It is not a bill and all its guidance. It is something it is our test for. We have more people quantitatively say has changed their lives than any other test. But it is good research around it for that use when they're not good. Research around is saying like it diagnosis is you with an allergy. It can just be used as kind of a black and white guidance of what you shouldn't shouldn't eat. That's absolutely not true. So I think there's a lot of misinformation. I think there's a lot of different types of testing and the nomenclature gets mixed up with things that shouldn't be used for. And I think it's great that I'm really well has been known as the brand for that, but honestly were offering a test that has been around for decades and needs to be used in the right way. If we can take the lead in educating people on what that should be,

that will be that. What category of tests do you think is the biggest opportunity?

What we call it? Sexual health? SD eyes. And there's several reasons for that one right now. Our tester, too highly priced because the lab itself is expensive for us to run the test right now are single Margaret's to use a really good price between 39 $49. It's also agency in office, a covered. So for some people, that's a great solution about many people, for obvious reasons. Want a comprehensive test and that test is a 200

is still leading the leading company in the space for S T e o. I keep saying STDs. That's our school high school

infections way hot, sexually active about

who's the biggest in the space

for digital for at home. Yeah, I would say it's probably us just from branding standpoint. There's a couple

company's revenue. You guys in revenue from

which to be clear, should tell you how under served served this opportunity

like a multibillion dollar revenue business.

Yes, this is a multibillion dollar opportunity. Again, lots of other people can come into the space, and there's a specific company that only does STD testing, but they haven't been well funded they've struggled on. Do we really believe that this is not only how you concussed close public health gaps? You also get people on board, then use testing it from home over their lifetime for any other health issue as well. People don't want to go into a clinic. You don't want to go period on our solution. You actually can not only get your results, but then you can diagnose and treat through an independent physician if you have a positive if it's a relevant see, I treated. So it's a full service solution, and what you're looking at right now is we have a really good business. But if you look at the price sensitivity, there's a certain age group that's gonna be willing to pay to 50. You go get a test versus going to a clinic.

Are you Are you acquiring customers profitably on first touch? Or do you hope to do lose money on them in the first touch and then hopefully

comfortably on first touch? That is for me. We're in Austin. I'm a first time founder. We're building a sustainable business. We didn't go out and raise money on this promise. Just negative contribution margin.

And it's what Facebook face makes The main channel or no

way search. Well, it depends. Search for different categories. That search has a ceiling. It does have a feeling even.

Have you searched STD tests online? You need that shit, right.

That category certainly search is great for us. But Facebook Instagram was for a long time, are our largest opposition channel in both by force and by pro actively moving away really diversified, which has been a good move for our

TV now or no,

some TV we've had mixed success with we again because we are on this profitable unit. Economics from the beginning play we when we can't fully measure attribution and our ally on first purchase. Sometimes it's hard for us to want to invest. So we've had mixed success with TV, but we do believe it's important for brand building category.

Is all that 50 million going to marketing

spin? No, no engineering products, clinical. A lot of it goes into clinical on medical affairs. Um,

but you're not doing the clinical. So what's the Isn't the making sure the kid is as robust as it should be

Here. What will we have? A regulatory compliance team, right? Ensures that you know the law partners. We're working with a new lab partners that were making sure that they're meeting highest quality standards. We're starting our own research studies to prove outcome data, which will take time, but we prize really important way. Do have, obviously a healthy, paid marketing budget. But we're trying to hire Warren House around content S C o organic and those pieces as we start to actually build out like a healthy marketing. And Jenna not just be dependent on this, like social way. We're lost.

Could you have food, Shep

This? No. And

that I think you would've if you could've

What if it's a really important question?

If you just said like your marketing company I'm like, Okay, so just white label this thing. You put this cute millennial pink on it and then just start buying traffic. Where's that? I mean, that's that's how simple it sounds, What was over some of the challenges beyond the like, you know, send traffic to landing page and order this like, quite label product,

right? So we don't white label we actually fully intended constructed brand markets. And really, what the lab does run the sample, that sickle the lab. But there's also a really complex product from an engineering standpoint. So not only creating obviously what is somewhat basic, any commerce site. But then a results platform that is able thio speak with 1/3 party physician network, translate lab results that were often really messy and then be able to stay down. Many people waiting consumers five years ago that waas not as easy from a u. S standpoint today.

So Dr interprets all the results. Why couldn't they do something where they just, like, say, like, normal ranges? And if you are in ranger out of range. So I I used wellness fx and they don't let us and they just say like you No shit, really.

It's for regulatory resents. It is to make sure that you basically have a doctor in the process and saying, Okay, I'm major, that this test is appropriate for you. I made sure that if there are critical values, So, for example, if you took RS the eye test and you had an abnormal, you would have a physician call you and talking through next steps and offer you a telemedicine.

Yeah, that wouldn't be

right. And so there are checks and balances in place. You don't always have to interact with doctor if it's just a normal result. But there's certain levels escalation.

And so when you're at the beginning,

it is similar loss of exit Subject's home kids and one of setbacks really kind of stayed on the quantified self, For Brandon never was able

to scale that business totally fizzled. Alright, I use it, but it's not like

that successful. That's interesting. I mean, there have been a lot of companies. Many, especially after Shark Tank. I wouldn't put it in the two dozen range that launch Instagram, create a pretty logo, have a kid and then about six months to 12 months later You never hear. It does speak to the power of brand marketing and experience. Me, R and P s is a 60. We have a world class customer base. I think in this case, first mover advantage really helped us in the category. It doesn't causes to keep winning, but it mattered a lot here, So I'm not

a MPs. About Super Seven is 60 grand. I thought 60 would be sort of like a little road compared to you yet compared to others that are similar to you for your industry, a bank, and you have a 60 MPs or you're like your 60. But you're like a movie,

so certainly it's below that. But I think how we view it as we look at other healthcare service is and most don't measure, right, right? And so we feel good about a product reading us four and 1/2 out of five stars on average. So we do look at that and say, Okay, this has to be qualified. It's a very favorable BC metric, one that I think has sometimes limited action ability or way like it in terms of OK, that's

a good benchmark. So when you were starting this. And I'm thinking in my sister's managed to insult My wife is a management consultant. And you have this idea. You're sitting at Deloitte, and you have this personal experience where, you know, you do this test and you're like, this is crappy. Um, that's a little cold. Like every entrepreneur has the stated story, which is, like, you know, I was trying to get a test, and I just,

you know, it was so frustrated. And therefore I decided to create a solution and behind the state of stories like, you know, more of the real story. And our audience is very entrepreneurial, and they feel this on a daily basis. They have these ideas. They also have doubts. They want to vet the idea. So tell me like that from the moment you have the idea that first couple weeks, you know what was what was going through your mind? What were you doing at what got you over the point? We're like, Okay, I'm actually gonna do this.

Yeah, I think this is important, because I It is the real story, right? So, like, oh, I just had this idea, right? It's not a lie. Boston U Haul. Those things were true, but there's this. We think there's a few things that I think are important. It's not like I woke up one day and was like, Oh, I'm gonna go do this crazy thing So I did go to Harvard and I was in this weird time.

It was during the recession in 2009 when everybody in my class in the class above me were becoming entrepreneurs. So you have the wrong way. You had urged box. You have guilt of years before Stitch fix Oscar. I had to unicorn founders in my section, alone and at the train, grab taxi out of Korea and then grabs Huge Who was okay? My section right, so at the time, it didn't feel that unique, But I was being exposed to this day in day out. And so I have this kind of road map for how to go about it. Once I started thinking about becoming an entrepreneur. So I the reality is I probably spent two years on the weekends in my spare time, not making any money but going through different industries, different business models advising different companies on their business plans and seeing like what would really step

you have all that research

saved. Do what it's really like. I said to me, kind of boring. I wasn't it. It's like I would be very literal and how I would go about evaluating all these ideas and honestly, I really well was probably the craziest and the worst of the ideas for me to go and actually do. Given my background,

what were the other ones?

It was like travel, election resales, something like what the real real is doing. House decorating, curation online like all kinds of different spaces where there's probably opportunity,

any of you just described How so You're too t

clear it I took it from them. But, you know, the match with everyone was not necessarily one where you write. It was not obvious, but it was the one where Lee, I realize really early on, this is a decade long thing, right? So if it actually works,

you're in it. You did it right away. After you do this exercise, you sort of started in a

couple years. I mean, until I had this health experience and 15 and then I kind of matched the two together. So this was early 2015. I ended up incorporating the company June 18th 2015.

Did you think of yourself as an entrepreneur? You said you were on the corporate path. It sounds like you had dabbled in the idea of being an entrepreneur. Did you think of yourself that way?

I didn't, Um, both my parents are lawyers. I didn't realize one that being an entrepreneur was actually a career choice. That path that you could like become good asset didn't necessarily mean financial success. You could be a serial entrepreneur. It actually make that a career. I also frankly, didn't have a lot of confidence. So it was interesting at Harvard because I kind of looked around and thought, I think I'm just a smart is all these people who are really founding successful companies. The media could do it, too, and I honestly did it just to see if I could do it. I never like I truly couldn't even imagine having made a $1,000,000 in sales. And so I'm not sure I necessarily thought about what it would look like. I just thought it was a really big opportunity and something that I wanted to see if I could go.

D'oh! And that was how he made the decision is I don't I'm passionate. I think it's a major thing. I was in the fintech space. I thought that was already really over saturated by 2015 etcetera. And so I knew this is an area. Turns out it was I don't know, it turns out, but and I do think, Wallace, that Max is an example. I think they were just ahead of their time. They were too early on the curve.

Right? Well, I think the folks who started our like scientists or something like that are there in the industry. And I actually think that's a weakness. You have that kind of be a marketer first, or you don't have to be. But you have to have that part of you. You gotta be aggressive. You have as you were. You were an outsider, right? For this industry, what opportunities have you on uncovered? Where you tell people, man, Just so you know, like there's this huge problem in this industry.

I think it could be solved. What other adjacent things that observed, because I'm a total outsider. But But when I hear about the businesses I'm like, it's like it's if you could, like, solve a handful problem that's

so easy to crush it. Price transparency, Which may seem obvious. And I think there's a lot of companies that talk about health care doing price transparency, but they don't actually do it. And even the digital startups trying to do it, they can't actually tell you what something will cost of health care. So we just go outside of insurance that we can actually tell people what something will cost. But if you were able to do this in a really big way and say, Hey, we can accurately tell you your costs commitment for this service I think you would

crush it within the insurance system

with an insurance. But I think there's a much, much larger growing acceptance of. Consumers were happy to pay for something in health care as long as they know what they're gonna get in what it costs, right and so I don't know that it has to be with interest you want. You have this agency and half us A space is exploding in terms of people on f s and H s A plans and then using those dollars for I think there's an interesting play

there. What does that look like? What's an example? Like, you started a company brought 1/2 baked? Yeah, that's OK. D'oh,

man, if you could be a So you had physicians, as you said, Okay, I'm going to have you pay $50. Anytime you see the physician, we're gonna own a pharmacy and any of your drugs. We're gonna be transparently prices. You can't use a coupon. Everything is the same price. And it's all generic. And you say okay. And then I want to be able to get, you know, testing done. And then they can tell you the pricing on that. There's a problem with it. You have to actually own the supply chain

in ST be vertically integrated,

vertically integrated thio Nightmare? No, but my system startled system right, and you can do this at affordable pricing and reason. Health care so expensive because you're adding cost into the system through the insurers and those contracts and you get the bills. You're getting the bill for whatever they didn't want to cover. But that was intense. like the provider billed the insurance company. What they call the insurance company would pay. Not at all what it costs. What else? Uh,

it doesn't have to be health care. Could be whatever personal life discovered on the way, for example, only started our company. We've realized that, like paint freelancers is hard. That was so like along the way, where you've like, where you're entrepreneur, You're the type that you do. You believe

that? Come on, get topside. For example, three years ago, two years ago on black Friday, we had a bunch of compliance limits with our banking system on spend in Facebook. So, gosh, I wish there was a product where you could actually get, like, a cash advance. Now, now we're big enough to where we don't have to use the products like Brexit. But

we just started talking about or, like, clear bag,

right? But at that time, if those solutions have been around, absolutely would have been able to take advantage of them. And, of course, they came out way really hit a bunch of challenges of that. It really brings out businesses. And then I think you know, other places are how do you make like if you think about doing a startup, I mean the amount of time spent on contracts and HR and legal template rising. There's so much cost in the system that I would love to take out of it in health care and highly regulated industries, it's really hard to do things quick, dirty and cheap. And it's unwise.

So what do you guys use for your company's health? Are your company's HR system for our system like what velocities

really like? We used to use Got so. But he's really kind of heavy, clunky systems that look like they're for Fortune 500 companies on. There's nothing great between, like a gusto. And then the next, step off this you

and why do you use that?

Why is the service is starting? They couldn't get all.

It's like, more sophisticated, more enterprising.

Yeah, it's more enterprising for the jump between like, Hey, you're less than 50 people to like, Hey, we need something much more sophisticated. Inescapable is evil,

and that's because you're paying all these physicians.

That's an independent network, but we're paying all over people way have

so these innovative physicians are they doing this on the side of their normal practice are these freelancers

are typically not. They work for another company, typically summer 10 99. But any structures And there's a lot of the structures be a normal telemedicine company, or he's kind of separate entities, and they typically are even full time employees like doctor on demand, entirely

still like hymns. Is using one of these third parties to employ doctor they're using. But those third parties exists Parties. Are you in or out on the hymns row you're in. Okay.

And, you know, I think they especially Roe has done a nice job publishing their decision making criteria around prescribing Andi how they risk and how they have, I think responded to a lot of criticism in the space those companies air good for us because people still don't realize that you can get a medical product whether it's a prescription or a test. Yeah,

I did my eye test at home, you know, because why would I want to go to the eye, doctor, if I could put my phone 10 feet away? Simple contacts. And so the first time you do that, you're like, Okay. Cool. Yeah, I'm not gonna leave home. Fight on half do so next time I have a problem. Great food sensitivity. Let me let me use another at home product. It's a lifestyle.

Yeah, and for me, like I'm on one of hers face for a prescription for skin, care, for wrinkles and not just saved any type of having to go to the dermatologist where they're trying to get a mail order pharmacy. Right Clear is not like hymns, and her has created some model. That's how physicians

their marketing company, too. I just we're talking about. Have you had a legacy? It's her sperm happening. You like that or not.

I think this is the controversial one because of the marketing practices and apply that there's more issues than

what's that mean? That's like way we diagnose you with the problem, and then you buy our solution. Well, they just store your sperm, too, though

I think that the concern and the healthcare space around this particular problem has been the percent of men that actually need. This is so minuscule, but they're advertising practices, make claims that make it

sound. But why wouldn't you want to store your sperm if it costs so

much. This is where So here's what we believe that really well. So, for example, we get a lot of questions around. Well, like how dangerous is it for people to be over testing their cholesterol? Well, my opinion is you could buy as much Coca Cola as you want on the shelf. If you're over 18 you could buy as many cigarettes as you want. And those things actually do you harm. And you're still have independent thought, an agency of making those decisions. So cholesterol testing or sperm freezing if that's what you want to do and you're gonna pay for it the natural right to do it on. So I'm with you. But I think you have to then still have a fine line. We have to be as Everly well as hymns in Rome and legacy.

All these companies will be super careful about claims you're making and how, how kind of what scare tactics you're taking for people that want buy it, because there is going to be some backlash eventually from the FTC, and there will be some regulatory kind of engagement on this. It's just lacking right now. That's What regulations?

I love those businesses because I can't imagine having on the doctor and do that thing. That just sucks. Yeah,

bad. That's good. I mean, that's that's exactly what the models for. That's exactly where I talk about the opportunity with its

Same with that

it's because people don't you Actually, whatever I was doing in general, we're getting people to comply with something they don't want otherwise. 40

because you want you want to get tested. But you want to be like, Hey, I, uh, during

the I people just don't get it done right? The requisition from their doctors,

particularly men

Assumption that data shows about 40% of test that doctors issue never get.

So yeah, I treated like a suggestion. It's like, Oh, I I should do what this says.

Take business away from our request. You just have to help people actually get done. What they need Thio right on top of that. You know, obviously, I didn't make the pipe. What's

the most common S t i cl media?

Oh, gosh. Actually don't know, Mr Justice, but I think it's chlamydia. You guys, we couple those together. That's all right. That's our top selling

chlamydia is everybody who's listening. We want you to get your self tested for Chlamydia Goto Everly, well dot com and order your test today. Julia Cheek. Thank you for coming. Do you want to give people way to follow you find, you know, hang out with him or how people get more of these thoughts?

Yes. Julia. T cheek on Twitter on private. On instagram.

Yeah. All right. Thank you for coming by. I appreciate it. Thank you.