Chris Stolzman and Dr. Lee Moorer: Transforming Health with Personalized Hormone Therapy | S2: 53

0:05Hey everyone, welcome back to Founder Story. there's something that I really want to know more about when it comes to health. That's hormone replacement therapy. I've been wanting to get checked. I've been wanting to figure out now that I'm over 40, what do I need to do? How do I need to live an optimal, healthy life? So hormone replacement therapy is something that I want to learn more about. I want to live an optimal life. I want to live to 140 years old, but healthy. So that's why we have co-founder Chris Stoltzman today and the chief medical director, Dr. Lee Moore, the other co-founder. Super excited for both of you today.

0:42It's Castle Rock Hormone Health is your company. Let's dive into exactly why did you start this? I'll take it away. I think one of the things that I tell guys like you, 40-something, is if you put a frog in a vat of boiling water, it jumps out. But if you put the frog in cold water and turn the heat up slowly, you cook him to death. And I was being cooked to death. I was 30-something years old. I actually started at roughly your age, 45. It wasn't available when I was 30. but I just accepted life as it was and I didn't know that there could be something better I actually couldn't even believe it but I finally got tested found out that I was low and decided to give it a try and it was a life-altering event it was Neo getting the red pill it was nothing short of that and then what happens professionally is you come to realize by the way being a doctor kind of sucks everybody is sick as heck and they're dying and the stuff that you do for them just keeps them alive but it doesn't make them thrive and so all of a sudden i have this life changing moment personally I remember it to the day I remember everything that was happening and it was like my life was completely transformed and I'm like wait a minute this is everything that I signed up for when I went to med school and you know I've been a doctor for 25 years and I've just been patching people up and sending them out the door so for me it was a personal journey and it was a professional journey of we can transform lives now.

2:51And so that is the medical side of it. And I'll kind of hand it over to Chris for the business side of it because not only do you have to provide an amazing service and really dial down at a functional level on a per-person basis, but doctors suck at being business people and getting clients in the door. In comes my partner and great friend, Chris Stoltzman. I'll hand the mic over there. Thank you, sir. Well, I want to thank you so much for having us, first of all. So, you know, Lee and I had been friends for probably five or six years before he got started on therapy. and I was a pretty early adopter of this therapy.

3:41I was kind of a lifelong athlete, competed in Thai boxing and Brazilian jiu-jitsu. Somewhere in my, you know, between my 33rd and 34th birthday, all of a sudden I just couldn't recover from workouts. I was used to working out, being able to manipulate my body composition pretty easily. And I felt terrible. I just all of a sudden felt terrible for no reason. I was convinced I had cancer. um, and sought out a number of different specialists. I'm like, what is wrong with me? It's crazy. I found this crazy Russian doctor, um, in Denver, uh, who diagnosed me with low testosterone. Um, but they were kind of, they, they were in some other branch of medicine and they were kind of doing it as a side hustle.

4:26Um, it was super expensive back then. And then, um, so I did some more research and I found, uh, an amazing specialist was also very expensive, and be more expensive and worked with him for a couple of years. And it really, really changed my life. I was back, you know, I felt better than I felt since I was in my early 20s. And, you know, he was, he probably treated 20, 30 patients total, was charging a fortune, very cost prohibitive. And then shortly thereafter, all of these kind of low T-center type chains started popping up. and having had the benefit of working with a really brilliant specialist and then going to that, I knew a lot about it.

5:13So I was kind of able to manage them managing my care, but they have kind of like a boilerplate, um, flashcard for their people that work in the clinic to just, um, you know, go, okay, you're this age and your levels are here. So you should be here. So we're going to try this and we'll see you in three months or six months. And in testosterone, anything's kind of better than nothing. If you're at that point where, you know, you're not recovering from workouts, you're active, your sex drives down. Um, so that usually works to a degree. Um, but then it's, it's not ideal. Um, and the difference between that level of care, um, and the proper level of care done by a specialist like Dr.

5:56Moore, um, is orders of magnitude more profound and more transformative. So Dr. Moore sold his urgent care business back in 2016. We were both on TRT. We both had great results. And my background was in health and fitness, originally in kind of the big black box health clubs. And then I got into boutique fitness and then mostly on Brazilian Jiu-Jitsu academies, which is pretty high dollar in the monthly subscription range, but still pretty affordable. And overall, you know, it's a couple hundred bucks a month, right? Hey, everyone. I'm not sure if you've heard, but our show Founder's Story is now available on the iHeartRadio app.

6:37So check that out. iHeartRadio online, or you grab the app. It's super easy. You can listen to all of our episodes, wherever you enjoy your podcast, whether that's iHeartRadio, iHeartRadio app, Apple Podcasts, Spotify, and many more, but check it out. And was with one of the best companies that does it in the country. They're still around. And they just were amazing at service. So I really adopted their philosophy on providing the best service for a reasonable price, you know, kind of a premium price, but not a ridiculously premium price. Did that for several years. And I told Lee over coffee one day, I said, man, I said, there's a big hole.

7:18There's a big gap in this hormone optimization business. it's not that hard to do it right. And you don't have to charge so much money that it's going to, you know, cut out everybody except, you know, the top, you know, couple percent of money earners out there. He could service hundreds or if not thousands of people. So around that time, he had a practice in Vegas that he started to implement it at. And that went on into COVID. And then during COVID about 2021. so we're kind of starting to come out of COVID. The practice wasn't doing great because COVID, right? Like it was kind of hard to go anywhere.

7:57He was kind of tired of traveling back and forth. So he had me go out there and do some consulting for his practice out there. And we started looking at doing a second location together. We were going to work three days a week at it and just do it to help people. And we ended up, he ended up selling that practice in Vegas. we found an amazing location downtown Castle Rock and we got up and running and we implemented the business plan that I had been running for years in the martial arts business where we just over deliver on service provide a really good service we had the benefit of him seeing every patient three days a week for you know first six to six months to a year before we even brought on any other help for him and it went better than either of us could have imagined.

8:51And it's kind of been like that ever since. We replaced ourselves about a year later with people that we trained to make sure that it wasn't super successful just because it was us in the building. Because that's what everybody always said, right? When they come in, they're like, oh, it's amazing, but it's because you guys are there. It's all you. I go, man, it's not, it's the systems. The systems are amazing. Nobody can do the system but you. So we replaced ourselves And we really worked very hard for the next year to test the systems. Revenue went up by 40 % from the time we replaced ourselves.

9:23And all we did was coach the staff, opened our second location about a month after our annual strategy meeting two years ago, started franchising six months later. Now we're in the franchise business teaching other amazing providers and entrepreneurs how to do the same thing that we did in our community and their community. It's the most fun we've ever had working. We've been saying that since probably the first week we're doing it. Yeah, that's amazing how you can, you find where you can, one, solve a problem in the market like you did. You found the problem. When you realize you need to hire, it's usually already too late.

9:59I've been there wasting weeks waiting for decent candidates. If I had used Indeed, I could have hired way faster. So when it comes to hiring, Indeed is all you need. Stop struggling to get your job post seen on other job sites. Indeed Sponsored Jobs help you stand out and hire fast. With Sponsored Jobs, your post jumps to the top of the page for your relevant candidates so you can reach the people you want faster. And it makes a huge difference. According to Indeed data, Sponsored Jobs posted directly on Indeed have 45 % more applications than non-sponsored jobs. One thing I love about Indeed, it makes hiring fast because it puts you right in front of the right people without wasting time.

10:38Plus, there are no monthly subscriptions, no long-term contracts. You only pay for results. And while I've been talking, 23 hires were made on Indeed worldwide. There's no need to wait any longer. Speed up your hiring right now with Indeed. And listeners of this show will get a$75 sponsored job credit to get your jobs more visibility at Indeed.com slash Founders Story. Just go to Indeed.com slash Founders Story right now and support our show by saying you heard about Indeed on this podcast. Indeed.com slash founders story. Terms and conditions apply. Hiring Indeed is all you need. You solved the problem.

11:19You came together with partnerships because each one of you has a certain strength. We hear from a lot of medical professionals, guests that we've had on, they're not always great in the business side, but they're really, really great about helping people and the need to make people better. So you came together with that and it's really working. And now, I mean, franchising is like a whole, you know, a whole another thing. But like you said, if you can replicate yourself with your systems, processes, and you can see it work more than one time, it makes total sense. So I'm curious, what's the future then?

11:51So you've now franchised the business. You really understand like what the business needs. Now you have other medical professionals being able to also help more people. So where do you see this business in the next few years? Leo, defer that one to you. What I could say from a professional perspective, and listeners might care, I care and care, I care less and less every day, is I'm professionally, I'm sitting for the board of anti-aging and regenerative medicine. And then I'm interested in doing some fellowship work and diving more and more into the functional medicine side of things. There's some really interesting innovations in genetic testing and supplementation.

12:41And really, I mean, it's crazy. I've cured people's blood pressure problems they've had for years by just starting them on a cheap supplement, which from a professional perspective, it's really exciting because we really, our system in America, or shall I say the West, is really locked in really deep with the medical industrial complex, most notably big pharma. And so that's highly exciting for me professionally. It's also exciting to continue to train and develop other practitioners. But as I'm sure Chris will allude to other business owners. You would think this franchise system would be interesting to other medical providers, but actually medical providers more and more are a bit of a point-and-shoot asset.

13:39And what's really interesting is coupling with other business people that understand the foundations of business. You do not have to have an MBA. Actually, preferably not because this business is so simple. I've alluded to it's kind of like an ice cream shop. You put ice cream out and people buy it. Pretty straightforward, nothing complicated to it. So professionally, a little bit more training just really to service the customers at the next level. I really get excited about offering new service lines. When you start to hear over and over, guys are having erectile dysfunction issues, or women are having issues with vaginal issues, hair, et cetera, it's nice to create new verticals for them that is once again outside of the medical industrial complex.

14:45And so in the future, I think I'm really moving into medical direction and being the chief medical officer of multiple providers offering care, which is, it's fun and it's exciting. um it's nice to be on the day in day out working with patients but it's also fun to be engaging at those higher levels so that's what's on the the outlook or the forecast for me and chris you tell them you your side of the story yeah the um you know i'm most excited uh Like Lee said, it's not rocket science. And if you follow our step-by-step process, it's very easy to be successful and do it right and be a service to your patients, the community.

15:44And you're really changing lives. So I'm very excited to build a community of successful entrepreneurs that want to help people in a market that is, like Lee said, it's crowded by, you know, a medical industry that's got conflicting interests with their patients. Right. If you look at, you know, most people don't have the benefit of being their doctor's clients. for the most part, the insurance companies are. Insurance companies are publicly traded companies. They've got to grow profit every year. So how do you grow, right? You either sell more, but it's already mandated by the government that you got to buy insurance.

16:26So how much more can they sell? The only other way is to cut costs, right? So if their interest is ultimately cutting the cost of care, it's going to cut the care, right? But we have a direct relationship with our patients were literally changing their lives. I've seen guys come in with high blood pressure, gone. I've seen guys come in, men and women with type 2 diabetes, gone, right? I was a very early adopter of men's hormone optimization, so was Lee. Now we're starting to see that adoption start in women. I think if you talk to, you know, guys in our demographic, probably 80 % of the guys you know either, like yourself, want to get tested.

17:08They know they'd probably feel better, or they're already on care, right? And then you get 20 % are like, I don't believe in that stuff. They just don't like to go to the doctor. And that's cool, too. We all know that guy, right? But with women, it's like, man, 5%, 10 % are on it. And as you may know, women are significantly more complicated than us. It's kind of funny, but it's true. They have a symphony of hormones that need to be managed. Nobody out there knows how to manage them. And I've seen, you know, women come in, can't get in shape, no matter how hard they try. They've been on birth control since they're, you know, 13, 14 years old.

17:50Doctors are recommending to their detriment to go on birth control to stabilize their mood, manage their cramps since they're going through puberty, synthetic hormones not really good for you very good for the insurance companies and the big pharma companies right that have a 10-year client until they're ready to have kids maybe 20 years maybe they never have kids they're on it for 30 years not great for you so when they come in and see us you know they've been dealing with these problems all through adolescence and uh their early 20s and we can correct their hormone profile get their hair and skin looking vibrant red nails strong again.

18:29They're dropping body fat. They're increasing muscle mass. They're excited. Mood, surprisingly, is more stable, right? You don't think like, oh, you add testosterone, is a mood stabilizer? It in fact is because they've been on the synthetic estrogens since they're like 13 and they have zero testosterone, where they should have a much higher level of testosterone naturally. So I think that for the business, you know, building that community of successful entrepreneurs, we're already helping, you know, men and women. And I think as the, the adoption phase increases with women, we are, you know, the only national franchise company that's working with women also.

19:16And we're doing it better than anybody I've seen out there. So I'm really excited to just help as many people as we can feel better, you know, look better, like you said, live an optimized, healthy life. And then, man, helping these business owners be successful in a business where, you know, it's just very similar to the gym business. You open a cash medical practice, 80 to 90 % of them fail where we have exploded, right? You open, you know, any kind of health and fitness related business. if it's not a franchise, it typically is going to struggle or fail. If you're going to work with us, you're going to be successful.

19:54Just stick to the plan, follow that. And we'll all be, you know, in Miami at our annual conference in a couple of years or in Vegas at the A4M conference, listening to Lee speak about all the innovative new stuff that we can roll out of our franchises and help more people. Yeah. I could tell you you're passionate around not just the business, but you're passionate around helping people be better, live optimal, live better, whether it's men or women, which I haven't heard before. So thank you for sharing about that. It makes it. But you're also just passionate about the impact. So you're impacting so many other business owners, so many other doctors or medical professionals.

20:34And in the end, they just help people. So I love your passion for for impact and your passion for good. So thank you for that. If you want to get in touch with you, they want to find out more information. How can they do so? They can go to CRHormoneHealth.com. Or they're more than welcome to email me at cstolzman at CRHormoneHealth.com. We'd love to hear from you guys. Well, thank you, Chris. Thank you, Dr. Lee, for all that you do in helping people. And thank you for joining us today on Founder's Story. Thank you for tuning in to Founder's Story. Keep exploring, keep dreaming, and join us next time for more inspiring entrepreneurial journeys.