244 - The Math Behind a $100M Concierge Medicine Business with Sandeep Palakodeti

27:08So we have a very structured way to build up VO2 max in our patients, right? But if you don't know that about yourself, here's where it matters, right? I think the working backwards from where you want to be 30 and 40 years. So if you're about to be 40 and you think about where am I going to be when I'm 80 years old, right? You're going to lose about 10 % of your VO2 max per decade, even if you're staying relatively well-trained. So if your VO2 max dips into like the low 20s, say 20, you will be winded walking up a flight of stairs or around one flat block. If you want to be 80 and you want to be hiking the Rockies or dancing with your grandkids, right?

27:54Like you probably need a VO2 max of 30 or more. Where are you now? If you're starting right now with a VO2 max of 33, you're not going to make it there, right? And that's the objective way that we... Dang, that's crazy. Look, people sometimes say like, well, aren't you just telling people to like exercise and diet more? Yeah, but like, when have you ever heard this kind of specificity and individuality around how to build where you are? Because maybe like another test we get is a DEXA scan. We look at subcutaneous fat, visceral fat, and a measure of muscle called appendicular lean muscle index.

28:32And that is because, again, you will lose about 10 % of your muscle per decade. You've spent time in the end-of-life care or nursing home space and all that, right? Many of these folks are there because of functional decline. They might have their minds, but they literally don't have the muscle mass. Sarcopenia is what we call it, is age-related loss of muscle mass. And so you need to have what we hope would be in the 75th percentile or higher of appendiculine mass index. now in order to preserve as much muscle mass as you can to do the functional things you want to do, like stand up from a chair by yourself or put a suitcase in the overhead when you're 75 or whatever it is.

29:14Right. So these are the kinds of things that your primary care doc is probably not assessing. And when you ask, like, where do you start with this? Because there are a lot of programs out there that do that. I think first you got to go with someone you trust, like go with folks who have established thought leadership who seem to not just be selling you something underneath. One thing we're proud of and that we will continue to maintain is that we make zero dollars from any supplements, from any imaging test, from any lab vendor, from anyone. We pass all that saving through to our patients and we're very transparent with that because we don't ever want the illusion that we're pushing a supplement on you because we're going to make money from that.

29:53We're telling you something because we think it's for your best interest. And that's it. I love this idea of like, where do you want to be in working your way backwards? I think something, this shocked me. You know, you said I work in hospice. One in three, it might even be higher than this, but let's just say one in three people over the age of 75 who break their hip die within a year of breaking their hip. And they could be super healthy before that. But once you lose your mobility, it's a very fast decline when you get to a certain age. I thought that that was like made up. I didn't believe that.

30:28And then, you know, I did research. I'm like, holy crap, that's that's a real statistic. So to your point, like you can't just wake up at 70 one day and say, like, actually, I want to be in much better. Like you have to look, I think it's never decades before. I don't think it's ever too late. And I love these videos of these like little 80 year old ladies who are doing deadlifts. supervised and whatever. But the earlier you start, the better opportunity you have to give yourself optionality more than anything. And just to round out, you know, that last comment is, you know, one thing that we think we have solved is you're busy executive, you know, family obligations, business obligations, all of these things.

31:10You can fly down from Boise to wherever you want. Take several days out of your schedule and come to them and have the privilege of being cared for by some company. We see it the other way. We are incredibly honored to be caring for folks across the country. We are a 50-state virtual practice, and we bridge that gap by getting those diagnostics in your local community. It doesn't matter to us for you to have to take four hours to come to our center. We'll send a phlebotomist to your house to draw the blood. We'll get a mobile ultrasound to come to you. We'll schedule your DEXA scan when you're in Florida traveling with your family because it's most convenient to you.

31:52And then you're at that conference in LA the next week and that's where you want to do your thing, right? We will meet you where you are and we get the data. That's what we care about. Then no matter where you are in the country, we can manage you. We can send in prescriptions. Do you replace the primary care physician? Like, do you still have patients who are 90, they still have their local. In circumstances, we replace the primary care doc. We advise folks to have someone in their local community just as a backup. If you ever need to like, someone really needs to lay eyes on you or hand on you or you get COVID at 2am and whatever, like, but we respond next day, same day.

32:30We have next day, same day appointments. We end up taking over. There's so much overlap. Like when you think about managing lipids, your blood sugar, blood pressure, all of these things are in the primary care camp. And so we take over all of that. And frankly, people come to us because they trust us, because no other doctor knows as much about them other than us. And so if something else comes up that might not be sort of in the scope of their care with us, they still want to ask us because that's where they've established their care. Okay, I'm going to dive into the business side of it in a second.

33:09But before I do that, I just want to tie a bow on what you were saying. You were saying that you test and sort of establish this baseline and you look at cognitive and physical health. And then in the cognitive, you talked about some of the tests that you apply, the MRIs, the physical health. You talked about the VO2 max, the DEXA scan, the panels that you run as well. Are those the two major buckets? Was there anything you missed? And the third one is really the risk liabilities. And you can think about this across a few different vectors, but we usually think at least cardiac, metabolic, and inflammation, and hormones.

33:43And so cardiac, we're looking at things like your ApoB and your lipoprotein A and your coronary artery calcium and plaque. And these are things that are in guidelines everywhere, but most PCPs don't order. We're looking at insulin resistance scores and multiple markers along the metabolic route to optimize how your body is handling glucose. And hormonally, I see a lot of folks wrecked from their hormone profiles, whether it's thyroid or cortisol or testosterone and estrogen and all the andropause and menopause are different phases of life and perimenopause apparently, which I'm just learning about.

34:25Some of this is mainstream with some docs. A lot of it is not with a lot of docs. And, and so you have to understand like, where are the big risk factors that are going to get me in the coming years? And let's mitigate those to start with. So that's sort of the framework. Are you a hundred percent virtual? We interact with our patients 100 % virtually. We do have, again, in local communities, we will connect with them through those partnerships. And then once a year, we are planning our retreats where we'll bring our patients together, where we can do in-person diagnostics and learning events and community building and things like that.

35:02When did you launch this business? We have been in the business of Concierge Precision Medicine for about three years. Velocity Health was launched this year, though, with our focus on founders, executives, biohackers, athletes, folks like that. And how big is it? How many patients do you have currently? How big is your clinical team? We've built this to several hundred patients. And during this pivot now, we're sort of reconstituting our panels. Now we have eight docs, though. All of us have different varying amounts of patients on our panel. but you know we really think a full-time doc shouldn't have more than 200 250 patients or so on their panel the average primary care doc in this country has 2500 or so we want our docs to know people right like i said they should know every detail about their patients and the amount of data that we get there's just a lot to wade through and the kind of care plans that we're creating we also two other things that we we didn't mention about the care model that we have integrated behavioral health.

36:02So we have performance mindset coaches. We find that the mindset aspect is so much the driver more than the will or the physical capability. And then when we do, or if we do, if we need subspecialists, we have those folks on our team as well. So we may have identified a cardiac issue that requires a cardiologist to come on board, or you may have a particularly high dementia risk and we have our neurologist on board, you can weigh in on the case in that way as well. What does it typically cost for a patient? Is there a spectrum that it costs? Is it a la carte? Is it annual recurring? Like what does the revenue model look like?

36:44Yeah, we have three different versions. We have kind of our entry level, which is the one-time precision review, kind of our version of the executive physicals. You mentioned the Mayo Clinic. I had the opportunity there to, you know, engage in some of those. And it is your one-time snapshot of sort of where you are right now. But more than just giving you an AI readout, you get 90 minutes with a doc. You're really understanding what every one of these numbers means. You're getting a plan forward. You're understanding, you know, I just talked to a patient this morning and she said that she runs marathons and she's training for one in the next three months and she's going to come in and get this, this one-time review.

37:26And it's a great opportunity to sort of see where she is pre-race to give her a good plan on training and nutrition as she sort of builds to that. For any of the founders out there who just want to get a sense of like, okay, do I have like a big unmitigated risk that I'm not seeing? That's kind of the best option. The one that most people choose is our recurring. How much is that first one? How much $2 ,500 one time. And that includes all the diagnostics. So the, the lab work, the decks, the VO two max, the time with the doc, the concierge, she's going to manage all that and the plan sort of going forward.

38:01I keep all that information. I have all that data. It's a baseline. It's yours. You keep it. We'll give you, I mean, we'll give you a nice readout of it that you can pass along to your next clinicians. And some people will come out of that and say, okay, I feel like I've got a good clean bill of health and I'm feeling good and I'm going to just keep doing what I'm doing. Some people will say, okay, I've got some recommendations. I'm going to go back to my PCP. Maybe I'll do this once every year or something. Some people say, oh, okay, well, we've actually identified something. I really liked my experience with you.

38:32Why don't I upgrade to one of these longitudinal plans? And so - Is that$2 ,500 plus? Is it like$2 ,500 plus the cost of the panel, plus the cost of the MRI, Plus, is it inclusive? The$2 ,500 includes the blood work, the VO2 max, and the DEXA scan. You can add on things like the advanced coronary scan, the full body MRIs. Full body MRIs, just so folks know, there's two big companies out there, PreNubo and Ezra. They're usually around$2 ,500. You can add some things on there. They're trying to bring those prices down. Function actually just bought Ezra. And if you have a function membership, you can now get an Ezra scan for 500 bucks.

39:12Like another reason we don't want to be in the diagnostics business is like, we think that's a race to the bottom. Like good luck to all those companies, but there's going to continue to be pressure to bring down the price on just like I can get a DEXA scan for a hundred bucks. Now, I really think in five years, you'll be able to get an MR, full body MRI for a couple hundred dollars. So in the traditional, figure out how to like intake all of that data and, and, and like act on that. We're going to be already have been doing that for a long time. If I came to you and I was like, Hey, yeah, I want the$2 ,500, but I'm also, I'm really concerned about my heart.

39:49So I do want some additional tests for the cardiovascular system. There'd be an add on for that. I mean, the most common one is the coronary calcium scan. That's usually a hundred or$200. We find that in your local community. We add that on. And we have that discussion with you when we review all of your data together. And do you coordinate all that? Like, does your team work with them to coordinate with the local? Yep, exactly. And so we got to like ask you for your schedule, right? But you're not trying to go pay and figure out, oh, do I use my insurance card for this thing or whatever? You show up and you get your test and they're not charging you.

40:23There's, you know, the good ones are sending us results at the very least. They're sending you results and you're sending those to us. And we have the data. That's all we really care about. And we want to make sure that this process is seamless for most folks. Okay. So those first tests, let's just say$2 ,500 to$5 ,000, depending on how many add-ons you throw onto it. Yep. Ballpark. If you do kind of the all in, you're probably talking$5 ,000. So that's one offering. What's the next one? Some people come to us through that channel and they go, okay, we've discovered something. I really like you guys.

40:58I want to keep working with you. I'm going to upgrade to this longitudinal program. Some people come to us knowing that they want this longitudinal program. So this one is initial blood panel, over 100 biomarkers. And then quarterly, we get more blood work, depending on what you need. DEXA, VO2 max, coronary artery calcium, that's included. Plus, your concierge monthly visits with your health coach and quarterly visits with your physician, including longitudinal prescribing if you need. And so every three months we sit down together, we spend 90 minutes, we unpack how everything's been going. We talk about your 90 minutes.

41:36Yeah. Yeah. We're here for you, man. It takes that long sometimes. I mean, some people are like quick and they don't want to spend that much time. They're like, okay, I told you everything in 20 minutes. Like I'm good. Yeah. I just get my script and like, I think we're on a good path here. And yeah, we sign off. But in that first year, Nick, there's so many things that we can unpack together, right? Like it's like, okay, next quarter we're going to get your gut health tests. And then there's a whole conversation about that. The next quarter, we're going to get your heavy metal test. There's a whole conversation about that.

42:04Right. And so it's not to say that we're constantly looking for things. We have to like pair it with symptoms and why we're hunting and pecking. But for the right reasons, there's a lot of data that we can sort of get. And so for those reasons, you know, a lot of times we'll, for example, start hormone optimization therapy on people if they're if it's indicated. And so they're going to stick with us long term. They want a doc who's going to be there every month and every quarter to watch how things are going. That's how we think things should go. This should be a longitudinal relationship. That's what we ultimately want is to form relationships with people long term.

42:39And from a business standpoint, I know you all think about this a lot, right? Like we peg our business from a CAC to LTV standpoint at one to 10. I'm really happy if we can keep that ratio. But that's a one year, you know, LTV. If they stay for a second year, if we earn people's trust and retain them for a second year, our LTV doubles every time they stay with us. And so that ratio gets crazy if we can keep it low on the front end. So how much is it for the month? That one is$1 ,000 a month is the best way to think of it. So that includes everything that I just said. If you want additional diagnostics, you can add those on a la carte.

43:18The last plan I'll say is basically that exact thing, but all of the diagnostics are included. So you don't have to think about anything like all of the stuff we we recommend is included. So the full body MRI and telomere testing and genome testing and pharmacogenetic testing and all of these things. And so some people say, hey, I want like the most advanced diagnostic suite that the market has to offer. That's what this is. So we would suggest doing that once every three to five years, you go in and get the full diagnostic set, get everything. And then, you know, then you still meet quarterly with your doc and monthly with your health coach and all of that.

43:57And and then the next year you fall back to that that middle plan. So that last one is called our elevate plan. That's$25 ,000. And that's one time again, you just get all of that includes the full services for the year. And then the next year, most people would drop back to the essentials, which is the $1 ,000 a month. Yep. That's interesting. So that test, the diagnostic test, do you view that almost as like a lead magnet where it's like, sure, we'll help you get your tests. And we know that some percentage of those patients are going to convert to our longitudinal base. Yeah. Look, I think people are sick of point solutions.

44:34I know payers are. I think people are too. Like, I don't want to pay - What do you mean point solutions? Meaning I don't want to pay five different people to get my labs and then get my MRI and then get this other gut test and then my doctor and then my functional med and then my nutritionist. Like, I just want one thing where it's all integrated into one place. And that's what we've tried to achieve. and that's what we're trying to smooth. What does the business look like? So the reason I love these businesses is because there's more demand for it. I just think that the technological advancements that we're seeing, even in AI, have not yet caught up with traditional healthcare.

45:14Like we don't have that level of diagnostics. We don't have that level of access to some of these new cutting edge technologies. So I like these businesses for that reason, but I don't necessarily know the total economics. So for a practice of, I think you said five physicians, Or eight physicians? Yep, yep. Eight physicians, several hundred patients. What does that represent? Are you guys all partners in the practice? Do you on the platform and they pay to be on the platform? What does velocity look like? Let me describe this because there's a regulatory component and then there's a business side of it as well.

45:46There's a, I'm sure you're very familiar with the corporate practice of medicine laws. So in many states, a non-physician cannot own a clinical entity that is directly engaging in clinical care with a patient. There's big ones like California, for example, right? And so you kind of have to adhere to corporate practice medicine laws. For that reason, we've created this bifurcated model in healthcare for for-profit organizations where you're taking investors and when there are owners. And that is the MSO PC model. And so an MSO is a management services organization. That is the overarching structure that all of the value is essentially being created to.

46:35There is the professional corporation, though, which is the physician-owned entity that engages directly with the patients. And so they have to stay separate. Like, non-physician cannot tell a doctor, you need to prescribe more medications or you need to do more tests, XYZ. It's meant to have that separation of business and medicine. And so physicians own the PCs because we have to, but we took a very concerted approach that we would be a physician owned and led organization. So physicians own more than 51 % of the majority of the MSO as well. We took an investor and are courting a couple others and then have equity for early employees and advisors and other strategic partners.

47:27The equity, look, I'm a serial entrepreneur. I've raised VC. I've raised tens of millions of dollars. I've been on, you know, in cap tables on all sorts of weird situations. And this one for me, for my own personal company, I felt very strongly that I was not going to partner with someone who demanded a liquidation preference or a board seat or preferred shares. Everything is common stock and everyone is just a percentage owner. And so your percentage of the company dictates your, you know, your say and how we're sort of set up. But is there a tech component to it? Like if you want to unraised money or is it because like, I mean, traditionally with an MSN, So you're not going out and raising much money.

48:09For several things. One, there's a huge regulatory component. Getting licensed in 50 states and checking all the boxes is a several hundred thousands dollars undertaking. You have to really know what you're doing. There is a tech component. We have a portal, a platform that patients use that amalgamates all of this different data and it'll plot to you your sort of biological age and chronological age and where your risk is versus age and sex. You can ask it questions. You can schedule with your doc and all those kinds of things. And it's really about top of funnel, Nick. Like we know that we have a 96 % retention rate.

48:48It's sticky when patients come in. And then we also know that there's such a need for it. Like the timing is right. There's so much information and data available to patients as far as like podcasts with Huberman and Atiyah and Rhonda Patrick and all this stuff. And then there's all this data available with function and these MRIs and lab tests and everything. And people are just swimming in information. They don't know what to do with it. So we're at the right moment, I think. And if you compare it with the right sort of unit economics, that's what is attractive. And so building out the tech component, making it a pleasant sort of digitally native experience.

49:25We are thinking about a brick and mortar expression of this as well. Like what would it feel like to dot, you know, the country and put a velocity health center? I would think if you started getting concentration in any particular market. Yeah. Why wouldn't you have a brick and mortar location? First of all, it's a distraction, right? You have to like operate it. That's that whole thing strategically. But to me, if you're going to, it needs to both be amazing and like a line of vision and mission and values and value. But also it needs to be standalone profitable, meaning if just the services that you have incorporated into the center should have enough like a la carte service that it could exist on its own.

50:08And then the icing on top is that if any of those folks convert to a longitudinal relationship, then you've got the recurring SaaS revenue. And so, you know, when you really ask about the business, right, like just take the middle plan and use that as a benchmark. If we can get a thousand patients paying a thousand dollars a month, we're making a million dollars a month. We're 12 million ARR. Healthcare multiples are 10 ish X ARR, maybe 30 or 40 X EBITDA. We have probably a 30 % margin or so that is taking into account all of our startup costs and everything. So we might get more efficient. You talked about AI.

50:48I think there's some opportunities there operationally. But it's not that crazy to get 20 patients per state in 50 states to get to 1 ,000 patients and to be valued at$100 million company. And it's not about what our value is for our personal. if to me it's like once you get that and we're profitable like you're already profitable you are broke even at 100 patients or whatever like your destiny is in your control like i can go to a bank and get like yes header terms to go think about okay well maybe i want to expand and go buy a bunch of these practices and roll them up maybe i want to do this brick and mortar thing maybe i want to go big on the ai thing right but that happened yeah if i can get even minimal kind of scale.

51:30Right. And so that's how I sort of see the business. Now, once you start like layering on, okay, 10 X, that can I get to 10 ,000 patients? Like that's not that many people, right? 10 ,000 people is not when you got to find the right people, but you're doing all the backend work. Are you, are you credentialing all these physicians in every state? Like, are you the one, you, the guy, you, the back office who are going out and getting them credentialed? Yeah. I mean, a lot of doctors come into us with a lot, several licenses already. We are recruiting for that. But we also, yeah, we help them build.

52:01There's something called the IMLCC, which is the interstate medical license compact. And if you have a home state, you can basically get reciprocity in 30 something states. Then it's just like picking off the other big ones. So we've essentially like regionalized our doc so that we've got like a West Coast doc. He's got all those 10 states and a Midwest doc. He's got those 10 states or whatever. And then what does the rest of your team look like? You have a dietician. Do you have any specialists? Yep. So we have dietician, trainers, and the behavioral health folks, performance mindset coaches, and then subspecialist network as well.

52:34And so we've got the eight primary docs who are longevity focused, optimization focused, but we also have access to our subspecialty network. And so whether you need a GI doctor or endocrinologist or a preventative rheumatologists or whatever it is, we'll have access to those folks and we bring them on the team. And the experience we like is sometimes we can pull this off. We like this from a scheduling standpoint is like, like this, you, me, and the specialist should be in the room together. Meaning like, let's all have the conversation. Right. One of the things that always frustrated me, even at a place like the number one hospital in the world was I couldn't get three specialists in the room at the same time to talk to the patient at the same time.

53:17How frustrating is they're all saying they're little snippets and that's not the kind of care I'd want for myself or my family. And we're committing to trying to build something outside of that. And so, yes, we do have those subspecialists as well. How are the physicians compensated? Is there a bonus structure with, I don't even know how you would do it. Is it just like billable? We don't want to recreate the same pathologies of the current system service where docs are incentivized to churn and burn volume. We pay a per member per month fee to our physicians as well. Like just pick a number. I'm not saying this is a number, but say it's$100 per easy number, right?

53:58If you had 100 patients on your panel, that means you're making$10 ,000 per member per month or overall, right? You're making total$10 ,000 to care for those 100 members, if that were the PMPM fee. So we create whatever that PMPM fee structure is and we build their panels. And, you know, what I'll say is like, if you're at a full, if you're a full-time doc working with us, you're earning top five percentile of physicians in the country. And so we want to attract the very best of the best and we want to retain them. And that means you got to pay them, right? Frankly. Where are you finding customers?

54:37So you, you mentioned a one to 10 ratio. So it's like, all right, for every thousand dollars we spend, we get$10 ,000 ish for that. Where are you seeing those patients come from? How are you getting them? We are in the midst of running several different channel experiments. There's the traditional stuff like digital media, social paid advertising, right? Like is someone going to pay for a thousand dollar a month product off of a TikTok ad? some people will, right? And I think you just have to tune in the algorithms in the right kind of way. So call it 20 % or so of our marketing spend is on that realm.

55:19And if we can prove that that CAC is reliable and we find the right channels, we'll probably pour gas on that because that's a really reliable way to get in front of a lot of people. But we're exploring a lot of other things. The most successful one from a pro-capita standpoint has been CEO and executive roundtable clubs. And so we're part of one called Amalfi, for example. They bring together founders, executives, CEOs, former athletes. They play golf. They talk about business. They do these wellness retreats. I had the opportunity to go do a fireside chat, question and answer, hang out all weekend, really get to know people.

56:00that's like the long format sale, right? People want to know their doc more than anything, and they want to, you know, be able to question them on certain things like values or how they see certain clinical circumstances or whatever it might be. And so that's another channel that we've found a lot of success in, but frankly is very time consuming and expensive as you might imagine. And so how we scale that is something that we're thinking about. We've done other things like sponsored newsletters and webinars and print media. It doesn't sound like though you've necessarily found your channel where you're like, okay, this is it.

56:46No, no. I think we are literally in the midst of that experiment right now. And I think we've done it in a smart way where we can pretty accurately tell you what our CAC is by channel and by experiment and by partner. And we're just letting them all play out. When we stop that experiment, I don't know. I would like to see a very like a front runner, right? Like this thing reliably for 700 bucks, we get patients. These other five things, it's like 2000 or more every single time we're paying that much. Like, okay, let's throw all our resources at this thing. Is there one that you think it's going to be?

57:26I would think that Meta or Facebook would be kind of what we learned about Meta and Facebook and why it's not a good channel is because it's passively serving up ads to people who, yeah, might be interested. but scrolling and seeing an ad is different than going to Google and typing in longevity practice. Like you're already sharing another sort of step towards conviction towards this thing by taking time to search for this thing rather than being presented it passively. And so look, did we just mess up our approach to Meta and Facebook? Sure. Like, are there companies in our space that are successful using Facebook and Meta, I am very certain of that.

58:12That's not been our experience so far, but we're also early and we're not spending all that much money on it. What's the conversion? So what's the percentage of entrepreneurs who go and do that first test, that$2 ,500 test that then convert to the long-term patient? Yeah, that's much higher. That's like 25 to 50 % of patients stay with us. So, I mean, And we think that's a great way for people to come in and get a sense of who we are. And, you know, what happens more times than not is not that like, oh, we found something scary. You better stick with us. That's not what we're saying, right? We're saying like, we're just having a genuine, authentic conversation like this.

58:49And patients are like, I want to keep working with those people. Yeah. I love this business. Where's the best place for people to come find you? Online? Velocity? Yep. YouTube? www.velocityhealthclinic.com is our website. We do have a YouTube and a podcast called The Ultimate Asset. I just interviewed two of probably the world's leading cardiologists, brought them in, had fascinating discussions with both of them. We kind of will juxtapose different viewpoints and we want to elevate the kind of conversation that we're having around optimization and longevity. I am writing a book that will be released early next year, 50 is the new 30, which is really meant to bring out what I think is the prime decade in most of our lives, if we can achieve it and have the right team around us.

59:40I'm all over ex-DrDeepMD and LinkedIn and Instagram and all that good stuff, but search velocityhealthclinic.com to start plenty of information there. Love it. Dr. Deep was fantastic, my friend. I can't wait to talk to you again. Thanks a lot, Nick. All right. Hopefully you liked that episode. And if you've made it this far, you're either really committed or you're stuck doing yard work and you can't actually skip on your phone. So while I have you, the show is growing, but I have a favor to ask of you. Will you please help me grow the show? I want to reach more people. There's a couple of things that you can do.

1:00:13Like, and subscribe is the simplest thing. Obviously you want to get notifications for when the next episode is coming out, but if you go the next step, will you leave me a review five star on Spotify or Apple. What that does is it tells the algorithm that, oh, hey, this is a high value podcast because more people are leaving reviews for it and it then pushes it out to more people. So that's why when people are like, well, you log and subscribe and put the five star rating, it's not just to make themselves feel better. It's actually to get more exposure for the show. So if you do that for me, I would greatly appreciate it.

1:00:44And I'll see you next time.