Fixing Health Insurance from the Inside: Faith & Innovation with Jason Garraway | Ep 31

All right, guys. I'm Sam McVey, host of All right, guys. I'm Sam McVey, host of the Killer Growth podcast, and today I the Killer Growth podcast, and today I the Killer Growth podcast, and today I have Jason Garaway with 316 Health. have Jason Garaway with 316 Health. have Jason Garaway with 316 Health. Thanks for being here. Thanks for being here. Thanks for being here. » Yeah, glad to be here. » Yeah, glad to be here. » Yeah, glad to be here. » Health insurance. » Health insurance. » Health insurance. » 316 » 316 » 316 » health insurance. Insurance. There you » health insurance. Insurance. There you » health insurance. Insurance. There you go. There you go. go. There you go. go. There you go. » Yeah, they don't care about your » Yeah, they don't care about your » Yeah, they don't care about your health. They just care about your health. They just care about your health. They just care about your insurance. insurance. insurance. » That's right. That's right. We're just » That's right. That's right. We're just » That's right. That's right. We're just evil, money hungry insurance people. evil, money hungry insurance people. evil, money hungry insurance people. Don't you know that, Samuel? Come on Don't you know that, Samuel? Come on Don't you know that, Samuel? Come on now. now. now. » Yeah. Stop stealing my questions. That's » Yeah. Stop stealing my questions. That's » Yeah. Stop stealing my questions. That's one of my questions. This is like one of my questions. This is like one of my questions. This is like exposed 316. exposed 316. exposed 316. » Yes, sir. I understand. Yeah. Sorry. » Yes, sir. I understand. Yeah. Sorry. » Yes, sir. I understand. Yeah. Sorry. Yeah. Gotcha. Yeah. Gotcha. Yeah. Gotcha. » Gotcha. So, we may start real easy. I » Gotcha. So, we may start real easy. I » Gotcha. So, we may start real easy. I want to know Jason's story uh from want to know Jason's story uh from want to know Jason's story uh from college to what brought you to 316 college to what brought you to 316 college to what brought you to 316 Health. Health. Health. » Man, how long is this podcast? How long » Man, how long is this podcast? How long » Man, how long is this podcast? How long » an hour long, man? So, you need the » an hour long, man? So, you need the » an hour long, man? So, you need the short version. short version. short version. » I need the short version. And then we're » I need the short version. And then we're » I need the short version. And then we're going to talk a lot about this little going to talk a lot about this little going to talk a lot about this little synopsis. synopsis. synopsis. » Yeah, it's good. Good. Good. So, uh » Yeah, it's good. Good. Good. So, uh » Yeah, it's good. Good. Good. So, uh yeah, born and raised upstate New York, yeah, born and raised upstate New York, yeah, born and raised upstate New York, uh Syracuse. I was born and raised. Uh uh Syracuse. I was born and raised. Uh uh Syracuse. I was born and raised. Uh got a got a couple of brothers, one got a got a couple of brothers, one got a got a couple of brothers, one a little older, one a little younger. a little older, one a little younger. a little older, one a little younger. So, I was the middle kid always slugging So, I was the middle kid always slugging So, I was the middle kid always slugging it out, trying to, you know, just find it out, trying to, you know, just find it out, trying to, you know, just find his way. uh uh was raised incredibly if his way. uh uh was raised incredibly if his way. uh uh was raised incredibly if if you find like Christianity and if you find like Christianity and if you find like Christianity and then you turn right, you know, you find then you turn right, you know, you find then you turn right, you know, you find the Baptists. If you turn right, you the Baptists. If you turn right, you the Baptists. If you turn right, you find sorry, the Southern Baptist, you find sorry, the Southern Baptist, you find sorry, the Southern Baptist, you turn right, you find the independent turn right, you find the independent turn right, you find the independent Baptist, you turn right, you find the Baptist, you turn right, you find the Baptist, you turn right, you find the Jack Hiles Baptist, sort of Lord Jack Hiles Baptist, sort of Lord Jack Hiles Baptist, sort of Lord Baptist, you turn right, you find where Baptist, you turn right, you find where Baptist, you turn right, you find where I grew up. So, wow. Yeah. So, I knew I grew up. So, wow. Yeah. So, I knew I grew up. So, wow. Yeah. So, I knew that my whole life, you know, Christian that my whole life, you know, Christian that my whole life, you know, Christian school, Christian education, uh felt the school, Christian education, uh felt the school, Christian education, uh felt the call to ministry at a young age. And so, call to ministry at a young age. And so, call to ministry at a young age. And so, uh, you know, so wind up going to a a uh, you know, so wind up going to a a uh, you know, so wind up going to a a college down Oklahoma City. Got a degree college down Oklahoma City. Got a degree college down Oklahoma City. Got a degree in theology from a a nonacredited. in theology from a a nonacredited. in theology from a a nonacredited. » Got to come from the east coast to the » Got to come from the east coast to the » Got to come from the east coast to the Bible. Bible. Bible. » Well, the Bible belt. Yes. To get that. » Well, the Bible belt. Yes. To get that. » Well, the Bible belt. Yes. To get that. So, um, so so started there. Never never So, um, so so started there. Never never So, um, so so started there. Never never really had the um expectation of really had the um expectation of really had the um expectation of business. My my thought was always, you business. My my thought was always, you business. My my thought was always, you know, ministry is just where I'm at. know, ministry is just where I'm at. know, ministry is just where I'm at. I've got this wiring in me that likes to I've got this wiring in me that likes to I've got this wiring in me that likes to be part of, oh, just being a be part of, oh, just being a be part of, oh, just being a transformational piece in people's transformational piece in people's transformational piece in people's lives. And so, um, so thought that was lives. And so, um, so thought that was lives. And so, um, so thought that was going to work out in ministry. Well, going to work out in ministry. Well, going to work out in ministry. Well, then I get my early 20s. Um, was in then I get my early 20s. Um, was in then I get my early 20s. Um, was in southeast Kansas and a little Baptist southeast Kansas and a little Baptist southeast Kansas and a little Baptist church and uh got married along the way, church and uh got married along the way, church and uh got married along the way, had a couple of kids, and just found out had a couple of kids, and just found out had a couple of kids, and just found out that uh ministry just wasn't my that uh ministry just wasn't my that uh ministry just wasn't my jam. And so I thought, my gosh, what's a jam. And so I thought, my gosh, what's a jam. And so I thought, my gosh, what's a what's a guy from New York with a gift what's a guy from New York with a gift what's a guy from New York with a gift to gab, a nonacredited ministry degree? to gab, a nonacredited ministry degree? to gab, a nonacredited ministry degree? What in the world does he do? I know What in the world does he do? I know What in the world does he do? I know I'll go sell something. So answered a I'll go sell something. So answered a I'll go sell something. So answered a newspaper ad. Got me in the insurance newspaper ad. Got me in the insurance newspaper ad. Got me in the insurance business in in uh in 2003. business in in uh in 2003. business in in uh in 2003. » Really? A newspaper ad? » Really? A newspaper ad? » Really? A newspaper ad? » Newspaper ad. Yeah. prints advertising » Newspaper ad. Yeah. prints advertising » Newspaper ad. Yeah. prints advertising which you know I can smell the prints in which you know I can smell the prints in which you know I can smell the prints in the space that we're in. So the space that we're in. So the space that we're in. So » um so yeah so that's that's me uh » um so yeah so that's that's me uh » um so yeah so that's that's me uh started the insurance business and started the insurance business and started the insurance business and uh along the way just uh picked up a uh along the way just uh picked up a uh along the way just uh picked up a skill set that very few people seem to skill set that very few people seem to skill set that very few people seem to have. Um and uh here we are 20 22 23 have. Um and uh here we are 20 22 23 have. Um and uh here we are 20 22 23 years later uh got a beautiful wife years later uh got a beautiful wife years later uh got a beautiful wife named Jenny. We've got five kids named Jenny. We've got five kids named Jenny. We've got five kids together. Uh the range anywhere from 18 together. Uh the range anywhere from 18 together. Uh the range anywhere from 18 up to 27. a couple of grandkids. And so, up to 27. a couple of grandkids. And so, up to 27. a couple of grandkids. And so, uh, I still love to love to have fun and uh, I still love to love to have fun and uh, I still love to love to have fun and talk smack and obviously hang out with talk smack and obviously hang out with talk smack and obviously hang out with weirdos like you. So, yeah. weirdos like you. So, yeah. weirdos like you. So, yeah. » Yep. You're going to fit right in. I am » Yep. You're going to fit right in. I am » Yep. You're going to fit right in. I am going to fit in a couple weirdos. going to fit in a couple weirdos. going to fit in a couple weirdos. » Yeah. » Yeah. » Yeah. » And jeans. » And jeans. » And jeans. » You got better hair. I've got socks. I » You got better hair. I've got socks. I » You got better hair. I've got socks. I have socks. Maybe not. Yeah. So, it's have socks. Maybe not. Yeah. So, it's have socks. Maybe not. Yeah. So, it's » So, let's talk about like three. You » So, let's talk about like three. You » So, let's talk about like three. You went to sell health insurance, but were went to sell health insurance, but were went to sell health insurance, but were you a employee? Were you a 1099? Was it you a employee? Were you a 1099? Was it you a employee? Were you a 1099? Was it your own thing day one? your own thing day one? your own thing day one? » Yeah. Yeah. Great question. cuz I had no » Yeah. Yeah. Great question. cuz I had no » Yeah. Yeah. Great question. cuz I had no clue. I had no clue. Uh thought that I clue. I had no clue. Uh thought that I clue. I had no clue. Uh thought that I was an employee and actually was a 1099 was an employee and actually was a 1099 was an employee and actually was a 1099 contract laborer contract laborer contract laborer » and I got my 109. No, I got my 1099 and » and I got my 109. No, I got my 1099 and » and I got my 109. No, I got my 1099 and they like, "Holy crap, look how much they like, "Holy crap, look how much they like, "Holy crap, look how much money I made." And then my accountant money I made." And then my accountant money I made." And then my accountant went through and realized we had to pay went through and realized we had to pay went through and realized we had to pay taxes and count mileage and realized my taxes and count mileage and realized my taxes and count mileage and realized my six figure salary I thought I made was six figure salary I thought I made was six figure salary I thought I made was closer to 40 grand, you know, which of closer to 40 grand, you know, which of closer to 40 grand, you know, which of course I didn't tell my buddies that. I course I didn't tell my buddies that. I course I didn't tell my buddies that. I told them I made, you know, six figures. told them I made, you know, six figures. told them I made, you know, six figures. I'm making doctor money. Uh so so there I'm making doctor money. Uh so so there I'm making doctor money. Uh so so there was a a a period there of about you know was a a a period there of about you know was a a a period there of about you know you know 8 to 10 years where yes I you know 8 to 10 years where yes I you know 8 to 10 years where yes I worked for a company but yes I was a worked for a company but yes I was a worked for a company but yes I was a 1099 contract laborer and just kind 1099 contract laborer and just kind 1099 contract laborer and just kind of learned the ropes that way. Uh of learned the ropes that way. Uh of learned the ropes that way. Uh » so it was essentially just a contracted » so it was essentially just a contracted » so it was essentially just a contracted saleserson. saleserson. saleserson. » Yeah that makes sense. » Yeah that makes sense. » Yeah that makes sense. » Got commission only you know sinker swim » Got commission only you know sinker swim » Got commission only you know sinker swim or flight which is crazy. So I enter or flight which is crazy. So I enter or flight which is crazy. So I enter this newspaper and we got two small kids this newspaper and we got two small kids this newspaper and we got two small kids at home. We are broke Samuel. I am I at home. We are broke Samuel. I am I at home. We are broke Samuel. I am I mean like craft macaroni and cheese mean like craft macaroni and cheese mean like craft macaroni and cheese broke. I'm 20 broke. I'm 20 broke. I'm 20 » got 23 24. » got 23 24. » got 23 24. » So I answer this newspaper ad. My father » So I answer this newspaper ad. My father » So I answer this newspaper ad. My father I'm shocked he let me get away with it I'm shocked he let me get away with it I'm shocked he let me get away with it cuz I would look at my own son that cuz I would look at my own son that cuz I would look at my own son that wanted to do the same thing and say heck wanted to do the same thing and say heck wanted to do the same thing and say heck no. Go get a real job. no. Go get a real job. no. Go get a real job. » But I I went to work for a company uh » But I I went to work for a company uh » But I I went to work for a company uh the guy who hired me gave me $500 check the guy who hired me gave me $500 check the guy who hired me gave me $500 check for three weeks which I thought was for three weeks which I thought was for three weeks which I thought was great money back in 2003. I thought that great money back in 2003. I thought that great money back in 2003. I thought that was fantastic. was fantastic. was fantastic. » And after that it was sink or swim. If » And after that it was sink or swim. If » And after that it was sink or swim. If you didn't sell you didn't you didn't you didn't sell you didn't you didn't you didn't sell you didn't you didn't eat. And so uh so I remember my first eat. And so uh so I remember my first eat. And so uh so I remember my first week out uh out of training, you know, week out uh out of training, you know, week out uh out of training, you know, for 3 weeks I'm practicing listening to for 3 weeks I'm practicing listening to for 3 weeks I'm practicing listening to sales pitches and I remember going to sales pitches and I remember going to sales pitches and I remember going to Garden City, Kansas, sitting in a hotel Garden City, Kansas, sitting in a hotel Garden City, Kansas, sitting in a hotel out there and practicing my pitch in out there and practicing my pitch in out there and practicing my pitch in front of a mirror to make sure that, you front of a mirror to make sure that, you front of a mirror to make sure that, you know, I could deliver the goods when know, I could deliver the goods when know, I could deliver the goods when I was when I was when I was » wish we had that video. » wish we had that video. » wish we had that video. » Oh gosh. Oh yeah. Yeah. I had the arms » Oh gosh. Oh yeah. Yeah. I had the arms » Oh gosh. Oh yeah. Yeah. I had the arms moving and everything cuz I'm New York moving and everything cuz I'm New York moving and everything cuz I'm New York and you can't talk. I mean, this and you can't talk. I mean, this and you can't talk. I mean, this microphone's kind of getting in my way. microphone's kind of getting in my way. microphone's kind of getting in my way. It's totally bad. It's totally bad. It's totally bad. » So uh so so anyway, I remember my first » So uh so so anyway, I remember my first » So uh so so anyway, I remember my first week out. Um, I go to Marian, first week out. Um, I go to Marian, first week out. Um, I go to Marian, Kansas, about an hour north of Witchaw Kansas, about an hour north of Witchaw Kansas, about an hour north of Witchaw here. And I got a stack of leads, go here. And I got a stack of leads, go here. And I got a stack of leads, go into this trailer, and sell $3,500 worth into this trailer, and sell $3,500 worth into this trailer, and sell $3,500 worth of insurance. Made about 1,500 bucks in of insurance. Made about 1,500 bucks in of insurance. Made about 1,500 bucks in that one meeting. I called my wife and I that one meeting. I called my wife and I that one meeting. I called my wife and I said, "Sweetie, we can buy groceries cuz said, "Sweetie, we can buy groceries cuz said, "Sweetie, we can buy groceries cuz I just made 1,500 bucks." And that was I just made 1,500 bucks." And that was I just made 1,500 bucks." And that was that was my launch into the sole that was my launch into the sole that was my launch into the sole proprietor, kill what you eat, uh, you proprietor, kill what you eat, uh, you proprietor, kill what you eat, uh, you know, uh, commissionbased world back in know, uh, commissionbased world back in know, uh, commissionbased world back in Yeah. back in 2003. Yeah. back in 2003. Yeah. back in 2003. » So, talk about 8 to 10 years of that. » So, talk about 8 to 10 years of that. » So, talk about 8 to 10 years of that. Then when did you decide I could do this Then when did you decide I could do this Then when did you decide I could do this myself not under like because I'm assuming you not under like because I'm assuming you not under like because I'm assuming you had to connect with these you to had to connect with these you to had to connect with these you to become your own broker was probably a become your own broker was probably a become your own broker was probably a transition » it was » it was » it was » versus just selling so talk about that » versus just selling so talk about that » versus just selling so talk about that transition cuz that's when you decided transition cuz that's when you decided transition cuz that's when you decided 316 health right 316 health right 316 health right » kind of okay » kind of okay » kind of okay » kind of so you know here I am 23 um » kind of so you know here I am 23 um » kind of so you know here I am 23 um trying to figure out where I fit in the trying to figure out where I fit in the trying to figure out where I fit in the world right my whole identity of of what world right my whole identity of of what world right my whole identity of of what I thought I was going to be in life has I thought I was going to be in life has I thought I was going to be in life has now shifted. Um, for the first time in now shifted. Um, for the first time in now shifted. Um, for the first time in my life, as I started to make some my life, as I started to make some my life, as I started to make some money, I I I began to realize that I money, I I I began to realize that I money, I I I began to realize that I could I could live a little bit. And could I could live a little bit. And could I could live a little bit. And having grown up as far right as I did, having grown up as far right as I did, having grown up as far right as I did, right, there was this sense of there are right, there was this sense of there are right, there was this sense of there are things you can do and there are things you can do and there are things you can do and there are things you can't do. And if you if you can't you can't do. And if you if you can't you can't do. And if you if you can't Yeah. There you go. If you don't do Yeah. There you go. If you don't do Yeah. There you go. If you don't do them, right, and you do do them, all them, right, and you do do them, all them, right, and you do do them, all of a sudden, you turn into a a puff of of a sudden, you turn into a a puff of of a sudden, you turn into a a puff of smoke and a burst of flames. So, smoke and a burst of flames. So, smoke and a burst of flames. So, » lightning. » lightning. » lightning. » Yeah. So, so I started, you know, here » Yeah. So, so I started, you know, here » Yeah. So, so I started, you know, here I'm 23, 24, started making some money. I'm 23, 24, started making some money. I'm 23, 24, started making some money. started uh having a little freedom, started uh having a little freedom, started uh having a little freedom, taking what I wanted when I wanted. Um taking what I wanted when I wanted. Um taking what I wanted when I wanted. Um and at first that mentality doesn't and at first that mentality doesn't and at first that mentality doesn't strike you as being maybe negative, strike you as being maybe negative, strike you as being maybe negative, » but you start living for yourself and » but you start living for yourself and » but you start living for yourself and focusing on yourself and doing what you focusing on yourself and doing what you focusing on yourself and doing what you want to do. It led me to a place in my want to do. It led me to a place in my want to do. It led me to a place in my life 10 years down the road that I never life 10 years down the road that I never life 10 years down the road that I never thought I'd wind up in. uh if you looked thought I'd wind up in. uh if you looked thought I'd wind up in. uh if you looked at what my life looked like looked like at what my life looked like looked like at what my life looked like looked like growing up and walking the straight growing up and walking the straight growing up and walking the straight and narrow so to speak and here I am 10 and narrow so to speak and here I am 10 and narrow so to speak and here I am 10 years down the road after making some years down the road after making some years down the road after making some money in the insurance business and my money in the insurance business and my money in the insurance business and my life looked very different and so life looked very different and so life looked very different and so in 2015 in 2015 in 2015 God made a big change in my life huge um God made a big change in my life huge um God made a big change in my life huge um had an experience at a local church uh had an experience at a local church uh had an experience at a local church uh where I finally ran into the fact that where I finally ran into the fact that where I finally ran into the fact that God truly loved me for who I was and in God truly loved me for who I was and in God truly loved me for who I was and in that moment that he that I that I that moment that he that I that I that moment that he that I that I experienced that looking at my life and experienced that looking at my life and experienced that looking at my life and the things I was involved in. Um, you the things I was involved in. Um, you the things I was involved in. Um, you know, my mindset, I realized, uh, that know, my mindset, I realized, uh, that know, my mindset, I realized, uh, that God loved me for who I was. In that God loved me for who I was. In that God loved me for who I was. In that moment, there wasn't an ounce of shame. moment, there wasn't an ounce of shame. moment, there wasn't an ounce of shame. » There wasn't an ounce of, you know, me » There wasn't an ounce of, you know, me » There wasn't an ounce of, you know, me feeling like I'd let God down in some feeling like I'd let God down in some feeling like I'd let God down in some ways. Instead, it was a moment where God ways. Instead, it was a moment where God ways. Instead, it was a moment where God actually showed me he loved me for who I actually showed me he loved me for who I actually showed me he loved me for who I was. And that was transformational for was. And that was transformational for was. And that was transformational for me. me. me. » Remove the performance out. » Remove the performance out. » Remove the performance out. » Yeah. 100%. So, no longer is it if I do » Yeah. 100%. So, no longer is it if I do » Yeah. 100%. So, no longer is it if I do these certain steps, I must be accepted these certain steps, I must be accepted these certain steps, I must be accepted by God. and if I don't do these certain by God. and if I don't do these certain by God. and if I don't do these certain steps, he wants to turn me into a greasy steps, he wants to turn me into a greasy steps, he wants to turn me into a greasy spot in the road. Instead, I realized I spot in the road. Instead, I realized I spot in the road. Instead, I realized I had a heavenly father who loved me for had a heavenly father who loved me for had a heavenly father who loved me for who I was. And while he didn't condone who I was. And while he didn't condone who I was. And while he didn't condone necessarily how I was living, he didn't necessarily how I was living, he didn't necessarily how I was living, he didn't measure his love for me by how I could measure his love for me by how I could measure his love for me by how I could perform. And so that was 2015. God made perform. And so that was 2015. God made perform. And so that was 2015. God made » there's that New York preacher » there's that New York preacher » there's that New York preacher coming. coming. coming. » There you go. Let's go. We're going to » There you go. Let's go. We're going to » There you go. Let's go. We're going to pass the plate. We're going to pass the pass the plate. We're going to pass the pass the plate. We're going to pass the plate next. we're going to we're going plate next. we're going to we're going plate next. we're going to we're going to we're going to and the Lord said so that was really pivotal for me so that was really pivotal for me because it anchored me and started to because it anchored me and started to because it anchored me and started to anchor me into what my identity is. And anchor me into what my identity is. And anchor me into what my identity is. And I think the first step that every single I think the first step that every single I think the first step that every single person has to figure out as they work person has to figure out as they work person has to figure out as they work through life is what their identity is through life is what their identity is through life is what their identity is and where is it anchored and where is it and where is it anchored and where is it and where is it anchored and where is it rooted and who am I really? I think that rooted and who am I really? I think that rooted and who am I really? I think that somebody said many years ago know somebody said many years ago know somebody said many years ago know thyself. I think there's a I don't know thyself. I think there's a I don't know thyself. I think there's a I don't know who said that but it seems like it was a who said that but it seems like it was a who said that but it seems like it was a really long time ago and somebody really long time ago and somebody really long time ago and somebody really smart said it probably from New York and smart said it probably from New York and smart said it probably from New York and maybe Italian. Um so that started maybe Italian. Um so that started maybe Italian. Um so that started me on a different journey from 2020 2003 me on a different journey from 2020 2003 me on a different journey from 2020 2003 to 2015. Yes, I went and sold stuff. I to 2015. Yes, I went and sold stuff. I to 2015. Yes, I went and sold stuff. I don't know that my perspective was don't know that my perspective was don't know that my perspective was necessarily in how I can help people. My necessarily in how I can help people. My necessarily in how I can help people. My perspective is how can I make some money perspective is how can I make some money perspective is how can I make some money » and how can I go enjoy life and all this » and how can I go enjoy life and all this » and how can I go enjoy life and all this new freedom. 2015 God finds me in a new freedom. 2015 God finds me in a new freedom. 2015 God finds me in a place where that freedom I thought that place where that freedom I thought that place where that freedom I thought that I had now turned into great bondage and I had now turned into great bondage and I had now turned into great bondage and the you know that experience with God the you know that experience with God the you know that experience with God shar showing me that he loved me for who shar showing me that he loved me for who shar showing me that he loved me for who I was. The very next thing he shared I was. The very next thing he shared I was. The very next thing he shared with me is Jason here you are in bondage with me is Jason here you are in bondage with me is Jason here you are in bondage all these things in your life that were all these things in your life that were all these things in your life that were freedom and I love you and how freedom and I love you and how freedom and I love you and how in the world can you not serve me in the world can you not serve me in the world can you not serve me because I'm the true path uh uh for because I'm the true path uh uh for because I'm the true path uh uh for not being in bondage to those things. not being in bondage to those things. not being in bondage to those things. So, so, uh, actually at that point I So, so, uh, actually at that point I So, so, uh, actually at that point I thought I was going to transition a thought I was going to transition a thought I was going to transition a career. Uh, part of what I did in health career. Uh, part of what I did in health career. Uh, part of what I did in health insurance is traveling all over Kansas insurance is traveling all over Kansas insurance is traveling all over Kansas and eastern Colorado selling health and eastern Colorado selling health and eastern Colorado selling health insurance to farmers and ranchers. insurance to farmers and ranchers. insurance to farmers and ranchers. Around the same time the Affordable Care Around the same time the Affordable Care Around the same time the Affordable Care Act hit health insurance, if you Act hit health insurance, if you Act hit health insurance, if you familiar with that, that kind of upended familiar with that, that kind of upended familiar with that, that kind of upended the whole the whole the whole » The first time I think I told you this, » The first time I think I told you this, » The first time I think I told you this, the first time a president did something the first time a president did something the first time a president did something that I personally felt. that I personally felt. that I personally felt. » Yeah. » Yeah. » Yeah. » As an employee at a small business when » As an employee at a small business when » As an employee at a small business when our health insurance our health insurance our health insurance » freaked out. um not making a statement » freaked out. um not making a statement » freaked out. um not making a statement of the pros. I don't I understand of the pros. I don't I understand of the pros. I don't I understand more of it. more of it. more of it. » Health insurance is a mess. I don't care » Health insurance is a mess. I don't care » Health insurance is a mess. I don't care how you look at it. how you look at it. how you look at it. » Thing I noticed and I was I mean I was » Thing I noticed and I was I mean I was » Thing I noticed and I was I mean I was young. I was like 20. young. I was like 20. young. I was like 20. » Um or what I've Yeah. I was like 25. » Um or what I've Yeah. I was like 25. » Um or what I've Yeah. I was like 25. » Yeah. » Yeah. » Yeah. » Yeah. I remember. » Yeah. I remember. » Yeah. I remember. » You still look 25. I don't » You still look 25. I don't » You still look 25. I don't » I am » I am » I am » 25 year olds don't wear socks, man. But » 25 year olds don't wear socks, man. But » 25 year olds don't wear socks, man. But » you know men wear socks, you know, » you know men wear socks, you know, » you know men wear socks, you know, they just not ashamed of these angels. they just not ashamed of these angels. they just not ashamed of these angels. Yeah. So, so you know, 2015 trying to Yeah. So, so you know, 2015 trying to Yeah. So, so you know, 2015 trying to figure out what am I going to do? figure out what am I going to do? figure out what am I going to do? Um, realized that it's not good for my Um, realized that it's not good for my Um, realized that it's not good for my family life to be be gone as much as I family life to be be gone as much as I family life to be be gone as much as I was. So, so I actually picked up a real was. So, so I actually picked up a real was. So, so I actually picked up a real estate license and I thought, well, estate license and I thought, well, estate license and I thought, well, here's what I'll do. I'll transition here's what I'll do. I'll transition here's what I'll do. I'll transition from health insurance to real estate and from health insurance to real estate and from health insurance to real estate and I can stay more local and uh my wife and I can stay more local and uh my wife and I can stay more local and uh my wife had a had a a good enough job that could had a had a a good enough job that could had a had a a good enough job that could kind of absorb that change. And in kind of absorb that change. And in kind of absorb that change. And in health insurance, prior to 2015, I was health insurance, prior to 2015, I was health insurance, prior to 2015, I was very lead driven. A matter of fact, very lead driven. A matter of fact, very lead driven. A matter of fact, that the company that I worked for that the company that I worked for that the company that I worked for would provide us mail leads of farmers would provide us mail leads of farmers would provide us mail leads of farmers and ranchers in the middle of nowhere. I and ranchers in the middle of nowhere. I and ranchers in the middle of nowhere. I would hire telemarketers to call farmers would hire telemarketers to call farmers would hire telemarketers to call farmers and ranchers in the middle of nowhere to and ranchers in the middle of nowhere to and ranchers in the middle of nowhere to uncover the needs that I could go solve uncover the needs that I could go solve uncover the needs that I could go solve and go out there and go sell it. So, I and go out there and go sell it. So, I and go out there and go sell it. So, I never understood relational marketing. I never understood relational marketing. I never understood relational marketing. I never understood what it looked like to never understood what it looked like to never understood what it looked like to build relationships and build relationships and build relationships and long-term standings and communities. And long-term standings and communities. And long-term standings and communities. And so, 2015, decide, oh, I'm going to get a so, 2015, decide, oh, I'm going to get a so, 2015, decide, oh, I'm going to get a real estate license. Um, transition from real estate license. Um, transition from real estate license. Um, transition from health insurance to real estate. And I health insurance to real estate. And I health insurance to real estate. And I realized that real estate works a little realized that real estate works a little realized that real estate works a little bit different in sales and what I had bit different in sales and what I had bit different in sales and what I had understood, which is here's your stack understood, which is here's your stack understood, which is here's your stack of leads. Go call the leads and make of leads. Go call the leads and make of leads. Go call the leads and make some money. some money. some money. And I learned this idea of building And I learned this idea of building And I learned this idea of building relationships because nobody uses a relationships because nobody uses a relationships because nobody uses a realtor based on a lead. It's normally realtor based on a lead. It's normally realtor based on a lead. It's normally based off, "Hey, Samuel, who do you know based off, "Hey, Samuel, who do you know based off, "Hey, Samuel, who do you know that does real estate, right? It's very that does real estate, right? It's very that does real estate, right? It's very relational." relational." relational." » Around the same time, I had a buddy of » Around the same time, I had a buddy of » Around the same time, I had a buddy of mine named Robert Beard. Robert Beard's mine named Robert Beard. Robert Beard's mine named Robert Beard. Robert Beard's another realtor in town. You know, another realtor in town. You know, another realtor in town. You know, Robert? Yeah. Yeah. He's Oh, he would be Robert? Yeah. Yeah. He's Oh, he would be Robert? Yeah. Yeah. He's Oh, he would be fun on this podcast. He would be Yeah. fun on this podcast. He would be Yeah. fun on this podcast. He would be Yeah. He's He's a He's He's a He's He's a » He's an Irishman. So, yes. Yes. You » He's an Irishman. So, yes. Yes. You » He's an Irishman. So, yes. Yes. You could probably drink uh Irish whiskey. could probably drink uh Irish whiskey. could probably drink uh Irish whiskey. Yeah. There you go. Artichoke. Yeah. There you go. Artichoke. Yeah. There you go. Artichoke. Um, so he came along say, "Jason, uh, Um, so he came along say, "Jason, uh, Um, so he came along say, "Jason, uh, I'm I'm I'm thinking about starting this I'm I'm I'm thinking about starting this I'm I'm I'm thinking about starting this new, uh, new thing called BNI. this new, uh, new thing called BNI. this new, uh, new thing called BNI. It's a it's a networking group here in It's a it's a networking group here in It's a it's a networking group here in Witchah, Witchah, Witchah, » and I want you to be a part of it." I » and I want you to be a part of it." I » and I want you to be a part of it." I said, "Dude, I don't want to be a part said, "Dude, I don't want to be a part said, "Dude, I don't want to be a part of your stupid cult, you know, whatever. of your stupid cult, you know, whatever. of your stupid cult, you know, whatever. I've been no, come on, come on, come I've been no, come on, come on, come I've been no, come on, come on, come on." I said, "Well, here's the deal, on." I said, "Well, here's the deal, on." I said, "Well, here's the deal, Robert. BNI brings in one person per Robert. BNI brings in one person per Robert. BNI brings in one person per profession, and you're a real estate profession, and you're a real estate profession, and you're a real estate agent, and I'm trying to do real estate. agent, and I'm trying to do real estate. agent, and I'm trying to do real estate. How does that work?" He says, "No, How does that work?" He says, "No, How does that work?" He says, "No, Jason. I'll do real estate. You come in Jason. I'll do real estate. You come in Jason. I'll do real estate. You come in for health insurance." for health insurance." for health insurance." I thought, "All right." So, so I started I thought, "All right." So, so I started I thought, "All right." So, so I started this BNI chapter called the this BNI chapter called the this BNI chapter called the preferred professionals in 2017. And I preferred professionals in 2017. And I preferred professionals in 2017. And I began to take the principles that I had began to take the principles that I had began to take the principles that I had learned in real estate, which is very learned in real estate, which is very learned in real estate, which is very relational. And I thought, what's it relational. And I thought, what's it relational. And I thought, what's it look like if I try that in health look like if I try that in health look like if I try that in health insurance? insurance? insurance? » And starting that in health insurance, I » And starting that in health insurance, I » And starting that in health insurance, I realized that people really are stuck. I realized that people really are stuck. I realized that people really are stuck. I heard it from you a minute ago when you heard it from you a minute ago when you heard it from you a minute ago when you heard that's the first thing that I felt heard that's the first thing that I felt heard that's the first thing that I felt that was federal and it probably wasn't that was federal and it probably wasn't that was federal and it probably wasn't positive. positive. positive. » No, no, not my personal experience. » No, no, not my personal experience. » No, no, not my personal experience. » Probably full of chaos and confusion. » Probably full of chaos and confusion. » Probably full of chaos and confusion. and this is effing wah blah and this is effing wah blah and this is effing wah blah. So I began to realize that I had a blah. So I began to realize that I had a blah. So I began to realize that I had a skill set that very few people had in my skill set that very few people had in my skill set that very few people had in my industry that saw what health insurance industry that saw what health insurance industry that saw what health insurance looked like prior to the Affordable Care looked like prior to the Affordable Care looked like prior to the Affordable Care Act. Now through the Affordable Care Act. Now through the Affordable Care Act. Now through the Affordable Care Act and then post Aaffordable Care Act, how and then post Aaffordable Care Act, how and then post Aaffordable Care Act, how do we really help people solve problems? do we really help people solve problems? do we really help people solve problems? 2018 my dad was diagnosed with stage four my dad was diagnosed with stage four my dad was diagnosed with stage four pancreatic cancer. And so I've got a I pancreatic cancer. And so I've got a I pancreatic cancer. And so I've got a I got a brother in uh Iowa, got a brother got a brother in uh Iowa, got a brother got a brother in uh Iowa, got a brother in Atlanta, Georgia. My folks had in Atlanta, Georgia. My folks had in Atlanta, Georgia. My folks had actually moved from upstate New York to actually moved from upstate New York to actually moved from upstate New York to Oklahoma City. So me being in Witchaw, Oklahoma City. So me being in Witchaw, Oklahoma City. So me being in Witchaw, the middle kid closest to him, every the middle kid closest to him, every the middle kid closest to him, every Thursday I would drive down to Oak every Thursday I would drive down to Oak every Thursday I would drive down to Oak City and I remember walking with mom and City and I remember walking with mom and City and I remember walking with mom and dad through the journey. Um, and my dad through the journey. Um, and my dad through the journey. Um, and my dad went from diagnosis to death in about 4 went from diagnosis to death in about 4 went from diagnosis to death in about 4 months. months. months. » Dad was super healthy, never took a look » Dad was super healthy, never took a look » Dad was super healthy, never took a look at medicine. Uh, and everybody's healthy at medicine. Uh, and everybody's healthy at medicine. Uh, and everybody's healthy till the day they're not. till the day they're not. till the day they're not. » And I remember sitting uh in the » And I remember sitting uh in the » And I remember sitting uh in the oncologist office in Oklahoma City as my oncologist office in Oklahoma City as my oncologist office in Oklahoma City as my folks were trying to figure out what the folks were trying to figure out what the folks were trying to figure out what the next steps were, right? They they'd had next steps were, right? They they'd had next steps were, right? They they'd had the biopsy, realized it was cancer, and the biopsy, realized it was cancer, and the biopsy, realized it was cancer, and now they're trying to figure out what now they're trying to figure out what now they're trying to figure out what the treatment needs to look like. what the treatment needs to look like. what the treatment needs to look like. Well, my mother, who is the Italian of Well, my mother, who is the Italian of Well, my mother, who is the Italian of my New York Italian, my mom can my New York Italian, my mom can my New York Italian, my mom can literally speak with her mouth, her literally speak with her mouth, her literally speak with her mouth, her hands, and her feet all at the same hands, and her feet all at the same hands, and her feet all at the same time, and you'll know exactly what she time, and you'll know exactly what she time, and you'll know exactly what she means cuz she's wired that way. She is means cuz she's wired that way. She is means cuz she's wired that way. She is sitting in front of this oncologist, sitting in front of this oncologist, sitting in front of this oncologist, literally this far at his desk, and she literally this far at his desk, and she literally this far at his desk, and she is taking up all the air in the room. is taking up all the air in the room. is taking up all the air in the room. She's talking about, "What about online She's talking about, "What about online She's talking about, "What about online here and what about blood work there?" here and what about blood work there?" here and what about blood work there?" And I saw, you know, uh, MD Anderson And I saw, you know, uh, MD Anderson And I saw, you know, uh, MD Anderson says this and the Mayo Clinic and blah says this and the Mayo Clinic and blah says this and the Mayo Clinic and blah. Not even blah blah. Not even blah blah. Not even taking a breath. And this poor taking a breath. And this poor taking a breath. And this poor Midwestern oncologist is looking at my Midwestern oncologist is looking at my Midwestern oncologist is looking at my mother like, "Holy crap, lady, just take mother like, "Holy crap, lady, just take mother like, "Holy crap, lady, just take a breath." My father and I are sitting a breath." My father and I are sitting a breath." My father and I are sitting maybe 10 ft back on a leather couch. He maybe 10 ft back on a leather couch. He maybe 10 ft back on a leather couch. He leans over to me and even though my dad leans over to me and even though my dad leans over to me and even though my dad was sick, he still had a fantastic sense was sick, he still had a fantastic sense was sick, he still had a fantastic sense of humor. He leans over. He says, "Son, of humor. He leans over. He says, "Son, of humor. He leans over. He says, "Son, there's not a single class that guy took there's not a single class that guy took there's not a single class that guy took in medical school to get ready for your in medical school to get ready for your in medical school to get ready for your mother today cuz she is on fire." mother today cuz she is on fire." mother today cuz she is on fire." » That's awesome. But the next thing he » That's awesome. But the next thing he » That's awesome. But the next thing he said to me has stuck. He said, "Son, I said to me has stuck. He said, "Son, I said to me has stuck. He said, "Son, I don't really care how we treat. I've don't really care how we treat. I've don't really care how we treat. I've I've read the I've I've read the prog I've read the I've I've read the prog I've read the I've I've read the prognos. I' got a 2% shot of making it prognos. I' got a 2% shot of making it prognos. I' got a 2% shot of making it two years more. I get that. I don't care two years more. I get that. I don't care two years more. I get that. I don't care how we treat. But here's what I know." how we treat. But here's what I know." how we treat. But here's what I know." And he pointed at my mother. He said, And he pointed at my mother. He said, And he pointed at my mother. He said, "That woman over there is going to call "That woman over there is going to call "That woman over there is going to call every shop. every shop. every shop. » We're going to go where she wants to go. » We're going to go where she wants to go. » We're going to go where she wants to go. We're going to treat how she wants to We're going to treat how she wants to We're going to treat how she wants to treat. We're going to do it exactly how treat. We're going to do it exactly how treat. We're going to do it exactly how she wants to do it she wants to do it she wants to do it » because she's going to need a sense of » because she's going to need a sense of » because she's going to need a sense of control as we walk through this journey control as we walk through this journey control as we walk through this journey together. together. together. Well, that day my profession in health Well, that day my profession in health Well, that day my profession in health insurance hit differently. insurance hit differently. insurance hit differently. » Uh because now had my dad taken a cheap » Uh because now had my dad taken a cheap » Uh because now had my dad taken a cheap route and my dad was cheap. I don't mean route and my dad was cheap. I don't mean route and my dad was cheap. I don't mean that ugly. He just, you know, here's that ugly. He just, you know, here's that ugly. He just, you know, here's about here's about the generation a about here's about the generation a about here's about the generation a little older than me. They got all the little older than me. They got all the little older than me. They got all the money in the world, but they love a good money in the world, but they love a good money in the world, but they love a good deal, right? And so had my dad bought deal, right? And so had my dad bought deal, right? And so had my dad bought maybe a Medicare Advantage plan or maybe a Medicare Advantage plan or maybe a Medicare Advantage plan or something that was maybe substandard to something that was maybe substandard to something that was maybe substandard to save some cost cuz he never think he was save some cost cuz he never think he was save some cost cuz he never think he was going to use it, the last four months of going to use it, the last four months of going to use it, the last four months of my dad's life would have looked a whole my dad's life would have looked a whole my dad's life would have looked a whole lot different from my mom's point of lot different from my mom's point of lot different from my mom's point of view because she'd have been fighting view because she'd have been fighting view because she'd have been fighting with an insurance company trying to get with an insurance company trying to get with an insurance company trying to get access to care. Matter of fact, that access to care. Matter of fact, that access to care. Matter of fact, that whole thing came to light a couple years whole thing came to light a couple years whole thing came to light a couple years ago when a guy in New York City got a ago when a guy in New York City got a ago when a guy in New York City got a bullet in the back from a kid because he bullet in the back from a kid because he bullet in the back from a kid because he was mad because his grandmother couldn't was mad because his grandmother couldn't was mad because his grandmother couldn't get access to care over a similar get access to care over a similar get access to care over a similar situation. But my father, because he had situation. But my father, because he had situation. But my father, because he had a good son, uh made some good choices. a good son, uh made some good choices. a good son, uh made some good choices. He did it kicking and screaming. He did it kicking and screaming. He did it kicking and screaming. » But my mom was able to get my dad the » But my mom was able to get my dad the » But my mom was able to get my dad the care that she needed uh uh that he care that she needed uh uh that he care that she needed uh uh that he needed when he needed to have it. needed when he needed to have it. needed when he needed to have it. » So I wrote down uh at my desk going » So I wrote down uh at my desk going » So I wrote down uh at my desk going through that through that through that » that we are part of people's experience » that we are part of people's experience » that we are part of people's experience on the day get the worst news of their on the day get the worst news of their on the day get the worst news of their lives. It sits in my desk. Matter of lives. It sits in my desk. Matter of lives. It sits in my desk. Matter of fact, I think next time you come, I'll fact, I think next time you come, I'll fact, I think next time you come, I'll show it to you. And so in 2018, my show it to you. And so in 2018, my show it to you. And so in 2018, my perspective changed significantly. And I perspective changed significantly. And I perspective changed significantly. And I thought, my gosh, how do we take a thought, my gosh, how do we take a thought, my gosh, how do we take a system that is stacked against the system that is stacked against the system that is stacked against the average person, the average small average person, the average small average person, the average small business, flip it on its head, and business, flip it on its head, and business, flip it on its head, and whether it makes us a commission dollar whether it makes us a commission dollar whether it makes us a commission dollar or not, we can help turn the lights on or not, we can help turn the lights on or not, we can help turn the lights on and help them actually solve problems. and help them actually solve problems. and help them actually solve problems. Well, from a business standpoint, don't Well, from a business standpoint, don't Well, from a business standpoint, don't know if that sounded real good cuz we know if that sounded real good cuz we know if that sounded real good cuz we give away advice that uh, you know, give away advice that uh, you know, give away advice that uh, you know, didn't make us any money, didn't make us any money, didn't make us any money, » right? » right? » right? » But what I found is we built trust. » But what I found is we built trust. » But what I found is we built trust. » And trust, I've come to realize, is the » And trust, I've come to realize, is the » And trust, I've come to realize, is the currency by which business, pardon me, currency by which business, pardon me, currency by which business, pardon me, the right business thrives. the right business thrives. the right business thrives. » Yeah. So, by 2020, every time my phone » Yeah. So, by 2020, every time my phone » Yeah. So, by 2020, every time my phone would ring, I would want to chuck it would ring, I would want to chuck it would ring, I would want to chuck it against the wall because I can't keep against the wall because I can't keep against the wall because I can't keep up. up. up. » Yeah. » Yeah. » Yeah. » Came across a business coach, uh, Dan » Came across a business coach, uh, Dan » Came across a business coach, uh, Dan Kry, who would be phenomenal to have on. Kry, who would be phenomenal to have on. Kry, who would be phenomenal to have on. » I think it's next Friday. » I think it's next Friday. » I think it's next Friday. » Is he really? Oh, man. I want to be here » Is he really? Oh, man. I want to be here » Is he really? Oh, man. I want to be here just on the other side of the camera. just on the other side of the camera. just on the other side of the camera. » Um, and so, you know, that's where » Um, and so, you know, that's where » Um, and so, you know, that's where 316 health insurance was born. um 316 health insurance was born. um 316 health insurance was born. um understanding the flexibility that I had understanding the flexibility that I had understanding the flexibility that I had not just as a sales guy but how do I not just as a sales guy but how do I not just as a sales guy but how do I take all the different pieces in take all the different pieces in take all the different pieces in healthcare whe it's direct primary care healthcare whe it's direct primary care healthcare whe it's direct primary care level funded plans the affordable care level funded plans the affordable care level funded plans the affordable care act Christian sharing programs private act Christian sharing programs private act Christian sharing programs private plans offm market all these things are plans offm market all these things are plans offm market all these things are just tools and how do we blend them just tools and how do we blend them just tools and how do we blend them together in ways that actually work for together in ways that actually work for together in ways that actually work for people and what we found is in our in people and what we found is in our in people and what we found is in our in our in our niche so to speak is there's our in our niche so to speak is there's our in our niche so to speak is there's very few people that practice it that very few people that practice it that very few people that practice it that way and so we had to scale we had to way and so we had to scale we had to way and so we had to scale we had to grow because it can't just I can only grow because it can't just I can only grow because it can't just I can only serve so many people serve so many people serve so many people » so I had to create a business that could » so I had to create a business that could » so I had to create a business that could help us get there. help us get there. help us get there. » The thus 316 health insurance. » The thus 316 health insurance. » The thus 316 health insurance. » Thus 316 health insurance. » Thus 316 health insurance. » Thus 316 health insurance. » I got it right that » I got it right that » I got it right that » there you go. That is not 316 health, » there you go. That is not 316 health, » there you go. That is not 316 health, » right? » right? » right? » Got to put the insurance piece in there. » Got to put the insurance piece in there. » Got to put the insurance piece in there. » Does that work out to » Does that work out to » Does that work out to » Please don't ask if we Please don't ask » Please don't ask if we Please don't ask » Please don't ask if we Please don't ask if we do PNC insurance. Please don't ask if we do PNC insurance. Please don't ask if we do PNC insurance. Please don't ask if we do life insurance. They'll say if we do life insurance. They'll say if we do life insurance. They'll say it's 316 health insurance. Yeah. it's 316 health insurance. Yeah. it's 316 health insurance. Yeah. » Yeah. Yeah. No, that's good. Um, so what » Yeah. Yeah. No, that's good. Um, so what » Yeah. Yeah. No, that's good. Um, so what uh I love so the reason I wanted to have uh I love so the reason I wanted to have uh I love so the reason I wanted to have you on um you on um you on um you spoke at a million cups event was you spoke at a million cups event was you spoke at a million cups event was the first time I heard part of the story the first time I heard part of the story the first time I heard part of the story and I I just think it's really powerful. and I I just think it's really powerful. and I I just think it's really powerful. It's it's far and few and not dogging It's it's far and few and not dogging It's it's far and few and not dogging any other companies or anything like any other companies or anything like any other companies or anything like that. Uh and not even just talk about that. Uh and not even just talk about that. Uh and not even just talk about your industry, it's it's rare to find your industry, it's it's rare to find your industry, it's it's rare to find someone that built something from a someone that built something from a someone that built something from a problem like the origin of the problem like the origin of the problem like the origin of the problem instead of just trying to get market instead of just trying to get market instead of just trying to get market share. Yeah. share. Yeah. share. Yeah. » And so what I love about your story is » And so what I love about your story is » And so what I love about your story is that you were like this could look that you were like this could look that you were like this could look different and you innovated on a idea different and you innovated on a idea different and you innovated on a idea that really like has a lot of that really like has a lot of that really like has a lot of constraints on how you can innovate. And constraints on how you can innovate. And constraints on how you can innovate. And the way you did it was hey whether the way you did it was hey whether the way you did it was hey whether there's a commission or not, we're going there's a commission or not, we're going there's a commission or not, we're going to find every possible avenue for this to find every possible avenue for this to find every possible avenue for this person to get what's best for them and person to get what's best for them and person to get what's best for them and their situation and their means. And their situation and their means. And their situation and their means. And then I sat down your office with you and then I sat down your office with you and then I sat down your office with you and you broke down the Obamacare act of how you broke down the Obamacare act of how you broke down the Obamacare act of how this can work for under 50 employees and this can work for under 50 employees and this can work for under 50 employees and people making under $20 an hour. And people making under $20 an hour. And people making under $20 an hour. And that I'd never heard it communicated that I'd never heard it communicated that I'd never heard it communicated that way. And so I thought that was just that way. And so I thought that was just that way. And so I thought that was just really powerful. And so I want to go really powerful. And so I want to go really powerful. And so I want to go deeper into the health insurance deeper into the health insurance deeper into the health insurance aspect if you're good with that. Um like aspect if you're good with that. Um like aspect if you're good with that. Um like what is broken about health what is broken about health what is broken about health insurance? insurance? insurance? » Oh man. like » Oh man. like » Oh man. like » yeah smarter people than you and I Sam » yeah smarter people than you and I Sam » yeah smarter people than you and I Sam well smarter people than me not you have well smarter people than me not you have well smarter people than me not you have tried this and figured out you know I tried this and figured out you know I tried this and figured out you know I don't care what insurance it is it's all don't care what insurance it is it's all don't care what insurance it is it's all this idea of putting people in a risk this idea of putting people in a risk this idea of putting people in a risk pool and sharing risk with each other pool and sharing risk with each other pool and sharing risk with each other it's kind of like the lottery it's kind of like the lottery it's kind of like the lottery » we don't know who's going to get hit by » we don't know who's going to get hit by » we don't know who's going to get hit by the bus we just know statistically the bus we just know statistically the bus we just know statistically somebody will everybody throws money somebody will everybody throws money somebody will everybody throws money into the medical lottery right whoever into the medical lottery right whoever into the medical lottery right whoever gets hit by the bus can is you all right gets hit by the bus can is you all right gets hit by the bus can is you all right there » yeah I just had a little bit that was » yeah I just had a little bit that was » yeah I just had a little bit that was not me you know not me you know not me you know » a flashback on my coffee there » a flashback on my coffee there » a flashback on my coffee there » little recoil oil on that sip. » little recoil oil on that sip. » little recoil oil on that sip. » Already crying about health insurance. I » Already crying about health insurance. I » Already crying about health insurance. I get you got me. You got me real good. get you got me. You got me real good. get you got me. You got me real good. » I used to go to networking groups and » I used to go to networking groups and » I used to go to networking groups and I'd stand up and say, "Hi, my name's I'd stand up and say, "Hi, my name's I'd stand up and say, "Hi, my name's Jason Gway. I specialize in doing Jason Gway. I specialize in doing Jason Gway. I specialize in doing health." health." health." And people look at me like, "What's And people look at me like, "What's And people look at me like, "What's going on?" Like, "Sorry, health going on?" Like, "Sorry, health going on?" Like, "Sorry, health insurance leaves such a bad taste in my insurance leaves such a bad taste in my insurance leaves such a bad taste in my mouth." And and that was that was kind mouth." And and that was that was kind mouth." And and that was that was kind of my hook, so to speak. So, sorry I of my hook, so to speak. So, sorry I of my hook, so to speak. So, sorry I ruined that. ruined that. ruined that. » No, that broken health insurance. » No, that broken health insurance. » No, that broken health insurance. » So, so here we are. We got this medical » So, so here we are. We got this medical » So, so here we are. We got this medical lottery, right? And and so there's this lottery, right? And and so there's this lottery, right? And and so there's this the more people cash out of the medical the more people cash out of the medical the more people cash out of the medical lottery, the more people have to put lottery, the more people have to put lottery, the more people have to put into the medical lottery. So prior to into the medical lottery. So prior to into the medical lottery. So prior to the Affordable Care Act, the idea was the Affordable Care Act, the idea was the Affordable Care Act, the idea was how do we find a bunch of healthy how do we find a bunch of healthy how do we find a bunch of healthy people, stick them in a big risk pool people, stick them in a big risk pool people, stick them in a big risk pool together? Because the healthier the together? Because the healthier the together? Because the healthier the pool, the less gets used, the cheaper pool, the less gets used, the cheaper pool, the less gets used, the cheaper the rates. And how do most people buy the rates. And how do most people buy the rates. And how do most people buy health insurance or any insurance? It's health insurance or any insurance? It's health insurance or any insurance? It's the rate. the rate. the rate. » Can I get a better rate? Who's got the » Can I get a better rate? Who's got the » Can I get a better rate? Who's got the best rate? Does Blue Cross have the best rate? Does Blue Cross have the best rate? Does Blue Cross have the better rate? Does United Healthcare have better rate? Does United Healthcare have better rate? Does United Healthcare have the better rate? And the way you control the better rate? And the way you control the better rate? And the way you control rates is by controlling how much you rates is by controlling how much you rates is by controlling how much you spend out of your risk pool. Well, spend out of your risk pool. Well, spend out of your risk pool. Well, that's great as long as you're healthy. that's great as long as you're healthy. that's great as long as you're healthy. But what happens if I'm 52, lose my job, But what happens if I'm 52, lose my job, But what happens if I'm 52, lose my job, my wife has stage four cancer. Who in my wife has stage four cancer. Who in my wife has stage four cancer. Who in the world's going to go insure her? the world's going to go insure her? the world's going to go insure her? » Yeah. » Yeah. » Yeah. » Because she's a guaranteed claim waiting » Because she's a guaranteed claim waiting » Because she's a guaranteed claim waiting to happen. Now, prior to the Affordable to happen. Now, prior to the Affordable to happen. Now, prior to the Affordable Care Act, each state had a high-risisk Care Act, each state had a high-risisk Care Act, each state had a high-risisk insurance pool that was but it would cap insurance pool that was but it would cap insurance pool that was but it would cap out at $100,000 worth of coverage, out at $100,000 worth of coverage, out at $100,000 worth of coverage, $150,000 worth of coverage, which left $150,000 worth of coverage, which left $150,000 worth of coverage, which left people that were really in a dire strait people that were really in a dire strait people that were really in a dire strait uninsured. uninsured. uninsured. So that was the problem prior to the So that was the problem prior to the So that was the problem prior to the Affordable Care. How do we how do we Affordable Care. How do we how do we Affordable Care. How do we how do we provide this access to care for people provide this access to care for people provide this access to care for people who really need it who weren't able to who really need it who weren't able to who really need it who weren't able to buy it when they were younger buy it when they were younger buy it when they were younger » and that debt was crippling people's » and that debt was crippling people's » and that debt was crippling people's personal lives and hospitals, right? I personal lives and hospitals, right? I personal lives and hospitals, right? I mean, it was it was bad for everybody. mean, it was it was bad for everybody. mean, it was it was bad for everybody. » Well, not just crippling hospitals, but » Well, not just crippling hospitals, but » Well, not just crippling hospitals, but if I'm walking in with stage four cancer if I'm walking in with stage four cancer if I'm walking in with stage four cancer and I can't pay and I can't pay and I can't pay » Yeah. » Yeah. » Yeah. » I'm not getting access to care, » I'm not getting access to care, » I'm not getting access to care, » right? » right? » right? » It's one thing if I walk in with a leg » It's one thing if I walk in with a leg » It's one thing if I walk in with a leg cut off and they've got to give me cut off and they've got to give me cut off and they've got to give me emergency care. But in the situation emergency care. But in the situation emergency care. But in the situation where it's not emergency care, we've got where it's not emergency care, we've got where it's not emergency care, we've got to talk about payment. to talk about payment. to talk about payment. » Yeah. » Yeah. » Yeah. » So, the Affordable Care Act came along » So, the Affordable Care Act came along » So, the Affordable Care Act came along and said, "How do we get these people and said, "How do we get these people and said, "How do we get these people access to care and provide no access to care and provide no access to care and provide no pre-existing conditions?" Which sounds pre-existing conditions?" Which sounds pre-existing conditions?" Which sounds great. No pre-existing conditions, great. No pre-existing conditions, great. No pre-existing conditions, whether you're healthy, not healthy, whether you're healthy, not healthy, whether you're healthy, not healthy, come on in. We're going to take care of come on in. We're going to take care of come on in. We're going to take care of you. Sounds great. And there's an you. Sounds great. And there's an you. Sounds great. And there's an argument to be made that people need argument to be made that people need argument to be made that people need access to healthcare. access to healthcare. access to healthcare. » Yeah. But as soon as you let these » Yeah. But as soon as you let these » Yeah. But as soon as you let these people join these risk pools without any people join these risk pools without any people join these risk pools without any type of penalty and charging them the type of penalty and charging them the type of penalty and charging them the same price that they ch charge healthy same price that they ch charge healthy same price that they ch charge healthy people, all of a sudden the usage of people, all of a sudden the usage of people, all of a sudden the usage of that pool has gone up exponentially. And that pool has gone up exponentially. And that pool has gone up exponentially. And in any health insurance pool, in any health insurance pool, in any health insurance pool, healthy people pay for sick people. healthy people pay for sick people. healthy people pay for sick people. » Yeah. » Yeah. » Yeah. » So then the Affordable Care Act comes » So then the Affordable Care Act comes » So then the Affordable Care Act comes out and they try to penalize people if out and they try to penalize people if out and they try to penalize people if you didn't buy the Affordable Care Act you didn't buy the Affordable Care Act you didn't buy the Affordable Care Act because they had to figure out a way to because they had to figure out a way to because they had to figure out a way to incentivize healthy people to buy into incentivize healthy people to buy into incentivize healthy people to buy into pools with sick people. And that's been pools with sick people. And that's been pools with sick people. And that's been the debate in healthcare. You can't have the debate in healthcare. You can't have the debate in healthcare. You can't have cheap premiums and no pre-existing cheap premiums and no pre-existing cheap premiums and no pre-existing conditions in the same sentence. To mask conditions in the same sentence. To mask conditions in the same sentence. To mask that problem, Uncle Sam came up with the that problem, Uncle Sam came up with the that problem, Uncle Sam came up with the idea of, well, let's just subsidize with idea of, well, let's just subsidize with idea of, well, let's just subsidize with tax money. The less money you make, the tax money. The less money you make, the tax money. The less money you make, the more we'll give you federal money to pay more we'll give you federal money to pay more we'll give you federal money to pay for it. The less money you make, the for it. The less money you make, the for it. The less money you make, the more you have to pay for it on yourself. more you have to pay for it on yourself. more you have to pay for it on yourself. And that's been the debate in healthcare And that's been the debate in healthcare And that's been the debate in healthcare in the last decade or so. in the last decade or so. in the last decade or so. » Essentially, they're they're the rates » Essentially, they're they're the rates » Essentially, they're they're the rates the same to them, but the federal the same to them, but the federal the same to them, but the federal government subsidizing. government subsidizing. government subsidizing. » Correct. So the healthy person is paying » Correct. So the healthy person is paying » Correct. So the healthy person is paying less. less. less. » Not necessarily income. » Not necessarily income. » Not necessarily income. » It it's it's all based on income. » It it's it's all based on income. » It it's it's all based on income. » All based on income. So the premium may » All based on income. So the premium may » All based on income. So the premium may be 1,300 bucks a month for a person. be 1,300 bucks a month for a person. be 1,300 bucks a month for a person. » If I'm my income as a single person is » If I'm my income as a single person is » If I'm my income as a single person is $20,000. Uncle Sam may be giving me $20,000. Uncle Sam may be giving me $20,000. Uncle Sam may be giving me $1,000 a month. So I see like a $50 $1,000 a month. So I see like a $50 $1,000 a month. So I see like a $50 premium. premium. premium. » So it's regardless of » So it's regardless of » So it's regardless of » There you go. Regardless of health. » There you go. Regardless of health. » There you go. Regardless of health. » And so that's the debate in healthcare. » And so that's the debate in healthcare. » And so that's the debate in healthcare. Now you brought up a point earlier Now you brought up a point earlier Now you brought up a point earlier that I want to really dig into. For us that I want to really dig into. For us that I want to really dig into. For us to solve the problem, we've got to think to solve the problem, we've got to think to solve the problem, we've got to think differently. I think it was Albert differently. I think it was Albert differently. I think it was Albert Einstein who said the definition of Einstein who said the definition of Einstein who said the definition of insanity is doing the same stupid thing. insanity is doing the same stupid thing. insanity is doing the same stupid thing. I added that because it's New York over I added that because it's New York over I added that because it's New York over and over again and hoping for a and over again and hoping for a and over again and hoping for a different result, right? And we're there different result, right? And we're there different result, right? And we're there in healthcare. So, we've got to in healthcare. So, we've got to in healthcare. So, we've got to innovate. We've got to think innovate. We've got to think innovate. We've got to think differently. And it's not just differently. And it's not just differently. And it's not just healthcare. I I think it's in any healthcare. I I think it's in any healthcare. I I think it's in any business. business. business. » Yeah. » Yeah. » Yeah. » Uh I appreciated the tour you gave me of » Uh I appreciated the tour you gave me of » Uh I appreciated the tour you gave me of what you're doing here. It's it's an old what you're doing here. It's it's an old what you're doing here. It's it's an old school booktore, old printing press, school booktore, old printing press, school booktore, old printing press, newspapers from the 30s in there, but newspapers from the 30s in there, but newspapers from the 30s in there, but you figured out how to how to innovize. you figured out how to how to innovize. you figured out how to how to innovize. » Is that is that even a word? we'll go » Is that is that even a word? we'll go » Is that is that even a word? we'll go with it. In everybody knows what that with it. In everybody knows what that with it. In everybody knows what that means. Innov means. Innov means. Innov something different and new something different and new something different and new » to to meet people's needs, which is » to to meet people's needs, which is » to to meet people's needs, which is fantastic. And I think that every fantastic. And I think that every fantastic. And I think that every successful business owner has to figure successful business owner has to figure successful business owner has to figure out how to innovate in his or her space. out how to innovate in his or her space. out how to innovate in his or her space. » And and that is so hard to do when » And and that is so hard to do when » And and that is so hard to do when federally like when the feds are federally like when the feds are federally like when the feds are involved, right, in health insurance now involved, right, in health insurance now involved, right, in health insurance now that I've heard that argument. The that I've heard that argument. The that I've heard that argument. The feds are involved now. So like how do feds are involved now. So like how do feds are involved now. So like how do you innovate? Policy is now involved. you innovate? Policy is now involved. you innovate? Policy is now involved. Like there's so much policy around it. Like there's so much policy around it. Like there's so much policy around it. There is There is There is » um » um » um » but there's also incredible opportunity. » but there's also incredible opportunity. » but there's also incredible opportunity. » Every time Uncle Sam sticks his finger » Every time Uncle Sam sticks his finger » Every time Uncle Sam sticks his finger in something and mix it around. You know in something and mix it around. You know in something and mix it around. You know what it does? what it does? what it does? » It drives people to shop. » It drives people to shop. » It drives people to shop. » Now I don't want to get dug into the » Now I don't want to get dug into the » Now I don't want to get dug into the politics of good, bad or ugly, but I politics of good, bad or ugly, but I politics of good, bad or ugly, but I will say every time and he just did this will say every time and he just did this will say every time and he just did this and end of 2025 and hand subsidies went and end of 2025 and hand subsidies went and end of 2025 and hand subsidies went away. Everybody's panicking if you're away. Everybody's panicking if you're away. Everybody's panicking if you're watching the news. Every time Uncle Sam watching the news. Every time Uncle Sam watching the news. Every time Uncle Sam dabbles in that space, we make a crap dabbles in that space, we make a crap dabbles in that space, we make a crap ton of money because people are trying ton of money because people are trying ton of money because people are trying to figure out how do I now solve the to figure out how do I now solve the to figure out how do I now solve the problem. Yeah. problem. Yeah. problem. Yeah. » And the rubric, the matrix of how it » And the rubric, the matrix of how it » And the rubric, the matrix of how it works is always changing. works is always changing. works is always changing. » So for people who are willing to stay on » So for people who are willing to stay on » So for people who are willing to stay on top of the changes and help their top of the changes and help their top of the changes and help their clients reinovate and restrategize and clients reinovate and restrategize and clients reinovate and restrategize and solve problems in a new way, there is a solve problems in a new way, there is a solve problems in a new way, there is a there's a lot of opportunity. Yeah. there's a lot of opportunity. Yeah. there's a lot of opportunity. Yeah. Especially when those especially in my Especially when those especially in my Especially when those especially in my space when those agents or advisers space when those agents or advisers space when those agents or advisers aren't driven by how do I make money but aren't driven by how do I make money but aren't driven by how do I make money but rather how do I solve my client's rather how do I solve my client's rather how do I solve my client's problem and something really cool problem and something really cool problem and something really cool happens when we focus on our clients happens when we focus on our clients happens when we focus on our clients everything else works everything else works everything else works » they tell other people » they tell other people » they tell other people » if I take care of client everything » if I take care of client everything » if I take care of client everything works I don't it it solves my marketing works I don't it it solves my marketing works I don't it it solves my marketing problem it solves a reputation problem it solves a reputation problem it solves a reputation problem solves my review how do I get reviews solves my review how do I get reviews solves my review how do I get reviews everything is solved if I can provide an everything is solved if I can provide an everything is solved if I can provide an experience that makes people feel heard experience that makes people feel heard experience that makes people feel heard seen appreciated and loved and feel like seen appreciated and loved and feel like seen appreciated and loved and feel like they have been they found an ally to they have been they found an ally to they have been they found an ally to walk them through something they could walk them through something they could walk them through something they could never understand before. never understand before. never understand before. » Yep. That's really good. What talk about » Yep. That's really good. What talk about » Yep. That's really good. What talk about what you guys do differently in 316 what you guys do differently in 316 what you guys do differently in 316 health? Uh saying like it's kind of a health? Uh saying like it's kind of a health? Uh saying like it's kind of a generic statement to say we just we care generic statement to say we just we care generic statement to say we just we care about them and we're going to fix their about them and we're going to fix their about them and we're going to fix their problem, but like how are you problem, but like how are you problem, but like how are you actually doing that? actually doing that? actually doing that? » Yeah, great question. So, there's kind » Yeah, great question. So, there's kind » Yeah, great question. So, there's kind of three spaces we live in. One is is of three spaces we live in. One is is of three spaces we live in. One is is folks who are 65 years in age and older. folks who are 65 years in age and older. folks who are 65 years in age and older. That's the Medicare space. uh we live in That's the Medicare space. uh we live in That's the Medicare space. uh we live in the individual insurance space. So folks the individual insurance space. So folks the individual insurance space. So folks who have to buy health insurance on who have to buy health insurance on who have to buy health insurance on their own, whether they're their own, whether they're their own, whether they're self-employed, uh they work for a self-employed, uh they work for a self-employed, uh they work for a company that doesn't provide health company that doesn't provide health company that doesn't provide health insurance or maybe the cost to add mom insurance or maybe the cost to add mom insurance or maybe the cost to add mom and the kids to dad's health insurance and the kids to dad's health insurance and the kids to dad's health insurance is 1,500 bucks a month. So we live in is 1,500 bucks a month. So we live in is 1,500 bucks a month. So we live in that individual space and then we we've that individual space and then we we've that individual space and then we we've really over the last couple years bumped really over the last couple years bumped really over the last couple years bumped into the small business space. So the into the small business space. So the into the small business space. So the Medicare space is is the easy one, Medicare space is is the easy one, Medicare space is is the easy one, » which you would define under 50 » which you would define under 50 » which you would define under 50 employees. employees. employees. » Yeah, I would for us the sweet spots 25 » Yeah, I would for us the sweet spots 25 » Yeah, I would for us the sweet spots 25 20 25 employees. It's the guy who's, you 20 25 employees. It's the guy who's, you 20 25 employees. It's the guy who's, you know, maybe got a $23 million business. know, maybe got a $23 million business. know, maybe got a $23 million business. Um, got 12 employees that is trying Um, got 12 employees that is trying Um, got 12 employees that is trying to um, you know, to to to execute his to um, you know, to to to execute his to um, you know, to to to execute his vision. But trying to share risk with 12 vision. But trying to share risk with 12 vision. But trying to share risk with 12 people gets really hard. people gets really hard. people gets really hard. » So So all three of those space where we » So So all three of those space where we » So So all three of those space where we live, but the individual space is live, but the individual space is live, but the individual space is probably our bread and butter. And probably our bread and butter. And probably our bread and butter. And ultimately even the small business space ultimately even the small business space ultimately even the small business space if they follow our advice if they follow our advice if they follow our advice incentivize and brings people back to incentivize and brings people back to incentivize and brings people back to the individual space. So really the individual space. So really the individual space. So really when you when a guy wants to buy health when you when a guy wants to buy health when you when a guy wants to buy health insurance on his own, you got five insurance on his own, you got five insurance on his own, you got five ways to do it. You can do nothing. And ways to do it. You can do nothing. And ways to do it. You can do nothing. And there are some people say, "Rather me there are some people say, "Rather me there are some people say, "Rather me give Blue Cross a,000 bucks a month. give Blue Cross a,000 bucks a month. give Blue Cross a,000 bucks a month. I'll stick it in my back pocket and I'll I'll stick it in my back pocket and I'll I'll stick it in my back pocket and I'll cash pay as I go." Now, usually those cash pay as I go." Now, usually those cash pay as I go." Now, usually those guys are about 25 and single. All right. guys are about 25 and single. All right. guys are about 25 and single. All right. But as soon as they get married, their But as soon as they get married, their But as soon as they get married, their wife is like, "Yep, no, we're not going wife is like, "Yep, no, we're not going wife is like, "Yep, no, we're not going to do that." to do that." to do that." » Cuz if their parents have insurance, » Cuz if their parents have insurance, » Cuz if their parents have insurance, they're kicked off at they're kicked off at they're kicked off at » Yeah. It depends if mom and dad want to » Yeah. It depends if mom and dad want to » Yeah. It depends if mom and dad want to pay for it. I mean, you know, it just, pay for it. I mean, you know, it just, pay for it. I mean, you know, it just, you know, so um so that's option you know, so um so that's option you know, so um so that's option one. And it used to be that if a guy one. And it used to be that if a guy one. And it used to be that if a guy went that way, there was a federal went that way, there was a federal went that way, there was a federal penalty if you were uninsured. 2 and 12% penalty if you were uninsured. 2 and 12% penalty if you were uninsured. 2 and 12% of your household income. of your household income. of your household income. » Yeah. » Yeah. » Yeah. » Now, if you follow politics, you know » Now, if you follow politics, you know » Now, if you follow politics, you know that during the first Trump that during the first Trump that during the first Trump administration, that penalty went away. administration, that penalty went away. administration, that penalty went away. Didn't actually go away. What they did Didn't actually go away. What they did Didn't actually go away. What they did is they just zeroed it out. is they just zeroed it out. is they just zeroed it out. » So, you still got a penalty, but zero. » So, you still got a penalty, but zero. » So, you still got a penalty, but zero. » Yeah. The penalty is still there » Yeah. The penalty is still there » Yeah. The penalty is still there » so they could add it again. » so they could add it again. » so they could add it again. » Yeah. It's like dad's saying, "Don't, » Yeah. It's like dad's saying, "Don't, » Yeah. It's like dad's saying, "Don't, you know, don't don't don't cross the you know, don't don't don't cross the you know, don't don't don't cross the street." You know, don't don't touch I'm street." You know, don't don't touch I'm street." You know, don't don't touch I'm trying to think of a good example of trying to think of a good example of trying to think of a good example of what dad would say. Let me use what dad would say. Let me use what dad would say. Let me use something different because I'm choking something different because I'm choking something different because I'm choking on it right here. Much like you done to on it right here. Much like you done to on it right here. Much like you done to that coffee a minute ago. It's kind of that coffee a minute ago. It's kind of that coffee a minute ago. It's kind of like having a speed limit sign down the like having a speed limit sign down the like having a speed limit sign down the highway for 75 mph and giving away $0 highway for 75 mph and giving away $0 highway for 75 mph and giving away $0 tickets. tickets. tickets. » Yeah. » Yeah. » Yeah. » Samuel, I drove here today in a 2019 » Samuel, I drove here today in a 2019 » Samuel, I drove here today in a 2019 baby blue Ford Mustang convertible. I baby blue Ford Mustang convertible. I baby blue Ford Mustang convertible. I would air that thing out as hard and as would air that thing out as hard and as would air that thing out as hard and as fast as I could go if they're giving fast as I could go if they're giving fast as I could go if they're giving away $0 tickets. And that's where the away $0 tickets. And that's where the away $0 tickets. And that's where the law is at right now. But if we take a law is at right now. But if we take a law is at right now. But if we take a hard left turn in politics and they hard left turn in politics and they hard left turn in politics and they bring the penalty back. Yeah. So we got bring the penalty back. Yeah. So we got bring the penalty back. Yeah. So we got to think about that long term. to think about that long term. to think about that long term. » Option two is I can play in the » Option two is I can play in the » Option two is I can play in the Affordable Care Act. Premiums are high. Affordable Care Act. Premiums are high. Affordable Care Act. Premiums are high. Um networks are real sucky. Matter of Um networks are real sucky. Matter of Um networks are real sucky. Matter of fact, I had a phone call this morning. fact, I had a phone call this morning. fact, I had a phone call this morning. We've got a client uh that is with Blue We've got a client uh that is with Blue We've got a client uh that is with Blue Cross. Blue Cross is fighting with KU Cross. Blue Cross is fighting with KU Cross. Blue Cross is fighting with KU Med Center. KU Medsenter just dropped Med Center. KU Medsenter just dropped Med Center. KU Medsenter just dropped out of Blue Cross's network because out of Blue Cross's network because out of Blue Cross's network because they're getting they're fighting over they're getting they're fighting over they're getting they're fighting over contract pricing. I got somebody in the contract pricing. I got somebody in the contract pricing. I got somebody in the middle of stage three cancer who has middle of stage three cancer who has middle of stage three cancer who has appointments at KU Med Center that now appointments at KU Med Center that now appointments at KU Med Center that now can't get access to care because Blue can't get access to care because Blue can't get access to care because Blue Cross is fighting with KU Med Center. Cross is fighting with KU Med Center. Cross is fighting with KU Med Center. That's the Affordable Care Act. Um, it's That's the Affordable Care Act. Um, it's That's the Affordable Care Act. Um, it's where there's no pre-existing conditions where there's no pre-existing conditions where there's no pre-existing conditions and sometimes that's important for and sometimes that's important for and sometimes that's important for people. Uh, and it's also the place people. Uh, and it's also the place people. Uh, and it's also the place where we shop, see if there's any where we shop, see if there's any where we shop, see if there's any federal money out there to help me pay federal money out there to help me pay federal money out there to help me pay for that. for that. for that. » Yeah. » Yeah. » Yeah. » Option three, you can find some carriers » Option three, you can find some carriers » Option three, you can find some carriers that do things off market. Um, there are that do things off market. Um, there are that do things off market. Um, there are companies who said, "I wonder if we can companies who said, "I wonder if we can companies who said, "I wonder if we can figure out the legal loopholes to the figure out the legal loopholes to the figure out the legal loopholes to the Affordable Care Act, figure out legally Affordable Care Act, figure out legally Affordable Care Act, figure out legally how to tell sick people no and keep how to tell sick people no and keep how to tell sick people no and keep healthy people pulled together in risk healthy people pulled together in risk healthy people pulled together in risk pools." And there's some very, very pools." And there's some very, very pools." And there's some very, very creative ways to do that. Um, but the creative ways to do that. Um, but the creative ways to do that. Um, but the problem with that is they get real problem with that is they get real problem with that is they get real clunky. They're very confusing. Yeah. clunky. They're very confusing. Yeah. clunky. They're very confusing. Yeah. » And they don't satisfy the penalty. » And they don't satisfy the penalty. » And they don't satisfy the penalty. » So if the penalty ever comes back, » So if the penalty ever comes back, » So if the penalty ever comes back, you're I could be You mean I can be you're I could be You mean I can be you're I could be You mean I can be buying 600 bucks a month in health buying 600 bucks a month in health buying 600 bucks a month in health insurance and still pay the penalty? insurance and still pay the penalty? insurance and still pay the penalty? Yes. Because you didn't have the right Yes. Because you didn't have the right Yes. Because you didn't have the right type of type of type of » How much was the penalty at at the » How much was the penalty at at the » How much was the penalty at at the beginning? beginning? beginning? » 2 and a half% of your household income » 2 and a half% of your household income » 2 and a half% of your household income person in your household that didn't person in your household that didn't person in your household that didn't have the right type of health insurance. have the right type of health insurance. have the right type of health insurance. » What? » What? » What? » So if you're making 100,000 bucks a » So if you're making 100,000 bucks a » So if you're making 100,000 bucks a year, you got a family of four, you paid year, you got a family of four, you paid year, you got a family of four, you paid a $10,000 year penalty for not having a $10,000 year penalty for not having a $10,000 year penalty for not having » LD. I did not know that. » LD. I did not know that. » LD. I did not know that. » Mhm. That's insane. » Mhm. That's insane. » Mhm. That's insane. » Yep. Mhm. » Yep. Mhm. » Yep. Mhm. » Because that's the only way it could » Because that's the only way it could » Because that's the only way it could work. Everybody had to buy in. work. Everybody had to buy in. work. Everybody had to buy in. » That's right. That's right. That's how » That's right. That's right. That's how » That's right. That's right. That's how you shove them in there. And that and you shove them in there. And that and you shove them in there. And that and that's that the fight over that. Can I that's that the fight over that. Can I that's that the fight over that. Can I say force me to buy something? That's say force me to buy something? That's say force me to buy something? That's the whole debate over healthcare. the whole debate over healthcare. the whole debate over healthcare. » Yeah. What what uh Okay. Sorry. You » Yeah. What what uh Okay. Sorry. You » Yeah. What what uh Okay. Sorry. You still have two more options. still have two more options. still have two more options. » Two more. Option four. Yeah. » Two more. Option four. Yeah. » Two more. Option four. Yeah. » You can do a faith-based program. » You can do a faith-based program. » You can do a faith-based program. » Okay. » Okay. » Okay. » So things like Christian Healthcare » So things like Christian Healthcare » So things like Christian Healthcare Ministries, Medare, that's what we had Ministries, Medare, that's what we had Ministries, Medare, that's what we had for a long time personally. for a long time personally. for a long time personally. » Yep. Those are faith-based alternatives. » Yep. Those are faith-based alternatives. » Yep. Those are faith-based alternatives. They still do this idea of risk pooling, They still do this idea of risk pooling, They still do this idea of risk pooling, but they don't do it through contracts. but they don't do it through contracts. but they don't do it through contracts. They do it through memberships, They do it through memberships, They do it through memberships, » right? » right? » right? » And if they ever run out of money, » And if they ever run out of money, » And if they ever run out of money, they're out of money. they're out of money. they're out of money. » Uh what makes them popular is it's » Uh what makes them popular is it's » Uh what makes them popular is it's actually compliant with the healthcare actually compliant with the healthcare actually compliant with the healthcare law, law, law, » which I never understood, by the way. I » which I never understood, by the way. I » which I never understood, by the way. I never understood how, but I when we the never understood how, but I when we the never understood how, but I when we the problem with those programs, uh and I problem with those programs, uh and I problem with those programs, uh and I think they've changed since I haven't think they've changed since I haven't think they've changed since I haven't had it for a long time, but I had to go had it for a long time, but I had to go had it for a long time, but I had to go and my wife hated it. Haley hated it cuz and my wife hated it. Haley hated it cuz and my wife hated it. Haley hated it cuz we always had to say cash pay, we always had to say cash pay, we always had to say cash pay, non-insured, non-insured, non-insured, » depends on the program. » depends on the program. » depends on the program. » And then yeah, we needed them to pay us. » And then yeah, we needed them to pay us. » And then yeah, we needed them to pay us. And that was specifically uh CHM, I And that was specifically uh CHM, I And that was specifically uh CHM, I think, at the time that we're using. I think, at the time that we're using. I think, at the time that we're using. I don't know if they've changed it now. don't know if they've changed it now. don't know if they've changed it now. » No, no. CHM says, "Hey, listen. I'm » No, no. CHM says, "Hey, listen. I'm » No, no. CHM says, "Hey, listen. I'm going to go negotiate the cash price. going to go negotiate the cash price. going to go negotiate the cash price. Hang on, doctor. I need about 120 days. Hang on, doctor. I need about 120 days. Hang on, doctor. I need about 120 days. Let me get your itemized bill. Let me Let me get your itemized bill. Let me Let me get your itemized bill. Let me send it to CHM who's then going to pay send it to CHM who's then going to pay send it to CHM who's then going to pay » and then we go to collections every » and then we go to collections every » and then we go to collections every time." And then eventually we get the time." And then eventually we get the time." And then eventually we get the check and we pay. Uh and I think our check and we pay. Uh and I think our check and we pay. Uh and I think our local hospital started refusing it cuz local hospital started refusing it cuz local hospital started refusing it cuz they » or making you pay up front. » or making you pay up front. » or making you pay up front. » Yes. » Yes. » Yes. » They just make you pay up front, right? » They just make you pay up front, right? » They just make you pay up front, right? Yeah. So you float you float on a credit Yeah. So you float you float on a credit Yeah. So you float you float on a credit card, whatever you're going to do. Yeah. card, whatever you're going to do. Yeah. card, whatever you're going to do. Yeah. » Um now what drove that market is » Um now what drove that market is » Um now what drove that market is the Affordable Care Act. One of the Affordable Care Act. One of the Affordable Care Act. One of the mandatory benefits or the minimum mandatory benefits or the minimum mandatory benefits or the minimum essential coverage benefits, the 10 essential coverage benefits, the 10 essential coverage benefits, the 10 benefits that every ACA plan has to have benefits that every ACA plan has to have benefits that every ACA plan has to have is maternity services. is maternity services. is maternity services. » Oh. Oh, he was amazing at that, I will » Oh. Oh, he was amazing at that, I will » Oh. Oh, he was amazing at that, I will say. which includes either having a baby say. which includes either having a baby say. which includes either having a baby or in some cases not having your baby. or in some cases not having your baby. or in some cases not having your baby. » Oh. » Oh. » Oh. » So that created a loophole where folks » So that created a loophole where folks » So that created a loophole where folks said, "Hey, listen. We can't get behind said, "Hey, listen. We can't get behind said, "Hey, listen. We can't get behind that." That whole concept still divides that." That whole concept still divides that." That whole concept still divides the country to this day. Right? So you the country to this day. Right? So you the country to this day. Right? So you can't just say, "I'm a Christian. Don't can't just say, "I'm a Christian. Don't can't just say, "I'm a Christian. Don't believe in what the Affordable Care Act believe in what the Affordable Care Act believe in what the Affordable Care Act does and get around a penalty." But does and get around a penalty." But does and get around a penalty." But Uncle Sam said, "All right, if you find Uncle Sam said, "All right, if you find Uncle Sam said, "All right, if you find that you can't get behind that. If that you can't get behind that. If that you can't get behind that. If you'll buy a Christian sharing program you'll buy a Christian sharing program you'll buy a Christian sharing program that's designed to share your medical that's designed to share your medical that's designed to share your medical expenses because of your faith, we'll expenses because of your faith, we'll expenses because of your faith, we'll exempt you from the penalty. exempt you from the penalty. exempt you from the penalty. » Wow. » Wow. » Wow. » So, you have a lot of healthy » So, you have a lot of healthy » So, you have a lot of healthy highinccome earrers that go that route highinccome earrers that go that route highinccome earrers that go that route because they're compliant with the law because they're compliant with the law because they're compliant with the law regardless of their faith. regardless of their faith. regardless of their faith. » But then we get into how does it work? » But then we get into how does it work? » But then we get into how does it work? Uh some carriers you mentioned that the Uh some carriers you mentioned that the Uh some carriers you mentioned that the OG CHM uh Samaritan Ministries, you got OG CHM uh Samaritan Ministries, you got OG CHM uh Samaritan Ministries, you got to cash pay everything, get reimbured. to cash pay everything, get reimbured. to cash pay everything, get reimbured. Well, if you don't know what the hell Well, if you don't know what the hell Well, if you don't know what the hell you're doing, holy smokes. you're doing, holy smokes. you're doing, holy smokes. » Yeah. Well, on the CHM side too, like we » Yeah. Well, on the CHM side too, like we » Yeah. Well, on the CHM side too, like we had to like sign a personal like had to like sign a personal like had to like sign a personal like testimony like they we had to like testimony like they we had to like testimony like they we had to like provide proof that we go to church and provide proof that we go to church and provide proof that we go to church and that we were saved and that was that we were saved and that was that we were saved and that was interesting. I always thought like how interesting. I always thought like how interesting. I always thought like how is that legal? is that legal? is that legal? » So, it's membership. It's list right » So, it's membership. It's list right » So, it's membership. It's list right there because it's not regulated by there because it's not regulated by there because it's not regulated by Uncle Sam. Uncle Sam. Uncle Sam. » Yeah. » Yeah. » Yeah. » And because they're not guarantees of » And because they're not guarantees of » And because they're not guarantees of payment, which means if they ever run payment, which means if they ever run payment, which means if they ever run out of money, they're out of money. they out of money, they're out of money. they out of money, they're out of money. they get really hard to use for big stuff. So get really hard to use for big stuff. So get really hard to use for big stuff. So sharing programs we can use all day for sharing programs we can use all day for sharing programs we can use all day for apppendecttomies, knee surgeries, you apppendecttomies, knee surgeries, you apppendecttomies, knee surgeries, you know, uh ACL repairs, but if I get stage know, uh ACL repairs, but if I get stage know, uh ACL repairs, but if I get stage four cancer, yeah, four cancer, yeah, four cancer, yeah, » and that's where they get nice use. Now, » and that's where they get nice use. Now, » and that's where they get nice use. Now, having said that, there's some other having said that, there's some other having said that, there's some other sharing programs, a little more sharing programs, a little more sharing programs, a little more modernized that are actually built on modernized that are actually built on modernized that are actually built on the chassis of a health insurance the chassis of a health insurance the chassis of a health insurance network. So, one of the ones we we have network. So, one of the ones we we have network. So, one of the ones we we have a lot of our clients use is actually a lot of our clients use is actually a lot of our clients use is actually built on the first health network which built on the first health network which built on the first health network which is owned by Etna where you give a card is owned by Etna where you give a card is owned by Etna where you give a card to the provider, the provider bills the to the provider, the provider bills the to the provider, the provider bills the sharing program, the sharing program sharing program, the sharing program sharing program, the sharing program pays the provider. So, it's not all pays the provider. So, it's not all pays the provider. So, it's not all don't don't judge all sharing program by don't don't judge all sharing program by don't don't judge all sharing program by how the OGs do it. Uh but so, so those how the OGs do it. Uh but so, so those how the OGs do it. Uh but so, so those what we found is all of those choices what we found is all of those choices what we found is all of those choices have pros and cons to them. have pros and cons to them. have pros and cons to them. » Yeah, especially if you probably put a » Yeah, especially if you probably put a » Yeah, especially if you probably put a couple of them together. couple of them together. couple of them together. » Well, and that's the fifth choice. » Well, and that's the fifth choice. » Well, and that's the fifth choice. » Okay. » Okay. » Okay. » Thanks for taking my time right there. » Thanks for taking my time right there. » Thanks for taking my time right there. Appreciate that. It's good. You've heard Appreciate that. It's good. You've heard Appreciate that. It's good. You've heard this before, haven't you? I've not heard this before, haven't you? I've not heard this before, haven't you? I've not heard in your lane heard. in your lane heard. in your lane heard. » Stay in your lane, Samuel. Come on now. » Stay in your lane, Samuel. Come on now. » Stay in your lane, Samuel. Come on now. I'm trying to I'm trying to, you know, I I'm trying to I'm trying to, you know, I I'm trying to I'm trying to, you know, I I've not heard the five things that I've I've not heard the five things that I've I've not heard the five things that I've heard parts. So, the last option is up heard parts. So, the last option is up heard parts. So, the last option is up what we call blended approach to what we call blended approach to what we call blended approach to healthcare. How do we take different healthcare. How do we take different healthcare. How do we take different pieces of this, blend them together in pieces of this, blend them together in pieces of this, blend them together in ways that work for people? For example, ways that work for people? For example, ways that work for people? For example, » if Uncle Sam wants to give you a,000 » if Uncle Sam wants to give you a,000 » if Uncle Sam wants to give you a,000 bucks a month to buy health insurance bucks a month to buy health insurance bucks a month to buy health insurance and you can kind of predict your income, and you can kind of predict your income, and you can kind of predict your income, great. Let's leverage the Affordable great. Let's leverage the Affordable great. Let's leverage the Affordable Care Act, but it's going to have a lot Care Act, but it's going to have a lot Care Act, but it's going to have a lot of holes. The out- of- pocket maximum of of holes. The out- of- pocket maximum of of holes. The out- of- pocket maximum of those policies are somewhere around those policies are somewhere around those policies are somewhere around 20,000 bucks for a family, which is 20,000 bucks for a family, which is 20,000 bucks for a family, which is still a big number. still a big number. still a big number. » Mhm. » Mhm. » Mhm. » So, what can we do in this nonACA space, » So, what can we do in this nonACA space, » So, what can we do in this nonACA space, the ancillary space to fill in the ancillary space to fill in the ancillary space to fill in the holes, much like folks on Medicare, buy holes, much like folks on Medicare, buy holes, much like folks on Medicare, buy a supplement to pay what Medicare a supplement to pay what Medicare a supplement to pay what Medicare doesn't pay. Same strategy. And we doesn't pay. Same strategy. And we doesn't pay. Same strategy. And we package together some of those things. package together some of those things. package together some of those things. We have a lot of clients over a thousand We have a lot of clients over a thousand We have a lot of clients over a thousand households. That's what they do. We just households. That's what they do. We just households. That's what they do. We just got done seeing them in November, got done seeing them in November, got done seeing them in November, December, and early January because we December, and early January because we December, and early January because we got to see them every year. got to see them every year. got to see them every year. » Yeah. And then we sit down with folks » Yeah. And then we sit down with folks » Yeah. And then we sit down with folks say, "Jason, we don't get subsidies. say, "Jason, we don't get subsidies. say, "Jason, we don't get subsidies. We're healthy. Um, regardless of our We're healthy. Um, regardless of our We're healthy. Um, regardless of our faith, we don't do dumb stuff. What can faith, we don't do dumb stuff. What can faith, we don't do dumb stuff. What can we do?" Well, if your worldview fits, we we do?" Well, if your worldview fits, we we do?" Well, if your worldview fits, we can take a sharing program because can take a sharing program because can take a sharing program because there's some things to like there. We there's some things to like there. We there's some things to like there. We like that you're exempt from the like that you're exempt from the like that you're exempt from the penalty. We like that it's the cheapest penalty. We like that it's the cheapest penalty. We like that it's the cheapest place to find coverage long term, but we place to find coverage long term, but we place to find coverage long term, but we don't like it by itself because if I don't like it by itself because if I don't like it by itself because if I ever get stage four cancer, I need ever get stage four cancer, I need ever get stage four cancer, I need something more than that in my back something more than that in my back something more than that in my back pocket. And we take a sharing program pocket. And we take a sharing program pocket. And we take a sharing program and then fix that hole with other nonaca and then fix that hole with other nonaca and then fix that hole with other nonaca space. So there's a lot of creativity space. So there's a lot of creativity space. So there's a lot of creativity that goes through there. And this last that goes through there. And this last that goes through there. And this last year when enhanced subsidy sunseted, you year when enhanced subsidy sunseted, you year when enhanced subsidy sunseted, you saw people, your social media blew up saw people, your social media blew up saw people, your social media blew up with people saying, "Oh my god, my with people saying, "Oh my god, my with people saying, "Oh my god, my insurance going from 800 bucks a month insurance going from 800 bucks a month insurance going from 800 bucks a month to $3,000 a month." It's not that the to $3,000 a month." It's not that the to $3,000 a month." It's not that the premiums went up, it's the subsidies premiums went up, it's the subsidies premiums went up, it's the subsidies went away for those people and the went away for those people and the went away for those people and the healthy ones were able to lead them to healthy ones were able to lead them to healthy ones were able to lead them to think differently to get them out of the think differently to get them out of the think differently to get them out of the system by leveraging a different system by leveraging a different system by leveraging a different strategy. And that's what it comes down strategy. And that's what it comes down strategy. And that's what it comes down to in my business. So, so the affordable to in my business. So, so the affordable to in my business. So, so the affordable care act increases because those are care act increases because those are care act increases because those are through other programs like the jump through other programs like the jump through other programs like the jump there for anybody was because of what there for anybody was because of what there for anybody was because of what like talk about that big like in more like talk about that big like in more like talk about that big like in more detail. It's not detail. It's not detail. It's not » over there's a double whammy last » over there's a double whammy last » over there's a double whammy last year. year. year. » Okay. So, we've got risk pools, right? » Okay. So, we've got risk pools, right? » Okay. So, we've got risk pools, right? Risk pools are based on usage. Risk pools are based on usage. Risk pools are based on usage. » When we think about the affordable care » When we think about the affordable care » When we think about the affordable care act, it tends to be full of health act, it tends to be full of health act, it tends to be full of health unhealthy people and people with no unhealthy people and people with no unhealthy people and people with no money. money. money. When you look at the demographics of When you look at the demographics of When you look at the demographics of people who tend to use healthcare the people who tend to use healthcare the people who tend to use healthcare the most, who are they? most, who are they? most, who are they? » People with low income who don't take » People with low income who don't take » People with low income who don't take care of their health for whatever reason care of their health for whatever reason care of their health for whatever reason » and people who are sick. So those plans » and people who are sick. So those plans » and people who are sick. So those plans are jumping by themselves 20 30 40% a are jumping by themselves 20 30 40% a are jumping by themselves 20 30 40% a year. year. year. » In addition to that, this year enhanced » In addition to that, this year enhanced » In addition to that, this year enhanced subsidies went away. And I've mentioned subsidies went away. And I've mentioned subsidies went away. And I've mentioned that a couple of times. So that a couple of times. So that a couple of times. So » when the Affordable Care Act first came » when the Affordable Care Act first came » when the Affordable Care Act first came out, they said, "All right, we got to out, they said, "All right, we got to out, they said, "All right, we got to figure out how to help people buy health figure out how to help people buy health figure out how to help people buy health insurance because we expect the cost to insurance because we expect the cost to insurance because we expect the cost to go up." So they came up with this idea go up." So they came up with this idea go up." So they came up with this idea between 100% and 400% of the federal between 100% and 400% of the federal between 100% and 400% of the federal poverty limit. If your household income poverty limit. If your household income poverty limit. If your household income were slanted somewhere between 100% and were slanted somewhere between 100% and were slanted somewhere between 100% and 400% of the federal poverty limit, Uncle 400% of the federal poverty limit, Uncle 400% of the federal poverty limit, Uncle Sam would give you help on a sliding Sam would give you help on a sliding Sam would give you help on a sliding scale based on how much money you made. scale based on how much money you made. scale based on how much money you made. What made it weird is you guess at the What made it weird is you guess at the What made it weird is you guess at the beginning of the year. beginning of the year. beginning of the year. » So I'm here. I think I'm going to land » So I'm here. I think I'm going to land » So I'm here. I think I'm going to land right there, but then you verify at the right there, but then you verify at the right there, but then you verify at the end of the year. So, if you get a a end of the year. So, if you get a a end of the year. So, if you get a a raise, get a bonus, forgot about a side raise, get a bonus, forgot about a side raise, get a bonus, forgot about a side hustle that you had, uh go to the casino hustle that you had, uh go to the casino hustle that you had, uh go to the casino and cash out, and you land here in and cash out, and you land here in and cash out, and you land here in income, Uncle Sam says, "Wait a minute, income, Uncle Sam says, "Wait a minute, income, Uncle Sam says, "Wait a minute, Sam. They back billion." Sam. They back billion." Sam. They back billion." » They do. They take it right out of your » They do. They take it right out of your » They do. They take it right out of your tax return. tax return. tax return. » Hey, we we you told us you were going to » Hey, we we you told us you were going to » Hey, we we you told us you were going to make uh $80,000 for your family of four. make uh $80,000 for your family of four. make uh $80,000 for your family of four. Last year, you made 120. I gave you Last year, you made 120. I gave you Last year, you made 120. I gave you subsidies all year based on an $80,000 subsidies all year based on an $80,000 subsidies all year based on an $80,000 projection. I want some change back on projection. I want some change back on projection. I want some change back on your tax return. So, that whole thing's your tax return. So, that whole thing's your tax return. So, that whole thing's a mess, especially for self-employed a mess, especially for self-employed a mess, especially for self-employed people. no clue what they're going to people. no clue what they're going to people. no clue what they're going to make every year, make every year, make every year, » right? » right? » right? » So for 10 years, that's just how the » So for 10 years, that's just how the » So for 10 years, that's just how the system worked from 100% to 400% of the system worked from 100% to 400% of the system worked from 100% to 400% of the federal poverty limit. And then COVID federal poverty limit. And then COVID federal poverty limit. And then COVID hit, hit, hit, » we had all these people that are » we had all these people that are » we had all these people that are uninsured going into hospitals and Uncle uninsured going into hospitals and Uncle uninsured going into hospitals and Uncle Sam said, "We got to figure out a way to Sam said, "We got to figure out a way to Sam said, "We got to figure out a way to provide coverage for people so we don't provide coverage for people so we don't provide coverage for people so we don't have to bail out the hospitals." At have to bail out the hospitals." At have to bail out the hospitals." At least that's what we were told. So least that's what we were told. So least that's what we were told. So here's what we're going to do. We're here's what we're going to do. We're here's what we're going to do. We're going to take this 100% to 400% of the going to take this 100% to 400% of the going to take this 100% to 400% of the federal poverty limit. We're going to federal poverty limit. We're going to federal poverty limit. We're going to raise it exponentially and we're going raise it exponentially and we're going raise it exponentially and we're going to open the floodgates for people to buy to open the floodgates for people to buy to open the floodgates for people to buy in the Affordable Care Act. And that was in the Affordable Care Act. And that was in the Affordable Care Act. And that was part of the American Rescue Plan in 2021 part of the American Rescue Plan in 2021 part of the American Rescue Plan in 2021 and we had that for a year. Then and we had that for a year. Then and we had that for a year. Then inflation jumps 15%. inflation jumps 15%. inflation jumps 15%. » And Uncle Sam said, "I know how we're » And Uncle Sam said, "I know how we're » And Uncle Sam said, "I know how we're going to help the American people. We're going to help the American people. We're going to help the American people. We're going to continue to pay these enhanced going to continue to pay these enhanced going to continue to pay these enhanced subsidies for the next three years, subsidies for the next three years, subsidies for the next three years, 2022, 2020, sorry, 2023, 2024, and 2025. 2022, 2020, sorry, 2023, 2024, and 2025. 2022, 2020, sorry, 2023, 2024, and 2025. It's going to be a three-year runway. It's going to be a three-year runway. It's going to be a three-year runway. We're going to provide all this extra We're going to provide all this extra We're going to provide all this extra federal funding to people even above federal funding to people even above federal funding to people even above 400% of the federal poverty limit. And 400% of the federal poverty limit. And 400% of the federal poverty limit. And that's just how we're going to help that's just how we're going to help that's just how we're going to help people keeping the economy going, but we people keeping the economy going, but we people keeping the economy going, but we know we can't afford it long term. Well, know we can't afford it long term. Well, know we can't afford it long term. Well, and 2025 hits, we have a change in and 2025 hits, we have a change in and 2025 hits, we have a change in political power. Yeah. political power. Yeah. political power. Yeah. » Right. And one side of the aisle says, » Right. And one side of the aisle says, » Right. And one side of the aisle says, "Oh my gosh, look at the Republicans "Oh my gosh, look at the Republicans "Oh my gosh, look at the Republicans taking away healthcare." And the taking away healthcare." And the taking away healthcare." And the Republicans are looking at the other Republicans are looking at the other Republicans are looking at the other side of the aisle said, "This is a side of the aisle said, "This is a side of the aisle said, "This is a Democratic law and a Democratic runway Democratic law and a Democratic runway Democratic law and a Democratic runway and a Democratic timeline." And they and a Democratic timeline." And they and a Democratic timeline." And they fought over that crazy thing and shut fought over that crazy thing and shut fought over that crazy thing and shut the government down for 45 days. the government down for 45 days. the government down for 45 days. » Right? » Right? » Right? » So, what happened at the end of 2025? » So, what happened at the end of 2025? » So, what happened at the end of 2025? Not only the rates jumping because the Not only the rates jumping because the Not only the rates jumping because the risk pools are polluted, if I can risk pools are polluted, if I can risk pools are polluted, if I can use that term. Yeah. use that term. Yeah. use that term. Yeah. » Anybody above that 400% of the federal » Anybody above that 400% of the federal » Anybody above that 400% of the federal poverty limit that was used to getting poverty limit that was used to getting poverty limit that was used to getting a,000 $2,000 a month in subsidies went a,000 $2,000 a month in subsidies went a,000 $2,000 a month in subsidies went away. away. away. » And that was that hard crush that most » And that was that hard crush that most » And that was that hard crush that most people felt. people felt. people felt. » That was that big increase most people » That was that big increase most people » That was that big increase most people saw. saw. saw. » Did I dumb it down enough for you? Did I » Did I dumb it down enough for you? Did I » Did I dumb it down enough for you? Did I » Perfect. Yeah. » Perfect. Yeah. » Perfect. Yeah. » I almost I was afraid I was going to » I almost I was afraid I was going to » I almost I was afraid I was going to have to use, you know, the famous office have to use, you know, the famous office have to use, you know, the famous office line. Explain it to me like I'm eight. line. Explain it to me like I'm eight. line. Explain it to me like I'm eight. You should have draw You should have draw You should have draw a lemonade stand. No, that makes a a lemonade stand. No, that makes a a lemonade stand. No, that makes a lot of sense. You know, you see it and lot of sense. You know, you see it and lot of sense. You know, you see it and then life's busy and you're like, man, I then life's busy and you're like, man, I then life's busy and you're like, man, I wonder what the root cause of all this wonder what the root cause of all this wonder what the root cause of all this is. Um, and you talked about it at BNI is. Um, and you talked about it at BNI is. Um, and you talked about it at BNI all the time. Um, all the time. Um, all the time. Um, » and we can unpack that for people and » and we can unpack that for people and » and we can unpack that for people and help them understand the why. help them understand the why. help them understand the why. » It takes away the frustration, » It takes away the frustration, » It takes away the frustration, » right? » right? » right? » They begin to see it. Um, and yeah, » They begin to see it. Um, and yeah, » They begin to see it. Um, and yeah, change is hard, but you know what? change is hard, but you know what? change is hard, but you know what? Change is inevitable. We have to change. Change is inevitable. We have to change. Change is inevitable. We have to change. You can't do the same old thing the same You can't do the same old thing the same You can't do the same old thing the same old way. And so again, as we sit down old way. And so again, as we sit down old way. And so again, as we sit down with folks and just help them turn the with folks and just help them turn the with folks and just help them turn the lights on, how do we take an industry lights on, how do we take an industry lights on, how do we take an industry that's dark, confusing, frustrating, that's dark, confusing, frustrating, that's dark, confusing, frustrating, » how do we just turn the lights on, hold » how do we just turn the lights on, hold » how do we just turn the lights on, hold your hand, and help you self-discover your hand, and help you self-discover your hand, and help you self-discover where you need to go? Uh that's just where you need to go? Uh that's just where you need to go? Uh that's just been the secret of who we are. been the secret of who we are. been the secret of who we are. » So yeah, so your unique uh value » So yeah, so your unique uh value » So yeah, so your unique uh value proposition is truly proposition is truly proposition is truly finding the best solution, staying up finding the best solution, staying up finding the best solution, staying up with the times. Uh I mean you're with the times. Uh I mean you're with the times. Uh I mean you're networking into innovative pools and uh networking into innovative pools and uh networking into innovative pools and uh other carriers is really important too. other carriers is really important too. other carriers is really important too. And then just the honesty side of And then just the honesty side of And then just the honesty side of selling things. Do you sell something selling things. Do you sell something selling things. Do you sell something you don't make a commission on? you don't make a commission on? you don't make a commission on? » 100%. » 100%. » 100%. » Yeah. » Yeah. » Yeah. » Mhm. So direct primary care. Uh we we we » Mhm. So direct primary care. Uh we we we » Mhm. So direct primary care. Uh we we we refer a ton of business. We can't do refer a ton of business. We can't do refer a ton of business. We can't do health insurance. We can't do primary health insurance. We can't do primary health insurance. We can't do primary care any better through an insurance care any better through an insurance care any better through an insurance model in my opinion than what a DPC model in my opinion than what a DPC model in my opinion than what a DPC membership does. Um you mentioned membership does. Um you mentioned membership does. Um you mentioned Christian Healthcare Ministries. We've Christian Healthcare Ministries. We've Christian Healthcare Ministries. We've directed people to Christian healthcare directed people to Christian healthcare directed people to Christian healthcare ministries at times because that's the ministries at times because that's the ministries at times because that's the right place. Matter of fact, about once right place. Matter of fact, about once right place. Matter of fact, about once every two years, they send me a cease every two years, they send me a cease every two years, they send me a cease and desist letter telling me to stop and desist letter telling me to stop and desist letter telling me to stop selling their stuff. And I'm like, I'm selling their stuff. And I'm like, I'm selling their stuff. And I'm like, I'm not selling your stuff. I'm just I'm one not selling your stuff. I'm just I'm one not selling your stuff. I'm just I'm one beggar telling another beggar where to beggar telling another beggar where to beggar telling another beggar where to find some bread. That's all I'm doing. find some bread. That's all I'm doing. find some bread. That's all I'm doing. So, u So, there are places, you know, um So, u So, there are places, you know, um So, u So, there are places, you know, um we have various dental products. Uh some we have various dental products. Uh some we have various dental products. Uh some are very high commissions, some are not. are very high commissions, some are not. are very high commissions, some are not. And so we just we've just found that if And so we just we've just found that if And so we just we've just found that if we come alongside of people and help we come alongside of people and help we come alongside of people and help them make decisions uh to help offset them make decisions uh to help offset them make decisions uh to help offset that, we we we we also have a fee for that, we we we we also have a fee for that, we we we we also have a fee for service model. Uh service model. Uh service model. Uh » and that's what I was going to ask about » and that's what I was going to ask about » and that's what I was going to ask about your membership. I've seen that on your membership. I've seen that on your membership. I've seen that on your website. I've seen you talk about it. Uh website. I've seen you talk about it. Uh website. I've seen you talk about it. Uh talk about what that looks like. talk about what that looks like. talk about what that looks like. » Yeah. So because we've got a strategy at » Yeah. So because we've got a strategy at » Yeah. So because we've got a strategy at the end of our conversation, it's not the end of our conversation, it's not the end of our conversation, it's not one piece of the puzzle. It may be four one piece of the puzzle. It may be four one piece of the puzzle. It may be four or five pieces. or five pieces. or five pieces. » And while people make informed decisions » And while people make informed decisions » And while people make informed decisions while they're there, oh my gosh, you while they're there, oh my gosh, you while they're there, oh my gosh, you walk down the road after six hours, walk down the road after six hours, walk down the road after six hours, you're like, "What what the heck did I you're like, "What what the heck did I you're like, "What what the heck did I do? Who does what? Where? And how does do? Who does what? Where? And how does do? Who does what? Where? And how does that » So we tell our clients, we we can have » So we tell our clients, we we can have » So we tell our clients, we we can have two different buckets we can put you in. two different buckets we can put you in. two different buckets we can put you in. We have some clients say, "Jason, sell We have some clients say, "Jason, sell We have some clients say, "Jason, sell me some products and leave me alone. me some products and leave me alone. me some products and leave me alone. » I will deal with this on my own. I will » I will deal with this on my own. I will » I will deal with this on my own. I will deal with carriers on my own. I'll deal with carriers on my own. I'll deal with carriers on my own. I'll figure it out." Great. Every time we see figure it out." Great. Every time we see figure it out." Great. Every time we see you, we will deal with you, we will deal with you, we will deal with you transactionally. We have very, very few transactionally. We have very, very few transactionally. We have very, very few clients that do it that way. And then we clients that do it that way. And then we clients that do it that way. And then we have clients say, "Jason, here's the have clients say, "Jason, here's the have clients say, "Jason, here's the deal. I understand this. I understand deal. I understand this. I understand deal. I understand this. I understand how it works. I love it. But I'm going how it works. I love it. But I'm going how it works. I love it. But I'm going to need some handholding and some help to need some handholding and some help to need some handholding and some help to leverage these tools properly as I to leverage these tools properly as I to leverage these tools properly as I walk through my health insurance walk through my health insurance walk through my health insurance journey. We have a membership model for journey. We have a membership model for journey. We have a membership model for that. It's $39 a month. It's a broker that. It's $39 a month. It's a broker that. It's $39 a month. It's a broker advocacy service and it connects those advocacy service and it connects those advocacy service and it connects those people to our company long term. people to our company long term. people to our company long term. » Yeah. » Yeah. » Yeah. » And it puts us on their side to use » And it puts us on their side to use » And it puts us on their side to use those tools properly. I don't care what those tools properly. I don't care what those tools properly. I don't care what tools you have, they may change, they tools you have, they may change, they tools you have, they may change, they may adjust. How do we do the Affordable may adjust. How do we do the Affordable may adjust. How do we do the Affordable Care Act? How do we know which cards to Care Act? How do we know which cards to Care Act? How do we know which cards to pull out of our pocket at which places? pull out of our pocket at which places? pull out of our pocket at which places? Sometimes we don't want to give the Sometimes we don't want to give the Sometimes we don't want to give the cards to the provider because sometimes cards to the provider because sometimes cards to the provider because sometimes these ancillary policies pay out more. these ancillary policies pay out more. these ancillary policies pay out more. you know, than what the than the bill. you know, than what the than the bill. you know, than what the than the bill. Um, and if we know how to do it right, Um, and if we know how to do it right, Um, and if we know how to do it right, we can do some really, really cool we can do some really, really cool we can do some really, really cool things. And if we have time, I want to things. And if we have time, I want to things. And if we have time, I want to share one story that we're able to do share one story that we're able to do share one story that we're able to do that with. that with. that with. » Yes. Real quick, talk about an example » Yes. Real quick, talk about an example » Yes. Real quick, talk about an example of how someone's using that membership. of how someone's using that membership. of how someone's using that membership. » Like, give me a day in the life of » Like, give me a day in the life of » Like, give me a day in the life of someone has a scenario. How is that someone has a scenario. How is that someone has a scenario. How is that membership of value? membership of value? membership of value? » I'm going to put both of those together. » I'm going to put both of those together. » I'm going to put both of those together. Yeah. Just let me run the show, man. I Yeah. Just let me run the show, man. I Yeah. Just let me run the show, man. I know what I'm doing, know what I'm doing, know what I'm doing, » guys. It's been great. » guys. It's been great. » guys. It's been great. » I keep I keep hitting this out. This is now the Gway podcast. Yeah, this This is now the Gway podcast. Yeah, this is the this is the Gaway show, baby. is the this is the Gaway show, baby. is the this is the Gaway show, baby. Come on now. Listen, you look at the few Come on now. Listen, you look at the few Come on now. Listen, you look at the few cards I gave you. Can you not pay cards I gave you. Can you not pay cards I gave you. Can you not pay attention? I thought we had It was best attention? I thought we had It was best attention? I thought we had It was best not to open that email. not to open that email. not to open that email. » Who reads emails, right? » Who reads emails, right? » Who reads emails, right? » We had a lady uh refer to us um uh she » We had a lady uh refer to us um uh she » We had a lady uh refer to us um uh she was a nurse practitioner, healthy as was a nurse practitioner, healthy as was a nurse practitioner, healthy as could be. um uh moved uh into private could be. um uh moved uh into private could be. um uh moved uh into private practice as a traveling nurse practice as a traveling nurse practice as a traveling nurse practitioner across different places, practitioner across different places, practitioner across different places, contract labor. So um healthy person uh contract labor. So um healthy person uh contract labor. So um healthy person uh she actually wound up going outside of she actually wound up going outside of she actually wound up going outside of the affordable care act because there the affordable care act because there the affordable care act because there was no federal subsidies there. Uh use a was no federal subsidies there. Uh use a was no federal subsidies there. Uh use a sharing program and some nonaca pieces sharing program and some nonaca pieces sharing program and some nonaca pieces kind of blended them together. kind of blended them together. kind of blended them together. Work great. She came to us uh it was in Work great. She came to us uh it was in Work great. She came to us uh it was in November a couple years ago, sat down November a couple years ago, sat down November a couple years ago, sat down our office and she and her new husband our office and she and her new husband our office and she and her new husband came in and I could tell the moment they came in and I could tell the moment they came in and I could tell the moment they walked in that there was some bad news walked in that there was some bad news walked in that there was some bad news that they had to share. uh she had just that they had to share. uh she had just that they had to share. uh she had just been diagnosed with a very aggressive been diagnosed with a very aggressive been diagnosed with a very aggressive form of stage three breast cancer and form of stage three breast cancer and form of stage three breast cancer and they were just panicked. Didn't know and they were just panicked. Didn't know and they were just panicked. Didn't know what to do. How do I do it? So, we sat what to do. How do I do it? So, we sat what to do. How do I do it? So, we sat down with them. Um because the down with them. Um because the down with them. Um because the Affordable Care Act has no pre-existing Affordable Care Act has no pre-existing Affordable Care Act has no pre-existing conditions, we immediately enrolled her conditions, we immediately enrolled her conditions, we immediately enrolled her into a Blue Cross Blue Shield Gold plan into a Blue Cross Blue Shield Gold plan into a Blue Cross Blue Shield Gold plan that went into effect January the 1st of that went into effect January the 1st of that went into effect January the 1st of the following year. the following year. the following year. the sharing program that she had and the sharing program that she had and the sharing program that she had and then some of the ancillary coverage she then some of the ancillary coverage she then some of the ancillary coverage she had, we also kept those in place because had, we also kept those in place because had, we also kept those in place because those would still pay if we played our those would still pay if we played our those would still pay if we played our cards right. cards right. cards right. » So, as she went through care, she used » So, as she went through care, she used » So, as she went through care, she used her Blue Cross card front and center, her Blue Cross card front and center, her Blue Cross card front and center, slapped it down on the table, worked it slapped it down on the table, worked it slapped it down on the table, worked it that way. Blue uh the providers bill, that way. Blue uh the providers bill, that way. Blue uh the providers bill, Blue Cross, Blue Cross pay the Blue Cross, Blue Cross pay the Blue Cross, Blue Cross pay the providers. But we also through our team providers. But we also through our team providers. But we also through our team and through our membership service, we and through our membership service, we and through our membership service, we have a claims department who helps have a claims department who helps have a claims department who helps people file claims manually. So at the people file claims manually. So at the people file claims manually. So at the same time, we took those uh itemized same time, we took those uh itemized same time, we took those uh itemized bills or super bills and then we bills or super bills and then we bills or super bills and then we submitted them manually to the other submitted them manually to the other submitted them manually to the other places because those products do pay in places because those products do pay in places because those products do pay in full regardless of any other insurance. full regardless of any other insurance. full regardless of any other insurance. » Now primary plans like Blue Cross, » Now primary plans like Blue Cross, » Now primary plans like Blue Cross, United Healthcare, they'll fight over United Healthcare, they'll fight over United Healthcare, they'll fight over who's primary, who's secondary, but when who's primary, who's secondary, but when who's primary, who's secondary, but when you go outside of the marketplace and you go outside of the marketplace and you go outside of the marketplace and you play your cards right, you file. So, you play your cards right, you file. So, you play your cards right, you file. So, when it was all said and done, uh, she when it was all said and done, uh, she when it was all said and done, uh, she received close to $280,000 received close to $280,000 received close to $280,000 worth of extra cash that came in from worth of extra cash that came in from worth of extra cash that came in from these other plans on over and above these other plans on over and above these other plans on over and above the bills that she received from bills that she received from bills that she received from treatment with Blue Cross. In a from treatment with Blue Cross. In a from treatment with Blue Cross. In a last ditch effort, she went to Mexico uh last ditch effort, she went to Mexico uh last ditch effort, she went to Mexico uh to get some treatment for about $250,000 to get some treatment for about $250,000 to get some treatment for about $250,000 to help save her life. to help save her life. to help save her life. um she fought valiantly, fought hard. Um um she fought valiantly, fought hard. Um um she fought valiantly, fought hard. Um eventually passed. But that's a eventually passed. But that's a eventually passed. But that's a situation where our agency, it's more situation where our agency, it's more situation where our agency, it's more than just what products do we sell. than just what products do we sell. than just what products do we sell. We're able to walk alongside of We're able to walk alongside of We're able to walk alongside of people on some of their darkest days and people on some of their darkest days and people on some of their darkest days and the last thing they have to worry about the last thing they have to worry about the last thing they have to worry about is oh my god, can I get access to care? is oh my god, can I get access to care? is oh my god, can I get access to care? And this woman and her husband were able And this woman and her husband were able And this woman and her husband were able to do what they go where they needed to to do what they go where they needed to to do what they go where they needed to go, do what they needed to do, and not go, do what they needed to do, and not go, do what they needed to do, and not worry about is the health insurance worry about is the health insurance worry about is the health insurance going to work because we had going to work because we had going to work because we had professionals walking with them through professionals walking with them through professionals walking with them through the journey. And so our staff walk with the journey. And so our staff walk with the journey. And so our staff walk with them. She had communication with us. We them. She had communication with us. We them. She had communication with us. We helped her navigate things, get helped her navigate things, get helped her navigate things, get pre-authorization, file them manually, pre-authorization, file them manually, pre-authorization, file them manually, and make sure everything paid like it and make sure everything paid like it and make sure everything paid like it was supposed to pay. And and the was supposed to pay. And and the was supposed to pay. And and the powerful part about that for them is powerful part about that for them is powerful part about that for them is there's probably a lot of I mean going there's probably a lot of I mean going there's probably a lot of I mean going to Mexico regardless even if they didn't to Mexico regardless even if they didn't to Mexico regardless even if they didn't have that money that's still a hard have that money that's still a hard have that money that's still a hard decision to spend all that money not decision to spend all that money not decision to spend all that money not knowing the results. But it's a lot knowing the results. But it's a lot knowing the results. But it's a lot easier to seek uh innovative care or easier to seek uh innovative care or easier to seek uh innovative care or experiential uh experimental care when experiential uh experimental care when experiential uh experimental care when you're not worried about leaving a mess you're not worried about leaving a mess you're not worried about leaving a mess behind your family debt. behind your family debt. behind your family debt. » Um that's super powerful. » Um that's super powerful. » Um that's super powerful. » That's awesome. Yeah. » That's awesome. Yeah. » That's awesome. Yeah. » So our testimonial page on our » So our testimonial page on our » So our testimonial page on our website is full of those types of website is full of those types of website is full of those types of stories. stories. stories. people who walked away and said, "Oh my people who walked away and said, "Oh my people who walked away and said, "Oh my gosh, the last time I had a baby, it gosh, the last time I had a baby, it gosh, the last time I had a baby, it cost me $6,000. cost me $6,000. cost me $6,000. Since I used 316 health insurance, I Since I used 316 health insurance, I Since I used 316 health insurance, I actually made $6,000." Because they know actually made $6,000." Because they know actually made $6,000." Because they know how to take a primary plan and beef it how to take a primary plan and beef it how to take a primary plan and beef it up in the place who are most likely up in the place who are most likely up in the place who are most likely going to use it. So, we can take a going to use it. So, we can take a going to use it. So, we can take a system that's already designed to system that's already designed to system that's already designed to » screw people, flip it on its head, and » screw people, flip it on its head, and » screw people, flip it on its head, and actually use it for something good. actually use it for something good. actually use it for something good. » The degree of separation, I think, is » The degree of separation, I think, is » The degree of separation, I think, is really important. There's a lot of really important. There's a lot of really important. There's a lot of middleman uh middleman business concepts middleman uh middleman business concepts middleman uh middleman business concepts that I don't like. Um where there's like that I don't like. Um where there's like that I don't like. Um where there's like yeah someone in between a carrier, you yeah someone in between a carrier, you yeah someone in between a carrier, you know, historically or in my mind I think know, historically or in my mind I think know, historically or in my mind I think like but in that situation a carrier like but in that situation a carrier like but in that situation a carrier does not want to help you at all. They does not want to help you at all. They does not want to help you at all. They want to pay as little as they can. want to pay as little as they can. want to pay as little as they can. That's right. And so having a degree of That's right. And so having a degree of That's right. And so having a degree of separation of representation to figure separation of representation to figure separation of representation to figure out how to leverage that for their out how to leverage that for their out how to leverage that for their benefit. I love that. Like it is a great benefit. I love that. Like it is a great benefit. I love that. Like it is a great and for $39 a month that's a great and for $39 a month that's a great and for $39 a month that's a great value. Oh yeah. It's a piece of mind. value. Oh yeah. It's a piece of mind. value. Oh yeah. It's a piece of mind. You're getting people that live in this You're getting people that live in this You're getting people that live in this area. area. area. » You know I price that. You know I price » You know I price that. You know I price » You know I price that. You know I price that. No idea. I'm not a business guy. that. No idea. I'm not a business guy. that. No idea. I'm not a business guy. I'm a I'm a I'm a salesman. I'm a New I'm a I'm a I'm a salesman. I'm a New I'm a I'm a I'm a salesman. I'm a New Yorker. You know I I I thought how do I Yorker. You know I I I thought how do I Yorker. You know I I I thought how do I price that at? I've never lost a deal price that at? I've never lost a deal price that at? I've never lost a deal over 39 bucks. That's that's exactly how over 39 bucks. That's that's exactly how over 39 bucks. That's that's exactly how I came up with and it's it's stuck. We I came up with and it's it's stuck. We I came up with and it's it's stuck. We have we have close to a thousand have we have close to a thousand have we have close to a thousand families that and what that families that and what that families that and what that does is it allows us to operate outside does is it allows us to operate outside does is it allows us to operate outside of being stuck with commissions. So of being stuck with commissions. So of being stuck with commissions. So whether it pays us money or not or not, whether it pays us money or not or not, whether it pays us money or not or not, we have figured out an innovative way to we have figured out an innovative way to we have figured out an innovative way to create a business a system that walks create a business a system that walks create a business a system that walks alongside of people that's not held alongside of people that's not held alongside of people that's not held hostage to what insurance companies pay hostage to what insurance companies pay hostage to what insurance companies pay us. us. us. » Yeah. And that's the beauty of it. It's » Yeah. And that's the beauty of it. It's » Yeah. And that's the beauty of it. It's like completely outside of it. It's a like completely outside of it. It's a like completely outside of it. It's a you essentially create a new market, if you essentially create a new market, if you essentially create a new market, if you will, of hey, have you ever thought you will, of hey, have you ever thought you will, of hey, have you ever thought about hiring a a firm, consulting firm about hiring a a firm, consulting firm about hiring a a firm, consulting firm that consults on all your health that consults on all your health that consults on all your health insurance needs? Yeah, insurance needs? Yeah, insurance needs? Yeah, » I love that. Um, well, I'll uh I'll end » I love that. Um, well, I'll uh I'll end » I love that. Um, well, I'll uh I'll end with this because you have a meeting at with this because you have a meeting at with this because you have a meeting at 11 you have to get to, so I'm going to 11 you have to get to, so I'm going to 11 you have to get to, so I'm going to respect that. That's all right. respect that. That's all right. respect that. That's all right. » Um, » Um, » Um, » but I love your story, respect you a » but I love your story, respect you a » but I love your story, respect you a lot, lot, lot, » and I've already I've only known you for » and I've already I've only known you for » and I've already I've only known you for gosh, I mean, five months. I mean, I gosh, I mean, five months. I mean, I gosh, I mean, five months. I mean, I started coming around to BNI. Um, but started coming around to BNI. Um, but started coming around to BNI. Um, but every time I'm around you, I learn every time I'm around you, I learn every time I'm around you, I learn something. And you know what? I you something. And you know what? I you something. And you know what? I you cross the line all the time, right? cross the line all the time, right? cross the line all the time, right? You're the guy. You're the guy who You're the guy. You're the guy who You're the guy. You're the guy who you're the elephant in the room every you're the elephant in the room every you're the elephant in the room every time. And that's not a you know I don't time. And that's not a you know I don't time. And that's not a you know I don't know what you're talking about. know what you're talking about. know what you're talking about. » You never would never cross a line. » You never would never cross a line. » You never would never cross a line. » I was raised by a gentleman. I don't » I was raised by a gentleman. I don't » I was raised by a gentleman. I don't even know if my dad listens podcast. I even know if my dad listens podcast. I even know if my dad listens podcast. I was raised by a guy who does the same was raised by a guy who does the same was raised by a guy who does the same thing. And uh but I appreciate people thing. And uh but I appreciate people thing. And uh but I appreciate people like that not ashamedly and like that not ashamedly and like that not ashamedly and unapologetically see what you get. This unapologetically see what you get. This unapologetically see what you get. This is who I am. I'm so sorry. You should is who I am. I'm so sorry. You should is who I am. I'm so sorry. You should probably just not be around. But your probably just not be around. But your probably just not be around. But your communication skills are very your communication skills are very your communication skills are very impressive. I love watching how you impressive. I love watching how you impressive. I love watching how you communicate. I love watching how you communicate. I love watching how you communicate. I love watching how you communicate to a larger group, communicate to a larger group, communicate to a larger group, one-on-one, to a few people. And I just one-on-one, to a few people. And I just one-on-one, to a few people. And I just want you to know that like I'm always want you to know that like I'm always want you to know that like I'm always watching you and learning. Um, watching you and learning. Um, watching you and learning. Um, » I can't draw worth of crap. My my » I can't draw worth of crap. My my » I can't draw worth of crap. My my artistic skills are terrible. I did not artistic skills are terrible. I did not artistic skills are terrible. I did not I can't draw stick figures that look I can't draw stick figures that look I can't draw stick figures that look right. But right. But right. But » God did give me the gift of Gab. So » God did give me the gift of Gab. So » God did give me the gift of Gab. So there is there is that. Yeah. there is there is that. Yeah. there is there is that. Yeah. » And and a lot of people with the gift of » And and a lot of people with the gift of » And and a lot of people with the gift of gab I can't stand. Right. and you gab I can't stand. Right. and you gab I can't stand. Right. and you have and I love hearing your story of have and I love hearing your story of have and I love hearing your story of that big life change in 2015. Um because that big life change in 2015. Um because that big life change in 2015. Um because I think there's something when someone I think there's something when someone I think there's something when someone has a gift of gab, but they genuinely has a gift of gab, but they genuinely has a gift of gab, but they genuinely want to help people and they can jump want to help people and they can jump want to help people and they can jump into a position of humility of admitting into a position of humility of admitting into a position of humility of admitting when the gab gets the best of them, when the gab gets the best of them, when the gab gets the best of them, right? And and I've seen you do that right? And and I've seen you do that right? And and I've seen you do that already a couple times where you go you already a couple times where you go you already a couple times where you go you become self-aware and you're like, you become self-aware and you're like, you become self-aware and you're like, "Oh, yeah, too far. I've got to back "Oh, yeah, too far. I've got to back "Oh, yeah, too far. I've got to back that off." And uh that's that's that's that off." And uh that's that's that's that off." And uh that's that's that's what people I I think that's a gifting what people I I think that's a gifting what people I I think that's a gifting set for people to make serious change. set for people to make serious change. set for people to make serious change. Uh being keep being unapologetic. Uh and Uh being keep being unapologetic. Uh and Uh being keep being unapologetic. Uh and know at your core you do care about know at your core you do care about know at your core you do care about people and you do love people and you're people and you do love people and you're people and you do love people and you're you're building a business that is you're building a business that is you're building a business that is changing lives and I I love that. changing lives and I I love that. changing lives and I I love that. » I'm glad you're around here. I'm glad I » I'm glad you're around here. I'm glad I » I'm glad you're around here. I'm glad I get to be around you. get to be around you. get to be around you. » What do you know? But yeah, thanks for » What do you know? But yeah, thanks for » What do you know? But yeah, thanks for coming on. coming on. coming on. » Yeah. Thanks for having me. » Yeah. Thanks for having me. » Yeah. Thanks for having me. » Appreciate you. Yeah. ---