From $5M to $60M: The Business of Healthcare Staffing with Chris Sund | Ep 56

I decided to take the risk. Uh drained I decided to take the risk. Uh drained uh drained a lot of savings, drained uh drained a lot of savings, drained uh drained a lot of savings, drained some retirement funds, passed the some retirement funds, passed the some retirement funds, passed the savings to help do this and learned a savings to help do this and learned a savings to help do this and learned a lot uh to say the least. Wore a lot of lot uh to say the least. Wore a lot of lot uh to say the least. Wore a lot of different hats in the beginning as we different hats in the beginning as we different hats in the beginning as we put together a leadership team. Pretty put together a leadership team. Pretty put together a leadership team. Pretty proud of the growth after 3 years of proud of the growth after 3 years of proud of the growth after 3 years of being in business. We had grown into 60 being in business. We had grown into 60 being in business. We had grown into 60 some million in revenue that earned us some million in revenue that earned us some million in revenue that earned us the number three spot on fastest growing the number three spot on fastest growing the number three spot on fastest growing companies in the Midwest on the Inc. companies in the Midwest on the Inc. companies in the Midwest on the Inc. 5000. 5000. 5000. » Wow. We won some pretty impressive » Wow. We won some pretty impressive » Wow. We won some pretty impressive awards from like how we were doing awards from like how we were doing awards from like how we were doing business. It's really big on our business. It's really big on our business. It's really big on our reputation. We, you know, were the top reputation. We, you know, were the top reputation. We, you know, were the top 100 for Fortune magazines best places to 100 for Fortune magazines best places to 100 for Fortune magazines best places to work for in healthcare along with some work for in healthcare along with some work for in healthcare along with some other um industry awards for great other um industry awards for great other um industry awards for great places to work. And then about two places to work. And then about two places to work. And then about two little over two years ago, uh we were little over two years ago, uh we were little over two years ago, uh we were acquired. The Killer Growth podcast acquired. The Killer Growth podcast acquired. The Killer Growth podcast starts now. What's up guys? Sam McY here with the What's up guys? Sam McY here with the Killer Growth podcast and today I have Killer Growth podcast and today I have Killer Growth podcast and today I have Chris Sunund uh who is the president COO Chris Sunund uh who is the president COO Chris Sunund uh who is the president COO of United Med and GQR Healthcare. He's of United Med and GQR Healthcare. He's of United Med and GQR Healthcare. He's going to probably correct me if I say it going to probably correct me if I say it going to probably correct me if I say it wrong. Also keynote speaker. Also has a wrong. Also keynote speaker. Also has a wrong. Also keynote speaker. Also has a podcast and we've never talked. We podcast and we've never talked. We podcast and we've never talked. We talked two minutes before this started. talked two minutes before this started. talked two minutes before this started. That's about it. So, I'm excited to get That's about it. So, I'm excited to get That's about it. So, I'm excited to get to know you, Chris. Welcome on. to know you, Chris. Welcome on. to know you, Chris. Welcome on. » Yeah. Thanks, Sam. Excited to be on » Yeah. Thanks, Sam. Excited to be on » Yeah. Thanks, Sam. Excited to be on here. here. here. » So, let's just start out with uh your » So, let's just start out with uh your » So, let's just start out with uh your story, what you do, what got you to story, what you do, what got you to story, what you do, what got you to where you are today. Um just give us a where you are today. Um just give us a where you are today. Um just give us a little five minute bio of Chris. little five minute bio of Chris. little five minute bio of Chris. » All right. There's a little bit of a » All right. There's a little bit of a » All right. There's a little bit of a story to this. We'll start off with, you story to this. We'll start off with, you story to this. We'll start off with, you know, probably the past decade I've been know, probably the past decade I've been know, probably the past decade I've been in the world of healthcare staffing, uh, in the world of healthcare staffing, uh, in the world of healthcare staffing, uh, contract staffing. So, when, let's say, contract staffing. So, when, let's say, contract staffing. So, when, let's say, a hospital can't find enough employees a hospital can't find enough employees a hospital can't find enough employees the traditional route, they might bring the traditional route, they might bring the traditional route, they might bring in some temporary in some temporary in some temporary um, nurses, allied professionals, and so um, nurses, allied professionals, and so um, nurses, allied professionals, and so I I worked for a company, helped watch I I worked for a company, helped watch I I worked for a company, helped watch it grow to be one of the largest in the it grow to be one of the largest in the it grow to be one of the largest in the company uh, or in the country. And then company uh, or in the country. And then company uh, or in the country. And then I was approached by someone with an I was approached by someone with an I was approached by someone with an opportunity to come over uh by part of a opportunity to come over uh by part of a opportunity to come over uh by part of a brand new company and help run it. At brand new company and help run it. At brand new company and help run it. At the time, I didn't really want to. I the time, I didn't really want to. I the time, I didn't really want to. I loved the company I I work for. They had loved the company I I work for. They had loved the company I I work for. They had an amazing culture. The employees there an amazing culture. The employees there an amazing culture. The employees there were some of the best people I've ever were some of the best people I've ever were some of the best people I've ever worked with. It was very comfortable. worked with. It was very comfortable. worked with. It was very comfortable. I decided to take the risk. um drained I decided to take the risk. um drained I decided to take the risk. um drained uh drained a lot of savings, drained uh drained a lot of savings, drained uh drained a lot of savings, drained some retirement funds, passed the some retirement funds, passed the some retirement funds, passed the savings to help um do this and learned a savings to help um do this and learned a savings to help um do this and learned a lot uh to say the least. Wore a lot of lot uh to say the least. Wore a lot of lot uh to say the least. Wore a lot of different hats in the beginning um as we different hats in the beginning um as we different hats in the beginning um as we put together a leadership team. Pretty put together a leadership team. Pretty put together a leadership team. Pretty proud of the growth after 3 years of proud of the growth after 3 years of proud of the growth after 3 years of being in business. We had grown it to being in business. We had grown it to being in business. We had grown it to 60ome million in revenue. That earned us 60ome million in revenue. That earned us 60ome million in revenue. That earned us the number three spot on fastest growing the number three spot on fastest growing the number three spot on fastest growing companies in the Midwest on the Inc. companies in the Midwest on the Inc. companies in the Midwest on the Inc. 5000. 5000. 5000. » Wow. » Wow. » Wow. » Um, and we won some pretty impressive » Um, and we won some pretty impressive » Um, and we won some pretty impressive awards from like how we were doing awards from like how we were doing awards from like how we were doing business and it's really big on our business and it's really big on our business and it's really big on our reputation. We, you know, were the top reputation. We, you know, were the top reputation. We, you know, were the top 100 for Fortune magazines best places to 100 for Fortune magazines best places to 100 for Fortune magazines best places to work for in healthcare along some other work for in healthcare along some other work for in healthcare along some other um industry awards for great places to um industry awards for great places to um industry awards for great places to work. And then about two a little over work. And then about two a little over work. And then about two a little over two years ago uh we were acquired by two years ago uh we were acquired by two years ago uh we were acquired by GQR. And so um the last you know two GQR. And so um the last you know two GQR. And so um the last you know two years we've helped merge those companies years we've helped merge those companies years we've helped merge those companies together. Uh first with the back office together. Uh first with the back office together. Uh first with the back office and finding synergies there and then and finding synergies there and then and finding synergies there and then we've done it throughout the sales team. we've done it throughout the sales team. we've done it throughout the sales team. We still keep the brands separate and We still keep the brands separate and We still keep the brands separate and that's why you see the two brand names that's why you see the two brand names that's why you see the two brand names for now. Uh, with that said though, a for now. Uh, with that said though, a for now. Uh, with that said though, a lot of how we run the company has been, lot of how we run the company has been, lot of how we run the company has been, you know, combined into one. We also you know, combined into one. We also you know, combined into one. We also have an AI technology Nebula that I've have an AI technology Nebula that I've have an AI technology Nebula that I've been helping out with, which is amazing. been helping out with, which is amazing. been helping out with, which is amazing. It is a talent giant talent platform It is a talent giant talent platform It is a talent giant talent platform with 200 million people in it that with 200 million people in it that with 200 million people in it that actually headunts. Uh, instead of you actually headunts. Uh, instead of you actually headunts. Uh, instead of you having to search yourself and try to having to search yourself and try to having to search yourself and try to recruit, it actually texts and emails recruit, it actually texts and emails recruit, it actually texts and emails for people. So, we help sell that for people. So, we help sell that for people. So, we help sell that directly to customers as well. And then directly to customers as well. And then directly to customers as well. And then on my side business, I own a speaker on my side business, I own a speaker on my side business, I own a speaker bureau called Amplify Speakers. I work bureau called Amplify Speakers. I work bureau called Amplify Speakers. I work with talented speakers from around the with talented speakers from around the with talented speakers from around the country um and help, you know, event country um and help, you know, event country um and help, you know, event planners, conference planners when planners, conference planners when planners, conference planners when they're looking for somebody that's they're looking for somebody that's they're looking for somebody that's really going to wow the crowd and bring really going to wow the crowd and bring really going to wow the crowd and bring in the right type of person for what in the right type of person for what in the right type of person for what they're trying to accomplish. We help they're trying to accomplish. We help they're trying to accomplish. We help matchmake them. And that's where the matchmake them. And that's where the matchmake them. And that's where the podcast came from. podcast was breath uh podcast came from. podcast was breath uh podcast came from. podcast was breath uh to life because I really just wanted to life because I really just wanted to life because I really just wanted good video content to showcase these good video content to showcase these good video content to showcase these speakers. It wasn't originally on the speakers. It wasn't originally on the speakers. It wasn't originally on the game plan. Uh but it's been amazing game plan. Uh but it's been amazing game plan. Uh but it's been amazing because when my guests are professional because when my guests are professional because when my guests are professional grade speakers that are highly sat that grade speakers that are highly sat that grade speakers that are highly sat that have spoken all over the world in some have spoken all over the world in some have spoken all over the world in some stages as large as the Bellagio, they've stages as large as the Bellagio, they've stages as large as the Bellagio, they've got a pretty good story to tell. got a pretty good story to tell. got a pretty good story to tell. » Yeah, I bet for sure. That's » Yeah, I bet for sure. That's » Yeah, I bet for sure. That's interesting. So, uh, you backtracking a interesting. So, uh, you backtracking a interesting. So, uh, you backtracking a little bit. So, you bought into, uh, little bit. So, you bought into, uh, little bit. So, you bought into, uh, which was called Unity Med, still Unity which was called Unity Med, still Unity which was called Unity Med, still Unity Med, I guess, uh, but got acquired. So, Med, I guess, uh, but got acquired. So, Med, I guess, uh, but got acquired. So, you bought into it and took a role of you bought into it and took a role of you bought into it and took a role of COO » and that's when it was at that $5 » and that's when it was at that $5 » and that's when it was at that $5 million mark and it went to 60 million, million mark and it went to 60 million, million mark and it went to 60 million, then acquired. then acquired. then acquired. » Yes. » Yes. » Yes. » Dang. Talk about that a little bit. What » Dang. Talk about that a little bit. What » Dang. Talk about that a little bit. What the What was that like? I mean, and how the What was that like? I mean, and how the What was that like? I mean, and how many people did you start at? 5 million many people did you start at? 5 million many people did you start at? 5 million all the way to 60 million. How much did all the way to 60 million. How much did all the way to 60 million. How much did that change? that change? that change? Great question. You know, in in that Great question. You know, in in that Great question. You know, in in that very first year, we had um a little over very first year, we had um a little over very first year, we had um a little over 20ome employees. And so, coming into the 20ome employees. And so, coming into the 20ome employees. And so, coming into the seed, I put together what a year-long seed, I put together what a year-long seed, I put together what a year-long forecast could be with a little bit of forecast could be with a little bit of forecast could be with a little bit of hiring spread throughout the year. So hiring spread throughout the year. So hiring spread throughout the year. So strategic hiring, let's break it down strategic hiring, let's break it down strategic hiring, let's break it down quarterly and kind of hey with where quarterly and kind of hey with where quarterly and kind of hey with where we're at with the current employees and we're at with the current employees and we're at with the current employees and if we hire on a normal growth if we hire on a normal growth if we hire on a normal growth trajectory, we should be able to get trajectory, we should be able to get trajectory, we should be able to get here if every person really hits their here if every person really hits their here if every person really hits their mark. If we all are rowing together, we mark. If we all are rowing together, we mark. If we all are rowing together, we get the right people, we're helping on get the right people, we're helping on get the right people, we're helping on the right side, and we're finding the right side, and we're finding the right side, and we're finding the right business, this is very possible right business, this is very possible right business, this is very possible for us to grow at this rate. Um, and you for us to grow at this rate. Um, and you for us to grow at this rate. Um, and you know, we the goals we set out to do, we know, we the goals we set out to do, we know, we the goals we set out to do, we did. Um, but it wasn't it wasn't easy. did. Um, but it wasn't it wasn't easy. did. Um, but it wasn't it wasn't easy. We we built on a philosophy of having We we built on a philosophy of having We we built on a philosophy of having the greatest experience you ever could the greatest experience you ever could the greatest experience you ever could have for all of our customers and have for all of our customers and have for all of our customers and candidates. We wanted them if they candidates. We wanted them if they candidates. We wanted them if they weren't raving about us, we weren't weren't raving about us, we weren't weren't raving about us, we weren't doing our job. And the other hard part doing our job. And the other hard part doing our job. And the other hard part was we these employees are ours. And so was we these employees are ours. And so was we these employees are ours. And so financially, it was really hard to grow financially, it was really hard to grow financially, it was really hard to grow that fast. we were paying at one point, that fast. we were paying at one point, that fast. we were paying at one point, let's say 150 employees, but we were let's say 150 employees, but we were let's say 150 employees, but we were getting reimbursed maybe 60 to 90 days getting reimbursed maybe 60 to 90 days getting reimbursed maybe 60 to 90 days um from the time we were doing the um from the time we were doing the um from the time we were doing the actual work. And so at that point it actual work. And so at that point it actual work. And so at that point it might have been 75 people we were might have been 75 people we were might have been 75 people we were building for and then the we grow to 200 building for and then the we grow to 200 building for and then the we grow to 200 in some 3 months later and now we're in some 3 months later and now we're in some 3 months later and now we're building for 150 and then we grow to building for 150 and then we grow to building for 150 and then we grow to bill for 300 people and we're only bill for 300 people and we're only bill for 300 people and we're only billing for 225. we're getting payments billing for 225. we're getting payments billing for 225. we're getting payments in and so it actually put a lot of in and so it actually put a lot of in and so it actually put a lot of financial stress on the company. Um you financial stress on the company. Um you financial stress on the company. Um you know the ownership group we we had to know the ownership group we we had to know the ownership group we we had to step up in ways to like help out get step up in ways to like help out get step up in ways to like help out get through what was you know behind the through what was you know behind the through what was you know behind the scenes while all things look great on scenes while all things look great on scenes while all things look great on paper behind the scenes is very paper behind the scenes is very paper behind the scenes is very stressful um to be able to grow that stressful um to be able to grow that stressful um to be able to grow that fast. fast. fast. » Yeah I bet. So you're a hiring agency, » Yeah I bet. So you're a hiring agency, » Yeah I bet. So you're a hiring agency, recruitment agency. Would do you lean recruitment agency. Would do you lean recruitment agency. Would do you lean towards is it just recruitment towards is it just recruitment towards is it just recruitment ultimately? ultimately? ultimately? » Yes. Um that is what I would say the » Yes. Um that is what I would say the » Yes. Um that is what I would say the traditional amount of business we did traditional amount of business we did traditional amount of business we did especially Unity Med. We have a lot more especially Unity Med. We have a lot more especially Unity Med. We have a lot more business lines now, but we would do uh business lines now, but we would do uh business lines now, but we would do uh travel staffing and locom tenant travel staffing and locom tenant travel staffing and locom tenant staffing, which is physicians, advanced staffing, which is physicians, advanced staffing, which is physicians, advanced practice, anesthesiologists. practice, anesthesiologists. practice, anesthesiologists. And then as we've combined, we've really And then as we've combined, we've really And then as we've combined, we've really opened our service lines because now we opened our service lines because now we opened our service lines because now we have technology offerings uh that help have technology offerings uh that help have technology offerings uh that help people not even need to use hopefully people not even need to use hopefully people not even need to use hopefully our agency side if they do it right. our agency side if they do it right. our agency side if they do it right. And we also do a managed service And we also do a managed service And we also do a managed service provider which we help manage all the provider which we help manage all the provider which we help manage all the staffing inside of a facility. Instead staffing inside of a facility. Instead staffing inside of a facility. Instead of them talking to maybe 20, 30, 40 of them talking to maybe 20, 30, 40 of them talking to maybe 20, 30, 40 different companies and having to manage different companies and having to manage different companies and having to manage all the paperwork that goes involved in all the paperwork that goes involved in all the paperwork that goes involved in conversations, we will go in and manage conversations, we will go in and manage conversations, we will go in and manage an entire vendor pool. I tell people an entire vendor pool. I tell people an entire vendor pool. I tell people it's like Zillow. Um, we put your job it's like Zillow. Um, we put your job it's like Zillow. Um, we put your job out to, you know, hundreds of vendors, out to, you know, hundreds of vendors, out to, you know, hundreds of vendors, um, depending on what they want and all um, depending on what they want and all um, depending on what they want and all those companies see their jobs. They all those companies see their jobs. They all those companies see their jobs. They all get to submit and they can do it through get to submit and they can do it through get to submit and they can do it through our technology. our technology. our technology. » Interesting. So, break down the business » Interesting. So, break down the business » Interesting. So, break down the business model for me. Uh, I I'm familiar with model for me. Uh, I I'm familiar with model for me. Uh, I I'm familiar with recruitment agencies. I've seen a couple recruitment agencies. I've seen a couple recruitment agencies. I've seen a couple different I'm curious about the different I'm curious about the different I'm curious about the technology you're doing because there's technology you're doing because there's technology you're doing because there's a fellow in Witchaw. They just launched a fellow in Witchaw. They just launched a fellow in Witchaw. They just launched a recruitment agency and it's geared a recruitment agency and it's geared a recruitment agency and it's geared probably more towards developers, probably more towards developers, probably more towards developers, creatives and they use AI essentially creatives and they use AI essentially creatives and they use AI essentially and they're scraping. They build out all and they're scraping. They build out all and they're scraping. They build out all these relationships and you go in and these relationships and you go in and these relationships and you go in and type out your profile. You basically type out your profile. You basically type out your profile. You basically write it in like paragraph form and then write it in like paragraph form and then write it in like paragraph form and then it turns it into a whole uh yeah it turns it into a whole uh yeah it turns it into a whole uh yeah recruitment system. Um but break down recruitment system. Um but break down recruitment system. Um but break down the revenue model. I I'm actually really the revenue model. I I'm actually really the revenue model. I I'm actually really curious and then we'll talk about curious and then we'll talk about curious and then we'll talk about the niche. I love that you're in the niche. I love that you're in the niche. I love that you're in the niche of the medical world. Um, I feel niche of the medical world. Um, I feel niche of the medical world. Um, I feel like most recruitment agencies I talk like most recruitment agencies I talk like most recruitment agencies I talk to, it's a little broader, you know, to, it's a little broader, you know, to, it's a little broader, you know, like they cover like we do manufacturing like they cover like we do manufacturing like they cover like we do manufacturing and this and this and um, but just break and this and this and um, but just break and this and this and um, but just break down on your different revenue uh, down on your different revenue uh, down on your different revenue uh, pipelines. So, recruitment then you pipelines. So, recruitment then you pipelines. So, recruitment then you talked about the actual management of a talked about the actual management of a talked about the actual management of a staff. Um, but how does that work? You staff. Um, but how does that work? You staff. Um, but how does that work? You get a commission. Is it one time? Is it get a commission. Is it one time? Is it get a commission. Is it one time? Is it over a year? Is it forever? over a year? Is it forever? over a year? Is it forever? So when we are doing the traditional So when we are doing the traditional So when we are doing the traditional staffing model uh we are getting paid staffing model uh we are getting paid staffing model uh we are getting paid uh typically an all-inclusive rate uh typically an all-inclusive rate uh typically an all-inclusive rate meaning the hospital is paying an hourly meaning the hospital is paying an hourly meaning the hospital is paying an hourly rate uh for them to work. Now, there's rate uh for them to work. Now, there's rate uh for them to work. Now, there's things that go in there where um it may things that go in there where um it may things that go in there where um it may have been negotiated that the first have been negotiated that the first have been negotiated that the first eight hours that they're training, we eight hours that they're training, we eight hours that they're training, we will they will not pay us for those will they will not pay us for those will they will not pay us for those hours, but we still have to pay the hours, but we still have to pay the hours, but we still have to pay the employee because they're a W2 employee because they're a W2 employee because they're a W2 employee of ours. of ours. of ours. » Okay. So, they are employed by you. » Okay. So, they are employed by you. » Okay. So, they are employed by you. They're not So, they're contracted out. They're not So, they're contracted out. They're not So, they're contracted out. Got it. All right. Got it. All right. Got it. All right. » Yeah. So, we we are making their » Yeah. So, we we are making their » Yeah. So, we we are making their payroll, their benefits, their um payroll, their benefits, their um payroll, their benefits, their um liability insurance. So, there's a lot liability insurance. So, there's a lot liability insurance. So, there's a lot of costs behind the scenes. We cover of costs behind the scenes. We cover of costs behind the scenes. We cover what is needed to get them there. So, what is needed to get them there. So, what is needed to get them there. So, drug screens, background checks, there's drug screens, background checks, there's drug screens, background checks, there's a lot of clearance protocols in a lot of clearance protocols in a lot of clearance protocols in healthcare and depending on the healthcare and depending on the healthcare and depending on the profession, it can go pretty high of profession, it can go pretty high of profession, it can go pretty high of what is required and um so we take care what is required and um so we take care what is required and um so we take care of all that. We make sure that they have of all that. We make sure that they have of all that. We make sure that they have everything they need. Um so when our everything they need. Um so when our everything they need. Um so when our person gets there, they can ideally just person gets there, they can ideally just person gets there, they can ideally just hit the ground running. hit the ground running. hit the ground running. » Interesting. So, so break down uh a » Interesting. So, so break down uh a » Interesting. So, so break down uh a hospital. I just had a CEO of a hospital. I just had a CEO of a hospital. I just had a CEO of a hospital in our market here and she told me 30% in our market here and she told me 30% in our market here and she told me 30% of their nursing staff is contracted of their nursing staff is contracted of their nursing staff is contracted uh currently and contract nursing. Uh so uh currently and contract nursing. Uh so uh currently and contract nursing. Uh so do you fall in that category? Do you do you fall in that category? Do you do you fall in that category? Do you have nurses that are employed by you have nurses that are employed by you have nurses that are employed by you that are then deployed to that are then deployed to that are then deployed to uh other hospitals, right? Would that be uh other hospitals, right? Would that be uh other hospitals, right? Would that be a category or are you a different? a category or are you a different? a category or are you a different? » Nope. That is one of the categories we » Nope. That is one of the categories we » Nope. That is one of the categories we do. We do a lot a lot of our business is do. We do a lot a lot of our business is do. We do a lot a lot of our business is contract like a travel nurse um contract like a travel nurse um contract like a travel nurse um travel CT tech that are going in they're travel CT tech that are going in they're travel CT tech that are going in they're working usually typically it's 13 week working usually typically it's 13 week working usually typically it's 13 week like a 3month contract like a 3month contract like a 3month contract » if they can't find anyone they could be » if they can't find anyone they could be » if they can't find anyone they could be extending them as as long as a year you extending them as as long as a year you extending them as as long as a year you know we've seen where they just go we've know we've seen where they just go we've know we've seen where they just go we've been trying to hire people and we're been trying to hire people and we're been trying to hire people and we're just not able to and so that just not able to and so that just not able to and so that unfortunately it's it's good because you unfortunately it's it's good because you unfortunately it's it's good because you still have to provide that service, still have to provide that service, still have to provide that service, right? You the care is needed. You can't right? You the care is needed. You can't right? You the care is needed. You can't just shut down the service lines of just shut down the service lines of just shut down the service lines of these hospitals. And sometimes if a these hospitals. And sometimes if a these hospitals. And sometimes if a specialty nurse, let's say, leaves, you specialty nurse, let's say, leaves, you specialty nurse, let's say, leaves, you might not have another one you can just might not have another one you can just might not have another one you can just find that's just going to apply and move find that's just going to apply and move find that's just going to apply and move there. And so that's why the service there. And so that's why the service there. And so that's why the service exists. What I love though is is our exists. What I love though is is our exists. What I love though is is our Nebula technology really allows a lot of Nebula technology really allows a lot of Nebula technology really allows a lot of these hospitals to be able to go these hospitals to be able to go these hospitals to be able to go headhunt and find people when they don't headhunt and find people when they don't headhunt and find people when they don't usually have the time to do it. There's usually have the time to do it. There's usually have the time to do it. There's a lot of I don't know exactly what that a lot of I don't know exactly what that a lot of I don't know exactly what that one said, but man, I talk to every one said, but man, I talk to every one said, but man, I talk to every single week we talk to different people single week we talk to different people single week we talk to different people in situations in hospitals, long-term in situations in hospitals, long-term in situations in hospitals, long-term care facilities, and I hear the same care facilities, and I hear the same care facilities, and I hear the same thing over and over again. I just we thing over and over again. I just we thing over and over again. I just we don't really have time to not to head don't really have time to not to head don't really have time to not to head hound. We just wait for someone to hound. We just wait for someone to hound. We just wait for someone to apply. And if you're just waiting for apply. And if you're just waiting for apply. And if you're just waiting for someone to apply, then you get yourself someone to apply, then you get yourself someone to apply, then you get yourself into a situation or you have to get into a situation or you have to get into a situation or you have to get external staff. external staff. external staff. » Yeah. Well, and keeping a department » Yeah. Well, and keeping a department » Yeah. Well, and keeping a department open. She did talk about that a little open. She did talk about that a little open. She did talk about that a little bit and that was interesting uh as bit and that was interesting uh as bit and that was interesting uh as far as if the percentage goes too high, far as if the percentage goes too high, far as if the percentage goes too high, they don't really make enough. And that they don't really make enough. And that they don't really make enough. And that and that's a traditional hospital format and that's a traditional hospital format and that's a traditional hospital format like PPC format, right? And so they like PPC format, right? And so they like PPC format, right? And so they just got flat rate coming from insurance just got flat rate coming from insurance just got flat rate coming from insurance and they're kind of a multi-use hospital and they're kind of a multi-use hospital and they're kind of a multi-use hospital um or multi-ervice. I don't I don't know um or multi-ervice. I don't I don't know um or multi-ervice. I don't I don't know anything about the medical world. I'm anything about the medical world. I'm anything about the medical world. I'm not going to pretend to be an expert. Uh not going to pretend to be an expert. Uh not going to pretend to be an expert. Uh but they at some percentage it the but they at some percentage it the but they at some percentage it the revenue model is tough, right? So they revenue model is tough, right? So they revenue model is tough, right? So they probably have to be a certain percentage probably have to be a certain percentage probably have to be a certain percentage of contract. Do you have anybody that's of contract. Do you have anybody that's of contract. Do you have anybody that's like majority contract labor? like majority contract labor? like majority contract labor? » Yes. Well, you know, we're not going to » Yes. Well, you know, we're not going to » Yes. Well, you know, we're not going to give out the names of give out the names of give out the names of » Yeah. No, that's okay. Yeah, more just » Yeah. No, that's okay. Yeah, more just » Yeah. No, that's okay. Yeah, more just types of industries is what I'm curious types of industries is what I'm curious types of industries is what I'm curious about. Like is it about. Like is it about. Like is it » So there's different struggles is what I » So there's different struggles is what I » So there's different struggles is what I would say. So sometimes the struggle is would say. So sometimes the struggle is would say. So sometimes the struggle is geography. So rural locations geography. So rural locations geography. So rural locations um they can really hurt when they lose um they can really hurt when they lose um they can really hurt when they lose somebody to try to bring in that somebody to try to bring in that somebody to try to bring in that specialized talent. So rural locations specialized talent. So rural locations specialized talent. So rural locations can get themselves into that situation can get themselves into that situation can get themselves into that situation sometimes. Um and then maybe it depends sometimes. Um and then maybe it depends sometimes. Um and then maybe it depends on the type of setting, right? So, on the type of setting, right? So, on the type of setting, right? So, you know, some and it's not because you know, some and it's not because you know, some and it's not because they're not great places to work, but they're not great places to work, but they're not great places to work, but sometimes a like a healthc care facility sometimes a like a healthc care facility sometimes a like a healthc care facility that focuses on correctional um and that focuses on correctional um and that focuses on correctional um and services like a correctional facilities services like a correctional facilities services like a correctional facilities can sometimes uh have a hard time. And can sometimes uh have a hard time. And can sometimes uh have a hard time. And there's other special use cases that are there's other special use cases that are there's other special use cases that are harder to recruit for. And so I have harder to recruit for. And so I have harder to recruit for. And so I have seen where they have sometimes more seen where they have sometimes more seen where they have sometimes more almost outside staff than they actually almost outside staff than they actually almost outside staff than they actually have their own internal staff. have their own internal staff. have their own internal staff. » Interesting. And I I'm assuming COVID » Interesting. And I I'm assuming COVID » Interesting. And I I'm assuming COVID was great for your business. What what was great for your business. What what was great for your business. What what year did you get into it? year did you get into it? year did you get into it? » So I you know, like I said, I've been in » So I you know, like I said, I've been in » So I you know, like I said, I've been in it for about a decade. The doors open it for about a decade. The doors open it for about a decade. The doors open here 2021 and didn't really start here 2021 and didn't really start here 2021 and didn't really start business till um getting people working business till um getting people working business till um getting people working until probably the middle. There's a lot until probably the middle. There's a lot until probably the middle. There's a lot of certifications you have to do to get of certifications you have to do to get of certifications you have to do to get set up. And some of those we didn't even set up. And some of those we didn't even set up. And some of those we didn't even have till the middle of 2022. Um, so we have till the middle of 2022. Um, so we have till the middle of 2022. Um, so we were able to capture a good amount of were able to capture a good amount of were able to capture a good amount of it, but probably not as much as a lot of it, but probably not as much as a lot of it, but probably not as much as a lot of other people did. You know, we make sure other people did. You know, we make sure other people did. You know, we make sure we're joint commission certified. It is we're joint commission certified. It is we're joint commission certified. It is something that hospitals go through and something that hospitals go through and something that hospitals go through and it's a way to just make sure people are it's a way to just make sure people are it's a way to just make sure people are doing things the right way and it's very doing things the right way and it's very doing things the right way and it's very uh, you know, they go through all your uh, you know, they go through all your uh, you know, they go through all your employees documents, they put you employees documents, they put you employees documents, they put you on the spot, they pull files, they make on the spot, they pull files, they make on the spot, they pull files, they make sure that everything is the way it sure that everything is the way it sure that everything is the way it should be. And um that is something should be. And um that is something should be. And um that is something that's kind of like a gold standard. So that's kind of like a gold standard. So that's kind of like a gold standard. So a lot of places want that to to work a lot of places want that to to work a lot of places want that to to work with you and partner with you and know with you and partner with you and know with you and partner with you and know that you've done that. And then also that you've done that. And then also that you've done that. And then also every state um so many of the states every state um so many of the states every state um so many of the states have their own licensing pools we have their own licensing pools we have their own licensing pools we have to get we have to get set up to be able to get we have to get set up to be able to get we have to get set up to be able to allow nurses to go there. I just did to allow nurses to go there. I just did to allow nurses to go there. I just did a fingerprint appointment yesterday for a fingerprint appointment yesterday for a fingerprint appointment yesterday for Oregon every two years. um you know Oregon every two years. um you know Oregon every two years. um you know we're they're doing full background we're they're doing full background we're they're doing full background checks from a leadership level as well. checks from a leadership level as well. checks from a leadership level as well. So these things don't just like hey I So these things don't just like hey I So these things don't just like hey I signed up once and I'm done. We actually signed up once and I'm done. We actually signed up once and I'm done. We actually have to keep up on a lot of states have to keep up on a lot of states have to keep up on a lot of states regulations reg throughout the year. regulations reg throughout the year. regulations reg throughout the year. » Interesting. So on the co topic you know » Interesting. So on the co topic you know » Interesting. So on the co topic you know contract nursing obviously exploded uh contract nursing obviously exploded uh contract nursing obviously exploded uh after co during and after and has after co during and after and has after co during and after and has continued. So 21. So you were halfway continued. So 21. So you were halfway continued. So 21. So you were halfway through 21 got fired up. So that I'm through 21 got fired up. So that I'm through 21 got fired up. So that I'm assuming that timing was pretty great in assuming that timing was pretty great in assuming that timing was pretty great in the medical space. Like everybody's the medical space. Like everybody's the medical space. Like everybody's trying to find people and a lot of trying to find people and a lot of trying to find people and a lot of people left the industry. It was right. people left the industry. It was right. people left the industry. It was right. It was the MA the CEO actually said it It was the MA the CEO actually said it It was the MA the CEO actually said it was the in two years of COVID more was the in two years of COVID more was the in two years of COVID more nurses left uh the health care world nurses left uh the health care world nurses left uh the health care world than in the past five years. Right? So, than in the past five years. Right? So, than in the past five years. Right? So, so demand went up, supply went down, and so demand went up, supply went down, and so demand went up, supply went down, and then if you found the supply, good on then if you found the supply, good on then if you found the supply, good on you. you. you. » Yeah, it was it was unique. I mean, » Yeah, it was it was unique. I mean, » Yeah, it was it was unique. I mean, places were struggling. It was it places were struggling. It was it places were struggling. It was it was scary. Places that maybe never had was scary. Places that maybe never had was scary. Places that maybe never had to use contract labor all of a sudden to use contract labor all of a sudden to use contract labor all of a sudden got into a spot where they did and they got into a spot where they did and they got into a spot where they did and they may not like had relationships or even may not like had relationships or even may not like had relationships or even know where to start or who to reach out know where to start or who to reach out know where to start or who to reach out to. And so there's so many places are to. And so there's so many places are to. And so there's so many places are like, man, I' I've just never been in a like, man, I' I've just never been in a like, man, I' I've just never been in a position where we had trouble finding position where we had trouble finding position where we had trouble finding staff. And now that situation where staff. And now that situation where staff. And now that situation where people were quitting, you know, whether people were quitting, you know, whether people were quitting, you know, whether they were burned out or they didn't they were burned out or they didn't they were burned out or they didn't enjoy the circumstances of working enjoy the circumstances of working enjoy the circumstances of working through the pandemic through the pandemic through the pandemic um at like you said, rates we just never um at like you said, rates we just never um at like you said, rates we just never seen. seen. seen. » Yeah. And so yes, the industry » Yeah. And so yes, the industry » Yeah. And so yes, the industry itself grew significantly grew significantly grew significantly during those years. Um but when during those years. Um but when during those years. Um but when all things go up like that, they all things go up like that, they all things go up like that, they also eventually had to come down. also eventually had to come down. also eventually had to come down. » Yeah. Right. And I mean it probably got » Yeah. Right. And I mean it probably got » Yeah. Right. And I mean it probably got competitive, right? Then some people competitive, right? Then some people competitive, right? Then some people start jumping in and um but like start jumping in and um but like start jumping in and um but like everything else I do feel like demand everything else I do feel like demand everything else I do feel like demand signals that were caused because of signals that were caused because of signals that were caused because of COVID have been trickling down some COVID have been trickling down some COVID have been trickling down some drastically some. Have you felt it? Is drastically some. Have you felt it? Is drastically some. Have you felt it? Is it just been a slight trickle down or it just been a slight trickle down or it just been a slight trickle down or has it been a was it just out of nowhere has it been a was it just out of nowhere has it been a was it just out of nowhere you're like whoa that was that was a big you're like whoa that was that was a big you're like whoa that was that was a big drop this quarter? drop this quarter? drop this quarter? » Oh it was a big drop. I mean as an » Oh it was a big drop. I mean as an » Oh it was a big drop. I mean as an industry down industry down industry down » a lot and once again it » a lot and once again it » a lot and once again it » it right sized and it needed to right » it right sized and it needed to right » it right sized and it needed to right size because um unfortunately what size because um unfortunately what size because um unfortunately what happened during that time is happened during that time is happened during that time is hospitals were paying a lot to get hospitals were paying a lot to get hospitals were paying a lot to get somebody there more than I I I kind of somebody there more than I I I kind of somebody there more than I I I kind of actually think they we probably had to actually think they we probably had to actually think they we probably had to but it's hard to say for sure in that but it's hard to say for sure in that but it's hard to say for sure in that situation and what happened is is situation and what happened is is situation and what happened is is like if whatever they're paying like if whatever they're paying like if whatever they're paying typically someone starts to throw out a typically someone starts to throw out a typically someone starts to throw out a number going I need somebody so bad I'll number going I need somebody so bad I'll number going I need somebody so bad I'll pay 50% more and once word gets out then pay 50% more and once word gets out then pay 50% more and once word gets out then everybody around there is like well I everybody around there is like well I everybody around there is like well I need people too and they're not coming need people too and they're not coming need people too and they're not coming here because that person started here because that person started here because that person started advertising that and then next thing we advertising that and then next thing we advertising that and then next thing we know some rates were like double I know some rates were like double I know some rates were like double I mean it and here's the part where I go I mean it and here's the part where I go I mean it and here's the part where I go I don't know if that was necessary or not don't know if that was necessary or not don't know if that was necessary or not we work in different departments not we work in different departments not we work in different departments not just nursing allied we also do long-term just nursing allied we also do long-term just nursing allied we also do long-term care we do home health and I'll use care we do home health and I'll use care we do home health and I'll use long-term care. Um, in that segment, we long-term care. Um, in that segment, we long-term care. Um, in that segment, we saw rates go up, you know, maybe, you saw rates go up, you know, maybe, you saw rates go up, you know, maybe, you know, in some cases 10 to 20%. know, in some cases 10 to 20%. know, in some cases 10 to 20%. But not this 50 or even double. And so But not this 50 or even double. And so But not this 50 or even double. And so the hospitals uh jumped extremely the hospitals uh jumped extremely the hospitals uh jumped extremely way more. And once again, it's just one way more. And once again, it's just one way more. And once again, it's just one of those once one person does it, it of those once one person does it, it of those once one person does it, it unfortunately can affect a whole area um unfortunately can affect a whole area um unfortunately can affect a whole area um around them. And I, you know, kind of around them. And I, you know, kind of around them. And I, you know, kind of wish people would advised to not do that wish people would advised to not do that wish people would advised to not do that on the business side. They may say, on the business side. They may say, on the business side. They may say, "Well, that sounds good. It was so hard "Well, that sounds good. It was so hard "Well, that sounds good. It was so hard to manage because let's say we have to manage because let's say we have to manage because let's say we have hundreds of people working and all of a hundreds of people working and all of a hundreds of people working and all of a sudden they hear that these jobs are sudden they hear that these jobs are sudden they hear that these jobs are paying 50% more. That's significant, paying 50% more. That's significant, paying 50% more. That's significant, right? And all of a sudden they're like, right? And all of a sudden they're like, right? And all of a sudden they're like, "Well, I want to quit. I'm going to go "Well, I want to quit. I'm going to go "Well, I want to quit. I'm going to go work there. I'm going to go do this." work there. I'm going to go do this." work there. I'm going to go do this." I'm like, "You can't you can't be I'm like, "You can't you can't be I'm like, "You can't you can't be quitting your contract. That's not quitting your contract. That's not quitting your contract. That's not good." But those are the conversations good." But those are the conversations good." But those are the conversations like says who. like no offense, like says who. like no offense, like says who. like no offense, like there's a lot of jobs out there. I'm there's a lot of jobs out there. I'm there's a lot of jobs out there. I'm just going to jump. And it was so um just going to jump. And it was so um just going to jump. And it was so um hard to manage that where it's more like hard to manage that where it's more like hard to manage that where it's more like I would have rather had it nice and I would have rather had it nice and I would have rather had it nice and smooth, not this crazy spike smooth, not this crazy spike smooth, not this crazy spike because of the crazy spike. It also because of the crazy spike. It also because of the crazy spike. It also meant once again we had to come down and meant once again we had to come down and meant once again we had to come down and the market I mean you're talking drastic the market I mean you're talking drastic the market I mean you're talking drastic drops like 20ome% year done double drops like 20ome% year done double drops like 20ome% year done doubledigit losses in a quarter. Um, doubledigit losses in a quarter. Um, doubledigit losses in a quarter. Um, » and so » and so » and so a lot of a lot of companies, including a lot of a lot of companies, including a lot of a lot of companies, including ours, you find yourself in contracts ours, you find yourself in contracts ours, you find yourself in contracts with vendors, maybe your lease on with vendors, maybe your lease on with vendors, maybe your lease on your building, and you're like, man, I your building, and you're like, man, I your building, and you're like, man, I had this many internal employees. Now, had this many internal employees. Now, had this many internal employees. Now, business is looking like it's going to business is looking like it's going to business is looking like it's going to be down 20%. be down 20%. be down 20%. I really don't need technology that's I really don't need technology that's I really don't need technology that's charging me per seat for this much, but charging me per seat for this much, but charging me per seat for this much, but I'm in a contract for the next year or I'm in a contract for the next year or I'm in a contract for the next year or two or I'm in this for the next year or two or I'm in this for the next year or two or I'm in this for the next year or two. And so it's been it was very hard two. And so it's been it was very hard two. And so it's been it was very hard last couple years I would say for this last couple years I would say for this last couple years I would say for this industry as you went from growth industry as you went from growth industry as you went from growth spike to how do we manage growth spike to how do we manage growth spike to how do we manage » as things come down. » as things come down. » as things come down. » Yep. Yeah. It's it's like real estate » Yep. Yeah. It's it's like real estate » Yep. Yeah. It's it's like real estate too. We're seeing that in real estate uh too. We're seeing that in real estate uh too. We're seeing that in real estate uh just in our local market, right? It just in our local market, right? It just in our local market, right? It was like you couldn't get a house and was like you couldn't get a house and was like you couldn't get a house and houses were going. I mean, it made no houses were going. I mean, it made no houses were going. I mean, it made no sense. You're like that people were sense. You're like that people were sense. You're like that people were selling their house but they or they selling their house but they or they selling their house but they or they would sell their house but they had would sell their house but they had would sell their house but they had nowhere to go because everything was too nowhere to go because everything was too nowhere to go because everything was too expensive, right? Like we had a house expensive, right? Like we had a house expensive, right? Like we had a house down the street that went for, you know, down the street that went for, you know, down the street that went for, you know, a couple hundred,000 and then it was a couple hundred,000 and then it was a couple hundred,000 and then it was listed for closer to 400,000. You're listed for closer to 400,000. You're listed for closer to 400,000. You're like what? Just a couple years later like what? Just a couple years later like what? Just a couple years later like they didn't do anything to it. Uh like they didn't do anything to it. Uh like they didn't do anything to it. Uh but it's supply demand and when there's but it's supply demand and when there's but it's supply demand and when there's no inventory you can kind of charge what no inventory you can kind of charge what no inventory you can kind of charge what you want, right? And so same you want, right? And so same you want, right? And so same situation there. The uh uh another situation there. The uh uh another situation there. The uh uh another interesting fact there with them is that interesting fact there with them is that interesting fact there with them is that our local hospital, the CEO that our local hospital, the CEO that our local hospital, the CEO that came on, they are proposing a 1% sales came on, they are proposing a 1% sales came on, they are proposing a 1% sales tax actually to try and recover from all tax actually to try and recover from all tax actually to try and recover from all of this at the city level because it's a of this at the city level because it's a of this at the city level because it's a nonforprofit hospital, right? nonforprofit hospital, right? nonforprofit hospital, right? Boardun. Um decent size. I mean, they've Boardun. Um decent size. I mean, they've Boardun. Um decent size. I mean, they've got uh 300 got uh 300 got uh 300 employees, I think, is what she 300 employees, I think, is what she 300 employees, I think, is what she said. So, for a rural hospital, it's a said. So, for a rural hospital, it's a said. So, for a rural hospital, it's a it's a decent size, right? Um but yeah, it's a decent size, right? Um but yeah, it's a decent size, right? Um but yeah, that they just don't know what else to that they just don't know what else to that they just don't know what else to do. Like, they just got so pummeled do. Like, they just got so pummeled do. Like, they just got so pummeled during CO. Uh and then on top of that, during CO. Uh and then on top of that, during CO. Uh and then on top of that, got a ransomware attack and that got a ransomware attack and that got a ransomware attack and that killed them for uh months after that as killed them for uh months after that as killed them for uh months after that as well. But but yeah, there's there's it well. But but yeah, there's there's it well. But but yeah, there's there's it seems like there's a theme right now in seems like there's a theme right now in seems like there's a theme right now in that industry across the board, even that industry across the board, even that industry across the board, even beyond your side is just everybody's now beyond your side is just everybody's now beyond your side is just everybody's now reconstructing, reconstructing, reconstructing, » right? So it probably changes the supply » right? So it probably changes the supply » right? So it probably changes the supply demand side, but they're also having to demand side, but they're also having to demand side, but they're also having to rework how they do everything and look rework how they do everything and look rework how they do everything and look for cuts and um then on on another note, for cuts and um then on on another note, for cuts and um then on on another note, my wife teaches at a nursing program at my wife teaches at a nursing program at my wife teaches at a nursing program at a college uh labs and simulations, a college uh labs and simulations, a college uh labs and simulations, right? And so she's like all these right? And so she's like all these right? And so she's like all these nursing students think they're going nursing students think they're going nursing students think they're going into contract nursing and that's into contract nursing and that's into contract nursing and that's really interesting. And what you're really interesting. And what you're really interesting. And what you're saying is like, hey, it's probably not saying is like, hey, it's probably not saying is like, hey, it's probably not going to be what it was, right? They going to be what it was, right? They going to be what it was, right? They talk to a friend 3 years ago, they go talk to a friend 3 years ago, they go talk to a friend 3 years ago, they go into nursing, you know, how are they into nursing, you know, how are they into nursing, you know, how are they going to be kind of shocked when they going to be kind of shocked when they going to be kind of shocked when they get out there? Is it is it not what it get out there? Is it is it not what it get out there? Is it is it not what it was from that perspective? was from that perspective? was from that perspective? » Yeah. I mean, what was paid during that » Yeah. I mean, what was paid during that » Yeah. I mean, what was paid during that time, we're not going to see again. time, we're not going to see again. time, we're not going to see again. there's some like weird circumstances if there's some like weird circumstances if there's some like weird circumstances if somebody does like a strike and they somebody does like a strike and they somebody does like a strike and they jump in not knowing if they're they jump in not knowing if they're they jump in not knowing if they're going to go work somewhere for a couple going to go work somewhere for a couple going to go work somewhere for a couple days or a couple weeks is it just you days or a couple weeks is it just you days or a couple weeks is it just you don't know in that situation. So there's don't know in that situation. So there's don't know in that situation. So there's like weird emergency situations but at like weird emergency situations but at like weird emergency situations but at the same time um it depends what they're the same time um it depends what they're the same time um it depends what they're going in there for. Like if they're going in there for. Like if they're going in there for. Like if they're going in for it to go I want to gain a going in for it to go I want to gain a going in for it to go I want to gain a lot of great experience at different lot of great experience at different lot of great experience at different facilities. I want to see different facilities. I want to see different facilities. I want to see different parts of the country and just or I just parts of the country and just or I just parts of the country and just or I just want to help out like I a lot of these want to help out like I a lot of these want to help out like I a lot of these communities they are amazing places to work for and they are amazing places to work for and they are amazing places to work for and you walk in and you get that sense of you walk in and you get that sense of you walk in and you get that sense of community. community. community. It's like I said a lot of times just It's like I said a lot of times just It's like I said a lot of times just geography why they can't help people. So geography why they can't help people. So geography why they can't help people. So you know you get some of the nurses that you know you get some of the nurses that you know you get some of the nurses that get into it and it's less about the that get into it and it's less about the that get into it and it's less about the money and more like I just want to help money and more like I just want to help money and more like I just want to help make a difference. make a difference. make a difference. » Yeah. Or see the world. I like that » Yeah. Or see the world. I like that » Yeah. Or see the world. I like that perspective. That seems, you know, perspective. That seems, you know, perspective. That seems, you know, that's cool. Yeah. You're single, got that's cool. Yeah. You're single, got that's cool. Yeah. You're single, got your degree, like go go go travel, make your degree, like go go go travel, make your degree, like go go go travel, make some good money, and uh you're you're some good money, and uh you're you're some good money, and uh you're you're not uh guaranteed anything, right? So, not uh guaranteed anything, right? So, not uh guaranteed anything, right? So, the value of you that's that's cool the value of you that's that's cool the value of you that's that's cool to me is that if they find an agency to me is that if they find an agency to me is that if they find an agency like yourself, right, that they can even like yourself, right, that they can even like yourself, right, that they can even doctors, right, and they want to even doctors, right, and they want to even doctors, right, and they want to travel, that's super cool. Like, hey, travel, that's super cool. Like, hey, travel, that's super cool. Like, hey, I'm just going to go join up with Unity I'm just going to go join up with Unity I'm just going to go join up with Unity Med, like find me something in this Med, like find me something in this Med, like find me something in this area. If you ever get something, I'm area. If you ever get something, I'm area. If you ever get something, I'm interested in a contract. And uh what interested in a contract. And uh what interested in a contract. And uh what's the percentage of people when what's the percentage of people when what's the percentage of people when they come in to you because you kind of they come in to you because you kind of they come in to you because you kind of you have two customers, right? You need you have two customers, right? You need you have two customers, right? You need the employees, you need to find the employees, you need to find the employees, you need to find the workers, and you need to find the workers, and you need to find the workers, and you need to find the employers. So, you're kind of marketing employers. So, you're kind of marketing employers. So, you're kind of marketing to both sides. Um can you break that to both sides. Um can you break that to both sides. Um can you break that down? I'm really curious. How do how do down? I'm really curious. How do how do down? I'm really curious. How do how do you get more employees to find you, and you get more employees to find you, and you get more employees to find you, and how do you get more employers to find how do you get more employers to find how do you get more employers to find you? you? you? » Yeah, we we break it down differently. » Yeah, we we break it down differently. » Yeah, we we break it down differently. I'd say that maybe a ratio of three to I'd say that maybe a ratio of three to I'd say that maybe a ratio of three to four recruiters. We have somebody that's four recruiters. We have somebody that's four recruiters. We have somebody that's running accounts or a business running accounts or a business running accounts or a business development that's helping find development that's helping find development that's helping find accounts. So, we have people reaching accounts. So, we have people reaching accounts. So, we have people reaching out, introducing, making sure they're out, introducing, making sure they're out, introducing, making sure they're aware of our services and what we do. aware of our services and what we do. aware of our services and what we do. Uh, referrals go a long way for us and Uh, referrals go a long way for us and Uh, referrals go a long way for us and testimonials. So, we have a lot of happy testimonials. So, we have a lot of happy testimonials. So, we have a lot of happy clients that are happy to that like to clients that are happy to that like to clients that are happy to that like to tell people of our services and what we tell people of our services and what we tell people of our services and what we do. And I also think it's unique because do. And I also think it's unique because do. And I also think it's unique because a lot of people just go, "Hey, I'm going a lot of people just go, "Hey, I'm going a lot of people just go, "Hey, I'm going to send you somebody when you need to send you somebody when you need to send you somebody when you need help." there's that transactional value. help." there's that transactional value. help." there's that transactional value. We come in and go, well, we actually We come in and go, well, we actually We come in and go, well, we actually have a technology that can help you have a technology that can help you have a technology that can help you reduce that. We can help your internal reduce that. We can help your internal reduce that. We can help your internal team. And I even take it as far as team. And I even take it as far as team. And I even take it as far as going, you know, if they want to spend going, you know, if they want to spend going, you know, if they want to spend time with me, I'll even meet with their time with me, I'll even meet with their time with me, I'll even meet with their HR or marketing and just take a deeper HR or marketing and just take a deeper HR or marketing and just take a deeper look at how they're posting their own look at how they're posting their own look at how they're posting their own jobs and what they're doing to build a jobs and what they're doing to build a jobs and what they're doing to build a brand. So, we take it a step further to brand. So, we take it a step further to brand. So, we take it a step further to go, hey, we're not just looking to help go, hey, we're not just looking to help go, hey, we're not just looking to help give you staff. We'd rather be an give you staff. We'd rather be an give you staff. We'd rather be an extension to help you find your own extension to help you find your own extension to help you find your own staff as well. On the flip side, the staff as well. On the flip side, the staff as well. On the flip side, the recruiters, recruiters, recruiters, um, like I said, we have way more um, like I said, we have way more um, like I said, we have way more recruiters than we have anybody else. recruiters than we have anybody else. recruiters than we have anybody else. That is a really big part of what we do That is a really big part of what we do That is a really big part of what we do is making sure we're finding the best is making sure we're finding the best is making sure we're finding the best people to fill these roles. And how do people to fill these roles. And how do people to fill these roles. And how do we find them? You know, it's a we find them? You know, it's a we find them? You know, it's a combination. Uh, we have a a website combination. Uh, we have a a website combination. Uh, we have a a website that puts every single job that we have. that puts every single job that we have. that puts every single job that we have. It took a lot to build because we're It took a lot to build because we're It took a lot to build because we're connecting to lots of outside connecting to lots of outside connecting to lots of outside technologies. technologies. technologies. and it helps tell you, you know, how big and it helps tell you, you know, how big and it helps tell you, you know, how big is the is the hospital or um where's the is the is the hospital or um where's the is the is the hospital or um where's the city or what's housing. We have it city or what's housing. We have it city or what's housing. We have it connect to some different housing connect to some different housing connect to some different housing options to show you this is how much a options to show you this is how much a options to show you this is how much a place is going to cost you to live while place is going to cost you to live while place is going to cost you to live while you're there. Um and all the details you're there. Um and all the details you're there. Um and all the details you'd want to know. We try to make it as you'd want to know. We try to make it as you'd want to know. We try to make it as easy of an experience as possible from easy of an experience as possible from easy of an experience as possible from like a digital standpoint. And then the like a digital standpoint. And then the like a digital standpoint. And then the other part is is just ratings. You know, other part is is just ratings. You know, other part is is just ratings. You know, there's a lot of different effective there's a lot of different effective there's a lot of different effective business models you can do. you can try business models you can do. you can try business models you can do. you can try to be like, I'm going to pay the to be like, I'm going to pay the to be like, I'm going to pay the highest. I'm maybe I'm going to offshore highest. I'm maybe I'm going to offshore highest. I'm maybe I'm going to offshore some help. I'm going to bring in some help. I'm going to bring in some help. I'm going to bring in some technology. Really minimize um the human technology. Really minimize um the human technology. Really minimize um the human touch. And then there's we say we're touch. And then there's we say we're touch. And then there's we say we're probably more of a hightouch. If you probably more of a hightouch. If you probably more of a hightouch. If you compared us in the restaurant world, compared us in the restaurant world, compared us in the restaurant world, yeah, maybe our chicken nuggets are a yeah, maybe our chicken nuggets are a yeah, maybe our chicken nuggets are a little bit more expensive than the other little bit more expensive than the other little bit more expensive than the other companies, but we want a line wrapped companies, but we want a line wrapped companies, but we want a line wrapped around our building and we're going to around our building and we're going to around our building and we're going to be outside taking your order as well. be outside taking your order as well. be outside taking your order as well. and we're to make sure that you walk in and we're to make sure that you walk in and we're to make sure that you walk in feeling welcome and loved. feeling welcome and loved. feeling welcome and loved. » But are you are you also closed on » But are you are you also closed on » But are you are you also closed on Sundays? Sundays? Sundays? » Yes. So, we are not closed on Sundays, » Yes. So, we are not closed on Sundays, » Yes. So, we are not closed on Sundays, but you're getting the uh the analogy but you're getting the uh the analogy but you're getting the uh the analogy of, you know, kind of what we look at of, you know, kind of what we look at of, you know, kind of what we look at how to be and that's how we how to be and that's how we how to be and that's how we differentiated oursel was differentiated oursel was differentiated oursel was » people can go work for any company at » people can go work for any company at » people can go work for any company at the end of the day what we have to the end of the day what we have to the end of the day what we have to offer. So do a lot of other companies. offer. So do a lot of other companies. offer. So do a lot of other companies. And so it really comes down to what are And so it really comes down to what are And so it really comes down to what are we doing to make them go, we really love we doing to make them go, we really love we doing to make them go, we really love working for this company. They know, working for this company. They know, working for this company. They know, they really care about us um every step they really care about us um every step they really care about us um every step of the way. It's not just, hey, we're of the way. It's not just, hey, we're of the way. It's not just, hey, we're going to get you there and you're on going to get you there and you're on going to get you there and you're on your own. We make sure that you're happy your own. We make sure that you're happy your own. We make sure that you're happy and there for you um anytime you need and there for you um anytime you need and there for you um anytime you need us. us. us. » So it makes sense. So, you got someone » So it makes sense. So, you got someone » So it makes sense. So, you got someone maintaining accounts, you've got people maintaining accounts, you've got people maintaining accounts, you've got people recruiting um on both sides recruiting um on both sides recruiting um on both sides recruiting employers, recruiting employees, and now employers, recruiting employees, and now employers, recruiting employees, and now you've got hundreds of people all over you've got hundreds of people all over you've got hundreds of people all over the country working for you. H how do the country working for you. H how do the country working for you. H how do you have a culture around who you are you have a culture around who you are you have a culture around who you are and their culture doesn't exist? I feel and their culture doesn't exist? I feel and their culture doesn't exist? I feel like their whole culture would exist like their whole culture would exist like their whole culture would exist where they're placed, right? Feel like where they're placed, right? Feel like where they're placed, right? Feel like they would have like it'd be like a they would have like it'd be like a they would have like it'd be like a disassociation to you guys is just the disassociation to you guys is just the disassociation to you guys is just the paycheck. Um yeah, how does that work? paycheck. Um yeah, how does that work? paycheck. Um yeah, how does that work? That's a great question because yeah, That's a great question because yeah, That's a great question because yeah, you're I mean you're absolutely right. A you're I mean you're absolutely right. A you're I mean you're absolutely right. A lot of their day-to-day working lot of their day-to-day working lot of their day-to-day working environment is going to be there and environment is going to be there and environment is going to be there and that's going to play into the experience that's going to play into the experience that's going to play into the experience they have. The recruiters are, you know, they have. The recruiters are, you know, they have. The recruiters are, you know, I don't love that title because our I don't love that title because our I don't love that title because our recruiters are really managers. They recruiters are really managers. They recruiters are really managers. They don't just find the person and then don't just find the person and then don't just find the person and then they're done. Since we first of all have they're done. Since we first of all have they're done. Since we first of all have to get them um credentialed compliant, to get them um credentialed compliant, to get them um credentialed compliant, they're helping them through that step. they're helping them through that step. they're helping them through that step. They're making sure that they are They're making sure that they are They're making sure that they are working on it and if they have working on it and if they have working on it and if they have questions, we're helping them out. And questions, we're helping them out. And questions, we're helping them out. And then once they get on the assignment, then once they get on the assignment, then once they get on the assignment, they're their go-to. If there's they're their go-to. If there's they're their go-to. If there's something where they're like, "Hey, I've something where they're like, "Hey, I've something where they're like, "Hey, I've got a question about my payroll or I've got a question about my payroll or I've got a question about my payroll or I've got a question about my benefits." That got a question about my benefits." That got a question about my benefits." That recruiter's there. Um they're helping recruiter's there. Um they're helping recruiter's there. Um they're helping tell them like, "Hey, when you show up, tell them like, "Hey, when you show up, tell them like, "Hey, when you show up, here's some good instructions or here's here's some good instructions or here's here's some good instructions or here's where you should do to be set for where you should do to be set for where you should do to be set for success." And then they're checking in success." And then they're checking in success." And then they're checking in on them. You know, how's it going? How on them. You know, how's it going? How on them. You know, how's it going? How is your first day? Are you liking it is your first day? Are you liking it is your first day? Are you liking it there? um is are you thinking you might there? um is are you thinking you might there? um is are you thinking you might want to stay there longer or are we want to stay there longer or are we want to stay there longer or are we thinking maybe you want to go explore thinking maybe you want to go explore thinking maybe you want to go explore next? next? next? » And so they are really building a » And so they are really building a » And so they are really building a relationship and a lot of people see the relationship and a lot of people see the relationship and a lot of people see the recruiter as like man that is your go-to recruiter as like man that is your go-to recruiter as like man that is your go-to person that is is always there and so person that is is always there and so person that is is always there and so yeah while they're not in the dayto-day yeah while they're not in the dayto-day yeah while they're not in the dayto-day we're always remote away from it um we're always remote away from it um we're always remote away from it um we're highly involved throughout the we're highly involved throughout the we're highly involved throughout the process. process. process. » More of like a client advocate or » More of like a client advocate or » More of like a client advocate or success uh advocate. That's success uh advocate. That's success uh advocate. That's awesome. Uh, so last thing on this and awesome. Uh, so last thing on this and awesome. Uh, so last thing on this and then we'll go into more fun stuff like then we'll go into more fun stuff like then we'll go into more fun stuff like your speaking and podcasts and all that. your speaking and podcasts and all that. your speaking and podcasts and all that. Uh, so thanks for all this. This is I'm Uh, so thanks for all this. This is I'm Uh, so thanks for all this. This is I'm I'm always fascinated by anything anyone I'm always fascinated by anything anyone I'm always fascinated by anything anyone does and I've not had any guests that does and I've not had any guests that does and I've not had any guests that does the same thing yet, Chris. So does the same thing yet, Chris. So does the same thing yet, Chris. So you're the first person I've had on that you're the first person I've had on that you're the first person I've had on that does the hiring agency recruitment does the hiring agency recruitment does the hiring agency recruitment process and placement. Um, so yeah, I'm process and placement. Um, so yeah, I'm process and placement. Um, so yeah, I'm really glad you're here. It worked out really glad you're here. It worked out really glad you're here. It worked out great. Uh, so when they finish a great. Uh, so when they finish a great. Uh, so when they finish a contract, are they how if they want to contract, are they how if they want to contract, are they how if they want to stay with that employer, stay with that employer, stay with that employer, what kind of protection do you have for what kind of protection do you have for what kind of protection do you have for your business model? 13 weeks are done your business model? 13 weeks are done your business model? 13 weeks are done and they just tell you we're out. They and they just tell you we're out. They and they just tell you we're out. They don't tell you they're going to go work don't tell you they're going to go work don't tell you they're going to go work for that company. Uh, or yeah, what does for that company. Uh, or yeah, what does for that company. Uh, or yeah, what does that look like? that look like? that look like? » That's a great question. You know, there » That's a great question. You know, there » That's a great question. You know, there is arrangements where they can go work is arrangements where they can go work is arrangements where they can go work there. Um, there's buyouts of contracts. there. Um, there's buyouts of contracts. there. Um, there's buyouts of contracts. There's different and in a lot of in There's different and in a lot of in There's different and in a lot of in some states over the past few years. um some states over the past few years. um some states over the past few years. um some legislations actually passed that, some legislations actually passed that, some legislations actually passed that, you know, they're kind of free to work you know, they're kind of free to work you know, they're kind of free to work who they want to. So, if they who they want to. So, if they who they want to. So, if they fulfill the contract and then they go, fulfill the contract and then they go, fulfill the contract and then they go, "Hey, this hospital uh would like to "Hey, this hospital uh would like to "Hey, this hospital uh would like to hire me full-time and I'd actually just hire me full-time and I'd actually just hire me full-time and I'd actually just like to go work there full-time." like to go work there full-time." like to go work there full-time." The way we look at it is we did our job. The way we look at it is we did our job. The way we look at it is we did our job. We found a match that's so great for We found a match that's so great for We found a match that's so great for both of you that you want to stay there both of you that you want to stay there both of you that you want to stay there and continue working there. And so yeah, and continue working there. And so yeah, and continue working there. And so yeah, at that point we go find another one, at that point we go find another one, at that point we go find another one, but we have two really happy customers. but we have two really happy customers. but we have two really happy customers. We helped impact their lives um and made We helped impact their lives um and made We helped impact their lives um and made it better for them. So kind of our it better for them. So kind of our it better for them. So kind of our philosophy is um you know, when that philosophy is um you know, when that philosophy is um you know, when that happens, like kudos to us. That really happens, like kudos to us. That really happens, like kudos to us. That really meant we did the right thing. meant we did the right thing. meant we did the right thing. » I love that perspective. And that's » I love that perspective. And that's » I love that perspective. And that's obviously you've already got a agreement obviously you've already got a agreement obviously you've already got a agreement figured out with the employer, so that figured out with the employer, so that figured out with the employer, so that probably makes it easier. They they that probably makes it easier. They they that probably makes it easier. They they want to keep in a good standing with want to keep in a good standing with want to keep in a good standing with you, too. So they're probably going to you, too. So they're probably going to you, too. So they're probably going to notify you uh as well. Uh so talk about notify you uh as well. Uh so talk about notify you uh as well. Uh so talk about the software uh AI software uh what you the software uh AI software uh what you the software uh AI software uh what you call it um that's helping Nebula. call it um that's helping Nebula. call it um that's helping Nebula. » Nebula. Let's talk about Nebula. What's » Nebula. Let's talk about Nebula. What's » Nebula. Let's talk about Nebula. What's that? Who made that? What does it do? that? Who made that? What does it do? that? Who made that? What does it do? » So Nebula has been in the works uh for » So Nebula has been in the works uh for » So Nebula has been in the works uh for many years. Um it it varied from a many years. Um it it varied from a many years. Um it it varied from a product called untapped that the founder product called untapped that the founder product called untapped that the founder uh had created and then kind of had a uh had created and then kind of had a uh had created and then kind of had a pivot uh with our CEO Stephen Talbot pivot uh with our CEO Stephen Talbot pivot uh with our CEO Stephen Talbot that how do we take a learning model that how do we take a learning model that how do we take a learning model that understands how to find maybe the that understands how to find maybe the that understands how to find maybe the best candidate and how do we use that to best candidate and how do we use that to best candidate and how do we use that to fill jobs. So, how it started was uh JP fill jobs. So, how it started was uh JP fill jobs. So, how it started was uh JP Morgan was getting a a lot of resumes, Morgan was getting a a lot of resumes, Morgan was getting a a lot of resumes, let's say in New York, for maybe one let's say in New York, for maybe one let's say in New York, for maybe one financial job, and they're going, "We financial job, and they're going, "We financial job, and they're going, "We don't have time to go through a don't have time to go through a don't have time to go through a thousand, but we want to know who the thousand, but we want to know who the thousand, but we want to know who the best of the best is." And so, this um best of the best is." And so, this um best of the best is." And so, this um LLM was created to go, we can build a LLM was created to go, we can build a LLM was created to go, we can build a model just like a person would do to model just like a person would do to model just like a person would do to kind of stack rank here's the best out kind of stack rank here's the best out kind of stack rank here's the best out of all these people. And so then the of all these people. And so then the of all these people. And so then the idea was, can we turn it the other idea was, can we turn it the other idea was, can we turn it the other direction? Can we now say we got this direction? Can we now say we got this direction? Can we now say we got this job? Here's all these people. Can you job? Here's all these people. Can you job? Here's all these people. Can you start figuring out who would be best for start figuring out who would be best for start figuring out who would be best for that job? And so we have compiled and VA that job? And so we have compiled and VA that job? And so we have compiled and VA and purchased a wide variety of and purchased a wide variety of and purchased a wide variety of candidate data. We probably have over candidate data. We probably have over candidate data. We probably have over 90% of the US labor market. And so when 90% of the US labor market. And so when 90% of the US labor market. And so when you start thinking of really big you start thinking of really big you start thinking of really big companies that are a job board, our companies that are a job board, our companies that are a job board, our database is more likely as large if not database is more likely as large if not database is more likely as large if not larger. The difference is job boards larger. The difference is job boards larger. The difference is job boards they apply in which are great. I don't they apply in which are great. I don't they apply in which are great. I don't take that away. Those are take that away. Those are take that away. Those are » like an indeed an Indeed would be a job. » like an indeed an Indeed would be a job. » like an indeed an Indeed would be a job. » Yeah. Like an indeed they find your job » Yeah. Like an indeed they find your job » Yeah. Like an indeed they find your job and they're they want to apply. and they're they want to apply. and they're they want to apply. That's great. You should be doing that. That's great. You should be doing that. That's great. You should be doing that. You should find people that want to You should find people that want to You should find people that want to apply for your job. The hard part is apply for your job. The hard part is apply for your job. The hard part is what about all the people that aren't what about all the people that aren't what about all the people that aren't applying for your job? Like how are you applying for your job? Like how are you applying for your job? Like how are you talking to them? And so what Nebula does talking to them? And so what Nebula does talking to them? And so what Nebula does is when you put in your job description, is when you put in your job description, is when you put in your job description, it doesn't just say here's the best it doesn't just say here's the best it doesn't just say here's the best candidates for your job. And you could candidates for your job. And you could candidates for your job. And you could even set it to like I want you to keep even set it to like I want you to keep even set it to like I want you to keep opening the net. Maybe people relocate opening the net. Maybe people relocate opening the net. Maybe people relocate and they'll move from this city to my and they'll move from this city to my and they'll move from this city to my city and it will start to email and text city and it will start to email and text city and it will start to email and text and engage. It's fully customizable. So, and engage. It's fully customizable. So, and engage. It's fully customizable. So, the recruiter gets to go in and make it the recruiter gets to go in and make it the recruiter gets to go in and make it sound the way they would want the emails sound the way they would want the emails sound the way they would want the emails and texts to come out, but it just it and texts to come out, but it just it and texts to come out, but it just it doesn't just email and text them once. doesn't just email and text them once. doesn't just email and text them once. It does a series like a regular It does a series like a regular It does a series like a regular recruiter would do. It's going to check recruiter would do. It's going to check recruiter would do. It's going to check in every couple days a different message in every couple days a different message in every couple days a different message to see if they would like to apply or to see if they would like to apply or to see if they would like to apply or learn more about that position. And it learn more about that position. And it learn more about that position. And it can do, you know, for that one job, it can do, you know, for that one job, it can do, you know, for that one job, it can go out recruiting a hundred people a can go out recruiting a hundred people a can go out recruiting a hundred people a day. And so in a course of a month, if day. And so in a course of a month, if day. And so in a course of a month, if you're trying to fill a job, you could you're trying to fill a job, you could you're trying to fill a job, you could be talking about it head-h hunting 3,000 be talking about it head-h hunting 3,000 be talking about it head-h hunting 3,000 people. And so it starts just drawing in people. And so it starts just drawing in people. And so it starts just drawing in more applications, more um internal more applications, more um internal more applications, more um internal talent that a lot of times companies talent that a lot of times companies talent that a lot of times companies just couldn't do on their own. just couldn't do on their own. just couldn't do on their own. » Yeah. So it's an AI lead genen system » Yeah. So it's an AI lead genen system » Yeah. So it's an AI lead genen system maybe be a way to look at it where it maybe be a way to look at it where it maybe be a way to look at it where it can go you've you provide all the data can go you've you provide all the data can go you've you provide all the data and so just on the recruitment side and so just on the recruitment side and so just on the recruitment side specifically finding employees to match specifically finding employees to match specifically finding employees to match them with an employer is that the main them with an employer is that the main them with an employer is that the main focus of it right now um not the focus of it right now um not the focus of it right now um not the other side of the business right it's other side of the business right it's other side of the business right it's more just finding the staff okay more just finding the staff okay more just finding the staff okay » it has been yeah the learning model's » it has been yeah the learning model's » it has been yeah the learning model's really built around recruiting because really built around recruiting because really built around recruiting because if a person's like well I could put a if a person's like well I could put a if a person's like well I could put a search on here for a buyer and then I search on here for a buyer and then I search on here for a buyer and then I could tweak the messages, right, and use could tweak the messages, right, and use could tweak the messages, right, and use it from a business development tool and it from a business development tool and it from a business development tool and it does well for that. Um, but it it was it does well for that. Um, but it it was it does well for that. Um, but it it was there's nuances where it doesn't do as there's nuances where it doesn't do as there's nuances where it doesn't do as good as I'd like because it is trained good as I'd like because it is trained good as I'd like because it is trained to think of a recruiter and a recruiter to think of a recruiter and a recruiter to think of a recruiter and a recruiter goes, "Hey, this position I may not look goes, "Hey, this position I may not look goes, "Hey, this position I may not look for a specific industry necessarily for a specific industry necessarily for a specific industry necessarily because a person HR manager at this type because a person HR manager at this type because a person HR manager at this type of company can also be an HR manager of company can also be an HR manager of company can also be an HR manager here. Whereas u from a sales perspective here. Whereas u from a sales perspective here. Whereas u from a sales perspective you may want it more granular like no I you may want it more granular like no I you may want it more granular like no I only want to target this type of person only want to target this type of person only want to target this type of person in this type of place and it from a in this type of place and it from a in this type of place and it from a recruiter had it goes well that's not recruiter had it goes well that's not recruiter had it goes well that's not how I would think right so it's not an how I would think right so it's not an how I would think right so it's not an open AI um API connection where we're open AI um API connection where we're open AI um API connection where we're using somebody else's AI this model was using somebody else's AI this model was using somebody else's AI this model was built inhouse built inhouse built inhouse » gotcha so it's emailing and SMS correct » gotcha so it's emailing and SMS correct » gotcha so it's emailing and SMS correct that's the two forms of communication that's the two forms of communication that's the two forms of communication and then it's been trained on how to and then it's been trained on how to and then it's been trained on how to communicate like what that looks like, communicate like what that looks like, communicate like what that looks like, how would a recruiter do it, relayed how would a recruiter do it, relayed how would a recruiter do it, relayed into the LLM. That's awesome. And then into the LLM. That's awesome. And then into the LLM. That's awesome. And then it starts building them out. And who is it starts building them out. And who is it starts building them out. And who is the you guys use it internally and the you guys use it internally and the you guys use it internally and you're also white labeling it? you're also white labeling it? you're also white labeling it? » Yes. Um what I'm hearing less from the » Yes. Um what I'm hearing less from the » Yes. Um what I'm hearing less from the white labeling. It is no different than white labeling. It is no different than white labeling. It is no different than if somebody was buying. So Indeed has a if somebody was buying. So Indeed has a if somebody was buying. So Indeed has a great recruiter setup where people can great recruiter setup where people can great recruiter setup where people can go in and recruit people that are go in and recruit people that are go in and recruit people that are indeed. LinkedIn has a great recruiter indeed. LinkedIn has a great recruiter indeed. LinkedIn has a great recruiter setup. they can go in and you can start setup. they can go in and you can start setup. they can go in and you can start searching profiles. And so, you know, searching profiles. And so, you know, searching profiles. And so, you know, I'll use some comparisons because those I'll use some comparisons because those I'll use some comparisons because those are two major players. So, a a hospital, are two major players. So, a a hospital, are two major players. So, a a hospital, any company, it's not, you know, we're any company, it's not, you know, we're any company, it's not, you know, we're on the healthcare side for my team, but on the healthcare side for my team, but on the healthcare side for my team, but we we sell to any company. You can go we we sell to any company. You can go we we sell to any company. You can go in, set this up for your internal in, set this up for your internal in, set this up for your internal business, and it will start headunting business, and it will start headunting business, and it will start headunting at a fraction of what an employee would at a fraction of what an employee would at a fraction of what an employee would ever cost you. ever cost you. ever cost you. Um in fact if one you hired as a Um in fact if one you hired as a Um in fact if one you hired as a hospital one person um it is cheaper hospital one person um it is cheaper hospital one person um it is cheaper than what you're paying for any fee a than what you're paying for any fee a than what you're paying for any fee a perm fee for a rectock. So if we found perm fee for a rectock. So if we found perm fee for a rectock. So if we found somebody permanently for you the typical somebody permanently for you the typical somebody permanently for you the typical fee we charge I can tell you this fee we charge I can tell you this fee we charge I can tell you this software for the most part is more software for the most part is more software for the most part is more affordable than what that fee is on one affordable than what that fee is on one affordable than what that fee is on one person. person. person. » Yeah. » Yeah. » Yeah. » It is kind of a no-brainer for these » It is kind of a no-brainer for these » It is kind of a no-brainer for these places um to bring in. places um to bring in. places um to bring in. » So so that's one piece of it. then the » So so that's one piece of it. then the » So so that's one piece of it. then the rest of their systems fall in place, rest of their systems fall in place, rest of their systems fall in place, right? I think of like a marketing right? I think of like a marketing right? I think of like a marketing funnel. It's just it's getting them down funnel. It's just it's getting them down funnel. It's just it's getting them down to the bottom of the funnel, then they to the bottom of the funnel, then they to the bottom of the funnel, then they HR steps in who or whoever's hiring, HR steps in who or whoever's hiring, HR steps in who or whoever's hiring, then they just start in that process. then they just start in that process. then they just start in that process. So, it's qualifying um prospecting, So, it's qualifying um prospecting, So, it's qualifying um prospecting, qualifying, then they take over. qualifying, then they take over. qualifying, then they take over. » That's the best part is they take they » That's the best part is they take they » That's the best part is they take they get to be the one they're still get to be the one they're still get to be the one they're still interviewing, culture fits, all that, interviewing, culture fits, all that, interviewing, culture fits, all that, right? It's just giving them more people right? It's just giving them more people right? It's just giving them more people to interview and more people to be able to interview and more people to be able to interview and more people to be able to talk to. Um, and like I said, what I to talk to. Um, and like I said, what I to talk to. Um, and like I said, what I love about the customization is this love about the customization is this love about the customization is this isn't a robot going out and just isn't a robot going out and just isn't a robot going out and just recruited and it doesn't feel like your recruited and it doesn't feel like your recruited and it doesn't feel like your company doesn't sound like it. This is company doesn't sound like it. This is company doesn't sound like it. This is like is if we gave their HR team, their like is if we gave their HR team, their like is if we gave their HR team, their recruitment, you know, an Iron Man suit recruitment, you know, an Iron Man suit recruitment, you know, an Iron Man suit and said we are going to give this, it's and said we are going to give this, it's and said we are going to give this, it's going to be your words, your emails, going to be your words, your emails, going to be your words, your emails, your texts, the way you talk. You tell your texts, the way you talk. You tell your texts, the way you talk. You tell it exactly what you want to do, but now it exactly what you want to do, but now it exactly what you want to do, but now it's going to just go out and do all it's going to just go out and do all it's going to just go out and do all this work for you, but you're this work for you, but you're this work for you, but you're programming all of it. programming all of it. programming all of it. » Yeah. So, that model completely » Yeah. So, that model completely » Yeah. So, that model completely different business unit. It's the exact different business unit. It's the exact different business unit. It's the exact same thing, but a completely different same thing, but a completely different same thing, but a completely different business model, which is interesting, business model, which is interesting, business model, which is interesting, right? It's kind of flipping. You're right? It's kind of flipping. You're right? It's kind of flipping. You're basically cutting yourself out, but you basically cutting yourself out, but you basically cutting yourself out, but you have a product. I I mean, essentially. have a product. I I mean, essentially. have a product. I I mean, essentially. So, they're paying is that a So, they're paying is that a So, they're paying is that a subscriptionbased concept to the subscriptionbased concept to the subscriptionbased concept to the employer? So, is it specifically for employer? So, is it specifically for employer? So, is it specifically for healthcare or any business? healthcare or any business? healthcare or any business? » Nebula, » Nebula, » Nebula, » any business can buy it. Yeah. Walmart, » any business can buy it. Yeah. Walmart, » any business can buy it. Yeah. Walmart, Target, anything. Target, anything. Target, anything. » Can you » Can you » Can you » Walmart, Target? Are you listening? » Walmart, Target? Are you listening? » Walmart, Target? Are you listening? » They're they're ready to sell. » They're they're ready to sell. » They're they're ready to sell. » Yeah. If you're if you're looking and » Yeah. If you're if you're looking and » Yeah. If you're if you're looking and you're going, man, this is how much you're going, man, this is how much you're going, man, this is how much we're spending on our workforce talent. we're spending on our workforce talent. we're spending on our workforce talent. Um whether it's, man, we're hiring more Um whether it's, man, we're hiring more Um whether it's, man, we're hiring more people. And that's the thing I love. people. And that's the thing I love. people. And that's the thing I love. There's a a need for our contract labor, There's a a need for our contract labor, There's a a need for our contract labor, right? We are helping when you just right? We are helping when you just right? We are helping when you just can't uh find anybody. But I tell people can't uh find anybody. But I tell people can't uh find anybody. But I tell people that is like going to the ER. We It that is like going to the ER. We It that is like going to the ER. We It should be kind of your last case should be kind of your last case should be kind of your last case scenario by the time you're going I need scenario by the time you're going I need scenario by the time you're going I need to bring somebody in for 3 months. We to bring somebody in for 3 months. We to bring somebody in for 3 months. We have to pay him enough for a place to have to pay him enough for a place to have to pay him enough for a place to live and that it's expensive. live and that it's expensive. live and that it's expensive. You don't need to go to the ER every You don't need to go to the ER every You don't need to go to the ER every time you don't feel good either. you time you don't feel good either. you time you don't feel good either. you should be taking care of yourself, should be taking care of yourself, should be taking care of yourself, preventing yourself, doing everything preventing yourself, doing everything preventing yourself, doing everything you can to minimize, but only know you can to minimize, but only know you can to minimize, but only know you're go using that when you have to. you're go using that when you have to. you're go using that when you have to. And so that's where this kind of came And so that's where this kind of came And so that's where this kind of came from. This is a preventative service. If from. This is a preventative service. If from. This is a preventative service. If done right and used correctly, you're done right and used correctly, you're done right and used correctly, you're really going to minimize how much of the really going to minimize how much of the really going to minimize how much of the other side of our business you're going other side of our business you're going other side of our business you're going to need. to need. to need. » Yeah, that's awesome. Cool, dude. Well, » Yeah, that's awesome. Cool, dude. Well, » Yeah, that's awesome. Cool, dude. Well, way to adapt. That's a that's a good um way to adapt. That's a that's a good um way to adapt. That's a that's a good um uh evolution of what you do, right? Like uh evolution of what you do, right? Like uh evolution of what you do, right? Like figuring out how to better serve. And I figuring out how to better serve. And I figuring out how to better serve. And I feel like there's probably some trust feel like there's probably some trust feel like there's probably some trust earned in that, right? Like this is earned in that, right? Like this is earned in that, right? Like this is traditionally what we've done, but we traditionally what we've done, but we traditionally what we've done, but we don't think this is always the answer. don't think this is always the answer. don't think this is always the answer. And honestly, it should only be the And honestly, it should only be the And honestly, it should only be the answer in this situation. So, we've answer in this situation. So, we've answer in this situation. So, we've built this product now uh to prevent built this product now uh to prevent built this product now uh to prevent this situation from happening. But if it this situation from happening. But if it this situation from happening. But if it does, we're here, right? You're kind of does, we're here, right? You're kind of does, we're here, right? You're kind of on both sides of it. I love that. Cool. on both sides of it. I love that. Cool. on both sides of it. I love that. Cool. Okay. Well, let's go into uh you can see Okay. Well, let's go into uh you can see Okay. Well, let's go into uh you can see how it's really hard for me to keep how it's really hard for me to keep how it's really hard for me to keep these to an hour because we're already these to an hour because we're already these to an hour because we're already like 45 minutes in and we still haven't like 45 minutes in and we still haven't like 45 minutes in and we still haven't even talked about your keynote and even talked about your keynote and even talked about your keynote and podcast. So, let's jump into that. Um podcast. So, let's jump into that. Um podcast. So, let's jump into that. Um why the heck are would anyone hire why the heck are would anyone hire why the heck are would anyone hire you to be a keynote speaker? What you to be a keynote speaker? What you to be a keynote speaker? What qualifies Chris to come to a public qualifies Chris to come to a public qualifies Chris to come to a public event? event? event? » I will tell you I get hired for a wide » I will tell you I get hired for a wide » I will tell you I get hired for a wide variety of reasons and it depends on the variety of reasons and it depends on the variety of reasons and it depends on the audience. You know, sometimes I get audience. You know, sometimes I get audience. You know, sometimes I get brought into how do you scale a brought into how do you scale a brought into how do you scale a business? How do you build a great business? How do you build a great business? How do you build a great culture leadership training? And I culture leadership training? And I culture leadership training? And I absolutely love that. It is something absolutely love that. It is something absolutely love that. It is something that lights me up anytime I can help um that lights me up anytime I can help um that lights me up anytime I can help um share some takeaways where people share some takeaways where people share some takeaways where people go, "Wow, that really either made me a go, "Wow, that really either made me a go, "Wow, that really either made me a better sales team or he help bring our better sales team or he help bring our better sales team or he help bring our leadership team to another level, open leadership team to another level, open leadership team to another level, open our eyes to some different ways of doing our eyes to some different ways of doing our eyes to some different ways of doing things." And then there's um the health things." And then there's um the health things." And then there's um the health care side. So because we're in health care side. So because we're in health care side. So because we're in health care um I've done a lot of healthcare care um I've done a lot of healthcare care um I've done a lot of healthcare conferences and what started out was hey conferences and what started out was hey conferences and what started out was hey how do we help your maybe hospital find how do we help your maybe hospital find how do we help your maybe hospital find more talent and using you know the more talent and using you know the more talent and using you know the knowledge like how do we make you a knowledge like how do we make you a knowledge like how do we make you a brand that attracts talent and what then brand that attracts talent and what then brand that attracts talent and what then it was how do we get around hiring it was how do we get around hiring it was how do we get around hiring objections? were like we're happy where objections? were like we're happy where objections? were like we're happy where we're working or you're not we don't we're working or you're not we don't we're working or you're not we don't think that pay is good enough and think that pay is good enough and think that pay is good enough and helping that side but I was asked you helping that side but I was asked you helping that side but I was asked you know by it started with a hospital know by it started with a hospital know by it started with a hospital that said hey we're doing employee that said hey we're doing employee that said hey we're doing employee recognition dinner we'd love to have you recognition dinner we'd love to have you recognition dinner we'd love to have you talk this is kind of what we're thinking talk this is kind of what we're thinking talk this is kind of what we're thinking on the talk we'd like to get into how to on the talk we'd like to get into how to on the talk we'd like to get into how to create a great experience now you say create a great experience now you say create a great experience now you say well I love that is what our well I love that is what our well I love that is what our business model is built around is one of business model is built around is one of business model is built around is one of was one of our strongest thematic goals was one of our strongest thematic goals was one of our strongest thematic goals that we really leaned into is every part that we really leaned into is every part that we really leaned into is every part of the business has to embrace the of the business has to embrace the of the business has to embrace the experience. It's marketing, it's HR, experience. It's marketing, it's HR, experience. It's marketing, it's HR, it's operations, it's sales. I want my it's operations, it's sales. I want my it's operations, it's sales. I want my HR team going, how do we give even HR team going, how do we give even HR team going, how do we give even better benefits? And it doesn't mean you better benefits? And it doesn't mean you better benefits? And it doesn't mean you have to go spend the money like can I have to go spend the money like can I have to go spend the money like can I get some discounts with hotels for get some discounts with hotels for get some discounts with hotels for employees? Can I get some free perks? employees? Can I get some free perks? employees? Can I get some free perks? What are we doing to just every day we What are we doing to just every day we What are we doing to just every day we go back and we're like, we just made it go back and we're like, we just made it go back and we're like, we just made it that much better. that much better. that much better. And then when it comes to health care, I And then when it comes to health care, I And then when it comes to health care, I couldn't be more passionate to talk couldn't be more passionate to talk couldn't be more passionate to talk about it because about it because about it because » the stakes are so different there. » the stakes are so different there. » the stakes are so different there. You're taking care of people's loved You're taking care of people's loved You're taking care of people's loved ones. My wife, you know, works in ones. My wife, you know, works in ones. My wife, you know, works in healthcare and so I get to see this healthcare and so I get to see this healthcare and so I get to see this secondhand um view of what it means to secondhand um view of what it means to secondhand um view of what it means to work in that industry. And what I tell work in that industry. And what I tell work in that industry. And what I tell people, what my talk is on is the human people, what my talk is on is the human people, what my talk is on is the human side of healthcare. And I'm like, I side of healthcare. And I'm like, I side of healthcare. And I'm like, I don't work in healthcare. I'm not a don't work in healthcare. I'm not a don't work in healthcare. I'm not a clinician whatsoever. I'll never pretend clinician whatsoever. I'll never pretend clinician whatsoever. I'll never pretend to be. Um, but what I do know is rarely to be. Um, but what I do know is rarely to be. Um, but what I do know is rarely is the review you see on a hospital or is the review you see on a hospital or is the review you see on a hospital or any facility um about how great the MRI any facility um about how great the MRI any facility um about how great the MRI machine is, right? It's not the machine is, right? It's not the machine is, right? It's not the machines and sometimes it's the machines and sometimes it's the machines and sometimes it's the clinical care, but very rarely. It is clinical care, but very rarely. It is clinical care, but very rarely. It is usually the human aspect. It's when usually the human aspect. It's when usually the human aspect. It's when you're going down the halls, are you are you're going down the halls, are you are you're going down the halls, are you are people walking by you? Are they smiling? people walking by you? Are they smiling? people walking by you? Are they smiling? Are they waving? Are they taking the Are they waving? Are they taking the Are they waving? Are they taking the time to know you as a person, not just time to know you as a person, not just time to know you as a person, not just your symptoms? And do they feel like your symptoms? And do they feel like your symptoms? And do they feel like they care about you and your loved ones they care about you and your loved ones they care about you and your loved ones and the family that might be coming in and the family that might be coming in and the family that might be coming in to be there with you that they to be there with you that they to be there with you that they really grasp the whole idea of this. And really grasp the whole idea of this. And really grasp the whole idea of this. And so, um, yeah, I I do this talk, the so, um, yeah, I I do this talk, the so, um, yeah, I I do this talk, the power small moments, how to turn good power small moments, how to turn good power small moments, how to turn good care into great experiences. And I say care into great experiences. And I say care into great experiences. And I say good care is clinical, great experiences good care is clinical, great experiences good care is clinical, great experiences is the human side. M is the human side. M is the human side. M » and when we really lean into that human » and when we really lean into that human » and when we really lean into that human side, that's when the great side, that's when the great side, that's when the great experiences come from. experiences come from. experiences come from. » Yeah. » Yeah. » Yeah. So there's it sounds like there's kind So there's it sounds like there's kind So there's it sounds like there's kind of a blend of coaching in there too. Do of a blend of coaching in there too. Do of a blend of coaching in there too. Do you do some coaching as well or just the you do some coaching as well or just the you do some coaching as well or just the keynote speaking side? keynote speaking side? keynote speaking side? » I would say mostly speaking, but I've » I would say mostly speaking, but I've » I would say mostly speaking, but I've had people come in because of my limited had people come in because of my limited had people come in because of my limited capacity with work. It's, you know, if capacity with work. It's, you know, if capacity with work. It's, you know, if it's a small amount of coaching like, it's a small amount of coaching like, it's a small amount of coaching like, hey, I can do it an hour over my lunch hey, I can do it an hour over my lunch hey, I can do it an hour over my lunch break. You you want some on the weekends break. You you want some on the weekends break. You you want some on the weekends or evenings? things that still work out. or evenings? things that still work out. or evenings? things that still work out. You know, these companies are my top You know, these companies are my top You know, these companies are my top priority. There's a lot of employees um priority. There's a lot of employees um priority. There's a lot of employees um that I care very deeply about and they that I care very deeply about and they that I care very deeply about and they get my first and foremost priority. get my first and foremost priority. get my first and foremost priority. Anytime though I can give back um to Anytime though I can give back um to Anytime though I can give back um to other companies, the community, I'm all other companies, the community, I'm all other companies, the community, I'm all for as long as there's some flexibility for as long as there's some flexibility for as long as there's some flexibility with like how do we make it work for with like how do we make it work for with like how do we make it work for everybody. everybody. everybody. » Yeah. Yeah. And I mean the speaking » Yeah. Yeah. And I mean the speaking » Yeah. Yeah. And I mean the speaking thing that's that's good for everyone, thing that's that's good for everyone, thing that's that's good for everyone, right? uh you having exposure is right? uh you having exposure is right? uh you having exposure is good for your company as well, right? good for your company as well, right? good for your company as well, right? Beyond it being another essentially kind Beyond it being another essentially kind Beyond it being another essentially kind of like an entity which I'm curious of like an entity which I'm curious of like an entity which I'm curious about. So talk about the Maxwell. I saw about. So talk about the Maxwell. I saw about. So talk about the Maxwell. I saw your Maxwell certified. Am I saying that your Maxwell certified. Am I saying that your Maxwell certified. Am I saying that right? right? right? » Yes. » Yes. » Yes. » Uh Max Yeah. What is that? » Uh Max Yeah. What is that? » Uh Max Yeah. What is that? » I mean I know who that is. » I mean I know who that is. » I mean I know who that is. John Maxwell, John Maxwell, John Maxwell, » you know, one of the largest leadership » you know, one of the largest leadership » you know, one of the largest leadership um authors and coaches in the world. It um authors and coaches in the world. It um authors and coaches in the world. It is amazing how many books he has sold is amazing how many books he has sold is amazing how many books he has sold globally, how many events he's done globally, how many events he's done globally, how many events he's done globally. They actually use some of his globally. They actually use some of his globally. They actually use some of his training as curriculum in other training as curriculum in other training as curriculum in other countries. countries. countries. » Oh, really? » Oh, really? » Oh, really? » Which is » Which is » Which is » Yes. He has met with departments of » Yes. He has met with departments of » Yes. He has met with departments of educations in some countries and they educations in some countries and they educations in some countries and they are they built some of the Maxwell are they built some of the Maxwell are they built some of the Maxwell training into the curriculum which is training into the curriculum which is training into the curriculum which is absolutely phenomenal. absolutely phenomenal. absolutely phenomenal. » He has a training certification program » He has a training certification program » He has a training certification program where you can go in and you can get where you can go in and you can get where you can go in and you can get trained to work use the material um and trained to work use the material um and trained to work use the material um and be there's different tracks of be there's different tracks of be there's different tracks of certifications so you can become a coach certifications so you can become a coach certifications so you can become a coach uh or speaker. I I went through it and uh or speaker. I I went through it and uh or speaker. I I went through it and got certified in both and uh it was got certified in both and uh it was got certified in both and uh it was absolutely amazing getting to learn from absolutely amazing getting to learn from absolutely amazing getting to learn from I would say one of the best and his I would say one of the best and his I would say one of the best and his team. His team is extremely impressive. team. His team is extremely impressive. team. His team is extremely impressive. » That's awesome. » That's awesome. » That's awesome. » And so yeah, I went through some » And so yeah, I went through some » And so yeah, I went through some certifications, signed up, did some certifications, signed up, did some certifications, signed up, did some mentorship and worked with some of that mentorship and worked with some of that mentorship and worked with some of that team as well uh pretty closely. team as well uh pretty closely. team as well uh pretty closely. So, for someone that wants to be a So, for someone that wants to be a So, for someone that wants to be a keynote speaker, uh, and they're just keynote speaker, uh, and they're just keynote speaker, uh, and they're just like, I want to go, I like talking or I like, I want to go, I like talking or I like, I want to go, I like talking or I feel like I have a lot to say. Um, I I feel like I have a lot to say. Um, I I feel like I have a lot to say. Um, I I feel like most of the time that just feel like most of the time that just feel like most of the time that just kind of organically happens, like people kind of organically happens, like people kind of organically happens, like people accomplish something and then they're accomplish something and then they're accomplish something and then they're like, now I want to give back. Kind of like, now I want to give back. Kind of like, now I want to give back. Kind of like you said. Uh, what was that moment like you said. Uh, what was that moment like you said. Uh, what was that moment you were you invited to speak a few you were you invited to speak a few you were you invited to speak a few times and you were just kind of like, times and you were just kind of like, times and you were just kind of like, hey, I think this helps people. What was hey, I think this helps people. What was hey, I think this helps people. What was that moment you were like, I'm going to that moment you were like, I'm going to that moment you were like, I'm going to I'm going to push into this? Great I'm going to push into this? Great I'm going to push into this? Great question. Um, it probably goes back to question. Um, it probably goes back to question. Um, it probably goes back to teaching. I've always had a a love for teaching. I've always had a a love for teaching. I've always had a a love for teaching and I told people, um, you teaching and I told people, um, you teaching and I told people, um, you know, my younger self said, I feel like know, my younger self said, I feel like know, my younger self said, I feel like when I retire when I retire when I retire to keep working, I would love to go into to keep working, I would love to go into to keep working, I would love to go into teaching. Unfortunately, and I said this teaching. Unfortunately, and I said this teaching. Unfortunately, and I said this sounds bad to say because uh for all sounds bad to say because uh for all sounds bad to say because uh for all those who do it and for the love I have those who do it and for the love I have those who do it and for the love I have the deepest appreciation for teachers the deepest appreciation for teachers the deepest appreciation for teachers and the service they give they, you and the service they give they, you and the service they give they, you know, especially the youth um know, especially the youth um know, especially the youth um because they are really shaping uh our because they are really shaping uh our because they are really shaping uh our entire country. And it was one that was entire country. And it was one that was entire country. And it was one that was like, hey, I'm doing it then for the like, hey, I'm doing it then for the like, hey, I'm doing it then for the love. It's not about the money. It's love. It's not about the money. It's love. It's not about the money. It's nothing else. It's just because I I nothing else. It's just because I I nothing else. It's just because I I would love to do that. And I've kind of would love to do that. And I've kind of would love to do that. And I've kind of learned over time, well, that teaching learned over time, well, that teaching learned over time, well, that teaching doesn't even necessarily just have to be doesn't even necessarily just have to be doesn't even necessarily just have to be youth or students. That teaching can be youth or students. That teaching can be youth or students. That teaching can be corporate. It can be businesses. corporate. It can be businesses. corporate. It can be businesses. And so I I kind of fell in love with And so I I kind of fell in love with And so I I kind of fell in love with this idea of I just love working with this idea of I just love working with this idea of I just love working with people. I love when you can see if the people. I love when you can see if the people. I love when you can see if the light goes out or you make an impact light goes out or you make an impact light goes out or you make an impact past yourself. And so many years ago, I past yourself. And so many years ago, I past yourself. And so many years ago, I I decided I really believe in companies I decided I really believe in companies I decided I really believe in companies having strong mission statements and having strong mission statements and having strong mission statements and value systems. And I had built my own value systems. And I had built my own value systems. And I had built my own mission statement uh that I want to help mission statement uh that I want to help mission statement uh that I want to help people become the best version of people become the best version of people become the best version of themselves. And so any opportunity I can themselves. And so any opportunity I can themselves. And so any opportunity I can give to the community or or work with give to the community or or work with give to the community or or work with some places and spend time to try to some places and spend time to try to some places and spend time to try to help do that, that is one of my personal help do that, that is one of my personal help do that, that is one of my personal best things I'm gonna do in my life. best things I'm gonna do in my life. best things I'm gonna do in my life. Yeah, that's awesome. What was your Yeah, that's awesome. What was your Yeah, that's awesome. What was your first ever speaking gig? Um, have you first ever speaking gig? Um, have you first ever speaking gig? Um, have you done paid speaking gigs? done paid speaking gigs? done paid speaking gigs? » Yeah. » Yeah. » Yeah. » Yeah. What was your first one? Um, how'd » Yeah. What was your first one? Um, how'd » Yeah. What was your first one? Um, how'd it go? it go? it go? » A variety of paid and unpaid. I'm trying » A variety of paid and unpaid. I'm trying » A variety of paid and unpaid. I'm trying to think of the very first one. I want to think of the very first one. I want to think of the very first one. I want to say some of the first ones were to say some of the first ones were to say some of the first ones were probably conference associations. They probably conference associations. They probably conference associations. They weren't paid. It was, you know, I sent weren't paid. It was, you know, I sent weren't paid. It was, you know, I sent in a proposal, which is very typical. A in a proposal, which is very typical. A in a proposal, which is very typical. A lot of times you're sending in lot of times you're sending in lot of times you're sending in applications. They want to know what applications. They want to know what applications. They want to know what your presentation is, takeaways, do your presentation is, takeaways, do your presentation is, takeaways, do you have references? In the beginning, have references? In the beginning, have references? In the beginning, you're like, "No, I don't have any you're like, "No, I don't have any you're like, "No, I don't have any references." Right? I So, I need to give references." Right? I So, I need to give references." Right? I So, I need to give somebody a chance or someone to know me. somebody a chance or someone to know me. somebody a chance or someone to know me. And so, you know, you get businesses And so, you know, you get businesses And so, you know, you get businesses that put you on a panel, which is a that put you on a panel, which is a that put you on a panel, which is a little bit different. Um, but then you little bit different. Um, but then you little bit different. Um, but then you can kind of use that from like, hey, I can kind of use that from like, hey, I can kind of use that from like, hey, I talked on this panel. This is what talked on this panel. This is what talked on this panel. This is what people said. Would you let me do this people said. Would you let me do this people said. Would you let me do this presentation? And I tell people starting presentation? And I tell people starting presentation? And I tell people starting out, you know, just do as much free out, you know, just do as much free out, you know, just do as much free speaking as you can to get the reps, to speaking as you can to get the reps, to speaking as you can to get the reps, to get the practice. I've never looked at get the practice. I've never looked at get the practice. I've never looked at it like, hey, I'm in this for the money it like, hey, I'm in this for the money it like, hey, I'm in this for the money side of it. Um, you learn so much. And side of it. Um, you learn so much. And side of it. Um, you learn so much. And if you're doing it because you care if you're doing it because you care if you're doing it because you care about it, it's a win-win. You know, I about it, it's a win-win. You know, I about it, it's a win-win. You know, I want to walk away. And it's less about want to walk away. And it's less about want to walk away. And it's less about like, hey, I'm doing this because it's like, hey, I'm doing this because it's like, hey, I'm doing this because it's good for myself from like a I don't good for myself from like a I don't good for myself from like a I don't know, like a resume. It's more, man, I know, like a resume. It's more, man, I know, like a resume. It's more, man, I want to go in and I really hope when the want to go in and I really hope when the want to go in and I really hope when the people walk away, they're like, thank people walk away, they're like, thank people walk away, they're like, thank you. I love that session. I took a lot you. I love that session. I took a lot you. I love that session. I took a lot from it. Like, that was a great use of from it. Like, that was a great use of from it. Like, that was a great use of my time. my time. my time. » And so, to me, I really the f focus is » And so, to me, I really the f focus is » And so, to me, I really the f focus is somebody's going to give me, let's say, somebody's going to give me, let's say, somebody's going to give me, let's say, an hour of their time. I really want an hour of their time. I really want an hour of their time. I really want them to walk away with that hour of them to walk away with that hour of them to walk away with that hour of being very grateful that they spent it, being very grateful that they spent it, being very grateful that they spent it, » you know, with me. » you know, with me. » you know, with me. » Yeah, it's good. I I feel like anything » Yeah, it's good. I I feel like anything » Yeah, it's good. I I feel like anything you promote um like for example like our you promote um like for example like our you promote um like for example like our podcast you know we started it 6 months podcast you know we started it 6 months podcast you know we started it 6 months ago I think. Yeah I think we're right at ago I think. Yeah I think we're right at ago I think. Yeah I think we're right at the six month mark and uh it kind of it the six month mark and uh it kind of it the six month mark and uh it kind of it it's hard to explain. I used to do a lot it's hard to explain. I used to do a lot it's hard to explain. I used to do a lot of content and then I kind of just of content and then I kind of just of content and then I kind of just became a recluse after co and then became a recluse after co and then became a recluse after co and then started doing this again. And uh it's a started doing this again. And uh it's a started doing this again. And uh it's a weird mixed bag, right? Because you kind weird mixed bag, right? Because you kind weird mixed bag, right? Because you kind of you've got to put stuff out there all of you've got to put stuff out there all of you've got to put stuff out there all the time for people to benefit from it, the time for people to benefit from it, the time for people to benefit from it, right? You've got to put out a lot of right? You've got to put out a lot of right? You've got to put out a lot of content for them to find the podcast. content for them to find the podcast. content for them to find the podcast. Uh, right? They don't just find the Uh, right? They don't just find the Uh, right? They don't just find the podcast. You've got to do other things, podcast. You've got to do other things, podcast. You've got to do other things, network, um, put out shorts, clips, all network, um, put out shorts, clips, all network, um, put out shorts, clips, all that. Um, and there's a weird, uh, that. Um, and there's a weird, uh, that. Um, and there's a weird, uh, like vulnerable and fraudlike feeling like vulnerable and fraudlike feeling like vulnerable and fraudlike feeling when you start just promoting, when you start just promoting, when you start just promoting, promoting, promoting, right? Um, so I'm promoting, promoting, right? Um, so I'm promoting, promoting, right? Um, so I'm curious that process for you and just curious that process for you and just curious that process for you and just yeah, just being a little transparent on yeah, just being a little transparent on yeah, just being a little transparent on my side of like whenever someone brings my side of like whenever someone brings my side of like whenever someone brings it up or it's like you're pushing it out it up or it's like you're pushing it out it up or it's like you're pushing it out everywhere, you're also kind of feel everywhere, you're also kind of feel everywhere, you're also kind of feel unqualified or I feel unqualified to uh unqualified or I feel unqualified to uh unqualified or I feel unqualified to uh put out a lot of content and think that put out a lot of content and think that put out a lot of content and think that I'm an expert on something regardless of I'm an expert on something regardless of I'm an expert on something regardless of how much I know or experience. I think how much I know or experience. I think how much I know or experience. I think everybody has that. And then it's kind everybody has that. And then it's kind everybody has that. And then it's kind of vulnerable, right? You are you are of vulnerable, right? You are you are of vulnerable, right? You are you are putting yourself out there to be judged putting yourself out there to be judged putting yourself out there to be judged every time. the amount of words I've every time. the amount of words I've every time. the amount of words I've mispronounced, the amount of things I've mispronounced, the amount of things I've mispronounced, the amount of things I've said wrong because we don't edit these said wrong because we don't edit these said wrong because we don't edit these podcasts, right? They're I mean, they're podcasts, right? They're I mean, they're podcasts, right? They're I mean, they're produced live and then they go out to produced live and then they go out to produced live and then they go out to the world and I've listened to a few and the world and I've listened to a few and the world and I've listened to a few and I'm like, "Oh my god." Like I talked I'm like, "Oh my god." Like I talked I'm like, "Oh my god." Like I talked about someone I didn't even know was about someone I didn't even know was about someone I didn't even know was dead, like a famous person for a while. dead, like a famous person for a while. dead, like a famous person for a while. Like, you know, there's been so many Like, you know, there's been so many Like, you know, there's been so many things. But yeah, talk about that things. But yeah, talk about that things. But yeah, talk about that because it's the same thing even more because it's the same thing even more because it's the same thing even more different to me that you'd be like, different to me that you'd be like, different to me that you'd be like, "Hey, pay me to come speak to hundreds "Hey, pay me to come speak to hundreds "Hey, pay me to come speak to hundreds of people, right? The what's that of people, right? The what's that of people, right? The what's that internal dialogue like for you?" internal dialogue like for you?" internal dialogue like for you?" Yeah, it's um you know I think sometimes Yeah, it's um you know I think sometimes Yeah, it's um you know I think sometimes it's gotten to the point where if I'm it's gotten to the point where if I'm it's gotten to the point where if I'm putting you know the fees when I putting you know the fees when I putting you know the fees when I put them on there it's more of a time thing them on there it's more of a time thing them on there it's more of a time thing where you start to go like hey um this where you start to go like hey um this where you start to go like hey um this is taking time away from myself my is taking time away from myself my is taking time away from myself my family and that is you know one of our family and that is you know one of our family and that is you know one of our most valable assets and so there's a most valable assets and so there's a most valable assets and so there's a little bit like hey if I'm going to go little bit like hey if I'm going to go little bit like hey if I'm going to go do this on on my time at night I'm going do this on on my time at night I'm going do this on on my time at night I'm going to go on the weekend there is and I I to go on the weekend there is and I I to go on the weekend there is and I I think people recognize the amount of think people recognize the amount of think people recognize the amount of work that goes into it. There's not, work that goes into it. There's not, work that goes into it. There's not, hey, I'm just going to go up there and hey, I'm just going to go up there and hey, I'm just going to go up there and wing this presentation. The amount of wing this presentation. The amount of wing this presentation. The amount of prep that happens beforehand is a lot. prep that happens beforehand is a lot. prep that happens beforehand is a lot. If I broke it down hourly, it If I broke it down hourly, it If I broke it down hourly, it » Oh, yeah. It's not good probably. » Oh, yeah. It's not good probably. » Oh, yeah. It's not good probably. » I'm not really uh coming out like this » I'm not really uh coming out like this » I'm not really uh coming out like this is a good investment. We'll put it that is a good investment. We'll put it that is a good investment. We'll put it that way. way. way. » Yeah. and countless times before in » Yeah. and countless times before in » Yeah. and countless times before in every single one. Even if it's a talk every single one. Even if it's a talk every single one. Even if it's a talk I've done over and over again, um I you I've done over and over again, um I you I've done over and over again, um I you get to know the people and like what get to know the people and like what get to know the people and like what matters to you guys right now. You know, matters to you guys right now. You know, matters to you guys right now. You know, I can put some spins on. Tell me more I can put some spins on. Tell me more I can put some spins on. Tell me more about your company. I love using about your company. I love using about your company. I love using stories. So, you know, the healthcare stories. So, you know, the healthcare stories. So, you know, the healthcare one I did one for a state conference. I one I did one for a state conference. I one I did one for a state conference. I was going to walk in, you know, other was going to walk in, you know, other was going to walk in, you know, other than maybe working with some of them as than maybe working with some of them as than maybe working with some of them as clients, not really knowing who is going clients, not really knowing who is going clients, not really knowing who is going to be in the seats, just that hundreds to be in the seats, just that hundreds to be in the seats, just that hundreds of people were going to be there. They of people were going to be there. They of people were going to be there. They reached out to the conference reached out to the conference reached out to the conference planner ahead time said, "Can you give planner ahead time said, "Can you give planner ahead time said, "Can you give me a handful or two of some of the me a handful or two of some of the me a handful or two of some of the people you know closely?" And I just people you know closely?" And I just people you know closely?" And I just want to see if they would share some of want to see if they would share some of want to see if they would share some of their personal stories and I want to their personal stories and I want to their personal stories and I want to weave those in. weave those in. weave those in. » So, as we're te talking about this, you » So, as we're te talking about this, you » So, as we're te talking about this, you guys do this every single day. And man, guys do this every single day. And man, guys do this every single day. And man, I tell you what, there are some stories I tell you what, there are some stories I tell you what, there are some stories I get, which remind me why I love giving I get, which remind me why I love giving I get, which remind me why I love giving this talk this talk this talk » that I have a hard time saying and » that I have a hard time saying and » that I have a hard time saying and getting through it because they're so getting through it because they're so getting through it because they're so powerful. It's so amazing what some of powerful. It's so amazing what some of powerful. It's so amazing what some of the care and the above and beyond the care and the above and beyond the care and the above and beyond situations that people do every day. And situations that people do every day. And situations that people do every day. And so, um, yeah, it's it's a blessing. I so, um, yeah, it's it's a blessing. I so, um, yeah, it's it's a blessing. I don't look at from there. I really look don't look at from there. I really look don't look at from there. I really look at it as a way how do I serve um from at it as a way how do I serve um from at it as a way how do I serve um from there but there is an aspect to putting there but there is an aspect to putting there but there is an aspect to putting yourself out there. I'm pretty sure my yourself out there. I'm pretty sure my yourself out there. I'm pretty sure my friends and a lot of family and or friends and a lot of family and or friends and a lot of family and or people that know me are going man I'm people that know me are going man I'm people that know me are going man I'm really annoyed by seeing this guy's really annoyed by seeing this guy's really annoyed by seeing this guy's content. 100% know that content. 100% know that content. 100% know that » that's the I think that's the hardest » that's the I think that's the hardest » that's the I think that's the hardest barrier honestly. It's people that are barrier honestly. It's people that are barrier honestly. It's people that are close to you, right? And once you get close to you, right? And once you get close to you, right? And once you get past that, then it's uh but your past that, then it's uh but your past that, then it's uh but your purpose behind it's the whole that's the purpose behind it's the whole that's the purpose behind it's the whole that's the secret sauce, right? At the end of the secret sauce, right? At the end of the secret sauce, right? At the end of the day, your outcome is for someone to day, your outcome is for someone to day, your outcome is for someone to benefit. And if that's at your core benefit. And if that's at your core benefit. And if that's at your core every time and if you have to be a every time and if you have to be a every time and if you have to be a promoter to be able to do that more and promoter to be able to do that more and promoter to be able to do that more and that's fulfilling, then you have to be a that's fulfilling, then you have to be a that's fulfilling, then you have to be a promoter, right? And I I just think it's promoter, right? And I I just think it's promoter, right? And I I just think it's like the hardest business. I have the like the hardest business. I have the like the hardest business. I have the guy coming on uh our next podcast coming guy coming on uh our next podcast coming guy coming on uh our next podcast coming on, he's like a promoter for a living. on, he's like a promoter for a living. on, he's like a promoter for a living. He MC's college sports and different He MC's college sports and different He MC's college sports and different things and puts himself out there all things and puts himself out there all things and puts himself out there all the time. And I'm just like, man, that's the time. And I'm just like, man, that's the time. And I'm just like, man, that's like his persona. Like he his whole uh like his persona. Like he his whole uh like his persona. Like he his whole uh brand is himself being out there talking brand is himself being out there talking brand is himself being out there talking all the time, right? And uh that's all the time, right? And uh that's all the time, right? And uh that's that's just it's a lot of vulnerability, that's just it's a lot of vulnerability, that's just it's a lot of vulnerability, especially those you're close to until especially those you're close to until especially those you're close to until they know how hard you're working and they know how hard you're working and they know how hard you're working and they respect it. And I and I will say they respect it. And I and I will say they respect it. And I and I will say that anybody that's doing that, I have that anybody that's doing that, I have that anybody that's doing that, I have so much respect for cuz it's it's a lot so much respect for cuz it's it's a lot so much respect for cuz it's it's a lot of effort. People don't know how much of effort. People don't know how much of effort. People don't know how much effort that is, right? Um the behind the effort that is, right? Um the behind the effort that is, right? Um the behind the scenes you're doing, right? You were scenes you're doing, right? You were scenes you're doing, right? You were talking to me about putting this podcast talking to me about putting this podcast talking to me about putting this podcast on your website, that's work, right? on your website, that's work, right? on your website, that's work, right? That's time just in itself. And that and That's time just in itself. And that and That's time just in itself. And that and that's a great benefit to us as well. Um that's a great benefit to us as well. Um that's a great benefit to us as well. Um so talk about the podcast. Uh I'm so talk about the podcast. Uh I'm so talk about the podcast. Uh I'm curious about that. That when did that curious about that. That when did that curious about that. That when did that start » amplify leadership to say the name? » amplify leadership to say the name? » amplify leadership to say the name? » Amplify speakers. » Amplify speakers. » Amplify speakers. » Amplify speakers. » Amplify speakers. » Amplify speakers. » And the Amplify Speakers podcast started » And the Amplify Speakers podcast started » And the Amplify Speakers podcast started around the beginning of the year. around the beginning of the year. around the beginning of the year. » Okay. I wanted more video content like » Okay. I wanted more video content like » Okay. I wanted more video content like shorts and clips that I could post on shorts and clips that I could post on shorts and clips that I could post on other social platforms like Instagram of other social platforms like Instagram of other social platforms like Instagram of these amazing speakers. these amazing speakers. these amazing speakers. » U we have a speaker bureau like I said » U we have a speaker bureau like I said » U we have a speaker bureau like I said so people work with us and I wanted that so people work with us and I wanted that so people work with us and I wanted that vertical content. A lot of them have vertical content. A lot of them have vertical content. A lot of them have amazing speaker reels that they have amazing speaker reels that they have amazing speaker reels that they have spent a lot of time um going into that spent a lot of time um going into that spent a lot of time um going into that but they're they're you know landscaped but they're they're you know landscaped but they're they're you know landscaped and I'm like I can't chop this in good and I'm like I can't chop this in good and I'm like I can't chop this in good faith and try to clip this highly faith and try to clip this highly faith and try to clip this highly well done video that was created with a well done video that was created with a well done video that was created with a lot of love and then this the light bulb lot of love and then this the light bulb lot of love and then this the light bulb went off like what if I get some of the went off like what if I get some of the went off like what if I get some of the video by them saying the gold what you video by them saying the gold what you video by them saying the gold what you know what they do and who they are and know what they do and who they are and know what they do and who they are and just getting to know the person behind just getting to know the person behind just getting to know the person behind this speaker to to kind of this speaker to to kind of this speaker to to kind of » and so that's how it it was created and » and so that's how it it was created and » and so that's how it it was created and it is um like you said so I get it uh it is um like you said so I get it uh it is um like you said so I get it uh putting that out there people are putting that out there people are putting that out there people are probably like why do I get to see this I probably like why do I get to see this I probably like why do I get to see this I feel like every time I turn on my feel like every time I turn on my feel like every time I turn on my computer and there it is and I've computer and there it is and I've computer and there it is and I've luckily because of here I am luckily because of here I am luckily because of here I am interviewing other people like that and interviewing other people like that and interviewing other people like that and some of these people have went from zero some of these people have went from zero some of these people have went from zero to quarter million some people million to quarter million some people million to quarter million some people million followers It's interesting to hear their It's interesting to hear their It's interesting to hear their perspective on it because they will say perspective on it because they will say perspective on it because they will say the same thing. the same thing. the same thing. » Yeah. » Yeah. » Yeah. » And there's going to be like it's okay » And there's going to be like it's okay » And there's going to be like it's okay that if you're annoyed or it's like what that if you're annoyed or it's like what that if you're annoyed or it's like what I'm putting out there is not for you I'm putting out there is not for you I'm putting out there is not for you » and that is okay » and that is okay » and that is okay » that but there's other people that maybe » that but there's other people that maybe » that but there's other people that maybe I've never met and they do love the I've never met and they do love the I've never met and they do love the content and they like it. And so it's content and they like it. And so it's content and they like it. And so it's kind of like just keep putting the kind of like just keep putting the kind of like just keep putting the message out, stay consistent, keep doing message out, stay consistent, keep doing message out, stay consistent, keep doing it. And there's going to be people that it. And there's going to be people that it. And there's going to be people that go, "Oh, I really love this." Like, "It go, "Oh, I really love this." Like, "It go, "Oh, I really love this." Like, "It was great. Listen that." I had a was great. Listen that." I had a was great. Listen that." I had a neighbor, you know, whose kids neighbor, you know, whose kids neighbor, you know, whose kids graduating and they're picking up some, graduating and they're picking up some, graduating and they're picking up some, you know, we have some chairs and tables you know, we have some chairs and tables you know, we have some chairs and tables and we were giving them to them to use and we were giving them to them to use and we were giving them to them to use for the graduation party. So, we're for the graduation party. So, we're for the graduation party. So, we're picking them up last night and she picking them up last night and she picking them up last night and she started talking about it and she's like, started talking about it and she's like, started talking about it and she's like, "Oh, I saw this person you interviewed "Oh, I saw this person you interviewed "Oh, I saw this person you interviewed who's like an unbelievable lawyer and who's like an unbelievable lawyer and who's like an unbelievable lawyer and got into a a bad decision that led to got into a a bad decision that led to got into a a bad decision that led to prison." and you know, rebuilding our prison." and you know, rebuilding our prison." and you know, rebuilding our life. And so it's like, oh, people do life. And so it's like, oh, people do life. And so it's like, oh, people do the neighbors do listen to it, right? the neighbors do listen to it, right? the neighbors do listen to it, right? Like they do hear it. And so it was neat Like they do hear it. And so it was neat Like they do hear it. And so it was neat to see like, oh, that was definitely to see like, oh, that was definitely to see like, oh, that was definitely past like just what was posted on social past like just what was posted on social past like just what was posted on social media. Like media. Like media. Like » they actually went in, you listen to it. » they actually went in, you listen to it. » they actually went in, you listen to it. » And so then it kind of like also goes, » And so then it kind of like also goes, » And so then it kind of like also goes, all right, you know, once again, I I'm all right, you know, once again, I I'm all right, you know, once again, I I'm annoying some people, but then there's annoying some people, but then there's annoying some people, but then there's other people that are like, man, I other people that are like, man, I other people that are like, man, I really love what you're doing. really love what you're doing. really love what you're doing. » Yeah. Yeah. I I think the effort I I » Yeah. Yeah. I I think the effort I I » Yeah. Yeah. I I think the effort I I joke we've gotten more compliments about joke we've gotten more compliments about joke we've gotten more compliments about the effort we put into our podcast than the effort we put into our podcast than the effort we put into our podcast than the quality of our podcasts, right? the quality of our podcasts, right? the quality of our podcasts, right? That's it's like, man, man, good job. That's it's like, man, man, good job. That's it's like, man, man, good job. You guys are really working hard at You guys are really working hard at You guys are really working hard at that, you know? And then you're kind of that, you know? And then you're kind of that, you know? And then you're kind of waiting for the next compliment like, waiting for the next compliment like, waiting for the next compliment like, uh-huh. Yeah. And uh-huh. Yeah. And uh-huh. Yeah. And but I I do think the effort is but I I do think the effort is but I I do think the effort is appreciated even when not spoken, right? appreciated even when not spoken, right? appreciated even when not spoken, right? People genuinely understand how hard it People genuinely understand how hard it People genuinely understand how hard it is to stay consistent and put stuff out is to stay consistent and put stuff out is to stay consistent and put stuff out there. Um, so, so speaking advice, so if there. Um, so, so speaking advice, so if there. Um, so, so speaking advice, so if you were gonna like I'm like, "Hey, you were gonna like I'm like, "Hey, you were gonna like I'm like, "Hey, Chris, I want to be a keynote speaker. Chris, I want to be a keynote speaker. Chris, I want to be a keynote speaker. I'd like to go like what's your g give I'd like to go like what's your g give I'd like to go like what's your g give an example of some advice on how to do a an example of some advice on how to do a an example of some advice on how to do a good job because and let's give you an good job because and let's give you an good job because and let's give you an example. I've I've done I've done example. I've I've done I've done example. I've I've done I've done multiple keynotes like never paid. multiple keynotes like never paid. multiple keynotes like never paid. Um and they were always like conference Um and they were always like conference Um and they were always like conference related or seminar or an annual event related or seminar or an annual event related or seminar or an annual event thing or whatever that were like local thing or whatever that were like local thing or whatever that were like local and then a couple that were in a buy and then a couple that were in a buy and then a couple that were in a buy group I was in uh in an association. And group I was in uh in an association. And group I was in uh in an association. And I I'm not big on prep either. I I really I I'm not big on prep either. I I really I I'm not big on prep either. I I really like just kind of having an outline and like just kind of having an outline and like just kind of having an outline and winging it, right? And uh but yeah, on winging it, right? And uh but yeah, on winging it, right? And uh but yeah, on on that note, if somebody's wanting to on that note, if somebody's wanting to on that note, if somebody's wanting to speak, what's what's the best short speak, what's what's the best short speak, what's what's the best short advice you could give them today if advice you could give them today if advice you could give them today if they're got something to talk about and they're got something to talk about and they're got something to talk about and value they want to add to people? value they want to add to people? value they want to add to people? » Yeah, absolutely. I man, I get this » Yeah, absolutely. I man, I get this » Yeah, absolutely. I man, I get this question a lot nowadays. I get a lot of question a lot nowadays. I get a lot of question a lot nowadays. I get a lot of people that apply that they're not, you people that apply that they're not, you people that apply that they're not, you know, they're not ready or like I want know, they're not ready or like I want know, they're not ready or like I want to do this. Can you help me out? And I'm to do this. Can you help me out? And I'm to do this. Can you help me out? And I'm like to I can give you, you know, like to I can give you, you know, like to I can give you, you know, probably 15 30 minutes um if you do it probably 15 30 minutes um if you do it probably 15 30 minutes um if you do it around my schedule or you know, like around my schedule or you know, like around my schedule or you know, like said, you flex your time. I'm more than said, you flex your time. I'm more than said, you flex your time. I'm more than happy to meet with people because I know happy to meet with people because I know happy to meet with people because I know what it was like starting myself and what it was like starting myself and what it was like starting myself and I've had really great advice from I've had really great advice from I've had really great advice from others. So I I try to give back as much others. So I I try to give back as much others. So I I try to give back as much I can on that side. It's apply I can on that side. It's apply I can on that side. It's apply like uh and if people are focused apply like uh and if people are focused apply like uh and if people are focused on fee I said man do free to fee you on fee I said man do free to fee you on fee I said man do free to fee you know go wow a room get you know do a know go wow a room get you know do a know go wow a room get you know do a lunch and learn get a place invite as lunch and learn get a place invite as lunch and learn get a place invite as many leaders you want or who you want to many leaders you want or who you want to many leaders you want or who you want to talk to that really matches your you talk to that really matches your you talk to that really matches your you know the type of person you want to get know the type of person you want to get know the type of person you want to get in front of and do that. make sure in front of and do that. make sure in front of and do that. make sure that room leaves being like, "That that room leaves being like, "That that room leaves being like, "That was great. You should be doing this." Or was great. You should be doing this." Or was great. You should be doing this." Or they're also going to let you know what they're also going to let you know what they're also going to let you know what to work on. And I think you ask any of to work on. And I think you ask any of to work on. And I think you ask any of the biggest speakers out there, "What the biggest speakers out there, "What the biggest speakers out there, "What did it look like when you first started did it look like when you first started did it look like when you first started your first couple years?" And they would your first couple years?" And they would your first couple years?" And they would be like, "Oh, if you saw that talk be like, "Oh, if you saw that talk be like, "Oh, if you saw that talk versus what I do now, like, oh my gosh." versus what I do now, like, oh my gosh." versus what I do now, like, oh my gosh." » And you don't have to have done » And you don't have to have done » And you don't have to have done anything. anything. anything. » That's the thing. If you really want to » That's the thing. If you really want to » That's the thing. If you really want to do it, you don't have to. I know some do it, you don't have to. I know some do it, you don't have to. I know some people that are doing getting paid good people that are doing getting paid good people that are doing getting paid good money » to do anywhere from 60 to 100 plus a » to do anywhere from 60 to 100 plus a » to do anywhere from 60 to 100 plus a year all over the country, some big year all over the country, some big year all over the country, some big stages. And some of these people are stages. And some of these people are stages. And some of these people are like, I start I was selling t-shirts out like, I start I was selling t-shirts out like, I start I was selling t-shirts out the back of my car and that was like my the back of my car and that was like my the back of my car and that was like my my thing. I was buying apparel selling my thing. I was buying apparel selling my thing. I was buying apparel selling it. I I did this. I out of college and it. I I did this. I out of college and it. I I did this. I out of college and I did this, but I knew this is and I did this, but I knew this is and I did this, but I knew this is something I wanted to do and I just something I wanted to do and I just something I wanted to do and I just jumped in. What they don't, you know, jumped in. What they don't, you know, jumped in. What they don't, you know, maybe get to hear is how many places maybe get to hear is how many places maybe get to hear is how many places they applied, how many freetox they how they applied, how many freetox they how they applied, how many freetox they how much grind they did though before much grind they did though before much grind they did though before it starts to take off. So, you know, it starts to take off. So, you know, it starts to take off. So, you know, apply and get in front of and network apply and get in front of and network apply and get in front of and network and connect with the places you want to and connect with the places you want to and connect with the places you want to be at. And then from there, if you do a be at. And then from there, if you do a be at. And then from there, if you do a really good job, it will grow. really good job, it will grow. really good job, it will grow. » Yeah. » Yeah. » Yeah. » Um but it it takes a lot of grinding. » Um but it it takes a lot of grinding. » Um but it it takes a lot of grinding. » Yeah, that's good. As does everything, » Yeah, that's good. As does everything, » Yeah, that's good. As does everything, right? Consistency. Show up, keep doing right? Consistency. Show up, keep doing right? Consistency. Show up, keep doing it, get a feedback loop. Um I'm curious it, get a feedback loop. Um I'm curious it, get a feedback loop. Um I'm curious on the public speaking how you even get on the public speaking how you even get on the public speaking how you even get a feedback loop. Uh do you ever do you a feedback loop. Uh do you ever do you a feedback loop. Uh do you ever do you provide surveys? Do you ask for them to provide surveys? Do you ask for them to provide surveys? Do you ask for them to survey? survey? survey? » Hence what I'm doing. um there's a » Hence what I'm doing. um there's a » Hence what I'm doing. um there's a leadership workshop where it's not a leadership workshop where it's not a leadership workshop where it's not a keynote and I go in and I host a keynote and I go in and I host a keynote and I go in and I host a workshop. It's very interactive. Um they workshop. It's very interactive. Um they workshop. It's very interactive. Um they need to be able to be sitting at they need to be able to be sitting at they need to be able to be sitting at tables uh for the most part or put their tables uh for the most part or put their tables uh for the most part or put their chairs together because it's all about chairs together because it's all about chairs together because it's all about networking while I'm asking some networking while I'm asking some networking while I'm asking some hard-hitting kind of leadership theory hard-hitting kind of leadership theory hard-hitting kind of leadership theory questions. That one's great because I questions. That one's great because I questions. That one's great because I can hand out paperwork with the workshop can hand out paperwork with the workshop can hand out paperwork with the workshop and say, "Hey, here's some paperwork to and say, "Hey, here's some paperwork to and say, "Hey, here's some paperwork to do. if you have time, I'd love to hear do. if you have time, I'd love to hear do. if you have time, I'd love to hear what you got out of this. So, that's what you got out of this. So, that's what you got out of this. So, that's helped, but a lot of times I don't. What helped, but a lot of times I don't. What helped, but a lot of times I don't. What happens is people will connect with me happens is people will connect with me happens is people will connect with me on LinkedIn or, you know, my socials on LinkedIn or, you know, my socials on LinkedIn or, you know, my socials after and message me and if they take after and message me and if they take after and message me and if they take the time, I guess, to do that, I will the time, I guess, to do that, I will the time, I guess, to do that, I will sometimes ask like, could you do me a sometimes ask like, could you do me a sometimes ask like, could you do me a favor? Would you give me feedback on favor? Would you give me feedback on favor? Would you give me feedback on what you thought? And if you thought it what you thought? And if you thought it what you thought? And if you thought it was great, would you be willing to give was great, would you be willing to give was great, would you be willing to give me a testimonial because they really me a testimonial because they really me a testimonial because they really help as I'm trying to do more of these. help as I'm trying to do more of these. help as I'm trying to do more of these. » Yeah. And so a lot of what I can say I » Yeah. And so a lot of what I can say I » Yeah. And so a lot of what I can say I have is either the event planner has have is either the event planner has have is either the event planner has came back and helped give me some great came back and helped give me some great came back and helped give me some great feedback and then but I also get a lot feedback and then but I also get a lot feedback and then but I also get a lot of the audience that usually ends up of the audience that usually ends up of the audience that usually ends up connecting with me afterwards and a lot connecting with me afterwards and a lot connecting with me afterwards and a lot of times they're great about it. of times they're great about it. of times they're great about it. » That's awesome. Well, you're awesome. Uh » That's awesome. Well, you're awesome. Uh » That's awesome. Well, you're awesome. Uh on that note, I'm going to ask you for a on that note, I'm going to ask you for a on that note, I'm going to ask you for a feedback loop when we're done. By the feedback loop when we're done. By the feedback loop when we're done. By the way, if you have to bounce, but way, if you have to bounce, but way, if you have to bounce, but uh I like to do that on those remote uh I like to do that on those remote uh I like to do that on those remote ones uh post production. Uh, but Chris ones uh post production. Uh, but Chris ones uh post production. Uh, but Chris Sun, thank you so much. It's been a Sun, thank you so much. It's been a Sun, thank you so much. It's been a great conversation. Uh, guys, please go great conversation. Uh, guys, please go great conversation. Uh, guys, please go follow Amplify Speaker podcast. Uh, is follow Amplify Speaker podcast. Uh, is follow Amplify Speaker podcast. Uh, is there a website you'd like them to go there a website you'd like them to go there a website you'd like them to go check out as well? check out as well? check out as well? » Yeah, if you go to amplifies.com, » Yeah, if you go to amplifies.com, » Yeah, if you go to amplifies.com, you'll find everything right there. you'll find everything right there. you'll find everything right there. » Yep. Go check out Chris. And, uh, I did » Yep. Go check out Chris. And, uh, I did » Yep. Go check out Chris. And, uh, I did check out the website. I couldn't check out the website. I couldn't check out the website. I couldn't remember the URL, but there's a lot of remember the URL, but there's a lot of remember the URL, but there's a lot of great information about your background great information about your background great information about your background that helped me form some of these that helped me form some of these that helped me form some of these questions. So, good job on that. And questions. So, good job on that. And questions. So, good job on that. And this is my digital handshake. So this is my digital handshake. So this is my digital handshake. So everyone in person I shake and say everyone in person I shake and say everyone in person I shake and say appreciate you. appreciate you. appreciate you. » I love it. » I love it. » I love it. » Thanks for coming on, man. » Thanks for coming on, man. » Thanks for coming on, man. » Sam, thanks for having me. This was » Sam, thanks for having me. This was » Sam, thanks for having me. This was great. ---