1143: 3 Ways to Find the Voice of Your Market and Voice of Your Client w/ Justin Neece

WEBVTT 1 00:00:00.120 --> 00:00:04.519 Want to expand the reach of your content, start a podcast, feature industry 2 00:00:04.519 --> 00:00:08.910 experts on your show and leverage the influence and reach of your guests to grow 3 00:00:08.990 --> 00:00:18.309 your brand. Learn more at sweet fish Mediacom. You're listening to be tob 4 00:00:18.429 --> 00:00:23.260 growth, a daily podcast for B TOB leaders. We've interviewed names you've probably 5 00:00:23.300 --> 00:00:27.059 heard before, like Gary Vander truck and Simon Senek, but you've probably never 6 00:00:27.179 --> 00:00:31.300 heard from the majority of our guests. That's because the bulk of our interviews 7 00:00:31.379 --> 00:00:35.810 aren't with professional speakers and authors. Most of our guests are in the trenches 8 00:00:35.929 --> 00:00:40.570 leading sales and marketing teams. They're implementing strategy, they're experimenting with tactics, 9 00:00:40.929 --> 00:00:45.250 they're building the fastest growing BTB companies in the world. My name is James 10 00:00:45.289 --> 00:00:48.890 Carberry. I'm the founder of sweet fish media, a podcast agency for BB 11 00:00:49.009 --> 00:00:52.520 brands, and I'm also one of the cohosts of this show. When we're 12 00:00:52.560 --> 00:00:56.399 not interviewing sales and marketing leaders, you'll hear stories from behind the scenes of 13 00:00:56.479 --> 00:01:00.119 our own business. Will share the ups and downs of our journey as we 14 00:01:00.200 --> 00:01:04.510 attempt to take over the world. Just getting well, maybe let's get into 15 00:01:04.510 --> 00:01:14.469 the show. Welcome back to be tob growth. I'm your host for today's 16 00:01:14.510 --> 00:01:19.700 episode, Travis King at Sweet Fish Media. I'm joined today by Justin Nice, 17 00:01:19.219 --> 00:01:23.859 who's the president in chief executive officer at eye to eye population and health. 18 00:01:25.420 --> 00:01:26.939 Justin welcome to the so, my friend, what's going on? How 19 00:01:27.019 --> 00:01:32.099 you doing? Thanks for inviting me. Of course, super excited to chat 20 00:01:32.180 --> 00:01:36.489 with you today, and today you're going to be sharing what it means to 21 00:01:36.530 --> 00:01:41.209 find the voice of the market and Voice of the client in today's, you 22 00:01:41.329 --> 00:01:47.200 know, very complex marketing world and a few simple ways that other bb markers 23 00:01:47.280 --> 00:01:49.519 can use this in their business. But before we get into that, I'd 24 00:01:49.560 --> 00:01:53.840 love for you to share with listeners a little bit about yourself and what you 25 00:01:55.040 --> 00:01:57.319 and the team at ide population health up to these days. Thank you. 26 00:01:57.599 --> 00:02:01.310 Sounds Great. So it's it's great to be on the show. My name 27 00:02:01.430 --> 00:02:07.110 is Justin Nice. I have been at I I for almost five years. 28 00:02:07.310 --> 00:02:13.789 We're approaching our twenty anniversary right after the first year in two thousand and twenty. 29 00:02:14.349 --> 00:02:20.259 And just for the listeners, I I population health is a technology solutions 30 00:02:20.379 --> 00:02:28.659 and services company that's focused on complex populations such as Medicaid, medicare in the 31 00:02:28.860 --> 00:02:37.289 uninsured, mostly primarily, and our goal is really to provide a complete population 32 00:02:37.449 --> 00:02:46.280 health management ecosystem that allows our users to visualize key clinical and administrative data at 33 00:02:46.400 --> 00:02:53.199 a network or at a patient level to improve quality outcomes. I know that's 34 00:02:53.199 --> 00:02:58.909 a lot, but specifically said, even simply, eye to eye works with 35 00:02:59.030 --> 00:03:05.389 its clients to improve the health of their community. So we're very focused on 36 00:03:06.629 --> 00:03:15.699 driving healthier populations across the country. Our focus right now is really specific to 37 00:03:16.180 --> 00:03:21.259 understanding where the market is going, which I know we're going to talk about 38 00:03:21.300 --> 00:03:24.060 a little bit, and how to do that. But health carer is very 39 00:03:24.219 --> 00:03:29.849 complex, both at a government level and at a local level, and so 40 00:03:30.090 --> 00:03:37.129 we're really very focused and working with our clients to get the voice of our 41 00:03:37.210 --> 00:03:42.360 client and also understanding the market dynamics, which you related to earlier. So 42 00:03:42.520 --> 00:03:46.960 Voice of market as well, awesome. Thanks so much for sharing that background 43 00:03:46.960 --> 00:03:51.159 of giving listeners some contexts. So to jump right in, could you share 44 00:03:51.199 --> 00:03:54.870 with us a little bit about what it means to your business at eye eye 45 00:03:54.949 --> 00:03:59.750 health to find the voice of market and the Voice of client? Today? 46 00:03:59.750 --> 00:04:09.189 Absolutely, Voice of market for me is really trying to understand where the puck 47 00:04:09.550 --> 00:04:15.259 is going for the future in healthcare. You have a lot of in vironmental 48 00:04:15.420 --> 00:04:23.500 factors, and the way I would describe environmental factors are legislative government regulations that 49 00:04:23.620 --> 00:04:30.329 can come out all the way to consumerism, which can play a different role 50 00:04:30.209 --> 00:04:35.329 as those two forces come together. Some things that you know we are very 51 00:04:35.490 --> 00:04:43.040 focused on at eye to eye is really trying to get as much information and 52 00:04:43.240 --> 00:04:49.120 feedback from the market and different stakeholders and constituents that are out there so that 53 00:04:49.279 --> 00:04:56.509 we can build a platform, a technology platform, that can serve not only 54 00:04:56.670 --> 00:05:01.029 the now but the future as well. Got It. And when you say 55 00:05:01.069 --> 00:05:05.910 get as much feedback as you possibly can from the market in different stakeholders and 56 00:05:05.990 --> 00:05:11.220 constituents that are out there, what weight like? How do you get the 57 00:05:11.259 --> 00:05:15.220 speedback like? What sort of methods or tools do you use to get this 58 00:05:15.339 --> 00:05:18.420 feedback? Yeah, it's a great question and I think if you were to 59 00:05:18.740 --> 00:05:23.769 sort of draw two different circles on a piece of paper you'd have. Your 60 00:05:23.810 --> 00:05:29.889 first circle would be all about the different types of activities and events right that 61 00:05:30.050 --> 00:05:35.079 you can attend. So obviously conferences. We have a wealth of different conferences 62 00:05:35.240 --> 00:05:43.639 that provide lots of content to reading very specific case studies and articles that are 63 00:05:43.839 --> 00:05:48.319 published, but on the other circle that's over on the right side. One 64 00:05:48.439 --> 00:05:54.629 insight I would give is that with that circle it's really about the WHO, 65 00:05:55.509 --> 00:06:01.230 and for me I would advise these types of stakeholders when you look at market. 66 00:06:01.790 --> 00:06:09.779 So first off, we know that money drives certain specific actions in the 67 00:06:09.939 --> 00:06:16.779 market. So private equity investors to venture capitalists who are out there are looking 68 00:06:16.819 --> 00:06:23.930 at a lot of different varieties of companies throughout the market. Get to know 69 00:06:24.329 --> 00:06:30.449 some of those people. You can learn a lot from those folks because they're 70 00:06:30.449 --> 00:06:35.399 investing for a lot of different you know, investors and strategic companies, large 71 00:06:35.480 --> 00:06:41.240 companies, think about the Amazons of the world, or even just health plans 72 00:06:41.279 --> 00:06:46.040 in general, who are investing dollars in the market. They're relying on these 73 00:06:46.360 --> 00:06:49.949 type of specialists to point them in the right direction. So they know a 74 00:06:50.069 --> 00:06:56.870 lot about what's going on in the market. The second group I would highly 75 00:06:56.910 --> 00:07:02.779 emphasize are folks who are actually delivering, in our case healthcare. Get to 76 00:07:02.899 --> 00:07:10.459 know folks who are exact ex ecutives or doctors or physicians in and you don't 77 00:07:10.500 --> 00:07:14.579 have to, you know, get a large group, but in your local 78 00:07:14.660 --> 00:07:19.649 area, who is someone that is could be a mentor as an example that 79 00:07:19.810 --> 00:07:25.009 you could lean on to help understand what are your challenge is what keeps you 80 00:07:25.089 --> 00:07:30.319 up at night. These are folks that are actually doing the practical work and 81 00:07:30.560 --> 00:07:34.000 building strategy for the future. And then the third group, I would say, 82 00:07:34.600 --> 00:07:40.600 is folks who who you may not think about in time, but are 83 00:07:40.839 --> 00:07:49.029 bankers. So bankers across the industry are typically representing they're almost like real estate 84 00:07:49.269 --> 00:07:57.550 brokers. They are representing either buyers or they're representing sellers. And therefore, 85 00:07:58.189 --> 00:08:03.379 guess who they talked to? They talked to the first two stakeholders I talked 86 00:08:03.420 --> 00:08:09.060 about a lot. So they're talking to private equity folks and they're talking to 87 00:08:09.860 --> 00:08:13.529 the folks who are doing the work, so like physicians, CEO Coos, 88 00:08:13.610 --> 00:08:18.689 etc. That group, investment bankers are, is a very interesting group and 89 00:08:18.850 --> 00:08:24.089 they typically have a lot of knowledge about the market and where things are also 90 00:08:24.329 --> 00:08:30.160 looking to head. So those are three sort of stakeholders I would focus on 91 00:08:30.600 --> 00:08:33.639 other than the first circle, which is obviously, you know, getting as 92 00:08:33.639 --> 00:08:39.399 much information, going to conferences, signing up for Webinars, etc. And 93 00:08:39.519 --> 00:08:43.470 guys, a lot of this is free. You're not having to spend money 94 00:08:43.909 --> 00:08:48.350 to go and day. This love that, love the the visualization there too, 95 00:08:48.389 --> 00:08:52.269 because I'm a very visible learner. So I actually drew out the different 96 00:08:52.350 --> 00:08:56.500 types of activities and the WHO on a piece of paper, as you told 97 00:08:56.539 --> 00:08:58.820 me to do it, and as as well, very visual. That light 98 00:08:58.940 --> 00:09:05.220 to it makes so much sense because, yeah, it hundred percent makes sense 99 00:09:05.259 --> 00:09:09.009 because if you break down the the very too simple circles, like you mentioned, 100 00:09:09.490 --> 00:09:15.330 the different types of activities, everyone can envision the activities of conferences, 101 00:09:15.529 --> 00:09:20.970 reading case studies, listening to Webinars, watching Webinars, listening to podcast watching 102 00:09:20.129 --> 00:09:24.919 youtube videos, whatever, you know, method that they used to learn. 103 00:09:24.919 --> 00:09:28.120 And then on the flip side, on the other side, we talked about 104 00:09:28.120 --> 00:09:31.879 the WHO and really, you know, drop the really valuable piece of information. 105 00:09:31.960 --> 00:09:37.960 They're Justin and, you know, realizing that private equity and investors, 106 00:09:37.360 --> 00:09:43.110 along with executives and bankers, are the people that are leading a lot of 107 00:09:43.190 --> 00:09:48.830 the industries that most of the people listening are working in and doing their marketing 108 00:09:48.870 --> 00:09:52.029 work in. So I think that's such a valuable piece of information that I 109 00:09:52.230 --> 00:09:56.019 didn't even think about being a resource to learn and figure out out, you 110 00:09:56.100 --> 00:10:01.899 know, what's happening next per se and realizing that this is somewhere that you 111 00:10:01.940 --> 00:10:03.299 can really get a lot of value from just about having, you know, 112 00:10:03.860 --> 00:10:07.090 lunch or dinner or just getting a mentor in that space. So thanks so 113 00:10:07.129 --> 00:10:11.970 much it for dropping a knowledge on it's just the absolutely I think the activity 114 00:10:11.129 --> 00:10:18.649 side really helps you build key questions. Again, you don't you don't want 115 00:10:18.649 --> 00:10:24.480 to abuse your time with these folks on the right circle or the second circle. 116 00:10:24.559 --> 00:10:28.720 We talked about the three stakeholders. So because some people, you know, 117 00:10:28.840 --> 00:10:33.519 may only have fifteen minutes. But if you understand through the content of 118 00:10:33.559 --> 00:10:37.470 the activities and that may be a hot webinar you signed up for and you 119 00:10:37.590 --> 00:10:41.269 notice, wow, a thousand people are on this Webinar, this must be 120 00:10:41.350 --> 00:10:46.789 a hot topic. Well, what's one question that I could ask out of 121 00:10:46.909 --> 00:10:52.539 that to you know, my stakeholders. You're not trying to write a novel, 122 00:10:52.779 --> 00:10:58.340 you're just trying right to get very specific information that can help you begin 123 00:10:58.460 --> 00:11:03.500 to think about your future strategy for your company. I love that and I 124 00:11:03.539 --> 00:11:05.649 don't mean to put you on the spot, but would you mind sharing some 125 00:11:07.289 --> 00:11:11.649 questions that you know you either asking the past? That or very specific and 126 00:11:11.690 --> 00:11:16.970 to the point when it comes to, you know, interacting and discussing different 127 00:11:18.009 --> 00:11:22.279 things with private equity executives or bankers. Absolutely, here's a great question, 128 00:11:22.919 --> 00:11:28.000 one that typically hits home, you know, with with a lot of different 129 00:11:28.039 --> 00:11:33.830 folks in healthcare right now. It's easy to say one of the largest topics 130 00:11:33.990 --> 00:11:43.350 is around the industry moving from a fee for service model to a pay for 131 00:11:43.549 --> 00:11:50.779 performance model. It's one of the few industries right that's out there where it 132 00:11:50.980 --> 00:11:56.419 was built on volume and now is trying to move towards how well you move 133 00:11:56.620 --> 00:12:03.850 your population to a better result in outcomes, quality clinical outcomes, is how 134 00:12:03.929 --> 00:12:09.730 you're going to get paid. So a very quick question around that is to 135 00:12:11.210 --> 00:12:16.120 any of those constituents that that you can ask is, Hey, where do 136 00:12:16.200 --> 00:12:20.360 you see this going right now in healthcare and and how fast do you think 137 00:12:20.399 --> 00:12:26.240 it's going to move? Because I think everybody genuinely agrees that we have to 138 00:12:26.399 --> 00:12:31.870 change healthcare because it is, you know, costing almost eighteen percent of our 139 00:12:31.990 --> 00:12:39.309 gross domestic product, our GDP. But what are the steps to do that 140 00:12:39.509 --> 00:12:43.620 and how quickly do you think this is going to change? I know that 141 00:12:43.820 --> 00:12:48.259 was very specific to healthcare, but that that that's just one, you know, 142 00:12:48.379 --> 00:12:52.980 quick question and topic that's very hot on everybody's list. No, I 143 00:12:54.059 --> 00:12:56.019 love that. I mean and even for the the people that are not in 144 00:12:56.139 --> 00:13:01.690 health care. I think the framework is is genius. Where do you see 145 00:13:01.809 --> 00:13:07.129 this going in insert industry and how fast do you think it's going to move 146 00:13:07.250 --> 00:13:11.250 there? Yes, I think right. Yes, because, yeah, I 147 00:13:11.289 --> 00:13:13.960 think that's something that a lot of people can apply when, you know, 148 00:13:15.120 --> 00:13:18.759 talking to people that are building the strategies and the plans and the frameworks for 149 00:13:18.799 --> 00:13:22.240 the future, whatever industry they're in. So yeah, I think that. 150 00:13:22.440 --> 00:13:24.919 I think that's a super valuable question, even though it's specific to you, 151 00:13:24.440 --> 00:13:28.909 but it can still be adapted to, you know, any market or in 152 00:13:28.950 --> 00:13:31.950 any field, whether or and finance, whether you're in tech sales, whether 153 00:13:31.990 --> 00:13:35.789 you're in industries are blank in my mind, hospitality, banking, etc. 154 00:13:37.110 --> 00:13:41.580 All the all the Yes, absolutely, framework can be definitely used and applied. 155 00:13:43.100 --> 00:13:46.659 And Justin as as I'm thinking about this, do you have any, 156 00:13:48.220 --> 00:13:52.980 I guess, tips or I or strategies outside of your first you that you 157 00:13:52.100 --> 00:13:58.730 mentioned the different activities and identifying the new do you have any other, I 158 00:13:58.809 --> 00:14:05.450 guess, tips about how people can find the voice of client, for Voice 159 00:14:05.529 --> 00:14:09.360 of client or voice of market for voice either or, either or yeah, 160 00:14:09.440 --> 00:14:16.480 I mean for Voice of really both of those I read a lot. But 161 00:14:16.799 --> 00:14:20.360 when I say I read a lot, I don't read a lot, and 162 00:14:20.519 --> 00:14:24.710 what I mean, I know that's a little confusing, but what I mean 163 00:14:24.950 --> 00:14:30.629 by that is that I read a lot of Industry News, and so what 164 00:14:30.750 --> 00:14:37.789 I would advise folks to do is sign up for different types of blogs and 165 00:14:37.110 --> 00:14:46.379 different types of professional content, and that could be just daily or weekly emails, 166 00:14:46.980 --> 00:14:52.970 it could be different types of short publication magazines, but all around the 167 00:14:52.250 --> 00:14:56.409 industry that you're focused in. And so, you know, we all take 168 00:14:56.529 --> 00:15:01.330 in what's on our mobile device right now, and the cool thing now is 169 00:15:01.370 --> 00:15:09.639 I think marketers have gotten very smart about publishing to your iphone whatever that is 170 00:15:09.840 --> 00:15:16.559 the daily blast, and you can quickly scroll through the subject headlines Right and 171 00:15:18.519 --> 00:15:22.309 what you begin to see if you catalog this, you go back and you 172 00:15:22.429 --> 00:15:26.350 think about wow, over the last two weeks, social determinants of health or 173 00:15:26.750 --> 00:15:33.909 opioid addiction was listed on, you know, five out of the last ten 174 00:15:35.029 --> 00:15:39.179 days. What that tells you right as a viewer, is hey, these 175 00:15:39.220 --> 00:15:45.259 are hot topics. There are things that are going on with these programs that 176 00:15:45.379 --> 00:15:48.700 I need to be aware of. So that's how I am Bibe sort of 177 00:15:48.899 --> 00:15:54.690 information very quickly. It doesn't mean you read every article, you just see 178 00:15:54.929 --> 00:15:58.450 what is very hot in what is a topic, and then you can drill 179 00:15:58.570 --> 00:16:03.049 into it to learn more. I love that. I'm going to nerdly call 180 00:16:03.169 --> 00:16:07.120 myself out because I do that same thing and I have. I use Google 181 00:16:07.200 --> 00:16:11.240 for that and so like, based off of my interests and articles that I've 182 00:16:11.240 --> 00:16:15.440 actually searched for. When I log into my phone. It's not like news. 183 00:16:15.480 --> 00:16:18.230 It's a lot of podcast news, it's a lot of business development, 184 00:16:18.309 --> 00:16:23.470 of marketing stuff, and there's sports and music in there, and it's so 185 00:16:23.909 --> 00:16:27.870 accustomed to what I'm searching and it's actually just giving me the stuff that I 186 00:16:27.950 --> 00:16:32.429 would look for in those sorts of news letters anyway. So I definitely love 187 00:16:32.509 --> 00:16:36.620 that and I'm also a huge proponent of using something like can ever, note 188 00:16:36.980 --> 00:16:40.059 to where you know, when you come across this stuff, make sure if 189 00:16:40.100 --> 00:16:41.940 it's really important, you either, you know, send it to yourself, 190 00:16:41.980 --> 00:16:47.769 slack it to yourself share it with someone, just to make sure that it 191 00:16:48.090 --> 00:16:52.570 for any reason, that it's something that's valuable for valuable to someone that you 192 00:16:52.649 --> 00:16:56.250 potentially you know would want to do business with, think about where you can 193 00:16:56.289 --> 00:17:00.889 go retrieve that and kind of have a little catalog that you can refer back 194 00:17:00.889 --> 00:17:07.279 to. That's all third party resources that you know isn't pushing your business missing 195 00:17:07.400 --> 00:17:10.880 forward, isn't trying to sell them on anything, but more of a value 196 00:17:10.960 --> 00:17:14.000 add to whoever you're doing with in the in the context of the relationship. 197 00:17:14.559 --> 00:17:18.950 I'm a huge ever note user. been been a user since two thousand and 198 00:17:18.069 --> 00:17:26.230 twelve and I would be a hundred percent agree. You should download the clipper, 199 00:17:26.349 --> 00:17:33.299 which will sit right on your head or bar within chrome or Internet explorer 200 00:17:33.420 --> 00:17:37.299 or whatever you use, and it's so simple to clip an article. You 201 00:17:37.380 --> 00:17:42.779 get the summary and create your folders. It can be whatever subject and you 202 00:17:42.940 --> 00:17:45.970 just push him over there. You can even go back and read them. 203 00:17:47.609 --> 00:17:52.130 My team gets a lot of ever note pushes from me, because the other 204 00:17:52.250 --> 00:17:56.250 thing about what we're talking about is if you don't share it, you're not 205 00:17:56.450 --> 00:18:03.119 going to grow. You have to share your knowledge across your company. So 206 00:18:03.759 --> 00:18:08.240 I also try to up the knowledge of everyone in the company because if I'm 207 00:18:08.319 --> 00:18:11.950 reading something that's happening in the market, I always think, well, wow, 208 00:18:12.109 --> 00:18:17.309 my product team might need to know about this or my engineering team, 209 00:18:17.390 --> 00:18:21.589 they need to know this, or my client services team. So yeah, 210 00:18:21.710 --> 00:18:26.630 ever, note is just one example. It's so easy to clip it and 211 00:18:26.750 --> 00:18:30.380 then push it right one hundred percent. I have it up in my tab 212 00:18:30.460 --> 00:18:36.059 bar right now. Yes, so as we as we wrap up, we're 213 00:18:36.059 --> 00:18:40.099 coming to the ladder part of the show, and BB growth has always been 214 00:18:40.220 --> 00:18:45.569 about highlighting tactics and strategies be to be leaders can apply to their own teams 215 00:18:45.769 --> 00:18:48.809 in order to achieve explosive growth. So Justin we'd love to hear from you. 216 00:18:49.650 --> 00:18:55.130 What's the new sales or marketing strategy that your team is currently trying to 217 00:18:55.170 --> 00:18:59.519 take a crack at or thinking about in the near future? Great, great 218 00:18:59.559 --> 00:19:04.319 question. I would say that something that we just started with. We're a 219 00:19:04.480 --> 00:19:11.869 sales force user at our company. We have followed more of a traditional sales 220 00:19:11.029 --> 00:19:17.710 model of sales reps in the market, you know, those that have relationships 221 00:19:17.829 --> 00:19:21.710 we're are, which are all very, very important. One of the things 222 00:19:21.789 --> 00:19:26.140 that we have been trying. I'm not sure that this is much of a 223 00:19:26.339 --> 00:19:30.380 novel idea, but but maybe one for sure. In the healthcare segment we 224 00:19:30.660 --> 00:19:38.609 have business development associates who essentially create campaigns and sales force. I think the 225 00:19:38.809 --> 00:19:45.289 tweak that we've made, which goes back to voice of market. Instead of 226 00:19:45.609 --> 00:19:52.160 creating sort of lead generation lists, we have now added content with that around 227 00:19:52.160 --> 00:20:00.720 a very specific voice of market subject. So if I take another example of 228 00:20:00.200 --> 00:20:08.750 let's say opioid addiction and how opioid the fight against Oud and the types of 229 00:20:08.910 --> 00:20:15.670 things that are going on with that, will attach a very small paragraph to 230 00:20:15.869 --> 00:20:19.789 sort of a campaign that we would push out and then, in an addition 231 00:20:19.990 --> 00:20:27.460 to that, we would clip a very brief video of our software. Maybe 232 00:20:27.500 --> 00:20:36.009 it's only two screenshots that show the user how we are working with our, 233 00:20:36.769 --> 00:20:42.410 you know, healthcare clients to fight opioid abuse. So something new that we're 234 00:20:42.490 --> 00:20:48.930 trying. But what I can tell you is typically we would average about three 235 00:20:48.970 --> 00:20:56.000 or four product demos, you know, per individual on a monthly basis. 236 00:20:56.519 --> 00:21:03.720 In two months we're now over ten product demos per person per month. So 237 00:21:03.470 --> 00:21:11.710 a significant increase just in reshaping, you know, how we're trying to generate 238 00:21:11.789 --> 00:21:15.029 attention to what we're doing. I love that. Justin congrats, by the 239 00:21:15.109 --> 00:21:18.380 way. That's that's exciting. You go from three to four or and then 240 00:21:18.460 --> 00:21:23.299 you triple it essentially and get to ten plus. It's big. It's big. 241 00:21:23.420 --> 00:21:27.099 Yeah, we're having a party in the back for the guys Cuz, 242 00:21:27.819 --> 00:21:32.740 you know, they it was their idea to come up with this and you 243 00:21:32.859 --> 00:21:37.569 know, just little tweaks like that can really drive results. I love that. 244 00:21:37.890 --> 00:21:42.250 I love that and this has been a great conversation. Justin if guessers 245 00:21:42.289 --> 00:21:45.970 want to stay connected with you or follow up to ask any additional questions on 246 00:21:47.089 --> 00:21:48.960 some of the stuff that you shared, what's the best way for them to 247 00:21:49.079 --> 00:21:53.839 connect with you? You can go to obviously, I too. I pophealthcom. 248 00:21:55.839 --> 00:22:03.829 I'm also on linked in and my email address is Justin in at eye 249 00:22:03.950 --> 00:22:08.829 to eye, pop healthcom. Thanks Justin. Really appreciate you've been on the 250 00:22:08.829 --> 00:22:15.380 stat today. It's been such a pleasure. Absolutely. Thank you. We 251 00:22:15.619 --> 00:22:19.700 totally get it. We publish a ton of content on this podcast and it 252 00:22:19.779 --> 00:22:23.140 can be a lot to keep up with. That's why we've started the BOB 253 00:22:23.339 --> 00:22:27.660 growth big three. I know, fluff email that boils down our three biggest 254 00:22:27.660 --> 00:22:33.890 takeaways from an entire week of episodes. Sign up today at Sweet Phish Mediacom 255 00:22:33.569 --> 00:22:37.769 Big Three. That sweet PHISH MEDIACOM Big Three