[0:01] Speaker 1 (Syd): Dr. Leeds is with us.

[0:04] Speaker 2 (Brian): Yeah.

[0:05] Speaker 1 (Syd): Yep. If that's not supported, I don't know what is, right?

[0:08] Speaker 2 (Brian): Of course.

[0:12] Speaker 1 (Syd): So Brian's getting his prescription sunglasses that he actually left in Vegas when we were there a few weeks ago, which was crazy because he called me and called the hotel and said, “Man, I left my sunglasses, my prescription glasses in there,” before they even cleaned his room. And they still never recovered them for him, which infuriates me, to be honest.

[0:31] But anyways, hey Carl, good to see you, buddy.

[0:37] So anyways, he's running about eight to 10 minutes late. We are gonna do Module One today, which I'm super excited about. I know you are gonna wanna get the meat and potatoes of exactly what we've got here and what we're doing. But we've got about 10 minutes to talk about anything, everything, and whatever questions I can answer, right?

[0:57] Now, I have been doing some pitches and I talked with our Forge members yesterday, which is a private closed mastermind that we launched a few months ago. But they are gobbling this up right now, right? They're loving it. And we talked a little bit yesterday, and I hate to repeat what I shared with them, but I feel like everybody on this call now could really benefit from what we talked about just yesterday before we get into Module One.

[1:23] Is that fair?

[1:27] All right. A lot of people, and what we talked about yesterday—and they're a little bit further along than y'all are—but a lot of their main questions are: what do I say, what do I do, what do I… when I'm talking to somebody, how do I get involved, right? So, or get somebody interested.

[1:48] And I explained to them, through me pitching it recently, what I found, obviously, and a lot of you've probably heard of this before, is to just story-base your pitch, right? So I'm gonna give you an example of what a story-based pitch would be, okay? Give me one if you wanna hear that. If not, we can talk about something else or answer other questions, right?

[2:17] Let me also paraphrase and mention this. My job—and y'all probably, if you've been on any other course before—my job is to leave you better than I found you, right? All I'm gonna do, you know, if I can give each one of you even if it's just one little thing, or for some of you it might be a big thing, or for a lot of you, we're gonna break down a big wall, right? If I can leave you just a little bit better than I found you, then I did my job and I did what I… you know, my responsibility for what I'm here for.

[2:47] Okay, so saying that, it doesn't always mean I'm gonna agree and I might—and I hate doing this, right? It's the matter. But sometimes I might disagree with one of your statements. And I'll explain to you why I disagree with it. I'm not trying to embarrass you or call you out. But if I see your head going down the wrong path, then I wouldn't be a real friend if I let you keep going that way, okay?

[3:19] We're going through all that, Reggie. All right, we're going through all that. When Brian gets here, we're going to start Module One, but right now we're going to talk about this, or we don't have to. I don't care. To be honest, we don't have to talk about it if you don't want to.

[3:34] Okay. All right. Seems like a lot of people want to hear this.

[3:39] Saying that, let me go ahead and explain to you real quick. There's a lot of marketing materials that we are creating, created, or are getting approved right now. And I 1,000% think the comparison chart is going to be one of the strongest marketing materials that we'll be able to have. Because when you need it, you need it.

[4:00] But let me tell you the truth. Your tonality. How many of you know what tonality means? How many of you don't? Does anybody know what tonality means when I say tonality?

[4:16] Let me give you an example. This would be one tonality. “Do you think maybe if I could just… I can help a lot of your people and, you know, we got people that are signing up and actually going to the doctor, right?” That's one tonality. You hear my tone.

[4:30] And then you have tonality like I'm using right now. “Hey listen, let me tell you where we went over the last couple of years. I went through a scenario where I had to hire over 600 people in Tampa and I really, really, really saw the struggle myself. We saw the struggle ourselves in doing so. And we saw what the main struggle was—that we were competing.” Hear the difference in tonality.

[5:01] Here you got that matter-of-fact tonality, that confident tonality, opposed to the more submissive tonality.

[5:10] I want everybody on this call, if you got a pen, write it down. You need to take notes. I want you to write and practice your tonality because if you use a convincing tonality, if you use a promising tonality, if you use a confident tonality, you will find yourself with more people who will follow you than not. Here's the truth: people are sheep. The majority of people—I have relatives that are sheep. Not everybody's a wolf, okay? A lot of people are sheep and they will follow confident tonality and not question it. So use that to your advantage.

[5:45] Okay. Give me one if you understand what I'm saying and you wrote that note down and you're going to take it to heart.

[5:54] Awesome.

[5:56] So here's my story. Here's what I like to do when I'm talking to somebody. I don't go right into saying I've got a telehealth product. You're going to love it. Hang on a second. I want to create what's called a yes, yes, yes scenario where I get their head nodding. You know, “I'm with you,” you know what I mean?

[6:13] So I let them know—and you can say we, because a lot of you were involved in it—but with ERTC in Tampa, we hired over 600 people. And one of the biggest struggles that I noticed that I was having with a pretty good budget was benefits. What terrifies me about benefits is what I was paying three years ago is substantially less than what I'm gonna have to pay next year, or even this year, what I'm already paying. It's going up at about 15%. And while some of your C-suite can afford that, a lot of your poor business employees can't. We're seeing benefits go from $700 to $1,200 a person, up over $2,000 a customer.

[6:55] How many of you agree?

[7:01] Everybody's gonna agree, because they know. They're gonna be like, “Yeah,” because everybody knows what they're—everybody keeps their foot on that pulse, you know what I mean?

[7:10] Hang on, I'm going to bump. Can you bump up, Brian? Yep.

[7:16] And so everybody keeps their hand on that pulse. Well, here's the deal. Only 46% of businesses can actually afford to give their employees an option of benefits.

[7:28] Secondly, when’s the last time you went to the doctor? How many times do you go to the doctor and just want a prescription? Quite often. When’s the last time you went to the doctor at an 11:30 appointment and the doctor came out at 11:31—or the nurse did, called you back, and the doctor was there waiting for you in the doctor’s office to find out what was wrong with you?

[7:50] Never. Never happens, right? So what happens to your employees? They get taken out of work for half the day. They get taken out of work for a whole day, right? And 90% of the time, all they're looking for is that prescription, that Z-Pak, that antibiotic, or the—you know, “The Mucinex didn’t work. I need something a little stronger, sir. Doctor,” right?

[8:10] Now imagine if they could get that prescription without leaving their house and the doctor actually showed up at the exact moment of the appointment.

[8:28] There's a massive demand for that right now, and not everybody can afford $700, $1,200, $2,000, but all of them can afford a low end. So what we all want to offer is an opportunity to get involved and to take care of your employees, to set you apart from your competitor, the others, the rest. You have to, especially in small towns.

[8:47] Right now I'm in a small town, helping a friend of mine that has a lawnmower gun shop. Listen, when he loses his mechanics, they go to his competitor and he never gets them back. He has to give them an added edge to stay loyal to him. We see a massive issue with people having that problem right now.

[9:07] We gotta give them the added edge. So by doing so, we came out with not one of the best—and when I say the best, we have one of the best telehealth packages out there—and here's why I mean that. I know people that have Florida Blue, I know people that have Blue Cross Blue Shield, I know people that have all these health insurance plans, and yeah, maybe they have a Teladoc or telehealth, but it's for them and them only.

[9:30] Now let me run one more scenario by you. You want to be the guy that comes home and says, “Honey, we got telehealth now.” Well hang on—”I have telehealth now.” You want to be that guy? I don't. You want to be able to come home and say, “Honey, we got telehealth. And by the way, it covers you and all six kids.” Yes, that's who I want to be. And yes, that's who I want my employees to be. Right.

[9:54] No, I don't want to be the guy who says I have telehealth, but you don't. Right. Ninety percent of the time, I'm sure it's the stay-at-home mom that's controlling that whole, you know, wearing all the hats, doing all that stuff anyway, right? And she's not even covered. Pass.

[10:10] Anyways, so run that story down. You know, run them down that story. I see Brian's here now, so we're gonna get started on Module One and we'll just lop this off the front. But I wanted to discuss that with everybody. We'll do some more training like this.

[10:23] Moving on, right now we're gonna record the modules. We like to record them live because we wanna have live interaction with each and every one of you. I know you're gonna have questions, and I love the idea of you getting instant gratification on your questions. So we're here to answer questions and to teach you about what we promised in Module One. But if you want to get more of that sales-type training, stick around—we're gonna have it. It is going to be coming up in the following weeks. And we'll talk a lot about it. If you got value out of that, if you got some inspiration out of that, give me a one just so I know we helped you out.

[10:58] All right. Tons of ones. Okay. Good. Just want to make sure you know, listen, a lot of you have been doing sales before I was even born, right? And a lot of you probably are way better than even I am. But I know that sometimes you gotta just be reminded, and by getting inspired by another salesperson, right? Then you can kind of take a little bit of their pitch and riff off of their pitch and then make it your own pitch. And that's the way to rock.

[11:24] All right. Appreciate everybody. Thank you.

[11:26] Brian, what's up, brother?

[11:27] Speaker 2 (Brian): All right, man. Let's do it. I got a lot of stuff. So thank you. I was listening to that. It was really good, Syd.

[11:34] Speaker 1 (Syd): Yeah. Can you see?

[11:36] Speaker 2 (Brian): I can see. I can see. All right. I can see everything. Let's see. All right. All right, yeah, like Syd said, you can see well enough. Yeah, no, I got the glasses. I had to go get new eyeglasses this morning. And you know what? When your friend is the eye doctor and the practice manager is your buddy, he did meet me in my car with my glasses. So that's cool. The extra touch—I didn't have to go into the high rise or anything.

[12:04] All right, let's uh… let's do it. We'll do a little Vanessa like a one, two, three. Is that good for you to know where to lop it?

[12:15] Speaker 3 (Vanessa): It's perfect. Yep. Okay.

[12:18] Speaker 2 (Brian): Well guys, like Syd said, we asked questions. We'll try to stay on point, but we'll break whenever a relevant question happens. You know, Syd, Vanessa, I—one of us will see it and we'll hopefully answer it live for you. And this is more of an intro module. Module Two is all about the money—you're gonna love that—but this is gonna give you the why. Let me get started and you'll understand.

[12:41] All right, Vanessa, one, two, three.

[12:49] Welcome everybody, this is Brian Anderson. I'm here with Syd Michael. We have Vanessa Roberts as well. We are doing Small Business Advantage, Module One.

[12:56] So Syd, are you ready to go?

[12:58] Speaker 1 (Syd): Absolutely, man, I'm super excited.

[13:00] Speaker 2 (Brian): All right, guys, let's do it. So today we're gonna talk—I like to call it the Cliff's Notes from back in grade school, for those of you old enough—the little cheat notes on how to understand stuff. This is the reason for the whole SBA telehealth offer, the basics, and our little hidden advantage that you're not gonna find anywhere else. This is what took us forever to solve, and you're gonna understand as we wrap up Module One today.

[13:25] So let's go into it. We'll talk about healthcare in the U.S., some of this I've talked to you about before, about the basics of telehealth, the why of our Illusional telehealth offer, going into specifics on the partnership, the services, that kind of stuff. I threw a few competitor slides in. Prices are all over the board, anywhere from, you know, $20 to $200. So you'll start to see it per use. And then Syd's probably going to talk a little value over prices. You’ll hear this, especially next week, we're going to get into more of that.

[14:02] Let's get started. So when we talk about healthcare in the U.S.—and I've shared some of this before—but I really need to underscore it. Forty-six percent, roughly half, of small employers do not offer health insurance to employees.

[14:17] So if you're some of our friends internationally, from Canada, Europe, Australia—I know we have, I know we have some South Americans here—listen, this is a big problem in the U.S. It's one of the things we do very poorly as a country, candidly. So look at that number, right?

[14:34] Now, 98% of them say the reason is—you may go, why? Why is that the case? Cost. The cost of providing it either is or will become untenable. They are not able to sustain it, right? Unsustainable. And you may ask, well, how much is it? Typically, I run the healthcare for Media Mash, and I know Vanessa's on the plan. It's about $700 a month, my cost for her as an employee. But we do family coverage. So we're a POS, I think. It's give or take $2,000 to $2,400 a month for health insurance. Think about that, $2,400 a month. That's a lot, right? It's just a lot of money, and that's why a lot of small businesses don't offer it. Start multiplying out—you got 15 employees. Syd, what is that? $2,400 a month, 15 employees. It's like 30,000, right?

[15:39] Speaker 1 (Syd): Yeah, you know what? I like to point out this, Brian, and not to disrupt, but $2,000 a month—you’re spending $24,000 a year for that one prescription you could have got for $39.95. Next, I like it. But I want to point this out. If you have 15 employees, you're spending $30,000 a month. Think about that. A month. $360,000 a year. It's insane, guys.

[16:06] Speaker 2 (Brian): All right, next. The small firms, the small shops, the mom and pops, the sub-10, 15 people—these are the ones least likely to offer. And it's really the sweet spot. That under 10, massive, massive drop, right? That's where it's at. Sub-25 is the real sweet spot. Blue collar trades, et cetera. As they get bigger, they are more than likely gonna have some kind of plan.

[16:34] What else? Why again? It's too expensive—the number one reason. When they had 30 or more employees, it was always costly, right, for the big ones that didn't offer it. You know, when I start looking at it, it's always about the money. No matter big or small, the ones that don't offer it, it's a money issue. There's a couple of small reasons, like some say there aren't enough people interested in participating, or they have seasonal workers or whatever. I promise those people still want coverage. They just don't want coverage for two thousand-something dollars a month, right? That's the problem.

[17:12] So we know this. Those of you that live in the U.S., like most of us, understand this. You don't need to see the data, but seeing it helps you understand there's a real problem in the U.S. with healthcare—for business healthcare, right? It's a problem. The costs are crushing. $25,000 on this study, close to our estimation of 24, right? Annual premiums. Premiums go up five to eight percent a year, every year. Last year this survey was seven percent. But what's interesting—very interesting—is that over half of employees stay at their jobs because of benefits, and two out of five will leave for better benefits, even without more money. Fascinating, right?

[18:01] All right, let's get into the Illusional telehealth offer. I gave you that grounding that I had talked about before, but let's get into the Illusional telehealth offer.

[18:10] All right. Obviously, it's a game changer, right? And I debated some Section 125 plans and some other insurance-related plans. And what I wanted to find was simplicity. I needed to find the closest thing to the silver bullet that addressed a problem that everybody acknowledged and understood, right? That could reduce absenteeism, that could increase productivity while saving money, right? Seventy-five percent less cost than in-person visits. Syd was hammering on this. He's exactly right. This is big.

[18:47] What else? It's revolutionary for a number of reasons—the cost savings, the reduced wait time, the decrease in absenteeism. Employers and employees benefit with the Illusional plan. They're gonna get—and I'm gonna go into it in detail—they're gonna get mental health support. No surprise bills, you know, none of these follow-on zombie bills that come later for… what do they call them… not bonus billing—ah, the name will come to me in a second. Mental health support, missed workdays—all these things. Business owners get massive ROI out of this because their employees tend to stay when they have better benefits. So when you go from none to something that fills a need, fills a gap, it's massive.

[19:34] So who's Illusional? In essence, we're a white-label reseller. I mean, we're not a medical company. We don't have a team of doctors and nurses standing by to answer the phone. That's not a scalable model for a small startup. It will not work. You do that, you better be doing it in one locale. One city is about the only way to really make that work. Maybe a state.

[19:56] So we're focused on sales and service. Service to the client and sales to build out a massive organization. We're targeting small businesses, we're targeting associations, and as you guys know, we have an agent model allowing us to get to the customer fast. We can add customers faster than traditional models thanks to the reach of the team, the reach of the agents. We've done it before, some of you know that. We're doing it again here.

[20:24] Some of the key players—and I put roles down—like Tom's the CEO, he's visionary, he's a sales lead. Syd, sales manager/trainer. He's running all the agent sales. Tim's running—he's a sales star as well—but he's running all the associations, the one-to-many. Matter of fact, he's been president of a large Builders Association. I'm helping on the agent team. You met Sherry the other day. Sherry's that amazing role between our dev team and the market need—helping define the products we need, the definition we need in our app for the agents and our website, helping dial that in and making sure we build it out. Vanessa is the ultimate utility player. She helps on the agent side, obviously does marketing, and she also works with the dev team. She's everywhere in this role. These are the key people. There's a few other staff members. We have two new inside team members that are making calls and helping close deals as well. But these are the key players.

[21:37] I had Chinese the other night—54 bucks, three of us, Chinese takeout, not eating at the restaurant. I picked it up. I did give him a tip, but taking it home, 54 bucks. So for $39.95, the member, their spouse or partner, and up to six dependents. I originally thought it was four, but credit to Tom—either he or Tim negotiated six instead of four, which was brilliant. There's not that many families that have five or six, but you know what, when you find one, they're gonna love this. No copay, no deductible. This is big. The real win is bullet number three there. No usage limitations. Let me tell you why that matters.

[22:26] A lot of the plans allow you one or two visits, and then they start adding in a deductible, a copay. They start to make it difficult. We also offer mental health support. Not everybody offers that. Prescription discounts. Syd talked about this before. A lot of times when you're sick and you have, you know, maybe the flu or you need a Z-Pak, you need medicine called in. It's not that you need to sit for an hour and a half waiting to see a doctor for him to then give you medicine and you're now at a hundred-and-something dollars. Then you go to the pharmacy and you're out four hours of your time, right? Fifteen minutes, done. A person's waiting on you, like Syd said, when you get there for your nine o'clock appointment.

[23:07] All right, beyond health benefits, beyond telehealth, we rolled in some additional benefits—prescription savings, you know, like discount cards, things like that, identity theft, some additional benefits packages, business security, financial wellness programs—and they vary based on business owner or employer. But we wanted to round out the solution with a holistic package. Let's be clear though, the lead is telehealth. This is just icing on the cake, some of these other things. And we'll get into them on another call. Today is about telehealth. Today is all about telehealth.

[23:41] Now, when you look at the option—business owner—we have a business owner and an employee. The package is called Business Sense. They get the same stuff, except the benefits are a little bit different. They get some—they get cell phone protection. You know, the same thing I pay $17 a month to Asurion when I drop my cell phone, they replace it. They get that kind of discount. They get credit coverage. They get some accidental death. They get a variety of things. Once again, today is about telehealth.

[24:16] For the employee, same cost. It's just called Health Sense. So when you hear Business Sense, just know that's for the owner. Health Sense is the employee. It's all you need to keep in mind. Very, very simple.

[24:30] So let's look at a few competitors that I grabbed out of Google with either ads or page one. Teladoc Health—visits without insurance are $89 a visit, no membership fee required. So it's cheaper than us, no $39 fee. But if you use it once for one person, it's 89 bucks. That's a nutritionist or dermatologist. If you wanted to get a personalized plan for back care, that's $49 a month. If you want mental health, it's $119 a month. Starts to add up. Thank you, Greg Parks. Vanessa, make a note of that please. Thank you, Greg.

[25:14] Walmart, one of the largest prescription pharmacies issuers in the country—not Walmart, Walgreens, excuse me, guys—$33 to $79 a visit, no monthly fee required. You use it twice, you're paying more. God forbid you have a family. Let's not even talk about six kids, let's talk three. And they each went once. And let's say it was $49 a visit, now you're at $150. And you better not get sick, Mom, right? Walgreens.

[25:49] CVS has a virtual well. The Minute Clinic is their in-store plan. They have a virtual—$59 to $119 bucks. Mental health, $89 to $129. These are giants, right? Retail giants. They're on every street corner, it almost seems, right? The big boys, CVS, Walgreens. Are you guys seeing the CVS slide? I want to make sure.

[26:16] Speaker 1 (Syd): Brian, have you ever used the CVS Minute Clinic? You get put on a… you get on that list, you start getting hammered. I think that's what filled up half my inbox, to be honest.

[26:25] Speaker 2 (Brian): No, no, I've been once or twice for a flu shot a couple of years ago, but beyond that, no, I haven't used the in-person one. I've never used virtual at all. All right, the screen's changing, good.

[26:37] All right, watch this. Let's go deeper. I even said AI, what do you recommend for the best telehealth, right? And I was using Genesis in this case. The doctor says $25 to $35 a visit, Lemonade, $25 a visit. GoodRx, as low as $19 a visit if you have a membership. Prices vary by insurance coverage, right?

[27:00] There's no real amazing perfect option yet that kind of does a little bit of everything, right? And that's what we were looking for. So when we designed the price point sub-40 bucks, we knew it was less than Chinese. It's about the price of pizza nowadays for a family, at least a family if you have to get two pizzas, right? And six dependents, no copay, no deductible, no usage limitation, including mental health.

[27:29] We partnered with one of the leaders in the industry. You may say who, and I'm just going to tell you, right? It's not a secret, you're going to know when you use it. I'm not trying to hide it. As a matter of fact, it's a strength, not a weakness. We partnered with a nationwide provider, one of the leading telehealth vendors in the country called Doctegrity. They're a technology company, Doctegrity, that provides telehealth. Major player.

[27:56] Let me go to the next slide. Who are they? I want to say they're Dallas-based. 24/7 access to doctors and mental health support, including board-certified primary care doctors, licensed mental health therapists. And as you already know from the slides I told you about, no copay, additional fees, or surprise bills, right? Yep, Plano. Yeah, so just north of Dallas. They've been around 11 years. They address 75% of all common diseases through their telehealth platform, reducing urgent care visits, saving time on unnecessary doctor's appointments—all the things that Syd, myself, Vanessa, the team has been telling you, right?

[28:39] What else? All right, look at this one. The basics. These are all things that I can tell you over and over and over again. One of the cool ones is the fact that it's available 24/7, not just 8 to 4, right? It's an important one. Another good one is the transparency on pricing. You're not gonna get hit with, “Oops, now you owe an extra 20 bucks,” or your client owes an extra 10, 20, whatever it may be, right? That's super, super important.

[29:26] All right, what else, let's go on. So it's really easy, it's literally as easy as using the app, booking your appointment, scheduling a time, showing up in the app, and using it. And we'll do another call where we actually goof around on the app, do an appointment. I didn't really want to do that today because there's one point I'm going to drive home on today's call that I want you guys to all understand, and you're going to realize it when I get there.

[29:49] Okay, video consultations. If you can't get the app or video to work, you can do it over the phone. And so instead of video health using an app, you can use the old-fashioned telephone, right? All right, what else, we're certified. I talked about this. I talked about it online. They'll send the prescriptions to the pharmacy of your choice. So you own an electrician company in Texas and you have 50 employees, and you need them in the field, so they can do this appointment from their truck. It's called into their pharmacy of choice, they can get it maybe on their lunch break, maybe when they're swinging, they're driving by, or maybe after work hours, whatever fits the situation, right? Super easy.

[30:40] What else? Let's get into conditions. I wanted to highlight some of these because I was blown away by the number of conditions that can be treated remotely. Syd, I want you to chime in on this because it was a lot more than I thought originally.

[30:54] So respiratory—asthma, cold, flu, bronchitis, cough, croup, respiratory infection. Look at the digestive stuff, from the basics of gas and diarrhea to constipation, acid reflux, abdominal pains, bowel digestive issues. Dude, this gets insane, man, when you start thinking about what can be covered over telehealth, right?

[31:16] Speaker 1 (Syd): Yeah, and acid reflux is super, super, super common.

[31:25] Speaker 2 (Brian): Yeah, it's really, really common, guys. Infections and skin conditions. I see a dermatologist. Let's hope we don't need this, but STDs—probably something most people aren't proud to have to go in and talk about. I bet it would be easier on telehealth.

[31:41] Speaker 1 (Syd): It’d be way easier on telehealth. They don't have Q-tips over telehealth.

[31:44] Speaker 2 (Brian): I don't even want to know, dude. Pink eye, sinusitis, strep throat, respiratory infections, eye infections, skin abscesses, yeast infections, herpes, animal/insect bites. Look at this stuff, guys—cellulitis, poison ivy, right? You're starting to get an idea, right? Yeah, I'll make everything available. You guys, I wanted to do this because this went far beyond, this went far beyond what I originally thought in the early stages.

[32:14] Arthritis, asthma, acid reflux, blood pressure—these are chronic conditions. Backaches, I can't tell you how many times that I have said, ooh, pulled a muscle in my back. Joint pain, gout, abdominal pain. Sprains, guys, sprains. Sprained my ankle, right? What else? All done online.

[32:40] The doctor, the board-certified doctor, will decide and they'll prescribe the appropriate medication based on your condition and licensing and stuff in your state. You pick the pharmacy, super, super easy. All of this.

[32:55] Teletherapy. I think most of us will agree there's a challenge in the United States with mental health. I'm not gonna politicize it. Too many people tend to do it. It's real. I can tell you that firsthand. I see it on the school board. I know multiple people that use that as we speak.

[33:11] Speaker 1 (Syd): Syd, me too. But I want to point out, there are a lot of high schoolers in America that are seeing counselors because of stress and anxiety, let alone adults, right?

[33:23] Speaker 2 (Brian): The availability to do this at no additional cost, confidentially, unlimited times, over the phone. I just want you to think about that number. It's massive, you guys. It is massive.

[33:40] Speaker 1 (Syd): Not to mention, I mean, a little bit of our mission is making that as easy as possible because a lot of people fight that and avoid that help. And when you need that help, the idea of it being as quick as an app on their phone makes me feel good, to be honest, man. I want it to be as simple as possible for those people to get that kind of help as soon as possible.

[33:58] Speaker 2 (Brian): Me too, you guys, and I'm seeing your questions and comments. You guys are as blown away as I am on the mental health side. Anxiety—very common with teens today. Depression, same thing. We all know adults suffer from stress—all of us. If you've suffered from stress as an adult, give me one right now. Just be honest. I'm not gonna call your name. No names am I gonna call out. Just give me a one. I'm gonna tell you this. I suffer from stress periodically. Yeah, there's a whole lot of ones coming in.

[34:30] If you know a child, a teenager, a young adult under 18 that has had problems with panic or anxiety, you give me a two. No names will be called out at all. I'm going to give you a two right now. Publicly, a two from Brian. Yeah, I'm seeing them. I'm seeing the twos come in.

[34:52] Look at that, addictions. Addiction is a problem in America, whether it's opioid or alcoholism or anything else in between, right? Bullying, substance abuse, anger management—all these things. Yeah, Carl said don't get me started. Brian, I agree. Guys, these are massive. Relationship issues—I'm not even going to ask. All of us, those of us in happy marriages, happy relationships, have all had our issues, right? It's not always rosy. It's a journey, right? It's up and down. Sometimes divorce—half of America has had divorce, almost half, I think. Parenting issues, I've struggled. PTSD, trauma, life-changing, right? All these things can see teletherapy in this case, right?

[35:42] So these therapists are available 24/7 whenever you need support. Normally, therapy is like an eight-to-five kind of thing, maybe eight-to-six, right? Maybe even eight-to-seven if they're open a little bit late for the kids after school. Right, for adults that need it in the evenings. Imagine the difference having 24/7 access to that care when it suits you, when it fits your schedule. No appointments needed. Remember the Illusional benefits—unlimited appointments, no copay. No surprise billing. Family coverage is available, right? Think of all this stuff.

[36:24] Benefits for employers? You know them all. This will reduce your insurance premiums if you have health care because they're going to use this telehealth a lot. It's going to reduce absenteeism. It's going to enhance employee benefits. You know what else it's going to do? It's peace of mind for your team because it gives them confidentiality. It gives them privacy when they need it most on whatever the issue may be, right? HIPAA compliant. Doctegrity is amazing from a tech standpoint, right?

[36:56] What else? Let me keep diving deeper. Core values of Doctegrity—it's all about the solution. They've got amazing tech though. And just as a tech geek, I like to tell you guys that. In service with empathy—I think empathy is a real need in America, we all know that. Both sides of the political spectrum—we all know we need to find a way to meet each other where they are. We don't all agree. And you know what? As a company, my experience to date has been everything that you see on the core values here. And so it makes me happy.

[37:32] Technology-wise, there's a desktop app, there's mobile apps for iOS and Android, the secure HIPAA-compliant video conferencing, the EMR, the electronic medical records stored for seven years, everything you want, right?

[37:47] So what else? Let me tell you a little more about the partnership. The Doctegrity model is built on breakage. Give me a five if you understand what breakage is. Give me a five.

[38:14] No, Connie Hagen is not the only person in America. A gift card for Connie Hagen. She's always one of my favorites, but literally the only response. I love it.

[38:23] Syd and Vanessa, I know we have slides. I know, Vanessa, you probably made some of these slides. Y'all talk about breakage, right now. Like when I bought a gym membership and paid for it for four or five years, and gyms have 5,000 customers and 300 use the facility, right? How about Netflix? I had more than one Netflix account and I paid for it for multiple years. Do you think they let me know? Is it like Brian's? Brian's four tanning bed memberships before I got real about skin care and skin cancer, and I still pay for today—about a couple hundred bucks a month—or Brian's three gym memberships. He only goes to one, or Brian's subscription to all these things. All of us know about breakage. All of us know the monthly fees you don't use, and they count on you. They price it low because they know you're not going to use it, and they want to hook you because it sounds good.

[39:27] Oh, Steve McCown for the win. Gift card for Steve, you guys. You have winners, losers, and abusers. So true. I want to come back to that comment in a minute. And Mark brought it up. Mark brought the break up earlier.

[39:41] Think about it. One, we're gonna talk on future calls about stickage and communication. We're gonna get into that deep. But telehealth is built on a breakage model. People sign up and don't use it. Guess what happens if a customer uses the service too much—they don't like that.

[40:03] Breakage is a popular revenue generation model for companies where they profit when they sell companies on the dream, but they don't really even want them to use the service. Steve said, “Brian, I used to own a tanning salon, that's what memberships were for,” right? And he's right, it's about breakage. What else? The financial impact of breakage in the gift card industry—1.7 billion in Starbucks unredeemed, 4 billion overall unused gift card value in the U.S. Got Starbucks, see that on the bottom left, you guys? I thought the Starbucks addicts used that stuff like crazy. Airline miles breakage—you guys all get it. Yeah, I'm seeing it, I get it, I get it.

[40:51] All-you-can-eat buffets, breakage. Well said, Connie. Steve Brant, “It's only a two-year contract,” they say, right? I love it.

[41:01] So gym memberships, gift cards, airline frequent flyer miles, credit card rewards—breakage, breakage, breakage. I have like three million Amex points. I'm eventually gonna use them, you know, once they depreciate them to nothing, apparently.

[41:15] Speaker 1 (Syd): I was about to say, I have reward points where they discontinued them, and it ****** me off.

[41:21] Speaker 2 (Brian): Right? Guys, this is the reality. Scott Ashbaugh, a popular chain up in the Midwest, up north, is Menards—11% back, never turn it in. Everybody has an example. Oh, I love it, Brian Wade. Thank you, man. Brian said, “I was today years old when I fully understood breakage.” Awesome, Brian. Now wait till I tie it into telehealth. Wait till I tie it into why what we did was so important, and you're going to understand the genius. And I'm going to give credit to Tommy Fry where it's due. Tommy was the brains behind what we're going to show you. I need to give him credit.

[41:57] I've got more examples though, because I won't stop—can't stop really. NIM, software licenses, prepaid phone cards, streaming services, spa packages, insurance, right? How do they encourage breakage? Expiration dates, restrictions, activity requirements, blocking, minimum redemption, and all these kinds of things.

[42:21] Now, telehealth—we got an industry growing like crazy. Almost 90%, 86% of hospitals were offering it in ’22. It's growing like crazy as a category, right? Virtual care is growing. More and more people are using it. And you know what? They leverage breakage, guys. They have a subscription-based model. You get unlimited access, kinda, to virtual consults for a low monthly fee. They are counting on a small, minute fraction of people to use the service.

[42:51] If you understand that point, give me a seven—one seven, please, only one. If you understand that they are counting on a fraction of subscribers to use the service, excellent. Thank you guys, thank you so much. That is how they price it at like what seems to be a steal. Well, don't worry. Tommy was smart. He's a sales guy, sales guy, and I'm gonna tell you what we did, and you're gonna go “genius” in a second. You're gonna go genius.

[43:22] Factors that contribute to telehealth breakage. Low awareness and utilization, right? People forget—they buy and forget. Peace of mind subscriptions. Subscription fatigue—all these things, right? This is critical. Now, the bottom line is this. Let's just net it out. What is the bottom line? Well, you use the product too much, they cancel you.

[43:52] It's the dirty little secret. You use your service too much, that “unlimited” you pay for—you get canceled. You use the unlimited Wi-Fi at home, all-you-can-drink data, not really. Once you hit 300 gigs, they throttle you dramatically. I can tell you firsthand. So telehealth, you know what they do? They cancel you, they raise your rates, they change your program plan. It's not really unlimited, it's lies. When the breakage model doesn't work—when the customer uses unlimited visits, the telehealth unlimited times—the account gets terminated. The dirty little secret of the business.

[44:29] Unlimited car wash—good one, Steve. I go every three days, so I am hosting those guys, so to speak—hosting, right? So telehealth, the account is terminated. How do we fix that? How do we solve that problem? I wasn't really sure. We did realize it right away. In all of our discussions with telehealth vendors, they were clear to us what would happen if we used the service too much. Our rates would get jacked up, or they would terminate us. They were just honest and upfront. I appreciated the truth. I appreciated it. I had to solve it.

[45:05] How did we solve it? How did we ensure that our customers would benefit from the incredible pricing we offer? And if you agree the pricing is incredible—say “I agree” or say “yes” or something. Because I think it's amazing for what we're giving for the price. And remember, there's a margin. Let's not be humble. For the price, it's the best in the market, period. I think, or we wouldn't have launched it.

[45:31] And you may say, Brian, you're banking on breakage, and I'm gonna tell you I'm not, because I designed, with a little help from our friend Tommy Fry, a better mousetrap. And I probably should credit Tim too, but I know Tommy was the original genius on this, and those two worked together and solved it.

[45:50] So how did we do it? We, instead of going directly to Doctegrity, which is the original plan and what we did, realized we were making a mistake. Instead, what if I told you we pooled our business with one of the largest Doctegrity resellers that we had a 50-year relationship with—Tommy had in the financial services space—where the utilization is sub 2%, less than 2% of the subscribers are using the service. We pooled our business with them.

[46:27] So what does that mean? We get the benefit of all their non-usage, their breakage, and our members can use the accounts like crazy. We get all the bang, all the meat, all the reward. We've diluted the risk. We've diluted the risk. Syd, probably one of the most genius things I've seen in a while.

[46:56] Speaker 1 (Syd): We've come to the biggest point, man. I'll tell you what, I'll tell you. Banking. They don't use it. Listen, I'll tell you. I know the exact instance about 22 years ago when Tommy and I worked for a dealership and a guy's wife had a major cancer surgery, and they dropped all of our healthcare because the account exceeded whatever the number was they expected, right? Because of one guy's wife. I mean, what are we gonna do? Not take care of the guy's wife? Are you kidding me? Like, yeah, no, it's brilliant. And yeah, Tommy was on top of it for sure.

[47:32] Yeah, Tommy was on top of it 100%, right? Listen, the point is, and Brian was being just a little bit humble. We have one of the best programs put together, and I agree with Steve. The telehealth alone is more than worth the fee. Now there's some other stuff that's included in it, right? There's some other stuff that's available.

[47:57] Typo on the slide, you're going to make Vanessa get insecure. Vanessa, you can't make mistakes. Unforgivable. Oh my gosh, I can't believe you made another mistake. Is that number two for today?

[48:15] Speaker 3 (Vanessa): It's two for the day. Fire me immediately.

[48:20] Speaker 1 (Syd): We're just playing.

[48:22] Speaker 2 (Brian): I appreciate you, Joseph. Hi, I'm sorry. Yeah, no, I sent Vanessa a text this morning that says you must remember everything every time. Like, you can't make a mistake. It's so funny, Syd, right? It's my running joke with Vanessa. She's human, she's pretty **** good, but every blue moon, you know, small things happen, I get it, right?

[48:45] Hey, listen, guys, I wanna end with this for Module Two. This point is the secret sauce and what makes us different from anybody else. We were able to tie into—what if I told you—a network of a couple thousand financial institutions with millions of customers that almost all are not using the product. So we're burying our volume with theirs. So we get to benefit in a big, big way, you guys. So that's our little secret sauce. Shout out to Tommy Frye, Tim Pearson.

[49:22] I love it. I love it, love it, love it.

[49:27] So somebody asked a great question. It's Gary. Hey, Gary. This large Doctegrity partner of pooling—I love that you set this up for me, my man. All right, I'm gonna answer Gary's question. Why don't they just offer this and go direct? Well, guess what? They're, I don't know, a 50 or a hundred million dollar company right now. They're pretty big. I don't know, they're private, so I don't know their exact numbers. But they're big. But guess what? You remember when I talked about how I, slash Tommy, have already lined up a potential buyer for Illusional as we build it out? I'm not gonna tell you, but I bet you can guess who that buyer might be, Gary. Do you get what I'm talking about? I bet you could guess which company that has a massive relationship in financial services would love to have a network of agents with thousands and thousands of retail businesses we brought on board. I promise you, we've thought this thing through from all angles, all angles.

[50:29] I love it. All right, you guys, let's do it.

[50:33] Somebody said Doctegrity—Doctegrity starts for one person at like 22 or 24 bucks. The family plan is as much as in the 40s, mid-40s. It's limited, it's not as good as ours. It doesn't have all the same things, and I will tell you this, you're not really competing against any other vendor. You're really not. Nobody's looking at all. We're serious when we say one product there—that's it.

[50:59] Speaker 1 (Syd): Yeah, I kind of watched this thing a year ago. If we wouldn't have, we easily might have tried to, and I get anxious sometimes, but we did it. We wanted to do it right, and we wanted to handle it properly.

[51:16] Speaker 2 (Brian): Guys, here's what we're doing. This is Module Two. The next module is gonna be your favorite. It's everybody's favorite, it's Brian's favorite, it's Syd's favorite. I know it's Tommy and Tim's favorite. It's the money slide, the next module. We will do it early. Actually, I don't know. I'll defer to Vanessa. She'll put the word out in the Facebook group. She'll put out emails. She'll bombard you. Don't unsubscribe. Just hit delete when you're like, “Vanessa, please stop.” Okay, listen, we're gonna get into the key points of selling it. Syd's a master. He's a master. I've seen him do it. Did it yesterday, boom, on an association. Way to go, Syd, by the way. First association out of the members that I've seen.

[51:54] Next, we're gonna get into the money—the money math, how to scale it, how to stack it, how to make it, how to accelerate it, and how to really, really turbocharge the thing with groups and associations. That's what we're gonna do on the next training. I'm gonna do this, Syd. I wanna turn it over to you.

[52:11] Vanessa, why don't you go ahead and kill the recording right now.

[52:28] Okay, I think she stopped it, and I'm gonna turn it over to you, man. Why don't you take any questions, anything we have, and finish up strong, man. Yeah.

[52:40] Speaker 1 (Syd): Listen, I mean, you're gonna find, you know, I'm not the—I'm not this—I'm not gonna claim to be the smartest guy in the world. Let me share my screen real quick. Make me a presenter, if you would, Vanessa. Give them something nice to look at. Me? Right?

[53:02] I'm not going to say I'm the smartest guy in the world, but if I say there's 100 pounds, write down 100 pounds, right? I mean, I just, I don't play with any, you know, dancing around the bush type stuff. I'm very, very genuine and very direct. And you'll find that as you get to know me, and a lot of you already do know me and already know that. And I'm, you know, talking to myself, right?

[53:21] But when I tell you we orchestrated the best telehealth offer program that we possibly could create—and who wants to be second best, who wants to be third best, fourth best, fifth best? We don't. We created the first best, right? And you can say that with confidence. You can try and pick as many holes in it as you want. You're going to find out that this dominates price-wise. This dominates coverage. This dominates ease of use, unlimited use, the same way we set it up. I mean, who would have known, if Brian wouldn't have been transparent about that, that we went that far into setting it up perfectly?

[54:02] Secondly, most of you, but not all of you, might not know this—we're mimicking a very highly successful model that we just came off of a three-and-a-half-year bit where we did nine figures. Right now, write that down so you can figure out exactly how much money I'm talking about—nine figures. We've been down this road. Did we learn a lot of things? Did we learn a lot of mistakes? Did we have to make some corrections? We did. But guess what? All that learning and all that from that three and a half years is being brought into this one. That's why, to be honest with you, I'm more excited about this than I am about what we did the last three and a half years. For multiple reasons. One, you get paid the same the next month in two weeks, right? Think of all the commissions you could collect in the time that we waited for, you know, the ERTC claims that come through. Two, everybody's a qualifier—is a qualified lead. There's no company that doesn't qualify.

[55:02] I remember, uh, I was doing a close for a lady down in South Florida. A guy had seven McDonald's. I had no idea. I closed the guy. I thought I was, I thought it was awesome. And then he told me he had 900 employees with ERTC. That means he didn't qualify. It means it was a complete waste of time, and we failed. There was no way to win. They just didn't qualify. With this, everybody qualifies. Immediate commissions, recurring commissions. You get paid a year from now, you get paid for the work you put in this week. That is the secret to taking it to the next, next level.

[55:29] All right, let me—I see some questions I want to answer. Hold on. When will we be able to get started promoting this? Uh, today. Please clarify the ability to sign up an individual versus a business. Is that an option? Um, well, you would sign up a business, and then they would sign up each individual employee. Now let me go a little further in that call.

[55:59] When speaking to a business, right. You know, in most cases, you're going to find where people are going to want to sign up and then sign up all their employees also and have it as an added benefit. If for any reason you got some cheap business owner that, you know, just doesn't want to spend any money. And listen, they're out there. Trust me, they're out there, right. The Z, a lot of you know what I'm talking about, not all of you, because let me re-explain. We call it Z-ing a deal, which means you've tried everything from A to Z to try and get the deal. When you Z it, it's kind of like your last, last-ditch offer. And you'll take a take-it-away, then just walk away with nothing, right.

[56:43] So when you have to Z a deal, you say, “Okay, well, you don't have to offer this to each and every single individual employee. You don't have to buy this for each and every single employee. Well, you just offer to share it with them and let them opt in or opt out on payroll deduction for it. And that way it costs you nothing, Mr. Business Owner.” Right? Now they were, “Oh yeah, sure, okay, yeah. I mean, if they want it, they can pay for it, but I'm not paying for it.” You get that guy, you get that owner, you're not gonna lose. You still got a deal there, right? It won't be as good as him signing up everybody, but you can still just sign up, give the employee the offer.

[57:24] And I promise you, when you start thinking about it, dude, break down the numbers, tell the story like I was telling earlier. “Hey, how would you like to spend $1,000 a month on insurance?” I thought about it, called in one prescription last year. I paid $18,000 over the year for my health insurance, right? And if I had a problem, I'd have to pay a $5,000 retainer. Come on. I'm 20 grand in for one prescription that I could have gotten away with for less than $480. I don't know, man. I feel passionate about this. I help my mom, and I have to deal with a lot of her—deal with her insurance companies. It hurts me horribly. I feel very, very passionate about—I think the public is getting absolutely abused. And I really do feel that we have a mission to go out and educate and share as much as we possibly can with this solution because it's going to help so many.

[58:21] Right, Vanessa, do you have something?

[58:24] Speaker 3 (Vanessa): I'm going through a lot of questions coming around. So I did want to follow up on Carl's question about the ability to sign up as an individual. If you do run into a sole proprietor or a single-owned business, a single person that doesn't have any employees, yes, you can still sell that to them. I don't know if you guys talked about that versus setting up individual employees, it's kind of a different scenario. My husband is a sole proprietor, and he purchased as a business owner one membership, and it covered myself and all of my children. So yes, an individual can sign themselves up, Carl, if that answers your question. And Joseph had the same question as well. Let's see.

[59:13] Okay, so Joseph asks, as a retired law enforcement with no sales background here, what's the best resource I can use to get started? How do you break into this, Syd?

[59:26] Speaker 1 (Syd): Hold on, read the question again. I was reading other questions. Oh, for sure.

[59:30] Speaker 3 (Vanessa): As a retired law enforcement worker with no sales background, how would you break into the business?

[59:40] Speaker 1 (Syd): OK, first off, whose name is that?

[59:44] Speaker 3 (Vanessa): Joseph Syddita.

[59:45] Speaker 1 (Syd): OK, Joseph, are you married?

[59:55] Speaker 2 (Brian): You are married.

[59:57] Speaker 1 (Syd): And you're saying you have no sales background and you're married? You've got to be kidding me. Like, you've got to be kidding me. If you're married, you took the woman into devoting her life to you, and you don't think you're any closer? OK, all right, we'll go along. I'll play along that you're not a salesman, but okay.

[1:00:19] Listen, you're born a salesman, that's the truth. You can hone your communication abilities, right? But you're born a salesman, right? And if you'll listen to me and just take notes—and especially you, Joseph—if you'll listen to what I'm talking about and how to present it, and then just take the verbiage that I'm using and make it your own, you're going to sound unnatural if you try and say it just like me because you're never going to sound just like me. But you can tell the story, reiterate my rebuttals and verbs, and you'll sound very natural. And just work on that tonality to where you get matter-of-fact and confident. You'll see sales coming in whether you intend on it or not. Guaranteed. I can't tell you how many thousands of people over the last 15 years I met that were of sales that are now hardcore closers.

[1:01:10] All right, Connie asked a good question: in that scenario would employees be paying on their own? Yes, it would come out of payroll deduction. Yep. But I love it because you got a Z on every single deal, right? Where were you in law enforcement, Joseph? My whole mom's side of the family is in law enforcement here. Local County Police, Highway Patrol. Okay, all right, yep. So, you know, there's more sales in the police than there is, you know. On the weekends, I help a friend at his gun store, and man, I meet a ton of those guys because they're in there quite often. But anyways, I'm glad to hear that.

[1:02:12] Can a customer see the same doctor or therapist over time? Continually is crucial. Absolutely, 100%, Rebecca. Nobody wants to meet a new psychiatrist each time, right? I'm sure you would get assigned one. I'm guessing on that. I'm not 100%, so let me talk with Tommy and make sure, and we'll answer that on the next call. But that's a great question.

[1:02:37] Individual sign-ups—say they want to get it. There's no individual form on the Illusional landing page. You just need to call the support number to request membership. I'm not 100%. I'll have to find out. Vanessa, do you know the answer?

[1:02:49] Speaker 3 (Vanessa): I know—I'm trying to understand the question, Gary. There's no, there's not a form for an individual. You just select that you only need one membership on that enrollment form, and then you just get charged for one membership. So it's all the same form. Yeah, no need to call in. Just click when it says number of employees. You are your first employee, you're the only one. Just click one. You buy one membership, there you go.

[1:03:22] Joseph's asking a great question: if an employer has a hundred employees, obviously they don't want to enter them all in manually. Joseph, absolutely. What a fantastic problem to have. Yes, please work with support. We will get them entered for the business for you. We're working on a mass import functionality. So the business will be able to just upload a CSV, an Excel spreadsheet file, to load all of their employees at once. But for right now, that is gonna be a done-for-you service. If you get a large deal to come through, we will absolutely take care of that for you.

[1:04:13] A business name, yeah. On the form where it requires a business name, they can use their own name, right. So can an individual sign up as a business, a non-business owner, sign up as a business? Yes, yes, yes, yes, it's just themselves. We're working on that, Donald. Moving subtly along. Cool.

[1:04:42] All right, have we missed any questions?

[1:04:45] Speaker 3 (Vanessa): Everyone is very excited and typing a lot, and I see there was a lot of repetition, so if we didn't say your name associated with the question, we might have just answered the question with somebody else. But you know us, we don't leave any question unanswered, and there's modules.

[1:05:08] Speaker 1 (Syd): Let me ask one question real quick because I already know the answer, but I just want to hear everybody. Do you like having the modules live like this? We found it to be so much more valuable than listening to a recording. Yeah, OK, I thought. Yeah, I agree. Like, you know, never forget, I'm the guy—and I'm sure a lot of y'all are too—I always think of the question I want to ask after I get off the phone with somebody. I always think of the question I want to ask when I'm listening to a recording and I can't ask it. I need it immediately, I'll forget it if I don't write it down, and you know, it just becomes, you know, so much more. So all right, unanimous yes, love it, good, awesome, I'm glad.

[1:06:01] All right, well, with respect to everybody's time, we're gonna rock and roll. Thank you so much, Vanessa. I love you, you're awesome. Yes, and I hope everybody's, uh, I hope everybody's excited. If you're not already excited, I don't know what else will get you excited. I'm telling you, we have got a tiger by the tail, and you are the first to get at it. So take advantage of it now. See ya. Thank you. Bye.