0:01 Welcome to today's episode of the hybrid this podcast today we have a special guest Anthony gonna who is going to come speak with us as well. And Mr. Dr. Lance knob. Well, part of the country calling from Dr. Lance. 0:15 I am just outside of Philadelphia in Medford, New Jersey, New Jersey. 0:20 Okay, we, one thing I love about the technology space and even the podcasting in general is it gives you opportunity to talk to specialists around the world. And New Jersey is a long ways away. I only been in Jersey once. So it's kind of cool, having conversations and having intellectual conversations. So one of the things I want to talk about early as I read your background and how you started your medical practice, can we briefly started, like how you kind of ended up here. And when you started your journey as far as becoming a doctor and that whole story, your medical practice and all that stuff? 0:53 Sure, yeah. Well, first of all, thanks for having me guys. So excited to talk to you guys. You guys are impressive. Love the Real Estate Software combination and everything you guys are doing. So yeah, as far as when I started my entrepreneurial journey. You know, my wife and I are both physical therapists we were one year apart in our school, we actually met in Aberdeen, Scotland lived and studied abroad, one of the best things I did just totally opened my mind the world and get to see so much, highly recommend it. And started working for a couple years didn't think I had an entrepreneurial bone in my body, you know, just wanted to really master my craft. And I did that and I took every continuing ed and you know, at opportunity got certified in everything became a board certified orthopedic specialist got my doctorate in physical therapy was really just, you know, working hard and just loving it all. And then I started to realize that I thought things could be better, there could be a better way that physical therapy and fitness can be uniquely brought together and combine. And if you really look through the client, the customer's best interest, and started to do some research or the reads or the study, a colleague of mine knew that I was, you know, headed in this direction. And he introduced me to someone who had a boutique Fitness Center who had a small space. And this gentleman actually wanted me to buy the fitness center called ever fit in Medford, New Jersey, and I just wasn't ready for that my wife and I weren't ready for that. So we ended up subletting 300 square feet the size of average american bedroom, we didn't have any windows in this room, we didn't have any outside signage, you know, we were so frugal I mentioned to you, I really love profit first and you know, trying to get established before you know, stay profitable and, and have healthy profit. So we actually didn't have a copier, we walk next door to Murphy's grocery store and made 10 cent copies for the first couple of months. But we, by serving these fitness clients and, and over delivering for all of our clients, we started to get traction, and then we ended up buying the fitness center within about a year and a half. And, you know, I'll give you the rest of the story just quickly. And then we can dive into anything and everything I really studied partnerships, I wanted there to be a win win for our best people. And those opportunities didn't exist in the physical therapy industry very, you know, hardly at all. So I created this partnership track. And really even in addition to our physical therapists, I tried to create incentive opportunities and really have our, our performance based, you know, models, so we were recognizing everybody on the team, they knew what success look like. And, you know, one of our partners, probably in like, 2014, at a development plan meeting, I said, Well, you know, what are your short and long term goals? And they said, Well, I want to be the CEO. And I said, Whoa, what about what am I going to do is what I thought I took a deep breath and and realize that this can be a great opportunity. So we continued to map out a development plan. And then in 2018, it came to fruition, I literally handed off the CEO hat of our first child right of a five location practice. That was all of our savings. And you know, we had done some 401k in a traditional investing. But really, this was the great mass of our life savings and our life work and hand that off and tried to figure out what the hell I was going to do next talk to a franchise broker realized it was too entrepreneurial for that and decided I wanted to help other entrepreneurs and pay it all forward. So I put it all into a book called the 4% break through all the painful harder lessons I learned and being an operator for 13 years gone from zero to $3.4 million company and and that's where my focus has been just really helping other entrepreneurs stay healthy while they're scaling their businesses. 4:51 Man I love it man. I love everything behind it in the story, you know, starting from the beginning Profit First it's kind of we aligned with all those same I guess I don't even know what they are the ideas. I love it. So I think anybody that's building or has built any company at any level of success, you know, we know that that can take a serious toll on your body. So I love the model that you're pursuing is how to take somebody from start to finish, not only in business, right, and in finance, but also in health. So I think that's what would differentiate you from a lot of people that are in our space. So can we kind of talk about that a little bit like you have a guy like myself and Daniel, we're working really hard trying to, you know, see what the bigger picture is. and automatically you put little time aside for yourself and for your own personal health right? And that we've been working on that with for the last year, Daniel, myself, but where does somebody start with they don't know where to begin, you know, they've never, never been in really been in a gym never been into bodybuilding or counting calories or food partitioning. What's a good starting point for somebody in that? Can you talk a little bit about the progression of how that would work? 5:57 Sure, I'm gonna give you a detailed answer on that. And I'm going to give you a story for that as well and really explain why it is my passion. In 2011, when we had three offices, about 30 employees, and we just had our third child, so we had three children under the age of four, I was working 80 plus hours a week, not sleeping much not exercising much, even though I'm a physical therapist, personal trainer, and that was our business, just generally abusing my body. And my body finally had enough and revolted and my digestive system, my GI system, finally, not finally, but it's shut down, and I couldn't eat and had, you know, either to run to the bathroom, or I was in the bathroom all the time, right. So I had to eat some, you know, bananas, and somebody luckily recommended just a friend, not a nutrition expert, but to try the BRAT diet. And that calmed my digestive system down and I was able to at least get some nutrition. And I had begun to go and endoscopy and studies to rule out cancer, celiac, Crohn's, it was it was pretty, it was pretty bad. And I was rendered helpless. And I was wearing all the hats, right? And I was treating 12 hours a day and you know, 30 person, three hours company. So to be stopped in your tracks, it was pretty tough on me and the business. So to answer your question on how to approach that, fortunately, you know, I figured out how to power through that. And this is the exact process that I eventually became the 4% breakthrough, my book. So to me, it's three steps personal development, personal professional development, and then it's business fundamentals. Secondly, and lastly, it's its lifestyle. And every in my book, every chapter is a step in the process. So the lifestyle steps are mental health, nutrition, exercise, sleep, and posture. And then I probably add post book, I would add, like humor and play as just things to stay healthy. So at the beginning, you know, it's like a Jim Rohn, quote, right? People rarely succeed beyond their level of development. So that's why I stepped wanting in that personal professional development. And my book process is just like slicing it from a few different ways, right, figuring out your, your, your purpose, that existential thing, and just really asking some tough questions. And then business fundamentals. Right, this is what I'm working on with my coaching consulting. And you guys probably with this, it's, you know, have a structure, have an org organization have some type of framework, have position descriptions, so everybody knows what the heck they're doing, specifically, every single day, have your processes or systems, whatever you'd like to call them, have a marketing plan, have a game plan, have a strategy? And then lastly, just, you know, do some skills gap assessment know, what you have on your team? And what what roles and gaps you don't have, so you can keep working to try to replace them? So that's exactly what I would recommend Anthony Hansen. Fantastic question. You know, really think introspectively decide what's important to you start to leave in the fundamentals, and then integrate all these lifestyle things, because so often entrepreneurs make extreme sacrifices, just like I did. And if you lose your health, right, what do you have at the end of it? So that's kind of sort of a high level, like how I put that exact process to serve entrepreneurs together? 9:22 Well, one thing I want to ask and this is more of like passing on responsibilities. One thing that's, I think shows scary as you you built this business for 13 years and then handed the reins to somebody else. Do you still have like, are you on the board and still have a board meetings and he kind of handled day to day that what does that look like as far as handing over handing the CEO reins over to some not necessary stranger but somebody new and you brought into the company? 9:48 Yeah, great question. I think that actually probably gave a little too much room initially and partly because again, I was trying to spread my wings and do all these exciting things, figure out, you know what I was going to do and As you know, people need support. But they also do need a little bit of accountability. So then we ended up doing what John Maxwell does meeting monthly, as like a really just regular check in on both ways, support and accountability. And that was a nice rhythm for us. I don't know if you know John Maxwell leadership guru. You're not that many people have done this. So humbly speaking, you know, Gino Wickman, the author of traction and Eos, if you're familiar with him, John Maxwell, obviously, Jeff Bezos, Ray Dalio, one of the most famous investors, it took him like 35 years, I think, and he had to hand it off to two CEOs. So yeah, it's not easy to do to really develop somebody. And it would be scarier, if you actually handed it off to somebody outside the company, we'd already been working together, you know, right from this person was one of our interns, you know, doctor, physical therapy intern. And then they came on as a physical therapist and became a manager, and then director of operations. So we were in the trenches together for many years. And my analogy with partnerships, is that you really have to date before you get married. Because once you become an equity partner with somebody that is like marriage, and unfortunately, if it doesn't work, it's going to be like a divorce. It's going to be painful and expensive. The only one that's going to win is going to be the attorneys. 11:14 Yeah, well, one thing, one thing that we saw recently was having like an arbitration agreement that you're going to do this in arbitration without lawyers. And I think it's one thing we got from recently talking to somebody about that is having like preset standards of how you're going to handle disagreements or breakups, essentially, 11:31 yeah. Well, you know, that's a great point, we had an agreement, arbitration. And, but we didn't have this without attorneys clause. And unfortunately, just FYI, once you get to arbitration, they're basically expecting some type of payment, right, and, you know, just offer all entrepreneurs listening. And for you guys, turn your antenna up for, you know, age and sex, like, you know, sort of like the common opportunities where somebody could claim like age discrimination, or sex discrimination or harassment or something like that. All those things, because we go to arbitration, it's almost assumed that the the owner of the company, if it's an employee situation is going to pay some money. So FYI, we thought we were really doing a genius thing, having this arbitration thing, but it limited it from from maybe going to court, which it doesn't solve every problem is my point. 12:29 Okay. Stuff weird stuff we learn on podcasts. I love podcasts as a whole. Because like you said, you've dealt with certain things that, like so it's one of those things where you hear things and you always like, that's a good note. But that's awesome. Yeah. 12:45 And you and I can talk more about that, for sure. Give me a couple of specifics. 12:49 Gotcha. No, I think it's a it's and this is where like, I think hiring internally, and it's good that you have that person inside that you can trust that was already doing things kind of gives me the more responsibility. And they're already understanding where the business is going. So it's easy to pass the reins to that person directly, because they've already been, they've already been working next to you for so long on them and things that you're going to do you think they already understand how you're going to operate? And a decision you would make based off of that experience of working with you? 13:17 Yeah, for sure, it is easier. However, when somebody is in the driver's seat, you it is totally different. So you just don't know how they're going to go. And, you know, just sort of speaking in extremes. Right, I would, I would not recommend, like, I recommend maintaining the majority ownership, right, you know, so we really did, you know, minority partnership, where you know, you're still the majority owner, right? And you still have the ultimate decision making power and control. 13:47 Did you do that with all of your partners, because I remember reading your bio, you have like five different partners as far as Doctor partners to help operate these location, or they have minority ownership as well, when they took over that, that port that portion of the business? 14:00 Yeah, so So my wife and I were partners in the business. And then we took on three physical therapists, doctors of physical therapy as partners, and they weren't necessarily owners, every location. That's almost like a franchise model. Some people do that. They make, like every new company, like a new entity, right? It's almost like real estate. And you guys might do that, you know, set up a new LLC for certain property, whatever, and have like an umbrella, you know, holding company or something. But no, we brought them on into the overall pie of things so that everyone would be incentivized to grow the entire organization. 14:32 Gotcha. Well, we 14:34 recently saw that, I think is Daniel sent me a quick video and the gentleman was talking about he has a pretty large sized business. I think it's a real estate company. Yeah, he gave everybody in the organization from the people working in the office, everybody a small percentage of all deals. So that way, as we grow, and we get better and more efficient, we're reaping the rewards. And I think that's that business model is genius. 14:57 Yeah, you know, there's someone that was just in my clubhouse. room this week Doug Turner's lesson, I think it's McCarty. And he's done that twice. Now he's had an eight figure and a nine figure exit and in real estate, and he used what's called an ESOP. ESOP. So yeah, definitely some people have done that and master that. And I would definitely consider that for sure. And yeah, I mean, I've done it a slightly different way. We had an LLC, and people came on as partners. But I guess the point is, I do think that creating extra layers of incentive and win with your team is really valuable and underutilized. And, you know, totally worth considering. 15:37 Yeah, so we have a business model in real estate, where we do the training, people go out, find deals, and then we, when they bring the deals back, we look at like, what kind of incentives will keep those people bringing us more deals, whether it's on the lender side, right, so you have somebody with private capital parked in an IRA doing 3% or 4%. And we're like, man, we could take that money and just move it to a different account and get you 10%, without any activity at all. Right? So we're always looking for those money partners. So everybody plays a role in the organization. And depending on what they bring to the table, they said, then we figured out how we can either add them on to the marketing department, or how do we get these people pay? And and how do we reward them for doing the activities that benefit all of us. And yeah, there'll be a solid core team, I would say there's a, at least sub 20 people that are working on behalf of the company with the company, and they're not even on payroll, these people are all on commission, and they're all doing the things that would make the company grow together. Because we're all like, we just locked arms together, we have a bigger vision. And nobody is really like saying like, hey, you know, what's in it. For me, we're just all we have our head down, we're all working, we're all pulling in the same direction. And I've never seen anything like it for something to come together like that organically. So we're pretty excited about what we're putting together on our side. 16:48 I love that. That's so impressive. And how did you guys, you know, get to this point, it sounds like you have an incredible culture. And what what asset class is there an asset class you're specializing in or focusing on. 17:02 So it's just software in real estate right now. And like I said, the only reason there's a software company, so that kid, kind of it's the acts as the glue for the real estate mastermind. So people find it because they think they need a piece of software, maybe they're already interested in land is what we specialize in. So people subscribe to the software, so that they're kind of like, in the circle with us, and being able to learn from us and network with us. And you know, like says, kind of provide value both ways. Maybe they need help with lead generation, maybe they need help with negotiations, maybe they need funding. So again, it's just like a like a, that's why it's called hive mind. It's like a like a almost like an organism, right behaves like an organism, where everybody has something to contribute. And then also everybody needs help with something as well. So like I said, it is pretty organic, the way that it's developed out, there wasn't really no stretch, like we didn't say, Hey, this guy is going to be the master of marketing. So let's put him in the marketing department. Like I said, Everybody's just kind of doing what they're really, really good at or interested in. And then we're all contributing to kind of to the overall big picture. 18:01 I love that name. That's a great name. I can really visualize that. And now it's like a beehive with you guys all working together synergistically. That's beautiful. 18:07 Dream come true man. Like from the branding the name of the company all the way to the way that it's behaving. It's like it's work. It's functioning the way that it's designed. Sometimes I feel like Dr. Frankenstein like it's alive. Like it actually worked. 18:21 Where did you guys learn your lessons, though, to put this together? Because right, you don't just accidentally create this perfect model and culture the first time. 18:30 I think through a lot of failure, I grew up in construction, right? And I was like kind of that guy that had a carwash couple months. And then next thing you know, I have a construction business and like I'm trying to invest I bought a commercial property and opened up a car dealership. Like I was just anything that would work. So I think just having so many ills of from trying to build community culture, network with people have salespeople in place and management, and just you fell enough time. So you figure out how to do it right. And I think this time, like I said, it's completely organic, the way that it worked itself out, just from having knowing what to avoid, and what helps people and what attracts people, and then kind of what pushes people away as well. So it's the perfect synergy between just a daily experience, and then also piecing this together. And then we read a lot of the books to you know, like traction and the one thing and so we kind of tried to stay in front of like business culture to see what's happening and what's working for other people think is exciting. And then you just were like, We're every bit of like scientists, like we just keep running experiments and 99 fail, and then you have that one that just seems to be a hit. And then we keep that and then somebody else comes into the machine. And they teach us something we didn't know 90 days ago, we immediately delete the inefficient way of doing it and adapt to the new way of doing it like immediately without even thinking about it. Just a quick pivot. 19:45 Yeah, totally. I totally relate to that. Again, as a you know, science trained person with my bachelor's and extra science and my doctorate in physical therapy, you know, did a lot of you know, we had to do a lot of scientific writing, you know, through our process and training and of course, read research articles as far as providing evidence based care. So that fifth grade science, you know, project that and scientific method that we all learned in elementary school. I love that both for you know, operating your business and for marketing planning, right, just really having assumptions and hypothesis and then, you know, running the test and seeing what's working and then making adjustments. 20:23 I love it. You know, I grew up, I got my first bodybuilding magazine when I was 12 years old, my uncle came home and flex magazine, and Arnold was on the cover like this. And I said, What the heck did that guy do? So I just started reading and I started getting ro RO, like obsessed with just protein synthesis and like, what hurts the body? What helps it and what makes things break down? And when you are broken down? How do you repair in a short amount of time. And I researched a lot about the not so good ways to do it, right like steroids, and then like also the correct way to do it, like you know, just eating enough protein and fat and kind of balancing that with carbohydrate. So I went down that rabbit hole, but same thing, it's like 40 years or now 30 years of experimentation, right just in bodybuilding and science and medicine. And again, like having putting your body through the wringer and then try to bring yourself back from the dead. Without hurting yourself. It's all yet it is all in the name of science. I feel like even in software world in the real estate world. We're constantly running new campaigns and split testing and like you said, that scientific method it goes with you for the rest of your life and your business career. So I love on your side, how you found that synergy and you apply it to business very rarely does anybody do that? 21:31 You know, all the longevity research is really just popping with Peter, Tia and all these you know Andrew Freeman and all these guys, you know, even Tony Robbins jumped in and like started the business and that and even Grant Cardone just partnered with a guy to get into the game. But Ray Dalio I mentioned in our pre talk, you know, has the largest venture company, venture capital company in the world. He really got into, you know, computers and AI, like, you know, years ago and brought that in. So there's a few people that are just leaders thought leaders that kind of combined some of these best practices. 22:08 Yeah, I've been following a lot of those guys too. I actually got lifeforce from Tony Robbins just recently, and I went down the rabbit hole of peptides. So I'm looking a lot at like the some of the things they recommended, like stem cells and all that I think, ethically sourced stem cells anyway, like Tony kind of mentioned that, but also just just peptides in general some of the new stuff that's coming out, like they can active actively fix and correct things in the body without having to turn to you know, chemical medicine, petroleum based medicines, I love the idea that you can put a amino acid into your body and it stimulates the thymus gland to boost up your immune system you know, so now I'm down a whole new rabbit hole but again, all the while trying to run my body just as hard as I could run it but keep from damaging things and like being conscientious of of anti aging, controlling sugar, you know, having enough of the Collect types, correct types of cholesterol bloodwork, like like we're really doing the whole nine right now Daniel myself 23:06 know that. Wow. And Daniel your Anthony's got you put in on all this health stuff as well. 23:11 He's, he's He's driving me down a lot of this stuff. And like, I'm starting to get curious about it. But a lot. I'm very, very new to it. 100%. But it's one of the things we're like, it's, I mean, us as entrepreneurs, we take on a lot heavier burden than a lot of other people. So you have to be conscientious of your mind, spirit body all together, because I feel like you're we're entrepreneurs are gluttons for punishment in their own way. 23:40 Definitely. Yeah, you're right. 23:43 Yeah, I've been doing. I've been doing a lot of blood work lately. Like, I've probably done like, four blood tests in the last 20 years. But just now ever since reading, lifeforce, I'm like, I think I've had four blood tests this year, right, just like every three months. So it's interesting to watch the way things change, like from your inflammation, and all that other stuff based on your exercise and your diet. So yeah, I've just been really, really trying to dial it in right now. 24:07 Yeah, me too. I just had lab work taken Yeah, two or three times in the last six months, which is way more than I've ever had, and even some extra markers, right? It's crazy for men, I would totally recommend for any men listening to get your baseline testosterone because that's not going to be included on a standard panel. And then you won't really know as you get older, right? I'm 51 now what your baseline was so so do that know that measure that That's great advice. 24:35 Yeah, man. So that's something that I've been actually I'm getting my parents involved. I got my wife involved, right to check like your T levels. estrogen levels. Yeah, yeah, we've been looking at like an A one C like to see what's going on with inflammation in the body. We've been starting to look at more and more markers. So if you look at cholesterol even right, like it's just LDL versus HDL and nothing else, but if you look at your inflammatory markers, that kind of tells you a little bit more than just having, you know, a low HDL and high LDL. So I'm really getting down to fine tuning this stuff where I feel like if you're not looking at your blood and fine tuning, you're probably in big trouble already, based on everything that we're eating and being exposed to and you know, carrying around a little radiation devices. If you're not thinking about what's happening inside of your blood, I think you're, you're off to a terrible start already, whether you know it or not. So that's kind of like, I'm just telling everybody, I know that we in case 20 years from now, I see some of my friends I went to high school with now we're getting very sick, it's hard to pass away. I'm like, Yeah, I wish somebody had told them what I know, 20 years ago, so I feel like the same way that I feel like financial responsibility to teach people about real estate. I feel the same thing about like, you know, your your health responsibilities, like we should share this information more than when we're currently doing it right now, we should be shouting it from the mountaintops. 25:48 Totally. That's why I'm so passionate about, you know, you know, my cause of really, again, helping entrepreneurs stay healthy. Because you're right, the entrepreneurs just like you said, they do, we tend to really overdo it and run in the red for extreme amounts of time. And it's just not sustainable. Right, you will burn out. And there is another person that it's good to hear they're starting to be more happening. There's a man named Richard C. Wilson, who has the biggest family office in the United States family offices are kind of like financial planners for the ultra wealthy. And, you know, probably like a single line that just sort of says it all right, a person with their health has a million goals. A person without their health has one goal. Right. And Richard Wilson at his conferences, he has people in the room, right, who spent, you know, the conference might have been 50,000 hours who spent 50,000 hours this year on personal development, who spent 50,000 or more on their health this year, and nobody raises their hand. You know, so yeah, it's, it's a problem. 26:51 Yeah, I like what we're going with, like Peter Thiel, and these guys are, you know, what's the gentleman's name from the X? The X project? Or what is it where he's constantly doing now these new like tests, or X PRIZE? They're starting to look more it's like medicine and AI. So now you can start to run these models, right? Because right now, it's all guesswork, right? You take a look at all of the bloodwork and then you have a pretty good idea of what should happen in this person's life. But if you run an AI model against it, it could say, hey, look, you know, you're 20 years early for x. And you can make these really, really fine adjustments based on what what's going to be happening inside of your body 20 or 30 years from now. So I think medicines heading to a really, really interesting place. Yeah, that's 27:29 not David Sinclair. He's a big longevity guy. He's at Harvard, but that's 27:33 probably what Sinclair Yeah. His work with metformin. And mmm, I actually have Yeah, I have some NAD plus, like, it's a prescription grade. Yeah. 27:45 Okay. Well, you know, connecting to AI and everything. And again, rein me in if I'm off topic where you guys want to be on what you want to focus on. But you know, Elon Musk's company, neural link, Are you guys familiar with that? 27:58 Yeah. Watching that for a while now. That's getting scary. Good. Yeah, 28:02 yeah. And his first, you know, uses are going to be brain injury, spinal cord injury, vision loss, hearing loss, right. So for the people that don't know, it's like, an Elan is where it's gonna be like putting a Fitbit with two leads in your brain. So it'll be a brain computer interface. So it'd be the first time now there'll be equal flow right now in our cell phones, we get very fast outflow, right, we can get messy information quickly. But we're, you know, very slow, of course, with our thumbs and fingers typing data in. So now when that's equal, it's going to be a whole new level. And of course, it's going to have just like the internet, right, these amazing possibilities of fixing spinal cord injuries. But also, of course, you know, we do have to be careful with you know, even Elon thinks we have to like regulate AI a little bit more. So we don't turn into like Terminator scenarios. And, you know, you kind of use the the joke of like, how do we eliminate spam, email and computers might be one of the simplest answer is just like eliminating humans, you know? 28:59 I always talk about how, like, if, if the machine right, deems you a bad person that like, maybe shouldn't exist anymore. Like, it'll go to push button status, where like, they'll just delete you, right? Like, if you're like a serial killer or something, the machine could just go book and that guy doesn't exist anymore. So we're moving into some interesting times. And that's something that I think about a lot too. I love Elon and I've been watching a lot of his companies for a while, but I'm a bit of a futurist myself and I predicted that the cyborg between becoming a human and a cyborg the way to make it acceptable into society right so the masses will adopt it is by first fixing broken people right and that's the first thing we're talking about is right getting somebody to walk getting somebody to see that's never had vision before. It's you know that Daniel No, I'm somebody that has never seen in their life will have vision now. That's insane. Yeah. So I knew that it was going to become easy to adopt into the masses because it was going to be you know, for the greater good. And so that's how people were going to be okay with getting like a robotic arm. or more on a chip implant, because like it's helping everybody else. I kind of feel like Elon already installed it on himself because he's learning at a rate of acceleration. That just doesn't make sense. Like, you can't create that many brand new concepts for the rest of your life. Can you? 30:16 Yeah, it's amazing what he does. Yeah, and you're right. You know, it's, it's, it's crazy. I mean, how many companies is the CEO of Twitter still, like, how many companies is the CEO of now, I think he did hand that off. 30:30 So he, he's controlling Twitter for one and personally handling his own account, he's running the boring company, right? They're drilling all these tunnels underneath la Vegas, all the way to New York. He's doing the robots. So you're gonna have Tesla, so you have the cars and you're gonna have like the home housekeeper robots for really, really cheap. So that's gonna get adopted quickly. Neuro link is just not stopping. I don't think he's going to stop there either. So now, SpaceX, SpaceX, well, now where he's going is for one, he's going to colonize Mars, right, that's the point of the biggest rocket he's building. Now, he's needs to get all that debris in space, so they can start moving it over there without having to reenter the atmosphere a bunch of times. And then right now he's building the ex app, right? So he's gonna switch Twitter into the app that does everything, which is going to completely eliminate the need for all other payment systems, all other social media apps, all the technology that we're already addicted to, right, as a society, he's just going to make one app to fix all of it. So you don't have to log into anything else, just his app. And you're like, Well, how can you really do that. But if you think about it, he's already done it at scale, right? He's already the world's most powerful military, with all the satellites that are swarming the earth. He has the he beat the all the solar companies, all the car companies, like he's already taking over everything. 31:47 Wow. And you know, you make a great point about how he's introducing it, because he plans to replicate the lasix model, where it's just going to be like three to $5,000 out of pocket, and it'd be a computer that will drill the hole in our skull. And also just put the leads into our brain, because the brain has very delicate, you know, vasculature and you want to miss the blood vessels. So these leads will be very, you know, fine, very, like, you know, microscopically smaller than hairs. But, but yeah, so for three to $5,000. I mean, sign me up, man, I would definitely go for it, especially if I had a health problem, right? I would, 32:24 I've had some friends freak out. Like you'd get it. And I'm like, I kind of want to say no, but it's like, yeah, like, Hey, you have this, you know, stage eight cancer, and you're about to go like in 30 days, or we just put this thing and it reprograms that gene sequence and you don't have to die anymore, like, well, dang, you know, those are my options. Right? So yeah, we're leaning into a very, very interesting place. And maybe I'm just overly optimistic. But I think I'm thinking that AI is going to be like the that scenario where we all live in, like, in peace? Because it would it would only make sense. I don't know what the benefit would be to a machine to just destroy human life for no reason it doesn't. It kind of doesn't seem like what was built with like that programming. It's not in us as humans. So I don't know that how the machine would adopt it. You know, even less if it's a bug in our house, we try to throw it out before we smash it right? And I kind of feel like that sympathy with AI. They're not gonna just want to press the button and get rid of us for no reason. Like, we're kind of cute. If you think about it. 33:20 It depends how scary that bug is. I know my kids, man, if it's a spider, that thing is history. 33:26 If it's being aggressive, like a bee, that's like a wasp going crazy in the kitchen. It is what it is. But like, I think maybe the majority of humans aren't like that, right? We're, we're, we need to be extinguished. 33:37 So yeah, man, I kind of like where it's headed. I 33:39 think it's exciting. Like I said, I think it's gonna help with everything. Not only like people are using chat GPT in business, but I feel like now we're starting, we're gonna start to be able to implement things like that for health. So I'm really excited for what's around the corner. 33:51 Yeah, just this week, more and more people have talked to me about AI and GPT and all the other variations and how they're integrating with their business. Somebody two weeks ago, very bright guy and academic man who helps professionals merge into like a online, you know, an online store. And he's using vi d y o video.ai. He gives it a long and it just slices it up into shorts for him. He said, he's been using it for a little while now. 34:23 So I sent that to Anthony, like last week. Nice. I think we both try and keep our finger on the pulse because I think this is one of the things we're like companies that they don't adapt, they die and I think is I think 34:37 just totally that our scientific method, right? You've got to constantly be paying attention and the market conditions tie into that. Yeah, if you're not improving, you will die very fast. 34:47 So it's one of those things where like, I try and keep I try and keep my ear to the ear to the ground just to hear if anything comes up because I think anything that gives you the upper hand even like I struggled with Copy and I use copy out on our new website that we just created. I cheated a little bit, but it's one of those things where like, it gives you the upper hand to where you might be stuck on being creative, being creative. And it can help solve that problem instantly or so helps with your creativity problem. So I think there's a lot of benefits that come with it. But it's kind of scary what it knows. 35:22 Yeah, it's amazing. I was playing with Chad CBT, with my longer version of my bio. And it was amazing how it was really just improved things for me. 35:31 So like, one things that I've liked about AI is that I know I have very selective information. This is where something you're a doctor, you have very information that other people have, you can ask it tough questions. And it knows the answer to because I have I have very, like specific information that I've learned through different things. And I've asked him that, and he knows the answer. And I'm like, I don't know how it knows this. Because I've learned I've acquired this information through various and tons of resources from different people. And it's not readily out there. And there's not like, there's videos and stuff about it. But Chad GBC knows about it. And like you have to know what to ask it for it to know what their response. So it's gonna you can ask, What did Daniel ask that he knows? 36:17 When there's an opportunity for you guys, you know, somebody last night is using the paid version a chat GPT, which I'm going to try it sounds like it makes sense for $20, I guess the fourth fourth version, but you know that the data is only up to 2021, like new data is not getting entered. So if there's not a solution for that, that's going to be a problem soon. 36:37 Yeah. And I think I think the biggest thing with AI is that you don't know what you don't know. So you don't know what questions to ask. You don't know the information to ask if you don't even know what's even look for. So I think the beginning conversation of all this is know what questions to ask that we can get the right information, even if it's coming from Ai. That way you at least know what direction you want to go to. Because I think if you don't know what to ask, you're kind of stuck. 37:02 Maybe we need to use PT to write a bio about us and say that were the biggest and best land investors on the planet. And then just start to release a bunch of content about that. That way when somebody asked Chad GBT, like we're gonna learn learn from it's me. Teach it things that you wanted to say to other people. 37:20 Oh, can we do that? Can we manipulate it? 37:24 I started to produce a lot of content around you being the number one top guy I think it would see that they would see it out there. Yeah, 37:30 it just pulling data from the world. Right, Anthony? Yeah, you're you're onto something there. 37:36 I don't know anything about it. I've never even logged into it or anything Daniel's the one that's been messing with it. And yeah, just trust that he's, he's crushing it on his site. Because you give us you give any one of us a new concept or an idea that we're going to implement, and then we'll just straight rabbit hole for 10 days straight until we become really good at it. And then we like I said we immediately. 37:56 Yeah, that's so good. No, you definitely have to take 10 minutes and just try it just, you know, set it up and ask him a couple questions. You're gonna love it. It's, it's, it's outrageous. 38:04 That's awesome. Hey, we can kind of pivot a little bit here. Talk to me about your training and your program and how that works. What does somebody get? What's the cost involved? Like? How can somebody sign up with you? What are they going to get in return? 38:15 And who is your target? Who's the person that's? 38:19 Who's your avatar? 38:21 Who's your avatar? 38:21 Yeah. So for me right now, I'm spending my my, my focus is on helping other entrepreneurs. So I'm treating very little tonight as a physical therapist, and I'm spending all my time helping entrepreneurs stay healthy. So I love to serve entrepreneurs who are feeling overwhelmed and overstressed. And you know, maybe some of these health problems we talked about. And it might start to feel some burnouts. And I especially love to help six figure entrepreneurs that that want to get to seven figures, only 4% of companies get to that million dollar mark that seven figure mark. So you know, I've been lucky enough to get there and love to help those people. And what I've learned is 90% of small business owners and entrepreneurs don't have a plan in place. And I was very fortunate to have a great mentor, who taught me the traditional marketing business planning process. And as I started just 18 helping more people, I realized that most entrepreneurs, right, only the four plus the 96% that don't have it, they also aren't going to sit down. And if I said to you guys, hey, guys, listen, we need to do a plan. Can we spend 160 hours and 20 hours doing it and you guys would look at me like I had three heads. So I was like, damn, the only way I can really start to help people is to boil that down. So I boiled it down into you know, a fast and functional process like two hours. And the only thing I added to that was a personal mission. So knowing somebody's cause the reason they're why you know, what their priorities are in their life so they can make sure they identify that and look through that lens first, right so they stay healthy. They don't get divorced. You know, They don't have terrible relationships with our kids, all these things that if you don't do that first, and then we go through the company mission, and then the the vision for the entrepreneur and the companies, and this is fun work. There's nothing I like more and nothing. Entrepreneurs really like more when they start doing the vision, the dreaming what the end goal, the finished product looks like. And then we start to boil it down to a one year plan. So who is their ideal client, just like you guys just asked me. And then we toggle back and forth between strategy and objectives. So strategy, how you're going to do it objectives being okay, 2023, I want to hit a million in revenue, or I want to have, you know, one new client each month, whatever the numbers are one new land deal, you know, one new property a week, whatever all the key metrics are. And then the last step, before we jump to actions is critical success factors, what are the critical items that absolutely have to happen to be successful, or what things if we don't tackle, we'll fail. And then you look through each one of those lenses, and then only then do you start to, you know, define your actions, because that's one of the most common mistakes, jumping straight to actions, especially like really hard charging, and sales driven entrepreneurs, they're gonna go straight to action, but they're not standing on the mountaintop for a little bit. And then because if you run down into the Army's the heart of their troops, right, you're gonna die, you're gonna lose, but you do have to do a little bit of strategic work every year. And then you have to weave this annual plan, which we're talking about, into, you know, a day, a week and a month, but it doesn't have to be crazy, you don't have to spend six hours a day doing, you know, your strategic work, it could probably be less than 10% of your time. So that's what I just walk you through is like my jolt, you know, fast and functional strategy, you know, process. And I do that with people, I refuse to help any entrepreneurs before I've looked into their heart and know what their Northstar is and what their vision is. So that's always step one. And, and then I've got coaching options where I help people either, you know, one on one, where we get together twice a month, you know, 99% of time virtually. And, you know, I've got some group coaching some masterminds that we've run over 12 weeks, probably going to convert that into like, an ongoing plan. And, you know, definitely for pricing, I don't know, we'll keep this evergreen, but, you know, I'm very focused on return on investment. So, you know, I want to make sure entrepreneurs are getting outrageous value, and they're getting a three to 5x ROI on profit, because a lot of times consultants and marketing people, let's just say somebody was trying to sell me my physical therapy company, a laser, let's just say cost $1,000. And, you know, national numbers of physical therapy, the average patient is worth $1,000, the profit margins are like 10%, right? So if there was 100 hours profit on an average patient, Somebody sold me a laser. You know, what people would say that these are coming and say, well, your next patient, you generate $1,000, therefore, you broke even anything beyond that is profit. But that's not true, right? You guys know enough about business that I'm going to be cashflow negative unless I get 10 people if the margins are the same because the 10% margins, so I need 10 average patients to get that $1,000 in profit to cover that laser. So yeah, very focused on making sure that there's cash flow profit based, you know, return for people. 43:39 Yes, amazing. Yeah. I love it. Like I said, I'm kind of I am that ready, fire aim guy. So yeah, having mentors and coaches in place that can kind of tell you like, hey, maybe you should at least look at these five items before you fire aim, right? Yeah, yeah. Yeah, that's cool, man. I really love it. So is it like modules? Or is this more like one on one coaching like on Zoom? Or do they watch these 20 videos to kind of outline what they're what they're going to be doing? 44:06 Yeah, I probably need to establish I've got a PDF of this you know, jolt process, which I'll share with everyone. Everyone can access that Denali consulting team.com forward slash strategy and you know, that's to see this framework, but I should probably put it into videos to help people as an extra layer, but for anyone who's you know, willing to put the work in and brave enough to roll up their sleeves and just take their first cut of that and email me that I will absolutely you know, do a complimentary strategy call with you and help fill in the gaps and work through some things on on your your plan your strategy. And so yeah, the the private coaching are doing it, you know, virtually I have one client whose ad had an insurance company, he just sold it and he's got a swim club and de Kamp and now he's going to bend planning. He's the only person I get together in person with right he has an adopted video conference. And that's fine. I met with him this morning. It was awesome. He's 15 minutes away, so it works. But he had the power of virtual, but I do think, you know, I want to meet everybody that I work with and support. And I think kind of like Marcus Lemonis on the profit, going to location and stepping into their business is really, you know, can be a win, win and valuable. So I want to do more of that with more of the people I serve. 45:31 Wow, you're gonna fly out to their location and see how they run their operation. 45:35 Yeah, I think that'd be like a higher tier of offering. Yeah, you guys ever watched Marcus? Lemonis from the profit? 45:43 No, I haven't seen it. I 45:44 haven't watched TV in years. But I know those those shows where they show up and they kind of restructuring. Yeah. And I yeah, that's more. I would say, if you're going to do that, I would definitely need to have a cameraman in tow. So you can capture all that content and then cut it up like some of this stuff. We'll send you a video of a recent deal that we did. And I love that we had three cameramen on site. And we got some amazing eight plus videos out of it. It looks like it looks like a TV show is what it looks like. Those fun. 46:11 Oh my gosh. That's so good. Great idea. I'm gonna check that out. Where can which show should I watch which deal is is called 46:18 for everybody here watching this. We'll release it soon. But Okay, doctor, that's not good. So it gets a preview. 46:27 Okay, I can't wait. I love it. 46:30 Send it as soon as this is over. That's pretty cool. Yeah, we're gonna do a big launch. And so we had the camera people for one. It's like a professional company to run just to run your media. It's like 10 grand a month. So we hired them to come out. We did a one day shoot of 350 acres that we did a subdivide. So we broke it down into smaller ranchettes, and then we sold those off life. And yeah, it was a fun day. So we'll send it to you just to kind of like document what we did that day. Yeah, I think you'll really enjoy it. Oh, 46:56 man, I can't wait to see it. Nice. Nice job. I love that. And thanks for that. Yeah, thanks for the idea. That's genius. 47:02 Yeah, and this is where like, this is where our marketers brain comes on is that we document everything just because one entertainment purposes but provides proof of concept that might be for capital investors, it might be for students, like it works for all different sides of it. But main courses is entertainment. It's just entertainment. 47:20 You're right, you're right. Even if you've got the best content, right, people need to be entertained as well. I can't be boring 47:27 100% 100%. And that's I think that's the driven revenue law continent. Even though with this, if you listen to this, this is for content being produced, it'll be split up and cut up on different platforms and be posted multiple times over and over again for the next five to 10 years. And it's evergreen, like you said, you have evergreen offer. And that's where it comes down to where like, we value your time enough to reproduce and post this content over and over again. 47:54 Well, I appreciate you guys having me on. And I love all that. So yeah, I know, we've been all over the place, but it kind of I guess leads into your tech and expertise. Yeah, tell me where you want to guide me. I know I could go down any rabbit hole right with you guys. I love it. 48:12 What is a quote that is yours or somebody else's that you resonate with? 48:18 You know, that top of mind thing kind of ties into what some of the things you mentioned earlier, like lead generation being a common problem. That's the problem that I hear the most. And I guess my quote on that topic is operations equals marketing. Because so often people just want like a simple answer to new clients. But if they haven't built the machine to be good enough to serve all his clients, they're not going to last they're not going to stay with you. So really, if you build the best mousetrap, right, people are going to rave about that. They're going to tell other people they're gonna refer people and and then you're gonna grow but in the words of like one of my mentors, John Lee Dumas from entrepreneurs on fire podcast. He's like, be better not bigger. So yeah, that's the first one that comes to mind. 48:59 I love that. That's freaking amazing. That's really good. Yeah. Don't worry about getting bigger. Just get better at what you're already doing. Yeah, 49:06 that's good, man. Well, we appreciate your time. I think we're ending here. Man. This will be covered from A to Z a plethora of topics. A good conversation for sure. 49:16 I think you've got more than their money's worth on this one. 49:19 Okay, see, I love to hear it. Yeah, well, I can't thank you guys enough. And I love all that pioneering and innovative work you guys doing in real estate and tech and bringing it together with the software to make it easy for people. I'm excited to check that out myself. 49:35 Well, we're happy to help you make some will make some happen but for everybody here if you enjoy like, or, like episode, please go check out Dr. Lance snobs Denali consulting team.com. Please go like share, subscribe, blah, things you know how to do and we will see on the next episode. Thanks, guys. We'll see you next time. Thanks. Thank you. Thank you for your time. Thanks, Anthony for coming on. And we'll see you next time guys. 49:58 Thanks so much, guys.