1 00:00:00,040 --> 00:00:02,560 I've talked before about how essential Into a QuickBooks 2 00:00:02,560 --> 00:00:05,440 Payroll is for small businesses, especially if you're juggling HR 3 00:00:05,440 --> 00:00:08,240 responsibilities. Having payroll job codes, time 4 00:00:08,240 --> 00:00:10,760 tracking, and accounting connected in one system saves 5 00:00:10,760 --> 00:00:14,360 time, reduces errors, and makes it easier to make smart 6 00:00:14,360 --> 00:00:16,560 decisions fast. It's easy to see why it's the 7 00:00:16,560 --> 00:00:18,840 number one payroll software for small businesses. 8 00:00:19,080 --> 00:00:21,640 In fact, I actually know someone who is a small business owner 9 00:00:21,640 --> 00:00:25,080 who uses Into a QuickBooks Payroll and gets all of these 10 00:00:25,080 --> 00:00:28,040 amazing benefits from it. And now it's getting even 11 00:00:28,040 --> 00:00:30,000 better. Starting this summer, QuickBooks 12 00:00:30,000 --> 00:00:32,720 Payroll is evolving into something bigger, expanding 13 00:00:32,720 --> 00:00:35,880 beyond payroll to support the entire team life cycle. 14 00:00:36,400 --> 00:00:40,240 HR time, benefits and payroll will work together in one 15 00:00:40,240 --> 00:00:43,080 connected system, fully integrated with your books. 16 00:00:43,360 --> 00:00:45,680 And I love that because it's all symbiotic. 17 00:00:45,920 --> 00:00:48,120 And that means that soon businesses will be able to 18 00:00:48,120 --> 00:00:51,160 recruit and manage hiring from job posting to offer letter 19 00:00:51,160 --> 00:00:54,160 right inside QuickBooks, on board employees and one seamless 20 00:00:54,160 --> 00:00:56,120 flow that feeds directly into payroll. 21 00:00:56,440 --> 00:00:58,720 Manage digital documents with E signatures. 22 00:00:58,720 --> 00:01:02,440 Love that and acknowledgements all organized in one place. 23 00:01:02,680 --> 00:01:05,840 Configure automated HR workflows for things like promotions or 24 00:01:05,840 --> 00:01:09,000 off boarding. Track performance time off and 25 00:01:09,000 --> 00:01:12,120 benefits alongside payroll. And everything lives where you 26 00:01:12,120 --> 00:01:15,160 already run your finances, giving you more visibility, 27 00:01:15,160 --> 00:01:18,920 consistency and confidence. And who doesn't love that? 28 00:01:18,920 --> 00:01:21,760 Find me one person who doesn't love that you won't be able to. 29 00:01:22,200 --> 00:01:24,840 So start using QuickBooks Payroll today and see how it 30 00:01:24,840 --> 00:01:28,040 simplifies your workflow. And stay tuned for the evolution 31 00:01:28,040 --> 00:01:30,080 coming this summer. Learn more at 32 00:01:30,080 --> 00:01:35,120 quickbooks.com/workforce. That's quickbooks.com/workforce. 33 00:01:35,120 --> 00:01:37,560 Welcome to the Bringing the human back to human Resources 34 00:01:37,560 --> 00:01:39,920 podcast. I'm Tracy Chernoff, and I've 35 00:01:39,920 --> 00:01:43,760 spent my entire professional career in HR Each week, we'll 36 00:01:43,760 --> 00:01:47,000 explore the delicate balance between people and business with 37 00:01:47,000 --> 00:01:50,040 the aim to reconnect the two and create meaningful outcomes. 38 00:01:50,440 --> 00:01:53,520 Listen in as I share my own experiences, challenge the 39 00:01:53,520 --> 00:01:57,080 status quo, and chat with guests from various industries about 40 00:01:57,080 --> 00:02:00,080 our mission to bring the human back to human resources. 41 00:02:00,080 --> 00:02:02,600 Hi everyone, welcome back to the Bringing the Human Back to human 42 00:02:02,600 --> 00:02:04,840 Resources podcast. Thank you so much for being here 43 00:02:04,840 --> 00:02:07,000 for another week. You know what to do If you 44 00:02:07,000 --> 00:02:09,000 haven't yet, don't forget to rate, review and subscribe 45 00:02:09,000 --> 00:02:10,720 wherever you're catching this episode, whether you're 46 00:02:10,720 --> 00:02:15,160 watching, listening, running, teletoning, it doesn't matter 47 00:02:15,160 --> 00:02:16,680 what you're doing. If you're sitting doing your 48 00:02:16,680 --> 00:02:19,480 makeup, I don't know, just to make sure that you ensure that 49 00:02:19,480 --> 00:02:20,880 you get these episodes every week. 50 00:02:21,680 --> 00:02:24,880 This week I'm really excited. I have two guests who I actually 51 00:02:24,880 --> 00:02:27,280 have had the pleasure of meeting in person because I was invited 52 00:02:27,280 --> 00:02:30,360 to one of their events in the city, which was so much fun by 53 00:02:30,360 --> 00:02:32,960 the way. But we're talking all about 54 00:02:32,960 --> 00:02:36,160 their company, Flora. And it's, you know, we'll be 55 00:02:36,160 --> 00:02:42,320 talking about really the the advent of Flora and how it has 56 00:02:42,320 --> 00:02:46,520 completely transformed the fertility benefits that are 57 00:02:46,520 --> 00:02:50,120 provided and afforded to people really around the world. 58 00:02:51,040 --> 00:02:53,400 And Flora is doing something very unique. 59 00:02:53,400 --> 00:02:56,920 So before we get into that, I'm going to introduce you to Doctor 60 00:02:56,920 --> 00:02:58,840 Christie Lane and Laura McDonald. 61 00:02:59,160 --> 00:03:03,200 So first, Doctor Christie Lane, I have your bio up here first. 62 00:03:03,200 --> 00:03:06,000 So I'm going to have you sit through your bio and hear all of 63 00:03:06,000 --> 00:03:08,760 the amazing things that you have done throughout your career. 64 00:03:09,000 --> 00:03:12,480 Doctor Christy Lane is a global leader, leader of Insure tech 65 00:03:12,480 --> 00:03:15,280 and investor, founder and award-winning health scientist 66 00:03:15,280 --> 00:03:18,640 with expertise in AI, digital health and wearable devices. 67 00:03:19,000 --> 00:03:22,400 Doctor Lane is the cofounder of Flora Fertility, the Stanford 68 00:03:22,400 --> 00:03:26,040 Wearable health Lab, as well as founder and former CEO of Viva 69 00:03:26,040 --> 00:03:28,400 Metrica. Doctor Lane is also a venture 70 00:03:28,400 --> 00:03:31,680 partner with IA Capital and Insurtech fintech venture firm 71 00:03:31,680 --> 00:03:34,040 in New York. She has built her career in 72 00:03:34,040 --> 00:03:36,960 Women's Health research since the 90s and is blazing a new 73 00:03:36,960 --> 00:03:40,720 path forward to combine critical components of wearable tech to 74 00:03:40,720 --> 00:03:44,280 help inform insurance policies to make fertility treatments 75 00:03:44,280 --> 00:03:46,400 more accessible. And who can't get behind that, 76 00:03:46,400 --> 00:03:48,800 you know? As a mom of three, Doctor Lane 77 00:03:48,800 --> 00:03:52,320 has gone through IVF herself and deeply understands the emotional 78 00:03:52,320 --> 00:03:54,000 and financial challenges of treatment. 79 00:03:54,360 --> 00:03:58,160 She's been recognized as Top 40 under 40 in Calgary, female 80 00:03:58,160 --> 00:04:02,320 founders of Insurtech winner and top 20 women in tech. 81 00:04:02,520 --> 00:04:05,720 So Doctor Lane, Congrats to you. Those are some amazing 82 00:04:05,720 --> 00:04:08,800 achievements and accolades. And now Laura, I have the 83 00:04:08,800 --> 00:04:10,840 pleasure of introducing you as well. 84 00:04:10,840 --> 00:04:14,960 Laura McDonald is the Co founder of Flora Fertility and CEO of 85 00:04:14,960 --> 00:04:18,040 Flora Fertility, the first individually owned insurance 86 00:04:18,040 --> 00:04:20,399 solution for fertility and Women's Health. 87 00:04:20,680 --> 00:04:24,720 She formerly founded, scaled and Sold Canada's largest financial 88 00:04:24,720 --> 00:04:27,960 media company, Focus on Women and Wealth, and is passionate 89 00:04:27,960 --> 00:04:30,880 about educating women about financial freedom and helping 90 00:04:30,880 --> 00:04:33,320 them achieve those goals. Another thing I think we can all 91 00:04:33,320 --> 00:04:36,000 get behind, frankly. She has guided product 92 00:04:36,000 --> 00:04:38,840 wholesaling for a major insurance company and helped 93 00:04:38,840 --> 00:04:42,240 scale a direct to consumer AI model in the e-commerce space to 94 00:04:42,240 --> 00:04:45,640 have global market adoption across over 100 countries. 95 00:04:45,880 --> 00:04:48,600 She's a mother of four and the author of two best selling 96 00:04:48,600 --> 00:04:51,880 personal finance books and a former media personality in the 97 00:04:51,880 --> 00:04:55,600 financial sector. So Doctor Lane, Laura, thank you 98 00:04:55,600 --> 00:04:59,240 so much for being here, and I'm super excited for all the 99 00:04:59,240 --> 00:05:01,560 listeners to better understand Flora Fertility. 100 00:05:02,880 --> 00:05:05,960 Thanks very much, Tracy. And again, so nice to meet you 101 00:05:05,960 --> 00:05:07,920 in person when you came to our events. 102 00:05:07,960 --> 00:05:09,280 So we've been looking forward to this. 103 00:05:10,680 --> 00:05:14,880 It was a fabulous event and I have to say, my friend and I who 104 00:05:14,920 --> 00:05:16,960 I brought with me to the event, thank you for the plus one. 105 00:05:16,960 --> 00:05:19,000 I don't, I didn't think that it was the right event for my 106 00:05:19,000 --> 00:05:23,320 husband to join me at considering, you know, it was 107 00:05:23,480 --> 00:05:25,680 one of those things where I was like, oh, I could see my friend 108 00:05:25,680 --> 00:05:27,720 and I could bring my friend to this and this could be really 109 00:05:27,720 --> 00:05:30,080 interesting for her. And it was. 110 00:05:30,080 --> 00:05:36,280 And we loved the the lipstick readers that like the basically 111 00:05:36,280 --> 00:05:38,320 colors are fortunes. Yeah. 112 00:05:38,680 --> 00:05:41,800 And I to me, I was like, I don't care if there's science behind 113 00:05:41,800 --> 00:05:43,040 this. It was fabulous. 114 00:05:43,040 --> 00:05:45,320 I heard all of the wonderful things about myself. 115 00:05:45,320 --> 00:05:48,200 I got to wear a lipstick. It was awesome. 116 00:05:48,200 --> 00:05:50,280 It was a really wonderful event. So kudos. 117 00:05:50,280 --> 00:05:52,160 Well, I I love that you experienced that. 118 00:05:52,160 --> 00:05:55,720 I actually just side note, I didn't do the lipstick fortune 119 00:05:55,720 --> 00:05:57,800 till it's like when you're at your own wedding and you don't 120 00:05:57,800 --> 00:05:59,160 do it, you don't try a lot of the food. 121 00:05:59,400 --> 00:06:03,000 You don't have a lot of people. So I'm so but it was a well 122 00:06:03,000 --> 00:06:05,720 planned and I know a lot of people are excited about that. 123 00:06:05,720 --> 00:06:08,240 So love that. Love that you enjoyed it. 124 00:06:09,640 --> 00:06:11,920 Totally. No, it was it was fabulous and I 125 00:06:11,920 --> 00:06:15,680 think it really helped me to better understand what you and 126 00:06:15,680 --> 00:06:19,320 the Flora team are doing. And so maybe that's actually the 127 00:06:19,320 --> 00:06:22,560 perfect place to start is helping the listeners to better 128 00:06:22,560 --> 00:06:26,960 understand Flora and where the inspiration and motivation, 129 00:06:26,960 --> 00:06:30,360 especially considering both of your backgrounds, where that 130 00:06:30,360 --> 00:06:35,000 came from to say, hey, you know, there's there's a gap in this 131 00:06:35,000 --> 00:06:39,160 world of, you know, benefits and perks and coverage for women. 132 00:06:39,840 --> 00:06:43,400 I'd love to know more. So it was, it's, we always have 133 00:06:43,400 --> 00:06:45,960 trouble remembering like how long ago this was, but now it's 134 00:06:45,960 --> 00:06:51,000 going on over three years ago that we reached kind of thinking 135 00:06:51,000 --> 00:06:54,280 about this on our own from a bit of a different angle. 136 00:06:54,280 --> 00:06:57,480 My story was I, I do have 4 kids. 137 00:06:58,560 --> 00:07:03,480 My kids are older, so they're, it's hard to remember like 138 00:07:03,480 --> 00:07:07,920 2018173 daughters and then a son who's 12. 139 00:07:08,000 --> 00:07:12,440 And so I had my kids kind of back-to-back in my 20s, my first 140 00:07:12,440 --> 00:07:15,560 3, and and I didn't go through fertility challenges. 141 00:07:16,280 --> 00:07:20,360 Actually in 20 years ago, you really weren't even aware, 142 00:07:20,480 --> 00:07:23,280 honestly, if others might be going through it. 143 00:07:23,280 --> 00:07:25,080 It was kind of kept a very quiet. 144 00:07:25,560 --> 00:07:30,640 And so Fast forward to three years ago, I was seeing my 145 00:07:30,640 --> 00:07:32,880 cousin, who's like a sister to me go through fertility 146 00:07:32,880 --> 00:07:37,280 treatment and she was living in a major city where people had, 147 00:07:37,320 --> 00:07:41,800 you know, pretty overall pretty high incomes, but they were 148 00:07:41,800 --> 00:07:44,520 still struggling to afford treatment. 149 00:07:45,360 --> 00:07:48,760 Even when there's some sort of grants, whether it's state grant 150 00:07:48,760 --> 00:07:51,320 or provincial, the coverage is still very limited. 151 00:07:51,320 --> 00:07:53,640 And so I was seeing that her support group became others 152 00:07:53,640 --> 00:07:56,040 going through treatment. And while it's certainly a 153 00:07:56,040 --> 00:07:58,640 medical crisis, it's equally a financial crisis. 154 00:07:59,080 --> 00:08:04,280 And so I, my background's been in the world of finance and 155 00:08:04,280 --> 00:08:06,840 bringing new products to market across insurance as well. 156 00:08:06,840 --> 00:08:09,200 And I was kind of going to bed at night thinking there has to 157 00:08:09,200 --> 00:08:12,120 be a better way to fund treatment. 158 00:08:12,200 --> 00:08:15,280 And is there, can insurance play a role? 159 00:08:15,640 --> 00:08:19,400 And so I was fortunate to get introduced to Christy through 160 00:08:19,400 --> 00:08:22,280 Common connection. We had at a large reinsurer who 161 00:08:22,280 --> 00:08:26,240 said that we should meet and I'll let her take it from here 162 00:08:26,240 --> 00:08:29,280 telling her story. Great. 163 00:08:29,600 --> 00:08:33,640 Thanks, Laura. Laura's absolutely right about 164 00:08:33,640 --> 00:08:38,400 the fact that, you know, years ago people weren't talking about 165 00:08:38,400 --> 00:08:42,120 infertility as you mentioned in my intro, Tracy, I did go 166 00:08:42,120 --> 00:08:46,920 through it personally. So I, my, the fun fact between 167 00:08:46,920 --> 00:08:50,560 Laura and I, we have 7 kids ranging from Laura's oldest is 168 00:08:50,560 --> 00:08:55,040 20 to my youngest is 4 and we're the same age. 169 00:08:55,040 --> 00:08:58,000 So it just tells you a little bit about the, you know, the 170 00:08:58,000 --> 00:09:00,480 different paths women and families take. 171 00:09:00,480 --> 00:09:02,840 But I did go through infertility. 172 00:09:02,840 --> 00:09:05,080 And so my oldest is now almost 12. 173 00:09:05,080 --> 00:09:07,760 And so this would have been like, you know, 2010 ish. 174 00:09:07,760 --> 00:09:11,080 And nobody was talking about infertility. 175 00:09:12,480 --> 00:09:17,280 And it was very isolating. There wasn't any community, 176 00:09:17,360 --> 00:09:19,200 right? So I later found out that people 177 00:09:19,200 --> 00:09:22,040 that I knew we're going through it as well, but nobody was 178 00:09:22,040 --> 00:09:25,520 talking about it. And layer on the fact that even 179 00:09:25,520 --> 00:09:29,160 living in Canada where we have socialized medicine, I was 180 00:09:29,160 --> 00:09:32,360 paying out of pocket. And so at the time thinking, 181 00:09:32,480 --> 00:09:35,520 yeah, it seems, it seems wild. I was shocked at the time. 182 00:09:35,760 --> 00:09:39,840 And given my background in, you know, Medical Sciences, the fact 183 00:09:39,840 --> 00:09:42,040 that I was surprised by it is telling. 184 00:09:42,040 --> 00:09:44,000 It's just there was no education. 185 00:09:44,800 --> 00:09:48,600 So, you know, that there was a while ago thinking about how we 186 00:09:48,600 --> 00:09:53,520 could solve for the financial side, but also the community 187 00:09:53,520 --> 00:09:55,760 side, right? Bringing women together, helping 188 00:09:55,760 --> 00:09:58,800 them understand their bodies, their reproductive Physiology 189 00:09:59,000 --> 00:10:02,200 and potentially putting them on a path to, you know, 190 00:10:02,200 --> 00:10:04,640 successfully having a baby on their own terms. 191 00:10:05,040 --> 00:10:07,880 And then, you know, Laura and I were injured at the time. 192 00:10:07,880 --> 00:10:09,800 At that time I was building a different company. 193 00:10:09,800 --> 00:10:13,560 But three years ago when Laura and I were introduced, you know, 194 00:10:13,560 --> 00:10:15,400 it just made a lot of sense to build it. 195 00:10:15,400 --> 00:10:18,160 We have very complimentary backgrounds. 196 00:10:18,160 --> 00:10:21,640 I'm coming from the, you know, predictive modeling side of new 197 00:10:21,640 --> 00:10:24,680 underwriting, that kind of thing, the scientific product 198 00:10:24,680 --> 00:10:27,160 side of things. And Laura has experience in 199 00:10:27,160 --> 00:10:29,960 bringing these types of products to market, so. 200 00:10:30,280 --> 00:10:32,040 Right. It just makes sense in the time. 201 00:10:32,040 --> 00:10:34,040 Totally symbiotic. Yeah. 202 00:10:34,800 --> 00:10:38,480 Well, thank you both for sharing more about, you know, kind of 203 00:10:38,480 --> 00:10:43,480 the inception of Flora when I and, and frankly, I think I've, 204 00:10:43,480 --> 00:10:44,760 maybe I've even shared this with you. 205 00:10:44,760 --> 00:10:48,480 Also, I have not struggled with infertility, which does feel 206 00:10:49,640 --> 00:10:52,840 like a, a blessing in some ways, given some of the challenges 207 00:10:52,840 --> 00:10:58,480 that women and families, let's say, experience when they are 208 00:10:58,480 --> 00:11:03,000 experiencing infertility. And it's so interesting because 209 00:11:03,000 --> 00:11:06,800 I'm, let me think, by the time this episode comes out, I think 210 00:11:06,800 --> 00:11:10,760 I'll be 34, but I'm 33 right now as we're recording. 211 00:11:11,040 --> 00:11:13,680 And as you know, I'm pregnant with my third. 212 00:11:13,680 --> 00:11:17,000 So by the time this episode comes out, I will hopefully 213 00:11:17,160 --> 00:11:19,400 welcome a healthy child into the world. 214 00:11:20,480 --> 00:11:23,440 But it's so interesting because I have, of course, a lot of 215 00:11:23,440 --> 00:11:28,880 friends that are similar ages to to me and they some have 216 00:11:28,880 --> 00:11:31,600 struggled with fertility or they've struggled with having 217 00:11:31,600 --> 00:11:36,400 some, you know, underlying health factors that maybe make 218 00:11:36,400 --> 00:11:38,800 their fertility more of a challenge. 219 00:11:39,600 --> 00:11:43,640 And I think about how when we were growing up and Chrissy, you 220 00:11:43,640 --> 00:11:45,080 kind of were just talking about this too. 221 00:11:45,880 --> 00:11:48,720 There wasn't a whole lot of conversation around that. 222 00:11:48,720 --> 00:11:52,880 And now with the advent of social media, I think it's kind 223 00:11:52,880 --> 00:11:54,760 of something that's almost unavoidable. 224 00:11:54,760 --> 00:12:00,240 It's if I feel like I follow so many female content creators who 225 00:12:00,240 --> 00:12:02,400 talk about their struggles with fertility. 226 00:12:03,120 --> 00:12:05,600 And even though it's not necessarily something that I 227 00:12:05,600 --> 00:12:08,960 have necessarily had to resonate with, I find it so interesting 228 00:12:08,960 --> 00:12:13,520 because it makes me wonder how many women struggle with 229 00:12:13,520 --> 00:12:17,640 fertility or have, you know, challenges with fertility 230 00:12:17,640 --> 00:12:21,200 because maybe they they are not starting their family planning 231 00:12:21,200 --> 00:12:24,600 until later in life. So I'm curious if you have some 232 00:12:24,640 --> 00:12:28,640 statistics around how many women and families experience 233 00:12:28,640 --> 00:12:34,400 infertility or maybe benefit from IVF and other types of 234 00:12:34,400 --> 00:12:37,880 treatments? It's one in six and in some 235 00:12:37,880 --> 00:12:41,240 cases in North America, one in five women. 236 00:12:41,800 --> 00:12:45,800 People will need some kind of treatment for infertility. 237 00:12:46,160 --> 00:12:51,400 The the interesting thing though is that there's a big focus on 238 00:12:51,400 --> 00:12:54,120 IVF in social media. So you talk about people going 239 00:12:54,120 --> 00:12:57,320 through fertility journeys. A lot of the time that's really 240 00:12:57,320 --> 00:13:01,560 the focus of the conversation both from the media side but 241 00:13:01,560 --> 00:13:04,400 also from the financial side in terms of what products are 242 00:13:04,400 --> 00:13:09,800 available in the market. And it really is only about 10% 243 00:13:10,160 --> 00:13:12,680 of those one in six that end up needing IVF. 244 00:13:13,040 --> 00:13:16,920 So there's this whole spectrum. I know it's surprising to a lot 245 00:13:16,920 --> 00:13:18,640 of people. There's this whole spectrum of 246 00:13:18,640 --> 00:13:22,440 treatment, including just consultation, finding out what's 247 00:13:22,440 --> 00:13:25,640 going on often is all that needs to happen. 248 00:13:25,960 --> 00:13:29,960 Maybe you just have a regular cycles through diagnostics and 249 00:13:29,960 --> 00:13:33,240 then medications and something called IUI. 250 00:13:33,720 --> 00:13:38,480 And 90% of people are successful with those other treatments. 251 00:13:38,480 --> 00:13:41,440 And so that's, that's an interesting piece of it, is that 252 00:13:41,800 --> 00:13:47,000 there's a whole breadth of available pathways for women and 253 00:13:47,000 --> 00:13:52,240 IVF really is just one of them. Just to add to that, I know we 254 00:13:52,320 --> 00:13:56,280 talked kind of how many women needed and experience it, but 255 00:13:56,280 --> 00:13:59,040 the awareness, you know, talking about that, the awareness from 256 00:13:59,040 --> 00:14:01,320 social media made a really good point, Tracy, that we're 257 00:14:01,320 --> 00:14:03,440 starting. The awareness is there because 258 00:14:03,440 --> 00:14:07,440 we're all sharing our stories online, social media beyond 259 00:14:07,440 --> 00:14:09,240 that. And I was just on an investor 260 00:14:09,240 --> 00:14:13,160 call the other day and, and he as he got on the call, he said 261 00:14:13,160 --> 00:14:15,640 I'm an IVF baby. It's how he introduced. 262 00:14:16,520 --> 00:14:20,320 And I was like, that's exactly, that is why the awareness is so 263 00:14:20,320 --> 00:14:23,560 real right now, because we're having this whole generation 264 00:14:23,920 --> 00:14:27,960 that's coming into adulthood because they were born, because 265 00:14:27,960 --> 00:14:29,800 their parents went through fertility treatment. 266 00:14:30,200 --> 00:14:33,280 And if we think about it, the oldest IVF baby is in their late 267 00:14:33,280 --> 00:14:37,200 40s, but it was still pretty rare back then. 268 00:14:37,280 --> 00:14:41,000 So again, people in their 20s, thirties, there's lots of people 269 00:14:41,000 --> 00:14:44,320 walking around now that were born because of their parents, 270 00:14:44,320 --> 00:14:47,640 had fertility treatment. And so that awareness is very 271 00:14:47,640 --> 00:14:49,200 real. And when we were building this 272 00:14:49,200 --> 00:14:54,480 model, we really wanted to understand, would people be 273 00:14:54,480 --> 00:14:56,240 interested in this? Would they buy it? 274 00:14:56,240 --> 00:14:59,480 Would employer support it? And what we found was that over 275 00:14:59,480 --> 00:15:04,920 50% of young women in particular are now concerned or aware about 276 00:15:04,920 --> 00:15:07,560 their future fertility. And a new study showed even as 277 00:15:07,560 --> 00:15:11,800 high as 72% by the age of 23 are thinking about it. 278 00:15:12,200 --> 00:15:15,000 So we weren't thinking about it 40 years ago because it wasn't 279 00:15:15,000 --> 00:15:18,400 even a possibility. But now this is this is 280 00:15:18,640 --> 00:15:20,960 definitely not a niche topic. It's very real. 281 00:15:21,080 --> 00:15:24,600 It's one of the hottest topics, if you will, among young women. 282 00:15:26,440 --> 00:15:29,120 Wow, that is really, really interesting. 283 00:15:29,120 --> 00:15:32,320 And I think that this is actually a really good 284 00:15:33,760 --> 00:15:38,480 reflection point into why Flora is so different from actually 285 00:15:38,480 --> 00:15:40,880 and really the first of its kind, but why it's so different 286 00:15:40,880 --> 00:15:44,400 from what maybe others have seen where their employers, you know, 287 00:15:44,400 --> 00:15:46,840 especially if they're larger employers with better group 288 00:15:46,880 --> 00:15:50,640 insurance coverage that they have access to things, you know, 289 00:15:50,640 --> 00:15:52,360 that others might not have access to. 290 00:15:52,760 --> 00:15:55,440 And Flora specifically. My understanding, of course, 291 00:15:55,440 --> 00:15:59,480 keep me honest here is that it's not a, it's not just group 292 00:15:59,480 --> 00:16:02,920 insurance, it's a plan that people own and control 293 00:16:02,920 --> 00:16:07,720 individually, which is really very unique probably in any 294 00:16:08,200 --> 00:16:12,600 health based benefit that employees see or receive 295 00:16:13,120 --> 00:16:16,760 anywhere. And so I'd love to dig in a 296 00:16:16,760 --> 00:16:19,440 little bit deeper into understanding what does make 297 00:16:19,440 --> 00:16:21,560 Flora different. Of course, that feels like it's 298 00:16:21,560 --> 00:16:25,440 just a kind of the tip of the iceberg, and maybe even why 299 00:16:25,960 --> 00:16:28,040 something like this hasn't existed before. 300 00:16:28,640 --> 00:16:31,320 When we were developing Flora, we were looking at the existing 301 00:16:31,320 --> 00:16:34,520 offerings and, and you're right, a lot of them were group 302 00:16:34,520 --> 00:16:37,680 benefits plans typically available only through Fortune 303 00:16:37,680 --> 00:16:40,720 500 companies because group benefit plans are typically 304 00:16:40,720 --> 00:16:44,680 very, very expensive. So unless you're working for a 305 00:16:44,680 --> 00:16:48,160 Google or a big bank, you simply didn't have access to those. 306 00:16:49,000 --> 00:16:52,640 We really wanted to make it more affordable and more accessible. 307 00:16:52,640 --> 00:16:55,280 Whether you work for a big company, whether you work for a 308 00:16:55,280 --> 00:16:58,080 small, medium business, or even if you're going out on your own, 309 00:16:58,080 --> 00:17:01,480 your contractor, your gig economy, the average person is 310 00:17:01,480 --> 00:17:04,160 going to work 12 plus jobs in their lifetime. 311 00:17:04,160 --> 00:17:06,640 So they need something that moves with them. 312 00:17:07,079 --> 00:17:10,720 And so Flora is the first individually underwritten, 313 00:17:10,760 --> 00:17:13,599 individually owned fertility insurance policies. 314 00:17:14,520 --> 00:17:16,960 And I'll let Christy sort of explain what that means. 315 00:17:16,960 --> 00:17:20,359 But in essence, what it means to the consumer is that it's in 316 00:17:20,359 --> 00:17:22,119 your name. So think about life insurance 317 00:17:22,119 --> 00:17:24,800 that's in your name and not just your employer's name. 318 00:17:25,319 --> 00:17:28,079 Your employer can choose to support it and sponsor it, and 319 00:17:28,079 --> 00:17:29,920 they can actually do it really affordably. 320 00:17:30,280 --> 00:17:33,920 But if you decide to leave the company, you can take that 321 00:17:33,920 --> 00:17:36,080 policy with you. You just start paying the 322 00:17:36,120 --> 00:17:39,080 premiums. We've made it really affordable 323 00:17:39,080 --> 00:17:44,120 anywhere from approximately 15 to $70.00 a month to have up to 324 00:17:44,200 --> 00:17:47,360 the $50,000 of lifetime coverage available to you. 325 00:17:47,400 --> 00:17:50,600 So that's actually double most group plans that are available. 326 00:17:51,080 --> 00:17:55,120 And it really is the first one because of the depth of the 327 00:17:55,120 --> 00:17:59,160 models that we built and because we have reinsurers backing this 328 00:17:59,160 --> 00:18:01,200 product. So we're really looking at 329 00:18:01,200 --> 00:18:03,960 future risk and offsetting that future risk. 330 00:18:04,720 --> 00:18:07,480 And we can do that by having amazing global reinsurers 331 00:18:07,480 --> 00:18:11,440 backing the product and then allows us to really give really 332 00:18:11,440 --> 00:18:13,640 robust coverage for our policyholders. 333 00:18:14,040 --> 00:18:16,120 And Christy, I don't know if you want to expand on the individual 334 00:18:16,120 --> 00:18:18,360 right underwriting and how that's different from group? 335 00:18:19,960 --> 00:18:25,080 Yeah, absolutely. So that the critical piece, if 336 00:18:25,080 --> 00:18:28,600 you will, of our model is the fact that it's the first ever 337 00:18:28,880 --> 00:18:34,800 individually underwritten meaning instead of risk pooling. 338 00:18:34,800 --> 00:18:39,280 So say in Group insurance, for example, an employer will pay 339 00:18:39,280 --> 00:18:42,760 for everybody in their group whether or not they're going to 340 00:18:42,760 --> 00:18:45,840 use that product or not. And what happens in a group 341 00:18:45,840 --> 00:18:49,000 model is you have something called anti selection meeting. 342 00:18:49,000 --> 00:18:50,400 You don't know who's in that group. 343 00:18:50,480 --> 00:18:53,640 You don't know what the you know, the magnitude of risk is. 344 00:18:53,920 --> 00:18:57,640 And so often those policies end up being quite expensive because 345 00:18:57,640 --> 00:19:01,000 you need to cover that risk. What we're doing is looking at 346 00:19:01,000 --> 00:19:05,560 each woman to start and eventually men, but each a woman 347 00:19:05,560 --> 00:19:08,120 to start, and saying what is your individual risk? 348 00:19:08,360 --> 00:19:11,480 And how do we price that appropriately so that it can be 349 00:19:11,480 --> 00:19:16,000 affordable, but so we can also cover the risk and pay for your 350 00:19:16,000 --> 00:19:17,800 claims if and when you need them. 351 00:19:18,320 --> 00:19:21,160 And so you asked Tracy, like, why hasn't this been done 352 00:19:21,160 --> 00:19:25,280 before? You know, it might sound trite, 353 00:19:25,280 --> 00:19:29,120 but because it's hard. It's a combination of, you know, 354 00:19:29,520 --> 00:19:34,240 deep domain expertise in Women's Health and fertility, really 355 00:19:34,240 --> 00:19:36,960 understanding what drives infertility, but also what 356 00:19:36,960 --> 00:19:43,280 drives claims propensity, but also the ability to execute 357 00:19:43,280 --> 00:19:46,880 through as Laura mentioned, getting capacity from 358 00:19:46,880 --> 00:19:48,800 reinsurers. That's a big deal. 359 00:19:48,800 --> 00:19:53,200 It's very hard to do. And also setting up the entire 360 00:19:53,200 --> 00:19:56,480 regulatory structure of a brand new product, right? 361 00:19:56,480 --> 00:20:00,200 This is, I was talking to someone else this morning who's 362 00:20:00,360 --> 00:20:04,200 who are thinking about doing something in life insurance. 363 00:20:04,760 --> 00:20:07,480 You know, there are thousands, 10s of thousands of life 364 00:20:07,480 --> 00:20:09,200 insurance products on the market. 365 00:20:09,840 --> 00:20:12,200 It's a known entity, whereas this had never been done. 366 00:20:12,200 --> 00:20:15,960 So it's a lot around, you know, the background we have. 367 00:20:17,240 --> 00:20:19,520 And frankly, the network, we have an insurance. 368 00:20:19,880 --> 00:20:22,600 To be able to get fabulous, fabulous. 369 00:20:22,600 --> 00:20:25,760 I mean, I think it's really unique and it makes a whole lot 370 00:20:25,760 --> 00:20:28,520 of sense. Especially Laura, you, you 371 00:20:28,520 --> 00:20:31,720 mentioned the statistic that most people will have around 12 372 00:20:32,760 --> 00:20:35,280 jobs or experiences in their career. 373 00:20:35,400 --> 00:20:39,760 I mean, that's kind of wild when you really think about it and, 374 00:20:40,080 --> 00:20:45,800 and how imperative it is to have control over and access to 375 00:20:45,800 --> 00:20:49,280 benefits such as this, you know, when it comes to fertility. 376 00:20:49,520 --> 00:20:53,080 And Christy, you mentioned something about eventually men 377 00:20:53,080 --> 00:20:54,880 as well. And of course, maybe maybe I 378 00:20:54,880 --> 00:20:57,960 shouldn't say of course, but certainly some fertility 379 00:20:57,960 --> 00:21:03,160 challenges are linked to men. And so I am curious then like, 380 00:21:03,160 --> 00:21:05,680 is that kind of the next frontier for flora? 381 00:21:05,680 --> 00:21:09,360 Because naturally, when I think about, I think most people, 382 00:21:10,040 --> 00:21:13,160 frankly, not to generalize, but most people probably think about 383 00:21:13,160 --> 00:21:17,320 fertility just from this women's kind of owned perspective. 384 00:21:17,320 --> 00:21:20,480 That women are the ones that are fertile or infertile or have 385 00:21:20,920 --> 00:21:24,760 comorbidities or underlying health conditions that make it 386 00:21:24,760 --> 00:21:28,120 more difficult. And that men are not necessarily 387 00:21:28,120 --> 00:21:31,800 in that same category or susceptible to some of the same 388 00:21:31,800 --> 00:21:34,240 challenges. But it sounds like maybe there's 389 00:21:34,240 --> 00:21:39,000 some thought around how it's, you know, how the framework goes 390 00:21:39,000 --> 00:21:40,640 beyond just women. Is that fair? 391 00:21:40,920 --> 00:21:46,160 It is about 50% of infertility challenges are on the male side. 392 00:21:46,560 --> 00:21:49,360 But the interesting thing is there's not a lot that can be 393 00:21:49,360 --> 00:21:54,760 done about it for men, right? So it's either usually it could 394 00:21:54,760 --> 00:21:58,000 be lifestyle. So right, there are behaviors 395 00:21:58,000 --> 00:22:00,960 that are known to impact, you know, sperm counts, sperm 396 00:22:00,960 --> 00:22:06,240 quality, including, you know, smoking cannabis, other types of 397 00:22:06,240 --> 00:22:08,160 drugs, lack of physical activity. 398 00:22:08,480 --> 00:22:10,280 So those are things that are modifiable. 399 00:22:10,280 --> 00:22:13,760 But you know, a lot of it is just potentially physical 400 00:22:13,760 --> 00:22:17,080 blockage. And in that case that requires 401 00:22:17,080 --> 00:22:20,120 surgery. But the vast majority of the 402 00:22:20,120 --> 00:22:23,600 treatable parts of infertility are on the female side. 403 00:22:23,600 --> 00:22:27,800 And so while we do understand and want to support the male 404 00:22:27,800 --> 00:22:31,000 partner in this scenario, that is something that we would have 405 00:22:31,000 --> 00:22:36,280 to build new models for. The good news though is, is that 406 00:22:36,320 --> 00:22:41,000 most of the treatments for men, if you're going down the path of 407 00:22:41,000 --> 00:22:44,720 say IUI or IVF are actually covered under the same treatment 408 00:22:44,720 --> 00:22:49,160 codes as the women. So if you're as a couple going 409 00:22:49,160 --> 00:22:52,920 through IVF, for example, the the payment for like the sperm 410 00:22:52,920 --> 00:22:56,400 extraction and the spinning of it and all of that, that is 411 00:22:56,680 --> 00:22:59,280 actually covered under a bundled ICD 10 code. 412 00:22:59,920 --> 00:23:02,920 That's how we do a lot of, you know, a lot of it's actually 413 00:23:02,920 --> 00:23:05,400 covered under the woman under a flora policy. 414 00:23:05,800 --> 00:23:09,680 But maybe, Laura, if you want to talk about maybe men not buying. 415 00:23:12,240 --> 00:23:15,600 Yeah, I when creating this product, we were looking at and 416 00:23:15,600 --> 00:23:18,440 the way it's priced is similar to life insurance. 417 00:23:18,440 --> 00:23:22,840 The, the earlier you buy the product, the cheaper it is. 418 00:23:23,360 --> 00:23:28,160 Age is a big risk factor. You lock in that premium for the 419 00:23:28,160 --> 00:23:31,080 life of the policy, so whether you're buying it on your own or 420 00:23:31,080 --> 00:23:34,000 whether your employer is supporting it, that's all 421 00:23:34,000 --> 00:23:36,120 factored in. And we really were built when 422 00:23:36,120 --> 00:23:37,880 you're building it. We thought it was. 423 00:23:37,880 --> 00:23:42,720 More likely that young woman and they can, you know, in their 20s 424 00:23:42,720 --> 00:23:47,640 or 30s would buy it proactively more than maybe young men would. 425 00:23:47,640 --> 00:23:50,560 Though we're hearing, we are hearing there is definitely a 426 00:23:50,560 --> 00:23:53,840 shift in men thinking about their fertility at younger ages. 427 00:23:54,160 --> 00:23:56,600 But as Christy reference, most of the treatments are borne by 428 00:23:56,600 --> 00:24:00,320 the female partner and those are covered under a flora policy. 429 00:24:00,600 --> 00:24:04,920 Now, one way we look at male infertility or risk is some of 430 00:24:04,920 --> 00:24:07,120 our partners. We have partners in the space 431 00:24:07,120 --> 00:24:11,640 related to your microbiome, your hormonal data, all these things 432 00:24:11,640 --> 00:24:14,080 that can active fertility. And one of them as well looks at 433 00:24:14,080 --> 00:24:18,720 sperm optimization. Men typically have 10 weeks 434 00:24:20,440 --> 00:24:23,920 before conception where they can optimize their sperm through 435 00:24:23,920 --> 00:24:26,560 lifestyle behaviors. So one of our partners helps 436 00:24:26,560 --> 00:24:29,440 with that. But as Christy said, we're 437 00:24:29,440 --> 00:24:32,680 focusing on on the female partner right now. 438 00:24:32,680 --> 00:24:37,080 And when you create a net new insurance product, you cannot 439 00:24:37,080 --> 00:24:40,400 just no way would you get reinsurance back if you said 440 00:24:40,400 --> 00:24:42,400 we're going to cover every single person, every single 441 00:24:42,400 --> 00:24:43,960 condition. We really have to narrow it 442 00:24:44,040 --> 00:24:46,800 down. But it's still a very big market 443 00:24:46,800 --> 00:24:48,280 for us. And we really think it's 444 00:24:48,280 --> 00:24:50,960 important for women in particular to own their 445 00:24:50,960 --> 00:24:54,400 reproductive health outcomes. Your job can be, you can be let 446 00:24:54,400 --> 00:24:56,920 go from your job. You don't know what your your 447 00:24:56,920 --> 00:24:59,000 health plan will or will not cover in the future. 448 00:24:59,000 --> 00:25:02,800 If it's in your name, it is yours no matter what. 449 00:25:02,800 --> 00:25:05,840 This is private insurance that you own and control, or that 450 00:25:05,840 --> 00:25:09,960 your employer can also support. Absolutely. 451 00:25:09,960 --> 00:25:13,520 I love that you've, you talked about the age factor as well. 452 00:25:13,520 --> 00:25:16,560 I mean, certainly there are a number of people that I can 453 00:25:16,560 --> 00:25:20,680 think about even in my own network who have opted in, in 454 00:25:20,680 --> 00:25:25,040 essence, for, you know, talking about their fertility even 455 00:25:25,040 --> 00:25:28,440 before they're, you know, in that stage where they're ready 456 00:25:28,440 --> 00:25:30,800 to family plan in any, you know, event. 457 00:25:31,800 --> 00:25:34,840 And I one of the things that generally comes up is egg 458 00:25:34,840 --> 00:25:38,200 freezing, which I believe Flora does not necessarily cover 459 00:25:38,200 --> 00:25:42,120 today. And so I'm curious if egg 460 00:25:42,120 --> 00:25:45,240 freezing is something that is kind of like a totally different 461 00:25:45,280 --> 00:25:48,560 ball game or if there's something, you know, maybe that 462 00:25:48,560 --> 00:25:52,760 Flora is hoping to kind of bring into the fold down the line. 463 00:25:52,760 --> 00:25:55,960 Especially understanding and appreciating how difficult it is 464 00:25:55,960 --> 00:26:00,600 to enter into this market as the first of its kind and, and to 465 00:26:00,600 --> 00:26:01,920 get things lifted off the ground. 466 00:26:01,920 --> 00:26:06,920 I mean, certainly the $50,000, you know, lifetime coverage is 467 00:26:06,960 --> 00:26:09,800 quite a, quite a number and hopefully, I would imagine 468 00:26:09,800 --> 00:26:12,480 provides a significant amount of coverage for most people. 469 00:26:12,840 --> 00:26:15,720 But egg freezing, of course, is one of those things that people 470 00:26:15,720 --> 00:26:19,040 tend to talk about quite a bit, especially, you know, 471 00:26:19,040 --> 00:26:22,600 considering it's recommended that you do any type of egg 472 00:26:22,600 --> 00:26:27,640 freezing earlier on because the quality of a woman's eggs are 473 00:26:27,640 --> 00:26:31,040 greater, I guess, when she's younger, the younger that she, 474 00:26:31,040 --> 00:26:33,960 the younger she is, so to speak. I'm obviously not an expert on 475 00:26:33,960 --> 00:26:37,200 this, but just out of curiosity, what are your thoughts there? 476 00:26:37,720 --> 00:26:43,960 We so just to clarify, we do cover medically required egg 477 00:26:43,960 --> 00:26:46,760 freezing or medically recommended egg freezing. 478 00:26:46,760 --> 00:26:51,240 So you know, if for example, unfortunately you need to 479 00:26:51,240 --> 00:26:55,480 undergo chemotherapy or some other kind of treatment for a 480 00:26:55,840 --> 00:26:59,880 comorbid condition and your physician recommends that you 481 00:27:00,280 --> 00:27:01,960 freeze your eggs, We do cover that. 482 00:27:02,440 --> 00:27:05,800 The piece that we got it, it's the elective, it's the elective 483 00:27:05,800 --> 00:27:07,440 egg freezing, it's the preventative. 484 00:27:07,440 --> 00:27:09,720 And the reason, you know, the reason is you said 485 00:27:09,720 --> 00:27:14,960 mathematically if we were to sell someone a policy that cost 486 00:27:14,960 --> 00:27:18,760 $20.00 a month and everybody froze their eggs, then you know, 487 00:27:18,880 --> 00:27:24,280 it's hard for the business. That being said, we are thinking 488 00:27:24,280 --> 00:27:28,920 about and having some serious conversations about what a egg 489 00:27:28,920 --> 00:27:30,400 freezing product could look like. 490 00:27:31,040 --> 00:27:34,400 I would say we really look at it as a both an alternative and a 491 00:27:34,400 --> 00:27:37,960 compliment to egg freezing. So if you're in your, let's say 492 00:27:37,960 --> 00:27:41,960 early mid 20s, you may not need to look at egg freezing at that 493 00:27:41,960 --> 00:27:43,720 point in time. It's very expensive, it's 494 00:27:43,720 --> 00:27:45,760 invasive. When you actually look at the 495 00:27:45,760 --> 00:27:50,080 numbers, only about 6 to 15% of people actually end up using 496 00:27:50,240 --> 00:27:53,000 their frozen eggs. So you're putting out a lot of 497 00:27:53,000 --> 00:27:56,200 dollars, you're putting your body through something and 498 00:27:56,320 --> 00:27:58,320 there's a good chance you'll never use those eggs. 499 00:27:58,320 --> 00:28:02,360 Also, if you egg freeze and you need to use those eggs, that's 500 00:28:02,360 --> 00:28:04,920 IVF. That's 100% IVF down the road. 501 00:28:04,920 --> 00:28:06,640 So that's another very invasive procedure. 502 00:28:06,640 --> 00:28:09,760 So I would say if you're in your, you know, if you're in 503 00:28:09,760 --> 00:28:13,800 your 20s, buy a flora policy. That's actually a young woman 504 00:28:13,800 --> 00:28:16,400 said to me, I'm hearing that freezing my eggs is the only way 505 00:28:16,400 --> 00:28:19,400 to insure my future fertility. And she said, you just made me 506 00:28:19,400 --> 00:28:22,080 realize I actually just need an insurance policy. 507 00:28:22,480 --> 00:28:25,040 So think of as an alternative in your 20s, if you're getting into 508 00:28:25,040 --> 00:28:28,440 your late 20s, your 30s, and you opt to freeze your eggs, 509 00:28:29,040 --> 00:28:31,360 absolutely go for it. But you should still have a 510 00:28:31,360 --> 00:28:34,920 flora policy because depending on your risk profile, you've 511 00:28:34,920 --> 00:28:38,200 already invested so heavily in freezing your eggs, Depending on 512 00:28:38,200 --> 00:28:40,640 your risk profile, there's a good chance we can still offer 513 00:28:40,640 --> 00:28:43,680 you a flora policy. And so for say, at around that 514 00:28:43,680 --> 00:28:47,640 age, it might be $4050 a month. If you need to use those eggs in 515 00:28:47,640 --> 00:28:51,040 the future, you will have the dollars to do that. 516 00:28:51,440 --> 00:28:54,400 And so we really do try to align with egg freezing and in 517 00:28:54,400 --> 00:28:56,280 different ways. And as Christy mentioned, 518 00:28:56,280 --> 00:28:58,520 hopefully down the road that's something we can incorporate. 519 00:28:59,840 --> 00:29:02,600 It's it's just a tricky one in terms of elective because as we 520 00:29:02,600 --> 00:29:05,640 said, from a mathematical perspective, it just doesn't 521 00:29:05,640 --> 00:29:10,440 work to pay $2030 a month and then be able to spend 15,001 522 00:29:10,440 --> 00:29:14,600 year later on egg freezing. Of course, and it makes total 523 00:29:14,600 --> 00:29:16,240 sense. And actually, I think that this 524 00:29:16,240 --> 00:29:20,360 is helping to unveil a bit of a misconception actually around 525 00:29:20,600 --> 00:29:25,880 what we, you know, normies might understand about fertility and 526 00:29:25,880 --> 00:29:28,480 fertility treatments. And Laura, to your point and, 527 00:29:28,480 --> 00:29:32,080 and really both of your points, when someone use, if they use 528 00:29:32,080 --> 00:29:35,200 their eggs, if at all, then they're going through IVF and 529 00:29:35,200 --> 00:29:37,560 that necessitates additional coverage anyway. 530 00:29:37,560 --> 00:29:40,680 And and you know, coverage that otherwise they wouldn't have. 531 00:29:40,680 --> 00:29:43,600 And you're talking to your point about 10s of thousands of 532 00:29:43,600 --> 00:29:46,760 dollars if they're not, if they don't have coverage from Flora, 533 00:29:46,760 --> 00:29:49,520 for example. And when I think about these 534 00:29:49,520 --> 00:29:54,240 misconceptions, I certainly can relate this a little bit to 535 00:29:54,240 --> 00:29:58,560 where, you know, people are kind of reliant on their either their 536 00:29:58,560 --> 00:30:02,520 governments or their employers for coverage and understanding. 537 00:30:02,800 --> 00:30:07,240 And I've had guests on in the past who have talked about, you 538 00:30:07,240 --> 00:30:09,120 know, different types of benefits and perks, whether 539 00:30:09,120 --> 00:30:10,840 health or financial and otherwise. 540 00:30:11,880 --> 00:30:14,720 And a lot of what the conversation comes down to is 541 00:30:14,720 --> 00:30:18,080 education for the benefactor, right? 542 00:30:18,080 --> 00:30:21,920 So in this case, the employee. And naturally with Flora being 543 00:30:22,600 --> 00:30:27,280 an individually owned policy with coverage, there's 544 00:30:27,800 --> 00:30:31,080 inherently that built in education, understanding that, 545 00:30:31,360 --> 00:30:34,720 you know, fertility coverage can look totally different for so 546 00:30:34,720 --> 00:30:37,880 many people. And egg freezing is not the only 547 00:30:37,880 --> 00:30:39,280 thing. And, and Laura, I really 548 00:30:39,280 --> 00:30:41,800 appreciate that you shared that example from one woman who said 549 00:30:41,800 --> 00:30:44,680 that they thought that that was their only option. 550 00:30:45,320 --> 00:30:48,320 And so I'm curious if there are other misconceptions out there 551 00:30:48,320 --> 00:30:51,760 or potentially even ways for people to further educate 552 00:30:51,760 --> 00:30:55,760 themselves to kind of unveil those other misconceptions. 553 00:30:57,840 --> 00:31:01,920 What I would say, which I'm kind of answering your question kind 554 00:31:01,920 --> 00:31:08,480 of not, I think just on the whole there are there's just a 555 00:31:08,480 --> 00:31:12,200 lack of education around infertility in general and what 556 00:31:12,200 --> 00:31:15,160 that means, right? Because as I think I mentioned 557 00:31:15,480 --> 00:31:20,960 earlier on, it could mean just that you have undiagnosed PCOS. 558 00:31:21,120 --> 00:31:24,400 That was me, right? I ended up figuring out through, 559 00:31:24,720 --> 00:31:27,280 I had no idea I had it. I frankly didn't even really 560 00:31:27,280 --> 00:31:30,720 know what it was. And you know, or that you just 561 00:31:30,720 --> 00:31:34,040 have a regular cycles through to you actually have severe 562 00:31:34,040 --> 00:31:36,920 endometriosis and you require different kinds of treatments. 563 00:31:37,000 --> 00:31:41,720 So one of the things that, you know, I think we're most excited 564 00:31:41,720 --> 00:31:47,920 about is the ability to provide that education and starting from 565 00:31:47,920 --> 00:31:51,040 the earliest day, right? So if you're someone in your 21 566 00:31:51,040 --> 00:31:54,760 and you buy a policy, you're probably not going to have a lot 567 00:31:54,760 --> 00:31:58,280 of medical education around what drives infertility, what are 568 00:31:58,280 --> 00:32:00,600 your risks? What are the lifestyle factors 569 00:32:00,600 --> 00:32:04,080 associated with infertility? You know, people ask, does 570 00:32:04,080 --> 00:32:06,640 smoking impact infertility? Yes. 571 00:32:06,760 --> 00:32:09,960 Does alcohol, yes. You know, things that and but 572 00:32:09,960 --> 00:32:12,320 those are going to be very different questions than someone 573 00:32:12,320 --> 00:32:15,680 who's, you know, 34 and trying to get pregnant. 574 00:32:15,920 --> 00:32:18,720 That would be more around what are my options? 575 00:32:18,720 --> 00:32:21,440 What are the potential, you know, medical barriers that I 576 00:32:21,440 --> 00:32:24,440 might run into? And so for us, I think it's a 577 00:32:24,440 --> 00:32:28,400 lot around really opening up the conversation, which is already 578 00:32:28,400 --> 00:32:31,800 starting to happen, and helping women understand their 579 00:32:31,800 --> 00:32:35,080 reproductive Physiology and the fact that challenges are 580 00:32:35,080 --> 00:32:38,160 perfectly normal and that there are solutions for them. 581 00:32:39,640 --> 00:32:43,960 And then the last thing I'll say is I do think the focus on IVF 582 00:32:44,560 --> 00:32:48,000 is a misconception where people think if I'm going to need 583 00:32:48,000 --> 00:32:50,880 fertility treatment, that's the only path. 584 00:32:51,360 --> 00:32:55,200 And honestly, a lot of the times, 9 out of 10 times you 585 00:32:55,200 --> 00:32:58,040 don't end up needing IVF. So that's a piece of the 586 00:32:58,040 --> 00:33:01,280 education for us as well, both from the medical side but also 587 00:33:01,280 --> 00:33:05,120 from the financial side. Of and on that IVF issue, so I 588 00:33:05,120 --> 00:33:08,080 know when we look at how we established our lifetime amount 589 00:33:08,080 --> 00:33:13,040 of coverage, which is 50,000 for some people, they'll go, well, 590 00:33:13,040 --> 00:33:16,160 what about somebody who needs to go through 5 rounds of IVF where 591 00:33:16,160 --> 00:33:18,160 there was an article I think in the Wall Street Journal this 592 00:33:18,160 --> 00:33:21,760 past weekend, that one couple had gone through like 300,000 to 593 00:33:21,760 --> 00:33:25,400 afford fertility treatment. Those, I mean, that's upsetting 594 00:33:25,480 --> 00:33:28,480 across the board. It's incredibly expensive. 595 00:33:28,480 --> 00:33:33,640 How can anybody afford that? There are certainly cases where 596 00:33:33,640 --> 00:33:36,160 it is, you know we're getting into the 100 gram plus for 597 00:33:36,160 --> 00:33:39,320 fertility treatment. But when we look at the average 598 00:33:39,320 --> 00:33:42,440 it's around 50,000. And the reason that is, is 599 00:33:42,440 --> 00:33:45,560 because again we focus on IVF and there's are those terrible 600 00:33:45,560 --> 00:33:50,040 cases where they're going you're going through 34567 rounds at 601 00:33:50,200 --> 00:33:53,600 1520 thousand around. But looking at that bigger 602 00:33:53,600 --> 00:33:58,200 picture, when we look at that up to 90% of of cases are treated 603 00:33:58,200 --> 00:34:01,280 in those earlier stages. People are still, it's still 604 00:34:01,280 --> 00:34:04,120 costing them a fair amount. It might be 5010 thousand, 605 00:34:04,120 --> 00:34:09,159 20,000 those diagnostics, the medications, the IUI, they all 606 00:34:09,159 --> 00:34:12,880 cost, but it's not going to get up to that 100 grand. 607 00:34:12,880 --> 00:34:15,840 So that's how our model takes into account an average of 608 00:34:15,840 --> 00:34:18,159 50,000. But you also don't want to just 609 00:34:18,159 --> 00:34:20,320 focus on IVF. There's some insurance plans out 610 00:34:20,360 --> 00:34:24,159 there that that do because again people are still shelling out in 611 00:34:24,159 --> 00:34:29,280 a clinical workflow often pre IVF five, ten, $20,000, thirty, 612 00:34:29,280 --> 00:34:33,040 $12,000 that comes before that. And so just really 613 00:34:33,040 --> 00:34:35,960 understanding, I think the two things we hear in the media are 614 00:34:36,040 --> 00:34:41,719 egg freezing and IVF, they get a lot of attention, but fertility 615 00:34:41,719 --> 00:34:43,880 and fertility, it's much broader than that. 616 00:34:43,880 --> 00:34:46,239 And they actually, the really good news is there's so much 617 00:34:46,239 --> 00:34:50,760 emerging data and science when we talked about vaginal 618 00:34:50,760 --> 00:34:53,639 microbiome that's shown to be really interested if we're 619 00:34:53,639 --> 00:34:56,760 looking at STD's that might prevent needing IVF down the 620 00:34:56,760 --> 00:34:59,320 road. The hormonal data, I'm, it's, 621 00:34:59,760 --> 00:35:02,440 there's so many interesting companies and people doing 622 00:35:02,480 --> 00:35:04,320 really interesting things in this space. 623 00:35:04,320 --> 00:35:07,480 So we're going to see a big evolution and how we're able to 624 00:35:08,040 --> 00:35:10,720 detect and treat fertility going forward. 625 00:35:12,360 --> 00:35:16,440 I do have to say real quick to that note because it, it made me 626 00:35:16,440 --> 00:35:23,440 kind of, you know, reflect, I just met this awesome company 627 00:35:23,440 --> 00:35:27,280 out of Stanford and they're building a non invasive hormone 628 00:35:27,280 --> 00:35:32,160 tracking wearable device and, you know, that's able to track 629 00:35:32,160 --> 00:35:35,640 all of the critical hormones. And it made me think back to 630 00:35:35,640 --> 00:35:39,240 when I was trying to get pregnant and I, you know, I wish 631 00:35:39,240 --> 00:35:41,080 I had it here. I literally had this little 632 00:35:41,080 --> 00:35:43,880 machine, OK, and there were pee sticks. 633 00:35:44,080 --> 00:35:47,320 So you had to pee on the stick and then you had to stick it 634 00:35:47,440 --> 00:35:53,320 into this machine, and then all you got was a sad face, like 635 00:35:53,320 --> 00:35:54,120 kind. Of like a. 636 00:35:54,520 --> 00:35:57,840 Flat looking face or a happy face and that was it. 637 00:35:58,040 --> 00:36:02,160 And but that was like revolutionary technology years 638 00:36:02,160 --> 00:36:04,960 ago, right where you were like, OK, I know I have an irregular 639 00:36:04,960 --> 00:36:06,320 cycle. This will help me. 640 00:36:06,840 --> 00:36:11,040 So to Laura's point, I think, you know, it's both the emerging 641 00:36:11,600 --> 00:36:16,360 predictive science around infertility, but also the 642 00:36:16,360 --> 00:36:20,800 reproductive medicine science is just getting better and better. 643 00:36:20,800 --> 00:36:25,920 The success rates are higher. The you know, personalized 644 00:36:25,920 --> 00:36:30,080 medicine is getting better where it's like right treatment for 645 00:36:30,080 --> 00:36:32,480 the right person at the right time. 646 00:36:32,800 --> 00:36:35,400 Whereas back you know they will just die. 647 00:36:35,400 --> 00:36:40,120 If you have babies 45 plus years ago it that wasn't around, we 648 00:36:40,120 --> 00:36:43,680 didn't have AI. Now you have AI models running 649 00:36:43,680 --> 00:36:46,960 on the sperm quality, running on the egg count, running on the 650 00:36:46,960 --> 00:36:50,680 hormones to say this is what you should do and why. 651 00:36:51,080 --> 00:36:54,080 And you know, that will give you your highest chance of success. 652 00:36:54,520 --> 00:36:57,160 So we're in a really interesting era right now, I think for. 653 00:36:57,240 --> 00:36:59,240 G. Is helping a lot. 654 00:36:59,480 --> 00:37:02,840 Yeah, so interesting. And, and I do think that 655 00:37:04,080 --> 00:37:09,720 people's just overall awareness will help in improving and 656 00:37:09,720 --> 00:37:13,480 increasing all of that data because it's something that's so 657 00:37:13,480 --> 00:37:16,880 important to people naturally. You know, some people go their 658 00:37:16,880 --> 00:37:20,000 whole lives, you know, saying I don't want to get pregnant yet. 659 00:37:20,000 --> 00:37:22,480 And then when they do want to get pregnant, they have right. 660 00:37:22,480 --> 00:37:25,000 They have trouble sometimes. Like this is like a, you know, 661 00:37:25,000 --> 00:37:27,400 it's like one of those sad jokes is that, you know, as a woman, 662 00:37:27,400 --> 00:37:29,000 you're like, OK, I need to be on birth control. 663 00:37:29,000 --> 00:37:31,240 I need to do this. I need to do whatever, whatever 664 00:37:31,240 --> 00:37:35,520 I can do not to have a baby until I'm ready and then you're 665 00:37:35,520 --> 00:37:37,800 ready. And sometimes it just doesn't 666 00:37:37,800 --> 00:37:40,280 shake out the way that you talked. 667 00:37:40,280 --> 00:37:42,480 Not like, what do you mean? I was like, yeah, I'm. 668 00:37:42,480 --> 00:37:45,240 Very Type A, you know? OK, yeah, I'm gonna do this with 669 00:37:45,280 --> 00:37:46,880 my life. I'm gonna do this and then I'm 670 00:37:46,880 --> 00:37:48,840 gonna have a baby. In my head I was like, I wanna 671 00:37:48,840 --> 00:37:52,600 have a baby at 31 and 33. Sounds like what you did, Tracy. 672 00:37:53,680 --> 00:37:56,880 Pretty much, yeah. And, and it, it literally just 673 00:37:56,880 --> 00:38:00,200 did not work out that way. And it was so frustrating. 674 00:38:00,320 --> 00:38:03,960 But also what was frustrating too was that it was came as a 675 00:38:03,960 --> 00:38:07,840 bit of a surprise to me, Like, how did I end up here? 676 00:38:07,960 --> 00:38:11,120 And so I do think the exciting thing is that the conversation 677 00:38:11,120 --> 00:38:13,080 is happening. More women are tracking their 678 00:38:13,080 --> 00:38:15,480 cycles now. They're thinking about it. 679 00:38:15,480 --> 00:38:17,000 They're doing things like egg freezing. 680 00:38:17,000 --> 00:38:19,680 I know. Yeah, Christy said I, I think 681 00:38:19,680 --> 00:38:22,360 you said once in another interview we did that you were 682 00:38:22,360 --> 00:38:25,200 just so used to that. If you put in the hard work, as 683 00:38:25,200 --> 00:38:27,280 I think a lot of women feel, if we put in the hard work, it's 684 00:38:27,280 --> 00:38:29,920 going to happen, right, No matter what do we put our mind 685 00:38:29,920 --> 00:38:31,320 to. And it just that doesn't 686 00:38:31,440 --> 00:38:34,720 necessarily happen, right. When it comes to the totally 687 00:38:34,720 --> 00:38:37,040 kids. I loved that it, it totally made 688 00:38:37,040 --> 00:38:39,120 sense. That's our mindset and this. 689 00:38:39,960 --> 00:38:42,840 Is yeah, absolutely. Absolutely. 690 00:38:42,840 --> 00:38:48,320 I've seen Yeah. Yeah, exactly, No, exactly. 691 00:38:48,320 --> 00:38:51,040 And I there, there's some content creators who I follow 692 00:38:51,040 --> 00:38:55,120 who have kind of vulnerably talked about how they feel like 693 00:38:55,120 --> 00:38:58,360 their body fails them. And you know, they they spend 694 00:38:58,360 --> 00:39:01,800 all this time working out and eating well and using, you know, 695 00:39:01,800 --> 00:39:03,920 non-toxic ingredients and things. 696 00:39:03,920 --> 00:39:06,560 And and then they're like, why is my body failing me? 697 00:39:06,760 --> 00:39:09,720 And I think this is where, you know, when I think about Flora 698 00:39:09,720 --> 00:39:13,960 and what it's what it's allowing women in particular and having 699 00:39:13,960 --> 00:39:17,200 this individually owned coverage, it's giving them a 700 00:39:17,200 --> 00:39:21,160 sense of control, which otherwise you don't necessarily 701 00:39:21,160 --> 00:39:25,200 feel when you are, you know what I imagine struggling with trying 702 00:39:25,200 --> 00:39:27,960 to start a family. And so that sense of control is 703 00:39:27,960 --> 00:39:31,680 like, I don't know, as someone who is also very type A, that is 704 00:39:31,680 --> 00:39:35,720 like one of the most peaceful things that I can think about is 705 00:39:35,720 --> 00:39:39,240 like having control over something, you know, maybe to 706 00:39:39,240 --> 00:39:42,560 my, my husband's dismay. But I love like no one loves 707 00:39:42,560 --> 00:39:45,720 having control more than someone who is like, you know, maybe 708 00:39:45,720 --> 00:39:49,400 like us and really planned. But really in general, like when 709 00:39:49,400 --> 00:39:53,320 you feel in control of something like your body and your 710 00:39:53,320 --> 00:39:56,160 fertility and your ability to get pregnant and whatever that 711 00:39:56,160 --> 00:39:58,840 means to someone. Then there is this, you know, 712 00:39:58,840 --> 00:40:01,720 you kind of have this whole world open up for you. 713 00:40:02,600 --> 00:40:07,120 And so, you know, I realized we talked a lot about what Flora 714 00:40:07,120 --> 00:40:08,480 does and how it's different and things like that. 715 00:40:08,480 --> 00:40:11,640 But I'm also curious, especially since so many listeners are in 716 00:40:11,920 --> 00:40:15,560 business and they're in HR, how they can. 717 00:40:16,280 --> 00:40:20,040 Support individuals either themselves or at their their 718 00:40:20,040 --> 00:40:23,200 companies to have access to flora. 719 00:40:23,200 --> 00:40:27,360 Like are there employers who are, you know, reimbursing for, 720 00:40:27,360 --> 00:40:31,280 for Flora's coverage, for example, or are there unique 721 00:40:31,280 --> 00:40:35,680 ways that they can bring this back to their companies, you 722 00:40:35,680 --> 00:40:38,320 know, for just more engagement of their population? 723 00:40:38,320 --> 00:40:40,880 So fertility benefits are very much in demand. 724 00:40:41,200 --> 00:40:45,160 As many as 88% of women are asking for these types of 725 00:40:45,160 --> 00:40:50,040 benefits at work. And when we were building this, 726 00:40:50,040 --> 00:40:52,640 again, the group models that are out there because they're 727 00:40:52,640 --> 00:40:54,880 groups, they're very expensive. So they're typically only 728 00:40:54,880 --> 00:40:58,400 available at companies with, you know, 5000 employees or more. 729 00:40:58,760 --> 00:41:01,360 Smaller groups are typically excluded either because their 730 00:41:01,360 --> 00:41:04,400 group is too small, the anti selection is too high, or the 731 00:41:04,400 --> 00:41:08,320 coverage is just too expensive. And so for employers, it's very 732 00:41:08,320 --> 00:41:11,680 simple with Flora, you decide, you know who you want to offer 733 00:41:11,680 --> 00:41:14,040 it to at work. It could be all your, you know, 734 00:41:14,040 --> 00:41:17,960 female employees that fit within our age range, spouses. 735 00:41:17,960 --> 00:41:23,920 It could be adult children of of some of your employees and they 736 00:41:23,920 --> 00:41:26,600 simply go through the underwriting process. 737 00:41:26,960 --> 00:41:29,640 You decide how much of the premium you want to pay, whether 738 00:41:29,640 --> 00:41:34,240 it's 100%, fifty percent, 25%, and then the policy is issued to 739 00:41:34,240 --> 00:41:35,880 them and you're really there supporting it. 740 00:41:35,880 --> 00:41:37,920 It doesn't need to be tied to open enrolment. 741 00:41:38,160 --> 00:41:41,240 You know exactly what your costs are going to be as an employer, 742 00:41:41,240 --> 00:41:44,920 so there's no risk of your utilization cost spiking out of 743 00:41:44,920 --> 00:41:46,240 control. And that's what we're seeing a 744 00:41:46,240 --> 00:41:47,960 lot with the existing group models. 745 00:41:48,800 --> 00:41:51,880 So it's really meant to be affordable and accessible and 746 00:41:51,880 --> 00:41:54,240 very beneficial for your employees. 747 00:41:56,480 --> 00:42:00,320 And from a super practical standpoint, all we do is create 748 00:42:00,320 --> 00:42:03,680 a Co branded landing page for you, for your company. 749 00:42:03,680 --> 00:42:05,960 So you would send it out to those, as Laura said, those 750 00:42:05,960 --> 00:42:09,560 eligible employees, they would just go through the regular 751 00:42:09,880 --> 00:42:13,840 online underwriting process. And then we just bill the 752 00:42:13,840 --> 00:42:17,400 employer directly. And the, the, the thing that I, 753 00:42:17,880 --> 00:42:21,680 I gained a lot more understanding from, we actually 754 00:42:21,680 --> 00:42:27,400 pitched on the employee benefits stage at HLTH this year last 755 00:42:27,400 --> 00:42:28,360 month. Oh my goodness. 756 00:42:28,880 --> 00:42:33,320 And you know, so many employers were struck by how easy it was, 757 00:42:33,800 --> 00:42:35,080 right? The fact that, as Laura 758 00:42:35,080 --> 00:42:37,400 mentioned, it doesn't have to be open enrollment. 759 00:42:37,440 --> 00:42:41,440 You can offer this at any time of the year and then you're only 760 00:42:41,440 --> 00:42:43,840 on the hook as an employer to pay for the premiums. 761 00:42:44,480 --> 00:42:47,520 You're paying the premiums. The claims themselves are borne 762 00:42:47,520 --> 00:42:50,920 by Flora because of our reinsurance backing. 763 00:42:51,120 --> 00:42:54,120 Whereas some of these other group plans, you're actually 764 00:42:54,120 --> 00:42:56,840 paying for the rounds of treatment themselves in addition 765 00:42:56,840 --> 00:42:59,680 to PEPM fees, eligible employee fees. 766 00:42:59,680 --> 00:43:03,080 So not only is it more affordable, but it's accessible 767 00:43:03,080 --> 00:43:07,040 throughout the entire year and very straightforward to do so if 768 00:43:07,040 --> 00:43:10,680 there are any listeners. And I do want to point out, so 769 00:43:10,680 --> 00:43:14,240 as we're taping this, the Trump administration came up with some 770 00:43:14,480 --> 00:43:17,520 and guidelines right around IVF accessibility. 771 00:43:17,520 --> 00:43:20,840 One was on lowering drug costs, which is great whether you have 772 00:43:20,840 --> 00:43:23,760 insurance or not, that makes your insurance go further. 773 00:43:23,760 --> 00:43:27,040 The other one was around employers offering fertility 774 00:43:27,040 --> 00:43:30,680 benefits because it has been out of reach for the vast majority 775 00:43:30,680 --> 00:43:33,920 of employers, 60 to 80% of people still have no coverage 776 00:43:33,920 --> 00:43:36,080 through work. And it's begin because those 777 00:43:36,080 --> 00:43:38,680 group plans have been so expensive and those utilization 778 00:43:38,680 --> 00:43:41,000 costs so high. And So what the Trump 779 00:43:41,000 --> 00:43:44,360 administration was recommending that we offer fertility benefits 780 00:43:44,520 --> 00:43:47,320 that's outside of traditional group or health plans. 781 00:43:47,840 --> 00:43:50,920 And so that is exactly where Flora fits in. 782 00:43:50,920 --> 00:43:54,280 Think of it more like a flex or voluntary supplemental benefit 783 00:43:54,280 --> 00:43:59,080 that's highly affordable, easy for the employers to offer and 784 00:43:59,280 --> 00:44:02,040 makes it very accessible for employees. 785 00:44:02,760 --> 00:44:05,640 So we're really happy to see the administration come up with 786 00:44:05,640 --> 00:44:08,800 those guidelines because it aligns very, very well with our 787 00:44:08,800 --> 00:44:11,000 product. And to be honest, there's very 788 00:44:11,000 --> 00:44:14,800 few, if any other providers out there who can match what we've 789 00:44:14,880 --> 00:44:17,480 built here. And again, because of the years 790 00:44:17,480 --> 00:44:20,040 of development and the reinsurers backing this product. 791 00:44:22,160 --> 00:44:25,080 Amazing. Yeah, it's seldom we hear good 792 00:44:25,080 --> 00:44:27,440 news sometimes. So it's really nice that 793 00:44:27,440 --> 00:44:31,360 there's, you know, there are these opportunities for people. 794 00:44:31,360 --> 00:44:34,040 And I do think this is where there's this fabulous 795 00:44:34,040 --> 00:44:36,000 intersection for the employer and the employee. 796 00:44:36,000 --> 00:44:38,440 Like the employee is like, this is important to me and I'm 797 00:44:38,440 --> 00:44:41,160 paying it anyway. This would be an amazing thing 798 00:44:41,160 --> 00:44:44,680 to get reimbursed for, you know, and especially considering what 799 00:44:44,680 --> 00:44:47,400 the average cost of a plan is, you know, based on your website. 800 00:44:47,400 --> 00:44:50,320 I mean, these are things that are ultimately pretty affordable 801 00:44:50,320 --> 00:44:53,280 and go a long way from an engagement standpoint and how 802 00:44:53,280 --> 00:44:56,960 employers show their employees how much they care about them 803 00:44:57,520 --> 00:45:00,000 because fertility, you know, especially I just think about 804 00:45:00,000 --> 00:45:02,920 the mindset of someone who's struggling with fertility or 805 00:45:02,920 --> 00:45:06,640 thinking about this, that maybe they'll, they'll be that much 806 00:45:06,640 --> 00:45:09,400 more engaged and productive in the work that they're doing if 807 00:45:09,400 --> 00:45:13,040 they, this is 1 less worry that they have in their personal 808 00:45:13,040 --> 00:45:15,600 lives. And again, one more thing that 809 00:45:15,600 --> 00:45:19,520 they have control over. And so with that, I, I really 810 00:45:19,520 --> 00:45:22,920 appreciate both of you joining the podcast and especially 811 00:45:22,920 --> 00:45:25,480 considering its fertility awareness month by the time this 812 00:45:25,480 --> 00:45:29,160 episode launches. And so I'd love to invite you to 813 00:45:29,160 --> 00:45:32,320 share where the listeners can learn more about Flora, where 814 00:45:32,320 --> 00:45:35,240 they could connect with you and hopefully, hopefully offer these 815 00:45:35,240 --> 00:45:39,280 things to their employees or even just access this coverage 816 00:45:39,280 --> 00:45:41,760 for themselves. Absolutely. 817 00:45:41,760 --> 00:45:44,600 Well, happy to so happy to have this conversation today. 818 00:45:44,600 --> 00:45:47,160 So thank you for having us. Feel free. 819 00:45:47,160 --> 00:45:50,040 Anybody can go to our website, heyflora.com. 820 00:45:50,880 --> 00:45:54,320 We are both pretty active on LinkedIn as well, so often 821 00:45:54,320 --> 00:45:56,080 connect with professionals there. 822 00:45:57,280 --> 00:45:59,520 That's probably the best way to reach out to us. 823 00:46:01,720 --> 00:46:04,280 Amazing, Fabulous. Well, thank you both so much 824 00:46:04,280 --> 00:46:06,040 again. And I think what you're doing is 825 00:46:06,040 --> 00:46:10,040 amazing, and I'm really excited to watch Flora continue to grow 826 00:46:10,800 --> 00:46:13,840 and offer so many wonderful options for people. 827 00:46:14,720 --> 00:46:16,760 Thanks so much for having us. It's been a great. 828 00:46:16,840 --> 00:46:18,400 Conversation. Thank you, Tracy. 829 00:46:18,720 --> 00:46:21,160 Appreciate it. Hey, just before you go, don't 830 00:46:21,160 --> 00:46:23,960 forget to subscribe to the show so that you are the first to 831 00:46:23,960 --> 00:46:27,720 hear when an episode drops each week and maybe leave a five star 832 00:46:27,720 --> 00:46:30,280 review and a comment about how much you love this episode. 833 00:46:30,520 --> 00:46:33,080 Plus, if you have someone in mind who would really enjoy this 834 00:46:33,080 --> 00:46:34,720 episode, make sure you share it with them. 835 00:46:34,840 --> 00:46:37,640 Thank you so much for tuning in and I'll see you next week.