1 00:00:00,080 --> 00:00:02,400 People are there for the painter, not the paint. 2 00:00:02,680 --> 00:00:06,360 So the painter is the one that gives you the result, The paint 3 00:00:06,360 --> 00:00:07,960 isn't the one that gives you the result. 4 00:00:08,480 --> 00:00:12,320 And once clinicians understand that rather than investing in 5 00:00:12,320 --> 00:00:16,320 pharmaceutical pharmaceuticals, they invest in their skills and 6 00:00:16,320 --> 00:00:19,680 the more hone their skills, the better the result. 7 00:00:19,960 --> 00:00:22,520 I mean, if you look at all the agents of Melbourne, Australia, 8 00:00:22,520 --> 00:00:25,160 so there's seven different boat offices and there's some 30 9 00:00:25,160 --> 00:00:27,160 different types of pillars available in Australia. 10 00:00:27,400 --> 00:00:29,960 Objectively, there's very minimum difference between them, 11 00:00:30,080 --> 00:00:31,760 right? If you speak to every pharma 12 00:00:31,760 --> 00:00:34,600 company that they think that their one is the best thing in 13 00:00:34,600 --> 00:00:36,520 the world. But objectively, they're all 14 00:00:36,520 --> 00:00:39,360 exactly the same. What makes a difference is a 15 00:00:39,360 --> 00:00:41,960 clinician that's injecting the agent. 16 00:00:42,240 --> 00:00:44,360 I mean, sure, some of them are more expensive, some of them are 17 00:00:44,360 --> 00:00:46,280 a little less expensive, but you're looking at, you know, 18 00:00:46,320 --> 00:00:49,320 plus -1020% nothing that is material. 19 00:00:49,480 --> 00:00:53,360 So that's one thing that I tell clinicians is to understand 20 00:00:53,480 --> 00:00:57,080 their value and their were. Hi there. 21 00:00:57,320 --> 00:01:00,480 Are you a professional or business owner teaching 22 00:01:00,480 --> 00:01:04,760 investors for sharing big ideas? What your presentations just are 23 00:01:04,760 --> 00:01:08,800 not keeping up with your vision? That's exactly why I use Gamma 24 00:01:08,800 --> 00:01:13,800 app are proud partners. Gamma is an AI powered platform 25 00:01:13,920 --> 00:01:18,640 that helps you build beautiful decks, documents and web pages 26 00:01:18,760 --> 00:01:22,400 in just minutes. No complicated formats in no 27 00:01:22,400 --> 00:01:26,000 design headaches, just clean, modern presentations that 28 00:01:26,000 --> 00:01:28,720 communicate your ideas clearly and professional. 29 00:01:29,120 --> 00:01:33,520 If you want to present like a pro, Sign up today using the two 30 00:01:33,520 --> 00:01:37,120 stack link in the description below and start creating smarter 31 00:01:37,280 --> 00:01:39,560 the camera app. Realize that ladies and 32 00:01:39,560 --> 00:01:42,760 gentlemen, you once again welcome to the Kingdom's podcast 33 00:01:42,760 --> 00:01:48,320 and diary of a CFO. And today we've got a very, very 34 00:01:48,320 --> 00:01:52,560 special guest all the way from the world down under. 35 00:01:53,560 --> 00:01:57,000 Beck. Welcome Whiten out of Perth, 36 00:01:57,040 --> 00:02:00,040 Australia. Doctor Vivek. 37 00:02:02,200 --> 00:02:07,440 Ranking. And when the action begins in 38 00:02:07,440 --> 00:02:11,840 the Octagon, is the Prime Minister of Australia Are you 39 00:02:11,840 --> 00:02:14,000 ready? Aussie, Aussie. 40 00:02:14,000 --> 00:02:15,240 Aussie. Introduction. 41 00:02:17,360 --> 00:02:18,880 Aussie, Aussie, Aussie especially. 42 00:02:19,440 --> 00:02:24,880 Only before, especially before the Australia Day long weekend. 43 00:02:24,880 --> 00:02:28,520 We got Australia Day coming up on the 26th of January, so it's 44 00:02:28,520 --> 00:02:30,640 a very patriotic time in Australia here. 45 00:02:30,640 --> 00:02:32,160 So yeah, it's a great introduction. 46 00:02:32,320 --> 00:02:33,920 Thank you very much. Thank you very much. 47 00:02:33,920 --> 00:02:37,880 So and of course I'm really pumped to that the UFC is is 48 00:02:37,880 --> 00:02:40,160 coming back. We've had any event this year 49 00:02:40,200 --> 00:02:43,880 and we are having a really, really milestone event on 50 00:02:43,880 --> 00:02:46,680 Saturday. It's a new era in the UFC. 51 00:02:46,760 --> 00:02:51,240 So they now have a new TV license deal with Paramount 52 00:02:51,240 --> 00:02:56,920 Plus, and it's a $7 billion deal, $7 billion contract. 53 00:02:57,200 --> 00:02:58,800 It's massive. It's massive. 54 00:03:01,840 --> 00:03:03,480 They would easily make the money back on that. 55 00:03:03,840 --> 00:03:05,800 They would easily make the money back because the amount of 56 00:03:05,800 --> 00:03:08,640 people that watch UFC, the amount of people that enjoy UFC, 57 00:03:08,680 --> 00:03:10,640 even just having you in the background, you're going to have 58 00:03:10,640 --> 00:03:13,240 a lot of eyeballs on yeah on the show. 59 00:03:13,240 --> 00:03:15,800 So yeah, I think that's a great deal for Paramount Plus. 60 00:03:15,920 --> 00:03:17,200 Exactly. Fantastic. 61 00:03:17,680 --> 00:03:19,160 Wow. I'm a very, very big fan of the 62 00:03:19,160 --> 00:03:21,120 UFC. And of course, you know, I 63 00:03:21,120 --> 00:03:24,920 sometimes don't. the Champions jersey went on the show. 64 00:03:24,920 --> 00:03:27,480 I'll show you. the Champions jersey is black and gold. 65 00:03:27,920 --> 00:03:30,960 This is black. This is black and gold for the 66 00:03:30,960 --> 00:03:32,840 Champions. OK, Thank you very much. 67 00:03:33,840 --> 00:03:36,200 Ladies and gentlemen, you once again, welcome to the Kingdom's 68 00:03:36,200 --> 00:03:40,200 podcast. And we have Doctor Iveka Ranki. 69 00:03:40,240 --> 00:03:44,440 He is the CEO of Cosmetic, Australia's first accredited 70 00:03:44,440 --> 00:03:48,580 cosmetic clinic and one of the fastest growing names in non 71 00:03:48,580 --> 00:03:51,040 surgical aesthetics. Under his leadership, the brand 72 00:03:51,040 --> 00:03:54,400 has expanded to nearly 20 clinics nationwide, launched a 73 00:03:54,600 --> 00:03:59,280 national franchise model and empowered nurses and clinicians 74 00:03:59,360 --> 00:04:01,600 to become confident business owners. 75 00:04:01,840 --> 00:04:05,760 But this conversation is not one just about beauty. 76 00:04:06,000 --> 00:04:08,800 It's about mindset. It's about business discipline. 77 00:04:09,120 --> 00:04:10,840 It's about leadership under pressure. 78 00:04:11,120 --> 00:04:13,960 It's about creating trust in an industry where trust is 79 00:04:13,960 --> 00:04:16,760 everything. Doctor Vivek operates at the 80 00:04:16,760 --> 00:04:20,120 intersection of healthcare, entrepreneurship and scalable 81 00:04:20,120 --> 00:04:22,800 systems. His work challenges outdated 82 00:04:22,800 --> 00:04:27,240 standards and raises the bar for safety, transparency and 83 00:04:27,240 --> 00:04:30,800 performance across the industry. This is a conversation for 84 00:04:30,800 --> 00:04:34,080 founders Schnals. There's Mitchen and anyone who 85 00:04:34,080 --> 00:04:38,120 believes their work should carry impact, not just about income. 86 00:04:38,280 --> 00:04:42,480 Doctor Vick, welcome to the Kingdom's market and Daria, the 87 00:04:42,480 --> 00:04:44,520 CFO. How are you doing today? 88 00:04:44,600 --> 00:04:46,720 You're doing very well, Doing very well. 89 00:04:46,720 --> 00:04:48,560 Ed Muller, thank you so much for having me on. 90 00:04:48,560 --> 00:04:51,360 It's an absolute pleasure being on your show, especially from 91 00:04:51,360 --> 00:04:53,600 Perth where it's 40° outside today. 92 00:04:53,600 --> 00:04:57,080 So yeah, it's looking forward to the show from the. 93 00:04:57,080 --> 00:05:01,440 World's down under the Aussie the Aussie versus the Kiwis. 94 00:05:01,480 --> 00:05:04,680 Wow. Yeah, that's age-old rivalry. 95 00:05:05,600 --> 00:05:08,600 The yeah, the age long lifelong rivalry. 96 00:05:08,880 --> 00:05:12,920 Let's dive into your origin story and of course the identity 97 00:05:12,920 --> 00:05:14,760 shift. So let's take it back to the 98 00:05:14,760 --> 00:05:17,200 beginning. Who was Doctor Vivek before 99 00:05:17,200 --> 00:05:20,120 cosmetic existed? And what personal moment shaped 100 00:05:20,120 --> 00:05:23,760 the decision to build something bigger than just a clinic? 101 00:05:23,800 --> 00:05:27,640 Yeah, I, I started off as a, as a doctor, wanted to specialize 102 00:05:27,640 --> 00:05:30,200 in trauma surgery, actually orthopedics and trauma. 103 00:05:30,400 --> 00:05:34,520 And I spent many years in the hospital system and great job. 104 00:05:34,520 --> 00:05:37,560 I have a lot of respect for people who do their job, but it 105 00:05:37,560 --> 00:05:40,240 is a very difficult job, especially working in the 106 00:05:40,240 --> 00:05:45,000 surgical field. The lifestyle is does absolutely 107 00:05:45,000 --> 00:05:46,840 take a hit. So there'll come times when you 108 00:05:46,840 --> 00:05:50,160 spend more time in the hospital than you do at home. 109 00:05:50,160 --> 00:05:54,440 And So what happened concurrently is my wife is a 110 00:05:54,440 --> 00:05:58,040 dentist and she opened a dental clinic and I enjoyed the 111 00:05:58,360 --> 00:06:02,240 business side of healthcare a lot more than I enjoyed the 112 00:06:02,240 --> 00:06:05,960 hospital of healthcare. And what happened is we scaled 113 00:06:05,960 --> 00:06:09,520 that business to three dental clinics around the Perth and it 114 00:06:09,520 --> 00:06:13,560 got acquired by a corporate. And simultaneously we also 115 00:06:13,560 --> 00:06:17,200 purchased AGP clinic and that got acquired by corporate as 116 00:06:17,200 --> 00:06:20,160 well. That's where I got started on 117 00:06:20,160 --> 00:06:24,280 the healthcare and the business aspect of healthcare. 118 00:06:24,480 --> 00:06:28,200 And that transitioned into the cosmetic industry because 119 00:06:28,200 --> 00:06:31,120 cosmetics is one of the one of the only fields in healthcare 120 00:06:31,120 --> 00:06:34,600 where you do treat people that are coming to you already 121 00:06:34,600 --> 00:06:37,760 healthy, that are coming to you without any pathology. 122 00:06:37,760 --> 00:06:41,960 And you are putting your skills in place to make them feel 123 00:06:41,960 --> 00:06:45,840 better rather than trying to fix the problem that they have. 124 00:06:46,120 --> 00:06:49,080 So you're not starting off from a net negative position, you're 125 00:06:49,080 --> 00:06:52,800 starting off from a positive position and trying to improve 126 00:06:52,800 --> 00:06:54,760 the outcome of these people. And that's the only part of 127 00:06:54,760 --> 00:06:56,640 healthcare where you could do that. 128 00:06:56,760 --> 00:07:00,080 And that's what drew me towards towards the cosmetic industry. 129 00:07:00,120 --> 00:07:02,920 And we started off with one clinic in person. 130 00:07:03,080 --> 00:07:06,160 Overtime, we scaled to clinics around the country. 131 00:07:06,200 --> 00:07:10,200 And recently, last year, we opened our franchise channel. 132 00:07:10,320 --> 00:07:14,160 And currently, we've got 4 franchise clinics and another 133 00:07:14,160 --> 00:07:19,320 six about to open shortly. So there's a lot of interest on 134 00:07:19,320 --> 00:07:21,320 the franchise side. But one of the things, one of 135 00:07:21,320 --> 00:07:25,320 the decisions we've made early on is to limit franchising 136 00:07:25,440 --> 00:07:27,680 exclusively for doctors and nurses. 137 00:07:27,680 --> 00:07:30,280 And simply because I want to give other clinicians the same 138 00:07:30,280 --> 00:07:34,040 opportunity that I've got and I want them to find the pleasure 139 00:07:34,040 --> 00:07:36,800 in owning businesses, running businesses and scaling 140 00:07:36,800 --> 00:07:39,800 businesses because it can be rewarding both in terms of, I 141 00:07:39,880 --> 00:07:43,080 mean, from a financial perspective, correct, but also 142 00:07:43,120 --> 00:07:45,760 from a freedom perspective as well and from a creativity 143 00:07:45,760 --> 00:07:47,480 perspective as well. And this is. 144 00:07:47,480 --> 00:07:49,320 Something how about from a technical competence 145 00:07:49,320 --> 00:07:50,280 perspective? Oh, absolutely. 146 00:07:51,040 --> 00:07:52,600 How about and this franchise comes. 147 00:07:52,600 --> 00:07:57,320 In because yeah, because what happens with franchising is you 148 00:07:57,800 --> 00:08:00,240 you automatically have the guardrails of the franchise 149 00:08:00,240 --> 00:08:02,160 system, right. So the franchise system tells 150 00:08:02,160 --> 00:08:07,120 you what you cannot do and that usually correlates with what is 151 00:08:07,120 --> 00:08:10,400 legally not allowed. Franchising is a great step in 152 00:08:10,400 --> 00:08:13,720 because it basically means that people are able to jump into 153 00:08:13,720 --> 00:08:17,280 business ownership without burning their fingers and 154 00:08:17,280 --> 00:08:19,800 without doing something that could get them in trouble. 155 00:08:19,920 --> 00:08:23,680 And this is this is where it's a win win really for them. 156 00:08:23,720 --> 00:08:27,640 And the the reason why we limited it towards clinicians, 157 00:08:27,640 --> 00:08:31,840 doctors and nurses is because we wanted to have that ownership of 158 00:08:31,840 --> 00:08:36,480 the clinic as close to the point that that intersects with the 159 00:08:36,480 --> 00:08:40,039 patients. So when patients are the ones 160 00:08:40,039 --> 00:08:43,679 that interface directly with the clinicians who also are the 161 00:08:43,679 --> 00:08:46,880 business owners, in my view, that gives the patients a 162 00:08:46,880 --> 00:08:49,480 maximum value. And that's the reason we made 163 00:08:49,480 --> 00:08:52,120 the decision because there's a lot of people that approach us 164 00:08:52,120 --> 00:08:55,480 who are interested in opening the clinics as investors. 165 00:08:55,920 --> 00:08:59,800 But again, they would be running it not on the ground level so 166 00:08:59,800 --> 00:09:03,840 that, that passion that they have would not be, would not be 167 00:09:03,840 --> 00:09:06,640 translated to the patient. And we want to absolutely have 168 00:09:06,640 --> 00:09:09,560 passionate clinicians treat the patients. 169 00:09:09,560 --> 00:09:13,120 And so far the, the, the franchise clinics are doing 170 00:09:13,120 --> 00:09:15,680 exceptional. The feedback that we're getting 171 00:09:15,680 --> 00:09:18,680 from patients, the feedback that we're getting from the from the 172 00:09:18,680 --> 00:09:22,440 clinicians has been, has been outstanding and it's been very 173 00:09:22,440 --> 00:09:26,320 rewarding when I, when I speak to them about the experiences 174 00:09:26,320 --> 00:09:27,520 they've been having. So yeah. 175 00:09:29,120 --> 00:09:31,440 Interesting. It's a journey that that that's 176 00:09:31,440 --> 00:09:33,600 that's been very good fun so far. 177 00:09:33,760 --> 00:09:37,760 You know, one thing that I, I appreciate about that model of 178 00:09:38,000 --> 00:09:43,280 restricting ownership of the clinics to doctors and nurses, 179 00:09:43,440 --> 00:09:49,400 you know, it gives way for that technical competence to be 180 00:09:49,400 --> 00:09:52,520 assured. Of course, that informs the 181 00:09:52,520 --> 00:09:56,880 integrity of that practice. We should remember it's not just 182 00:09:56,880 --> 00:09:59,840 a business, but also a professional practice. 183 00:09:59,960 --> 00:10:04,600 And professional practices are governed by strict regulations 184 00:10:04,920 --> 00:10:07,520 and both those regulations should be adhered too. 185 00:10:07,640 --> 00:10:10,760 So it's honestly to have a professional, a licensed 186 00:10:10,760 --> 00:10:15,480 professional to to actually run the business you're going to 187 00:10:15,480 --> 00:10:17,000 keep in something. You're completely right about 188 00:10:17,000 --> 00:10:18,120 that. And one of the things that 189 00:10:18,120 --> 00:10:21,200 struck me when I was younger is when I was in the hospital 190 00:10:21,200 --> 00:10:23,080 system. And when you're in the hospital 191 00:10:23,080 --> 00:10:26,200 system, you do community placements, you work in, in in 192 00:10:26,680 --> 00:10:29,160 community settings such as GP clinics. 193 00:10:29,360 --> 00:10:33,680 There's a big difference in the in the mindset of the doctors 194 00:10:33,680 --> 00:10:37,840 where they're working for themselves as the owner of the 195 00:10:37,840 --> 00:10:41,760 clinic versus where they're working for a corporate where 196 00:10:41,760 --> 00:10:45,760 they have to abide by certain policies and procedures because 197 00:10:45,760 --> 00:10:49,880 somebody tells them to do so and hit KPIs. 198 00:10:50,640 --> 00:10:54,640 When are then looked into what material change that that made 199 00:10:54,640 --> 00:10:57,840 there is a, there is a much more of a personalized approach 200 00:10:57,840 --> 00:11:03,400 towards the patients in a, in a setting where the clinician owns 201 00:11:03,400 --> 00:11:07,000 the owns a business, whereas one where they are simply there as 202 00:11:07,000 --> 00:11:09,320 an employee, simply there because they just need to pay 203 00:11:09,320 --> 00:11:12,480 their bills. And, and when you then look at 204 00:11:12,480 --> 00:11:15,240 the relationship between the patient and and the clinicians, 205 00:11:15,480 --> 00:11:19,240 it is much better in practices where the clinician owns the 206 00:11:19,240 --> 00:11:22,800 practice than in places where the clinician works for, for a 207 00:11:22,800 --> 00:11:25,840 large corporate. And again, that's proven to be 208 00:11:25,840 --> 00:11:28,400 true, you know, in the franchise clinics, the, the, the 209 00:11:28,720 --> 00:11:31,480 franchisees, the franchise partners are doing an amazing 210 00:11:31,480 --> 00:11:34,600 job and it's been very rewarding seeing, seeing what they're 211 00:11:34,600 --> 00:11:36,880 doing. So many clinicians actually 212 00:11:36,880 --> 00:11:38,840 still remain trapped in service roles. 213 00:11:39,040 --> 00:11:41,920 So you chose honorship and skillion. 214 00:11:42,040 --> 00:11:45,240 What Mantechiefs allowed you to see beyond the treatment room 215 00:11:45,280 --> 00:11:48,000 and seek and venture into enterprise? 216 00:11:48,160 --> 00:11:52,560 I don't know if it's always been something that that I was 217 00:11:52,600 --> 00:11:56,000 interested in and it was a natural progression, or if it 218 00:11:56,000 --> 00:12:00,360 was something where the I saw the value that I could bring 219 00:12:00,400 --> 00:12:02,920 opening businesses, opening the dental clinics. 220 00:12:02,920 --> 00:12:06,840 But I recall being a medical student and me and one of my 221 00:12:06,840 --> 00:12:11,880 good friends opened a business where we imported mobile phones 222 00:12:12,680 --> 00:12:16,320 usually from China. These are your Nokia's and your 223 00:12:16,320 --> 00:12:19,480 Motorola's from for those people who remember those mobile 224 00:12:19,480 --> 00:12:23,280 phones, that's how old I am. And, and we sold them on eBay. 225 00:12:23,560 --> 00:12:27,320 And it was an amazing business. I like more than more than the 226 00:12:27,320 --> 00:12:30,600 money that I made. I recall the amazing fun that I 227 00:12:30,600 --> 00:12:32,440 had. And, and, and I think it's a 228 00:12:32,440 --> 00:12:35,280 positive correlation between, between running businesses and 229 00:12:35,280 --> 00:12:38,320 having fun doing. So I think that's what naturally 230 00:12:39,040 --> 00:12:42,320 progressed me into, into opening and running businesses. 231 00:12:42,440 --> 00:12:45,280 And the other thing is once you do have that mindset, what 232 00:12:45,280 --> 00:12:47,280 happens is you see opportunities, right? 233 00:12:47,600 --> 00:12:52,520 You, you are at work and you essentially, rather than going 234 00:12:52,520 --> 00:12:56,120 to the motions of, of the work, you actually start seeing 235 00:12:56,120 --> 00:13:00,200 opportunities where it makes a sizable difference to the, to 236 00:13:00,200 --> 00:13:02,640 the consumer, the patient, the customer. 237 00:13:02,720 --> 00:13:05,560 And yeah, once you get into the frame of mind, it's hard to, 238 00:13:05,600 --> 00:13:10,200 it's hard to escape it. So Cosmetic became Australia's 239 00:13:10,200 --> 00:13:11,920 first accredited cosmetic clinic. 240 00:13:12,080 --> 00:13:16,480 Why was accreditation non negotiable for G and what did it 241 00:13:16,480 --> 00:13:21,600 cost to hold that standard? So before, so firstly, before we 242 00:13:21,640 --> 00:13:25,560 went into the cosmetic industry, we've had experience in founding 243 00:13:25,760 --> 00:13:29,440 or buying and scaling and and successfully exiting in the 244 00:13:29,800 --> 00:13:32,960 dental space, the GP space and the day hospital space. 245 00:13:32,960 --> 00:13:36,720 So in those areas accreditation has been established a long time 246 00:13:36,720 --> 00:13:38,360 ago. So accreditation is a set of 247 00:13:38,360 --> 00:13:41,480 standards that you have to meet that independent auditors on 248 00:13:41,480 --> 00:13:44,080 behalf of a government regulatory body come in and 249 00:13:44,080 --> 00:13:46,840 inspect you and they give you a stamp of approval saying yes, 250 00:13:46,840 --> 00:13:51,040 you are working at that level. When that's been proposed in the 251 00:13:51,040 --> 00:13:54,280 cosmetic industry, we were the first to jump into it simply 252 00:13:54,280 --> 00:13:56,640 because we do have that experience, We do have all of 253 00:13:56,640 --> 00:13:58,680 that intellectual capital in house. 254 00:13:58,680 --> 00:14:01,920 So we were able to do it very, very easily. 255 00:14:02,080 --> 00:14:06,440 But more than that, the other thing that struck me was any 256 00:14:06,440 --> 00:14:11,680 change that is available to improve patient safety should be 257 00:14:11,680 --> 00:14:15,280 seen as mandatory, not optional. And the reason is in the 258 00:14:15,600 --> 00:14:18,000 cosmetic industry, you're dealing with people who are 259 00:14:18,080 --> 00:14:22,240 innately healthy from the start. You're not dealing with somebody 260 00:14:22,240 --> 00:14:24,080 who's got a pathology or an injury. 261 00:14:24,320 --> 00:14:28,080 So which means that anything that could be put in place to 262 00:14:28,080 --> 00:14:31,720 not deteriorate the patient beyond the point where they're 263 00:14:31,720 --> 00:14:35,320 started should be done. I think it's an obligation and 264 00:14:35,400 --> 00:14:37,640 we were seeing thousands of patients a month. 265 00:14:37,960 --> 00:14:43,960 So even a small point, 1% change leads to a whole number of 266 00:14:43,960 --> 00:14:46,080 patients who are positively affected. 267 00:14:46,240 --> 00:14:50,120 So from our point of view, safety is not negotiable and if. 268 00:14:50,200 --> 00:14:52,640 You're imagine for error. Be taken, we will take it. 269 00:14:52,640 --> 00:14:54,760 And that's exactly right. That's exactly right. 270 00:14:54,760 --> 00:14:57,080 I'll look at ourselves as the airline company. 271 00:14:57,240 --> 00:14:59,480 You want your airline to not cost cut. 272 00:14:59,480 --> 00:15:02,240 You want them to have an obsession towards safety. 273 00:15:02,240 --> 00:15:04,560 I don't care if they give me peanuts or not when I sit down, 274 00:15:04,760 --> 00:15:07,840 but I do care that their planes are beautifully serviced every 275 00:15:07,840 --> 00:15:09,520 single time. There it's impassioned to 276 00:15:09,520 --> 00:15:12,080 profit. And of course trust is very, 277 00:15:12,080 --> 00:15:14,560 very important. I remember, I remember working 278 00:15:14,560 --> 00:15:18,600 at PwC. So a PwC, the mission statement 279 00:15:18,600 --> 00:15:22,400 is building trust in society by solving important problems. 280 00:15:22,520 --> 00:15:25,520 And that sounds like exactly what you guys are doing and 281 00:15:25,520 --> 00:15:28,520 solving important problems and of course building trust in 282 00:15:28,520 --> 00:15:30,600 society. They hit the nail on the head 283 00:15:31,360 --> 00:15:34,640 with a mission statement, Yeah. You know, this is an industry 284 00:15:34,640 --> 00:15:36,800 that is crowded with marketing noise. 285 00:15:37,520 --> 00:15:40,960 It's trust standards. But how does trust become a real 286 00:15:40,960 --> 00:15:43,600 business assets, not just a branded idea? 287 00:15:44,320 --> 00:15:46,840 I think, I think the way I look at trust in terms of real 288 00:15:46,840 --> 00:15:52,320 business practices, what would you do when no one is looking 289 00:15:52,320 --> 00:15:54,560 right? So it's easy to have a glossy 290 00:15:54,560 --> 00:15:57,480 website that talks about trust, mission statements and value 291 00:15:57,480 --> 00:16:02,760 statements, but do are these practiced in areas in the deep 292 00:16:03,080 --> 00:16:06,040 dark crevices of the business that no one ever peeks into? 293 00:16:06,040 --> 00:16:09,000 And, and, and the accreditation, for example, was that was a 294 00:16:09,000 --> 00:16:12,000 perfect example. Another one that we always do is 295 00:16:12,000 --> 00:16:14,600 mandatory training. So in our industry, if a 296 00:16:14,600 --> 00:16:17,680 clinician says that they're trained in something, most 297 00:16:17,680 --> 00:16:22,320 clinics, if not all of them, take their word as gospel and 298 00:16:22,320 --> 00:16:23,960 put them in contact with the patients. 299 00:16:24,160 --> 00:16:27,800 But we are the only company that actually mandates internal and 300 00:16:27,800 --> 00:16:29,400 external validation of the training. 301 00:16:29,600 --> 00:16:33,840 So what we do is we put the same conditions through external as 302 00:16:33,840 --> 00:16:36,280 well as internal training to make sure that the standards are 303 00:16:36,280 --> 00:16:38,200 met. And this is exactly what I mean. 304 00:16:38,200 --> 00:16:42,360 Following, following these these steps that no one sees. 305 00:16:42,400 --> 00:16:45,960 I think is is is important is important because what it does 306 00:16:45,960 --> 00:16:50,920 is it demonstrates values being put to practical use rather than 307 00:16:50,920 --> 00:16:52,880 being on a mission statement on a website. 308 00:16:53,000 --> 00:16:55,280 Excellent practice management right there. 309 00:16:55,480 --> 00:16:57,880 With that in mind, I'm just on our website and we do not have 310 00:16:57,880 --> 00:17:00,640 our values and website. So that's something that I 311 00:17:00,640 --> 00:17:04,839 should be bringing up with that we should probably do that. 312 00:17:04,839 --> 00:17:09,520 That's. That is a deficiency in internal 313 00:17:09,520 --> 00:17:12,119 controls that has to be rectified. 314 00:17:14,319 --> 00:17:18,000 How did how did we fail to tell people what we said? 315 00:17:18,920 --> 00:17:21,480 We've just been showing people, not telling people, we need to 316 00:17:21,480 --> 00:17:26,240 do both. Action speaks louder than voice. 317 00:17:26,319 --> 00:17:28,800 Actions speak louder than voice. And there you go. 318 00:17:28,800 --> 00:17:32,880 And of course you know it's. I've just seen the PwC website 319 00:17:32,880 --> 00:17:36,200 as well by the way, it looks phenomenal, like phenomenal. 320 00:17:36,520 --> 00:17:40,080 What does the branding at PWC's and these? 321 00:17:40,120 --> 00:17:41,280 PwC. Proud. 322 00:17:41,360 --> 00:17:45,280 Phenomenal. He's obviously proud you guys 323 00:17:45,280 --> 00:17:48,760 have actually scaled to the early 20 clinics nationwide, 324 00:17:48,960 --> 00:17:52,720 what systems bats at most, what broke 1st and what had to be 325 00:17:53,000 --> 00:17:55,080 evolved. Scaling is not the hard bit, 326 00:17:55,240 --> 00:17:55,880 right? Because. 327 00:17:55,960 --> 00:17:59,960 Because if you look at the demographic of people that get 328 00:17:59,960 --> 00:18:03,720 our treatments, it is pretty much any patients, any females 329 00:18:03,720 --> 00:18:07,480 between the ages of 18 to 35, vast majority of them get 330 00:18:07,480 --> 00:18:10,280 cosmetic treatments. So getting the patients through 331 00:18:10,280 --> 00:18:13,640 the door wasn't hard for us. The second thing that wasn't 332 00:18:13,640 --> 00:18:16,480 hard for us is also getting the nurses as well. 333 00:18:16,760 --> 00:18:19,160 A lot of clinics struggle to find nurses. 334 00:18:19,240 --> 00:18:22,840 Every time we put up a job ad we get anywhere from 100 to 300 335 00:18:22,840 --> 00:18:26,040 applicants. So we are the employer of 336 00:18:26,040 --> 00:18:27,640 choice. So we are spoiled for choice. 337 00:18:27,640 --> 00:18:29,600 So that's it hasn't been hard for us as well. 338 00:18:29,840 --> 00:18:33,560 One of the things that we had to scale is our audit and 339 00:18:33,560 --> 00:18:36,600 compliance system. So if for us it's mandatory that 340 00:18:36,600 --> 00:18:40,200 every patient that gets treated is actually audited by one of 341 00:18:40,200 --> 00:18:43,040 our independent staff members. So these are staff members not 342 00:18:43,040 --> 00:18:45,680 affiliated with the clinician that calls the patient up finds 343 00:18:45,680 --> 00:18:48,120 that every facet of what their treatment was like. 344 00:18:48,240 --> 00:18:51,680 And we actively encourage patients to give us feedback. 345 00:18:51,880 --> 00:18:55,240 And that's important for us because when you reach more than 346 00:18:55,360 --> 00:18:59,160 a handful of clinics, you actually dissociate yourself 347 00:18:59,520 --> 00:19:02,960 from the front line and you can then stay in a bubble. 348 00:19:02,960 --> 00:19:05,920 It's so easy to stay in a bubble where no feedback reaches you. 349 00:19:06,080 --> 00:19:11,880 And we want to have as much as much of A direct phone line 350 00:19:11,880 --> 00:19:14,000 with, with the with the customers as possible. 351 00:19:14,240 --> 00:19:17,440 And that's something that I consider as a very, very 352 00:19:17,440 --> 00:19:19,640 important step as we scale. Wow. 353 00:19:19,880 --> 00:19:22,000 So yeah, I totally agree with you. 354 00:19:22,000 --> 00:19:25,040 Feedback is very, very important and please us, you know, and 355 00:19:25,320 --> 00:19:30,160 that is what I also do in my ecosystem and it has led to 356 00:19:30,320 --> 00:19:33,240 winning awards. You know, I've been in the 357 00:19:33,240 --> 00:19:36,800 hospitality business, not hospital business, right? 358 00:19:36,960 --> 00:19:40,360 And I've won the booking.com award for travel review for 359 00:19:40,360 --> 00:19:44,240 travelers reviews, right, three years in a row, three years in a 360 00:19:44,240 --> 00:19:47,720 row, thebooking.com award. And of course you're recently, I 361 00:19:47,720 --> 00:19:51,600 was recently nominated for the black tech award, black tech 362 00:19:51,600 --> 00:19:55,120 achievement award in the UK. That comes with taking feedback 363 00:19:55,600 --> 00:19:58,080 and to ensure that there's amazing. 364 00:19:58,880 --> 00:20:00,760 Thank you very thank you very much. 365 00:20:00,760 --> 00:20:02,880 Thank you very much. She should go vote. 366 00:20:02,880 --> 00:20:05,720 I think the voting closes on the 26th of January. 367 00:20:05,720 --> 00:20:09,600 So guys, I'll put the directions to vote in the the. 368 00:20:10,000 --> 00:20:11,680 The description. The link, Send me the link. 369 00:20:11,680 --> 00:20:14,800 I will absolutely. I'll absolutely vote send. 370 00:20:15,160 --> 00:20:19,160 Me the link, I'll send you the link via link to well, thank you 371 00:20:19,160 --> 00:20:22,240 very much brother. So let's talk about the 372 00:20:22,240 --> 00:20:25,000 franchise model and of course empowering others. 373 00:20:25,200 --> 00:20:29,480 You launched A franchise model to empower nurses, clinicians 374 00:20:29,480 --> 00:20:32,240 into ownership. So what does empowering others 375 00:20:32,240 --> 00:20:34,800 mean to you? And of course, why do you prefer 376 00:20:34,800 --> 00:20:37,400 it over centralizing power? Yeah, that's a good question. 377 00:20:37,720 --> 00:20:42,320 So a lot of business owners, they worry about giving up 378 00:20:42,320 --> 00:20:45,760 control in a way. They want everything to be as 379 00:20:45,760 --> 00:20:47,760 controlled as possible. Makes sense. 380 00:20:47,920 --> 00:20:50,440 I was there. And but what I've found is when 381 00:20:50,440 --> 00:20:54,080 you get good people in at the start, you micromanage them 382 00:20:54,080 --> 00:20:55,880 until they understand what needs to be done. 383 00:20:55,960 --> 00:20:59,080 But the results actually get better when you impart your 384 00:20:59,080 --> 00:21:02,640 values in that micromanaging process and then you zoom out 385 00:21:02,640 --> 00:21:05,080 and let them do their thing. And that's what we've done with 386 00:21:05,080 --> 00:21:07,360 the franchise model. So the first set of franchisees 387 00:21:07,360 --> 00:21:10,320 that we got were people that actually worked at the clinic or 388 00:21:10,560 --> 00:21:13,400 associated with the clinic. So for example, one of them was 389 00:21:13,400 --> 00:21:16,400 the first doctor that said that we've ever had at the clinic. 390 00:21:16,400 --> 00:21:21,680 He's now a franchise partner. And and once we zoomed out, they 391 00:21:21,680 --> 00:21:25,920 essentially propagated all the values that we hold dear and the 392 00:21:25,920 --> 00:21:29,200 mission statements and essentially internalized it and 393 00:21:29,200 --> 00:21:32,080 are running the clinics exactly how we would do it. 394 00:21:32,080 --> 00:21:35,400 And that's what a democratization of those values 395 00:21:35,520 --> 00:21:38,280 is something that that's led me down the franchising path. 396 00:21:39,160 --> 00:21:41,800 We are very careful to do it in a controlled manner. 397 00:21:41,800 --> 00:21:45,840 So, so we we're not actively advertising on any, for example, 398 00:21:45,840 --> 00:21:48,560 doctors groups or nurses groups or doctors magazines about 399 00:21:48,560 --> 00:21:50,760 opening clinics. All the referrals we've been 400 00:21:50,760 --> 00:21:53,120 getting thus far have been through word of mouth, which has 401 00:21:53,120 --> 00:21:58,240 been phenomenal. And my initial view was not to 402 00:21:58,240 --> 00:22:01,240 have any sales staff because when you have a sales staff, 403 00:22:01,240 --> 00:22:04,720 you, you are incentivizing them to sell, sell, sell businesses. 404 00:22:04,720 --> 00:22:08,880 And you might be bringing in people that are not doing that 405 00:22:08,880 --> 00:22:10,560 may not hold the same values as you do. 406 00:22:10,880 --> 00:22:13,440 But what we found after a while is when you're getting hundreds 407 00:22:13,440 --> 00:22:15,880 of applicants of people that want to become franchise 408 00:22:15,880 --> 00:22:18,960 partners, it's almost impossible to manage by yourself. 409 00:22:18,960 --> 00:22:23,360 We ended up bringing in our first part time salesperson, But 410 00:22:23,360 --> 00:22:27,280 again, we spent a lot of time explaining our values, 411 00:22:27,280 --> 00:22:29,920 explaining what we do. And this is a person that's been 412 00:22:29,920 --> 00:22:33,320 in the industry for a long time and she's she's phenomenal in 413 00:22:33,320 --> 00:22:37,600 translating that to to potential franchisees. 414 00:22:37,600 --> 00:22:40,480 And we know that she's doing an amazing job because she 415 00:22:40,480 --> 00:22:43,080 frequently comes to us and says, no, I don't think this person's 416 00:22:43,080 --> 00:22:44,640 going to be right. I don't think that person's 417 00:22:44,640 --> 00:22:47,080 going to be right. So when a salesperson tells you 418 00:22:47,080 --> 00:22:50,440 not to sell something to somebody, you know that you've 419 00:22:50,440 --> 00:22:52,480 got a winner on your hands. Absolutely. 420 00:22:52,760 --> 00:22:56,520 You know, and of course we need to cheat in the fact that it's a 421 00:22:56,520 --> 00:23:00,480 high risk industry. So there are no rooms for 422 00:23:00,480 --> 00:23:02,280 errors, there's no mining for error. 423 00:23:02,480 --> 00:23:05,280 And of course, you know, healthcare anesthetics involves 424 00:23:05,360 --> 00:23:09,840 high risk, real life risk. So how do you train leadership 425 00:23:09,840 --> 00:23:13,320 discipline across the teams so that standards are not dropped 426 00:23:13,320 --> 00:23:15,400 in exchange for increase in sales? 427 00:23:15,480 --> 00:23:17,440 Yeah. So one of the things that we do 428 00:23:17,440 --> 00:23:20,680 is we are, we are very pragmatic about what we do, right. 429 00:23:20,680 --> 00:23:24,880 So everything that we do has to be, we need to consider the fact 430 00:23:24,880 --> 00:23:27,720 that we are treating people that have no pathology. 431 00:23:27,720 --> 00:23:31,520 We have treating people that have no underlying illnesses or 432 00:23:31,520 --> 00:23:33,880 issues, right. So for that reason, risk 433 00:23:33,920 --> 00:23:38,160 propensity or the risk appetite has to to be different to when 434 00:23:38,160 --> 00:23:40,280 you're treating people, let's say for example, with a heart 435 00:23:40,280 --> 00:23:44,080 problem or with a broken bone. However, we also have to balance 436 00:23:44,080 --> 00:23:46,360 it with the fact that we're not scaring people. 437 00:23:46,360 --> 00:23:49,520 So if you look at what we do, which is mainly Botoxes, fillers 438 00:23:49,520 --> 00:23:52,400 and laser treatments, there are some of the most safest 439 00:23:52,480 --> 00:23:56,040 treatment modalities out there. So the complication rates with 440 00:23:56,040 --> 00:23:59,320 any of these treatment modalities is extremely low. 441 00:23:59,480 --> 00:24:02,400 But if there is a complication, it is a complication on a very 442 00:24:02,400 --> 00:24:04,040 healthy person. That's the problem. 443 00:24:04,040 --> 00:24:07,520 The problem is you have very safe medicines and very safe 444 00:24:07,520 --> 00:24:11,280 treatments. However, it's not a 0% risk 445 00:24:11,560 --> 00:24:14,680 being administered to people that actually are healthy and, 446 00:24:14,680 --> 00:24:18,400 and, and fit from the start. So that's how we, that's how we 447 00:24:18,400 --> 00:24:21,960 approach safety in our industry is, is having those honest 448 00:24:21,960 --> 00:24:24,040 conversations with the stakeholders. 449 00:24:24,200 --> 00:24:27,320 Because if you, if you basically tell them that what we do is 450 00:24:27,320 --> 00:24:30,200 dangerous, and if, if we tell them that, you know, things can 451 00:24:30,200 --> 00:24:33,880 go horribly wrong without any, without any context, they would 452 00:24:33,880 --> 00:24:36,400 translate that to the patient and the patient would not have 453 00:24:36,840 --> 00:24:40,320 honest understanding about the treatments they may receive. 454 00:24:40,520 --> 00:24:43,840 So you might essentially be scaring somebody out of a 455 00:24:43,840 --> 00:24:47,000 treatment that might make them feel very good about themselves. 456 00:24:47,160 --> 00:24:51,040 But on the same token, if you are very flippant about the risk 457 00:24:51,040 --> 00:24:54,320 and tell people, Oh no, it's a very safe treatment, you might 458 00:24:54,320 --> 00:24:57,960 be bringing in people and and doing treatments that should 459 00:24:57,960 --> 00:24:59,680 otherwise not be done on patients. 460 00:24:59,680 --> 00:25:02,960 The other way we manage risk is that we are very specific about 461 00:25:02,960 --> 00:25:05,840 treatments that we perform. So we never ever perform 462 00:25:05,840 --> 00:25:10,280 treatments where we cannot manage the complications if they 463 00:25:10,280 --> 00:25:12,400 were to happen. And what I mean by that is our 464 00:25:12,400 --> 00:25:16,240 clinics are also designed to manage the complications if they 465 00:25:16,240 --> 00:25:19,200 do arise. So part of that is we only do 466 00:25:19,200 --> 00:25:21,960 treatments that are reversible. So when we do lip fillers, for 467 00:25:21,960 --> 00:25:25,160 example, they can be immediately dissolved like that using a 468 00:25:25,160 --> 00:25:28,400 specific agent. So we use only fillers that are 469 00:25:28,400 --> 00:25:32,160 soluble and the Botoxes that we use are Botoxes that are 470 00:25:32,160 --> 00:25:35,800 temporary as as all of them are. Let's say worst case scenario 471 00:25:35,800 --> 00:25:39,200 happens, the treatment disappears within three months. 472 00:25:39,200 --> 00:25:41,960 So the patient is never left with a permanent deficit. 473 00:25:42,600 --> 00:25:45,080 And that's how we approach things at the clinic. 474 00:25:45,120 --> 00:25:49,200 I think that is actually very, very important because Can you 475 00:25:49,200 --> 00:25:53,480 imagine a person having a permanent blemish on their skid 476 00:25:53,480 --> 00:25:57,360 for the rest of their lives? You're not going to find it 477 00:25:57,360 --> 00:25:59,920 funnier at all. And of course, you know, you 478 00:25:59,920 --> 00:26:05,280 speak often about, but one thing I appreciate is the confidence 479 00:26:05,280 --> 00:26:08,720 with which you speak about your integrity and your identity. 480 00:26:08,760 --> 00:26:11,800 But what are people really buying when they walk into a 481 00:26:11,800 --> 00:26:14,080 cosmetic clinic? What I think that people are, I 482 00:26:14,480 --> 00:26:17,160 mean, forward facing basically says that, you know, they're 483 00:26:17,160 --> 00:26:21,400 buying a beautiful aesthetic. The backward facing, which is 484 00:26:21,400 --> 00:26:25,760 the where we recruit staff, we say that they're buying a that 485 00:26:25,800 --> 00:26:29,960 they're buying safety in, in that we we we train their living 486 00:26:29,960 --> 00:26:32,360 daylights out of our nurses. So they're incredibly well 487 00:26:32,360 --> 00:26:35,480 trained. But what I genuinely think is 488 00:26:35,480 --> 00:26:39,200 that we are essentially transacting a non judgmental 489 00:26:39,200 --> 00:26:42,480 environment, right? Because what I find frequently 490 00:26:42,480 --> 00:26:48,080 about cosmetic clinics is they line between what the clinicians 491 00:26:48,560 --> 00:26:52,560 ideals of aesthetics and what they translate to the patient. 492 00:26:52,760 --> 00:26:54,680 The line gets blurred very easily. 493 00:26:54,880 --> 00:26:57,760 We don't do that. We understand that every person 494 00:26:57,760 --> 00:27:01,600 has their own idea of a aesthetic end result. 495 00:27:01,880 --> 00:27:04,000 We appreciate that, we respect that. 496 00:27:04,080 --> 00:27:08,680 And our job isn't to judge that. Our job is to make sure that we 497 00:27:08,680 --> 00:27:11,840 take the patient from where they are to where they want to be in 498 00:27:11,840 --> 00:27:15,240 the safest and the most efficient way possible. 499 00:27:15,320 --> 00:27:18,480 And that's especially important in a country like Australia, 500 00:27:18,720 --> 00:27:22,360 which is very multicultural. So Australia has people from all 501 00:27:22,360 --> 00:27:25,160 over the world. And, and with that, aesthetic 502 00:27:25,200 --> 00:27:28,000 ideals are are a spectrum in Australia. 503 00:27:28,200 --> 00:27:30,000 It's not homogeneous and unified. 504 00:27:30,520 --> 00:27:33,680 You can only understand that through open dialogue with the 505 00:27:33,680 --> 00:27:36,400 patient. And that's what we that's what I 506 00:27:36,400 --> 00:27:38,520 personally think our secret currency is. 507 00:27:38,560 --> 00:27:39,720 Oh wow. Interesting. 508 00:27:39,920 --> 00:27:43,800 Definitely you need to sell what the customer wants to buy. 509 00:27:43,800 --> 00:27:47,800 Know what you want to sell and it's a business and a practice. 510 00:27:48,360 --> 00:27:52,040 You know healthcare, healthcare professionals, ancient business, 511 00:27:52,040 --> 00:27:55,160 they often struggle. But what are the most common 512 00:27:55,160 --> 00:27:58,680 blind spots you see granite clinicians attempt are 513 00:27:58,800 --> 00:28:02,200 entrepreneurship? What I see in our industry is 514 00:28:02,200 --> 00:28:05,480 that, say for example, if you're, if you're treating blood 515 00:28:05,480 --> 00:28:07,560 pressure right and there's a lot of blood pressure medications 516 00:28:07,560 --> 00:28:10,880 that come out, you look at it objectively at the different 517 00:28:10,880 --> 00:28:13,800 blood pressure medications. There's no sexiness attached to 518 00:28:13,800 --> 00:28:15,920 blood pressure medications. It is what it is. 519 00:28:16,120 --> 00:28:19,280 But I in our industry, every time a new version of Botox or a 520 00:28:19,280 --> 00:28:22,640 new version of fillers or a new laser machine comes out, there 521 00:28:22,640 --> 00:28:25,320 is enormous pomp and circumstance around it. 522 00:28:25,320 --> 00:28:27,640 Everyone portrayed, well, I mean, the pharma companies 523 00:28:27,640 --> 00:28:29,880 portrayed as though it's the best thing that's ever happened 524 00:28:29,880 --> 00:28:33,840 since sliced bread. And what I find about clinicians 525 00:28:33,840 --> 00:28:37,840 is that sometimes they can, they can fall victim to the high. 526 00:28:38,240 --> 00:28:41,640 They, they become curious and they, they think that the 527 00:28:41,640 --> 00:28:45,200 patients are there for the pharmaceutical agents, not for 528 00:28:45,200 --> 00:28:47,280 them, right? And that's very important 529 00:28:47,280 --> 00:28:50,920 because I keep reminding the clinicians, the most important 530 00:28:50,920 --> 00:28:53,480 person here is you. People are there for the 531 00:28:53,480 --> 00:28:56,760 painter, not the paint. So the painter is the one that 532 00:28:57,160 --> 00:28:59,600 gives you the result. The paint isn't the one that 533 00:28:59,600 --> 00:29:03,120 gives you the result. And once clinicians understand 534 00:29:03,120 --> 00:29:06,840 that rather than investing in pharmaceutical pharmaceuticals, 535 00:29:07,040 --> 00:29:11,160 they invest in their skills and the more honed their skills, the 536 00:29:11,160 --> 00:29:13,680 better the result. I mean, if you look at all the 537 00:29:13,680 --> 00:29:15,960 agents available in Australia, so there's seven different 538 00:29:15,960 --> 00:29:18,720 Botoxes and there's some 30 different types of fillers 539 00:29:18,720 --> 00:29:21,680 available in Australia. Objectively there's very minimal 540 00:29:21,680 --> 00:29:24,280 difference between them, right? If you speak to every pharma 541 00:29:24,280 --> 00:29:27,160 company that they think that their one is the best thing in 542 00:29:27,160 --> 00:29:30,120 the world, but objectively they're all exactly the same. 543 00:29:30,160 --> 00:29:32,880 What makes a difference difference is a clinician that's 544 00:29:32,880 --> 00:29:35,800 injecting the agents. I mean, sure, some of them are 545 00:29:35,800 --> 00:29:38,200 more expensive, some of them are a little less expensive, but 546 00:29:38,200 --> 00:29:41,280 you're looking at, you know, plus -1020% nothing that is 547 00:29:41,280 --> 00:29:44,160 material. So that's one thing that I tell 548 00:29:44,160 --> 00:29:47,840 clinicians is to understand their value and their worth. 549 00:29:47,880 --> 00:29:49,320 I love that. I love that. 550 00:29:49,640 --> 00:29:51,760 It's very, very important to invest in your skills. 551 00:29:51,760 --> 00:29:55,400 I remember recently a friend of mine who's also called 552 00:29:55,400 --> 00:29:59,720 podcaster, she has reminded me after I got nominated for the 553 00:29:59,720 --> 00:30:03,720 work that remember last year you put in a whole lot of work. 554 00:30:03,720 --> 00:30:06,560 There were days when you would only eat once and or you 555 00:30:06,560 --> 00:30:10,000 probably eat in a day's noodles and you are buried in the work. 556 00:30:10,080 --> 00:30:12,480 And now you're surprised you have been nominated for an 557 00:30:12,480 --> 00:30:14,160 award. Like it's not far fetched. 558 00:30:14,160 --> 00:30:15,920 The apple doesn't fall far from the tree. 559 00:30:16,120 --> 00:30:18,240 You know you need to believe in yourself, right? 560 00:30:18,240 --> 00:30:22,720 And invest in your skills. Recently I discovered I had done 561 00:30:22,720 --> 00:30:27,040 more than 10,000 hours, right, in terms of podcasting. 562 00:30:27,240 --> 00:30:34,520 So wow, if you invest that time into the trade, you, you are the 563 00:30:34,520 --> 00:30:36,640 painter, right? And of course you can use 564 00:30:36,640 --> 00:30:40,000 different tools, correct? Different tools to achieve the 565 00:30:40,000 --> 00:30:42,000 same results. So I, I love that. 566 00:30:42,000 --> 00:30:45,320 I love that actually. And I think that is essentially 567 00:30:45,320 --> 00:30:48,680 in mindset. What I say hack. 568 00:30:48,960 --> 00:30:52,240 Yeah, a mindset hack. So let's talk about the mindset 569 00:30:52,400 --> 00:30:56,120 through setbacks. So what has been your largest 570 00:30:56,120 --> 00:31:00,200 and your highest leadership season so far and what Intel is 571 00:31:00,200 --> 00:31:02,800 being kept you standard when pressure was highest? 572 00:31:02,800 --> 00:31:03,920 Oh. That's a good question. 573 00:31:03,960 --> 00:31:07,720 So one of the things that I wouldn't call it set back, but I 574 00:31:07,720 --> 00:31:10,640 would call it, there's always pressures to do something. 575 00:31:10,640 --> 00:31:14,200 And whenever there's a there's a pressure to do something, you 576 00:31:14,200 --> 00:31:16,560 have to take a step back and go, well, hang on. 577 00:31:16,640 --> 00:31:18,480 Is this actually the right answer? 578 00:31:18,720 --> 00:31:22,760 So for example, a perfect example is I was asked about one 579 00:31:22,760 --> 00:31:26,400 of the clinicians to bring in specific types of fillers that 580 00:31:26,400 --> 00:31:28,800 come in at higher volume. And the reason for that is 581 00:31:28,800 --> 00:31:31,800 higher volume means that they can bill more for it. 582 00:31:32,120 --> 00:31:35,200 But then it got me thinking, it's probably not in the 583 00:31:35,200 --> 00:31:38,120 patient's best, even though financially you can tell the 584 00:31:38,120 --> 00:31:41,640 patient, well, I mean, you know, would love to do this, but this 585 00:31:41,640 --> 00:31:44,000 is the minimum amount of filler that you have to have. 586 00:31:44,000 --> 00:31:46,120 And therefore this is how much it costs financially. 587 00:31:46,120 --> 00:31:49,120 What he said makes sense, but it's really not in the best 588 00:31:49,120 --> 00:31:52,000 interest of the customer. And what you always have to do 589 00:31:52,000 --> 00:31:56,520 is you always have to prioritize what the customer values and 590 00:31:56,520 --> 00:31:58,640 that automatically translates to sales. 591 00:31:58,960 --> 00:32:02,040 Perfect example is iPhones. I mean, if you go into an Apple 592 00:32:02,040 --> 00:32:05,000 shop, there is no, you're under, there's no pressure at all for 593 00:32:05,000 --> 00:32:06,800 you to buy anything. And same with the Tesla. 594 00:32:06,800 --> 00:32:09,560 If you walk into a Tesla showroom, you don't have a car 595 00:32:09,560 --> 00:32:11,840 salesman who's pressuring you to buy stuff. 596 00:32:11,840 --> 00:32:15,360 And, and the sales for those companies are, are astronomical. 597 00:32:15,360 --> 00:32:18,200 They, they do phenomenally well. But then if you go into say, for 598 00:32:18,200 --> 00:32:21,280 example, a Ford dealership or a Hyundai dealership, from the 599 00:32:21,280 --> 00:32:25,920 second you step in there, you are a piece of meat that the 600 00:32:25,920 --> 00:32:28,320 lions will just want to RIP through. 601 00:32:28,680 --> 00:32:32,160 And it is unpleasant. So, and, and that's the 602 00:32:32,160 --> 00:32:33,720 experience. You remember, you don't, you 603 00:32:33,720 --> 00:32:35,760 don't care about the car. You're like, oh crap, I need to 604 00:32:35,760 --> 00:32:39,280 get, I need to buy another car because my car broke down. 605 00:32:39,360 --> 00:32:42,240 I really do not want to go to the Ford dealership and deal 606 00:32:42,240 --> 00:32:44,400 with that crap. What is coming for you? 607 00:32:45,000 --> 00:32:48,560 What is Ford Motors? I got Ford Motors are going to 608 00:32:48,560 --> 00:32:50,680 put you on Forbes. There's a lot of. 609 00:32:51,040 --> 00:32:53,400 Fords in Australia and there's a lot of people passionate about 610 00:32:53,400 --> 00:32:55,320 Fords. Like the next thing you know, 611 00:32:55,320 --> 00:32:58,560 there will be one chasing me down the road and I'll just be, 612 00:32:59,040 --> 00:33:05,400 I was joking, I was joking. Ford Ford is to better Hyundai 613 00:33:05,840 --> 00:33:09,600 Oh bad those vehicles. I'm not going to say anything 614 00:33:09,640 --> 00:33:14,320 you said it. I'm not going into this guys 615 00:33:15,200 --> 00:33:17,080 know how to spend your Australian dollars like. 616 00:33:17,560 --> 00:33:21,000 I we recently got a Kia. I used to have a Ford, but we 617 00:33:21,000 --> 00:33:24,800 recently got a Kia, right? And I have to say it is a very 618 00:33:24,800 --> 00:33:28,480 liberating car because, because the thing about Kia saw like 619 00:33:28,480 --> 00:33:31,200 when you have a nice car like a Ford or a BMW or a Range Rover, 620 00:33:31,400 --> 00:33:33,320 you care a lot. Like you care about where you 621 00:33:33,320 --> 00:33:36,600 talk, you care about the car being nice, you care about who's 622 00:33:36,600 --> 00:33:39,840 parked next to you, you care about all of these things. 623 00:33:39,840 --> 00:33:44,400 But when you get a Kia, it's very nice inside, but you just 624 00:33:44,400 --> 00:33:49,240 don't care because it's such a unpretentious car that that 625 00:33:49,240 --> 00:33:52,120 whatever happens, you just go, it's a Kia, right? 626 00:33:52,120 --> 00:33:54,760 Like we, we got, we got broken into a couple of months ago that 627 00:33:54,760 --> 00:33:57,320 the car did. And that happened because I 628 00:33:57,320 --> 00:33:59,760 forgot to lock the car because it's just a Kia. 629 00:33:59,760 --> 00:34:02,840 Like the police officer was, was asking me like, did they steal 630 00:34:02,840 --> 00:34:04,000 anything? Did they break anything? 631 00:34:04,000 --> 00:34:06,640 And my response just kept going it's, it's a, it's a. 632 00:34:07,480 --> 00:34:08,960 It's a Kia. Relax everyone. 633 00:34:09,760 --> 00:34:11,480 It's a Kia. I don't care there's. 634 00:34:12,400 --> 00:34:17,239 Something liberating about there's something liberating 635 00:34:17,239 --> 00:34:19,080 about having having a car like that. 636 00:34:19,080 --> 00:34:22,480 You just just don't care. Like it's phenomenal. 637 00:34:22,639 --> 00:34:24,360 We careless? We careless. 638 00:34:25,040 --> 00:34:29,120 Wow, exactly. Yeah, let's let's talk about 639 00:34:29,120 --> 00:34:32,880 beauty, a lifestyle brand without becoming, you know, 640 00:34:32,880 --> 00:34:35,920 affirmative that is obsessed with performance. 641 00:34:36,120 --> 00:34:38,960 So you've actually beat more than just a piece that's it's a 642 00:34:38,960 --> 00:34:42,520 lifestyle brand in Australia? Or how do you lead authentically 643 00:34:42,520 --> 00:34:44,639 without performing or the optics? 644 00:34:44,760 --> 00:34:47,520 The important thing is, is not to get carried away with the 645 00:34:47,520 --> 00:34:50,280 lifestyle aspects. I mean, cosmetic is purely a 646 00:34:50,280 --> 00:34:51,800 lifestyle brand. So there's again on the 647 00:34:51,800 --> 00:34:54,520 healthcare space, there's nothing that we do that that you 648 00:34:54,520 --> 00:34:56,679 know, we don't cure cancer, we don't care heart disease, we 649 00:34:56,679 --> 00:34:59,320 don't cure diabetes. We just make people feel better 650 00:34:59,320 --> 00:35:01,520 about themselves. So that is your quintessential 651 00:35:01,520 --> 00:35:04,280 lifestyle brand. And again, it's important when 652 00:35:04,280 --> 00:35:06,960 you're when you're when you have a lifestyle brand such as 653 00:35:06,960 --> 00:35:10,920 cosmeti to prioritize on what it is that makes the brand special. 654 00:35:11,200 --> 00:35:14,440 So for us, what what makes it special, especially on the 655 00:35:14,440 --> 00:35:18,800 behind the scenes aspect is, is unrelenting obsession about 656 00:35:18,800 --> 00:35:21,080 safety. So any safety set that can be 657 00:35:21,080 --> 00:35:24,280 taken, we take it. But on the forward facing, we 658 00:35:24,280 --> 00:35:28,040 are also unashamedly non judgmental. 659 00:35:28,320 --> 00:35:32,200 So we are one of the only clinics that that that are happy 660 00:35:32,200 --> 00:35:36,960 to accommodate whatever the request is as long as it's safe 661 00:35:36,960 --> 00:35:38,720 and is in the best interest of the customer. 662 00:35:38,880 --> 00:35:42,320 And we understand that everyone has a different ideal of 663 00:35:42,360 --> 00:35:45,360 aesthetic end result and something like absolutely 664 00:35:45,360 --> 00:35:47,640 surprises. Sometimes the girls come in with 665 00:35:47,880 --> 00:35:51,000 just wanting the tiniest little bit of filler in their face just 666 00:35:51,000 --> 00:35:54,560 to wipe off 1 wrinkle. And other times, you know, 667 00:35:54,880 --> 00:35:57,720 people that you would not suspect, such as doctors and 668 00:35:57,720 --> 00:36:00,880 lawyers and barristers come in wanting their face completely 669 00:36:00,880 --> 00:36:03,920 frozen with Botox and lips that are very large. 670 00:36:04,160 --> 00:36:07,360 So we don't ever correlate who the person is and what their 671 00:36:07,360 --> 00:36:11,120 profession is to what they consider as an aesthetic end 672 00:36:11,120 --> 00:36:12,800 result. That's what that's one thing 673 00:36:12,800 --> 00:36:15,440 that we value a lot as a lifestyle brand. 674 00:36:15,640 --> 00:36:16,720 Interesting. And of course, you know, 675 00:36:16,720 --> 00:36:20,840 cosmetic gave birth to Yuri. So let's really speak about Yuri 676 00:36:20,840 --> 00:36:26,160 and what are the lessons and the accomplishments that you've had 677 00:36:26,160 --> 00:36:29,040 so far? Yuri is a startup that that I 678 00:36:29,040 --> 00:36:34,320 founded last year and what it is, is a tech tech platform that 679 00:36:34,680 --> 00:36:36,760 helps clinicians maintain compliance. 680 00:36:36,920 --> 00:36:40,640 What I've found is having, you know, been in in the healthcare 681 00:36:40,640 --> 00:36:42,240 sector for now, what, more than 10 years? 682 00:36:42,360 --> 00:36:46,400 I've seen a gradual up regular in the amount of regulation 683 00:36:46,400 --> 00:36:49,160 guidelines in Australia. So Australia when I was younger 684 00:36:49,160 --> 00:36:53,440 used to be a very free place. I mean, you know, you could for 685 00:36:53,440 --> 00:36:57,240 example, there weren't many things that were that got you in 686 00:36:57,240 --> 00:36:59,840 trouble, for example. And everyone at the same time, 687 00:36:59,840 --> 00:37:01,400 everyone practice a lot of common sense. 688 00:37:01,640 --> 00:37:05,920 But as we progressed into the 21st century, the amount of 689 00:37:05,920 --> 00:37:10,400 rules, regulations and the amount of unnecessary burden on 690 00:37:10,400 --> 00:37:13,240 society from these things has gone through the roof. 691 00:37:13,240 --> 00:37:17,240 So I'm sure you heard by the the crazy lockdowns in Australia, so 692 00:37:17,240 --> 00:37:19,000 our state. Yes, completely. 693 00:37:19,000 --> 00:37:20,680 And New Zealand the. Rest of the world for about a 694 00:37:20,680 --> 00:37:23,560 year and a half, right? But yeah, yeah, yeah. 695 00:37:23,560 --> 00:37:27,840 And, and Melbourne had lockdowns after lockdowns after lockdowns. 696 00:37:28,000 --> 00:37:31,280 And this is a so we've progressed from a, from a 697 00:37:31,480 --> 00:37:35,200 country that is free to effectively a nanny state is 698 00:37:35,200 --> 00:37:37,560 what's happened in Australia. And the same things happen in 699 00:37:37,560 --> 00:37:40,120 the healthcare sector as well. So in the healthcare sector, the 700 00:37:40,120 --> 00:37:43,720 regulation has gone past. We need regulation to, we need 701 00:37:43,720 --> 00:37:47,280 to look after patients in safety to now we need to tell doctors 702 00:37:47,280 --> 00:37:50,840 and nurses how to think, how to behave, how to do everything, 703 00:37:50,840 --> 00:37:53,120 which is which is gone to a crazy amount. 704 00:37:53,480 --> 00:37:56,760 Now the problem there is your average doctor, your average 705 00:37:56,760 --> 00:38:00,240 clinic doesn't understand the amount of regulation there is 706 00:38:00,440 --> 00:38:03,600 now because again, we've got 20 clinics and we are pretty much 707 00:38:03,640 --> 00:38:06,120 all around the country and the regulation changes state by 708 00:38:06,120 --> 00:38:08,680 state. We have a very deep 709 00:38:08,680 --> 00:38:13,240 understanding of what the what the regulations are. 710 00:38:13,800 --> 00:38:16,760 And on top of that, I work with several medical and doctor 711 00:38:16,760 --> 00:38:20,600 advocacy groups in, in helping doctors navigate through 712 00:38:20,600 --> 00:38:23,680 regulatory hurdles as well. So what we've done is we've put 713 00:38:23,680 --> 00:38:27,160 that through into a platform which at the end of the day for 714 00:38:27,160 --> 00:38:31,280 clinic is using Yuli. What it basically means is that 715 00:38:31,320 --> 00:38:34,520 they are able to deliver their episode of care to the patient 716 00:38:35,040 --> 00:38:38,880 without having to worry about any, any compliance issues. 717 00:38:39,000 --> 00:38:43,240 They so depending on where for example, they are, software may 718 00:38:43,280 --> 00:38:47,160 ask you to load in your license number, your permit number, your 719 00:38:47,280 --> 00:38:49,080 registration numbers, everything. 720 00:38:49,240 --> 00:38:52,840 And it automatically correlates it with what is in public 721 00:38:52,840 --> 00:38:56,360 databases to make sure that all the is are dotted TS are crossed 722 00:38:56,400 --> 00:38:58,560 and not many people know how to do that. 723 00:38:58,560 --> 00:39:00,840 And that's where that's where it's come from. 724 00:39:01,120 --> 00:39:03,560 And the next thing that's happened is what we found is 725 00:39:03,560 --> 00:39:07,360 healthcare isn't just a here's a patient, here's a doctor and a 726 00:39:07,360 --> 00:39:10,600 conversation and you get better. What we're finding is as 727 00:39:10,600 --> 00:39:13,240 healthcare becomes more and more complicated, there's more and 728 00:39:13,240 --> 00:39:15,920 more people involved in the healthcare journey. 729 00:39:15,920 --> 00:39:19,240 So your typical person may have multiple touch points with the 730 00:39:19,240 --> 00:39:21,440 healthcare system. For example, if somebody wants 731 00:39:21,440 --> 00:39:25,000 to lose weight, they would want to see their doctor to make sure 732 00:39:25,000 --> 00:39:26,800 there's nothing endocrinological happening. 733 00:39:26,800 --> 00:39:29,320 For example, they may see a specialist, they may see a 734 00:39:29,320 --> 00:39:32,240 pharmacist, they may see a nurse, a dietitian, A 735 00:39:32,240 --> 00:39:34,200 psychologist, exercise physiologist. 736 00:39:34,200 --> 00:39:37,840 So as Healthcare is becoming more and more complicated, this 737 00:39:37,840 --> 00:39:42,400 one-on-one interaction between the doctor and a clinician at a 738 00:39:42,400 --> 00:39:45,600 time is not efficient. And that's another thing that we 739 00:39:45,600 --> 00:39:47,440 built in. We built in a system where 740 00:39:47,720 --> 00:39:51,280 multiple touch points can happen at the same time in order to 741 00:39:51,280 --> 00:39:53,920 deliver care in a single synchronized matter in a 742 00:39:53,920 --> 00:39:56,600 synchronized manner. And the best place to start, for 743 00:39:56,600 --> 00:39:59,360 example, is actually the, the cosmetic industry. 744 00:39:59,360 --> 00:40:01,720 Because in the cosmetic industry, you want to make sure 745 00:40:01,720 --> 00:40:04,440 that the patient doesn't have any mental health issues. 746 00:40:04,440 --> 00:40:06,680 For example, we can do that through mental health screening. 747 00:40:06,920 --> 00:40:10,880 They need a doctor, for example, to do a consultation and to give 748 00:40:10,880 --> 00:40:12,920 a prescription. And and hence there's there's, 749 00:40:12,920 --> 00:40:14,760 there's a portal specifically for doctors. 750 00:40:15,200 --> 00:40:17,600 The nurses are the ones that administer the treatments, so 751 00:40:17,600 --> 00:40:19,240 there's an app specifically for the nurses. 752 00:40:19,240 --> 00:40:23,600 So we are able to get everyone on the same page very quickly 753 00:40:23,640 --> 00:40:26,080 using technology. And that's where I see the value 754 00:40:26,080 --> 00:40:28,240 for Yuli. So yeah, it's been very popular. 755 00:40:28,240 --> 00:40:31,080 We've been receiving so many requests from other clinics 756 00:40:31,080 --> 00:40:34,120 wanting to be on boarded onto Yuli and it's been, it's been 757 00:40:34,120 --> 00:40:36,400 phenomenal. Amazing, amazing work. 758 00:40:36,840 --> 00:40:41,400 You know, your body of work is actually highly, highly amazing. 759 00:40:41,400 --> 00:40:43,800 And of course, there's something I always say on the broadcaster, 760 00:40:44,360 --> 00:40:47,080 anytime a person shares their time with you, they're sharing 761 00:40:47,080 --> 00:40:50,800 their life with you because the SI unit for measuring life this 762 00:40:50,800 --> 00:40:53,440 time. And of course, big love and 763 00:40:53,440 --> 00:40:56,840 respect to you today for sharing your life and your time with us 764 00:40:56,840 --> 00:40:59,760 today. I'm going to end with five quick 765 00:40:59,760 --> 00:41:02,880 fire round questions. Are you ready to rumble? 766 00:41:04,280 --> 00:41:12,200 OK, OCOCOCOCOCOC, let's go. OK, So what is wonder leave 767 00:41:12,200 --> 00:41:14,760 about success you have completely unlearned? 768 00:41:14,880 --> 00:41:19,400 I've unlearned the fact that success is not a binary concept. 769 00:41:19,560 --> 00:41:22,440 Previously, I used to think of success as just a successful or 770 00:41:22,440 --> 00:41:25,120 not successful. Successful success is something 771 00:41:25,120 --> 00:41:27,680 that you have to, you could be successful one day. 772 00:41:27,680 --> 00:41:31,200 That means that you also have to hit that mark again the next day 773 00:41:31,200 --> 00:41:32,480 and the next day and the next day. 774 00:41:32,480 --> 00:41:35,320 It's not something you buy. It's something you rent and you 775 00:41:35,320 --> 00:41:37,000 need to rent it every single day. 776 00:41:37,160 --> 00:41:40,320 So you need to play at that level every single day, is what 777 00:41:40,320 --> 00:41:43,880 I've learned about success. But and press what is 1 daily 778 00:41:43,880 --> 00:41:46,280 habit that protects your mindset under pressure. 779 00:41:46,520 --> 00:41:48,360 Objectivity. So whenever there's pressure, 780 00:41:48,480 --> 00:41:51,560 rather than succumbing to the pressure within trying to solve 781 00:41:51,560 --> 00:41:54,640 the problem, the best thing to do is to take a deep breath, 782 00:41:54,760 --> 00:41:58,720 step back and objectively look at the situation and always 783 00:41:58,760 --> 00:42:01,880 evaluate the situation against the values of the business. 784 00:42:01,920 --> 00:42:04,000 And the answer becomes very clear very quickly. 785 00:42:04,080 --> 00:42:07,440 Objective assessment what is 1 leadership mistake that taught 786 00:42:07,440 --> 00:42:12,800 you more than any win I. Would say the initial commitment 787 00:42:12,800 --> 00:42:17,560 towards towards having a top down approach as I recently 788 00:42:17,560 --> 00:42:21,280 learned that that going through a democratization of values is 789 00:42:21,280 --> 00:42:24,880 actually better for the end result rather than being a 790 00:42:24,960 --> 00:42:29,520 authoritarian. And simply The only caveat there 791 00:42:29,520 --> 00:42:32,400 is when you democratize the values, you need to make sure 792 00:42:32,400 --> 00:42:35,600 the people that are the torchbearers are the are people 793 00:42:35,600 --> 00:42:38,760 of good character who also value the same thing as you do. 794 00:42:38,760 --> 00:42:43,480 So what would you say has been a mentor that has shipped your 795 00:42:43,480 --> 00:42:46,400 leadership philosophy? I've been very lucky in that, in 796 00:42:46,400 --> 00:42:49,920 that I have a lot of close friends and a lot of close 797 00:42:49,920 --> 00:42:53,240 mentors and each of them have different facets of what I 798 00:42:53,240 --> 00:42:55,600 value. So for example, when it comes to 799 00:42:55,960 --> 00:42:58,840 when it comes to anything in the healthcare space, I've got a 800 00:42:58,840 --> 00:43:01,920 number of people that are relying number of mentors that I 801 00:43:01,920 --> 00:43:05,360 rely on and they're very happy to receive my call and I'm very 802 00:43:05,360 --> 00:43:07,600 liberal at calling them and asking them for advice. 803 00:43:07,680 --> 00:43:10,160 And when it comes to the business side, again, I'll come 804 00:43:10,160 --> 00:43:12,840 across many, many business people who are, who are 805 00:43:12,880 --> 00:43:15,640 absolutely phenomenal and very generous with their time. 806 00:43:15,840 --> 00:43:19,520 So there isn't one person, but there is a, there is a, a 807 00:43:19,520 --> 00:43:23,480 spectrum of people that I, that I speak with, depending on what 808 00:43:23,480 --> 00:43:25,160 it is that I'm seeking guidance from. 809 00:43:25,160 --> 00:43:28,560 And, and, and I would caution anyone against having a mentor 810 00:43:28,880 --> 00:43:31,200 because especially when you're in business, you're dealing with 811 00:43:31,440 --> 00:43:33,560 your many, many different facets. 812 00:43:34,000 --> 00:43:36,920 And so you need to consider a, a team of mentors. 813 00:43:37,160 --> 00:43:39,040 The team is very, very important. 814 00:43:39,120 --> 00:43:42,760 Absolutely, absolutely in the multitude of guidance their 815 00:43:42,760 --> 00:43:45,800 safety. So the last question is legacy 816 00:43:45,800 --> 00:43:49,200 over profits, yes or no? Look, legacy, legacy is 817 00:43:49,240 --> 00:43:51,880 absolutely important because I wouldn't say legacy or profits. 818 00:43:51,960 --> 00:43:55,280 I would say that profits may not lead to legacy, but legacy 819 00:43:55,280 --> 00:43:58,040 always leads to profits, right? Because if something, if 820 00:43:58,040 --> 00:44:00,600 something's got legacy, it basically means that it's stood 821 00:44:00,600 --> 00:44:03,200 the test of time, which means instead you bring, you're 822 00:44:03,200 --> 00:44:06,400 bringing value to other people, which means that that transfers 823 00:44:06,440 --> 00:44:09,640 profits. So again, legacy comes back to 824 00:44:09,640 --> 00:44:12,320 staying true to the message and staying true to your values. 825 00:44:12,600 --> 00:44:16,920 So I would I would prioritize legacy over profits if it just 826 00:44:16,920 --> 00:44:19,120 is a binary binary. I love that. 827 00:44:19,360 --> 00:44:23,360 Wow, Doctor Vivek. This episode has been highly, 828 00:44:23,360 --> 00:44:27,440 highly educational and of course, our audience of founders 829 00:44:27,440 --> 00:44:31,560 and professionals are going to benefit immense value from this. 830 00:44:31,600 --> 00:44:36,040 And of course, now you are also a symbol of deep inspiration 831 00:44:36,280 --> 00:44:38,880 retailing life experience. And of course, you have shared 832 00:44:38,880 --> 00:44:42,920 with us practical frameworks on leadership, scaling, trust and 833 00:44:42,920 --> 00:44:45,040 mindset. The philosophy of this broadcast 834 00:44:45,040 --> 00:44:48,000 is mindset, skill sets, tool sets, in that order. 835 00:44:48,240 --> 00:44:51,080 If we're collaborating with anyone, we need to 1st consider 836 00:44:51,080 --> 00:44:55,280 the mindset, then the skill sets and the tool sets that they use. 837 00:44:55,600 --> 00:44:59,920 And of course you have even us no fluff today. 838 00:44:59,960 --> 00:45:03,880 You ate and left no crumbs. And this is really, really 839 00:45:03,880 --> 00:45:05,200 amazing. Thank you very much. 840 00:45:05,560 --> 00:45:08,720 Once again, just an. Amazing team that I had the 841 00:45:08,720 --> 00:45:10,640 pleasure of working with every single day. 842 00:45:10,640 --> 00:45:13,080 They've been absolutely inspirational and they've been 843 00:45:13,080 --> 00:45:16,520 and their commitment towards patience and and patient safety 844 00:45:16,520 --> 00:45:19,400 and looking after the patients has been has been great. 845 00:45:19,640 --> 00:45:22,000 So massive shot. A shout out to our amazing team.