How to Build Partnerships That Fuel Success

Hey everyone!

Welcome to the Executive State of Mind, where we dive deep into the business world with leading industry figures. In this episode, join our host, Tal Boussani, VP of Business Development at Natural Intelligence, as he sits down with Matthew Guerrieri, CMO at Medical Guardian, for an insightful conversation.

Tal and Matthew reveal the secrets behind building successful business partnerships, share strategies for achieving efficient growth, and discuss the exciting integration of AI into marketing and services. They also explore the challenges and rewards of transitioning from direct-to-consumer to healthcare marketing, offering valuable lessons for companies looking to thrive in today’s competitive landscape.

Don’t miss this engaging discussion filled with expert insights and practical advice for business leaders. Follow us on LinkedIn and stay tuned for more episodes packed with actionable strategies and industry trends.

Thanks for listening! Follow us on LinkedIn and YouTube!

Transcript

00:00:00:00 - 00:00:08:46
Unknown
Executive state of mind. It's executive state of mind. Executive state of mind.

00:00:08:46 - 00:00:12:17
Unknown
Ready to uncover the secrets of successful partnerships.

00:00:12:22 - 00:00:20:41
Unknown
Welcome to executives State of mind, where we deep dive into the minds of business leaders who drive growth and innovation in their industries.

00:00:20:41 - 00:00:26:29
Unknown
Tal Boussani, VP of business Development at Natural Intelligence, and I will be your host for today.

00:00:26:34 - 00:00:47:30
Unknown
Today I'm joined by my dear friend, colleague, business partner, Forbes 40 under 40 and the CMO at Medical Guardian Matt Guerrieri. Together we'll explore how to build successful partnerships, how to drive efficient growth, and many more. Matt, thank you for joining us. Welcome my friend.

00:00:47:30 - 00:00:49:49
Unknown
Thank you. It's great to be here. Thank you for having me.

00:00:49:49 - 00:01:02:34
Unknown
Matt, tell us a little bit about yourself. Sure. My name is Matt Guerrieri. I am the chief marketing officer at Medical Guardian. I've been with Medical Guardian for now, 11 years. It's been an exciting journey.

00:01:02:36 - 00:01:16:40
Unknown
Excited to talk about it here. on a personal level, I am a father of two. Soon to be three, in December and, excited to just, like, business. take that head on day by day and figure it out as we go.

00:01:16:40 - 00:01:18:52
Unknown
Any special preparations for the third?

00:01:18:52 - 00:01:22:56
Unknown
I think just more sanity, breathing, meditation, trying to work through it all,

00:01:22:56 - 00:01:39:13
Unknown
But you you just mentioned that you're you have been in medical guardian for 11 years now. So you grown. Grown within medical guardian, climbed up the ranks as a medical guardian in general, prioritize, internal promotions and growth within with its employees.

00:01:39:13 - 00:01:55:29
Unknown
there's been cases where there's been an executive assistant who has now worked her way up to CFO. there's a countless amounts of, individuals that have rose upon the ranks. We we prioritize growing from within.

00:01:55:34 - 00:02:14:40
Unknown
it gets you the reps at the company get you familiar with the industry. There's a lot of things that you carry with you is tribal knowledge that you learn throughout the way, which you really can't do, the agencies you really can't do from hiring for positions within a year takes a lot of time, maturity. and so, yes, absolutely.

00:02:14:41 - 00:02:19:20
Unknown
We grow leaders internally. We try our hardest to to grow within if we can.

00:02:19:20 - 00:02:25:25
Unknown
with us. Same thing we used to, we used to try and hire, people from outside.

00:02:25:30 - 00:02:42:15
Unknown
but lately we just figure it out. We we rather just grow people from within to leadership roles. I mean, they know the business from the bottom and retention is amazing. It shows people the way up and and I think overall very successful here. A great example of that. Yeah. Me too. That's true. That's true. I climbed a few ranks as well.

00:02:42:29 - 00:02:44:18
Unknown
And then the company. Yes sir.

00:02:44:18 - 00:02:51:01
Unknown
Well, I thought a lot about the beginning of our partnership. We had, long journey together.

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Unknown
The beginning

00:02:52:16 - 00:02:58:36
Unknown
wasn't as smooth sailing as it is today. I mean, I remember you and I even bumping some heads at the beginning trying to get out

00:02:58:45 - 00:03:04:44
Unknown
What do you think are the main, the main factors for building a successful partnership over time?

00:03:04:44 - 00:03:16:01
Unknown
you know, I think that we've built mutual trusts, what you need in a relationship in order to grow. I think we've taken a lot of time to understand each other on a personal level.

00:03:16:06 - 00:03:39:39
Unknown
We've done events together countless events together. we've connected on meetings. Just one on one, trying to get to know each other more, learn more about our families. We've been through turmoil together just in personal life and talk to that together. so I think a lot of that personal relationship growth is important. And, vulnerability, being able to tell the person on the opposite side things aren't going well.

00:03:39:50 - 00:04:00:22
Unknown
Struggling. Here's where we're at. Letting them level set, letting them also be on the other side, vulnerable. I think every time you keep your guard up, you don't, you know, let people in and it's really hard to create a relationship that way. Just the same things we talk about when you're forming a relationship with your spouse or your kids or your friends, same things apply.

00:04:00:26 - 00:04:23:07
Unknown
just business. There's more conversations about dollars and than in those conversations. But but what do you think? Come first personal side or if we first need to get a grip on the business and get a business understanding together? I think it always starts with business. I mean, you want to form that relationship. You want to talk about what you want, what kind of value you can add to the relationship, how you can grow it.

00:04:23:07 - 00:04:42:46
Unknown
And then growth always hits the ceiling at some point. And at those points, that's when those conversations start to happen is what do we do now? What's our next steps? How much are we committed to each other? We talked a lot about that in the recent couple of months. I think there's obviously something about that for the for the last couple of years.

00:04:43:01 - 00:04:45:42
Unknown
Yeah, it's more relevant now. But yes, for sure,

00:04:45:42 - 00:04:59:57
Unknown
at first it was it was tough for me to, to get a grip about your KPIs. But but I remember how important it was for you. I when I recognize that to, to first of all understand your KPIs and try to better understand where you're coming from.

00:04:59:57 - 00:05:38:22
Unknown
And then the relationship has really you kind of let off your guards properly. I think that's a good point. And we talked about that a little bit too, is I know what I need to do to be successful. I don't know what it is that you need on your side to be successful. And so I think asking that question, providing that information, whether it's profitability, whether it's, you know, CPCs, I like to learn what you're going after because if I can level set, if I can start to measure that on our side as well, however, that maybe I can track it and I can know when we have conversations.

00:05:38:27 - 00:05:54:28
Unknown
I was pretty happy because his performance on his side is going well. I'm tracking it or I was going to be upset this time. I need to prepare for that and just talk and work through or through ways that we can. We can help each other and I can like not knowing what the other side feels is, is so important.

00:05:54:30 - 00:06:16:34
Unknown
This is why probably clear goals are so important, like understanding the goals of each other. So we can actually get, get, get, get an initial thought about how the other side will respond or how will it affect their business, for sure. And consistency. And I think that this is something that you guys do really good. I mean, you're very consistent with giving your clear goals and it doesn't change as much.

00:06:16:39 - 00:06:47:18
Unknown
Hasn't. Yeah. Yeah. It's been very I mean the base level has been very consistent cost per say. Our cost per click VPCs, whatever it is. We've always stayed pretty consistent. So you know you can follow it and track it. I think elements have changed competitiveness in the marketplace has changed our brand. What we're looking to do in the industry, acquisitions, things that we've changed over time similar to you have have evolved, but I believe that base level has been very consistent, which has been helpful.

00:06:47:18 - 00:06:47:46
Unknown
I agree.

00:06:47:46 - 00:07:07:03
Unknown
but but let me, let me let me ask you another question. How will you approach conflict? Because conflict is something that is crucial for a successful partnership. We need to know how to have conflict in a productive way. so how would you handle conflict? Yeah, that's not easy. I think a lot of companies struggle with conflict.

00:07:07:08 - 00:07:28:37
Unknown
it seems like there's two ways you can either be really aggressive towards each other, or you can be really kind to each other. Either way, I think you this whole the first question is very important here. How do you how do you build trust? I felt my best conversations. Are the ones that I trust because I can have that kind of conflict.

00:07:28:37 - 00:07:49:42
Unknown
I can have that conversation and know that both groups are on the same side. Right? We're we're in it together. I know that there's a mutual connection there. And I can tell you straight up exactly how I'm feeling without you feeling like you attacking me is coming at me. You just know I'm trying to get something established. I'm trying to figure things out, and.

00:07:49:47 - 00:08:14:57
Unknown
And we can have those conversations. And it's it's easy. It's seamless. It feels like I hang up a call with you. I'm like, well, you know, that's what tells us, you know, he's not coming at me. He's running. He's just trying to get to level set. so I think that relationship part is if you build those relationships, I always think about, like the Beatles when they're playing, they show that documentary where they're playing guitar and they're just bouncing ideas off each other.

00:08:15:02 - 00:08:20:04
Unknown
and there's they're just jiving because they're letting each other be themselves or like, go ahead.

00:08:20:04 - 00:08:24:46
Unknown
Actually, the one was about the Beatles, that there was a lot of conflict inside, I'm sure. Yeah, yeah,

00:08:24:46 - 00:08:32:27
Unknown
this is probably the only way where we can continue to really understand each other is by we having this openness to actually have some kind of conflict.

00:08:32:27 - 00:08:37:47
Unknown
Yeah. Because what happens when you don't have the trust, you don't. You're afraid to bring it up. We don't even talk about it. Then

00:08:37:47 - 00:08:38:49
Unknown
during our meeting,

00:08:38:49 - 00:08:39:53
Unknown
a couple days ago,

00:08:39:53 - 00:08:53:52
Unknown
you guys asked something. That was the first time that we've been asked about, that internally we didn't, see as a big deal, but when you ask it, that's where I realized,

00:08:53:52 - 00:09:00:05
Unknown
that is the guy who. That's the one who feels comfortable enough to ask those tough questions.

00:09:00:10 - 00:09:02:23
Unknown
I wonder what other partners are thinking about it.

00:09:02:23 - 00:09:27:46
Unknown
remember how I asked it, which was, I'm on your team. What would you. I mean, I'm your I'm your employee. What would you say to me on how you're going to accomplish this or what you're going to to do to to think through this? because I was really thinking about it at that point in time, because we've had so many relationships, I felt like I'm as much as part of you as you are as as us.

00:09:27:46 - 00:09:37:02
Unknown
And, I really just wanted to know, longevity wise, what? You know, how are we thinking about this? How are you talking to your employees about this? You know, what are we going to do to win?

00:09:37:09 - 00:09:52:21
Unknown
you've been always so focused on profitability during growth, which is extremely tough, especially before the pandemic, because before the pandemic, the growth there was a growth craze. I mean,

00:09:52:21 - 00:09:54:45
Unknown
money was being dumped in everywhere.

00:09:54:45 - 00:10:01:45
Unknown
made you focus on this strategy in such early stages of the company? and before the pandemic? Obviously.

00:10:01:45 - 00:10:33:12
Unknown
Efficiency always plays a role. And so I've just always had that in the back of our mind. We never want to be free of that. To say this is not a perfect journey. We have definitely had periods of time where we got a little bit out of our skis and had to back it down, but but we've always been thinking about who do we want to be ten, 20, 30 years from now, and had a really passionate focus to be a top health care solutions company for aging adults in the country.

00:10:33:12 - 00:10:34:42
Unknown
And I think that's what drives it.

00:10:34:42 - 00:10:40:17
Unknown
but would you change your answer if you were a startup or, new business trying to create an impact?

00:10:40:17 - 00:10:52:15
Unknown
I think the difference is there's risks you have to take, which may not allow you to be as efficient as you'd like to be. I think efficiency always has to play a role. So you always have to think about how to do it as efficiently as possible.

00:10:52:20 - 00:11:10:02
Unknown
But the level of risk expands. When you're a startup, you have to do things you're uncomfortable with. You have to do things that are going to get you, to be able to grow. And growth is uncomfortable in itself. So yeah, I would say the efficiency should always be in the back of your mind, regardless if I'm talking to the startups out there.

00:11:10:02 - 00:11:13:41
Unknown
I agree, I mean, if it's not your money, it doesn't mean you can just throw it around.

00:11:13:41 - 00:11:33:23
Unknown
You have to think like a business owner regardless of your position. That's one of our MG 20 threes. We have fundamentals a little booklet of 23 fundamentals. Oh and one of them is to think like, an owner of the business. And what that means is think like it's your money, you're spending it, you know, what are you going to do with it?

00:11:33:23 - 00:11:52:56
Unknown
Recently, Medical guardian has grown a lot and I won't say shifted away, but added a layer out of direct to consumer, which you usually do, focusing a little bit more about health care. Well, what is the how is the marketing strategy different when it comes to those kind of, different, different offerings?

00:11:52:56 - 00:11:59:22
Unknown
when you're talking health care, it's a lot more awareness based. It's a lot of conferences. It's a lot of

00:11:59:22 - 00:12:15:02
Unknown
forming long term relationships and partnerships. It's very different. but brand plays a tremendous role when it comes to health care and B2B marketing. I'm getting your name out there, creating case studies, create whitepapers, trying to do webinars.

00:12:15:11 - 00:12:35:55
Unknown
And, you know, I think the brand's come a long way since we started establish it in 2017, we decided to to rebrand to create a brand, after some of the spokespeople that we had hired, didn't work out. And, you know, ever since then, I think that's what's kind of lifted us to, to this level and be able to enter a B2B space and be successful.

00:12:36:00 - 00:12:40:14
Unknown
So I do credit a lot of hires to helping us get there.

00:12:40:14 - 00:12:40:39
Unknown
Wow.

00:12:40:39 - 00:12:56:59
Unknown
That's a big shift in what you do. Then the strategies before you. Oh, are you guys work in countless industries? I mean, it must be very difficult to navigate from when we talked a little bit about this, how do you navigate from one industry to the next, to the next, to the next, and play in all these spaces there?

00:12:57:03 - 00:13:17:14
Unknown
The channels are different. The models are different. I get to deal with consistency. You don't have that luxury. That's true, that's true. Back in the days, it was like every every new category, new vertical that that we have gone into. It's kind of been like of a blue ocean and was it was pretty much a blue ocean for us.

00:13:17:18 - 00:13:28:00
Unknown
But in the last few years, those opportunities are really decreasing. We need to start inventing ourselves again, build new products, change our marketing strategies. That is so true.

00:13:28:00 - 00:13:32:07
Unknown
so in the past there's a few years, couple of years.

00:13:32:07 - 00:13:43:10
Unknown
I came into our life. As with a storm, everything is. I. How do you how does medical how do you and medical guardian plan to implement AI in a marketing?

00:13:43:10 - 00:13:55:24
Unknown
to. We're trying to figure out a way to infuse it into building blog content. moving faster with strategy. it provides an endless amount of solutions.

00:13:55:29 - 00:14:22:04
Unknown
I think using it as an assistant is always the best is the best method, bouncing ideas off of it, giving it numbers and letting it learn and asking it certain situations. that's a lot of how I've used it. I think the teams use used eyes that that are already built into these platforms, like the canvas of the world, being able to move faster with content and creative and, and Photoshop and design, within the built in tools.

00:14:22:04 - 00:14:43:40
Unknown
So far today, you're really implementing a lot of those. We're trying to stuff. It is it is it's and it's easy to to take your eye off of you know, the ball if you think that you're always being passed away by people who are are better at AI. So I think just taking your time, I think my advice would be to take your time, understand how to how to use it in the right way.

00:14:43:40 - 00:15:10:52
Unknown
Don't force yourself into unfamiliar habits. and from from our perspective, our business. I think it's really exciting to talk a little bit about that is we're infusing AI. A lot of the healthcare space is and I think, you know, everyone in this room can probably align with this is as you start to change in your health behaviors, stay consistent.

00:15:10:52 - 00:15:18:24
Unknown
So if you're a stubborn person who doesn't like to go to the doctor, you're you're probably going to always remain the stubborn person that doesn't like to go to a doctor. So.

00:15:18:24 - 00:15:40:09
Unknown
You know, with AI and conversation, we can actually start to have some behavioral change conversations of and we have a wearable. You wear a button push for emergency call now. but our thought processes, if we have a gateway into the home where we can communicate to the person, why not have some more engaging conversations of who are you?

00:15:40:14 - 00:15:48:54
Unknown
Let us know a little bit more about you. Let's create that relationship, that trust, that bond. And then after you've done that, how can we help you change your behaviors to think differently about your health?

00:15:48:54 - 00:16:10:00
Unknown
Who's the right persona and and, and organization, in your opinion, to lead? AI is a more a tech business marketing. Great question. from that perspective that I just described is probably a product individual who who's familiar with it and can learn more on that. from marketing side, I think it's accountable for every individual

00:16:10:00 - 00:16:15:42
Unknown
the bigger the company becomes. Every little change in efficiency can make a big deal. Oh, yeah.

00:16:15:42 - 00:16:20:23
Unknown
and I've been struggling a lot with this, with those with the question to ask you, I mean, yeah. Who's the right persona?

00:16:20:23 - 00:16:41:23
Unknown
Yeah. Or just do some of it yourself. Point to point the finger in where maybe you're the person to take on some of that, individual learning and and growth. I think in general, if you're the person doing it or not, you should always have the craving to understand the world around you. And so this is one of those pieces if you're going to change, if you're going to evolve, if you're going to grow, AI is not going anywhere.

00:16:41:32 - 00:16:54:43
Unknown
And you can better believe that's going to be something that's going to be part of our, our future. So you you can either hop on board and go along with the change or you can not change. And watch it pass you by. I think we all prefer to be in the first scenario.

00:16:54:43 - 00:17:07:08
Unknown
we actually take it very seriously. And that's what intelligence, our CTO is leading is leading the AI revolution. And, if you want to get his attention, just throw the word AI in the room.

00:17:07:12 - 00:17:25:23
Unknown
but we actually build a task force, first of all, led by the CTO and the CEO of the business, and a few of the business, leaders as well. I'm I'm actually one of them. And, we built, like, those four pillars where we need, where we need to be part or we need AI to be part of our business.

00:17:25:45 - 00:17:33:29
Unknown
The first one, obviously, and the most intuitive one is, efficiency within the business. How do we integrate AI with every part of the business?

00:17:33:29 - 00:17:34:02
Unknown
so a lot of

00:17:34:02 - 00:17:35:01
Unknown
content creating

00:17:35:01 - 00:17:40:21
Unknown
ad creation, loves, a lot of, analytics using AI.

00:17:40:26 - 00:17:48:01
Unknown
those are all things that we are implementing, and actually using, pretty much on, on a daily basis already.

00:17:48:01 - 00:18:01:18
Unknown
the second one is integrating AI within our existing products, which is pretty challenging. I gotta say. We spoke about it a little bit before, but we both have incredible machines.

00:18:01:22 - 00:18:21:50
Unknown
The work, what we do now, let's see how we can change it and improve it. With AI a bit challenging, the third, which is which is probably the most fun to explore, is building new products. This is where our imagination goes wild. Maybe a little bit too wild. but, but but it's fun. It's fun building, trying to build new products.

00:18:21:50 - 00:18:40:10
Unknown
I'm actually more involved in this one, and I, and I must admit, I don't have a breakthrough yet, but we'll get there. Which we're trying. I believe in you. Yeah, and the fourth, us being in such strong partnerships with Google and Bing is understanding what they're trying to do

00:18:40:10 - 00:18:53:15
Unknown
great. Yeah. You guys probably invested quite a bit of money into them in the past. I'm imagine they do. Maybe that's a little bit of your unfair advantage in the marketplace is they provide you some some access that others don't.

00:18:53:15 - 00:18:59:19
Unknown
we are we are one of the top spenders for both Google and Bing.

00:18:59:24 - 00:19:07:37
Unknown
I think it's only natural that they would want one of their biggest clients, to be part of this process.

00:19:07:37 - 00:19:16:23
Unknown
now we move to more, quick the quick section. We'll ask some quick, quick and quick questions a little bit more fun.

00:19:16:23 - 00:19:23:47
Unknown
So if you have one piece of advice for a new marketer coming into the market, what would be the advice of a marketing professional?

00:19:24:17 - 00:19:35:31
Unknown
I think you said it already, and I agreed with it wholeheartedly. I think it's, sponge on the wall concept of learning, never thinking that you're the best, letting you go get Ahold of you.

00:19:35:31 - 00:19:41:09
Unknown
on that I'm. I'm a big fan of superheroes, and I wanted to know if you need to choose one superpower.

00:19:41:11 - 00:19:43:12
Unknown
Work related, what would it be?

00:19:43:12 - 00:19:58:44
Unknown
I buy myself some time. What about you? Which I work related, non-work related. I want to fly, I don't. How does that help you? And I don't like planes. Just the very. I just don't like planes to get to the point where you want to be faster. Exactly like it.

00:19:58:49 - 00:20:20:11
Unknown
Always be at the opportunity a little bit easier than the other ones. I think it's foresight. we talked a lot about vision and leadership. if I can have a power of vision, you know, it was coming ahead of me knowing what roadblocks I'm going to face, being able to to adapt to them a lot quicker.

00:20:20:16 - 00:20:33:30
Unknown
that would be an awesome superpower. I think that would be a pretty strong competitive advantage to see the, the, the pitfalls. And, although probably more than fine, I think flying is cool, that if I could fly, I'd also fly if I got that too.

00:20:33:30 - 00:20:42:40
Unknown
look, we we have a custom, and that's on intelligence. Every new employee that comes in, he needs to tell a story, an embarrassing story in front of the entire company.

00:20:42:51 - 00:21:06:35
Unknown
Okay, can you share an embarrassing story? I can share lots of a very embarrassing. I know a few of them. I think one of the one of the embarrassing stories I can think of off the top of my head is because it's recent. we had a new hire, start. he was replacing a position of the old hire, very similar names.

00:21:06:40 - 00:21:30:48
Unknown
And we were going around, and I was my turn to talk, and I was trying to give kudos to this individual because I think he's doing a great job, taking what the person before him had established and making it better. So I wanted to call him out in front of the entire group and say thank you. Unfortunately, because his name is almost identical with the person before him, I called him by that name.

00:21:30:53 - 00:21:47:34
Unknown
so I was calling him the person who had just been let go. and then everyone froze, stopped, and I heard a silence like a pin drop. And I was like, what? I that's not what I meant. What I meant was, so that was probably, again, there's probably some, some deeper ones I could tell with that one podcast worthy.

00:21:47:34 - 00:21:49:30
Unknown
It wasn't as an embarrassing moment.

00:21:49:30 - 00:21:51:39
Unknown
How many lives do you think we saved together

00:21:51:39 - 00:22:11:08
Unknown
Real lives say we get testimonials hourly at this point of people who have push that button had no other opportunity besides to reach really quickly for them and save their life. Yeah, absolutely. This partnership, you've grown tremendous amount of interest level to our brand that we could have never done ourselves.

00:22:11:08 - 00:22:12:21
Unknown
Yeah. So so I checked

00:22:12:21 - 00:22:18:35
Unknown
only the last four years. We're talking about over 80,000 lives saved. It's beautiful.

00:22:18:35 - 00:22:39:42
Unknown
So, we came to visit here in the States, and you gave us this plaque with 20, 20,000 lives saved. At first, it seemed like this little gesture that is insignificant. But then I took it back home, and we took it to the team. And the level of commitment since or the level of understanding in the team of what we're actually doing here.

00:22:39:47 - 00:22:58:54
Unknown
And the partnership that we have built is a lot around those kind of values. It had made a signif. It's a small gesture that made a significant change in the way teams that are not exposed to Medical Guardian known to you specifically. it immediately gave him the sense of, of of commitment to this partnership. It was a wonderful.

00:22:59:03 - 00:23:21:58
Unknown
Yeah. You get so lost in the day to day of what you're doing. You lose track of you so competitive. You're trying to keep up, you're trying to beat people. It's you forget the mission and I think it's always crucial to come back to the mission. Have a really good, strong mission in this run. Obviously, it's natural to have a mission of saving lives, but I just want you all to understand that, like they'll never find us without natural intelligence driving traffic to us.

00:23:21:58 - 00:23:34:30
Unknown
They'll never know that there's a solution out there that can save their lives. And because of you on the group and the effort and the hours that you spend, in the days that you pour in and the stressful nights, people find protection, I think that's important.

00:23:34:41 - 00:23:50:44
Unknown
it's been a incredible session, and but but the last actually comes and goes back again in circles all the way back to the partnership part that we have started with. And it's definitely about creating a mission. Clear goals, trust, friendship.

00:23:50:49 - 00:24:16:40
Unknown
that will help us, at the end of the day, overcome every challenge, every conflict that we will face. Because the bigger we get, the tougher it is to grow, the tougher it is to grow efficiently and the more challenges that we will have. And thank you for being such a wonderful partner throughout this process, and I personally really looking forward for many more years of saving lives and growing our business.

00:24:16:40 - 00:24:34:11
Unknown
I've been doing this, like I said, for 11 years now. I've had, probably at least 30 or 40 different partnerships similar to ours. that I've, that I've managed or that I've been a part of.

00:24:34:16 - 00:24:55:59
Unknown
not one has been as thoughtful as focused on building relationships, of knowing more about the people. And that's just not like you and I. And this is great. We've had this relationship, but we go to these events and I, I'm introduced to the employees and, and I the leaders at and I and everything's about culture, everything's about people.

00:24:55:59 - 00:25:17:21
Unknown
They're not talking about KPIs. They're not talking about who's the who's the best in the industry. They're not jabbing back and forth about position. It's always about people. It's talking about people. It's about how you're growing your company, how you're nurturing your individuals. it's very rare. and I think it's what makes you guys successful. I think it's your secret sauce.

00:25:17:21 - 00:25:40:31
Unknown
Sorry for fun. If I'm unleashing that to the world. And that's a good, But I also don't, you know, the people that are going to be the people that have always done things the way they're going to do that way, everything. If you're looking for, a group that is going to be with you, that's going to feel like a trusted relationship that you can grow with, that you have stability and consistency, which is everyone's looking for, there's no better place than.

00:25:40:31 - 00:25:48:30
Unknown
And I and I from the heart believe that. Thank you very much for saying that. You're welcome.

00:25:48:30 - 00:25:54:46
Unknown
Executive state of mind. It's executive state of mind. Executive state of mind.