Ep 17 - Raising Awareness for Senior Resources and Support with Juan Gallo

Ever wondered how a nonprofit organization can transform the lives of seniors through innovative support programs? Join us as we sit down with Juan Gallo, the Executive Director and CEO of Heart to Heart Outreach. Juan shares his compelling journey from medical and Medicare representation to leading an organization dedicated to providing social-emotional support to seniors. Learn about the origins of Heart to Heart, founded by Sean Steepleton in 2010, and their mission to bridge the gap of loneliness among seniors through volunteer visits. Juan also takes us through their adaptive initiatives during the pandemic, such as expanding into home-delivered meals through the Older Americans Act's Meals on Wheels program, and the critical importance of volunteer training to ensure personalized caregiving.
 
In this episode, we also dive deep into the fundraising strategies that keep Heart to Heart Outreach thriving. Discover how they effectively use tools like the UCLA Loneliness Survey to combat loneliness among seniors and hear the poignant success story of a young woman with severe muscular dystrophy, supported by volunteers during the pandemic. We talk about the financial landscape of the organization, with a significant portion of funding coming from private donors and grants. The episode also sheds light on the organization's efforts to raise awareness about available resources for seniors, the significant impact of their annual gala, and the innovative ways they ensure immediate food assistance for those in need. Don't miss this enlightening conversation that highlights the invaluable role of nonprofit organizations in supporting our elderly community.

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Transcript

Josh Fertel

00:04

Welcome to the Angry Biller, a show where we explore the people and the businesses behind the scenes of healthcare those men and women that are the catalysts that allow providers to concentrate on delivering exceptional patient care. Welcome to the Angry Biller. My name is Josh Fertel, I am the CEO and founder of J3 Medical Billing and I am your host. We are here at the Visuals by Momo studio Today. 

00:30

Part of our mission on Angry Biller really is to focus a lot on nonprofits and the way that the nonprofit organizations out there help the community and help patients, without getting the medical providers involved, doing their thing behind the scenes to make sure that everybody's aging and healthy and living their best life. So, with that in mind, we're very excited to have Juan Gallo, who is the executive director and CEO of Heart to Heart Outreach. How are you doing, Juan? I'm doing great, Josh. Thanks for having me. No, we appreciate you coming in. We really want to hear about what you do. I know you deal a lot with the elder community and that's always been a focus for ours. We have many shows that we've done dealing with the elder community Absolutely. But let's talk about you for a second. Tell us how you started. 

Juan Gallo

01:18

Well, yeah, I'm not your typical, maybe nonprofit guy, as as most people would have. Maybe their career trajectory, uh, my background has for a while now being in in the medical field. Uh, I was a medical rep for modality, uh-huh, it's kind of where I started. Then I went to medicare rep right, uh, for a home healthcare facility and then from there I went to run a specific waiver contract in the state of Florida called PDO participant direction option, and so I did that for Humana, wellcare and Sunshine for about six years and then I did the same thing in the Department of Health in North Carolina. Their program's a little bit different, but that's my background. And then one day I got a call from a friend about Heart to. 

Josh Fertel

02:11

Heart. And here I am. So what got you into healthcare? If your career has been in healthcare most of the time, is there something in your background that led you that way? 

Juan Gallo

02:19

Yeah, interestingly enough, I don't think you connect the dots until later in life. For sure. You know my sister was diagnosed with lupus from a very young age and you know she unfortunately she passed away 10 years ago, sorry From the lupus. And so you know we all kind of took turns being caregivers at some point of her, and I say that. 

02:46

but I also have to say that she was very I mean, she did very well for herself. You would not necessarily know that she was sick unless she specifically pointed it out. She was very alive and did a lot for herself. But I think that's kind of where it all kind of started. But you don't connect the dots until later. No, you, you don't know yeah exactly mature. 

Josh Fertel

03:08

Yeah, that way. And so then, when you started heart to heart, tell me um what the thought process was there so, actually, heart to heart was founded by sean steepleton of the stacy foundation. 

Juan Gallo

03:21

Okay, uh, in 2010, 2010. So Sean and his family run the Stacey Foundation, which is a philanthropic giving foundation, one of the largest in the Christian community in the East Coast, and he was away on college at one point and was volunteering for a summer at the Ralph Marinson Nursing Home, which is now by you know, by a different name, and you know, when he left, one of the things that impacted him when he went back to college was that the seniors in the community were kind of devastated to see him go, you know, and so, you know, he just kind of stuck with him and then when he came back, he said, you know, what can I do? Right, and that's kind of where Heart to Heart started. So we were founded in 2010. Right, I came on board in November 8th of 2019. 

Josh Fertel

04:13

And what are the services that you provide at Heart to Heart? 

Juan Gallo

04:19

So we're 14 years old now. For the first nine years, what we did our flagship program was to provide visits. Visits, mostly, right, just, you know, friendly social visits, okay, so we called it a social emotional model of care and what we did is we would volunteer, we would get volunteers from churches, small businesses or anyone in the community, right, we would get volunteers from churches, small businesses or anyone in the community right, train them and then send them over to their local nursing home, alf, any kind of brick and mortar. Uh, when I came in really I'm coming out of the home community-based services side with you know what medicaid and stuff, and and so obviously my you know kind of one of one of the first things was like we got to do this too, right, right, right. 

05:05

And then the pandemic hit, just a few months later, sure, so one of the first things that happened in the pandemic was that they shut down. You couldn't visit, you couldn't visit, and so it just, it was a very easy transition for us at that point, right, so now we have a number of services, the flagship still being those visits, right, number of services, the flagship still being those visits. Last year we also became a part of the Older Americans Act, title 3C2, which is usually known to most people by Meals on Wheels. 

Josh Fertel

05:35

Okay, Right, yes. 

Juan Gallo

05:36

So we bid for that contract in Broward with multiple restaurant providers and we won part of that contract. Great. So now we have an opportunity to assess and feed 550 seniors a week in Broward County. That's wonderful. 

Josh Fertel

05:51

I want to go back for a second. You said train the volunteers, absolutely Training them for what? 

Juan Gallo

05:56

So one of our biggest training models is person-centered, right, I think. A lot of times when we see someone who's in need or has disability or who's older, we assume or we think we know what they need, right, okay. So we teach our volunteers to really go in and get involved with the person and engage and ask them what is their interest, what's the best way to help them, okay, and then also not overstep boundaries, right, right, especially if we're in an ALF or a nursing home. 

06:31

You know, seniors are opportunists as most of us are right, and so, you know, sometimes they're told, hey, you can't drink something. But then our volunteers come in and they'll be like, hey, can you sneak me a pack of cookies, you know? But but they won't tell you that way though, Just you know. And then the volunteer out of the kindness of their heart, so so that's kind of what our training involves, Um. And then obviously, we are a faith, uh, a faith centered, uh, nonprofit Um, but we also respect all faiths, and so we don't go in with that conversation. But if a person wants to have that conversation, of course we welcome it, and so we don't necessarily train our volunteers on how to do that, but we train them to be open to that as well. 

Josh Fertel

07:17

That's excellent. So they've come in, the volunteers have come in, they've engaged, they've met somebody that they click with I guess, lack of a better term and so then tell me how those visits go. How often are they seeing that person? What are they doing? 

Juan Gallo

07:31

Is it just? 

Josh Fertel

07:31

talking. 

Juan Gallo

07:32

Yeah, that's a great question. It all really just depends on the senior right. We have some seniors that you know want to get their nails. They want to get their nails painted, right. We have seniors who just want to talk. We have we have a gentleman who runs a you know current events group at a nursing home. Ok, so he'll go in with a newspaper, right, and they'll discuss oh, that's great, you know, politics and all the dangerous stuff that most people don't want to talk about. 

Josh Fertel

07:58

Right. 

Juan Gallo

07:59

Right, but they'll get into it. We have another gentleman who's of Jewish background and he loves, loves to go in and a lot of the retirees are jewish and he'll go through. You know things in the torah and things like that, um, and then you know, it's just a number of things. We have dance groups and then a lot of the one-on-one stuff is just really talking. You know, 60 of seniors who end up in a nursing home will never receive a visitor from a family or friend ever again. So you know, I mean, they're really willing to to have anybody come, and so typically we find that a volunteer will go one or two hours a week, right, uh, and maybe see two to three people at a time. Oh, that's fair. 

08:39

They stay on the campus, on the facility, they don't go off the facility um, it depends on the type of facility, but typically it's on campus, right, um? But of course we do have volunteers that visit people in their home and then, so we have that as well mm-hmm, gotcha. 

Josh Fertel

08:54

No, that that that's awesome. Yeah, what you're doing. It's awesome what you're doing. How do you, how do you assess this? The seniors that you're speaking with are there. Are there times when you say this person is not going to be able to be taken care of. 

Juan Gallo

09:11

Well, yeah, I mean, we have all kinds of different people from different walks of life. We target low, middle-income neighborhoods Okay, because we feel that that's where the biggest need is Okay, but we get phone calls from really anywhere. Okay, because we feel that that's where the biggest need is Okay, but we get phone calls from really anywhere, right. And then there's harder conversations we have with seniors. 

09:32

We had recently we had an older gentleman, you know, and he he was very specific as to the type of volunteer that he wanted to come over. He says, you know, I only want females between the ages, you know, and he gave us a number. We're like wait, hold on. What's that about, you know? And then he says well, you know, we also recently had an older lady who said she only wanted, you know, someone from a specific race. Yes, and so we had that conversation and again, we try to honor that and we'll try to find a volunteer that will meet that. And then, obviously, you know, tell the volunteer what's being asked and make sure that they have all the information going in as well. 

Josh Fertel

10:19

That's important. That's important stuff because they want to be comfortable and your volunteers need to be comfortable also. Absolutely, it has to be looked at from both sides. Yeah, are there other organizations that you partner with? 

Juan Gallo

10:32

Oh, a ton. Yeah, I think a lot of what we do is just being kind of a bridge and a branch, right, right. So we bridge and connect with others and then we're kind of the branch to so many. To name a few few Sophia South. 

Josh Fertel

10:46

Florida Institute on aging. 

Juan Gallo

10:47

Okay, they're probably, I would say, the only other ones that are somewhat similar to us. Um, and then, uh, we just partnered with F A U L K center, fox center, uh, for mental health. Uh, one of our, our biggest for-profit partnerships is my Cabinet, which is basically an app where you can list all your medicine, and so we're giving that away for free to our seniors. But, yeah, we have about gosh, I would say 40-something collaborative partnerships with different organizations, for-profit and non-profit. That's great, absolutely. 

Josh Fertel

11:21

I want to take a little bit of a break, Sure, and then, when we come back, I want to talk about your impact on the community. Awesome, 

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We're back, we're speaking with Juan Gallo, who's the CEO of Heart to Heart Outreach, and we're talking a lot about what they do to help seniors. You know, aside from the, you know nursing that goes into it. You know this organization that you have you're really doing. You know you're being more personal and it's not like a home health. You know aide who comes in and they have a tasks to do and they have a checklist of things that they're doing. You're really having the conversation, just sitting and acting as if family, I assume, with with these patients, with these, and I think it's wonderful. Do you know? Do you measure what the impact has been? 

Juan Gallo

12:28

That's a great question and an ironic question for a couple of different things. You mentioned home health. We are licensed in Broward County through ACA Agency for Healthcare Administration to offer respite at no charge. Now, obviously, it's really just a gap bridge for someone who needs more respite time, but initially we find people in crisis who need that immediate respite and we offer it to them. So that's one thing and, yeah, the other way that we, I would say, even survey our impact is just by asking One of the things that we do is we do a UCLA loneliness survey, okay, and we take that survey throughout the relationship. So, day one initiation, same survey 90 days and 180 days what kind of questions are? It's a short. It's a short. 

Josh Fertel

13:28

I would imagine it would be. 

Juan Gallo

13:29

So UCLA puts it out, it's three questions only and it rates the level of loneliness, right, and so our hope is that you know, kind of day one, okay, we've identified someone, they're lonely, let's get a volunteer out here and then at 90 days and 180 days, that loneliness has significantly decreased and then we can put that out. We are working on maybe some more targeted surveys now, some more targeted questions, gotcha, because we feel that the UCLA Loneliness Survey has served us well for initiation Right, but we are noticing that our relationships have really become long-term Right makes sense and so we want to be able to gauge that kind of a little bit different, that's, more customized to what we do, because I think what we do is partly unique. 

Josh Fertel

14:18

Yeah, yeah, perfect time to ask you about a great success story, then. 

Juan Gallo

14:22

Oh gosh, so many Let me think of. One would say I would say they're ongoing, right, um, so there is no. Uh, you know like, okay, we were arrived with this person. You know, we, we took them here from point A to point B, but to talk about one that I could say has been finalized, yeah, that always kind of sticks out is, you know, one of the things we do is we redefine what aging means. Okay, a lot of people think you know that. The things we do is we redefine what aging means. Okay, a lot of people think you know that a senior is 55. I mean, you go to walgreens, right, you get the, the senior, you know senior citizen discount, but you don't get the medicare until you're 65. At least you know retirement, all that stuff. So we had a lady. 

15:05

Uh, when I first came in, one of one of our board president at the time, he took me to go see a lady in a nursing home who was a double amputee and I don't know why he always thought that she was like 70 or 65 or over, because she was in this long-term care center. And the first question I asked her I said how old are you? And she says I'm 53. And my board president was like wait a minute, I've known you this long. I've never you this long. I never asked your age. And I asked it on purpose because I could, just, you know, I could. I was looking around the room and I'm this lady's, young, right and um, and so at that time we started explaining what it means to be aging in place and, like my sister, even, you know, being diagnosed with lupus, have 15. The doctor said you're 15, but you have the body of like an 80 year old, right, you know, being diagnosed with lupus at 15, the doctor said you're 15, but you have the body of like an 80 year old, right, you know. And that was kind of her story. 

15:54

And so we had, we had a, we had a sweet, sweet um person that we met through COVID. Okay, she was diagnosed with a severe muscle dystrophy when she was about 13. Okay, and so what happened to her was that, through COVID, she wasn't getting fed enough because, you know, the AIDS were, there was a shortage of AIDS, right, right, and they were just going from room to room dropping off the food, but she needed to be fed, and so we had two volunteers that were advocating for her to the point that they actually ended up moving to Virginia and adopted her pretty much and took them up with her, took her up with them, adopted her pretty much and took them up with her, took her up with them. But one of the issues we had was she needed a. 

16:33

She never had in her whole entire life a wheelchair made specially for her, correct. So we ran, we ran a fundraiser along with this, this family, this husband and wife, and yeah, it was about a $15,000 customized, you know, specially made wheelchair, specific to her body. Okay, and she was able to travel and now she has that wheelchair. So you know that was, you know that was a big deal for us. Those are the kinds of stories we'd love to hear? 

Josh Fertel

17:00

Yeah, so let's talk about. Let's talk about fundraising. Yeah, is that where most of your, your money is that come from? 

Juan Gallo

17:07

Yeah, I would say I mean I was going, I was gonna. You know most of my time goes to that right. Okay, that it should yeah absolutely. 

17:14

um, I say that because I like to serve alongside too. I love seniors, right, I love to spend time with them. So I always say that's a lot of my time, right, because you know I'd rather be out there, just, you know, doing what the volunteers do. But, yeah, so I would say 75 to 80% of what we bring in is, you know, is donor funds, you know private funds. About another 25% is grant money, okay, and a very small percentage is that federal 3 to 5% is that federal, which is that Older Americans Act, gotcha. 

Josh Fertel

17:51

So the donor money is that? Do you events? Do you just canvas for? 

Juan Gallo

17:55

yeah, we, we, it's a little bit of both, um, a lot of shaking hands, talking to people. Uh, one of the things I'm grateful for uh being here is we have a. We have a generous donor pool, right. Um, you know some of them, extremely busy people, wealthy people, but you know, they, they, they love to sit down and talk and hear about what we're doing and and hopefully a check will follow. Yeah, uh, some of it is just education. We put a lot, you know, we do a monthly newsletter. We speak a lot, things like a podcast, get the awareness out. But, yeah, we do a gala every year. Nice, about 200 people attend. As a matter of fact, you know ours is coming up in October. Okay, and yeah, last year we raised $174,000, which we thought was not bad, it's not bad, not bad. 

18:44

And so I think that's the most we've ever raised at the gala, and it's very important because that money goes towards general funding, which is really hard to get as a nonprofit Right. So so that money goes towards what that money will go towards? Operational costs. Uh, one of the things that happened with us, uh just about a year ago when we, when we got involved in this contract, is we went from a thousand square feet, you know, uh, at Calvary Chapel, fort Lauderdale, right For free, basically Right To a 3,800 square foot office, and now we pay rent. So some of that money will go to that. Some of that money also goes specifically towards helping seniors that are falling through the cracks. So what I mean by that is yeah, although we feed 550 people a week right now through our partners, okay, yeah, yeah, although we feed 550 people a week right now through our partners, ok, on any given week we'll get phone calls from people that you know need food now. 

Josh Fertel

19:36

Right. 

Juan Gallo

19:36

And so if we get them on the food list, they could be on that waiting list for a year to two years. The question is, how do they get? How they're going to get food now and so so maybe the pantry has or whatnot, but even then it could be a week before they get something. Some of that money will go to feeding them right now. 

Josh Fertel

19:54

How does somebody get on that food list? 

Juan Gallo

19:57

So the Title III OC32 is the official title. That's really through Broward County. Okay. So AAA Area Agency on Aging. 

Josh Fertel

20:08

Okay. 

Juan Gallo

20:08

In any state you have a lead agency and then every county will typically have. In our county, broward is called ADRC Broward, okay, aging Disability Resource Center, right, and it's interesting because some people say it's seniors best kept secret away from seniors. In other words, they don't know about it. That was going to be my question, right? So in Florida specifically, you have 11 AAAs. Okay, broward is so big that it has its own and ADRC Broward is probably the biggest in the state, one of the biggest in the nation. Okay, so they would simply call ADRC Broward and then they would do a phone assessment and then they would call us out to do a 701A assessment to the Department of Elder Affairs, right, and then that's how they would get on that list. 

Josh Fertel

20:55

I can't help but think that there are so many seniors out there who don't know to do this oh my gosh, so many, so many. 

Juan Gallo

21:00

You have no idea. I mean put it this way. Let's just say you got a phone call today and it's anyone who's over the age of 55, and they said you know, I need, I need insurance. But I also have questions about this right okay, great, call adrc broward, because that is this. That is the gateway to any referral source or any type of federal help that you can get at another person right, whether it's supplemental or whether it's federally funded. That's where you would go. 

Josh Fertel

21:31

So that's where I start, see, here's the thing I'm over 55, right? I have never heard of this exactly. Yeah, yeah, so that's, how does that message get out to the people that need to see it? You know, and you're talking about people, you know, potential clients, patients, that aren't tech savvy. 

Juan Gallo

21:54

Yeah, yeah, yeah, I mean you know part of that conversation, right it's. It's like you know. I can probably hear someone saying it's probably a good thing that not everybody knows, because they're already backed up on calls and they're you know, but I think that's a great question for the lead agencies, for the States and even for the States Right, and even for the local, like we. Every time ADRC put something out, we share it. One of the things that they do is they have a mobile DMV. 

22:20

Okay, Cause you know right, Trying to get to a DMV over the age of yeah, I mean imagine being, you know, 65 transportation we've talked about transportation before Standing there for hours in a long line, and so they have a mobile DMV that makes its route toward you know throughout the state. So every time it's in Broward we send out like uh, you know, hey, share this with any senior. You know the mobile DMVs here, but through ADRC and uh, yeah, and uh yeah. So I I think a lot of it is just sharing, educate, talking about it like this you know, is is there a way to get families involved? 

Josh Fertel

22:56

if you share it with the family of of a child, of a senior, you know what? It's one of the things they get involved in in what you're doing. 

Juan Gallo

23:04

Yes, yeah, family do, uh, because you know, florida is a retirement state. So what you have is you have people who are healthy, retire, move down here, and then their motor stops running, right, and then they get sick, and then they didn't even expect to be in that situation, right. And so now you have the family calling things like that, things like that. We are working on a conceptual idea to put together a kind of like resource project, you know, one-stop resource booklet that we can put out that will provide some of this information. We're not quite there yet, but it's in our hearts to do something like that. 

Josh Fertel

23:46

So that's good. I'm doing that actually as my next question. So, what are your next steps? What's your next vision? 

Juan Gallo

23:52

So much I think that heart-to-heart can easily be parachuted into other counties. Right now we're serving Miami-Britain and Palm Beach. We started to do some stuff in Orlando and Naples, um, but I really do think that we can package some of this stuff at least the idea and drop it off, you know, in other parts of the state, um. So we're thinking through some of that. Some of that is resource stuff for families, uh, kind of a how to guide, um, we've been doing some of that education through our blog, right, um, but I think, you know, I think heart to heart has a big future in food. Uh, as far as you know how to really food, food is a gateway for us for wraparound services. In other words, okay, if we can knock on someone's door and give them a meal, right, I think it opens up you know the world, you know for whatever else they need, right, I think it opens up you know the world, you know for whatever else they need right I think that that's where the relationship starts. 

Josh Fertel

24:43

So yeah, I mean you can bring the food and not bring the food and run. 

Juan Gallo

24:46

You could right and sit if you have enough people to do that exactly if you have enough, and that's exactly what we want to do. How? 

Josh Fertel

24:52

how do um? How do people get in touch with you? 

Juan Gallo

24:56

very simple. We have created a portal online that makes it very simple for people to onboard. So every year we'll have anywhere between 1200 to 1500 volunteers. Right, we'll serve about 10,000 seniors. So obviously we can't see all those people face to face initially, so we funnel them through our portal. So you go www.heart2heartoutreach.org. That's the number 2 www.heart2heartoutreach.org. Okay, the number 2 www.heart2heartoutreach.org top right hand corner. Log in, sign up. You do it yourself and it walks you. 

Josh Fertel

25:26

It's a simple three-step process is that for volunteers and for for for seniors? 

Juan Gallo

25:33

for seniors. Actually, seniors find us on right. It's kind of funny. They we ask all the time how'd you find? I googled you, you know, and so, so, yeah, so you know our website is obviously a big landing spot for anybody. Um, and then just calling us. You know our phone number is 954-315-2218. Um, that's obviously say that again uh 954-315-2218, and that's an easy way to get in contact with us as well. Yeah, no, that's one of you. 

Josh Fertel

26:04

You're doing wonderful work. Yeah, thank you, I'm doing wonderful work. So I'll ask you if I had a magic wand oh yeah, I like the magic and I could change anything. I gave you the ability to change anything in what you're doing. What would you do? 

Juan Gallo

26:21

Yeah, anything in what you're doing, what would you do? Yeah, I think that, um, that's such a great question and I would say there, you know Florida, every state is different right. 

26:29

Um, I've had the opportunity to work with North Carolina. I've had the opportunity to help write contracts in other States, uh, knew some of the big players in Pennsylvania and Michigan, Wisconsin. I think that every state, though, is faced with the same issue. You have people falling to the cracks. 

26:49

So what if you gave an organization the same organization that's doing the assessments anyway, whether it be the and you gave them a discretionary fund, capitated per person or not, based off of income, whatever it is Right, right, and you know, and and between the time that they are on the waiting list and the time that they get off the waiting list? Right, let's serve these people. Right, and you could, even, you can even bid that out to other nonprofits, and because the truth is, nonprofits are doing a lot of this stuff free of charge anyway, why not? Why not create a system where you know where you, where you can do that, and and you're not touching the federal, the federal program, yet this is just really a local in between, and it's a great way to also help the, you know, the grassroots nonprofit in the area, right? So that's a great answer. Yeah, that's a great answer. 

Josh Fertel

27:44

That's a magical yeah. No, we, we, you know, I, I appreciate you coming on, I, I, I love, I love what you do. We've had, you know, plenty of shows about seniors and aging and and really the cost of what it costs calls you know, aging and and you guys are. You guys are doing great work, awesome and uh, and I appreciate it. I'm hoping you'll come back and tell us some more good stories anytime. 

Juan Gallo

28:07

I got plenty of stories, all right, thank you one. Thank you, josh, appreciate it, thanks so what? 

Josh Fertel

28:14

I? I learned a lot from this episode. Okay, um the uh, there's always education that has to be done. There's always education, there's always outreach that needs to be done because, you know, I, I say it a million times on the show, off the show, people don't want, don't know what, they don't know, right, right, and and if there are, are seniors that are sitting there hungry and they don't know that there's the opportunity for them to just get a meal or have somebody to talk to. Um, it's a shame, right, and so whatever we can do to get that you know, out there yeah, yeah, we're gonna. 

Juan Gallo

28:51

You know, I think part of it too. South Florida is such a melting pot. You have a large, uh migrant population, people who don't speak the language, people that just culturally, it's not normal for them to look for help or shameful. Just don't know they don't know. Yeah, so, yeah, so right, so there's a lot to overcome, but yeah, yeah, yeah, we're, little by little, right. Awesome. Thanks, Juan, thank you. 

Josh Fertel

29:19

Thank you for listening today. Please follow us on Facebook and LinkedIn and you can check us out.