From Day Camps to Drug Rehabs: Teaching Kids and Saving Addicts!

I think a lot of operators think this vendor should be lucky that they're doing business with me or this vendor they have it's okay for me to pay them late it's okay that the fact that it's been 200 days and I haven't paid them yet but he shouldn't call me and ask me for money he should appreciate that I'm giving him the [Music] business none of your business oi none of your business Michael it's the noneof your business podcast hosted by Michael anoshi welcome back everybody it's another episode of the noneof your business podcast sponsored by Prime Source please don't forget to like subscribe follow and do all that good stuff especially giving us some feedback so we can continuously make this a better listening experience for you all today we are joined by a co-host that is not only a friend but also a business partner his name is YY AKA yr AKA Reb YY churns YY churns and I have known each other for a long time like you'll find out in a few minutes and he is the propco of many many opos which means he owns the property and he leases out his buildings to many people in the assisted living home industry in the drug rehab industry but more importantly than him making Partnerships I think oi the reason why God has been so good to him if I may is because him and his wife dedicated their life to making Partnerships Partnerships between two people who last a long long time I'm curious have you ever made a sh oh my God I have not made a sh however I did one time try and my wife actually kept telling me stop it what are you getting involved in what do you know about making matches between people there are professionals leave it to the professionals and I'm no no I got this how hard could it be how hard could it be putting a guy and a girl together setting them up on a date then having to listen to them afterwards words about what they thought and then setting up the next day sounds like fun it sounds like fun yeah this is great you know it's like a live reality show so I did it what a nightmare it turned out to be it was a disaster why it was so complex it was so hard turned out that it wasn't just about the guy and the girl was about their appearance and they wanted to each have a conversation with me they had a problem with something on the other side that they're like one of them actually accused me of trying to sabotage them they said wait a second you I found out about this did you know about this thing that you didn't tell us on purpose did you deliberately leave this out no I had no idea either you know and I was just like I became thrown into the mix I was like the referee and I was not calling balls and Strikes correctly everybody was upset at me just it was it was a disaster that's when I realized you know my wife is Right leave it to the professionals they know what they're doing leave it to guys like Y and his wife I don't agree with that so much because I have to tell you everyone in the world can make a match and if you feel it you should go for it I don't agree you failed that that one you should try again I may why you failed that one Michael you're talking about people's real lives here you can't just go in there and put people together and fail at it we're talking about a cup of coffee we're talking about a dinner and it could be their entire future together because your gut is telling you that these two are meant for each other I'm not yeah but what if you mess it up what if you mess it up I tell you I'm not a Matchmaker professionally I make four matches what of them at in a divorce I'm okay with it three for four a three for four is not a bad number I'm still happy proud of the three that went well it's not up to us we are The Messengers if you see a guy you see a girl and you feel like it's a match go ahead and make the match that I don't know I don't know about that I think it's not our Arena I think we should stay out of it I think if you think there's a guy and a girl that are meant for each other and you see it and you see them together call a person who actually knows how to run these things and let them do it the match give them the idea Matchmaker do it you know actually have nice idea it's a nice idea I still won't do that I'll do it myself but I like that idea yeah look about a nursing home operator right think about just as like a correlation sometimes they actually are not the expert in that area when you run a nursing home you have to actually be an expert in the restaurant business because you're running a commercial kitchen you have to be an expert in scheduling and Staffing you have to be an expert in maintenance and housekeeping you can't possibly know everything the best you have to rely on other people who potentially know better than you right so don't try to do everything yourself I know but I'm still I don't believe in that let the next person who knows better than you how tell you something personally that happened to me recently that is the opposite of what you're saying my daughter went out with a guy that was totally not for her and the guy ended up saying you know what you're not for me but I have a good friend of mine in school and I think he would be perfect for you what should he have done called the Matchmaker no he he gave her the number he and we ended up making that match and that's who she ended up marrying a she how was your week so far God it was a good week ashy was a good week interesting week ah had first of all I did something very exciting I actually took my son my seven-year-old son to his first Yankee game I'm a big Yankee fan as you know I'm a big baseball fan I don't just watch the Yankees I watch all games throughout the season I'll watch a little games here a little bit there from different teams in the playoffs I'll watch every single series love sucess but you follow it like I follow it very carefully I look every night at the highlights the league I love watching a sports game with youi it is more fun you know the salaries of every one of those Players whose contract is up where they why they need to play well oh that guy's lazy cuz he has seven more years on his contract it's fun to watch a game with you there's a lot of business by the way in the sports world as well that you could take away from you can see how they negotiate and what they yeah yeah for sure but I took my son to and he watches already the an games with me he already watches it on TV and I knew that he would have no idea what a real Stadium feels like sitting it would be his first time and I wanted to experience that with him okay so I I kept pumping him up for a couple of weeks that we're going to go to a Yankee game don't worry we're going to go to a Yankee game and every other day he asked me daddy when are we going to a Yankee when is it happening so finally this week that time came and I took him to the game now with without a little teasing first on the way to the Yankee Stadium yeah let me tell you what I did this is actually very funny on the way to the stadium they have these uh Fields outside where you know regular baseball fields that people play sure so as we're walking from the parking lot to the stadium I stopped off at one of these fields and I told Ley I said Ley this is the stadium over here and I put him over into the field and I said so what do you think is is is it is this what you thought it would be obviously he was very underwhelmed to say the least this is like eating the Halloween candy exactly eating eating your kids Halloween candy yeah yeah so um but then it was all fine because then I took him to the actual stadium and he was it was magical like his eyes lit up when he saw the field for the first time love it and it was a nice experience so I did that this week by the way I want to tell you I had a friend that taught me this a few years ago he said you don't have to spend hundreds of dollars to go to a game spend less go to more games and yeah I agree with that it really helped me a lot because then I could connect with my kids and going to games and the best outlet for kids and even for adults is sports yeah for sure and by the way baseball is one of those things where you don't need to have amazing seats to spe the game it's pretty boring with baseball games well depends Depends for who you know there are some people who come to the games with a with a book and they score the game they're they they come to the game and they score this person struck out why this because they're they're into the game they want to feel like they're a part of they're betting they no they're not betting at all they're just they're nerds they're baseball nerds and they just want to be a part of it and they're scoring the game that's you have a lot of those type of people U then there's some casual fans who come just to hang out then there are people coming for business they're coming you know to have a good environment you know drink a little bit and talk business but then there are families that come with their kids and they they they make a bonding experience out of it but I agree with you I think it's more important to go to more games a year than to spend the money on really really good seats and to sit up front now in basketball I would say that get good seats you know get good seats because you really get to experience it better you feel much more engaged if you have a seat closer to the court you know what I did recently by the way I I put a very inexpensive seat and I went to Stubhub while I was at the game at the first at the first round or whatever was the game and then I saw these two seats were still available and I just went and said those two seats oh that's smart so you looked at where there was empty seats it didn't work a different time though cuz security didn't let me down but I did that yeah the very good see security kind of checks your tickets before you go in there said your week was good you that no that was just something very nice I did with my son but um business-wise I had something very uh interesting happen to me that doesn't happen very often it happens throughout the year but I had a customer who they have nine facilities nine Assisted Living fac facilities and they came to me about 6 months ago and they told me you know everything was a mess it was completely dysfunctional very disorganized they were ordering every facility was doing something else there was no uniformity going on there was uh no centralized you know process that all the facilities were following none of the vendors were streamlined it was they quite frankly they could not tell you what it costed them to run their dietary Department what it costed them to run their medical supply right nothing they had no idea and they had no visibility into their spend so they came to me as they typically do for help help us get set up create a purchasing environment for us so we started the process like we always do and 6 months later I'm happy to say they went live on an ordering platform that we set up for them a digital ordering platform where all their vendors now are part of that one portal that they log into they get to see all their vendors every single person within the organization has a rule set up of what they're allowed to see what they're allowed to order there's order guides loaded there's formularies loaded we're talking literally now from a completely dysfunctional system to a well-oiled machine that's very very meticulous and very carefully designed and they went live and uh the CFO texted me emailed me a couple of days ago and really complimented me and the team that helped them really make all of this happen and come to fruition and it was a very gratifying moment I felt very good about it you know because we really aside from the fact that we did well and and you know we're going to we're going to make money at the end of the day right this is all all a part of what what we do but more importantly we helped an organization get their act together and be more efficient and we saved them a tremendous amount of money and time and it was a really good feeling that we were appreciated by the way time is the value that people don't take into account enough yeah it took a lot of time right you how many people were involved in this project do you understand that it wasn't just me and and the sales reps you know we're talking about from the sales support team we're talking about our director of operations that was involved constantly our director of sales support that was involved in it's con and within sales support about five individuals that were handling different cases different vendors I want to say about 12 to 15 people were involved in this over six months that had a hand in making all of this happen so this was the week where it all landed and it was it was show and we got a compliment and they really came out and they just they said thank you they were really appreciative I love when customers say thank you it's so nice we're a customer right just like we always say Everyone's A salesperson to someone everyone's a customer to someone exactly so when someone does good to you just thank them yeah just give them a nice email a nice thank you like you know what we appreciate the effort and that's very valuable I I really like that and I I wish more people did that anytime someone helps you just say thank you it's a vendor a service provider don't just say I it I think a lot of lot of times operators take it for granted with their vendors and what they do for them I think a lot of operators think you know this vendor should be lucky that they're doing business with me or you know this vendor like they have like it's okay for me to pay them late it's okay that the fact that it's been 200 days I haven't paid them yet but he shouldn't call me and ask me for money he should appreciate that I'm giving him the business that's the mentality of a lot of operators but I I don't know if I agree with that I think it's today it's very few operators but there are there are still operators who do that I think today you're not surviving if you have that mentality you really are and I think that we actually did a real service for them that we really helped their business really did and this operator recognized it and really appreciated it and he's not saying well you guys are now making money because you know you're running the purchasing in our in our buildings that's not what he said what he said was thank you thank you for really helping us by the way that's the good that happened this week I'm curious because you said good you didn't say great what frustrated you this I probably gained 5 pounds this week I'm on the I'm the upt of uh I was doing very well for a while I remember a few just let loose stop eating pizza and I'm like stop it that's not going to last I know it's impossible I love pizza too much I cannot give it up that's your one item right somebody asked me what's that one item I would bring on a deserted island I would say pizza or ice cream but I GNA need haand ice cream haand hagendaz macadamian brittle they don't even make it anymore but it's my wish I I never heard of that flavor so you're frustrated that you gained a few pounds yeah it's probably one of my frustrations well let's learn all of it Michael what about you how was your week how was your week let me hear what went on oh my god well I made a wedding but you know oh yes of course in Israel and um I highly recommend but then again it's not so simple that you have both children that want to get married in Israel but making a wedding in Israel is 10 times nicer and 10 times less expensive less expensive yeah how's that possible amazing well first of all and when you uh you know you're part of a community of 100 200 people that have to come to your you know celebration you're paying for everyone to eat come and celebrate when you're in a destination it's more the people that you but not everybody is going to come no no I understand but that's another reason why so you're only going to have 10% of the people that are coming so you have less people that less people number one number two is they got uh discounts for making Aliah to Israel for the the boy Army the couple right so the family we got discounts and it was on a winery and it was absolutely stunning and I would highly recommend uh you know making a wedding in Israel I would have I'm very sorry that I missed the wedding I was able to watch the live I watched it live I watched The Wedding live but I'll tell you Michael weddings have become so cliche the weddings like it's all the same every time you go to a wedding it's the same thing over just different couples getting married right different families but it's the same process when I watched this wedding this was different it just felt like it was a celebration that we were all a part of yeah and it was cool it was hip and we followed all the Traditions you did the Kaa you did everything but it was a breath a fresh a thank you I appreciate it so I had a great week my past couple of weeks have been fantastic it's been amazing I'm loving the success of the story that you're telling me because I've seen that more and more again but yeah to me it was all about celebrations and uh I'm loving that we're celebrating the launch of this podcast and uh it just feels really really great and you know I'm getting such amazing feedback from people loving every second of it the authenticity of it the transparency of it and the fact that we can be a little bit educational and the things that we know well and um yeah yeah yeah me too I I agree I think that the podcast is in a sense you know something that we wanted to do you know to really help the brand of Prim Source really expand you know in what we're doing and you know get the word out there but more importantly then the brand is just that connection with people and even if there's one or two things that we say in the podcast that helps one or two people I think that in itself is very much worthwhile that really takes us over the top and and it makes me feel good so I'm loving it I think it's been great so far first of all welcome thank you Yi Stoll AKA The Man churns and um you know it's such a honor and a pleasure for you to be here uh with us on this podcast I have to mention that Prime source is a sponsor because we have sponsors that keep us afloat and you know pay for all these beautiful uh pieces of equipment and the things that we have so thank you Prim Source um for helping sponsor and uh looking forward to continued growth and um you know we we just are jumping right into it so y see let me ask you did you even listen to our first podcast that we did I heard the beginning of the last podcast what you think about it so I can tell you I I when I listen to it there are a few things that stuck out number one is that you know there's a there's a concept of good people have good things happen to them is the Hebrew part of it the Hebrew words and what I noticed is that you have you have crazy stories that happened to you that story in the airport like that's that's insane yeah he was saying like it was nothing like it was right that's like a r but this is not the first one I've heard and just but if you listen to the story youget the whole story just that that last piece that she's calling out Michael and you're like how do you know my name is Michael and she wasn't even calling you she's calling the Angel Michael these don't happen to regular people right how many people would have gone over to this woman even to ask her that's what I'm saying the guy who goes over to this person that's what I'm saying God looks at you know the person who looks to do good deeds and and and makes it a great story right things them and how do you know that God gave you a kiss at the end that he loved what you did because she called out for Michael and she wasn't even referring to you that's God's kiss that's God telling you that I appreciate everything you did you're taking care of my children it was beautiful to see it doesn't happen to everybody and the key is to appreciate these things in your life that when it happens that you know it's ha that yeah God's with me right could have been the whole thing this would have been a great story and leave out the whole Michael part just he helped the person how do you know that God God is like sheeping nakas that God is proud we know God is proud because she calls out Michael and she's not talking about him right that brings the whole story full circle so that I just said what Michael brought to the podcast but what ushi brings to the podcast and this is something that I believe I identified way before anybody is that ushi is a real talent ushi's his his his passion and how he gets into things shine through I identified this years ago ushi was a counselor in a regular camp and I told USI that uh you're wasting your time just being a regular counselor you could do a lot more you should be a head counselor and I moved them over to to Camp that remember that oh my God but that was again this is something that was when you were young was and you it shines through in your podcast I was 16 years old when you looked like it was 40 did you own the camp I had a beard I did own the camp yeah what camp was that that was Camp kevra so I started the background out of that as I was working in another Camp um I was a counselor I probably the year before I got married it was my maybe my third year there second year or third year there I got married and I moved to Israel day after chevas I got married the day after PES a week later I moved to Israel no support and now I have to make a living right I wait you didn't have anybody her side or your no my my father-in-law is a r k my my father's a rebi and there was this you want to go to Israel you want to listen and learn galic we love it but you're going to have to figure this out what was your plan so my plan was to figure you know I I didn't really have a plan my plan is I just wanted to go go and learn and I'm going to figure it out so the first thing was I had wedding money so I started to write checks and by the summer checks were bouncing because I didn't understand the whole concept who how much did you make on your wedding I want to say about $9,000 that's good not but you beat me by 2K by the way did I yeah I used my 7,000 to be your neighbor in Israel that's right we were neighbors but check for this is you know should I feel bad about you should cry yeah $3,000 wow um but so I went to Israel and again I had to figure out a plan and and my wife got we got very lucky there was a seminary that was just opening or just opened and I think they just opened that was their first year and the head of the Seminary knew my father-in-law and they called my wife they felt that she could be a Powerhouse and they paid her to go back for the summer and recruit and so they paid our tickets and we went back and that was our first summer married and we still went back to the old camp where I was before after that summer I realized okay I can't I can't rely on this I got to do I need more money and I wasn't making a lot there I was making I want to say about 3500 4,000 something like that and I figured the number I need is $5,000 that's what I need to make from the summer so I went to him and I said look I have an idea you don't have a division your last grade is going into ninth grade I'm going to open up a separate division going to 10th grade and in just pay me 5,000 I'm going to do everything bring all the kids so you offered him a chance do it together with you correct well wouldn't be a different Camp to be part of his camp and you're using his infrastructure you're the correct I would grow one more Age and and if I don't do don't pay me I understand I didn't know this partk yes so now I'm telling this is the history and he said no I can't pay five I don't pay anybody 5,000 you're going to get the same it went 35 was after tips it wasn't even like you know it was like maybe $1,000 salary or 50 2,000 and then the tips so I said I need 5,000 guaranteed but based on my production of this older division he said no I said okay then I'm going to have to do without you so Mendy got like put together lists CU he was the only one who was in mon we were in Israel and he got us lists every night this guy hofi would come to my house and we would sit G on Israel times so we have to catch people like 5:00 American time to reach them six o' 7 o'cl and we just pound the phones and you would call families called we had the list of the people coming out of seventh grade did seventh 8th 9th 10th you had a pitch we had a pitch we have a and just exclusive you know who we are we've been we we've been your kids counselors we were the older counselors was were going and just no younger kids running around catered for older kids wow and the cop I had I remember I went tole and I just cuz I know I have to leave this m early and I wanted to get his Blessing you know on the whole thing and my pitch to him was I said that you know I want to create something where there's also like a strong learning program and my idea was I created it as a nonprofit and I was I raised money to pay for kusas in the morning so like the first let's say learning groups are two hours they'd have an hour of kusas where I paid people B to learn with these younger guys smart and then the next hour was sheer and um and that's what we did and we we got like 60 Kids the first year wow that's a good amount and um we did okay you know we made some it wasn't big money but it was enough for what I needed I needed to make $5,000 and then 7 I didn't need big money I just needed that little bridge to get me to whatever my next you find an investor what you doing no investor I didn't need a major investment I mean we we did it on the Fly you know we you get money from the applications we some we use money as some of that correct and then we we we know maybe credit cards a little bit I feel like that was your launch to your entire business model that you have because I have to tell you I've been following you you see for how long for well been following you since I met you when since the camera since the camera uh we used to live across the street from one another and my camera had 30 times zoom lens so when we would talk on the phone I'd say hey what are you up to he goes look at my window and I would zo it's not exactly like that he would tell me your window and um you know I have to tell you I I've seen you at a lot of trade shows in the past few years and I would say over the past decade I've been following you in terms of your uh entrepreneurship your successes some of your failures um you know your roller coaster of a ride and I have to tell you that there's a common theme between all of it is that you take the bull by the horns you see the need that has to happen and you just go for it and whether you need an investor whether you don't need an investor whether you going to raise the money whether you going to put the money yourself I I'd like to learn about that experience of yours I mean you got into the healthcare Market five years ago um I want to say it's a little bit longer um I started out as an investor um there was a company that needed Capital um met Elite and I funded them um they eventually took me out like as when they grew um but that was my first I never done anything in healthcare till I I had invested in in real estate you know I was in property preservation which is foreclosures for banks and we did very very well had a lot of cash flow um I got into that with the money I used when I sold my camp partners with uh Mendy right meny kle I wasn't partners with meny Klein meny Klein was one of the people who fed me business oh so the way that happened was when I moved back from Israel you know I was working for gateways I had I backing up even what a history I forgot about gate so gateways was a cure of organization so I went there and I got a job to that was your first real job by gateways correct $90,000 and when I came in I said you know I have a camp so in the summer he says oh no no problem no you know it's summer slower you can do the camp still um and that was my first real job but he didn't really give me put me in the Cure of part a little bit I was teaching in the Russian division going on some trips with them but I was mainly in the fundraising Division I built his Division I hired T Freddy Freedman worked for me I not me my wife trained him but she was like running the sh and I was running the entire division the fundraising of it you know the events how many sh do you think you've made no I know we've made I think my wife has made she just made on Friday her 255th what wow wow I did not see that coming she's like the Matchmaker of Love is what she is I don't know what that means but I think what that means is is that she's hooking people up shirt I guess so that's really nice that's pretty fascinating what's the most money you guys ever made for so we haven't done very well with this um I'll be honest I very well I mean there people who make you know 25 50 Grand in the pop wow 50,000 the men the M should uh sh do you know they because this is their business and they demand it isn't this your wife's business it is but you know fortunately and unfortunately she doesn't rely on on for this so it's like it's just her like extra I see so she doesn't look I can tell you like this she definitely appreciates when someone gives her money and she the more and and she feels like she works very hard doesn't your wife charge upfront no she charges to meet because that takes time from research she has to go now she Char you're taking my time happens to you so let me back up she's a therapist and she gets paid $200 an hour for her time as a therapist she does a lot of dating coaching now she's taking an hour to meet with somebody so she charges them 150 Which is less than her therapy amount because giving that time it doesn't guarantee anything and some people think it like it should guarantee but it doesn't but she doesn't have any set fees so people have given her $1,000 the most she got was somebody who gave her $18,000 one time the most you know then she's gotten fives I think a couple of tens but I would say most are between 2500 and 5,000 she always got something pretty much I mean one guy gave gave us a a a a picture frame with a picture of him in it you know that's very factious of him right yeah wow wow I mean look you know we we we got off on the shid world because that's so much of your history of your success and your cure of stuff that you did and we didn't even get to the music yet I want to get to so much do you want me to take you through what the just the history because you were the way it started was with preservation I was telling you how I goty I actually want to know my my specific question to you and it's you know I think that the listeners will resonate with this is people want to know in general like when did you realize that you were financially successful I still don't realize that at what point I'm saying did you say okay now now I'm comfortable like this is the world I want to live in this is this is the like was it the restoration uh I'll tell you pres I'll tell you you know I look in the mirror sometimes and like this doesn't feel real like this doesn't feel real like like I'm I'm right I'm I grew up poor I'm a poor boy like I was the oldest in my family and I'd had me down underwear right like I Thought Donnie Bell was a name brand I like the Eddie low audition you know like I you know I'd got a camp with that my one t-shirt that would said you know or she shorts in it so to me I look in a mirror sometime like this doesn't feel this is not real like when does it when does it stop when does it shut off right I've also gone like you know you know I built a very big business that did very very well a lot of cash going did very well and then that whole industry fell apart that's the restoration restoration so I got the restoration just I'll go quick I was in gateways I realized that you know you know orange and Rocklin and Verizon aren't taking H and blamar for payment I got to do something you know I got to build a career meny clein said why don't you open up a truck Con Edison for those that are or Con Ed I don't know whoever's listening you know the line is better when you say Con Ed yeah yeah um so I just sold camp and the down payment of that that you know so he gave me a I got a lump Su and the reason I sold Camp was that you know he was doing all the work and I was like and he said it's got to be one of the other and I realized I thought to myself so I could have bought him out I thought to myself like I'm a little bit of at this point embarrassed to tell people I'm involved with a cam so let me go the other way and just get the pay out now I had that money and I opened up a business now the Ben de cin said why don't you open up a truck I had like a 50 Grand lump sum payment so that would give me tools and a Truck and a little bit extra or whatever so there was a guy who was living in my house there's a guy who came from England to my house his father was a multi- multimillionaire I remember him and he came to a learner earn program it didn't work out he would sleep all day but he was like a he was a handy guy so I said let's go into business 50/50 you do you know I'll get the contracts I'll do the sales you know I also had a full-time job I couldn't like run around on the road and you'll do you know you'll do the actual work and he said great nothing else we bought the truck I bought the equipment we started the work but a month in the same problems he had in yiva he had there like the same sleep you know it just wasn't going I figed I'll call his father maybe he'll recruit me his father said I didn't tell you to invest with him it's your problem so I found the guy who was leaving Kyle who needed a job was a handy guy he did the work I found a girl who was at night to do like the the back the back end I was running it wasn't really you know was making a $1,000 a month profit it wasn't really a business I met a guy who came in and said I could build this up and he actually did um and then we brought in an investor and I ended up being a very very very big business and it was huge what was the key to all that by the way it sounds like the transition was bringing in the right type of Health yes but even that the first guy I brought in it was much more smoke and mirrors it was enough to get my investor but really he wasn't the right guy right it was after that we really built an operation we had someone who ran the operation and it was a girl she was very good and she just was organized on top of it she understood numbers she understood she understood the metrics of things she understood are we making you know it's very nice to keep doing jobs but you have to know if you're making money on the jobs and she could understand it it was that did you go to school for any of this I I have nothing I had nothing to do with operations ever I was in general I'm asking you did you go to schol I go to school for any other thing so this is all natural talents and your entrepreneurship type of skill that pushed you to something that you you know it's funny I always think myself like you know and again because I think you know I I have the the poor man mentality that I think you know this could all stop in a second what would I do I don't feel I don't feel personally have a bankable skill you know what what do I do if not you know I'm going to do karate and and sing and play keyboard what you continue to hustle it out I understand but what I'm saying but a lot of people have a certain they went to school right they're an accountant worst case they become an accountant you're a lawyer worst case you become a lawyer no I think that your skill um is connecting the dots oh managing so again so yes your networking ability is beyond but it's a very hard thing to like if I walk into your office I needed a job job right so okay so what do you do no no no you're not hirable you're you're the guy that puts it all together that's what I'm saying so so that's great if you have a if you have a business but if you have to start over if you have to get a job it's scary so what made you get into Al Market assist of living oh so so backing up so I built this very very big business I was investing I had a lot of cash I was investing and investing I was investing in multif family mainly I bought some businesses um including the first business was I put money into this uh Healthcare business and that's when I started to you know they they thought again maybe I could be helpful at the shows I went there I didn't even I didn't even know how to I didn't even know what we do you went to trade shows I went in the beginning to like you know like Zim it and and sure sure I didn't even I I didn't even I remember there's an operator who taught me my line he says he says what you do is you stop the rehospitalization of patients nice reduce reduce the rehospitalization that's 3 second Pitch I like that and I I didn't even know what we did till then just looked like it made money well let me you know and and you got into the business of healthcare that was your well that was my first in and I would go to the shows and and again I was a vendor I was a vendor at the shows and you know as you go on so number one is I just I didn't like being on the vendor side of things I I just didn't like that whole everything is sales even when you're an owner you're selling Banks you're selling there are things you're selling investors we say that all the time you're always selling something but to me it felt the vendor like I really feel bad like my heart goes out and they're trying tring you know they they're running over to you you know I have the best answer because I'm really you know I'm only involved in propco so I can't really I can make introductions but I really can't do more for you anyway so it helps me like at least I don't have to I'm not the The Jerk who's saying no I want to help everybody I really do I want to give every single guy I meet their business but you know I'm not in control of that and thank God know so it doesn't you know but I just didn't want to be at that side but again I didn't have I didn't even know how to get into this I remember speaking to a guy I said I want to start buying how do I get in and he was pitching me that I should find deals and feed it to him and then we'll do it together and I looked at that for a little bit by 2018 preservation was really dead and I made a mistake that I had a huge office we had 60 employees a lot of from from cost a lot more and 30 worth it like it's a whole different topic it's worth it every from guy really wants to be the owner of your business so that's a whole different that's a whole different thing it's that's an interesting topic by the way come back for another time that's another time for that we can get into that of you know experiences in that but bottom line is you know I had a very big overhead and I didn't scale back fast enough no I didn't see I didn't forecast what's going on and I had to start writing checks instead of pulling out the kind of money I was which was big money I had actually start writing checks and interesting with a person I could have millions sitting in my bank account but when you're not earning you feel poor and I was still okay 18 I'm writing the checks and like every time like no money coming in no checks but I'm writing checks by 19 team we had it under control that was even making a little bit of money but it was not it wasn't the cash cow that it was by 20 already I wanted to get out my my partner who was really out of the business at that point he was just the finance side he didn't want to give up on the business he said he'll take over running it then I went on to other things end of 19 though I operator came to me with a deal and I put in all the money I put the money together I put who slow down operator comes to you with a deal and just put in money I mean what what does that mean that's what you just entered is into the world that we want to talk about a lot so one of the themes that we like to talk about on this noneof your business podcast is sales in general and I it resonates with us tremendously you said a minute ago is that we're all in sales we spoke about that on our first podcast how doctors are in sales right they have to answer to the board you know everyone answers to somebody at the end of the day and you always have to sell to someone but another theme is is the industry in general how how do you get into it like if somebody has money and they want to get into this industry a lot of people always ask me hey I want to get into the industry how do I I I I my first actual respon have them call me have them call me right have them call you so so how was that transition for you tell us about that okay so actually who were you selling oh great so actually this bring Circle back to you I had gone to the to ecap my first time and I had gone as medite I bumped into a guy that was looking at a building and he said that you know I'm I'm I'm an operator I'm going to healthcare I'm doing this thing you want to get in you're not an operator why don't you invest with me and I have this deal and I said well I'm talking to them about it he goes no no I'm direct with the I'm direct with the with the sellers I said okay and I gave him I I don't remember how much it was I think it was 200 200,000 250,000 to start and we in the end we didn't end up doing that deal it was a complicated deal it didn't end up happening but at that point we had already been down that road he was holding my you know he didn't take the money he had the money he was holding it then it was available for our next deal and and he came to me a little bit later with another guy who had a deal in Upstate New York and this guy needed cash and said you know could you you know fund this deal and again I was sitting on a lot of cash so I said sure I'll do it and I you know I took care of the financing I signed on the mortgage take us into that world for a second when you're financing a deal right so it's an assisted living home or living assisted living home assisted living home um you know Works mechanically in terms of you know Staffing and and Care food housekeeping all the supplies they need right similar to a nursing home obviously nursing home is much more complicated in terms of Clinical Services that it needs and Beyond and regulations and so on but from the standpoint of money what is the number one thing that you're giving money to just go through it for a second what are you giving money for to buy the asset which is the property operation yeah both and you're right so you're buying the asset and then what else is the money needed for when they're buying when you're buying a facility so every facility is different so if you're looking for a deal right if you're you're paying an Optimum price you're paying an optimal price a high high end the premium you're probably getting a cash flowing asset and it might not need money for operations but you're paying somewhere so you're going to pay on the purchase right I've always tried to look for things that I'm not paying as much on the purchase and need to be fixed now the risk of that is I'm I'm there's a clock I budget in in based on my operators or or my my underwriting I base I I I look how much this will cost me to turn around and now it's a race against the clock you know I know now I have let's say half a million dollars allocated toward turning around this operation the cash flow and it should take let's say six months right this will last me six months I'm making up a number but if it's in three months I actually have money in my pocket if it's eight months I have a problem right I can't go back to my in you know I you're not the only one investing in these deals you're also in the beginning I was it was only me so until 22 really was all my stuff then I realized that I it wasn't only Healthcare I'm in every I'm in every asset class I have I have 5,000 units multif family I have Office Buildings I have over a million square feet of industrial I'm not retail centers but actual retail clothing um what do you have in healthcare I have some skill that I lease out um assisted livings that I have operators but now we have our own operation so we have a couple buildings and then Behavioral Health inpatient outpatient and then I have a bunch of drug rehabs nice so in the beginning you started in investing yourself and then you brought on other investors which brings us back to our theme of selling right so you have to sell to investors correct how's that process work for you so has the process work so again you know there's there's pre- rates or pre-co postco I mean all my I never took anything pre-co so I can't tell you how that was but things have definitely changed the climate has changed much harder today with interest rates much harder harder to get good deals harder to find Opportunities harder to get investors good for you leasing out nursing homes because today literally our environment the news on on a daily basis state byst state is getting hurt from reimbursement from Staffing cuts from true but there horror stories with that too because if you have the you leas out to the wrong operator and now you're you could be stuck with the empty B I can tell you that firsthand right you left with an empty building with the building that's no longer licensed what' you do I had to Pivot into something else turn the building into something else yes I I I I wanted to turn it into a a drug rehab okay because that's the reimbursements are great the oversight you know it's the next big thing all the big nursing home guys are looking how do I get into drug rehabs because the reimbursements are great and you don't have all that oversight of are they always reimbursed though is every state re no some there's there's different models there's there's the med there's the Medicaid model and then there's the insurance model which is split into two different types there's the the the in network and add a network and there's different you know there's different my clist there's different pros and cons of each one it's my understanding that Obama put in place that it's mandatory now it's required of private insurances to offer with their insurance for some of that needs a detox so it's not something that is optional they have to offer possible so not but but I'm saying not everybody has Blue Cross Blue Shield right and let's say a guy right so you could take the Medicaid people on Medicaid right they have it right so what I'm saying is that when you have if if a person if you're model you have to also understand that a a a Blue Cross Blue Shield patient again medic why why would you do Medicaid the reimbursements are less right but it's a lot easier to fill up more cash flow it's a lot easier to fill up so you have to look state by state what the reimbursement if it makes sense that's Medicaid you want to take it to higher level I'm not talking about the Malibu level of of you know the movie stars who pay crazy $50,000 not that I'm talking about the regular your regular person who's coming there so person has regular insurance right a Blue Cross Blue Shield for example so there's in network and at a network in network they're going to negotiate a contract price Which is less than what you could build at a network the advantage is that usually you'll get again there's billable things that you're getting along the way with you still have to fight for it so you're not going to get 100% of what you build just because they're going to say well this thing wasn't eligible or that but at least you know you're getting paid your you have a contract and they're going to send they're going to send people to you not as much as Medicaid will send but they will you are a referal referral they don't want to be paying out of network with somebody else because that could be whatever they charge add of network is much more lucrative technically but it's it's a wild card you you don't know what you're getting you don't know if you are getting they could fight you and they're that's the first people they will fight so those are the challenges of that so A lot of people are trying to get it's not as regulated a lot of people are trying to get in it so originally why do you think it is that drug addiction centers is a very big growing industry 30 years ago there was a drug rehab maybe two three per state now there's one every other Block in every single and it's growing said reimb the need has increased are you can't I mean it could be 650 a day it's you can't compare it to like you know this like this is like Medicare on steroids you know right you know so it's a different game and your quality of care that you have to you know a nursing home is really a hospital you're giving a certain quality of care drug reab is not like that we call nursing homes many hospitals they're sitting in classes right so drug rehabs you're getting reimbursed more I have your expenses are less and you wonder why it's a growing business the question that you were saying earlier is that is did the need grow I'm not sure if the need there's open no it definitely did look you know the the the opioid there are drugs out today that are made used to be you have to have a plant and cocaine and whatever and heroin today they can make it in in labs and it's much more it's much more stronger much more addictive the whole opioid thing so it's much more and it's in everything fenol it's in everything so the addiction is more now way more right and it's very hard they a lot of them are repeat and say most of your your staff are ex you know the ones who were who succeeded if they don't how are you getting patients in in drug rehabs so again again if you're a Medicaid facility you know I'm not talking about the easy ones I'm talking about the difficult ones so all again all my so most are in network in network and Blue Cross they're sending you people they're coming to you but a lot of it is and when you're spending your real money is Google you know SEO searches how are you spending your money how you figuring out how to maximize your SEO so full disclosure I don't operate anything and I I'm not even I'm very very little involved I just know I just know superficially globally you on a high level what we're doing right I can't I'm not the right guy and I can you want my operator who can tell you the details of it we'll we'll we'll get him on one of our roundt discussion yes I'm not the person for that but I know that we spend and that's a big part of our budget you see it in your budget line when in other words I have now a building I bought that's a was a huge Assisted Living to the point that we could have different Wings because again a a insurance-based person doesn't want to be with a Medicaid person right the Medicaid person that's a low you know so different wings for different things and we're doing just for for more reimbursement you know sources to have and it's a you know it's from scratch we bought a we bought a building that was an old Assistant Living it's a big building and we're converting to a drug rehab and so I I see the budget of the prod there there's a big budget for marketing and the marketing doesn't mean the boots on the ground marketing it means payperclick SEO all that type of stuff so when I had this building that I that the state took away because and I don't want to say who who because I don't want to get into just operators and whatever I don't want to I don't want to badmouth anybody but he lost it to the state and you know it's it was a call from one day to the next by the way the state came in and they're kicking me me out and then I have to negotiate with the state what's I I have a mortgage to pay what's going on here you know and you know there's a receiver now and and you're the last guy on their list that's getting paid and and then you get the call that we're not even letting you continue like I thought I could get somebody else different operate we delicensing the beds now what do you do so my first thought was a drug rehab so you know you know take a take take something that was okay and make it even better it'll cost money but a drug rehab is but drug rehab is complicated cuz not every not every neighborhood yeah it was Z for healthcare but because it was residential you could have an assisted living or or nursing home there right residents don't but a drug rehab that nobody wants that so it has to be zoned for that so that was an option so we ended up pivoting and making an assisted living which happened to be in that state was okay but it wasn't as lucrative as a nursing home or what a drug rehab would have been so even when you say prop go being a great model which overall in a way it is I'm not busy with the operation and I don't have to I'm not I'm not sweating payroll with that but there are its own challenges you have to make sure you have a good operator right but you are busy with the finance part of it in terms of the initial introduction the investment that's for sure but even today even on operations I built my own operations on this s the living side that we have our own facilities are your relationships with banks is that I have relationships with banks yeah and banks are your vendors what you say I would say that that that you know if a vendor has to kiss up to us we have to kiss up to the banks in a way because Banks want to they want to finance us but yes at certain times you it's you know it's a give and take investors is probably your biggest kiss up too right right wow yeah we do have uh a few minutes left you know time flies when you're having fun they sa and uh we're having a good time we're getting to know you we're we're we're we're you know the the idea of the podcast in general this is you know we're learning as we're growing in this world of podcasting uh you've heard a lot about uh you know your history and you know things that we spoke about in sales marketing operations drug rehabs which was amazing I do want to get a little bit of more of a personal we have something that we you know we call a uh pick your questions type of thing to get to know you a little bit better and you know keep it light but um before the lining round I do want to Circle back to something I heard you say something before and it struck me it really made an impression on me and I want to talk about it you said which I did not know that you actually offered this Camp we're not going to name them when you came up with this idea of wanting to open a new segment for older kids you told this person that you're willing to do it with them you didn't just ship and start your own thing you actually offered him to do it together all you asked for was to make that5 6 $7,000 salary is what you were asking 5,000 to be exact now let's fast forward 10 years later from when you started or 15 years whatever it was this individual gave up on that because he didn't have the foresight to see what could be he looked at the moment and said look I don't pay people this kind of money $5,000 is too much and it's a scary thought because how many people are out there in the world that have opportunities and they just can't see beyond what they're seeing at the moment and they're passing up on what can potentially develop to become these massive opportunities a lot of people have a hard time this is my business it's my company I think that more companies should look at this and it's a sickness it's a disease that goes on there's a lot of people that don't do this they feel like they're very protective over their company and that's happening by the way in our industry look at the healthcare industry every administrator eventually goes on their own at a certain point why because they don't get any profit sharing in the business everybody has that time where one of their employees who's actually very capable and can do a lot bigger and better things it's avoidable it's preventable that they would leave and start their own business that's why they lose their stars because they look at the Medicare patients they're bringing in they look at the they're doing all the hard work they also don't see they also don't see the struggles or the expense side of things they only see the they don't see the negative correct and because stress of making PA or the stress of a bank calling everything and right and because of that they ow deposit and and they come to the to the to their owner their whatever and they'll say that look I need some kind of profit share equity and the guy says no and they move on and yes they'll get the struggles but they also if they're good they'll succeed on they'll have there are also unfortunately failures that happen in this world correct it's very scary so what would you recommend an administrator that wants to go out on his own what would you recommend him to do a guy is coming to you and he's saying you know I'm not this is not for for me I'm not no paint the picture a little bit differently let's paint this picture why don't you paint the picture yeah let's paint this picture okay you see and I want to see like what your take on this is you have one facility one facil you have let's say 50 facility one particular facility there's an administrator there and this guy girl whoever it is is a rock star they're doing the marketing amazing to the local hospitals and they're getting all the discharges they're running the building efficiently they have the staff perfectly align great QX no no this person is is is he's he's unbelievable and you're paying them $250 $350,000 you're paying them a nice amount you feel like it's a fair deal but you're bringing in money in this building like you know you're bringing 10 times that amount you're making $3 million from this building okay and this person comes to you and this person says you see look I know I'm doing a good job here I see what's going on I don't know exactly everything but I know enough to know that this is turning out for you a good profit I you see I want want to get more involved otherwise you know I feel like I'm going to have to move on I'm going to go somewhere else and this is something that happens all the time all the time what is your response to this person initially and when you think it through how do you think you would deal with somethingone like this so get so what what you're asking the wrong guy with this because I believe in this concept of Shar I'll tell everybody who's especially comes in on a high level that not only are you going to be part of the business that you came into I'm going to give you shares and guy comes in who's a rock star in drug rehabs I'm going to give you share in my industrial which has nothing to do with you and you're going to grow your portfolio across everything so I'm not the right guy really to ask that but but let me take it back because let's I'm going to try to look from the other side why would someone say no what are the challenges and people say no all the time so I would imagine the challenges I'm not talking about the guy who's greedy and who just say this is your place and you're replaceable and I'll get another guy the next guy I'm not talk about that guy because that guy you know again so that's what's going to happen he's going to leave and this guy's going to go on his own and I just had a guy recently I saw not my thing he asked me advice and he ended up leaving and going on his own so there are people like that let's say that he this operator is not seeing my big picture and what he sees in this facility that this one is killing it I have another five there draining my entire cash flow and he's not asking me to just be a partner in that which is the profits and the losses he's asking to be just in this building he wants to now become an owner which any excess cash that I was T that I was making that I was using just to survive everywhere and now I'm going to have to take that so let's say that's the thing so that's a much bigger challenge right cuz otherwise it's very easy right if everything's doing well and he asked it 100% I don't want to lose a good talent and not only that now only I'm I going to say that I'm bringing you in on this one and the other Healthcare I'm going to tell them I'm going to you're going to have a small piece of industrial multif family I'm going to bring on every deal you're going to get real wealth just because you're taking this headache off my head right I'm not talking about that's what I would do but I'm talking about where there's a different challenge I'm not the greedy Guy where the challenge is that I really can't do it right because if I give him more money which is what he wants right he wants ownership here which to pull out this which I think he deserves this building makes a 100 Grand profit a month and he wants 25% of it to pull out 25 Grand and that 25 Grand is how I'm paying my bills in the other places right let's say it's a real challenge so what I would do then is say look today you're going to be an owner no problem but I want you to understand what's going on here right you're an owner I'm going to give you this you take the good with the bat but no no I I won't even make him do it because I want to understand that but would say but I can't do it yet I'm going to show him this is what's going on now I need you I want to get you more involved what you've done here I want to get you involved in these other ones that are struggling you spread his talent I'll spread his talent and I'm going to retray I can't pay you now I'm going to retray you later on for everything based on the growth let me tell you I have a drug rehab one of my one of my drug rehabs that I have it was I bought it and I structured a great deal and I bought it and and but right away the guy who had it before me had it as a it was a private pay but like he took it everybody and he just wanted to help people which is beautiful kumaya they would sing and like you know do this they forgot that it's a business but there was no B pay the rent don't pay the rent and right away I brought in consultant and he says you have to switch to Insurance B Michael a consultant I like that Michael always said Advocate bring in a consultant have to bring the right consultant because I can tell you horror stories with that too but uh it should be based on deliverables not be afraid though to ask for help no for sure but you got to be very careful and there's certain words you like if a guy says just pay me every month and you know I have guys are paying every month and like they just wake up by the check to tell me why it hasn't happened yet you know so you have to get the right guy also but yes I'm I'm a US huge proponent of paying consultant especially when it's based on a deliverable so tell me what you want for this Del you're going to get me from you're going to get me to Z what's the price to Z and you do your own calculations 100 Grand is it take six months in your mind if it takes three months you made a killing and if it takes nine months you lost money but that's your problem I to me that works a lot better because I know that you're not just coming for the check every month whether you did or not and I brought and he said me you have to you have to switch to Insurance base model which we did and I had 60 people in the building he says now you got to get rid of everybody I said why because you can't have a a you can't have a product that one guy the insurance guy is paying $500 a night and this guy's paying $50 doesn't work the case mix was no good correct you have to get rid of it so now I was starting from scratch and I was putting in money and I had to write checks and it was painful things I didn't anticipate and he put in an administrator eventually we realized that we don't need him as a consoler he got us to where we had to go get to and it's 100 bed facility technically but if you want to really operate it's a 608 bed let's say 70 bed something in that range to to comfortably operate and we'd have 13 residents 15 residents seven residents and i' ask when are we turning the corner when you know and soon we're about to we're about to make money and this is going on for months and every month I'm writing the check that writing the check your pen is working slower and slower I meet this guy who was I think he was in multif family he says I I've been studying drug rehabs and I want to get into this I said okay I don't have the time and I'm not that's not my personality to sit in oversee an operation I said I'm going to bring you in you the the conversation was to bring him in to run the operation to oversee it okay now what do you want so ultimately he really wanted Equity that's he wants and no problem if you make me money what do I care now we talk salary because you have to live I said look I'm done you you're not the first guy that's done this to me I've put other guys in you know and had this person that person other I'm done just throwing out money so this is what I'm willing to do you're I'll pay for the expenses of the flights that's it you're not getting a penny you're going to go there and we hit this point you start to make $1,000 a week at this point $2,000 a week and then at some point you're going to get 5% you get management 5% and then at a certain point you hit a certain metric I'll pay you back retroactively $2,000 a week up to the point that you hit the management Plateau you know that that part where the management started sure where that metric started up till there I'll retropay you he came in a month in now I had to sell him also to the and he took it he accepted it he accepted it what about partnership was there a goal for that said once I get I I was in for I'm in for a million and a half dollars when I get that plus 20% of my money you get you your kicks in I think was 15 20% of the partners I have to look exactly what the doctor you have there's upside there's eventual upside and then not only that we'll do other facilities together again let's not get ahead of ourselves but if you succeed you know the world's always you gave him an opportunity he goes there and I had to sell him to the to to the person who was running it that day I said I brought him in just to my eyes and ears you know I I think I even said he invested so she wouldn't resent who's this person a month in they're clashing disaster he says she's the whole the whole reason you're not making money she's the obstacle and she says the staff's about to walk out they hate this guy it's me or we we can't survive now I have I don't know what to do I have a choice to make I have a big I have a mortgage everything's on my name personally guaranteed there's no investors so at least that part there wasn't um you know there was uh I've been pumping in money every month what do you do you have the person who's been in this business for years who every month says you're about to make money this guy who says he he knows what needs to be done who's not proven yet not proven yet but I mean you could see talking to him he's a real TI guy he's like you know he had that that you had a good feeling about him yeah but again he's never done this before he studied for like you from talking from the beginning you see he knew he understood reimbursements he understood things he definitely studied the sugya well but he's never done this what do you do right wow you must have slept very well that night what do you do how long has this woman with you for probably I want to say she was there the consultant brought maybe nine months a year so for around a year she's been promising no so again there was a point that was clearly a turnaround for it but now we were and she's going to walk she yeah they're not and she's taking staff with her she says staff hate him oh but she's going to walk for sure for sure right so it's either him or her correct new consultant or old consultant and if you pick him the staff are leaving with me no did she say that she said the stat hat them and they're going to walk and they're going to walk F that part out well I called him first I said the staff are they happy the staff are very happy I'm telling you and I told her you know I told him that you know I have a dilemma here sure you were open with him about it yeah cuz he's someone I he's not getting paid I I felt at least I owed him that he's been going for a month or was two months it was a short time he's been going every week down there and it's a short time and I felt that I'm I'm like ansy to hear at least I owed this right what's the end result make M you do right so first question so the staff could walk the staff know it's not true let me ask a question if she walks do you have him I have someone lined up now okay so now he just he just even did a little bit that I'm not stuck with a guy who's never not even licensed operate someone for clinically who could do it right that's where we're at now right so I have a choice to make do I side with her who's professional who's been in this industry she was a Clinical Director before now she's the executive director of the facility right who who knows the business well who was referred to by the consultant we have this guy who came out of Lakewood from Lakewood lives there was in multi family who had a passion for drug rehabs who says I got this under control who figured out the formula what do you do wow all right what would you do you know what stay tuned for next exciting episode no no right now color War break out what are you what would you do I think I would have to go with more of the sure thing who's the sure thing I've taken enough risk it sounds like I've pumped money into this building and uh I got to really mitigate my RIS who's the sure thing the woman sounds like yeah it sounds like I got to give her a little bit more time a little more time I got to give her a little bit more time and tell him to stay put you know keep him I guess on the radar just in the background just he wouldn't be involved see he wouldn't leave probably because he only had upside but he wouldn't be able to show up any there she said like no he can't be there he can't have any input he can't be there he can't be there so I'll tell you what I did I said look I've been promised for the last six months that this month we're making money we haven't it can't get any worse you I'm at my end I'm at the point to give give back the keys to the bank I just I can't doing this so what do I lose I may as well take the Gamble and I backed him and she left three months later we were cash flow positive and today we're making over 100 Grand a month we're full I think the beauty in in the story and what you're doing is also is that the common theme with you y and we're going to end with this because we're we're out of time um is that you love helping people and in general if you can make a living out of helping people that's where you end it up you start started off in your life where you were helping people and you went into the Cure of world and you're ending off with your career now and building this infrastructure of yours with helping people at the end of the day drug rehab and you know skilled nursing and assisted living facilities is all helping people and we're in a world where we want you know us ESP and I and one of the reasons why we love this podcast so much and being in the world of healthcare is because we're in the world of helping people and we want to make sure that we're protected when we get older and we want to make sure that our parents and grandparents and everyone's uncles and aunts and siblings are protected and we want to promote positivity in the world of healthcare and that there are good people doing good things that are making difficult decisions and investing time money and energy for good outcomes and kudos to you for that and it's amazing I was a pleasure having you with us thank you for having me I really appreciate it before we let you go though um something that we like to end off our podcast with is who do you recommend somewhere someone in the healthc care space someone you know entrepreneurship type someone that has a story to tell someone that we can converse with like we did today and learn from each other and educate that we can get on the podcast who would you recommend who would be that person don't recommend somebody Loosely somebody you really think would be an interesting guest can carry a conversation and who's relevant in our industry so I think I have somebody and again now that I've been on this podcast and I I think I have an idea what you're looking for okay I think I have someone in mind I can actually even call him see if he's available who he's been through different sides of the industry um the ups and downs of it he's been there for a long time he could tell you from different angles and different perspectives um this a guy named zalstein z Oh we know Z and I can even call let me call him right now Z hi YY CH on speaker okay I'm sitting here in a podcast with the none of your business boys right Michael Greenfield and ushi Schwarz I was just on it at a phenomenal time um I really think you should do this I recommended you they just asked like who I would recommend okay so this is a podcast where they're going to really get into your kishkas they're G to they G to they G to want to know your story what made you you I said look zisha is somebody who's built businesses he's seen the UPS the Downs he knows the industry from every side I think he'd be the perfect guest I think you'd love it say yes I'm so excited here is that a yes absolutely amazing amazing wow there people will call your people we'll be in touch take take care wow okay thank you Z wow by the way Michael there's one more thing we forgot to do and I think this is very important because this is cute and it's fun and oh the lightning round the lightning round it's 11 questions but you got to answer them on the spot we're putting a shot clock on okay you get 30 seconds to get through the 11 questions okay go ahead you get one pass one question that you allow to say pass well you don't want to answer question well you can actually say none of your business you say none of your business ready here we go and the shot clock is on we got 60 seconds okay here we go what's the fastest you ever drove a car 110 miles hour is there any person alive or dead that you would want to have lunch with uh you two if you were stranded on a deserted island with only one item of food which item would that be great question me too me too who is your emergency contact my wife on average how many hours do you sleep at night four wow what's your biggest fear or phobia um Heights what's the most you ever gave to charity in one shot 250 wow what's your highest level of Education BTL wow BTL what's the most amount of money you spent on yourself or a loved one I bought watches for over 100 Grand so I guess that okay if you could have one Talent other than singing because you already have that another Talent what would it be um saxophone wow playing the saxophone okay pick your favorite superhero Superman Superman wow that was an interesting lightning round I can't wait for more in doing that in our future guys this was such an amazing podcast because there were so many takeaways you know just the idea of going to a professional to get help and just starting off your day thinking about others and making a match and you know thinking about who can I connect with one another and you know the the combination between business and sports and so much about how valuable our time is and the rich history that people share together when they care about each other and grow their friendship guys don't forget to like And subscribe and follow us and check us out next time see you