From Tech Exec to Senior Care CEO: Arturo Rosario on Innovating an Aging Industry

[0:00]  kind of the things we want to go to with next steps to kind of increase that communication between um between family members and their loved ones but also like that communication gap even with the you know with the ones that don't have family right um a lot of times you know they get they get their caregivers they come to them they create a relationship with them and they bond with them and then something whether that person has to you know take on it take on something else they leave or what forever reason now now that person is kind of left alone again and has to reestablish a relationship with another caregiver so that turnover which is very rampant in this industry because once again there's no the the money isn't really there so the caregivers aren't paid as well as they should be and therefore it becomes

[0:47]  a very transient job leaves a lot of our our elderly even more vulnerable to um kind of being in that that place where they can be taken advantage of because they they build a trust with someone and they and they they create they get that companionship and then that person leaves and that they build it again and we see it we see it a lot where um it leads to a frustrating cycle for for the eldie so we have to try to find a way to also be like the third person from the the the agency level to just kind of make sure that we're we're keeping them in the loop we're talking to them we're speaking to they feel like they can come to us so that's kind of where we're providing that extra level of of support but that's not really scalable so here in Li is more more places where we need we need to find scalable Technical Solutions to help bridge those gaps in communication to

[1:35]  make sure everyone stays on the same page and we're supporting each other welcome back to another episode here on the heart and hustle I'm e Frain and today we have another Healthcare leader so excited this one here is a business owner he he's a he's a CTO he is also currently right now a franchise owner to a place at home and I'm so excited to always highlight other leaders in this space making a difference aruro Rosario what's up man how you doing today doing good e how you doing today I'm doing good my brother so

[2:23]  I want to get straight to it man we don't have too much time if I meet you at a coffee shop just for the re those listeners that are watching right now if I meet you at a coffee shop Network an event and I say Mr Rosario what is it that you do and how did you get there what does that actually sound like what are you telling people um it's a it's an interesting question because I do have a varied path to where I where I'm at I I spent 25 years in technology um late most recently in healthcare technology the past 10 years and you know when I went from you know Financial Services where I was working for the big Banks and and building these great systems for them and then I went to to healthcare and I realized that the systems I I was building was actually helping people um that kind of flipped my whole you know my whole being around around my professional Journey because um once you start actually realizing that your your

[3:12]  work is being used for good um it's very fulfilling it's very um exciting so you know I it it led me down a path of of Technology leadership and Healthcare technology and then um because of that and and and the experience that I had working with the elderly population and building tools that that um allowed them to transition to home it was kind of a nice segue into the business that we started in um uh with a a place at home which is a home healthare uh organization we send our aids to help um seniors uh live at home or in any other facilities they are and assist them with a lot of the uh activities of daily living so um it's a fulfilling and exciting Journey um and I still I still keep my technology there I'm I'm working as a fractional CTO with a number of different organizations but um you know

[4:01]  doing getting getting into something that's really fulfilling uh really helping others and and putting ourselves out there and that way um is the best part of the journey and when it comes to a franchise man A lot of people are actually skeptical when it comes about franchising what was your biggest hesitation actually because I think when we spoke to you know that that this that first call to just get to know each other you kind of talked about that hesitation um what kind of changed your mind so I I I had uh kicked the can on it a little while uh a number of years back and and you know sometimes franchises are very strict and they're very limited in what you can do so you're basically a cookie cutter so you you know you get a brand and and you have to follow everything from A to Z you have no input as um a leader to kind of innovate and do things outside of of what's in their playbook um so I was

[4:49]  always concerned about that because in a lot of ways you know if you want to if you are a a um a business owner you want to innovate in that space you want to be able to find new ways to drive the business and and and kind of um improve on things and and what I saw about a place at home um the leadership there um was very open about like hey we we'd love your ideas we' love to you know this is what you have to do by rules and regulations but other than that you're kind of free to kind of you know figure figure this out however you want and I think when when you're you know and I think that's that's the part of leadership that a lot of people don't see when and that that goes across all types of genres no matter where you're working no matter what business you're in is you kind of want to set a go and kind of let the people guide themselves and just you know provide that that that helping hand when needed

[5:36]  um because that's where Innovation happens you know you don't have all the answers and if you think you do then you got a lot to learn right so you learn a l% true you learn a lot from uh putting people in the right positions and just letting them fly um and that's kind of where I felt you know that that a place at home um from a a franchise perspective did with us and it just was like here's here's your here's our Playbook yes here's our your training we're going to teach you as much as we can but hey go out there and figure out ways how you want to innovate and make this make this better for all of us and I think that was very intriguing and and exciting when uh when we decided to do that you say technology you're obviously in the space that technology is your thing right Innovation is is a thing AI is a thing has your organization actually been thinking about how AI um

[6:25]  could be a tool to help support your clients or um maybe help your team do more with less I think Ai and I've been um that's kind of my uh my bre and brother I've been building AI tools AI started way before open AI we've been doing things for 20 something years in Ai and different types of AI expert systems Etc but it's a complicated um it's definitely complicated in in in a regulated industry like healthcare if you think about you know open Ai and what they did with um with chat GPT MH you it was finally putting something very useful in the hands of average humans so now the average person can go and say hey chat gbt build me a PowerPoint presentation to do this fantastic super powerful awesome you should be using Ai No matter what everyone should be using AI to help

[7:13]  increase your productivity it's a great tool for that but the problem is if I'm a doctor and I say hey uh you know how do I treat this cancer patient and I go by whatever it spits out I'm now at risk of um following something that may not be correct because AI does have if you've used open dop chat GPT it does have what they call hallucinations right yeah there's a lot of liability in there in Super regulated Industries like healthcare like legal um things where where you know if you're smart it's a great tool you can put it with someone who's very intelligent who's going to take that input back it saves them so much time in their in their day-to-day but they have to verify that what is the what is coming back is accurate and what

[8:00]  is coming back is something that that can be used in that right context so I think that we have a long way to go I think AI can be used in so many different ways especially in in in health care um and and in home care and working with the elderly because one of the things that that I'm sure we'll get into a little bit is is and I don't want to segue into there yet but you know one of our biggest challenges in the industry is affordability and there are um the seni the the number of seniors um in the is growing exponentially almost I mean you know the Baby Boomers are coming in and we have really a very a very poor support system for them and I think that Ai and Technology can definitely help fill a lot of those gaps um but I think we do have some problems to solve around um accuracy and around um

[8:49]  security and privacy because I think that one one of the things that you you can do is you can you can gather all this data on people but then who owns that data right what happen that data and what happens that data gets into the wrong hands so you know we have hippo rules for a reason to protect people's privacy with Healthcare and I think those are the things that are holding back AI a little bit um I think there's ways we can move this forward and and and and help that help Drive um solutions that can bring down the cost of care yeah know I definitely I definitely do agree it is a you also talked about the Baby Boomers I actually heard something and I told my wife and she thought I was lying but it was something along the lines of we're going to have more baby boomers right more people over the age of 65 years old or something like that than we will have

[9:36]  from 18 and under and um she's like what are you talking about you're just talking trash but I heard it from another leader just like yourself that's in this space that she's she's in it now obviously for the right reasons but understanding that she's building something because she knows what the next couple years are going to look like when we get more people in these homes and making sure that it they're being done right that they're treated fairly that there is you know innovation to make it better do you feel that there's in your experience that um there's areas of the business that need to be impacted by AI now oh absolutely I I think we can we can use AI in a number of ways right now um every everywhere from enhancing care to you know just providing companionship in a way um and monitoring I mean you know one of the one of the

[10:23]  things that that we're going to see when it comes to um the price of like home care and why it's it's not support supported uh through Medicare U Medicaid does a little bit of support there are there are a ton of people especially lower income people that could benefit from just putting an AI tool into someone's home that keeps an eye on them and monitors them and there there are AI tools out there that right now do fall detection and can and can can record sound so that if someone says something help me you know we can send help stuff like that that can at least bridge the gap a little bit but there there in lies that that issue with with data and privacy right your constantly collecting data on someone what's happening with that data where is it stored who's protecting it what are they allowed to do with it um so those come some of the the issues but you know I think we're going to need to use a lot of um the AI

[11:14]  capabilities of technology to solve a lot of these problems because you know with going to the numbers that you're talking about so it was 57.8 Million um people over 65 in 2023 that number is going to jump to 80 8.8 Million by 2060 so Lord what are we going to you know there's not going to be enough um facilities care facilities to support all these these numbers more people are going to have to um be at home and be living in their homes Pro getting care provided to them to meet those numbers but then how do we support these people at home if there's no way to pay for it if the government isn't stepping in to help support and and I think that's going to be a big thing as um our our Boomer's Age and and like you said you

[12:02]  know that that generation was such a big population uh part of our population um and now they're moving into those those years where they are going to be the the 65 and older group and we're going to have to really find some creative ways to care for them because the support system in the United States is just not there for for our seniors 100% to agree man to think about that number of jumps 30 something million yeah that's actually pretty crazy um is there any any feedback that you're getting from maybe clients about communication on on and how things could be communicated better like I think that's a space where AI could also be utilized right is that communication piece do you feel like you're encountering some of that just kind of being in the space oh absolutely I think you know one of the things that we try

[12:48]  to do we try to differentiate ourselves from other um organizations is that you know we try to communicate uh and overc communicate because um what happen happens in a lot of these situations is you have a family member that that that's really cares about their their loved one but they have a life and they're out there living their life and they have to worry about their own bills and their own things and and they can't constantly check in on their loved one um so having the ability to you know so right now we are we're doing it manually we're making sure that hey we're taking care logs each one of our caregivers every day writes a log we put it on the portal for our families to see so they could see you know kind of what happens on a day-to-day but they're not it's it's just very static it's nothing Dynamic there so you know we we want to get to the point where hey we can maybe

[13:36]  we start using some videos maybe we start using some um some real recordings of you know these interactions they could see their loved one and how they're feeling and on a day-to-day basis even when they're feeling good even when they're feeling poorly um so those are kind of the things we want to go to with next steps to kind of increase that communication between um between family members and their loved ones but also like that communication gap even with the you know with the ones that don't have family right yeah um a lot of times you know they get they they get their caregivers they come to them they create a relationship with them and they bond with them and then something whether that person has to you know take on it take on something else they leave or but for whatever reason now now that person is kind of left alone again and has to reestablish a relationship with

[14:25]  another caregiver so that turnover which is very rampant in this industry because once again there's no the the money isn't really there so the caregivers aren't paid as well as they should be and therefore it becomes a very transient job leaves a lot of our our elderly even more vulnerable to um kind of being in that that place where they can be taken advantage of because they they build a trust with someone and they and they they create they get that companionship and then that person leaves and that they build it again and we see it we see it a lot where um it leads to a frustrating cycle for for for the Ellie so we have to try to find a way to also be like the third person from the the the agency level to just kind of make sure that we're we're keeping them in the loop we're talking to them we're speaking to they feel like they can come to us so that's kind of where we're providing that extra level

[15:14]  of support but that's not really scalable so here in lies more more places where we need we need to find scalable Technical Solutions to help bridge those gaps in communication to make sure everyone stays on the same page and we're supporting each other I love when you say that technology piece I actually I was talking to um another leader and he was mentioning how innovation in AI is going to be in a space where someone can have kind of a stuff animal that will talk to them because they've got their story downloaded in them so if they need something they can actually talk hey um do I have a you know an appointment coming up or hey tell me about my my niece like we're in a space where that is possible now does it take a a lot of Technology a lot of work yeah but as you mention our elderly are still human at the end

[16:01]  of the day they're still living they still need that loving and that caring and I love that people like yourself get into this space because you truly care not because it's a money maker for you right and and as I continue to speak to leaders in healthcare they had to go through something themselves to kind of be in this space and realize I want to make an impact and you being from the technology side I love it because there's so much that could be added on the technology end and I ask you being a leader for so many years what has has been the biggest difference between just leading in the tech World which you've done for done for years and now you're running a business in the senior care what is that look like where's the big differences so I I think that that's I think that's where there is a lot of similarities in that because leadership is leadership in the end right um you always want to be a servant leader which

[16:49]  means you know I always say they don't work my my workers don't work for me I work for them I I it's my job to put them in the best position to succeed right so yeah if whether I'm in technology and we have someone that's really strong in something and they enjoy doing that work so we we we kind of push them towards that because we're going to get the best results out of that employee because they're going to be engaged they're going to love doing what they're doing and they're going to fly and innovate and really help us same way here in in in in healthcare um working with different personalities different um AIDS you realize you know who's good at what which client works well it's kind of becomes like a matching game between personalities you start seeing it and it's something that when I walked into this industry you know the first thing that everyone tells

[17:35]  me is like scheduling is is is so hard scheduling is the hardest thing and from my technology side I walk in and I say well why we we I've written scheduling algorithms for years I can do that in my sleep why would scheduling be the challenging part here right because here is where what you learn quickly in the industry is that you know well now you're dealing with humans you're not dealing with a machine and humans are complex and humans have different needs and humans have different personalities and and having that human touch between yes there's a schedule a person available at this time to do this schedule that's fine very clinical but now you're missing that human element where okay well this person likes this person likes to have someone that Pampers them and talks to them and keeps them company and this caregiver isn't really that outgoing but they're very

[18:24]  good at what they do but they're not that that right fit so you have to learn those things and then so when we start thinking about techn technological solutions to stuff like that it really gets interesting and intriguing because now you now you now you have to be able to not only do the clinical parts of person a can do this schedule with this client at you know these times but also now we have to start being a little bit more intuitive about about those Solutions and saying well this caregiver these are their traits and this is what they do well and this is how we can put them in best position for them to succeed is by pairing them with a client that needs those kind of um those those strengths to help them and when you do that um you realize very early on like the magic that can happen you have you

[19:11]  know I I have this one um caregiver that's been with a very she was a very difficult client at the beginning and they they've gotten to the point now where they're they're best friends and they you know they they bonded to this level that it's it's great to see because you know personal ity wise she needs this type of caregiver and we were able to find that match and it's a beautiful match and in the end like we said you know when when leadership is leadership when you put someone in position to succeed and they do well and and that is motivation for them right everyone wants to do well in what they do no what it is everyone wants want you know the ones that don't they get exposed very quickly in any any industry you can filter those out very quickly but everyone wants to do well and when you put them in a situation where they

[19:58]  can do what they love to do and succeed at it they're very uh that helps build the motivation and that helps drive that so from a leadership standpoint that's that's there isn't a lot of a lot of differences other than you know kind of understanding the nuances between the different businesses and I think that's what that's where you see like a lot of good leaders are just good leaders and they succeed in no matter what business you put them in because they understand that there's a human element to to this and if you treat people will respect and you put people in a position where they can succeed and grow you're doing what you need to do for them and in return you're getting the best of them back to you you hit it right on the head if you're a leader you're good wherever you go you know and a lot of times people are just not good leaders you know what

[20:47]  I mean like let's be honest but like you mentioned I go from you go from the technology world to the healthcare nothing's changed they all have challenges right and it's how do I use my creativity my leadership to enhance others around me you talked about when you find that person it's a great fit you know it it all works I always tell people it's like dating you got to go find that right person to put in that right place and when it and and the best thing I heard recently was and also make sure you're not duplicating yourself because then you're also not growing right you're also not challenging yourself to learn because you always want to put someone in a place where they're just as good or even better than you you know and and I love that if you can snap your fingers instantly fix one thing in the healthc care space what would it actually be and if you could tell us why um I'm going to avoid going

[21:36]  down a path of anything that could be uh considered political but I do see like you know I look at other countries and I see their universal healthcare systems and I see that they they support and cover um a lot of things for their constituents and their and and and their people and and they feel um they feel supported they feel like don't have to worry about the things we have to worry about in the US that being said I think we have to snap our fingers and get more government support for the elderly I mean this is a problem this is going to hit this is going to be a train that we're going to see coming and if we don't do anything about it um it's going to be very dangerous for a lot of our seniors as they age in an age in place um we see so many gaps in care right now with the way that Health Care is

[22:26]  administered in the United States um you know we see gaps when you know someone's in the hospital and they get discharged and and there's this handoff that never goes smoothly um and when that handoff occurs if that elderly person is um having cognitive issues or confusion or just overwhelmed they can't handle it by themselves it's too much to ask someone to who's been in a hospital who had some some serious condition that they're getting they got better they're being discharged but now they have to worry about OT PT nurs nursing aids your own and all of this and what's covered by Insurance what's not covered by insurance and and also healing and getting better um and it's a lot it's a lot for a lot of our elderly to deal

[23:15]  with and and those gaps ex there's so many gaps in care around the care Continuum that we need Creative Solutions around and right now there's no there's not enough money being being put into those areas to help um you know and I think that's going to be the big thing is is how are we going to support um all of these people going into their their Elder olderly older years and make sure that they stay safe and they can age in place or age in a in a place that they want to be yeah um and still be financially able to to support it so you know the financial part of it is a huge huge Factor you know I did some research so I want to bring some of my numbers with me right so you know just I'll just throw this out there right like the cost of home care right now if someone were to get 20 hours a week and that's

[24:02]  minimal if you think about that's 4 hours that's that's less than four hours a day if you're doing seven days a week or you know five five days a week four hours a day which is not enough time for someone you know basically only takes care of a couple of tasks maybe some breakfast Etc that's going to cost someone $37,000 a year $37,000 a year on average um in and I'm using New Jersey numbers because that's where I'm at um it's a little higher here than would be elsewhere but the medium income for for um people over 65 in 2022 was $29,000 so like it's not even remotely not even remotely affordable for the average um elderly person um now if you throw Medicaid in some states covers some of it um in New Jersey they cover a

[24:50]  very a small part of it with with Medicare New Jersey that number goes to 18,000 but still if your medium income was 24,000 you still can't afford it you know there's no way to to afford this extra level of care and you know a lot all the studies and this is why health insurance companies need to get on board as well and start supporting this more all studies show that patients have better outcomes at home when you send someone home with the right support they have better outcome they're less likely to get readmitted which costs tons of money to healthare systems um and it's helps solve problems by keeping people out of the hospitals preventative care that we don't do a good job of in the United States so that if I could Snap My Fingers that's the that's the problem I would I would try

[25:36]  to solve I love it man I love it I I just love that someone like yourself has come from the tech world and do do you actually have any advice for those that are in the tech business and want to make a meaningful impact in the healthcare or nonprofit space do you have any advice for those individuals because I think it is a two that could merge to really be something successful yeah what is your advice to that individual yeah I think you know look look in in your early years you're going to you're going to figure out what's what's good for you and you're going to figure out where you want to spend your time and where and what kind of um career you want to have and when you when you do figure that out then T Target those companies that are doing good things that that are in those spaces um and reach out to people through Linkedin reach out to people through um the company spaces you know do all the things that you would

[26:24]  normally do to try to get recruited by a company of your choice and and kind of focus on that because in the end the skill sets are are that's the that's the beauty about technology right no matter what every business in in in the world requires some level of technology and most of the technology skills are the same no matter what business you're in so your skills are transferable so it's really about learning the domain of what you want to go into and I think that's the biggest thing that a lot of US tech folks um don't do enough of in any business is really go into it and not only learn the technology side of that's the fun stuff right you're playing with code You're Building cool things but learn the business side of it learn the business side be understanding why what you're building and why you're building it and what how it makes an impact and how you

[27:11]  can make a greater impact if you do certain things if you learn the business behind it and you learn the problems you're really trying to solve that becomes invaluable to the organizations that are that are in those spaces building those things because you know if if I were to differentiate between two candidates and one understands my business and is just as good technically as the one that doesn't I'm going to hire the one that understands my business I mean that's going to help me and help him in the future so I think I think that's that's definitely the way to go and I also think you know one of the things we we and this is going to be me me shooting off entrepreneurship um one of the things we don't do in the United States enough is push people towards entrepreneurship we we we we say everyone hey you got to go to college you get a degree yeah you know you work you know 30 years you have your 41k it's great um but but that's great if you're if that's the

[28:01]  path you want to go on um a lot of people feel unfulfilled on that path because you become a number and some of the big big companies you're a number and you know you can get cut and we see it all the time with all the job Cuts going around and I think being able to to kind of take a step back and and set goals if you want to if this is something you want to do you have to start early early in your career and start saying okay how how do I get there like what do I need to get there how much money would I need to put away to be able to to start a business and do things like that so I do think um there are a number of ways to get involved into this space and I think you know both paths are very meaningful and viable yep I um I do grow on the entrepreneurship and I'm actually in a space now where you know instead of just giving scholarships for someone to go off to a school I'm asking the school why are we not handing out scholarship for business license because not

[28:48]  everyone's going to go to school I think we have more entrepreneurs at least for me you know I I'm seeing more entrepreneurs now especially younger than ever but I'm also seeing as you mentioned those that spent 30 years in the corporate world and all of a sudden realize like wait a minute like math is not maing you talked about a little bit the math right it's just not maing like even if I was to retire with a million dollars at 65 does that actually allow me to live for the rest of my life right A lot of times it doesn't you know and but you're caught up into the the the I would say the rat race is what we like to call it right so now I love that you say that man and and going back to great leadership great leaders see the problem and they're trying to find a solution so I'm definitely seeing it already and I'm I'm in these school was asking to myself how can we make that difference because I was a person that's I I went to school by choice but I've always felt School

[29:36]  wasn't for me but I made a successful career owning businesses um High you know positions in the corporate world I just feel like some people do need that opportunity to just be creative as well I love that I love that you mentioned that if we can actually look fast forward five years right where do you see a place at home and your role in it right now you're a franchise owner alongside your wife pretty cool that you guys are able to do this together but you're also playing CTO for multiple companies I would to say playing because it's not like we it's the game here but you're also a CTO for other companies so what does that look like for the next five years um I I think what in in what me and my wife wanted my wife comes from technology as well and when we went into this um into this we one of the things when you're in technology and you're building and in the startup world where

[30:24]  we spent a lot of our time is um you know want to have an approach to a business you have to learn a business pretty deeply to really build the right tools to help that business so where we're going with this is we're we're we're we're running this business we're growing the business and um that's been super exciting really fun tons of hard work I mean we're having right now this is one of our busiest weeks we've had our growth is at the highest it's been since we started um so we're doing really well and it's it's exciting and it's fun but where we see ourselves in five years is continuing to grow the business but then kind of stepping out of the operator role hiring people to kind of do the job of running day-to-day business and going on that higher level where we can be strategic and be SE

[31:13]  Suite you know cxos again so you can be so that we can strategize and we can build the right tools technically to help solve some of these problems we're seeing and then as we build those tools build the actual uh products and services around them with technology to help our own business and our franchisees as a whole so that's where we see ourselves going in five years is taking the knowledge we're learning every day and we we have all these problems that we're solving and we're solving them inefficiently because we have to right it's kind of that mvp mentality when you start talking about know technology development is like you kind of want that minimum viable product so we're doing that we're doing a lot of that stuff here um by just making sure we are covering our bases obviously a regulated industry a lot of things we're

[31:59]  doing is do by the book but it's some of is very inefficient and some of it can be done with technology the tools aren't there yet or the tools that are there are just poor so we want to really get to the point where now that we understand it we've been in the business now we want to build the tools and the software around those tools and lay the foundation for that technology that we spoke about to really help take this and improve and find ways to not not only make it more efficient for us and for business owners and for people to run their business but also bring down costs so that and and and drive the ability to scale these processes so we can bring in more people into in into the umbrella because right now unfortunately our

[32:46]  business is a business for the wealthy um that's really only people that can afford our services right now um and that's that's a shame and that's something we don't we personally never wanted to be in we want to be something that can help everyone and and we're going out of our way in certain ways to help people that you know and um and do that but I think in five years we want to have the Frameworks in framework in place and the software and the tools in place that we can help more people and bring more people into the into the umbrella so that um not only does does Home Care get more efficient and um affordable um but can help more people I love it I love it I love it listen we got a it up here but before we actually wrap it it's been a pleasure just having this conversation you've done phenomenal

[33:32]  here we have a leader at the end of every podcast one they got to answer a blind question and then they have to ask a blind question to the next leader so it's just a game that we like to play here on the hard and hle podcast so they kind of put you in the hot seat the last leader ask if you had to start over today same skills same experience but no connections what's the first move that you would actually make to build a success in senior care so the first thing I would do is um I would if if I didn't have any background in senior care I would have to actually just get my hands dirty and start working in the industry and and become a a chha and understand what it's like from that level to kind of build up

[34:20]  the base and say oh my goodness what what's going on like what is my job entail how am I helping what do I have to do what are the the regulations I have to abide by um so I think from that perspective it's it's kind of it it's it becomes that learning process and learning and understanding your business I think no matter what you do that's the first thing you have to do in a business some people come with a lot of business domain knowledge when they jump into something and they use that that domain knowledge to kind of jump in and kind of hit the ground running in some ways coming in blind is an advantage because when you have a lot of domain knowledge you come with some preconceived notions of how things are going to be and kind of drive your way that way because that's what you thought but when you come in blind and you're learning from scratch you're you're learning some things that you may not have noticed um because you're not doing those roles or you're not understanding that part of

[35:07]  the business that you get to kind of figure out as you go along and of course it's a longer ramp up because you're learning more but in the end you end up um kind of helping yourself in ways that you may not have anticipated upfront by having that that strong level domain knowledge so I do think be uh that that would be one thing I would say if if I had to start over from scratch how I would approach it I would really try to just get my hands dirty and figure out how this business works you took that question like a champ at first I thought that you gonna have to think a little bit but it's like almost like you had the Playbook bro you almost had the Playbook um I I really do appreciate your time where could people if they wanted to support the mission they wanted to find out even you talked about being a CTO maybe they wanted to know more about that where can people reach

[35:54]  you um you can reach me on LinkedIn um I'm the there um I if I was smart I would already have a my LinkedIn profile set for you guys to send but it's yeah tar in LinkedIn I'm going place at home um so you'll see me if you look me up um and yeah feel free to reach out anytime that's the best way to to reach out I have tons of people I I uh I did I talk with on LinkedIn and and and that's the best way to get to get started in that conversation I love it I appreciate it guys if you're still watching make sure that you guys do follow make sure that you guys do subscribe and make sure you guys go find Mr Rosario on LinkedIn for your CTO needs and check out a place at home check a little bit more of what they're doing thank you so much it's been ephra it's been a pleasure we'll see you guys on the next one laters