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TRANSCRIPTION WITH SPEAKERS
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[00:00] SPEAKER_00: Welcome to Canada's podcast.
[00:07] SPEAKER_00: At Silicon Valley Bank, we help innovative technology and life science companies grow.
[00:13] SPEAKER_00: If you're ready to take your next step, discover how Silicon Valley banks founder friendly financial solutions, industry insights, and connections can help you move your bold ideas forward.
[00:25] SPEAKER_00: Fast.
[00:26] SPEAKER_00: O2, www.svb.com slash Canada slash connect.
[00:34] SPEAKER_00: Take your next step with Silicon Valley Bank.
[00:38] SPEAKER_01: Hi, this is Celine Williams hosting from Ontario for Canada's podcast.
[00:43] SPEAKER_01: My guest today is Dr. Jim Fang who is a mission driven serial entrepreneur and founder of Fixable.
[00:50] SPEAKER_01: Alongside his chiropractic degree, Jim is also a certified strength and conditioning specialist and medical acupuncturist and has directed medical teams for world championships, professional and Olympic level sporting events in the MMA and wrestling.
[01:03] SPEAKER_01: Welcome Jim.
[01:05] SPEAKER_02: So, Lee, thank you so much for having me today.
[01:08] SPEAKER_02: This is, I think it's a new fun conversation.
[01:10] SPEAKER_01: I definitely think so.
[01:12] SPEAKER_01: I'm very excited.
[01:12] SPEAKER_01: First of all, your background with all the sports is super cool.
[01:16] SPEAKER_01: So I'm sure
[01:17] SPEAKER_01: that's a summer.
[01:19] SPEAKER_01: Because that is definitely very unique.
[01:22] SPEAKER_01: And I'm going to ask you to tell me a little bit about your journey to get to where you are now and what you're doing now, which may get into some of those sports pieces.
[01:30] SPEAKER_01: So I'd like to hear a bit about your story.
[01:32] SPEAKER_01: How did you get to do what you're doing now?
[01:36] SPEAKER_02: Once a short version or an alarm version?
[01:38] SPEAKER_01: Time.
[01:38] SPEAKER_01: We got all the time.
[01:40] SPEAKER_02: All right.
[01:40] SPEAKER_02: Sounds good.
[01:42] SPEAKER_02: So what I was born.
[01:43] SPEAKER_02: I was kidding.
[01:45] SPEAKER_02: Actually, I think the main thing and the main thing when it comes down to fixable is because of my journey with physical pain.
[01:54] SPEAKER_02: So, fixable just like everybody know we're at end and virtual B hat platform.
[01:58] SPEAKER_02: We help people out of pain, physical pain, work towards prevention and then helps certain people work on performance like running their first 5K and actually getting moving and changing their lives there.
[02:09] SPEAKER_02: So for me, I was a car tractor gradually back in 2009 and I opened up clinics.
[02:16] SPEAKER_02: I integrated them, franchise them.
[02:18] SPEAKER_02: So I really understood how to get people better.
[02:20] SPEAKER_02: And I got into the profession really because of the sport arrest.
[02:23] SPEAKER_02: And I think you mentioned some of that in the past.
[02:26] SPEAKER_02: And I grew up in a not so great area.
[02:31] SPEAKER_02: Multin for all those people from all over the world.
[02:34] SPEAKER_02: So, you know, they get on pikes if you will.
[02:38] SPEAKER_02: And it was really for this.
[02:39] SPEAKER_02: If it wasn't for the sport arrest, I'd probably be doing like a lot of that stuff in my life.
[02:43] SPEAKER_02: So it really kept me off the streets.
[02:45] SPEAKER_02: And because of the sport, I really dedicate my time into it.
[02:48] SPEAKER_02: But I had tons of different issues.
[02:50] SPEAKER_02: And I would have to travel an hour and a half on bus with my two year old sister while I was babysitting across the city to get there.
[02:58] SPEAKER_02: The day-go-to-practice is going to come back.
[03:01] SPEAKER_02: So I had always had interest in sport arrest.
[03:04] SPEAKER_02: Literally, it goes hand in hand with injuries.
[03:08] SPEAKER_02: And I just saw all the different types of therapies that we were getting.
[03:14] SPEAKER_02: And what was good, what was bad, and when it came down to it,
[03:16] SPEAKER_02: it really came down to the active component, the training and building your foundational self,
[03:22] SPEAKER_02: building that armor.
[03:24] SPEAKER_02: So the more I looked into it, the more I knew I wanted to get being a field of rehab and gave people better.
[03:31] SPEAKER_02: So that's why I got into the character field and did more advancement on that.
[03:36] SPEAKER_02: And he got people better.
[03:37] SPEAKER_02: And I think from that journey, I really understood how to get people better.
[03:40] SPEAKER_02: And majority of came down to activating them and engaging them.
[03:44] SPEAKER_02: That education is truly important.
[03:47] SPEAKER_02: And I think it should be evidence led me based on research with best clinical practices
[03:52] SPEAKER_02: and putting it together in a reformulation.
[03:55] SPEAKER_02: One of the key things we're missing here was engagement.
[04:00] SPEAKER_02: It's great that you come in once a month or for a quick treatment for your back
[04:04] SPEAKER_02: and you're back to the same place you were at.
[04:07] SPEAKER_02: More importantly, there's ways to kind of prevent these things,
[04:10] SPEAKER_02: like working on core foundations, as you sit back up, right, and get a posture up.
[04:15] SPEAKER_02: These preventative things are extremely important.
[04:18] SPEAKER_02: And there's a formula out there.
[04:20] SPEAKER_02: They're solutions, and it's based on evidence.
[04:22] SPEAKER_02: And it's about doing.
[04:24] SPEAKER_02: But unfortunately, people aren't lazy.
[04:26] SPEAKER_02: I'm sure you're lazy to something really, and majority people watching today
[04:29] SPEAKER_02: who radish the back and do nothing.
[04:31] SPEAKER_02: And then do a little bit of something when things are not actually hurting.
[04:34] SPEAKER_02: So really build things for prevention.
[04:37] SPEAKER_02: But we learn quickly that people are lazy.
[04:39] SPEAKER_02: And you really need to ask the municipality to get them started.
[04:41] SPEAKER_02: So we built trust around that with a virtual call with the practitioner around the around Canada and the states.
[04:47] SPEAKER_02: And then from there, we give them a guided solution in a digital solutions with ability to message your practitioner anytime.
[04:54] SPEAKER_02: And we're building really cool up.
[04:55] SPEAKER_02: And in reality, just to show you if you need to mobilize your stretches, you know,
[05:00] SPEAKER_02: those phone rollin properly.
[05:02] SPEAKER_02: And it's a, I think it's a well-crafted to really engage you to kind of use the same hacking techniques
[05:11] SPEAKER_02: Facebook and Google is doing to make you close through to do better for you.
[05:17] SPEAKER_02: And so we really came to this game to do that for people.
[05:20] SPEAKER_02: And I think ultimately our mission is really really awesome.
[05:23] SPEAKER_02: And we track really good people because of that.
[05:25] SPEAKER_02: And I'm really excited to see what this field has for everybody else because we can reduce the amount of 101 such by 42%.
[05:32] SPEAKER_02: We're able to engage people 103% better than traditional models.
[05:36] SPEAKER_02: And I think together there's a there's a great solution that doesn't have to cost so much for the general person to feel better.
[05:45] SPEAKER_01: I think this is really as someone who has many injuries under my balance.
[05:51] SPEAKER_01: This is really interesting.
[05:52] SPEAKER_01: And I think that, you know, and that I'll fully own that that's like personally.
[05:57] SPEAKER_01: I'm like, oh, this is really interesting because I know for me, even inside of injuries, I'm dealing with currently.
[06:03] SPEAKER_01: Sometimes you don't know where to start.
[06:06] SPEAKER_01: You feel like there's so many different options or so much different information or so many.
[06:11] SPEAKER_01: And then you just don't do anything.
[06:13] SPEAKER_02: Absolutely.
[06:14] SPEAKER_01: Right. And then let's say you see a physio just because that tends to be where I often start.
[06:20] SPEAKER_01: Let's say you see a physio and when you're there, it's great.
[06:22] SPEAKER_01: And then they give you homework and you're like, I don't remember it.
[06:25] SPEAKER_01: I don't know what to do.
[06:26] SPEAKER_01: Like it's all of these things.
[06:28] SPEAKER_01: So it's almost like your game of fine.
[06:30] SPEAKER_01: I'm going to say rehab, but like, you're fine.
[06:34] SPEAKER_01: Whatever you want to call rehab.
[06:36] SPEAKER_02: Absolutely.
[06:37] SPEAKER_02: That's exactly what we're trying to do.
[06:39] SPEAKER_02: And I think we, I think we're no good ways there.
[06:43] SPEAKER_02: And there's always room for improvement.
[06:45] SPEAKER_02: And the product, you know, expands and, and you know, every two weeks we get new pushes.
[06:50] SPEAKER_02: I am so excited about this one notification, one button.
[06:53] SPEAKER_02: And it just drives engaging better.
[06:56] SPEAKER_02: And I think from an iterative model.
[06:57] SPEAKER_02: I think we're doing all the right things right now.
[07:01] SPEAKER_02: And then I'm sure we can do more to, you know, make this process better.
[07:04] SPEAKER_02: So we're able to now, we people want to click now, a lot more hands-on treatments.
[07:08] SPEAKER_02: And maybe actually punch or a shockwave.
[07:10] SPEAKER_02: There'd be like more advanced stuff to really push the new right.
[07:14] SPEAKER_02: And at home, for the basic stuff, like low back pain, zoom neck.
[07:18] SPEAKER_02: And, you know, postural stuff and post-operative care even in many cases.
[07:23] SPEAKER_02: It's very cookie cutter.
[07:24] SPEAKER_02: And there's a lot of solutions already out there in the literature.
[07:28] SPEAKER_02: We just want to get together synthesizing and then just putting on later on to engage you better,
[07:33] SPEAKER_02: to make sure that you're doing the right things that incrementally,
[07:35] SPEAKER_02: progressively getting better and challenging your human self to better you.
[07:40] SPEAKER_02: Right? Feel better and yeah.
[07:43] SPEAKER_01: Yeah. Well, and it's interesting because what I'm hearing you say and correct me if I'm wrong is that this is,
[07:50] SPEAKER_01: because I'm always curious when we're doing things that disrupt sort of the traditional way,
[07:54] SPEAKER_01: models that we've worked in.
[07:56] SPEAKER_01: And those traditional models and go, oh my god, it's going to take all this away from me.
[08:00] SPEAKER_01: And it's in, there's this thing back in the freak out and all, you know, you get,
[08:04] SPEAKER_01: that's not going to work and it's not safe and it's not monitored or whatever the crap is that they have to say.
[08:09] SPEAKER_01: And what I'm really hearing you say is, listen, that's not going to go away,
[08:13] SPEAKER_01: because there's always going to be complex injuries. There's always going to be complex things happening.
[08:16] SPEAKER_01: This is maybe not as, at least right now, is not designed for, to replace that.
[08:22] SPEAKER_01: But there's also so many people with foundational straight forward injuries in that don't need that to be,
[08:36] SPEAKER_01: you know, pushed into that full spectrum of whatever it looks like and feel overwhelmed.
[08:41] SPEAKER_02: Absolutely. And, you know, the problem with their system right now,
[08:44] SPEAKER_02: I think comes in a couple of folds. So about 15, 20, I guess about 20 years now,
[08:49] SPEAKER_02: they took physiotherapy out of their head. So prior to that,
[08:53] SPEAKER_02: O-Hit University of Health Care was covering physiotherapy and cover up to care to a certain degree.
[08:59] SPEAKER_02: So now, you only get care if you post-operate, right?
[09:04] SPEAKER_02: If you have a certain amount of weeks. And then you also, if you're under 18, over 65.
[09:09] SPEAKER_02: But unfortunately, there's only a handful of clinics that actually do that type of work.
[09:13] SPEAKER_02: And it's very cookie cutter. You run them like a, like a process.
[09:16] SPEAKER_02: You do like a factory, essentially, because they don't get, hey, well enough, to do those one-on-one care.
[09:23] SPEAKER_02: So, you know, and then of course, if you look at, if you worked for a big court,
[09:27] SPEAKER_02: or ever had a third party insurance with like some like for the manualized of the world,
[09:31] SPEAKER_02: you know that you're allotment for physiotherapy and, and, and,
[09:36] SPEAKER_02: your typewriter, we have in so much care.
[09:38] SPEAKER_02: You're getting dwindling down, you know, back then, back in the days, like teachers,
[09:42] SPEAKER_02: you know, the government officials, they had these top unlimited visits with it.
[09:46] SPEAKER_02: But people are struggling more and more of these days, or it's a high utilization right now.
[09:51] SPEAKER_02: Yet, they're pulled, they have to pull these numbers back, right?
[09:55] SPEAKER_02: And now you're seeing newer contracts coming through at like $300, $500, right,
[10:00] SPEAKER_02: of a limits to get somebody better.
[10:04] SPEAKER_02: And the national average of treatments is nine.
[10:08] SPEAKER_02: Nine sessions on average of 80 bucks,
[10:10] SPEAKER_02: how do you work out the numbers to get somebody better?
[10:13] SPEAKER_02: And forget about just getting better,
[10:14] SPEAKER_02: but also work on preventing and the better health.
[10:17] SPEAKER_02: Like there's none of that, that's happening.
[10:19] SPEAKER_02: Right?
[10:19] SPEAKER_02: So just out of pain, you're out of the door.
[10:22] SPEAKER_02: And there's so many things you can do on prevent
[10:24] SPEAKER_02: in the model to, I think from an active movement standpoint
[10:28] SPEAKER_02: to reduce future injuries, right?
[10:31] SPEAKER_02: Reduce better posture to feel better,
[10:33] SPEAKER_02: just the day to day feeling better.
[10:34] SPEAKER_02: We know 75% of individuals with chronic pain
[10:38] SPEAKER_02: have some kind of mental illness as well,
[10:39] SPEAKER_02: so fix right in your body's that get it's treated
[10:42] SPEAKER_02: as a psychosocial model of care, right?
[10:46] SPEAKER_02: And then I think overall, this whole thing notion of prevention
[10:53] SPEAKER_02: and actual, I help model is, it's really missing in our society, right?
[10:57] SPEAKER_02: And Ohipis all about, and your primary cares all about
[11:01] SPEAKER_02: a disease based model care.
[11:04] SPEAKER_02: Go then, go in when you have a problem.
[11:07] SPEAKER_02: And then you got to go down this path of no return
[11:10] SPEAKER_02: and the longer you wait, the bigger the problem,
[11:13] SPEAKER_02: the harder to fix and at least the more sequilies,
[11:15] SPEAKER_02: medication, cost the medication than that
[11:18] SPEAKER_02: and maybe possibly in future surgeries,
[11:20] SPEAKER_02: cost of surgeries or that.
[11:21] SPEAKER_02: So like our job is that you work on prevention.
[11:24] SPEAKER_02: I think I mentioned we came here to create prevention,
[11:27] Speaker UNKNOWN:
[11:28] SPEAKER_02: To start with prevention.
[11:29] SPEAKER_02: But it's very hard, so we start at pain
[11:30] SPEAKER_02: and we'll work towards prevention.
[11:34] SPEAKER_00: The team at Silicon Valley Bank in Canada
[11:37] SPEAKER_00: can help you move your bold ideas forward,
[11:40] SPEAKER_00: fast, bringing global expertise to founders, investors,
[11:44] SPEAKER_00: and innovators.
[11:46] SPEAKER_00: Visit www.svb.com slash canada slash connect to find out more.
[11:54] SPEAKER_01: Wellness is such a challenging area
[11:59] SPEAKER_01: because I think every insurance company in this country,
[12:03] SPEAKER_01: countries and you know,
[12:04] SPEAKER_01: the government systems talk about wellness
[12:06] SPEAKER_01: and the importance of wellness over and over again.
[12:09] SPEAKER_01: And so I used to work in a previous life
[12:15] SPEAKER_01: in health informatics and when we used to talk about wellness,
[12:18] SPEAKER_01: it was really like wellness,
[12:20] SPEAKER_01: not in a whole system, you are going to be well
[12:24] SPEAKER_01: to prevent things, wellness in the framework of
[12:28] SPEAKER_01: let's minimize the stuff that's already happening for you.
[12:32] SPEAKER_01: And that is from my experience, I'm out of the field now,
[12:37] SPEAKER_01: but that continues to really be what they mean
[12:39] SPEAKER_01: when they say wellness.
[12:40] SPEAKER_01: They don't actually mean wellness in the
[12:42] SPEAKER_01: let's prevent things.
[12:44] SPEAKER_01: They mean wellness in a, well, we know this is a problem.
[12:46] SPEAKER_01: How can we minimize the impacts of it going forward?
[12:50] SPEAKER_02: Yeah. I think it's important to take a stance on what you do.
[12:55] SPEAKER_02: And I think it's also important to track what you do.
[12:58] SPEAKER_02: I think data is really important and health informatics obviously,
[13:00] SPEAKER_02: being in the field, you would know all about that.
[13:04] SPEAKER_02: And that's what we do in the backhand,
[13:06] SPEAKER_02: we make sure patient progression is calculated.
[13:09] SPEAKER_02: And how can we throw some AI engines that actually progress
[13:12] SPEAKER_02: sets in laps and injury progression of the exercise programming
[13:16] SPEAKER_02: and that's specified to you.
[13:18] SPEAKER_02: And I think it's a smarter system guest,
[13:21] SPEAKER_02: the better programming gets.
[13:23] SPEAKER_02: It's actually better than I can do it because I'm not looking at all my
[13:26] SPEAKER_02: patients like every minute of the day to see how they're doing.
[13:30] SPEAKER_02: The system should fly me, right?
[13:33] SPEAKER_02: And you know, from a prevention model,
[13:36] SPEAKER_02: it is, well, this is a very odd topic.
[13:41] SPEAKER_02: I think it's really in the limelight now.
[13:45] SPEAKER_02: Companies do not like to spend on loans because it's fluffy, right?
[13:49] SPEAKER_02: And it's like, what do you start?
[13:52] SPEAKER_02: What do you mean by loans?
[13:53] SPEAKER_02: Do you mean by the psychology?
[13:55] SPEAKER_02: Do you mean by the physicality?
[13:57] SPEAKER_02: Do you mean financial?
[13:59] SPEAKER_02: That's lumped in as well.
[14:01] SPEAKER_02: And what does that stand?
[14:02] SPEAKER_02: And how do you address that?
[14:05] SPEAKER_02: So, wellness is a tough, tough, I think, definition of health.
[14:11] SPEAKER_02: So, it's a really challenge to figure out where you actually start with wellness.
[14:16] SPEAKER_02: But I think if you work on a prevention model and start at a specific
[14:19] SPEAKER_02: starting point and your goal to get to for the person, right?
[14:23] SPEAKER_02: I think that's really important.
[14:24] SPEAKER_02: I think right now still takes a very guided approach with maybe a
[14:27] SPEAKER_02: practitioner on other side to get you there until our models,
[14:31] SPEAKER_02: all of our models get better and better to work on what is the biggest
[14:34] SPEAKER_02: limitation you have?
[14:35] SPEAKER_02: No, with your chemistry as well as your physicality, movement patterns.
[14:39] SPEAKER_02: And then how do you build specific things you can actually do on your own,
[14:44] SPEAKER_02: right?
[14:44] SPEAKER_02: At home, in the comfort of home, so you actually would do it.
[14:47] SPEAKER_02: And it actually to do it to make sure that these things are
[14:51] SPEAKER_02: preventing the future, right?
[14:52] SPEAKER_02: As you're even looking at on the diabetes size and sugar levels, right?
[14:57] SPEAKER_02: So, a great little research by one of the UHM,
[15:01] SPEAKER_02: or work with the UHM as well.
[15:03] SPEAKER_02: And it should be health, networking, Dr. Dinesh,
[15:06] SPEAKER_02: Sharon, and his crew that runs the Toronto.
[15:08] SPEAKER_02: We have, they actually looked at your blood sugar and
[15:14] SPEAKER_02: how just doing a couple sets of squats throughout the day affects your blood sugar,
[15:20] SPEAKER_02: you know, A1C levels.
[15:21] SPEAKER_02: And significantly lower in that double blind study for those individuals
[15:24] SPEAKER_02: who can just break up their day, you know, just to do a couple of squats.
[15:28] SPEAKER_02: Yeah, like simple movement patterning and those things come all together to
[15:34] SPEAKER_02: we'll solve a problem. But figure out what that problem is for you first.
[15:37] SPEAKER_02: And then that's what kind of we start with that conversation and assessment if you want.
[15:41] SPEAKER_02: And then from there, build a plan and strategic plan to get to that next step,
[15:44] SPEAKER_02: incremental goals to get there.
[15:45] SPEAKER_02: And don't throw everything at them first.
[15:48] SPEAKER_02: Like one stops, small step, and win there.
[15:51] SPEAKER_02: And then slowly incrementally, don't trust.
[15:53] SPEAKER_02: And then overall, if they get better, they feel better,
[15:56] SPEAKER_02: the energy level goes up, less pain, you know,
[15:59] SPEAKER_02: you're mentally more potentially, functionally better, right?
[16:03] SPEAKER_02: And then, and then, you know,
[16:05] SPEAKER_02: they can take other steps on the other side, right?
[16:07] SPEAKER_02: From there.
[16:08] SPEAKER_01: Yeah.
[16:09] SPEAKER_01: So currently, I want to understand this.
[16:12] SPEAKER_01: So currently, uh, fixables really focused on people who have pain and getting them
[16:17] SPEAKER_01: out of pain, pain free, whenever that language is.
[16:22] SPEAKER_01: Prevention is the future of what you're talking about with fixable.
[16:26] SPEAKER_02: Like prevention there now.
[16:27] SPEAKER_01: You are there.
[16:28] SPEAKER_02: We have prevention there now.
[16:30] SPEAKER_02: I would say majority people come in,
[16:32] SPEAKER_02: still initially, they, there's some kind of pain point, if you will, right?
[16:36] SPEAKER_02: Just like any other business, there's a problem set, there's a pain point.
[16:39] SPEAKER_02: Yeah.
[16:40] SPEAKER_02: So our main ideal customer personas are one,
[16:44] SPEAKER_02: companies with a lot of injuries, like high injury companies, industrial companies.
[16:49] SPEAKER_02: There's a couple of companies who are working like, yeah, name,
[16:52] SPEAKER_02: but also a couple that are looking at us that are more woke, I guess,
[16:56] SPEAKER_02: and how they do things at work and seeing like the cost of muscle
[17:00] SPEAKER_02: sclerodal at the workplace and seeing a huge return on out this stuff that we're
[17:04] SPEAKER_02: implementing.
[17:05] SPEAKER_02: So high injuries one and the other side, we're looking at more of the work from
[17:09] SPEAKER_02: home models.
[17:10] SPEAKER_02: Like this is huge stimulus.
[17:11] SPEAKER_02: We're from home as well as from work back to, uh, from home, back to work,
[17:15] SPEAKER_02: models and, um, we're doing ergonomic assessments, uh,
[17:20] SPEAKER_02: virtual, getting the right setup.
[17:22] SPEAKER_02: And that does mean like, why do you stuff all the time?
[17:25] SPEAKER_02: That means hacking your station to make sure that you're in a good place.
[17:27] SPEAKER_02: And then we have even programming for that.
[17:29] SPEAKER_02: That kind of points you, you know, a couple of times throughout the day to do a 30
[17:33] SPEAKER_02: second or a minute head, uh, quick little session to work on the head flexors or posture,
[17:38] SPEAKER_02: you know, a chance to prevent these things from getting worse, right?
[17:42] SPEAKER_02: Um, yeah, so we work on both side of things.
[17:45] SPEAKER_02: The harm, the hard physical side as, as well as the prevention side.
[17:49] SPEAKER_01: Got it.
[17:50] SPEAKER_01: So is this, um, it sounds like you're, you have a lot of partnerships with organizations,
[17:56] SPEAKER_01: but I assume this is something that like, let's say I have many injuries.
[18:01] SPEAKER_01: Um, may or may not be true.
[18:04] SPEAKER_02: Um, it's, uh, what should you have mocked at from right now?
[18:09] SPEAKER_01: Right.
[18:09] SPEAKER_01: My stuff, I look like, well, it's, so as an individual though, if I have an injury or I'm interested
[18:15] SPEAKER_01: in prevention, but like you said, pain point is probably going to be I have an injury or
[18:20] SPEAKER_01: many if you're me.
[18:21] SPEAKER_01: And I would like to, you know, minimize the pain that I'm in or get asked a plateau or whatever.
[18:27] SPEAKER_01: I can, this is something I can do individually as well.
[18:29] SPEAKER_01: It's not only for companies, it just happens to be a model that works for both.
[18:34] SPEAKER_02: Absolutely.
[18:35] SPEAKER_02: Yeah.
[18:35] SPEAKER_02: In the Canadian model, yeah, absolutely.
[18:37] SPEAKER_02: You can directly hit us up in the States.
[18:39] SPEAKER_02: You have to be a network.
[18:40] Speaker UNKNOWN:
[18:40] SPEAKER_02: That's a little bit more challenging, but in Canada, like as long as you have,
[18:45] SPEAKER_02: if it's where you can just pay the credit card, you can jump on and do the self-help
[18:49] SPEAKER_02: sessions that are on the preventive side, like posture,
[18:52] SPEAKER_02: burden on the hips, we have that.
[18:54] SPEAKER_02: So there's multi different levels and sessions.
[18:56] SPEAKER_02: You got to like pass one to pass, get the next, you have points and stuff.
[18:59] SPEAKER_02: So you have that.
[19:00] SPEAKER_02: And then if you want to talk to a practitioner, you can start at, you know,
[19:03] SPEAKER_02: fixbow.com with the pH-Y-X, they'd be really, it's a physical fix.
[19:09] SPEAKER_02: So you can start there with a food consultation and kind of walk you through.
[19:13] SPEAKER_02: This is a gift for you.
[19:15] SPEAKER_02: We also want to kind of triage you if there's something a little bit more sinister.
[19:18] SPEAKER_02: We want to also send you to the right place, like back to your family doctor or
[19:22] SPEAKER_02: or back to sometimes emerge.
[19:25] SPEAKER_02: There's some stuff that we don't cover.
[19:28] SPEAKER_02: And but I would say majority about at least 85% of muscle skeletal issues, we do address.
[19:36] SPEAKER_01: Got it.
[19:37] SPEAKER_01: This is, I'm really curious about this.
[19:40] SPEAKER_01: It sounds like you just started with a Canadian focus and has expanded into the US.
[19:47] SPEAKER_02: That's correct.
[19:48] Speaker UNKNOWN:
[19:48] SPEAKER_02: And what in the UK was starting with this wall?
[19:50] SPEAKER_01: But so I am curious what has, because the audience for this podcast is a lot of entrepreneurs,
[19:57] SPEAKER_01: who at some point might be interested in expanding out of Canada or going to other countries,
[20:01] SPEAKER_01: what have been some of the lessons that you've learned in doing that or challenges you've faced?
[20:08] SPEAKER_01: Maybe you weren't aware, because I think sometimes we're like, we know there's going to be
[20:12] SPEAKER_01: challenges, but there were not really clear on what they actually ended up being.
[20:18] SPEAKER_02: You know what?
[20:20] SPEAKER_02: I think one of the key things is make sure your foundation's good.
[20:24] SPEAKER_02: Like all the most that you have are very scalable.
[20:27] SPEAKER_02: And it's okay to say not yet for those opportunities.
[20:31] SPEAKER_02: And I would say we felt false about it.
[20:34] SPEAKER_02: And we started too early in the States.
[20:37] SPEAKER_02: And we didn't get enough partnerships there.
[20:39] SPEAKER_02: It's a kind of land, land around running.
[20:42] SPEAKER_02: And you know, we did in a sense of like market research to figure out the need and understand
[20:47] SPEAKER_02: the system. But look, we were also, we're backed by start of health as well.
[20:51] SPEAKER_02: So they're a big plumber that started who shots in the world and backed by market investor
[20:55] SPEAKER_02: dice in the journey.
[20:57] SPEAKER_02: So we are, we have a good mentorship and presence there already.
[21:02] SPEAKER_02: But we thought we could just jump ship real quick and a scholarship and a failed miserably,
[21:07] SPEAKER_02: to be honest.
[21:07] SPEAKER_02: And it took another try to really get a full way.
[21:10] SPEAKER_02: And now we're creating partnerships with insurers.
[21:13] SPEAKER_02: They're here that are having footprint here as well as footprint there to start with.
[21:18] SPEAKER_02: And then we now we're bridging off to the larger, larger insurers.
[21:22] SPEAKER_02: So it is, it's tempting to go really quickly.
[21:27] SPEAKER_02: And I would just bring back to foundations to make sure you understand one market really
[21:33] SPEAKER_02: extremely well when they're, when they're really, really well.
[21:36] SPEAKER_02: And say no to those opportunities because it's going to screw you on an operational side or
[21:42] SPEAKER_02: it creates a lot of a lot of movement parts when you should be winning at one part and really
[21:48] SPEAKER_02: niche in this one, one part and do extremely well and really win those people over and have
[21:54] SPEAKER_02: those people be your super fans and and and read, read, back.
[21:57] SPEAKER_02: And then you can always go back to those other people.
[22:00] SPEAKER_02: And what's better to say not yet to these people and drive a little phone and come on the way.
[22:07] SPEAKER_02: And then when you are ready, you can always go back.
[22:10] SPEAKER_02: And I bet you, if you're working with like special on the B2B side of things,
[22:13] SPEAKER_02: if you work with one of your companies, I bet you that you haven't moved the needle when it comes
[22:17] SPEAKER_02: down to your topic. Right? So you know, take your time getting there, win out a market, see how you
[22:22] SPEAKER_02: can duplicate in a similar market and then link those from there.
[22:26] SPEAKER_01: Yeah, I think that's great advice. I think it's often really tempting to go fast.
[22:30] SPEAKER_01: And you can end up being spread too thin as a result if you're not really careful.
[22:36] SPEAKER_02: Absolutely. I told you.
[22:38] SPEAKER_01: So before we wrap this up, I always ask the question, is there anything that we didn't get to or you want
[22:43] SPEAKER_01: to emphasize as, you know, before we, as we get to the end of the conversations or something
[22:49] SPEAKER_01: you're like, we need to talk about this still or that we don't ignore how important this piece
[22:56] SPEAKER_02: of information was. I think I think you alluded to it all in the period of your own wichetting.
[23:01] SPEAKER_02: I think in regards to leadership and real estate culture, I think also in regards to governance.
[23:09] SPEAKER_02: Right? So for those, those of you guys, you know, starting out real early and you have a small
[23:15] SPEAKER_02: crew around you, make sure you take your crew and make sure as you grow, you drive that cultural
[23:22] SPEAKER_02: piece from the beginning and have those components of not just growth and growth and growth and
[23:28] SPEAKER_02: have it said, you know, kill it to making sure your current operations and foundations are good.
[23:34] SPEAKER_02: And, you know, I felt, I fell straight to that as we're as we were going. And, you know,
[23:38] SPEAKER_02: early on we lost a lot of people, different type of people. And we have to, especially now,
[23:43] SPEAKER_02: be, you know, the hiring friends you right now be very, very difficult. I would just make sure
[23:47] SPEAKER_02: you watch your own crew and people make sure they are happy in regards to where they are.
[23:53] SPEAKER_02: And that comes from you as founders and you got to lead the way and making sure, like, being a founder
[23:57] SPEAKER_02: just does not mean growth. That means good foundational growth and incremental growth that you can
[24:03] SPEAKER_02: sustain and be able to now, you know, really, you know, build from that and hire really great people
[24:10] SPEAKER_02: along the way. And then your people will tell the other people, the new people, how great this is
[24:15] SPEAKER_02: to grow. So, you know, as you go from zero to one, I would make sure that those, that government
[24:22] SPEAKER_02: and those small pieces are there and, and, you know, build it into your overall culture as you're,
[24:27] SPEAKER_01: as you're scaling the product for your shows. I love that. I think, listen, I, my biases towards
[24:33] SPEAKER_01: leadership and culture. So, I always appreciate it. I think on leadership and culture, and I think that,
[24:37] SPEAKER_01: you know, what you're saying is, is really true. It's not just what you do. It's how you do it. And
[24:41] SPEAKER_01: that how can be really hard for founders, especially as they are growing or in those early stages,
[24:47] SPEAKER_01: to be mindful of because there are so many things you're trying to be mindful of, but the how
[24:51] SPEAKER_02: matters it really does. Absolutely. And get the help. It's okay to say, I need help. Being a CEO,
[24:58] SPEAKER_02: being at the top is so lonely. It's extremely lonely. And it's hard to ask for help because you
[25:03] SPEAKER_02: want to seem like everything is all good, but get dementia-shed. I sit on two, two forms for this
[25:09] SPEAKER_02: purpose and have good advisors to really rip me apart, right? And you need it sometimes. And then
[25:16] SPEAKER_02: and try to take this where the mindfulness comes in and work on your meditation. Be a little
[25:22] SPEAKER_02: in mindful, not reactive. And looking back to see what are the things that you're actually missing.
[25:26] SPEAKER_02: If it hits you a couple of times overhead, and you're still not getting it, then maybe there's a
[25:30] SPEAKER_02: bigger problem in mind that you get your head on straight to make sure that the whole ship is
[25:36] SPEAKER_01: moving well for. Yeah, yeah, that's great. I really appreciate that insight in you sharing that.
[25:43] SPEAKER_01: So I want to thank you very much for being on the show today. It's been really wonderful to chat
[25:48] SPEAKER_01: with you and get to know you a little bit. So thank you for your time, Jim. I appreciate it.
[25:54] SPEAKER_01: Thanks for having me. Absolutely. And to all the listeners, thanks for listening to Canada's
[25:59] SPEAKER_01: podcast. Like, comment, and subscribe to all our channels to get the latest podcasts from
[26:04] SPEAKER_01: entrepreneurs across Canada.
[26:08] SPEAKER_00: The Silicon Family Bank team in Canada can help you take your next step. I'd
[26:13] SPEAKER_00: like to talk more about the bank that has nearly 40 years of global experience supporting venture
[26:18] SPEAKER_00: backed tech and life science companies and their investors. We're in Canada to help leading innovators
[26:24] SPEAKER_00: reach the next stage faster. Visit www.svb.com slash Canada slash connect. Take your next step with
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