Dental Unscripted | Getting into Ownership and Practice Management Insights

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Hey.
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Welcome to Dental Unscripted,
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where Mike Dinsio and Paula Quinn break down the practice ownership journey one episode at a time.
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Starting up, buying, and running a successful dental practice.
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All right. All right, guys. Welcome back to another episode of Dental Unscripted. We are in the middle of Shark Bite Week,
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BYT, and it's uh a week jam-packed of uh all kinds of cool technology that's
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impacting the dental industry. Um we've had some incredible interviews. um we
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see a lot of crazy things happening right now and it's only going to get crazier and so we thought, hey, let's
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just jam-pack a week full of um interesting and cool companies that are
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uh leading the way. And so, thanks again for joining. I'll just remind you to
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like, subscribe, you know, follow all the things. We're on YouTube if you like to see our faces. Um Paula told us uh
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this morning that she washed her hair. So on YouTube we can special day. It's a special
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it's a special day. So please join us on YouTube to see Paula's amazing hair
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today. Um you know I I will say you know the ratings matter. So we we do this
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on our own time. It doesn't benefit us uh in any way other than just giving you guys great information. So just like
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about the vote. Should we be telling people to Yeah, they could they can vote. I I don't have all those details, but
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there's there is a there is a thing going on where we would love uh love your vote. But um but but to to keep
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this this thing going um Paulo, why don't you introduce our guest and uh tea
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up this uh this episode of Shark Bite Week? Yeah, absolutely. Usually when I do this, I do the whole sales pitch on
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accident because I love these companies so much that we have on here. Um, so
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today we have a senior partner executive Jared Pov with Pearl AI. Uh, one of my
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fave technologies. Um, we'll have to tell the story of when it was not my
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favorite technology. Um, but now that I know everything about it, I absolutely love it. um you know there you know it
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everything from you know case acceptance to to confidence for dentists and we'll
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get into all that and Jared knows much more about that than I I you know being a clinician myself you know learned to
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lead read X-rays old-fashioned way I've been in dentistry for 35 years and when
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I uh first heard about this technology Michael you'll have to tell Jared the story we did not share this but I'm
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sitting here thinking I I know how to read an X-ray I've been reading X-rays for a really really long time. Even on the view box to the, you know, the the
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going in and developing them myself. I was so proud of, you know, that X-ray, not only did I open the contacts, but
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then I went in and developed it and brought it out, you know, and it's it's just the right density and everything.
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So, you know, when this technology came along, I'm like, what? They ain't got nothing on me.
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So, Michael, why don't you tell the story to Jared real quick of the first time you were like the dentist remember
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from Texas that was on the trade show? No, Jared, it was it was an amazing uh
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conversation and experience for me. So, so we're sitting at a trade show boo like we're doing a trade show.
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By the way, I'm clinical. Michael is not. So, I've got the 35 years clinical. So, go ahead, Michael.
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Yeah. So, so we're talking to this doctor and of course he comes to us not making as much money as he as he wanted
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to or would would like. And I'm talking to him about his financials constantly
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and just trying to help him with that. And um he calls me one day and says, "Mike, I went to this seminar." And this
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is like in the early days of Pearl Pearl AI. I don't know how how many years have you guys been out there? Uh we started
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in around 2019 2020. Well, I mean it's it's around there.
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Okay. So it's like maybe 2021ish. Okay. And and I don't know anything about your
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company. And so so he's like I didn't either. Yeah. Yeah. And and so so we're so he
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went to this seminar. He's like, I'm going to sign up. I got to sign up now because they're offering this sweet deal and I got to take it. I'm like, well,
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what's it do? And he's like, well, it reads X-rays. And I'm like, I can't I don't even know how to have this
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conversation. So, I passed the phone to Paula. Paula's the clinician. She's the clinical coach. And so, um, and I'm
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thinking exactly uh what she's about to say. So, she gets on the phone with the doctor
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and I hear her talking in the next booth over and I hear her say, "Um, meanwhile,
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I just took a drink of water." Okay. Just took a drink of water. And I hear her in the right over there say, "Well,
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doc, I don't understand. Can't you read an X-ray? It's like the most and I just shot water
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all over the booth. I just And it was just amazing. But here we are full
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circle, right? So we're like you can't live without Pearl now. Yeah. Exactly. So So Jared, that te's
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you up for like why all the dumb people out No, just kidding. We're not calling anyone dumb.
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all the people who don't fully understand the capabilities and potential and what this actually can
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provide to them as a clinician in their practice and for the patients. Right. So, Sure.
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Jared, what do you think the number one thing Well, tell us a little bit about the company. We haven't even No
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one knows what the hell you even do yet. Yeah. Um, founded by dentists. uh the
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president of our company actually this is his second AI company so he he's done this before he knows exactly how to you
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know get it going his first company really high level read images off of
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social media campaigns like for advertising purposes and so his dad's a dentist
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and he went to him and was like wait the one collecting all my data is that what you're saying
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yeah exactly and he essentially said hey look uh you read images all say I my AI
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can there's got to be something here that we can collaborate on and a couple years later Pearl is here.
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That's crazy. So, and why the name? What is there a significance behind Pearl?
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No, that's a good question. Uh because I didn't know either, but it's as basic. Once I say it, you'll be like, "Oh, yeah. It just makes sense. It's
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your pearly whites." Oh, okay. Makes sense. Okay, that makes perfect sense. So you guys
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are like on the you guys literally were on the bleeding edge of incorporating AI into software. Like I I can't think of
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too many AI. I mean I'm sure there was definitely a lot of like development going on behind the scenes 19 2020 when
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COVID happened but you know right now it's just on fire. Like AI is just on fire. I was just watching the news and
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there's this like US China war on who's going to win the AI battle and I'm like
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holy holy What is happening right now? So like it's gone from zero to like
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crazy right now. Um you guys are one of the first. Yeah, you're one of the first. So So okay, so a doctor can read
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an X-ray. But can why does this make sense? Go Jared.
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Why does this make sense? You know, I think Michael, you and I could probably associate this a little bit better than Paula. Uh just because
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when we look at your stereotypical X-ray, what are we looking at? Right? Like I I
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always just trusted my dentist like, okay, sure, there's good gray, there's bad gray, like it's all gray to me,
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right? And so for those that are online, the image behind me is exactly what the AI can do.
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I was about to be proud of you for having that image up there. Wow. It uh it'll color code the pathologies
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that it sees. It'll outlay the anatomy of the teeth. So to specifically answer your question, why Pearl? Well, it's the
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best patient facing teaching tool ever. I had a doctor a couple of weeks ago and
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she was telling me that she has like a 3D tooth model printed and it's sliced,
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right? And so she was like, "Here's your enamel. Here's your dentin. Here's your pulp." Like she would carry this around
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and she's just like now when she uses Pearl, her patients are like, "Oh, those are my teeth." Right? There's a lot more
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buy in with the patients as opposed to them looking at a model or black and white images.
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Yeah, I love that. And I also So you I love that you led that an you you led
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with an answer from the patient's chair or the patient's perspective. I love that you did that. Um because you're
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right. We all have thought about it. Us ex Okay. Yep. I see it. No, I don't really.
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Yeah, exactly. Like a non dentist dentist, a non-dental person is just
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trusting their their dentist and um and we I can't say we all, but there's a lot
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of patients out there that might visit a DSO or something and and they don't have a relationship with that patient. I'm
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picking on the DSOs. There may, you know, lots of volume or just a lot of associates turning
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over whatever your situation is. And so the patients just doesn't don't have the trust. And this is a second opinion
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for that patient. Is that is that what I'm hearing you say? Yeah. Our the the software that's behind
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me is like our our first or base level and it's called second opinion. Uh that's exactly what it does. And and
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I knew that. Did you know that, Mike? Of course I knew that. Ah, thank you for the thanks for the plug, Ben. Love it.
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Paula Paul is in the mood to just call it out. Um, so what I loved, so going
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back to me calling the doctor out and basically calling him stupid or
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something I feel like now. Sure. I I, you know, working with especially young dentists, we do a lot of startups,
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a lot of acquisitions, first-time buyers. I think it's less about being able to read it and a lot about having the
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confidence to say it. And tell me a little bit about I can only assume that
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part of this is that it's it's like not only do I see it it's being marked and
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AI sees it as well. So that second opinion isn't just for the patient, it's also for the provider to to have the
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confidence to to not be questioned by the patient maybe
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as much. having having more people say yes so they don't feel in front of their
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team like I digging isn't doing it. I get a lot of young docs that you know
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are either you know associates in a practice that you know they're they're following behind this guy that's been
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doing it for 20 years. You know they don't want to say and hygienists are the same way by the way. So I'd like to
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talk on the hygiene part too. I know I'm jumping around, but I will go back to it because I feel like a h a lot of
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hygienists don't want to diagnose or co-diagnose, have conversations, tee it up for the
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dentist. So, can you speak on that confidence level? Maybe I don't know if
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you have statistics or anything to back it up. You don't have to. I'm just throwing it out there.
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Yeah. Statistically, a doctor's going to see about 37% more. uh I kind of phrase
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it as they'll see it sooner, right? And so there's been a move throughout dentistry where they're moving towards a
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more conservative type of approach as opposed to just drill and fill everything. Now they just want to
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preserve the tooth as much and as long as possible. And so as an example, incipient lesions, the AI can see that
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years before a normal human could. You know, even a a trained 50 in the
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practice 50-year dentist, the AI can be years ahead of that. And so it's just more of a combo when they're working
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together. It's better, more efficient, more effective. My favorite story
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actually is kind of the reverse, Paul, of what you were saying because of course the younger generation loves
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technology. Like I always say, I can't wait for the students to graduate because they've been using AI forever.
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Um, but I was at a convention like what Michael was saying and it's just hopping. It's always busy. I have a lot
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of vendors that say, "If we see Pearl, we know this is going to be a big show, right? Because Pearl is here."
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But a a h a father and a son team practice came up to me and I totally
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stereotyped. I was like, "The dad is using a typewriter, dipping the images like Paula, right? And the son is going
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to want it." But it was reverse. The dad was just like, "Hey, I'm so tired of him
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coming and tapping me on the shoulder every five minutes. Hey, will you look at this? Can you confirm this?" He's like, "Pearl is going to fix that for
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me." Oh, wow. That's cool. Yeah, it was a good learning experience. Yeah. Well, I I'm just I I I I maybe I've
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heard a a presentation once or twice. Um but but my my thought is is like what
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what really resonated with me was the the the shades of gray, right? Human.
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Could can you talk about that? Because in my mind, like that really hit home
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for me personally, you know, even seeing a dentist. I've gotten to totally two
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conflicting diagnosis from two different dentist. One from one from an ultra-conservative dentist and one from
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uh arguably very aggressive, more aggressive. And so like I almost
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sitting in that chair thinking, well gosh, like I'll listen to the computer instead, right? and and it's only what
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your eyes can see. And so, can you talk a little bit about how that shade of
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gray matters and it it almost takes the emotion out of that conversation? to
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Paula's point, by the way, like it would be nice if we could get some consistency in the industry where
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if if if we bought a practice um and someone's more aggressive or
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conservative, whatever, this this model just kind of eliminates that concern from an acquisition's perspective. So,
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anyways, I'm just kind of bouncing around a little bit, but but tell tell us a little bit about the eyes and and
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how that and what that looks like. No, that's uh really powerful and that's one of our common themes is the shades of
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gray, right? Like if I'm speaking, I'll typically say, "Hey, we're going to talk about different shades of gray, right?"
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And people kind of perk up if they're fans of that book. And it's just kind of a good way to warm up everybody. Uh but
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yeah, Michael, you and I, if we look at an X-ray, we see probably 30 different
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shades of black and white. If Paul is looking at it, it's going to be between 40 50. A dentist is going to be between
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50. Unicorn dentists are about 70. So right there it kind of tells you the
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differences of literally why a patient can't see everything that a dentist can
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see because their eyes are just trained differently. And and a dentist can see almost twice the amount of shades that a
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that a their patient can. The AI can see about 130 times the amount of shades of
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black and white that a dentist can. So it's able to just see on such a small
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scale that it's able to differentiate is this cervical burnout or is this actually decay. That's where it kind of
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can pick up those incipient lesions as I said years before a human would be able to see it.
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Wow. Yeah, it's pretty that's pretty cool. Um well, do you have any statistics or how
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like I mean I mean your your company's called ProAI, right? So, you're using AI
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somehow to to throw out, you know, what you you guys are seeing. Um, so it's literally
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the epitome of shark bite week. Um, c can you do you have any statistics on
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practice performance? I mean, you guys have been around for a minute. I'm sure
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uh someone that incorporates this fully into their practice, I'm sure you've seen some some great things come out of
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those results. Do you have anything to share? Yeah, I actually was on a a So, what
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most of our sales reps do on a day-to-day basis is Zoom meetings, right? Somebody saw us somewhere, they
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expressed interest, we'll jump on a Zoom meeting. And earlier today, it was so fun because yesterday I I demoed a
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doctor. He loved everything top to bottom. He said, "I just want to make sure my team is going to be as bought in
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as I am. Can you demo them tomorrow today?" And so about an hour ago, I just finished that. And it was so cool to
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just hear from front office assistant, hygienist, and then also the doctor
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blown away at everything that Pearl would was able to do to streamline the effectiveness, help put everybody on the
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same page. Uh statistically those are difficult because you you
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would have to rely on like really really good data and as you guys know as consultants sometimes offices are just
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you know hanging on as tight as they can by a thread and so the data is if it's there we're able to process that on
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average if a doctor or an office incorporates Pearl full steam everybody's on board within the first
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month they're going to see about a $9,000 jump in production 9,000
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real quick Jared I I know what you mean but explain what you mean with with them
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if if the data is there so a lot of t so a great example is you
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know if we meet with a doctor and they're just like yeah I have a great case acceptance well what is it
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right they they don't know do you track it do you have a software to track it and they're just like no I just know my
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patients trust me Right. That's the variables that we love that one.
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Yeah, exactly. What about what about X-ray protocol in general? I thought that's where you were
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going because you guys do scrape history, right? You scrape um that's what I love with I think this
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is beautiful for acquisitions because it can literally go back and look at I mean you
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know better than me x amount history of data. How long has that decay been there
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and nobody's fixed it, right? So, our our platform will what we call
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practice intelligence will go back 18 months and scan every x-ray of every patient that has been in the past 18
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months. The next step of what it'll do is kind of categorize what it finds and
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then do a chart audit. Right? So if on my X-rays it finds a decay on number
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three, it's going to go and read my file and if there's no codes in the ledger to say that it's been diagnosed. So
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obviously nobody's been working on it, it'll flag it. So when they look at my
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name on the on the schedule, it'll say, "Hey, there's some undiagnosed carries on Jared. Get in here and take a look at
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it." Right. So before yeah before I even show up that the entire team would know here's why he's
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here. Also there might be some opportunities doc take a look and then it's just kind of steamrolls from there.
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So and can it pull an unscheduled list to fill future appointments or does it have to be somebody coming in
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like can it can you pull a list of just all the decay that's unfound and you can
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call on those patients and try and get them in. Yeah. So you could run a quick report. Uh the office that I was on an hour ago,
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they they're Dentrics and they're just like it's impossible. You have to click like 50 times to find out who needs a
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crown, right? And so with Pearl, it's literally two clicks and you get a list of everybody who has an unscheduled
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crown. So go ahead. No, I love that. This is a front office's dream.
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Exactly. Right. So, if they get a cancellation of a crown, their worst nightmare is trying to be able to fill
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that dollar per dollar. Well, with Pearl, in two clicks, they can have a list of every patient that has an
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unscheduled crown. I love that. Well, I I mean, we we talk a lot about front office and like even the back uh
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on auditing your day and being prepared for your day and pulling opportunity
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in where there's opportunity. And that could be billing, collecting,
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scheduling family, wishing people happy birthdays, all kinds of really good, really good stuff. But to like add the
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element of, hey, there's some like treatment waiting for
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you to just pick up like, dude, that's next level. I But what's great about Michael, what's
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great, and I know I think it's what you're saying. I just want to make sure the listeners are hearing. It's not even
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like we're all we can do as as front office hygienists people in professionals in the practice is look at
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what's unscheduled based on what's been diagnosed. So we look at the treatment plan. This is next level because it's
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ripping through the last 18 months. If doctor missed number three, DO D buckle
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whatever this is saying, hey, this not only is an
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opportunity, but it it was undiagnosed. So, it's even adding more to the
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treatment plan opportunity than just what I already said was on there that patient hasn't done yet. Do you know
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what I mean? I don't know. 100%. Yeah, 100%. And I I'm just like
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thinking, man, like I remember a consultant told me when I was getting
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into consulting. It wasn't me. I did. And I No, it wasn't you, Paul. It was before you. I know not not
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everything comes from you, but um she said to me, she's like, "It's all about
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the schedule. It's just all about the schedule." And I'm like, "What are you talking about? I came from banking. I'm
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Let's look at the profit and loss. Let's cut costs. Let's do some marketing, get more bodies in, whatever. But the more
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and more and more I get into this industry after so many years I've been in already, it is all about the front.
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We could provide the front office with so many amazing tools like Pearl AI,
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like the phone stuff we've just talked about, like dental intel we talk about all the time, so many things to help
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doctors be more productive. um if if the if the schedule isn't
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productive you with technology, it's like what what are we doing here?
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How how's this how's this not blowing up these practices, right? Um yeah,
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I I I have another question for you, Jared, just because I'm sure you've been asked this. I mean, obviously I have my
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opinion and but it has to be a question you get asked like how accurate is this?
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Can I rely on this? this is AI like is it you know what I mean like can I
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trust this? I'm sure both from patient and provider you you get these this
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question. I figured that's what you were going to say as you were teeing it up. I'm like here comes the accuracy.
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Well, it's policy is it is a good question. It's a good fair question. Uh I'm a data geek and so I I
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try and pull my geekiness back because sometimes it makes people kind of glaze over. Uh, the short answer is the AI is
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much like a human. The better the quality of the X-ray, the better it's going to be able to see what's going on
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there. So, cervical burnout, overlap, angulation will trigger some false readings.
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Uh, my personal dentist here in Utah uses it and and he he was like, I'd rather know something might be there as
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opposed to miss it. So, if if there is a false reading, he he doesn't let it slow
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him down, which I I love that feedback. Uh there was a study for people that are
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kind of data geeks like myself. UCLA uses Pearl. Uh they and they're
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obviously in their dental school and they did a study independent of us. We didn't fund it or anything. And they put
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their fourth years reading some FMX up against Pearl. And the fourth year
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students were about 50 53% accurate. According to their processes, Pearl was
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94% accurate. So, it's you're going to get a great tool. Wow. Yeah. I guess my question to Paula
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would be, how accurate are your dentists? No, great question. Fair enough. But I
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want to ask the other end of that now because we we did a a podcast recently
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and we were talking about AI technology,
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how it might make some people lazy. And lazy is the only word I can think of.
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I'm sure that's not the appropriate word where we're 100% reliant on this stuff
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and we forget, you know, we went to school for this and this is a technology and it's there to support you, not
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necessarily do your job for you. Um, any words of wisdom on that or or even just
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thoughts on that. It can be inappropriate, whatever.
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I don't mean it that way. Yeah, it could be inappropriate, dude. It is unscripted.
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Back your thoughts. Like it might not be you're like, you know, I'm just I just call them lazy. You know what I mean?
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I want to hear your perspective. Have to be politically correct. Like
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perfect. I've got a vivid imagination. So now I'm like derailed here.
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That was Michael. He started that H um becoming lazy. I think it's a great
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question. It's something to be aware of. I think it's it's dependent on obviously
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the user and their staff. You know, I had a dentist tell me, "I thought I did great restorations until I got a great
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hygienist, right? And the that hygienist was kind of like that backup like, uh,
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you missed this or finish this or whatever." Yeah. Exactly. And so for for him,
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that's how he appreciated Pearl is he was like, "This is my new great hygienist. that's going to help keep me
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consistent. I always say trust but verify. If you see something on Pearl, obviously go in
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and do your due diligence. Incorporate, you know, the oral history of the of the patient and things. Are they drinking
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battery acid or do they good have good hygiene? You know, those types of things. Um, so because I'm aware of of
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Pearl will trigger some false readings, I I think it's my due diligence to let
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the doctors know, trust, but verify. Well, it's kind of like back in school when you got a reference. You didn't
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just get one, right? You didn't write a paper on one reference. You had to have multiple chat GPT. If it spits
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something out, you better verify it. Google, you know, was that Wikipedia? Everyone got really afraid of that
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because you know what I mean though, you no matter what it is, you you should
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backtrack, you know, because because definitely So, I guess the same advice for AI is it's it's amazing. It's a
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great support. Like you said, trust it, but verify. So, well, we were talking about those
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Zenials on the the last episode, and it it would be really interesting to see
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like what the Zenials will be a as dentists using all this technology
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and then what that next generation dentist is going to be like. And it's like, will they
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will they verify? Will they Well, it's it's like will they verify? I don't
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know if you Well, they need to they might not. If you've ever talked to like a Zenial or someone I don't know if there's
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younger right now yet, but like they'll be like, "Well, chat GPT says, "Well, chat GPT. It's like what are we talking
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about right now?" Like, like are you do you even question what's being spit out right now? So, right.
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Like it. So is is Pearl AI going to Is it going to eliminate the dentist's
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brain? I mean, I like you don't do any of the treatment planning anymore. You
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just do the work and we're going to have this robot diagnose you real quick. Like who know who knows where dentistry could
29:25
be in 10 years. You know what I mean? Exactly. This is a great This is Well, I'd love
29:30
for Jared if there's anything we're missing. I was going to say it's a great tea up for your last question, but I
29:36
think if there's anything um you want to bring to the listeners attention or
29:41
Michael's and eyes about Prollei that we may have missed or didn't touch on, we'd love to make sure that gets out there.
29:49
No, I think it's it's been great. Uh I I always just echo, you know, everyone
29:54
that I I sell to that has used another platform just appreciates the build and
29:59
the user interface is what we call it. Uh it's easy to use and the reason is is it was built by dentists and hygienists
30:06
right based on their real world experience. Um so many times I'll I'll get a dentist office manager hygienist
30:13
that says, "Oh my gosh, this is exactly what I've been begging for. I just didn't even know this existed." Right?
30:18
So it's really really fun um to to put your you know jump in in the corner with
30:24
a company that was built by dentists, founded by dentists, directed by dentists. Our clinical directors are all
30:30
practicing dentists. I'm assuming you have some training for both the dentist, the team. You you all
30:36
provide some of that. Yeah, we we have a a few avenues of training. Uh when we first started, we
30:43
were doing like literally everything is one-on-one. Everybody's got to get together on the same, you know, Zoom
30:48
link, same day, same time. And a lot of our offices, surprising to me, said this is almost impossible, right? And and
30:55
Paula, you know, well, both of you know, dentist offices can get screaming a million miles an hour. So, we moved to
31:03
what is mostly used as like pre-recorded training videos that we send. And if for
31:08
some reason they have somebody that just struggles and needs some one-on-one attention, they can book a one-on-one.
31:15
All of our trainers are former hygienists and office managers, so they speak the language perfectly. Uh, and
31:21
it's all part of their monthly subscriptions, too. It's not like an upcharge because they need a little bit more help.
31:26
Yeah, that's great. That's great. Well, Jared, just to kind of put an explanation point to the to
31:32
the um to the episode, we're asking all of our shark uh all of our sharks this
31:37
week. Um you know, it doesn't even have to be part of Pearl Pearl AI. It it's
31:43
just you guys exist in the in the AI and tech world, software world. Um where
31:49
what do you see? You go to these trade shows, you talk to smarter people than us. What do you see
31:57
in the next two to three years, short period of time, how do you how do you see AI changing
32:04
our industry in a in a very short period of time between now and let's just say
32:09
two years? What do you think's the one thing or a few things that you think is just going to blow blow our minds and
32:16
really change our industry? Yeah, I love that. Uh, I reference maybe
32:22
thinking of AI as like spell check. You know, my wife's name is Christa C R Y SA. Almost 100% of the time when I'm
32:29
typing her name on my phone, it changes it to Crystal Stole, right? It's going to make mistakes, right? But for the
32:35
most part, spell check is amazing. Um, and I read Yeah, me too. Um, I read
32:43
an article that summed it up and I I steal it so I wish I could say I thought of this, but it was by a dentist saying,
32:49
"What will AI do to the field of dentistry?" And he closed his article, you can find
32:55
it on LinkedIn, uh, by saying, "Dentists will never be replaced by AI.
33:01
Dentists using AI will replace those who don't." That's what's going to happen in
33:06
the next couple of years is because they're going to be faster. They're going to be more efficient. Oh, say that
33:12
again. They're gonna be faster, more efficient. No, dentist.
33:18
Dentists will never be Dentists will never be replaced by AI.
33:23
Dentists using AI will replace those who don't. I like that. It's true. I can I can see that. I I I
33:30
think that goes for a lot of us. Um, we've been reading a lot of things about
33:35
consultants and uh any service provider for that matter. I'm getting I'm getting uh Instagram
33:44
algorithms on replacing bookkeepers with AI. I mean, it's it's it's really
33:49
fascinating and those that don't adopt will die. I think that's where that
33:55
article is going. And I think you're spot on. Uh I'm thinking about going to get my plumbing license uh this
34:02
weekend. So, um get over here because I got a lot of issues.
34:09
That's my That's my game. $10,000. You know what I mean? It's where the money is. Do it. But But if you don't have a plan like I
34:16
do, uh figure it out. Either start adopting and using it um or or become a
34:21
plumber with me. So without that w without without uh w with with anything
34:27
else, uh Jared, let's close this thing down. But we really appreciate your time and your thoughts and uh we love your
34:34
company and your technology. That's Yeah. Thank you. It's been a pleasure. Thank you very much.
34:40
All right. Yeah. Have a great day. Thanks so much, Jared. Talk to you soon. Bye. Bye.
34:54
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35:04
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