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Partnership and Recruitment

219 Considerations for REI Fellows' Career Design with Dr. Morgan Wilhoite

DISCLAIMER: Today’s Advertiser helped make the production and delivery of this episode possible, for free, to you! But the themes expressed by the guests do not necessarily reflect the views of Inside Reproductive Health, nor of the Advertiser. The Advertiser does not have editorial control over the content of this episode, and the guest’s appearance is not an endorsement of the Advertiser.


What trends are young REI doctors interested in?

What do fertility practices need to consider when recruiting first year Fellows?

Dr. Morgan Wilhoite, a first-year REI Fellow, provides insight into her career focus and how she's shaping her Fellowship experience to align with her goals.

With Dr. Wilhoite we discuss:

  • Her areas of learning interest during Fellowship (Valuable for clinics to see the trends for young REIs)

  • The resources that all Fellows should be consuming to prepare for their ideal careers

  • Why Privademic might become the default model for young REI career preferences

  • Advice for clinics looking to recruit young fertility doctors (How to be ahead of the hiring curve)


Dr. Morgan Wilhoite
Instagram

Transcript

[00:00:00] Dr. Morgan Wilhoite: So it's almost like when you are in kindergarten and you look at the fourth graders and you're like looking at what they're wearing and what they're doing. And it's like, I want to be like them one day. That's kind of how the first year fellows I feel like are, are treating this process. We're looking at the third years who are, again, I'll use my analogy, the bells of the ball.

They're getting recruited, they're getting job offers, they're signing contracts. It's super exciting. You're living kind of vicariously through them. 

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Announcer: Today's advertiser helped make the production and delivery of this episode possible for free to you. But the themes expressed by the guests do not necessarily reflect the views of Inside Reproductive Health, nor of the advertiser. The advertiser does not have editorial control over the content of this episode, and the guest's appearance is not an endorsement of the advertiser.

[00:01:22] Griffin Jones: You're welcome, people who are trying to recruit fertility doctors. I got a little bit ahead of the curve for you. I went out and found a sharp, engaged, first year REI fellow. And I asked her about how she's trying to influence her fellowship to design her career. Dr. Morgan Wilhoite might be a focus group of one, but pay attention to what she's paying attention to.

And if you're an REI fellow thinking about what kind of career you want after fellowship, or you're an OBGYN resident who's interested in going into the field of REI, you should pay attention too. Because we uncover advice to make sure that you're getting a proper cross section of people to talk to.

That it isn't just the kindergartners looking up to the fourth graders. To paraphrase Dr. Wilhoyt, we talk about particular resources that you should be consuming to get smart about how you're going to build your REI career. We talk about the particular areas of interest. Dr. Will Hoyt is interested in learning more about and fellowship, which I think is of value to you.

So that you get an idea of the trends of what it is that these young REIs want to work on. And we also talk about why Privedemic might become the default model for young REIs career preferences. Based on Dr. Wilhite's experiences, I give some advice to those that are recruiting young fertility docs, how to get ahead of the curve and not just being a dead dash to the finish when it comes to contract time.

I hope you enjoy this fun, lively conversation with Dr. Morgan Wilhite. Dr. Will Hoyt Morgan, welcome to the Inside Reproductive Health podcast. 

[00:02:49] Dr. Morgan Wilhoite: Thanks Griffin. I'm so excited to be here. 

[00:02:52] Griffin Jones: It's been a while since I've had a first year fellow on the program before. And I've, I've had many different fellows at different points.

Probably most of them have been second or. or third year and sometimes the reaction is like, well, why are you having fellows on? What do they know? Like, what do they know yet? There's a reason why I do it. A couple of different reasons. I think it's always useful just to constantly stay abreast of what it is that people are interested in, what they're up to.

And most of my audience is recruiting. REIs, and there are, they're either recruiting REIs or they're younger REIs that are thinking about the next phase in their career. And, and so maybe you can't advise those folks, but, or maybe you can, maybe there's, maybe there might be a nugget that, that helps them, but it also helps the folks that are thinking about the docs that they want to recruit, that they want to have as part of their team, not just for next year, but staying on the pulse of what the upcoming class of fertility physicians is interested in, I think is important.

And so I'm interested in now that you are, we're recording this in January of 24 where, which makes you halfway through your first year of REI fellowship. What did you set out to accomplish in your fellowship? In a, in a, I'm obviously studying the subspecialty, but like, what did you want to use it to frame your career?

[00:04:18] Dr. Morgan Wilhoite: It's funny that we started out, started out here because when I was preparing for REI interviews, I actually came across My file of all of my video recordings, where I was kind of talking to myself, interviewing myself about how I was going to answer certain questions. And I started rewatching them just out of curiosity while I was preparing for this.

And I realized, you know, I'm, I'm halfway through first year and I'm still relatively bright eyed and bushy tailed when it comes to being an REI fellow. But I was even more so when I was preparing for these interviews, I found myself just All over the place. I was wanting to do an MBA while online while I was pursuing fellowship and wanting to do, you know, the, the reproductive surgery scholars track and wanting to do some sort of a track where I did genetics incorporated into it.

And I, as you can see, I was kind of like all over the place. I wanted to do everything. 

[00:05:20] Griffin Jones: Um, luckily this is when, this is like, as you're applying for fellowships, this is like third year of residency, Yeah. Okay. 

[00:05:27] Dr. Morgan Wilhoite: Yes, exactly. I found myself just, you know, wanting to do everything REI. So it was funny to watch that back now since I'm a year and a half, two years out from that.

But when I now think about what I want to get out of fellowship, I'm really not only wanting to be a well trained REI and with that lately comes with the bread and butter IBF, right? That's what most RAIs are doing, but I am at a program where it's very academic and we are still seeing a lot of Bread and butter endocrine.

So we're doing a lot of hypo hypo. We're doing thyroid disorder. We're doing a lot of PCOS patients. So a good majority of our patients that we see are not actively trying to get pregnant. So I think that I am in a unique situation at this program where we're not just doing a million IVF cycles a year.

We are very busy with IVF, but we're also seeing general GYN and endocrinology. So I think getting out of fellowship, I want to be a well trained patient. reproductive endocrinologist. So I want the full scope of endocrinology and the infertility side of things. Also, I want to, you know, as, as much as I wish I could say, I want to be a full time researcher.

And I listened to your podcast episode with Dr. Devine about private MX. I do want to still incorporate research into my practice in some way. working with residents or fellows, probably more in the private and mixed setting, but you know, it's ever changing and I am still a first year. So I guess to answer your question, there are a lot of different avenues that I want to take to get really just the full scope of REI out of my fellowship.

[00:07:15] Griffin Jones: When did you start to pair back these really broad interests that you had? Like, like, how much do I want to to delve into genetics? Do I want to get an online MBA? When did you start to pair that back? 

[00:07:31] Dr. Morgan Wilhoite: Great question. When I realized that doing all of those things was not not possible. I, I always joke, I need like 10 more hours in every single day.

And you really do realize once you start fellowship that you're not really a master of none, you're a master of one, and you are super specialized in this field, which is one of the things that I love about it. So I'm realizing now the further I get into fellowship that I, I really want to find my and figure out what it is that I'm going to be.

doing on a day to day basis. And unfortunately that can't be everything. Um, that's just not realistic for, for any person to do all of those things.

[00:08:14] Griffin Jones: But when did that happen? Is this like, like after you started fellowship, you're like, Oh, maybe I won't get my MBA right now. 

[00:08:23] Dr. Morgan Wilhoite: Once I realized how busy I was in fellowship, which was surprising, I guess I thought that I would be less busy than residency, but I think I find myself working harder.

More cerebrally than I did in residency probably once I started you might be it's well 

[00:08:41] Griffin Jones: You made so you made an important caveat with cerebrally in that you're not doing the same number of hours Presumably as residency, but you're you might be the first person that I've heard say that I'm working more in fellowship than I did and in residency talk more about that 

[00:08:58] Dr. Morgan Wilhoite: Yeah, so in residency, there's a lot of doing.

There's a lot of checking on laboring patients and actively managing patients that are in the hospital. But in fellowship, there is a lot more thinking that's involved than it was in OBGYN residency. In residency, you kind of react to situations that come at you, whether that's through triage or patient support.

Changing their status on labor and delivery or in the med surg after surgeries, but in REI, it's a lot more planning ahead talking to patients about their future cycles or previous cycles, talking them about their embryos that are currently frozen, working through the things that They feel important for future family building and less of reacting.

So it's, it's more thinking, it's more preparing ahead of time. 

[00:09:56] Griffin Jones: So the fact that you started to, to realize, okay, maybe some of these other things will have to come later. Right now, my focus is going to be on the full scope of endocrinology and fertility. That suggests to me that that was not revealed to you during the, Interview process in the application process.

Why am I inferring correctly? And if I am, why is that the case? 

[00:10:22] Dr. Morgan Wilhoite: I think that when you are interviewing for any kind of a job, you start just thinking of all the possibilities of things that you can do. And I wouldn't say I was misled at all, but I was definitely. You know, just starry eyed thinking all of what the future has to hold and offer.

And it does have those things. You just really have to narrow it down and find a niche because being the person, the go to person on genetics, being the go to person on reproductive surgery, the go to on all things IVF, on endocrinology, on the, the, the. The business side of medicine, it's impossible to do all of those things, but very aspirational of Morgan two years ago when she thought she was going to be able to do all these things in one career.

But it's been kind of fun to see the things that I, that I thought that I could do one day and now kind of see the things that I want to do one day. 

[00:11:25] Griffin Jones: I'm going to put you on the spot with a question that I'm going to start asking everybody when we start talking about this topic, because I wonder if it's time, but what you're talking about really is the, this tendon, the trend that all fields of medicine and most sectors of the economy are moving to where the specialty becomes subspecialty, which becomes subdivided specialty and ad infinitum, right?

And, and so I wonder when We live in that type of world, should we still be having, should we still be sending 18 to 22 year olds to undergrad as a prerequisite for medical school? What do you think about that? I know I didn't prepare you for that. We didn't talk about that at all, but I'm just, I'm curious in, in what you think.

[00:12:16] Dr. Morgan Wilhoite: Love that question. I think about this all the time, actually, because in medical school, let me even go further back. In high school, it's, really hard as an 18 year old to say, you know, I want to be a doctor in general, let alone like what kind of doctor you want to be. Right. So I do think there is a period of growth that going to college and getting a bachelor's degree has, there's perks to that, right?

You, you grow a lot in college, you realize what you want to do. You kind of, live the, the fun part of your life that you never really get back that, that freedom of just exploring. So I think there is a place for it for sure, but there are a lot of years between high school and fellowship where I feel like things could be narrowed a bit.

One of those is I will die on this hill, but fourth year of medical school. Everyone knows that fourth year of medical school, you're kind of just hanging out. You're doing, you know, what you want to be doing. You're ending your year on rotations where you can, for lack of a better word, chill, because you've already taken step one.

You've already applied to residency. You probably already matched into residency. So I do think fourth year of medical school is a little bit overkill. It's kind of a very expensive vacation, so to speak, at least the second half of it. And then you go to residency, and this is another probably hot take on my end, but for OBGYN residency, I spent, you know, four years delivering babies, doing hysterectomies, doing the bread and butter OBGYN stuff.

And Didn't do, you know, any REI besides my couple, my one required rotation and then the additional things that I sought out because I wanted to pursue REI as a field. So I think that OBGYN, Eventually, I know there's been discussions of it so far, but becoming more of tracks into either the GIND track or the OB track, because while I think it's important that I know how, knew how at one point, to deliver a baby, am I ever going to be delivering babies as an REI?

No. And I spent four years. you know, perfecting that skill and doing thousands of deliveries. So they're a long answer to your question that I really, really liked was there's a lot of where places where you can kind of dial back on how much training you need to do this career. Yeah. 

[00:14:48] Griffin Jones: And I'm, I'm, the reason I asked the question, even though it's kind of a bit of a digression is I think it plays into how you're deciding what you want to do next with your career.

And at this point in your fellowship, you decided, okay, I've had to be broader in these different, I had to be more broad in residency, delivering all these babies. I had to have all these different rotations for the. your medical school when I already knew what I was going to specialize in, et cetera, that there is a spectrum of where we need to build a rudimentary foundation for different areas of medicine, but then we might be staying in that rudimentary phase.

for too long and not moving and wasting time where we could be specializing, especially when we need to further sub specialize and then further subdivide sub specialties as the field advances and gets more complex. 

[00:15:52] Dr. Morgan Wilhoite: Yeah, exactly. I mean, I'm full disclosure. I'm 32 and I'm very early on in fellowship. So I'll be 34 when I graduate and I will be looking for my very first job at 34.

And then there will be times in my career where I want to maybe do something a little bit different and further subdivide as you described it. And I could be in my mid forties or even 50 when that happens. And you really spend so much of your life leading up to this career that you've worked your whole life for.

And maybe by that time, your career that you've worked so hard for that you found your niche might only be 10 years after that, if that. 

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[00:18:46] Griffin Jones: Do you think with regard to finding that first job, do you think about it in those terms with your fellowship that I am trying to craft what I want to get out of that first job?

It's going to be the first time where I'm not. Uh, uh, applying to, to residency and getting, getting matched somewhere and fellowship match somewhere. I get to actually have some agency here. Do you think about how you're setting up your, your first job or do you look at, Your fellowship more generally and saying, well, this is what I want to study.

This is the knowledge I want to get. And then the job will come later.

[00:19:25] Dr. Morgan Wilhoite: I think both. I like the word that you said agency there, because this is a weird feeling. I don't know if I would describe it as weird, more just. I've never been in this position before where you're not trying so hard to prove yourself to get to the next step.

You know, all through high school, you're trying to get into a good college. Through college, if you know you want to go to medical school, you're trying to do everything to put you, yourself in a good position to get into medical school. Through medical school, you're putting yourself in that position to match into a good residency, and then through residency, same thing, to get into fellowship.

So there's all these, I like to call it, leading a life of contingency. It's like, I will get to the next step and be happy when I'm an REI fellow. And now I'm kind of at that stage where it's like, okay, I've, I've gotten into all of these things that I've strived to, to get into the place that I am now.

And now I get to really learn and craft my future the way I see it and the way I want to do it. And it's, An odd feeling because I've never gotten to do that before. I've always been trying to do the things to make me look perfect on paper for the job that I eventually want. And now I definitely have to rearrange my mindset to think, Okay, what, what can I do now to put myself into the best position to be the doctor that I want to be, to work at the practice that I want to work at?

Because now it's going to get to be my choice where I want to go and what I want my niche to be.

[00:20:58] Griffin Jones: To what extent is the first year are you able to shape your education to prepare of how you want to To practice in the future. 

[00:21:07] Dr. Morgan Wilhoite: Yeah, so I think I'm I'm lucky at my program because our my attendings It's kind of a close knit program.

We have Three will now four full time faculty and they work really closely with you So you can get out of fellowship what you feel like you need to get out of it to do what you want to do Of course, I'm at an academic program and I wish more people wanted to go into academics and I do and I love it But there are other things of course that I'm interested in and I feel well supported to do that For instance, my program is set up where I?

The first six months, you're kind of learning the ropes from the, what we call the IVF fellow. So you're learning kind of how cycles go. You're doing more of the low tech stuff, ovulation, induction, IUIs, and then you're also rotating through outside, um, services. So for instance, I rotated my first six months through adult endocrine Through pediatric endocrine where I did a lot of Turner syndrome clinics and transgender medicine I did DSD clinic and We do some genetics in there, too And then I was actually told by my program that if I found something else that I was interested in learning more about I if I could, you know make that connection and set that up for myself and it would be helpful for my future career, then I was encouraged to do that.

So I spent a considerable amount of time with peds endocrine because I was very passionate about fertility preservation and those populations oncofertility and then pediatric like Turner syndrome and Coleman's and the transgender clinics. So there were things that I was given a lot of autonomy on being able to explore further.

And I feel very lucky to have had that opportunity in my program. And then once January of your first year hits, you are the IVF fellow for 12 months. So it's you in the, in the clinic every day, doing the retrievals, doing the transfers, and it's less, more structured, less, You get to choose what you do, but to answer your question, there is a little bit in there your first year to get to explore and kind of tweak how you want your career to look and explore that.

But then yes, once you become IVF fellow, it's much more structured, which I think is a good, a good mix. 

[00:23:30] Griffin Jones: Is that to say that in your career, you want to be, you want to either be researching more and more of the latest in endocrine or, or that you want to be focused more on, on endocrine patients as opposed to doing IVF?

[00:23:49] Dr. Morgan Wilhoite: Not necessarily, but I want to have a lot of that background knowledge to be able to do some of those fertility preservation cycles for patients that have like Turner's mosaic or Oncofertility and I think because I was able to explore that so much in my first six months I now have an idea of what that would look like in a future practice taking a those patients and especially the pediatric patient population.

There are some centers that don't do a lot with fertility preservation for the pediatric population for various reasons. So I think being able to explore those different things in endocrine and the different genetic things are, were definitely aiding to the ability to kind of Figure out what I want to do later on 

[00:24:38] Griffin Jones: right now is privademic at the top of your list.

If you're thinking of practices in general categories, academic or independently owned or part of a network or private Demick is, is that at the top of your list? 

[00:24:51] Dr. Morgan Wilhoite: I think so. And again, this is, you know, I'm still in that. starry eyed first year fellow thing where I'm, I could see myself doing a lot of different things, but definitely being able to, um, to mentor and teach on a medical student level, resident fellow level.

I want to be involved in education. Um, and in doing so, I wouldn't like to be involved in those, um, different levels of research, um, helping medical students, um, Residents and fellows get research projects off the ground, helping them kind of understand how to read research. All of the things that my mentors have done for me getting to this point.

So, Privademic seems like kind of the way of the future. And I, I love that word. I love that you just did this podcast with Dr. Devine about this, because I don't want REI to lose that. in the future. I don't want it to just be everybody doing IVF cycles and nothing else. I think that there is definitely a, an advantage to keeping the research going, keeping providers in groups that want to be research mentors and just mentors in general of 

[00:26:01] Griffin Jones: When you say that PrivateMX seems like the way of the future, is that also to say that it is the future default of REI Fellows preferences?

Like, because I'm, I'm, look, when I talk to Fellows, some of them want to do research for full time, but not too many, like real anecdotally, I'm thinking one out of five, something like that. Very few want to start their own private practice, but also very few that I could think of would say that they don't want to do any research.

And maybe that changes as they've been practicing for three or five years. And like, I'm, I'm. Good. Not doing the research. I want to do as many cases as possible and see as many patients as possible. And then the rest of the time with my family or something else, go going to get that MBA. But it seems to me like at least coming out of fellowship, very few people are saying that they don't want to do research and, and not very few, but.

Few people are saying that that's all that they wanna do. So do you think that Priem is, is is gonna be the default for that reason? 

[00:27:12] Dr. Morgan Wilhoite: I hate to call it a default because it just seems like this perfect mix of clinical and academic, which is exactly what it sounds like in the name. But for lack of a better word, I guess, yes, default, it does kind of seem like that's the way things are going because all of these companies that are now owning or partnering with academic centers, there are very few academic centers that are just purely academic anymore.

And I agree with you. I don't see many fellows graduating saying I want a full career in just research. And I think part of that may be, this is me speculating, but maybe because people don't want to lose that ability to communicate with patients and do more of that bedside doctoring. And I think that's a skill that is needed.

You just get better at, with time, communicating to patients in ways that they understand because REI is confusing. It's confusing to patients to talk them through an IVF cycle. So, I, I think that it's probably, yeah, the way of the, the future because it's a good way to hold on to both without having to, to give up one or the other.

But I would love to know how many fellows graduate saying they want to continue doing the IVF. Research and academics and how many 10 years later are still doing research and academics. I feel like that would be an interesting number. 

[00:28:29] Griffin Jones: Yeah, me too. I, because I suspect that it's different because people just say, yeah, I want to stay involved in the research.

But then when you get into the, the, the real life of work and family and career, and I wonder how much that changes, but default might not be the preferred word, but it. To your point, if it really is the perfect mix, then it's better that the default is the perfect mix as opposed to a much lousier alternative.

[00:28:58] Dr. Morgan Wilhoite: And again, it's easy for me to say because I don't have children. I'm not married, so it's easy for me to go home and read or work on research and that kind of thing. But, you know, in 10 years from now, if I have children and a family, my priorities may change. So you just never know what your future is going to look like until you're, you're in it.

[00:29:18] Griffin Jones: Are you thinking about jobs right now? Like, are you starting to talk to folks? Like what, what level of research are you doing right now? 

[00:29:28] Dr. Morgan Wilhoite: Yeah. So I'm very lucky that I have Meg two years ahead of me. You and I both know Megan Sacks. I'm going to give a shout out to her on this, but she has been instrumental and, you know, a mentor to me going through this whole process.

And she kind of, you know, plants little seeds of, Hey, this is a really good group. These people are hiring. And she knows, I know I'm, I'm a free agent. I'm not stuck to one place. And I, again, I don't have a family that I would have to uproot to a different part of the country. So I would say, yes, I'm starting to think about jobs for sure.

I haven't started interviewing or taken any steps toward looking at contracts, of course, but I, I think about it often. 

[00:30:11] Griffin Jones: Okay, so we're pre interview, pre contract, that sort of thing. Have you had soft conversations with potential employers? Yes. What have those been like? 

[00:30:21] Dr. Morgan Wilhoite: More like, we are going to be expanding in two years, which is a perfect time for when you're going to be graduating.

What are your thoughts about, you know, moving to this area? So, without divulging too much, yes, I have had some Conversations, but nothing has been, you know, let's sit down and look at a contract together at this point. 

[00:30:44] Griffin Jones: How much do they or you stay in touch in, in that situation where it's like, Hey, we're going to be here.

And maybe that's of interest of you. Is it something that it's like, Hey, call us back when you're, when you're, you know, halfway through second year, a little bit, maybe not. They, they probably don't want to wait that long. They probably would, would like to, to ink something sooner. But call us back when you think about this or are they, you know, maintaining a relationship with you, staying in touch?

Are you doing likewise? Or is it, is it more like we had a conversation and maybe I'll revisit that conversation later. 

[00:31:18] Dr. Morgan Wilhoite: Yeah, more like the latter, how to conversation, like reach out when you are, you know, ready to start seriously interviewing, keeping in touch, you know, at conferences and that kind of thing, of course, or if, you know, mutual friends cross, cross each other's paths, good way to reach out in that way as well, but more so of let me know when you're ready kind of conversations.

[00:31:43] Griffin Jones: Transcribed People doing the recruiting, listen up. You're missing the boat, man. People posting on LinkedIn, come to our event at PCRS. Come to this thing. Oh, yeah. We have an opening in Austin. You and everybody else has an opening. And so, I think that might be A little insight into where people that are recruiting young docs could have an advantage of if you are having these soft conversations with first years, with maybe even second years, maybe even people in fourth year residency that aren't sure if they're going to get, Where, what fellowship program they're going to get accepted into, but they think they want to go into REI, maybe add those folks to a CRM or, or some way of keeping track of them and actually nurture that relationship over time.

[00:32:34] Dr. Morgan Wilhoite: Yeah. And I don't want to speak for the whole group of first year fellows, but I would say I'm probably speaking for a vast majority of us is, you know, it kind of makes you feel like the bell of the ball when people are reaching out to you and just. You know, planting the seed of, Hey, when you start looking, we might be hiring in the next two years, or this is what our practice looks like, or just reaching out.

I think that if this reaches any of the recruiting docs, first year fellows love that they, they like to feel like finally we are the ones that are being sought after and not having to reach out to, to secure a spot for ourselves. So. Definitely reach out. That is my advice. If that's not a weird dynamic of me offering advice, I don't think that it is.

[00:33:19] Griffin Jones: I'm I'm offering that advice to the networks, to the clinics, to those that are recruiting younger docs. And I understand that recruitment is like sales were very often. Too busy to do the longer term work because you have to fill a position now. And so you're, you're trying to focus on that, which is immediately going to be available where you're going to be able to see the fruits of your labor sooner.

But I think that there is a real advantage in starting those relationships early. Cause if I'm a recruiter, Morgan, and I know what you like, and I know what you're up to, and I want, and I know. Where are you going to go? I want to just check in with you every now and again, drop you a text when we're opening that new office, or if our research institute is doing some study, I want to, I want to let you know that, oh, that's, that's in one of the areas that, Morgan's really interested in.

So I think that's just a little insight that I hadn't really uncovered under the, on the show, because I had always just sort of assumed that, well, it just keeps getting earlier and earlier the recruitment phase and it does, but maybe not in earnest, right? 

[00:34:29] Dr. Morgan Wilhoite: Yeah. And I think there's probably a little bit of hesitation from a recruiter standpoint of, I don't want to come off sales and pushy, but from a, a Perspective employer employees standpoint.

I do think that reaching out earlier kind of puts It puts that in your mind of, oh, this person reached out when I was really early on and that's nice to be thought of early on, whether or not it's because they just really need people or because they feel like my personality would, you know, click well with their group.

Either way, it, it is definitely a good feeling when people are reaching out and letting you know that the job's coming available. 

[00:35:11] Griffin Jones: What sources of information are you going to for what jobs might be a good fit or just, or for what you're considering for your career? Like, are you going to docs that are associate REIs someplace?

Are you going to the networks themselves and talking to the founders? Are you just asking the folks that are on the board of SREI that do the, Retreat at Park City. Are you like trying to read business info? Are you just in a WhatsApp or iPhone message group with all of the other first years? And it's the blind leading the blind.

And uh, if you'll pardon the expression, or are you talking to the third years who are like the kids 10 feet ahead of you in the haunted house and asking them what's coming next? Where are you getting, where are you going to, for, to make sense of all this? 

[00:36:03] Dr. Morgan Wilhoite: I love your analogy, Scriven. That's great. So it's almost like when you are in kindergarten and you look at the fourth graders and you're, like, looking at what they're wearing and what they're doing and it's like, I want to be like them one day.

That's kind of how the first year fellows, I feel like, are treating this problem. process. We're looking at the third years who are, again, I'll use my analogy, the bells of the ball. They're getting recruited, they're getting job offers, they're signing contracts. It's super exciting. You're living kind of vicariously through them.

So definitely through the third years, again, Megan Sachs, who has is my wonderful third year fellow here, secured a job recently, signed a contract and will be moving to Chicago. And she has been a great source of information of You know, which, which contracts look good when, because she talks to the other fellows who've also signed contracts that, and then again, the first year fellow, what's that kind of the blind leading the blind.

We haven't really delved into discussing contracts or anything yet, but more living vicariously through the third years of the things that they're doing. I always say this in medicine and it's a shame that it's never come to fruition, but we really need to be taught. More of the business of medicine going through medical school, residency, and now fellowship, you, you don't have that big piece of medicine and that's a lot of what REI is, is business.

So I think that it's I wish you said, read a book. I have read books and it's hard to make sense of a lot of it. You almost have to like have a confidant of someone you can say, all right, this is a really dumb question, but just talk me through this business model or our views versus, you know, salaries, guarantees.

It's, it's a lot of lingo that you don't start hearing until you really start looking into jobs or hearing people talk that are looking into jobs. 

[00:37:56] Griffin Jones: So in the absence of getting an online MBA, where do you go to, to get that sort of business education that you're not getting in med school or residency or fellowship?

[00:38:06] Dr. Morgan Wilhoite: I'll let you know when I find a good source. I mostly, you know, things that I've talked to or people that I've talked to that have been through the process. I do have a few friends that have gotten their MBAs that are in medicine and they've kind of shed some light on some of the things that just sort of are a little bit more nuanced than what I'm privy to being purely clinical this whole time.

So I, I would love to one day get an MBA and be able to understand it more, but I, I think that I'll keep you posted if I find a good student. source, or if you know of a great source, 

[00:38:42] Griffin Jones: well, hopefully we're doing a little bit of that here on, on this show, we don't have anything like online training modules, but I would say if I was at least geek out on every one of these episodes, you know, you got to drive somewhere.

You got a little listen to something when you're at the gym. So might as well put this on, especially when you're thinking about what comes next, but who has done a better job of actually putting it into modules is my, my friend at work. Duardo Herriton, who has has made the fertility explain series. And, and then in addition to those things, I think through there, you'll, you'll find more people to talk to.

You'll also find different resources that we drop along the way of like, oh, here's the best business book I've read, read, written. Or read in the last three years, I should say, and this is why. And so I think that that's a, maybe a little piece of advice for, for the younger docs. And then something that you said made me also think if, if I'm qualified to give advice, which I'm not, but it doesn't stop me from doing it.

is get a bit of a cross section of people that you're talking to. Like if first year fellows are only talking to third year fellows, it's like, they don't have a job yet. Like definitely, which is not to discount the knowledge that they have because they're in the system and they're the ones who know you know, what's most current and they're talking to all their peers and they talk to eat different potential employers.

And so they know what's current and, and, and they do have really valuable knowledge to share with you. But then you might talk to somebody who's an associate doc that worked at a practice for three years. And then you might talk to someone who is a newer partner. They've been working at a practice from five to seven years and became.

partner a couple of years ago and what that's been like. And, and then talk to some folks that are there further on in their career as well, and use the amalgamation of all of that to inform your decision, because I could definitely just see, I could just visualize all the first year fellows. You know, WhatsApp group together, pinging each other back and forth with that sort of thing, which to me suggests sometimes that they're doing that because that's the easiest person for them to talk to.

And they're either shy or, you know, they're, they're bashful about not knowing something. Do you find that to be the case with yourself sometimes? Do you, how often do you just reach out to somebody out of the blue? 

[00:41:08] Dr. Morgan Wilhoite: Right, exactly. So it's, I don't know if I would call it shy more. Like we, it. In general, physicians don't like to have conversations and not be able to bring anything to the table, right?

Like, we are used to being kind of the expert on things. So, I think being, you know, most of us in our 30s, reaching out to someone saying, Hey, can you explain this to me? It would be like me reaching out to my financial advisor and asking him, like, about my taxes. Like there's just things that I know so little about that I don't know where to start or what questions to ask.

So yes, I, I think that getting more information from the right sources would be ideal, but it is, it's hard when you don't really know where to start or who to go to. 

[00:41:59] Griffin Jones: So you don't do it terribly often then, like, would you, if you heard a guest on this show, for example, that you thought was really interesting, would you reach out to that person on LinkedIn?

[00:42:09] Dr. Morgan Wilhoite: Oh, maybe not on LinkedIn because I don't know my LinkedIn password, um, but I would, yes, if you provided information, I would feel comfortable reaching out, um, especially if they had put themselves out there, like, to say, you know, I'm, I'm open to communication with people that want to know more about this a hundred percent.

Sometimes it's just information overload. When you go to Google what books are best for the business of medicine, it's, you get a huge list of things and it's hard to kind of pick out one What information is the best, which I think, like you said, it's easiest to go to people that can give you little bits of information in a digestible way, like friends of friends, or for instance, I recently graduated OB GYN and a lot of my friends that are now in private or hospital owned generalist groups.

I've gotten a lot of information about contracts in business from them because some of them are on a partnership track or can explain a little bit more about their guarantees or RVUs, but I don't know how applicable that is to my field because REI is much different in terms of a business setup than generalist OBGYN.

[00:43:16] Griffin Jones: When it comes to potential employers in the future, are you of the ilk that, well, I'll just talk to anybody, or is it a bit, is there a bit of apprehension because it's like, well, if I talk to this person, then, you know, then I feel like I either owe them something or they're, I I'm worried about wasting their time.

And, and then I feel like I've got to give them more of my time in order for it not to be a waste. And I would rather just. put all of that off for a second until I decide a little bit more who I want to, to talk to. Like, are you, are you of the shotgun approach or is it more like, I'm a bit apprehensive because I don't want to start getting recruited just yet.

[00:44:03] Dr. Morgan Wilhoite: No, I would say I'm, I'm a little bit of both. I am very open to getting recruited cause I want to know what's out there. At this point, I kind of only know Ohio cause that's where I've been for so long. Um, I think just being really upfront and honest, like. I'm first, I'm halfway through my first year. I still have a long time to go.

I'm kind of just looking and seeing what's out there and being very transparent in those conversations. If someone were to reach out to me, you know, I'm, I'm still looking to see what's out there rather than not wanting to waste someone's time. Cause I don't, I think that getting more information is a waste of anyone's time, especially if you're not setting up like a hour long meeting with them and taking up their time.

If you have no interest in going there, if I was recruited to Alaska right now, I think that that would, I would probably be transparent in that I might not be moving to Alaska, but in terms of other places or business models, I'm open to hearing whatever's out there and just being very transparent, that I am still just very early and.

Continuing to keep my options open and look around. 

[00:45:08] Griffin Jones: Do you have a, an idea of preferences of where you'd like to end up geographically? 

[00:45:13] Dr. Morgan Wilhoite: I go through this every day when I live in Ohio and it's five degrees. Like, oh gosh, I'd love to move to somewhere warmer. But then, you know, I'm from the Midwest. So to answer your question, no, I have My family, my parents are in Ohio, but otherwise I could see myself going a lot of different places.

Just depending on the weather in Ohio that day, you can ask me. 

[00:45:36] Griffin Jones: So Alaska is off the table, but are there other, are there other places where you think no, either that's too rural or it's too, like that would be too far or that's, that's too large of a city. Like, are there, so if you're still paring down where you want to be, are.

Have you pared down some of where you don't want to be? 

[00:45:58] Dr. Morgan Wilhoite: A little bit, yeah. I think I would be most, I guess the area where I compare it on the most is I want to be in an area where I can easily refer patients to, to multiple specialties. So if someone needs a, a referral to psych, not having to be in an area where they have to drive two hours to get there.

to see a psychiatrist in person or if someone needs a referral to GYN oncology, having like an internal referral system, maybe not in the same hospital, but at least near. I think that that is important to me to have a community of people that I can not only reach out to with questions that are more geared toward their specific needs.

specialty, but also send patients to if I'm concerned about a malignancy or if there's a cardiology concern. For instance, I mentioned Turner's patients. There are a lot of cardiac anomalies that can go along with having Turner syndrome. So if those patients need MFM referral to discuss pregnancy complications or if those patients need cardiac clearance to be able to carry a pregnancy, those are the kind of.

Places that I'm interested in practicing where there is a, a community of other physicians that I feel comfortable going back and forth with. 

[00:47:10] Griffin Jones: I'll let you conclude on, on this topic, whether it's about how you're structuring your fellowship to get what you want out of your career or, or what you're looking at to be able to do once you get that dream job and, and be able to practice in that way.

How would you like to conclude? 

[00:47:29] Dr. Morgan Wilhoite: Well, I think we've covered a lot, a lot of basis here. I think in conclusion, I would say I'm interested in practicing at a group in a group that is willing to let me kind of see the patients that I'm interested in seeing, have autonomy, get involved in the business side of the practice.

And then also just having great partners to work with. I've realized through many. Years of medical training that the people that you work with can really make or break your, your daily mood and your general outlook on medicine. So having good partners, support, mentorship, all of those things are important to me.

So that's, I think that that probably can echo what a lot of first year fellows would say is we want to be able to go to someone that has more experience to ask for help and also be happy where we're working. 

[00:48:26] Griffin Jones: Well, you've put yourself out there, so if any of these folks are smart, they will use this as an opportunity to reach out to you, and they'll take our advice, and they'll stay in touch with you and build that relationship over time based on what you've shared you're interested in, and I appreciate you doing that on this podcast.

Dr. Morgan Wilhoite, thank you very much for coming on the Inside Reproductive Health podcast. 

[00:48:49] Dr. Morgan Wilhoite: Thanks, Griffin. It's a pleasure. 

[00:48:52] Sponsor: This episode was brought to you by Prelude Fertility, where top REI physicians find their calling. Practice anywhere with Prelude. The Prelude Network is the fastest growing network of fertility clinics in North America.

With more than 90 plus locations, we're ready to support you and your individual career aspirations wherever they lead. To learn more, please visit rei.preludefertility.com.

Announcer: Today's advertiser helped make the production and delivery of this episode possible for free to you. But the themes expressed by the guests do not necessarily reflect the views of Inside Reproductive Health nor of the advertiser. The advertiser does not have editorial control over the content of this episode and the guest's appearance is not an endorsement of the advertiser. Thank you for listening to Inside Reproductive health.

210 From a 2nd Year REI Fellow in the middle of the job interview process: Her thoughts on Fellowship, practice preferences and the future of the fertility field with Dr. Sarah Cromack

DISCLAIMER: Today’s Advertiser helped make the production and delivery of this episode possible, for free, to you! But the themes expressed by the guests do not necessarily reflect the views of Inside Reproductive Health, nor of the Advertiser. The Advertiser does not have editorial control over the content of this episode, and the guest’s appearance is not an endorsement of the Advertiser.


Exploring all the different approaches to IVF.

That’s the objective of this week’s guest, 2nd year REI Fellow Dr. Sarah Cromack, who shares her thoughts on Fellowship, practice preferences and the future of the fertility field.

Tune in as Dr. Cromack shares:

  • Her 2 objectives for REI Fellowship (that every REI should have)

  • The criteria for choosing an REI practice (when navigating the interview process)

  • Why she prefers a bigger practice over a smaller one

  • Where she stands on the Fellowship length debate (3 years or 2)

  • What she’d like the fertility field to look like in 20 years


Dr. Sarah Cromack
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Northwestern Medicine
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Transcript

[00:00:00] Dr. Sarah Cromack: I think any group that has five or more docs you could consider as big because it means you're not going in every weekend or like you're not going in less than one week a month. So if you're, a four doc practice, you've definitely, if you're doing IVF on the weekends or you're probably on call one weekend a month. But bigger than that, so five or more, you may not have to go in at all during the month. 

[00:00:20] Sponsor: This episode was brought to you by Prelude Fertility, where top REI physicians find their calling. Practice anywhere with Prelude. The Prelude Network is the fastest growing network of fertility clinics in North America.

With more than 90 plus locations, we're ready to support you and your individual career aspirations wherever they lead. To learn more, please visit rei.preludefertility.com. That's rei.preludefertility.com

Announcer: Today's advertiser helped make the production and delivery of this episode possible for free to you. But the themes expressed by the guests do not necessarily reflect the views of Inside Reproductive Health, nor of the advertiser. The advertiser does not have editorial control over the content of this episode, and the guest's appearance is not an endorsement of the advertiser.

[00:01:15] Griffin Jones: Every possible way to see how IVF is done. That's a noble objective for an REI fellowship, isn't it? In this episode, I interview an REI fellow that's halfway through her fellowship. Her name is Dr. Sarah Cromack. She's second year at Northwestern. She did her residency at UT Southwestern, medical school back home at Emory in Atlanta, and now she's thinking about what the future of the field looks like and what her future career looks like.

Dr. Cromack shares the two objectives that she had for her REI fellowship that maybe every REI should have. She talks about five of her criteria for choosing an REI practice. She's interviewing now what's important to her. Why does she prefer a bigger practice over a smaller practice? How do her interests align with the privademic model?

She didn't use those words, but it was something that I inferred. I'm curious if you infer the same. Where does she stand on the fellowship length debate? Three years versus two. And what does she want the field to look like in the next 20 years? If you're recruiting fertility doctors right now, I invite you to be a bug on the wall in this conversation and get to know what people in Dr.

Cromack's position are looking for as they interview for jobs. Enjoy this conversation with Dr. Sarah Cromack. Dr. Cromack, Sarah, welcome to the Inside Reproductive Health podcast. Thanks so much, Griffin. Happy to be here. I didn't even ask you in our prep, is Cromack how I pronounce your last name? 

[00:02:28] Dr. Sarah Cromack: It is.

Yes, I did just change my name from a much more complex Capelouto, which was my name before I got married. But Cromack was 

[00:02:35] Griffin Jones: How do you practice? Do you practice Dr. Cromack or as Dr. Capilouto? 

[00:02:39] Dr. Sarah Cromack: I changed my name and went for Dr. Cromack. It was a bold move to change in the middle of fellowship, but I went for it.

[00:02:45] Griffin Jones: Welcome onto the program. I look forward to talking to you about what you want to get out of your fellowship, your second year fellow at Northwestern. And so I want to start broadly, it's, it has surprised me how popular some of the fellows episodes have been, not just with fellows and aspiring fellows, but some of the Docs that are closer to retirement or maybe halfway through their career.

Sometimes it's because they want to grumble at what the fellows think is an ideal picture of what they're going to do with their career. And sometimes I think they're just curious to be bugs on the wall. I try not to let the fellows be too Bushy eyed without, sharing some of their own experience and what they want.

So every one of these interviews is an end of one, a focus group of one. But this I do think it's interesting just to see what people are paying attention to. And you were connected to me through our Mutual friend and your colleague, Dr. E. Feinberg, and she had a lot of good things to say about you.

So you're doing something right in in, in the very beginning of your career. And I'm interested in what you're paying attention to. So what are you trying to get out of your fellowship? 

[00:03:54] Dr. Sarah Cromack: Yeah, absolutely. I was, so I'm definitely providing the young millennial perspective of this. If anyone wants to listen, that's not a millennial, I guess that's a.

You know what you might get out of it, I would say right now in terms of what i'm getting out Of a fellowship i'm super lucky to be in a fellowship that has a lot of attendings We have 12 faculty right now, so one of the biggest things I'm doing is just trying to figure out like every different way you might possibly do IVS and go and see a patient.

So that's the nice thing about being in a fellowship where you have lots of different opinions is you can see so many different ways to do something. So that's one thing is I'm just trying to be like as absolutely well versed and know that when I exit fellowship, I will have seen everything out there and all the different ways to handle it.

I think another thing I'm trying to get out of fellowship is really trying to discover what my niche is. REI is a very, it's a small field. It's a small subset of what a general OBGYN does, but it has so many different aspects to it. It's actually almost crazy. You could focus on uncle fertility, you could focus on third party reproduction, you could focus on recurrent pregnancy loss.

And so I think that's one of the nice things about my fellowship is seeing what act really interests me and what can I say, Oh, I think that's going to be my niche in the future. And those patients that I actively seek out and try and make as part of my population. 

[00:05:13] Griffin Jones: So when you say you want to see every possible way of doing IVF, what does that mean with PGTA, without, with ICSI, without, tell me what does that mean every possible way to do IVF?

[00:05:25] Dr. Sarah Cromack: Absolutely. There are so many different protocols you can use, not just that, but how you actually follow someone throughout the stimulation cycle, how you increase their gonadotropins, whether you start with high dose, whether you start with low dose, what level do you trigger at? Do you trigger when they have two follicles over 18?

Are you someone that pushes further? You're looking for follicles 19, 20 millimeters. Are you always doing a mini STEM? Are you always doing antagonists? So we have so many different doctors and we all, they make decisions for each other. So because of how big the practice is, not everybody is making that decision every single time on their patient.

Although we all are, they're always following their own patients. But you'll see how different docs might do a different thing in IVF, and yeah, who's more likely to do ICSI all the time, who's almost always going to have their patients do genetic testing, or who's going to really convince people to not do genetic testing.

And so it's crazy to me that there's just so many different ways that you could do it. And really, it's just all about making sure you're on the same page with your patient. 

[00:06:25] Griffin Jones: So how do you know what you don't know in terms of the different ways that you can do it? To your point, there might be a certain number of protocols out there, but there's all different types of ways of doing patient intake.

There's different ways that, people might structure their, the lead up to IVF differently and what they do in the case of a failed cycle or what they do subsequently. So there's all these different ways. And how many docs are at Northwestern? We have 12. You have 12. Okay. So that's a ton. So you might be able to cover your bases with 12 docs, but they are in one place and there's, an infinite ways of doing things potentially.

How do you know what you don't know? How do you get experience if what you really want is to see every possible way of doing IBF beyond just what's available in your program? 

[00:07:12] Dr. Sarah Cromack: Absolutely. I think there's really two ways you can do it. There, there are so many REIs and IVF docs that are now on social media and a lot of them are using it as like an education platform.

So I know there's a doc at a Wash U that has these awesome whiteboard videos where he is. showing you the different protocols, what he typically does, walking you through someone's stimulation cycle. And so you can look out there and see what other people like on social media are professing as the thing they do for their patients.

And you can also, go to conferences, stay on top of research. I, I monthly, I make sure I get that FNS email that sends me like, what is the latest update? It's always nice. You can look and say, oh, this group from. Like California, this is what they have been studying and looking at for IVF or SVT protocols.

So staying on top of research it's nice. And I like getting those push notifications either through email or on Twitter too, following SNS, and you can really see what's out there and what people are doing. 

[00:08:07] Griffin Jones: This conversation will probably come out in spring or winter of 24. You and I are recording the conversation in December of 2023 which puts you about a year and a half into your fellowship, right?

You're about halfway through. Yep So you got it. What have you? Have you started to form like really strong opinions on certain things? Because I'm not a clinician at all. I I am not qualified to read the scientific literature. I just observe human beings and I see different docs who I presume are each very qualified to read the scientific literature, sometimes have very different opinions.

You have very different opinions on how prevalency should be used. You have differing opinions on the significance of aneuploidy and the use of PGTA. And I hear people debate this and say, okay, you're, you've both read a lot and you've both argued this for quite a bit for years. And it seems to me like it, at some point people I feel like they're convinced by a certain body of evidence, and then it's really hard to, then they would need a lot more evidence on the other side to make them think differently.

Have you started to find yourself in a couple of areas where it's now I feel strongly about X and I didn't coming into fellowship? 

[00:09:26] Dr. Sarah Cromack: I will say I feel like I'm still pretty open about most things. You're totally right. People will debate things until the end of time, especially in a lot of REI topics.

That's why they have that like fertile battle in the fertility and sterility journal, because it's just showing there are so many things that are good ground for discussion. I think so many people get really entrenched in ideas about, like you said, whether or not you're going to do ICSI all the time, whether or not you're going to always do genetic testing.

I think I'm super lucky to practice in a state like Illinois, where there's an insurance mandate. So we don't always have to include monetary considerations into treatment. Right now, thankfully, I'm very open. I really think just to doing what is best for the patient, giving them my opinion on the matter and letting them decide, thankfully without a monetary constraint for the most part here.

But I would say I've read enough literature to support both sides on most of these topics that I have not decided what my final opinion will be. And I'm okay with that. I think it's nice to be able to see both sides and offer patients either, as long as they're both reasonable. 

[00:10:29] Griffin Jones: How about protocols?

Are there certain protocols that you are starting to find yourself feeling very strongly about? 

[00:10:35] Dr. Sarah Cromack: Yeah, I think most of the people in the world of REI these days are probably going to be most strong about the antagonist protocol because it's easy for patients, and again I'm lucky in this, in the state of Illinois that Thankfully, things like Generelx and Cetratide are covered by insurance because they're not cheap.

But, there's interesting things out there. People starting to use things like Provera, which are really cheap to block ovulation. And so I think as we go along further in this road and we discover more and more medications, hopefully, We can drive down the costs. Right now I really think about most protocols from, what is the easiest for the patient standpoint, because what we're asking them to do in IVF is really hard.

And I get a lot of pager phone calls about difficulties drying up and injecting medicine, so I'm always super cognizant of that. 

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[00:13:38] Griffin Jones: I'm curious to see if Many REI fellows are malleable enough to work in a system like the one I'm about to describe.

So I don't know if it was like a year or so ago, I interviewed the CEO, Dr. Murdia of Indira IVF. It's one of the largest fertility clinic networks in India, and they have 250 at the time they had 250 fertility docs. Now that. The definition of that word is a little bit different there because they don't have three year R. E. I. fellows. It's someone that is a fertility specialist in India, simply someone that went through OBGYN training and then now focuses in fertility. So the difference in the word is important, but they've got 250 some docs in their network, and they all practice one set of protocols. So in this situation, if it's In this situation, you do this protocol in this situation.

You do this protocol. And I said, I've worked with fertility clinics that have two docs and they practiced different sets of protocol. How do you get 250 docs to do that? And he said, I only hire docs that are younger than I am. And that's how this is the way we're doing it. And we make changes, but only at the systemic level.

We'll make changes to the protocol once we see stronger evidence or All Or maybe new therapies being introduced, but only at the global level when you know, the Advisory board has voted on that but we don't let people do this protocol here and that protocol there. Do you think that I'm asking you to take a straw poll and just put your finger to the wind and guess But do you think that your colleagues your fellow colleagues that you know would go along with something like that?

[00:15:20] Dr. Sarah Cromack: I would guess that about 90 percent of them would not be cool with that if I, I had, I think this is the individualism of the doc here and making our own decisions is probably something very important to all of us that has been, training now for this extra three years and four years of residency and all of the time before that.

So I think we really do have a culture where we're probably. going to want to do different things for everybody. And I think too, we really are taking the patient's opinions into account. And a lot of times people will come to this and they said, I failed this protocol at XX at YZ clinic.

And now I want to try this protocol. And if it's not unreasonable, I think it's fine to do that. And so I think it is certainly their benefits to have a very system, like a systemized. Way of doing things and you can decrease medical errors like that, but it's nice to be able to play with things and give people different options for success, even though sometimes we know that doing the different protocols, you get the same result.

[00:16:16] Griffin Jones: Tell me about why that individualization is so important to you as a fertility specialist and before the audience thinks that answer is obvious from a business. Person's perspective. It's not entirely obvious because we have a massive pool of demand for fertility services. We have a limited supply.

We have a real big problem with the number of people that can get treatment that can't afford treatment. And one of the things that by definition scaling means is doing things the same or similar way. And so tell me why that individualization is so important to you as a specialist. 

[00:16:57] Dr. Sarah Cromack: Yeah, no, I totally understand there's like obviously a dire need for more REI doctors and people practicing in this country and if we can Protocolize it to make it easier So that people that are not necessarily REI docs, but are OBGYNs or other can apply these protocols to basic patients, then we can really improve access.

The problem with that then becomes that what is the importance of the REI specialty and why are we doing all this training for three years to learn these different nuances? And there are. So many different patient situations you're going to see and each one of them really can require something a little different.

And I think some people really want you to tell them what you think the best protocol is. Other people want it to be more of a shared decision making based on things they tried before. Other people might just want to change because they didn't get a great result with the last protocol and they want something new.

And so I think, especially also when you would consider sometimes the cost of somebody's treatments and how much people are paying out of pocket, it is really important to be able to take the patient's perspective. into what you're doing. And so I think being able to individualize and provide something that is more really for that patient and that you've discussed with them, makes people feel like they're not like, Oh, just another number in this giant factory of IVF that we're doing.

[00:18:14] Griffin Jones: Maybe that intersects with the concept of niche that you talked about earlier in the conversation. One of the things that you want to do in your fellowship is figure out what niche you're most interested in. What have you clung to so far? 

[00:18:27] Dr. Sarah Cromack: Absolutely. So I think right now what I'm really interested in is oncofertility being at a huge program like Northwestern.

We have a fertility preservation navigator nursing team who is amazing and gets referrals from our community. Absolutely. Children's Hospital, from our adult hospital, from other hospitals in the region of patients that are really quite sick. So we get, patients with sickle cell, patients with leukemia, patients with any number of cancers that really need to do IZS rapidly to be able to preserve a chance of having a child with their own eggs.

And a lot of times these people are so sick you have to take them to the operating room to do a retrieval. You have to sometimes admit them after if they have a complication related to their underlying disease. But we have been able to, thankfully, with all this coordination, bring these patients through safely and give them this like amazing opportunity to possibly have a child when they, finish their treatment or get a stem cell transplant in the case of things like sickle cell or anemias.

And so I think that's something that is really bolstering the importance of being able to really specialize and take your time to understand what, what happens with REI in a fellowship because this is not something that you could do just by learning it quickly. It's something you have to see over and over again and really feel like you've got, you're highly trained to get these patients through when they're otherwise quite sick.

[00:19:46] Griffin Jones: These two objectives that you laid out, finding your niche and then seeing every possible way of doing IVF. Do you feel like both of these objectives were laid out for you in well established tracks? Or did you have to do some veering off of an established track in order to be able to achieve those objectives?

[00:20:05] Dr. Sarah Cromack: Absolutely. So definitely the seeing every different way to do It was right in front of me with the ability of having so many different IVF docs and we're on every third week on call. And so we get to make decisions, run through different IVF protocols with all of our different docs because they rotate call.

So that one was, that one's easy. You can, we really are able to learn on the job, which is awesome. Finding a niche, I would say is something a little bit more. Went out and searched for it based on what a lot of my attendings were doing and following and shadowing in their clinics, see what I thought was the most interesting.

And so that when you certainly have to parcel out what you think is the most interesting and hopefully get a good mentorship from that, which I've definitely been able to do in my fellowship. 

[00:20:44] Griffin Jones: Is there any other type of track or any other type of objective that you feel you, you don't really see fellowships necessarily offering that the fellow has to take up upon themselves?

[00:20:55] Dr. Sarah Cromack: Absolutely. Good question. I think obviously the world of REI is changing with all of these larger corporations taking over sometimes smaller clinics. We're getting huge venture capital or private equity firms that are now involved. And so one thing I think I have to explore myself is just what the world looks like after fellowship in terms of the business of REI.

Certainly we learn a lot of the clinical aspects caring for patients, but we may not learn as much. Like how to run a practice, how to, work along with colleagues in these different business models, whether your private practice solo or going out and joining a bigger conglomerate.

And so I think, certainly it is something where you have to explore it yourself to see. What the different models are out there. Cause that's not something you might learn in these kind of academic programs that most of us are in. 

[00:21:44] Griffin Jones: What does the world look like for you after REI fellowship? Are you still on the dance floor or have you signed with someone yet?

[00:21:52] Dr. Sarah Cromack: No, yeah, I'm still looking for a job right now. So I'm in the midst of my job search, but certainly that job search has gotten earlier and earlier, which is something interesting. And actually, we're doing a research study on that right now to see the trend of. REI fellows in the last 10 years, what kind of groups are they joining?

Are they going more academic? Are we seeing more people go into these larger private practice, mega groups? And so I'm still searching out there. We'll hopefully, I'll find a place close to my family, but. It's interesting, the job market, and I think maybe people are getting into it really early without realizing all the different things that are out there.

[00:22:29] Griffin Jones: How are you prioritizing your job search? What's in your criteria? 

[00:22:33] Dr. Sarah Cromack: Great question. I think when you exit fellowship, it's the first time in your life where you say, Oh, this is maybe the place where I'm not going to move for a while. You jump from college to med school to residency.

And I'm from the South, I'm from Atlanta originally. I was there for med school, but I was in Nashville for college, I was in Dallas for residency, now I'm up in Chicago. So it's really the first time where the power is in your hands. And so that's strange. So I think there are lots of different priorities.

For me, one of them, I would love to be back closer to my family, which is in the South. Which is something that it's nice to be able to finally prioritize that. Sometimes you don't have that luxury and the match system with residency and fellowship. You can certainly hope and do your best, but now you can really put your own priorities there.

So I think that's important to me, but then of course, other things are going to be, the culture of the practice that I'm joining, I'd love to join a bigger group practice. I think you have to decide. Do you want to be in a place with a lot of MDs with fewer MDs? Do you want to be in a place that's, physician run that possibly has a venture capital or private equity backing?

Do you want to be in a place where you're interacting with residents and fellows? That's my hope. And so there's so many different things that are involved in this job search. And I think we're also seeing less and less people stay in that one job their whole life. Like my parents are both physicians and they've had the same career as physicians for the last 25 years.

So I think we are starting to see a little bit more of people bounce around from job to job. 

[00:24:01] Griffin Jones: Yeah, that's been true in the workforce at large for probably 30 or 40 years, but it was probably less so in the medical profession during that time period. It was still probably the case, and especially among providers that folks Stuck around for four at their hospital or their practice for a while, especially if it was their practice, but now we're seeing, we see partners leave, we see partners get bought out and then start up something new.

We see people go be associates someplace and then not get on a partnership track there and then go get on partnership track elsewhere, be employed elsewhere. So I hadn't thought about that trend before, but I think it's. Generally expected here. Now, at least, hopefully not like the rest of the job market where you see a lot of resumes.

It's eight months here, three months here. We can't have that for providers. But if you go a couple different places over the course of your career, I think we're all okay with that. You mentioned that you're well, let's you mentioned a couple different criteria. The first time the power is in your hands to choose the geo and I never really, before being married to a physician and going through this process and then becoming friends with so many of your colleagues, I never had really considered this part of the reason why I started my company 12 years ago is because I was like, I want to live wherever I want.

And that is just simply not the case if you're a physician in training. Yeah. And so now for the first time. You have this. And so do you mind if I ask where your family is from? What general area your family's from? 

[00:25:36] Dr. Sarah Cromack: Yeah. Yeah. I'm, my family's right now is in Atlanta and my husband's family's in San Antonio and Texas.

So mostly for the South, this is the most north I've ever lived, but you know what? I actually like it. It's quite cold, but I have a nice jacket. 

[00:25:48] Griffin Jones: Chicago is an amazing city. If it had the weather of a further South city, it would be a pop. It would have a population of 40 million people.

It would be the largest city in the world. The winter is the only thing keeping things under wraps there. But so the reason I ask is because Atlanta is a pretty large city and it's a very large city. It's probably top 10 metro and it has a good number of fertility docs. I don't know if they're if yeah.

Yeah, relative to population. But would you ever consider a small market or it's probably just going to be Atlanta or Texas? 

[00:26:19] Dr. Sarah Cromack: It's a great question. I think there's definitely benefits to being in a small market, for example, like you could go outside the city of Atlanta. You could go to Chattanooga.

Or you could go to Birmingham, much smaller markets, and that's nice because you do have a little bit more control and you have less competition in your surrounding area. So you may be that REI doc for, you or five other people might be the only REI docs in the area. So I think there, I definitely would consider like possibly smaller markets, but I do think, in, in medicine in general, so many people are closer to the big city just because that is, the urban space where a lot of us want to live.

But there is definitely a dearth of REI providers. For example, in Georgia, I can't imagine there's many outside of Atlanta or Augusta. There's a lot of other cities there. So we, I think it's nice that as we get big groups like, the U. S. Fertilities and Boston IVFs, we're able to expand and make satellites to reach those people in those more rural areas or, not even rural, just not the main city.

[00:27:17] Griffin Jones: So you're open to a smaller market. 

[00:27:19] Dr. Sarah Cromack: Definitely. I think so. I think it's real. I don't think I'd want to be the only REI doc somewhere. And I think it's hard. I think we are losing. I don't think there's a lot of solo REI practitioners anymore as we see kind of these changes in the market. But there is something nice about being, that person in that area.

[00:27:35] Griffin Jones: Be like a Delta flight back to Atlanta or whoever flies to whoever San Antonio's. Yeah. Just something like that, just close enough. Close enough. 

[00:27:43] Dr. Sarah Cromack: I'm always, I love getting in my car. I know it's not normal for people. People in Chicago don't really have cars. But I like to drive 

[00:27:50] Griffin Jones: small markets on the table that brings us to practice size because you said you'd prefer to go to a big group practice and as you mentioned that there are far less single dot groups than there used to be at least as a percentage of the total number of practices. What do you like about first? How do you define big group? How many docs is that? And what draws you to it? 

[00:28:13] Dr. Sarah Cromack: Yeah, I think there's certainly not like an actual definition, but I think any group that has five or more docs you could consider as big because it means you're not going in every weekend or like you're not going in less than one week a month.

So if you're, for doc practice, you definitely, if you're doing IVF on the weekends or you're probably on call one weekend a month, But bigger than that, so five or more, you may not have to go in at all during the month. And so certainly that's the, one of the nice things about that is.

As residents and fellows, we're used to working every weekend, every other weekend, maybe every third weekend in fellowship, but going to a place where it's like, Hey, I actually can have weekends off like my husband has for the last seven years. That sounds nice. And you do get to share a little bit more of those responsibilities.

So when you have a bigger group practice, if you're not able to do something, you're out of town, you do have that capability of having multiple. partners that can help you. And again you learn different ways to do things. You can offer different things to different people and people may have their niche.

So you may have your partner that's really great reproductive surgeon that you can send someone to, as opposed to in a smaller group, you may have to send them out to a minimally invasive surgeon or someone else. So I think those are some of the nice things about being in these larger practices.

[00:29:25] Griffin Jones: If you had to prioritize those two different advantages that bigger groups have, let's say five or more docs, it being that you have other people to help you cover your patient load, and there's some collaboration there, versus you could go much bigger than that and have, and then you start to get all types of different resources and different types of docs to collaborate with.

If you had to prioritize those two advantages, how would you prioritize them? 

[00:29:51] Dr. Sarah Cromack: I think it's a balance. As you start getting more and more docs eventually some people bite butt heads, the more people you have. So I think there's a happy medium. I think I would prioritize having, docs that you feel can cover for you when you're gone, that will, take care of patients like you would hopefully want them to versus being in such a big practice that some of your, some of the docs may not know exactly how you would want to, proceed with some IVF treatment or some FET protocol.

[00:30:17] Griffin Jones: I think that happens at five docs. I think that it happened somewhere, probably around four docs. And I still can't remember where we saw this, but I, it was at an SREI retreat. I wish I could remember the statistic and where it came from, but it was about patient engagement, patient satisfaction, I think measured by number of patient complaints.

And there was a J curve. So it was lower when you had a single one or two docs. I don't think it was by doc. Actually, I do think it was by volume, either patient volume or cycle volume. But the smaller end, the smallest end of the practice is you had fewer complaints and they got more as you got more docs until you got.

Until you got to a bigger practice, which I suspect has something to do with process, but I was more interested in your, in, just in your preference there of a big group practice. You also said that you wanna have some type of involvement with fellows and residents. What type of involvement does that look like?

[00:31:16] Dr. Sarah Cromack: Yeah, I think, not every academic practice or not every private practice won't be involved with, fellows or residents. So you've got lots of different universities that don't have a fellowship but still interact with residents. So I think being able, interacting with residents to me means having residents that rotate with me that sit in with me IVF because there are I A lot of basics I think that every doc needs to know, a lot of my friends that went into generalist practices are doing ovulation induction for their patients.

Sometimes they're doing follicle monitoring. Not a lot of them are doing IUIs, but it's not unheard of to have labs that are not REIs doing that. And so I think there's, at least right now, a lot of my colleagues say they're just learning it from their other partners, but not actually from REIs. So I think we really need to improve our resident education of the basics of REI, not only so people know when to send them to us, also so they know what tests they can order before they send someone to us to decrease that wait time, and so that they themselves can practice, if they want to practice, ovulation reduction in a safe manner.

So I think being involved with residents for sure is something I hope to do whether I'm in private practice or not. 

[00:32:27] Griffin Jones: So it doesn't necessarily have to be a faculty position if you want residents rotating in with you, like lecturing at the local OBGYN program. Tell me a little bit more about that.

[00:32:39] Dr. Sarah Cromack: Yeah, I mean, I think ideally that you'll find that job in a faculty environment, but I do think there are so many training programs out there that don't have access to REI. For example, in the Chicagoland area, we, Northwestern is the only fellowship, but there's residencies at Loyola, at UChicago, at Rush, at UIC, and, I don't know exactly how those residents are getting their REI exposure, but they're most likely going to some private practices or going to university based practices not associated with the fellowship.

There are lots of different avenues, and I think even if I was in a private practice, trying to make connections with residency groups in the area to have them come and shadow, and to have them get that exposure opportunity, would be something I hope to do. And I hope lots of people do, because there are a lot of residents out there that need exposure to this field.

[00:33:27] Griffin Jones: We're covering an article about the length of REI fellowship and either side of the debate there. And that article might come out before this podcast episode is there. So maybe some of the audience will have already read it. But it seems to me that there's a little bit of a divide. A lot of people calling for fellowship to be shortened to two years.

Some people, SREI and ASRM saying they're not recommending. the fellowship to be shortened. You are a year and a half in right now. Where do you stand? 

[00:34:01] Dr. Sarah Cromack: I definitely stand on the three year camp. I think having that full time for a full year to dedicate to research is very valuable to an REI fellow, even if you don't want to go into research.

So I'm doing. clinical research, not lab based. And I think more fellowships need to offer that to ensure that everyone can get something that they are interested in that year of research time. But, the ACGME has restructured fellowship. So now it's supposed to be 18 months, purely clinical, one year of research at six months elective.

So I think that was a Probably a good change, but I don't think that switch to two years will accomplish what everyone wants. What everyone I think wants from that is to improve the number of graduating REI fellows. The only way we're going to do that is by improving, increasing the number of spots.

So if we go down to two years, if you can add a second fellowship spot. That's great. Then you've maybe increased that number complement of REI fellows we have. Right now, I don't necessarily think that decreasing to two years will also give us that additional spot because a lot of this is, the ability to pay for and maintain that second fellow.

And not every group is busy enough to do that either. So I think we really have to expand the number of fellowship spots we have and also expand the number of fellowships if we can. And that's how we're going to really accomplish what we need to accomplish to get more REIs out there. 

[00:35:17] Griffin Jones: Yeah, I guess you would only increase the number of RAIs one year by doing that.

It's like your daylight savings here. Like you want exactly one year, you'd get 88 RAI fellows instead of 44 or whatever it is. But then you'd be back to 44 every year. 

[00:35:33] Dr. Sarah Cromack: It wouldn't change unless we add more fellowship spots. And so if you have three fellows. But you're only, it's a three year program versus let's say you have two fellows in a two year program, you would increase it up to four, but you've got, we've got to increase your fellow compliment if that is going to work.

[00:35:47] Griffin Jones: Why is it important to have a research year if you're not going to go into research? It's

[00:35:54] Dr. Sarah Cromack: a good question. I think number one, at least for me on this research year is like the first year after five years that you feel like you can breathe a little bit as opposed to, you've done residency.

A lot of times the first year for us is clinical and you're just busy. And it is so heavy in patient care and you've dedicated so much of your life to, yeah, answer the pagers, you're there for your patients. And it's nice to be able to put that aside for a second and say, let me focus on learning and reading and again, developing my niche and finding what I'm most interested in.

And you just don't have time to do that when you're heavily clinical. So allowing that research here, you're, you not only get more time to study and learn that you. probably didn't have on your clinical years, but you can also develop that niche and find that thing that interests you the most in REI and research it in a way where you can become a content expert in a time where you don't have to dedicate a lot of yourself to clinical duty.

So you get to work, I think, a lot on yourself and your own skill set, and you're just not going to get that if you're doing two full years of clinical. 

[00:36:54] Griffin Jones: You have been an interesting focus group of one to talk to today and just see where, to see where your head is at, to see what you're interested in, see what you think is important, and maybe that's somewhat of a bellwether for the rest of your cohort.

Let's conclude, I'll give you the concluding floor with. Either what you think the field is going to look like as specifically as you can within the next 20 years or what you want it to look like in the next 20 years. 

[00:37:23] Dr. Sarah Cromack: Yeah, I think I will go with what I want it to look like. So I would love for the field.

Obviously, I would love if we can have insurance mandates in every state. It is absolutely wild to me that we don't cover infertility as a medical diagnosis in a lot of states. And it's. It's just depressing for all of our patients that really can't sometimes access this care. So I would see a field in 20 years where we've got wide insurance coverage for this.

And with, through that, we actually increase access to care so that we are having people's all income levels being able to access infertility because it is present among everybody. So I think that in terms of the field, I REI docs out there. whether that's increasing complement of fellows in each fellowship or a number of fellowships, because there is a huge need for us out there.

And, I think we're going to see new technology. Obviously we are going to, things like gene editing. I think they just approved a gene editing therapy for sickle cell. Will we see gene editing in embryos? I don't know if we'll see that in 20 years, but I think we, I want in the next 20 years us to.

incorporate new technology in ways that is very ethically responsible. And so I hope, whether I'm part of ASRM or other future groups that we are making sure we have guidelines that allow us to move this field forward in exciting ways that are really helpful for patients, but that are, taking care to make sure we were doing it in an equitable and ethically sound way.

[00:38:50] Griffin Jones: Dr. Sarah Cromack, I've enjoyed getting to hear where you are in the earlier part of your career. I hope to have you back to, to check in on you from time to time as you continue to advance in your career. It's been a pleasure to have you on Inside Reproductive Health. 

[00:39:04] Dr. Sarah Cromack: Thanks so much, Griffin. It was great talking to you.

And yeah, I hope to come back maybe in five years. We'll see where I am at. 

[00:39:10] Sponsor: This episode was brought to you by Prelude Fertility, where top REI physicians find their calling. Practice anywhere with Prelude. The Prelude Network is the fastest growing network of fertility clinics in North America. With more than 90 plus locations, we're ready to support you and your individual career aspirations wherever they lead. To learn more, please visit rei.preludefertility.com. That's rei.preludefertility.com

Announcer: Today's advertiser helped make the production and delivery of this episode possible for free to you, but the themes expressed by the guests do not necessarily reflect the views of inside Reproductive Health. Nor of the advertiser. The advertiser does not have editorial control over the content of this episode and the guest's appearance is not an endorsement of the advertiser. Thank you for listening to Inside Reproductive Health.

207 Your Legacy as a Fertility Doctor. From the Egg Freezing Revolution to the Latest, Featuring Dr. James Grifo

DISCLAIMER: Today’s episode is paid content from our feature sponsor, who helps Inside Reproductive Health to deliver information for free, to you! Here, the Advertiser has editorial control. Feature sponsorship is not an endorsement, and does not necessarily reflect the views of Inside Reproductive Health.


Scalable and solvable questions.

According to Dr. James Grifo, Chief Executive Physician for [Inception Fertility (TM)], that’s what REI’s need to bring to the table to advance fertility medicine over the next 30 years.

In this week’s episode we look back at Dr. Grifo’s fertility legacy and look forward to the new opportunities REIs have to create their own.

Tune in as Dr. Grifo talks about:

  • Your biggest opportunities in the years to come (From egg retrievals to streamlining ovulation induction)

  • How to bring patient education into the culture

  • Non-Selection Studies and how you may be leading them

  • The unique opportunities the Prelude Network offers (Like pioneering research at the Prelude Research Institute)

  • How one legacy career leads to another: Yours.


Dr. James Grifo
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Prelude Fertility
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Transcript

[00:00:00] Dr. James Grifo: There's going to be more and more need for assisted reproduction. If the trends of age at first birth in these last 30 years, we went from 19 to 37 in New York city and, and, you know, 2021, it was 30 for the whole United States. It's a matter of time where we're having our whole families in late 30s, early 40s.

And we're going to be using assisted reproduction as the safest way to get there. 

[00:00:23] Sponsor: This episode was made possible by our feature sponsor, the Prelude Network, where top REI physicians find their calling. Join us and leverage state of the art technology. Collaborate with the best physicians in fertility.

And be part of a network that's redefining fertility care across North America. At Prelude, your expertise helps turn dreams into reality. Discover more at rei.preludefertility.com. That's rei.preludefertility.com

Announcer: Today's episode is paid content from our feature sponsor, who helps Inside Reproductive Health to deliver information for free to you.

Here the advertiser has editorial control. Feature sponsorship is not an endorsement and does not necessarily reflect the views of Inside Reproductive Health.

[00:01:18] Griffin Jones: Scalable, solvable questions. That's what critical thinking REIs need to bring to the table to advance this field of medicine over the next 30 years, according to today's guest. If you're at the beginning of your career as an REI, How do you contribute and leave a legacy like my guest has? How do you collaborate with your colleagues?

How do you make things dramatically better for your suffering patients and maybe, just maybe, also be lucky enough to get an angry phone call from the FDA? My guest is Dr. Jamie Grifo. You might know him from NYU Langone. You might know him as the chief executive physician for [Inception Fertility (TM)]. He's a combined MD PhD.

We weave through time in this episode. I'm interested in Dr. Grifo's history. Because he's one of the pioneers of fertility preservation. NYU's First Egg Free's baby was born in July, 2005. So we go back 19 82, 19 92, 2005, 2016, and look at this tremendous progress that Dr. Grifo and his team made, and we use that as a look and glass into your career.

What do you accomplish in 2030? In 2040? In 2050? How do you as an REI embarking upon your legacy? Bring patient education into the culture. We talk about the unique opportunities that the Prelude Network has, like their Physician Advisory Board, like their Physician Summit. How are all these REIs that are on the inside collaborating with each other?

And the opportunities for pioneering research through the Prelude Research Institute, and what Dr. Grifo sees might be your biggest opportunities. Research in non invasive egg retrievals, in streamlining ovulation induction. in advancing egg freezing and the mission that might be close to you, avoiding miscarriage.

Dr. Grifo talks about how you might be involved in these non selection studies, how you might lead them, and how scalable, solvable questions are necessary from critical thinking REIs. I hope you enjoy this conversation about how one legacy career leads to another, yours. Dr. Grifo, Jamie, welcome to the Inside Reproductive Health podcast.

[00:03:15] Dr. James Grifo: Thanks, Griffin. It's great to speak with you today. 

[00:03:18] Griffin Jones: I've had a lot of shows and a lot of content for young REIs and talking about career paths, but it's mostly been about the initial career trajectory. It's been about how you think about partnerships and if you go work for an academic. practice or, you know, what you should consider having in contracts and that sort of thing.

It hasn't really been, I'm trying to think if, if I've done an episode or two where we really go through a career and when you and I spoke recently and you were talking about what you've done with fertility preservation, egg freezing, I was like, this would be cool to do, to, to think about how you actually.

You know, go through a career and present young doctors with not just here's the job that you can get now, but what do you want the next two or three decades to look like? And so I look forward to going into the past with you a little bit, into the present, into the future, weaving through the three of those.

Let's start with. with your own history with fertility preservation, because I think, I think you and I have only met in person once and we had a 10 minute conversation and it, and it was about this, this practice passion of yours. And, and so how did that develop? 

[00:04:44] Dr. James Grifo: So, I mean, it started before medical school.

You know, I didn't know a lot of the things I knew. Going into it, but I, I was very interested in science. I didn't know if I wanted to do just science. I was very interested in medicine and, you know, because of that, I ended up doing both. And same with college. I didn't, you know, I, I majored in biology and chemistry 'cause I couldn't make a decision.

So I, I did both and then, you know, I realized that college I want, I wanted to go. It's a medical school, but I still wanted to keep the science doors open. So I applied to MD PhD programs, uh, knowing that if I got the extra chaining with the PhD, no matter what I did, that would benefit me. And if I was going strictly science, I was prepared.

And if I was going medicine, that would only make me better. And, and so I, I went and did a combined degree at a time when they were just starting those programs and I was very fortunate to go to Case Western Reserve and then during medical school, you know, it even started the first day. It was like, all right, what am I going to do?

Like what, what, what field is gonna be the field I want to go into? And, you know, the first two years of medical school was all didactic. And during that time I was doing my, my PhD. Coursework at the same time as medical school and it was pretty streamlined and I was able to do that and I started my research, you know, during the summers and then once I finished the first two years of medical school, I went to the lab and did some pretty fun, interesting molecular biology research that actually led to about 10 publications and one of them actually was foundational for one of the drugs that is now being used.

And in a very indirect way, so it was kind of cool to make that impact, but when I went back to medical school and I started doing the clinical rotations, every rotation I did I loved. It was like, all right, I'm going to be a surgeon. All right, I'm going to be a pediatrician. All right, I'm going to be an internist.

And in fact, what I did was I deferred OBGYN until my fourth year because there was a chief resident who said, look, you can be my sub I, sub intern, your last month of third year, even though you're not supposed to do it until fourth year, because I'll be gone. And I got permission to delay my OBGYN until my fourth year, which no one.

It was really allowed to do at that point, but they accommodated me. And after a month on those wards with the MD PhD training, the kind of thought was I would go into cancer biology and cancer treatment and go to the NIH and that's how, and after a month on the medicine wards, I thought, you know, this really isn't exactly what I want to do.

Seeing these patients with chronic illnesses, it seemed like we were just. You know, not really curing them. And, and then I did the OB rotation. That was so positive. There was a lot of surgery that there was happy moments. And, you know, then there was this fertility thing that came out of nowhere, you know, back in 1984, it was when I graduated, it was 19.

82 that I was doing my clinical rotations and the average age of first birth for a woman was 19. It's pretty remarkable because you think about where we are now, just to give you kind of the sideline of that, in 2016, average age of first birth of 19 in the whole United States became 26. And in two thousand twenty one it became thirty new york city last year it was thirty seven and say wow that's eighteen years in the last thirty five years which is even more remarkable because three hundred thousand years ago when we first hit this planet as a species we we were.

Having our babies at 14, we were dead by 25. And if you think about the system, I'm always, I'm a little bit nerdy that way. I like to think about like, how did this evolve and what was the purpose? Purpose of reproduction in the early days was keep us on this earth evolution. We had to adapt to our environment.

So we had to make a lot of embryos that didn't quite make sense unless there was something they adapted to and kept us. As a species on this earth and then what about how efficient, you know, we always think of, you know, that sex ed class way back when in fourth grade where they said have sex one time you'll be pregnant and get five sexually transmitted diseases all in the same night, which is, you know, a little bit remarkable.

They wanted to scare us. They don't want us to make any bad decisions, but reproduction is nowhere near that efficient. A 14 year old 300, 000 years ago in our lifetime released 100 to 120 or 7 million eggs. Yeah. And had three babies and that was the goal, not too many, not too few, if we had too few, we'd be trit and be extinct.

If we had too many, we would overpopulate, get disease and famine and be gone. So, it was never designed to be that efficient and then, you know, 300, 000 years later, it's 1984, we're 19 having, having babies and a woman has 12 eggs a year and 240 eggs in a lifetime to build a family of three or four or whatever.

You know, fertility issues were less of a problem than they are now, because our biggest problem is just the age at which we're having babies. This system was never designed for that. 

[00:09:41] Griffin Jones: So I want to make sure I understand. So you're saying in 1982, the average age of first birth per American woman was 19?

That's in 1982? 

[00:09:51] Dr. James Grifo: Yeah, 82 84. 

[00:09:52] Griffin Jones: And then when did it rise? You said at some point it rose to 26. What, what year was that? 

[00:09:58] Dr. James Grifo: 2016. But we, we saw that happening even before. We saw that in the 90s when I first started practicing in, you know, in IVF, that our patients were getting older and older. And just as a remark to that, I remember on my rotations going through, you know, the OB wards and this young female, high risk OB, head of department, high risk OB said, all right, now we're going to see something that you, you probably are going to be seeing more of in your career. And well, what's that? Well, we're going to go in and see this geriatric pregnancy. And I'm like, first of all, that's an awful term.

Why would you use that term? Like I have six sisters. I don't think they would like that. Um, and I didn't say that cause you know, you weren't like that back then in medical school and you just said, yes, yes, yes. And so we go in this room and there's a 32 year old woman having her first baby. And like that was considered a geriatric pregnancy.

That was 1983. You know, so just to give you a perspective last year, I mean, in New York City, 37 was the average age of first birth, not not second, not third. And we're having families. And really, if you look at the clock for women, it's never really been described to them well, you know, pretty much age 42, it ends.

So if you're starting at 37, you got five years and about 60 eggs to have a family. And you say, well, that's plenty of eggs. Not when they're 37 year old eggs. It's not so it's not such a straight shot. But back in 1984, you know, you were 19 and you had a lot of opportunity. And I guess the analogy I always like to use is like you ever see a farmer go out in the One seed in the ground and go home and eat dinner saying the crop's coming.

No, they throw a hundred seeds down knowing they're getting, getting 10 plants and embryos are just like that. And no one thinks of it like that, but I always did from the beginning. Bottom line is during that OB rotation, it was pretty clear to me with my molecular biology training and IVF just starting to happen.

That we had a whole future ahead of us because during my medical school training, I spent time with a friend of mine on the cystic fibrosis ward with all these young people born with this awful disease that couldn't be diagnosed before they were born and their lives were really hampered. They died young, they were infertile, they had miserable lives, they were in the hospital a lot, they had chronic pneumonias and it was like, we couldn't do anything about it.

We couldn't cure them, we got better. But, you know. With, with my molecular biology training, thinking about IVF and what we could do, we could prevent those diseases. And that, that was really my initial focus of IVF is like. We could use this technology to eliminate genetic disease by only putting back embryos that don't have genetic disease.

And essentially, you could wipe out all genetic diseases. Now, fast forward. Here we are today. Our patients come in. We check them for 566 recessive genes and see if they carry any one of those recessive genes, which is not a problem if they do, but if their partner carries the same one, like cystic fibrosis, The 25 percent of their embryos will have cystic fibrosis, and the baby will have a disease that we now can prevent, and in our clinic, because we screen everybody who is willing, and most are, we don't make babies with genetic disease anymore.

We've eliminated that, which is, like, that's happened in a 30 year span. It's remarkable. So, I mean, I didn't see that, that happening that fast or even in my career, but that was kind of the focus when IVF started. It was like, all right, during my fellowship, I started biopsying mouse embryos so I could learn how to do this technology to diagnose embryos and prevent genetic disease.

And that led to them. The one, the first one that I did was in 1992 when I was at Cornell, and we literally waited four years for permission to do it. The Brits did it first. They had permission. We didn't. Once the Brits had success, it was Alan Handyside and Mark Hughes, who's from the U. S., but he helped.

He did a lot of the genetics. We were waiting in line. I had a patient lined up. She needed IVF. We had done the mouse studies. I'd gotten permission. It worked. And she said, look, I want to be your first patient. My brother died of hemophilia. I'm 25, 25 percent of my babies will have it. I'm willing to be your experiment.

And she was, and her child is 32 years old now and doesn't have hemophilia. So that, that, that technology was born. I started my IVF career at Cornell in 1990. I trained at Yale and during my Yale fellowship, I was where I pioneered a lot of these technologies. We were, you know, there were several investigators.

I was one of them working on these methods of embryo biopsy and that led to the first United States successful embryo biopsy. In 1992, we were the second in the world to do that. And you know, that led to the next thing, you know, older women miscarry 40 year old woman miscarries 40 percent of the time, she'll have a down syndrome pregnancy one to 2 percent of the time, you know, we were seeing our patients get older, we were seeing them failing to get pregnant, we were seeing them miscarry more, you know, 25, percent of the time, you have a down syndrome risk of one in 500.

Well, as our patients were getting older, because You know, even in 1990, our average age patient in IVF was like 33, 34. And we were not having very good success with the older patients. And what was clear was so obvious. Embryos being chromosomally abnormal was the cause of age related decline in fertility.

Now, we knew that thesis in the 90s. We didn't publish the paper until 2010 because it took us that long to get the data. But it was also, not only could we prevent genetic disease, we could find the embryo that makes the baby. We could eliminate Down syndrome if patients don't want to have a baby with Down syndrome or Turner syndrome or Edwards syndrome, those chromosomal abnormalities.

But mainly what we could do is eliminate. Not completely, but to a great extent, miscarriage risk, because there's nothing worse than doing IVF and getting a miscarriage. Except getting the 16 weeks pregnant and having a down syndrome pregnancy, which we were making routinely in the years before we were using PGT a routinely, which is only recently, relatively recently.

[00:16:11] Griffin Jones: Let's go back to 1992 for a second, because I'm seeing the, this trajectory from 1982 to 1992, where you're, you're learning about molecular biology, you're going through medical school, you're seeing the demographic changes in terms of first pregnancy, which leads you to the implant. Implications of of what used to be called geriatric pregnancy and but then how do you get to the point in to take that first step to where you were among the first people to biopsy an embryo in 1992.

I see how you got the interest, but what was the actual step that you took to become a part of that team and and be able to actually bring that into your career? 

[00:16:56] Dr. James Grifo: So, you know, during my fellowship, I, I said this was going to be my career. I'm going to biopsy embryos is going to be the future. It's going to help us with so many things that the initial focus was genetic disease.

When I went to Cornell in 1990, uh, Rosenwax was in charge of that program. And the goal was for me to. Developed an embryo testing program and we started initially with genetic disease, but Santiago Mune joined us and he was going to study reactive to oxygen species and sperm. And I sat him down. I said, Santi, like the future is not studying sperm.

The future is genetics. And he, he agreed. And he did a pivot, complete pivot and said, all right, I'm going to work on methods that we can diagnose the embryo. And so And we had research protocols at the time, embryos that weren't being transferred that patients donated for research embryos that were tested for genetic disease and had genetic disease patients donated for research.

And we started asking, can we count chromosomes and that's where fluorescent in situ hybridization, a way to like, look at the cells of the embryo and see if they have the right number of chromosomes we showed in 1994. Think about this. That 20 percent of embryos were mosaic and no one knew what to do with it.

It took us three times submitting it to journals to publish it. No one thought it was real. They thought it was an artifact. And here we are 2016, how many years later now you have next generation sequencing as a technology to diagnose embryos, and now we're finding that there's mosaic embryos that we were transferring for all those years unknowingly.

And, and not believing our original research in 1992. And what have we learned? Mosaic embryos make babies. They make healthy babies, depending on the extent of mosaicism. It's either they are very low chance of making a baby or they have a high chance of making a baby. They don't perform as well as euploid embryos that have the right number of chromosomes.

So we started the foundational research in the early 90s. And at first, we started with five chromosomes because accounting for most miscarriages. And you know, it took us how many years to get to a stage where we can now screen for all chromosomal abnormalities. And now we have the most sophisticated technology in the world doing that.

You know, the, the labs like Cooper and. And you know, there's, there's tons of them. There's really good labs out there. I worked mostly with Santi who sold his lab to Cooper. And so I've done most of my research with them. I have no financial interest in them. I benefit not at all by using them, except I know it's a product that I've, I've helped develop.

And so I could, I trust it. I think now the whole field is going in the direction of routinely screening all embryos. It's still controversial. It's still, there's still issues with it. There's a lot that has to happen, but you know, when you've spent 30 years doing it, And your embryologists have the quality of your product is going to be better than someone who starts, you know, last year or five years ago.

So, you know, part of the reasons it doesn't work as well in some labs, they just haven't put in the time and the training to get there.

[00:19:56] Griffin Jones: So you persuaded Dr. Mouneh to get on board with this and say, listen, the future is in genetics. It's not, it's not here and just analyzing the sperm. And so you had a small team in the beginning, but 30 years ago, there wasn't.

A prelude network. There wasn't the networks that we have today. And if you were a 33-year-old REI or a 30 5-year-old REI, that was doing the equivalent of whatever the pioneering, uh, the next, uh, phase of segment of this field of medicine is, what would you do differently having the network that you have now?

[00:20:35] Dr. James Grifo: Don't know that I would have done it much differently because, you know, it would have take someone with a vision to do a high risk investment in something that, you know, sounded like a crazy idea that actually 30 years later turned into a really good idea, you know, mainly through not just my work, but there were hundreds of other people at different centers, you know, we all saw the same vision and we collaborated even though we were competing and, and really this field pulled itself up by its bootstraps.

Most of us did it with. With clinical money, like I, I never had research grants, you couldn't get embryo, embryo research grants, it was politically charged. I had a patient who was incredible to me, she has five kids from our efforts, and she's very wealthy and she supported us. You know, with annual grants that we use that money, we use clinical dollars.

We did a lot of stuff for free. My first, you know, five years of embryo vibes who've never charged for it. We just, because we, we, we didn't charge for anything until we had a, had a product. And so, you know, we saw that. PGTA was going to be the future. And we started focusing on that in the nineties. When I came to NYU, that became our, our prime focus.

But as in the nineties, we were watching our patients get older and it was very clear and we were seeing more and more patients needing egg donor, and that was. a problem because not everybody could get there. So a lot of women in their forties who wanted their first or second or whatever child, they were past that age and they needed egg donor.

Many of them didn't have that baby because they just couldn't get there with egg donor. And so that's where, you know, I spent With John Zhang, as my first fellow, we spent years trying to fix old eggs by taking the nucleus out of them, putting them in young eggs, and we got to a whole lot of trouble. I almost got, I almost got in trouble, you know, with this technology.

And, you know, 16 years later, it actually turned out to work and it actually turned out to be safe. But at the time that there wasn't a lot of appetite for that. I got shut down. I mean, I can tell you stories. I got a personal letter from the assistant surgeon general of, of. I got a phone call and she called me up and she said, what the hell do you think you're doing up there?

As we published something at SRM, it was a prize paper. We took old eggs, took the nucleus out of the old eggs, put them in young eggs and made embryos. And by the way, we did all this stuff in mice first and showed that it worked. So the babies were born were healthy and we got IRB approval to do this.

But once this happened and people thought it was cloning because we were doing nuclear transfer, it wasn't cloning, but they didn't understand the science even, she called me up and said, what the hell do you think you're doing up there? This is a, I said, excuse me, is this a personal call? Or is this like, no, no, you know who I am and you know why I'm calling.

And then the next week I got a letter from the FDA which said, We regulate you, you have to stop your work, you need to file an investigational new drug application if you're going to keep doing that work. I don't want to get too bogged down in this story, it was five years and a lot of clinical capital and money that we spent on a project that never took off, and you know, again, high risk capital, that turned out to actually be a good idea and could work and does work.

It will never take off. But you know what? There's always for every crisis. There's always opportunity. It kind of forced us to say, you know what? This is never gonna fly. No one's gonna have an appetite for it. Let's let's start freezing eggs. And so in 1999 2000, we started freezing mouse eggs, thinking that that would be the cure for egg donor.

We could let patients be their own egg donor by freezing their eggs. And we spent four years, a lot of money, again, personal money and, and donated money. Because again, it was hard to get, you couldn't get grants and, you know, would, would these big networks invest money now in such high risk stuff? I don't know.

Probably now there's, you know, there's, it's a whole different science world. I don't know. Certainly the opportunity is there. The bottom line is we, we got really good at making baby mice to the point where like, okay, it's 2002. We can do this, but you know, we haven't done it in human. We've done some frozen egg donors, but you know, we always do everything in our lab.

We do it in the animal first. We show that we can do it. We then move to the clinic. We do it for free. So now we had to design an experiment, which we paid for, and it was a lot of money. We did 23 free cycles of. egg freezing in patients who needed IVF, and back in, you know, 2000, most patients didn't have insurance for IVF.

A lot of them didn't do it because they couldn't afford it. So we had a natural group of patients that we wanted to help, and we had a need. Our need was to see how good we were at freezing eggs, because our mouse data said we would be as good as IVF. But we needed the data. So we did 23 free cycles of egg freezing in patients who needed IVF, waited a few months, thawed their eggs, made embryos, put back the best looking embryo, just like they had an IVF cycle.

And we said to them, you know, we think this is going to be as good as IVF. We don't know. Because we don't know, and because it's new, we'll pay for it. And we paid for their drug, their anesthesia, their whole process. And 23 women went through 13 of them had a baby from it. We had a 57 percent baby rate. We expected this group of women who they were 27 to 37 mean age was 33.

We expected to get 50%. We got 57 percent our first baby from that study. I got my annual picture from mom every year. I just got the first year at college picture this year. Uh, she's 18 and just started college. It's pretty incredible how much even just an experiment changed the trajectory of that family's life.

They never would have had a baby had they not been part of that experiment. I would call that life changing. 

[00:26:20] Griffin Jones: So now you have now NYU has a, an REI fellowship program. Is that right? Yeah. You have a fellowship. And you also have a lot of young docs throughout the prelude network. How do you involve them in what you're working on now?

[00:26:35] Dr. James Grifo: I don't have to, they're, they're like in there figuring it out and they're doing their own stuff and they're You know, using the basis and foundation of things we've done, they're an incredible group. They know, they see the future and they're, they're working on it. Really now we're at the stage of just refining egg freezing and getting better at IVF and get better at the testing and, and, you know, trying to make the patient experience better.

And that, that is one thing where, you know, Prelude Network has been really big on is just trying to make the patient experience better. Cause there's so many opportunities there for streamlining and, and also making things efficient. And, you know, that's where our, our, you know, medical advisory board meetings, physician advisory board meetings, we, we all get together and we talk about possibilities of how to be better and try and as much as you can standardize things to make consistency and that makes less errors and that makes for, you know, better process for patients.

And, you know, we at NYU, one of the things our fellows do, which is, I think, with our best experience, is we every, you know, a couple times a year, we ask specific clinical questions. Hey, we do this this way. Find out what the rest of the world is doing. Get all the papers. Let's talk about it. Let's come to a consensus between the doctors.

How are we going to do frozen embryo transfer now? What's the best protocol? And so we sit down and we review the literature and we come up with a consistent strategy we all use for many things, like all these new tests that come about and, and so it's made us better doctors, but then that gets trans translated to the network.

So then it's made a whole team of people better, and it's all about cooperation and being on the same team. And in the old days, we were all competing programs, although I got to say in our field, we have amazing people. And despite fierce competitiveness. We cooperated. I mean, Richard Scott, my fiercest competitor, we, we collaborated in so many, he made me so much better and I helped him get better.

Same with Schoolcraft. I mean, we, we, we were cooperative, but now in these networks, you could be a lot more cooperative and, and, and translate that into, you know, scalable stuff that benefits patients and benefits process and streamlines and makes things more efficient. So yeah, a lot of that stuff's happened, but our fellows, yeah.

See a heavy dose of all that. And then they're, they're out in their career. I mean, we've hired the best of our best fellows is our, our practice. And, you know, our, our practice are filled with. You know, five incredible young women who are, you know, have bright futures and they're doing the next generation of studies.

We had like 30 some odd abstracts at ASRM last year. One of them was we were part of the prize paper at ASRM for mosaic embryo transfer. I mean, we did one of the earliest mosaic embryo transfers in 2016. So you know, we're, we're always trying to move the needle and get better, not just. Not just in the science, but in it actually, how you conduct yourself and, you know, present to your patient and how you can make their lives better.

Many of us have been patients. I personally have gone through multiple failed IVF cycles. So I kind of know what it's like a little too well. And so that's influenced us as well. And we have a group of people here who are, who are, you know, many you have as well. So that's made us better, but you know, so the egg freezing thing.

Now it's 2005. We've had our first baby from it. And now it's like, all right. And PGT is starting to take off. And now it's like, my view is any principle that works well in IVF, we should apply to embryos that we get from frozen eggs. So we started doing some of the first studies with frozen eggs when we started thawing them of, Hey, our patients who showed up initially for egg freezing, who do you think they were?

They weren't 25 year old saying, Hey, I'm going to protect my future. That no one had a knowledge of any of this stuff. Egg freezing was an experiment. No insurance covered it. The 43 year old, the 42 year old, the 41 year old, the 40 year old showed up and said, you know, I'm like one year away from needing egg donor.

Like, why don't I at least put something in the freezer and see, and take a flyer on this. 88 women did from 2005 to 2009. The first five years of it, I mean more, more frozen than that, but 88 of 'em came back and used their eggs, and these were women who had a mean age of 39 40, knowing that the majority of their embryos are gonna be chromosomally abnormal.

We said to them, look, we're doing this in IVF. There's no reason why we shouldn't do this with frozen eggs. Let's thaw your eggs, make embryos not transfer them. Let's biopsy them and find the euploid embryos. You know, you're going to have a 30 percent miscarriage risk or 40 percent miscarriage risk and a 2 percent down syndrome risk if we just put back the best looking embryos.

And so we had some of the first frozen thawed eggs that were biopsied as embryos, frozen again and then transferred as single embryos. And I'll give you my last tweak, what I ran into. Patient of mine, I met her at 34, she's 46 now, she showed up at 42 having had two batches of frozen eggs from 36, she was 41 and a half.

With the guy, we made embryos, she had three euclid embryos, we put one back, she had a baby at 43, she now just came back at 40, you know, 45 and a half, and we put back her second embryo, and she's going to have her whole family from a batch of frozen eggs. We have over 30 patients who that's been their way of family building.

This is happening so fast. And, you know, it's happened sooner in the coast because that's kind of the, what's happened, you know, women are older in the cities having babies. They are having careers. They are delaying. And, and now this technology is coming to help us. This, this egg freezing is starting to take off.

You know, our average age of freezing eggs till about two years ago was like 38 and older. Now we're freezing eggs in 30 year olds who are like, yeah, I get this. This is important. Or we're banking embryos in couples who are 32 and they're on their career path of partners in a law firm and they don't want to have a baby now and they know they're going to be 40 before they get around to it and they're making their embryos now to have their family later, knowing that they'll put back a single embryo.

Whereas if you're 40 years old, the chance you get a single euploid embryo from one retrieval. Half the patients don't get one, and average is one, and one only gives you a 65 percent chance of a baby. You're not going to have a very good chance doing 40, you know, starting at 40 to build a family. You know, you do your retrieval at 30, you're going to have a chance to have enough embryos that you can build your whole family, and you can even Make sure you have enough by doing enough cycles to do that.

That's something that's happening. I mean, this is kind of like under the radar. People don't know this, but this is every day here now in our, our center, because that's just where we're at and our patients are at in our little microcosm. 

[00:33:28] Griffin Jones: Now it's become established and you've worked on this with other docs and now younger docs are working on their own initiatives.

And you talked about the Physician Advisory Board. I'm curious as to what that is and how somebody gets on that. Is that just any doc in the network? 

[00:33:47] Dr. James Grifo: No, so there are two year terms. You know, because I'm the Chief Executive Physician, I'm always there. And, you know, we go out to, to Napa Valley, TJ has a bunch of friends out there.

They let us use their space and, you know, we, we do fun things in interspersed with lots of lectures and discussions and planning and task management of what we're going to do next year. So people get nominated to be on, on the board. We try and get a good geographic exposure of our programs and, you know, people rotate in and off of that.

It's only been happening about four years now, I think, or maybe five, four, I think. And so it's a relatively new thing. We're still learning. We're still, but it's also just the chance to talk to other people from different places who are doing things a little different from you. And, you know, you find out what you thought was optimal, maybe they're doing it better.

So I better adopt it. We're making each other better. And then we're looking at. Globally more what, what kind of network kind of projects can we do? What kind of network research projects can we do where streamlining data? We're trying to get big data and pool all our data and doing a lot of things to improve, you know, the medical record and the data that we get from it.

And also streamline that some of it is even business oriented in terms of, you know, making us more efficient so we can, you know, lower the costs and not have to raise our prices. Things like that. So there's so many positive, good things about it and, you know, the docs want to be part of it. 

[00:35:16] Griffin Jones: And, and they are, how many docs are on the advisory board?

[00:35:20] Dr. James Grifo: Don't, yeah, I should know this number. It's about 10. We do have a physician summit, which is a bigger group. And a lot of the similar things are done. So we have annually a physician summit and annually a physician advisory board. But the Visition Summit is, you know, up to 20 docs and we all meet in one location and have meetings and, and fun too.

There's some social aspects to it just to kind of learn about each other and all the stuff that we're doing. And those are heavy science oriented and clinically, you know, clinical practice oriented. You know, a lot of sharing it, and it's the thing that's unique about it is when you're under the same umbrella, it's not like you're at srm with all your competitors, you know, you don't work, you don't try and keep, you know, some people are very secretive about things.

We have no reason to be, we're all partners, so, so the level of dialogue is more productive, it's a better feel for, you know, talking to your colleagues. You know, you're not threatened. And, you know, we share things that, you know, look, we had this really terrible thing happen. Here's how we handle it. What do you think?

And, and, and they learn from our mistakes, so they won't make the same mistake. You know, it was incredible. So we're, we're sharing things that you wouldn't normally talk about. And that's making us better. Programs and better, you know, managers and doctors and, you know, patient care people. 

[00:36:43] Griffin Jones: It's so how is that different in your view from just rounding with your colleagues inside the clinic?

[00:36:50] Dr. James Grifo: Well, because we're very focused and very narrow. I mean, we, we, you know, every, every place has its own way and thinks their way is the best way. And you know what? It's humbling because you go and you hear, man, maybe that idea that we're doing this way, maybe it's not the best way to do it. Maybe we should try it that way.

We do that with our clinical consensus meetings, but we do that at those two meetings as well. And, you know, we share. And so now the network gets more uniform in quality and that's good for patients. It's good for us. And it also allows us to get more data to see if we can refine further. But, you know, these kind of efforts take years and years of effort.

They don't bear fruit in one meeting. But you can see over four years how much we've improved. And, you know, we go to work every day wanting to get better because we know our patients depend on that. Our futures depend on that. And it's kind of the passion of behind everything we do. We want to get better.

You know, we see the failures, we see the patients who don't succeed. We want everybody to succeed. And we want to try and get as many people on that success train as possible. And so it motivates us. It keeps us. honest, it keeps us, you know, going forward, moving the ball, moving the needle, getting better, doing things better, thinking about the patient, thinking about their experience.

How do you put all those things into a better outcome and a better product? And then that will help because there's going to be more and more need for assisted reproduction. If the trends Of age at first birth in these last 30 years, we went from 19 to 37 in New York City and, and, you know, 2021, it was 30 for the whole United States.

It's a matter of time where we're having our whole families in late thirties, early forties, and we're going to be using assisted reproduction as the safest way to get there. And also the most preventative, because now we can eliminate genetic disease. We can eliminate. Babies being born with down syndrome, Turner syndrome, Edward syndrome, the things that you terminate pregnancies at 16 weeks for.

And you only find that out because you didn't test the embryo. And I remember the days when we were putting back just good looking blastocyst and getting the call of the patient saying, doc, I just got my results from my amnio, that picture that's sitting on my freezer that you told me was a beautiful embryo.

As down syndrome, like it's the worst phone call you get. And as you know, multiply that by a million, cause that's how the patient feels and I know how bad it feels to get that call. So I can only imagine what it's like to be the patient, although I've had too much experience that way too. So, you know, it's human suffering that we can prevent it's human, it's futures, it's health, it's so many things that we're going to influence with this technology.

And at some point, if the trend continues of being this old, we're already below zero population growth. At some point, we reach a point where we start declining in population and then it becomes a threat to survival. And I don't, this is not going to be in my lifetime, although I don't know, I didn't think we'd be here at this point in time.

And here we are, we're going to be at a point where this is going to keep us from being extinct. Because biology and evolution will not fix it. We are stuck with a 300, 000 year old biologic system designed for a different species of Homo sapiens. And it hasn't changed and it's not going to change because until we're threatened with extinction, there's no even selective gene pressure for that to happen.

So we're going to be the fix. We're going to be the adaptation. The system reproduction is going to save the species at some point. 

[00:40:30] Griffin Jones: This isn't a question that I was planning to ask. And so if it's too personal, feel free to decline. But you mentioned the struggle that you went through personally with IVF and you have a number of colleagues at your own practice at NYU, you have 10 or so other physicians on on the Physician Advisory Board, you have 20, 30 physicians that you're, that you're seeing at the Physician Summit throughout, across this whole network.

Does that ever come up with them? You know, like, just that perspective as a patient, do you ever say, no, I know that this isn't the right way, or I know that this is more important than we're weighting it presently because, um, Because I've been on the other side. Do you ever bring that into? 

[00:41:17] Dr. James Grifo: Oh, we talk about that all the time, all the time.

And in fact, TJ, that's his whole demo about, you know, why he got into this company. You know, he was in radiation oncology and, you know, he then, you know, went through assisted reproduction. He's very public about it and, and he didn't have a great experience. And so his main focus is to give a better patient experience.

And the way you do that is you make sure your workers have a good experience because they're the ones who are on the, on the, You know, front lines and we have to show them and respect them. And this is a big topic of discussion at these meetings. It's not just the science it's like we have to treat our, the people working for us in the best possible way, because they're the ones representing us.

And we're only as good as the, as the people that are part of us. And so we have 160 people in our program. We have to make sure they're doing their best, make sure they understand what it feels like to be a patient and how to be empathetic to them and meet their needs and help them have a good experience because that's just as good, just as important as getting them pregnant.

And, you know, every clinic has patients who feel like we did a bad job in that arena, but we have patients who failed multiple cycles and had really terrible, awful outcomes who still to this day are so grateful how we treated them. Like they say, they sent me a note, even though I didn't have a baby.

Thank you so much. You know, you guys did such a great job helping me through all this stuff. It's a really important piece of it. And it's a really hard thing to do and do well. So yeah, that comes up a lot. And yes, because most of us, look, we're all delaying childbearing. That's how I ended up needing assisted reproduction.

It was a second marriage, but we were much older and it wasn't going to work. And it didn't. So we, I, you know, I learned firsthand what it's like to fail IVF cycles, what it's like to have your transfer fail. And you know, it just is what it is. It was my best teacher. 

[00:43:11] Griffin Jones: So can other, can younger docs contribute in the same way?

Like can, can a doc that's only been practicing for a year or so even join the physician advisory board or do they have to be practicing? 

[00:43:23] Dr. James Grifo: They come to the summits. Anybody is a, uh, a, a prelude physician. Is eligible to get on the board and you know so the process i'm not really clear completely of the details they get nominated and then you know pretty much headquarters decides you know who to take because they want they want to make sure that network is represented they want to have.

You know adequate voices they want to have you know no gender bias they want to know. They want us to be a really good, cohesive and diverse group of people with different experiences and different clinical experiences. So it's a work in progress, and we're trying to learn how to do it better. And, you know, we get feedback every year from the docs who are part of it, and then we try and address that in the next year.

So that that in itself is a whole other project to learn how to do that better, because that's going to benefit. I mean, face it, consolidation is happening in our industry. There's going to be three or four players that, you know, control most of the IVF. Um, it, I've been watching that train, you can see it in 2015, you know, it was probably under 10 percent and now it's, I don't know the number, but it's, it's getting close to over, over 50 percent where, you know, 50 percent of the IVF cycles are being done by, you know, networks.

And it's going to go there because just the. The capital costs and all that make, make it that you can do it better as, as a network. So that's one of the benefits of all these networks is to streamline process to, you know, cut costs by having, you know, more centralized management part of, of. You know, back office type stuff that you can make it less expensive and more efficient and have it streamlined with technology and, you know, medical records.

So those are other aspects of focus of trying to make us better and also streamline the process to eliminate errors and, and. you know, make, make tracking of things more easy so that we can do studies with data that will show us what's better and then make changes. So, yeah, I mean, it's a really exciting time.

It's a really exhausting time because our patient load has just like boomed. I mean, just here at NYU, we've gone from doing about 16 to 1800 retrievals a year this year, we're going to do 4, 200 retrievals. We moved into a new space and, and egg freezing has really blossomed because now it's being covered by insurance.

Now it's got traction. We just published the world's largest study of 15 years of patients with eggs in the freezer. The first 15 years of our, you know, from 2005 to 2019, what happens to those eggs? How many babies do we get? What, what can we learn from it? And you know, we showed several things, very obvious conclusions, but we have data to prove it.

Now, the more eggs you get, the better the chance. The younger you freeze your eggs, the better the chance if you do more than one cycle, you have better chance. And we showed that if you are under 38, when you froze your eggs, and in this study, they would mean each was 36 of the under 38. Most of the patients were older and you have, you have 18 eggs in the freezer.

70 percent of those patients got a baby, which, you know, the New York times, when they wrote their article said sobering statistics from freezing eggs, because Our study was an honest study. We took all the patients in those 15 years, 40 percent of whom were over the age of 39, not the age you should be freezing eggs at.

And we included it in the data. And it's incredibly remarkable that even though 40 percent of the patients who froze eggs were over the age of 39, we still had a 40 percent baby rate. That was not expected at all. It was stunning. Under age 38. Anybody who did at least one retrieval had over 50 percent baby rate.

If they had 20 eggs or more, it's 70 percent baby rate. And if patients did two cycles, they dramatically improved their chances. And now that data is, is real. Some of it is published. We're still trying to get more specifics of it published. Peer review process is brutal. It's been rejected two times. We have data that really needs to get out there.

I just give it to my patients because I can't wait for peer review. We have a grid of if you're this age, you froze this many eggs. You did one cycle, here's your baby rate. You did two cycles, here's your baby rate. Because we have the data now. We've been doing it that long. We have big data, and it's significant.

Although, you know, the peer review says, Oh, it's not a big enough data set. It's only 612 patients who thawed eggs. It's only 300 babies that were born. It's the biggest data set in the world. Publish it, because people can use it. It's helpful data. But we haven't gotten it published yet. But I use it on every consult.

And, and say to patients, and so now our patients are doing two cycles of egg freezing because they see that there's a benefit. And you know, now we have patients building their families from frozen eggs only. I mean, that's become a big part of our practice. So It's, it's transformative. 

[00:48:23] Griffin Jones: What still needs to be done to advance fertility preservation?

When you think of, okay, we started thinking about this and in the eighties and we started working on it in the nineties and I'll maybe make an assumption that you're not going to be practicing for another 30 years. 

[00:48:38] Dr. James Grifo: Hopefully. I could be. I could be. I'm not that old. 

[00:48:41] Griffin Jones: Well, that, that, well, I mean, I 

[00:48:43] Dr. James Grifo: guess I went to Howard Jones's hundredth birthday party.

[00:48:47] Griffin Jones: Fair enough. So maybe you will, and let's pretend for a moment that you're not and you, that you have to turn over the reins. 

[00:48:56] Dr. James Grifo: Oh, I will. 

[00:48:58] Griffin Jones: The people that are listening now might still be in fellowship. They might be, they might be out of fellowship, but they're only like a year or two in and they're thinking about where they want to work next.

And let's pretend it's not someone that already works for you and not somebody that already works in your network, but someone that is at the very beginning of their career, what would you want them to take over? Or not even what would you want them to take over, but what is their For them to to take over that they're going to be doing over the next 30 years 

[00:49:30] Dr. James Grifo: So making this more accessible is, is, would be great.

And the only way to do that is to make it more efficient and scalable. And so there's a whole focus on automating the lab. And there was lots of research going on and a lot of venture capital doing that. That's going to happen. I don't know when or how long it's going to take, but that's going to be a big, a big element.

You know, being more efficient at egg freezing education is a big piece. Like I I'll tell you a story. It's, it's pretty scary. I was president of SART somewhere around 2000. I don't remember the exact year because I don't keep these things in my head, but. Phil McNamee was, and David Adamson were, you know, either president, president elect and, you know, moving through the, you go through three years to become the president.

And during that term, when I was on that three year track, we as a group, the SART group, using our own money, put forth a, an educational public service, hey, patients are getting older, you need to know what it does to your fertility. And so we did it in a very, you know, thought out way. We thought we were being smart.

And just to say, Hey, do you know what your age does to your fertility? And, you know, the longer you wait, the harder it's going to be. And you need to have, be thinking about this and planning your, your family and your future. And so we spent a lot of money on this thing the first week that it went out.

The National Organization for Women was publicly accusing us of scaring women and trying to tell them to come to our office and be treated. And we were just trying to educate them. We weren't, we weren't looking for patients. We were busy enough, but we were seeing our patients get older and we wanted to get the message out.

And, you know, it's so mad, uh, maddening how, um, uh, uh, a message. Shoot the messenger always can take over and it gets, goes viral, you know, the way media handles things now and we don't have common sense anymore. And it gets so political and it was awful. It was awful. Here we did this well meaning thing that we paid for out of our own pockets to try and educate.

Education is the most important thing. Kids need to learn this in college and high school. Women need especially to know what happens to them fertility wise. They need to see the lecture I give to every egg freeze patient to understand what the clock truly is and what it isn't. You know, most women think it's just bad luck that you have infertility.

Most women think it's something they did in college or high school, that they harmed their eggs, or they did something, they were doing something wrong now, or they're stressed and they should quit their job, or all these magical thinking things that have nothing to do with this biology being 300, 000 years old and not designed for us to be having babies in our 30s.

And so that's why we're so busy and we're just getting busier. Why? Because more and more people are delaying for good reasons. It's a social thing that's happened. There's so many good reasons to be older, starting your family. There's so many reasons to be, you know, financially stable and have a career as a woman before you start your family.

And yet this biologic system is not designed for that. And so we're the fix. And so education is a big piece of it. You know, making, streamlining the process, finding more non invasive ways to do the things that we currently do, finding ways to safely get more eggs without, you know, hyper stimulation.

There's so many opportunities, streamlining technology of the tools that we use in our day to day. I've watched ultrasound get so much better. It's helped us with embryo transfer and having better, more effective embryo transfers. I mean, there's so many opportunities. What I would say to someone just starting out, find your passion.

Find the thing you want to fix. Find the problem that you think we could do better and then find a way to make it happen because you can 

[00:53:15] Griffin Jones: so it sounds like two different spheres one is the education piece, which I would say is more than just education. It's like bringing it into the culture. That's something that the up and coming generation of docs is doing somewhat, but, but neat, that that is part of the ethos of what they need to do. It's not just educating the patient that's in front of you. It's bringing the awareness into the culture. And the second piece is some of the things that might be, have to do with the network research projects, the maybe, maybe that's what you're talking about with more noninvasive ways to do retrievals or to, to safely get more eggs.

Tell me about what. What research projects are either underway that you'd love to see people be a part of, or what research projects that you think are not underway yet that you would love to see this up and coming generation take up? 

[00:54:07] Dr. James Grifo: So, I mean, one of the focuses here is streamlining ovulation induction and making that more efficient and more effective and safer, getting more eggs and less hyperstimulation.

That's a focus. You know, getting better at egg freezing, that's more in the lab, using PGT in a more effective way and making better, I mean, one, one project that was done, one of our residents now fellow happens to be the daughter of Dr. Lecharty, one of our partners. She helped use artificial intelligence with the Cooper platform to select embryos better for transfer that were PG, PGTA tested to be euploid.

And we, we could improve the, the pregnancy rate. Using artificial intelligence, using our data and training their assay, knowing our outcomes, I mean, that, that was a little, a little win, but every little win adds up to a lot of wins over, over time, you know, there's now improvement in the technology of accuracy of PGT testing, you know, we've done a lot of studying of mosaic embryos and we'll continue to do that and finding the ones that Are worthwhile transferring to get good outcomes and maybe there are some that the risk is too high, for instance, you know, if you have a high level whole chromosome mosaic where you know more than 60 percent of the cells are.

have an extra or missing whole chromosome, you know, those embryos do poorly. They make babies, but you know, only about 15 percent of them do and they miscarry about 60 percent of the time. Having that data empowers patients to say, you know what, I'm willing to take that risk. It's my only embryo. I'm going to do it.

Or you know what, I'm just going to do another retrieval. That's just not worth it. That 60 percent miscarriage risk for a 16 percent chance of a baby. I don't want to be, I don't want to be that miscarriage. You know, we have that data now because we're doing PGT on these patients. Most other clinics, they're just transferring that embryo, not knowing because they didn't test it.

And so the patient takes an unknown risk is never counseled for it. The doctor is not responsible because they don't know. And so that's inferior technology. That's inferior treatment. You know, and it's a big debate whether we should be doing PGT on everybody. It's such a useful tool if you have the data and we spent 30 years at NYU getting it, and now it's our network has it.

It's avoiding miscarriage is our biggest goal now. And PGT is the way to get there. Avoiding we still have a 15 percent triplet rate. We have to 30 percent twin rate. I haven't seen triplets in, in, I don't know, 14 years. Um, we put one embryo back and 98 percent of our transfers and we still have a good pregnancy rate.

Why? Because when you're putting back, you put embryos, you don't need to put back more embryos. We sometimes put back two because patients want to, and we still let them make some of those decisions, but they're counseled. We still don't have very many twins because those are the patients whose embryos aren't that good of quality.

They're euploid and they don't have a good, as good a chance. And we say, all right, you can put two, mostly we put one at a time because you get there anyway. You know, and I haven't had to counsel somebody at 16 weeks with a bad amnio since 2012 when we were only doing about 60 percent PGT, you know, where patients would get pregnant and get to 16 weeks with untested embryos.

I haven't had that call. 

[00:57:27] Griffin Jones: Because of the advancements and we've weaved through the past, present and future, the advancements to come. I'd like to conclude with what skills or not, not even skills, what qualities would you want to see docs that are sitting on your physician advisory board three or four years from now?

Let's pretend that they're not. People that you already work with. These are not prelude docs. There, there may be, there may be just finishing up fellowship. Maybe they're working for somebody else right now, but they, so it's, it's not somebody that you've met yet. What qualities do you want them to bring?

[00:58:07] Dr. James Grifo: Well, they have to be critical thinkers. They have to be well versed in science. And they have to know how to ask good clinical questions that we can get a scientific answer for. Design a study that will get us the answer, you know, and what's the question you want to ask. You know, for instance, like frozen embryo transfer protocols, there's two different ones.

You can use a program cycle where we give Natural estrogen, natural progesterone. It has a lot of advantages. It's three visits. It's easy. And you don't have a lot of canceled cycles because patients don't ovulate because they're not ovulating through it. You do natural cycle, more visits, they ovulate naturally.

They're transferred. We get the same baby rate, but you know, can we make, can we do better? Is there a better protocol than either of those two that, that, you know, design a study? Let's figure this out. Let's, let's get better. We're getting there. So the, the, you know, being able to ask a scalable, solvable question and not, not just a, a, a theoretic ideologic question, you really just need to look at the problems in front of us and say, how do I solve that problem?

And then let me use good science to figure it out and let me design a study to figure it out. And it's really hard to do that. The best thing now are non selection studies where you test your test. So, for instance, Richard Scott did one of the best ones. He did PGTA on all the embryos that were collected.

They were all frozen. He did the first transfer just by morphology, looking at the embryo, not knowing the results of PGTA. And then after the babies were born, and he got the patients to do it. He said, look, we'll do the PGTA for free. You'll get it on your second cycle. The first cycle you get your best embryos.

Pretty good pregnancy rate. What do you got to lose? And patient said, yes, sign me up. And what he showed was that 0 percent of the aneuploid embryos made a baby, meaning that's a pretty good test. If we know 100 percent of those embryos aren't making a baby and they make a lot of miscarriages, there's no reason a patient should get those transferred.

There's no benefit to them. He showed that 65 percent of the euploid embryos made a baby, and he only put back one embryo, so we're making singletons. And the miscarriage risk at a 40 year old went from 40 percent down to 10%. So he showed that his test, and the same test we're using, could improve the quality of outcome and, and life for the patients.

Avoiding miscarriage is a really big thing. Seeing, I used to see so many miscarriages, we used to do so many more DNCs. I don't miss them. I don't miss them. And we still see them because we can't eliminate them completely. You know, those patients often give up, they quit treatment. So I mean, that's a non selection study that proved that his technology works and our technology works.

You can't argue it. And yet people still do. I don't know why. Well, that's a whole other topic. That's a whole other discussion. But those are the kind of studies we need to be doing. We shouldn't just do, like, for instance, the ERA test has caused so much heartache because, you know, the initial studies suggested that it was very helpful and now recent studies show that it doesn't really offer that much.

And so it was never tested properly. You got to do a non selection study. Um, you know, all the things that we do, we did a non selection study looking at endometritis. We learned that endometritis Is not as big of a threat as we thought, although there's a small sub subset of patients where it is and we treat them only and not everybody that was a non selection study that changed the way we treat.

We need to do more of those studies and patients need to help us so that we can help their care get better and everybody else's in the future's care get better. 

[01:01:49] Griffin Jones: I know that Prelude has a form that docs can fill out to get in touch, and we'll link to that. But if people wanted to continue this conversation directly with you, if they were interested in maybe collaborating with you in the future, would you be against them reaching out to you individually on No, not at all.

We can include your LinkedIn in the show notes, or if people want to email me for me to make an introduction, I'd be happy to do that if you're also open to that. 

[01:02:19] Dr. James Grifo: Yeah, I'm open. I'm open to anything. 

[01:02:21] Griffin Jones: Dr. Jamie Grifo, it's been a pleasure. I look forward to having you back on the show. It's probably been too long for this to be the first time we've had you.

So I look forward to it being not as long when we have you on again. And thank you so much for coming on the Inside Reproductive Health podcast. 

[01:02:37] Dr. James Grifo: Thank you so much. Thank you for doing this because educating our, our, our own is really great and we appreciate this. 

[01:02:45] Sponsor: This episode was made possible by our feature sponsor, the Prelude Network, where top REI physicians find their calling.

Join us and leverage state of the art technology, collaborate with the best physicians in fertility and be part of a network that's redefining fertility care across North America. At Prelude, your expertise helps turn dreams into reality. Discover. For more at rei.preludefertility.com, that's rei.preludefertility.com

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Thank you for listening to Inside Reproductive Health.

187 How Fertility Doctors Start Tech Startups with Dr. Brian Levine


With Dr. Levine we learn:

  • How he leveraged his connections to unite with his fellow CCRM New York co-founders

  • The “Aston Martin” amount of money invested to validate the business concept (and how that number was chosen)

  • The first people hired (and why)

  • His criteria for establishing new partnerships with other firms and businesses

  • How he gets founders and executives of elder care companies to come knocking on his door (and what the heck elder care can teach us about reproductive health)

  • And more…


Company Name: Nodal
Dr. Brian Levine’s Social Media: LinkedIn, Instagram, TikTok

Transcript

Dr. Brian Levine  00:00

I started actually seeing that my participation, this was actually could be construed as me being complicit in the current system, I actually felt super responsible for trying to fix it. And because I saw what I think, is a very tangible, easy to use solution that helps reduce the cost and make it more accessible for people. I felt like that is completely in line with the oath that I took when I graduated medical school, which is to do no harm.


Griffin Jones  00:34

Finally, starting that idea that you have for a tech startup, almost every fertility doctor seems to have one of these ideas. And for some of you, it is bugging you crawling around in your head. So I decided to bring on someone that is going through this journey. Right now, you might know Dr. Brian Levine, he's been on the show before. He's the founder of CCRM, New York. So we talk about that establishing an established business, Dr. Levine has had his take on building something in New York. But CCRM is an established company versus what it's like to be the founder and the founder of something that isn't a practice network, but as a tech company that serves the verticals of which his practice sometimes overlaps. We talk about the concept for the problem in this case having to do with surrogacy, but I'm more interested in Dr. Levine's rules for how he articulates the problem and the solution. We talked about the connections that Dr. Levine leveraged to both explore the concept and unite with his co founders. We talk about the Aston Martin amount of money that the three of them put in to validate the concept and how they chose that number. We talked about the first people they hired and why there are rules for structuring market research talk about Dr. Levine's strategy for approaching a two sided marketplace. have Dr. Levine tell us about what he's doing with the money he's raised, what he plans to raise next, and who he's looking at selecting to partner with him, or at least what criteria he wants for those individuals or firms. And we talk about how Dr. Levine has done deep investigation into different verticals. To understand how those lessons can be applied in the reproductive health space. He shares how he gets execs and founders of elder care companies to talk with him and what the heck, eldercare could possibly teach us in reproductive health. If you're a fertility doctor or someone else in the reproductive health space considering starting a tech startup, I hope you enjoy this conversation with Dr. Brian Levine. Dr. Levine, Brian, welcome back to Inside reproductive health.


Dr. Brian Levine  02:34

Thank you so much, Griffin, I'm super excited to be back again.


Griffin Jones  02:36

The first time we spoke it was about starting a practice group within a network setting. You started the de novo CCRM in New York, and we spent the that episode talking about running that operation starting that operation. Today we're going to talk about what it's like when a physician does something even more entrepreneurial, perhaps in a related space. And so let's talk first about maybe some of the differences. So you have started a program for that's in the surrogacy space that in many ways seeks to disrupt the surrogacy space, the first your venture with CCRM, you, you were operating a system that was established, certainly with your own flair, but you weren't the first CCRM practice. And you deliberately went with a group that had an established system. So how did those two things differ? And maybe even before we dig into that, let's let's just dig it into what gave you the itch to start something new in the marketplace? 


Dr. Brian Levine  03:50

Sure. So,you know, as we talked about last time, the approach that I took back in 2015 was not the standard, and it was not the common approach. Typically, fellows were graduating from their fellowships, and they were moving on to going on to an established program, typically not academics and a couple of us into private practice. For me, I felt like there was a need to kind of change the model. And CRM afforded me the opportunity to have an incredibly tech driven approach, where I thought we can infuse some high touch Customer Care. And I think that's what we've been doing now for the last seven years since we opened the doors here. And it's amazing to think that it's been seven years since we opened the doors. As surrogacy was legalized in New York State, which happened in February of 2021. I was super excited. I kid you not I was like the single most excited person ever. Because before that, we had to ship all the embryos out for people who are doing gestational surrogacy. And then what happened was after about five months of doing this in New York, I realized very quickly that my patients were being preyed upon. And what I noticed was that the model of so Argosy in the United States, was not just unique the experience that I was having, it was a common experience across the board, which is that it was becoming price prohibitive and time prohibitive. And so I had no desire to start a business, I had no desire to be entrepreneurial, again, like the CCRM is very good and life and the practice is pretty amazing. But this problem, I couldn't unsee it. And I couldn't fix it. And because of that, it's why I took that step to kind of build something different and to fix something.


Griffin Jones  05:29

Maybe I'm making an erroneous assumption. But I've got to believe that you've seen many problems that you feel like you could contribute to fixing in some way that are a pain in the neck for your patients, that there's some solution that could be better if you pursued it, I got to believe that you could go down a list in your head of those things. And that more than one thing has irked you in the in the eight years that you've been running a practice. Why this one?


Dr. Brian Levine  05:58

So all the other issues that I've seen in reproductive health and the delivery of fertility care, are exciting and frustrating, and all the things in between that get, you know, under the skin of an entrepreneur trying to fix something. But when I started seeing the supply and demand economics as what was taking hold of servicing, and I started actually seeing that my participation, this was actually could be construed as me being complicit in the current system, I actually felt super responsible for trying to fix it. And because I saw what I think, is a very tangible, easy to use solution that helps reduce the cost and make it more accessible for people. I felt like that is completely in line with the oath that I took when I graduated medical school, which is to do no harm. And so to answer your question, why did I jump in with two feet and my wallet into trying to fix this problem? Because I felt like if I didn't fix it, I was part of the problem.


Griffin Jones  06:56

So it starts off with a feeling of responsibility that you part of the problem that you're not fixing it you can visualize this solution, how did you begin to explore it.


Dr. Brian Levine  07:05

So started, like most entrepreneurial activities happen, which is with a formative phone call, I called my friend who had an incubator in Florida. And I said to him, Hey, if you find any businesses in the services space, let me know, I'm happy to invest. I'm happy put some money behind because I think it's a broken system. And he then pushed me a little bit further. And he said, Well, what's the solution? And I said, Well, look, if a life insurance or health insurance company can underwrite risk on me, in a matter of minutes to figure out how I'm going to live for 20 years of premium payments. I think we could underwrite someone's uterus for 10 months using very similar databases. And that approach is what I said to him. And then he said, the most powerful thing ever. If you can articulate the problem, and you can articulate the solution, it's your responsibility to actually move forward and try to do it. So I did.


Griffin Jones  07:54

So how did you articulate that solution?


Dr. Brian Levine  07:57

What was it about the problem that you were seeing that made you say, we can do something similar to how insurance companies are underwriting their customers? So I think today, right now, everyone talks about the entire system being supply constrained, everyone says there's a shortage of surrogates that a shortage of capable individuals who are able to actually carry a pregnancy to full term. And because there's a shortage of supply, the costs have gone like through the roof. So I felt like if you just got more supply out there, the cost would have to go down. Right, if you make it more affordable, more accessible, while the access can be about supply, and that would dictate the economics and make it more affordable. It was a feed forward approach, fix the supply, you'll reduce the cost, reduce the cost, you'll improve the times and the wait times. And truthfully, as a doctor who was on the other side of it, he was not aware of how crooked the system had gone. I mean, if it had gone, not even crooked, I'd say it wasn't broken, because it's untracked. And what was happening was that, in reality, surrogacy services in the United States were being served to really only the 1% of 1%, who could ever afford that. And that's not why I went to medicine. That's not why I wanted to healthcare, and go into healthcare just to serve a very small population. I became a doctor because I want to help people in general. And so to me, I felt like if I could figure out how to supply the system with better surrogates, and really do what I call top of the funnel, then I thought that if we can do top of the funnel well, and we shorten the funnel, well, then ultimately we'll be able to make a meaningful outcome at the end. Was it really one phone call that one for that one phone call? It wasn't multiple phone calls and deliberating and looking at things from different angles? No, because actually got even it got even weirder than that. So when I said to my friend, John, who's the guy who I had that phone call with, and I said to him, this is the problem. This is the solution. And he says to me, Look, if you can articulate it We need to fix it. He then said to me, Hey, Brian, let's start the company. I said, I don't know, how did you do that? And he goes a simple you need money? And how much money do you think you need? I said, I don't know. He's like, I'll tell you right now, you'd have a million dollars. So why don't you me and some other guy put our money together. And let's do this on Monday. And this punk was on a Saturday. And with minimal approval for my wife, before I knew what I was wiring him effectively the cost of an Aston Martin, to start this company within 48 hours.


Griffin Jones  10:27

What made John such a confidant that one he was your main phone call and to that when he did propose going into business with you that you jumped on it?


Dr. Brian Levine  10:39

So John has a serie is a serial entrepreneur. And he had incubate a number of companies in the past. And he's a tech guy who I trusted. I've known him for a number of years. And, you know, like most things this world is, you need to have a friend that you trust, and there needs to be an element of excitement. And the trust and excitement that was there was the right combination. And I think the right prescription for what I needed to get me out of my comfort zone.


Griffin Jones  11:02

So this can accelerate things for those that might be considering venture if you have people that you trust. And if you don't have people that you trust with subject matter expertise in business development and venture capital in tech, then it makes sense for people to start networking and start making these relationships beyond simply their medical colleagues, because they might need the connections to move a little bit faster. And this could have been John, for you. It sounds like it was I want to get to the jumping in with the money. But how did he make you articulate the problem to him? And why was that sufficient enough for him. So this is your space. He's in a different space, tech finance. And somehow you were able to articulate the problem clearly enough to him that it was worth him wanting to do to be part of and put in some of his own money. What was he looking for?


Dr. Brian Levine  12:05

I think he was looking for a problem that was easy to understand. And I think when you start talking to people about health disparities, which is probably something we don't talk about enough in the fertility world, right. I mean, right now, it's June, and it's Pride Month. And we don't talk about the rates of infertility and LGBTQ plus population, because we don't know them. And right, we don't understand a lot about the health disparities. But when you start saying to someone, there's a real system, that's not fair. And you tell someone that it's really designed to help a very small subset of patients. And as a clinician, it frustrates me. And he started telling him about all the broken promises, and I tell him about all the tears that I see in my office. And the tears and the broken promises, and the frustrations were all related to the cost of surrogacy to the time associated with surrogacy. And I told him that I think there's a way we can fix this with tech. He's like, amen. He's like, You just gave me an elevator pitch without even realizing it. I'm in. Now, I do have to tell you, there was more than one phone call, actually called one of my oldest friends from Cornell, where I went for undergrad. And I said to him, Hey, Scott, tell me why I shouldn't start a company. And he's like, What are you talking about? I was like, here's my concept. Tell me why I shouldn't do this. And what he said to me was, Brian, you should do this. And I'll write your first check. And he was my first investor.


Griffin Jones  13:32

So how did John come up with and then offensively three of you come up with the magic number of half a million dollars?


Dr. Brian Levine  13:42

Completely pulled out of the air. So completely, he said to me, luck, I've incubated, you know,


Griffin Jones  13:49

What I think the three of us can scrape together without having to get too much buy in from our wives.


Dr. Brian Levine  13:55

Correct. He's like, I think you made a ton of companies. And $500,000 should give you enough runway to figure out if this is a viable opportunity or not. And that should give you enough runway to hire two or three employees to really do the market research you need to do and to put the infrastructure in place and to build a brand. And he goes and that's the right number. And to be honest, he was completely right. Right. That was exactly the right number spot on was, you know, you could probably start a company for much less. But we want to be effective and efficient and have first mover advantage, which we have today.


Griffin Jones  14:26

So you put in half a million dollars together. What did you do with the first half million?


Dr. Brian Levine  14:33

We hired two people. And the first two people we hired our Chief of Staff, Talia who's still with us today and Odle. And then we hired VP of engineering. And the first guy who is with us was amazing. And in fact, the entrepreneurial bug bit him so hard, that after being with us for 10 months, he started his own company. And so he actually left nodal to go start his own company, but we're able to hire an Unbelievable VP of engineering to come right in behind him. We've been amazing with us today. And ironically, since childhood best friend. 


Griffin Jones  15:07

The VP of engineering makes sense because you're building a tech platform and you want more tech brain in the organization early on, Chief of Staff seems could see mod for an organization that had two people why Chief of Staff? 


Dr. Brian Levine  15:21

Great question. So I think a Chief of Staff is an underappreciated swiss army knife. And knowing that I need to spend my time and days running both a fertility clinic and running a company, ie to have someone who has a skill set that can be multifaceted. And so when we look for this, for this person, this chief of staff who was our first hire, we wanted to make sure that he or she ultimately, as a she had all the right tools and resources at their fingertips to help start and grow and scale a company. And so it's actually the beautiful, most perfect title for someone who does everything from, you know, the initial scheduling to the accounting to the design, to the hiring, the marketing to hiring the general counsel. And to this day, because this person was intimately involved in every single hire is the appropriate title for them today, still, to this point to be a chief of staff.


Griffin Jones  16:15

It's a hard set of skills to find, because you're looking for someone who is as entrepreneurial enough to help build something from the ground up, but not so entrepreneurial, that they're the ones that are already doing it themselves. So how did you how did you select this person?


Dr. Brian Levine  16:35

So we went through the classic entrepreneurial workflow, which is you tried to find someone who had health experience in the past, who had the entrepreneurial bug within them, who was early enough in their career that they were willing to take, you know, a leap of faith, and most importantly, was a good fit for us. And we got so lucky through our network of friends of friends that we found Thalia, who's with us still to this day. And to be quite frank, I view Talia as the future leadership of this company as we grow this company continuously. And it's amazing to see that she's taken her entrepreneurial skills to help start really with us from zero and to build and to grow and to stack and to scale this company to what we are today.


Griffin Jones  17:16

So this initial funding, you hired two people, you're proving the concept, what did you do to prove the concept?


Dr. Brian Levine  17:22

So what we ended up doing was doing a ton of market research. And it was good old fashioned market research. So Talia and Kyle who started with us, the two of them started calling agencies. And they started asking questions, how does it work? As it how do we do this? They started calling fertility clinics, what do we do next? How do we get started. And they literally did market research from ground zero of what's it like to be a patient or intended parent to learn all about how the process goes. And then what we did was we did all of our research in a very structured way. And we organize our research answers, using spreadsheets and data sources and whatnot, to really help synthesize to make sure that we were asking the right question and that we were poised to answer that question appropriately. You see, what I've watched happen to all my friends and my friends of friends, who started companies where they haven't been successful, there seems to be a common denominator across the board. And it's called mission creep. mission creep is a very dangerous concept. It's almost a utopian concept where you think you're going to solve one problem. And then you realize you have these tools at your fingertips and you start branching out to solving everything. That's the jack of all trades, and masters of none. And as a 43 year old founder, I realized very much so that you need to be focused, need to have a focus that's on a specific goal on a specific mission, a specific approach. And that was the goal from the beginning. And so I want to make sure that our approach was data derived and was rooted in the research that we did, which it was,


Griffin Jones  18:58

What data were you sticking to and what little bells were trying to distract you?


Dr. Brian Levine  19:04

The data that we stuck to and we started asking people wait times, we started calling up agencies and saying, How long is it gonna take Alan's gonna take to go from hello to baby? And that was typically our number one question. And what you can see that we are started setting confidence intervals and you know, median time to start doing statistics on it. And then we started asking other intended parents, we started joining Facebook groups of support groups, how long is it taking you? How long are you waiting? And then we started realizing that there was actually a disparity between what people were quoted and what people actually were getting. And the little bell they were trying to distract us was everyone's like, don't focus on wait times, you know, focus on donor egg, focus on donor sperm or things like that. And what we kept saying to ourselves was focus on Saturday, see, focus on supply, focus on widening the funnel, focus on shortening the funnel, solve one problem at a time and that's what the job of a leader is. Right? The leaders do. Be the infectious optimist, which is what I've been doing my whole career as a fertility doctor, right, helping people understand there's possibility when they think they lost all hope and opportunity. And then also helping people understand the problem at hand and that the problem was is within grasp. And that's what I do every day at nodal right, I help the team understand that they are fixing a broken system. And then their hard work is going in directly to the efforts of helping people ultimately achieve their goal, which is either just start grow or complete their families, this obviously,


Griffin Jones  20:32

Isn't easy to do, because you have to be so receptive to such a small amount of feedback, do you know what I mean? You have to be maximally receptive to a minimal amount of feedback, and it's your job to vet what that is exactly, because you can't ignore everything part of what you're doing is proving concept and you need to understand what the market is telling you and then you need to assess product market fit and all the more so but you'll you'll get everyone's opinion in there, you'll get them prioritizing their own problems or or some other thing that they see in the marketplace. And and you're hearing things like oh, focus on donor egg and, and a few others, what arguments were they making to you? And how did you decide to tune them out, at least for now?


Dr. Brian Levine  21:20

So everyone was saying the same two things. And by the way, that can be VC companies. Or it could be friends or could be fellow investors, which is the TAM is too small. The industry is too small. You're fixing a niche. Why focus on a niche when you can focus on you know, blue ocean as a guide, you don't understand. The current system of surrogacy today in America only addresses 8% of men need 92% of the people that hope to use surrogacy as a way to grow or start or complete their family can not do so. And the reasons they say they cannot do those things are because it's cost prohibitive, time prohibitive, and emotionally expensive. So focus on the problem that we have, and as a company stay focused on that problem. And then of course, we can spin off other derivative companies with the same tools that we're building today. But focus on the problem at hand.


Griffin Jones  22:15

Jeff Bezos could have picked any number of categories to revolutionize ecommerce he started with books, you have your reasons for, for choosing surrogacy and ignoring the what are currently distractions, at least for the time being until you've established what it is that you're trying to build. So you've proven the concept, at least on the market need side from the market research at this time when you still just have two employees and that initial seed money that came from you all? Or did you have anything yet to assess product market fit? Did you have any kind of prototype? How did you build that?


Dr. Brian Levine  22:53

So we initially learned very quickly was that if we said to an agency, hey, if someone comes with their own surrogate, we give them a discount? They all said yes. And we said, hey, if someone comes to me with surrogate, will you help them get across the finish line? And they all said yes. And very quickly, we understood that we could be collaborative, and not just competitive to the current system. And understanding collaboration in the setting of competition is really important. And once we knew that, we had that there. The next question is, well, how do you do it? And the answer was a two sided marketplace. Right? The answer was letting service onboard themselves, letting them be able to build a profile for themselves. And because I believe in equality and transparency, I felt like you need to put the power back into the woman who's the surrogate. So by offering an opportunity for her to make the first move, Allah Bumble, or she picks intended parents that she wants to work with, instead of being assigned to an intended parent, we felt like was a great way to change the model upside down, and to offer them and also empower people to be more engaged on the platform.


Griffin Jones  24:03

It's hard with two sided marketplaces, because you need two sides. You need the Uber drivers and the Uber passengers you need the Airbnb guests and the Airbnb hosts, you decided in your two sided marketplace? Let's start with Sarah gets. And is the reason that you did did you perceive a greater shortage of surrogates or greater challenges in recruiting surrogates than intended parents and you feel that you felt like by giving them the opportunity to make the first move that you could make more headway on that side of the marketplace? 


Dr. Brian Levine  24:38

So we felt pretty quickly in our company's trajectory that it was important to give opportunity and agency to those women who are taking the greatest risk to their own family. By definition, a surrogate must be a mother and we know that these women who are unbelievable partners in helping to grow family and start families need to be shown that I think the brighter side of the transaction, they need to understand what's going on. And I think they need to understand that they are in control. And so the only way that made sense to me and again, this was our thought as a team of three at the time. But how do you give someone controls you let them make the first move? And that's what we did. And that's what we've done to this day was really letting them make the first move. 


Griffin Jones  25:28

Technically, what went into the first prototype? Or the first maybe if it was even pre prototype, but demo? 


Dr. Brian Levine  25:35

So the first, the first prototype was that could we build a platform where people could just onboard themselves? So that's pretty standard that you can build that out? The second part was, could we throw out a little marketing or a little test kitchen to see if we actually could attract potential people who'd be interested in becoming a surrogate, or learning more about surrogacy? What we learned very quickly with some very quick AV testing, that we were able to message and market to people the right way. Ultimately, the big marketing push happened six months later, but that was the initial AV testing was, could we build this? And could we build a marketplace?


Griffin Jones  26:11

How much time passed between initial seed funding of your 500k between the three co founders, and when you decided to raise additional money? It was approximately six months. Who did you go to first? And what did you develop in your, your pitch deck? How did you build that?


Dr. Brian Levine  26:30

So one of the rules was that the pitch deck had to be 10 slides or less. I realized that everyone, my role, I realized that everyone is busy, and they have a lot of time. And if we cannot articulate the problem and the solution in 10 slides, and we have no right raising money, we have no way starting a company. Because if we couldn't be succinct, we couldn't be effective. So the goal was to build a 10 deck slide, which we did. And I went out to friends and family. And these are the people who've been rooting for me since I started with CCRM, New York and the people that I'm rooting for me, since college and grad school and med school and residency and fellowship. And I went up to my friends and family and I said, Hey, guys, this is crazy. But I can't unsee this problem. And I'd love to have you on this journey with me. And initially, we thought we'd raise just $1.5 million. That's what we thought we needed. And I was gonna do it all BSafe, which is financial structure that comes from the Y Combinator, what we learned very quickly was that doing this via safes was a very easy way to do the transactions. And the challenge of getting 1.5 million was actually not that big of a challenge. In fact, they sold the 1.5 million in three days. What I learned very quickly was that we were very good at fundraising because everyone knew someone wanted to use surrogacy as a solution. But no one actually knew how broken system was until they were educated by us marriage Jack and our story. So then what happened was I basically went around and I said, Hey, guys, I am so sorry, I didn't actually mean to raise at 1.5, I actually was hoping to raise a little bit more money, because it appears that there's a lot of people here who have similar thoughts to you, which is, let's fix this broken system together. And I want more people like you around the table. And that's how we ended up raising the remainder of the money, which was $4.7 million in the end. 


Griffin Jones  28:19

That's all from one round? So it was about that the seed round? Or is the second one an angel round? Or tell, tell us about that?


Dr. Brian Levine  28:26

I mean, I think the nomenclature people use all the time, it's just silly, but the initial was about 500. The next one was around 4.2, in the end, that we raised. And so you add all together, there's your four, seven, but you called you know, initial capital, and then he called Seed past that, but we haven't done an A, obviously, is that coming next? I think the future is a series i i have some very specific KPIs I'd like to see us hit before doing a series I think that in this current economy, need to be so respectful of the markets. Because we're in a weird time, I was incredibly lucky that I started a company in a very favorable economy. And if I would have started this company six months later, or a year later, I don't think it would have had the same success in my fundraising opportunities. And so to me, I'm actually going to set a very high bar for the Series A, which is gonna be important. The most important thing for me and this next round of funding that we hopefully will do with our Series A is that the VC partner that we picked to do this has to do this with someone who wants to be our partner from the A to the B, someone who wants to be our partner for the big picture for the long road who's willing to be there as a partner, shoulder shoulder. And of course when you do a series a with a lead, that ends up becoming the most important individual because you end up usually having them be a board seat member. And I think a board seat members are working board seat, and that's really important to us. I'm making a note because I want to talk about what that Working board see my look like and how you select for the people that you want to be on your board. But let's talk about those KPIs is that there's certain KPIs that you want to hit before you raise more money. Tell us more about those. So again, it's in partnership with the right VC and the right time, but I think there's gonna be certain dollar amounts are gonna be certain volume of mounts, you know, doing enough matches, making it up, or producing enough revenue, being profitable. There's certain numbers we have to hit before we actually get there. Are you giving yourself a timeline, or is the money that you have the timeline, so the money that we have right now is given us a good amount of runway. And we're in a really good spot right now where we're comfortable that we can keep building and scaling and growing with enough runway to go. And I think, from a big picture perspective, we need to take a, I'd say a top down view of how the markets are looking and how the partners are looking, right? It's all about finding that not just product market fit. So finding that company market fit. And timing is everything. And so I'm a very patient person, as I think you know, and so I'm willing to be patient to find the right partner at the right time to do this successfully. And quickly.


Griffin Jones  31:08

Let's talk about what you want that partner to have. Because partner is one of the most ambiguous words in business, the word partnership is so ambiguous, one of the things that I'm writing in our editorial guide is inside reproductive health expands news coverage, not just the podcast, but covering the trade media happening on the business side of fertility field, and writing this so that the journalists know, the word partnership is used all the time, you have to figure out what it actually means. People say partner, because they don't want to say they bought a company when they acquired one, it can mean a capitalist merger, it can mean no merger acquisition whatsoever. It's a strategic partnership, like a joint venture. And so when you say that you want, you're the the firm that ends up leading that series A to B with you from A to B, and ultimately, to serve on the board and to be a partner with you what specifically do you mean?


Dr. Brian Levine  32:05

I want that individual company to put enough capital and that they have a real meaningful ownership opportunity in our company, where they will get to enjoy the upside, and the win. And that they will also feel like they're taking risk with us. So they understand the importance of that investment. But most importantly, is they're completely aligned with our success. It's easy to write tickets for someone to write a check, it's hard for someone to come up to four board meetings a year, it's hard for someone to be in the in the dugout, and in the trenches. And to actually give real critical feedback, we want someone who's not just gonna say, hey, everything you do is great. We want someone who's gonna say what you're doing is good. But we can get you to great if we scale you in this way. And we need someone who has experience


Griffin Jones  32:55

You have someone with experience in the reproductive health space, or within healthcare or tech or what kind of experience?


Dr. Brian Levine  33:03

So I think it's, it's different, right? So every VC has a different, you know, flavor, and a different approach. It's about finding a VC that is willing to be nimble with us and patient with us, but also has experienced in scaling marketplaces and healthcare to the right place.


Griffin Jones  33:22

When you're approaching the the next phase, what do you find yourself learning the most about now? What What have you spent the last month or two studying the most with regard to new concepts or, or areas of business? 


Dr. Brian Levine  33:37

I love this question. Because I would say that for every 100 questions, I get 99 knows, which is the best, right? You know, you talk to someone, get feedback, talk to a company feedback. So one of the things I do is I I've joined a support network of other entrepreneurs and founders to ask them and to learn from them, because we're all kind of going through this crazy founders world together. And so learning about just other companies and how they've grown and how they've scaled and how they've become a little more market resistance, a little more tough on his time. But for me, actually, I'm really obsessed right now with studying elder care. I've been studying elder care companies for the last six months. And the reason I've been studying elder care is that in this country, there's a lot of great companies that are out there that are helping address loneliness. And they're helping do case management for the elderly. And insurance companies have really helped these companies scale in a meaningful way. That's really cost effective. And I view a lot of parallels and similar as to how we take care of elder care and do case management and social work care for the elderly, and how we can actually manage circusy in a digital transformational platform. Learning to look at actually how we can do case management light instead of doing the traditional analog system. How do we digitize this? How do we do high touch high feel How do we take care of grandma safely? Using a digital tech platform? Well, why can't we just turn that upside down and read instead of reinventing the wheel, just retool that wheel, and figure out how we now can do that for the surrogate, but the gestational carrier for the intended parents. And so I've spent a lot of time studying elder care right now. And studying social work, and studying case management systems, because I view so many parallels between that and the system of surrogacy. 


Griffin Jones  35:31

Oh, interesting. I wouldn't have thought about that and go looking into elder care and social work for the purposes of learning more about case management. How are you taking in the information? Are you just following blogs of people that lead in the space? Are there books out there? Are you trying to dig into company records that are public? Are you one of the guys on the other side of the consulting call that you and I both get some times when it's people entering the reproductive health space? And you're on the other side of that call calling people that are in the elder care space? How are you taking in the information?


Dr. Brian Levine  36:06

 So I won't deploy capital for those consulting calls, because they're really expensive, so much that I do one better. I go into websites and find the founder. And I just ask them the honest question. A I'm not in your space. I think there's some parallels here. Can we do a 30 minute chat. And I reached out to everyone, and I dig on LinkedIn. And I dig through website, and he just cold email people. And a lot of them are met with no response. But some of them are. And so there's a company out there called Papa that I'm absolutely obsessed with. And I met with Andrew and I got to talk to the founder and talk to him how he did and how he scaled his business and his b2b solution and how he was able to take this company from, you know, dollars to hundreds of dollars to 1000s to millions to billions. And you know, how did he get his valuate from that, but what did he do? And he and I now have, you know, bonded over this. And, you know, I talked to someone who did this and another service profession, I talked to someone who just did, you know, a mental health platform for management for psychologists for writing notes. Because right, every surrogate needs psychology screening. And if we could figure out a way to digitize a lot of this analog stuff, we can make it both reproducible and reduce the cost and make it safer. And so it's all cold emails, and cold calls. And if I find a phone number, I call it and find, you know, phone number, I typically try to text it first, and LinkedIn, and anything that's free at my fingertips. 


Griffin Jones  37:32

How are you balancing this new pursuit that you have with your current business with your current role as a an individual contributor and a manager in your current business, not just a part of the not just part of ownership? And you're proud dad, I see you on LinkedIn, you're a really proud father. How are you determining what amount of time gets allocated and where?


Dr. Brian Levine  37:59

I set boundaries. And that's been really hard lesson for me this year. Last two years now, I set boundaries about everything. I'm here, I'm here, when I'm in my office, seeing patients I'm seeing patients, I don't get distracted. And I have a full schedule. And I see patients, you know, I still put in my 40 hours a week here. But then when I finish my day, my clinical day, I'm 100% nodal nondistracted. And I have an incredible team. And we now have 15 people. And our team communicates through slack, which is an unbelievable asynchronous tool for allowing for continuous communication throughout the day and night. As you probably know, I'm a painful early riser. So my morning routines have been optimized allow me for jumping into notable for anyone else's awake, when I don't eat much sleep. So most nights at home, I'm at home on the computer once I can get my kids to sleep. As you know, bedtime is incredibly precious to me. So after bedtime with my kids, I'm on nodal. And what I'm able to do is because I have an incredible team of people who help support each other, and I'm able to impart the clinical side of it, it works. This is not the model for everybody. But for me and for the nodal team. It's been an unbelievable way for us to build and scale this business.


Griffin Jones  39:17

You have a lot of venture capitalists listening to the show, you have a lot of executives listening to the show, but I'm thinking mainly of your colleagues, many of the RAS who they will tell me over a drink. I'm thinking about this, you know, there's something that's bugging out and that sound like it originally bugged you. Let's conclude with that thought, how would you like to conclude about starting an entrepreneurial venture within the field of reproductive health, but is isn't building a clinic? It's building a different kind of solution. How would you like to conclude with that theme to that audience?


Dr. Brian Levine  39:54

So as doctors, we spent our entire lives educating our calls and training to solve problems that are put in front of us. Don't let yourself get pigeonholed to only clinical problems. Take a step back and look at the systems that we work within. And I think the best advice I can give everyone is find someone who's willing to say no, but someone who's willing to say yes. And so the reason I spoke to my friend John to ask him about starting nodal, and telling him about the problems and him telling me start a company, and then I spoke to my friend Scott saying to him, Scott, tell me why shouldn't do this. You got to find people are going to be honest with you. And make sure that you can describe your problem to a lay person and let a non Rei let a non doctor, not your spouse, kick the idea around, of course, talk to the people within your clinic and network, make sure this is kosher and okay with them. Right, I had made sure that I talked to everyone here and made sure everyone knew what was going on. And I've been completely open and transparent since day one. But most importantly, you don't get to become an REI without a lot of support friends and family. And what I learned from starting nodal was that I had a lot of support around me. And I have a lot of support around me both for CCRM and also now for nodal and it's super exciting. So tackle those problems, because there's a lot of them that need fixing.


Griffin Jones  41:15

Dr. Bryan Levine, thank you very much for coming back on to Inside Reproductive Health.


Dr. Brian Levine  41:20

Thank you, Griffin. This is always so much fun. It's great to see you.


Sponsor  41:23

You've been listening to the inside reproductive health podcast with Griffin Jones. If you are ready to take action to make sure that your practice thrives beyond the revolutionary changes that are happening in our field and in society. Visit fertility bridge.com To begin the first piece of the fertility marketing system, the goal and competitive diagnostic. Thank you for listening to Inside Reproductive Health.

185 How to Increase the Number of REI Fellow(ship)s. And some ideas for Funding with Dr. Rachel Weinerman


Everyone says we need more REI Fellows, but how do we get them?

In this episode, Dr. Rachel Weinerman sheds light on what is required to make more REI Fellowships and Fellowship Programs, and why those two solutions aren’t exactly the same. Dr. Weinerman talks about:

  • Creating REI fellowships: Exploring the steps in establishing robust REI fellowship programs.

  • REI fellowship funding and operation: What Medicare pays for vs what the institution pays for.

  • What an REI must do vs what another ‘IVF specialist’ can do

  • Specific resources that SREI and ASRM can contribute to Fellowship growth

  • ACGME’s role vs ABOG’s role in accreditation and certification

  • The limitations and scarcity of Privademic Partnerships


Dr. Rachel Weinerman’s LinkedIn
Company Website: uhhospitals.org

Transcript

Dr. Rachel Weinerman  00:00

So where are we now in 2023, we have comprehensive training programs that train OB GYN who are already fully trained OBGYN to become reproductive endocrinology and infertility physicians. Now, I said reproductive endocrinology and portfolio positions. This is very different than training an IVF physician


Griffin Jones  00:28

Who the heck is going to pay for all this? Today we talk about Rei fellowship programs and Rei fellows answering those two questions because they're not exactly the same question. The question of how you get more Rei fellows isn't necessarily the exact same question as how you create more fellowship programs. But we do talk about both of those questions. My guest is Dr. Rachel Weinerman. Dr. Weinerman did her fellowship at Penn. She's been at university hospitals in the Cleveland area since 2015. She's been their program director for the fellowship program there since 2021. And she's got some ideas. First, I kind of poke at her for a little bit. And I make us spend some time on this question that we've talked about a lot on this show, which is what does an REI need to be doing versus what does the IVF specialist need to be doing? Because very often, we approach that question from the other way, the way we usually approach that question is how much Rei training does an IVF specialist need to have? So I tried to take that question from the other way. And I made us spend some time on it even though it isn't the main topic of this episode, because I wanted to try to isolate how important is the scarcity of REI fellows? If the volume question isn't at play, if technology solves for a big chunk of the volume question is the lack of Rei is still a problem. I wanted to isolate that and I think we did successfully then we started to get into the steps of setting up an REI fellowship starting with the roles what's a Boggs role, what's ACGME his role, we talked about ACGME rules. We talked about Medicare rules, we talked about what Medicare pays for not a lot. And then we talked about what the institution pays for. And that got us in more to the costs of running an REI fellowship program, the irei salary, their insurance, their mail, practice their benefits, paying for program coordinators, paying for other conferences, training capacitation and other professional development. Finally, we talked about who's going to pay for all this and what are some ideas ideas, including allow Rei fellows to perform those services for which they can build up to the capacity for which they're allowed to build national organizations like ASRM and Sri possibly contributing to a fund and things those national organizations can do beyond just funding like standardizing a didactic curriculum suggested rotations and we talk about this trend of private Demick partnerships, but also their limitations. Why have we only seen some of them and not an explosion of everyone doing them? Everyone seems to agree that we don't have enough Rei is coming out of fellowship, regardless of where they stand on how much Rei training they think IVF specialists need. I've never had anyone argue the opposite, that we have too many Rei fellows or that we don't need more if you do have that viewpoint, you're welcome on the show. But this is a problem that everyone seems to have consensus from that I can tell. And so I hope you enjoy Dr. Weinerman's insights on why this is happening and what we can do. Dr. Weinerman, Rachel, welcome to Inside reproductive health. Thank you. It's a pleasure to be here. You were a profile of person that I wanted to get to know that I am glad I've gotten to know this year because I really am interested in how the REI fellowship works, how we get more of them. What's necessary what's not necessary because I'm not a clinician I can't get I don't have a dog in this fight of that we should be training OBGYN to do A and Rei is don't need to be doing B I can't really opine. I can only facilitate the conversation and try to pull in as many points of view as I can. You are a bit more qualified to opine. And so I want to start with just let's start with the importance. What are the important things in your view that REI has learned in fellowship that can only be learned in Rei fellowship? 


Dr. Rachel Weinerman  04:05

Yeah, great question. And thank you for having me on the show. I want to start by saying that my opinions that I express are my own. I'm not representing any official organization within the world of Rei. I am program director. So that makes me I hope qualified to discuss this topic, but I'm really sharing my own opinions. So first of all, let's think about what is the history of REI training. So Rei fellowship has existed since the 1970s. When these evolved and adapted, you know, in 1974, when the first board exam was given in Rei IVF didn't exist. So what we've done in training our REI has obviously evolved in the last 40 plus years. So where are we now in 2023. We have comprehensive training programs that train OB GYN who are already fully trained obyns. To become reproductive endocrinology and infertility physicians. Now, I said reproductive endocrinology and fertility positions. This is very different than training an IVF physician. Because what we're trying to accomplish in an REI fellowship is to train subspecialty physicians who are experts in reproduction, who can serve as consultants to general OBGYN and other physicians, and who can provide comprehensive clinical care and infertility and other reproductive disorders, as well as innovate and move the field forward. So that we are constantly improving our knowledge and what we can do for our patients started. That's the overview of how we frame our fellowship training. And I think that really informs what we do in a fellowship. 


Griffin Jones  05:48

So how much of a rabbit hole do I want to go down? Now? I guess I will touch it a little bit that where someone who is doing IVF doesn't necessarily need to be in Rei, are you simply making the distinction that Rei is a lot more involved than just IVF? 


Dr. Rachel Weinerman  06:03

I would say the latter. I think that currently the way that we structure IVF practice in this country, and we can discuss whether that's going to change the future or not, in order to practice IVF, with the full depth of the field, you have to be trained as an RBI physician, and ri physician doesn't just do IVF. But the knowledge that you get the depth of experience that you get informs your ability to provide proper care in IVF. To put it up maybe a little bit more specifically, the way that I train my fellows. I want them to be able to be creative, and how they provide IVs care, I really don't want them to practice algorithmic medicine. And in order to do that, you have to understand the basic physiology, you have to understand what's happening at a molecular and cellular level, in order to make decisions that best account for the information that you're getting in real time.


Griffin Jones  07:03

 Is that at odds with an operational scaling system, I had one guest, a CEO from a fertility network in India that that that episode will almost certainly have aired before this one does. And he was speaking about their network has one set of protocols, there's one protocol per patient profile, and they have 250 physicians. Now there isn't an REI fellowship in India. So these are OBGYN physicians, but they have 250 in their network, and they're all practicing from one set of protocols. And I said, I have worked with two Doctor Rei groups in the US that have different sets of protocols. And so is what you're saying where you don't want your Rei is necessarily practicing algorithmic medicine. Is that odd with a scale of operations of something like having one set of protocols?


Dr. Rachel Weinerman  08:05

That's an excellent question. And I think this gets to one of the biggest questions within medicine is do you practice based on what we call standards or algorithms? Or do you practice based on individualization? And I think that in America, we have excellent outcomes. And IBM, obviously, they couldn't always get better. And what accounts for our excellence? Well, there's many, I would say many things. But I think one of them is our ability to provide high quality of individualized care. Now, that's different, right? In large practices versus smaller practices. And you might say that large practices do have more of a focus on standardization, which is another word for algorithm. But when you have physicians that have that in depth training, they can pin it. So the way that I tell my fellows is, you can do the first cycle as an algorithm. Right, but in that first cycle is successful. Great. But if that first cycle is not successful, what's going to be your next step? How are you going to pivot and change your treatment plan to account for what happened in that cycle? And that that's very difficult to create algorithms that account for each situation that you might encounter.


Griffin Jones  09:14

So that's on the side of, of how much RTI training should IVF specialists be able to have or at least be involved in? How much else should RBIs be doing beyond? IVF? So I'm thinking of the question this wave, when we have David Stabler and a number of others, I will say we're doing about 200 250,000 IVF cycles in the US we need to be doing somewhere around 2 million perhaps more than that. And, and so that is to suggest that we need more IVF being done, but if there are other ways of being able to scale IVF what else should RBIs be doing beyond IVF?


Dr. Rachel Weinerman  09:59

That is Excellent question. I don't think I have all of the answers to the scalability question, because I think that that might entail a significant reimagining of how we provide care. So I think that's an excellent question. I don't think I have a very specific answer to it. Because I think it's a really philosophical debate about how do you provide infertility services and IVF. Specifically, what a reproductive endocrinologist is trained to do, and we were able to do after fellowship is provide comprehensive care. So that means that if a woman comes with irregular periods, with abnormal reproductive hormones, with fibroids with malaria, and abnormalities, all of those can be addressed in a way that allows her to proceed with her reproductive goals. So that is what every doctor of endocrinologist can do. Can that be broken up from IVF? Again, I don't know the answer to that question specifically, but you can't provide full comprehensive infertility care without those additional areas.


Griffin Jones  11:05

What distinguishes our AI train doctors from other physicians in the field of infertility?


Dr. Rachel Weinerman  11:14

Yeah, great question. So I'm going to assume that what you mean by other infertility physicians are OBGYN,


Griffin Jones  11:21

OBGYNs are, yeah, almost almost certainly OB GYN 's or I guess, advanced practice providers working with OB GYN.


Dr. Rachel Weinerman  11:28

Right. So those are two different categories. So advanced practice providers typically have two years of schooling, after college, and then they don't have any formal clinical training after they graduate their program. So a lot of knowledge gained by advanced practice providers is going to be in the clinical setting on the job, what you might think of as an apprenticeship. And they are trained for the clinical work that they'll be doing, but specifically by who they're working with. So that might their practice styles may change. And then the depth of knowledge that they have is obviously different. And OB GYN will have completed four years of medical school and a four year residency in OB GYN and they they have you know, significant more depth of knowledge, their experience in Rei specifically, may be more limited. Most OB GYN residencies require at least a month of REI training, but sometimes it's only a month. So that's, you know, they obviously have that expertise in many areas with an OBGYN, but they may not have that depth of knowledge to be able to practice infertility and a lot of that learning that would require that would be necessary if they were to practice infertility would have to come after training,


Griffin Jones  12:37

I'm thinking there's a few Fertility Center practice owners that I can think of that were sort of grandfathered in prior to fellowship requirements that never had an REI fellowship. And then there are others that I can think of that work in fertility practices they work with and under an REI in many cases in they have for years, but they never had a fellowship. And and so I don't believe that they're board certified because you need you need the fellowship in order to take the boards, right. You can't.


Dr. Rachel Weinerman  13:07

Yeah, so I can go over that in more detail for you.  Yeah, this question of okay, you have some Doc's that were grandfathered in. And you have other Doc's that maybe they weren't grandfathered in. They're still working with REIs, but they've been doing it for 15 years. And so what does an REI fellow What does someone gain in Rei fellowship that they might not have gained? Well, first of all, is a great question. We do have doctors who are grandfathered in, I would say many of them are older, you know, pre board certification for i o that that is tend to be phased out. You know, 15 years is a lot of experience. I would say a lot of OB GYN working now may not have that length of experience going into an infertility practice. But let's talk for a minute about what Rei fellows do do and fellowship. Currently, fellowship is three years in the past used to be two years, there's some discussion about whether that link should change. Fellows are they do at least 18 months of clinical rotations, that includes training in infertility and what we call a RT, not just IVF. They do surgery. They do genetics, they do male infertility, endocrinology, pediatric endocrinology, and increasingly spending time in the IVF laboratory learning IVF techniques, then they spend at least 12 months doing research. And that research culminates in a thesis called a scholarly thesis that has to be presented. And it represents a significant scientific effort, which demonstrates knowledge not only of the scientific literature on the scientific method, but how to critically appraise what is happening in the world of scientific knowledge and Rei, and how did you innovate in that field that demonstrated by doing that type of project, and then they typically also have six months of electives, which can be individualized to the fellow and their and their training requirements. So that's The overview of what they do in order to then actually practice within the field of REI, they have to take a an exam from the American Board of Obstetrics and Gynecology, it's actually two, they take a written exam called the qualifying exam. And then they take an oral exam, which is the certifying exam. after they graduate, they collect cases for 12 months, and submit their case list along with their thesis in order to sit for the exam. And then they take the exam, which is a three hour oral exam.  So there is a breath that people are learning in the REI fellowship program. And that takes me back to the question of what else should always be doing and I thought of a different way of asking the question. So if we're doing 250,000, IVF cycles or so we should be with 1200 RBIs. And plus probably some others, because that almost certainly includes OBGYN who are part of that process. But let's just say we've got 1200 RBIs in in the country right now doing 250,000 cycles. If with technology with training other Doc's and other positions, massive operational improvements in the next 10 years, we are doing 2 million IVF cycles from 1200, RBIs, or even fewer. What I'm saying is right now a lot of the argument for increasing the number our very eyes is because we need to to meet the demand, let's just pretend that we can meet the demand with with the improvements that happen over the next 10 years. Do we still need more REIs, then if we're if we're seeing if we can meet the IVF demand? Do we still need more areas? And if so, what for? So I would I would answer with a resounding yes. I think we need more. And I think what I'm when I'm describing about Rei fellowship, and the intensity of fellowship and the value of fellowship, doesn't change the fact that we don't have enough REIs. And we can talk a little bit about some of those impediments. Why we don't have as many Ira fellowships as we do, how do we train more Rei fellows. In the end, in order to practice quality medicine, you need more REIs, even if those Rei are supervising they advanced practice providers or other physicians that may not have Rei specialty training, in order to scale up as significantly as you're describing, you would still need more REIs in those roles, they may not be always providing the direct care, like they may be supervising other providers. And I would say that that's an appropriate role. But if you don't have an REI involved in that supervision, then likely the quality of care will not be what we want it to be. And the innovations won't occur.


Griffin Jones  17:41

Is there anything else beyond supervising IV? Is there more research that needs to be done? Is there more? Are there other areas of medicine that era is should start to be? I guess I don't know what the word would be cross discipline with is beyond supervising to meet that scale? What other responsibilities should the REI take on if AI and all of these other technologies and systems do in fact, and I understand it's a big caveat. But Fiat that may for a moment, and what else should they be doing?


Dr. Rachel Weinerman  18:15

So let me put it this way. There's a debate within the world of REI as to how much that II shouldn't be there. Right. Rei is reproductive endocrinology and infertility. How much should the REI focus be on endocrinology. That's historically what the field was, again before IVF existed, you know a large role that that the RBI had was in managing hormones. Now we still do. But that looks different now that we have AR t as a huge component of what we do. So should that E be replaced with for example, a G for genetics, a lot of what we do now is involves very complex genetic information, both from the perspective of the patient and the patient's partner, and from the perspective of the embryo. And the information that we're getting is, is enormous, it's complex, and it's changing. So to be able to adapt to care for patients in this changing environment, that is an area of focus that Rei might consider in the future. The other question is gynecologic surgery. And that historically has been a very important part of what Rei is do and is still a very important need. There are many patients whose fertility needs cannot be solved with AR T alone. They need surgery in order to be able to accomplish a successful pregnancy. And that historically has been the role of Rei. There are now more widely invasive surgeons within the world of GYN who do some of that surgery. That I would say is an open debate. There's many different opinions. I personally work at an institution that is very surgical heavy, and we are able to provide that type of comprehensive care for our patients. So let's say what else could REI be doing? I would say those are two areas that I would say we have to think about how much we want REI involvement. And then I would say what you mentioned about research is extremely important. I use the word innovation before. And I think that, to me, research is a prerequisite for innovation. If you don't have people trained in being able to perform research, and assimilating all of these types of complex data, you will not see innovation in the future, you will not see improvements in pregnancy rates, you will not see improvements in the what we are able to provide, I don't know what IVF is going to look like 40 years from now, I hope it looks very different than what we're doing. Now, I always tell my patients, you know, I have to give them the option of donor egg, for example, now, because they don't have, you know, any egg reserves to be able to get successful autologous IVF, I hope that's different, you know, by the time I retire.


Griffin Jones  20:57

the reason I kept poking at that is because I said, this kind of Nexus where there's a lot of venture capitalists and private equity people, as well as fertility practice owners and doctors. And so and and see them come together, and I see them having conversations, a part of one of the conversations that is coming from the doctor, and is well, what do we do if AI is really able to scale us up to this level? If, if other doctors are able to do these procedures, if we're able to use technology and systems to answer a big chunk of the volume question, then what is it else that we do? And and so where your mind went with that is, is the answer that I've been looking for it to that is because there's going to be something for you all, I try to tell the REIs don't freak out, it's just going to be, it's going to be different, I think you're going to be doing just fine, no matter what happens, but I think it will be very different to 10 or 20 years from now. And I'm neither a clinician nor a futurist. So I have to pull it out of I have to make people like you speculate in order to try to paint a picture, in that you started to talk a little bit about why we don't have enough programs. And I in my view, I'd say we we don't have enough. We recently inside reproductive health wrote an article, the journalist interviewed you. She also pulled up some numbers on the number of programs. And I think the according to the National Resident Matching Program, there were 49 Open fellowship positions in 2022. And I want to say that was like from 41 rei fellowship programs, according to that same that that same national Resident Matching Program, so why isn't enough? Why isn't it enough? Why don't we have more?


Dr. Rachel Weinerman  22:42

Excellent question. I don't think I have all the answers. Do you know why? Why don't we have more, but I can begin to explain from our perspective now. Maybe you know what some of those answers are? I would say that the answer your first question is we do not have enough. And I think that is that is a consensus, I would say among most RBIs we need to be training more fellows to be able to provide high quality, fertility services and our guy services in the future. Why don't we have enough? So let's start with a little bit about how Fellowships are structured, who pays for them? And I think that might answer some of the questions. So first of all, infertility Fellowships are under the rubric of what's called the ACGME, the Accreditation Council for Graduate Medical Education, and a bog, which is the American Board of Obstetrics and Gynecology. So with our long names, but essentially ACGME accredits programs, you know, allows them to function and then fellows are certified by a bar. So those are the two organizations that are in charge. In order to be an ACGME approved fellowship. There are a lot of requirements. In fact, there are I just looked at the program requirements before our session today, there is a 56 page document of everything that a program has to do to have a Rei fellowship. That includes being under the rubric of a sponsoring institution that has an OBGYN residency. So you can't have a fellowship without being embedded in an OB GYN residency, which is essentially most likely either an academic institution or a large institution that can sponsor that. And you need to have a program director who has dedicated time program coordinators who have dedicated time you have to have ancillary services in many other specialties. Medical endocrinology, pediatric endocrinology, genetics, male infertility, full operating room, full hospital privileges, access to the medical literature, I mean, the list goes on. So you can imagine that this is not an easy thing for lots of institutions to do. And it takes about two years to get a fellowship up and running. And then the second question that I I alluded to was, who pays for this? Because it's expensive to run an REI fellowship fellows typically costs somewhere between 100 and $150,000 a year. Some of that money comes from Medicare, actually, Medicare pays through direct and indirect funding to hospitals. But the number of fellows or residents that can be paid for through Medicare is actually capped. And those numbers are capped based on 1997 Trainee levels. So it's very difficult to get funding from Medicare for a new fellowship. And so often, that funding comes from the sponsoring institution, whether it's the hospital or or practice. And it makes it challenging because fellows actually can't bill for their time. So your training fellow, but that fellow is not going to make you money in the short term, because fellows have to be supervised, and you can only really bill for the time spent by the attending physician. So they're not making you money, you're spending money on them. It's an investment, but it's not an investment that everyone can do. So I'd say the combination of the logistics of running a program and getting it off the ground, the requirements, which are significant in terms of what the ACGME asked for in a program, and then how to pay for fellowships are some of the contributing factors. 


Griffin Jones  26:12

And when you say it's an investment to train fellow fellows when they can't build for time, it's an investment but very often it's an investment for someone else, isn't it? Right? You are you're the one training them but in many cases, they're gonna go work for someone else, you're gonna go move to whatever part of the country they want it to go to, or people do stay where they went to fellowship sometimes and there is perhaps an increase happening. I don't as we see more of the of the private academic partnerships, but of people staying at least within that organization, maybe I suspect that there is is the limitation in not being able to have more private partnerships that the reason I asked is because when you say that they have to, you know, they have to have an OBGYN residency well, almost every teaching hospital does now I am I you know, I think at the University of Buffalo I think of places like Stony Brook Binghamton and University of Arizona, Arizona state. They all have medical schools and and OBGYN residency. So I believe almost every place that that does, that has a teaching hospital has an OBGYN residency program. Right. So it seems like there's still a whole there's still a whole pool in that group that could qualify. Is it that people that don't have that partnership with an academic institution that can't bring on a fellowship program for that reason? Is that the limitation?


Dr. Rachel Weinerman  27:42

It's one of them. So yes, there are many OB GYN programs out there that do not have attached ROI scholarships. I mean, right. There's only 49 fellowships, there's a lot more OB GYN residency. But if you are a very high volume, private practice, and you you think, hey, I need more Cielos let me open up my own fellowship so that I can train fellows, have them stay on hopefully, in my practice and build my practice that way, you then have to seek out an institution that has an OBGYN residency to partner with, in order to accomplish that,


Griffin Jones  28:15

how much infrastructure is required for that? Because I can think of smaller practices, maybe two to four RBIs that are in the backyards of a lot of these, these hospital systems or medical school, they do have OBGYN residencies, why can't they it seems to just be right now be the larger institution. Can you talk to us a little bit more about what else would go into the infrastructure that would stop a smaller practice group from linking up with a hospital system?


Dr. Rachel Weinerman  28:43

Well, I think that if you have willing partners, you can do it. I don't think that there's a lot of hurdles necessarily to a smaller practice looking at what the bigger hospital system, if there's a willingness on both sides, you know, the hospital then may want their residents to rotate with that practice. And by the way, every OBGYN residency program has to have a relationship with an infertility or Rei division, because it is a requirement of their OB joining residents to rotate on Rei. So I'd say most OBGYN residency programs do have a relationship in some form, with an REI program, you know, either whether it be IVF or an academic Rei division. So I don't know that that's necessarily the hurdle. I think the hurdle is that it takes time to to train fellows, it takes time to set up the fellowship, it takes time to run the fellowship. And there's not a lot of financial incentive for that practice to to pay for that fellowship, unless they know that they are going to be successful in recruiting and retaining their fellows. And in the past, you know, that was actually I would say a negative right people didn't want to retain fellows there was not a not enough spots. They didn't want to train their competition. Now obviously, we're in a slightly different, significantly different situation. So maybe we just need to catch up to that. But I think that the amount of time and the amount of money invested is an impediment to small practices, who may not be able to devote those resources.


Griffin Jones  30:10

Do you think I'm making you think on the spot because I'm just hatching this idea in my brain right now. But the debate that goes back and forth about how much OB GYN should be allowed to do versus how much RBI should be able to do if you were allowed to bill for fellows because OBGYN 's were allowed to do, and there's certain parts of the procedure or they were allowed to bill at the same rate, or I'm, that's beyond my paygrade of the knowledge that I have in that area. But if that were, if it were the case that OB GYN 's were able to build more at what our eyes are able to maybe they are already, but if that were the case, would that then allow for fellowship programs to bill for Rei fellows, has that ever been discussed? And might not thinking of something else? Is there something unethical in there that I'm missing? 


Dr. Rachel Weinerman  31:06

So great question. And no, it is not unreasonable to think about, in fact, one of the challenges that we have now within REI fellowships is we have to think creatively about how to get more fellows thoughts out the most fellowships in the country probably have the capacity to train more fellows, and they're currently training. So I know that's true. In my fellowship, I trained one fellows a year, I could easily train two fellows a year, you know, double the number of fellows that I'm training, I could probably even train more than that, you know, based on the volume that we do in both Rei work IVF work and surgery. The main reason I can't Well, there's two, one, you have to get approval from the ACGME. But assuming that you can do that, it's the it's the funding, how do you pay for those extra fellows? So that's something that we are, everyone I think is thinking about that now I'm thinking about it, there is one slight impediment to what you're discussing, which is the regulations that govern what an ACGME approved fellow can do. So within an OB GYN fellowship, like REI, cellos, can bill independently for four hours a week and their primary specialty. So a fellow could do GYN clinic, pap smears, you know, irregular bleeding, anything that is restricted or not part of REI training, they can do for four hours a week. And so there, I think that is an idea is to have fellows Bill independently during that time, and then not be enough actually to pay at least part of a salary salary for all of our fellow sellers. So I would say that yes, that is a that is a good idea. There are some limitations to it. But if done well, in a way that is respectful of what the fellow is there to do, which is to be trained, that that might be a way to allow more fellowships to have additional fellows or to allow new fellowships to start


Griffin Jones  32:54

that up to four weeks in the specialty that they are already board certified in, that they're allowed to bill for? Is that too much of a distraction to their current fellowship? Would that take them away from what they're supposed to be training for in the first place?


Dr. Rachel Weinerman  33:10

Right, so So four hours per week, just to be just to be clear on that. It's what the ACGME specifies. Now, I mean, that's, I guess, a philosophical question. Personally, I think that if, if you're allowing more OB GYN to train as Rei Sallows, I think that half a day a week is reasonable. So I think it probably would not detract significantly from the fellowship, and I think it would allow more fellows to be trained. So I think that's, that is an idea that, you know, I'm thinking about incorporating into my own fellowship.


Griffin Jones  33:40

So it's ACGME that makes the ruling that fellows are not able to bill for the subspecialty that they're training for is that


Dr. Rachel Weinerman  33:50

it's actually it's it's Medicare rules. So because Medicare is paying for, for resident and fellows, we called trainees then they can set guidelines in terms of what fellows can and residents can build.


Griffin Jones  34:04

And this is true for all fellowships as gufram I found this is true for fellowships outside of OBGYN is


Dr. Rachel Weinerman  34:10

correct. This is true for all residents and fellows in the country that are under the auspices of ACGME. Now, what ACGME specifies for Rei specifically, is how many hours an REI fellow can work in OB GYN, what they call their primary specialty.


Griffin Jones  34:26

So I've never actually compared the lack of fellowships and our view to that of other fields is every subspecialty or almost every subspecialty having an issue where they feel that they're not able to produce enough fellowship programs or trained enough fellows per fellowship program or as this how unique is this to REI?


Dr. Rachel Weinerman  34:48

I think it is somewhat unique to REI, and there are you know, most other specialties outside of OB GYN have larger fellowships, you know they might train five fellows a year eight bells a year are fellowships were set up in the beginning, almost more like apprenticeships and so having one fallow became the norm. You know, for each program, it was not necessarily the case for other fellowships outside of OB GYN within OB GYN. It is it is more similar in the sense that most OB GYN fellowships don't have more than one or two, maybe three per year at most institutions. But the number of MSN fellowships, GYN oncology fellowships, female pelvic medicine, fellowships, have all increased much more significantly than the number of REI fellowships.


Griffin Jones  35:35

The reason I asked is because perhaps if this was more endemic to all fellowships, then there would be more likelihood of perhaps Medicare adapting rules set, maybe you could bill partially for whatever it might be, but it's less likely to see any type of change from Medicare, if it's just the field of REI, or only a handful of fields that are having this challenge. So can you talk to us a little bit about the specific costs and probably by the time this episode airs, we we will have aired a or we will have ran another article where the same journalist did it follow up follow up to the to the first article talking about setting up Rei fellowship programs. And it was very difficult for the journalists to to button down some costs. And we had some quotes from your colleagues to talk about a little bit of what goes in to the variables of those costs. But try to walk us through that as best you can. Variables be damned.


Dr. Rachel Weinerman  36:33

Right. So I would say first of all fellows, you know, they don't make a huge salary, you know, especially given the level of training, what they could be making, if they were, you know, at working in independent practice after they graduate from an OBGYN residency program. But typical fellows salaries, probably somewhere around $75,000 a year. So that's a direct costs, then you have the cost of benefits, you know, health insurance malpractice, which is paid for by the institution, you have costs associated with the program, for example, you know, paying for the program directors time and the program coordinators time, there are resources that you need in order to have that program such as access to the medical literature. So if you're in a big institution, academic institution, which you know, a lot of programs are, then that's not necessarily a problem. But if you're in a smaller institution, that might be at an additional costs. And then you have the cost of a fellow education. So you, you know, you are paying for fellows to go to conferences, you may be paying for your fellows to get a master's degree in clinical research or translational research or public health that you know, includes tuition. And then you are also paying for additional educational resources for your fellow. So obviously, that's how the costs can add up to, you know, over $100,000.


Griffin Jones  37:50

And so, in, in your view, what do we need to do in order to be it are the things that can be done right now to get more fellowships? Online? Does it all lie with the institution having to figure out a way to pay for it? Are there other things that we can do right now to get more fellowships online?


Dr. Rachel Weinerman  38:13

Yeah, great question. So I would say, again, this is my personal opinion, but I think that in order to get more fellows, right, which is different than more fellowships, I think that we need to think creatively about how to pay for fellowship. And I think that one of the, we talked about one of the ideas, you know, having sponsorships by you know, national infertility organizations or private organizations, to fund individual fellows or individual fellowships would also be, you know, a great way to immediately get more fellows how to get more fellowships, is to lower the hurdle for entry. Now, that has to be done in a very conscientious way. Because if you're lowering the hurdle, you know, significantly, everything that we talked about, for why Rei fellows are trained in a way that is unique and important for the field are not going to exist. So you have to lower the hurdle in a way that maintains the quality of the education. And that can be done by you know, for example, saying that we are going to provide resources for program directors to you know, maybe have a way of submitting their application without spending hours of their time reinventing the wheel. It might need, you know, lowering the the administrative burden, which the ACGME is already already working on. It could also mean providing standardized resources from national organizations that can be almost like a toolkit. Here's how you start an REI fellowship. Here's a didactic curriculum. You know, here are some common rotation goals. So that way someone can say, okay, great. I want to start an IRA fellowship. Here's how I do it. I think that that's a big challenge right now. And I think that making a more systematized way that we can provide support for organizations to start a fellowship, in addition to financial resources, I think would be very important. And we could do that soon. We could do that and probably increase the number of fellows immediately fellowship, like I said, takes about two years once you apply in order to actually see that come to life,


Griffin Jones  40:18

when you mention national organizations, are you referring to the ASRM? SREI, Who who are you referring to?


Dr. Rachel Weinerman  40:26

I would say those are, those are prime examples of who could provide that oversight. SREI is a national organization that provides oversight for the fellows. So I think SREI is a great organization that can help with some of these proposals that I'm suggesting, which are more, you know, a more standardized approach to starting a fellowship or the resources to run the fellowship.


Griffin Jones  40:47

And so when you say, so if they were to include if they were to help pay for some of these resources and pay for more fellows to come in? Many of those organizations get some of their funding from sponsors. Is there any kind of legal framework that you're aware of that would prohibit let's say, ASRM starting a larger fund for to contribute to more fellowship programs, if it was funded by pharmaceutical companies or genetic testing companies or, or others? Is there anything that prohibits that?


Dr. Rachel Weinerman  41:21

Not to my knowledge, but I'm not an expert in that area? So I would probably defer to somebody from a theorem or Sri to answer that question.


Griffin Jones  41:28

I'll save that question for next time. I have Dr. Robbins on the show as the first first question he's getting ambushed with next time. So and when you talk about having more fellows per fellowship program, you said you could easily do two a year perhaps even more than that. You said that ACGME first needs to approve that how how hard is that is the only reason why people aren't doing more of that right now, because of the cost or are there other hurdles that AC ACGME puts forth? Other than cost to say, No, you can only have one fellow per year?


Dr. Rachel Weinerman  42:07

Yeah, I would say both, I would say probably the main impediment is, but there are significant challenges to trying to increase the we call the complement of fellows. The ACGME wants you to demonstrate that you have sufficient clinical resources and research infrastructure to train that additional fellow men, sometimes they can be picky. So you may think that you have the capacity to train additional fellows, the ACGME might not agree. So I think that is that is a challenge for some fellowships. You know, that's something that we could advocate for, you know, within the field of REI, but I would say that that that probably the answer is both.


Griffin Jones  42:41

Well, you've walked us through quite a bit about how fellowship program gets off the ground, what we could do to get more Rei fellows and more Rei fellowship programs, viewing them as part of the same problem, but two different questions. How would you like to conclude on this issue?


Dr. Rachel Weinerman  43:00

I would say that you're asking an excellent question at a very relevant, I think we are at a crossroads in the field of our AI, we know that the demand for what we will be doing is going to be increasing exponentially. We know that there are challenges that come with that type of growth. And we know that there are going to be many different changes both in terms of technology and in terms of who provides care. I think at the heart, being an REI physician means that you have significant understanding of the reproductive system, and are able to implement changes in innovation and how they provide infertility services. I don't think the role of the REI is ever going to go away. I think that we just need to work very creatively to expand the number of fellows that we're training without sacrificing that level of training, and incorporate Rei trained physicians into a larger team in order to provide excellent care for our patients and hopefully adapt to the needs of the future.


Griffin Jones  44:02

Dr. Rachel winderman REI Fellowship Program Director at University Hospitals, thank you very much for coming on inside reproductive health.


Dr. Rachel Weinerman  44:09

Thank you so much. It's been a pleasure being here.


Sponsor  44:12

You've been listening to the inside reproductive health podcast with Griffin Jones. If you are ready to take action to make sure that your practice thrives beyond the revolutionary changes that are happening in our field and in society. Visit fertility bridge.com To begin the first piece of the fertility marketing system, the goal and competitive diagnostic. Thank you for listening to inside reproductive health

175b How To Attract The Best Applicants To Your REI Fellowship Program, With Dr. Jaimin Shah



Wondering what nuances separate the most desirable REI fellowship programs from the rest? This week, Griffin chats with Dr. Jaimin Shah to differentiate what criteria sets certain fellowships apart, and what you can do to make your program more attractive and more accessible to the best applicants.

Listen to hear:

  • What made the difference between the 18 Fellowship programs that Dr. Shah chose to interview with and those that did not

  • His  6 criteria for ranking programs

  • What other applicants were talking about during the application and interview process.

  • What the dealbreakers were for some programs, and how your program can avoid making the same mistakes.

Dr. Shah’s info:

Website: https://www.shadygrovefertility.com/
LinkedIn: www.linkedin.com/in/jaiminshahrei

Transcript


Griffin Jones  00:04

How do you get the nation's best doctors to rank your fertility program your Rei Fellowship Program at the top of their list, not just apply. But to be at the top of the list. I go through that process today with Dr. Jaimin Shah. Now he's an attending REI at Shady Grove Fertility in Houston. But not too long ago, he was a fellow at Boston IVF and Beth Israel in New England, and we start his journey from when he was a resident at UT Health Science Center at Houston. Dr. Shah applied to all of the REI programs that were at that time 40, some was offered interviews from 30 of them chose to interview in person at that time, it still was at 18 of them. We talked about how those 18 got a shot and the other 12 Didn't we talk about Dr. Shah’s six criteria for ranking the programs that he made a real time rank list for the remaining 18 programs at which he interviewed I asked him about what the other fellow applicants were saying at that time, how they were communicating with each other and what they were talking about the secret sauce, he talks about some of the deal breakers that had some of the programs eliminated from the list, and I haven't go through each of those in detail. If you're an academic program, you have an REI fellowship program, you may want to listen to this so that you're getting the best applicants, you're ranking higher in their list. And even if you're not an academic medicine at all, I think there is a lot more upskilling of OB GYN is to happen. And I'm not saying that this is going to replace fellowship or anything. Dr. Shah doesn't even get into it. I'm just saying as you start to recruit more in different types of providers, and one of the ways that you're recruiting them is by showing them a career path. There's a lot of parallels in the lessons that Dr. Shah has to offer. So whatever type of medicine that you're in, I hope you enjoy this conversation with Dr. Shot. And if you want to listen, you can listen to a different one, that he talks to applicants, OBGYN residents about how they should rank programs, what they should think about the questions they should ask. And you can get some more secret sauce there. But this one is a bit more tailored for you. So I hope you enjoy either one, starting with this one. Dr. Shah Jamin Welcome to Inside reproductive health. Thanks for having me, Griffin, there's gonna probably be a couple of people that listen to both episodes. For those of you listening now our regular audience of practice owners fertility physicians, we did a different episode where Dr. Shah spoke to OBGYN residents coach them on how to discern the REI fellowship program that they want to get into most, how to rank it, how to present themselves and be most attractive so that they can get into the programs that they want to and hopefully get into the program that they want to. And then that gave me an idea. While we're doing that, well, why don't I just pick his brain and we'll make an episode for our normal audience about those of you that want to attract OB GYN residents into the field. And specifically for those of you that work at academic departments, you division chiefs, you other faculty members that want to attract the best of the best to your program. Now Jamin might not say he's the best of the best, but I think he's at the top. I think he's, I think he's at the top of list there. So Jim, why don't we just start with where you did your fellowship, where, where you did your residency, where you did your fellowship training, and then where you're working now and then we'll start to ask about what it was like when you were looking at fellowship programs.


Dr. Jaimin Shah  03:37

 So I did my residency in Houston at the University of Texas at Houston OBGYN residency program. And then I ended up going to Boston for my fellowship at Beth Israel Deaconess Medical Center in Boston IVF. And I'm now back in Houston, as a private clinician working for Shady Grove fertility decent. 


Griffin Jones  03:57

So you apply to how many programs to start with out of between, there's always between 40 and 50, in any given year, let's say 44. But however many there might have been that year, how many of them did you apply to apply to all of them? And how many of them reached back out to you for an interview?


Dr. Jaimin Shah  04:18

I was fortunate I had obviously had a good number of interview offers, which was great. I had about 30


Griffin Jones  04:25

Is that common to apply to all of them, but when you talk to the other fellows did they apply to every program to


Dr. Jaimin Shah  04:32

I think a lot did I think some that were more restricted by geographic constraints meaning that they they needed to stay in a certain area due to a partner or for whatever various reason. Some only applied to certain areas. What I would feel like probably more than half of applicants probably applied to all programs, knowing that some that they wouldn't get a necessarily an offer. But it's always this kind of to throw your hat in the ring early on versus trying to add it you know A month later when all the interview slots have gone. So that's usually what I recommend to most applicants, if they're, you know, have the ability to, to go anywhere or have the flexibility to try applying to all them.


Griffin Jones  05:12

Okay, so for some of you listening, you're not going to get everybody to apply to your program, that because maybe you're on the East Coast, and some people want to be on the West Coast, you will have a percentage of people that apply to all of the programs, but some of you will be starting off with less applicants than others. So you, Jim, and you got about approximately 30 interview offers, how many interviews? Did you end up going on?


Dr. Jaimin Shah  05:41

I went on about 18?


Griffin Jones  05:43

What eliminated the 12? So if we started off with 30, you went on 18? What does what put a group of those who you actually went to interview with in person and those who didn't into different piles?


Dr. Jaimin Shah  05:57

Yeah, so kind of looking at it is, I think, first kind of the prestige of the program. And I think you can kind of gauge some of that by your own education, understanding of the program's IVF cycle volume, you can learn some of that, by talking other fellows and other applicants, I also looked at the number of REI faculty members, right, I think you need at least two to maintain a program. So some that only had two might have kind of went lower on the list, versus some of that might have had, you know, four or 567 faculty members kind of shows that maybe their program would be less less at risk, compared to some other programs. Location has obviously was another contributing factor. Also looking at newer REI programs, I think it's great that we're having newer newer programs come about, but obviously, that comes with, I think, some a little risk to some extent coming into a new program. And so I think that has to be factored in to some extent. Also, you know, speaking with other Junior mentors, who interviewed recently, who have an insight on some of these programs, it was also a key factor into my decision, decision making, and then also just date complex if you couldn't swing it with your residency program, or yet another interview on that same day.


Griffin Jones  07:11

So you talked about needing to REI faculty members to maintain the program, you were worried about some programs, not making it?


Dr. Jaimin Shah  07:21

Yeah, I think it's always a concern. I think whenever I was a fellow I know, there was a couple programs, that were a program when I interviewed and that were no longer program when I was a fellow. Right. So I think that highlights that being factored into the decision.


Griffin Jones  07:38

For sure, good food for thought for those that are in that smaller faculty range, that they might be thinking about different ways to preserve their future. And it may be important, not just for the immediate, obvious concerns of preserving the future, but even for recruitment that it's, you might be less likely to be able to recruit the people that you want if if you appear vulnerable, even if you're not vulnerable, even the appearance of not having the staying power that some of the programs might so you also talked about prestige, you said you could kind of gauge that on your own. But what does that mean?


Dr. Jaimin Shah  08:18

I think just kind of the, the looking at the programs and looking at kind of when you rank at top tier versus middle tier, and kind of the reputation of that name. And that kind of thing only help you long term with with careers and opportunities for academic positions or kind of next steps, even a private practice. 


Griffin Jones  08:40

Such a nice guy. And notice that he didn't say bottom tier, he just says top tier, middle tier, and then there's no bottom tier, because you're a nice guy like that. What How did you I guess, like, what are some of the things that in your research made you perceive that one program might be higher prestige?


Dr. Jaimin Shah  08:59

Honestly, this more subjective? is kind of my subjective lesson. It's kind of similar. What do you think about colleges and residency programs? Right? Certain names are going to kind of carry a maybe higher weight on your CV than other programs, right? It's another thing of saying you came from, you know, you know, Columbia or Stanford or, you know, you know, Harvard program, right. So those just carry a little bit more weight, I think, to some extent. And so I think it's subjective, right to my own personal opinion, but also talking to other other recent fellows and other recent graduates to get their input as well. And I think a lot of them kind of share a similar sentiment.


Griffin Jones  09:40

The reason I'm teasing out is because if it's subjective, then that means there is a range of melee ability that the program can effect and so did it typically have to do with the prestige of, say the university or did it have to do more with the program? What I'm trying to find out is can the program do more if, if they're not one of the household names of universities, let's say, at the very top of the top in recognition, then can they do other things to showcase their program that elevates their prestige? Or when you perceiving prestige? Does it typically have to do with the institution rather than the program?


Dr. Jaimin Shah  10:21

I think it's more with the institution. Right. I think collectively, you know, certain medical centers, right, carry, I think, some a little higher weight, versus trying to make your program a little bit more prestigious. I think that's great to do that. But I think, underlying you have some prestige with the institution name itself.


Griffin Jones  10:39

And this is all pre-COVID, that you are doing these interviews, right? They were in person. Correct. So then you went to 18 interviews? How did the wheat start to be separated from the chaff?


Dr. Jaimin Shah  10:55

Well, to be honest, I use that same, that's that same, you know, seven, eight lists that I just mentioned. But then also, you know, really talking to current fellows or recent, younger clinicians in the field, trying to find programs that they enjoyed that they, you know, would recommend compared to some of the other ones. So some things that I asked about was education versus service. You know, what do they know there was a fellows clinic? Did the fellows get to do embryo transfers? Was this more of like an academic versus a privademic model? Was your thesis project more? So you had to do basic science project? Could you do a translational project? Or could you do a more clinical project? Those are some of the other key factors that I tried to tease out when talking to a couple other fellows, current fellows of the time and other recent graduate graduates to kind of pick their brain. And that was kind of the other way that I helped to formulate some of the other programs I interviewed at


Griffin Jones  11:56

how malleable Did you find your ranking ended up being? Did you go in with really strong impressions of where you thought places would be?


Dr. Jaimin Shah  12:07

I did. But I also told myself to go into every interview with an open mind. Because you never really know which program that you would really like, despite the location, or just by other factors, just trying to go in and trying to trust your gut was a big was a big portion of that.


Griffin Jones  12:25

If you can think of anything, was there anything that someone who may have been lower down on the list that they did to make themselves rise up on the list? Like you thought, well, I didn't think that I would, but rank them as highly as I did, I didn't necessarily think that they would be among my favorites. But they did a and b. And now they're in consideration. Can you think of anything off the top of your head?


Dr. Jaimin Shah  12:49

Yeah, I mean, I think one thing I really learned was having certain flexibility in your education right now. You're, you're a grown adult, you've done a lot of training. Now you're in your final stop of training. And at that juncture, if you have flexibility in your education, of saying, Hey, I've done XYZ, so many times, I feel pretty competent in that, let me take that time and move it to something else. Having that flexibility of saying, where you really control your own education, you really autonomy to some extent, and have the independency and have that flexibility within fellowship, that was a cool thing that I saw in a handful of programs, which kind of stood out to me, policy of the you know, the fellows clinic that I mentioned, having like a true fellows clinic where you're running the show, your your your your own attending to me, you have some oversight. But that was another thing that stood out. And also just the ability to do kind of larger scale projects and or have the breadth of doing not just retrospective research studies, but also do prospective and have the ability to do RCT if you wanted, or some other things that come to mind.


Griffin Jones  13:50

Was there a difference in the amount of information that you had on each program? Did some programs you had a lot of information on and some programs? Not very much,correct? 


Dr. Jaimin Shah  14:01

Yeah. And I think that comes down to you know, trying to find a handful of other current fellows or recent recent graduates who went through that process. And I really pick their brain about some of these things because they remember some of these aspects because they were closer to it. So that was definitely important.


Griffin Jones  14:19

So the ones that you had more information was that where you had gotten more information by talking to people who had already went through that program?


Dr. Jaimin Shah  14:28

Correct. And it was it was just one of those things that I you know, going into you had more information which was great. But if I didn't, that's okay. Then I just start with the with a blank slate and really trying to learn more about it if I was intrigued enough to, to go with the interview, over worked well with the schedule for whatever reason.


Griffin Jones  14:45

So treat your fellows really well and use them to showcase them so that people feel comfortable reaching out to them because they're going to either way, so treat them really well and then showcase some is probably good advice. What? What did the least attractive programs do, if anything or not do?


Dr. Jaimin Shah  15:10

So some things that I learned, you know, being an OBGYN resident, right, there's a lot of service involved. In addition to education, right? You need the OB GYN residents to run the program, you need them there to function. As a fellow, I thought some programs that really focused on service over education was one thing that I wasn't really interested in, I wanted to make sure that my education was over service. Meaning that, you know, we didn't necessarily need to be around to have the IVF program function, right? If we all needed to go to a conference or for whatever reason, you could have that ability to still function without it. And I think that was key, you can really tease out some of those things that certain programs might have thought was really important in their eyes, but from the lens of a an RTI applicant, right? Some of those things, the certain perspective fellows wouldn't necessarily thought was a key measure of, of education in that model. And so then the other other ones that I saw some programs do is obstetric call, obviously, that was not something that I was really interested in, I think most applicants weren't. And I think that's kind of fading with time. Other Other things I noticed was additional gynecology call that was unpaid. You know, you could we had this discussion amongst all my current friends that were in fellowship of like, certain people had to take gynecology call that was a part of their curriculum, and they weren't getting paid for it. And then some that were doing it as an optional service and getting paid for it. Right. So it was just kind of seeing that dichotomy of my other applicants that, you know, we're sorry that my other friends that were in fellowship, after the after all said and done, that you can see that split. And that was one thing that I noticed, and also the rigidity and like the thesis project, if you wanted to have that flexibility of trying to design your own thesis project, or if you were kind of position that you had to do this kind of project in this kind of lab, right? That that is kind of sometimes maybe a turn off for some applicants, some that might say, Oh, I like that guidance and direction. But those are something that come to mind when I thought about maybe some of the programs that were at least less interested in my eyes.


Griffin Jones  17:21

This could be my ignorance, not being a physician, but why are people doing obstetric call if they're in fellowship training to be an REI is it's simply because they're part of an OB GYN division, and everybody in that division and overall department have to do obstetrics or gynecology.


Dr. Jaimin Shah  17:43

Yeah, there was there's some programs that did have that part of the curriculum that just a part of their division, and they had to change out of that model, I would say, probably less than 10% of programs are doing that when I was interviewing, I think it's now switching to through the ACGME, where that's not necessarily allowed anymore. And I think that was a change when I was a fellow. But I do know when I was interviewing that was still coming about on some interviews. For sure.


Griffin Jones  18:10

Yeah, it seems like if, if it's just a case of getting that experience, you just had four years of that experience, it would seem to me You're here to do something, 


Dr. Jaimin Shah  18:19

it should have been an optional thing that if some Rei fellows wanted to do that, by their own choice, sure. But I didn't necessarily think that it would should be required thing. Given that, you know, we are phasing out from the obstetrics standpoint and more into the REI family. 


Griffin Jones  18:37

What questions did the best programs ask of you, if any,


Dr. Jaimin Shah  18:43

they were all more. It was a lot of very similar questions. It was more asking about, you know, which, which research projects you really like, Tell me about a certain project. They would maybe ask your general research questions about your CV, goals for fellowship goals for post fellowship, and then really try to ask me about different experiences you might have had, that stood out to them on their CV. It was a lot of these interviews were more just general pleasant conversations, about your experience about their experience, they were all very similar. For the most part, there wasn't really one that stood out there was such drastic type of questions.


Griffin Jones  19:22

One thing that I'm thinking of now is when you have potential fellows reaching out to you, well, one does that, how often does that happen to when it does? What are they asking of you?


Dr. Jaimin Shah  19:35

They're asking a lot of the questions about the nuts and bolts of the program, what I thought of that, you know, what, what research did you work on? You know, what, what was the call structure? Like, you know, how many faculty were there? You know, were you doing procedures. So a lot of the things that I was talking about, are the questions that they want to know about, you know, what is the volume like, you know, you know, how many projects do fellows normally work on? What kind of things could you Do which things you couldn't do things that you didn't like about the program when you were there? What was the surgical volume like? So those are all things that you can slowly tease out. And that's kind of what I was doing, you know, with my, with my mentors at the time to ask those questions.


Griffin Jones  20:15

You know that every single topic that you just said is a TikTok video, right. And of those 44 programs, if some of you are listening, some of you have two or three fellows that are tic tock all stars, if you just take every topic that Jamin just said, and have them make TikToks for it, I bet you you will increase your applicants by 20%. Out away wager a drink at the next conference about it? How many of your peers would you say that you were talking to closely while this was happening? Well,


Dr. Jaimin Shah  20:47

I would try to I was trying to talk to as many of my new friends at the time as possible. I think there was probably a handful of like, four to six that I was getting closer with that was having more in depth conversations about But 


Griffin Jones  21:00

how were you meeting them? Were you meeting them? Like on the interview, sir? Yeah, like?


Dr. Jaimin Shah  21:05

Exactly. Yeah. And that was the one nice aspect of the whole interview and in person was I really got to meet my now good friends that are going to be lifelong friends. Obviously, I hurt my pocketbook to do all these things. But it hasn't with the upside of, I really got to make some friends that some of my stuff some of the current applicants don't get to do because they're doing no virtually. But I was trying to talk to as many people as possible, because everyone's input is very helpful, they might have had something a different takeaway that I might have had. So especially if there was an interview place that I hadn't interviewed yet that I was upcoming, like, tell me about this, like some program that I was specifically interested, I would really try focusing on those things. Or if there was a program that I had some other questions or something that seemed kind of weird or odd, I would try asking like, what did you think about this thing, or this topic or this subject matter and get their input? And that was really helpful. Because especially if they kind of agreed with what your takeaway was, then it's like, okay, then it wasn't just you. It was actually that's kind of how things are going to be run, or that's the answer to that question. We also made a case, remember, one of one of our colleagues made a, I think, a whatsapp chat, that we slowly added people that were going through the application process at that time, which was very helpful, because one, we could use that to, you know, share Ubers, share hotels, ask questions. And that was a great way for us, even though you didn't know everyone that was a great forum, to relay some of these questions and concerns or whatever you might have. And I hope that's good option for the potential Rei applicants, given that they're doing all this virtually, to have someone create like a thread and then add applicants slowly, because that's a great way to communicate, and a safe way to communicate, I feel like amongst your peers, it's a useful thing that programs could do to help fellows introduce each other. It always benefits in networking to be at the center of the network, and it helps to connect other people together, because by virtue, you become the hub, if you're helping to connect the spokes together, I think that would have definitely been a huge benefit. If anybody thought of that in 2020, and 2021 are things back to in person now, as far as you know, I think they might be staying virtual. They switch to virtual for the few years that I was in fellowship, I'm not sure if they're going back, because I think, to be honest, I think it's much easier for applicants. This one around and it was was challenging yet to get really creative with your schedule. So as far as I know, I think they're staying virtual for the foreseeable future. I'm not sure if they're flipping backwards.


Griffin Jones  23:48

And that doesn't depend on the program. Is that a universal things that everybody's interviewing the same way?


Dr. Jaimin Shah  23:54

Correct. And I think that was kind of had to be universal decision amongst all the program directors did make it all virtual, or all in person. And I think, as far as I know, it's still all virtual, but that that might change in the years to come. But as far as I know, I don't think it is.


Griffin Jones  24:10

Well, then I think everything that you've said in this interview is even more important, because every thing that Dr. Shah has talked about is content. So if you want to think of of what your content strategy is for positioning yourself, start this episode from the beginning and make content for each of these pieces of questions because then it's all the more important if people aren't able to have some of those by chance, interactions, meeting in person, the having content for all this stuff, having your fellows talk about the different questions, having your different faculty answer the questions and and certainly any ways you can do it creatively help but but just start by answering them straightforward, is going to be useful. So David, I think this is a good topic for those that are in in academic medicine, but the more you talk, the more I'm thinking. There are a lot of private groups, private ethnic groups, network groups that are inevitably going to be training OBGYN to do more things other than obstetrics and gynecology. I'm not saying what's right or wrong. I'm not saying what can supplant fellowship and what can't, I'm just saying it's inevitability. And some of what you talked about, is relevant to a career path that those programs can offer to OBGYN that they're trying to recruit. I'm not saying exactly what and exactly what level of training but just in terms of recruitment, I encourage listeners to think about that, that people are looking to advance their careers, to develop their autonomy, their mastery and purpose in different ways. And the outline that we've given for fellowship programs also make sense. If you're trying to get more docs into your programs, and trying to use the idea of upskilling them as part of the benefit, some people are gonna get pissed that I even suggest that I'm agnostic to the clinical value of it, I'm just talking about the recruitment value. So all that background laid down knowing that it isn't just division chiefs that are listening. It's also some practice owners and other folks, but let's we can we can go with the whole audience or part of the audience, how would you like to conclude with them?


Dr. Jaimin Shah  26:37

You know, I think, you know, for for program directors out there is to try making a lot of this information accessible, because it says, obviously, a lot of information to try obtaining during the interview day. So as you try think about to make your program more attractive, having this information more readily available amongst the fellows or creating slide decks that you can review all this with potential applicants would be very helpful. Because these are all questions that our applicants are wanting to know. And if you're applicant listening, is to do your homework, make your list of questions, things that you think about could affect your fellowship, to the day to day operations and try picking the brains of anyone in the REI field, such as current fellows or recent graduates, because they're going to have some insight that you may not have thought about. So really just network and talk to as many people as possible because you'll learn a lot and you'll learn a couple of different nuggets along the way. So and I think then you'll have good chance of success, hopefully getting into the field.


Griffin Jones  27:42

Dr. Jaimin Shah, thank you very much for coming on the inside reproductive health podcast. Thanks for having me.


27:48

You've been listening to the inside reproductive health podcast with Griffin Jones. If you're ready to take action to make sure that your practice thrives beyond the revolutionary changes that are happening in our field and in society, visit fertility bridge.com To begin the first piece of the fertility marketing system, the goal and competitive diagnostic. Thank you for listening to inside reproductive health.

175a What OBGYN Residents Need To Know When Applying To REI Fellowships Featuring Dr. Jaimin Shah



Research, letters of recommendation, drive, ambition… If you are interested in applying to REI fellowships, this episode of Inside Reproductive Health is for you. Griffin sits down with Dr. Jaimin Shah to discuss what it takes to land at the top of the applicant pile.


Listen to hear:

  • Dr. Shah’s tips to those interested in entering the REI field.

  • What REI fellowships are actually looking for in an applicant.

  • What Dr. Shah did to secure upwards of 30 acceptance invitations to interview for fellowships. 

  • What you can do to stand out as an applicant, and when you should begin preparing.

Dr. Shah’s info:

Website: https://www.shadygrovefertility.com/
LinkedIn: www.linkedin.com/in/jaiminshahrei

Transcript


Griffin Jones  00:00

If you're a regular listener to inside reproductive health, this might not be the episode for you. This is for those who are not yet in our field because we sometimes get people that are still in residency, maybe sometimes still in medical school, they're looking into the field, because they want to come work in your field, and they use this podcast as a resource. So I took advantage of that with Dr. Jamin. Shaw. This episode is really for OBGYN residents who are applying to REI fellowship or maybe to some med students that are going into residency but know that they want to sub specialize or at least strongly feel about it. For those of you that are in the field, I'm going to do a different interview with Dr. Shah about how to attract those candidates that you want. But this is for those folks that are doing the applying and if that's you, but I've talked about what Dr. Shaw is how you find your mentor, the difference between senior and junior mentorships a delineation that Dr. Shah used that I wish I had used in different aspects of my life, how to attract those mentors or how to reach out to them. We talk about what kind of networking OBGYN residents need to do we talk about what the average candidate looks like to REI programs we talk about the importance of offside rotations is a competitive advantage. And speaking of how to candidates look to REI programs, we break candidates into three different tiers based on the amount of research that they've done. And Dr. Shaw gives us numbers of first author publications that make sense for each tier, Dr. Shah applied to over 40 programs, he got interview offers from at least 30 of them, he went on 18 interviews, and he got his second choice. And this is a really competitive field. So I hope you take advantage of these tips. And if you are to join this field, welcome. I hope you enjoy this conversation with Dr. James Shaw, Dr. Shah Jamin. Welcome to Inside reproductive health.


Dr. Jaimin Shah  02:06

Thank you for having me today, Griffin,


Griffin Jones  02:06

it's good to have you on because we became friends from you listening to the show, and then us corresponding and then we got to meet in person. And that was probably a couple years ago that it started. And now I consider you a friend. And it's cool to have you on to do a topic for an audience that normally isn't a part of our audience. But I still find some of those folks. So a lot of times we're not covering content for residents, we talked to REI fellows a lot, but have not really created anything further up the channel for those folks that are considering going into Rei. And I want to take advantage of your experience to have that for that little audience, invite those folks that aren't even in this world yet. And talk about what they need to know to make them more attractive for getting into the REI fellowship program that they want to so can you give us a little bit of context of your self and what your process was like? And then I'm just going to give you more specific questions.


Dr. Jaimin Shah  03:11

Oh, thank You that mean, it's great to you know, broaden the audience. I think the REI potential, you know, the residents that are potential interested in Rei fellowship are obviously the seeds to make our field grow. So I think trying to reach that group is important. But I you know, I came from UT Houston, OBGYN residency, so it was not affiliated with an REI program. And learning that process from a resident perspective. And working with various mentors was was key to my success in matching into Rei fellowship. So I do have a couple of tips. You know, I wanted to share with other potential residents interested in the REI field.


Griffin Jones  03:54

How early did you start? Because it seems to me that some people know that they want a sub specialize even before they go to medical school, and then other people don't know until well into residency. When did you start the process of deciding this is something that I'm going to move on to do?


Dr. Jaimin Shah  04:13

Well, to be honest, I was doing quite a bit of research when I was a medical student because I stayed the same medical school program and to residency. So I was doing lots of research in GYN oncology. Actually, that's I thought the route I was going to be taken until I pivoted during my intern year. So I started pretty early on doing the research. And that's one thing I'll touch on later in the episode is that starting on any kind of research is important early on, even if you think you might have an inkling that you might want to do any sort of fellowship.


Griffin Jones  04:41

So what was the first research that you did? What did that look like?


Dr. Jaimin Shah  04:45

I mean, I started as a first and second year, medical students doing Emergency Medicine Research. And then because that was one of my initial interests, and then I kind of slowly pivoted into women's health into OB GYN and doing GYN oncology research with MD Anderson. And then that slowly pivoted into when I was an intern transitioning to more fertility preservation, and then trying to broaden my horizon onto other different Rei topics, in addition to I was also contributing on MFM research because we had a robust mmm department. What


Griffin Jones  05:20

are Rei fellowship programs looking for in your view? Well, what


Dr. Jaimin Shah  05:24

they're looking for is, first of all, a well rounded applicant with research experience, I think research is a big part of what they looking for what your prior experience was, even if it was Rei research, or non REO research, trying to find someone with a passion to learn you research techniques and interviewed research projects early on. Also having an applicant with good letters of recommendation from REI and non Rei mentors, who can speak on behalf of their abilities, and speak on their experience of working with that specific resident. And then most importantly, obviously, trying to find a hard working resident who could be a good fit for their fellowship, who could flourish and utilize all the resources that would be available in that fellowship program.


Griffin Jones  06:11

There are how many Rei fellowship programs 4044 Do you know the exact number?


Dr. Jaimin Shah  06:16

I don't know the exact number. I feel like it can range between 40 and 50. I think my year there was like 41, because there was, you know, handful programs that took internal candidates. And I think it varies from year to year. But I think that's a general ballpark of about 40 to 48 or so.


Griffin Jones  06:29

however many there were your year you applied to all of them why?


Dr. Jaimin Shah  06:36

I think as an applicant, obviously I had, I wasn't limited by geographic constraint. So I wanted to kind of put my hat in the ring for all all programs, right, I think it's always better to try to apply to all programs early on, versus trying to add programs later down the line. Because you know, programs are going to be reviewing applications from the get go. And so trying to be in the front of the line is is important, I think,


Griffin Jones  07:02

did you make that known to the programs that you were applying to?


Dr. Jaimin Shah  07:08

No, I mean, I just applied to all of them, right? You submit the application, it's one application, you have your letters of recommendation and the kind of the portal, and you can you can submit to All Programs and then see if they would be interested in offering you in an interview spot.


Griffin Jones  07:23

And you got quite a few you got 30 interview offers, or about that out of low 40s. However many it would have been, what do you think that you did to get that many interview offers?


Dr. Jaimin Shah  07:38

I think someone told me early on was from a research perspective, you know, there's different, there's different tiers. As far as kind of the number of publications you can have there, you know, most, most resin applicant applicants will kind of have one or two first author papers, I think the next tier might have three to four. And I think in the top tier of, of applicants might be you know, five first author publications in addition to other research that you've contributed on. So I think that is one yet you kind of have direct control about as a resident. So if you were in that category, you could potentially stand out a little bit more compared to other applicants. Someone told me that early on. So then I took that to heart and said, You know what, I want to try to be that top tier and, and tried to work very hard to get into a lot of research out and learn the process. And in that I think that was one thing that did stand out my application.


Griffin Jones  08:29

Sounds like you did because if I have my notes, right, you did 10 first author publications while you're a resident. Yes. And our tiers were so the third tier is what one or two, you said,


Dr. Jaimin Shah  08:42

I think the third tier would be kind of five plus?


Griffin Jones  08:46

Well, you and I are going backwards. Third, bottom one, bottom one is one or two, I would say So on average, and middle is three or four. Correct? And then the top tier is five plus. So you were like I'm gonna comfortably set up in this top tier here. When did you start on that? The very beginning of residency,


Dr. Jaimin Shah  09:12

like I said, I had some projects I was working on as a fourth year medical student that were more Juhan oncology specific. And then kind of pivoted into kind of fertility preservation, and then more into Rei based projects. So I started I would say fourth year medical school and then really going in, in my intern year, my first year residency.


Griffin Jones  09:33

So if you want to be in the top tier for the number of first author publications we're referring to, you have to start pretty early. In your case you started even before residency, is it too late by the end of residency


Dr. Jaimin Shah  09:49

by the end of residency is too late because obviously you'd be graduating. You can continue after residency, but you're going to be applying for Rei fellowship during your third year of residency. So, it's really good to know if you have an inkling to do any sort of fellowship. And that's what important to start on any kind of research early on and your residency training. And even if you pivot to another subspecialty, like I did, it's still show that I saw I, you know, developed a project, you know, created, developed it, collected data, presenting at a conference and then published it. And so it kind of shows fellowship program directors that okay, this applicant, you know, created a project with a mentor, saw it through, presented it and published it, right, it shows that that that resident applicant is capable of learning research and doing research, and you have to understand that certain constraints, but certain programs may or may not have as many resources, like an REI division or not.


Griffin Jones  10:49

So you did that, and it made you attractive enough to at least 30 programs to offer you an interview. Is there other things that you think other than the research that you authored that made you invited to those interviews?


Dr. Jaimin Shah  11:11

Yeah, I mean, it's more of a general, you know, I think there's six other points that I think you know, apply apply to my case, but more broadly, would be trying to find good mentors, junior and senior mentors, considering away rotations, making sure that you're networking as much as possible throughout your residency career, utilizing your available resources, you know, thinking about different Wow factors that you might have in your prior experience. And then there's, I think the other component is criado scores.


Griffin Jones  11:43

Let's talk about the network and for a minute, because there are some conferences in our field that are very fellows heavy, but residents sometimes go there for whatever, maybe they work on a paper and they get to submit their abstracts, somebody sponsors them, they get a scholarship, some, some kind. And I have talked to a couple of those people, and they're not totally sure if they even want to sub specialize in reo. Let's pretend they're a first or a second year resident. And somehow they get to one of these conferences. I know people who said you can't go to PCRs or whatever. Some other conference, if you're a first year resident, you can I've seen them there. So they're there sometimes. But so let's say they're early on in residency, what should be they be doing to network there, if they find themselves in one of these conferences,


Dr. Jaimin Shah  12:32

I think beforehand, trying to reach out monks, other local fellows in respective programs and trying to get to know them get their numbers, that's what I did. And some of those fellows kind of took me in there under the wings and introduced me to people. I was picking their brains about how they went about it. You know, they introduced me to their mentors. So I will basically trying to talk to as many people as I could to learn their experience, how could they help me? Or how could you know, they give me some advice to make sure further my agenda, making sure I, you know, successfully match into Rei fellowship.


Griffin Jones  13:06

How did you decide upon which mentors, you wanted to mentor you?


Dr. Jaimin Shah  13:11

Through your question? So I had Junior mentors and senior mentors. So Junior mentors, I would say, our fellows, you know, I had yield Chappell. He was Baylor fellow, and I reached out to him and a bunch of fellows. And he kind of took me under his wing, and it was great to kind of get his experience and get his advice. And so I worked on some projects with him, right, so he was more of my, my Junior mentor, you know, senior mentors, you know, we had some affiliations and some private practices. And that was just me networking, reaching out to different programs, you know, Baylor and other private physicians and trying to find positions that might be willing to take on a resident on a certain project, and then really kind of diving into learning more about their experience and kind of how I can better myself as an applicant.


Griffin Jones  14:03

Earlier in my career, I was really obsessed with learning how to acquire mentors, I find that as you advance in your career, and you get better, it's actually easier to acquire mentors, because you sometimes just start doing business with them, or you have similar interests. And so you can acquire mentors a little bit more readily. But in the beginning of my career, I had to be really intentional about it. And I never thought in terms of junior and senior mentors, where did you come up with that framework?


Dr. Jaimin Shah  14:37

It was something I just learned along the ways because you'll get advice from two different people. And they could be doing the same exact thing but one is a little bit more senior and one's a little more junior, and I think they're closer to the experience of REI fellowship. And I needed to get that advice and input of directly have over these next one to two years that are going to be critical to my success of the In Rei fellowship, how did they do it? What suggestions do they have? For me? What did didn't work for them? What did you wish you knew? Right? So those are all the questions I was asking you a lot of REI fellows. And they have that. That direct insight because they're loved. They're living in that process recently versus someone who might be 10 or 15 years out and just a little bit different of how they came about that process.


Griffin Jones  15:23

I think you are smart to not view each of those as mutually exclusive. Like, I struggled for a long time thinking about this for financial advisors, because I look at a lot of the younger financial advisors and like, well, they don't have the experience, they never actually really built wealth, because in order to build wealth, it has to stand the test of time, there's got to be decades, but then I worry about some of the older financial advisors if they are leaving things on the table, ignoring some of the new technologies, the new types of trading the new types of asset classes and everything else. And I always kind of viewed it as it had to be one or the other. And I think you more wisely said no, I've there's two different classes, and I want each of them. Correct. For those that were more senior, how did you approach them?


Dr. Jaimin Shah  16:16

You know, we were affiliated with the private Rei group. And I knew that constraints to that in the sense that, you know, the private clinicians, they don't have as much dedicated time to education and to reach out to residents. So I kind of reached out to different Baylor faculty reached out to other other private clinicians, I literally emailed and called different problems in the city of Houston to figure out who could pick me on as a resident for research and then kind of use that as a as a segue into kind of trying to pick their brain and and trying to see if they could be a mentor for me,


Griffin Jones  16:50

picking up the phone and calling the office.


Dr. Jaimin Shah  16:53

Yep, sometimes if they didn't respond via email, then I reached out to the next source and saying, Hey, can I get in touch with his doctor? I'm a resident in the local area interested in in talking to them? And that's what I did for a lot of programs around the city.


Griffin Jones  17:07

How often did it work?


Dr. Jaimin Shah  17:07

Most times it usually worked.


Griffin Jones  17:11

Were you nervous about being perceived as a salesman? Or does the distinction that you offer really quickly, hey, I'm a resident, did that help?


Dr. Jaimin Shah  17:21

I think it helped when they said, when I said I was resident, and it was one of those things that I learned very early on in my career, the worst that someone can say is no. And so it's okay. If someone said no, or didn't call back or didn't reply back to email, then I just tried to the next one. One


Griffin Jones  17:35

of the other tips that you gave, in addition to networking was and mentors was offsite rotation, something more about that?


Dr. Jaimin Shah  17:46

Yeah, so I did an away rotation. And I use that as a strategy to learn more and go to a different program for a month to, you know, continue to work on research, and to also try to find a good mentor that could you know, write a good letter recommendation, in addition to getting great experience. You know, I came from a non Rei I didn't have an REI division, for as far as the fellowship goes. So I was trying to utilize doing an away rotation as another way to kind of think outside the box of how to make my application a little stronger. And that was one idea that a previous resident had done before. And I kind of utilize that as a great idea to try to do an away rotation. And it was a great experience. I learned a lot. And now I got kind of a lifelong mentor, wanting the process,


Griffin Jones  18:42

like how much do you have to do to do in a way rotation? Do you have to go through your program? Can you submit that to your own program? Hey, are these other places that I would like to rotate into how does that work?


Dr. Jaimin Shah  18:55

Well, first, you have this makes sure that your residency program allows and has the ability to do a one month rotation, luckily, my program had the ability to give me that opportunity. And then I talked to you know, the different Rei clinicians in town who maybe had some suggestions and some insight and some programs, and that's kind of how I use that route. And they kind of put me in touch with that mentor at that institution, and then connected me via email, and they agreed to take me on and that's kind of how that process started.


Griffin Jones  19:26

So not every residency program allows for rotations. Yeah, I think it just depends on the curriculum. And then does it also vary, per programs curriculum, what types of institutions that you can do that rotate? Does it have to be an REI division within an academic system? Can it be at a private practice? What's that like?


Dr. Jaimin Shah  19:50

I think it's kind of enlist as far as the the kind of the different type of programs you can go to. I wanted to go to a program that had an REI division. Um, that was more academic affiliated, just because of thinking about a potential mentor who could, you know, write you a good letter recommendation? You know, that's something you have to take into consideration as well.


Griffin Jones  20:13

What tips do you have for applicants as they're going into the interview?


Dr. Jaimin Shah  20:20

As they're going into the interview? You know, I think you want to create a list of questions that you want to ask all programs, I would recommend asking the same question to multiple people during the interview process to see if you get the same answer. In try to think about, and I would recommend talking to it and current Rei fell, it helped create some of these questions for you. You know, I have a list of them, too, that I created with a bunch of different Rei fellows that they felt were important to ask about numbers and about hours and about monitoring and basic things you might not think to ask. So I would ask a lot of the same questions to most people to interview to see if I got similar same responses or different responses. And that was kind of a telltale sign if there was, there was some discrepancy. And another thing that I found very helpful going in the interview process was to make a real time rank list. You go through the process, and a lot of programs blend, like, okay, every program, most programs are really good, they're going to get you a great education. But you really got to find calm and try to find, look at the fine details. And that can get very blended when you go on multiple interviews. And so I would, I would jot down notes, and mainly when I left when I was in the car or in the lobby, and just


Griffin Jones  21:42

want to make sure physically, when you say a real time rank list, you're talking about physically, not just up in your head, you're you're noting it out,


Dr. Jaimin Shah  21:49

I had notes on my phone, and I would I'd started ranking programs, because it was one of those things that you want to trust your gut, as far as kind of what what did that program really make you feel good? Did you feel good fit? Did you feel welcomed, etc. So I would go before I left the premises, I would jot down notes of the things that stood out to me things I liked, didn't like things I need follow up questions on right because was fresh in my mind. And then I would go to my next tab and go put my rank list together. And I literally had a running rank list. And it was the best thing because by interview 10 or 12, they really started blending it together like Did they do monitoring? How many retrievals? Did they do? Did the fellows do transfers, like do have to take call or like what's the call structure, like you know how many faculty like those little things are very hard to remember. And it's very hard to go back. And so that was one thing that I learned from someone that and I was it was a blessing. Because if I didn't do that, it'd been very hard to really comb through some of those details. So that was also really helpful. And the other tip was, pick the program, you think you're going to be the happiest app, don't pick the program that you think that you need to be at. I think now going into the REI fellowship, this is kind of hopefully the last stop for you. You want to pick a program that you think you're going to excel at, that you're going to be happy at. And that was one of the biggest things that I took away from that is don't necessarily assess the interviews as a way for you to make your rank list. Because to be honest, most interviews are pretty relaxed. They're very conversational. And you think honestly, every interview goes well, at least how I felt in the REI fellowship realm, because everyone is very happy. They feel that the conversations are very nice. So it's really hard to tease out a, a pleasant interview experience versus Do they really liked me, because to be honest, I bet they are like that with pretty much most applicants, because that's just the general nature of the field. And so I think that's where you got to trust your gut and pick the person that you're, you think you're gonna be the happiest set and not the other way around.


Griffin Jones  23:58

So when you say pick by where you think you can be the most happiest you're saying as opposed to where you think, as opposed to thinking based on how they're ranking you?


Dr. Jaimin Shah  24:09

Correct? Because it's a rank system, right? So it's supposed to be in favor of the applicants. So I think you have the trust of where you think you've been happiest. And it's all going to work out in the end. And it does when you talk to most of my other friends and colleagues around the country. It all works out kind of how you make the rank list.


Griffin Jones  24:28

In your real time rank list. Did you put those different factors that you have in one kind of general note section? Or did you have very specific criteria in different columns of your rank list so that you made sure that you were comparing each of the programs on similar criteria? It's a great,


Dr. Jaimin Shah  24:48

great, great question. So I actually made a note section and I kind of had my free hand notes for every program. And then it was actually my my wife's idea to make Have a an Excel list and do exactly what you said kind of put surgical volume, number of embryo transfers, geographic and certain geographic location, you know, call structure, research opportunities, and put some of those. So I could actually rank each program for those specific categories. And that was actually really helpful to look at my first rank list and then look at my final rank list. And it actually turned out to be very similar in the end, but it was a good exercise to go through it. To really look at some of the nuances to the interview process.


Griffin Jones  25:36

When you say that it was similar your first rank list and your final rank list. You mean, before you ever went on the interviews, you


Dr. Jaimin Shah  25:44

should rephrase that. It's actually when I finish the interviews, and like my running rank list, compared to my final rank list, after looking at my kind of Excel file that I went through,


Griffin Jones  25:55

how long did you take to digest from you've finished your last interview, you've got your running rank list versus, okay, now I have to make my final decision. How long did you give yourself?


Dr. Jaimin Shah  26:07

I had a few weeks. And I kind of after my last interview, I gave myself a good four or five day just pause, just to kind of process and digest and just kind of reflect and then went back to the list. And back to the criteria to help me rank


Griffin Jones  26:26

for the running list, did you you're going into interview number eight, you walk out of there, and you're like, Okay, I think that they're number three, and so you just put them at the number three spot? Was it in real time like that? Yep, exactly. Did that skew your perception in any way of thinking? Like, okay, now I have to? Well, you know, I've already got these eight. And I feel so strongly because this one has been number one since the third week. Did that? Does that skew your perception in any way?


Dr. Jaimin Shah  27:01

No, it kind of just, it kind of really, when you have a couple good, you know, three or four poems that you really liked? It'd be very hard to choose from. Right? Those are a good comparison, when you go into a new interview, as far as well, I like this about that. I can do transfers, and I can do as many retrievals as a fellow. Right. I think that's a really good thing. Right? So that was really a thing that was important to me. And so when I heard about oh, yeah, you would get to do 10 transfers across the whole fellowship and union, you get limited experience in retrievals, or things like that, right, like, so those are things that you had a benchmark of saying, Well, this is where I've heard a programmer would allow me to do such things, or I would have this access to this research opportunities that this program doesn't have. And you can internally figure out when you go out the interview process, what you value and don't value for your future education.


Griffin Jones  27:47

Do you remember the criteria that you had, in your real time list what you said, I think cycle volume or a number of transfers, what were the criteria as far as you can remember,


Dr. Jaimin Shah  28:00

procedures, that was definitely one one big one, looking at transfers, retrievals. Looking at the your research opportunities, what have prior fellows done, I wanted to get really into like, prospective and randomized controlled trials, I wanted to go to a center that would give me the ability to do that as a fellow versus just retrospective studies, I wanted to have the ability to do translational research, wanted a program that had you know, you know, decent surgical volume, not heavy surgical volume, but not very low coming something in the middle. I wanted to have the ability to have my own fellows clinic, where I was the attending and I had supervision but I was the one making the decision because I think that's really important. I think geography was also a factor lower factor. I had a wife category in there as well, my wife had to say for my partner had to say cuz you know, happy wife happy life, right. So that was also an important factor in that as well of where she might want to go where opportunities would be good for her. So that was another piece. I think those are the some that kind of come to mind.


Griffin Jones  29:08

Many of those things are an individual's preferences. Are there some things that you think are must haves or should be must haves, regardless of someone's preferences? So the amount of clinical work or if there's a fellows clinic, where they can be attending or if they, what kinds of research opportunities are available? A lot of that will have to do with someone's preferences, but are there a few things that you feel should be in everybody's must have list and if so, what are they?


Dr. Jaimin Shah  29:41

I think procedures as a fellow is key. It's a small thing in some people's eyes, but I think it's a big thing. In most people's eyes. I think there's a lot of buzz about transfers and retrievals I think that's definitely up there. The ability to do other ancillary procedures HFCs water ultrasounds, just being able to do lots of hands on procedure and surgical Other things that are important. And I think the fellows clinic of really getting a robust clinical experience not just working with other attendings, but actually having your own true clinic, where you're kind of running the show, I think is really important. I think those are the two main things. Because you know, every program is going to have research, just different facets of research.


Griffin Jones  30:23

How common is that or not, is that to have a fellows clinic where you're the attending,


Dr. Jaimin Shah  30:29

I felt like half the programs kind of had it to some extent. But, you know, the program I ended match now was kind of at a true fellows clinic, where you're running, you're running everything you have is assigned team, you have nurses, you have financial counselors, right, that are kind of assisting and doing those things. And then you obviously have attending supervision to some extent, but it was really kind of my own clinic that with my own patients that they were booking under my name. And I think that was a great, really great experiences as a fellow that really have the autonomy to make those decisions, cycle my own patients. And that taught me a lot.


Griffin Jones  31:05

So you were talking with other folks that were also applying to fellowship, and you gave the advice to ask the same question of multiple people in a program. And you you rattled off a few of those questions, just making a different point. What were some of those questions that you made sure that you asked every person in any any given program?


Dr. Jaimin Shah  31:29

It's kind of touching the same stuff, you know, the research experiences, what? You know, what have prior fellows done? Are there any limitations on what I could do as a research research perspective? Could I do randomized control trials? Can I do prospective trial? Has that been done before? Understanding the numbers, When can I start doing procedures when we start getting that experience? Asking about, you know, the call structure understanding? You know, will you have moonlighting opportunities, you know, understanding that call structure, I think is important. Understanding the structure of the program, certain programs are structured differently, do research or new clinical first, understanding some what flexibility may have in that you understand if you want to do other electives that you might have an interest in. I think that's also important to ask, too. What is the average


Griffin Jones  32:19

candidate look like? In your view, and I'm going on a bit of an assumption that you are, we're not an average candidate, and didn't appear as an average candidate to most of the programs, because you had done a lot of research, you've thought a lot about the and by research, I mean, research into different kinds of fellowship programs, but also what you authored as the President having 10 first author, publications, having four other papers that you contribute into that being at least double what we would consider the basement for top tier here. You don't have to be humble about this, I actually want to know, what do you think the average candidate looks like to in the eyes of pro work programs,


Dr. Jaimin Shah  33:04

and being on from the applicant side, and then being done on, you know, the fellowship standpoint, to kind of see kind of the trend of applicants, I think the average candidate, you know, would have one or two first authored papers with being on maybe two other papers that they contributed a second or third author. I think most applicants would have at least one national Rei conference presentation, either poster or oral presentation, a lot have more. And then coming in with at least one or two very strong letters of recommendation within the REI community,


Griffin Jones  33:44

Jim anniversary a lot. And you've given us a lot on how to select a mentor, how to approach a mentor, how to network, how to think about getting other opportunities, if there isn't the rotation that you want through your program, how to think about getting started on research? How would you like to conclude with this audience that I haven't created that much content for in the past, but these are the folks that are either going to be your colleagues or not in the next couple of years, but they might be your peers, and they're making that decision? Now? How do you want to conclude with them?


Dr. Jaimin Shah  34:24

Find good mentors early. Don't be afraid to reach out and kind of extend yourself. The worst that someone can say is no, move on to the next. Work hard to organize your research projects early on, present at national meetings, and carry through at the end and publish that paper. So truly try to get a few first author publications and get on a couple other projects with other colleagues and establish connections, build connections, learn from the junior and senior mentors that you have within your program or in your local area. And I think the most important thing is be a great resident and be a team player. I think that really helps you develop as a resident and then hopefully develop as a great fellow.


Griffin Jones  35:06

And I think you are both. And you're also a great guest to have on for us to give some generous counsel for those that are thinking about this step. And hopefully many of them will consider it because we love adding to the number of good areas in this field and the field has nothing but upward to go. So I appreciate you coming on to cover the topic. Thanks for having me.


35:34

You've been listening to the inside reproductive health podcast with Griffin Jones. If you're ready to take action to make sure that your practice thrives beyond the revolutionary changes that are happening in our field and in society, visit fertility bridge.com To begin the first piece of the fertility marketing system, the goal and competitive diagnostic. Thank you for listening to inside reproductive health.

171 When Millennials Run An REI Practice. What Young REIs Must Know About Arbitrage



Stephen’s Info:

LinkedIn: www.linkedin.com/in/stephen-hutchison-61583697

Website: https://ivftucson.com/


Christine’s Info:

Website: https://ivftucson.com/

Transcript




Griffin Jones  00:45

You make money when you buy, not when you sell. Of course, that's not true in every sense. But you're going to hear me say that a lot in this episode, because we talk about the concept of arbitrage and it's a really important concept for you younger doctors, especially to understand what does it look like when millennials run a fertility practice an independent fertility practice? Not just the docs, but the embryologist the business managers are millennials. Is that happening? It is happening and we talk about that in this episode. How do younger Rei guys find the best value in an REI practice? How do they find the REI practice equivalent to the underpriced house in the up and coming neighborhood that is underpriced for some market inefficiency, but not because it needs so much work. And because the neighborhood is underpriced because it's on the rise, not because it's in a really bad neighborhood. That's the concept of arbitrage. How do Rei guys find those deals for practices? Talk about that, if you're going to PCRs you're going to see a whole team of people wearing one kind of shirt that are from an independent fertility practice putting on an event for you. How are they able to do that? What's What are they all about? We talk about that in this episode, we talk about the changes that millennials are making in fertility practice, things like embryo storage, and cryo inventory. And finally we talk about a culture where you can bring your baby your child to the fertility practice. Have you seen that in many places, it's happening here and I hope you enjoy this conversation with Christine DeLuca and Steven Hutchison. Mrs. DeLuca. Christine, Mr. Hutchison Steven, welcome to Inside reproductive health.


02:38

Thank you. Thank you for having us. Yeah,


02:41

thanks for having us, Griffin.


Griffin Jones  02:43

You know, I told you that I was going to make this episode about millennials running a fertility practice and that I was not going to let it be any kind of baby boomer bashing session. So I'm wearing khaki pants right now. It with New Balance sneakers. And if you're not watching this on video, then you can believe that and that I'm wearing a striped polo shirt. And I make sure that this is entirely a proactive session. But I'm thrilled that both of you on because I think it's such a cool, unique story. And before we start done pack the whole story, will you please each just give us a one minute background of how you got to be in your role in the fertility center that you're at now?


Stephen Hutchison  03:33

Yeah, I can I can go first. So you know, I learned early on kind of in life that I didn't want to be a physician. So my dad will talk about is an REI. My mom's an OB GYN. I learned that's not really the life that I want to lead. And I really liked science. I really like research. And so I pursued my Master's at the University of Arizona in physiology. So I was studying kind of metabolism and aging and circadian biology. And out of the blue one day, Holly, my aunt, the practice founder with my dad, text me and she said, Hey, have you ever considered embryology you're Andrology before? And I told her I hadn't I had never even considered that as a career path at all. So my plan was to continue my PhD at the University. But she said Hey, before you do that, come and check out the lab, see what it's like. And I did and I fell in love with it immediately. So after that I meshed really well with our other embryologist Ava. She has 20 years of experience. And so since then, she's been mentoring me. I've learned a lot and so we've just kind of been humming along since then.


Christine DeLuca  04:40

Yeah, and then I kind of started this whole thing I've been working at Reproductive Health Center since God I think I was eight. I mean, started washing speculums doing all the dirty work all the fun stuff too. And you know, work there all throughout. High school and college, and then went off into the world tried to make my own whole scene decided to work in finance for quite a while. wasn't exactly my favorite thing. But I did learn a lot. I mean, it's a very interesting way to kind of start, you know, working for major, major corporations. And what I realized from, you know, the pandemic, everything shut down was living in Brooklyn, it's like, being stuck in a one bedroom apartment with your husband as your honeymoon. I mean, we got married the week before, it was not exactly my idea of a good time, I think we had, I think it was like 50 days in our one bedroom apartment, rarely leaving except for going to the grocery store. So we promptly moved back to Arizona. And then I mean, I just see such a benefit of the work that we do in our clinic. I love all of our patients. It's interesting now being my own market, my own demographic. And it's just so heartwarming and awesome to work with my family and kind of fill the shoes my mom, but mostly handled handling the practice management side.


Griffin Jones  06:10

It's such a cool family story. And I want to talk more about the advantages of a small market potentially. But Stephen, when Holly Hutchison called you or texted you and said, Have you thought about embryology or in geology? How long ago was that?


Stephen Hutchison  06:28

That was in around kind of the end of 2020. I think,


Griffin Jones  06:34

how far into your studies, were you? Or did you have a different lab job at that time?


Stephen Hutchison  06:40

Yeah. So I had, I was just about to defend my masters actually. So I was working in a lab separate completely in basic research. And so you know, I had all the tools needed really to function in an embryology lab and an IVF. Lab. But I just never, never really considered it in terms of cell culture and things like that. So that's kind of she knew that I that I had the basics down. So that's kind of why she reached out. I mean, as you know, finding and training embryologist is unbelievably difficult now, almost as difficult is as finding our UI. So I think she just took a shot. And it really worked out nicely for us.


Griffin Jones  07:18

Yeah, well, that's one way to do it. Just text, someone that you know, going for an advanced biology degree and see if you can't sway their path a little bit. I want to give a little bit of background on the center. And you both can tell me if I'm getting this right. So we have brothers and sisters got Hutchison and Holly Hutchison Phoenix born and raised, is that right? Then, both I believe, studied some of the sciences in undergrad, Scott went on to medical school, became an OB GYN subspecialized in Rei. And Holly went the genetics route. Is that right? She became a scientist, how close to accuracy?


Christine DeLuca  08:00

That's accurate. 100 accurate.


Griffin Jones  08:03

And then at some point they decided to buy in Rei practice together started I should say start together and be 5050 business partners in Tucson, Arizona.


Stephen Hutchison  08:17

Yep. Spot on.


Griffin Jones  08:19

Then how have we gotten to the we did give a little bit of the how you each got into the roles that you're in. But the inception of this practice was 20 years ago. What What was yours?


Christine DeLuca  08:37

I think it's been 27 years. Yeah.


Griffin Jones  08:41

So 96 Yeah. So longer than some of the the junior embryologist have been alive longer than some of the youngest people that might be listening to this show hadn't been alive. And and they did that for at least two and a half decades before you each came on in your cohort. And you talked a little bit about how you arrived. What has the passing of the torch been like or? I mean, the torch isn't passed. Maybe that's not the metaphor. What has the continuation, the generational continuation been like? For each of you? How did it start? And what's gone into it?


Christine DeLuca  09:32

Yeah, I think at least in my son's it's kind of Yeah, you're right. It's not necessarily a passing of the torch. It's been kind of like a business partner that is still your family. So I I already intrinsically like know what their morals are. And we have the same one. So we never really our view or have any problems with how we want things to run or how we want things to continue. We never really have to have a conversation. It's just like the meeting in the hall our masks actually working or not. And should we like actually be wearing them? Or things like that. But um, yeah, I mean, I think my mom is just like ready to move on. She's been doing this for forever. She has other passions and hobbies. But I mean, I know that I always have a safety net with her right, she will always be one of the owners, she will always be contracted, we're always going to need her help. It just will not look like what it has in the past, right? I mean, she will just kind of be like a satellite. But it is so important, I think, to have that safety net, it's given me like, if she was just out the door in three months, I would be, I'd be really scared. So I'm really glad that I have that. You know, just the support. If in case I run into anything, but I mean, she's trying to let me fly on my own, but it's not as easy as one would think.


Griffin Jones  11:02

It's kind of like so for everybody listening at home, I'm going to keep the characters straight. Because if you're reading the Game of Thrones, you're you're you're getting all these characters. So Holly sister, business side is the mother of Christine, who is now part of the business side. And Scott, Rei, is the father of Stephen now embryologist side. So Stephen, what has the transition or the continuation been for you?


Stephen Hutchison  11:32

It hasn't been all that jarring, to be honest. And this is why I don't think there's much of a distinction between Millennials or boomers. Because we all want the same thing. I do see the general trend overall of these younger fellows, these younger Doc's, especially embryologist as well, there's more of a drive towards evidence based medicine than there was in the past. And so both are our evidence standards are higher, and then on top of that, kind of our ethical standards are much, much higher than they were before. So those two things are kind of progressing along nicely. And I think and that is not to say that boomers in the past didn't care about those things. I just think, in general, now they're, they're weighed much more heavily. So I know that in our clinic, personally, I mean, this is exactly what they want. So you know, that being said, I have the lack of the breadth of experience. Like I said, 2020, so three years now less than that of experience. And so, you know, I looked through the literature, and I read things, and then I think, Well, I think I figured out IVF I think I know now how I can optimize pregnancy rates and just blow it out of the water. And then I'll march into Holly's office or my dad's office and tell them all about my hypotheses. And you know, they very calmly dismantle whatever hypotheses I have. And it's because, you know, they have all of this experience that I don't have. And so they've been thinking about these exact same problems. And so it's really nice to be able to, to one to grow on my own and to develop and to see the problems that they're seeing, and then have them provide feedback. And really, it's kind of like the same, you know, if you want to go fast, go alone, if you want to go far go together. And that's kind of the way I see it. By using that the former generation, you can actually move a lot farther than you do it alone. So


Griffin Jones  13:18

Christine, you haven't had to have any conversations about how you want things to go. You talked about that. You know who these people are implicitly and so you have the trust there. But that's different from future direction.


Christine DeLuca  13:35

I mean, yeah, that's true. I definitely. I think as far as like attitudes are concerned on their parts. And like, I think working really hard is very important, right? But I think the mentality of you must be the first person in the office. And the last person to leave doesn't necessarily sit well with me, because I always feel like I'm working anyway, whether I'm working or not, right? I think like as millennial generation, like is concerned, I feel like everybody kind of wants to be on their own and be their own boss. And so at least for me, in the side of how the workplace functions, I want my employees to be happy, I don't want to have to babysit them. I want them to be able to take time off to go to the doctor or go on vacation, right? As long as they're doing their job, and they're not leaving it to anybody else. That's more of the direction that I want. Because I think that gives people more of a reason to show up every day because they love their job and they get to have some sense of like, this is my thing. I'm taking ownership of this and if I can improve things I will and I don't know necessarily that that was always the case in in their clinic. It was kind of like everyone, whoever's here and just grinding grinding. That was I think, just like a higher I don't know how to describe it like, it looked better. But now I don't really care what anything looks like, as long as the job is being performed and people are doing what we're doing and revenue is continuing, and patient care hasn't changed, right? So that's kind of more along the lines of where I'm kind of shifting to where it was not always that way. And we're also way bigger. I mean, I think we now have 22 people on payroll, whereas before, I mean, like, maybe not even four years ago, it was like, seven or eight. So, I mean, with ARS shutting down and everything, we've just, we have so many people that we need to take care of. And we're trying to bring on more people. So I kind of want that mentality of whoever's there does, it doesn't really mean anything, if you're just sitting on your phone and watching like, tick tock, right. It's like the quality of what you're doing.


Griffin Jones  15:56

What have you all thought about in terms of either quality measurements that you want to install to be cognizant of those things or other changes that you want to make? Because even if you loved everything in the past, if we buy a new house, we have new plans for it, even if we we love what the family house has been for the last several decades, there's still well, now I want to put a garden in the back, I want to change, I want to update the kitchen in this way. What are some of the changes that you all our thinking are on the horizon in the if not the coming decades in the coming years?


Stephen Hutchison  16:36

I think from from a lab perspective, the number one thing with that is transparency. So already, you know, across the field itself, I mean, transparency in the IVF lab is almost zero. And that's you know, we're getting to a point where we actually have much more communication with patients, and they can see exactly what's going on. And then second from that, I think would just be a shift in primary outcomes. So I think, historically, there's a focus on pregnancy rates. So simply just you know, how many transfers we do, and how many pregnancies result from that. So we have this per embryo transfer rate. And that's a great, that's a great measurement. But it doesn't tell you the full story. So I think really, what we should we should be thinking about is that intended to treat the number of people that are actually coming into our clinic, and then are actually leaving with a baby in their hands. And so I think, think thinking about it in that and framing it around that we improve the quality of our care. And so there's many different add ons and IVF. And we can kind of talk about that. But it's really thinking about how we can serve our patients best rather than just improve our kind of like those cursory numbers to make us look best on, you know, SARS, or something like that. And again, let's


Griffin Jones  17:45

talk about a couple of those things, what are some of those things that you are going to be necessary to to serve the patient's best?


Stephen Hutchison  17:52

I think moving forward, it'll be a combination of vitrification and then use or not use of PGT. So you know, I know it's becoming the industry standard now to do PGT, across the board. And, and right now, the literature is mixed. Whether there's clinical benefit or not, this is something we've had heated debates about in the office. You know, I think it's moving in a direction where we're, the testing of embryos will be very clinically useful. But you know, in 2016, I don't think that was the case. So things are constantly shifting, and we have to adapt to the new technology. And unfortunately, research lags behind those things. And so we have to be on top of it all the time. So that's one example. I mean, the other I think, with respect to inventory and patient transparency, we're adopting the tomorrow platform next month. So this is one of the first digital platforms for, for cryo inventory management. And so in this way, patients will actually be be able to see in real time what their inventory looks like. And before it was just it's your your embryos are sitting in a dewar. And we promise they're there and I and hopefully, they are in 20 years. So it's kind of like this, they're taking it on faith, but now they can really see what's really there. And so that's, to me, really exciting.


Griffin Jones  19:12

The topic of the debate of PGT is one that I'm going to devote to another episode with a clinician that really wants to speak on that topic. And maybe I can consult you for some notes before I interview this person, Steve and Christine, what needs to happen on the business side?


Christine DeLuca  19:28

I mean, gosh, so many things. So I think one of the interesting when I first came back, one of my first assignments was our embryo storage billing, which I swear is like, prehistoric from the Dark Ages. I mean, we were like losing 1000s upon 1000s upon 1000s of dollars on just this one thing alone. So now we're actually moving to embryo options with Cooper and they have a 90s 7% rate of embryo storage being paid either monthly or annually. You're welcome,


Griffin Jones  20:06

Andy. You're welcome. That's a free one.


Christine DeLuca  20:10

Yeah, I should get paid too much. Just kidding. No, but I'm, I'm really excited for that. Because it really is something that it's really hard to keep up with people change their info all the time. I mean, trying to track down patients after they've had a baby is like, impossible, like they're happy, they've had a baby. Now they see how wonderful the baby is to they don't want to make hard decisions about what to do necessarily with their embryos, and then they just stop paying. So then you contact them in three years and tell them that they have a balanced like $3,000. And they're like, there's no way we're paying that. So, you know, having them pay monthly is going to be extremely beneficial for us, like if I don't have that headache, so really gonna take a lot off of my plate.


Griffin Jones  20:58

One of the reasons why I'm so interested in interviewing both of you is because I think there's a limitation, perhaps perceived, perhaps very real, that many young RBIs perceive when they're thinking, do I start something off on my own? Do I buy into a small group do I take over for a solo practitioner, that they may face a limitation of who is going to be my support. So if you're an REI coming out of fellowship, you're probably a couple 100 grand in debt from medical school, and many of them went to a fancy undergrad, so they've got some of that debt, you haven't really made money, especially if you're supporting a spouse and have children in residency and fellowship. And then they have the opportunity to maybe have a high salary at a network clinic, or they have clear partnership track with some groups. Many of them are scared to start something on their own, partly because of the debt. But then in addition to the debts like okay, let's pretend for a second that I can afford it that I am not saddled by this debt. I'm interested in potentially buying a solo practitioner group or joining with one. But then when even if I learn a ton from them in the next two years ago, I'm stuck with the Office Debbie's I'm stuck with whoever they have been working with for the last 30 years who are going to fight me tooth and nail and every change that I want to implement. And, and then what I'm going to have to, to look around for for someone so what has it been like for you all to know that you're on the you're on the flip side of that, like you are the you're it's like that's already happened? The the the younger support side has already come in for the changing of the guard. So what is it like for that to be flipped like that?


Stephen Hutchison  23:14

Yeah, it's it's not a great position to be in, right. I mean, what you didn't mention also is that, you know, when fellows are coming out, they also don't have experience in the field. So it's on top of everything they relied heavily, I guess you alluded to, but I mean, they really rely heavily on who they're working with the docs are working with, to learn the ropes, really, I mean, they don't have 1000s of retrievals. of experience. And that's something that that really you need. So, you know, on top of the rely on the doctor, if there's a single practice, doctor, for example, will be have, they come in, and then they better mesh really well with the doctor on staff. And if that's not the case, you know, it's not going to be a good fit. And so this, this is a huge gamble in that in that sense. But from our perspective, I mean, we're, we're the last privately owned clinics. And that gives us a tremendous amount of autonomy. Compared to other clinics, really, I mean, it's fundamentally different in the way that we are beholden to really no one. So the expectation with someone coming in is that they are business partners and that they do contribute and change the practice. So there we are not expecting someone if they do come in whoever it is a nurse and embryologist a doctor. The expectation is that they do contribute and they do provide ideas. We don't want to bulldoze them, and we don't want to have them just kind of, you know, toe the line the party line and do exactly what we want. I mean, doctors coming out of fellowship now are really intelligent, they have a lot to add to the conversation. So I think listening to them, adding their perspective is actually how we're going to move forward in the field in general. I mean, I think there's a long, long way to go.


Christine DeLuca  24:55

I think that's actually quite the contrary like if any doc came in a we already have all the systems in place, think of literally show up, do two weeks of training. And then they off to the races, right, just seeing patients, learning from Dr. Hutchison once he's kind of moved closing out of the door, great. Like, I mean, they don't necessarily have to deal with anything other than, yes, we want their input. But we also want them to understand what we've been doing for the last or what our family has been doing for the last 26 years, which just be good to your patients take really good care of them. And I don't see how that is, you know, like a bad thing. I think we definitely want to innovate for sure. But at the same time, I feel like this would be for a doctor a really cushy, easy thing to walk into. Not only that, too sounds actually pretty cool now, and it's relatively cheap. So you can have like a really beautiful home here that's affordable. I mean, I would love to live in Brooklyn or LA for the rest of my life. But at the end of the day, what do I really have to show for it, right. And I know that a lot of the RBIs. And a lot of the fellows want to go to those major cities, but realistically, I mean, you'd be at the top of the town, you'd be like the big head honcho here, like that's pretty important.


Griffin Jones  26:16

I will not let this episode end without talking about small cities and Tucson. In particular, I want to talk for a second about the concept of arbitrage what I see here, arbitrage usually refers to buying and selling. But it essentially refers to when there's an inefficiency in the marketplace, for whatever reason, for something that can be sold elsewhere, or something that can be valued higher in different circumstances. And I see something like that here that I just don't think exists in many cases, because if you're a buyer, what you're looking if you're a soup, a super nuts buyer, a meat and potatoes buyer, you're looking at an income statement, you're looking at a couple of other things like how old is my provider? How close are they to retirement, you're not really looking at staff. In many cases, you might be looking at a couple key positions like embryologist, but you're not generally looking at the staff. And so your situation a situation like yours would not be valued higher from a just a meat and potatoes buyer standpoint. So you're not having that kind of like being driven up. And then but on the other hand, it's that's the opportunity for somebody to be able to come in and in a situation where they're just not going to be able to get that in most places. If you take over for a solo practitioner, in many cases, you are going to be inheriting the Office app as you are are going to be able to you are going to have to replace that in this case you don't. And whatever the investment that you make in is leverage because right now you all are seeing more new patients than you know what to do with it, or am I getting something wrong?


Stephen Hutchison  28:14

No, I think you hit the nail on the head. I mean, really the volume. Look, if you think about it, and millennials in general is the we're the largest generation in US history. And on top of that our priorities have shifted. So we're having children later and later in life. There are physiological consequences to that. So you have all these people are getting older, and they are building families later in life. And so the demand in general for for fertility treatment is far outpacing the number of providers for those services. And so for us, there's not a the volume is not the problem. It's really finding the people. Right, and so, Tucson, I know, as you know, I had a meeting yesterday with Cooper surgical and, and one of the reps kind of mentioned, oh, hey, I know you're in this remote location. And my must be hard. And I never really thought about that, you know, the Tucson this isn't remote. But from their perspective and from the in the IVF world, we are remote. And so despite that, though, there's so much volume that so untapped. We don't even begin to to fill the need that's here. So I think, you know, finding people who actually want to help the community, despite not having this have the, you know, the big bucks aren't here. I don't think I mean, in New York, there's so much volume that I think shareholders and everyone else can can make, you know, those those promises for that $500,000 sign on bonus, more sign on salary, and that's something that I just don't see happening here or cities kind of similar for the time being,


Griffin Jones  29:48

but I see the big bucks. I mean, maybe I see the so if I'm looking at this, I'm looking at maybe some of these newer networks or groups that we're putting Just by networks that have brand new private equity partners, and they're offering really big salaries up front, but the equity side has, you've got the retiring Doc's and you have the you have a private equity firm that whose limited partners need to be paid in about three to seven years. And some of them are so concentrated, that there isn't equity left for the younger Doc's to eventually buy in. Because the private equities limited partners need too much of a return on investment relative to the scale versus a place where okay, I can buy into this place I can event I can buy these people out and become 100% owner or at least part of majority owner, and then I can bring on other partners in a growing market. That's where I see more opportunity. Down the line, I see a lot bigger bucks because if you can, if you can buy an underpriced asset. Remember you make money when you buy not when you sell, you buy an underpriced asset, then you're the one bringing the efficiencies, not a private equity firm that is saying that they're going to be bringing efficiencies and maybe they can maybe they're not, you're buying it underpriced, you're bringing the efficiencies, you have the leverage by then being able to recruit other younger Doc's and younger embryologist. And now that equity is better leveraged by those folks buying in, and you have a greater share of the multiple in the future or simply the profitability that is generating if you choose never to sell it, I see a lot more opportunity. I think, in many cases, getting big bucks now is Pennywise pound foolish, what is it going to look like for your asset in half a decade to two decades?


Stephen Hutchison  32:02

Yeah, no, I couldn't agree more. I mean, that is really the long and short of it. Right? It's what you know, it's the your it's your input. Now it's just thinking about the long game rather than the short game. So yeah, exactly right. Right now you can I mean, you're what you're going to be offered right out of fellowship is not the same here as it would be elsewhere. But the long term is looking much more bright. I mean, but the problem you mentioned before is that these these rocks are coming out with an enormous amount of debt. And so do they have the ability to kind of saddle that for the time being for those for those years to for that, to really realize that long term payoff? I think that's kind of the struggle, and maybe I'm speaking for these Doc's. But that's kind of the way I see it, and I see their, you know, the downside for them?


Christine DeLuca  32:48

Yeah, but I also see it's a quality of life, right? So kind of like the same thing that I was talking about, as far as like, you walk in, you're your own boss, obviously, the doc, so whatever. But at the same time when you're working for those, like huge firms where yeah, we may be paying you a lot of money up front, at the end of the day, how many hours are you working? How many IVF? retrievals? Are you pumping out in a month? Like, How ridiculous is it? Do you want that work life balance while still having the ability to make really good money? Do Are you gonna have time on the weekends to go to your kids soccer games? Like, yes, these are all the things that we can provide. And it's not necessarily about making money, like we would never push someone into doing an IVF cycle. If they didn't, you know, they only have one follicle, it just doesn't make sense. We get to like the luxury of making decisions and not pushing numbers ever. It's always what's right by our patients, because at the end of the day, like it's not that we're concerned about any of that. But like, our whole business strategy is based off of word of mouth. Like, a lot of my friends have been through the process. I've already been through the process. So I mean, literally, it's it's easy. It's it's small community. I mean, it's big, but it's small in a sense that, you know, people talk and I don't know, it's nice to be a part of something where you never have to question like, Oh, am I doing the wrong thing by a patient? Or am I doing this for a payout? Or am I pushing somebody through something that like, I don't necessarily agree with but hey, I'm gonna make my bonus this year, like, that doesn't exist and are like, one doctor practice like, it's pretty cool that way?


Griffin Jones  34:33

Well, because I don't think there's a lot of clinics in your situation. There are some, but it often falls on one side of the spectrum where it's a single doc group that has very little marketing machine that has outdated processes. And there is financial pressure there too. If somebody wanted to take over because As they need a lot of reinvestment, and they, they need more people in order to, to be able to support their existence. And on the flip side, you don't have that same financial pressure where it's like, we, you know, we need to reinvent a lot of things. And we need a much wider patient pipeline, but you have investors, and the reason why they're paying you a lot of money is because they expect that investment to be returned. There's not a lot of people where you're at where it's like, we've got plenty of volume, we have updated systems that we are not only are we updating right now, but we have the support folks that are invested in being here for a long time, too. And don't have that, that investor pressure. There's So Christina, I don't think it's I don't think it's that common where you're at? Oh,


Stephen Hutchison  36:02

yeah, no, I agree. Completely uncommon, it's to not have pressure for profitability is really uncommon. I mean, we take on patients that we know won't be profitable going into it. And then we have the luxury of doing that, you know, that not every patient is going to look, we're again, we're dealing with physiology, and it's not always perfect, and it's and it's not always easy. And some Patients will demand a lot more time. And this is something that we actually can do for them.


Christine DeLuca  36:30

We work with like a lot of low income patients as well, where we discount heavily their IVF cycles, because we know that they can't afford it. Like that's something that we get to do and a lot of people can, and that happens often.


Griffin Jones  36:45

I'm a bit biased towards you all, because we've worked together for a long time I've eaten in your homes, I've known families for years, and done a lot of business together. And so I'm biased towards you. But I do really want people to consider that. It is worth looking for the diamond in the rough. I know there's not a lot of them. But you're also not the only ones. There are a few in different parts of the country, where if you can get the system where there it's it's a relatively lower buy in where there is a lot of upside in the marketplace, where there's proven growth in the practice. And there aren't existing financial obligations either through debt or investor obligations. It it's not an easy deal to find. It's like looking for the house in the up and coming neighborhood. That also really has to be the up and coming neighborhood and it has to be a house that is underpriced. But isn't so much of a fixer upper. Those aren't easy to find either. But in both cases, it's absolutely worth it. And you make money when you buy not when you sell and I mean that figuratively as much as I. I mean, literally. So you all now are going to PCRs which I think is going to be cool, but you actually sponsored something at PCRs Tell me about that.


Christine DeLuca  38:15

Yeah, so we are we're doing a happy hour for all of the new fellows. I can't exactly remember where it is. But apparently it's gonna be pretty lit. I think it's Jimmy Buffett themes. So everybody get your party hats on.


Griffin Jones  38:30

So so much. So much for getting rid of the baby boomer theme. Yeah. Oh, no, we millennial like Jimmy Buffett. Right? I


Christine DeLuca  38:39

mean, yeah, we just kind of we had to let them fly with it. Because a it's gonna be hilarious. But be like, Man, who can't loosen up to a little Jimmy Buffett, like, party with your parents kinda, but like, also get to know the younger generation. Yeah. And I mean,


Griffin Jones  38:58

tell me about how you decided to do this, because I think it's so cool. And we've been talking a lot to the younger Doc's in this episode. But I want other practice owners to be thinking about this too, because very often, who do you see as the sponsors, either it's one of the pharma companies, maybe it's one of the genetics companies, or it's one of the large networks, they're the ones paying for sponsorships. They're the ones wining and dining, they're the ones making themselves seeing you all aren't that yet, you decided, hey, we're gonna swim in this pond. So how did you make the decision to do that? Why? Why was it important enough to make the investment?


Christine DeLuca  39:40

I mean, it's not just a Steven and I need to meet all of the folks in the community, right? Like we need to kind of make a name for ourselves in general. But it's good to see where everyone is what they're doing, get to know them, see what they're either other practice managers what they're doing that's working versus Just while I'm doing and kind of comparing notes for Steven, it's probably meeting new Docs. Again, for me, it's also going to be meeting docs and follows and all of that stuff. I mean, like, some of the best days are when we have our residents come in from Ghana. And we just get to, you know, basically should, I don't know if I can say, on the podcast, you can bleep it. But


Griffin Jones  40:22

that, but but well know that you said it.


Christine DeLuca  40:25

Okay. Well, the point is, is that, you know, we're all again, it's, we're the same age, basically. So you know, not far off. And we're all kind of trying to figure out where we are in this world. I mean, not necessarily, as it works with practice managers, as well. But mostly like with the younger fellows and the docs, like it's just good to kind of see what's important to them, and what is making them want to be a part of reproductive medicine. So it's just nice to spend the time to get to know our own community.


Griffin Jones  40:59

I want to talk about Tucson in smaller cities, because I've said it a lot on the show. But the there's two things, one is quality of life, and the first is access to care. And I really don't think we can be serious about an access to care commitment, when everybody wants to live in one of 15 cities, how can we really say that we're serious about expanding access to care if all of us want to live in New York in the bay? And there are people in large swaths of the country where they're not seeing an REI. And so can you talk to us a little bit about Tucson, which on one side as a city has been growing, has more young people going in on that sort of patient demographic side? But on the other side, you have less providers than you did a few years ago? So Can Can you talk about that?


Stephen Hutchison  41:57

Yeah, I mean, that's exactly the case. It's a growing city. So it's, it's, I don't know the demographics. Now it's well over a million, right. So that and then the university is only growing, it's always been a big university. I mean, I've been there, Christine, Holly, my dad, everyone is from U of A. So that means that there's a lot of young people and they're all coming out of that system, and they're all living in Tucson. There are now two RBIs. And for embryologists in Tucson, so you're servicing over a million people, which is there's not nearly enough again, it's it's the the volume is there, it's just trying to figure out how we can possibly service all these people. But you know, living in the city itself, it's not about a city. You know, it's it's something that is actually bustling, there's like a huge downtown. There's the university, like I said, it's an active University, and they're active with us as well. So I mean, we actually get to engage in research if we want to. So we have fellows coming in, we have our ability, we're connected with the actual, the departments at the University for research, which is really unusual for a lot of specially private clinics.


Christine DeLuca  43:10

Yeah, I'm so sorry. I feel like such a brat for not writing down his name and remembering but what was who's the doc that was from Tennessee, and he moved back home. And he was talking about like, you know, yes, as a younger doc, and you move back to like a smaller city, and you start taking care of patients, yes, you have to work. But at the same time, you get to do surgeries, if you so choose, and you get to run studies, but you're just heavily leaning on other people to help assist you. Like so you can still have your cake and eat it too. It doesn't mean that you don't get to do all the things that you want to do. You just have to put your patients first. And then after that delegate to research assistants delegate to, you know, the masters students, tell them what you want, tell them like be that point of contact for them, where they help run the study. And then you you know, kind of oversee it and still be a part of it. Some accents.


Griffin Jones  44:09

I think you're talking about Dr. Neil Chappell from Baton Rouge, Louisiana who, okay, who was talking about that. But so if you're thinking of it from one of two ways, either quality of life or from mission, I think for those folks that really are mission driven, and some of you are far fewer than say they are, but some of you are the true blues. When you're thinking of your vocation, as it were your mission, and for many of you that is access to care if it really is a mission to access to care. We have a problem in our field, like when SRM is in Baltimore, and we the that we the Bucha Wazee who are very well educated and know better and know how to behave with polite values go, Baltimore, you that type of response, that type of sentiment is fairly common. And I think if we're serious about access to care, we need to challenge what that is because there are a lot of Baltimore's in the world. And I actually don't think that Tucson is one of them. So sorry, I think that if you're truly mission driven, that there probably are even more places in need than Tucson. I don't think that Tucson falls there. But you could at least say, okay, maybe I'm not the most mission driven person. But I do know that there is a lack of providers relative to the population and anywhere that is, should drive people if one of their their motivators is mission, I don't think that that necessarily will be the the exclusive motivator for most people. And that's when you have to talk about quality of life. So Christine, you moved from Brooklyn to Tucson? What's different about it?


Christine DeLuca  46:14

Well, obviously, I have a car. I could get to places really easily. No, but it's I mean, there's hiking, they're like really fun downtown. Like when I went to school here, there was no like, like, mini little train system that went through all of campus and down through the university, and like down to Fourth Avenue, which is like, one of the bigger bar areas and then into downtown, all the way past the freeway to like this new cool box yard concept. I mean, it's just like, there's so much to do hear now, a lot of restaurants. I mean, we're a UNESCO heritage site for Mexican food. It's kind of put us on the map. I mean, even my brother, he just so he's trying to get his kid into preschool. And he him and his wife, like, fell madly, like had a couple crush on these two other parents who are similarly went in for the interview for their like two and a half year old to get them into preschool. And they're from Brooklyn, and they want to get together. It's like, we actually are there are a lot of people moving from these major cities to Tucson, because it's, I don't know, I guess kind of like a new Austin, Texas in a small sense. I wouldn't necessarily say it's completely that way. But I mean, I own a home. Now, I don't live in a one bedroom apartment. But I paid vastly too much for my groceries. I mean, not lately, but they're pretty inexpensive compared to major cities. And I love it here. I have a really cool community and meet people on the daily have more social engagements than I know what to do it. And my family's here. So I mean, once you're kind of a part of the Tucson family, you're here for life.


Griffin Jones  48:03

Well, you know what people don't didn't say 15 years ago about any place. They didn't say this is the new Austin. You didn't say this was the new Denver. They said Austin is the new Chicago, Denver is the New Boston, the new Philly, whatever it was at that time, but the time for for a few markets is right now. And to me, all of the indicators suggests that Tucson is one of the I don't like to be speculative, because there's so many things that can change. But if all of the indicators are pointing in one place, is it in a state that is high growth and is likely to be for a long time? Yes. Is it a place that has warm weather? Yes. Is it lower cost than the places nearby it that will make it more attractive to people from those areas? Yes. Is it on the border with Mexico as NAFTA becomes increasingly more important in a regionalized, less globalized economy, a check, check, check. And those windows don't last for very long. Like it was oh, Denver's an awesome place to live. I can't believe we can be so close to the markets and get a house for this cheap and it's as expensive as New York in in a couple years time period. And we're seeing that in in a couple of markets, Boise, Reno Tucson. There's only a few of them, and the window doesn't last that long. So I I encourage people to look into a couple of those markets if, if you're inclined to do so. But what about Christine if you're not from that place, because in many cases, people go to either one of the big markets or they go to where either their spouse or themselves are from. So what what's available to someone if they and their spouse are from a totally different part of the country?


Christine DeLuca  50:06

I mean, that's great. Especially, I mean, especially if you're joining our team, because if you're joining our team, you're already family. So you're going to be saddled with a lot of social engagements, a lot of new friends, a lot of new things. But even if you're not Tucson is extremely welcoming. All you have to do is like, I don't know, find a intramural soccer game, and people will welcome you easily into this town like it is not. I mean, Tucson is very wholesome. And we're really down to earth. I mean, unless you're just like, not a very good person in general. I mean, we'll still be nice to you. But realistically, like, that's never the case. People are who they are. And normally, they just want friends, to someone's gonna welcome you like, in a heartbeat. We're just not that way. No one's better than anybody. Everybody's like, you know, we don't put on airs, and we want


Griffin Jones  51:00

to do whatever you want high taxes and snow.


Christine DeLuca  51:09

Nice. I don't know what the taxes are, like on Mount Lemmon, but sometimes gets to know,


Griffin Jones  51:14

sorry, guys, I have to stay in upstate New York, I do want to talk a little bit about how you have been changing some of the culture or adding to the culture and the brand simultaneously. So it's one thing to have an outdated infrastructure, if a young doctor is looking at taking over a practice, they also have to look is Is this an outdated brand? Is it something that as the kind bodies and the other consumer global brands do very well in are more prolific? Is it something that can stand up against that? And so you made some changes to your brand? Tell us a little bit about that process?


Christine DeLuca  52:00

I mean, yeah, I think we've updated multiple things, not just like, the way that our office looks, but presenting information to patients immediately when they walk in with like, our TVs, changed our brand to kind of be all we want you to feel comfortable, right? So when you walk into our waiting room, you should feel like you are in your living room or in a friend's living room. Right? It should be warm and should be inviting and comfy. Yes, I mean, we do have the 26 years of experience behind us. But again, we've got this new generation coming through. And we really do. I mean, it's it's kind of the same as far as we take care of people. And I spend more hours on the phone with my patients than I don't know, any other kind body you could ever imagine. And again, it's like word of mouth and making sure that you're also taking care of being recognized on the internet. I mean, we realized we didn't have as much touch on a lot of patients surveys or Google reviews. So kind of how to rope that in. I Steven, can you think of anything?


Griffin Jones  53:09

But am I am I allowed to talk about something together? Right? Yeah, this credit goes to Donna Schrader, who is the creative director on this project. But we did something called homing from work campaign for telling the RHC story. Steven, can you explain what that story is? And And can you explain what's behind the campaign? Yeah, so


Stephen Hutchison  53:37

the, you know, this is a family oriented business, I mean, through and through, we're all family. So, you know, the whole point was to the video itself is, you know, I was, I just happened to actually watch this last night with my wife. And I was thrilled, I was tickled because I was the star of the show. But really, you know, it's, the whole thing is, my I have a nine month old son now at the time, he was six months old. And, you know, we he's in the office all the time, he's in every day. And so, you know, he goes through every he goes from the front desk, all the way to the back of the lab. So here we embrace family. So we build families, we embrace families. And on top of that, like Christine was saying, we're here for personalized medicine. And that's what the campaign is about, as well. I mean, we're, this isn't a mill. This isn't an IVF mill. Everyone is personalized. And Christine alluded to before, we're not going to do IVF if lifestyle factors can be included as well. So wellness has something to be considered always a prior to any kind of intervention. So I think all those things combined is really what we're going for.


Griffin Jones  54:45

Is this a privilege extended to Hutchison babies only if there's a Rei with two young children are they welcome and they are more


Stephen Hutchison  54:53

than welcome. In fact, we have other babies all the time in the office.


54:58

We have nurses Tada, her baby in here are one of our front desk managers. She's got her grandson in there. Poor Ben never touches the floor when he comes to the office like literally we all just, it's, it's exactly what the video looks like, literally. We all like Ben's here, oh my god, Ben, and then we all run over and we're like, super giddy then. So


Stephen Hutchison  55:23

and to add him to the Game of Thrones here, Ben is my son.


Griffin Jones  55:29

I wonder how many practice groups can say that can say that children of our staff and our providers aren't as welcome here they are here. I think it's probably a pretty short list. And we will remember to link that video in the show notes and link it in in a couple other places so that people can see that because now people are like, I want to see what they're talking about. So we'll make sure that wherever that lives for you all, we will link that in the show notes. Hopefully this episode right now, I've got this episode scheduled to come out before PCRs, which will be great because there's going to be younger Doc's listening to this show that are also going to be coming to PCRs, they're going to be a little bit shy to introduce themselves. Now. Now those of you listening, can use this as an excuse. And if you're still shy, let me know. And I'll I will soften it up with Stephen and Christine. And for those of you that are more extroverted, you'll need no introduction whatsoever, because of how welcoming you both are, I'm going to let you conclude of how you want to see the continuation of the fertility practice as the next generation begins to take over the home.


Christine DeLuca  56:52

Yeah, I mean, ideally, like it's the same thing that you were talking about with patient care and serving a community, we would love to have a doctor that would come in and take over for Dr. Hutchison, but still have that safety net, to be able to provide service and really good quality service. But also, I mean, as just being the younger generation, I want us to continue to have the same moral compass that we always have and never sell out. And always do. It's not just for our morals, but what's best for our patients, and continue to, like just serve our community.


Stephen Hutchison  57:31

Yeah, I mean, we're not here to reinvent the wheel. So bringing more people on, really, we have an excellent track record. So if we can just continue that and then build on top of it, we already know that the field is going to change dramatically. It won't look in 10 years like it does today, just like it didn't look anything like it does now 10 years ago. So we will need to adapt as that comes along. But right now the current pace that we're at, we're right on track for that. It's just the matter of finding the right people who have the same vision you do.


Christine DeLuca  58:01

Yeah, wouldn't hurt to wouldn't hurt to be the only place in town that was you know, kind of took over completely the market and we have the lion's share, but there's a full on reason for it because we're the best. And because we care.


Griffin Jones  58:18

Arbitrage listeners windows aren't open for very long and there aren't that many of them. Pay attention for the arbitrage you make money when you buy, not when you sell. True figuratively as it is literally, Steven and Christine, thank you both so much for coming on inside reproductive health.


58:37

Thank you very much. We really appreciate it.


58:40

You've been listening to the inside reproductive health podcast with Griffin Jones. If you're ready to take action to make sure that your practice thrives beyond the revolutionary changes that are happening in our field and in society. Visit fertility bridge.com To begin the first piece of the fertility marketing system, the goal and competitive diagnostic. Thank you for listening to inside reproductive health


152 Pinnacle Fertility: Where’d They Come From?!

Inside Reproductive Health guest, Andrew Mintz, shares the evolution of Pinnacle Fertility on this week’s podcast episode with Griffin Jones. The fertility network which now owns ORM (Oregon Reproductive Medicine), SRM (Seattle Reproductive Medicine) and others, seemingly came out of nowhere. Is their model scalable? Will it stand the test of time?

Tune in to hear:

  • Andrew Mintz detail the Pinnacle Fertility model, including how they constructed their Medical Director and Lab Director Councils, and how they contribute to the overarching success and development of their network.

  • Griffin press Andrew on the efficacy of Pinnacle Fertility’s physician buy-in program, and how it could potentially implode.

  • Griffin question whether or not Pinnacle Fertility’s private equity backing equally beneficial to physicians across the board, or only those stepping into retirement.

  • Griffin ask how Andrew Mintz and his team approached the selection of the ever-challenging EMR system, and how they decided on just one. 

Andrew’s information:

LinkedIn: https://www.linkedin.com/in/andrew-mintz-712a999/

Instagram: https://www.instagram.com/pinnaclefertility

Facebook: https://www.facebook.com/PinnacleFertility

Website: https://www.pinnaclefertility.com/


Transcript



Griffin Jones  00:04

Nobody says we put the patient last, Andrew, and nobody says we're a bunch of dishonest dirtbags that are going to stab you later. So how were you able to actually demonstrate that almost every Fertility Center in North America is going to be owned by one of two companies in the coming years. It's one of the things that I talk about with our guest, Andrew Mintz. He's the CEO of Pinnacle fertility. If you're like me, you didn't know about Pinnacle fertility last year until he was ASRM last year, maybe even PSP CRS this year that that name really took off, they acquired six groups at the end of 2021. They have acquired more since including Seattle reproductive medicine. So they're quickly becoming a big group. And we talk about their model for making protocols uniform, raising the standard of care in their view, including having a council of lab directors, a council of medical directors, which I think that concept is interesting for you to listen to. I push Andrew on the criticisms that people have of private equity is it really just for the benefit of the retiring Doc's? I asked him that question of do we think that this is going to become a two horse race in the future? I talked about brands, that Kindbody style of brand versus this network style of brand and tell him which side I think is better, and ask him for his opinion. I also asked him to talk about choosing an EMR what goes into that process and should go into any that process and why they chose the EMR that they did. I asked about the model of doctors buying into the parent company and not into not not the equity coming from the at the practice local level. So we get some good answers in there. If you feel that I can go deeper on a specific set of questions, email me, let me know and our next guest will be the victim for that. In the meantime, enjoy this interview with the CEO of Pinnacle fertility, Andrew Mintz. Mr. Mintz, Andrew, welcome to Inside reproductive health.

Andrew Mintz  02:21

Thank you, nice to finally meet you in person.

Griffin Jones  02:25

I had never heard of Pinnacle fertility before the winter of 2022. And then by the time I got to PCRs, it was all the buzz, it was blue Pinnacle liquid pinnacle is doing now. And it's and so here's a company that, as far as I know, didn't exist a year ago, or a year and a half ago, maybe you'll correct me on the timeline. But then, in short order, started making a splash in the field. So why don't we start with the timeline of Pinnacle. And the the opening or need that you all saw in the marketplace to to state your own existence?

Andrew Mintz  03:05

Sure. So we actually started in December of 2019, with the acquisition of Santa Monica, fertility out in California, and then you know, COVID, hit kind of right away, and there wasn't a lot done for the year 2020. But come 2021 We started to reengage in the market. And we closed six practices in 2021. In the second half of 2021. We didn't actually create our name of Pinnacle fertility until like October, which is why no one's ever heard of Pinnacle before. But we brought on first RGA of Ohio, which is out of Akron and Westerville. And brought on a Dominion fertility and Virginia ihr. In Chicago. We brought on advanced Fertility Centers in Arizona, California fertility partners in in California, and ORM in Portland, so a really good group. And I think, you know, there were a couple of things that we saw as an opportunity to partner with groups, and that was that I had this conversation with Richard Morris, who runs our medical director Council, which I'll tell you about in a minute. But years ago, the way the fertility industry used to work is that doctors were very collaborative with each other not competitive. So they would go to their meetings, and they'd really start sharing all kinds of information about what they did in the lab, what their clinical protocols were, what they were seeing in terms of outcomes, how they're trying to improve outcomes. It was a very collaborative approach. I think that over time, as more clinics were created, especially as those that were created in the same markets, it became more competitive and The willingness to share the secret sauce started to whittle away. And so I think we had lots of people who were doing their own thing, and seeing what their outcomes were and, you know, comparing themselves against national benchmarks, as they saw in SART or the CDC database, we really wanted to bring back the concept of doctors working together, sharing what they're doing in the lab, reducing the variation in care, and to really improve the outcome. And we saw that as an opportunity that we didn't see happening in this marketplace as much as it could have.

Griffin Jones  05:42

Well, what do you feel that you can do to facilitate that happening that many of the existing networks aren't or can't?

Andrew Mintz  05:50

Yeah, so I mean, we've done a several things. So one, we started a couple of councils, which have real teeth behind them. So we have a medical director, Council and a lab director Council. And those councils have a representative from each one of our clinics. And more as we brought in this year, we brought on another few practices this year. And what we do is we talk about in the lab, for example, we talk about making sure embryologist are using same techniques and protocols, the media that we're using in the lab are the same, that the equipment that we're using are the same. And really just starting to compare the outcomes and talking about what people are doing. So we actually have lab directors that are going from one lab to the other, to look at what others are doing and then sharing that in in a forum under which they're making decisions about how to reduce that variation and improve the outcome. And I don't know that we see that in a lot of other clinics, I think there's a lot of talk about it. But we've done a lot of that and, and the other piece that we've had to do is come out of the lab director councils, the fact that as we continue to expand, some of the problems that we're facing in the lab have to do with just what you can fit through the lab from a volume perspective. And there just aren't enough embryologist. And so our lab director console, for example, started our own embryology school. We're looking now at a certification for the students in terms of how they become certified which doesn't really exist outside of ASHRAE. And really trying to get a lot more embryologist out into the marketplace. So we can they started the school, we do it in two places. One in Arizona, one in Ohio. We have four students at any one time, we get them trained in about 100 days. And we can train about 30 embryologists a year. And so we're really dedicated to one being able to have more embryologists available for the industry, and also specifically about making sure that we are teaching them the kinds of processes that we think lead to the best outcomes, and to ensure that in fact, we see that across our network.

Griffin Jones  08:18

Are you doing the same thing on the clinic side with a council of medical directors or practice directors?

Andrew Mintz  08:26

We are so we do have a medical director console as well. They making decisions in terms of you know, what kinds of genetic testing are we doing? Where do we send it? Who do we do it on? What kind of Mosaic embryos are we going to transfer? Which ones are we not? They're looking at safety protocols. They're looking at recruitment and retention issues. So there's a whole set of initiatives that our medical directors looking at as well, including clinical stimulation. So, you know, what are we doing to, you know, really reduce that variation, make sure that, in fact, we're doing the right thing for the patients and being able to maximize the, you know, their outcomes. And so there's a lot of sort of deep dive data that we pull and start sharing and discussing in those consults about the ways under which we're going to be practicing medicine within within pinnacle.

Griffin Jones  09:25

Is each practice represented by one medical director in the council?

Andrew Mintz  09:31

Yes. So we have one medical director regardless of size, so we brought on Seattle reproductive medicine just a few weeks ago. They have 14 rei physicians, but they only have one representative on the council, and then we've got Dominion fertility, which only has two physicians. And so they have one representative as well. It's a little bit like the Senate having two representative from each state. But But yeah, I mean, because the reality is, is that regardless of whether they're just talking to one other doctor or 12, they really need to make sure that that information is brought forward. It's discussed locally, and they are able to provide feedback in terms of what those what those protocols are.

Griffin Jones  10:12

Do they offer an equal vote and how the protocol comes to be?

Andrew Mintz  10:16

Yeah, so I think it's more of, you know, I think it's more of a discussion. And they come to consensus as opposed to voting things up or down. So you know, everyone recognizes that you can adopt a guideline that you think is going to be best for the organization, and then look at those outcomes. And if those outcomes aren't what you want, then you need to adapt your, your guidelines. So I'm not sure that we've actually taken a vote as much as there's been conversation and debate about the right thing to do. And, but everyone is dedicated to following the guidelines as they're created within the organization. So I don't think it's a majority rules type of, of atmosphere.

Griffin Jones  10:59

So that's my second question is, is how is the council governed, then, who makes the final decision who who releases the document, who drafts the document after, after the consensus is reached?

Andrew Mintz  11:16

Yeah, so we have the head of our medical director Council is Richard Mars, out of CFP. And he's the one that helps set the agenda. Um, he's collecting information from the clinics, and then coming up with recommendations to be discussed at the meetings. And so he is really kind of the driving force behind helping us prioritize what's important to the outcome, and the kinds of things that we're going to be addressing first, and how we're going to get there. So that's really how that's kind of organized, it's, it's a very, it's a free flowing set of conversation. So there's not a it's not a I wouldn't call it real formal, but they do come to decisions. And they do decide, you know which direction they want to go to. And we're just starting to scratch the surface. I mean, we're a new organizations, so they're addressing a handful of items, and they've got a handful or a long list of items that they really want to address going forward as well. You are

Griffin Jones  12:15

just scratching the surface, because now you've got a couple you your congratulations on that SRM acquisition, by the way, now you have a couple of dozen doctors across the, the the group thus far across the organization. Now, and, and, and people can come to consensus, but inevitably, people do not come to consensus every time in any organization. And we work with five Doctor clinics, and Dr. Nixon and I, I hear them not on the same page as each other. And very often, one doctor will be practicing a protocol in in office a and Dr. B is practicing a different protocol in office B. And and so when you inevitably run into, okay, there isn't a there isn't a complete consensus, maybe 70 or 80% are really on board and really feel strongly inevitably there's going to be a couple of people that feel strongly the other way. What do you do when you have established that protocol based on what the majority of the council sees it as best given the evidence? But there are a couple of people involved that don't want to practice that way.

Andrew Mintz  13:27

Yeah, so I mean, the first step is to create the protocol, the second step is to measure who's following it and who's not. And that's what we're in the process. So one of the things that we've also done is we've converted everybody to the same electronic record. So it makes it easier for us to be able to set things up within the system and for us to measure whether people are following the process as it's been decided. And so, you know, those are conversations, doctor to doctor, look, it's not a matter of whether they follow the protocol 100% of the time, there's no such thing as someone following the protocol 100% of the time, the issue is, are they documenting why they are not following the protocol, and there's going to be good reasons for it. So if there's a specific way under which we want to be stimulating a patient with a certain condition, and a doctor does not follow that protocol and does something else, if they're documenting why they're doing it, that allows us to be looking at that to understand how we need to expand our protocols to take care of different variables. So, again, being new, we have not yet I mean, we've created a handful of protocols and working on more. But really, these are long term studies for us to really determine whether in fact, they're giving us the outcomes we need, and who's following them. But we're really at the first step here of just making sure we create those protocols and and then we're going to start looking at who's following them and who's not and why.

Griffin Jones  14:50

And he talked about getting that measuring that as part of the EMR. You got everyone on the same EMR which is also not easy to do, which EMR did you choose? Did you make your own

Andrew Mintz  15:00

No, I mean, we don't start from scratch. So I mean, you know, there are, you know, everyone talks about using evidence based medicine. But the reality is that there's more than one protocol that's considered evidence based medicine. So I think there's not a lot of variation to begin with. And so I think

Griffin Jones  15:17

we're now referring to the protocol referring to the EMR that you chose your own proprietary, did you create your own proprietary EMR you chose another,

Andrew Mintz  15:26

we did not know, we, we moved to an assistant called Enable. And so we put everyone on enable, which we felt was has, right now the best capabilities to help us really connected with other technologies. So we've been really working hard on trying to use all the components of that system, to allow us to automate processes, and to really enhance the patient experience. So I've been talking a lot about, you know, creating and improving the clinical outcome. But the other piece of this is that we also really need to focus on the patient experience. And I think by having everyone on that same system and using technology to help us and the patient get through the process, I think that we're going to we're laser focused on that piece as well. So we need to make sure that patients are able to communicate to us effectively on time, we can be responsive to them, and there are the right people available to them. And the technologies are there to be able to interact with them appropriately get the information together and be able to present that to the patient, as well as recommendations and next steps. So we have not, at this point create our own electronic health record.

Griffin Jones  16:45

Well, let's talk about that shopping process. Because I think it'll be interesting to people. I'm not plugging one EMR over another. I am not I'm not qualified to do that we our clients use a number of them some of our clients use enable. But I think some people will be interested in to how you made that decision. I imagine there was a bit of a shopping or vetting process.

Andrew Mintz  17:06

Talk to us about that. Yeah, so we did that through all the IVF specific EHR systems out there. So we eliminated the ones that are more general electronic health records are used in the healthcare industry. And so there's a handful of ones in there. And we've actually done a review last year, and we recently did another one and just felt like it would meet our needs the best, especially in the way again, that it can integrate with technology, how some of the security issues that are, I think, available to it. And so really, we have a specific operational model that we have been employing in our practices. And we felt that this was just the best fit for that. And it's so far, it's, you know, it's worked for us because we're able to really collect the data. So at the end of the day, it's about how you use the electronic record system, as opposed to necessarily which ones you pick, this had features that we liked better that we think worked for us. And so that's how we made that decision. And that's what we're have moved are moving everyone onto that platform, what were those features that you liked? Oh, again, it was, you know, they have like two way texting with patients that gets embedded in the medical record and interfaces with the phone system, certainly in the way that it is built for the cloud. So it's not a server based system that was put in the cloud. It's a true cloud based system. So it has, we think some good security pieces in there. We felt that it was able to interface with vendors and and equipment more easily, giving us some good information, allowing us to bring it in and present it to the patient or want to, we'd like the patient portal, and the way that we could communicate to the patient. So there's just a bunch of things in there that sort of check the boxes for us. And, again, for the kind of operational model we use, I think that it just was a better fit. And so you know, the other ones have their I'm sure it have their advantages. We just felt like all the ability to use technology, all the think all of the capabilities that are built into the system that we are trying to take advantage of. We're just, you know, slightly ahead of, of where I think the other sports are there.

Griffin Jones  19:41

You mentioned wanting to improve the patient experience at a process level. What are some of the points in the process that you see is in need of fundamental repair?

Andrew Mintz  19:57

So there's there's a A fair amount, I think one is, you know, a number one has access. So, you know, being able to get patients in and get them through a IVF cycle that's efficient, that can make it efficient for the providers as well as the staff, I think is, is keep. So the biggest, I think hurdle in this industry for any practice is the fact that we still have a significant greater demand for services and supply of physicians and other providers to provide those services to them. And I believe that there is a room for innovation within practices that can allow for us to be able to service more patients in a very friendly way to get them through the system. And we can really sort of maximize the ability for patients to get in. So we still have clinics that have appointment, wait times that are three and four months out. It's too long, it's really unacceptable. And we need to solve that problem. So we think that the system will help us with automating processes and communicating to patients in a way that will make them more efficient. And so that's the first thing that I think needs to happen. The second thing is, is that I think we also need to meet the patients to where they are. So, you know, obviously, since COVID, you know, telemedicine has really caught on and it's here to stay. And I think patients like the convenience, I think a lot of them like the convenience, I think that they want to be communicated in a way other than a phone call, especially for the patients that we serve and the age group they're in. And so having the technologist that's allowed that we can text them to weigh that we can make sure that they're getting the information they need, we can embed the, the the videos that we have the educational materials that we have, and make sure they're getting through the process without someone having to call them and check in and we can sort of look at electronically will also help with that. So a lot of patients get lost through the process, they get lost at the beginning, because it's so overwhelming. And then they get lost through the process. And so to the extent that we can create processes, and have technologies that support getting these patients to understand what they're entering, and to help them get through the system efficiently, without being confused without being you know, without anyone falling through the cracks without missing something. Those are the things that I think are really key. And there's you know, story after story that I have seen where you know, patients, they get, you know, they get lost in this and they end up dropping out when they really need to continue through their IVF process or whatever fertility process. And

Griffin Jones  22:59

I have to say that I have to disclose that they're a sponsor before I ask the question, so it doesn't sound like a shameless plug, what are you using EngagedMD and all of your centers?

Andrew Mintz  23:10

Yeah. So I mean, we are rolling all these out and all of our practices. So they will all B have, they will have similar ways under which they are going to be processing patients. Obviously, there are differences from clinic to clinic, but we will be you know, we are continuing to roll out and refine our processes to make this efficient.

Griffin Jones  23:35

For those clients that are there, excuse me, those clinics that are three, four month out booking waitlist, and it's usually it's a couple physicians that are booking, it's often not the whole clinic unless it's a really small clinic in a really busy place. But for those that are booking out 12 plus weeks, is making that process more efficient include bringing some some of the testing that normally would happen after the first visit, and between the first visit and the follow up before the first visit.

Andrew Mintz  24:08

Yeah, so we are looking at the total process of care. And some of that is also, you know, some of the testing that we maybe can do in house to make that efficient as well. But we are looking at, you know, what's involved in a new patient visit what's involved in a follow up consult. And what information do they get between the first and the second and then before they start their cycle? What information do they get? And when do they get their medications and, and on and on. So we are looking at the whole process of care. We have mapped this out. And so we have a sort of a very specific philosophy about what should be happening at each step through the process. And the more consistent we can make that the better job we're going to do, of making sure that the patients aren't getting caught in the middle, you know, or Last,

Griffin Jones  25:00

can that also include some places the nurse does the follow up visit and the Ri does the initial visit, sometimes the REI does both. But some places the nurse does the first visit. And and so is that also part of this solution is a we? Well, maybe we used to do testing after the first visit. But now with this, with with booking this far out, that would mean that people can't get into the care system until that point. So we can we can do our testing before they come in for their visit we can we we can maybe have them meet with a nurse earlier so that that 12 week isn't isn't the first time they're seen. But it's the follow up with the RBI does does having either a nurse or an AP do the first visit is that in the playbook?

Andrew Mintz  25:50

Yeah. So I mean, we are invoking a type of license model. So we do not want physicians doing things that really only physicians can do we want advanced practice nurses to be able to do the things that they can do, we want RNs to do the things that they can do. And so we do have a general, a core set of services that we want each level to be to be doing. It depends on each mark, and, you know, each clinic. So in some clinics, we employ OB GYN who are doing some of that work as well. Some are have a really used nurse practitioners a lot others less so. But we do have a, a top a license philosophy. And so as we continue to integrate the practices, we will continue to be working on making sure that, you know, we're able to get doctors to do what doctors can do, which will help with the access issue. So if they're doing for example, you know, every single ultrasound, you know, that's not necessarily the most efficient use of physicians time.

Griffin Jones  26:57

I want to ask about the the inherent financing models of private equity, I'll let you know, Andrew, that I've been chewed out more than once by each side of being accused of being shill for private equity, that, you know, I'm in bed with these new private equity companies coming in and just using them to help buy clinics, which I'm not. And I've also been accused of being anti private equity and that, you know, I'm anti network and which I'm also not, I just I'm not qualified to evaluate the business models at that level, yet, I'm not strong enough in the finance piece of business in order to be able to say that maybe 510 plus years from now we'll be but right now, I'm very strong in the sales and marketing side. And I still feel like I have some pieces to shore up on that. And I and we are as a firm and so that's what I feel comfortable evaluating people on and I just ask people questions and I try to get them to respond to the counterpoints and, and so but I do hear a lot of the the model is inherently flawed, partly because of the debt that they have to service. And partly because I was stacked in favor of retiring doctors, and one of these folks that that mentioned, these boys is Dr. Ben White, he's a radiologist. And he's not in in Rei, but he writes about this a lot. And he says that the only doctors who can reliably benefit in private equity, are those senior partners close to retirement who can take their money and retire. So I'd like you to respond to that point.

Andrew Mintz  28:36

Yeah, I mean, to toe the truth grip, and I think it depends on who the private equity sponsor is, and what they are, you know, what are they trying to achieve? And what are they allowing the company to do? And so, so on one hand, I think there's two pieces to this one is, you know, and we see the stories is private equity, you know, destroying healthcare. And I can say that, in my experience working with Webster, which is the private equity, that company that controls, Pinnacle, is that they are very supportive of the strategies that that have been created. And that have been, you know, rolled out to the practices. And so we find a very, we have a board that is really pushing towards the successes of clinical outcomes, and patient experience, and caught and trying to find cost efficiencies for the patient. And I think that it creates a company that is sustainable strategy that's sustainable, that goes beyond who the private equity firm is. And so depending upon who it is, and I've worked with some that I think are very geared towards what's my return And I've quickly come to get it. And there are some that are really geared towards how can we build a great company? And what is it that we need to do to make that happen? I think we're gonna see more advances in healthcare is in fertility, particular, because of the investments being made. So I actually am very much in favor of allowing for investment in the industry, which I think it needs, when it comes to who does it benefit. I think it depends on how you define the benefit. But if you're talking about creating a company with with longevity, that is going to be competitive in the marketplace that has, you know, the latest technologies and equipment and provide the best outcome to the patient, I think that's a benefit to all physicians, whether they are near retirement age or not. And, in fact, those people who are younger will benefit from the investments that are being made now, that others may not in terms of the buyout that's going it goes out, you know, the buy up those towards the partners who own the clinic at the time. And so there is a one time, you know, financial gain to those positions. But I think if it's structured, right, you ensure that there, everyone's incentives are aligned. And that really, everyone's going to benefit from that. So we give, for example, we give equity to physicians that are, that did not own the practice, at the time of the sale, who have either we're either employed at the time or even employed after the transaction, we actually grant equity towards those associates. So they're tied into the whole value and, and the strategy, because the more successful the company, we want them to benefit from that as well. So

Griffin Jones  31:49

I think Woody in the private industry, me equity in the practice, or in the parent company, the parent company, for every associate or just for some associates that look like those are the ones that you want to stay on,

Andrew Mintz  32:02

for every Rei. So we give it to every REI has, is either been granted or is in the process of being granted equity in the parent company. And so they will own, you know, shares in the company, as does the private equity firm, as does the physicians who, you know, who bought who sold, you know, we're partnered with Pinnacle on that. So we find that an important aspect of tying everyone in. And for us, I think it helps with some of the some of the issues with turnover. So you know, the last thing that clinics can stand in this industry is to have physicians who are coming and going, it's disruptive, they're hard to find, access is already at a premium. So the better you can tie them into the success of the company, I think, the better chance you have of them staying and, and if you also create processes, and given technologies that make it easy for them to do their job, and they enjoy that and you create a culture of collaboration. And then they get to create a peer network of other physicians within pinnacle in this in this instance, I think it creates a winning strategy for doctors,

Griffin Jones  33:19

the investments that you talked about making it even if they all work, at the end of the day, it's about those investments are in service of getting our eyes to see more patients to be able to do more procedures. How much is there left to squeeze? Do you suppose before you're actually just squeezing?

Andrew Mintz  33:45

Yeah, it's not necessarily about the doctors working harder. Remember, we really want to move to a top a license model. So we really want them doing things that only physicians can do. So if they're working a 10 hour day, and, you know, they're doing, you know, consults for a few hours and and ultrasounds for another couple hours and then procedures for another couple of hours. The question is, what's the best use of their day? And how can that work? As opposed to how can we make you work harder, so that our support systems, more staff, more nurse practitioners, they may be able to assist and alleviate the work that are done by the doctors. And so the problem is still this imbalance between supply and demand. So the more that we can get people through the system, and the smarter we can work, the better we're going to be servicing the patient population.

Griffin Jones  34:41

I know a lot of doctors are seeing by 30 new patients a month it depends on how many partners they have and what kind of systems they have. But if we weren't to add hours into their week, and we were to do it with efficient processes, investment what What do you do? What do we suspect that that number is? Is it 50 new patients per month? Is it 60 new patients per month that we can, that we can get them to with pure efficiency and not hitting them with a, with a stick and dangling a carrot in front of their face?

Andrew Mintz  35:17

Yeah. First of all, I think that differs by doctor. So you know, they each process, you know, differently. I think we also need to be thinking about, you know, other ways to bring patients into the system. So, we talk about top of license, but the question is, can we train OBGYN is to do things that we aren't allowing OBGYN to generally do? Can we train nurse practitioners to do things like new patient intake, or to handle patients for cryopreservation, or for egg banking or some of those other things? So, again, I think we need to continue to innovate to make sure that people who want the service that they need can get it. But I'm not sure that that necessarily means that doctors have to see more patients in their day in order for us to significantly increase the ability for people to access and get through the process.

Griffin Jones  36:13

I want to shift gears for a second. Because I've had two different guests on with with different views on this. And I think it was back in episode 100. I had Mark Segal asked about he was asking about my opinion on what do I think about a network brand or partnership brand versus individual practice brands? And then I also had Gina bar tz on from kind body to talk about her brand, the global brand, that kind bodies building? In my opinion, Andrew is that I think that you all meaning that groups that have different brands from the parents organization and individual markets SRM in Seattle, or, or I'm in, in Portland. And I think that that I think that you all are at a disadvantage. It's like the IGA true value model where it's hard to scale brand to become a consumer brand. That is the pretty green lady from Starbucks that I think kind body has that advantage. Some people disagree with me, they think that it's better to have the local identity. Ultimately, I don't I don't think so in the in the longer run, I think you still have local reputation. Reputation is different from brand. But the whole point of brand is, is to be able to scale and identify. So you might think differently than I do. So I'd love to hear your side.

Andrew Mintz  37:44

Yeah, I mean, I think the branding strategy is to us not necessarily top of mind, in terms of some of the things that we're trying to accomplish. The reality is that these practices have local reputations, and the doctors themselves have local reputation. So there are some of our doctors who I think are known more so than for the name of the practice that they're in, let alone the national network that they're part of, I think that we will see over time that we'll be putting in some kind of tagline to our practices, such as, you know, a member of the pinnacle family, or something along those lines and create that, but I don't see the need for you know, the Starbucks of fertility, I just don't know that, that we need to create that kind of patient experience where they feel they can get the same thing when they go one to the other. If they're in Seattle, and they're going to go to LA and they want to go to Starbucks, they want they want to, they want to know that they're getting the same coffee made the same way. With the same process. I don't think that that's necessarily holds true in fertility, that what we do in Chicago, and what we do in Phoenix has to be exactly the same because we're not really servicing the same patient population, I think we will eliminate variations, but I'm not sure that that's going to be important to patients who are going to be accessing those services.

Griffin Jones  39:03

That's a good point from the repeat, you know, from the the repeat visitor, the repeat patient or in other fields, repeat customer side, it's not as necessary, which is part of what you want in a brand. You want people to just know what they're going to expect next, and they and they keep coming back. But in some areas like social media, especially, lots of people have lots of friends and they follow people in different markets. So to just being able to say I went to this place in New York, it was great. I went to this place in Chicago, and oh, there is one by me here in LA that that is useful. But also I think one thing that's just tremendously underused on the clinic side in our field is influencer marketing. We've seen the tip of it, but part of the reason why we haven't seen more is because up until very recently, there hasn't been somebody with one name that justifies a there a big price tag or a big Campaign for, you know these influencers to say, Yeah, we use x company.

Andrew Mintz  40:08

I just think that if we can provide the patient with the best possible outcome better than our competitors, and we can provide them with a good experience, I don't think that name is going to make a difference. And I think we're just going to stay focused on really those two aspects of the business and worry about the branding as time goes on. But at the end of the day, I'm on a much more sort of focused in on, how can we improve our outcomes? How can we improve our live birth rates? How can we make sure that patients are feeling like they were cared for through the process? And if that feels the same from clinic to clinic over time? That's great. If they're not called the same thing? I it, frankly, not that important to us.

Griffin Jones  40:51

You're doing something right, because you move very quickly, you said October of 2021 is I think, is when you decided on the pinnacle name, and it was in the second half of the 2021 that you closed on? Is it six practices. And and some of those are are ones that all of the other groups would have loved to have closed down. And so talk to us about your courtship process. Why was it successful in that short amount of time?

Andrew Mintz  41:22

I think that they buy into our strategy and our value. So our core values that we have around, you know, putting the patient first collaboration, integrity. These are I think, what speak to them. So we have

Griffin Jones  41:38

nobody says we put the patient last Andrew and nobody says we're a bunch of dishonest dirtbags that are gonna stab you later. So how were you able to actually demonstrate that?

Andrew Mintz  41:47

Yeah, I think that when we talk about not just that we have values, but that we live our values. So the creation of our lab director Council, and our medical director Council, for example, is a tangible thing that they can see that we're actually living our values. And so I think that's important when we go and have conversations with them about, we have these values, and this is how we live them. Here's our strategy, here's specifically how we are achieving these goals that we set up for themselves in terms of outcomes in terms of, you know, patient care, in terms of, you know, the patient experience in terms of all kinds of things. So we have some very specific goals for ourself. And, and we tell them specifically how we're going to get there, and what their and what their role is. And I think they get excited about it. Frankly, there's a there's more than one several practices that we had conversations that either we didn't think that they would fit well into our strategy in terms of them really participating it or they didn't like our strategy. And so from our perspective, that's okay, too. In that we think that we are partnering with those that are really dedicated to making that happen. And they have to take actions to make that happen. So the fact that they are participating on these committees, that they're adopting our protocols that they are, you know, we announced a partnership with genomics for our, our PGT testing, and everyone's now going to be sending to a genomic so that we can get consistency in terms of results. I mean, these are things that we are doing tangibly to make sure that we're getting the best outcomes. And I think that they see in the early days, they saw the vision and they bought into the vision. In the more recent days, they're seeing that we're actually executing on our strategy. And I think that speaking to who are partners in?

Griffin Jones  43:41

Yeah, so how did you how did you paint the vision? Because you, you did it before you even had a company name in many cases? So did you did you like bring a handful of people with you? Did you have Did you have some kind of storyboard? How did you you're successful in bringing some pretty big groups in before you even had like a cohesive exterior identity. So how did you How were you able to articulate the vision without that,

Andrew Mintz  44:12

so we set our we set a strategy and our strategy has some very specific goals. And so we were able to bring that out with us in terms of what we were going to do and how we were going to get there. Some of it is definitely leap of faith. So they looked at this and maybe they just saw something different than what others were doing. I can't speak to what the other networks are doing or what their strategies are other than what they share on your podcast or or on LinkedIn or something else. But I think that they really liked the concept and you know, selling the, you know, the whole collaboration piece you're going to work with other clinics are going to have peers, you're going to be sharing information and you're going to be making changes and making improvements and those be Pull to recognize that, in fact, that needs to happen. Even though some of our clinics have some of the best outcomes, I think in the country, the reality is that they all know that they can do better. And so the those that are more entrepreneurial, and spirit, those that are really understanding that, you know, change is not going to be avoided, that they have to embrace it. I think those are the ones that are really sort of gravitated to our strategy and our and our values, our mission, in terms of, you know, the thing that the steps that we're going to do to take to make some change now, you know, some of that is also, you know, comes with changes in process and changes and in partnerships and those kinds of things. And everyone recognizes that all that has to be reevaluated. So I think the clinics that we've been able to partner with have that same mindset, and those that have decided that we're not the best partner, maybe just have a different view or, or buying into, you know, the, you know, the mission of, you know, a competing platform, which is fine, too, there's plenty of that to go.

Griffin Jones  46:14

So you mentioned sometimes that it isn't a good fit, either. They don't think you're good for you don't think they're a good fit, what are some of the things that that tell you fairly early on or not even early on, at some point in the process, that it's not going to be a good fit.

Andrew Mintz  46:31

So two things are real red flags for us. One is, when they're only discussing money, then we know what the motivation is. And I'm not saying that money is not an important part of the conversation, but when they're fixated on the money and only the money, then then we know that they're really in it for the money. And that's not really the partner that we're looking for. The second thing is that we have a specific business model, you know, we when we ask them to roll equity, they roll it into the parent, not into the local. And so when they start when they start having conversations with you about changing the way and your philosophy about how you're approaching your partnership, then we recognize that maybe that's not there, too. And then, you know, we also do our own reviews of that as well. So, you know, we are looking at operations in the lab before we, you know, before we sign, you know, our definitive agreements, and we really need to make sure that, you know, they have a basis that we can build from, and not all clinics that we saw necessarily.

Griffin Jones  47:43

So they're getting equity in the new so part of you taking equity in their group is that they are doing that in exchange for equity, some partly, your cash is involved, too, but equity in the in the parent company, is that what you're

Andrew Mintz  47:59

talking about? Correct? That's correct.

Griffin Jones  48:03

What's the advantage of doing it that way?

Andrew Mintz  48:06

I think, you know, it allows them to buy into the full strategy of the organization. So if we are going to be building their own egg bank, for example, then they're going to be interested in figuring out how to make that as good as possible. And for them to be participating in the building and the use of an egg bank, as opposed to well, that's a separate financial, it doesn't really hit me. And therefore I'm sort of less invested in the outcome of how some of these, you know ventures are doing. So from our perspective, we like them to be supporting the strategy as a whole and them to be, again, part of that collaboration is that for all on the same page, so if it's good for, you know, if it's good for the organization, it's good for them, as well, as opposed to maybe advantage, one group over another for whatever reason. And, you know, we certainly don't want there to be competition within the organization, regarding who's getting more profits, we really want that ball to come into pinnacle. And for them to be incentivized to the pinnacle level.

Griffin Jones  49:19

I can see the upside of that. And sometimes there's a downside if people don't buy into the parent organization, and then it's just, it's just flipping the current. It's just flipping that the current practice, it's like, well, how much efficiency was really added and how much did we miss out on by not being a part of the network? So I can see the advantage of that does that put them at more of a risk for an Integra mat situation if my equity is here in this parent company now and then this parent company just took? Yeah, just bit the dust and, and now I don't have anything over there.

Andrew Mintz  49:53

Well, I think there's a lot of learnings from Integra med that I think everyone has taken with them Whether they were part of that network or not work, I mean, I think that because we have so many physicians involved at so many levels in the organization. So it's not just the medical director and the lab director concept, but we got someone who, you know, one of our physicians acts as a part time cmo for us. One of our physicians is leading a, our, our efforts on research and clinical trials, we have a physician who's leading our efforts on international marketing and other kinds of activities that sort of get them engaged and how it's going to work for the network as a whole, the more they participate in that, the more excited they are for it, and the more they're sort of willing to, to make it work. You know, I can see on the downside, which is, you know, what I do individually doesn't have as big of an impact to the whole organization as if it was just my clinic, but really don't have people thinking that way, at this time, at least. And so for us, it's been nothing but exciting to see the growth and the engagement that we're getting from our physicians and our practices to help Pinnacle be successful. And, and there were, they're starting to refer themselves as Pinnacle clinics, you know, over the name of their local brand. And, and, you know, internally, I mean, we don't clinical is not a patient facing brand, but it certainly is speaking to them in terms of what we're trying to do. So we're just loving the engagement that we're getting. And we're finding new ways to engage more and more physicians in the process.

Griffin Jones  51:45

For the audience that doesn't know Al Ries and Jack trout were two of the the like marketing thinkers of probably 80s, early 90s. I think Donny Deutsch, David Ogilvy, nowadays, Gary Vaynerchuk, they have that many books, they have a book called The 22 Immutable Laws of marketing, which I don't think is as relevant, I don't, I don't think they're I no longer think they're immutable, or at least many of them. I think some of them are mutable, but one of the rules that they have is the law of the category. And, and in that if you can't be the leader of a category, you create a new category of think of, well, you know, I'm not going to be the top personal injury attorney in my marketplace, but I can be the top personal injury attorney maybe for workplace accidents, and I'm going to own that category. And so, as long as we're speaking of just IVF centers, Fertility Centers is one category that hasn't fragmented in that way. Another one of their laws is that every in the end, every category becomes a two horse race. There's no RC Cola anymore. It's Coke and Pepsi. And, and I think there's, I don't know that that's true in every category. But do is that what we're going to see in the fertility field, is it so we've got pinnacle, we've got inception, Prelude we have. We've got us fertility, we've got the fertility partners, we've got IV somebody's gonna be really pissed at me for forgetting, you know, first facility, Boston, IVF, you know, somebody's gonna be mad at me. I'm going to forget somebody. But we have, you know, 678 network groups now. And is it inevitable that there's two of them and a number of years?

Andrew Mintz  53:33

Yeah, I mean, I think we'll see that we saw that with EDR. Ma. Right. So that was there an international play, and more so than, than local, but I would think that over time. The network's you know, there's only there's only 450 Some clinics in the United States. And, you know, some of them just are, you know, maybe investable. And so I think at some time, there will be conversations, if they're not already happening among the platforms to be combining their efforts into, you know, a single play, it would really, really have to show the advantages to making that happen. And I think that there, there is an could be. And so I would expect over the next few years, we may see that we may see platforms starting to come together. So if that's

Griffin Jones  54:25

the case, then it seems to me like some platforms would be incentivized to get gobbled up rather quickly. They they acquire a number of clinics, all of a sudden they are a company with a healthy balance sheets, they can get a multiple of the multiple that they purchased on which returns what their obligation to their limited partners. And so I could see some companies that may be where they were in business as a network partnership for a year or two. Become acquired by another one and And if that's the case, our practice owners not missing out on something because it's like, well, should, I should I could have just tried to build that multiple, that we ended up selling for more by myself.

Andrew Mintz  55:18

Welcoming, hindsight. 2020 So the reality is though, the woulda, coulda conversations I'm sure people have with themselves all the time, I think that we are going to see that. I think that in this industry, what we're going to find is that strategy, and and I think culture are going to win out. You know, we're, we're working in a very niche healthcare environment, right. And so certain, there are certain things that we don't see in fertility that you see in many other areas like, like burnout. Burnout is not nearly as prevalent in fertility as it is, let's say, an OB GYN. And so I think that we're going to find that people will continue to engage and stay engaged. And I think that these as these platforms come together, you'll find that you'll find a lot of interest from the partners to make it that much more successful. So if they have rolled equity or granted equity, I think that they will continue to want to have a stake in the game, and make sure that the kinds of collaboration and strategic initiatives that need to happen will happen. And I think we're going to continue to see that, at least in my lifetime.

Griffin Jones  56:46

I've, I've grilled Jaya, and you've been a great sport and and showed people what what they can consider with Pinnacle the our audiences, almost all practice owners, fertility execs, peers of yours, how would you want to younger Doc's? How would you want to conclude with them? Andrew?

Andrew Mintz  57:06

Well, I think what we really want is we want physicians to step up. So we are plagued infertility with a whole set of physicians that are called in or close to retirement. And what we need is we need future leaders. And I think the time is better now than ever. And so being able to go into a platform, such as pinnacle, or any of the others that you mentioned, and and be able to create opportunity for themselves in terms of leadership is never been stronger. And so I would really encourage physicians who are already in or about to enter the rd by field to really think about how to make it better. What can they do that their predecessors haven't? Haven't done? What kinds of ways can they take advantage of new technologies and investment that can take it to a whole different level, and I'm eager to see what some of these new strategies and some of these new adopters are going to come forward with and, and then see what happens. So I'm excited for the future and I can't wait for you know, seeing what's next, what new competitor comes in and what our existing competitors are doing to raise the bar.

Griffin Jones  58:33

We will link to Pentacles website in the show notes and as well to your LinkedIn profile for those that want to get in touch with you. Andrew Mintz, CEO of Pinnacle fertility, thank you very much for coming on inside reproductive health.

Andrew Mintz  58:48

Thank you, Griffin. Appreciate it.

58:50

You've been listening to the inside reproductive health podcast with Griffin Jones. If you're ready to take action to make sure that your practice thrives beyond the revolutionary changes that are happening in our field and in society. Visit fertility bridge.com To begin the first piece of the fertility marketing system, the goal and competitive diagnostic. Thank you for listening to inside reproductive health

151 3 REI Fellows Walk Into A Podcast…

What They Really Want Out of Their Future Permanent Position

This week on Inside Reproductive Health, Griffin Jones hashes out the goals, aspirations, and challenges of three prominent REI Fellows in their search for the right permanent placement.  Dr. Megan Sax, Dr. Victoria Jiang, and Dr. Zoran Pavlovic share their experiences on recruitment, what factors weigh in on their decisions on job selection, and how much they’re willing to put at stake for their professional (and personal) success. 

Tune in to hear:

  • What they are looking for in a partnership and/or position.

  • How factors such as location and politics have a huge impact on the appeal of job offers.

  • Griffin press all three and question how much accountability they are willing to take on in exchange for the autonomy they crave.

  • What you might say to a recruit to catch their interest.

Dr. Megan Sax Information:

Dr. Sax is a 2nd-year REI fellow at the University of Cincinnati. She has engaged in leadership roles as a women’s health advocate and medical educator. She previously served as the ACOG Junior Fellow Chair of Ohio and currently sits on the CREOG Council as the Junior Fellow liaison to ACOG. She has received recognition for exceptional teaching and humanism and intends to continue a career in medical education after her fellowship.

Twitter: @saxmeg8 



Dr. Zoran Pavlovic Information:

Dr. Zoran Pavlovic: Zoran Pavlovic is a second-year fellow at the University of South Florida Morsani College of Medicine and splits his fellowship training time between Shady Grove Fertility and Tampa General Hospital. His areas of interest include reproductive surgery, fertility preservation, third-party gestation, genetics, and IVF. Zoran loves meeting and conversing with great minds, innovators, and creators within the field of REI and is excited about the future of fertility care. He hopes to one day be an active contributor in the field of REI and a mentor to the next generation of physicians.

LinkedIn: https://www.linkedin.com/in/zoranpavlovic27/

Dr. Victoria Jiang Information:

Victoria S. Jiang, MD is an REI fellow at Massachusetts General Hospital. She is board eligible in Obstetrics and Gynecology and is currently completing her second year of fellowship in Reproductive Endocrinology and Infertility. She graduated from Emory University with a double major in Chemistry and Biology, with a focus in Organic Chemistry. She received her MD from Wake Forest School of Medicine in 2017 and completed her residency in OB/GYN at Emory University School of Medicine. She has received numerous awards for her teaching, research, and wellness efforts. Her interests include the integration of AI in medicine, genetic testing, and the ethical expansion of PGT, and PCOS.

Instagram handle: @vsjiangmd 



Transcript

Dr. Victoria Jiang  00:04

For people who want to have a seat at the table and make those decisions, I think for me that's at least where I'm seeing myself now. I want to be able to sit at that table and have a little bit more of a say in how these practices are developed. Because I think the biggest frustrations that I see in kind of these big, you know, corporates, like scenarios is that loss of autonomy

Griffin Jones  00:28

already everybody's trying to learn, you're probably trying to hire them. Everybody wants to get an associate doc or someone out of fellowship, and they're in short supply. So I talked to three of them today, and they're already in conversations with potential employers there. They've just started their second year. They come from different parts of the country. I'm gonna let them introduce themselves in terms of where they've studied. It's Dr. Victoria Jiang, Dr. Zoran Pavlovic, and Dr. Megan Sax. And we talk about how important being active as a fellow is and how important being active as a recruiting physician is, in order to tap into this person. We talked about how important partnership is to them or not, as long as we talk about how important academics are to them, or not as much as political advocacy, the things that they're paying attention to, when they are interested in partnership, I pressed them about okay, what are you expect you to put forth? What are you expecting to be accountable for in order to have that level of autonomy, and that level of share of the product, the company in the practice? So this is not meant to be confused with data. These are anecdotes, but I'm introducing you to three sharp fellows who are active who are plugged in. And knowing people like this helps you get in touch with more folks like them and knowing what they're paying attention to can give you a recruiting advantage. So hope you take advantage of that. And I hope you enjoy this conversation with three Rei fellows about what they want out of the practice that they ended up joining and what they want out of their careers in terms of partnering with other companies in the facility. To talk doctors Sax, Pavlovic, Jiang welcome all of you to the inside reproductive health show. Meg Zoran Victoria, it's good to have you. Thanks for having me. Great. So I did I just mess up your last name even though you told me right before we started recording is it Pavlovic?

Dr. Zoran Pavlovic  02:47

No of Pavlovich. Close you know

Griffin Jones  02:51

that that's a tough that's starting to make a little bit of a name for yourself, which is interesting. Meg was just mentioned in a podcast that I recorded earlier today. I'm on the board for the Association of reproductive managers a subgroup with in ASRM and there was some sort of programming that we're talking about for younger Doctor fellows. And the three of you were mentioned because of the role that you had at ASRM. So. But no, I mean, Rei fellows are coveted. And I don't like to do man on the street interviews meaning like I don't like to have anecdotes be representative of population, I don't have a ton of data necessarily, but it is kind of useful to at least it's at least somewhat, if taken with a grain of salt to go through some of your experiences and maybe your aspirations and what you want to accomplish because people want to recruit you, not just the three of you, but the 100 and however many 120 or so 130 140 fellows that are out there, and and that all listen to this show religiously. So we're going to do that. So each of you just want to give a little bit of background of where you are, what year you are, what were your fellowship and let's just start with that.

Dr. Victoria Jiang  04:33

Sure I can. I can go ahead. My name is Victoria Jiang. I am originally from Atlanta, Georgia. I went to Emory undergrad and majored in chemistry and biology with a focus on organic bio organic chemistry. Then I went to Wake Forest for medical school and marine for residency and now I am a second year Fellow at Massachusetts General Hospital.

Dr. Megan Sax  04:58

Meg Sounds good and happy to be here. Thanks for having us again Griffin classic 2024 coming around the bend. My name is Meg sacks. I grew up in Michigan, huge Michigan Wolverine fan went there for undergrad and yet somehow married a Buckeye against all of my family's wishes. That's gross. It is gross. Let me tell you. I studied neuroscience and then went to rush Medical College in Chicago for med school and then match at University of Cincinnati for OB GYN residency where I stayed on as an REI fellow and I'm currently a second year. I'm very interested in patient advocacy, Uncle fertility and education. I work both via different initiatives that ACOG and Korea ag and I'm hoping to continue a career in medical education.

Dr. Victoria Jiang  05:51

Yeah, Meg is our advocacy queen.

Dr. Megan Sax  05:54

You gotta be when you live in Ohio. Gotta be oh, we're

Griffin Jones  05:57

gonna have to talk about some of that. Then what about us on?

Dr. Zoran Pavlovic  06:01

Yeah, happy to be here, Griffin. Thanks for having me on the show as well. My name is Zoran Pavlovich. I'm a second year fellow at the University of South Florida in Tampa, where I split my training between surgery at Tampa General and also Shady Grove fertility for the IVF part. I'm originally from Chicago, and I went to residency in Chicago. And then college was at Creighton in Omaha, Nebraska. So kind of been a little bit of everywhere. And I came back here to Florida because I also did my medical school here at UCF. So you see up to USF enjoying the weather, and it's it's, you know, 90 degrees and super hot right now, but I'm glad to be here. And our focuses are down. Oh, sorry. Go ahead.

Griffin Jones  06:41

You all just started second year.

Dr. Zoran Pavlovic  06:43

I'll just start a second year.

Griffin Jones  06:46

Have any of you looked at employment agreements yet? Have any of you been in conversations with people about you know, I should say later conversations with people about where you're going to end up after fellowship?

Dr. Victoria Jiang  07:02

Well, I will say, Oh, go ahead.

Dr. Zoran Pavlovic  07:04

You go ahead. We go first.

Dr. Victoria Jiang  07:06

Oh, well, I guess I will say, you know, I think one thing that's been really terrifying is that the employment kind of timeline has very much moved so early in our fellowship. So as you're trying to grasp, like, how do I be a human? How do I be a physician? How do I be an REI, you're suddenly faced with finding this would be my first job since I was literally a waitress in high school. And so there's definitely been a bunch of really great like, podcast people to be able to lean on. I actually came back from an interview yesterday. And so this was definitely the first very early foray into the employment kind of piece. But it's exciting that the idea of gainful employment that our future.

Griffin Jones  07:44

Yeah. Yeah, like, Do you know any medical students? Let's interview them, because it's starting early. And earlier. Sorry, I interrupted us.

Dr. Zoran Pavlovic  07:55

Oh, no probs can see I agree with Victoria. And that I think I started having my first conversations back in the SRA retreat in Park City, which was November of my first year, just a few months in still trying to figure out my research project and already talking about places for to visit them to interview to send emails and have zooms and that's it started way earlier. So as Victoria said, when you're a resident, you're just thinking about how to be a doctor. Now, as a fellow, you're already thinking about, Oh, what's my career gonna look like? What job do I want? What environment do I want to be in? And that's definitely different. And I think, something tough to tackle for everyone.

Griffin Jones  08:30

What about you, Meg? Are you having these conversations yet? Or?

Dr. Megan Sax  08:33

Yeah, it's just wild. We had heard last fall at Esrei that they're going to start come in and you know, prepare yourselves, get in mind what kind of practice you're interested in what location and other kind of aspects of that. And I think historically, it was really the ASRM conference that people had their first interviews. And now that timeline has really scooched up. So we're having places reach out to us as soon as at the end of the first year, just like Soren and Victoria had said, and I'll be honest, these two have been my gurus in terms of what I'm looking for, and practices and things like that, and even what questions to ask from these employers.

Griffin Jones  09:17

I don't think that was the case a couple years ago, I think it was like, you know, you get towards the end of your third year and you start talking about it or that was before every last place was looking for an REI. I'm not saying that every practice is hiring for an REI, but I don't think any of them are not not hiring at the very least they're like, Yeah, we would hire somebody if, if if it was the right fit at the least. And then of course, many are really actively searching. So at this point, until we see a major reversal in supply and demand, at least which isn't on the immediate horizon. I think that at this point, first year, like once you're in fellowship, you're going to be an RA I therefore you are fair game for recruitment. It's like we might as well just try to beat everybody. Because if it's like college football, right, like it used to be, yeah, you just sign the people after they had a stellar senior year, then then the big sec, schools are recruiting for the most competitive players, and they start signing up, and then their junior year, and then sophomore year, etc. So, same thing has happened here. So I want to I want to go into some of these questions that you have, which by the way, when I have podcast, guests, I asked them for three to five questions ahead. And I would say, at least a quarter of them, give me nothing ahead of time. And by producers, bugging them for quiet, you guys gave me 30 questions. So we're not gonna get to all of your 30 classes a day. But I love that that that continuing education mind frame that three of you are still in, you're very welcome, way more prepared than the vast majority of podcast guests ever do. So let's talk about what are some of the key elements in your job search. And I'd want to just start with, like, I want to do a little bit of I mean, you can go into detail if you want to, but I want to do a little bit of a lightning round. Let's start with location. And Victoria, let's start with you. Do you have a location or a number of locations that you would like to be in? Yeah,

Dr. Victoria Jiang  11:24

great question. I originally was trying to go back down to the southeast because that's where my family was. And that's where I'm interested. Interestingly enough, with the dogs were stocks in rolling that has really put a wrench kind of in that big planning picture. My husband's a dermatologist, so we're looking at big cities with reproductive rights.

Griffin Jones  11:41

So you're now more flexible than you were? Is that what you're?

Dr. Victoria Jiang  11:46

Yeah, definitely more flexible than we were, I think there are gonna be big limitations as far as certain geographical regions, as far as just density of population need for an REI in that case, and, you know, competition and whatever those pieces are. But yeah, big kind of big cities kind of all around the US are kind of looking very broadly, and kind of seeing where we land.

Griffin Jones  12:09

So how, like, is it still? Is it a shortlist of cities that are on there? Or are you in on a scale of, of one being we're going to this exact city 10 being where we're open to Fairbanks, Alaska, we're open to anywhere? Where are you?

Dr. Victoria Jiang  12:26

You know, I have Fairbanks, Alaska is great for freezing eggs. Constantly. I would say on a scale of one to 10 we have definitely our top five favorite picks. And I'm definitely looking in those kind of top five cities. So like looking at places that have opportunities like the space for potentially my husband's a dermatologist, so he wants to open up a hair practice. So if you guys need any hair advice, I got the man for you.

Griffin Jones  12:52

Those all like top 20 cities, are they all more or less coastal? Like Are we more or less talking about? Is Boston New York's or Chicago LA? Like? Is that what we're talking about?

Dr. Victoria Jiang  13:03

Yeah, so I think we're looking at, you know, big cities. And so we had looked at like, you know, Nashville, Tennessee, we were looking at Northern Virginia, we're looking at, you know, Denver, Colorado, parts of Montana, and like, kind of that Montana, Wyoming area. And so a slightly, you know, second, like, we're not like top 10 biggest cities, but maybe areas that have a need that we can fill that kind of give us a nice, kind of I think one thing that's actually really interesting that we've been thinking about more than like the, the go getter academic, like you have to go from place to place to place is really starting to value quality of life, and seeing where we can raise a family. And so kind of see where that kind of falls into that has been a really interesting transition of goals for me, which I think isn't the most natural thing for really anybody in medicine, because that's not what we're used to.

Griffin Jones  13:49

No, I want to see more of that. Let's ask the go getter, academic mag, where do you want to end up location for Yeah, well,

Dr. Megan Sax  13:55

I love what Victoria is saying about transition into this new mentality. You know, our whole career thus far has been get into the next program match into the specialty match into the sub specialty, with a little less freedom of selecting your location or ideal city. For me, I'm also kind of that Doctor, Doctor couple, my husband's Arad ONC. So we'd be centering more along the bigger cities where we have opportunities for both of us. We are definitely born and raised Midwesterners, but just like Victoria said, you definitely need to consider this political climate change. But I will say you can be surprised by the institution you join by the kind of coalition network you can form again, I I love a cog staying involved in advocacy, you form your network and you you fight and stick it to the man the best that you can, but you also need to look at the long term and your future. So I would say for us, I'm very interested at staying at a academic institution or a practice that works closely with residents and fellows which can restrict the field a little better where you're applying to but I'm very open minded in terms of cities across the Midwest cities where we have family We're also very interested in Denver with most of my my big brothers are all moving out that way. So kind of keeping that eye on family where you're going to have that network where there's some academic opportunities.

Griffin Jones  15:23

Would you also do the Wyoming thing like Victoria is thinking about and have that focus on the quality of life? Are you looking for a big city partly because your spouse is also a specialist and you have to Yeah, you have to needs to fill

Dr. Megan Sax  15:38

right Victoria is way cooler than than I am I'm not sure I would do as well in Wyoming if

Griffin Jones  15:44

you want to be in a major city you want to be a bit more city

Dr. Megan Sax  15:47

I think having lived in places to me Ann Arbor, you know, the Midwest is a city so I think something like Ann Arbor, Chicago, Cincinnati, Denver would be more like ours. You

Griffin Jones  15:58

want you want to stay generally in the Midwest, though. Yeah. Are you like what about New York? What about LA? What?

Dr. Megan Sax  16:05

Yeah, that's a great question. I think with the right practice, if you find a good fit, that I'd be open opened anywhere I need to need to kind of keep the whole family in mind though, for sure.

Griffin Jones  16:15

What about us on?

Dr. Zoran Pavlovic  16:17

Like, yes, I'm also in a doctor, Doctor relationships. There's all three of us here. Well, my wife my wife's maternal fetal medicine fellow, second year Fellow at University of Cincinnati. So you know, her making friends, which is nice. For my situation is actually a little different. And that's because she or her father's private practice is in the Boca Raton Delray area. And so she's going to go join him after fellowship. And so I have to follow her, you know, we're going to stay together. So I got a winter follow her and down to Florida. And we're going to be in the southeast. So I'm looking basically between Jupiter to Miami, that south eastern seaboard of Florida. And so my practice locations were much more specific. I wasn't looking at different cities or even regions, but much more specific. And I think that's kind of one of the reasons why I may have started my job search earlier by asking questions, networking, asking some 30 year fellows if they knew anybody, or had any connections, because I knew where I wanted to go. So I didn't want to wait till the end of second year, beginning of third year where maybe the spots where I needed to go have to go, we're already filled up and taken by somebody else. So that's why I started my job search earlier. But I also was looking for not straight academics, but not small one to two person private practice, something in the middle, kind of private academic model, which REI has a great field for. We have a big enough practice, you can still do clinical research, or mentor residents and fellows, but not have to be part of an academic center or be too small to do anything like that.

Griffin Jones  17:48

This is also where the marketplace for REIs can be beneficial for someone like us. So you like Boca is not the biggest market, but you're kind of looking between Miami and Jupiter. And this is a time where a lot of those Miami groups, they'll be like, oh, yeah, yeah, yeah, we need a bulk office. We're just kind of sure, like you. And so that may not have been the case a few years back. But for the fellows listening, I think that, you know, like, a lot of Detroit people do have an office like or, you know, like might have offices elsewhere in Michigan and or like, so you want to be in Toledo, Ohio, you don't actually want to be in Detroit. Well talk to the Detroit people, talk to the Chicago people, even talk to the Cleveland people, like you want to be in you want to be in Bar Harbor, Maine, like, maybe there's not a big enough area for that, but talk to the people in Boston. And so that's something that I don't think was as feasible a couple years ago. I think that you'll have options talking to some of those groups. So how about so it's a May you straight up want to be in, in academics? How hard are we on that?

Dr. Megan Sax  19:05

Oh, yeah, no, that's a great question. I think just like Zoran said, that Rei is a really unique field and that these private practices still work with residents, do a lot of research, do data analysis within their own clinic and database. And honestly, some of the best data that we have in the field comes from those large private practices because they do so much more, so many more IVF cycles and other HRT. And so, again, I'm pretty open minded. I think as long as there are those opportunities to work with learners and continue research

Griffin Jones  19:44

are either a view or are either view really wanting to be in academics for Victorians are on or Do either of you really not want to be in academics?

Dr. Victoria Jiang  19:55

I will say one thing that really drew me to the field I sound like I'm about to interview for fellowship. Uh, I will say one thing that I do think is really unique about Rei, that is really special. It's kind of playing on what Baggins Warren was kind of saying, is that a lot of practices are still participating and have really robust research infrastructures. And I think being an academic for me means a lot of different things. It's not just working with learners. But it's also like staying up to date having Journal Club, like being able to stay involved with the most recent evidence that is being published and staying up to practice with X y&z And so I think for me, we're joining a kind of middle sized practice where I can get mentorship and making sure that I get like, you know, library access and have like a continual journal club or team review, like those kinds of academic pieces, I think, carry over to a lot of different types of private, domestic and private jobs. And I think that with a lot of the local hospital affiliations, you can a lot of the time still work within a private practice structure, and still have residents and fellows that you can mentor and kind of work with, which I think is really special. I know that one of my uncles, like my in law, is an REI in Chattanooga. And his practice partner is, for example, one of the MCS faculty at a local hospital and is able to work with all of the fellows in that capacity. Shout out to Tennessee reproductive medicine. And I think that's what's really great is because you can have a lot of opportunity, but not have to fit that like cookie cutter academics, because a lot of the challenges that I've seen with the academic programs is, is they're all being bought out by a lot of private equity firms. And so even if you join what is under the academic affiliation of you know, one program or another, you may not actually be buying into that true academic structure. And so I think finding the right program for me, is more important than really like whatever the definition of academic or private or private MX really is.

Griffin Jones  21:44

I think that's why you have answered that same questions. I want to talk about that point, Victoria, I think it's worth every fellow considering. This is, this is an actual data, this is just what I think it could be that the chance, whatever, of practicing ownership, you end up signing up for the chances of it actually being that ownership in three years time is less than 50%. Maybe it's 50%. Or no, it's fine. It's probably somewhere around there. And that's actually something to consider as you sign earlier and earlier, right? Because if you sign in at the end of your third year, then you can have a little bit more of a conversation with the ownership of what kind of direction you plan to go in. If you sign early on in the first year, a whole lot can happen in two years. And I've, I've I've seen this a bunch of times as far as like, and I'm going to join this practice right now can't wait to join this independent brand owned by Sierra. I'm gonna be an academic Sierra going to the Cleveland Clinic man, and they're owned by the Maven click. So zone, what about you? How hard or not hard? Are you wanting to be in the academic sphere?

Dr. Zoran Pavlovic  23:06

Pretty hard on not wanting to be at a straight University, academic situation more. So I think for me, I found that to be a little more, I guess the freedom of the clinical practice that I wanted to do in the private academic setting. I'm not a big person for grant writing, which I think there's a lot of that in academics. And I think there's people that do that and do it really well. And I'm really happy that they're in our field. And I respect them and love them a lot. But for me personally, that would be very difficult. And when I look at the clinical research that I would rather do you see all these biggest groups around the country, the CRMs, RMA, shady groves, US fertility is all that they have these huge clinical databases where you can have up to 100,000 patients and your sample sizes. And you can be really great robust clinical data. And like Megan said, you can drive the conversation, you can change practice patterns, you can help create committee opinions based off of that. And so that's why for me, I felt like I could find an impact within research and still be involved in that academic capacity without being an academic setting. And I personally also have more of an entrepreneurial business sites and one of my minors in college was was business. And so I do want to go to a place where there's that opportunity for either equity or partnership or growth or some kind of opportunity where I can help create and build something together with the practice that I'm at. And that would be hard to do at other other facilities in an academic centers would be more so moving up a professorship and becoming tenured. Whereas in a private practice, it's it's a kind of a different situation that just more so appeals to me. Well, I can still remain Tane some of that academic rigor.

Griffin Jones  24:44

So I'm just hearing that more from people in general, they still want a bit of the involvement with either research or teaching and this is probably something that some private practices need to figure out a lot of this a lot of the larger ones are already involved with at academic centers, but many of the smaller ones are not. So they have to figure out some way of scratching that itch, whether it's, you know, whether it's teaching the residents or whether it's sponsoring some type of research or going in and research with someone else or allowing time for their Doc's to submit an abstract answer. I think that that's something that private practices that aren't that don't have an academic relationship probably need to consider, because what the three of you just said, seems to be a recurring pattern from what I'm hearing from fellas. But now let's talk about partnership, which you started to talk about. so on. So I'll go back to you, which is on a scale of one to 10. How much do you want to be a partner meaning someone that owns a piece of the practice that they're working at?

Dr. Zoran Pavlovic  25:53

That's a tough question. I think it's anywhere from eight out of 10 to 10, out of 10. And the partnership can mean different things that can be either owning a piece of the practice and of the laboratory, or being able to bind to equity of the overall practice. So all of those options to me are appealing and things that I asked questions about and looked into. But some of the practices that have been talking to you to offer these more structured partnership tracks, and that have defined milestones of how you get there. And what that means. That appeals to me a lot, because then I know what I can do to work to get there. What that means when I get there, what does it mean to be a voting member of the facility to be able to help to drive the practice to improve the laboratory outcomes, and work with my colleagues and where we can actually be kind of a almost like a family unit in in making our practice as best as possible. Rather than either being a number in an Excel spreadsheet, or just like one person in a huge conglomerate, or even just in a one to two to three person practice where you make a partnership and that, but how much clinical decision making can an impactful decision making can you make when you're not involved as much in research or academics or mentoring others. So for me, it's an important I think the three things I would say, that I look for when I'm talking to all these practices are the culture, they really want to be surrounded by great people and great mentors that I can actually get along with and vibe with and feel like they're my friends and family, not just someone at work with the ability for opportunity for advancement, which is either partnership or equity or some kind of situation like that. And the ability to pursue some of the endeavors and passions that I have within the field of Rei. So I personally would like to have a day a week to do reproductive surgery, fibroids, endometriosis, laparoscopy robotics, and to be at a practice that will allow me to do that and schedule that into my clinic time instead of just making me do IVF all the time is really important to me as well. So those are kind of three categories that I look at when I talk to practices,

Griffin Jones  27:53

the millennial that wants it all right, well, let's, let's just talk about that, that that passion, and we're in regard to the criteria for advancement as you were talking about. So because what I see happening is a lot of associate Doc's getting to a point where they've been, it's almost always at the two year mark, it's somewhere around there, maybe a little bit shy, sometimes it goes up to three years, but it's almost always around a two year mark, where they feel like they can buy into the practice that they should be allowed to. And the partners don't see it that way. They don't think they're in a position to buy. And it's very often because it wasn't spelled out black and white, this is the volume we expect from you. This is the revenue we expect you to bring in. And or maybe here's some of the other business responsibilities that we expect you to take on. So I think it's a problem because people are hearing I can have my cake, I can do my reproductive surgery this time. And I want this partnership track and what they're telling me and that they're telling me I can buy into the partnership track, but that means that I do have to do as much IVF as possible. So let's talk about what first seconds are on of what like when they're giving you when when you're talking about a clear partnership track, like I they showing this is these are the volumes that you like these are this is the number of procedures that you'd have or the number, the amount of revenue that you would have to bring in. And is that commensurate with what you can do while still having a day for your passions.

Dr. Zoran Pavlovic  29:30

Yeah, some practices are more specific than others. And I think that that's something that every fellow if I have a bit of advice to give is to get really specific and what those details mean. And also have the contract lawyer review that with you and go over all those details. And don't be afraid to ask those questions. Because for some practices, they say it's a four year track mark, you meet the milestone of being board certified or board eligible and then board certified and that your volume is at least this much per year, you're reaching this productivity bonus. And then you become eligible to be considered for that partnership track. And then you can buy in for that. And this is what the buy in typically is, or this is what it was these past couple of years for our partners. And so they tell you this defined ways to do it and that I think I really appreciate so you can actually have a goal you can build a game plan in your mind going forward, as opposed to be more vague, saying, well, after the three to five year mark, we'll see where you're at or or or if the partners agreed, then yes, you can become eligible to maybe buy into something those the vague language I think is something that we should always look at and try to define as best as possible. Because the ones that are more structured I think are better for fellows and allows you to really kind of plan your time there. What

Griffin Jones  30:45

better for the practice so there's nothing to be gained from mutual mystification. It's why I sometimes think I'm a dick, my sales process because it's so specific, I create so much content about the sales process itself, and then the delivery process? Because it's like, no, no, like if we if I don't have partners, agreeing on what we're doing here and what it takes to do that. I'm not letting you engage in anything. I'm not letting you just create what my company does in your mind, and then still hold me accountable to that same result. I don't think the mutual mystification benefits everyone, that's what results in in the in the discrepancy, you can always still have discrepancy no matter how specific URL but the more specific you are, the less likely you are to have to enforce something later on or have to dispute something later on. Back. What about you for partnership one at a time?

Dr. Megan Sax  31:44

Yeah, that's a good question. For me, it's really more about the fit, I would say. And I love how Zoran kind of prioritized his 123 I think, honestly, it's so important to be transparent when on those interviews with that and vice versa, kind of turn the tables to what are you expecting out of me or out of a new hire? What role do you guys really need to be filled? And am I going to be the best fit for that because you both want this to be a relationship you might be moving across the country for and to make sure that this is going to be a long term sort of, you know, beautiful relationship here. So I would say for me having an opportunity to become a partner would be in more of a private Demick setting would be important and to have that outlined and have those goals set up. But I would say overall, you know, I'm kind of open to various models here, I can see. My note is not a deal breaker for you. Right, I think the most important thing is, you know that longevity, I want the security of having a job that I love. And if that means every day I go to work thinking you know, I get energy from teaching, I get energy from doing research, having colleagues who want to write papers, which Zorah and I know is so sick of fun. But I think being able to have that energy is the most important thing and really loving where you work. Having a partner opportunity, I think is only only a good thing and in the way that I view entering this process.

Griffin Jones  33:20

Fair. So you're, you're you're lower on the spectrum, then John, John is not going to work for anybody where he can end up owning a piece of it. And you're open to others, you're you're you're interested in it, but you're also weighing in other factors. Victoria, where do you fall on that spectrum?

Dr. Victoria Jiang  33:37

You know, I've thought about this a lot. And I would say I'm probably closer to where Zoran is like the seven to nine, eight to 10 kind of range. As far as partnership partnership means something that isn't just like, you know, buying into the company, it's like for me partnership is really more of like, do I have the autonomy to be able to do the things that I want to do? Can I contribute meaningfully to the way that this clinic is operated in practice? And can I be able to have a say in the really important decisions that are being made? And I think at the end of the day, I mean, you touched upon it like practices are being bought out so quickly, like the landscape of a lot of different areas are really changing very rapidly. And to be in a situation where you're an associate provider in like a scenario where you know, your value, you bring a lot of value to the clinic say it's reproductive surgery, and you're otherwise referring out all those cases, I think being really kind of straightforward about that and asking for it's going to be important, but I also don't want you know, the rug pulled from under me saying that like oh, by the way, surprise, you're we're actually getting bought out by XYZ company in the next six months. We're transitioning all of our leadership and we're all suddenly like an employee model. And I think that's what's really challenging for me is that you'll build a life you'll build a home, and you'll live somewhere for three to five years and if you don't have a clear plan of where that next step is going to mean for you. I think that's going to be really challenging for career longevity because I think a lot of the burnout that we see He is that, you know, KPI metrics, like you have to meet these certain, like UVF conversion criteria, and you have to do X amount retrievals a year, and it very much feels like the industrial IVF machine. And, you know, I think we, as physicians, should see that we bring a lot of value and being able to negotiate that earlier on, if that means less compensation, to be able to do the surgery that you want to do. If that means carving out like a stake in your contract to say, you know, I'm really interested in artificial intelligence. So I want to be able to have the opportunity to develop that kind of technology freely, and you know, thoughtfully, being able to negotiate that at the beginning is kind of like being able to have like a good practice partner is it's kind of like the philosophical idea, but then also like that whole legal idea. And I really just want to work with a group of people that understand where my mission is, we have a combined vision that we want to bring forward. And we want to be able to expand our influence in a more meaningful way. And I think that can be negotiated in a very unique manner, and whatever kind of job that you're going to be looking at,

Griffin Jones  36:04

might be worth examining autonomy and flexibility. Because they're not totally the same thing. Some of the things that you mentioned seemed to me like it would be more advantageous as an associate employee, like if, if, if I don't want to be a production machine, I feel like okay, this is what I'm willing to, like, this is what I'm willing to work, this is the scope that I also want to be able to do those things. And in, sign me up for that salary. Whereas if it's like, if you're, if you want to be a partner, somewhere, you're gonna be a production machine for a little bit. It's like it's better if it's something worth buying into. There's a reason why that is.

Dr. Victoria Jiang  36:42

Yeah, no, totally. And I think that, you know, it's all about I think, what I learned in residency, the most valuable lesson that I learned in residency is if you have a problem, being able to propose a solution to the person that needs to solve your problem is a much easier way of getting something done than to just like, be like, Oh, I don't like this structure, but I don't have an alternative, right. And so like, for example, if you're like about to start a start working for a practice and say, they're worried about your productivity, you want to start doing reproductive surgery, you go say to them, you know, I, you know, really love doing reproductive surgery, I know that as my clinic volume revs up, that may not be something that I can do once a week, but in the interim, could you just refer all of your patients, as I'm filling my schedule, we can kind of get that money back for our clinic, we can reclaim some of those reimbursements from the surgery that we otherwise would be referring out. And then we could come back and say, you know, as my clinic starts filling up, you're gonna get referrals, you're gonna get friends, you're gonna get all these different, you're gonna be drumming up more business, that I think that they weren't necessarily having seeing as an avenue of revenue, and being able to sell that value that is very uniquely you, I think it's not just being a fellow that can do IVF. But it's also like, I can, you know, represent us at local, you know, marketing events, I can do all of these little pieces that kind of build into that practice that I think also builds rapport with your practice partners. And I think part of the whole practice partner piece is is that your partner is trust you and do your partners, think of you as somebody that they can lean on to make decisions. And I think I want to be able to build that trust with my partners.

Griffin Jones  38:12

Boom, that's bringing a solution that's coming proactively to make that selling your case for what you want to do. You also made another point that I think we should talk about, which is because I think it can go either way, it's something for people to consider and that has to do with future risk. Are you better? Are you in a better position to to mitigate that as a partner as an associate, meaning like all the people that are selling their practices? And it's like, Wait, this isn't? This isn't what I signed up for? I could see it going either way, if you're a partner, you potentially have more you potentially have a lot more to benefit from. If they're flipping that and and the partners are, are part of who gets to make that and they're not always that's one of the things that they can get screwed over on they did they get to make that decision, they get to vote on that decision to begin with. You could also be, you could also straight up get screwed ie Integra mat, like the people that were partners that those practices got screwed there. They had to find new payroll company money they had to the people that had paid ahead of time that year, they had to make that up. And if you're associate that's not really like that's not coming out of your overall bank, and God forbid if it doesn't work out overall, you just go get a different job somewhere else. So I could see I could see that. Like you mitigating risk. Are you taking more risk on? I think it could be either one? Well, I think

Dr. Victoria Jiang  39:46

it's like what do you think is like risk first benefit, right? Like I think the associate model like if you're able to say you have a side hustle, something that you're into, like say you have a really popular fertility podcast, and you really want to like figure out How to really lean more into that like that may be better for you to be an associate more like an associate partner in that capacity because you can work on side hustles, you can have things carved out, have a little bit more time in that capacity. But I'm a strong believer that without risk, there is no reward. And it may be that you take on a big risk, and it doesn't necessarily play out and what you want it to be. But the alternative is that you're going to be putting in just as hard of work on a day to day clinical level. And whether or not you're going to be able to be the person that's at the, you know, helm of the ship. I think that's the phrase, I think that's going to be per person, I think that's going to be what people deciding, you know, I've met people who are saying, this second phase of my life, I'm done with training, I want to focus on my family, I want to pass my boards, I want to buy a house and I want to like, you know, snuggle at home, I think that's fantastic. And just as important as any of these other aspects of your job. But you know, for people who want to have a seat at the table and make those decisions. I think for me, that's at least where I'm seeing myself now is I want to be able to sit at that table and have a little bit more of a say in how these practices are developed. Because I think the biggest frustrations that I see in these big, you know, corporates, like scenarios is that loss of autonomy, you know.

Dr. Zoran Pavlovic  41:21

That's a return. I've talked about this so many times via text message and phone calls. And we talked about how being at that table being able to participate in that decision making is so much more, it's better than not being there at all. And I think that can even carry over into advocacy, which may you can speak about if you're not at the table making those decisions, and other people will be making those decisions for you. And that's doesn't work out well in politics and advocacy in medicine. I don't think it works out well. And the business aspect, either. And if we're physicians, and this is our field, we should be participating in this situation, not everyone will want to which is totally okay, as victorious. There are some of us that do. And I think that that's we may be some of the people that want to hear in this conversation. And I think that's important because I would rather be there and at least try to put my two cents or help make a decision or put a vote in versus not having that decision taken. For me, I would almost regret that saying like, Oh, I didn't actually do my utmost or my best to try to change this outcome or influence it in any way. And that's why that kind of decision making capacity is important to me.

Dr. Victoria Jiang  42:28

He is in fact, a millennial who wants it all.

Griffin Jones  42:31

So that's this is what I'm trying to think about. Because it's like, okay, there has to be something in exchange for the decision making authority. I've had, I had, I had a real struggle with my employees at one point in the past year, which is because one of the things that I do promise them is autonomy, they get to make decisions for their seat. That doesn't mean they get to make every decision about everything. And, and so I also learned that I need to be specific about what that means, like, No, I own this company 100%. And I am ultimately accountable for everything I am accountable for if I have to make payroll every single time I have, I have mouths to feed, lots of them. And I have an accountability to our clients that nobody has that level of accountability in our organization. And the more accountability you have, the more the more autonomy you have. So it's like, okay, we want to make these decisions. So what are you taking on? What are you being accountable for, you know, in a partnership agreement that that gives you that seat at the table?

Dr. Zoran Pavlovic  43:47

Yeah, absolutely. I don't think you can want to be involved or be a partner or in a decision making position or seat without taking on some of the responsibility and accountability and look into those details of that practice and diving into your your functions, your operations, how that could be better, where things could change, dealing with issues at the with, with employees, or between patients or bad reviews, I think you have to you do have to take on some of that administrative work. And I'm not much not a big fan of administrative work, but I know I would have to have it, it's going to be part of my life. If those are the kinds of decisions, if that's the kind of position I want to be in one day, and you're right, you have to it's going to be some it's going to be additional responsibility. And so you decide for yourself, is that a responsibility that's worth it to you to have that partnership or decision making process or is it not? I think that can change throughout your life as well.

Griffin Jones  44:38

We're talking about lessons learned in owning a practice or owning a business in the fertility field and things that you may want to learn how to do or learn about before you go and start your own venture. Another thing is some of the systems that are used and help people that can give really good recommendations on the different EMRs they've shopped in that depth and scope. Both functions. But I would ask someone that you know, that uses engaged MD, if you're not already, if you don't use engage them D in your system, you're thinking, I want to open my own office within my own group or I want to open my own practice, I want to go join somebody else, and I want to be able to add something to it, engage them D is one of the surest bets that you can do. But you don't take my word for it. Ask someone that, you know, because more than half of your colleagues are using EngagedMD and more than half of your colleagues are extremely delighted with EngagedMD, because they've got real informed consent. They don't have stacks of papers that people have to sign and then account for and then keep an eye out for a file cabinet somewhere. They have true informed consent from patients that have a module at their convenience, so that the staff isn't overburdened with questions that they don't need to be getting that they can help the patient with the attention that needs to be devoted to that patient's case. Because the elementary the rudimentary is covered, and now it's just what that patient is stuck on or what's unique to their case that the care team can focus their care on. That's what personalized care is. And more than half of your colleagues have seen the benefit from engaged MD that way, so just reach out to any of them. Hey, guys, do you use EngagedMD in the people you want to fellowship with people that you see it ASRM? Hey, do you use EngagedMD? What do you think I hear Griff, talk about it. But he doesn't own a practice. What do you guys think, and see what they say. But if you want that free workflow assessment, you want to see what other practices are doing, you want those insights that EngagedMD has, and you want to see how your practice stacks against that ideal workflow, then you go to engage them the.com/griffin. And he mentioned that you heard them on the show, you mentioned that you heard them for me, and then you're gonna get that free workflow assessment. So ask somebody else, don't take my word for it, but go to engagedmd.com/griffin, or say you're on the show. So you heard from me, so you can get that free work assessment for you. That's one of the biggest system wins that you can have right off the bat. And you can verify that just by asking people you already know, I hope you enjoy the rest of this episode about things you need to know for the fertility business, you might start, I think there's there's a couple of different ways that you all can look at your careers, which is everybody talks about being an entrepreneur, like it's the greatest thing, it's not the greatest thing, there are advantages to it, one of the advantages is leveraging systems and capital so that you're not just trading time for money, and that so you potentially have the freedom to do a lot of other things. But it comes with a ton of risk, a ton of spotlight, a lot of obligation. And then another way of looking at your career is is you're a craftsman and and craftsmen can also have really great lives because they have a trade that is so in demand that they can call a lot of shots, then they don't have to have a whole system to they don't have to leverage a whole system. They can say this is what I charge like I'm this good at it. And make it seems a little bit more interested in I mean that you're still interested in the entrepreneurial route too. But but you're also open to this this craftsman, right? So what like, what is it that you also want to be able to do and advocacy is one of those things. So why is that important?

Dr. Megan Sax  48:44

Yeah, for me, it was really just being in medical school in Chicago, I did a lot of work with a program called the Midwest access project that did some elective termination training. We spent a lot of time at Planned Parenthood. And then coming to Ohio for residency was almost like a culture shock for women's health. But I will say in Cincinnati, it was really incredible place to do residency because it's, for those of you who don't know, the Ohio geography, it's on the river, and the other side is Kentucky. So it's really the first safe haven for most women seeking abortions from the south. So you got this incredible training at Planned Parenthood, which was five minutes from our hospital. And you just heard all of the stories saw incredible experiences and women going through just about everything to get there. And I can we have this Fetal Care Center and all these other you know, everything that you hear about in terms of fetal anomalies, medically indicated abortions. And so the dog's decision has just been tragic for the woman of Ohio. We overnight really went from 20 weeks, six days elective termination now down to six weeks. And like I said, this was the first is a place for a lot of the South to come to. And so I think not only do you have to Did it teach me coming here that you need to be familiar with the legislation in your state surrounding women's health, but you also have to be a fighter and you have to be vocal on behalf of your patients and share those stories with legislators, obviously, in a HIPAA compliant fashion. Because nobody else is going to speak the scientific truth if you don't. And so to me, you know, hearing Victoria mention this risk benefit and, and that I'm really thinking of it more from a perspective of, I want to be in a leadership position, I do want to make these decisions for my practice, whether I'm at an academic institution, but whether that's as a medical school clerkship director or fellowship program director, or division director, you know, to be in the room, where it happens, is definitely very important to me. But whether I take that risk financially to have that possible financial gain, I would say, you know, it's definitely very appealing and interesting, but I would be seeking, you know, consult from these two on that, as I typically do with with anything business oriented.

Dr. Victoria Jiang  51:15

I mean, for what it's worth, I think Meg is a great testament to the whole idea of finding that passion and learn, like feeling that spark for something and then chasing right after it like she has, we always say she's our advocacy queen, because she always has like, gonna sign this petition and like, we have this thing going on, like, oh, my gosh, we're trying to fly it in protests and do all these things. But I think that for me is like, that's the autonomy, right? It's like finding that passion, doing that passion, and then making something out of it. And I think that's the true spirit of entrepreneurship, right? It's like, finding something that you can have like a very specific niche and focus and being the best in that field and doing that. And I think if you bring those skills in that focus, then you can really like one of the biggest things I learned in fellowship is that you can't say yes to everything, and you shouldn't say yes to everything. And it's okay to not have your like eggs and every baskets, even though we like a lot of eggs hashtag. But it's like, you know, you can't say yes, everything, you can't do everything, you've got to focus what you're gonna do and market yourself from that perspective. And, you know, being partner for Meg, maybe being clerkship director or fellowship director, and that in and of itself would bring value and joy in that long, like career longevity. And I think for us, as at least for me, up to this point in training, it's been blinders on just clinical practice patients above everything, you know, you're in this hyper competitive academic environment is all about publishing papers. And then realizing and this last year doing research, there's so much more to the field that you can bring, that isn't necessarily the most traditional medical aspect, because the traditional medical aspect is becoming something so much more different than what it was 15 years ago, and being able to navigate that in stock to job search, but also like, life goal searching, I think, is been the most kind of interesting revelations, at least for me when thinking about that philosophical kind of partnership role, like what do you want out of your job? What do you want the freedom to be able to do?

Dr. Zoran Pavlovic  53:13

And other career I would say, the more the more philosophical, global aspect medicine, I think if you become complacent, right, medicine becomes run by someone or something else. And as physician burnout increases, I think a lot of that burnout comes from just us becoming complacent or being forced to be complacent. And so other people are making decisions for us. Other people are dictating our time, where we do anything from reimbursements to how much advocacy to do to what the laws are. And if we want to make medicine, you know, health care oriented, you know, physician and provider run system, we got to be a little bit less complacent at the least, that's what I feel like I want to be involved and that's what drives me. And I get the passion from that to be part of it. To help make it our own again, instead of just letting either businesses or politics or other other outside forces drive health care and medicine, if we can make any

Griffin Jones  54:09

change. Well, that can quickly become that can quickly become perverted, though candidate like corrupted that because like, it's like, then the business person really could just like the doctor can become the business person like and it's, it's, it's not immediately obvious where it's like, okay, that's the clinician, that's the business person over there. And, and especially when you can also as we see in marketing all the damn time, you can use ethics, you can even use or what's perceived as ethics to drive a marketing message. It reminds me of the Simpsons episode where Mr. Burns. He gets involved in recycling for some reason and like he's just using it to dry up the oceans or something and Lisa says, Eat you You're so evil and when you're trying not to be evil, you're even more evil. I saw this all over the place in business. Some of them the marketing messaging is, it is like just totally dishonored. It's perverse. And I don't think we're immune to that in the REI field. So I want to go down that rabbit hole, I want to ask you like, one other question, going back to the basket is Victoria talked about the basket, and maybe that will bring us back to this, of like, like this mission and message? Because I've asked you one question out of your 30 questions. And looking at this sheet, it's not just 30 questions, because each of them are like five quiz all like, all the things that we talked about were from one question, although we probably we did cover a lot that we covered what I wanted. But I want to ask you, well, there is another question that I'm glad you all put on here, which is do your do you see yourself in any role outside of medicine? So maybe that ties back to what we were talking about, like of keeping the mission Hall. And Meg was talking about advocacy. But that can really mean anything? Like what roles? It can mean anything? I mean, sitting on a board that has nothing to do with reproductive medicine? I could it could be not actually practicing medicine, but sitting on advisory forum for for a Silicon Valley company. What roles do you all see yourselves outside of medicine?

Dr. Victoria Jiang  56:30

Meg Sax for President 2036 Go.

Dr. Megan Sax  56:36

up right here. You got it.

Dr. Victoria Jiang  56:38

I'll be revised. I mean, all jokes aside, I guess for me, oh, gosh, I think that for me, I've always had this this is like totally. So like thinking totally outside of medicine, I've always wanted to learn how to bake like really fancy French pastries. So I feel like in the second life that I'll have, I'll probably go to like chef school and learn how to be like a patisserie, like person like pastry chef. And like the more realistic kind of like logical, field oriented way, I kind of imagined myself pivoting into more of a data science space, I think that one of the biggest untapped, you know, really untapped and truly understood like power of big datasets and clinical processing is going to be thoughtful developments of artificial intelligence and data processing, to be able to better diagnostics to be able to better die, like better, like genetic information processing. And I think it's going to be revolutionary towards the ability for us to have image processing. And so I imagined myself either doing my own kind of startup in that capacity, or potentially like joining a advisory board or serving in that capacity, kind of feeling how I can disrupt the field in a different way that is going to be bigger than me seeing patients myself, I think that is what I imagined my long term legacy to be and what I hope it to be because I think we have this one short life on the world, and I want to be able to make the biggest impact and get the most people pregnant as I can.

Dr. Zoran Pavlovic  58:06

Yeah, I agree with Victoria in the sense that there was a question on there that I think we pull it what do you think was the biggest things coming up in infertility and REO the next biggest innovation or what that and I think artificial intelligence and genetics are those two sectors that are really booming in our field, ai ai being closer to and like genetic engineering, all that being a little further away. But both of those are have such powerful capacities to make a lot of change in people's lives. But also, like you were saying, Griffin, there could be a double edged sword, you know, things different technologies may not be may be marketed as being great, but they may not actually be as great. Or we may be talking about when we get to the point of actually AI dictating care or genetics being able to be modified and embryo like what does that mean ethically? And I think there's these crazy ethical questions and business questions and medical questions that need answering. And I see myself as hopefully one day becoming knowledgeable enough and enough of an expert in my field, that someone would trust me to be part of a consulting group or a CMO of our company, or an advisory board or somebody people to sit down to help make these difficult decisions and have these difficult discussions. And I would like to train myself and gain my knowledge to get to that point one day, that would be really amazing, because I do feel like we have these epic situations and questions that we need to answer coming up. And if I can be a part of that and at least contribute in a positive way that I would look back at my life when I'm retired or just sitting on a beach somewhere in Bali, hopefully, like I did something, you know, beyond just like tutorial was saying, being in my clinic and taking care of patients, which is extremely important and the utmost importance of medicine, but that's how I would want to try to see if I can add to the field.

Griffin Jones  59:54

Yeah, I want to maybe just remark on that because it's amazing how It subspecialist physicians you're so you're so educated, you're so trained, you're so freakin smart. And, and, and truly are exceptional in many extra ordinary in many senses. And then in other senses, it's like, just as human as everybody else. And it's amazing. When I'm in a room of a very eyes, it's, it's a natural human tendency that likely comes from evolutionary biology that when you see someone getting more, you really want more, and because so much is coming into our field right now. It's, it's, it's very easy for me to say like, I want that, and I would just caution people a little bit yet you've worked really hard, where you're gonna be okay, no matter what you do, you're gonna, you're gonna be all right. Remember that the vast majority of human life up to this point throughout history, and even in great many parts of the world today is extreme poverty. And, and even by the standards of our country, you're going to be you're going to be doing well, no matter what. So I think it's just something to keep in in mind. As for all the the, for all the artists was for all of us, that it is our tendency to look at people and be like, they gave him what he's getting what for being on that board. He sold his practice for what? And it's like, you know, focus on some of the other things as well. And maybe you compare yourself to your ancestors, as opposed to the other colleague all of the time. I know, and just your competitive rate, especially REIs. So you're going to do it some of the time. But

Dr. Megan Sax  1:01:48

Matt, towards our patients for a second, too. Yeah. Yeah. I mean, you're so right. I think, unfortunately, that is kind of the human nature. But we feel that for our patients, too. And I know I've talked to these two about it. And one of the most frustrating things about our field is the accessibility and really lack thereof for such a huge proportion of the population. And I mentioned earlier onco fertility, huge passion of mine, as well as just fertility preservation for transgender population among other kind of medically induced infertility. Right. eugenic infertility. And so I mean, to kind of swing together the two questions of what's your passion outside of your clinical practice? And Zoran bringing in the where's this field going in the next decade or so I would say increasing access, I'm gonna make it back to advocacy for a second just say, you know, currently, we have 12 states that have fertility preservation laws, or in other words, mandating insurance coverage for that I intragenic. Infertility. And to me, this is this is not enough. And I can tell you, Ohio is not one of them. But, you know, we're seeing the state mandates increase now with 20 states, and we're seeing IVF coverage in 14 of those states. And I think that's going to go up. And I think in the next decade or two, maybe even sooner, we'll see a much larger patient population, I think that's part of the reason why they're coming for the REI fellows earlier in earlier is anticipating this huge increase, but I know the three of us will, will be fighting for our patients and increasing that accessibility and, and that's going to be hopefully part of something that I do outside of my clinical practice,

Dr. Victoria Jiang  1:03:35

I think that's really important to always like think of is that as you accumulate more resources, you also get to be the person who delegates the utilization of those resources. And I think what's what, you know, Meg was really thoughtful about kind of touching upon is even being able to practice right now, as a fellow in a mandated state, you know, even the state mandates aren't perfect, and there's a lot of insurance hoops, you have to jump through each case, you're you're spending a lot of time with patient, you know, authorizations and pieces like that. And so there's a lot of work to be done in the field that, you know, disrupting the field isn't just like, you know, the big bucks and making millions of dollars, it's like, allowing, it's like starting a genetics company and allowing people to have cheaper, more affordable carrier screening, so that they can actually know what carrier screening is, and being able to offer that at a price point that they can afford, instead of $1,000 a panel, it's increasing access to patients who otherwise would be afflicted with genetic diseases and offering genetic testing from that capacity and like being able to really utilize the resources information in the best, most thoughtful way. And I think that, you know, any physician that I have ever met always, you know, is thinking, what about my patient? How can I get the best care for this person? How can I get around these hurdles? And I think that that's something that uniquely positions, you know, physicians to be leaders and ethical development of the fields because we're always having that patient in mind and that may not necessarily be as easy to see, for, you know, politicians. I know, it's been a huge challenge with being able to bridge that gap of politicians being able to see like, what does it actually mean to have a six week abortion ban? And how is that going to actually impact the patients that you're seeing on a daily basis. And so I think having a bigger voice, and being able to be at that position is going to be hard work, you know, it's going to be seeing 1000s of patients and having good reporting good outcomes and doing the best for them. Because at the end of the day, that's what we do. We are craftsman, a craftsman with an idea for bigger.

Dr. Zoran Pavlovic  1:05:33

It's our job to kind of sift through all these things to these different technologies. You know, you go to ASRM every year and there's all these new booths or this brand new technology coming out. But how much of it is actually helping patients? How much is more marketing and a marketing gimmick? And what does it actually mean? And sometimes it's years of using that device or that idea before people are looking at the outcomes and say, this actually didn't help anybody. And so that's where we need physicians that are patient, mind and patient focus to be there at these advisory boards at these tables and to discuss these things to see what will actually be beneficial, what won't be beneficial, what is the research back what's evidence base, what might not be evidence based, but we don't have any other treatments for it. So maybe we should go down that avenue, and be able to make those decisions for patients so they get the best possible care and the best possible access is big in Victoria, we're staying.

Dr. Victoria Jiang  1:06:20

Clearly I've been doing these conferences wrong, I thought the best technologies were the ones that gave out the best sperm pens,

Griffin Jones  1:06:26

are getting the swag is something to be said for that. Well, one of the things I say frequently is that it's hard to provide, it's hard to to have a valuable business mean, it is hard to have something so valuable, that it is worth getting more money than then what you're what you're giving away, it's so hard to be able to do are you meaning actually, the opposite, I think I'm trying to say is that you have to give away so much value that it's it's worth more than the money being received for it. And in order to to actually like deliver something so high in value, all of the systems and people that need to be it's hard to do. And, and I take that obligation so seriously, as a business owner that when we're not doing our best, as a firm, we're just taking people's money, we're just I hear I say they all say they're going to add to the pie, but we just feel like, they're they're just taking away a piece of our pie. And when you fail a business, that's what you're doing, you're just taking away a piece of the pie. When you succeed a business you are adding to the pie. And it's so much harder to do than to say. But I want to conclude with let's just say each of you have interviewed at this point, each of you are talking to people, names, specifics. And I know you're not going to give those but give us some insights or just what are you paying attention to like as you're we've talked about the like what's important to you, but I'm talking about when you're interviewing with people, like what are the impressions that you're getting from interactions? What is it that you're paying attention to? Let's conclude with that? Dr. Sachs? We'll start with you.

Dr. Megan Sax  1:08:10

Sure, I think something that has really stood out to me and kind of gives you that that nice feeling like oh, wow, this could be a really good fit, is when they say we want to make sure that this is where you're going to be happy. You know, when you start to get into well, which clinics would it be? Or which you know, other kinds of details? Like Zoran would say, really that importance of the details. They'd say, you know, this is we want you to be happy. And that really stood out because I feel like as as a resident as a fellow, maybe it was more like No, no, I want you to want me What can I do? And it's really nice to kind of have this table flipped this time. And I think it feels a lot more comfortable than those kinds of stage we did. We were the first rate I think we were the first COVID interviews for fellowships. And we were so used to the zooms on zooms and those kind of, you know which answer which story am I am I tell him for this question, which just feels silly after a while. But these interviews, it's like, Who do I want to be my partner? This could be for 2030 years. So I think that's important. And I did also want to include that. I don't want any fellows out there feeling like Why haven't I heard anything yet? I think the three of us have, you know, gone to conferences,

Griffin Jones  1:09:28

I'd be thinking that I would think of that. You're gonna suck you suck if nobody's called. Nobody's college by the end of the second is something to be said for that make which is Be active. The more active you are, the more opportunities you have. And that isn't just there. It's not just for fellows to i, there's been a couple of people that I know are trying to hire fellows, and I've invited them on this show. And, and there's like they just don't It's like this, this fellows are listening to the show you're trying to I'm giving you free advertising to talk about whatever. I, the people that are really good at recruiting fellows, I'll just make up I don't want to say any doctor. So I'll just make one up Dr. Angeline. bolsos is so good at recruiting fella is because she's all over the place. And she's super generous. And, and there are other people like that. And it's tougher for some of the smaller people to do that. But the more active they can be, the more likely they are to be able to be connected with people like you. And and the same thing is true for you guys that opportunity begets opportunity. You are active at Mrs. Ai, you ended up on this show that's going to result in a couple of phone call or an email from somebody here there. Yeah, it was you met somebody from the armed group, which is going to lead to another opportunity. So no, I wouldn't be a little concerned. Like if you haven't gotten a call. Maybe I should start being a little bit more active.

Dr. Victoria Jiang  1:10:59

I will say I think a lot of people wait until ASRM of their second year. And I think that's a really great touchdown point for a lot of people because it's really easy to connect with people. So if any fellows out there I knew for me, like thinking of ASRM as like kind of a deadline or kind of like a touch base point of like putting out feelers and networking, I think was a good place to start. And I definitely think that we're really early in kind of looking at the field. But soon, you know, time flies, and you're going to be graduating sooner than we I mean, hopefully,

Griffin Jones  1:11:33

you're early and this is the least busy time of your lives for the at least the five years on either side of it. Right? Like you were busy as hell and residency and yeah, this is a brief window, you're gonna be busy as hell again. And so yeah, it's not like you're it's not like you're behind the eight ball if you are if you haven't talked to anybody by by second year, but but the more you put yourself out there, the more opportunities you get. There's one: What are you paying attention to?

Dr. Zoran Pavlovic  1:12:05

Yeah, pay attention again, but big for me is culture, how the different partners talk to you know, interact with one another, how they say the practice runs together, how they say the console. It's a big deal for me, when I talk to someone at the actual practice, and they say things like, Oh, I'm gonna have an issue, I just walked down the hall and my partner, I call this person or if I have a tough surgical case, this person is there to help and backing me up just just shows me that strong culture of collegiality and togetherness and collaboration, which collaboration is a big word for me, Megan will here has heard me say it a million times. And back when we met in the NIH, that's like all we did was collaborate on a bunch of things, and now Victorian and also doing some stuff. So that's that collaborative togetherness environment is big for me, because I think as a team of physicians, we can do so much more as a team of physicians and of course, other practice providers together, we can do so much more than an individual. And so it's important for me to be part of a great team. And so I pay attention to that team environment, how are they within one another? How did it happen? How does the practice run together? How cohesive are they to help each other out? And I get that from actually having personal conversations, not just from the interview? But I'll find people at the practice and email say, Hey, do you have time for a phone call half an hour here? Half an hour there and just speak to me one on one so that I can get them one on one? And really hear from them? What they think, what are their thoughts? What are some of the pros, what are some of the cons and that goes back to what you said Griffin about being active. If I had advice for residents, incoming fellows, new fellows or current fellows, now it's that don't be afraid to just kind of put yourself out there to network to have conversations with everybody around you even even if you're introverted, which may be harder to do that. Just put yourself out there, we have such a great field of so many people that want to help and there'll be excited if you're excited about the field and passionate. So walk up to that person after the presentation or go to the poster presentations or when some guy that you recognize from podcast walks up to you to pull up PCRs, you know, talk to that person. I think that was huge. When I met you for the first time, I was like, wait, I know your podcast. And that's our first conversation started, but just be active in those conversations, because that will continuously lead to more and more connections and doors and situations. And we can help each other that way. I mean, that's what makes them united. She asked me for some help with connections in Chicago people that I did research with, and I was just like, yes, let me text that person right now about you how awesome you are. And that's how it worked out. And so keep having those conversations and just be active. We're here to help.

Griffin Jones  1:14:33

Victoria, did I ask you what you're paying attention to or to interrupt you with calling people losers?

Dr. Victoria Jiang  1:14:39

Maybe a little bit of both. I will say the things that I'm looking out for definitely the same layer of collegiality. I definitely want to be practicing with people that I just love working with. But I think for me, it's going to be the little details of clinical care that I think are going to be the make or break it or you know, I want to be in like a medium sized practice. I don't want to be by myself. I want to have a little bit of mentorship. I don't want to be driving to 55 Different satellite clinics, you know. And I think what's really important for me is Journal Club and team review and being able to like lean on my practice partners to learn and get better. Because I think the great thing is, is that you're going to pull together people that have been trained in all different places in different times. And I think that you can learn a lot and make your practice like your own. And I think for me staying ahead on the literature on the new findings, the new technology is going to be something that's going to be more challenging as we get into the nitty gritty and I want to be in a like environment that pushes me forward and allows me for like professional development in whatever capacity that they may mean and being able to be around the right people to do that. And be able to have good mentors in that capacity I think is going to be what's the most important

Griffin Jones  1:15:52

if you go to Montana or Wyoming you're absolutely driving to six different satellite your your driving hours to go to the gym. Doctors Jiang Pavlovic, Sachs, Megan, zone, Victoria in reverse order. Thank you so much for coming on inside reproductive health. It's been a pleasure talking with you all. Yeah, thanks so much.

1:16:16

You've been listening to the inside reproductive health podcast with Griffin Jones. If you're ready to take action to make sure that your practice thrives beyond the revolutionary changes that are happening in our field and in society. Visit fertility bridge.com To begin the first piece of the fertility marketing system, the goal and competitive diagnostic. Thank you for listening to inside reproductive health

130: Does First Class Service Win in the End? with Terry Malanda

On this episode of Inside Reproductive Health, Griffin Jones chats with Terry Malanda about patients’ freedom of choice. Terry, the owner of Mandell’s Clinical Pharmacy, believes that customer service is the North Star for long-term company growth. With all the consolidation happening, Griffin and Terry explore the current state of how consumers make their pharmacy decision and future trends on what will impact that decision.

Listen to the full episode to hear:

The debate on freedom of choice for patients to choose a pharmacy Why pharmacies can and should be providing additional services to patients, including benefits coverage and discount programs How consolidation of fertility clinics is reducing the choice that patients have when it comes to pharmacies and other services Why some pharmacies outsource their compounding, and what that means The virtuous cycle vs. the vicious cycle of customer service

Terry’s Info:
Website: https://www.mymandellspharmacy.com/meet-the-staff/

Twitter: ​​https://twitter.com/mandellsrx

Linkedin: https://www.linkedin.com/in/terry-malanda-09ab9528/



Engaged MD Logo

Inside Reproductive Health is sponsored by EngagedMD. For technology that educates your patients with true informed consent, visit engagedmd.com/IRH for 25% off your implementation fee.


[00:00:51] Griffin Jones: Freedom to choose in Inside Reproductive Health. I like stirring the pot, but that one we'll save for another day, but you're probably already writing to Engage MD to cancel my sponsorship depending on wherever you're coming from in this sphere, Terry Malanda's probably like what the heck?  Griffin had to introduce her podcast episode like that?

I did. I couldn't resist. We're talking about the freedom of choice for patients to choose what pharmacy they want to use among other things. We're talking about the freedom of choice for patients to choose what they want to choose and what that's like in the fertility space, with all the consolidation happening, reducing that choice that patients have when it comes to pharmacies and other services.

Pharmacies can and should be providing additional services to patients. At least according to my guests, including finding out benefits, coverage, and finding out discount programs, some pharmacies outsource their compounding. And we talk about the implications for that. And we talk about the virtuous cycle versus the vicious cycle of customer service.

My guest for today is Terry Melanda, co-owner of Mandell's Pharmacy. And we talk about all of this and more from a woman in business who has been here before. We've seen a lot of women as principals of their companies, and I was very happy to have her on the show, and I hope you get something out of the conversation.

And I look forward to your feedback. I know you'll give it to me, whether I want to hear it or not. Enjoy this episode of Inside Reproductive Health with Terry Malanda. Mrs. Malanda, Terry, welcome to Inside Reproductive Health. 

[00:02:37] Terry Malanda: Thank you, Griffin. It's my pleasure to be here. It's great to see you. 

[00:02:40] Griffin Jones: It's about time to have you on because you know that you're a good speaker and if people know you, they know that sometimes you're a little shy about, but I just thought of a couple years ago, Mandell’s sponsored a virtual event that we did.

It was a patient facing event. It was a virtual fertility conference. This was actually pre-COVID and, and, and you recorded your presentation, and my employees were like, she's so good. And I was like, she is so good. Somebody needs to tell her that. 

[00:03:08] Terry Malanda: Well, well thank you. I appreciate the compliment.

I know I spoke at a public event, and I remember I brought a speech that I have prewritten, and then once I was there I just after hearing stories and patient stories, I just ripped up my speech and, and I winged it. So, thank you. I appreciate that compliment. 

[00:03:25] Griffin Jones: Sometimes it's just like, you know, it's like having the seatbelt there, even though you're not gonna need it.

Right. And then you end up having a good conversation or a good talk or in the case of when I do, presentation, as soon as I see somebody's eyes, then I can go into a different headspace. And I become a better talker. At least I do from my vantage point who, who knows if the audience agrees or not.

[00:03:48] Terry Malanda: I think it's from the heart. I think when you speak from the heart, it's, it's a lot more genuine and I think that's what you do on your podcast. That's why we enjoy listening to them. 

[00:03:56] Griffin Jones: Well, and that's why I wanted to have, when I wanted to just get kind of a State of the Union of what's going on in pharmacy, that you were the person that I thought of just to, to speak of, of what's going on.

We haven't had too many discussions on this show about pharmacy, and, because partly, Terry, because I don't know what the doctors, like, really should know and, and versus like, what's what, what might just be boring or incidental information to them. So can you kind of just give us like if you, we were at PCRS and a doctor was sitting down with you, and just said, like, Terry, like what's going on across the pharmacy field right now? How would you start with a really open-ended question like that?

[00:04:40] Terry Malanda: I think I would probably first back up a little bit and let them know how important it is to choose the right pharmacy, or for the patient to choose the right pharmacy. We're only a small part of the infertility picture. Obviously,  the doctors have a lot more interaction than the nurses and, and a lot more to say and, and decide, but dealing with at the right pharmacy who truly understands what the patient is going through understands the role of a pharmacy, and how to best help a patient navigate through that portion of the journey, I think is really important.

So I think I'll probably stop start there. Then if you're asking about current events, I'd probably address the fact that there is so much consolidation happening and how it's changing it. Pharmacy's always changing. Always. The landscape is always changing, but right now there is a lot of consolidation.

There are a lot of companies that are buying out pharmacies and creating different models. Not that they're better or worse, they're just different. And I probably, you know, have a good discussion about that with a doctor, but I think the important thing when choosing a pharmacy is to make sure that the staff is very dedicated, that they're passionate about what they do.

And that the patient is gonna be in really good hands, pay a really good price, and have the support necessary, both educationally and frankly, emotionally from a pharmacy. That's gonna understand that. I always say that we and my family, we went through two things. We went through cancer. 

Thank God my husband survived the bone marrow transplant in 2005, but we went through infertility in the 1990s, and they are both catastrophic illnesses. And, I think that no one who hasn't experienced it and dealt with it for a while, really understands just how disruptive infertility is in the life of the patient and, and the couple and the relationship and the finances.

And I believe that having a pharmacy who even just understands all of that is very important. And in order to do that, it can't, it has to come from the top and you have to have training the, the appropriate training and, you know, it has to come from the heart. I just believe that everything has to come from the heart and you're dealing with real people with real situations and a couple who are really struggling often just to get through this, and sometimes repeat treatments, et cetera. So, to go back to a pharmacy, I think it's just important for doctors to really know their pharmacy, understand what a pharmacy is, and how much a pharmacy can do for them. Our tagline is sort of, we make it easy for you, so we try to help as much as we can the clinic and the patient.

So it's really teamwork that happens when a patient uses us. So I don't know that all doctors know that I think that many do and many appreciate it, but I'm not sure that all of 'em understand it. 

[00:07:26] Griffin Jones: Well, maybe we take the angle down. What can a pharmacy do for them? Because if I'm playing devil's advocate, Terry and I'm the CEO of a, a, a large network that has just consolidated a number of clinics, or even if I'm not, even if I own a practice and I'm the single provider and I'm thinking, well, like, choosing the right pharmacy's, like, yeah, I understand that some people may have more heart than others and, and some people might be able to do a little bit customer service, but at the end of the day, it's, it's the drug- getting the drugs to the people. And I wanna just get it to them for as cheap as possible, because the drug companies’ charging them a lot.

I'm charging them a fair amount, and I wanna just get them as cheap as possible. And so I'm gonna refer to whoever and, or they can choose whatever pharmacy they want or, or will use one that this private equity group has told us is gonna be cheaper across the scale, whatever it is. So you know, I'm coming with a commodity. 

What is it that the pharmacies could actually be doing for them?. 

[00:08:26] Terry Malanda: Well, I'll tell you what we do. And I know that we actually do the things that we say we do. For example, as soon as the patient starts out with us, we give 'em a full education on what to expect next. We also always, if the patient has any medications in their order, that qualify for discount programs, we encourage them to, we tell them we educate them on the discount programs and encourage them to apply because you never know the discount programs we happen to be, if we're always the number one pharmacy. For the discount program that our company runs with Toronto with compassionate care. I think there's been a consolidation of several pharmacies, and now we're kind of neck to neck, but I know that that is a result of all the education that we give patients.

We apply coupons. We're always looking out for the best price. We always offer the best price. And when we offer a price, we don't increase one thing to decrease the other. We have never done that. We're very proud of the fact that we're very transparent. With our pricing and kind of stay away from what I call gimmick.

Because I think the fertility patient has plenty to deal with and to have to try and figure out the very complex world of pharmacy pricing. We assist the nurses tremendously. So the other thing we say to clinics is with us, let's fax it and forget it. So whether the prescription comes in electronically or via fax, we are gonna handle it from there.

We do absolutely everything from A to Z. And if the patient, for example, in the insurance company, if it's mandatory, a situation where the patient has to use their own pharmacy that is with their insurance company. And we determined that the coverage is there. We handle the entire transaction and we notify the clinic. So, this way the patient always knows what's going on and the clinic always knows what's going on. We also try to work and really customize services for the clinic. So if you're a new clinic with our facility, we would ask things like, how do you prefer to be contacted?

You prefer email. Do you prefer to leave a phone call, get the right contact people. And we really do a lot of work up front to make sure that we're maximizing their time, not interrupting as much as we can and making it easier for the staff at the doctor's office. ‘Cause nurses work very hard, and doctor’s time is very limited.

We are fully aware of that. So we have an entire prior authorization department. We make sure the patients get their orders. And if the patient, if there's some sort of a delay, we make sure that we're contacting the doctor's office and contacting the patient and they, and trying to figure out a dose for that day.

And we're very highly successful at that. That usually happens like if in a very bad storm, I mean, I'm sure every office knows that sometimes when the weather gets in the way you, you're not able the patient is not able to get it, but we also, that's another thing we do. We watch the weather across the country.

And so when we see bad weather coming, we anticipate that we have a way to contact all the patients and get their order out either before the storm or after. So we do a lot of behind the scenes work and that takes a lot of service. It takes a lot of employees and, quite frankly, it's expensive.

But as far as providing those services. If you compare our pricing to other pharmacies who may not provide exactly the same degree of service, we're usually, if we don't beat 'em, we're right in that ballpark. So, I just believe that service matters to a patient. I was a patient, my husband and I got into infertility because we couldn't conceive, we had trouble.

I was 28 when I started trying, and I got pregnant when I was 34. So you know, it was, I dealt, we didn't do infertility back then. And I dealt with a different pharmacy, and I just was not very happy with the level of service, being a pharmacist, myself. I knew what you can do for patients. And so we just decided to specialize in infertility.

I mean, we were very lucky. We did a frozen embryo and that worked, and then our, daughters, they're 20 months apart. And she came without any help, which is amazing. So we have two miracle children who are grown now. And we absolutely are passionate, and we love doing what we do, and we love the feedback we get as far as how much we help the patient, and frankly how much we help the clinics.

And I'd love for you to interview some of the doctors that use us and, and ask them that question, because I'm pretty sure that they would vouch for everything I'm saying. 

[00:12:43] Griffin Jones: Well, I know that if I interviewed different pharmacy owners, though, that they would say the same thing. So give me a couple of tangible examples of what practice owners should be looking out for, like, the level, like the specific service that makes a difference either in the care that the patient is receiving, or that is reducing staff burden. Because I don't know if Duane Read is still in business, but if they are, and I'm the CEO, let's pretend they are.

And I'm the CEO of Duane Read, and decide, we're gonna launch a specialty pharmacy infertility that my executives are saying the same thing. And I'm saying the same thing about the quality of service. And we got the best quality of service. And so what are the actual, like, what are as tangible as you can get?

What are those things that, that make the difference for patients and staff?

[00:13:34] Terry Malanda: Well, to be honest, any pharmacy, and I said this to doctors when I visit them and I'm trying to get them to prefer patients, any pharmacy. You're absolutely right at the beginning, you, you have a box of medication, you put a label on it and you, and you either ship it or get it ready for the patient’s pick up.

Right. Apparently, on the outside, pharmacy should be very simple, but it's all of the services that I've detailed. And it's not just saying that you do it, but actually performing the service and actually getting involved in solving the problems and the issues and the little idiosyncrasies that come along with, if the patients enduring their cycle.

For example, one of the things that we do that I'm, I don't know, you know, I'm sure maybe other people do, but I don't know. We take a complete history and we actually preface that to patients by saying that this is the only thing that we're filling for you. So we need to take, we're gonna ask more questions than your typical neighborhood pharmacy, because typically when you go to a neighborhood pharmacy, They wanna know your name, your address, your allergies.What's required by the board. 

We go a lot further than that. We take a complete history of medications that they're on, and we also take a complete medical history. And we had had patients who have had conditions where they really shouldn't get a cycle, and, but they forgot to tell their doctor. And we have one particular patient, this was probably the best story we've had about six or seven, but, well, the best one was, we had a patient who had, had an estrogen-independent cancer. And when the pharmacist reviewed her initial information, she reached out to the patient and said, did you discuss this with the doctor? And she said, well, if she wasn't sure if she had discussed it, she had, if she had been specific about the type of cancer she had, so she actually had to call her clinic back.

It was, it was a long issue. So what ended up happening is about a year and a half later, she called and spoke to one of our pharmacists, the one who had called her, and she called and said to, she called, thanking her for saving her life, because what happened was she delayed treatment while she was getting all of her treatment.

And her cancer came back without having started any treatment. So she had a three year old who was a naturally conceived child. And she said to our pharmacist that she shudders to think that, had she started treatment, she would've thought it was a treatment that caused her cancer to come back.

So we got involved in a clinical pharmacy. We do get involved on a clinical level as it pertains to medications. And also as it pertains to medical conditions And I think really a better answer to your question is that, you know, this, I hope this doesn't sound selfish, but it's what we hear from clinics.

A lot of people say they're gonna do what, what certain services, but then it isn't provided. For example, there are patients who have coverage. We call it hidden coverage because there are some medications that are not specific to IVF, and we can run those through insurance, and we'll take the extra step of doing a prior authorization with the assistance of the physician's office.

And oftentimes that can save patients hundreds of dollars, but typically what we hear, and the reason we get referrals, is that sometimes those patients, if there's no infertility coverage, they're just cashed out. The benefit is not investigated. We have a team of four people who do just investigations for insurance.

So, I think it's a matter of providing the service that you say that you're going to provide. And our staff does that, and they do it really well. So, I'm very proud of our staff. Honestly, the training comes from the top, but it's there carrying out of providing the services that constantly give us great reviews.

And, and I think it's important for the doctor's office to be proud to recommend the pharmacy. And it's a reflection on them. So, we put a great deal of pride and dedication into our work, because we know that, at the end of the day, we're representing them as well. If we, you know, we're representing the judgment of that doctor's office.

And we take that extremely seriously. 

[00:17:38] Griffin Jones: So, that you're, you're kind of getting to my next question, which is, is it enough for the doctors to care? Because I believe that the patients care because they say they do, there's yours, and a handful of others, that have really good reviews.

And you can, you can see what patients are saying, the reason why, part of the reason why you're on this show and, and I would allow a couple other people in your space to, to be in your seat right now- but not everybody- but, and part of the reason why it's you is not just because I know I've known you and Eddie for years, and I know that you're awesome.

People, I've never been a patient. So I don't know about that, but I do know how to read what patients are saying. It's overwhelmingly positive. And so I believe that, okay, it's enough for patients to care, is all of that enough for physicians to care, Terry? 

[00:18:26] Terry Malanda: Absolutely. Because I think that. Doctors truly care about their patients.

I don't know if they understand just how important it is to recommend a good pharmacy, but I do believe that doctors wanna do the best for their patients. I mean, I come from a family, I'm the black sheep. I'm the pharmacist, you know, half my family are all doctors and I, I see it for myself. I mean, I can tell you my sister's a gastroenterologist.

I can't tell you how many times over my lifetime that she's, being a doctor, we've been at Thanksgiving dinner, and she gets a call. She has to leave and go to the hospital cause someone is bleeding and you know, it's not, I'll be there in an hour. It's medicine. It is an extremely dedicated career. I mean, I don't know if the general public truly has an appreciation of just how hard people have to work to become a doctor, how hard they have to study. And I do believe that doctors care very, very deeply about their patients. I just, I don't know that. And, and I believe that many of them do completely understand the difference that the right pharmacy can make. However, I just don't know if all doctors know that.

So I appreciate the opportunity, obviously, to speak to you, because you're asking really great questions. And if a doctor recommends a pharmacy and the assumption by the patient is that they're gonna be well-treated and well taken care of, and that they're not gonna run into a gimmick, or they're call is not gonna be unanswered, et cetera.

So we think about it. This is getting your medications, is, like, is like the -what do you call the pre- what do you call, like a movie?

[00:20:03] Griffin Jones: The trailer? It's the trailer to the movie. 

[00:20:05] Terry Malanda: Getting medication is almost like a trailer to what's about to happen, because a lot of times, you're preparing sort of, but getting your medication, that experience is almost a trailer of things to come.

And one of the things that we also focus on is the psychological aspect of pharmacy. So we try to soften the blow and we educate our patients. You're gonna get a box, it's got a lot of things in it. However, you're not alone, you're gonna use one thing at the same time. I'm sorry. One thing at a time, you're going to be guided by your nurse.

Any questions you can call the pharmacy and that, that sticker shock of, of just opening up a box and seeing a whole bunch of needles is quite scary. And we started to do something about that when Eddie, my husband who's really in-tune with so many things, it's unbelievable. He was looking on YouTube and he started to, he found videos of people opening their boxes and looking at everything that was in it, and the look of shock and horror on their face, and years ago, we started to do that where we, we prepared the patient for the opening of the box there, they can call the pharmacy, and we can go over all their medication with them.

That's offered. And we also include things in the package to, to just so the first thing they see is beautiful and inspirational. And I, and, and we, our objective is to make people smile a little bit and look forward to the treatment as a positive thing. Not ever give false hope, because I don't think anyone in this field ever does that, but certainly just start this journey, best foot forward, and do everything that you can do in your power to increase your success. And by that, I mean we try to prepare people to be prepared, to be a good patient, a compliant patient. Because I know that, years ago, we used to get a lot of patients who would call and say, I forgot what dose my nurse told me to get tonight. Now, a lot of things are electronic now, so that has reduced, but years ago, when everything was just paper and you got a phone call before three o'clock, or before four o'clock, people would forget to write them down.

And we started preparing people for that. This is what you can expect when your nurse calls. Have pen and paper ready, write it down so you don't forget. Look ahead. The next few days, look at your medications and anticipate your needs, make sure that you have what you have, a huge one is to have the trigger, the trigger shot.

In my opinion, my humble opinion, is the most important injection in the whole, in the whole course of treatments, because anything else, if a patient makes an error and under-doses or overdoses, you could probably the, the reproductive endocrinologist can fix the problem. You, either, you can work with that.

You do bloodwork and you can work to correct that error. But if you don't have your trigger shot, when at the moment and time that the doctor needs you to inject, that's a big problem. So that's another thing we honestly, we don't have that problem because we educate people to, even if you're paying cash, your trigger shot is your insurance policy that you did not just throw away the last 10 days of your life- treatment.

And we educate patients on that. And we do it in a way where they understand what the importance of it is, and they always purchase their trigger shot along with their medication. Because it's that important. And it's knowing all the nuances of infertility and the things that can happen, or the things that you can prevent, and the amount of education that we try to instill in our patients and in writing, and also verbally that matter.

[00:23:30] Griffin Jones: So, now physicians are trying to think, okay, there's, there's a difference between pharmacies. I guess I've been hearing this from my nurses, or from my staff, and, okay, I'm starting to see that. Maybe it isn't just ‘send this piece of paper out, have the meds come back’ and that there's more to it.

You talked about consolidation and some things being different because of consolidation on the clinic side, it makes me think of something my dad says “the more things change, the more they stay the same”. And sometimes I think like, oh, that's just a ridiculous saying that my dad says, but I can kind of see what that means when I'm thinking of clinics, like, more things change, the more they stay the same.

So what is in the last couple years, just at a high level, what's different in the pharmacy world, and what's the same with consolidation happening. 

[00:24:15] Terry Malanda: I think the only big difference I see as a pharmacy and consolidation is when clinics will lock in with just one pharmacy or two pharmacies.

And I think that that's kind of the insurance model, and anyone who's ever had to use mandatory insurance, it works great for many people, but then there be, you know, we're in America, we should have competition. It's not a one size fits all. And what I like to see is, you know, obviously we never go, shouldn't say never, but it's difficult to go back to the old days.

But I think patients should have the freedom of choice to compare and go to whatever pharmacy they choose. And a lot of times just by calling around for a price call they get a feel for who they wanna deal with. And I think that's, that's, one of the things that has changed in the pharmacy world a lot is the consolidation and then picking one, you know, one horse in the race.

Well, what if the patient doesn't have a good experience? How does that reflect on the, on the, clinic? So, I would, I always say, I'll compete with anybody. I'll put up my staff against any staff. And I would like to see an open market of just having a variety of pharmacies to choose from, and let us all compete.

But when, when people compete, the consumers win, and that's always been the case. I honestly, I don't think I can think of anywhere where, any instance where that's not the case. And as far as you probably shop a lot. So some people like Macy's more, some people like TJ Maxx, some people like Bloomingdale’s, and sometimes you need to go to different places to find out what you like best, but having the freedom to experience.

[00:25:59] Griffin Jones: I'm all Barney’s all the way, Terry.

[00:26:01] Terry Malanda: Are you? 

[00:26:03] Griffin Jones: No, not quite, but I like fooling people sometimes. 

[00:26:07] Terry Malanda: Well, I just took my son to buy some suits, I should have spoken to you, ‘cause I haven't had to buy a suit for my son in years, but he's in law school, so he needs suits now. So yeah, it's, I think that there's been a very big change in the consolidation now.

The interesting thing is going to be, to figure out what wins in the end. I'm gonna, I'm betting my horse on, I'm betting on the horse of service. I'm betting on service. I think that at the end of the day, patients are gonna want to be treated really well during such an emotional time, during a difficult time.

I mean, women are so strong. They really are. It's unbelievable to me that, I mean, I was a patient myself, and I was proud of the way I handled it. We're jacked up on hormones during this, and to be able to go through your everyday life and keep your calm, and be kind to others while you're jacked up on hormones, is not easy at all.

But I think that we're so focused on the goal of getting pregnant, that whatever they tell us to do, we're going to do it. And it takes a large amount of strength to be able to, you know, go through this treatment. And then, as a couple, I know that it puts a lot of stress on a marriage, or on a relationship, because it's all-consuming when you're going through it.

I think a lot of women have the same experience I did when I was trying to get pregnant, and it took us four-and-a half-years to get pregnant. When I was trying to get pregnant,  all I would see, wherever I went was pregnant women and babies. That's all I saw. It's kind of like, I always compare it to when you're about to buy a car, and if you're gonna buy a car and you decide that you want, I don't know, like blue Volkswagen, right.

And you, you're on, you're on the highway, that's all you see or you see, you know, that you're so hyper-focused on one thing, and what your chore is of finding one that that's what happened to me, at least. And I know I've, I've spoken to, I couldn't count how many women I've spoken to going through this, and they have the same experience when you first start out.

It's not as grueling, but once you’ve had a few, if you are lucky enough to get pregnant right away, that's fantastic. But if you've had more than one failure, it begins to really dawn on you this may not happen and I know that would. 

[00:28:25] Griffin Jones: And we're definitely starting to see, see this, this ability to choose service go away and that people might want.

So, because I'm going through all of this, I wanna be able to choose someone that's really easy to work with. That really adds value to the education that I need going through this. But I can't choose because this is the pharmacy that I have to use. And I'm thinking a lot of doctors are probably listening and saying, that's not my fault, Terry.

 I would, you know, I refer to a number of different pharmacies, but if they use this insurance company or if they use this employer benefits broker you know, unless there's a shortage somewhere else, whatever it might be, they have to use this pharmacy so where is like the strain on choice starting to come from?

Is it coming more from, from clinics being consolidated or is it more from a decrease in cash pay in the marketplace? 

[00:29:13] Terry Malanda: It's definitely coming more from the consolidation, from what we've seen now. There are also plans, as you mentioned, that are selecting just one or two pharmacies to deal within a network.

And I mean, we're in talks with all those companies. And I really feel like eventually will be allowed in because, as they grow, they'll have more needs for more pharmacies, and more, you know, treat more people and service more people. But I see it a lot in the patients who are still paying out of pocket, and they're being referred to a pharmacy now.

We don't have any exclusive deals at all. I can tell you that any office that recommends us recommends us because they like to work with us. But, we don't have any exclusive deals with anyone. I've never even asked for one. Maybe I should, maybe I should start asking for exclusive deals because our service isn't gonna go down.

But, we definitely have gained the trust over the years. I've been in infertility for about 28 years now, strictly pretty much all infertility. We started doing strictly infertility. About 20 years ago, we do nothing else. That's all we do, even our compounding services, all we do is compound sterile and non sterile for fertility patients.

We've actually turned down hormone replacement requests. And not that there's anything wrong with hormone replacement, but we wanna keep our focus on the fertility patient. And the more you order things down, the more difficult it is to offer the kind of service that we do. 

[00:30:38] Griffin Jones: I wanna talk about that compounding, but you kind of like you, well, you tickled something in my brain that, I mean, you said you haven't approached anybody about it, exclusive deal.

And I'm thinking, well, why not? Like what there's, you know, six big networks. And then, you know, if you broke them up into a couple groups, there's a few, like really large groups in the country. And then you add Canada and there's one or two more in there. And, and so I think like, well, why not?

Why not broker a deal with one of them or approach one of them, you have the services look at how we can make this part of your end to end excellent patient care. Why have you not gone that route yet? 

[00:31:17] Terry Malanda: Oh, like I said, I might have to start because sometimes, if you can't beat 'em, you have to join them.

Right. But you've known me for a long time, I think for years. And Eddie and I have beliefs and we truly try to run our business with those beliefs. And, one of those beliefs is that we truly believe that the patients should have recommendations and then go find the better one or what they, where they feel more comfortable.

And to be honest, we have grown consistently year after year after. And it hasn't been by forcing anyone. Do we make every patient a hundred percent happy all the time? No, but I would say we're 99.99999%. No, no kidding. No exaggeration. And we're very proud of the fact that we've grown organically.

We've grown through recommendations and from good service providing the best service. If the market continues to change to a point where we're gonna have to, you know, bid to be the only pharmacy, we might have to do that. But so far we have not approached any company. We have gone to every company and been allowed to be one of the choices in the network.

And that's what we're working on. We wanna be one of the choices once. We're one of the choices in the network. We want patients to pick us. We don't, it's hard. I don't even know how they do it. It must be hard if you're forced to use one doctor or one pharmacy, or, you know, to be forced to do anything is not something that.

I would prefer to be a part of, so I'll leave that door open because obviously the market keeps changing to a point where we start to not grow organically. Then we may have to change our business model, but I'd rather stay the course and hopefully make others understand that people need to have freedom of where they go for their medical services, whether it be pharmacy or a physician or anything else, I'd much rather.

Stay the course. And I'm not gonna, we're not gonna change the world, but IVF is not that big of a market. So I kind of hope to stick to our guns for as long as we possibly can. And try to affect the positive change. That's gonna be positive for the patients and positive for the clinics to be able to, we have doctors, we have doctors who used this for years and now their clinic has consolidated and they can no longer send to us.

They're not happy about that. You know, so I'm proud of the fact that they're not happy about that. I'd love to have their referrals back, but the market is small enough, yet big enough, where we can make up the difference for any losses. And like I said, we've grown year after year and it's all been organically.

We're gonna try to keep that up for as long as we can. And we listen, if we get, if we do get a negative review, We definitely act upon that. We find out what happened. We investigate. And sometimes the negative review is, you know, 

[00:34:10] Griffin Jones: Sometimes there's nothing you can do about it. And sometimes, sometimes there is like what I'd say, and, and for the doctors listening, because they especially get sensitive to negative reviews.

[00:34:20] Terry's talking about the importance of the trigger shot here, and how that is like an insurance program for patients in and of itself. It's so tied into the outcomes of success. It's so tied into what they've invested already, and these are the things that Engaged MD helps with. Engaged MD's model helps with pretreatment education so that your patients know this stuff cold. It's not: they have to cram it all in the office, and they're like a deer in headlights. They're consuming this information at their leisure. They can do it on repeat and they get true informed consent along the way they check in with the module, making sure that they understand.

So by the time that you are talking to them or that your care team is talking to them, you are answering the questions that are really specific to them, making sure that they're able to comply with the protocol the whole way through Engaged MD helps with this because there's otherwise too much at stake for your patients.

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So you can put your patients and staff in a much better position and have much better educated patients so that they don't lose out on things that they could have known. Had they received the information at the right time, in the right way, engagedmd.com/irh.

 [00:36:03] Sometimes there's nothing you can do about it. And sometimes, sometimes there is like what I'd say, and, and for the doctors listening, because they especially get sensitive to negative reviews.

It's, you're looking for the patterns over time and it takes a really thick skin. But it's the right balance of, of humility, but not kowtowing to what everybody says. It's, you have to have the thick enough skin to be able to take in all of the feedback, knowing that not all of it is valuable or true or PC to, to distill down to the patterns, what are true.

And it's hard to do. And so I'd say like, if you, you know, one negative view, don't sweat on it, but when you do have when, and, but that's the benefit of quantity in feedback that if you do have thousands of customers and you can get hundreds of responses and, you know, two dozen aren't the best.

Well, then you look for the patterns between those two dozen, and, and so that's something that you do if you've given us a snapshot of, kind of the trend that's happening with consolidation. What about with compounding? How is this all affecting the way pharmacies compound or is it?

[00:37:18] Terry Malanda: Oh absolutely. Let me just go back to the review thing for a second. Sometimes our negative review is when a patient wants something that's simply illegal to do and, and we can't do it. So once in a while we, we sell drugs, right. So we cannot just say yes to everything, but we once in a while, someone is unhappy about some and we definitely start, you know, look into that.

[00:37:38] Griffin Jones: Oh, that's just a little, not, not from Mandell’s, that's coming right from Grif for all the enterprising street drug dealers out there. There you go. There's a lead gen source for you. You just go to the negative reviews of pharmacies when they're complaining about something that the pharmacy can't sell them to you.

There's your market. Just kidding. Legal disclaimer. Just kidding. Okay. 

[00:37:58] Terry Malanda: Disclaimer. 

I get it though you asked me about compounding, how that's changed. I'll go back a little bit historically, most pharmaceutical companies, if not every single pharmaceutical company that has ever existed, they started out as compounders.

If you ever saw the movie, It's A Wonderful Life. And you remember the scene with the pharmacist, you know, the scene right? Where he?

[00:38:19] Griffin Jones: Mr. Goer, I was trying to think of the pharmacist name. The pharmacist's name is Mr. Goer. 

[00:38:24] Terry Malanda: Thank you. I should know that, but I don't. But George realized that he had put a poison in the capsules.

And so you remember that scene, that's how all pharmacies started out compounders. So compounding is an ancient art, as long as medications have been made or are tried. And there was a time when there were no pharmaceutical companies, then some of them had formulas. Some compounders had formulas that they found to be very effective and would be very popular.

And so they started to market the mass market and that was the birth of pharmaceutical companies. So. Compounding fits special needs for people. Not all of the compounds that are made in for the treatment of infertility are of it. None of 'em are available in the market on the market. So sometimes there are certain doctors who have protocols that require us to make special products that are going to help the patient get pregnant, create the right environment for the uterus and for, you know, increase the efficacy of the other medications and allow the patient to get pregnant.

How that's changed is that years ago, I'm gonna say this is about eight or 10 years ago. A lot of changes happened. There was a huge tragedy that happened in New England and that kind of woke everyone up as far as government agencies. And so the government started to change a lot of the rules and regulations and got much stricter.

With compounding practices and put in a lot of new and not easy to achieve regulations on books that combat pounding pharmacies have to follow. So a lot of people ran away from that. We built a bigger lab. That was our response was let's build a bigger lab, USP800, USP797, USP795 compliance and get several pharmacists certified to do sterile compounding.

I think that a lot of, I don't think I know that a lot of the pharmacies are outsourcing compounds and not necessarily a bad idea to do that, except that some patients. Don't like that because they have to now rely on two pharmacies to get what they need. And sometimes it's more than that.

Sometimes there are products that maybe a pharmacy doesn't sell. And so they have, they end up using two to three pharmacies. And what that's one of the reasons that some of the nurses, some of clinics are happy that we, we have everything that they need. Like, whatever it is that you need, we're gonna be able to make it, whether it's compound or any other medication.

We have everything that the patient is going to need to cycle. And you don't have to worry about. Tracking to see if a pharmacy sent it and then the pharmacy be sent it that they both get there at the same time and is every ready for the patient to start. So that's how it's changed compounding for us.

It's actually been a bit, a huge benefit for us to be able to compound. 

[00:41:12] Griffin Jones: This might be my ignorance. Hopefully somebody else is wondering it so that I seem less dumb. But you mentioned in the Mr. Goer era. So back then, he probably would've been, not even called a pharmacist, right? Probably would've been called a druggist back in those days.

A druggist and you said from the druggist was born the pharmacist and born the pharmaceutical manufacturers making do actually making the drug. So why did compounding stay on the pharmacy stream and not become the responsibility or the role of the pharmaceutical manufacturer?

So I wouldn't you know, if we're lacking compounds, then why doesn't the doctor called the drug maker and say, this is what needs to be made?

[00:41:54] Terry Malanda: Because there are so many, for example, I'll just say market dose Lupron, I'll use a really good example for this and thank you. That's a great question by the way.

Cause it begs the question of why aren't manufacturers making it so micro-dose, leuprolide the typical three strengths that we make it in, which are the most popular 40 per 0.2 50 per 0.2 and 40 per 0.1. So it's 40 micrograms of lide in 0.1 or 0.2, right? However, there are different doctors through the country that they want 10 micrograms or they want 20 micrograms so there are variations. So anyone can make that, but in the world of compounding, when you make a sterile compound, you can only assign it. And I won't get too technical, but it either nine days or 14 days, depending on the circumstances under which they were made. And by that, I mean, for example, if I'm making a compound, the first two needle punctures, make it a 14 day compound.

If I have to put a third needle in the valve that that becomes a nine day compound. So with the variety of different strengths it difficult for a pharmaceutical company to make one or two strengths in enough quantities to make it profitable for them basically. So it's a very small part of a very large selection of medications that are used in fertility. And then for example, in progesterone when we give dating to compounds for example, our pharmacy, we had to do studies on the three main strengths that we picked. We did studies, their extensive studies are very expensive to do and very detailed.

And then if you can prove to the FDA that your compound is good in that container for that amount of time and that it's a sterile product and this really holds until your expiration that you can give it dating. So work with the dating. We have some studies that show things are good for six months, but we only give it four months or three months just because we wanna be conservative with our dating.

 For example, another reason to, with compounds that one of the biggest things that we compound is progesterone and oil, and that is commercially available. It's available in Sesame oil and it's fairly inexpensive, so it works great, but it's a small cross sensitivity, but there is a cross sensitivity between Sesame, which is a tree nut and any other nuts.

So peanuts, cashew, anything. So any patient who has any kind of an allergyto a nut, you don't wanna risk using Sesame oil, maybe nothing happens, but there's like a 5% chance that you could have a reaction. And obviously in someone who's trying to achieve a pregnancy, you don't wanna have this complicated by some sort of severe allergic reaction.

So there are doctors that use strictly But there's one or two or three clinics in the country that I know of that strictly use the compounded formula because there's so many people now with allergies and nut allergies, and sometimes they don't even know they have it. So they prefer to use something that isn't gonna give 'em welts or swelling and itching, et cetera, because the, the reactions can be mild or they can be severe.

It typically they're mild, but if the patient gets pregnant and has to stay on progesterone for six weeks, it's pretty hard to inject six weeks into an area that's very sensitive and swollen and itchy it's torture. So the, a doctors who opt for that if they see that the patient's having a reaction to Sesame.

[00:45:16] Griffin Jones: So you can have challenges with compounding things like PIO or in general, it's certainly an inconvenience to the patient. If they have to go to more than one pharmacy for, to get a compounded script. But you said that the other pharmacies will reach out or refer out to other pharmacies or they'll outsource the compounding.

Do they ever outsource to you? 

[00:45:38] Terry Malanda: Well, we get a lot of we do get patients that the prescriptions are transferred to us. And that's, you know, that we do help patients. We're not gonna turn patients out. So we do help patients. That being said, we have to be careful with that because as I said, we really focus on service, Griffin, and we had it happen a few years ago, where all of a sudden when all this happened, They started to refer to us.

And so what happened was we increased our batches that we make, we increased the size, but then along time, the holidays, and so less people cycled, we ended up throwing half the batches away. It was very unpredictable, extremely unpredictable. So we try to focus on servicing the clinics that are using them.

We bundle price and we try to make sure that we don't run out of product that has dating. ‘Cause obviously part of the reason to use our pharmacy is that the inject the medications have dating. They have good dating. So if you get the later week or they get the later month you, you could still use the product.

And ‘cause it was specifically made to be used within a certain amount of time. 

[00:46:44] Griffin Jones: So you may have answered my next question then, which was gonna be, is the market big enough to warrant a compounding only pharmacy that is outsourced by other pharmacies? And so if the trend for other pharmacies is to move away from compounding to outsource more or is there a, is the market big enough for one person or one pharmacy just to say, okay, we're the compounding pharmacy, all of you can outsource your compounding to us, and then we'll do it for you.

 So this is now specialized enough that you don't have to have it in houses, does the market bear that. 

[00:47:17] Terry Malanda: I think it could, but compounding is so highly regulated that I think that it would, if you consolidate that portion of it, I think prices would really skyrocket because testing a batch is very expensive training your pharmacist, it's ongoing training or all the time that's expensive.

So it would be difficult, is it big enough.

I would wanna be that pharmacy put it that way. I think you would have a lot of waste because IVF happens in weight. So we usually try to compound based on sales, which is kind of what you're supposed to do, but when the market slows down, you'd end up throwing a whole lot of product away.

And if, you know, we could take losses that are small, but if you had to take a loss that big, that's a good question. Maybe if you had more dating for more products, there could be a pharmacy that did compounding. We're certainly set up to do that, but like I said, we focus on taking care of mostly our patients and we don't turn patients down, but we do focus on taking care of our patients.

So for example if we're in danger of running out of my 90 day or 60 day compounds, or I may have to make them a 14 day compound, we don't turn 'em away, but they don't get the benefit of having the extra dating. That's kind of the problem that you would run into. But a lot of, I think that's some of the pharmacies that compounding now have dating on progesterone.

Not all, some other pharmacies do have dating on their compounding, but some of the pharmacies that are doing the outsourcing, they don't necessarily have a lot of dating. So that's another factor that you have to consider. I guess that's what we've heard from patients. 

[00:48:57] Griffin Jones: Then what do you see as what's going to change or you think are gonna be the biggest changes in the field in the next five years?

So I, particularly as it relates to the pharmacy space, but the IVF field in general, what are you paying in the next three, five years? 

[00:49:12] Terry Malanda: Definitely consolidation. That's I think that's a big factor that's happening. There's a famous well famous to, I mean, everyone in the audience will know what I'm talking about.

But years ago there was a partnership that was made between a pharmaceutical company and a particular pharmacy and that in the end it didn't work out. So I think that this is going to be for a while and then services are going to change and come back. One thing that I have to mention that I think is a big change and I think a good one.

I love men, no offense to men. Yeah. I have a son. I have a husband. I love men. But it's nice. 

[00:49:47] Griffin Jones: Right?

[00:49:48] Terry Malanda: No, no, it's just nice to see so many women prominent in the field of, in for two have pioneered. A tremendous amount of the research and they've come up with the treatments, et cetera, et cetera. But it's really nice to see that a lot of women are getting really involved in the business and, and coming up with business models and service companies.

Some of them have done very well. Some of them haven't done well, but it's just nice to see that in a field that it's so much dependent on, on the, the person carrying the baby, it's really important to, to see that women are getting into that field. And I kind of like it, I think I'm the only female pharmacy owner, I think, in the country.

I'm not sure, but I'm pretty sure, I don't know any other female, there were was one, but she had retired and it just. 

[00:50:36] Griffin Jones: You're ahead of your time. 

[00:50:38] Terry Malanda: Huh? 

[00:50:38] Griffin Jones: You're ahead of your time. I don't think we'll be saying that 20 years from now. I hope we're not. 

[00:50:42] Terry Malanda: No. 

[00:50:43] Griffin Jones: But I don't think we will be. 

[00:50:44] Terry Malanda: Absolutely not. And that's one way where I I'm seeing the market changing a lot.

And it's nice, you know, when men and women can come together and really set a goal and, and really go after it, I think I'm a believer that men and women think differently and that it's a great, it's great. When you put that together, you come up with excellent ideas. Because we believe that different people see the world in a different way, and it's great when you have different and not necessarily just men and women, just different people, putting their heads together and coming up with innovation and coming up with great thoughts.

And you can't put yourself in everyone's shoes, you know, it's you could say it, but it's hard to put yourself in everyone's shoes. And that's one thing I always try to do because I'm, I'm now older. I'm not in the age group of women who are going through infertility. And I always wanna listen to the, to the people who are in that age group.

And that's what we try to do as far, or is like marketing. And how are people thinking about different things, new trends, you know, it's just changing. The popular nation is changing. Our society has changed. And I think it's great to see innovation catching up with those changes and with all those changes and with all that individuality.

And I think that service is key to kind of, to tie it all up and a knot. 

[00:51:57] Griffin Jones: So that I wanna talk about it a little bit. So I'm with you on the first two trends, more consolidation, at least for a while, more females in the executive and founder roles, I see that and so for you, is coming back to service, is it a Renaissance of service?

Is that something that you really believe is going to happen, or is that wishful thinking? Because my answer might have been different than it was eight months ago. I wanna talk about that, but is it for you? Is it something you really believe we're gonna have a Renaissance of service or is it-you hope we'll have a Renaissance of service?

[00:52:26] Terry Malanda: Here's what I believe. When the service aspect goes away, things will fail, and then service will come back because that already happened with the example I mentioned earlier. So I believe that you know, we've always said we never wanna get so big that we lose the personal touch, and we mean that we really do mean that.

And I think that when things get so big and so controlled in a matter of, you know, where profit becomes the number one driving force and that's, that's the force, the service aspect falls apart. So I think it's wishful thinking that will happen. Does that answer your question? 

[00:53:07] Griffin Jones: A little bit, but I'm starting to see more evidence for your hope here in what's happened in the overall economy the last year and a half, since people have like, oh, like I'm not gonna work my restaurant job, or I'm not gonna work this service level job. Or, or even in client services in marketing agencies in 2021, there was a, for 40, the average understaffing of agencies was 40% in 2021. It was we're understaffed for 40% we were. And so was the national average and the quality in terms of like, delivery. We still delivered every, but of, like, just that extra service. Absolutely it's offered for us. And I'm admitting it to everybody here and, but also everywhere Terry, like I ordered a, you know, I ordered like a late night meal a few weeks ago and I ordered it at, at, you know, like 9:30 or something.

And, and then I go at, and I get there at 9:58, they close the tent and they're just closed up. And I'm like, I called ahead. I ordered, we’re closed-up. We're done. Or like, or all of the places that you called to make a reservation. It's just, nobody answers the phone or you make your order online.

And, and they say, okay, we'll deliver it next. You know, we'll deliver it on Tuesday and it's like a week later. And this is just across the board of, oh, really felt service suffer. 

[00:54:25] Terry Malanda: I'm absolutely with you. But I would say this and I'm probably giving away more information than I should, but I would say this, you have to make your employees care about what they're doing.

And you have to, if that your employees don't care, if they don't understand, if they don't get it, that person doesn't belong in your, whether it's a restaurant or it's a clothing store or it's a pharmacy, or it's a doctor's office. I think that if you're not able to inculcate the importance of what your, these patients are in the case of pharmacy, what these patients are undergoing, how important it is to them, how they're, you know, people are taking out loans to pay for this.

They've been saving for years to pay for this. And if you can't get people who have a good enough heart to, to get that, to really understand. That, then, your service will go down. We spend a lot of time doing that. It's the urgency, the importance, the care that they have to have. And I can tell you that we coach our employees.

We will talk to them if they just don't get it, or if they don't answer those, we've had employees, like, leave a five o'clock to five o'clock bell ring, and then there's a message on their machine that they never picked up. But luckily we have other employees who check every phone before they leave. So that's a taught behavior and you have to go through a lot of people before you get the right people.

In the case of restaurants, that's a tough one where him, because you know, that's a tough one, but in our case, I think it's not difficult to have people if you're lucky enough to find people who have a good heart, I don't think it's that difficult for them to understand just how important their position is.

And their role is in this patient's journey and in this patient, having everything that they need. And we really instill a sense of urgency in our staff. So that every patient who needs to be serviced is serviced every day. Have we ever faulted on that? Absolutely, once in a while, a fax doesn't get through or something, you know, technical, it's usually technology actually.

But, and have we had employees who didn't answer an email or did not answer yes, but then they're spoken to it. If they can't correct that behavior. You have to run a tight ship. I would say to answer that question, you have to run a very tight ship and it has to be very personal. 

[00:56:45] Griffin Jones: So you don't think it's as hard as restaurants in that sense, but I think it is Terry.

I think it, and part of the reason why you're feeling a little bit less in that sense is because you're always on top of it. And my hypothesis is that it's either a virtuous cycle or a vicious cycle. And for those that are in the vicious cycle, it takes a lot of discipline to get out.

And the virtuous cycle takes a lot of discipline to stay on it. But whether it's a restaurant or a client services firm or a pharmacy that I bet you, you know, if we were just starting out Terry and like we're recently qualified pharmacies recently qualified business people have good hearts, it would take us a, a, we would have a lot of pain in trying to build that team eventually.

We would do it because of who we are, but that's my point is that it, it is a constant investment to be able to, to do that. And, and now I'm really starting to pay attention to, like, even companies that are known for, renowned for their service are, have suffered. And I've been paying attention, like, who in this unprecedented labor market?

We’ve never seen anything. Like it is still able to offer quality service. Those are the people that I'm really paying attention to. 

[00:57:55] Terry Malanda: Yeah, no, I agree with you and not to change a topic, but COVID has affected this country in so many ways. And as far as the economy, I just don't understand a lot of things. I don't understand how people aren't going to work, but yet a lot of businesses are thriving and it's just, none of it makes sense right now.

So I agree with you. I think that's a little bit of what you're trying to say. Right? Am I wrong? 

[00:58:20] Griffin Jones: Yeah. I think, and then part of it is because it's like, well, I think part of the reason why people are doing well, it's like, yeah, I could go to another place to get that meal, but most people are in the same boat right now.

And so it's like part of the reason why they're doing well is, is just because this is happening to everybody. And so there are so few people that it, that really is reliable service every time right now. 

[00:58:43] Terry Malanda: I think the big differentiator is if you treat your employees, that you give them a job or you give them a career.

So we try really hard to give people careers at Mandell’s, if you can perform, if you're really good, are a great employee, and you can really provide the service that we, we always say our customer service, we want it up here. Everyone who's interviewed here is that. And once they're hired as well, we expect it to stay up there.

And I think that for some people just it's a paycheck and they're gonna go. But I think some people understand that if you're serious about your position there, you're gonna get ahead. You're gonna grow with the company and we have a lot of people who've been there for a very long time.

So you know, I don't know that and all work is honorable and no way do I mean this to be, but if you work at a restaurant, you can work at, at another restaurant, restaurants are driving and they're dying for help. So you could work anywhere you want. So there's a little bit of a power shift, I think as far as employers trying to get people to work for them trying so hard, we went through that.

When COVID hit the whole country shut down, I mean, all, you know infertility shut down all elective services shut down and they were shut down. Luckily things reopened for infertility. But it was terrible because when, when they shut down, I was in Mexico.

When we got the news, we were, we had just gotten on a vacation and we didn't hit outside of the hotel room for four days. And it was terrible. We were gonna have to lay people off and we'd never had to lay anyone off. So we were very careful and really looked at. Didn't try to see who we could keep et cetera, et cetera.

Turns out that outta 23 people, 21 of 'em laid themselves off. They didn't. They said I don't wanna come in. I'm afraid. So I really struggled with that and it turns out they laid themselves off in the end. So there was a lot of fear and there, you know everything has changed so much. There are so many industries now that have found out that they don't really need to have someone in the office.

They don't have to pay a lot of office rent, especially in big cities, like New York city, et cetera. So I know I'm totally off topic, but it's just a very complicated phenomenon that's happening now. There's so many different ways to look at it. And in some ways it dones a lot of good as far as rearranging the way that Americans work, but in other ways I still don't know why so many people are out of work.

And so many people are looking for people to work, you know, so I really can't, let's hope in the next few months, more people will join the workforce. 

[01:01:09] Griffin Jones: Yeah. And hopefully it isn't too ugly when the other shoe drops either. But we'll be ready if it does. Terry, how would you wanna conclude for our audience either about what you wanna see happen in the IVF space in the next years or what you feel that every practice owner should be cognitive of, of how they use a pharmacy.

[01:01:30] Terry Malanda: Oh okay. Thank you. I would like, if I had my wish, every physician would interview pharmacies, and, and then try give pharmacies a try. We had I won't mention her name, but we had a nurse here in New Jersey that would always give every pharmacy a try and then come back to us.

So go ahead and give other pharmacies a try sample though and see how they do. And then if you go with the, be the one that services your patients best, and I'm pretty, I'm very confident that we would win in that race. So that's why I'm putting it out there. And I would like doctors and nurses to understand that the pharmacy that they use plays a huge, huge role and in your everyday life with your patient and especially in the patient's life, I really think that we really help patients get through this journey as seamlessly as possible, at least our aspect of it, and do our best for them every day. That's our goal every day is to do our best for every single patient that we can. So that's about it. 

[01:02:32] Griffin Jones: Terry Malanda thank you so much for coming on inside reproductive health. 

[01:02:36] Terry Malanda: Thank you, Griffin. I appreciate the opportunity and I'll see you at PCRS.

[01:02:40] Griffin Jones: Looking forward to it. I'll be there.


113: Building Out an Effective Referring Provider Strategy

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In the latest episode of Inside Reproductive Health, Stephanie and Griffin explore if MD & DO referrals are still king or have been overthrown by internet resources as top referral sources. Knowing where most referrals come from can help you build an effective strategy to capture more new patients and convert those referrals at a higher rate. We also layout 6 pillars for an effective referring provider strategy that you can either give to your physician liaison to start implementing or outsource to a company like Fertility Bridge. At the end of the day, if your PL does not have a system, you are leaving money on the table.

Listen in to the full episode to learn:

  • The 6 pillars of an effective referring provider strategy

    • Make sure your reporting is in line and cohesive

    • Ancillary services

    • Building the right content

    • Having the right events

    • Outreach of referring sources

    • Converting referrals that come to you

  • The % of patients actually referred by a doctor (and what that means for your clinic)

  • If a physician liaison is needed

  • How to attribute referral sources properly

Additional Resources:

Referral Pattern Blog Post: https://www.fertilitybridge.com/inside-reproductive-health/the-6-pillars-of-the-fertility-referring-provider-system

To learn more about our Goal and Competitive Diagnostic, visit us at FertilityBridge.com


Transcript

Griffin Jones: [00:00:40] On today's episode, Stephanie's on, we talk about our six pillars for referring provider strategy. It's important to get these right before you hire a PL if you're thinking about that, if you're a big company, you've got dozens of PLs, it's important to get this right. And in working in this framework to make sure that you're getting the results that you want before I get into this topic, today's shout out, goes to Dr. Paul Lin from SRM in Seattle, because go Bills, that's why in today's show, we talk about these six different pillars of why it's even important to still address physicians as the referral source that they are, but not to put them on the pedestal of being all or nothing. Talk about the facts beyond that and then we break down each of the six pillars even more finitely. So I hope you get a lot of actionable advice from this episode. Let me know if you need any help and enjoy.

Hi, Stephanie. 

Stephanie Linder: [00:01:38] Hi Griffin. 

Griffin Jones: [00:01:39] Welcome back to talk about referring providers. But before we get into that topic, I do have to tell you that I got a call from someone that I'd never met before. A doctor on the complete other side of the world who listens to the show. And we were talking about other topics, but one of our more recent episodes came up and he said that he agreed with you about the referring wellness providers being listed on the website. And I knew most people were going to agree with you. I even said that in the episode, but I also knew that it would stroke your ego if I brought that up. 

Stephanie Linder: [00:02:15] Yeah, it does. So thank you for sharing that. That's a good start to the podcast.

Griffin Jones: [00:02:18] Yeah, well, now I have to find something to ruin it for you and be pedantic about something to be right about and catch you off guard later in today. But we are in your wheelhouse about referring providers. So I might have my work cut out for me. The reason why we're talking about referring providers is because I've seen the attitude shift from  even when I first started talking to people in 2014, 2015, still many people thought that referring providers were everything that all the good patients came from referring providers, that it was like, it was almost singular as a referral source. And now I'm hearing people say that it doesn't matter anymore. And that's just not true either. I've kind of seen the pendulum swing here and we have some facts. We were doing an abstract.

And then in spring of 2020, when the world started to go, we were going to submit it to ASRM 2020. And then when the world took a turn, I decided that was not anywhere near the top of our concerns at the time, but we did get 250. Responses from REI patients, all people who had done at least one consult at an REI practice from all over the U S and what were the facts that we learned from them?

Stephanie Linder: [00:03:38] Yeah. So we asked these patients several questions and one of the first questions was, were you referred by a physician? Yes or no. And 60% of the REI patients said, yes, they were referred by a physician now that's still a lot, but it's still very far, of course, from a hundred percent. So then we asked another question, okay of all the different ways you can learn about a practice, so physician referrals, online search, you know, online reviews, there was seven or eight options, which of these were the most influential? And what was really interesting MD referrals while still number one, only 21% of people said that was the most influential and what was number two and three was also really important data.

So it, number two was location coming in at 20%. So neck and neck with the MD referrals, and then number three was recommendation from a friend or relative coming in at 19%. So very interesting to look at this data in this way.

Griffin Jones: [00:04:41] So Step another way, 40% of your patients on average are not being referred by a doctor at all.

And that's huge, but it still is really important. It's still 21% of people say that it's the most important physician referrals are the most important influence. Their decision of an REI practice. So that's still important, but it just a lot closer and a lot more segmented than we may have otherwise thought.

And I know that I have to make an important disclaimer here, which is when Stephanie and I say MD referrals. We mean physician referrals. We mean MD and DO referrals. There's a couple of DOs listening that are like, what the hell, man? Sorry. That sometimes really. It's just quicker than saying MD and DO referrals.

And then we don't have to say physician referrals, doctor referrals all of the time. So that's an important distinction to make you have multiple reasons that people are selecting the practice. You do need to know which is the single most influential. And that's why you have to do multi-source attribution.

So many people listening are doing single source attribution. You're asking people, how did you hear about us? I'm sorry. That's a very dumb question. I've talked about this on the podcast before I've argued with Rob Taylor about it. Who's an amazing marketer and you should listen to his episode, but single source attribution is like saying which beer got you drunk after you've had 12 beers. It was the 12th beer that got me drunk. Well,  sorta, but not really. And so when you get the best of both worlds in multi-source attribution He's asking people binary. Did you see or hear us  hear yes or no? What about here? Yes or no. And then all of those different options become the options where you ask of all of these, which is the most influential in making your decision.

And when you do that, you can start to see your patient's referral patterns change over time. So you don't swing from MD/DO referrals are everything to, now the internet is everything. You can see the nuance and the truth is that people  are coming to you from a lot of different ways.

And they're making the decision from a lot of different ways, but they tie in together and you need to be able to see that now that we've shown you, that it's not the most important, but, or it's not exclusively important. It's irresponsible to view it as exclusively important. Physician referrals still are super important.

We're here to talk about that strategy because of it. What are the six pillars that build a referring provider Strategy. 

Stephanie Linder: [00:07:24] So the six pillars that build our strategy around referring providers are number one. You have to make sure that your reporting is in line and cohesive. And we'll talk about that.

Number two is all the ancillary services. That's inclusive of things like semen analysis and HSGs and getting those ready to go. So OB's or any kind of physician can refer very easily to you. We'll talk about that as well. Number three is building the right content and number four is having the right events to promote and support that content.

Number five is the outreach with all of the referring sources and number six is actually making sure and following through that, those referrals actually come to you and convert. 

Griffin Jones: [00:08:10] We're going to go through these six different pillars. And it's important to do that because one of the questions we get asked all the time is should I hire a PL or not?

And that's a secondary question first is that you have to have the system. Then you can decide if you need one person, if it's worth it, having one person working that system most PLs will not be able to just set up a system like this. Some will, some PLs are worth their weight in gold. I think that many PLs are walking billboards and you're straight up wasting your money on them, but some of them are true physician liaison. So they are actually the liaison of the relationship between yourself and the other physicians in your area. They should be treated like gold. They should be compensated well. And if you're listening and that's not, you come work for Fertility Bridge because we're going to be, we're going to be opening up that client operational marketing seat to be its own position.

I might even already have that commercial in this podcast. I don't know if it's done. But Steph gotta be busy managing accounts. So if that's you and you want to do that for multiple clinics, you can come work for us. But for most people, I just don't, they're just not good at they're walking billboards.

So first before we hire somebody to go do that, we have to have them in a functional system. And then you don't have to worry about the walking billboard part, either fulfill the system or they don't. So what is reporting built from Stephanie?  

Stephanie Linder: [00:09:38] So when we look at reporting, we want to be sure there's very specific KPIs that are enjoined with it.

So here, we're looking at two specific KPIs. So what is your new patient volume and what is the total number of referrals, but within that number of referrals, we also want to look at the percentage of attribution, so the patient reporting. So these are the things that we'll focus on and you want to make sure that everything ties up to these two things. I guesse.

Griffin Jones: [00:10:07] And if somebody is listening, Hey, that's three KPI's. It's like, well, oh, well there's two main ones. And one of them gets split. So if your practice or your goals, aren't large enough to do a lot of outreach. Then you just need to measure these two things you need to know, okay, what are my new patient volumes easy?

And then I need to know the number of referrals, but they should be measured against each other in the ways that Stephanie says, if you don't have such big goals for growth, you can more or less stop there. You don't even necessarily need to do the rest, but before you put any substantial effort and resources into outreach, you should be reporting on activity across a few different categories.

So, okay. So we've got the main things to report on volume referrals and how referrals are split up. But once we decide we're going pass, what we're actually going to be doing enough outreach. Then we need to be monitoring the results of that activity. And you could break that up into six categories, which are what Stephanie?

Stephanie Linder: [00:11:14] So there's really three main reports. You will, of course, want to look at the people that are referring to you. And within those that are referring to you, you've not want to, not only want to look at the practice level, but you also want to look at your top 20 providers. So I say top 10 practice, top 20 providers.

And the reason is that there will be some folks that there's only an, a practice of 10 OB GYN, maybe only one is referring. And so they would normally fall down to the bottom of the practice lists.  But if you also look at it for providers, you can target and, you know, change your strategy a little bit to get that top referring provider, to start speaking to their partners and kind of spread the referral, use them to spread the referral patterns within that OB practice.

So that one is the most important, but I was the second most important is who are your targets for those that don't refer so same strategy. We need to look at the top 10 practices that don't refer. And then who are the top 20 providers that you want to target, whether they're in or not in that practice?

The next one is something that I don't see our clients do very often, so I wanted to bring it up. Who do you share patients with, but they have not referred? So all of your patients that get pregnant will need to, well that most will need to be sent back to an OB GYN for care and graduation. Very often those folks that you send back to, if they're pregnant, if they have successful pregnancies, you're naturally having a word of mouth referral and building your brand and reputation.

Hopefully your patient is speaking highly of you. But I was always shocked that people don't look at this list more often, because for me that would be the lowest hanging fruit. Hey, I'm sending patients back to why aren't we starting kind of a circle of referrals. So that would be the third, a report.

Looking at it again in the same way, both at the practice level and then also at the provider level. 

Griffin Jones: [00:13:23] I want to make that distinction for the listener too, because it wasn't immediately obvious when you and I were first talking about this, the referring targeting, not I thought, well, what's the difference between the non referring target at first?

And of course you could use this non referring patient sharing group to inform your target list, but it is kind of different, it's you have people that are, because we know that 40% of people are not being referred by a doctor. Well, they're still going to an OB when they have to deliver, they probably have a gynecologist, and those are the people that you share patients with.

And so if they're not referring to you, you still have that common patient that you can use to build that referral pattern. That was an important distinction. That you made that I think makes sense. If people want to see this visually go to the Fertility Bridge blog, you can see this article where we put in the different columns.

So you can see the different axes between practice and provider and then referring non-referral target, non referring and sharing patients. And so. If you're doing all of these things, you want to record them in you want to record your activity in a CRM. If you have somebody that's out there calling on these people and they are actually working a top 20 and top 10 lists for all of these, that's a lot.

You want to record that activity in a customer relationship management, a HubSpot  or Salesforce, you record the results, meaning who's actually referred in the EMR that, so if you've got your reporting set up, then we can start to look at other things that bring in referrals and what comes next on our pillars.

 


Stephanie Linder: [00:17:44] So the second pillar is ancillary services. And I want to share a statistic that I love sharing with our clients and really is kind of an aha moment is that 30% of patients that see your practice or a referral semen analysis or HSG will return to your practice for fertility consult within one year.

So this is a huge opportunity to get a referring MDs used to your practice. A lot of clinics don't do these ancillary services very well. Painful. So if you can make this process seamless, you will win over a new physician and it's a great entry point to get them to build trust and start referring for that initial consult.

 Griffin Jones: [00:18:27] So what are the steps in order to build that offering? 

 Stephanie Linder: [00:18:32] So we broke this down into four steps. The first thing is you just have to begin accepting outside semen analysis and HSG referrals. Most clinics do this, but I'm always surprised at folks that don't have an HSG machine or don't necessarily have andrology on staff.

So first make sure that's available and offered at your clinic. Second you want to promote that separately separate from, you know, the typical marketing brochure or patient facing brochures you drop off, you need specific content, and we'll get into that a bit later that promotes these services.

How do you send a semen analysis patient? What's the turnaround time? Make that very clear and contents. The third would be to provide a really good service. So your turnaround time at maximum to get these results back to patients. Should be 72 hours, if not sooner. And the fourth is educating these referring providers on what to do with these results.

And this can come in a lot of different ways through content, through events, through consults. I see a lot of people use our advanced providers to share this information back with the referring providers clinics. But it's clear that you educate them and be that source of education so they can begin to build trust and credibility.

So you can begin to build trust and credibility with these referring provider sources. 

Griffin Jones: [00:19:53] Okay, so we've talked about reporting, we've talked about ancillary services. What's the third pillar? 

Stephanie Linder: [00:19:57] So the third pillar is content. So once you've identify these ancillary services, you need a way to promote them as I referred to.

So you need to create this content, but even before jumping into the content, you need to make sure your foundation is set and you know, your brand guidelines are set. If that is not established, you need to work with fertility range, our work with your marketing team to make sure those brand guidelines are crystal clear.

But if that is establish, what you want to do is make sure that you pull out there were the three unique differentiators of your clinic, be of interest to the referring provider. Now I'm not talking about the same three differentiators that you talk about with patients, although it's quite possible they can overlap, but the three differentiators will fall into three categories.

And these three categories are your performance. This is an encompassing of success rates. What unique technology do you do? What happens differently in your lab? Is there anything unique with embryology? The second one will be all about the patient care. So this is where you get a chance to talk about your staff.

You as a physician and the way you communicate with patients. And then the third is the access to care. So are there financing options? Is it easy to get an appointment? Do you take a wide variety of insurance or if you don't, why don't you? So those. Differentiators are he to pull out again that are different from just the unique differentiators that you talk about to your patients.

 

Griffin Jones: [00:24:08] And this is where you can get really creative with things too. It's not just the pamphlet anymore. And I think you've all gotten the idea now that you're seeing so many of your colleagues destroyed Tik TOK and destroy Instagram that oh, doctors really are using this social media platforms. The rest of you that aren't doing that are using LinkedIn, like it's 2010 Facebook.

And so your doctors are in these places, this word is where you use your creative, because you're going to put them in different places, your referral pads, your referring provider page, which should be on your website. You should have a differentiator checklist, a preconception panel, and then how to interpret the essay guide.

And if you want to talk about that last one, I'll yield the floor to use absence. You said often find that's something that's missing. 

 Stephanie Linder: [00:24:59] Yeah, absolutely. So what often happens, not every clinic, but a lot is that they'll send the results of the seam and analysis back to the provider. And the patient is just unsure where to get the interpretation of the results.

Every REI listening to this podcast will agree with this when, how many times does a patient call you and can you give me my results of the semen analysis and your staff is tasked with no, you have to go to your OB for that. And that patient is very confused and that I've seen that lead to bad reviews on the fertility clinics page when it's not the responsibility of the REI, it's a responsibility of the person who ordered the semen analysis.

So the point of this all being is that if you can educate your OBS through written content through a guide, Through a video that says, this is how you talk about the semen analysis results with your patients. This is what a total modal count means. That will just prevent that from happening, which has such a ripple effect into your community, your referrals, your online reputation, et cetera.

So when Griffin talks about, you know, the pieces of content. That one is one of the most key ones that is not really done well in most clinics.  

Griffin Jones: [00:26:17] Should all be cogent with the rest of your marketing. You shouldn't be here's doctor outreach over here. That's just something we do to, we call on people. We invite them out to dinner every now and again, it's part of your brand.

It's part of the content that you create and getting creative is really important to have creative people and in messaging. These things is what helps you get apart from the herd that is doing the exact same things and having the same diminishing returns. So once we've got our content, now we can use that as a baseline for events, which is our fourth pillar, when you've got really good content, then you can create events about that. About those. And so what are some of the different events that people can build upon beyond lunches and dinners? 

Stephanie Linder: [00:27:10] Right. And I'm glad you made that caveat Griffin, because I think a lot of folks just think, you know, for sales reps or PLLs or physician liaisons that, oh, they just do lunches all day long.

And with the advent of COVID, all of a sudden folks are like, oh, there's no access. And they've given up, well, it's time to get creative. It's time to stop using lunches can be good strategically, but it's time. You know, just throwing $400 at the window and seeing what sticks. So the four events that you can leverage is the provider to provider meetings.

One-on-one I know we want to be useful of your time as a provider, but that sometimes they'll go further. Even if it's a virtual meeting than a lunch with 30 staff and no doctors. The second is provider to group visits. This can absolutely happen. And where a lunch strategically would make. But also a lunch does not always have to be done.

It could be something coffee in the morning, a snack people also just want to come and meet the provider for educational value. So if you can come and give them some kind of value or something, they'll learn that they can take to their patients. That's where you'll see the most ROI. The third is open houses.

I know Griffin, you challenged me on this a little bit. People want to see what happens behind the curtain, AK in the lab. And if you have a beautiful space, you have a lab with really cool technology. It's a huge opportunity to show this off, now this would be strategically used with a new doctor, a new location opening.

But I still think they are very useful and the last would be single topic, educational events. So it ties back to what I said is that OB's and you know, sometimes primary care providers, wellness providers are desperate for education around fertility. So if you can say, look, we're doing a virtual event, an in-person event, we're going to talk about, you know, the five markers that you need to look at for your fertility patients, people want to come to that. They want to learn and they want to meet you. So make it valuable. 

Griffin Jones: [00:29:09] All four of these can be turned into they can all be in person, they can all be virtual and go ahead and turn them into a lunch and dinner. If you want to. All I'm saying is the content of each of them should be good enough that you don't have to be buying somebody lunch or dinner if it's not relevant.

Okay. So we're making our way through our six pillars. We've talked about reporting. We talked about ancillary services like HSG and essay. We've talked about content. We've talked about the events that you build. Upon and beyond that content. So what is the actual outreach like? 

Stephanie Linder: [00:29:42] what's important to know as even with the best physician liaison in the world, especially as a newer practice, new location, new doctor, no one can replace the true REI and their relationship with a physician.

So your reputation must be trusted in order to really build and accelerate the referral network. Bottom line is you need to be accessible. You need to be present and you do need to communicate with these referring providers. So there are some places where the PL just can't fit in for you or replace you.

And so this would be allowing residents to do rotations. Just this, the relationships you have with medical schools, shadowing, and coming to visit your practices because eventually those. The OBS of the future. All the relationships that you made in residency are so valuable as you go into your future practice, our into your practice.

And the third would be your memberships in the specialty society. You need to show up to those. That's crucial to make those relationships after hours. And then also it's the grand rounds and the journal clubs. Again, you're educating the doctors of the future. And so what you do now does pay off three, four years down there.

Griffin Jones: [00:31:03] It's this ties into the content via events and everything else. Because as a referring as a physician who is referring, it was being referred to by other physicians. It's your relationship. And the more that you have to build upon and include the rest of your team and the rest of your practice, the more you are extending that relationship of which someone else can be the liaison.

And even though it's not your field, you can kind of get the example from what Stephanie and I do. Many people bought  Fertility Bridge for Griffin because people heard me on the podcast, et cetera. But guess what? I don't manage accounts at Fertility Bridge, Stephanie does and part of the reason that we're able to make that transition is one Stephanie's in the first sales call with people.

So even before somebody becomes a true client or at least in the goal diagnostic, She's in there. And so people are meeting her. If we decide somebody's going to move forward, we bring our project manager into this second meeting so that they're meeting these folks before we even move on. And since you haven't been on the podcast, Stephanie people are prospects. Oh yeah Stephanie, she's on the podcast with you. And so it's even more familiar to people. So you were including these other people with you in the content so that you can distribute the relationship. 

And it's almost like a boomerang with the content, because not only are you  being featured in the content, you're also contributing to it. And you're also getting your orders as far as our philosophy from it. So you're contributing, you're receiving and that's should be true for the entire group.

So all of our points of view, we are really firming out as you've been able to see. So when. Stephanie's talking to somebody there's a lot more for her to go off of Fertility Bridge knowledge than just, oh, this is what I think Griffin would say. And so by you really participating in the content in the events, you're creating a cannon, a Bible, or an authority for which your people can both contribute and they also have their orders to go off of from there. So I harped on that for a little bit, but I just don't think it can be stressed enough. You are the person from which people have the relationship. They don't want to make the substitute if you just drop it on them. But if you bring in the other people and they trust them, then it's a much smoother transition and you can do it too.

From the ways that we talked about the ways that your PL is going to do this is through total office calls, updating the target accounts, they should be also updating the wellness providers. They should be touching these people twice a month. They should be doing the coordination of the content and events, and they should also be checking up on those referrals after those events.

So that brings us to our sixth and final pillar. What is referral? Follow-throughs Stephanie? 

Stephanie Linder: [00:34:13] Yeah. I want, we'll get into that in a second, but Griffin, I want to make a point too, is that when you say, you know, your senior physicians bringing in. There are supporting staff. It's of course it's a physician liaison or the marketing team if they have it.

But this is also great for when you have a new physician, join your practice, you as the seasoned physician or a medical director, bringing the new physician in almost as to say together. Like you can trust them, just like you trust me. And that's also how you start to build a book of business and see the ROI on that new fellow or that new position.

And you almost give your blessing. I think that's really important because that's a really important thing to any medical director that is hiring new doctors. Like they need to get them busy as quickly as possible. And that's one way. But going on to the referral follow through is, okay, great, we're getting people to refer to you now. It's how can I, how do we keep them happy? So there's four key things that you need to do to make sure that this follow through happens. Kind of going old school with the first one is sending a thank you note for that first referral. Now we're talking about people who have never referred to you before and start referring.

So the old school written thank you, notes, Griffin. I know you're a big fan. But it goes a very long way and people just don't do it anymore. So Hey, Dr. Jones, thank you for the referral. The second is just making sure that you are tracking your semi monthly touch points twice a month in your CRM. And you're checking in, you know, this is what's updated with your referral.

This is some new collateral we have, et cetera. The third is the  post console or referral note that is sent back to the OB or primary care doctor immediately following the patient's console. 

Griffin Jones: [00:35:53] Talk a little bit about how that's different from the thank you note? 

Stephanie Linder: [00:35:57] So thank you. Note comes after, you know, you get the referral, let's say, you know, your PL or you as a physician or whomever, it shouldn't be checking weekly to say, okay, Dr. Jones sent me a patient for the first time it's marked in the EMR. Great, I'm sending them a thank you note right away to say this patient booked their console, thank you so much, you know, you don't have to get as detailed, although some people do to say the consult actually in six weeks, we'll keep you updated.

But the post consult referral note six weeks later when that console it happens with the physician. It's the physician's duty to say, okay and they have their specific criteria, again, we don't want to get too clinical, but there's specific criteria that say, okay, this is what they were diagnosed with, this is what we discussed. This is their plan of treating. And maybe they even less, like some of the genetic testing that they're planning to do, each clinic will be a little bit different, but it's basically a note to update the OB so they can keep it in their records to say, okay, my patient, I referred them.

They actually had the console. This is what they're moving forward with, whether it be IVF, third party services, et cetera. So it's a way to keep them updated on their patient. And then a way for them to know that eventually they'll be coming back to them for pregnancy care. So very easy to do this when you're a new practice or you're not busy.

This one often gets pushed to the side as a practice gets busier. And so the key is to create a workflow in your practice that this is templated a bit, or this becomes a part of your operations and it doesn't get pushed to the side. Once you get busy. 

Griffin Jones: [00:37:34] There you go, there are your six  pillars for referring provider strategy, reporting, ancillary services, content events, outreach, and the referral follow through. You need this system before you hire a PL if you're thinking about doing that, if you have a PL or multiple PLs, and you're not seeing the results that you want, or you have no idea what the results are its because one or more of these pillars are broken in the system. If you would like Stephanie and my help and Fertility Bridge's help, we can talk about that in a gold diagnostic, $600. It's quick, it's easy. You can make sure your people are on the right track. And hopefully this podcast was $600 of value just listening to it, Steph, thanks for coming on and going over this with us. And I look forward to getting into more detail in future episodes.

111: Stay Culturally Relevant by Learning from All Generations with Dr. Angie Beltsos

Dr. Angeline Beltsos on Inside Reproductive Health.png

This week on Inside Reproductive Health, Griffin Jones and Dr. Angeline Beltsos go down a thread of the multi-generational value that happens from colleagues mingling with each other. It’s important for an organization to learn from both the young and old to gain fresh perspectives. Organizations that do this well have many short-term and long-term benefits like being able to recruit well and staying culturally relevant long-term.

In this episode Griffin interviews Angeline N. Beltsos, MD. She is the CEO and Chief Medical Officer of Vios Fertility Institute. She is double board-certified in Obstetrics and Gynecology and in Reproductive Endocrinology and Infertility (REI). Dr. Beltsos is also part of the Clinical Research team at Vios and participates in a number of research projects and scientific publications. She has received numerous awards in teaching and has been honored as “Top Doctor” from Castle Connelly for several years. Dr. Beltsos is the executive chairperson for the Midwest Reproductive Symposium International, an international conference of fertility experts.

Topics discussed include: 

  • Learning from different generations

  • Principles of leadership

  • Leading as an executive

  • Recruiting younger doctors

  • How to be culturally relevant while aging

MSRI Conference: https://www.mrsimeeting.org/


Dr. Angeline Beltsos’s Information: 

LinkedIn: https://www.linkedin.com/in/angie-beltsos-b33a846

Facebook: https://www.facebook.com/angeline.beltsos

Website URL:  https://www.viosfertility.com


Transcript

Griffin Jones: [00:00:00] [00:00:00]Today. I talked with Dr. Angeline Beltsos about what it's like to start a meeting in the field. Hers is the Midwest Reproductive Symposium. What that entrepreneurial venture is like, and the benefits that come from that collegiality and from the networking that allow people to do business. Before I get into this topic with Dr. Beltsos. Today's [00:01:00] shout out, goes to Hannah Johnson, my friend, who's the chief strategy officer at  we're speaking together at MRS. So she gets this shout out. Hopefully she hears it in today's interview with Dr. Beltsos. We go down a thread of the multi-generational value that happens from colleagues mingling with each other, learning from different generations and the principles that, that takes into leadership in leading as an executive and also following by learning from the next generation, this turned into be a lot more philosophical than I was necessarily thinking, but we talk about the short-term benefits, like recruiting docs. It's going to be a lot easier. For you to recruit doctors and staff doing some of these principles, but also the longer-term headier stuff of being culturally relevant well into old age. I hope you enjoy this discussion with Dr. Angeline Beltsos.  Dr.  Angie welcome back to Inside Reproductive Health. 

Dr. Angie Beltsos: [00:02:04] Thank you for having me.

I'm so excited to be here. 

Griffin Jones: [00:02:07] The first time you were on, we talked about your entrepreneurial tendencies. We're going to talk about those same tendencies today, but applied to a different venture. Last time we talked about the Vios empire, what it was like to start a group, but this time I want to talk about a different venture that you started as far as I remember, and that is the Midwest Reproductive Symposium. That is an in-person now a hybrid in-person and virtual meeting, but it had been in person for years. And I want to talk about how that got started and what possessed you to do it. So let's start with what possessed you to do. 

Dr. Angie Beltsos: [00:02:47] Well, I had just started career after fellowship. It had been a few years and varying pharmaceuticals. One of the reps came and said, why don't we do a meeting in Chicago? We had the ASRM meeting, of course the national meeting. And then, California. We have the Pacific coast fertility society. And they said, why don't you do a meeting in the Midwest? And we can call it the Midwest Reproductive Symposium, the MRS meeting. And, here we are several years later .

Griffin Jones: [00:03:24] But why did you want to do it? I mean, reps probably come to you with half-baked ideas all the time. I've come to you with half-baked ideas before, so you could turn around, turn away or launch into any of them, I suppose. Did this one seem good enough to you? 

Dr. Angie Beltsos: [00:03:39] It seemed like filling a void. Although a lot of people go to a big meeting, like the ASRM meeting or SRA with thousands of people. And we get to see all our friends and learn the latest. It's also ironic that when you're in a big meeting, sometimes you don't get as much out of it. You don't get to. Actually speak with some of the thought leaders and, make new friends. And so the idea of having some of the thought leaders, not only in Chicago, cause we called it the Midwest meeting, but it was actually the place where it was held, not where all the attendees came from. And we had , immediately a national attendance and really some of the thought leaders in the world. It's an intimate setting. One in which we. Do have it at the Drake hotel where we have probably a max of around four or 500 attendees with that though you have a certain vibe that comes with that. There's a lot of opportunity to not only learn science, which is very important and be motivated to take some of that. Back home, really to change how people practice fertility and keep it modern and fresh and forward-thinking, but also to make a friends and colleagues that last not only for that meeting, but for a lifetime. So when they came up with it, that was sort of. Be relevant. 

Griffin Jones: [00:05:15] And you're right. People do come from all over. That's a nice thing about it being in Chicago is it's kind of easy to get to Chicago from anywhere if you're in the U S Chicago central. And then if you're not in the U S well, it's only an hour or two more for you probably than it would be any of the other major cities at most. So it's really central place. You got people from all over, but at what point did you realize that this was gonna be. You taking it on.  Did you know that from the beginning or were you thinking that, okay, Faron, go ahead and do this. I'll come and be the token REI. And what point did you realize that this was your baby. 

Dr. Angie Beltsos: [00:05:53] T minus,  six to nine months when the whole thing started, it was going to be something that I organized. With the, you know, some of the faculty that was with us and some of my colleagues, but they were like, all right, you're in charge of this, go at it. So we, I went around and I was like, who's really a heavy hitter today. And who are some of the thought leaders in the United States? And they were like, well, call them all up. See if they'll speak. So one by one, I called each person and everybody said yes, which was really surprising. I was like, hi, I'm Angie, do you want to speak at my meeting? They're like, sure. Hold on a second. I was like, Hey Richard, Scott, will you speak at my meeting? They were like, one moment, please. This is Richard. Like, yes, I will. I'm like, oh, okay. Bill Schoolcraft, will you speak at my meeting? Yes, I will. I was like, okay, then see you in June. 

Griffin Jones: [00:06:53] So this was 2003. That was the first year? 

Dr. Angie Beltsos: [00:06:58] This was. I guess it was '03. Huh? 

Griffin Jones: [00:07:01] That's what the website tells me that's before my time here. So I'm going to take the website for its word now, at what point did you start to build like committees and have recurring people in the beginning? It's like, okay, I'll call the people I know and ask them to be speakers how did that turn into like you have other people planning specific. 

Dr. Angie Beltsos: [00:07:24] Parts of it. Yeah, you know, it's a great question. We started with a meeting planner and me, and then she said, well, why don't you ask,  you know, some of your friends and colleagues who they think would be really important and relevant, so there was sort of this informal committee that she and I talked about and an organized, and she guided me for the first five years, Ferring was exclusive as a sponsor and they were. You know, an unrestricted educational grant. So they weren't really involved in the topics at all.  And you know, very much saying, find the best speakers, the best topics. So really high quality, I think. Things that were coming out as new things to consider doing in, in our field. And we had we had a blast, but over time, I would say the first year we had some of the speakers like Barry bear and bill Kerns, they said, why don't you ask them to be part of your committee? So we were about three or four people in the first, several years that started to help think through this. And then the people that were involved also came up with great ideas. They said, well, why don't the nurses don't have anywhere to go? Why don't you have a nurse program here? So we started the nurse practicum and then, a lot of the business minds in industry said you don't have really anywhere for business people to meet.

Why don't you do a business program? So we came up with a business minds. And this one , person was really interested in mental health and said, there's no place for mental health in any of these programs please. Can we add it in? So we started the mental health program and we thought there's no better place.

If you've got all these incredible people together, why not have some of the students of fertility? So we added in the. Reproductive endocrinology and infertility the REI fellows program. And they've been a strong part presenting their research and getting to know them. And it's funny because in the beginning, the students are they're learning, but then soon the student becomes the master.

Griffin Jones: [00:09:52] So, how do you get some of these people to keep coming back and chairing their specific segments? Because some of the people you've had for years and years. So how do you keep reeling them back in? 

Dr. Angie Beltsos: [00:10:04] I think that when you want something to be sticky in your life and you want to keep people engaged, it can't just be about black and white things.

There's some very important things about a meeting and. Only what you're saying, not only what you're doing, but how you make people feel like the Mio Angelo quote. And I think that becomes very important. So we are so intentional to make sure that people like Griffin Jones when they come to the meeting.

Yeah. You learned a lot, you made some new connections, but you also. Had a blast, hopefully, and music and time to socialize is very intentional people often say, oh, well, you know, why do you have all that in the meeting? But it's so important to make people feel good about coming back. 

Griffin Jones: [00:11:03] I think it's one of the things that binds all of that together.

Like you said, there's a fellows track. There's a business minds program. There's a nurse practicum there's for program for doctors and scientists and the size of MRS, and the social events bring it all together. It's a very good place to build relationships. I love ASRM. You can get more business done in four days of ASRM than you can four months on the phone.

In many instances, that's true for almost everybody across the field, but there's something about MRS. Where it is very good for building relationships. When I think to some of the strongest relationships that I have with docs and with other people across the field, it started there in Chicago. And I think it is this.

It is because you can go to one of the mental health talks and then you can jump over to another track if you want. A lot of people do the same track the whole day, but there are, there is so much programming for everyone. And then it's all tied in at the end of the day and Chicago. In June when it normally is in fantastic this year, it's going to be September, which is the other end of fantastic for Chicago weather is why you're not having it in June.

So let's talk a little bit about the changes that you saw. COVID happened. I mean, I imagine in early March you were kind of like everybody else, oh this isn't going to affect us. It's too far off. And then two days later you're like, 'no' it's definitely gonna affect this one in the next one. What was that like adjusting for COVID? 

Dr. Angie Beltsos: [00:12:38] I think like we were at Vios. ,sometimes it's good to be lucky. And we had thought very importantly about being nimble, being able to switch gears and pivot quickly. So when. All of this started to unfold. We didn't know if it was going to be two days, two weeks, two years, you know, sitting here talking to patient by patient, but for the meeting, we also felt it was going to be very important to be relevant and to continue.

So we were the first meeting to go in the fertility world to go into a virtual setting. And we just said, pivot and go. So we did our meeting in June. By zoom or by a video conferencing. And it worked out beautifully.  All things considered. We had great attendance and really used our program that we had anticipated.

And you used pieces of it. You can only get so much done. That is video sitting at your desk compared to being in person. So what we did is broke it into three parts and divided the typical conference into three parts of the year. The first one was during the meeting itself, but just not at the Drake and then play that out through the year.

So I think our sponsors really supported us as well to say, just go at it and continue to use our funds to produce. Meeting and do it virtual. So we did all of that for 2020. We did the whole program. 

Griffin Jones: [00:14:17] What's it going to be like this year in 2021? 

Dr. Angie Beltsos: [00:14:19] This year, the date of our usual program that like you said, it's usually in June, we are going to do virtual, just the board review course, which is going to be amazing. It'll be June 11th through the 13th, all virtual, but this is going to help people that are students, medical students, residents, but particularly the fellows who are preparing to become board certified. And during that program, we'll be diving really deep into the science and our real program for the Midwest Reproductive Symposium International 2021.

We'll be in person September 21st through the 24th, we will have also a virtual component to it. So it will be hybrid. And we're really excited about that as well. 

Griffin Jones: [00:15:10] What do you think. Should be virtual as we move beyond COVID, as we move beyond like the, that forced shutdowns. Right? What should be virtual moving forward?

2022 and beyond. And what should be in-person 2022 and beyond. 

Dr. Angie Beltsos: [00:15:29] You know that's a great question. We were talking with some of our brilliant board members. And like you said, are what started as our small group has now turned into, really amazing people that are part of our organization. And we talked that we wanted international, component with Scott Nelson.

He's our international board member, who is at the University of Glasgow in Scotland, but we have board members from coast to coast and. What we realize is that in different locations? And different time zones in private practice and academics. You have to now have this virtual component because people may not be able to attend, but they want to hear key lectures.

So there's going to be a couple of different options. One are just being able to get like a little appetizer, some key lectures. And then there's also the ability to watch the whole thing from around the world. And we expect that we'll have people from different continents participating now. And I think that's, what's really cool about it, but like everything else, there's nothing, that people don't enjoy more than being able to see each other.

Now, having some, coffee together, cocktails, you know, and like you said, building up relationships in person. So that's also going to be available. And I think that hybrid approach will be what we do with our patients. It's what you're going to see in business going forward, as well as,  these meetings.

Griffin Jones: [00:17:06] Do you ever see the hybrid programming shifting so that certain programs are all digital and then certain programs are all in-person. 

Dr. Angie Beltsos: [00:17:19] I think what there is in life, there is about 80, 75, 80% that you can communicate through an entire digital approach. And that includes some of the relationships we have and then the water cooler kind of effect, or the in-person contact will be missed if a hundred percent of it is done digitally.

So I think you can get a lot accomplished, with the video conferencing, but I think. That doing everything a hundred percent video, you will also miss some important things that happen when the cameras shut off. 

Griffin Jones: [00:18:05] I think so too. I wrote an article about this, right? As everything was shutting down, I wrote it in March, 2020.

It was like soon as they canceled PCRS, I fired it out. And it was an article about what I think should be in person. What I think should be video because our company has been remote since you've known me. We've always been remote, but I will tell you. It hurt even in, COVID not being able to get together, even though my project managers in Memphis, my operations managers in Nashville, my digital strategist is in Colorado, a account managers in Miami everyone's everywhere, but we still normally get together a couple of days a year.

In-person to do the stuff that we need to do in person, which is the major long vision strategy and the personal bonding, all of the execution we can do over video. So I wrote in that article, this is what I think should be in person. This is what I think should be done. Video. I think a lot of the speaker stuff in the future can be done via video.

I think the in-person workshopping and and the networking, is what the in-person meetings have to offer. So why don't we just start building those programs,  around that way? What do you expect to see this year in 2021, knowing that it's people have kind of gotten the habit of all, it can do it from zoom, but they've also, they're also kind of starving though.

So what do you expect to see this?

Dr. Angie Beltsos: [00:19:36] Well, we hope that some people will. Be able to, come from around the world and participate via zoom and via video conferencing. So I'm very excited about that. And I think that some of the key lectures you can present that. On a screen. But I think the dialogue that happens back and forth and seeing the audience in person is,  is also priceless.

We do workshops, which I think is also unique where we break the whole audience into groups that dialogue into kind of a small group, a round table kind of discussion on different topics. And I think that would be you know, better done. I think those kinds of things could be better done in person. 

Griffin Jones: [00:20:27] So those types of things, I see that as the future of,  in-person events.

And I sometimes think that events like yours are better poised than some of the larger ones for that reason, because it's kind of built for that. It's built for that in person, that in-person. Type of relationship building and yeah, I, you know, like I said I'm, I'm a hundred percent pro-zoom pro doing anything that can be done electronically.

Electronically, Fertility Bridge has never had a home office that said, I also don't think I ever would have built the relationships that I did had it not been getting to meet in person, even if I, sometimes there's lots of relationships that I have. Digitally first, but then I meet them in Chicago. I meet them at MRS and that puts a certain icing on the cake that is irreplaceable. 

Dr. Angie Beltsos: [00:21:19] Irreplaceable.

There's a great book called The Art of Gathering by Priya Parker. That was a gift from Hannah Johnson and it's how we meet and why it matters. It's a great book for those of you listening, who do care about meetings and how we meet and whether it's your family, whether it's your business, whether it's a big conference, it really is important to consider the elements that allow it to be successful and how you want that flavor.

To be what you want to accomplish. And I really appreciate you, Griffin inviting me to talk about, our meeting, but what the elements are. I think that intimacy is very important and people start to become more open in certain size groups , and numbers. So there are certain things we accomplish in the big symposium, and there are things that you get out of it by being able to speak and dialogue with your colleagues.

 Howard Jones God rest, his soul had, said some really important things to me about the MRSI meeting. And for those listening, he was one of the fathers of IVF in the United States. He had the 13th IVF baby, born, in the world, but he. He was saying that when you have a meeting, make sure that most of the meeting is your Q &A and talking, let the audience talk to each other.

Don't spit out all these lectures and, you know, we invite these brilliant people to give lectures with 75 slides in 20 minutes, but they really, you know, that, that idea of throwing out the topic, the latest. It's points of what's relevant and then let people talk about it. And that's when you really take things home.

Griffin Jones: [00:23:18] And do you have the opportunity to do that? Especially as a breakout speaker at MRS people always come up to me after MRS. Specifically. And it's great too, because if I need to talk to one person because they got to me first, say, Hey, I can see you at the cocktail hour later. They don't just, they can't just, they don't just lose me in the ether.

And that's. Maybe that's the Je Ne Sais Quoi of MRS 'cause I'm thinking I love PCRS. I love CFAS. And those two are smaller meetings that are very collegial and I really liked them. And I'm thinking, what is the Je Ne Sais Quoi of MRS? And I think it's partly Chicago. I think it's partly you Angie. And I think it is, multi-disciplinary focus, which isn't is true for the other meetings, meeting the size, meeting the social events. And I was talking with one of my employees today who's really advancing in their career. And I said to them, Part of being a senior person is even when you're in your role, you know, how you play into the rest of the picture.

So I think even if you're a mental health professional, and that's your thing, knowing what the doctors and scientists are up to right now is really important. Even if you're a doctor, knowing what the nurses are up to right now is really important. Even if you're a nursing manager, knowing what the business minds are up to right now is really important.

So I hope that you. Continue that streak at MRS as it evolves. 

Dr. Angie Beltsos: [00:24:48] Well, I appreciate that. And I think,  the other piece of all this, as we try to play a lot of music during our meeting before, during and after, and, when we talk about , you know, what makes things attractive is that people learn really well.

If you activate both sides of the brain, the right and left, and there's a lot of scientific studies, how important music is. So, you know, The music, in the very beginning, between every speaker and it activates that side of that art side of the brain the other , relaxing side. But then you throw in some hardcore science and it's supposed to really help with, feeling really good about things and having fun, but also learning.

  Griffin Jones: [00:27:50] So now that it's established and now that you also have an established practice group, what do you think you get out of it? 

Dr. Angie Beltsos: [00:28:00] This has it's a really great personal question for me. It changed my whole stratosphere. My the course of my, my career. It changed the whole direction of who I am and how I practice medicine, who I talk to in a moment I wasn't doing, you know, I was just. One of a new grad of doctors in the country. And suddenly I was friends with the thought leaders. And from there you get invited to give a lecture in Canada and then you meet, go end up in Europe. And in Europe I met people from Australia, the president of the Australian fertility, and then all of a sudden you're in, I was in.

Australia giving lectures and from Australia met someone and I was in China. So I literally went from being this little. Chicago doctor organizing a meeting and through it, I became, I made friends with people all over the world. People that showed me the backside of the kitchen. You know, you go to these great speakers, the, and they take you home and they invite you into their world and they teach you how to run your business and things to do and mistakes they made.

So. This out of all the things in my career, as far as fertility goes, this hands down changed the whole course of my life. 

Griffin Jones: [00:29:31] It's funny because you're talking about the history of you getting plugged into other people through this. My experience is you plugging in other people through this, like myself included, but I think of, you know, not to blow up your spot, Angie, but you are better at your fair share of you get more of your fair share of younger docs in recruitment than many people do.

And I think part of the reason for that is. Accessibility.  And I think  MRSI just a megaphone of accessibility. 

Dr. Angie Beltsos: [00:30:06] Yeah. It's been a, it's been a gift. I've been very blessed to have been given this opportunity to fund. I mean, the money that. Came through to, to organize, had to be properly managed. And through that you create a, hopefully a platform and the younger people that participated as fellows have become friends of mine.

And some of them  have joined Vios and some have been. You know, colleagues in the country and in the city and it's been awesome. So I think that was correct to that. We've had a chance to make new friends in a variety of age groups, not just the older , genre of thought leaders and people that invented what we do, including Louise Brown, the product of, thought leaders, but also the younger group.

We've become,  had that opportunity to get to know. So you're right. It's been a gift. 

Griffin Jones: [00:31:10] Well, let's end this thread of cultural relevance for a second, because I'm obsessed with it. I stay up thinking about how I'm going to be culturally relevant when I'm 88 years old, it's something that I really obsessed with.

It's like longevity meets sustainability meets just something I intrinsically really enjoy. And I see some of the advantages playing out for you. And I think that might be a gateway drug for the people that might not just geek out on it as much as I do, but if they can see yeah, you are the perfect case in point.

So, but if they can see the tangible benefits of what you've done, I think so many people are having a hard time recruiting doctors right now, recruiting younger staff and. One of the ways that you've been able to do that. As you give fellows a platform, you, they always, they know that they can call you.

They know who you are. That's really important. They see you. Content. And so maybe we can extend some of this to other people. They're not going to go off and start their own meeting because it's way too much fricking work. But even if they were a chair for one of your programs, even if they were a speaker at ASRM, that's more accessibility.

So maybe we could just talk about how that accessibility to the younger generation helps you stay relevant to them as they start to take over the reins. 

Dr. Angie Beltsos: [00:32:36] Yeah, I think that's such a fascinating topic of cultural relevance. You know, it's like a moment ago, sick was kind of a bad thing, but you know, that is so sick really.

Is that a good thing or a bad thing? Oh, I guess it's a really cool thing. And in the moment you become, you know, all of a sudden the words people use and the way that they approach life, but you're, You've got to be a little willing to always change. And human nature is the opposite of that. Don't get stuck in, you know, your old ways.

Try to learn, try to be a chair and take that stuff home and be a little uncomfortable. I think that's really important. Remember that when we lead the group, That we have to have humility and we have to be part of the group and let the group also have opinions and decision-making and feel valued and appreciated.

And it is a, very delicate balance. Isn't it. 

Griffin Jones: [00:33:43] Tell me more about that balance. What makes it so delicate? 

Dr. Angie Beltsos: [00:33:48] Because as the. Leader of an organization. You may be the medical director, some of the audience members, they may be trying to hire or keep, you know, these young, vibrant physicians. And they're going to be people that come and go for a variety of reasons, but we have to look in the mirror.

We have to be accessible. We have to be, a teacher and a student. That dichotomy has to exist. You have to be a leader and you have to be allow the others to lead you. And so there's this, this balancing act and your people in your life will be your witness, good, bad, or ugly. And they're going to talk and social media today.

It's just like our customers. They're talking about us. They're  explaining, you know, the day to day activity. And so you have to listen to people's dreams and their aspirations and support them. And we're not perfect at it. God knows. There, there is intent there, and you have to figure out what you believe in , and how you're going to do this.

You know, the MRS is a charity to me and Nelson Mandela says the most powerful way to change the world is education. And so many people helped us get to where we're at and I cannot repay them. You know, the people that believed in me and gave me a chance. Those, I can't give them money. I can't give them something to help them do what they did for me. The only thing I can do is turn and give forward, right? So we give to the next generation, the next people and the people that are attending to, provide the best care to people that want to have a family. If you just go back to your mission of why do you exist?

Why do you do what you do?  Trying to create a team around you and that cultural relevance is,  is always to be open minded, I think, and open your heart and your mind be accessible. And I think. Wanting to listen and be friends with people from all different walks of life. 

Griffin Jones: [00:36:04] I'm going to push back on one thing you said, of course, like I'm just like riding the lightning of 90% and I choose the one thing that I'm gonna push back on.

But one thing, the one thing that you said. Is that I can't pay them back. And for some of them, that's probably true. Maybe some of them are gone or some of them, you just won't have something to offer that they need in the rest of their careers or lives. But I think many of them, you are in a position to pay back that those that helped you get to where you are now.

Some of them may be being put out to pasture. Oh, we've heard from him. We got it. We don't need his ideas anymore. And you're in a position now to say, no, I really remember this person helping me out. I'm going to give them a platform. I'm going to help them maintain their cultural relevance because they helped me and they are still relevant to me.

So I see that happening and I see that. I remember the people that put me on in the beginning. And now that my cohort is, and we're not in our early twenties anymore. Angie, now that we're in our mid thirties, late thirties, and we're starting to be the executives and at the very least the director level and the owners of companies, the people that it's not just returning a favor either.

It's hey, I learned a lot from this person and I think they still have that value to teach. I think you can repay some of them. 

Dr. Angie Beltsos: [00:37:29] Yep. You know, I think about, the opportunities that we got at all levels. I remember. The person who gave me a scholarship to college, you know, the, like you said being thoughtful about that and reciprocating can be very powerful all the way to someone who spoke at my meeting and gave me, knowledge that helped me hopefully get one more person pregnant, that I tried something new and different and being grateful to them and honoring them is , is really important. 

Griffin Jones: [00:38:06] This is so meta because the topic that I'm speaking about at MRS this year is how to manage millennials and gen Z in the workforce in so Meta, because , at least some of what I've learned has been through interactions at MRS. And you're talking about this balance of leadership and following

I'm not a new agey person that says, oh, just listen and do whatever they say no, at the end of the day leaders lead, but leaders. Based on information that they see and they get that information by asking and interacting MRS is an awesome place to do it. And a good exercise that I do every year is it started with your kids.

Angie 1: because I just think your kids and their friends are really well raised. And anyone that wants to talk trash on how kids are raised the other day. Listen, most of the time, I might even [00:39:00] agree with them, but there's always examples to the contrary. And that's your kids and their friends and looking people in the eye taking.

 Ownership of whatever they're supposed to be doing there. You put them to work there at the conference and they're doing work and I love taking your kids and their friends and whoever the interns are out to lunch every year. That's a tradition. I started a couple years ago and. If they're there, I'm going to do it again.

Well, I enjoy it too though. Angie, like I, I just watched them. I watched what they go out. Like I watch what they go out on the dance floor too, versus what we got on the dance floor to, I watch how they interact with each other. I watch my own, my one rule for them when I take them out, is I, and they all.

Cause you and Nikki tell them before I've even taking them out. I say, what's the rule. They said, no cell phones at the table. I go. Right. And so, so then I just get to talk to them and, and see what they're interested. And the reason why I'm saying all of this in regard to your lesson about leadership and following is because iIf I want to be able to lead this cohort, when they're in the workforce in eight years, I need to know their language and I'm not just going to learn their language. If I start the moment that I need to learn the vocabulary, if I'm a bit invested in how they're growing up and how they're finishing high school, going through college, entering the workforce, picking up the things that they're doing along the way, I'm going to be able to speak their language.

A lot more fluently and be able to tell them no, shut up young person and listen in the way that they'll actually understand and doesn't come across like that. And a lot of that I get from MRS. 

Dr. Angie Beltsos: [00:40:43] Well, thank you. That's a funny part and a funny story I had, you know, these were always so careful we get as a charity.

Basically sponsorship and donations to try to run the meeting. And people don't want to go to kind of a small, simple hotel cause they want to be able to enjoy the space, but that all takes money. So I called one of the meeting organizers at a company and they said, I said, how much would it cost for someone to come and check people in and hand them their badge?

And they were like, that's $45,000 and I go, you gotta be kidding me. I was like, all right, kids get dressed. And I thought, you know, what a great way to have for a high school student. To have some exposure to a professional event, be responsible for the happy customer and the customer. That's being a little difficult.

And one of them. You know, they still quote today was one of the doctors that said, this does not say doctor on the top of it can make me a new badge. And I was like, yep, this is customer service. You know, people want to make sure that they're honored and they're whatever. And they had, and I want you to greet people and welcome them.

And so we ended up, Having the high school interns have their exposure. A lot of them put them on college applications and they said when they were applying, they used it as some of the things that they wrote about their experiences. But also for us, it allowed us to, have some young people be very kind and welcoming and hang out with Griffin Jones, but also was a lot less expensive than the, the company that wanted a big chunk of change to greet people. So. 

Griffin Jones: [00:42:38] Well, I'm glad that economic way pushed that forward because they have a lot to learn, but there's also a lot that we can learn from them. That's one of the multi-generational values of, I encourage other people to do it as well. You have to be able to speak the language, or you're going to get put out to pasture? There's another episode that I did with this. Almost on this theme with Hannah Johnson, who I'm speaking with at MRS. This year on millennials and gen Z, but it's the flip side of the coin too. Dr. Beltsos how do you want to conclude on MRS and collegiality and, or multi-generational collegiality in the field and tying that all together.

I'll let you put the bow on that with final thoughts. 

Dr. Angie Beltsos: [00:43:28] Thank you for inviting me to speak at your podcast. It's always an honor and a privilege. And in that same context, I think the Midwest Reproductive Symposium International that I at the end is supposed to cross boundaries.  It's supposed to take us that are wanting to be taught from the learned to be open to different ages, approaching similar topics.

Different perspectives. So we hope that the audience that is listening will bring themselves and their friends and their colleagues to our meeting. Not only this year, hopefully in 2021, but in the years to come. And that the meeting allows us to grow, stand on the shoulders of giants. Be a little uncomfortable with taking some of the stuff home and trying something new and continuing to be open to growing.

And I always ask people no matter where, how old they are is what do you want to be when you grow up? You know, as , we look to the future and, I think. That spirit is embodied in MRSI, so with that, I appreciate again, the opportunity to be with you to be,  motivated and inspired. 

Griffin Jones: [00:44:59] Angie, I'll see you at MRS, in September Inside Reproductive Health listeners. We hope to see you at MRSI in September. We'll have a link in the show notes, and we'll send that out with the email Dr. Angeline Beltsos thank you very much for coming back on to Inside Reproductive Health. 

Dr. Angie Beltsos: [00:45:15] Thank you.

103 - Supply vs Demand and Artificial Intelligence in the Fertility Field with Dr. Robert Stillman

Understanding the past can often help create clarity for the future. Many industries are changing rapidly these days and Fertility practices are not immune. Changes from scientific advancements, culture, and consumers all play a role in the landscape shift of the industry. When you add technology to the mix, advancements start snowballing rapidly.

This week on Inside Reproductive Health I interviewed Dr. Robert Stillman, a Board Certified Reproductive Endocrinology and Fertility subspecialist with over 40 years of experience. We recount his experience from beginning to the present and what he deems will be important in the future. He has direct experience with the integration of private equity capital into fertility practice and has led trends in practice financing, technology (e.g. AI, genetic testing, egg freezing), physician and staff recruitment, retainment, compensation, partnership tract, and retirement paradigms.

In this episode, we talk about Dr. Stillman’s insight into the industry and big trends we are seeing including how Artificial Intelligence is and will continue to shift the industry. We also talk about:

  • How Private Equity effects Fertility Practice

  • What changes have happened in the Fertility field over the last 20 years

  • How has consolidation and expansion has affected the REI landscape

  • How Bob was able to successfully work with the academic centers


To learn more about our Goal and Competitive Diagnostic, visit us at FertilityBridge.com.

100 - An Inside Look at Merging and Consolidating Fertility Groups, an interview with Mark Segal

We’ve seen it happen all over the country and you’ve probably seen it in your backyard--clinics are merging and consolidating, absorbing the market share. But with the fall of Integramed in the spring of 2020 and dozens of clinics left in the lurch, mergers and consolidations started to appear more risky.

On this episode of Inside Reproductive Health, Griffin talks to Mark Segal, CEO of Shady Grove Fertility and CEO of the newly-formed US Fertility, a fertility group made up of Shady Grove Fertility, IVF Florida, RSC of the Bay Area, and FCI in Chicago. Despite forming in a pandemic and after the Integramed news, US Fertility’s partnerships thrive--and are geared to keep growing, especially in the next 18 months. So what does that mean for the hundreds of smaller clinics that continue to remain in the field?

97 - Creating a Seamless Ownership Succession Plan, an interview with Dr. Paul Brezina

Creating a succession plan can be a daunting task for both new REIs entering the field and docs who are ready to retire. New REIs are looking for a place to call “home” that will help them meet their goals, while retiring docs want someone who will carry on their legacy and maintain their core values.

On this episode, Griffin talks to Dr. Paul Brezina, Director of Reproductive Genetics at the Fertility Associates of Memphis. After finishing his fellowship, Dr. Paul Brezina set out to find a private practice to join with the hopes of one day being a managing partner. From day one at Fertility Associates of Memphis, he knew what needed to be done to join the two founding partners of the clinic. While sharing his story, Dr. Paul Brezina shares his thoughts about creating succession plans and what new REIs should be looking and asking for as they set out in their careers in the fertility field.

95 - From the Ground Up: How to Grow a Successful Private Fertility Practice, an interview with Dr. Samuel Brown

Academic clinics, independently-owned private clinics, network clinics. With a variety of options for a new REI to choose from, it’s hard to decide just which one is best.

After working in almost every REI path, Dr. Samuel Brown decided to go out on a limb and start his own practice. Today, Brown Fertility is a flourishing independently-owned fertility clinic located throughout Florida.

On this episode of Inside Reproductive Health, Dr. Brown shares his experiences in all types of career paths and what led him to decide to form his own practice. He tells it all: the ups-and-downs of owning your own clinic, some tips on handling business challenges in a fertility practice, and why he chooses to remain independent despite a changing field. Dr. Brown also offers his perspective on the future of the independent REI clinic.

93 - From Private Practice to Academia: The Benefits of Working in an Academic REI Division, an interview with Dr. Eric Forman

Dr. Eric Forman currently serves as the Medical and Lab Director at Columbia University in New York City. After his fellowship and early years as an REI in a private practice, Dr. Forman took an opportunity to join one of the most well-known academic REI divisions in the country.

On this episode of Inside Reproductive Health, Griffin and Dr. Forman take a look at both the private practice and the academic REI division models, dissecting the pros and cons of each. From restrictions on care to cumbersome processes, Dr. Forman corrects some preconceived notions and offers his advice to new fellows searching for the right career path for them.

91 - What to Consider When Starting a De Novo Fertility Clinic, an interview with Dr. Cindy Duke

Dr. Cindy Duke is the founder Physician, Medical Director, and Lab Director at Nevada Fertility Institute in Las Vegas. While finishing fellowship, Dr. Duke began to pursue a unique start to her career in fertility: a de novo clinic for a fertility network. Combining her passion for research and patient care, she was able to form her own clinic, all while remaining under the umbrella of a supporting network.

On this episode of Inside Reproductive Health, Griffin and Dr. Duke dig into why she chose this career path and just how she was able to get a nationwide network on board. Dr. Duke also shares the balance between influencer and leader in her clinic and the field as a whole. Griffin and Dr. Duke also reminisce about Rochester, New York and the benefits of “small town” fertility clinics.

90 - The Best of 2020

As we head into a new (and hopefully better) year, we wanted to take a look back on all the wonderful, inspiring guests we had on Inside Reproductive Health throughout the year. We talked about affordable care, mentoring new staff in the clinic and the lab. We learned about independent clinics and how they thrive despite heavy network competition, networks and how they continue to provide personalized care even after becoming publicly-owned. We talked about reducing physician burnout and increasing patient communication. And so much more.

On this episode of Inside Reproductive Health, we highlighted your favorite episodes and compiled the best clips into one episode for you to enjoy as 2020 wraps up.