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Chanie Gluck’s Vision: Creating A Place Where People Want to Work Ep. 74
Episode 7414th June 2022 • Fascinating Entrepreneurs • Natasha Miller
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Chanie Gluck is the Founder and CEO of 4D Global, Inc., a medical billing staffing company dedicated to supporting healthcare companies grow and scale their business. 4D Global primarily focuses on revenue cycle management, efficiency, and profitability by providing specialized and experienced medical billers - all hired, managed, and supervised at its facilities located in Chennai, India.  4D Global services clients in 19 states around the U.S and is expanding rapidly.  4D Global won the Best Place To Work in India for 2021-2022 and made the Inc 5,000 list as one of the fastest-growing companies.

4D Global is the second healthcare company founded by Chanie.  Her first business, 4D Medical, was launched in 2002.  4D Medical specialized in medical billing services to physicians, medical practices, and hospitals in the northeast. She sold that business in 2015, around the time 4D Global was beginning to service clients. As the CEO of 4D Medical, Chanie sought operational efficiencies and discovered offshore opportunities in India. She perfected offshore systems to improve profitability, scale easily, and impress her clients with exceptional work.

She is the host of The Growing Global podcast, a series dedicated to educating and inspiring entrepreneurs to get themselves and their businesses to the next level and beyond. Chanie has been voted the Next 1,000 CEOs to watch by Forbes magazine and voted Inspiring CEO’s 2021 by Insights Magazine.  

Chanie was born and raised in Brooklyn, NY.  She lives in Scottsdale, Arizona with her husband Izzy Yetnikoff, an injury attorney. Chanie and Izzy have  4 children.  She serves on the executive board of directors of her children’s school and is an active member of her community.  Chanie is passionate about helping business owners succeed and realize their potential.

Where to Find Chanie Gluck

Website: www.4dglobalinc.com

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This episode is sponsored by Entire Productions- Creating events (both in-person and virtual) that don't suck! and Entire Productions Marketing- carefully curated premium gifting and branded promo items. 

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Transcripts

Chanie Gluck:

If it's just about the money and it's just about the profit.

Chanie Gluck:

That's not a driver anymore, but making a difference in someone's life, treating

Chanie Gluck:

your employees amazing, giving them an amazing experience, creating a place

Chanie Gluck:

that they belong and giving back to the greater community and just really making

Chanie Gluck:

an imprint in this world in a positive way is what I'm super passionate about.

Chanie Gluck:

Follow me along for the journey.

Natasha Miller:

Welcome to FASCINATING ENTREPRENEURS.

Natasha Miller:

How do people end up becoming an entrepreneur?

Natasha Miller:

How do they scale and grow their businesses?

Natasha Miller:

How do they plan for profit?

Natasha Miller:

Are they in it for life?

Natasha Miller:

Are they building to exit these and a myriad of other topics?

Natasha Miller:

We'll be discussed to pull back the veil on the wizardry of successful

Natasha Miller:

and fascinating entrepreneurs.

Natasha Miller:

My book RELENTLESS is now available.

Natasha Miller:

Everywhere books can be bought online, including Amazon and barnesandnoble.com.

Natasha Miller:

Try your local indie bookstore too.

Natasha Miller:

And if they don't have it, they can order it, just ask them.

Natasha Miller:

The reviews are streaming in, and I'm so thankful for the positive feedback,

Natasha Miller:

as well as hearing from people that my memoir has impacted them positively.

Natasha Miller:

It is not enough to be resilient.

Natasha Miller:

You have to be RELENTLESS.

Natasha Miller:

You can go to therelentlessbook.com for more information.

Natasha Miller:

Thank you so much.

Natasha Miller:

Chanie Gluck is the founder and CEO of 4D global Inc.

Natasha Miller:

A medical billing staffing company, dedicated to supporting healthcare

Natasha Miller:

companies grow and scale their business.

Natasha Miller:

Today, we talk about how she's doubling her workforce this year, how she manages a

Natasha Miller:

mostly overseas team and what her strategy for growth is now let's get right into it.

Chanie Gluck:

I loved EOS.

Chanie Gluck:

The moment I read traction, I'm a self implementer.

Chanie Gluck:

I did it in my first business for the last four years that I owned that business.

Chanie Gluck:

And I sold that business.

Chanie Gluck:

When I started this business, I just started at straightaway.

Chanie Gluck:

So level 10 meetings, core functions, all of the stuff that I love about EOS.

Chanie Gluck:

And I really do think it's helped me scale.

Chanie Gluck:

It's supposed to help me step into my visionary role and

Chanie Gluck:

be comfortable with that.

Chanie Gluck:

And know that I'm a true visionary.

Chanie Gluck:

I love rocket fuel, you know, that relationship.

Chanie Gluck:

So, yeah.

Chanie Gluck:

I love EOS.

Chanie Gluck:

It's great.

Natasha Miller:

How do you think it helped the sale of your business and the sale

Natasha Miller:

amount for your business that you sold after you used it for the last four years?

Chanie Gluck:

So I think the value of the company, I think I got more because.

Chanie Gluck:

I created a lot of systems and processes.

Chanie Gluck:

And so in the few years before I sold, I just documented everything.

Chanie Gluck:

I know that's kind of like an EOS principle or like an E-Myth principle,

Chanie Gluck:

but being able to hand over an entire like policy procedure manual on

Chanie Gluck:

every single aspect of the company, not just the operations, but I had

Chanie Gluck:

a bio on every customer and I had.

Chanie Gluck:

Everything was documented really well.

Chanie Gluck:

I think that helped for sure.

Natasha Miller:

How many customers did you have at that time?

Natasha Miller:

Cause I'm thinking about myself.

Natasha Miller:

We have thousands of customers because we're high volume, but-

Chanie Gluck:

I would say hundreds of doctors, one practice

Chanie Gluck:

could have like 200 physicians.

Chanie Gluck:

So I'm going to say many hundreds of doctors.

Natasha Miller:

That's a lot of work.

Natasha Miller:

And then for your current company with EOS, here is a

Natasha Miller:

question that I just made up.

Natasha Miller:

If you had to choose one thing to do with your company from EOS and not anything

Natasha Miller:

else, which is never going to happen, but what's the number one most important

Natasha Miller:

element in your mind for your company.

Chanie Gluck:

I'm going to say using ninety.io, Because ninety.io really

Chanie Gluck:

guides you through the EOS process.

Chanie Gluck:

If you have everything in that system, it makes quarterly plannings

Chanie Gluck:

easy and makes annual plannings and makes your L 10 meetings easy.

Chanie Gluck:

Like everything flows very seamlessly.

Chanie Gluck:

So.

Chanie Gluck:

Getting that product and having your entire team use it.

Chanie Gluck:

And I use it for same page meetings.

Chanie Gluck:

So that's the one thing, get that software.

Natasha Miller:

It's so great that you said that because, so for listeners, BOS

Natasha Miller:

is the entrepreneurial sort of operating system that Gino Wickman devised.

Natasha Miller:

And I think it really did.

Natasha Miller:

Harkin from Verne, Harnish's scaling up and we use it as well, but

Natasha Miller:

the software part is interesting.

Natasha Miller:

So in your last company, before selling, did you use a software or did you do

Natasha Miller:

Google docs, et cetera, et cetera?

Chanie Gluck:

Yes, I did Google docs.

Natasha Miller:

Okay.

Natasha Miller:

And what would you say is the benefit in percentage, is it 50%

Natasha Miller:

better to use on online tool?

Natasha Miller:

Like ninety.io?

Natasha Miller:

And one more question about EOS.

Natasha Miller:

I have nothing to do with the EOS, like right.

Natasha Miller:

I'm not getting anything from them, but it is very interesting to me.

Natasha Miller:

There are other softwares that use the EOS, you know, they're in tandem.

Natasha Miller:

Did you check those out or did you just go straight for ninety.io?

Chanie Gluck:

I went straight for ninety.io.

Natasha Miller:

Because you didn't compare.

Chanie Gluck:

I mean, I did look at others, but this was hands down to me.

Chanie Gluck:

It made the most sense.

Chanie Gluck:

And I just tried it like the offer a trial.

Chanie Gluck:

I tried it.

Chanie Gluck:

Right.

Chanie Gluck:

And then I just get going with it.

Natasha Miller:

Good.

Natasha Miller:

So how do you source them, qualify your new employees?

Natasha Miller:

And I know you're talking about onboarding some fairly new employees.

Natasha Miller:

Where are you finding that?

Chanie Gluck:

So all my employees are in India.

Chanie Gluck:

I have a few employees in the U.S.

Chanie Gluck:

but that's what we do.

Chanie Gluck:

And we have an HR team and recruiting team.

Chanie Gluck:

So we have a pretty large team that does the recruiting.

Chanie Gluck:

I don't personally do any recruitment, but for a high-level position, I

Chanie Gluck:

am a bit of a LinkedIn stalker.

Chanie Gluck:

And so.

Chanie Gluck:

I think anyone that's good is a working thing somewhere.

Chanie Gluck:

And the person that's unemployed is probably not someone I want on my team.

Chanie Gluck:

So I really look around and do some digging and I found

Chanie Gluck:

a few of my best people.

Chanie Gluck:

Thrillington through private messaging, them seeing whether

Chanie Gluck:

at and many times people are unhappy and want to make the move.

Natasha Miller:

Right.

Natasha Miller:

And how big is your company now?

Chanie Gluck:

Today?

Chanie Gluck:

We're a 300 employees going to 600 this year.

Chanie Gluck:

And our goal is to-

Natasha Miller:

Wait back it up.

Natasha Miller:

That's double capacity.

Natasha Miller:

How are you managing for that?

Chanie Gluck:

We did grow 147% from last year.

Chanie Gluck:

So we COVID, I know it sounds terrible because for most people it really

Chanie Gluck:

was horrible, but I would say for our business, it was amazing and

Chanie Gluck:

the Americans didn't want to work.

Chanie Gluck:

People were pulling out of the job market.

Chanie Gluck:

Yeah.

Chanie Gluck:

People in India were hungry for work, and there are lots more people

Chanie Gluck:

there and resources are plenty.

Chanie Gluck:

And the objection that we had years ago about not wanting people, wanting

Chanie Gluck:

people in their office and wanting to see them all that was gone with COVID.

Chanie Gluck:

And so it really opened up the door.

Chanie Gluck:

And I think a lot of other BPOs, which is what we do business

Chanie Gluck:

processing, they were cutting salaries.

Chanie Gluck:

And they were laying people off and we were just like all in.

Chanie Gluck:

We just wanted a grow.

Chanie Gluck:

And that's really what we did.

Chanie Gluck:

So 300 employees and the 600 is easy because we now have a process.

Chanie Gluck:

We now know how many employees we could onboard per month.

Chanie Gluck:

And you do the math.

Chanie Gluck:

Spread it out over the year.

Chanie Gluck:

So it's very doable.

Natasha Miller:

Very impressive.

Natasha Miller:

I would love to talk to you about the language barrier and

Natasha Miller:

the challenges that you might be having and how you solve for that.

Natasha Miller:

I know that probably most of your employees speak English to a certain

Natasha Miller:

level and it's probably various.

Chanie Gluck:

So there is a misconception, I think for many Americans thinking

Chanie Gluck:

that there's a barrier and there is like for a data entry team, it's not there

Chanie Gluck:

for English, not their first language, but it doesn't need to be, but for

Chanie Gluck:

everyone on our executive leadership team, their communication is great.

Chanie Gluck:

Anyone that's client facing has to be able, I have to be able to understand.

Chanie Gluck:

And so they have to pass my test.

Chanie Gluck:

If I can speak, talk to them and I can understand them, then that's fine.

Chanie Gluck:

But I have to say that the culture there is culture, like

Chanie Gluck:

I've never seen anywhere else.

Chanie Gluck:

And what's interesting to me is that I look very different

Chanie Gluck:

than anyone else in my team.

Chanie Gluck:

I'm a white female and everybody else looks different and I've never felt so

Chanie Gluck:

much love and acceptance from people that are so culturally different.

Chanie Gluck:

That to me, I feel a tremendous amount of love.

Chanie Gluck:

And I'm adored and I'm treated like a queen when I hum and they really

Chanie Gluck:

roll out the red carpet for me.

Chanie Gluck:

And they're just so, in all the years I've been there and I've

Chanie Gluck:

been outsourcing since 2005.

Chanie Gluck:

So it's been many years of using them and using an offshore team I've

Chanie Gluck:

never, ever had a bad experience of somebody being mean and are

Chanie Gluck:

disrespectful or, you know, so.

Natasha Miller:

Why India specifically, I have employees in the Philippines.

Natasha Miller:

They're just what you described to me.

Natasha Miller:

I have friends in India, so I understand some of the culture that

Natasha Miller:

my friends particularly belong to.

Natasha Miller:

It's, you know, there's many different cultures within that region.

Natasha Miller:

So why India?

Chanie Gluck:

So when I first started offshore again, this is back in 2005

Chanie Gluck:

before social media, before anything, I just started putting out fillers

Chanie Gluck:

to see what was going on out there.

Chanie Gluck:

And all the companies at the time were in India.

Chanie Gluck:

And the city that we're in Shanai specifically is where medical billing

Chanie Gluck:

started close to 25 years ago.

Chanie Gluck:

And so it's almost like in a hundred New York is the Mecca for

Chanie Gluck:

finance the city in Shanai is the Mecca for medical billing talent.

Chanie Gluck:

And so there is a crazy amount of talent, like just to give you an, we would

Chanie Gluck:

put out a job or a job posting, and we can get 200 applicants in one day.

Chanie Gluck:

And so to me that says something about the abundance of talent

Chanie Gluck:

in that particular city.

Chanie Gluck:

Now it's not all over India, it's in this city in India and the Philippines

Chanie Gluck:

was more up and coming over the last, I would say 10 years where there

Chanie Gluck:

it's been going on for way longer.

Chanie Gluck:

So,

Natasha Miller:

And so will you continue your concentration in India and not

Natasha Miller:

look outside of any other off shore?

Chanie Gluck:

Well, I would consider, I mean, we do have an office in the

Chanie Gluck:

Philippines for some people that are sensitive to the accents and we do provide

Chanie Gluck:

services in the Philippines, but so far.

Chanie Gluck:

We've been having a tremendous success in India, but yeah, I'm

Chanie Gluck:

open, it's a global economy, you know, so we just have to leverage

Chanie Gluck:

the global talent wherever they are.

Natasha Miller:

So far ahead of so many entrepreneurs with building a company

Natasha Miller:

on the foundation of off shore talent.

Chanie Gluck:

Yeah-

Natasha Miller:

I didn't know that about you so we could go on and on and on, but

Natasha Miller:

I'm going to switch to another question.

Natasha Miller:

And so you are the visionary strategist of your company.

Natasha Miller:

I'm assuming you don't work day-to-day in the business.

Natasha Miller:

If you can answer that with this question, what is, what are the

Natasha Miller:

top three things that you're doing in your company as CEO now?

Chanie Gluck:

So for sure, the vision and the plan for where we're going.

Chanie Gluck:

I do work a lot with my direct reports, making sure that we're in alignment,

Chanie Gluck:

knowing where they're at, mentoring them, guiding them, coaching them.

Chanie Gluck:

So I spend a lot of time.

Chanie Gluck:

If people, I spend time, just the culture stuff, right?

Chanie Gluck:

Making sure that we have the right culture, that we continue to win the

Chanie Gluck:

great place to work certification that we won this year, continuing

Chanie Gluck:

to be at the top of our game.

Chanie Gluck:

And I do some of the client relationship stuff.

Chanie Gluck:

Like we have a client services team that manages that, but I'm continuously staying

Chanie Gluck:

on top of my most important relationship.

Chanie Gluck:

And like the relationship aspect to the business as well.

Chanie Gluck:

And the marketing and the podcast hosting.

Chanie Gluck:

I have a podcast called Growing Global, and I have a, another

Chanie Gluck:

podcast called Leaders in Medical

Chanie Gluck:

Billing.

Chanie Gluck:

And so I work on.

Chanie Gluck:

But that's pretty much what I do.

Natasha Miller:

So that's a lot of work and at least a 40 hour

Natasha Miller:

week, I'm assuming or more.

Natasha Miller:

And what about timeframe of your day?

Natasha Miller:

Are you working on your time zone?

Natasha Miller:

Their time zone?

Natasha Miller:

Somebody else's time zone?

Chanie Gluck:

No.

Chanie Gluck:

So they're always working in my time zone and they adjust my schedule and that's

Chanie Gluck:

fine because we have a 24 hour business.

Chanie Gluck:

So there are people working at night and there are people working during

Chanie Gluck:

the daytime, but all the people that report to me work during my daytime.

Chanie Gluck:

I would say that the way I structure my week, I don't know if you're

Chanie Gluck:

familiar with strategic coach and Dan Sullivan, but he talks about free

Chanie Gluck:

days and focuses and buffer days.

Chanie Gluck:

And so I really do set my schedule like that.

Chanie Gluck:

So like podcast days are today, like Thursday are days

Chanie Gluck:

that I reserved for that.

Chanie Gluck:

I have my Tuesday, Wednesday that are my focus days, and I know

Chanie Gluck:

exactly what I need to do those days.

Chanie Gluck:

And on Thursdays are also my one-to-one days.

Chanie Gluck:

So I have all my ones, ones on Thursdays, Fridays, a free day.

Chanie Gluck:

Monday's a catching up day.

Chanie Gluck:

So I kind of scheduled like that.

Chanie Gluck:

Definitely give myself a lot of free time and downtime because I

Chanie Gluck:

need time to think and to process.

Chanie Gluck:

And if we're cram everything together, there's just no time to.

Natasha Miller:

Right.

Natasha Miller:

Not to mention that you have a family as well.

Chanie Gluck:

Four children and a husband, and yes.

Natasha Miller:

Okay.

Natasha Miller:

So.

Natasha Miller:

I'm just trying to imagine what that could be like, because we're

Natasha Miller:

not even talking about carpool, baseball games, ballet lessons.

Natasha Miller:

Somebody's got to feed everybody.

Natasha Miller:

Right.

Natasha Miller:

That's a lot of work and more power to you.

Natasha Miller:

I think you have it under control.

Natasha Miller:

You look like you do.

Natasha Miller:

So what is your number one?

Natasha Miller:

I asked this question because we see so much of the shiny glossy.

Natasha Miller:

Successes of entrepreneurs and that's what we really want to put forward first.

Natasha Miller:

But I like to find out from successful entrepreneurs, what their number

Natasha Miller:

one challenge and the businesses.

Natasha Miller:

So I would make an assumption that with a company that's growing from 300

Natasha Miller:

to 600, that you actually, are great.

Natasha Miller:

And there's not really many downfalls, but you've got to be faced with the challenge

Natasha Miller:

because it's life and we're human beings.

Natasha Miller:

What is that challenge today?

Chanie Gluck:

There's so many Natasha.

Chanie Gluck:

I could write a book about all the challenges I've been through.

Chanie Gluck:

Cause it's not been a easy pleasant ride at all.

Chanie Gluck:

And you're right.

Chanie Gluck:

We always like to focus on all the great things, but oh my gosh, there's

Chanie Gluck:

so many crazy things that happen.

Chanie Gluck:

From left-field like unexpected, right?

Chanie Gluck:

For me, I'm two weeks away from a trip to India and onboarding this new operations

Chanie Gluck:

person that I'm super excited about and flying in my American people to

Chanie Gluck:

India, I'm planning this whole retreats.

Chanie Gluck:

And so the challenge right now is to make sure that.

Chanie Gluck:

We continue to grow and have a aligned leadership team, even bringing new people

Chanie Gluck:

in, like everything stays, the culture stays the same that people see the vision.

Chanie Gluck:

And as you add different people, you know how it is, what do they call it?

Chanie Gluck:

When you put someone else in it's storming, forming and norming, right?

Chanie Gluck:

So you like know, you anticipate there's going to be a storm.

Chanie Gluck:

Right?

Chanie Gluck:

You bring someone new.

Chanie Gluck:

The storm is about to happen.

Chanie Gluck:

How are we going to make the storming as short as possible?

Chanie Gluck:

So we can norm and form and like, and thrive.

Chanie Gluck:

Right?

Chanie Gluck:

So I know what's coming up.

Chanie Gluck:

I know that there's going to be a bit of a storm, but I'm ready for it.

Chanie Gluck:

I have to talk everyone through it.

Chanie Gluck:

So that's my current challenge.

Chanie Gluck:

This very moment as I'm talking to you, but a challenge a week ago

Chanie Gluck:

was "oh, my gosh, this employee got this fantastic offer and

Chanie Gluck:

told us they were going to join."

Chanie Gluck:

And now I have to like try to match this offer and, you know, that's

Chanie Gluck:

challenging and some wild things actually, without getting into details.

Chanie Gluck:

I don't want to reveal too much, but I was kind of in a war with.

Chanie Gluck:

Other employer in the same business as me without ever meeting him.

Chanie Gluck:

And he said to his employee, "I've never lost to a woman before, and I

Chanie Gluck:

cannot believe I am losing to a woman."

Chanie Gluck:

And I'm like, "damn" like,

Chanie Gluck:

Good for you like, wow.

Chanie Gluck:

Right.

Chanie Gluck:

So I'm glad I won great vanilla, unless feel like I hope he's not

Chanie Gluck:

going to do anything bad to me.

Natasha Miller:

Right.

Natasha Miller:

And would you say that is a cultural situation, you know, as eating much older?

Natasha Miller:

Like what do you attribute to.

Chanie Gluck:

Look, this is what I'm trying to change actually, because

Chanie Gluck:

in India and in Asia, there's a lot of command and control leadership

Chanie Gluck:

and people want to command.

Chanie Gluck:

And this guy even said to me, he was yelling at his direct report and said,

Chanie Gluck:

"Why aren't you listening to me?"

Chanie Gluck:

And I'm like, which employee talks to their people like that.

Chanie Gluck:

"Why don't you listen to me?"

Chanie Gluck:

I mean, I don't need to listen to you.

Chanie Gluck:

Like this is not a father-son relationship, like, so there's a lot

Chanie Gluck:

of command and control and I am a trust and inspire a type of leader.

Chanie Gluck:

And I like to lead by trusting and inspiring people.

Chanie Gluck:

And every day is a choice.

Chanie Gluck:

If you're going to come to work or not.

Chanie Gluck:

Like, I'm not holding you down, you know?

Chanie Gluck:

So I think it's like changing the way business is being done.

Chanie Gluck:

Like as Americans we're used to it, we expect a certain culture over there.

Chanie Gluck:

It's oppressive.

Chanie Gluck:

Like the employers have power.

Chanie Gluck:

And they use it and it's not nice for them.

Chanie Gluck:

So anyway, that's a, long-winded answer to your question.

Natasha Miller:

It's okay.

Natasha Miller:

I mean, it's good to explore, especially with someone like you, the challenges

Natasha Miller:

that might come with working in different parts of the world, right.

Natasha Miller:

It's a different experience.

Natasha Miller:

I don't know if I would ever encounter that sentiment from somebody in the United

Natasha Miller:

States, unless they were much older than.

Natasha Miller:

Me.

Natasha Miller:

I think that's the one thing that I would attribute to maybe

Natasha Miller:

some old fashioned thinking.

Natasha Miller:

So for your business, what is the strategy beside hiring, you're hiring.

Natasha Miller:

You're doubling your team because there's a need, but what is your strategy for

Natasha Miller:

growth to make sure that that business is coming in to sustain all of the growth?

Chanie Gluck:

We have a large sales team.

Chanie Gluck:

We have a marketing team.

Chanie Gluck:

I mean, everyone's like geared to go.

Chanie Gluck:

My strategy in relation to my business has always been focused

Chanie Gluck:

on a niche within health care.

Chanie Gluck:

And like get the market, share of that niche and then move on to the next.

Chanie Gluck:

And so what is your current niche?

Chanie Gluck:

Current niche is urgent care, radiology, anesthesia, so, encoding.

Chanie Gluck:

We have it set up for the rest of the year, so we will

Chanie Gluck:

focus on a niche per quarter.

Chanie Gluck:

And so we just go really hard on that one area.

Chanie Gluck:

And it's been amazing for us.

Chanie Gluck:

And so then we become experts in that area.

Chanie Gluck:

We continue to get more, it's just easier to acquire more customers.

Chanie Gluck:

So, yeah.

Natasha Miller:

And is the acquisition process in your field really challenging?

Natasha Miller:

Do you stand out in the market as just best in class and, or is it

Natasha Miller:

so much referral based that the salespeople are really just creating

Natasha Miller:

and maintaining relationships?

Chanie Gluck:

I would say that.

Chanie Gluck:

Our customers see using us as their secret sauce.

Chanie Gluck:

They don't tell anyone.

Chanie Gluck:

A lot of them don't say anything.

Natasha Miller:

So it's not referral.

Chanie Gluck:

Right.

Chanie Gluck:

So they don't want anyone else to know.

Chanie Gluck:

But when it turns out like, Servicing all of their competitors,

Chanie Gluck:

but like, we don't talk about it.

Chanie Gluck:

And we don't tell anyone who our customers are, would if they

Chanie Gluck:

ask, I have to get permission.

Chanie Gluck:

If someone asks-

Natasha Miller:

It's confidential.

Chanie Gluck:

Correct.

Chanie Gluck:

Because it is a sensitive thing.

Chanie Gluck:

Well, it's their choice.

Chanie Gluck:

If they want to tell their clients or not, we are bounced our clients.

Chanie Gluck:

So it really is not as much referral basis, Mather business,

Chanie Gluck:

my billing company, which is all doctors that was all referral based.

Chanie Gluck:

This is a little bit different, but the truth is word spreads in the market.

Chanie Gluck:

The medical professionals are really tight and when someone's having success,

Chanie Gluck:

It usually does spread word of mouth, but I would say my sales team is amazing.

Chanie Gluck:

Like they're great and they know exactly who we want as a customer.

Chanie Gluck:

And they're doing like outbound.

Chanie Gluck:

Pursuing our ideal customer.

Natasha Miller:

Do you, as a company provide specific sales

Natasha Miller:

training, do you outsource that?

Chanie Gluck:

So I had hired initially when I started my sales

Chanie Gluck:

team, a sales sales trainer, he hired some of my top salespeople.

Chanie Gluck:

We have a pretty large sales team in India as well.

Chanie Gluck:

And so we have data mining people in India.

Chanie Gluck:

And so we do that there.

Chanie Gluck:

And then in the US, we focus on, we have closers in the US they're just closing

Chanie Gluck:

deals and that's a perfect setup for us.

Natasha Miller:

And is that part of your training module when you're onboarding and

Natasha Miller:

is it continuing, or does someone get that injection of training for the first three

Natasha Miller:

months and then they're on their own or

Natasha Miller:

- Chanie Gluck: So we already have recorded

Natasha Miller:

our very experienced sales manager.

Natasha Miller:

Who's the one that set things up.

Natasha Miller:

So he did a bunch of sales trainings and we recorded them all.

Natasha Miller:

And now we onboard somebody new.

Natasha Miller:

They just watched.

Natasha Miller:

And that's their sales training.

Natasha Miller:

And then obviously ongoing, we listen to calls once a week, we get feedback.

Natasha Miller:

We help them figure out what they did, right.

Natasha Miller:

What they did wrong, things like that.

Natasha Miller:

Yeah.

Natasha Miller:

It's an ongoing process with sales, but it's also, I find with sales, I

Natasha Miller:

use something called Culture Index where we find the right profile.

Natasha Miller:

Right.

Natasha Miller:

So it's all about finding the right profile for a sales person,

Natasha Miller:

the right personality type.

Natasha Miller:

Once we know that within our culture index, they has to be

Natasha Miller:

either a Rainmaker or a persuader.

Natasha Miller:

And we know that those profiles, personality profiles

Natasha Miller:

make really good salespeople.

Natasha Miller:

And so we don't even interview or hire.

Natasha Miller:

People that don't fit the personality profile of a salesperson.

Natasha Miller:

So they have to take the assessment, correct?

Natasha Miller:

Right.

Chanie Gluck:

Yeah.

Natasha Miller:

Okay.

Natasha Miller:

So if you're doubling in size, I'm going to assume you're doubling

Natasha Miller:

at least in revenue this year.

Natasha Miller:

What is the next five years look like on your vision board?

Chanie Gluck:

So 10,000 employees.

Chanie Gluck:

I would like it to take five years.

Chanie Gluck:

May it take eight years?

Chanie Gluck:

That's really like the target of where we want to go, but

Chanie Gluck:

still maintain the culture.

Chanie Gluck:

I think to me, culture is key.

Chanie Gluck:

I don't want to come from my culture.

Chanie Gluck:

I don't want to do any acquisitions because I'm worried about the culture.

Chanie Gluck:

And so that's kind of where I am right now, where I want to make sure that

Chanie Gluck:

we retain this amazing thing we have.

Chanie Gluck:

So that we can continue to grow.

Chanie Gluck:

So that's what everyone's looking at, but you know what, to me, it's a lot

Chanie Gluck:

about the journey and I have had in this last year or two, so many amazing

Chanie Gluck:

moments throughout the journey that I stopped focusing on that horizon.

Chanie Gluck:

And I just started enjoying.

Chanie Gluck:

The joy of today, the joy of yesterday, like all the amazing things

Chanie Gluck:

that are happening and just being able to sit with this is so good.

Natasha Miller:

And if you don't make it to 10,000.

Chanie Gluck:

I don't care.

Natasha Miller:

Yeah, that's what I assumed, but it's always good to have

Natasha Miller:

a goal in a number somewhere so that people are shooting towards something.

Chanie Gluck:

Yes.

Natasha Miller:

Is there anything else that you wanted to share

Natasha Miller:

with everyone before we sign off?

Natasha Miller:

So

Chanie Gluck:

I would say I am really passionate about, not just looking at

Chanie Gluck:

business as a way to be profitable, but looking to business to be a better world

Chanie Gluck:

and to be a better place for people.

Chanie Gluck:

And so we've done a lot of work with this orphanage.

Chanie Gluck:

I'm super excited in India.

Chanie Gluck:

I'm super excited for our next trip because we are doing a make-over of their

Chanie Gluck:

bedrooms and it's going to be amazing.

Chanie Gluck:

And I would love to see businesses out there.

Chanie Gluck:

Provide meaning for their employees and find something to do to give

Chanie Gluck:

back and to make this world a better place, because if it's just about the

Chanie Gluck:

money and it's just about the profit.

Chanie Gluck:

That's not a driver anymore, but making a difference in someone's life, treating

Chanie Gluck:

your employees, amazing, giving them an amazing experience, creating a place

Chanie Gluck:

that they belong, and giving back to the greater community and just really making

Chanie Gluck:

an imprint in this world in a positive way is what I'm super passionate about

Chanie Gluck:

and follow me along through the journey.

Natasha Miller:

For more information, go to the show notes where

Natasha Miller:

you're listening to this podcast.

Natasha Miller:

Want to know more about me, go to my website, OfficialNatashaMiller.com.

Natasha Miller:

Thank you so much for listening.

Natasha Miller:

I hope you loved the show.

Natasha Miller:

If you did, please subscribe also, if you haven't done so yet, please leave a review

Natasha Miller:

where you're listening to this podcast.

Natasha Miller:

I'm Natasha Miller and you've been listening to FASCINATING ENTREPRENEURS.

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