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Selling the Invisible: Making Financial Products Understandable and Relevant to the Average Pinoy – Noel Arandilla
 

Selling the Invisible: Making Financial Products Understandable and Relevant to the Average Pinoy – Noel Arandilla

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  • Introduce yourself: 5 years ago, my father convinced me to attend a financial management seminar. I never understood its significance but my father was very persistent and kept on reminding me for 4 years Now, I’m 27 years old -> computer engineering graduate -> used to work as an Internet Protocol Relay Operator for Verizon which is a service for the deaf in US -> salary was very ok because our salary is budgeted no other than by the US government -> this became the turning point of my life because even if I’m earning big I don’t have any savings. -> so I attended d lectures then after 1 year, I now have savings and investments. -> I’m now an entrepreneur and also sharing what I learn. -> so sit back, relax and pay attention , kindly turn off ur cellphones and write down ur questions and ask them afterwards so we’ll have a smooth lecture..
  • -> why do you think millions of filipinos are poor? -> personal financial management is not taught in our homes and schools -> our parents may have taught us how to manage our finances but their situation is different from ours

Selling the Invisible: Making Financial Products Understandable and Relevant to the Average Pinoy – Noel Arandilla Selling the Invisible: Making Financial Products Understandable and Relevant to the Average Pinoy – Noel Arandilla Presentation Transcript

  • SELLING THE INVISIBLEMaking Financial Products Understandable to Average Filipinos
  • The average Filipino has a ‘Financial Intelligence Quotient’ of 48.9% - Citibank (2010)
  • The average Filipino has a ‘Financial Intelligence Quotient’ of 48.9% - Citibank (2010)
  • The rule of money is changing, people livelonger today & people spend faster today.BEFORE, with a little hard work & carefulbudgeting, most families could realize theirdreams of buying their own home, sending theirchildren to college & retiring in relative comfort.TODAY, many families can hardly realizeeven one of those dreams.BEFORE, a parent could raise 10 childrenTODAY, the 10 children cannot raise a parent.BEFORE, only the father works could raise 10kidsTODAY, a couple both working can hardly raise 2kids.
  • MANY MORE ARE EXPECTED TO BE TRAPPED IN AN ENDLESS CYCLE OF FINANCIAL FRUSTRATION. and if WE continue to stick with the old solutions, & don’t shift our paradigms fast enough & quickly learn financial solutions,WE are is likely to put our future & that of our loved ones in great jeopardy!
  • People are more confused today than ever... They don’t know HOW and WHERE to begin...Our main responsibility as Financial Advisor is to make FINANCIAL PRODUCTS understandable especially to average Filipinos.
  • FINANCIAL PRODUCTS ARE THE MOSTIMPORTANT PRODUCTS PEOPLE NEED TO OWN. BUT PEOPLE DON’T REALIZE THIS UNTIL THEY NEED THEM! PEOPLE CAN BUY ONLY FINANCIALPRODUCTS WHEN THEY DON’T NEED THEM. PEOPLE CANNOT BUY FINANCIALPRODUCTS WHEN THEY NEED THEM!
  • The X-CURVE ConceptBIG RESPONSIBILITIES 3M 2M LIFE 2M 3M BIG SavingsYou Work Hard for Money Working For Money You INCOME = P300,000/yr 3M FOOD DIE TOO SOON LIVE TOO LONG X 10% / yr SHELTER 300T / yr CLOTHING EDUCATION Protection Investment HEALTH Less Secure 1M 1M LOI: Living on DEBTS Interest No Savings No Responsibility 0 0 YOUNGER OLDER 60  80 STAGE 1  STAGE 2  STAGE 3  STAGE 4HOW MUCH PROTECTION & INVESTMENT IS ENOUGH? No Savings Small Savings Big Savings Financial Big Responsibility Big Responsibility Less Responsibility Independence INCOME REPLACEMENT Formula= Annual Income x 10 P300,000/yr x 10 = P3 M X 10%/yr P300,000/yr
  • S G IN V / SA N O TI T EC OPR
  • The 6 STEPS TO FINANCIAL FREEDOM1. INCREASE CASH FLOW - Make more money - Reduce expenses2. DEBT MANAGEMENT3. CREATE EMERGENCY FUND4. PROVIDE PROPER PROTECTION5. BUILD LONG-TERM ASSET ACCUMULATION6. PRESERVE YOUR ESTATE
  • INCREASE CASHStep 1: FLOW WHERE CAN YOU SEE YOURSELF IN THE NEXT 3-10 YEARS?TWO THINGS WILL HAPPEN:1. Shrink your dream to fit the size of your income.2. Increase your income to fit the size of your dream!
  • IN LIFE YOU ALWAYS HAVE A CHOICE.BUT, IF YOU CAN’T FUND YOUR CHOICE, YOU HAVE NO CHOICE! To get something you never had, DO something you never did. Challenge yourself to GROW & make a CHANGE!
  • The way you manage your TIME & CASH FLOWcan make you POOR or RICH!
  • POVERTY is not lack of time (busy). It is MISMANAGED time!Prov 12:24 - Hard work will give you power, being lazy will make you a slave.Prov 10:4 - Being lazy will make you poor, but hard work will make you rich. Use your SPARE TIME to build wealth. “Never rely on a single source of income.” – Warren Buffet
  • POVERTY is not lack of money. It is MISMANAGED money!CHANGE your money habits – develop the habit of SAVING, not spending!
  • People living good life for so long… what they once considered luxuries, they now think of as necessities.  What is a cellphone for you, for status symbol, or for communication?The same attitude influences the choice of attire, gadgets, etc.
  • INCOME - EXPENSE = SAVING S S INCOME – Meralco – NAWASA – PLDT – Smart – Globe – Sun – SM – Robinsons – Ayala – Mcdo – Jollibee – KFC – Starbucks – Petron – Shell – CaltexYOURSEL - Salon-Spa F – VISA – Master
  • PAY YOURSELF FIRST!!!INCOME – TITHES – SAVINGS = EXPENSES (100%) (10%) (20%) (70%)
  • The Discipline to Save Genesis 41: 34-36 “keep one fifth of the crops during the 7 years of plenty. The food will be a reserve for the country during the 7 years of famine.”
  • From SUN TZU: PLAN FOR WHAT IS DIFFICULT WHILE IT IS EASY Avoid panic mode Fix the roof while the sun shines It was not raining when Noah built the ark PEOPLE NEVER PLAN TO FAIL. THEY SIMPLY FAIL TO PLAN.
  • Financial Disaster Formula:STARTING YOUR FINANCIAL PLANWHEN THE PROBLEM IS ALREADY THERE!(End of contract abroad, Retirement, Sickness, etc)
  •  CREATE A BUDGET. Check your expenses where you could cut cost. Weigh your expenses: WANTS vs. NEEDS? “SET GOALS FOR YOUR MONEY BECAUSE OTHERS ARE SETTING THEIR GOALS ON HOW TO GET ALL YOUR MONEY!”
  • Step 2:DEBT MANAGEMENT  Control your debt or else your debt will control you  Strive to eliminate debt
  • Step 2:DEBT MANAGEMENT Control your debt or else your debt will control you Strive to eliminate debt
  • DEBTPRESENT FUTURE INCOME INCOME SAVEPRESENT FUTURE NEEDS NEEDS
  • Step 3: CREATE EMERGENCY FUNDSave 3 - 6 months of your monthly income as an EMERGENCY FUND!
  • Step 4:ENSURE PROPER PROTECTION You need insurance if you have responsibilities or assets to protect (kids, health, etc). Don’tbuy insurance just because you cannot say NO to the agent. Make sure you UNDERSTAND it. People lost a lot of money in buying wrong insurance – they don’t know how insurance works & priced.
  • Make sure you understand how insurance worksBECAUSE the COST of INSURANCE is always charged to you!
  • 3 SECRETS OF INSURANCE:Secret # 1: There is NO Free InsuranceSecret # 2: Cost of Insurance (COI) always goes up COI is based on mortality rate table (God’s Table)Secret # 3: All insurance is TERM INSURANCE “ THE DIFFERENCE IS HOW YOU PAY FOR IT ”
  • Two (2) main categories of LIFE INSURANCE:1. Pure Insurance2. Insurance with Savings Figure out how you want to finance your insurance!
  • TERM INSURANCE: ART (premium increase every year); 5/10/15/20 - renewable level term, increase every renewal, base on new age.
  • Step 5: BUILD LONG-TERM ASSET ACCUMULATIONTRULY RICH PEOPLE HAVE MULTIPLE SOURCES OF INCOME.AVERAGE & POOR PEOPLE HAVE ONLY 1 OR 2 SOURCES OF INCOME.
  • THE TRICK TO DEVELOPINGMULTIPLE SOURCES OF INCOME IS TO MAKE IT PASSIVE!YOUR INCOME IS USELESS IF YOU FAIL TO CREATE PASSIVE INCOME.
  • Accumulate Income-Producing ASSETS, Not Liabilities ASSETS LIABILITIES Passive Income Non-Income-Income-Producing Assets Car Producing Assets Cell. Phones P1M House X 10% Jewelries 100T/yr Bags Shoes
  • Know How Money Works! THE RULE OF 72 The Power of Compounding Interest 72 ÷ Interest = # of years $ 2x 30 10T 72 ÷ 1 = 72 YEARS!! 1%+ 72 102 20T
  • The Rule of 72 72 ÷ 4 = 18 yrs 72 ÷ 12 = 6 yrs 12% 4% 29 100,000 29 100,000 35 200,000 47 200,000 41 400,000 65 400,000 47 800,000 53 1,600,000 59 3,200,000 6M 65 6,400,000
  • The Rule of 72 72 ÷ 4 = 18 yrs 72 ÷ 12 = 6 yrs 4% 12%29 100,000 29 100,00047 200,000 35 200,00065 400,000 41 400,000 47 800,000 53 1,600,000 59 3,200,000 6M 65 6,400,000
  • How Do You Want to Make a Fortune (P6M)?1. YOU WORK  6M P300T/yr x 20 yrs = 6M2. MONEY WORK  6M
  • MONEY at WORKYear 12% Year 12% 1 100,000 1 P1K/mo36 6,400,000 36 6,400,000
  • Don’t just work hard for money. Learn how toMAKE MONEY WORK for You!
  • INVESTMENT 101 WHY INVEST?TO REACH YOUR FINANCIAL GOALS!
  • YOUR FINANCIAL WHEN? MONEY MONEY YOU YOU NEED GOALS NEED TO SAVE PER MONTH 12% 4%1. Retirement Fund 10 yrs P1M P4K P7K2. Long-Term Healthcare3. Education4. Replace Wife’s Income5. Parent’s Retirement6. Travels7. House & Lot8. Car
  • WHERE TO INVEST? Depends on your INVESTMENT GOAL!< 1 year Save on short term instruments: ATM or Bank Savings Account1 – 5 years Bank Time Deposit, Bond Fund, Treasury Bills/Notes, etc.> 5 years Long-term Healthcare, Mutual Funds, Stocks, Equities, Bonds, CDs, etc.
  •  FORSHORT-TERM GOAL, INVEST IN SHORT- TERM INSTRUMENT. FORLONG-TERM GOAL, INVEST IN LONG- TERM INSTRUMENT! You cannot achieve your long-term goal by investing in a short-term instrument. Ifyou want to maximize your return on investment, you have to assume some RISK!
  • THE RISK-RETURN TRADE-OFF! Low Risk = Low Return High Risk = High Return *BPI or Rural Bank? Reduce risk by increasing your intelligence & by investing long-term!
  • If you want to go into “Ownership Investment”, you have 2 options:1. Invest directly in stock market2. Invest with professional money management – MUTUAL FUNDS
  • IF YOU INVEST DIRECTLY IN STOCK MARKET: You need to gain extensive knowledge in the stock market. You need the time & expertise to select, combine & monitor the stocks in your portfolio. Investing directly in the stock market is risky. Youneed to know how to analyze which stocks are “good” and which are “bad.” Do you have capability & resources to get the right information before it makes the news? If you get your news from other people or newspaper… you may “buy” or “sell” too late.
  •  MUTUAL FUNDS ARE AMONG THE MOST POPULAR FINANCIAL PLANNING VEHICLES IN THE USA. More than 80% of Americans own mutual funds. There are more than 7,300 mutual funds today in the US. MUTUAL FUNDS INDUSTRY IN THE PHILIPPINES IS STILL VERY SMALL. Very few Filipinos own mutual funds. There are only about 30 mutual funds in the Philippines.
  • Investment Vehicles20% - Government Securities (treasury bills/notes, etc.) 20% - Commercial Papers (corporate bonds) - Stocks & Equities (PSE publicly-enlisted companies) - Retail Loans (credit cards, house/ car/ business loans) - Real Estate Depositor Investor MUTUABANK YOU L FUND Creditor Shareholder 1-4% 20%
  • Mutual Funds Classification BOND FUND – invest in Govt. Securities STOCKS/ EQUITY FUND – invest in variety of stocks & Equities (90/10)% BALANCED FUND – combines Bond and Equity (50/50)%
  • BOND Fund Average Return: 6-7% 14% 12% 10% 8% 6% 4% 2% 0% 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 90% Governm ent Securit ies Com m ercial Papers & Cash Account s 10%
  • BALANCED Fund Average Return: >12% 25% 20% 15% 10% 5% 0% 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 St ocks 50% 50% Fix ed I ncom e Securit ies
  • EQUITY/ STOCK Fund Average Return: >18% 70% 60% 50% 40% 30% 20% 10% 0% -10% 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 90% St ocks Fix ed I ncom e Securit ies 10%
  • PHILIPPINE STOCK EXCHANGE* PROPERTY BANKS POWER, ENERGY, WATER HOLDING FIRMS AYALA LAND ASIA TRUST ABOITIZ POWER ABOITIZ BELLE CORP. BANCO DE ORO ALSONS CONS ALLIANCE GLOBAL CEBU PROPERTY A BPI EAST ASIA POWER AYALA CORP EMPIRE EAST CHINABANK EDC DMCI HOLDINGS ETON CHINATRUST FIRST GEN FILINVEST DEV EVER-GOTESCO METROBANK MANILA WATER JG SUMMIT FIL-ESTATE LAND PBCOM MERALCO LOPEZ HOLDINGS MEGAWORLD PNB PETRON REPUBLIC GLASS POLAR PROPERTY RCBC FOOD, BEVERAGE SM INVESTMENTS ROBINSONS LAND SECURITY BANK ALASKA MILK MINING, OIL SM DEVT UNION BANK GINEBRA ABRA MINING SM PRIME HOLDING OTHER FINANCIAL JOLLIBEE ATLAS MINING STA. LUCIA LAND BANKARD PEPSI-COLA LEPANTO VISTA LAND BDO LEASING PUREFOODS MANILA MININGTELECOMMUNICATIONS/INFO CITISECONLINE RFM CORP. PHILEX DIGITEL FILIPINO FUND SMC PNOC GLOBE TELECOM FIRST METRO SWIFT PREFERRED PLDT IREMIT TANDUAY AYALA PREF PLDT ENERGY MANULIFE UNIVERSAL ROBINA PETRON PREF EDUCATION, HOTEL PSE CONSTRUCTION ABS-CBN PREF CENTRO ESCOLAR SUN LIFE EEI CORP GMA HOLDINGS FEU CHEMICALS, DIVERSIFIED HOLCIM PLDT WATERFRONT CHEMREZ MARIWASA MEDIA TRANSPORTATION MABUHAY VINYL CORP PHINMA ABS-CBN ABOITIZ TRANS SPLASH CORP REPUBLIC CEMENT GMA NETWORK INTL CONTAINER INTEGRATED MICRO SEACEM MANILA BULLETIN
  • Trend/ Scenario: What Would You Choose? Scenario 1 P20/share P18/share P16/share P14/share P12/shareP10/share
  • Trend/ Scenario: What Would You Choose?Scenario 2P10/share P10/share P7/share P6/share P7/share P5/share
  • Trend/ Scenario: What Would You Choose?Scenario 3 P10/share P5/share P5/share P3/share P2/share P1/share
  • Trend/ Scenario:  Using “Money Cost Averaging”: P100 per month Scenario 1 P20/share P18/share P16/share 5 shares P14/share 5.56 shares P12/share 6.25 shares Total Shares = 42.28 X P20/shareP10/share 7.14 shares P845.60 8.33 shares 10 shares - P600.00
  • Trend/ Scenario:  Using “Money Cost Averaging”: P100 per month Scenario 2 P10/share P10/share P7/share 10 shares P6/share P7/share 10 shares 14.29 shares P5/share 14.29 shares 16.67 shares 20 sharesTotal Shares = 85.25 shares X P10/share P852.50 - P600.00 = P252.50
  • Trend/ Scenario: Using “Money Cost Averaging”: P100 per month Scenario 3 Total Shares = 235 shares P10/share 10 shares X P5/share P5/share P5/share P1,175.00 20 shares 20 shares - P600.00 P3/share P2/share 33.33 shares P1/share 50 shares P575.00 100 shares
  • PEMI FAMI PAMI Equity Equity Fixed Fixed Dollar Equity % % % % % % 2009 65.05 53.11 5.32 5.52 17.76 47.41 2008 -40.71 -30.70 2.33 1.91 -7.44 -38.13 2007 18.33 12.62 4.44 4.34 6.80 20.09 2006 52.26 67.22 14.14 14.48 8.62 43.32 2005 15.24 12.28 8.34 15.19 2004 28.40 8.03 4.84 23.38 2003 35.60 9.49 5.75 31.14 2002 - 5.20 9.50 6.87 - 4.94 2001 2.90 9.52 1.83 - 3.87 2000 6.90 8.91 -15.10 1999 35.90 10.20 14.60 1998 30.00 10.42 19.18 1997 - 5.30 5.05 1996 58.50 1995 20.80 1994 14.00Average 6.55 8.43 5.93 Yield 20.79 25.56 12.69
  • Mutual Funds Performances FUND 2010 NET 2-YEAR AVERAGE RETURNS FIRST METRO S&L 63.37% 58.24% Equity FundPHILAM Strategic Growth 55.81% 51.61% Fund PHILEQUITY Fund 54.25% 59.62% FIRST METRO S&L 61.97% 53.67% Balanced FundFIRST METRO S&L Fixed 11.56% Income Fund 8.44% PHILAM Bond Fund 7.64% 6.57%PHILAM Dollar Bond Fund 8.97% 13.37%
  • BUILD A SOLIDFINANCIAL FOUNDATION INVESTMENT EMERGENCY FUND DEBT MANAGEMENT PROTECTION INCREASE CASH FLOW
  • WEAK Financial Foundation INVESTMENT EF DEBT MANAGEMENT P CF
  • Do You Want to Know The SECRETto becoming Wealthy?!
  • There are NO secrets in becoming wealthy! The key to financial independence is not necessarily having a lot of money to invest. There are no tricks and gimmicks. Luck is not necessary. No need to have good title, degree & position. All you need is to accomplish the 6 simple steps!
  •  Despiteof obviousness & simplicity of becoming wealthy, the non-wealthy just don’t know them. Or if they know them, they don’t TAKE ACTION to make them happen.
  • People spend their whole lives looking for an easier way, aGET- RICH - QUICK scheme. Proverbs 13:11 The more easily you get your wealth, the sooner you will lose it. The harder it is to earn, the more you will have.
  • You can make a FORTUNE from SMALL CHANGE!
  • ITEM COST MONTHLY ANNUAL COST COSTSOFTDRINKS P20/can 2 cans/ day 1,200 14,400Coffee Shops P30/cup 2 cups per 1,800 21,600 dayDining Outside P1,000/meal 4 per month 4,000 48,000Gimmicks, partying P500 per 1 per week 2,000 24,000 sessionCIGARETTE P40/pack 1 pack/day 1,200 14,400Hair rebond, relax, P2,000 per 1 / month P2,000 24,000color, straight, curl sessionATM Fees Ave.=P12 per 20 transactions 240 2,880 transaction per monthCredit Card Renewal P2,000/year 3 cards --- 6,000FeeLotto Tickets P20/ticket 1 ticket/ day 600 7,200
  • The WEALTH CALCULATOR Monthly %/ 5 Years 10 Years 35 Years Savings year 4% 66,300 147,250 913,730P33/day P1,000 12% 80,340 221,930 5,813,557 4% 132,600 294,500 1,827,460P67/day P2,000 12% 160,680 443,860 10,918,060 4% 331,490 736,250 4,568,650P167/day P5,000 12% 401,710 1,109,650 27,295,160
  • “If you buy things you don’t need, you’ll soon sell things you need.” - Warren BuffetCut cost on the things you don ’t need now, toget the more important things you need in the future.- house, car, charity, dream vacation, kid’s education, retirement & healthcare fund in the future!
  • “KNOWLEDGE is POWER.” “WISDOM is POWER!” WISDOM = KNOWLEDGE in ACTIONWhat you know won’t make you wealthy.It’s WHAT YOU DO with what you know that will make you successful!
  • “Mahirap maging mayaman. Pero kapag mayaman ka, madali ang buhay.Mas madali maging mahirap. Pero ang buhay mahirap, napaka-hirap!” LIFE IS A CHOICE.
  •  Get Started! Whether you are READY or NOT! The details of your path will never be totally clear - unless you start acting! 10 years from now, you either make a lot of money or a lot of excuses! If you want CHANGE - don’t just talk about it. DO SOMETHING ABOUT IT! YOUR SITUATION WILL NOT CHANGE IF YOU DO NOTHING ABOUT IT. Be aware that your life will not get better on its own!
  • WHATEVER YOU DO: …it will not matter to the stock market …it will not affect the financial industryWHAT MATTERS IS: …you grow older everyday …your children grow older everyday …your parents grow older everydayWhat if 10 years from now, you wake up & you realize you started nothing? Can you afford to waste another 10 years of your life?
  • FINANCIAL INDEPENDENCE is NOT a Dream. It is a DECISION!
  • “Something good you Learn is a gift from God.Something good you Share is your gift to God.” THANK YOU!
  • IMG—3/F, King’s Court Bldg 1, Chino Roces Ave., Makati corner Dela Rosa Med St., Makati. Mcdo Isuzu X To Magallanes Jollibee Mercury CaltexTo Taft Ave./ LRT
  • FOR MORE INFORMATIONREGARDING THE FINANCIALMANAGEMENT LECTURES,PLEASE CONTACT:Zorayda A. Rosanes, M.D.Associate Financial Planner (AFPTM)Marketing Director, International Marketing GroupTrainer, Wealth AcademyMobile: 09166092575/09208702198Office: (02) 812 2551 local 115Email: dada.rosanes@img-wealthacademy.comWebsite: www.img-corp.com www.img-wealthacademy.com
  • PLAN MECHANICS : HOW IT WORKS? PREMIUM HEALTH BUILDER Policy FIVE – YEAR PAY (PHB) Fee Proposed Member : Juan dela Cruz Contract Price : 104,033 Age : 22 Annual : 20,807 500 / yr Gender : Male Semi-Annual : 11,236 500 / yr Long Term Care Benefit (LTCB) : 35,000 Quarterly : 6,035 500 / yr Age after 15 years : 37 Monthly : 2,081 500 / yrStart of Start of Start ofAccumulation Period Extended Period Long-Term Care Period Age Age Age Age Age 22 27 37 60 65 EXTENDED BENEFIT 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 BALANCE WHEN THE MEMBER REACHES AGES 60 & 65Health Care Benefits 10% 10% 10% 10% 10% 10% 10% 10% 10% Total Yearly Total Health Total Health Benefits Benefits at age Health Benefits 3,500 3,500 3,500 3,500 3,500 3,500 3,500 3,500 3,500 P 61,359 60 at age 651. Annual Physical P1,579,409 P 2,543,653 Examination Benefits Long-Term Accumulation of all Unused Yearly Health Benefits2. Dental Benefits Care Benefit Annual Lifetime Annual Lifetime3. Basic Medical Benefits P 35,000 Health Care Health Care4. Room & Board at at age 60 at age 65 P400.00 / day Long-Term P 157,941 P 254,365 Care Bonus**5. Annual Benefit Limit P 80,026 (ABL) 50K6. Waiver of Installment due to Death / Credit Life7. Waiver of Installment P 176,385 Other Features due to Disability Total Health Benefit with Bonus Kaiser plan is8. Term Life from the start of accumulation until the 15th Year Philhealth9. Accidental Death & Dismemberment from the start of accumulation until the 15th Year inclusive10.Lifetime Network Access to over 500 hospitals and over 1,000 doctors as long as the For illustrative funds are available purposes only