1 00:00:00.265 --> 00:00:00.565 All right. 2 00:00:00.755 --> 00:00:03.645 Good morning. From the B2B Finance Expo, 3 00:00:03.745 --> 00:00:05.285 day two here in Las Vegas, 4 00:00:05.505 --> 00:00:07.925 and I am with the man of the hour, the man 5 00:00:07.925 --> 00:00:09.805 of the vet. Sean Murray. 6 00:00:10.105 --> 00:00:12.005 How you doing Johnny? Good. It's good to see you. 7 00:00:12.385 --> 00:00:15.285 So first and foremost, I have to say the outfit. 8 00:00:15.995 --> 00:00:19.925 When you walked in this room, what did people say? Well, 9 00:00:20.005 --> 00:00:21.285 It definitely caught a lot of attention, 10 00:00:21.385 --> 00:00:23.845 but we are in Vegas and it's important to stand out 11 00:00:23.845 --> 00:00:24.885 and let everyone know you're here. 12 00:00:25.165 --> 00:00:28.845 I love it. And definitely diamonds 20 karat, 13 00:00:29.045 --> 00:00:30.205 14 karat. What are we looking at? 14 00:00:30.745 --> 00:00:33.205 No comment on, uh, yeah, on on the value. 15 00:00:33.345 --> 00:00:36.205 But, uh, you know, use your imagination. I 16 00:00:36.205 --> 00:00:37.205 Love it. So, let's 17 00:00:37.205 --> 00:00:38.725 talk a little bit about the event. 18 00:00:38.825 --> 00:00:41.005 Day one was yesterday, a lot 19 00:00:41.005 --> 00:00:42.285 of great compliments about the event. 20 00:00:42.445 --> 00:00:43.765 A lot of people, you know, 21 00:00:43.765 --> 00:00:45.765 they came up here like this is the best event you 22 00:00:45.765 --> 00:00:46.805 guys have thrown so far. 23 00:00:47.435 --> 00:00:49.525 What have, what have you been hearing from people? 24 00:00:50.155 --> 00:00:51.605 Yeah, I've been hearing a lot of great things. 25 00:00:51.665 --> 00:00:53.485 Uh, we've got, we've gotten a lot of compliments. 26 00:00:53.825 --> 00:00:55.205 Uh, we are very excited 27 00:00:55.205 --> 00:00:58.165 to have gotten way more people attend this 28 00:00:58.165 --> 00:00:59.485 year than last year. 29 00:00:59.505 --> 00:01:00.885 We also had a lot more exhibitors, 30 00:01:00.885 --> 00:01:03.405 so there was a lot more companies to, to speak 31 00:01:03.405 --> 00:01:04.445 with and engage with. 32 00:01:04.945 --> 00:01:07.085 Um, you gotta be happy about that type 33 00:01:07.085 --> 00:01:10.405 of result when you do your second, your second, uh, event. 34 00:01:10.815 --> 00:01:11.885 There happened to be a lot 35 00:01:11.885 --> 00:01:14.005 of other people here in Vegas at the same time. 36 00:01:14.065 --> 00:01:16.485 Mm-hmm. There's a lot of conferences that happen in Vegas. 37 00:01:16.495 --> 00:01:18.245 Vegas is sort of like a conference factory. 38 00:01:18.745 --> 00:01:20.805 Uh, there's even, there's an AI conference in the 39 00:01:20.805 --> 00:01:21.965 same, in the same casino. 40 00:01:22.015 --> 00:01:24.365 Right. And so all these worlds are colliding 41 00:01:24.365 --> 00:01:26.925 and it's just, uh, making for a very positive, 42 00:01:26.995 --> 00:01:28.445 energetic atmosphere. 43 00:01:28.445 --> 00:01:30.805 There's even like a finance conference happening across the 44 00:01:30.805 --> 00:01:31.925 street that some people are at, 45 00:01:31.925 --> 00:01:33.725 and they're popping in over here, right. 46 00:01:33.845 --> 00:01:34.965 To see what's going on over here. 47 00:01:35.065 --> 00:01:37.965 So we're kind of the beneficiaries of, uh, you know, 48 00:01:37.965 --> 00:01:40.325 all those worlds coming together in one place. 49 00:01:40.375 --> 00:01:41.685 Vegas is the place to be. 50 00:01:42.065 --> 00:01:44.645 And the second annual B2B finance expo 51 00:01:44.665 --> 00:01:46.925 so far is off to a great start. And day one was amazing. 52 00:01:47.225 --> 00:01:49.805 So let's talk a a little bit about yesterday's, uh, 53 00:01:49.875 --> 00:01:51.565 discussions, the different panels. 54 00:01:51.915 --> 00:01:53.325 What would you say was the one 55 00:01:53.325 --> 00:01:55.165 that really caught the attention of the audience here? 56 00:01:56.345 --> 00:01:57.525 You know, it's interesting. 57 00:01:57.755 --> 00:01:58.965 It's a hard question to answer. 58 00:01:59.245 --> 00:02:00.805 'cause everyone is here for something different. 59 00:02:01.545 --> 00:02:04.565 Uh, there's no one size fits all takeaway 60 00:02:04.625 --> 00:02:06.485 of this is the one thing everyone is here for. 61 00:02:06.515 --> 00:02:09.285 Some people here are lenders, some people are brokers, 62 00:02:09.285 --> 00:02:12.245 some people are tech companies, some people are attorneys. 63 00:02:12.585 --> 00:02:14.565 We have trade group representatives here. 64 00:02:14.865 --> 00:02:16.925 And so they're all here for, for a different purpose. 65 00:02:17.065 --> 00:02:19.445 And so we have a lot of different content at this event 66 00:02:19.905 --> 00:02:23.405 to custom tailor what they may might be interested in. 67 00:02:23.545 --> 00:02:27.205 We had a, a California state senator on stage yesterday, 68 00:02:27.205 --> 00:02:28.365 Senator Tim Grayson. 69 00:02:28.365 --> 00:02:31.525 He was talking about, uh, ways to engage, uh, 70 00:02:31.525 --> 00:02:34.605 with policymakers in a state, particularly with him. 71 00:02:34.795 --> 00:02:35.925 He's the chair of the, uh, 72 00:02:35.925 --> 00:02:38.205 Senate Banking Committee, uh, in California. 73 00:02:38.265 --> 00:02:40.685 So he's very important. California has lot, has had a lot 74 00:02:40.685 --> 00:02:42.365 of legislation, uh, recently. 75 00:02:42.465 --> 00:02:45.685 So that, that particular session was very well attended. 76 00:02:46.065 --> 00:02:47.445 Uh, I even moderated the session. 77 00:02:47.605 --> 00:02:48.605 I had, uh, one 78 00:02:48.605 --> 00:02:51.685 of the largest broker shops in the country on stage 79 00:02:51.685 --> 00:02:53.405 capital gurus, Peter Rivero. 80 00:02:53.435 --> 00:02:56.485 He's the CEO. And he had two members of his team up there. 81 00:02:56.625 --> 00:02:59.325 And, uh, I got to ask them whatever I wanted about 82 00:02:59.325 --> 00:03:00.925 what it's like to run a sales floor, 83 00:03:01.085 --> 00:03:02.285 a successful sales floor. 84 00:03:03.245 --> 00:03:05.805 I think oftentimes we, we lose sight of 85 00:03:05.805 --> 00:03:07.805 where deal flow comes from. 86 00:03:08.305 --> 00:03:09.565 And I know AI 87 00:03:09.565 --> 00:03:12.445 and automation play a big role in today's modern, you know, 88 00:03:12.445 --> 00:03:14.645 commercial finance, B2B finance industry. 89 00:03:14.645 --> 00:03:17.685 However, people make the world go round still. 90 00:03:18.225 --> 00:03:19.885 And a lot of that deals, a lot of 91 00:03:19.885 --> 00:03:22.205 that deal flow comes from brokers. 92 00:03:22.205 --> 00:03:24.205 They come from people who engage with the client. 93 00:03:24.505 --> 00:03:27.165 Uh, so I got to ask, you know, the group in front of a, 94 00:03:27.165 --> 00:03:29.245 you know, a big audience, what makes them tick, 95 00:03:29.245 --> 00:03:30.445 what makes them successful? 96 00:03:30.565 --> 00:03:31.925 I think, uh, people walked away with a lot 97 00:03:31.925 --> 00:03:33.565 of helpful information from that. So 98 00:03:33.625 --> 00:03:34.765 If people are watching this 99 00:03:34.825 --> 00:03:37.365 and they weren't there, I guess bullet points, 100 00:03:37.375 --> 00:03:38.645 could you recap that? 101 00:03:38.645 --> 00:03:40.525 Like 2, 2 3 bullet points? Yeah. 102 00:03:40.785 --> 00:03:44.445 Um, one was how important relationships are. 103 00:03:44.745 --> 00:03:48.925 It seems kind of cliche to say that, but it's multifaceted. 104 00:03:48.995 --> 00:03:50.645 It's relationships with your internal 105 00:03:50.735 --> 00:03:52.925 staff is very important. 106 00:03:53.245 --> 00:03:54.725 A lot of people think like, oh, it's, you know, just 107 00:03:54.725 --> 00:03:56.805 with your partners and stuff, the internal culture 108 00:03:56.895 --> 00:03:58.045 makes a huge difference. 109 00:03:58.225 --> 00:04:02.445 And this is proof, uh, that this is true 110 00:04:02.675 --> 00:04:05.605 because plenty of lending companies, 111 00:04:05.605 --> 00:04:08.445 funding companies have tried to start their own broker shops 112 00:04:08.445 --> 00:04:09.645 or in-house sales offices, 113 00:04:10.105 --> 00:04:11.765 and they, they buy a bunch 114 00:04:11.765 --> 00:04:13.325 of chairs, a bunch of seats, right? 115 00:04:13.325 --> 00:04:15.765 They get an office, they say, we'll fill it up with bodies 116 00:04:15.825 --> 00:04:16.965 and we'll just do it ourselves. 117 00:04:17.505 --> 00:04:18.605 And they buy leads 118 00:04:18.625 --> 00:04:21.285 and they they do, they do, uh, at face value. 119 00:04:21.475 --> 00:04:24.205 Yeah. You know, they do, they try to replicate the formula 120 00:04:24.785 --> 00:04:26.845 of what's supposed to make a broker shop work, 121 00:04:27.025 --> 00:04:28.685 and then oftentimes it ends up not working. 122 00:04:28.995 --> 00:04:31.125 Yeah. They're like, how come we did 123 00:04:31.125 --> 00:04:33.485 what some other company did, but it didn't work for us. 124 00:04:33.505 --> 00:04:35.645 And they start looking for the answer to what that is. 125 00:04:35.865 --> 00:04:37.445 And the answer is, it's about the culture 126 00:04:37.505 --> 00:04:38.765 and it's about the relationships. 127 00:04:38.865 --> 00:04:40.605 And that's what makes everything tick. 128 00:04:40.825 --> 00:04:43.885 Uh, there's an old, you know, old, uh, adage in the industry 129 00:04:43.885 --> 00:04:47.685 that it's kind of hard to acquire a broker shop or an iso 130 00:04:47.685 --> 00:04:49.045 because what are you actually acquiring? 131 00:04:49.045 --> 00:04:51.085 You're acquiring in the people. Mm-hmm. 132 00:04:51.425 --> 00:04:53.045 The people are the business. Right. 133 00:04:53.105 --> 00:04:54.765 And if you acquire the shop, 134 00:04:55.105 --> 00:04:56.765 but you don't necessarily acquire the people 135 00:04:56.865 --> 00:04:58.965 or maintain the culture that they were used to, 136 00:04:59.195 --> 00:05:01.045 then you might not have acquired very much. 137 00:05:01.275 --> 00:05:03.645 That was one of the most, uh, most important takeaways. 138 00:05:03.715 --> 00:05:06.125 They also put a pretty big emphasis on technology. 139 00:05:06.745 --> 00:05:10.485 Uh, I think for any broker shop in today's world has to be, 140 00:05:10.785 --> 00:05:13.925 has to be automating a lot of, uh, a lot of the process, 141 00:05:14.005 --> 00:05:16.805 particularly because they're facing competition. 142 00:05:16.805 --> 00:05:18.445 Mm-hmm. That is focused on speed. 143 00:05:19.225 --> 00:05:22.045 So we, even if you yourself say we could do it the old way, 144 00:05:22.385 --> 00:05:24.245 the problem is that a competitor has found a way 145 00:05:24.245 --> 00:05:25.285 just to do it faster. 146 00:05:25.555 --> 00:05:28.165 Yeah. Right. And so technology was, was one 147 00:05:28.165 --> 00:05:29.445 of the other two main bullet 148 00:05:29.445 --> 00:05:31.165 points that came outta that session. So a 149 00:05:31.165 --> 00:05:32.845 Lot of people we spoke with yesterday said 150 00:05:32.845 --> 00:05:34.725 that they are also just trying to keep up 151 00:05:34.725 --> 00:05:35.965 with all the new technology. 152 00:05:35.965 --> 00:05:37.045 And they, they were excited 153 00:05:37.045 --> 00:05:39.125 to see like all the different demos that, that are here 154 00:05:39.585 --> 00:05:42.125 to keep that up to date with their business. 155 00:05:42.225 --> 00:05:45.685 So what's your personal, uh, 156 00:05:45.845 --> 00:05:48.645 vantage point on like the, it's evolving so much. 157 00:05:48.665 --> 00:05:50.405 So like the ever changing technology, 158 00:05:50.745 --> 00:05:52.765 AI people have a lot of questions about that. 159 00:05:52.765 --> 00:05:54.205 People here we spoke with, they're like, 160 00:05:54.225 --> 00:05:55.365 you know, we're just trying to keep up. 161 00:05:55.445 --> 00:05:57.485 I think that's the main thing that we've heard yesterday was 162 00:05:57.485 --> 00:05:58.685 people are just trying to keep up 163 00:05:58.685 --> 00:05:59.885 to make sure they stay afloat. 164 00:06:00.435 --> 00:06:01.445 What are your thoughts on that? 165 00:06:02.665 --> 00:06:05.125 So I think what's important to take away is 166 00:06:05.125 --> 00:06:07.645 that we use new technologies in a way 167 00:06:07.645 --> 00:06:09.645 that are actually productive, uh, 168 00:06:09.645 --> 00:06:11.365 and constructive to your actual business. 169 00:06:12.075 --> 00:06:14.925 Some, some like corporate players that kind 170 00:06:14.925 --> 00:06:17.125 of get carried away with feeling they need to do something, 171 00:06:17.155 --> 00:06:18.325 they're very reactive 172 00:06:18.325 --> 00:06:20.405 and they don't want to, they don't want their perception 173 00:06:20.405 --> 00:06:22.805 that they didn't integrate something like ai, right? 174 00:06:22.875 --> 00:06:24.325 Like what's our AI strategy? 175 00:06:24.585 --> 00:06:26.605 You know, you know, what are we doing for ai? 176 00:06:26.625 --> 00:06:28.205 And it becomes like something they're supposed 177 00:06:28.205 --> 00:06:30.325 to do reactively, uh, just so 178 00:06:30.325 --> 00:06:31.525 that they can feel like they fit in. 179 00:06:32.105 --> 00:06:35.005 But I think what we've learned here is that you need 180 00:06:35.005 --> 00:06:38.885 to use the technologies if you can use them in such a way 181 00:06:38.885 --> 00:06:40.405 that it actually makes your business better. 182 00:06:41.285 --> 00:06:43.285 Somebody said that you can use AI 183 00:06:43.585 --> 00:06:46.005 and it can save you a lot of your own cost, right? 184 00:06:46.005 --> 00:06:47.525 You can automate your internal functions 185 00:06:47.785 --> 00:06:49.165 and it can reduce your cost. 186 00:06:50.105 --> 00:06:53.245 That's great. But your customer might not care about that. 187 00:06:53.245 --> 00:06:55.525 Your own internal cost changed. Yeah. Right. 188 00:06:55.945 --> 00:06:58.685 Did you do anything that could have improved the 189 00:06:58.685 --> 00:07:00.325 relationship with them that made 190 00:07:00.325 --> 00:07:01.405 the process better for them? 191 00:07:01.405 --> 00:07:03.365 Rather than just say, Hey, we in, you know, 192 00:07:03.365 --> 00:07:05.845 we automated our internal processes 193 00:07:05.905 --> 00:07:06.925 and we didn't pass along any 194 00:07:06.925 --> 00:07:07.965 of that savings to the customer. 195 00:07:08.105 --> 00:07:10.405 So think about ways you can use the technology 196 00:07:10.755 --> 00:07:12.445 that actually benefits the customer. 197 00:07:12.445 --> 00:07:14.965 Maybe onboards them faster, uh, you know, 198 00:07:14.965 --> 00:07:16.965 creates a better relationship with them in the long term. 199 00:07:17.025 --> 00:07:18.525 That's, that's one thing I'm hearing. 200 00:07:18.585 --> 00:07:23.165 And also, uh, using these technologies to improve people, 201 00:07:24.635 --> 00:07:27.365 brokers and salespeople are not gonna go away. 202 00:07:27.555 --> 00:07:31.525 This conference is called B2B Finance Expo, business 203 00:07:31.525 --> 00:07:33.205 to business, not AI To ai. 204 00:07:33.235 --> 00:07:35.205 Yeah. It's not tech to tech, 205 00:07:35.205 --> 00:07:36.805 it's not automated to automated. 206 00:07:36.805 --> 00:07:41.165 Right. It's very, uh, individual, uh, driven, you know, 207 00:07:41.165 --> 00:07:42.525 people representing businesses 208 00:07:42.545 --> 00:07:44.005 and coming together and making a deal. 209 00:07:44.445 --> 00:07:45.685 I don't think that's gonna go away. 210 00:07:46.005 --> 00:07:47.725 I think if it were going to go away 211 00:07:47.745 --> 00:07:49.245 or such a trend going away, 212 00:07:49.265 --> 00:07:50.725 it would've happened 10 years ago. 213 00:07:50.725 --> 00:07:52.525 Mm-hmm. We've had things like algorithms 214 00:07:52.525 --> 00:07:53.805 and automation for a long time. 215 00:07:54.105 --> 00:07:56.765 The fact that we now have AI doesn't mean that all 216 00:07:56.765 --> 00:07:59.245 of a sudden, you know, that's just gonna replace everything. 217 00:07:59.665 --> 00:08:02.085 Use it, use it as a tool to enhance 218 00:08:02.275 --> 00:08:04.005 what you can do as a person. So 219 00:08:04.005 --> 00:08:05.005 Let's talk about today. 220 00:08:05.055 --> 00:08:06.445 Today, new day. 221 00:08:07.515 --> 00:08:10.405 What, what's, uh, what's on the horizon for today? 222 00:08:10.405 --> 00:08:12.285 What's on, what's on on the agenda for today? 223 00:08:12.505 --> 00:08:14.325 So today, uh, there are capital markets. 224 00:08:14.325 --> 00:08:16.365 There's a really good capital market session happening. 225 00:08:16.365 --> 00:08:18.405 If your objective is to raise capital, 226 00:08:18.705 --> 00:08:20.085 and if you came all the way to Las Vegas 227 00:08:20.145 --> 00:08:21.685 for a B2B finance expo, I think there, 228 00:08:21.685 --> 00:08:24.445 there might be some expectation about learning about raising 229 00:08:24.445 --> 00:08:26.845 capital for your, for your company, whether it's equity 230 00:08:26.865 --> 00:08:29.045 or debt or whatever it may be. 231 00:08:29.045 --> 00:08:31.565 We have a really good panel, really good lineup of, uh, 232 00:08:31.715 --> 00:08:34.565 qualified speakers to talk about, uh, capital markets. 233 00:08:34.945 --> 00:08:36.965 Uh, we also have a, a state of the industry panel 234 00:08:36.965 --> 00:08:39.125 with top CEOs. That's, 235 00:08:39.275 --> 00:08:40.275 That. Those are always like 236 00:08:40.275 --> 00:08:41.165 a big highlight 237 00:08:41.405 --> 00:08:43.085 'cause people are trying to figure out, like, I think 238 00:08:43.085 --> 00:08:44.525 that's the main question we always get. 239 00:08:44.525 --> 00:08:46.485 Like, how's the industry, what's the state 240 00:08:46.485 --> 00:08:48.125 of the industry like that that's always, 241 00:08:48.585 --> 00:08:50.645 people stop you specifically on the train. 242 00:08:50.645 --> 00:08:52.925 They're like, how's the industry or what, yeah. 243 00:08:52.925 --> 00:08:54.165 So I always know that's a popular 244 00:08:54.265 --> 00:08:55.265 One. It's 245 00:08:55.265 --> 00:08:56.165 very popular. Yeah. 246 00:08:56.165 --> 00:08:59.045 You know, the state of the industry is something that 247 00:08:59.725 --> 00:09:02.005 everyone can, uh, benefit from hearing 248 00:09:02.005 --> 00:09:03.245 from the top players on. 249 00:09:03.245 --> 00:09:04.685 Mm-hmm. Sure. 250 00:09:04.685 --> 00:09:06.685 You can read about it on something like D Bank, you know, 251 00:09:06.705 --> 00:09:07.725 the state of the industry. 252 00:09:07.985 --> 00:09:09.885 Uh, we go around and we interview people obviously, 253 00:09:10.065 --> 00:09:12.125 but it's a rare opportunity that we get the top 254 00:09:12.635 --> 00:09:16.525 CEOs from the top companies all on stage at the same time. 255 00:09:17.025 --> 00:09:18.405 That's a chance to really hurt, 256 00:09:18.595 --> 00:09:21.485 hear from the front lines at the top of the business. 257 00:09:21.825 --> 00:09:24.285 So if you're interested in the real estate of the industry 258 00:09:24.465 --> 00:09:25.965 and you want to hear it from the top players 259 00:09:26.305 --> 00:09:27.445 and you're curious as to whether 260 00:09:27.445 --> 00:09:29.605 or not what you're doing matches up to what they're doing, 261 00:09:29.795 --> 00:09:31.565 what they're seeing matches up to what you're seeing. 262 00:09:31.785 --> 00:09:33.285 That's something you wanna see today. 263 00:09:33.625 --> 00:09:35.845 Uh, is there anything specific that you're looking forward 264 00:09:35.905 --> 00:09:38.645 to and that you, you know, that you want people 265 00:09:38.665 --> 00:09:40.525 to come check out or read about? 266 00:09:41.545 --> 00:09:43.605 So, one of my main goals 267 00:09:43.665 --> 00:09:46.805 for any conference we do B2B Finance Expo, DAC Connect, 268 00:09:46.805 --> 00:09:49.965 Miami Broker Fair is that I want people to walk away 269 00:09:50.595 --> 00:09:53.885 with new relationships, new business. 270 00:09:54.745 --> 00:09:56.845 Yes. Education is important. Yes. 271 00:09:56.845 --> 00:10:00.165 Content and entertainment value of any show is important. 272 00:10:00.165 --> 00:10:01.925 We think about all those things. Yeah. 273 00:10:02.105 --> 00:10:03.765 But what keeps me up at night is whether 274 00:10:03.765 --> 00:10:07.605 or not our attendees go home having formed new business 275 00:10:07.605 --> 00:10:09.525 relationships and made money off the show. 276 00:10:09.635 --> 00:10:12.725 Yeah. Because for a lot of people who attend, it's a lot 277 00:10:12.725 --> 00:10:15.765 to ask them to leave, you know, the office for three days, 278 00:10:15.945 --> 00:10:17.565 flight, hotel and all that stuff. 279 00:10:17.585 --> 00:10:19.285 And yes, it's enticing 280 00:10:19.285 --> 00:10:21.485 because it's, you know, a destination like Vegas. 281 00:10:21.675 --> 00:10:25.245 Yeah. But I want everyone to know that I am trying very hard 282 00:10:25.345 --> 00:10:28.605 and I make it one of my core missions to try 283 00:10:28.605 --> 00:10:31.485 and facilitate relationships and networking 284 00:10:31.485 --> 00:10:34.405 and deal making amongst the people who are, who are here 285 00:10:34.585 --> 00:10:36.405 that's getting the right people in the room 286 00:10:36.785 --> 00:10:39.045 and putting them in close proximity to each other. 287 00:10:39.585 --> 00:10:41.525 And I think one thing we heard yesterday, just talking 288 00:10:41.705 --> 00:10:44.365 to everyone we spoke with yesterday was that, uh, 289 00:10:44.365 --> 00:10:45.805 people love to network here 290 00:10:45.805 --> 00:10:48.685 because you get to see, you put, put a face to the name. 291 00:10:49.365 --> 00:10:51.205 'cause there's, it's okay sending emails 292 00:10:51.305 --> 00:10:53.325 and talking on the phone, but like actually meeting 'em in 293 00:10:53.325 --> 00:10:56.405 person, grabbing lunch, grabbing dinner, you know, going out 294 00:10:56.405 --> 00:10:57.485 to the casino with them here. 295 00:10:57.505 --> 00:10:59.205 You know it if you build a relationship 296 00:10:59.205 --> 00:11:00.445 that you can't build over the phone. 297 00:11:01.025 --> 00:11:03.405 Um, so people that are watching that haven't been here, 298 00:11:03.405 --> 00:11:06.325 this is the second B2B finance, xo, it's been a hit. 299 00:11:06.505 --> 00:11:08.725 You get to see you wear something amazing like that. 300 00:11:08.725 --> 00:11:10.125 Yesterday I had my green suit. 301 00:11:10.795 --> 00:11:12.245 What do you say to the people that are watching this, 302 00:11:12.245 --> 00:11:14.525 that are interested in coming next year that are hesitant, 303 00:11:14.525 --> 00:11:15.965 that may, maybe they can't afford it. 304 00:11:15.965 --> 00:11:18.125 Maybe, you know, they're just hesitant 305 00:11:18.125 --> 00:11:19.445 because they don't know if it's gonna be worth it. 306 00:11:19.475 --> 00:11:20.805 What do, what do you, what do you tell them? 307 00:11:22.065 --> 00:11:23.245 So it's definitely worth it. 308 00:11:23.245 --> 00:11:25.245 Look, I talk to a lot of people who 309 00:11:25.835 --> 00:11:27.885 feel very comfortable just going day in, 310 00:11:27.905 --> 00:11:29.245 day out to their office. 311 00:11:30.185 --> 00:11:34.325 And I understand the, uh, the lifestyle 312 00:11:34.705 --> 00:11:37.805 of uh, not ruining a good thing and keeping momentum 313 00:11:38.185 --> 00:11:39.685 and just, you know, just keep doing what you're doing. 314 00:11:39.685 --> 00:11:41.925 Put your head down, grind it out, have a, 315 00:11:42.035 --> 00:11:43.285 have a successful business. 316 00:11:43.545 --> 00:11:47.005 Yes. I think for those who have not come to an event, 317 00:11:47.265 --> 00:11:49.565 ask yourself, is this something that you're really looking 318 00:11:49.585 --> 00:11:51.205 to do for a long time? 319 00:11:51.875 --> 00:11:54.245 5, 10, 20 years? Is this your career? 320 00:11:55.065 --> 00:11:58.805 If it's your career, if this is truly important to you, 321 00:11:59.355 --> 00:12:02.325 it's important to attend events like these to be seen, 322 00:12:02.705 --> 00:12:04.005 to shake hands with people. 323 00:12:04.465 --> 00:12:06.725 The relationships make all the difference. 324 00:12:06.905 --> 00:12:09.005 You could have a good relationship with people now 325 00:12:09.115 --> 00:12:10.245 with companies now, 326 00:12:10.865 --> 00:12:13.245 but if you're not making the effort to have them in person, 327 00:12:13.915 --> 00:12:16.125 they might not last forever. 328 00:12:16.395 --> 00:12:17.405 It's just the truth of the matter. 329 00:12:17.465 --> 00:12:20.045 And I, I've seen it happen, uh, numerous times 330 00:12:20.055 --> 00:12:21.965 where people said, I have a few relationships 331 00:12:22.305 --> 00:12:24.925 and one of those partners went chapter 11. 332 00:12:25.215 --> 00:12:27.205 Right. Or had some internal dysfunction 333 00:12:27.465 --> 00:12:28.965 and they severed ties 334 00:12:29.545 --> 00:12:31.845 and that relationship they thought they had over the phone 335 00:12:31.845 --> 00:12:33.925 that they had been relying on what no more. 336 00:12:34.185 --> 00:12:36.045 And when they went out to get a new relationship, 337 00:12:36.055 --> 00:12:37.525 turns out nobody knows who they are. 338 00:12:37.525 --> 00:12:39.285 Mm-hmm. Because they were just keeping their head down. 339 00:12:39.285 --> 00:12:42.045 Yeah. You have got to get out 340 00:12:42.385 --> 00:12:44.605 and mingle with the people in your business. 341 00:12:44.945 --> 00:12:46.645 You need to know what's going on around you. 342 00:12:46.825 --> 00:12:48.765 And you need to have your options open. 343 00:12:48.795 --> 00:12:50.325 Even if you're saying, I don't need new 344 00:12:50.325 --> 00:12:51.845 partners, I have what I need. 345 00:12:52.195 --> 00:12:53.805 It's good to have the options there. 346 00:12:54.245 --> 00:12:56.005 'cause if one of those partnerships falls apart 347 00:12:56.025 --> 00:12:58.125 as sometime in the future, it'd be nice to say, you know, 348 00:12:58.565 --> 00:13:01.125 I played a, you know, a few rounds of golf with so and so, 349 00:13:01.125 --> 00:13:02.605 or I went out to a couple of dinners with them 350 00:13:02.605 --> 00:13:04.085 and you know, I could work with them. 351 00:13:04.115 --> 00:13:06.325 Yeah. And you have something all lined up. 352 00:13:06.735 --> 00:13:09.525 These are things you would do if this was a career to you. 353 00:13:09.555 --> 00:13:12.005 Yeah. Have that preparation, have that network. 354 00:13:12.555 --> 00:13:14.925 It's very important. We spend so much time trying 355 00:13:14.945 --> 00:13:16.885 to build relationships with merchants, 356 00:13:17.135 --> 00:13:19.365 build relationships in the industry you work in. 357 00:13:19.725 --> 00:13:21.925 I love that. And I think this is a really good place. 358 00:13:22.005 --> 00:13:24.645 I mean, Vegas just meeting everyone. 359 00:13:24.675 --> 00:13:27.645 They, they came here, we spoke, we interviewed them, 360 00:13:27.665 --> 00:13:30.605 and then just seeing them out of these walls, it's, 361 00:13:30.605 --> 00:13:31.805 you know, you definitely do see them 362 00:13:31.985 --> 00:13:33.085 and then they go to the other events 363 00:13:33.105 --> 00:13:34.845 and then you see them there and then, you know, 364 00:13:34.875 --> 00:13:36.245 five years later pass by 365 00:13:36.245 --> 00:13:38.525 and then you guys are still, you know, connecting and, 366 00:13:38.625 --> 00:13:39.685 and hanging out. 367 00:13:39.685 --> 00:13:42.005 So it's great. So on a personal level, 368 00:13:42.635 --> 00:13:45.525 what are you looking forward to the most today? 369 00:13:46.785 --> 00:13:50.285 Um, my goal is just to make sure that everybody 370 00:13:50.955 --> 00:13:53.925 gets whatever they hope to get outta the conference 371 00:13:54.265 --> 00:13:55.405 before it's over. 372 00:13:56.025 --> 00:13:58.925 Um, day two is crunch time. I understand. 373 00:13:58.985 --> 00:14:00.845 Day one, you kind of walk into a big room 374 00:14:00.845 --> 00:14:02.005 and you see a lot of people, you know, 375 00:14:02.025 --> 00:14:04.645 and you can get really caught up in just catching up 376 00:14:04.645 --> 00:14:06.365 with old, old buddies, old pals. 377 00:14:06.495 --> 00:14:08.605 Right. But we're all gonna go home 378 00:14:09.025 --> 00:14:11.325 and we're gonna measure the r oi mm-hmm. 379 00:14:11.405 --> 00:14:13.285 Of this event. It's just the, it's the truth. 380 00:14:13.525 --> 00:14:14.645 I don't, I'm not talking about myself. Yeah. 381 00:14:14.645 --> 00:14:15.765 I'm talking about those who attend. 382 00:14:15.915 --> 00:14:17.565 They're gonna be measuring the ROI. 383 00:14:18.225 --> 00:14:20.525 So what's important to me today? You said it's personal. 384 00:14:20.525 --> 00:14:21.845 This is personal for me. 385 00:14:22.025 --> 00:14:26.325 You know, it's personal for me that whoever is here gets 386 00:14:26.435 --> 00:14:30.005 what they came for, and that day two, they make that happen. 387 00:14:30.185 --> 00:14:33.525 So whatever I can do to facilitate that today, I wanna do. 388 00:14:33.555 --> 00:14:35.365 Alright. So this is a random question, 389 00:14:35.505 --> 00:14:37.685 but out of all the events that you've thrown, 390 00:14:38.065 --> 00:14:40.845 what's been the biggest success story 391 00:14:40.995 --> 00:14:42.765 that you have seen on a, you know, 392 00:14:42.795 --> 00:14:44.845 overall throughout the years, someone 393 00:14:44.845 --> 00:14:47.925 that came in in here had a goal and it blew up 394 00:14:47.925 --> 00:14:50.565 and it's like, man, like, you consider it successful. 395 00:14:52.205 --> 00:14:54.145 So, you know, every success is different. 396 00:14:54.265 --> 00:14:56.425 I, I feel like I've been asked this question before. 397 00:14:56.425 --> 00:14:57.705 Every success is different. 398 00:14:57.705 --> 00:14:59.625 It depends on what you're trying to achieve. 399 00:14:59.735 --> 00:15:02.225 Well, I think let, let's put it down to finances. 400 00:15:02.225 --> 00:15:04.345 Someone that really saw the biggest ROI 401 00:15:04.345 --> 00:15:05.745 because it came to an event like this. 402 00:15:06.445 --> 00:15:10.345 So, you know, I will tell you that there are 403 00:15:11.305 --> 00:15:13.265 companies that have told us that they have generated 404 00:15:13.265 --> 00:15:14.625 millions of dollars in revenue. 405 00:15:14.625 --> 00:15:16.425 Legitimately, and this is not an exaggeration, 406 00:15:16.445 --> 00:15:17.945 I'm not saying millions of dollars Yeah. 407 00:15:18.055 --> 00:15:21.105 That have legitimately generated millions 408 00:15:21.105 --> 00:15:23.585 of dollars in revenue simply by coming 409 00:15:23.725 --> 00:15:25.065 to one of these events. 410 00:15:25.615 --> 00:15:26.625 This is not a joke. 411 00:15:27.215 --> 00:15:29.905 Look, it's kind of expensive to attend one of these shows. 412 00:15:29.905 --> 00:15:31.585 Yeah. If, you know, it's general admission, 413 00:15:31.695 --> 00:15:34.465 it's over a thousand bucks, even for a broker, you know, 414 00:15:34.495 --> 00:15:36.225 it's, it's a lot of, it's a lot of money. 415 00:15:36.445 --> 00:15:38.905 You gotta pay for hotels and flights, and I understand that, 416 00:15:39.565 --> 00:15:43.025 but this is the B2B finance industry, the commercial finance 417 00:15:43.545 --> 00:15:44.865 industry, the dollars are larger. 418 00:15:45.375 --> 00:15:48.905 They just are, the opportunity at a show like this is 419 00:15:48.925 --> 00:15:51.345 to generate millions in revenue. 420 00:15:52.085 --> 00:15:54.065 Not, you know, hypothetically 421 00:15:54.065 --> 00:15:56.665 or theoretically, there are those that have confided in us 422 00:15:56.685 --> 00:15:58.825 and say they've generated that. 423 00:15:59.455 --> 00:16:03.385 Even some from just one show, one show generated millions 424 00:16:03.385 --> 00:16:05.305 of dollars just from a relationship. 425 00:16:05.955 --> 00:16:07.465 Think about it, if you're a funder, right? 426 00:16:07.485 --> 00:16:09.585 If you sign up one broker, say, 427 00:16:09.665 --> 00:16:11.905 I only signed up one broker at the conference, 428 00:16:12.485 --> 00:16:15.345 but you do a million dollars in business with them a month. 429 00:16:15.715 --> 00:16:17.265 Right. That's a significant, 430 00:16:17.265 --> 00:16:18.785 it's $12 million a year in funding. 431 00:16:18.885 --> 00:16:20.745 That's a lot of commissions paid to the broker. 432 00:16:21.085 --> 00:16:24.105 You got, you know, $12 million new originations a year. 433 00:16:24.135 --> 00:16:25.225 It's humongous. Right. 434 00:16:25.245 --> 00:16:27.385 That's not all, that's not all profit. Yeah. Right. 435 00:16:27.385 --> 00:16:28.825 That's not all profit. Um, 436 00:16:28.965 --> 00:16:31.985 but that's just one broker relationship. 437 00:16:32.075 --> 00:16:33.705 Right. So maybe you get 10 438 00:16:34.245 --> 00:16:35.985 and maybe they don't even happen right away. 439 00:16:35.985 --> 00:16:37.305 Mm-hmm. You leave the show 440 00:16:37.565 --> 00:16:39.945 and you don't onboard them until six months later. 441 00:16:40.045 --> 00:16:41.505 But that relationship still happened here. 442 00:16:42.205 --> 00:16:44.345 You should be measuring that If you, 443 00:16:44.525 --> 00:16:46.745 you are gonna make more off of one deal, 444 00:16:47.725 --> 00:16:50.585 one deal than the cost of the ticket to the show. 445 00:16:51.205 --> 00:16:52.665 If you can't see the math on that, 446 00:16:52.965 --> 00:16:54.265 you're, you're in the wrong business. 447 00:16:54.265 --> 00:16:55.905 Right. Yeah. And it means you didn't put in the effort. 448 00:16:56.015 --> 00:16:58.665 Yeah. Because you, this Vegas is fun. Mm-hmm. 449 00:16:58.765 --> 00:17:00.105 But you have to go and you have 450 00:17:00.105 --> 00:17:01.585 to work the room, you have to network. 451 00:17:02.005 --> 00:17:05.745 And if you do it right, you should be making millions 452 00:17:05.745 --> 00:17:08.185 of dollars in revenue as a result of this show. 453 00:17:08.625 --> 00:17:10.305 I love that. All right. You guys heard it 454 00:17:10.305 --> 00:17:11.705 here, Sean Murray. 455 00:17:12.985 --> 00:17:14.345 I wouldn't say promising, 456 00:17:14.565 --> 00:17:17.065 but knowing that there's been opportunities for others 457 00:17:17.205 --> 00:17:20.905 to make millions off of a show like the B2B Finance expo. 458 00:17:20.985 --> 00:17:23.545 I love it. All right. So last, last question. 459 00:17:24.085 --> 00:17:27.345 Uh, biggest highlight of Vegas in general? 460 00:17:28.415 --> 00:17:30.985 Biggest highlight of Vegas is, you know, 461 00:17:30.985 --> 00:17:34.025 this year had a lot, uh, a lot more after parties mm-hmm. 462 00:17:34.295 --> 00:17:37.865 Than last year. It's very common for, uh, at a conference 463 00:17:38.085 --> 00:17:39.705 for there to be after parties this year had 464 00:17:39.705 --> 00:17:40.785 a wider variety of them. 465 00:17:41.015 --> 00:17:43.065 Nice. And you kind of got to pick 466 00:17:43.065 --> 00:17:45.225 and choose which ones you, you know, you wanted to go to 467 00:17:45.225 --> 00:17:46.465 or could go to and stuff. 468 00:17:46.525 --> 00:17:49.685 Uh, I usually don't attend any of them 469 00:17:49.685 --> 00:17:51.205 because I'm so busy with the show. 470 00:17:51.625 --> 00:17:53.325 Uh, but I admit I did attend a few 471 00:17:53.325 --> 00:17:54.525 and I had a really good time. 472 00:17:54.825 --> 00:17:57.725 And it's a really nice way to connect with people, um, 473 00:17:58.115 --> 00:18:00.205 outside of the corporate formalities of the show. 474 00:18:00.205 --> 00:18:02.165 Yeah. You know, even, even though we're a little loose here 475 00:18:02.185 --> 00:18:06.085 at the show, um, it is nice to get to know people, you know, 476 00:18:06.205 --> 00:18:07.845 a more sort of casual setting. 477 00:18:08.175 --> 00:18:09.845 We're still all dressed up and stuff. Yeah, yeah, yeah. 478 00:18:09.845 --> 00:18:10.925 In a more casual setting. 479 00:18:11.345 --> 00:18:13.365 Um, I, that's one of, been one 480 00:18:13.365 --> 00:18:14.685 of my favorite experiences so far. 481 00:18:15.005 --> 00:18:17.605 I love that. All right. Well thanks so much for coming on. 482 00:18:17.605 --> 00:18:18.685 It's always a pleasure to have you. 483 00:18:18.985 --> 00:18:21.125 And again, you guys wanna stop on 484 00:18:21.225 --> 00:18:22.765 by next year if you're watching. 485 00:18:22.765 --> 00:18:24.405 So you're not here this year. You can definitely do it. 486 00:18:24.625 --> 00:18:28.405 And if you're here, I I, I, I wanna know 487 00:18:28.405 --> 00:18:30.165 what the compliments are gonna be about your suit. 488 00:18:30.365 --> 00:18:31.605 'cause it's awesome. It's a great suit 489 00:18:31.785 --> 00:18:33.645 and I feel like every time we go to an event, 490 00:18:34.265 --> 00:18:36.445 you always come up with some type of suit that 491 00:18:37.535 --> 00:18:39.565 works the room to say the least. 492 00:18:39.945 --> 00:18:42.285 So I love it. All right. Thank you Johnny. Yeah. 493 00:18:42.345 --> 00:18:44.005 No, no problem. All right guys, so 494 00:18:44.005 --> 00:18:46.045 that's gonna wrap up our interview here with Sean. 495 00:18:46.265 --> 00:18:48.645 So again, B2B finance expo day two. 496 00:18:48.755 --> 00:18:49.885 There's much more coming up.