1 00:00:00.105 --> 00:00:03.685 So our next guest has a very specific niche in the area 2 00:00:03.685 --> 00:00:05.245 of law, and I'm excited to chat with her 3 00:00:05.245 --> 00:00:07.845 because I've always found this very fascinating. 4 00:00:08.265 --> 00:00:10.325 Uh, Marcella, thank you for joining us. Of course. 5 00:00:10.425 --> 00:00:12.525 For the people that are watching, introduce yourself 6 00:00:12.665 --> 00:00:13.925 and the law firm that you're with. 7 00:00:14.665 --> 00:00:16.325 So my name is Marcella Benevich. 8 00:00:16.525 --> 00:00:17.965 I am with MGR law, 9 00:00:18.985 --> 00:00:23.165 and I represent several mid-size to large funders 10 00:00:23.165 --> 00:00:24.925 that do revenue based lending. 11 00:00:25.555 --> 00:00:27.525 Some of them do small business lending, 12 00:00:27.625 --> 00:00:30.005 and then some of them do, um, uh, 13 00:00:30.245 --> 00:00:31.525 resealable purchases agreements. 14 00:00:32.585 --> 00:00:36.765 So first question is coming to a B2B event, 15 00:00:37.715 --> 00:00:40.005 it's very, there's a lot of people, a lot of players. 16 00:00:40.625 --> 00:00:41.965 How has it been, how has it been 17 00:00:41.965 --> 00:00:43.165 beneficial for your law firm? 18 00:00:44.185 --> 00:00:46.245 So when I go to B2B, I'm very observant. 19 00:00:46.465 --> 00:00:48.525 Um, there is a lot of information here 20 00:00:48.555 --> 00:00:50.365 that people don't necessarily realize. 21 00:00:51.325 --> 00:00:53.165 Everyone's talking about new deals. Everyone's talking about 22 00:00:53.165 --> 00:00:56.085 the way that they're enhancing their performance, 23 00:00:56.535 --> 00:00:58.285 their standard operating procedures. 24 00:00:58.755 --> 00:01:00.165 There's just so much to learn. 25 00:01:00.175 --> 00:01:03.205 There are seasoned veterans, there are new kids on the block 26 00:01:03.205 --> 00:01:04.925 that have better understanding of technology. 27 00:01:05.535 --> 00:01:08.165 There is a mix of great minds. 28 00:01:08.465 --> 00:01:10.645 So when I come to these as much as it is to like kind 29 00:01:10.645 --> 00:01:12.165 of network and get my name out 30 00:01:12.165 --> 00:01:13.565 there, I'm also here to learn. 31 00:01:13.705 --> 00:01:15.525 And I always learn something new 32 00:01:15.845 --> 00:01:17.325 whenever I go to any of these conferences, 33 00:01:17.515 --> 00:01:20.885 whether it's the amazing lineup of speakers you guys have, 34 00:01:21.465 --> 00:01:22.965 or it's just people coming to talk 35 00:01:22.965 --> 00:01:24.045 to me and having a conversation. 36 00:01:24.065 --> 00:01:26.725 And if it, even if it doesn't come into like a business 37 00:01:26.725 --> 00:01:27.965 relationship, it doesn't matter 38 00:01:27.965 --> 00:01:29.805 because I benefit from everyone I speak to. 39 00:01:30.625 --> 00:01:34.405 So what makes you different compared to other law firms 40 00:01:34.705 --> 00:01:36.325 or compared to other people in this space? 41 00:01:37.625 --> 00:01:39.325 So I don't necessarily like to say 42 00:01:39.325 --> 00:01:40.365 that I'm different than other lawyers 43 00:01:40.365 --> 00:01:41.565 because a lot of them are my friends. 44 00:01:41.825 --> 00:01:44.285 Um, I like to think that every one 45 00:01:44.285 --> 00:01:45.565 of us has a different approach 46 00:01:46.345 --> 00:01:48.525 and my approach has always been very methodical. 47 00:01:48.725 --> 00:01:50.485 I don't try to do, I'm a boutique 48 00:01:50.485 --> 00:01:52.045 that's very important to me. 49 00:01:52.045 --> 00:01:53.765 So I have only a few clients, right? 50 00:01:53.995 --> 00:01:56.165 Because quality for me is very important. 51 00:01:56.745 --> 00:02:00.565 Um, I'm very heavily engaged in every other 52 00:02:01.475 --> 00:02:05.005 association or group that talks about 53 00:02:05.515 --> 00:02:07.845 ever growing regulations, uh, 54 00:02:08.405 --> 00:02:10.685 judgment decisions, arbitrations. 55 00:02:11.625 --> 00:02:14.885 So I'm just generally, um, 56 00:02:14.925 --> 00:02:16.125 I already forgot the question. I'm sorry. 57 00:02:16.915 --> 00:02:17.915 What makes you guys different? 58 00:02:18.215 --> 00:02:22.245 Sorry. Um, essentially what I do is I'm, I'm 59 00:02:22.245 --> 00:02:25.205 between the cornerstone of like integrity and aggression 60 00:02:25.355 --> 00:02:28.405 because I don't wanna, I have to help these merchants 61 00:02:28.405 --> 00:02:30.005 as much as I also have to collect against them, 62 00:02:30.115 --> 00:02:32.365 because for me, the continued relationship 63 00:02:32.365 --> 00:02:33.765 between the business that I work for 64 00:02:34.265 --> 00:02:36.165 and their clients is very important. 65 00:02:36.705 --> 00:02:38.085 So I never go too aggressive. 66 00:02:38.645 --> 00:02:41.005 I never try to hurt the business, right? 67 00:02:41.605 --> 00:02:43.685 I always work with an understanding of 68 00:02:43.915 --> 00:02:45.165 what my merchants doing, 69 00:02:45.985 --> 00:02:48.445 and I try to create specific tailor 70 00:02:48.715 --> 00:02:50.765 made approaches for each file. 71 00:02:50.905 --> 00:02:52.205 You can't do that on a large scale. 72 00:02:52.265 --> 00:02:54.405 So if I had, a lot of clients wouldn't be able to do that 73 00:02:54.865 --> 00:02:57.565 for my smaller clients, for the smaller like group 74 00:02:57.565 --> 00:02:59.045 of clients I have, I, 75 00:02:59.085 --> 00:03:01.685 I can create tailor made custom documents 76 00:03:01.705 --> 00:03:02.805 and everything that they need. 77 00:03:02.985 --> 00:03:04.405 And that's just the benefit that I have. 78 00:03:04.825 --> 00:03:07.205 I'm also very seasoned. I've been doing this for 10 years. 79 00:03:07.675 --> 00:03:10.605 I've had experiences, not everyone else has, um, both good 80 00:03:10.605 --> 00:03:13.085 and bad, but my clients get to learn from that. 81 00:03:13.145 --> 00:03:14.685 My, my, they benefit from the information 82 00:03:14.685 --> 00:03:15.885 that I've gotten over the years. 83 00:03:16.865 --> 00:03:18.445 So I think that generally 84 00:03:18.445 --> 00:03:21.325 what puts us apart from everyone else is our experience, 85 00:03:22.225 --> 00:03:23.925 the level of integrity we bring to the table 86 00:03:24.945 --> 00:03:27.645 and the level of, uh, professionalism 87 00:03:28.265 --> 00:03:31.125 and, um, just general tech technical 88 00:03:31.125 --> 00:03:32.605 experience and expertise. 89 00:03:33.025 --> 00:03:34.125 So talk to me about, 90 00:03:34.385 --> 00:03:35.965 you talked about different associations. 91 00:03:36.585 --> 00:03:38.405 Why is it important for people 92 00:03:38.505 --> 00:03:40.845 to join different associations, go to these events? 93 00:03:41.115 --> 00:03:43.125 What value does it bring to your business? 94 00:03:43.905 --> 00:03:46.365 So I think the easy response to that is if you think 95 00:03:46.365 --> 00:03:49.005 that you on your own just existing is enough 96 00:03:49.065 --> 00:03:50.845 for your business to grow, that's just not the case. 97 00:03:50.955 --> 00:03:52.325 It's never gonna be the case, right? 98 00:03:53.545 --> 00:03:57.245 It is never, ever going to hurt you to come out to, 99 00:03:57.425 --> 00:03:59.445 to get a booth, to have people talk, 100 00:03:59.445 --> 00:04:00.605 to get to know your name. 101 00:04:01.665 --> 00:04:04.965 Uh, what the banks and all these different events have done 102 00:04:04.985 --> 00:04:06.845 for funders is legitimize them, 103 00:04:07.265 --> 00:04:11.165 create staples in the industry, big giants showing up. 104 00:04:11.375 --> 00:04:13.925 Great, great booths, great information. 105 00:04:14.465 --> 00:04:16.365 Um, a lot of the tech guys here have 106 00:04:16.855 --> 00:04:17.885 demos going behind them. 107 00:04:18.465 --> 00:04:20.405 So it's just, if you're not gonna be coming 108 00:04:20.405 --> 00:04:23.565 to these conferences, there's no way you're gonna know about 109 00:04:23.745 --> 00:04:26.085 any of this information, essentially allowing for any 110 00:04:26.085 --> 00:04:27.485 of your competitors to get ahead of the game. 111 00:04:29.785 --> 00:04:31.765 For people that watch this 112 00:04:31.905 --> 00:04:33.845 and that are going to these events, 113 00:04:34.315 --> 00:04:35.765 what should be their main takeaway 114 00:04:35.765 --> 00:04:36.965 and what's your main takeaway when 115 00:04:36.965 --> 00:04:38.005 you leave and you go back home? 116 00:04:38.965 --> 00:04:40.205 I think the main takeaway is 117 00:04:40.205 --> 00:04:42.005 that this is a really beautiful industry. 118 00:04:42.065 --> 00:04:45.005 As much as maybe it doesn't get the kind of, um, 119 00:04:47.745 --> 00:04:49.165 Uh, attention it deserves, 120 00:04:49.285 --> 00:04:52.085 I think like the beneficial, positive attention. 121 00:04:52.605 --> 00:04:55.045 I think the main takeaway here is when you come 122 00:04:55.045 --> 00:04:56.805 to an event like this, come with an open mind 123 00:04:57.665 --> 00:05:01.645 and always, always, always talk to everyone, 124 00:05:01.755 --> 00:05:03.925 even if you're not gonna have, even if they're not somebody 125 00:05:03.925 --> 00:05:05.405 that you're gonna have a business relationship with. 126 00:05:06.065 --> 00:05:08.485 And take as much information as you can. 127 00:05:08.995 --> 00:05:10.125 Look what everyone's doing. 128 00:05:10.495 --> 00:05:12.845 Watch the bigger funders, watch what they're doing. 129 00:05:13.145 --> 00:05:14.485 The bigger funders are here to see 130 00:05:14.485 --> 00:05:16.525 what their clients are doing, what their ISOs want. 131 00:05:16.895 --> 00:05:18.165 We're all here to learn something. 132 00:05:18.385 --> 00:05:20.205 And if you're gonna take anything away from this, 133 00:05:20.235 --> 00:05:21.565 it's gonna be something that you learned 134 00:05:21.665 --> 00:05:23.725 or information that's gonna be the first key thing. 135 00:05:23.995 --> 00:05:26.645 Rest is just, you know, icing on top. Awesome. 136 00:05:26.645 --> 00:05:27.845 Marcel, well thank you so much 137 00:05:27.865 --> 00:05:29.045 for your time and that was great. 138 00:05:29.355 --> 00:05:32.245 Come in with an open mind. Awesome. I love that. 139 00:05:32.245 --> 00:05:35.605 Again, this is Marcella and again, great piece of advice. 140 00:05:35.705 --> 00:05:37.845 If you come to another B2B event, if you go 141 00:05:37.945 --> 00:05:40.365 and join o other associations, come with an open mind 142 00:05:40.585 --> 00:05:41.765 and always learn something. 143 00:05:42.025 --> 00:05:44.125 So thank you soon. No problem. Thank you guys.