1 00:00:04.770 --> 00:00:11.880 Sean Murray: Hello, everybody, and thank you for joining here at deBanked live. My name is Sean Murray and today I have a lovely guest, 2 00:00:11.910 --> 00:00:12.990 Jennie Villano. 3 00:00:13.080 --> 00:00:15.000 Jennie Villano: Hello, his favorite guest. 4 00:00:15.150 --> 00:00:22.590 Sean Murray: my favorite guest, my favorite guest. So it's good to have you here actually in the studio not on zoom or virtual. 5 00:00:22.620 --> 00:00:28.200 Jennie Villano: Yes. Which I prefer, you know me I like in-person. I feel like it's the most effective. 6 00:00:28.560 --> 00:00:34.500 Sean Murray: For sure. So let me ask you, right, because I have you here, can you tell me a little bit about your background? For those who 7 00:00:34.500 --> 00:00:35.100 don't know you? 8 00:00:35.510 --> 00:00:45.320 Jennie Villano: Yeah. So my background really has always been in customer service, business development, sales, I feel like they all 9 00:00:45.320 --> 00:00:56.660 coincide. I'm in the industry since 2016. And how I even got in this industry is a funny story. Because it's how I get everything. It's like 10 00:00:56.660 --> 00:01:06.740 my Yelp, I put on Facebook that I needed a job. Because who better knows you then the people on your Facebook? And a friend of mine was a partner 11 00:01:06.770 --> 00:01:14.150 at Inadvanced at the time and he said, Why don't you come down, you'd be great for this industry. And that's how I ended up here, which was a 12 00:01:14.150 --> 00:01:22.310 great fit for me, because I started when I was 15 years old, working in an insurance office. I did that for years. 13 00:01:22.340 --> 00:01:24.980 Sean Murray: Okay, so you did insurance, then you made your way over to here. 14 00:01:24.980 --> 00:01:31.130 Jennie Villano: Then I became a mom for many, many years. And then, you know, once it was time for me to get back in the industry of working. 15 00:01:31.880 --> 00:01:36.980 This is where I fell into and I love it. Definitely where I belong, I think. 16 00:01:37.220 --> 00:01:40.160 Sean Murray: Sure. And you work for NewCo Capital Group. Is that right? 17 00:01:40.160 --> 00:01:41.390 Jennie Villano: Yes. Yes, I do. 18 00:01:41.540 --> 00:01:44.150 Sean Murray: And how long have you actually worked in this particular industry? 19 00:01:44.330 --> 00:01:52.010 Jennie Villano: Since 2016? February of 2016, which I believe it's five years. I think. 20 00:01:52.270 --> 00:02:00.040 Sean Murray: So. Alright, so about five years, right? And then we've just come out, or we are technically still in one of the craziest years 21 00:02:00.130 --> 00:02:08.110 ever, right? We just came out of 2020. And it's kind of bled into 2021. And it was a period of change, for a lot of people are kind of like a 22 00:02:08.110 --> 00:02:17.770 shake up. And I'm curious for someone in your role, right? Because the NewCo if I'm not mistaken. You work with ISOs. Right. I ISOs send you 23 00:02:17.770 --> 00:02:26.860 deals, you're working with the brokers kind of on the frontline. You hear from them, they send you emails, I imagine maybe even text, right. 24 00:02:26.920 --> 00:02:31.390 Jennie Villano: I'm more of a text person. I always tell people text me, don't email me. 25 00:02:31.960 --> 00:02:39.700 Sean Murray: And so with all of that, I'm sure you kind of got a glimpse into what was happening on that front. So what what was 2020 like for 26 00:02:39.700 --> 00:02:40.780 you, and all of that? 27 00:02:41.340 --> 00:02:49.710 Jennie Villano: So 2020, for me, was very good. I know that, that not everyone can say that. Part of that is perception. And part of that is 28 00:02:49.710 --> 00:03:02.130 just reality. I really, I found that we were still funding that didn't stop. And did I lose some ISOs? We did because someone out of business, 29 00:03:02.340 --> 00:03:12.300 some decided to focus on the stimulus package, you know, the money that they were giving for small businesses. Some of my ISOs even started 30 00:03:12.300 --> 00:03:22.260 making like the masks, you know, we're not making but you know, buying them and selling them. The gloves is sanitizers. But I have to say, I, 31 00:03:22.320 --> 00:03:31.500 the majority of my ISOs stayed in the industry. And I'm sure like myself, they're thankful that they did because it paid off for anyone 32 00:03:31.740 --> 00:03:32.940 that did stay in. 33 00:03:33.740 --> 00:03:38.000 Sean Murray: And were you still funding during the pandemic to like, it's one thing to have your ISOs stay on, right, because there were 34 00:03:38.000 --> 00:03:43.370 companies out there who, you know, they accepted deals during the pandemic. 35 00:03:43.370 --> 00:03:44.540 Jennie Villano: They didn't really give offers. 36 00:03:44.660 --> 00:03:48.980 Sean Murray: you know, they're like, Oh, yeah, we're open, we're open, you know, send us your deals, and then you send it in to go to a black 37 00:03:48.980 --> 00:03:49.280 hole. 38 00:03:49.280 --> 00:03:56.680 Jennie Villano: Yeah, I was seeing that on LinkedIn, because people were posting, that's where I got a lot of my information of the industry. But 39 00:03:56.680 --> 00:04:07.750 no, we were really funding and like, for me, someone just asked the other day, like on their social media, what's your best year, and 2020 40 00:04:07.750 --> 00:04:18.520 was one of my better years of my life. Because despite a pandemic, you know, I was still funding, still working with all of my ISOs. And that 41 00:04:18.520 --> 00:04:28.540 made a really big difference. And I believe any funders that and they were really only a few that were realistically funding deals. They're 42 00:04:28.570 --> 00:04:38.950 thankful that they did, because they, by funding during the pandemic, a lot of new ISOs that we didn't have signed on, because everyone was 43 00:04:38.950 --> 00:04:48.520 looking, you know, like, Who's funding Where can we really get our deals done. And so I wouldn't even say, you know, like, that we were funding, 44 00:04:48.580 --> 00:04:56.440 you know, more deals than ever before. It's just that we had a lot of new ISOs coming to us because they only had so many funders to go to. 45 00:04:56.450 --> 00:05:04.160 Sean Murray: Sure. I'm curious about those new ISOs because I said I'm one These live streams before that we manage the Daily Funder. And we 46 00:05:04.160 --> 00:05:14.210 saw a pretty big drop off in active users, we were at, we checked the number of email addresses tied to accounts that still existed, like we 47 00:05:14.210 --> 00:05:21.770 looked on March 2020. And then we compare it again on March 2021. And we lost about seven and a half percent, those are people who dropped off 48 00:05:21.800 --> 00:05:29.210 entirely meaning like they're, they no longer work there, or they're so out of business that their domain name lapsed, now you can have 49 00:05:29.210 --> 00:05:35.660 companies go out of business, and the domain doesn't lapse. So but seven and a half percent of the number that we can measure. And so when you 50 00:05:35.660 --> 00:05:45.500 say, new ISOs, you know, signing up, I'm curious, are you seeing actual, like brand new people come into the business or these people who were in 51 00:05:45.500 --> 00:05:49.070 it before that are now starting to work with you? What's your definition of like new? 52 00:05:49.070 --> 00:05:57.940 Jennie Villano: I would say 5050, you know, we got we did acquire new ISOs that were in the industry, but they weren't working with us. 53 00:05:57.940 --> 00:06:05.890 Because, you know, our industry is all about relationships. And so, you know, most of the solid ISOs out there, they only work with a few 54 00:06:05.890 --> 00:06:14.140 funders so they don't saturate themselves. And they build up the relationship and are able to do well from that. But when a lot of the 55 00:06:14.140 --> 00:06:23.200 funders dropped off, where were they going to go? So they will already ISOs in the industry that came to us to give us a try. And then I also 56 00:06:23.200 --> 00:06:32.800 found that because of the pandemic, many broker shops closed down, and a lot of funders closed down, they stopped finding deals. So people were 57 00:06:32.800 --> 00:06:43.270 scrambling to look for work. So I, I personally have signed up quite a few that went off on their own, especially they're working from home, 58 00:06:43.270 --> 00:06:50.140 they're like, you know what, I'm working from home anyway, let me you know, just start my own broker shop and make the full Commission on it. 59 00:06:50.560 --> 00:06:58.330 Especially if theirs went out of business completely, not even just like, okay, we'll still give you the leads, but you work from home. You 60 00:06:58.330 --> 00:07:03.460 know, like you saw as well, a lot of shops went out of business completely. Like they're not back. 61 00:07:03.490 --> 00:07:11.170 Sean Murray: Yeah. And, you know, to your point what you just said about people going off on their own. I think we'll see a lot of that having 62 00:07:11.170 --> 00:07:18.760 happened. I think when we come back to like in person shows and all that. I think we'll see a lot of the same people, but under a different 63 00:07:18.760 --> 00:07:19.570 name. 64 00:07:21.280 --> 00:07:27.850 Jennie Villano: It's true. I've been noticing that all these years that I've been in the industry, not that many years, but in the last five 65 00:07:27.850 --> 00:07:37.030 years, I've been in the industry, because I use LinkedIn. And so people will contact me to sign up and they'll say to me, you know, Jennie, I 66 00:07:37.030 --> 00:07:43.540 worked. I'll go into people's offices, so they know me face to face, which makes a huge difference. And they'll call me and they'll say, you 67 00:07:43.540 --> 00:07:52.660 know, I met you when I was at such and such office, I'm on my own now. A lot of people break away on the ISO side, I find the funder side, it's 68 00:07:52.660 --> 00:07:58.840 much more difficult to actually have to have you know, the money to fund the deal. You can't just work for a funder and decide you're going to 69 00:07:58.840 --> 00:07:59.860 open up your own. 70 00:08:00.160 --> 00:08:04.720 Sean Murray: Yeah, well, I feel like kind of white labeling has perpetuated some of that. 71 00:08:04.750 --> 00:08:12.220 Jennie Villano: Yes, yeah. I mean, white labeling has always been, you know, I've always found it to seem very relevant in our industry all 72 00:08:12.220 --> 00:08:22.630 these years. So many ISOs do it. And, you know, I mean, if if you're an ISO and you are white labeling with the plan to really open up your own 73 00:08:22.630 --> 00:08:33.160 funding company, to me, it makes sense to do it. You know, a lot of ISOs do it. But, you know, like they they've been doing it for years, they 74 00:08:33.160 --> 00:08:37.360 never actually open up their own funding company. It's just how they want to be branded. 75 00:08:37.450 --> 00:08:42.520 Sean Murray: Right. Yeah, I've seen a lot when people ask me all the time, how many funders are there? How many brokers are there and they 76 00:08:42.520 --> 00:08:47.860 want everybody to exist in a nice little bucket. They're only a funder. They're only a broker. Right? 77 00:08:49.220 --> 00:08:50.990 Jennie Villano: No crossing Lines. don't cross the lines. 78 00:08:51.020 --> 00:08:58.760 Sean Murray: Yeah. Right. And I think white labeling kind of increased the blending of the two worlds. 79 00:08:58.780 --> 00:09:06.460 Jennie Villano: Yeah. And I mean, what's the difference anyway? I mean, personally, I don't mind if an ISO wants us to white label. Who cares? 80 00:09:06.490 --> 00:09:16.570 You know, it's not affecting anyone. And, you know, people always talk to me and it's mixed reviews. Some people don't like that ISOs shops, 81 00:09:16.570 --> 00:09:24.250 white label, I don't see anything good or bad. You know, it's a preference, if that's how you want to market and brand yourself, and so 82 00:09:24.250 --> 00:09:24.640 be it. 83 00:09:24.640 --> 00:09:31.900 Sean Murray: Sure. You mentioned before that there were some brokers doing like PPE like selling medical equipment. I saw a lot of that, too. 84 00:09:32.230 --> 00:09:36.040 I had people calling me about medical equipment. During the early months. 85 00:09:36.880 --> 00:09:39.070 Jennie Villano: I was contemplating doing it. No, I'm kidding. 86 00:09:40.180 --> 00:09:45.220 Sean Murray: I know people who were doing it on the side, it became a thing, right, because a lot of people in this industry are very 87 00:09:45.220 --> 00:09:53.680 entrepreneurial minded. And their core business had slowed down. They were looking for a unique ways to continue making a living, right, even 88 00:09:53.680 --> 00:09:55.180 if they knew it was temporary. 89 00:09:55.300 --> 00:10:02.050 Jennie Villano: They want to capitalize on whatever's going on at the moment, even though they knew it was going to be short. term? You know, 90 00:10:02.080 --> 00:10:10.000 that's definitely and a lot of ISOs did well, yeah, getting involved, some didn't, you know, you could kind of gauge you know, how everyone 91 00:10:10.000 --> 00:10:15.400 was doing with it, it was it was short term, but could have booked a really nice profit. 92 00:10:15.420 --> 00:10:23.250 Sean Murray: Sure, have you heard? Did any of your ISOs share any, like tips or tricks or like new things that they were trying aside from just 93 00:10:23.250 --> 00:10:32.730 selling medical equipment, like things that they may have tried or been doing during 2020 that they weren't doing before kind of like as a as a 94 00:10:32.760 --> 00:10:36.510 trick or some sort of way to change the game? 95 00:10:37.200 --> 00:10:46.890 Jennie Villano: You know, I have to say that they don't really say too much. The only, the only thing that may be I've caught on to is that 96 00:10:46.890 --> 00:10:56.220 they're using their own social media platforms more. So like an ISO of mine recently said to me, you know, he does very well, just posting on 97 00:10:56.220 --> 00:11:04.890 his own Facebook, his own Instagram, and getting merchants and funding the merchants, I'm funding them with him. Because I'm one of his 98 00:11:04.890 --> 00:11:16.020 funders, you know, and I feel like, since the pandemic, that is much more relative, and much more successful, because people are on social 99 00:11:16.020 --> 00:11:26.190 media, I feel like a lot more in the last year, people that never had social media have it now. Because a lot of people are home, you know, so 100 00:11:26.190 --> 00:11:32.790 what are you doing at home? Your sitting in front of a computer, and you need some type of socialization. So if you're not getting it out, you 101 00:11:32.790 --> 00:11:41.340 know, out in real life, you're going to get it on the computer. So they are definitely marketing themselves more on their social media 102 00:11:41.340 --> 00:11:52.440 platforms. But besides that, you know, I don't even really think that you need a trick right now. Because with the pandemic, I look at it as 103 00:11:52.440 --> 00:12:01.740 like a correction. And so what it did was where we would normally see four or five, six ISOs, sending the same deal, and we're all competing 104 00:12:01.740 --> 00:12:10.590 on these deals, that's not happening anymore, because many ISOs they close shop, they're not in the industry anymore, they switched gears, 105 00:12:11.010 --> 00:12:21.930 and it's changed. So now, because there's not all that extra competition, you know, I just think once they get the merchant, it's 106 00:12:21.930 --> 00:12:28.770 more of a fresh lead. You know, they don't have to compete with seven other guys on it. There's always going to be competition, but maybe two 107 00:12:28.770 --> 00:12:30.330 or three? You know, 108 00:12:30.600 --> 00:12:38.070 Sean Murray: I'm curious what you just said before about someone using Facebook, or ISOs, using social media more, because we've recently put 109 00:12:38.070 --> 00:12:45.660 out an article that kind of discussed or examine the idea of it, because there was an article that came out in Leasing News that said, like, 110 00:12:45.870 --> 00:12:54.870 essentially, Facebook ads don't work. Now, that was very specific. It was an ad. Not social media, Facebook, in general, do you know of this? 111 00:12:54.930 --> 00:12:56.520 Jennie Villano: Well, like a personal post. 112 00:12:56.730 --> 00:13:02.040 Sean Murray: So that was gonna be my question. Do you know that if they were using if they were doing personal posts? Or were they doing like 113 00:13:02.040 --> 00:13:03.870 paid ads? Do you have any idea like, 114 00:13:04.110 --> 00:13:12.300 Jennie Villano: No, I, so it was just the personal post. Because, you know, they use Facebook with the marketing tools that they have, you 115 00:13:12.300 --> 00:13:21.270 know, where you pay, and you have someone that's like monitoring that. But he just happened to put, you know, up on Facebook and made a public, 116 00:13:21.420 --> 00:13:29.400 you know, if anyone's looking for funding, if anyone needs money, which, if anyone ever needed money? It is now. You know, that's why when people 117 00:13:29.400 --> 00:13:36.120 ask, how is your industry getting killed? I'm like, do you understand, you know, economics? Do you understand how, how it works? You know, 118 00:13:36.150 --> 00:13:45.900 we're just gonna pandemic, small businesses need money the most right now. And so he just put up a post up there, you know, I find small 119 00:13:45.900 --> 00:13:53.850 businesses, if you need money, if you're looking for money, and it's, you know, I mean, is it paying his, you know, mortgage, probably not. 120 00:13:54.150 --> 00:14:03.390 But it's bringing him in extra deals and giving him a nice extra income, that he doesn't even have to share with an admin or with, you know, 121 00:14:03.390 --> 00:14:10.470 taking that the amount that he paid for marketing for buying leads, you know, that cut into your profit, it was pure profit. 122 00:14:10.510 --> 00:14:18.640 Sean Murray: Interesting. On that note, I actually have a question about that. We've talked on here before about how much you can or cannot make 123 00:14:18.640 --> 00:14:25.210 in this industry. And it all stemmed from a question that was asked in the live stream about a week or so ago, and the question was asked to a 124 00:14:25.210 --> 00:14:31.960 broker and it was a little bit sensational. But the what the question was, can you make a million dollars in your first year of the new 125 00:14:31.960 --> 00:14:40.420 broker? And the answer given what was essentially no, but it prompted the discussion, the conversation about how much you can actually make 126 00:14:40.420 --> 00:14:48.430 because I know, during 2020, people were looking for ways to make money. And they wanted to know the realities of what you could make. And I 127 00:14:48.430 --> 00:14:54.550 think there's some sensational numbers that are thrown around. He just mentioned about, you know, not having to pay an admin right. And so when 128 00:14:54.550 --> 00:15:03.040 people see that top line, commission number, sometimes they they don't realize that there was cost of acquisition to get that deal in the door 129 00:15:03.790 --> 00:15:06.550 or we're splitting the commission with multiple parties. 130 00:15:06.580 --> 00:15:07.150 Jennie Villano: Overhead 131 00:15:07.720 --> 00:15:12.910 Sean Murray: Overhead etc and so if someone said they made a million dollars in commission that's the starting point. 132 00:15:12.940 --> 00:15:15.730 Jennie Villano: Did they net? Did you net a million dollars? 133 00:15:16.150 --> 00:15:24.850 Sean Murray: And so i'm curious we'll start just with the top line figure like just in your experience over time like what's the most, 134 00:15:25.060 --> 00:15:31.750 what's the highest commission you've ever seen like funded on a deal doesn't have to be it doesn't have to be at NewCo but just in general 135 00:15:31.750 --> 00:15:32.440 like what kind of 136 00:15:32.690 --> 00:15:41.210 Jennie Villano: Personally I've seen around 50, 60,000 is that something common? No. First of all your deal size would have to be large and then 137 00:15:41.210 --> 00:15:50.660 you'd have to be able to sell it you know with many points to me you know you will you already know how much you're capable of making. You 138 00:15:50.660 --> 00:16:00.890 know if you're good in sales, you know if you're a closer, if you're an amazing closer and you're very charismatic and it's innate in you and 139 00:16:00.890 --> 00:16:08.030 it's something you've you know it's always just come easily, you can do extremely well in this industry. If it's not innate and it's not 140 00:16:08.030 --> 00:16:16.790 something that comes easy you can still do well you're just going to have to work you know double triple as hard as someone else and you know 141 00:16:16.790 --> 00:16:23.600 so it's really hard to tell. I've seen a lot of people in sales that don't belong in sales. I've seen a lot of people teaching that don't 142 00:16:23.600 --> 00:16:32.150 belong teaching a lot of nurses like you know we could go on and on. So, you know, if you're not doing well and I wouldn't say in the first year. 143 00:16:32.630 --> 00:16:40.790 You know, like it takes time. It takes time to build a business. Any business. I don't care what your business is. And when you're a rep and 144 00:16:40.790 --> 00:16:49.700 you work for an ISO shop or you work for a funder, you know, you're building a business as well and you have to be patient. Work hard but 145 00:16:49.700 --> 00:16:58.490 it's going to take you know a couple of years, two years, three years. That's when you really start to see you know the residual of it turnover 146 00:16:58.490 --> 00:16:59.330 to your benefit 147 00:16:59.360 --> 00:17:01.370 Sean Murray: Building up a portfolio and a book of business. 148 00:17:01.370 --> 00:17:08.710 Jennie Villano: Absolutely. Renewals, you know, like renewals bring in money and it's it's easy because you don't have to go searching for that 149 00:17:08.710 --> 00:17:16.270 or looking for that or begging for it. It's just something that comes to you. Can you still lose renewals? You can. You know, but then you 150 00:17:16.270 --> 00:17:24.880 shouldn't be in sales probably. So it's you know it's all relative. If you're, if you're made for sales and it's an amazing industry to be in. 151 00:17:25.090 --> 00:17:34.150 Sean Murray: Have you heard of sale brokers complaining about having to compete with PPP and EIDL? Kind of competing with essentially for free 152 00:17:34.150 --> 00:17:35.290 or very very low cost. 153 00:17:35.290 --> 00:17:43.310 Jennie Villano: Absolutely, absolutely, but it's short-term. You know, like you have to, you have to adjust. You know, with like whatever's 154 00:17:43.310 --> 00:17:51.590 going on in the world. That nothing is ever you know laid out for you, you know, red carpet. Just walk that carpet, you know, here you go. 155 00:17:51.590 --> 00:18:01.040 Here's the merchants. We're always, we're living so there's gonna be a pandemic who would have ever thought? And then all this stimulus money, 156 00:18:01.070 --> 00:18:08.450 does it affect our industry? Absolutely. Who is going to take money from us when the government's giving it to them but how long is that going to 157 00:18:08.450 --> 00:18:16.760 last for? That's why it's really important when in sales to budget yourself so that you know you don't spend all your money. You budget it 158 00:18:17.090 --> 00:18:25.200 so that you can get through the year. Whether you have a bad month, a good month. Then you won't be so affected by something like the stimulus package 159 00:18:25.200 --> 00:18:25.600 160 00:18:25.600 --> 00:18:33.640 Sean Murray: Sure. I'm curious because you were talking about sales before, right? And you were talking about if you work hard you know you 161 00:18:33.640 --> 00:18:45.370 can make make money and and all that stuff. All that stuff and it takes time. I'm often asked from funders how to get ISOs. That's always you 162 00:18:45.370 --> 00:18:50.260 know it's top of mind and my understanding that NewCo is 100% ISO driven. Is that right? 163 00:18:50.260 --> 00:19:00.480 Jennie Villano: Yeah, absolutely. Only ISO driven. Personally I have no issue at all getting ISOs. To me it's very easy to do but does that mean 164 00:19:00.480 --> 00:19:11.160 it's easy to do? No it just means it's easy for me to do. My LinkedIn really does so well and then the fact that I visit ISO shops. So like I 165 00:19:11.160 --> 00:19:22.440 aid before, you don't most shops have like anywhere between I'd say 5 to 10 guys in there. Always one here and there is going to break off open u 166 00:19:22.440 --> 00:19:29.280 his own shop. Who are they going to call ? Who did they meet face to face? Who was in their office? You know, I mean how do you really connect 167 00:19:29.280 --> 00:19:38.520 with someone? You connect- not that you can't do a zoom or FaceTime but it's totally different in person. So ISOS, I sign up a lot 168 00:19:38.520 --> 00:19:39.390 of ISOs 169 00:19:39.390 --> 00:19:50.010 Sean Murray: So let's talk about that because I have seen some emails from NewCo and post on social media that are creative, and sometimes I 170 00:19:50.010 --> 00:19:58.740 might say aggressive, and they get people's attention, and I'm curious in all of what you just said that play a role like does that kind of 171 00:19:58.740 --> 00:20:03.480 marketing work? Does it bring in ISOs? At least get their attention? 172 00:20:03.510 --> 00:20:13.470 Jennie Villano: Absolutely. You know, marketing is just that. So you're marketing to a certain group. But in our industry, as you know, 173 00:20:13.470 --> 00:20:24.000 especially with, you know, the different facets of it, the funder, the broker, you know, everyone has their own goal that they're looking to 174 00:20:24.000 --> 00:20:32.430 complete. Sometimes marketing works, you know, we might put something out there, and it might work for, you know, 60% of the people that 175 00:20:32.430 --> 00:20:42.210 received it and not for the 40%. It really just depends on the perception of the person taking it in. I have to say, though, a lot of 176 00:20:42.210 --> 00:20:52.320 ISOs tell me that they love our market. You know, wait to see you. I will, what are we putting out there next? But it really is, you know, 177 00:20:52.320 --> 00:20:58.110 for us it works. But again, some days, it's better than others, just like anything. 178 00:20:58.420 --> 00:21:05.440 Sean Murray: Sure. You've mentioned visiting ISO shops, I imagine that well, not I imagine, I know, I know that that is a thing. 179 00:21:05.830 --> 00:21:06.520 Jennie Villano: It's my thing. 180 00:21:06.570 --> 00:21:14.580 Sean Murray: That's your thing. Okay. It's just your thing, right. And that's been it's been a technique used for a long time, right? That in 181 00:21:14.580 --> 00:21:25.740 person relationship. And I feel like 2020 robbed us of that, and also created, you know, this new system that we had to adapt to where we were 182 00:21:25.740 --> 00:21:33.990 doing zooms and FaceTime and all that stuff, to try to stay in touch. And I think there has been some debate as to whether or not that's going 183 00:21:33.990 --> 00:21:41.070 to become the standard, we're all going to do zooms, you know, and it's everything can be virtual, it can be virtual events, and in person is 184 00:21:41.070 --> 00:21:47.190 over and stuff. You're already, you're already saying, you're already saying no. And so that was gonna be my question, like, you know, are you 185 00:21:47.190 --> 00:21:49.530 looking forward And do you believe in personal networking- 186 00:21:49.530 --> 00:21:58.710 Jennie Villano: I think we're all looking for to in-person again, I have been doing, I've been visiting my brokers. Last year, I would go to 187 00:21:58.710 --> 00:22:08.610 visit any brokers office that was open, I would go visit them. I just think it's so important to meet people face to face, I will tell you, 188 00:22:09.060 --> 00:22:16.410 you know, having signed up so many ISOs that and not that I don't connect with them on the phone, you know, I got I'm good at talking on 189 00:22:16.410 --> 00:22:23.940 the phone, I connect with them, we laugh, I'll ask them, you know, talk about their kid their family, there this, talk about their deals. But when 190 00:22:23.940 --> 00:22:32.670 I go into an office, within 24 hours, I've funded at least two deals with that broker office, like everyone there you connect with not just 191 00:22:32.670 --> 00:22:40.860 the person on the phone, if you're, you know, if you're working wit a one man show, then that phone call might be all you need. But most 192 00:22:40.860 --> 00:22:47.550 shops aren't like that. And you can't just connect to the person on the phone. And I don't care if they're the person that's that you know, in 193 00:22:47.550 --> 00:22:56.430 their processor and submitting the deals, you need to meet each rep there, you need to make eye contact, know their name, they know your name, 194 00:22:56.430 --> 00:23:04.230 sit at their desk over their deals, it just builds a relationship. And when they have a deal, they won't just depend on the processor decided 195 00:23:04.350 --> 00:23:12.330 to send this to Jennie, you know, this has to go to NewCo and so do an even like, you know, we'll do really good from when I visit a 196 00:23:12.330 --> 00:23:20.850 d then sometimes like it tapers off a little. I'll go right back. t's so important. Do you have you know, and you could bring you know, whatever. 197 00:23:20.880 --> 00:23:27.390 Some people bring doughnuts, I don't bring doughnuts, but I'lL bring whatever they like whatever they want. If it's 198 00:23:27.490 --> 00:23:29.770 Sean Murray: Okay, now we're learning how the deals get done. You have to bring- 199 00:23:29.860 --> 00:23:30.370 Jennie Villano: Liquor. 200 00:23:34.510 --> 00:23:35.410 Sean Murray: That can play a role. 201 00:23:35.660 --> 00:23:44.030 Jennie Villano: Yeah. In person is so crucial. You know, if nothing else, we're seeing it with the kids, right. I mean, you know, that's 202 00:23:44.030 --> 00:23:53.990 like great data for us to see how it affects people to not get out there. You know, to do things over zoom to not have social interaction, 203 00:23:53.990 --> 00:24:04.610 how it affects us. It affects us even like, you know, how we feel with depression. They say it had gone up at all, how great in sales, how good 204 00:24:04.610 --> 00:24:12.020 at your job can you be if you don't have you know, if you're depressed, or if you're down, or if you feeling isolated? It's just really, you 205 00:24:12.020 --> 00:24:18.530 know, for mental health all around, we need to get back to it. So I'm looking forward to New York's Broker Fair. 206 00:24:18.600 --> 00:24:27.390 Sean Murray: Okay, what would what we'd love to have you there? Well, you know, that actually, it makes me wonder how effective are networking 207 00:24:27.390 --> 00:24:33.900 events in person, because you can visit an ISO shop, right? But when you bring hundreds of people together, what does that do for someone in 208 00:24:33.900 --> 00:24:35.340 like, your position? Does that help? 209 00:24:36.620 --> 00:24:45.140 Jennie Villano: You know what, it's great because there's so many of us stretched, you know, through the country. So I can only visit those in 210 00:24:45.140 --> 00:24:55.640 the tri state area, you know, like, I'm not flying to California or Ohio or Minnesota to go visit brokers. So I get to meet everyone at the 211 00:24:55.640 --> 00:25:04.190 Broker Fair, which I think it's really important. And also, I just think, you know, in the industry, when you see all those people that do 212 00:25:04.190 --> 00:25:11.900 it that are successful at it, that you see year after year, it's a confirmation that you're in a good industry, you know, that it's a 213 00:25:11.900 --> 00:25:19.850 relevant industry. That it's not, people always ask me, you know, it is, is it disappearing? No, definitely not. 214 00:25:19.880 --> 00:25:21.140 Sean Murray: Okay. That's good to know, 215 00:25:21.140 --> 00:25:27.600 Jennie Villano: How would you know that right? Unless you go to the Broker Fair, and you see all those people there that all represent an 216 00:25:27.600 --> 00:25:38.520 office that has 10 people that they employ. So to me, it's so relevant, and it makes a huge difference. It's very different. Am I going to other 217 00:25:38.520 --> 00:25:48.930 funders? No, but I meet them at the Broker Fair, you know, which I think is important, because I will, I've referred ISOs to other funders and 218 00:25:48.930 --> 00:25:56.160 other funders have done it for me, because they're a different product. So we're not competing. I can't get it done. It doesn't mean I don't 219 00:25:56.160 --> 00:26:02.760 want you to fund your deal. Go fund it. Yeah, you know, you don't have to give me a dime for it. Just get your deal done. So I think it's good. 220 00:26:02.790 --> 00:26:04.320 I think it's good to meet in person. 221 00:26:04.350 --> 00:26:08.940 Sean Murray: What's your favorite scene? Is that the New York one, the Miami one or the Southern California one? 222 00:26:09.720 --> 00:26:20.070 Jennie Villano: Well, you know how I feel. He really want me to tell everyone I think that Sean, I love Miami. But like in October, and I 223 00:26:20.070 --> 00:26:29.160 love California, it's one of my favorite places in the world, which is always beautiful. So we can easily go there in January. It's still going 224 00:26:29.160 --> 00:26:38.400 be nice. But I like them all New York. Do I like New York? It's convenient. But I think we most of a lot of people in the industry are 225 00:26:38.400 --> 00:26:47.700 from New York. And we like to get away. And it's different when everyone goes away for the Broker Fair. We will do breakfast together, lunches, 226 00:26:47.700 --> 00:27:00.090 dinners we go out. You know, it's it's nice to get to know people in our industry on a more of a personal, professional personal level. So I 227 00:27:00.090 --> 00:27:10.470 think any either one-We totally agree. We discussed this, not on camera. But yeah, I love Miami and San Diego, it doesn't really matter. And it 228 00:27:10.470 --> 00:27:15.840 doesn't really matter what time of year either. I like those just because it's a different experience. 229 00:27:15.870 --> 00:27:17.220 Sean Murray: So you're a New Yorker. 230 00:27:18.180 --> 00:27:19.830 Jennie Villano: You can't tell from my accent? 231 00:27:19.890 --> 00:27:26.490 Sean Murray: I could tell. I grew up in New York to you like to go into Miami. Would you move to Miami? 232 00:27:28.910 --> 00:27:39.470 Unknown: Personally No. I am truly a New Yorker. I was born in Florida. Yeah. Okay, I was born in Tampa. And, and I love Florida and I love to 233 00:27:39.470 --> 00:27:49.550 visit it. Would I want to live there? Just personally know, I could see why people do. But I love New York, I love the seasons. I like change, 234 00:27:49.580 --> 00:27:58.190 it's essential to me as person, I would be bored of like the nice weather all year round. I love the winter and the fall, and spring. And 235 00:27:58.190 --> 00:28:08.300 I like the energy. You know, I like I like that New York is like one of the central meccas of finance, you know, and that's not going to change. 236 00:28:08.300 --> 00:28:16.760 Everyone could move to Miami, New York is still always going to be branded at least for many, many years to come. You know, like a finance 237 00:28:16.760 --> 00:28:19.730 capital of the world. And I love that 238 00:28:19.760 --> 00:28:25.970 Sean Murray: They tried to spread the rumor that New York was dead. During a pandemic. That's there's no truth to any of that in your experience? 239 00:28:25.970 --> 00:28:26.360 240 00:28:26.330 --> 00:28:33.260 Unknown: I mean, some people left. So you know, I think they said like, 300,000 people left New York. Do you know many people live in New York. 241 00:28:33.650 --> 00:28:44.690 A lot more than that. And I'm in Manhattan a lot. There's always people there's traffic, I sit in traffic and it took me like four hours to get 242 00:28:44.690 --> 00:28:56.480 home in the afternoon. So you know, [cross-talk]. You know, we sort of love that. But you know, New York is here. I go to restaurants. Last 243 00:28:56.480 --> 00:29:01.700 summer was great. It's pretty much open again now. 75% capacity in restaurants. 244 00:29:01.730 --> 00:29:04.820 Sean Murray: Is that on Long Island or that I'm in the city or where- 245 00:29:04.880 --> 00:29:05.420 Jennie Villano: It's New York. 246 00:29:05.450 --> 00:29:06.260 Sean Murray: It is? Okay. 247 00:29:06.290 --> 00:29:07.340 Jennie Villano: It's New York as a whole. 248 00:29:07.370 --> 00:29:09.560 Sean Murray: I haven't tried to go out to restaurants. I don't even know. 249 00:29:09.620 --> 00:29:10.130 Jennie Villano: Oh, really? 250 00:29:10.130 --> 00:29:10.850 Sean Murray: I haven't even tried. 251 00:29:10.910 --> 00:29:13.940 Jennie Villano: I've been out since June. Eating at restaurants. 252 00:29:14.780 --> 00:29:16.010 Sean Murray: Fresh Direct only for me. 253 00:29:16.690 --> 00:29:25.780 Jennie Villano: No, no, I'm always out. But now with 75% capacity as of March 15, I believe. And it's wonderful because the restaurants are 254 00:29:25.780 --> 00:29:36.250 packed and people are out and about. I'm in the city. Especially with the nice weather coming. It's really going to pick up even more so The 255 00:29:36.250 --> 00:29:40.630 Hamptons are packed. I was in I stayed at Montauk last week. 256 00:29:40.690 --> 00:29:41.710 Sean Murray: Oh, you're already there? 257 00:29:41.740 --> 00:29:42.580 Jennie Villano: Yeah, I was just there. 258 00:29:43.390 --> 00:29:44.770 Sean Murray: You can't even wait for the summertime. 259 00:29:44.800 --> 00:29:48.310 Jennie Villano: I'm all over the place. Yeah, I love Montauk in the winter. It's amazing. 260 00:29:48.310 --> 00:29:51.040 Sean Murray: I've never been there in the winter. I go there every summer but I've not been there. 261 00:29:51.520 --> 00:30:00.280 Jennie Villano: It's It's gorgeous. I recommend you all go to Montauk in the winter. But yeah, I mean, the traffic. Traffic was insane. There's 262 00:30:00.310 --> 00:30:01.450 tons of New Yorkers. 263 00:30:01.480 --> 00:30:02.410 Sean Murray: There were a lot of people out. 264 00:30:02.650 --> 00:30:11.350 Jennie Villano: Tons, tons tons tons. The traffic was was crazy. So yeah, New York's not going anywhere. No one has to worry about that. 265 00:30:12.310 --> 00:30:18.250 Sean Murray: Well, that's good to know. As, as Jennie. Yeah. As for Jennie, as for Jennie, she has proclaimed New York is not going 266 00:30:18.250 --> 00:30:28.090 anywhere. But no I kind of agree with you. I'm a New Yorker, myself. And yeah, obviously, the foot traffic, you know, dwindled a bit and all that 267 00:30:28.090 --> 00:30:35.230 stuff. But there were those saying on social media that New York will never be the same. And I thought to myself, whoever saying that isn't a 268 00:30:35.230 --> 00:30:43.480 New Yorker, first of all, and it's easy for people who lived, who, you know, were born and raised elsewhere, came to New York, and they had 269 00:30:43.480 --> 00:30:48.790 that kind of option in the back of their mind to just leave and go back to like New York 270 00:30:48.790 --> 00:30:49.990 Jennie Villano: And it's not home. It's not 271 00:30:49.990 --> 00:30:55.780 Sean Murray: It's not home, like maybe they, you know, they felt like it was, they'd been there for a while, but they always had home somewhere 272 00:30:55.780 --> 00:31:01.630 else in their back pocket. And if you're like a real New Yorker, there was no like, oh, it's over. We all leave now. 273 00:31:01.660 --> 00:31:12.850 Jennie Villano: Yeah. No, I have so many friends that live in Manhattan. They own in Manhattan, they did not leave. On Long Island, everyone is 274 00:31:12.850 --> 00:31:22.750 still there. Nobody left. I found a lot of people more from the Burroughs left, which I, you know, I could understand maybe, you know, 275 00:31:22.750 --> 00:31:32.170 it's different type of living. So during a pandemic, it might seem very uncomfortable. But, yeah, so far, everything is good. And it's growing. 276 00:31:32.170 --> 00:31:36.700 And it's all coming back to life and the energy is there. So it's good. 277 00:31:36.900 --> 00:31:45.240 Sean Murray: Okay. Well, it's, it's great to know, I'm glad that you're confident in New York. I wanted to ask one other question about ISOs. 278 00:31:45.270 --> 00:31:55.620 Again, and you were mentioning before that NewCo was 100%, ISO driven, you have no problem signing up. ISOs right in there, they're coming in, 279 00:31:56.160 --> 00:32:04.260 and all that stuff. But one trend that we've seen we've reported on is that you have these technology companies that have this big ability to 280 00:32:04.260 --> 00:32:13.740 scale, you have companies like Square, Stripe, that are just able to essentially offer a button, and whatever their tech is to get funded, 281 00:32:13.950 --> 00:32:21.870 right. And I think that makes a lot of people scared, because they went from being very small, to very, very big very quickly. And I think 282 00:32:21.870 --> 00:32:30.990 people wondering what's the future of like, of this whole market, right? And so if you're like a broker, or if you're, if you're a funder, who 283 00:32:30.990 --> 00:32:40.140 doesn't work from that standpoint, that angle of it, how does a company, how do you? And how do your brokers, how are they and how were you 284 00:32:40.140 --> 00:32:46.560 competing against the the funding buttons of the world? Do you think that people are still going to continue to use burgers and stuff? 285 00:32:46.960 --> 00:32:54.700 Jennie Villano: Absolutely. So they have a different product than we have? You know, it's really, I don't see it as competition. I don't even 286 00:32:54.700 --> 00:33:04.030 hear it to be competition on my side, on the funder side, I can't speak for the brokers. But I think it's really important to have that, that 287 00:33:04.030 --> 00:33:13.270 more one on one tailored experience just in general, I mean, how many times do you call a number and you get an automated system? And so it 288 00:33:13.270 --> 00:33:21.070 might decline you? Or it might give you an offer that's less than what you deserve? Who can you talk to? Can you talk to the algorithm, can you 289 00:33:21.070 --> 00:33:30.610 hit that button? You know, like, I know, whenever it's anything like that, it drives me insane. I like more, you know, personal experiences. 290 00:33:30.790 --> 00:33:39.610 So when you're working with a funder, like our company, there's not an algorithm like that. We actually underwrite each deal. Very 291 00:33:39.610 --> 00:33:48.100 individually- individualistically, like, you know, we just went through a pandemic, you might be a great merchant, and your business is pretty 292 00:33:48.100 --> 00:33:58.120 solid, but, you know, your banks don't look that great because your state was shut down. If you punch that into an algorithm, you know, it's 293 00:33:58.120 --> 00:34:05.530 one of these companies, you're declined. You're not getting anything. You speak to your broker about it. And then that broker speaks to the 294 00:34:05.530 --> 00:34:13.090 funder, and I speak to the underwriter and we discuss, like, what went on, then revisions can be made, then we can give offers that are 295 00:34:13.090 --> 00:34:21.910 actually, you know, they make sense. It's what the merchant deserves. And so I don't think that they'll ever replace, you know, funding 296 00:34:21.910 --> 00:34:32.620 companies in our industry. I think it's a great tool. I think it works for for some merchants, but definitely it's not a blanket fix for the 297 00:34:32.620 --> 00:34:40.330 industry itself. We're not going anywhere. I don't see this industry going anywhere. People ask me that all the time as if, you know, I do 298 00:34:40.330 --> 00:34:42.340 have this magic answer and I'm gonna, 299 00:34:43.150 --> 00:34:44.950 Sean Murray: We were hoping to find out today once and for all. 300 00:34:45.010 --> 00:34:52.660 Jennie Villano: I really am a good manifester. Anything I manifest comes to, but and I will continue to do that but I just don't see it going 301 00:34:52.660 --> 00:35:01.450 anywhere. I mean, I only see it growing because now merchants are like you know waking up coming you know, out of smoke in the dust from 302 00:35:01.450 --> 00:35:10.540 everything that just went on. And it's a correction. To me, it was almost like a correction that maybe the industry needed. And I just 303 00:35:10.540 --> 00:35:17.980 don't see it going anyway, I feel like merchants, I haven't seen it die. And, and I only see it getting better. 304 00:35:18.530 --> 00:35:25.160 Sean Murray: Well, you were mentioning to me before off camera because I was I was just asked, you know, the asking. Uh oh. Unscripted, 305 00:35:25.490 --> 00:35:26.420 Jennie Villano: What did I say? 306 00:35:27.710 --> 00:35:35.630 Sean Murray: You know, you were kind of telling me about how merchants do like that personal conversation and that you actually have found 307 00:35:35.630 --> 00:35:46.070 yourself on calls with merchants, these tech companies, my understanding is there's really nobody you can call. At best, you're gonna get an 308 00:35:46.070 --> 00:35:55.310 online form where then someone might get back to you, but they kind of expect it's kind of expected for the merchant to kind of take themselves 309 00:35:55.310 --> 00:36:02.930 through the process without talking to anyone and if you don't want to do that. I think they they more or less are willing to accept that loss 310 00:36:03.140 --> 00:36:10.760 of business, because they're all about just pure scale and pure tech. So do you feel like the one you have ended up in those situations, do you 311 00:36:10.760 --> 00:36:14.330 feel like merchants appreciated that there was human conversation? 312 00:36:14.330 --> 00:36:24.240 Jennie Villano: Absolutely. I require it like, you know, if I'm calling the Social Security Department, I don't want your automated system. If 313 00:36:24.240 --> 00:36:33.060 I'm calling my you know, Chevy for something on my car, I don't want, I want a person. I want to discuss with you what I'm looking to get done. 314 00:36:33.450 --> 00:36:41.610 And I think it's really important to do so especially when it has to do with, you know, being funded, if I was looking for money, if I needed 315 00:36:41.610 --> 00:36:48.420 money for my business, especially with everything that's going on, I want to talk to someone and I want I want a broker because I want that 316 00:36:48.420 --> 00:36:57.360 person to sell it for me to the funder to get me what I need. This is the rate I need. This is the amount I need. This is the term I need. You 317 00:36:57.360 --> 00:37:06.060 know, like, especially, you need that person to kind of advocate for you, you know, I don't know if that's the right word for it, but you want 318 00:37:06.060 --> 00:37:13.230 the broker. So a lot of times, you know, people try to like bypass the broker or go straight to the funder or, you know, they'll want to use 319 00:37:13.230 --> 00:37:19.380 one of those companies where it's just an algorithm, and you're not really working with anyone. But I would think I mean, I don't know, factually. 320 00:37:19.380 --> 00:37:27.540 But I would think a lot of times the merchant gets cut short, on hat really you know, would warrant them funding, they're not getting that 321 00:37:27.540 --> 00:37:35.130 because they can't discuss it. And they don't have a broker, like, you now, fighting for it, you know, saying no, no, this is why you have t 322 00:37:35.280 --> 00:37:43.830 give them more money. You know, this is why they can afford it. This i why it makes sense. So yeah, I don't see them taking us out. 323 00:37:45.120 --> 00:37:51.210 Sean Murray: Okay, you know, I kind of agree with you, on the whole not wanting to talk to an automated thing on the phone, I actually have a 324 00:37:51.210 --> 00:38:00.180 whole I haven't told told us anybody but I have a whole theory. And that is, I would rather pay more for certain services, knowing that if 325 00:38:00.180 --> 00:38:09.300 something went wrong, I wouldn't have to be on some go to eight automated things to then wait on a long line. And then and then that 326 00:38:09.330 --> 00:38:15.000 will then there'll be a recording to tell you, if you're calling about this, you need to go to the website, like well 327 00:38:15.000 --> 00:38:16.680 Jennie Villano: Click. Click. 328 00:38:16.710 --> 00:38:23.130 Sean Murray: You know what I mean, like I would and then and then their reasoning is for? Well, you know, it's expensive to do that type of 329 00:38:23.130 --> 00:38:31.020 customer service. I'm like, guess what I would pay for it. You know what I mean, like I would pay more, if someone could just help me, you know what I mean? 330 00:38:31.020 --> 00:38:38.260 Jennie Villano: Yeah. And I would think that I think they just allot that money elsewhere. Because believe me, they put in those fees. So as 331 00:38:31.020 --> 00:38:31.350 332 00:38:38.260 --> 00:38:48.070 you know, whenever you see prices increasing, it's because you know, they're using the money to to go into the company somewhere. Right? Like 333 00:38:48.070 --> 00:38:55.840 they really just being cheap. It's not even like, you know, like you said, charge me for it. They're charging you for it. They're just like 334 00:38:55.840 --> 00:39:00.250 giving you everything that you're paying for. So what it really comes down to. 335 00:39:00.330 --> 00:39:06.840 Sean Murray: Sure. And I think that there's a lot of conversation about like disclosures and stuff lately. How much should a lending company or 336 00:39:06.840 --> 00:39:14.640 funding company disclose. And you have these tech companies that, for the most part will be pro disclosure. But it's interesting, though, that 337 00:39:14.640 --> 00:39:24.270 their disclosure will be essentially in an app in small fine print. Where, that's I guess, supposed to meet the bar of disclosure. And if 338 00:39:24.270 --> 00:39:30.780 they're on their phone, and it's all automated, you know, do they see it? Are they not? I don't know. But what's crazy is that person may not 339 00:39:30.780 --> 00:39:38.520 have ever spoken to anyone. And so their only chance to they didn't have any chance to ask questions. They just had the app. They just had the Do 340 00:39:38.520 --> 00:39:44.670 you agree to the terms and all the stuff is supposedly in there. And I don't know that they're better off not having... 341 00:39:44.760 --> 00:39:51.660 Jennie Villano: And they're usually desperate, right? You usually desperate. Like you need the money you needed it yesterday, your bank 342 00:39:51.660 --> 00:40:01.770 account is going negative, you have you know, your own merchants that need to be paid or it just doesn't. It doesn't work. You really need to 343 00:40:01.770 --> 00:40:08.460 speak to someone, especially when it comes to your finances and money. And what you're paying on rates and what the terms are and what the 344 00:40:08.460 --> 00:40:18.870 payback is like. I could, if I needed money for a business, I would need to speak to someone. I would rather pay a broker their cut and get it 345 00:40:18.870 --> 00:40:20.310 done. Right. They're not. 346 00:40:20.660 --> 00:40:26.690 Sean Murray: Interesting because there's also talk about regulating brokers. And I think, I think that regulators look at it backwards. 347 00:40:27.140 --> 00:40:34.640 Like, oh, like, as if we need to stop the brokers, what a beautiful thing that someone has the opportunity to ask a person questions about 348 00:40:34.640 --> 00:40:42.380 the agreement they're about to sign versus just hitting the agree button in the app. You know what I mean? I think that it's great that they 349 00:40:42.380 --> 00:40:49.280 exist, we should we shouldn't do anything to, you know, deter them from having a role in the business. 350 00:40:49.280 --> 00:40:52.460 Jennie Villano: Which I don't think that they I don't think that they're looking to do that. Right? 351 00:40:52.700 --> 00:40:54.470 Sean Murray: Well, I think they're looking to 352 00:40:54.500 --> 00:40:59.420 Jennie Villano: I mean, it's one thing to maybe regulate. But, you know, wipe out brokers, 353 00:41:00.380 --> 00:41:05.360 Sean Murray: I don't think they're trying to wipe them out. But you know, when when people were trying to figure out what can what can be 354 00:41:06.140 --> 00:41:14.570 fixed in the broker channel tends to be the area that people point to, or whatever. And I don't think that anything, my personal opinion, that 355 00:41:14.570 --> 00:41:20.930 anything should be done, to deter them from having a role in the business because one of the amazing thing that somebody can still speak 356 00:41:20.930 --> 00:41:22.580 to someone, you know what I mean? 357 00:41:22.600 --> 00:41:30.730 Jennie Villano: No, it's crucial, especially in our industry, in any industry. It would be like, you know, how do you for a stockbroker, you 358 00:41:30.730 --> 00:41:39.010 know, like, if you're just going to buy stocks on your own without a broker to advise you to explain to you anything with money and finance, 359 00:41:39.010 --> 00:41:47.590 it's so important. Healthcare, so important to have a person to be able to speak to. Auto insurance, it's good to have a broker, they can 360 00:41:47.590 --> 00:41:56.800 compare prices like brokers. That's why even a broker in our industry, if I'm a merchant, and I go directly to a funder, I go directly to a 361 00:41:56.800 --> 00:42:07.930 funder. If I go to a broker, he already knows which funders to send it to, to get competitive pricing, so that he can negotiate and revise with 362 00:42:07.930 --> 00:42:16.120 them to get you the best rate, the best term, the best amount of money for you. You know, you just don't have that if you don't work with a 363 00:42:16.120 --> 00:42:19.390 broker, a broker is crucial. I don't see them going anywhere. I don't know. 364 00:42:19.990 --> 00:42:29.950 Sean Murray: You know, I agree with you on that. Because some will say that a broker has some sort of incentive to put deals only through maybe 365 00:42:29.950 --> 00:42:36.700 one source, right? But if you think about it, if you're going direct to a lender or funder, you're only going to get that one option. And that 366 00:42:36.700 --> 00:42:45.070 company has every incentive to give you that one deal. There are no other options with the broker. The certainly the potential exists. 367 00:42:45.180 --> 00:42:53.130 Jennie Villano: Oh, no, absolutely. Listen, every broker sends to you know, at least three funders, it would just make sense. But I know 368 00:42:53.130 --> 00:43:01.650 they're definitely not sending just to us, or just to one funder doesn't work like that. Just for you know, for the broker strategy, he needs a 369 00:43:01.650 --> 00:43:08.700 few different offers. So he can many times brokers come to me and they say, Okay, well, you know, we have an offer with so and so at this rate, 370 00:43:08.730 --> 00:43:16.620 you know, this term, this amount of money, and then I go back to my underwriter and, you know, I say we have to beat this. This other 371 00:43:16.620 --> 00:43:24.000 funders giving this offer, can you know, can we match it? Can we beat it? What can we do? So it really is a great strategy. And the person who 372 00:43:24.000 --> 00:43:26.010 benefits from it is the merchant. 373 00:43:26.070 --> 00:43:31.710 Sean Murray: So you have the merchant talk to the broker to broker talking to you talking to underwriting. I imagine that this type of 374 00:43:32.010 --> 00:43:38.790 either advocacy or the or the opportunity to explain does not exist in the tech companies. Right? Like, 375 00:43:38.820 --> 00:43:40.110 Jennie Villano: Yeah, absolutely not. 376 00:43:40.140 --> 00:43:43.080 Sean Murray: There's no story end of it. Yeah, there's no explanation. Explaining. 377 00:43:43.080 --> 00:43:51.180 Jennie Villano: And I think anyone working there is more is not even in sales couldn't even really relate to you. You know, let's just say 378 00:43:51.180 --> 00:44:00.810 you've got someone on the phone. Can they really help you? Probably not, you know, we're trained to work in this industry. And really, you know, 379 00:44:00.810 --> 00:44:08.730 like the brokers are trained to work with the merchant to help them were trained to work with the brokers and help them help the merchant. And we 380 00:44:08.730 --> 00:44:16.650 kind of we all work together, everyone needs each other. And it's why I'm always friends with other funders. I'm always friends with with 381 00:44:16.680 --> 00:44:24.780 brokers, whether I work with you or not. It's important, you know, like to network and because you never know when you'll be working with 382 00:44:24.780 --> 00:44:25.500 someone. 383 00:44:26.500 --> 00:44:32.740 Sean Murray: For sure, and hopefully, you will have the opportunity to meet some more brokers at Broker Fair, at the end of the year on 384 00:44:33.010 --> 00:44:40.870 December 6, in New York, I hope everyone out there also is coming to Broker Fair, December 6 in New York. You can go to Brokerfair.org to buy 385 00:44:40.870 --> 00:44:46.300 a ticket. You can email us with questions. It had them. Hopefully, Jenny, you'll be you'll be there. 386 00:44:46.330 --> 00:44:48.400 Jennie Villano: I'll be there. I'm at every single one. 387 00:44:48.670 --> 00:44:49.930 Sean Murray: You spoken at some of our shows. 388 00:44:49.930 --> 00:44:53.140 Jennie Villano: Three of them. Miami, San Diego, New York. 389 00:44:53.170 --> 00:44:57.040 Sean Murray: Okay, we got to get you to Toronto. We gotta bring you to Canada. 390 00:44:57.040 --> 00:44:59.380 Jennie Villano: I love Toronto, Canada. 391 00:45:00.730 --> 00:45:07.780 Sean Murray: Okay awesome so anyway thank you very much to all of you who tuned in today we will have a recording available later. I want to 392 00:45:07.810 --> 00:45:14.920 give a thank you to Jannie who traveled to be here for this everyone's been doing zooms right and so i want to thank you for making the effort 393 00:45:15.040 --> 00:45:17.710 to travel to be here and doing this with me. 394 00:45:18.190 --> 00:45:20.830 Jennie Villano: Thank you thank you for asking me. I appreciate it. 395 00:45:20.890 --> 00:45:26.380 Sean Murray: And hopefully you'll do this again possibly in the future and that we'll see you at our shows and all that 396 00:45:26.560 --> 00:45:27.100 Jennie Villano: i'll be there 397 00:45:27.460 --> 00:45:33.430 Sean Murray: okay well everybody from deBanked TV Live this is Sean Murray and Jennie Villano signing off. 398 00:45:33.610 --> 00:45:34.060 Jennie Villano: Bye