1 00:00:02.910 --> 00:00:04.950 Johny Fernandez: I'm Johny Fernandez here with Sean Murray 2 00:00:04.950 --> 00:00:09.030 with deBanked News and we're at the 20th annual SEAA annual 3 00:00:09.030 --> 00:00:13.590 conference. Sean welcome. And man, those glasses. Tell me 4 00:00:13.590 --> 00:00:16.530 about them. They're smooth. They make you look better than you 5 00:00:16.530 --> 00:00:18.240 know what usually look like, where'd you get them? 6 00:00:18.720 --> 00:00:20.250 Sean Murray: Well, I actually got them from the exhibit hall 7 00:00:20.250 --> 00:00:22.500 believe it or not, these are card connect. 8 00:00:22.530 --> 00:00:22.830 Johny Fernandez: Okay. 9 00:00:22.830 --> 00:00:25.440 Sean Murray: Glasses. Yeah. Oh, okay. Very expensive. 10 00:00:25.440 --> 00:00:25.830 Johny Fernandez: Can I try? 11 00:00:25.860 --> 00:00:27.060 Sean Murray: Sure, go for it. Yeah, 12 00:00:27.300 --> 00:00:27.990 Johny Fernandez: Here we go. 13 00:00:28.020 --> 00:00:28.350 Sean Murray: Okay. 14 00:00:28.350 --> 00:00:29.940 Johny Fernandez: I got a big head. So yes, you know. 15 00:00:29.970 --> 00:00:31.680 Sean Murray: We gotta we gotta get you the larger larger, 16 00:00:32.070 --> 00:00:32.640 larger size. 17 00:00:32.640 --> 00:00:34.350 Johny Fernandez: I like it though it blocks the Florida 18 00:00:34.350 --> 00:00:36.870 sun. Not too bad and the shirt. Sean. 19 00:00:36.900 --> 00:00:37.440 Sean Murray: Yes. 20 00:00:37.470 --> 00:00:39.300 Johny Fernandez: Pretty colorful. Reminds me of Froot 21 00:00:39.300 --> 00:00:40.440 Loops. It's like a Froot Loops. 22 00:00:40.440 --> 00:00:40.920 Sean Murray: Froot Loops? 23 00:00:40.950 --> 00:00:42.870 Johny Fernandez: Yeah, that's the theme that we're going for. 24 00:00:42.870 --> 00:00:42.990 It's. 25 00:00:42.990 --> 00:00:43.470 Sean Murray: Okay. 26 00:00:43.560 --> 00:00:44.010 Johny Fernandez: I like it. 27 00:00:44.010 --> 00:00:45.840 Sean Murray: You really like comparing the all the different 28 00:00:45.840 --> 00:00:46.350 cereals. 29 00:00:47.320 --> 00:00:49.000 Johny Fernandez: Yesterday was Toucan Sam. 30 00:00:49.050 --> 00:00:51.210 Isn't that Fruit Loops is that Fruit Loops too? 31 00:00:51.360 --> 00:00:53.760 It sounds like you think about Fruit Loops, Fruit Loops a lot. 32 00:00:53.790 --> 00:00:56.370 I do. But we're in Florida. We're in Bonita Springs, 33 00:00:56.370 --> 00:00:59.250 Florida. We've been here since yesterday, recapping the event 34 00:00:59.250 --> 00:01:02.100 yesterday. And today, we have a jam packed day full of different 35 00:01:02.100 --> 00:01:05.730 interviews. And also just different exhibits and different 36 00:01:05.730 --> 00:01:09.030 educational networking events that are gonna be happening with 37 00:01:09.030 --> 00:01:12.870 the people here at the event. So definitely an exciting time. But 38 00:01:12.930 --> 00:01:15.090 Sean, let's talk a little bit about the swag that we've been 39 00:01:15.090 --> 00:01:18.120 seeing at the exhibit hall. So what are we what have you seen 40 00:01:18.150 --> 00:01:20.310 and kind of walk us through what you've been able to pick up and 41 00:01:20.400 --> 00:01:22.860 something that I've also seen a lot where the different 42 00:01:22.860 --> 00:01:26.850 technologies that are being brought to the event and also to 43 00:01:26.850 --> 00:01:28.590 the industry. So let's talk about that a little bit. 44 00:01:28.620 --> 00:01:30.990 Sean Murray: Yeah. So if you're starting with the swag, so we 45 00:01:30.990 --> 00:01:33.900 were talking about yesterday that the exhibit hall, it 46 00:01:33.900 --> 00:01:36.810 reminds us a lot of like, what the activity was like in earlier 47 00:01:36.810 --> 00:01:40.500 years, like 2019 the swag the swag is like what you would 48 00:01:40.500 --> 00:01:43.170 normally expect from a show, except you see a lot more of a 49 00:01:43.260 --> 00:01:48.150 these a lot more hand sanitizer. Yeah. Like, if you go to like, I 50 00:01:48.150 --> 00:01:50.100 don't wanna say every booth, but I feel like half half the 51 00:01:50.100 --> 00:01:53.160 booths. I can I can only hold two of these in my hands. But. 52 00:01:53.220 --> 00:01:54.900 Johny Fernandez: No, but they've made it really convenient from 53 00:01:54.900 --> 00:01:58.110 what we've seen, you know, you can have the clip ons, you have 54 00:01:58.290 --> 00:02:00.480 these and you have like the little ones that look like a 55 00:02:00.480 --> 00:02:03.540 square where you can just spray it. So and that's been a common 56 00:02:03.750 --> 00:02:07.050 denominator. Yeah. With all the booths. Yeah. You know, so 57 00:02:07.080 --> 00:02:07.560 that's. 58 00:02:07.590 --> 00:02:10.080 Sean Murray: I feel like hand sanitizer was always an item 59 00:02:10.080 --> 00:02:13.560 that people would have at a booth. Yeah. But maybe that was 60 00:02:13.560 --> 00:02:15.390 something that could have potentially just kind of gotten 61 00:02:15.390 --> 00:02:17.880 lost in your bag that you didn't end up using. Yeah. Now that's 62 00:02:17.880 --> 00:02:21.000 like, it's like an essential, you know what I mean? Like, I 63 00:02:21.000 --> 00:02:23.610 think everyone's kind of using hand sanitizer now. And so we 64 00:02:23.610 --> 00:02:25.770 definitely see all we're we're seeing a lot of hand sanitizer 65 00:02:25.770 --> 00:02:27.600 out there. But we're seeing we're seeing the shirts, we're 66 00:02:27.600 --> 00:02:30.780 seeing the bags, we're seeing the pens, we're seeing the 67 00:02:30.780 --> 00:02:33.300 bottle holders, we're seeing all the brochure, I'm holding 68 00:02:33.300 --> 00:02:35.910 brochures. Yeah. Actually yeah, I was. I was in there earlier 69 00:02:35.910 --> 00:02:39.810 this morning holding brochures, you know. So it's, it's, this is 70 00:02:39.840 --> 00:02:43.020 what I'm looking at Clover. This is a Clover brochure right here. 71 00:02:43.020 --> 00:02:45.780 So it's all the stuff you would normally expect, you know, the 72 00:02:45.780 --> 00:02:50.010 activity yesterday was pretty on point. And that was only a half 73 00:02:50.010 --> 00:02:52.860 day today is like the full day a full day of stuff. And so I 74 00:02:52.860 --> 00:02:57.240 think it's we're off to a good start. Yeah. In terms of what 75 00:02:57.240 --> 00:03:00.540 else we saw at the booths. Yeah. Let's talk about demographics. 76 00:03:00.540 --> 00:03:03.570 Yeah. First, right. We saw a lot, you know, who was at the 77 00:03:03.630 --> 00:03:09.330 SEAA show, I saw some point of sale materials, right. I saw 78 00:03:09.360 --> 00:03:13.110 terminals. I saw monitors, all the equipment that not that 79 00:03:13.110 --> 00:03:15.930 people would normally use to you know process payments. Yeah. 80 00:03:15.960 --> 00:03:18.510 There's a lot of terminals on display. A lot of monitors on 81 00:03:18.510 --> 00:03:21.120 display, that type of equipment is out there. I saw some 82 00:03:21.120 --> 00:03:24.600 security companies. Yep. That are exhibiting, I saw merchant 83 00:03:24.600 --> 00:03:27.600 acquirers merchant processors, obviously, you would have those 84 00:03:27.600 --> 00:03:30.570 here. They're trying to include ISOs and agents from the payment 85 00:03:30.570 --> 00:03:33.900 side. And this is actually an interesting little fact, because 86 00:03:33.900 --> 00:03:36.750 the term ISO is used very often in the Small Business Finance 87 00:03:36.750 --> 00:03:39.900 world. It comes from payments. Okay. So when you see ISO here, 88 00:03:39.900 --> 00:03:43.080 ISO, some people call it ISO, I call it ISO because I've been in 89 00:03:43.080 --> 00:03:46.290 it for so long, but it comes from payments. That's a merchant 90 00:03:46.290 --> 00:03:48.780 processing agent. Yeah. And because in the beginning, 91 00:03:48.780 --> 00:03:51.690 everyone who was in the MCA small business financing world 92 00:03:51.810 --> 00:03:55.890 was also an agent for payment processing, the term ISO 93 00:03:55.980 --> 00:04:00.480 discontinued. So when you see all the ISO terminology that's 94 00:04:00.480 --> 00:04:03.750 being used here, they're talking about payments. ISOs. Yeah. I 95 00:04:03.750 --> 00:04:06.480 saw a lot of a lot of companies recruiting that type of ISO 96 00:04:06.480 --> 00:04:10.740 here. I did see some actual lenders and funders too, as, as 97 00:04:10.740 --> 00:04:13.230 we know. Yeah. We've seen them. We've you even talked to a 98 00:04:13.230 --> 00:04:15.060 couple. I think we're gonna have some more on later today. 99 00:04:15.060 --> 00:04:16.890 Johny Fernandez: Some more on today. Yes. And I think what's 100 00:04:16.890 --> 00:04:19.950 also interesting is the layout that they have at the actual 101 00:04:19.950 --> 00:04:24.180 exhibit hall, you know, it seems like a regular convention 102 00:04:24.180 --> 00:04:27.930 conference meeting. And you know, but they do, it's spaced 103 00:04:27.930 --> 00:04:31.320 out. So people, you know, can walk around comfortably and, you 104 00:04:31.320 --> 00:04:33.450 know, talk to the different businesses that are here and 105 00:04:33.450 --> 00:04:36.300 also see the new technology. One of the technologies that caught 106 00:04:36.300 --> 00:04:39.810 my attention was the big Bitcoin booth. Yeah. That was there. But 107 00:04:39.810 --> 00:04:42.630 besides that, like you said, there's been a lot of different 108 00:04:42.630 --> 00:04:46.290 things like terminals. Yeah. And just like businesses showing 109 00:04:46.320 --> 00:04:49.860 different types of technology that are now coming to the 110 00:04:49.860 --> 00:04:53.010 scene. And something that's also really interesting is the 111 00:04:54.360 --> 00:04:56.910 discussions that are gonna be happening later on today. I know 112 00:04:56.940 --> 00:04:59.040 starting at 10 o'clock, they're gonna have one that's called 113 00:04:59.040 --> 00:05:02.790 disruptive payment technologies and the future of fintech and 114 00:05:02.790 --> 00:05:03.090 then. 115 00:05:03.120 --> 00:05:03.870 Sean Murray: Fintech? 116 00:05:04.200 --> 00:05:04.590 Johny Fernandez: Yes. 117 00:05:04.620 --> 00:05:06.690 Sean Murray: Okay. So yeah, so fintech is part of the show? 118 00:05:06.720 --> 00:05:07.080 Yes. 119 00:05:07.080 --> 00:05:07.350 Right. 120 00:05:07.380 --> 00:05:09.180 Johny Fernandez: Fintech is part of the show. And like I said, 121 00:05:09.180 --> 00:05:13.110 we've definitely seen a lot of cryptocurrency marketing in 122 00:05:13.110 --> 00:05:15.300 there. So that's something that's definitely, you know, 123 00:05:15.300 --> 00:05:18.330 within the last year, you know, it exploded and now, you know, 124 00:05:18.330 --> 00:05:20.760 we're seeing it here in Process Payment show. 125 00:05:20.790 --> 00:05:22.620 Sean Murray: Yeah. You know, this wouldn't normally be 126 00:05:22.620 --> 00:05:25.890 considered a fintech show. But these are fintech companies. 127 00:05:25.890 --> 00:05:28.890 Yeah. This would be a real this is the real fintech show. Yeah. 128 00:05:28.890 --> 00:05:31.320 This is actual financial technology. Yeah. I think it's 129 00:05:31.320 --> 00:05:34.410 important to recognize that I think, I think a lot of the tech 130 00:05:34.410 --> 00:05:36.960 companies who started in the last 10 years, think that they 131 00:05:36.960 --> 00:05:41.400 invented. Yeah. Finance and tech together. Yeah. But finance was 132 00:05:41.400 --> 00:05:43.590 already being conducted through technology and being conducted 133 00:05:43.590 --> 00:05:46.140 through all the point of sale machines we've been seeing in 134 00:05:46.140 --> 00:05:49.680 the room out there before. Yeah. And so when we see fintech here, 135 00:05:49.740 --> 00:05:51.330 I mean, this, of course, this is fintech. 136 00:05:51.330 --> 00:05:53.730 Johny Fernandez: Yeah. And it's also interesting just to see, 137 00:05:54.030 --> 00:05:57.510 you know, the technology that's inside there, you know, things 138 00:05:57.510 --> 00:06:02.400 from like, the card like you the tap, you know, when you tap your 139 00:06:02.400 --> 00:06:05.160 card on the terminal to like just the different booths that 140 00:06:05.160 --> 00:06:07.980 they have. So seeing what what they have planned for the 141 00:06:07.980 --> 00:06:12.330 future. And I think the second, the other option that people 142 00:06:12.330 --> 00:06:16.110 have for a breakout session today, it's how to win on 143 00:06:16.110 --> 00:06:19.830 feature now price with surcharging. So that's gonna be 144 00:06:19.830 --> 00:06:23.910 one of the big options that people have. In regards to 145 00:06:23.910 --> 00:06:26.610 breakout sessions. Yeah. But I think was a really interesting 146 00:06:26.610 --> 00:06:28.320 one that's going to be happening a little bit later on in the 147 00:06:28.320 --> 00:06:32.790 afternoon, is COVID, and the facing changes, the changing 148 00:06:32.790 --> 00:06:35.490 face of payments. So you're going to be talking about that. 149 00:06:35.490 --> 00:06:38.310 And the other option people are gonna have, and this is a really 150 00:06:38.310 --> 00:06:41.400 popular one, especially amongst millennials is cash apps, 151 00:06:41.400 --> 00:06:45.150 disrupting payments. I think that one is definitely something 152 00:06:45.150 --> 00:06:50.010 that I personally want to kind of go check out because people 153 00:06:50.010 --> 00:06:52.020 you know, millennials, especially, specifically, 154 00:06:52.020 --> 00:06:55.650 they're using cash apps, now more than ever, and this being a 155 00:06:55.650 --> 00:06:59.790 payment show, seeing how you know, the two correlate but also 156 00:06:59.820 --> 00:07:04.110 seeing how, you know, technology in regards to apps are changing 157 00:07:04.200 --> 00:07:07.260 this specific demographic. And like we've said, we've seen 158 00:07:07.260 --> 00:07:09.960 people from different ages, we've seen people, you know, on 159 00:07:09.960 --> 00:07:12.780 the older spectrum, but we've also seen young, you know, 160 00:07:12.780 --> 00:07:16.620 people in their 20s, also in the show, and also involved whether 161 00:07:16.620 --> 00:07:19.440 it's representing a company or whether it's here as someone 162 00:07:19.440 --> 00:07:22.680 that's just attending a networking. So it's definitely 163 00:07:22.680 --> 00:07:25.170 something that I'm definitely looking forward to in regards to 164 00:07:25.170 --> 00:07:28.320 seeing. You know how all these things go hand in hand, not only 165 00:07:28.320 --> 00:07:31.590 with fintech, but also with alternative finance and seeing 166 00:07:31.590 --> 00:07:33.810 how a lot of these companies have changed after COVID. 167 00:07:34.350 --> 00:07:36.180 Sean Murray: Have you ever used like a cash? Do you have cash 168 00:07:36.180 --> 00:07:36.900 app on your phone? 169 00:07:36.900 --> 00:07:40.200 Johny Fernandez: I do, I have cash app, I have Venmo, I have 170 00:07:40.230 --> 00:07:40.950 PayPal. 171 00:07:40.980 --> 00:07:43.050 Sean Murray: Okay. Which one do you use the most? 172 00:07:43.560 --> 00:07:44.100 Johny Fernandez: Venmo. 173 00:07:44.130 --> 00:07:44.910 Sean Murray: Venmo, okay. 174 00:07:45.240 --> 00:07:46.830 Johny Fernandez: I have Zelle, I use Zelle too. 175 00:07:46.830 --> 00:07:47.160 Sean Murray: Okay. 176 00:07:47.310 --> 00:07:49.080 Johny Fernandez: So I have all of them. I don't go to the bank 177 00:07:49.080 --> 00:07:49.530 anymore. 178 00:07:49.590 --> 00:07:50.370 Sean Murray: You don't go to the bank? 179 00:07:50.400 --> 00:07:51.510 Johny Fernandez: I try not to. 180 00:07:51.570 --> 00:07:51.900 Sean Murray: Okay. 181 00:07:51.930 --> 00:07:54.120 Johny Fernandez: I'll be honest, except if it's to take on cash 182 00:07:54.240 --> 00:07:57.450 to stick with my budget. But for the most part, it's Venmo and 183 00:07:57.450 --> 00:07:59.910 Cash App. And that's why I said I think it's really interesting. 184 00:07:59.910 --> 00:08:02.700 This being a payment show. Yeah. Specifically, this is one of 185 00:08:02.700 --> 00:08:07.740 those things that this new technology, it's not, you know, 186 00:08:07.770 --> 00:08:11.160 a bulk technology where you can feel and see a new machine. It's 187 00:08:11.160 --> 00:08:14.520 literally all through your phone and everything's done through 188 00:08:14.520 --> 00:08:17.100 your phone nowadays. Yeah. So I think that's definitely gonna be 189 00:08:17.100 --> 00:08:20.700 a interesting breakout session, especially as you know, more 190 00:08:20.700 --> 00:08:23.550 millennials kind of start moving into this world. 191 00:08:23.700 --> 00:08:26.490 Sean Murray: Are you using those apps to pay like your friends or 192 00:08:26.490 --> 00:08:28.590 are you using them to like buy things at a store? 193 00:08:29.430 --> 00:08:31.980 Johny Fernandez: I'm using it mostly between friends, like if 194 00:08:31.980 --> 00:08:35.790 I'm paying my rent, and I have to pay, you know, it's my 195 00:08:35.790 --> 00:08:38.760 roommate. So like, I'll pay my rent through that. Or then if we 196 00:08:38.760 --> 00:08:41.040 go to a restaurant, we all charge it on one credit card. 197 00:08:41.070 --> 00:08:43.560 Yeah. And using that credit card, we can all Venmo after 198 00:08:43.560 --> 00:08:46.680 that, and Venmo each other to make sure the bill gets covered. 199 00:08:46.680 --> 00:08:46.920 So. 200 00:08:46.920 --> 00:08:49.170 Sean Murray: So the actual bill itself is still being paid by a 201 00:08:49.170 --> 00:08:52.890 credit card. It's the it's the payments around. Yeah. After the 202 00:08:52.890 --> 00:08:53.250 fact 203 00:08:53.280 --> 00:08:53.640 Johny Fernandez: It is. 204 00:08:53.670 --> 00:08:53.910 Sean Murray: Okay. 205 00:08:53.940 --> 00:08:55.830 Johny Fernandez: So that's exactly why I said it goes hand 206 00:08:55.830 --> 00:08:59.910 in hand because it's not like it's completely gone. And like 207 00:08:59.910 --> 00:09:02.310 one is going against the other, which in some ways it could be 208 00:09:02.310 --> 00:09:06.870 but at the same time, it's also, you know, kind of correlates at 209 00:09:06.870 --> 00:09:09.600 the end of the day, depending on who uses it and what it's used 210 00:09:09.600 --> 00:09:09.990 for. 211 00:09:10.020 --> 00:09:12.360 Sean Murray: Yeah. And I think that's why they have a session 212 00:09:12.360 --> 00:09:16.170 here about Cash App disrupting payments, because of the fact 213 00:09:16.170 --> 00:09:19.470 that at the end of the day, how did that payment actually get 214 00:09:19.470 --> 00:09:23.970 made on the credit card, all the money circled around, you know, 215 00:09:23.970 --> 00:09:27.570 you and your friends or whoever it is. And I think that the 216 00:09:27.570 --> 00:09:30.240 payments industry really needs to you know get on top of that, 217 00:09:30.270 --> 00:09:32.310 you know, they aren't they are on top of it. Yeah. But you 218 00:09:32.310 --> 00:09:35.130 know, that's obviously naturally one of the topics of discussion. 219 00:09:35.130 --> 00:09:37.110 It's something that they've been thinking about, you know quite a 220 00:09:37.110 --> 00:09:39.300 bit about that they're competing against all the apps, you said 221 00:09:39.300 --> 00:09:40.830 you have like four, four different apps. 222 00:09:40.830 --> 00:09:42.270 Johny Fernandez: I do I have four and they're all connected 223 00:09:42.270 --> 00:09:42.930 to my bank account. 224 00:09:42.930 --> 00:09:43.260 Sean Murray: Yeah. 225 00:09:43.470 --> 00:09:45.240 Johny Fernandez: And then from there, you know, depending on 226 00:09:45.270 --> 00:09:49.140 what's being used, that's how, you know it gets distributed. So 227 00:09:49.170 --> 00:09:52.980 it's very interesting, because now I barely even go to the 228 00:09:52.980 --> 00:09:56.220 actual bank to take out cash unless I really need it. 229 00:09:56.250 --> 00:09:58.590 Sean Murray: Yeah, I think the danger is whether or not you 230 00:09:58.590 --> 00:10:01.860 start using all those apps to make your purchases themselves. 231 00:10:02.040 --> 00:10:03.690 Okay. Like if you go to the store, and you're using those 232 00:10:03.690 --> 00:10:06.930 apps to buy things. And you're bypassing all the other normal 233 00:10:06.930 --> 00:10:09.660 means of processing a transaction. I think that's, you 234 00:10:09.660 --> 00:10:11.550 know, that's what they're trying to get a hold up here. I think 235 00:10:11.550 --> 00:10:14.160 that's like one of the biggest topics of discussion right now. 236 00:10:14.220 --> 00:10:16.890 Yeah. Because if all of it's all happening in the background, 237 00:10:17.370 --> 00:10:19.950 it's and you already have them on your phone. Yeah. And is that 238 00:10:19.950 --> 00:10:22.140 something? Alright, so you barely take out cash. So that's 239 00:10:22.140 --> 00:10:25.020 something that you would prefer to do just use, you know, kind 240 00:10:25.020 --> 00:10:29.100 of, you know, tap your phone or hold your phone? Is that easier? 241 00:10:29.130 --> 00:10:31.260 Johny Fernandez: Yeah, it is. I mean, even I think, like we 242 00:10:31.260 --> 00:10:34.110 talked about yesterday, you know, we've seen the payment 243 00:10:34.110 --> 00:10:36.630 world change when it comes to something as simple as taking a 244 00:10:36.630 --> 00:10:40.260 cab in New York. But then from there, you know, like, now I 245 00:10:40.260 --> 00:10:43.140 have my credit card, on my phone. So if anyone has my 246 00:10:43.140 --> 00:10:47.160 phone, they can use, essentially use my credit card. And that's, 247 00:10:47.190 --> 00:10:51.180 it makes life a lot easier. But it's also changing the way, you 248 00:10:51.180 --> 00:10:54.030 know, I pay for things or how I use it, which I think that's why 249 00:10:54.030 --> 00:10:57.000 that breakout session at 130 is gonna be very interesting, you 250 00:10:57.000 --> 00:10:59.820 know, to hear what they have to say in regards to, you know, the 251 00:10:59.820 --> 00:11:03.750 payments world. And also, I think this specifically, how 252 00:11:03.750 --> 00:11:07.140 millennials are using it, and, you know, kind of their angle on 253 00:11:07.140 --> 00:11:07.350 it. 254 00:11:07.410 --> 00:11:10.020 Sean Murray: Yeah, you know, one thing I will say, and I I'm not 255 00:11:10.020 --> 00:11:12.540 just plugging the SEAA, but I've been through a lot of shows in 256 00:11:12.540 --> 00:11:14.790 my life. And there's big difference between going to a 257 00:11:14.790 --> 00:11:19.200 breakout session or a session in person versus watching it online 258 00:11:19.200 --> 00:11:21.030 or a recording of it. I feel like when you're watching the 259 00:11:21.030 --> 00:11:23.610 recording, for whatever reason, it just doesn't connect as much. 260 00:11:23.940 --> 00:11:26.820 And when you're in person that you really, there's a lot more 261 00:11:26.820 --> 00:11:28.680 takeaways. And there's a lot more thinking probably because 262 00:11:28.680 --> 00:11:31.260 there's some just like in person discussion about it afterwards. 263 00:11:31.380 --> 00:11:33.930 And there's usually the option for Q well, you can do Q&A on 264 00:11:33.930 --> 00:11:36.240 Zoom. Yeah. It just doesn't connect the same way. 265 00:11:36.270 --> 00:11:38.280 Johny Fernandez: Yeah, I mean, I think that's why, you know, 266 00:11:38.280 --> 00:11:41.640 being here, we know that there's more than 900 people that are 267 00:11:41.640 --> 00:11:44.040 attending whether it's, you know, they've registered 268 00:11:44.040 --> 00:11:47.640 beforehand, or they walked in. It's also interesting to see 269 00:11:47.640 --> 00:11:50.490 just the simple fact that they are here and people want to be 270 00:11:50.490 --> 00:11:52.410 here. Yeah. I think that's something we noticed yesterday 271 00:11:52.410 --> 00:11:54.870 that everyone, you know, they want to be in person, they kind 272 00:11:54.870 --> 00:11:59.460 of want to forget the Zoom age of our life. Yeah. And just be 273 00:11:59.460 --> 00:12:01.680 back in person and. Yeah. And something that I heard a lot of 274 00:12:01.680 --> 00:12:04.590 people say here is like, it's so good to see you. People are 275 00:12:04.590 --> 00:12:08.160 shaking hands, people, you know, they're excited the energy you 276 00:12:08.160 --> 00:12:11.520 can feel it's here, and it's kind of comparing back to 2019. 277 00:12:11.520 --> 00:12:14.220 When people you know, I heard someone say yesterday, we never 278 00:12:14.220 --> 00:12:16.680 thought we would be back in person. And that's interesting. 279 00:12:16.710 --> 00:12:18.840 And I think that goes to prove your point that people don't 280 00:12:18.840 --> 00:12:21.270 want the zoom experience anymore. Yeah. People want to be 281 00:12:21.270 --> 00:12:25.590 here. People want to feel the energy. They want to touch feel, 282 00:12:25.590 --> 00:12:28.110 you know, kind of your all your senses, they want to use it. 283 00:12:28.110 --> 00:12:29.700 Sean Murray: Yeah. There was a lot of touching. 284 00:12:29.760 --> 00:12:30.600 Johny Fernandez: There was a lot of touching. 285 00:12:33.810 --> 00:12:35.310 Sean Murray: It was like we were joking about it yesterday, it 286 00:12:35.310 --> 00:12:38.340 was very like, like how are you know, like, it was like very 287 00:12:38.340 --> 00:12:41.640 prolonged and it was very, it was very kind of like, it was it 288 00:12:41.640 --> 00:12:44.430 was there was a lot more substance to it. It used to be I 289 00:12:44.430 --> 00:12:47.730 you know, I don't know what that was like, you know, now it's 290 00:12:47.730 --> 00:12:49.440 like, it's really, it's really good to see, you know what I 291 00:12:49.440 --> 00:12:52.260 mean, when people are being very sincere. Yeah. You know, and 292 00:12:52.260 --> 00:12:54.090 being able to do that, of course, if you're wearing the 293 00:12:54.090 --> 00:12:54.480 red. 294 00:12:54.510 --> 00:12:57.060 Johny Fernandez: Yeah, well I think let's break down like how 295 00:12:57.060 --> 00:13:00.000 it's done here. So currently at the conference right now, if 296 00:13:00.030 --> 00:13:03.600 they're pretty much making sure everyone has a specific sticker. 297 00:13:03.630 --> 00:13:06.030 Yeah. Every sticker means something different means your 298 00:13:06.030 --> 00:13:10.290 level of comfort when it comes to, you know, social distancing, 299 00:13:10.290 --> 00:13:13.740 or touching or hugging, etc. Yeah. So there's one, if it's 300 00:13:13.740 --> 00:13:16.920 purple, that means you're fully vaccinated. And if it's green, 301 00:13:16.920 --> 00:13:20.070 then that means you know, you're good. Yeah. You know, ready to 302 00:13:20.070 --> 00:13:23.040 party. And go. Yellow means you're kind of in the middle. 303 00:13:23.070 --> 00:13:24.960 And then red means stop. 304 00:13:24.990 --> 00:13:27.570 Sean Murray: Yes. Stop, keep your distance. Yeah, keep a keep 305 00:13:27.570 --> 00:13:28.050 a good distance. 306 00:13:28.050 --> 00:13:30.630 Johny Fernandez: Yeah. So I think that's a very interesting 307 00:13:30.870 --> 00:13:34.590 approach to a time like we're at now where people have different 308 00:13:34.590 --> 00:13:37.920 levels of comparability, and they're not sure where exactly 309 00:13:38.100 --> 00:13:42.450 they another individual fits in that area. So that's something 310 00:13:42.450 --> 00:13:45.090 that they definitely they've done well here to make sure 311 00:13:45.090 --> 00:13:47.910 people are aware. And if they're not aware, there's signs 312 00:13:47.910 --> 00:13:51.300 everywhere that show the guidance of that color and what 313 00:13:51.300 --> 00:13:54.690 it means and also how that person feels when you know, 314 00:13:54.780 --> 00:13:57.510 they're interacting with another individual that they may not 315 00:13:57.510 --> 00:13:59.940 know. And. Yeah. This is a networking event at the end of 316 00:13:59.940 --> 00:14:03.300 the day. So that's a huge role in why people come in the first 317 00:14:03.300 --> 00:14:03.600 place. 318 00:14:03.600 --> 00:14:05.970 Sean Murray: Yeah, you were talking about there being some 319 00:14:05.970 --> 00:14:09.630 bitcoin, jump out in the exhibit hall. There's even a crypto 320 00:14:09.630 --> 00:14:13.260 topic that's being talked about here today. Crypto is 321 00:14:13.260 --> 00:14:15.780 interrelated with payments, obviously, because it is 322 00:14:15.780 --> 00:14:19.620 payments. I know for many people, it's an investment or a 323 00:14:19.620 --> 00:14:21.660 way to get rich, you know, you want you want the number to go 324 00:14:21.660 --> 00:14:24.420 up. I really think that things like Bitcoin are payments at the 325 00:14:24.420 --> 00:14:26.340 end of the day. I've been saying this since the beginning. Yeah, 326 00:14:26.370 --> 00:14:28.260 I feel like I haven't wavered. I don't know how other people 327 00:14:28.260 --> 00:14:30.780 feel. But for me, it's always been like a payment mechanism. 328 00:14:30.810 --> 00:14:33.900 Yeah. Maybe it could be more expensive depending on you know, 329 00:14:33.900 --> 00:14:36.270 whatever the the minor fees and all that are it could be it 330 00:14:36.270 --> 00:14:39.390 could be a little slower, potentially. And you can't you 331 00:14:39.390 --> 00:14:43.530 can't reverse the charge. Yeah. But is but crypto and Bitcoin in 332 00:14:43.530 --> 00:14:46.920 particular are payments. Yeah. And I think the crypto that 333 00:14:46.920 --> 00:14:50.700 we're seeing here there's a Bitcoin ATM machine. Yeah. Like 334 00:14:50.700 --> 00:14:51.960 an actual Bitcoin ATM machine. 335 00:14:51.960 --> 00:14:53.100 Johny Fernandez: Yeah where you can cash out. 336 00:14:53.130 --> 00:14:55.350 Sean Murray: Yeah. Were you doing that before? 337 00:14:55.560 --> 00:14:57.180 Johny Fernandez: I was messing around with it, I was tryna, 338 00:14:57.240 --> 00:15:00.120 tryna cash out. I was trying to make sure I get the millions and 339 00:15:00.150 --> 00:15:00.600 get out. 340 00:15:00.630 --> 00:15:01.530 Sean Murray: Head down to Florida. 341 00:15:01.530 --> 00:15:02.220 Johny Fernandez: Head down to Florida. 342 00:15:02.220 --> 00:15:04.290 Sean Murray: Convert everything into Bitcoin. Yeah. And then we 343 00:15:04.290 --> 00:15:05.190 don't hear from you ever again. 344 00:15:05.190 --> 00:15:05.730 Johny Fernandez: Ever again. 345 00:15:06.330 --> 00:15:07.050 Sean Murray: Where was he, yeah. 346 00:15:07.290 --> 00:15:10.440 Johny Fernandez: Where was he. Bonita Springs at the 347 00:15:10.440 --> 00:15:14.940 conference, never seen whatever again. So but Sean, let's also 348 00:15:14.940 --> 00:15:17.790 talk about a little bit more, you know, obviously we have the 349 00:15:17.790 --> 00:15:20.970 breakout sessions. And then we also have, you know, we've seen 350 00:15:20.970 --> 00:15:22.950 the different exhibits, we're going to take get some footage 351 00:15:22.950 --> 00:15:26.310 show you guys at home, what that what that looks like. But let's 352 00:15:26.310 --> 00:15:27.810 talk a little bit about the people that we're gonna be 353 00:15:27.810 --> 00:15:30.390 chatting with today. We have different people lined up 354 00:15:30.930 --> 00:15:35.760 different leaders of companies, CEOs. Yeah. So I guess what are 355 00:15:35.760 --> 00:15:38.160 your expectations for that? What do you what are you hoping to 356 00:15:38.160 --> 00:15:41.490 hear? What are you expecting to hear in regards to just the 357 00:15:41.490 --> 00:15:44.040 payments business and how it's growing? Because I think that 358 00:15:44.040 --> 00:15:48.000 was a pattern we saw yesterday that despite 2020 being a hard 359 00:15:48.030 --> 00:15:51.300 hitting year for a lot of the guys. Yeah. They still were able 360 00:15:51.300 --> 00:15:54.750 to recover and they were still able to have a bigger comeback. 361 00:15:54.810 --> 00:15:58.500 Yeah. Then what the expected. Yeah. Whether it's hiring or 362 00:15:58.500 --> 00:16:00.090 whether it's just growing your business. 363 00:16:00.120 --> 00:16:02.340 Sean Murray: Yeah. Well, you know, what do I expect to hear? 364 00:16:02.400 --> 00:16:05.850 I think that we will expect to hear as we talk to more people, 365 00:16:06.030 --> 00:16:12.300 both off camera and on camera. A lot of a lot of optimism. I'm 366 00:16:12.300 --> 00:16:15.720 speaking with Andrew Altschuler later who's from GRP Funding, 367 00:16:16.050 --> 00:16:18.600 and then I think you're speaking with Ken Pang. Yes. Over at 368 00:16:18.600 --> 00:16:20.700 Elevate. He's gonna be on shortly. I think at like. 369 00:16:20.700 --> 00:16:22.470 Johny Fernandez: Yeah, he's gonna be around 10 o'clock. 370 00:16:22.470 --> 00:16:25.260 We're gonna have a live interview with him. But and I 371 00:16:25.260 --> 00:16:27.960 think like what you said, definitely, we're gonna hear 372 00:16:27.990 --> 00:16:31.320 just a lot of optimism. Yeah. I think that's the pattern, we've 373 00:16:31.320 --> 00:16:36.900 seen that this specific business area hasn't stopped. These guys 374 00:16:36.900 --> 00:16:40.440 have kept going. Yeah. They're looking for ways to make sure 375 00:16:40.560 --> 00:16:44.400 they integrate, you know, just their new, you know, whether its 376 00:16:44.460 --> 00:16:48.210 motto or, you know, plans or business plans or whatever. 377 00:16:48.210 --> 00:16:50.430 Yeah. They have, they really want to make sure they hit the 378 00:16:50.430 --> 00:16:53.310 ground running, especially coming into this year. I heard 379 00:16:53.310 --> 00:16:56.490 one of the guys yesterday, say specifically, this is gonna be 380 00:16:56.520 --> 00:17:00.060 our biggest year yet. Yeah. Meaning, regardless of what's 381 00:17:00.060 --> 00:17:03.900 happened, they haven't stopped. Yeah. So it'll be interesting to 382 00:17:03.900 --> 00:17:06.930 kind of hear from these guys. You know about their experience 383 00:17:06.930 --> 00:17:08.970 and what they have planned, because a lot of these guys, you 384 00:17:08.970 --> 00:17:11.910 know, they have growing businesses, and it'll be very 385 00:17:11.910 --> 00:17:14.100 interesting to see how that plays out. So. 386 00:17:14.099 --> 00:17:15.839 Sean Murray: Yeah, some of the funding companies that are here, 387 00:17:15.869 --> 00:17:17.879 they've actually been coming to the show for like 10 plus 10 388 00:17:17.879 --> 00:17:22.559 plus years. Okay. And a lot of people might not know it, but 389 00:17:22.589 --> 00:17:26.639 the MCA small business lending product was born out of the 390 00:17:26.639 --> 00:17:30.299 payment shows, like like here. Yeah. Like if you wanted to go 391 00:17:30.299 --> 00:17:32.819 and learn about small business financing, or merchant cash 392 00:17:32.819 --> 00:17:35.999 advance, or whatever it is some method of financing that involve 393 00:17:36.239 --> 00:17:39.119 payments, you had to come to one of these shows you had to come 394 00:17:39.119 --> 00:17:42.419 to SEAA, you had to go the other one, Northeast Acquirers you had 395 00:17:42.419 --> 00:17:44.999 to go to the ETA show, which is now known as Transact. And 396 00:17:44.999 --> 00:17:48.659 that's where all these people met. And, and then and then it 397 00:17:48.689 --> 00:17:52.649 kind of like broke, broke, broke apart, right. And now there's, 398 00:17:52.679 --> 00:17:56.639 there's entire shows and trade groups and all that stuff for 399 00:17:56.639 --> 00:17:59.849 the financial services guys separate from the payments, 400 00:17:59.849 --> 00:18:03.119 guys. But the ones that are here, I think they never lost 401 00:18:03.119 --> 00:18:06.809 sight of the value of payments. And there are still companies, 402 00:18:07.169 --> 00:18:11.339 traditional MCA players, who still rely on collecting a 403 00:18:11.339 --> 00:18:15.239 percentage of debit and credit card sales, who are at shows 404 00:18:15.239 --> 00:18:18.809 like this one, building relationships, or managing and 405 00:18:18.809 --> 00:18:21.359 continuing ones they've had for a long period of time. Yeah. And 406 00:18:21.359 --> 00:18:22.829 so when people were saying, you know, this is gonna be the best 407 00:18:22.829 --> 00:18:25.679 year yet, these things don't happen automatically. Yeah. You 408 00:18:25.679 --> 00:18:28.439 don't just, you know, oh it's post COVID. Yeah. Therefore, 409 00:18:28.469 --> 00:18:31.079 everything is great. It takes a lot of effort. You know, you 410 00:18:31.079 --> 00:18:33.659 have to you have to do things in order to accomplish that coming 411 00:18:33.659 --> 00:18:36.809 to these type of shows is the way to do it. Yeah. And there's 412 00:18:36.809 --> 00:18:39.329 not that many of them here which kind of makes it sort of like 413 00:18:39.329 --> 00:18:42.149 the secret the secret weapon like, you have to be different. 414 00:18:42.239 --> 00:18:45.359 Yeah. Advertising just on Google or something, or. Yeah. Or just 415 00:18:45.359 --> 00:18:48.989 cold calling brokers and ISOs. You know what I mean, it's not 416 00:18:48.989 --> 00:18:51.629 going to not going to be enough. Yeah. If you're going to be one 417 00:18:51.629 --> 00:18:54.419 of those companies, that's taking it to the next level. So 418 00:18:54.419 --> 00:18:58.079 people always want to know, what else what else can I do? If you 419 00:18:58.079 --> 00:19:01.349 form a relationship with a payments company that could 420 00:19:01.379 --> 00:19:04.439 really scale your business? Yeah. Right. If you have access 421 00:19:04.439 --> 00:19:07.919 to all their payments, clients, and all those payments, clients 422 00:19:08.009 --> 00:19:12.449 can use you for their for their funding. Yeah. That's gonna give 423 00:19:12.449 --> 00:19:15.239 you a big leg up on the competition. Yeah. Where, where 424 00:19:15.239 --> 00:19:17.429 you can actually scale it, because it's one thing to just 425 00:19:17.729 --> 00:19:20.489 try to, you know, call a bunch of brokers or, you know, 426 00:19:20.489 --> 00:19:23.189 referral partners or whatever. But if you have access to a 427 00:19:23.189 --> 00:19:26.429 merchant acquirer or merchant processor that 10s of 1000s or 428 00:19:26.429 --> 00:19:29.189 hundreds of 1000s of customers, and you're their primary 429 00:19:29.189 --> 00:19:32.879 financing source. Yeah. I mean, your work your work is cut out 430 00:19:32.879 --> 00:19:35.549 for you, you know what I mean? How do you grow post COVID? Like 431 00:19:35.549 --> 00:19:37.529 that's, that's one of the secret ways to do it. 432 00:19:37.560 --> 00:19:39.150 Johny Fernandez: Well, and I think it's something we shared 433 00:19:39.150 --> 00:19:41.970 you shared with me inside and when I asked, you know, how 434 00:19:42.150 --> 00:19:46.410 exactly does the payments world. Yeah. Go with, like, you know, 435 00:19:46.410 --> 00:19:49.290 alternative finance and something you broke down was, 436 00:19:49.500 --> 00:19:52.500 for example, it's something as simple as having the dashboard, 437 00:19:52.560 --> 00:19:55.590 the company dashboard when you start funding these guys, you 438 00:19:55.590 --> 00:19:58.260 know, they can get like, let's say if it's a restaurant, they 439 00:19:58.260 --> 00:20:02.670 can apply for credit. You know, and that goes hand in hand back 440 00:20:02.670 --> 00:20:05.520 to like the lending world. If I'm not mistaken. Yeah. Correct 441 00:20:05.520 --> 00:20:09.480 me if I'm wrong, the, you know, and these guys could apply for 442 00:20:09.480 --> 00:20:12.990 credit and get approved within less than an hour or so. 443 00:20:13.080 --> 00:20:15.150 Sean Murray: Yeah. Oh, yeah, that's a really good point. So 444 00:20:15.180 --> 00:20:18.060 some of these point of sale equipment that we see out there 445 00:20:18.060 --> 00:20:21.150 in the exhibit hall, they have the monitor that a business can 446 00:20:21.150 --> 00:20:24.360 use to run their business. You know they can use it to sell 447 00:20:24.360 --> 00:20:27.480 things to process cards and all that. And I think the other 448 00:20:27.480 --> 00:20:30.660 secret there is that oftentimes there's a funding button built 449 00:20:30.660 --> 00:20:35.340 into that. And these payments, companies are typically not the 450 00:20:35.340 --> 00:20:38.730 lender or the funder behind it all. So they need to partner 451 00:20:38.730 --> 00:20:41.220 with someone they want to, they want to provide something that 452 00:20:41.220 --> 00:20:44.640 is convenient to their own customer that makes them sticky. 453 00:20:44.970 --> 00:20:46.950 Because if you if you give somebody all this equipment, 454 00:20:47.250 --> 00:20:49.740 sometimes they give it to him for free. Yeah. Sometimes they 455 00:20:49.740 --> 00:20:51.960 charge you know, sometimes they sell sometimes sometimes they 456 00:20:51.960 --> 00:20:54.510 lease it out, but sometimes it's free. Yeah. And you don't want 457 00:20:54.510 --> 00:20:57.480 that customer to ever leave, right? Because you have you have 458 00:20:57.480 --> 00:21:00.480 to, you have to build up your revenue and over time for all 459 00:21:00.480 --> 00:21:03.090 the different ways. But one of the ways to do that is to offer 460 00:21:03.090 --> 00:21:06.750 products that keeps them there. You don't want them to leave you 461 00:21:06.750 --> 00:21:10.770 because they found a lending partner. Yeah. That requires 462 00:21:10.770 --> 00:21:12.840 them to switch everything you want to be their lending 463 00:21:12.840 --> 00:21:15.090 partner, or have a lending partner easily accessible. And 464 00:21:15.090 --> 00:21:17.250 so they you know some of them out there in the exhibit hall 465 00:21:17.250 --> 00:21:20.340 have a funding button built in. Yeah. And they're just looking 466 00:21:20.340 --> 00:21:23.070 for a funder or a lender or mult. Or multiple yeah. You 467 00:21:23.070 --> 00:21:25.350 know, you don't have to be the only one on a platform. Yeah. 468 00:21:25.770 --> 00:21:29.190 You could be one of several. And it really shouldn't be that way. 469 00:21:29.220 --> 00:21:32.370 Yeah Right. If you're, let's say you're a restaurant owner, then 470 00:21:32.400 --> 00:21:37.020 you have your POS and you click the get funded button, depending 471 00:21:37.020 --> 00:21:39.600 on what your sales are, depending on you know, your 472 00:21:39.600 --> 00:21:42.060 seasonality or what type of you know what type of restaurant you 473 00:21:42.060 --> 00:21:45.270 are, where you are, etc. It should match match you up with 474 00:21:45.270 --> 00:21:47.820 the appropriate one, I would think, you know, I would think 475 00:21:47.850 --> 00:21:51.240 so that that maximizes the odds that you will actually get 476 00:21:51.240 --> 00:21:54.090 funded. And so if you're out there thinking like, oh, you 477 00:21:54.090 --> 00:21:55.950 know that was a good idea. I missed out. I'm sure everyone's 478 00:21:55.950 --> 00:21:58.140 already secured a partnership like that. Yeah. It's not too 479 00:21:58.140 --> 00:22:01.170 late. Because typically, they will need multiple partners. 480 00:22:01.170 --> 00:22:04.560 Yeah. To work with. And so that's another reason why you 481 00:22:04.560 --> 00:22:07.200 come to a show, like a payments show. Because where are you 482 00:22:07.200 --> 00:22:11.310 going to make that relationship? It's not. Exactly. Yeah. You 483 00:22:11.310 --> 00:22:13.560 know, you want to believe it's cold calling and get the best 484 00:22:13.560 --> 00:22:16.410 cold callers. And you're gonna form this amazing relationship 485 00:22:16.650 --> 00:22:19.050 with with a company that's gonna give you 100,000, you know, 486 00:22:19.050 --> 00:22:23.250 access to 100,000 merchant customers. But an easier way to 487 00:22:23.250 --> 00:22:25.440 do it, if you want everyone to, you know, really increase your 488 00:22:25.440 --> 00:22:27.120 odds, is to come to one of these shows. 489 00:22:27.120 --> 00:22:28.920 Johny Fernandez: Yeah. And I think it's interesting because 490 00:22:28.920 --> 00:22:32.490 like, you know, the real estate world, the payments world, 491 00:22:32.730 --> 00:22:36.030 alternative finance world, MCA lending, at the end of the day, 492 00:22:36.030 --> 00:22:40.020 it's a relationship, business, you know, I'm going to call you, 493 00:22:40.020 --> 00:22:43.200 if I know you in person versus someone that's cold calling. And 494 00:22:43.200 --> 00:22:47.370 it's like, hey, like, you know, can I will you, you know, and 495 00:22:47.370 --> 00:22:50.280 you're like, it's just awkward, not an awkward, but it's an 496 00:22:50.280 --> 00:22:52.980 interesting conversation that you have, versus if I meet you 497 00:22:52.980 --> 00:22:57.090 in a show. And it's like, hey, you're Sean from the SEAA show 498 00:22:57.360 --> 00:22:59.940 that I met in Bonita Springs, like, there's something that 499 00:22:59.940 --> 00:23:03.840 clicks and just being in person is so much more better. Yeah. 500 00:23:03.840 --> 00:23:07.170 And you make a memorable, you know, first impression that 501 00:23:07.170 --> 00:23:09.630 obviously, that's how you end up being able to partner with these 502 00:23:09.630 --> 00:23:12.630 guys versus, you know, cold calling, or whatever the case 503 00:23:12.630 --> 00:23:14.880 is, especially if you're just starting out in the industry, 504 00:23:14.910 --> 00:23:17.670 whether it's, you know, any of the ones that we already 505 00:23:17.670 --> 00:23:19.920 mentioned, if you're starting out and you need and you need to 506 00:23:19.920 --> 00:23:23.910 build that repertoire, you need to build that the relationship 507 00:23:23.910 --> 00:23:26.670 and build that network. This is a great place to do that. 508 00:23:26.670 --> 00:23:29.280 Because like you said, there's more than 900 plus people 509 00:23:29.280 --> 00:23:32.100 already here. Yeah. You know, we can see that people do want to 510 00:23:32.520 --> 00:23:34.860 talk with other people. You know, we have the breakfast 511 00:23:34.860 --> 00:23:38.340 going on right behind us. And people have been going here non 512 00:23:38.340 --> 00:23:41.910 stop. Yeah. So it's definitely a place to be, you know, if. 513 00:23:42.960 --> 00:23:45.510 Sean Murray: People are golfing too, yeah, outside of the show, 514 00:23:45.630 --> 00:23:47.400 you know, it's not even just here. So like, where are these 515 00:23:47.400 --> 00:23:49.920 deals made? Some of it is happening, you know, the day 516 00:23:49.920 --> 00:23:51.780 before the show started or the day after, when they're 517 00:23:51.780 --> 00:23:54.270 coughing, some of them are going to the beach, or going going to 518 00:23:54.270 --> 00:23:56.580 the pool. You might think that's like, I don't know, did that 519 00:23:56.580 --> 00:23:57.870 really happen? Oh, it really happens. 520 00:23:57.870 --> 00:24:00.300 Johny Fernandez: Yeah, no, we like this hotel is jam packed 521 00:24:00.300 --> 00:24:03.000 with everyone with people right now. And like I said, it's just 522 00:24:03.000 --> 00:24:06.240 a growing, you know, this is a place to be if you want to build 523 00:24:06.240 --> 00:24:09.780 that relationship with other people and grow your business at 524 00:24:09.780 --> 00:24:12.390 the end of the day. That's essentially why these events are 525 00:24:12.390 --> 00:24:15.450 put up. Yeah. To network and grow your business. So it's 526 00:24:15.450 --> 00:24:17.820 definitely exciting. And I think like we said, we there's a 527 00:24:17.820 --> 00:24:21.780 couple of our breakout sessions that are going on that are going 528 00:24:21.780 --> 00:24:24.990 to be happening. And also I think with the people that we 529 00:24:24.990 --> 00:24:29.010 have, we're going to be interviewing them here live. So 530 00:24:29.010 --> 00:24:31.140 that's going to be coming up it's going to be going going on 531 00:24:31.140 --> 00:24:34.920 throughout the entire day. And then Sean another question I had 532 00:24:34.920 --> 00:24:38.430 was if people are interested in watching, they can go to 533 00:24:38.460 --> 00:24:40.770 debanked.com if they're already here and. Yeah. We will give 534 00:24:40.770 --> 00:24:43.740 them notifications on our phone if we're not mistaking. 535 00:24:44.280 --> 00:24:46.110 Sean Murray: So we're gonna send out a push notification to 536 00:24:46.110 --> 00:24:48.450 anyone subscribe to it in the afternoon for the for the 537 00:24:48.450 --> 00:24:50.880 afternoon session. That so we're going to be we're going to be 538 00:24:50.910 --> 00:24:53.280 we're gobba have a roving camera. It's not just gonna be 539 00:24:53.280 --> 00:24:55.620 us here the whole time. Yeah. You know, yesterday was the 540 00:24:55.620 --> 00:24:59.550 first day, evening that we were here, after we do our live 541 00:24:59.550 --> 00:25:02.280 interviews here we will in the afternoon, be roving around the 542 00:25:02.280 --> 00:25:04.920 exhibit hall and around the show, so you will see more of 543 00:25:04.920 --> 00:25:08.880 it. You know, here, it's not just us standing here. So there 544 00:25:08.880 --> 00:25:10.830 you know will be there will be more content. 545 00:25:11.310 --> 00:25:12.660 Johny Fernandez: I mean, it's great that, we're here. 546 00:25:12.660 --> 00:25:16.320 Sean Murray: Yeah. It's media. There's a sale behind us yeah. 547 00:25:17.250 --> 00:25:19.380 Johny Fernandez: No, but it will, we will be showing you 548 00:25:19.380 --> 00:25:22.860 guys more inside the exhibit hall also us chatting with other 549 00:25:22.860 --> 00:25:23.340 people. So. 550 00:25:23.340 --> 00:25:25.050 Sean Murray: Yeah we're gonna go to some of the booths and stuff 551 00:25:25.050 --> 00:25:27.150 too we're gonna give you some of that as well, today's the first 552 00:25:27.150 --> 00:25:30.690 full day of the show. So this is the one day that we can actually 553 00:25:30.690 --> 00:25:32.130 show you all that stuff. 554 00:25:32.190 --> 00:25:33.990 Johny Fernandez: Yeah. So Sean, what are you most looking 555 00:25:33.990 --> 00:25:37.590 forward to today? At of all the things you have planned? 556 00:25:38.130 --> 00:25:41.100 Sean Murray: I actually, believe it or not, I always get the most 557 00:25:41.100 --> 00:25:43.980 value out of talking to people at their booth. You know, I've 558 00:25:43.980 --> 00:25:46.290 gone to a lot of different shows, I've usually gone in the 559 00:25:46.290 --> 00:25:50.310 capacity as media, and I typically schedule interviews. 560 00:25:51.180 --> 00:25:55.080 They weren't on camera. Yeah. They were usually in a in a 561 00:25:55.110 --> 00:25:58.740 media room. And there will always be a PR person there. And 562 00:25:58.740 --> 00:26:01.410 it would it would be so formal. Because there would always be 563 00:26:01.410 --> 00:26:04.170 that you know, that's, that PR person nudging. Yeah. The 564 00:26:04.170 --> 00:26:07.710 executive board to say what not to say. Yeah. And so while that 565 00:26:07.710 --> 00:26:11.520 was my job, I felt like that didn't give me the most value 566 00:26:11.520 --> 00:26:14.070 out of the experience, because I was getting the perfectly 567 00:26:14.100 --> 00:26:19.020 polished and ready for print lines. And I always got the most 568 00:26:19.020 --> 00:26:22.200 out of going to the booths and talking to people. Yeah. And 569 00:26:22.230 --> 00:26:25.260 just because, well, if it was something I was gonna use for a 570 00:26:25.260 --> 00:26:28.200 story, I would I would tell them, right, I would ask, that's 571 00:26:28.200 --> 00:26:31.260 really great. You know, is that something that I could use? And 572 00:26:31.260 --> 00:26:34.140 so later on, I am actually really looking forward to, you 573 00:26:34.140 --> 00:26:36.630 know, going in there. Yeah. And just, you know, shaking hands, 574 00:26:36.630 --> 00:26:39.570 and just, you know, that's where it that's where you like, that's 575 00:26:39.570 --> 00:26:41.940 where it starts. Yeah. You know, you don't just magically go 576 00:26:41.940 --> 00:26:44.970 golfing with somebody, you know, or it starts at the booth, to be 577 00:26:44.970 --> 00:26:47.670 honest with you. Like, there's there's value in that. And I 578 00:26:47.670 --> 00:26:50.610 always feel like I got the most there. And you get the 579 00:26:50.610 --> 00:26:53.910 unfiltered, you know, people who work at the booths, they're 580 00:26:54.150 --> 00:26:58.140 they're, they have their pitches down. Yeah. But they just give 581 00:26:58.140 --> 00:27:00.840 you the more the more real, you know, story of like, what's 582 00:27:00.840 --> 00:27:02.490 going on. So that's what I'm looking forward to. 583 00:27:02.550 --> 00:27:04.020 Johny Fernandez: That's awesome. That's a good one. Yeah. That's 584 00:27:04.020 --> 00:27:06.720 definitely a good one. I think what I'm looking forward to the 585 00:27:06.720 --> 00:27:09.750 most are the breakout sessions, the Cash App, like we've talked 586 00:27:09.750 --> 00:27:12.360 about, that's something that really catches my attention. 587 00:27:12.360 --> 00:27:15.840 Yeah. And also seeing the younger audience coming to these 588 00:27:15.840 --> 00:27:18.570 things and talking to them, because they have a whole 589 00:27:18.570 --> 00:27:21.960 different point of view of a payment show than someone that's 590 00:27:21.960 --> 00:27:24.990 been in it for like the last 20, 30 years, and these other guys 591 00:27:24.990 --> 00:27:27.210 are going to be coming up, you know, and that they're going to 592 00:27:27.210 --> 00:27:30.840 be carrying this world, you know, to the future. So that's 593 00:27:30.840 --> 00:27:33.150 what I'm looking forward to the most and chatting with them. 594 00:27:33.210 --> 00:27:34.560 Sean Murray: I feel like we have a good age range. 595 00:27:34.590 --> 00:27:37.140 Johny Fernandez: Yeah, we do. We definitely do. We have people 596 00:27:37.140 --> 00:27:41.520 from like, you know, young, early 20s to people that are in 597 00:27:41.520 --> 00:27:44.250 their 50s and 60s. So it's definitely a good range. 598 00:27:44.280 --> 00:27:44.610 Sean Murray: Yeah. 599 00:27:44.610 --> 00:27:45.510 Johny Fernandez: So I think. 600 00:27:45.630 --> 00:27:47.490 Sean Murray: It might not be like a crypto conference, 601 00:27:47.490 --> 00:27:47.670 though. 602 00:27:47.700 --> 00:27:50.130 Johny Fernandez: No, definitely not. We're not at that, you 603 00:27:50.130 --> 00:27:52.980 know, extreme. But I think it is a good range. And we have a good 604 00:27:52.980 --> 00:27:56.190 demographic of people. And then from pretty much the entire 605 00:27:56.190 --> 00:27:59.100 country. They're here. Yeah. So it'll be it'll be interesting to 606 00:27:59.100 --> 00:28:01.620 chat with them and see how the day kind of turns out. 607 00:28:01.680 --> 00:28:04.890 Sean Murray: Yeah. You know, we talked about it briefly earlier. 608 00:28:04.890 --> 00:28:07.320 We mentioned Bitcoin and payments. Yeah. And there is 609 00:28:07.350 --> 00:28:09.990 there is a subject that's been discussed about chargebacks. 610 00:28:10.050 --> 00:28:13.440 Yeah. And have you ever disputed a credit card charge before? 611 00:28:13.470 --> 00:28:13.830 Johny Fernandez: I have? 612 00:28:13.860 --> 00:28:16.170 Sean Murray: Okay. Well, that's like a whole process. Like for 613 00:28:16.170 --> 00:28:19.440 you. It's just like, you know, that wasn't me. Oh, I know, a 614 00:28:19.440 --> 00:28:23.820 very famous one of you charging some very famous dispute that 615 00:28:23.820 --> 00:28:25.530 you made. That's right. Okay. 616 00:28:25.560 --> 00:28:26.280 Johny Fernandez: We talked about it. 617 00:28:26.280 --> 00:28:29.040 Sean Murray: Yeah. That was that was a good one. That's for 618 00:28:29.040 --> 00:28:33.210 another, that's another. Yeah. But there's a whole process that 619 00:28:33.210 --> 00:28:36.450 goes into when someone disputes a charge, because they they need 620 00:28:36.450 --> 00:28:39.180 to get that money back from the merchant. Right. And that 621 00:28:39.180 --> 00:28:41.490 merchant hopefully has the money. Yeah. Like, what if it 622 00:28:41.490 --> 00:28:43.620 was a very large transaction? Yeah. Like, what if you're 623 00:28:43.620 --> 00:28:46.470 disputing, like a $5,000 charge? And let's say you're disputing 624 00:28:46.470 --> 00:28:48.660 it from like, you know, something from a month ago? 625 00:28:48.690 --> 00:28:52.290 Yeah. And it's like, okay, great, you as the customer are 626 00:28:52.290 --> 00:28:56.220 getting paid. But that merchant processor, deposited the money 627 00:28:56.220 --> 00:28:58.860 in the merchant's bank account, they're like, you know, there's 628 00:28:58.860 --> 00:29:01.320 this whole chain, and now they need to ultimately get the money 629 00:29:01.320 --> 00:29:03.720 back from the merchant. And that's called that's called you 630 00:29:03.720 --> 00:29:06.660 know the chargeback. And so there's actually some companies 631 00:29:06.660 --> 00:29:09.840 who are here that do that have underwriting tools. And when we 632 00:29:09.840 --> 00:29:11.580 think of underwriting, we think of underwriting and lending, 633 00:29:12.180 --> 00:29:14.760 there's underwriting and payments too, they have to 634 00:29:14.760 --> 00:29:17.970 evaluate what the risk is that the transaction is fraud or not 635 00:29:17.970 --> 00:29:21.000 fraud, or even that someone's gonna dispute it, even if it is, 636 00:29:21.600 --> 00:29:24.360 even if it is legitimate. Some people will just dispute 637 00:29:24.360 --> 00:29:26.460 charges. And there's a lot of things that have to go into 638 00:29:26.460 --> 00:29:30.240 under underwriting the risk just just in payments. Yeah. And 639 00:29:31.230 --> 00:29:35.310 that's kind of why you saw the tech companies come in who were 640 00:29:35.310 --> 00:29:39.000 charging a lot of money, like a way higher rates than other 641 00:29:39.000 --> 00:29:41.280 people is because they were taking on a lot more risk 642 00:29:41.700 --> 00:29:44.100 because they were trying to achieve scale. So when you when 643 00:29:44.100 --> 00:29:46.200 you look at companies like Square who came in who were 644 00:29:46.200 --> 00:29:51.900 charging three plus percent, not like a swipe transaction. It's 645 00:29:51.900 --> 00:29:53.910 because they were just approving, essentially, you know 646 00:29:53.910 --> 00:29:56.550 I don't want to speak for them. It seemed like. Yeah. They were 647 00:29:56.550 --> 00:29:59.580 was just kind of approving everybody. Yeah. Just to achieve 648 00:29:59.580 --> 00:30:03.330 some level. of scale. And the trade off was that the price had 649 00:30:03.330 --> 00:30:07.230 to go up, because there probably was a higher level of fraud. And 650 00:30:07.230 --> 00:30:10.170 so these companies have to be very careful about how they, you 651 00:30:10.170 --> 00:30:12.660 wouldn't even think about it. Yeah. Like, you know, you you do 652 00:30:12.660 --> 00:30:15.090 underwriting for someone borrowing money. Yeah. But you 653 00:30:15.090 --> 00:30:17.340 very have to be very careful when you're underwriting someone 654 00:30:17.370 --> 00:30:20.100 to accept payments. Yeah. Because also the merchant could 655 00:30:20.100 --> 00:30:22.590 do something sneaky too. Yeah. They could run their own card. 656 00:30:23.280 --> 00:30:25.140 You ever think of that? Yeah. They can run their own card. 657 00:30:25.290 --> 00:30:27.330 Yeah. Let's say they have a $10,000 limit, and they run 658 00:30:27.330 --> 00:30:29.940 their card for nine. Are you getting ideas? He's like oh 659 00:30:29.940 --> 00:30:32.250 that's great. He's like I'm gonna go sign up for a termnial 660 00:30:32.250 --> 00:30:35.580 I'm gonna go sign up for a terminal. License to ally. 661 00:30:37.350 --> 00:30:38.070 Johny Fernandez: Live television. 662 00:30:38.430 --> 00:30:41.160 Sean Murray: Exactly. We have some fans he was on, yesterday. 663 00:30:41.160 --> 00:30:42.720 Johny Fernandez: He was. Sam Shapiro. 664 00:30:42.720 --> 00:30:43.950 Sean Murray: That's right. Yeah. Fundomate. 665 00:30:44.010 --> 00:30:46.170 Johny Fernandez: Fundomate. And so, no, but it's very 666 00:30:46.170 --> 00:30:49.710 interesting. And these companies are there. And they're also, you 667 00:30:49.710 --> 00:30:52.260 know, that's part of the educational aspect to learn 668 00:30:52.260 --> 00:30:54.600 about these, you know, that's one of the breakout sessions. 669 00:30:54.600 --> 00:30:57.510 Yeah. To learn about them and also to network with them. If 670 00:30:57.540 --> 00:31:01.260 you know you are part of that world, the payments world. You 671 00:31:01.260 --> 00:31:04.440 know, this is a place to be because now over 90 plus people 672 00:31:04.440 --> 00:31:07.020 here. Yeah. Are in booths and companies here. 673 00:31:07.290 --> 00:31:10.470 Sean Murray: And you never know what type of tool that a 674 00:31:10.470 --> 00:31:13.080 payments underwriter is using that could be valuable to a 675 00:31:13.080 --> 00:31:14.910 lending underwriter. Yeah. Because they're looking at 676 00:31:14.910 --> 00:31:17.880 things that a lender might not have thought had thought to have 677 00:31:17.880 --> 00:31:22.440 looked at. Yeah. In fact, in the early days of MCA, one of the 678 00:31:22.440 --> 00:31:24.750 things that was looked at heavily was chargebacks, how 679 00:31:24.750 --> 00:31:26.730 many disputes are coming in? Because it's one thing to look 680 00:31:26.730 --> 00:31:31.350 at a business's raw, total number of sales. Yeah. But a lot 681 00:31:31.350 --> 00:31:34.080 of those are being reversed. That number of sale isn't what 682 00:31:34.200 --> 00:31:38.280 it is. Yeah. And this was this was particularly problematic for 683 00:31:38.280 --> 00:31:40.710 businesses who are operating online in the early days of the 684 00:31:40.710 --> 00:31:46.350 internet. Yeah. We saw some, this is me, you know, actual 685 00:31:46.410 --> 00:31:49.350 firsthand experience hadn't been an underwriter back then, where 686 00:31:49.350 --> 00:31:52.260 we would get businesses that were like travel related, like 687 00:31:52.260 --> 00:31:54.960 you would book a trip through a website online. Yeah. And the 688 00:31:54.960 --> 00:31:58.710 trip wouldn't be for like three or four months. And then you end 689 00:31:58.710 --> 00:32:00.870 up not going if something happens, the trip didn't happen, 690 00:32:00.870 --> 00:32:04.890 and you're disputing this large, large transaction. Like, you 691 00:32:04.890 --> 00:32:07.590 know that that changes a lot of a lot of the sales picture. And 692 00:32:07.590 --> 00:32:10.050 so we were actually looking at chargebacks. I haven't heard a 693 00:32:10.050 --> 00:32:13.020 lot of people evaluating chargebacks. 694 00:32:13.020 --> 00:32:13.680 Johny Fernandez: Chargebacks, yeah. 695 00:32:14.040 --> 00:32:16.380 Sean Murray: Since since then, since since the whole advent of 696 00:32:16.380 --> 00:32:19.200 ACH kind of taking over and dominating the lending and MCA 697 00:32:19.200 --> 00:32:22.260 world. Chargebacks hasn't really come up a lot. But chargebacks 698 00:32:22.260 --> 00:32:25.440 is something that companies here think about all the time how to 699 00:32:25.440 --> 00:32:28.020 minimize the risk that they have. Yeah. And if they can 700 00:32:28.020 --> 00:32:30.090 really manage that, well, then they can they can bring their 701 00:32:30.090 --> 00:32:34.380 own cost down. We were talking about Bitcoin before. Yep. Like 702 00:32:34.380 --> 00:32:37.380 a Bitcoin payment. One of the one of the deficiencies with 703 00:32:37.380 --> 00:32:39.780 Bitcoin as a as a form of payment is that you can't 704 00:32:39.780 --> 00:32:42.780 reverse it. Yeah. There's no intermediary. Yeah. And it 705 00:32:42.780 --> 00:32:45.420 sounds great. If you're the, if you're the one on the side, 706 00:32:45.420 --> 00:32:47.580 who's like, oh, thank good, thank goodness. Yeah. They can't 707 00:32:47.580 --> 00:32:49.980 get the money back. Yeah. But it's terrible. If you're on the 708 00:32:49.980 --> 00:32:53.970 other side, and you got like, scam. Yeah. If there was fraud, 709 00:32:53.970 --> 00:32:54.390 right? 710 00:32:54.600 --> 00:32:56.520 Johny Fernandez: Because that's something that you like you 711 00:32:56.520 --> 00:32:59.850 said, it can't, you can't charge them back. So what do you do? 712 00:32:59.850 --> 00:33:01.560 Sean Murray: Who do you call? You know, you don't call Bitcoin 713 00:33:01.560 --> 00:33:03.900 and say, I'd like to dispute it, you know. Yeah. This charge. 714 00:33:03.930 --> 00:33:06.750 Yeah. There's like, there's literally nothing you can do. So 715 00:33:06.780 --> 00:33:09.210 you know, people are trying to come up with ways to like, 716 00:33:09.300 --> 00:33:12.300 mitigate the risks that are associated with that. That that 717 00:33:12.300 --> 00:33:15.990 is one of the deficiencies that it's essentially a one a one way 718 00:33:15.990 --> 00:33:21.390 street. Yeah. And, honestly, there there's value in having to 719 00:33:21.390 --> 00:33:24.570 pay a premium for a transaction. Knowing that at the end of the 720 00:33:24.570 --> 00:33:27.180 day, that there was a third party or intermediary who can 721 00:33:27.180 --> 00:33:30.420 come in and reverse it, if the other party didn't do what they 722 00:33:30.420 --> 00:33:33.030 were supposed to. Yeah. Now, there are ways that you can kind 723 00:33:33.030 --> 00:33:36.390 of work around that you can kind of put the Bitcoin into escrow. 724 00:33:36.420 --> 00:33:40.050 And it's only released once the other party says, well, I got 725 00:33:40.050 --> 00:33:43.170 what I paid for. Yeah. But no, but after that, it's final. And 726 00:33:43.170 --> 00:33:46.320 you can't charge things back on a credit card in perpetuity. 727 00:33:46.440 --> 00:33:50.070 Anyway, you know, there's a time limit for that. But there is 728 00:33:50.070 --> 00:33:54.810 value in knowing that if I don't get what I paid for, that I can 729 00:33:54.810 --> 00:33:58.350 call my credit card company and dispute the charge and that 730 00:33:58.350 --> 00:34:00.480 makes the whole whether it's like a one and a half percent, a 731 00:34:00.480 --> 00:34:03.270 2%, or, you know, whatever, whatever the fee is, of having 732 00:34:03.270 --> 00:34:06.630 done it, knowing that in a way it can go back, it can swing 733 00:34:06.630 --> 00:34:07.380 back the other way. 734 00:34:07.410 --> 00:34:09.780 Johny Fernandez: Yeah. So we'll definitely be interested to kind 735 00:34:09.780 --> 00:34:12.720 of learn more about that as the day goes on in the breakout 736 00:34:12.720 --> 00:34:16.200 sessions have been, so here's what's coming up. So at 10 737 00:34:16.200 --> 00:34:18.510 o'clock on the dot, we're gonna be back here streaming live, 738 00:34:18.510 --> 00:34:20.580 we're going to be talking to one of the business leaders of 739 00:34:20.580 --> 00:34:23.970 Elevate and then after that interview, that's going to wrap 740 00:34:23.970 --> 00:34:26.250 up at around 1015. Who do you have? 741 00:34:26.400 --> 00:34:28.710 Sean Murray: I have Andrew Altschuler at GRP funding who 742 00:34:28.710 --> 00:34:31.020 are actually based up in Springfield, Massachusetts, so 743 00:34:31.020 --> 00:34:34.800 kind of a, you know, off the beaten path as far as financial 744 00:34:34.800 --> 00:34:37.020 companies go, but that's what makes it interesting and 745 00:34:37.020 --> 00:34:37.440 exciting. 746 00:34:37.650 --> 00:34:39.690 Johny Fernandez: So that'd be cool to hear from them. And then 747 00:34:39.690 --> 00:34:42.420 also later on, we're gonna be taking you guys to the exhibit 748 00:34:42.420 --> 00:34:44.880 hall kind of walk you guys through what we've been seeing, 749 00:34:44.910 --> 00:34:47.250 you know, we've talked about it but now we're taking you there. 750 00:34:47.400 --> 00:34:48.990 And then also we'll get we're going to talk to different 751 00:34:48.990 --> 00:34:52.200 people, different business leaders and business owners as 752 00:34:52.200 --> 00:34:55.170 the day continues. So we're definitely excited to hear from 753 00:34:55.170 --> 00:34:57.960 them and talk with them. So again, 10 o'clock. We're right 754 00:34:57.960 --> 00:35:02.100 here back live. We'll be doing live interviews and Sean again. 755 00:35:02.130 --> 00:35:03.000 I love the shirt. 756 00:35:03.120 --> 00:35:03.390 Sean Murray: Thank you. 757 00:35:03.390 --> 00:35:05.580 Johny Fernandez: I'm excited to see what other shirts you come 758 00:35:05.760 --> 00:35:07.650 on with throughout the rest of the day. 759 00:35:07.680 --> 00:35:09.180 Sean Murray: What do you think I'm gonna have different shirts? 760 00:35:09.210 --> 00:35:09.600 Johny Fernandez: I don't know. 761 00:35:09.690 --> 00:35:10.890 Sean Murray: Every time I come back. 762 00:35:11.370 --> 00:35:12.180 Johny Fernandez: Like have something different. 763 00:35:12.180 --> 00:35:14.430 Sean Murray: I'm gonna have no this is the shirt, no this is 764 00:35:14.430 --> 00:35:17.040 the shirt. Yeah. It's not gonna be like there's no there's no 765 00:35:17.040 --> 00:35:20.760 wardrobe. Where I you know I do I tried out on stage and I go in 766 00:35:20.760 --> 00:35:23.430 I put on my other costume. Yeah this is this is the one you're 767 00:35:23.430 --> 00:35:24.000 stuck with this shirt. 768 00:35:24.000 --> 00:35:25.350 Johny Fernandez: Alright that's a good one. 769 00:35:25.350 --> 00:35:27.030 Sean Murray: This was irreversible. This is the no, 770 00:35:27.090 --> 00:35:30.090 the no chargeback shirt, there's no disputes. 771 00:35:30.150 --> 00:35:32.400 Johny Fernandez: Alright. So see you guys back at 10 o'clock, 772 00:35:32.400 --> 00:35:35.460 it's about 27 minutes from now. So, see you guys later.