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.