1 00:00:10.025 --> 00:00:12.555 Welcome back, and thank you guys so much for joining us. 2 00:00:12.775 --> 00:00:15.275 I'm excited today because I am in Southern California 3 00:00:15.305 --> 00:00:18.955 with the man who has been in this industry for a while, 4 00:00:19.215 --> 00:00:21.555 and you have seen the ups, you've seen the downs. 5 00:00:21.555 --> 00:00:22.715 We're gonna talk about all that. 6 00:00:23.095 --> 00:00:24.755 But for those that don't know you, go ahead 7 00:00:24.755 --> 00:00:26.555 and introduce yourself and who you're with. 8 00:00:26.785 --> 00:00:29.435 Sure. Um, I'm Patrick Onel. 9 00:00:29.815 --> 00:00:32.315 Um, I work for, uh, Balboa Capital. 10 00:00:32.525 --> 00:00:34.395 We're a division of Ameris Bank. 11 00:00:35.015 --> 00:00:38.635 Um, my title is, uh, senior Vice President, 12 00:00:39.175 --> 00:00:41.475 and I have responsibility for, uh, 13 00:00:41.535 --> 00:00:43.635 for our sales efforts here at Balboa Capital. 14 00:00:44.335 --> 00:00:46.675 All right. So let's start with the first question. Okay. 15 00:00:46.735 --> 00:00:49.355 So, you've been with Balboa Capital for quite some time. 16 00:00:49.355 --> 00:00:51.075 Mm-Hmm. You've seen all the changes. 17 00:00:51.255 --> 00:00:55.275 You've seen the lows, the highs, 2008, 2020. 18 00:00:55.495 --> 00:00:56.795 You, you've been through a lot. 19 00:00:57.495 --> 00:01:01.035 So how has Balboa changed from when you first started 20 00:01:01.255 --> 00:01:03.675 or from when the company first started? 21 00:01:03.825 --> 00:01:05.075 Sure. To where we're at now? 22 00:01:05.305 --> 00:01:07.515 Yeah. I've been, uh, with Balboa, 23 00:01:07.515 --> 00:01:10.915 I'm entering my 17th year now, so it's been a long time. 24 00:01:11.755 --> 00:01:16.635 I think Balboa Capital has evolved, um, mostly, 25 00:01:17.095 --> 00:01:19.955 um, through our investments in technology. 26 00:01:21.215 --> 00:01:24.875 Um, our technology allows us to, uh, 27 00:01:25.085 --> 00:01:26.955 reach our customers where they're at. 28 00:01:27.655 --> 00:01:29.835 Our technology has allowed, um, 29 00:01:30.215 --> 00:01:33.275 our broker partners convenience financing. 30 00:01:34.015 --> 00:01:38.115 Um, our, our, um, our value proposition to our, uh, 31 00:01:38.115 --> 00:01:40.715 broker partners is really about being 32 00:01:40.745 --> 00:01:41.995 easy to do business with. 33 00:01:42.125 --> 00:01:44.755 Right? There's the, there's the product offering, 34 00:01:44.775 --> 00:01:46.395 and you've gotta be very competitive. 35 00:01:47.055 --> 00:01:49.475 But we always strive to be their choice. 36 00:01:49.905 --> 00:01:53.195 When they think of us, they, we'd like to think 37 00:01:53.195 --> 00:01:55.755 that they would, um, um, consider us 38 00:01:55.815 --> 00:01:57.875 as somebody who's easy to do business with. 39 00:01:58.215 --> 00:02:00.555 So, since 2020, there's been a lot 40 00:02:00.555 --> 00:02:01.915 of changes in this industry. 41 00:02:02.455 --> 00:02:05.075 So let's talk about what those changes look like 42 00:02:05.255 --> 00:02:08.155 and also the changes in the industry here in California 43 00:02:09.175 --> 00:02:12.835 At the height of C-O-V-I-D, um, the, the business went 44 00:02:12.835 --> 00:02:14.035 to a, a standstill. 45 00:02:14.735 --> 00:02:16.955 Um, over the last couple of years, though, 46 00:02:17.535 --> 00:02:19.795 the business has come back, come back with a, 47 00:02:19.795 --> 00:02:24.235 with a vengeance, and, um, um, I think over the last, 48 00:02:24.575 --> 00:02:28.915 uh, year, the most significant change has been the, uh, 49 00:02:29.075 --> 00:02:30.275 disclosure requirements. 50 00:02:30.285 --> 00:02:32.435 California started it, uh, 51 00:02:32.615 --> 00:02:34.955 New York followed a suit right away. 52 00:02:35.575 --> 00:02:39.675 And, uh, many other states have, uh, done, have gone away 53 00:02:39.695 --> 00:02:40.755 as, as California. 54 00:02:41.335 --> 00:02:43.115 Um, I would say that the, uh, 55 00:02:43.215 --> 00:02:46.115 the new disclosure laws has been the most significant 56 00:02:46.115 --> 00:02:48.515 change, uh, over the last couple of years. 57 00:02:49.055 --> 00:02:52.995 And what has been the reaction to, you know, 58 00:02:53.095 --> 00:02:54.955 the company from within the company 59 00:02:55.065 --> 00:02:56.635 regarding those disclosure laws, 60 00:02:56.655 --> 00:02:59.445 but then also how have people have your clients, 61 00:02:59.445 --> 00:03:02.285 your business, the business partners, everyone around you, 62 00:03:02.385 --> 00:03:03.765 how have they reacted to it? 63 00:03:03.945 --> 00:03:06.085 Um, 'cause a lot of people said that this is hard. 64 00:03:06.085 --> 00:03:08.365 They're like, you know, this is gonna be impossible. 65 00:03:08.365 --> 00:03:09.645 This is gonna ruin the industry. 66 00:03:09.645 --> 00:03:11.685 There, there's been a lot of common, so 67 00:03:11.685 --> 00:03:12.765 what have you seen personally? 68 00:03:12.765 --> 00:03:14.765 Right, right. Thankfully, though none 69 00:03:14.765 --> 00:03:17.205 of those fears have come to fruition. 70 00:03:17.825 --> 00:03:21.365 The business has, um, uh, continued to thrive 71 00:03:23.125 --> 00:03:24.405 specific to Balboa Capital. 72 00:03:24.405 --> 00:03:27.565 Because we are a division of Ameris Bank, 73 00:03:28.305 --> 00:03:31.565 we are exempt from all of these new disclosure laws. 74 00:03:32.075 --> 00:03:36.005 What we've seen, uh, the, the industry in general though, 75 00:03:36.505 --> 00:03:38.285 is they've, they've adapted to it. 76 00:03:38.825 --> 00:03:43.645 The industry has done a good job of following, uh, 77 00:03:43.705 --> 00:03:44.845 the new regulations. 78 00:03:45.185 --> 00:03:46.885 And I, I, I don't think 79 00:03:46.885 --> 00:03:49.525 that anyone has really suf suffered any kind 80 00:03:49.525 --> 00:03:52.205 of a consequence because of the new disclosure laws. 81 00:03:52.905 --> 00:03:55.685 So let's talk about maximum efficiency, 82 00:03:55.685 --> 00:03:57.605 because that is something that you need 83 00:03:57.605 --> 00:03:59.645 to have in this industry in order for you to succeed. 84 00:03:59.695 --> 00:04:01.685 Right. In order for you to get to that next level. 85 00:04:02.145 --> 00:04:03.925 So the first question is, do you think 86 00:04:03.925 --> 00:04:07.005 that this industry is up to par, uh, 87 00:04:07.075 --> 00:04:08.445 with maximum efficiency? 88 00:04:08.465 --> 00:04:11.285 Do you think we're behind? Do you think we're ahead of it? 89 00:04:11.455 --> 00:04:14.525 Where do you see, um, first of all, the industry, 90 00:04:14.525 --> 00:04:16.205 and then second about where do you see Balboa? 91 00:04:16.395 --> 00:04:18.965 Yeah, s it's, it's very competitive. 92 00:04:19.185 --> 00:04:22.405 And, and I think that you, uh, uh, I think that the industry 93 00:04:22.465 --> 00:04:26.085 as a whole has been very resilient in terms of, uh, 94 00:04:26.085 --> 00:04:28.845 keeping pace with, um, with technology. 95 00:04:29.265 --> 00:04:31.685 At Balboa Capital, we are heavily 96 00:04:32.285 --> 00:04:35.045 invested in new technology, right? 97 00:04:35.395 --> 00:04:39.725 It's not only about our ability to be easy 98 00:04:39.825 --> 00:04:44.365 to do business with, um, for our, uh, broker partners. 99 00:04:44.835 --> 00:04:47.405 It's also about employing technology 100 00:04:48.315 --> 00:04:50.725 that helps mitigate risk. 101 00:04:51.915 --> 00:04:54.525 It's about being easy to do business 102 00:04:54.555 --> 00:04:56.845 with from the end user perspective. 103 00:04:57.705 --> 00:05:00.365 So we are committed 104 00:05:00.385 --> 00:05:04.125 to having an even stronger presence in this space, 105 00:05:04.745 --> 00:05:07.805 and we are convinced that the way to get there is 106 00:05:07.825 --> 00:05:11.045 to continue to do what we've done, which is to invest 107 00:05:11.625 --> 00:05:12.685 in, in technology. 108 00:05:13.065 --> 00:05:16.125 So, you've probably seen a lot of data this year, 109 00:05:16.305 --> 00:05:18.965 and then you've been in this industry for many years. 110 00:05:19.385 --> 00:05:22.365 So what trend specifically would you say, uh, 111 00:05:22.365 --> 00:05:24.605 would surprise people, uh, in 2023? 112 00:05:25.185 --> 00:05:27.565 Um, I don't know that there's a trend 113 00:05:27.635 --> 00:05:29.605 that would necessarily surprise people. 114 00:05:29.705 --> 00:05:33.045 So we all know that the trucking industry, for example, has, 115 00:05:33.185 --> 00:05:35.085 uh, faced many challenges. 116 00:05:35.625 --> 00:05:39.445 Uh, most recently. I think these trends tend to come and go. 117 00:05:39.725 --> 00:05:43.565 I think in terms of the data that we see, it's not 118 00:05:43.585 --> 00:05:46.845 so much important that you have the data, as, as it is. 119 00:05:47.115 --> 00:05:49.285 What do you do with the data, right? 120 00:05:49.985 --> 00:05:52.845 How do you use that data to, um, 121 00:05:53.385 --> 00:05:55.365 be more competitive, right? 122 00:05:55.545 --> 00:05:57.765 How do you use that data so 123 00:05:57.765 --> 00:06:00.885 that your value proposition is strengthen, strengthened? 124 00:06:01.345 --> 00:06:04.045 For sure. We've seen a lot of data having been in business 125 00:06:04.185 --> 00:06:06.685 for as long as we have 34, 35 years. 126 00:06:07.345 --> 00:06:10.525 Um, but we, we go out of our way to make sure that we are, 127 00:06:11.185 --> 00:06:12.485 um, analyzing the data, 128 00:06:12.545 --> 00:06:14.565 but more importantly, we're taking action 129 00:06:14.625 --> 00:06:16.205 to help us become more competitive. 130 00:06:16.825 --> 00:06:19.365 So what is that data saying nowadays? 131 00:06:19.685 --> 00:06:22.085 I mean, what have you, what could you share that, 132 00:06:22.115 --> 00:06:25.285 that you would say, like the data showing specifically 133 00:06:25.425 --> 00:06:27.245 for the people that you're doing business with now? 134 00:06:27.355 --> 00:06:30.605 Yeah. So, um, from a Balboa Capital perspective, 135 00:06:30.775 --> 00:06:33.005 we're seeing our working capital 136 00:06:33.145 --> 00:06:36.285 or MCA business continue 137 00:06:36.385 --> 00:06:40.805 to gain share within the overall business at BBO Capital. 138 00:06:40.985 --> 00:06:44.285 And we, we see that trend continue to grow. 139 00:06:44.945 --> 00:06:49.845 So, uh, we're very optimistic that, um, um, we will continue 140 00:06:49.865 --> 00:06:52.365 to grow that part of our business. Let's 141 00:06:52.365 --> 00:06:53.645 Talk a little bit about technology. 142 00:06:54.025 --> 00:06:56.125 Balboa focuses a lot on technology, 143 00:06:56.305 --> 00:06:59.605 and with technology comes things like chat, GBT, ai. 144 00:06:59.945 --> 00:07:02.045 So is that something we should be afraid of, 145 00:07:02.225 --> 00:07:03.525 or should we embrace it? 146 00:07:03.705 --> 00:07:06.285 And how have you guys embraced that here at Balboa? 147 00:07:06.475 --> 00:07:08.245 Yeah, it, it, it's coming 148 00:07:08.545 --> 00:07:10.645 and I think it, well, it's here, right? 149 00:07:10.695 --> 00:07:12.165 Right. And, and I think 150 00:07:12.165 --> 00:07:14.685 that you'd be doing yourself a disservice if you 151 00:07:14.825 --> 00:07:16.165 viewed it as a threat. 152 00:07:16.925 --> 00:07:19.765 I think the right approach is to view it as an opportunity 153 00:07:20.465 --> 00:07:23.725 to provide better customer service, to provide an avenue 154 00:07:23.945 --> 00:07:27.245 by which, uh, you're providing answers in a much quicker 155 00:07:27.345 --> 00:07:30.165 and much more accurate way to your customers, right? 156 00:07:30.185 --> 00:07:33.805 So we see that today in chat boxes, right? 157 00:07:34.105 --> 00:07:35.365 Uh, how can I help you today? 158 00:07:35.985 --> 00:07:38.765 AI or machine learning, we're hoping, um, 159 00:07:39.255 --> 00:07:41.725 helps us become more efficient, right? 160 00:07:41.785 --> 00:07:44.165 And maybe in terms of, uh, how quickly 161 00:07:44.345 --> 00:07:47.365 and how accurately pro we provide credit decisions, 162 00:07:47.695 --> 00:07:52.165 we're able to, uh, answer our customer's questions, um, 163 00:07:52.705 --> 00:07:56.325 in a much faster way, uh, employing those technologies. 164 00:07:56.585 --> 00:07:58.525 So we're fully embracing it. 165 00:07:58.745 --> 00:08:01.645 And, um, um, I'm no techie, 166 00:08:01.665 --> 00:08:06.165 but I, I see it, uh, becoming a much bigger part of, of 167 00:08:06.385 --> 00:08:10.125 how we engage with our customers and our broker community. 168 00:08:10.425 --> 00:08:13.565 And have you guys had any specific new technology brought 169 00:08:13.675 --> 00:08:16.405 into BBO to embrace and in, and, 170 00:08:16.465 --> 00:08:19.405 and really capitalize on things like chat, 171 00:08:19.565 --> 00:08:20.925 GPT, AI or any of that nature? 172 00:08:21.055 --> 00:08:25.725 We've had conversations about, um, um, chat boxes and, 173 00:08:25.825 --> 00:08:29.405 and, um, providing a, um, a, a quicker, uh, 174 00:08:29.405 --> 00:08:33.445 and more accurate, uh, answers to, um, to our, uh, 175 00:08:33.795 --> 00:08:35.005 fielded from our customers. 176 00:08:35.185 --> 00:08:36.205 Uh, I think a lot 177 00:08:36.205 --> 00:08:38.565 of the investments we've made in technology has been 178 00:08:38.565 --> 00:08:43.165 around risk mitigation, doing a whole lot more, um, to, 179 00:08:43.545 --> 00:08:45.365 um, identify fraud 180 00:08:45.505 --> 00:08:47.685 and perhaps more, more importantly, um, 181 00:08:47.755 --> 00:08:49.125 prevent fraud, right? 182 00:08:49.655 --> 00:08:53.205 There are, uh, technologies that allow us to connect 183 00:08:53.205 --> 00:08:56.845 to the DMV, social Security Administration, all 184 00:08:56.845 --> 00:08:59.765 of those things that did not exist, uh, 185 00:08:59.765 --> 00:09:01.045 just a couple of years ago. 186 00:09:01.145 --> 00:09:04.125 So most of our investments have been around that, 187 00:09:04.225 --> 00:09:09.125 and it's, it's, um, not only has it mitigated the, the, uh, 188 00:09:09.135 --> 00:09:12.845 fraud risk, it's also made us a lot easier to do business 189 00:09:12.845 --> 00:09:16.125 with because we're able to turn around credit, uh, 190 00:09:16.125 --> 00:09:17.485 applications a lot quicker, 191 00:09:17.785 --> 00:09:20.645 and we're able to fund transactions in a much quicker way. 192 00:09:21.425 --> 00:09:23.525 So let's talk about, about, you know, 193 00:09:23.525 --> 00:09:26.445 funding those transactions, doing business recovering 194 00:09:26.495 --> 00:09:27.685 after, you know, 195 00:09:27.685 --> 00:09:30.045 the business being at a standstill in 2020 mm-Hmm. 196 00:09:30.265 --> 00:09:33.605 Uh, the new disclosure, uh, situation. 197 00:09:33.745 --> 00:09:35.965 You know, the, that a lot of people are saying 198 00:09:36.555 --> 00:09:38.405 it's challenging, you know, in other states, 199 00:09:38.625 --> 00:09:40.685 or, you know, they're kind of hesitant. 200 00:09:40.685 --> 00:09:41.965 Other people are embracing it. 201 00:09:42.345 --> 00:09:45.485 Do you personally see that as a challenge 202 00:09:45.505 --> 00:09:47.125 and a threat to the industry? 203 00:09:47.345 --> 00:09:51.845 Or is it something that it's a good service for the 204 00:09:52.045 --> 00:09:53.045 Industry? Oh, I, I 205 00:09:53.045 --> 00:09:54.445 think it, it makes us 206 00:09:55.075 --> 00:09:57.725 that much better when we embrace it, right? 207 00:09:57.945 --> 00:10:02.485 To the extent that we're disclosing, um, all of the aspects 208 00:10:02.545 --> 00:10:05.765 of the transaction to the customer, that that can only help. 209 00:10:05.885 --> 00:10:07.885 I don't see how that can hurt, right? 210 00:10:07.985 --> 00:10:12.725 And so we've seen companies who embrace it, um, thrive, 211 00:10:13.305 --> 00:10:14.605 and we've seen companies 212 00:10:14.705 --> 00:10:17.725 who do not embrace it, struggle with it. 213 00:10:17.915 --> 00:10:20.405 It's really a matter of training your salespeople 214 00:10:21.145 --> 00:10:24.045 to answer questions, where in the past, 215 00:10:24.155 --> 00:10:26.245 they may not have had to answer it. 216 00:10:26.395 --> 00:10:29.085 Yeah. Right. So it's, it's, you've gotta change. 217 00:10:29.265 --> 00:10:31.245 If you don't change, if you don't 218 00:10:31.255 --> 00:10:32.645 adapt, you're gonna struggle. 219 00:10:33.905 --> 00:10:37.005 So you guys are not in a place 220 00:10:37.005 --> 00:10:38.325 where you guys are struggling right now. 221 00:10:38.425 --> 00:10:42.125 Mm-Hmm. What does the future hold for Balboa Capital? 222 00:10:42.545 --> 00:10:45.165 You know, where do you guys see yourself in the next five, 223 00:10:45.185 --> 00:10:46.965 10 years in an industry that's always 224 00:10:47.245 --> 00:10:48.245 Evolving, right? 225 00:10:48.275 --> 00:10:52.525 Yeah. Well, we're hoping that, um, as, uh, 226 00:10:52.855 --> 00:10:55.525 there is this ebb and flow in terms of, uh, 227 00:10:55.585 --> 00:10:58.085 how the economy is doing, that we are in a position 228 00:10:58.505 --> 00:11:00.045 to continue to be there, right? 229 00:11:00.065 --> 00:11:04.405 We take great pride in being consistent in being there 230 00:11:05.025 --> 00:11:06.925 during the good times and the bad times. 231 00:11:07.345 --> 00:11:10.805 And, and everything that we do is about, about that. 232 00:11:11.305 --> 00:11:15.205 We are very bullish on, uh, our working capital business, 233 00:11:15.225 --> 00:11:16.285 our MCA business. 234 00:11:16.385 --> 00:11:21.205 And, and I think, um, all of the indicators, uh, point to 235 00:11:21.585 --> 00:11:24.725 to that we engage with our partners 236 00:11:25.315 --> 00:11:27.085 that have in fact made us better. 237 00:11:28.105 --> 00:11:32.845 And I'm happy that, um, our organization is one that, 238 00:11:33.305 --> 00:11:37.165 uh, accepts, um, the shortfalls where they, 239 00:11:37.165 --> 00:11:39.605 where they exist, uh, we act on those. 240 00:11:40.305 --> 00:11:44.005 Um, and we're always going to our partners 241 00:11:44.105 --> 00:11:47.085 and ask them, um, to provide us with feedback. 242 00:11:47.195 --> 00:11:48.685 What are the things that we do well? 243 00:11:48.755 --> 00:11:50.325 What are the things that we don't do well? 244 00:11:50.465 --> 00:11:55.285 And in, in order for us to continue to pro provide the, the, 245 00:11:55.425 --> 00:11:58.885 the value that we do, we've gotta continue to evolve. 246 00:11:59.215 --> 00:12:03.765 We've gotta continue to see what the, 247 00:12:03.795 --> 00:12:06.405 what the market, uh, will bear, right? 248 00:12:06.545 --> 00:12:08.965 And so if, uh, changes need to be made, 249 00:12:09.015 --> 00:12:10.845 we've been very quick to make those changes. 250 00:12:11.625 --> 00:12:14.285 Um, it's, it's about having the product 251 00:12:14.755 --> 00:12:15.925 that people will buy. 252 00:12:16.075 --> 00:12:20.645 It's also, um, instilling trust that, uh, 253 00:12:20.705 --> 00:12:22.085 you will always do the right thing. 254 00:12:22.185 --> 00:12:24.725 And, and, um, we hope to continue to do that. 255 00:12:25.185 --> 00:12:26.885 And what's been some of the feedback you guys have 256 00:12:27.125 --> 00:12:29.485 received from your clients, uh, you know, 257 00:12:29.485 --> 00:12:31.885 within the last year or two as everything's changed? 258 00:12:32.135 --> 00:12:35.325 Right. Um, I think the, the most common feedback 259 00:12:35.715 --> 00:12:39.725 that I've received, um, as I engage with our vendor partners 260 00:12:39.745 --> 00:12:43.565 and as I attend the bank, is that they'd like 261 00:12:43.745 --> 00:12:44.885 for Balboa Capital 262 00:12:45.025 --> 00:12:47.845 to be their partner in the working capital space, 263 00:12:47.945 --> 00:12:51.805 but also help them expand into equipment finance, 264 00:12:51.805 --> 00:12:54.925 because that's kind of who we were or who we are, right? 265 00:12:55.145 --> 00:12:57.325 We were an equipment finance company first 266 00:12:57.785 --> 00:13:01.005 before we entered the, uh, the working capital space. 267 00:13:01.065 --> 00:13:04.445 And so we've had many partners, um, ask us 268 00:13:04.985 --> 00:13:09.485 to help them make equipment finance a bigger part of 269 00:13:09.485 --> 00:13:12.765 what they do, and we take great pride in, in, 270 00:13:12.825 --> 00:13:14.565 in the business that we've built there. 271 00:13:14.665 --> 00:13:18.205 And, uh, yeah, it, it's, uh, if it's an, 272 00:13:18.205 --> 00:13:19.845 if it's another avenue for us 273 00:13:20.465 --> 00:13:23.725 to further strengthen our relationships, then, then, um, 274 00:13:24.095 --> 00:13:26.125 we're very excited to continue to do that. 275 00:13:26.585 --> 00:13:30.085 All right. So how does one succeed in this industry? 276 00:13:32.225 --> 00:13:33.645 Uh, tough question. 277 00:13:33.745 --> 00:13:37.765 Uh, Johnny, I, I, I think it's, it's really about knowing 278 00:13:37.905 --> 00:13:39.365 who you are first, right? 279 00:13:39.545 --> 00:13:41.045 You can't be everything to everyone. 280 00:13:41.205 --> 00:13:44.045 I think, I think many businesses, uh, fail 281 00:13:44.205 --> 00:13:46.525 because they try to be everything to everyone. 282 00:13:46.985 --> 00:13:50.445 You've gotta be very comfortable as to who you want to be. 283 00:13:50.705 --> 00:13:52.485 How are you gonna service your customers? 284 00:13:52.665 --> 00:13:56.005 How, what kind of value are you gonna provide 285 00:13:56.715 --> 00:13:58.725 your broker community, for example? 286 00:13:59.185 --> 00:14:00.365 And you've gotta stick to that. 287 00:14:00.785 --> 00:14:02.365 And, and you've gotta be comfortable. 288 00:14:03.385 --> 00:14:04.645 You're gonna have to say no 289 00:14:05.265 --> 00:14:07.205 to some potential partners, right? 290 00:14:07.205 --> 00:14:10.005 Because what they're looking for is just not something 291 00:14:10.275 --> 00:14:12.685 that you're able to provide or provide well. 292 00:14:13.225 --> 00:14:15.925 And so I think being true to yourself and, 293 00:14:15.945 --> 00:14:19.885 and what, what you wanna be when you grow up, so to speak, 294 00:14:20.045 --> 00:14:21.205 I think is really key. 295 00:14:21.875 --> 00:14:23.485 Well, thank you so much for your time 296 00:14:23.665 --> 00:14:25.605 and for all the information you gave, 297 00:14:25.605 --> 00:14:28.365 because I know that everyone watching this is gonna take 298 00:14:28.365 --> 00:14:31.245 advantage of the nuggets of wisdom that you shared with us 299 00:14:31.245 --> 00:14:33.765 because you've been through it all, the ups, the downs, 300 00:14:33.765 --> 00:14:35.525 you've seen it all, and you continue 301 00:14:35.525 --> 00:14:37.965 to succeed in this space. So thank you so much. 302 00:14:38.265 --> 00:14:39.765 No, thank you for stopping by.