Them: He has these like the mastermind behind what he wants to see happen. Yeah, definitely. Definitely. He shared it with me at the innovation summit. But it was, you know, trying to accomplish, but definitely it was definitely something that he created. So he would. Be the best person to explain exactly. You know, what he needs. Accomplished his goal. Okay. Me: Yeah, maybe even Keon, I’m happy to do a short introduction just even from hearing from you and Peter just like more about TSI. But I mean, we’ve been at TSIB customer for. I don’t know, three years, two years. Now the company’s only been going for that long. So we’ve been longtime customers of y’all, but I run the business. We’re a data and AI consultancy. So hey Andrew. Just doing like first intro. So yeah, so I’m based here in Austin. We have about. 23 or 24 people sort of mix of both data engineers and AI engineers on the team. You know, I feel like we’re tackling internally a lot of the same problems. That a little bit that I heard from Ian about some of the things that y’all are tackling. And really our bread and butter is on the data side. And in the last few years, we have used a lot of AI to help grow our business and get clarity on our objectives. And we found our methods are working a lot for clients as well. And so over the past like year and a half or so, we’ve developed a set of AI services that we’ve been deploying to customers. That’s a mix of training. That’s a mix of strategic thinking about how to deploy AI, how to think about security and risk. You guys are very familiar with that. And then also the implementation. Right? Like choosing, should we choose cloud cowork? Should we build something our own? And I think. None of this world is really well figured out yet, but I think TSIB, just the fact that you guys are thinking about it, you’re ahead of the game. And the fact that you’re actually like spending time even on this call, like trying to find a path forward, I think is, you know, we’re finding that still clients are just. Thinking about whether to use AI or not. So even just to like move forward in this direction, you’re going to see that in the next few years, it’s like a massive competitive advantage. I think in, you know, long run, everybody’s going to adopt this technology. But the fact that you want to be the first, it comes with risk. But of course, like there’s a huge opportunity. So yeah, just love to kind of hear what everyone else does at TSIB. And of course I’m here. To just see how I can be helpful. Them: Sure. I don’t need much of an introduction, Uttam. You know who I am. I’m your, I’m your risk advisor. So, yeah, you can keep it at that. On to the next. Oh, sorry. Go ahead. Go ahead. All right. Oh, thanks, feet. So, yeah, I’m Keon. I’m the accounting manager here at TSI. B. So just to give you a little introduction of, I’m sure Ian has already told you this. We were at. Innovation Summit for basically how we can utilize AI at the company. And, you know, your name came across discussion. So, you know, we definitely are in that realm of utilizing AI. To fullest capabilities and are interested to hear more of what you can do. As well. Sorry, Pete. Go ahead. All right. No, no, thank you. So. Hi. How are you? I’m Pete D’Aloya. I’m our director of business development. So I kind of get involved in a little bit of everything. And Andrew and myself and Keon, we got together at that summit. And as a matter of fact, I think Ian called you or emailed you during the summit, if I’m not mistaken. I think it was while we were all sitting there, but certainly looking forward to see, you know, you know, what may be out there for us. And, and certainly interested to hear what you have. Me: Thank you. Them: And I’m Andrew pangalos. I’m one of the directors here. You know, overseeing, you know, teams that are responsible for basically our, our biggest clients. Bottom line is we’ve got some, some ideas, we’ve got some stuff that we were hoping AI can assist us in. And we’re just, we’re running into challenges, quite honestly, Ian seemed to think that you guys have solutions to the challenges we’re, we’re faced with. So. Very, very keen to see what, what you guys were up to. So good to meet you. Me: And that’s a really helpful context. I mean, part of today’s conversation is just for me to get a good lay of the land of where you guys are at in your journey. I mean, again, I think our advantage is that everything that we do for clients on the AI side is born out of stuff we’re doing for ourselves. We are just like y’all in client service, which is much different than in software. Like we are directly interfacing with all of our clients just like y’all are and trying to build relationships and trust. And so we use AI throughout the entirety of a client’s journey, you know, with Brainforge, whether that’s in helping speed up the sales cycles. To the legal and finance side, to client onboarding, as well as when it comes down to delivery and renewal and expansion conversations. You know, so some of the things that just knowing Ian, you know, some of the opportunities that we’ve talked about in the past are, hey, can we gather transcripts to help the like supplemental application process move faster? Can we actually help account managers be prepared for renewal conversations? You know, can we understand risk on the client side better? Can you use AI to help understand your portfolio better? So there’s certainly like a lot of opportunities, but we are, I would say we think about just in like, oh, you can send an email or we’re actually thinking about as a deployed system. But kind of the other thing that we also think about is data security really, really heavily. It’s also the fact that for your team, I’m sure everybody at TSIB is resourceful. They’re going to be using chatbot and claude and just finding ways to, you know, sort of speed up their work and do better for clients. And so how can the leadership have a, you know, defined approach? In providing a tool to everybody that works? That is govern, you guys can actually measure what people are doing and it’s secure. You know, the biggest risk and, you know, we have cyber with you guys is exactly that is people throwing in client documents into, you know, free or open source models. It’s also the fact that those outputs are going into clients or being used for decision making. And so yeah, I mean, I guess for me, I just. Have questions to hear from y’all and maybe Andrew, you may have the most context on this or Peter on just what happens, some of the challenges are, I’m just curious to hear like what you all have been trying and just kind of place where you guys are at on sort of the spectrum. Them: Yeah. You know, we, we have, so we’re, we’re heavy on data, right? We’re, we’re data driven. And we both aggregate a ton of data. We use it, we manipulate it, we present it forward into something that looks like information, you know, to, to our. To our clients. What, what ends up happening, though, is process. Is, is manual. Right. Lots of Excel sheets. A lot of duplicate products. Right. So we’re taking data that could potentially be plugged in in multiple different places. Multiple different products that we put forward, different stakeholders receive different versions of some of the stuff that we’re doing. And what became evident to us is there are some efficiencies that could, could definitely be realized. Probably, you know, simpler, you know, than, than it seems. You know, if we’re able to unpack it all. But there’s only so far that, you know, dynamic and length were, you know, excel worksheets can, can get to. Right. And so, you know, we’re trying to figure out what’s the best way to a receive in the data that we need. Reduce the documents and produce the output that we need to put out there, but also. Having that information and those products. Be communicated out and, and be a little more Dynamic into departmentally and, you know, throughout the, the various systems that we use. So, you know, just, just makes a ton of sense to, to explore this further. And that was like for more context. Uttam that, like, as soon as we were having these discussions, and I think that, I mean, it was great to see, you know, everybody all the way up to the president being like, hey, let’s get together. Let’s talk about AI data, all this initiative and, like, you know, get some time together so we can really think about how to move forward. And it, it kept coming back to the, the scenario. We have so many different tools, so many programs, you know, data siloed between different departments at TSIB and, you know, our largest clients, you know, we’re sitting on gold mines of data that, you know, could be turned into actionable insights in, in many ways that I’m sure a lot of us aren’t even aware of yet. And, you know, just taking full advantage of that and actually putting, like, one foot in front of the other to, you know, have these conversations. I think it’s like perfect timing, serendipitous. You guys are amazing at what you do. And I’ve seen it. I’ve seen your growth over the last three years as well, you know, being, being your broker and your risk advisor. So it was like, what better, what better introduction to make than this? Pete and Keon and Ian, thanks for that. The p and Keon. I mean. Did I capture kind of what, what we were chasing after when we met a couple of weeks ago. Yeah. You know, it’s, it, it’s just stuff that, you know, like Pete, Peter’s on the front end of all, of all things, right? In business development. He sees a lot, he gets his hands on a lot of data. A lot of the data that, that he gets his hands on ends up flowing through to my team and, and my workflows and processes, products that we produce. And then Keon kind of sees everything on, on the back end. And it’s very. Me: Yeah. Them: It’s a corridor. Right. And, and the truth is, is that. I think that it makes sense that that corridor become more spherical. Right. It, it’s, I, I want Keon in, in the loop earlier. And I want him in as early as, as pizza in, and I want to be in as early as pizza, and I want Peter see, you know, things that happen on the, quote unquote back end. This thing should, should really be dynamic, right? It should all be working together simultaneously. And, and, like, we’re there. Like, we got all these pieces, but there’s a nucleus to this thing that it’s going to pull everything in. And we’re not, we’re just not there. Right. We’re not, we’re not there and how that’s going to work. Me: I mean, it makes sense. I feel like we oftentimes find a lot of our clients in a very similar position and maybe I can even just share like a couple of slides that will just hopefully visualize a little bit of this. But honestly, this is something that’s unique to every, you know, client or folks that we’re working with. And so a couple things just like about, you know, us that I’ll share. Again, like we’ve, you know, me and my business partner, our whole team, we’ve worked for a number of, you know, companies, both small startups as well as, you know, much larger situations. Them: Yeah. Me: Tackling data challenges. And so it’s actually really amazing to hear that you guys are so super forward on data. Usually, as you know, like nothing could happen in AI without the right context. And so you’re going to see that today I’m going to continue to come back to the fact that the really the two pieces of matter is the right accurate context. At the right time. To produce the right output. And the middle piece like Claude versus open AI, it’s actually the easiest decision, or I guess would say like the decision that I think really is just like a footnote, making sure that you have your, whether it’s SharePoint data, whether it’s Google drive, whether it’s your outlook, whether it’s your databases, your CRM, all available, right, to the right folks when they’re asking AI a question. And then also nailing the fact that they may produce a certain output. Whether that’s a email, whether that’s an SOW, a scope of work. Strategy or research, right? And so part of that is this takes definitions to make sure that every output that you’re working on is really accurate. And so kind of like our position and the reason we lead with this is we lead everything with measurement. You know, there’s one thing where you can just turn on chatbots and hand it to everybody. But one of the things that we really try to propose is you measure as much as possible. So we have several clients for where every week and now every day we’re looking Looking at who’s using AI, what are they using the outputs for, how accurate are the results? And yes, ideally you want to see that the response times are going down, there’s more usage, but from the beginning of any project, we’re super measurement forward. This isn’t like a, hey, let’s just show a prototype of us getting a PDF thing out there and cool it works. Let’s do something. It’s always like, what are the KPIs that we’re trying to effect? And is AI one of the tools that we can use to get there? That may be like people, that may be culture, that may be training, and then maybe some AI engineering. But it’s typically all of those. I think as you guys explore partners here, we always try to come across as extremely, extremely practical. The fact that we are AI and data folks, and we’re going to use our tool set to accomplish your objective. But we’re not going to fit AI into every hole. Some of this is cultural. Some of this is just training and showing people how to use and think about leveraging AI. And some of this is technical. And so that’s sort of always been our approach. One thing that we also talk about is integrations, whether that’s TSIB has their own platform, whether that’s right in teams, where I know that y’all do a lot of work in or an email. And so part of this is making it really easy for folks to use the AI in a governed environment, not in sort of a third party tool somewhere, actually just wherever IT already centralizes what we call like knowledge work. And kind of have a couple things on just like some of the tools that we work on. But I think this is a good example of a flow where you have a bunch of data, whether that’s your CRM. If you guys are using gong or something similar for a meeting recordings, you have a snowflake or a database for analytics, making sure that that flows into a place where you can embed that AI pipeline, you could host your models. And then actually people can ask questions. This could be as simple as like, tell me about this customer or when is their renewal. It could be help me prepare a case for renewal or help you strategize on ways for us to be a better partner. Give me some research on company changes. You know, and again, you guys know your business much better than I do, but just a couple of examples. And then can you get it? To the output? Is that an email PDF? Is that a deck? And so part of this is where we are just a partner. We can’t come into TSIB and say this is the number one use case. If you guys deliver this, everything is going to change. It’s actually what we require of y’all. And what we do is say, okay, here are TSIB’s objectives. I think AI is going to be really suited to affect this. There may be other things where, hey, I don’t think that’s an AI problem. And that’s what out of a partner you’re going to get someone that’s kind of honest with that. I think a lot of people in the AI kind of consulting world are like throw AI at everything. We’re really not like that. If we can’t win, we’re not going to, you know, we’re not going to take that work and try to deliver for y’all. So that’s just a little bit of this. I’m happy to send this over. This has a lot of like case studies on some of the things that we’ve done. Them: True. Me: But really, like I think. If I could just say like why us and like I think why I feel like we’re an interesting partner in terms of AI work is we’re sort of a full stack team. We’re not only, hey, we’re just a dev shop. Like in fact, we don’t take on any work that is like dev shop build me this little app. All of our stuff is owned relationships. All of our people are brainforged people. And we start with a lot of our clients on just like discovery and strategy. And then we see, okay, are there pieces that our team can implement? Are there pieces that internally at TSIB, your team can implement? Are there any other external vendors that, you know, we need to go source. But again, I think where you’re going to find a lot of our clients really like us is we’re not the average like consultant. We’re not just like, oh, you tell us what to do and we’re going to bill every single hour and just like, that’s not my background either. Like I’m in, I’m an engineer. And we try to take on tasks that we know we can knock out of the park. That could be, hey, let’s run a workshop with a specific team that we know is very AI forward or a specific team that maybe is on fire and needs help to first. Or that could be all the way down to like, okay, let’s build that up a proof of concept. Let’s build an MVP. So yeah, I’m happy to send this. That’s just a little bit of a spiel about like how we’re thinking about the problem. I’m interested in any of that like hit the mark or if there’s, you know, I would love to take that framing and implant it onto, you know, some of the challenges that you guys just described. Them: Yeah, no, it’s definitely, definitely what the appetite. I, I’d actually be curious. So I saw, you know, some of the stuff that you just showed. How many, I guess, clients have you worked with in the insurance space? Me: We have worked with one other client in the insurance space. We in professional and sort of business services in general. We have several clients that we’re working with. Them: Good. Me: So again, I guess I’d be curious to hear like we have worked with a lot of folks and client service, but we have some stuff in real estate. We have a lot of legal and healthcare. You know, a good part of our businesses in e-commerce, CPG. But again, very data driven, but also very process driven. And where there is a client at stake, right? Them: Yeah. You know, the insurance. The insurance space is, it’s process driven. It’s heavily regulated. Right. So you’ve got, you’ve got that piece. Understanding or even having a rudimentary understanding of the insurance cycle, like how that works. It’s very, very long cycles, right year, multi years. This isn’t stuff that Cycles through daily or weekly or monthly. Me: Yes. Them: These are long cycles, annual Cycles. And, you know, the process can be, can be a little robust. So, yeah, the fact that you’ve got some, some experience and some, some awareness that that will be beneficial. Me: And of course we’re aware of our process with TSIB. Right. And I learn everything I know about business insurance from Ian. I don’t, I don’t know anything. And I just know a little bit to like sign the paper and be like, yes, you know, but in fact, I’m aware of how it’s impacted our like as a client. Them: Right. We’re not. Yeah. Me: I’m really well aware of the moments in where we needed TSIB and how it affected our deal flow and our success. I’m an R risk. Them: Sure. Me: And so I’m certainly aware from the client side what it was to purchase, renew and understand. And then certainly in working within healthcare and legal, we’ve worked in fairly regulated more. Like, you know, robust industries where there’s like, okay, methodically, let’s go through, you know, the process. Them: Okay. I, I’ve capitalized on the little air time that we have here. I was going to say, I want to, like, Keon and Pete kind of chat here. Yep. No, thank you. So, yeah, I have a question in regards. So what is, like, what is your typical interaction with these companies? Is it more so getting, getting them introduced to AI, or is it, you know, more of a. Is it like building them their own data center within the company? Like what, you know, what type of interactions are you typically having? Me: Yeah. So we almost on both the data and AI side, we come across as like almost a team as a service. So a team is, can be anyone from like someone at my level, it’s more on the strategy and like the architecture and the team building and the roadmap setting all the way down to like the engineer. You know, and I think for clients, what that means is like we kind of like are able to do all of those pieces. And having one vendor to do that is really nice. Additionally, again, a lot of what we’ve done on the AI side, we have adopted internally, whether it is from my angle, like how am I thinking about the KPIs for the business affected by AI all the way down to the team building and the actual AI engineers that are working on the systems. We also, of course, partner with several vendors in the AI space, whether it’s the LLM providers, the folks hosting the AI. And so that’s, that’s again, we try to be like a partner in like the entire AI strategy. Not just like we’ll run the workshop, but like you have to pass to someone else. And similarly, not just like we’ll build it. But we’re not going to be opinionated or be a resource for what’s getting built. Them: So my next question is, what is your experience with AI and Excel worksheets? Me: Yeah, it’s a great question. So over the last like four or five months, you know, a lot of these plugins have been coming out like clod for Excel. Chat, GBT for excel. I will say an Ian can probably attest. I feel like we’re on the pulse of what’s coming AI across most business processes. In fact, like I’m usually texting Ian like, hey, chat GPT for excel just came out. You should totally give it a shot or chat GPT for PowerPoint came out. You should help it for your client decks. And so we are very forward in our understanding. However, also very tame and like, is this actually something we can bet? Like my team’s time on. Like is this a random startup that’s like a flash in the pan? Or is this like actually a sophisticated solution that we can invest in a process? So one is like we’re very familiar with Excel and data related analysis tasks in AI, whether that’s directly to excel, whether that’s producing, you know, visualizations, as well as just like creating models directly in Excel using like the sidebar. So super, super familiar with that. I mean, we do a lot of work with CSVs and databases as well from, from an AI side, whether it’s analyzing data, creating data models. Definitely. Them: Okay. Thank you. Francie. And I think the main question that I had, Keon, thank you Keon for asking. So, I mean, really what, what Andrew and Keon went over, those were the things that I was most interested in. Like Andrew said, I’m gonna, I’m in a unique situation that I see a lot of things up front. What I don’t often do, though, is have to produce something out of it. You know what I mean? And I think, I think Andrew and Keon certainly understand that, too. Usually I gather info. I kind of pinpoint some, some things. Let’s just leave it at that. And then often I end up tailing along with some of our directors or, you know, in a case where Andrew may reach out to me and say, hey, Peter, I need help on this. Can you, can you do this? I said that. So, so I do gather a lot and I’m, I’m, I’m often one of the first to see information, but I’m not necessarily producing an output. Me: Cool. But even the synthesis or even helping your intuition, I feel like you’re only one person. Them: So. Me: You know? And like the front line on the sales side is often the person that understands like the nuances of that customer. And then you, as you know, it’s a game of telephone sort of all the way to delivery. Them: Oh, yeah. Me: And so part of that is like what we think about is how do you maintain fidelity of that information? And is the person like five telephones away? Can they use AI to sort of get all the context, whether it’s a transcript or the documents or whatever, like are they almost like 90% what Pete would say? You know? And that’s when I think about a lot because everything gets translated from the CRM to the meeting note to like. 10 meetings later and we deliver something that wasn’t. Like anything what you saw. Right? I, we have the same problem. Them: Yeah. Me: Yeah. Them: Okay. But I, I know I think that, I think there’s an opportunity. And I will say this, and I, and I’m not saying this to put anything extra on Andrew, but he, he is my go-to guy when it comes to tech, for sure. So we definitely have the right group here, you know, to certainly to interact with you, you know, in your team as, as we look to move forward, so. And I’m not, and I’m putting him on a pedestal because he deserves to be there. Very, very short pedestal. Me: I mean, we can’t, we, we cannot do our job without like you guys and without an Andrew. Like it’s not possible. Like we don’t, we’re not going to work with a partner where like we are going to take on just like that. We’re going to take on all the risk of delivering something and we don’t know your business. We don’t know your business in and out. You know, we, I think we have operated environments similar with the same constraints, but we need a partner internally to drive. Them: Right. Me: Like there are two, there’s two jobs to be done here. Them: Here. Me: You know? So that’s, that’s how we think about it. I mean, I’m interested, Andrew, and like what, what do you think is a good. Them: Sure. Me: Next step? You know, of course, I’m happy to share more information about us and what we’ve done. But it seems like maybe even just more conversations like this or taking a specific use case or. Yeah. Them: I think, I think so. I mean, I mean, I don’t even know that we’ve scratched the surface today, right? In half an hour, but it was, it’s certainly, it’s a very good, big positive first step, you know, forward in, in that direction. So I. Me: Great. Them: My initial gut, I think, is, is exactly what Peter just said. I’m sure Keon agrees. There’s something here, I think. I think we can, I think, I think we can ghost forward at least another, another conversation. And let’s, let’s start to put rubber to the road. Right. Let’s start to talk about, you know, some, some examples of what, what it is that we, we like, where we’d like to and how, you know, how you believe you could potentially or not. Right. Me: Yeah. Them: You know, I look, I, I think, I think one of the things that you said resonates with me. Right. Because it’s kind of how we approach things, which is you’re not taking everything just to take it. Right. You guys, it’s, it sounds like, you know, you want to add value to the equation. And want to give you an opportunity to take a look at it and, and assess. Right. Can, can you add value or can you? Right. And. Right. And go from there. And out, the one thing I will add is if you have. Any thoughts or examples or prep so for our next call, you know, maybe you come back and say, hey, Pete, Andrew, Keon, can you come up with three different things that look like XYZ or, or, you know, anything that we, you can give us a task that we might be able to come back to and, and make it a little bit. Not that this wasn’t realistic. This was realistic, but, but. Me: Sure. Thing. Sure thing. No, no, we need, that’s, that’s, I totally read my mind. I mean, I think like hearing each of your perspectives and where you’re sitting, like one, if there’s any context, any more context would be helpful on what, what areas of the business or even like KPIs you’re trying to affect. And I will certainly, you know, have some questions and I could, I’ll draft a summary and sort of send some of those. And I’m happy to come with some examples for, again, you know, the business world is big. So if it’s in, whether it’s in sales, whether it’s across the entire client journey, even just some tidbit of that would be helpful so that I can try to produce some examples. You know, you could totally rely on us for the technical side. And, you know, I think we’re very, very confident on our ability to build. But more, it’s, it’s like, are we tackling the right problem? Is this the right time? Do we have, does this group have the leverage? Them: Okay, good, good. Me: To actually like win? And certainly Andrew, like we want whatever you decide to spend with us to be a complete no brainer, like, and to look back and be like, this is an incredible value add, you know, so happy to do that. It’s like, should we do like an hour next week? Or what are you guys thinking about like timeline? Them: I would definitely say let’s skip next week. We have a staff meeting. We’ve got a couple things as a group. I’m just saying that in general, a few people traveling and all that. But I would say either my thought would be, and Andrew, you know, back me up on this. And Ian, you could certainly check our calendars. But I would say let’s maybe target either the, you know, the first full week of May or, or, you know, the week of the, you know, so either the week of the third or the week of the 10th. Me: Okay. Them: And again, I know Andrew and I got some traveling in the weekend attempt together, but I think. Me: Meet zero. So I’ll be, I’ll be traveling a little bit that week as well. Them: Yeah. Me: So. Them: But maybe, you know, the way I’m looking at it again, I don’t want to speak for Andrew and Keon. And again, Ian, if you could help maybe coordinate this, I will say that, like Tuesday on, on the week of the. Third looks better for me. Monday does not look good. And then the week of the 10th, Wednesday, Thursday, Friday all look better for me. And Ian, you’ll see that in my calendar if you can help coordinate. Sure. Me: Okay, perfect. Them: Exactly. Me: Yeah, and any questions, you know, if anything comes to mind like two minutes after this meeting, please, like, I’m more than happy to, yeah, more than happy. Them: Okay. It will. Me: Like, this is all, this is like all I’m thinking about. So I’m like completely open book. Them: Definitely. Yeah. Me: I’m happy to share anything that we know. Them: Terrific. Well, we certainly appreciate that and certainly appreciate your time as well. So thank you. Thanks for taking time. Thanks a lot. Appreciate it. Me: Definitely. Okay, perfect. It’s great to meet you everyone. Thank you. Them: All right. Thanks. You could try and coordinate all of us then through that, if you don’t mind. Appreciate it. I’ll knock that out. Me: Okay, perfect. Thank you. Them: See everybody. Me: Company. You know, and it’s just like, I think. Getting a better grasp on that. And then having a direction and a path six months, 12 months, 24 month path is like from the president’s mouth, that’s the goal. It’s like we need a six month plan. We need a 12 month plan. We need a two-year plan. Like, what are we going after? What are we trying to do? Okay. Okay. So. You know. I I. I don’t know how to sell this stuff, but I can tell you, like. Even today’s conversation went amazing, in my opinion, and then just the fact that I got them on a phone call isn’t surprising to me. Like, Keon sure, no big deal. But Pete and Andrew. Like, yeah. And they agreed. They agreed for another call. Like, what, like two weeks, which is great. So that’s, like, plenty of time for me to do that. I mean, kind of other things that we’re thinking about doing is, like, process flow diagrams. So maybe that’s something I work on with them. I just kind of want to get to know them also. And, like, just kind of suss out, like, okay, like, what, what’s your perspective? What do you know? What don’t you know? And then, yeah, just like, yeah. Yeah. Okay. But are they, like, are they, like, super, like, is there a Focus, like, customer? Like, some people are, like, obsessed with the client. Are they obsessed with, like. The delivery of the service? Or is it just like, look, they. Maybe there’s just so many systems. Like, it’s more of this, like, can we map out everything first? I think. I think it’s gonna come with. Mapping things out. But. Like. I. I truly don’t know. Like, I wish I. Knew more about what these guys do. I mean. Basically, like. How can I explain this? So. So Pete is business development director, so he. Is on calls meeting with potential, you know, Turner projects and. You know, contractors that are, or owners or sponsors that are gonna build, you know, a billion dollar NFL stadium or, like, you know, like that. So, yes, they serve the client. They represent TSIB, and then they, you know, they see projects all the way through from, you know, beginning of concept to actually, like, You know, doing the whole risk management approach for these projects and helping the sponsor, the owner. And, you know, just everything. Yeah. And Andrew. Same thing. He’s, he’s the director of affiliated business, so anything that is Turner. Flat iron dragados, the largest contractors in the US, basically, like, these guys serve the biggest clients that actually move the needle on how much money our business makes. So they’re very client driven, I would say. Okay. But they want to make an impact and they want to change the way things, like, they, they, we all know that Turner and TSI have an unbelievable amount of data that is gold. It’s just, it’s just, like, unenriched uranium. Like, it needs to be put to. Like. Like, we need to understand this stuff. Yeah. I’m interested in, like, what has been tried. I mean, like, yeah. I truly don’t think anything. Like, I think this is a very old school business. It’s a construction business that spawned an insurance brokerage and risk advisory firm. And we’ve just. Plugged along and grown the way Turner’s grown. Turner keeps growing. So we just make more money. There’s efficiency opportunity everywhere. I really, I mean, you can ask them yourself, like, hey, what’s been done? I bet you anything. They’ll probably say nothing. Like, yeah. We. I keep as much as far as I know, we’ve never brought in outside. Vendors to, like, help with anything data or aggregating data, AI or whatever. So. Okay. I think you’re gonna go anything, anything is better than nothing. And, like, just trying to get them to. Pull the trigger. Is. Is it’s been tough on every. Like, it’s, it’s been tough for anything I’ve ever wanted. But this is already seeming like, you know, it’s, it’s just, it’s going to work. Because everybody’s, like, been told this needs to be prioritized. So, like, start doing something. We don’t care what it is. Just start doing something. Yeah. So. Okay. Yeah. That’s the best I can do for you. No. What do you mean? That’s it, bro. That’s it. This is where we take it from here. So. Okay. Yeah, I don’t. I don’t. Don’t worry about any of it. This is easy. You know, we have some clients that. Like in that call, they would have had me go through. Like, tons of. So if I can drive the call, we’re in business. Like, I’m fine with that. Yeah. Okay. Yeah. Dude, I would just say send them. Send them your sub race and then, like, whatever you end up sending them. And then provide some sort of marketing collateral so they can send it to whoever they want to send it to. If they do. But I can already tell. That. They trust me a lot. And. They, they definitely. Enjoyed what you. Have to say in their resume. Good. Okay, I have. So I have a someone for you. Yeah. I mean, maybe I could just ask you about, like. So we’re trying to sign a sub agreement with a guy with a, with another firm to do some work under us. We put in that, that terminology on, like, having to have, like, pretty good insurance. He’s based. He basically were like, yo, we don’t. It’s like a, it’s like a friend of the company. He’s like, yo, we only have. Like. A million of cyber. We don’t have a million of professional and, and. Basically he didn’t meet the minimum coverage. Requirements that we agreed on. So he’s. Like. He’s like. Let me just pull this up. So then he’s. Like, yo, can we roll Grayling? Grayling is his company under your COI. I don’t know. This is where I was like, I don’t know anything. So either anyway, the questions all coming to you. And then I was like. I was like, I don’t know, but, like, I said, let me ask our guy. I also said, like, who are you getting insurance from and, like, how much? And I was like, I’m just gonna put us all on a thread. He said his is five to 10K for the year. And for. What, a million. Of cyber? Yeah. That. And so I, I was basically. Like, I think that seems like a lot. And less than that for three mil. Yeah. So that’s why I was like, he’s like, dude, this dude’s. Like the chill, bro. You really get all the funniest chillest, dude. Honestly. Just like a really good person to know in business, like he, he basically is. Like, his job is growing companies through advertising. He’s extremely good at it. Like, he’ll take companies that are a few million and get them to, like, 100 million in revenue in, in Revenue. Wow. Through just SEO, they every growth marketing lever. He’s just like the master. Like, very, very nice cool dude. I, I basically just want to put us on a thread and be like, Grayling. Is trying to come out on a contract under us. Would love for him to meet the minimum insurance requirements. Can you all hop on a phone? We’re all friendly. He’s just not like an. Yeah, it’s not like, yeah. Can you just, like, can he just let you know what his situation is? And maybe as easy as just, like, velora takes, then you get him a better deal and it all works. I would prefer not to, like, amend. Our thing, but, like, if it up an active deal, I may. Have to. And then just come back. Yeah, it’s a business decision. So that’s, so that’s what I basically. Like, I would love for you guys to talk. I’m gonna talk to sales, Robert, on our side and be like, is this, like, gonna, is this gonna slow down or, like, do I have a week? Either way, like, that’s. I mean. It’s definitely one of. Those situations where, you know, like. Like. Put it this way. Like. If, if you. Were. Turner construction. Would you. Would you. Change the way. You. Bring on subcontractors to jobs just because one guy doesn’t want to spend five grand? No, but I’m not, you know, I’m not turner construction just yet. No, no, no, I agree. I mean, I would prefer he just work with you and get the minimum, and we ship this. Yeah. I mean, Or at the very least, like, he needs to carry at the, at a bare minimum, you can’t. That’s like, so, so the, the best way to approach it with you being, like, the main focus here would be any sub agreement. You sign any, any vendor you bring on needs to carry the same. If not more limits than you currently carry. Yeah. Is that realistic? 100 of the time? Not so much. But there, there are certain things we should not allow. Them to skip on or just say, oh, I can’t get it because there’s never a situation where it’s, I can’t get it. It’s, it’s. I don’t want to get it. Yeah. I mean, I can run through things with them. Absolutely. I don’t care. I’m not going to push a sale. It’s your guy. Like, I’ll really just tell them, like, but it’s in your best interest to. No, that’s, that’s what I think you should do if there’s any pushback. Be like, dude, you should just do this because this is not the first time it’s going to come up. And you should do with us because, like, we can get you good pricing and you don’t have to worry about it. He, he, he’s going to be a fat. He’s going to. Yeah, he’s a good. He’s. Like, they’re probably as big as us or close to us. He. So he was working at one of our clients. Left. I literally was, like, called him immediately. I said, bro, we got to do, like, he’s, like, gonna start. He’s like, yeah, I’m gonna kick back my consult, like, my consultancy. I said, all right, let’s rock. Let’s do some stuff together. So he’s working under us on some deals that we’re bringing him. So good guy. Like, he should just, like, he should just do this with you. And this is why you. Are. You guys developed that. VAA so that you can. I actually don’t. I think the BAA. Well, let me see what he’s actually doing, because I don’t remember what deal this is for. That also matters. Right? So, like, what is he doing? Oh, this is for, like, a company called illmore. It’s not the BAA related one. They’re, they’re doing. They’re doing growth marketing related stuff. So let me see what it’s in here. Like. Yeah, You definitely need to. You know, Or professional. And. Media liability. Like. I. I got. It. Like, I’ll. Help him out. Okay. Yeah, I ping them. So let’s see if he sends something. Totally. Yeah. So. I’m still reviewing that. BAA. I’m about to send back my. My feedback. On it. It’s pretty much good. It was funny. Because the first one I got sent was not. Like everything was not in your favor, which I was like, what the. Why would they want this? Like, was that from the local or that, was that from Ben law? No, no. Somebody. I think it was. Wrong. It wasn’t robert. It was. Sent. Me the first one. Somebody made me want. And I was like, wait a second. This is not. This can’t be yours. Brainforge. It was. Not. Holly. Holly sent me the updated. One. It was. Stronger. No. I don’t do. It’s getting sold, like, complicated now. I literally said anything that’s, like, legal or contract. I said, you call message Holly, message bend. And then if it’s, like, more complicated or could affect insurance, you message Ian. I don’t know. Yeah. Rico sent me one. And it was actually. Like. I was like, hey, man, I think. This is, this is. Small grades. Like, this is all in favor of small grade. Like, I don’t think this is the right. Document. So they were like, oh. Yeah. We’ll send our templ. Ate. Okay. Okay. Holly sent. Me the right one. But. Yeah, dude, I’ll send back that feedback. Now. I was just looking. Up for some stuff. And then. Yeah, feel free to intro me when. Ever. I was. Thinking more about. Moving your stuff over to velo. Ur right now. I think. I think. Given the scenario. Or even the situation with. You trying to get in with TSIB, I think it’s probably best that I don’t do that right now. I mean, I’ll make it. I’ll make it up for you with more referrals, I promise. Yeah. You’ve already. Done enough. Well, dude, I want to get. Well. Yeah, let me ask. Well, let me, let me. I’ll just take the opportunity to ping some other friends who are, like, starting stuff as they, what they’re thinking about. I’m telling you. If as. If I’m your guy. And you, any. Time you bring someone in and. They don’t have adequate. Limits, you have. A path forward. I’m the guy. I’ll help them. Yeah. Like, one of the, one of the things on legal roadmap, I mean, I didn’t push it this quarter, but I was basically going to say. You go insure everybody has this or we’re going to drop them. Dam. N. Yeah. Dude, because we’re, we’re a good client. We’re a good company to work for. Everybody that works with us is making more money. Because I’m sending business to everybody or, like. We’re easy to work with. And so. Basically just having. Or whoever reach out and, like, say, hey, we need updated certificates of insurance from our vendors. Like, you know, and. Have it automated every year based on when their expiration date is. Hey, your cert’s expired. We need an updated one with Brainforge listed as additional insured and, like, boom. I mean. Yeah. If that just gets, becomes a part of the workflow. Then. I mean, it’s. You guys are going to be solid. Like, you’re never. Going to have an issue. Yeah. One of your subs screwing something up. And not. Having coverage. Yeah. Yeah. You want them to be first line of defense and then your policies will respond. Worst case scenario. Can I actually, do you, I was going to send you. We have a, so we, we’re finishing up our plan for benefits. Dude, the quote we got from just works was like, damn cheap. Really? Yeah. Compared to what we got from yvette. I think. That was. A. PE. O. I don’t know. Let me pull it up. So I don’t know. Maybe they’re subsidizing it or. I don’t know, whatever. But I was, I think it’s helpful just have your quote and their quote. I mean, it’s. I didn’t even. Know you guys. Got one. I mean, I know I introduced. No, Kayla’s been pushing in and sort of just finished it up today. So basically, like, yeah, it’s PO, like from, from. And it’s also so from just works. We’ll get onet, and then it’s like 400, 500. Bucks a month. Like, you know, on average, which is pretty good. And then there is the. There was a quote from y’all, which was, I think, like, almost like 1500 bucks. I wonder. If it was the same. Stuff. Like, or if it was, like, Extra. I’m sure they, like, went through the exact same because Kayla’s pretty thorough. So, I mean, it’s, it’s whatever. I just think it’s. So we’re. So I was going to ask, like, if there’s anything else we should keep in mind. For benefits. I mean, n world. And, I mean, well, I guess not even, like, does it affect insurance stuff at all? Oh. Like. I mean. No. Like, The only. The only coverage. That would, like, Overlap would be. Employee benefits li. Ability. Like, that’s. Something that. Would be included. In your. GL. Or something. That I would. Handle. But all that is. Is. Like, I mean, it’s not. It. Doesn’t move the needle. It’s not like you need. To really, like, Worry or make sure they. Coincide. Okay. So, yeah, one thing I just want to do, because I kind of, like, I feel like I left you out of the loop on the C corp stuff is just make sure, like, you’re informed on any, like. More major company structure. Decisions. So I’m kind of hammering that point to Kayla and Rico. Those two hold that are, are owning everything. Like Kayla owns everything on people. And Rico owns everything operations, legal finance. So, I mean, We’re new all time. It’ll be important for me. To. Yeah. Make sure I’m. Fully aware of. Everything. Like, and that’s September. I mean, maybe what I should do is just have him, like, just have a quarterly 30 minutes on the calendar that. That way it just reminds. Everybody that, like, we should just let you know if anything has changed. Yeah. Absolutely. I think that’s, that’s never. A bad idea. You know, once a year, absolute minimum. But quarterly is what. Generally. Like, risk advisors will do. For large. Large companies. So. Okay. Absolutely. Down. For that. I. Hope this. Me too. Tip. And get them. On. A monthly. Like. Something, bro. I have to tell you this weekend, this how this conference went. Dude, I. I feel so it was overwhelming. Like, I’ll have to send you once I get the video of our presentation. I’ll send it to you. But we had so many people, like, all, like, pretty serious people come up and we’re like, we need a follow-up like, we have to do something together. And we had several of the big Austin Venture firms also. Like, you need to come to the office and just, like, share stuff and. Like. I don’t know what’s gonna happen, but you should just come do stuff. And then we had other people who are, like, big consultancies. They’re like, for sure trying to buy us. Or, like, that’s the only reason they. I see it. I saw them look at me and, like, 60 seconds in. I was. I could see them be like, we got. Ta get. Out. Well, they meet her like, so I’m like, if you don’t mind me asking, like, how much money you’re making? And. And then immediately after that, they’d be like, yeah, we’re, like, interested. Yeah. I’m, like, kind of currently scooping up. Like, folks five to ten million dollar range, like, we’re gonna get a couple of those. And I’m just, like, trying to keep it together, dude. And so the talk was really, really, really. Like, good. And in a room with all people that are, like, in AI trying to use AI and Consulting, we were at the top. It’s like 150 people, their main topic is AI and Consulting. And we were like, am I moderated to, like, Focus groups? We. I basically talked all for, like, 10 hours to people. Probably met, like, 100 people. And, like, dude, I met this guy, the guy who runs all of BP’s, like gas stations in the US. Like, just, like, crazy people. And. Yeah, it’s. I sort of even haven’t, like, we’ve just been working since, like, Monday. I need to stop today. And go, like, do some reflection. But. That’s amazing. Yeah. I. Have no doubt. Bro. I have absolutely zero doubt. Like, like the. The checkbooks will be coming up very soon. I believe it. I just don’t know what. What are you gonna do? Are you gonna say yes to another? No, I don’t know. Do you. Like. I. Mean. Then what? It’s like, okay. Then you. Retire. At 30. No, you have to go work for these guys, bro. If we bought, we had bought. They’d. Acquire you, and then. You basically have to sign on. For X. Yeah. And then you got. You get an earn out. Dude. I don’t know about. All that. But, dude, it’s a res original goal. Yeah. But just make sure. That. Make sure. Pin some. Pin some bitters against each other so you get the high. I mean. I’m just tired, bro. I’m so tired. It’s like. As soon as you’re out, you gotta come. Help me build this house. I know, I know. I know. Go to New Mexico, wherever you’re staying. At. Dude, imagine. That. We just. Both, like, go. I would gladly get an insurance. I have no problem. We’re doing. I’ll go do whatever we need. 300,000. In premium. On the books. No way. Wow. It’s. Launching. Finally in, like, two days. Apparently. Okay. I just. Paid an agency to help. Me with. Autom. Ating campaigns. On LinkedIn. Through. Hayreach. Like. Just to. Just, you know, for. Engagement. And building up. My, you know, Social presence. How much are you paying them? I paid. I. Paid a thousand. Dollars for. Setup fee. For just, like, Getting everything. And then they’re gonna. Build out, like, Different campaign. S for me. And then I. Paid for. 75. 0. 750 for a month of coaching. Every, like, Few days. So, like. Cheap 1700 bucks. How’d you find these guys? At. Referral from. A guy who. Runs. A cbg. Brand loaded. Laundry detergent? Okay. He wants to, like, Have melt them. With their risk and insurance. So he has, like, a Discord group that he just put together and starts. He’s starting to bring Founders in. I should actually get you in there. And someone in there was a marketing guy. And, like, he introduced me. If he wanted. To help. So I was like, okay. Let’s do it. Okay. And. Then I got another. One. I’ll. Keep it. But he was. A. Producer like me for 10. Years. And then he left. The. Industry. To start a. Basically like a. Script. Like a. Call script. Ing, sales approach. You know, Risk advisor. Like. Like approach to. Help you, like, sign. Clients way faster and way more efficiently. In your commercial space in the mid-market space. And. I basically paid for him to help me. Build out my. Script. S and. Like, my. My call. Strategy to bring. In clients. And then I’m just gonna. Like, put it up on. Glen. Cocoa and different. Like, platforms like that so I can have people calling out to. Try to book. You know, Appointments. For them to speak to me. Directly. So. Well, I have. I have. Yeah, just keep me in the loop. I went through this journey not too long ago. So I have everybody that’s coming work for us. And maybe they’re not longer here. But, you know, we don’t. We don’t. It’s actually happened more recently than it ever has, but we don’t usually kick people out the door. Some people really around recently. And. Yeah, I’ll tell you. I’ll tell you about that. Like, I’ll tell you about that this weekend. So those people all. Like. Like, I refer people all to them all the time. They just like. Some people just didn’t grow with us. So I was like, yo, this is not working, but, like, I’ll keep sending you business. So I have a lot of friends that do everything in. Growth and marketing who are, like, trustworthy people. So let me know how it goes with these guys and I have other people that you should just, like, take it as opportunities, even get connected them. And worst case, you just do their insurance anyways. But. I love meeting. Other, other. People. And, I mean, these guys. Love. Stakes. Bro. Like, Two grand all in for both. Yeah, yeah, yeah. No, that’s good. That’s good. Imagine. A full-blown. Auto. Like, I’ll put a job posting up. Anybody who shows interest. I send them this. Basically a mini course they go through. Check. The script. Out. Watch my. Looms. And then if they’re serious after two hours of content, they can have another call. With me and get on. You know? Yeah. Dude. But I had another. One last thing before. I let you go. I had another. Like, Revelation. That I think. I could, like, Really scale. Basically, like, on LinkedIn. I have one of the campaigns is going to be me reaching out to personal lines insurance agencies and, like, agency owners that don’t do commercial insurance and basically tell them if they ever get leads for commercials or interest or if they have any that they want to offload from their book so they can focus on, you know, what they’re actually good at. And capable of. That I’ll pay them. 100 of the commission. Er. Like, Earned for any deal that gets brought to me. On top. And I’ll make money. Day. One. But I’ll also have the. LTB of the. Renewals. Damn, dude, don’t do that. Why don’t you just start with 50. Because. Like, it’ll guarantee. That people will send me the business. It’s like, I don’t. Mind. All right. Okay. Sick. Well, well, let me tell you, we actually just ran a script that did something like this where I. You know. We’re thinking about buying some small agencies. Like. Like one to five person people that are kind of sputtering. Like, basically, like me. Like, two years ago, and if I could. If I didn’t, if I. I was actually just like, there’s no sight. And those people, there’s a lot of them who are, like, kind of fumbling. Who are thinking about, like, scooping up using, like, or leverage finance to try to get them, and they get their book. And then sort of have them on an earn out. We just ran like a search, basically looking for those folks. I mean, you could easily. I can try. You’re. If you’re on sales navigator, I could try to have. I mean, honestly, Rico. Or I can have Rico just email you. Like, I don’t want to take your resources, bro. But, I mean, if. If it’s gonna. No, no, literally. Like, he’ll just email you, like, how he did it or how he ran the search on sales nav. And, like, no, I mean, these. These are all guys. Like, it’s fine. Dude, that’ll be sick. Like, I’m really excited, though. Like, the ball. Like, things are rolling. Well, you should do is you should do that, or you should have. You want to. You have. I mean, those guys are. You’re paying them. Why don’t you have them give them the criteria? Or if they. If they’re not able to do it, let me know. I can pull it for you and just give you the list. And then you just have them run that through a. Hey, reach. And hey, reach an email drip campaign. Where you email them, then DM them, and then DM them and then DM them, and you’ll get. Hey, reach is good. And insurance folks are on all the time. So you’ll get response. Leave. Have them work on the copy that’s, like, lead with a. Lead with the thing. And then. Yeah. And start. Start with the bigger ones first. Yeah. I think this is, like, the approach. I’m taking with this is. Like, you know, I got. It. I’ve got a good price. The guys are excited to work, and it’s not done for you solution. It’s like a done with you thing. So I can kind of. And that way. I kind of know what. I’m. At least. Paying for so that I can go about. It the right way. Once. Once this engagement is done. Yes. But, yeah. Man, it’s. I feel like I’m you two years ago when you. Were just trying to, like, Wear every hat. Trying to figure out how. The. No, but, dude, come on. At least you have. Now, like, nobody at that time was trying to do all for me. So let me help you. Like, don’t worry about anything. Like, I feel lucky that I have, like, the answers for you. So I’m just gonna just remind me, like, I I’m literally gonna message, like, three friends. Hey, how are you doing insurance? Like, how much are you paying? My friend does insurance and get you better, right? And these are all, like, people that could say should be saving some more money. I’ll have. I’ll have some online. Presents in the next few days, so. And then, yeah, maybe I’ll tell Rico about working with you on putting together, like, an easy funnel for our contractors to go directly to you. I don’t know if I’m gonna have time, so I’m gonna have him just, like, own that. And basically, you’ll probably create, like, a notion that we send to external contractors that don’t fit their minimum requirements. And just to have even, like, some example pricing, your contact, and then, like, we’ll just basically make the intros. That’d be dope. Yeah. I mean, I could even create a separate landing page specific, like, with, like, a Brainforge, you know? Yeah. Even if you create. Yeah, that’s great, too. So, like, nobody we work with is really an expert in anything. So all I’m trying to tell them is, like, yo, go to this guy and just get it figured out because we can’t work until that’s done. Versus a lot of other part, a lot of other vendors, they don’t help their. Like, they don’t help the people that are trying to sub for them. They just, like, kind of. Like, you know, I don’t mind. Go. Just go get it. Like, here’s the answer. Go. Just go figure it out. I mean, that’s great, dude. I’ll definitely make sure I. I keep that. We’ll make it super simple intro and then everything will be good, and then I can just. Get. Get them what they need. Say, hey, give this to Utam and his team or Uttam. Yeah. And, like, then. They’ll be compliant. You’ll be. Protected. Further. Yeah. Cool. Man. Well, appreciate you, dude. And let’s look forward to some chablis this week. Yes. Yes, please. Wait, dude, tell me. Yeah. Send me some pictures. I want to go. I’ll go buy. I want to go buy one. I want to go to the Chubby aisle in total wine or something. Like, I want to go to. Shablin. Brands. Like, it’s. Dude. The grand. Crew. Wineries are. All literally right. On the side of this. One. Hill. Like, it’s so. But wishably, like, in. In terms of Geo, like, where is it? Is it near anything else? I mean. Let me see if I can. Leave Grand crew is the highest, most prestigious tier of chablis wine produced in burgundy. It’s in burgundy. Oh, it’s in between. Okay. I’ve never heard of any of these places. Oh, sans right there. Okay. Yeah, I’m down to go. Bro. Like, imagine. Hitting every. Like, how bougie would that be? We hit every. Grand crew. Property on. The side of that. One pill. Yeah, be lit. All their. Lines. Like, oh, my. God. This is, like, the best trip of all time. It really. Was. So. Drunk. But. Oh. My God. Okay. The gold. Gold this year. Gold this year. Yeah. Dude. I’m. Make it. Make it my. Main focus. Like, I’m trying to hit a million. In. Premium on the books. Within. Within the year. Like, that’s the goal. Yeah. Perfect. It’s gonna be hard. But. It. Like, I’ve done it. This far with. No marketing. So. Appreciate it again. And I’m. Hoping for the best on this TSIB thing, man. I’ll keep pushing it and. Making sure everybody’s, like, making priority. Okay. All right, dude, let’s hang out this weekend. I’ll tell you. Talk to you about Saturday. Sounds. Good. Shoot me a text. Like, I. Will definitely be available. And then I’ll. Bring that. I’ll bring a bottle to celebrate. Your big one. Thanks. Yeah, the checks do that checks. That check will hit on Friday. I just got, like, I just got the. Like. Ping from ramp, basically. Is it element or is it. That’s the big. Oh. My God. Dude. That’s crazy. How am I gonna cry? It’s like. I was really. I’m like. I was most. I was worried that. Yeah, I will. I was, like, worried that, like, something was gonna happen. And we have the most. This is also gonna be our biggest expense month ever. And so I was like, oh, no. Like, something’s gonna happen. They’re gonna say we suck, but it’s. It’s in transit, so it. There’s a hit. That’s it. So just screenshot how many zeros are behind it. That’s all I care. About. Yeah, perfect. Okay. Bye.