Search Interviews:

Jeremy Weisz  10:39 

Do you help real estate? That’s was a conversation I had I remember signing the paper I go, you just killed like 1000 trees? Like, do you not have a digital way of doing this? Do you help tend to help any, like title companies or real estate companies or not yet?

Richard Walker  10:56 

No, it’s a complex question because number one, in order for us to take our software and make it valuable, we have to have the forms that you want. And so to go into real estate, think about how many different mortgage title escrow and states there are, how many forms we’d have to collect just to enter that space. And second, there’s already a competitor in that space. And they have a pretty good barrier to entry. And I have the exact same barrier to entry and financial services, nobody’s going to go build a 38,000 form library just to start competing with us. So no, I would be happy to work with Bank of America on their internal forms, or any company like that. But that hasn’t been the case yet.

Jeremy Weisz  11:36 

Yeah. You’re busy enough with the wealth management financial and the law space sounds like, yeah. But I’m sure, talk about is there a temptation, you get those temptations, but I’m sure you get inquiries all the time? Like, can you help me? Right? And how do you decide when have you decided, yes, we can do this, or no, you know what, like, in the case of the real estate, we’re not going to go there.

Richard Walker  12:06 

So I make a pretty clear distinction. And I think one thing that helps play this out is, think about Netflix as an example. I think most people view Netflix as an incredible library of videos, TV shows, movies, etc, that you can watch, right? I don’t think about it that way, I think of it as an incredible technology platform that happens to have the content I want to watch. But what it means to you is if you want to watch Game of Thrones, which is an HBO show, you’re not going to find it on Netflix, and that renders the Netflix technology worthless to for that show, right. So in a way, our technology is only as good as the library of forms that we offer, which has why we built such a great name in the wealth management space. However, unlike Netflix, we offer our technology, regardless of the library. In other words, if your General Motors, if your Kraft Foods, if your XYZ company and you have a library of forms to give us give us the library, we will build it custom for you private to you. And our technology works beautifully. We actually have a strategy going into this coming next six to 12 months to retool our interface of our software just tweak it enough to be more open to other industries. Because hey, a form is a form already with current clients and wealth management, we will do their HR forms, it doesn’t matter to us a form is a form, we can make it work. But generally speaking, people know us in the wealth management space, which is why most of our businesses, they’re

Jeremy Weisz  13:37 

Talk about some of the new features you are thinking of coming out with now or in the future.

Richard Walker  13:44 

Yeah, one of the key things that people deal with forms is they often have to fill up more than one at a time. I mean, it’s one thing if I was your advisor, Jeremy and I said, Hey, let’s work with you on your financial setup, I would guess you have a wife, maybe kids, you probably have complex situations, maybe you have some trusts estate plans. Well, there’s not just one account in play here. So if I want to work with you to roll over your individual account, your wife’s individual account your joint account, your two beneficiary accounts for your kids, we’re talking five accounts now. So one of the things we’re working on right now that should be released in the next month or two is duplicate forms. If I need to transfer three accounts into one, I would need three account transfer forms. Another thing we’re working on is what we refer to as householding. Your five accounts all in one package all for one signature event. Though, that doesn’t have to just be a household of people. It could just be like accounts. And the third thing we’re working on which is all playing in together is the idea of batch forms. So imagine you took your company to a new advisor and said, yeah, we’re going to form a new 401k. And if you have 50 employees, that’s 50 applications that have to be filled out. Our technology will enable you to save here’s a Excel file those 50 employee names and basic So, fill out 50 forms for you, and send them off to each of those 50 employees as applicants so that that paperwork can be streamlined. It’s really frustrating to me when we did our 401k. Or we did our health plan earlier this year that our agents like, okay, everybody, here’s a piece of paper. I mean, we almost want to fire them, but we can’t get them to change because our choices are limited. There’s not that many health care providers out there, and we have to do what they do. But we can automate that. And so that’s what we’re working on.

Jeremy Weisz  15:30 

I know that some of your feature sets are popular in the Salesforce environment.

Richard Walker  15:37 

Yeah. In 2011, we took on our first resell partner Docupace. And from there, we started growing that strategy of our business, a company called Skience came along, and they brought us into the salesforce world. And one of the things I love about partners, and Skience has done such a good job with us is that when I say to somebody, hey, I can give you an electronic form. Yeah, that’s interesting, right? You didn’t want to fill out a PDF, and I gave it to you electronically. That’s interesting. But what if I could give it to you within your business process? Well, that becomes powerful. And that’s where somebody like Skience comes into play, they have built the workflow, the user experience, the rules, the validation, the data integration, and they’ve used our technology in the background to create a customized white label type experience. So now they can offer Quik! as part of a Salesforce install. And if you look at Salesforce, it’s been rather fascinating. They’re obviously a juggernaut of the CRM space, they have been moving further and further into wealth management, and they’re winning more and more every day. And I’d say there’s like two different types of customers, there are those who are sophisticated enough for Salesforce, they have an administrator, there’s somebody who’s willing to take on that role. And then there are those who are just focused on something that’s super industry specific, like one of our other partners, Red Tails. Red Tails, a dominant player as well. They have a really great experience. But what we’re seeing as more and more interest in the Salesforce world, and what we’re finding is more and more frustration in the Salesforce world, because it’s this complex beast, there’s so much you can do, but it requires a lot of in depth knowledge and expertise to do it. So that’s why our customers gravitate to somebody like Skience. Well, the other proof of this is I have three new partners who are coming on board with us right now. And they’re all Salesforce driven. Practifi the newest one company out of Australia that has a very strong presence here in the US, and they’re doing great. Another one called Arcus Partners have been around for a long time. They’ve done a lot of custom data, but they have this great platform. And the third one is a Canadian company coming into the US called Nest Wealth. They’re building their entire platform on Salesforce. So I think when you think about the forms problem, inevitably you think about the CRM problem, where’s your data being stored? Where’s it coming from, so that you can make more use of that data? And I’m seeing more and more Salesforce installs.

Jeremy Weisz  18:05 

So let’s say someone’s listening to this, and they’re thinking this sounds great. I’d like to hear more about how do you typically work with a reseller someone’s interested? How do you explain to them, this is how we work together?

Richard Walker  18:20 

I would love other people’s feedback on this, because I don’t know how others do it. But my whole approach has been, we can’t go to market together. If this doesn’t work for both of us. I know it sounds a lot like win win. And that’s not really what I’m after, what I’m thinking is, what is your business model? So if Jeremy, your company was providing software, how do you make money, if you’re selling a per seat license, then that’s a model I need to help you adopt. Because I can’t come to you and say, hey, you’re gonna pay a site license fee, $100,000, or something crazy, but you’re charging $50 a month to your user, because it won’t work for the customer, I need to be able to come in and say, hey, it’s $10 a month on top of your 50 or some relevant number. If you’re coming in with assets under management as your fee structure, how do I play with that? And so the first conversation I say is, what is the business model? And what are you trying to drive for? What I have found is what most partners want is the ability to sell more of their own software. They’re not necessarily trying to resell my product, because they think, oh, I can go sell that make money, that it’s not like a typical store. It’s more about I need to provide more value to my customer, I need to improve my own customer experience, and therefore attract and retain more of my own customers. So Quik! becomes a value add. And I think one of the best parts is that we don’t lose customers. I know that’s a strong thing to say. But really, it’s it comes down to a couple of things.

Jeremy Weisz  19:45 

You’re very sticky. I mean, if someone losing in their process, it’s very sticky, right?

Richard Walker  19:52 

Yeah, I think of it like a utility company. How long would it take you to put electricity back on if it went off? I mean, you’ll pay whatever it takes. And that’s the same thing with forms. Once you’ve come off paper and you have a process that works, you won’t leave it. And second, you’re right. If you make the investment in a new CRM, or a new workflow and process where forms are involved, typically, you’re going to live with that for the next three, five or seven years before you think about changing it. And I think the other thing is, we do our job well, frankly, I mean, we keep the forms up to date, we keep adding more value into our product. And our partners reflect that with their solutions.

Jeremy Weisz  20:30 

So when you’re talking to a reseller, you’ll have the conversation just to figure out how does their business work? And does it make sense and how you would integrate into because they’re not just reselling yours, they’re basically putting it into their customer experience to make it better and easier. So you’re wondering, what is the flow look like? Where would we plug in? Does it make sense?

Richard Walker  20:52 

Yeah, and there’s a couple of different models. I mentioned Skience they took our API’s and built a white label model. So everything is in their system, their customer side is one contract. In contrast, Practifi, which is one of our newer partners, they’ve done a single sign on integration to our turnkey product called the Quik! app. And that’s that wasn’t available to Skience back in the day. But what that means to somebody like Practifi is they can be up and running with an integration much faster. And they’re not responsible for our user experience, because that’s what we focus all of our energy and time on. So they get the leverage our best of breed of what we’re building, and still give the customer a great experience to pull data from the CRM, ask questions, and then send it to Quik! get the forms get them signed to get it back into the Practifi system. So it can be end to end. And again, I always look at, how are we benefiting the client? How is the client going to perceive this? And what are they willing to do to have this? And if they’re not willing to have it or adopt it, what’s the point of doing it?

Jeremy Weisz  21:55 

Do you have the technical shops? Did you build this? Do you have a team? How did you because there’s a lot of moving pieces here?

Richard Walker  22:04 

Yes, I’m very technical. And when it started, I built my own software. And it was interesting, because in 2001, when I had this idea, I had never built commercial software. So the first version I built for myself as a financial advisor was Microsoft Excel, Microsoft Access, and using images and fields, it created the right result that when people kept saying, Rich, I want this, I’m thinking I can’t give you a spreadsheet. That makes no sense. And how am I going to build the forms you want. When I really started thinking about turning it into a commercial product, I had to go train myself and I’m very self-taught on how to build a commercial product. And what most people don’t realize is back in 2001, your choice for where you got information for software development was the bookstore, I spent so many nights in Barnes and Noble and Borders and any bookstore that had these types of books I needed. You couldn’t just go Google this stuff like you can today. But today, I’ve got what nine engineers, I’ve got two product managers, I’ve got QA I’ve got designer, etc. So I’m not doing as much code. But I got to be honest, Jeremy, I’m really in love with a new solution out there called Open AI Chat GPT. And because I’m technical, I’m just playing with it like crazy and having it write code for me and all sorts of neat things to figure out what this AI world is going to bring us.

Jeremy Weisz  23:28 

Very cool. I wanted to bring up because you mentioned CRMs, and talk about how CRM and customer experience in Quik! Forms kind of come together.

Richard Walker  23:42 

Yeah, when you think about the process of most people go through, if you’re working with a prospect, and you just keep it generic from a sales standpoint, what are you doing? You’re asking that person for some information, name, phone number, email, probably in a financial advisors world, they’re asking for all sorts of other information, tell me about your assets, your net worth, your risk tolerance, those types of things. So, in any kind of sales process, there’s a data collection phase. And where does that data go? Well, if you’re smart, you’re putting it into a organized CRM, where that CRM matches your business process and your flow. So you built rules, you build reminders and tasks, maybe templates, all sorts of things. I would argue that most sales organizations live and die by their CRM, not just their calendar, the calendar is often integrated into it, but an email is integrated to the CRM is the hub. And so if that’s where you’re focused, and that’s where your data is, that’s where the forms have to interact from. Now, that’s not the only place we’ve had people adopt Quik! with their accounting systems with their back end address books, and there’s data as data right? But generally speaking, people start in the CRM because that’s where they’re spending their time managing the client events and data and messaging, etc. So what Quik! does then, if you’re using our turnkey product, we make it easy to go into that data source and pull data out. Just a few months ago, we released a Salesforce integration that allows you to read all the different fields related to your people in Salesforce or your contacts, and map them to fields and Quik!, I mean, one of our secrets to our businesses, we’ve defined a definition of over 750,000 unique fields, which means you can really, really fill out a form. And if you have the data and custom fields in Salesforce, we’ve enabled you to pull that out. So one of the ways we’re making it easier for people is to get better data out of the system that they’re already putting it into. What we also find is when you start filling out forms electronically, you now have incentive to put even better data into your CRM, so CRM becomes even more valuable and more powerful to then if you look at partners, any of the partners I’ve named so far, they’re actually building the workflows related to the business process. So new account opening is a really popular topic. And that’s what like Practifi is doing. They’re asking questions about what you want to do to and to open the account, collecting that data into their CRM, and then using Quik! to fill out the forms.

Jeremy Weisz  26:15 

I want to show something for a second. Rich, and I want to hear how you got the domain Quik! Forms. Because I know when I was researching, I can go to Quik! Forms, but then I know that you, when we scheduled this, you put Quik! Forms only I didn’t realize they actually own Quik!, like the proper spelling Quik! Forms. And if you’re watching the video, you can see I have the website up here. Quik! Forms. So I’m sure there’s an interesting story about you didn’t start with the domain Quik Forms.

Richard Walker  27:00 

Yeah, when you start a company, you always try to come up with a company name and a product name. And our company name is actually Efficient Technology Inc. We formed that in 1999. That was before I had this product idea. When I came up with Quik!, I was going to call it auto forms, that sounds like automotive. And then I was going to call it rep forms like representative and I’m like, well, that’s too specific. We went through nine or 10 names. And finally I said Quik!, that’ll work, we’ll put an exclamation mark on it, we’ll misspell it that way I can get the brand I can get the domain, I could not get the proper spelling of Quik!, as a domain, it was owned by a company that did legal software. And they were using it to represent a product they offered which was filling out a form of some type and legal worlds, or custom generated documents, maybe prior to zoom. I have watched them and watch them forever. And I contacted them when I saw them just kind of get stale, they stopped referring to the domain. And I contacted them and said, hey, I’d really like to own your domain. And it turned out their partnerships were having a falling out. They were changing their structure, their focus, whatever. And so they were open to it. And I think we got it for a very, very fair price. And it took us I think it was like year 14 hour business when we finally got it. Prior to that I always had to tell people the correct spelling every time I talk to them Go to Quik! no letter C. And it was really annoying. Now I just say go to and doesn’t matter how you spell it.

Jeremy Weisz  28:35 

I love it. Was it a tough negotiation to get it?

Richard Walker  28:39 

Thankfully, no, no. I mean, honestly, I don’t want to say the price out loud on here. But it was very reasonable. It took about three or four emails back and forth maybe a phone call. They were really good people that we were talking to, different than the guy who I knew who sold the vodka brand to Grey Goose. He had great Grey Goose framing, like picture framing. And Grey Goose vodka came to him and said we need this. Now we talked about dealing with a big corporate entity with a big brand. They paid a lot of money which I also won’t say so that was a tough one for him. But mine was easy.

Jeremy Weisz  29:15 

On here you’re looking at if you’re watching the video, you can see a Talk about the decision. The free trial, be time period on the free trial right now again, like when we’re looking at this now this may change in the future. I can’t guarantee but right now they have a 14 day free trial here. The decision on that and then how do you decide on pricing?

Richard Walker  29:40 

Oh, wow. So pricing is one of my favorite topics. So first of all, the free trial is the earliest days of Quik! you can only buy it for a year. You couldn’t buy it monthly so you had to commit to a year. So we thought we’d give people a 30 day free trial. What we found was that’s too long for people. They will lie forgetting the first day, forget about it think I got 30 days like no big deal. And lo and behold, 30 days would come and go and they didn’t use the product, then they call us and ask for an extension, and we give them two weeks, and then they took action. Well, we did that for about two years. And we finally said, two weeks is what people really want. And so a two week trial is it. I mean, look, we’re really good about helping people, if somebody tries it for 14 days, and that’s not enough time, they call us we give more time, no big deal, we make no issue of it, we don’t put up roadblocks, so 14 days is kind of ideal for most people. Now, pricing. So pricing is a really interesting conversation. And I would argue as an entrepreneur of an innovative company, it’s the hardest thing to figure out. And when we came to this product, this is our turnkey product called the Quik! app, we had been selling API based solutions for a very long time. And we offer different models with API, we can do it per user, or we can do it based on how many forms you generate. And when we started looking at this pricing, we originally had three plans, we were thinking we’d have an entry level plan that was low priced, a middle of the road plan, which is currently called premium, it was formerly called advanced. And then the premium product which we never launched the premium enterprise, we can always do custom solutions for enterprise, and even do custom features within the product. And I don’t mean build new stuff, but turn on or off certain features as possible. But anyway, when you’re talking about pricing, what you’re really thinking about is, what is the value you’re delivering? And how do people compare that value? You can compare it to competitors, I’m fortunate we have one direct competitor. So that’s one comparison point, whereas CRMs, they have dozens or hundreds of comparison points. So one thing is comparable to your competitor, if you’re offering the same value. The second is perception of value. And how do people perceive it, you might notice that we say these are prices if you’re paying annually. And this is a very common thing you see in SAS products that try to help you see a monthly price, but you’re going to pay an annual bill. To keep it simple. We said if you pay monthly, it’s $54 a month, but if you pay annually, you get two months free. So it’s 10 times 54, and then divide that by 12. And you get to your 45 number. Truth is this is for a single user license. And so here’s a whole another psychology part, how many people out there just want one single user. And so and there are some out there, but most people want multiple users. So we immediately discount that at volume. And enterprise the same thing, it’s all volume based. But I think pricing is really tough because you have to try to understand what people are willing to pay and what they’re willing to pay for. We modeled the company slack, as well as Netflix, and about a dozen others that I can’t remember the names of because they were on different websites. One of the things we liked about Slack, and I don’t know if you know the slack story they went from zero to 100 million users in one year, like they were the fastest growing SaaS company in the world. From what I’ve understood, one of the things they did exceptionally well is they are very clear on what you’re going to pay for. So you can have a free version, this is how I remember signing up, you could get a free version that would not record more than 10,000 messages in your chats. But if you wanted more than that you pay. Oh man, as soon as you’ve used it for a few months with your team and you hit that 10,000 threshold and you realize the value.

Jeremy Weisz  33:32 

You go back to look at something and you can’t find it because it’s not there. Yeah, exactly.

Richard Walker  33:38 

So one of our key differentiators between our two products that the essential in the premium is e-signature. If you want an e-sign, and you want to use DocuSign or SIGNiX, you need the premium product, we tried to make that really, really clear. So USS value, we also offer the $25 a month product, because if you’re a small advisor for maybe a startup, maybe you’ve been in it for a few years, I this may be good enough for you. And we want to offer a really easy way to get into this that’s affordable. How do you see it? Jeremy? I mean, you probably talked to dozens companies about their pricing?

Jeremy Weisz  34:12 

No, it’s tough. I mean, I think you hit it on the head, which is, what’s the value provide? Right? And the perception of value as well. And then what’s the market look like? Right? Because if someone even if the value is whatever it is, and there’s other quote unquote competitors is always going to be better feature sets and things like that. But if someone’s charging $5 a month and someone’s charging $1,000 a month, there’s going to be a discrepancy there, like, well, maybe I can just get away with the other ones. So yeah, I think how you put it but ultimately, it’s always interesting to me to hear how people put different feature sets in the different buckets, right? Because you could have been like, oh, we’re just going to put this feature in the essential on this feature in premium. But listen, the next level, all the smart companies are like, listen, this is going to get the job done. But if I really want these couple of features, I need to upgrade to the next level. And those companies, like they’ve got to figure it out, they know, either usage wise, or feature set wise, I like to compensate, the more like, Slack is, you can use it. But if you’re a power user of it, you’re gonna be paying more, right? So it makes sense that, even if they charge a small amount, if they charge a small amount in the beginning, for other feature sets, like, I don’t know,  10,000, let’s say you get 20,000, you can pay whatever, but, but it’s always interesting with the, the usage wise, I’ve seen a lot of companies be successful with, okay, if you’re a power user, it makes sense, you’re gonna be paying more.

Richard Walker  36:04 

Yeah, one of the things that I’ve learned in the sales process is that when people say no to your price, they probably don’t understand the value of your product, or they don’t get the value, they don’t need the value. And it’s really fascinating and talking to various customers, when they talk about some of our partners, they’ll say, we really like what they offer, but they do about 10 things more than we need them to do. And we don’t really need to pay for that. Does that make sense? So how do you lay that out in terms of products and, and features and functionality. And we tried to just model what the best SaaS companies are doing out there in terms of layout.

Jeremy Weisz  36:41 

When I look at this, what makes me think of is like, the way I would talk about this and sell this to someone is like saving time, which is their dollar money. So I’m wondering, have you thought about putting this, is hard to say per person, but like, this would probably save like an advisor six hours a month, or whatever it is. And like, that’s, like you were saying, talking about the value of their time is worth whatever, 100 bucks an hour or whatever it’s worth, I don’t know. But that’s like, you’re basically saving $1,000 a month by using this. I don’t know what you were saying, you know the time.

Richard Walker  37:28 

It’s interesting, because we did a time motion study early on. And we found the time that you spend to do things manually or just online with electronic forms versus Quik!, we’re going to save the average advisor $15,000 a year in labor costs. The problem is, nobody believes us. And I don’t mean they just totally discounted, I mean, they have no way to quantify it for themselves. And in part, they’re thinking, I’m paying my staff person 20, 30 $40 An hour no matter what, whether they fill out forms or not. So if I save them time, I don’t really save $15,000. This is part of the feedback we’ve had on this. Enterprises on the other hand, they look at it a little differently. They tend to think about if I improve my customer experience, which goes all the way out to the end investor, I will probably speed up my transactions, which means I’m collecting money faster and paying out commissions faster to my advisors too. But it also means I’m going to have more likely to complete signups of customers are more likely to onboard them. Like DocuSign, long time ago, they did a study and they found that if you don’t sign a document within 24 hours of receiving it, there’s a 75% chance you’ll never sign. And within three days a 96% chance. Well, I don’t have the exact same data for opening an account. But I’ll bet you if your advisor gave you the paperwork and you couldn’t do it in one day, probably still a 75% chance you won’t do it. And I think enterprises understand this. Gartner Group, Microsoft, other companies who’ve studied how people work, they realize that the companies who focus on great customer experience are the ones that are actually driving the revenue of their business.

Jeremy Weisz  39:13 

I have one last question for you. First of all, thank you, thanks for sharing your expertise, your knowledge and in some things that you’ve worked on over the past couple of decades. I’m curious, your favorite software’s I can see you geek out on software’s. And two of my favorites are text expander in Sanebox it reminded me because that conversation about they will send me a monthly email and again, I don’t know how accurate is or whatever, but they’ll say you saved 52 hours this month by using Sanebox and whether it’s true or not or whatever. It makes me feel good about my purchase every month, the same text expander, same thing. It’s one of those you have a shortcode, you could type in, I make a lot of introductions. So I could save Rich Walker one word, and then that will spit out your bio. So I want to introduce you. So I will check out what they’re doing a Quik!, I could write Rich Walker. And it just gives me like a paragraph that I pre wrote right there in an email. So I’m curious, your favorite software’s

Richard Walker  40:30 

Oh, man. So I think about what I use daily, I’m on Slack all day long with people customers to their there’s a product I use to take notes quite often. And it’s a browser extension in Chrome. And I think it’s called Knotable I think. And it’s super easy to just take notes in my browser, when I’m talking to customers, I can sit here looking at the screen, but also type those notes about my customers. I played around with, I love playing with AIs. And so I played around with one called Sembly. And I’m not really an adopter of it, but I do like their product. It’s a note taker for zoom. It just follows your meetings and starts taking notes for you, and converts it also you have a transcript. Then I took the transcript and I ran it through the open AI chat GPT. And I said, remove speakers, or summarize this into five bullet points, and it would just summarize it, it’s amazing. So right now I’m really enamored with the AI is out there and played with Copy AI Paragraph AI. I tried Jasper AI, I chose copy AI over Jasper, just for my own purposes, not because Jasper is a bad product. Jasper is a great product, but Pictory, Have you heard of Pictory AI. It creates videos. It’s unreal, it take a blog article, throw it into Pictory, it will source video clips and put a video together with highlight text. It’s unreal what it can do. So I’m really, really interested in what this is. And I feel like in the AI world, we’re at the first inning or we’re at the dawn of what is coming. And so now I’m really interested to figure out how do I use this for forms? How do I use this for data collection? How do I use this with engaging with customers from a forms perspective? And I’m fairly certain we’re going to have AI in our business in the next year somehow, in some way, even if it’s just to help us answer questions faster. Sorry, Jeremy, not take too long to throw one idea at somebody. Because I throw this at my own team. If you write knowledge based articles for your customers to read on your website, run it through something like Chat GPT and say summarize this, give me five bullet points. And then take that summary and put it at the top of your article as a summary. And now you don’t have to write the summary like stupid little things like that to save time and make it better for your customer.

Jeremy Weisz  42:58 

I love it. Richard, first I one to thank you, everyone check out Exactly how you spell it exactly how it sounds Check out more episodes of And wish we could point people towards episode of your podcast. So if you want to tell people the name and they’ll be able to find it on your website as well.

Richard Walker  43:21 

Thank you, Jeremy. Yeah, our podcast is called The Customer Wins. And we’re going to celebrate how customers win how you found your first customer, how you attract your best customer, and really how you focus your company on developing the best customer experience that you can provide. Yeah. Thank you. Jeremy, it’s been a pleasure to be on your show today. I really appreciate the opportunity.

Jeremy Weisz  43:43 

Thanks Rich. Thanks everyone.