$2M Tax Business Owner Reveals His Service Bureau Strategy | SBA Podcast EP 44

Baldeep (00:00) All right, welcome to another episode of the Service Bureau Accelerator interview series. I am here with Ross and Randy. Ross, if you want to go ahead and kick it off.

Ross (00:10) For sure. So Randy, welcome to the call. How you doing today?

Randy (00:13) I’m doing pretty awesome. How you guys doing?

Ross (00:15) Awesome, very good, very good, happy to have you here. So, Randy, real quick, I always like to get started with kind of a little introduction. So if you would be so kind, introduce yourself real quick for everyone listening to this video. Maybe share a little bit about your background in the industry, how you became a Service Bureau, and we’ll just kind of take it from there.

Randy (00:35) Awesome, yeah, so my name is Randy. I started off with Liberty Tax in 2007, grew that business to 12 offices in three different states, do a little over two million a year. I left Liberty back in, I want to say, like two or three years ago. Even before then I wanted to leave and kind of venture off on myself. The way we came up in our SBA is just having a communication with Baldeep. It actually started up—

Ross (01:08) He wouldn’t stop bothering you about it.

Randy (01:11) It’s not even when I stopped, it was just talking and talking and talking. He actually signed me up, but I never took it seriously until like two years ago. That’s when I really took it seriously.

Baldeep (01:21) Yeah, he was one of those people that had it set up, paid us money, and didn’t do shit.

Randy (01:27) I didn’t do anything for like, I mean, for a while, I think it was like three years I didn’t do anything.

Baldeep (01:31) He didn’t do anything. He just signed up from the very beginning. He got a legacy deal.

Randy (01:34) I think I’m  one of the first few ones here.

Ross (01:36) Yeah, best. Yeah, no, definitely. So I mean, had you like, I was just kind of curious, like, had you thought of the business of like the Service Bureau business model before? Like, obviously, I know, like you’re talking with Baldeep, he kind of like explained a little bit. But like, what was, what made the difference between like three years not touching anything to like now where you’re like, okay, I kind of get it.

Randy (02:00) Yeah, I mean, I didn’t understand what it was. You know, I just needed some software. I didn’t understand like the full understanding of it until I was forced, until I got into a situation with the franchise and I kind of was forced out. So I had to like learn as quickly as possible. And at that point, I didn’t have a choice. You know, I had to like get to something different. You know, I thought about just doing everything myself, but you know, knowing who Baldeep is and really understanding the program, I thought this would be the best way to go.

Ross (02:28) Awesome, got it. So moving forward into today, because I know like we’ve had a couple of tickets back and forth with your presentation, everything like that. I’m familiar with your process, but if you just want to share for everyone on this interview, what have you been doing over the last couple of years to grow your Service Bureau further? What kind of business model, I would say, are you working with new preparers, are you working with EROs, what’s kind of been that strategy for you?

Randy (02:55) Yeah, so I didn’t start the actual, I guess, recruiting or getting new people until last summer. At that point, I think that’s when I really understood there’s more of different revenue streams as opposed to just doing tax returns. So last year I started, and actually we did okay, but it was just a lot going on last year trying to figure out, you know, just getting my feet wet. And we did pretty well last year. I think this year’s a little bit different now because I understand a lot more now. I kind of went through the ropes of last year. We met a lot of cool people at convention. I think that was probably another breakthrough, going to convention, meeting people, seeing what they’re doing that’s a little differently and kind of just fine tuning some of the things that I’ve been doing. My process right now is focusing on new preparers and people with experience, EROs. And a lot of ads will run through Facebook. That’s where I got a lot of people from, is mainly Facebook. We have a little over 100 new people signed up as of now and about 50 people coming back from last year. The process now is we need to kind of focus on them just doing bank products and just train them on that. The next goal too in about two weeks is gonna start like a software only kickoff or just sell the software only and not really anything else. So I get that process going and see how well that goes too. And everything is done through Tax Nitro. You know, it’s a, to get started, it’s a little confusing and there’s a lot that goes into it, but once you understand it, it does so much and it helps out with a lot of the process. It really does. Like having an assistant for the most part that does a lot of the work.

Ross (04:38) Yeah, I always kind of like explain that to people when like new people coming through like, should I get Tax Nitro? It’s like, it’s definitely a great tool, but here’s what’s going to happen. You’re going to get into it. You’re going to be super overwhelmed and confused by it because there’s so much that it can do. But just like everything, right? I mean, first time you, you know, you dove into a new tax software, right? It’s like, yeah, it’s a little confusing, overwhelming because you don’t know where to click or how things work a certain different way. But the more time you spend in it, it just the more natural it becomes, right? And same thing with Tax Nitro. It’s like, just the more time you spend in it, playing around and just kind of seeing how it works, it just starts to make more and more sense. And then it just becomes a really effective tool. Like I couldn’t, I honestly couldn’t imagine trying to run a business without a CRM system, right?

Randy (05:21) I couldn’t either. I couldn’t either. And it’s so much cheaper. And when you compare all the tools that you would need to run any type of business, it does everything in one system. You know, that’s what happens to people too. Like you’re saving a lot of money just using that. That’s like Tax Nitro by itself.

Ross (05:35) Yeah. Yeah. Versus like DocuSign and you know, a payment tool and then you need like a learning platform and then marketing email, text phone. Yeah, it’s yeah, it adds up.

Randy (05:47) One thing I did do too that’s dope for you guys was I built my own Mighty Networks. I built my own training. Yeah, my own training platform that’s been a hit. You know, so a lot of recordings are on there. A lot of trainings that we do are on there. So I pretty much copy what you guys did. And it took me a while to build Mighty Networks. That is a lot of work too. I pretty much copy everything you guys do. It’s pretty much the same format, same everything.

Ross (06:15) Yeah, yeah. Yeah, I know. It’s a good platform. They’ve had like, I always have a bit of a love hate relationship. I don’t know if you’ve noticed this yet where people have to like accept an invitation to like the new training section like you can’t just manually enroll them. That shit, I lose my shit over that all the time. I’m like I just want to, I want to put this customer in this training without them like accepting the invite, but it has to be done that way. So that’s, that’s my only gripe with it. I wish I could just like overrule that and be like, no, this person now has access to this training immediately. They don’t have to do anything. Cause that’s always, that’s always what I’ve noticed, right? People miss the invitation. Like, I don’t have access. And like, let me send the invite again, go accept it. Now you’re in. A bit, bit frustrating. But so you mentioned a lot of like, you’re running a lot of ads and stuff on Facebook for your customers. I wanted to kind of ask your input on like on the training platform that we do provide, right? All the training that we have. How have you been able to really kind of leverage that? Whether it comes to like running ads on Facebook, like the presentation stuff. What’s been that experience going through our training platform and kind of like really tapping into some of the strategies we teach there.

Randy (07:25) I might as well do much everything you guys said to do. As far as like, well let’s start with the ads first. I don’t have like an organic—

Baldeep (07:35) Presence, the organic presence.

Randy (07:45) Yeah, I don’t have that, no. Right, right. But using our platforms, the way you guys said to like, you know, design your ads. And I use ChatGPT a lot as well to help too. You know, the way we look for different audiences, just trying out different ads, you know, some ads work, some ads don’t work. You know, a lot of it is just plug and play, you know, like last year, for example, I think I was at maybe my lowest was like $11 per, I guess per click or per ad or something like that. Now I’m at like $2, maybe $3 per ad per click.

Ross (08:10) Per lead. Damn. Nice.

Randy (08:23) Yeah, yeah, so I got that down a lot based on like some of the training that you guys did. My conversion, I would like that to be a lot better. You know, and that’s something I’m gonna work on, you know, I guess next year to see how to do that. You know, we get, so pretty much people sign up for Facebook. We do like three calls per week, Tuesday at seven, Thursday at seven, and Saturday at 11 a.m. And we typically get about 20 to 30 people on the call. We average about maybe 10 sales, 10% each call between on the call and follow up between during the week. And that’s how we got to like a little over 100. So we started, we actually kicked this off August 1st and then we ended it actually yesterday for this part of the program.

Ross (09:04) Got it. Okay. Yeah, that’s good. Those are, those are good numbers. That’s good metrics like conversion. Yeah, 10% on show to actually closing. That’s yeah, that’s all those are good numbers for sure. So, so long story short, just tapping into a lot of the, a lot of the training and leveraging but it also seems like you’re, you’re also doing what which is like that’s a big differentiator from a lot of people. It’s like follow the framework but also like put your own twist on it, right? Like put your own personality and like dial it in yourself as well. Make those tweaks.

Randy (09:36) Yeah, I mean, there’s no, I mean, again, like majority of tweaks I’ll probably get from you guys. So like if I get stuck somewhere with ads and you guys tell me, put your picture on there, for example, or, you know, do a video with yourself on there. So a lot of stuff I really get from you guys. I don’t think I, I try not to overthink the process a lot. You know, like, for example, if I see something you guys did, I just try to see another way to improve it to move a little quicker. You know what I’m saying? Like for example, a lot of spreadsheets you have, you guys have, you know, those could be done in Tax Nitro in the forms or the survey section. It’s a little thing like that I do, you know, and then once you understand how Tax Nitro works, you know, from completing an agreement to completing your onboarding, you know, we do referrals now. So there’s a referral form that after everyone signs up, they get a thank you for signing up and they ask if you want to refer somebody, you get $50. So we got people through that way. For example, you know, we do like surveys after a call is done. You know, we do engagement through Tax Nitro. You know, so there’s a lot of things actually that we do. You know, but a lot of it, you know, the framework really came from like some of the trainers that you guys did. I don’t think I did anything outside the ordinary. Maybe some suggestions from ChatGPT a little bit. But again, this is all from social media. Nothing is from like organic, you know.

Ross (10:58) Yeah, just run the ads, right?

Randy (11:00) Run the ads, yeah. I actually do work on ads.

Ross (11:04) That was a big, for those who weren’t there, that was a big, big quote from the convention this year. Just run the damn ads. Yeah. Awesome. So, so my next, next kind of set of questions for you is about support in our platform right? Like where you can log in to our ticketing platform and reach out to the team. How’s the support been? What do you feel like you’re able to, are you, do you feel like you’re always able to get help when you need it? Just kind of share your experience in there in our support platform.

Randy (11:27) Yeah, and the support is great. It’s real quick, you know. And even if I ask a question, you guys give me the answer, I may not ever reply, but I still get messages that say, hey, we gave you the answer. Did you reply? Did you see it? Did you see it? Did you see it? So the support is really, really good. And also, I took that from you guys too. I created my own support system using Zoho, the same program you have. I’m doing that too with the preparers we signed up. But yeah, the support’s been really, really good.

Ross (11:57) Awesome. Cool. Yeah, I mean, we had a good little back and forth there too on the presentations as well that you were doing. So it’s good to see you there reaching out when you need it. I think that’s the one thing if I could say to anyone, even if our members are listening to this, it’s like the support goes beyond the software and just the software support. It’s also the business, right? Marketing and ads and stuff. And that’s a big part of what we do that I feel like not enough people leverage it like they need to.

Baldeep (12:25) See, one thing about Randy is he does the work, right? And so I remember when he put in the ticket, he gave us a bunch of slides, I’m like, Randy, how the fuck am I supposed to know what you’re saying? Record a video of you actually doing the presentation. And then the next day or the day after, there was actually a video with here’s the presentation.

Ross (12:44) From an actual, I think it was an actual live presentation too. It was like you were on with people and it was like a record. You know, it’s like, okay, good. Yeah. Now let’s, let’s work on this. Yeah.

Randy (12:51) Yeah, it’s really fine tuned now. I do want to get my conversions to be up a little higher. I know with Facebook it’s a little difficult. I guess that’s considered cold, cold leads or whatever. But I would definitely like to, because we do get a lot of leads from Facebook, a lot of leads. To get the conversion up to 20% would be dope.

Ross (13:12) Is that conversion like 20% leads into customers or leads into attending the webinar? Like what, do you know what your show rate is between leads to getting onto those calls?

Randy (13:19) Yeah, so my show is between 37 and 42%. Yeah, so we have a pretty good show rate. So typically on every call is about between 25, around 20, 25 people are on the call. So yeah, so about close to 35 to 42% show up. And then again, from, you know, probably do it about 10% sales. Some people want to call but throughout follow-up methods, you know, we normally get about 10% from that call.

Baldeep (13:50) Yeah, I remember one of the things that I brought up to you, cause you, you kept bothering me. It was a bit last year, like, Hey, I need to get more leads. And I’m like, the problem isn’t getting more leads. It’s everything after the lead part. Right. So it’s not usually an ads thing. It’s a follow-up and like converting from the webinar. How do we improve the webinar conversion metrics? Ross, you’re going to say something?

Ross (14:13) Yeah. Yeah, I was going to ask right on the end of the webinar, do you go direct to, do you do like, do a price reveal then go direct to a checkout or is it direct to like an application and calendar?

Randy (14:22) Yeah, I do the same thing you guys do. I go through the drop down, I show the value, value, value, value, value, value, total value, price. I right click here to enroll. I get out the webinar, show, go to the actual site, the page, how to enroll, your options to enroll, why you should enroll, and I go through the process of what happens after you enroll, what are the four steps. So you enroll, you get a welcome email, you get your agreement, you get to do your onboarding form, then you get access to our training hub and then we do the trainings.

Baldeep (14:57) What are you, so you’re charging them from the webinar? You’re not booking phone calls?

Randy (15:02) Yeah, they get charged from the webinar now. On the webinar, if they don’t sign up on the webinar, at the very end when I ask questions, I open the floor for questions, people ask a lot of questions, and we see how many people are booking. Maybe two minutes before we actually close out the webinar, I say, by the way, for those of you who are on the fence who need some more questions, here’s a link to go book a one-on-one call with my team for any other questions.

Baldeep (15:24) Right, so the challenge with that is the people that are leaving because of price or other reasons because maybe their questions weren’t answered, they’re not waiting till you fucking give them that booking link. They’re already gone.

Ross (15:38) Yeah, I would, I was going to say, you know, what are you able to track your attendance and like the sticking rate? At what point do you see drop off attendees? Do you have, are you able to see any of those metrics?

Randy (15:46) Yeah, soon as the price reveal comes, there’s a drop off. Yeah.

Ross (15:51) Yeah. Yeah. On the, what about the follow-up sequence? Do you, for people who have attended, are you, do you have a segmented audience of people who attended? So you can see like who actually, do you have an audience segmented so that you can see who actually attended the webinar? Like who got to the end? Yeah.

Randy (16:12) No, I don’t know how to do that.

Baldeep (16:14) Yeah, well that’s very important. That’s very important.

Ross (16:14) Okay. So that’s a, yeah. So this is going to, this will be a huge, this could be a huge, huge bump in your conversions after. What you want to do is be able to segment the audience to see who actually attended the webinar and watched the majority of it. At least got to the call to action, or at least watched some of it, whatever. Invite them to book a call, right? Do a text campaign and email campaign, a call campaign, follow up with all those people. Hey, you attended the webinar, but for whatever reason you didn’t, you know, didn’t move forward. We’d love to, you know, jump on a call. Let’s, let’s discuss the program, answer any questions you may have. The biggest, the biggest reason why it’s like we, so we never go direct to cart. We don’t go direct to checkout because we know with a product like tax software, right? Even though I know you have more of a program and a system, but at the end of the day, the tax software is a part of it, right? People are always going to have these weird little questions and it may just be one or two questions, but they’re not going to buy anything until they get those one or two questions answered. Right. So if we can get them on the phone, answer those one or two questions, then they’re ready to like, I can’t even tell you the amount of phone calls we’ve had with SBA where people get on our calendar. They’re like, I just need this one question answered. We answer the question, like send the doc, you sign, done. But if they never got on that call, if they never got that one question answered, they would never be a customer of ours. Right. So there, I feel like there could be a real, real massive opportunity there to either, if you wanna do the pricing, if you wanna send people direct to checkout, right then and there, that’s fine. What I would do is I would not wait though to try to get more people to buy. I would immediately give people an option. It’s like, hey, now if you are on the fence, if there’s some questions that you have, we wanna invite you to book a call, right? Book a no obligation call where you can get on the phone with our team, ask questions and just make sure the program’s a good fit. Give them the opportunity to move there to get onto that call with you.

Baldeep (18:06) As soon as possible.

Ross (18:07) As soon as possible because there’s going to be a lot of drop off if that opportunity isn’t presented. So.

Baldeep (18:12) Who do you have doing the sales calls? Do you have like a salesperson to do calls and stuff like that actually answer questions?

Randy (18:17) Yeah, so yeah, yeah, so I have two people on my team that like after the call is over the next day, whoever didn’t buy, they call them.

Baldeep (18:24) But how do you know who didn’t buy if you don’t even track attendance of who attended?

Randy (18:32) That I do, I don’t know who drops off in the middle. That I don’t do. So for example, at the end of the call, I mean, you have to register on Zoom. Zoom shows a list of people who are on the call. So those people, we send them a tone to follow up. People who didn’t join, we send them a tone to miss.

Ross (18:47) Pull the sheet and then you go tag them. Yeah.

Baldeep (18:48) Yeah, yeah, it’s a lot of work there for sure. But no, there’s an opportunity there and then maybe even, are you still doing them live? I mean, you could even do a live one where you take everybody to a phone call and see how those convert.

Ross (19:05) Yeah, just change like change the back end. So instead of going to checkout, just duplicate your slide, change the back end where instead of sending them to checkout, send them directly to the calendar. Don’t even, don’t even show them direct to checkout. Just at the end, flip it where you just go right. Boom. Here’s the, here’s value, value, value. Here’s the total price. If you guys are ready to rock and roll, your next step is to schedule, schedule an enrollment call or schedule a walkthrough call where we’ll go through everything. Make sure we get any questions answered. We’ll walk you through the enrollment process and get you set up. Here’s the calendar page. I’ll drop it in chat. Just go, go, go watch like one of our replays or something to see exactly like how we do that. Basically do that process instead of sending to checkout.

Baldeep (19:45) And you could, and you could still do like, here’s what happens after you sign up. Here’s the welcome email, blah, blah. You can still do all that. I would give that a shot. See if you can convert at a higher percentage by doing a few of those straight from webinar to phone call.

Randy (20:01) Okay.

Ross (20:03) Now the other thing too is just make sure that the follow up is dialed in on the phone call, the confirmation, email, text messages, phone calls to make sure to confirm the appointments to make sure they show. Now there is going to be some, here’s what’s going to happen, right? You say you have X amount of sales going from webinar to appointment. You’re going to have a lot more appointments, but then there’s also going to be a no show rate, right? So you’re going to have maybe there’s going to be like, you want to aim for like a 70% show rate. If you can get 70%, that’s really, really good. Where 70% of the people who book in, they’re actually going to show up on the call. And then from there, I mean, you could have like a 50% closing rate. So it’s just looking at that data and looking at those numbers and feeling like, OK, well, where’s the most, like, how are we converting the most and how can we tweak and change some things like that? But I would definitely 100% test that, drive people to a phone call, and see what those numbers look like. Do that for a week or two and just switch that format and be like, all right, let’s see what our conversion looks like here.

Randy (20:59) Okay, I’m gonna do that. Yeah. Yeah, I’ll definitely do that.

Ross (20:59) Cool. So couple last questions. Yeah, it was good though. We usually don’t get into too much strategy on these calls, but I was like, you know what, for the sake of the episode, why not? Let’s go into some details here. Just kind of share a little bit with the audience. Yeah, give you some value as well at the same time. Win-win. Cool. So a couple other questions I also want to go through. We were talking about support there. As you guys can see, this is basically a lot of the support that we do as well with strategy. What are you, so like moving forward, looking at next year for your Service Bureau, is there anything that’s like top of mind? Like what are you most excited about next year moving into your Service Bureau?

Randy (21:40) I’m excited about pushing these people to do bank products. You know, last year they didn’t do a lot of bank products. So I really want to, I really need to help them to understand how important doing a bank product is and get them started as early as possible. And that’s going to be the goal for the next couple of months with these people on the training is to push them to do bank products.

Ross (22:00) Got it.

Baldeep (22:00) Yeah, well, I mean, you’ve got the formula. You know how to say, hey, these are the ideal target clients that you’re looking for, all that stuff. So.

Ross (22:07) Yeah. Yeah. Cool.

Randy (22:09) And also too, I guess the next thing will be too is how to, I mean, for the people who are, that’s what I’m going to separate. The people who are EROs and have experience, I’m going to have them in one category, but we have brand new people. You know, I want to be able to teach the brand new people how to get clients too, you know? So trying to structure that is going to be a little challenging, but that’s something I’m working on this week.

Ross (22:29) Yeah. And I want to mention something too, just for the sake of this episode, just in case there’s any people watching. It was very, very interesting. So like myself getting into the industry, I mean, obviously I, you know, first started with Baldeep working with, with you Bal and kind of seeing what you had done in the industry. And there was the whole time that we ran Early Season Marketing where we were running like marketing for tax offices, right? There was, there was very few people that, you know, that we, that we worked with or, then moving into the Service Bureau industry. Right. Working with you, Randy, on that side. It’s like there’s not a lot of people that I met that actually had like large, well established businesses in the tax industry. Mostly were like single, single owner operators. But there’s really only two people like in the industry that I met so far that actually had some large businesses and have that experience that was like yourself, Randy. And there’s, there’s another client that we worked with way back. But I think it’s like the coolest thing about that is that you bring, you have so much value that you can bring to the table for your EROs and everyone that you’re mentoring. It’s like, that’s why I was really excited to see what kind of damage you can put on the board with the Service Bureau business model, because I just know like how much you can actually pour into people, what you’ve done in the tax industry as well. And I say that because Bal has a very important question at the end of this call, just to let everyone know kind of my experience in the industry where it’s like, Randy, it’s like, he knows his shit. So really excited to see what you can keep doing in the Service Bureau.

Randy (23:56) But my final question for you, Randy, is, you know, there’s a lot of people kind of on the fence, they’re looking at joining the Service Bureau Accelerator program. What sort of feedback, comments, or word of advice would you give to anyone looking at joining the Service Bureau Accelerator?

Randy (24:08) Yeah, the longer you wait, the more you’re going to fail. That’s probably the first thing I’d say too. The worst thing is indecision. That’s one thing I learned in life. You know what I’m saying? So the longer you wait, the worse it’s going to be. Don’t wait. I think y’all are great. And I see a lot of different programs out there. And I have to say, a lot of people that came through my program, they also say that they went through a lot of different programs, and they said that my program is probably the best one they’ve seen so far. But my program is really, you know, a lot of it is based off the stuff I learned from you guys for the most part. And some, you know, some stuff I retained throughout my business experience too, you know. But the key thing is, you know, if you’re on the fence, I mean, that’s a dangerous thing to be in business in general. Like you should have, if you’re on the fence, you shouldn’t be in business at all. You should be able to know what you want to do and move quickly, you know. But as far as SBA is concerned, that’s what I see. I think first of all you guys care, which is really really good. You know there’s a saying that goes that people don’t care how much you know until they know how much you care. So that would be the most important part. Second, you guys come up with like two different realms of experience. You know I think that’s a great part as well. You guys have amazing connections, which is also great. You know and you guys understand technology. You know I think nowadays where the tax business is going to niche anymore, technology is really really important, like how you frame that, how you grow with that, how you grow. I think all that is important and there’s no other, and I’ve looked, there’s no other program like this out there, you know. And finally I have to say with the kind of support you guys give, like we were talking about earlier, it’s not just, I don’t really ask for tax support but a lot of support I personally ask for is how to do like business support, you know, strategy. And I have never heard anybody on your team say no, I don’t know. It’s always been like some type of, I don’t want to say hand holding, but just really, really great guidance. And I think that’s important.

Baldeep (26:18) Awesome. Well, thank you for that, Randy. Well, I got one final thing for you. For the millions watching at home, they’re watching this. They’re like, I want to learn how to build my Service Bureau or tax business from Randy because he’s actually done it before. Randy, how do they, how do they find you?

Randy (26:37) Oh, you can find me on social media, Instagram, my email address, our page at diamondegotaxllc.com. You can call me 570-460-8391. Just text me. Don’t call or text.

Ross (26:52) Well, it’s too late now. You put the number out there. Text, text, just text. Hey, Randy, I heard you on the SBA podcast. I want to, I want to work with you. There you go.

Randy (26:55) Yeah, don’t call.

Randy (27:02) Right, yep. One more thing I want to add too, you guys have a very big network of people on your team. I mean, when I say your team, I’m talking about like other SBA people, you know, and even when I met a lot of them at the convention, the network is really important. Like I did hook up with a couple of people who’s been, you know, has given me advice too, and has been like really instrumental in like some direction too. So having a network of how many people you have on the SBA is really important.

Baldeep (27:28) Awesome.

Ross (27:28) For sure. Yeah, that’s big in business, right? Being able to network. I know, I mean, that’s how, that’s how Baldeep and I met, right? So like networking just in like the agency years way back when. But I mean, it’s huge because you can find partners that you never would have even expected or just learn things from each other, even though you’re technically in competition. It’s like, hey, let’s, we can still learn from each other and work together. So cool. Appreciate that.

Randy (27:51) Absolutely, absolutely.

Baldeep (27:55) Awesome. Well, we’ll go ahead and wrap it up here. Thanks for being here, Randy.

Randy (27:59) Thanks for having me.

Baldeep (28:02) All right.