Restoration Reimagined

Hayden Lee

Welcome, everyone, to the Success Elevated podcast. As always, I’m your host, Hayden Lee, and I am joined here by a very special guest. We’ve been trying to coordinate times, last couple of days. Finally got it.

Kris Rzesnoski

Finally got it.

Hayden Lee

Kris Rzesnoski

Kris Rzesnoski

Kris Rzesnoski, Nailed it.

Hayden Lee

Okay, perfect. With, vice president of Encircle. Kris, thanks for coming on the podcast.

Kris Rzesnoski

I really appreciate being here. Thank you for having me on.

Hayden Lee

This is going to be a great conversation. you know, Katie, when we were coming here to the event, Katie kind of started making out a list of, like, people. We got to get on the podcast, and your name was on that list. So super, super excited to have the chance to chat with you for a little bit. really, what I wanted to kind of do, and this is what we’ve done for all of the guests, as we’ve kind of talked to a bunch of different people here. We start by talking about how you got into restoration. So I’d love to talk your career background and what kind of led you to where you are today. and yeah, kind of all the steps that that you had along the way to get you here.

Kris Rzesnoski

Yeah, I got fortunate, you know. When I came in, I didn’t know I wanted to be in restoration, I didn’t even know. I was a sheriff. I was asked to be a buddy of mine. Said, hey, do you want to go do fraud investigation? You make more money, you get better hours and end up in some insurance companies underwriting department, which had nothing to do with it. And then and I went, been an Adjuster and I worked with some great people there. And then and then my manager said, hey, if you want to make real money, go to the contractor side. I think it was like a month later, I was gone. And I didn’t look back. I loved it, and, I got to run some big companies. I got to work with some really amazing people. And then I took that technical journey, and I got into the technicals, and I had some great instructors. And and then and then I had the best advice I ever got from, Carrie Vermillion, who’s the chairman of the. ISRC was my instructor back in the day. And, and he still trains classes, but he said, hey, if you really want to take, like, a career path, that’s pretty unique. Go see the top trainers. So I’ve never really had more than one trainer per course. And then I’ve gone, and it’s amazing. I got Chuck Bootle. I got.

Hayden Lee

You know, that’s so cool.

Kris Rzesnoski

Kurt Bolden Before he passed away. Some of the amazing instructors along the way, Ken Larsen, Norris Gearhart, like, just amazing knowledge. And so took that path. And then, I started my own consulting company teaching profitability and estimating. And then I had the chance to, to jump in with Encircle and help a ton of restorers make their business better through digital and that was a unique path.

Kris Rzesnoski

Like, I just was like, maybe it’s something I want to do. Maybe it’s not and eight and a half years later.

Hayden Lee

You’re still here. Oh, that’s so great. I’d love to kind of hear from your perspective before, because one of the big things we talked about before we started recording was kind of this digital versus paper kind of, yeah, conversation. Before we get into there, I, I’m interested to hear your perspective because you’ve been on both sides like the insurance versus the contractor world. I feel like and core is different. We’re here at Core and we’ve talked about that on some of the podcasts. You know, they tried to bring together like the carriers and the contractors here, which has been awesome. But in a lot of times it feels like the contractors at odds with the carriers in a lot of cases. did you do you feel like having that carrier or insurance knowledge helped you be a better like, restorer or contractor? Did you feel like that knowledge was helpful?

Kris Rzesnoski

It was different than okay, so back then it was different. Like the systems for accountability and reviewing, there was more of let’s go to the job to get let’s come up with a scope. You send me a price. time that we’ve lost that. And so and now it’s all done at the end after the work is done and everyone’s upset and yeah, right.

Hayden Lee

Cost this much for us. Yeah yeah yeah

Kris Rzesnoski

I, we spent the money. If you want me to not spend the money, you should’ve told me before and then we’d have that. So. So that’s changed. it’s I think it’s kind of work. We’re maybe coming back digital. Not digital. Just the environment now. Right? Is. There’s so much cost. There’s so many consultants, there’s so many administrative overlays now on top of what used to be just an adjuster that I think the insurance companies are starting to see. Hey, we have an administrative bloat problem. And then we’re not getting the quality we used to get. and so I think that’s the big change that seems like we might be at a pivot point here where we’ve hit the pendulum of too much admin, and we come back and it’ll be maybe back to a more of a relationship. It’s slower. But just slower change maybe. Maybe slower. Well we’ll just it slows down the process a little bit. Maybe it actually speeds up now. There’s, there’s so much administrative bloat on both sides like restores have so many more administrators to try to get the paperwork done that that’s only a cost that the insurance carriers are paying, whether they think they’re paying for it or not. It’s still there. But I wasn’t adjuster long enough. I you know, I wouldn’t want to give the adjuster a bad I know I was there, I was there long enough to learn a little bit to be dangerous. Not enough to become really good at it. But it was, it was it was a good, really good experience coming in from that side. Because those guys are they’ve got a tough job. And you know when you sit down with adjusters, if you if you get them away from the file, they’re good people trying to help total. So so you go well where’s the disconnect. Because you have these good people trying to help people. You have good people on the restore side trying to help people. It’s communication problem. And and I think people are just, you know, someone said, hey, contractors are frauds. You other people are saying, hey, adjusters are trying to take your money away from you. And somewhere in the middle there’s a distrust. It is when you’re separated with more administrators in between. Yep. You can’t have a real conversation to understand where people are coming from. And I think we need to get back to that. But I don’t know how to do that.

Hayden Lee

Well, to your point, it is very much like a relationship thing. And I think you’ve got to find a way to get get those adjusters away. Away from the file. I like how you describe that. Like get them away from the file a little bit and like, like, talk about what the core piece of it is, which is, hey, we’re trying to help people here. You don’t want these people to have a burn. You know, their home burned down or, you know, their house flooded or whatever. So, like, let’s, let’s find some common ground here. And I think that’s I mean, hopefully that would solve a lot of the, the headache and, and yeah, it’s not all the time, but it definitely feels like there are times where restores are at odds with adjusters. And I think you can fix it, which is some better relationship.

Kris Rzesnoski

Yes. If you and I are behind screens. Yep. Or we’re on phones, we’re not even. We only see each other on screen or behind phones or email, and someone’s having a bad day and they send you a snarky email. But it’s not you. It’s the file that they just dealt with with the guy trying to get 30 grand off the company that they shouldn’t have, right? You’re the next in the firing line. And because I can’t have, oh, this is a good person conversation.

Hayden Lee

yeah

Kris Rzesnoski

You get a snarky email and then that’s that’s that relationship of their day is hard. Like they’re they constantly have people putting their hands in the cookie jar. Yep. Trying to cash out and and you’re one of them. And that’s the other thing right. You have adjusters who are their job is to as the finances of the insurance company on every individual claim. You are an expense to that claim. So you’re one of the things that they’re going to manage. And you have to not take it personally, but they’re managing their cost no different than you would manage your sub trade.

Hayden Lee

Yeah that’s a good point.

Kris Rzesnoski

The problem is, is if we don’t like it with a sub trade, you’re like, what’s your price? I agree to that price. Go. We don’t always have those conversations. Right. So then it becomes well I didn’t know it was ten grand. It’s like you do this every day. Of course you know its ten. They don’t have the necessarily the the knowledge to figure that out in advance. You do you assume they do because they see it. They were thinking five. You came in at ten and now there’s a conflict.

Hayden Lee

Love that. That’s that’s a great way to describe it. And I think yeah I think your point is, is the communication at the end of the day it’s it’s all communication. Like how do you find a way to, to talk about your issues. You know, the issue on one side versus the issue on another. How do you come together a little bit better. And all of that is solved with just communicating about the issues

Kris Rzesnoski

100%.

Hayden Lee

I think this leads perfectly into the conversation about Encircle. And we wanted to talk like digital versus paper a little bit. And a lot of that, I think relates to what you guys are doing. And Encircle, talk to us a little bit about what is Encircle. What is your kind of your main goal or mission there and how that maybe starts the conversation of digital versus paper?

Kris Rzesnoski

Yeah, we’re a documentation system. So basically everything out in the field. We’re there with the technician where you make and lose your money. So it’s documenting cause of lost document, the source of loss. What’s affected. What’s not affected. The unaffected room. What’s the preexisting damage. So you’re not paying for somebody else’s paint, and you scratched my wall when that scratch was there ten years. Right. and then we come in and we do the contents. We do water damage with hydro, and and then we create these really, really full reports to get over to the insurance carrier adjuster. And so we’ve created that field documentation system. But we also created the category because up until then it was file management included everything. But we just focus on the field. And really crush it out there. So that’s what we do.

Hayden Lee

I mean it relates perfectly because at the end of the day, you’re trying to solve a lot of that communication issue. So you document a lot of that stuff hopefully in theory. Should make things a lot easier when you go to an insurance adjuster and an agent like, hey, this is this is what’s going on with this claim.

Kris Rzesnoski

Yeah, we get we get a lot of times of the adjusters like, I know who you guys are. I see your reports from every restore, like, okay, but that’s fine. But yeah, but what is interesting is the younger restorers are starting to pick up that.

Kris Rzesnoski

That need for documenting. And so there’s not as much resistance in the new generation of Restorers coming in. Now they’ve got a bigger learning curve. But yeah but they also have some tools that give them some advantages. So it’s it’s one of those evolutions that maybe just have a few more gray hairs. You start seeing and you’re like, yeah, when I was a younger restorer that wasn’t available.

Kris Rzesnoski

And now these young guys are coming in and they’re they’re killing them. They just need to get their technical game up. But they’re killing it in the field and they’re embracing technology and trying stuff that’s crazy. Like and there’s tools for them to use, which is nice.

Hayden Lee

And I think again, going back to all of this, what we’re kind of trying to get at, but it’s because this digital side is I don’t I don’t want to say it’s easier, maybe it’s easier for the younger generation, but it just it just feels easier across the board. Like you have a tool that is the sole purpose of that tool is to make documentation and everything a lot more streamlined. You have to do it through paper and reports and charts, and you’re filling out spreadsheet. I mean, it’s so funny. I mean, we were talking to Violand the other day and there’s there’s people from Violand and they’re bringing on new coaching clients that there’s still people that are tracking their books with paper. And it’s like, it’s fascinating to me that today’s day and age, you still have people doing that, which is so wild.

Kris Rzesnoski

It’s a transition, right? So you go, yeah, we’ve been we’ve been in this space for, for for nine years. And that’s 1 generation of restorer right now you get the the new the new guys coming in. So the 20 to 30 coming in dropping in. The guys and girls are like okay I’m going to learn it.

Well you you’re learning it now with digital. So you’re embracing other digital technology and it changes the mindset. Whereas if you’ve got someone who’s been in the business 30 years and they did what they did, they’re going to ride that out. And it’s hard for them to change. They have to. And we get older. Owners are like making the commitment, and there are some of the most gung ho people because they’re like, I hated the way we ran the business. This is not easy. So but I think when you look at the new the new restorers that digital push is more natural to them. Because they haven’t experienced paper. So now the digital push feels a lot more comfortable than, than people that had their systems they built 20 years ago.

Hayden Lee

It’s probably a silly question or a stupid question, but it feels like a lot of that push is probably coming from the younger generation, just because they’re familiar with these apps and tools, you know what I’m saying? Like, I’m more familiar with phone technology than my parents because my parents and grew up my parents and get a smartphone until they were 30, you know what I mean? So like it’s just different for them. And so I think a probably a lot of that is just to do with just that younger generations like, hey, we need these tools, we need this digitally, but why don’t why don’t we document this with our phones instead of with a piece of paper and, you know, writing stuff down? I would assume that’s what a lot of it is, right?

Kris Rzesnoski

You get that side but some of the, the best embraces of technology are actually the old dogs. And so the owners like, you know what, I hate my business right now because it’s all paper and it’s it feels it feels wrong.

Hayden Lee

It takes too much time or whatever.

Kris Rzesnoski

I don’t know where anything is. And then they see, you know, we get them in and they’re like, oh my God wait. It’s almost like I can be on the job without having to drive it to the job. I can now see my jobs without worrying about them at night. Yes, I want it. And so these older owners, you know, during the last five years or last ten years of the business, they are actually the ones bringin in because then they can step away from the business, love them and, and watch what’s happening. And you always hear the guy say, you know, I wish I could go back to me in a truck, but they’re not. So what they’re saying that we all said it, yeah, is what you’re saying is I want to be able to go back to seeing every job. Digitally you can, without having to get in your truck and windshield time. But you can do it. You can do it from the beach. You can do it from the vacation property, right? You’re back in your business without having to do all the windshield time. So that helps. That helps. And there’s other technology like all you take the entire technology suite, give it to an owner, and they’re like, I can be onsite. Like if as if I was there. Yeah, that’s crazy. That’s that’s a change

Hayden Lee

And it’s, it’s I hesitate to say this because I don’t want to this is not bad. This is a good thing. But people that have owned companies for 25 years, it’s a way for them to retire. And I’m using air quotes for those who can’t see retire without retiring. Right. Like you can be like, hey, I can I don’t have to spend as much time at the job, but still get just as much done because I have these tools and because I can do it digital. Like you said, I can be on every job without having to be on every job. Yep. I can see what’s going on. I can see the documentation. I can maybe help diagnose problems without necessarily having to get in a truck, drive over there, go through a do an inspection like you can do it all digitally and be like, oh yeah, I saw that photo and that’s what you’ve got going on there. So here’s what you need to do. Like it seems like a great way you retire is not the right word, but it’s a great way for them to. It frees up a lot more of your day because you don’t have to have that windshield time. Like you’re saying.

Kris Rzesnoski

Oh, you need to slow down. You’re not retiring, right?

Hayden Lee

Slowdowns. Probably a better way for you.

Kris Rzesnoski

Yeah, but you’re also able to transition your business to that next generation so you can hand the keys over. Much better with though. But sitting in the passenger seat watching what’s happening. And there’s a peace of mind that you get from being able to do that. Right. You can take that vacation and then step a little bit further away, and maybe you can step away for three days of the week and not technically step away.

Hayden Lee

Well, and it makes, it makes your business more efficient. In a lot of ways, which in theory should make you more profitable.

Kris Rzesnoski

Yep.

Hayden Lee

which I know everybody loves, especially maybe as you’re trying to have a slow down or maybe you’re getting ready to sell at some point in the next five, five years or so, like, hey, your pnl is going to look way better because you’re way more efficient on your time. You’re not you don’t have to send ten guys out to a job. You can spend 1 or 2 and then just have it all documented really, really well, which is which is awesome.

Kris Rzesnoski

So you change that, you change that, costly response for the bucket of water. And you’re like, oh, well, how do I charge $500 for this? For this? No claim? Yep. no job. Right. You get an insurance claim that calls and says, hey, I’ve got this. You know, this person said they got their house flooded, and you show up with the full force. It’s it’s not a flood. It’s it’s a bucket of water.

Hayden Lee

Oh, It happens everybody. I mean, yeah, we work with digital marketing side and we help our clients and kind of bring leads in, and we’ll listen to a lot of those calls to kind of help with training and stuff and we’re like, and some of the jobs that people get called in on are like, like, oh, I spilled a mop bucket. That’s like, you don’t need to call a restoration company to take care of that. It’s just funny stuff. I love this because I think, you know, so much of what you hear, and maybe it’s just because I’m at a trade show and I talk to a lot of vendors here, but I feel like a lot of our conversations are around. Yeah, new waves of technology, new things that are coming out, new ways to help restorers be better at their jobs. And I love these conversations because at the end of the day, our focus in a similar way to like restores, are focused on helping their customers and, and, you know, trying to take care of their people. We’re in a lot of ways trying to help the restores and be like, how can I help make or restores job or their life easier? and that’s so cool about tools like encircle and others that it’s like, hey, we can we can make your life easier. Instead of maybe spending all of your time in the business, you can spend more time on the business. Yep, making it more efficient and being more profitable and.

Kris Rzesnoski

that’s really today. You know, I think I know if we were talking about on the podcast, but like the environment with TPAs and the environment and all that administrative bloat, all of a sudden you now have to be better at running the business. Most of us came in or, you know, you come in, you get some technical training and you go into the business because you can make a living, right? But now if you take a look at it, it’s like, no, every part of the business, you have to re hone, reshape and re recalibrate. And you should be doing it yearly. It’s hard to do if you’re in the business. Right. And it’s it’s any business. But restoration is reactive by nature. You got calls coming in. You’re going to be busy when you can separate yourself from those calls, you can really put some damage into your business where you can fix your profit, fix your efficiency, fix your customer service. Hey, we’re losing customer service. Where are we doing wrong and going hone those skills and have your team. So yeah, it’s pretty interesting.

Hayden Lee

We talk about this a lot too, that like, when owners are spending the majority of their times putting out fires, you’re not actually helping your business grow. And so if you can get to a point where you can maybe instead of having to put out the day to day fires, you can do more of those things like what you’re talking about. Your growth can just be exponential. Like when you’ve got a good general manager in place or a good lead technician or whatever, that can handle those fires, then you can spend more time, okay, how do we get more efficient, build better systems, get better equipment or tools like Encircle or whatever, right. Like your just your profitability can just absolutely explode

Kris Rzesnoski

100% you that fire prevention if you look at that.

Hayden Lee

Fire prevention.

Kris Rzesnoski

You’re trying to get less fires and less severe fires. Yep, yep. So we’re trying to.

Hayden Lee

Use more fire prevention instead of firefighting.

Kris Rzesnoski

Exactly. Because it because it’ll save you time and money and energy and it wears you out as an owner. Like it. It’s actually you go to too many or you get a really bad file and followed up with a really bad employee. Yeah, it’ll zap ya then you won’t be in your business anymore. Like you need, you need to like get that time to get away to to completely change how you, your mindset is over the business.

Hayden Lee

I want to ask you this question. This is a little bit different direction, but we’ve spent some awesome time here talking about this stuff. And it seems like you’re pretty passionate about the restoration industry, which is super cool. you’ve been in it for a while now. Why have you stuck with the restoration industry? Like what? What makes you passionate about it? What do you like about it? Why? Why are you sticking around? Restoration. Why didn’t you, after the first couple of months or year, be like get me out of here.

Kris Rzesnoski

Oh, do you see, I was a volunteer firefighter. And then I was a I went to law enforcement, and it’s the same. The same purpose or the same rush that you get going. That helping restorers, the same mentality. Like if you look at it, fire happens. We’re in our trucks and we’re responding to the property. Now it’s it’s a little different, but not a lot. You still deal with the emotions of people. You’re still helping them recover. We get to hold their hand through the whole recovery. Whereas those ones I show up, put the fire out and they’re done.  we’re there doing the hard work and we’re really delivering on that peace of mind promise that the insurance carrier sells. We’re the ones delivering the peace of mind to the person. I think that’s addictive. I think there’s that superhero complex in you. And that’s a good thing. You can’t do this job if you don’t have it. And so I found my people on and I love it like I love. Yeah I love restorers like the like you come to a conference and you walk around. You find Good people everywhere, everywhere. Everyone gets along. There’s, there’s it’s just it’s a good industry and there’s so many good people that. Yeah, it’s hard. Where else would you go? I don’t know you as much as you could complain about. You know, something’s happening in the industry. Where else would you go to find people like this? You. There’s very few spots

Hayden Lee

I mean, there’s good people everywhere, but not at the same. like density. Like, it just seems like there’s so many, so many good people in one place, like restoration industry. It’s large, but it’s not huge. There’s other industries that are bigger, probably construction or whatever, right. General contracting, but like restoration there, just the the number of good people within this small industry is incredible. And it feels at times. And I’ve talked to to Katie that the, you know, partner at Spot on Solutions, I’ve talked to her multiple times about this. Like she knows everybody and everybody knows everybody like it feels like a family. Almost like there’s connections everywhere. People know each other. They care about each other. You know, Katie was talking to somebody about a recent marriage earlier today. I was like, how do you know that person was getting married? Well, I’m friends with them on social media, you know, whatever. Like, and it’s just funny to me that, like, they it really is like such a tight knit group. And it’s because you guys are all so passionate about, hey, how do we help people? How do we help people grow? and it’s just it’s fascinating to me. It’s why I’ve been asking this question a lot of these podcasts because, it’s cool, man. It’s it just seems really, really cool that people care this much.

Kris Rzesnoski

You have a, you have a similar. So if you were a construction, you know, I get people with many different backgrounds and different objectives. We all share that. We respond middle of the night, we respond to emergencies. We’ll travel 1000 miles to go help somebody. Yeah, right. Or help the community. You’re in the community and there’s like that’s just the type of person. And so that when you’re when you’re like, I’m that type of person and these are the same people, you easily make friends with those people. I think it’s a good thing. We’ve got diversity coming into the industry, which is nice. We got new owners coming in. you got different backgrounds coming in. We have more women in the industry right now. The younger generation, like this industry is in a really good spot. But you’re getting amazing people. You know, how do you see them succeed. And that’s it’s fun to be part of their journey. Right. Having walked a mile in their shoes and then be part of the journey like you guys. You guys see the same thing. You’re like yeah I’m helping someone succeed. I think if you look at it from whether you’re vendor or on the service side to restorers, is every time that you help restore help 100 people, you’re part of that journey. But if you and I it, it becomes overwhelming. I looked at it when when you’re Encircle. Well 50,000 people were in our program every day. And they’re helping thousands of customers every day. We’re part of that journey and that’s pretty cool. Like, if you step back and reflect a little bit and see how big the magnitude is. Just to be able to work with some of these restorers and change that way that they interact with their customer. It’s pretty powerful

Hayden Lee

Gosh, you start doing the math on that. You’re helping 50, you know, 50,000 people are using Encircle at any given time, like the amount of lives you can impact, like you start doing that trickle down effect. It’s like it’s incredible. Like when you’re thinking of all the homes that are getting saved or restored or built back, like it’s just it’s amazing. And it’s, it’s a cool thing about this industry when. Yeah, when you get to talk about it. And I hate to get on my soapbox too much, but it’s really is it feels like the place to be because you get to help so many awesome people, 

Kris Rzesnoski

but you Get excitable because you feel it. Yeah, it’s in you. And that’s what when you come to these conferences, you talk to people, it’s in you. So you got that energy, you feel that connection. And that’s why, you know, it’s not you might not feel it over the podcast, but you you feel these, you know, you can feel the connection. And then there’s just a camaraderie. And even if you’re a you have a competitor still there’s still a friendly camaraderie because we’re all doing the same thing.

Hayden Lee

That’s a that’s another unique thing that we could spend a whole podcast talking about is like with people’s competitors too. There’s still like good connections. And it’s not like, we talk about it. we’ve talked about it in our, in our company quite a bit about, these different mindsets. You have a scarcity mindset versus an abundance mindset. The idea behind an abundance mindset is like, hey, we can all win. Like you can win over there, even if you’re my competitor, even if we’re in the same town, like, you can win and I can win at the same time. Like there’s enough work here. There’s enough people to help here for all of us. It’s like we can all grow our businesses and make more money and take care of more employees. Like there’s an opportunity for all of us, which makes it really, really cool.

Kris Rzesnoski

If you look at in the trade show hall, yeah, some of our competitors are still very good friends of mine. You call them up and be like, hey, what do you see going on? And it’s a transparent conversation. There’s no none of that, that trickery going on. Let’s just have a talk. And when they run into a wall or they need something, they call, hey, what are you seeing? I’m seeing this, okay? I’m seeing it, too. All right, there we go. I feel good, right? And some. And there isn’t that that animosity or that negative competitiveness. There’s a competitiveness. We’re going to be in a battle in the in the customer pool. But we’re going to do it in the right way.

Hayden Lee

Kris, this has been awesome. This has been a great conversation. Seriously. I want to give you the opportunity, if people are curious about encircle or maybe just want to learn more about you and maybe get in contact with you, what’s the best way to do that?

Kris Rzesnoski

If you guys throw up my last name because no one’s going to,

Hayden Lee

We can throw up some links

Kris Rzesnoski

Throw some links. LinkedIn, Facebook. I’m. I’m on there all the time. Okay. Mostly on LinkedIn. Okay. but then if you want to reach out, go to the Encircle App.com. And, and, and you can find our app, take a demo and, and it’ll change your life. So it’s really good. Yeah, it’ll change your business. And even if it’s, you know, take a look at it. If it’s not right for you right now, that’s fine. We’ll get you at some point. Yeah?

Hayden Lee

If nothing else, at least, you know, answer some questions and.

Kris Rzesnoski

But but it’s no pressure. We go in, we demo it. You, you can take it for a trial spin and make a decision. This is pressure free. If it’s right for you, it’s right for you. If it’s not, it’s not.

Hayden Lee

Kris, seriously, thank you so much for coming on. We’re going to have you on again in the future. We’ve already kind of planned out some things we want to talk about, maybe on future episodes, but seriously, appreciate you coming on. It’s great to have you in person because the next one most likely will be over zoom or something. Yeah, but I love doing in-person podcast. And again, seriously, thanks for coming on.

Kris Rzesnoski

Thanks for having me, I really appreciate it.