Wake up, Buy Here, Pay Here people. It's a beautiful day. Go grab yourself another cup of joe and say hello to Jim and Michelle Rhodes on the Buy Here, Pay Here morning show. Take it away, you two. Hey, everybody. Good morning. Happy Monday from beautiful Utah. It's gorgeous weather today. It is. It's really nice. I got the opportunity to spend about, I don't know, half an hour out in the sun. It was warm. I felt, oh, it was lovely. Yeah. I'm going to let our audience know we've got a little bit of questionable internet connection here. So just bear with us if the connection drops, we'll return in just a few moments. Yeah. So stay right here in the stream. So a couple of quick updates. I remind everybody a week from Wednesday, we have Allison Harrison coming, the attorney out of Ohio is going to come and talk to us about truth in advertising, which is one of the things that's kind of been a a thread in social media lately. And then on the 21st, you've got the webinar that you're hosting on attracting and retaining talent and creating company culture and how that all ties together. I already have a dealer and their general manager coming. And just from the conversation I had with them, there are some people that Jim has been working with through V8. And he said, you know, when I chose the topic, you really should chat with them. And so I did, and I'm so glad I did because they both actually agreed to join us because, uh, you know, I do believe that the culture and, you know, culture is about retaining employees, but that it comes from the top down. It's just, it just does. So, you know, it's like, what kind of things does the, does the, the dealer do, um, to, to really create that kind of, I'm still over here making notes. Oh, okay. I had a last-minute wardrobe change. Oh, you did. It's like, oh, it's okay. One other thing, too, is that the first batch of tickets are only $19.99 for that. And then once we still have some left in that batch, and then they go up to the regular price of $49. So get in. Get in. Yeah. So that'll be a good one. That, again, is on Thursday evening, the 21st. And I have a couple of other people out there that I'm waiting to hear back from today. A couple of the calendar items, April 23rd, Neo User Summit. We will be there. Yeah, we're going to be in Vegas. We opted not to stay at the hotel. We're going to do a little Airbnb, a little kind of recreational getaway for us and be there to see some clients and to be there for the user summit. Yeah. And maybe get a little sun. Well, you know, yes, we're going because we use Neo a lot. And they've got a lot of really great things. We work with a number of dealers. We work with a number of dealers that use it and help set it up and all of that. And so it's just a really great opportunity for those of you who are users to go and kind of get a hands-on experience. thing about all the new features and everything and then if you're planning on going to that you should go to the the buy hair pay here united um conference because it's going to be great education wednesday the 24th absolutely all all these neo and the bhp at united event are both at the bellagio hotel in vegas so yeah hope to see many of you there and we we're actually going to spend some time we're thinking hopefully crossing fingers with our CEO who lives there. And so, and you know, maybe some other stuff. We'll see. And you know, I was like, I want to sit next to a pool, but I don't want to be in a crowd. So how do we make this happen? So found just a cute little Airbnb with a pool and All good. I'm excited about it. Yeah. Happy to get down there and see a number of our folks that we know. And so be our first opportunity prior to at least NIADA in June. We don't do a lot of conferences. And so, you know, if, and we have a lot of our clients and friends and colleagues say, are you going to be there? Are you going to be there? Are you going to be there? Are you going to be there? It's like we just, we're trying the virtual track a lot, but we will be at NIADA for sure. So, you know, y'all will see us there. And there's a couple others that are on the horizon. But this Neo Summit, we figured that that would be really, it's our education. Yep. So it's going to, I'm looking forward to it. Got some cool stuff to learn. Okay. So shall we get into our thing? Yes. And can I like... lead into the... No, not today. I love you so stinking much. You just delight me. This is a conversation that we have been having for... about why we're doing this, the why we're doing this for more than a year. I mean, it's been a while that we have because of wanting to make sure that our colleagues, our clients, everybody out there really just gets where we're coming from. And so we tossed around the idea, and it still may happen, of turning part of what we do into a nonprofit. But this was something that we, once Jim looked at it, he was like, I think this is the direction that we go now with this for what we wanted to be able to communicate. It satisfies a lot of things. When I try to look at us through the lens of the industry and you know we're creating some things we're creating a cool brand that you know can represent quote-unquote good guys and good gals in the industry a lot of great stuff happening around that and I just think you know it's when I see us through the lens of others I can't help but think you know what are they doing like I don't understand how they make any money and you know that is like one of the first questions most people ask us is like are you monetizing that yeah are you are you making money and it's like Yeah. And listen, I think, so let's talk about what a B Corp is. B Corp stands for benefit corporation. It's something that's been around, I don't know, roughly eight to 10 years. I think it's kind of a newer version. Everything I can tell Michelle, there's nothing about a B Corp that gets any different tax treatment. I mean, you're still a for-profit company. You don't have any different tax treatment, but what the, the, the measuring stick is you have to demonstrate and you have to reaffirm again and again, that your purpose as an entity or that you're, you're really serving a social good and that you're in all your business decisions. So this is also significant. One of the things that the language says very specifically is that the executives of the team and the founders have to, they're, they're required by, by rule, by law to, to, make sure that the decisions they make as a company are run through a filter of, does it provide a social good? And that's because when you step out into this and to being a B Corp, you may not get tax benefits, but you are watched differently and you're by, by the powers that be. And one of those things is, is that, you know, like Jim said, your core, why is, is about helping. It's about making a difference. You've seen some stuff from us. It's like people over profits. How about we think a little bit more about making a difference than making a buck? Because we really, really believe to our core, because this is a core thing, that when you do that, And you have the right team members that finances just take care of themselves and they will. And it's not that we're just like not creating structure for us to be a sustainable whatever because there absolutely is a structure in there. But this was a really important part to us that it's like benevolent, benevolent, benevolent. Yeah, there are just so many elements to this, so many layers, but I think it's a clear way for us to go forward and say, and you and I have talked about very clearly that we wish to be one of the most public private companies you've ever heard of. Okay. What does that mean, Jim? To be a public private company? It simply means there's not anything that we're going to be doing as an entity that people can't see our financials in the same way they would see a public company's financials or anything else that we're doing, just because we have nothing to hide over here. We're simply working and we're trying to pull together resources and people and talent and all the stuff to, to, do some real good. And from my perspective, and I, by the way, I didn't share with you that I, I love it when he does that. Cause sometimes I just, it's like, okay, do I, do I, I don't always brief you on everything I do. No, I know. It's like, I don't know how to prepare myself. Go ahead. I started a blog post around this kind of subject. And really it's like when you recognize when you're in a position like Michelle and I are with our work and with, with being in a position and being agnostic and being in a position to kind of, you know, have some information that is a value to dealers and eventually consumers, then it's really just a simple decision to act like this is the blog post really is like, of course we're going to act. And when I say we, I don't just mean me as part of the reason we do benefit corporation is because it's, it helps for those who would be financial partners, who would be investors, even dealers who are, you know, coming to do business with us. I want everybody to see that. Any profits that we enjoy are to be leveraged for the greatest possible good and a legacy impact on our industry. The end, the end, the end. Of course, we're going to do that. Of course, we're going to act. And so this is the part that I'm saying, we're just, what you're seeing in us is, um, is a moving forward in a way that is, um, It's simply rallying the stuff. And when I hear us talk about this, sometimes I think folks must think, you know, it sounds a little like it's Jim and Michelle or they think they're pretty important or whatever. We just are in a good position. We're in a good position. We enjoy a lot of great relationships across the industry. We have seen some traction around some of the things that we've created and the brand that we're creating. And I'm simply saying, and I said it to others already, is that I'm working, and Michelle is joining me, and working to... leverage whatever value we can create, whatever you might call industry equity that we have in terms of relationships. Uh, we're simply trying to leverage those for the benefit of the larger industry. And that's mostly aimed at the friction. As I talk about between dealers and consumers, there are other things. The other thing that's happening today even is that, you know, we're talking about this white hat way thing and, uh, I purposefully would typically reserve white hat subjects for Wednesday, right? Yes. Like white hat heavy subjects. Yes. So today is a Monday. It's like, look, it's time for white hat way to go beyond Wednesday. Like white hat way is a big deal. It's a nice opportunity. And it's really about us getting transparent. It's part of the requirements, by the way, of the B Corp. You got to be transparent about it. And we've talked about transparency and how important we believe transparency is. So we're going to continue to model. We're going to show what transparency looks like. We're going to continue to do that. And so becoming a benefit corporation, just simply, the other thing it solves for me, and the reason I think it's significant, is people will wonder on some of these undertakings you know well how much of that money goes in jim and michelle's pocket well right now jim and michelle own way out way right as an entity now we're making that entity a b corporation so Whatever profits that you and I might enjoy, people can see, oh, look what they're doing with those profits. Look what's happening with the dollar. We went through the exercise last year of turning it from an LLC into a corporation. So it's Inc. And that was about capital raising. But it was also about stepping into our core and what we anticipate creating. in a way that just made more sense. And so this is a B Corp is, you know, for us, we've already done all the stuff for creating and incorporating. And so that's kind of like already some of the bigger things are already done. And this is just like, hey, this is what we want to do. These are our whys. This is we're willing to put ourselves out there and Under the scrutiny of the powers that be, too, we're willing to do this because it's also a message. And, you know, I wanted to say something. George, love it when you comment. And it's like I'm kind of thinking that George and I come from the same batch of influencers from back in the 80s and 90s. And that would be Zig Zig Ziglar was a huge one for me. I mean, huge. And I've never been in sales. But he was a huge influencer for me because of just how he talked about Treating your customer and treating people around you in general. And I just love him. And so every time you bring up Zig Ziglar, I'm like, yes. Thank you, George. Yeah. And that's a pretty famous quote for him about just just help others get what they want. And I think what we're focused on and we're just in a good position to be able to. you know, Michelle and I make ends meet as coaches. We are now able to, um, you know, bring others to the undertaking and to create education that will be highly useful. And we just continue to say, um, People get nervous, like, what are their intentions? And you mentioned a nonprofit. Can I just go back to that quickly? We anticipate having a nonprofit, and that's not meant to be anything except that when you have parties who come forward who want to contribute to the cause, the mission, Some of them want to be able to make it a tax-deductible donation. And so for that reason, we can't do that even as a B Corp. And one of the things that we were looking at, too, is there are a few benefit – or there are other B Corps that – I can't think of the word right now, but foundations, whatever, that will help businesses to be able to do what it is that's actually on a roadmap. And so by having the nonprofit so that it's a way for people to be able to donate and to be able to put money in, and it can be a tax donation. But it's like, let's move this mission. And I'll tell you something, the mission of White Hat Way, I don't see really anyone else moving forward about what our why is the way we are. I mean, besides those who are joining us. Those are joining us. But I mean, it's like it's it's because it's something that's woven into how they do business. But like putting this it's like this is this is a thing. It's not just a phrase. It's a thing. thing that that we're we're um that we're building and and it's a thing that more and more people are beginning to recognize as oh it's white hat way and what does that mean yeah all of that we say this sometimes and it I want to be as clear as I can white hat way is about more than the buy here pay your business it is absolutely it's about more than the buy here pay of course that's where we look like our living that's where we enjoy our relationships that's where we have knowledge and so of course we're going to try to apply whatever um value brand value um you know clarity can be created around white hat way in our buy here pay your industry but I think what you're hearing me say is that And you're also going to see Michelle and myself step forward with some education that is also not specific to Buy Here, Pay Here, but everything we will talk about there will apply to Buy Here, Pay Here business and other businesses. And so this is all part of how we... you know, sort of just go forward and move the, move the mission, like just continue to advance the mission and the, the opportunity to have a positive impact. So, you know, when Jim says this is not specific to buy here, pay here, it's not specific to the automotive industry. It's specific to the, The relationship between businesses and their customers. And dealers are customers, too, to the vendors within our space and to other suppliers. It's like the relationship between... Customers and businesses. And we're, we're really just feel very blessed to be able to, you know what, we're starting somewhere where it has the most friction. Yeah. And, and it there's. And where's the largest knowledge gap. And where there's the most that can benefit. Yeah. Just. Yeah. It'll benefit the buyer payer industry. Yeah. Yep. Pure and simple. You know, our, our, our dealer friend, Candice price out of Nebraska mentioned on our podcast once before this idea of the knowledge gap, which we're all familiar with. We just, I hadn't heard that phrase. Like I hadn't heard that used in that way. And so I always take a moment to credit her in that kind of phrasing because it's. One of the things we see in the buy here, pay here space, keep in mind, I've been an automotive since 95. Before that, I owned pawn shops. I would see folks who were in a tough spot in life, right, even through that period of time. So one of the things we see in the buy here, pay here space that's unique is you're talking about a customer who is making one of the largest purchases they'll make in their life. If they owned a home or bought a home, many of them won't. But if they did, that would be a larger purchase. So it's one of the largest purchases they will make in their life. They don't fully understand the financial pieces. As a result, they often are taken advantage of, whether that's individually or collectively. Or they feel they've been taken advantage of because they don't understand the process. true. That's true. And they don't know how to navigate the process. So it makes it worse. So I'm simply saying we're trying to demonstrate and trying to create solutions so that, you know, in the best case scenario, eventually you're able to help dealers and consumers communicate in such a way that they can each have a better experience. And that can include financial experience for both of them. So that's going to be possible. They still both, we're not asking anybody to sacrifice anything financially. We're simply saying, when we're not taking advantage then we have a chance to create a scenario where the consumer can benefit the dealer can benefit and we can reduce a lot of that friction so this is where white hat way is going to live and you know one of the things that I just I I'm kind of feeling into uh is that when we when we are when our when our customers our consumers are not educated when there is that knowledge gap That is a natural taking advantage without anyone intending to take advantage of anybody. So it's like there's no malice. There's a lot of dealers out that there is zero, zero malice. And that they're, you know, they're out there trying to do good and they're out there trying to do the stuff and, you know, help their customers. consumers be successful. And we're always like tip of the hat, just really, really appreciate what you're doing. And what we're trying to do is to make it easier for dealers and consumers alike to bridge that gap. Because it's like even the ones that have the best intent, there's still a knowledge gap. And through that knowledge gap, consumers frequently feel taken advantage of. And, and it's, it's just a, what is it's, and it's, it's that like, it's that thing that's built into buy here, pay here. And it's this thing that if you get on your computer and you type in buy here, pay her dealer images. Hmm. Yeah. TikTok. Try TikTok. Try TikTok. It's not pretty, folks. It is not. And that's what the world, that's what the consumers of this... Many of them. Yeah. Many of them, like, this is, well, I don't have a choice. And now I have to go deal with Mr. Buy Here, Pay Here dealer. Yeah. So what can White Hat Way do as a benefit corporation? Well, among the things it can do is create... methods, you can create platforms and solutions for dealers and consumers to communicate with one another, or, you know, um, certainly why I can serve as sort of a media or a mediator slash, um, you know, uh, There's other words, but basically to try to bridge that gap and to improve communication. So there's really two things. There's education, right? And then there's communication. So we're really working to... Create the infrastructure and bring the people together. Got plenty of commitments from a lot of really talented people to help make this thing go. And so now we're just being thoughtful about how we build it. I'm playing a very long game and Michelle has joined me in that effort to really make this difference. And so I think it's you know, we're going to keep talking about, it's like we're, we really are prioritizing a purpose over profit. Okay. So I just can't say that enough times and emphasize that piece enough. You know, does the company, will it enjoy revenues and profits? Of course. It's just that it's, It's got to first be about the purpose. We got to make business decisions all the time as an executive team, eventually that we're prioritizing purpose here. And yes, yes, we're going to enjoy profits and we're just going to prioritize this purpose and be able to advance the mission. And have a real impact. And like I say, all the stuff is there. So of course we're going to act. Of course we're going to do what can make a difference for dealers and consumers. That's the part that's just, it's coming clearer and clearer into focus. And this benefit corporation is just one Republic way that we say we're, we're acting. Yeah. And, and so, you know, those of you who have watched us, it's like, as we're kind of like building momentum in a thing and it's, it's, you know, part of the, the knowledge gap, we started with the dealers, right? Because there's a lot of knowledge gap in dealers. And so we've been trying to create all the straight line stuff. We talk about straight line all the time. And there's a lot of really great places you can go, people you can talk to. We just wanted to be a voice out there that was easy for people to find. as well for, and we're talking to you three days a week and it's like, let's talk about. And so we've really focused a lot on the straight line education, trying to get things out and point people in the right direction about how do you do the stuff? And so now we're starting to layer in the squiggly line education more and more and more because it's I think that there's a lot out there and we're going to be putting together this year a way for people to be able to search and find the stuff that they want very easily. But the squiggly line, the heart side, the transparency side is where we're really moving into and into the straight line education for consumers. Because what they don't know, they don't know, they don't know. And so that's the next thing is our attempt or not attempt, we're doing this. The next thing is doing this and finding the best ways to get it in front of consumers. And we have some really beautiful ways that we've mapped out and are working with teams so that you as a dealer have an opportunity to educate your consumers on straight line topics in a way that's just easy and and in a way that it's just like hey I care about you as my consumer as my customer and so here's some things and you know that that that's where And that's where you're going to see us really starting to, as this squiggly line stuff, the white hat way within the industry builds and develops. You're going to see this starting to come in this year of how are we teaching consumers straight line things about technology? you know, simple stuff. I'll learn some audio dropped. So somebody said they lost audio on their side. So we'll see. Well, let us know anyone else. We are seeing our internet signal go up and down. So maybe it's just kind of dropping out. But, um, so I, I'm just going to, I'm not going to read this whole thing, Michelle, but I do want to show for the sake of the viewers that, uh, This is called our statement. I'm sorry, statement of public benefit and commitment to social good. So I filed this with the material that went to, you know, with the conversion from a C Corp to a B Corp. And it's really just our first step in. Placing on record, here's our commitment to social good. That will get updated every year to make sure that they don't need to add some new language. And that's going to go on the White Hat Way website. Yeah, so it's basically a way for, this bottom line is that it's really a way for us to state very clearly what our purpose is, what our intentions are going to be, and to an extent, how we go about doing that. But first and foremost, it's just to identify your mission and your commitment to And reaffirming that commitment, I say, every year for us. So we're going to basically update that. So it's all part of this effort to demonstrate how we go about making this difference. And I just want to ask dealers today, but it's just on my mind, and I don't need an answer from anybody specifically, but I would just say, as we work through this and we think about what White Highway looks like and where I anticipate this goes, and as a former dealer myself, I'm going to ask the question, what does it work dealers to feel good about the business that you own? To feel good about knowing that the business that you own is making a difference. And there, you know, I love that. What is it worth? And we talk to dealers frequently that do. Yeah, of course, they're out there. And it's like, oh, it just, it feels so great. And so, you know, it's like, well, you've got that. And here, how can we help you? I'm not asking you to sacrifice any profits. No, no, not at all. If you were just as profitable and you were able to feel good about the business that you owned. Imagine, like, as... consumers become more, that knowledge gap gets closed or, you know, it's like, it's easier for people to, to find the things that they imagine how that improves your book of business. Yeah. Yeah. Yeah. How that improves your collection rate. Yeah. And to tie back, you know, I asked the question not long ago on social media poll and, and, and, I asked, you know, how many of you would lower interest rate if you could do so and still like lower charge off rate, et cetera? And virtually everybody said, yes, I would. So you get the point is when we can work together to improve communication and we can reduce repo rates and we can, you know, have ways to help the consumer get past whatever the issue is. then it becomes possible. We know it's possible. And so it's just a question of, you know, how do you get from here to there? Cause I mean, you dealers out there run the numbers that if, you know, if you improved your repo rate by 2%, sure. what that means to you every year. If this year we're lowering it by 2% and next year we're lowering it by another 2% or we're able to keep people on time better or whatever. And this becomes a significant element. And I think, you know, one of the things that's happening with us and one of the things that will continue to happen through the benefit corporation is that we will be able to further clarify the community of folks who wish to join us in this effort. And so we're just, we're putting the word out there. Here's what it looks like to join White Hat Way to participate in this mission. And so we're making that easier and easier for people to understand and to take away any doubts that people may have about what we're doing with the resources. And to step in. It's getting easier and easier. You'll see it easier and easier. It'll be easier for a dealer to say, you know, how do I step into this thing? And I'll tell you something that I'm just, for me, this is, Jim, this is about me. Okay. Okay. I, since we started this like thing that we're really, we're out there and we're vocalizing it and we're vocalizing it a lot about, you know, it's like, it kind of goes back to Buy Here, Pay Here United, their first one. And we did a topic was how is Buy Here, Pay Here like a chicken sandwich? And we were discussing, you know, why is it that people will drive past five other chicken places and form a line that goes around the block at Chick-fil-A? Why? I mean... And, and it's like, so we kind of broke that down. It's like, it's a brand, it's a mission, it's a, you know, how they treat their customers. It's all of these things that it's been really, from my perspective, I'm new to the industry, but you know, I'm watching all the stuff and Jim's talking about, you know, that this is where, this is where I've just, he's, he's felt for me. as long as I've known him and before, that this is where what he wants to give to the industry and to business and all of that. And it's been so fun for me to watch little by little, and I don't think it's not like anyone's giving us a call or whatever, but as the conversation changes, so do the topics at conferences and at webinars, and the conversation is changing. And it's so fun for me to see, oh, so-and-so's doing a webinar and such and such. Or, oh, look at this topic that they're talking about at this conference. Or, oh, my gosh. And there is no way, no way do Jim and I feel like that's competition and we should beware. No. Not at all. It's like, oh, my gosh, this is amazing. We're happy to see those conversations take place wherever that can happen. Yeah. I think for us, we're just trying to do it in a super public way and to make sure that people know we're. What we're working to clarify, folks are welcoming. Like, you know, everybody's welcome. Like, you know, this is a very inclusive thing. We're making it easier for folks to know how to get involved. And so, like I say, near term, the Benefit Corporation was really about allowing would-be investors, partners, anybody to see, right? who it is we are, what it is we're doing, what we do with the resources that come our way. And so that's just part of what helps us to get from here to there. Yeah. And I, you know, before we completely wrap up and it's, we aren't really pitchy. I mean, we talk about the stuff that we're doing and all of that, but You know, if and we do take we we we take on regular clients that have like straight line needs of, you know, it's like I need help with this. I need help with that. And just so you know that even in our coaching on the straight line things. that what our clients get is through the filter of White Hat Way. It's like, how do you treat your customer? How do we want to help our customers to understand the process better? How do we want to approach them? How do we want to be seen by them? How do we you know, and, and, and so it's as, as coaches and con and consultants and, um, and implementers and advisors, you know, that's just what we do. And, and, um, you know, and then we're also trying to find ways for dealers to connect and, and that just, cause it makes things awesome, like V8 and things like that, which that's not like a white highway product. That's a, like let's get people together and talk about the stuff so that we can we can we can find a way for dealers to be able to have that kind of support yeah and then straight line education I think what michelle's talking about like any dealer I'm working with we're working with some newer dealers now it's like the question becomes like with dealers who are newer like I'm advising them on the things they're asking the questions right it's like where should i source cars, what should I pay for cars and all this stuff. And I'm trying to answer all of their questions with, through this lens of how do you want to be known in your community? Wouldn't you like me to help you create a business that is very healthy and sustainable? Okay. Wouldn't you like me to help you create a business that you can feel good about knowing that in your community you're making a difference? So it's like I'm trying to help folks. Of course, we're coaches and advisors about business operations. Of course, we're going to help them create a business that is profitable, successful, positive cash flow. And when we can do that and add these other layers and help them understand, let's talk about a real sustainable business that you're going to enjoy, that you can say to me the same things that dealers told me after decades of business. Jim, I just love that we're helping people. I love that we're helping people. Yeah. Like, you know, it's like, OK, so this is this is what I have to introduce through the coaching is let's think about this is why you hear me answer these questions in this way. Well, you know, yeah, it's like this is why this stuff matters. And Robert Hernandez. someone that I've just recently, um, I know Jim works with Robert and the V8. Yeah. Um, great topic. One piece of your new direction should probably include the education to federal agencies that issue consumer regulations that sometimes are in, are in the, Determinant? Determinant to independent dealers. Just so you guys all know out there, and it's like we've said this before and we will continue, continue, continue to say it. We are absolutely determined. here to help NIADA as well. Absolutely. 100%. And we are in constant communication, you know, frequent, let's not, let's not say constant, like I'm, you know, but we're in frequent communication with, with people in NIADA that are decision makers. And, and it's just, and it's just always, Hey, How can we help? What can we do? And, and that, that, you know, it's just, so yes, I can see that, that, that being something that we are able to help with. Well, Robert, this broadcast just went out on YouTube. You could share that with the agencies yourself. Like we're saying the stuff, the same stuff we say all the time. so yeah dealers yeah feel free um hashtag white hat way hashtag white hat way yeah if you yeah it's like what is white hat way hashtag white hat way and um I think that what what robert suggests there is really a um it's that's that's possible because I think we're we're working on the same mission if I look at what the the what the cfpb is charged with and they're taking that responsibility very seriously and they're out there to protect consumers I think what you're hearing us say is we're also stepping in between dealers and consumers and trying to help create to reduce the friction and to create scenarios where this consumer can solve their problem. Dealer can enjoy a successful business and we can reduce a lot of the friction and frustration between dealers and consumers. And so, yeah, it's all aimed at the same thing. We're going to keep doing what we do and they're invited to the party too. Like it's all just part of the thing of trying to, you know, work to make a difference and find ways to better aim at, you know, like, It's kind of the thing about shotgun versus rifle. We're over here working to try to figure out how to more precisely solve the problems that we all know are out there. And we're not naive. We're not Pollyanna over here. We don't expect to change the world. We just expect to create a solution that will have a positive impact in a lot of relationships. Thank you, Facebook user, for your thoughts on help. This is looking down the road. And, you know, one other thing I just, I, again, I was like, before we close, well, it's, it's just something that, that kind of filtered into my head about how, you know, dealers, we see a lot on social media, this, this fear and apprehension and irritation of, around the federal agencies that are trying to protect consumers. And it's like fear. I have to make sure that I'm doing all the things. That's compliance. But the fear, it's one thing to be like, I want to be compliant. It's another thing to fear compliance. It's another thing to feel irritated that you have to, you know, that federal agencies are saying you need to do this because they've seen their job, their mission is to make the experience more transparent and more, you know, it's like above board and that there's all of that stuff. And so part of this too is that that there is less and less friction as well between dealers and the cfpb thank you I can yeah among other agencies there can be some agencies at the state level I think you know what we what we know and we can listen to steve levine and by the way if you're not subscribing to their newsletter oh great stuff yeah they do webinars every every month and it just tells you what the tone if you keep up with that it tells you what the tone is of the cfpb and where they foresee problems and and and it lets us know okay if we can solve these problems then we will be less likely to be a target you know of these agencies and so and when And it's like, why wouldn't we want to feel like this? It's like, well, duh, we don't need you because we've got this. And it's like, oh, what a beautiful image is we don't... And buy here, pay here, they don't need that organization because we're just kind of like, you know, we're... Pollyanna. I know, but, but it's like that, that even if, even if the regulators see this is, is this dealer, this is this dealer, you know, a white highway dealer, or is this dealer, what does that look like? It's one thing to say it's one thing to put a little sticker on the door. It's another thing to what does it look like? Yeah. How transparent. We're trying to put a name to on a philosophy so that dealers can rally behind it. I think we've done that. Yeah. We're trying. Sorry. You know, we are doing that. We really do. Cause try is just not a good word. Cause it's like, we've, yeah, that's, that's. Yeah. And so it's just a question of the rate at which it builds. So that's all good. So yeah, I think that's good. I think there's plenty more to say for next time. We look forward to having you join us back here on Wednesday. And we're also contemplating switching up the format a little bit for the This year you're going to see a little bit of change in that. In the meantime, we appreciate you tuning in. This way you know where to find us and when. Enjoy the rest of your Monday. Go out there and do some tax refund business. Have a great day, everybody. Thanks for joining us.
