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. Well, good morning. Hello, welcome. What day is this? It's Wednesday. Wednesday, okay. It's July 3rd. Okay. Tomorrow's a big day for our country. Oh, yeah, yeah. Independence Day, nice. Independence Day. And, yeah, so we're, yeah. Michelle is a little bit. I'm a little foggy. So, you know, this whole thing with the having a cold. Well, I yesterday felt so great. And then we we picked up a soda, which from a place called Fizz. I don't know if anyone's ever. We've never been there before, but it's kind of one of those just soda places that you can get all the different flavors and everything. So we get it and I and I take a sip and I go. doesn't have very much flavor and jim takes a sip and he goes I can taste this stuff it's like oh okay so go home and start to prepare dinner and I take a taste of something because I i cook through my taste buds it's like oh it needs more salt oh it needs more whatever nothing Nothing. And you know, I've heard people that I, and so it's obviously what we've had around here is COVID apparently. I mean, I, yeah, I knew it was more than a cold, but yeah. And so I'm like, I'm, I'm, this just fricking sucks. Cause I, you know, I love, I love cooking. I love, and I love food and I'm sitting there preparing something and it's like, I have no idea what this tastes like. and I so I gave her a report so we sat down and we ate and it's like interesting textures nothing oh my gosh yeah I mean I obviously enjoy food and would uh that would be difficult so hopefully it's temporary for you I hope so too yeah I do so so yeah so she's feeling better you can see that uh you know I can see in your eyes your eyes were definitely uh you know a little glazed over into your illness that yeah that too But yeah, we're glad you're feeling better. Yeah. So we had planned on today for a while. So we had an opportunity. What announcements do you have before we get going? Just, I guess, you know, our V8 stuff. This first of the month is the opportunity for people to get involved in V8 if you're not a member of a V8 dealer group. let's get you in in the month of July. We're starting the second half of 2024. It's a good time to get in there and just, you can talk to our fellow dealers. They'll tell you what, what they're experiencing. And so that's, it's a nice opportunity. And I think I shared before about one in three of our, members are also members of a 20 group and they're continuing to do both and they just find different scratches different itches right and so uh so it's um it's a nice solution so we would love to see people get involved in that we just set the date for our v8 plus meeting which is going to be around pricing and we've got some experts we've already got some people that have just going to contribute boom I look forward to these conversations it's we I love to go out and ask the experts about you know Where would you advise a dealer set pricing and why? Right? So this will be fun. So that's part of what we're doing with the V8 Plus at the end of July. Otherwise, quick announcements. We got Tracy Myers, the dealer that's pretty well known out of the East Coast, very active in the Carolinas Association. And we've not had a chance to get to know him. So he's going to be on the podcast on Friday. And I look forward to talking to him about the event they've got coming up, a mastermind event. I think it's at all. We have heard such great things about. Yeah. I look forward to telling him some of what we hear about that. I love what they're doing. I love the format. So it's, it's really great. Yeah. Any, any opportunity we have to have really great education in this industry. Oh my goodness. eat it up guys I would love to be there for his event and uh I i forget if it's in charlotte or just where it is but we'll find out friday come back friday and and meet tracy with us and we'll get the details about that event and then monday I'm going to talk about uh charge off rates um and I hope we've got a woman named stephanie who was kind of asking the question out there in the facebook group I've invited her to come yeah and so she and I are connected that's okay No, she messaged me yesterday and said, let's connect and talk today, Wednesday. So maybe she'll be a guest. If not, we'll go ahead and bring the topic while all the information is fresh. I'm glad. To be able to walk through those kind of things. And to answer the questions of someone who's a novice. Yeah, she's newer to that. Yeah, is beneficial to everybody because so many dealers figure things out on their own. And it may, you know, there's lots of ways to make things work. Right, for sure. Yeah. And then one other thing, I talked about it last week. A friend of ours, Eric Johnson from Cook and Hudson Cook, sent me, well, sent us. I want to say me, but you know. I could have said both, but I'm not a reader. So it's me. It's called Car Law, F&I Legal Deskbook, 9th edition. It's the answer book for finance and insurance professionals. So really, it's a great reference book if you are looking for something that's kind of easy to, instead of, you know, well, especially with legal things, it's a little scary when we see a dealer ask a question on a public forum and a whole bunch of people that are not attorneys will pipe in and say, it should be this and it should be this. And it's, it's like, there's, there's a lot of, um, a lot of, uh, speculation. Yeah. Why don't we leave legal advice to the attorneys and legal professionals? But, you know, if we ever have a question come up that I could answer from this, I will quote it. Okay, good. Okay. That's why I'm kind of, yeah. And I don't know if they sell the book, but it'd certainly be worth, um, you know, buying the thing and having a, you know, I'd reach out to Hudson cook. Yeah. Or reach out to us. We can find them. I don't think I'm connected to Eric on Facebook, but I am on LinkedIn, so we can help you get connected. Very good. Very, very good. Okay. Topic today is from the conference. Yeah, it's from our recap of the... We have a recorded conversation with Tim Lawrence from LHPH Capital. And you'll understand as the video starts to roll, but LHPH Capital is one of the first people to step in as founding sponsor with us. And they're one of just three founding sponsors. Next Wednesday, by the way, we'll all have the session with Taylor Byrd. So it'd be the last of three and look forward to that. It was a really great conversation. We'll have a fourth though. A fourth. Uh-huh. Well, we have the three founding sponsors, and then we have a fourth conversation that we're going to talk about, too. The one with Gordy. Oh, yeah, yeah. Yeah, that was a good one. That recording, sure, sure. That was a really good one. Yeah, I was still in the track of founding sponsors, so I thought, you know, something I don't know. Well, did we get another founding sponsor? Nope, we closed that a while ago. Yep, exactly. Yep. Shall we roll the tape? Yeah, absolutely. Let me bring it in, and... Change the format and go here and do this. Okay. We are back for another quick interview at the NIADA 2024 Expo. And we have another one of our founding sponsors here who just swung by to say hey. And so we asked if you wanted to come up and be a part of the recordings and the broadcast. I'm happy to have Tim Lawrence come to the microphones. And with LHBH Capital out of San Diego, do you want to give our listeners who are not familiar a little bit of history about LHBH Capital? yeah absolutely although I do want to add that I always like hanging out with jim and michelle well and I can't I honestly can't say it enough that the laugh that you have michelle whenever I'm listening to the podcast in the morning it's the laugh that's just that's why it's like honey tell me a joke right any any way to invoke the lab thank you thank you it's fun yeah we have a good time yeah so lhph capital started as lhph originally in 2010 11 time frame And the concept was really trying to bring in-house leasing to dealers that wanted to either start from scratch or make the conversion. And it was a consulting basis. So it was trying to get all the different factors in place to be able to help a dealer put that program into place. And then around the 2016 timeframe, the owner, Terry Bowler, realized that, okay, this is okay, but really the biggest challenge is capital. for dealers being able to implement these programs. And so we made a pivot in early 2017 to be the, if we could, the premier capital provider of Lease Your Pay Here. And what we ended up doing originally was trying to provide as much educational content as we could as the pathway to be able to then be the capital provider. And so if you look at our website, that's why we have so much content, probably too much content. if you can have too much content. As long as it's well organized and people can just find what they want to find too, it's like, have it all, have it all. Because, you know, when there's more than the off things that people have questions about, they're going to find the answer there. So I really respect that because we work really hard to try to create as much educational content as we possibly can. And it's all about just turn on the recorder and take the thing and turn it into something that someone can There's a comment I wanted to make on this. Tim mentioned that they started just LHPH and trying to teach people about that business model. And it wasn't about capital. It was about just how do we teach people about that business model. And I know from the interview that we did with Terry Badler, who is the founder of LHPH Capital, He was very instrumental in helping build solid foundations for that segment of the industry and with ethics and with what are the rules and going and being a voice for that role. with regulatory agencies and, and those kind of things. And so it just, a lot of respect there that it's, it's a capital provider, but the capital provider actually started with trying to, well, what they, they built it into is education and capital. And it's, yeah. Yeah, and I remember hearing from Terry. I don't think Tim talked about it a lot here, but I remember that, and I don't know that we ever made that conversation with Terry public, but I do recall that he shared in that conversation something I kind of knew about their background. When they first rolled out leasing in California some years ago, they had a lot of problems with people not disclosing fully, and of course, early leasing, there was a problem with open-ended leases, and then they eventually moved to a closed-end lease. And I can just tell you that Terry Bowdler, as the founder of LHPH at that time, was very much involved in the California Leasing Association, later became National Leasing Association. He'd been very instrumental in those conversations. It was very much around ethics and ethical... you know, use of leasing, which is a wonderful tool, but early on it was being misused. Dealers were kind of, you know, not, they weren't educated enough and they were not, you know, handling it well. So Tim didn't talk a lot about that part, but that's the history of Terry Badler and LHPH Capital. They've kind of been very much in those conversations. And then the capital came in as a secondary thing to be able to to, you know, they started with education and then they brought in capital to be able to help the dealers be successful. Yeah, so it's kind of like... We see that, the capital need, right? We do, we do. Easily, so yes, thank you for that. Yeah, for sure. And I can say that, you know, in my years around the industry, which is now 20 plus, I can say, obviously capital is in demand. You talked about it was evident that there was a need when you started. Now it's a... The need is the same or more in terms of the demand for capital. And while we see a number of players in the traditional retail installment contract, it is by your payer. We see fewer in the leasing side. And so you guys have stepped in to fill an important solution there. So talk to us about how the capital program works. Yeah, so our capital program is pretty simple. The way that we fund on a transaction is that we finance the cost of the vehicle plus reconditioning. And it's not dissimilar to some of the other providers, except that we target each vehicle independently. And so we'll create a amortizing loan on that vehicle that pays principal and interest back to us at the same term as the lease contract. And that creates a payment spread for the dealer customer between the lessee payment that's coming in and the payment that's then coming to us as the lender. And that's the operating cash flow. So we have that as program A. And then we also do a little bit of the traditional borrowing-based structure as part of it, depending on what's the right fit for the dealer. I chose not to call Tim out in the session. I noticed that he was sitting in our session today on the exit rant conversation. He was like, come move forward, everyone. And everyone got up and moved forward. I saw that. But I know that among the things that made me think of you as the conversation went that direction was this idea of the three C's in capital or whatever. That's something I've heard you and I've talked about that in the past. So I'd like for you to go back and share kind of your company's background with ethics. Can we pause out there? I looked them up real quick. It's actually the three C's of credit. So when people talk about the three C's, so I refer to this, but we didn't really dig into it. But the three C's are character, capacity, and capital. So he's going to talk about the character piece, but I just wanted to recap for everybody. That's what that is. To go back as far as you'd like, we have plenty of time here to share with us kind of the ethics track of what your company has been through in Mr. Babler's history. So it is really important to us. And when we established our founding values, our core values as a company, it ended up being quite a bit around ethics. So we have five core values, grateful, respectful, grateful. innovative trustworthy and transparent and with the acronym there's a lot of things that yeah I love it but there's a lot of things there that are very similar to what we have for yes exactly and it almost bookends so innovation is is in the middle and on the outskirts are a lot of those ethical yes components and I think the idea is really that we want to treat our not not just our customers our borrowers but all of the stakeholders so the the end consumer the the dealers that we're lending to we we borrow from lenders the different industry affiliates our ownership We want everybody to share in that sort of clarity and transparency and have trust. And not only that, but just from we want to make sure that we're providing a product that gets a response of being like, wow, we're grateful that we get to work with LHPH. And same for me. I want to be in a posture. I'm grateful that I get to work with the people that I get to work with, the dealers and the if if you're a dealer borrower and you you land really high in the category of character then it it goes even further for us when when it gets to the tougher decisions of yeah is is this a dealer that we want to increase our our line with and our exposure with well we we have extended that trust in the past and we feel like we can extend it even more to be able to help facilitate not only their growth as the dealer borrower, but the success of their dealership, which then really impacts all of their staff and team members and their families. And so the stakeholder conversation really ends up expanding out pretty broadly. And then there's a greater responsibility for us in what we're doing. I had the opportunity last year at the LHPH conference summit, LHPH summit, to sit down with Terry and spend a little bit of time talking to him directly about his background and his why. And I have to say, just really, really impressed with that gentleman, very much so and and it, it You know, we talk, we frequently talk about culture starts from the top and it's after having had the opportunity to talk to him for a while, knowing you as well, who is part of that, that top down of culture. It's just, it's, it makes a lot of sense that the folks that we've had to work with at LHPH Capital are amazing and they're kind and they're fun to work with and they just well except trevor trevor is actually almost next to us which is why he's getting no it's obviously great to work with and she's right the culture piece is significant I want to uh circle back to the thing about character because I'm I'm curious to know we know that lenders in particular like to see character in their borrowers and I'm wondering you know your borrowers used to argue right and so I'm curious to know like what do you identify in in and we're just recording here right so yeah just share with us like what do you what do you identify as character in a youth party you know the character conversation is interesting because I feel like for us It's also an important conversation. And I think it's something that's worth just kind of listening to. What does a company like LHPH define as character? Yeah. He's going to talk about how theirs has evolved. And while we're paused, I would explain that we apologize for the kind of the ambient noise in the expo hall. Our microphones pick up a lot of it because this is in the expo hall where people are moving about. And so you hear a lot of that. So apologies for the audio. It's evolved. The earlier parts of the character that we were looking for were, okay, is there a peer recommendation? Are they around in the conferences? Can other people endorse them? Are they in the 20 groups? And those are all really important things, I think. And then it comes down to the other things. Are they telling us what's going on in their business accurately? And I think those things are great and you see them all up front. the evolution part is what happens when times are a little bit harder and yeah how does that the character of the dealer borrower really come out and it actually goes both ways because it's how does our character come out in those in those harder times that's really an important key yeah I think to all of the business relationships, and this can expand well beyond buy here, pay here, is when times get tough, how does the customer, which is the dealer, behave and respond. And how does the business cap, the, the, the vendor, the capital provider respond to the hot, the, you know, the situation that's happening. And I do understand that the, That the way that the customer or the dealer, it's really interesting when you kind of just flow that down a little bit further downwind. But how the customer handles it, if they, you know, are they being open, transparent, honest, graceful too? Or are they being... uh evasive um uh less than honest uh um making excuses or whatever yeah I think the obvious and I put the thing communication which I don't know that we actually listed that by the end of the this conversation you'll hear that we kind of joke about how many c's we threw into this conversation but communication is you know it's it's um It's a relevant parallel when we think about this relationship between a lender and a dealer borrower. And the obvious parallels, which you take the dealer who is the creditor with the customer and think about what would the dealer as the creditor be looking for out of the consumer? That would be communication, right? And being open and working through the stuff. So, you know, it's not too different. I remember, do you remember how long ago was it? Earlier this year that Russell Moore's wife made that comment to him and he posted it on Facebook. It's like, you know, how dealers were really frustrated or, you know, well, or the dealers are really frustrated with the how they were clamping down on capital and how the lenders were. or the, the lender, sorry, the lenders were, were frustrated about that. And, and that she said, well, isn't that what you guys do to your customer? Right. And it's just like, let's keep every, and that's why I say the customer or the dealer in this instance, and then the business or the, you know, the vendor or the, the capital provider. And so it's, it's those kind of, you know, we've used the word grace a couple of different times, but it's, But how how well you can navigate those because, you know, he's like characters. How does what happens when things get bad? Well, it's when things get bad, both the customer and the business can react negatively. Yeah. Yeah. And I think it's not, you know, it's another example of the kind of executive and leader that Tim is when he talks about we have to look at ourselves, too, in that. Right. It's like you can't just point fingers. You got to ask yourself, are you doing your part in the communication and in the relationship? So, you know, hats off to him on that part. too yeah and given you know the economic environments are much harder now and so there are harder conversations and there's more challenging aspects in the lender borrower relationship and so we we've seen in in some instances where we we thought the character was okay and we've never we have not had any trouble from original high character they're like ranked really high I feel like we've always judged that really well but it's the like we're we think the character is fine and that's you know we've checked the box and in the in the tougher times it can we've seen some puts it to the test yeah and it's yeah and it's failed and crashed and burned in some ways which is really discouraging And I think that's why lenders end up having those knee jerk reactions because you extend the trust and you feel like the character's there. And when it's not, it's surprising. And then it's like being a little bit suspicious sometimes. Like, do you have the character? This just, it's like really when you flip those around, it is what, uh, Lenders out there are the dealers in a different conversation with their customer. It's like, do they have the character? Do they not have the character? You'll find out when times are tough. You'll find out when times are tough. Yeah. And I just... That's... Just this is a really, for me, a pretty powerful conversation about, you know, that that we that that are we walking or talk to for one thing. So, you know, are we are we when we ask our our customers to. let us know, be honest, come and sit down. Let's, you know, if, if things get heavy, whatever that we can, we can figure out a solution to that. And, and then in return, you know, the dealers lenders are asking the same thing. And so let's, it's, it really is. It's about high integrity in how you move and what you expect of others. Yeah. And I think if you look at the, let's just look at the debtor side, whether you're talking about the customer or the dealer borrower, as we're touching on here, it's like anybody can have a momentary lapse in communication or kind of get distracted or maybe have a period where they're not sure what to say or what to do. That can happen. But I think character prevails. If you're high integrity, high character, then that would prevail and you would come to the conversation differently. And you would, you know, be able to work through the thing. So that's going to be true of any kind of borrower who has an obligation. Right. And so, yeah, I'm glad we took time to talk about this. Yeah. And when you think about when you have had to have a conversation that's difficult to have. Well, turn the tides again. It's like, is it really? Are we creating a relationship with our customers that really helps them even in the hardest of times feel like they have an open door and can come and talk to you? Yeah. And listen, we're going to run a little long today and I would just say, hang with us because there's quite a lot still on this second half of this video that is significant. It's really important. So I would say if you, if you have to break away, come back, which is on YouTube. And of course you can find it wherever you're picking the podcast today. So. we thought you did do you maybe take a look at your list again right yeah well and that's actually one of the things with with white hat way that as as we develop a certification program and those kind of things that you know not just that they're getting education at the conferences you know that they're not just getting education from their 20 groups or things like that but they're also getting an education around ethics and principles principles and connecting with your customers and being an active participant in your community. And I think what we're trying to illustrate with that is that it's not that we don't need dealers that have character and principles. One of the things we look to do is help them through education, help them understand the value in that is having one, telling that story. Two, seeing the benefit in our buy here, pay here and lease here, pay here space, this idea that when we take good care of the customer and we think long-term, this can be the benefit, this can be the benefit. And so just helping them connect the dots on, lean into that character, tell your story. you know, let your community get to know you. Right. So this is part of what we expect. And it's, it's interesting, when you have that kind of relationship, you know, you have it with the dealer, the dealer has it with the customer, that there's a lot more grace all around, right there. And 100%. Yes. And I think there's this hidden C in character that we don't always identify and it's courage because it takes a lot of courage in those tougher moments to really lean into your character. It's so much easier to flee and take the easier path, but it takes courage to have the harder conversations, whether it's with your team member, or your peer or your lender to say, gosh, here's what's actually going on under the hood, and it's not as good as I was thinking. I'm an optimist, or a Pollyanna. When he talks about courage, and I recently wrote this in an article that's not yet been published, but I know we've talked about it a little bit in the past, is I think this is an example of where the there's a fear factor right that I i feel like if you if we make it about dealers and consumers for a moment there's there's like a fear element that doesn't get talked about dealers at the time of underwriting or have a little bit of fear around making a bad decision and doing business with somebody who's you know not uh who's not got great character that's the fear factor we're a little nervous of the customer right in this brand new relationship And then the same thing with the consumer. They're looking at the dealer with a little bit of fear. And so when we talk about courage to me, it's like overcoming that fear about that, whatever that looks like. Or if it's a dealer and their lender, having the courage to overcome that fear about what kind of repercussions might come from being transparent and honest. it does take courage and I think I'm glad he mentioned it because it's something that you know something we don't think it talked about enough I understand but I'm an optimist and I really do believe that people are good and sometimes they don't know how show they're being good and they don't they don't have they don't have the skill set to have the card conversations and so that you know that's something else that it comes with experience it also comes with teaching and training and and you know I know from just personal experience the first time you have those hard conversations they suck the next time you have to have a hard conversation with someone it's easier it's you still are doing it with with with grace and generosity and kindness and all of that but it's you you've already experienced what happens on the other side and so there's not as much fear about having those kind of conversations so yes courage is a really big it's a big part yeah I think stepping into that and we all know we've been in that place where we have to have a an uncomfortable conversation we do that every week right yeah yeah sunday night at seven we should record it eddie so actually in the session today we talked about the three c's which are common in the living space and then we added culture And we added compliance. Compliance was one that, yeah. And now we got courage. So, you know, it's just another element. I'm, like, going to have 17 C's by the time we're done, but that's okay. I have some C's to add for you. Oh. Yeah, are you ready for it? Yes. There's chemistry also. Chemistry is really good. Chemistry is part of the relationship that you either have with industry affiliates, your team members. I thought chemistry started with a K. He doesn't spell it right. It's a joke. It's a joke. no that's important and competency I think competency is really important so competency it depends what category we're looking at okay see a category so it's like I'm really competent in a kitchen cooking but does that make me competent are you confident in your car yeah or in your financial statements that you're providing to your lender are you competent collector I mean how many c's can we throw out there oh there's there's so many more that's episode seven okay it seems like a game that we play with my daughters where we just start saying all the words we can that start with c there you go i don't know if you guys get I i just I so enjoy tim oh yeah um just such a fun person to talk to anyway he's got a really really fun sense of humor he does and he's very articulate and he puts up with ours yeah we get to play out very good I think the other thing we see in competency like for me as a consultant analyst who works with a lot of dealers we we urge dealers to get more familiar with their numbers and their metrics we want them to know their numbers get really Because, you know, in its simplest form, dealers want to show up and they want to buy cars, you sell cars, you collect car payments, right? And so, or lease cars. And so then the question becomes, okay, so in order to really be effective in managing their business, we've got to get familiar with these other metrics so that we're running our business and our business isn't running on us. It's kind of the thing that as an analyst advisor or something that we see with dealers, we're happy to help them. they first have to admit it and be coachable and it will help them you know figure out what coachable yeah there you go there's another thing you said 17 so I think we have a few more I mean well we have a few more days okay okay tomorrow and yeah no that's all good so yeah I think we wanted to have a chance to share a little bit more about you know your background with white hat way too you guys stepped in right away as a kind of responsible grateful for that because what that does is help us go tell the story reach more people to be able to one showcase what it looks like to be a dealer of character a dealer who's solid in their community right so and it helps to have vendors of character that are saying we love what you're doing and just even having that support is just it's it's high value and so we just really really appreciate that Yeah, immediately we were happy to jump on board because it aligns with our values and aligns with what we want in not just industry partners, but with our borrowers, of course. But it's also, it was really cool to be at the pioneering standpoint too. Like this is a... It's a novel concept to promote this way. And if we can be aligned with it in a way that that broadcasts across the space, we're happy to do it. Love that. Thank you. Yeah, for sure. And I can say you were party to a recent email thread that was an example of. One of the things that I feel like the white hat way by being it's not about Jim's not about Michelle it's about this thing that we point to that is like, look, can we just illustrate what it looks like to be transparent, it's one thing to say the word. Yeah, it's another thing to go and show what transparency really looks like and so you saw the thread is in the context of DMS. Yeah, we propose the DMS really exciting, please provide this for. our dealer users even if they we don't know them let's provide this because we think back to the metrics it's going to be easier for them to manage their business they're going to be more successful when we provide this for them so this is I think a voice that you can expect to see why that way will continue to well and the reports are being named white hat report reports yes and we appreciate you guys adding your voice to those initiatives right it's just a way for us to all say look it's exciting to see it start to get gain some momentum yeah yeah and okay wait back up this is cool the email that you guys sent out with the dms stuff I was thrilled. As soon as I read it, I wanted to wait and see what is going to happen. And I was thrilled to see Jonathan Heddy jump in right away and say, hey, we would love to participate. Totally open book. I thought that was phenomenal. We have others you didn't see in the thread. We have about three or four that stepped in right away and said, yes, we want to be a part of it. And so that's a really positive example of what we can do together because it really is. It's a collective effort. We're just trying to make sure that This thing that we talked about is like when we rally around that thing, we can really make a big difference. Yeah. Right? Yeah. Well, and DMS systems in some way are kind of like the restaurants that are all in the same shopping center. They're not the right fit for every single person. Right. I think I want an egg roll. and a pizza slice. But for some people, it's going to make more sense to be with one versus another based off of the chemistry that they have with whoever the DMS provider is, how they feel like the functionality works with them, what their actual business needs. So I feel like it's okay to have it all together. And same with lenders. We're not the right fit for everybody. Right. Yeah. And so we know that you probably couldn't handle if you had every lease here, pay here dealer on the planet or in the end. Don't look at Trevor. He's like nodding, nodding. A lot of people in California will hire a lot of people. Trevor's like I'm sorry I walked over here with you. It is an important thing. We think that that that example again about the Dms is like we we expect, because it was proposed that we would go forward with a forum. where we can and what we pledge right away is we'll be happy to facilitate and host the forum and we will pledge to make sure it is a level playing field yeah and that it will benefit the users right so be watching for that on buy your parent nation television with white hat way being the one that's presenting this entire broadcast and forum so it really it's going to be amazing yeah awesome yeah and I can say as a former dealer talking to a lender to dealer that Dealers have a difficult job and we don't, we won't do anything we can to make their job easier so that they can be more successful. Their customer can be more successful. Their lender can be more successful. All of those relationships can benefit any white house environment. And so we're just going to continue to beat that drum. Thank you for beating it with us. The drum. So yeah, thanks for making time to come and chat. And we want to make sure folks know where to find LHBH Capital in the exhibit hall, the expo hall. Yonder. We sent out, did you see that we sent out to social media? It's like, here are our founding sponsors. Swing by and see them while you're in here. So yes, thank you for wearing your badge too. Yeah. There's very cool buttons that say White House or White Hat Way on them. So if you want to stop by our booth or some of the other founding sponsors and wear them with pride, you're welcome to. Thank you. Thank you. Thank you. Thank you. Spread the message. And we know you guys align with those things that are White Hat Way. And we'll get Trevor on next time. Yeah. All right. Thanks so much for joining us. Okay. Hold on. Yeah. Good stuff. Well, you can tell, you know, the relationship with them is excellent. And we always talk about, we like to know the people behind the product. And so, you know, when you refer a dealer, you like to know who these folks are and who you're doing business with and try to reassure them. And obviously being a White Hat founding sponsor says a lot about what's important to them and kind of, I think the other thing you see in our founding sponsors, they've all been around a long time. They all, um, and they all really lean in with education, right? They contribute a lot when it comes to education. And so this is, um, this is a natural thing for us to talk about. So we have, um, something that we, we haven't got it on the calendar yet. And, and, uh, that's actually something we've been working on some things for the, our roadmap for the next little bit, but probably be a good thing. And I was, as, as I was listening to about, um, doing this, uh, uh, well, actually what dealer center, the CEO, whatever, uh, well, not, not dill packs, dill pack. He's like, let's do some kind of a forum. Right. And then we can talk about each, each one of the, you know, the features and the benefits and everything of that. And so what ran through my head, instead of doing a dealer roundup, we do a vendor roundup. That could work. I think we've got to really think through the format there. You know, we want to, we want to limit pitching and we'll, you know, we'll figure out the exact format. It's really hard when you're talking about what, you know, it's like, let's talk about your product and, you're going to get pitched. Well, but I think what we're going to want to do is allow them a short pitch so that they can, you know, hit the high points of their stuff. I think what we want to do is kind of present it in a more, um, sterile way, I guess is kind of side by side and, you know, does it have this yes or no. And so I think that's what you can expect to see out of the forum. And I, I'm thinking September, but you know, we, we haven't set a date, as you said, but we, we do want to move forward with that while there's momentum around that conversation. And, uh, and get that on the calendar. I like that. I like that a lot. Did, did, did we want to talk about the other thing or are we going to save that for another day? Let's save it. We're going to save it for another thing that we're going to save for another day. Cause I think we've been, we've been, we've kept you too long. Yeah. You know, it's, it's great conversation. I always enjoy Tim so, so much. He's just so delightful. All right. Well, Friday. Yeah, Friday we have Tracy Myers again coming to talk about their event, which is a mastermind event done in conjunction with the Carolinas Association, I believe. And so we'll get all those details from Tracy on Friday. Be sure and tune in for that one. And then Monday we'll be talking about charge-offs. And then Wednesday, Taylor Bird, our other founding sponsor, we've got video from him and so we'll do the same with him as well. All right, everybody. Thank you so much for joining us today. We really appreciate you giving us part of your day. And we will be back on Friday. Have yourself a great rest of your Wednesday. And happy 4th of July. Yeah, have a safe and enjoyable 4th.
