 Hey, GoCon Giants family, your host, Eric Coffey here, bringing you another episode of the GoCon Giants podcast. Today's guest, Sarah Dunn, comes from the Capital Group. The Capital Group is considered a managed service provider. Well, what's a managed service provider? Some of you remember when I had my construction company and I recommended a payroll company to handle all of my payroll. And at the end of the day, I would cut one check. They would bring me the payroll reports and all the checks, and then I would hand it out to my staff. That's considered a managed service provider. And so today, we are going to lead you in an episode of Education where we're educating you on how the things that you need for your business and how to do them. So today, Sarah's Capital Group where she actually helps small businesses who are focused on government contracting. They help with things like 401K, accounting, and more. So we're gonna talk about all of that and more in this upcoming episode of the GoCon Giants podcast. Thank you so much. I hope that you enjoy this episode with Sarah and also for those persons who reach out to her, she has a checklist of things that you need to help you go to the next stage, the next phase of your business. So stay tuned for this upcoming episode with Sarah Dunn. So I'm Sarah Dunn. We're with the Capital Group, which is an insurance and employee benefits firm specific to government contractors. We also have a proprietary commercial insurance product called the GoVTech. And I'm the founder of the Women's GoCon, which is a networking organization of C-suite, powerhouses in the industry, coming together to win more contracts and create team opportunities. Okay, so let's start off with... Yes, so I believe in being a specialist. Now in days we have way too much to worry about, especially from an employer standpoint that is so important to have a trusted advisor that knows your industry. So we have to get upon ourselves as a capital to specify in government contracting, meaning we have departments that are handling the innuendos of contracts from in-house attorneys to clients, we have HR consultants, and of course employee benefits and insurance division to really get down to the bottom line of your policies and unlock any additional savings or avenues for better coverage. All right, now, before we actually started this particular interview, we were discussing that you worked at a previous day at a commercial firm. So it actually worked for a national insurance carrier, a health insurance carrier. And what was very interesting about that is I used to sell to people that are in the position that I am now. And what was unique about that is I saw so many firms that didn't have that specialization in government contracting, not knowing what they were talking about when they were trying to address the needs of clients without truly knowing what those needs were. So let's talk about this from a small business perspective, right? I'm a small business, I'm a minority business, and this contract says I need this particular requirements for insurance. So what's unique about your particular problems? Absolutely. So when you have requirements that are set forth in terms of liability, number one, what's key about my firm and about having a trust advisor in general is unlocking really going in and highlighting and in crossing out coverages that you might have that you don't even know about and you're paying for substantially. So when you're working with a firm that isn't handling government contractors, they don't know what you need and what you don't. They don't know what you can get away with. They don't know the loopholes for savings. They don't know the protection that you need. And a big one that comes into conversation, especially nowadays, is cyber protection, cybersecurity insurance. Right, right. No, that's interesting because I think that my face expends on my insurance. I mean, you could pay off your house, you still haven't paid insurance, you could pay off your car, you still haven't paid insurance. Your business might be cash flow positive, you still haven't paid insurance. I mean, insurance is a big part of life and one of the things that I can say that I'm not really good at is insurance and particularly for me, health insurance. I look at all these different policies and I have no idea how to pick insurance products but I do know and I learned this very early on in my career in business was being in the construction industry and that's my background that as a construction professional when I was seeking to get bonding for my construction projects, they told me that I needed the proper accountant, construction accountant that handled that. And so this makes a lot of sense to me in the same regard is that as a government contractor, we need a company that handles insurance products that also know about government contracting insurance. So that makes a lot of sense to me. I just still, I'm a little bit fuzzy on, okay, some of the, you said you create savings books because other people have blanket policies. Like what areas do you find other companies like maybe over-assure or add that you guys, like now that you say, before you say cut off the fat? Yes, exactly. I love terming fat. So especially as we're getting closer to summer with that being said. So one thing that I found and I saw this a lot working on national carriers specific for small businesses is so many of them are on a fully insured medical health policy as an example. And what you need to mean that is so many people aren't considering alternative funding. So when you're fully insured, you have, like you mentioned, a ton of that put in there. It's a blanket price. What you pay is what you pay in your own negotiation. When you start to work with an agnostic firm that's looking at all of your different options and showing you the power of alternative funding, you're able to take pieces of the bit out which small businesses think would only be available to the larger companies and that's just not the case. And when you think of alternative funding, a lot of times for a small business was so dependent on the cash flow. Below 10, above five, above 10. Where did we start seeing that cut? Because at one point I had 23 employees can I see a gain in which I bought 20 employees? Do I see a gain of 10? But where does that? That is a great question. Oftentimes at small businesses, we see them going to a PEO model which makes me wanna cry and I'll tell you why. What's a PEO model? So a PEO model is the group of small businesses coming together for the purpose of obtaining insurance. Oh, right, right. Just like socialism, it sounds like a great idea to leave it put into action. So what ended up happening with a lot of these PEOs is Evers plays a blank in price, but they're paying way more than they should be and they don't have access to the claim information that truly tells the story of their money appeared to make a deal. So how can, because- I don't know anything about that. I don't have insurance. That's why we have specials. All right, tell me why is that? You know, we did that for, we did that payroll. They did this in most of our models. Sure. And they threw it in our health insurance. I don't know what's called PEO, PEO means. So PEO is a blanket term for models very similar to that. However, they suffer in a lot of small businesses because they tempt you with pre-education and you're in a pool with all businesses like you. Yeah, they're taking advantage because the healthy groups in that pool are paying for the people that are sick in that pool. So if you have a young, healthy population, let's say you're a small business and you're an IT firm, general business, you're in the same pool as a senior system or a construction, how do you guys do that? Whatever, you know? Like you're supposed to be out there in the field on a high rise, just swinging off the scaffold. And you know what? It's sexy. And IT guys, it's a building to sit on. So it's so funny, even taking a peek at when you compare government-contracted IT companies to their commercial insurance counterparts, we notice that GovCon IT companies have no claims and they have the government who always pays makes taxes, covering them. So why are their premiums astronomical? So we find ways, again, trimming the fat, looking at the facts. When you're going back to the point in the video, when you're putting a pool and you don't have access to your information and you're throwing, it's colossally destructive. So going back to that point I made before about 50 employees, when you get to above 50, so 50 and above, that is your time to rise and shine because in the mind of a health insurance company, your risk is spread out a little bit so you have more access to planned data that you would not have access to as a small company. So they're pulling files and you have the purpose in the foot, you get reporting information if you're on an alternative planning plan. Again, all of those things that you have no shot of accessing if you're putting a pool just like everyone else with no individualized data on your group or your plans and stuff. Okay, so you're really smart and I really appreciate that but we gotta dumb this thing down for regular people. So again, I have five employees, do I call you? Absolutely, you can call me anytime. I mean, can I get, like, you know, hey, I'm in, I don't know, I'm in Idaho, right? And I'm in Boise and I've got five employees and, you know, I'm paying, I don't know, 3,000 a year. Does it make sense to call them? Because again, I'm gonna be honest with you, sir. Like, I've only been in DC area like six times my whole life, right? And so for us, we're like outsiders, outliers. And so when we think about DC, we think about like the Beltway and so we think you guys are like really huge and spin that it's just not for us, right? And we feel, we really do not, we don't feel connected because we're so far from all the activities happening. And I would assume just a presumption that is more expensive. Yeah, so I grew up on a farm in Texas and I grew up with our insurance model was if we broke her elbow, our church was paying for it. We all pulled their money together and we paid for it because with the half paying premiums or whatever, we didn't understand it. So I understand that different type of perspective and thinking that benefits are, you know, it's so expensive being in the hustle and bustle of the Beltway. So as a five person company, let's say you're an employee of the Idaho, let's say you have employees you're looking to grow. Let's say you have an employee that moves to DC. You have things that I guarantee you don't even know you have to worry about in terms of compliance. So if you have a group based out of wherever in the US, they can call me because we have a system that will check on all of the federal regulations that are necessary to equip you with proper live public coverage. So, and to save you money. So if you're a five person group, chances are you live in America, chances are you're on a care for a school, you're in health and planning. Blue Cross, which you don't know. What you may not know is, so you can have, you know, typically you won't- But my friend Mr. John, he's so nice. My shirt's gone. Oh yeah, he's a nice guy. We all like to talk like that, you know? But when you're looking at your company's number two largest expense, is it better to have your high school buddy consulting you or is it better to have an expert that can save you money and interest rates? That's a mic drop, so I love it. So, you know, and going back to that, five person company thinking, you know, I don't have any options, I have to be on this plan. Well, sure, but do you know off of what you have currently, what is available to you? So going back to that fully insured care first mile, you might not know that you have an opportunity to take it an HSA option. Why would that be important to a small business or any type of business? Because those HSA plans deductible first. But you have pre-tax benefits and you can use your HSA money to give you a credit card to use for medical expenses. You can use it to your medical expenses for pre-tax or you can actually invest that in your 401k or different stock options. So when we're talking about getting savvy off of what we have, that's a way. If we're talking about getting savvy on different options, that's something that again, going back to that trusted advisor and that specialist. But you may have a better suggestion than us, just take it in deep. I appreciate your confidence and taking it by the horns. Boy, there is a better way. There is a better way. That's why you're here, so amazing. By the way, we get this podcast that you're gonna need to get us a better way because I'm about six figures of this shit. So one of my favorite things to talk about is due diligence. And one of the services that we can offer to the cons is if you are entering any contracts, whether you be a prime or a sub by our seller side, we look at every policy that you have from your predecessor to what your current goals are. And we review all of that for you. So if there is a chick in the armor, we're unlocking it before, excuse my French, but shit hits the fan. So the best way to avoid a fire is prevention. And that's really the best way to tackle it. Now, let's say something happens. Let's say it's too late and you're prime and you're working on a terrible sub. Now, what do I do? So we're happy to offer one of the consultations on that, happy to bring in our network as well. And there's added evidence that you need. But it's really going back to that of Khan Mafia, trust your team, get some specialists and know that a lot of people go through the same thing or, you know, and it sucks how much we hear about it. And, you know, part of doing business with the government, it's great to do business with the government because it's protective and it's safe to an extent and everything you need. But the struggles is you also have the government that's coming after you, something like that. So again, going back to protecting your assets, going back to having trust advisors to perform proper due diligence to ensure that that doesn't happen and making sure that you have the proper team to take. It may cost me nothing to call you up. Oh, yeah. And I'm always offering free consultations. I have to tell you that for me, like I said, I grew up on a farm in Texas and never had my, lived here for three years, lived in basement because I didn't buy myself a hat or whatever, but my thing is I want to save so much money because I want to work as hard as the employers that I'm trying to help solve their problems for. I want to know what that feels like. I want to be in the trenches and I want to know their struggles. So every day I get on the farm with the CEOs and I hear their story and I hear their pains and their pressures. And rather than make it about my insurance platform and our offer, what are your needs? How can I cater what we haven't saw already to fill that for you? Because there's too much to worry about that you can't possibly know everything. So, you know, one thing that we have started with the capital for about a year ago, we started an organization, very private, it's called Women in Buff Con. And Women in Buff Con. Before we go, can you give us your kind of information? How was someone like you? Oh yeah, absolutely. So you can reach me, best way is my cell phone. I pick up anytime that I'm not talking face to face with someone like you. You're getting a bunch of cell phones. Yeah, my cell phone is my hotline and my email as well. All right, so your cell phone. My cell phone is 203-751-0158. Please no spam. Slow down, slow down. Oh, all right, no spam. 303-751-0158. Email. My email is S-D-U-N-N at CAP group, which is C-A-P-S-N-P-A-J-R group, financial.com. Okay, can I find it like that? Absolutely, find it on LinkedIn as well. Is there multiple server then? There probably is, unfortunately, it's a common name. Right, server then in the capital group? Yep, the capital group. And if you see a Ferrari on a post, you're in the right place, so. Let's call this Ferrari. Sure, sure, sure. All right, guys, I'm gonna make sure just in case anyone talks, you know, they sign off. And we will have all this information on the show notes wherever this interview is posted and publicized, so we'll have all that information available. But just in case for people that were listening that had to run off the door, I wanna make sure they had it before we finished up. All right, so tell us about women and girls, guys. Sure. So tell me about women and girls, I'm gonna tell you about Ferrari first. Okay. Because we had some time to talk about our experiences, I know it's so much fun, but my favorite thing is cars. Well, I like these shirts, actually, because you talk about saving money and every small business in America wants to save money, has to save money. You know, again, you have two choices, you can make it or you can save it. Yeah, definitely, yeah. And you know, you touch on an interesting point because it's not just about the savings. So, and I think that this is kind of a perspective that you and I might have that other people hear may not. So being from Texas and moving here, what hit me home, and I found very interesting, is in terms of employee benefits, like I mentioned with boards, your number two largest expense in most situations. Okay. And there's a lot of companies here that have a lot of money spent on things like that because they want to attract the top, you know. So we're working with some big names in the marketplace that if you go to their website, on the front page of their website, first thing, it literally tells you what we're looking for in someone that we're trying to attract as a new employee and how we're doing it is by having these outstanding benefits from 401P to benefits P to insurance, all stuff. But it's listed amazingly to me on the front page of their website. It's nothing about their company. It's about the benefits that they're offering to attract the top talent. And, you know, especially when it comes to fertility benefits, they're greater, especially for small businesses to have quality benefits like that. So if you have something that you're offering that is outstanding and you know your options because you have that trusted advisor, throw them on your website because it will help you attract the right clients that want to work there. No one will want to work at your company if they're trying to get pregnant and don't have access to the benefits that you're offering. So they're throwing that out, but... Good point. Yeah. Well, if it's distinguished or something, it's a kind of way. Especially if we compete for the best talent in the world. Yeah. That's good. Yeah. So talking about some of the best talent in the world and going back to the Ferrari. So the best way to talk about it insurance me on something that common people understand is car insurance. So I like to bring up the example of you work hard, you buy a Ferrari. Right. Are you going to drive that Ferrari off the lot with no coverage? No. I keep my life. It's not for video crash and you're driving just to get a parked car. So, I'm sure you wouldn't let your teenager drive in too and have that life. Yeah, actually, you know, it's funny because when you actually buy it on friend PS's Lambo, you get a wrap. So if they can scratch, you can just take it off the wrap and take that back and not actually the car. Yes. So when we really thought about that, they actually wrapped it. So, yeah, and he scratched his as well. Only it's a garage. He scratched it one night. I don't figure. I don't figure. So again, reasons why we have insurance insurance. Now, what was something really funny that we did and a way to get thought leaders in the industry talking is I worked with Ferrari of Washington. We are going to work together on the fence to promote a network that I founded called Women in GovCon. And Women in GovCon is a networking group of powerhouse females coming together with the intent of winning more contracts. So what we've seen happen actually pretty organically is there's been proven ROI amongst teaming opportunities based off of people that were too afraid to share ideas about their business. Maybe not to affirm, maybe there's pressure and there's so much competition here. But when we started getting those thought leaders talking to one another about their successes, their failures, their goals, their visions, their commonalities and their differences, we made magic. And so in the fall, we had obviously it's tough to get people out there and focus on what we need to. We have a Ferrari for on their face and say, let's get outside, grab your mask. So we're not working with Ferrari to partner out some events and we have to get executives out to test drive their own Ferrari for the day. They want the salamander treated like queens. But the whole point was not to shower them with this elaborate event. The whole point was to do my very best effort in creating that sticky factor to build a strong community that was great here. And so we've seen so many different networking groups in this industry that it is very male dominated, the nature of the icon. And now it's better than father, single dad, and brother, brothers. It's how it was raised. No problem. And I'm sure there's nothing else to be there. But what was missing was some of the added love that I truly feel women in the icon has been successful in enhancing. So and one of my favorite examples is one of my favorite companies, the AQ. They were really cool products, very innovative. So they're doing facial recognition across borders. So when your car drives in, Carlos says how heavy your tints are, what you may be hiding in your car, they can see you right through it, identify your face, know what's in your vehicle, they can even see you through the mask. I was like, that is freaking awesome. And so my girlfriend, she ended up coming to our events, we built up a strong connection. We ended up getting her in the right room with the right people that would help her grow her business, that also needed support for great products. So we were looking at the concerns and the needs of these individual companies, nothing having to do with insurance or employee benefits, what we're solving problems by connecting the right people. And none of that would be possible just so you know, if I was consulting on customers, if I was consulting on various things, I feel like in order to become an expert, I don't need to read, it's one of my favorite books, it's called 10,000 Hours. And it preaches about, if you dedicate 10,000 hours to perfecting a subject, you will be master-printed to prove it in hockey. That's why they say like, Indians are great at hockey because they start so young. So yeah, a lot of them do end up becoming professionals, but they put that time in. And what I want the exempt is in the room of God, and just exempt is in general, to remember and keep in mind is, whereas we want to take on the roles, and we think we can handle it, you have to take small bites and you have to pass the plate because we can have a great colob together. But if you just have cheese, you can't make a mac and cheese, you know, so some Southern metaphor to bring, but you know, that's where we've got on that. That's really our mission. You know, this summer, we were taking the Hankley, which is an antique yacht, it's out in St. Michael's. If you've ever seen the movie, Winning Crashers, so Winning Crashers, there's football scene, there's Thanksgiving football game, and it's filmed at a baseball game at Perry Cabin in St. Michael's. They're all into a yacht that my company uses, specifically for networking events to create these organic teaming opportunities. So behind the scenes, behind, before the start of any event that we do, I'm taking a list and I'm sure loud, I'm identifying who my players are, who my keys are that I need to help support and link up and match, and who players, which players off the best stem can I branch out onto to help them. And again, taking away any sales aspects that I have grown on and making it about the client, you know? So I guess my big message there is, know your audience, know your client, know you can't know everything, pass it off to the great people who know how to handle that specific aspect that you're looking for. So what type of individuals or NGO organization will come from? So women. I mean, it's described here like a typical profile of one of the persons or companies. Great question. So we're an elite group in the sense that I am matching the best of the best thought leaders in the industry. With that being said, we have a lot of mentorship opportunities that arise, but right now we're focused on bringing in members that have a minimum of around 15 to 20 mil, minimum in revenue. And right now, every single member, and this is how we've thrown our group and this is how we did it, I believe the right way. Every member was referred in from either a client of the capital group, a partner of the capital group, or someone that we did our homework on to make sure that they were the perfect fit. So it's not jokes you most call on us to try to get in. So for our group too, there are no membership dudes. That was something that was near and dear to my heart. I did not, knowing that we were targeting females of the, I'm knowing that we have a lot of mothers in this space. I want to be cognizant this time. So I headed very carefully every single member in our group to make sure that number one is something that they want to be a part of. Number two is something that you feel that you can share your ideas comfortably to talk about those successes and failures, but not have that pressure. So we have enlisted sponsors. My friend Paula here in Cyber Vice National A&A is one of our co-sponsors. We have Edge Commercial involved as well and a few other players. And we're the ones behind the scenes picking up those players to invite really creating the opportunities and speakers for educational aspects as well. But we're paying for the events so there's no burden on the members at all. So small businesses are looking for more mentorship opportunities and are interested in hearing one of our talks on how to balance being an executive leader and who to pass the ball to in various fields so you can increase your ROI and you can have more money at the end of the day to keep your business flow. So right now our sponsors is very key to me is this is not a sales organization. I might be a salesperson, but I will never tell you that and I make sure none of the people in my circle give off that impression because our needs are that of our client and that is what I'm going to do. Sales and whatever else happen naturally when you care about the person that you're affecting. And I believe that and it's proven. So even on our Women in Buff Con group, so we have our different sponsors that are bringing in these referrals to network but all of us are on the same mentality of what do they need? What do they want to talk about? And they tell us because we have that trust in that stickiness of now whereas I was planning events, which is so funny to me, I went over to an executive in my group's house to have s'mores on a Saturday night and she invited us all over and we have, it's like this, I say I planted the seed, but the seeds were already there. They were scattered around the earth and now we are starting to prosper and see those seeds spread out. So really happy about the organic growth there. Very happy about even very early proven ROI. And I just think that it's important, you know, regardless of the male or female to support one another and to have the courage to talk about your experiences. Now, a lot of our audiences said they're not a $13 mark. So how can we get involved? How can people listening to this, how do they get involved? So I would recommend talking to me about a consultation about if you are trying to work with someone that is in that range, you know, if you're trying to grow maybe a better goal to be someone like that. You know, I think it depends on- Well, I can tell you this, I encourage everyone out here, my s'mores, this is where, that's my comfort level, right? I'm not comfortable with the $1 million mark. So that's my comfort level up there. And so I'm, again, I'm pushing those and, you know, everyone doesn't hear it all the time or everyone doesn't receive it. So for those that do receive, that are wanting to get there and there with a necessary desire or what you need. Yeah. And there's a ton of different, you know, what's out there. My firm actually specializes, they love below guys, they're not little on our hearts. So under, you know, 500 employees, under a million revenue, that's actually our specialty, you know? We're not a large firm ourselves. We do have a national footprint, but we focus on the small businesses and we focus on creating that transition. I don't mean to catch up, but remember the definition of small business, right? It's different for a lot of people. So we were the small businesses, you know, again, under 500 employees, under a hundred million is still small, but really for us, you know, like you said, we don't get under a million dollars. Yeah, I think it would be really looking at what would be that company's specific goals and really looking at what partners already happened my bracket to assist them with that. So if they were, you know, more of a technological focus or more of, you know, something else, well, me or marketing or whatever. What about like a janitorial service? Yeah, yeah. So, you know, in terms of what? Let's say I'm a janitorial service company, I'm a female, I asked one of my group, she's a female janitorial service company. She did 1.2 million last year, she did look in the grow. I have another female janitorial service company in Tennessee. Really help people in that position. Let me get a checklist. That's really the easiest way to show and track it in your growth. So for those... Oh, it's your checklist, can we get it? Yeah. And make it downloadable. So I wouldn't pull off on that because it's not that formal. It's a consultation checklist. Ah, okay. So what they call it. Exactly. So we go through it together and I list out for your company size and your goals, this is what you should have in place. I know this because of my benchmarking and I already have people that do my research, my homework or talk to the group. I look at your company size and your industry and what other companies of that same size and industry have. And I make sure that you have all those things and more. And I want you to have more, depending on how we get it buy into it because there's so much stuff out there that free time credits that you can get to attract that top talent, but making sure that you're in line. So we can run through that together. That would encompass all things from health and welfare, property and casualty, 401k, bond, stuff like that. So absolutely. I love that benchmarking against someone where you want to be at. That's exactly what I do for everything. When I did the podcast, when I did my YouTube channel, when I did everything that I do Instagram, I'm always benchmarking those people who are ahead of me. So that's perfect. I like that. Well, I think you have 45 minutes to get to that zero. You know, come on. Yeah, there's so much. You go to the start of what they said was first, like, you know, everyone wants to download a little of sheet and they don't want to do it. Yeah. You know, it is so far because there's so much insurance. There's so many different realms. And that's the checklist, but let someone else take care of it for you. Why are you wasting your time on it? Let me deal with it for you. I'm at high level. Tell you that this is the stuff that you should be having. But tell me who's completing that work for you right now. Who's handling your open enrollment? Who's handling your benefits? Just because we don't know. We don't know. Again, like I said, you know, we don't have these kind of conversations every day. So I really do appreciate people, you know, whether they form a subject or not. Again, I thought government content was a form subject. By the way, I didn't make 500 videos out of it. So I found out, I mean, I've almost had a million views on these subjects before and subject to government contract. So I think what makes it exciting and interesting for me is the fact that I can save money, which helps me make more money. And like I said, I can attract great people, which helps me get better contracts, okay? And then I can protect my downside because warm-up, it says the rule of the one, don't lose money. Rule number two, follow the rule of the one, okay? So I can tell you the liabilities in my life, okay? Personally experience it. Everyone knows my story, who's heard my story before, was the result of not having proper insurance. I can tell you, I lost a lot of money. And so I know the value of insurance. I know the benefits. I also had a scenario where insurance saved me a lot of money. I had a fraudulent lawsuit against me for $750,000 because they owed me at the quarter of a bill, so it was about a million dollars in swing. And the insurance company covered the cost of my legal expenses, which essentially brought that $750,000 suit against me down to a $5,000 or so. Yeah. Have you heard of EPLI insurance? I've never heard of EPLI insurance. I just know that whatever that was, if my policy saved my AWS, so. So for our government, my character's too thin. For those of you who don't know about EPLI, we have a problem we've got to solve. So EPLI protect you from a crime, especially in today's day and age. EPLI is against this protection against, I'll say you get sued for racial discrimination for sexual assault or anything that people could complain about, people problems. So EPLI covers your back against those types of lawsuits and not enough people know about it and are talking about it and are getting hit like huge by it. I would say EPLI and cyber insurance are the two that not enough people in government contractings especially have been are talking about. And it's the two that obviously you want your medical, obviously you want your formal, obviously you want all of those other things. Like you need to protect yourself and you need to know what's out there and you can't do that with that specialist. That's good, that's good. Now, yeah, if I wanna connect you to talk more about the woman at GovCon, how many should have an active aspect? Same way. Same way? I'm a one stop shop. I literally pick up the phone as a for good of being my address but I will answer the phone at all times for the clients. If you need something in the middle of the night, if you have questions, I am here to offer for counseling. I am here to be a guide and insurance employee benefits or connector for various realms in GovCon. Now, same way that we were able to today. Is there a website we're gonna go, I can go check it out. So, right now, we are funneling all of our posts in media through LinkedIn. So, it would just be my profile on LinkedIn or working on a media page as well. So, that was fun. No, obviously to get a message is so we know. Yeah. And so, some of the reasons why that, or again, I wanna make sure, I wanna send a tone for people because, again, I don't want everyone just reaching out to you, right? Yeah. So, to get reasons to reach out to you for women in GovCon would be like mentorship. Mentorship for small businesses would be key. Like self-contract opportunities. Self-contract, I can tell you, my primes in the group are hungry. They're qualified subs, and a lot of small businesses still don't know if they're looking for them. But I do. So, absolutely connect with me on that. Okay, all right. And then you said networking opportunities as well. Networking. For the government. Yeah, absolutely. Anything, you know, insurance and employee benefits. So, ultimately, we can find mentors right here. Just by talking to you. Absolutely, absolutely. Wow. That's great. Well, that was sad. Lisa, thank you for coming on today. I enjoyed the conversation. It was great. Anything else you wanna say to people before we sign off today? I just wanna thank you. No more room for all the work that you're doing. Check out your podcast and you'll get excited. Insurance and GoFund is exciting. It's not boring. And we need to bring them as a challenge. So, thank you. I think we did that today. Absolutely. All right, thank you so much. Take care.