1 00:00:01,639 --> 00:00:04,760 Speaker 1: I'm Will Lucas and this is black Tech, Green Money. 2 00:00:05,600 --> 00:00:08,920 Speaker 1: Tyree Berks is the founder and CEO Players Health, where 3 00:00:08,920 --> 00:00:13,120 Speaker 1: he's transforming how sports organizations approach health, safety, and accountability 4 00:00:13,119 --> 00:00:17,560 Speaker 1: for athletes. As a former collegiate and professional athlete, ties 5 00:00:17,680 --> 00:00:20,680 Speaker 1: journey was shaped by personal experiences with injuries and lack 6 00:00:20,720 --> 00:00:24,720 Speaker 1: of proper support, inspiring him creative platform that insures athletes 7 00:00:24,760 --> 00:00:27,920 Speaker 1: at all levels can play and safer and more secure environments. 8 00:00:28,640 --> 00:00:31,880 Speaker 1: Through players Health, he's raised over one hundred million dollars, 9 00:00:32,159 --> 00:00:36,040 Speaker 1: developed innovative risk management tools, and redefine sports insurance by 10 00:00:36,040 --> 00:00:39,600 Speaker 1: focusing on transparency to use, prevention, and the overall well 11 00:00:39,640 --> 00:00:42,800 Speaker 1: being of athletes. So I was doing research on you, 12 00:00:42,880 --> 00:00:46,000 Speaker 1: and it talked about how you saw players Health like 13 00:00:46,080 --> 00:00:48,919 Speaker 1: as a personal calling rather than just like a business. 14 00:00:49,000 --> 00:00:51,519 Speaker 1: And you know, you realize your experiences as an athlete 15 00:00:52,680 --> 00:00:55,080 Speaker 1: could help shape the future for youth. And I think 16 00:00:55,080 --> 00:00:58,920 Speaker 1: about particularly my son who plays football, wants to play football, 17 00:00:59,160 --> 00:01:01,160 Speaker 1: you know, and my wife is like, you know, we 18 00:01:01,160 --> 00:01:03,400 Speaker 1: could play flag. You know, he's eleven years old, but 19 00:01:03,440 --> 00:01:06,160 Speaker 1: not tackle yet. And so he talked about how you 20 00:01:06,200 --> 00:01:10,400 Speaker 1: see this as you know, a calling versus just a business. Opportunity. 21 00:01:11,080 --> 00:01:13,319 Speaker 2: Yeah, no, I really appreciate it. Well, thanks for having 22 00:01:13,319 --> 00:01:15,280 Speaker 2: me man. Man. 23 00:01:15,319 --> 00:01:18,240 Speaker 3: When when I first started out, I never intended to 24 00:01:18,280 --> 00:01:20,840 Speaker 3: start this business. I never intended it for it to 25 00:01:20,840 --> 00:01:23,840 Speaker 3: be as big as it is. In the beginning, my 26 00:01:24,319 --> 00:01:29,080 Speaker 3: my roots have been in sports, and I recognized early 27 00:01:29,120 --> 00:01:32,600 Speaker 3: on that, you know, the decisions that I make will 28 00:01:32,640 --> 00:01:37,720 Speaker 3: impact my life. And you know cliches, old timers always 29 00:01:37,720 --> 00:01:40,560 Speaker 3: tell you that. But I had a couple of decisions 30 00:01:40,600 --> 00:01:43,880 Speaker 3: that I needed to make. I grew up in Chicago Southside, 31 00:01:44,000 --> 00:01:47,920 Speaker 3: and you know, I had a choice, and you know, 32 00:01:48,160 --> 00:01:51,080 Speaker 3: sports was one of them on the streets, and luckily, 33 00:01:51,240 --> 00:01:53,200 Speaker 3: you know, I chose football. 34 00:01:53,240 --> 00:01:54,120 Speaker 2: I chose wrestling. 35 00:01:54,200 --> 00:01:56,920 Speaker 3: I chose every sport that I could choose to keep 36 00:01:56,960 --> 00:02:00,240 Speaker 3: me out of the streets, and that kept me safe. 37 00:02:00,920 --> 00:02:02,440 Speaker 2: It kept me out of the streets, kept me out 38 00:02:02,480 --> 00:02:02,920 Speaker 2: of trouble. 39 00:02:03,600 --> 00:02:06,840 Speaker 3: But in that layer to college to professional football, there 40 00:02:06,880 --> 00:02:09,160 Speaker 3: was a whole journey that was began because I made 41 00:02:09,200 --> 00:02:12,320 Speaker 3: the right choice. When I look back over that career 42 00:02:12,840 --> 00:02:16,520 Speaker 3: and how all of this led to me creating this company, 43 00:02:17,320 --> 00:02:20,840 Speaker 3: I think about every tyree Birks that is faced with 44 00:02:20,919 --> 00:02:24,960 Speaker 3: a decision that is looking for positive reinforcement. 45 00:02:24,280 --> 00:02:24,960 Speaker 2: In their life. 46 00:02:25,400 --> 00:02:28,680 Speaker 3: And if we can be a positive force for making 47 00:02:28,680 --> 00:02:30,960 Speaker 3: sure that these organizations are thinking about that well being 48 00:02:31,080 --> 00:02:34,320 Speaker 3: day one, then you know there's a massive impact we 49 00:02:34,320 --> 00:02:37,640 Speaker 3: can make. Another point of that is, I recognize the 50 00:02:37,680 --> 00:02:41,080 Speaker 3: transaction between kids in sports can have a positive or 51 00:02:41,120 --> 00:02:44,679 Speaker 3: negative impact on them. So we can make a depositive 52 00:02:44,680 --> 00:02:49,919 Speaker 3: to our kids things like positivity, things like inspiration, team building, 53 00:02:50,000 --> 00:02:51,160 Speaker 3: that's what you get from sports. 54 00:02:51,919 --> 00:02:53,240 Speaker 2: Or you can take something from them. 55 00:02:53,280 --> 00:02:56,040 Speaker 3: You can take motivation from them, you can take their 56 00:02:56,080 --> 00:02:56,919 Speaker 3: innocence from them. 57 00:02:56,960 --> 00:02:59,200 Speaker 2: Depending on the trauma, depending on. 58 00:02:59,160 --> 00:03:01,760 Speaker 3: The incident that they have to endure, that could be 59 00:03:01,760 --> 00:03:03,600 Speaker 3: a withdrawal that you can take from them that could 60 00:03:03,680 --> 00:03:06,720 Speaker 3: change their life forever. And so our focus at playerselves 61 00:03:06,720 --> 00:03:08,720 Speaker 3: has been we want to make sure that we're only 62 00:03:08,720 --> 00:03:12,360 Speaker 3: depositing good kids, good things into our kids, and we 63 00:03:12,400 --> 00:03:15,200 Speaker 3: want sports to be a positive force for their lives 64 00:03:15,200 --> 00:03:16,160 Speaker 3: and not a negative one. 65 00:03:17,160 --> 00:03:19,639 Speaker 1: How you just go more into that last point there, 66 00:03:19,680 --> 00:03:21,440 Speaker 1: you know, if we're to be a positive or not 67 00:03:21,480 --> 00:03:24,160 Speaker 1: a negative force, like in what ways do we think 68 00:03:24,160 --> 00:03:27,440 Speaker 1: about how it can be negative or I'm sorry, does 69 00:03:27,440 --> 00:03:29,560 Speaker 1: players help It could be absolutely. 70 00:03:30,600 --> 00:03:32,799 Speaker 3: There's a couple of stories I tell what we had 71 00:03:32,840 --> 00:03:37,880 Speaker 3: an incident where this is probably two years ago high 72 00:03:37,880 --> 00:03:40,600 Speaker 3: school for I mean a ten U ten football team 73 00:03:41,440 --> 00:03:45,800 Speaker 3: in Texas. A coach gets shot at a game by 74 00:03:45,840 --> 00:03:53,040 Speaker 3: someone in the stands, and that incident dramatically impacted these kids' lives. 75 00:03:53,240 --> 00:03:56,760 Speaker 3: Something was taken away from them, whether that be innocence, 76 00:03:56,800 --> 00:03:59,000 Speaker 3: whether that be a bunch of things was taken away. 77 00:03:59,600 --> 00:04:03,440 Speaker 3: But because the environment that these kids come into are 78 00:04:03,480 --> 00:04:05,920 Speaker 3: now bringing in all of these external factors, we need 79 00:04:05,960 --> 00:04:08,040 Speaker 3: to do our best to make sure that we control 80 00:04:08,080 --> 00:04:09,360 Speaker 3: it and put them. 81 00:04:09,200 --> 00:04:10,120 Speaker 2: In the best environment. 82 00:04:10,160 --> 00:04:13,560 Speaker 3: That's an example of the transaction between sports and kids. 83 00:04:14,480 --> 00:04:18,200 Speaker 3: Another transaction with negative thing would be like, you know, 84 00:04:18,800 --> 00:04:22,359 Speaker 3: maybe a coach is not a positive coach. Maybe the 85 00:04:22,400 --> 00:04:25,000 Speaker 3: coach is telling the kid that they're never going to 86 00:04:25,080 --> 00:04:28,200 Speaker 3: be good. And we respect our coaches, my coaches. I 87 00:04:28,240 --> 00:04:30,280 Speaker 3: still talk to my high school football coach to this day. 88 00:04:30,279 --> 00:04:32,680 Speaker 3: He was like a father to me. And this was 89 00:04:32,680 --> 00:04:34,000 Speaker 3: the first guy I s out of my mom and 90 00:04:34,040 --> 00:04:37,560 Speaker 3: told me you can be somebody. He deposited something into 91 00:04:37,560 --> 00:04:40,280 Speaker 3: me and that led to me where I'm at today. 92 00:04:40,760 --> 00:04:44,479 Speaker 3: So that's the dynamic. And I think sports is not 93 00:04:44,600 --> 00:04:47,080 Speaker 3: just one area of kids life that do that. But 94 00:04:47,160 --> 00:04:49,000 Speaker 3: I think it's a massive one because it's such a 95 00:04:49,000 --> 00:04:50,159 Speaker 3: big part of our lives. 96 00:04:50,520 --> 00:04:54,280 Speaker 1: Yeah, that first, you know instance you gave there where 97 00:04:54,360 --> 00:04:56,320 Speaker 1: you know, the parents got involved and you know it 98 00:04:56,360 --> 00:04:57,679 Speaker 1: went real bad. 99 00:04:58,120 --> 00:04:58,320 Speaker 2: You know. 100 00:04:58,360 --> 00:05:00,640 Speaker 1: I think about, you know, go on to a lot 101 00:05:00,640 --> 00:05:03,480 Speaker 1: of kids games because I have kids in sports now, 102 00:05:03,520 --> 00:05:07,520 Speaker 1: and you see how emotional the stands get because in 103 00:05:07,560 --> 00:05:10,640 Speaker 1: so many ways, the parents live through their kids and like, 104 00:05:10,720 --> 00:05:12,960 Speaker 1: this is their shot. This is little Billy's shot at 105 00:05:13,000 --> 00:05:15,320 Speaker 1: the league and it's like he's nine, you know what 106 00:05:15,360 --> 00:05:17,840 Speaker 1: I mean. So but this is little you know, Jane's 107 00:05:17,839 --> 00:05:22,560 Speaker 1: shot at the Olympics, And I think about what opportunities 108 00:05:22,600 --> 00:05:25,479 Speaker 1: are there or how is players health thinking about? It's 109 00:05:25,480 --> 00:05:28,279 Speaker 1: not just the kids who need this support, but it's 110 00:05:28,279 --> 00:05:31,760 Speaker 1: the ecosystem around them to where you again, you've got 111 00:05:31,800 --> 00:05:34,880 Speaker 1: people living through them and you know, why is my 112 00:05:34,960 --> 00:05:37,320 Speaker 1: kid not getting enough playing time? It's all of these 113 00:05:37,320 --> 00:05:39,240 Speaker 1: different things. How does players help think about that? 114 00:05:39,520 --> 00:05:40,039 Speaker 2: Yeah? 115 00:05:40,200 --> 00:05:42,159 Speaker 3: Well, I think there's a couple of things that we've 116 00:05:42,160 --> 00:05:45,359 Speaker 3: been focused on, specifically around how do we go about 117 00:05:45,360 --> 00:05:49,239 Speaker 3: creating safe spaces. Want any adult that's coming in contact 118 00:05:49,279 --> 00:05:52,360 Speaker 3: with a minor, we're making sure that they're properly qualified 119 00:05:52,400 --> 00:05:54,720 Speaker 3: to do that. Have they gone through a background check, 120 00:05:55,080 --> 00:05:57,640 Speaker 3: Have they gone through the proper training to respond in 121 00:05:57,680 --> 00:06:02,760 Speaker 3: the right way when they see something when an injury happens. 122 00:06:04,200 --> 00:06:07,040 Speaker 3: You know, how are they responding to when things do happen, 123 00:06:07,400 --> 00:06:10,080 Speaker 3: because you know, you could de escalate a situation really 124 00:06:10,240 --> 00:06:13,920 Speaker 3: well to a parent that may be arraging someone if 125 00:06:13,960 --> 00:06:15,000 Speaker 3: you respond differently. 126 00:06:15,880 --> 00:06:17,400 Speaker 2: And I think it's a great way for us. 127 00:06:17,320 --> 00:06:19,839 Speaker 3: To model how our kids are going to have to 128 00:06:19,880 --> 00:06:21,680 Speaker 3: deal with adversity in their life as well. And so 129 00:06:21,760 --> 00:06:25,080 Speaker 3: we do a lot with training the coaches, the staff 130 00:06:25,120 --> 00:06:27,800 Speaker 3: and making sure that they respond properly when things do happen. 131 00:06:28,320 --> 00:06:30,400 Speaker 2: And then, of course things will happen, and how do 132 00:06:30,440 --> 00:06:30,880 Speaker 2: we make. 133 00:06:30,760 --> 00:06:35,640 Speaker 3: Sure that when they do, where it's properly documented and 134 00:06:35,640 --> 00:06:38,320 Speaker 3: that we're doing everything we can to make sure that 135 00:06:38,360 --> 00:06:41,880 Speaker 3: there's a protocol that allows us not the color outside 136 00:06:41,920 --> 00:06:43,000 Speaker 3: of the line, so to speak. 137 00:06:44,040 --> 00:06:46,760 Speaker 1: So your company, Play your Self came in at a time, 138 00:06:47,200 --> 00:06:49,240 Speaker 1: you started to grow at a time where you know, 139 00:06:50,600 --> 00:06:55,240 Speaker 1: safety protocols, changes in safety protocols and rising insurance costs 140 00:06:55,400 --> 00:06:59,800 Speaker 1: is a big conversation and discourse. What gaps in the 141 00:06:59,800 --> 00:07:03,039 Speaker 1: mart did you see that allowed space for this company? 142 00:07:03,680 --> 00:07:06,560 Speaker 3: So I was actually at the time, I was actually 143 00:07:06,640 --> 00:07:09,840 Speaker 3: volunteering on a youth and amateur sports organization here in Minnesota, 144 00:07:10,360 --> 00:07:14,920 Speaker 3: and our insurance premiums double. Now youth organizations, as you 145 00:07:15,240 --> 00:07:17,960 Speaker 3: probably know, they don't have a ton of money. You know, 146 00:07:18,120 --> 00:07:23,480 Speaker 3: these are nonprofit organizations. And there are a couple of 147 00:07:23,560 --> 00:07:27,000 Speaker 3: factors that led to the increase of those costs. One, 148 00:07:27,320 --> 00:07:31,600 Speaker 3: the insurance companies were paying out tons in liability lawsuits, 149 00:07:31,840 --> 00:07:35,640 Speaker 3: specifically around concussions and abuse. Most of it was abuse, 150 00:07:36,360 --> 00:07:38,920 Speaker 3: so your your boy Scouts that was a six hundred 151 00:07:38,920 --> 00:07:43,600 Speaker 3: million dollar lawsuits. You know, USA Gymnastics a billion dollar lawsuit. 152 00:07:44,080 --> 00:07:47,200 Speaker 3: So just those two incidents, loans over one point five 153 00:07:47,680 --> 00:07:50,040 Speaker 3: one point six billion dollars was paid out, and the 154 00:07:50,160 --> 00:07:53,360 Speaker 3: carriers are sharing that cost with we all have to 155 00:07:53,400 --> 00:07:56,720 Speaker 3: share that cost as a risk, and so they're doing 156 00:07:56,760 --> 00:07:59,960 Speaker 3: some actuarial analysis that says we now have to charge 157 00:08:00,240 --> 00:08:03,120 Speaker 3: X to offset you know what we're paying out. And 158 00:08:03,160 --> 00:08:05,640 Speaker 3: we just saw that there were some huge gaps in 159 00:08:06,000 --> 00:08:10,520 Speaker 3: being proactive about the risk because prior to those incidents, 160 00:08:11,120 --> 00:08:14,840 Speaker 3: those organizations were considered good risk and the way that 161 00:08:14,960 --> 00:08:18,440 Speaker 3: insurance companies used to look at sports organizations were as 162 00:08:18,480 --> 00:08:20,440 Speaker 3: long as you haven't had any claims you were a 163 00:08:20,440 --> 00:08:23,840 Speaker 3: good risk, but they had no internal visibility around what 164 00:08:23,880 --> 00:08:27,040 Speaker 3: was happening day in and day out to reduce the 165 00:08:27,200 --> 00:08:30,920 Speaker 3: likelihood that a USA Gymnastis could happen or boy Scouts 166 00:08:30,920 --> 00:08:31,440 Speaker 3: could happen. 167 00:08:32,040 --> 00:08:33,960 Speaker 2: And that's the that's the gap that we saw. 168 00:08:34,320 --> 00:08:36,680 Speaker 3: We thought there was a huge need for risk management 169 00:08:36,800 --> 00:08:39,920 Speaker 3: and visibility of what was actually happening on the boots. 170 00:08:39,600 --> 00:08:40,120 Speaker 2: On the ground. 171 00:08:40,559 --> 00:08:42,920 Speaker 3: And then we want to incentivize organizations to do the 172 00:08:43,000 --> 00:08:45,839 Speaker 3: right thing, and the best way to incentivize them is 173 00:08:45,880 --> 00:08:48,680 Speaker 3: to give them discounts on what is their largest expense, 174 00:08:48,679 --> 00:08:52,080 Speaker 3: which happens to be insurance. And so when when our 175 00:08:52,120 --> 00:08:55,720 Speaker 3: insurance premiums doubled, I'm asking our broker, hey, why are 176 00:08:55,760 --> 00:08:56,480 Speaker 3: we paying all of this? 177 00:08:56,559 --> 00:08:57,720 Speaker 2: And he's telling me that this. 178 00:08:57,720 --> 00:09:00,640 Speaker 3: Is happening in the marketplace, and I have this aha 179 00:09:00,720 --> 00:09:04,280 Speaker 3: moment around, well, we need to bridge the gap, provide 180 00:09:04,600 --> 00:09:07,480 Speaker 3: visibility of risk to our clients, give them tools to 181 00:09:07,520 --> 00:09:10,600 Speaker 3: manage it, and then give them affordable insurance when they 182 00:09:10,640 --> 00:09:11,440 Speaker 3: do the right things. 183 00:09:12,320 --> 00:09:14,319 Speaker 1: You know, you use the visibility there A couple of 184 00:09:14,320 --> 00:09:17,160 Speaker 1: times I think about transparency, which is another way to say. 185 00:09:17,000 --> 00:09:17,839 Speaker 2: That, and. 186 00:09:19,400 --> 00:09:23,120 Speaker 1: Is it more that the insurance companies don't really know 187 00:09:23,160 --> 00:09:27,360 Speaker 1: what's happening at practice, at the games, et cetera. Or 188 00:09:27,520 --> 00:09:30,520 Speaker 1: is it that the transparency from what goes into the 189 00:09:30,640 --> 00:09:34,080 Speaker 1: insurance premium is not clear to the consumer. 190 00:09:34,600 --> 00:09:35,600 Speaker 2: That's a really good question. 191 00:09:35,960 --> 00:09:40,480 Speaker 3: Well, the bigger issue specifically around that is that the 192 00:09:40,559 --> 00:09:45,000 Speaker 3: carrier is so removed from the athlete the insurance There's 193 00:09:45,640 --> 00:09:48,520 Speaker 3: there's a broker which sells the product, and then there's 194 00:09:48,559 --> 00:09:51,720 Speaker 3: the insurance carrier that really just access the bank paying 195 00:09:51,840 --> 00:09:55,280 Speaker 3: the claims. They're there, they have the contract and they're 196 00:09:55,320 --> 00:10:00,440 Speaker 3: managing the insurance coverage. The broker actually has boots the ground, 197 00:10:00,520 --> 00:10:03,319 Speaker 3: they're interacting with the sports organization. 198 00:10:03,800 --> 00:10:05,479 Speaker 2: They're there as the risk advisor. 199 00:10:05,960 --> 00:10:08,120 Speaker 3: But what we've identified is there are a number of 200 00:10:08,200 --> 00:10:12,240 Speaker 3: brokers that are just a pedal policies. They're there to 201 00:10:12,360 --> 00:10:16,319 Speaker 3: sell an insurance policy and then when the incidents happen, 202 00:10:16,440 --> 00:10:20,840 Speaker 3: because brokers, they're not penalized if there is a claim. 203 00:10:20,960 --> 00:10:22,280 Speaker 2: They only get paid. 204 00:10:22,080 --> 00:10:26,440 Speaker 3: When they sell a policy, so they're not incentivized to 205 00:10:26,640 --> 00:10:31,280 Speaker 3: ensure that organizations are implementing these policies and protocols. And 206 00:10:31,320 --> 00:10:33,400 Speaker 3: I think that's the different business model that we have 207 00:10:33,559 --> 00:10:37,719 Speaker 3: and that we've taken a more comprehensive approach around how 208 00:10:37,720 --> 00:10:40,840 Speaker 3: we sell the insurance because we are a broker, but 209 00:10:40,920 --> 00:10:44,120 Speaker 3: we are also a market. We underwrite and price our 210 00:10:44,160 --> 00:10:47,440 Speaker 3: own risk, and we have our own insurance capacity that 211 00:10:47,480 --> 00:10:50,280 Speaker 3: we have to protect, so we have the same responsibility 212 00:10:50,280 --> 00:10:52,040 Speaker 3: as a carrier to make sure that. 213 00:10:51,960 --> 00:10:53,480 Speaker 2: We're not paying out a lot of claims. 214 00:10:53,840 --> 00:10:56,160 Speaker 3: And we also are broker and we have boots on 215 00:10:56,200 --> 00:10:58,160 Speaker 3: the ground to work with these organizations day in and 216 00:10:58,200 --> 00:10:58,560 Speaker 3: day out. 217 00:11:00,120 --> 00:11:04,640 Speaker 1: Unique value did your background as an athlete give you 218 00:11:04,760 --> 00:11:06,160 Speaker 1: when you started this business? 219 00:11:07,720 --> 00:11:10,920 Speaker 3: Honestly, it got me in the room. Like when I 220 00:11:10,960 --> 00:11:13,560 Speaker 3: first started the company. I really I didn't know anything 221 00:11:13,600 --> 00:11:17,960 Speaker 3: about business, Honestly, I came fresh from playing football and 222 00:11:18,160 --> 00:11:21,440 Speaker 3: I was just all passion. I had this idea to 223 00:11:21,559 --> 00:11:23,680 Speaker 3: create safe spaces for kids to play sports. It was 224 00:11:23,720 --> 00:11:27,360 Speaker 3: really simple and injuries because I had so many injuries, 225 00:11:27,400 --> 00:11:30,520 Speaker 3: I'm like, you know what, we need to create a 226 00:11:30,640 --> 00:11:33,960 Speaker 3: documentation system and a policy and protocol about how we 227 00:11:34,000 --> 00:11:37,319 Speaker 3: manage injuries bright youth athletes. That was the simple version 228 00:11:37,360 --> 00:11:40,360 Speaker 3: of what we were thinking about doing. And I was 229 00:11:40,400 --> 00:11:42,439 Speaker 3: able to get into rooms that you wouldn't normally be 230 00:11:42,480 --> 00:11:44,440 Speaker 3: able to get into you know, I was talking with 231 00:11:45,120 --> 00:11:48,360 Speaker 3: you know, the chief medical officer or the NFL. You know, 232 00:11:48,559 --> 00:11:51,360 Speaker 3: I got a chance to get a ton of insight 233 00:11:51,760 --> 00:11:56,559 Speaker 3: from executives in sports and athletic directors at universities and 234 00:11:56,920 --> 00:11:59,800 Speaker 3: high schools and other organizations because I was a professional 235 00:12:00,960 --> 00:12:04,240 Speaker 3: and because I can talk to Lango and all of 236 00:12:04,280 --> 00:12:06,920 Speaker 3: those other pieces. So it got me. It gave me 237 00:12:07,040 --> 00:12:09,800 Speaker 3: a huge opportunity to get in the door. But it 238 00:12:09,840 --> 00:12:13,640 Speaker 3: also gave me the resilience on the thousands of no's 239 00:12:13,720 --> 00:12:16,000 Speaker 3: that I would get, you know, to you know, to 240 00:12:16,120 --> 00:12:18,240 Speaker 3: keep fighting and keep making this thing happen when it 241 00:12:18,320 --> 00:12:18,760 Speaker 3: got tough. 242 00:12:19,800 --> 00:12:22,920 Speaker 1: Also, let mean ask a different question with that same foundation, 243 00:12:23,120 --> 00:12:25,640 Speaker 1: is like when you started talking to investors, you know, 244 00:12:26,120 --> 00:12:29,800 Speaker 1: they saw an athlete who's like ready, all passion, you know, Pitbull, 245 00:12:29,880 --> 00:12:32,320 Speaker 1: China Shop. I'm just ready to go, let's go. Like 246 00:12:33,120 --> 00:12:35,480 Speaker 1: what makes them rite to check when they see just 247 00:12:35,600 --> 00:12:38,079 Speaker 1: the passion? But to your point, not a whole lot 248 00:12:38,080 --> 00:12:39,360 Speaker 1: of professional experience. 249 00:12:40,000 --> 00:12:43,840 Speaker 3: Yeah, that's a super Honestly, in the beginning, I can't 250 00:12:43,840 --> 00:12:47,520 Speaker 3: tell you. I think people just saw my commitment in 251 00:12:47,600 --> 00:12:51,439 Speaker 3: the beginning. I've always been a hustler. I wear my 252 00:12:51,480 --> 00:12:52,480 Speaker 3: heart on my sleeves. 253 00:12:52,520 --> 00:12:53,160 Speaker 2: So when I do. 254 00:12:53,200 --> 00:12:56,640 Speaker 3: Something, I'm committed, and I think people feel that when 255 00:12:56,679 --> 00:12:59,960 Speaker 3: they come in contact with me. And so my first introduction, 256 00:13:00,200 --> 00:13:03,600 Speaker 3: my first investor was my agent. He was my sports agent. 257 00:13:03,880 --> 00:13:05,920 Speaker 3: So these are people that knew me. They knew how 258 00:13:05,920 --> 00:13:08,600 Speaker 3: committed I was. He knew that, you know, I wasn't 259 00:13:08,600 --> 00:13:11,400 Speaker 3: a big name athlete. I used to pay to go 260 00:13:11,440 --> 00:13:15,160 Speaker 3: to tryouts, you know where there's three four hundred guys 261 00:13:15,679 --> 00:13:19,199 Speaker 3: and I'm the last guy there, you know, making the team. 262 00:13:19,640 --> 00:13:21,080 Speaker 2: And so he believed in me. 263 00:13:21,200 --> 00:13:24,440 Speaker 3: And he was my first investor, you know, and the 264 00:13:24,480 --> 00:13:27,640 Speaker 3: first other call it big investors that I had. Really 265 00:13:27,640 --> 00:13:29,920 Speaker 3: I think a lot of them just I didn't take 266 00:13:29,960 --> 00:13:32,960 Speaker 3: the first known personal. Most of the time I talked 267 00:13:32,960 --> 00:13:36,320 Speaker 3: with investor that first the first time, it was like, yeah, 268 00:13:36,559 --> 00:13:39,640 Speaker 3: we'll talk in six months. But I always followed up. 269 00:13:39,679 --> 00:13:42,120 Speaker 3: My follow up game was strong. And then every time 270 00:13:42,200 --> 00:13:44,080 Speaker 3: I followed up everything I told him I was going 271 00:13:44,160 --> 00:13:46,240 Speaker 3: to do at the time I met him, I had done. 272 00:13:47,120 --> 00:13:49,720 Speaker 3: And so I think that that helped me, you know, 273 00:13:49,880 --> 00:13:53,280 Speaker 3: get get in the door, so to speak, because I 274 00:13:53,400 --> 00:13:56,280 Speaker 3: was consistent with my message and I held myself accountable 275 00:13:56,400 --> 00:13:57,600 Speaker 3: to to be who I said. 276 00:13:57,640 --> 00:13:58,160 Speaker 2: I was going to be. 277 00:13:59,080 --> 00:14:01,960 Speaker 1: You know you talked about you guys are into more 278 00:14:02,040 --> 00:14:05,480 Speaker 1: than just preventing physical injuries, but also the emotional and 279 00:14:05,600 --> 00:14:10,760 Speaker 1: psychological state in creating safe spaces for these athletes. When 280 00:14:10,760 --> 00:14:14,559 Speaker 1: you think about the landscape of social media, video cameras, 281 00:14:14,600 --> 00:14:17,840 Speaker 1: and like, we see so much more now negative going 282 00:14:17,880 --> 00:14:20,080 Speaker 1: on in our world that was already here because we 283 00:14:20,160 --> 00:14:22,480 Speaker 1: now have cameras and because we now have social media, 284 00:14:23,000 --> 00:14:27,840 Speaker 1: it's a lot. Is the growth of these issues or 285 00:14:29,120 --> 00:14:32,040 Speaker 1: is it real as it's really growing, or is that 286 00:14:32,080 --> 00:14:35,440 Speaker 1: it's more visible to us that the issues that we 287 00:14:35,520 --> 00:14:37,360 Speaker 1: deal with are in existence. 288 00:14:38,280 --> 00:14:41,800 Speaker 3: I think there's a hybrid above. They are very real 289 00:14:42,280 --> 00:14:47,440 Speaker 3: and they are growing because what was pure about youth 290 00:14:47,480 --> 00:14:49,880 Speaker 3: in amateur sports is becoming. 291 00:14:51,400 --> 00:14:52,440 Speaker 2: Very business like. 292 00:14:52,760 --> 00:14:57,200 Speaker 3: Where Like the passion for me playing sports as a 293 00:14:57,240 --> 00:15:01,680 Speaker 3: sixteen year old looks dramatically different. And now it's not 294 00:15:01,840 --> 00:15:05,600 Speaker 3: just yes, I want to play professional football, but even 295 00:15:05,640 --> 00:15:07,920 Speaker 3: before I wanted to play pro football, I just I 296 00:15:07,960 --> 00:15:11,200 Speaker 3: wanted to play Division one football, I just wanted to 297 00:15:11,240 --> 00:15:13,680 Speaker 3: just play in general. Now, in order for me to 298 00:15:13,720 --> 00:15:16,720 Speaker 3: be playing at sixteen, I got to try out. My 299 00:15:16,800 --> 00:15:20,640 Speaker 3: mom has to have, you know, has to pay you know, 300 00:15:20,800 --> 00:15:23,160 Speaker 3: thousands of dollars just for me to be a part 301 00:15:23,160 --> 00:15:27,800 Speaker 3: of a team. And we've now it's youth sports is 302 00:15:27,840 --> 00:15:32,200 Speaker 3: becoming really much of a business, and I think without 303 00:15:32,760 --> 00:15:36,880 Speaker 3: call it the pure nature of it of sports, where 304 00:15:36,920 --> 00:15:40,320 Speaker 3: you know, kids are being motivated differently, which they feel 305 00:15:40,360 --> 00:15:43,760 Speaker 3: like they have to post content, they have to build 306 00:15:43,760 --> 00:15:48,080 Speaker 3: a brand and all of this with Nils, it's forcing 307 00:15:48,120 --> 00:15:50,000 Speaker 3: them to have to be a part of the engine 308 00:15:50,520 --> 00:15:52,640 Speaker 3: as opposed to just play for the love of it, 309 00:15:53,720 --> 00:15:57,440 Speaker 3: and they feel the pressure to become a business, which 310 00:15:57,480 --> 00:16:00,520 Speaker 3: is what I think is the biggest problem that you know, 311 00:16:00,600 --> 00:16:03,800 Speaker 3: that pressure is going to be is really strong for 312 00:16:03,840 --> 00:16:06,040 Speaker 3: these athletes. And you know, I don't know if we're 313 00:16:06,040 --> 00:16:07,760 Speaker 3: going to be able to put the genie back in 314 00:16:07,840 --> 00:16:10,280 Speaker 3: the bottle, so to speak, but I'm hoping that we 315 00:16:10,320 --> 00:16:12,680 Speaker 3: have some brave young athletes that want to do it 316 00:16:12,720 --> 00:16:16,280 Speaker 3: differently and that difference is what's going to help them 317 00:16:16,320 --> 00:16:17,119 Speaker 3: stand out. 318 00:16:17,680 --> 00:16:20,880 Speaker 1: Yeah, I've seen you talk about how prevention and awareness. 319 00:16:20,880 --> 00:16:26,000 Speaker 1: Prevention spikes after issues, especially very public issues, but we 320 00:16:26,040 --> 00:16:29,600 Speaker 1: do have an issue in our community globally in our 321 00:16:29,640 --> 00:16:32,600 Speaker 1: discourse where we it's our state away over time. How 322 00:16:32,640 --> 00:16:37,600 Speaker 1: does players health emphasize and create sustainability with awareness for 323 00:16:37,680 --> 00:16:39,000 Speaker 1: that prevention effort. 324 00:16:39,280 --> 00:16:39,840 Speaker 2: Yeah. 325 00:16:39,880 --> 00:16:42,520 Speaker 3: Well, for the first time I think in twenty four 326 00:16:42,600 --> 00:16:47,320 Speaker 3: we leaned into advocacy and legislation for the first time 327 00:16:47,400 --> 00:16:49,720 Speaker 3: in year serve of our company. Well, we actually started 328 00:16:49,720 --> 00:16:52,760 Speaker 3: to take a more practive role to make sure that 329 00:16:52,880 --> 00:16:57,240 Speaker 3: these policies, protocols, the environment that we want to provide 330 00:16:57,840 --> 00:16:59,600 Speaker 3: to our customers, that we at least want to motivate 331 00:16:59,600 --> 00:17:01,400 Speaker 3: our custom was to lean in on the same mission 332 00:17:01,400 --> 00:17:04,320 Speaker 3: that we have that it was that was a requirement 333 00:17:05,040 --> 00:17:06,800 Speaker 3: that it was a new standard of care of how 334 00:17:06,960 --> 00:17:07,760 Speaker 3: organization did it. 335 00:17:07,800 --> 00:17:09,360 Speaker 2: So we did this with the. 336 00:17:09,320 --> 00:17:11,840 Speaker 3: State of Colorado one of our clients and this actually 337 00:17:11,880 --> 00:17:14,040 Speaker 3: didn't start with us. One of our clients reached out 338 00:17:14,080 --> 00:17:18,919 Speaker 3: to US Inner City to Tackle Football program, one of 339 00:17:18,920 --> 00:17:22,399 Speaker 3: the largest in Denver, and he's been an administrator for 340 00:17:22,480 --> 00:17:25,679 Speaker 3: ten years now and for the first time in his 341 00:17:26,920 --> 00:17:28,840 Speaker 3: and him doing this and this is more of a 342 00:17:28,880 --> 00:17:31,680 Speaker 3: mission for him and just helping kids. He didn't want 343 00:17:31,680 --> 00:17:34,320 Speaker 3: to have a season because he was just afraid of 344 00:17:34,359 --> 00:17:37,520 Speaker 3: what was going to happen next, you know, is there 345 00:17:37,560 --> 00:17:40,639 Speaker 3: going to be another fight, is somebody going to get shot? 346 00:17:40,840 --> 00:17:43,920 Speaker 2: What's going to happen? Like it was just so much happening. 347 00:17:43,520 --> 00:17:47,280 Speaker 3: And so he was wondering what policies and protocols could 348 00:17:47,320 --> 00:17:51,679 Speaker 3: we draft to require organizations to implement all the things 349 00:17:51,720 --> 00:17:54,840 Speaker 3: that he was implementing with us, And so we talked 350 00:17:54,840 --> 00:17:59,760 Speaker 3: with Senator Exem Senator Coleman. These are two African American centers. 351 00:18:00,200 --> 00:18:03,640 Speaker 3: They come from the inner city. Senator Xham, he's been 352 00:18:03,640 --> 00:18:07,880 Speaker 3: coaching high school basketball for forty years. He's seen everything, 353 00:18:08,560 --> 00:18:11,959 Speaker 3: and so these were the folks we experienced this stuff. 354 00:18:12,000 --> 00:18:14,760 Speaker 3: We see it every day, and we developed through our 355 00:18:14,760 --> 00:18:19,240 Speaker 3: policies protocols. We co offer the bill that requires organizations 356 00:18:19,320 --> 00:18:22,480 Speaker 3: to do background checks, ab use awareness training like implement 357 00:18:22,600 --> 00:18:25,400 Speaker 3: these protocols, and it's a requirement now in the state 358 00:18:25,400 --> 00:18:29,280 Speaker 3: of Colorado. That bill was passed in July, and it's 359 00:18:29,320 --> 00:18:31,480 Speaker 3: the first of what will be many. You know, I 360 00:18:31,520 --> 00:18:34,720 Speaker 3: think we have a responsibility now with our influence in 361 00:18:34,760 --> 00:18:37,280 Speaker 3: the marketplace, where we can now galvanize and bring the 362 00:18:37,359 --> 00:18:40,760 Speaker 3: right peoples around the table to create new legislation and 363 00:18:40,800 --> 00:18:42,960 Speaker 3: do things, you know, the way we think the future 364 00:18:42,960 --> 00:18:43,359 Speaker 3: should be. 365 00:18:44,480 --> 00:18:46,679 Speaker 1: So let's say you have a son he wants to 366 00:18:46,680 --> 00:18:50,639 Speaker 1: play tackle football. At what age are you letting your 367 00:18:50,640 --> 00:18:56,919 Speaker 1: son tackle football. So Masa, you know the status, you 368 00:18:56,960 --> 00:18:58,840 Speaker 1: know the numbers and. 369 00:18:58,880 --> 00:19:02,199 Speaker 2: What we talk about this all the time. So my 370 00:19:02,280 --> 00:19:04,280 Speaker 2: son is five, he's playing flag. 371 00:19:04,359 --> 00:19:07,679 Speaker 3: He'll be playing flag probably up until he'st twelve thirteen. 372 00:19:08,400 --> 00:19:10,879 Speaker 1: Twelve thirteen is a good Why is that a good number? 373 00:19:12,359 --> 00:19:12,760 Speaker 2: Honestly? 374 00:19:12,800 --> 00:19:15,600 Speaker 3: I think the developmental skills depending on how big he is. 375 00:19:15,680 --> 00:19:19,360 Speaker 2: And that's the thing that's one I draw a line 376 00:19:19,400 --> 00:19:21,359 Speaker 2: under staying and that you some big. 377 00:19:21,400 --> 00:19:24,879 Speaker 3: Some kids are big, and once they get to a 378 00:19:24,880 --> 00:19:28,520 Speaker 3: certain size, there is no there's no flag for an 379 00:19:28,520 --> 00:19:32,639 Speaker 3: offensive lineman or d lineman. And so you want them 380 00:19:32,720 --> 00:19:35,560 Speaker 3: to be competitive enough. If that's the sport that they love, 381 00:19:36,040 --> 00:19:38,239 Speaker 3: they need to break into it somewhere in that like 382 00:19:38,280 --> 00:19:42,160 Speaker 3: middle school where they got to go from you know, tackle, 383 00:19:42,640 --> 00:19:45,280 Speaker 3: I'm going to go from flag to tackle. You want 384 00:19:45,359 --> 00:19:46,880 Speaker 3: you want a couple of years before they get into 385 00:19:46,920 --> 00:19:50,240 Speaker 3: high school and they're really hidden before before they really 386 00:19:50,400 --> 00:19:53,080 Speaker 3: you know, take that transition if football is going to 387 00:19:53,119 --> 00:19:54,400 Speaker 3: be a sport that they really want to play. 388 00:19:54,840 --> 00:19:58,480 Speaker 1: Yeah, you know it was another line I heard from 389 00:19:58,560 --> 00:20:01,080 Speaker 1: use a quote where you're talking to injuries and you're 390 00:20:01,119 --> 00:20:03,680 Speaker 1: saying it's not happening at the collegiate level as much 391 00:20:03,720 --> 00:20:06,960 Speaker 1: because you have a medical staff supporting you as an athlete. 392 00:20:07,200 --> 00:20:09,720 Speaker 1: It's definitely not happening at the professional level, but it's 393 00:20:09,720 --> 00:20:14,920 Speaker 1: happening often at the youth level. What happens in our 394 00:20:14,960 --> 00:20:22,000 Speaker 1: community systemically pervasively that make youth sports more vulnerable when 395 00:20:22,040 --> 00:20:24,760 Speaker 1: it comes to safer play. 396 00:20:25,200 --> 00:20:31,679 Speaker 3: It's honestly, there are no there's no rules or regulations 397 00:20:31,720 --> 00:20:35,280 Speaker 3: around how often these kids are playing. I think that's 398 00:20:35,640 --> 00:20:38,560 Speaker 3: that's the biggest change that happened from high school to 399 00:20:38,680 --> 00:20:42,720 Speaker 3: college and pro. At college and pro, they can't practice 400 00:20:42,960 --> 00:20:47,280 Speaker 3: only certain so many times, so many games. At high 401 00:20:47,320 --> 00:20:50,680 Speaker 3: school level, we're younger, you got travel, you got school 402 00:20:51,080 --> 00:20:53,960 Speaker 3: like they're playing sports literally all year long. 403 00:20:54,840 --> 00:20:58,159 Speaker 2: And like my son, we got caught into it. 404 00:20:58,200 --> 00:21:01,840 Speaker 3: My son, he plays a freshman at Northern State, is 405 00:21:01,840 --> 00:21:04,920 Speaker 3: the Division two basketball player just do play twelve months 406 00:21:04,920 --> 00:21:08,920 Speaker 3: out of the year, like we'll call it eleven months out. 407 00:21:08,840 --> 00:21:11,359 Speaker 2: Of the year. We forced them to sit one month. 408 00:21:12,000 --> 00:21:18,600 Speaker 3: But he went from basketball, call it October to March. 409 00:21:18,680 --> 00:21:22,760 Speaker 3: Au starts in March, March to August, he gets a 410 00:21:22,800 --> 00:21:25,480 Speaker 3: month off, he's back in in October again. 411 00:21:26,480 --> 00:21:28,600 Speaker 2: And that's just basketball hockey. 412 00:21:28,640 --> 00:21:32,600 Speaker 3: Every other sport has that same cycle now because you 413 00:21:32,680 --> 00:21:36,040 Speaker 3: now have spring flag football, where now kids are going 414 00:21:36,080 --> 00:21:39,479 Speaker 3: from fall to flag and then they got summer travel 415 00:21:39,960 --> 00:21:43,439 Speaker 3: that they're doing. And so it's just the amount of 416 00:21:44,040 --> 00:21:47,879 Speaker 3: miles that these kids are putting on their bodies at 417 00:21:47,880 --> 00:21:50,160 Speaker 3: a very young age without very little rest. 418 00:21:51,119 --> 00:21:52,600 Speaker 2: They're probably eating like crap. 419 00:21:52,640 --> 00:21:57,119 Speaker 3: Two are increasing the number of the number of injuries 420 00:21:57,200 --> 00:21:57,840 Speaker 3: that they see. 421 00:22:00,280 --> 00:22:02,240 Speaker 1: I read and I don't know if this is the 422 00:22:02,280 --> 00:22:05,080 Speaker 1: latest number, but you know, I will say, congratulations on 423 00:22:05,119 --> 00:22:07,240 Speaker 1: the twenty eight million in financing. Is that the latest 424 00:22:07,280 --> 00:22:08,280 Speaker 1: that the real is that the number? 425 00:22:09,000 --> 00:22:12,159 Speaker 2: No, Well, the latest route we closed was sixty million. 426 00:22:12,520 --> 00:22:16,359 Speaker 2: That was we were closed that at the end of November. 427 00:22:16,800 --> 00:22:19,040 Speaker 1: So the latest is sixty So that sixty plus the 428 00:22:19,119 --> 00:22:19,560 Speaker 1: twenty eight. 429 00:22:20,720 --> 00:22:23,119 Speaker 2: Yeah, we've raised over one hundred million in the history 430 00:22:23,160 --> 00:22:23,960 Speaker 2: of the company today. 431 00:22:24,000 --> 00:22:28,919 Speaker 1: Congratulations, brother, congratulations. How do you how do you say 432 00:22:29,200 --> 00:22:32,000 Speaker 1: this is the target? This is the number that we're right? 433 00:22:32,040 --> 00:22:35,960 Speaker 3: So that's a really good question. Honestly, we wrestled with 434 00:22:36,000 --> 00:22:39,600 Speaker 3: that this year and there's a couple of things that 435 00:22:39,640 --> 00:22:42,000 Speaker 3: we've identified when it comes to like, one, are we 436 00:22:42,080 --> 00:22:46,400 Speaker 3: going to go for this number? And for the first 437 00:22:46,800 --> 00:22:50,320 Speaker 3: the previous first three years with the company for the 438 00:22:50,320 --> 00:22:52,480 Speaker 3: previous three years that we've done and we've been focusing 439 00:22:52,520 --> 00:22:55,399 Speaker 3: on really getting clear on our strategy. What are we 440 00:22:55,440 --> 00:22:58,520 Speaker 3: going to do, what are we going to be, where 441 00:22:58,520 --> 00:23:00,680 Speaker 3: we're going to play, and so we have this playing 442 00:23:00,720 --> 00:23:02,960 Speaker 3: to win strategy that helps us understand what our winning 443 00:23:02,960 --> 00:23:05,840 Speaker 3: aspiration is, where we're going to play, how we're going 444 00:23:05,920 --> 00:23:08,399 Speaker 3: to win, what capabilities do we need to have in place, 445 00:23:08,800 --> 00:23:10,679 Speaker 3: and then what systems do we need to have to 446 00:23:10,720 --> 00:23:12,080 Speaker 3: support those capabilities. 447 00:23:12,880 --> 00:23:14,440 Speaker 2: I think when we finished. 448 00:23:14,080 --> 00:23:17,920 Speaker 3: That whole process, and we've done multiple iterations, it's been 449 00:23:17,960 --> 00:23:22,159 Speaker 3: fine tuning over the years. We realize that we have 450 00:23:22,240 --> 00:23:24,479 Speaker 3: a right to win in this space. You know, the 451 00:23:24,520 --> 00:23:30,320 Speaker 3: market's big enough, and the incumbents haven't evolved as we've evolved. 452 00:23:30,359 --> 00:23:33,320 Speaker 3: We've changed the industry and they haven't evolved. And so 453 00:23:33,400 --> 00:23:36,760 Speaker 3: we see the opportunity for M and A. We've seen 454 00:23:36,800 --> 00:23:40,639 Speaker 3: the opportunity for just talent acquisition. 455 00:23:40,160 --> 00:23:42,800 Speaker 1: And that's you buying companies, not the boss. 456 00:23:43,359 --> 00:23:47,720 Speaker 3: Correct, But we see these growth opportunities that are green 457 00:23:47,800 --> 00:23:50,960 Speaker 3: grass for us because of our value proposition and how 458 00:23:51,080 --> 00:23:54,600 Speaker 3: differentiated we are in the marketplace, and so it you know, 459 00:23:56,960 --> 00:23:58,760 Speaker 3: how aggressive you want to grow is going to come 460 00:23:58,800 --> 00:24:01,040 Speaker 3: down to the amount of capital, but you have to 461 00:24:01,080 --> 00:24:03,000 Speaker 3: know exactly what you want to do with that capital, 462 00:24:03,040 --> 00:24:06,119 Speaker 3: and we do and so it wasn't something we just 463 00:24:06,280 --> 00:24:09,680 Speaker 3: like picked a number. We went through that analysis, understood 464 00:24:09,680 --> 00:24:13,000 Speaker 3: our strategy. We did a competitive landscape, understanding what our 465 00:24:13,000 --> 00:24:14,240 Speaker 3: competitors are doing. 466 00:24:14,440 --> 00:24:17,320 Speaker 2: How they're growing, how fast we're growing. 467 00:24:17,160 --> 00:24:20,040 Speaker 3: How consistent can we be at this growth, and then 468 00:24:20,080 --> 00:24:21,840 Speaker 3: what are the Fosse multipliers that are going to help 469 00:24:21,920 --> 00:24:24,199 Speaker 3: us accelerate that? And then how much is it going 470 00:24:24,240 --> 00:24:26,960 Speaker 3: to cost? So it's a top down approach. You really 471 00:24:26,960 --> 00:24:29,600 Speaker 3: get to, all right, if we you know, we could 472 00:24:29,600 --> 00:24:33,280 Speaker 3: be a five hundred million dollar premium company. Insurance premium 473 00:24:33,320 --> 00:24:36,480 Speaker 3: is kind of a sales metric for US right now. 474 00:24:36,520 --> 00:24:39,720 Speaker 3: You know, we do seventy eighty million dollars this year. 475 00:24:40,200 --> 00:24:43,400 Speaker 3: Our focus is to be, you know, five hundred million 476 00:24:43,640 --> 00:24:45,120 Speaker 3: XYZ or the next number. 477 00:24:44,880 --> 00:24:47,359 Speaker 1: Of that means what that means you're covering that you 478 00:24:47,440 --> 00:24:48,320 Speaker 1: have that much risk. 479 00:24:49,200 --> 00:24:53,240 Speaker 3: Insurance premium is basically what you pay for your insurance 480 00:24:53,840 --> 00:24:56,200 Speaker 3: and so you may have a thousand dollars premium you 481 00:24:56,320 --> 00:24:58,200 Speaker 3: have to pay for your liability policy. 482 00:24:58,680 --> 00:24:59,880 Speaker 2: That's one thousand dollars. 483 00:24:59,640 --> 00:25:03,200 Speaker 3: In prem for US, and so our role, our focus 484 00:25:03,240 --> 00:25:06,680 Speaker 3: is to generate you know, you know over a five 485 00:25:06,720 --> 00:25:09,359 Speaker 3: hundred million Well what will it take for us to 486 00:25:09,400 --> 00:25:11,959 Speaker 3: get to that point? What tools and resources do we 487 00:25:11,960 --> 00:25:14,000 Speaker 3: need to have in the people. So that's how we 488 00:25:14,040 --> 00:25:18,439 Speaker 3: came up with that. But it takes courage to go 489 00:25:18,560 --> 00:25:21,160 Speaker 3: after it, and you got to believe in yourself. And 490 00:25:21,560 --> 00:25:23,240 Speaker 3: I think coming from where I came from, and there's 491 00:25:23,240 --> 00:25:25,040 Speaker 3: a lot of self doubt that I had going into this, 492 00:25:25,160 --> 00:25:27,240 Speaker 3: going ca can I do it? 493 00:25:27,440 --> 00:25:28,360 Speaker 2: But can we do it? 494 00:25:29,640 --> 00:25:32,280 Speaker 3: And yeah, you know, you just got to you know, 495 00:25:32,320 --> 00:25:35,160 Speaker 3: don't believe the lies and you know, take the plunge 496 00:25:35,320 --> 00:25:36,080 Speaker 3: and make it happen. 497 00:25:36,640 --> 00:25:39,520 Speaker 1: Technical question about you know, the business is does that 498 00:25:39,600 --> 00:25:42,120 Speaker 1: mean if you've got five hundred million in premiums, you're 499 00:25:42,160 --> 00:25:45,199 Speaker 1: potentially if I was like one million dollar policies, how 500 00:25:45,240 --> 00:25:47,600 Speaker 1: does that work? Does that mean you have to have 501 00:25:48,400 --> 00:25:52,639 Speaker 1: you know, hundreds of millions also in the make in 502 00:25:52,720 --> 00:25:53,200 Speaker 1: case somebody. 503 00:25:54,960 --> 00:25:57,720 Speaker 3: So one of the things that we've done and players health, 504 00:25:57,960 --> 00:26:00,479 Speaker 3: we're a brokerage and we're what we're calling in MGA 505 00:26:00,680 --> 00:26:04,000 Speaker 3: or think of us as like a quasi carrier. We 506 00:26:04,040 --> 00:26:06,960 Speaker 3: don't have any balance sheet risk with our with our 507 00:26:07,000 --> 00:26:09,920 Speaker 3: market We work with a number of carriers that support 508 00:26:10,000 --> 00:26:15,320 Speaker 3: us and for every So the average premium for youth 509 00:26:15,359 --> 00:26:18,800 Speaker 3: and amateur sports is you know, small organization is probably 510 00:26:18,800 --> 00:26:22,120 Speaker 3: a thousand bucks, so that could be thousands of organizations. 511 00:26:22,119 --> 00:26:25,720 Speaker 3: But we also write very large organizations, right, We write 512 00:26:25,720 --> 00:26:29,600 Speaker 3: some of the largest organizations out you know US youth soccer, 513 00:26:30,320 --> 00:26:33,520 Speaker 3: you know USA football. We write some really large organizations, 514 00:26:33,960 --> 00:26:38,320 Speaker 3: three step sports. These are all really big accounts. Those accounts, 515 00:26:38,440 --> 00:26:41,679 Speaker 3: those large organizations could be millions of dollars in premium. 516 00:26:42,359 --> 00:26:45,080 Speaker 3: Very few people know that just in youth and amateur 517 00:26:45,119 --> 00:26:49,680 Speaker 3: sports alone is over three billion dollars and insurance produced 518 00:26:49,720 --> 00:26:53,000 Speaker 3: a year. That's how big the insurance market is in 519 00:26:53,040 --> 00:26:56,000 Speaker 3: youth and amateur sports. You at college, you ad pro, 520 00:26:56,680 --> 00:26:59,760 Speaker 3: you at you add all of those pieces, you looking 521 00:26:59,800 --> 00:27:03,600 Speaker 3: at eight to ten billion dollar market. So the market 522 00:27:03,680 --> 00:27:07,080 Speaker 3: is massive and our focus is you know, to be 523 00:27:07,320 --> 00:27:09,399 Speaker 3: to be the number one in the US. 524 00:27:11,000 --> 00:27:13,520 Speaker 1: You might have just answered this question, but is there 525 00:27:13,640 --> 00:27:16,879 Speaker 1: verticals that you could you might consider expanding into. 526 00:27:18,200 --> 00:27:21,119 Speaker 3: Yeah, so our core of players health of the past, 527 00:27:21,200 --> 00:27:24,080 Speaker 3: we've been an insurancewntionship for about five years now, has 528 00:27:24,119 --> 00:27:27,320 Speaker 3: been you the amateur sports and fitness fitness has been 529 00:27:28,280 --> 00:27:30,919 Speaker 3: a really big division for US has been growing newer 530 00:27:30,920 --> 00:27:34,200 Speaker 3: for US. We launched our collegiate division. It'll be a 531 00:27:34,280 --> 00:27:36,760 Speaker 3: year in February we launched the collegiate division. We do 532 00:27:36,840 --> 00:27:41,040 Speaker 3: all the NIL policies and stuff now for the college 533 00:27:41,720 --> 00:27:46,359 Speaker 3: NIL market, and we will be launching pro in twenty six. 534 00:27:49,280 --> 00:27:54,600 Speaker 1: There is you know again, we talked earlier about parents 535 00:27:54,640 --> 00:27:59,280 Speaker 1: in the family, around the friends, even of these young 536 00:27:59,280 --> 00:28:02,200 Speaker 1: people who are playing, and how their behavior and their 537 00:28:02,240 --> 00:28:05,960 Speaker 1: actions at these games means almost as much as the 538 00:28:05,960 --> 00:28:09,000 Speaker 1: people on the court or on the field. What what 539 00:28:09,119 --> 00:28:13,600 Speaker 1: steps do you encourage those families, those parents to take 540 00:28:13,640 --> 00:28:17,040 Speaker 1: to create safer sports environments in their communities, even in 541 00:28:17,080 --> 00:28:18,800 Speaker 1: their households and at the games. 542 00:28:19,480 --> 00:28:23,439 Speaker 3: Yeah, well, I think we gotta we gotta build and 543 00:28:23,520 --> 00:28:27,600 Speaker 3: raise comprehensive kids. Sports is not there, end all, be all, 544 00:28:28,480 --> 00:28:32,000 Speaker 3: and I think we we want to motivate our kids 545 00:28:32,080 --> 00:28:34,080 Speaker 3: to be the best at what they do. But I 546 00:28:34,080 --> 00:28:36,400 Speaker 3: think one of the biggest things that I've I've come 547 00:28:36,520 --> 00:28:38,440 Speaker 3: I've had to wrestle with this with my son. You 548 00:28:38,480 --> 00:28:42,160 Speaker 3: see potential in our kids, we see what they could be, 549 00:28:43,080 --> 00:28:46,120 Speaker 3: but they have to develop into that and there's a 550 00:28:46,280 --> 00:28:50,120 Speaker 3: there's a hap. There's a very fine balance between us 551 00:28:50,120 --> 00:28:52,280 Speaker 3: pushing and and allowing them to figure it out along 552 00:28:52,320 --> 00:28:54,920 Speaker 3: their way, and they're gonna we have to do both. 553 00:28:55,480 --> 00:28:57,560 Speaker 3: And so I think I don't have a call it 554 00:28:57,640 --> 00:28:59,680 Speaker 3: the We don't have the magic bullet in terms of 555 00:28:59,680 --> 00:29:02,520 Speaker 3: what that looks like. But I think my advice that 556 00:29:02,560 --> 00:29:06,280 Speaker 3: I would give to parents as they are developing and 557 00:29:06,400 --> 00:29:09,440 Speaker 3: raising their kids is that recognizing. 558 00:29:08,880 --> 00:29:09,840 Speaker 2: That sports as a tool. 559 00:29:10,200 --> 00:29:12,720 Speaker 3: That's how we should That's how I've that's how I've 560 00:29:12,840 --> 00:29:15,760 Speaker 3: raised my son to believe that sports as a tool. 561 00:29:16,080 --> 00:29:19,600 Speaker 3: Yes there's opportunities where, yes, you could play professionally if 562 00:29:19,640 --> 00:29:22,760 Speaker 3: that is a dream that you have, but that dream 563 00:29:22,760 --> 00:29:26,280 Speaker 3: will also one day in because you can't play professionally forever. 564 00:29:26,920 --> 00:29:29,280 Speaker 3: So see it as a tool, and we want to 565 00:29:29,320 --> 00:29:32,120 Speaker 3: make sure that we look at what sports brings to 566 00:29:32,200 --> 00:29:35,640 Speaker 3: us comprehensively. Are you being a good leader, are you 567 00:29:35,760 --> 00:29:38,400 Speaker 3: learning how to problem solve? Are you learning how to 568 00:29:38,480 --> 00:29:42,480 Speaker 3: overcome adversity? These are the skills, These are the these 569 00:29:42,480 --> 00:29:44,200 Speaker 3: are these are the lessons that we want our kids 570 00:29:44,240 --> 00:29:48,360 Speaker 3: to learn through sports. And so I'd encourage us to 571 00:29:48,400 --> 00:29:51,520 Speaker 3: focus more on those lessons and those skills than we 572 00:29:51,600 --> 00:29:54,360 Speaker 3: do whether they made it to division one or division two. 573 00:29:54,920 --> 00:30:00,000 Speaker 1: Yeah, you know, I have this philosophy about my own businesses, 574 00:30:00,080 --> 00:30:04,000 Speaker 1: in my own business, you know, thinking in that like 575 00:30:04,040 --> 00:30:06,880 Speaker 1: I'm not romantic about business, Like if something is working, 576 00:30:06,960 --> 00:30:09,240 Speaker 1: is working. If it's not, no matter how much I 577 00:30:09,320 --> 00:30:12,480 Speaker 1: like it or love it, it's not working. And I 578 00:30:12,520 --> 00:30:15,040 Speaker 1: was reading this quote from you where you said, you know, 579 00:30:15,080 --> 00:30:17,520 Speaker 1: in the beginning, you always have hopes and dreams of 580 00:30:17,560 --> 00:30:19,720 Speaker 1: what you want the mission to be, and then it 581 00:30:19,800 --> 00:30:22,280 Speaker 1: ends up coming to you more as a calling than 582 00:30:22,320 --> 00:30:24,880 Speaker 1: it does just building a business. I don't know if 583 00:30:24,920 --> 00:30:29,400 Speaker 1: you remember saying that, but so so with that thought 584 00:30:29,480 --> 00:30:31,280 Speaker 1: I have of like, if it's working, it's working. If 585 00:30:31,280 --> 00:30:32,880 Speaker 1: it's not, it's not, You got to cut it off 586 00:30:32,880 --> 00:30:36,720 Speaker 1: and move onto something else. Expand on how that sense 587 00:30:36,720 --> 00:30:40,960 Speaker 1: of calling that you feel shapes your leadership and approach 588 00:30:41,040 --> 00:30:43,640 Speaker 1: to entrepreneurship in business. 589 00:30:44,200 --> 00:30:46,440 Speaker 3: Well, I think in the beginning, man, I was so 590 00:30:46,720 --> 00:30:53,480 Speaker 3: focused on external perceptions I want to I was looking 591 00:30:54,080 --> 00:31:00,800 Speaker 3: for examples of what success look like. When what changed 592 00:31:00,840 --> 00:31:03,400 Speaker 3: everything for me was that I'm a one of one. 593 00:31:03,840 --> 00:31:08,240 Speaker 3: You are one of one. Your businesses will look dramatically 594 00:31:08,240 --> 00:31:10,760 Speaker 3: different when you running them. Then they'll look dramatically different 595 00:31:10,800 --> 00:31:12,840 Speaker 3: when I'm in them, even if we're in the same industry. 596 00:31:13,560 --> 00:31:16,760 Speaker 3: And so, yeah, there are blueprints and people that have 597 00:31:16,840 --> 00:31:20,320 Speaker 3: done successful things, but man has change, and your ability 598 00:31:20,320 --> 00:31:22,960 Speaker 3: to adapt to those changes. 599 00:31:22,600 --> 00:31:23,920 Speaker 2: Are going to be up to you and the team 600 00:31:23,960 --> 00:31:24,680 Speaker 2: you have around you. 601 00:31:25,320 --> 00:31:29,240 Speaker 3: And so I had to develop a confidence in myself 602 00:31:29,640 --> 00:31:33,800 Speaker 3: but to be a great listener, not being so focused 603 00:31:33,840 --> 00:31:37,040 Speaker 3: on me being right. But I wanted to get it right. 604 00:31:37,640 --> 00:31:39,560 Speaker 3: And so like the original idea that I had to 605 00:31:39,640 --> 00:31:42,400 Speaker 3: play yourself. You ask anyone that's been a part of 606 00:31:42,440 --> 00:31:44,160 Speaker 3: this journey with me for past ten years. 607 00:31:44,240 --> 00:31:47,480 Speaker 2: They know I'm okay with being wrong. So anytime that 608 00:31:47,440 --> 00:31:47,960 Speaker 2: I had an. 609 00:31:47,840 --> 00:31:51,120 Speaker 3: Initial idea round what was what I thought something was 610 00:31:51,160 --> 00:31:54,360 Speaker 3: going to be, I was super quick to recognize that 611 00:31:54,360 --> 00:32:00,120 Speaker 3: that wasn't the right path and we pivoted. And I 612 00:32:00,160 --> 00:32:01,240 Speaker 3: really embrace courage. 613 00:32:01,240 --> 00:32:01,880 Speaker 2: In our company. 614 00:32:01,960 --> 00:32:04,800 Speaker 3: We have to put ourselves in a position with failures 615 00:32:05,040 --> 00:32:08,200 Speaker 3: as a possibility, and the only way we can do 616 00:32:08,240 --> 00:32:11,640 Speaker 3: that is if we take risks. And so of course 617 00:32:11,720 --> 00:32:15,239 Speaker 3: as the company matures, your risk get more calculated. But 618 00:32:15,320 --> 00:32:17,760 Speaker 3: in the beginning, you got nothing to lose because you 619 00:32:17,800 --> 00:32:20,360 Speaker 3: don't have there's nothing really there. You're building it from 620 00:32:20,360 --> 00:32:22,440 Speaker 3: the ground up, and the only way for you to 621 00:32:22,520 --> 00:32:25,840 Speaker 3: learn is to make mistakes, learn from those mistakes, and iterate. 622 00:32:27,560 --> 00:32:31,760 Speaker 3: And I think that has really driven how I lead people. 623 00:32:32,840 --> 00:32:35,120 Speaker 3: Another thing that I'm really focused on within our company 624 00:32:35,160 --> 00:32:38,840 Speaker 3: is that player Sealth is a calling for me because 625 00:32:38,840 --> 00:32:41,440 Speaker 3: it is my mission. Everyone in our company has their 626 00:32:41,480 --> 00:32:45,320 Speaker 3: own personal mission statement, and people talk about mission statements. 627 00:32:45,400 --> 00:32:48,080 Speaker 3: This seems like a cliche, but I am here today 628 00:32:48,160 --> 00:32:52,600 Speaker 3: because I've had this mission to create a word of love, acceptance, 629 00:32:52,640 --> 00:32:57,400 Speaker 3: and safety. Everything about my life represents that. When you 630 00:32:57,440 --> 00:33:00,560 Speaker 3: come in contact with me, you should feel that because 631 00:33:00,560 --> 00:33:02,320 Speaker 3: that is who I say I am, that is that 632 00:33:02,400 --> 00:33:04,440 Speaker 3: is what I want to be held accountable to. So 633 00:33:04,520 --> 00:33:07,600 Speaker 3: everyone in our company has their own personal mission and 634 00:33:07,720 --> 00:33:09,400 Speaker 3: every week we check in on it. 635 00:33:09,720 --> 00:33:12,320 Speaker 2: Are you on mission or are you not? And so? 636 00:33:12,880 --> 00:33:15,680 Speaker 2: And if you consistently be on mission, You're gonna wake. 637 00:33:15,600 --> 00:33:18,880 Speaker 3: Up ten years from now and you are going to 638 00:33:18,960 --> 00:33:22,920 Speaker 3: have started to materialize what you set out to do. 639 00:33:23,160 --> 00:33:26,400 Speaker 3: And that's exactly what has happened with me. I had 640 00:33:26,440 --> 00:33:29,320 Speaker 3: a vision and a mission to create a world of love, acceptance, 641 00:33:29,360 --> 00:33:32,120 Speaker 3: and safety through this business. This is one way that 642 00:33:32,160 --> 00:33:34,240 Speaker 3: I go about doing that. Outside of my family and 643 00:33:34,280 --> 00:33:37,360 Speaker 3: all of these other things. But being mission driven is 644 00:33:37,400 --> 00:33:40,240 Speaker 3: really important because it allows you to have focus and 645 00:33:41,000 --> 00:33:43,960 Speaker 3: it just keeps you It keeps you motivated when things 646 00:33:44,040 --> 00:33:45,720 Speaker 3: get tough, because things will get tough. 647 00:33:47,200 --> 00:33:49,400 Speaker 1: Man, that was a great place to end. But I 648 00:33:49,400 --> 00:33:51,520 Speaker 1: got one more question. I'm like, shoot, I should ask that, 649 00:33:51,640 --> 00:33:57,640 Speaker 1: ask I got one more You know, I think about 650 00:33:58,560 --> 00:34:04,480 Speaker 1: urban areas and they're often underfunded and many families struggle 651 00:34:04,520 --> 00:34:07,480 Speaker 1: with insurance already. Many of these teams, you know, they 652 00:34:07,560 --> 00:34:10,120 Speaker 1: just may be neighborhood teams put together because you know, 653 00:34:10,160 --> 00:34:13,759 Speaker 1: we wanted to keep the kids off the street. So like, 654 00:34:13,920 --> 00:34:18,920 Speaker 1: what position does players have have to ensure that all communities, 655 00:34:19,280 --> 00:34:23,160 Speaker 1: especially those that are in underserved, underfunded communities, have access 656 00:34:23,160 --> 00:34:25,800 Speaker 1: to resources to keep kids safe on and off the field. 657 00:34:26,400 --> 00:34:26,640 Speaker 2: Yeah. 658 00:34:26,680 --> 00:34:30,880 Speaker 3: Man, That's something I've leaned into over the years, and 659 00:34:30,960 --> 00:34:35,640 Speaker 3: that specifically within urban communities, especially communities where I grew up, 660 00:34:36,280 --> 00:34:40,440 Speaker 3: we have to approach sports differently and that the challenges 661 00:34:40,480 --> 00:34:42,560 Speaker 3: that an administrator face on a. 662 00:34:42,600 --> 00:34:45,399 Speaker 2: Day in and day out running a sports organization and. 663 00:34:46,360 --> 00:34:50,960 Speaker 3: Inglewood, Chicago is going to be dramatically different than someone 664 00:34:51,080 --> 00:34:54,640 Speaker 3: running a program here in you know, Eton Prairie, Minnesota, 665 00:34:55,160 --> 00:34:56,719 Speaker 3: and so even just how we even look at. 666 00:34:56,640 --> 00:35:01,560 Speaker 2: Staff a background check, a background in Eden Prairie. 667 00:35:01,840 --> 00:35:04,319 Speaker 3: I can run a background check on every coach, their 668 00:35:04,400 --> 00:35:07,000 Speaker 3: dads and may not have any issues. 669 00:35:08,360 --> 00:35:11,319 Speaker 2: I run a background check on volunteers. 670 00:35:10,719 --> 00:35:12,920 Speaker 3: And members in the urban community, and they may they 671 00:35:12,920 --> 00:35:17,000 Speaker 3: may have a history that if we treat if we 672 00:35:17,080 --> 00:35:21,120 Speaker 3: use the same way we adjudicate background checks for all 673 00:35:21,160 --> 00:35:23,520 Speaker 3: of these organizations the same, we won't have any coaches 674 00:35:23,520 --> 00:35:25,799 Speaker 3: in those urban communities. So we got to get creatives. 675 00:35:26,120 --> 00:35:28,239 Speaker 3: And that's what we've done. We've leaned in with our 676 00:35:28,239 --> 00:35:30,120 Speaker 3: inner city programs going, you know what, you guys got 677 00:35:30,120 --> 00:35:32,960 Speaker 3: to got coaches, but you guys have to have coaches, 678 00:35:33,200 --> 00:35:35,040 Speaker 3: but we still need to make sure we credential them. 679 00:35:35,520 --> 00:35:37,600 Speaker 3: If they've had a history, how long has it been, 680 00:35:38,120 --> 00:35:40,960 Speaker 3: are they truly have they rehabilitated their life and are 681 00:35:41,000 --> 00:35:43,399 Speaker 3: they passing a story back to our kids around how 682 00:35:43,480 --> 00:35:45,480 Speaker 3: they need to do what they need to do differently 683 00:35:45,880 --> 00:35:48,480 Speaker 3: and so we've leaned in differently in that way, and 684 00:35:48,480 --> 00:35:51,800 Speaker 3: that our background check adjudication has to look dramatically different 685 00:35:51,880 --> 00:35:56,319 Speaker 3: for inner city program where we have way different you know, 686 00:35:56,520 --> 00:35:59,759 Speaker 3: demographic of pearans or volunteers that are leaning in the 687 00:36:00,040 --> 00:36:04,839 Speaker 3: for their kids cost savings like we do. We do 688 00:36:05,239 --> 00:36:08,319 Speaker 3: we have our foundation. We do a single Mother's give 689 00:36:08,440 --> 00:36:12,360 Speaker 3: back between Mother's Mother's Day and Father's Day where we 690 00:36:12,680 --> 00:36:14,880 Speaker 3: give six hundred and ninety five dollars back to single 691 00:36:14,920 --> 00:36:17,600 Speaker 3: mothers for their kids to play sports. So that's a 692 00:36:17,600 --> 00:36:20,600 Speaker 3: big part of accessibility. My mom, she's a lunchroal manager. 693 00:36:20,640 --> 00:36:23,359 Speaker 3: She made thirty thousand dollars a year. There's no way 694 00:36:23,360 --> 00:36:24,759 Speaker 3: she would have been able to afford. 695 00:36:24,480 --> 00:36:26,400 Speaker 2: With these parents paying today. 696 00:36:27,239 --> 00:36:28,759 Speaker 3: And so these are just a couple of ways that 697 00:36:28,800 --> 00:36:33,239 Speaker 3: we you know, it's my it's my journey. You know, 698 00:36:33,320 --> 00:36:36,359 Speaker 3: I have not forgotten where I come from, and you know, 699 00:36:36,480 --> 00:36:40,360 Speaker 3: I just want to make sure that we reduced to 700 00:36:40,440 --> 00:36:43,440 Speaker 3: have and to have not and we make sure that 701 00:36:43,760 --> 00:36:46,239 Speaker 3: all kids, regardless of where they live, have a great 702 00:36:46,239 --> 00:36:50,200 Speaker 3: opportunity for them to experience the goodness that sports can 703 00:36:50,239 --> 00:36:52,279 Speaker 3: bring to their life and give them an opportunity where 704 00:36:53,000 --> 00:36:55,200 Speaker 3: a coach like Coach Ward tell me, man, you can 705 00:36:55,280 --> 00:36:57,960 Speaker 3: be somebody, and they for the first time they believe 706 00:36:58,000 --> 00:36:59,279 Speaker 3: that and go and do something with it. 707 00:37:00,080 --> 00:37:02,480 Speaker 1: Tech Green Money is a production of Blavity Afro Tech 708 00:37:02,640 --> 00:37:05,279 Speaker 1: on the Black Effect podcast Networking Night High Media and 709 00:37:05,320 --> 00:37:08,440 Speaker 1: it's produced by Morgan Debonne and me Well Lucas, with 710 00:37:08,560 --> 00:37:11,640 Speaker 1: the additional production support by Kate McDonald, Sayah Ergan and 711 00:37:11,719 --> 00:37:14,640 Speaker 1: Jada McGee. Special thank you to Michael Davis and Love Beach. 712 00:37:15,000 --> 00:37:16,760 Speaker 1: Learn more about my guests and other tech this shop 713 00:37:16,760 --> 00:37:19,919 Speaker 1: as an innovator's at afrotech dot com. The video version 714 00:37:19,920 --> 00:37:22,000 Speaker 1: of this episode will drop to Black Tech Green Money 715 00:37:22,040 --> 00:37:25,319 Speaker 1: on YouTube, so tap in, enjoy your Black Tech Green Money, 716 00:37:25,840 --> 00:37:29,600 Speaker 1: share us to somebody go get your money. Peace and love,