[0:01] And happy beautiful Thursday. I hope everyone's doing well. Please let me know if you can hear me and see my screen. All right, hey Connie, thanks. I see Alfred's here, and Brian, and Christine. Connie already said hi. Donald, hey, thanks for joining us. Guy, let's see, Kenneth and Jean. All right, folks are rolling in. I see you all — Pauline, Reggie, and Steve. Good, hey. Thank you, thank you, thank you.

[0:33] All right, so no surprises, full spoilers. This is what we're gonna talk about today. We have a very special guest. You know him, you love him. We've got Tom Fry, and Tim's here in the background with us too — our association captain. And we've got some really interesting stuff to talk about today. The guys had an awesome adventure last week. I told you a little bit about it — the trade show — and they're here to share everything they did to support the association and all of the wins that we got, and then just do a Q&A, State of the Union, anything you want to know. We're here to talk about it all right. And I will be here with everybody in the chat, so if you've got questions, Q&A and chat, I'll queue them up. But yeah, let's jump in. Tom, you hear me?

📌 Tavern League of Wisconsin Trade Show — What Happened

[1:34] Tom: I can, can you hear me?

[1:35] Vanessa: Yeah, you sound great.

[1:37] Tom: Fantastic, so yeah, just to jump right into you guys — so the Tavern League of Wisconsin, just to recap, is a bar and restaurant association. And they had their conference in Green Bay. Very familiar — Tim is from Wisconsin originally, so he's very familiar with the area, and worked really hard to put together with Randy, with the Tavern League, an opportunity to be there. What was just an amazing, amazing opportunity. So running through what we did, we definitely do better, and we learned a little bit from doing these trade shows. The first day we were there, we were scheduled to be on the stage and give our presentation — a 15-minute presentation to about a thousand bar and restaurant owners — that went a little long, so we had to be pushed to the second day. So the first day, unfortunately for us, at our booth, manning our booth — and most people don't really know, because we're still pretty new, right? We don't have a lot of brand recognition. See, Illusional — they don't really know exactly what we are, so people kind of stood off, asking questions to understand what we did.

[2:59] But after the second day, Tim can verify this to you guys. I don't think that after we gave our presentation that there was a minute that went by that we didn't have two to three people at the booth picking up flyers, reviewing the product, reviewing the process, just absolutely going overboard, loving this. So this week, we're working to get the follow-up list, because they had some things with their trade show that goes on beyond us being a vendor at the show. They had to finish some things with business that they do through the trade show, through the organization. And then once they're done with that, we're to be receiving the list of all thousand or so people that were there and the people that didn't make the trade show. Don't start following up with them. The turnout's crazy, guys. I mean, just the absolute interest that these people have — once they figured out what we were, they just kept coming up, just coming up to us kind of.

[4:03] So I think what we've learned — and again, Tim, see that there's something else you want to add here, let me know — but I think what we learned is the earlier we get involved and being able to present our location inside the menu is gonna be key. Because we were not busy the first day. Of course, we talked to people and the other people mulling around — don't really know who you are. But I can tell you the second day, it was so much fun telling people about our product and watching the interest that they had and the motivation they had to be a part of what we have to offer. So I'm going to say this was a huge win without a doubt. Great learning opportunity. You know, it's always good to do those after-action reports, take that criticism and, you know, how do we get better? We will definitely be better at the next trade show, but this was without a doubt a very warm reception from the folks there. And we really look forward to seeing where this goes. It's going to be really, really nice to get off the ground with Tavern League Wisconsin as a partner.

[5:16] That's our update. Other than the fact that Tim and I got home at about 2 a.m. — we did a cardinal sin and tried to fly United instead of our normal Atlanta Delta partner. Left Chicago — no, yeah, we left Green Bay to Chicago. While we were in the Green Bay airport, the plane to the right announced that it had engine trouble. So what did they do? They took our plane right in front of us and gave them our plane. So we're an hour late. But we have an hour and 20-minute layover in Chicago. So we're on the plane, I look over at Tim, I said, “Tim, we just got a text message and our plane is boarding in Chicago.” The problem at that time was we were still in Green Bay. So there's no flights until the next morning at 6:45 and we know that's going to be delayed because there's ice and snow coming in. And we're just trying our best — we ran back to the Delta, and they had one flight. We landed and we had an hour, but we drove about 40 miles around the airport for some reason in the plane before we were able to get into the ticket counter. So we were able to get the Delta flight. The crew was amazing. Tim and I both travel so much, we have status at Delta, so that came up a few times — thank you, thank you, thank you — and I was like, glad we got it. So we were getting on the flight, sitting in — I think it was the second-to-last row, which was kind of interesting. I didn't actually know the planes were that long. But at 2 o'clock in the morning, we finally got home. So it was a very interesting experience. But it all worked out for the good. And it gave us kind of a cool, funny story to tell. So that's what we had. Anybody have any questions or comments on that? Tim, if you want to jump in on something, just let me know.

📌 Randy's Connector Network Win — High-Leverage Contacts from the Show

[7:15] Tim: Let me throw something out there. I don't know if it was missed, but it may have been hit last week as well. Keep your ears open when you're going to either events or even talking to people in general. But the one thing that really was a highlight to me is Randy got probably 40 different high-leverage contacts that he's following up with. By that, I mean people that came up and said, “Hey, I'm the president of our local chapter. I'm the president of the regional chapter, and I want to get this out — how can you do that?” And Randy stepped right up and said, “You know what? I can go to your meetings and present.” “Oh, fantastic, we're always looking for presenters.” So, you know, he's going to a meeting next week, the first one already. So if you're listening and you're open to different ideas and different ways, you'll be able to get in front of these people. And I thought that was really, really impressive.

📌 Booth Setup, Flyers, QR Codes, and Bethany's Role

[8:15] Vanessa: Back to you, Tom. Well, Tom, do you want to talk about how we — when we have a special event like this — the accommodations and above and beyond that we do to set up the appointment scheduler and everything we did with Bethany for the boots on the ground while you were there live interacting with folks?

[8:36] Tom: Yeah, so we, of course, Tim and I flew out. We took care of all the expenses. We actually bought some things. We have a 3D hologram. It's about a 34-inch hologram, and it puts our logo up and spins it around. Unfortunately, when we shipped it, the United States Postal System decided it didn't need to get there before the convention was over. So we weren't able to use that. That was another learning experience and figuring that out. But we, of course, bought shirts for the whole team, a table runner to put in our booth, and got all the flyers. Randy helped with all the flyers and got those put up. So we did everything we possibly could do to make sure we're going to be successful. But then, you know, Bethany — my daughter — who's been really, I don't want to say surprising, but I'm going to pat her on the back because she's better than I thought she was. I knew she was really good. She's always been in — if she was in a business development center at a car store at Toyota, making 300 calls a day and making successful protocols today, and she's just been great. She's been fantastic. She's chomping at the bit to get on these Tavern League calls, and so yeah, it's been — she's going to be available, and I can guarantee she is amazing on the phones and she's hot — you know, hot about the product, thinks it's fantastic. So that just encourages me and Tim and the rest of us when we see that motivation. It's just a good thing.

[10:20] One cool thing we did was we made custom flyers for the Tavern League on the table. They were two-sided, double-sided. On one side, we had all the standard Illusional benefits, etc. And on the flip side, it was more branded to the Tavern League, which was focusing on the hot points that they had said their members have. But we had a QR code that not only on one side went to the standard sales page — we had a “book now” QR code that went directly to setting up a conversation with Bethany with no delay. So it was set up — the tracking was established specifically for this trade show — so that anybody that used that link and came to that calendar with her, or that form with her, knew exactly that it was Randy's association, Tavern League, so that we could manage that. You know, of course, Randy got the credit and the association got the credit, but it was an instant contact. And Bethany was standing by ready to take those interactions immediately. And that's the kind of support that you'll get for your associations and these in-person events with Tom and Tim.

📌 Booth Visuals and Flyer Walkthrough

[11:36] Tom: Right. And then let's — I'm gonna run through a few of these questions real quick, and that should be okay. We'll just go there.

[11:41] Vanessa: Absolutely. Talk a little bit about your actual setup. So we were given a free spot. We didn't pay for this booth. They were kind enough to give us a spot — the most ideal spot, but it was a free spot, so we'll take that. The booth was basically just a two-sided curtain backdrop, a six-foot table, and a runner that goes off the front of it. I don't know, Vanessa, can you pull up that picture that we sent you from the Tavern League?

[12:18] Vanessa: Yes, let me find it.

[12:19] Tom: If you can find that. We have a couple of pictures and we'll send those to Vanessa to show that. Hopefully, that'll show you, Alfred, what it would look like there. And I'll see — Reggie sees presentation or communications geared towards entering a partnership. So I'm going to say yes and no. Are we looking to recruit? Not necessarily. But Randy did meet a guy that was an insurance salesman that wants to become a partnership with Illusional, and he's going to follow that. So there was an opportunity there. The presentation for us was mostly just, you know, how are we being a part of this Tavern League, and how is a table going to help you by providing these benefits to you and your business? That's really kind of how that was.

[13:13] Let's see. “Do not use snail mail.” Let's say, when people came up to you, any hot buttons that really got them excited? Telehealth, of course, always resonates. But when you start going into the other benefits for the business themselves — because these were the business owners — one of the things that I think probably resonated was the cell phone, and it was a real easy transition to tell somebody, “Hey, you can have Verizon or Apple Pay or insurance, or whatever insurance you have on your phones. If you have four phones and it's $12 apiece, you can get rid of those four phones' insurance, and we can cover it here, plus you get all the benefits.” So that was something that seemed to resonate pretty well.

[14:05] “Is it okay to mention the Green Bay Association when working with prospects?” I would say yes, you know, “We work with large associations, we're a member of the Tavern League, Wisconsin.” And yeah, I think for sure. I don't think there's a problem with that, Tim. If you think there's something other than these guys being able to say, “Yep, we're working with them,” let me know. But I don't see any reason why not. We can say who we're working with — I just want to make sure people are looking at this as a referral, that they're promoting us. We're not at that point with them yet. Hopefully that's clear to everybody.

[14:39] Oh listen — “Can we get a copy of the flyer you gave out?” So we can give you a copy of the flyer, the QR code that's on the flyer that we used — specific to the Tavern League — and the flyer was specific to the Tavern League. So what we want to do is, if you have an association, we will be able to create a flyer specific to that one. So this flyer would not do very — I mean, I'm sure Randy would be glad for all of you guys to take flyers and hand them out — if it's probably not in your best interest to hand out Randy's flyers. I'm sorry, Randy. Yeah, so we would do a flyer that would be specific to your association. So once you get it — get it through — I'll pay for them. So once you get through, you know, clearing it up with them — “This is the association we need to do” — we'll have a few meetings, figure out if we need to give participants in one of their trade shows, then we can absolutely do some flyers and help you get some of that stuff put together too.

[15:53] I'm trying to get the picture off my phone to show. So, sorry, I'm still. Oh, that's fine. Right with that. And Kenneth is asking — it'd be good just to see it. So yeah, we can throw the flyer up there just as an example, I'm sure. Try to find the last version we did. Let's see — flyer.

[16:13] Connie, great question. Did you enroll anyone on site? How many, and have you enrolled others since your return? So again, we chose to put these barcodes on flyers. One goes to set an appointment with my daughter, right? So it's just a name, phone number, email. They will set an appointment with Bethany. Once they set an appointment with Bethany, she will walk them through the process, giving them the information they need in order to make the decision. The other barcode we have was gonna take them to the site. We encouraged them to not sign up on their phone. It can be done, and we're glad to walk you through it, but it can be a little hard to figure out on a mobile platform. So we encourage them to do it from a PC, and we also let them all know that we have a batch upload opportunity, because if you have 20 employees, they'll go in there and meet with Bethany and there's our picture, guys.

[17:11] So that was our booth. So that's Buck on the left — he's one of our vendors, one of our writers, our benefits. And then that's me, and then Randy, and then them. That was our booth. Handsome fellas. That's right. So with the batch upload — so they go and scan the barcode, they talk to Bethany, she sends them an Excel file, they send her back the payroll information, which is very easy to extrapolate from any payroll company. Again, very simple — first name, last name, email, phone number. So he sends that back, and we upload all of the employee information for the company. So the business owner doesn't have to do it, because I mean, we all know this — if you're a business owner, you've got 20 employees, you never have 20 minutes in a day. You don't have time to do all this stuff. So we wanted to make sure that we took that away from them and appreciated the fact that they are very busy running their business. How can we help take that roadblock away?

[18:15] So, and again, we're hopefully, as soon as Randy gets this list — I know he's been working diligently on it, he's been talking to people, setting up one of these other meetings — we should have some stuff rolling in where we can get Bethany on the phone. She's probably going to be calling the Tavern League businesses with the ones that were there, like I said, and then the ones that we did not get a chance to meet because they didn't make the show. I've got the flyer. We changed the layout on the second page to be blue for Illusional, but this is the Tavern League page and here's where we had the QR code — that went to a custom page for the Tavern League that we branded and customized to match the aesthetic and the branding on the flyer, so it was cohesive. So it was a very bespoke experience for anyone that came on with us through the association.

[19:23] So that with Tom and Tim, you know, having the face-to-face conversation — it was seamless for their conversation to the flyer, to connect with Bethany, to go to the website — it all was one branded package that felt, you know, geared to the Tavern League audience. And do you have the backside of that too, Vanessa?

[19:50] Vanessa: Yeah, but this file is not the final, so I think we're gonna give him an idea. So we will have a two-sided handout that we gave. No, that's not it. I'll get there. This side with the barcode on it would take the person that scans the QR code and take them to sign up. So this is where they could sign up. The other on the backside would be the one to set their appointment and want more information — learn more — and that would be an opportunity to walk them through, answer any questions they have, and get them past the signup. Oh, here we go. All right, so this was where we landed with the backside. Yeah, and this was really great, guys — as we were sitting there, we were able to flip that over and walk through the benefits in a really high-level, bullet-point style with the business owner. Here's what all you're going to be getting at Illusional — legal. So if you have somebody that wants to look over a contract, you have somebody that you want to send out a letter, you need a legal question answered, you have legal information available to you. Small business out-of-pocket monitoring — private Wi-Fi, personal identity protection, credit identity monitoring, sort of like a LifeLock kind of a product. Cell phone protection — $600 for theft or damage, up to four phones. You can do four phones right there, as opposed to if you're paying $12 to $15 a month on some other type of insurance. This pays for itself all in just that one thing. And then again, AD&D insurance — we have up to $10,000. It's not a ton, but I promise you if something happens, it's nice to have. And then you know, you'd roll over to the health center.

[21:47] So for your employees, they're going to have 24/7 — excuse me — family telehealth with zero deductible. It includes them, spouses, up to eight family members. And it even has a crisis mental health component. It's not necessarily for therapeutic month-in, month-out help, but it is a crisis support when it comes to that as well. They're gonna get identity protection. They're gonna get some AD&D for themselves and their family. We're gonna give them some personalized financial planning to help them understand and learn — because we don't have home equity like we used to, right? So most people don't know how to balance a checkbook. But let's help these folks with this. So your employees have that — shopping rewards, health discounts, and financial wellness coaching. So shopping rewards — instant deals. You can put your bar or your restaurant on the instant deal program. So anybody that's on this platform — there's 7 million users on the platform. We are a component of ourselves, but integrity, this program has 7 million users. So that resonated real well too, because the bar owners were like, “So if there's somebody that has this on their app and they're looking for a deal, I can put on here ‘first beer free at ABC Bar'” — they were like, “Yeah, that's fantastic. We'll make a 10% off coupon, whatever they want to do.” It just resonated real well with them on that as well. So that was a good one, but it made it really easy for us to be able to walk right through the list of benefits that we offered for them.

📌 Q&A — Association Strategy, Conversions, and the Connectors Network

[23:28] Tom: So Guy is asking, “Do you recommend we — and I believe you're saying the agents — take calls from the association members to speak to them first before sending them the link?” Guy, are you talking about — so if the association has endorsed Illusional and you are an intermediary for these members to buy their own individual accounts, is that your question? I just wanna make sure we're answering it the right way. Are you a bridge for the individual members that the association recommends? I would say yes, if you are able to offer that support to help the conversions, absolutely. Pratami's saying they sent members to a setup call. Okay, so at the trade show, because Randy was there, they were helping as much as they could. So that in effect, because it was in person, is what you're talking about — being that person to take the call. They were there in person. Okay. Anyone who signs up on your link is going to become a to-be-called by Bethany and team automatically, unless they proceed and complete the payment at that same time.

[24:47] So yes, any warm transfer you can provide to help with the conversion. But if they don't pay at that moment, they will automatically get a call from the internal Illusional team. Understand just a little bit — when you're at the trade show, it's a little bit of a different environment than if you have somebody on the phone with you. If it's one-on-one on the phone, we've got all the time in the world. But you're at the trade show, it's four people standing there and you've got ten people in front of you — everybody's got questions. You imagine if we got the four of us and said, “Okay, we're gonna get you signed up right now” — we'd have four people in front of us getting them signed up, but the other 30 to 50 people would never get their question answered. We wouldn't be able to move forward. So the important thing we thought at that moment was, how do we get them somewhere we can catch their information and then set a time that's good for them? And it's not hard to spend that — “Look, your time is valuable. We can do this for sure, that's what you want to do. But what I'd rather do is spend some time listening to a little bit more about what you have in your business, and let's make sure that we're getting it all set up correctly for you.” And nobody had any issue with that whatsoever. Everybody responded real well to it.

[26:04] Vanessa: You know, what a great problem to have — too many people vying for your attention.

[26:08] Tom: Well, I'll tell you, if we'd have had the first day like the second day, it would have just been even better. It was fun. I mean, we were just — we didn't get a break. We were — I think, goodness, Randy brought some power bars, some granola bars, because if not, we would have been lost.

[26:34] Vanessa: So Guy has clarified — “I was just wondering if I should tell the chamber members to call me first before sending the association sign-up link, for instance.” Do you guys want to talk about how we train associations to promote directly to their members? I'll let Tim speak with that one.

[26:56] Tim: Awesome. All right, so it's quite a bit, but the main thing is — and I think you've all heard of the Connectors Network. Just on a phone yesterday with a potential association with an agent, and they want to go through this. And the other thing is, like, you have to understand it doesn't work if you don't have internal people presenting the value that we were bringing before you. We call it the Connectors Network because then they can bring it anywhere they want within the association and make it a big program, a little program, whatever they desire. But the idea is what the connectors — and let me go back, I'll just use Tavern League as an example. Their entire board, 40 people, are essentially our connector network. They oversee and do meetings with county-level and district-level. So they are connecting everybody straight through the process where, at their meetings where Randy can make it, he's going to go and speak. Where he can't make it, it may be a Zoom or he'll load in some information that they can talk about. But the idea is they're going to go around and tell everybody that they can think of how great of value this is, because you know what? If they didn't tell them and later found out that somebody needed it, what kind of a jerk would they be, right? So you want to make sure that we've got people that understand the value. They understand it's not a sales job, but it's their job to help the association members learn about the benefits that help them. So the mindset is pretty simple. We have to have that or it doesn't work. If the association sends out an email and does nothing else, you may as well not waste your time even getting into a business with them. So from the start, the groundwork must be laid that they have a responsibility to have us connect with the most energetic, well-connected people in their association. And essentially we give them free rein and say, “Let's go” — with guided phone calls and expectations and then follow up and say, “Hey, congratulations, let's celebrate a little bit.”

📌 Price Objections, Member Reactions, and Transfer of Trust

[29:31] Vanessa: All right, that's helpful. Thanks. Guy says — all right, any other questions for our guests? All right, so we've seen the flyer, you understand the extra support. We'd love to have — I want to fly Tom and Tim all over the country, right? I mean, maybe some exotic location, as long as it's Delta. I hope Delta. And now that the weather's nice, we're not going to send them into Wisconsin. Could you imagine getting snow over the winter? So if y'all want to target associations with lovely beaches, I'm sure the guys would appreciate it.

[30:18] Tom: Yeah, Tim was laughing. I looked over, I said, “Tim, the lake down there is frozen because it's April in Wisconsin. What are we doing?” We may have to find some really good beach associations or something — the next one is kind of knocking the cold off.

[30:42] Vanessa: Connie, any details about the specific benefits and features that are provided through the Business Sense and the Health Sense accounts? You'll need to get the information for those. She's got some specific questions about how financial wellness works. Just go into the HealthSense account or the BusinessSense account. They are customized and specific for the Illusional package. So a broad Google search would not be applicable, right? So make sure any information you share is information you gleaned from the actual HealthSense or BusinessSense account from the Illusional package.

[31:22] Oh, you're very welcome. Currently, are trade associations converting faster than chambers? What do you guys feel about trade associations versus chambers of commerce?

[31:32] Tom: By far, associations are winning. They understand it. They're not a government entity. Chambers are very slow, and they say they're membership-driven, but what they are is the county government arm that is a welcome committee. They want to cut ribbons, welcome people, and do a legislative breakfast or maybe a tournament — it's about all they really want to do. Associations, if you read anything in that world right now, they are dying for non-dues revenue. They absolutely know they need it. They're searching for it. They've got people now assigned in different associations. The guy we talked to yesterday is totally responsible for this within his association. So we're scratching an itch at the perfect time, and the associations are the market — they need the product we offer. There's a tremendous need for that as well with the cost of insurance going up. So I don't think we could hit it at a better time.

[32:42] Let me go back as well, thinking about taking the calls. Just wanna hit that — if you're fortunate enough to get calls from whether it's an individual or a group of people or whatever it is within your association that needs something answered, count that as a blessing. You're gonna find out, if you talk to them and then listen a lot, maybe there's a different message you need to have for that association. Or as we talked yesterday, there may be a subgroup in an association that needs an entirely different message. So you gotta keep listening to that and solve their problems. And unfortunately, you don't know all their problems. You know, you're going to talk with the association director and they're going to tell you pretty well what they are. But until you're talking to that small business owner 150 miles away from association headquarters, you're not really going to know. So count it as a blessing, take notes, then go back to the association and say, “Hey, here's what I'm hearing. Can we tweak what you're doing out there for messaging? How do we get this out there? Is there a subgroup that maybe fits this profile that's big enough that we can do messaging directly to them?”

[34:04] Tom: I want to answer one of these questions — this is actually really funny. So Denis Schiller — Gemini has a question — says, “Were the people shocked at the price and value? Did you get any resistance in any of these areas?” That's pretty funny. So I'm just going to tell you guys — one lady walks up, she looks at that, she goes, “Sounds like bullshit.” My first comment was, “I can charge you more, because you really can't do it for that price — we are.” And again, “I can charge you more.” And that was even part of our presentation when we presented to the whole group. So yeah, the price — I mean, if you look at the comparables, I mean, the price is never going to be an issue with what the product is. The value exceeds the price by so far, it's almost too cheap. And again, it was funny when Buck was there with us and he had mentioned something before — he goes, “You're in the Red Bull horizon. What happened? Did anybody say anything except ‘I don't know how you guys do it' and ‘the price may be too low'?” He says, “Huh, okay.” And it was really good that that lady was there and she was standing around outside, because well, I guess you're right. So I just thought that it was interesting that it was a question that you had. Yeah, the only question we got was “why is it not more,” basically.

[35:30] And let me add one more. We had another gentleman that stopped by — said roughly the same thing. He just walked away. We couldn't talk to him the next day. After we were up on stage and after the executive director said what a great program this is and how proud they are to be working with us, he was one of the first people to the table getting a brochure. So that — it's there. We're not believable until we get that transfer of trust that Tom always talks about. And that's why it's so important, guys, that you're working with the association and working with the program with these early adopters. That's crucial, and it goes back to that. You said this is a transfer of trust. If I call Brian Anderson, “Hey Brian, I want you to look at something” — he's going to look at it. He can get a thousand phone calls a day, but if I call him, he's going to look at it, right? But that's what we're just trying to do — leverage those relationships, because we don't have them. We are not that guy. One time we will get there and we'll become that trusted advisor, but we haven't earned the right yet. We get these people that have earned the right and do have their ear to get involved early — that's where you're going to — that's what's going to make things really, really work.

📌 Instant Deal Program and Wrap-Up

[36:50] Vanessa: Alfred, how do they do that? I can get you some information, find out what they have to do in order to become a part of the deals. I honestly just don't know how you get on there, but I know it's available and I can find that out. We can put that in the members area. So everybody knows — for those that don't know, Alfred was asking how to — how do people get on the deal program? If you wanted to put your bar, restaurant, or your business on the instant deal to offer a discount or some type of a coupon for everybody on the platform. How do we do that? So again, I just haven't done it. So bear with me. I will find out an answer and put it in the members area for everybody to be able to tell these people you can do that.

[37:58] All right, any other questions? I think we've covered everything. Do you guys see anything, or anything else you want to add, or any help for the next week?

[38:12] Tom: Definitely beneficial to the businesses that can add these things. So many people on this platform — crazy. So definitely a benefit.

[38:26] Vanessa, if you guys don't have anything for me, your daughter has called me three times.

[38:31] Vanessa: Okay. Thank you guys so much for your time. Tom and Tim, thank you for joining us. Thanks for all the agents coming in and asking great questions and participating with us. We'll give you back your day. Thank you so much, Tom, Tim, everybody. Thank you guys. Take care. Go get some associations. Let's get rolling. Make me fly somewhere. On Delta. On Delta. Bye, everybody. Have a great week.