hello and welcome to our episode of Show Me Yours I'm here with Jason my co-host
Hey Jason Hey everyone I'm Rihanna your other co-host And here we have our
lovely friends Leo and Brandy Nunes Yes Not
Nunes or Nunes or nuns They're definitely not nuns Yeah
Uh we're good I know we're I know we say we're uh you know non-traditional but
that's a little unorthodox you know You know leave it to me Leo and Brandy have been floating
around Colorado Springs You guys have been in town for what we moved here in 2017 2017 So about eight years Eight
years Wow And I think I met you guys shortly after you guys came to town It's
been a long time Um we float around in a lot of the same circles We have a lot of the same conversations We work a a lot
of the same people And on top of that you guys manage our benefit program for
us Yep And here's the deal I'm going to tell you
guys a little secret As an HR professional I hate health insurance Like hate it You guys want to hear
something when Brian and I first decided to start the businesses we did a little
experiment So we calculated up all premiums co-pays deductibles everything
we paid in my last year of like real employment We paid $14,000 out of pocket
that year And that was for a healthy young family Like the only we didn't have anything crazy It was just like our
normal doctor's visits And then we stopped our health insurance when I left my normal job and we just went to
self-pay Mhm We didn't skip a thing We didn't change a thing We still went to the doctors paid out of pocket Guess how
much we paid that year probably like $5,000 maybe less It was $3,000 that
year Didn't change a thing And then we met you That was a little scary going to
help because in the back of your mind you're like "What if what if what if what if?" And then we met you guys and you
introduced us to some of your amazing plans and you gave us the best of both worlds Peace of mind and still
affordability But I'm not here to pimp them out right now
When you when you decide to leave HR give us a call No I'll be retired then
sitting on a beach You can come visit me Yes But anyway so um Leo and Brandy Nunness yes they are I
love what you guys how you guys have recently been branding yourselves The newness and benefit employee benefit
solution solutions Thank you for getting that for me Um because it is new but
it's really exciting So Yeah Um we're going to talk about biggest business
mistake You guys have been running your business very successfully pretty much since you've been in town Eight years
right we hit the ground running for sure Yeah Um they've grown to be the number
one benefit broker according to the Gazette in Best of the Springs here in
Colorado Springs They're best in business award recipients multiple times
over because we're usually celebrating those awards together Y um so they are
just renowned throughout the community Um so let's start off today's conversation
with a question Okay Besides the blue hair Yeah What is the weirdest thing you've done to kickstart your business
and by the way the blue hair is not for the business It's funny cuz I actually when we talked about this last night I I told him the blue hair and we both
laughed cuz originally we didn't dye it for that purpose but it definitely has become part of the brand you know so
much so that Leo's changed all his social media to that blue-haired guy Oh really so people know who he is right it's super easy to remember But um yeah
that was a really hard one I was trying to think of like weird stuff I had done in the past to try to get business I mean we started in the beginning just
cold calling I mean we we knocked on doors And so when you're cold calling and then you got the guy behind you selling paper products and the guy
behind them selling you know PNC insurance and then I mean again you get people a revolving door of solicitation
all day long Um I just had one meander into my office earlier today Yeah it absolutely happens you know but that's
how we started And I was trying to think of like okay what are some weird things because I mean you meet all kinds of weird people in this line of work Um but
I mean I've definitely done stuff to to try to make my stand self stand out I remember there was one Halloween I fully
full on dressed in like my Halloween costume and went door to door knocking because I was like people are going to remember some witch walking in the door
you know dressed for Halloween trying to sell them healthcare benefits right like employee benefits doesn't have to be
scary you know like um I mean I we've done all kinds of random stuff Um but that was I was trying to think of like
weird stuff That's a tough one The blue hair is definitely probably the weirdest
Yeah But I mean now it's like it's it's it's unmistakable and it's like unre and it's definitely recognizable I mean more
people pick us out of a crowd than we can pick them out of a crowd Oh yeah Um so it's kind of like it's kind of hard to to go somewhere and not be noticed Um
and you know for sometimes good reasons or for like bad reasons like okay you're looking you're weird with blue hair
What's your story um but yeah I mean it's but it has grown into a brand and you know it's kind of interesting like
when we even branded the company like blue was a core color of one of our actual like you know um of our marketing
u package and and guess now I guess the blue hair just kind of goes along with that now So become becomes a marketing
expense now Yeah Yeah totally does Okay two blue questions So will you guys ever
go back to your natural colors yes at some point I mean you can't have blue hair forever Speak for yourself But now
that his social media handles are you know and that's the thing like I've even started replying to texts like "Hey it's Brandy your blue-haired benefits
adviser." You know um and so people are like "Oh yeah the blue-haired lady." So um but yeah at some point in time you'll
have to I mean one it's just a lot of upkeep keep in general Um but I look at pictures of me three years ago when my
hair was normal and I'm like I don't even know who that is anymore Yeah You know it's like how boring is this you know and it's like I always
have to tell people it's not a midlife crisis Like we died it for cancer awareness you know it's not just us going through stuff in our 40s you know
which could easily be the case Um but it doesn't feel the same anymore Like when I look at pictures of me from before so
that transition is going to be really hard But I mean it'll be blue as long as I can I mean at least a good you know 10
15 more years at least Well we'll see Until you retire and then
you retire Yeah I mean all of our branding's been updated It's all you know new head shot and everything else
and everything's blue hair now So it's going to be really hard to just change it back It will be It will It's so
recognizable Absolutely Okay So what's the upkeep uh every like six to eight
weeks bleach and color especially for him cuz his hair's dark Yeah Do you guys do it yourself or do you Oh heck no We
had it professionally done There's There's We go see lady on Pike Speaking We have clumps of
hair falling out I was like "Oh yeah I got blue hair but I got lots of bald spots too." Yeah Eric Eric's been my
stylist for several years And I actually met him when I was cold calling originally I walked in and I asked him about employee benefits and he's like
"Oh we're good." And I was like "I'm going to go back and meet that guy one day." And like a whole year went by and then I was like "I'm going to go back to that hair salon and see if I can talk to
that guy." And so I had just gotten my haircut at some terrible place that chopped it all up and it was half like
it was lopsided and I walked in and I was like "Hey I have a question for you What do you think about this haircut?" And he was like "Girl." And he gave me
he g he gave it to me like here's you know and anyway he's like I just had somebody cancel I got time If you want I'll clean you up Oh my gosh And so I
sat in his chair and told about employee benefits and now he's a client Well done I got a great stylist out of it So
yeah they're good people That's fantastic Okay Leo I'm gonna have you draw a card Okay I know it's
nerve-wracking Pick a good one Is it like cards against humanity or could be Should I look at it now how's it going
to end go for it Okay What alcohol drink alcohol can you
never drink again that's a good question That is a good question Well Leo stopped
drinking two and a half years ago So yeah So so so you know all alcohols I don't drink Yeah probably You know what
though if it was anything gosh I think the last experience with Joerger was
Yeah for sure Joerger Meister Joerger Yeah I enjoyed it in my heyday Like I
drank a lot of Joerger until the point where you don't want to drink Joerger ever again Joerger Meister Yeah Joerger
bombs were all the thing Oh yeah Oh my gosh In like the early 2000s I'd go to the bar and anything in the minty
category or cinnamon category Rumplements Gulch Logger Jägermeister like any of those I had enough of that
in my 20s I'm good You know um there was a point I thought I'd never drink tequila again but that has changed So
you know I think we've all had that moment Yeah Jose Quervo never again but
good tequila I'm totally on board Not to say that I never got sick on other types
of alcohols you know but like I got over it But Jagger Meister just the smell of
it Yeah Just just Yeah The first even if I'm so if I was completely sober it was
my first drink It just doesn't sit well anymore No we all have that one alcohol
For me it's Bikardi Leone Back in high school I had that night or I woke up in a hammock and I didn't know where I was
but I knew I drank in Bikardi Leone the night before I did used to love the bikardi flavors I can't even smell it
Yeah I'm like you Leo I haven't had a drink in in a while But for me it was mjitos I really know what goes into a
mjito But oh man I can't even handle the smell of it the flavor of it Yeah Like
that combination Well and it's you know you've got fresh lime and mint so it's refreshing but it's also acidic at the
same time It is Um and they're made with rum so it's super smooth once you mix it together But yeah you have enough of
those And it's like anything else It's that citric acid Like it just does not sit very well in the digestive system
Yeah Yeah No So no no thank you I'm done with those I got you man So I'm curious
in your guys' kind of um business owner career what is a skill that you've
picked up that you never thought you would actually need oh man A skill I
picked up i don't know Um man that's a good one Patience
How so well I mean it's really hard um as a business owner because everybody's coming to you for everything You know
Leo and I are sales service support We're everything to all of our clients employees and employers and that's a lot
of responsibility to take on Um and so patience has been one of the biggest things I mean I'm not the most patient
person in the world I'm very much type A let's do it let's make it happen get it done Um and I've really had to learn how
to manage that and take a step back Even working like with your own spouse and that relationship and that work dynamic
too like he processes things differently than I do and it's going to take him longer to get things done than I do and
that's okay Um so I I would say patience honestly even though I mean everyone has
it to a certain extent but I definitely am a lot more aware of how I have to one implement it you know every day um to to
continue being successful The last thing you want to do is make somebody mad or seem ingenuine or insensitive And um
that goes a long patience goes a long way A long way It does What about you Leah especially when you're working when
you're with your wife Patience is essential Yeah Well I mean um I mean
just gratitude I mean it's you know being a small business owner um it's not always you know rainbows every day right
and and flowers I mean you're you're going to have good days and bad days And whether that's because you know it's something has turned in the business
where you know you know just as well as you know find whether it's the financials or some other issues in the
company um or just even you know interactions with clients and things that are not going as you know as planned because we think like being a
business owner everything is planned It's just going to work out out so perfectly cuz I planned it out today And of course nothing ever goes out as
planned Um we're you know a lot of times we're just re we're just reacting to whatever hits us from whatever direction
And so you know being you know just having a lot of gratitude was like something that like I don't think I
really had before I just took things for granted You know working the W2 world you showed up you punched in you punched
out you got a paycheck right you took things for granted right hey as long as I did as long as I could checkmark the boxes and I was doing what I was
supposed to be doing that check was my bank account every two weeks when you become a small small business owner and
you're working for yourself you are the one that's now like you got to make sure that bank account has money coming into
it And so um being grateful when you know when you're going through tough times because that's where you're going
to learn the most experiences and you're going to grow Um and then being grateful when things are they're not necessarily
the best of times but being grateful because things could be a lot worse So just having that constant gratification of like hey you know what it's not going
to be perfect every day but you're here You'll get through it And you know and everything's a learning opportunity you know and it you know bring on the next
opportunity Yeah Yeah I know health insurance itself is a skill I mean like I had I hated that
conversation as an employee and learning the whole industry has been a lot Um it's a lot of moving pieces a lot of
things to manage Um and so I mean for somebody to to go into an industry where you don't like doing it you know like or
even having the conversation and having that whole different dynamic it's been pretty interesting Yeah I mean it's
definitely it's definitely changed the way we operate our business What's the most interesting thing you've learned about the health insurance industry oh
that's a rabbit hole Sheesh You want you really want to open up well I mean it's kind of kind of going back to what you
were talking about earlier on the cash pay the whole cash pay thing right so um I mean there are two prices in the health
care system as a patient You have your amount that they're going to build to insurance and then you have the amount that you would pay if it was cash Now
the unfortunate part about cash is it doesn't really give you a limit on what you owe if you're cash pay right like
you could be slapped with a pretty hefty bill whereas Major Medical at least gives you a cap on what you would owe And I honestly would say that's the only
reason to have it is so it gives you a limit Um that's why you guys have what you have which is the best of both worlds But it's really unfortunate that
people have this kind of like misconception that they have to have health care or their health insurance right what they need is affordable
access to health care and that's totally different um at two different costs Yep And it's I think a lot of people are
becoming more aware because there's this underground movement um of change within the healthcare industry with uh
providers and companies and all kinds of stuff Um but yeah I mean it's it's very
frustrating that people are so blinded by what they think they know when it comes to the health care space
Interesting And the way it really works on the back end I couldn't I don't even want to see how it works in the back end
I think I would just We were having a whole conversation here on the way over here about the big insurance companies
Um I'll let you explain pretty much Oh you know yeah I mean the healthcare you know the healthcare industry in the
United States is a $5 trillion a year industry It is one of the largest
industries that exists in this country and it is one of the most unregulated um to where you have large players in the
health care care industry that are controlling rates they're controlling prices and they're controlling care um
because everything goes through them So you know you have these large massive major medical insurance companies that
have ingrained people the the the the sense that the only way to have access
to to to be able to pay for health you know health care to pay for you know medical services is that you have to use
an insurance company And these insurance companies make billions of dollars in profits every year And we're not seeing
that coming back to the you know the person who's covered And so that that for us is very frustrating because the
system is not working for the people It's working for these large corporations And so that's why you know we say we're like the anti- insurance
people when it comes to health care because there we need a free market just like we have for every other industry in
the health care system to create competition bring down prices and provide actually higher levels of care because now becomes a competitive thing
where if you want the if you want the most patients or you want you know or to do the most procedures then you need to
be the best at what you do and take the best care of your patients Well right now everything's part of a network And
so well you're you're the one in network so you're the one I have to see whether they're the best or the worst Anyway
there's we have a lot of big conversations about the system I know it needs to change I bet Thanksgiving is very
interesting at your house It is It is It's fun when we get around people that are in the healthcare space and they get it too and we get to have conversations
about the things that they've experienced and they've seen on their end as like even a medical doctor you know So it is pretty interesting So as
you moved to a brand new community and kickstarted a brand new career brand new
career That must have been a lot Yeah As you guys started down that path
like what was your very first uhoh moment was it when I came home one
day which one when I No when I came home Oh no No So it's pretty much when I
made the decision to like actually go into insurance like guess what I'm it's like I got you like I'm going to go into
insurance I'm going to go I'm going to go work for this carrier and my brain's like great you know and thing is we were coming from W2 I mean my entire life
I've been a W2 employee right in some form or fashion so constant paycheck you know you get hey here's your agreed pay
and so she comes over and like really so you're going to be in insurance so how much does it pay like nothing it's 100%
commission she's like what oh my god we're we're we're doomed Yeah Yeah Yes
I'm getting paid nothing at all Yeah Um that was a big day That was a very big
day cuz he had declined another job because he didn't think it paid enough and he came home He took a job 100%
commission It's like wait what you did what were you in sales prior to that had you done not really Not technically like
open you know we're you know very open sales I mean I worked in sales in different different trades and things like that but the sales were a lot more
kind of like they're just going to happen anyways but not actually like literally cold calling and trying to build an entire book of business from
scratch No never kind of in that sales kind of aspect Wow Yeah Wow So yeah Just
jumped in head first into a three-foot pond Yeah Yeah Yeah I mean we really did cuz uh Leo Leo got uh he took the
position Three months later I quit my job um because I was running the entire office and not getting paid near enough
Like every job I've ever had you know I've always been the person that goes above and beyond If I don't have a skill I'm going to learn it If you need
something to happen I will make it happen You know I've always been that kind of employee And um I got laid off
twice and I got really tired of working for other people and fitting in their budget So when we moved here um I took the first job I could get Three months
later I joined him and we have not looked back at all So what was that deciding factor for you to jump off the
cliff and join LEO in making no money we we actually So um I feel like of course
it's I don't want to like say bait and switch but it almost is right so we went to the national convention for that
company um which is the very beginning of the beginning of the year It's their big kickoff event They go through all the sales from the pre previous year and
they talk about numbers and how much people sold And anyway these people are coming across the stage to get their awards and stuff And every time they
cross the stage Leo's like "They earned like say I don't know 35% commission on that much in sales." And so every time
they'd walk across the stage he'd lean over and be like "That person made this this year." Like like Yeah And it was like "Wait a minute." Like I'm working
my butt off for other people and not getting any kind of credit or any real appreciation and it's gotten me
unemployed twice So why don't I just go ahead and do this for ourselves and we can make something of it And um again
you know with the experience that we had in the healthc care space coming from the W2 side and and and going through a
financial hardship whenever um uh we were employees that was a big eye openener for me and I was like we could
absolutely do this Um because we've been there and like I can understand this point uh of this problem that we're
trying to solve you know Um so it was great We we hit the ground running Um we
cold called lots of businesses and we started our business literally going door to door Um it was crazy Did you
have any sales background uh yeah I mean well I worked in the service Leo and I both worked in the service industry for
years right so we're very used to talking to people that are complete strangers and being friends Not a
problem Um an actual book of business Yeah that's totally different You know I've worked in marketing and advertising
That's what my background was is like I did a lot of graphic design and I helped people with their trade shows and conventions and I've always been in
sales and marketing of of some extent but to build an insurance agency from scratch when one you don't really know
anything about healthcare like I mean again we we were very uninformed in the
beginning what do you offer how do you offer it uh you know how do you even build clientele I mean it's not like we
were got you know we weren't hired by an insurance company that gave us a leads list and was like here go call these people we were it was like okay cool uh
here I'm going to drop you off the on corner of El Paso and Filillmore Uh you better walk every door and go meet these
people and see if you can get an appointment you know and so and that's how we started Um so it is I started
learning the art of [ __ ] Yeah So yeah I mean we've done sales in some
some aspect but being being self-employed in the health insurance space is totally different because you have to earn people's trust You have to
you know let people know that you're going to be there for them Um and and keep that you know it's not just earning
people's business it's keeping people's business too you know Yeah Absolutely And it's one of those it's one of those
8020 businesses where um or industries where pretty much only about 20 people stay in it and 80% of people drop out
And so so so there's a lot of Yeah it's a very high turn turnover space Very similar to real estate right you know
only about 20% of real estate agents financial planning and that really succeed other 80 tend to drop out So you
know so being new people also being completely new into town and starting a new business and then going out and
trying to pe meet people new we people didn't know who we were I mean we weren't like someone that was native and living here So and also of course you
know it's and and we're in these industries where like oh you know you're the 10th person that's come in here this week You know we'll see how long you'll
be around So it took a lot of time just for people to build trust to say like hey no we're serious about doing this
This is what we want to do and this is why we do it Um we're not just doing this just because it's like it's oh
great you know gonna go into insurance and be you know I don't think anybody goes into insurance to be rich man
That's for sure Going to rich or whatever But no so um and so yeah so for a lot of people it wasn't as it was we
couldn't build their trust until they knew we were going to stick around for a while because they're like "Yeah you know let's see if you're here in six
months." See if you're here in six months Yeah Or if you're now going from insurance to real estate So you know how
it is The networking circle is not always easy here No Yeah it's not It's kind of a good old boy You got to earn
or keep You do You do You got to And did you start off kind of with an alternative approach to insurance or did
you guys develop that over time well a little bit Like the reason even why we attracted going into the insurance
business is because we were like most Americans I mean most Americans are W2 employees and so therefore they get
their health benefits through the companies they work for And so same you know we were in that same position working for a for a business and
insurance and actually how to use the health insurance not for like something where like oh I'm just going to get a flu shot or some antibiotics like
actually spent five days in the hospital and but you know you have this you have this oh I've got insurance right I'm
taken care of I'm protected Um and then next thing you know you start to find out well they they they not they denied
paying for this and this is not a covered procedure Well by the way that doctor was out of network but she was
providing services in an in network hospital And so they you know that whole thing or were they you know they try and
like pay as little as possible on that medical claim even though you've been paying money into them to have that that coverage And so going into the insurance
and when interviewing for insurance and learning some things about like oh well if I would have had some of these things in place start sort of connecting dots
like okay there's these kinds of insurance policies and these kinds of insurance coverages and these kind of insurance They're all different things
but if you start to put the dots together you're like "Well okay if I package this with this and this and this now I have a fully comprehensive package
with a financial safety net." And that was like and it was an aha moment It's like why don't more people know about
this why are why are twothirds of all bankruptcies in America caused by major by by medical debt and 70% of those
people actually had major medical insurance plans in place and still have to file bankruptcy because insurance is
not covering all the bills anymore Yeah And so when we learned about how to build these alternative models and click
and click the pieces together and then build a comprehensive health care system or package with then also a financial
package you know support system in there as well too And it's like that was that like so instead of having my story where
I was $10,000 in debt after a fiveday hospital stay because insurance didn't want to that was the part the insurance
said you need to pay for Um how do I how do we avoid other people from going through that same scenario and that's
what inspired us to even get into this industry is to be is to help just educate people go and just tell people
like look there's ways like life's going to happen You know you don't know when and you don't know what it's going to look like but when it does it's not all
about just making sure the bills get paid as far as like the doctors in the hospitals How do we make sure you financially you know still have a
household you know you maintain your roof over your head and the lights are on and because we've heard the stories I mean we've we've come across so many
people that have those stories where I had to sell my house you know and I had to give away my dogs and move into an apartment because there was so much
medical debt that was not covered through my major medical insurance plan that I had to sell everything and and
downsize and and and it's like they're heartbreaking stories sometimes and it's like that's not how should healthcare in
America should work No We started with the financial safety because we can understand what that does Like we had that $10,000 out of pocket and we can
see where that helps But as we would talk to business owners you know like they're like "That's great but my people
really need you know this and this and this." And we started asking a lot of questions about okay well you know cuz
some of these things we had already heard about but we didn't know about them necessarily right so you got to do your research on what company is it and
what how does it work and all that And anyway so we started doing that research and co happened in 2020 which was kind of great because it gave us a moment to
step back and kind of analyze stuff Yeah So we started with one piece but transitioned to offering a lot more
because we could see the value of how those things bundle together Um it was funny because uh I was in a meeting one
day with my hierarchy um when we first started in insurance and he told me he was like "You ask way too many smart
questions." He's like "And that's not going to like bode well for you in this industry right?" And so um anyway it was
a blessing I mean it it got us started for sure but at the same time um we learned a lot more about what's
available out there by asking those questions Like you can't just sit on the sidelines and wait for change to happen
And if we're all comp like I don't understand it's like we're all disgruntled about healthcare but yet not much is being done about it And so it's
like if you want to sit on the sidelines you can or you can go out there and make a difference And so we try to figure out okay how can we do all these things to
solve the problems that people would have affordability access low out of pockets um you know financial safety and
we figured that out so I hear two mistakes already made in business first Leo comes home and says I'm going to go
100% commission and then second one thing is you ask too many smart
questions I mean especially for the industry you're in Uh-huh
Um knowing you as well as I do know you I suspect that prompted you
to not stop asking questions like let me just throw some gas on the fire But let
me ask some more So looking forward how
has that served you well it's always uh how can we bring more value how do we kind of look at what's what's happening
in the market like what changes are we seeing kind of coming down the pipeline mhm And we follow a lot of legislation and stuff like that pretty closely on
bills that are on the floor and things that can make uh healthcare more accessible and stuff like that So we know where you know it's like the
Gretzky thing right it's like you don't look where the puck is going or you know moving it's where it's going And so it's
that whole thing of how is the market moving people are people are tired of
overpaying for plans that they spend a lot of money for when they need them and people are looking for a better solution
They just don't know what's there Like I truly feel like as a company what we do we're on the forefront of the way things are moving in the healthcare space We
just have to make sure that we pay attention to the legislation and the regulation that's coming down from the government to see how that that's is
going to affect things like for us you know they are started offering family well that affected you know us offering
short-term disability Yeah Now we can still offer that but it has to be placed different you know differently And so
it's how do you evolve as things are coming down the pipeline right and we work a lot in the free market space and the government doesn't like that Um and
so uh there is legislation that they're you know they are looking to change things Um but there's also legislation
they're looking to do good good things You know um one of the things that's on the floor is them doing the HSA for all
Like right now you cannot use HSAs for non-traditional plans And that's something that's they're trying to actually get past So it's both sides
It's like there's going to be good things happening and bad things happening And it's like you just got to pay attention to what's happening so you're prepared Y and you know Yeah But
you got to ask the questions Absolutely you do Okay So looking back all these
years I mean gosh fast forward feels like yesterday I remember co when
you guys went back to the drawing board and you're like okay let's redesign all of this and really meet the market's
needs Right There's a lot of like memories and stuff in watching you guys grow your business But as you look back
and you you reminisce like what's that what's that big shiner what's that
moment where you're likeoo I definitely fell I fell hard may have fallen forward
but what's that that's what's that trip honest I mean you think I don't
know oh jeez well I mean we've I've definitely Hang on No no no it's not that Um it's it's working with your
spouse No I'm kidding It's not easy No I mean it's um you know I have very high
expectations on myself of how I serve clients and how I show up for my clients and so I've lost clients and it could be
because of a misunderstanding or whatever Um and that's always hurtful right like as far as you know cuz it's
like well you've lost trust in me or something like that And so um that's always difficult Now in hindsight those
were people that should have never been clients of mine in the first place And so um I think the biggest mistake really
like trip up is look I mean like we've got tons of little shiners but the biggest thing is saying yes to a lot of stuff I probably should have said no to
in the beginning and learning that along the way Like that's been a big trip up is like in your good heart of hearts you
want to help everyone but then you know you shouldn't right and so in the beginning you're like I'll say yes to everything and I'll take every client
Yeah And uh I've been corrected about that several times The universe has definitely put me in my place a couple
times Can you imagine like what what was or remember the the biggest like promise
of a yes that just didn't have the payoff i think sometimes that's like the the temptation right when you're first
starting is that someone comes along and could be a client could be someone they promise you the world you'll get access
to this I'll give you this thing or whatever That was like a really big buildup and you said yes to it but the
payoff just never delivered I've got lots of those I mean I've I I've went
and uh I mean I've got insurance license in other states for clients that supposedly had employees that would
enroll in plans and that costs a lot of time and money to get that licensing and then nothing ever happened You know I
have clients that they have uh 150 employees and we're scheduling mandatory education sessions and I'll be lucky if
50 people show up You know there's a lot of things that you But again it's like anything You just you just roll with the
punches man like business business in general is never what you expect it to be You just wake up every day and you're
like "All right well whatever solution whatever problem it is we'll have a solution you know but yeah there's lot
lots of that." I mean yeah when kind of going to learning when to say yes and when to say no Um you know in a lot of
cases it's you know you because you you do want to like you want to help everybody and and not realizing you know you you get to a point that where
potentially you are so like you can't say yes cuz you mean you can't say yes to another person but you still continue
to because you have no more bandwidth left right like you you have totally booked yourself up but you don't want to
turn anything away And it's you know and it's not sometimes sometimes people will say yes to everything because of a scarcity mindset right and so they're
just desperate for whatever comes their way so they say yes yes yes Well like you know we we evolved to where we're
not in a scarcity mindset You know we're you know we we have a lot of commitments to existing clients plus new clients
that are that are you know that are coming our way And and you're saying yes to all of them And then you know but
then also realizing well you know what here's what our our ideal client avatar
looks like Here's the people who we truly you know built this business on who we wanted to help right you know
identifying these small business owners who really love and care about their employees want to do something for them
you know and but you know but have struggled to find a good solution to help their people But then we started
going okay well here's just a person by themselves you know we want to help them and here you know and then everybody's
got a friend of everybody's got a friend of friend that needs help And so we and so we weren't anymore just helping you
know we weren't helping small business owners We're helping just everybody in general And it and again it's just it's
literally just breaking you into single little strands to where to the point where like you have no more strands left and but you're still saying yes right
and so now you're overpromising and underdelivering And that's really the painful part because that's the that's
the worst thing you want to do for any client whether you can you can or can't take care of them is to overpromise and underdel And so that's been the part
that really will eat away at you and gives you like a lot of sense of like I guess owner's guilt like oh my gosh I'm
not doing my job You know I'm letting people down and then that just you know eats you up is like I'm a terrible business owner And then your wife is
turning around asking questions while things aren't done It's really hard not to manage your
spouse like when you work with them But yeah but you know you start but you know it's again you know if we would have
been more you know saying it's okay to say no and say you know sorry we're not you know we're not the best fit to take
care of that for you but I know someone who can help and just being easily able to pass that on Um and knowing you know
and therefore keeping your bandwidth within its width and staying in your lane um would definitely make lot life a
lot easier because then you're just focusing on the things that really are you know the the what you've identified
as you know the key things of where you want your business to go and who you want to work with and grow your and grow
your business with So stay on target Yeah And the cycle of saying yes to everybody I get it you
know be all things to all the people And then you quickly learn that that's not the right thing right um heck even to
this day Jason still has talks with me and Brian like "Hey we're in your line." Yeah Why are you handling this you
should be doing other stuff But he's like "Stop." Oh yeah That's a no Yeah exactly Jason's really good at that If
you ever need someone to smack your hand he's the guy for it Good to know He is But in all of this sometimes it takes
a while to realize you're in that hamster wheel of selfdeprivation Yes Right What was your
breaking moment and realizing okay enough is enough
I feel like I literally was going to have a mental breakdown two years ago Like it was end of the year It was open
enrollment I had like I don't even know uh 40 something clients that I had to
call and review their healthcare with And then I had a bunch of a business owners that uh we needed to re you know
review their benefits And then I had new people calling to get added in because their friend of a friend told them to call me you know or whatever it was And
I looked at Leo I was like I can't do this anymore Like I I'm I'm going to get through this Like I had a lot of tears
and a lot of like frustration and stuff I mean I had a lot of late nights but um I was I have never been like that
emotionally to my breaking point And I was like I'm done So I was like if you want to keep this you know up in the new
year you can keep doing this But I'm I'm putting a stop to this now Like we've got one and it's not just like the
workload It's the the fact that we got really far into our business without
setting like standards not just on how we were going to like obviously serve clients because we both do that I think
pretty well for the most part but it's the standards of the business right like I tell Leo all the time we were the wild
west of insurance for a long time cuz we came from the 1099 world So it was like he did his thing and I did my thing we
never collectively sat down and we're like "All right we are a business now
How are we going to do stuff right?" And so there's a lot of like standard operating procedures and things like
that we did not establish and we're backtracking and putting a lot of those things in place now and it's taking
years for us to get here You know I mean business for us has really ramped up in the past three years and um with the
demand obviously means I have to work on my business not in my business Yeah And so we're having to like we've hired a
consultant that's helping us go through and go through automations and workflows and all that stuff so we don't have to do all the things anymore Um and helping
us document because like I have time to document my processes you know like I'm too busy doing all the things and being
in all the places and trying to meet all the people you know Um and so anyway uh we have somebody that's documenting all
that stuff for us and we have somebody that's developing a custom platform for us And so we've learned a lot of things the hard way on one saying yes for a
long time to things we shouldn't have which grew the business to a really good point Um but now we're like having to
pay the price for that because um you know we're having to backtrack now and do all those things And so that's been a
huge lesson learned for us um and dealing with all that you know like growing the business is always hard but
it's making sure you structure it like from the beginning right and so anyway
now uh you know we're trying too small Yeah When you can like okay we just make this one change and it's like it's not
going to create ripple effects Yeah But now it's like you create one change and it's like oh but part of that's like
also bigger pond Yeah It's also empowering other people though I can't hire someone on my staff and empower
them to do what I do if it is not organized and well documented Yeah Last
thing you want to try and do is train in chaos Oh yes It'd be a nightmare I'm like "Hi welcome to the [ __ ] show
I got my gun." Yeah So anyway we got a lot of cleanup that we're doing now Um and anyway so we've learned a lot of
stuff the hard way when it comes to that Um you know again you can do all the things but like my strong point is not
necessarily administrative Do I do administrative yes Should I give that to somebody else absolutely You know I
don't think you guys are alone I think most small businesses operate Oh I think it's everyone first start because it's
just you know you're in the middle of building up a business and you're doing 40,000 things with 40,000 different hats
and the last thing you want to think of is slow down and actually document and develop SOPs and processes and yeah
procedures Ain't nobody got time for that you know all of that first It's not sexy Like no I don't Okay I do know one
person and thank god she's on my team right that loves that stuff Yeah only one person in my life that I know who
likes to do this stuff Um but it's rare that people find that
interest in doing it And then I think a lot of people find themselves in your position where it's like okay now it's
time to position ourselves to scale to grow and you look around and you're like how the hell am I going to grow with
this Like we've been at that stepping point for a long time and we just haven't been
able to do it because we haven't got the structure in place Yeah when when you when your CRM system is a legal pad and
a pen you know it's like "Yeah let's bring someone in." Let me find that notebook from 2000
Seriously I I would have somebody call me and I'm like "Oh that's the till the turquoise colored notebook from
Q4 Let me flip to the note section in the back and find where I wrote down their stuff about what their problems
were or whatever you know i mean you learn some stuff and we've we've implemented a C CRM and stuff like that
you know a while back but um we don't manage it very well you know I mean there's still a lot of stuff that's here
and so um we are learning that right like how do we structure as a true organization how do we put things in
place that are going to make other people successful when we on board um and how do we learn how to automate so
we're doing a lot less like we've always said yes to everything like sure I'll help you file your claim like you need
me you call me here's my cell phone number text me anytime you know um and we've got to start putting people in
power not just like obviously when we onboard people and we have employees to serve our existing clients but our actual ual clients like here's how you
find this information Yeah Good luck You know it's like lead a horse to water
type thing right um so anyway uh we're trying to we're learning more to say no to stuff and implement a lot of things
that we should have done a long time ago And it's definitely making things better cuz like I said I thought I was going to have a straight meltdown and I was like
I can't do this anymore We better figure this out or I'm just going to go get a job cuz I can't like good luck You have fun with insurance dude I'm out of here
And uh anyway um anyway I got through Q4 and I told
and at January I started saying no to a lot of stuff and I was like that's it We're like okay we're going to go through we're going to hire a consultant
We're going to do the things We're going to start setting this stuff up because like two things are going to happen I'm going to have a heart attack or a stroke
or something from my blood pressure being so high or we're going to wind up divorced You know like we got to fix
this So and also you know one thing too lesson learned too as well is that you know as a small business owner like at
some point you have to be able to say like well gee I don't have to be here every single day You really want to get to that point Yeah Um because you know
it's if you're constantly the the small business owner that everything lies you know you can't you can't step away from
the office because you are responsible for everything what happens when you have that life event and all of a sudden
you can't do your you can't do your job for you know for a month or multiple months you know how does that impact
your business and so it's like being able to make sure you have all the systems in place and all the you know almost like the backups so that way it's
like if something happens tomorrow it's like hey you know I'm going to be out for some weeks you've got a team that can step in and and be able to make sure
your business continues to run on itself at its same optimacy and efficiency and you know and providing the same level of
of care and service without you having to physically be I'm like we have to fix today and we have to figure out how the future's going to be better cuz whatever
this problem is it's only going to continue to grow as clientele grows Big bump as always If it lives here up
in your head Oh yeah And no one else can access it Huge problem There's nothing no one can do about it Yeah Absolutely
We've we've fixed things like we have an IT guy I can call now if I have problems He's helped us fix a lot of our like
servers and stuff We've got a business consultant that's helping us document stuff We've got a guy that's building us like a custom platform Like we're
growing up and it's so exciting It only just you know it just took us like almost 8 years to figure it out you know
seems like you're right on time I I was really I felt really good when we got past the 5year mark And I was like all
right cool We must be doing something right cuz people that we've known a long time are calling to say like hey like I'd like to talk to you about your
expertise now Uh you must know what you're doing And we made it Like 5 years came and then it's like well now we're
at eight you know and then we just got best of the springs and that was huge like I had to do a double take I was like "Is that really our name on the top?" Oh my gosh it is That's amazing Um
and for somebody that literally moved here on a whim with like a six week period um you know anyway that's a fun
story too Sounds like we like to do everything over that Yeah we like to do everything
and wing it So yeah So as Brandy was going through this mental breakdown or
potential mental breakdown how were you supporting her and carrying her and what
were you Oh what were you doing cuz I mean there was a lot going on with you
too if I recall correctly Well yeah the same year that was I think it was No I
mean I mean for me Yeah I mean with if my math is right Yeah Yeah Roughly No I mean no And and I guess that's also
though like where you know it's even though we're partners in the same business and work together and spouses
it's like she handles pressure one way I handle pressure differently Yeah Um she's the one that like she Yes Like it
builds up I'm very vocal Very vocal and whatever I'm the person that just tries to keep it all just nice and subdued and
kind of like he internalizes a lot and I don't Yeah Ah Yeah Okay So yeah So but
you know at the same time though like you know in you know with with my diagnosis and things like that you know
you know that was a big lesson because then it's like it really kind of you know woke me up to like okay I have to appreciate my time a lot better because
I can't just constantly be working working working and feeling like you know like um that I'm not doing enough
and I should be doing more and then you know at the same time sacrificing my health you know and and I was like and
then not even realizing like okay well hey you're you're faced with now your own mortality um maybe what kind of
things you want to do with you know make sure that you get done while you still can And so I ended up like for me like I
ended up almost like feeling like I started taking steps like not saying no but just started just even like separating myself so much of like the
business being so much as like everything in my life Um because I had to start realizing that my you know your
time is you know your time is not guaranteed Um you know and it's it's and it's not forever So it's like take you
know there's you got to sit down and like it's like the Ferris Bureau line right sometimes you just got to slow down and smell the roses right and and
so um that yeah it's like as much as you want to you know build build and you're trying to grow this business you have to
take care of yourself and whatever however that looks like you know and whatever like your life is you know
where you are in your life is that you still need to take care of yourself and make sure that you are you know that you
are not putting yourself in more harm because of you're trying to achieve this thing in your business that you're
you're literally put you know setting yourself back sending yourself backwards even though you're trying to push yourself ahead Yeah So like he wouldn't
be stressed at all And I' I'd look at him and I'm like "How are you so calm right now?" Like I was mad that he wasn't like more frazzled you know and
I'm like "How are you just He's like you know it's just a putting problems in perspective thing." He was like "I got diagnosed with cancer and I who cares
that this person doesn't have their payroll on time Like I'll get to it What's more important Brandy?" Yeah And
I'm like freaking out cuz I'm like "Somebody ought to let somebody down I didn't meet the time frame I didn't respond in time or whatever you know?"
And I got mad that he wasn't more mad Um Leo honestly he's learned like he
doesn't do a lot of support me like he's not like oh honey how are you doing touchyfey he's like let's just let her
get it out of her system like he knows more than I mean like he cuz if he tries
to console me then I get mad cuz I'm like I don't need you to fix my problems bro right anyway so I'm like I'm fine
right cuz you know I still got my stuff to work through but anyway just nod so he's just like he's a very much like yes
uhhuh okay uhhuh yes should You go get some wine Uh-huh Or something you know Did you have dinner yeah Yeah So these
are dangerous words in my house Have you eaten honey yeah Like now I'm mad Huh
now watch out Let me cook dinner for you Take care of that and then we can have that convers Yeah So he he knows how to
manage it though But he he pretty much just kind of stands back and lets me do my thing you know and he's like "All right she'll be better and give her 10
minutes or whatever." You know and a lot of times he'll just leave the room He's like "Whatever." So yeah time to put on
the ear the headphones noise cancelling headphones And I'm going to walk away now What an interesting time for you
guys because you're sitting there screaming uncle You're taking this silent step back in perspective and
saying what's important But it sounds like at the end of the day you guys arrived at pretty much the same place
Yeah I mean we complement each other really well you know So that's the nice part about us is our our dynamics are
really good fit for each other Um so you know it even if he's taking a step back
and I'm all worked up or whatever it is like we're all working towards the same end and we know that which is really
good But um anyway uh yeah well I mean
also too like and and without even having to identify like there's certain things like there are certain things she doesn't have to ever deal with like she
does not have to deal with a lot of like I take care of a lot of financials I take care of a lot of like administrative stuff as far as like you
know legalities of actually having a small business and making sure our licensing is up to date and then making sure all the all those things are in
place She focuses just a lot more just she can just solely focus on clients and
service and things like that And you know she helps a lot with the marketing side like she's more in tune with like
social media and websites and all that kind of stuff right um but she never has to worry about like hey did that invoice
got paid or this thing it's like I I handle pretty much all the interactions with vendors and making sure things get paid So she doesn't because she doesn't
like numbers right so I got to stay in my lane So she stays in her lane I take her things So instead of where it's like
one owner having to be concerned about the business financials and then also trying to be focusing on you know sales and revenue and all these other things
you know we've we've kind of have been able to like split responsibilities to where we don't even need to cross over
those responsibilities Hey it's a website question Brandy can answer website questions Hey if it's a financial thing got to take care of it
Yeah I mean again we've worked I think that what's different for us is we met through work and we've worked together
at several places Like this is like the eighth job we've had together or something like that Like we've always
been a package deal Still not divorced Yeah And so it's like we've been together for 25 years We've worked
together several times in the work setting Um and before when he was actually my boss at some places right
and so um we've learned how to navigate it really well right uh it's not like
I'm walking away after all the stuff we've been through Like I know that I'll be spoon feeding and changing your diapers one day right and so whatever we
have going on today that's the problem we're going to get past it Yeah So even if I'm having a meltdown or you're being
a complete recluse or whatever it is like again it's always the balance because he's going to have times he's
real worked up about stuff and I'm not you know I've had to talk him off a ledge a few times you know and stuff
like that So it is a good balance Um but we know like in it no matter what we're in it together And so we're always going to get past whatever the BS of the day
is you know 100% Resiliency Yeah It's like I'm not going anywhere I'm way too
vested I don't want to start over Oh my gosh that sounds awful I wouldn't even know how to date these days No I'd be
like internet what yeah I told Leo when he goes "It's going to be like the Golden Girls at my house It's going to be all like just my girlfriends hanging
out drinking wine I'll come join you Brandy I'm going to go first I know right there's always a debate Statistics
right there's always debate So I'm curious after all of this and these kind of lessons now how do you
guys find this building into kind of moving forward and like kind of that
lessons learned looking back and maybe a little bit of that advice you guys are offering others yeah Oh I'm so excited about the future because uh one I've
learned to say no to a lot of stuff without feeling guilty for it Um and that's not just client stuff That's networking and that's community service
and all kinds of stuff right like I want to do all the things but I can't do all the things and I know that Um but it's
really exciting to see what the future can look like Like all the things that we're integrating now which it should have been integrated before are only
going to give us more bandwidth to do more and serve more people And the thing that's really cool is finding a good
team member that we can have come on board and say "Hey look we've already built this existing book of clientele that know like and trust us We want you
to help take that over and help manage all that right and then help them empower themselves to grow a lucrative career where they don't have to work for
somebody else and they have like their own ability to take charge of their future and make it whatever they want it
to be right um it's really exciting to know that that's where we're going like we've made enough pivots that we can see
kind of this silver lining that's going to be coming at the end where I'm not going to have to do all the things and be all the things right um but uh until
we get there obviously right we're still we're still it's still I don't want to say a dream but uh it's a dream with a
plan and that's really cool you know So it is really exciting to see what's going to happen Um like business for us
hasn't slowed down as far as clientele It's how do we manage it and bring more value to people and better serve
them I think so The ultimate question for most businesses Absolutely
What about you Leo what's a big lesson learned piece that you feel like or just even some advice that you would offer to
other people that are in this position um come up with a business plan and follow it to the Lord
No discussion about No I'm kidding No your business No I mean it it's um it's
being able to recognize like when you need a pivot and recognize things that aren't serving you you know or or how
should things be serving you and and making adjustments um you know uh you
know but you know I'd say like also too is just no matter how small you are you know just if you're if you have the
ambition of you're going to grow it big um start putting the foundation like putting those those specific things in
place when they're still just small and easy to do like those systems and those procedures and really coming up with
that structure Um so that way you can build that skyscraper because you've got a strong foundation that you built when
you were still just a one-story kind of house Um and just because you know it's
it's a lot harder to backtrack and trying to reorganize the entire structure when if you just would have
built it from the beginning Um it just be so easy just to build on top of it as the business expands Um yeah So you
wouldn't have to be doing all the stuff What are those critical components to the structure oh like hindsight like
someone sitting here who's maybe a noob at building their business and they're like "Okay I'm going to do that but I
don't know what to do." Well what are those parts and pieces i think a lot of it is learning where to buy back your time right like uh don't do your social
media find somebody else that knows how to tell your story better and hire them so you have the ability to go out and do
the revenue producing activities It's um hiring maybe an administrative assistant that answers calls and does scheduling
for those things so you have the ability to go meet with clients You know there's all kinds of little things that you can implement along the way that really what
it's doing is giving you the ability to focus on where you need to focus to actually be successful and grow and move things forward And most of us don't
recognize that in the beginning And they're like "I'm going to do all the things because I'm too cheap to pay for it." And then you're like "Wow I have no
time and I'm working 15 hours a day when I could have outsourced a lot of this stuff that I shouldn't have been doing cuz I need to be out meeting with
clients." And so um anyway I think that's um a big part of it is just
knowing when you grow in the beginning like every business I think starts from somebody that was like "Hey I got a
better way I can do it." Right that's been that W2 that was you know um tired of the same thing and you know saw the
light I can do this for myself Why am I working for somebody else but nobody teaches you how to actually like run a
business you know like I can be the HVAC guy or the electrician or whatever and I can do the job but nobody teaches you
how to structure things you know and most of us that start a business I don't think most of us even went to school for
business right like you just fall into it along the way And so um I think a lot
of it is learning like just stay in your lane and do the things that need to be done that you know how to do well and
then find the things that are not on the list that you don't do well and let's give that to somebody else It is 100%
worth the time to spend the money so you can focus on education structure you know you know uh prospecting whatever it
is There's so many other things you should be doing Yeah Um but again we're too busy working uh in our business
instead of on our business It's true It's true What I find interesting which has been helpful at least around here is
you know you build a piece of your structure and it takes a little bit of elbow grease and you know some hammer swings and stuff but then once it's
built and you implement it it just becomes second nature And then at that point you can move on to the next I
should have done this before Yeah And then the next thing and then just little by little and all of that makes such a
big difference It's all small steps in the right direction right doing the things that are really gonna truly move
you forward Exactly It's like you can't just be busy all day and be like "Oh I didn't move the needle." Yeah Exactly
And that's many of us right so the best thing you can do is learn how to take the things that you're doing and put
them in somebody else's hands Yep Absolutely Absolutely And when you build a new process you document it and then
you hold yourself accountable and the rest of your team to actually following it because what's not more annoying than
implementing a new process that nobody follows Yeah Right But Yeah It's uh it's
exciting times It is very exciting Um it makes me you know uh I love what I do
but it makes me really passionate about like being in the industry and seeing where we're going and what impact we're
truly going to get to make Yeah Because we'll have more people on our side and we'll do things better Yeah I'm going to
ask you a question I've never asked if anybody's sitting at this table or on the couch before Leo was really sad that
he couldn't sit on the couch So we're gonna have to get you back and put you on the couch I promise
Um looking in your magic crystal ball down the road what's your next big
mistake i don't want to say hiring too fast I
think it's going to be firing too slow Yeah I think that's exactly what it's going to be Cuz I told Leo I said the
minute we put a job posting out there saying that we're hiring for somebody we're going to have a lot of people come to the table and they're going to be people that we know that are in the
industry that are looking for something different don't hire and hire people you know I think the biggest thing for us is
and that's why we're that's one of the things that we're working on right now and why we're building out like workflows and automations because we want to hire for what we truly want to
hire for But my concern is like I'm a good nature person and I may hire somebody that I have a relationship with
which I try not to do because that never ends well Um but I feel like it's going to be one of those things like I'm going
to be too lenient right or too um
emotionally vested in the person or something like that to where something's going to happen and I'm not going to like again set the tone for the toxic
culture and get rid of it faster than I should have Yeah Well good thing you know someone Yeah Yeah Yeah Because
employees are crazy like I don't even want to know what that's g like I I get really excited about hiring people but
then I go oh yeah but people like they're really hard to manage Um and so
um and communication is key and I don't always communicate well you know I mean gosh when you hire the right person yes
finding the right fit fast yeah finding the right fit the same wavelength as you to where you need to tell them to do
something to your have it done it takes about a year to get there and then once they're there it's just like
because we would have already hired if we wanted to hire but I think and so again we've held off on it for a long time but I think the biggest I mean I
don't know if you agree with that but I feel like it's going to be we're going to be too slow to fire someone
Or the other I think potential like future big mistake is knowing what like the exit strategy like knowing when do
we like when do we walk away yeah Then how do you walk away how do you walk away what's that look like that's I
think really a big one cuz like it's you know you're in the moment right now right so you just want like and you got all these things working you know like
oh we've got all this stuff that like once this comes out and we'll get these things done and put these things in place It's going to be so amazing Well
you don't want to walk out when that's when you have something amazing Okay then that comes right then what's the next big thing so you get caught in the
cycle of where you don't ever want to leave because the next big thing is coming and you want to be there to see it was like well at what point do you
say like you know what it's time for me to say either to step aside and and either just become like someone who's
like just as you know like you're an owner who just but doesn't have to be there every day or let even every week
or do you completely give you know turn over the reigns to someone else and you completely separate from the you know from the thing that you built and that's
the scary and that becomes the scary part like okay do I ever retire do I want to just keep working until you know
because I love what I do um or do you want to you know you do want to retire so you sell the thing that you built and
you spent so much time and passion and tears and blood and sweat into and pouring all into that and then give it
to somebody else to then go just kind of like okay I'm going to go on the beach now you know i mean like it's like yeah
like what is what does that look like you know so that not having an exit strategy is probably the next probably
big mistake of going okay when what you know when do we say when because we don't want to do this forever The goal
is to have somebody at some point in time that's going to help either Well yeah because it's like it's your baby right but at some point in time the goal
is to have people underneath us that will be sales agents that help you know manage the existing book bring in new
clientele and that kind of stuff and we can truly step away You know we've talked about doing like an ESOP and stuff like that but then somebody's like
"Why would you want to do that and take everything that you've worked hard for and then just give it to the people underneath you like that just may not care." And so um we've had a lot of
conversations about that more than likely you know we'll probably sell it off um and stay part ownership maybe
collect some residual income or something like that but I mean you either work a business to scale it or to
sell it Yeah Right And we don't have kids to leave it to And so we've got to figure that out as far as when do we
step out you know But yeah that's hard Yeah I definitely don't want to work all my life I'm already tired of working No
it's just go public and then it becomes you know Yeah Exactly The stock ex stock
exchange takes over Yeah You guys this has been so much fun Thank you Thanks
for letting me poke a little bit deeper and ask you some weird and random questions and have a little fun with
this conversation Yeah we could go down a rabbit hole of a lot of stuff Oh my gosh Yes indeed We could probably have
just like Jason predicted a few more hours Yeah Yeah Yeah Um Yeah I think we
should land the plane there Tell us a little bit about how people can learn about you guys uh website all that all
that good stuff Yeah Um actually we're in the process of revamping our website so that's not that's going to be fun and new Uh but domain is newness
partners.com Nu npartners.com Um if you are a phone
person and you really want to call uh 719223-9566 but website's probably best
Great Yeah And you got some amazing social media content Yeah there's we've been doing a lot more um a lot more to
share our story of who we are and what we do you know cuz we're like "Oh we're healthcare stuff and we do what we do is
fun and exciting but it doesn't really tell the story." Um and so yeah uh it
actually is and when you work in the space that we do but yeah the social media has been great So I want to ask
just one quick followup as we land this plane though is we kind of addressed this earlier Who's the right person to
call you like what's that ideal client like who do you want actually giving you a call yeah I mean we specialize in
working with small to mid-size businesses that are locally owned Um people that have looked to offer benefits in the past and they just found
it was unaffordable Um or people that are like I'm not going to find one solution that fits my team You know uh
the people that have dealt with a major medical event that paid for a lot of stuff um out of pocket they're ideal
clients for us because they're really excited when we can show them there's a different way Um so we look for the
people that are kind of disgruntled with the system Yeah um or are just looking for an alternative like how can I bring true
value to my team for something that they'll actually use Um and those are the people that you know we want We
don't want the people that are you know I mean we will take them but the over 50 employers right that are providing
benefits because they have to Y we want the local guy that is providing benefits because they want to Cool Awesome Love
it Okay We can land the plane there Okay Well thank you everybody for joining us on this episode of Show Me Yours with
Brandy and Leo Nunees from myself and Jason Thank you very much and we look
forward to talking with you about your biggest mistake in business
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