WEBVTT 1 00:00:00.200 --> 00:00:03.799 Welcome to CEOs. You should know I'm Adam West and with me is Brian 2 00:00:03.839 --> 00:00:08.759 Slipca True North and True North Family of Companies the CEO. Right, yeah, 3 00:00:08.960 --> 00:00:11.679 correct, thanks for being here today. Great to be here, Adam. 4 00:00:11.679 --> 00:00:14.519 We're gonna talking a little bit about True North. What are the True 5 00:00:14.519 --> 00:00:19.160 North Family of companies. Well, True North is really a collection of twenty 6 00:00:19.199 --> 00:00:23.800 plus businesses across multiple industries and sectors. We really have five work streams. 7 00:00:23.839 --> 00:00:27.239 We got the m and A workstream which most of the folks in the Minneapolis 8 00:00:27.239 --> 00:00:31.399 marketplace, no, no, pretty well, that's the Sunbelt Business Advisors and 9 00:00:31.440 --> 00:00:35.479 True North Mergers and acquisitions. And then you have the transportation workstream, where 10 00:00:35.520 --> 00:00:41.320 of eight transportation and logistics companies all around the Upper Midwest that makeup to Senka 11 00:00:41.399 --> 00:00:48.119 workstream. The family of private main streak businesses. Those are manufacturing, distribution, 12 00:00:49.240 --> 00:00:53.840 and quite a few other types of businesses that's been fun. Those are 13 00:00:53.840 --> 00:00:57.439 the heartbeat of America kind of companies. Then you have the True North Sports 14 00:00:57.600 --> 00:01:02.479 which is which is my Sioux Falls Cans as well as Pillbox Pillbox bat company 15 00:01:02.520 --> 00:01:07.079 out of Winona, Minnesota that MLB licensed bats that are pretty pretty cool. 16 00:01:07.480 --> 00:01:10.519 And then the last, the last work stream is on our Capital, so 17 00:01:10.599 --> 00:01:15.560 capital finance, where specialty finance provider across the entire country. I came my 18 00:01:15.640 --> 00:01:19.760 backgrounds. I came from tcf UH and have that capital finance background and brought 19 00:01:19.760 --> 00:01:23.719 that over to on our Capital. Launched on our Capital three years ago and 20 00:01:23.719 --> 00:01:26.519 now we're one of the fastest growing capital finance companies in the US. Well, 21 00:01:26.560 --> 00:01:30.280 diversified, a lot of tentacles, Yeah, a lot of fun, 22 00:01:30.480 --> 00:01:34.319 a lot of great people, a lot of great UH partners and leaders within 23 00:01:34.359 --> 00:01:38.640 the businesses, and it's just been a it's just been a blessing all the 24 00:01:38.680 --> 00:01:40.920 way through. Yeah, networking must be a piece of cake for you. 25 00:01:41.000 --> 00:01:44.480 It's just people, tons of people out there. Yeah, well there are 26 00:01:44.519 --> 00:01:47.959 there's not usually many folks I talked to where there there's not some sort of 27 00:01:47.959 --> 00:01:52.599 connection or some sort of interruptability or activation that we can make together. So 28 00:01:52.799 --> 00:01:55.519 it's it's it's it's been a lot of fun of the last handful of years. 29 00:01:55.640 --> 00:01:57.560 So what led you to where you currently are? The you know, 30 00:01:57.680 --> 00:02:01.920 the CEO of True North and all these all these different companies are all these 31 00:02:01.920 --> 00:02:05.560 different things that you do. Well, you know, just like a lot 32 00:02:05.560 --> 00:02:07.760 of people have in life, they go through they go through life, and 33 00:02:07.799 --> 00:02:09.159 they're like, hey, what what am I chasing? Right? And And 34 00:02:09.240 --> 00:02:13.840 one of the things that I started to realize when I was climbing the corporate 35 00:02:13.919 --> 00:02:17.479 ladder and and and being in different parts of the country, traveling all around, 36 00:02:17.919 --> 00:02:21.319 was, you know, this question kept kept coming up. What am 37 00:02:21.319 --> 00:02:24.840 I chasing? And what really filled my cup or gave me energy was the 38 00:02:24.879 --> 00:02:28.240 more I helped people, the more I stirred people, and the more I 39 00:02:28.280 --> 00:02:30.919 helped people grow and realize their dreams, the more fulfilled I was. So 40 00:02:31.159 --> 00:02:35.879 what started to emerge through my career in my thirties, Um, you know, 41 00:02:35.919 --> 00:02:38.479 I'm in my mid forties. So what started to emerge in my thirties 42 00:02:38.560 --> 00:02:42.840 was this notion like, how do I put myself in a position I'd always 43 00:02:42.840 --> 00:02:46.120 been fairly entrepreneurial, but I was in a corporate realm, and how do 44 00:02:46.159 --> 00:02:50.360 I how do I transition into a more entrepreneurial setting where I can help fulfill 45 00:02:50.439 --> 00:02:53.080 that? Right? You know, I'm more fulfilled, but then I can 46 00:02:53.120 --> 00:02:55.560 help other people a lot too. So really, our collection of companies really 47 00:02:55.800 --> 00:03:01.439 helps business owners, helps business leaders in multiple ways. And it's I tell, 48 00:03:01.560 --> 00:03:04.759 I tell folks all the time. I don't ever feel like I'm working. 49 00:03:04.800 --> 00:03:07.599 I mean this, I worked, right, I quote unquote work. 50 00:03:07.680 --> 00:03:10.240 I'm a lot, but I don't feel like I'm working. It's it's a 51 00:03:10.240 --> 00:03:14.719 freedom based model. Every day. Which one was your first with? Which 52 00:03:14.719 --> 00:03:17.960 of those areas was your first? Wouldn't? Well? You know the quick 53 00:03:19.000 --> 00:03:22.840 story is my my dad again, what are you chasing in life? Yeah? 54 00:03:23.240 --> 00:03:25.680 My father, My father asked me on his deathbed. He died of 55 00:03:25.719 --> 00:03:29.520 cancer about ten years ago. He asked me that question, Brian, what 56 00:03:29.599 --> 00:03:31.599 are you chasing? You're traveling all around the country, You're doing you're doing 57 00:03:31.639 --> 00:03:36.439 well financially, professionally and all that stuff, But you know, what are 58 00:03:36.439 --> 00:03:38.960 you chasing in life? Because I was kind of complaining to him about you 59 00:03:38.000 --> 00:03:43.280 know, corporate America and all that and and uh, and he said, 60 00:03:43.319 --> 00:03:45.879 why don't you go after these? When I say go after like, go 61 00:03:45.919 --> 00:03:50.479 acquire or go work with or invest in these heartbeat of America businesses where the 62 00:03:50.520 --> 00:03:53.159 people just work hard, they grind, they toil every day, they don't 63 00:03:53.159 --> 00:03:57.159 complain a whole heck of a lot, and they just work hard. And 64 00:03:57.199 --> 00:04:00.599 that resonated with me. So after his passing, that's That's when I really 65 00:04:00.639 --> 00:04:03.360 got going with the True North vision. And the first company was a manufacturing 66 00:04:03.400 --> 00:04:06.400 company up in Anoka, still owing it to this day, still part of 67 00:04:06.439 --> 00:04:11.000 it to this day. And then moved into a transportation business, and then 68 00:04:11.000 --> 00:04:15.080 moved into some other businesses and handful of businesses. Still had a day day 69 00:04:15.159 --> 00:04:17.519 job, a corporate job, and then finally moved into, um, this 70 00:04:17.639 --> 00:04:21.639 is a full time pursuit about five years ago. Are you guy that makes 71 00:04:23.160 --> 00:04:26.319 quick decisions? Because I think about the things, the very little few things 72 00:04:26.319 --> 00:04:28.600 that I've involved with takes a while to kind of noodle it over, and 73 00:04:28.600 --> 00:04:30.800 I've imagine you have to think really quickly on your feet. I'm a calculated 74 00:04:30.879 --> 00:04:34.040 risk person, but then but then I'm a ready, aim, fire kind 75 00:04:34.040 --> 00:04:38.399 of guy. Yeah, looks good, feels good. You know, um, 76 00:04:38.439 --> 00:04:41.519 you know it checks enough of the boxes, let's go. Yeah, 77 00:04:41.560 --> 00:04:45.480 I got that feeling. How have you seen your business or these businesses, 78 00:04:45.560 --> 00:04:48.079 these different parts of the business change over the last five years. Well, 79 00:04:48.360 --> 00:04:51.680 there's been a dramatic shift. I mean you think think about what's happened in 80 00:04:51.720 --> 00:04:55.920 the last five years. I mean it isn't an amazing you. You had 81 00:04:55.959 --> 00:05:00.639 this ecoignment that was going pretty gangbusters, and then COVID brings it to a 82 00:05:00.680 --> 00:05:06.399 grinding home and then business as we know it has been redefined and people have 83 00:05:06.480 --> 00:05:11.759 had to regrip, reposition, start over. Um. It's just a little 84 00:05:11.759 --> 00:05:15.720 bit of everything and all the issues that that the pandemic created in the wake, 85 00:05:15.879 --> 00:05:18.759 you know, wake of it and um and so it's things have changed 86 00:05:18.800 --> 00:05:23.839 dramatically. I think the small business uh that that you know and the family 87 00:05:23.879 --> 00:05:28.959 of companies I represent and lead have a unique opportunity to to help really help 88 00:05:28.959 --> 00:05:30.600 our lead our country. You know, I tell people this all the time, 89 00:05:30.639 --> 00:05:34.279 but the heartbeat of America, the small business drives almost half of the 90 00:05:34.319 --> 00:05:41.480 GDP, and yet it's it's oftentimes neglected in the in the overall conversation at 91 00:05:41.480 --> 00:05:44.600 the national level, right And so I think, you know, bringing more 92 00:05:44.600 --> 00:05:47.839 awareness to that even in the twin cities around around the heartbeat of America and 93 00:05:47.920 --> 00:05:51.720 how we really drive the US economy, that that that's what gets me excited. 94 00:05:51.759 --> 00:05:55.920 So when you think about the last five years, I think that notion 95 00:05:55.959 --> 00:06:00.639 and that concept has really started to be elevated and people are starting take notice 96 00:06:00.639 --> 00:06:04.279 of that small business really has a chance to help lead our country. Speaking 97 00:06:04.319 --> 00:06:08.160 of small business and you talk about mergers and acquisitions, and I know I've 98 00:06:08.199 --> 00:06:11.319 I've done some work for Sunbelt talking about you know, when people are ready 99 00:06:11.480 --> 00:06:13.759 to exit. Tell me a little bit about that, because it is a 100 00:06:13.759 --> 00:06:15.879 lot of small business owners that's their pride and enjoy. How do you work 101 00:06:15.920 --> 00:06:18.879 through some of the emotional parts of that. Yeah, I mean the m 102 00:06:18.920 --> 00:06:23.040 and a part of our family of companies is really where I spend a lot 103 00:06:23.040 --> 00:06:26.519 of my time and a lot of a lot of the general public knows knows 104 00:06:26.600 --> 00:06:29.759 us the best, and that's the Sunbelt Business Advisors as as you mentioned. 105 00:06:30.040 --> 00:06:34.160 And really there's this tsunami of boomers, baby boomers that are transitioning their life's 106 00:06:34.160 --> 00:06:36.879 work. And so when you ask that question, it's, you know, 107 00:06:38.120 --> 00:06:43.519 there's this huge opportunity for us to come alongside through our our collaborative approach and 108 00:06:43.720 --> 00:06:47.839 really help these folks transition their life's work in a meaningful and thoughtful and empathetic 109 00:06:47.879 --> 00:06:54.000 way. And and there really hasn't been that thought partner, thought leader that 110 00:06:54.040 --> 00:06:56.920 they've had to lean on over all these years. I mean a lot of 111 00:06:56.920 --> 00:07:00.399 these boomers were trying to retire before there was in two thousand and eight and 112 00:07:00.480 --> 00:07:03.079 nine, and yet then the recession hit and they're like, you know what, 113 00:07:03.079 --> 00:07:05.360 We're just going to hang on for a few more years. Well now 114 00:07:05.399 --> 00:07:10.600 fifteen years later they're saying, Hey, I need to retire. I'm in 115 00:07:10.639 --> 00:07:15.160 my seventies or whatever the case may be. And I think they just need 116 00:07:15.199 --> 00:07:17.279 to come alongside folks that they trust, and that's that's where we that's where 117 00:07:17.319 --> 00:07:20.000 we really help guide them through the process. And I think there's a huge 118 00:07:20.000 --> 00:07:26.120 opportunity for us to do that in a greater extent the next few years. 119 00:07:26.160 --> 00:07:29.040 I'm guessing you see some of these companies, maybe they were thinking about retiring 120 00:07:29.079 --> 00:07:30.959 five years ago or kind of wining, trying to wind things down, and 121 00:07:31.000 --> 00:07:33.639 then COVID happened, and some of them are more successful maybe now than they 122 00:07:33.680 --> 00:07:38.360 were before for sure for sure. And so when you when you had the 123 00:07:38.360 --> 00:07:41.519 conversation with them, is hey, what do you want? You almost got 124 00:07:41.519 --> 00:07:46.639 to separate the financial decision from the human decision, Because the financial decision you're 125 00:07:46.680 --> 00:07:50.639 gonna always be able to justify ways as a business owner to hold the business 126 00:07:50.680 --> 00:07:55.240 a hit another handful of years, especially successful ones why because they're making money, 127 00:07:55.439 --> 00:07:59.720 So so to part with that is parting with a profit machine right or 128 00:08:00.079 --> 00:08:01.920 flow machine correct. On the other hand, it's like I want to spend 129 00:08:01.920 --> 00:08:05.600 time with my grandkids. I've had some health problems, or I'm going through 130 00:08:05.600 --> 00:08:07.600 a life change, or I'm just getting older and I'm as I'm not as 131 00:08:07.680 --> 00:08:11.360 hungry as I used to be, or frankly, my business is making a 132 00:08:11.439 --> 00:08:13.959 lot of money, but it's been stuck in neutral for the last ten years. 133 00:08:15.000 --> 00:08:16.959 And what it needs is a young you know, young young professional to 134 00:08:18.040 --> 00:08:22.279 come in and really really invest time, energy and effort and passion that I've 135 00:08:22.279 --> 00:08:24.319 sort of lost over the last ten twenty years. Like those are the types 136 00:08:24.319 --> 00:08:30.079 of conversations we're having to really help them, come alongside them and separate those 137 00:08:30.079 --> 00:08:35.480 decisions. Uh. And what we ultimately will find is it's actually financial is 138 00:08:35.480 --> 00:08:37.799 important, Like they need to they need to get a fair price and a 139 00:08:37.840 --> 00:08:41.960 top dollar price. And frankly, some belts, no one's better than some 140 00:08:41.000 --> 00:08:46.480 belt are helping helping our clients get that top price. However, it's really 141 00:08:46.559 --> 00:08:52.000 understand their human reasons for selling, because the human reasons really drive deal structures 142 00:08:52.080 --> 00:08:56.759 or really drive m you know who who who the buyer is those types of 143 00:08:56.759 --> 00:09:00.399 things, because so often to these sellers, you know, they they care 144 00:09:00.399 --> 00:09:03.200 about their their employees and some of them maybe you still are a part of 145 00:09:03.200 --> 00:09:07.120 it later and I'm assuming yep. And now there's new regulations coming through with 146 00:09:07.159 --> 00:09:13.840 the SBA effective August first of this year, where there's going to be the 147 00:09:13.879 --> 00:09:18.600 ability for the SBA to finance partial, partial transitions and just different different structures 148 00:09:18.639 --> 00:09:22.879 that make it a lot more creative, which I believe will be a huge 149 00:09:22.960 --> 00:09:28.720 online for sellers to really start to transition their life's work more intentionally and quicker. 150 00:09:28.159 --> 00:09:31.519 So huge opportunity there. We talked a little bit about the last five 151 00:09:31.600 --> 00:09:35.360 years and kind of talking about what you you know, how that all works. 152 00:09:35.399 --> 00:09:37.679 Now, how about the next five years. You know, I think 153 00:09:37.679 --> 00:09:41.960 the next five years are going to be us executing on what we just spoke 154 00:09:41.000 --> 00:09:45.480 about. We're really helping these business owners transition their life's work. I think 155 00:09:45.600 --> 00:09:50.440 the Trune North Holding Company will participate in that as a buyer in some strategic 156 00:09:50.480 --> 00:09:54.279 cases, but generally speaking, it's really helping come alongside those owners and being 157 00:09:54.279 --> 00:10:01.159 opportunistic to really really highlight the power of the Upper mid West work ethic, 158 00:10:01.399 --> 00:10:05.879 to highlight the the the the ability of the small business to really drive the 159 00:10:05.879 --> 00:10:11.240 the economy in a greater way. And I think the more that our country 160 00:10:11.240 --> 00:10:16.759 and nation and local leaders and all that stuff starts to start to realize and 161 00:10:16.840 --> 00:10:22.000 see how much value the small business drives the economy, it's again there's that's 162 00:10:22.000 --> 00:10:26.320 another onlock. That's a huge onlock and a competitive advantage for the Upper Midwest. 163 00:10:26.840 --> 00:10:28.600 I like when you see I mean, I'm from the Upper Midwest. 164 00:10:28.600 --> 00:10:31.840 I'm from here, from the Twin Cities. I mean, is that a 165 00:10:31.840 --> 00:10:35.120 noticeable difference among people in the industry, Like that whole work ethic thing, 166 00:10:35.240 --> 00:10:37.200 is it or is it just something we make up? You know? I 167 00:10:37.480 --> 00:10:41.120 think no, it's definitely. There's definitely an element of truth to the to 168 00:10:41.320 --> 00:10:43.600 the the heartland, right and and I say highlands, the Upper Midwest, 169 00:10:43.639 --> 00:10:46.000 all the way down down to you know, down to Texas. I mean, 170 00:10:46.000 --> 00:10:50.320 you get that heartland of the US that a really strong work ethic. 171 00:10:50.360 --> 00:10:54.919 I'm not and I'm not trying to to to say anything less about the coasts, 172 00:10:54.120 --> 00:10:58.200 but but there's a uniqueness about us in the heartland. And and I 173 00:10:58.240 --> 00:11:01.679 think that we out of raising our b raising our hands saying hey, like 174 00:11:01.720 --> 00:11:03.120 we're here to we're here to help. We're here to take on more responsibi. 175 00:11:03.200 --> 00:11:09.559 It's a huge opportunity for economic boon in the US, and so from 176 00:11:09.559 --> 00:11:13.279 an overall national perspective, I just think we have a huge opportunity. We're 177 00:11:13.320 --> 00:11:16.440 talking to Brian Slipke, the CEO of True North and the True North family 178 00:11:16.440 --> 00:11:18.200 of companies. So I, um, maybe I should have asked this first. 179 00:11:18.279 --> 00:11:20.799 I asked about the next five years, But how about the next year? 180 00:11:20.840 --> 00:11:24.519 Because things are changing super fast, oh boy. I mean, even 181 00:11:24.919 --> 00:11:31.799 the way the market has changed with interest rates, the inverted yield curve for 182 00:11:31.879 --> 00:11:35.720 banks, which changes the financial sector dramatically. I mean, I just came 183 00:11:35.720 --> 00:11:39.240 from a meeting this morning with a with a leader of a of a community 184 00:11:39.240 --> 00:11:43.159 bank, multibillion dollar community bank where where they're you know, they're short term, 185 00:11:43.639 --> 00:11:46.679 their short term bar and is more expensive than long term borrowing. I 186 00:11:46.720 --> 00:11:50.799 mean, that doesn't make any sense in the global economic realm. But but 187 00:11:50.919 --> 00:11:54.519 it but you know, eventually it'll correct itself, right, but how long? 188 00:11:54.639 --> 00:11:58.039 And in the meantime, what does that mean for the consumer? What 189 00:11:58.080 --> 00:12:01.679 does that mean for the business owner? What does that mean for the borrow 190 00:12:01.759 --> 00:12:03.080 or what does that mean for the lender? I mean, like the like 191 00:12:03.200 --> 00:12:05.039 the banks, I mean, the banks are gonna have to hold on, 192 00:12:05.480 --> 00:12:09.320 you know, because the inverty yelker is going to create a margin compression that 193 00:12:09.360 --> 00:12:13.960 will last. And So from a from the layman's terms perspective, does that 194 00:12:13.000 --> 00:12:16.000 mean for those who are listening, Well, it means that, like there's 195 00:12:16.000 --> 00:12:22.639 gonna be more of a ill liquidity, an icing up of access to capital 196 00:12:22.720 --> 00:12:26.320 over the next year or two, so specifically the next year. So what 197 00:12:26.360 --> 00:12:30.440 I've been telling everybody, there's a flight to quality going on. And so 198 00:12:30.480 --> 00:12:33.840 what does flight to quality mean? Will flight to quality means that there's like 199 00:12:33.000 --> 00:12:37.039 the business buyers, for example, who have capital, who have cash, 200 00:12:37.080 --> 00:12:39.919 are going to be in in a great, great advantage over the ones that 201 00:12:39.919 --> 00:12:45.720 are traditionally using leverage to borrow. Right, flight to quality means means that 202 00:12:45.720 --> 00:12:50.360 that people are gonna start making choices that are less about cheap money or like 203 00:12:50.360 --> 00:12:52.919 like hey, I got a really hot interest rate on this deal or whatever 204 00:12:52.960 --> 00:12:56.000 I'm doing, and they're gonna go after smart money. Flight to quality. 205 00:12:56.159 --> 00:12:58.399 Smart money was smart money. I mean, I mean it might mean I 206 00:12:58.519 --> 00:13:03.960 pay more or for the cost of capital. However it's more flexible, it's 207 00:13:03.000 --> 00:13:07.679 more the terms are better you know that sort of thing, And that's that's 208 00:13:07.679 --> 00:13:09.759 what you're gonna see a lot of You've already started to see it, but 209 00:13:09.759 --> 00:13:13.000 you're gonna see a lot more of that trickle down and ripple down to the 210 00:13:13.039 --> 00:13:16.679 consumer. What would be an example of leverage if you don't go to the 211 00:13:16.720 --> 00:13:20.799 capital route, if you the leverage part of it. Well, so, 212 00:13:20.879 --> 00:13:24.039 I mean from a leverage perspective when I'm talking about is like when you're borrow. 213 00:13:24.080 --> 00:13:28.120 When you're borrowing, you're using leverage to create purchasing power. So like 214 00:13:28.159 --> 00:13:31.559 when you when you I'll just again try to try to make it makes sense 215 00:13:31.600 --> 00:13:35.759 for the consumer. Right, So, if you're buying a house, Okay, 216 00:13:35.879 --> 00:13:39.919 you're going to pay more higher interest rate based on where the market is 217 00:13:41.000 --> 00:13:45.840 right now, Right, However, could could there be a solution that provides 218 00:13:46.120 --> 00:13:50.039 a better better terms to still help you on the cash flow side of it? 219 00:13:50.120 --> 00:13:52.639 Right? That's that's what I'm telling you. That's more smart money. 220 00:13:52.720 --> 00:13:54.879 Right. You're you're gonna pay for it later. Don't get me wrong. 221 00:13:54.919 --> 00:13:56.960 It's not like you still have to pay for it later, but there's gonna 222 00:13:56.960 --> 00:14:01.799 have to be um things emerge that help help the the You know, all 223 00:14:01.840 --> 00:14:05.840 of us, uh create that, you know, continue to have that velocity 224 00:14:05.919 --> 00:14:11.000 of of flow happen. You read a lot, don't you. I read 225 00:14:11.039 --> 00:14:13.799 a lot of Uh, I read a lot of like the Wall Street Journal. 226 00:14:13.879 --> 00:14:16.840 I read a lot of um, you know, uh current events type 227 00:14:16.840 --> 00:14:20.480 of things. Yeah. I read full books, but I do it through 228 00:14:20.480 --> 00:14:26.200 audible at about one point three one point four speed. But probably the most 229 00:14:26.200 --> 00:14:28.720 important is all you know, the financial stuff and like you said, current 230 00:14:28.720 --> 00:14:30.919 events and stuff like that. Yeah. Yeah, I mean I think I 231 00:14:30.919 --> 00:14:33.919 think if our if, if our um, if the general population could educate 232 00:14:33.960 --> 00:14:37.559 themselves more on some of the current events and the and and how how money 233 00:14:37.600 --> 00:14:43.960 flow works and just just simple economics, I think I think our nation would 234 00:14:43.960 --> 00:14:46.440 be in a much better position moving forward. And frankly, this is a 235 00:14:46.559 --> 00:14:50.320 political stuff. This has nothing to do with politics. This is just more 236 00:14:50.480 --> 00:14:54.159 education. Um. This is just us, us being smarter um relative to 237 00:14:54.200 --> 00:14:58.799 the to the global environment. And I think I think we'd put ourselves in 238 00:14:58.840 --> 00:15:01.720 a really competitive advantage. You probably have a team you lean on a little 239 00:15:01.720 --> 00:15:03.720 bit for some of this. Absolutely, I mean I have a great team. 240 00:15:03.720 --> 00:15:05.960 I mean, you know, when I think about like sun Belt or 241 00:15:05.960 --> 00:15:11.519 trun Earth mergers and acquisitions. I think of Chris Jones, who's who's fairly 242 00:15:11.559 --> 00:15:13.879 well known in the community. He's a president of sun Belt and he's done 243 00:15:13.879 --> 00:15:18.120 a great job leading in that company company for many many years. We've done 244 00:15:18.120 --> 00:15:22.080 a really good job together as partners to really grow that business. When I 245 00:15:22.120 --> 00:15:24.279 think about some of the other lines of business, like Honor Capital Shay Houston, 246 00:15:24.559 --> 00:15:28.480 I got a great the holding company. I got a great administrative team 247 00:15:28.519 --> 00:15:31.879 that's that's led by very seasoned veterans, and so that helps me scale. 248 00:15:31.960 --> 00:15:37.960 So I can stay above the fray and really focus on strategic and directional goals 249 00:15:37.960 --> 00:15:41.960 and objectives and not get meyer down and a lot of the details right, 250 00:15:43.039 --> 00:15:45.840 And that's the only way you can scale. I mean, think about even 251 00:15:45.840 --> 00:15:48.000 in life, right, I mean, it's gonna be really hard to scale 252 00:15:48.080 --> 00:15:50.559 or take on more if you if you are doing more, right, So, 253 00:15:50.679 --> 00:15:56.159 how do you actually um, how do you actually produce more by doing 254 00:15:56.279 --> 00:16:00.200 less? And like what's your highest and best use. I'm a real big 255 00:16:00.200 --> 00:16:04.679 believer in culture and a real big believer in reducing displaced energy in life, 256 00:16:04.720 --> 00:16:08.000 right, So, like a lot of these contemplations, as being a CEO 257 00:16:08.240 --> 00:16:14.360 is is managing like life skills like that. Yeah, frankly more than like 258 00:16:14.399 --> 00:16:18.200 the business side. Interesting. Yeah, so it's yeah, you do have 259 00:16:18.200 --> 00:16:22.039 to be the human as well at the end of the day. You can't 260 00:16:22.080 --> 00:16:26.720 just be focused on the margins and and all that stuff. Yeah for sure. 261 00:16:26.759 --> 00:16:30.000 I mean and culture, the culture. We have culture creeds a lot 262 00:16:30.000 --> 00:16:33.120 of our companies just so we all kind of agree to, hey, this 263 00:16:33.200 --> 00:16:34.720 is what we're chasing. Ready break, I mean some belt for example. 264 00:16:34.759 --> 00:16:37.840 I love talking about some belt because some belt we have a culture creed that's 265 00:16:37.879 --> 00:16:44.279 so real. It's it's it's it's really built around helping people and successful follow 266 00:16:44.360 --> 00:16:47.840 So if you really take a mindset where you walk in the office every day 267 00:16:47.879 --> 00:16:52.720 where you're you're committed to helping people, so you aren't thinking about yourself. 268 00:16:52.879 --> 00:16:56.000 In fact, your steam of yourself, you don't think less of yourself, 269 00:16:56.039 --> 00:17:00.000 like your steam is really high, but you just your thoughts aren't on yourself. 270 00:17:02.120 --> 00:17:07.359 Think about how transcendent that is to really helping people into advance productivity and 271 00:17:07.359 --> 00:17:11.880 and and and helping people achieve their goals and dreams. And so that's one 272 00:17:11.880 --> 00:17:14.680 of the reasons why some belts you know, tripled, you know, production 273 00:17:14.720 --> 00:17:18.359 over the last you know a handful of years is because like people are realizing 274 00:17:18.359 --> 00:17:22.519 that, people are seeing that where our heart is is to really help people 275 00:17:22.000 --> 00:17:26.240 and and and it's crazy how success success follows. How do you cultivate that 276 00:17:26.359 --> 00:17:30.640 culture? Can you can you intentionally make it happen or does it just have 277 00:17:30.720 --> 00:17:33.599 to sort of come about organically? Wouldn't do you do anything special? Well, 278 00:17:33.640 --> 00:17:37.480 we have a chief culture office for Ben Utech, former former Super Bowl 279 00:17:37.599 --> 00:17:40.759 champions for the Yeah, so Ben, Ben's Ben's been a great part of 280 00:17:40.799 --> 00:17:44.480 that. UM. But but Ben always talks about and I do as well, 281 00:17:44.640 --> 00:17:48.759 talking about how hey, culture is either by design or default. So 282 00:17:48.799 --> 00:17:52.799 I'd rather have it be by design. So we're very intentional about having a 283 00:17:52.839 --> 00:17:56.799 culture where we're UM, where we're talking about servant leadership over and over and 284 00:17:56.880 --> 00:18:00.279 over, and we check our we check our ego at the door, we 285 00:18:00.400 --> 00:18:04.160 check our um, you know, our our self our self ambition at the 286 00:18:04.200 --> 00:18:10.440 door to help others and and really continuing to focus on that every day. 287 00:18:10.920 --> 00:18:15.640 UM. It's again it's head transcendent sort of results primarily for for the folks 288 00:18:15.680 --> 00:18:18.480 that we serve, and and that's that's what it's all about. So there's 289 00:18:18.519 --> 00:18:22.759 really no way to answer that other than just it's very intentional, you know, 290 00:18:22.759 --> 00:18:26.559 it's by design. And over time, you know, folks that really 291 00:18:26.599 --> 00:18:30.759 subscribe to that mantra and that mindset will rise and do really really well. 292 00:18:30.799 --> 00:18:36.279 Those that don't will dissipate, and eventually we'll work themselves out of the organization 293 00:18:36.400 --> 00:18:38.839 or just won't be uh, they won't realize their potential, but they'll be. 294 00:18:38.880 --> 00:18:44.359 They'll they'll be frankly just outpaced by by those that do. You do 295 00:18:44.400 --> 00:18:47.200 some fun stuff in there though, too, I mean you know, oh 296 00:18:47.279 --> 00:18:48.000 yeah, I mean, I mean, I mean for sure, I mean, 297 00:18:48.359 --> 00:18:51.960 uh, just just on a personal front, you know, like we 298 00:18:52.079 --> 00:18:53.119 uh, you know, one of the one of the one of the assets 299 00:18:53.160 --> 00:18:56.799 that's part of the holding company is the Sue Falls Canaries, the base minor 300 00:18:56.839 --> 00:19:00.000 league baseball team, um and some of the other things that we do. 301 00:19:00.160 --> 00:19:03.319 So whether we have events like at a baseball game, we're big, we're 302 00:19:03.319 --> 00:19:06.799 big believers and shared experiences. You know, you've build in a relationship through 303 00:19:06.839 --> 00:19:10.000 shared experiences. So think about that, you know, So what does that 304 00:19:10.000 --> 00:19:12.440 mean in the business world? While like we're during the pandemic, when everybody's 305 00:19:12.440 --> 00:19:15.519 working from home and keeping their distance, think about it. You aren't having 306 00:19:15.559 --> 00:19:19.599 shared experiences. You are at through zoom. So if you already had had 307 00:19:19.599 --> 00:19:25.160 a relationship, zoom and teams and all those, you know, those are 308 00:19:25.200 --> 00:19:30.039 just fine. That that perpetuated relationships, but you weren't able to build relationships. 309 00:19:30.400 --> 00:19:33.720 So what we were intentional around during the pandemic to the extent we were 310 00:19:33.759 --> 00:19:38.319 allowed and we're able to. We still maintained a lot of community during the 311 00:19:38.359 --> 00:19:42.839 pandemic, face to face, and I think that separated us. That allowed 312 00:19:42.880 --> 00:19:47.319 us to build a relationship. And uh, we continue to focus on that 313 00:19:47.359 --> 00:19:49.160 too. So yeah, we have like we've finished out our we readed our 314 00:19:49.200 --> 00:19:52.240 office at some belt a few years ago. We put a putting green at 315 00:19:52.079 --> 00:19:56.000 at our at our balcony. Why because shared experiences. You know, when 316 00:19:56.000 --> 00:19:59.200 you bring a client, let's go put and talk for a little bit. 317 00:19:59.240 --> 00:20:03.839 That's a shared experience, right, Let's go have a cocktails and conversations at 318 00:20:03.839 --> 00:20:07.000 the office, which we have a handful of times throughout the year, but 319 00:20:07.480 --> 00:20:11.480 formally, but then informally we probably have it two or three times a week. 320 00:20:11.200 --> 00:20:15.480 I mean, that's like those shared experiences are real and this this isn't 321 00:20:15.559 --> 00:20:18.039 anything new for a lot of business owners. Or business leaders. But what 322 00:20:18.119 --> 00:20:23.759 I think what is different is the focused intentionality to do it and UM and 323 00:20:23.799 --> 00:20:27.759 that that that that again allow us for us to have transcendent sort of success 324 00:20:27.759 --> 00:20:32.519 and impact. So that's what makes your company is a great place to work. 325 00:20:32.640 --> 00:20:34.279 And yeah, yeah for sure, I mean, I mean, I 326 00:20:34.359 --> 00:20:37.920 just a great place to work. Some Belt has been honored in the last 327 00:20:37.960 --> 00:20:41.039 handful of years again to as one of the best places to work in the 328 00:20:41.039 --> 00:20:45.440 Twin Cities. I mean, that's why we focus on shared experiences. Uh, 329 00:20:45.559 --> 00:20:49.759 we're gonna we're gonna recognize as as the largest and most successful by the 330 00:20:49.799 --> 00:20:53.960 International Business Broker Association, Uh, the most successful office in the US. 331 00:20:55.319 --> 00:20:59.319 And and that's by number of transactions. And again that's not by accident, 332 00:20:59.359 --> 00:21:03.680 that's by design, right, that's been are very intentional by by thinking less 333 00:21:03.720 --> 00:21:07.640 of our you know, of selfish ambition and more on others and and that 334 00:21:07.759 --> 00:21:11.200 and that's UM, that's been a huge differentiator for us. How many people 335 00:21:11.240 --> 00:21:14.400 work for you, Well, it depending upon how you look at all the 336 00:21:14.400 --> 00:21:17.799 companies. But when you when you factor in people, um, whether it 337 00:21:17.880 --> 00:21:22.240 be UM just all the all the different companies, it's it's over a thousand. 338 00:21:22.279 --> 00:21:26.839 I mean across all the businesses UM and those those extend into different states 339 00:21:26.880 --> 00:21:30.799 and whatnot as well. But um, uh the sun Belt Truth M and 340 00:21:30.839 --> 00:21:34.440 A office has about sixty five professionals that are that are tied to the organization 341 00:21:34.960 --> 00:21:38.480 and uh and uh we're growing. So I mean that's that's been a fun, 342 00:21:38.599 --> 00:21:41.599 fun part to talk about. I think the at least the names sun 343 00:21:41.640 --> 00:21:45.119 Belt is known throughout the community, what the baseball team is as well, 344 00:21:45.119 --> 00:21:47.960 those tu falls can areas and um, probably all of them. How do 345 00:21:48.000 --> 00:21:49.519 you guys get out in the community? How are you? How are you 346 00:21:49.559 --> 00:21:53.359 known? Medling in the business world, but just by anybody out there? 347 00:21:53.440 --> 00:21:59.599 Yeah, I mean I think where where we've really started to uh garner attention 348 00:21:59.799 --> 00:22:06.559 is through our frankly philanthropy and UM focus on community, focused on giving, 349 00:22:06.759 --> 00:22:10.759 focus on giving back. Um. You know, I look at what we 350 00:22:10.880 --> 00:22:15.160 did from an impact perspective. We did an impact report for twenty twenty two 351 00:22:15.160 --> 00:22:18.359 across all the businesses. I mean I reflected on that impact report. What 352 00:22:18.799 --> 00:22:25.920 became abundantly clear is that that we're frankly probably almost too it can never be 353 00:22:25.960 --> 00:22:30.640 too generous, but but like we have such an intentionality around being generous that 354 00:22:30.640 --> 00:22:32.599 that you look up and you're like, wow, like we did a lot 355 00:22:32.599 --> 00:22:34.720 of good work. And so now it's it's almost getting to the point where 356 00:22:34.720 --> 00:22:41.359 we're being known more as like a philanthropic sort of arm in many circles and 357 00:22:41.759 --> 00:22:45.240 in areas than we are just being being business leaders. And and well that's 358 00:22:45.319 --> 00:22:49.319 right or wrong. I don't really care. I just I want our heart 359 00:22:49.359 --> 00:22:52.359 to I want our hearts and our intent to shine through. Like our our 360 00:22:52.359 --> 00:22:56.519 focus isn't on ourselves, it's not really helping others. That's great. Um, 361 00:22:56.519 --> 00:23:00.720 what's one piece of advice you've gotten from somewhere or you thought about you'd 362 00:23:00.720 --> 00:23:03.799 like to just you know, lay on somebody that would be helpful for anything 363 00:23:03.839 --> 00:23:07.000 could have been. You know when you're first starting this, you know, 364 00:23:07.039 --> 00:23:11.759 the time right after your dad passed or two right now? Yeah, that 365 00:23:11.759 --> 00:23:14.079 I went right to I went right to that when you ask the question, 366 00:23:14.519 --> 00:23:18.079 uh, that question, My dad asked, what, Brian, what are 367 00:23:18.079 --> 00:23:22.279 you chasing? Because think about every morning when you wake up as a human, 368 00:23:22.759 --> 00:23:26.920 we're all chasing something like we're all we're getting up to go to work. 369 00:23:26.920 --> 00:23:29.400 We're getting up to and why are we getting up to go to work? 370 00:23:29.440 --> 00:23:32.000 To provide for our families or you know, whatever the case may be. 371 00:23:32.160 --> 00:23:33.960 Or we love our job and we can't wait to you know, provide 372 00:23:34.440 --> 00:23:40.519 helful self fulfillment. So it's different for for all sorts of different people. 373 00:23:40.519 --> 00:23:45.240 But just to ask that question and to solemn lyns and really, um, 374 00:23:45.799 --> 00:23:51.240 just as you ask yourself that question, just what am I chasing? And 375 00:23:51.319 --> 00:23:55.960 just be self aware and be honest with yourself. I think that's probably the 376 00:23:56.000 --> 00:23:59.720 best advice I ever got. And and to be able to share that with 377 00:23:59.759 --> 00:24:04.319 other or is like and have them self reflect I think is critical and important 378 00:24:04.319 --> 00:24:11.400 for today's today's society, probably more than ever. And um, what else 379 00:24:11.400 --> 00:24:12.839 would you like to people to know about True North and the True North family 380 00:24:12.839 --> 00:24:17.720 of companies? You know, I just directionally speaking, you're going to see 381 00:24:17.839 --> 00:24:21.440 us, I believe, continuing to grow and be a prominent part of the 382 00:24:21.880 --> 00:24:27.480 community. I do believe that we we represent the heartbeat of America in so 383 00:24:27.519 --> 00:24:30.359 many different ways, whether it be the companies we run and operate, whether 384 00:24:30.400 --> 00:24:33.200 it be the M and A firms that we where we help people in that 385 00:24:33.400 --> 00:24:37.359 in that heartbeat area of the economy. Uh. And I think you're just 386 00:24:37.400 --> 00:24:41.119 going to continue to see us as advocates for for small business. You're going 387 00:24:41.160 --> 00:24:47.000 to continue to see us give back in the community in multiple ways, be 388 00:24:47.079 --> 00:24:51.440 more involved in things that provide fulfillment for folks, whether it be you know, 389 00:24:51.480 --> 00:24:52.799 like the world of sport, whether it be the world of uh, 390 00:24:52.920 --> 00:24:59.920 you know, advancing just different nonprofit pursuits and uh. And I look forward 391 00:24:59.960 --> 00:25:02.680 to meaning a lot of people in the community in the years to come. 392 00:25:02.720 --> 00:25:07.359 But but I think the one, the one overarching theme would be the question, 393 00:25:07.400 --> 00:25:08.240 you know what, what are we all chasing? Because if we can 394 00:25:08.240 --> 00:25:11.279 answer that, you know, the world's gonna be a better place? Are 395 00:25:11.279 --> 00:25:17.839 you guys hiring always? Always we're looking for quality, right yeah? Yeah, 396 00:25:17.880 --> 00:25:21.720 absolutely, And and and I um, that's one of the greatest stories 397 00:25:21.759 --> 00:25:26.279 I have coming to quote unquote work every day is being able to talk to 398 00:25:26.279 --> 00:25:29.039 people and seeing where we can help them let their light shine. And a 399 00:25:29.079 --> 00:25:32.200 lot of companies will will focus on, hey, we need to we need 400 00:25:32.200 --> 00:25:36.799 somebody for this role, for this task, for this specific purpose. And 401 00:25:36.920 --> 00:25:38.880 I really like that person, but can they do that role? We when 402 00:25:38.920 --> 00:25:45.079 we bring in people, we assess through through a multitude of of of systems 403 00:25:45.079 --> 00:25:48.359 and processes. We go through whether it be the interview process or some behavioral 404 00:25:48.039 --> 00:25:53.200 essential things we have them inventory, they take on themselves. How can we 405 00:25:53.279 --> 00:25:57.799 let their light shine? In fact, how can we bring out the best 406 00:25:57.799 --> 00:26:03.519 in them? I think that's a fundamental difference from like corporate versus small business. 407 00:26:03.640 --> 00:26:07.880 Right, So we're we're hiring the human. We're not hiring for the 408 00:26:08.000 --> 00:26:12.400 role. So that's that's now. It's never it's never exact, right. 409 00:26:12.400 --> 00:26:15.079 I mean, we still have to we have things we have to have done, 410 00:26:15.480 --> 00:26:19.559 but but by and large we're hiring you know, the human and how 411 00:26:19.599 --> 00:26:25.200 can we let their light shine more than we are hiring for like a specific 412 00:26:25.279 --> 00:26:29.559 task. So that's that's a difference. So we're doing a little preview before. 413 00:26:29.680 --> 00:26:32.400 Brian, you mentioned something about speed of trust. What exactly does that 414 00:26:32.480 --> 00:26:33.759 mean? You know, speed of trust is one of those things that we 415 00:26:33.799 --> 00:26:37.960 all encounter as as as human beings, as being in a relationship with others. 416 00:26:38.799 --> 00:26:41.640 And so a speed of trust, when you think about a competitive avantage 417 00:26:41.680 --> 00:26:48.079 in the marketplace, is if you have the foundational element of trust. You 418 00:26:48.119 --> 00:26:51.519 know, wow, how powerful is that? How and how critical it is 419 00:26:51.519 --> 00:26:56.200 to grow a business with people? Right, So at the turnour family companies, 420 00:26:56.240 --> 00:27:00.200 we really focus on establishing trust. In other words, we call the 421 00:27:00.200 --> 00:27:04.000 speed of trust. How are we at establishing trust, speed of trust as 422 00:27:04.079 --> 00:27:10.440 quickly and efficiently as possible, reducing displaced energy, establishing that foundational element of 423 00:27:10.480 --> 00:27:12.759 trust, because with trust you can do almost anything. And frankly, and 424 00:27:12.880 --> 00:27:15.599 you look at what we've done over the last three four years and how we've 425 00:27:15.599 --> 00:27:19.880 grown all these different businesses, it's because of the speed of trust we've been 426 00:27:19.920 --> 00:27:26.319 able to scale in a really efficient way without having a lot of displaced energy. 427 00:27:26.920 --> 00:27:32.319 So that's that's really so then the intentionality around focused on trust. How 428 00:27:32.359 --> 00:27:33.559 do you do that? You build in a relationship. How do you build 429 00:27:33.559 --> 00:27:37.680 a relationship through shared experiences? How do you create share experiences? You got 430 00:27:37.680 --> 00:27:41.000 to create a culture that's intentional. All of that is billion blocks to to 431 00:27:41.440 --> 00:27:45.240 do what we've been doing. Give me a quick example of displaced energy or 432 00:27:45.279 --> 00:27:49.480 is it just energy that's not really maximized? Displaced energy. Let's see when 433 00:27:49.519 --> 00:27:52.079 I when I get up, when I get up and look look for like 434 00:27:52.200 --> 00:27:56.480 that shoe, that a pair of shoes that I wanted to wear this morning, 435 00:27:56.519 --> 00:27:59.000 I can't find it. To me, that is displaced energy. So 436 00:27:59.160 --> 00:28:02.640 managin in the time. It wasted time. So think about in the workplace 437 00:28:02.799 --> 00:28:06.519 when you're fumbling around trying to be efficient with trying to solve some problem like 438 00:28:06.640 --> 00:28:08.440 you know, you can't find a file on your share drive, right or 439 00:28:08.519 --> 00:28:11.920 things like those are all displaced energy. So how what are we doing to 440 00:28:11.960 --> 00:28:15.839 be intentional about, you know, reducing displaced energy. Well, it's having 441 00:28:15.920 --> 00:28:21.240 systems and processes that are that are like a wire frame. Right. You 442 00:28:21.279 --> 00:28:26.559 guys remember Bob Ross. Yeah, so that all right, So I'm gonna 443 00:28:26.559 --> 00:28:29.000 get I'm gonna tell a story in Bob Ross. Okay, Bob Ross. 444 00:28:29.240 --> 00:28:32.599 When you would watch Bob Ross as I did as a kid, Bob Ross 445 00:28:32.599 --> 00:28:34.920 would be all soft and gentle, and he'd be he'd be he'd be just 446 00:28:34.960 --> 00:28:40.440 starting to paint and whatever and and and he'd it was crazy. I mean, 447 00:28:40.440 --> 00:28:44.319 he's an artist. But what you would realize through every episode of Bob 448 00:28:44.440 --> 00:28:48.720 Ross is that there was a system and there's a process to create his art. 449 00:28:48.720 --> 00:28:52.839 So that's the point, right, is you still need even if even 450 00:28:52.839 --> 00:28:56.359 if we're all artists, everything we do in life is art, right, 451 00:28:56.680 --> 00:29:00.920 but within that, there's systems and processes to make that aren't beautiful, to 452 00:29:00.000 --> 00:29:06.640 make us unique and so so that that extends into this whole concept of um 453 00:29:06.880 --> 00:29:08.880 of really ethering we're talking about to be able to scale and grow and all 454 00:29:08.880 --> 00:29:15.799 that and and to reduce displaced energy. Great analogy as far as some about 455 00:29:15.799 --> 00:29:18.960 business advisors. So when you you sit down with somebody, you're talking about, 456 00:29:18.319 --> 00:29:21.720 you know, what's going to happen with their company if they're exiting? 457 00:29:22.160 --> 00:29:26.359 What is sort of the what what's the biggest thing that business owners struggle with? 458 00:29:26.640 --> 00:29:30.240 The biggest thing they struggle with is is, uh, a couple things. 459 00:29:30.279 --> 00:29:33.279 But but they're they're kind of tied together this whole one more year, 460 00:29:33.400 --> 00:29:37.680 like if they're if they're running profitable businesses, just one more year, one 461 00:29:37.720 --> 00:29:38.880 more year, and they look up, it's been fifteen years and now there 462 00:29:38.880 --> 00:29:42.400 in their mid seventies. That's a problem, right, But part of that 463 00:29:42.640 --> 00:29:49.160 is closely tied to legacy, and they really care about their legacy and transitioning 464 00:29:49.240 --> 00:29:53.480 a business in a manner that doesn't impact their employees, doesn't impact the success 465 00:29:53.480 --> 00:29:57.279 of their you know, their business or their customers that they care deeply about. 466 00:29:57.599 --> 00:30:00.920 And so you know, we you try to take a position of stewardship. 467 00:30:02.039 --> 00:30:06.079 We're stewards we're stewards of their business, right so how can we as 468 00:30:06.119 --> 00:30:11.880 a as a as a transaction advisor UM as an intermediary help them transition this 469 00:30:11.880 --> 00:30:15.119 this legacy and be a steward of that to the next buyer and then also 470 00:30:15.240 --> 00:30:18.400 me as a buyer with some of the businesses we've acquired, you know, 471 00:30:18.599 --> 00:30:23.000 making sure we're that we focus on stewardship of their desires, like their their 472 00:30:23.039 --> 00:30:27.400 hopes and dreams for that company, for their legacy, for their employees, 473 00:30:27.440 --> 00:30:32.240 for their customers. Those are the those are the big things, all right. 474 00:30:32.279 --> 00:30:33.480 If you like what you hear right now and you're thinking, I've got 475 00:30:33.519 --> 00:30:37.480 a company that maybe you know, we want a sunset or you know, 476 00:30:37.839 --> 00:30:41.160 uh, move along, or maybe just want to know more about the True 477 00:30:41.200 --> 00:30:44.279 North family companies, how do people get a hold of you? Well, 478 00:30:44.319 --> 00:30:47.960 I mean you can definitely go to Sunbelt Midwest dot com. That's the Sunbelt 479 00:30:47.960 --> 00:30:52.079 website. If you're a business owner looking to transition your life's work TNMA dot 480 00:30:52.119 --> 00:30:56.240 com, True North Mergency Acquisitions dot com UM is another way to do it. 481 00:30:56.359 --> 00:31:00.319 Also, our Trunoorth Equity Partners is our kind of our holding company, 482 00:31:00.319 --> 00:31:03.960 and you'll be able to get in touch with us without any problem, all 483 00:31:04.039 --> 00:31:07.359 right, Brian Slipkat, CEO of True North and the True North family companies, 484 00:31:07.400 --> 00:31:11.359 thanks so much. Yeah, thanks having for having having me appreciate it.