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<v Johnnie Martinez>On today's episode of the Dig,
I am joined by Jeffrey Elliott,

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<v Johnnie Martinez>founder and CEO of Elevate Capital,
and I'll let him introduce himself and go

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<v Johnnie Martinez>into his background a bit.

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<v Jeffry Elliott>Thanks Johnny.

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<v Jeffry Elliott>Jeff Elliott here. Yeah.

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<v Jeffry Elliott>Founder and CEO of Elbex Capital.
You know,

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<v Jeffry Elliott>we are a independent finance company
focused on small business.

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<v Jeffry Elliott>All the way up to large corporations and
governments, local and federal.

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<v Jeffry Elliott>We are journalists in equipment finance
focused again on underserved markets, so.

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<v Jeffry Elliott>Most companies that are challenged these
days with banks pulling back in the

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<v Jeffry Elliott>market.

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<v Jeffry Elliott>Place and looking for equipment financing.

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<v Jeffry Elliott>Especially true lease financing.

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<v Jeffry Elliott>We're a good source of of funding for
that.

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<v Jeffry Elliott>You know our markets.

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<v Jeffry Elliott>Are.

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<v Jeffry Elliott>All different types,
a lot of underserved markets,

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<v Jeffry Elliott>energy markets, oil and gas, renewables,
agriculture, transportation industries,

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<v Jeffry Elliott>corporate aviation, marine rail.

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<v Jeffry Elliott>But generally anything a business or
government can use,

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<v Jeffry Elliott>we'll look at financing and we think
there's a big marketplace available right

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<v Jeffry Elliott>now.

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<v Jeffry Elliott>With.

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<v Jeffry Elliott>Different things going on in the economy
and the changes in in banking and focus

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<v Jeffry Elliott>on.

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<v Jeffry Elliott>Primary bank customers and lack of
transactional funding capabilities.

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<v Jeffry Elliott>Independents seem to be rising and and
we're hoping to really take advantage of

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<v Jeffry Elliott>that and and help our customers out.

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<v Jeffry Elliott>We're also very digitally focused.
So we're we're trying to implement the

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<v Jeffry Elliott>latest and greatest technologies to
create a more fast,

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<v Jeffry Elliott>flexible and transparent process.

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<v Jeffry Elliott>Enable transactions to happen digitally.

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<v Jeffry Elliott>Utilize artificial intelligence.

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<v Jeffry Elliott>Intelligence to to work with our
customers in in ways they want to be

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<v Jeffry Elliott>worked with.

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<v Jeffry Elliott>We also pick up the phone and talk to
people and go visit people just old

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<v Jeffry Elliott>school way.

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<v Jeffry Elliott>But we're utilizing technology where
customers want to utilize it and making

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<v Jeffry Elliott>the process better,
taking friction out of the equipment

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<v Jeffry Elliott>finance process.

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<v Jeffry Elliott>So those are some of the things that
we're focused on at at elevex.

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<v Johnnie Martinez>Actually no.

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<v Johnnie Martinez>That all sounds great,
and I that was one of the things I picked

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<v Johnnie Martinez>up when I was first reaching out is,
you know,

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<v Johnnie Martinez>beyond your experience in the industry as
well as the the innovation side of it,

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<v Johnnie Martinez>the technology side of it,
the things you guys are working.

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<v Johnnie Martinez>On to sort of bridge that work on that
gap,

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<v Johnnie Martinez>especially in today where we spent so
much of last year especially talking

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<v Johnnie Martinez>about artificial intelligence and what it
can be and what it can do.

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<v Johnnie Martinez>But translating into something usable for
the equipment finance industry.

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<v Johnnie Martinez>What has that process?

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<v Johnnie Martinez>Been like for you?

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<v Johnnie Martinez>You guys,
especially over these first few months as

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<v Johnnie Martinez>you've been getting going.

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<v Jeffry Elliott>Really exciting.

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<v Jeffry Elliott>We're we're not all the way where we want
to be yet,

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<v Jeffry Elliott>but we're we're implementing things,
you know.

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<v Jeffry Elliott>Like this meeting here?
I've I've probably got a a.

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<v Jeffry Elliott>A agent taking notes for me.

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<v Jeffry Elliott>So I can review the the call.

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<v Jeffry Elliott>We're implementing AI on our website.

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<v Jeffry Elliott>We get, you know, as a new business,
we're getting a lot of inbound inquiries,

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<v Jeffry Elliott>right.
And the AI agent will talk to the

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<v Jeffry Elliott>customers and and it's not out there yet,
but it will be out there soon to.

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<v Jeffry Elliott>Really. Get them.
Get more information for us to respond to

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<v Johnnie Martinez>Oh.

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<v Jeffry Elliott>them. Now we will call them back.

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<v Jeffry Elliott>It's not that you're gonna deal with a
computer,

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<v Jeffry Elliott>but you're you at least can get the right
information in to us so that we can start

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<v Jeffry Elliott>out way ahead of the game and get back to
you with what you're looking for and and

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<v Jeffry Elliott>who's the best person to.

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<v Jeffry Elliott>Talk to you. Right. Not, you know,
most people want.

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<v Jeffry Elliott>They see me out as the face of the
organization.

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<v Jeffry Elliott>Well,
it's hard for me to call every single

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<v Jeffry Elliott>person back if someone's got a specific
need.

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<v Jeffry Elliott>Need and then I called him back and then
I can bring the right person in to focus

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<v Jeffry Elliott>on it.

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<v Jeffry Elliott>AI can help me do that faster and I can
get back to you quicker with the right

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<v Jeffry Elliott>information.

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<v Jeffry Elliott>So those are those are kind of cool
things.

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<v Jeffry Elliott>We'll have AI agents doing sales for us
doing, you know, lead generation,

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<v Jeffry Elliott>doing problem solving,
analyzing documents,

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<v Johnnie Martinez>Yeah.

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<v Jeffry Elliott>comparing at least document against.

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<v Jeffry Elliott>A specific one for a customer versus our
base document.

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<v Jeffry Elliott>What are the differences?

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<v Jeffry Elliott>What was negotiated?

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<v Jeffry Elliott>Those types of things,
those things cost a lot.

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<v Johnnie Martinez>Mm hmm.

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<v Jeffry Elliott>When you hire lawyers to do it,
and AI can do it in a much more fast and

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<v Jeffry Elliott>low cost kind of way.

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<v Jeffry Elliott>So there's all kinds of different things
that we can do to speed up the process.

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<v Jeffry Elliott>Using embedded finance approach.

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<v Jeffry Elliott>So instead of the the old linear approach
of, you know,

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<v Jeffry Elliott>credit application compliance credit.

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<v Jeffry Elliott>Proposal Doc prep.
We're starting to work on all these

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<v Jeffry Elliott>things.

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<v Jeffry Elliott>At the same time,
because we're taking an embedded finance

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<v Jeffry Elliott>approach where we're gathering enough
information that we can do more than one

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<v Jeffry Elliott>thing at a time and bring it all together
and service the customer faster and

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<v Jeffry Elliott>quicker right when they want to be served.

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<v Jeffry Elliott>So those those types of things are are
really important to us from a technology

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<v Jeffry Elliott>side,
but we're still a people first business,

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<v Jeffry Elliott>but we're still going to talk to people
and when they want to be talked to,

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<v Jeffry Elliott>if they want to be served digitally,
we're going to be.

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<v Jeffry Elliott>We're going to offer that.

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<v Jeffry Elliott>And and that's important.

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<v Jeffry Elliott>I know myself when I want to be served
digitally,

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<v Jeffry Elliott>I find it annoying that I can't do that
with a lot of companies,

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<v Jeffry Elliott>but sometimes I just want to talk to
somebody and we're going to.

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<v Jeffry Elliott>We're going to offer both,
so we're going to be able to to do both

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<v Jeffry Elliott>for for companies and hopefully that.

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<v Jeffry Elliott>Mix of technology and people ends up in a
better experience for for customers.

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<v Johnnie Martinez>That makes a a ton of sense.

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<v Johnnie Martinez>And yeah,
you hit on the two of the very

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<v Johnnie Martinez>interesting things there,
the first one being the aspect of it

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<v Johnnie Martinez>where you know it's about being able to
to get everything done at a a speed

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<v Johnnie Martinez>nowadays,
especially in the modern consumer,

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<v Johnnie Martinez>even though these businesses aren't
necessarily the.

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<v Johnnie Martinez>Consumers under themselves as like a,
you know, AB to C.

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<v Johnnie Martinez>It's AB to B.

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00:06:14.044 --> 00:06:18.025
<v Johnnie Martinez>But there's still a lot of that same
mentality of this has to be done in an

030db5fc-3f4a-4267-aee5-f188aee7ee78/902-1
00:06:18.025 --> 00:06:18.444
<v Johnnie Martinez>instant.

030db5fc-3f4a-4267-aee5-f188aee7ee78/912-0
00:06:18.444 --> 00:06:21.964
<v Johnnie Martinez>This has to be done immediately because I
need to be able to to be on my.

030db5fc-3f4a-4267-aee5-f188aee7ee78/923-0
00:06:22.084 --> 00:06:25.988
<v Johnnie Martinez>Way as a as a business just like I need
to be on my way as a a customer and so

030db5fc-3f4a-4267-aee5-f188aee7ee78/923-1
00:06:25.988 --> 00:06:27.124
<v Johnnie Martinez>kind of balancing that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/940-0
00:06:28.654 --> 00:06:32.330
<v Johnnie Martinez>We need this done efficiently,
but we need to do things right on our end

030db5fc-3f4a-4267-aee5-f188aee7ee78/940-1
00:06:32.330 --> 00:06:32.934
<v Johnnie Martinez>as a lender.

030db5fc-3f4a-4267-aee5-f188aee7ee78/958-0
00:06:32.934 --> 00:06:36.094
<v Johnnie Martinez>So how do you kind of balance that when
you're when you're thinking about when

030db5fc-3f4a-4267-aee5-f188aee7ee78/958-1
00:06:36.094 --> 00:06:38.774
<v Johnnie Martinez>you're putting it together,
when you're having these conversations

030db5fc-3f4a-4267-aee5-f188aee7ee78/958-2
00:06:38.774 --> 00:06:39.774
<v Johnnie Martinez>with potential customers?

030db5fc-3f4a-4267-aee5-f188aee7ee78/967-0
00:06:40.774 --> 00:06:42.494
<v Jeffry Elliott>Yeah. Yeah. So a lot of it is.

030db5fc-3f4a-4267-aee5-f188aee7ee78/979-0
00:06:42.494 --> 00:06:45.054
<v Jeffry Elliott>Think about some of the things that
happen when you do.

030db5fc-3f4a-4267-aee5-f188aee7ee78/986-0
00:06:45.454 --> 00:06:47.614
<v Jeffry Elliott>Let's just take a $5,000,000 transaction.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1017-0
00:06:47.614 --> 00:06:51.807
<v Jeffry Elliott>So this is a larger transaction and a lot
of people tell you well,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1017-1
00:06:51.807 --> 00:06:54.623
<v Jeffry Elliott>you don't need all this technology for
that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1017-2
00:06:54.623 --> 00:06:58.629
<v Jeffry Elliott>I I think you do and and the reason being
is you know a $5,000,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1017-3
00:06:58.629 --> 00:07:02.384
<v Jeffry Elliott>000 transaction in a typical bank can go
into the bank and.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1023-0
00:07:02.384 --> 00:07:03.894
<v Jeffry Elliott>It could be like a black hole.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1028-0
00:07:03.934 --> 00:07:06.134
<v Jeffry Elliott>You could go two months not hear anything
back.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1068-0
00:07:06.724 --> 00:07:10.952
<v Jeffry Elliott>And the bank will tell you? Well,
we're waiting on this information and if

030db5fc-3f4a-4267-aee5-f188aee7ee78/1068-1
00:07:10.952 --> 00:07:15.519
<v Jeffry Elliott>the salesperson isn't really if they're
busy and they're not really on top of it

030db5fc-3f4a-4267-aee5-f188aee7ee78/1068-2
00:07:15.519 --> 00:07:18.338
<v Jeffry Elliott>and they think everybody's communicated
properly,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1068-3
00:07:18.338 --> 00:07:22.904
<v Jeffry Elliott>everybody's sitting there on their hands,
waiting for somebody else to do somet.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1073-0
00:07:23.884 --> 00:07:25.244
<v Jeffry Elliott>One of the things with technology.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1086-0
00:07:26.704 --> 00:07:28.784
<v Jeffry Elliott>Can be constant contact on these things.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1092-0
00:07:28.984 --> 00:07:32.584
<v Jeffry Elliott>Here's here's what we need to process
this transaction.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1100-0
00:07:32.904 --> 00:07:35.812
<v Jeffry Elliott>Hey, by the way,
it'll reach out and say we're still

030db5fc-3f4a-4267-aee5-f188aee7ee78/1100-1
00:07:35.812 --> 00:07:37.184
<v Jeffry Elliott>looking for this invoice.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1126-0
00:07:37.494 --> 00:07:41.820
<v Jeffry Elliott>Voice or this information on the
equipment or this financial statement or

030db5fc-3f4a-4267-aee5-f188aee7ee78/1105-0
00:07:38.294 --> 00:07:38.494
<v Johnnie Martinez>Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1126-1
00:07:41.820 --> 00:07:45.854
<v Jeffry Elliott>whatever it is that we're looking for,
are these questions answered?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1166-0
00:07:45.894 --> 00:07:51.461
<v Jeffry Elliott>And so our systems will communicate with
our customers and with our with our sales

030db5fc-3f4a-4267-aee5-f188aee7ee78/1166-1
00:07:51.461 --> 00:07:56.224
<v Jeffry Elliott>people and everybody communicating
consistently and at the speed of of

030db5fc-3f4a-4267-aee5-f188aee7ee78/1166-2
00:07:56.224 --> 00:08:01.858
<v Jeffry Elliott>what's appropriate for the transaction at
the time to move that transaction forward

030db5fc-3f4a-4267-aee5-f188aee7ee78/1166-3
00:08:01.858 --> 00:08:03.334
<v Jeffry Elliott>quicker, I don't need.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1174-0
00:08:04.064 --> 00:08:06.744
<v Jeffry Elliott>The credit score of $5,000,
000 deal in 1/2 an hour now.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1171-0
00:08:04.874 --> 00:08:05.034
<v Johnnie Martinez>OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1179-0
00:08:07.254 --> 00:08:08.054
<v Jeffry Elliott>$30,000 deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1208-0
00:08:08.254 --> 00:08:11.802
<v Jeffry Elliott>We're gonna do that in in less than half
an hour, but on a $5,000,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1208-1
00:08:11.802 --> 00:08:16.038
<v Jeffry Elliott>000 deal I just need to be organized and
keep things in communication and reach

030db5fc-3f4a-4267-aee5-f188aee7ee78/1208-2
00:08:16.038 --> 00:08:17.574
<v Jeffry Elliott>out to the different parties.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1217-0
00:08:17.574 --> 00:08:19.534
<v Jeffry Elliott>Sometimes there's lots of different
parties involved.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1243-0
00:08:19.534 --> 00:08:24.334
<v Jeffry Elliott>We've got appraisers or inspections or
all kinds of different things, you know,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1222-0
00:08:22.134 --> 00:08:22.334
<v Johnnie Martinez>Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1243-1
00:08:24.334 --> 00:08:28.714
<v Jeffry Elliott>residual value insurance or some
something going on in that transaction.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1243-2
00:08:28.714 --> 00:08:30.094
<v Jeffry Elliott>They're complex, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1252-0
00:08:30.094 --> 00:08:32.151
<v Jeffry Elliott>Well,
the technology can help manage that whole

030db5fc-3f4a-4267-aee5-f188aee7ee78/1248-0
00:08:30.454 --> 00:08:30.654
<v Johnnie Martinez>Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1252-1
00:08:32.151 --> 00:08:32.494
<v Jeffry Elliott>process.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1264-0
00:08:33.224 --> 00:08:36.734
<v Jeffry Elliott>You know can help you speed up your asset
management process so you can analyze

030db5fc-3f4a-4267-aee5-f188aee7ee78/1264-1
00:08:36.734 --> 00:08:37.304
<v Jeffry Elliott>those assets.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1292-0
00:08:37.814 --> 00:08:40.246
<v Jeffry Elliott>A lot of times,
that's one of the things you're doing

030db5fc-3f4a-4267-aee5-f188aee7ee78/1292-1
00:08:40.246 --> 00:08:43.307
<v Jeffry Elliott>when you're doing a $5,000,
000 deal is you're you're analyzing not

030db5fc-3f4a-4267-aee5-f188aee7ee78/1292-2
00:08:43.307 --> 00:08:45.694
<v Jeffry Elliott>just the financial statements,
but the asset itself.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1296-0
00:08:46.094 --> 00:08:47.214
<v Jeffry Elliott>Well, you need that information.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1304-0
00:08:47.214 --> 00:08:51.534
<v Jeffry Elliott>Technology can help you get that
information faster and organized better.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1312-0
00:08:52.094 --> 00:08:54.934
<v Jeffry Elliott>You only have so much time in the day to
do everything so.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1337-0
00:08:56.424 --> 00:09:00.948
<v Jeffry Elliott>Bringing those technology assets to bear
in the big transactions are gonna make

030db5fc-3f4a-4267-aee5-f188aee7ee78/1337-1
00:09:00.948 --> 00:09:05.359
<v Jeffry Elliott>them more fast and flexible and a better
experience for the customer and meet

030db5fc-3f4a-4267-aee5-f188aee7ee78/1337-2
00:09:05.359 --> 00:09:06.264
<v Jeffry Elliott>their deadlines.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1344-0
00:09:06.774 --> 00:09:08.654
<v Jeffry Elliott>And and we can manage our risk.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1372-0
00:09:08.694 --> 00:09:12.275
<v Jeffry Elliott>It also helps us in terms of risk on
concentration risk.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1372-1
00:09:12.275 --> 00:09:16.548
<v Jeffry Elliott>So it let's just say we have $5,000,
000 transaction and we're only

030db5fc-3f4a-4267-aee5-f188aee7ee78/1350-0
00:09:12.804 --> 00:09:12.924
<v Johnnie Martinez>Hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1372-2
00:09:16.548 --> 00:09:20.820
<v Jeffry Elliott>comfortable with 2 1/2. Well,
we didn't sell the other side of that

030db5fc-3f4a-4267-aee5-f188aee7ee78/1372-3
00:09:20.820 --> 00:09:22.014
<v Jeffry Elliott>transaction, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1392-0
00:09:22.014 --> 00:09:25.039
<v Jeffry Elliott>So our technology is connected to our
capital Markets group,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1392-1
00:09:25.039 --> 00:09:28.064
<v Jeffry Elliott>which can immediately start going to the
market saying, hey,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1392-2
00:09:28.064 --> 00:09:29.254
<v Jeffry Elliott>we want to do this deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1409-0
00:09:29.254 --> 00:09:31.938
<v Jeffry Elliott>Do you want to take 50% of it or 25% of
it?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1399-0
00:09:31.404 --> 00:09:31.564
<v Johnnie Martinez>OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1409-1
00:09:31.938 --> 00:09:36.574
<v Jeffry Elliott>And we'll find other players behind the
scenes that will add us up to five.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1431-0
00:09:36.654 --> 00:09:39.219
<v Jeffry Elliott>$1,000,
000 and let us finish that transaction

030db5fc-3f4a-4267-aee5-f188aee7ee78/1431-1
00:09:39.219 --> 00:09:43.094
<v Jeffry Elliott>off the old school way of doing that is
you kind of finished the deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1435-0
00:09:43.094 --> 00:09:44.254
<v Jeffry Elliott>You take it down.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1439-0
00:09:44.374 --> 00:09:46.814
<v Jeffry Elliott>You start putting together an
underwriting package.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1446-0
00:09:46.854 --> 00:09:49.294
<v Jeffry Elliott>It takes six months to do that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1448-0
00:09:49.334 --> 00:09:50.534
<v Jeffry Elliott>Or you gotta.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1483-0
00:09:50.694 --> 00:09:54.275
<v Jeffry Elliott>It's just a lot of time to go talk to a
lot of people,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1483-1
00:09:54.275 --> 00:09:59.353
<v Jeffry Elliott>use technology to connect with more
people quicker and get a quick know or or

030db5fc-3f4a-4267-aee5-f188aee7ee78/1483-2
00:09:59.353 --> 00:10:02.804
<v Jeffry Elliott>maybe then you focus on the maybes and
not the no's.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1483-3
00:10:02.804 --> 00:10:05.734
<v Jeffry Elliott>Then you can get to that answer quicker
and.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1514-0
00:10:05.804 --> 00:10:10.782
<v Jeffry Elliott>Serve your customers so there's a whole
bunch of things that that really improve

030db5fc-3f4a-4267-aee5-f188aee7ee78/1514-1
00:10:10.782 --> 00:10:15.638
<v Jeffry Elliott>the process when you utilize technology
because you simply are trying to be in

030db5fc-3f4a-4267-aee5-f188aee7ee78/1514-2
00:10:15.638 --> 00:10:20.493
<v Jeffry Elliott>too many places at one time and you you
can only do so much so that technology

030db5fc-3f4a-4267-aee5-f188aee7ee78/1514-3
00:10:20.493 --> 00:10:21.784
<v Jeffry Elliott>can can make some of.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1538-0
00:10:21.774 --> 00:10:26.148
<v Jeffry Elliott>Those phone calls for you or could make
some of those communications for you

030db5fc-3f4a-4267-aee5-f188aee7ee78/1525-0
00:10:24.444 --> 00:10:24.644
<v Johnnie Martinez>Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1538-1
00:10:26.148 --> 00:10:30.011
<v Jeffry Elliott>really speed up the process.
And and it's not just about delivering

030db5fc-3f4a-4267-aee5-f188aee7ee78/1538-2
00:10:30.011 --> 00:10:31.204
<v Jeffry Elliott>that credit approval.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1540-0
00:10:31.114 --> 00:10:31.274
<v Johnnie Martinez>OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1542-0
00:10:32.014 --> 00:10:32.094
<v Jeffry Elliott>It.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1560-0
00:10:33.054 --> 00:10:36.326
<v Jeffry Elliott>Doing all the things behind the scenes to
enable you to deliver that credit

030db5fc-3f4a-4267-aee5-f188aee7ee78/1560-1
00:10:36.326 --> 00:10:37.574
<v Jeffry Elliott>approval and close that deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-0
00:10:37.574 --> 00:10:40.909
<v Jeffry Elliott>So it's it's different from the small
ticket process,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-1
00:10:40.909 --> 00:10:44.490
<v Jeffry Elliott>which is is just kind of systematically
driven and quick,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-2
00:10:44.490 --> 00:10:49.122
<v Jeffry Elliott>you're taking a bigger process and
bringing the timelines down between all

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-3
00:10:49.122 --> 00:10:54.247
<v Jeffry Elliott>those little jobs that are built on each
other and can be done at the same time as

030db5fc-3f4a-4267-aee5-f188aee7ee78/1588-0
00:10:50.684 --> 00:10:50.804
<v Johnnie Martinez>No.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1596-4
00:10:54.247 --> 00:10:54.494
<v Jeffry Elliott>OPP.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1604-0
00:10:54.694 --> 00:10:57.094
<v Jeffry Elliott>To linear again,
you know some of those things.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1610-0
00:10:57.094 --> 00:10:59.374
<v Jeffry Elliott>Asset management was down the list of
things that you did.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1618-0
00:11:00.214 --> 00:11:03.574
<v Jeffry Elliott>You know, on a on a deal,
you ate a few weeks right before.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1621-0
00:11:03.964 --> 00:11:04.604
<v Jeffry Elliott>Got started.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1627-0
00:11:04.644 --> 00:11:06.764
<v Jeffry Elliott>We start right away on that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1631-0
00:11:06.804 --> 00:11:08.764
<v Jeffry Elliott>So it's it's a different approach.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1658-0
00:11:08.804 --> 00:11:13.411
<v Jeffry Elliott>You'll you'll see it work better for
customers because they just they they

030db5fc-3f4a-4267-aee5-f188aee7ee78/1658-1
00:11:13.411 --> 00:11:18.018
<v Jeffry Elliott>wanna know what's going on and you just
consistently touch base with them.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1658-2
00:11:18.018 --> 00:11:20.844
<v Jeffry Elliott>So they they know what they need to be
doing.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1665-0
00:11:20.884 --> 00:11:23.404
<v Jeffry Elliott>We know we need to be doing and
everyone's connected.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1670-0
00:11:25.484 --> 00:11:27.644
<v Johnnie Martinez>Right. No. Yeah, that makes sense.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-0
00:11:27.644 --> 00:11:30.673
<v Johnnie Martinez>How old that would would fit together,
especially just, you know,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-1
00:11:30.673 --> 00:11:33.198
<v Johnnie Martinez>condensing that timeline,
smoothing that timeline out,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-2
00:11:33.198 --> 00:11:36.043
<v Johnnie Martinez>making it easier for everyone,
and then the the communication

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-3
00:11:36.043 --> 00:11:38.614
<v Johnnie Martinez>transparency part,
which I do want to get into a little

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-4
00:11:38.614 --> 00:11:40.863
<v Johnnie Martinez>later.
But there's one thing you brought up that

030db5fc-3f4a-4267-aee5-f188aee7ee78/1703-5
00:11:40.863 --> 00:11:41.184
<v Johnnie Martinez>I want.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1730-0
00:11:41.174 --> 00:11:44.602
<v Johnnie Martinez>To touch on because for me,
as someone who kind of came into the

030db5fc-3f4a-4267-aee5-f188aee7ee78/1730-1
00:11:44.602 --> 00:11:48.030
<v Johnnie Martinez>industry fairly recently,
it's been fascinating to discover just

030db5fc-3f4a-4267-aee5-f188aee7ee78/1730-2
00:11:48.030 --> 00:11:51.564
<v Johnnie Martinez>how many moving parts there are in the
average transaction, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1739-0
00:11:51.564 --> 00:11:54.244
<v Johnnie Martinez>You think about it from almost an outside
perspective.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1740-0
00:11:54.244 --> 00:11:55.204
<v Johnnie Martinez>You know, it's a deal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1782-0
00:11:55.764 --> 00:11:58.793
<v Johnnie Martinez>Selling piece of equipment that a
lender's got to finance,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1782-1
00:11:58.793 --> 00:12:02.643
<v Johnnie Martinez>but there's actually so many other moving
parts to it. And so I, you know,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1782-2
00:12:02.643 --> 00:12:06.750
<v Johnnie Martinez>kind of getting into that and sort of how
you manage that process and make sure

030db5fc-3f4a-4267-aee5-f188aee7ee78/1764-0
00:12:02.964 --> 00:12:03.044
<v Jeffry Elliott>No.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1782-3
00:12:06.750 --> 00:12:09.214
<v Johnnie Martinez>that kind of everything's running
smoothly for.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1792-0
00:12:09.214 --> 00:12:12.204
<v Johnnie Martinez>The stuff that's not necessarily your
hands on directly.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1799-0
00:12:13.524 --> 00:12:15.124
<v Jeffry Elliott>Well, yeah, that that is.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1801-0
00:12:16.164 --> 00:12:17.564
<v Jeffry Elliott>It's critical because.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1815-0
00:12:18.684 --> 00:12:22.214
<v Jeffry Elliott>Equipment finance is made-up of a whole
bunch of many businesses in many

030db5fc-3f4a-4267-aee5-f188aee7ee78/1815-1
00:12:22.214 --> 00:12:23.084
<v Jeffry Elliott>industries, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1831-0
00:12:23.124 --> 00:12:27.774
<v Jeffry Elliott>And so a trucking deal is not the same as
a construction deal and not the same as a

030db5fc-3f4a-4267-aee5-f188aee7ee78/1831-1
00:12:27.774 --> 00:12:30.044
<v Jeffry Elliott>corporate aircraft deal and and so forth.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-0
00:12:30.044 --> 00:12:32.696
<v Jeffry Elliott>So all those industries and equipment
types,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-1
00:12:32.696 --> 00:12:37.175
<v Jeffry Elliott>they all have nuances that are different.
And so in dealing with dealers is

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-2
00:12:37.175 --> 00:12:40.121
<v Jeffry Elliott>different and dealing with dealer A and
dealer B,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-3
00:12:40.121 --> 00:12:44.836
<v Jeffry Elliott>you might have a total different program
set up with both of them or no program

030db5fc-3f4a-4267-aee5-f188aee7ee78/1867-0
00:12:43.714 --> 00:12:43.874
<v Johnnie Martinez>OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1872-4
00:12:44.836 --> 00:12:45.484
<v Jeffry Elliott>whatsoever.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1879-0
00:12:46.214 --> 00:12:48.094
<v Jeffry Elliott>And is it new equipment or is it used
equipment?

030db5fc-3f4a-4267-aee5-f188aee7ee78/1875-0
00:12:46.424 --> 00:12:46.624
<v Johnnie Martinez>Mm hmm.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1889-0
00:12:49.044 --> 00:12:51.644
<v Jeffry Elliott>There's so many variables to to deal with.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1927-0
00:12:51.644 --> 00:12:57.140
<v Jeffry Elliott>We all know what to do with those,
but sometimes we we only got so much time

030db5fc-3f4a-4267-aee5-f188aee7ee78/1927-1
00:12:57.140 --> 00:13:00.923
<v Jeffry Elliott>in the day,
so having systems in place to facilitate

030db5fc-3f4a-4267-aee5-f188aee7ee78/1927-2
00:13:00.923 --> 00:13:06.776
<v Jeffry Elliott>what you already know you need to do on
certain transactions and have that taught

030db5fc-3f4a-4267-aee5-f188aee7ee78/1927-3
00:13:06.776 --> 00:13:07.204
<v Jeffry Elliott>to AI.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1941-0
00:13:07.204 --> 00:13:11.043
<v Jeffry Elliott>So it starts doing it for you,
and then you're you're still reviewing

030db5fc-3f4a-4267-aee5-f188aee7ee78/1941-1
00:13:11.043 --> 00:13:14.004
<v Jeffry Elliott>everything.
They're not making decisions necessarily.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1946-0
00:13:14.694 --> 00:13:15.294
<v Jeffry Elliott>That are final.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1950-0
00:13:15.414 --> 00:13:18.454
<v Jeffry Elliott>They're doing some of the work so that
you can.

030db5fc-3f4a-4267-aee5-f188aee7ee78/1957-0
00:13:18.564 --> 00:13:21.044
<v Jeffry Elliott>Review it and make final decisions on
transactions.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-0
00:13:21.764 --> 00:13:24.343
<v Jeffry Elliott>I mean,
we'll get to things where their auto

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-1
00:13:24.343 --> 00:13:28.986
<v Jeffry Elliott>scored or auto decision and and doing
things where IAI will make some decisions,

030db5fc-3f4a-4267-aee5-f188aee7ee78/1971-0
00:13:24.664 --> 00:13:24.824
<v Johnnie Martinez>OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-2
00:13:28.986 --> 00:13:32.942
<v Jeffry Elliott>but it's really not about the decision
making as much as it is about

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-3
00:13:32.942 --> 00:13:37.527
<v Jeffry Elliott>facilitating making the process happen to
go through all those different things

030db5fc-3f4a-4267-aee5-f188aee7ee78/2002-4
00:13:37.527 --> 00:13:37.814
<v Jeffry Elliott>that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2008-0
00:13:37.814 --> 00:13:40.324
<v Jeffry Elliott>Need to happen, you know. Are you?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2016-0
00:13:40.324 --> 00:13:42.764
<v Jeffry Elliott>Are you looking at a A used equipment
piece?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2020-0
00:13:42.764 --> 00:13:43.884
<v Jeffry Elliott>What's the valuation there?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2026-0
00:13:43.884 --> 00:13:45.324
<v Jeffry Elliott>Who should we be talking to?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2029-0
00:13:45.324 --> 00:13:47.004
<v Jeffry Elliott>What are the comps in the marketplace?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2036-0
00:13:47.814 --> 00:13:49.974
<v Jeffry Elliott>Well,
our systems can do that a lot faster.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2059-0
00:13:50.604 --> 00:13:55.307
<v Jeffry Elliott>Than an asset manager having to make a
bunch of phone calls or go through a

030db5fc-3f4a-4267-aee5-f188aee7ee78/2059-1
00:13:55.307 --> 00:13:59.639
<v Jeffry Elliott>bunch of old guides, you know,
let's get real market information from

030db5fc-3f4a-4267-aee5-f188aee7ee78/2059-2
00:13:59.639 --> 00:14:00.444
<v Jeffry Elliott>the Internet.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2087-0
00:14:00.524 --> 00:14:04.812
<v Jeffry Elliott>Let's find the right players to talk to
on current valuation,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2087-1
00:14:04.812 --> 00:14:10.068
<v Jeffry Elliott>and then let's have those conversations
and put that those comments into an

030db5fc-3f4a-4267-aee5-f188aee7ee78/2087-2
00:14:10.068 --> 00:14:14.564
<v Jeffry Elliott>already populated equipment finance
evaluation grid that AI did.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2099-0
00:14:14.684 --> 00:14:18.004
<v Jeffry Elliott>Right, 'cause AI can take all that data.
Put it grid together.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2124-0
00:14:18.004 --> 00:14:20.874
<v Jeffry Elliott>Right then,
asset management can come together,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2124-1
00:14:20.874 --> 00:14:24.342
<v Jeffry Elliott>come in and say, well,
I spoke to Joe Smith at, you know,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2124-2
00:14:24.342 --> 00:14:27.990
<v Jeffry Elliott>Crane rentals and it.
And he said these cranes are really in

030db5fc-3f4a-4267-aee5-f188aee7ee78/2124-3
00:14:27.990 --> 00:14:29.604
<v Jeffry Elliott>demand because of XY and Z.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2153-0
00:14:30.004 --> 00:14:33.259
<v Jeffry Elliott>And then put those comments in there,
and here's what we found.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2153-1
00:14:33.259 --> 00:14:37.531
<v Jeffry Elliott>And here's what we think the valuation is
based on our conversation in the industry

030db5fc-3f4a-4267-aee5-f188aee7ee78/2153-2
00:14:37.531 --> 00:14:40.684
<v Jeffry Elliott>and the data that we gathered from all
these various sources.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2150-0
00:14:39.494 --> 00:14:39.654
<v Johnnie Martinez>OK.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2177-0
00:14:40.684 --> 00:14:44.940
<v Jeffry Elliott>So it it takes a lot of friction out of
it. In the old days,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2177-1
00:14:44.940 --> 00:14:50.382
<v Jeffry Elliott>that's all done with spreadsheets and
books and guides and and it's just it's

030db5fc-3f4a-4267-aee5-f188aee7ee78/2177-2
00:14:50.382 --> 00:14:52.684
<v Jeffry Elliott>hard to document it and you know.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2189-0
00:14:54.134 --> 00:14:57.636
<v Jeffry Elliott>Asset managers are really smart people
that know a lot about assets.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2189-1
00:14:57.636 --> 00:14:58.854
<v Jeffry Elliott>They're not necessarily.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2228-0
00:14:59.594 --> 00:15:03.856
<v Jeffry Elliott>You know authors and the best writers and
organizers of that data, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2228-1
00:15:03.856 --> 00:15:08.406
<v Jeffry Elliott>And so having better organization for
them to access the information that they

030db5fc-3f4a-4267-aee5-f188aee7ee78/2228-2
00:15:08.406 --> 00:15:13.013
<v Jeffry Elliott>have and get the intelligence that they
have in their brain really improves the

030db5fc-3f4a-4267-aee5-f188aee7ee78/2228-3
00:15:13.013 --> 00:15:13.474
<v Jeffry Elliott>process.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2232-0
00:15:13.474 --> 00:15:15.234
<v Jeffry Elliott>So that's where we're going with
everything.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2261-0
00:15:17.484 --> 00:15:20.787
<v Johnnie Martinez>Got you know that that seems like the
best way to be be doing.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2261-1
00:15:20.787 --> 00:15:24.929
<v Johnnie Martinez>Especially you know that you've talked
about so many times during this call is

030db5fc-3f4a-4267-aee5-f188aee7ee78/2261-2
00:15:24.929 --> 00:15:28.284
<v Johnnie Martinez>as much of this technology as a tool and
an asset for you guys.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2269-0
00:15:28.564 --> 00:15:30.524
<v Johnnie Martinez>There's always going to be the people
element, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2305-0
00:15:30.524 --> 00:15:33.592
<v Johnnie Martinez>The the human aspect to it,
being involved in it, and so I just,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2305-1
00:15:33.592 --> 00:15:36.377
<v Johnnie Martinez>I think that's one of the things that's
important to note,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2305-2
00:15:36.377 --> 00:15:39.586
<v Johnnie Martinez>talking with people and finding industry
who are on this tech side.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2305-3
00:15:39.586 --> 00:15:42.654
<v Johnnie Martinez>I'm trying to be so tech forward is it's
not removing the human.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2320-0
00:15:42.804 --> 00:15:46.448
<v Johnnie Martinez>Element which is maybe what some of the
other industries have done that have been

030db5fc-3f4a-4267-aee5-f188aee7ee78/2320-1
00:15:46.448 --> 00:15:47.204
<v Johnnie Martinez>on the front end.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2322-0
00:15:47.404 --> 00:15:48.164
<v Johnnie Martinez>Of technology.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2334-0
00:15:48.934 --> 00:15:52.160
<v Jeffry Elliott>Yeah, yeah,
I'm trying to really push that point

030db5fc-3f4a-4267-aee5-f188aee7ee78/2334-1
00:15:52.160 --> 00:15:53.214
<v Jeffry Elliott>because I don't.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2365-0
00:15:53.214 --> 00:15:55.574
<v Jeffry Elliott>First of all,
I don't want it to be that way and I

030db5fc-3f4a-4267-aee5-f188aee7ee78/2365-1
00:15:55.574 --> 00:15:58.166
<v Jeffry Elliott>don't believe that's that.
You could take us out of it.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2365-2
00:15:58.166 --> 00:16:01.128
<v Jeffry Elliott>'cause there's it's.
It's really more of an art than a science,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2365-3
00:16:01.128 --> 00:16:03.534
<v Jeffry Elliott>but there are pieces of it that are
science, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2380-0
00:16:03.534 --> 00:16:07.354
<v Jeffry Elliott>There are pieces of it that are boring,
like following up on insurance

030db5fc-3f4a-4267-aee5-f188aee7ee78/2380-1
00:16:07.354 --> 00:16:08.054
<v Jeffry Elliott>certificates.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2383-0
00:16:08.054 --> 00:16:10.134
<v Jeffry Elliott>We can have AI do that, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2401-0
00:16:11.614 --> 00:16:15.155
<v Jeffry Elliott>Filing UCCS or doing searching for
certain data elements.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2401-1
00:16:15.155 --> 00:16:18.574
<v Jeffry Elliott>There are things that technology can do
for us that we.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2435-0
00:16:18.884 --> 00:16:23.090
<v Jeffry Elliott>We don't need to do and so moves
everybody's job up a level to higher

030db5fc-3f4a-4267-aee5-f188aee7ee78/2435-1
00:16:23.090 --> 00:16:26.275
<v Jeffry Elliott>level task.
So while I might not need as many people

030db5fc-3f4a-4267-aee5-f188aee7ee78/2435-2
00:16:26.275 --> 00:16:30.842
<v Jeffry Elliott>as I used to to do the same jobs,
I can have fewer people pay them more and

030db5fc-3f4a-4267-aee5-f188aee7ee78/2435-3
00:16:30.842 --> 00:16:32.284
<v Jeffry Elliott>they have a better work.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2452-0
00:16:32.284 --> 00:16:37.243
<v Jeffry Elliott>Life balance because they're making
better decisions on better information

030db5fc-3f4a-4267-aee5-f188aee7ee78/2452-1
00:16:37.243 --> 00:16:40.284
<v Jeffry Elliott>and doing less work.
But more important work.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2454-0
00:16:40.284 --> 00:16:41.204
<v Jeffry Elliott>And that's really the goal.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2483-0
00:16:42.844 --> 00:16:45.130
<v Johnnie Martinez>Gotcha. No, I'm.
I'm sure that that work life balance

030db5fc-3f4a-4267-aee5-f188aee7ee78/2483-1
00:16:45.130 --> 00:16:47.629
<v Johnnie Martinez>element as well as an attractive thing
for people who are,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2483-2
00:16:47.629 --> 00:16:51.101
<v Johnnie Martinez>you know trying to get into this industry
as well as people who have been in here

030db5fc-3f4a-4267-aee5-f188aee7ee78/2483-3
00:16:51.101 --> 00:16:51.524
<v Johnnie Martinez>for years.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2515-0
00:16:51.524 --> 00:16:55.126
<v Johnnie Martinez>And I think it's an interesting point,
as someone who's been around for as long

030db5fc-3f4a-4267-aee5-f188aee7ee78/2515-1
00:16:55.126 --> 00:16:57.197
<v Johnnie Martinez>as you're having the equipment finance
space.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2515-2
00:16:57.197 --> 00:17:00.798
<v Johnnie Martinez>So and now you're in this position as
someone who's the founder and CEO at Elev

030db5fc-3f4a-4267-aee5-f188aee7ee78/2515-3
00:17:00.798 --> 00:17:01.924
<v Johnnie Martinez>X, running your own shop.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2534-0
00:17:01.924 --> 00:17:05.246
<v Johnnie Martinez>So what is the advice that you would pass
on to someone who wants to be in your

030db5fc-3f4a-4267-aee5-f188aee7ee78/2534-1
00:17:05.246 --> 00:17:07.612
<v Johnnie Martinez>shoes one day,
or someone who's just now kind of getting

030db5fc-3f4a-4267-aee5-f188aee7ee78/2534-2
00:17:07.612 --> 00:17:08.484
<v Johnnie Martinez>started in the space?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2551-0
00:17:09.964 --> 00:17:13.308
<v Jeffry Elliott>Yeah.
So my number one thing we haven't talked

030db5fc-3f4a-4267-aee5-f188aee7ee78/2551-1
00:17:13.308 --> 00:17:18.004
<v Jeffry Elliott>about it today is networking.
You know in this, in this industry.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2568-0
00:17:19.494 --> 00:17:23.273
<v Jeffry Elliott>Understanding your your competition,
being friends with your your competition,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2568-1
00:17:23.273 --> 00:17:24.134
<v Jeffry Elliott>you need partners.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2572-0
00:17:24.254 --> 00:17:25.254
<v Jeffry Elliott>We can all work together.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2579-0
00:17:25.254 --> 00:17:26.974
<v Jeffry Elliott>There's plenty of business out there for
all of us.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2592-0
00:17:27.014 --> 00:17:29.403
<v Jeffry Elliott>Yeah.
And any given time you might be competing

030db5fc-3f4a-4267-aee5-f188aee7ee78/2592-1
00:17:29.403 --> 00:17:31.294
<v Jeffry Elliott>against somebody else and that's fine.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2603-0
00:17:31.294 --> 00:17:35.646
<v Jeffry Elliott>But understanding the marketplace,
understanding what's going on,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2603-1
00:17:35.646 --> 00:17:38.614
<v Jeffry Elliott>knowing who the players are in the
industry.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2637-0
00:17:39.924 --> 00:17:42.460
<v Jeffry Elliott>You know,
knowing that somebody's better at,

030db5fc-3f4a-4267-aee5-f188aee7ee78/2637-1
00:17:42.460 --> 00:17:45.391
<v Jeffry Elliott>you know,
a crane deal than you are is a good thing

030db5fc-3f4a-4267-aee5-f188aee7ee78/2637-2
00:17:45.391 --> 00:17:49.844
<v Jeffry Elliott>because you can take that to them and
either split that deal or just sell them

030db5fc-3f4a-4267-aee5-f188aee7ee78/2637-3
00:17:49.844 --> 00:17:52.775
<v Jeffry Elliott>that deal.
And then you you can learn either how to

030db5fc-3f4a-4267-aee5-f188aee7ee78/2637-4
00:17:52.775 --> 00:17:53.564
<v Jeffry Elliott>do that trans.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2659-0
00:17:53.804 --> 00:17:57.224
<v Jeffry Elliott>Maybe for the future,
or just know that I've got a source to

030db5fc-3f4a-4267-aee5-f188aee7ee78/2659-1
00:17:57.224 --> 00:18:00.644
<v Jeffry Elliott>place that transaction and make fee
income off of it, right?

030db5fc-3f4a-4267-aee5-f188aee7ee78/2673-0
00:18:00.644 --> 00:18:04.164
<v Jeffry Elliott>You don't have to do every deal on your
balance sheet to to hold it.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2684-0
00:18:04.164 --> 00:18:08.204
<v Jeffry Elliott>You might be less of a balance sheet
holder and and more of a.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2716-0
00:18:08.604 --> 00:18:12.978
<v Jeffry Elliott>A broker player and that's fine.
I think you need to have a little bit of

030db5fc-3f4a-4267-aee5-f188aee7ee78/2716-1
00:18:12.978 --> 00:18:16.406
<v Jeffry Elliott>a a trading aspect where you do take some
risk somewhere.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2716-2
00:18:16.406 --> 00:18:20.484
<v Jeffry Elliott>If you're just pure brokerage that that
can be a tough way to to go.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2728-0
00:18:20.484 --> 00:18:25.028
<v Jeffry Elliott>But the people do it that way.
I think that that's more challenging in

030db5fc-3f4a-4267-aee5-f188aee7ee78/2728-1
00:18:25.028 --> 00:18:26.244
<v Jeffry Elliott>today's model, but.

030db5fc-3f4a-4267-aee5-f188aee7ee78/2737-0
00:18:27.854 --> 00:18:29.854
<v Jeffry Elliott>Really,
networking with people is is critical.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3433-0
00:22:37.974 --> 00:22:41.444
<v Johnnie Martinez>Well, with all that in mind,
the last question I would have for you is

030db5fc-3f4a-4267-aee5-f188aee7ee78/3433-1
00:22:41.444 --> 00:22:45.060
<v Johnnie Martinez>there anything else you think listeners
of the Digg podcast or readers of

030db5fc-3f4a-4267-aee5-f188aee7ee78/3433-2
00:22:45.060 --> 00:22:48.921
<v Johnnie Martinez>equipment finance news should know about
elevx capital or the the state of the

030db5fc-3f4a-4267-aee5-f188aee7ee78/3433-3
00:22:48.921 --> 00:22:50.094
<v Johnnie Martinez>equipment finance space?

030db5fc-3f4a-4267-aee5-f188aee7ee78/3462-0
00:22:51.734 --> 00:22:56.368
<v Jeffry Elliott>I would say you know that the state of
the equipment finance space is, is,

030db5fc-3f4a-4267-aee5-f188aee7ee78/3462-1
00:22:56.368 --> 00:22:59.396
<v Jeffry Elliott>is good,
you know in in choppy markets equipment

030db5fc-3f4a-4267-aee5-f188aee7ee78/3462-2
00:22:59.396 --> 00:23:00.694
<v Jeffry Elliott>finance usually does.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3470-0
00:23:00.694 --> 00:23:03.002
<v Jeffry Elliott>Well,
we're we're we do well when things are

030db5fc-3f4a-4267-aee5-f188aee7ee78/3470-1
00:23:03.002 --> 00:23:05.054
<v Jeffry Elliott>good and we do well when things are bad.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3494-0
00:23:06.524 --> 00:23:10.217
<v Jeffry Elliott>There's kind of chaos going on right now
with the economy and tariffs and all

030db5fc-3f4a-4267-aee5-f188aee7ee78/3494-1
00:23:10.217 --> 00:23:13.484
<v Jeffry Elliott>these things going on. You know,
equipment still going to be needed.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3486-0
00:23:10.274 --> 00:23:10.594
<v Johnnie Martinez>Anywhere.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3509-0
00:23:15.164 --> 00:23:20.227
<v Jeffry Elliott>Market valuation on assets is kind of all
over the place depending on what sector

030db5fc-3f4a-4267-aee5-f188aee7ee78/3509-1
00:23:20.227 --> 00:23:20.844
<v Jeffry Elliott>you're in.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3550-0
00:23:22.754 --> 00:23:27.392
<v Jeffry Elliott>My advice to people is to to stay
diversified in your your your plans.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3550-1
00:23:27.392 --> 00:23:30.462
<v Jeffry Elliott>If you're.
If you're a leasing company that is

030db5fc-3f4a-4267-aee5-f188aee7ee78/3550-2
00:23:30.462 --> 00:23:35.035
<v Jeffry Elliott>focused on one industry, you know how to,
how can you diversify that,

030db5fc-3f4a-4267-aee5-f188aee7ee78/3550-3
00:23:35.035 --> 00:23:39.804
<v Jeffry Elliott>at least within that industry or add a
second industry. So you got some.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3574-0
00:23:39.804 --> 00:23:43.136
<v Jeffry Elliott>Diversification. You know,
a lot of people have been hurt over the

030db5fc-3f4a-4267-aee5-f188aee7ee78/3574-1
00:23:43.136 --> 00:23:47.314
<v Jeffry Elliott>last few years that were trucking focused
and especially brokerage freight focused.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3583-0
00:23:48.004 --> 00:23:50.804
<v Jeffry Elliott>And you know,
they really needed to to diversify that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3601-0
00:23:51.074 --> 00:23:54.900
<v Jeffry Elliott>That in, you know,
syndicate some of their portfolios and

030db5fc-3f4a-4267-aee5-f188aee7ee78/3601-1
00:23:54.900 --> 00:23:56.154
<v Jeffry Elliott>have a a good plan.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3611-0
00:23:56.154 --> 00:24:01.475
<v Jeffry Elliott>But yeah,
a diversified plan in choppy markets is a

030db5fc-3f4a-4267-aee5-f188aee7ee78/3611-1
00:24:01.475 --> 00:24:04.954
<v Jeffry Elliott>is a good strategy to have and so.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3637-0
00:24:06.524 --> 00:24:11.663
<v Jeffry Elliott>We're we're positioned well to do well in
this economy with more business being

030db5fc-3f4a-4267-aee5-f188aee7ee78/3637-1
00:24:11.663 --> 00:24:15.004
<v Jeffry Elliott>built or products being built in the
United States.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3641-0
00:24:15.044 --> 00:24:16.524
<v Jeffry Elliott>A lot of equipment needed for that.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3648-0
00:24:16.524 --> 00:24:19.444
<v Jeffry Elliott>So you know that that type of stuff works
towards.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3652-0
00:24:20.434 --> 00:24:21.634
<v Jeffry Elliott>Our business doing well.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3662-0
00:24:23.164 --> 00:24:25.604
<v Jeffry Elliott>We'll see how the banks operate going
forward.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3673-0
00:24:25.604 --> 00:24:29.518
<v Jeffry Elliott>I still think they're gonna merge and and
pull back more in the equipment finance

030db5fc-3f4a-4267-aee5-f188aee7ee78/3673-1
00:24:29.518 --> 00:24:29.804
<v Jeffry Elliott>space.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3690-0
00:24:29.804 --> 00:24:33.456
<v Jeffry Elliott>So I think there's gonna be more and more
opportunity for independence,

030db5fc-3f4a-4267-aee5-f188aee7ee78/3690-1
00:24:33.456 --> 00:24:34.724
<v Jeffry Elliott>but banks are just gonna.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3709-0
00:24:35.004 --> 00:24:39.119
<v Jeffry Elliott>They're always gonna play a role,
but probably just a little bit different

030db5fc-3f4a-4267-aee5-f188aee7ee78/3709-1
00:24:39.119 --> 00:24:41.589
<v Jeffry Elliott>role.
And I think that changing landscape is

030db5fc-3f4a-4267-aee5-f188aee7ee78/3709-2
00:24:41.589 --> 00:24:43.564
<v Jeffry Elliott>good, good for our industry overall.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3712-0
00:24:45.634 --> 00:24:46.954
<v Johnnie Martinez>Got you know that makes.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3731-0
00:24:48.644 --> 00:24:51.297
<v Johnnie Martinez>A ton of sense, you know,
being an interesting time to to watch,

030db5fc-3f4a-4267-aee5-f188aee7ee78/3731-1
00:24:51.297 --> 00:24:54.439
<v Johnnie Martinez>and I wish you the best of luck in it.
And I thank you so much for your time

030db5fc-3f4a-4267-aee5-f188aee7ee78/3731-2
00:24:54.439 --> 00:24:54.684
<v Johnnie Martinez>today.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3735-0
00:24:55.754 --> 00:24:56.274
<v Jeffry Elliott>Thanks, Johnnie.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3737-0
00:24:56.314 --> 00:24:56.954
<v Jeffry Elliott>Take care.

030db5fc-3f4a-4267-aee5-f188aee7ee78/3738-0
00:24:57.474 --> 00:24:58.114
<v Johnnie Martinez>You too.