It shouldn't be hard to do good.

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Hello, welcome everybody.
Thanks for joining us for

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another episode of Arthur's
roundtable.

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Super appreciate the support of
the Family Office insights

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community and participating and
listening in when it resonates

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with you.
So thank you for doing that and

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please feel free to share it
with others.

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It's sort of a social media
thing to say, but really mean

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it.
So if you if you like what

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you're hearing and we don't
monetize these podcasts, but if

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you care to share it, please do
so just to be clear, Christian

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and I don't know each other.
We first met for the first right

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now, but is subject matter is
germane to the audience.

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And so I hope you enjoy it.
I'm fascinated to hear more.

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So Christian, is it la Fer?
Yes, it is.

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If you're in US, you know it
could be a la Fer if you're in

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Perry.
Yeah, so my.

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Dad's from France and he came
here at 12, joined the US Navy.

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You know, I'm just thankful that
somehow I ended up in the

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greatest country and in history
and hope to make it better.

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I happen to agree with you.
My ancestors came from Greece.

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They had big balls to come here,
it turns out.

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And I'm super happy and grateful
to be an American as well.

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So thanks for sharing that.
So give us a little background

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on your journey and then tell us
about the business.

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Yeah, I, you know, we all have
our sort of hero's journey,

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right?
And, and there's that formative

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place where what makes you who
you are?

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And when I was about 8 years
old, my mom had taken my little

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sister, who was almost 4 at the
time to the doctor.

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There was nothing apparent
physical wrong with her or

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different, but she was non
verbal at a pretty late age at

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that point.
And we discovered that she was

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developmentally disabled, what
they called mentally retarded

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back in the 70s.
And whatever term they use, you

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know, I wouldn't trade her for
anyone else on the planet.

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She is the most warm, present
human.

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She she's still non verbal at
the 50s.

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She's about five years younger
than me.

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But what I love about her is she
you get what you see is what you

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get.
And don't we wish we had that in

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all of our other relationships.
When she's happy to see me, I

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throw the ball to her, and
anyone who throws the ball to

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her says hi.
They've got a friend for life.

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But when she wants, when she's
tired and the conversation's

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over, she'll gently grab my
shoulder, turn me toward the

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door and say bye.
You.

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Know it's like you know where
you stand and so I have of a lot

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of pictures of my sister having
grown up around Special Olympics

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where she became kind of a track
star.

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Almost always was on second or
third on the podium.

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Sometimes she'd be first.
But what would happen is they

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put the fans next to the finish
line and when she'd be rounding

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that turn and you know, headed
for the finish line, she'd see

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all our fans in the stands and
have to run over on high 5:00.

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Then that's just who she is and
everybody say get back on the

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track.
But you know, much, much later

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just I just thought that that's
how the world worked.

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What people need help or when
people can live a better life,

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other people come around them
and contribute to that.

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And so I got to meet all these
amazing people through that

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organization and many others.
Later on, around 2002 thousand

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920 ten, I volunteered to do the
application part of starting a

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nonprofit with a couple of
friends.

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Now, you know, I remember you,
you sort of submit your initial

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application, they send you a
form letter with your agent's

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number on it.
Well, I could never reach that

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agent.
And as I started to do research

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on the Internet, I saw that it
was really opaque to convoluted

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process.
So I called the IRS and you

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know, I'm a good talker.
I was sure that I could just

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wend my way through that phone
tree and and get somebody to

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pick up my application, which of
course I thought was really I

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did a great job.
And they sort of, I could hear

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them almost chuckling in the
back when I when I in backroom,

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when I finally got a hold of
someone and they said, well,

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yeah, this is going to take a
year.

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We have a process.
You know, it's 1110, eleven

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months at this point.
And I just remember looking at

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the phone in shock.
And that night I went to bed and

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I I kind of was restless.
And I had this moral outrage

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about it.
And we've all been to motor

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vehicles, so this shouldn't have
surprised me.

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But what I realized was that
that moral outrage was over that

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anyone who wants to do something
wonderful for the world, like

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help special kids in Special
Olympics or whatever it is,

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would actually have to crawl
across broken glass and wait for

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this ridiculous amount of time
to start a business entity

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that's actually helping people,
right?

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Why should that be way harder
than it shouldn't be hard to do

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good, which is our tagline
Instant nonprofit.

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And so I set about changing that
instead of I took that phone

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number and I changed the last
couple of digits knowing I'd

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probably get someone in the
exempt organs department.

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And anytime I'd get somebody on
the phone, I'd say, why is this

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so difficult?
What are the typical things that

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make up an application?
Great.

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What are the typical things that
get you a delay or a denial?

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And if somebody were to make
your day as an IRS bureaucrat on

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the other end of this process,
what kind of file would they

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hand you?
And I curated what I call the

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love letter to a bureaucrat and
I updated my file and

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resubmitted.
I also subsequently did this for

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for others, but first, I, this
was my own use case and I

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compiled all these sort of hacks
and I ended up getting a very

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fast approval of maybe 7 weeks
or something.

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And I said, OK, well, maybe that
was a fluke.

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But then some folks in town, I
was talking about this, some

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folks in town wanted to start a
little private school.

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We were in a rural area.
And I said, they said, well, the

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only catch is we have a
billionaire donor who just sold

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their company to big big tech
acquisition and he'll match

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funds unlimited if we can get
kids in this school year.

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Well, this school year was about
7 weeks out and I just couldn't

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resist taking that challenge.
I was like, I'll drive down

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there, whatever ivory tower, you
know, whatever bureaucratic

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office I have to and make this
happen.

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But I'm going to take this
challenge.

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And lo and behold, I again use
this love letter to a

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bureaucrat.
And I got an approval time

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underneath that seven weeks.
And boy, was I nervous while

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that was coming down.
But I was so excited because I

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realized I really might be on to
something.

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And from there, I took my first
paid customers and I just

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continued to focus on process.
But not only Karen caring about

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the customers needs, but nobody
loves bureaucrats hardly right?

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We only we're typically annoyed
by these processes.

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But what if I could really show
love to that bureaucrat on the

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other hand, make their day
easier, make them feel like

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somebody actually cares about
their job.

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And I think that's been the
secret to our rapid approvals

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for these 5000 nonprofits later.
That's really interesting and

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don't mean to be negative, but
those of us who've been subject

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to this sort of thing in any
variety of ways, getting permits

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or and subject to the, the
bureaucrat and let's just call

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it what it is, the
administrative state, right?

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We've been tainted to think that
they just, even if you have your

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love letter and you make their
life easier, there's a seemingly

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A sentiment that says I'm not
getting paid a lot.

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I don't need to move fast.
And if I move too fast, then

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other people, including me,
could lose my job.

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So it's more it's like job
preservation, right?

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They don't, they don't want to
take any risks.

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They don't want to do any extra
work.

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They don't.
And I'm being negative on

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purpose.
So I'm wondering how you were

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able to get over that?
And was it really just making

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somebody's day in lieu of them
saying, look, I don't want to

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make this easy for you because
if I do, all these people are

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going to, you know, we're going
to go from, you know, 20 people

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in this division to 5, right?
Well, the way I like to give

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people credit and give people
the benefit of the doubt, but

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they're even bureaucrats and
sometimes they're, you know,

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creating obstacles or or, you
know, being seeming difficult

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right when you go to that front
desk to get your your new

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bathroom plumbing permit
approved.

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They're just not that strategic,
right?

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There are institutional barriers
that they create often and but

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it's often never attribute to
malfeasance what you can

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attribute to incompetence,
right.

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So I think that these things
just kind of happen organically

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and not through some diabolical
plans.

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So what I had learned before
this, I was active in the

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liberty movement.
I just basically did direct

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mail.
I did issue advocacy.

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And so I learned that it wasn't
about my great writing ability.

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As a matter of fact, I had to
unlearn a lot of my good writing

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that I, that I had picked up,
you know, through.

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Dumb it down a little.
Reading and and college and a

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lot stuff and sort of dumb it
down.

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But what I realized through
being doing millions of pieces

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of direct mail is that each
component of the direct mail had

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one job and one job only.
The envelope was to look like it

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came off an IBM Selectric from
their Aunt Gertrude so that they

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would be compelled to go.
This isn't one of these throwing

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pieces of mail.
This is for me.

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That's the only purpose of the
package is to get it open.

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And then each subsequent, the
dear somebody, the first line,

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they definitely would stop at
that point and flip the whole

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package over and they would look
at who signed it and the PS.

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And the PS had one purpose,
right?

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To get the person to be
intrigued enough to go back and

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read the first paragraph of the
letter and so on and so on.

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I had learned to sort of
breakdown human psychology in

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the consumption of
communications.

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And so we did the same thing
with this file where the cover

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page would be so intriguing and
unlike anything they had seen

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before, where we watermarked the
EIN at the top of the every

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page.
We put a table of contents right

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on the cover sheet so they knew
they could flip through and that

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all the components that they
would want to finish a file were

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there.
From there, they'd be intrigued.

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Who the hell sent me a file like
this?

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This is amazing because what a
bureaucrat really wants

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generally is 1 less file on
their desk and one win for the

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boss at the end of the day.
And if we could get them to be

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able to punch out to lunch early
because we sent them this file,

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that was obviously going to make
their day easier.

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They still get credit for the
two hours it takes them to go

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through that file, even if they
do ours in 30 minutes.

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So this is interesting,
Christian, I'm sorry, incentives

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work, right?
So if you were able to determine

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what triggered them, not
triggered, that's a bad word

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because it's been used, right?
If you could determine what

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would make their boss happy.
Sometimes it's amorphous, right?

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You don't really know.
But if you figured that out,

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what did you figure out?
We just figured out that they

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had through these conversations
that they had a certain amount

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of output that they were put
that they needed to perform to

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get a good job review.
And so if our files could allow

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them to more easily burn down
the number of files that they

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needed to without so many files
that they get have too much of

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one thing and or not enough of
another.

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But if we sent them this
Goldilocks file with just enough

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of everything and they could
just take it a little bit easy,

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go out for a smoke break, punch
out to lunch early, or just get

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their mind together, then they
would hit one of their little

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KPIs there, one of their
requirements for having done a

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good job.
So that was just one of many

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insights that I think I had
applied here.

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But it was really through this
passion of sort of the world is

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a hard place for, for especially
bureaucratic things, but really

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making people feel good about
what you're doing that affects

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their life is really important.
So at our company, we have what

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I call a culture of love.
And that means that we want

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people, even if they're just
filling out a simple form to

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learn more about how to start a
nonprofit, a Family Foundation

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00:11:32,360 --> 00:11:33,880
or whatever, and how great we
are.

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We want to make them feel
smarter and not Dumber after

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00:11:36,920 --> 00:11:38,960
encountering our opt in form,
right?

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Anything that they do, they
should get an emotional win.

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00:11:42,280 --> 00:11:45,320
And I read books like emotional.
There's a UX book called

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Emotional Design and it talks
about how you can sort of gamify

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things.
You can make things so that the

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person actually wants to do what
you want them to do by their

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criteria, not by yours.
And I believe that great

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marketing, great sales, great
service is all an act of love

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because you have to take
yourself out of the equation,

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your biases, and really try to
empathize with what the other

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person is dealing with.
And if you can look at things

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00:12:12,280 --> 00:12:15,280
from their perspective and
remove the barriers to them

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00:12:15,560 --> 00:12:18,680
getting through your form or
completing, how many people have

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00:12:18,800 --> 00:12:21,440
watched the Tony little
infomercial in the middle of the

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night?
They buy the AB Flex, right?

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00:12:23,760 --> 00:12:26,640
And then they stay fat because
it goes in the garage, right?

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There's gotta be a way to get
people little wins on the way to

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the big win.
And so kind of being obsessive

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00:12:33,800 --> 00:12:37,520
about reaching people where
they're at is how we have built

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a company that has incredible
level of five star reviews,

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00:12:41,280 --> 00:12:44,240
incredible customer experience,
the best deliverables on the

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00:12:44,240 --> 00:12:46,280
planet.
It could stand alone on just

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that.
But it's not just the

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deliverables.
We give people the love and

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encouragement that they deserve,
especially not the institutional

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00:12:52,960 --> 00:12:56,880
nonprofit founders who have done
this before and really can can,

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00:12:57,000 --> 00:12:58,880
you know, just get through a
process.

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00:12:59,080 --> 00:13:02,160
But people who are sticking
their necks out because all they

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00:13:02,160 --> 00:13:05,560
know is that they have foster
dogs and crates in their garage

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00:13:05,840 --> 00:13:09,200
and they can get free food from
that supermarket if they start a

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non profit.
That's all they know.

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00:13:11,560 --> 00:13:15,160
And so it's our job to make that
so easy for them that they can

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create this structure and they
can make a difference in their

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00:13:17,960 --> 00:13:21,280
neighborhood without adding to
the burdens of their life in a

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00:13:21,280 --> 00:13:25,800
modern world where we're already
just overwhelmed with admin.

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00:13:26,680 --> 00:13:31,720
So this is super cool much, you
know, so much of what we do in

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00:13:31,720 --> 00:13:34,720
business and otherwise, but
let's just talk about business

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00:13:34,720 --> 00:13:37,000
is relationship building
relationships.

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So when you need something, you
can call on somebody and they'll

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00:13:39,720 --> 00:13:41,760
deliver, right?
Vice versa.

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00:13:42,600 --> 00:13:47,120
For example, I needed to to
renew a family member's passport

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00:13:47,840 --> 00:13:50,920
that we're going to leave in
seven days in New York City

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00:13:50,920 --> 00:13:54,880
before COVID.
Wow, and there was a Romanian

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00:13:54,880 --> 00:13:58,160
guy that came to this country,
set up a an office in Penn

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00:13:58,160 --> 00:14:02,440
Station, walked all the files
down to the place it needed to

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00:14:02,440 --> 00:14:06,520
get walked and for 500 bucks
he'll get it done the next day.

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00:14:06,680 --> 00:14:09,080
Like normally it would take 15
days.

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00:14:09,080 --> 00:14:12,760
You have to send regular mail,
your original documents and hope

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00:14:12,760 --> 00:14:17,760
they don't get lost, right?
So we know it can work, right?

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00:14:17,800 --> 00:14:21,200
That's not really relating to
the he.

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00:14:21,400 --> 00:14:23,440
The reason why I said
relationship is because he had a

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00:14:23,440 --> 00:14:26,200
relationship with the local
people in that office that he

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00:14:26,200 --> 00:14:28,960
could come down and physically
give them the file and they

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00:14:28,960 --> 00:14:30,840
would turn it right around the
next day.

283
00:14:30,840 --> 00:14:33,680
And off you went.
And there's 500 bucks and it was

284
00:14:33,680 --> 00:14:36,640
worth every penny, right?
Is that the same sort of thing,

285
00:14:36,640 --> 00:14:39,400
or is there people scattered all
over the place that you're

286
00:14:39,400 --> 00:14:41,720
dealing with?
Well, we we filing articles of

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00:14:41,720 --> 00:14:45,000
incorporation and various other
state filings in all 50 states.

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00:14:45,000 --> 00:14:46,480
They all have a different
timeline.

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00:14:46,480 --> 00:14:49,200
We maintain a database of how
long they take.

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00:14:49,200 --> 00:14:53,000
What's the latest as each an
administrative administrator

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00:14:53,000 --> 00:14:56,840
comes in with each election or
an appointment of a Secretary of

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00:14:56,840 --> 00:14:59,760
State or whatever, people move
their own people in.

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00:14:59,760 --> 00:15:01,440
And you know, you have different
timelines.

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00:15:01,520 --> 00:15:04,040
Sometimes the IRS goes through
hiring waves.

295
00:15:04,040 --> 00:15:06,800
And so you have to be ready for
any of these eventualities.

296
00:15:06,800 --> 00:15:11,760
And basically we've only regrown
dramatically through reputation,

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00:15:11,760 --> 00:15:14,760
right through referrals.
We've only recently turned our

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00:15:14,760 --> 00:15:18,280
guns kind of turned our our
battleship toward aggressively

299
00:15:18,280 --> 00:15:20,680
marketing.
I've spent 10 years building a

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00:15:20,680 --> 00:15:24,360
scalable back end in an
incredibly complex niche so that

301
00:15:24,360 --> 00:15:27,200
it is now simple and elegant for
the user.

302
00:15:27,520 --> 00:15:30,360
And that every single
eventuality that we run into,

303
00:15:30,400 --> 00:15:34,640
we've got an issues pipeline
that that little virtual index

304
00:15:34,640 --> 00:15:39,520
card pops into for non payment
for card needs updated for

305
00:15:39,840 --> 00:15:43,200
government rejected filing
because they looked up something

306
00:15:43,200 --> 00:15:45,320
else and they didn't see what
they needed to see.

307
00:15:45,640 --> 00:15:48,240
There is not an eventuality that
we haven't predicted.

308
00:15:48,240 --> 00:15:53,720
And what I found is by trying to
save me and my staff trouble by

309
00:15:53,720 --> 00:15:56,680
building this very elegant
assembly line process.

310
00:15:57,160 --> 00:16:00,440
We've built a mode around
ourselves and it's every dollars

311
00:16:00,880 --> 00:16:03,800
I put it up against any patent
because if I gave our

312
00:16:03,800 --> 00:16:07,680
competitors the logins to our
third party and software

313
00:16:07,680 --> 00:16:11,520
platforms, it would take them
years to figure out exactly how

314
00:16:11,520 --> 00:16:15,800
we've built this thing.
Because every single week this

315
00:16:15,800 --> 00:16:18,920
team, whether it was just me and
one other person or now we have

316
00:16:18,920 --> 00:16:22,280
a org chart of about 10 people,
we're serving at a higher level

317
00:16:22,280 --> 00:16:25,160
and growing constantly because
of this level of service.

318
00:16:25,480 --> 00:16:29,680
But we would push up every week
and sort of a agile Sprint.

319
00:16:30,000 --> 00:16:34,040
What is the next biggest, most
advantageous obstacle we could

320
00:16:34,040 --> 00:16:38,480
knock down for our customers and
for our staff so that we can

321
00:16:38,480 --> 00:16:41,280
optimize this process?
What are the things that are

322
00:16:41,280 --> 00:16:44,320
having to have a human think
about something and make a

323
00:16:44,760 --> 00:16:47,840
decision that isn't
standardized, isn't in an SOP.

324
00:16:47,840 --> 00:16:51,240
And we would just standardize
the next thing and next thing.

325
00:16:51,520 --> 00:16:54,880
And now we've built a really
durable back end that can serve

326
00:16:54,880 --> 00:16:57,520
an incredible number of
customers and make them feel

327
00:16:57,520 --> 00:16:59,720
like they're just not a number
because they're not.

328
00:17:00,040 --> 00:17:02,960
Every single nonprofit that
comes to us as a sacred trust,

329
00:17:02,960 --> 00:17:05,599
and we treat it that way.
But all the things that we can

330
00:17:05,599 --> 00:17:09,400
have robots do, we do.
And that way our humans can

331
00:17:09,400 --> 00:17:13,119
serve people in a very human way
and care about their situation.

332
00:17:13,240 --> 00:17:16,160
If they're in a rush like you're
describing with your passport,

333
00:17:16,400 --> 00:17:19,920
that is critically important for
a lifetime of family memories

334
00:17:19,920 --> 00:17:22,480
are going to depend on that
passport getting created.

335
00:17:22,920 --> 00:17:25,800
That's how we look at these
nonprofits, is not this

336
00:17:25,800 --> 00:17:28,640
bureaucratic process, but what
are the lives that are going to

337
00:17:28,640 --> 00:17:31,360
be changed if we can get this
done quicker for this person?

338
00:17:31,560 --> 00:17:33,000
Good point of view.
Encourage them.

339
00:17:33,280 --> 00:17:36,160
Yeah.
And just like the Romanian guy

340
00:17:36,160 --> 00:17:39,080
at Penn Station, at a certain
point, California, out of all

341
00:17:39,080 --> 00:17:42,200
the states was ridiculously
like, 10 weeks to incorporate.

342
00:17:42,760 --> 00:17:46,520
Now they've improved since then.
But we actually did do the same

343
00:17:46,520 --> 00:17:48,000
thing.
We found somebody across the

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00:17:48,000 --> 00:17:51,400
street from the Secretary of
State and out of all of the 50

345
00:17:51,400 --> 00:17:54,760
states, we had an expedite
option and we would send them to

346
00:17:54,760 --> 00:17:56,600
that person and he would walk
these files.

347
00:17:56,600 --> 00:18:00,120
That was incredibly challenging
for my staff.

348
00:18:00,720 --> 00:18:04,640
But that commitment to a level
of service Times Now thousands

349
00:18:04,640 --> 00:18:07,840
of customers is why we have
raving fans.

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00:18:07,880 --> 00:18:11,280
And you know, we just want to
serve people because we're

351
00:18:11,280 --> 00:18:14,520
changing the arc of history by
empowering, by providing a

352
00:18:14,520 --> 00:18:17,800
platform for others to do the
same in the way that they see

353
00:18:17,800 --> 00:18:20,760
fit.
So I, I will say that the, the

354
00:18:20,800 --> 00:18:24,760
website's welcoming, it's not,
it's not like some law firm

355
00:18:24,760 --> 00:18:27,680
website saying, OK, if you want
to do a non profit, which by the

356
00:18:27,680 --> 00:18:31,680
way, if you look at your
pricing, it's a fraction of what

357
00:18:31,680 --> 00:18:33,760
a law firm would charge you to
do this.

358
00:18:35,560 --> 00:18:38,960
Lawyer lawyers are sending U.S.
business like crazy, Family

359
00:18:38,960 --> 00:18:41,920
planning off family offices
alike, estate planning.

360
00:18:42,000 --> 00:18:44,800
We're also doing more and more
foundations all the time because

361
00:18:44,800 --> 00:18:48,840
there are things that attorneys
are great at completing a you

362
00:18:48,840 --> 00:18:52,240
know, government multi step
government bureaucratic process

363
00:18:52,240 --> 00:18:55,560
is not necessarily one of them.
This is all we do.

364
00:18:55,720 --> 00:18:58,080
We're not like some other
companies that try to be all

365
00:18:58,080 --> 00:19:01,040
things to all people and really
do a poor job at this particular

366
00:19:01,040 --> 00:19:03,160
thing.
And so that allows us to

367
00:19:03,160 --> 00:19:06,920
predict, hey, if the IRS does
come back with an additional

368
00:19:06,920 --> 00:19:10,320
request and you know, 95 plus
percent of our files get through

369
00:19:10,320 --> 00:19:13,680
on what's called a merit close.
That means just like a mortgage,

370
00:19:13,680 --> 00:19:15,920
you send that paper in, you get
an approval.

371
00:19:16,520 --> 00:19:20,920
But like the TSA, they do
randomly sometimes pull

372
00:19:20,920 --> 00:19:23,520
something or if somebody's going
to do overseas activity, they

373
00:19:23,520 --> 00:19:26,240
want to make sure you're going
through the OFAC terrorism watch

374
00:19:26,240 --> 00:19:28,040
list before any money is
dispersed.

375
00:19:28,160 --> 00:19:30,640
Well, we head off as many of
those things as we can.

376
00:19:30,960 --> 00:19:34,200
But when that IRS agent who
might be brand new on the job

377
00:19:34,200 --> 00:19:36,760
one day and they just start
putting in these, what's called

378
00:19:36,760 --> 00:19:41,720
RF is request for information.
We know the hidden Band-Aid anti

379
00:19:41,720 --> 00:19:44,600
fraud measure behind the
question before they even ask

380
00:19:44,600 --> 00:19:47,160
it.
So not only are we providing a

381
00:19:47,160 --> 00:19:50,400
great service, but we're kind of
providing insurance, right?

382
00:19:50,400 --> 00:19:52,880
It's like trip insurance.
If something goes wrong and your

383
00:19:52,880 --> 00:19:55,800
plane is out of service, we're
going to get you onto another

384
00:19:55,800 --> 00:19:57,480
plane.
It's the same exact thing where

385
00:19:57,720 --> 00:20:01,880
you don't have to do anything.
This is a 100% done for you

386
00:20:01,880 --> 00:20:05,280
process and we're just going to
get some information on some

387
00:20:05,280 --> 00:20:06,360
forms.
You only have to fill out your

388
00:20:06,360 --> 00:20:09,160
name once, not 16 times in trip.
Yeah.

389
00:20:09,880 --> 00:20:11,720
And then we're going to handle
everything.

390
00:20:11,720 --> 00:20:14,840
And we even have a 200% IRS
approval guarantee.

391
00:20:14,840 --> 00:20:17,720
If we are unsuccessful, we give
you double your money back.

392
00:20:18,080 --> 00:20:21,280
Now my finance department loves
the fact that we've never had to

393
00:20:21,280 --> 00:20:28,160
pay on that, but it's our, it's
our commitment to say this is so

394
00:20:28,160 --> 00:20:30,000
important.
We recognize this is sacred

395
00:20:30,000 --> 00:20:32,440
trust and we are going to
deliver no matter what it takes.

396
00:20:32,800 --> 00:20:35,920
And I think that's, you know,
our, our staff is so proud of

397
00:20:35,920 --> 00:20:38,120
this, right?
They'll stay late, they'll do

398
00:20:38,120 --> 00:20:40,760
whatever it takes.
If we run into an odd case.

399
00:20:40,760 --> 00:20:44,040
And don't we all know, you know,
the, the IRS that they lost

400
00:20:44,040 --> 00:20:48,200
about 30,000 or 20,000 payments?
They were not, they came

401
00:20:48,200 --> 00:20:50,560
disconnected from the
applications that they went to.

402
00:20:50,760 --> 00:20:53,200
Well, none of our customers had
to check their bank records

403
00:20:53,480 --> 00:20:57,640
because we handled it for them.
We get the IRS right back online

404
00:20:57,640 --> 00:21:00,400
because who doesn't know that
the government makes mistakes

405
00:21:00,400 --> 00:21:01,640
occasionally?
Don't we all?

406
00:21:01,760 --> 00:21:05,960
Yeah, not only that, it's
impossible to, unlike a customer

407
00:21:05,960 --> 00:21:08,960
service organization, it's
impossible to unravel the

408
00:21:08,960 --> 00:21:11,640
mistake without any with some
efficiency, right?

409
00:21:11,640 --> 00:21:13,840
It's like they don't care.
Yeah.

410
00:21:15,280 --> 00:21:21,560
So I did notice, by the way, on
the website that it it and it

411
00:21:21,560 --> 00:21:24,840
was a compelling statement that
said, and if something goes

412
00:21:24,840 --> 00:21:27,600
wrong, we're not going to send
you another bill to do more

413
00:21:27,600 --> 00:21:28,960
work.
We're just going to get it done

414
00:21:29,120 --> 00:21:31,240
right.
Absolutely, yeah.

415
00:21:31,680 --> 00:21:35,400
If you're getting on now, PE is
unfortunately destroying

416
00:21:35,400 --> 00:21:38,280
Southwest Airlines, so it's not
a good example anymore.

417
00:21:38,280 --> 00:21:41,200
But of course, if you're getting
on a plane, of course you want

418
00:21:41,200 --> 00:21:43,560
to take a bag.
You know, of course you want the

419
00:21:43,560 --> 00:21:46,680
peanuts included.
And a lot of discount airlines

420
00:21:46,680 --> 00:21:50,640
now are literally, you know, up
charging you for even a tiny

421
00:21:50,760 --> 00:21:52,960
carry on.
You don't even get one item.

422
00:21:53,400 --> 00:21:56,880
And you know, we just believe
people want a result people when

423
00:21:56,880 --> 00:21:58,240
they still want to start a non
profit.

424
00:21:58,400 --> 00:22:02,600
They just want the thing and
then they don't know that they

425
00:22:02,600 --> 00:22:05,160
want other things because.
But they'll.

426
00:22:05,360 --> 00:22:08,960
Soon find out that they will
need a special set of

427
00:22:08,960 --> 00:22:12,520
instructions to take to the bank
so that the 22 year old

428
00:22:12,520 --> 00:22:15,680
associate's degree candidate
behind the desk who doesn't know

429
00:22:15,680 --> 00:22:19,560
how to choose the right type of
corporation in their drop down.

430
00:22:20,720 --> 00:22:23,160
We're going to provide that.
We're going to tell you how to

431
00:22:23,160 --> 00:22:26,600
run a board meeting without
reading Robert's Rules of Order

432
00:22:26,600 --> 00:22:29,200
and fumbling through something
and being embarrassed in front

433
00:22:29,200 --> 00:22:31,520
of the two friends that you've
asked to be on your board.

434
00:22:32,440 --> 00:22:36,480
People want to feel like I said
smarter, not Dumber.

435
00:22:36,800 --> 00:22:39,720
So we tell people not here's how
to run a board meeting.

436
00:22:40,560 --> 00:22:43,320
We tell people here's how to
look great in front of your

437
00:22:43,320 --> 00:22:46,200
colleagues and friends, even if
you've never run a board

438
00:22:46,200 --> 00:22:49,160
meeting.
Nine step agenda training video

439
00:22:49,160 --> 00:22:52,840
and pre filled documents for
everyone automatically included,

440
00:22:52,840 --> 00:22:54,560
even for the lowest level
package.

441
00:22:55,120 --> 00:22:58,240
Because some of some of the
people listening might have gone

442
00:22:58,240 --> 00:23:01,640
through this process before.
But if you've never gone through

443
00:23:01,720 --> 00:23:04,680
the nonprofit filing process
before and you're never probably

444
00:23:04,680 --> 00:23:07,840
going to again, you shouldn't
have to become an expert at it.

445
00:23:07,840 --> 00:23:08,320
Yeah.
What?

446
00:23:08,640 --> 00:23:11,240
Should be focused on your
mission and that's our mission

447
00:23:11,240 --> 00:23:13,240
as a company.
This has worked so well.

448
00:23:13,240 --> 00:23:16,000
I'm, you know, proud to say
we're putting capital together

449
00:23:16,000 --> 00:23:20,440
right now to go take on this
niche in a much bigger way

450
00:23:20,440 --> 00:23:24,360
because there's really no one
else serving people at the level

451
00:23:24,360 --> 00:23:26,000
that we believe they should be
served.

452
00:23:26,040 --> 00:23:29,520
And it's sort of a moral
imperative on me that if I want

453
00:23:29,520 --> 00:23:32,520
to help the people who are like
the founders of Special

454
00:23:32,520 --> 00:23:35,320
Olympics, we can tell
government's not coming to save

455
00:23:35,320 --> 00:23:36,360
us.
It's up to us.

456
00:23:36,640 --> 00:23:38,680
No one's coming to save us
except us.

457
00:23:38,680 --> 00:23:42,640
Only you and your neighborhood
and only you and your situation,

458
00:23:42,640 --> 00:23:44,080
right?
Whether that was a traumatic

459
00:23:44,080 --> 00:23:46,480
childhood background and we
talked a little bit about that

460
00:23:46,480 --> 00:23:49,560
before the show started.
Only you've walked the miles in

461
00:23:49,560 --> 00:23:52,000
your shoes to be able to solve
the problem in the way you

462
00:23:52,000 --> 00:23:55,480
believe it needs to be solved.
And so if we can do this times,

463
00:23:55,520 --> 00:23:58,560
you know, 100,000 founders,
that's what's going to bring

464
00:23:58,560 --> 00:24:01,920
this world healing and overcome
all of the division that's being

465
00:24:01,920 --> 00:24:05,920
caused by algorithms and big
tech or political battles and

466
00:24:05,920 --> 00:24:10,280
all that stuff is stepping up in
our neighborhood, in our state,

467
00:24:10,280 --> 00:24:14,600
in our country or globally and
doing what we can to make a

468
00:24:14,600 --> 00:24:16,360
difference.
Yeah, I agree with that.

469
00:24:16,400 --> 00:24:19,400
Meaning the government's not
going to save us and if you feel

470
00:24:19,400 --> 00:24:21,280
like you're entitled to
something from the government,

471
00:24:21,280 --> 00:24:24,680
you're probably not.
What is the effect if any of,

472
00:24:24,880 --> 00:24:27,160
and a lot of people don't pay
attention to the news and I

473
00:24:27,160 --> 00:24:30,720
accept that, what's the effect
if any having to do with the

474
00:24:30,840 --> 00:24:35,560
brush for which Ng OS has been
painted that any Ng OS a bad

475
00:24:35,880 --> 00:24:39,720
NGO, has that affected your
business development at all?

476
00:24:39,720 --> 00:24:43,640
So I agree with you, I really
try not to get sucked into the

477
00:24:43,640 --> 00:24:47,120
news cycle right, because it's
designed to suck you in.

478
00:24:47,360 --> 00:24:51,320
I will look at headlines.
If you glance at Drudge or you

479
00:24:51,320 --> 00:24:55,120
glance at any aggregator, you
only need to see the headline to

480
00:24:55,120 --> 00:24:57,720
know the story, right?
The stories don't change much.

481
00:24:57,720 --> 00:25:00,280
Not only that, you only need to
see the headline to know where

482
00:25:00,280 --> 00:25:02,440
they stand.
Exactly.

483
00:25:02,440 --> 00:25:06,320
So yeah, nonprofits and NGOs
that have been abused for

484
00:25:06,320 --> 00:25:09,120
political purposes are
definitely giving a black eye to

485
00:25:09,120 --> 00:25:11,680
the whole idea of NGOs or
nonprofits.

486
00:25:11,720 --> 00:25:15,120
I don't know if it's because I
don't allow that to affect my

487
00:25:15,120 --> 00:25:19,480
outlook on things or if I buy my
background in issue advocacy.

488
00:25:19,840 --> 00:25:23,400
I know how to manipulate media
and I know how that's done.

489
00:25:23,800 --> 00:25:26,680
And so I don't believe that the
people that are out there to

490
00:25:26,680 --> 00:25:30,320
make a difference are, you know,
they have to, they must be

491
00:25:30,320 --> 00:25:34,040
finding ways to keep themselves
also from becoming completely

492
00:25:34,040 --> 00:25:36,160
hopeless and lost in the new
cycle.

493
00:25:36,160 --> 00:25:38,680
That makes sense.
I think it's a good thing

494
00:25:38,680 --> 00:25:41,400
ultimately for nonprofits and
the entire sector.

495
00:25:41,400 --> 00:25:45,440
I think it's good that the rot
is being weeded out because that

496
00:25:45,520 --> 00:25:50,120
catastrophic level of fraud is
taking money out of the hands of

497
00:25:50,120 --> 00:25:53,520
legitimate organizations that
want to do good with that money.

498
00:25:53,560 --> 00:25:54,760
That's the biggest problem.
It's.

499
00:25:54,800 --> 00:25:57,960
Going to be painful to see it
cleaned up, but after it's

500
00:25:57,960 --> 00:26:01,560
cleaned up, there's going to be
an level of trust in those

501
00:26:01,560 --> 00:26:04,520
organizations again that will
help restore trust.

502
00:26:04,640 --> 00:26:07,040
And that all of the money that's
been siphoned off to do

503
00:26:07,040 --> 00:26:10,880
nefarious things that are really
against our interests either

504
00:26:10,880 --> 00:26:14,400
will go away and not be, you
know, just be there, or it'll be

505
00:26:14,400 --> 00:26:17,080
redirected like the current
administration or not.

506
00:26:17,080 --> 00:26:21,000
One thing's for sure, they don't
believe they can do everything.

507
00:26:21,000 --> 00:26:24,320
They believe that power should
be devolved to the States and

508
00:26:24,320 --> 00:26:27,920
communities a little bit more.
So the majority of the

509
00:26:27,920 --> 00:26:30,000
government work is done through
nonprofits.

510
00:26:30,320 --> 00:26:34,040
So as that power and money gets
devolved down to the local

511
00:26:34,040 --> 00:26:38,120
community, nonprofits are going
to be required to put in grants

512
00:26:38,480 --> 00:26:42,400
and take care of those things.
And most community food banks.

513
00:26:42,400 --> 00:26:46,760
I spent the evening last night
with a woman in in Denver who is

514
00:26:46,760 --> 00:26:51,320
an incredibly powerful attorney,
incredibly good person and runs

515
00:26:51,320 --> 00:26:53,680
a feeding program for for
immigrants.

516
00:26:54,280 --> 00:26:56,440
And that community has really
been under pressure, right with

517
00:26:56,440 --> 00:26:59,160
the current administration, you
know, for for better or worse.

518
00:26:59,520 --> 00:27:02,840
The point is she started an
organization that does millions

519
00:27:02,840 --> 00:27:06,360
and millions of dollars in food
programs, that is getting money

520
00:27:06,360 --> 00:27:08,960
to the ground in an area that's
badly needed.

521
00:27:09,040 --> 00:27:13,560
And that's not going to stop
because of, you know, some, some

522
00:27:13,560 --> 00:27:17,200
negative headlines about NGOs.
I think people ultimately, I

523
00:27:17,200 --> 00:27:21,000
trust people that they can sort
of weed out the real truth and

524
00:27:21,000 --> 00:27:24,160
the real story and look at this
as ultimately a good thing.

525
00:27:24,160 --> 00:27:26,120
Just like, boy, we have to go
in.

526
00:27:26,200 --> 00:27:29,960
And I had to go and clean out my
garage recently and I found that

527
00:27:29,960 --> 00:27:32,920
some mice had gotten in there
and it made my job 10 times

528
00:27:32,920 --> 00:27:35,560
harder.
Everything had to come out, but

529
00:27:35,560 --> 00:27:37,400
boy, that thing looks beautiful
now.

530
00:27:37,400 --> 00:27:39,400
I didn't need a lot of the
things that were in there.

531
00:27:39,760 --> 00:27:42,200
And so even though I had to go
through that painful cleanup

532
00:27:42,200 --> 00:27:44,840
period, my garage is a lot more
effective now.

533
00:27:44,960 --> 00:27:48,160
And I can actually find my like
tennis rackets and the, the old

534
00:27:48,160 --> 00:27:49,760
bicycle that was stuck in the
back.

535
00:27:49,760 --> 00:27:52,240
And it's just going to make
things better ultimately.

536
00:27:52,240 --> 00:27:53,960
And I really feel like that's
what's going on.

537
00:27:54,280 --> 00:27:56,760
You know, in this sort of
nonprofit scenario, there's a

538
00:27:56,760 --> 00:28:00,400
tiny, tiny percentage of bad
actors in any sector.

539
00:28:00,560 --> 00:28:02,400
There's a tiny tiny.
Percentage always will be,

540
00:28:02,760 --> 00:28:05,200
always will be.
Yeah, No, I think what is the

541
00:28:05,440 --> 00:28:08,400
the pain of cleaning it up in
most cases is worth it, right?

542
00:28:08,720 --> 00:28:11,440
It's kind of like remember you,
you might be young enough to

543
00:28:11,440 --> 00:28:15,400
remember the Fram oil
commercials, the filter, the

544
00:28:15,400 --> 00:28:18,680
Fram oil filter for your car.
You can pay me now or you can

545
00:28:18,680 --> 00:28:22,000
pay me later, right?
You can, you can, you can

546
00:28:22,720 --> 00:28:25,320
replace your oil filter or you
can just leave it in there and

547
00:28:25,320 --> 00:28:28,800
let your engine blow up, right?
Yeah, yeah, it's like that.

548
00:28:28,800 --> 00:28:30,480
Great.
And I'm a gearhead, so I'm

549
00:28:30,480 --> 00:28:33,000
totally with you on that.
I used to fix up cars like crazy

550
00:28:33,000 --> 00:28:37,640
up in Jersey where I grew up.
There was also a dental dentist

551
00:28:37,760 --> 00:28:40,480
billboard and it said through,
you know, not like your other

552
00:28:40,480 --> 00:28:42,760
problems.
Ignore them and they'll go away.

553
00:28:43,600 --> 00:28:45,280
Exactly like your other
problems.

554
00:28:45,280 --> 00:28:46,040
Exactly.
Yeah.

555
00:28:46,600 --> 00:28:50,320
So I found it interesting
because I happen to know how

556
00:28:50,320 --> 00:28:53,920
much it would normally cost to
hire a lawyer to do a nonprofit.

557
00:28:55,200 --> 00:28:58,280
And I know you have different
segments for different reasons

558
00:28:58,280 --> 00:29:00,760
and, you know, based on
licensure.

559
00:29:00,760 --> 00:29:04,960
However, the proper terminology
is, but it was incredibly

560
00:29:04,960 --> 00:29:09,040
inexpensive in my perspective
compared to what I know.

561
00:29:09,280 --> 00:29:13,080
If I hired my general counsel
and said, OK, I want to do this,

562
00:29:13,080 --> 00:29:17,120
you'd go, OK, time and billing,
but you know, 15 grand just to

563
00:29:17,120 --> 00:29:20,680
start, right?
And you're a fraction of that

564
00:29:20,760 --> 00:29:21,440
and.
We're a.

565
00:29:23,360 --> 00:29:26,040
Is it largely the efficiency of
the process?

566
00:29:26,040 --> 00:29:30,400
It is because of this incredibly
efficient, durable process that

567
00:29:30,400 --> 00:29:32,080
we've built.
We give people really

568
00:29:32,080 --> 00:29:36,880
predictable results that again
are easy for them, but it also

569
00:29:37,240 --> 00:29:41,840
produces a level of profit that
we're able to continue to invest

570
00:29:41,840 --> 00:29:43,480
in making things better all the
time.

571
00:29:43,880 --> 00:29:48,600
And we're able to do between the
basic small budget nonprofit,

572
00:29:48,600 --> 00:29:51,560
right, the 1023 easy and
absolutely everything.

573
00:29:51,560 --> 00:29:55,480
I mean, we do bylaws, all of the
complementary paperwork,

574
00:29:55,480 --> 00:29:59,480
compensation policy, everything
and of course guarantee the IRS

575
00:29:59,480 --> 00:30:01,240
approval.
And if for the smaller

576
00:30:01,240 --> 00:30:04,880
organizations that use the more
streamlined application, it's

577
00:30:04,880 --> 00:30:08,440
under $1000.
If you go up to larger

578
00:30:08,440 --> 00:30:12,840
organization or up to a private
foundation, it's ranges up to

579
00:30:12,840 --> 00:30:17,680
$2000 plus government fees.
That is industry wide.

580
00:30:17,680 --> 00:30:21,600
That's the best pricing that
you're going to get and the

581
00:30:21,600 --> 00:30:24,840
results speak for themselves.
I don't need to tell.

582
00:30:24,840 --> 00:30:26,880
People can certainly go on to
Trustpilot.

583
00:30:26,880 --> 00:30:30,160
They can go on to all these
third party rating apps, Google,

584
00:30:30,400 --> 00:30:33,760
Better Business Bureau and look
at our nearly five star

585
00:30:33,760 --> 00:30:36,000
consistent, you know five star
reviews.

586
00:30:37,800 --> 00:30:42,120
What's important about that is
by sort of inadvertently trying

587
00:30:42,120 --> 00:30:45,040
to save our own staff from the
headaches here, we've built a

588
00:30:45,040 --> 00:30:47,480
process where we can serve
people at this great level at a

589
00:30:47,480 --> 00:30:50,800
really excellent price.
And then once they start the

590
00:30:50,800 --> 00:30:54,560
nonprofit, starting the
nonprofit leads to all these

591
00:30:54,560 --> 00:30:57,360
other challenges, right?
That they then need a website,

592
00:30:57,360 --> 00:31:00,160
they then need a donation
platform.

593
00:31:00,160 --> 00:31:03,920
They then need to learn how to
create at least some operational

594
00:31:03,920 --> 00:31:06,840
structure so that it doesn't
become a burn a burden and

595
00:31:06,840 --> 00:31:09,760
overwhelm and burn out the
founder or or the board.

596
00:31:10,400 --> 00:31:13,800
And so we do offer these things,
you know, ongoing, we have an

597
00:31:13,800 --> 00:31:16,360
annual maintenance program
that's very inexpensive.

598
00:31:16,720 --> 00:31:19,120
We're going to make sure that
you're not like one of the

599
00:31:19,120 --> 00:31:24,280
275,000 nonprofits that were
rendered defunct by the IRS back

600
00:31:24,280 --> 00:31:27,480
in 2010.
They did a big sweep and even

601
00:31:27,480 --> 00:31:32,520
today about 28,000 nonprofits
every year are administratively

602
00:31:32,520 --> 00:31:35,960
revoked for tax exempt status
because of a failure to file the

603
00:31:35,960 --> 00:31:38,280
annual tax return.
Basically the 990.

604
00:31:38,720 --> 00:31:42,280
We offer that at a dollar a day
for the very smallest nonprofits

605
00:31:42,280 --> 00:31:45,160
and then it graduates up based
on the complexity of the tax

606
00:31:45,160 --> 00:31:47,720
return.
But you know, there are three

607
00:31:47,720 --> 00:31:51,400
legs of the stool in our book.
You want to start the nonprofit

608
00:31:51,520 --> 00:31:53,920
seamlessly, easily and
inexpensively.

609
00:31:54,240 --> 00:31:56,840
You want to maintain it and
protect that investment, which

610
00:31:56,840 --> 00:31:59,160
is that sort of nonprofit
autopilot we call it.

611
00:31:59,720 --> 00:32:02,800
And then the third thing is how
do you at least get out the door

612
00:32:02,800 --> 00:32:06,240
and raise your first 500 to
$1,000,000?

613
00:32:06,760 --> 00:32:09,040
We think major Gifts is a great
way to do that.

614
00:32:09,040 --> 00:32:10,680
So we have a great training
program for that.

615
00:32:10,880 --> 00:32:13,560
And then how do you
operationalize and just put that

616
00:32:13,560 --> 00:32:17,480
structure around so that you
can, you know, you need to walk

617
00:32:17,480 --> 00:32:20,200
before you can run?
And so we help people with those

618
00:32:20,200 --> 00:32:22,560
three areas.
Once somebody's raising

619
00:32:22,560 --> 00:32:25,320
$1,000,000, there are plenty of
consultants and other companies

620
00:32:25,320 --> 00:32:29,200
that can help move them along
and, and do more deeper work.

621
00:32:29,600 --> 00:32:33,520
But you know, the, the child is
most vulnerable when they're an

622
00:32:33,520 --> 00:32:35,560
infant.
You know, they, they just don't

623
00:32:35,560 --> 00:32:38,280
have what it takes.
And so we're there to nurture

624
00:32:38,280 --> 00:32:43,320
these organizations from idea to
IRS approved on C3 and then

625
00:32:43,320 --> 00:32:46,560
through their first year or two
of growth.

626
00:32:46,880 --> 00:32:51,280
And then we just put them on
automated support year after

627
00:32:51,280 --> 00:32:54,240
year to make sure that they stay
in good standing and don't lose

628
00:32:54,240 --> 00:32:57,560
that tax cut status, don't lose
their corporate good standing at

629
00:32:57,560 --> 00:33:00,360
the state level.
And so from a business case

630
00:33:00,360 --> 00:33:02,280
perspective, that's good to hear
because there's recurring

631
00:33:02,280 --> 00:33:05,200
revenue.
Excuse me, how similar is this

632
00:33:05,200 --> 00:33:11,400
to the companies that have made
a fortune in being your

633
00:33:11,880 --> 00:33:16,360
corporate entity creation
company like the all the all the

634
00:33:16,360 --> 00:33:20,240
companies in Delaware to create
your Delaware LLC for example?

635
00:33:21,080 --> 00:33:23,520
Right.
You know, I've been fret I I've

636
00:33:23,520 --> 00:33:26,680
been and am friends with the CE
OS of some of these companies

637
00:33:26,680 --> 00:33:29,520
that specialize in maybe a for
profit companies or whatever.

638
00:33:29,600 --> 00:33:33,680
Those are much smaller in in
scope because there aren't all

639
00:33:33,680 --> 00:33:37,360
these required forms required.
The tax exempt status is a

640
00:33:37,360 --> 00:33:40,040
completely separate process from
the entity creation.

641
00:33:40,400 --> 00:33:45,400
So excuse me, by specializing in
this niche, just like some of

642
00:33:45,400 --> 00:33:49,200
those have with Delaware
corporations or LLCS, it really

643
00:33:49,320 --> 00:33:51,840
helps you to be expert at that
one thing.

644
00:33:51,960 --> 00:33:55,680
And since this has so many
discreet steps and requirements

645
00:33:55,680 --> 00:33:59,720
in it, you know, it's said
we're, we're growing very

646
00:33:59,720 --> 00:34:03,640
quickly.
And my, my goal is to really be

647
00:34:03,640 --> 00:34:06,280
the specialist in this one thing
and not be everything to

648
00:34:06,280 --> 00:34:08,719
everyone.
Other companies do they do

649
00:34:08,719 --> 00:34:12,520
contract, they might do that.
Well, they do LLCS.

650
00:34:12,520 --> 00:34:15,520
They might do that well, but no
one is really serving well in

651
00:34:15,520 --> 00:34:21,320
this sort of complex niche.
And in fact, we've even had some

652
00:34:21,400 --> 00:34:26,280
folks who naturally, you know,
companies who naturally have a

653
00:34:26,280 --> 00:34:32,400
customer base that attempts to,
you know, get them to do 5O1C3

654
00:34:32,400 --> 00:34:34,480
formation.
We, we've had some private

655
00:34:34,480 --> 00:34:37,080
conversations with companies
much, much bigger than ours

656
00:34:37,120 --> 00:34:40,080
proposing that maybe it would be
a good partnership for us to

657
00:34:40,080 --> 00:34:43,280
serve that particular product
because it is so unique.

658
00:34:43,440 --> 00:34:47,120
And so there's so many steps,
but it's such a small part of

659
00:34:47,120 --> 00:34:50,920
what they do that it's not worth
it for them to build out the

660
00:34:50,920 --> 00:34:54,120
level of, of complexity and, and
elegance that we have.

661
00:34:54,480 --> 00:34:57,760
And we're all too happy to get
those phone calls because, you

662
00:34:57,760 --> 00:35:01,280
know, get those contacts because
it really is a compliment to us

663
00:35:01,480 --> 00:35:04,320
as to what we've built.
So can we talk a little bit

664
00:35:04,320 --> 00:35:10,160
about business development meant
aside from optically your you

665
00:35:10,160 --> 00:35:14,800
have legitimate, legitimate
rating benefit, Where do you see

666
00:35:14,800 --> 00:35:16,880
is it the lawyers that are
coming to you?

667
00:35:16,880 --> 00:35:20,880
Is it just direct to consumer?
Where's your your your best

668
00:35:20,880 --> 00:35:25,400
business development Ave.
Yeah, I really see it in in

669
00:35:25,400 --> 00:35:28,680
three areas.
There is the direct to consumer

670
00:35:28,800 --> 00:35:31,920
is always going to be probably
the the biggest area, right?

671
00:35:31,920 --> 00:35:33,480
People are trying to do this on
their own.

672
00:35:33,560 --> 00:35:36,160
They start the process or
they're or they're already

673
00:35:36,160 --> 00:35:37,280
serving.
Like I said, they're already

674
00:35:37,280 --> 00:35:40,000
helping foster animals or they
have a beach cleanup that they

675
00:35:40,000 --> 00:35:43,800
now need to go get free club
gloves and PPE and things like

676
00:35:43,800 --> 00:35:46,160
that.
Advertise and have all the

677
00:35:46,160 --> 00:35:49,160
benefits of, for example,
coordinating with the local

678
00:35:49,160 --> 00:35:50,960
government, right?
The municipality.

679
00:35:51,240 --> 00:35:53,200
They're going to do a
partnership with a non profit.

680
00:35:53,200 --> 00:35:55,360
They're not going to do it with
just a group of people.

681
00:35:55,400 --> 00:35:59,200
So these people get started and
direct to consumer where they

682
00:35:59,200 --> 00:36:01,000
go.
I think I need a non profit.

683
00:36:01,000 --> 00:36:03,400
I don't know if this is for me.
Those are the people who book a

684
00:36:03,400 --> 00:36:06,720
call with our staff who are real
experienced people.

685
00:36:06,720 --> 00:36:08,840
As a matter of fact, the person
that talks to, you know,

686
00:36:08,840 --> 00:36:14,640
prospects who call us most most
often they speak with someone

687
00:36:14,640 --> 00:36:18,640
who was an executive director,
ran and built a nonprofit from

688
00:36:18,640 --> 00:36:21,960
200,000 to three and a half
million per year, really knows

689
00:36:21,960 --> 00:36:23,680
her stuff, right?
That's the kind of people that

690
00:36:23,680 --> 00:36:27,320
we have here next to direct to
consumer, I think.

691
00:36:28,000 --> 00:36:31,080
And and actually inside of
direct to consumer, we have

692
00:36:31,080 --> 00:36:35,000
what's called no click search.
Google is absolutely losing

693
00:36:35,000 --> 00:36:37,720
market share.
And now your link, right, your

694
00:36:37,720 --> 00:36:40,920
article might appear and be the
answer to somebody's search

695
00:36:40,920 --> 00:36:44,280
question.
But now with AI, there are these

696
00:36:44,360 --> 00:36:46,600
zero click searches.
They're calling them where they

697
00:36:46,600 --> 00:36:50,160
literally don't go off of that
page of Google because the AI is

698
00:36:50,160 --> 00:36:54,440
answering the question for them.
But what we're finding, and this

699
00:36:54,440 --> 00:36:57,200
is a little bit unintentional,
no one knows really how these

700
00:36:57,360 --> 00:37:00,720
AIS are are working yet and
people are finding out and and

701
00:37:00,720 --> 00:37:04,120
yeah, we're sort of learning as
we go incident nonprofits being

702
00:37:04,120 --> 00:37:07,480
recommended by AI because it's
out able to go out there and

703
00:37:07,480 --> 00:37:10,680
read every review.
It reads our whole website when

704
00:37:10,680 --> 00:37:14,720
my 20 something group of
marketing staff are making me

705
00:37:14,720 --> 00:37:16,760
famous and I put out another
video.

706
00:37:16,880 --> 00:37:20,360
It's actually watching the
entire video and it's compiling

707
00:37:20,360 --> 00:37:24,320
this profile saying these guys
can be recommended over the

708
00:37:24,320 --> 00:37:26,800
other OPS.
Yeah, it's like Perplexity was

709
00:37:26,800 --> 00:37:30,640
the 1st and more and more
because with chat GDP, you are

710
00:37:30,640 --> 00:37:33,160
always wondering where do they
got their data, right.

711
00:37:33,520 --> 00:37:35,400
With Perplexity.
They were the first ones that

712
00:37:35,400 --> 00:37:38,240
come out, I think, to say here's
all the sources.

713
00:37:38,280 --> 00:37:41,760
Boom and so and they're starting
to do that now, right?

714
00:37:41,760 --> 00:37:45,440
But now they're linking and
saying on Google and on BBB and

715
00:37:45,440 --> 00:37:49,080
on Trustpilot, instant nonprofit
has the best ratings, but we had

716
00:37:49,080 --> 00:37:51,200
to go out and build enough
ratings to do that.

717
00:37:51,200 --> 00:37:53,800
So being a smaller player, you
know, sometimes has its

718
00:37:53,800 --> 00:37:57,080
advantages, sometimes it has its
disadvantages, but direct to

719
00:37:57,080 --> 00:38:00,600
consumer is that that first leg
next would definitely be the

720
00:38:00,600 --> 00:38:03,240
professional class, right?
The attorneys.

721
00:38:03,480 --> 00:38:07,080
I'm, I'm actually in a group
that of a sort of a mastermind

722
00:38:07,080 --> 00:38:11,600
with hundreds of family estate
planning attorneys.

723
00:38:13,040 --> 00:38:17,120
A5O1C3A Family Foundation is a
great puzzle piece in a wealth

724
00:38:18,040 --> 00:38:21,400
management platform.
And you know, when you're, when

725
00:38:21,400 --> 00:38:23,760
you're doing this kind of
planning, you want to at least

726
00:38:23,760 --> 00:38:28,760
know if 5O1C3 is going to make
sense for you amidst, you know,

727
00:38:28,800 --> 00:38:31,960
a trust and some of the other
things that more and more people

728
00:38:31,960 --> 00:38:34,360
are knowing coming to know.
You don't have to be a

729
00:38:34,360 --> 00:38:36,800
professional now to learn about
these things, right?

730
00:38:37,200 --> 00:38:41,560
So that's a really big area.
We have lawyers and accountants

731
00:38:41,560 --> 00:38:44,840
who are calling us on behalf of
their clients where sometimes

732
00:38:45,160 --> 00:38:50,160
they're doing it for the client
and just, you know, adding their

733
00:38:50,160 --> 00:38:53,520
services and saying, OK, I'll do
the whole thing and then I'll

734
00:38:53,520 --> 00:38:56,080
advise you and be sit on your
board.

735
00:38:56,360 --> 00:38:59,240
And it's this much.
Little do they know in some

736
00:38:59,240 --> 00:39:01,520
cases, you know, we're just
executing.

737
00:39:01,520 --> 00:39:03,600
It's the Intel.
Inside it's really cool.

738
00:39:03,760 --> 00:39:05,920
No one don't.
Care, but often they're they're

739
00:39:05,920 --> 00:39:09,960
literally just sending our link
over and just, you know, saying

740
00:39:09,960 --> 00:39:11,640
work with these people.
I trust them.

741
00:39:11,640 --> 00:39:14,280
And now that we're getting more
and more of those, we have the

742
00:39:14,280 --> 00:39:16,000
credibility of the
professionals.

743
00:39:16,960 --> 00:39:21,440
And the third area I would say
is the honest brokers out there

744
00:39:21,480 --> 00:39:25,600
who are the, you know, the
referral sources.

745
00:39:25,600 --> 00:39:29,240
Like every nonprofit association
across all 50 states has at

746
00:39:29,240 --> 00:39:32,120
least one and some, like in
California, they have a lot

747
00:39:32,120 --> 00:39:35,840
nonprofit resource centers.
And almost every single one of

748
00:39:35,840 --> 00:39:39,120
these nonprofit resource centers
has a little area, right,

749
00:39:39,120 --> 00:39:40,880
because they don't start
nonprofits.

750
00:39:40,880 --> 00:39:43,560
They have a membership.
They need members and that's

751
00:39:43,560 --> 00:39:46,000
their business model.
Existing nonprofits sign up with

752
00:39:46,000 --> 00:39:49,760
them as members and in order to
become a nonprofit, if you go to

753
00:39:49,760 --> 00:39:51,800
their site, they don't want to
deal with that because that's

754
00:39:51,800 --> 00:39:53,920
not what they do.
They actually have a link to the

755
00:39:53,920 --> 00:39:56,480
IRS, which is the last place you
would want to send any.

756
00:39:56,880 --> 00:40:00,120
That's a lot of fun, so.
We're all too happy to partner

757
00:40:00,120 --> 00:40:02,800
with these regional
organizations, nonprofit

758
00:40:02,800 --> 00:40:05,480
consultants.
So many people don't know where

759
00:40:05,480 --> 00:40:08,240
to go, so they call someone who
does grants, or they call

760
00:40:08,240 --> 00:40:11,240
someone who does nonprofit
program development and

761
00:40:11,240 --> 00:40:13,760
consulting and.
We are becoming more and more

762
00:40:13,760 --> 00:40:17,880
known with those trusted sources
as the place to go for nonprofit

763
00:40:17,880 --> 00:40:20,000
formations.
Those are probably the three

764
00:40:20,000 --> 00:40:23,160
biggest areas I would say that
we plan to grow and that's kind

765
00:40:23,160 --> 00:40:25,240
of our go to market in our pitch
deck right now.

766
00:40:25,240 --> 00:40:28,560
Yeah, super interesting.
What about Daffs?

767
00:40:28,560 --> 00:40:31,040
I love Daffs.
We've we've done some of those

768
00:40:31,040 --> 00:40:33,440
and I have a good friend
actually who is kind of an

769
00:40:33,440 --> 00:40:36,280
influencer.
He's a, he's just a good dude

770
00:40:36,280 --> 00:40:40,600
and has done everything that
he's done, even in business, has

771
00:40:40,600 --> 00:40:43,880
had A cause component to it,
right.

772
00:40:44,240 --> 00:40:47,720
So when they go do their
masterminds and retreats, they

773
00:40:47,720 --> 00:40:50,960
go to somewhere, they treat the,
the local community very, very

774
00:40:50,960 --> 00:40:53,080
well, right?
It's successful entrepreneurs

775
00:40:53,680 --> 00:40:57,120
and they, they actually engage
in the culture and learn about

776
00:40:57,120 --> 00:41:00,000
the local community and don't
just go to some fancy resort.

777
00:41:00,480 --> 00:41:04,360
And you know, just like when
people go to Tony Robbins or go

778
00:41:04,360 --> 00:41:06,960
to Brendan Burchard or any of
these influencers, Mel Robbins,

779
00:41:07,000 --> 00:41:10,480
once you've made it, I mean, how
many, how much more money do you

780
00:41:10,480 --> 00:41:12,880
do you really need?
People want to have meaning and

781
00:41:12,880 --> 00:41:17,120
impact in their lives.
And so these people like Tony

782
00:41:17,120 --> 00:41:20,120
Robbins are saying, you know, I
just recently went to UPW and

783
00:41:20,600 --> 00:41:23,640
he's like, look, you have to
have meaning to your life

784
00:41:23,640 --> 00:41:27,120
because it becomes very empty.
And you end up with this sort of

785
00:41:27,520 --> 00:41:30,920
crisis if all you do is work,
work, work, and you don't really

786
00:41:30,920 --> 00:41:33,280
connect that with meaning and
making a difference in other

787
00:41:33,280 --> 00:41:35,760
people's lives, bringing your
family together and all that

788
00:41:35,760 --> 00:41:38,840
stuff.
And so, you know, a nonprofit

789
00:41:38,840 --> 00:41:43,480
can be a means to to bring your
family together to project your

790
00:41:43,480 --> 00:41:46,600
legacy and your values.
And isn't the whole world

791
00:41:46,920 --> 00:41:50,400
abandoning all the things that
we used to attach our identity

792
00:41:50,400 --> 00:41:53,000
to?
People are less attached to

793
00:41:53,000 --> 00:41:57,480
their family of origin or their
alma mater or any of these

794
00:41:57,680 --> 00:42:00,280
church politics.
All of these institutions have

795
00:42:00,280 --> 00:42:03,800
kind of let lost some relevance,
so we need to create a way for

796
00:42:03,800 --> 00:42:06,160
people to create relevance and
meaning in their lives.

797
00:42:06,440 --> 00:42:09,320
And what better way to do it
than to walk people through

798
00:42:09,320 --> 00:42:13,160
process that says here are my
values and here are how I

799
00:42:13,240 --> 00:42:15,520
actualize these values in the
real world.

800
00:42:15,920 --> 00:42:19,120
Put that into a nonprofit.
And then like the Carnegie's,

801
00:42:19,120 --> 00:42:22,400
the Melons and everyone else who
certainly put their stamp on

802
00:42:22,400 --> 00:42:25,680
things and have influenced the
world with propagation of

803
00:42:25,680 --> 00:42:29,920
information through libraries,
doing wonderful things, you can

804
00:42:29,920 --> 00:42:33,400
do that with your own legacy
through a non profit.

805
00:42:33,640 --> 00:42:34,760
And that's what's exciting to
me.

806
00:42:34,760 --> 00:42:38,800
We have to find a way to reach
young people and to inculcate

807
00:42:38,800 --> 00:42:42,040
the traditional, you know, the
tradition values that we have.

808
00:42:42,040 --> 00:42:45,440
Some things about tradition can
certainly be left behind, but

809
00:42:45,440 --> 00:42:48,120
some things are really important
to be preserved because if we

810
00:42:48,120 --> 00:42:51,560
try to reinvent the wheel, we're
going to really have promises in

811
00:42:51,560 --> 00:42:53,280
society.
And I think we're already seeing

812
00:42:53,280 --> 00:42:58,040
that.
How much of what you're the is

813
00:42:58,080 --> 00:43:02,760
it does it make sense for
somebody rather than go set up

814
00:43:02,760 --> 00:43:07,920
just a GoFundMe page to set up
the 5C and then attach a

815
00:43:07,920 --> 00:43:11,360
GoFundMe page to it.
Now there are legitimate, you

816
00:43:11,360 --> 00:43:15,960
know, nonprofit and it would
cause arguably 'cause people to

817
00:43:15,960 --> 00:43:18,200
feel better about it the rather
than just sending money.

818
00:43:18,320 --> 00:43:20,960
Not only will they feel better
about it because there's sort of

819
00:43:20,960 --> 00:43:24,560
a Halo, right, that's put on the
IRS isn't really approving your

820
00:43:24,560 --> 00:43:28,200
mission, but they are saying
that that mission meets these

821
00:43:28,200 --> 00:43:32,800
charitable ends, right?
So what's what's scary and what

822
00:43:32,800 --> 00:43:36,920
most people don't know is that
if you set up a GoFundMe page or

823
00:43:36,920 --> 00:43:41,040
or anything similar, the money
that comes in could be looked at

824
00:43:41,040 --> 00:43:44,760
the by the IRS as income.
If you don't have a tax exempt

825
00:43:44,760 --> 00:43:48,440
entity through which to drive
that money, because who's to say

826
00:43:48,440 --> 00:43:49,920
that you're using that money for
good?

827
00:43:49,920 --> 00:43:53,640
And haven't we seen where people
run these GoFundMe pages because

828
00:43:53,640 --> 00:43:57,200
of something that hit the news
and then they steal the money

829
00:43:57,200 --> 00:44:00,560
and use it to buy themselves
Ferraris or whatever it is all

830
00:44:00,600 --> 00:44:02,000
the time.
Three tickets.

831
00:44:02,000 --> 00:44:04,680
I don't know.
So people actually don't realize

832
00:44:04,680 --> 00:44:07,360
that the IRS can come back for
years and years and say, hey,

833
00:44:07,680 --> 00:44:11,320
you ran this GoFundMe.
You raised money for this cause.

834
00:44:11,560 --> 00:44:15,400
And even if you spent it on
something good, that's your

835
00:44:15,400 --> 00:44:17,440
problem.
This is not done through a

836
00:44:17,440 --> 00:44:19,720
taxable entity, so it actually
gets taxed.

837
00:44:19,720 --> 00:44:23,000
Tax exempt and.
Worst kind of taxation which is

838
00:44:23,000 --> 00:44:25,720
income taxation, ordinary income
level of.

839
00:44:25,720 --> 00:44:28,320
Tax.
Exactly.

840
00:44:29,080 --> 00:44:34,520
Oh, the people, unfortunately
not well counseled, right?

841
00:44:35,280 --> 00:44:37,880
Say, wait, you just can't take
in money, You have to account

842
00:44:37,880 --> 00:44:40,000
for it, right?
Absolutely.

843
00:44:40,000 --> 00:44:42,800
Even if you put it towards a
good cause, the IRS doesn't

844
00:44:42,800 --> 00:44:44,440
care.
You have to prove it right.

845
00:44:45,320 --> 00:44:46,560
Right.
Yeah, it's, it's on you.

846
00:44:46,560 --> 00:44:48,480
If if they catch you, you know,
it's on you.

847
00:44:48,480 --> 00:44:51,280
And you could be, you know, they
say no good deed goes

848
00:44:51,280 --> 00:44:53,160
unpunished, right?
And so, so many people have

849
00:44:53,160 --> 00:44:54,840
caught them, caught themselves
in this trap.

850
00:44:54,840 --> 00:44:58,040
And and what's important is
like, we do sometimes make these

851
00:44:58,040 --> 00:45:00,720
decisions at a breaking point,
right?

852
00:45:00,800 --> 00:45:03,680
I I just, I can't take not doing
anything good in my

853
00:45:03,680 --> 00:45:06,080
neighborhood.
I'm going to do this and maybe

854
00:45:06,080 --> 00:45:09,560
there's a flood or maybe there
is a crisis in the community

855
00:45:09,640 --> 00:45:14,000
because a family's been terribly
disrupted, lost a lost the

856
00:45:14,000 --> 00:45:15,600
parents in a car accident or
something.

857
00:45:15,600 --> 00:45:19,240
It's good to want to do things
in quickly in those situations.

858
00:45:19,320 --> 00:45:22,960
And what's great is that most
people don't know that you can

859
00:45:22,960 --> 00:45:26,800
raise money tax deductibly
almost immediately, even before

860
00:45:26,800 --> 00:45:29,640
the IRS approves your
application or before you've

861
00:45:29,640 --> 00:45:31,480
even submitted an IRS
application.

862
00:45:31,480 --> 00:45:35,600
And the reason is their official
policy at the IRS is to backdate

863
00:45:35,600 --> 00:45:38,560
tax exempt status to the date of
your incorporation.

864
00:45:38,960 --> 00:45:42,040
So if you get in touch with
Instant Nonprofit today and we

865
00:45:42,040 --> 00:45:44,840
incorporate you in Colorado,
which is one of the many states

866
00:45:44,840 --> 00:45:47,560
now that has online
incorporation, we incorporate

867
00:45:47,560 --> 00:45:51,640
your nonprofit tomorrow.
From tomorrow on, you can put a

868
00:45:51,640 --> 00:45:55,120
donate button on your site, give
people a tax deduction so they

869
00:45:55,120 --> 00:45:58,360
get that off their top line of
taxes and they payless taxes.

870
00:45:58,400 --> 00:46:02,760
And that is absolutely not
taxable to you because this is a

871
00:46:02,760 --> 00:46:06,160
non taxable entity.
And that astounds people when I

872
00:46:06,160 --> 00:46:09,720
tell them because yes, we want
to get you approved as quickly

873
00:46:09,720 --> 00:46:14,720
as possible and our averages are
18 and 70 days for the short and

874
00:46:14,720 --> 00:46:17,000
the long form for the IRS
approval.

875
00:46:17,080 --> 00:46:20,320
That's very fast in the context
of a traditional one year.

876
00:46:21,080 --> 00:46:24,160
But what's even better than that
is most states now will the

877
00:46:24,160 --> 00:46:26,800
incorporation will be done
within a week or so, maybe two

878
00:46:26,800 --> 00:46:29,320
weeks.
So we can get that done and you

879
00:46:29,320 --> 00:46:32,440
can start running by.
You can barely schedule your

880
00:46:32,440 --> 00:46:36,520
first fundraiser in that period.
So you can take action very

881
00:46:36,520 --> 00:46:40,240
quickly and we actually give you
a memo that quotes the IR s s

882
00:46:40,240 --> 00:46:43,680
official policy around that.
And that's what you give to your

883
00:46:43,680 --> 00:46:44,840
donors.
That's what you put on your

884
00:46:44,840 --> 00:46:46,840
website until you get that
official letter.

885
00:46:47,280 --> 00:46:49,960
And people's eyes just light up
when we tell them that policy.

886
00:46:51,880 --> 00:46:55,120
Is there like setting up a
corporation?

887
00:46:55,920 --> 00:46:58,800
You don't want to do it in New
York, you don't want to do it in

888
00:46:58,800 --> 00:47:00,840
California.
You want to set up your

889
00:47:00,840 --> 00:47:05,400
corporate situs in Delaware,
Nevada, TX.

890
00:47:05,400 --> 00:47:07,760
Right?
I mean that's pretty standard

891
00:47:07,760 --> 00:47:11,720
stuff that might change and
people might have different

892
00:47:11,720 --> 00:47:16,160
opinions about that.
Is there a a state that the

893
00:47:16,160 --> 00:47:20,440
situs would be better for a non
profit over another aside from

894
00:47:20,440 --> 00:47:26,440
the expediting the process?
The good news is other than,

895
00:47:26,440 --> 00:47:29,480
like you're saying, other than
the window of time it takes to,

896
00:47:29,560 --> 00:47:33,360
you know, from submission to
approval of the articles, after

897
00:47:33,360 --> 00:47:36,600
which we immediately get the EIN
online and you're, you're in

898
00:47:36,600 --> 00:47:37,960
business.
You can go to the bank and open

899
00:47:37,960 --> 00:47:41,480
the account and everything.
There really isn't any advantage

900
00:47:41,480 --> 00:47:44,880
of one state over another other
than I would say Hawaii.

901
00:47:45,560 --> 00:47:48,840
Washington's a little difficult
or Oregon's a little difficult.

902
00:47:49,680 --> 00:47:53,600
California is harder than some
states in the annual

903
00:47:53,600 --> 00:47:56,960
maintenance, but it's really not
as difficult as as Hawaii and

904
00:47:56,960 --> 00:47:59,520
and a couple of other of those N
Northwest states.

905
00:47:59,880 --> 00:48:04,320
But generally you should start
the nonprofit in your own state

906
00:48:04,720 --> 00:48:09,400
because the reason for Delaware
and and Nevada being the the

907
00:48:09,400 --> 00:48:13,640
famous cases and now Wyoming's a
pretty solid for profit.

908
00:48:14,640 --> 00:48:17,040
It provides a more secure
corporate veil.

909
00:48:17,040 --> 00:48:20,360
It's harder to sue the
corporation and divulge your

910
00:48:20,360 --> 00:48:23,160
their private records, their
corporate minutes.

911
00:48:23,160 --> 00:48:25,960
And all of those private things
are kept a little bit more

912
00:48:25,960 --> 00:48:28,920
private in those states.
But because a nonprofit is a

913
00:48:28,920 --> 00:48:31,600
public trust, there aren't
really shareholders.

914
00:48:31,600 --> 00:48:34,440
You don't own a nonprofit, you
govern it through the board and

915
00:48:34,600 --> 00:48:37,080
it's a more transparent public
type of entity.

916
00:48:37,400 --> 00:48:40,400
So there are certain things that
are published about your

917
00:48:40,400 --> 00:48:43,200
nonprofit, not your donor list
that's never published.

918
00:48:43,200 --> 00:48:46,760
Or hopefully they don't, you
know, go after and try to, you

919
00:48:46,760 --> 00:48:49,160
know, other than in political
situations, you'll see that.

920
00:48:49,400 --> 00:48:51,760
But generally that donor list is
sacrosanct.

921
00:48:52,280 --> 00:48:55,640
But many elements of the tax
return are public because this

922
00:48:55,640 --> 00:48:58,440
is a public trust.
There's an exchange in exchange

923
00:48:58,440 --> 00:49:01,880
for tax exemption.
You are giving up a certain

924
00:49:01,880 --> 00:49:04,960
level of privacy.
But again, they can't get your

925
00:49:05,360 --> 00:49:08,000
corporate minutes.
You know you don't have to.

926
00:49:08,520 --> 00:49:10,360
Public information, isn't it?
Is that the?

927
00:49:10,360 --> 00:49:13,880
Right, 90 is, but those private
conversations are are not right.

928
00:49:13,880 --> 00:49:17,080
So in most states, the
nonprofit's fairly well

929
00:49:17,080 --> 00:49:20,600
protected to the extent of the
private documents, the public,

930
00:49:20,760 --> 00:49:24,120
the things that are public are
out there and that generally

931
00:49:24,120 --> 00:49:27,040
conveys the information that
people need to to trust the

932
00:49:27,040 --> 00:49:28,880
organization.
So there isn't really an

933
00:49:28,880 --> 00:49:32,280
advantage of one state over
another, although you can kind

934
00:49:32,280 --> 00:49:34,840
of, if you were to look at a
list of states, you could

935
00:49:34,840 --> 00:49:38,200
probably guess which ones are
little bit more regulated versus

936
00:49:38,200 --> 00:49:41,440
a little bit less.
For example, 40 states regulate

937
00:49:41,440 --> 00:49:44,720
fundraising activity.
Fundraising activity can be

938
00:49:44,720 --> 00:49:46,520
almost anything in some of these
states.

939
00:49:46,520 --> 00:49:50,720
So you can imagine California,
New York, the Northeast, they

940
00:49:50,720 --> 00:49:54,720
regulate that pretty tightly.
And states like Arizona actually

941
00:49:54,720 --> 00:49:57,120
repealed that law.
The only state to do so.

942
00:49:57,640 --> 00:50:01,280
Texas is easy.
So there are states that don't

943
00:50:02,080 --> 00:50:05,440
make you register in order to
throw a fundraiser, put a donate

944
00:50:05,440 --> 00:50:08,920
button on your website.
And you know, naturally those

945
00:50:08,920 --> 00:50:11,760
are going to be a little bit
easier to maintain your

946
00:50:11,760 --> 00:50:16,560
organization year over year.
But the difficulty is low enough

947
00:50:16,560 --> 00:50:20,040
that I would say it's offset by
having to set up a registered

948
00:50:20,040 --> 00:50:24,120
agent, not get the mail at your
local PO Box or to your home or

949
00:50:24,120 --> 00:50:27,360
whatever.
So I generally set recommend

950
00:50:27,360 --> 00:50:30,120
Pete to people, you're not doing
anything controversial.

951
00:50:30,480 --> 00:50:32,440
Go ahead and just use your home
state.

952
00:50:32,640 --> 00:50:35,560
Keep things easy on yourself
because we can often

953
00:50:35,560 --> 00:50:38,560
overcomplicate things for
objectives that really aren't

954
00:50:38,640 --> 00:50:41,760
that important and aren't worth
the juice isn't worth the

955
00:50:41,760 --> 00:50:42,560
squeeze.
Got it.

956
00:50:42,960 --> 00:50:48,120
And I would imagine that you, if
you were going to enlist the

957
00:50:48,120 --> 00:50:52,200
local Chamber of Commerce, the
local fathers of the, of the

958
00:50:52,200 --> 00:50:56,440
city and officials, then you
could say it is a, you know,

959
00:50:56,440 --> 00:50:59,640
current state nonprofit.
And that can't hurt.

960
00:50:59,800 --> 00:51:02,240
That's true.
People do have a little bit more

961
00:51:02,240 --> 00:51:06,680
of a trust factor if it's a, you
know, corporation here versus in

962
00:51:06,680 --> 00:51:09,640
some faraway place.
One sort of it's not really an

963
00:51:09,640 --> 00:51:12,200
exception, but one case that
where we do right make a

964
00:51:12,200 --> 00:51:16,120
recommendation where to register
is we do a lot of registration

965
00:51:16,120 --> 00:51:17,800
for what we just did.
Well, I'll give you a great

966
00:51:17,800 --> 00:51:20,080
example.
There's a Vietnamese

967
00:51:20,080 --> 00:51:24,120
organization that has a huge
jungle preserve where they are

968
00:51:24,120 --> 00:51:27,520
literally preserving the life of
some of the only examples of

969
00:51:27,520 --> 00:51:29,480
these endangered species in the
world.

970
00:51:30,080 --> 00:51:31,880
And they have to contract with
the government.

971
00:51:31,880 --> 00:51:35,360
They recently had to move their
many, many 100 acre, you know,

972
00:51:35,440 --> 00:51:38,320
preserve somewhere else because
the Army wanted their spot.

973
00:51:38,960 --> 00:51:42,000
And so they don't.
They don't have a board here.

974
00:51:42,000 --> 00:51:45,720
They don't have a presence here.
We will establish the presence,

975
00:51:45,720 --> 00:51:47,760
establish the registered agent
for them.

976
00:51:47,760 --> 00:51:52,280
So they have to get a taxpayer
ID number to be able to register

977
00:51:52,320 --> 00:51:55,520
and get the EIN.
So they sort of have to become a

978
00:51:55,520 --> 00:51:58,280
taxpayer in effect here, just
like if somebody moves here on a

979
00:51:58,280 --> 00:52:01,080
visa and wants to collect AW2
paycheck.

980
00:52:01,840 --> 00:52:03,320
So we do all of those things for
them.

981
00:52:03,640 --> 00:52:07,000
And in that case, we'll often
recommend Washington, DC,

982
00:52:07,160 --> 00:52:09,880
because what does an
international organization want

983
00:52:09,880 --> 00:52:14,800
to show on their letterhead?
But Washington, DC, it's that's

984
00:52:14,800 --> 00:52:18,320
where optics do matter.
And sometimes optics matter.

985
00:52:18,360 --> 00:52:22,240
If you're an ocean organization
out of Minnesota, you might want

986
00:52:22,240 --> 00:52:25,800
to register in California or
somewhere where there's actual

987
00:52:26,040 --> 00:52:27,120
coastline.
Nantucket.

988
00:52:27,160 --> 00:52:31,680
So yeah, what's the in terms of
managing expectation?

989
00:52:31,720 --> 00:52:34,160
2 questions.
One, if you were doing a short

990
00:52:34,160 --> 00:52:36,880
term fundraising and you wanted
to do it legit, so you set up

991
00:52:36,880 --> 00:52:38,840
the fund.
So you raise the money in two

992
00:52:38,840 --> 00:52:42,400
years and then you shut it down,
pay your taxes, file the 990,

993
00:52:42,680 --> 00:52:44,880
and then you shut it down.
That's plausible, right?

994
00:52:45,160 --> 00:52:47,160
Unless you have an ongoing
purpose, right?

995
00:52:47,800 --> 00:52:51,680
It's totally plausible and
totally realistic, especially if

996
00:52:51,680 --> 00:52:55,200
you're using instant nonprofit
because we also have dissolution

997
00:52:55,200 --> 00:52:57,480
services.
We can wind down an organization

998
00:52:57,840 --> 00:53:00,920
pretty cost effective.
And you know, the main thing is

999
00:53:00,920 --> 00:53:03,720
how much friction are you having
in your life?

1000
00:53:03,720 --> 00:53:06,600
How much brain damage, I like to
call it, are you creating in

1001
00:53:06,600 --> 00:53:09,960
your life by ramping an
organization up for for a

1002
00:53:09,960 --> 00:53:11,160
disaster?
Maybe.

1003
00:53:11,880 --> 00:53:14,880
And boy, wouldn't we like
nonprofits to have to dissolve

1004
00:53:14,880 --> 00:53:19,040
after a while because they solve
the problem that they not all

1005
00:53:19,040 --> 00:53:21,560
problems.
That's the problem with some

1006
00:53:21,560 --> 00:53:24,880
organizations is they start for
a great cause, but then the

1007
00:53:24,880 --> 00:53:27,680
purpose of the organization
becomes self perpetuation

1008
00:53:27,680 --> 00:53:29,400
instead of actually solving the
problem.

1009
00:53:29,400 --> 00:53:30,880
Making sure people have jobs,
yeah.

1010
00:53:31,400 --> 00:53:34,160
So I love it.
I, I don't like to unwind

1011
00:53:34,160 --> 00:53:36,880
nonprofits because it became
overwhelming or because they

1012
00:53:36,880 --> 00:53:38,640
were unsuccessful.
That's natural.

1013
00:53:38,640 --> 00:53:40,400
That's going to happen just like
in small business.

1014
00:53:40,840 --> 00:53:44,200
But I really love, it's
bittersweet when a customer

1015
00:53:44,200 --> 00:53:47,800
calls us and say, you know what?
We, we crushed it and we solved

1016
00:53:47,800 --> 00:53:50,960
this problem.
And now this is being taken on

1017
00:53:50,960 --> 00:53:54,640
by this.
We, we've created the hospital

1018
00:53:54,640 --> 00:53:57,080
wing.
They've now found a cure for

1019
00:53:57,080 --> 00:54:00,920
this, you know, ailment and
there's no reason for to us to

1020
00:54:00,920 --> 00:54:03,360
exist anymore.
And that's really exciting to

1021
00:54:03,360 --> 00:54:06,640
see because actually, you know,
I almost wish there were more of

1022
00:54:06,640 --> 00:54:09,200
those because that would mean,
right, we're solving these

1023
00:54:09,200 --> 00:54:11,720
problems and not just mitigating
them.

1024
00:54:11,880 --> 00:54:14,880
Yeah, so.
But it has to be low cost and

1025
00:54:14,880 --> 00:54:17,680
low brain damage to be worth
doing for a short time.

1026
00:54:17,920 --> 00:54:22,400
And when an 100 year flood comes
into Lake Pontchartrain and

1027
00:54:22,400 --> 00:54:27,520
Katrina happens, you might need
500 nonprofits to solve

1028
00:54:27,840 --> 00:54:31,600
everything from sanitation to
giving people furniture and a

1029
00:54:31,600 --> 00:54:32,960
place to live and all these
things.

1030
00:54:33,520 --> 00:54:37,160
Many of those won't have reason
to exist after 3-4 years when

1031
00:54:37,160 --> 00:54:38,840
the build is rebuild.
This happened.

1032
00:54:39,120 --> 00:54:42,720
That's perfectly fine.
But if it cost you five $10,000

1033
00:54:42,720 --> 00:54:45,280
to start up, most people just
walk away.

1034
00:54:45,400 --> 00:54:48,040
And that's where we enable these
things to happen and be

1035
00:54:48,040 --> 00:54:50,440
worthwhile.
So that's where I was headed

1036
00:54:50,480 --> 00:54:53,400
realistically to manage
expectations.

1037
00:54:54,480 --> 00:54:59,240
You've got your your fees, the
filing fees, what's the ongoing

1038
00:54:59,240 --> 00:55:01,720
maintenance?
Look for your middle silo

1039
00:55:02,400 --> 00:55:05,920
operation.
I mean very small nonprofits

1040
00:55:05,920 --> 00:55:10,680
under 50,000 a year, it's about
400 to 500 a year to maintain

1041
00:55:10,680 --> 00:55:13,880
that organization including your
tax return for pretty good

1042
00:55:13,880 --> 00:55:18,280
standing at the state and year
round office hours and one O 1

1043
00:55:18,280 --> 00:55:21,000
level training on all the things
that will at least just keep the

1044
00:55:21,000 --> 00:55:29,240
wheels on moving up from there.
Above $50,000 is about 15, about

1045
00:55:29,240 --> 00:55:34,280
$1700 a year right When you
raise more than 50,000 you step

1046
00:55:34,280 --> 00:55:38,760
over this threshold where a much
more complicated and detailed

1047
00:55:38,760 --> 00:55:42,800
granular tax return, basically
an 1120 corporate tax return

1048
00:55:42,800 --> 00:55:47,240
style return is required that
requires ACPA or really

1049
00:55:47,240 --> 00:55:50,600
professional tax preparer.
Most Cpas or tax preparers won't

1050
00:55:50,600 --> 00:55:55,320
touch a non profit 990.
So we are able to just source

1051
00:55:55,320 --> 00:55:57,880
again, that's all we do.
So we're able to source the kind

1052
00:55:57,880 --> 00:56:01,600
of specialists that really know
what they're doing and that's an

1053
00:56:01,600 --> 00:56:05,120
area of our practice that's
really growing is that

1054
00:56:05,200 --> 00:56:07,040
maintenance of those larger
organizations.

1055
00:56:07,400 --> 00:56:10,120
And then if you're a private
foundation, sometimes there are

1056
00:56:10,120 --> 00:56:14,000
projects or grants that you have
to manage that require a special

1057
00:56:14,000 --> 00:56:17,760
level of audit or compliance
sort of accounting that has to

1058
00:56:17,760 --> 00:56:20,040
do just inside each of those
projects.

1059
00:56:20,360 --> 00:56:23,520
And from there, you know that
that price can go a little bit

1060
00:56:23,520 --> 00:56:26,320
north of that, but just sub
$2000 level.

1061
00:56:26,400 --> 00:56:30,440
But no matter what, it's
certainly less costly than most

1062
00:56:30,440 --> 00:56:33,560
accountants who are trying to
figure this out.

1063
00:56:33,560 --> 00:56:36,560
And they're literally pulling
the guidelines and law books off

1064
00:56:36,560 --> 00:56:41,160
the shelf to figure this out
where we only deal with, you

1065
00:56:41,160 --> 00:56:43,040
know, if, if we don't do it in
house.

1066
00:56:43,520 --> 00:56:45,960
And we partner with ACPA, we
partner with a lawyer.

1067
00:56:45,960 --> 00:56:47,920
We have a lawyer on staff on
call.

1068
00:56:48,400 --> 00:56:50,720
Those people specialize in
nonprofits.

1069
00:56:50,720 --> 00:56:54,040
And that's very rare to find
someone who does enough

1070
00:56:54,040 --> 00:56:56,680
nonprofit work to really know
that stuff off the top of their

1071
00:56:56,680 --> 00:56:59,960
head and simply stay updated on
the the updates that the

1072
00:56:59,960 --> 00:57:01,600
government comes across with
every year.

1073
00:57:02,320 --> 00:57:05,160
Is the rationale, what's the
rationale between for the

1074
00:57:05,160 --> 00:57:08,120
$50,000 threshold?
It's just that if you're going

1075
00:57:08,120 --> 00:57:10,200
to get up to a higher number
than you, that's going to be

1076
00:57:10,200 --> 00:57:11,880
meaningful if somebody starts
stealing stuff.

1077
00:57:11,960 --> 00:57:14,480
I think it's accountability.
I think the government, what

1078
00:57:14,480 --> 00:57:17,720
happened was around, I think it
was 2014, the government had

1079
00:57:17,720 --> 00:57:21,720
this huge backlog and they were
really getting a lot of backlash

1080
00:57:21,720 --> 00:57:25,320
and political pressure because
people are trying to do good

1081
00:57:25,320 --> 00:57:28,040
things and it's just taking
forever for even the smallest

1082
00:57:28,040 --> 00:57:30,400
organizations.
And if there isn't enough money

1083
00:57:30,400 --> 00:57:34,480
to abuse, then there should be a
lower level of scrutiny for that

1084
00:57:34,480 --> 00:57:36,600
organization.
And so they came out at that

1085
00:57:36,600 --> 00:57:39,360
time with this more streamlined
application.

1086
00:57:39,920 --> 00:57:44,960
And the level of information for
the tax return is very minimal,

1087
00:57:45,040 --> 00:57:48,080
right, when you step over that
$50,000 threshold.

1088
00:57:48,080 --> 00:57:50,360
And this is not adjusted for
inflation.

1089
00:57:50,360 --> 00:57:53,600
So I'm not sure what 50,000 is
worth today, but it's certainly

1090
00:57:53,600 --> 00:57:57,880
less than it was back then.
But that is just an arbitrary

1091
00:57:57,880 --> 00:58:02,280
threshold the government sets.
We don't and what we do is

1092
00:58:02,520 --> 00:58:04,200
people start on that lower
level.

1093
00:58:04,200 --> 00:58:07,000
We're excited to see when they
graduate up and we simply check

1094
00:58:07,000 --> 00:58:09,840
in with our customers at the
beginning of the calendar year.

1095
00:58:09,880 --> 00:58:13,520
In the United States, your
personal taxes, your 1040 is due

1096
00:58:13,520 --> 00:58:16,280
in, in April.
Corporate is due in March, March

1097
00:58:16,280 --> 00:58:19,640
15th, right?
Your 1120 or your your LLC if

1098
00:58:19,640 --> 00:58:21,360
you elect as a corporation due
in March.

1099
00:58:21,960 --> 00:58:25,640
For nonprofits, it's May 15th.
So it's March 15th, April 15th,

1100
00:58:25,640 --> 00:58:30,160
May 15th for corporate,
individual and nonprofit returns

1101
00:58:30,160 --> 00:58:31,920
in the United States.
That's how that works.

1102
00:58:32,280 --> 00:58:37,800
Yeah, super interesting.
Is is the entity one that you

1103
00:58:37,800 --> 00:58:43,040
choose or is the by definition
like you can when you file a

1104
00:58:43,040 --> 00:58:45,720
corporation, you can do LLCC
Corp S Corp blah blah blah.

1105
00:58:46,280 --> 00:58:49,880
Is the 503 C the entity?
No.

1106
00:58:49,880 --> 00:58:53,000
It's interchangeable, right?
People use the term 5O1C3AS

1107
00:58:53,000 --> 00:58:56,400
interchangeable for a non
nonprofit, right, or tax exempt

1108
00:58:56,400 --> 00:58:59,040
nonprofit.
But C3 is really a tax

1109
00:58:59,040 --> 00:59:03,360
designation that is bestowed
onto the corporate entity and

1110
00:59:03,360 --> 00:59:05,520
that's a federal tax exemption,
right?

1111
00:59:05,520 --> 00:59:09,160
You're exempt from federal
corporate taxes and the states

1112
00:59:09,160 --> 00:59:11,920
follow suit.
Almost every state doesn't tax

1113
00:59:11,960 --> 00:59:14,040
any revenues other than I
believe Washington.

1114
00:59:14,160 --> 00:59:18,000
So you start the, the
organization, the state entity

1115
00:59:18,080 --> 00:59:20,840
as a nonprofit corporation in
almost every state.

1116
00:59:21,120 --> 00:59:25,560
A few states, I think Arkansas,
I believe Virginia and maybe one

1117
00:59:25,560 --> 00:59:28,920
or two other states call it a
non stock corporation because

1118
00:59:28,920 --> 00:59:30,840
there aren't shares in the
corporation.

1119
00:59:30,840 --> 00:59:33,040
It's governed by a board, not
shareholders.

1120
00:59:33,040 --> 00:59:36,440
But either way, it is a special
type of corporation.

1121
00:59:36,640 --> 00:59:39,360
And we have so many customers
who were prospects, right, who

1122
00:59:39,360 --> 00:59:41,080
are thinking about being a
customer.

1123
00:59:41,240 --> 00:59:44,760
They already went out and they
started an LLC or they started a

1124
00:59:45,040 --> 00:59:47,680
corporation and thought maybe it
was an election because maybe

1125
00:59:47,680 --> 00:59:50,120
they've done an S Corp or
something where they elected to

1126
00:59:50,120 --> 00:59:54,440
be taxed in a different way.
And unfortunately we have to

1127
00:59:54,440 --> 00:59:58,120
dissolve those for them, get
that out of the way so that they

1128
00:59:58,120 --> 00:59:59,760
can use that name that they want
to use.

1129
00:59:59,760 --> 01:00:02,000
And then we filed the correct
type of corporation.

1130
01:00:02,040 --> 01:00:03,920
But that's just part of our
service.

1131
01:00:04,080 --> 01:00:07,200
If that needs to be done.
We we don't even charge extra

1132
01:00:07,200 --> 01:00:08,680
for.
We do charge extra for

1133
01:00:08,680 --> 01:00:12,200
dissolution.
But incorporation is included in

1134
01:00:12,200 --> 01:00:13,760
our service.
If somebody's already

1135
01:00:13,760 --> 01:00:16,080
incorporated and they believe
they did the right type of

1136
01:00:16,080 --> 01:00:19,160
corporation or they don't know,
we don't charge any extra for

1137
01:00:19,160 --> 01:00:22,960
that because it's just it's
actually more costly for us to

1138
01:00:22,960 --> 01:00:25,760
vet their paperwork than for us
to start clean.

1139
01:00:26,240 --> 01:00:29,680
But we just throw it in because
again, people want to be able to

1140
01:00:29,680 --> 01:00:33,280
drop this off and know that it's
being taken care of. 100%

1141
01:00:33,280 --> 01:00:34,800
correct.
And the more comfortable they

1142
01:00:34,800 --> 01:00:38,720
feel the trust in us, the more
they can stay completely focused

1143
01:00:38,720 --> 01:00:41,160
on executing their mission,
which is what we're all about.

1144
01:00:41,160 --> 01:00:43,120
That's the whole idea in most
cases.

1145
01:00:43,120 --> 01:00:45,760
Yeah.
So this has been super

1146
01:00:45,760 --> 01:00:49,160
interesting, Christian.
We ran way over, but it's OK.

1147
01:00:49,400 --> 01:00:51,520
Glad we did.
I'm glad we did.

1148
01:00:51,640 --> 01:00:54,960
Yeah.
So what I'd like to do if it's

1149
01:00:54,960 --> 01:00:58,160
OK with you is do this again and
maybe a couple months, see how

1150
01:00:58,160 --> 01:00:59,960
you guys are doing.
Meanwhile, we'll share it with

1151
01:00:59,960 --> 01:01:03,880
everybody in the community.
And I think that everybody will

1152
01:01:03,880 --> 01:01:06,120
benefit from hearing from this.
And I don't mean to be

1153
01:01:06,120 --> 01:01:10,360
hyperbolic, but there are people
who are have foundations, have

1154
01:01:10,360 --> 01:01:13,400
nonprofits and I think they
would have learned a lot from

1155
01:01:13,480 --> 01:01:16,200
what you've discussed already.
So that's great.

1156
01:01:16,240 --> 01:01:19,280
Super appreciate it.
Absolutely and if if I could

1157
01:01:19,280 --> 01:01:22,640
just shamelessly plug ourselves
on the way off here.

1158
01:01:23,000 --> 01:01:25,960
Anyone wants to reach us.
We have a about starting a

1159
01:01:25,960 --> 01:01:28,480
nonprofit.
We have a great gift of a

1160
01:01:28,480 --> 01:01:30,760
startup kit.
It's all of the things that you

1161
01:01:30,760 --> 01:01:33,200
need to know on the way into.
If you're thinking about

1162
01:01:33,200 --> 01:01:36,160
starting a nonprofit, whether
you know a lot or you know a

1163
01:01:36,160 --> 01:01:37,640
little, we have this great
startup kit.

1164
01:01:37,640 --> 01:01:41,160
It's at
instantnonprofit.com/podcast, so

1165
01:01:41,160 --> 01:01:44,560
you don't have to remember much
and we won't harass you.

1166
01:01:44,720 --> 01:01:47,600
It's, it's low obligation, but
we have worksheets that help

1167
01:01:47,600 --> 01:01:50,000
people figure out their one
sentence mission statement.

1168
01:01:50,120 --> 01:01:52,880
What would a great name be?
We have processes for all those

1169
01:01:52,880 --> 01:01:54,440
that are really lightweight and
easy.

1170
01:01:54,480 --> 01:01:57,880
So somebody can feel confident.
Yes, this just might fit.

1171
01:01:58,120 --> 01:02:00,320
Then they can book a call.
We have a button right at the

1172
01:02:00,320 --> 01:02:01,880
top.
You can book a call.

1173
01:02:01,880 --> 01:02:04,440
And this is not a call center.
You will speak with an expert

1174
01:02:04,520 --> 01:02:07,200
on, on nonprofits.
And there are a number of other

1175
01:02:07,200 --> 01:02:09,960
things, right, that you can
learn by going to our website.

1176
01:02:10,160 --> 01:02:13,200
You can follow us on social.
We're on all the socials, like I

1177
01:02:13,200 --> 01:02:16,920
said, I have some wonderful 20
somethings on our on our team

1178
01:02:16,920 --> 01:02:21,160
that are are making me famous in
spite of my, you know, this nude

1179
01:02:21,160 --> 01:02:24,280
skill of of getting on video and
talking about these things.

1180
01:02:24,280 --> 01:02:27,240
But I love doing this.
And so it's really been fun to

1181
01:02:27,240 --> 01:02:29,600
get out there on social.
So follow us on social and then

1182
01:02:29,800 --> 01:02:33,080
if somebody wants to reach me,
whether your family office and

1183
01:02:33,080 --> 01:02:36,120
its mission might be aligned
with our cause based.

1184
01:02:36,120 --> 01:02:39,480
You know, we are a corporation.
We we do have shares and we are

1185
01:02:39,480 --> 01:02:41,320
out raising equity capital right
now.

1186
01:02:41,320 --> 01:02:43,920
And, you know, sometimes they
don't say something like that on

1187
01:02:43,920 --> 01:02:46,200
a podcast because these things
live forever.

1188
01:02:46,280 --> 01:02:48,320
Totally OK for.
Us, we are in this limited

1189
01:02:48,320 --> 01:02:52,120
window where we want people who
are aligned with us to be our

1190
01:02:52,120 --> 01:02:53,960
partners and to be our
stakeholders.

1191
01:02:53,960 --> 01:02:56,360
And so if anybody thinks that
might be interesting, we've got

1192
01:02:56,360 --> 01:02:58,360
a great story, we've got great
materials.

1193
01:02:58,560 --> 01:03:01,880
Like I said, our mission is
furthered by aligning with

1194
01:03:01,880 --> 01:03:04,800
people who agree with us.
So I can be reached at

1195
01:03:04,800 --> 01:03:08,520
christianinstantnonprofit.com.
And I'm sure if you were to

1196
01:03:08,520 --> 01:03:11,320
reach out on social or anywhere,
somebody can get you in touch

1197
01:03:11,320 --> 01:03:12,720
with me.
And I can share a little bit

1198
01:03:12,720 --> 01:03:16,920
more about how we plan to take
this exciting, you know,

1199
01:03:16,920 --> 01:03:20,680
platform to the world and serve
at a higher level and, you know,

1200
01:03:21,000 --> 01:03:24,520
make a dent in in history.
Yeah, I think the timing's good.

1201
01:03:25,200 --> 01:03:26,400
Really appreciate.
It.

1202
01:03:27,000 --> 01:03:30,120
And I also appreciate you
mentioning it to everybody that

1203
01:03:30,120 --> 01:03:33,000
you're in a raise because that
could be helpful for you as well

1204
01:03:33,000 --> 01:03:35,400
as everybody else.
So for sure, Christian, thank

1205
01:03:35,400 --> 01:03:37,240
you.
And let like I said, let's do

1206
01:03:37,240 --> 01:03:38,960
this again in a couple months
and get an update.

1207
01:03:39,960 --> 01:03:41,800
I love it.
I can't wait to do that.

1208
01:03:41,800 --> 01:03:43,240
And thanks for what you're
doing.

1209
01:03:43,480 --> 01:03:46,240
I'd love any questions,
comments, anyone, anything

1210
01:03:46,240 --> 01:03:48,400
anyone has.
That's what we're here to do.

1211
01:03:48,400 --> 01:03:50,880
So look us up and I look forward
to getting back together with

1212
01:03:50,880 --> 01:03:54,760
you again and talking about
exciting things like Utah and

1213
01:03:54,760 --> 01:03:56,960
the outdoors and all of things
that we seem to share.

1214
01:03:57,040 --> 01:03:58,760
Yeah, I love that.
Let's do it.

1215
01:03:59,160 --> 01:04:01,560
So thank everybody for sharing
with us the only thing you can't

1216
01:04:01,560 --> 01:04:02,840
make more of.
And that's your time.

1217
01:04:03,080 --> 01:04:04,640
Till next time.
Thanks for listening in.