[46] – Special Guest: Ryan Goodman – ConnectBooster

Welcome to PSA Impact, your podcast for all things PSA, RMM, and MSP, with your hosts, Rayanne Buccianico and Chris Tim. Learn how to get the most out of your PSA tool and manage your business by maximizing profitability and increasing efficiency within your MSP business. Let's listen in. Hi, everyone, and welcome to another episode of PSA Impact with your hosts, myself, Chris Tim, and my co-host, Rayanne Buccianico. Hey, Rayanne, how are you doing today?

I'm doing great today, Chris. How are things over there? Things are really good over here. Sun is shining. It's six o'clock in the evening and the sun is still high in the sky, so things are looking up for us.

Well, that's awesome. Yeah, we've got a pretty good day here as well. It's a little warm where we are, but all is well. Good. So, Rayanne, I hear via the grapevine that we have a very special guest on today.

So do you want to kind of take it away and introduce him to us? I do. So this special guest is a newfound friend of mine. He and I have started communicating over the last, I don't know, I want to say it was past a year, sometime during the pandemic, and he is Ryan Goodman, and he's the owner of Connect Booster. And please welcome to the PSA Impact Podcast.

Thank you for joining us, Ryan. How are you today? I am well. I am well. You guys were talking about your weather.

I live in Fargo, North Dakota, so you could probably guess how my weather is 80% of the time, but we actually have a beautiful day stocking up for us here today. Absolutely. I suspect it's probably pretty much like British weather, right? Yeah. When the air hurts your face and it's not warm, you know, you should probably just stay inside.

A lot of times it's cold. I really need to get up there and visit Fargo because the only reference I have of Fargo is, of course, the movie, which, by the way, was an amazing movie, but, you know, I'm sure that there's so much more to Fargo than that. It is. Yeah. Yeah.

I mean, good movie, we're nicer. I mean, most of the time you're not, crime isn't maybe as rampant as what it may appear in the movie. So Ryan, could you just tell us a little bit about yourself, who you are, where you come from, what your product's all about? Yeah, for sure. So again, you guys had introduced me, so appreciate that.

Ryan Goodman, the co-founder of Connect Booster, as well as our parent company, B&G. I've been in the electronic payment space really since 2005, formed B&G as an official company in 2007 with my business partners. Still work with one of the original founders, Brady Nash, today. He's our CEO, and I am the president of the org, and we have an amazing team that helps us execute our plan and helps partners, businesses automate their cashflow, as well as eliminate a lot of the redundant, busy work that's associated with bringing payments into businesses that oftentimes people don't even realize they don't have to do until they talk to us. So you own both, or do you still own both B&G and Connect Booster?

Yeah. Because I think that a lot of times people confuse Connect Booster and don't realize that B&G, the gateway, comes along with it as part of a package deal. Is that right? Yeah. That's a great question.

I appreciate you calling that out for clarification. Yeah. So B&G, as a payments company, we service all types of businesses inside of that portfolio of companies. We actually own several companies underneath B&G, which is a holdings company. So we own an electronic payments organization.

Again, we serve businesses from anything you could imagine that takes payments. We have a company that would be in that portfolio. And in fact, under the Connect Booster brand, we actually have several partners that are not only selling Connect Booster as a solution through a program we call REV, but also several of the other electronic payment technologies that B&G as an organization has to offer to other service-based businesses. Those partners are now offering out to their end clients, which are the same as what we're used to servicing. So we have a really cool channel play with our partners and where we see a lot of our growth strategy now stemming from under the Connect Booster brand, working with partners and being channel.

Underneath B&G, we also own insurance companies, several other organizations that live underneath that company. But if you're talking to Ryan Goodman, and where most people know me inside of the channel, I have focused for the last decade, really laser-focused on the channel, taking those payment technologies and those business efficiency concepts and working with partners. So I've been the one that's been out on the road, building the sales team, working with the org, helping. Really it's my team. My team is actually extremely smart.

Man, you talk to me, you're like, how'd you build that? I have a wonderful, wonderful team. So yeah, owner of both, owner of several different organizations, are very entrepreneurial. But I'm also like 95% of my time is Connect Booster, day in, day out. And I'm just going to throw this out there.

What was the motivating factor for you to get into the channel, right? Because you have so many, like you said, so many different organizations and your offerings in so many different industries. What made you focus on IT and the IT channel? Yeah, interesting how that came about. So as we were in the payment space and I was door-to-door selling, that's how we started.

I mean, we're out of the basement of a house, kind of an interesting story of the different levels of growth. But we started from the ground up, just starting knocking on doors. Our first lead list was literally yellow pages out of a phone book, right? Like, oh, there's businesses here, maybe I should stop by, give them a call, stop by and say hi. You know, I totally see that about you too, I do.

Yeah, yeah, we would. We would just, hey, I'm Ryan, nice to meet you. Here's what I'm here for. But outside of that, we had realized that the more sophisticated accounts, payment processing is very much so a commodity. It's hard to differentiate, you're selling on price, there's a lot of choices out there in the open market.

And we had realized that the larger accounts that we wanted to sell into were dealing with point of sale. Well, that certainly has an element of technology, right? You have workstations, you have a back office server, you're running on the network. And so we actually went and we acquired a point of sale company that we had run into a lot of times locally, right? And so we were ill-prepared to run that business, by the way.

We were very used to recurring revenue, residuals. We had no idea what accounts receivable was until all of a sudden we started having about $50,000 of accounts receivable and said, my gosh, we send out an invoice and people don't just pay? Like, how do we handle this? This is a new problem. And so we had actually invested in a PSA tool at that point to help us organize and run the business.

And recurring revenue was all we knew. I know many people in the channel kind of reverse learned what recurring revenue was from a break-fix model over to a managed services model. But funny enough, we were sold on recurring revenue very early in our career and were really thrown off when our revenue didn't come in that way. And so we had to organize the business. We had to figure out how to run a project-based business, but then quickly realized through other local IT connections as we were dealing with cabling that, oh my gosh, there's this recurring revenue model that could exist inside of the point-of-sale business.

We're using a PSA tool, but how do we collect on an automatic basis? We have these recurring service contracts that at the end of the day, why am I sending an invoice and waiting for payment? Well, being in the payment space, we had Authorize.net at our disposal. We had all these tools that we knew could do a recurring payment, but nothing was integrated with the PSA tool and nothing was integrated with the variable contracts that we were selling when we were doing data backup for the point-of-sale. And we said, my gosh, there's nothing out there that does exactly what we want to do.

We had recruited some local software developers and said, hey, here's the concept. We want this integrated into our PSA tool, into accounting, and we want it to deal with the variable dollar amounts. And we want our clients to enter a payment information and we just withdraw the money when it's due. And we want it to push into accounting and we want them to pay it online if it's something that falls outside of recurring. We kind of had our original hit list and they said, oh, we can build that.

You know, as naive as we were, we thought, hey, we'll pay like 20 grand. We got this thing and, you know, hey, if it fixes our problem, there's probably other people that want it. And so we started expanding our paradigm. We're like, ah, the IT service provider world is a very tight-knit community. And so, I mean, you'd laugh in our early beginnings was picking up the phone and saying, hey, you're an IT service provider, right?

You deal with these three problems. I have something I want to show you. And literally that's where it started. I had no idea that the trade show world existed. And as I was continually speaking to partners who this community is so helpful, they're like, well, Ryan, you should be going to an IT nation or you should be going to a Robin Robbins event.

You know, I'm like, holy crap, we should be doing that. And so it's just been this iteration of learning along the way. And really, the product now has really been built by MSPs for what they need because we quickly realized, you know, yeah, there were certain things that we need to develop that would fit our needs, but every business operates a little bit differently. And they helped us build out this set of standards, which would say, okay, here's the ideal situation. I send out an invoice.

I don't want a human to have to touch it to bring in the dollars, right? And so that's kind of the pursuit of what we're always trying to do with the product. Let's get to that holy grail where you deserve to get paid. Okay, well, let's just make it really easy and automated. You mentioned a lot about PSAs.

You mentioned about using a PSA tool. I'm assuming, and your product obviously integrates with PSA tools. So what PSA tools are you integrating with? Is it just kind of the big two or is it all of them? Is it kind of an open thing that people can connect to anyone or how does it work?

Yeah, that's a great question. So the big three today are Autotask, ConnectWise, and Kaseya BMS. That's where we've seen the major concentration. There's a whole lot of other tools that continue to rise up to the service center competing with those big three, but our primary integration is actually into accounting packages. And so there are a lot of benefits to being integrated into the PSA tool and we could dig into all of those, but at the end of the day, the primary integration for ConnectBooster is the accounting package.

So there are several users that we have that let's say they're running Xero or QuickBooks Online or QuickBooks Desktop that are maybe running one of the other, maybe lesser known or maybe don't have as much market share PSA tools. It's an 80-20 rule where they can actually get 80% of the benefit. Now the 20% of one of the big three that we integrate to, there's a lot of cool Chrome and extra efficiency that exists because of that, but you can get the bulk of the benefit and we work with a lot of different business types that fall outside of those big three as long as they have an accounting package that integrates. But yeah, there's some cool stuff with like Autotask contracts and the ability to use that as a trigger for AutoPay that exists only with one of those PSA integrations. So you mentioned an accounting tool that I know a lot of people over here in the UK use, which is Xero.

So I think you know what my next question is going to be, and that is, do you work in the UK market? Is it only in the US or where are you currently serving your customers at the moment? Great question and I get it a lot. We serve customers in the US and Canada right now. We have been growing rapidly now.

I continue to get demand from the UK as well as Australia and those are obviously two natural markets that we're interested in getting into, right? One of the biggest challenges, not necessarily in the software development space, but it's specifically dealing in the vertical that we work in payments. And payment software, the payments providers can make or break you. You could be the greatest software provider in the world that is integrating all this cool stuff and then all of a sudden transaction hold can happen from a processor when you run a different risk threshold, right? We take that responsibility very seriously in all aspects of the areas we touch, even though we are not the back-end bank.

There's not a lot of software providers that are the back-end bank moving transactions, even though they may be fintech. They're integrating with these large money moving payment processing rails, but they're a direct reflection of your business and that's one of the biggest challenges when you deal with especially someone that's a US-based payments provider and finding those trusted banking relationships in those foreign markets that are going to represent you really well. So that's been one of the biggest challenges where when we look at ROI, and this is just being completely blatant, as a business owner, you're looking at, okay, what do we have for low hanging fruit addressable market at the rate that we're growing versus some of these unknown unknowns, which when you're in payments, there's not forgiveness, right? I mean, it's not like, oh, I can't get my email. It's like, trust me, people will get a $1,200 plane ticket to come and get 80 grand.

You know what I mean? It's just no forgiveness in that world. We need to make sure it is rock solid and we trust the partners that we're partnering with in the financial world before we make those moves. So we've done a lot of evaluation. There's been a lot of reasons that we have not jumped headlong into a couple of those markets, but they are on the radar.

It's hard for me to give definitive timelines, but I feel very comfortable that we could get to a point in 2022, where we're having real conversations and talking to partners in the UK market and in the Australia market about, okay, what does this look like? What are your expectations for support as we figure that out with the time gaps, right? There are all these uniques that I know a lot of software companies have figured out, but right now, we're a bootstrapped company. We're not backed by any of the large M&A and private equity companies that are in this space. And so for us to get that type of expertise, we need to bring it in-house.

And we want to make sure that our service continues to be as world-class as it is today for our partners. And I don't want that to suffer. So long answer for a short question, yes, we are going to get there, but I want to make sure it's done right versus done hastily because, again, there's not a lot of forgiveness in payments. It has to be right every time, and it has to be right the first time. There's not a lot of room for experimentation in that area of a partner's business.

I was just going to say, because I literally, I hear that question every single day from my customers, right? And as a PSA consultant, I get questions about all kinds of integrations day in and day out. I have customers in the US, and they're okay, they can use it, but customers in Australia and the UK, and all I'm hearing is, when are we going to be able to use ConnectBooster? So that was a good answer. It's good to know that you've got some plans to come over here at some point.

Well, and Chris, I mean, I think the interesting thing, this is something that you and I should certainly take offline, but I'd be very interested in having those conversations on what you see as market opportunity. Those are the type of connections, and this is the beautiful part of the channel. The ability to collaborate and uncover opportunity, and then figure out plans going forward, and we have a history of doing that with ConnectBooster. So I'm excited for some of these offline conversations, because I think you're a great resource to help me quantify what this could look like and how we can serve those partners, because it's not a matter of want, I just want to make sure that it's done right, and when we do it, they're getting the benefit that I know our partners come to expect, and that experience needs to be equal, no matter where you're doing business, that quality needs to be matched. I think one of the biggest things, the biggest draws for ConnectBooster is the fact that, as you were saying earlier, if an invoice changes by $20 from one month to the next, you don't have to go into that Memorize transaction in your gateway and force the number.

And that was the one piece that had been missing for so long, is because the invoices generally don't stay the same dollar amount, same exact pennies, other gateways just didn't have the ability to be that flexible. But I guess my question to you is, is that when somebody comes to you, and maybe this is a better question for your sales team, but when somebody comes to you and say, hey, we would really like to implement ConnectBooster, and well, we're using Autotask, and our accounting system is Sage 50, and we don't really have a whole lot of automation going on. Do you steer them into a specific standardization of tools in order to be able to use your product the best? Or do you try to work with whatever tools they're currently using? Back to one of my earlier conversations, the accounting package is key, that we integrate to that accounting package.

So let's say they are using a Sage 50, something that we're not integrated to currently. I have had individuals where the issues that they're dealing with inside of their business and the automation that they're after, they will actually make a change to an accounting package that we integrate to, because at the end of the day, there are a lot of processes that are extremely important in business, but cash is king. It is the lifeblood of businesses, right? I mean, just like you and I, this is a little morbid, but you know, if that's not flowing through our body, well, you don't have a lot of time for things to recover, and it is an emergency right now. It's the same thing for businesses that are experiencing cashflow issues.

And one of the areas that I see people struggle is when they have rapid growth, and then they don't have good processes around accounts receivable, or they're not taking the manual process out of it. That's where they can start eating themselves alive with success, because all of a sudden, they're becoming a bank, and they're becoming a collection agency. Now those are two businesses that oftentimes, IT service providers don't realize they're starting, but they get thrown headlong into being a bank that's not charging interest, not a good model, and a collection agency that they never intended to run. When we take a step back, and we look at the goals of the business, there are times when moving them into that accounting package and working with an individual like you, Rae-Ann, and saying, hey, in that conversion, I recommend you're utilizing Xero. I recommend you use QuickBooks Online for these reasons, and I want to get you in touch with a contact like Rae-Ann, with a contact like Chris, to help you through that accounting conversion.

Because once we get that base of standard, they can also help you from a financial standpoint. And now ConnectBooster, you can implement, and you have this seamless 360-degree process of finance when you're utilizing your PSA, you're utilizing your accounting tool, and you put ConnectBooster in the mix, and all of those are integrated. Now you have the ability to really scale. Now the ability to go out and say, I want to target a 30% growth rate, you know, over the next three years. Well, that's 90% growth off of your baseline today.

What are the things that are going to break and blow up? And short-term pain for conversion in accounting to help accomplish those goals, we can start factoring, like, what is a real ROI, and how are you going to accomplish that growth rate? Is it one way or adding more humans if you don't have the integration? But you and I all know, I mean, people are an expensive resource inside of the business. And so I know a big part of the MSP model is continuing to automate through software, right?

And that's where we want to meet and align. Now, are we the perfect solution every time in those scenarios? No, but I think you'd find it really interesting how many times, at a minimum, we give them something really to consider, and maybe inside of that six-month window, they're taking a look. Because those business goals that we want to align ourselves with will then make a move in that accounting package make a heck of a lot of sense, especially when we have experts that can help them walk through that process in a conversion and make that as seamless as possible. It's a lot less work than I think a lot of people understand if you have the right network of consultants, along with software, along with expertise in that field, and with the tools that are being used inside of that ecosystem of automation.

It's a lot less painful than I think people realize. And so the ROI can be absolutely phenomenal, especially if you don't want to be a bank and you don't want to be a collection agency. You know, I'd seriously consider taking a hard look at the tools that you're using today and make those changes in your business. Yeah, it's often hard to get MSPs out of the banking business. Yes, it really is.

You know, and I find a lot of times the ability to want to add interest to those past due payments, it's one thing to do it, it's a whole other thing to stand your ground with a client, you know, when they question those fees too. And you're putting this tension inside of a relationship that you rely on. And I can promise you, if you don't have about 80% of your recurring revenue coming in on an automated recurring basis, it is very difficult to start having, are you right fit for my portfolio of clients conversation until you start crossing those thresholds of automated recurring revenue, you need that 80-20 rule. It's so funny, it's cliche, but applies in so many areas of life. You know, you need to get to about that 80% of that recurring revenue coming in, in lockstep before you can start making those real practical business decisions on is the other 20% a problem?

Do I need to forego those and start finding others that match the businesses that I want to do business with that I really, really mesh with? And I know I can serve really, really well. You need to start crossing some of those thresholds in cashflow that you don't have to worry about before you're really going to probably have the rubber meet the road. And you're going to feel comfortable starting to think that way and start thinking strategic in that manner. And I think, you know, you mentioned about automated payments and a lot of people over here in Australia, I know we use direct debit, which I think is similar to your guys' ACH.

So, you know, a lot of the MSPs, certainly in this part of the world, already have some kind of automated payments anyway through GoCardless or one of those things. And that's integrating directly into Xero or QuickBooks or whatever it is. Well, how are they automating that? I mean, and I'm asking because, and Ryan, you may not even know this, but I'm onboarding with Connect Booster this Friday. What happened was, so we got our two-hour call set up and I'm so excited about it because I was doing my invoicing earlier in the month and I was one at a time running this payment, running that payment, running that.

After about the fifth one, I was like, okay, I really need to just, you know, bite the bullet and sign up with Connect Booster. And then I emailed one of your awesome salespeople and we're coming on board. So, Chris, how do you automate those direct debits in the UK? So, I mean, if you're using a PSA tool like Autotask or ConnectWise, you're still going to have to do your approving post manually, right? But what will then happen is you will, so you will do that process as you normally would.

That would then hit zero or QuickBooks. And what would then happen is we have a product over here called GoCardless, which effectively all that does is, you know, the MSP's client will sign up to a direct debit mandate and that just gives them permission to kind of just take the money straight out of the bank account. And so all it does is you just say, you know, on a particular day of the month, we'll just take this money out of your bank account straight away and put it into ours. So, that's all done and it's just done through this tool called GoCardless. Is that a static amount or does it change with the invoice?

It could change with the invoice, yeah, or it could be a static amount. Okay. Yeah, that's awesome. What I find is a lot of MSP's, you know, they're split, where they have some form of automation in collections. But then what we do is we shift over to how do we drive adoption?

What is the experience like with the end customer? So, finance is a very, it can be a make or break on a relationship at times. And I really push transparency and visibility, for example, in end customer portals. So, one of the toughest ways to go about and gather automatic payments is to say, hey, I want to pull money from your checking account, but hey, if something goes wrong or you don't understand it, you have no control, you have to call me. Well, what happens when they don't necessarily agree with something and they know that that automatic payment is going to come out on the 5th?

Well, there's this tension that starts to build, right? And then all of a sudden, there's two, three other vendors they're irritated about. And, you know, the money situation ends up being the most sensitive. And all of a sudden, you've got this weird dynamic of all of these other things that are going on from an entrepreneur's perspective. And then when they reach out to you as the MSP, and they're irritated about a bill, you're taking the brunt of all the other frustrations that they're dealing with in their business, because this is the money thing.

And one of the ways to eliminate that is through constant access, the ability for people to see invoices that exist today, when the payments are going to come out, the ability to, hey, I need to flip payment methods. Hey, I need to stop this, because I have a question. And I'm going to stop this at 11 o'clock at night, when I know I'm not going to be able to get a hold of anyone, but I have the control to be able to do it. The ability to give that type of control transparency is worth a lot. When you're driving towards that 80, 90, 95% adoption in recurring payments for recurring services, many of us can get to 40, 50, 60%, you know, through some of those other services and because of the long standing relationship that we have with clients.

But when you're onboarding a new client, that gets a little weird, they don't know you. I mean, you're certainly defining all kinds of expectations on what service is going to look like, what implementation is going to look like, but you know, they don't have that direct business relationship with you. And so the ability to show that transparency, control, access, right from the beginning of the relationship, the place to set up automatic payments is at the beginning of the relationship, because then you never have to deal with it down the line. You will have money conversations with your clients, whether you want to or not, it's just at what point are you going to have it? And who owes who at that point that you have the conversation.

And so to drive the, what I would consider best practices is get all of the expectations, including how invoices are going to be paid. Now, by the way, set up on automatic recurring payment at the beginning of the relationship. I find that it's way easier if you have a system where people feel like they have control. Most people want to pay, but most people don't want to give keys to the cookie jar if they don't feel like they have access to the lid themselves. And so the ability to give transparency and control will drive those standards and give you the ability to close those deals and accept automatic payment on brand new relationships that maybe you don't have a bunch of a working relationship.

You need to demonstrate and have the tools in your arsenal to be able to do that. And that's one of those reasons I'm really excited to bring this tool outside of where we're servicing today, because those are the, what you would maybe say, not intangibles, but the little differences. When you look at, okay, what's the commodity of a payment in a recurring payment? Well, what's the other 20% that helps drive mass adoption to get that cash flow, sending an invoice and it just hits your bank account? Those are the things that are required to be able to drive that type of adoption inside of your customer base.

They're really important. Wow. Ryanne, I don't know about you, but that's been an absolutely fascinating talk with Ryanne. I always have the best conversations with Ryanne. Well, I'm dangerous, guys.

I talk a lot. I mean, you give me the soapbox and I'm just going to dump the mind share, so I apologize. No worries. That's okay. I mean, you can have the biggest soapbox with us and I'm sure our listeners could sit and listen to you all day long as well.

And this might actually be one of our longest podcasts, which is great, because I think a lot of people are sort of asking us to kind of go on a little bit longer. So that's really good. So we're going to have a little bit of fun now, Ryanne, and we've asked you all these kinds of questions, a little bit about the product and about who you are, and you've given us some really fascinating insights. We're going to have a little bit of fun. And what I'm going to do is I'm going to run a random question generator, and I'm going to ask you the very first question that comes up, and I want to get your honest answer on it.

Okay. Okay. So I'm going to run it now. I'm going to click the box. Okay.

And the question is, if you could be any vegetable, what would it be and why? Oh, any vegetable. Okay. You know, it would be a potato. And, you know, maybe a potato seems a little boring, but think of all of the wonderful things that you can make out of a potato.

I am guilty of absolutely loving french fries, but you can also get really healthy with a potato. Like you could straight up eat a potato baked. And I mean, you know, the skin, there's a lot of nutrients, but then you can go off the rails with that baked potato. I mean, you can put bacon on a baked potato. I mean, you could put steak inside of the baked potato and have a steak dinner and still call it a baked potato at a baked potato bar.

Right. It's a very dynamic vegetable. And then you could go straight junk food with it. Like potato chips with dip. I think potatoes are really universal.

Yeah. I mean, these things are going to be the death of me. Orange sunrise monsters, but with vodka on the golf course, I mean, you will golf better than you've ever, whether you did or not, you're going to feel like you were the greatest golfer on the course. That comes from a potato. Wow.

Now that was such a cool answer. And honestly, for our listeners, this was not planned. This was not a planned question. So that was one of the best answers I'd ever had. I never, ever thought you would actually answer it like that.

So that's pretty cool. Well, hey guys, five pound bags. I mean, they're extremely inexpensive too. So there's a great ROI on potato versus dollar or pound. So there you go.

Absolutely. Wow. Wow. So Ryan, if anyone wants to get ahold of you, wants to kind of reach out to you, what's the best way they can do that? Yeah.

You know, why don't I share, you know, my direct email? It is Ryan, R-Y-A-N at connectbooster.com. If you'd like to get ahold of me, ask me any questions. Certainly www.connectbooster.com. Reach out there.

There's our site. There's a number of different ways to contact us through forms, fill outs, as well as just gather general information. If you just have some, you know, 100,000 foot view curiosity, there's a lot of content to consume. A lot of things like eBooks, for example, where defining those best practices around payments and how to start having those conversations and set up your sales process to have the money conversation. Hey, you don't need Connect Booster to do that and start setting proper expectations.

So I would encourage you to go on the site or reach out to me if you have questions, consume the content and always happy to throw around advice, chat, you know, whatever you need. I enjoy being available because quite frankly, this partner community has certainly blessed us so much. I absolutely owe it to all the partners to be able to talk to them. And there's so much value in those conversations as well. You know, you guys know how to run your business better than I do in many other areas and the things that people need, they share those and we get to adapt and be agile and change the product around what's going on inside their business and the changing business environment.

So if you can tell, I certainly enjoy being in this space. It's a lot of fun. Well, thank you so much for joining us today here on PSA Impact. And we've been talking about having you on for a number of months. So I'm so glad that when I reached out, you were available.

So thank you for that. Yeah, well, thank you for the invite. Yeah, absolutely. And thank you from my side. I've been like desperate to talk to you for ages because, you know, I get a lot of pushback when I try and get the product when they see I'm in the UK.

And it's, you know, so kind of always wanted to reach out to you. So thank you. Really, really appreciate it for coming on our podcast. And it's really great to hear your story. Awesome.

I'm looking forward to continuing to connect. Absolutely. So Ryan, all that's left for me to say right now is the PSA is the key to your business success. Go out and make an impact on your world today. Thanks, Chris.

Thank you, Ryan. Thank you for joining us today on PSA Impact. We hope you've learned something and that you'll join us next time when we answer new questions posed by our listeners.