Good morning, Joseph. How’s it going?

Oops. You may be on mute if you’re speaking. Oh, oh, yeah. Yeah. I’m good. How are you? No, very good, very good. Uh, things are really moving in, uh, in June. Uh, usually June is a slow month on the buy side and the sell side, but this is a different year because, um, I think everything is opening up again. Oh, nice.

Nice. Exactly. So, uh, yeah, another, another slow Wednesday morning though, so, uh, I’m all yours. At least bru now. Oh, any, any, uh, I’m all yours for any questions or thoughts, uh, that you’d like to share? We could go back and forth if you want. Uh, no. Yeah, just, just again, I’m just listening in today. Just, um, yeah, that’s it.

Nothing, nothing new with me. No good stuff. So I’ll be on standby in case anyone joins in the next, uh, 10 minutes, it may explode or it may be empty, so I’ll just be on standby. Okay. Sounds good. Okay.

Good morning, Tanya. Morning, how are you? Not too Doing well, doing well. I was just telling Joseph that, uh, you know, it’s, it’s, it’s getting a bit busy on the bye side. Uh, usually June is a slow month, but, uh, on the bye side. Yeah. So yeah, it’s my birthday today. Happy birthday. Thank you. I’m, I’m on the road call.

Nice

home. Not online yet, you know, I dunno, sometimes if nobody’s there, I know you end it early, so I’m here, but um, I’m in the car. Yeah, exactly. No, since we start doing, uh, one-on-ones, usually it’s only the Monday that gets, uh, full, but then Wednesdays are usually, um, yeah, yeah, yeah. Well, well happy birthday and we’ll make sure that, uh, You know, we’ll make sure, we’ll try to send you, uh, raises.com.

Uh, sure. It’s, or a gift, you know, just something small if it happens already. And, uh, I’ll follow up with the team to make sure that we check that out. So happy. Oh, thank that would be nice. Home address. Yeah, I, yeah, I think it’s on file. It’s the, it’s the Toronto one, right? Yeah, the Toronto one. Yeah. Yeah, yeah.

I think we may have that on file. So, yeah, because you get scheduled, everybody gets them in two quarters, uh, after they join. So, uh, we we’re, yeah, so we’ll just check if you got getting, uh, pour that over, so, okay. Okay. That’s nice. Yeah. So if anybody have questions, just go ahead before me. I, I’m gonna listen and I’ll, I’ll go on last cause I’m on the road.

Yeah, absolutely. No worries. Okay. Thank you. All right, Greg, how’s it going? There? I good, good. Just working on some other things here. Some.

Yeah, just kind jumped in today just to see what things more, just to listen in and see what everybody else is up to. So, oh, I was gonna ask you, your thing that you’re having, is it tomorrow or the next day you’re having some kinda Zoom call or not Zoom, uh, webinar or something? Yeah, e exactly. It’s tomorrow at 2:00 PM Okay.

Is that, that’s just on regulation D or is it stuff we’ve gone over in these calls, or is it completely new? It’s more, more the same things. But the only difference is, uh, because we’re actually going to bring, uh, Joshua Gogo, uh, as part of our team. And, uh, but then before we get him on, we want to do pretty much everything you already know about Regulation D that we’ve already talked about.

But the only thing is that we’re going to add more information about, like, we’re just gonna share. Information about tax preparedness because we get a lot of questions like, for example, you and Tanya, we get a lot of questions about people who want to do cross-border transactions and then what is more, most tax efficient.

So we’re just gonna ask him the differences between having a, an offering in the US and bringing Canadian investors, or sorry, US investors to do Canadian offering versus the, the opposite of having a US offering and having Canadian investors come into a US offering. And then what are the best.

Structures to, uh, you know, to flow flow the, the funds from so that it’s the most tax efficient. So that’s the only angle we’re adding onto it. And then going forward, uh, we’re gonna get him more on the internal calls, uh, you know, is just something to share with the, uh, it’s public, so that’s a public event, but then going forward he will get ’em in more the private events only.

Okay. No understand. Yeah, exactly. Because, you know, tax is out of my personal core competence. And a lot of the things that we have is here as well. The CFAs, they don’t really talk about tax, but uh, he’s more of the tax person. So we just wanna unite the two worlds, get them together. Yeah. Tax is a totally different world.

It’s, yeah, understandable. Unless you have an expert in it, you’re, yeah. Yeah. E exactly. So, so, so that’s all. And then, uh, if nothing else No worries, then I’ll just hop on. Uh, To, so, Derek, it’s pretty quiet today. Hey, how’s going Nancy? How you doing today? Pretty good, actually. Uh, things are moving really well this month.

And how are you? Uh, good, good, good. So I had, uh, the, um, call with, uh, with our, uh, last night everything. So got got, um, some good information and, you know, kinda, you know, gonna work on some things to, to build out the month to month for the, uh, For the bank financials and everything. Yes. So you thought, so you showing me how to do it little, you know, a little bit easier ways to do it.

And then also there was some questions I, I had about it. So we realized that some of the, the stuff was broken, so we actually picked some of that stuff. Good. Uh, in the template now. Um, so I also had a conversation with SVO yesterday. Um, so, uh, Because, you know, you know, mainly I, I wanted to kind of use them as like a proof of funds and everything, but, you know, telling them that, you know, that we’re doing like acquisitions and all that stuff, it, it just, it, they’re just like, oh, that doesn’t really fit what they’re doing right now.

Um, you know, uh, because they’re mainly doing, uh, re account receivable financing and everything. Um, as I, you know, they’re, they’re mainly focusing on like, stuff like that. And everything. So is there any other, like, proof of funds type, uh, situations kind of like civil where you can kind of, you know, you can kind of, uh, make it seem like you have the capital, you know, you know all, you know, all the capital that, that’s, that’s necessary.

Do you have another source, uh, for that’s something kind of like civil? Yep. So then the quick answer is yes, because civil. I mean, yeah, they’re very, they’re very standoffish. So a lot of the times, like the p o f letters, it’s not actually to substantiate it’s an actual transaction. Sometimes it’s more of just to, it is more just bluffing.

Uh, yeah, exactly. So, but, but to answer the question, yeah, we, we do have Kevin on Yinka and, uh, he has a lot of sources, but then for him, you know, that one is more of just asking for same, same thing as us just a, you know, a lights non-binding, you know, term sheets. Uh, and then he, he does that for some people as well.

And who’s Kevin? Uh, I don’t, I don’t know his person. So he’s with fund wise, so they’re more, they’re more lending outfit for, they lend for acquisitions as well. But, you know, they have some equity mandates, but they’re mostly on the debt side. So for him, we’ve been able to get some letters of commitment from their side as well.

And they’re more, they’re actually offshore. They’re in the U United Kingdom, but, oh, yeah. The, in the introductions that Ja did yesterday. I saw that. Um, is fund wise the same? Is fund wise UK the same as fund wise, like capital? Is that the same or is are they different? So I’m not familiar with the fund wise capital.

Oh. If you, so if you go on online real quick and just type in fund wise Capital. Okay. Let me see. I would say just open the tab. Oh no, go ahead.

Because you know, that was part of that. I don’t know if you see the email or the response I sent back. You see that? So you have that This looks different. Okay. So that is different. Yeah, I was wondering. But you know, the same name, everything. So that, so I was kind of asking him about, I, I asked him about that and everything.

Um, But, okay. Okay. So fund Wise uk what, what, what do they do is, are they like a venture fund? Yeah, they’re, they’re pretty much, yeah. So then to answer the question, they’re, they’re pretty much a, they’re re registered, um, um, registered lender. I’m not really sure how the lending world works in the uk. I’m only familiar with the fca, but pretty much they, they mostly land a new insurance, but they work with investment banks.

To syn, quote unquote, syndicate deals with investment banks and FCA registered companies. Pretty much, uh, they broker equity deals using their FCA Regulated firms Regulated, yeah. You know, one, one here and there once they see the opportunity, but mostly they’re, they focus on a debt transactions. Okay. Okay.

All right. So you’re saying you have someone there that, that, that could do the letter of credit? I’m sorry? Uh, the, the letter of, um, commitment. Or something like that. Yeah, exactly. I, I mean, it’s just a one text away from me personally. He’s more of a personal relationship, so I can just say, oh, you know, offer a letter of commitment, or, uh, you, you may I think just start with the introductory call, but then I’ll just get him out, uh, a personal message and, um, you know, and then just ask him to provide that as well.

It’s, that’s no problem. Okay. Okay. Yeah, yeah. No, I greatly, I I greatly appreciate that. Um, so, uh, that was another thing. So. Um, hold on. I’m trying to think. I just lost it. Hold on. I’m sorry. Uh, okay, so you have that, um, I know. Oh, so like I was talking with the, in the, uh, the business broker, you know, like we talked about last week.

Yes. And so he, you know, so he, he, he sent me over some, he sent me over some more information. He sent me over like a template for. Like he’s, so the, the, the bank will accept a $4 million, uh, price. So, um, price tag for, uh, a us, a US investor, you know, and whatnot. So, um, so it’s everything, 5 million or, you know, talking about the 4.5 that they’re willing to accept.

If it’s, uh, if it’s an American buyer or US buyer, then they’ll, they’ll accept 4 million and everything. I know one of the things that I kind of wanna put together, It’s possibly to get it down a little bit lower is to do maybe like, oh, 3 million in cash, you know, and you convert a million in equity, 1% of the business, you know, and everything.

And then the intrinsic value there would be like close to like $10 million just to get the price tag a little bit lower so we don’t have to raise as much, you know, and everything. Because I mean, this is kind of a time sensitive, uh, situation because they just informed me yesterday I think. Yeah, yeah, yeah.

Yesterday. That they, they do have another buyer that’s interested that they have been talk, that they have talked to a little while ago, but they’re like in the crypto space. Um, they’re in Singapore as well, so they might not, they might have a little bit harder, uh, time getting approved by the regulators.

So, um, you know, just kind of giving you, giving you an update on, on, on, like what’s going on with that and everything. So, So, you know, that’s why I’m thinking about, you know, okay, well it’s 4 million, that’s not bad, but how quickly could we, could we possibly raise, you know, could we possibly raise that? Um, and then possibly try to get it a little bit lower so it’s be, uh, a lot lower than the, what, what we have to raise so we can raise it quicker and stuff.

Okay. So, so for that, one thing I’d recommend is, um, well, I mean, what does the. So what was the outcome of the, because I mean, not to view the recording, but what was the outcome of the call yesterday with, uh, matter? Because, uh, once you’re able to get a nice, uh, you know, enterprise value based on those, those numbers and assumptions, uh, if we plug the numbers from the deal that you want to acquire into that, then, then we have like the justification of a good price.

And so, uh, did you manage to, uh, do that exercise with the target company? Uh, Um, I don’t, not for the target company. Okay. Um, cause we were, cuz he was mainly showing me cuz um, one of the things I was a ted bit confused about was why the, why the, um, enterprise value was, was going down. But he, but he, he informed me that, okay, well if you’re looking at from the current price, so, so he, so he informed me what the current price.

Would overall be, and then the difference between the market cap. So if we’re giving them, you know, if we’re raising, let’s say $20 million, I, I, like I said, to use as an example, um, then the market cap is so, so it is like, in, in the example is like, oh, the market cap is like $20 million and, hold on, hold on.

You know, hold on, let me, let me actually pull up the financials real quick. Yeah. So it’s like, okay, so. The, what we’re raising at would be, if we’re trying to raise 20 million, would be at 222 million actually. So, Derek, I’m just gonna stop. Can you please, uh, share the screen cuz I like to, uh, visualize. Oh.

Oh, okay. Okay. Hold on real quick. Yeah. Allowed screen share.

Okay. Can you see?

Yep. It just loaded. Yep. Okay. Okay. And cool. There’s no echo, right? There’s no echo. Thank goodness. Yeah, yeah, yeah. Um, okay. So he informed me like, okay, so like you look here, this is the valuation that we’re raising at. So we’re raising at 220, and, and again, this is an example for 20 million. Uh, so that’s around 9%, a little bit more than 9%, but.

For some reason they would just wanted to be put in there. So it brings it $20,000 short of, um, of, uh, 20 million. So I was a little confused about the whole market cap there. And, and I was a little confused on this part cause I thought that this right here was the, the value of the company. But he was, but he was saying since we, since we made all the edits here, that, you know, it’d be 9%.

Like, so all this representing what the investor or the equity investor. It’s putting in, that’s their, so this value is, is given their, is given their value and everything. Um, and then we, and then we end up fixing, fixing this part. Cause this is saying negative something, but it was something that was an issue over here.

I think it was this one right here. Well, which was the issue. So we had to, we had to change that, so, okay. Um, so yeah, so for an investor investing in, in our business, you know, investing $20 million. In five years, if everything goes right, the value of their investment would be $98,000,098.5 million. So, so yeah.

So we, we, we cleared that up, but we didn’t get into the part where like, um, uh, cuz I know I, the next thing I need to do is I need to build out 60, so I need to do the month, the, the month to month expenses and stuff like that. So that’s one thing that, that, that I’m gonna work on this week. You know, and everything.

Um, so that’s why I have that use of funds. And then, then I’ll, I’ll, I’ll, I’ll build out, I’ll, I’ll build out the rest of the dates and stuff like that. Um, yeah, no worries. And yeah, the only thing is, um, you know, because we are trying to bring, uh, Joshua as part of the, the internal team. So, but then for now, you know, the Wednesday college is just, it’s just myself.

So, uh, you know, but I, I think that the correction, so let me just make sure I paraphrase to make sure I understand. So, so you’re saying that the ev there that’s more a representation of the investor of the, the value of what the, the money, the investor’s putting in the market, the market’s value. I can’t see the actual place in the sheet, but the market, oh, sorry.

Okay. They’re the market value, that’s what Exactly. Based on your conversation. So he was saying that, that, so the market cap, and like I said, that that’s the part that I was still a little confused on because I would think that this would be the market, the, the market cap and everything. Um, but. He, he was saying that, okay, this is, this is the valuation that you’re raising at, and 9% of that’s gonna be, is gonna be the equity.

So the equity that, that you’re raising from investors, which is giving you the value of, of, so this right here is, is what you’re raising at, you know, and everything. So I’m sorry, this is what you’re raising. And then that when you, when you are looking at all of the, the. All of the capital that you, you know, all the revenue that, that you’re bringing in everything.

So, like, this right here represents 9% of, I’m sorry, this right here represents 9% of, of equity. Yeah. There everything. And you kind of add all those up. You divide you and you divide it by, you know, the, the, the, I’m sorry. You discount the 12% from it. Um, And some, and some other. Like I said, it was, it was a little, um, kind of a little hard to remember off the top of my head, but he was saying that, that this is the value that for to the investor.

Okay. So I was so like, do we need to make two of these basically? So it’s kinda like, oh, you know, this, the, you know, devalue to the investor in this area. Okay. And then make another one where it’s like, uh, was just showing like the company, but then he pointed to me over here that, and this right here, so this is for the investor.

This is their annual rate of return, so overall rate of return. And then this is the, um, the rate of return that we have for the company and stuff like that. So, um, I, I personally probably think it, uh, the, the, I just wanna make sure the wording on, on this stuff would be right, you know, and everything. Um, But I mean, you know, that’s something that, you know, that’s something that, that of course you can explain or, or maybe this is standardized.

Cause like I said, I deal with more performance on the debt side than, than, than anything. So, yeah, no worries. Yeah, this right is all new to me. Yeah. Relatively new. Yeah. So I mean, it’s, the picture is coming together because, you know, and I think the part because we can happily get him to, um, you know, get you over email or ob obviously talk to you again.

That’s, that’s not a problem. But I, I think the story here is really that the, the amount that you wanted to raise mm-hmm. They were raising the money to acquire part of the company. So the money that you wanted to raise to acquire X percent of the company, They said, okay, because you’re valuing this per x percent of the company as this raise.

That’s why the total value is this. So I think that’s where they got the, um, the, the 200 million or so, right? Um, yes, yes. So yes. So this rep, this represents the, so we’re, we’re, we’re raising 20 million at 9%. That makes sense. Yeah. And then so that, so it was just this part, this part, this really the only part that that’s kind of confusing, which is the market cap.

That’s the only part that’s realistically confusing to me that I’m just like, oh, I’m not really sure if that’s the right title or if I need to go ahead and reformat the formula or something like that. I’m not sure on, on that part. So that’s the only part walking away from the conversation that I’m a little lost on because this part I get, you know, you know this part, the intrinsic value, you know, talk, seeing this to an investor.

They see that, oh, you know, they’re raising, you know, and of course there might be somewhere else that, something else that needs to be added. Like, oh, raising, you know, $20 million, you know, on this form. But they’ll know with reading the pitch deck, they’re raising $20 million. So it’s like, oh, okay. Raise $20 million.

Look at all their numbers. You know, you, you, you, you see their growth rate, their, their average EBITDA is gonna be after, um, uh, you know, after five years. We know that, you know, we, this is representing 9%. So overall this is gonna be our value of what our investment should grow into, should grow to in, uh, five years.

So it should go from, you know, $20 million to being, you know, $98.5 million. Yeah, you can see that N PV formula in there. So that makes sense. So, yeah, and then that, that’s, that’s probably the limit of my training. So I won’t tell you what I don’t know. I, I think I’ll just get to reply via email or book a call again to answer that specific question.

But do me a favor, go into Market Cap and go to 19,000,900 and double click. And let’s see that formula. So it’s C okay, so it’s C 48 times. I just wanna see where they got the number cuz that may be the best way to, uh, Okay, so they’re getting the current price and they’re multiplying it by 9%. That’s, I mean, that, that’s the literal answer is that they’re multiplying these two.

Yeah. So maybe, so then what you’re confused about is why is that the market capitalization and then why it called it that? Because the goal, because I always go back to the goal cuz I’m more of like the top down guy. So the goal is really just to say, Hey, the company should be valued at this, so why are you selling it at, at that’s broker.

That, that’s pretty much the whole purpose. So, um, so I, so I guess the question would be, uh, you know, that I addressed the matter. Just be, oh, you know, why is it that, uh, or what would be that value that we’re seeing that brokers should sell the deal at based on this projection? Right. Right. That’s the goal.

Right? And that’s the first thing. The second thing is for us to have places for us to put the assumptions for the deal that you want to buy. Usually David, right? Yeah. One of the other CFAs. David, like, what we usually do is we just highlight, uh, like it’s supposed to be super easy plug and play. We just highlight where people put in the assumptions for the deal you wanna buy, and then that would spit out the numbers in blue.

Um, or, sorry, not the, well, I mean not the numbers in blue, the numbers in black, like underneath. So that, those are the two next steps I think. And then we take it out to the broker. We go to them and say, okay, this is what we should be selling deal at. Um, So that’s what I understand, cuz you usually, when I hear market cap, I would think, um, you know, that’s probably like a hundred percent of the value of the company, which is like the 200 or something million.

Uh Right. But if maybe that’s the market capitalization of all the equity capital, maybe. That’s right. Right, right. That, you know, that’s, that’s that, that’s why I was thinking too, like, I, I’m not, but again, that’s, I say I wasn’t a hundred percent sure. Got it. And, and then yes, we’re trying to figure out like, okay, well if five, if let’s, let’s say 4 million of, of the, of the 20.

It’s gonna go towards, um, the purchase price and everything. Uh, where do we put that on this? But then that’s why he was just saying, oh, use of funds. And then you can build out the, you know, so it’s like, oh, use of funds. You can add, you know, your, your assumptions here. Oh, well, what you’re gonna use the funds for, and you can highlight it, you know, whatnot.

And then when you’re building out the month to month, you can have that. That you, you can, it’ll, it’ll more or less tell the story. Okay. And, and where exactly. So get where exactly, where exactly do we do the use of funds go in this specific model. So, so, yeah. So I, so I guess, I guess here it’s like, um, I, I know we was talking last night, we were saying that, okay, so the first thing is you would say, okay, out of the, the 20 million, 4 million or whatever the, the price tag was go to.

You’ll put like, you know, 4 million here and then you’ll do, uh, maybe, oh, hold on. I’m sorry. 4 million. So like you purchase Yes. Bank and you do like another, I don’t know, maybe 200,000 for, um, legal. You know, and stuff like that. So, so it’s kinda like, so you kind of break it down there, but then on the, on the month to month, you’ll have that broken down.

Like how you gonna spend that money each and every month? And also like, what’s gonna be your revenue assumptions and how that’s gonna build up and everything to, to, to tell the full story and whatnot. So I know he was saying that that’s the next thing that, that, that needs to happen. You everything.

Cause this right here is just a high level overview. You know of it. So this right here would be like, oh, you know what you’re gonna send to, you know, the investors along, probably along with your pitch deck, you know, just so they can see, you know, at a high level, this is what this looks like, and you have another one.

It’s like, oh, that would like, have the month to month. And then they kind of go through it, see their, you know, see what they like and uh, you know, and then get back to you and stuff like that. Okay, that makes sense. Yeah. It’s be taken pretty, pretty seriously there, especially for the outreach. Okay. So, so this makes sense.

So, so let me orient everything in, in a, in a, for some specific next steps. So then all, all we need to do is just get the, uh, confirm the amount. Well, because some people, they make models for investors. Other people make models to underwrites. This one should is a bit of both. So. Mm-hmm. The goal is, the goal for us, I think should be for us to, uh, and I’ll just send a ticket over.

It’s a matter, uh, and then you’ll be around today. And then the outcome would be for us to know what specific number is the value of the company and why is market cap, market cap, and what is the specific value of the company? What number is it? That’s number one. Number two would just be to, um, yeah, exactly as you said.

You know, the place where you said use of funds, all we’re doing, we’re just gonna replace that with, uh, some highlighted places. Uh, for the, the information about the company you’re buying. We plug them in there and then he’ll put some formulas that will go back into the model to spit out the value of the company that we’re buying.

Boom. And then we’ll be, we’ll be in a pretty good direction. So, uh, so I think that will kind of like wrap everything up in terms of like just getting the basic model finished. Yeah. Yeah. And, and he has access to it as well. I, I made sure that I, um, added him. Good. Yeah. Added him as an editor on it and whatnot.

And then, um, now I do have one last question though. Um, and this was more or less about, uh, about the investor. The investor, um, list everything. How do we identify, like, so like, you know, when we’re going through this, how do we identify the investor, like, like the, the proper investors? Because I know on Monday’s call you had said something to, it might have been Tamara, I’m not sure, but, um, about like identifying, uh, what investors like, like identifying the, the, the right investors for you.

Cause I was kind of going through the, um, I was, I was going through, through the list and like this. Let’s take for instance, like I was going through, oh, can you still see this? Yes. Okay. So you have, on this one it says, you know, private equity, venture capital, stuff like that. Um, but then on the other one it, it, it does, it doesn’t have that.

Let me see what, uh, like the general family office one, it doesn’t have any of that. So like how do you identify what, um, Um, are the best, like, so like if we’re, so we’re looking for, you know, just say for the bank, for the, for the acquisition of the bank. So we’re looking for something in the FinTech space or the, the, the, the financial, you know, investors that, that are interested in, in the financial markets, investing in the financial markets, um, and stuff like that.

How do we, how do we identify that? What’s the best way to do that? And I can unshare so you can share yours back if you need to. Show me. Yeah, yeah, yeah. No, exactly. So good for now, and I’ll pull mine up in a bit, but, but guess there’s a long answer and then there’s a short answer. So the long, I guess, let me start with the short answer.

The short way is because we, we just have data from all sorts of sources. Um, really it would be best just to like the sub, the verticals, like when you talk about the verticals, like, like Neobank or, um, Like agriculture, we don’t have, we don’t have that many sub-verticals. We just have the, we just have the broad, it’s a broad type of categories, like, like private equity and so on.

Mm-hmm. So, I mean, overall, like, honestly overall, like a lot of it is just, you know, we’re just, we’re just optimizing to get on the call of them and then, and then if they don’t fit the specific sub-vertical, uh, we’ll just, you know, hear it out on that initial call. Uh, and then, oh, because frankly, we’re, we’re more just.

Trying to catch them like a big, uh, nets instead of Yeah. So, okay. Well, well that’s the quick answer, but in the short answer is, uh, or sorry, that’s the short answer, but the quick answer is so you properly identify the investors. We actually delegate a lot of that to the VAs because, and or somebody can choose it by themselves.

Cuz basically is just a matter of going on all the websites and, and reconfirming everything because we have this investor, uh, hypothesis sheets. It is not really quote unquote sexy, but it’s pretty important. Uh, and it’s obviously not required or anything, but sometimes what we do is we just have a simple way of writing down the characteristics of the investors we want, number one.

And then based on that, uh, then we go to the list looking for that. So for example, it’s like, Uh, what type of investor are you really looking for? Like, I, so what type of transaction are you looking to close? Is it pure equity or debts or so on? You know, public markets, private equity, and all this. So then we choose this.

What are theup terms? Uh, why do we believe it? So this is more just brainstorming, um mm-hmm. You know, and then based on this, uh, then we go to the list looking for this, uh, looking for those types of investors. But yeah, I mean, the quick answer is we’re just looking at the, the broad categories for everyone in pe.

Who wanna buy out or assist in buy out companies, and based on this, then we’re just going out there and seeing if they’re open for a broad type of transaction. If they are, then we go on exploratory call. And then it’s kind of like a funnel where, yeah, lemme show you actually 2020 page. Yeah. So then, because as you know, this one is more just going after anyone who says PE.

We just send the same, same message to everyone in pe rather than be hyper-specific in Neobank, uh, we’ll just say, oh, you know, uh, an an existing asset base. We keep it so we keep it really vague in that initial message, like an existing asset base, uh, uh, firm or, or different types of companies. We just want to get as many calls as we can and we over-optimize to get calls.

And then when they tell us, are your criteria, then. And then we just send them the deal. But then before we get their criteria, we usually don’t send a deal. So, I mean, that’s just our strategy, which we just keep it broad. Okay. And then anything that’s just, just re or just vc? Um, yeah, we completely, yeah, we, we just leave that alone for you, for in this case.

And then otherwise we, we just go and, and proceed with the message. So, um, so that’s what we would do to answer your question. Okay. Okay. No, no, it does, it does. Yeah. Cause um, You know, kind of putting together, uh, the campaign for it and everything, so. Okay. Okay. I was just wondering. Yeah, the rest, like, the rest, the ones that aren’t identified, uh, yeah, that one is just manual labor because we’re, we, we come up with a new, uh, update of all the lists every quarter.

So we’re actually due to launch the new list by the end of the month, cuz that’s, that’ll be the quarter three. Um, so, you know, by then also we’ll also do some, um, you know, some updating of emails, updating and adding of new firms and so on. And that should just be in, uh, it’s not that, not more than two weeks ago, but in the meanwhile, yeah, in the meanwhile, it’s just about us just going broadly to them and seeing if they’re open broadly to having a discussion about buying, uh, an existing, uh, you know, an existing, uh, we just keep it so vague.

An existing firm or an existing, uh, asset management company, we keep it super vague, uh, to just get them on a call because, you know, honestly, these people, sometimes they’ll find any reason just to not go on a call. Uh, and we don’t wanna, we don’t wanna disqualify ourselves early. Okay. Okay. All right. Well, cool.

Cool. Thank you so much. I appreciate the advice. Okay. Hopefully it helps. Yeah, no, it does. It does. Okay, good. Any, anything else before, uh, we close off for now? Uh, no. No. I mean, not for me. All right. Good stuff. Good stuff. So, so listen, next steps is, uh, next steps. We, we’ll get an answer in terms of the, the, what is the actual place to look at when it comes to the.

Market value and a place for you to add in the information from the business you want to buy in a highlighted section. Uh, so then those are the next steps for you. I’ll get that ticket out today. And, uh, other than that, just keep me, uh, updated on the progress with everything as usual. Right. Okay. I will, I will.

I I would, I know, I know probably soon, one thing I wanna know is that how do you guys find, like, how do you build, how do you build your list? I don’t know if there’s any training, like prerecorded trainings on that. Oh, yeah. Yeah, it’s pretty, I mean, I, it depends how technical you want to go, but, so one thing that we used to record, like this is three years back when we just launched this, but one way that we did it, I mean, obviously a lot of these lists we, we just purchased.

We just purchased lists and then got licenses to resell. But what we did is we went on, um, Bing. So Bing and LinkedIn, they’re both owned by Microsoft. So that means that whenever we search on, on bing.com, uh, link, we search things from LinkedIn on bing.com, it’s indexed perfectly, right? So it comes out perfectly.

So what we did, we realized that there were actually pieces of software that could, um, that could get all the information from the search engine result page of Bing. So what that meant is we can just send a search inquiry. Uh, for example, like this is very easy stuff, like for example, um, so I’ll see sites linkedin.com, like something like this, um, site linkedin.com

and just bear with me. I know it looks silly, but we’re gonna get to the point. So site linkedin.com and um, yeah, I was gonna say real estates

and investor.

So we would do a search query like this, like with, with some piece of code, and then we would get all the links in URLs. So you see how this is like mats and all these LinkedIn links. You see these, right? So we’ll get, we’ll get a list of all those links and then we’ll put the list of all the links into something called snob, which would then get the, the name, email, phone number of everybody.

So that was just a quick, um, way we did it. And we have, we have actually a custom, um, I’ll show you really quickly. So we actually have a custom tool. It’s buried in here.

Very few people, you know, have the patients that go through this, but, uh, I’ll just add this in here. I Okay. That’s, that’s actually preparation. Just one second. Yeah. So I mean, it’s right here. So basically, I. This is, this is an internal tool that we just had some developer put together. We use something called SIR api.

Mm-hmm. Like pricing sir api.com.

Right. So we use something called SIR api. We get, we get, we get like a code from them. We just, we’re not doing anything with them. We just sign in, we get a code, we paste the code in here, we paste the code in Keith. We choose the location, I just choose all countries. And then we just say something like, you know, real estates and like, let’s say secondary or let’s say limited partner.

So we do that and then it’s gonna return. So after like, I think a minute, it will return a list of, uh, all the links and accounts, and then that list of links and accounts we then send to snob.io to clean up. And then we get some, you know, we get some assistance to clean everything up. And then, Validate the information.

So that’s one way of doing it. That’s the most technical way of doing it. Uh, other ways we have of doing it are just, um, I was really just using U Link and LinkedIn, so the way I showed you is a bit more extreme. And most of us, it’s only the extreme guys that wanna do that. But, but the one that’s more easy, that most people do, we just go on LinkedIn.

We use a tool called ulin. So we actually have a, and we can add you as well. So there’s a tool called U Link. Um, and then what this does, uh, people fill in their information here. Then we get them access to a tool called ulin. And so here’s Ulin. Here’s an example instance of Ulin running. Uh, some of our team members are under some errors, so we con it automatically connects people with, uh, whoever we wants to on LinkedIn.

When it connects with them, it sends them messages automatically. Uh, and then everyone it connects to, we automatically send them to the crm, whatever CRM system we’re using, we can set people up with GOI level. Like we can do this with you later on if you want. We can set people up with GOI level or with any, any tool that they’re using.

Anyone that gets connected, we get the name, email, potentially the phone number, uh, you know, so we do that and then we outbound call everybody that connects. Uh, while we ask people to book a call with us. So that’s, this is the most common way we’re using it. And then we just get an army of VAs and rented links and accounts, uh, on people’s, on people’s outreach.

And so reach out to whatever type of, um, vertical that we’re focusing on. So, so that’s pretty much it, and that’s how we, um, you know, get the list. And last thing is we download the list of all the people that are already connected, uh, because you can just do that. We can go here and then we can go to, uh, let’s see.

My network and I can just download all the contacts, export all contacts, and get all the name emails and phone numbers. So this is a more long-term way, but this works more for like, for you, for you, this could work. But you know, you’re more of like a big check type of guy. Like for the small check, people are looking for, you know, a few hundred thousand bucks or 10,000 bucks.

This is usually the best way. Uh, we from. Mm-hmm. Yeah. Yeah. No, that’s pretty interesting. Okay. Yeah, I mean, I would definitely have to go over this again, um, since it’s super quick so I can ask more questions. Yeah. But yeah, yeah, yeah. No, that sounds pretty interest. I’d definitely love to get access to this.

And then, and then, so with the other one. With the other one, did you use the, uh, er, uh, API and stuff like that. Do you have to have, sorry, do you have to have already have that or, because it’s you going through raises.com it’s already there. Oh, that one? No, that one’s extra. I think they’re like, they used to do a free trial, but they’re like at, I think they’re at 50 or 40 bucks.

Uh, so yeah, no, that one, that one is extra. Cuz we, we just can’t, uh, uh, sell their, like double sell their, their, uh, subscription, uh, Uh, we ask them. They don’t have any white label program, but, but yeah. But then that one, once, if you choose to get it, then, then you can just paste the key in there and then we can start scraping contacts that way, if you like.

Uh, so that’s just another, uh, way of doing it. Oh, okay. Okay. All right, cool. Yeah, yeah. We’ll, we’ll, we’ll figure this part out. Okay, cool. And, and one step at a time. And then, so I think next up for us is, um, yeah, so we’ll clean this up. So really just a few of those intros just to have some conversations and then.

Uh, you know, then we can just focus on pe we’ll get some good messaging together, uh, so that we’re just taking as many calls as possible. And then, uh, once we see what the market wants, and then once we, I don’t think we’ll exhaust the list, but if we exhaust the list, then, then I think we can start going to all these other methods.

But we have, we already have so much deal with, with the existing list already. Right, right. Okay, then. All right, well, cool. Thank you so much. No worries, sir. All right. All right. Take care. All right. So Tanya, is there anything else before we hop off for the call today? Yeah, you know, I wanna just to find out if, um, cause I think we meeting for, um, for tomorrow, right?

Yeah. For three. But I think what I’ll do is reschedule it, right? Because, um, I’m still trying to sort of like, I can still do the meeting tomorrow, but, uh, You know, I’m still sort of, uh, in birthday mode trying to, I’m going, I’ve staying at the hotel

on Saturday for Yeah. Friends, you knows, it’s a blessing, you know, have. I’ve never done a thing up. I get together at my house cause I don’t have a backyard set up, but next year, next year I’ll have that where I can keep it up my house. So having at a hotel, it’s, it’s better. Nice. Well, well listen, life can be short sometimes, so just enjoy yourself.

I, I wouldn’t mind to reschedule only because we have that, uh, yeah, we have that webinar on our side, so I’ll be able to come and sign. But I mean, if you’re, if you look into reschedule, that’s, that’s no problem because, uh, it’ll give us more time to, uh, Because we may be just five minutes late after that big webinar.

Yeah, yeah. So, um, so no worries. I know, and I have too much running around to do and stuff, so Yeah. I’ll reschedule it. Um, and then, uh, what, what’s the time available next week for you? Are you just on a Thursday? Yeah, just, yeah, just you can use the, because the link, I think it goes out like four weeks or something, so, uh mm-hmm.

Yeah. What, whatever, whatever the link says, then, um, Okay. And then I’ll just revoke it then. No problem. Nice. Yeah. So, but, um, you, did you send out any investor intros or We gonna wait till next week then? Oh, whenever you, whenever you’re ready. So, um, so it was on hold, um, but yeah, yeah, yeah. When would you like us to proceed?

Um, we could probably just do it next week again. Okay. Yeah. Yeah. But I, I wanna, I wanna get some practice in terms of like, just having the conversation, having, even if it’s not with a project yet, like have, um, have a, uh, PowerPoint presentation that. They wanna come at me on Zoom, I can just pull up and say, okay, this is what, in general, what I wanna do with, with the company.

And so that they get a better I idea of like what I’m trying to do, even if I don’t have, uh, you know, the plan of what they want. I want them to know what I’m trying to do and, you know, come off like more professional and stuff. So like, cuz a lot of them will probably say, let’s do a Zoom meeting and I’m, I’m cool with the Zoom meeting, but I wanna have the, the PowerPoint presentation set up.

So that’s something I wanted to know if you can help me with. Well, of course, obviously. Yeah. The only thing is like, uh, only if they ask for that because you don’t want to like, and push Oh, or, or else, or else you’re gonna just bore the heck out of them. And then they’re just gonna see you as, uh, and this is just my speaking freely, because you don’t want them to see you as some, because there are a lot of these companies out of India and things that, that just wanna raise money from anybody.

And then they throw everyone at pitch deck. So, so only, only if they’re more, um, pressing. For, well, I mean, there were a few things. Yeah, there were a few things. One is usually that initial conversation, they can be really short, so, okay. Yeah. They could be really short. So sometimes they’re, you know, just maybe even 10, 15, maybe 20 minutes.

Sometimes they’re pretty short. But it was initial conversation. Yeah. And maybe, maybe a phone call even. But then if, uh, there’s usually the second conversation. Usually that’s when. The zooms and the decks can happen. Uh, okay, so then probably, I wouldn’t really rush that too much, but then if there’s the unique situation where they ask for the zoom upfront and a long call upfront, then sure, we can be ready.

Uh, I, I just don’t think it would be like the majority of people or most people would, uh, would say, okay, yeah, show me, you know, your. Tell me everything, tell me your sim number and, and your life story and everything. Like people just wanna, it is kind of like, it is like asking for everything on the first date, right?

It’s just usually just starts slow to, um, build a report. That’s just what I found.

So I don’t know if you’re still here. Hello? Yeah, I’m still there. Sorry. One sec.

Can you hear me? Yes. Okay. Yes. Sorry, go ahead. Don’t think necessary, but um, In terms of the initial conversation, I, I definitely wanna be set for that cause I would call them alone and recommend that you would be on the call too. For, sorry, sorry, the audio. I can’t hear you. Can you hear? Oh, sorry. Can you hear me?

Yes. Yeah. No, I said in terms of what, I have the initial call, am I doing it alone or should I, um, Have you on the conference call too. I mean, you could do it alone. I, I just don’t want to be able to go into calls because I’m being audited by the, by the Ontario Securities Commission. I just, uh, I, I just.

Well, I mean, it’s normal because I’m being registered, so, you know, it’s, there’s, right. You know, so the only thing is I don’t want them saying that, uh, you know, we’re involved in the, uh, unregistered trading of securities or anything. So, you know, I just have to kinda be a bit careful there. But, uh, if not, I would’ve is just, you know, I just have that pressure.

But, uh, but no, you can totally do it because, um, yeah, because the reason why is you’re the one raising money as a, an issuer as opposed to me. Uh, Selling investors on investing into you. So that’s just the distinction I have to make, uh, as per the, uh, you know, the lawyer that we engaged and all that. So, so anyway, so, you know, don’t, don’t be scared.

Danforth Road. Go ahead. Oh, okay. Google Maps. Yeah. Don’t be worried about it, you know. Sorry. Yeah, don’t be worried about it. Just, I just take it slow and, um, You know, it’s, it’s really the second conversation if and when it happens that’s more serious. Uh, so I wouldn’t really worry about, and what we can set as an agenda for the next call that we have one-on-one.

We can go through an example role play of how that can look like. Um, but overall, like if you focus on being more, it’s just about the confidence. Yeah, that’s really the number one thing. They just want to see confidence. That’s sometimes more important than even knowing what you’re talking about sometimes.

Yeah. That’s the thing I

schedule.

Well, I’m, I’m gonna hold. Awesome. Sounds like a plan. So, sounds like you’re busy. So I think, I think we can, we can let it go. And, and, uh, so we’ll talk on that one on one about, uh, about, you know, moving to the next steps with regards to the, uh, yeah, exactly. I’ll be on the call on Monday. Okay, good. Make sure you come.

No worries. I wanna meet you in person when I get to come to Ottawa. I do have a friend in Ottawa. I was telling him about my birthday, but he’s like, oh, I’m in Ottawa. He’s not gonna drive to Toronto. Well, actually, actually will, well, hold on actually Will, because I’m coming. Um, I have a mastermind there.

End of, um, end of July. I’d be happy to come. I’d be happy to come for like a show face because we, I do have a mastermind there for quite a while. Um, are you, are you there? Are you there? In July? End of July. Um, I’ll be in Toronto end of July, so I could come to So you’re gonna do it in Ottawa? You’re doing it in Toronto?

Oh, no, we’re doing it in Toronto. We’re just getting a bunch of people to, I’ll flock to Toronto there, so, um, okay. Yeah, yeah, yeah. I’ll be here. I know. Um, I wanted to go to New York in August, but I should be, uh, I should be here end of July for sure. Awesome. Yeah, just that, keep that, um, Because a have to go to Toronto then bef after that, then we’re going to Calgary, you know, to meet aade and a few others.

But yeah, no, we, we’d be happy to set something up and then maybe just pop into the mastermind. And is is more just make money online stuff as well, so, yeah, yeah, yeah. That’s, you’re not gonna anything in Ottawa then? I mean, listen, Ottawa is a government town. There’s, there’s nothing, uh, you knows, you’re not missing anything.

I know, that’s what I’ve been saying. I said, I’ve never been to Ottawa. I’ve never been there. But Canada said I’ll go and when, uh, when Trau is doing something on Saturday or whatever, but usually people tell me there’s nothing really going on in Ottawa. There’s a lot more things after here. Yeah, yeah, exactly.

Here we’re just dealing with that. We’re dealing with a lot of bureaucrats that That’s really it. That’s really it. Exactly. Yeah. All. Yeah. No, good stuff. Good stuff. And potentially, uh, we’ll see you soon and then, uh, and then let’s just keep the momentum going. All right? Yes, for sure. Absolutely. Appreciate it.

Thank worries. Good stuff. Keep it up and talk soon. Yeah. Cheers. All. Take care.

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