Episode #513: Navigating HSA and FSA for Fitness-Insights from Sam O'Keefe

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This is Pete Moore on Halo Talks NYC on location LA convention center. We're able to course Sam from Flex to come to the show and do a podcast with us in person. I'm delighted. You're gonna learn a lot, and you're gonna find out there's a huge revenue stream just sitting out there, and she's gonna help you capture it. So, Sam, welcome to your first helo

talks. Thank you very much. So coming from San Fran, she's, immersed in the HSA, FSA reimbursement process, which is a tidal wave of, a, small TAM of a $150,000,000,000 with a b. A lot of zeros, you have to turn your iPhone sideways to calculate that. And she is gonna tell us what the steps are to get a hold of that and to get your members, marketed to properly. So tell us what the road map is and, why you decided to get into this in any order

you'd like. Yeah. Yeah. Absolutely. Well, I feel like you just gave a lot of lot of my pitch for me. In the in the podcast now. Thank you very much. Right here. Yeah. Here's the website, and sign up tomorrow. Yeah. But I think, you know, for for this audience, you know, if you're a, gym owner, if you're a fitness program provider, if you're an exercise equipment provider, this is a really interesting space. So, I guess I'll start with why I got into it, and then we can go

a little bit more practically into how you can take advantage. So, yeah, I'm a lifelong athlete. Played a lot of sports growing up. Played a lot of sports in college. Soccer, basketball, and lacrosse. Okay. Yeah. Probably lacrosse is my go to, but, Soccer was my I was a goalie in soccer Oh, yeah. Back in the day. What position were you? I was left midi. Left midi. Okay. Yeah. If you said, like, sweep, I'd, like, come and give

you a hug. Like, oh, you like my savor. You know? No. No. Defense wasn't so much my thing. I always wanted to be a striker, but, I ran too much, so they put me at midfield. Alright. Cool. That's good. Yeah. So, you know, lifelong athlete, continuing now as an adult. I'm a Crossfitter. Always known how important exercise has been to my health. And not just my physical health, but my mental health. And what's very cool now is that we're starting not only to see people talk about this

anecdotally, but actually get real research around it. I think for a long time, we've known, you know, walking, great for cardiovascular conditions, you know, lifting weights, great for osteoporosis, osteopenia. But now we're starting to see even more research come out, particularly around mental health and the impact that exercise can have. So overall, you know, when I thought about starting a business, I was like, what am I personally passionate

about? What's part of my lifestyle? And where can I make an impact? Yeah. And so that's kinda how we landed here. Let me just ask you one, like like, business school related question. Like, isn't there enough research done already? Like, exercise is, like, the right thing to do? I I just don't like, it's like another study came out. Okay. It's gonna tell me exactly what the last study was.

Like, we know it's good for you. And, like, we still have to, like, pound the drum on these people that are trying to prevent us from being preventative because it doesn't fit into their business model. I think that's what's going on. Well, I won't speak to their business model, but, you know, there's such a wide range of exercise, and everyone

is different. So, you know, depending where you are in your journey with exercise, depending on the condition you have, the background you have going in, you're gonna see different outcomes, different benefits. And with anything, there's always some potential risk. So we wanna be really thoughtful about who we're encouraging to do what activities and under what supervision. But overall, yes. Like, fundamentally, this is great for

you. I mean, even, like, somebody came out with a study. We're we're big pickleballers and, like, our our halo Sure. Yeah. Acronym, you know, the o in halo is basically, like, for pickleball. Because, like, I go to a pickleball court, and there's, like, 40 people. And I'm, like, what would these people be doing right now? And they would be sitting on their couch. They'd be watching a game show or CNN or CNBC, reading a

newspaper, and they're all out there at whatever age. It's it's pretty amazing. So UnitedHealthcare said, like, we have $5,000,000,000 more in cost due to pickleball injuries. And I'm like, yeah. But where's, like, the $10,000,000,000 of, like, mental health and, like, longevity and, like, other shit that's gonna happen that's not gonna happen now. Like, lower lower blood pressure. And, like, the return on investment is, like, yeah. So spend $5,000,000,000 and, like, get, like, a 2 or 3

x, like, return immediately. Yeah. I don't I don't think we as a you know, in in the US, our health care system is really oriented around taking care of you once you're sick. And that's how we count that's how we've traditionally thought about cost, and what's missing from that conversation is exactly as you said. Okay. Well, yes. We're spending all this money on fingerball injuries, but I think we can all agree that having people get out and exercise 20, 30, 60 minutes a few days a week is

gonna be beneficial overall. We just don't look at that prevention aspect when we think financially. Yeah. I feel like a a number of these these studies or, like, these cost related, you know, buzzwords. Like, I wanna, like, counteract each one and be like, but you've got to think about this this benefit to it. So so what brought

you directly into the HSA, FSA? Because as as you may know or may not know, IRSA as an industry has been trying to get this FIT Act passed, which is it's called, like, p h I t or something, physical health something. And I said, 1, I don't think it's being marketed properly. 2, I feel like we should there should be a way to do this without going to Capitol Hill and they try and solve it, and it appears that the

IRS has created, like, a window for it. Maybe they're, like, trying to, like, cap shut the window, like, half closed against some, like, w d 40 on the side. Like, so they had some announcement. But, like, where did you see this opportunity originally? How did you say, like, I I know how to solve it? And then what's happened in the last 60 days? So it's a 3 part question. Yeah. 3 part question. So, you know, I originally saw the opportunity. I

I started the company thinking I was gonna be a digital health founder. We were going to provide exercise programs that were covered by your health insurance. And in that process, started looking into how do I get covered by health insurance? And then how do I get covered by HSA FSA? FSA? Because as I learned, getting covered by health insurance, the bar is very, very high. Yeah. There's, you know, it's a really enterprise

y sales process, multiple years. Usually have to do a clinical study to validate your specific program, you know, all of these hoops to jump through. So I started looking at HSAs and FSAs thinking maybe this is a more accessible space. And it turns out it is because, the IRS, while they have, you know, an official, like, approved list of items think of things you might buy over the counter at CVS or even your prescription. You know what to not not to stop you, but the interesting thing is,

like, I go on DoorDash now and you shop at Walgreens. It actually says HSA FSA eligible, which I think is awesome because now it's, like, heightened awareness. It's, like, marketing. Yes. HSA FSA, which hasn't happened before. At least I wasn't noticing it. On on that side of the business, and we'll we'll probably not get into this so much in this conversation, there are some actual, regulations around the payments infrastructure that those stores are required to

have. And so that's a little bit different than what we're gonna talk about for fitness providers. It's basically 2 different paths to get HSA or FSA qualified. But it's very exciting to see companies like DoorDash, I think Instacart, Walgreens, others have rolled this out. And what it's really doing is increasing awareness for consumers as to, hey. I can spend these dollars not just at the doctor's office. Let me ask you a question before we move on to to the to the next set. Yeah. Because I

wanna understand this. HSA, FSA. Walgreens gets approval to sell and have an HSA checkout, right, on payment processing. Yeah. Yeah. But do each one of the brands and products have to actually get approved directly, or does Walgreens basically get those approved on their behalf? Do you know how that works? Yes. I do. So, it's actually a little bit of both. Okay. So there's a governing body, called Sigis. They're a nonprofit. How do you how do you spell that? Sigis.org,

and they maintain what's called the eligible product list. So if you're a, merchant, and let's say you produce a product, you'd like that product to be HSA FSA eligible. Give me that acronym again. Sigis, sigis.com. Or sorry. Dotorg. Sigis.org. Okay. Interesting. Thank you. Yeah. So they're a nonprofit. They maintain the eligible product list. And, brands, if you produce a product, you can submit to be considered to be added to the eligible

product list, the EPL. There's a submission every single month. CJIS and their committees review those submissions and make sure that the products adhere to the IRS guidelines as to what qualifies for HSA, FSA. So and once you're on the EPL, then the product is eligible. But that does not immediately mean that Walgreens can go ahead and accept HSA FSA for that product. So that's, you know,

how the product becomes eligible. Someone like Walgreens, because they're not a health care institution, so they're not a doctor's office, they're not a hospital, they're required to have certain payment infrastructure as well to verify, that the products they're checking out with HSA FSA are in fact eligible. And that they're pulling from a valid account directly out of that account? Yes. Yeah. So that that they can accept those debit

cards that that we as consumers get from those providers. So they they need to have a payment system called an IIAS. We're getting really into the No. No. It's just the acronyms here. Inventory Information Approval System. What this is, it's basically part of your POS, that instead of just running the transaction, what it's doing is verifying at a product level that the SKU

is on that eligible product list. So you're checking what's in the consumer's cart against what is in the eligible product list, And then they're verifying that, yes, these 3 items in your cart are HSA, FSA eligible. The other 3 are not, and they're gonna be able to accept HSA, FSA as a form of payment for part of the cart and a credit card for the rest of your cart Got it. And then allow you to check out. So it's it's really a multistep process. And,

building that infrastructure is nontrivial. And that's why I think you see a lot of brands only now coming out with that infrastructure. The growth in HSAs over the past 5, 7 years has been really significant. So there's a lot more market opportunity for these merchants to accept the funds. As you said, $150,000,000,000. It's like, okay. We want consumers to be able to spend that here. It's worth building that infrastructure. Got it. So so

talk about I'm not sure we answered all of our questions. But but I think We kinda went down No. But we're we're going down the path of, like, okay. So I understand the the the ecosystem or, like, how the marketplaces, you know, interact and work. I know where the money is. I know where the approvals are. Now the approvals for fitness Yeah. How did that evolve? Like, that feels like a new new thing. Is that, like, 90 days or a 120 days? And then how do you fit into that? Yeah.

So that's that's also been around for a while. I think, for a path for, fitness brands is a little bit different. So a fitness, program, a fitness, piece of equipment, gym membership, they're not going to get on the EPL. They do not meet the IRS guidelines of a medical product or service. Typically, those, goods and services are classified for general wellness, which does not qualify. However, the IRS has explicitly carved out, that if your doctor, recommends a fitness program specifically

to treat a condition Okay. Uh-huh. In that case, that program, that membership, that product can become eligible. And this has existed for a long time, but consumers weren't aware of it. And so what you'd have to do is, 1, become aware, 2, make an appointment, with your doctor, have a conversation, get a letter. It's called a letter of medical necessity. Right. Then you'd have to you'd be you'd pay out of

pocket for this good or service. Then you'd take both of those documents, a receipt from the purchase and the letter of medical necessity, and you'd submit for reimbursement. Into your into your HR or into your expense? FSA provider, or your HSA provider. No. They're all outsourced, like but there's, like, here's who you call for your Yeah. Think like Fidelity corporate intranet or something. Potentially within your corporate Internet, or you could go directly to, Fidelity, HealthEquity,

Lively. Those are some of the bigger providers. So you would you could do this process yourself, but it was really not well known about, as you heard. Right. Multiple steps. Probably had multiple steps. Doctor also. They're like, hey. You could write me this, and they're like, I never heard of this before, probably. Doctors, sometimes rodent for things like orthopedic footwear,

glasses, like, things like that, but not fitness. That was, you know, not something that consumers knew they could bring to the doctor. But the guidelines, you know, if you have a condition for which exercise is a valid treatment, you you can qualify. And so where we come in is we really streamline that whole process. We put it directly into the checkout flow for the merchant. So instead of having to go make a separate appointment, pay out of pocket, Flex comes in.

We partner with merchants. We sit as a payment option in the checkout flow. And we're going to, you know, do an asynchronous telehealth visit, get you the necessary documentation if you qualify Right. And process that HSA FSA payment. Okay. I have a question. Yeah. That was a lot of know? So everybody know I'm raising my hand. I love raising my hand because I just show it's, like, more formal and, like, feel like you're, like, the teacher now and the students who are, like, flipping

it around. The one thing you hit on that's interesting is, like, there's a certain condition, and I am getting a medic letter of medical necessity for that certain condition. I think what's happening from what I could tell is, like, it's like getting a marijuana license. Like, oh, you have stress. Okay. Here's a here's a license. They're just, like, dishing them out. Right? Mhmm. Mhmm. So if you're saying, like, okay. You have something that is is chronic pain or or something, I'm gonna

recommend you do Pilates. I'm gonna recommend you do yoga. I'm gonna recommend you do a barre class. I recommend you do a higher dose in infrared sauna thing. Yep. So does the condition once I have the once I get a medical necessity, let's say they tighten this up a little. Right? They say I got chronic back pain, which I don't, by the way. So I don't even use I'm not using myself as an example. I don't think I'm that old. Just soul cycle yesterday. So

do I have to have that chronic condition and then say, like, okay. These are the products out of this category that you could buy? Or right now, it's like you can buy basically anything in the HSA, FSA store or what's available because I have this letter of letter of medical necessity that that allows me to use it for, like, this entire Category. Category. Yeah. That is I will say, I think that's a bit of a gray area right now. So when you get the letter good question. Alright? It it is

a good question. When you get the letter from your doctor Yeah. What we do at Flex is, you know, the doctor is getting your condition, and they're writing the letter for the very specific product or service. That's what okay. That's what I wanna understand. Got it. Got it. Got it. And in that way, we we make sure we're asking the consumer questions that are directly relevant for that product or service. So it's not like a general intake form. It's very specific, you know,

if you're doing let's just take orthopedic footwear. We work with one of those companies. You know, you have to have one of a dozen conditions in order to qualify to make that purchase with your HSA FSA. FSA. If you're just, I wanna wear comfortable shoes, that's not going to, you know, meet that threshold. Guys.

This is Pete Moore. I wanna let you in on a little secret. There's this company called Promotion Vault, and what they do is they give out rewards from retailers that allow you to incentivize your members without having to do zero down and 1 month free or giving away shakes or giving away t shirts. What you want to do is build a rewards program that lasts, that people value, and that doesn't discount your own products and services.

So here's the deal. There's something called rewards vault. The rewards vault is going to allow a member to set up their own profile. They are going to answer questions. You are gonna get those answers. You're gonna be able to target those members, and you're gonna reward them inside your club, inside your spa, and outside of the club and outside of the spa to get them to become loyal, to get them to pay their monthly dues, and to be rewarded properly for

the actions. A lot of companies are cutting back on rewards. You shouldn't be. Promotion Vault's your answer. Trust me. This is real. Now do you provide so your team right now, I I would state, and you can correct me, like, you're a fintech company, basically, focused on HSA, FSA, $150,000,000,000 category to partner with business, bricks and mortar providers to start, and basically match those up with either the members or prospective members and and and

tie that into a match. Yeah. We we think of ourselves as a fintech company with a telehealth offering. Okay. That's why it's okay. So telehealth is basically, like they're they're not necessarily full time doctors, but they're they're certified approved. And you know, hey. I'm gonna go in. I'm gonna do this evaluation. Yep. And it's gonna come out the other side, and you're gonna say, hey. I run this company, and that's, like, real. And

and it's, like, been done properly. And it's, like, the doctor's names on it. It. Right? Yes. They're liability. The doctor signs the letter And it's not a liability. Like, they're they're patient. Exactly. Yeah. It's That's what I wanna know. It's a clinical decision. So we do not set any type of quotas for our doctors, or any type of guarantee for our partners that says you're a 100% of the time, these patients are going to qualify

because that's not the guidelines that the IRS provide. Good. Good. But, you know, when we think about the average you know, the American customer base, you know, 30% are obese. How, you know, the the prevalence of a variety of cardiovascular conditions is huge. How many are diabetic or prediabetic? And that's even before we get into, the mental health challenges, which we're now seeing exercise be able to address. So the reality is around fitness and exercise, we see a very large percent of

consumers having a condition that does qualify them. And that's where we wanna bridge that gap. We wanna make it easier because exercise truly is such you know, it's such a beneficial thing to do for your health. We we wanna make that easier for people. Got it. What I wanna talk about is take me through and sometimes I'll ask people about, like, how does your business work? And right? And I'll just, like, I'll get lost. But and and but the

way you talk and the way I talk, we're we're team players here. Like, we're unprofessional. Okay. Tell me exactly how do I get to the goal, okay, from here. So I'm gonna put this up. This this halo talks is gonna go up. Yeah. You're gonna have your information. We're gonna have show notes in there. It's gonna say

contact Flex to do this, and here's how the process works. So take us through the process, how long it takes, and what the counterparty of the bricks and mortar or brand need to do in order to do to work with you. Yeah. Absolutely. So you can always go to our website withflex.com. Learn more. We have a contact us or you can schedule directly to get time with us. You can email me, sam@withflex.com. K. We'll get on a call. First thing

we're gonna do is learn more about your business. What is the product or services offering? We you know, there's a lot of activity in the wellness space. Some of it is definitely beneficial. Some of it is definitely more on the experimental side. So we wanna make sure that, you know, you have a product that we can confidently recommend that this is gonna be good for people's health and that our clinical team feels

confident recommending that. So we're gonna have a short conversation about your product. And then, I'm gonna ask about your payment infrastructure. How do you collect payment from members? What services are you using? The ideal flow is that you use our API, and we actually integrate directly into that checkout process. So we're not just looking to talk to brick and mortar here. We're looking actually to partner with, platforms. Think like, you know, your your Mariana Tech, your

Mindbody. Are you are you connected to those groups already? We are talking to a lot of those groups already. So so it's a sidebar here, but we'll do it on air. We'll give you the list of those people and and get that fast track because the less work that a bricks and mortar location or or a franchisor or franchisee needs to do is gonna be, hey.

It's already on there. Just hit the switch. 100%. Good. So we'll do that. We've, you know, we started the business actually working with my own CrossFit gym in San Francisco, and they have been incredibly, patient, shout out to CrossFit Potrero Hill, with a whole separate system, for their members to check out. We also offer a reimbursement

flow. So if for some reason, you know, we can't integrate into your system or you don't have the team to do that, members can still check out with their regular credit card, and then you can send them to us to get that letter and to help facilitate the reimbursement from their provider. Okay. So, ideally, I'm on Mariana Tech. We're Yeah. We're good friends with them. Shannon and Cruz, shout out to them. I am, Barry's Boot Camp. Yeah. They're on Mariana Tech. They

now work with Flex. Flex is now part of the checkout. If I buy a 10 pack or if I buy a membership in the at Barrie's, I would be able to use my HSA FSA card as a payment processing Yep. As a form of payment. Yep. And nothing else would need to be done on behalf of Barry's. They're getting their payment

right directly from you, I guess, through the payment merchant account Yep. Which is going directly into Mariana Tech software, plugging that into the MRM, membership man relationship management system, and it ends up in your bank account, minus whatever fees there are for transactions. Right? Exactly. So so, basically, the the setup here is there's, like, there's no user interface that they need to, like, relearn. They don't have to train the rest of their team

on, like, how this works. They have to, like, just like, hey. Here's an hour of, like, what we're doing, why we're doing it, and how it benefits everyone. And there's there's there's no, like, technology integration or or custom built. That's why we're looking to partner with people that provide these gym management platforms because that's gonna make it the easiest for the brick and mortar. Then it's just, you know, turning on an app in their system, and

they offer it. We do have materials to help train, like, on-site staff to answer questions. Because ultimately, that they're the front lines. They're who the customer is gonna go to when they have a question about this. We want them to understand why someone may or may not qualify for this form of payment. If they don't qualify, they're just gonna buy that gym pass as they normally would with their credit card. So, it's a

pretty straightforward process. We try to make it as easy as possible for the merchants. Amazing. And I've just got 2 2 other questions. And if you wanna think of a quote that you wanna to to share with us, if you have got any good quotes, So just think about that. You your quote do you gotta you'll find out? I don't know if I have a good quote. Take a take take take take 10 10, 15 seconds because I'm gonna ask you another question. There's a $150,000,000,000 in the HSA,

FSA accounts. That's, like, accrued historical. Mhmm. How much is the annual amount of HSA, FSA buildup? And what is the maximum or what's the average amount that a member because I I'm an employee of my own company. I don't have an HSA FSA account. Maybe I should. I have no idea. But did you have a person at Google who have, like, $6,000 in their HSA and $3,000 in their flexible spending account? Or, like, what what's the Yeah. What's the average account balance? Amount of, like,

money that's in their account? Forget about historical. Like, what do I get each year? Yeah. So each year, there's contribution limits, and those limits are indexed to inflation. So recently, they've gone up a lot. So depending on the type of account, if it's FSA individual or HSA family, you can contribute, in 2024 between $48,000 about to these accounts. Both of them? You usually only have, 1 you can only contribute to 1 per calendar year. Oh, okay. Interesting. Gotcha. Depends on your

health insurance and and your benefits from your employer. Got it. But yeah. So you that's what you'll have. But those HSA dollars, they stay with you year over year. So they But those accrue, but the the FSA is, like, use it or lose it. Correct. Yeah. So we see a lot of FSA activity in, like, q4. Yeah. Yeah. Yeah. It's a great time. You know, if you're a fitness brand, you're thinking about advertising an annual pack.

You know, getting That's such a great idea. Getting people set for the new year. People have dollars to spend in q 4, and, it's we see a lot of activity and spend at that time. And then, from a standpoint of so I just want the average health club operator now to listen up. Like, maybe sit up in your seat, like, just raise your eyebrows for a second. If you're selling a membership for $50, okay, that's $600 out of somebody's $4,000 account at the low end of this. Right? So it's only

15% of their HSA. Now that the behavior and the psychology of this HSA account is that that money's in there. I gotta spend it. Okay? So at the end of the year, like you're saying, or a black black Monday or Black Friday sale, Saturday, Monday, right, that could all be related to saying, like, here's a 44 pack paid in full, and that'll be $24100. Mhmm. Right? And and, basically, somebody could potentially use that and and get their

whole family on account for a year. So there's a big amount of money here, and it's a fraction of what your membership is Yeah. Which is really key. I mean, it's gonna depend on other medical expenses that the consumers had that year. But, you know, in December, I get texts. I get calls. People just saying, hey. I just bought a year's worth of contacts because Yeah. No.

I remember that. I what can I buy? Oh, I'm gonna buy 8 pairs of prescription sunglasses because that's the only thing I know I can spend this money on. I'd much prefer to spend it at Berries, at Soul Cycle, at CrossFit, at any of these locations. Awesome. This is Pete Moore. Here's the last tip for you of the podcast. We are partnered up with a company called Higher Dose, higher dose

dot com. They are the leader in workout recovery products, infrared technology, LED light masks, neck enhancers, and other products such as PMF mats and sauna blankets. If you have not gotten on the workout recovery train yet, your time and your stop is now. You gotta get these products in there before these workout recovery and spas end

up saturating your market. Having your members walk out of the club and going into one of their locations for $200 per month where they're paying 39 to you, Let's become an expert in workout recovery if we are already an authority in workouts. Higher dose, check it out. There's a wholesale code, and we look forward to helping you augment your products and services to meet the demands of

your members. And, hey, let's get people happy, healthy, and sweaty, and the recovery should be just as good as the workout. So look. You're an entrepreneur. I've been an entrepreneur several times. It's a bumpy ride. You know? I make progress one day. I win one day. I lose one day. You know? I mean, it's an up and down bounce. So how do you kinda keep yourself you know, given that you're an athlete and, you know, like, hey. We're gonna go on streaks, that we're not gonna go

on streaks. We gotta take a time out every once in a while. I gotta kinda, you know, reassess my team and my playbook. So what you know, is there, like, a quote or something that you remind yourself, like, keep moving forward. You know? And, like, I know I'm going the right direction. Maybe I don't see it, but I know it's happening. Or I I'm honestly having a hard time coming up with

the quote. The thing that comes to mind is that prioritizing moving every day. And and that's why I got into this business is that, you know, as an entrepreneur, there's always a longer list of things you need to do than what's possible in the day. But taking a step back to get outside, to move, to lift something, all of those things helped clear my mind, helped me refocus,

reprioritize, and also manage stress. You know? There are a lot of up and downs in this journey, and I think that's the best thing, that I can do for myself and my team to show up every day as my my best self. Awesome. So, officially, welcome to the Halo sector. You can use that term as much as you want. It's royalty free for a reason. They're gonna call this whole thing in 5 years, like, the Halo, you

know, event. I mean, that's what I'm hoping it is. It's happening. And we're happy to make introductions on the API side as well as on the on the brand side. I think everybody needs to know that 2024, this has to be one of your top three priorities. Okay? You gotta figure out how to do Ozempic weight loss reversal group exercise programs. You need to embrace HSA, FSA, and you need to get your shit together and get artificial intelligence, but

have intelligence to actually use the artificial intelligence. So find out everything you can about your member, find out what's in their HSA account, and then help them get results. And then they're gonna stay longer, and that money is gonna be coming out of a pretax spot. So focus on this. Thanks for coming to the industry in general. So you need people like you that are that are ahead of the curve and actually do the work and figure out, like, what's a special

sauce and how does this business model work. So thank you for doing that. Mhmm. And, you know, you can take some shots on goal at me at some point even though you're a midfielder. We'll set up a time. Yeah. We'll we'll do it you can do it from, like, half field. I'm a save most of them. Alright. Great. Thanks for coming on Go Halo. Thanks for having me. Awesome.