Oren Klaff

Right.

I see the ones that are outside of that.

So if you don't check the boxes for lighter, where do you go?

Okay, good.

So if you think about, if you think about an investment banker, right, what are investment bankers?

I mean, they're sort of lawyers, not sort of, they're, they're basically, uh, lawyers with a reversed business model.

Right.

So, um,

When somebody comes to us, it's because they couldn't do it on their own.

They couldn't do it at LegalZoom.

They couldn't just walk into one of those firms and they say, hey, we're outside.

We have too much customer concentration.

We have – our MRR is not growing fast enough or we're loaded up too much with debt and we need to recap before – whatever.

So there's some problem that has to be solved.

When you go out to the market to solve problems, then that's what I'm saying.

You need to have enough volume in firms to be talking to.

Sure.

So, uh,

You know, the first one and is the most obvious is you provide it to them, right?

So when you have a good enough pitch, you can do broad enough outreach.