Robert Blabey

So it's not a discredit to institutional world.

But really what we find is that we find families who often are coming to us with ideas, whether they be...

Public, private, debt, equity.

I mean, it spans a broad spectrum, but they're coming to us and often inviting us versus pitching us.

And so it's a, hey, I'm looking at this or, hey, I've invested in this or, hey, we're considering an investment in this.

Would you guys like to rope your sleeves and look at this with us?

And so it's a very it's a very different kind of atmosphere.

And and I think that what I found is that, you know, our funnel is really quite narrow, actually.

So a lot of people will tell you they look at 3000 deals a year to get to their whatever 10 that they choose.

Our funnel is much more curated.

And so it is a narrower funnel.

And so we still do far fewer deals, obviously, than we see.

But what we do find is that, you know, there's quite a bit of, I say, sort of interaction and cooperation, quite frankly, that goes on with a lot of these deals.

And we we I find that really healthy because I like the pushback.

I like to listen.

My goal every day is to work around the smartest people.

And I do.

want to feel like you know everybody around me is a lot smarter than i am that's what that's what the hope is so you know i'm out there looking to learn and and i think we bring value to our partners um and uh and have found that you know a number of them we've done repeat deals with too which is which is great i've seen this many times these family offices investing with each other and essentially creating almost this consortium is that just because the opportunities are too big is there other factors why are other family offices bringing you opportunities

It's twofold.

Oftentimes, yeah, it's a family deciding that they want to hedge their bets, if you will, and bring in other capital.