Alex Tuck

 U1 

 0:06 

 This is the first customer 

 U2 

 0:08 

 hosted by Jay Agner. 5s Hi, everyone. My name is Jay Agner. Welcome to the first customer today am lucky enough to be joined by one of my colleagues and friends, Alex Tuck. Welcome, Alex. How are you, buddy? I'm 

 U1 

 0:26 

 good, sir. Thanks for having 

 U2 

 0:27 

 me, Jay. You're very welcome. 2s I have known Alex for about, I guess, a year and a half or two and been an absolute source of inspiration over and over again. I couldn't believe you said yes to be on this podcast. Really successful guy. Alex, you've done a lot in a short period of time. Let's talk about where you came from. You're a northeast guy. You're up in Vermont now, 

 U1 

 0:54 

 so actually in Vermont now. Met my wife in college at growing up college in Virginia. And before that, actually grew up probably pretty close to where you were. I was just outside of Richmond, Virginia. 1s I lived in Henrico. 

 U2 

 1:15 

 Newcamp, baby. Newcamp County High School? Yes, sir. 

 U1 

 1:18 

 Yeah, baby. That's awesome. I had a couple of your classmates 2s in 

 U2 

 1:23 

 a local jam with you, though. 

 U1 

 1:28 

 That's a fair joke. 4s But yeah. So I grew up in Richmond, went to governor school there and 1s had a pretty fun 2s not culturally diverse, but definitely from a county perspective, had like twelve or 15 different counties and cities represented at the school. So it was really it was very influential on, you know, sort of like the trajectory that I took in my life in my career and college and stuff. And so I ended up at Ronald College and did my finance degrees there. And that was it. That was the start of everything. 

 U2 

 2:10 

 So you wanted to do finance. Was that your big 

 U1 

 2:13 

 goal, is the money thing with numbers? Yeah. So I was a first generation, so my parents both they both worked in a restaurant. My mom's a Cambodian refugee. Wow. And so they both just tried really hard to give me all the opportunities that they could. My dad was sort of he was from northwestern Tennessee, 1s and they both just came from not very much and wanted to give me an opportunity. And so going to the governor's school 1s allowed for me to get certain opportunities. And then when I went to college, I was, like, first college graduate from either side of the family and didn't really know what the heck to do. Right. So I was like, how can I make money, right, but do something that's interesting? It uses math and all this stuff. And so I was like, yeah, financing sounds good. 

 U2 

 3:08 

 I didn't know your mom was a Cambodian refugee. What's the quick story on that? Yeah. 

 U1 

 3:14 

 Oh, God. How do we tell a quick story on that? Pol Pot did some bad stuff, 1s and so my mom was lucky. I'll a tell short story here. So 2s my mom came from a relatively affluent family for Cambodia at the time. She lived right outside of a big city called Bottom Bong. And my grandparents, both of them, they were like fruit traders up there, and the folks that did the distribution there made a lot of money. Right. Anyway, they were connected with the farmers there, and they were also connected with the business people in town. 2s They were pretty affluent. My mom was actually she was vacationing with my and my uncle right near the tape border at one of their homes. And then the war started. And so 1s they were about 3 miles from the border and they basically came on the radio and they said, hey, this is happening, you know, we're your family now. And they got the heck out of there and meanwhile worried about everyone else. So my mom and my aunt, my uncle got out of there and made it out pretty quickly. And we're in a refugee camp and we're in the US within a year. 1s The rest of my family was there for however many years it was that the war was. And most of them made it up. 

 U2 

 4:45 

 When was that? What year was that? 

 U1 

 4:47 

 My mom came in the late seventy 

 U2 

 4:49 

 s. Seventy s? 

 U1 

 4:50 

 Yeah. Wow. 

 U2 

 4:52 

 Well, that's wild. So I didn't know that. Well, it's funny, I guess the fruit doesn't fall far from the tree. You're still the man in the middle for a lot of your grandparents did, which is interesting that there seems to be some sort of entrepreneurial thread through 

 U1 

 5:09 

 families. 

 U2 

 5:10 

 It's every person I've talked to something somewhere where they pick something up. So you went and did nerds and numbers stuff for a while. 3s There's a big gap between 1s where we are today with this titan of project management and product management and just management consultancy. 2s Where did you go? We did econ. And then did you jump in into the corporate world at that point? Yeah. 

 U1 

 5:42 

 So I worked for a financial services company right outside of Philly, right near you, and did that for about three and a half years and then just got really bored. Helping people make money was not really my deal and not the way that we were there. And so I went the complete opposite direction. Started in my first real venture. I'll talk about some other ventures later, but my first real grown up venture was starting a nonprofit called People having People Global. I think it was a couple of other folks, including my now wife. We started it to provide interest free micro loans to people in Central America. So I went and lived in Central America, in Nicaragua, for three and a half years. We stood up a micro lending program there. 

 U2 

 6:34 

 What does that mean? Layman's terms, like 

 U1 

 6:37 

 people that wanted to start or expand their small businesses. We gave them small amounts of money, anywhere between 50% to $450. That was the equivalent of about a year salary for a lot of those folks. People living on less than $2 a day, they would take that money, they would pull together very basic business plans. Right. And probably half of the people didn't know how to read or write. So we would interview them and then dive, document that internally and then work with them to think through. Okay, what are your profit margins? All that stuff. So we're helping people with the money, but we're also helping them establish their business and figure out how they can grow their business. 

 U2 

 7:22 

 How did you get connected down there? 

 U1 

 7:25 

 We had no connection. So what we did was we did a cursory review. Isabel wanted to she wanted to do something internationally. She talked about Peace Corps, and I was like, I really can't do that. I start something. We need to do something different. And so we did some analysis, partnered up with some folks, and then figured out, okay, what are the most impoverished areas of the Western Hemisphere? Like, what's accessible? What are Spanish speaking countries? And the Nicaragua is the second most impoverished country in the Western Hemisphere, behind Haiti. And so it was logical they had an infrastructure there. So we decided to go there. Wow. Holy 

 U2 

 8:10 

 shit. And you guys are like, what, in your 20s, making these decisions? Oh, God. I 

 U1 

 8:13 

 was I don't know, I was 23 years old. It was wild, dude. You were very 

 U2 

 8:20 

 altruistic from the start. It's pretty 

 U1 

 8:22 

 wild. It was really cool. Made enough money, too, that we could actually pump money into the programs. It was really easy to fundraise. We had really good networks at that point. 1s And we could do so much with so little like, $50,000 a year. That was like a couple of thousand loans. 

 U2 

 8:40 

 You did that for a while, right? 

 U1 

 8:44 

 That ran out of money, though. And so I had to come back to the States. But on top of that, we actually established a really good program. And we had employees there. They were running the show. They still run the show. They're still running today. 2s It was perfect timing for us to come back. She came back. And you're in late. 

 U2 

 9:03 

 Twenty s, I guess, right? 

 U1 

 9:04 

 Yeah. 3s I wanted to work in It project management. So I started my company, and 1s I ended up working. My first project was working on Obamacare in Vermont. It was a $250,000,000 implementation. This kid, I don't know, I was 27. Maybe I wasn't a kid. I was a little bit older than a kid, but with a young guy. And I ended up. 1s In the program management office rolling out obamacare was a hot mess, but it was fun. We had 200 and 5300 million dollars to blow through to put out this product that was supposed to get people enrolled on Obamacare by October 1, 2013. And so 2s learned a whole lot. Worked 100 hours weeks for four straight years from 2013 to 2017. It was wild. But 1s I'm still buddies with so many people. I do work like, some of my clients are from that project, some of my co workers are from that 

 U2 

 10:11 

 project. And that's because 2s you put in those 100 hours weeks, you think, and 2s it's not something in you. 2s Good leaders do typically like to deflect that sort of praise, but there's something about you that those people like then, and they're like now, 

 U1 

 10:33 

 we all were in it together, right? And so, as a leader in 1s that program, 2s I wanted to be the first one there and the last one out most of the time. And my leaders, my leadership was the same. They fly out from Minnesota, red eye the night before Sunday night, and then 1s show up first 04:00 A.m. In Vermont, and then do it every single week. Week. Every week. So you burn through that. 2s And then 1s America went through a very interesting time, and then 2s now we're here. 2s That's such. 

 U2 

 11:22 

 First of all, just like a mantle piece item for you. Like, that's such a great 1s project to be tied to. And it's kind of something it's something to be said about even if you're not, you know, the upper management of a big project like that. You found a really interesting role, you dug in and then in your career later on. I think maybe every time I've met you, we've talked about Obamacare. Just because it's 2s such a great thing to latch on to and have been part of, and that's maybe something that other people should try to kind of look for is those big opportunities to latch onto something that down the line, they can reference back and say, hey, I did work on that thing. Right. And it's maybe something they wouldn't volunteer for before. 

 U1 

 12:05 

 Yeah, I think it's one of the biggest It projects governments ever undertaken, and it was done at a state level, which was interesting. But to your point, finding that Keystone project or set of projects that you can always talk about, where you can really learn, 2s that's the key. Right? So I don't run projects very much anymore. I do strategy work on the projects, but no one would want me to run their projects anymore. Right. I just wouldn't do a good job compared to my teammates. 2s But having that experience of having run a project or program is invaluable, right? Because it creates this empathy to your team. You know what it's like. And as you go and introduce these ideas give to your customers and try to convince them to come in and work with you, you have that experience you can always point back in reference to. Yes, and what a great one 1s to be like. You helped get that out, so you didn't. 

 U2 

 13:10 

 Die from working 100 hours, works for weeks or four years straight. What happened after? 

 U1 

 13:17 

 Yeah. So I decided that I did my part. Actually, 2s I was still working Obamacare and Health and Human Services, but not necessarily on that specific projects. I was flying around the country working on different projects in different cities, different capitals, in different states, but same idea, same projects. And 1s I did that independently. Again. I went back to Tuck again, did that independently for a piece. And then one of my clients, actually, they're like, Alex, you're really good at cross selling and upselling. You should come join us. You would get the benefits of being part of a team. And so I did it. I did that for a second, and then I was there for eight months and then realized that I had the entrepreneurial bug. I wanted to run the projects the way that I wanted to. I wanted to run the company the way that I wanted to. I wanted to have a leadership team that looked different than the leadership team that was there. Right? So I left. That was four years ago. And then that was like Tuck 2.0. 2s That's what we have today. We're ten employees, 80 Ish contractors 2s doing about 250 projects a year now. Well, it's 

 U2 

 14:37 

 fun. 3s Wow. So 1s there's a lot there. 2s When you decided to kind of go back and do talk, to point out 4s I had a similar experience, kind of like stepping back and taking over the company full time and just doing something. 2s What were some of the biggest things you applied to that second pass that you kind of learned on the first pass? 

 U1 

 15:09 

 Good question. 1s Well, one, it was really a model shift, right? So before, it was just me, I was just running projects. I was having fun with that. I wanted to be a practitioner. I really enjoyed that piece. But then when I did 2.0, I wanted to create a management consulting firm that sort of achieved two things. One, it had to do with the teams, like the team that was delivering the services, and one had to do with the customers that were being serviced. 3s We work too much in management consulting. Like, I think everyone meet, everyone can benefit from a grind. You know, 100 hours weeks are crazy. No one should ever do that, right? But even at the other management consulting firm that I joined, we were still doing 60, 70 hours weeks flying around the country on the road half time. And it was crazy. And young millennials and gen zers, they aren't going to do that. They're smarter than we were. 3s They don't have to, they shouldn't, we shouldn't be doing that, right? We should have lives. And so what I wanted to do was build a management consulting firm that focused on diversity of the team, that focused on worklife balance that did really, really good work for our customers, high value work for our customers. But 2s I don't need to make all the profit margins as the owner of the company, right? I don't need to make the 70% profit margins that some of these companies are making. 2s We can work really hard for about 40 hours a week and push out a lot of really high quality stuff for our customers. And so that was one part. So that's one thing that I learned and I really wanted to change with Tech 20 on the client side. What I found in working with all these larger management consulting firms was that they aren't servicing small business at all. Small businesses can't afford them at all unless they're this $20 million a round funded company, right? And so we sort of threaded the needle there and said, hey, look, let's work with these small businesses and provide similar management consulting services, really around project management. But we do things that are adjacent to that as well. How do we service the small, medium size businesses and give them a service at a cost that they could afford? Right? We're not cheap by any means. When they invest in an engagement with us, they still feel the pain of paying for a high quality service. And that's intentional because they take it more seriously and then longer term is better for them, right? Anyway, just 2s offering that to customers is a new set of customers and helping them understand that that is a service that they can access now and that they need. That's been really fun with two auto. 2s And have you I mean, I don't want to get too much into your day to day strategy stuff, but I mean, have you I know some of the stuff is Enterprise or you want to go towards Enterprise. Is that 

 U2 

 18:30 

 a longer pivot that you're kind of aiming towards and you're kind of keeping the lights on with who you have and you're kind of slowly shifting towards that? Or what's your five year on that one? 

 U1 

 18:40 

 Yeah, I mean, we'll move up market when the time is right, for sure. 2s I personally love working with small companies that are growing rapidly. The people that we recruit really love working with that demo. It's harder to work with that demo. Those people run out of money, they 1s get bought up. Things happen. Right. But that volatility we can deal with to some extent. And look, we have our keep lights on clients I won't name them, but we have our Fortune 500 companies that write us big checks and. 2s Probably could care less if we were there. We weren't there, right? So it's great to have them and moving up market is great for that, for company stability. But at the end of the day, our favorite client is a company called Death Thrive Health. They're helping people people manage their diabetes and they manage the whole supply chain for glucose monitors. They make it super cheap for their customers. They've been doing direct consumer. Now they're doing enterprise level work and they make it really cheap for their customers to manage their diabetes. And they get coaching and all this other cool stuff and their stuff works. I mean, the costs are going down for these customers and those are the companies that we want to partner up with and they're growing. They're going to be the next unicorn, if I had to call it 

 U2 

 20:11 

 that's. Interesting. I feel the same way. 2s Enterprises so far out of our main target group right now just because 2s not just the tail, like you said. The flip side of that volatility is that there's a ton of new entrants into space all the time, doing all sorts of new fun stuff that you get to work with in that smaller startup category. And that's why I love living there too. It's a phone space. 1s So talk 20 came around. Let's rewind a little bit. So 3s talk about talk 10 I want to know 1s where did you kind of make the leap from doing your day to day stuff? 2s Where did the entrepreneurial book actually bite you and make you go, okay, and then you took some of the stuff that you've been doing over the last few years and applied that to whatever your first venture was. That's what I want to know where that comes from actually. So it's interesting. So even pre 1s 10, it's funny. I'll tell you the first thing that funny story. First job I had was like porn champagne at an unnamed company at the age of twelve under the table, right, 1s at a New Year's party. But I've always been interested in working, grinding. Like my parents really instilled that in me. So I think I was 17 maybe high school, summer, 1s there was like a Yellow do you remember the Yellow Pages? I don't think they have the same 

 U1 

 21:53 

 there were the Yellow Pages and that was the OG. But then they had this company called Yellow Book that are yellow pages, right? The yellow book came into town. I saw this like posting somewhere, I don't know. It was probably in a newspaper. Back when we read newspapers, 2s they said they needed distributors. And I was like, alright, let's go check this thing out. And so like, I went to this warehouse. 1s Near the diamond 

 U2 

 22:20 

 home of the flying squirrels. That's 

 U1 

 22:22 

 right, flying squirrels, yeah. And on the walls they had all these routes, they said, these routes that you would go drive. And so I went in there, scouted out, I was like, what do we have to do here? They described it, and I'm like, all right, we'll take this route, right? It looks like a really dense route. So we took it, we did a run, me and my brother, who was like 14 at the time. We did a run in my baretta, and it was really fun. We were having fun, we were laughing, we were like throwing yellow pages, like our yellow books onto people's doorsteps. And then I brought in my nerdy friends, right, with this market school, right? 

 U2 

 23:02 

 I know the clientele of the government. 

 U1 

 23:04 

 Anyway, 1s we did an analysis of the entire metropolitan area and looked at the most densely populated areas and went in there and found all the apartment buildings and stuff. And so we took all the routes, like the most densely populated routes, and then did that for the summer. 2s We didn't understand the 2s cost of using your vehicle, right? We didn't use the gas. We took all that into consideration, but we didn't really take into account the wear and tear of, whatever, a ten pound, like 110 pound yellow books 2s on our vehicles. But anyway, it was really fun. We learned a lot. We learned how to manage ourselves and manage each other and partner with each other, and 1s that was really the big first entrepreneurial thing. And so that gave me the bug that I knew I wanted to start PHPG, the nonprofit. I knew I was going to start TCG at some point. 

 U2 

 24:07 

 My mom did the new Kent County Guide, and it was the local phone book for, like, ten years. And she had Advertisers, and, like, she would barter for stuff. She, like, trade some guy, like horses, and she, like, trade for, like, bale hay for, like, an Ad. And this year is, like, Buchanan County Guide to it was our version of the yellow book. And it's so funny you said that, dude. I had the job of distributing that sometimes, 

 U1 

 24:35 

 so, you know you know, jay 

 U2 

 24:41 

 the big bales of them, and you had to cut they were all together. 

 U1 

 24:46 

 We had to take these plastic when it was going to rain, potentially. We took these plastic bags and we had a whole system. Anyway, there may 

 U2 

 24:53 

 still be a dumpster, too in Richmond if there's, like, a pile that I couldn't hear. 4s My mom is probably never going to listen to these, but hopefully she forgives me if she hears it. There's a great, interesting story, so let's keep going forward. That's like the teenage kind of experimental entrepreneur stuff. Where did you get a little more serious and a little more refined attempt out of business? Or was it talk 1.0 Yeah. 

 U1 

 25:26 

 The nonprofit, People Global, that was definitely that was like a big person. 

 U2 

 25:31 

 Was that you or your wife? That was like 

 U1 

 25:33 

 me and a couple of people. Yes. We basically pitched the idea team of board of directors, and we just went at it and yeah, that's when we had had to run a P and L. That's when we had to fundraise. That's when we had to file taxes and hire people and do all that stuff. Yeah, all 

 U2 

 25:52 

 the real stuff. So you guys have made your first customer. 

 U1 

 25:55 

 Yeah, that was wild. And we had to do it. So I tell people, I get asked all the time because they say, I run a nonprofit. I sit on boards, they're like, hey, Alex, 1s I have this idea for a nonprofit. The first thing I say is, don't start a nonprofit. Like, don't do it. Right. I've done more good stuff with my pro bono arm of tech consulting than I've been able to pull off with PHPG. Not because it's not a good initiative, it's just I can generate income through my company and do a bunch of good stuff for free. Right. 2s But yeah, it's really, really it was really hard. So I learned a lot about fundraising, pitching, doing all this I'm an introvert, if you didn't know this 

 U2 

 26:42 

 big time, I can tell 

 U1 

 26:43 

 everybody. 1s Yeah. And so this kind of stuff drains me. Right. But starting a company, pitching, doing that kind of stuff, it teaches you how to compartmentalize some of that stuff and to building that reset time. 

 U2 

 27:01 

 The introvert thing is so funny, man, cause people would see you and say there's no way people see me and they say no way. And it's like I am. I would much rather not be around people. But 3s it is. I think that caused me for a lot of my life, to like, not want to meet people. And then at some point I realized, wow, people are acting like they're not that bad, I should give it a shot. And I was in my thirty s, I think, and I finally started meeting people and talking to people. I think it wasn't my wife. My wife got me out of my shell. She's very extroverted. And I was like, stay inside, just go home and not talk to anybody. And she's got me out of my shell. So I think is your wife the outgoing one? 

 U1 

 27:48 

 Yes, very much. 1s We've made deals recently where we're only allowed to have three social outings a week, which is a huge sacrifice for Isabel, 2s but for me, 3s because Jay, you're the same way, right? We're on ten to 15 calls a day, all day, morning to night. 

 U2 

 28:15 

 Three social events has made my palms sweat, man. I have so much stuff going on. That would be between sports for the kids and everything else. I don't know how you do it either. Does your wife do a lot of that home duties while you're off saving the world? 

 U1 

 28:30 

 Yeah, 2s we don't have quite as many as you, but we have four. But they're all really close together, so they're 23 months apart, one to seven years old. And so she's home with them. She runs the company. The home company. The one that matters. Yes. Yeah. The one that really matters makes sure that we show up on time. And yes, I'm really, really fortunate to have that. But yeah, 1s I've actually stopped calling myself a pure introvert now. And I do realize I do get some good energy off of doing this kind of thing, doing the social thing. So I call myself an amburg. Now, 1s I lean, introvert, but 1s I like both 

 U2 

 29:20 

 sides. Ambivert 

 U1 

 29:22 

 amber, that's like a new I think 

 U2 

 29:25 

 I might have to pick that up. I like that. All right, so your wife runs the house, as mine does. 2s What are you doing to make sure you stay alive longer for these four kids of yours? How are you taking care of yourself? Good 

 U1 

 29:41 

 question. 3s I'm pretty good about, like, I do physical activity. I mean, I used like, let's be honest, 2s I was a track guy, cross country guy. I actually didn't get into that. So I was baseball soccer through my sophomore year of high school and then 2s our baseball team, governor school wasn't very good at that. 

 U2 

 30:07 

 Nobody in Richmond is surprised by that at baseball, but we were really good at cross country and track, and so 1s I could be on a winning team right now. And the coach keeps trying to get me to come out, 1s and so I went out and 1s we were really fast. We were like 10th in the country and cross country and track. So anyway, I was really fortunate to be able to pivot into that space, and we ended up winning state, 1s and then I went on and ran in college too. So 1s having a running culture around you really helps you stay healthy from a physical perspective. I still eat like crap. I still probably have one too many drinks every once in a while, but in general, I'm pretty lucky that I have that part of me going on. And my buddies and I, we're trying to figure out, okay, what's our next thing? Because we're all about to turn 40. 2s I want to run my dr in the five day as an adult. Wow. 1s That's what's driving me physically and then mentally, 2s like everyone right. I try to have a really good morning routine. 1s Do you meditate at 

 U1 

 31:30 

 all? I do some meditation, yeah. So my morning routine, so I get up between 555 45 every single day. My Fitbit wakes me up when it can tell that I should get woken up. And then, yeah, I get up. I do like a 20 minutes walk, journal, do little gratitude journaling stuff and little sitaround meditate kind of thing. And then chaos comes down and then we get the kids out the door for school. 

 U2 

 32:03 

 What time does the atomic bomb come down the stairs and hit your 

 U1 

 32:08 

 house? Well, it usually is around 645, 2s and what's awesome is my kids sleep for the most part, so, like, we're usually waking them up at 645 and getting them out the door on the bus by 741, but. 2s Edison, my one year old has started to decide he doesn't want to sleep through the night anymore. So we actually have five in the bed the other night. 

 U2 

 32:37 

 Yeah, that happens man. 

 U1 

 32:40 

 That does happen 1s in general. The bomb comes downstairs. 

 U2 

 32:45 

 So you get a good 

 U1 

 32:50 

 super efficient 1s and I go through EPS and flows of like being really good at it. Whenever I go on vacation. 

 U2 

 32:57 

 I hear that you have the EBS and flows that can be really good at it, but I also fight to get back 

 U1 

 33:03 

 in it. Yeah, it's the only way I can survive though. It's the only way I can turn on at 09:00 and go straight to 530 or six every single day. It's the only way. Right. I schedule a run in the middle of the day to break my day up and do things like that. But if I don't get that morning routine, I really am screwed up all day. 1s What time do you get a bed? 1s Ten usually pretty good. Yeah, get 8 hours of sleep. Everyone should like you want to run a business and do a good job. Get you sleep, 

 U2 

 33:39 

 man. Dude, before this damn baby came along, I have my little sleep timer or whatever it is, the sleep app. And it shows just beautiful, like March, April, May and then June 28. Like everyone's like 2 hours a night now. I say that my wife gets up with the baby for the most part. So I mean, I'm just sitting here complaining for nothing. 

 U1 

 34:02 

 So I have mystery question for you, which is my favorite question to ask anybody 1s and it can be answered in any form that you want to answer it in. 

 U2 

 34:13 

 What would you do if you knew you couldn't fail? 

 U1 

 34:16 

 What would I do if I knew I couldn't bail? Oh, that's a fun one, dude. 

 U2 

 34:23 

 I don't even know where I heard it, but it's my favorite. 

 U1 

 34:27 

 If I knew I couldn't fail, 1s I would figure out how to address the climate crisis. Right. So I start a company that would save humanity, because we need to figure that out. 

 U2 

 34:44 

 I love it, dude. That's a great one. That's a great one. 2s My cousin Kim said she listened to the podcast and said, climbing Mount Everest, I was like, that's a good one. That's a great one. And I started thinking of the physical things I would do, I couldn't do, because there's probably lots of things that I don't know if I'd actually physically be able to do. Just the climate change thing sparked. Do you do audiobooks at 

 U1 

 35:10 

 all? Yeah. 

 U2 

 35:13 

 Are you project Hail Mary? No, dude, I'm absolutely addicted. I kick my kids out so I can sit there and listen to the book. It's absolutely incredible. 

 U1 

 35:23 

 That's amazing. 

 U2 

 35:25 

 It's a really good one, and I highly suggest you check it out. 1s Awesome, dude. Let's wrap it. This was great. I loved every second of it. I hope to have you on again someday. 

 U1 

 35:38 

 You are 

 U2 

 35:40 

 an inspiration to me and to everybody else that you're around. Your company loves you. Everybody who works with your company loves you. For my company and anybody else, I'm sure loves you too, Alex. I mean it. And I appreciate your time today, buddy. 

 U1 

 35:52 

 Yeah. The feeling of mutual. Thank you for everything you guys do for 

 U2 

 35:55 

 us. I don't do anything. My people do it just like you. We don't do anything. 

 U1 

 36:00 

 We just 

 U2 

 36:03 

 sit here and they do all the real work, so all right, buddy. Thank you so much. Have a good rest of your week, and I'll talk to you. OK. Yeah. Let's see if I hit a man.