Okay, Craig. Alright. Well, we’re gonna get started and I just wanna thank and welcome everybody. Good morning if you are in the central and time zone and further west and good afternoon if you’re in the east coast. We are very excited that you’re joining us for our quarterly webinar that we are hosting now for our supportive partners and our resellers. I don’t want that. And I just wanted to take a moment to introduce our team that’s going to be here today. I’ll start off again, most of you know me, I’m Craig Stevens. I’m the Senior Vice President of Sales for our channel partners. And we’re trying to bring to you some ideas on how ACA can help you grow your business. With that, I’d like to turn it over to some of the speakers today, Kristen Vincent, to introduce herself. Hi, my name is Kristen Vincent, and I’m the VP of Diversified Services at Solarix, which includes our ACA teams, as well as COBRA, FSA, HSA, Engage, and any other services that fall under the non Benadmin umbrella. And Kelly, you want to do a quick intro? Absolutely. Hello, I’m Kelly Smith. I’m the director of ACA compliance. And I have been with, Solarisks for a minute. I’m quite sure some of you know me. And I’ll introduce or have Robin introduce herself. Before I do, Robin is going to be our moderator today, but I would like for you guys to take a poll, a question I’d like to ask each of you to just give us response to the chats in the chat, chat, chat. How many of you believe that the ACA is going to be repealed or ever go away or do you think it’s here to stay? And if you’ll just answer yes or no to that, we would really appreciate that. And with that, I’ll turn it over to our moderator. Robin? You’re on mute, Robin. Sorry about that. I’m Robin Carlini. I have been at Celerix SyncStream since the inception of the ACA. And we do as Craig mentioned monthly ACA webinars all year long. You’re I hope you join and we do quarterly been admin topics as well. It looks like you got a lot of here to stays and one no. Yeah. One no. That’s interesting. All right. So let’s get started. Before we talk about revenue and growth, let’s level set on why ACA is such a powerful opportunity for you guys in the first place. ACA compliance at scale is complicated. We all know that. And the penalties, as Kelly’s gonna talk about it a little bit, are very real. Salerix has been doing work in the ACA space since twenty thirteen and supported millions of forms being filed, mitigating hundreds of millions in penalties and maintaining an exceptional ninety seven percent retention rate. And now with SyncStream joining us and being backed by their team, then we’re really providing a full ecosystem that provides ACA, COBRA, benefits administration, employee engagement, and some additional services that we’ll talk about here today as well. Okay, we’re going to start this off with a poll. Let me go ahead and launch it. How are you currently delivering ACA services to your clients? Are you a Solarix ACA customer? Are you doing it yourself fully in house? Are you partnering with another ACA vendor? Or you’re not offering ACA services today? Okay, guys. Forty percent are Solaris ACA customers. Thank you very much. Thank you. You’re welcome. Seventeen percent fully in house, seventeen percent partnering with another vendor and seventeen percent not offering services today. Well. We all think about that one. Yeah. All right. Okay, so our ACA quick refresher. So back to the original question that Craig asked in the beginning about who your thoughts on whether ACA is going be repealed or go away or not. Well, it is definitely here to stay. There’s a significant amount of revenue that is generated from the penalty side of things. So even if future administration decides to tweak it a little bit, it’s still going to be here to stay, right? And so some things to be considered for employers that they really need to think about. So for those employer clients that you have, just making sure that they’re keeping their line of sight on determining their applicable large employer status, tracking employees eligibility, particularly those who are variable hours, so tracking their hours of service, making sure that they’re offering affordable minimum value coverage to meet the mandate, and then most importantly is filing the ten ninety four and ten ninety five accurately, but most importantly on time. So positioning the ACA. So who has to report? It’s mandatory for those employers who have fifty or more full time employees or full time equivalent in the prior calendar year. Well, you’d also need to make sure that they’re reporting to the IRS on the company’s medical coverage that they’re offering, right? So again, the IRS is real funny about you have to meet the mandate, but unless you file and prove you’ve done it, it hasn’t really been satisfied. So the reporting is a very big element to it. Remembering what those deadlines are. So for twenty twenty five, for example, the deadline was early twenty twenty six. So in the first quarter of the new year, you’ll make sure you do all the employers doing all of their filing. Compliance should be managed year round, really an approach more of a proactive approach by looking at it throughout the course of the calendar year versus looking at it just at the end of the year. And then lastly, significant penalties for non compliance or inaccurate reporting. And we’ll see on the next slide kind of how, the next few slides, how that can impact you. So some of the things that we saw for twenty twenty five ACA reporting, just some insights from the prior year, lots of things that we were seeing that were more common failures and trends, which makes having a great vendor partner so important for the clients that you’re working with. Inaccurate eligibility tracking, again, managing those part time variable hour employees or making sure that the job classifications that you have employees in are correct, knowing who full time employees are versus part time employees. I’m also seeing a lot of late or corrected filings, making sure that clients are filing on time. We’ve seen a lot of clients from twenty twenty five, unfortunately, filing late because of a variety of different issues. Data inconsistencies across systems. So when you’re using multiple systems to manage the process, if you don’t have a good platform or vendor that can help you align with that, with integrations and things of that nature, you can find issues with the results from the reporting being inconsistent because you’re missing life events or transactional activity. And then that heavy reliance on manual process. So you’ve got clients who are actually doing the reporting manually, tracking spreadsheets, instead of having some type of system to manage that process. And then as we talked about, those employer penalties, those are real. Kristen mentioned that in one of the first slides, saw the high volume of number of penalties that we were able to help employers mitigate. You’ve got that penalty A, obviously for not providing ninety five percent of your employees coverage. And then you have your penalty B for making it if it’s not affordable. You can see that the penalty amounts are per month per employee, and that can really add up when you’re talking about a large number of employees. So those penalties can be significant. So let’s talk about creating an ACA partnership with Solaris. As you know, one of the things that we are really wanting to do is to have tighter relationships, closer relationships with resellers and supportive partners to, as Kristen said earlier, bring them additional services. So some of the things where we see ACA creating revenue opportunities for you. Obviously, you’re going to hear us talk standalone ACA and fully integrated ACA where Kristen will go into greater details of what that really means. But what we wanted to kind of just show you for those of you that we offer also resellers. So for those of you that are reseller space, know, we provide you the technology, and you’re able to go out and utilize our platform to do the filings and stuff, and you guys are maintaining it so that we’re trying to give you several different options of how you might want to partner with Solaris to create revenue. And then of course, you’re going to hear us talk about paying commissions later on about how we can do things. But as you can see, revenue is generated from implementation and setup revenue that we have. There’s a lot of work that goes into this. And so you know, it’s not an easy task just to go and say, we want to do this. I mean, you got to be committed to cleaning up the data, configuring the system and doing things to set up to make sure that you can report on the various things. And then of course, got filing fees that happen, the mailings that go out. There’s just a lot that’s involved in this. And we’re here to partner with you to help you every step of the way, whatever direction you want to go to get what’s going to be best for you to create a revenue stream utilizing our ACA tool. Okay. So compliance options under one roof. One of the biggest advantages of working with Solaris is our flexibility. So not every client that you work with is going to want the same ACA solution. And what you see here on the screen, our offerings are designed to keep that in mind, whether your client is looking for something that’s full service and integrated within the Solarix platform, or if they’re using a different platform and they’re looking for a standalone filing approach, we have that as well. We have flexibility in support and filing needs. And then we also have, you know, e file and delivery, which is really just execution focused. They can just file and distribute. And then on top of that, we have compliance audits. We can meet people where they are. So some of those penalties that we talked about earlier, if they’re getting penalty letters, we have assistance that we can help them with that as well to make sure that we act as their main one stop shop for ACA. Okay, so your growth playbook for ACA. So the important thing here is that once filing season wraps up, you’ll see a lot of employers who are really just gonna, like, exhale. I know Kelly sees this a lot. They go quiet. They’re like, oh, we finished. We got to the finish line. Right? But the smartest partners that we work with here, that is really just the start of the next filing season. So they want to start having those post filing conversations while ACA is still fresh in their mind. Here’s when you can identify if there’s any compliance gaps, can introduce new ACA technology such as our Solaris options. And then also you’re working with them more of an ongoing basis. So that allows you to expand into other areas, other benefits solutions, and build that reoccurring client engagement, that relationship with them and have those discussions year round. Let me add something, Kristen, real quick. The other thing that we are doing at Solaris with our book of business and even for prospect people, we’re not only selling the BEN admin, but we also offer the ACA service. But one of the things we’d like to do now is when we’re talking to prospects, ask them questions. What issues have your current clients have for ACA filing this past year? Because they will remember it. So as you’re out talking to clients, you should be talking to them about what happened last year? How did it go? What were the gaps, especially if they’re not using you right now, because you now have a solution that you could go position to them. So it’s a great opportunity right now to talk about the pain points that they’ve had. Or have they seen a letter come in? Because that’s another thing that’ll get people thinking too. So yeah, absolutely. So solving for ACA compliance and reporting really should be part of every benefit conversation that you have. Employers are really looking for two main things. They’re solving for compliance, making sure that they remain compliant, and then also giving them peace of mind. They want peace of mind that there’s somebody there that has their back, that they’re ready if something goes wrong, and that they need somebody that they can trust. And when you guys are including ACA in your benefit strategy, then you’re able to strengthen that trust with your clients and simplify their ecosystem for them by having them come to you. And that’s really how you can take the ACA offering and turn it into a competitive advantage for you. As I mentioned earlier, we are offering to compensate brokers that do bring or refer business to Solaris. So, if you are one of in a situation where you do not want to deal with it and a client calls you and says, hey, we’re looking for ACA. If you want to make a referral to us, we are going to be paying commissions to our brokers that do that. And again, it’s twenty percent of all ACA services, excluding the fulfillment, which is mailing and stuff and postage. And obviously, you know, there’s just not a lot of margin left on that. And we are going to do this both on our integrated and our stand alone ACA. So, there, you know, I would just ask if you’re interested in this to reach out because I just think we’re trying to say, look, we know your your time is valuable and if you have the opportunity because the client’s reaching out saying, hey, I’m really frustrated with my current vendor. If you make the referral, we we would love to be able to work with them. If you decide you wanna be a reseller, we’re gonna help you do that. So, it just gives you a few options of what we can do for those accounts that might be able to move over to Solirix as we go forward. Kristen, is this yours? You’re muted Kristen. Can you go to the next slide Robin? Sure. We’re going to start this section off with a poll. So let me go ahead and launch that. How often do you get asked about the ACA? Only during filing season before the deadline? During renewals, year round, only when there’s an issue, or I’m not sure when to do it. Interesting to see what the response is. Yeah. Okay, it looks like twenty five percent, not a surprise here, only during filing season before the deadline. Fifty percent year round, which is surprising and And twenty five percent, I’m not sure when I should do it. Those are similar to what we Well, I’m surprised with the fifty percent year round. Yeah, so am that’s a good thing. That’s a very good thing. I think you must have trained them well, guys. Maybe that’s what it is. Maybe that’s it, yeah. Alright. So when you’re getting asked about ACA, you wanna make sure that you’re asking the right questions. These discovery questions we think are some of the most effective ways to uncover if there’s any ACA risk involved, but also for you guys, is there any opportunity there? So starting to understand kind of how are they managing their ACA today? How are they currently handling their reporting? Are they confident in what they’re doing? Have they received any penalty letters? That’s obviously a big red flag if they received a penalty letter. Do you have variable hour employees? Things that we know that we are differentiators for us in how we handle the ACA reporting. Does your current vendor provide any risk reports? And then do you have any other ACA pain points? Craig mentioned to this earlier with the pain points. You want to be asking those questions around this time so that you can get those signals and determine if there’s something there that you can do to assist them from an ACA perspective. Absolutely. And just, oops, sorry. Oh, go ahead. Nope. So what we want to do here is find out who’s the strongest fit for the ACA services. So typically we’re talking about mid sized to large employers, those with one hundred to ten thousand employees, even though ACA reporting is mandated for those that are fifty or more. Staffing firms, organizations that have large hourly seasonal variable hour populations, those are really strong candidates for what we have available for them. And then increasingly we see HR and benefits teams who are looking for automation. They want things that are going to help them save time and reduce compliance issues. So those types of businesses where you’re seeing that the team is doing things manually themself and they need some assistance there, that should be a signal for you that this could be an ideal customer for what we have to offer. If they fit into any one of these categories, really, it should be something that you include as part of your conversation with them. And just to kind of add on to Kristen’s earlier slide of some of the triggers that you might hear out there is if you have a client say, hey, we check our ACA eligibility on a spreadsheet. That’s a red flag, man. That’s a great opportunity to have a conversation. Our year end ACA takes is reporting takes weeks. Well, they’re doing on a spreadsheet. That’s why. They’re not going all year long and looking at it. I think when you hear people say we’re worried about compliance. That’s another red flag. What are you doing? How do we do this? And you guys can provide solutions and we at Solaris are always available to support you on any sales call with these clients to help you close business. So we will definitely work with you. And then again, you know, tracking a variable hour of people and and communicating. So, I think there’s just a lot that if you were to hear any of these things that are ACA pain points for a client, it should be a red flag to say, hey, we got a solution that will work for you And and and that’s what I just want to make sure you take away from this. Okay. Now, we’re going to talk about twenty twenty six ACA compliance. But we just finished twenty twenty five. We just finished twenty twenty five, that’s right. As we mentioned, it’s the perfect time, right? That’s right, it’s the perfect time as we’re rolling off the end of twenty twenty five reporting into twenty twenty six, now is really the time, right? That proactive approach. So what we find when we’re thinking about this is that most penalties are stemming from reporting errors, right? So lots of times it’s preventable things. It’s not understanding the code combinations, maybe the client not understanding that, maybe it’s how the data was populated into the system from the multiple sources that they’re getting, things like that, things that can be resolved. And so as they roll off of twenty twenty five into ‘twenty six, this is really the time to look at how their systems are providing the data, how the information is being sourced. Are they categorizing their employees correctly? Do they really have a good understanding of which employees and individuals are full time versus part time? How they’re measuring their variable hour employees, for example, and those types of things. Identifying clients who have recurring reporting errors. So if they’ve got off a lot of TIN errors, so if you’ve got a lot of name and social mismatches, this is the opportunity to get those resolved and get that on track. Validating the payroll and benefit data alignment, making sure that life events, address changes, status changes, moving from part time to full time, for example, that those types of things and how that process is being managed and captured for ACA reporting, that they align that information as they move forward into twenty twenty six. One of the things that we always say is it’s a lot easier to take smaller bites throughout the course of the calendar year, whether it’s a monthly or quarterly cadence in looking at the data and the information to make sure everything is in line instead of waiting until the year end to try to look at ten or eleven months worth of information. It’s hard for an employer to remember what did Peggy Sue do back in January now that we’re in November, right? So it makes it a lot easier and less stressful for the client. And then having a partner that has subject matter experts that can help them with that. Offering those pre submission reviews, being able to look at data before you actually start to produce forms and do the filing is always very important. And as I mentioned, implementing a year round monitoring process, whatever that cadence works, but just making sure that the clients are looking at it and having a vendor partner that can help provide them that information in an easy and accessible way. And one of the benefits I’d point out with Solaris that Kristen can add on, when you have full service ACA with Solaris, you are going to have that designated support rep who will meet with you monthly and keep you on track. Yeah. Yeah. Keep you on track for your milestones. And as Kelly mentioned, just a subject matter expert. So it’s somebody who lives and breathes ACA and can help make sure that you stay on track and that you’re meeting your compliance deadlines and and all of the things and that you’re offering when you need to. So it’s really good with that full service offering to have a dedicated person. Absolutely. Alrighty, alrighty, so then it was we’re preparing for the next reporting cycle. So actions to take now. So what you’d want clients to look at is again, validating those employees and that eligibility tracking. A lot of times what we find is that employers are a little confused and intimidated by exactly how they should be doing that, how they should be tracking employees, and then more importantly, how they should be measuring them. If they’ve got variable hour employees, how is that measurement process structured? And how does that work exactly? And what steps should they be taking to make sure that they’re measuring and if someone does become eligible, making the offer as required, right? So having, again, a partner that can help with that in that full service offering, the subject matter expert who can work with a client on exactly what type of approach to take and what’s the best method for them, and then helping them walk through that so that they can stay proactive in that approach, right? Again, ensuring your payroll and HR data aligns. That’s where a lot of times we see clients who where there’s a disconnect between a life event. Peggy soon moves from full time to part time midyear, which could significantly change the code combinations that would trigger. If those events aren’t being captured somehow through their current system, that could lend to some issues down the road and potential penalties, right? So you wanna have a partner that can help them with that as well. And then document compliance processes. So it’s really important to know what the ECA requirements are, but the employers still need to know what is their process that they’re doing internally to make sure that they’re managing what those compliance requirements are. What steps are they taking? What are their administrative practices in certain areas? So again, having a vendor partner that can help them align all of those things. And then particularly when you’re using the full service, having that subject matter expert that can help kind of help them align what those should be and what the requirements are. Especially like you said, Kelly, with it being so intimidating, I feel like just having that person to rely on makes a big difference. Absolutely. Okay, another poll. Okay, what other services do you get asked about? Do you get asked about COBRA, dependent verification, maybe communication and engagement, HSA, FSA, or something else? Give everyone a second to respond. No. Okay, it looks like fifty percent COBRA, twenty five percent HSAFSA, and twenty five percent other. If you’ve answered other, you can put in the chat. So just because we’re curious what that might be. But what do you guys think about that? I think we have all of this, don’t we? Yeah, we do. We do. Absolutely. It’s a great segue. That was, that was great. Great tee up. So as Robin mentioned, we do have all of those. So about a year and a half ago, we started an area at Solaris called Diversified Services, and that is the department that I lead here. And we created it to deliver specialized value added services that go beyond our core benefits administration. So that includes what you guys referenced, you get asked about COBRA, ACA, HSA, FSA, dependent verification as well, and additional services in the future. So our focus here is really on innovation, operational excellence, making sure that our services are customer centric, and all designed to improve client satisfaction while, maintaining, you know, sustainability and keeping all of our customers in the same ecosystem. And so when you’re partnering with Solaris and you’re able to offer some of these diversified services, you’re not just adding products. You’re getting depth, expertise at Solaris and then long term support from our team as well. And we think that it’s a really good really good alignment with what you’re offering to make sure that you’re keeping everything, like I said, in in one area and being able to offer more value to your customers. And I’m gonna add to Kristen’s comments is that a lot of times, us offering these additional services are directly related to customers, resellers and clients asking us do we have a solution. And I think you know, one of the things that we are doing more of today is listening to what our clients needs are, and finding solutions so that we can try to keep most of these services in house to make it easy for you. And in some cases, you’ll find that we are doing better integrations of pulling information in from these vendors into the system so that employees would have access to it. So it’s want this to be a win win situation for everybody. Yeah, Craig, I think that’s a really good point. So in Diversified Services, we have built out a lot of these services. But we also if we get a request for a service and we don’t think that the best avenue is for us to build it out, we go and find who we think the best partner is. So we’re always really digging into what is the best way to offer that service, not necessarily everything isn’t something that we would build natively into the system. Sometimes we can partner with a really good strong vendor that we work very well with. So that’s a really good point. And I see we have a raised hand from Jacob. If you wanna type in your question to the chat or the Q and A, we’ll go ahead and answer that. But until then, we’ll keep going. Key takeaways. So let’s just kind of look back at this. One of the things we’ll talk about real quick is on our ACA services. Know, Solaris is a trusted advisor in the marketplace, okay? We have been doing this since the inception of it with the acquisition of SyncStream, I think it just strengthened that. But one in four companies use us today to file their forms today, okay? So, that says a lot and that that’s, you know, when you look about our partnerships we have and companies that trust us to do their filings, it’s it’s huge and the fact that our retention rate is so high means that people believe in what we’re doing especially with Kelly being able to, when people get letters and say, Hey, we owe money. Well, no, you don’t. And we’re gonna help you mitigate those things. So I want you guys to know, I mean, it’s not, we didn’t get here by accident. It’s been a lot of hard work and stuff. And what I think the takeaway is is how do you create stickiness with your clients, okay? Because everybody is trying to take your clients from you and I think the more services and the more things you can offer them in one stop creates that stickiness where somebody doesn’t just leave you. So ACA does create an opportunity. It’s not just compliance. It can create growth for you, you know, finding a new client, maybe you don’t do one service, but you provide another for them initially, and then you pick up other services. So there’s things like that. And we really want to help you build a revenue goal. I mean, I think our new theme with our partners is we want things to be a partnership and we don’t want you just to be a vendor, okay? Because anybody can support a vendor. But how do we create a partnership that does provide a win win situation? And that’s what we want. And I want help you be successful, right, Craig? Yes. We want to be a partner in your success, right? And then we want to work together for that. Yeah. And then we want you to win things with confidence using Solaris just to know that we are behind you guys to make you guys more successful. And so that is really some of the things that we’re trying to achieve in working with you guys. Okay, and our very last poll, I want to thank everyone for your participation in these today. How can we help you take the next step? Do you need help identifying ACA revenue opportunities in your client base? Do you need to walk through all of our services that we offer? Do you want to share for Craig to share pricing and details? Or you just want more information? Depending how you answer, we will get back with you. Did we get Jake’s did we get Jake’s question? Jake’s question? Did he add it? He put his hand down. So after I said that, so might have been a And, Robin, I know you mentioned this earlier, but we do a lot of these webinars, and we wanna, make sure that if you guys have a topic that you want us to cover, shoot that over as well. Let us know if there’s something that you want us to do one of these webinars on so we can make sure we’re getting the right information in front of you to, again, make you successful. And I forgot to mention it in the beginning with the housekeeping. I think I was frazzled we were live while we were talking. So this webinar is being recorded. We’re gonna send it to everyone. If you want the slides, just mention in this chat and we’ll send you the slides. Upon exiting, there will be that survey Kristen’s talking about where you can put in what webinar topics you’d like to see in the future, and if you don’t mind answering the other questions, or just put that in the chat. I’ve already seen they want to know more about standalone. We’ll get back with you about that. Someone wants to walk through all their services and share pricing and details. So Craig, you have a lot of follow Yep, and Jake, I’m going get back with you, but also I want to give you a preview. We are, I believe, Robin, the next webinar that we will be doing coming up is going to be on our engagement tool. We want to kind of position that prior to fourth quarter so that you guys can see how those tools can work. And and we’re very excited about that. And again, if there are other services that we have that you would like to know more about, we really want this to be not just us preaching to you, but for you to tell us what you wanna know and give us the opportunity to put the right people in front of you. And again, I thank you guys very much for attending. And I do look forward to, helping you guys create more revenue and creating a better partnership with our team at Solaris and with your team. We do have, oh, I found Jacob’s question. He inadvertently raised his hand, but he did come back with a question. Have there been any conversations with making the ACA module within Solaris be more flexible versus only functioning off job class and location? Jacob, there’s been a conversation with Tim that he has asked Kristen to kinda look into this. I don’t wanna tell you that it’s there’s been a final decision, but Tim did take that as a takeaway from our recent meeting that we had and did give Kristen, hey. Wanna get some meetings set up with you and to understand a little bit more. So we will make that happen in the next week or so. Kristen, is there anything you wanna add to that? No, exactly what you said. We’re gonna set up a meeting with Jake and then you and I, Craig, to just go over what your needs are. Are they best met on the integrated system? Or is it something that we could use our standalone tool as well? Because we do have connections from the data in the integrated system over to our standalone. So definitely wanna have that deeper conversation with you, Jake. We’ll get that scheduled for next week, Jacob. Amazing. We’ll just stay on for another minute just to see if any more questions come through. You guys want to wrap up with anything while we wait? Kelly, you got any closing comments? Yeah, I think one of the things that we talked about on the service level that Kristen mentioned was our Compliance Connect or our compliance service as far as if somebody gets a notice that isn’t necessarily using the system currently and meet them where they are. So that’s always another great way if you’ve got a client that receives a notice that was with a different vendor, using that as sort of the step into using Solaris, using that as the touch point there, working with them through that. We’ve seen that kind of experience happen before where they aren’t a client, but someone refers us to help them with their notice. We assist them and kind of walk them through that process, which as you can possibly imagine, is very overwhelming. It can be very anxiety ridden for a client to get that type of IRS notice. And then in turn, just working with us, understanding our level of expertise and knowledge in the area has then turned around and created an opportunity for them to come on as a client. So that’s just another way to sort of step into it as well. Kelly, what resources wait, there’s one more question. Kelly, what resources do you have available to you? I mean, I believe we have an in house attorney. We do. We have an in house attorney. So yes, so if there’s anything that goes over and above where we really need to dive deep and get real legal expertise insight, we do have an in house attorney that we can refer to if we need to. That’s great. Was just gonna say that from a reseller or supported partner perspective, I think the same thing that you mentioned that we’ve seen, they could potentially see as well. If you get the word out that you have a connection that can help you with those compliance resources, you may end up getting a client that you aren’t even working with today that needs help and doesn’t know where to go from a compliance perspective. You refer them over, you work with them through us, and then you end up with a client maybe with ACA and potentially been admin in the future and kind of piggyback on that. And we’ve seen that with that compliance offering because people don’t know where they can go for that. They get that letter. That’s scary, right? So they get that letter and they think, who do I go to? Who can help me? And if you get the word out that you can be that connection for them, that can make a difference. Yeah, absolutely. And Kelly can speak to, if you get a letter, it’s two years in arrears and you might not remember what did I do two years Exactly, exactly. Yep, yep. And like anything else with the IRS, when you get those notices, it’s really, they’re very specific about how you respond, what you respond, sort of how you say the information and the timing of it all. And that’s where having somebody who knows how to do that and being that resource to be able to help them with that really comes into play. Alrighty, well, Craig, you have some follow-up, which is always nice. Very exciting. We like to keep that busy. That’s right. Yes, we do. And everybody will be getting the recording and some additional resources. Craig will do his follow-up and look for another invite maybe end of June for that July webinar. Thank you. Thank you, Thanks for your time. Thanks, everybody. Have a great one.
