So by the time they get to you, what do they typically understand about what they need and where are you still finding that you're educating them?

Yeah.

So, you know, at a high level, of course, Ryan's going to and his team are going to and other brokers, by the way, are going to educate them on the philosophy around why a PEO, right? Benefits are around why leveraging a PEO.

When it comes to the intricacies of our offering is when we really start to go through more of a discovery specific to venture, right? Luckily enough, we do educate our partners very well.

on our offerings, right? So they know where we are going to be a fit and potentially not upfront, right? Which helps us even at the vetting process because the truth is not every PEO is a fit for every prospective client or SMB, right? There are certain PEOs, they may specialize in certain verticals only.

There are certain CEOs that have certain limitations, right? Can't carve benefits out or can't, you know, do something unique to the relationship.

So, you know, education up front to our partners is key and having them have a good understanding.

And then John, what does the PEO broker add from your perspective then? Why has venture chosen to lean into that relationship rather than simply viewing the broker as another layer between you and the customer?