From Surviving to Thriving! | Stories With Traction Podcast

 

SHOW NOTES:

SUMMARY: In this episode, Chris Schalleur and Matt Zaun discuss a powerful struggle/victory story and what companies can do to protect themselves regarding cyber security.

CHRIS SCHALLEUR: Chris is the CEO of Christo IT Services.

CHRISTO IT SERVICES: Founded in 1999 to provide the type of professional IT support larger companies enjoy to small businesses in the Philadelphia region, Christo IT is your partner committed to providing every client with best-in-class technology solutions and exceptional support.

Some of their services include:

➔ Cybersecurity and Virus Protection
➔ Desktop/Server and Hardware Support
➔ Backup and Recovery Planning
➔ Windows, Mac, and Linux Expertise
➔ Consulting & Project Management Services
➔ Cloud & Hosted Solutions
➔ Phone/VoIP

For more info, check out Christo IT Services HERE.

MATT ZAUN BIO: Matt is an award-winning speaker and storyteller who empowers organizations to attract more clients through the art of strategic storytelling. Matt’s past engagements have catalyzed radical sales increases for over 300 organizations that range from financial institutions to the health and wellness industry.

Matt shares his expertise in persuasion with executives, sales professionals, and entrepreneurs, who he coaches on the art of influence and how to leverage this for profits and impact.

For more info, check out Matt Zaun HERE.

 

*Below is an AI-generated transcript, which may contain errors

 

Matt Zaun 

Chris, welcome to the stories of traction podcast.

 

Chris Schalleur - EO Philadelphia (christoit.com)

Thanks for having me.

 

Matt Zaun 

I appreciate your time, Chris. I know you're incredibly busy. So I really appreciate you spending time with us today.

And I just want to I want to dive right in because a couple months ago, you shared a really powerful story with me about a moment in your business that wasn't exactly fun.

I think often when we talk about entrepreneurship, especially when we're looking at social media, it really comes across that being an entrepreneur is glitz and glamour and it's so much fun and it's a strategy and conquering our dream and goal after goal.

you and I both know and everyone listening that entrepreneurship can be incredibly intense, incredibly challenging. And I really appreciate your vulnerability.

I really appreciate this story that you shared. So I want you to take us right back to that moment where things were not going well and how you reckon.

That's that.

 

Chris Schalleur - EO Philadelphia (christoit.com)

Yeah, thank you. Um, let's dive dive right into the, uh, into the, the emotional on that one. Um, so we, um, uh, we were an IT firm.

We're based in Philadelphia and we had done an acquisition and, and, uh, we had gotten, I would say, maybe a little too big for our britches or we had a an error of, Hey, we've, we've got our, we've got our poop in a group or whatever.

It to be. And we say, let's, let's do an acquisition. and, uh, we bid off more than we should.

And so, uh, fast forward about a year at it. We, we did everybody dive in. We, we culturally, we, we, we're, you know, Hey, everybody, rah, rah, forth and so on.

And we're about a year in after the acquisition went through and everybody was here. Nothing was getting. There's no, there was no light at the end of the we were losing clients, we were losing people, the stress, I can actually still like taste the stress.

Like if you want to get emotional there on that one, I can literally, you know, taste the iron in the blood as I'm like biting the inside my cheeks because it was palpable.

Like we weren't getting any better and we were losing really good clients and really good team members and that's really it like the point of like shaking and I had done the, I had done multiple approaches with my team about how do we get our hands around this.

had done the, you know, the underbelly approach like, hey guys, come on, we really, we're not doing this, that or the other thing.

I had on the screaming and ranting over the top piece that I still don't like to do, but I do it every once in a while.

still no movement. And it couldn't sleep. Just my wife and I still refer to it as those were the three bottle days where we she was working for me at the time.

She's now doing as she's now a project manager for Shader, but we would we would grab a bottle and we got home prep and dinner and the kids were, you know, smaller time getting dinner together and we'd crack another bottle, you know, putting the kids to bed and everything like that.

don't want to seem like an alcoholic. then we'd look at each other after the kids went to bed and we'd say, all right, well, let's go back to work again.

And you know, this is like nine o'clock at night or something like that. And we'd crack the bottle and and go do another four or five hours of work.

And that was just over and over and over again. So I just want to set the stage on that.

You mentioned the emotions just it was beyond tired that it was it was literally like a complete exhaustion. It was emotionally exotic.

Like I didn't have anything else for anything like on a Saturday at the kids field hockey game or something like that.

It was just glassy eyed. You know I was there but I wasn't experiencing anything else. I wasn't I wasn't listening anything else.

It was just that. So it was it was it was intense. And the thing that really broke was we got to the end of the year and we were doing like cost of living increases.

And you know what are we going to do for the following? year, and I just, I lost it. I really just lost it.

It was like, I, we're, the revenues gone in wrong direction. We're looking at increasing our expenses or our costs of goods sold with increasing salaries and this, and that's the other thing.

And what are we going to do here? There was just absolutely no give in the machine. And it wasn't like, well, if we get to, if we get to June or whatever, we get through this next quarter, we can, you know, we can make this happen or we can make this happen.

just, it wasn't happening. that, despair, I guess, for really an oversimplification term, but that's really where we were. Wow.

 

Matt Zaun

So what was one, what was one way that you overcame that?

 

Chris Schalleur - EO Philadelphia (christoit.com)

Um, so the, the, the, the practicum, and I, and we actually still have this in place today, the, the, the practicum that I would have, um,

is we had an encase of break glass and this is a horrible thing, but if you're in that dire straits, this is a horrible mechanism.

But even if you're in good times, I highly recommend that you have this with your leadership team or your management team or something like that.

And the encase of break glass is if this happens, what's the first thing to go? It could be a benefit.

It could be a person. If you're looking to cut a salary. it could be a nicety, it could be a marketing campaign that you have running currently.

Whatever it happens to be, you should have that, unfortunately, very, very well black and white listed out in a very and shared across the entire leadership team with look, if revenue drops to

or we're going to enact this line item number three. If revenue drops to here, maybe not revenue, maybe it's margin or whatever your KPIs are.

When this happens, this is what the result is going to be. What that did for us, because we were dealing with, it was a whole lot of this going on.

It didn't prevent us from having unhappy conversations, but it prevented us from churning it over and over and week to week.

Like, all right, let's sit back down, and what are we going to do next? What's the next, we churned it all at once, and prioritized the list.

And then we had a clear, negatively, we had a clear direction moving forward of what we were going to do.

And we still have it that thankfully, everything's really going well for us, and has been for a couple of years, but we still have that just in case, and it's my COO has it, you know.

It's an unfortunate thing, but I think it made for a very, very clear delineation around the entire management team, leadership team, around what are we going to do next?

What's the next plan?

 

Matt Zaun 

Wow. I really like that. So, I'm envisioning a ship, right? The ship is sinking and basically as more and more water comes into the ship, certain things are going to be thrown off.

But, clearly, you've made this incredibly successful today. So, we're talking about as water's coming in, how did you pass those holes and how are you sailing now and helping more clients than ever before?

Were there other strategies that you put into place to go from surviving to now thriving?

 

Chris Schalleur - EO Philadelphia (christoit.com)

Yeah, great question. Two things that we did, we really got a handle on who's a good client for us.

Not, not, that was not. three dollars created equal, especially for us. So we we provide IT services to people and we we provide them at a flat rate for for our clients so that they can just focus on doing whatever it is that happened to be law firms or CPA firms or things of that nature.

But that that dollar of revenue comes with different expectations from the client. So we really dialed in on who's a painting that picture and then really going after just that type of client.

So that really focused us on not trying to chase every single dollar in the tree. Let's go after this branch with this particular dollar.

So that was really item number one. And item number two, most more recently probably about five years ago is we really started to focus in.

on the cybersecurity aspect of things. because the nature of the world is changing, we basically eliminated the opt-in type of cybersecurity choices for our clients.

We made everybody a compliance client. So everybody gets every protection that we can possibly provide. And we put the onus entirely on us as being the experts for our clients.

And that really helped us focus. Those two items really helped us focus in on how to then operationally, now that we have a particular client and we only have one skew to sell, because we don't have eight different flavors of what we're providing, it helped us on the operations back end to really simplify what we need to provide.

So it helped us with who we're going to hire, it helped us with the tools. that we're going to need to get the job done, the visibility aspect of what KPIs are important to actually get things done.

So those probably over the past 10 years, those were probably the two biggest changes that we need to focus us in on.

I like to make a sale. and talking about it to people. So not, yeah, the sale is great and that you come back with it.

Hey, I got one and, it may not be, it's always a good thing to make more money, but it may, it may be the water operationally, or it may not be the great benefit that you think it is to the whole operation entirely.

So focusing on that. For instance, we really focused in on billable firms for Philadelphia. So law firms, CPA firms, financial advisors, those are where we provide the best match of value to what their needs are and what value we provide, and we kind of really narrowed that field into who we're going after.

 

Matt Zaun 

Sure. I appreciate sharing that. And I definitely want to get to the cyber security piece in a moment. But I want to zoom in a little bit on who is a good client.

So you mentioned billable firms, CPA firms, law firms. But was there other specifics that you would say, hey, this is a really good client?

Was it based on maybe the amount of time you're spending with a client? Maybe they hit certain parameters? What would be a couple of those points that you say this person appears like they'd be a really good client for what we do?

 

Chris Schalleur - EO Philadelphia (christoit.com)

Well, all of those firms have expensive people, so. When, when if they're, if they're, they're filling at X hundred of dollars and out.

To that client's billable and that client's better invoices stop flowing out the door their revenue machine stops running and and it's so it's an instant.

This thing is producing dollars for us and the person sitting in front of it needs to be as productive as possible to bill as much as possible.

So we need the machine to work as much as 99.9999% of the time. So us being able to deliver that to people is an easier translation than not.

that the IT is a critical piece of what it is that they produce, whatever widget that they make, that the IT infrastructure is a pivotal piece of that.

 

Matt Zaun 

Yeah, I appreciate you mention that. And also, it's very simplistic math at that point, right? Because if it's a law firm and they have five people working for them and they pay them X amount of dollars and they're down for five hours, here's how much they're looking to lose.

 

Chris Schalleur - EO Philadelphia (christoit.com)

really appreciate you saying that.

 

Matt Zaun 

So I want to dive into the cybersecurity aspect of this because, you know, a lot of people listening, they may not find that a topic, right?

Something that is wowing or dazzles them, right? But it is something I think is really important to talk about, especially with AI technology, especially with a lot of individuals, unfortunately, out there that are harming businesses.

So can you speak to the danger that you see right now and in the future regarding cybersecurity?

 

Chris Schalleur - EO Philadelphia (christoit.com)

Sure, I I'm fantastic at cocktail parties with, know, putting all this together, it's wonderful, too. But so what you typically, people start going glassy-eyed if you start talking about the intricacies of cyber security and it sometimes means different things to different people and depending on what things you're protecting and all of that other fun stuff.

But the first item that we usually tell people is you need to understand what your risk is. What's at stake?

And I actually defer to whoever your insurance carrier is. Most people have business E&O insurance. They have some sort of umbrella policy.

have some sort of protection, protecting the LLC or the partnership or so a detailed conversation, not a five minute one off about what risks do I have?

A lot of people are making assumptions that, well, I have an umbrella policy that'll cover me for any hacking that happens, any cyber incident or breach that happens, that'll cover me.

That's a myth, and you should probably have a conversation with your insurance carrier about what it, play the what if game.

It's an awful game. If you want to lose sleep, play the what if game, and you'll lose sleep over it.

But if this happens, what's covered, or if somebody breaks into my files, and this happens, what's my liability, what's covered by my policy, what are my responsibilities, and you got to play that what if game with your insurance provider a couple of times, and then I'm happy to

um, act as a salve after after that conversation happens and maybe you're a little raw and maybe now have a better understanding of what risks are, then talk to your IT provider and say, okay, based on what my insurance provider said, I need to be able to cover these five types of scenarios and now you can start having a more proactive conversation about what actually needs to be protected and more of a risk conversation, then I can talk about tools and ones and zeros and firewalls and all that other fun stuff all day long, but we really need to know what the risks are first.

that would probably be the first thing that I would recommend for everybody, just just understanding that and business owners are great on risk.

can typically, if they've been in business for a little while, they can feel it. Um, and, and you're like, oh, okay, that one.

No, I don't like that and and and you're really if you're dealing with an insurance company, you're trading that risk for your premium here.

going to pay the premium for X number of dollars a month or X number of dollars a year and you're and you mister insurance company are going to take this risk from me and having that understanding of what they're actually what that transaction entails is really, really important.

And then the things that are left over after you handed that risk over to the insurance company, now you need to know.

right, now I still have these these pieces of risk over here. I can talk to my IT provider about protecting those pieces.

 

Matt Zaun 

Sure. Yeah, I appreciate you. You mentioned that. is that stake? So let's talk about some hypothetical, but I'm sure real scenarios.

So let's create an entity just out of thin air, a law firm, right, and let's say this law firm has.

10 different attorneys working in and out of the law firm. So clearly matches the billable firms that you had mentioned.

Let's talk about some of what's at stake for them and some of the risks. what is based on your experience and based on some stories that you have witnessed yourself, what are some extreme things that can happen to that law firm based on cyber hacking?

 

Chris Schalleur - EO Philadelphia (christoit.com)

Sure. That's actually a great, great scenario. I like that. So you can do things like just basic business interruption.

firm goes down for whatever happens. Maybe somebody hit the power pole out front and you just now don't have power now for.

And Pico says, maybe next Thursday, how about that? Does that work for you? Well, no. And you need to deal with that type of situation.

And that could be something thing that's not malicious in any way, shape or form, but it's just you're just not operating.

So you can go from that extreme all the way to you've walked in and now all of your computer screens are read and somebody's asking you for some sort of ransom dollars and we're not going to give you your data back or the operations of your machines back until you provide us x number of bitcoin or something along those lines.

There's loss of reputation. There's going to be some disclosures like if the breach happens and they get access to your client files, at what point do you have to disclose that publicly?

There's going to be some loss of income over just the just that, just being able to communicate with your your different clients and saying this is what happened and there could be physical payments involved with that or some sort of responsibility on your.

part to pay credit protection for those clients for X number of years. You may have seen some of those things happen with like the credit the credit agencies over the past couple of years experience got hacked and trans-american got hacked and so different things of that nature.

So there could be some hard costs on this as well. There could be suits filed against you. So some of this has to do with and this would be a great thing for that this pretend entity that we've created what when you are creating your engagement letter with that with that law firm's client now what are you on the line for what have you promised to that client that's a really good thing to examine and make sure that it doesn't have to be pages and pages but the cyber you know if you're if you're a law firm and we're getting handed tax records.

It's in medical records and XYZ, all of this honeypot of information, social security numbers and medical IDs and all of this other fun stuff.

What are you promising to that client who's handing you all of this information to protect it? And you should make sure that you get that really, really nailed down.

And then secondly, I probably would make a priority having a written information security plan. So this would be taking that, maybe that paragraph or a couple of paragraphs in your engagement letter and fleshing it out.

How do we protect things? How do we train people? the people are the biggest part of this, Matt. I mean, it's the cyber security.

I've talked about the polls and the ones and the zeros and firewalls, but you've got to the eternal diligence of

of training your people and keeping, because those are the ones who are touching the documents and the emails and clicking on links and stuff like that, are you training all of your people and consistently training them?

And actually funny enough that that's probably the number one change in all of these cyber insurance applications over the past five years is the number one thing that they've all added now is that continuing education for employees and that's become for the people who are eating that risk for the premiums that they've identified that as probably the number one thing that needs to be addressed in whoever's applying for the insurance.

 

Matt Zaun 

Wow, what do you think of something that a lot of people, so think of team members, employees, something that a lot of people regularly do but could create vulnerabilities to cyber hacking.

Can you think of anything in particular?

 

Chris Schalleur - EO Philadelphia (christoit.com)

Interesting. Probably a lot of people use Office 365. It's an easy, it's probably the majority of the firms out there and everything like that.

Most of them out there some sort you a document or maybe a link to some sort of resource online or something along those lines.

Microsoft has a thing called advanced threat protection and it's an easy checkbox. It might cost you an extra dollar a month or something along those lines but it's an easy protection where they'll open up that email out in cyberspace and check that attachment that word document attachment and check that link that's in the email to make sure that nothing malicious is getting through before it finally.

and only delivers to you. And it takes a half second. You don't even notice it. But it's one of the easiest things that you can do to prevent the, whoopsies, prevent the, oh no, thought it was a screen saver or whatever, click and now you're dealing with an incident, a cyber incident.

 

Matt Zaun

Yeah, I feel like that's gonna become more and more prevalent with AI and being able to clone people virtually.

 

Chris Schalleur - EO Philadelphia (christoit.com)

So what you mentioned the AI earlier and that is now a news in the written information security plans that we help our clients put together.

That is now a new section. So it always had a section in there for business use policy. So if you have a company issued laptop or a cell phone or whatever, you know, you need to use that only for business purposes.

So one of the, Do a section that we're adding now is, how do you use AI? What are you allowed to use AI for in your organization?

Because that needs to be pushed down from top above. So the management of this fake 10 person LLC that we made, the partners of the firm need to decide what is acceptable use of AI?

What are we going to allow AI to do in our organization? And that needs to be professed and evangelized and told across the entire organization to make sure that everybody's very consistent on that.

And that actually just started this past year. it's really been something that everybody needs to focus on.

 

Matt Zaun 

I appreciate you saying that, because right now it's the Wild Wild West. As you know, many companies, they didn't even know what they're doing, right?

So new, so they're getting this AI tool and this AI. app and doing this and that. So I'm guessing that's going to be even more and more of a need for cyber security based on the AI piece.

Are there certain concerns that you see just in the next few years as it pertains to AI with different being able to clone people being able to to really send out scams that look incredibly real?

 

Chris Schalleur - EO Philadelphia (christoit.com)

Very real. And it actually happened a few months back. It made it made the nightly news. So you know it was a big one.

In South Korea, there was a a larger organization of several thousand people, but they they had the controller of the organization got a request for a meeting.

Please, please jump on this meeting now. Okay, and it came from one of it came from one of the directors of the of the organization and he clicked on it and he joined joined the conference call already in progress similar to what we're doing here where there's there's.

There's pictures of people all around, and this is the Board of Directors, Mr. Controller, we need you to move this money from over to here.

The Board has made an approval of X, Y, Z, so forth and so on, and we need you to move this money over here, and please do this while we're on the call.

And all in favor, aye. And he moved $25 million in a move to everything. And all of the windows, all of the people were all fake.

So it was an AI-generated conference call, and I actually don't know the resolution of this. happened several months ago.

I don't know if they actually got the money back or not, or what happened on that. know there was some...

severe investigations going on on this, but this was a very, very targeted attack using AI and video generated. You can Google it.

was, you know, earlier this year, but it was, that's probably the most prevalent, and that made 60 minutes in the nightly news and everything like that, but that's the most prevalent use.

And that's now, and I can tell you, it's probably leapfrogged five iterations of technology since that happened as far as audio quality, video quality, interaction, being able to interact with that personality.

I don't even know what the fake person or whatever happens to date, but it's going to be scary. So one of the things that we're going to need to work on is a, I don't have a better analogy than this, Matt, but we're going to need to come up with,

with a real-life two-factor authentication. So when you walk up to the ATM machine and you type in your code and you put your card in, you have something that you know, some sort of password, and you have your card, something physical in your hand.

people are familiar with your phone, you do whatever, I type in a password, and then I have a two-factor authentication.

But on security types of conversations, you're going to need to have some sort of verification method. Hey, just sent you, give me your secure code, and it's going to be something where I know I'm talking on the phone with Matt or, and Matt knows he's talking on the phone with Chris.

And there's going to, it's going to be super awkward, socially, for it's going to be something that we're not ready.

before as a species, I don't think, but it's going to become so needed so quickly. It's going to be one of the most quickly adopted things out there.

You're going to have whatever mechanism it is, some sort of two factor thing, Bitcoin thing, whatever, but it's going to be absolutely unique to you and nobody's, it's going to be something that's tied to either you or something that you know or something on your phone or whatever happens to be and that's going to be needed because you're not going to know who you're talking to.

 

Matt Zaun 

Do you foresee that happening on a business to business case? this be a government entity doing this?

 

Chris Schalleur - EO Philadelphia (christoit.com)

How do you foresee the organization of that taking place? Probably the way most things work is there's going to be a proliferation of 800 of them very quick quickly.

There'll be some sort of freemium type versions of it, eventually people are going to recognize the value of it.

Some companies are going to start to charge for it. It will whittle down to 10 actual things that are actually doing it.

There'll be some sort of standardization on that. The government will get involved in what that standardization entails. And then I'm a full believer in the privatization of things and try to minimize the government involvement.

So I think it'll probably wind up like you have certain two F.A. factors out there like octa and duo and things of that nature.

It'll fall into line with that where you have a number of entity and maybe those already existing two F.A.

type things will be mechanism and they'll just have to they'll have to add the functionality of what's my personal ID code right now and you know some sort of auto generator.

 

Matt Zaun 

code or whatever or or maybe you pop up on a screen and here's your QR code and it validates your QR code my QR code and I'm making this up as we go right now, but that's sure it's gonna be something that we're gonna have to some some sort of Validation because we're not gonna know we're not gonna be able to trust what's in front of our eyes Sure, no, I could absolutely see that taking place for sure, especially at the speed of this is being rolled out is there anything specific that you could Think of that a company could do right now if they're feeling uneasy about something So, you know the scenario that you painted this virtual call and it looks so real if Someone listening is getting to a situation for whatever reason They might think that it's AI What's something that they can do right away for like a verification type method?

 

Chris Schalleur - EO Philadelphia (christoit.com)

great question, so Back to that written information security plan one of the items in there Should be how do you what's the?

process for moving money if it's if it's wire transfers or how do you how do you write a check how do you do whatever who has access to that and some I mean you don't have to go super ultra-secret double probation kind of thing you don't have to go extreme on it but having the here's the here's the four people that have access to that all four people know exactly what the procedure is there's some sort of coding or we need both Jessica and bill bill on the call in order to do this and Jessica and Bill are going to have their own pass phrases that they use and those are going to get changed every three months again I'm kind of coming up with this on the fly but the important thing is is that you've you've thought this you've done the what if scenario when when we need to make a wired and some kind

companies, you know, they're doing 10 wire transfers a day and they should have this pretty nailed down. But other companies may only be doing this once a year or something along those lines.

So you really kind of need to ascertain your risk again. But having that, whenever you're touching the money, whenever you're touching something tangible, as far as dollars and cents are concerned, what's the process for that?

Who has access to it? What's the checks and balances on that? Hey, know what? Even even when Bill and I forget the names I used, even when Bill and Kathy say, yes, and they've turned their key, we still need to call the bank and talk to Charlie at the bank and get his key code as well or whatever it happens to be to make sure that you're kind of lining that up and proceduralizing.

The first thing is to protect the money. The second thing would be, you know, then you could work outwards from there as far as...

I don't know data transfers or anything like that.

 

Matt Zaun 

Yeah. I really appreciate you mentioned that because everyone listening, you know how challenging it can be for us to really bring our goals or dreams to fruition.

there are people listening to this episode that they've worked decades to build their companies to where it is. And it's amazing how quickly that could be lost due to a security breach.

I really, I know it's not always fun to talk about, but I really appreciate you sharing this with us today, Chris, and I really appreciate all the different things that you shared.

I got three specific points that I'm going to remember after this conversation. The very first one is I really appreciate what you said in case of break glass, in case of blank break glass, and I appreciate you mentioning having a plan together, written plan, not hope, it's not a strategy, having a written plan of what is the first thing to go.

I really appreciate that point. The second point is I appreciate you mentioning who is a good client. There are so many people that they might understand the importance of that, but they might not have actually sat down and spent time really thinking about who is a good client and willing to give up some clients.

I think that's really important and very powerful from just so many different levels, but I think it's really important.

Who is a good client? And then the third and final piece is the plan piece, asking what is at stake and really figuring out the risk factor.

You mentioned from power outages to red screens. And then you talked about having a plan regarding AI, and part of that plan needs to be needs to be what's the process for moving money.

In fact, I recommend everyone that's listening to this podcast, one of the first action items once you're done listening is you need to immediately figure out what is your plan for moving money, period, so you don't get in a situation similar to what Chris mentioned today.

So thank you for all of that, Chris. really appreciate it. Don't want to get more information on what you do.

want to reach out to you for cyber security services.

 

Chris Schalleur - EO Philadelphia (christoit.com)

Where's the best place they can go to get that information? chrystoit.com, and my email address, I'm sure you can throw out my contact information, chrystoit.com, celebrating 25 years of stuff.

So we're doing something OK. We've got a really great team over here, and we handle the Philadelphia area.

 

Matt Zaun 

Perfect. I will include that in the show notes. People could just click and go from there. Chris, thanks again for your time.

 

Chris Schalleur - EO Philadelphia (christoit.com)

I really appreciate it. No. Oh, you broke up there just for a slight second, Matt.

 

Matt Zaun 

Sorry about that. Chris, it really, no, it should be good. Did I break up?

 

Chris Schalleur - EO Philadelphia (christoit.com)

Just for a split second there, yeah.

 

Matt Zaun 

All right, let's do that over and that'll be it up. Chris, thank you so much for your time.

 

Chris Schalleur - EO Philadelphia (christoit.com)

really appreciate it. My pleasure, sir. Thank you for having me. Bring me on.