FWA Health Plans Explained with Rick and Fernando

Hey,

Hey.

All right, Wednesday. Sean got me all pumped up, bro. Like, come on. Feel like we need to go build something. I don't know about you. Let's just go build something after that, right, bro? I've been building all damn day long. But let's go. You were running. You were running, man. Where have you been? Tell me about your last 25 minutes because I I I've been trying to get you to come in early for 25 minutes and you were just running. I'll be there in a sec. I'll be there in a second. What happened? Like 6:31 I think I logged in the computer. That's the way Sean flies. Just boom. Let's go. But I thought it was a good idea. Thomas Weaver, if you're not on here, we're gonna talk about you. Thomas Weaver messaged me yesterday and said, "Hey man, you're coming to the East Coast Fence Rivalry Competition. Bring me some eyepost." Sure. Yeah, that's a great idea. No problem, bro. I'm going a million miles an hour today. I'm like, "Oh, yeah. I'll just go to the shop and load those up." Brian, the War Wagon is a enclosed trailer filled to the gills with stuff, right? With about a 10-ft ramp to get into it. How am I getting a,000 pounds of post into the trailer? Yeah. I don't have forks that are 12 foot long. I can't come in the front door. So, I'm out there and it's it's 5:32. Oh, I got time for this. I can make this happen. It'll be a story to tell my grandkids one day. And here it is. I'm trying to get this thing in there. Uh, not going so well. Extension forks. Yeah. Seriously off the ends. Got some rollers and some plywood down. Not to scratch the fence university, my sales life right there where I put the uh wheels down. We We covered it with plywood. I did anyways. And uh it got uh I got close and then it fell off the forks and then it was sitting there teetering and it was like oh man. It was catastrophic for a minute. But bottom line is they're in the trailer. Okay, the trailer door is not closed. It's wide open in the parking lot right now. I ran inside. I'm hitting power button, plugging in, wiping the sweat off at the same time. And nobody even knows any different. Like that's chunking pace. Nobody knew anything different till I said something. But you know, yeah. So, East Coast Fence Roby's next week. I leave No, brother. I leave in the morning. It's You're Oh, so you're Yeah, but it's not till like the 23rd, I thought, or something, isn't it? No, it's Friday, Saturday. this this Friday and Saturday. Time flies, dude. Oh, man. I I I went to that two years ago, man. That is really cool. We gotta finish uh this this podcast, run home. I gota pack the RV, load the trailer. I'm also doing a clinic on chain link. So, um I gotta bring that with me, too. I'm gonna throw 100 foot of chain link in the trailer. What the hell? Just just so we could throw it in the ground and pull it back up and give it to somebody, I guess. I don't Cox fencing put that on. Derek, right? Derek Cox. Yes. Yeah. Yeah, a lot of people there. He's got a quite the event. This is not his first rodeo by any means, literally. It was impressive. It's impressive to see. I haven't been there before. I am looking forward to this. I have been to uh been to another a event like that before the fall fence forum, but not to Derek's. So, yeah, I have about an eight, nine, let's call it 10 hour drive tomorrow morning. To get there. Should be okay. I mean, it's all that soft kind of like that soft Indiana digging out there, isn't it? Bro, no no. I'm a little nervous about my little 100 foot of chainley because I've seen Derek with his massive drills that he drills and it's like a hammer drill like insane. I would get up and go home and and piss with the puppies on the porch if I had to every day. It's intimidating. The equipment almost as bad as Las Vegas. Yeah, it's intimid. The equipment's intimidating. It's like it literally looks like something that NASA made to uh you know to to build like if NASA was to design equipment to build fence. It's a it would be a equipment. Seeing some of that in person. Um I saw I saw the big piece of equipment

That Mark Olsson just recently got. Got the bomb and they pound a hole into the ground. Not a hole. So if you have to use digging set with concrete, they're still not digging. They're going to pound an 8 inch or 10 centimeter hole three or four foot deep. And he did it there in Utah through some of the nastiest rock. Just pound does it make like a cone or something? It goes in and presses the dirt out. Is that what it does? Bomb. It looks like a bullet and it's solid steel and it just they put it in the ground. They beat their their hammer on top of it and just pound it in the ground. Wow. And then they pull it back out and you have this beautiful hole with no dirt spoil, perfect depth, perfect sidewalls, compressed dirt. Bro. Yeah. Yeah. I know. I was talking to the ad guys up there. They're like, "Yeah, you know, we we got a couple of these small jobs going." It's like, you know, small job for these guys like 10,000 feet. You know, it's like five. I'm like, you know, here we are. Here we are over at Las Vegas Fence. You know, my crew a day. We're knocking out 80 to 100 feet a day, you know? Let's go. You give us a 10, you know, a 10 20,000 foot job. We're on that thing for like half a year. It's all relative, right? They're 10,000 foot. They're getting paid dollars per foot. and you're 80 foot, you're getting paid hundreds of dollars a foot, right? Yeah. Yeah. It changes and it's Yeah. It's different materials and and they but I mean you see one guy out there with quarter million dollars worth of equipment. So, I mean it's you know I mean we're I'm out here with a groundhog and and uh electric jackhammer. So, speaking of less people, I was on the job site today. We're wrapping up not wrapping it up, but we had a good second day on a big 200 foot chaining job and the union showed up. I'm not a union guy, okay? I'm not. Let's just call it like it is. I'm not. And he comes showing up and he's like, "Hey, we'd love to have a meeting with you and talk about how we can save you money and get you better manpower." What? He goes, "Well, we're noticing how quickly you're putting his fence up. It's not not the normal contractor puts that much fence up." I said, "So, you're telling me that we're we're operating at a higher capacity than you're used to seeing, but yet you're going to give me better manpower? Is that what you're telling me? And save me money?" Yeah. Yeah, they're going to come in and trim five, 10 minutes a section off for you, right? And then save me money, right? By going through the save money. A great conversation. I think I'm like, "Brother, you need to move." Like, come It was It was probably a quick conversation, I would assume. Do you guys even know how to pound post? She's like, "What do you mean pound post?" I said, "We didn't dig a hole out here." You don't have a guy in the labor unit to come out here and run this run this bull confidently. No. He's like, "Well, we'd love to talk to you." Yeah. Well, we're glad you made it. We're glad you made it. There's no doubt. I was uh you know, I was sitting here sweating. I'm like, "Man, you better hurry up and get that that trailer loaded. You better we're going to push this thing a couple minutes. We don't care." I I called Uber Eats. I had the guy I was having some food delivered. I was going to tell him he's got to help you load that stuff in. So, it was on its way. I was gonna get you a couple drivers out there. Wow. We're all good. We're all good. So, what are we talking about today? Healthcare. We've got uh we've got we've got Rick and Fernando coming on and they are the uh brainchilds behind uh putting this whole FWA health together. So I'm excited to bring them on and and hammer them with some questions that we've been getting from all the members and everybody on there. Healthcare is one of those things that's really difficult for fence companies to bring on and and uh give our team members. Uh for us, we didn't have for a long long time and it

Was one of those things where it just was out of our price reach. That's really why I wanted to, you know, want to make sure that we keep our team members uh here, not just because of a paycheck, but because they have somewhere to take care of their family. And that's more than just a paycheck. Like, y having insurance is an important key piece to protecting your family. And so, if you have team members that have health insurance and other benefits, it's all part of the package. Uh I'm glad that we are finally over that crest and we're able to give health insurance to our team members. finding a realistic way for most fence companies that are not massive, right? We talked about this many of times. Most fence companies are probably in that one to$ 1.5 million range and that healthc care you know we were that size that was almost nearly it felt like impossible. Yeah. Unattainable. I mean it really is. is I mean unless and because it's not just you're not just offering it for one person you have to offer it for five or 10 people and and you know even as you grow to two three four five people and you know when time slows down like even during some some seasonal for some fence companies so when you're down for two three four months you're still you still have that that you know that nut you have to pay every you know every every month of sometimes you know at 600 $800 a month you start sometimes a th000 bucks a month you start getting that five $6,000 a month payment that's still due even when you're even when you're in your slow time. So, you know, it was it was even hard for me at Las Vegas Fence with the employees and stuff. But I but I wanted to offer it. And then what really kind of fired it up was same struggles you're going through. I had uh employees that were leaving. I actually had a couple good installers leave and one of them went to I think Southern Wine and Spirits, you know, a warehouse job, driving a forklift, but you can't blame them. No, they're protecting their family, right? Yeah. He needed health insurance and you know, I think another one went somewhere. God, it was like a a convenience store or something that offered health insurance. So, these were good fencers that we lost out of our industry. And not just them, we lost their children, their their brothers, their cousins, their uncles. They would have taught how to build fence and stayed in our industry. And I I'm like, we got to do something better uh than than just let these guys leave. And and also when I was interviewing people, um the good I I found the good quality, you know, good quality people that would sit in an interview, they would say, "Hey, what do you offer for health insurance? What do you offer for benefits and 401k and uh you know, time off and all this stuff?" And I was sitting here going, "Well, um, we'll give you your birthday off paid." I don't, you know, that's all I could offer, right? It's it's a pre-qualifier, too, Brian. So, if you have people you're interviewing that are interested in health insurance, that should tell you that these are people that you want on your team, right? If you got people coming in and get care less, then you got to wonder like, are they looking at this as a bridge or a temporary thing? Are they right? So, there's a lot to be said. if they're asking you for health insurance and the pre like in the interview process. So, not only was I losing employees I had, I was losing possible employees that were coming in, you know, people that were applying. So, I think it was big for our industry. And then, um, you know, I had, you know, myself, I didn't have health insurance even when I, you know, even at Las Vegas Fence in the beginning and I had, you know, family emergency came across and and, you know, came came about and I had to go to the hospital. had no health insurance and I realized that this is a big deal for our industry and it you know we weren't really doing much about it unless you were a five you know company with five 10 employees and so we we reached out and um you know Rick and Fernando and his team and everybody put together something that was you know beyond what I you know what I could have asked for with um healthcare plans and you know I mean some of those plans were really cost-ffective and I I know a lot of our members took took advantage of it so um

Definitely I'm definitely excited to bring them on. Um, let's bring uh let's bring Rick and Fernando on. Let's get let's ask Fernando. Let's go. Rick. Okay. Welcome, guys. Gentlemen, gentlemen, happy to be here. Haven't seen you since uh last year's fence show in Vegas. And and that's where we're we're sitting here. Uh we're we're in Las Vegas and looking forward to September's show. Right around the corner, man. Yes, sir. Yes. Yeah. Thanks again for everything you guys did for us. I know we sat for um you know gosh it was a year in the making I think on meeting after meeting after meeting and um I was rough on you guys. So um I apologize for some of that. You know, it it was rough because there's so many different compliance laws and regulations and when an association wants to put something together nationally that's available to um all of the constituents nationally um there's just regulation after regulation after regulation and um you know the the plan that Fernando built because he was the brainchild behind it and had access to the companies that were of quality um it's it's really like a crawl, walk, run. Um where you know there's there's something there for everybody and then even beyond that what we do access to what we do in our work a day lives um you know we can even build upon that for other for even the largest companies. Yeah. Yeah. But the challenge was I came to you guys and multi by the way I mean you guys um and Sean remembers when we were putting all this stuff together you guys weren't the first people we talked to you were the first ones that could actually put put it together and actually you know I mean everybody has a plan for if you've got multiple employees if you've been established if you've got 10 or more people five to 10 people are going to sign up and I mean there's a million people that can help you um put together something for an association on that level and that's easy that would have been easy to set up so so um you guys really put the work in and when I said hey I you know I don't want to introduce anything to these you know into the industry that's already out there and I want to introduce something that will take care of um people whether they it's just them and their wife or them and their kids or them or one person and and while they grow and grow with them you guys are the only ones that could pull it off that you know out of all the people we talked to so um it's a big deal and you know I bow down to you guys because uh you've helped a lot of people in our industry already and hopefully a lot more. Yeah. Yeah. We we we got a little bit of traction uh from last year and throughout the year and on our end we've learned. It's been a learning experience for us and we know that we're poised to be able to serve from sea to shining sea a lot better than even we did last year. So for those that are interested in the FWA healthcare, are we going to have a booth at the fence show that they can meet with you guys? Yes. Straight in. straight in from the um from the entrance. I think it's booth 1012, but you'll start seeing uh you know some postings on that. And we're also going to have a breakout educational session um where people can come to and um if center stage can keep announcing that, we'll uh we'll be able to serve everybody's questions. All they got to do is just give me a mic the whole time. Hey, a little bit of housekeeping. Uh Brian, I'll make sure that uh you did share this to your page, right? Yep. Okay. I'm just Yeah. Yeah. Yeah. Yeah. Yeah. I shared it over to my face because our boss is watching us. I got my orders from the bully. Yeah. The bully's watching us. Get this get this squared away, you know. Yeah. So, we do have breakfast uh with FWA Health uh on Wednesday, 8 to 9. There we go. So, um you guys will be doing that. And also, um, we're going to actually be working on working on setting up some maybe a table out in the lobby area as well that people can come out and and grab some information, talk to you guys, um, even before the expo hall opens up and things like that. So, um, we're

Definitely going to have a stronger presence than we did last year for FWA Health. We learned a lot um, you know, we learned a lot last year, so we're going to definitely be putting it together a little bit more. Um, and yeah, Chance loves breakfast food, so we're uh, Chance is gonna be for all week, too, brother. You know, I think people are good with breakfast food and some drinks, right? I think, you know, everybody's happy at that. And I Brian, I did get my black uh my black Stson. Fernando still has to get So, definitely not. Right. I'm I'm Italian, Hawaiian, and Japanese. And so, they call me the Asian cowboy in my family. They laugh at me, but I love it. I love it. I love it, too. Yeah. That's awesome. There's going to be a lot of hats. There's I don't know. There's It's Vegas, too. And there's a There's a lot of At this property, there's a lot of rodeo stuff going on all month long. Yeah. So, um with the cowboy hat, just bring some spurs, too, and some boots. So, um uh Rick or Fernando, give us an overview of the um FWA Health. I I you know I know we've coined it FWA health because that's what it was all um developed around but give us an overview of um the plans and you know what where they got like the a lot we got a ton of questions on this you know not just that but the the the health care the vision the dental what what can people get and like a kind of a range of I know some of the plans are changing this year renewals coming up so give us an overview of what's going on with FWA health that uh you know you'd like to share with everybody. Great. Um, I'll I'll give the 5,000 foot overview and then we'll let Fernando uh the surgeon get into the the expertise. But, um, but overall, you know, you guys, uh, Sean and Brian, you were talking about the need and the why and and pretty much when when I bring health insurance plans to any business USA, uh, it winds up being a few things that are barriers. Number one, you talked about cost. So to have any type of major medical plan through a group, through your business, there's the costs start at I mean, you're averaging $500 for an individual employee, which an employer may want to split, but they're but they're required by the ACA laws to share in that at least about 50%. So, right off the bat, you know, 10 employees, right? If you have 20 employees and 10 one insurance, you know, this is what you're talking about. You're talking about the company contribution of $2500 a month and the employees contributing, you know, they're $250 a month each just for an individual insurance. Family plans are going anywhere upward of $1,500 a month. So, um, so the first thing that I found in the trades, not just fencing, but in the trades are that it's it's it's a missing piece. It's a missing piece. Either the workers that are working definitely don't want those dollars coming out of their paycheck. And the employers, it's a cost item that just doesn't fit into their profitability. So, so the the barrier to entry in the standard plans is very very hard for like you said the $1 million fencing company that's probably got, you know, 10 employees max. So cost. The next thing is from if you do get into a group plan individually through your company, there's there's compliance issues. You have to offer it to everybody. You have to contribute certain amounts to anybody. So So there are barriers. So the why and and what we were able to put together is an all access plan and it favors the heart of the employer who wants to take care of their employees families. Um and the cost of the plans because they are not major medical plans. They're what we call a mini um which cover the things of high frequency, the things that people are going to go to the doctor for anyway, right? um some of the nicks and bruises that a fence worker has, they're not going to the doctor and they can call a teleamemed instead and go to work the same day. So, there's some features about the the product that allows the workers to be the workers and the owners to be able to afford it. And the other the other key piece of it is that it goes directly to the employee. So different types of COBRA and continuation of benefits that a normal plan has. The employee themselves are are given access to this plan through the fence workers association and it's portable and I mean they can pay their bills directly to the the insurance

Plan. You as the employer aren't chasing them for money to pay the insurance company. It's the convenience of it being an individual plan but through the association giving them access. Um that's that's pretty much the the overview. Does that mean we have to have uh uh like 50% participation in the company because of that? So so back to what I was saying about the barriers on a normal major medical plan. No, there's uh there there is no participation requirement because you are offering you're setting the table for your employees and saying I I went out and found for you through the fence workers association something that's not out there on the regular market, right? And it fits in the gap that you need. I just want to make sure the people that are on here listening because we're talking about insurance and it's glazing over a lot of their heads. Okay. So okay, I want to make sure that we drill home the fact that we aren't talking about traditional medical plans where you have to have so much participation or you can't qualify people drop off because I've dealt with that before and you got to have so you got to carry so many people. We're talking about you can offer it to your team members and the ones that want it even if it's one or two we can correct. Yep. Right. So the smaller companies only have five or six people and they only have one or two maybe the owner and a project coordinator maybe or a manager that needs it or wants it aren't aren't stuck with well I can't have it because Billy Bob and my other five three guys don't want it. Does that make sense? So I want to make sure everybody listening hears what we're what you're saying here and that this is totally different than major medical plans that you can get elsewhere. FWA worked really hard to find a plan that's going to help those guys in that million dollar $500,000 range really gross revenue numbers. Yeah. Get some coverage uh for some of the I liked how you said more the the routine um uh higher frequency type illness, right? But can you class can you quantify that for people listening when you say, well, what happens if I um have a major medical accident? Right. Okay. We would have some coverage through workers comp at that point if it was on a job site. We we might not have that type of coverage for the for major medical. Is that correct? Right. Fernando, you want to jump on that one? Yes. Yes, absolutely. Um, thanks guys. No, it's to answer your question, Sean. The if there if there's a situation with the employer when the employee uh now has a major medical uh situation now go to the hospital and they're being airlifted, let's say from the lake, right? Um they broke their bones. It's it's not major medical. So, they're not going to have that type of uh you know, situation covered. Um what what uh what Rick going back to what Rick said it's you know he called the mini med I call it essential essential medical care or it really takes care of the daily usable benefits where um you know where most people are say I I got sick today my daughter had a fever this morning she didn't go to school on her third day nickels and dimes to death that's really what it is I like how high frequency like those are the things that we're constantly paying for that that little bit of medical care that this would take care of and essentially I mean, yeah. I mean, essentially, when we're paying for major medical, we're paying, you know, five, six, $800 a month for most of the time, we're going to only use it to go to see my primary care doctor when in fact, you know, most of us may not have that major medical need uh every single year, you know. I mean, my time alone, for the first what, six months of this year, I went to urgent care eight times. Uh where the where the where the uh the X-ray technicians like, "Hey, you're back again." So yeah, we're a party with Fernando, right? Times a year. We're like Las Vegas. Las Vegas, man. You know, you know, it's it's stubbing toes and stuff like that, right? It's it's um you know, so I mean urgent care, like this plan will cover urgent care at a $50 co-pay unlimited, right? So you're not uh you're not you're not confined to the number amounts of the time that you're going to see at urgent care or primary

Care. Um, tella health is huge. that's been ever since co that's been one of the top uh utiliz you know one of the top items in our in in the program that's been utilized overutilized I would say because a lot of people will will go you know prefer to see a you know doctor over the phone or on their video instead of making an appointment that's going to take three months to go see right so it's just plans are 4050 $60 I mean it it really depends on what they want to do if they want to add you know just the basics to it and It really does help you get your employees back to work, too. I mean, if you get an employee that gets calls in sick on a Monday, sometimes it's as simple as going on a teleahalth and and maybe they're going to subscribe some antibiotics or some medicine that next thing you know, instead of this employee being out for an entire week, they're out for two days, three days. And that's that's huge for if you've got a truck down as well or, you know, for them overall well-being. So, um I think it's huge to be able to offer that and and for you to be able to, you know, give this to them. They can actually have a kid gets sick or, you know, and if you can't afford, maybe you can't afford to give someone $800 health insurance a month, but maybe you can budget it in to say, "Hey, we cover this." And, you know, most of us can cover, you know, $60 a month for our employees and we can actually offer this and give them a something back to cover it. Then we can say we're actually offering it. I mean, I know we've offered at our company where you've, you know, we've tried to get enough people on board and we're like, "Hey, we're going to pay $250, $300 of your health insurance." And I know we've tried to do it even at Las Vegas Fence and not enough people go on because their share is still going to be $400 or, you know, but man, I would have jumped. I mean, if I'm willing to give them $250 a month towards their health insurance, I'll pay for their $100 health insurance or their $60 health insurance, right? All day long. you you you also mentioned some of the uh one of the key points too as well like what's happening this year with we had one more one additional plan that we added to the program uh last year you know we only had two right so there was two programs one for uh over $100 I need to look back at the price but now we have another program too that actually fits that middle ground where now it's a little less expensive but they're still getting that same care so that's that's exciting news is that we're able to create another plan this year for you guys. So, so the basic um basic healthcare on this stuff is basically um going and you once you get this thing signed up, you can actually go to the teleaalth, you can go to urgent care, uh your preventative maintenance stuff, all of that, right? What's uh what's the enrollment like for everybody though? How do you get signed up for this? Oh, it's super easy. So there right now enrollment is actually right now from August 1st to the 19th. Uh we're also it it even goes after that as well because we're going to extend it all year long. So it's an open enrollment all year long. Anybody could enroll even after the 19th. Uh but we do have to set that deadline uh to make sure we we could start that program if you will. Um but easy enrollment. Uh there's an online link. people could go on to the link and put in their uh their email address and then it's going to take them to a separate site for FW FWA dedicated site and then they enter all their you know personal information, dependent information um and then from there it's they'll receive an email saying that they're enrolled and they're starting effective um September 1st. So let's say if they somebody enrolls September 2nd, it won't be effective until October 1st. be that way every month then. Right. Right. Right. So, what about reenrollment? Uh, we've got some people that need to be reenrolled. Is that correct? We need to get on top of that. When is reenrollment then? It's right now. It's Yeah. So, reenrollment is starting now. Um, it's it's it's open now until the 19th. Uh, why we want to stress at least the people that are already on the program is we don't want any gap, right? So, let's say we somebody enrolls on the 20th. Now, we may have a gap of a month, and we just don't want, let's say, if you

If they reenroll on the 20th, I want to make sure I follow this. If they reenroll on the 20th, there'll be a gap. If they get reenrolled before the 19th, is that correct? It's just going to roll over, right? So, there's no gap. Correct. Let's bring Rick back on because I think he was overenrolling somebody and he he had went over there. Yeah. Right. Right. I know. You know, taking care of it, right? He's like, I got to take care of I got to take care of your members. So, he stepped away for a second. It's really an internet fart, but uh something bump me off and bump me back on. But if you're watching here and you have FWA Health, you guys already have it. Let's get reenrolled by the 19th. We got to be very clear. Got to help our fencers out. Myself included. I need I need I need the bully in the back room taking care of Sean King every day. So, you're notifying them though, right? Through an email. They should have got email links right now and roll. Yes. So, there's an email link that was sent out earlier this week and uh there's um there's some text messages as well that went out this week too as well. So, if anybody hasn't received it, please reach out to me and I'm happy to uh give the information to to do so. And I think Fernando said this, but um the reason being is last year before the fence show, we made the effective date of the entire association plan September 1st to be ready for the fence show. So everybody who's already uh on the plan from last year, the entire association plan renews as a whole on September 1st. However, you know, we have a fence show coming up that we're going to add a lot more and then people are going to go home and add, you know, no in November or what have you. But uh and that's open. But the reason for those speaking to those who are already on the plan that have to go through this um reenrollment that's going to happen every year on September 1st, right? So just to clarify though, they don't need a full-time employee to uh to actually qualify for this. Like the owners themselves, if it's a um if it's a owner operator, they can get this health insurance for themselves and their family without having to have full-time employees. 100%. Yes. Yes. That's the beauty about it too as well because you're not really falling under the employer platform. It's it's the association platform. So, it's anybody who's a member um you're able to enroll part-time, seasonal, full-time. Yeah. So, is there any limitations when it comes to um secondary insurance? Like, can they add this just as a secondary insurance to what they already have? Um if they have something if you're covering something they don't have? No. Great question because there there are some people that actually do have a major medical plan and they utilize um this plan as a secondary just so it doesn't hit the major medical uh component part of it. No, maybe they're they're looking at deductibles, right? Oh, I have to meet a $5,000 deductible. Yeah. Um in this case, you don't there's no deductibles. So, that's that's another beauty about it as well. Right. Give give us a range of costs on this as well. So, weren't we from $40 per individual up to like 110? Depending on the quality of the coverage, right? Well, the the there's that new plan that we added. It's $95 um for the employee only and then it goes up, you know, with their dependents and things like that. But we have a $95 plan which is called the value plan. Uh then the Optima care plan which was available last year. Um it's $135 per month on the employee only. And then the elite plan, which is more robust, uh, now you have unlimited urgent care, primary care, labs, x-rays, uh, for $135 a month. Is there is there anybody that wouldn't qualify for this? No. No, there's no uh disqualification. Is there any sort of like health conditions that you pre I mean pre-existing? I don't I don't know. Is there anything that they should be worried about? No, this is a full This is ACA compliant plan. So, we're looking at ACA compliance. Let's say you're an employer who has 50 or more employees. Right now, we're looking at ACA compliance. Now, you have to offer at least minimum

Essential coverage based on ACA requirements. Otherwise, you're penalized at a penalty. Uh what this plan is is it is a fully insured I'm sorry, it's fully compliant ACA compliant plan. Uh so, it does meet that requirement when it comes to the IRS and ACA compliance standpoint. So, um, you are meeting that that is tax deductible. That is what you're saying because it's IRS compliant. So, you're telling me this is tax deductible. Is that right? It is when it's if it's offered through the employer, right? Right. Now, through FWA, it's individually. So, it's it's not let's say your company can the company can the company pay for it for the employee? Is that allowed? Yes. Yes. At that point, we just need to structure it under the company. Okay. Okay. Okay. And they can do that by contacting you guys and you'll help them get all that set up as well or they Right. Right. It would be it would be an offcase scenario. So it wouldn't be directly under FWA. It would be directly under um ABC company. Right. Okay. Right. So and and just to be clear on compliance, we don't want to dodge around the IRS and and real answers to your real question is it's really acting like an individual plan. If you have if if I am paying $100 a month for my individual plan because Brian, you're not offering that major medical group plan. Um I'm able to access this because I'm a member of the FWA, right? And I'm an employee of an FWA member company, right? If my employer decides to somehow put $100 more in my paycheck. Then I understand. Then they put $100 more in my paycheck and it's subject and it's subject to wages like your little bit of workers comp, your little bit of FICA tax and everything else. It's it's not pre-tax like the major medical plan. But wink wink, you know, there's, you know, there's a way for the employer to help that employee, but it's not going to flow the same way IRS rules. And I think you appreciate me telling you the the the truth on that and and how that really works, right? Yeah. Yeah. Yeah. We don't want anybody doing anything wrong. Uh for sure. So, hey guys. Um thank you for coming on. Um I know we talked throughout the year and we'll be seeing you at the uh fence show coming up here shortly. It's only a few weeks out. We'll get some more information out. If anybody got the emails or the text notifications or got that Bluetooth notification or however they're sending it out there, then click on it, get it get it renewed. Um, thank you guys again. I'm going to throw the uh fwaalth.com up there. If you don't have it, go to fwaalth.com. We'll be updating that with the um updated plans that you guys have created here shortly, too. Um, get that. I think we got till the 19th for the open enrollment. We'll be doing some extension on that. But if you want to get this stuff um you know activated pretty quick, get on there before the 19th, get it going. Um thank you guys again. Any last minute things you guys want to throw out there? Anybody anything anybody should know? No. And you know, just we talked about getting on there now for the uh renewal, but if there's people that want to get it for the first time and get it effective for 91, they can get on there, too. Nice. All right. Thanks a lot. We will see you in a few weeks. Everybody stop by and see Rick and Fernando at their booth. Um they will have a lot more information, pamphlets, everything. Uh maybe donuts or coffee or something. I don't know have we get we'll definitely have my have our hats on. All right. We'll see you. Thank you. Good stuff. Hey Sean, always good talking to those guys. Yes. Yes. Yes. Health insurance is a big deal. Let's get to some fun stuff. Yes. Let's talk about what's what happened this week, man. All kinds of stuff going down. I love jumping pull this down together. You're jumping I'm jumping the gun. Susan had some other stuff for us to talk about, but I'm too excited about the fence crews. So Oh, you're jumping the fence cruise already.

The fence cruise. I don't care. I don't care. I got some good stuff in here. All right, we'll go to fence screws first. I got some control of the buttons here, too, Susan. I got control. Oh, no. we're fighting it. She's taking it back down. She's taking it right back down. Look at that. The winter fence cruise FWA's first big networking event uh February 3rd. I mean, I I talked to Megan today um on, you know, from Carnival. So, she's our actual dedicated um our kind of like uh what is that? Loveboat Julie cruise director kind of thing, right? She won't be on the cruise, but she will be on the cruise. So, definitely if you've been following us on there, get a hold of Megan directly. But, uh, yeah, she says she's a bunch of people are booking their rooms. She says she's super excited about, um, about this and we're putting together the networking events and, uh, getting some actual stuff going on during the cruise. So, four days, I'm going to be there for damn sure. It's happening, right? Not keeping me out. I'm turning my phone off for uh, three or four days. Look at that. I don't know about that. Wait a minute. I'll be the guy that's got the internet. Okay. I'll be buying the whole internet package. It costs more than cruise, I'm sure. But now the question is going to be, do you buy the drink pass or not? So, that's what people need to be thinking about. Like, I've done half a dozen cruises and I traditionally buy the drink pass. But I'm a math guy, right? So, run the analytics and the KPIs and the ROIs on that. I got to drink 14 drinks a day to break even. Well, after about the third or fourth day, that becomes a lot of work. You start drinking in the morning, you know, a bloody mary. And then you got to keep on going on 15. I doubt there's a going to be a bunch of fencers sitting around going, it's a question of whether I get the drink pass or not. I don't know. Call it a hunch. They're going to sell a [ __ ] ton of drink. They're run out of beer on the boat. This has never happened. Well, you've never had a boat full of fencers before. Let me tell you how this go. So tell me, just be prepared. You should have a little bit more alcohol than you've traditionally t. I've recommended they pulled a dinghy or a little boat behind the boat with like, you know, with some extra with some extra gigs or something, you know, just to pulls behind behind the ship as a backup. Kind of like the, you know, aircraft carriers where they kind of roll with like a bunch of supply ships around it. I I think we should have like a cruise ship with some supply ships full of water, right? We're just gonna fill them all with water just in case the ocean just in case. So, that's gonna be cool. Lot of lot we talked about this. I think uh we just I think I just sh I think I was like drinking smoking a cigar one night. I just shout out going I think I just tagged Susan, hey Susan, what do you think of uh doing a fence cruise? You know, and she kind of, you know, said no. But it got posted before she could say no. It did. Yeah. So then all of a sudden everybody got behind it and then um I ended up just uh getting a hold of a couple cruise lines and said this is what we're doing. That's it. I literally canceled my cruise in November to make sure I take the cruise in February. We're going it's gonna be fun. Yeah, it's it's going to be fun. So um I did want to circle back to what uh what we kind of said. I wanted to you know you know I don't think we do enough is um inside fence industry only and on social media, we get tons of questions that pop up. You get them, I get them. And I think it'd be fun to bring a few up and see uh you know answer maybe some of those questions we might actually know. Um I think one of them I think was like how far do you stretch 4 foot chain link before adding a terminal post? And you wouldn't think that would be a question that you would even think about but because normally a 4oot fence if you're newer to this industry you

That's a legit question. Okay there's there'll be a guy out there doesn't know any better and try to stretch 600 feet. You know, we we did 300 foot stretch today, and in my opinion, for me, that's probably the top I would go, right? But in order to do that, that is not a twoman job. We had six people and so we spread out six people equally and we bounced that fence as we stretched it. So, if you're asking that question, you guys, I'm doing 300 foot, but I'm not doing it with two people because it's going to drag and stretch, especially vinyl coated. Yeah, you got hands on that thing and stretch all of it and balance it and and free and so uh I think for me to answer that question Brian I think my max would be 300 foot and I'm three to 500 feet in that range depending you know depending on where I've thrown them in I've thrown them in at every couple hundred feet before uh you know if it's somewhere or if it's going along a street where there's going to be a lot of foot traffic and a lot of people leaning on it and you know things like that. I'll go you know 150 200 feet and put a terminal in just to make it stronger. But um I thought that was interesting when I when I first read that I'm like man you know I didn't really put a lot and 4 foot fence to boot. How do you answer a question like that? Because it's not you know I mean when you think hey when do you put a terminal in we're thinking commercial fence six feet right things like that. So when someone asked you know how far do you stretch a 4ft fence before you put a terminal in? I'm like, man, because typically a 4ft fence doesn't unless you're doing along a canal or something, you don't come across a lot of 4 foot tall chain link fences that are going more than a couple hundred feet before you turn in anyway. That's right. [gasps] So, great question. Everybody drop in the comments what you would do. I don't know if anybody's done that or not yet, but drop in the comments uh how far you'd go before you put a terminal in on a 4ft chain link fence. Even after this is live, we're going to go back and and try to jump on some uh comments on that. Um, uh, there were some other ones. I think you have How How are the guys unrolling and stretching nine gauge crimped wire? Crimp wire. What the hell's crimp wire? Well, I think what they mean by that is the crimp wire is the stuff that's got the bends in it. What What What do you call that? It's not It's not tension wire. It's straight. You got the straight tension wire. Then you got the stuff that's got the cur the cur the bends to it. Coil. Like they're thinking maybe coil nine gauge coil. Um, tension wire. Maybe that's tension wire. I was thinking maybe some sort of crimp chain link or something. No, no, no. We're talking about tension wire, but I think they're referring to crimp being the one that has the bends in it. And I and I think I've been told before that's because uh that help keeps tension on it, right? Uh because it's a low carbon or what is it? It's not a low carbon wire. Yeah. So it's it's the it's not like high tensil wire. You can pull that stuff super tight and it's straight and it holds it tension. But I think this tension wire that we oftentimes use in chain link is not built that way. No. So you can lose that tension. So that that un I don't know the crimp. I've never heard it called a cramp before, but I coil. I guess coil, tension wire, nine gauge coil. So, I guess my answer to that is what were they asking? How how do you guys unroll? How how was your unroll? I guess I would do it slowly. That would be my answer slowly. I just did this with my team yesterday. Uh we, you know, the worst thing to do is to grab the roll and just let it walk down and let it come off in in circles. You'll that's a nightmare. I I tell my if you don't have the machine on, roll it out like the the Jenny. Yeah. If you don't have one of those, then roll then roll it like a tire with the wire coming off the bottom of it. Hold it real tight like between your legs and hold it with your hands and take your time. But if you unroll it like you're rolling a tire, it will lay flat. If you do if you don't do it that way, holy crap, when you cut the end of that

Thing, it was Yeah. You have a coiled up mess. Looks like a razor ribbon almost. So they like the military uses the whole, you know, put up barricades like it's all up. Yeah. No good. Yeah. Razor wire, man. What a nightmare that stuff is. We do a lot of commercial residential. So it's I mean commercial industrial, so it's a lot of razor wire and stuff, man. Of course they, you know, it's sold in what 50 foot rolls they say, but you never get more than 30 35 feet out of it because who who would stretch that thing out 50 feet unless you got a death wish? You know what I mean? Right. I don't mess with it. I don't mess with it. I'm out. I certainly wouldn't pull it out if somebody else on my team tied it up at the other end. I mean, I would have to be the one tied it up, right? I'm not pulling it out. No. No. And I go I think we figure it's like 30 foot out of a roll. 30 35 foot just to cover ourselves. Um, let's see what else we got. Uh, somebody said, this is probably more of a question for you though because I don't do much um of the gas powered pound, you I purchase they say I purchased a Titan pounder new and let it run almost a whole tank of gas and it still won't hit when I turn the choke off which hit when I turn I can run it with a choke on but don't get full power. Yep, makes sense. Betty squeezes your system. It's probably a throttle. So very very common that the throttles aren't adjusted perfectly and so it could be a problem where it's not throttled up enough that you're uh getting enough uh throttle there. That's a possibility, but there's a lot of things. It it could even be defective from the manufacturer that that that happens. Okay. Bad gas in there, water in the tank possibly, I don't know, in a carburetor, but you're dealing with a little gas powered motor. So, there's things that can go south. I would uh reach out to who you bought it from if it's the first one. Or if you're mechanical inclined, mess with the throttle and maybe fine-tune the carburetor. Yeah. I mean, or you could do what I do. I would call Sean and I mean, we all have our own solutions to problems. Yeah, I would bet my guy John Kates in the shop. John, not Sean King. So, the next one's kind of interesting. I think we deal with it a lot, too. Um, it's about, you know, how do you find legal requirements to set up and operate a new business? I even get a lot of questions on this and it's really hard for us to even give advice because I mean I feel like everybody's paranoid to to to give any advice or Right. Well, because I don't do that for a living, right? And the problem is you got liabilities if I tell you exactly how to do that. Well, Sean said and then so Sean's gonna be like, then ask your attorney or ask your accountant, right? Uh but but for me, the setting of a new business, I've done it a bunch of times, but I've never done it by myself. I have an accountant. I highly recommend everybody has an attorney. They get an accountant. They get an insurance agent and a banker and they get to know them on firstname basis and you have their cell phone. That's your goal. And then you start a business, you call up, hey, I want to start this business. They take care of it for you. So, I have not done that myself, nor would I at this point in my life want to. Yeah, I think I formed a lot of them um by myself. There's no I mean, I've just I've just for over the and I have my CPA and stuff that we run, you know, we run everything through if it's going to be something like that. So he still kind of oversees a lot of it, but I I'm I I work I I'm crazy. I work so fast that sometimes I don't want to wait. So I go and I start doing it. But when people are asking questions, hey, you know, should I do an LLC? Should I do a C corp? Should I do all that? We have our opinions. But the problem is we don't know all the facts of their business and what they're trying to protect themselves from. Whether it, you know, whether it be maybe they've had issues in the past or maybe they got an ex-wife or maybe they got child support, maybe they got this and uh maybe they got, you know, there's different things that everybody is afraid of and and different things that people are coming after them for as a business owner, right? Yeah. So, I I can tell them though. Um I'm glad they asked that. Um I didn't

Know, you know, fwa.ai, I if you go in there and put in what state you're in, um, and you go in there and sort of form a business, it will it'll guide you on how to set up your business license and where to go and who to talk to in your state. So, um, that's something to look at. FWA.ai. Um, it'll give you some more information at least on where to go and where to start. But like Sean said, start with your if you have an accountant, if you have an attorney, you don't have one, maybe you should find one. Yeah. Yeah. All those fails, you call Sean. And um right not not the best advice. This this next one's this next one for you because I know you busted a few sprinkler lanes. Oh no. Uh sprinkler lines. So So systems or private lines not responsible for contract. Okay. I do have a suggestion for you on this is what we do. Um and um make sure I get this wording right because I have messed this up. I did get a little bit. Let me let me start by saying what they asked. What what do you do about sprinkler system lines or private lines not responsible per contract fixed at the owner's cost? What are we doing that? So, we've been we have fought this probably like everybody else for since inception of being in a fence business, which a long freaking time. And I can put it in bold print on the contract and say we are not liable for private lines because I don't know where they are. If you tell me where they are and then I hit it, sure, fine. But because I'm a fence geek doesn't mean I'm a fence god and can find out exactly where those lines are. So, we have to educate our homeowners. But it's very tiring and I get it. Like uh almost worthless. Like you you do all this to tell your home we're not liable. Then when you hit it, they're gonna be like, "Oh, I didn't know that was a private line." You should have known. And then they go to social media to blad badmouth you and then you just fix it, right? All right. Here's what we did. It's worked very very well. And I'll tell you what we started with and we had to fix it. We called we we we started suggesting private line insurance to all of our clients. So every every client we built we here's the price of the fence and then oh by the way if you would like to purchase private line insurance it's whatever. Let's say it was $10 a hole. They got to buy all the holes. And if they do, if we hit a private line, that's on us. Whether they know where it is or not, period. Sewer, water, sprinkler lines, whatever. If they buy it, it's on us. The thing about it is, uh, well, first, let me say this. We got in some trouble calling it private line insurance because this is through us. Okay? This is not an insurance company. Well, because we're not an insurance company. Technically, we can't sell insurance. So, we got we fixed it. It's called private line protection. Yep. Okay, change your terminology. Private line protection. And here's here's what what's interesting, Brian, is now you're having a conversation with a consumer and asking them, "Would you like to purchase private line protection?" No. Okay. I need your initial here that you have declined private line insurance. It's kind of like when you go rent a car and the rental guy behind the counter says, "Would you like to purchase our insurance?" "No, I'm covered on my insurance." If you get into a car wreck, are you going to go back to Herz and say, "Wait a minute. I thought I was covered." No, you signed here and declined it. So, by having them decline the protection, we're not trying to sell the protection. Brian, I don't really want to sell it. What I want to do is make sure they decline it. So, when we hit something, we're like, well, man, remember we talked about it. We gave you the option to protect yourself. You said you want to take full responsibility. Here's denied it. So, this is on you. And that has solved the miscommunication, right? The expectations. Now, we do have people that buy it and now we take all of that money, we put it into a kitty, and then for the people that uh buy it and we hit something, we have a kitty of money to pay it out of. So far, we're in the positive for the years we've been doing this, the money that we get paid for private line protection has been more than the money we have spent to fix the private lines. So we have not only fixed

The expectations and the problems of our consumers, we have also made money on fixing the lines service now, right? So there you go. Solution. Well, that's better than my plan. When I do, I just say call Sean. But um so we we have the same we have the same issues like every fence company. We I mean it's just this and it's always a battle. It doesn't matter if you say it three, four, five times with this. Uh, we don't do as much residential anymore, but it was a lot more on the residential side. The commercial people just accept it. They'll have their landscapers fix it or whatever, but residential people, they're just livid. I mean, they are just angry when you bust that sprinkler line like you did it on purpose. Even though you tell them up front, hey, here's the deal. I'm going to put the fence here. I I see your sprinkler heads. I'm letting you know I'm going to hit them. And there's no way for me to know. Or if you ask, would you like my would you like me to make the fence crooked to go around the line for you? because I can do that. No, I want to be straight. Oh, do do you do you want the post in the ground through the pro through the P line? I just want to ask for a friend. Why you're being a smart? No, I'm just You told me here to there like Yeah. So on residential, we haven't even thought of doing that. That is we we we don't do much, but I think that's what we're going to try to do on some of that. But uh on commercial, we're we're pretty um we're pretty strict on it. We put it in the contract, we tell them. We have a conversation, we market, we say, "Hey, here's the deal. We're starting tomorrow. Go out and take a look at the lines. If you have anything, um, you know, where we're going to be digging, you have anything in the way, uh, you know, we're let us know. Otherwise, we're going to be starting. Give us a thumbs up through email." Um, and they, you know, a lot of times, no, you're good to go. Okay. If we hit it, they, you know, they they they pretty much cover it. Good. Great. But hey, good show. Um, it was exciting. I'm glad you uh you made it on the show. Uh, you can go get some rest. No. Go out there glue in the trailer for Eddie. Get that [ __ ] all the way in there. Go back and load up the chain link. No. No. You guys can rest. Sean Kings will be packing his ass up tonight and leaving it early in the morning. Oh man. Oh. Eddie. I think I might have a cold chicken sandwich in the truck maybe from I don't know why. I was thinking it's next weekend, man. I can't believe it's this late already. I gotta get on it, man. Next thing you know, the show's going to be here. U looking forward to it. Looking forward to getting back. We got the new A400 installed today. I've been so busy that I haven't even I mean I saw it out the window when I came in the run up here. It's out there. So the we have the Dragon A400 for the Instigates next week. Hopefully we will be manufacturing them with that machine rather than by hand. My team's been by hand. Moving on. It's gonna be cool. Gonna be cool. All right. Uh I'm sure we'll see some pictures of you over at East Coast Fence Rivalry. Wish I could make it. Wish I could make it. I do, man. It's one of my one of my favorite things I ever went and did. So, um, awesome. We will talk to you later. Thanks for coming on, man. Next week, we'll see you next week. See you guys.