February 8, 2023

Disability Insurance for Physicians: Billy Gwaltney

A young physician’s most important asset isn’t an investment or real estate portfolio. It’s the ability to earn a good income, performing that specific specialty. Potentially eight figures or more, this asset needs insurance but insurance that truly protects your income and safeguards your quality of life isn’t easy to find.

Welcome to the Author Hour Podcast. I’m your host Hussein Al-Baiaty, and I’m joined by author Billy Gwaltney, who is here to talk to me about his new book called Disability Insurance for Physicians: A No-Nonsense Guide to Protect Your Most Important Asset. Let’s flip through it.

Hello everyone, and welcome back to the Author Hour show. I’m here with my friend, Billy who just launched his amazing book called Disability Insurance for Physicians, but man, as I was reading it, I was like, “Oh, I might need to get some insurance for my hands as an artist.” So I’m really excited to have Billy here with me today; thank you for your time man, I really appreciate it.

Billy Gwaltney: Yeah, thank you, thanks for having me.

Hussein Al-Baiaty: Yeah, Billy. So I’m really excited because, you know, on this show, I love sharing with people who our authors are, and I like to get them to go back in time a little bit and share about their personal background, perhaps where you grew up, maybe a person or two that influenced you in your life that helped you kind of get on this path that you’re on today.

I’d love to not only hear about it but, of course, share it with our audience. Can you go back in time with me a little bit?

Billy Gwaltney: Yeah, absolutely. Absolutely, I’d be glad to, thanks for asking and it is an honor to be here. So I came into the insurance business back in the early 90s when I was still in college. I wanted to be an entrepreneur, I wanted to be in control of my own destiny, I wasn’t really sure what I was signing up for at the time, and that was okay.

There were two people, you know, I was raised in the south but have traveled a good bit and currently live in North Carolina, I have worked with clients all over the country and actually all over the world because our clients move everywhere, which I love but what happened when I was in college and then started working in the insurance business is I met someone who was my manager at the time who ended up becoming my best friend and was in my wedding and kind of somebody that I’ve kept in touch with even to this point.

So I’ve known him for over 30 years and he was just kind of a rock to a certain degree because there was a lot of learning and a steep learning curve when it comes to finding your way in the insurance business, I was doing financial planning and investing and those kinds of things and I was kind of a jack of all trades, a master of none and he was really instrumental in helping me stay the course and with the belief that I would ultimately find my lane.

There are people that come along that for some reason, seem to believe in us more than we believe in ourselves, so we can borrow their confidence when we don’t have any and lean on that and I was able to do that and I’m grateful for that. His name is Bruce. There’s another gentleman who kind of is almost like Bruce handed off the baton to a gentleman named Brian Maser, who came into my life about 2009, somewhere at that point.

So my journey is not all been kind of a smooth road, it’s been kind of a starting point and I’m in a really good place. At this point, as far as I’m excited about where we’ve been and where we’re headed, the road that I’m on, but it’s been a windy road and so I was a jack of all trades and a master of none, I eventually got out of the insurance and investment business for a year or two to go into real estate and was really bad at that.

And so it was back in near the ‘08 crisis and those kinds of things and so we had a financial crisis and had to start over and so I came back into the insurance business after a brief hiatus when I really never intended to come back. I was done, and I came back to just find a way to pay some bills, that’s what I needed to do, and I mentioned this in the book as I started kind of finding just a way to pay some bills, I met a guy who needed up becoming my mentor who focused on disability insurance.

His focus was, you know, just being really good at one thing, okay? And kind of saying “Hey, instead of trying to master a lot of different things, what if you decided, “I’m going to be a specialist in one thing and I’m going to own that” not for any glory or anything but just to be really good at one thing” and there was something that really… that ignited something in me that had been dormant up until that point or at least from my recollection.

Brian invested in me in a way that again, he was like, “Hey, if I can do this, you can do it.” So it’s one of those kind of things like hey, if you stay the course, if you’re persistent, if you do a few simple things really well, then the sky is the limit, okay? And so there are so many metaphors to that or analogies to sports and other things like it’s down to the blocking and tackling, it’s down to the fundamentals.

If you can do these basic things like better than anybody or better than you ever thought you could but just continuing to hone those skills and get good at that, then you’ll be surprised where the market will make room for you because in our society, in our economy, there’s room for experts. If you’re really good at something, then the market will see to it that you’re rewarded for that and word gets around so Brian was really, instrumental in getting me to that point. I started my own company around 2009, right in that area where the focus on disability insurance and that’s kind of you know, it’s been kind of off and running since that point.

Hussein Al-Baiaty: Yeah, I love that so much. You know, it’s beautiful when we meet those individuals or we grew up around them or anything like that. To me, it’s always interesting how those development years, you know, whether they’re younger, like, right, ages like three to eight or 10 or you know, middle teenage or even a little bit into college, those years are so fundamental.

For me, I met, like you, so many sorts of mentors, teachers, thoughtful people that got me thinking in the directions that are very similar in your case, where it’s like, “Yeah, just get better at one thing at a time” you know? Like, you could have everything but one at a time.

Billy Gwaltney: Even as I talk about the mentors, I’ve got really good parents. My parents, they’ve loved on me and paid for my college and did a lot of things that I’m grateful for but they didn’t have that kind of expertise, so they did what they, you know, they got me to the next level, right? And it’s like, you know, the good Lord has seen fit that other people, that I never really knew beforehand would come along and see something in me that I didn’t see in myself at the time.

It’s really cool and I think about that but the way you asked that and even talking about it now, I’m getting kind of nostalgic. I’m not overly sentimental but I love those men for what they’ve done.

Hussein Al-Baiaty: The reason I asked that question is because, you know, ultimately, this is a thread that connects all of us, no matter what we’re pursuing or building or creating in this beautiful world. We have actually been touched somehow, shape, or form by someone or something. You know, earlier, I had an amazing author that I was talking with and you know, it was their passing dog that completely transformed their life and seriously, right?

To each person their own but that’s how we are connected to our world and our environment. I have no doubt in my mind that someone will feel the same way about a tree or, you know what I mean? That’s the beauty of it is that there are these mentors, these things that make us realize our greater potential and I love that you shared that because ultimately, that’s where our connectedness is and as soon as we tap into that, then we’re able to kind of break your book open a little bit and get into the meat of things, which I’m excited to kind of share a little bit.

But can you tell our audience that you know, who aren’t necessarily familiar with your specific occupation, what is own occupation disability coverage and how different from other types of disability coverage and you know, why you found yourself there specifically?

What Is Disability Coverage?

Billy Gwaltney: Absolutely, yeah. Good question. The type of disability insurance I broker is my audience are young physicians who have invested a lot of time, money, you know, sweat equity, financial equity into becoming really good at a particular skill or expertise and so sometimes, it’s like trying to be the best ever at one thing.

Now, obviously, you know, certain physicians are generalists in what they do. Others are more specialized but even just in medicine in general, they’re investing a lot in becoming really knowledgeable and experienced and qualified to care for people who really need their expertise and their attention.

What the type of insurance I broker, own occupation disability coverage is a way for people to have financial security, if and when they ever realize that an illness or injury is going to keep them from earning an income because they can no longer do their specialty and so the book is a comprehensive guide to protecting what ultimately is a physician’s most important asset, which it will never be their retirement account.

It will never be a real estate holdings or those kind of things, it’s going to be their ability to get out of bed and earn a good income because they’re really good at a particular thing or a particular specialty. What I do is help them ensure that if they need help, if they cannot do their specialty, if they can’t get out of bed and go to work because of a back issue or there are so many different situations that can cause someone to not be able to work, this coverage is going to kick in and compensate them and help them be able to pay their bills.

Stay in the home they want to live in hopefully, maybe still send their kids to the college or their school, private school they want to send them to, still accomplish some of the dreams that they set out to accomplish had everything going well and so own occupation disability search, when you really drill it down is helping someone who has a really good plan A, which is to be really good at their skill, that if that plan A doesn’t work out, it’s the best plan B on the planet.

It’s the best way to make sure that you’re still going to have a good shot at achieving the goals that you want to achieve maybe just through a different route when that first route no longer is an option.

Hussein Al-Baiaty: And again, this is why I like your book too, man, because you make this stuff very digestible. It’s very easy to read and pick up the information. So yeah, I felt like you’re just… I mean, I’m not a physician but it spoke to me because I think at this point, if you’re in a “career” and you use your hands in any way shape or form in my mind and legs, body, right? Like that’s very important. Hell, even our minds, you know what I mean?

Billy Gwaltney: Your eyesight, your cognitive ability.

Hussein Al-Baiaty: Yeah, exactly.

Billy Gwaltney: Like the majority of claims are illnesses, not injury. So a lot of people think, “Hey, I’m getting this coverage in case I get you know, run over by a car or in a car accident” or whatever and those things happen. They certainly happen but over 90% of claims are illnesses like musculoskeletal, which are like back issues. You have a herniated disk in your back and you can’t get out of bed.

Well, at some point, that’s going to impact your income. If your employer expects you to show up, it doesn’t matter how brilliant you are. Maybe you can do it remotely for a little while but if they’re expecting that doctor to stand over a patient and operate or be in clinic or whatever, at some point, it’s going to impact their income and so this coverage allows them to be compensated if that happens.

Even if it’s like you say, well, you hurt your back. Well, think of, if you’re in constant pain, how well can you concentrate on what you’re doing? Like if you’re in pain right now, how engaged are you in this conversation? I mean, it’s just going to be difficult to do and if you can do it, it’s going to exhaust you at a certain point and so this coverage is designed to make sure that those gaps are covered if they ever occur.

Hussein Al-Baiaty: Let’s say for example, taking a few months off, whatever, six months off to kind of regenerate your arms or legs, depending again what posture you’re holding, you know, I can just see it. I can imagine how exhausting just being a physician is, especially during surgeries. Those things are hours and hours long sometimes, and they probably perform God knows how many hours a week.

Billy Gwaltney: And it’s got to go really well.

Hussein Al-Baiaty: Yeah, exactly.

Billy Gwaltney: Like, they’ve got to be dialed in, right? I mean, it’s not like, “Oh, if you get it 50% right, that’s okay.” I mean, there’s a lot riding on that event and that focus and what’s happening.

Hussein Al-Baiaty: They’re right up there with pilots, right?

Billy Gwaltney: That’s right. There’s a lot of pressure.

Hussein Al-Baiaty: The level of cognition and lots of pressure.

Billy Gwaltney: There’s a lot of pressure. You said, “How does this differ from other kinds of insurance?” There are only a few contracts, there are only a few insurance companies that offer the kind of coverage we’re talking about where, if you hurt your back and can’t go to work, even though you’re still smart and could potentially do something remotely if your employer expects you to show up physically, then you’re considered disabled.

There are only a handful of contracts that provide the comprehensiveness of the definitions that we’re talking about. Now, as an independent broker, there’s nothing special about me being an independent broker, right? An independent broker has access to probably 75 or so insurance companies, okay? Right now as of today, there are only four that offer this kind of coverage.

So it’s so easy to think for someone, who is not getting good information to think that they’ve taken care of this in their contract, what they don’t know is that, if they do become disabled, there’s a high probability they won’t get paid, okay? It’s so easy to get this wrong and this is where the passion in me comes out, where it’s not just, “Okay, you can’t just check a box to check a box.” It’s got to have the right language.

So the other kinds of insurance, I help clients with life insurance too when they need help because it’s so closely related but there’s never a debate on when a life insurance claim is going to be paid, okay? Either you’re breathing or you’re not. People are standing around going, “I wonder if we should pay this claim? Are they alive or not?” I mean, people tend to know and same is true with health insurance.

If you go to the doctor, something’s going to get covered, you’ve got dental insurance, you go get a cleaning or a cavity filled and then you’re going to get paid something. With disability insurance, there can be a lot of debate on what does it mean for an oncologist to be disabled or a pediatrician or a surgeon or a family doctor or whatever.

There can be a lot of debate and the threshold for meeting the definitions of disability and the threshold for being considered partially disabled and a recovery benefit, there’s so many nuances to this coverage, it’s very detailed. I always say, “The devil is in the details” and so you can have coverage even with one of these top four insurance companies and not get the right definitions on it and so I spend a lot of time.

I have physicians that come to me and go “Hey, I’ve got coverage, I’m not sure it’s the right thing, can you help me?” and we review it. I’ve just stopped being shocked at seeing things where I’m going, there will be two or three different writers that are not included that are absolute must-haves and I can’t explain why that is.

I’m not in the room when people are having these conversations, what other brokers do or whatever but what I do is that, so many people having been in the insurance and financial services businesses for over 30 years. That very few people in my field even want to do disability insurance.

I mean, because it’s complicated, it’s weird, it’s odd and the devil is in the details. It’s just complicated enough to cause people to not want to deal with it and that’s not only true from the consumer standpoint, it’s also true from the insurance broker or agent standpoint. So anyway, sorry, I could talk for a while about that, I just get kind of going.

Hussein Al-Baiaty: No, no, this is great because here’s the thing, you know, this is actually the extent of the wisdom that you have and how much of that that you poured into the book in such a precise way, to help those individuals sort of make those decisions and of course, get with the right experts to help them through because I’ll be honest with you man, I mean, like my car insurance is complicated.

I can’t even… right? It’s one of those things that most people, it’s like the IRS or taxes, it’s stuff where just like, “Can I just do what I love doing? Can somebody else just deal with this?” but here’s the thing, that someone else can be someone who can help you, guide you, stick along you, stick along your side, right? Your coach, your mentor, and of course, people like your financial advisors.

People like your insurance brokers of course, all that good stuff are people that we want to lean on and trust, and when you have such a wealth and breadth of knowledge and expertise in the field that is someone that I would want to work with just because I would trust that you know, when you analyze what I have going on and you say, “Oh man, you know, I see what you do and I see what this can afford you to do but I don’t see the match here.”

“Here’s something better,” probably cheaper, this, that, or the other. The person that comes up with solutions, right? You’re that person, right? Like, because we love those people in our lives and I think this is why your book is so necessary, especially for the people you’re trying to serve. So in your book, you mentioned the importance of having a good broker and when purchasing disability insurance, can you expand on what makes a good broker and how they can help readers make informed decisions?

What Makes a Good Broker?

Billy Gwaltney: Yeah, good question, good question. Your broker is important and ultimately, because the clients that I work with, the people that I am in the marketplace to serve are young physicians who are highly intelligent, often maybe the smartest person from an IQ or SAT score standpoint in most rooms they walk into.

So these are really sharp people that are usually smart enough to know that there’s a lot they don’t know, and disability insurance is complicated enough that trying to do it through googling your way or just talking to an 800 number or website is asking a lot and so ultimately, they want to talk to somebody that knows what they’re doing.

There are different levels of insurance brokers or agents, some are more generalists, some are financial advisors that use the disability insurance approach or sale as a way to kind of grab somebody as a client and help them with other things that they’re really more interested in, like life insurance or retirement planning or whatever and those can be okay.

But what a lot of my clients don’t know is that I help other financial advisors design their disability policies for their clients. In other words, financial advisors will contact me and go, “Hey Billy, I’ve got somebody that needs some disability insurance, can you help me figure this out?” because they don’t know and they’re not paying attention to one company – I don’t want to name any companies here but there was one company that was a French player in the disability marketplace, they’re getting out of the market as of May 1. They just announced that like two days ago. So many of my colleagues have no idea that that’s happened, and so that would obviously impact if I’m a buyer, if I’m a consumer, I would want to know that.

That’s important information to know and so this is just complicated enough to where a specialist is needed. I’m going to use an analogy that I think you’ll appreciate and I know my clients tend to appreciate. If I need knee surgery, okay? Then, the question becomes, I’m not going to go to my family doctor, okay? Because they don’t even operate.

They’re a true generalist. I also really probably don’t want to go to a general surgeon. Now, general surgeons are really good but they operate on a lot of things like gallbladders and other things and then you have, in the orthopedic surgeon world, you have these knee specialists, where all they do is operate on knees, okay? That’s it, okay?

You don’t come to them when you have COVID, you don’t come to them when you have the flu, you don’t come to them… they don’t do anything else. They do this one thing, knees, all day, every day. Well, when I’m getting knee surgery, that’s who I want. I want the knee surgeon. I don’t want to go to the general surgeon, who I’m sure could figure it out.

They’re certainly smart enough to research it and get it but ultimately, they’re going to kind of be figuring it out on the fly. I don’t want them figuring it out on my knee, I really don’t. I want the person that’s done 10,000 knees to do my knee so that it’s just another knee, and there’s no better way to do it.

They’re the best on the planet at it, they’re the guru on it, right? They know it and so that’s what ultimately what disability insurance is, is that it’s just complicated enough that if you want to make sure that you’re checking the box correctly, you would really want to go to a knee person. You want to go to a specialist that what they do all day every day is this and that’s it.

Now, I mentioned I helped clients with life insurance but that’s when they bring it up, when they just say, “Hey, can you help me with this at the same time?” or down the road but my focus all day every day is disability insurance because it’s so easy to get it wrong and I want to make sure that based on where I am, it’s pretty easy for me to get it right.

I would think that’s who the marketplace tends to want with this kind of thing. I’m not saying that others can’t figure it out, so I recognize that can’t be everything to everybody. The point in the book is to kind of put some of those secrets out there and they’re really not secrets. It’s just that not a lot of people understand to the level that we’ve been dealing with or doing it and so I put that out there.

So now hey, take it to whoever you want to work with, find a specialist ideally because you got a lot riding on making sure that this is right. So the time to find out that it’s not right, if you’re not careful, that can’t be once the claim is filed, right? Because it’s too late to do anything about it and so there are a lot of people that may think they have good coverage or they think they’ve checked that box and they’re not going to know until they ever file a claim.

And then they’re going to find out that “Uh-oh, that would have been something nice to know a week earlier.” I’m passionate about getting it out to the market. Here is your way to know so that whether I help you or somebody else does, just make sure you get it right.

Hussein Al-Baiaty: I love that so much man because you are very transparent in that you care genuinely about the wellbeing of the individuals you work within that, look, man, life is life and things come up and having something to just kind of help you out during those times is crucial to think about it holistically is obviously very beneficial especially physicians. My God man, the way you describe them, my sister works in that world, my nephew’s in medical school. So like, you know it’s already off to a, you know, a tiring start for him, you know what I mean?

Billy Gwaltney: Yeah, sure, absolutely.

Hussein Al-Baiaty: He’s just headed in that direction of, “Look, you’re going to put a lot on the line here, your body included, to serve the world, the communities that you want to serve and help” and so it’s one of those professions that’s of course, not just mental but physical as well, very exhausting. So I’m grateful that you’re out there helping them in the ways that you are.

Billy Gwaltney: Well thank you, I appreciate that. I mean, physicians, they’re some of the absolutely hardest working people I’ve ever seen. I talk to them at 6:00 in the morning or 9:00 at night, and they are not sitting around watching Netflix. They are wide open, especially in training but even after that and there’s pressure.

You know, if things don’t go according to plan, everybody wants to blame the rich doctor but they don’t recognize, you know, they went into half a million dollars in debt for the privilege of becoming good at this and they’re training and they put their life on hold to get really good at it and here’s the other thing, we need more of them not less of them.

Just looking at it from a supply and demand standpoint, we need more doctors. I don’t work with attorneys and I’m fine with attorneys, I’ve got a good one but we could go a year or two without any attorneys graduating and probably be okay as a society. I think we could absorb that, right? We can’t handle that, and I don’t mean any offense to attorneys.

Hussein Al-Baiaty: In the medical field, no. The medical field is essential. Look at the pandemic, like we can’t go an hour without medical professionals, this world, like an hour is a lot, you know what I mean? And I think so many people, you know, my dad used to tell me this and we’ll bring it back to the book, the hero in my life who is my father and he used to say things like you know, “Hey man, your health is the crown that you wear and anytime you’re not healthy, you’re taking it off your head and so that’s the most important thing.”

Your mental health, your physical health, you know, it’s the thing that gets you there, you know, I’ll never forget that and here’s the other part, the people that can help you maintain that are professionals, you know? Whether it’s your professional in learning Tai Chi or yoga, right? Or your professional that you go to, to do your yearly checkup. You know, like, these are individuals that are working very hard and they need the work that you provide which is the other side of that.

So I love that man. I love that your book, again, brings us back to these full stories, just really informed way of thinking, kind of weave your input but also your stories and experiences, which is very profound. What was your favorite part of pulling this book together, and what did you learn from that journey?

Billy Gwaltney: I think it was exciting to me to get it all on paper, have some… the editor and people that I’ve joined up with in contract with to help me through the process and the journey, to have them, to actually be acknowledged that what I have to say is something really worthwhile. I don’t mean to make it sound like I didn’t think it mattered. If I bring up what I do at a cocktail party, the subject is going to change pretty quick, okay?

I don’t have one of those cool professions, you know? The insurance guy, right? And so there are a lot, you know, cooler things to talk about when you’re talking about just life in general but what’s really interesting to me is that these physicians, the clients I work with, the smartest people in many rooms they walk into, they really value this information and there are not many people that have it.

There are not many really independent brokers that really specialize in this and I wanted to get it out there to them in the quickest, easiest, simplest way where a really smart person could read it for a little bit and kind of feel good about the direction they’re going. I wanted to respect their time because I know they don’t have a lot of time. I try to be careful about making it long-winded.

You know, if I could have done it in three pages, I would have. I think it’s important though to tell some of the stories. One of my favorite stories was getting the client’s okay to talk about helping him navigate a claim. Interviewed him for a podcast series that’s coming out, and he was very open about how he had gone through this claims process, but things got lost in communication between him and the insurance company he was initially denied.

And he contacted me kind of in a panic and fairly upset, and when he told me, I was upset too because I’m like, “I don’t want clients not getting paid when they’re disabled.” So as I dug deeper into it, I said, “I think I might be able to help here if it’s okay with you” he authorized me to speak to the insurance company.

I got involved and come to find out, that the things he was telling me, it was almost like he had told me things that what got communicated to the insurance company was something probably about 30% of what he told me and so I said, “We’ve got to fix the communication, there’s just some things lost in translation here” and so he didn’t know what he didn’t know, right?

But people are not used to navigating claims. Even smart doctors that are dealing with these medical conditions, they’re not sure how to explain what they’re going through to someone who they’re not sure if they should trust or not. It’s a very scary time as well and so I was able to help him navigate that, he got approved and it was probably one of the best days.

I remembered when he called me and said, “Billy, I got the letter, they approved me” and he like, started crying on the phone. I mean, I was like, “Oh my gosh” I didn’t get paid for that and there was nothing… but it was something where I was like, “I’m going to make sure that when the crap hits the fan, you not only have somebody that cares about you when you’re buying it, not only when you need to update your address and all that kind of stuff.”

But there’s going to be a point where sending an email or locking into a portal is not going to be enough for you. You’re going to actually need to have somebody that knows what they’re doing and empathizes and kind of can take your side, who knows the lay of the land kind of guide you through that and that was just a real honor.

I knew things about this person that no one in his life knows and it was just an honor. So I shared that story in the book. I wasn’t sure I could, I was scared to death to bring it up even as the client because I was like, “He’s going to tell me, don’t you ever share this with anybody” but he was honored that I would even want to talk about it and so I would never have come across that.

I don’t think I would have given it a whole lot of extra thought had I not been writing a book and it’s not to say that I want to put it out there so I can show what I did. Of course, I want to put my best foot forward but at the same time, I just wanted to… whoever somebody gets, just make sure it’s somebody that’s going to pick up the phone if you really need it.

And that they’re still doing what you started doing with them when you started or someone on their team is still doing it because I’ve got a really good team too and they make me look better than I would ever look on my own and my clients love them and so that’s a really big part of this to just have somebody with you, which is where the expertise comes in.

Hussein Al-Baiaty: This is why I’m asking these questions, you know? The idea is behind great books, there are you know, amazing people who come to that knowledge and wisdom through the variety of stories and experiences, right? On top of layered, of course, science and proof and all these things that different authors bring to the table or spiritual experiences or whatever it may be.

For me, it’s what that person has gone through and then what they’re sharing and for me to just read through your book, again, this is adaptable. To me, I’m like, “Oh, I can see how this applies to my life” and I’m not even a physician. I can’t imagine how good it is for a physician who you’re actually speaking to, which is again, what makes your book really powerful.

Thank you for sharing your stories, your experiences with our audience today, and of course, myself. The book is called Disability Insurance for Physicians: A No-Nonsense Guide to Protecting Your Most Important Asset. Besides checking out the book, where can people find you, Billy?

Billy Gwaltney: Oh yeah, website is ownoccdisability.com. You can find me on LinkedIn. You can email me, [email protected] and happy to answer any questions. Thank you for the opportunity and it’s an honor to be with you, I really appreciate it.

Hussein Al-Baiaty: Yeah, no this is a great episode. Thank you for coming on the show, your time is super priceless to me. So thanks for everything today man, it’s a very indulgent conversation. I feel like I learned so much about something I knew nothing about, so that’s always fantastic.

Billy Gwaltney: Well thanks Hussein, yeah, it’s an honor. I appreciate it.

Hussein Al-Baiaty: Thanks a lot for sharing today, Billy.