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“We totally made this market with the help of gusto in our early days.”

“We're the first one charging a SaaS-based fee for a four one K benefit in the country.”

“When you take that into account and you attach a four one K or an integrated four one K solution to the payroll product, it cuts it in half. Right. So their LTV doubles, which is fantastic for them.”

“Like the first 10 Lyft drivers were TaskRabbits because John at the time didn't know how to do background checks and like we wrote background checks. For TaskRabbits, right?”

“Our technical moat led to our pricing moat. You couldn't compete with guideline on pricing still. It's very difficult to compete with us on pricing because we don't have to pay all these middlemen.”

“It's like, 65, 70% of people don't understand they're paying asset-based fees in their for one K. No idea.”

“It's not that way anymore. And I think guideline had a lot to do with that. But that industry average has come way down. It's now maybe like 80 basis points, 90 basis points or something like that, just fee compression over time.”

“And you look at ADP and paychecks and like, they weren't selling 10,000 plans in a year.”

“We're 400 people at guideline, but we service almost 60,000 small businesses at this point.”

“So we managed almost seventeen billion dollars in assets now.”

“So if you have one or more employees in California, you now have to meet this mandate, which is just a huge, that's 200,000 small businesses across Gusto and Intuit alone.”

“That was fine too, but 92% of all of our participants take our recommendation.”

“So in the end, the asset base fee for task rabbit early on was 1.67% or 167 basis points.”

“Like take it to an individual and show them how much money they're losing over the next 20 years just by paying those fees. And it's a large sum of money. Some of it is 400 to 600,000 dollars. The difference between 1.6% and eight basis points. It's a ton of m…”

“92% of all of our customers are on an integrated platform”

“I think the stat is 76% of all investors in the United States first learn to invest in their for one K”

“All inbound at that point, we didn't have outbound until maybe a year and a half ago, and we're almost 10 years old.”

“And they can be start to finish. It was eight minutes. And that was just like unheard of in, in the four one K lens.”

“We definitely lost some early plans in the first 100. I would say we probably lost five, 10 plans.”

“Roughly 50%, depending on how you measure it, is bought on our website, and then 50% goes through the sales process.”

“There's 16 different states that has a required benefit, required benefits. So you have to have some level of retirement benefit.”

“Most people, less than two percent actually contribute to an IRA annually from all the taxpayers in the United States.”

“Healthcare is the second leading cause of unsuccessful retirement in the country.”

“And for one K is one of those sleepy industries that you don't realize, but it's the second most requested benefit next to healthcare.”

“Actually, I didn't send from Felicis, who's one of our series B, he passed on my seed. And this is the feedback. So you guys, like when you pass and you do give the feedback, it's really important. So I didn't was like, you're biting off too much. You need to …”

“It was a 36%. I remember this number because I was like, So flabbergasted when I found out about it, 36% participation rate, and it happened to be pretty much director and above, right? The younger folks weren't using it in any way.”