What we talked about
Welcome back to The PreVetted Podcast, where we spotlight extraordinary people and remarkable talent reshaping our world.
Show notes
Alessandro Chesser joins the PreVetted Podcast for episode 21.
Full transcript
Federico Ramallo (00:02.022) Welcome to Prevetted Podcast, a blend of tech and leadership. Today’s guest is Alessandro Chesser. He’s a founder and CEO of Dynasty, a startup that makes it easy for anyone to set up a Nevada trust. Hi Alessandro, how are you doing today?
Alessandro (00:22.914) doing well. Thanks for having me on the show.
Federico Ramallo (00:25.736) Yeah, it’s a pleasure to have you.
I want to talk a little bit about how you founded a dynasty, what personal insight or market gap led you to create dynasty. Can you tell us a little bit more about what you’re doing?
Alessandro (00:51.276) yes so you know my last company i was i was the first sales hire for company called carter as a big startup company now couple thousand plays but i was a first sales hire and then i am ended up becoming vp of sales and i ran sales for that eight years over there taking the company from zero annual recurring revenue to
over three hundred billion angle recurring revenue and during that time you know i a made good money i got style on stock at the company and i got married and i had a couple kids and i decided that i did trust and i went down through the process with attorney to create trust and they said be a bunch of paperwork and
was like, there has to be a better way. There has to be. we, you know, that’s all we did at Cardo was we digitized legal documents. And so was like, here’s another legal document that needs to be digitized.
Federico Ramallo (02:05.096) Right, right, interesting. And what challenges did you face while building Dynasty?
Alessandro (02:16.642) Yeah, so usually investors now, because we’re venture capital funded, we’ve raised about $7 billion. And I think nowadays venture capital investors are not very big on consumer companies. They like B2B companies. It’s easier to get traction. Consumer businesses are very hard, very expensive. How do you get?
mass market consumers to use your product. And so I think for me, my background primarily was in the B2B space. Very good at going and closing the largest businesses and getting them to use my software. But on an individual standpoint, I had to learn a brand new skill set from scratch. And so to me, that’s been by far the biggest challenge.
Federico Ramallo (03:14.984) Right. And why Nevada? What are the benefits of building a trust in Nevada?
Alessandro (03:25.614) is the best laws in the country when it comes to asset protection and taxes so the billionaires have their money in nevada and everybody else should be able to do that as well but usually a Nevada trust iske is gonna cost twenty to forty thousand dollars to create plus is gonna cost you anywhere from five to ten thousand dollars a year just for annual trustee fees cuz you need that in order to benefit from a Nevada trust you need a Nevada trustee
that’s expensive so that’s what you know we decided that not only do you want to make this process simpler but we want to make a significantly more affordable and make it possible for you know the small business owner in oklahoma to use this product , right? We want to make Nevada trust services available to anyone.
And so that, know, the more we learned about Nevada Trust, the more we realized that this was exactly what needs to be democratized.
Federico Ramallo (04:28.019) Right.
Yeah, very interesting. I haven’t heard about Nevada Trust until I saw your product. So it’s very interesting. I think it’s a very interesting product.
Alessandro (04:44.546) yeah asset protection is like you know people get sued people go bankrupt people get divorced you know if anything like that happens to you if you have no trust or you have a regular trust you know it like you know for example if you’re california california trust all your money is at risk your assets are at risk california trust offers zero
asset protection. But when it comes to Nevada, it’s almost like having your assets in Switzerland. Like they cannot be accessed. Nevada law is very, very strong when it comes to lawsuits and creditors and divorce.
Federico Ramallo (05:22.881) wow.
Federico Ramallo (05:35.784) Right, interesting. And then once the Nevada trust is created, how do you transfer the assets to the trust?
Alessandro (05:50.839) Every asset is different. For example, if it’s your investment account, you go to your bank and you tell them, hey, I have a trust. I need to put my account in my trust. And they help you do that. Same thing with life insurance. Same thing with the founder stock, like startup shares. Then you just go to whoever’s handling your cap table, whoever manages your cap table, your law firm or your lawyer or whoever.
Federico Ramallo (06:03.945) Right.
Alessandro (06:21.372) you tell them you want to move your shares into your trust and they they can they can process that transfer for you as well if it’s real estate it that’s the only situation worth a little bit more complicated as we have to do with county recorders office but the abby just the home goes from your name to the trust
Federico Ramallo (06:41.118) Right, right. I’ve seen people that builds, know, LLCs to manage the real estate, right? So would it make sense to, would there have been any benefit of having an LLC and then transfer the ownership to a trust?
Alessandro (06:56.55) absolutely that’s right you do the best structure is you have a nevada trust that owns one asset which is a wyoming llc and then everything you want to put in the trust you put in the llc and then the llc’s owned by the trust and that that gives you asset protection and it gives you control cuz you even though you’re giving the trust away you’re not the trustee you can be the operating manager the llc so gives you full control of the assets
Federico Ramallo (07:26.952) Right, right. So what are the limitations of a trust? You mentioned one that it’s control, right? So when you put it in the trust, you have more limited control, right?
Alessandro (07:41.497) Yeah, control, depending on how you set it up, access as well. Control and access, that’s what it comes down to. It depends on what you set up, right? Because you can make it so that, know, there’s benefits like, you know, you can get significant tax benefits, right? So for founders, startup founders like me,
Are you aware of qualified small business stocks?
Federico Ramallo (08:14.9) No, I’m not.
Alessandro (08:16.878) QSQS means that anybody who has shares in a qualified small business which is like any technology company
any startup, any technology startup, as long as they meet certain criteria, you get up to $10 million in tax-free capital gains. Well, the successful startups, you know, the founder might be worth more than that, maybe $120 million, $30 million, $40 million. You can set up trusts and you can separate your ownership, and each trust will have its own $10 million tax exemption. So there are examples of people who sold their startup
Federico Ramallo (08:42.228) Alessandro (08:59.79) and cashed out $100 billion and paid zero taxes.
Federico Ramallo (09:06.422) interesting. Because the profit is not a taxable event because it’s within the trust.
Alessandro (09:18.028) It’s within the trust and is connected to qualified small business stock. Each trust is its own separate entity. Each trust has its own QSPS, qualified small business stock, tax exemption.
Federico Ramallo (09:31.318) interesting.
Federico Ramallo (09:36.284) I didn’t know that. That’s very interesting. So if you’re planning to sell your company, should do an exit. You should put your stocks in a trust, basically. Well, in your trust, in your company’s trust.
Alessandro (09:51.95) That’s right.
Alessandro (09:56.493) Yeah, not a regular trust. It has to be a specific type of trust. So yeah.
Federico Ramallo (10:04.756) So, what…
What metrics are you using to track the success of dynasty? What are you trying to achieve?
Alessandro (10:24.47) Revenue, straight up revenue. That’s just the most important thing.
Alessandro (10:35.478) and you know we’ve got sorry that’s our north star but the things that go into that you know we look at how much website traffic we get how many people we get to to create account how many people we get to you know get to the payment page how many people we get to actually pay so it’s a funnel we have to look at it from that perspective but the overarching north star is
Federico Ramallo (10:35.528) Right.
Federico Ramallo (11:00.072) Right, right. So you have a single fee and the recurring fees for managing the trust.
Alessandro (11:09.108) It depends which type of trust you set up, but we can do the Nevada Trust. We don’t do any trust creation fee. We’ll create the trust for free. We just charge, in order to be, to benefit from a Nevada Trust, you need a Nevada Trustee. If you don’t live in Nevada, you need somebody living in Nevada who’s your Trustee. That’s how you get asset protection. That’s how you get access to better tax rules in Nevada.
And so we do that starting at $500 per year.
Federico Ramallo (11:44.487) interesting. That is a very low cost for finding a trustee.
Alessandro (11:49.166) That’s right. That’s right. That’s our business.
Federico Ramallo (11:51.412) So you’re working towards building recurring revenue basically.
Alessandro (11:57.423) 100 % That’s the problem with most companies in our space is they are more focused on trust creation, one time revenue and we don’t think that is a good business model.
Federico Ramallo (11:59.092) Amazing. Yeah.
Federico Ramallo (12:13.204) Yeah, I mean, it doesn’t work long term.
Alessandro (12:17.538) Yep, that’s right. It’s not as interesting from a venture capital standpoint.
Federico Ramallo (12:24.756) Right. So with recurrent revenue, you were able to go to VCs,
What stage are you on the VC path? Have you raised money already?
Alessandro (12:41.863) Yeah, we’ve raised over seven million dollars.
Federico Ramallo (12:45.39) wow, congratulations!
Alessandro (12:48.323) Thank you.
Federico Ramallo (12:49.876) Yeah, I went to a VC summit two weeks ago here in San Francisco and there were a lot of very promising startups, but there were a lot of rejections.
Alessandro (13:12.076) Yeah, yeah, it’s hard venture capital is not it’s not a It’s not easy to raise money. You gotta have a good story. I have good traction
Federico Ramallo (13:23.241) Right.
Awesome. So I wanted to talk a little bit about your experience at Carta. I know a few people from Carta. I know Javier Lopez. He did a few talks on…
Federico Ramallo (13:46.216) Plateau and Libdev and other engineering conferences in the last few years I saw him there.
Alessandro (13:56.13) I don’t know who’s that.
Federico Ramallo (13:59.784) He’s currently the VP of Engineering at CART.
Alessandro (14:02.688) okay nice yeah i left a few years ago so i didn’t right never met him
Federico Ramallo (14:09.73) okay, okay, okay, yeah. And he had good talks, right? So that’s how I know of him. Yeah. So you mentioned that you were the first salesperson and then that you scaled the team to 200 people on the sales team, right? That’s very impressive.
What were your biggest challenges scaling that team?
Alessandro (14:47.736) you know hiring is
you you never do can you can spend enough time with people you never gonna know if they’re actually gonna work out or not as i think a motion you know in the beginning we tried to be very calculated with the people that we hired still you know of small you know anywhere from twenty five to fifty percent of people just like don’t end up working out. especially in the beginning you need to be
Federico Ramallo (15:19.198) Right.
Alessandro (15:22.424) decisive you can’t just have people in that are not moving the needle. you have to everybody has to move the needle there’s so i think like we it was very important for us to learn that it’s better to make decisions fast. when you’re hiring people and when you’re deciding who to let go you know hire fast fire fast, very important. cuz your company depends on it like your company may not exist if you don’t do that
uh… and but i think that’s a very important lesson and then, you know number two: people management is a lot of work and uh… you know i think the most important thing you can do is hire really good people below you that manage the people below them. like you. pick you know your your you know managing a lot of individual contributors is very hard
Federico Ramallo (16:03.188) Yes.
Alessandro (16:21.782) Managing like 20 plus is a lot of work. Everybody wants time. Everybody wants you to be like their therapist. feels like it’s a lot of work. And so the most important thing you can do is hire really good lieutenants that can take that work off your plate. And so it’s just hiring really good
really a really is kind of the same thing you hire fast fire fast like uh… but you need to make sure that the people that you have a very strong and you’re not going to know that from interviewing them you’re not going to know you’re gonna know after you’ve worked with them from you know in the beginning like the first ninety days like you have a pretty good sense of whether or not they’re going to be uh… somebody it’s going to move the deal for you or for going to be somebody that’s going to need a lot of time and resources right
you know right away and i think that that first night is so important and to me that’s the most important thing is you as you’re scaling a team is like don’t spend too much time hiring kids space you’re not gonna how they’re gonna perform until they actually work and then once you’re actually working for you don’t spend too much time trying to determine trying to help them if like if you can’t
If they’re not a good fit after 90 days, usually they’re not going to be a good fit ever.
Federico Ramallo (17:46.9) Yeah, the hiring is hard. Yeah. And I hired mostly software engineers, but lately I’ve been hiring salespeople, SDRs, account executives, and screening. It’s a different set of skills that I need to screen those roles, right?
I can take a lot of the lessons learned from the other roles, but mostly it’s a completely different game. And I had good hires and bad hires. It’s difficult. It is very difficult to detect the good hires. And eventually what I learned is just how close can I
how close can I make the screening as working with that person because that way I can learn a lot about that person, right? Like that candidate. So yeah, and I’ve seen a lot of candidates that are really good on paper, but then when you start working with them, it’s like, no.
Alessandro (19:08.706) Yep, that’s right.
Federico Ramallo (19:09.044) Yeah. And then, you know, sometimes I miss the, know, they seem to be good, but then they start working and they’re not delivering the results. So, you know, as you mentioned, firing quickly when you see that, being able to make the decision quickly saves you a lot of headaches further down the road.
Federico Ramallo (19:38.398) Yeah. And the other thing I used to track with those teams is activities for the SDRs meeting books. Because if there are activities, then the meetings are going to happen eventually. So I can be a little bit more flexible on that area, but because there’s the closer you get to further down the pipeline,
the less it depends on the SDR. But eventually I started to measure which SDR would help us close more deals, even though it doesn’t depend on them. But at the end of the day, I could see a discrepancy on the numbers. So I was saying, this SDR is bringing higher quality deals than others. I don’t know why, but that’s case.
Alessandro (20:19.864) Yep.
Alessandro (20:36.034) Yep, Yeah, and end of the day, sales is great because it’s very easily measured.
Federico Ramallo (20:43.944) Right.
Federico Ramallo (20:47.412) Yeah, I mean, eventually it doesn’t matter what happens inside, but we have specific outcomes and stages that we want to achieve,
Federico Ramallo (20:59.174) Interesting. And what lessons did learn from Carta were you able to implement on your new startup, on Dynasty?
Alessandro (21:12.142) Um, you know, so hiring is one. you know, another one would be.
you know don’t don’t spend too much time building a product until you prove that you can get customers for it. I think that’s the most important one. You know you can spend a lot of time building a product and then take it to market and nobody will buy it and you wasted all that time. It’s much better to take a product to market try and sell it and see if you can get people to pay money for it. If people pay money for it then you figure out how to build it and deliver it.
uh… that’s a good problem that uh… investors will invest in you if you have that problem if you have like a bunch of people paying money can be you’re not able to deliver they’ll pay you money to solve delivery deliveries easier sales is hard uh… and uh… and so yeah i think that’s the most important what sell it before you build it
Federico Ramallo (22:14.62) Interesting, And if you don’t mind me asking, how were you able to do that with Dynasty? How were you able to prove that there was traction before a product was built?
Alessandro (22:30.338) Well, we’re still working on it, right? And so we have these different trust structures and some of them we don’t have turned into software yet, right? And we can put up a landing page or we can put up a ability for people to pay for it and the ability for people to call in and ask questions about it. And if people start buying it, then we’ll automate it. But in the meantime, it’s manual. Do things that don’t scale, right? As you figure out how to deliver manually,
Federico Ramallo (22:55.229) Right.
Alessandro (22:58.467) And if you can create volume, then we’ll automate it. If we can’t create volume, there’s no point to build anything.
Federico Ramallo (23:05.972) I see what you’re saying. Yeah. I see what you’re saying. Yeah. I’m doing something similar with my product, but I’m failing on your advice. So I should take your advice. Because what we’re doing is we’re doing recruiting and staffing. And I’m building a…
process to automate that process with AI interviewers. So we were able to do it pretty well with a people process. So the recruiter team, everybody’s involved, but we spent 250 hours for every candidate that we present. So I want to automate that. So I’m building a platform to do that.
but I haven’t been able to prove traction on the platform yet. So I’ll follow your advice.
Alessandro (24:10.286) Traction first.
Federico Ramallo (24:13.16) Yes. So you mentioned already on your website that you’re using AI to build the trust, right?
Alessandro (24:27.848) no we use a i to create efficiencies under trust administration when it comes to bill no we don’t use it to build trust we use it to help answer questions for people that have questions that we use it to help automate the administration
Federico Ramallo (24:35.7) Federico Ramallo (24:49.674) I see, to automate the workflows of the trustee, the task the trustee has to do. Yeah, that way it allows you to scale the trustee and make it more efficient.
Alessandro (24:53.998) That’s right. That’s right. That’s right.
Alessandro (25:04.514) Yep, that’s right.
Federico Ramallo (25:07.092) Interesting. And what do you think the AI is going to impact in the industry? It’s been growing and growing at a very fast pace.
Alessandro (25:29.196) Yeah, think that, you know, it’s going to disrupt everything. It’s going to, you know, every day more and more jobs are going to be automated and companies are going to get more efficient and smaller and smaller. And if you’re not thinking about it, like you’re at risk. you know, it’s not a bubble, it’s real. That’s how I feel personally.
Federico Ramallo (25:57.374) Right. I was at a meetup at GitHub with Y Combinator, head of AI from Google, big, big players. And basically, they established that the Google Ads model is going to die because people will prefer to use a prompt rather than a search.
Alessandro (26:24.632) Yep, that’s right.
Federico Ramallo (26:26.504) And that disrupts that business model, but opens up so many other opportunities. So yeah. And again, some people talk about, that’s going to die. But Google is adapting. So it’s not like Google is going to die or the whole Google Ads is going to die. They’re just going to provide a new way to do ads different than before.
Alessandro (26:33.475) Yep.
Alessandro (26:52.258) Yep. That’s right, they gotta get more people using their AI though. I guess a lot of people already are, because they’re slowly converting search to AI is what feels like.
Federico Ramallo (26:53.534) Yeah, so.
Federico Ramallo (27:04.082) Yeah, I I heard people talking about how can I show up on the prompt of open a HHPT or whatever, because people are getting more and more leads from the LLMs now, right? When they check where the links come from, you know.
they’re 30, 40 % from from Chachi PT or similar.
Alessandro (27:39.587) Yep.
Federico Ramallo (27:41.352) So that’s going to be very interesting.
Yeah. So on one side we have that and then on the other side we have a lot of greenfield opportunities that were not possible before. And your product is one testament of that. Because it’s not that it was not possible to do that before. It was just time consuming and eventually expensive.
the using LLMs allows you to automate that process and make it more efficient, save people time, right? And reduce the cost for everybody.
Federico Ramallo (28:31.57) Yeah, that’s very interesting. So they, on that meetup, people were comparing it to the 2000s before the bubble burst, the dot-com bubble burst, because there were so many opportunities to explore, but we don’t know which one are going to eventually become something.
Alessandro (28:57.752) That’s right.
Federico Ramallo (29:01.512) Yeah, so that’s going to be very interesting to see how it develops.
Alessandro (29:01.646) That’s right.
Alessandro (29:11.052) Yep. Yeah, there’d be a lot of businesses that will lose for sure. The winners, the ones that win will win big.
It’s gonna be, yeah, there’s definitely gonna be a lot of businesses that don’t make it. I mean, the problem is, it’s interesting, the models are all open source, so everybody’s using the same tools, right? That’s the interesting thing. And so I don’t know what the difference is, is brand and go to market and user experience, right?
Alessandro (29:49.678) Time will tell how it plays out,
Federico Ramallo (29:53.608) Yes, yes. And then the other difference is that you can put a guardrails around the LLM. So it could be smarter-ish, but also to reduce the hallucination, to reduce the unpredictability. So having those in places is what I think a lot of…
it’s going to be the differentiation between one product and the other. Yeah. Because it used to be a deterministic process, right? And now it’s a, you know, an undeterministic process that adds a lot of unreliability, right? So how much can we trust on this process, right? Or this prompt, right? If I’m going to get different results all the time, right?
How can we test that to make sure that it’s accurate, that it’s the expected outcome?
Alessandro (31:02.146) Yep. Yep.
Federico Ramallo (31:03.284) So yeah, I’m dealing with some of that because I have eight years of interviews with candidates with the scoring and all that stuff. So I’m running the AI interviewers to analyze the videos and based on that, give us a score. I’m running blind tests. So I can run those and then compare it with the human evaluator, right? Do we get the same results?
very disparate results, what is going on there. So that’s what I’m working. Because as I was talking about is the unreliability, for me that’s my main concern. How much can I trust this process? And if it’s going to go haywire, I’d know.
Federico Ramallo (32:00.404) So, yeah, that’s very…
It’s very interesting, exciting, but also concerning.
Yeah. So.
If you have to give an advice that someone wants to get into a sales role, a younger self, if you like, what advice would you give them?
Alessandro (32:39.854) Don’t! Today…
I would tell them to go become an electrician.
Sales is becoming harder and harder. Voice agents are getting good, really good. We use voice agents, right? And people don’t want to be sold to. And so I think the most important thing is if you’re gonna do sales, pick a company that sells a product that you really believe in.
Because if you really believe in the product, it’s not going to be hard to sell it. That’s the most important thing. But I don’t know if it’s a good career anymore to get into. If it’s a type of sales that relies on human connection, the people buying from you want to go out to ball games and nice fancy dinners. yeah, you’re going need people who do that.
If it requires human connection and relationships, then that’s going to always be around. But for the type of sales that exist today at most startup companies, it’s just like…
Alessandro (34:01.89) get your questions answered and decide if you want to buy the product yes or no like voice agents could do that
Federico Ramallo (34:12.66) And they can do it. It’s hard to compete with a voice agent because the cost is much lower, right?
Alessandro (34:21.006) Yeah, and they can be available 24-7.
Federico Ramallo (34:24.424) Right, right. And what advice would you give somebody that is looking to grow as a salesperson, like going from an individual contributor to managing a team, right?
Alessandro (34:44.63) You I think the most important thing is that you always need to be, you you have two jobs, right? One job is managing down to your team, keeping them motivated, keeping them performing. But you also have to manage up to your manager and set the expectations of performance with your manager.
keep them in the loop of everything that you’re doing get them on board that way if you’re not doing good and you fail like they own some of that accountability because you’re working with them i think that’s equally as important managing up and managing down it’s fifty fifty if you only manage down to your team you don’t manage up your manager may not like you may not want to promote you may not want to retain you they may think that you’re just
lucky and have a good team and they don’t need you. I think that managing up and managing down are equally important. Some people only manage up, I’ve seen that before. Where they manage up to their boss and the boss loves them and they’re not doing a good job with their team. That’s also terrible because your team is going to complain about you and you’re not going to be in that position very long. So you have two stakeholders and you have to do both.
Federico Ramallo (36:07.176) Right, right. Yeah, if you only manage app and then you neglect your team, then it is going to show up in the numbers, it’s going to show up in the complaints, and you’re not achieving the goal, right?
Alessandro (36:24.12) That’s right. And it’s not just about goals either. Goals are important, but there’s gonna be times when you’re gonna not be able to hit your goal. And you want your manager to be on board and to be supportive if that does happen. And there’s gonna be times when you’re gonna hit your goal. those times you will, no matter what, it’s not just about your goal. Goal is part of it, but…
You need to have a good relationship with the people that work for you and the people that you work for.
Federico Ramallo (36:59.346) Right. Right.
Yeah, something similar happens when you build engineering teams. You need to manage down and manage up, but it’s a different nature. So it’s more about building high quality software and balancing how much time you spent on increasing the quality, how much
and how much details do I spend on making sure that it works as expected. If I spend too much time, it could be the best. if it’s not working as expected, it’s not working as expected. Here, the dynamic is different because it’s all about the metrics.
the moving the sales forward, right? So if you’re not hitting those metrics, then it is going to show up. And that’s when the personal relationship can come into place and you can get a little bit more flexibility if you have built up a good relationship, right? Because you can justify, you know, why that happened, right? And they’re going to give you more, they’re going to trust you more.
Alessandro (38:20.024) Yep, that’s right.
Federico Ramallo (38:34.548) Otherwise, they can use that to say, well, you’re not meeting your goals, you’re out.
Federico Ramallo (38:43.922) Yeah. But I love your advice of don’t get into it.
Alessandro (38:51.086) Yeah.
Federico Ramallo (38:54.12) Yeah. So you mentioned you were using voice agents, right? Can you tell me a little bit more about how is that working?
Alessandro (39:09.934) Yeah, so we have it Right now on the home page when people want to talk to us They talk to a voice agent first the voice agent can handle 90 % of our customer support requests. I think yeah, I think it’s very helpful. It’s getting better and better So I think that Voice is the fee. I mean it’s customer support, but also upsells right?
Federico Ramallo (39:25.356) nice.
Alessandro (39:39.618) they can surface opportunities and ask them if they want to transfer to human and it gets very powerful use case for voice AI and it’s only in it’s infancy this is the worst is ever gonna be it’s only gonna get better
Federico Ramallo (39:57.554) Yes, it’s getting better and better every day mostly. Yeah. I’m starting to work with the voice AI agents to build the AI interviewers to run the interviews for us. And then we can score the answers based on the criteria. Yeah.
Alessandro (40:14.423) Yeah.
That’s great.
Alessandro (40:24.984) Yep.
Federico Ramallo (40:26.74) So that’s going to be interesting to see how that works. Because we haven’t figured out yet like when would it make sense to switch to a human, But my hypothesis is that really good hires would not like, I mean, at least right now, would not like to be interviewed by an AI agent.
Alessandro (40:42.072) Yep.
Federico Ramallo (40:55.7) they want to be interviewed by a human, right? So how much are you scaring away good candidates for automating the process, right?
Alessandro (40:58.562) That’s right.
Alessandro (41:09.1) Yep. Well, if you talk to the really good candidate, you say, listen, part of our process is to have you talk to the AI. You can kind of sell them on it first, right?
Federico Ramallo (41:20.989) Right.
Federico Ramallo (41:24.98) Yeah, so we’re working on that to see how that’s going to work. Yeah. So yeah, we’ll test the hypothesis soon.
Federico Ramallo (41:43.624) Great. the last question that I have for you is, are you planning to achieve with Dynasty in the next following 12 months or so, right? Other than revenue, do you have other achievements that you want to accomplish?
Alessandro (42:04.366) you know, we, we want to be a household name. We want to make it so that the richest people aren’t the only ones benefiting from a Nevada trust. Like the average American who owns a home in Rhode Island can use the Nevada trust as well. So I think for us, like we’re aiming to be a mass market trust company, a household name.
And that’s when you build a consumer business, that’s the opportunity. And that’s also the challenge. It’s very difficult to do that. But swing for the fences.
Federico Ramallo (42:54.962) Right. Right.
Yeah, I think that from where I heard the value proposition is really good. The price is really good. So I think that you have a lot of opportunities on the market for potential customers. So I think that that’s… And as you said, the challenge of B2C
is completely different to B2B. you know, that’s the challenge, right? Yeah. But from what I understand is once you build the brand, from the, you know, the more you build a brand, the easier it gets to do the next sale. So it’s, you know, it compounds. Yes. Yes. So, so yeah.
Alessandro (43:33.582) Yep.
Alessandro (43:49.814) It compounds, yeah.
Federico Ramallo (43:56.948) I’m very interested to see how you guys go forward. I’m going to follow your path, what you guys are doing.
Federico Ramallo (44:08.264) Great, right. So thank you very much, Alessandro, for joining us today. And I’ll put on the episode notes the link to your website so people can go and sign up.
Alessandro (44:26.968) Okay, sounds good. Thanks for having me on the show.
Federico Ramallo (44:30.334) Thank you.