Q2 2022 BRP Group Inc Earnings Call

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Ladies and Gentlemen, Greetings and welcome to the BRP Group Inc. 2nd Quarter 2022 Earnings Conference Call. At this time, all participants are in a listen-only mode. A question and answer session will follow the formal presentation. If anyone should require operator assistance during the conference, please press star zero on your telephone keypad.

As a reminder, this conference is being recorded.

I will now turn the conference over to Bonnie Bishop, Executive Director of Investor Relations.

Please go ahead.

Thank you, operator. Welcome to the BRP Group second quarter 2022 earnings call. Today's call is being recorded. Second quarter financial results, supplemental information and Form 10Q were issued earlier this afternoon and are available on the company's website at ir.baldwinriskpartners.com. Please note that remarks made today may include forward-looking statements subject to various assumptions, risks and uncertainties. The company's actual results may differ materially from those contemplated by such statements.

For a more detailed discussion of these risk factors, please refer to the note regarding forward-looking statements in the company's earnings released for this quarter and to our most recent 10-K and subsequent periodic filings, including our most recent Form 10-Q , all of which are available on the BRP website. In the call today, the company may also discuss certain non-GAAP financial measures.

For a reconciliation of these measures to the most closely comparable GAAP measures, please refer to the company's earnings announcement and supplemental information, both of which have been posted on the company's website at ir.baldwinriskpartners.com and can be found in the company's SEC filings.

I will now turn the call over to Trevor Baldwin, Chief Executive Officer of BRP Group.

Thank you Bonnie and good afternoon everyone and thank you for joining us for our second quarter of 2022 earnings call. During the call I will share a few brief remarks followed by Brad who will address select financial and business highlights in the quarter and then Brad, Chris and I will take questions.

In short, Q2 was an excellent quarter, highlighted by organic growth of 24% and double-digit organic growth across all four segments.

This sustained level of outsized organic growth is being powered by some of the strongest internal underlying fundamental growth drivers we have seen since our IPO. The MGA of the future posted its best quarter in our history as a public company with organic growth of 70%. And Main Street recorded organic growth of 33% for the quarter. Both results show that the investment initiatives we've highlighted during the last several quarters are beginning to bear fruit.

We remain particularly excited about the momentum building in the MGA. As of today, we have homeowners products live in 14 states, including two admitted AM Best A-rated products in Florida, one in Massachusetts, and E&S products live in 14 states, including Florida, Texas, and California.

In May, we also started managing a portion of the over 200 million premium builder-sourced admitted homeowners book from QBE, a new agreement we originally announced in March.

As we previously signaled, the launch and ensuing momentum in the distribution of our proprietary homeowners' products had a material positive impact on our second quarter organic growth rate in the MGA. And we expect it to continue to be a meaningful contributor to organic growth during the balance of the year and into 2023.

In April , we completed the acquisition of Westwood, our largest partnership to date.

As a reminder, Westwood is a personal lines-focused insurance distribution platform that is embedded with 14 of the top 20 new homebuilders in the U.S. to provide purpose-built homeowner solutions to new homebuyers. Importantly, May and June saw strong revenue growth in excess of 20% at Westwood, exceeding our initial expectations.

The benefit of increased client retention, meaningful rate increases, and a roughly 15% improvement in homebuyer capture rates significantly outweighed any impacts to new business from a slowing home sales environment.

While we expect the backdrop for new home sales to be challenged for the balance of 2022, we remain confident that continued channel partner expansion, capture rate improvements, increasing retention and property rate tailwinds will continue to overcome any home sales headwinds and drive overall strong growth for Westwood. In closing, the outperformance in our results year-to-date, the strong underlying momentum and fundamentals across all of our segments.

and the durability of our business model leave us confident that our strong performance will continue for the remainder of the year.

I want to thank our clients, our trading partners, and our outstanding colleagues who drive our continued outperformance. As a result of our colleagues' dedication and efforts, the business is in its best position in its history. With that, I'll now turn the call over to Brad.

Thanks, Trevor, and good afternoon to everyone joining us today.

For the second quarter, we generated revenue growth of 94% to 232 million. Organic growth in the second quarter was 24%, with all four segments hitting double-digit organic growth for the quarter. These are excellent results, especially considering the extremely strong prior year.

We recorded GAAP net income for the second quarter of $17 million or income of 14 cents per fully diluted share.

Adjusted net income for the second quarter of 2022, which excludes share-based compensation, amortization, and other one-time expenses, was $26 million, or $0.23 per fully diluted share. A table reconciling gap net income to adjusted net income can be found in our earnings release and our 10K filed with the SEC.

Adjust the EBITDA for the second quarter of 2022 rose 112% to $42.5 million compared to $20 million in the prior year period. Adjust the EBITDA margin with 18% compared to 17% in the prior year period.

I do want to point out that we had some meaningful earn-out payments this year, specifically the MGA of the Future Earn-Out in April , which because of GAAP rules in aggregate contributed to the $48 million running through our free cash flow from operations as a negative item.

Adjusted for this earned outpayment and the change in AR and AP because of our carrying of fiduciary cash, free cash flow from operations improved compared to the same six month period in the prior year.

A few items regarding expectations for Q3 in the full year 2022.

First, for the third quarter of 2022, given the strong performance across our business, we expect to generate organic growth in the high teens. Additionally, because of changes in the seasonality of our business as a result of 2021 partnership activity and the closing of Westwood, we will provide some additional color beyond what we normally provide for Q3 projections. Currently, we expect revenue for Q3 2022 to be roughly $230 million.

and for Adjust Stephen to be in line with our 17% in Q3 2021.

We are slightly increasing our expectation for organic growth for the full year to the high teens.

As Trevor mentioned, we are deploying the nearly $50 million investment we discussed on our Q1 earnings call, concentrated in our MGA of the Future and Main Street businesses, primarily in key colleague additions and technology development, which as you saw in this quarter's results is already paying off. These investments should contribute to organic growth in Q3 and Q4 of 2022 and beyond.

Despite this outsized investment in new teams and solutions throughout the year, we still expect an additional 50 to 100 basis point increase in the adjusted EBITDA margin for 2022, above last year's 20%, consistent with the expectation we have given all year. In summary, we remain excited about the performance across all of our business and the momentum we have carried into the third quarter. With that, I thank you for your time. We will now open up the call for Q&A. Operator.

Thank you, sir.

Ladies and Gentlemen, at this time we will be conducting a question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue.

You may press star 2 if you would like to remove your question from the queue.

For participants using speaker equipment, it may be necessary to pick up your handset before pressing the start keys.

One moment please while we poll for questions.

Our first question comes from the line of Craig Peters from Raymond James. Please go ahead.

Good afternoon everyone and I suppose a good starting point for the questions and answers would be around the organic results. I mean you're posting some, especially in specialty and MGA in the future, some substantial rates of growth and one of the questions we get from investors pretty consistently is about the sustainability of these really strong organic results.

while I was just spending a little bit of time around kind of what's driving the overall results and why we believe kind of the outsized organic growth that you see from us is sustainable over time. So first we talked about the fact that the launch of home was gonna be a meaningful driver to organic growth in the year. We launched that product initially at the end of the first quarter. And as you can see, kind of the momentum there has really picked up and contributed meaningfully.

pleased with the early times of success we're seeing from the initiatives coming out of those investment programs. The momentum we have with the homeowners product launch and the roll out of that product across the country and expect that the overall organic growth momentum will continue.

Okay, and then, you know, associated with revenue growth, another important component, you know, is acquisitions. And I guess, you know, when we look at, I guess you have what $75 million left on your revolver. Cash flow has been constrained because of payouts. What do we think, how should we think about your M&A capacity going forward? And how do we think about your M&A capacity going forward?

I know previously it had some targets. Just wondering if those targets have shifted at all, what you're thinking about M&A.

Yeah, so our outlook for M&A for the balance of the year hasn't changed from the last call. We continue to expect to be at the low end of that $100 to $150 million range for acquired revenue for the year, where $96 million announced M&A as of this call so far this year. We expect to be able to continue de-levering the business as a result of growth in top and bottom line.

and margin expansion over time. And that will create capacity to fuel incremental M&A. And so we're not going to get into guidance for 2023 at this time, but we feel really good about the position we're in, the position the business is in, and the reputation we have in the industry as being the premier home to the industry's premier businesses that drive outside stakeholder value, bring unique incline industry sector and product line capabilities.

and have all the necessary attributes to continue delivering the double digit organic growth that we expect of ourselves and our partners.

Embedded in your answer, Trevor, you mentioned deleveraging and that's just looking for a clarification of where you are in that process and what your targets are. And that's my last question.

Hey Greg, it's Brad. So our net leverage is roughly five and a half times. As Trevor mentioned, we are committed to de-levering the business over the next 12 to 18 months through continued outsize organic growth.

Thanks for the answers.

Thanks, Greg. Next question.

Thank you.

Our next question is from the line of Elise Greenspan from Wells Fargo. Please go ahead....

Hi, thanks. Good evening. Maybe my first one will just be following up on the debt side. So is that five and a half after the deal that you guys announced last week? And can you just remind us over time where you would like your leverage to be?

So the five and a half I referenced was pre the deal we announced last week, but we paid less than 10 times for that deal so it was largely neutral to net leverage.

And then, in addition, we.

Sorry, I didn't hear the second half of the question. In addition, we've made no change to our long-term target of three and a half to four and a half times. And as we said, we believe we can get back in that range over the next 12 to 18 months to growth in the business.

Great. And then you guys said that you guided for the third quarter, right, organic growth in the high teens. So when you think about, I'm assuming you expect another pretty strong quarter from the NGA, the future business, but does that guide imply double digit growth again in all of your segments or how do you see the third quarter relative to all of your businesses?

Yeah, at least we, I'm not going to get into specific segment level organic growth forecasting. What I can tell you is we expect continued strength and momentum across the entirety of our business and you know in that guide is our characteristic conservatism as a result of all the uncertainty that exists across the world today.

But you haven't seen like I guess if you went through the second quarter would you say as you went through the month of the quarter that growth was kind of consistent? I'm assuming you didn't as there was slow down towards the end of the quarter.

No, there's no slowdown, Elise. In fact, as I mentioned in my prepared remarks, the underlying fundamentals of the drivers of the organic growth that we saw in the second quarter are as strong as they've ever been since our IPO. New business is a percentage of prior year commissions and fees was at an all-time high for us on a quarterly basis of roughly 30%.

And so when you think about kind of the levers of organic growth that are internally controllable, which is both your new business and your attrition, it's never been stronger. We've seen an ebbing of the impact of rate and exposure on a year-to-date basis. It's about a 2.5% tailwind to organic growth. In the quarter, it was relatively flat. And so we're exceptionally.

pleased with the strength and the momentum of the fundamentals and expect that that will continue through the back half of the year.

Great. And then one final question was we think about 2023, I know you guys mentioned that you're starting to see a benefit of the new hires, right, helping organic this year. But I think in the past, right, you had mentioned, right, there's a lag from hiring until they're fully operational. So I would assume there would be a greater tailwind in 23, right? On organic relative to what you end up seeing in 22 from those new hires.

We expect a tailwind from the hires both in 22 and into 23 and beyond. We hired about 475 new colleagues in the second quarter, bringing the year-to-date headcount growth from new hires in at about 850, which has continued really, really high rates of hiring. I expect that that rate of hiring will continue to rise.

and overall innovation that is being driven as a result.

Great, thanks for all the color. Thanks, Elise. Next question. Next question.

Thank you. Our next question is from the line of Pablo Zingsong from J.B. Morgan. Please go ahead.

Hi, thank you. Last quarter when you provided your organic growth outlook for the year, you had to assume some kind of economic slowdown. Are you assuming sort of the same scenario for your higher outlook this quarter? And I guess if you think about the bounce of the year, where are you assuming potential softness and a pretty strong heightened organic growth outlook?

Yeah, hey, great question, Pablo. So the past two quarters we've delivered exceptional organic growth results despite contracting GDP. And implicit in our guidance for continued elevated levels of organic growth is continued softness in the overall economic environment. And I think that just highlights not only the resiliency of our industry broadly in this business model, but more specifically, the

you can provide there what's happening fundamentally.

I guess what's happening in the ground that's driving that growth.

Yeah, so Medicare has been very strong both in first and second quarter and really that reflects the business coming out of a COVID operating environment. You'll recall our go-to-market strategy in that business is very much community-oriented, doing business often cases face-to-face. The resumption of more normal business operating environment has really enabled us to...

in a challenged environment to seek homeowners' capacity. So we're seeing a real uptick in results as a result of our scale and market access that enables us to uniquely be a provider of solutions to homeowners' clients. And then more broadly, we've been making significant investments into the Main Street business to expand that business nationally. We've hired now over 100 new risk advisors into that business this year.

And while it's still early days, we are very pleased with the early times of success we're seeing with that national expansion.

The last one for me, I was hoping to get more perspective on the homeowners MGA product. I guess the first question is when do you expect to be fully rolled out? In the states you are in now, are you concentrated in a couple, Florida? Not DIRECT Tau Viking

Who are sort of the distribution partners you're tapping to sell the product right so obviously have your own

agents, but are you expanding beyond that to sell this MGA product? Thank you.

Yeah, so a lot in there. Let me just try and unpack that real fast, Pablo. So a few things. One, we expect to be fully rolled out with kind of our national suite of products over about an 18-month time period from now. So still a good bit of work to continue to build out and launch product. Two, as we look at how we're distributing in the relative concentration, the majority of the distribution of that product is...

internal with our Main Street business as well as the Westwood platform. And then we also have some external distribution as well. When you look at the concentration, Florida represents less than 10 percent of the premium on the books to date, which is approximately $75 million of premium that we've bound, and that's inclusive of the QB e-book that we began managing effective and...

MGA modestly year over year and so we continue to see not only terrific growth performance but exceptional profitability for our risk bearing partners across the portfolio of products and programs that we're managing.

Thank you.

Thank you. Thank you, Pablo. Next question.

Thank you. Our next question is from the line of Michael Phillips, from Morgan Stanley . Please go ahead.

Thanks. One quick follow-up on that last comment, Trevor. When you defined it as, I think you said, super preferred, can you give dollar amounts of kind of the size of what you're talking about in terms of limits there?

Yeah, in general we're targeting homes with a Schedule A replacement cost value between $250,000 and $3 million. And I'd say that sweet spot's really in that. We're going to call it $300 to $750 today.

Okay, thank you. And then just curious, I guess, given all the backdrop of fears of GDP and recession, anything you're hearing from your clients and how they feel about their own businesses, confidence in that as we kind of go forward from there? Thanks.

Yeah, it's really very much industry specific, Mike. So if I look at our innovation practice, which serves life sciences, technology, Web 3.0 and crypto-type companies, it's a pretty tough environment. Those businesses are struggling to raise capital anywhere near the rate that they were 12 months ago. Valuations have come way down, employment's down, and so there's a real recession happening in that.

inventories, but we are hearing from our clients about a challenged operating environment, the impact of inflation, not only on input costs but also wages, as well as just the ability to attract talent are all creating significant pressures. In addition to that, the complexity and uncertainty of the environment that our clients are operating in has...

frankly creates more of a demand for the advice and solutions that we can bring to bear on their behalf. And so while ultimately we may see pockets of economic weakness, as a result of the kind of external factors that are driving that, and the increased risks both kind of man-made and natural, the demand for our services is increasing.

Okay, thank you for the color. Is that one of the reasons why, I guess, maybe we could we expect to see some of the line items within your 70-minute mark, it's consulting and service fees, could that continue to kind of move up? You said you had the automaticesque and you were scenario tick from point-of- maternal Patents excuse me.

Yes.

Okay.

Thank you.

Thanks, Mike. Next question.

Thank you. Our next question is from the line of mail seals.

from Yahweh at imaginations.

Hi, how are you doing?

Feel well.

So, are there any.

non-admitted erectus and surplus line homeowner's product available on the MGA and is there a plan for that?

Yes, we have non-admitted E&S homeowner products live in 14 states and expect to have E&S homeowners product live across the majority of all 50 of our states by the first quarter of next year.

Perfect. I was hoping more about M&A and I understand that the outlook hasn't changed.

Can you update us on the pipeline and ask any questions if you could magically solve some of the

the leverage that currently needs to be leveraging, how quickly could you jump back on the more aggressive M&A path?

Yeah, I mean, so here's what I would say, Mayor.

the kind of flow of M&A opportunities that we're seeing remains relatively high. The underlying quality of those businesses seems to have kind of fallen off somewhat materially. And I think that's somewhat just a function of a lot of the really high quality businesses that we're thinking about coming to market have done so over the course of the past 18 to 24 months as a result of.

kind of elevated overall valuation attributes. And so there are still,

quite a few very high quality businesses out there that we know well, that we stay in regular communication with, but we've definitely seen somewhat of a lull in the type of assets that we get really excited about from an M&A standpoint relative to underlying organic growth attributes, depth and breadth of specialization and unique capabilities in the way in which they go to market.

Okay, great. Thank you.

Thanks, Mayor. Next question.

Thank you. My next question is from the line of Josh Shanker from Bank of America.

Thank you. Our next question is from the line of Josh Shanker from Bank of America. Please go ahead.

Thank you. You know, Elise tried to ask my question. I know you guys don't like us.

separating the MG of the future growth out from the main street growth and I appreciate your position there but given 70% growth in the quarter which is really quite high can you maybe talk a little about how we should think not even now but the margin profile of that business obviously it requires a lot of investment and still in its early stages but where are you in terms of your long term goals around margin there even if it's just a qualitative conversation and where does that go in the next year or two

Hey Josh, I would say the long-term margin profile of that business, as we stated previously, it can operate at better margins than you're seeing throughout the rest of our business because of the tech capabilities.

Right now, we are investing so deeply into that business that you aren't seeing that margin lift. I don't want to give specific guidance about future margins in that business, just to know that we're making the investments now because we see the growth opportunities. And know that because of the technological capability we have in that business, the margin capabilities are even better than we see in the rest of the business.

Yeah, Josh, just to add a little bit more color there, of the $50 million above normal course reinvestment program we announced this year, $30 million of that roughly was earmarked for the MGA. And so you can just get a sense of the level of magnitude of investment that we're making. Those people, and that's largely talent and tech, and those professionals that we've been adding into the business range from a development talent to...

product teams to distribution specialists and so as we continue to scale into these new products, many of which are not generating any dollars of revenue yet, we will quickly begin absorbing that incremental cost that's been layered into the business to launch these new products. Just to give you a sense of the scale

and quantity of opportunities that we're working on. We have over 45 new products in the pipeline that we're working on to launch over the course of the next 18 to 24 months.

And is there a risk that the MGA the future business is growing so fast?

And it's short term margin profile is so much different than the Main Street business. It actually becomes a headwind to margin for the near term because the fastest growing business is the one that doesn't yet produce the margins.

To be clear, that business produces margin and what I would tell you is, per the guidance that Brad provided earlier, despite all of the elevated level of investment we're making into the business to drive this growth, we still expect to improve margin for the overall business year over year.

And on the completely unrelated, what are your thoughts on fixed coupon debt versus variable coupon debt, given where markets are right now?

Yeah, you know.

What I would say is it's all a function of what's the cost of the fixed versus what's the cost of the variable and how we think about the interest rate curve over time. So far, we've been able to manage our cost of capital and our debt costs very effectively. We had our variable debt hedged fairly fully until last quarter when we sold.

three quarters of those hedges for basically pulling forward the protection that we had purchased and converting that into cash on our balance sheet. And when you think about even in kind of at today's rate levels, we've got a fully loaded debt stack that's costing us, call it around 5%.

which compares

quite favorably to what our similarly sized peers are borrowing at in the fixed rate market. I know one of our private equity peers hit the market fairly recently and the fixed rate instrument that they were borrowing at was over 7%. So we're still well south of that and feel really good about that.

being able to continue to manage the cost of that leverage effectively.

continue to manage the cost of that leverage effectively. Thank you for all the answers.

Thanks, Josh. Next question.

Next question.

Our next question comes from the line of Yaran Kannar from Jeffries, please go ahead

Hi, good afternoon. And I apologize in advance, I had some comments on the issue, so I apologize if I'm asking something that was already answered. Just want to go to Westwood for a second. How do you see the growth profile there, considering that we may see a bit of a slowdown in the housing market on the one hand, on the other hand you have inflation and higher rates, P&C rates with regards to housing. So any changes to your outlook for Westwood revenues?

Yeah, so great question, Jeroen. First, the kind of short answer is no, no change in outlook for growth in Westwood. We continue to expect strong growth out of that business. As you look at kind of the puts and takes there, while we expect home sales activity to come in slightly in the back half of the year, we expect that to be more than overcome.

by the improvement in capture rates that we're seeing in the business and the underlying rate and exposure expansion that we're getting on the overall book. And so, you know, and I'd say the other thing to remember is we do business with the largest new home builders across the country there. They tend to be a bit more insulated than kind of your average home builder. And so I think in June we saw new home closings down 17% broadly.

The builders we work with were down less than that. Our lead flow while down was more than overcome by the improvement in the capture rates that we saw in the business.

So we're exceptionally pleased with the performance that we're seeing there. Could not be more excited about having Westwood, Allen, and the entire team over there as part of the BRP family. And we're really excited about and have a lot of confidence in the results that they're going to continue to deliver despite what is definitely going to be a more challenging home building environment.

Got it. And then my second question is probably a broader one. I think in the past you said that you kind of see your platform as being one of the premier InsureTech platforms in the industry. And just given the travails of the InsureTech industry, what lessons learned have you had from that and how do you see the company positioned as an InsureTech?

relative to what we're seeing from other internships.

Yeah, so I think there's a couple of very important distinctions there, Jeroen. One I'd say, I don't know that I would characterize us as an InsureTech, I would more characterize us as a tech-enabled insurance brokerage and distribution platform. We're building the insurance broker of the future and leveraging deep investments in technology platforms and capabilities to innovate and enhance the way we interact with and deliver solutions and insights to our clients broadly.

is I think about the challenges from the kind of InsureTech community broadly, particularly those that have, you know, of the listed companies. There's a number of very important distinctions between how we do business and go to market and how many of them do. One, we take zero balance sheet risk. We are not an insurance company. We are an MGA. We're a broker.

both retail and wholesale, but we don't take balance sheet risk. We build and manage proprietary product. We source risk capital to sit behind and ultimately support that product, but we don't take the balance sheet risk associated with it. We have a fundamental viewpoint that when you're...

growing an insurance product business

you have to focus on all of your stakeholders, both the client or the policyholder and the risk capital provider. And there has to be a recognition that there needs to be some level of equilibrium there. Insurance is meant to make people whole.

at the time of unexpected loss. It is not meant to be a permanent arbitrage.

that people can leverage to transfer risk and loss cost permanently to a third party. That's just not the way it's meant to function. And so the way in which we approach building insurance product and distributing it broadly is rooted in sustainability and focused on building product that can be priced to persist because it's able to withstand paying the claims when they occur.

while still delivering over time an acceptable return to our risk capital partners.

And just to be clear, I recognize you guys don't take balance here. I was thinking of comps like Policygenius, for example, who are also more in the brokerage space.

Yeah, you know, I'd say the way I think about

our business model.

when compared to many of those distribution oriented and call it quote unquote, InsureTech businesses, we are not kind of a front end lead by driven growth model. We are powering the insurance transaction inside third party ecosystems enabling a more seamless.

a more enjoyable and a more convenient insurance purchasing experience.

for those constituents. And so when you look at the inherent economics of our business model as a result of that, the minute, the second we bind a policy for a new client, it's profitable on our platform. We don't have to worry about what's the CAC and the LTV and when's the payback period and how long do we need to hold on to them to break even. Like that, it doesn't matter. We're not spending a ton of money on G

lead flow and lead volume. We're embedding ourselves in an ecosystem at point of transaction. We're solving a pain point. We're delivering an innovative purpose-built proprietary insurance solution that's built to those specific ecosystems and ultimately that's enabling us to drive outsize and importantly profitable growth.

Thanks for the answers.

Thanks, Jerome. Next question.

Thank you. Our next question comes from the line of Pablo Singtong from JP Morgan. Please go ahead.

Hi, thanks for accommodating the follow-up. This one will be quick. I was hoping if you could provide some perspective where your cash interest or interest expense might go in the next couple of quarters, I guess, just given the exposure to floating rates. You know, what quarterly level do you think you'll hit as a cap and I guess.

Any thoughts on how you manage it down? Thank you.

Yes, I'd say the best way to think about it, Pablo, is every 100 basis point increase in one of the floating rates is basically costing us $900,000 per month.

And as Trevor mentioned, we continue to evaluate our cost of capital to be as efficient and effective as possible. And we'll continue to look at.

caps, swaps, other hedging instruments or the fixed rate market for the best cost of capital leverage into the future.

Probably I just add on there, when we did sell the caps, we did retain the 1.5% cap. So we're the Fed funds is today. The one we cap is actually the only one that would actually still be paying us. The other ones would be even or still slightly out of the money. And as Trevor pointed out, we were able to put about $19 million of cash on our balance sheet. Brad mentioned that we've been fairly silver about the reality of rising interest rates going back 12 or 18 months ago. We watched this.

carefully. And the other thing to remember is with Brad's math on that is, we also have the benefit as we are running in a lower margin. Every time we increase our margin by a point, we can more than offset a 1% increase in interest. So we have some other levers versus peers that maybe running at more mature margins that they wouldn't have.

That makes sense. Thank you.

Thanks, Pablo. Next question.

Next question. Thank you.

Our next question comes from the line of Western Bluma from UBS.

Next question comes from the line of Western Bluma from UBS. Please go ahead.

Thanks for taking my questions. I was just wondering if you could disclose how much investment spend in dollar million, what you saw in the 2Q, kind of how much is baked into the 3Q and 4Q? Cause when I'm trying to get to the view of the core margin X investment and... I'm trying to get to the view of the core margin X investment and... I'm trying to get to the view of the core margin X investment and...

What you view the core margin profile is of the business kind of once the 50 million runs off. My rough math is kind of in the mid 20s range. Curious on your thoughts on that and kind of the timing to get there. And kind of the timing to get there.

Yeah, that's about right Weston. I'm not gonna get into quarter by quarter specifics, but you can think about the investment program we're making being about a 600 basis point drag on margin in the year. And so, you know, as we've shared in the past, those investments don't fully earn in to mature margin in 12 months. It's gonna take about three years, and we still expect for that to be the case.

Got it. You just to follow up to the revenue guide and to provide for a three key. Does that suit any plug for additional M&A from here? Or is it just based off of what you disclose based off of organic growth and then the deal you guys did in August ? And then the deal you guys did in August . And then the deal you guys did in August . And then the deal you guys did in August . And then the deal you guys did in August .

It's not a significant plug-weapon. It just assumes the revenue from the deal we did in August .

Great, thanks for taking my questions.

Thank you.

Thank you.

Ladies and gentlemen, if you wish to ask the question, please press star one on your telephone keeper.

Ladies and gentlemen, if you wish to ask a question, please press star 1. Please press star 1.

All right, I think we can wrap up. I want to thank everybody for taking the time this evening to listen in on our key to earnings. I want to just thank all of our colleagues for their dedication to executing for our stakeholders. Our business would not be in the incredibly favourable position it is today without all their dedication and hard work. I look forward to talking with all of you next quarter. Take care.

Thank you, sir. The conference of BRP Group Inc. has now concluded. Thank you for your participation. You may now disconnect your lines.

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