Core Matters, LLC

BACKGROUND

Introduce your business and what you do there.

I’m the president and COO of Petticoat-Schmitt Civil Contracting. We build roads, public utilities, and other projects.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

We hired them to help us put systems in place for talent acquisition. 

SOLUTION

What was the scope of their involvement?

Core Matters, LLC helped us choose the right applicant tracking system (ATS) and trained us to use it. They recommended which jobs board to use and how to set up an ATS. The team also taught us how to recruit using LinkedIn and trained our recruiters and HR department, collaborating with our staff in creating job descriptions and more. We also built review processes and scripts for hiring managers and recruiters. 

What is the team composition?

We worked with three teammates from Core Matters, LLC, including Ryan. One of them helped us with setting up the ATS, handling data entry and output tasks. 

How did you come to work with Core Matters, LLC?

Our CEO attended a meeting where Ryan was featured in a video about hiring people faster. He gave us the video, which was a lead-in to Ryan’s book. I read the book quickly and enjoyed it — I thought the system would work for us, so I contacted Ryan and engaged them. 

How much have you invested with them?

We invested over $237,000.

What is the status of this engagement?

The engagement lasted from March 2023–August 2024. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

We reduced our turnover rate by 25% and increased our employees from 160 to 230.

How did Core Matters, LLC perform from a project management standpoint?

Core Matters, LLC’s software kept us informed, and we had weekly meetings. They had several meetings, including one with HR managers from various companies. We sometimes got together with other businesses, and it was interesting that we received help from those companies. We listened to some of their problems and stated ours, some of which they had already overcome. We communicated via Microsoft Teams and phone calls.

Are there any employees from the service provider's team that you would like to give a shout-out to in this review?

Ryan was outstanding and was available at any time for individualized coaching. He also helped me with retention strategies. 

What did you find most impressive about them?

Ryan asked excellent probing questions and made me think deeply about various things. He identified the root cause of problems, and we enjoyed those conversations. We were process-driven, and he had a great process that was easy to implement. Incorporating his processes into our processes was well done.

Are there any areas they could improve?

We could’ve gotten the job descriptions faster.

Do you have any advice for potential customers?

Read Ryan’s book first, and do all the training. Don’t skip those steps. 

BACKGROUND

Introduce your business and what you do there.

I’m the integrator and chief of staff for Chamberlin. We’re a financial and retirement planning company. I help with planning strategic objectives and holding the leadership team accountable. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

Our main challenge was talent acquisition. We desperately needed a good strategy and solid processes. As a fast-growing company, finding great talent was the best way forward. We had to be quick in the marketplace but weren’t effectively attracting potential candidates, so we needed Core Matters, LLC’s help.

SOLUTION

What was the scope of their involvement?

Initially, our HR specialist decided to pursue a different opportunity, and we didn’t have an immediate backfill to pick up the ball and run our recruiting efforts. Core Matters, LLC stepped in and provided us their services — we contracted one of their teammates to facilitate our recruiting process and complement our internal efforts. 

At present, Core Matters, LLC provides business consulting services. They have a robust training platform and have given us access to a complete learning library that breaks down key concepts and the best practices we should implement. They’ve also provided hands-on training with our HR team, spending time diagnosing our current status. They’ve taken a peek under the hood and walked us through that. 

What is the team composition?

We mainly work with Ryan and Rebecca. 

How did you come to work with Core Matters, LLC?

I met Ryan at a speaking engagement where he gave a presentation about his company, their philosophy, and the needs they supported as consultants. The message resonated with me, and the timing was perfect. We faced talent acquisition issues and beat our heads against the wall over our approach. 

Meanwhile, Ryan presented a fresh approach and new concepts, piquing my interest. My team and I immediately contacted Core Matters, LLC to engage. They seemed like an amazing fit. 

How much have you invested with them?

We’ve spent around $75,000 on their services. 

What is the status of this engagement?

The engagement started in January 2024, and it’s ongoing. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

We’ve established purpose-driven and efficient processes. We now have an applicant tracking system (ATS) and have gained efficiencies with templated communications and workflows to manage that funnel. 

As we transition the HR roles, we’ve come up with a two-pronged approach delineating HR roles. We’ve created two new job positions and filled one of them; we’re in the process of filling the other position. This has been a better solution than the ones we’ve tried before. 

Overall, Core Matters, LLC has been awesome in setting us up with good job designs for new roles. They’ve helped us benchmark those positions and create good job ads with a message that resonates with candidates better. 

How did Core Matters, LLC perform from a project management standpoint?

We’ve never had communication or timeline issues. Core Matters, LLC has a good structure; they put together a game plan, and we follow it. There’s a lot of note-taking and collaboration, and things are documented throughout the engagement.

We routinely touch base, and they’re always available. It’s a same-day service — we pick up the phone, and they respond to our needs. It always feels like we’re a priority to them, and we can rely on that. 

Most of our communications are done in the ATS, especially during interviews. Other communications are done through email or with their proprietary platform. Everything is in a single point of truth they’ve developed, and we all have access to it. 

Are there any employees from the service provider's team that you would like to give a shout-out to in this review?

Ryan is super engaged with our team and has been consistent. Meanwhile, Rebecca has been absolutely instrumental in keeping the ball rolling while we develop a new strategy for our HR team. She’s ready, willing, and able to go above and beyond to help us where they can. 

What did you find most impressive about them?

Working directly with Ryan has been exciting for us. He’s a visionary and wants to be directly involved. We enjoy working together because we push each other’s boundaries a bit. Overall, we’ve been satisfied with the partnership and enjoy working with them. We love them, and they serve as an extension of our team. 

Are there any areas they could improve?

No, there aren’t any. 

Do you have any advice for potential customers?

Don’t hesitate — make the call and get started. The sooner you start, the better off you’ll be.

BACKGROUND

Introduce your business and what you do there.

I’m the director of operations at Schloegel Design Remodel. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

Our company struggled to hire qualified candidates and wasn’t hiring fast enough to meet our needs. As a result, we hired Core Matters, LLC, as consultants to help us with our hiring process. 

SOLUTION

What was the scope of their involvement?

We started with an initial consultation where Core Matters, LLC described the services they provided. Then, we sat down as a group and decided it was worth the investment. After that, they provided us with HR consulting services. 

What is the team composition?

We mainly worked with Ryan (CEO) and Tammy (Former Chief of Staff & Business Coach). 

How did you come to work with Core Matters, LLC?

An external marketing consultant recommended them to us. We had a great relationship with the marketing team and trusted their judgment. 

How much have you invested with them?

We spent around $10,000. 

What is the status of this engagement?

The engagement lasted from March–June 2023. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

We hired 16 new employees in 2023 after our training with Core Matters, LLC — 14 of them are still with us today. On top of that, Core Matters, LLC helped us track our hiring metrics. 

How did Core Matters, LLC perform from a project management standpoint?

Core Matters, LLC delivered on time and within budget. If anything slowed down the process, it was us since we had a lot to work through. We mainly communicated with the team through email and Zoom meetings.

Are there any employees from the service provider's team that you would like to give a shout-out to in this review?

Ryan was easy to work with and had a great personality. He challenged our way of thinking about the hiring process. He truly helped us work through our issues. 

What did you find most impressive about them?

We achieved great results with them. 

Are there any areas they could improve?

I requested that they bookmark more lessons in their training modules. This way, if we wanted to go back to a lesson, we had a way of flagging it. For context, we had a training module with action items that had to be done every two weeks. 

Do you have any advice for potential customers?

If you’re struggling with hiring, Core Matters, LLC’s services are worth the investment. It’s not just about writing job descriptions or posting job ads. They offer a total revamp and marketing scheme for potential new hires. In our case, they completely changed how we looked at hiring from top to bottom.

BACKGROUND

Introduce your business and what you do there.

I’m Steve Burkholder, the president and COO of S&R Enterprises, LLC.
I'm Mark Yerke the EVP of S&R Enterprises.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters?

We hired Core Matters as a business consultant to assist in organizing and structuring S&R Enterprises for the future development of the company. We needed support for when myself, Steve, retires and exits, as well as the next generation of Mark taking over and, ultimately, Mark exiting and creating longevity for our company.

SOLUTION

What was the scope of their involvement?

Core Matters has assisted us in restructuring the organization of the company and the HR department. Core Matters, LLC has assisted us in specific areas of our company, including our hiring process, employee retaining process, and marketing. We started meeting on a weekly basis after executing a contract and agreeing on the terms. Initially, I met with Ryan myself for the first 3 or 4 weeks. We still meet weekly 2.5 years later. 

What is the team composition?

We’ve worked with up to three teammates from Core Matters, including Ryan. 

How did you come to work with Core Matters?

I met Ryan when I was a member of the Steel Erectors Association of America's board. I enjoyed working with him, and we also hired the team on a colleague's recommendation. 

How much have you invested with them?

We spend $10,000 a month. 

What is the status of this engagement?

We started working together in April 2022, and the engagement is ongoing. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

I'd give Core Matters a 9 out of 10; nobody gets a 10 in my book. Ryan's ability to get us to change and restructure our thinking process has allowed us to grow to a company of over 450 employees from about 200. We've also retained employees at a higher level: a year ago, we had 65 employees on our management team, and now we have over 90. Our ability to hire and maintain employees has significantly improved.

How did Core Matters perform from a project management standpoint?

Core Matters delivers on time and within budget. The team communicates well with us and is very flexible. As a construction company, we need time to pivot, and Ryan and his team always make time for us. We have weekly meetings via Zoom and Microsoft Teams. We also use emails, texts, and phone calls. Ryan is in the process of implementing Beekeeper and a couple of other platforms. 

Are there any employees from the service provider's team that you would like to give a shout-out to in this review? 

Ryan is a professional and caring individual. He sees the forest through the trees in an organization. He listens and adapts to the needs of individuals in that organization so that the company grows together and becomes stronger. He's a great relationship person. 

Are there any areas they could improve?

The biggest area Core Matters can improve is understanding that a structured system has to have a human aspect. If you lose the human aspect of a procedure or policy, you won’t be as effective as you could be. 

Do you have any advice for potential customers?

Be open. A lot of times, business owners are stuck in their ways and aren’t open to how an outside service provider can affect change. Leave your ego at the door and just listen. By doing that, you'll find an ally in Core Matters. 

BACKGROUND

Introduce your business and what you do there.

I’m the owner and principal of Goddard Consulting LLC, an ecological service provider. We do permitting work for ecologically sensitive development projects that could affect wetlands, ponds, streams, and endangered species habitats. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

We hired Core Matters, LLC, for their hiring consulting services. 

SOLUTION

What was the scope of their involvement?

They’ve helped us create procedures to make our hiring process easier and more targeted. We aim to reduce turnover and ensure the right fit for new hires. They have a web-based interface we can use to track our progress. They’ve also referred software for screening resumes. 

What is the team composition?

We mainly work with Ryan (CEO), who is our main point of contact and acts as a consultant. He has a support team behind him, but we only deal with him. 

How did you come to work with Core Matters, LLC?

Core Matters, LLC was a secondhand referral. We worked with a small business consultant who recommended a book that Ryan co-authored. I read the book, and Ryan did a fantastic job with the book. The book made me research and learn more about Ryan. I got a hold of him and hired Core Matters, LLC to help us with our hiring problems.

How much have you invested with them?

We’ve invested around $20,000.

What is the status of this engagement?

The engagement started in July 2024, and it’s ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

When we first hired Core Matters, LLC, we had about 15 teammates and many spots to fill. After engaging with the team, we’ve doubled the size of our company — our vibe and culture has become super strong. The candidates that have come in have been a great fit for us. 

We haven’t had any misses yet, so the process works. It takes some effort to implement Ryan's program, but it pays dividends. I’ve hired an assistant to implement it, and it’s the best thing we’ve done. Now, our company is rocking and rolling in a way it couldn’t before.

How did Core Matters, LLC perform from a project management standpoint?

Core Matters, LLC is at the next level in terms of project management. Ryan is a professional communicator, and all our conversations are gracious and kind. He’s firm in motivating us to do the right thing. Overall, his communication is 10 out of 10. To communicate, we use Zoom.

What did you find most impressive about them?

Core Matters, LLC understands people dynamics in the workplace. They understand how people operate and hold us accountable for following through on tasks. When we do that, the results are evident. I can’t imagine engaging with any other team — their team is the best.

Are there any areas they could improve?

No, there aren’t any. 

Do you have any advice for potential customers?

Core Matters, LLC has two levels of services. There’s a cheaper, self-paced version, but we’re paying for the personalized coaching from Ryan — it’s better than the cheaper version. Navigating the program by yourself isn’t as good.

BACKGROUND

Introduce your business and what you do there.

I’m the head of growth of a warehousing and storage company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

We needed help with our HR and recruiting processes.

SOLUTION

What was the scope of their involvement?

Core Matters, LLC has helped us create a game plan for our hiring system. We’ve reviewed their game plan, including understanding our business, writing job descriptions and ads, and interviewing and hiring candidates. We’re still using their services and haven’t completed the game plan. 

What is the team composition?

We mainly work with Ryan (CEO). 

How did you come to work with Core Matters, LLC?

We found Core Matters, LLC at an industry conference where Ryan spoke. I chose them over their competitors because of their strategic and cultural approach.

How much have you invested with them?

We spend around $5,000 per month. 

What is the status of this engagement?

The engagement started in April 2024, and it’s ongoing. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

Core Matters, LLC has helped us hire five employees. 

How did Core Matters, LLC perform from a project management standpoint?

Their integration has been good, and their website and game plan have useful tools. We’ve done what we need to do. To communicate, we use phone calls. Ryan also has a video and audio tool to record training sessions and answer questions.

Are there any employees from the service provider's team that you would like to give a shout-out to in this review?

Ryan was great at answering critical questions to understand our business better. 

What did you find most impressive about them?

They understand our needs. 

Are there any areas they could improve?

No, there aren’t any. 

Do you have any advice for potential customers?

Be patient with their process; don’t be in a hurry.

BACKGROUND

Introduce your business and what you do there.

I’m the co-owner of Mr. Electric of San Antonio and Austin, Texas.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

We needed help with our recruiting and hiring pipeline and practices. We wanted to take a look at them and make adjustments to be more successful.

SOLUTION

What was the scope of their involvement?

Core Matters, LLC helped us build all new job descriptions and create the materials and collateral we needed to attract high-quality candidates. They helped us understand the personality traits of the people we should be hiring.

The engagement was multifaceted. We had one-on-one sessions with Ryan and his team to learn about what we needed. In parallel, we got hooked up on their process and website to learn about a robust recruiting strategy and how to implement it. they taught me so that I could help teach others within our team.

What is the team composition?

Ryan was involved in the project. I also worked one-on-one with a coach.

How did you come to work with Core Matters, LLC?

Core Matters, LLC was referred to us. We have a franchisor, and I asked for help. They went out looking for companies that could help with the issues we were seeing and connected me with Core Matters, LLC.

In conversation with Ryan, it became apparent that they had a novel approach. They understood recruiting and hiring really well. Ryan had a compelling argument. He suggested we stop focusing on hiring people who weren’t the right fit and figure out what the right fit was for us. Then, we could set things up to attract that type of individual.

How much have you invested with them?

We spent around $5,000.

What is the status of this engagement?

We worked together from April–September 2022. I still have access to their resources.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Core Matters, LLC helped us create the marketing materials we needed to attract high-quality candidates. We couldn’t have gotten results without having someone help us build those things. There were 6 or 8 people who found us because of the work we did with Core Matters, LLC.

Since we started working with Core Matters, LLC, our turnover has reduced from about 30% a year to single digits (about 7 to 8% per year). We’ve grown from a team of 15 electricians to 25. 

How did Core Matters, LLC perform from a project management standpoint?

They delivered on time and within the budget. We communicated through phone calls, email, and Zoom. They were very responsive to our emails. If I ever had a question or needed to reach out, I used phone calls or email, and I got a response right back. We also had video calls twice a week.

Ryan was intimately involved in the project. I engaged with him many times, and he was helpful if I had any questions. I also worked one-on-one with a coach. We had multiple sessions every week. We could also engage with other people in similar roles who had similar issues, which allowed us to make progress very fast. 

Are there any employees from the service provider's team that you would like to give a shout-out to in this review?

I’d like to give a shout-out to Ryan.

What did you find most impressive about them?

Core Matters, LLC was the most responsive vendor and partner we have worked with. They were the ones I had the most positive feelings toward. This was one of the most intensive programs and partnerships I've had in the six years I've operated my business. They were a great partner. 

Are there any areas they could improve?

I wish other people knew about them. It was a significant investment of time and energy to get the most out of the engagement. Their program isn’t for the faint of heart. It’s not for someone who thinks they can do this in their spare time. You need to dedicate a significant portion of your time to make a difference in your business.

Do you have any advice for potential customers?

Be ready to invest a significant amount of time.

BACKGROUND

Introduce your business and what you do there.

I’m the VP of sales and operations at Employee Benefits International.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

We needed help strategizing and creating our organization's core values. We had existed as an organization for over 10 years without having defined core values in a written format. We also needed help developing a stronger work culture for our existing employees and a recruiting culture to find the right employees for our organization. We were exclusively an in-office organization and worked with Core Matters in the midst of the COVID-19 pandemic when many employees weren't excited about coming into an office. We wanted to develop and refine our culture so employees would like to come into the office and enjoy the atmosphere.

SOLUTION

What was the scope of their involvement?

Core Matters helped us refine our hiring approach to find employees that fit our culture. The team helped us create our company's core values and, more importantly, how to implement and live them daily.

What is the team composition?

We worked with Ryan and another teammate.

How did you come to work with Core Matters?

Core Matters, LLC was a referral, and we vetted them carefully. We don't typically get into relationships with vendors lightly. Core Matters, LLC came highly recommended, and we had some preliminary calls with them and tried them out before we bought the service. We had a good feeling going into our engagement.

How much have you invested with them?

We spent $22,000.

What is the status of this engagement?

We worked with them from January–March 2023.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

We’re a small boutique organization. When we started working with Core Matters, LLC, we had challenges with our employees' turnover rate and hires that didn't last for various reasons. After going through Core Matters, LLC's 90-day program, we attracted the right type of employees who thrive in our culture. We were also able to retain those employees, and our turnover rate was dramatically better.

Two years before undergoing Core Matters, LLC's program, we lost 75% of our employees. We've only lost one employee since then.

How did Core Matters perform from a project management standpoint?

Core Matters, LLC provided a multifaceted communication process, typically via email. We had video sessions and face-to-face meetings since Ryan was in the same town.
Are there any employees from the service provider's team that you would like to give a shout-out to in this review?

I want to highlight Ryan's work.

What did you find most impressive about them?

Core Matters, LLC had a repository of videos that were exhaustive and easy to navigate. If I needed to refresh on a principle, concept, or philosophy that Ryan taught us during the program, I could go back into that repository and grab it. I still receive emails from Ryan as a follow-up refresher on concepts that were taught during the program.

Are there any areas they could improve?

The principles taught during the program were so voluminous that sometimes, I got lost in the sea of information. That was because I couldn't keep up with having two full-time jobs and going through the program simultaneously.
Do you have any advice for potential customers?

Core Matters, LLC provides a lot of content that isn't fluff. To get the most out of it, you must be able to concentrate fiercely, focus on the matter, and give it your all. The team holds you accountable, so if you have an assignment and a week to do it, they’ll call you if you don’t finish it the following week. Core Matters, LLC takes work seriously, and you get serious results.

BACKGROUND

Introduce your business and what you do there.

I'm the employee experience director at an environmental consulting company.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

We needed hiring consulting and support because we were in the process of hiring multiple professionals and wanted to ensure we were doing it correctly.

SOLUTION

What was the scope of their involvement?

Core Matters consults us on our hiring practices to ensure that the teammates we invite to work with us fit our company's core values and goals. We're currently enrolled in the team's 18-month program, and they're available for questions.

What is the team composition?

We work with Ryan and Rebecca.

How did you come to work with Core Matters, LLC?

Core Matters was a referral from our business coach. The team came in highly recommended.

How much have you invested with them?

We've spent around $15,000.

What is the status of this engagement?

We started working with Core Matters, LLC in July 2024, and the engagement is ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Thanks to Core Matters, LLC's support, we've hired six professionals in three months, representing a 20% company growth.

How did Core Matters, LLC perform from a project management standpoint?

Core Matters communicates well with us via email, Zoom, and, occasionally, phone calls. The team has also been working on many subprojects, and all of them have been great.

Are there any employees from the service provider's team that you would like to give a shout-out to in this review?

Ryan does an excellent job with all of his advice. He always gives us perspectives on the questions and problems we bring him, making our decision-making much easier.

Are there any areas they could improve?

Occasionally, a request might take a couple of days before I hear back from a teammate. I usually hear back from Core Matters, LLC within a week, but sometimes it takes a few days.

BACKGROUND

Introduce your business and what you do there.

I’m the owner and general manager of PuroClean Disaster Restoration. 

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Core Matters, LLC?

I hired Core Matters, LLC for our HR, coaching, and training needs. Simply put, they helped us revamp our hiring process from start to finish.

SOLUTION

What was the scope of their involvement?

Core Matters, LLC overhauled our recruitment process and the entire funnel. Then, they trained us and gave us tools to do things ourselves. We were looking to hire entry-level technicals, production managers, middle managers, and external sales representatives. The team coached us in drafting job descriptions. We did many tasks ourselves, but they taught us key elements. Our team then customized these elements.

Moreover, Core Matters, LLC helped us revamp our company voice. They assisted in renewing our core values, purpose, and mission, which we conveyed in the job description for potential candidates.

What is the team composition?

We worked with Ryan (Founder) and Tammy (Chief of Staff). 

How did you come to work with Core Matters, LLC?

They had a presentation at a convention or a regional meeting. I followed up with them at the end of the meeting. I chose them because they had a unique approach to the hiring process in the construction industry. We needed to change our own approach to the recruitment, vetting, hiring, and onboarding process, and the team had a good process for that.

How much have you invested with them?

We invested over $50,000. 

What is the status of this engagement?

The engagement lasted from September 2022–February 2024. 

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

With Core Matters, LLC, we found four technicians, construction laborers, and two external sales representatives. 

How did Core Matters, LLC perform from a project management standpoint?

They always communicated well and were available as needed between scheduled sessions. They also had a great online training portal and were always on time. We used Zoom calls for coaching and communication, as well as emails and phone calls as needed. We also had access to their resources and training videos.

Are there any employees from the service provider's team that you would like to give a shout-out to in this review?

Tammy was great. 

What did you find most impressive about them?

Core Matters, LLC’s biggest strength was their unique and comprehensive perspective on the recruitment industry. Skills were secondary; they recruited based on the candidates’ fit for our culture. This approach was great because even if the candidates were skilled, they wouldn’t stay with us if they didn’t fit our culture.

Are there any areas they could improve?

They could’ve done more for us instead of just coaching us. We were stalled in getting some products done. They could’ve jumped in and done more for us when they recognized that. That would’ve been helpful.  

Do you have any advice for potential customers?

Figure out what you’re looking for in a candidate’s personality. You can train them for their skills, but you can’t change their personality — that’s what you have to figure out.