Good meeting with Steve. We went over tons of different things. Here are some of my notes.

- Fixing the Grok AI Agent. It is available but not yet trained. We have it hooked up, but hidden... Just us can play with it right now. It will be an ongoing project. We made it so that we could push it up live but, once again, no one knows about it and we don't want them to know about it yet. Steve wanted it to show some people that there is some potential (seeding the discussion).

- Lots of talk about sales and generating revenue. Steve wants to work with people who are willing to talk to anyone and then when they want a demo, he and Sean can step in. He doesn't want to train them on everything, just a simple salesperson who can generate leads. He wants our team to do the demos.

- Steve was asking about Alan. We jumped in and looked around at both the system (timecards) and bit bucket. I reported that I had met with him and it was a great meeting.

- We talked about adilas and expectations. There are a lot of undefined rules and assumptions. We are planning on refining some of that as we go. It just is what it is right now.

- Steve is doing tons of small mini projects for Cory. He is really busy doing all of the little things. I would say he is getting buried. I have been there so many time. I feel for him.

- We talked about a couple of possible partners and outside businesses that have expressed interest in what we are doing. Currently, there seems to be lots of demands and not much show of support so far. It is just starting out, and we aren't sure where it is going. We want the leads, the customers, and the work, but so far, it hasn't really produced.

- We are trying not to waste time and energy, but we really don't know where to go. We are basically, trying to follow the money. Picking up the pieces.

- Steve and I talked about options in sales and also trimming down our current team. We have to cut some costs. It is rough sometimes.

- We spent some time talking about payment processing and how they do their billing. They, the payment processors, usually do a percentage of the monthly credit card sales. We would like to do something similar but instead of doing just the credit card processing, we would like to do a small percentage of the total sales per month. We are thinking from 1% to 1/2 of a percent. Somewhere in there. Trying to figure that out.

- Steve was talking about robots and even payment processing is becoming more automated and even mobile. He was talking about advancements in robots and other technologies. He reads a lot and likes to keep up on that stuff.

- We would like to get our Grok AI agent up and working. We feel that we may be able to control that better than having an outside party program and control it. That is still a lot of work. Steve really feels like if we don't embrace the full AI wave, we will be left behind.

- Bryan popped in for a minute. I told him that I would text him when we were done. We were spoused to meet but Steve and I got started late.

- Bryan is working with some CPA's and trying to get them to see the vision of what we are doing. Long ago, that was Steve's vision. He wanted to fly around in his plane (he's a pilot) and go see all of the CPA's and show them how adilas works. Funny but cool, old memory. Still a possibility.

- Steve has been around a lot of salespeople. He was sharing some of his experiences. We need people in places where there are a lot of other people (businesses). We don't have anything right now, as far as a salesperson or a sales team.

- Sales is just a game of numbers. You also have to be willing to be told no. Not all personality types can do that. Steve was mentioning that we have started a bunch of people but they haven't worked out. This may not go here, but I'm going to add it in anyways. Steve and I were talking on Monday, 1/12/26. I had a meeting later on Thursday, 1/15/26, with Shannon. She made an interesting observation. We used to have a rep type model, where the rep, an independent, would go pedal and push our product. They would then get a commission and also be able to get monies directly from the client to help with anything that the client needed. That was very successful. They, the reps, would max out and eventually stop, but each one could handle a certain number of clients. We had some reps that were making great money. Because it wasn't super organized, we decided to pull that back internally. Due to budgets, we have not been able to fill that same role that those reps were providing. We have way more control over what is being done, but we don't have anybody out there pushing on things. Interesting observation.

- Back to the meeting with Steve. After we talked about sales for the first little bit, I changed gears and did a mini pitch to Steve about focusing on people and trying to stabilize the team. That conversation always comes back to funding and where do you get the money from? This has been a common theme over the years.

- I was drawing and showing some ideas. We have focused on features and functionality so much. We keep building lists and slowly clicking through things. I really feel like we need to change the focus to people and the team vs the next cool thing. The sad part is, we have done this for years and years and years. We keep thinking, when we get such and such done, it will all get better. We get to that point and then there is always something more. I honestly can't even see the end of what is wanted (feature or functionality wise). It feels like a perpetual or ongoing list of wishes and demands.

- We jumped in the system and were looking at sales, numbers, trends, year over year totals, etc.

- We may want to allow the developers to go back and bid (put out estimates) on custom code projects. That's what they used to do, back in the day. We tried to pull that all under the main adilas roof as well. That was super expensive. We may need to figure out a hybrid and see if we can make that work. We don't want a full wild west again, but we may need to bring some of the independent pieces back in. It just costs too much for us to fully support a full staff of full time developers. We'll figure it out.

- Our costs are around 40% (roughly). So, if you had a system sell for $100. We would use $40 to pay for servers and other small things. The other $60 would be profit that could be split and/or divided to create some sort of incentive. Steve is trying to see if he can get anybody to play that way. We just have to get more clients. He was pitching a 50/50 split of the profit. So, for a $100 deal, that would be $40 overhead (costs), then split $60/2 or $30 per entity that is helping with the sale.

- We were talking about setup, activation, and selling systems. We are seeing a growing demand for enterprise level functionality. They, our clients, just expect us to have it all built. They really want it, but it is only partially done, not all the way yet. We end up getting stuck in the middle, footing the bill, and not being able to just sell what they want. We already have vendors, customers, and items on the enterprise level. We just need so much more. Well, you have to start somewhere.

- Steve was talking about 10 free hours of training and then rolling into $65 per hour after that. We can help with anything that is needed, whether that be training, data entry, bank reconciliation, inventory help, balance sheet and accounting work, etc. We offer a lot of services. Basically, what do you need? We can help.

- Steve wants to find some power users and see if they would like to work for us. We have had great success by hiring people who were once adilas users and then bringing them in and onto our team. They already know and love adilas. They tend to find a good home with us. It just comes down to budgets again.

- As we were talking... I was pitching things and it kept getting met by something like... We've tried that... We need to do something different. I don't feel like that. If we did try things, the timing may have been off, the wrong person, or it wasn't really tried. I don't want to just keep randomly trying things. I think we need to focus on people, talents, skills, and personalities. If we can get the right people in the right places, and get them trained and supported, it will work. I know it!

- We may need to try things again! Lots of things are changing and been changing over the years. We have been doing this since 2001. Adilas became a real entity in 2008. We need to circle back around and focus on people.

- The topic switched to AI. Steve wants us to use AI to build code for us. He thinks that we can reduce our tech needs by 60%. He uses it tons and tons. I use it as well. We want to get our other developers up and going on it. It's not that they aren't... we just need to keep going. We need to look at it as a tool, not the only answer. It does have pros and cons. It definitely has its place. Certain things still need the human touch.

- We ended our meeting by him telling me that I could look around and work on a plan and then bring it back to him. We have to make some changes. That is for sure. I just don't want to randomly do things that may hurt us in the long run. It takes me so long to train new people. I hate to see them just go away. We have a team, but yes, they are kinda tired. We have been running hard for years and years, almost without any breaks. That is rough. We will figure it out. That's the new goal. Figure out how to make this work and stabilize the team.